{"version":"1.0.0","segments":[{"startTime":5.578,"endTime":8.128,"body":"Hey, it's Bill Gross"},{"startTime":5.578,"endTime":8.128,"body":"the LA probate expert."},{"startTime":8.133,"endTime":10.899,"body":"And this is our probate"},{"startTime":8.133,"endTime":10.899,"body":"mastery weekly call."},{"startTime":11.439,"endTime":14.579,"body":"We get together every"},{"startTime":11.439,"endTime":14.579,"body":"Tuesday at 12:00 PM."},{"speaker":"Noon, Pacific time, 3","startTime":14.769,"endTime":17.339,"body":"00 PM,"},{"speaker":"Noon, Pacific time, 3","startTime":14.769,"endTime":17.339,"body":"Eastern time and everything"},{"speaker":"Noon, Pacific time, 3","startTime":17.339,"endTime":17.899,"body":"else on either side."},{"speaker":"Noon, Pacific time, 3","startTime":18.784,"endTime":21.184,"body":"to talk about all things"},{"speaker":"Noon, Pacific time, 3","startTime":18.784,"endTime":21.184,"body":"probate real estate related."},{"speaker":"Noon, Pacific time, 3","startTime":21.184,"endTime":26.383,"body":"In particular, this is designed"},{"speaker":"Noon, Pacific time, 3","startTime":21.184,"endTime":26.383,"body":"for students and graduates"},{"speaker":"Noon, Pacific time, 3","startTime":26.413,"endTime":29.083,"body":"of the probate mastery"},{"speaker":"Noon, Pacific time, 3","startTime":26.413,"endTime":29.083,"body":"program who are putting into"},{"speaker":"Noon, Pacific time, 3","startTime":29.083,"endTime":30.523,"body":"practice those principles."},{"speaker":"Noon, Pacific time, 3","startTime":30.523,"endTime":33.193,"body":"And we wanna get together"},{"speaker":"Noon, Pacific time, 3","startTime":30.523,"endTime":33.193,"body":"in work through some of"},{"speaker":"Noon, Pacific time, 3","startTime":33.193,"endTime":36.223,"body":"those common challenges and"},{"speaker":"Noon, Pacific time, 3","startTime":33.193,"endTime":36.223,"body":"problems, because expertise"},{"speaker":"Noon, Pacific time, 3","startTime":36.223,"endTime":37.533,"body":"is not a destination."},{"speaker":"Noon, Pacific time, 3","startTime":37.533,"endTime":38.013,"body":"It's a process."},{"speaker":"Noon, Pacific time, 3","startTime":38.893,"endTime":41.053,"body":"And I think business is"},{"speaker":"Noon, Pacific time, 3","startTime":38.893,"endTime":41.053,"body":"also a marathon at a."},{"speaker":"Noon, Pacific time, 3","startTime":41.918,"endTime":44.324,"body":"And so hopefully we've all"},{"speaker":"Noon, Pacific time, 3","startTime":41.918,"endTime":44.324,"body":"signed on to work together"},{"speaker":"Noon, Pacific time, 3","startTime":44.324,"endTime":45.044,"body":"and help each other."},{"speaker":"Noon, Pacific time, 3","startTime":45.044,"endTime":45.794,"body":"I'm a practitioner."},{"speaker":"Noon, Pacific time, 3","startTime":45.794,"endTime":46.944,"body":"I'm not a full-time coach."},{"speaker":"Noon, Pacific time, 3","startTime":46.944,"endTime":49.554,"body":"I do a little bit of coaching"},{"speaker":"Noon, Pacific time, 3","startTime":46.944,"endTime":49.554,"body":"on the public master website."},{"speaker":"Noon, Pacific time, 3","startTime":49.554,"endTime":52.644,"body":"It's kind of a side side"},{"speaker":"Noon, Pacific time, 3","startTime":49.554,"endTime":52.644,"body":"thing, but really my main focus"},{"speaker":"Noon, Pacific time, 3","startTime":52.644,"endTime":53.874,"body":"is my business is selling."},{"speaker":"Noon, Pacific time, 3","startTime":54.339,"endTime":56.229,"body":"Real estate in"},{"speaker":"Noon, Pacific time, 3","startTime":54.339,"endTime":56.229,"body":"state of California."},{"speaker":"Noon, Pacific time, 3","startTime":56.409,"endTime":58.509,"body":"It's probate focused on my"},{"speaker":"Noon, Pacific time, 3","startTime":56.409,"endTime":58.509,"body":"lead generations, probate"},{"speaker":"Noon, Pacific time, 3","startTime":58.509,"endTime":60.939,"body":"focused, and I'm building"},{"speaker":"Noon, Pacific time, 3","startTime":58.509,"endTime":60.939,"body":"a national team of probate"},{"speaker":"Noon, Pacific time, 3","startTime":60.939,"endTime":63.669,"body":"experts, but I'm here today"},{"speaker":"Noon, Pacific time, 3","startTime":60.939,"endTime":63.669,"body":"as a colleague to help answer"},{"speaker":"Noon, Pacific time, 3","startTime":63.669,"endTime":66.7,"body":"your questions and share best"},{"speaker":"Noon, Pacific time, 3","startTime":63.669,"endTime":66.7,"body":"practices and work together."},{"speaker":"Noon, Pacific time, 3","startTime":66.707,"endTime":69.354,"body":"So we have both real estate"},{"speaker":"Noon, Pacific time, 3","startTime":66.707,"endTime":69.354,"body":"real estate agents, and we have"},{"speaker":"Noon, Pacific time, 3","startTime":69.354,"endTime":71.844,"body":"investors and whole soldiers"},{"speaker":"Noon, Pacific time, 3","startTime":69.354,"endTime":71.844,"body":"who get on this program and"},{"speaker":"Noon, Pacific time, 3","startTime":71.874,"endTime":72.984,"body":"want some help along the way."},{"speaker":"Noon, Pacific time, 3","startTime":73.464,"endTime":75.774,"body":"I will tell you that I tell"},{"speaker":"Noon, Pacific time, 3","startTime":73.464,"endTime":75.774,"body":"people all the time, if you"},{"speaker":"Noon, Pacific time, 3","startTime":75.774,"endTime":78.444,"body":"wanna make more money, you"},{"speaker":"Noon, Pacific time, 3","startTime":75.774,"endTime":78.444,"body":"wanna talk to more people"},{"speaker":"Noon, Pacific time, 3","startTime":78.444,"endTime":79.554,"body":"and, and create more value."},{"speaker":"Noon, Pacific time, 3","startTime":79.554,"endTime":79.824,"body":"One."},{"speaker":"Noon, Pacific time, 3","startTime":80.739,"endTime":81.729,"body":"Is by participating."},{"speaker":"Noon, Pacific time, 3","startTime":81.729,"endTime":84.401,"body":"So if you're on this call and"},{"speaker":"Noon, Pacific time, 3","startTime":81.729,"endTime":84.401,"body":"you wanna make more money turn"},{"speaker":"Noon, Pacific time, 3","startTime":84.401,"endTime":86.381,"body":"on your camera, let's see who"},{"speaker":"Noon, Pacific time, 3","startTime":84.401,"endTime":86.381,"body":"you are put in the chat box,"},{"speaker":"Noon, Pacific time, 3","startTime":86.381,"endTime":89.406,"body":"your name, your address your"},{"speaker":"Noon, Pacific time, 3","startTime":86.381,"endTime":89.406,"body":"phone number, how we reach you,"},{"speaker":"Noon, Pacific time, 3","startTime":89.406,"endTime":92.256,"body":"what you do, what you specialize"},{"speaker":"Noon, Pacific time, 3","startTime":89.406,"endTime":92.256,"body":"in, let's work together, but"},{"speaker":"Noon, Pacific time, 3","startTime":92.256,"endTime":95.046,"body":"more pro put yourself out there"},{"speaker":"Noon, Pacific time, 3","startTime":92.256,"endTime":95.046,"body":"and then let's try to help each"},{"speaker":"Noon, Pacific time, 3","startTime":95.051,"endTime":97.356,"body":"other, build our businesses"},{"speaker":"Noon, Pacific time, 3","startTime":95.051,"endTime":97.356,"body":"together and be more successful."},{"speaker":"Noon, Pacific time, 3","startTime":97.541,"endTime":99.581,"body":"If you want to, you can"},{"speaker":"Noon, Pacific time, 3","startTime":97.541,"endTime":99.581,"body":"raise your hand for questions"},{"speaker":"Noon, Pacific time, 3","startTime":99.581,"endTime":101.711,"body":"or put the chat box best."},{"speaker":"Noon, Pacific time, 3","startTime":101.711,"endTime":103.571,"body":"If you put in the chat box,"},{"speaker":"Noon, Pacific time, 3","startTime":101.711,"endTime":103.571,"body":"if you start with a queue that"},{"speaker":"Noon, Pacific time, 3","startTime":103.571,"endTime":106.361,"body":"way I'll notice it's not just"},{"speaker":"Noon, Pacific time, 3","startTime":103.571,"endTime":106.361,"body":"crosstalk, but I'll notice that"},{"speaker":"Noon, Pacific time, 3","startTime":106.361,"endTime":109.151,"body":"there's a, a question lined"},{"speaker":"Noon, Pacific time, 3","startTime":106.361,"endTime":109.151,"body":"up and then we also cover the"},{"speaker":"Noon, Pacific time, 3","startTime":109.151,"endTime":111.741,"body":"questions on the appropriate"},{"speaker":"Noon, Pacific time, 3","startTime":109.151,"endTime":111.741,"body":"mastery alumni group."},{"speaker":"Noon, Pacific time, 3","startTime":112.191,"endTime":114.501,"body":"First hand up, I"},{"speaker":"Noon, Pacific time, 3","startTime":112.191,"endTime":114.501,"body":"see today is Alex."},{"speaker":"Noon, Pacific time, 3","startTime":114.501,"endTime":114.981,"body":"How can we help you?"},{"speaker":"Noon, Pacific time, 3","startTime":116.676,"endTime":117.295,"body":"Hey, bill."},{"speaker":"Noon, Pacific time, 3","startTime":117.346,"endTime":118.516,"body":"Pleasure to be"},{"speaker":"Noon, Pacific time, 3","startTime":117.346,"endTime":118.516,"body":"speaking with you."},{"speaker":"Noon, Pacific time, 3","startTime":118.516,"endTime":122.236,"body":"My name's Alex, an aspiring"},{"speaker":"Noon, Pacific time, 3","startTime":118.516,"endTime":122.236,"body":"wholesaler, and now I'm also"},{"speaker":"Noon, Pacific time, 3","startTime":122.236,"endTime":125.749,"body":"taking online classes to"},{"speaker":"Noon, Pacific time, 3","startTime":122.236,"endTime":125.749,"body":"get my real estate license."},{"speaker":"Noon, Pacific time, 3","startTime":125.959,"endTime":126.439,"body":"Nice."},{"speaker":"Noon, Pacific time, 3","startTime":126.462,"endTime":129.602,"body":"But in the process also, I've"},{"speaker":"Noon, Pacific time, 3","startTime":126.462,"endTime":129.602,"body":"been doing some, trying to been"},{"speaker":"Noon, Pacific time, 3","startTime":129.607,"endTime":135.272,"body":"doing some prospecting and I"},{"speaker":"Noon, Pacific time, 3","startTime":129.607,"endTime":135.272,"body":"found a, a lady who's in her."},{"speaker":"Noon, Pacific time, 3","startTime":135.332,"endTime":137.997,"body":"I think she's 74 years old"},{"speaker":"Noon, Pacific time, 3","startTime":135.332,"endTime":137.997,"body":"going through foreclosure."},{"speaker":"Noon, Pacific time, 3","startTime":138.987,"endTime":141.627,"body":"And through my, we haven't"},{"speaker":"Noon, Pacific time, 3","startTime":138.987,"endTime":141.627,"body":"talked to her, but through my"},{"speaker":"Noon, Pacific time, 3","startTime":141.627,"endTime":144.927,"body":"research and skip tracing it,"},{"speaker":"Noon, Pacific time, 3","startTime":141.627,"endTime":144.927,"body":"you know, she's had a couple"},{"speaker":"Noon, Pacific time, 3","startTime":144.927,"endTime":149.09,"body":"of people pass away in her,"},{"speaker":"Noon, Pacific time, 3","startTime":144.927,"endTime":149.09,"body":"her family, and I'm thinking"},{"speaker":"Noon, Pacific time, 3","startTime":149.16,"endTime":151.83,"body":"her husband's probably was one"},{"speaker":"Noon, Pacific time, 3","startTime":149.16,"endTime":151.83,"body":"of 'em and nobody else seems"},{"speaker":"Noon, Pacific time, 3","startTime":151.83,"endTime":153.15,"body":"to be living there with her."},{"speaker":"Noon, Pacific time, 3","startTime":153.15,"endTime":155.79,"body":"And she's, you know, I"},{"speaker":"Noon, Pacific time, 3","startTime":153.15,"endTime":155.79,"body":"guess I'm, I'm guessing"},{"speaker":"Noon, Pacific time, 3","startTime":155.79,"endTime":156.9,"body":"living it by herself."},{"speaker":"Noon, Pacific time, 3","startTime":156.944,"endTime":160.557,"body":"Property is due to be sold"},{"speaker":"Noon, Pacific time, 3","startTime":156.944,"endTime":160.557,"body":"next month on the ninth."},{"speaker":"Noon, Pacific time, 3","startTime":160.827,"endTime":165.027,"body":"So I have just been like"},{"speaker":"Noon, Pacific time, 3","startTime":160.827,"endTime":165.027,"body":"really kind of real hesitant"},{"speaker":"Noon, Pacific time, 3","startTime":165.032,"endTime":166.137,"body":"on, you know, what to say."},{"speaker":"Noon, Pacific time, 3","startTime":166.137,"endTime":168.837,"body":"And, you know, we'll call her"},{"speaker":"Noon, Pacific time, 3","startTime":166.137,"endTime":168.837,"body":"at first and, you know, see if"},{"speaker":"Noon, Pacific time, 3","startTime":168.837,"endTime":170.307,"body":"there's any way I can help her."},{"speaker":"Noon, Pacific time, 3","startTime":171.417,"endTime":174.398,"body":"So, I was just wondering"},{"speaker":"Noon, Pacific time, 3","startTime":171.417,"endTime":174.398,"body":"if you can gimme any of"},{"speaker":"Noon, Pacific time, 3","startTime":174.398,"endTime":175.808,"body":"your insight on that."},{"speaker":"Noon, Pacific time, 3","startTime":176.408,"endTime":180.328,"body":"And second part is actually my"},{"speaker":"Noon, Pacific time, 3","startTime":176.408,"endTime":180.328,"body":"mom was talking about, you know,"},{"speaker":"Noon, Pacific time, 3","startTime":180.508,"endTime":183.937,"body":"finding out how much she owes on"},{"speaker":"Noon, Pacific time, 3","startTime":180.508,"endTime":183.937,"body":"the property, bring the the loan"},{"speaker":"Noon, Pacific time, 3","startTime":183.937,"endTime":187.387,"body":"current and maybe she invested"},{"speaker":"Noon, Pacific time, 3","startTime":183.937,"endTime":187.387,"body":"into the property herself."},{"speaker":"Noon, Pacific time, 3","startTime":187.55,"endTime":190.595,"body":"Well, as far as your mom,"},{"speaker":"Noon, Pacific time, 3","startTime":187.55,"endTime":190.595,"body":"I, you know, Obvious answer."},{"speaker":"Noon, Pacific time, 3","startTime":190.595,"endTime":192.275,"body":"Get the mortgage statement,"},{"speaker":"Noon, Pacific time, 3","startTime":190.595,"endTime":192.275,"body":"call the lender, find"},{"speaker":"Noon, Pacific time, 3","startTime":192.275,"endTime":193.145,"body":"out what the balance is."