{"version":"1.0.0","segments":[{"startTime":0.36,"endTime":1.71,"body":"Hey, good afternoon."},{"startTime":1.77,"endTime":4.599,"body":"Welcome to the probate"},{"startTime":1.77,"endTime":4.599,"body":"mastery alumni call."},{"startTime":4.778,"endTime":7.358,"body":"We get together every Tuesday"},{"startTime":4.778,"endTime":7.358,"body":"at noon Pacific time where"},{"speaker":"I'm at in Los Angeles, 3","startTime":7.358,"endTime":10.318,"body":"00"},{"speaker":"I'm at in Los Angeles, 3","startTime":7.358,"endTime":10.318,"body":"PM in Eastern time if you're"},{"speaker":"I'm at in Los Angeles, 3","startTime":10.323,"endTime":12.958,"body":"in Florida or New York or"},{"speaker":"I'm at in Los Angeles, 3","startTime":10.323,"endTime":12.958,"body":"appropriate, or in everything"},{"speaker":"I'm at in Los Angeles, 3","startTime":12.958,"endTime":13.918,"body":"in between either side."},{"speaker":"I'm at in Los Angeles, 3","startTime":14.278,"endTime":16.348,"body":"We get you every week at"},{"speaker":"I'm at in Los Angeles, 3","startTime":14.278,"endTime":16.348,"body":"this time, we also record"},{"speaker":"I'm at in Los Angeles, 3","startTime":16.348,"endTime":20.038,"body":"it and put it on the"},{"speaker":"I'm at in Los Angeles, 3","startTime":16.348,"endTime":20.038,"body":"probate mastery.com website."},{"speaker":"I'm at in Los Angeles, 3","startTime":20.388,"endTime":23.708,"body":"This  call is designed for"},{"speaker":"I'm at in Los Angeles, 3","startTime":20.388,"endTime":23.708,"body":"practitioners looking to"},{"speaker":"I'm at in Los Angeles, 3","startTime":23.708,"endTime":25.898,"body":"build their business, whether"},{"speaker":"I'm at in Los Angeles, 3","startTime":23.708,"endTime":25.898,"body":"you're a real estate agent"},{"speaker":"I'm at in Los Angeles, 3","startTime":26.034,"endTime":27.954,"body":"or an investor or wholesaler."},{"speaker":"I'm at in Los Angeles, 3","startTime":28.091,"endTime":30.951,"body":"And it's particularly for"},{"speaker":"I'm at in Los Angeles, 3","startTime":28.091,"endTime":30.951,"body":"people who have taken or getting"},{"speaker":"I'm at in Los Angeles, 3","startTime":30.971,"endTime":33.891,"body":"ready to take the probate"},{"speaker":"I'm at in Los Angeles, 3","startTime":30.971,"endTime":33.891,"body":"mastery coaching program, and"},{"speaker":"I'm at in Los Angeles, 3","startTime":33.891,"endTime":36.081,"body":"then begin the process and"},{"speaker":"I'm at in Los Angeles, 3","startTime":33.891,"endTime":36.081,"body":"learn how to, and then come"},{"speaker":"I'm at in Los Angeles, 3","startTime":36.081,"endTime":38.608,"body":"on here every week, asking"},{"speaker":"I'm at in Los Angeles, 3","startTime":36.081,"endTime":38.608,"body":"questions from other people who"},{"speaker":"I'm at in Los Angeles, 3","startTime":38.608,"endTime":39.758,"body":"are on the same path as you."},{"speaker":"I'm at in Los Angeles, 3","startTime":39.758,"endTime":42.238,"body":"Maybe a little ahead of you,"},{"speaker":"I'm at in Los Angeles, 3","startTime":39.758,"endTime":42.238,"body":"maybe a little behind you, but"},{"speaker":"I'm at in Los Angeles, 3","startTime":42.243,"endTime":44.278,"body":"hopefully we're all working"},{"speaker":"I'm at in Los Angeles, 3","startTime":42.243,"endTime":44.278,"body":"together in the same process,"},{"speaker":"I'm at in Los Angeles, 3","startTime":44.278,"endTime":47.488,"body":"sharing best practices,"},{"speaker":"I'm at in Los Angeles, 3","startTime":44.278,"endTime":47.488,"body":"vendors, and things like that."},{"speaker":"I'm at in Los Angeles, 3","startTime":47.938,"endTime":50.568,"body":"I'm Bill Gross and I'm a"},{"speaker":"I'm at in Los Angeles, 3","startTime":47.938,"endTime":50.568,"body":"practitioner, a real estate"},{"speaker":"I'm at in Los Angeles, 3","startTime":50.568,"endTime":51.708,"body":"broker in Los Angeles."},{"speaker":"I'm at in Los Angeles, 3","startTime":51.708,"endTime":54.197,"body":"I'm been building a national"},{"speaker":"I'm at in Los Angeles, 3","startTime":51.708,"endTime":54.197,"body":"team of probate experts."},{"speaker":"I'm at in Los Angeles, 3","startTime":54.707,"endTime":57.137,"body":"And I took the class with"},{"speaker":"I'm at in Los Angeles, 3","startTime":54.707,"endTime":57.137,"body":"Chad three and a half years"},{"speaker":"I'm at in Los Angeles, 3","startTime":57.137,"endTime":59.412,"body":"ago before he was with"},{"speaker":"I'm at in Los Angeles, 3","startTime":57.137,"endTime":59.412,"body":"probate mastery, and then I"},{"speaker":"I'm at in Los Angeles, 3","startTime":59.442,"endTime":60.552,"body":"help run this live stream."},{"speaker":"I'm at in Los Angeles, 3","startTime":60.552,"endTime":63.196,"body":"I'm literally, if I show my,"},{"speaker":"I'm at in Los Angeles, 3","startTime":60.552,"endTime":63.196,"body":"the screen, finishing out the"},{"speaker":"I'm at in Los Angeles, 3","startTime":63.196,"endTime":66.407,"body":"EARN program, which is earn"},{"speaker":"I'm at in Los Angeles, 3","startTime":63.196,"endTime":66.407,"body":"attorney referrals now program."},{"speaker":"I'm at in Los Angeles, 3","startTime":66.677,"endTime":69.157,"body":"So I'm a student of his"},{"speaker":"I'm at in Los Angeles, 3","startTime":66.677,"endTime":69.157,"body":"as well as hopefully an"},{"speaker":"I'm at in Los Angeles, 3","startTime":69.387,"endTime":70.757,"body":"experienced success story."},{"speaker":"I'm at in Los Angeles, 3","startTime":70.757,"endTime":71.447,"body":"To some degree."},{"speaker":"I'm at in Los Angeles, 3","startTime":71.747,"endTime":73.577,"body":"I've built a great"},{"speaker":"I'm at in Los Angeles, 3","startTime":71.747,"endTime":73.577,"body":"business in Los Angeles,"},{"speaker":"I'm at in Los Angeles, 3","startTime":73.577,"endTime":75.347,"body":"California based on probate."},{"speaker":"I'm at in Los Angeles, 3","startTime":75.347,"endTime":77.421,"body":"And now I'm building a"},{"speaker":"I'm at in Los Angeles, 3","startTime":75.347,"endTime":77.421,"body":"national team beneath me to"},{"speaker":"I'm at in Los Angeles, 3","startTime":77.421,"endTime":78.591,"body":"expand and leverage that."},{"speaker":"I'm at in Los Angeles, 3","startTime":78.596,"endTime":81.561,"body":"And it's really doing the things"},{"speaker":"I'm at in Los Angeles, 3","startTime":78.596,"endTime":81.561,"body":"that Chad set me out to do."},{"speaker":"I'm at in Los Angeles, 3","startTime":81.831,"endTime":84.061,"body":"and I think there's a number"},{"speaker":"I'm at in Los Angeles, 3","startTime":81.831,"endTime":84.061,"body":"of different ways, you know,"},{"speaker":"I'm at in Los Angeles, 3","startTime":84.091,"endTime":87.961,"body":"um, Chad covers a lot in the"},{"speaker":"I'm at in Los Angeles, 3","startTime":84.091,"endTime":87.961,"body":"program and I think one of the"},{"speaker":"I'm at in Los Angeles, 3","startTime":87.961,"endTime":91.062,"body":"mistakes   agents or students"},{"speaker":"I'm at in Los Angeles, 3","startTime":87.961,"endTime":91.062,"body":"make on that program is to"},{"speaker":"I'm at in Los Angeles, 3","startTime":91.062,"endTime":94.326,"body":"assume you have to do all of it"},{"speaker":"I'm at in Los Angeles, 3","startTime":91.062,"endTime":94.326,"body":"or pick one that fits in what"},{"speaker":"I'm at in Los Angeles, 3","startTime":94.326,"endTime":95.586,"body":"they think is the most common."},{"speaker":"I'm at in Los Angeles, 3","startTime":95.586,"endTime":97.832,"body":"And, there's a lot of different"},{"speaker":"I'm at in Los Angeles, 3","startTime":95.586,"endTime":97.832,"body":"ways one can approach this"},{"speaker":"I'm at in Los Angeles, 3","startTime":97.832,"endTime":100.922,"body":"business and I've taken a real"},{"speaker":"I'm at in Los Angeles, 3","startTime":97.832,"endTime":100.922,"body":"focus on attorney referrals."},{"speaker":"I'm at in Los Angeles, 3","startTime":101.342,"endTime":103.712,"body":"Uh, it's been my specialty,"},{"speaker":"I'm at in Los Angeles, 3","startTime":101.342,"endTime":103.712,"body":"but I do some of all of it."},{"speaker":"I'm at in Los Angeles, 3","startTime":103.712,"endTime":105.512,"body":"And so I'm glad to"},{"speaker":"I'm at in Los Angeles, 3","startTime":103.712,"endTime":105.512,"body":"share along the way."},{"speaker":"I'm at in Los Angeles, 3","startTime":106.082,"endTime":109.142,"body":"So again, a purpose of this"},{"speaker":"I'm at in Los Angeles, 3","startTime":106.082,"endTime":109.142,"body":"call is to primarily answer"},{"speaker":"I'm at in Los Angeles, 3","startTime":109.147,"endTime":112.022,"body":"questions and share when people"},{"speaker":"I'm at in Los Angeles, 3","startTime":109.147,"endTime":112.022,"body":"are involved in the business."},{"speaker":"I'm at in Los Angeles, 3","startTime":112.072,"endTime":114.292,"body":"So our first question, I know"},{"speaker":"I'm at in Los Angeles, 3","startTime":112.072,"endTime":114.292,"body":"Melanie, you had a question"},{"speaker":"I'm at in Los Angeles, 3","startTime":114.297,"endTime":116.332,"body":"you wanna ask and so you're"},{"speaker":"I'm at in Los Angeles, 3","startTime":114.297,"endTime":116.332,"body":"gonna get to be first."},{"speaker":"I'm at in Los Angeles, 3","startTime":116.422,"endTime":116.812,"body":"Go ahead."},{"speaker":"I'm at in Los Angeles, 3","startTime":117.446,"endTime":118.076,"body":"All right."},{"speaker":"I'm at in Los Angeles, 3","startTime":118.081,"endTime":118.466,"body":"Hey."},{"speaker":"I'm at in Los Angeles, 3","startTime":118.766,"endTime":119.276,"body":"All right."},{"speaker":"I'm at in Los Angeles, 3","startTime":119.276,"endTime":124.046,"body":"So I have a client, prospective"},{"speaker":"I'm at in Los Angeles, 3","startTime":119.276,"endTime":124.046,"body":"client that I spoke with"},{"speaker":"I'm at in Los Angeles, 3","startTime":124.232,"endTime":127.292,"body":"last night and it's kind"},{"speaker":"I'm at in Los Angeles, 3","startTime":124.232,"endTime":127.292,"body":"of one of those cases, like"},{"speaker":"I'm at in Los Angeles, 3","startTime":127.292,"endTime":128.282,"body":"a lot of probate cases."},{"speaker":"I'm at in Los Angeles, 3","startTime":128.282,"endTime":131.342,"body":"That's very, very multifaceted,"},{"speaker":"I'm at in Los Angeles, 3","startTime":128.282,"endTime":131.342,"body":"a lot of layers to it."},{"speaker":"I'm at in Los Angeles, 3","startTime":131.342,"endTime":134.734,"body":"A lot of family members involved"},{"speaker":"I'm at in Los Angeles, 3","startTime":131.342,"endTime":134.734,"body":"a lot of hostility, et cetera."},{"speaker":"I'm at in Los Angeles, 3","startTime":134.734,"endTime":137.014,"body":"And I'm really not sure which"},{"speaker":"I'm at in Los Angeles, 3","startTime":134.734,"endTime":137.014,"body":"way to go with this one."},{"speaker":"I'm at in Los Angeles, 3","startTime":137.304,"endTime":139.954,"body":"I'm looking for a little bit"},{"speaker":"I'm at in Los Angeles, 3","startTime":137.304,"endTime":139.954,"body":"of advice on which way to"},{"speaker":"I'm at in Los Angeles, 3","startTime":139.954,"endTime":141.154,"body":"go first with this client."},{"speaker":"I'm at in Los Angeles, 3","startTime":141.484,"endTime":143.434,"body":"I don't think we're gonna be"},{"speaker":"I'm at in Los Angeles, 3","startTime":141.484,"endTime":143.434,"body":"able to do a whole lot for"},{"speaker":"I'm at in Los Angeles, 3","startTime":143.434,"endTime":145.931,"body":"him, but just to kind of give"},{"speaker":"I'm at in Los Angeles, 3","startTime":143.434,"endTime":145.931,"body":"you a quick rundown on this"},{"speaker":"I'm at in Los Angeles, 3","startTime":145.931,"endTime":147.461,"body":"one, I have some notes here."},{"speaker":"I'm at in Los Angeles, 3","startTime":147.777,"endTime":148.827,"body":"This has been in probate."},{"speaker":"I'm at in Los Angeles, 3","startTime":148.827,"endTime":151.584,"body":"It's been, the father passed"},{"speaker":"I'm at in Los Angeles, 3","startTime":148.827,"endTime":151.584,"body":"away about a year ago in"},{"speaker":"I'm at in Los Angeles, 3","startTime":151.584,"endTime":156.634,"body":"June and my client, and his"},{"speaker":"I'm at in Los Angeles, 3","startTime":151.584,"endTime":156.634,"body":"son were named on the will."},{"speaker":"I'm at in Los Angeles, 3","startTime":157.041,"endTime":161.606,"body":"The second brother and sister"},{"speaker":"I'm at in Los Angeles, 3","startTime":157.041,"endTime":161.606,"body":"were not, well, hold on."},{"speaker":"I'm at in Los Angeles, 3","startTime":161.616,"endTime":163.316,"body":"Let's, let's be"},{"speaker":"I'm at in Los Angeles, 3","startTime":161.616,"endTime":163.316,"body":"precise first off this."},{"speaker":"I'm at in Los Angeles, 3","startTime":163.676,"endTime":165.776,"body":"I know the answer, but the"},{"speaker":"I'm at in Los Angeles, 3","startTime":163.676,"endTime":165.776,"body":"state you're doing this"},{"speaker":"I'm at in Los Angeles, 3","startTime":165.776,"endTime":167.396,"body":"in is state of Florida."},{"speaker":"I'm at in Los Angeles, 3","startTime":167.696,"endTime":167.936,"body":"Okay."},{"speaker":"I'm at in Los Angeles, 3","startTime":167.936,"endTime":168.506,"body":"So very important."},{"speaker":"I'm at in Los Angeles, 3","startTime":168.596,"endTime":169.716,"body":"The laws are different"},{"speaker":"I'm at in Los Angeles, 3","startTime":168.596,"endTime":169.716,"body":"in every state."},{"speaker":"I'm at in Los Angeles, 3","startTime":170.156,"endTime":170.246,"body":"Yes."},{"speaker":"I'm at in Los Angeles, 3","startTime":170.246,"endTime":172.886,"body":"Second you say they're named,"},{"speaker":"I'm at in Los Angeles, 3","startTime":170.246,"endTime":172.886,"body":"they're named as something"},{"speaker":"I'm at in Los Angeles, 3","startTime":172.886,"endTime":173.706,"body":"they're named as heirs?"},{"speaker":"I'm at in Los Angeles, 3","startTime":173.726,"endTime":174.746,"body":"As executives of the will."},{"speaker":"I'm at in Los Angeles, 3","startTime":174.746,"endTime":175.616,"body":"What are they named as?"},{"speaker":"I'm at in Los Angeles, 3","startTime":175.826,"endTime":179.366,"body":"So he doesn't really know, but"},{"speaker":"I'm at in Los Angeles, 3","startTime":175.826,"endTime":179.366,"body":"he does have a copy of the will."},{"speaker":"I'm at in Los Angeles, 3","startTime":179.366,"endTime":180.686,"body":"We'd probably have to meet him."},{"speaker":"I'm at in Los Angeles, 3","startTime":180.986,"endTime":184.281,"body":"He states heirs, that  he"},{"speaker":"I'm at in Los Angeles, 3","startTime":180.986,"endTime":184.281,"body":"and his son, excuse"},{"speaker":"I'm at in Los Angeles, 3","startTime":184.281,"endTime":186.051,"body":"me, were on the will."},{"speaker":"I'm at in Los Angeles, 3","startTime":186.291,"endTime":189.831,"body":"And this gentleman's brother"},{"speaker":"I'm at in Los Angeles, 3","startTime":186.291,"endTime":189.831,"body":"and other sister siblings"},{"speaker":"I'm at in Los Angeles, 3","startTime":190.071,"endTime":192.321,"body":"are not on the will."},{"speaker":"I'm at in Los Angeles, 3","startTime":193.161,"endTime":196.671,"body":"Another brother was"},{"speaker":"I'm at in Los Angeles, 3","startTime":193.161,"endTime":196.671,"body":"named as the PR."},{"speaker":"I'm at in Los Angeles, 3","startTime":196.901,"endTime":198.851,"body":"He passed away in April."},{"speaker":"I'm at in Los Angeles, 3","startTime":198.941,"endTime":201.611,"body":"So now, so PR would be"},{"speaker":"I'm at in Los Angeles, 3","startTime":198.941,"endTime":201.611,"body":"personal representative."},{"speaker":"I'm at in Los Angeles, 3","startTime":201.611,"endTime":204.281,"body":"Now, does that mean he filed"},{"speaker":"I'm at in Los Angeles, 3","startTime":201.611,"endTime":204.281,"body":"a probate case and then"},{"speaker":"I'm at in Los Angeles, 3","startTime":204.334,"endTime":205.414,"body":"died while it's in process?"},{"speaker":"I'm at in Los Angeles, 3","startTime":205.654,"endTime":206.554,"body":"Correct."},{"speaker":"I'm at in Los Angeles, 3","startTime":206.674,"endTime":206.944,"body":"Okay."},{"speaker":"I'm at in Los Angeles, 3","startTime":207.274,"endTime":207.814,"body":"Correct."},{"speaker":"I'm at in Los Angeles, 3","startTime":207.814,"endTime":209.584,"body":"So now we're a"},{"speaker":"I'm at in Los Angeles, 3","startTime":207.814,"endTime":209.584,"body":"couple months out."},{"speaker":"I'm at in Los Angeles, 3","startTime":209.884,"endTime":210.154,"body":"Okay."},{"speaker":"I'm at in Los Angeles, 3","startTime":210.454,"endTime":214.174,"body":"Brother, who was not named"},{"speaker":"I'm at in Los Angeles, 3","startTime":210.454,"endTime":214.174,"body":"on the will, no made executor"},{"speaker":"I'm at in Los Angeles, 3","startTime":214.204,"endTime":217.024,"body":"is now raising a stink"},{"speaker":"I'm at in Los Angeles, 3","startTime":214.204,"endTime":217.024,"body":"with the family, and his"},{"speaker":"I'm at in Los Angeles, 3","startTime":217.324,"endTime":222.134,"body":"girlfriend is now living"},{"speaker":"I'm at in Los Angeles, 3","startTime":217.324,"endTime":222.134,"body":"in the home about 450."},{"speaker":"I'm at in Los Angeles, 3","startTime":222.154,"endTime":223.564,"body":"You hear this"},{"speaker":"I'm at in Los Angeles, 3","startTime":222.154,"endTime":223.564,"body":"classically, right?"},{"speaker":"I'm at in Los Angeles, 3","startTime":225.009,"endTime":230.374,"body":"So , he kinda wants to know"},{"speaker":"I'm at in Los Angeles, 3","startTime":225.009,"endTime":230.374,"body":"what his, his, um, you know,"},{"speaker":"I'm at in Los Angeles, 3","startTime":230.374,"endTime":234.484,"body":"rights are whatnot, but to"},{"speaker":"I'm at in Los Angeles, 3","startTime":230.374,"endTime":234.484,"body":"further, um, complicate the"},{"speaker":"I'm at in Los Angeles, 3","startTime":234.484,"endTime":237.844,"body":"case, this gentleman did"},{"speaker":"I'm at in Los Angeles, 3","startTime":234.484,"endTime":237.844,"body":"some white collar crime."},{"speaker":"I'm at in Los Angeles, 3","startTime":237.844,"endTime":240.694,"body":"He is an Excon in Florida,"},{"speaker":"I'm at in Los Angeles, 3","startTime":237.844,"endTime":240.694,"body":"and you cannot be named"},{"speaker":"I'm at in Los Angeles, 3","startTime":240.699,"endTime":242.254,"body":"the PR the person."},{"speaker":"I'm at in Los Angeles, 3","startTime":242.284,"endTime":245.089,"body":"So we say this person, you"},{"speaker":"I'm at in Los Angeles, 3","startTime":242.284,"endTime":245.089,"body":"mean the competing brother?"},{"speaker":"I'm at in Los Angeles, 3","startTime":245.789,"endTime":247.414,"body":"The one that called me"},{"speaker":"I'm at in Los Angeles, 3","startTime":245.789,"endTime":247.414,"body":"the one that I called."},{"speaker":"I'm at in Los Angeles, 3","startTime":247.414,"endTime":247.684,"body":"Yeah."},{"speaker":"I'm at in Los Angeles, 3","startTime":248.404,"endTime":248.674,"body":"Okay."},{"speaker":"I'm at in Los Angeles, 3","startTime":248.734,"endTime":251.944,"body":"So one, so this is your"},{"speaker":"I'm at in Los Angeles, 3","startTime":248.734,"endTime":251.944,"body":"client, who's the heir, but"},{"speaker":"I'm at in Los Angeles, 3","startTime":251.944,"endTime":255.324,"body":"he's not the PA he's not"},{"speaker":"I'm at in Los Angeles, 3","startTime":251.944,"endTime":255.324,"body":"named as executor in the will?"},{"speaker":"I'm at in Los Angeles, 3","startTime":255.804,"endTime":258.364,"body":"Correct because he has"},{"speaker":"I'm at in Los Angeles, 3","startTime":255.804,"endTime":258.364,"body":"a white collar criminal"},{"speaker":"I'm at in Los Angeles, 3","startTime":258.364,"endTime":259.804,"body":"background and he convicted."},{"speaker":"I'm at in Los Angeles, 3","startTime":260.254,"endTime":260.544,"body":"Okay."},{"speaker":"I'm at in Los Angeles, 3","startTime":260.549,"endTime":263.374,"body":"And so therefore he can't, or it"},{"speaker":"I'm at in Los Angeles, 3","startTime":260.549,"endTime":263.374,"body":"can be difficult for him to be"},{"speaker":"I'm at in Los Angeles, 3","startTime":263.374,"endTime":268.264,"body":"named as the administrator now"},{"speaker":"I'm at in Los Angeles, 3","startTime":263.374,"endTime":268.264,"body":"that the executor has passed."},{"speaker":"I'm at in Los Angeles, 3","startTime":268.264,"endTime":268.594,"body":"Okay."},{"speaker":"I'm at in Los Angeles, 3","startTime":268.594,"endTime":268.894,"body":"Got it."},{"speaker":"I'm at in Los Angeles, 3","startTime":269.104,"endTime":269.674,"body":"Correct."},{"speaker":"I'm at in Los Angeles, 3","startTime":270.094,"endTime":270.124,"body":"Okay."},{"speaker":"I'm at in Los Angeles, 3","startTime":270.124,"endTime":273.739,"body":"So the father, the deceased"},{"speaker":"I'm at in Los Angeles, 3","startTime":270.124,"endTime":273.739,"body":"father did not want  the"},{"speaker":"I'm at in Los Angeles, 3","startTime":274.119,"endTime":276.634,"body":"other siblings to have"},{"speaker":"I'm at in Los Angeles, 3","startTime":274.119,"endTime":276.634,"body":"any rights to anything."},{"speaker":"I'm at in Los Angeles, 3","startTime":276.634,"endTime":278.284,"body":"The girlfriend is"},{"speaker":"I'm at in Los Angeles, 3","startTime":276.634,"endTime":278.284,"body":"living in the home."},{"speaker":"I'm at in Los Angeles, 3","startTime":278.554,"endTime":279.424,"body":"What do we do?"},{"speaker":"I'm at in Los Angeles, 3","startTime":280.164,"endTime":283.294,"body":"So that's kind of where I"},{"speaker":"I'm at in Los Angeles, 3","startTime":280.164,"endTime":283.294,"body":"don't really know what to tell"},{"speaker":"I'm at in Los Angeles, 3","startTime":283.294,"endTime":284.404,"body":"them what to do at this point."},{"speaker":"I'm at in Los Angeles, 3","startTime":284.404,"endTime":286.804,"body":"It's complicated, but"},{"speaker":"I'm at in Los Angeles, 3","startTime":284.404,"endTime":286.804,"body":"I've had these before."},{"speaker":"I'm at in Los Angeles, 3","startTime":288.094,"endTime":289.354,"body":"What, what part of"},{"speaker":"I'm at in Los Angeles, 3","startTime":288.094,"endTime":289.354,"body":"Florida is this?"},{"speaker":"I'm at in Los Angeles, 3","startTime":289.354,"endTime":290.404,"body":"You're in Tampa, correct?"},{"speaker":"I'm at in Los Angeles, 3","startTime":290.494,"endTime":290.704,"body":"Yeah."},{"speaker":"I'm at in Los Angeles, 3","startTime":290.704,"endTime":291.484,"body":"I'm in Tampa."},{"speaker":"I'm at in Los Angeles, 3","startTime":291.694,"endTime":294.874,"body":"Do you work with a particular"},{"speaker":"I'm at in Los Angeles, 3","startTime":291.694,"endTime":294.874,"body":"probate litigation attorneys"},{"speaker":"I'm at in Los Angeles, 3","startTime":294.879,"endTime":296.914,"body":"or any particular probate"},{"speaker":"I'm at in Los Angeles, 3","startTime":294.879,"endTime":296.914,"body":"administration attorneys?"},{"speaker":"I'm at in Los Angeles, 3","startTime":297.184,"endTime":298.414,"body":"So I'm really just"},{"speaker":"I'm at in Los Angeles, 3","startTime":297.184,"endTime":298.414,"body":"getting started."},{"speaker":"I'm at in Los Angeles, 3","startTime":298.419,"endTime":301.024,"body":"I do have a couple of"},{"speaker":"I'm at in Los Angeles, 3","startTime":298.419,"endTime":301.024,"body":"lawyers, um, in my bag."},{"speaker":"I'm at in Los Angeles, 3","startTime":301.234,"endTime":303.214,"body":"Um, of course Al"},{"speaker":"I'm at in Los Angeles, 3","startTime":301.234,"endTime":303.214,"body":"Nicolletti's one of them"},{"speaker":"I'm at in Los Angeles, 3","startTime":303.214,"endTime":304.234,"body":"and I've got another gal."},{"speaker":"I'm at in Los Angeles, 3","startTime":304.954,"endTime":305.764,"body":"Just stop there."},{"speaker":"I'm at in Los Angeles, 3","startTime":305.824,"endTime":306.864,"body":"Let's just stop"},{"speaker":"I'm at in Los Angeles, 3","startTime":305.824,"endTime":306.864,"body":"there for a second."},{"speaker":"I'm at in Los Angeles, 3","startTime":306.874,"endTime":307.294,"body":"That's fine."},{"speaker":"I'm at in Los Angeles, 3","startTime":307.324,"endTime":308.134,"body":"You found the right guy."},{"speaker":"I'm at in Los Angeles, 3","startTime":308.414,"endTime":308.704,"body":"Yeah."},{"speaker":"I'm at in Los Angeles, 3","startTime":308.709,"endTime":311.134,"body":"Um, he covers whole state"},{"speaker":"I'm at in Los Angeles, 3","startTime":308.709,"endTime":311.134,"body":"he's as good as anybody."},{"speaker":"I'm at in Los Angeles, 3","startTime":311.884,"endTime":315.004,"body":"So, I'm literally, as we're"},{"speaker":"I'm at in Los Angeles, 3","startTime":311.884,"endTime":315.004,"body":"doing this, I, I stopped,"},{"speaker":"I'm at in Los Angeles, 3","startTime":315.004,"endTime":317.507,"body":"I'm about four fifths"},{"speaker":"I'm at in Los Angeles, 3","startTime":315.004,"endTime":317.507,"body":"through one of Chad's other"},{"speaker":"I'm at in Los Angeles, 3","startTime":317.507,"endTime":320.417,"body":"programs, which is EARN,"},{"speaker":"I'm at in Los Angeles, 3","startTime":317.507,"endTime":320.417,"body":"earn attorney referrals now."},{"speaker":"I'm at in Los Angeles, 3","startTime":320.422,"endTime":322.547,"body":"I'm not saying it to be"},{"speaker":"I'm at in Los Angeles, 3","startTime":320.422,"endTime":322.547,"body":"commercial, but just to be"},{"speaker":"I'm at in Los Angeles, 3","startTime":322.547,"endTime":325.441,"body":"fair, literally, one of the"},{"speaker":"I'm at in Los Angeles, 3","startTime":322.547,"endTime":325.441,"body":"things he's talking about is"},{"speaker":"I'm at in Los Angeles, 3","startTime":325.501,"endTime":328.441,"body":"looking for the opportunity to"},{"speaker":"I'm at in Los Angeles, 3","startTime":325.501,"endTime":328.441,"body":"create value for the attorneys."},{"speaker":"I'm at in Los Angeles, 3","startTime":328.446,"endTime":330.994,"body":"So if you wanna work with a Al"},{"speaker":"I'm at in Los Angeles, 3","startTime":328.446,"endTime":330.994,"body":"Nicoletti, you know, it's one"},{"speaker":"I'm at in Los Angeles, 3","startTime":330.994,"endTime":333.304,"body":"thing to introduce him to your"},{"speaker":"I'm at in Los Angeles, 3","startTime":330.994,"endTime":333.304,"body":"client to help your client."},{"speaker":"I'm at in Los Angeles, 3","startTime":333.304,"endTime":336.064,"body":"It's another thing to introduce"},{"speaker":"I'm at in Los Angeles, 3","startTime":333.304,"endTime":336.064,"body":"him in a way that Al goes, wow,"},{"speaker":"I'm at in Los Angeles, 3","startTime":336.064,"endTime":337.444,"body":"Melanie, you're great agent."},{"speaker":"I'm at in Los Angeles, 3","startTime":337.449,"endTime":339.574,"body":"I don't know other agents"},{"speaker":"I'm at in Los Angeles, 3","startTime":337.449,"endTime":339.574,"body":"in Tampa, I'll refer"},{"speaker":"I'm at in Los Angeles, 3","startTime":339.574,"endTime":340.624,"body":"my next deal to you."},{"speaker":"I'm at in Los Angeles, 3","startTime":340.654,"endTime":342.214,"body":"That's what you want"},{"speaker":"I'm at in Los Angeles, 3","startTime":340.654,"endTime":342.214,"body":"to earn at some point."},{"speaker":"I'm at in Los Angeles, 3","startTime":342.591,"endTime":345.051,"body":"The way we earn that"},{"speaker":"I'm at in Los Angeles, 3","startTime":342.591,"endTime":345.051,"body":"relationship is by creating"},{"speaker":"I'm at in Los Angeles, 3","startTime":345.051,"endTime":346.041,"body":"value for the attorney."},{"speaker":"I'm at in Los Angeles, 3","startTime":346.131,"endTime":348.441,"body":"Of course, referring"},{"speaker":"I'm at in Los Angeles, 3","startTime":346.131,"endTime":348.441,"body":"cases is one part of it."},{"speaker":"I'm at in Los Angeles, 3","startTime":348.861,"endTime":350.841,"body":"But referring 'em"},{"speaker":"I'm at in Los Angeles, 3","startTime":348.861,"endTime":350.841,"body":"efficiently, if you listen"},{"speaker":"I'm at in Los Angeles, 3","startTime":350.846,"endTime":353.317,"body":"to the attorneys very"},{"speaker":"I'm at in Los Angeles, 3","startTime":350.846,"endTime":353.317,"body":"particularly on this program."},{"speaker":"I'm at in Los Angeles, 3","startTime":353.737,"endTime":354.607,"body":"They're very busy."},{"speaker":"They least their perception is","startTime":354.667,"endTime":358.837,"body":"they're all ridiculously busy."},{"speaker":"They least their perception is","startTime":358.837,"endTime":360.577,"body":"Now I'm a real estate agent."},{"speaker":"They least their perception is","startTime":360.577,"endTime":362.077,"body":"I don't think they"},{"speaker":"They least their perception is","startTime":360.577,"endTime":362.077,"body":"work like we do."},{"speaker":"They least their perception is","startTime":362.077,"endTime":365.821,"body":"I think in their minds, and I"},{"speaker":"They least their perception is","startTime":362.077,"endTime":365.821,"body":"don't mean disrespect- their"},{"speaker":"They least their perception is","startTime":365.851,"endTime":368.521,"body":"tolerance or standards are"},{"speaker":"They least their perception is","startTime":365.851,"endTime":368.521,"body":"of work or less than ours."},{"speaker":"They least their perception is","startTime":368.521,"endTime":370.984,"body":"They're gonna work more"},{"speaker":"They least their perception is","startTime":368.521,"endTime":370.984,"body":"commonly 40 hour work week"},{"speaker":"They least their perception is","startTime":370.984,"endTime":372.304,"body":"and take off vacation times."},{"speaker":"They least their perception is","startTime":372.611,"endTime":375.521,"body":"Uh, not two weeks, a year, five"},{"speaker":"They least their perception is","startTime":372.611,"endTime":375.521,"body":"weeks, a year, eight weeks year."},{"speaker":"They least their perception is","startTime":375.581,"endTime":377.751,"body":"Most realtors, we don't have"},{"speaker":"They least their perception is","startTime":375.581,"endTime":377.751,"body":"the kind of time off either"},{"speaker":"They least their perception is","startTime":377.751,"endTime":378.981,"body":"cuz we can't afford it."},{"speaker":"They least their perception is","startTime":379.091,"endTime":380.601,"body":"Those who can afford it,"},{"speaker":"They least their perception is","startTime":379.091,"endTime":380.601,"body":"don't take the time off"},{"speaker":"They least their perception is","startTime":380.631,"endTime":381.891,"body":"cuz I think I enjoy it."