},{"speaker":"Noon, Pacific time, 3","startTime":193.145,"endTime":195.675,"body":"And she has to sell the"},{"speaker":"Noon, Pacific time, 3","startTime":193.145,"endTime":195.675,"body":"house or, get a loan on it."},{"speaker":"Noon, Pacific time, 3","startTime":195.825,"endTime":198.291,"body":"There's lines of equity"},{"speaker":"Noon, Pacific time, 3","startTime":195.825,"endTime":198.291,"body":"that are available for"},{"speaker":"Noon, Pacific time, 3","startTime":198.296,"endTime":199.191,"body":"those kinds of things."},{"speaker":"Noon, Pacific time, 3","startTime":199.301,"endTime":202.571,"body":"As far as the, the client, the"},{"speaker":"Noon, Pacific time, 3","startTime":199.301,"endTime":202.571,"body":"prospect, you know, a lot of"},{"speaker":"Noon, Pacific time, 3","startTime":202.571,"endTime":204.911,"body":"the questions we, we get in"},{"speaker":"Noon, Pacific time, 3","startTime":202.571,"endTime":204.911,"body":"this call and other calls I"},{"speaker":"Noon, Pacific time, 3","startTime":204.916,"endTime":208.421,"body":"see are, you know, this stigma"},{"speaker":"Noon, Pacific time, 3","startTime":204.916,"endTime":208.421,"body":"making a phone call, but there's"},{"speaker":"Noon, Pacific time, 3","startTime":208.421,"endTime":210.671,"body":"a lot of hypotheticals that"},{"speaker":"Noon, Pacific time, 3","startTime":208.421,"endTime":210.671,"body":"rattle around our brain because"},{"speaker":"Noon, Pacific time, 3","startTime":210.671,"endTime":211.991,"body":"we're scared to make the calls."},{"speaker":"Noon, Pacific time, 3","startTime":212.771,"endTime":214.811,"body":"And there's two"},{"speaker":"Noon, Pacific time, 3","startTime":212.771,"endTime":214.811,"body":"parts to the work."},{"speaker":"Noon, Pacific time, 3","startTime":215.396,"endTime":218.636,"body":"You know, one of my mentors"},{"speaker":"Noon, Pacific time, 3","startTime":215.396,"endTime":218.636,"body":"is Gary Vanerchuk Gary V"},{"speaker":"Noon, Pacific time, 3","startTime":219.566,"endTime":222.776,"body":"and he uses the term a lot,"},{"speaker":"Noon, Pacific time, 3","startTime":219.566,"endTime":222.776,"body":"which is doing the work."},{"speaker":"Noon, Pacific time, 3","startTime":223.526,"endTime":225.956,"body":"And, and so I would say to you"},{"speaker":"Noon, Pacific time, 3","startTime":223.526,"endTime":225.956,"body":"that part of the value of making"},{"speaker":"Noon, Pacific time, 3","startTime":225.956,"endTime":227.576,"body":"the phone call is the lead."},{"speaker":"Noon, Pacific time, 3","startTime":228.326,"endTime":230.216,"body":"And part of the value of making"},{"speaker":"Noon, Pacific time, 3","startTime":228.326,"endTime":230.216,"body":"the phone call is getting"},{"speaker":"Noon, Pacific time, 3","startTime":230.216,"endTime":233.066,"body":"better at making phone calls"},{"speaker":"Noon, Pacific time, 3","startTime":230.216,"endTime":233.066,"body":"and talking to prospects."},{"speaker":"Noon, Pacific time, 3","startTime":233.666,"endTime":234.476,"body":"That's a skill."},{"speaker":"Noon, Pacific time, 3","startTime":234.476,"endTime":237.356,"body":"If you, who would be successful"},{"speaker":"Noon, Pacific time, 3","startTime":234.476,"endTime":237.356,"body":"as a whole seller or investor"},{"speaker":"Noon, Pacific time, 3","startTime":237.356,"endTime":239.246,"body":"or an agent you have to develop."},{"speaker":"Noon, Pacific time, 3","startTime":239.966,"endTime":241.766,"body":"And so rather than go"},{"speaker":"Noon, Pacific time, 3","startTime":239.966,"endTime":241.766,"body":"through a lot of possible"},{"speaker":"Noon, Pacific time, 3","startTime":241.766,"endTime":244.256,"body":"hypotheticals, I will always"},{"speaker":"Noon, Pacific time, 3","startTime":241.766,"endTime":244.256,"body":"say, well, why don't you call."},{"speaker":"Noon, Pacific time, 3","startTime":244.946,"endTime":247.976,"body":"And offer her assistance and see"},{"speaker":"Noon, Pacific time, 3","startTime":244.946,"endTime":247.976,"body":"what she thinks your problem is."},{"speaker":"Noon, Pacific time, 3","startTime":248.846,"endTime":250.346,"body":"Take detailed notes."},{"speaker":"Noon, Pacific time, 3","startTime":250.946,"endTime":251.156,"body":"Yes."},{"speaker":"Noon, Pacific time, 3","startTime":251.246,"endTime":254.546,"body":"And, and, and then get answers"},{"speaker":"Noon, Pacific time, 3","startTime":251.246,"endTime":254.546,"body":"those questions either coming"},{"speaker":"Noon, Pacific time, 3","startTime":254.546,"endTime":258.145,"body":"back on this call or going into"},{"speaker":"Noon, Pacific time, 3","startTime":254.546,"endTime":258.145,"body":"the into the probate mastery,"},{"speaker":"Noon, Pacific time, 3","startTime":258.145,"endTime":261.415,"body":"alumni, Facebook group, or"},{"speaker":"Noon, Pacific time, 3","startTime":258.145,"endTime":261.415,"body":"other places, and then come"},{"speaker":"Noon, Pacific time, 3","startTime":261.415,"endTime":263.065,"body":"back to her with resources."},{"speaker":"Noon, Pacific time, 3","startTime":263.485,"endTime":265.465,"body":"Because I think that rather"},{"speaker":"Noon, Pacific time, 3","startTime":263.485,"endTime":265.465,"body":"than talk about a lot of"},{"speaker":"Noon, Pacific time, 3","startTime":265.465,"endTime":268.085,"body":"hypotheticals, I don't"},{"speaker":"Noon, Pacific time, 3","startTime":265.465,"endTime":268.085,"body":"want to support kind of"},{"speaker":"Noon, Pacific time, 3","startTime":268.085,"endTime":269.405,"body":"the mind games we play."},{"speaker":"Noon, Pacific time, 3","startTime":269.405,"endTime":270.185,"body":"Well, what if I call?"},{"speaker":"Noon, Pacific time, 3","startTime":270.185,"endTime":271.625,"body":"And she says, what if"},{"speaker":"Noon, Pacific time, 3","startTime":270.185,"endTime":271.625,"body":"I call and say this?"},{"speaker":"Noon, Pacific time, 3","startTime":272.255,"endTime":275.015,"body":"You know, if she, if she has"},{"speaker":"Noon, Pacific time, 3","startTime":272.255,"endTime":275.015,"body":"a problem and you are offering"},{"speaker":"Noon, Pacific time, 3","startTime":275.015,"endTime":277.655,"body":"to help her and you come"},{"speaker":"Noon, Pacific time, 3","startTime":275.015,"endTime":277.655,"body":"across genuinely as offering"},{"speaker":"Noon, Pacific time, 3","startTime":277.655,"endTime":280.745,"body":"to help her, then she'll,"},{"speaker":"Noon, Pacific time, 3","startTime":277.655,"endTime":280.745,"body":"you know, look for your help."},{"speaker":"Noon, Pacific time, 3","startTime":281.315,"endTime":282.845,"body":"The fact, you know, her house"},{"speaker":"Noon, Pacific time, 3","startTime":281.315,"endTime":282.845,"body":"soon, foreclosure, you have"},{"speaker":"Noon, Pacific time, 3","startTime":282.965,"endTime":284.075,"body":"tore in that very lightly."},{"speaker":"Noon, Pacific time, 3","startTime":284.075,"endTime":286.805,"body":"You obviously can't say, Hey, I"},{"speaker":"Noon, Pacific time, 3","startTime":284.075,"endTime":286.805,"body":"know you're facing foreclosure"},{"speaker":"Noon, Pacific time, 3","startTime":286.805,"endTime":287.705,"body":"is a gun to your head."},{"speaker":"Noon, Pacific time, 3","startTime":287.705,"endTime":289.385,"body":"You just lost some"},{"speaker":"Noon, Pacific time, 3","startTime":287.705,"endTime":289.385,"body":"people in your family."},{"speaker":"Noon, Pacific time, 3","startTime":289.449,"endTime":290.955,"body":"I'm here to buy your"},{"speaker":"Noon, Pacific time, 3","startTime":289.449,"endTime":290.955,"body":"house on the cheap and"},{"speaker":"Noon, Pacific time, 3","startTime":290.955,"endTime":292.035,"body":"flip it to make money."},{"speaker":"Noon, Pacific time, 3","startTime":292.485,"endTime":293.565,"body":"That's not gonna work."},{"speaker":"Noon, Pacific time, 3","startTime":294.125,"endTime":296.555,"body":"But how do you get to where"},{"speaker":"Noon, Pacific time, 3","startTime":294.125,"endTime":296.555,"body":"you talk to people sensitively"},{"speaker":"Noon, Pacific time, 3","startTime":296.555,"endTime":299.075,"body":"while you talk to people"},{"speaker":"Noon, Pacific time, 3","startTime":296.555,"endTime":299.075,"body":"and develop that skill."},{"speaker":"Noon, Pacific time, 3","startTime":299.645,"endTime":301.685,"body":"And so I'd say Alex, make"},{"speaker":"Noon, Pacific time, 3","startTime":299.645,"endTime":301.685,"body":"the phone call find, just"},{"speaker":"Noon, Pacific time, 3","startTime":301.69,"endTime":305.615,"body":"be polite, smile, sensitive,"},{"speaker":"Noon, Pacific time, 3","startTime":301.69,"endTime":305.615,"body":"listen a lot, take notes"},{"speaker":"Noon, Pacific time, 3","startTime":306.005,"endTime":307.445,"body":"and see what she needs."},{"speaker":"Noon, Pacific time, 3","startTime":307.925,"endTime":309.485,"body":"And then from there you"},{"speaker":"Noon, Pacific time, 3","startTime":307.925,"endTime":309.485,"body":"can offer a solution"},{"speaker":"Noon, Pacific time, 3","startTime":309.49,"endTime":311.255,"body":"without, without knowing"},{"speaker":"Noon, Pacific time, 3","startTime":309.49,"endTime":311.255,"body":"what her issues are."},{"speaker":"Noon, Pacific time, 3","startTime":311.675,"endTime":313.635,"body":"She may already have a deal"},{"speaker":"Noon, Pacific time, 3","startTime":311.675,"endTime":313.635,"body":"in the works or, you know."},{"speaker":"Noon, Pacific time, 3","startTime":313.685,"endTime":314.735,"body":"It is just impossible, really?"},{"speaker":"Noon, Pacific time, 3","startTime":314.735,"endTime":315.305,"body":"To speculate."},{"speaker":"Noon, Pacific time, 3","startTime":315.752,"endTime":316.022,"body":"Yes."},{"speaker":"Noon, Pacific time, 3","startTime":316.027,"endTime":319.712,"body":"I've, I've seen some of your"},{"speaker":"Noon, Pacific time, 3","startTime":316.027,"endTime":319.712,"body":"yours and chats of YouTube"},{"speaker":"Noon, Pacific time, 3","startTime":319.712,"endTime":321.709,"body":"videos and basically, yeah."},{"speaker":"Noon, Pacific time, 3","startTime":321.979,"endTime":324.019,"body":"Make the call, do the work,"},{"speaker":"Noon, Pacific time, 3","startTime":321.979,"endTime":324.019,"body":"make the call find out there's"},{"speaker":"Noon, Pacific time, 3","startTime":324.019,"endTime":327.959,"body":"no, there's no solution"},{"speaker":"Noon, Pacific time, 3","startTime":324.019,"endTime":327.959,"body":"short of making the calls."},{"speaker":"Noon, Pacific time, 3","startTime":328.289,"endTime":330.419,"body":"There's no script short"},{"speaker":"Noon, Pacific time, 3","startTime":328.289,"endTime":330.419,"body":"of making the calls, just"},{"speaker":"Noon, Pacific time, 3","startTime":330.424,"endTime":332.369,"body":"call and be polite and"},{"speaker":"Noon, Pacific time, 3","startTime":330.424,"endTime":332.369,"body":"see where her problem is"},{"speaker":"Noon, Pacific time, 3","startTime":332.369,"endTime":332.989,"body":"to see how you can help."},{"speaker":"Noon, Pacific time, 3","startTime":333.709,"endTime":334.099,"body":"you're right."},{"speaker":"Noon, Pacific time, 3","startTime":334.538,"endTime":335.648,"body":"One more quick question."},{"speaker":"Noon, Pacific time, 3","startTime":335.648,"endTime":338.108,"body":"Like I said, my mom"},{"speaker":"Noon, Pacific time, 3","startTime":335.648,"endTime":338.108,"body":"was interested in maybe"},{"speaker":"Noon, Pacific time, 3","startTime":338.14,"endTime":341.14,"body":"bringing the loan current"},{"speaker":"Noon, Pacific time, 3","startTime":338.14,"endTime":341.14,"body":"mm-hmm  also and investing."},{"speaker":"Noon, Pacific time, 3","startTime":341.17,"endTime":344.574,"body":"She owns her own property,"},{"speaker":"Noon, Pacific time, 3","startTime":341.17,"endTime":344.574,"body":"but she's retired, so"},{"speaker":"Noon, Pacific time, 3","startTime":344.574,"endTime":348.283,"body":"she probably have trouble"},{"speaker":"Noon, Pacific time, 3","startTime":344.574,"endTime":348.283,"body":"trying to get equity out."},{"speaker":"Noon, Pacific time, 3","startTime":348.283,"endTime":352.421,"body":"Chad told me about the HELOC, a"},{"speaker":"Noon, Pacific time, 3","startTime":348.283,"endTime":352.421,"body":"home home equity line of credit."},{"speaker":"Noon, Pacific time, 3","startTime":352.541,"endTime":355.451,"body":"However, maybe she might qualify"},{"speaker":"Noon, Pacific time, 3","startTime":352.541,"endTime":355.451,"body":"for something like that also."},{"speaker":"Noon, Pacific time, 3","startTime":355.456,"endTime":357.326,"body":"So maybe we can get"},{"speaker":"Noon, Pacific time, 3","startTime":355.456,"endTime":357.326,"body":"some repair money."},{"speaker":"Noon, Pacific time, 3","startTime":357.816,"endTime":360.846,"body":"Fix the property up, maybe"},{"speaker":"Noon, Pacific time, 3","startTime":357.816,"endTime":360.846,"body":"go on a joint venture with"},{"speaker":"Noon, Pacific time, 3","startTime":360.846,"endTime":361.646,"body":"her or something like."},{"speaker":"Noon, Pacific time, 3","startTime":362.631,"endTime":364.701,"body":"You know, generally these kind"},{"speaker":"Noon, Pacific time, 3","startTime":362.631,"endTime":364.701,"body":"of situations are a little more"},{"speaker":"Noon, Pacific time, 3","startTime":364.701,"endTime":367.641,"body":"sophisticated for first time"},{"speaker":"Noon, Pacific time, 3","startTime":364.701,"endTime":367.641,"body":"investor, in my experience."},{"speaker":"Noon, Pacific time, 3","startTime":368.211,"endTime":370.131,"body":"That said, she might wanna"},{"speaker":"Noon, Pacific time, 3","startTime":368.211,"endTime":370.131,"body":"get involved with it."},{"speaker":"Noon, Pacific time, 3","startTime":370.131,"endTime":372.981,"body":"If she wants to line of credit,"},{"speaker":"Noon, Pacific time, 3","startTime":370.131,"endTime":372.981,"body":"usually get them from your"},{"speaker":"Noon, Pacific time, 3","startTime":372.986,"endTime":374.581,"body":"bank, your, your credit union."