},{"speaker":"They least their perception is","startTime":381.951,"endTime":383.481,"body":"You know, I wouldn't wanna"},{"speaker":"They least their perception is","startTime":381.951,"endTime":383.481,"body":"take that kind of time off."},{"speaker":"They least their perception is","startTime":383.481,"endTime":386.211,"body":"I'd be bored in five"},{"speaker":"They least their perception is","startTime":383.481,"endTime":386.211,"body":"weeks, but the attorneys"},{"speaker":"They least their perception is","startTime":386.211,"endTime":388.767,"body":"appreciate when you can"},{"speaker":"They least their perception is","startTime":386.211,"endTime":388.767,"body":"make it efficient for them."},{"speaker":"They least their perception is","startTime":389.397,"endTime":390.897,"body":"So one of the things, as"},{"speaker":"They least their perception is","startTime":389.397,"endTime":390.897,"body":"you notice when I had the"},{"speaker":"They least their perception is","startTime":390.897,"endTime":394.077,"body":"conversation with you being"},{"speaker":"They least their perception is","startTime":390.897,"endTime":394.077,"body":"very precise on who's who."},{"speaker":"They least their perception is","startTime":394.259,"endTime":396.479,"body":"and I find oftentimes that,"},{"speaker":"They least their perception is","startTime":394.259,"endTime":396.479,"body":"you know, clients will call"},{"speaker":"They least their perception is","startTime":396.479,"endTime":398.879,"body":"me with questions and they"},{"speaker":"They least their perception is","startTime":396.479,"endTime":398.879,"body":"just want the answer, but they"},{"speaker":"They least their perception is","startTime":398.879,"endTime":401.706,"body":"don't want to necessarily help"},{"speaker":"They least their perception is","startTime":398.879,"endTime":401.706,"body":"me help them get the answer."},{"speaker":"They least their perception is","startTime":401.906,"endTime":404.546,"body":"It's important to get a copy of"},{"speaker":"They least their perception is","startTime":401.906,"endTime":404.546,"body":"the will so that when you speak,"},{"speaker":"They least their perception is","startTime":404.546,"endTime":406.946,"body":"you speak authoritatively,"},{"speaker":"They least their perception is","startTime":404.546,"endTime":406.946,"body":"because there's a big world of"},{"speaker":"They least their perception is","startTime":406.946,"endTime":410.866,"body":"difference between those two"},{"speaker":"They least their perception is","startTime":406.946,"endTime":410.866,"body":"being heirs because it might"},{"speaker":"They least their perception is","startTime":410.866,"endTime":411.886,"body":"be there's an executor..."},{"speaker":"They least their perception is","startTime":411.886,"endTime":415.266,"body":"it might mean there's a"},{"speaker":"They least their perception is","startTime":411.886,"endTime":415.266,"body":"successor of the executor in"},{"speaker":"They least their perception is","startTime":415.266,"endTime":417.226,"body":"the will, you know, in case"},{"speaker":"They least their perception is","startTime":415.266,"endTime":417.226,"body":"so and so's not available."},{"speaker":"They least their perception is","startTime":417.796,"endTime":419.806,"body":"And so all those are things"},{"speaker":"They least their perception is","startTime":417.796,"endTime":419.806,"body":"that you can't give legal"},{"speaker":"They least their perception is","startTime":419.806,"endTime":422.926,"body":"advice, but you certainly"},{"speaker":"They least their perception is","startTime":419.806,"endTime":422.926,"body":"can read and, and then either"},{"speaker":"They least their perception is","startTime":422.926,"endTime":425.026,"body":"provide to the attorney or"},{"speaker":"They least their perception is","startTime":422.926,"endTime":425.026,"body":"summary to the attorney."},{"speaker":"They least their perception is","startTime":425.521,"endTime":427.311,"body":"Nowadays with cell phones,"},{"speaker":"They least their perception is","startTime":425.521,"endTime":427.311,"body":"it's easier for people"},{"speaker":"They least their perception is","startTime":427.311,"endTime":428.631,"body":"to take pictures of"},{"speaker":"They least their perception is","startTime":427.311,"endTime":428.631,"body":"it and send it to you."},{"speaker":"They least their perception is","startTime":428.631,"endTime":430.701,"body":"Just, there's no reason"},{"speaker":"They least their perception is","startTime":428.631,"endTime":430.701,"body":"not to, if you can."},{"speaker":"They least their perception is","startTime":431.391,"endTime":433.431,"body":"I think sometimes we're"},{"speaker":"They least their perception is","startTime":431.391,"endTime":433.431,"body":"scared to ask the customer"},{"speaker":"They least their perception is","startTime":433.431,"endTime":434.451,"body":"to give us information."},{"speaker":"They least their perception is","startTime":434.451,"endTime":437.091,"body":"We feel like we're making"},{"speaker":"They least their perception is","startTime":434.451,"endTime":437.091,"body":"them do work, but I think the"},{"speaker":"They least their perception is","startTime":437.091,"endTime":439.101,"body":"opposite, if they do the work"},{"speaker":"They least their perception is","startTime":437.091,"endTime":439.101,"body":"with us, they're not gonna"},{"speaker":"They least their perception is","startTime":439.101,"endTime":440.121,"body":"share it with somebody else."},{"speaker":"They least their perception is","startTime":440.126,"endTime":442.041,"body":"They're gonna see that"},{"speaker":"They least their perception is","startTime":440.126,"endTime":442.041,"body":"we're professional in our"},{"speaker":"They least their perception is","startTime":442.041,"endTime":444.467,"body":"approach and appreciate the"},{"speaker":"They least their perception is","startTime":442.041,"endTime":444.467,"body":"way that we work with 'em."},{"speaker":"They least their perception is","startTime":444.467,"endTime":447.244,"body":"So I would say it's really"},{"speaker":"They least their perception is","startTime":444.467,"endTime":447.244,"body":"important to, if you can"},{"speaker":"They least their perception is","startTime":447.244,"endTime":449.374,"body":"either meet in person, take"},{"speaker":"They least their perception is","startTime":447.244,"endTime":449.374,"body":"a copy with their permission"},{"speaker":"They least their perception is","startTime":449.374,"endTime":451.517,"body":"of the will or get them"},{"speaker":"They least their perception is","startTime":449.374,"endTime":451.517,"body":"to shoot you a copy of it."},{"speaker":"They least their perception is","startTime":451.967,"endTime":453.827,"body":"So that number one, you"},{"speaker":"They least their perception is","startTime":451.967,"endTime":453.827,"body":"begin your relationship"},{"speaker":"They least their perception is","startTime":453.832,"endTime":454.397,"body":"with your client."},{"speaker":"They least their perception is","startTime":454.397,"endTime":457.127,"body":"And number two, when you"},{"speaker":"They least their perception is","startTime":454.397,"endTime":457.127,"body":"work with an attorney you're"},{"speaker":"They least their perception is","startTime":457.127,"endTime":459.617,"body":"being as efficient and"},{"speaker":"They least their perception is","startTime":457.127,"endTime":459.617,"body":"professional as an attorney"},{"speaker":"They least their perception is","startTime":459.617,"endTime":460.667,"body":"would referring the business."},{"speaker":"They least their perception is","startTime":461.061,"endTime":464.061,"body":"All that said, now we're"},{"speaker":"They least their perception is","startTime":461.061,"endTime":464.061,"body":"getting into the, the law."},{"speaker":"They least their perception is","startTime":464.121,"endTime":465.681,"body":"That's an Al Nicoletti question."},{"speaker":"They least their perception is","startTime":466.101,"endTime":468.741,"body":"When somebody passes in"},{"speaker":"They least their perception is","startTime":466.101,"endTime":468.741,"body":"California, you know,"},{"speaker":"They least their perception is","startTime":468.741,"endTime":469.881,"body":"there's a case opened."},{"speaker":"They least their perception is","startTime":469.881,"endTime":474.361,"body":"And then if that person who"},{"speaker":"They least their perception is","startTime":469.881,"endTime":474.361,"body":"has not yet been named as the"},{"speaker":"They least their perception is","startTime":474.361,"endTime":477.931,"body":"executor passes, let's say he"},{"speaker":"They least their perception is","startTime":474.361,"endTime":477.931,"body":"filed, but they never got the"},{"speaker":"They least their perception is","startTime":477.931,"endTime":479.191,"body":"actual approval from the court."},{"speaker":"They least their perception is","startTime":479.314,"endTime":481.917,"body":"you can file a competing"},{"speaker":"They least their perception is","startTime":479.314,"endTime":481.917,"body":"petition cuz it"},{"speaker":"They least their perception is","startTime":481.917,"endTime":483.027,"body":"just takes 30 days."},{"speaker":"They least their perception is","startTime":483.447,"endTime":486.117,"body":"If they're already approved,"},{"speaker":"They least their perception is","startTime":483.447,"endTime":486.117,"body":"you would file to replace"},{"speaker":"They least their perception is","startTime":486.489,"endTime":489.459,"body":"the deceased executor"},{"speaker":"They least their perception is","startTime":486.489,"endTime":489.459,"body":"with a new administrator."},{"speaker":"They least their perception is","startTime":489.459,"endTime":490.539,"body":"And there's a"},{"speaker":"They least their perception is","startTime":489.459,"endTime":490.539,"body":"process to do that."},{"speaker":"They least their perception is","startTime":490.539,"endTime":491.739,"body":"You need attorney"},{"speaker":"They least their perception is","startTime":490.539,"endTime":491.739,"body":"to help with that."},{"speaker":"They least their perception is","startTime":492.279,"endTime":495.082,"body":"I imagine this process is"},{"speaker":"They least their perception is","startTime":492.279,"endTime":495.082,"body":"similar in Florida, but, again,"},{"speaker":"They least their perception is","startTime":495.082,"endTime":497.332,"body":"that's an Al Nicoletti question"},{"speaker":"They least their perception is","startTime":495.082,"endTime":497.332,"body":"what that process looks like."},{"speaker":"They least their perception is","startTime":498.052,"endTime":501.972,"body":"And so, another point you made"},{"speaker":"They least their perception is","startTime":498.052,"endTime":501.972,"body":"was about the son who had the"},{"speaker":"They least their perception is","startTime":501.972,"endTime":506.242,"body":"white collar crime history, not"},{"speaker":"They least their perception is","startTime":501.972,"endTime":506.242,"body":"being able to be the petitioner."},{"speaker":"They least their perception is","startTime":506.932,"endTime":510.726,"body":"So in California, for example,"},{"speaker":"They least their perception is","startTime":506.932,"endTime":510.726,"body":"the judge can or may allow"},{"speaker":"They least their perception is","startTime":510.731,"endTime":512.406,"body":"them, or it may not allow"},{"speaker":"They least their perception is","startTime":510.731,"endTime":512.406,"body":"them depending on their"},{"speaker":"They least their perception is","startTime":512.406,"endTime":515.136,"body":"discretion, if there's other"},{"speaker":"They least their perception is","startTime":512.406,"endTime":515.136,"body":"parties objecting and such."},{"speaker":"They least their perception is","startTime":515.586,"endTime":517.476,"body":"And the part of the issue"},{"speaker":"They least their perception is","startTime":515.586,"endTime":517.476,"body":"is can they get bonded?"},{"speaker":"They least their perception is","startTime":517.476,"endTime":519.911,"body":"Because the judge doesn't"},{"speaker":"They least their perception is","startTime":517.476,"endTime":519.911,"body":"wanna appoint somebody if"},{"speaker":"They least their perception is","startTime":519.911,"endTime":522.251,"body":"they need to get a bond, if he"},{"speaker":"They least their perception is","startTime":519.911,"endTime":522.251,"body":"knows they can't get bonded."},{"speaker":"They least their perception is","startTime":522.881,"endTime":526.211,"body":"So sometimes what happens is"},{"speaker":"They least their perception is","startTime":522.881,"endTime":526.211,"body":"the attorney will offer to"},{"speaker":"They least their perception is","startTime":526.211,"endTime":530.18,"body":"be the um, administrator of,"},{"speaker":"They least their perception is","startTime":526.211,"endTime":530.18,"body":"of the will for their client."},{"speaker":"They least their perception is","startTime":530.27,"endTime":533.36,"body":"In fact, the most prolific,"},{"speaker":"They least their perception is","startTime":530.27,"endTime":533.36,"body":"I think, or second, one of"},{"speaker":"They least their perception is","startTime":533.36,"endTime":535.805,"body":"the top two or three most"},{"speaker":"They least their perception is","startTime":533.36,"endTime":535.805,"body":"active attorneys in LA county,"},{"speaker":"They least their perception is","startTime":536.105,"endTime":537.275,"body":"that's his standard course."},{"speaker":"They least their perception is","startTime":537.275,"endTime":539.195,"body":"He gets customers who"},{"speaker":"They least their perception is","startTime":537.275,"endTime":539.195,"body":"are financially unable"},{"speaker":"They least their perception is","startTime":539.245,"endTime":540.355,"body":"to be the executor."},{"speaker":"They least their perception is","startTime":540.545,"endTime":544.088,"body":"And he will get them bonded"},{"speaker":"They least their perception is","startTime":540.545,"endTime":544.088,"body":"by guaranteeing the bond or"},{"speaker":"They least their perception is","startTime":544.088,"endTime":546.248,"body":"acting as the administrator."},{"speaker":"They least their perception is","startTime":546.648,"endTime":548.708,"body":"Some attorneys don't like"},{"speaker":"They least their perception is","startTime":546.648,"endTime":548.708,"body":"to do that, many don't.."},{"speaker":"They least their perception is","startTime":548.708,"endTime":550.538,"body":"Particularly those that don't"},{"speaker":"They least their perception is","startTime":548.708,"endTime":550.538,"body":"do that many cuz they don't"},{"speaker":"They least their perception is","startTime":550.538,"endTime":552.218,"body":"really know what they're"},{"speaker":"They least their perception is","startTime":550.538,"endTime":552.218,"body":"doing and they're scared."},{"speaker":"They least their perception is","startTime":552.6,"endTime":554.915,"body":"And they'll make the customer"},{"speaker":"They least their perception is","startTime":552.6,"endTime":554.915,"body":"hire a professional fiduciary,"},{"speaker":"They least their perception is","startTime":554.935,"endTime":556.015,"body":"which is very expensive."},{"speaker":"They least their perception is","startTime":556.305,"endTime":559.015,"body":"But like I said, the one"},{"speaker":"They least their perception is","startTime":556.305,"endTime":559.015,"body":"or two that do the most in"},{"speaker":"They least their perception is","startTime":559.068,"endTime":562.498,"body":"LA county, he will either"},{"speaker":"They least their perception is","startTime":559.068,"endTime":562.498,"body":"be the administrator or he"},{"speaker":"They least their perception is","startTime":562.498,"endTime":563.528,"body":"will get the bond himself."},{"speaker":"They least their perception is","startTime":563.548,"endTime":566.128,"body":"So those are the areas you"},{"speaker":"They least their perception is","startTime":563.548,"endTime":566.128,"body":"might wanna talk to Al about."},{"speaker":"They least their perception is","startTime":566.605,"endTime":569.245,"body":"But I would say before I call"},{"speaker":"They least their perception is","startTime":566.605,"endTime":569.245,"body":"him cuz you wanna get as much"},{"speaker":"They least their perception is","startTime":569.545,"endTime":571.915,"body":"value from that time as you"},{"speaker":"They least their perception is","startTime":569.545,"endTime":571.915,"body":"can, I would do everything"},{"speaker":"They least their perception is","startTime":571.915,"endTime":573.625,"body":"I can to get the will ahead"},{"speaker":"They least their perception is","startTime":571.915,"endTime":573.625,"body":"of time and ,then make sure"},{"speaker":"They least their perception is","startTime":573.63,"endTime":576.225,"body":"I had read ahead because the"},{"speaker":"They least their perception is","startTime":573.63,"endTime":576.225,"body":"executive passed, is there"},{"speaker":"They least their perception is","startTime":576.225,"endTime":577.485,"body":"any succession in the will?"},{"speaker":"They least their perception is","startTime":578.085,"endTime":580.425,"body":"If there's not, then"},{"speaker":"They least their perception is","startTime":578.085,"endTime":580.425,"body":"you can tell him that."},{"speaker":"They least their perception is","startTime":580.485,"endTime":582.615,"body":"You also give him a copy of the"},{"speaker":"They least their perception is","startTime":580.485,"endTime":582.615,"body":"one he can read if he wants to."},{"speaker":"They least their perception is","startTime":583.455,"endTime":583.485,"body":"Okay."},{"speaker":"They least their perception is","startTime":583.485,"endTime":583.815,"body":"Wonderful."},{"speaker":"They least their perception is","startTime":583.875,"endTime":584.275,"body":"Thank you."},{"speaker":"They least their perception is","startTime":584.275,"endTime":584.955,"body":"Great advice."},{"speaker":"They least their perception is","startTime":584.955,"endTime":585.795,"body":"Thank you so much."},{"speaker":"They least their perception is","startTime":586.365,"endTime":586.815,"body":"My pleasure."},{"speaker":"They least their perception is","startTime":586.815,"endTime":587.265,"body":"Thank you."},{"speaker":"They least their perception is","startTime":587.648,"endTime":591.968,"body":"Okay, next question I saw in"},{"speaker":"They least their perception is","startTime":587.648,"endTime":591.968,"body":"the chat box from Christopher."},{"speaker":"They least their perception is","startTime":592.628,"endTime":595.615,"body":"Christopher, asks me who in"},{"speaker":"They least their perception is","startTime":592.628,"endTime":595.615,"body":"LA is a attorney that will"},{"speaker":"They least their perception is","startTime":595.655,"endTime":597.965,"body":"guarantee you the bond of a"},{"speaker":"They least their perception is","startTime":595.655,"endTime":597.965,"body":"financially challenged heir?"},{"speaker":"They least their perception is","startTime":598.745,"endTime":600.305,"body":"Not a financially"},{"speaker":"They least their perception is","startTime":598.745,"endTime":600.305,"body":"challenged error."},{"speaker":"They least their perception is","startTime":600.305,"endTime":602.195,"body":"This would be of, of a"},{"speaker":"They least their perception is","startTime":600.305,"endTime":602.195,"body":"financially challenged"},{"speaker":"They least their perception is","startTime":602.195,"endTime":603.875,"body":"perspective executor."},{"speaker":"They least their perception is","startTime":604.255,"endTime":605.165,"body":"There's a difference, right."},{"speaker":"They least their perception is","startTime":605.165,"endTime":607.341,"body":"An heir, anybody"},{"speaker":"They least their perception is","startTime":605.165,"endTime":607.341,"body":"can advanced money."},{"speaker":"They least their perception is","startTime":607.341,"endTime":610.101,"body":"I, I have an inheritance"},{"speaker":"They least their perception is","startTime":607.341,"endTime":610.101,"body":"advanced company just in case"},{"speaker":"They least their perception is","startTime":610.101,"endTime":611.091,"body":"anybody who's interested."},{"speaker":"They least their perception is","startTime":611.451,"endTime":615.041,"body":"If you have an heir who, whether"},{"speaker":"They least their perception is","startTime":611.451,"endTime":615.041,"body":"they're the only he, or they're"},{"speaker":"They least their perception is","startTime":615.041,"endTime":617.841,"body":"the executor and an heir, or"},{"speaker":"They least their perception is","startTime":615.041,"endTime":617.841,"body":"they're just one of the heirs."},{"speaker":"They least their perception is","startTime":618.371,"endTime":620.231,"body":"And, um, they don't wanna"},{"speaker":"They least their perception is","startTime":618.371,"endTime":620.231,"body":"wait the whole probate"},{"speaker":"They least their perception is","startTime":620.231,"endTime":621.311,"body":"process to get money."},{"speaker":"They least their perception is","startTime":621.311,"endTime":624.131,"body":"Sometimes they need the money"},{"speaker":"They least their perception is","startTime":621.311,"endTime":624.131,"body":"for attorneys fees or fixing"},{"speaker":"They least their perception is","startTime":624.131,"endTime":626.101,"body":"up a house or avoiding for."},{"speaker":"They least their perception is","startTime":626.508,"endTime":629.568,"body":"In the most common cases will"},{"speaker":"They least their perception is","startTime":626.508,"endTime":629.568,"body":"advance some 10, $20,000."},{"speaker":"They least their perception is","startTime":629.928,"endTime":630.798,"body":"It's like a payday loan."},{"speaker":"They least their perception is","startTime":630.798,"endTime":632.658,"body":"It costs them about 50"},{"speaker":"They least their perception is","startTime":630.798,"endTime":632.658,"body":"to a hundred percent."},{"speaker":"They least their perception is","startTime":632.961,"endTime":634.671,"body":"But it comes out at"},{"speaker":"They least their perception is","startTime":632.961,"endTime":634.671,"body":"the end of the probate."},{"speaker":"They least their perception is","startTime":634.671,"endTime":635.811,"body":"So it can be like a year."},{"speaker":"They least their perception is","startTime":636.081,"endTime":637.731,"body":"In some cases, 2, 3, 4 years."},{"speaker":"They least their perception is","startTime":638.181,"endTime":640.441,"body":"There's no interest on it, so"},{"speaker":"They least their perception is","startTime":638.181,"endTime":640.441,"body":"it can be expensive, but it's"},{"speaker":"They least their perception is","startTime":640.441,"endTime":643.241,"body":"very efficient way to get some"},{"speaker":"They least their perception is","startTime":640.441,"endTime":643.241,"body":"money right away for somebody"},{"speaker":"They least their perception is","startTime":643.241,"endTime":647.471,"body":"who needs 10, $20,000 cash,"},{"speaker":"They least their perception is","startTime":643.241,"endTime":647.471,"body":"to advance, advanced fees."},{"speaker":"They least their perception is","startTime":647.618,"endTime":650.948,"body":"So, yeah, so Chris was asking"},{"speaker":"They least their perception is","startTime":647.618,"endTime":650.948,"body":"me, I, I don't know that"},{"speaker":"They least their perception is","startTime":650.953,"endTime":654.518,"body":"I have permission to talk"},{"speaker":"They least their perception is","startTime":650.953,"endTime":654.518,"body":"about his business online."},{"speaker":"They least their perception is","startTime":654.518,"endTime":656.708,"body":"Chris, if you wanna catch"},{"speaker":"They least their perception is","startTime":654.518,"endTime":656.708,"body":"me offline, we can talk"},{"speaker":"They least their perception is","startTime":656.708,"endTime":659.258,"body":"about that one, but I don't"},{"speaker":"They least their perception is","startTime":656.708,"endTime":659.258,"body":"think I can share who the"},{"speaker":"They least their perception is","startTime":659.258,"endTime":660.608,"body":"attorney is that does that."},{"speaker":"They least their perception is","startTime":660.658,"endTime":663.268,"body":"The important fact, I think"},{"speaker":"They least their perception is","startTime":660.658,"endTime":663.268,"body":"the takeaway for everybody on"},{"speaker":"They least their perception is","startTime":663.273,"endTime":667.401,"body":"this call is any attorney can"},{"speaker":"They least their perception is","startTime":663.273,"endTime":667.401,"body":"be the administrator if the"},{"speaker":"They least their perception is","startTime":667.491,"endTime":671.721,"body":"other heirs approve, and/ or,"},{"speaker":"They least their perception is","startTime":667.491,"endTime":671.721,"body":"you can hire a third party."},{"speaker":"They least their perception is","startTime":671.841,"endTime":675.081,"body":"Or you can appoint any third"},{"speaker":"They least their perception is","startTime":671.841,"endTime":675.081,"body":"party to be the administrator."},{"speaker":"They least their perception is","startTime":675.141,"endTime":676.481,"body":"If everybody approves."},{"speaker":"They least their perception is","startTime":676.871,"endTime":678.601,"body":"They have to be bonded"},{"speaker":"They least their perception is","startTime":676.871,"endTime":678.601,"body":"and be bondable."},{"speaker":"They least their perception is","startTime":679.001,"endTime":681.041,"body":"So it's not really"},{"speaker":"They least their perception is","startTime":679.001,"endTime":681.041,"body":"that difficult."},{"speaker":"They least their perception is","startTime":681.401,"endTime":683.501,"body":"Attorneys are getting"},{"speaker":"They least their perception is","startTime":681.401,"endTime":683.501,"body":"paid as legal fees."},{"speaker":"They least their perception is","startTime":683.951,"endTime":686.741,"body":"And so, and, and I think also"},{"speaker":"They least their perception is","startTime":683.951,"endTime":686.741,"body":"the attorney has a vested"},{"speaker":"They least their perception is","startTime":686.741,"endTime":689.681,"body":"interest in the estate, so he"},{"speaker":"They least their perception is","startTime":686.741,"endTime":689.681,"body":"is watching it very closely."},{"speaker":"They least their perception is","startTime":689.681,"endTime":690.641,"body":"Anybody else."},{"speaker":"They least their perception is","startTime":690.741,"endTime":693.451,"body":"who's not an interested"},{"speaker":"They least their perception is","startTime":690.741,"endTime":693.451,"body":"party is going to get paid"},{"speaker":"They least their perception is","startTime":693.451,"endTime":694.681,"body":"for their time and risk."},{"speaker":"They least their perception is","startTime":694.834,"endTime":696.844,"body":"But if it's another heir,"},{"speaker":"They least their perception is","startTime":694.834,"endTime":696.844,"body":"they might be wanting"},{"speaker":"They least their perception is","startTime":696.844,"endTime":699.724,"body":"to be the administrator,"},{"speaker":"They least their perception is","startTime":696.844,"endTime":699.724,"body":"maybe for nominal fees."},{"speaker":"They least their perception is","startTime":699.724,"endTime":702.967,"body":"So anybody can do it, but"},{"speaker":"They least their perception is","startTime":699.724,"endTime":702.967,"body":"I think you look at, who's"},{"speaker":"They least their perception is","startTime":702.967,"endTime":705.337,"body":"interested, an interested party,"},{"speaker":"They least their perception is","startTime":702.967,"endTime":705.337,"body":"and the one who's gonna be"},{"speaker":"They least their perception is","startTime":705.337,"endTime":707.827,"body":"interested is an attorney who's"},{"speaker":"They least their perception is","startTime":705.337,"endTime":707.827,"body":"already getting full fees..."},{"speaker":"They least their perception is","startTime":707.961,"endTime":708.571,"body":"a realtor can do it."},{"speaker":"They least their perception is","startTime":708.571,"endTime":710.721,"body":"I have a friend who's a real"},{"speaker":"They least their perception is","startTime":708.571,"endTime":710.721,"body":"estate agent, a Tawny English,"},{"speaker":"They least their perception is","startTime":711.141,"endTime":712.611,"body":"who's a professional fiduciary."},{"speaker":"They least their perception is","startTime":712.611,"endTime":714.951,"body":"So she'll do cases where"},{"speaker":"They least their perception is","startTime":712.611,"endTime":714.951,"body":"she's the fiduciary as"},{"speaker":"They least their perception is","startTime":714.956,"endTime":716.091,"body":"well and get paid that way."},{"speaker":"They least their perception is","startTime":716.644,"endTime":716.974,"body":"Okay."},{"speaker":"They least their perception is","startTime":716.974,"endTime":718.714,"body":"Hope that helps Chris,"},{"speaker":"They least their perception is","startTime":716.974,"endTime":718.714,"body":"but you know, call offline"},{"speaker":"They least their perception is","startTime":718.719,"endTime":719.554,"body":"if I can help you that."},{"speaker":"They least their perception is","startTime":719.654,"endTime":720.914,"body":"So let me see Richard."},{"speaker":"They least their perception is","startTime":720.914,"endTime":721.604,"body":"I don't know if"},{"speaker":"They least their perception is","startTime":720.914,"endTime":721.604,"body":"you're available."},{"speaker":"They least their perception is","startTime":721.604,"endTime":722.624,"body":"I'm gonna jump in as well."},{"speaker":"They least their perception is","startTime":722.624,"endTime":723.404,"body":"I see a question."},{"speaker":"They least their perception is","startTime":723.884,"endTime":724.694,"body":"You did a mailer."},{"speaker":"They least their perception is","startTime":724.694,"endTime":728.894,"body":"What are the words to say when"},{"speaker":"They least their perception is","startTime":724.694,"endTime":728.894,"body":"you get your message out there?"},{"speaker":"They least their perception is","startTime":729.852,"endTime":733.572,"body":"I, my question is, um,"},{"speaker":"They least their perception is","startTime":729.852,"endTime":733.572,"body":"yeah, I, I'm not sure"},{"speaker":"They least their perception is","startTime":733.572,"endTime":734.322,"body":"what to put out there."},{"speaker":"They least their perception is","startTime":734.322,"endTime":736.032,"body":"It's gotta be something"},{"speaker":"They least their perception is","startTime":734.322,"endTime":736.032,"body":"short and sweet, but"},{"speaker":"They least their perception is","startTime":736.092,"endTime":737.952,"body":"you need something to"},{"speaker":"They least their perception is","startTime":736.092,"endTime":737.952,"body":"get your message out."},{"speaker":"They least their perception is","startTime":738.582,"endTime":739.812,"body":"And obviously it's going..."},{"speaker":"They least their perception is","startTime":740.292,"endTime":743.112,"body":"I'm, I drive around"},{"speaker":"They least their perception is","startTime":740.292,"endTime":743.112,"body":"different neighborhoods and"},{"speaker":"They least their perception is","startTime":743.117,"endTime":746.463,"body":"some of the houses in nice"},{"speaker":"They least their perception is","startTime":743.117,"endTime":746.463,"body":"neighborhoods are pretty rough."},{"speaker":"They least their perception is","startTime":746.695,"endTime":748.945,"body":"So, you know, obviously there's"},{"speaker":"They least their perception is","startTime":746.695,"endTime":748.945,"body":"something going on there."},{"speaker":"They least their perception is","startTime":748.945,"endTime":753.445,"body":"So that's like, I wanna send a,"},{"speaker":"They least their perception is","startTime":748.945,"endTime":753.445,"body":"a mailer to houses like that."},{"speaker":"They least their perception is","startTime":753.445,"endTime":755.185,"body":"So I'm gonna pick my own"},{"speaker":"They least their perception is","startTime":753.445,"endTime":755.185,"body":"houses to send them to,"},{"speaker":"They least their perception is","startTime":755.257,"endTime":758.218,"body":"but I need to know, I"},{"speaker":"They least their perception is","startTime":755.257,"endTime":758.218,"body":"guess, how, how to word it."},{"speaker":"They least their perception is","startTime":758.218,"endTime":760.588,"body":"What, what would you use"},{"speaker":"They least their perception is","startTime":758.218,"endTime":760.588,"body":"or what have you done,"},{"speaker":"They least their perception is","startTime":760.588,"endTime":762.799,"body":"or I don't know if you do"},{"speaker":"They least their perception is","startTime":760.588,"endTime":762.799,"body":"mailers or not bill, but.."},{"speaker":"They least their perception is","startTime":763.516,"endTime":764.536,"body":"So I don't now."},{"speaker":"They least their perception is","startTime":764.759,"endTime":766.829,"body":"Just to clarify, you're"},{"speaker":"They least their perception is","startTime":764.759,"endTime":766.829,"body":"a real estate agent and"},{"speaker":"They least their perception is","startTime":766.829,"endTime":768.029,"body":"you're in Maryland, correct?"},{"speaker":"They least their perception is","startTime":768.389,"endTime":768.809,"body":"Correct."},{"speaker":"They least their perception is","startTime":768.869,"endTime":769.769,"body":"And I live in Towson."},{"speaker":"They least their perception is","startTime":769.819,"endTime":772.939,"body":"And are you looking primarily as"},{"speaker":"They least their perception is","startTime":769.819,"endTime":772.939,"body":"an investor to find properties?"},{"speaker":"They least their perception is","startTime":772.939,"endTime":774.289,"body":"Are you looking primarily"},{"speaker":"They least their perception is","startTime":772.939,"endTime":774.289,"body":"to find properties,"},{"speaker":"They least their perception is","startTime":774.289,"endTime":775.129,"body":"to list as an agent?"},{"speaker":"They least their perception is","startTime":775.402,"endTime":776.032,"body":"It's to list."},{"speaker":"They least their perception is","startTime":776.229,"endTime":776.589,"body":"Got it."},{"speaker":"They least their perception is","startTime":777.009,"endTime":779.529,"body":"And so you're driving and"},{"speaker":"They least their perception is","startTime":777.009,"endTime":779.529,"body":"finding distressed properties."},{"speaker":"They least their perception is","startTime":780.552,"endTime":781.872,"body":"Amongst those are"},{"speaker":"They least their perception is","startTime":780.552,"endTime":781.872,"body":"gonna be some probates."},{"speaker":"They least their perception is","startTime":781.872,"endTime":783.822,"body":"Is that kind of what you're,"},{"speaker":"They least their perception is","startTime":781.872,"endTime":783.822,"body":"what you're finding, right?"},{"speaker":"They least their perception is","startTime":784.212,"endTime":784.542,"body":"Yes."},{"speaker":"They least their perception is","startTime":784.882,"endTime":785.122,"body":"Yeah."},{"speaker":"They least their perception is","startTime":785.122,"endTime":788.189,"body":"So in that case, I think,"},{"speaker":"They least their perception is","startTime":785.122,"endTime":788.189,"body":"you know, mailing is,"},{"speaker":"They least their perception is","startTime":788.194,"endTime":789.622,"body":"um, Like a lot of things."},{"speaker":"They least their perception is","startTime":789.622,"endTime":791.872,"body":"I think there's, it's"},{"speaker":"They least their perception is","startTime":789.622,"endTime":791.872,"body":"a very deep issue."},{"speaker":"They least their perception is","startTime":791.902,"endTime":793.132,"body":"There's a lot to it."},{"speaker":"They least their perception is","startTime":793.132,"endTime":796.422,"body":"The people who do it well, the"},{"speaker":"They least their perception is","startTime":793.132,"endTime":796.422,"body":"people who do it professionally,"},{"speaker":"They least their perception is","startTime":796.479,"endTime":797.619,"body":"it's not one thing."},{"speaker":"They least their perception is","startTime":797.619,"endTime":799.419,"body":"It's a lot of little"},{"speaker":"They least their perception is","startTime":797.619,"endTime":799.419,"body":"things at the edges."},{"speaker":"They least their perception is","startTime":799.869,"endTime":801.369,"body":"You'll see some people"},{"speaker":"They least their perception is","startTime":799.869,"endTime":801.369,"body":"very successful who"},{"speaker":"They least their perception is","startTime":801.369,"endTime":803.269,"body":"use yellow envelopes."},{"speaker":"They least their perception is","startTime":803.289,"endTime":805.479,"body":"So you see other people"},{"speaker":"They least their perception is","startTime":803.289,"endTime":805.479,"body":"who use postcards only."},{"speaker":"They least their perception is","startTime":805.479,"endTime":808.089,"body":"Other people will say when they"},{"speaker":"They least their perception is","startTime":805.479,"endTime":808.089,"body":"use a jumbo postcard, because"},{"speaker":"They least their perception is","startTime":808.089,"endTime":809.619,"body":"it's big and it's on both sides."},{"speaker":"They least their perception is","startTime":810.249,"endTime":813.309,"body":"And I think that, that what"},{"speaker":"They least their perception is","startTime":810.249,"endTime":813.309,"body":"I have noticed in my career"},{"speaker":"They least their perception is","startTime":813.309,"endTime":817.142,"body":"when people mail is it's a"},{"speaker":"They least their perception is","startTime":813.309,"endTime":817.142,"body":"constant process of refinement."},{"speaker":"They least their perception is","startTime":817.712,"endTime":821.532,"body":"And sometimes, the people sharp"},{"speaker":"They least their perception is","startTime":817.712,"endTime":821.532,"body":"will send out, uh, two at a"},{"speaker":"They least their perception is","startTime":821.537,"endTime":825.032,"body":"time and track the results"},{"speaker":"They least their perception is","startTime":821.537,"endTime":825.032,"body":"of both, and constantly, look"},{"speaker":"They least their perception is","startTime":825.032,"endTime":827.792,"body":"to improve the results of the"},{"speaker":"They least their perception is","startTime":825.032,"endTime":827.792,"body":"next mail or the next mailer."},{"speaker":"They least their perception is","startTime":828.162,"endTime":831.127,"body":"The other constant, I would"},{"speaker":"They least their perception is","startTime":828.162,"endTime":831.127,"body":"say is that the mailing is"},{"speaker":"They least their perception is","startTime":831.127,"endTime":832.747,"body":"a process, not an activity."},{"speaker":"They least their perception is","startTime":832.747,"endTime":834.487,"body":"You can't do it once"},{"speaker":"They least their perception is","startTime":832.747,"endTime":834.487,"body":"and expect results."},{"speaker":"They least their perception is","startTime":835.147,"endTime":837.277,"body":"Use, or get your name out"},{"speaker":"They least their perception is","startTime":835.147,"endTime":837.277,"body":"there, your brand out there."},{"speaker":"They least their perception is","startTime":837.517,"endTime":839.692,"body":"And that takes more than"},{"speaker":"They least their perception is","startTime":837.517,"endTime":839.692,"body":"one mailer for people."},{"speaker":"They least their perception is","startTime":839.692,"endTime":842.662,"body":"Now, my experience with"},{"speaker":"They least their perception is","startTime":839.692,"endTime":842.662,"body":"mailing is if you mail somebody"},{"speaker":"They least their perception is","startTime":842.662,"endTime":846.712,"body":"something six times, let's say"},{"speaker":"They least their perception is","startTime":842.662,"endTime":846.712,"body":"every other month for a year,"},{"speaker":"They least their perception is","startTime":846.712,"endTime":849.817,"body":"they assume you've been mailing"},{"speaker":"They least their perception is","startTime":846.712,"endTime":849.817,"body":"monthly for like three years."},{"speaker":"They least their perception is","startTime":849.817,"endTime":851.077,"body":"That's what it"},{"speaker":"They least their perception is","startTime":849.817,"endTime":851.077,"body":"feels like to them."},{"speaker":"They least their perception is","startTime":851.32,"endTime":855.13,"body":"So the impact of branding is"},{"speaker":"They least their perception is","startTime":851.32,"endTime":855.13,"body":"always more, um, it's like"},{"speaker":"They least their perception is","startTime":855.13,"endTime":857.68,"body":"geometric with each additional"},{"speaker":"They least their perception is","startTime":855.13,"endTime":857.68,"body":"one, you get more value."},{"speaker":"They least their perception is","startTime":858.22,"endTime":859.51,"body":"I think the same's"},{"speaker":"They least their perception is","startTime":858.22,"endTime":859.51,"body":"true with email."},{"speaker":"They least their perception is","startTime":859.515,"endTime":861.82,"body":"I think the same is true"},{"speaker":"They least their perception is","startTime":859.515,"endTime":861.82,"body":"with social media and, I"},{"speaker":"They least their perception is","startTime":861.82,"endTime":864.07,"body":"use primarily now social"},{"speaker":"They least their perception is","startTime":861.82,"endTime":864.07,"body":"media and YouTube as my"},{"speaker":"They least their perception is","startTime":864.07,"endTime":865.39,"body":"main marketing tactic."},{"speaker":"They least their perception is","startTime":865.807,"endTime":867.907,"body":"So I don't really have any"},{"speaker":"They least their perception is","startTime":865.807,"endTime":867.907,"body":"particular experience..."},{"speaker":"They least their perception is","startTime":867.907,"endTime":870.457,"body":"I'd used to mail to"},{"speaker":"They least their perception is","startTime":867.907,"endTime":870.457,"body":"petitioners pre COVID."},{"speaker":"They least their perception is","startTime":870.457,"endTime":871.807,"body":"I stopped when COVID hit."},{"speaker":"They least their perception is","startTime":872.137,"endTime":874.387,"body":"I've not restarted it just"},{"speaker":"They least their perception is","startTime":872.137,"endTime":874.387,"body":"because I've been busy enough"},{"speaker":"They least their perception is","startTime":874.387,"endTime":876.604,"body":"without it to put my money"},{"speaker":"They least their perception is","startTime":874.387,"endTime":876.604,"body":"and time into other things."},{"speaker":"They least their perception is","startTime":876.609,"endTime":877.654,"body":"So I can't really add to it."},{"speaker":"They least their perception is","startTime":877.902,"endTime":881.532,"body":"I've done limited mailing,"},{"speaker":"They least their perception is","startTime":877.902,"endTime":881.532,"body":"uh, and limited emails on"},{"speaker":"They least their perception is","startTime":881.537,"endTime":885.162,"body":"very specific properties,"},{"speaker":"They least their perception is","startTime":881.537,"endTime":885.162,"body":"but I can't say I really have"},{"speaker":"They least their perception is","startTime":885.162,"endTime":887.652,"body":"anything to add to what you're"},{"speaker":"They least their perception is","startTime":885.162,"endTime":887.652,"body":"doing other than I would urge"},{"speaker":"They least their perception is","startTime":887.652,"endTime":890.022,"body":"you to think about a strategy"},{"speaker":"They least their perception is","startTime":887.652,"endTime":890.022,"body":"that includes multiple mailing,"},{"speaker":"They least their perception is","startTime":890.082,"endTime":893.078,"body":"multiple touchpoints, and"},{"speaker":"They least their perception is","startTime":890.082,"endTime":893.078,"body":"then testing every single"},{"speaker":"They least their perception is","startTime":893.078,"endTime":894.998,"body":"time you need to track what"},{"speaker":"They least their perception is","startTime":893.078,"endTime":894.998,"body":"results you're getting."},{"speaker":"They least their perception is","startTime":896.137,"endTime":896.797,"body":"Best I can offer."},{"speaker":"They least their perception is","startTime":896.797,"endTime":897.217,"body":"Thanks though."},{"speaker":"They least their perception is","startTime":897.217,"endTime":898.267,"body":"Thanks for jumping and sharing."},{"speaker":"They least their perception is","startTime":898.778,"endTime":901.624,"body":"Uh, Lisa asks me, will you"},{"speaker":"They least their perception is","startTime":898.778,"endTime":901.624,"body":"go into a little more detail"},{"speaker":"They least their perception is","startTime":901.624,"endTime":902.794,"body":"about your marketing system?"},{"speaker":"They least their perception is","startTime":902.794,"endTime":906.364,"body":"Do you update the probate leads,"},{"speaker":"They least their perception is","startTime":902.794,"endTime":906.364,"body":"emails or to social media?"},{"speaker":"They least their perception is","startTime":906.394,"endTime":907.864,"body":"Do you run targeted ads?"},{"speaker":"They least their perception is","startTime":908.284,"endTime":910.729,"body":"I raise my hands, but"},{"speaker":"They least their perception is","startTime":908.284,"endTime":910.729,"body":"I have a loud vacuum"},{"speaker":"They least their perception is","startTime":910.729,"endTime":911.479,"body":"clearing in the background."},{"speaker":"They least their 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anybody"},{"speaker":"They least their perception is","startTime":920.275,"endTime":922.495,"body":"because I think the thing"},{"speaker":"They least their perception is","startTime":922.495,"endTime":924.444,"body":"that I tell people when..."},{"speaker":"They least their perception is","startTime":924.444,"endTime":927.069,"body":"I do do coaching calls"},{"speaker":"They least their perception is","startTime":924.444,"endTime":927.069,"body":"with my team members."},{"speaker":"They least their perception is","startTime":927.205,"endTime":929.435,"body":"on Probate Mastery there's"},{"speaker":"They least their perception is","startTime":927.205,"endTime":929.435,"body":"actually a chance if you"},{"speaker":"They least their perception is","startTime":929.435,"endTime":931.445,"body":"buy time with me, I'm glad"},{"speaker":"They least their perception is","startTime":929.435,"endTime":931.445,"body":"to sit down with you and do"},{"speaker":"They least their perception 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that."},{"speaker":"They least their perception is","startTime":977.365,"endTime":982.129,"body":"I, I can speak in a l and so"},{"speaker":"They least their perception is","startTime":977.365,"endTime":982.129,"body":"for me, when I looked at probate"},{"speaker":"They least their perception is","startTime":982.129,"endTime":985.219,"body":"and I took Chad's class and I"},{"speaker":"They least their perception is","startTime":982.129,"endTime":985.219,"body":"was writing my business plan,"},{"speaker":"They least their perception is","startTime":985.219,"endTime":988.609,"body":"he challenged us to go to court"},{"speaker":"They least their perception is","startTime":985.219,"endTime":988.609,"body":"one day just to see the process."},{"speaker":"They least their perception is","startTime":988.614,"endTime":991.61,"body":"And I did, and I noticed some"},{"speaker":"They least their perception is","startTime":988.614,"endTime":991.61,"body":"opportunities to 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market to."},{"speaker":"They least their perception is","startTime":1069.662,"endTime":1072.267,"body":"I have emails and I send"},{"speaker":"They least their perception is","startTime":1069.662,"endTime":1072.267,"body":"out emails every week."},{"speaker":"They least their perception is","startTime":1072.5,"endTime":1074.15,"body":"I have a YouTube"},{"speaker":"They least their perception is","startTime":1072.5,"endTime":1074.15,"body":"channel on probate."},{"speaker":"They least their perception is","startTime":1074.15,"endTime":1078.02,"body":"I do social media, but I just"},{"speaker":"They least their perception is","startTime":1074.15,"endTime":1078.02,"body":"call those attorneys, investors,"},{"speaker":"They least their perception is","startTime":1078.08,"endTime":1079.22,"body":"clients I already know."},{"speaker":"They least their perception is","startTime":1079.334,"endTime":1080.774,"body":"And that keeps me pretty busy."},{"speaker":"They least their perception 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yesterday, literally one of"},{"speaker":"They least their perception is","startTime":1104.102,"endTime":1107.672,"body":"the top agents in a particular"},{"speaker":"They least their perception is","startTime":1107.672,"endTime":1110.342,"body":"micromarket of LA called me"},{"speaker":"They least their perception is","startTime":1107.672,"endTime":1110.342,"body":"to say, Hey, I have a client,"},{"speaker":"They least their perception is","startTime":1110.342,"endTime":1111.872,"body":"it's a probate I'm lost."},{"speaker":"They least their perception is","startTime":1111.979,"endTime":1113.089,"body":"And I kind of walked"},{"speaker":"They least their perception is","startTime":1111.979,"endTime":1113.089,"body":"them through what I"},{"speaker":"They least their perception is","startTime":1113.094,"endTime":1113.689,"body":"could do with 'em."},{"speaker":"They least their perception is","startTime":1113.689,"endTime":1114.979,"body":"And so we're splitting"},{"speaker":"They 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is","startTime":1153.26,"endTime":1156.03,"body":"and would not allow me to"},{"speaker":"They least their perception is","startTime":1156.03,"endTime":1157.664,"body":"buy into being a partner."},{"speaker":"They least their perception is","startTime":1157.664,"endTime":1158.774,"body":"I could never get any equity."},{"speaker":"They least their perception is","startTime":1158.837,"endTime":1160.997,"body":"So I, I decided at sixth,"},{"speaker":"They least their perception is","startTime":1158.837,"endTime":1160.997,"body":"I didn't wanna do that."},{"speaker":"They least their perception is","startTime":1160.997,"endTime":1162.587,"body":"The rest of my life work"},{"speaker":"They least their perception is","startTime":1160.997,"endTime":1162.587,"body":"with somebody that I didn't"},{"speaker":"They least their perception is","startTime":1162.587,"endTime":1165.447,"body":"appreciate a respect and start"},{"speaker":"They least their perception is","startTime":1162.587,"endTime":1165.447,"body":"my career over again at 60 with"},{"speaker":"They least their perception is","startTime":1165.452,"endTime":1168.357,"body":"not one lead, not one buyer,"},{"speaker":"They least their perception is","startTime":1165.452,"endTime":1168.357,"body":"not one seller, not one listing."},{"speaker":"They least their perception is","startTime":1168.467,"endTime":1171.497,"body":"So when I started this three"},{"speaker":"They least their perception is","startTime":1168.467,"endTime":1171.497,"body":"hour day process, I was like a"},{"speaker":"They least their perception is","startTime":1171.497,"endTime":1175.197,"body":"brand new agent, except I knew"},{"speaker":"They least their perception is","startTime":1171.497,"endTime":1175.197,"body":"real estate, except I did have"},{"speaker":"They least their perception is","startTime":1175.197,"endTime":1176.727,"body":"a sphere of influence being 60."},{"speaker":"They least their perception is","startTime":1176.727,"endTime":1179.27,"body":"I knew a lot of people,"},{"speaker":"They least their perception is","startTime":1176.727,"endTime":1179.27,"body":"and I knew what to do, but"},{"speaker":"They least their perception is","startTime":1179.27,"endTime":1180.08,"body":"I had to go out and do it."},{"speaker":"They least their perception is","startTime":1180.08,"endTime":1182.54,"body":"So that plan worked for me."},{"speaker":"They least their perception is","startTime":1182.694,"endTime":1184.914,"body":"But I think you have to think"},{"speaker":"They least their perception is","startTime":1182.694,"endTime":1184.914,"body":"about you and what your assets"},{"speaker":"They least their perception is","startTime":1184.914,"endTime":1186.984,"body":"are and what your strengths are"},{"speaker":"They least their perception is","startTime":1184.914,"endTime":1186.984,"body":"and make sure you play to them."},{"speaker":"They least their perception is","startTime":1186.984,"endTime":1187.824,"body":"That makes sense, Lisa."},{"speaker":"They least their perception is","startTime":1188.132,"endTime":1188.312,"body":"Yeah."},{"speaker":"They least their perception is","startTime":1188.372,"endTime":1188.792,"body":"Okay, good."},{"speaker":"They least their perception is","startTime":1188.792,"endTime":1190.772,"body":"And feel free if I"},{"speaker":"They least their perception is","startTime":1188.792,"endTime":1190.772,"body":"didn't cover it properly,"},{"speaker":"They least their perception is","startTime":1190.802,"endTime":1191.882,"body":"asks more questions."},{"speaker":"They least their perception is","startTime":1192.115,"endTime":1192.775,"body":"Okay."},{"speaker":"They least their perception is","startTime":1192.775,"endTime":1196.495,"body":"ClaireMonique asks is there"},{"speaker":"They least their perception is","startTime":1192.775,"endTime":1196.495,"body":"a way title companies can"},{"speaker":"They least their perception is","startTime":1196.5,"endTime":1199.075,"body":"research and provide successors"},{"speaker":"They least their perception is","startTime":1196.5,"endTime":1199.075,"body":"or trustees of living trust."},{"speaker":"They least their perception is","startTime":1199.08,"endTime":1200.845,"body":"Boy, I get asked"},{"speaker":"They least their perception is","startTime":1199.08,"endTime":1200.845,"body":"this question a lot."},{"speaker":"They least their perception is","startTime":1201.835,"endTime":1203.982,"body":"So, Claire's asking a"},{"speaker":"They least their perception is","startTime":1201.835,"endTime":1203.982,"body":"question in what she's"},{"speaker":"They least their perception is","startTime":1203.982,"endTime":1207.712,"body":"noticed is separate"},{"speaker":"They least their perception is","startTime":1203.982,"endTime":1207.712,"body":"from probate properties."},{"speaker":"They least their perception is","startTime":1207.742,"endTime":1211.679,"body":"When somebody dies in probate,"},{"speaker":"They least their perception is","startTime":1207.742,"endTime":1211.679,"body":"I wanna say 80% of probates"},{"speaker":"They least their perception is","startTime":1211.739,"endTime":1214.749,"body":"are filed because there's real"},{"speaker":"They least their perception is","startTime":1211.739,"endTime":1214.749,"body":"estate to transfer title on."},{"speaker":"They least their perception is","startTime":1214.804,"endTime":1218.572,"body":"So it's very common when there's"},{"speaker":"They least their perception is","startTime":1214.804,"endTime":1218.572,"body":"a probate filed, the reason"},{"speaker":"They least their perception is","startTime":1218.572,"endTime":1219.892,"body":"why it's to sell a house."},{"speaker":"They least their perception is","startTime":1220.132,"endTime":1221.902,"body":"And even when families"},{"speaker":"They least their perception is","startTime":1220.132,"endTime":1221.902,"body":"say they're gonna not"},{"speaker":"They least their perception is","startTime":1221.902,"endTime":1223.569,"body":"sell the house, they end"},{"speaker":"They least their perception is","startTime":1221.902,"endTime":1223.569,"body":"up selling the house."},{"speaker":"They least their perception is","startTime":1223.569,"endTime":1226.029,"body":"Like every seller,"},{"speaker":"They least their perception is","startTime":1223.569,"endTime":1226.029,"body":"everybody, every seller who"},{"speaker":"They least their perception is","startTime":1226.029,"endTime":1228.459,"body":"says they won't sell the"},{"speaker":"They least their perception is","startTime":1226.029,"endTime":1228.459,"body":"house, sells their house."},{"speaker":"They least their perception is","startTime":1228.459,"endTime":1231.999,"body":"Someday either they move every"},{"speaker":"They least their perception is","startTime":1228.459,"endTime":1231.999,"body":"five to seven years or they die."},{"speaker":"They least their perception is","startTime":1232.089,"endTime":1233.229,"body":"But that's just that life."},{"speaker":"They least their perception is","startTime":1233.629,"endTime":1235.729,"body":"But I think what she's saying"},{"speaker":"They least their perception is","startTime":1233.629,"endTime":1235.729,"body":"is I see these other properties"},{"speaker":"They least their perception is","startTime":1235.729,"endTime":1238.342,"body":"that are held in a title"},{"speaker":"They least their perception is","startTime":1235.729,"endTime":1238.342,"body":"of a trust, and I know some"},{"speaker":"They least their perception is","startTime":1238.342,"endTime":1239.392,"body":"of these people are dying."},{"speaker":"They least their perception is","startTime":1239.397,"endTime":1241.372,"body":"In fact, I might know,"},{"speaker":"They least their perception is","startTime":1239.397,"endTime":1241.372,"body":"from a neighbor, there's"},{"speaker":"They least their perception is","startTime":1241.372,"endTime":1242.302,"body":"a trust property."},{"speaker":"They least their perception is","startTime":1242.302,"endTime":1244.762,"body":"They died, but if it's inside of"},{"speaker":"They least their perception is","startTime":1242.302,"endTime":1244.762,"body":"trust, how do I find who it is?"},{"speaker":"They least their perception is","startTime":1244.762,"endTime":1246.202,"body":"Can the title company"},{"speaker":"They least their perception is","startTime":1244.762,"endTime":1246.202,"body":"help me with that?"},{"speaker":"They least their perception is","startTime":1246.502,"endTime":1247.492,"body":"That's your question, right?"},{"speaker":"They least their perception is","startTime":1247.702,"endTime":1248.572,"body":"That is correct."},{"speaker":"They least their perception is","startTime":1249.832,"endTime":1250.592,"body":"A couple...."},{"speaker":"They least their perception is","startTime":1250.592,"endTime":1251.612,"body":"it's hard to do."},{"speaker":"They least their perception is","startTime":1251.775,"endTime":1254.965,"body":"Uh, I will say if you don't"},{"speaker":"They least their perception is","startTime":1251.775,"endTime":1254.965,"body":"know anybody involved in the"},{"speaker":"They least their perception is","startTime":1254.965,"endTime":1258.205,"body":"deal, it's hard to do a couple"},{"speaker":"They least their perception is","startTime":1254.965,"endTime":1258.205,"body":"tricks I've used when you go"},{"speaker":"They least their perception is","startTime":1258.205,"endTime":1261.565,"body":"back and look at the deed that"},{"speaker":"They least their perception is","startTime":1258.205,"endTime":1261.565,"body":"they used, either before they"},{"speaker":"They least their perception is","startTime":1261.565,"endTime":1263.935,"body":"put the trust when they got the"},{"speaker":"They least their perception is","startTime":1261.565,"endTime":1263.935,"body":"property or put in the trust."},{"speaker":"They least their perception is","startTime":1264.535,"endTime":1267.205,"body":"Sometimes there's clues, there"},{"speaker":"They least their perception is","startTime":1264.535,"endTime":1267.205,"body":"there'll be clues as to who"},{"speaker":"They least their perception is","startTime":1267.205,"endTime":1271.359,"body":"the person is,  who the law"},{"speaker":"They least their perception is","startTime":1267.205,"endTime":1271.359,"body":"firm is, who the notary is."