},{"speaker":"Noon, Pacific time, 3","startTime":374.581,"endTime":376.555,"body":"You have to qualify for 'em,"},{"speaker":"Noon, Pacific time, 3","startTime":374.581,"endTime":376.555,"body":"but they're a little easier to"},{"speaker":"Noon, Pacific time, 3","startTime":376.555,"endTime":379.075,"body":"qualify for if you have good"},{"speaker":"Noon, Pacific time, 3","startTime":376.555,"endTime":379.075,"body":"credit and it might not take a"},{"speaker":"Noon, Pacific time, 3","startTime":379.075,"endTime":381.955,"body":"lot of money, you might find out"},{"speaker":"Noon, Pacific time, 3","startTime":379.075,"endTime":381.955,"body":"that the back payments are five"},{"speaker":"Noon, Pacific time, 3","startTime":381.955,"endTime":384.985,"body":"or $10,000 and your mom might"},{"speaker":"Noon, Pacific time, 3","startTime":381.955,"endTime":384.985,"body":"have a $15,000 line available."},{"speaker":"Noon, Pacific time, 3","startTime":384.985,"endTime":387.435,"body":"So again, You guys call"},{"speaker":"Noon, Pacific time, 3","startTime":384.985,"endTime":387.435,"body":"her and find out what the"},{"speaker":"Noon, Pacific time, 3","startTime":387.435,"endTime":389.565,"body":"problem is before you start"},{"speaker":"Noon, Pacific time, 3","startTime":387.435,"endTime":389.565,"body":"putting together a solution."},{"speaker":"Noon, Pacific time, 3","startTime":389.955,"endTime":392.955,"body":"I wouldn't shop at home Depot"},{"speaker":"Noon, Pacific time, 3","startTime":389.955,"endTime":392.955,"body":"for tools until I had a plan"},{"speaker":"Noon, Pacific time, 3","startTime":392.955,"endTime":393.735,"body":"of what I wanted to build."},{"speaker":"Noon, Pacific time, 3","startTime":394.275,"endTime":394.725,"body":"Exactly."},{"speaker":"Noon, Pacific time, 3","startTime":395.595,"endTime":397.305,"body":"Okay, thank, thank"},{"speaker":"Noon, Pacific time, 3","startTime":395.595,"endTime":397.305,"body":"you very much, bill."},{"speaker":"Noon, Pacific time, 3","startTime":397.605,"endTime":397.875,"body":"Great."},{"speaker":"Noon, Pacific time, 3","startTime":397.88,"endTime":398.235,"body":"My pleasure."},{"speaker":"Noon, Pacific time, 3","startTime":398.235,"endTime":398.685,"body":"Thank you."},{"speaker":"Noon, Pacific time, 3","startTime":398.753,"endTime":400.313,"body":"So again, if you have any"},{"speaker":"Noon, Pacific time, 3","startTime":398.753,"endTime":400.313,"body":"questions, anybody on the, on"},{"speaker":"Noon, Pacific time, 3","startTime":400.318,"endTime":401.696,"body":"the line here feel free to."},{"speaker":"Noon, Pacific time, 3","startTime":402.291,"endTime":405.043,"body":"Raise your hand or put the"},{"speaker":"Noon, Pacific time, 3","startTime":402.291,"endTime":405.043,"body":"chat box and then I'm gonna"},{"speaker":"Noon, Pacific time, 3","startTime":405.043,"endTime":407.107,"body":"I see everybody putting in"},{"speaker":"Noon, Pacific time, 3","startTime":405.043,"endTime":407.107,"body":"their names and numbers."},{"speaker":"Noon, Pacific time, 3","startTime":407.377,"endTime":408.847,"body":"If you have a question,"},{"speaker":"Noon, Pacific time, 3","startTime":407.377,"endTime":408.847,"body":"if you could just start"},{"speaker":"Noon, Pacific time, 3","startTime":408.847,"endTime":410.827,"body":"with letter Q that way,"},{"speaker":"Noon, Pacific time, 3","startTime":408.847,"endTime":410.827,"body":"I try to pick that out."},{"speaker":"Noon, Pacific time, 3","startTime":410.827,"endTime":412.634,"body":"I don't see any live I"},{"speaker":"Noon, Pacific time, 3","startTime":410.827,"endTime":412.634,"body":"noticed in the, in the"},{"speaker":"Noon, Pacific time, 3","startTime":412.634,"endTime":415.032,"body":"private mastery and we see"},{"speaker":"Noon, Pacific time, 3","startTime":412.634,"endTime":415.032,"body":"this from time and time Karen"},{"speaker":"Noon, Pacific time, 3","startTime":415.037,"endTime":418.4,"body":"was asking for somebody to"},{"speaker":"Noon, Pacific time, 3","startTime":415.037,"endTime":418.4,"body":"collaborate with Arkansas."},{"speaker":"Noon, Pacific time, 3","startTime":419.0,"endTime":421.114,"body":"So if you're a public"},{"speaker":"Noon, Pacific time, 3","startTime":419.0,"endTime":421.114,"body":"mastery grad and you'd miss"},{"speaker":"Noon, Pacific time, 3","startTime":421.114,"endTime":422.494,"body":"that, you want to go to."},{"speaker":"Noon, Pacific time, 3","startTime":422.497,"endTime":425.004,"body":"The probate mastery alumni,"},{"speaker":"Noon, Pacific time, 3","startTime":422.497,"endTime":425.004,"body":"Facebook group, and you can"},{"speaker":"Noon, Pacific time, 3","startTime":425.004,"endTime":427.464,"body":"reach out to Karen perhaps"},{"speaker":"Noon, Pacific time, 3","startTime":425.004,"endTime":427.464,"body":"and find there are a couple"},{"speaker":"Noon, Pacific time, 3","startTime":427.464,"endTime":429.029,"body":"people that were recommended."},{"speaker":"Noon, Pacific time, 3","startTime":429.029,"endTime":430.199,"body":"Actually, Chad"},{"speaker":"Noon, Pacific time, 3","startTime":429.029,"endTime":430.199,"body":"recommended somebody."},{"speaker":"Noon, Pacific time, 3","startTime":430.199,"endTime":431.849,"body":"So maybe ignore my input there."},{"speaker":"Noon, Pacific time, 3","startTime":431.854,"endTime":434.572,"body":"But in general, I would say,"},{"speaker":"Noon, Pacific time, 3","startTime":431.854,"endTime":434.572,"body":"when you look for somebody you"},{"speaker":"Noon, Pacific time, 3","startTime":434.577,"endTime":435.772,"body":"wanna be as specific as you can."},{"speaker":"Noon, Pacific time, 3","startTime":435.772,"endTime":437.422,"body":"What are you looking"},{"speaker":"Noon, Pacific time, 3","startTime":435.772,"endTime":437.422,"body":"for specifically?"},{"speaker":"Noon, Pacific time, 3","startTime":437.422,"endTime":438.412,"body":"What do you need done?"},{"speaker":"Noon, Pacific time, 3","startTime":438.436,"endTime":440.146,"body":"What's the problem you"},{"speaker":"Noon, Pacific time, 3","startTime":438.436,"endTime":440.146,"body":"need a solution with?"},{"speaker":"Noon, Pacific time, 3","startTime":440.336,"endTime":443.156,"body":"And I just find, I, I"},{"speaker":"Noon, Pacific time, 3","startTime":440.336,"endTime":443.156,"body":"often find people will"},{"speaker":"Noon, Pacific time, 3","startTime":443.156,"endTime":444.656,"body":"come in and ask a question."},{"speaker":"Noon, Pacific time, 3","startTime":445.001,"endTime":446.801,"body":"And look for"},{"speaker":"Noon, Pacific time, 3","startTime":445.001,"endTime":446.801,"body":"somebody in a state."},{"speaker":"Noon, Pacific time, 3","startTime":446.801,"endTime":448.331,"body":"Well, some states are big."},{"speaker":"Noon, Pacific time, 3","startTime":448.751,"endTime":450.401,"body":"You really want somebody"},{"speaker":"Noon, Pacific time, 3","startTime":448.751,"endTime":450.401,"body":"who has a particular skill"},{"speaker":"Noon, Pacific time, 3","startTime":450.401,"endTime":452.051,"body":"that you're looking for"},{"speaker":"Noon, Pacific time, 3","startTime":450.401,"endTime":452.051,"body":"and usually in a particular"},{"speaker":"Noon, Pacific time, 3","startTime":452.051,"endTime":453.131,"body":"area would be preferred."},{"speaker":"Noon, Pacific time, 3","startTime":454.0,"endTime":454.305,"body":"Thank you."},{"speaker":"Noon, Pacific time, 3","startTime":454.305,"endTime":455.198,"body":"Thank you, bill."},{"speaker":"Noon, Pacific time, 3","startTime":455.265,"endTime":460.065,"body":"Rodger Lecy we had a nice long"},{"speaker":"Noon, Pacific time, 3","startTime":455.265,"endTime":460.065,"body":"talk yesterday last night."},{"speaker":"Noon, Pacific time, 3","startTime":460.485,"endTime":461.295,"body":"Very helpful."},{"speaker":"Noon, Pacific time, 3","startTime":461.295,"endTime":464.115,"body":"He responded to me and"},{"speaker":"Noon, Pacific time, 3","startTime":461.295,"endTime":464.115,"body":"I, I see the group works."},{"speaker":"Noon, Pacific time, 3","startTime":464.385,"endTime":466.035,"body":"So I appreciate you"},{"speaker":"Noon, Pacific time, 3","startTime":464.385,"endTime":466.035,"body":"mentioning that."},{"speaker":"Noon, Pacific time, 3","startTime":466.455,"endTime":466.935,"body":"Thank you."},{"speaker":"Noon, Pacific time, 3","startTime":466.935,"endTime":468.285,"body":"Yeah, I think it does work."},{"speaker":"Noon, Pacific time, 3","startTime":468.615,"endTime":469.155,"body":"I think it does."},{"speaker":"Noon, Pacific time, 3","startTime":469.155,"endTime":471.315,"body":"And you get, I see that most"},{"speaker":"Noon, Pacific time, 3","startTime":469.155,"endTime":471.315,"body":"of the questions come in"},{"speaker":"Noon, Pacific time, 3","startTime":471.645,"endTime":472.889,"body":"have quite a few comments."},{"speaker":"Noon, Pacific time, 3","startTime":472.889,"endTime":473.309,"body":"So good."},{"speaker":"Noon, Pacific time, 3","startTime":473.309,"endTime":474.239,"body":"Thank you for sharing that."},{"speaker":"Noon, Pacific time, 3","startTime":474.306,"endTime":476.586,"body":"I don't know, Trina is on"},{"speaker":"Noon, Pacific time, 3","startTime":474.306,"endTime":476.586,"body":"the call, but Trina Davis"},{"speaker":"Noon, Pacific time, 3","startTime":476.586,"endTime":478.7,"body":"had another question in"},{"speaker":"Noon, Pacific time, 3","startTime":476.586,"endTime":478.7,"body":"the the she on the call."},{"speaker":"Noon, Pacific time, 3","startTime":478.7,"endTime":480.725,"body":"But I saw you had a question"},{"speaker":"Noon, Pacific time, 3","startTime":478.7,"endTime":480.725,"body":"about you're stuck as far as"},{"speaker":"Noon, Pacific time, 3","startTime":480.773,"endTime":482.993,"body":"contacting people regarding"},{"speaker":"Noon, Pacific time, 3","startTime":480.773,"endTime":482.993,"body":"where the owners passed."},{"speaker":"Noon, Pacific time, 3","startTime":483.008,"endTime":484.601,"body":"You're stuck in your intro,"},{"speaker":"Noon, Pacific time, 3","startTime":483.008,"endTime":484.601,"body":"what do you say once you"},{"speaker":"Noon, Pacific time, 3","startTime":484.601,"endTime":485.681,"body":"get sent on the phone?"},{"speaker":"Noon, Pacific time, 3","startTime":485.681,"endTime":487.981,"body":"Is it better to call or"},{"speaker":"Noon, Pacific time, 3","startTime":485.681,"endTime":487.981,"body":"mail these situations?"},{"speaker":"Noon, Pacific time, 3","startTime":488.291,"endTime":488.861,"body":"So."},{"speaker":"Noon, Pacific time, 3","startTime":489.581,"endTime":492.071,"body":"Just in general, a couple"},{"speaker":"Noon, Pacific time, 3","startTime":489.581,"endTime":492.071,"body":"questions she asked, I"},{"speaker":"Noon, Pacific time, 3","startTime":492.071,"endTime":493.751,"body":"think are among the most"},{"speaker":"Noon, Pacific time, 3","startTime":492.071,"endTime":493.751,"body":"common questions we get."},{"speaker":"Noon, Pacific time, 3","startTime":493.751,"endTime":495.701,"body":"Number one, what do I say?"},{"speaker":"Noon, Pacific time, 3","startTime":495.936,"endTime":498.774,"body":"And so what I would say is that"},{"speaker":"Noon, Pacific time, 3","startTime":495.936,"endTime":498.774,"body":"you can look on the website"},{"speaker":"Noon, Pacific time, 3","startTime":498.774,"endTime":502.308,"body":"and there's  what to say kind"},{"speaker":"Noon, Pacific time, 3","startTime":498.774,"endTime":502.308,"body":"of a basic of a script, but"},{"speaker":"Noon, Pacific time, 3","startTime":502.308,"endTime":505.338,"body":"I think what's important is,"},{"speaker":"Noon, Pacific time, 3","startTime":502.308,"endTime":505.338,"body":"and Chad talks about regularly"},{"speaker":"Noon, Pacific time, 3","startTime":505.338,"endTime":506.628,"body":"is, is not the script."},{"speaker":"Noon, Pacific time, 3","startTime":506.898,"endTime":509.448,"body":"It's kind of the \"come from\""},{"speaker":"Noon, Pacific time, 3","startTime":506.898,"endTime":509.448,"body":"and what's the attitude"},{"speaker":"Noon, Pacific time, 3","startTime":509.448,"endTime":510.408,"body":"when you call somebody?"},{"speaker":"Noon, Pacific time, 3","startTime":510.918,"endTime":512.598,"body":"Nobody wants to talk"},{"speaker":"Noon, Pacific time, 3","startTime":510.918,"endTime":512.598,"body":"to a telemarketer."},{"speaker":"Noon, Pacific time, 3","startTime":513.078,"endTime":515.238,"body":"Nobody wants to talk to a"},{"speaker":"Noon, Pacific time, 3","startTime":513.078,"endTime":515.238,"body":"Barracuda, looking to take"},{"speaker":"Noon, Pacific time, 3","startTime":515.238,"endTime":517.938,"body":"a bite out of them in order"},{"speaker":"Noon, Pacific time, 3","startTime":515.238,"endTime":517.938,"body":"to get a commission check."},{"speaker":"Noon, Pacific time, 3","startTime":518.493,"endTime":522.393,"body":"Everybody with problems"},{"speaker":"Noon, Pacific time, 3","startTime":518.493,"endTime":522.393,"body":"once friendly shoulder and"},{"speaker":"Noon, Pacific time, 3","startTime":522.803,"endTime":525.213,"body":"somebody who's looking to give"},{"speaker":"Noon, Pacific time, 3","startTime":522.803,"endTime":525.213,"body":"them a hand to lift them up."