},{"speaker":"They least their perception is","startTime":1271.769,"endTime":1274.649,"body":"So sometimes there's clues"},{"speaker":"They least their perception is","startTime":1271.769,"endTime":1274.649,"body":"there that you can find if you"},{"speaker":"They least their perception is","startTime":1274.649,"endTime":1278.309,"body":"know, the property's abandoned"},{"speaker":"They least their perception is","startTime":1274.649,"endTime":1278.309,"body":"or has some issues like that."},{"speaker":"They least their perception is","startTime":1278.585,"endTime":1281.405,"body":"I've never successfully"},{"speaker":"They least their perception is","startTime":1278.585,"endTime":1281.405,"body":"researched it and found it,"},{"speaker":"They least their perception is","startTime":1281.405,"endTime":1284.475,"body":"got a listing as a result"},{"speaker":"They least their perception is","startTime":1281.405,"endTime":1284.475,"body":"just because the time involved"},{"speaker":"They least their perception is","startTime":1284.475,"endTime":1286.245,"body":"in doing that, I might as"},{"speaker":"They least their perception is","startTime":1284.475,"endTime":1286.245,"body":"well call somebody else."},{"speaker":"They least their perception is","startTime":1286.245,"endTime":1288.995,"body":"I know I've been around long"},{"speaker":"They least their perception is","startTime":1286.245,"endTime":1288.995,"body":"enough now where I don't call"},{"speaker":"They least their perception is","startTime":1288.995,"endTime":1291.275,"body":"everybody I know every 90 days."},{"speaker":"They least their perception is","startTime":1291.275,"endTime":1292.205,"body":"I'm always behind."},{"speaker":"They least their perception is","startTime":1292.312,"endTime":1296.042,"body":"And so, when I pursue these"},{"speaker":"They least their perception is","startTime":1292.312,"endTime":1296.042,"body":"kinds of things, it's not easily"},{"speaker":"They least their perception is","startTime":1296.042,"endTime":1298.614,"body":"delegatable because sometimes"},{"speaker":"They least their perception is","startTime":1296.042,"endTime":1298.614,"body":"you have to kind of read between"},{"speaker":"They least their perception is","startTime":1298.614,"endTime":1299.844,"body":"the lines and figure this out."},{"speaker":"They least their perception is","startTime":1299.844,"endTime":1302.124,"body":"And it's not common enough that"},{"speaker":"They least their perception is","startTime":1299.844,"endTime":1302.124,"body":"we can do them all the time."},{"speaker":"They least their perception is","startTime":1302.274,"endTime":1305.85,"body":"I did see once, see a"},{"speaker":"They least their perception is","startTime":1302.274,"endTime":1305.85,"body":"company that claimed to"},{"speaker":"They least their perception is","startTime":1305.85,"endTime":1306.99,"body":"have properties like this."},{"speaker":"They least their perception is","startTime":1306.99,"endTime":1308.58,"body":"And they did the research"},{"speaker":"They least their perception is","startTime":1306.99,"endTime":1308.58,"body":"who the owners were in"},{"speaker":"They least their perception is","startTime":1308.58,"endTime":1309.6,"body":"names and phone numbers."},{"speaker":"They least their perception is","startTime":1309.817,"endTime":1311.047,"body":"Maybe, maybe they do."},{"speaker":"They least their perception is","startTime":1311.052,"endTime":1311.467,"body":"I don't know."},{"speaker":"They least their perception is","startTime":1311.472,"endTime":1313.567,"body":"I, I have not seen anybody"},{"speaker":"They least their perception is","startTime":1311.472,"endTime":1313.567,"body":"use that and tell me they've"},{"speaker":"They least their perception is","startTime":1313.567,"endTime":1314.377,"body":"been affected with it."},{"speaker":"They least their perception is","startTime":1314.557,"endTime":1316.927,"body":"So if you find such a company,"},{"speaker":"They least their perception is","startTime":1314.557,"endTime":1316.927,"body":"come back and let us know, but"},{"speaker":"They least their perception is","startTime":1316.927,"endTime":1318.037,"body":"I I'm just not aware of it."},{"speaker":"They least their perception is","startTime":1318.217,"endTime":1318.727,"body":"Okay."},{"speaker":"They least their perception is","startTime":1318.752,"endTime":1320.732,"body":"and so Chris says that"},{"speaker":"They least their perception is","startTime":1318.752,"endTime":1320.732,"body":"some title reps can pull"},{"speaker":"They least their perception is","startTime":1320.732,"endTime":1323.642,"body":"a search of a county land"},{"speaker":"They least their perception is","startTime":1320.732,"endTime":1323.642,"body":"records of recent recorded"},{"speaker":"They least their perception is","startTime":1323.642,"endTime":1325.622,"body":"successor trustee information."},{"speaker":"They least their perception is","startTime":1325.652,"endTime":1326.072,"body":"Okay."},{"speaker":"They least their perception is","startTime":1326.165,"endTime":1328.31,"body":"I don't know which title"},{"speaker":"They least their perception is","startTime":1326.165,"endTime":1328.31,"body":"reps those are, but it seems"},{"speaker":"They least their perception is","startTime":1328.31,"endTime":1330.2,"body":"like they do less and less"},{"speaker":"They least their perception is","startTime":1328.31,"endTime":1330.2,"body":"these days, title reps,"},{"speaker":"They least their perception is","startTime":1330.2,"endTime":1331.95,"body":"you know, in the old days"},{"speaker":"They least their perception is","startTime":1330.2,"endTime":1331.95,"body":"they used to buy a lunch."},{"speaker":"They least their perception is","startTime":1332.25,"endTime":1333.09,"body":"That's illegal."},{"speaker":"They least their perception is","startTime":1333.09,"endTime":1334.2,"body":"They'd give you kickbacks."},{"speaker":"They least their perception is","startTime":1334.2,"endTime":1335.16,"body":"That was always illegal."},{"speaker":"They least their perception is","startTime":1335.323,"endTime":1337.453,"body":"And they come to your office to"},{"speaker":"They least their perception is","startTime":1335.323,"endTime":1337.453,"body":"drop off coffee cups and related"},{"speaker":"They least their perception is","startTime":1337.453,"endTime":1339.193,"body":"services, pens, and notepads."},{"speaker":"They least their perception is","startTime":1339.553,"endTime":1340.483,"body":"Now they don't do that."},{"speaker":"They least their perception is","startTime":1340.843,"endTime":1343.423,"body":"And now it doesn't do so they"},{"speaker":"They least their perception is","startTime":1340.843,"endTime":1343.423,"body":"give you data for the most part."},{"speaker":"They least their perception is","startTime":1343.423,"endTime":1345.49,"body":"But, I would, if you have"},{"speaker":"They least their perception is","startTime":1343.423,"endTime":1345.49,"body":"a to rep that can help you"},{"speaker":"They least their perception is","startTime":1345.49,"endTime":1347.26,"body":"might wanna ask for the data."},{"speaker":"They least their perception is","startTime":1347.688,"endTime":1348.168,"body":"Okay."},{"speaker":"They least their perception is","startTime":1348.328,"endTime":1348.478,"body":"Will do."},{"speaker":"They least their perception is","startTime":1349.082,"endTime":1349.322,"body":"Thanks."},{"speaker":"They least their perception is","startTime":1349.322,"endTime":1350.192,"body":"Thanks so much."},{"speaker":"They least their perception is","startTime":1350.375,"endTime":1354.215,"body":"Um, let's see, Belinda, Belinda,"},{"speaker":"They least their perception is","startTime":1350.375,"endTime":1354.215,"body":"if you wanna unmute yourself,"},{"speaker":"They least their perception is","startTime":1354.22,"endTime":1356.915,"body":"you can jump in, you're welcome"},{"speaker":"They least their perception is","startTime":1354.22,"endTime":1356.915,"body":"to: regarding making phone"},{"speaker":"They least their perception is","startTime":1356.915,"endTime":1358.535,"body":"calls., I use another number."},{"speaker":"They least their perception is","startTime":1358.985,"endTime":1360.575,"body":"Trust a third party"},{"speaker":"They least their perception is","startTime":1358.985,"endTime":1360.575,"body":"number provider."},{"speaker":"They least their perception is","startTime":1360.575,"endTime":1363.185,"body":"I called one of my relatives"},{"speaker":"They least their perception is","startTime":1360.575,"endTime":1363.185,"body":"using the number and the"},{"speaker":"They least their perception is","startTime":1363.185,"endTime":1365.825,"body":"message that pops up to their"},{"speaker":"They least their perception is","startTime":1363.185,"endTime":1365.825,"body":"phone says potential spam."},{"speaker":"They least their perception is","startTime":1366.215,"endTime":1368.705,"body":"Does anyone else have that issue"},{"speaker":"They least their perception is","startTime":1366.215,"endTime":1368.705,"body":"or use another company that"},{"speaker":"They least their perception is","startTime":1368.705,"endTime":1370.325,"body":"does not come up on this side?"},{"speaker":"They least their perception is","startTime":1370.325,"endTime":1372.825,"body":"Concerned the people will"},{"speaker":"They least their perception is","startTime":1370.325,"endTime":1372.825,"body":"not pick up the phone if they"},{"speaker":"They least their perception is","startTime":1372.825,"endTime":1375.498,"body":"see this, even if I'm connect"},{"speaker":"They least their perception is","startTime":1372.825,"endTime":1375.498,"body":"number, you know, I have"},{"speaker":"They least their perception is","startTime":1375.498,"endTime":1376.608,"body":"the same problem, Belinda."},{"speaker":"They least their perception is","startTime":1376.638,"endTime":1380.962,"body":"I have I've used Google voice"},{"speaker":"They least their perception is","startTime":1376.638,"endTime":1380.962,"body":"for years since I've came"},{"speaker":"They least their perception is","startTime":1380.962,"endTime":1383.542,"body":"out, I wanna say five, 10"},{"speaker":"They least their perception is","startTime":1380.962,"endTime":1383.542,"body":"years now, love it, love it"},{"speaker":"They least their perception is","startTime":1383.542,"endTime":1386.332,"body":"for my business, love its"},{"speaker":"They least their perception is","startTime":1383.542,"endTime":1386.332,"body":"efficiency with text and"},{"speaker":"They least their perception is","startTime":1386.332,"endTime":1387.922,"body":"phone numbers and all that."},{"speaker":"They least their perception is","startTime":1388.002,"endTime":1390.402,"body":"People do tell me, occasionally"},{"speaker":"They least their perception is","startTime":1388.002,"endTime":1390.402,"body":"it shows up as potential spam."},{"speaker":"They least their perception is","startTime":1390.642,"endTime":1393.162,"body":"You know, I call enough people"},{"speaker":"They least their perception is","startTime":1390.642,"endTime":1393.162,"body":"where some pickup, some don't."},{"speaker":"They least their perception is","startTime":1393.182,"endTime":1395.725,"body":"The other thing I've also"},{"speaker":"They least their perception is","startTime":1393.182,"endTime":1395.725,"body":"noticed is that they pick"},{"speaker":"They least their perception is","startTime":1395.725,"endTime":1397.795,"body":"up and it says that and they"},{"speaker":"They least their perception is","startTime":1395.725,"endTime":1397.795,"body":"realize it's me, you know,"},{"speaker":"They least their perception is","startTime":1397.825,"endTime":1398.935,"body":"you get past that moment."},{"speaker":"They least their perception is","startTime":1399.228,"endTime":1401.478,"body":"But if you're gonna use"},{"speaker":"They least their perception is","startTime":1399.228,"endTime":1401.478,"body":"the number for cold calling"},{"speaker":"They least their perception is","startTime":1401.483,"endTime":1403.098,"body":"during the day, you probably"},{"speaker":"They least their perception is","startTime":1401.483,"endTime":1403.098,"body":"don't wanna use that number."},{"speaker":"They least their perception is","startTime":1403.518,"endTime":1403.908,"body":"Yeah."},{"speaker":"They least their perception is","startTime":1403.908,"endTime":1406.305,"body":"That's the number I'm"},{"speaker":"They least their perception is","startTime":1403.908,"endTime":1406.305,"body":"using to call my leads"},{"speaker":"They least their perception is","startTime":1406.305,"endTime":1407.745,"body":"after I send a letter out."},{"speaker":"They least their perception is","startTime":1408.038,"endTime":1410.402,"body":"to probate and then I'll"},{"speaker":"They least their perception is","startTime":1408.038,"endTime":1410.402,"body":"follow up with the phone call."},{"speaker":"They least their perception is","startTime":1410.402,"endTime":1413.765,"body":"So yeah, I mean, it's kinda"},{"speaker":"They least their perception is","startTime":1410.402,"endTime":1413.765,"body":"low return anyway, in terms"},{"speaker":"They least their perception is","startTime":1413.77,"endTime":1417.155,"body":"of the numbers I'm getting and"},{"speaker":"They least their perception is","startTime":1413.77,"endTime":1417.155,"body":"then calling and which ones"},{"speaker":"They least their perception is","startTime":1417.155,"endTime":1418.565,"body":"are actually working numbers."},{"speaker":"They least their perception is","startTime":1418.565,"endTime":1421.238,"body":"And then the ones that, you"},{"speaker":"They least their perception is","startTime":1418.565,"endTime":1421.238,"body":"know, a few people were pick up"},{"speaker":"They least their perception is","startTime":1421.238,"endTime":1423.568,"body":"here and there, but , I wasn't"},{"speaker":"They least their perception is","startTime":1421.238,"endTime":1423.568,"body":"aware of that on the other"},{"speaker":"They least their perception is","startTime":1423.568,"endTime":1426.598,"body":"side until I made the mistake"},{"speaker":"They least their perception is","startTime":1423.568,"endTime":1426.598,"body":"of calling one of my sons and"},{"speaker":"They least their perception is","startTime":1426.598,"endTime":1428.837,"body":"he said, you know, this number"},{"speaker":"They least their perception is","startTime":1426.598,"endTime":1428.837,"body":"pops up as spam, and I was like,"},{"speaker":"They least their perception is","startTime":1428.837,"endTime":1431.027,"body":"I had no idea that popped up."},{"speaker":"They least their perception is","startTime":1431.057,"endTime":1431.267,"body":"Yeah."},{"speaker":"They least their perception is","startTime":1431.267,"endTime":1433.487,"body":"Cause I get a bunch of those"},{"speaker":"They least their perception is","startTime":1431.267,"endTime":1433.487,"body":"calls early in the morning."},{"speaker":"They least their perception is","startTime":1433.667,"endTime":1435.407,"body":"I don't typically call"},{"speaker":"They least their perception is","startTime":1433.667,"endTime":1435.407,"body":"early in the morning."},{"speaker":"They least their perception is","startTime":1435.407,"endTime":1437.413,"body":"I just don't feel comfortable"},{"speaker":"They least their perception is","startTime":1435.407,"endTime":1437.413,"body":"calling people at eight"},{"speaker":"They least their perception is","startTime":1437.413,"endTime":1438.33,"body":"in the morning, you know?"},{"speaker":"They least their perception is","startTime":1438.33,"endTime":1441.0,"body":"So I I'll do more like 10"},{"speaker":"They least their perception is","startTime":1438.33,"endTime":1441.0,"body":"o'clock or sometimes I do"},{"speaker":"They least their perception is","startTime":1441.72,"endTime":1444.99,"body":"between five and six or six"},{"speaker":"They least their perception is","startTime":1441.72,"endTime":1444.99,"body":"and seven stuff like that."},{"speaker":"They least their perception is","startTime":1445.217,"endTime":1445.697,"body":"So yeah."},{"speaker":"They least their perception is","startTime":1445.877,"endTime":1447.707,"body":"I, I didn't realize it"},{"speaker":"They least their perception is","startTime":1445.877,"endTime":1447.707,"body":"did that, but I know I, I"},{"speaker":"They least their perception is","startTime":1447.707,"endTime":1450.077,"body":"tend to not answer calls"},{"speaker":"They least their perception is","startTime":1447.707,"endTime":1450.077,"body":"at say potential spam."},{"speaker":"They least their perception is","startTime":1451.127,"endTime":1453.767,"body":"So what I would say about phone"},{"speaker":"They least their perception is","startTime":1451.127,"endTime":1453.767,"body":"calling and, and just a little"},{"speaker":"They least their perception is","startTime":1453.767,"endTime":1456.872,"body":"bit of coaching, if you're up"},{"speaker":"They least their perception is","startTime":1453.767,"endTime":1456.872,"body":"to that, Oh, yeah, yeah, yeah."},{"speaker":"They least their perception is","startTime":1456.982,"endTime":1457.042,"body":"Yeah."},{"speaker":"They least their perception is","startTime":1457.042,"endTime":1458.642,"body":"Belinda, are you a real"},{"speaker":"They least their perception is","startTime":1457.042,"endTime":1458.642,"body":"estate agent or investor?"},{"speaker":"They least their perception is","startTime":1458.642,"endTime":1459.092,"body":"What do you do?"},{"speaker":"They least their perception is","startTime":1460.232,"endTime":1463.472,"body":"Uh, I'm a real estate agent,"},{"speaker":"They least their perception is","startTime":1460.232,"endTime":1463.472,"body":"but I also, I'm also looking for"},{"speaker":"They least their perception is","startTime":1463.472,"endTime":1465.582,"body":"properties to, um, buy and hold."},{"speaker":"They least their perception is","startTime":1465.725,"endTime":1466.055,"body":"Got it."},{"speaker":"They least their perception is","startTime":1466.405,"endTime":1467.315,"body":"It would be my first one."},{"speaker":"They least their perception is","startTime":1467.455,"endTime":1469.945,"body":"And where do you do"},{"speaker":"They least their perception is","startTime":1467.455,"endTime":1469.945,"body":"business in Laurel?"},{"speaker":"They least their perception is","startTime":1469.975,"endTime":1470.755,"body":"Laurel, Maryland."},{"speaker":"They least their perception is","startTime":1470.76,"endTime":1472.855,"body":"And throughout prince"},{"speaker":"They least their perception is","startTime":1470.76,"endTime":1472.855,"body":"George's county in Maryland."},{"speaker":"They least their perception is","startTime":1473.028,"endTime":1473.318,"body":"Okay."},{"speaker":"They least their perception is","startTime":1473.382,"endTime":1475.932,"body":"So first thing I would say"},{"speaker":"They least their perception is","startTime":1473.382,"endTime":1475.932,"body":"is most people own a house"},{"speaker":"or up about five 30, 6","startTime":1475.932,"endTime":1477.792,"body":"00 AM."},{"speaker":"or up about five 30, 6","startTime":1478.035,"endTime":1481.605,"body":"So you can call it eight o'clock"},{"speaker":"or up about five 30, 6","startTime":1478.035,"endTime":1481.605,"body":"in general renters, you can"},{"speaker":"or up about five 30, 6","startTime":1481.605,"endTime":1483.465,"body":"call it 10 30 and they'll,"},{"speaker":"or up about five 30, 6","startTime":1481.605,"endTime":1483.465,"body":"they'll still be in bed or"},{"speaker":"or up about five 30, 6","startTime":1483.47,"endTime":1484.605,"body":"watching TV or something."},{"speaker":"or up about five 30, 6","startTime":1484.755,"endTime":1487.885,"body":"In my experience, the vast"},{"speaker":"or up about five 30, 6","startTime":1484.755,"endTime":1487.885,"body":"majority number one, number two,"},{"speaker":"or up about five 30, 6","startTime":1487.885,"endTime":1489.295,"body":"hang up before the fourth ring."},{"speaker":"or up about five 30, 6","startTime":1489.865,"endTime":1490.105,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":1490.105,"endTime":1492.985,"body":"People pick up the phone after"},{"speaker":"or up about five 30, 6","startTime":1490.105,"endTime":1492.985,"body":"three rings, they're ready to"},{"speaker":"or up about five 30, 6","startTime":1492.985,"endTime":1494.515,"body":"talk right at four rings or not."},{"speaker":"or up about five 30, 6","startTime":1494.515,"endTime":1496.675,"body":"And ring four or five times,"},{"speaker":"or up about five 30, 6","startTime":1494.515,"endTime":1496.675,"body":"they're gonna be pissed"},{"speaker":"or up about five 30, 6","startTime":1496.675,"endTime":1497.485,"body":"when they pick up the phone."},{"speaker":"or up about five 30, 6","startTime":1497.49,"endTime":1498.115,"body":"You're bothering them."},{"speaker":"or up about five 30, 6","startTime":1498.715,"endTime":1501.535,"body":"So, yeah, I heard that a"},{"speaker":"or up about five 30, 6","startTime":1498.715,"endTime":1501.535,"body":"while back when you mentioned"},{"speaker":"or up about five 30, 6","startTime":1501.535,"endTime":1504.285,"body":"that, and actually I also"},{"speaker":"or up about five 30, 6","startTime":1501.535,"endTime":1504.285,"body":"took the advice from one"},{"speaker":"or up about five 30, 6","startTime":1504.29,"endTime":1506.295,"body":"of the recordings I heard a"},{"speaker":"or up about five 30, 6","startTime":1504.29,"endTime":1506.295,"body":"while back when you say you"},{"speaker":"or up about five 30, 6","startTime":1506.295,"endTime":1507.405,"body":"don't really leave a message."},{"speaker":"or up about five 30, 6","startTime":1507.465,"endTime":1509.655,"body":"Cause I had been leaving this"},{"speaker":"or up about five 30, 6","startTime":1507.465,"endTime":1509.655,"body":"long message, never he asked"},{"speaker":"or up about five 30, 6","startTime":1509.805,"endTime":1512.355,"body":"stop leaving the message, but"},{"speaker":"or up about five 30, 6","startTime":1509.805,"endTime":1512.355,"body":"you said the ideas to have a"},{"speaker":"or up about five 30, 6","startTime":1512.355,"endTime":1514.965,"body":"conversation, not necessarily"},{"speaker":"or up about five 30, 6","startTime":1512.355,"endTime":1514.965,"body":"to give them a message."},{"speaker":"or up about five 30, 6","startTime":1515.205,"endTime":1517.665,"body":"So I stopped doing that"},{"speaker":"or up about five 30, 6","startTime":1515.205,"endTime":1517.665,"body":"and uh, then three rings."},{"speaker":"or up about five 30, 6","startTime":1517.665,"endTime":1518.715,"body":"Yeah, I cut it off."},{"speaker":"or up about five 30, 6","startTime":1518.792,"endTime":1519.062,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":1519.122,"endTime":1521.222,"body":"I mean, and just to repeat for"},{"speaker":"or up about five 30, 6","startTime":1519.122,"endTime":1521.222,"body":"people who didn't hear that"},{"speaker":"or up about five 30, 6","startTime":1521.222,"endTime":1524.398,"body":"before, thank you for compliment"},{"speaker":"or up about five 30, 6","startTime":1521.222,"endTime":1524.398,"body":"and reminding me, If you could"},{"speaker":"or up about five 30, 6","startTime":1524.398,"endTime":1527.518,"body":"make money leaving messages,"},{"speaker":"or up about five 30, 6","startTime":1524.398,"endTime":1527.518,"body":"then Reese's monkeys would make"},{"speaker":"or up about five 30, 6","startTime":1527.518,"endTime":1528.988,"body":"a lot of money leaving messages."},{"speaker":"or up about five 30, 6","startTime":1529.128,"endTime":1530.968,"body":"We make money talking to people."},{"speaker":"or up about five 30, 6","startTime":1530.968,"endTime":1533.192,"body":"If you're a real estate"},{"speaker":"or up about five 30, 6","startTime":1530.968,"endTime":1533.192,"body":"agent, your job is to talk"},{"speaker":"or up about five 30, 6","startTime":1533.192,"endTime":1535.862,"body":"to people as, as Tom free"},{"speaker":"or up about five 30, 6","startTime":1533.192,"endTime":1535.862,"body":"time me a long time ago."},{"speaker":"or up about five 30, 6","startTime":1535.965,"endTime":1539.205,"body":"Um, how did we get paid,"},{"speaker":"or up about five 30, 6","startTime":1535.965,"endTime":1539.205,"body":"blah, blah, blah, blah, blah."},{"speaker":"or up about five 30, 6","startTime":1539.265,"endTime":1541.455,"body":"We talked to people or in"},{"speaker":"or up about five 30, 6","startTime":1539.265,"endTime":1541.455,"body":"their trust, get them to like"},{"speaker":"or up about five 30, 6","startTime":1541.46,"endTime":1542.565,"body":"us and do business with us."},{"speaker":"or up about five 30, 6","startTime":1542.722,"endTime":1545.512,"body":"Real quick on this call, if"},{"speaker":"or up about five 30, 6","startTime":1542.722,"endTime":1545.512,"body":"you would be so kind to put"},{"speaker":"or up about five 30, 6","startTime":1545.552,"endTime":1549.122,"body":"in the chat box, who here has"},{"speaker":"or up about five 30, 6","startTime":1545.552,"endTime":1549.122,"body":"ever bought anything, where"},{"speaker":"or up about five 30, 6","startTime":1549.122,"endTime":1552.822,"body":"somebody left you a message"},{"speaker":"or up about five 30, 6","startTime":1549.122,"endTime":1552.822,"body":"cold call on your phone, and"},{"speaker":"or up about five 30, 6","startTime":1552.822,"endTime":1555.042,"body":"then you return the call and"},{"speaker":"or up about five 30, 6","startTime":1552.822,"endTime":1555.042,"body":"bought whatever they were"},{"speaker":"or up about five 30, 6","startTime":1555.042,"endTime":1555.972,"body":"selling who's ever done that."},{"speaker":"or up about five 30, 6","startTime":1555.977,"endTime":1558.885,"body":"Please put me and if you"},{"speaker":"or up about five 30, 6","startTime":1555.977,"endTime":1558.885,"body":"never have put the word, no."},{"speaker":"or up about five 30, 6","startTime":1559.605,"endTime":1561.825,"body":"So if you've in the past,"},{"speaker":"or up about five 30, 6","startTime":1559.605,"endTime":1561.825,"body":"got a phone call and"},{"speaker":"or up about five 30, 6","startTime":1561.825,"endTime":1562.455,"body":"you listen to message."},{"speaker":"or up about five 30, 6","startTime":1562.455,"endTime":1562.635,"body":"Go."},{"speaker":"or up about five 30, 6","startTime":1562.635,"endTime":1563.265,"body":"Wow."},{"speaker":"or up about five 30, 6","startTime":1563.265,"endTime":1565.515,"body":"Cold call by this travel"},{"speaker":"or up about five 30, 6","startTime":1563.265,"endTime":1565.515,"body":"agent or this warranty"},{"speaker":"or up about five 30, 6","startTime":1565.515,"endTime":1567.435,"body":"on my car company or"},{"speaker":"or up about five 30, 6","startTime":1565.515,"endTime":1567.435,"body":"this real estate agent."},{"speaker":"or up about five 30, 6","startTime":1567.468,"endTime":1568.398,"body":"And you go, that's great."},{"speaker":"or up about five 30, 6","startTime":1568.398,"endTime":1570.858,"body":"I've always wanted to hear from"},{"speaker":"or up about five 30, 6","startTime":1568.398,"endTime":1570.858,"body":"them and called them back and"},{"speaker":"or up about five 30, 6","startTime":1570.858,"endTime":1573.302,"body":"you bought put me, and if you"},{"speaker":"or up about five 30, 6","startTime":1570.858,"endTime":1573.302,"body":"never have done that, I'm gonna"},{"speaker":"or up about five 30, 6","startTime":1573.302,"endTime":1574.202,"body":"put it in the box for myself."},{"speaker":"or up about five 30, 6","startTime":1574.202,"endTime":1575.642,"body":"I'm gonna put no, I'll be"},{"speaker":"or up about five 30, 6","startTime":1574.202,"endTime":1575.642,"body":"the first one to answer, I"},{"speaker":"or up about five 30, 6","startTime":1575.642,"endTime":1577.772,"body":"guess is I'm gonna there's"},{"speaker":"or up about five 30, 6","startTime":1575.642,"endTime":1577.772,"body":"some is a bunch of 'em."},{"speaker":"or up about five 30, 6","startTime":1577.777,"endTime":1577.952,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":1578.012,"endTime":1578.732,"body":"Yeah, no, no."},{"speaker":"or up about five 30, 6","startTime":1578.762,"endTime":1579.952,"body":"Uh, no, no, no, no."},{"speaker":"or up about five 30, 6","startTime":1580.022,"endTime":1580.502,"body":"Okay, good."},{"speaker":"or up about five 30, 6","startTime":1580.502,"endTime":1581.492,"body":"So I'm on the right call here."},{"speaker":"or up about five 30, 6","startTime":1581.492,"endTime":1582.512,"body":"So yeah, definitely."},{"speaker":"or up about five 30, 6","startTime":1582.512,"endTime":1586.305,"body":"I would say that we want to"},{"speaker":"or up about five 30, 6","startTime":1582.512,"endTime":1586.305,"body":"talk to people and I've made"},{"speaker":"or up about five 30, 6","startTime":1586.305,"endTime":1590.292,"body":"a lot more money in my career"},{"speaker":"or up about five 30, 6","startTime":1586.305,"endTime":1590.292,"body":"by, not leaving a message and"},{"speaker":"or up about five 30, 6","startTime":1590.292,"endTime":1592.902,"body":"people call me back saying"},{"speaker":"or up about five 30, 6","startTime":1590.292,"endTime":1592.902,"body":"I have a missed phone call"},{"speaker":"or up about five 30, 6","startTime":1592.902,"endTime":1595.622,"body":"from this number and I'm"},{"speaker":"or up about five 30, 6","startTime":1592.902,"endTime":1595.622,"body":"talking to, I have listed"},{"speaker":"or up about five 30, 6","startTime":1595.622,"endTime":1597.452,"body":"property as a result of that."},{"speaker":"or up about five 30, 6","startTime":1597.528,"endTime":1599.598,"body":"So hope that helps a little"},{"speaker":"or up about five 30, 6","startTime":1597.528,"endTime":1599.598,"body":"bit, Belinda, thank you so much."},{"speaker":"or up about five 30, 6","startTime":1599.688,"endTime":1599.838,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":1600.408,"endTime":1600.438,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":1601.038,"endTime":1603.048,"body":"So that's just one of the"},{"speaker":"or up about five 30, 6","startTime":1601.038,"endTime":1603.048,"body":"hazards of this calling."