},{"speaker":"Noon, Pacific time, 3","startTime":526.053,"endTime":528.633,"body":"And so I would say Trina, if"},{"speaker":"Noon, Pacific time, 3","startTime":526.053,"endTime":528.633,"body":"you just really think about what"},{"speaker":"Noon, Pacific time, 3","startTime":528.633,"endTime":533.043,"body":"would a person in that situation"},{"speaker":"Noon, Pacific time, 3","startTime":528.633,"endTime":533.043,"body":"want in that circumstance or ask"},{"speaker":"Noon, Pacific time, 3","startTime":533.043,"endTime":536.523,"body":"questions and find out and be"},{"speaker":"Noon, Pacific time, 3","startTime":533.043,"endTime":536.523,"body":"available either to say, well,"},{"speaker":"Noon, Pacific time, 3","startTime":536.523,"endTime":540.153,"body":"I don't have that solution,"},{"speaker":"Noon, Pacific time, 3","startTime":536.523,"endTime":540.153,"body":"but I'm part of a national team"},{"speaker":"Noon, Pacific time, 3","startTime":540.153,"endTime":543.663,"body":"of COVID experts with a couple"},{"speaker":"Noon, Pacific time, 3","startTime":540.153,"endTime":543.663,"body":"thousand across the country."},{"speaker":"Noon, Pacific time, 3","startTime":543.663,"endTime":544.683,"body":"Let me get back to you on."},{"speaker":"Noon, Pacific time, 3","startTime":545.718,"endTime":547.854,"body":"I would say just calling it,"},{"speaker":"Noon, Pacific time, 3","startTime":545.718,"endTime":547.854,"body":"being empathetic and finding"},{"speaker":"Noon, Pacific time, 3","startTime":547.854,"endTime":550.374,"body":"out what their problem is, what"},{"speaker":"Noon, Pacific time, 3","startTime":547.854,"endTime":550.374,"body":"their plan is, what they like"},{"speaker":"Noon, Pacific time, 3","startTime":550.374,"endTime":553.194,"body":"to do, and then see if you're"},{"speaker":"Noon, Pacific time, 3","startTime":550.374,"endTime":553.194,"body":"able to solve that problem."},{"speaker":"Noon, Pacific time, 3","startTime":553.554,"endTime":555.144,"body":"That's the key to"},{"speaker":"Noon, Pacific time, 3","startTime":553.554,"endTime":555.144,"body":"this whole process."},{"speaker":"Noon, Pacific time, 3","startTime":556.029,"endTime":558.729,"body":"And I think we're scared"},{"speaker":"Noon, Pacific time, 3","startTime":556.029,"endTime":558.729,"body":"to do it before we do it."},{"speaker":"Noon, Pacific time, 3","startTime":559.209,"endTime":561.309,"body":"And then the next question"},{"speaker":"Noon, Pacific time, 3","startTime":559.209,"endTime":561.309,"body":"she asks, which you get"},{"speaker":"Noon, Pacific time, 3","startTime":561.309,"endTime":563.769,"body":"a lot also is, is it"},{"speaker":"Noon, Pacific time, 3","startTime":561.309,"endTime":563.769,"body":"better to call or mail?"},{"speaker":"Noon, Pacific time, 3","startTime":563.774,"endTime":566.679,"body":"And the answer is"},{"speaker":"Noon, Pacific time, 3","startTime":563.774,"endTime":566.679,"body":"yes, mail costs money."},{"speaker":"Noon, Pacific time, 3","startTime":567.369,"endTime":569.649,"body":"And I would say in general,"},{"speaker":"Noon, Pacific time, 3","startTime":567.369,"endTime":569.649,"body":"you have to think of mail"},{"speaker":"Noon, Pacific time, 3","startTime":569.679,"endTime":573.249,"body":"as six or eight or 10 times"},{"speaker":"Noon, Pacific time, 3","startTime":569.679,"endTime":573.249,"body":"a campaign you're talking"},{"speaker":"Noon, Pacific time, 3","startTime":573.254,"endTime":574.959,"body":"about six or eight or $10."},{"speaker":"Noon, Pacific time, 3","startTime":575.634,"endTime":578.184,"body":"Per lead, you might"},{"speaker":"Noon, Pacific time, 3","startTime":575.634,"endTime":578.184,"body":"have 500 leads."},{"speaker":"Noon, Pacific time, 3","startTime":578.184,"endTime":581.754,"body":"That could be 3000 to $5,000"},{"speaker":"Noon, Pacific time, 3","startTime":578.184,"endTime":581.754,"body":"or more, depending on how"},{"speaker":"Noon, Pacific time, 3","startTime":581.754,"endTime":584.364,"body":"much you're gonna spend on"},{"speaker":"Noon, Pacific time, 3","startTime":581.754,"endTime":584.364,"body":"mail when you're starting out."},{"speaker":"Noon, Pacific time, 3","startTime":584.369,"endTime":586.704,"body":"Usually you don't have"},{"speaker":"Noon, Pacific time, 3","startTime":584.369,"endTime":586.704,"body":"extra cash to invest."},{"speaker":"Noon, Pacific time, 3","startTime":587.214,"endTime":590.034,"body":"And so I say to agents, you're"},{"speaker":"Noon, Pacific time, 3","startTime":587.214,"endTime":590.034,"body":"not gonna convert the mailers"},{"speaker":"Noon, Pacific time, 3","startTime":590.034,"endTime":591.654,"body":"generally without phone calling."},{"speaker":"Noon, Pacific time, 3","startTime":592.074,"endTime":593.634,"body":"So why not start"},{"speaker":"Noon, Pacific time, 3","startTime":592.074,"endTime":593.634,"body":"with the phone calls?"},{"speaker":"Noon, Pacific time, 3","startTime":594.039,"endTime":595.449,"body":"You can always"},{"speaker":"Noon, Pacific time, 3","startTime":594.039,"endTime":595.449,"body":"add mailing later."},{"speaker":"Noon, Pacific time, 3","startTime":596.019,"endTime":598.209,"body":"So my general advice to"},{"speaker":"Noon, Pacific time, 3","startTime":596.019,"endTime":598.209,"body":"agents is start with phone"},{"speaker":"Noon, Pacific time, 3","startTime":598.209,"endTime":602.079,"body":"calling is free and it will"},{"speaker":"Noon, Pacific time, 3","startTime":598.209,"endTime":602.079,"body":"help you learn the process."},{"speaker":"Noon, Pacific time, 3","startTime":602.379,"endTime":605.349,"body":"It'll help you learn to convert"},{"speaker":"Noon, Pacific time, 3","startTime":602.379,"endTime":605.349,"body":"people when the time comes that"},{"speaker":"Noon, Pacific time, 3","startTime":605.354,"endTime":609.369,"body":"you mail it'll help you learn"},{"speaker":"Noon, Pacific time, 3","startTime":605.354,"endTime":609.369,"body":"how to convert those people more"},{"speaker":"Noon, Pacific time, 3","startTime":609.369,"endTime":610.709,"body":"effectively than when you just."},{"speaker":"Noon, Pacific time, 3","startTime":610.77,"endTime":613.155,"body":"When you just mail out, cause"},{"speaker":"Noon, Pacific time, 3","startTime":610.77,"endTime":613.155,"body":"obviously if you mailed out,"},{"speaker":"Noon, Pacific time, 3","startTime":613.455,"endTime":615.015,"body":"you know, a hundred, you know,"},{"speaker":"Noon, Pacific time, 3","startTime":613.455,"endTime":615.015,"body":"a hundred pieces and you got"},{"speaker":"Noon, Pacific time, 3","startTime":615.015,"endTime":616.755,"body":"a hundred phone calls, what"},{"speaker":"Noon, Pacific time, 3","startTime":615.015,"endTime":616.755,"body":"are you gonna talk about?"},{"speaker":"Noon, Pacific time, 3","startTime":616.755,"endTime":617.685,"body":"They're gonna call you up."},{"speaker":"Noon, Pacific time, 3","startTime":617.768,"endTime":619.448,"body":"And the answers you have"},{"speaker":"Noon, Pacific time, 3","startTime":617.768,"endTime":619.448,"body":"to, you might as well just"},{"speaker":"Noon, Pacific time, 3","startTime":619.448,"endTime":621.158,"body":"call them and start those"},{"speaker":"Noon, Pacific time, 3","startTime":619.448,"endTime":621.158,"body":"conversations on your end."},{"speaker":"Noon, Pacific time, 3","startTime":621.661,"endTime":625.251,"body":"I saw Cindy on the call"},{"speaker":"Noon, Pacific time, 3","startTime":621.661,"endTime":625.251,"body":"on the a website, asked"},{"speaker":"Noon, Pacific time, 3","startTime":625.251,"endTime":627.201,"body":"for somebody in Brooklyn."},{"speaker":"Noon, Pacific time, 3","startTime":627.365,"endTime":629.986,"body":"And of course someone comes back"},{"speaker":"Noon, Pacific time, 3","startTime":627.365,"endTime":629.986,"body":"and says that they're familiar"},{"speaker":"Noon, Pacific time, 3","startTime":629.986,"endTime":633.166,"body":"in Queens, which is close, but"},{"speaker":"Noon, Pacific time, 3","startTime":629.986,"endTime":633.166,"body":"you know, different boroughs,"},{"speaker":"Noon, Pacific time, 3","startTime":633.166,"endTime":634.325,"body":"different county in essence."},{"speaker":"Noon, Pacific time, 3","startTime":634.325,"endTime":637.808,"body":"And so if you are experienced"},{"speaker":"Noon, Pacific time, 3","startTime":634.325,"endTime":637.808,"body":"probate and it says here"},{"speaker":"Noon, Pacific time, 3","startTime":637.808,"endTime":640.868,"body":"with probate experience, I"},{"speaker":"Noon, Pacific time, 3","startTime":637.808,"endTime":640.868,"body":"suspect Cindy's looking for"},{"speaker":"Noon, Pacific time, 3","startTime":640.868,"endTime":643.508,"body":"a probate real estate agent,"},{"speaker":"Noon, Pacific time, 3","startTime":640.868,"endTime":643.508,"body":"not a probate attorney."},{"speaker":"Noon, Pacific time, 3","startTime":643.508,"endTime":645.488,"body":"But again, we want to be"},{"speaker":"Noon, Pacific time, 3","startTime":643.508,"endTime":645.488,"body":"specific when we go online"},{"speaker":"Noon, Pacific time, 3","startTime":645.878,"endTime":647.018,"body":"and ask for referrals."},{"speaker":"Noon, Pacific time, 3","startTime":647.093,"endTime":647.543,"body":"And then."},{"speaker":"Noon, Pacific time, 3","startTime":647.843,"endTime":649.553,"body":"Michael asked a great,"},{"speaker":"Noon, Pacific time, 3","startTime":647.843,"endTime":649.553,"body":"another great point."},{"speaker":"Noon, Pacific time, 3","startTime":649.583,"endTime":651.263,"body":"I don't know if Michael"},{"speaker":"Noon, Pacific time, 3","startTime":649.583,"endTime":651.263,"body":"Lund is on the call today."},{"speaker":"Noon, Pacific time, 3","startTime":651.913,"endTime":654.223,"body":"So he says, would a website"},{"speaker":"Noon, Pacific time, 3","startTime":651.913,"endTime":654.223,"body":"tying my service as a realtor"},{"speaker":"Noon, Pacific time, 3","startTime":654.223,"endTime":656.953,"body":"professional, be associated"},{"speaker":"Noon, Pacific time, 3","startTime":654.223,"endTime":656.953,"body":"with a business entity from"},{"speaker":"Noon, Pacific time, 3","startTime":656.953,"endTime":659.657,"body":"activities as a real estate"},{"speaker":"Noon, Pacific time, 3","startTime":656.953,"endTime":659.657,"body":"agent with a business entity"},{"speaker":"Noon, Pacific time, 3","startTime":659.657,"endTime":662.697,"body":"for my activities as an"},{"speaker":"Noon, Pacific time, 3","startTime":659.657,"endTime":662.697,"body":"investor or yet a different"},{"speaker":"Noon, Pacific time, 3","startTime":662.697,"endTime":666.387,"body":"business So I think what he's"},{"speaker":"Noon, Pacific time, 3","startTime":662.697,"endTime":666.387,"body":"asking is, do I tell people"},{"speaker":"Noon, Pacific time, 3","startTime":666.387,"endTime":667.567,"body":"I'm a realtor AND investor??"},{"speaker":"Noon, Pacific time, 3","startTime":667.567,"endTime":669.027,"body":"Do I tell people"},{"speaker":"Noon, Pacific time, 3","startTime":667.567,"endTime":669.027,"body":"I'm an investor?"},{"speaker":"Noon, Pacific time, 3","startTime":669.027,"endTime":670.317,"body":"Do I tell people I'm both?"},{"speaker":"Noon, Pacific time, 3","startTime":671.307,"endTime":675.267,"body":"And I think the answer"},{"speaker":"Noon, Pacific time, 3","startTime":671.307,"endTime":675.267,"body":"is what are you and I, I"},{"speaker":"Noon, Pacific time, 3","startTime":675.267,"endTime":677.517,"body":"always feel you want to be"},{"speaker":"Noon, Pacific time, 3","startTime":675.267,"endTime":677.517,"body":"authentic in your marketing."},{"speaker":"Noon, Pacific time, 3","startTime":678.292,"endTime":680.702,"body":"I don't think you wanna pretend"},{"speaker":"Noon, Pacific time, 3","startTime":678.292,"endTime":680.702,"body":"to wear two different hats."},{"speaker":"Noon, Pacific time, 3","startTime":680.702,"endTime":682.652,"body":"I think you wanna know"},{"speaker":"Noon, Pacific time, 3","startTime":680.702,"endTime":682.652,"body":"where the hat that fits"},{"speaker":"Noon, Pacific time, 3","startTime":683.072,"endTime":683.912,"body":"and be authentic with that."},{"speaker":"Noon, Pacific time, 3","startTime":683.912,"endTime":686.612,"body":"So my advice would be figure"},{"speaker":"Noon, Pacific time, 3","startTime":683.912,"endTime":686.612,"body":"out what your role is."},{"speaker":"Noon, Pacific time, 3","startTime":686.612,"endTime":687.452,"body":"What do you really want?"},{"speaker":"Noon, Pacific time, 3","startTime":687.692,"endTime":690.949,"body":"I, I am an investor, but"},{"speaker":"Noon, Pacific time, 3","startTime":687.692,"endTime":690.949,"body":"I'm not really looking"},{"speaker":"Noon, Pacific time, 3","startTime":690.949,"endTime":694.159,"body":"to contact probate leads"},{"speaker":"Noon, Pacific time, 3","startTime":690.949,"endTime":694.159,"body":"for investment property."},{"speaker":"Noon, Pacific time, 3","startTime":694.639,"endTime":696.559,"body":"They're not the kind of"},{"speaker":"Noon, Pacific time, 3","startTime":694.639,"endTime":696.559,"body":"property I wanna invest in."},{"speaker":"Noon, Pacific time, 3","startTime":696.559,"endTime":699.049,"body":"I'm looking for properties"},{"speaker":"Noon, Pacific time, 3","startTime":696.559,"endTime":699.049,"body":"that cash flow and generally"},{"speaker":"Noon, Pacific time, 3","startTime":699.049,"endTime":701.559,"body":"probates are severe"},{"speaker":"Noon, Pacific time, 3","startTime":699.049,"endTime":701.559,"body":"fix and flips or, or..."},{"speaker":"Noon, Pacific time, 3","startTime":701.611,"endTime":703.695,"body":"so, so you have to think"},{"speaker":"Noon, Pacific time, 3","startTime":701.611,"endTime":703.695,"body":"about what you want"},{"speaker":"Noon, Pacific time, 3","startTime":703.695,"endTime":704.535,"body":"and where you want it."},{"speaker":"Noon, Pacific time, 3","startTime":704.535,"endTime":707.445,"body":"And also is that where you"},{"speaker":"Noon, Pacific time, 3","startTime":704.535,"endTime":707.445,"body":"wanna buy property to rehab."},{"speaker":"Noon, Pacific time, 3","startTime":708.075,"endTime":711.015,"body":"Some people make a lot more"},{"speaker":"Noon, Pacific time, 3","startTime":708.075,"endTime":711.015,"body":"money on investment flips"},{"speaker":"Noon, Pacific time, 3","startTime":711.02,"endTime":712.125,"body":"and wanna be investors."},{"speaker":"Noon, Pacific time, 3","startTime":712.125,"endTime":712.695,"body":"Great."},{"speaker":"Noon, Pacific time, 3","startTime":712.725,"endTime":715.095,"body":"I think Dave Pannell is"},{"speaker":"Noon, Pacific time, 3","startTime":712.725,"endTime":715.095,"body":"one of those other people"},{"speaker":"Noon, Pacific time, 3","startTime":715.095,"endTime":718.045,"body":"like me are really, I wanna"},{"speaker":"Noon, Pacific time, 3","startTime":715.095,"endTime":718.045,"body":"be a real estate broker."},{"speaker":"Noon, Pacific time, 3","startTime":718.06,"endTime":720.28,"body":"I make extra money and"},{"speaker":"Noon, Pacific time, 3","startTime":718.06,"endTime":720.28,"body":"invest extra money, but I"},{"speaker":"Noon, Pacific time, 3","startTime":720.28,"endTime":722.68,"body":"don't invest in the kind of"},{"speaker":"Noon, Pacific time, 3","startTime":720.28,"endTime":722.68,"body":"properties that I lead generate."},{"speaker":"Noon, Pacific time, 3","startTime":722.68,"endTime":723.7,"body":"They're two different things."},{"speaker":"Noon, Pacific time, 3","startTime":724.21,"endTime":725.98,"body":"So, Michael, it depends"},{"speaker":"Noon, Pacific time, 3","startTime":724.21,"endTime":725.98,"body":"on where you are."},{"speaker":"Noon, Pacific time, 3","startTime":726.287,"endTime":727.787,"body":"And what you want to be."},{"speaker":"Noon, Pacific time, 3","startTime":727.847,"endTime":730.787,"body":"And I think all of us"},{"speaker":"Noon, Pacific time, 3","startTime":727.847,"endTime":730.787,"body":"have to think about the"},{"speaker":"Noon, Pacific time, 3","startTime":730.787,"endTime":732.137,"body":"number one challenge."},{"speaker":"Noon, Pacific time, 3","startTime":732.137,"endTime":736.247,"body":"I think realtors have is we're"},{"speaker":"Noon, Pacific time, 3","startTime":732.137,"endTime":736.247,"body":"not clear on what value we"},{"speaker":"Noon, Pacific time, 3","startTime":736.247,"endTime":737.807,"body":"create to the marketplace."},{"speaker":"Noon, Pacific time, 3","startTime":737.807,"endTime":741.677,"body":"And when we're not clear, it"},{"speaker":"Noon, Pacific time, 3","startTime":737.807,"endTime":741.677,"body":"makes it very hard for us to."},{"speaker":"Noon, Pacific time, 3","startTime":742.592,"endTime":744.752,"body":"Present that to"},{"speaker":"Noon, Pacific time, 3","startTime":742.592,"endTime":744.752,"body":"prospects and customers."},{"speaker":"Noon, Pacific time, 3","startTime":745.322,"endTime":747.302,"body":"When we're clear,"},{"speaker":"Noon, Pacific time, 3","startTime":745.322,"endTime":747.302,"body":"I'm very clear."},{"speaker":"Noon, Pacific time, 3","startTime":747.302,"endTime":750.572,"body":"I'm an expert in helping"},{"speaker":"Noon, Pacific time, 3","startTime":747.302,"endTime":750.572,"body":"families and attorneys"},{"speaker":"Noon, Pacific time, 3","startTime":750.932,"endTime":753.422,"body":"sell probate real"},{"speaker":"Noon, Pacific time, 3","startTime":750.932,"endTime":753.422,"body":"estate in California."},{"speaker":"Noon, Pacific time, 3","startTime":754.112,"endTime":756.002,"body":"And when I'm clear on"},{"speaker":"Noon, Pacific time, 3","startTime":754.112,"endTime":756.002,"body":"that, then the marketing"},{"speaker":"Noon, Pacific time, 3","startTime":756.062,"endTime":757.862,"body":"strategy becomes more clear."},{"speaker":"Noon, Pacific time, 3","startTime":758.252,"endTime":760.802,"body":"I'm an investor too, but"},{"speaker":"Noon, Pacific time, 3","startTime":758.252,"endTime":760.802,"body":"I'm not a great investor."},{"speaker":"Noon, Pacific time, 3","startTime":761.282,"endTime":763.802,"body":"I would buy a property, a"},{"speaker":"Noon, Pacific time, 3","startTime":761.282,"endTime":763.802,"body":"lipstick flip if I can buy"},{"speaker":"Noon, Pacific time, 3","startTime":763.802,"endTime":766.322,"body":"a property and, and trash"},{"speaker":"Noon, Pacific time, 3","startTime":763.802,"endTime":766.322,"body":"it out and clean it out and"},{"speaker":"Noon, Pacific time, 3","startTime":766.322,"endTime":768.342,"body":"put it back in the market, I"},{"speaker":"Noon, Pacific time, 3","startTime":766.322,"endTime":768.342,"body":"would do it and move quickly."},{"speaker":"Noon, Pacific time, 3","startTime":768.967,"endTime":771.217,"body":"I'm good at that, but I'm"},{"speaker":"Noon, Pacific time, 3","startTime":768.967,"endTime":771.217,"body":"not looking for those."},{"speaker":"Noon, Pacific time, 3","startTime":771.487,"endTime":774.067,"body":"There's just not that many"},{"speaker":"Noon, Pacific time, 3","startTime":771.487,"endTime":774.067,"body":"of 'em in the probate space."},{"speaker":"Noon, Pacific time, 3","startTime":774.637,"endTime":776.407,"body":"So you have to be clear on"},{"speaker":"Noon, Pacific time, 3","startTime":774.637,"endTime":776.407,"body":"what you're looking for,"},{"speaker":"Noon, Pacific time, 3","startTime":776.407,"endTime":779.107,"body":"make sure that you put that"},{"speaker":"Noon, Pacific time, 3","startTime":776.407,"endTime":779.107,"body":"out there so you can attract"},{"speaker":"Noon, Pacific time, 3","startTime":779.107,"endTime":780.89,"body":"that kind of business to"},{"speaker":"Noon, Pacific time, 3","startTime":779.107,"endTime":780.89,"body":"what you're looking for."},{"speaker":"Noon, Pacific time, 3","startTime":780.909,"endTime":782.559,"body":"Hey, real quick, I have you"},{"speaker":"Noon, Pacific time, 3","startTime":780.909,"endTime":782.559,"body":"guys on the phone, would you"},{"speaker":"Noon, Pacific time, 3","startTime":782.564,"endTime":787.059,"body":"put into the chat box if you're"},{"speaker":"Noon, Pacific time, 3","startTime":782.564,"endTime":787.059,"body":"a realtor or you're an investor"},{"speaker":"Noon, Pacific time, 3","startTime":787.059,"endTime":788.859,"body":"primarily, or a whole seller?"},{"speaker":"Noon, Pacific time, 3","startTime":789.784,"endTime":791.914,"body":"Pick, and I understand we"},{"speaker":"Noon, Pacific time, 3","startTime":789.784,"endTime":791.914,"body":"can all do all three and"},{"speaker":"Noon, Pacific time, 3","startTime":791.914,"endTime":794.944,"body":"I've done all three, but what"},{"speaker":"Noon, Pacific time, 3","startTime":791.914,"endTime":794.944,"body":"if you could build one, I"},{"speaker":"Noon, Pacific time, 3","startTime":794.944,"endTime":796.114,"body":"could give you a magic wand."},{"speaker":"Noon, Pacific time, 3","startTime":796.114,"endTime":798.784,"body":"Would you be more successful"},{"speaker":"Noon, Pacific time, 3","startTime":796.114,"endTime":798.784,"body":"in your business as a"},{"speaker":"Noon, Pacific time, 3","startTime":798.789,"endTime":802.564,"body":"realtor or more successful"},{"speaker":"Noon, Pacific time, 3","startTime":798.789,"endTime":802.564,"body":"as an investor or more"},{"speaker":"Noon, Pacific time, 3","startTime":802.564,"endTime":803.944,"body":"successful as a wholesale?"},{"speaker":"Noon, Pacific time, 3","startTime":803.949,"endTime":805.384,"body":"What would your"},{"speaker":"Noon, Pacific time, 3","startTime":803.949,"endTime":805.384,"body":"primary focus be?"},{"speaker":"Noon, Pacific time, 3","startTime":806.824,"endTime":807.034,"body":"Like?"},{"speaker":"Noon, Pacific time, 3","startTime":807.039,"endTime":808.174,"body":"Mostly realtors."},{"speaker":"Noon, Pacific time, 3","startTime":808.174,"endTime":808.534,"body":"Okay."},{"speaker":"Noon, Pacific time, 3","startTime":809.204,"endTime":810.194,"body":"If you're investors,"},{"speaker":"Noon, Pacific time, 3","startTime":809.204,"endTime":810.194,"body":"there we go."},{"speaker":"Noon, Pacific time, 3","startTime":810.194,"endTime":810.554,"body":"Investors."},{"speaker":"Noon, Pacific time, 3","startTime":810.554,"endTime":811.964,"body":"They can come back"},{"speaker":"Noon, Pacific time, 3","startTime":810.554,"endTime":811.964,"body":"more realtors."},{"speaker":"Noon, Pacific time, 3","startTime":811.964,"endTime":812.264,"body":"Okay."},{"speaker":"Noon, Pacific time, 3","startTime":814.139,"endTime":818.459,"body":"So looks to me 70%"},{"speaker":"Noon, Pacific time, 3","startTime":814.139,"endTime":818.459,"body":"or so are realtors."},{"speaker":"Noon, Pacific time, 3","startTime":818.999,"endTime":821.579,"body":"So if I speak to that more"},{"speaker":"Noon, Pacific time, 3","startTime":818.999,"endTime":821.579,"body":"that's because I think that's"},{"speaker":"Noon, Pacific time, 3","startTime":821.584,"endTime":822.629,"body":"where more this audience is."},{"speaker":"Noon, Pacific time, 3","startTime":823.079,"endTime":824.639,"body":"That's not true of"},{"speaker":"Noon, Pacific time, 3","startTime":823.079,"endTime":824.639,"body":"all probate programs."},{"speaker":"Noon, Pacific time, 3","startTime":824.639,"endTime":827.699,"body":"This one is, I think more"},{"speaker":"Noon, Pacific time, 3","startTime":824.639,"endTime":827.699,"body":"realtor focused though."},{"speaker":"Noon, Pacific time, 3","startTime":827.699,"endTime":829.469,"body":"Chad is really more"},{"speaker":"Noon, Pacific time, 3","startTime":827.699,"endTime":829.469,"body":"of investor focused."},{"speaker":"Noon, Pacific time, 3","startTime":829.469,"endTime":830.639,"body":"I think it's his style."},{"speaker":"Noon, Pacific time, 3","startTime":830.639,"endTime":833.759,"body":"So I don't know it's cuz we"},{"speaker":"Noon, Pacific time, 3","startTime":830.639,"endTime":833.759,"body":"attract realtors more or on this"},{"speaker":"Noon, Pacific time, 3","startTime":833.759,"endTime":835.559,"body":"call, I help keep more realtors."},{"speaker":"Noon, Pacific time, 3","startTime":835.559,"endTime":836.909,"body":"I'm not sure what the"},{"speaker":"Noon, Pacific time, 3","startTime":835.559,"endTime":836.909,"body":"reason for that is."},{"speaker":"Noon, Pacific time, 3","startTime":836.909,"endTime":839.774,"body":"So, so, on the Roger is"},{"speaker":"Noon, Pacific time, 3","startTime":836.909,"endTime":839.774,"body":"a broker and been doing"},{"speaker":"Noon, Pacific time, 3","startTime":839.774,"endTime":840.524,"body":"probate for 30 years."},{"speaker":"Noon, Pacific time, 3","startTime":840.524,"endTime":840.854,"body":"Roger."},{"speaker":"Noon, Pacific time, 3","startTime":840.884,"endTime":841.454,"body":"Good for you."},{"speaker":"Noon, Pacific time, 3","startTime":841.484,"endTime":842.188,"body":"Where are you located?"},{"speaker":"Noon, Pacific time, 3","startTime":842.188,"endTime":842.638,"body":"Roger?"},{"speaker":"Noon, Pacific time, 3","startTime":844.105,"endTime":845.545,"body":"Fremont, California."},{"speaker":"Noon, Pacific time, 3","startTime":845.755,"endTime":849.445,"body":"So I do Southern Alameda"},{"speaker":"Noon, Pacific time, 3","startTime":845.755,"endTime":849.445,"body":"county, California"},{"speaker":"Noon, Pacific time, 3","startTime":849.445,"endTime":850.795,"body":"Southern Alameda county."},{"speaker":"Noon, Pacific time, 3","startTime":850.8,"endTime":854.281,"body":"So Oakland Raider territory"},{"speaker":"Noon, Pacific time, 3","startTime":850.8,"endTime":854.281,"body":"sounds like, yeah,  I've"},{"speaker":"Noon, Pacific time, 3","startTime":854.281,"endTime":857.102,"body":"been working with a local"},{"speaker":"Noon, Pacific time, 3","startTime":854.281,"endTime":857.102,"body":"attorney for many, many years"},{"speaker":"Noon, Pacific time, 3","startTime":857.249,"endTime":859.679,"body":"and it has been a really"},{"speaker":"Noon, Pacific time, 3","startTime":857.249,"endTime":859.679,"body":"good source of probates."},{"speaker":"Noon, Pacific time, 3","startTime":860.21,"endTime":861.77,"body":"I would think particularly"},{"speaker":"Noon, Pacific time, 3","startTime":860.21,"endTime":861.77,"body":"in that area, I think you'd"},{"speaker":"Noon, Pacific time, 3","startTime":861.77,"endTime":862.64,"body":"have a real good shot at it."},{"speaker":"Noon, Pacific time, 3","startTime":862.7,"endTime":863.0,"body":"Good."},{"speaker":"Noon, Pacific time, 3","startTime":863.624,"endTime":865.304,"body":"What's the biggest challenge you"},{"speaker":"Noon, Pacific time, 3","startTime":863.624,"endTime":865.304,"body":"have in building your business?"},{"speaker":"Noon, Pacific time, 3","startTime":865.304,"endTime":866.534,"body":"Appreciate having"},{"speaker":"Noon, Pacific time, 3","startTime":865.304,"endTime":866.534,"body":"on the call today."},{"speaker":"Noon, Pacific time, 3","startTime":866.534,"endTime":867.515,"body":"What's your biggest challenge?"},{"speaker":"Noon, Pacific time, 3","startTime":867.534,"endTime":869.184,"body":"Dealing with the crazy families."},{"speaker":"Noon, Pacific time, 3","startTime":871.524,"endTime":875.364,"body":"Everyone has got heirs"},{"speaker":"Noon, Pacific time, 3","startTime":871.524,"endTime":875.364,"body":"fighting with each other."},{"speaker":"Noon, Pacific time, 3","startTime":875.364,"endTime":878.3,"body":"I can't tell you how many"},{"speaker":"Noon, Pacific time, 3","startTime":875.364,"endTime":878.3,"body":"lawsuits I've settled mainly"},{"speaker":"Noon, Pacific time, 3","startTime":878.3,"endTime":882.38,"body":"just by calling each and every"},{"speaker":"Noon, Pacific time, 3","startTime":878.3,"endTime":882.38,"body":"one and keeping them updated."},{"speaker":"Noon, Pacific time, 3","startTime":884.064,"endTime":886.134,"body":"You know, it, it's really"},{"speaker":"Noon, Pacific time, 3","startTime":884.064,"endTime":886.134,"body":"interesting you say that."},{"speaker":"Noon, Pacific time, 3","startTime":887.034,"endTime":888.174,"body":"I think that's my strength."},{"speaker":"Noon, Pacific time, 3","startTime":888.547,"endTime":889.617,"body":"My father was an attorney."