},{"speaker":"or up about five 30, 6","startTime":1603.048,"endTime":1605.878,"body":"You just don't know, even if"},{"speaker":"or up about five 30, 6","startTime":1603.048,"endTime":1605.878,"body":"it does pop up either they're"},{"speaker":"or up about five 30, 6","startTime":1605.878,"endTime":1607.038,"body":"gonna answer or they not."},{"speaker":"or up about five 30, 6","startTime":1607.043,"endTime":1608.778,"body":"So it's just, can't"},{"speaker":"or up about five 30, 6","startTime":1607.043,"endTime":1608.778,"body":"get around there."},{"speaker":"or up about five 30, 6","startTime":1608.798,"endTime":1608.958,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":1608.958,"endTime":1609.238,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":1609.243,"endTime":1609.498,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":1609.498,"endTime":1610.908,"body":"They're gonna answer it"},{"speaker":"or up about five 30, 6","startTime":1609.498,"endTime":1610.908,"body":"somewhere and you know,"},{"speaker":"or up about five 30, 6","startTime":1610.938,"endTime":1612.768,"body":"maybe at some point you get"},{"speaker":"or up about five 30, 6","startTime":1610.938,"endTime":1612.768,"body":"a new service that doesn't"},{"speaker":"or up about five 30, 6","startTime":1612.768,"endTime":1613.698,"body":"show up a spam or something."},{"speaker":"or up about five 30, 6","startTime":1613.703,"endTime":1615.528,"body":"I don't know, but play the"},{"speaker":"or up about five 30, 6","startTime":1613.703,"endTime":1615.528,"body":"cards you have the best you"},{"speaker":"or up about five 30, 6","startTime":1615.528,"endTime":1617.808,"body":"can, and then you can always"},{"speaker":"or up about five 30, 6","startTime":1615.528,"endTime":1617.808,"body":"upgrade your systems over time."},{"speaker":"or up about five 30, 6","startTime":1618.148,"endTime":1618.438,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":1618.443,"endTime":1618.912,"body":"Okay, good."},{"speaker":"or up about five 30, 6","startTime":1619.602,"endTime":1620.442,"body":"Um, okay."},{"speaker":"or up about five 30, 6","startTime":1620.442,"endTime":1621.312,"body":"Next question."},{"speaker":"or up about five 30, 6","startTime":1621.317,"endTime":1623.045,"body":"Thank you, Belinda in"},{"speaker":"or up about five 30, 6","startTime":1621.317,"endTime":1623.045,"body":"Maryland for the call"},{"speaker":"or up about five 30, 6","startTime":1623.315,"endTime":1625.145,"body":"question, I got that."},{"speaker":"or up about five 30, 6","startTime":1625.802,"endTime":1626.162,"body":"okay."},{"speaker":"or up about five 30, 6","startTime":1626.192,"endTime":1628.112,"body":"So Sandy asked, do I got"},{"speaker":"or up about five 30, 6","startTime":1626.192,"endTime":1628.112,"body":"networking meetings for"},{"speaker":"or up about five 30, 6","startTime":1628.112,"endTime":1629.642,"body":"probate or attorneys?"},{"speaker":"or up about five 30, 6","startTime":1629.642,"endTime":1630.572,"body":"Where would I find it?"},{"speaker":"or up about five 30, 6","startTime":1630.572,"endTime":1631.562,"body":"Info Sandy."},{"speaker":"or up about five 30, 6","startTime":1631.562,"endTime":1632.732,"body":"That's a great question."},{"speaker":"or up about five 30, 6","startTime":1633.162,"endTime":1634.542,"body":"So Sandy, where do"},{"speaker":"or up about five 30, 6","startTime":1633.162,"endTime":1634.542,"body":"you do business?"},{"speaker":"or up about five 30, 6","startTime":1635.232,"endTime":1636.012,"body":"Los Angeles."},{"speaker":"or up about five 30, 6","startTime":1636.105,"endTime":1637.095,"body":"San Fernando valley."},{"speaker":"or up about five 30, 6","startTime":1637.348,"endTime":1637.738,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":1637.738,"endTime":1639.238,"body":"So Los Angeles and"},{"speaker":"or up about five 30, 6","startTime":1637.738,"endTime":1639.238,"body":"your territory?"},{"speaker":"or up about five 30, 6","startTime":1639.358,"endTime":1640.078,"body":"Yeah, my territory."},{"speaker":"or up about five 30, 6","startTime":1640.078,"endTime":1640.978,"body":"Well, no, you're over the hill."},{"speaker":"or up about five 30, 6","startTime":1640.978,"endTime":1641.788,"body":"I don't go over the hill."},{"speaker":"or up about five 30, 6","startTime":1641.835,"endTime":1643.155,"body":"That's actually not true."},{"speaker":"or up about five 30, 6","startTime":1643.548,"endTime":1645.708,"body":"I do the last network"},{"speaker":"or up about five 30, 6","startTime":1643.548,"endTime":1645.708,"body":"event I went to was in"},{"speaker":"or up about five 30, 6","startTime":1645.708,"endTime":1647.208,"body":"van isles to be specific."},{"speaker":"or up about five 30, 6","startTime":1647.618,"endTime":1647.908,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":1647.958,"endTime":1651.318,"body":"Uh, on Wednesdays at noon"},{"speaker":"or up about five 30, 6","startTime":1647.958,"endTime":1651.318,"body":"at the Sizzler on van I's"},{"speaker":"or up about five 30, 6","startTime":1651.318,"endTime":1653.595,"body":"Boulevard is a real estate"},{"speaker":"or up about five 30, 6","startTime":1651.318,"endTime":1653.595,"body":"investing, networking."},{"speaker":"or up about five 30, 6","startTime":1653.722,"endTime":1656.122,"body":"So Sandy asked question, do I"},{"speaker":"or up about five 30, 6","startTime":1653.722,"endTime":1656.122,"body":"go to networking meetings for"},{"speaker":"or up about five 30, 6","startTime":1656.122,"endTime":1659.302,"body":"probate or elder law attorneys"},{"speaker":"or up about five 30, 6","startTime":1656.122,"endTime":1659.302,"body":"where to find that info?"},{"speaker":"or up about five 30, 6","startTime":1659.402,"endTime":1660.212,"body":"I don't."},{"speaker":"or up about five 30, 6","startTime":1660.212,"endTime":1662.102,"body":"So here's what I'll say now."},{"speaker":"or up about five 30, 6","startTime":1662.162,"endTime":1663.622,"body":"Um, Cindy, I don't"},{"speaker":"or up about five 30, 6","startTime":1662.162,"endTime":1663.622,"body":"think we've met before."},{"speaker":"or up about five 30, 6","startTime":1663.622,"endTime":1663.922,"body":"Have we?"},{"speaker":"or up about five 30, 6","startTime":1664.078,"endTime":1664.588,"body":"I don't think so."},{"speaker":"or up about five 30, 6","startTime":1664.588,"endTime":1667.378,"body":"I've been on several of"},{"speaker":"or up about five 30, 6","startTime":1664.588,"endTime":1667.378,"body":"these calls Bill, but we"},{"speaker":"or up about five 30, 6","startTime":1667.378,"endTime":1668.618,"body":"haven't met in person, no."},{"speaker":"or up about five 30, 6","startTime":1668.968,"endTime":1669.268,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":1669.268,"endTime":1671.008,"body":"So my loss along the way."},{"speaker":"or up about five 30, 6","startTime":1671.008,"endTime":1672.688,"body":"And are you full-time"},{"speaker":"or up about five 30, 6","startTime":1671.008,"endTime":1672.688,"body":"agent or part-time?"},{"speaker":"or up about five 30, 6","startTime":1672.742,"endTime":1673.252,"body":"Full-time."},{"speaker":"or up about five 30, 6","startTime":1673.582,"endTime":1673.882,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":1674.362,"endTime":1678.862,"body":"So as a full-time agent, my"},{"speaker":"or up about five 30, 6","startTime":1674.362,"endTime":1678.862,"body":"marketing strategy or parameters"},{"speaker":"or up about five 30, 6","startTime":1678.892,"endTime":1682.655,"body":"are gonna be that if I'm gonna"},{"speaker":"or up about five 30, 6","startTime":1678.892,"endTime":1682.655,"body":"market somebody in any capacity,"},{"speaker":"or up about five 30, 6","startTime":1682.66,"endTime":1684.588,"body":"I wanna dominate that channel."},{"speaker":"or up about five 30, 6","startTime":1684.698,"endTime":1686.498,"body":"I look at something like,"},{"speaker":"or up about five 30, 6","startTime":1684.698,"endTime":1686.498,"body":"for example, when I went"},{"speaker":"or up about five 30, 6","startTime":1686.498,"endTime":1689.188,"body":"to court, nobody went to"},{"speaker":"or up about five 30, 6","startTime":1686.498,"endTime":1689.188,"body":"court as regularly as me,"},{"speaker":"or up about five 30, 6","startTime":1689.188,"endTime":1692.428,"body":"or was as visible as me in"},{"speaker":"or up about five 30, 6","startTime":1689.188,"endTime":1692.428,"body":"LA county court when I went."},{"speaker":"or up about five 30, 6","startTime":1692.485,"endTime":1694.195,"body":"If there were three or"},{"speaker":"or up about five 30, 6","startTime":1692.485,"endTime":1694.195,"body":"four others, I wouldn't go."},{"speaker":"or up about five 30, 6","startTime":1694.375,"endTime":1695.482,"body":"I dressed better."},{"speaker":"or up about five 30, 6","startTime":1695.482,"endTime":1698.062,"body":"And now that make it sound like"},{"speaker":"or up about five 30, 6","startTime":1695.482,"endTime":1698.062,"body":"a judgment, as far as quality"},{"speaker":"or up about five 30, 6","startTime":1698.062,"endTime":1701.612,"body":"of a better person, I judge more"},{"speaker":"or up about five 30, 6","startTime":1698.062,"endTime":1701.612,"body":"effectively, which I think is"},{"speaker":"or up about five 30, 6","startTime":1701.617,"endTime":1705.482,"body":"more like an attorney than any"},{"speaker":"or up about five 30, 6","startTime":1701.617,"endTime":1705.482,"body":"other, real estate agent mm-hmm"},{"speaker":"or up about five 30, 6","startTime":1705.722,"endTime":1707.672,"body":"And I would present myself"},{"speaker":"or up about five 30, 6","startTime":1705.722,"endTime":1707.672,"body":"in a way that was much more"},{"speaker":"or up about five 30, 6","startTime":1707.677,"endTime":1709.622,"body":"like attorneys, anybody"},{"speaker":"or up about five 30, 6","startTime":1707.677,"endTime":1709.622,"body":"else I wanted to dominate"},{"speaker":"or up about five 30, 6","startTime":1709.627,"endTime":1711.422,"body":"that marketing channel."},{"speaker":"or up about five 30, 6","startTime":1711.422,"endTime":1714.842,"body":"Today my major emphasis on my"},{"speaker":"or up about five 30, 6","startTime":1711.422,"endTime":1714.842,"body":"marketing is my YouTube channel."},{"speaker":"or up about five 30, 6","startTime":1714.842,"endTime":1717.332,"body":"I use a lot of different"},{"speaker":"or up about five 30, 6","startTime":1714.842,"endTime":1717.332,"body":"ways to, to use a video."},{"speaker":"or up about five 30, 6","startTime":1717.598,"endTime":1719.968,"body":"And so at least in my market"},{"speaker":"or up about five 30, 6","startTime":1717.598,"endTime":1719.968,"body":"area, I don't know of an agent"},{"speaker":"or up about five 30, 6","startTime":1719.973,"endTime":1721.258,"body":"doing as much on YouTube."},{"speaker":"or up about five 30, 6","startTime":1721.263,"endTime":1723.478,"body":"There might be doing other"},{"speaker":"or up about five 30, 6","startTime":1721.263,"endTime":1723.478,"body":"things TikTok or whatever."},{"speaker":"or up about five 30, 6","startTime":1723.478,"endTime":1724.588,"body":"That's not my concern."},{"speaker":"or up about five 30, 6","startTime":1724.593,"endTime":1727.392,"body":"I'm driving people to, you know,"},{"speaker":"or up about five 30, 6","startTime":1724.593,"endTime":1727.392,"body":"where I'm at and they go, wow."},{"speaker":"or up about five 30, 6","startTime":1727.542,"endTime":1729.012,"body":"So networking, meetings."},{"speaker":"or up about five 30, 6","startTime":1729.042,"endTime":1731.372,"body":"I do go to that"},{"speaker":"or up about five 30, 6","startTime":1729.042,"endTime":1731.372,"body":"meeting in first off."},{"speaker":"or up about five 30, 6","startTime":1731.372,"endTime":1733.022,"body":"I don't go out a lot just"},{"speaker":"or up about five 30, 6","startTime":1731.372,"endTime":1733.022,"body":"because I'm, I'm a little"},{"speaker":"or up about five 30, 6","startTime":1733.022,"endTime":1735.062,"body":"older now, my wife and I"},{"speaker":"or up about five 30, 6","startTime":1733.022,"endTime":1735.062,"body":"have our first grandson"},{"speaker":"or up about five 30, 6","startTime":1735.062,"endTime":1736.142,"body":"who lives four blocks away."},{"speaker":"or up about five 30, 6","startTime":1736.502,"endTime":1738.892,"body":"So, I put a good day's work"},{"speaker":"or up about five 30, 6","startTime":1736.502,"endTime":1738.892,"body":"in, but I really am not going"},{"speaker":"or up about five 30, 6","startTime":1738.897,"endTime":1740.362,"body":"out in the evenings, as much."},{"speaker":"or up about five 30, 6","startTime":1740.492,"endTime":1744.738,"body":"But I do go once a"},{"speaker":"or up about five 30, 6","startTime":1740.492,"endTime":1744.738,"body":"month to a network event"},{"speaker":"or up about five 30, 6","startTime":1744.798,"endTime":1746.208,"body":"in Culver city area."},{"speaker":"or up about five 30, 6","startTime":1746.208,"endTime":1748.848,"body":"That's the LA area county"},{"speaker":"or up about five 30, 6","startTime":1746.208,"endTime":1748.848,"body":"real estate investor"},{"speaker":"or up about five 30, 6","startTime":1748.848,"endTime":1751.192,"body":"association, which real"},{"speaker":"or up about five 30, 6","startTime":1748.848,"endTime":1751.192,"body":"real estate investors."},{"speaker":"or up about five 30, 6","startTime":1751.192,"endTime":1753.232,"body":"Why to go there, not"},{"speaker":"or up about five 30, 6","startTime":1751.192,"endTime":1753.232,"body":"to an attorney event?"},{"speaker":"or up about five 30, 6","startTime":1753.232,"endTime":1755.422,"body":"Because I'm the probate"},{"speaker":"or up about five 30, 6","startTime":1753.232,"endTime":1755.422,"body":"expert at that meeting."},{"speaker":"or up about five 30, 6","startTime":1755.56,"endTime":1755.86,"body":"Got it."},{"speaker":"or up about five 30, 6","startTime":1756.073,"endTime":1758.083,"body":"at the real estate event,"},{"speaker":"or up about five 30, 6","startTime":1756.073,"endTime":1758.083,"body":"I mentioned in van isles it"},{"speaker":"or up about five 30, 6","startTime":1758.083,"endTime":1760.243,"body":"used to be bigger, used to"},{"speaker":"or up about five 30, 6","startTime":1758.083,"endTime":1760.243,"body":"have like 50 people cuz of"},{"speaker":"or up about five 30, 6","startTime":1760.243,"endTime":1762.973,"body":"COVID it's down like five"},{"speaker":"or up about five 30, 6","startTime":1760.243,"endTime":1762.973,"body":"or six, good quality people."},{"speaker":"or up about five 30, 6","startTime":1763.21,"endTime":1765.43,"body":"I went there once recently"},{"speaker":"or up about five 30, 6","startTime":1763.21,"endTime":1765.43,"body":"just to support it, but it's"},{"speaker":"or up about five 30, 6","startTime":1765.43,"endTime":1766.39,"body":"not big enough for me to go."},{"speaker":"or up about five 30, 6","startTime":1766.39,"endTime":1769.18,"body":"I can't meet enough people"},{"speaker":"or up about five 30, 6","startTime":1766.39,"endTime":1769.18,"body":"per hour to justify my time."},{"speaker":"or up about five 30, 6","startTime":1769.42,"endTime":1771.88,"body":"And again, I try to look at"},{"speaker":"or up about five 30, 6","startTime":1769.42,"endTime":1771.88,"body":"that meeting one half people"},{"speaker":"or up about five 30, 6","startTime":1771.88,"endTime":1774.4,"body":"per hour of quality leads."},{"speaker":"or up about five 30, 6","startTime":1774.56,"endTime":1777.11,"body":"So if I go to, uh, networking"},{"speaker":"or up about five 30, 6","startTime":1774.56,"endTime":1777.11,"body":"information per hour or per"},{"speaker":"or up about five 30, 6","startTime":1777.11,"endTime":1779.54,"body":"day, I thought you were at"},{"speaker":"or up about five 30, 6","startTime":1777.11,"endTime":1779.54,"body":"per day when you were at the"},{"speaker":"or up about five 30, 6","startTime":1779.54,"endTime":1782.03,"body":"courthouse for, for three"},{"speaker":"or up about five 30, 6","startTime":1779.54,"endTime":1782.03,"body":"hours of prospecting time."},{"speaker":"or up about five 30, 6","startTime":1782.035,"endTime":1782.9,"body":"So I'm sort oh, okay."},{"speaker":"or up about five 30, 6","startTime":1783.62,"endTime":1783.68,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":1783.68,"endTime":1786.68,"body":"So if I go to a event, Don only"},{"speaker":"or up about five 30, 6","startTime":1783.68,"endTime":1786.68,"body":"had, you know, five people."},{"speaker":"or up about five 30, 6","startTime":1786.68,"endTime":1787.61,"body":"I already knew four of them."},{"speaker":"or up about five 30, 6","startTime":1787.73,"endTime":1789.11,"body":"There's no mathematical way."},{"speaker":"or up about five 30, 6","startTime":1789.11,"endTime":1790.25,"body":"Driving there's a half hour."},{"speaker":"or up about five 30, 6","startTime":1790.25,"endTime":1791.21,"body":"You're there for an hour or two."},{"speaker":"or up about five 30, 6","startTime":1791.21,"endTime":1792.26,"body":"You drive a half hour back."},{"speaker":"or up about five 30, 6","startTime":1792.29,"endTime":1792.86,"body":"It doesn't work."},{"speaker":"or up about five 30, 6","startTime":1792.92,"endTime":1795.65,"body":"So I it's looking like $30"},{"speaker":"or up about five 30, 6","startTime":1792.92,"endTime":1795.65,"body":"for their networking event."},{"speaker":"or up about five 30, 6","startTime":1795.77,"endTime":1796.7,"body":"Yeah, correct."},{"speaker":"or up about five 30, 6","startTime":1797.06,"endTime":1801.56,"body":"Now there are, yeah, there"},{"speaker":"or up about five 30, 6","startTime":1797.06,"endTime":1801.56,"body":"are, um, I am a member."},{"speaker":"or up about five 30, 6","startTime":1802.31,"endTime":1807.47,"body":"I'm an affiliate member"},{"speaker":"or up about five 30, 6","startTime":1802.31,"endTime":1807.47,"body":"of the LA bar LA county"},{"speaker":"or up about five 30, 6","startTime":1807.53,"endTime":1808.85,"body":"and the Beverly Hills bar."},{"speaker":"or up about five 30, 6","startTime":1809.0,"endTime":1810.26,"body":"And I know there's one"},{"speaker":"or up about five 30, 6","startTime":1809.0,"endTime":1810.26,"body":"in San Fernando valley."},{"speaker":"or up about five 30, 6","startTime":1810.26,"endTime":1811.07,"body":"I'm not a member of it."},{"speaker":"or up about five 30, 6","startTime":1811.075,"endTime":1813.59,"body":"I know there is one there"},{"speaker":"or up about five 30, 6","startTime":1811.075,"endTime":1813.59,"body":"though, um, as well."},{"speaker":"or up about five 30, 6","startTime":1814.16,"endTime":1817.07,"body":"And I, again, I would say if"},{"speaker":"or up about five 30, 6","startTime":1814.16,"endTime":1817.07,"body":"I can dominate it now, the"},{"speaker":"or up about five 30, 6","startTime":1817.07,"endTime":1819.08,"body":"problem there is, there are"},{"speaker":"or up about five 30, 6","startTime":1817.07,"endTime":1819.08,"body":"people who for a long time"},{"speaker":"or up about five 30, 6","startTime":1819.08,"endTime":1821.33,"body":"have been the sponsors and"},{"speaker":"or up about five 30, 6","startTime":1819.08,"endTime":1821.33,"body":"dominate those two events."},{"speaker":"or up about five 30, 6","startTime":1821.33,"endTime":1824.097,"body":"So I'm not gonna go to those"},{"speaker":"or up about five 30, 6","startTime":1821.33,"endTime":1824.097,"body":"events, cuz I don't wanna look"},{"speaker":"or up about five 30, 6","startTime":1824.097,"endTime":1827.06,"body":"like another realtor . And the"},{"speaker":"or up about five 30, 6","startTime":1824.097,"endTime":1827.06,"body":"ones who dominate, you know,"},{"speaker":"or up about five 30, 6","startTime":1827.06,"endTime":1830.143,"body":"they, one's done a ton of"},{"speaker":"or up about five 30, 6","startTime":1827.06,"endTime":1830.143,"body":"probate and knows a lot about"},{"speaker":"or up about five 30, 6","startTime":1830.143,"endTime":1832.9,"body":"it and knows a lot of people,"},{"speaker":"or up about five 30, 6","startTime":1830.143,"endTime":1832.9,"body":"legitimately a probate expert."},{"speaker":"or up about five 30, 6","startTime":1833.313,"endTime":1835.353,"body":"And then there's one or"},{"speaker":"or up about five 30, 6","startTime":1833.313,"endTime":1835.353,"body":"two that are attorneys"},{"speaker":"or up about five 30, 6","startTime":1835.358,"endTime":1836.433,"body":"as well as realtors."},{"speaker":"or up about five 30, 6","startTime":1836.587,"endTime":1839.223,"body":"So for me to go, I'm just"},{"speaker":"or up about five 30, 6","startTime":1836.587,"endTime":1839.223,"body":"another realtor, right?"},{"speaker":"or up about five 30, 6","startTime":1839.253,"endTime":1841.923,"body":"Mm-hmm  for me that you're an"},{"speaker":"or up about five 30, 6","startTime":1839.253,"endTime":1841.923,"body":"affiliate member, but you're not"},{"speaker":"or up about five 30, 6","startTime":1841.923,"endTime":1844.413,"body":"really attending the meeting,"},{"speaker":"or up about five 30, 6","startTime":1841.923,"endTime":1844.413,"body":"you're just in the network."},{"speaker":"or up about five 30, 6","startTime":1844.788,"endTime":1846.798,"body":"I'm affiliate member"},{"speaker":"or up about five 30, 6","startTime":1844.788,"endTime":1846.798,"body":"because I get the content."},{"speaker":"or up about five 30, 6","startTime":1846.798,"endTime":1848.448,"body":"Like they have meetings,"},{"speaker":"or up about five 30, 6","startTime":1846.798,"endTime":1848.448,"body":"I get to, you know,"},{"speaker":"or up about five 30, 6","startTime":1848.538,"endTime":1849.918,"body":"learn from and train."},{"speaker":"or up about five 30, 6","startTime":1849.918,"endTime":1852.168,"body":"And, they have, uh, some"},{"speaker":"or up about five 30, 6","startTime":1849.918,"endTime":1852.168,"body":"chat room where I've"},{"speaker":"or up about five 30, 6","startTime":1852.168,"endTime":1853.848,"body":"learned a lot about probate"},{"speaker":"or up about five 30, 6","startTime":1852.168,"endTime":1853.848,"body":"as a result of that."},{"speaker":"or up about five 30, 6","startTime":1853.848,"endTime":1855.962,"body":"So for me, it's more about"},{"speaker":"or up about five 30, 6","startTime":1853.848,"endTime":1855.962,"body":"the training opportunity"},{"speaker":"or up about five 30, 6","startTime":1855.962,"endTime":1859.485,"body":"than the content of being an"},{"speaker":"or up about five 30, 6","startTime":1855.962,"endTime":1859.485,"body":"affiliate versus networking."},{"speaker":"or up about five 30, 6","startTime":1859.755,"endTime":1862.612,"body":"But I haven't, when they had"},{"speaker":"or up about five 30, 6","startTime":1859.755,"endTime":1862.612,"body":"meetings in the courthouse"},{"speaker":"or up about five 30, 6","startTime":1862.898,"endTime":1864.488,"body":"used to have continuing ed"},{"speaker":"or up about five 30, 6","startTime":1862.898,"endTime":1864.488,"body":"meetings in the courthouse,"},{"speaker":"or up about five 30, 6","startTime":1864.488,"endTime":1866.782,"body":"I would go even though the"},{"speaker":"or up about five 30, 6","startTime":1864.488,"endTime":1866.782,"body":"other realtors there, because"},{"speaker":"or up about five 30, 6","startTime":1866.782,"endTime":1868.912,"body":"again, I was there more"},{"speaker":"or up about five 30, 6","startTime":1866.782,"endTime":1868.912,"body":"often than anybody else."},{"speaker":"or up about five 30, 6","startTime":1868.912,"endTime":1871.258,"body":"And so I just think from a"},{"speaker":"or up about five 30, 6","startTime":1868.912,"endTime":1871.258,"body":"marketing standpoint, you"},{"speaker":"or up about five 30, 6","startTime":1871.258,"endTime":1873.905,"body":"have to stand out and if"},{"speaker":"or up about five 30, 6","startTime":1871.258,"endTime":1873.905,"body":"you're just one of several,"},{"speaker":"or up about five 30, 6","startTime":1873.905,"endTime":1875.405,"body":"then you're really not"},{"speaker":"or up about five 30, 6","startTime":1873.905,"endTime":1875.405,"body":"gonna be as efficient, a"},{"speaker":"or up about five 30, 6","startTime":1875.41,"endTime":1876.245,"body":"productive view of time."},{"speaker":"or up about five 30, 6","startTime":1876.25,"endTime":1878.705,"body":"So to answer your question,"},{"speaker":"or up about five 30, 6","startTime":1876.25,"endTime":1878.705,"body":"I know there's an event in"},{"speaker":"or up about five 30, 6","startTime":1878.705,"endTime":1882.803,"body":"long beach that  is for um,"},{"speaker":"or up about five 30, 6","startTime":1878.705,"endTime":1882.803,"body":"I wanna say fiduciaries and,"},{"speaker":"or up about five 30, 6","startTime":1882.803,"endTime":1884.287,"body":"um, I can relate to that."},{"speaker":"or up about five 30, 6","startTime":1884.767,"endTime":1887.107,"body":"Um, but there's a couple"},{"speaker":"or up about five 30, 6","startTime":1884.767,"endTime":1887.107,"body":"there that go all the time,"},{"speaker":"or up about five 30, 6","startTime":1887.112,"endTime":1888.477,"body":"but now I'm competitive."},{"speaker":"or up about five 30, 6","startTime":1888.477,"endTime":1891.507,"body":"And so I might go, if I looked"},{"speaker":"or up about five 30, 6","startTime":1888.477,"endTime":1891.507,"body":"at that and say, Hey, you know,"},{"speaker":"or up about five 30, 6","startTime":1891.507,"endTime":1894.417,"body":"I could become a sponsor, get"},{"speaker":"or up about five 30, 6","startTime":1891.507,"endTime":1894.417,"body":"into membership, you know, be of"},{"speaker":"or up about five 30, 6","startTime":1894.417,"endTime":1895.647,"body":"service to the organization...."},{"speaker":"or up about five 30, 6","startTime":1895.697,"endTime":1897.677,"body":"I don't wanna can sound like"},{"speaker":"or up about five 30, 6","startTime":1895.697,"endTime":1897.677,"body":"I have to be the only realtor."},{"speaker":"or up about five 30, 6","startTime":1898.102,"endTime":1900.322,"body":"But if there's a pathway for,"},{"speaker":"or up about five 30, 6","startTime":1898.102,"endTime":1900.322,"body":"I can dominate it within three"},{"speaker":"or up about five 30, 6","startTime":1900.322,"endTime":1901.612,"body":"to six months, I would jump in."},{"speaker":"or up about five 30, 6","startTime":1901.708,"endTime":1902.668,"body":"But that's a long beach."},{"speaker":"or up about five 30, 6","startTime":1902.668,"endTime":1905.278,"body":"And, and so for me, I live in"},{"speaker":"or up about five 30, 6","startTime":1902.668,"endTime":1905.278,"body":"LA that's a bit of a drive and"},{"speaker":"or up about five 30, 6","startTime":1905.278,"endTime":1906.388,"body":"a lot of my range right now."},{"speaker":"or up about five 30, 6","startTime":1906.478,"endTime":1906.688,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":1906.898,"endTime":1907.498,"body":"So answer your question."},{"speaker":"or up about five 30, 6","startTime":1907.498,"endTime":1909.028,"body":"I don't do that, but"},{"speaker":"or up about five 30, 6","startTime":1907.498,"endTime":1909.028,"body":"those are my strategies."},{"speaker":"or up about five 30, 6","startTime":1909.028,"endTime":1910.858,"body":"When networking, I wanna find"},{"speaker":"or up about five 30, 6","startTime":1909.028,"endTime":1910.858,"body":"something that I can be the"},{"speaker":"or up about five 30, 6","startTime":1910.858,"endTime":1912.975,"body":"number one person at, and"},{"speaker":"or up about five 30, 6","startTime":1910.858,"endTime":1912.975,"body":"that doesn't mean they have"},{"speaker":"or up about five 30, 6","startTime":1912.975,"endTime":1914.355,"body":"to hand me the keys to castle."},{"speaker":"or up about five 30, 6","startTime":1914.355,"endTime":1916.875,"body":"It might mean I have to earn"},{"speaker":"or up about five 30, 6","startTime":1914.355,"endTime":1916.875,"body":"my way by providing service,"},{"speaker":"or up about five 30, 6","startTime":1916.875,"endTime":1917.718,"body":"but I'm willing to do that."},{"speaker":"or up about five 30, 6","startTime":1918.438,"endTime":1919.668,"body":"Does that answer your question?"},{"speaker":"or up about five 30, 6","startTime":1919.798,"endTime":1920.638,"body":"Yes, it does."},{"speaker":"or up about five 30, 6","startTime":1920.898,"endTime":1921.398,"body":"It does."},{"speaker":"or up about five 30, 6","startTime":1921.398,"endTime":1921.518,"body":"Great."},{"speaker":"or up about five 30, 6","startTime":1921.588,"endTime":1922.298,"body":"Well, nice meeting you."},{"speaker":"or up about five 30, 6","startTime":1922.318,"endTime":1923.458,"body":"Thank you so much, Bill."},{"speaker":"or up about five 30, 6","startTime":1923.478,"endTime":1924.078,"body":"Pleasure to meet you."},{"speaker":"or up about five 30, 6","startTime":1924.298,"endTime":1924.808,"body":"Likewise."},{"speaker":"or up about five 30, 6","startTime":1925.005,"endTime":1925.665,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":1925.905,"endTime":1926.865,"body":"We got a bunch of"},{"speaker":"or up about five 30, 6","startTime":1925.905,"endTime":1926.865,"body":"questions here."},{"speaker":"or up about five 30, 6","startTime":1926.865,"endTime":1928.815,"body":"I'm sorry to take a little"},{"speaker":"or up about five 30, 6","startTime":1926.865,"endTime":1928.815,"body":"along on some of these yeah."},{"speaker":"or up about five 30, 6","startTime":1928.82,"endTime":1930.915,"body":"National association of"},{"speaker":"or up about five 30, 6","startTime":1928.82,"endTime":1930.915,"body":"estate planners and council"},{"speaker":"or up about five 30, 6","startTime":1930.92,"endTime":1933.165,"body":"is in long beach great event."},{"speaker":"or up about five 30, 6","startTime":1933.415,"endTime":1937.015,"body":"I also go ju just to back up"},{"speaker":"or up about five 30, 6","startTime":1933.415,"endTime":1937.015,"body":"Sandy or to Sandy's question."},{"speaker":"or up about five 30, 6","startTime":1937.045,"endTime":1939.295,"body":"I also go, if the content"},{"speaker":"or up about five 30, 6","startTime":1937.045,"endTime":1939.295,"body":"is something that I"},{"speaker":"or up about five 30, 6","startTime":1939.295,"endTime":1940.195,"body":"wanna learn about."