},{"speaker":"Noon, Pacific time, 3","startTime":890.842,"endTime":893.182,"body":"And I, I interned in his"},{"speaker":"Noon, Pacific time, 3","startTime":890.842,"endTime":893.182,"body":"law firm for years for"},{"speaker":"Noon, Pacific time, 3","startTime":893.182,"endTime":894.622,"body":"a few years when I was a"},{"speaker":"Noon, Pacific time, 3","startTime":893.182,"endTime":894.622,"body":"high school in college."},{"speaker":"Noon, Pacific time, 3","startTime":894.742,"endTime":897.575,"body":"And as a real estate agent, I"},{"speaker":"Noon, Pacific time, 3","startTime":894.742,"endTime":897.575,"body":"have disproportionate business"},{"speaker":"Noon, Pacific time, 3","startTime":897.575,"endTime":900.575,"body":"with attorneys in the last"},{"speaker":"Noon, Pacific time, 3","startTime":897.575,"endTime":900.575,"body":"three and a half years focused"},{"speaker":"Noon, Pacific time, 3","startTime":900.575,"endTime":902.075,"body":"on probate real estate."},{"speaker":"Noon, Pacific time, 3","startTime":902.705,"endTime":904.585,"body":"And the number one thing"},{"speaker":"Noon, Pacific time, 3","startTime":902.705,"endTime":904.585,"body":"I think I do BA is when"},{"speaker":"Noon, Pacific time, 3","startTime":904.585,"endTime":905.705,"body":"there are multiple parties."},{"speaker":"Noon, Pacific time, 3","startTime":905.71,"endTime":907.745,"body":"In fact, one of the first"},{"speaker":"Noon, Pacific time, 3","startTime":905.71,"endTime":907.745,"body":"probate listings I got, I"},{"speaker":"Noon, Pacific time, 3","startTime":907.745,"endTime":910.777,"body":"was in court and there, there"},{"speaker":"Noon, Pacific time, 3","startTime":907.745,"endTime":910.777,"body":"were two petitioners fighting"},{"speaker":"Noon, Pacific time, 3","startTime":910.777,"endTime":912.697,"body":"over who would run the estate."},{"speaker":"Noon, Pacific time, 3","startTime":913.177,"endTime":914.887,"body":"And I reached out to both"},{"speaker":"Noon, Pacific time, 3","startTime":913.177,"endTime":914.887,"body":"attorneys saying I would be"},{"speaker":"Noon, Pacific time, 3","startTime":914.887,"endTime":917.457,"body":"glad to, you know, arbitrate and"},{"speaker":"Noon, Pacific time, 3","startTime":914.887,"endTime":917.457,"body":"be in the middle as a realtor"},{"speaker":"Noon, Pacific time, 3","startTime":917.462,"endTime":918.42,"body":"and would sell the house."},{"speaker":"Noon, Pacific time, 3","startTime":918.425,"endTime":920.615,"body":"The money goes into"},{"speaker":"Noon, Pacific time, 3","startTime":918.425,"endTime":920.615,"body":"escrow rather than having"},{"speaker":"Noon, Pacific time, 3","startTime":920.615,"endTime":922.295,"body":"a vacant house with a"},{"speaker":"Noon, Pacific time, 3","startTime":920.615,"endTime":922.295,"body":"loan and such on it."},{"speaker":"Noon, Pacific time, 3","startTime":923.045,"endTime":923.885,"body":"And I'm good at that."},{"speaker":"Noon, Pacific time, 3","startTime":923.885,"endTime":926.285,"body":"And what's, what's the"},{"speaker":"Noon, Pacific time, 3","startTime":923.885,"endTime":926.285,"body":"magic to that is I would"},{"speaker":"Noon, Pacific time, 3","startTime":926.285,"endTime":928.595,"body":"call both parties and I"},{"speaker":"Noon, Pacific time, 3","startTime":926.285,"endTime":928.595,"body":"would status both attorneys."},{"speaker":"Noon, Pacific time, 3","startTime":929.025,"endTime":932.415,"body":"Just today, I have a case where"},{"speaker":"Noon, Pacific time, 3","startTime":929.025,"endTime":932.415,"body":"I had these two warring parties,"},{"speaker":"Noon, Pacific time, 3","startTime":932.715,"endTime":935.415,"body":"but I, I, you know, reach out"},{"speaker":"Noon, Pacific time, 3","startTime":932.715,"endTime":935.415,"body":"to both principals and then"},{"speaker":"Noon, Pacific time, 3","startTime":935.775,"endTime":938.355,"body":"if they don't answer, I send"},{"speaker":"Noon, Pacific time, 3","startTime":935.775,"endTime":938.355,"body":"them both personal emails."},{"speaker":"Noon, Pacific time, 3","startTime":938.565,"endTime":939.855,"body":"I copy and paste the same email."},{"speaker":"Noon, Pacific time, 3","startTime":940.245,"endTime":942.225,"body":"And then I contact both"},{"speaker":"Noon, Pacific time, 3","startTime":940.245,"endTime":942.225,"body":"attorneys, so everybody's"},{"speaker":"Noon, Pacific time, 3","startTime":942.225,"endTime":943.665,"body":"involved in, in what goes on."},{"speaker":"Noon, Pacific time, 3","startTime":944.115,"endTime":947.385,"body":"It takes an extra three minutes,"},{"speaker":"Noon, Pacific time, 3","startTime":944.115,"endTime":947.385,"body":"maybe an extra five minutes."},{"speaker":"Noon, Pacific time, 3","startTime":948.345,"endTime":949.335,"body":"But that's critical."},{"speaker":"Noon, Pacific time, 3","startTime":949.335,"endTime":950.445,"body":"And I think it's a great asset."},{"speaker":"Noon, Pacific time, 3","startTime":950.445,"endTime":952.695,"body":"It's hard to explain to an"},{"speaker":"Noon, Pacific time, 3","startTime":950.445,"endTime":952.695,"body":"attorney how you're good at"},{"speaker":"Noon, Pacific time, 3","startTime":952.695,"endTime":954.825,"body":"that something you can build"},{"speaker":"Noon, Pacific time, 3","startTime":952.695,"endTime":954.825,"body":"over time, but I think the"},{"speaker":"Noon, Pacific time, 3","startTime":954.825,"endTime":959.32,"body":"attorneys really value that,"},{"speaker":"Noon, Pacific time, 3","startTime":954.825,"endTime":959.32,"body":"that skill so good for you."},{"speaker":"Noon, Pacific time, 3","startTime":960.34,"endTime":960.73,"body":"Bill."},{"speaker":"Noon, Pacific time, 3","startTime":961.18,"endTime":961.6,"body":"Yes."},{"speaker":"Noon, Pacific time, 3","startTime":961.605,"endTime":962.32,"body":"This is Deborah."},{"speaker":"Noon, Pacific time, 3","startTime":962.32,"endTime":965.989,"body":"I like to ask Roger"},{"speaker":"Noon, Pacific time, 3","startTime":962.32,"endTime":965.989,"body":"how he met the attorney"},{"speaker":"Noon, Pacific time, 3","startTime":965.989,"endTime":966.979,"body":"that he's working with."},{"speaker":"Noon, Pacific time, 3","startTime":967.129,"endTime":969.019,"body":"How did that"},{"speaker":"Noon, Pacific time, 3","startTime":967.129,"endTime":969.019,"body":"relationship come about?"},{"speaker":"Noon, Pacific time, 3","startTime":969.769,"endTime":970.099,"body":"Sure."},{"speaker":"Noon, Pacific time, 3","startTime":970.568,"endTime":975.153,"body":"Actually I brought him a"},{"speaker":"Noon, Pacific time, 3","startTime":970.568,"endTime":975.153,"body":"probate almost 30 years ago."},{"speaker":"Noon, Pacific time, 3","startTime":975.175,"endTime":978.209,"body":"And it was an extremely"},{"speaker":"Noon, Pacific time, 3","startTime":975.175,"endTime":978.209,"body":"difficult one where there"},{"speaker":"Noon, Pacific time, 3","startTime":978.209,"endTime":982.859,"body":"were no heirs living in the"},{"speaker":"Noon, Pacific time, 3","startTime":978.209,"endTime":982.859,"body":"property or in the area."},{"speaker":"Noon, Pacific time, 3","startTime":982.915,"endTime":985.424,"body":"The attorney did a name"},{"speaker":"Noon, Pacific time, 3","startTime":982.915,"endTime":985.424,"body":"search and came up with"},{"speaker":"Noon, Pacific time, 3","startTime":985.424,"endTime":988.874,"body":"an, a niece living a"},{"speaker":"Noon, Pacific time, 3","startTime":985.424,"endTime":988.874,"body":"couple hundred miles away."},{"speaker":"Noon, Pacific time, 3","startTime":989.459,"endTime":992.634,"body":"We ran her through for"},{"speaker":"Noon, Pacific time, 3","startTime":989.459,"endTime":992.634,"body":"letters and received them."},{"speaker":"Noon, Pacific time, 3","startTime":993.114,"endTime":996.597,"body":"And I orchestrated clean out"},{"speaker":"Noon, Pacific time, 3","startTime":993.114,"endTime":996.597,"body":"of the house and we sold it."},{"speaker":"Noon, Pacific time, 3","startTime":997.587,"endTime":999.327,"body":"And it caught on fire"},{"speaker":"Noon, Pacific time, 3","startTime":997.587,"endTime":999.327,"body":"the very next day."},{"speaker":"Noon, Pacific time, 3","startTime":1000.27,"endTime":1000.72,"body":"Wow."},{"speaker":"Noon, Pacific time, 3","startTime":1001.59,"endTime":1004.68,"body":"I had tarped the roof cuz"},{"speaker":"Noon, Pacific time, 3","startTime":1001.59,"endTime":1004.68,"body":"it was in terrible shape"},{"speaker":"Noon, Pacific time, 3","startTime":1005.25,"endTime":1007.62,"body":"and the buyer went in and"},{"speaker":"Noon, Pacific time, 3","startTime":1005.25,"endTime":1007.62,"body":"pulled the tarps off and it"},{"speaker":"Noon, Pacific time, 3","startTime":1007.62,"endTime":1008.94,"body":"rained and caught on fire."},{"speaker":"Noon, Pacific time, 3","startTime":1009.69,"endTime":1010.41,"body":"Oh my goodness."},{"speaker":"Noon, Pacific time, 3","startTime":1010.47,"endTime":1010.95,"body":"Thank you."},{"speaker":"Noon, Pacific time, 3","startTime":1011.655,"endTime":1011.805,"body":"Yeah."},{"speaker":"Noon, Pacific time, 3","startTime":1012.375,"endTime":1015.465,"body":"You can, you can tell real"},{"speaker":"Noon, Pacific time, 3","startTime":1012.375,"endTime":1015.465,"body":"probate people from fakes,"},{"speaker":"Noon, Pacific time, 3","startTime":1015.465,"endTime":1017.445,"body":"the fake people tell you"},{"speaker":"Noon, Pacific time, 3","startTime":1015.465,"endTime":1017.445,"body":"how tough the business is."},{"speaker":"Noon, Pacific time, 3","startTime":1017.775,"endTime":1019.665,"body":"The real ones will brag"},{"speaker":"Noon, Pacific time, 3","startTime":1017.775,"endTime":1019.665,"body":"about how tough it is."},{"speaker":"Noon, Pacific time, 3","startTime":1020.735,"endTime":1021.025,"body":"Yeah."},{"speaker":"Noon, Pacific time, 3","startTime":1021.285,"endTime":1022.215,"body":"Did it have insurance?"},{"speaker":"Noon, Pacific time, 3","startTime":1024.645,"endTime":1025.815,"body":"Thank goodness it did."},{"speaker":"Noon, Pacific time, 3","startTime":1026.415,"endTime":1026.715,"body":"Good."},{"speaker":"Noon, Pacific time, 3","startTime":1027.215,"endTime":1027.505,"body":"Good."},{"speaker":"Noon, Pacific time, 3","startTime":1027.855,"endTime":1028.095,"body":"Bill."},{"speaker":"Noon, Pacific time, 3","startTime":1028.095,"endTime":1030.765,"body":"I wanted to comment on that"},{"speaker":"Noon, Pacific time, 3","startTime":1028.095,"endTime":1030.765,"body":"answer you gave earlier."},{"speaker":"Noon, Pacific time, 3","startTime":1030.765,"endTime":1033.825,"body":"I, I just wanted to say that"},{"speaker":"Noon, Pacific time, 3","startTime":1030.765,"endTime":1033.825,"body":"was a great answer you gave."},{"speaker":"Noon, Pacific time, 3","startTime":1034.125,"endTime":1035.205,"body":"What are you who are."},{"speaker":"Noon, Pacific time, 3","startTime":1035.895,"endTime":1037.335,"body":"I really like that answer."},{"speaker":"Noon, Pacific time, 3","startTime":1037.335,"endTime":1039.165,"body":"So I wanted to say"},{"speaker":"Noon, Pacific time, 3","startTime":1037.335,"endTime":1039.165,"body":"thank you for that."},{"speaker":"Noon, Pacific time, 3","startTime":1039.615,"endTime":1040.215,"body":"My pleasure."},{"speaker":"Noon, Pacific time, 3","startTime":1040.785,"endTime":1044.533,"body":"Yeah, my, my sponsor, one"},{"speaker":"Noon, Pacific time, 3","startTime":1040.785,"endTime":1044.533,"body":"of my mentors is Don Hobbs."},{"speaker":"Noon, Pacific time, 3","startTime":1045.336,"endTime":1048.41,"body":"When I was in real estate,"},{"speaker":"Noon, Pacific time, 3","startTime":1045.336,"endTime":1048.41,"body":"I started 1986, the first"},{"speaker":"Noon, Pacific time, 3","startTime":1048.41,"endTime":1051.05,"body":"two coaching options were"},{"speaker":"Noon, Pacific time, 3","startTime":1048.41,"endTime":1051.05,"body":"Mike ferry and then Hobbs"},{"speaker":"Noon, Pacific time, 3","startTime":1051.05,"endTime":1052.28,"body":"Herder was an alternative."},{"speaker":"Noon, Pacific time, 3","startTime":1052.94,"endTime":1056.66,"body":"And Hobbs Herder was a company"},{"speaker":"Noon, Pacific time, 3","startTime":1052.94,"endTime":1056.66,"body":"that created the concept"},{"speaker":"Noon, Pacific time, 3","startTime":1056.665,"endTime":1059.03,"body":"that real estate agents"},{"speaker":"Noon, Pacific time, 3","startTime":1056.665,"endTime":1059.03,"body":"should market themselves."},{"speaker":"Noon, Pacific time, 3","startTime":1059.42,"endTime":1061.88,"body":"Back in those days, it was"},{"speaker":"Noon, Pacific time, 3","startTime":1059.42,"endTime":1061.88,"body":"through the company branding."},{"speaker":"Noon, Pacific time, 3","startTime":1062.54,"endTime":1064.64,"body":"Of course, in those days, the"},{"speaker":"Noon, Pacific time, 3","startTime":1062.54,"endTime":1064.64,"body":"signs all went to the company"},{"speaker":"Noon, Pacific time, 3","startTime":1064.64,"endTime":1066.17,"body":"front desk, phone systems."},{"speaker":"Noon, Pacific time, 3","startTime":1066.895,"endTime":1068.965,"body":"All you know, corporate"},{"speaker":"Noon, Pacific time, 3","startTime":1066.895,"endTime":1068.965,"body":"phone systems weren't we"},{"speaker":"Noon, Pacific time, 3","startTime":1068.965,"endTime":1069.925,"body":"didn't have cell phones then."},{"speaker":"Noon, Pacific time, 3","startTime":1070.405,"endTime":1071.305,"body":"So it made sense."},{"speaker":"Noon, Pacific time, 3","startTime":1071.725,"endTime":1073.705,"body":"And hubs heard was the"},{"speaker":"Noon, Pacific time, 3","startTime":1071.725,"endTime":1073.705,"body":"first company to say, well,"},{"speaker":"Noon, Pacific time, 3","startTime":1073.705,"endTime":1077.245,"body":"leave your high commission"},{"speaker":"Noon, Pacific time, 3","startTime":1073.705,"endTime":1077.245,"body":"charging company and go to"},{"speaker":"Noon, Pacific time, 3","startTime":1077.245,"endTime":1078.355,"body":"one of the charges less."