},{"speaker":"or up about five 30, 6","startTime":1940.312,"endTime":1943.192,"body":"So there was one of the best"},{"speaker":"or up about five 30, 6","startTime":1940.312,"endTime":1943.192,"body":"probate attorneys in long"},{"speaker":"or up about five 30, 6","startTime":1943.192,"endTime":1946.415,"body":"beach who gave a talk about,"},{"speaker":"or up about five 30, 6","startTime":1943.192,"endTime":1946.415,"body":"the  particular process"},{"speaker":"or up about five 30, 6","startTime":1946.415,"endTime":1949.062,"body":"called the Hegsted petition"},{"speaker":"or up about five 30, 6","startTime":1946.415,"endTime":1949.062,"body":"in California, where people"},{"speaker":"or up about five 30, 6","startTime":1949.062,"endTime":1952.132,"body":"write a trust and the property"},{"speaker":"or up about five 30, 6","startTime":1949.062,"endTime":1952.132,"body":"is not deeded in the trust."},{"speaker":"or up about five 30, 6","startTime":1952.137,"endTime":1954.158,"body":"It's like buying a safe"},{"speaker":"or up about five 30, 6","startTime":1952.137,"endTime":1954.158,"body":"deposit box and your, your"},{"speaker":"or up about five 30, 6","startTime":1954.158,"endTime":1956.168,"body":"valuables are on top of"},{"speaker":"or up about five 30, 6","startTime":1954.158,"endTime":1956.168,"body":"the box, not in the box."},{"speaker":"or up about five 30, 6","startTime":1956.173,"endTime":1957.818,"body":"How do you get the"},{"speaker":"or up about five 30, 6","startTime":1956.173,"endTime":1957.818,"body":"property in the box?"},{"speaker":"or up about five 30, 6","startTime":1958.062,"endTime":1960.792,"body":"There's a process in California,"},{"speaker":"or up about five 30, 6","startTime":1958.062,"endTime":1960.792,"body":"not in many other states"},{"speaker":"or up about five 30, 6","startTime":1960.852,"endTime":1962.022,"body":"called the Hegsted petition."},{"speaker":"or up about five 30, 6","startTime":1962.022,"endTime":1964.288,"body":"So this particular attorney"},{"speaker":"or up about five 30, 6","startTime":1962.022,"endTime":1964.288,"body":"was talking about there and he"},{"speaker":"or up about five 30, 6","startTime":1964.475,"endTime":1965.635,"body":"gave us copies of his forms."},{"speaker":"or up about five 30, 6","startTime":1965.635,"endTime":1967.848,"body":"It was amazing, amazingly"},{"speaker":"or up about five 30, 6","startTime":1965.635,"endTime":1967.848,"body":"educational opportunity."},{"speaker":"or up about five 30, 6","startTime":1967.848,"endTime":1970.585,"body":"So I will also say I would"},{"speaker":"or up about five 30, 6","startTime":1967.848,"endTime":1970.585,"body":"go to any meeting though."},{"speaker":"or up about five 30, 6","startTime":1970.585,"endTime":1972.655,"body":"These days, they all seem"},{"speaker":"or up about five 30, 6","startTime":1970.585,"endTime":1972.655,"body":"to be online or recorded."},{"speaker":"or up about five 30, 6","startTime":1972.655,"endTime":1975.505,"body":"So I'm little lazy maybe, but"},{"speaker":"or up about five 30, 6","startTime":1972.655,"endTime":1975.505,"body":"I would go to never convince"},{"speaker":"or up about five 30, 6","startTime":1975.51,"endTime":1978.698,"body":"to learn and be a be, and to"},{"speaker":"or up about five 30, 6","startTime":1975.51,"endTime":1978.698,"body":"be a better probate agent."},{"speaker":"or up about five 30, 6","startTime":1978.848,"endTime":1981.618,"body":"Um, more likely than just to"},{"speaker":"or up about five 30, 6","startTime":1978.848,"endTime":1981.618,"body":"go and, be another realtor."},{"speaker":"or up about five 30, 6","startTime":1981.618,"endTime":1982.098,"body":"Thank you."},{"speaker":"or up about five 30, 6","startTime":1982.378,"endTime":1982.948,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":1982.998,"endTime":1985.398,"body":"So Deborah says, tried to"},{"speaker":"or up about five 30, 6","startTime":1982.998,"endTime":1985.398,"body":"join a bar to network was told"},{"speaker":"or up about five 30, 6","startTime":1985.398,"endTime":1987.648,"body":"that they don't, em, admit"},{"speaker":"or up about five 30, 6","startTime":1985.398,"endTime":1987.648,"body":"realtors when law students,"},{"speaker":"or up about five 30, 6","startTime":1987.648,"endTime":1989.838,"body":"attorneys, and paralegal"},{"speaker":"or up about five 30, 6","startTime":1987.648,"endTime":1989.838,"body":"administrative people."},{"speaker":"or up about five 30, 6","startTime":1989.934,"endTime":1992.171,"body":"Deborah, what, what bar"},{"speaker":"or up about five 30, 6","startTime":1989.934,"endTime":1992.171,"body":"association did you try to join?"},{"speaker":"or up about five 30, 6","startTime":1992.547,"endTime":1996.585,"body":"Stark county bar"},{"speaker":"or up about five 30, 6","startTime":1992.547,"endTime":1996.585,"body":"association in Canton, Ohio."},{"speaker":"or up about five 30, 6","startTime":1996.673,"endTime":1999.954,"body":". And do they not, you're"},{"speaker":"or up about five 30, 6","startTime":1996.673,"endTime":1999.954,"body":"saying that limit affiliate"},{"speaker":"or up about five 30, 6","startTime":1999.954,"endTime":2001.784,"body":"relationships as well to"},{"speaker":"or up about five 30, 6","startTime":1999.954,"endTime":2001.784,"body":"only that group of people?"},{"speaker":"or up about five 30, 6","startTime":2001.784,"endTime":2001.844,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":2002.084,"endTime":2005.474,"body":"Because I'm not suggesting"},{"speaker":"or up about five 30, 6","startTime":2002.084,"endTime":2005.474,"body":"you join as an affiliate."},{"speaker":"or up about five 30, 6","startTime":2005.964,"endTime":2006.384,"body":"Right?"},{"speaker":"or up about five 30, 6","startTime":2006.414,"endTime":2006.864,"body":"Right."},{"speaker":"or up about five 30, 6","startTime":2006.984,"endTime":2008.634,"body":"That's what I"},{"speaker":"or up about five 30, 6","startTime":2006.984,"endTime":2008.634,"body":"thought I was doing."},{"speaker":"or up about five 30, 6","startTime":2008.634,"endTime":2011.809,"body":"I, uh, and then the bookkeeper,"},{"speaker":"or up about five 30, 6","startTime":2008.634,"endTime":2011.809,"body":"she was asking me questions,"},{"speaker":"or up about five 30, 6","startTime":2011.809,"endTime":2012.859,"body":"you know, was I a realtor?"},{"speaker":"or up about five 30, 6","startTime":2012.859,"endTime":2013.909,"body":"Was I a law student?"},{"speaker":"or up about five 30, 6","startTime":2013.909,"endTime":2016.429,"body":"Was I a, you know,"},{"speaker":"or up about five 30, 6","startTime":2013.909,"endTime":2016.429,"body":"admin type person?"},{"speaker":"or up about five 30, 6","startTime":2016.532,"endTime":2019.842,"body":"And I said, no, I'm a realtor,"},{"speaker":"or up about five 30, 6","startTime":2016.532,"endTime":2019.842,"body":"which is what I had marked."},{"speaker":"or up about five 30, 6","startTime":2019.992,"endTime":2021.192,"body":"I wrote it in myself."},{"speaker":"or up about five 30, 6","startTime":2021.282,"endTime":2021.492,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":2021.492,"endTime":2023.732,"body":"And she said that"},{"speaker":"or up about five 30, 6","startTime":2021.492,"endTime":2023.732,"body":"wasn't allowed."},{"speaker":"or up about five 30, 6","startTime":2023.947,"endTime":2025.207,"body":"So I'm gonna ask somebody else."},{"speaker":"or up about five 30, 6","startTime":2025.207,"endTime":2027.427,"body":"So I just wanted to be an"},{"speaker":"or up about five 30, 6","startTime":2025.207,"endTime":2027.427,"body":"auxiliary, an affiliate"},{"speaker":"or up about five 30, 6","startTime":2027.427,"endTime":2028.417,"body":"or whatever, an affiliate."},{"speaker":"or up about five 30, 6","startTime":2028.417,"endTime":2028.717,"body":"Right."},{"speaker":"or up about five 30, 6","startTime":2028.717,"endTime":2031.597,"body":"And most of look, they, they"},{"speaker":"or up about five 30, 6","startTime":2028.717,"endTime":2031.597,"body":"charge, they all charge money."},{"speaker":"or up about five 30, 6","startTime":2031.597,"endTime":2035.617,"body":"I mean, it's not a lot sometimes"},{"speaker":"or up about five 30, 6","startTime":2031.597,"endTime":2035.617,"body":"it's it was 25 bucks, $25."},{"speaker":"or up about five 30, 6","startTime":2035.622,"endTime":2035.887,"body":"Right."},{"speaker":"or up about five 30, 6","startTime":2036.247,"endTime":2038.407,"body":"So why would they"},{"speaker":"or up about five 30, 6","startTime":2036.247,"endTime":2038.407,"body":"not kinda stupid?"},{"speaker":"or up about five 30, 6","startTime":2038.497,"endTime":2042.457,"body":"Um, I know stupid is a stupid"},{"speaker":"or up about five 30, 6","startTime":2038.497,"endTime":2042.457,"body":"does is right for the great"},{"speaker":"or up about five 30, 6","startTime":2042.457,"endTime":2045.037,"body":"force comes said, though, you"},{"speaker":"or up about five 30, 6","startTime":2042.457,"endTime":2045.037,"body":"might find maybe your county"},{"speaker":"or up about five 30, 6","startTime":2045.037,"endTime":2047.317,"body":"bar doesn't, but there might"},{"speaker":"or up about five 30, 6","startTime":2045.037,"endTime":2047.317,"body":"be a state bar or regional bar."},{"speaker":"or up about five 30, 6","startTime":2047.317,"endTime":2049.627,"body":"So like in, in California"},{"speaker":"or up about five 30, 6","startTime":2047.317,"endTime":2049.627,"body":"we have choice."},{"speaker":"or up about five 30, 6","startTime":2049.627,"endTime":2051.817,"body":"We have the LA bar with"},{"speaker":"or up about five 30, 6","startTime":2049.627,"endTime":2051.817,"body":"the Beverly Hills bar."},{"speaker":"or up about five 30, 6","startTime":2051.817,"endTime":2054.907,"body":"We have a Santa Monica"},{"speaker":"or up about five 30, 6","startTime":2051.817,"endTime":2054.907,"body":"bar with the valley bar."},{"speaker":"or up about five 30, 6","startTime":2054.912,"endTime":2056.437,"body":"Then we have a state"},{"speaker":"or up about five 30, 6","startTime":2054.912,"endTime":2056.437,"body":"bar association as well."},{"speaker":"or up about five 30, 6","startTime":2056.437,"endTime":2058.147,"body":"They might allow you"},{"speaker":"or up about five 30, 6","startTime":2056.437,"endTime":2058.147,"body":"as affiliate there."},{"speaker":"or up about five 30, 6","startTime":2058.152,"endTime":2058.297,"body":"They might."},{"speaker":"or up about five 30, 6","startTime":2058.717,"endTime":2058.747,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":2058.747,"endTime":2060.277,"body":"I'll check things"},{"speaker":"or up about five 30, 6","startTime":2058.747,"endTime":2060.277,"body":"out further then."},{"speaker":"or up about five 30, 6","startTime":2060.367,"endTime":2060.697,"body":"Thanks."},{"speaker":"or up about five 30, 6","startTime":2060.697,"endTime":2060.817,"body":"Sure."},{"speaker":"or up about five 30, 6","startTime":2061.057,"endTime":2061.537,"body":"Good luck."},{"speaker":"or up about five 30, 6","startTime":2062.287,"endTime":2065.647,"body":"And just as an aside, bill, I,"},{"speaker":"or up about five 30, 6","startTime":2062.287,"endTime":2065.647,"body":"I mentioned it in the comment"},{"speaker":"or up about five 30, 6","startTime":2065.647,"endTime":2068.827,"body":"box, in the chat box and I see"},{"speaker":"or up about five 30, 6","startTime":2065.647,"endTime":2068.827,"body":"someone else did mention it too."},{"speaker":"or up about five 30, 6","startTime":2068.827,"endTime":2071.287,"body":"I believe all the leads does"},{"speaker":"or up about five 30, 6","startTime":2068.827,"endTime":2071.287,"body":"provide you with the personal"},{"speaker":"or up about five 30, 6","startTime":2071.287,"endTime":2072.847,"body":"representative information."},{"speaker":"or up about five 30, 6","startTime":2072.977,"endTime":2074.387,"body":"On probate, they do, right?"},{"speaker":"or up about five 30, 6","startTime":2074.387,"endTime":2074.507,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":2074.507,"endTime":2076.637,"body":"Almost all the"},{"speaker":"or up about five 30, 6","startTime":2074.507,"endTime":2076.637,"body":"probate data sources."},{"speaker":"or up about five 30, 6","startTime":2077.147,"endTime":2079.337,"body":"Um, so we're not this"},{"speaker":"or up about five 30, 6","startTime":2077.147,"endTime":2079.337,"body":"isn't sponsored by anybody"},{"speaker":"or up about five 30, 6","startTime":2079.607,"endTime":2081.317,"body":"other than Probate Mastery,"},{"speaker":"or up about five 30, 6","startTime":2079.607,"endTime":2081.317,"body":"which is a coaching."},{"speaker":"or up about five 30, 6","startTime":2081.322,"endTime":2083.654,"body":"We don't have any particular"},{"speaker":"or up about five 30, 6","startTime":2081.322,"endTime":2083.654,"body":"data affiliation, so I can be"},{"speaker":"or up about five 30, 6","startTime":2083.654,"endTime":2086.487,"body":"agnostic and tell you that there"},{"speaker":"or up about five 30, 6","startTime":2083.654,"endTime":2086.487,"body":"are multiple data companies"},{"speaker":"or up about five 30, 6","startTime":2086.487,"endTime":2089.577,"body":"that will take the probate"},{"speaker":"or up about five 30, 6","startTime":2086.487,"endTime":2089.577,"body":"filings and sell them to you."},{"speaker":"or up about five 30, 6","startTime":2089.577,"endTime":2092.457,"body":"And that will include the"},{"speaker":"or up about five 30, 6","startTime":2089.577,"endTime":2092.457,"body":"attorney, maybe their phone"},{"speaker":"or up about five 30, 6","startTime":2092.457,"endTime":2095.644,"body":"number, and, or email of"},{"speaker":"or up about five 30, 6","startTime":2092.457,"endTime":2095.644,"body":"the petitioner if provided,"},{"speaker":"or up about five 30, 6","startTime":2095.649,"endTime":2096.874,"body":"the phone number and email."},{"speaker":"or up about five 30, 6","startTime":2097.18,"endTime":2098.65,"body":"Sometimes one and not both."},{"speaker":"or up about five 30, 6","startTime":2098.794,"endTime":2100.287,"body":"So they're all a little"},{"speaker":"or up about five 30, 6","startTime":2098.794,"endTime":2100.287,"body":"different and they're"},{"speaker":"or up about five 30, 6","startTime":2100.287,"endTime":2101.337,"body":"all different by county."},{"speaker":"or up about five 30, 6","startTime":2101.517,"endTime":2102.297,"body":"Sandy's in LA."},{"speaker":"or up about five 30, 6","startTime":2102.297,"endTime":2105.867,"body":"Like I am, we have probably"},{"speaker":"or up about five 30, 6","startTime":2102.297,"endTime":2105.867,"body":"more options than anybody"},{"speaker":"or up about five 30, 6","startTime":2106.107,"endTime":2107.007,"body":"as far as probably data."},{"speaker":"or up about five 30, 6","startTime":2107.007,"endTime":2110.007,"body":"In other counties you have maybe"},{"speaker":"or up about five 30, 6","startTime":2107.007,"endTime":2110.007,"body":"one or two or three options."},{"speaker":"or up about five 30, 6","startTime":2110.577,"endTime":2114.397,"body":"All the leads.com is a national"},{"speaker":"or up about five 30, 6","startTime":2110.577,"endTime":2114.397,"body":"provider, foreclosuresdaily"},{"speaker":"or up about five 30, 6","startTime":2114.397,"endTime":2115.377,"body":"is a national provider."},{"speaker":"or up about five 30, 6","startTime":2115.827,"endTime":2119.277,"body":"On my website, my website's"},{"speaker":"or up about five 30, 6","startTime":2115.827,"endTime":2119.277,"body":"the LA probate expert.com"},{"speaker":"or up about five 30, 6","startTime":2119.424,"endTime":2121.974,"body":"and towards the right, I have"},{"speaker":"or up about five 30, 6","startTime":2119.424,"endTime":2121.974,"body":"probate resources and I have"},{"speaker":"or up about five 30, 6","startTime":2121.979,"endTime":2123.564,"body":"a dropdown with data sources."},{"speaker":"or up about five 30, 6","startTime":2123.897,"endTime":2126.367,"body":"So what I've done there is"},{"speaker":"or up about five 30, 6","startTime":2123.897,"endTime":2126.367,"body":"I've made a list of all the"},{"speaker":"or up about five 30, 6","startTime":2126.367,"endTime":2129.517,"body":"data sources I'm aware of,"},{"speaker":"or up about five 30, 6","startTime":2126.367,"endTime":2129.517,"body":"uh, because some will work"},{"speaker":"or up about five 30, 6","startTime":2129.517,"endTime":2132.037,"body":"in certain counties only"},{"speaker":"or up about five 30, 6","startTime":2129.517,"endTime":2132.037,"body":"and not other counties."},{"speaker":"or up about five 30, 6","startTime":2132.124,"endTime":2134.314,"body":"and then I would just ask"},{"speaker":"or up about five 30, 6","startTime":2132.124,"endTime":2134.314,"body":"you if you do go in there"},{"speaker":"or up about five 30, 6","startTime":2134.314,"endTime":2136.554,"body":"and, have an experience"},{"speaker":"or up about five 30, 6","startTime":2134.314,"endTime":2136.554,"body":"with it, just let me know."},{"speaker":"or up about five 30, 6","startTime":2136.584,"endTime":2138.324,"body":"I like to pass on"},{"speaker":"or up about five 30, 6","startTime":2136.584,"endTime":2138.324,"body":"good information."},{"speaker":"or up about five 30, 6","startTime":2138.63,"endTime":2139.77,"body":"I get my own data."},{"speaker":"or up about five 30, 6","startTime":2139.91,"endTime":2143.33,"body":"Plus I subscribe to"},{"speaker":"or up about five 30, 6","startTime":2139.91,"endTime":2143.33,"body":"probate money, which is"},{"speaker":"or up about five 30, 6","startTime":2143.33,"endTime":2144.86,"body":"Paul Horn's data service."},{"speaker":"or up about five 30, 6","startTime":2145.01,"endTime":2146.21,"body":"I like their interface."},{"speaker":"or up about five 30, 6","startTime":2146.364,"endTime":2149.517,"body":"Plus I subscribe to,"},{"speaker":"or up about five 30, 6","startTime":2146.364,"endTime":2149.517,"body":"probate data.com just"},{"speaker":"or up about five 30, 6","startTime":2149.517,"endTime":2150.177,"body":"cuz they're cheaper."},{"speaker":"or up about five 30, 6","startTime":2150.177,"endTime":2152.367,"body":"And I, and I do my"},{"speaker":"or up about five 30, 6","startTime":2150.177,"endTime":2152.367,"body":"own data as well."},{"speaker":"or up about five 30, 6","startTime":2152.787,"endTime":2155.577,"body":"So, um, it is a big"},{"speaker":"or up about five 30, 6","startTime":2152.787,"endTime":2155.577,"body":"part of my business."},{"speaker":"or up about five 30, 6","startTime":2155.657,"endTime":2157.157,"body":"I could speak with that"},{"speaker":"or up about five 30, 6","startTime":2155.657,"endTime":2157.157,"body":"for an hour or two."},{"speaker":"or up about five 30, 6","startTime":2157.157,"endTime":2159.347,"body":"But in, in some counties you"},{"speaker":"or up about five 30, 6","startTime":2157.157,"endTime":2159.347,"body":"only have one choice or you have"},{"speaker":"or up about five 30, 6","startTime":2159.347,"endTime":2160.997,"body":"no choices, different counties."},{"speaker":"or up about five 30, 6","startTime":2161.477,"endTime":2163.517,"body":"I would say you probably"},{"speaker":"or up about five 30, 6","startTime":2161.477,"endTime":2163.517,"body":"have a choice in almost"},{"speaker":"or up about five 30, 6","startTime":2163.517,"endTime":2164.357,"body":"every county in America."},{"speaker":"or up about five 30, 6","startTime":2164.357,"endTime":2166.007,"body":"It's very rare that you"},{"speaker":"or up about five 30, 6","startTime":2164.357,"endTime":2166.007,"body":"don't have any at all."},{"speaker":"or up about five 30, 6","startTime":2166.21,"endTime":2170.504,"body":"Again, I think that most of"},{"speaker":"or up about five 30, 6","startTime":2166.21,"endTime":2170.504,"body":"the filings will have who the"},{"speaker":"or up about five 30, 6","startTime":2170.504,"endTime":2173.493,"body":"petitioner is because again"},{"speaker":"or up about five 30, 6","startTime":2170.504,"endTime":2173.493,"body":"at the, at the petition,"},{"speaker":"or up about five 30, 6","startTime":2173.493,"endTime":2174.453,"body":"not when it's approved."},{"speaker":"or up about five 30, 6","startTime":2174.873,"endTime":2177.093,"body":"And so whether the executive"},{"speaker":"or up about five 30, 6","startTime":2174.873,"endTime":2177.093,"body":"administrator they'll have"},{"speaker":"or up about five 30, 6","startTime":2177.093,"endTime":2179.796,"body":"who that person is their"},{"speaker":"or up about five 30, 6","startTime":2177.093,"endTime":2179.796,"body":"name, and then they'll cross"},{"speaker":"or up about five 30, 6","startTime":2179.796,"endTime":2182.316,"body":"reference or attempt to cross"},{"speaker":"or up about five 30, 6","startTime":2179.796,"endTime":2182.316,"body":"reference to provide phone"},{"speaker":"or up about five 30, 6","startTime":2182.316,"endTime":2183.546,"body":"numbers for that person."},{"speaker":"or up about five 30, 6","startTime":2183.759,"endTime":2186.099,"body":"Some only offer the data"},{"speaker":"or up about five 30, 6","startTime":2183.759,"endTime":2186.099,"body":"that's on the filing itself."},{"speaker":"or up about five 30, 6","startTime":2186.099,"endTime":2187.989,"body":"So someone on the petition"},{"speaker":"or up about five 30, 6","startTime":2186.099,"endTime":2187.989,"body":"puts the phone number on"},{"speaker":"or up about five 30, 6","startTime":2187.989,"endTime":2188.679,"body":"and they'll pick that up."},{"speaker":"or up about five 30, 6","startTime":2188.972,"endTime":2191.522,"body":"Uh, Pete saying that in"},{"speaker":"or up about five 30, 6","startTime":2188.972,"endTime":2191.522,"body":"Colorado, you can't get"},{"speaker":"or up about five 30, 6","startTime":2191.522,"endTime":2193.412,"body":"the data until after"},{"speaker":"or up about five 30, 6","startTime":2191.522,"endTime":2193.412,"body":"the probate's closed."},{"speaker":"or up about five 30, 6","startTime":2193.687,"endTime":2197.003,"body":"You know, it's interesting in,"},{"speaker":"or up about five 30, 6","startTime":2193.687,"endTime":2197.003,"body":"in, uh, LA for example, people"},{"speaker":"or up about five 30, 6","startTime":2197.003,"endTime":2199.253,"body":"call expired listings as a"},{"speaker":"or up about five 30, 6","startTime":2197.003,"endTime":2199.253,"body":"regular course of business over"},{"speaker":"or up about five 30, 6","startTime":2199.258,"endTime":2201.146,"body":"the years, or canceled listings."},{"speaker":"or up about five 30, 6","startTime":2201.146,"endTime":2203.45,"body":"Cancel means both"},{"speaker":"or up about five 30, 6","startTime":2201.146,"endTime":2203.45,"body":"parties cancel, expired"},{"speaker":"or up about five 30, 6","startTime":2203.45,"endTime":2204.47,"body":"means it just expired."},{"speaker":"or up about five 30, 6","startTime":2204.623,"endTime":2206.753,"body":"There's also status"},{"speaker":"or up about five 30, 6","startTime":2204.623,"endTime":2206.753,"body":"withdrawn, which means that"},{"speaker":"or up about five 30, 6","startTime":2206.843,"endTime":2209.373,"body":"it's under contract, but"},{"speaker":"or up about five 30, 6","startTime":2206.843,"endTime":2209.373,"body":"it's not in the market."},{"speaker":"or up about five 30, 6","startTime":2209.373,"endTime":2212.043,"body":"So that's a case where a"},{"speaker":"or up about five 30, 6","startTime":2209.373,"endTime":2212.043,"body":"customer will say, well,"},{"speaker":"or up about five 30, 6","startTime":2212.048,"endTime":2213.423,"body":"I don't wanna market"},{"speaker":"or up about five 30, 6","startTime":2212.048,"endTime":2213.423,"body":"the property anymore."},{"speaker":"or up about five 30, 6","startTime":2213.423,"endTime":2215.013,"body":"And they'll just"},{"speaker":"or up about five 30, 6","startTime":2213.423,"endTime":2215.013,"body":"pull off the market."},{"speaker":"or up about five 30, 6","startTime":2215.168,"endTime":2217.808,"body":"It's still in a contract"},{"speaker":"or up about five 30, 6","startTime":2215.168,"endTime":2217.808,"body":"if it sells and the listing"},{"speaker":"or up about five 30, 6","startTime":2217.808,"endTime":2220.395,"body":"agent would get paid and"},{"speaker":"or up about five 30, 6","startTime":2217.808,"endTime":2220.395,"body":"technically we're not"},{"speaker":"or up about five 30, 6","startTime":2220.395,"endTime":2222.465,"body":"allowed to call on withdrawal"},{"speaker":"or up about five 30, 6","startTime":2220.395,"endTime":2222.465,"body":"listings and there are agents"},{"speaker":"or up about five 30, 6","startTime":2222.465,"endTime":2224.805,"body":"that are very successful"},{"speaker":"or up about five 30, 6","startTime":2222.465,"endTime":2224.805,"body":"and that's all they do."},{"speaker":"or up about five 30, 6","startTime":2224.981,"endTime":2227.228,"body":"So I'm sure, I don't know,"},{"speaker":"or up about five 30, 6","startTime":2224.981,"endTime":2227.228,"body":"Peter, you told me if I'm wrong."},{"speaker":"or up about five 30, 6","startTime":2227.258,"endTime":2229.845,"body":"I'm sure there're real"},{"speaker":"or up about five 30, 6","startTime":2227.258,"endTime":2229.845,"body":"estate agents who solicit"},{"speaker":"or up about five 30, 6","startTime":2229.845,"endTime":2232.241,"body":"probate filings in Colorado,"},{"speaker":"or up about five 30, 6","startTime":2229.845,"endTime":2232.241,"body":"even though it's not legal."},{"speaker":"or up about five 30, 6","startTime":2232.241,"endTime":2232.721,"body":"I'm just sure."},{"speaker":"or up about five 30, 6","startTime":2232.721,"endTime":2233.201,"body":"It happens."},{"speaker":"or up about five 30, 6","startTime":2233.201,"endTime":2235.691,"body":"It's just, uh, has"},{"speaker":"or up about five 30, 6","startTime":2233.201,"endTime":2235.691,"body":"to be, but anyhow."},{"speaker":"or up about five 30, 6","startTime":2235.781,"endTime":2236.141,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":2236.631,"endTime":2240.526,"body":"So, so I asked for, um,"},{"speaker":"or up about five 30, 6","startTime":2236.631,"endTime":2240.526,"body":"recommendations who you guys use"},{"speaker":"or up about five 30, 6","startTime":2240.626,"endTime":2243.123,"body":"so far we've got local probate"},{"speaker":"or up about five 30, 6","startTime":2240.626,"endTime":2243.123,"body":"court online in Phil Vince."},{"speaker":"or up about five 30, 6","startTime":2243.123,"endTime":2244.083,"body":"What, what county are you?"},{"speaker":"or up about five 30, 6","startTime":2244.343,"endTime":2246.953,"body":"Ben says he just gets his"},{"speaker":"or up about five 30, 6","startTime":2244.343,"endTime":2246.953,"body":"local online information"},{"speaker":"or up about five 30, 6","startTime":2246.953,"endTime":2248.093,"body":"and that's an option though."},{"speaker":"or up about five 30, 6","startTime":2248.243,"endTime":2249.773,"body":"You can go in"},{"speaker":"or up about five 30, 6","startTime":2248.243,"endTime":2249.773,"body":"manually and pull up.."},{"speaker":"or up about five 30, 6","startTime":2249.773,"endTime":2252.153,"body":"And I do recommend people"},{"speaker":"or up about five 30, 6","startTime":2249.773,"endTime":2252.153,"body":"depending where your budget"},{"speaker":"or up about five 30, 6","startTime":2252.213,"endTime":2255.516,"body":"is, you can go in live"},{"speaker":"or up about five 30, 6","startTime":2252.213,"endTime":2255.516,"body":"and pull up case by case"},{"speaker":"or up about five 30, 6","startTime":2255.966,"endTime":2257.046,"body":"and you can read the file."},{"speaker":"or up about five 30, 6","startTime":2257.046,"endTime":2257.587,"body":"It's the same."},{"speaker":"or up about five 30, 6","startTime":2257.592,"endTime":2259.416,"body":"All the, all the leads does."},{"speaker":"or up about five 30, 6","startTime":2259.836,"endTime":2263.556,"body":"And all the probate daily's"},{"speaker":"or up about five 30, 6","startTime":2259.836,"endTime":2263.556,"body":"do is they hire somebody most"},{"speaker":"or up about five 30, 6","startTime":2263.561,"endTime":2265.836,"body":"commonly to go in the court"},{"speaker":"or up about five 30, 6","startTime":2263.561,"endTime":2265.836,"body":"and open up case by case."},{"speaker":"or up about five 30, 6","startTime":2265.841,"endTime":2268.163,"body":"Now they've learned some"},{"speaker":"or up about five 30, 6","startTime":2265.841,"endTime":2268.163,"body":"tricks to do it faster and"},{"speaker":"or up about five 30, 6","startTime":2268.283,"endTime":2271.368,"body":"they pay them 15, 20 bucks"},{"speaker":"or up about five 30, 6","startTime":2268.283,"endTime":2271.368,"body":"an hour to do it, or more."},{"speaker":"or up about five 30, 6","startTime":2271.373,"endTime":2273.708,"body":"And then they have to park"},{"speaker":"or up about five 30, 6","startTime":2271.373,"endTime":2273.708,"body":"downtown LA and there's a"},{"speaker":"or up about five 30, 6","startTime":2273.708,"endTime":2275.688,"body":"lot of logistics to it, but"},{"speaker":"or up about five 30, 6","startTime":2273.708,"endTime":2275.688,"body":"all they're really doing."},{"speaker":"or up about five 30, 6","startTime":2275.718,"endTime":2278.928,"body":"I've seen them personally, I've"},{"speaker":"or up about five 30, 6","startTime":2275.718,"endTime":2278.928,"body":"sat next to them back pre COVID"},{"speaker":"or up about five 30, 6","startTime":2278.928,"endTime":2282.068,"body":"days is they pull up the case"},{"speaker":"or up about five 30, 6","startTime":2278.928,"endTime":2282.068,"body":"and they write down or they type"},{"speaker":"or up about five 30, 6","startTime":2282.068,"endTime":2285.521,"body":"in, I guess a iPad, the name"},{"speaker":"or up about five 30, 6","startTime":2282.068,"endTime":2285.521,"body":"and phone numbers and the emails"},{"speaker":"or up about five 30, 6","startTime":2285.526,"endTime":2286.631,"body":"and case numbers and all that."},{"speaker":"or up about five 30, 6","startTime":2286.828,"endTime":2287.848,"body":"So you can do that too."},{"speaker":"or up about five 30, 6","startTime":2287.848,"endTime":2290.308,"body":"And I recommend for an"},{"speaker":"or up about five 30, 6","startTime":2287.848,"endTime":2290.308,"body":"agent starting this process."},{"speaker":"or up about five 30, 6","startTime":2290.308,"endTime":2292.228,"body":"If you, in my 2 cents,"},{"speaker":"or up about five 30, 6","startTime":2290.308,"endTime":2292.228,"body":"I'd say, go do that"},{"speaker":"or up about five 30, 6","startTime":2292.228,"endTime":2293.368,"body":"before you pay any money."},{"speaker":"or up about five 30, 6","startTime":2293.531,"endTime":2295.931,"body":"So at least you learn what"},{"speaker":"or up about five 30, 6","startTime":2293.531,"endTime":2295.931,"body":"the documents look like."