},{"speaker":"Noon, Pacific time, 3","startTime":1078.655,"endTime":1080.065,"body":"That's how Remax really grew."},{"speaker":"Noon, Pacific time, 3","startTime":1080.225,"endTime":1082.995,"body":"People were leaving Century"},{"speaker":"Noon, Pacific time, 3","startTime":1080.225,"endTime":1082.995,"body":"21 cold banker paying,"},{"speaker":"Noon, Pacific time, 3","startTime":1083.315,"endTime":1084.845,"body":"you know, on a 60% split."},{"speaker":"Noon, Pacific time, 3","startTime":1085.215,"endTime":1088.165,"body":"To go to Remax, they called a"},{"speaker":"Noon, Pacific time, 3","startTime":1085.215,"endTime":1088.165,"body":"hundred percent, but whatever."},{"speaker":"Noon, Pacific time, 3","startTime":1088.165,"endTime":1090.189,"body":"But take the difference"},{"speaker":"Noon, Pacific time, 3","startTime":1088.165,"endTime":1090.189,"body":"in brand yourself."},{"speaker":"Noon, Pacific time, 3","startTime":1090.819,"endTime":1094.352,"body":"And so Don Hobbs had a that"},{"speaker":"Noon, Pacific time, 3","startTime":1090.819,"endTime":1094.352,"body":"concept of branding in focus."},{"speaker":"Noon, Pacific time, 3","startTime":1094.357,"endTime":1096.787,"body":"And he has a YouTube"},{"speaker":"Noon, Pacific time, 3","startTime":1094.357,"endTime":1096.787,"body":"channel, a YouTube video"},{"speaker":"Noon, Pacific time, 3","startTime":1096.787,"endTime":1098.061,"body":"called the brand is you."},{"speaker":"Noon, Pacific time, 3","startTime":1098.721,"endTime":1100.731,"body":"And I saw him do it in person"},{"speaker":"Noon, Pacific time, 3","startTime":1098.721,"endTime":1100.731,"body":"and it was life changing."},{"speaker":"Noon, Pacific time, 3","startTime":1100.821,"endTime":1102.791,"body":"And I sat down, thought"},{"speaker":"Noon, Pacific time, 3","startTime":1100.821,"endTime":1102.791,"body":"about that's where"},{"speaker":"Noon, Pacific time, 3","startTime":1102.791,"endTime":1103.661,"body":"probably kind of came to."},{"speaker":"Noon, Pacific time, 3","startTime":1104.851,"endTime":1107.431,"body":"But more than just probate"},{"speaker":"Noon, Pacific time, 3","startTime":1104.851,"endTime":1107.431,"body":"become a specific vision"},{"speaker":"Noon, Pacific time, 3","startTime":1107.431,"endTime":1109.231,"body":"of what I wanted to"},{"speaker":"Noon, Pacific time, 3","startTime":1107.431,"endTime":1109.231,"body":"build within my business."},{"speaker":"Noon, Pacific time, 3","startTime":1109.981,"endTime":1113.461,"body":"Once I got clear on that"},{"speaker":"Noon, Pacific time, 3","startTime":1109.981,"endTime":1113.461,"body":"vision, the next steps"},{"speaker":"Noon, Pacific time, 3","startTime":1113.461,"endTime":1114.751,"body":"made a lot of sense."},{"speaker":"Noon, Pacific time, 3","startTime":1115.261,"endTime":1118.981,"body":"And that's the key part is when"},{"speaker":"Noon, Pacific time, 3","startTime":1115.261,"endTime":1118.981,"body":"you're clear on the bullseye,"},{"speaker":"Noon, Pacific time, 3","startTime":1119.521,"endTime":1122.011,"body":"the path to get the arrow on"},{"speaker":"Noon, Pacific time, 3","startTime":1119.521,"endTime":1122.011,"body":"the bullseye is more clear"},{"speaker":"Noon, Pacific time, 3","startTime":1122.011,"endTime":1123.271,"body":"than when you're not clear"},{"speaker":"Noon, Pacific time, 3","startTime":1122.011,"endTime":1123.271,"body":"where you're shooting at."},{"speaker":"Noon, Pacific time, 3","startTime":1123.318,"endTime":1125.328,"body":"And so I find most people's"},{"speaker":"Noon, Pacific time, 3","startTime":1123.318,"endTime":1125.328,"body":"challenge in real estate"},{"speaker":"Noon, Pacific time, 3","startTime":1125.328,"endTime":1129.288,"body":"in particular is not being"},{"speaker":"Noon, Pacific time, 3","startTime":1125.328,"endTime":1129.288,"body":"crystal clear what you're"},{"speaker":"Noon, Pacific time, 3","startTime":1129.288,"endTime":1130.128,"body":"trying to accomplish."},{"speaker":"Noon, Pacific time, 3","startTime":1130.218,"endTime":1132.558,"body":"And, and if you just buy"},{"speaker":"Noon, Pacific time, 3","startTime":1130.218,"endTime":1132.558,"body":"a program and copy what"},{"speaker":"Noon, Pacific time, 3","startTime":1132.563,"endTime":1135.493,"body":"they do, it's not authentic"},{"speaker":"Noon, Pacific time, 3","startTime":1132.563,"endTime":1135.493,"body":"or genuine if it feels"},{"speaker":"Noon, Pacific time, 3","startTime":1135.493,"endTime":1137.383,"body":"inauthentic, that's the problem."},{"speaker":"Noon, Pacific time, 3","startTime":1137.833,"endTime":1139.603,"body":"And so you wanna be really"},{"speaker":"Noon, Pacific time, 3","startTime":1137.833,"endTime":1139.603,"body":"clear on what you wanna do, so"},{"speaker":"Noon, Pacific time, 3","startTime":1139.633,"endTime":1140.429,"body":"thank you for pointing it out."},{"speaker":"Noon, Pacific time, 3","startTime":1140.429,"endTime":1140.982,"body":"Let's see."},{"speaker":"Noon, Pacific time, 3","startTime":1141.012,"endTime":1144.705,"body":"I wanted to share also just in"},{"speaker":"Noon, Pacific time, 3","startTime":1141.012,"endTime":1144.705,"body":"the, in the probably Mastery."},{"speaker":"Noon, Pacific time, 3","startTime":1145.364,"endTime":1148.436,"body":"Miriam Cruz shared some"},{"speaker":"Noon, Pacific time, 3","startTime":1145.364,"endTime":1148.436,"body":"material she put together."},{"speaker":"Noon, Pacific time, 3","startTime":1148.436,"endTime":1149.186,"body":"I thought it was fantastic."},{"speaker":"Noon, Pacific time, 3","startTime":1149.186,"endTime":1152.216,"body":"A probate handbook and she"},{"speaker":"Noon, Pacific time, 3","startTime":1149.186,"endTime":1152.216,"body":"was asking for feedback on it."},{"speaker":"Noon, Pacific time, 3","startTime":1152.216,"endTime":1155.186,"body":"And I just wanted show you"},{"speaker":"Noon, Pacific time, 3","startTime":1152.216,"endTime":1155.186,"body":"describing what probate is and"},{"speaker":"Noon, Pacific time, 3","startTime":1155.186,"endTime":1157.566,"body":"the personal representative's"},{"speaker":"Noon, Pacific time, 3","startTime":1155.186,"endTime":1157.566,"body":"responsibilities."},{"speaker":"Noon, Pacific time, 3","startTime":1157.746,"endTime":1159.756,"body":"How long does probably"},{"speaker":"Noon, Pacific time, 3","startTime":1157.746,"endTime":1159.756,"body":"take with a timeline?"},{"speaker":"Noon, Pacific time, 3","startTime":1160.223,"endTime":1161.98,"body":"Would we have to"},{"speaker":"Noon, Pacific time, 3","startTime":1160.223,"endTime":1161.98,"body":"sell a property?"},{"speaker":"Noon, Pacific time, 3","startTime":1162.15,"endTime":1163.41,"body":"What can you except from us?"},{"speaker":"Noon, Pacific time, 3","startTime":1163.449,"endTime":1164.559,"body":"Resource list."},{"speaker":"Noon, Pacific time, 3","startTime":1164.562,"endTime":1166.475,"body":"Her picture with a big"},{"speaker":"Noon, Pacific time, 3","startTime":1164.562,"endTime":1166.475,"body":"smile, important notes."},{"speaker":"Noon, Pacific time, 3","startTime":1167.755,"endTime":1169.555,"body":"And I would say this"},{"speaker":"Noon, Pacific time, 3","startTime":1167.755,"endTime":1169.555,"body":"isn't for everybody."},{"speaker":"Noon, Pacific time, 3","startTime":1169.579,"endTime":1171.69,"body":"I mean, I have a"},{"speaker":"Noon, Pacific time, 3","startTime":1169.579,"endTime":1171.69,"body":"handout that's more me."},{"speaker":"Noon, Pacific time, 3","startTime":1171.69,"endTime":1173.43,"body":"And I, I haven't met Miriam."},{"speaker":"Noon, Pacific time, 3","startTime":1173.43,"endTime":1175.23,"body":"I, I think we've talked on"},{"speaker":"Noon, Pacific time, 3","startTime":1173.43,"endTime":1175.23,"body":"the phone on, on the zoom"},{"speaker":"Noon, Pacific time, 3","startTime":1175.23,"endTime":1177.66,"body":"call before, but you know,"},{"speaker":"Noon, Pacific time, 3","startTime":1175.23,"endTime":1177.66,"body":"you wanna make sure whatever"},{"speaker":"Noon, Pacific time, 3","startTime":1177.66,"endTime":1178.71,"body":"you do marking is you."},{"speaker":"Noon, Pacific time, 3","startTime":1179.43,"endTime":1182.023,"body":"And so she's asking for some"},{"speaker":"Noon, Pacific time, 3","startTime":1179.43,"endTime":1182.023,"body":"feedback on, I think it's great."},{"speaker":"Noon, Pacific time, 3","startTime":1182.027,"endTime":1183.227,"body":"It's an amazing piece."},{"speaker":"Noon, Pacific time, 3","startTime":1183.232,"endTime":1184.127,"body":"I think it's fantastic."},{"speaker":"Noon, Pacific time, 3","startTime":1184.253,"endTime":1187.203,"body":"And for the right approach,"},{"speaker":"Noon, Pacific time, 3","startTime":1184.253,"endTime":1187.203,"body":"it's a fantastic tool."},{"speaker":"Noon, Pacific time, 3","startTime":1187.267,"endTime":1188.977,"body":"But for some of you who"},{"speaker":"Noon, Pacific time, 3","startTime":1187.267,"endTime":1188.977,"body":"would buy, would buy them"},{"speaker":"Noon, Pacific time, 3","startTime":1188.977,"endTime":1190.777,"body":"and have 'em sit in your"},{"speaker":"Noon, Pacific time, 3","startTime":1188.977,"endTime":1190.777,"body":"desk and never use 'em."},{"speaker":"Noon, Pacific time, 3","startTime":1192.127,"endTime":1196.177,"body":"that's just not you, whether"},{"speaker":"Noon, Pacific time, 3","startTime":1192.127,"endTime":1196.177,"body":"it be the concept or those"},{"speaker":"Noon, Pacific time, 3","startTime":1196.177,"endTime":1198.847,"body":"particular approaches to"},{"speaker":"Noon, Pacific time, 3","startTime":1196.177,"endTime":1198.847,"body":"customers, so really important."},{"speaker":"Noon, Pacific time, 3","startTime":1198.916,"endTime":1201.376,"body":"I think it's fantastic"},{"speaker":"Noon, Pacific time, 3","startTime":1198.916,"endTime":1201.376,"body":"marketing piece for her and,"},{"speaker":"Noon, Pacific time, 3","startTime":1201.381,"endTime":1202.306,"body":"and wish her luck with it."},{"speaker":"Noon, Pacific time, 3","startTime":1202.306,"endTime":1205.186,"body":"Love to hear how I, I know she,"},{"speaker":"Noon, Pacific time, 3","startTime":1202.306,"endTime":1205.186,"body":"she asked for some feedback"},{"speaker":"Noon, Pacific time, 3","startTime":1205.186,"endTime":1207.696,"body":"I'd love to kinda get the after"},{"speaker":"Noon, Pacific time, 3","startTime":1205.186,"endTime":1207.696,"body":"story of how do people react"},{"speaker":"Noon, Pacific time, 3","startTime":1207.696,"endTime":1208.536,"body":"to it once you got it done."},{"speaker":"Noon, Pacific time, 3","startTime":1209.346,"endTime":1209.976,"body":"For all of us."},{"speaker":"Noon, Pacific time, 3","startTime":1210.249,"endTime":1210.729,"body":"I'm sorry."},{"speaker":"Noon, Pacific time, 3","startTime":1210.729,"endTime":1214.959,"body":"Where is she asking the feedback"},{"speaker":"Noon, Pacific time, 3","startTime":1210.729,"endTime":1214.959,"body":"from us or somebody else?"},{"speaker":"Noon, Pacific time, 3","startTime":1215.169,"endTime":1215.499,"body":"Yeah."},{"speaker":"Noon, Pacific time, 3","startTime":1215.504,"endTime":1217.493,"body":"You know, in I guess I keep"},{"speaker":"Noon, Pacific time, 3","startTime":1215.504,"endTime":1217.493,"body":"referring to the Probate"},{"speaker":"Noon, Pacific time, 3","startTime":1217.513,"endTime":1219.343,"body":"Mastery group in Facebook."},{"speaker":"Noon, Pacific time, 3","startTime":1219.343,"endTime":1220.333,"body":"I'll put the link in there."},{"speaker":"Noon, Pacific time, 3","startTime":1220.928,"endTime":1224.108,"body":"If you're not member, this is"},{"speaker":"Noon, Pacific time, 3","startTime":1220.928,"endTime":1224.108,"body":"for probate mastery alumni."},{"speaker":"Noon, Pacific time, 3","startTime":1224.196,"endTime":1225.896,"body":"Which I think is, is"},{"speaker":"Noon, Pacific time, 3","startTime":1224.196,"endTime":1225.896,"body":"what this call is about."},{"speaker":"Noon, Pacific time, 3","startTime":1225.976,"endTime":1228.435,"body":"So it is a great resource"},{"speaker":"Noon, Pacific time, 3","startTime":1225.976,"endTime":1228.435,"body":"for anybody who's taken the"},{"speaker":"Noon, Pacific time, 3","startTime":1228.435,"endTime":1229.636,"body":"probate mastery or is in it."},{"speaker":"Noon, Pacific time, 3","startTime":1230.096,"endTime":1232.066,"body":"Where the alumni is, is"},{"speaker":"Noon, Pacific time, 3","startTime":1230.096,"endTime":1232.066,"body":"welcome to participate."},{"speaker":"Noon, Pacific time, 3","startTime":1232.456,"endTime":1234.196,"body":"Great place if you're"},{"speaker":"Noon, Pacific time, 3","startTime":1232.456,"endTime":1234.196,"body":"building your business"},{"speaker":"Noon, Pacific time, 3","startTime":1234.196,"endTime":1236.195,"body":"out, this is where we're"},{"speaker":"Noon, Pacific time, 3","startTime":1234.196,"endTime":1236.195,"body":"gonna go and work together."},{"speaker":"Noon, Pacific time, 3","startTime":1236.197,"endTime":1238.427,"body":"To ask these kinds of"},{"speaker":"Noon, Pacific time, 3","startTime":1236.197,"endTime":1238.427,"body":"questions, get feedback, get"},{"speaker":"Noon, Pacific time, 3","startTime":1238.427,"endTime":1240.6,"body":"input look for tools like"},{"speaker":"Noon, Pacific time, 3","startTime":1238.427,"endTime":1240.6,"body":"this and things like that."},{"speaker":"Noon, Pacific time, 3","startTime":1240.629,"endTime":1242.879,"body":"This was just Miriam's"},{"speaker":"Noon, Pacific time, 3","startTime":1240.629,"endTime":1242.879,"body":"particular marketing piece,"},{"speaker":"Noon, Pacific time, 3","startTime":1242.879,"endTime":1245.519,"body":"but I thought, I thought it"},{"speaker":"Noon, Pacific time, 3","startTime":1242.879,"endTime":1245.519,"body":"was exceptional, so, okay."