},{"speaker":"or up about five 30, 6","startTime":2295.936,"endTime":2297.071,"body":"What forms are on there."},{"speaker":"or up about five 30, 6","startTime":2297.398,"endTime":2298.658,"body":"Notice how many typos there are."},{"speaker":"or up about five 30, 6","startTime":2298.658,"endTime":2299.348,"body":"Notice."},{"speaker":"or up about five 30, 6","startTime":2299.513,"endTime":2301.133,"body":"How many are handwritten"},{"speaker":"or up about five 30, 6","startTime":2299.513,"endTime":2301.133,"body":"versus typed?"},{"speaker":"or up about five 30, 6","startTime":2301.153,"endTime":2303.763,"body":"Um, I think that's a good"},{"speaker":"or up about five 30, 6","startTime":2301.153,"endTime":2303.763,"body":"thing to learn, uh, before"},{"speaker":"or up about five 30, 6","startTime":2303.763,"endTime":2304.483,"body":"I would pay for the day."},{"speaker":"or up about five 30, 6","startTime":2304.483,"endTime":2307.44,"body":"If I'm new, I would go in and"},{"speaker":"or up about five 30, 6","startTime":2304.483,"endTime":2307.44,"body":"imagine if I didn't have the"},{"speaker":"or up about five 30, 6","startTime":2307.445,"endTime":2310.05,"body":"service, how would I get it, uh,"},{"speaker":"or up about five 30, 6","startTime":2307.445,"endTime":2310.05,"body":"to help you understand how you"},{"speaker":"or up about five 30, 6","startTime":2310.05,"endTime":2311.22,"body":"get the data that you do get."},{"speaker":"or up about five 30, 6","startTime":2312.87,"endTime":2314.61,"body":"Um, and then Melanie"},{"speaker":"or up about five 30, 6","startTime":2312.87,"endTime":2314.61,"body":"gets all the leads and"},{"speaker":"or up about five 30, 6","startTime":2314.61,"endTime":2316.02,"body":"foreclosures daily.com."},{"speaker":"or up about five 30, 6","startTime":2316.075,"endTime":2318.535,"body":"I will say, I think that"},{"speaker":"or up about five 30, 6","startTime":2316.075,"endTime":2318.535,"body":"the, all the leads data"},{"speaker":"or up about five 30, 6","startTime":2318.535,"endTime":2319.915,"body":"is the most complete."},{"speaker":"or up about five 30, 6","startTime":2320.425,"endTime":2321.985,"body":"Um, but it's also"},{"speaker":"or up about five 30, 6","startTime":2320.425,"endTime":2321.985,"body":"more expensive."},{"speaker":"or up about five 30, 6","startTime":2321.985,"endTime":2324.232,"body":"And so you have to draw your own"},{"speaker":"or up about five 30, 6","startTime":2321.985,"endTime":2324.232,"body":"assessment as to how that works."},{"speaker":"or up about five 30, 6","startTime":2324.232,"endTime":2327.238,"body":"Some people get the same raw"},{"speaker":"or up about five 30, 6","startTime":2324.232,"endTime":2327.238,"body":"data through foreclosure daily"},{"speaker":"or up about five 30, 6","startTime":2327.238,"endTime":2330.808,"body":"or others that all leads does"},{"speaker":"or up about five 30, 6","startTime":2327.238,"endTime":2330.808,"body":"and does their own skip tracing"},{"speaker":"or up about five 30, 6","startTime":2331.138,"endTime":2333.368,"body":"all the leads, takes the data"},{"speaker":"or up about five 30, 6","startTime":2331.138,"endTime":2333.368,"body":"and does some skip tracing,"},{"speaker":"or up about five 30, 6","startTime":2333.388,"endTime":2334.798,"body":"some skip tracing for you."},{"speaker":"or up about five 30, 6","startTime":2335.548,"endTime":2337.408,"body":"Of course, that's an added"},{"speaker":"or up about five 30, 6","startTime":2335.548,"endTime":2337.408,"body":"step and that's gonna cost some"},{"speaker":"or up about five 30, 6","startTime":2337.408,"endTime":2339.238,"body":"money there, but if they're"},{"speaker":"or up about five 30, 6","startTime":2337.408,"endTime":2339.238,"body":"doing it for you, then you're"},{"speaker":"or up about five 30, 6","startTime":2339.238,"endTime":2342.085,"body":"saving, doing it yourself the"},{"speaker":"or up about five 30, 6","startTime":2339.238,"endTime":2342.085,"body":"money in the time, Chris uses"},{"speaker":"or up about five 30, 6","startTime":2342.085,"endTime":2343.435,"body":"all the leads and probate data."},{"speaker":"or up about five 30, 6","startTime":2343.465,"endTime":2344.005,"body":"Great."},{"speaker":"or up about five 30, 6","startTime":2344.055,"endTime":2346.158,"body":"And again, I put the list"},{"speaker":"or up about five 30, 6","startTime":2344.055,"endTime":2346.158,"body":"of all the sources I know."},{"speaker":"or up about five 30, 6","startTime":2346.158,"endTime":2347.838,"body":"You might to call different"},{"speaker":"or up about five 30, 6","startTime":2346.158,"endTime":2347.838,"body":"providers, but here's"},{"speaker":"or up about five 30, 6","startTime":2347.838,"endTime":2348.558,"body":"what I'll tell you."},{"speaker":"or up about five 30, 6","startTime":2349.068,"endTime":2351.768,"body":"If you do the work and re and"},{"speaker":"or up about five 30, 6","startTime":2349.068,"endTime":2351.768,"body":"call 10 data companies and"},{"speaker":"or up about five 30, 6","startTime":2351.768,"endTime":2354.375,"body":"find the one that services"},{"speaker":"or up about five 30, 6","startTime":2351.768,"endTime":2354.375,"body":"your county, you're gonna have"},{"speaker":"or up about five 30, 6","startTime":2354.375,"endTime":2355.545,"body":"advantage over anybody else."},{"speaker":"or up about five 30, 6","startTime":2355.545,"endTime":2359.835,"body":"Number one, number two, you"},{"speaker":"or up about five 30, 6","startTime":2355.545,"endTime":2359.835,"body":"can go to wherever county to"},{"speaker":"or up about five 30, 6","startTime":2359.835,"endTime":2362.692,"body":"extent they allow you in and"},{"speaker":"or up about five 30, 6","startTime":2359.835,"endTime":2362.692,"body":"access the records manually."},{"speaker":"or up about five 30, 6","startTime":2362.775,"endTime":2365.715,"body":"But the person who does it"},{"speaker":"or up about five 30, 6","startTime":2362.775,"endTime":2365.715,"body":"for that county will be there."},{"speaker":"or up about five 30, 6","startTime":2365.72,"endTime":2367.215,"body":"And so you'll find out a"},{"speaker":"or up about five 30, 6","startTime":2365.72,"endTime":2367.215,"body":"company that they're with and"},{"speaker":"or up about five 30, 6","startTime":2367.215,"endTime":2370.305,"body":"you can buy the data from them"},{"speaker":"or up about five 30, 6","startTime":2367.215,"endTime":2370.305,"body":"either personally or through"},{"speaker":"or up about five 30, 6","startTime":2370.305,"endTime":2371.415,"body":"the service they represent."},{"speaker":"or up about five 30, 6","startTime":2371.865,"endTime":2374.655,"body":"For example, if you're there"},{"speaker":"or up about five 30, 6","startTime":2371.865,"endTime":2374.655,"body":"and there, and you find the, all"},{"speaker":"or up about five 30, 6","startTime":2374.655,"endTime":2377.885,"body":"the leads.com you know, person,"},{"speaker":"or up about five 30, 6","startTime":2374.655,"endTime":2377.885,"body":"that person might sell you"},{"speaker":"or up about five 30, 6","startTime":2377.9,"endTime":2379.725,"body":"the data on the side directly."},{"speaker":"or up about five 30, 6","startTime":2380.635,"endTime":2380.995,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":2381.045,"endTime":2382.695,"body":"Evan gross, no relation."},{"speaker":"or up about five 30, 6","startTime":2382.695,"endTime":2385.418,"body":"Pay someone to do it for you"},{"speaker":"or up about five 30, 6","startTime":2382.695,"endTime":2385.418,"body":"after you know how to do it."},{"speaker":"or up about five 30, 6","startTime":2385.778,"endTime":2386.018,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":2386.018,"endTime":2386.888,"body":"I would agree with Evan."},{"speaker":"or up about five 30, 6","startTime":2386.888,"endTime":2388.508,"body":"But you should first"},{"speaker":"or up about five 30, 6","startTime":2386.888,"endTime":2388.508,"body":"know it yourself and"},{"speaker":"or up about five 30, 6","startTime":2388.508,"endTime":2389.288,"body":"I, I agree with you."},{"speaker":"or up about five 30, 6","startTime":2390.008,"endTime":2390.698,"body":"Your local probably did."},{"speaker":"or up about five 30, 6","startTime":2390.703,"endTime":2393.488,"body":"It is mostly already skip"},{"speaker":"or up about five 30, 6","startTime":2390.703,"endTime":2393.488,"body":"traced on most records"},{"speaker":"or up about five 30, 6","startTime":2393.488,"endTime":2394.658,"body":"of first representatives."},{"speaker":"or up about five 30, 6","startTime":2394.658,"endTime":2397.128,"body":"Phone number is already a"},{"speaker":"or up about five 30, 6","startTime":2394.658,"endTime":2397.128,"body":"skip trace sounds accurate"},{"speaker":"or up about five 30, 6","startTime":2397.478,"endTime":2398.738,"body":"because the rep fills it out."},{"speaker":"or up about five 30, 6","startTime":2398.804,"endTime":2399.194,"body":"Good for you."},{"speaker":"or up about five 30, 6","startTime":2399.199,"endTime":2402.385,"body":"So Me says that foreclosure day"},{"speaker":"or up about five 30, 6","startTime":2399.199,"endTime":2402.385,"body":"is incomplete in some counties."},{"speaker":"or up about five 30, 6","startTime":2403.075,"endTime":2406.465,"body":"Um, ATL, often has leads"},{"speaker":"or up about five 30, 6","startTime":2403.075,"endTime":2406.465,"body":"with no real estate attached."},{"speaker":"or up about five 30, 6","startTime":2406.705,"endTime":2407.095,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":2407.239,"endTime":2408.019,"body":"And the leads confused."},{"speaker":"or up about five 30, 6","startTime":2408.049,"endTime":2408.139,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":2408.139,"endTime":2408.889,"body":"That does happen."},{"speaker":"or up about five 30, 6","startTime":2408.889,"endTime":2410.269,"body":"There are people"},{"speaker":"or up about five 30, 6","startTime":2408.889,"endTime":2410.269,"body":"who call what, what?"},{"speaker":"or up about five 30, 6","startTime":2410.269,"endTime":2412.129,"body":"I try to tell agents when"},{"speaker":"or up about five 30, 6","startTime":2410.269,"endTime":2412.129,"body":"they'll say to me, well,"},{"speaker":"or up about five 30, 6","startTime":2412.129,"endTime":2413.989,"body":"you know, call and bunch"},{"speaker":"or up about five 30, 6","startTime":2412.129,"endTime":2413.989,"body":"don't have real estate."},{"speaker":"or up about five 30, 6","startTime":2414.949,"endTime":2415.369,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":2415.399,"endTime":2416.539,"body":"That's just how life is."},{"speaker":"or up about five 30, 6","startTime":2416.544,"endTime":2419.095,"body":"I mean, the analogy I use, if"},{"speaker":"or up about five 30, 6","startTime":2416.544,"endTime":2419.095,"body":"I gave you a billion dollar"},{"speaker":"or up about five 30, 6","startTime":2419.095,"endTime":2421.517,"body":"diamond mine you wouldn't"},{"speaker":"or up about five 30, 6","startTime":2419.095,"endTime":2421.517,"body":"complain about all the dirt"},{"speaker":"or up about five 30, 6","startTime":2421.517,"endTime":2423.587,"body":"you had to remove, you would"},{"speaker":"or up about five 30, 6","startTime":2421.517,"endTime":2423.587,"body":"remove the dirt, pull the"},{"speaker":"or up about five 30, 6","startTime":2423.587,"endTime":2424.937,"body":"diamonds out and sell 'em."},{"speaker":"or up about five 30, 6","startTime":2425.067,"endTime":2426.537,"body":"And so I think real"},{"speaker":"or up about five 30, 6","startTime":2425.067,"endTime":2426.537,"body":"estate's the same way."},{"speaker":"or up about five 30, 6","startTime":2426.537,"endTime":2428.307,"body":"There'll be a lot of"},{"speaker":"or up about five 30, 6","startTime":2426.537,"endTime":2428.307,"body":"leads that aren't good."},{"speaker":"or up about five 30, 6","startTime":2428.397,"endTime":2429.567,"body":"There'll be a lot of"},{"speaker":"or up about five 30, 6","startTime":2428.397,"endTime":2429.567,"body":"leads that aren't good."},{"speaker":"or up about five 30, 6","startTime":2429.677,"endTime":2431.327,"body":"If you call them all, you'll"},{"speaker":"or up about five 30, 6","startTime":2429.677,"endTime":2431.327,"body":"figure out which are which,"},{"speaker":"or up about five 30, 6","startTime":2431.332,"endTime":2432.497,"body":"and list the good ones."},{"speaker":"or up about five 30, 6","startTime":2432.502,"endTime":2434.617,"body":"And, but the other"},{"speaker":"or up about five 30, 6","startTime":2432.502,"endTime":2434.617,"body":"ones in your database."},{"speaker":"or up about five 30, 6","startTime":2435.16,"endTime":2438.07,"body":"Us probate leads is another"},{"speaker":"or up about five 30, 6","startTime":2435.16,"endTime":2438.07,"body":"source Katt recommends."},{"speaker":"or up about five 30, 6","startTime":2438.07,"endTime":2438.91,"body":"Great."},{"speaker":"or up about five 30, 6","startTime":2439.117,"endTime":2441.457,"body":"and then, and again, saying"},{"speaker":"or up about five 30, 6","startTime":2439.117,"endTime":2441.457,"body":"you can pay a local retiree"},{"speaker":"or up about five 30, 6","startTime":2441.457,"endTime":2443.107,"body":"or college student to go"},{"speaker":"or up about five 30, 6","startTime":2441.457,"endTime":2443.107,"body":"once a week and get the"},{"speaker":"or up about five 30, 6","startTime":2443.107,"endTime":2444.944,"body":"records you saying for $50."},{"speaker":"or up about five 30, 6","startTime":2444.944,"endTime":2447.974,"body":"So yeah, I, I think"},{"speaker":"or up about five 30, 6","startTime":2444.944,"endTime":2447.974,"body":"that's a little look."},{"speaker":"or up about five 30, 6","startTime":2448.034,"endTime":2450.554,"body":"I mean, that's hit my experience"},{"speaker":"or up about five 30, 6","startTime":2448.034,"endTime":2450.554,"body":"with that's hit or miss people"},{"speaker":"or up about five 30, 6","startTime":2450.704,"endTime":2452.774,"body":"life's change and you get"},{"speaker":"or up about five 30, 6","startTime":2450.704,"endTime":2452.774,"body":"somebody in the rhythm and then"},{"speaker":"or up about five 30, 6","startTime":2452.779,"endTime":2454.28,"body":"they stop, but you fall behind."},{"speaker":"or up about five 30, 6","startTime":2454.74,"endTime":2456.987,"body":"So the services always"},{"speaker":"or up about five 30, 6","startTime":2454.74,"endTime":2456.987,"body":"worked well for me, but,  in"},{"speaker":"or up about five 30, 6","startTime":2456.987,"endTime":2459.26,"body":"most counties you can pay"},{"speaker":"or up about five 30, 6","startTime":2456.987,"endTime":2459.26,"body":"somebody in there Vince says"},{"speaker":"or up about five 30, 6","startTime":2459.26,"endTime":2460.95,"body":"for him, he thinks referrals"},{"speaker":"or up about five 30, 6","startTime":2459.26,"endTime":2460.95,"body":"from attorneys would be"},{"speaker":"or up about five 30, 6","startTime":2460.95,"endTime":2461.82,"body":"his preferred lead source."},{"speaker":"or up about five 30, 6","startTime":2461.82,"endTime":2462.15,"body":"Great."},{"speaker":"or up about five 30, 6","startTime":2462.18,"endTime":2463.74,"body":"So then I would go"},{"speaker":"or up about five 30, 6","startTime":2462.18,"endTime":2463.74,"body":"that way though."},{"speaker":"or up about five 30, 6","startTime":2463.74,"endTime":2466.33,"body":"I will say the data is helpful"},{"speaker":"or up about five 30, 6","startTime":2463.74,"endTime":2466.33,"body":"because when you find an"},{"speaker":"or up about five 30, 6","startTime":2466.335,"endTime":2469.13,"body":"attorney, you can see how many"},{"speaker":"or up about five 30, 6","startTime":2466.335,"endTime":2469.13,"body":"cases they do or don't do."},{"speaker":"or up about five 30, 6","startTime":2469.13,"endTime":2472.19,"body":"And it is eyeopening sometimes"},{"speaker":"or up about five 30, 6","startTime":2469.13,"endTime":2472.19,"body":"when you see somebody and I"},{"speaker":"or up about five 30, 6","startTime":2472.19,"endTime":2474.707,"body":"had an attorney, I met in court"},{"speaker":"or up about five 30, 6","startTime":2472.19,"endTime":2474.707,"body":"and I tried to solicit her for"},{"speaker":"or up about five 30, 6","startTime":2474.712,"endTime":2477.737,"body":"referrals and, and vacation for"},{"speaker":"or up about five 30, 6","startTime":2474.712,"endTime":2477.737,"body":"two months, I was getting ready"},{"speaker":"or up about five 30, 6","startTime":2477.737,"endTime":2479.687,"body":"to call back and I realized"},{"speaker":"or up about five 30, 6","startTime":2477.737,"endTime":2479.687,"body":"she doesn't do much business."},{"speaker":"or up about five 30, 6","startTime":2479.692,"endTime":2481.067,"body":"It just isn't worth"},{"speaker":"or up about five 30, 6","startTime":2479.692,"endTime":2481.067,"body":"my time to call."},{"speaker":"or up about five 30, 6","startTime":2481.487,"endTime":2483.737,"body":"So, the data will also"},{"speaker":"or up about five 30, 6","startTime":2481.487,"endTime":2483.737,"body":"give you some market"},{"speaker":"or up about five 30, 6","startTime":2483.737,"endTime":2484.847,"body":"data, which I use a lot."},{"speaker":"or up about five 30, 6","startTime":2485.8,"endTime":2487.655,"body":"Belinda uses us I  yeah."},{"speaker":"or up about five 30, 6","startTime":2487.655,"endTime":2488.555,"body":"So they're, they're good."},{"speaker":"or up about five 30, 6","startTime":2488.795,"endTime":2489.575,"body":"They're on my list."},{"speaker":"or up about five 30, 6","startTime":2489.605,"endTime":2490.475,"body":"Um, as well."},{"speaker":"or up about five 30, 6","startTime":2490.475,"endTime":2493.125,"body":"So USProbateLeads.com."},{"speaker":"or up about five 30, 6","startTime":2493.604,"endTime":2495.249,"body":"Katt says you go to"},{"speaker":"or up about five 30, 6","startTime":2493.604,"endTime":2495.249,"body":"LinkedIn and look for court"},{"speaker":"or up about five 30, 6","startTime":2495.249,"endTime":2497.709,"body":"researchers in your market,"},{"speaker":"or up about five 30, 6","startTime":2495.249,"endTime":2497.709,"body":"that's another good source."},{"speaker":"or up about five 30, 6","startTime":2498.769,"endTime":2500.359,"body":"I've I kind of got the"},{"speaker":"or up about five 30, 6","startTime":2498.769,"endTime":2500.359,"body":"weeds here in the chat box."},{"speaker":"or up about five 30, 6","startTime":2500.359,"endTime":2500.539,"body":"Sorry."},{"speaker":"or up about five 30, 6","startTime":2500.539,"endTime":2500.959,"body":"I hope I didn't."},{"speaker":"or up about five 30, 6","startTime":2501.049,"endTime":2503.059,"body":"Um, miss anybody, anybody"},{"speaker":"or up about five 30, 6","startTime":2501.049,"endTime":2503.059,"body":"have any other questions?"},{"speaker":"or up about five 30, 6","startTime":2503.059,"endTime":2505.039,"body":"I see, Belinda's"},{"speaker":"or up about five 30, 6","startTime":2503.059,"endTime":2505.039,"body":"got her hand up."},{"speaker":"or up about five 30, 6","startTime":2505.039,"endTime":2507.117,"body":"We'll give her,"},{"speaker":"or up about five 30, 6","startTime":2505.039,"endTime":2507.117,"body":"give a spot there."},{"speaker":"or up about five 30, 6","startTime":2508.147,"endTime":2511.387,"body":"You had mentioned that, um,"},{"speaker":"or up about five 30, 6","startTime":2508.147,"endTime":2511.387,"body":"you do get subscriptions from"},{"speaker":"or up about five 30, 6","startTime":2511.387,"endTime":2513.829,"body":"two different vendors, but"},{"speaker":"or up about five 30, 6","startTime":2511.387,"endTime":2513.829,"body":"you don't do direct mail."},{"speaker":"or up about five 30, 6","startTime":2513.829,"endTime":2514.939,"body":"You don't do phone calls."},{"speaker":"or up about five 30, 6","startTime":2515.028,"endTime":2516.888,"body":"So, and you said you"},{"speaker":"or up about five 30, 6","startTime":2515.028,"endTime":2516.888,"body":"do primarily, you are"},{"speaker":"or up about five 30, 6","startTime":2516.888,"endTime":2519.828,"body":"marketing through YouTube"},{"speaker":"or up about five 30, 6","startTime":2516.888,"endTime":2519.828,"body":"and I guess maybe videos."},{"speaker":"or up about five 30, 6","startTime":2519.828,"endTime":2522.048,"body":"So you do like Facebook,"},{"speaker":"or up about five 30, 6","startTime":2519.828,"endTime":2522.048,"body":"special audience or something."},{"speaker":"or up about five 30, 6","startTime":2522.048,"endTime":2523.998,"body":"How, how are you"},{"speaker":"or up about five 30, 6","startTime":2522.048,"endTime":2523.998,"body":"prospecting that?"},{"speaker":"or up about five 30, 6","startTime":2524.311,"endTime":2526.711,"body":"Or are you just dealing with"},{"speaker":"or up about five 30, 6","startTime":2524.311,"endTime":2526.711,"body":"getting referrals from like"},{"speaker":"or up about five 30, 6","startTime":2526.711,"endTime":2527.791,"body":"attorneys at this point?"},{"speaker":"or up about five 30, 6","startTime":2528.296,"endTime":2532.664,"body":"Yeah, so the data I use, I'm"},{"speaker":"or up about five 30, 6","startTime":2528.296,"endTime":2532.664,"body":"not using the data to market to."},{"speaker":"or up about five 30, 6","startTime":2532.906,"endTime":2534.768,"body":"I've already met a"},{"speaker":"or up about five 30, 6","startTime":2532.906,"endTime":2534.768,"body":"lot of attorneys."},{"speaker":"or up about five 30, 6","startTime":2534.773,"endTime":2536.348,"body":"I have a database of  about"},{"speaker":"or up about five 30, 6","startTime":2534.773,"endTime":2536.348,"body":"hundred eight attorneys I've"},{"speaker":"or up about five 30, 6","startTime":2536.348,"endTime":2537.468,"body":"met in Los Angeles county."},{"speaker":"or up about five 30, 6","startTime":2537.528,"endTime":2540.168,"body":"I've met them, talked to"},{"speaker":"or up about five 30, 6","startTime":2537.528,"endTime":2540.168,"body":"them, call them, email them,"},{"speaker":"or up about five 30, 6","startTime":2540.228,"endTime":2542.971,"body":"whatever social media with"},{"speaker":"or up about five 30, 6","startTime":2540.228,"endTime":2542.971,"body":"them, and families and,"},{"speaker":"or up about five 30, 6","startTime":2542.971,"endTime":2544.471,"body":"petitioners, investors and such."},{"speaker":"or up about five 30, 6","startTime":2544.736,"endTime":2547.829,"body":"So I use data more"},{"speaker":"or up about five 30, 6","startTime":2544.736,"endTime":2547.829,"body":"for research than I do"},{"speaker":"or up about five 30, 6","startTime":2547.829,"endTime":2548.733,"body":"from marketing to them."},{"speaker":"or up about five 30, 6","startTime":2548.733,"endTime":2550.383,"body":"I feel like I already"},{"speaker":"or up about five 30, 6","startTime":2548.733,"endTime":2550.383,"body":"know enough now."},{"speaker":"or up about five 30, 6","startTime":2550.593,"endTime":2552.393,"body":"That's not to say that"},{"speaker":"or up about five 30, 6","startTime":2550.593,"endTime":2552.393,"body":"I couldn't also mail."},{"speaker":"or up about five 30, 6","startTime":2552.453,"endTime":2553.203,"body":"It just costs money."},{"speaker":"or up about five 30, 6","startTime":2553.203,"endTime":2553.773,"body":"It takes time."},{"speaker":"or up about five 30, 6","startTime":2553.939,"endTime":2556.599,"body":"And that's not saying I couldn't"},{"speaker":"or up about five 30, 6","startTime":2553.939,"endTime":2556.599,"body":"target people on Facebook yet."},{"speaker":"or up about five 30, 6","startTime":2556.899,"endTime":2558.159,"body":"It just takes money in time."},{"speaker":"or up about five 30, 6","startTime":2558.346,"endTime":2559.426,"body":"And I may, at some point."},{"speaker":"or up about five 30, 6","startTime":2559.906,"endTime":2562.546,"body":"My business is more about"},{"speaker":"or up about five 30, 6","startTime":2559.906,"endTime":2562.546,"body":"going deeper relationships."},{"speaker":"or up about five 30, 6","startTime":2562.546,"endTime":2565.186,"body":"I have at this stage in"},{"speaker":"or up about five 30, 6","startTime":2562.546,"endTime":2565.186,"body":"my career and getting"},{"speaker":"or up about five 30, 6","startTime":2565.186,"endTime":2566.866,"body":"referrals from other agents."},{"speaker":"or up about five 30, 6","startTime":2567.076,"endTime":2570.621,"body":"I, I just find that more"},{"speaker":"or up about five 30, 6","startTime":2567.076,"endTime":2570.621,"body":"interesting for me personally,"},{"speaker":"or up about five 30, 6","startTime":2570.621,"endTime":2572.631,"body":"you know, I think you"},{"speaker":"or up about five 30, 6","startTime":2570.621,"endTime":2572.631,"body":"have to enjoy what you do."},{"speaker":"or up about five 30, 6","startTime":2573.191,"endTime":2575.261,"body":"And  I've always varied"},{"speaker":"or up about five 30, 6","startTime":2573.191,"endTime":2575.261,"body":"my career a little bit."},{"speaker":"or up about five 30, 6","startTime":2575.261,"endTime":2577.044,"body":"And so I'm gonna stage in my"},{"speaker":"or up about five 30, 6","startTime":2575.261,"endTime":2577.044,"body":"life where I'm more looking"},{"speaker":"or up about five 30, 6","startTime":2577.044,"endTime":2580.134,"body":"work with attorneys, investors,"},{"speaker":"or up about five 30, 6","startTime":2577.044,"endTime":2580.134,"body":"and realtors who call me up and"},{"speaker":"or up about five 30, 6","startTime":2580.134,"endTime":2581.124,"body":"say, Hey, I'm a great realtor."},{"speaker":"or up about five 30, 6","startTime":2581.278,"endTime":2582.028,"body":"I got a probate."},{"speaker":"or up about five 30, 6","startTime":2582.043,"endTime":2583.958,"body":"I, I don't really wanna"},{"speaker":"or up about five 30, 6","startTime":2582.043,"endTime":2583.958,"body":"learn all about it."},{"speaker":"or up about five 30, 6","startTime":2584.258,"endTime":2586.748,"body":"Can we partner on the"},{"speaker":"or up about five 30, 6","startTime":2584.258,"endTime":2586.748,"body":"deal and split 50 50, I"},{"speaker":"or up about five 30, 6","startTime":2586.748,"endTime":2588.878,"body":"handled the attorney, all"},{"speaker":"or up about five 30, 6","startTime":2586.748,"endTime":2588.878,"body":"the legal paperwork, they"},{"speaker":"or up about five 30, 6","startTime":2588.878,"endTime":2590.978,"body":"handle the property and"},{"speaker":"or up about five 30, 6","startTime":2588.878,"endTime":2590.978,"body":"that works well for them."},{"speaker":"or up about five 30, 6","startTime":2590.978,"endTime":2593.318,"body":"So not for everybody,"},{"speaker":"or up about five 30, 6","startTime":2590.978,"endTime":2593.318,"body":"but it works for me"},{"speaker":"or up about five 30, 6","startTime":2593.323,"endTime":2593.978,"body":"and it works for them."},{"speaker":"or up about five 30, 6","startTime":2594.154,"endTime":2596.734,"body":"So I think you have to"},{"speaker":"or up about five 30, 6","startTime":2594.154,"endTime":2596.734,"body":"find your value proposition"},{"speaker":"or up about five 30, 6","startTime":2596.734,"endTime":2598.954,"body":"and where you help and"},{"speaker":"or up about five 30, 6","startTime":2596.734,"endTime":2598.954,"body":"contribute and work there."},{"speaker":"or up about five 30, 6","startTime":2599.038,"endTime":2601.318,"body":"Mine's not calling anymore."},{"speaker":"or up about five 30, 6","startTime":2601.528,"endTime":2602.878,"body":"And I did that for a long time."},{"speaker":"or up about five 30, 6","startTime":2602.878,"endTime":2605.918,"body":"Petitioners, I think it's"},{"speaker":"or up about five 30, 6","startTime":2602.878,"endTime":2605.918,"body":"important to start there because"},{"speaker":"or up about five 30, 6","startTime":2605.918,"endTime":2609.038,"body":"when I get an attorney who"},{"speaker":"or up about five 30, 6","startTime":2605.918,"endTime":2609.038,"body":"refers me a case, what I do,"},{"speaker":"or up about five 30, 6","startTime":2609.043,"endTime":2610.238,"body":"I've gotta call the petitioner."},{"speaker":"or up about five 30, 6","startTime":2610.438,"endTime":2611.878,"body":"Now I've called"},{"speaker":"or up about five 30, 6","startTime":2610.438,"endTime":2611.878,"body":"thousand of petitioners."},{"speaker":"or up about five 30, 6","startTime":2611.878,"endTime":2613.198,"body":"So when I call them today."},{"speaker":"or up about five 30, 6","startTime":2613.234,"endTime":2615.294,"body":"I use the same script"},{"speaker":"or up about five 30, 6","startTime":2613.234,"endTime":2615.294,"body":"as when I did, when I"},{"speaker":"or up about five 30, 6","startTime":2615.294,"endTime":2616.284,"body":"called, called petitioners."},{"speaker":"or up about five 30, 6","startTime":2616.284,"endTime":2617.244,"body":"Hey, it's bill gross."},{"speaker":"or up about five 30, 6","startTime":2617.334,"endTime":2619.681,"body":"Your attorney Joe"},{"speaker":"or up about five 30, 6","startTime":2617.334,"endTime":2619.681,"body":"referred you to me."},{"speaker":"or up about five 30, 6","startTime":2619.711,"endTime":2621.781,"body":"He may have mentioned that,"},{"speaker":"or up about five 30, 6","startTime":2619.711,"endTime":2621.781,"body":"or maybe you signed an email"},{"speaker":"or up about five 30, 6","startTime":2621.786,"endTime":2624.124,"body":"between us and I'm just gonna"},{"speaker":"or up about five 30, 6","startTime":2621.786,"endTime":2624.124,"body":"see how it can be of assistance."},{"speaker":"or up about five 30, 6","startTime":2624.154,"endTime":2626.314,"body":"One of the things I've always"},{"speaker":"or up about five 30, 6","startTime":2624.154,"endTime":2626.314,"body":"learned is when I call somebody"},{"speaker":"or up about five 30, 6","startTime":2626.314,"endTime":2628.638,"body":"even referred, I want them"},{"speaker":"or up about five 30, 6","startTime":2626.314,"endTime":2628.638,"body":"to feel like they're control."},{"speaker":"or up about five 30, 6","startTime":2628.638,"endTime":2632.058,"body":"I ask a question, how can I"},{"speaker":"or up about five 30, 6","startTime":2628.638,"endTime":2632.058,"body":"help you and be of assistance?"},{"speaker":"or up about five 30, 6","startTime":2632.221,"endTime":2634.141,"body":"So I'm not saying not"},{"speaker":"or up about five 30, 6","startTime":2632.221,"endTime":2634.141,"body":"to call petitioners."},{"speaker":"or up about five 30, 6","startTime":2634.194,"endTime":2637.064,"body":"I feel like I've evolved out"},{"speaker":"or up about five 30, 6","startTime":2634.194,"endTime":2637.064,"body":"of that to a higher dollar per"},{"speaker":"or up about five 30, 6","startTime":2637.064,"endTime":2638.894,"body":"hour activity for me personally."},{"speaker":"or up about five 30, 6","startTime":2639.524,"endTime":2641.024,"body":"And I'm not saying"},{"speaker":"or up about five 30, 6","startTime":2639.524,"endTime":2641.024,"body":"it's wrong or right."},{"speaker":"or up about five 30, 6","startTime":2641.054,"endTime":2642.344,"body":"Just that that's"},{"speaker":"or up about five 30, 6","startTime":2641.054,"endTime":2642.344,"body":"what we're saying."},{"speaker":"or up about five 30, 6","startTime":2642.344,"endTime":2642.404,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":2642.404,"endTime":2642.644,"body":"Yeah."},{"speaker":"or up about five 30, 6","startTime":2644.834,"endTime":2645.344,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":2645.354,"endTime":2648.164,"body":"So, uh, Vince you're welcome"},{"speaker":"or up about five 30, 6","startTime":2645.354,"endTime":2648.164,"body":"Vince it was a pleasure."},{"speaker":"or up about five 30, 6","startTime":2648.164,"endTime":2651.164,"body":"And then last, well, we'll just"},{"speaker":"or up about five 30, 6","startTime":2648.164,"endTime":2651.164,"body":"wrap up with this last question."},{"speaker":"or up about five 30, 6","startTime":2651.494,"endTime":2652.274,"body":"This is a classic."},{"speaker":"or up about five 30, 6","startTime":2652.274,"endTime":2653.744,"body":"So when a PR tells you"},{"speaker":"or up about five 30, 6","startTime":2652.274,"endTime":2653.744,"body":"they have it handled on the"},{"speaker":"or up about five 30, 6","startTime":2653.749,"endTime":2655.934,"body":"first call, you continue"},{"speaker":"or up about five 30, 6","startTime":2653.749,"endTime":2655.934,"body":"to mail or call them."},{"speaker":"or up about five 30, 6","startTime":2655.939,"endTime":2658.454,"body":"So if I'm cold calling them."},{"speaker":"or up about five 30, 6","startTime":2659.309,"endTime":2660.209,"body":"The answer is yes."},{"speaker":"or up about five 30, 6","startTime":2660.209,"endTime":2662.939,"body":"You call and tell the case"},{"speaker":"or up about five 30, 6","startTime":2660.209,"endTime":2662.939,"body":"is no longer a case until"},{"speaker":"or up about five 30, 6","startTime":2662.939,"endTime":2665.819,"body":"the property's listed with"},{"speaker":"or up about five 30, 6","startTime":2662.939,"endTime":2665.819,"body":"somebody else, and you're no"},{"speaker":"or up about five 30, 6","startTime":2665.819,"endTime":2667.289,"body":"longer allowed to contact them."},{"speaker":"or up about five 30, 6","startTime":2668.189,"endTime":2670.469,"body":"But, and, and why"},{"speaker":"or up about five 30, 6","startTime":2668.189,"endTime":2670.469,"body":"would you do that?"},{"speaker":"or up about five 30, 6","startTime":2671.069,"endTime":2675.209,"body":"Because in general, when you"},{"speaker":"or up about five 30, 6","startTime":2671.069,"endTime":2675.209,"body":"ask people, uh, when you cold"},{"speaker":"or up about five 30, 6","startTime":2675.209,"endTime":2679.799,"body":"call everybody, nobody needs"},{"speaker":"or up about five 30, 6","startTime":2675.209,"endTime":2679.799,"body":"you when you call, uh, I I'm"},{"speaker":"or up about five 30, 6","startTime":2679.799,"endTime":2681.719,"body":"trying ask the question and"},{"speaker":"or up about five 30, 6","startTime":2679.799,"endTime":2681.719,"body":"now just answers for everybody."},{"speaker":"or up about five 30, 6","startTime":2682.259,"endTime":2684.809,"body":"When you having"},{"speaker":"or up about five 30, 6","startTime":2682.259,"endTime":2684.809,"body":"started cold calling."},{"speaker":"or up about five 30, 6","startTime":2684.809,"endTime":2686.129,"body":"When I was a real"},{"speaker":"or up about five 30, 6","startTime":2684.809,"endTime":2686.129,"body":"estate agent years ago."},{"speaker":"or up about five 30, 6","startTime":2687.539,"endTime":2691.169,"body":"Nobody is sitting at home,"},{"speaker":"or up about five 30, 6","startTime":2687.539,"endTime":2691.169,"body":"waiting for the phone to ring."},{"speaker":"or up about five 30, 6","startTime":2691.709,"endTime":2694.919,"body":"I would call them and say, Hey,"},{"speaker":"or up about five 30, 6","startTime":2691.709,"endTime":2694.919,"body":"this house down the street sold."},{"speaker":"or up about five 30, 6","startTime":2694.924,"endTime":2697.229,"body":"When you pulling up"},{"speaker":"or up about five 30, 6","startTime":2694.924,"endTime":2697.229,"body":"moving, I never had anybody"},{"speaker":"or up about five 30, 6","startTime":2697.229,"endTime":2698.429,"body":"say, ah, it's amazing."},{"speaker":"or up about five 30, 6","startTime":2698.429,"endTime":2699.179,"body":"You called me."},{"speaker":"or up about five 30, 6","startTime":2699.839,"endTime":2701.909,"body":"I was just talking to my wife."},{"speaker":"or up about five 30, 6","startTime":2702.419,"endTime":2705.599,"body":"We, we really, this minute"},{"speaker":"or up about five 30, 6","startTime":2702.419,"endTime":2705.599,"body":"finish the conversation."},{"speaker":"or up about five 30, 6","startTime":2705.779,"endTime":2708.179,"body":"She said to me, well, who's"},{"speaker":"or up about five 30, 6","startTime":2705.779,"endTime":2708.179,"body":"gonna list the property."},{"speaker":"or up about five 30, 6","startTime":2708.589,"endTime":2709.739,"body":"I said, I don't"},{"speaker":"or up about five 30, 6","startTime":2708.589,"endTime":2709.739,"body":"know a good realtor."},{"speaker":"or up about five 30, 6","startTime":2709.739,"endTime":2710.519,"body":"And the phone rang."},{"speaker":"or up about five 30, 6","startTime":2710.519,"endTime":2711.059,"body":"It was you."},{"speaker":"or up about five 30, 6","startTime":2711.599,"endTime":2712.529,"body":"That's never happened."},{"speaker":"or up about five 30, 6","startTime":2712.559,"endTime":2712.709,"body":"Now."},{"speaker":"or up about five 30, 6","startTime":2712.709,"endTime":2715.259,"body":"I've had people say, we've"},{"speaker":"or up about five 30, 6","startTime":2712.709,"endTime":2715.259,"body":"thought about selling our house."},{"speaker":"or up about five 30, 6","startTime":2715.259,"endTime":2716.879,"body":"We've talked about selling"},{"speaker":"or up about five 30, 6","startTime":2715.259,"endTime":2716.879,"body":"our house recently."},{"speaker":"or up about five 30, 6","startTime":2717.149,"endTime":2720.269,"body":"I do call, we spoke last"},{"speaker":"or up about five 30, 6","startTime":2717.149,"endTime":2720.269,"body":"night, but nobody's waiting"},{"speaker":"or up about five 30, 6","startTime":2720.269,"endTime":2721.949,"body":"for your phone to ring"},{"speaker":"or up about five 30, 6","startTime":2720.269,"endTime":2721.949,"body":"when you're a stranger."},{"speaker":"or up about five 30, 6","startTime":2723.509,"endTime":2726.989,"body":"So the natural process is, you"},{"speaker":"or up about five 30, 6","startTime":2723.509,"endTime":2726.989,"body":"know, people do business with"},{"speaker":"or up about five 30, 6","startTime":2726.989,"endTime":2727.889,"body":"people they know like, and."},{"speaker":"or up about five 30, 6","startTime":2728.744,"endTime":2730.244,"body":"They don't know you"},{"speaker":"or up about five 30, 6","startTime":2728.744,"endTime":2730.244,"body":"before you call, you gotta"},{"speaker":"or up about five 30, 6","startTime":2730.244,"endTime":2731.054,"body":"get them to know you."},{"speaker":"or up about five 30, 6","startTime":2731.054,"endTime":2734.294,"body":"They have to learn to like you"},{"speaker":"or up about five 30, 6","startTime":2731.054,"endTime":2734.294,"body":"on the phone, build some trust,"},{"speaker":"or up about five 30, 6","startTime":2734.894,"endTime":2737.504,"body":"and then what's the next step"},{"speaker":"or up about five 30, 6","startTime":2734.894,"endTime":2737.504,"body":"and use the next step from"},{"speaker":"or up about five 30, 6","startTime":2737.504,"endTime":2738.854,"body":"a phone call is a meeting."},{"speaker":"or up about five 30, 6","startTime":2739.514,"endTime":2742.124,"body":"And so your goal is to talk to"},{"speaker":"or up about five 30, 6","startTime":2739.514,"endTime":2742.124,"body":"'em on the phone and break down"},{"speaker":"or up about five 30, 6","startTime":2742.124,"endTime":2744.044,"body":"the barriers of relationship."},{"speaker":"or up about five 30, 6","startTime":2744.614,"endTime":2746.954,"body":"It's no different than"},{"speaker":"or up about five 30, 6","startTime":2744.614,"endTime":2746.954,"body":"dating from marriage."},{"speaker":"or up about five 30, 6","startTime":2746.954,"endTime":2749.234,"body":"Now I'm gonna do it myself here."},{"speaker":"or up about five 30, 6","startTime":2749.594,"endTime":2750.824,"body":"I've been married 36 years."},{"speaker":"or up about five 30, 6","startTime":2750.824,"endTime":2752.984,"body":"So I haven't dated"},{"speaker":"or up about five 30, 6","startTime":2750.824,"endTime":2752.984,"body":"for at least 36 years."},{"speaker":"or up about five 30, 6","startTime":2753.524,"endTime":2756.854,"body":"But in general, you just don't"},{"speaker":"or up about five 30, 6","startTime":2753.524,"endTime":2756.854,"body":"walk up to a woman or a man"},{"speaker":"or up about five 30, 6","startTime":2756.854,"endTime":2758.714,"body":"and say, Hey, I'd like to spend"},{"speaker":"or up about five 30, 6","startTime":2756.854,"endTime":2758.714,"body":"the rest of my life with you."},{"speaker":"or up about five 30, 6","startTime":2758.714,"endTime":2759.164,"body":"Let's go."},{"speaker":"or up about five 30, 6","startTime":2759.164,"endTime":2761.294,"body":"And, you know, have"},{"speaker":"or up about five 30, 6","startTime":2759.164,"endTime":2761.294,"body":"some children, you"},{"speaker":"or up about five 30, 6","startTime":2761.294,"endTime":2762.074,"body":"just don't do that."},{"speaker":"or up about five 30, 6","startTime":2762.104,"endTime":2764.774,"body":"You build up relationship"},{"speaker":"or up about five 30, 6","startTime":2762.104,"endTime":2764.774,"body":"same in sales."},{"speaker":"or up about five 30, 6","startTime":2764.774,"endTime":2767.174,"body":"And so I would say that"},{"speaker":"or up about five 30, 6","startTime":2764.774,"endTime":2767.174,"body":"when somebody says they"},{"speaker":"or up about five 30, 6","startTime":2767.174,"endTime":2769.034,"body":"have a handle, well, great."},{"speaker":"or up about five 30, 6","startTime":2770.024,"endTime":2770.744,"body":"That sounds F yeah."},{"speaker":"or up about five 30, 6","startTime":2770.744,"endTime":2772.214,"body":"I talk people all day long,"},{"speaker":"or up about five 30, 6","startTime":2770.744,"endTime":2772.214,"body":"struggling with stuff."},{"speaker":"or up about five 30, 6","startTime":2772.214,"endTime":2774.674,"body":"So tell me, I know there's a"},{"speaker":"or up about five 30, 6","startTime":2772.214,"endTime":2774.674,"body":"property involved and there what"},{"speaker":"or up about five 30, 6","startTime":2774.674,"endTime":2775.724,"body":"you guys plan on doing with it."},{"speaker":"or up about five 30, 6","startTime":2776.114,"endTime":2777.224,"body":"Love to help you if I can."},{"speaker":"or up about five 30, 6","startTime":2778.154,"endTime":2780.194,"body":"And the thing is, one"},{"speaker":"or up about five 30, 6","startTime":2778.154,"endTime":2780.194,"body":"question you have to ask"},{"speaker":"or up about five 30, 6","startTime":2780.194,"endTime":2784.184,"body":"yourself is, are you being a"},{"speaker":"or up about five 30, 6","startTime":2780.194,"endTime":2784.184,"body":"telemarketer or, or a neighbor."},{"speaker":"or up about five 30, 6","startTime":2785.114,"endTime":2788.444,"body":"Everybody likes a"},{"speaker":"or up about five 30, 6","startTime":2785.114,"endTime":2788.444,"body":"friendly, helpful neighbor."},{"speaker":"or up about five 30, 6","startTime":2788.594,"endTime":2791.504,"body":"Nobody likes a telemarketer"},{"speaker":"or up about five 30, 6","startTime":2788.594,"endTime":2791.504,"body":"if they don't like you,"},{"speaker":"or up about five 30, 6","startTime":2791.504,"endTime":2793.454,"body":"it's because you sell like"},{"speaker":"or up about five 30, 6","startTime":2791.504,"endTime":2793.454,"body":"a telemarketer or you're"},{"speaker":"or up about five 30, 6","startTime":2793.454,"endTime":2794.384,"body":"being a telemarketer."},{"speaker":"or up about five 30, 6","startTime":2794.954,"endTime":2798.704,"body":"If you're a friend looking to"},{"speaker":"or up about five 30, 6","startTime":2794.954,"endTime":2798.704,"body":"help them, they're gonna, like,"},{"speaker":"or up about five 30, 6","startTime":2798.704,"endTime":2799.574,"body":"who's not gonna like help."},{"speaker":"or up about five 30, 6","startTime":2799.574,"endTime":2800.624,"body":"We all, we all are busy."},{"speaker":"or up about five 30, 6","startTime":2800.624,"endTime":2802.604,"body":"We all have too much"},{"speaker":"or up about five 30, 6","startTime":2800.624,"endTime":2802.604,"body":"on our plate to handle."},{"speaker":"or up about five 30, 6","startTime":2802.609,"endTime":2805.154,"body":"We all would appreciate"},{"speaker":"or up about five 30, 6","startTime":2802.609,"endTime":2805.154,"body":"somebody calling genuinely"},{"speaker":"or up about five 30, 6","startTime":2805.154,"endTime":2805.904,"body":"offering to help us."},{"speaker":"or up about five 30, 6","startTime":2805.904,"endTime":2808.814,"body":"So if you believe you can"},{"speaker":"or up about five 30, 6","startTime":2805.904,"endTime":2808.814,"body":"help people and you have some"},{"speaker":"or up about five 30, 6","startTime":2808.814,"endTime":2813.404,"body":"resources to bring to the party,"},{"speaker":"or up about five 30, 6","startTime":2808.814,"endTime":2813.404,"body":"then, um, uh, you need to,"},{"speaker":"or up about five 30, 6","startTime":2813.434,"endTime":2815.894,"body":"um, uh, approach it that way."},{"speaker":"or up about five 30, 6","startTime":2815.894,"endTime":2818.714,"body":"And if you're getting feedback"},{"speaker":"or up about five 30, 6","startTime":2815.894,"endTime":2818.714,"body":"otherwise every time they hang"},{"speaker":"or up about five 30, 6","startTime":2818.719,"endTime":2822.824,"body":"up on you and say not, not"},{"speaker":"or up about five 30, 6","startTime":2818.719,"endTime":2822.824,"body":"just a boom, that person heard"},{"speaker":"or up about five 30, 6","startTime":2822.824,"endTime":2826.124,"body":"you with a telemarketer, what"},{"speaker":"or up about five 30, 6","startTime":2822.824,"endTime":2826.124,"body":"did you do on that call that"},{"speaker":"or up about five 30, 6","startTime":2826.124,"endTime":2827.444,"body":"you can correct next time."},{"speaker":"or up about five 30, 6","startTime":2827.954,"endTime":2829.964,"body":"So that they'll appreciate"},{"speaker":"or up about five 30, 6","startTime":2827.954,"endTime":2829.964,"body":"you as a friendly neighbor."},{"speaker":"or up about five 30, 6","startTime":2829.969,"endTime":2831.944,"body":"That's the question you have to"},{"speaker":"or up about five 30, 6","startTime":2829.969,"endTime":2831.944,"body":"ask yourself in your quote call."},{"speaker":"or up about five 30, 6","startTime":2832.284,"endTime":2834.284,"body":"And if you work on the call,"},{"speaker":"or up about five 30, 6","startTime":2832.284,"endTime":2834.284,"body":"you get a little bit better"},{"speaker":"or up about five 30, 6","startTime":2834.284,"endTime":2834.914,"body":"and a little bit better."},{"speaker":"or up about five 30, 6","startTime":2834.914,"endTime":2837.779,"body":"And after a while, Yes,"},{"speaker":"or up about five 30, 6","startTime":2834.914,"endTime":2837.779,"body":"that's a standard objection."},{"speaker":"or up about five 30, 6","startTime":2837.779,"endTime":2840.659,"body":"I have everything handled that"},{"speaker":"or up about five 30, 6","startTime":2837.779,"endTime":2840.659,"body":"was true with, for sale owners."},{"speaker":"or up about five 30, 6","startTime":2840.779,"endTime":2841.799,"body":"They're gonna sell the"},{"speaker":"or up about five 30, 6","startTime":2840.779,"endTime":2841.799,"body":"house on their own."},{"speaker":"or up about five 30, 6","startTime":2841.799,"endTime":2842.459,"body":"They never do."},{"speaker":"or up about five 30, 6","startTime":2843.209,"endTime":2844.379,"body":"That was true with expireds."},{"speaker":"or up about five 30, 6","startTime":2844.409,"endTime":2845.849,"body":"They're gonna keep off"},{"speaker":"or up about five 30, 6","startTime":2844.409,"endTime":2845.849,"body":"the market for a while."},{"speaker":"or up about five 30, 6","startTime":2845.909,"endTime":2847.079,"body":"Most of 'em RealList and sell."},{"speaker":"or up about five 30, 6","startTime":2847.559,"endTime":2848.369,"body":"That's true with probates."},{"speaker":"or up about five 30, 6","startTime":2848.374,"endTime":2849.239,"body":"They all have it handled."},{"speaker":"or up about five 30, 6","startTime":2850.079,"endTime":2854.039,"body":"So your job is to, uh,"},{"speaker":"or up about five 30, 6","startTime":2850.079,"endTime":2854.039,"body":"uh, handle the objection."},{"speaker":"or up about five 30, 6","startTime":2854.039,"endTime":2857.729,"body":"And I'll just give a quick"},{"speaker":"or up about five 30, 6","startTime":2854.039,"endTime":2857.729,"body":"over here today, but, um, a"},{"speaker":"or up about five 30, 6","startTime":2857.729,"endTime":2861.029,"body":"standard process for handling"},{"speaker":"or up about five 30, 6","startTime":2857.729,"endTime":2861.029,"body":"an objection, an objection"},{"speaker":"or up about five 30, 6","startTime":2861.034,"endTime":2864.419,"body":"is anything they say other"},{"speaker":"or up about five 30, 6","startTime":2861.034,"endTime":2864.419,"body":"than a condition, a condition"},{"speaker":"or up about five 30, 6","startTime":2864.419,"endTime":2865.439,"body":"is there's no property."},{"speaker":"or up about five 30, 6","startTime":2866.069,"endTime":2868.259,"body":"The condition is we sold"},{"speaker":"or up about five 30, 6","startTime":2866.069,"endTime":2868.259,"body":"the property two years ago."},{"speaker":"or up about five 30, 6","startTime":2868.529,"endTime":2869.699,"body":"We can't solve that."},{"speaker":"or up about five 30, 6","startTime":2870.719,"endTime":2871.259,"body":"Anything else?"},{"speaker":"or up about five 30, 6","startTime":2871.259,"endTime":2871.979,"body":"An objection."},{"speaker":"or up about five 30, 6","startTime":2872.069,"endTime":2874.949,"body":"You know, we, we, um,"},{"speaker":"or up about five 30, 6","startTime":2872.069,"endTime":2874.949,"body":"don't plan some it, now we"},{"speaker":"or up about five 30, 6","startTime":2874.949,"endTime":2875.759,"body":"have everything handled."},{"speaker":"or up about five 30, 6","startTime":2875.759,"endTime":2878.039,"body":"We have a realtor, my"},{"speaker":"or up about five 30, 6","startTime":2875.759,"endTime":2878.039,"body":"brother's a realtor."},{"speaker":"or up about five 30, 6","startTime":2878.369,"endTime":2881.939,"body":"Anything else is an objection,"},{"speaker":"or up about five 30, 6","startTime":2878.369,"endTime":2881.939,"body":"a reason why they're choosing"},{"speaker":"or up about five 30, 6","startTime":2881.939,"endTime":2884.609,"body":"not to work with you now when"},{"speaker":"or up about five 30, 6","startTime":2881.939,"endTime":2884.609,"body":"they could, now that you know"},{"speaker":"or up about five 30, 6","startTime":2884.609,"endTime":2887.999,"body":"that it's an objection, there's"},{"speaker":"or up about five 30, 6","startTime":2884.609,"endTime":2887.999,"body":"three steps for every objection."},{"speaker":"or up about five 30, 6","startTime":2889.304,"endTime":2890.564,"body":"This is basic objection, Handl."},{"speaker":"or up about five 30, 6","startTime":2890.564,"endTime":2892.604,"body":"Number one, repeat"},{"speaker":"or up about five 30, 6","startTime":2890.564,"endTime":2892.604,"body":"what they say."},{"speaker":"or up about five 30, 6","startTime":2893.324,"endTime":2894.974,"body":"Number one complaint"},{"speaker":"or up about five 30, 6","startTime":2893.324,"endTime":2894.974,"body":"with salespeople is they"},{"speaker":"or up about five 30, 6","startTime":2894.974,"endTime":2896.174,"body":"don't listen to people."},{"speaker":"or up about five 30, 6","startTime":2897.194,"endTime":2899.354,"body":"So when somebody says to"},{"speaker":"or up about five 30, 6","startTime":2897.194,"endTime":2899.354,"body":"you, they have it handled."},{"speaker":"or up about five 30, 6","startTime":2899.414,"endTime":2900.044,"body":"Oh great."},{"speaker":"or up about five 30, 6","startTime":2900.044,"endTime":2901.064,"body":"You have it handled."},{"speaker":"or up about five 30, 6","startTime":2901.064,"endTime":2904.814,"body":"You repeat what they"},{"speaker":"or up about five 30, 6","startTime":2901.064,"endTime":2904.814,"body":"say second is you affirm"},{"speaker":"or up about five 30, 6","startTime":2904.814,"endTime":2906.764,"body":"what they say you have."},{"speaker":"or up about five 30, 6","startTime":2906.824,"endTime":2907.184,"body":"Oh, great."},{"speaker":"or up about five 30, 6","startTime":2907.184,"endTime":2907.754,"body":"Everything handled."},{"speaker":"or up about five 30, 6","startTime":2907.754,"endTime":2908.624,"body":"That sounds great."},{"speaker":"or up about five 30, 6","startTime":2908.624,"endTime":2910.124,"body":"Lucky you I'm curious."},{"speaker":"or up about five 30, 6","startTime":2910.424,"endTime":2913.604,"body":"And the third is you pivot"},{"speaker":"or up about five 30, 6","startTime":2910.424,"endTime":2913.604,"body":"into another question."},{"speaker":"or up about five 30, 6","startTime":2914.384,"endTime":2917.354,"body":"So it's three steps and you"},{"speaker":"or up about five 30, 6","startTime":2914.384,"endTime":2917.354,"body":"have to make it sound real."},{"speaker":"or up about five 30, 6","startTime":2917.354,"endTime":2918.824,"body":"You can't make it sound"},{"speaker":"or up about five 30, 6","startTime":2917.354,"endTime":2918.824,"body":"like a reading script."},{"speaker":"or up about five 30, 6","startTime":2919.304,"endTime":2919.754,"body":"One."},{"speaker":"or up about five 30, 6","startTime":2919.754,"endTime":2925.274,"body":"You repeat to you affirm their"},{"speaker":"or up about five 30, 6","startTime":2919.754,"endTime":2925.274,"body":"objection, whatever they say."},{"speaker":"or up about five 30, 6","startTime":2925.304,"endTime":2926.834,"body":"Oh, your brother's an agent."},{"speaker":"or up about five 30, 6","startTime":2926.894,"endTime":2927.554,"body":"Oh, that's great."},{"speaker":"or up about five 30, 6","startTime":2928.214,"endTime":2930.614,"body":"So I'm curious, what's your"},{"speaker":"or up about five 30, 6","startTime":2928.214,"endTime":2930.614,"body":"plan with the property?"},{"speaker":"or up about five 30, 6","startTime":2931.604,"endTime":2934.184,"body":"And the third is you"},{"speaker":"or up about five 30, 6","startTime":2931.604,"endTime":2934.184,"body":"pivot to another question."},{"speaker":"or up about five 30, 6","startTime":2934.244,"endTime":2935.534,"body":"So that's the"},{"speaker":"or up about five 30, 6","startTime":2934.244,"endTime":2935.534,"body":"standard objection."},{"speaker":"or up about five 30, 6","startTime":2935.534,"endTime":2936.104,"body":"Process."},{"speaker":"or up about five 30, 6","startTime":2936.464,"endTime":2939.224,"body":"I boil down an hour long"},{"speaker":"or up about five 30, 6","startTime":2936.464,"endTime":2939.224,"body":"training into two minutes"},{"speaker":"or up about five 30, 6","startTime":2939.644,"endTime":2940.574,"body":"because we're low overtime."},{"speaker":"or up about five 30, 6","startTime":2940.574,"endTime":2942.644,"body":"So I apologize, but we got"},{"speaker":"or up about five 30, 6","startTime":2940.574,"endTime":2942.644,"body":"that question at the end and"},{"speaker":"or up about five 30, 6","startTime":2942.644,"endTime":2943.544,"body":"that's one of my favorites."},{"speaker":"or up about five 30, 6","startTime":2944.084,"endTime":2944.504,"body":"Okay."},{"speaker":"or up about five 30, 6","startTime":2944.504,"endTime":2946.064,"body":"Hey, I'm on the probate mastery."},{"speaker":"or up about five 30, 6","startTime":2946.514,"endTime":2948.464,"body":"Webpage, uh, or Facebook group."},{"speaker":"or up about five 30, 6","startTime":2948.674,"endTime":2950.204,"body":"So feel free to ask"},{"speaker":"or up about five 30, 6","startTime":2948.674,"endTime":2950.204,"body":"questions there."},{"speaker":"or up about five 30, 6","startTime":2950.774,"endTime":2952.544,"body":"Um, and then you guys"},{"speaker":"or up about five 30, 6","startTime":2950.774,"endTime":2952.544,"body":"all answer each other's"},{"speaker":"or up about five 30, 6","startTime":2952.544,"endTime":2953.384,"body":"questions, which is great."},{"speaker":"or up about five 30, 6","startTime":2953.414,"endTime":2956.414,"body":"I'm just a colleague, I'm just"},{"speaker":"or up about five 30, 6","startTime":2953.414,"endTime":2956.414,"body":"a practitioner like you guys."},{"speaker":"or up about five 30, 6","startTime":2956.419,"endTime":2960.224,"body":"I do this cuz uh, I'm able"},{"speaker":"or up about five 30, 6","startTime":2956.419,"endTime":2960.224,"body":"to help fill in for Chad on"},{"speaker":"or up about five 30, 6","startTime":2960.229,"endTime":2961.124,"body":"this call from time to time."},{"speaker":"or up about five 30, 6","startTime":2961.124,"endTime":2961.784,"body":"So I'm glad to do that."},{"speaker":"or up about five 30, 6","startTime":2961.784,"endTime":2962.714,"body":"I'm bill gross."},{"speaker":"or up about five 30, 6","startTime":2963.134,"endTime":2965.444,"body":"Um, I'm the LA"},{"speaker":"or up about five 30, 6","startTime":2963.134,"endTime":2965.444,"body":"probate expert.com."},{"speaker":"or up about five 30, 6","startTime":2965.444,"endTime":2968.894,"body":"If you wanna see my website, I"},{"speaker":"or up about five 30, 6","startTime":2965.444,"endTime":2968.894,"body":"also host my own probate call."},{"speaker":"Thursdays 4","startTime":2968.894,"endTime":2971.624,"body":"00 PM is"},{"speaker":"Thursdays 4","startTime":2968.894,"endTime":2971.624,"body":"probate weekly 4:00 PM."},{"speaker":"Pacific time, 7","startTime":2971.894,"endTime":2972.884,"body":"00 PM."},{"speaker":"Pacific time, 7","startTime":2972.889,"endTime":2974.624,"body":"Eastern love to"},{"speaker":"Pacific time, 7","startTime":2972.889,"endTime":2974.624,"body":"have you on that."},{"speaker":"Pacific time, 7","startTime":2974.624,"endTime":2975.524,"body":"That's free as well."},{"speaker":"Pacific time, 7","startTime":2976.214,"endTime":2978.164,"body":"There usually I do"},{"speaker":"Pacific time, 7","startTime":2976.214,"endTime":2978.164,"body":"interviews some of the"},{"speaker":"Pacific time, 7","startTime":2978.164,"endTime":2979.334,"body":"same people Chad uses."},{"speaker":"Pacific time, 7","startTime":2979.334,"endTime":2982.094,"body":"And so I find on my own, um,"},{"speaker":"Pacific time, 7","startTime":2979.334,"endTime":2982.094,"body":"and if I can help you selling"},{"speaker":"Pacific time, 7","startTime":2982.094,"endTime":2984.674,"body":"property primarily in California"},{"speaker":"Pacific time, 7","startTime":2982.094,"endTime":2984.674,"body":"or interested in joining a"},{"speaker":"Pacific time, 7","startTime":2984.674,"endTime":2987.464,"body":"national probate team, I'd"},{"speaker":"Pacific time, 7","startTime":2984.674,"endTime":2987.464,"body":"love to talk about that."},{"speaker":"Pacific time, 7","startTime":2988.004,"endTime":2990.524,"body":"That all said this call today"},{"speaker":"Pacific time, 7","startTime":2988.004,"endTime":2990.524,"body":"we do is probate mastery"},{"speaker":"Pacific time, 7","startTime":2990.854,"endTime":2993.614,"body":"is part of Chad Corby's"},{"speaker":"Pacific time, 7","startTime":2990.854,"endTime":2993.614,"body":"probate mastery program and"},{"speaker":"Pacific time, 7","startTime":2993.614,"endTime":2994.844,"body":"the earn program as well."},{"speaker":"Pacific time, 7","startTime":2995.094,"endTime":2999.014,"body":"We do this every Tuesday at"},{"speaker":"Pacific time, 7","startTime":2995.094,"endTime":2999.014,"body":"noon, Pacific 3:00 PM Eastern,"},{"speaker":"Pacific time, 7","startTime":2999.464,"endTime":3002.164,"body":"and then we get this recorded"},{"speaker":"Pacific time, 7","startTime":2999.464,"endTime":3002.164,"body":"and we put it on the website."},{"speaker":"Pacific time, 7","startTime":3002.164,"endTime":3005.224,"body":"If you receive past episodes"},{"speaker":"Pacific time, 7","startTime":3002.164,"endTime":3005.224,"body":"or search content, go to"},{"speaker":"Pacific time, 7","startTime":3005.224,"endTime":3009.013,"body":"probate mastery.com or check"},{"speaker":"Pacific time, 7","startTime":3005.224,"endTime":3009.013,"body":"out  Chad's, YouTube channel"},{"speaker":"Pacific time, 7","startTime":3009.013,"endTime":3010.963,"body":"and all the past episodes,"},{"speaker":"Pacific time, 7","startTime":3009.013,"endTime":3010.963,"body":"other as well, with all"},{"speaker":"Pacific time, 7","startTime":3010.968,"endTime":3011.773,"body":"kinds of other content."},{"speaker":"Pacific time, 7","startTime":3011.773,"endTime":3013.033,"body":"So thank you everybody for"},{"speaker":"Pacific time, 7","startTime":3011.773,"endTime":3013.033,"body":"being on the call today."},{"speaker":"Pacific time, 7","startTime":3013.033,"endTime":3013.993,"body":"Thanks for all those questions."},{"speaker":"Pacific time, 7","startTime":3013.993,"endTime":3016.003,"body":"I appreciate you and we'll"},{"speaker":"Pacific time, 7","startTime":3013.993,"endTime":3016.003,"body":"see you guys next week."},{"speaker":"Pacific time, 7","startTime":3016.033,"endTime":3016.783,"body":"Thanks so much."}]}