},{"speaker":"Noon, Pacific time, 3","startTime":1245.519,"endTime":1246.509,"body":"Bill, it's me again."},{"speaker":"Noon, Pacific time, 3","startTime":1246.514,"endTime":1248.545,"body":"Where can I look"},{"speaker":"Noon, Pacific time, 3","startTime":1246.514,"endTime":1248.545,"body":"at the the booklet?"},{"speaker":"Noon, Pacific time, 3","startTime":1249.955,"endTime":1251.335,"body":"Well, if you go to the Facebook"},{"speaker":"Noon, Pacific time, 3","startTime":1249.955,"endTime":1251.335,"body":"group, it's right there."},{"speaker":"Noon, Pacific time, 3","startTime":1251.335,"endTime":1252.535,"body":"It's like the second"},{"speaker":"Noon, Pacific time, 3","startTime":1251.335,"endTime":1252.535,"body":"or third post down."},{"speaker":"Noon, Pacific time, 3","startTime":1253.365,"endTime":1253.655,"body":"Okay."},{"speaker":"Noon, Pacific time, 3","startTime":1253.875,"endTime":1254.215,"body":"All right."},{"speaker":"Noon, Pacific time, 3","startTime":1254.485,"endTime":1255.475,"body":"That's why I, I was sharing you."},{"speaker":"Noon, Pacific time, 3","startTime":1255.475,"endTime":1257.533,"body":"You guys the I'm just let"},{"speaker":"Noon, Pacific time, 3","startTime":1255.475,"endTime":1257.533,"body":"me just show you real quick."},{"speaker":"Noon, Pacific time, 3","startTime":1257.533,"endTime":1258.583,"body":"I'm just sharing the screen."},{"speaker":"Noon, Pacific time, 3","startTime":1258.583,"endTime":1260.353,"body":"Probate Mastery alumni group."},{"speaker":"Noon, Pacific time, 3","startTime":1260.413,"endTime":1260.533,"body":"Okay."},{"speaker":"Noon, Pacific time, 3","startTime":1260.953,"endTime":1261.703,"body":"Use the group."},{"speaker":"Noon, Pacific time, 3","startTime":1261.703,"endTime":1263.713,"body":"And then if you just go"},{"speaker":"Noon, Pacific time, 3","startTime":1261.703,"endTime":1263.713,"body":"there and, and scroll down"},{"speaker":"Noon, Pacific time, 3","startTime":1263.718,"endTime":1266.503,"body":"really it's it's really, I"},{"speaker":"Noon, Pacific time, 3","startTime":1263.718,"endTime":1266.503,"body":"guess it's most relevant."},{"speaker":"Noon, Pacific time, 3","startTime":1266.563,"endTime":1267.313,"body":"That's interesting."},{"speaker":"Noon, Pacific time, 3","startTime":1267.523,"endTime":1268.573,"body":"So it's not the newest activity."},{"speaker":"Noon, Pacific time, 3","startTime":1268.629,"endTime":1270.249,"body":"Well, it's actually"},{"speaker":"Noon, Pacific time, 3","startTime":1268.629,"endTime":1270.249,"body":"also the newest, it's"},{"speaker":"Noon, Pacific time, 3","startTime":1270.249,"endTime":1272.439,"body":"11 hours old, many help."},{"speaker":"Noon, Pacific time, 3","startTime":1272.589,"endTime":1274.929,"body":"But it's a great resource for"},{"speaker":"Noon, Pacific time, 3","startTime":1272.589,"endTime":1274.929,"body":"all you guys who are in, if you"},{"speaker":"Noon, Pacific time, 3","startTime":1275.049,"endTime":1277.793,"body":"you've taken probate mastery"},{"speaker":"Noon, Pacific time, 3","startTime":1275.049,"endTime":1277.793,"body":"for sure you want to use this"},{"speaker":"Noon, Pacific time, 3","startTime":1277.793,"endTime":1278.993,"body":"as a resource, if you haven't."},{"speaker":"Noon, Pacific time, 3","startTime":1279.323,"endTime":1282.413,"body":"Another reason to take the"},{"speaker":"Noon, Pacific time, 3","startTime":1279.323,"endTime":1282.413,"body":"course is again: this is"},{"speaker":"Noon, Pacific time, 3","startTime":1282.413,"endTime":1284.753,"body":"not about a one time fix."},{"speaker":"Noon, Pacific time, 3","startTime":1284.758,"endTime":1285.803,"body":"I think that's the mistake."},{"speaker":"Noon, Pacific time, 3","startTime":1286.133,"endTime":1287.963,"body":"I talk to people all the time"},{"speaker":"Noon, Pacific time, 3","startTime":1286.133,"endTime":1287.963,"body":"will tell me, oh, I took a"},{"speaker":"Noon, Pacific time, 3","startTime":1287.963,"endTime":1289.433,"body":"certification five years ago."},{"speaker":"Noon, Pacific time, 3","startTime":1289.823,"endTime":1290.663,"body":"That's the problem."},{"speaker":"Noon, Pacific time, 3","startTime":1290.787,"endTime":1293.757,"body":"I think that if you had taken"},{"speaker":"Noon, Pacific time, 3","startTime":1290.787,"endTime":1293.757,"body":"Chad's program, I'm not sure"},{"speaker":"Noon, Pacific time, 3","startTime":1293.757,"endTime":1296.217,"body":"when he launched this a year"},{"speaker":"Noon, Pacific time, 3","startTime":1293.757,"endTime":1296.217,"body":"or two ago, you still are"},{"speaker":"Noon, Pacific time, 3","startTime":1296.217,"endTime":1297.207,"body":"member the alumni group."},{"speaker":"Noon, Pacific time, 3","startTime":1297.212,"endTime":1298.287,"body":"You're still on this call."},{"speaker":"Noon, Pacific time, 3","startTime":1298.647,"endTime":1299.457,"body":"The call's great."},{"speaker":"Noon, Pacific time, 3","startTime":1299.547,"endTime":1301.587,"body":"I, I mean, I, of course"},{"speaker":"Noon, Pacific time, 3","startTime":1299.547,"endTime":1301.587,"body":"I think it's great."},{"speaker":"Noon, Pacific time, 3","startTime":1302.007,"endTime":1302.607,"body":"It's also great."},{"speaker":"Noon, Pacific time, 3","startTime":1302.607,"endTime":1305.397,"body":"Cuz you guys participate"},{"speaker":"Noon, Pacific time, 3","startTime":1302.607,"endTime":1305.397,"body":"in and play along and then"},{"speaker":"Noon, Pacific time, 3","startTime":1305.397,"endTime":1307.437,"body":"the the Facebook group is a"},{"speaker":"Noon, Pacific time, 3","startTime":1305.397,"endTime":1307.437,"body":"great tool to help as well."},{"speaker":"Noon, Pacific time, 3","startTime":1307.948,"endTime":1308.338,"body":"Okay."},{"speaker":"Noon, Pacific time, 3","startTime":1308.728,"endTime":1310.108,"body":"Other questions,"},{"speaker":"Noon, Pacific time, 3","startTime":1308.728,"endTime":1310.108,"body":"raise your hand."},{"speaker":"Noon, Pacific time, 3","startTime":1310.138,"endTime":1310.528,"body":"Bill."},{"speaker":"Noon, Pacific time, 3","startTime":1311.128,"endTime":1311.338,"body":"Yes."},{"speaker":"Noon, Pacific time, 3","startTime":1311.338,"endTime":1311.938,"body":"Roger here."},{"speaker":"Noon, Pacific time, 3","startTime":1312.268,"endTime":1312.598,"body":"Hey, Roger."},{"speaker":"Noon, Pacific time, 3","startTime":1312.621,"endTime":1313.504,"body":"In California."},{"speaker":"Noon, Pacific time, 3","startTime":1314.419,"endTime":1318.769,"body":"The probate referee comes out"},{"speaker":"Noon, Pacific time, 3","startTime":1314.419,"endTime":1318.769,"body":"and does a drive by appraisal."},{"speaker":"Noon, Pacific time, 3","startTime":1319.399,"endTime":1323.689,"body":"And, and we are limited if"},{"speaker":"Noon, Pacific time, 3","startTime":1319.399,"endTime":1323.689,"body":"we cannot sell within 90% of"},{"speaker":"Noon, Pacific time, 3","startTime":1323.689,"endTime":1326.719,"body":"that appraisal, we have to"},{"speaker":"Noon, Pacific time, 3","startTime":1323.689,"endTime":1326.719,"body":"go back for real appraisal,"},{"speaker":"Noon, Pacific time, 3","startTime":1326.719,"endTime":1328.129,"body":"which can be a real bear."},{"speaker":"Noon, Pacific time, 3","startTime":1328.609,"endTime":1332.509,"body":"I can't see how investors can"},{"speaker":"Noon, Pacific time, 3","startTime":1328.609,"endTime":1332.509,"body":"really benefit from buying."},{"speaker":"Noon, Pacific time, 3","startTime":1333.154,"endTime":1335.204,"body":"Probates, unless they wait"},{"speaker":"Noon, Pacific time, 3","startTime":1333.154,"endTime":1335.204,"body":"till it's gone through"},{"speaker":"Noon, Pacific time, 3","startTime":1335.204,"endTime":1338.174,"body":"the whole system and then"},{"speaker":"Noon, Pacific time, 3","startTime":1335.204,"endTime":1338.174,"body":"they try and make a deal."},{"speaker":"Noon, Pacific time, 3","startTime":1340.244,"endTime":1340.514,"body":"Right."},{"speaker":"Noon, Pacific time, 3","startTime":1340.514,"endTime":1343.124,"body":"So Roger was talking about"},{"speaker":"Noon, Pacific time, 3","startTime":1340.514,"endTime":1343.124,"body":"in California, we have really"},{"speaker":"Noon, Pacific time, 3","startTime":1343.124,"endTime":1345.014,"body":"two tiers of probate sales."},{"speaker":"Noon, Pacific time, 3","startTime":1345.014,"endTime":1345.824,"body":"So that's true."},{"speaker":"Noon, Pacific time, 3","startTime":1345.824,"endTime":1346.934,"body":"Only unlimited authority cases."},{"speaker":"Noon, Pacific time, 3","startTime":1347.869,"endTime":1350.839,"body":"In full authority, the"},{"speaker":"Noon, Pacific time, 3","startTime":1347.869,"endTime":1350.839,"body":"executive administrator"},{"speaker":"Noon, Pacific time, 3","startTime":1350.839,"endTime":1352.849,"body":"consult for whatever they"},{"speaker":"Noon, Pacific time, 3","startTime":1350.839,"endTime":1352.849,"body":"want to, whoever they want,"},{"speaker":"Noon, Pacific time, 3","startTime":1353.209,"endTime":1354.469,"body":"unless somebody objects."},{"speaker":"Noon, Pacific time, 3","startTime":1355.849,"endTime":1357.709,"body":"If they're the only air, there's"},{"speaker":"Noon, Pacific time, 3","startTime":1355.849,"endTime":1357.709,"body":"nobody else to object, then"},{"speaker":"Noon, Pacific time, 3","startTime":1357.714,"endTime":1360.799,"body":"they, then they can sell if"},{"speaker":"Noon, Pacific time, 3","startTime":1357.714,"endTime":1360.799,"body":"the only air and nobody else"},{"speaker":"Noon, Pacific time, 3","startTime":1360.799,"endTime":1364.909,"body":"objects, IE creditors, or"},{"speaker":"Noon, Pacific time, 3","startTime":1360.799,"endTime":1364.909,"body":"anybody else in California,"},{"speaker":"Noon, Pacific time, 3","startTime":1364.914,"endTime":1369.259,"body":"a percentage of sales about"},{"speaker":"Noon, Pacific time, 3","startTime":1364.914,"endTime":1369.259,"body":"10% of probate real estate has"},{"speaker":"Noon, Pacific time, 3","startTime":1369.259,"endTime":1370.459,"body":"what's called limit authority."},{"speaker":"Noon, Pacific time, 3","startTime":1371.329,"endTime":1373.699,"body":"Or it's a full authority case,"},{"speaker":"Noon, Pacific time, 3","startTime":1371.329,"endTime":1373.699,"body":"but they want to go to court"},{"speaker":"Noon, Pacific time, 3","startTime":1373.699,"endTime":1375.229,"body":"for court confirmation of sale."},{"speaker":"Noon, Pacific time, 3","startTime":1376.549,"endTime":1379.579,"body":"The court confirmation process"},{"speaker":"Noon, Pacific time, 3","startTime":1376.549,"endTime":1379.579,"body":"in California, ands similar in"},{"speaker":"Noon, Pacific time, 3","startTime":1379.579,"endTime":1383.749,"body":"some other states, not all is"},{"speaker":"Noon, Pacific time, 3","startTime":1379.579,"endTime":1383.749,"body":"the court hires an appraiser."},{"speaker":"Noon, Pacific time, 3","startTime":1383.749,"endTime":1386.999,"body":"They call probate referee to do"},{"speaker":"Noon, Pacific time, 3","startTime":1383.749,"endTime":1386.999,"body":"an inventory pre as a report."},{"speaker":"Noon, Pacific time, 3","startTime":1388.204,"endTime":1390.544,"body":"And the statute says they"},{"speaker":"Noon, Pacific time, 3","startTime":1388.204,"endTime":1390.544,"body":"can't sell the property for"},{"speaker":"Noon, Pacific time, 3","startTime":1390.544,"endTime":1393.424,"body":"less than 90% of that report."},{"speaker":"Noon, Pacific time, 3","startTime":1393.604,"endTime":1394.744,"body":"That's what Roger's"},{"speaker":"Noon, Pacific time, 3","startTime":1393.604,"endTime":1394.744,"body":"talking about."},{"speaker":"Noon, Pacific time, 3","startTime":1394.744,"endTime":1399.904,"body":"So for example, if the property"},{"speaker":"Noon, Pacific time, 3","startTime":1394.744,"endTime":1399.904,"body":"appraises that $500,000 by"},{"speaker":"Noon, Pacific time, 3","startTime":1399.909,"endTime":1402.064,"body":"the probate referee, not"},{"speaker":"Noon, Pacific time, 3","startTime":1399.909,"endTime":1402.064,"body":"an independent appraiser."},{"speaker":"Noon, Pacific time, 3","startTime":1402.484,"endTime":1405.964,"body":"But by the court appointed"},{"speaker":"Noon, Pacific time, 3","startTime":1402.484,"endTime":1405.964,"body":"private referee, then the"},{"speaker":"Noon, Pacific time, 3","startTime":1405.964,"endTime":1409.954,"body":"court won't confirm a cell"},{"speaker":"Noon, Pacific time, 3","startTime":1405.964,"endTime":1409.954,"body":"by code less than four 50."},{"speaker":"Noon, Pacific time, 3","startTime":1411.124,"endTime":1412.414,"body":"So I deal with this regularly."},{"speaker":"Noon, Pacific time, 3","startTime":1412.414,"endTime":1413.074,"body":"This is my area."},{"speaker":"Noon, Pacific time, 3","startTime":1413.074,"endTime":1415.924,"body":"I, I, I focus in on these"},{"speaker":"Noon, Pacific time, 3","startTime":1413.074,"endTime":1415.924,"body":"court confirmation sales."},{"speaker":"Noon, Pacific time, 3","startTime":1415.924,"endTime":1416.914,"body":"I can tell you a couple things."},{"speaker":"Noon, Pacific time, 3","startTime":1416.919,"endTime":1420.434,"body":"Number one, I have had judges."},{"speaker":"Noon, Pacific time, 3","startTime":1421.214,"endTime":1426.194,"body":"Approved sales less than"},{"speaker":"Noon, Pacific time, 3","startTime":1421.214,"endTime":1426.194,"body":"90% where I showed them"},{"speaker":"Noon, Pacific time, 3","startTime":1426.584,"endTime":1429.824,"body":"it's a drive-by appraisal,"},{"speaker":"Noon, Pacific time, 3","startTime":1426.584,"endTime":1429.824,"body":"but unbeknownst to the, the"},{"speaker":"Noon, Pacific time, 3","startTime":1429.824,"endTime":1433.244,"body":"appraiser on the inside, we"},{"speaker":"Noon, Pacific time, 3","startTime":1429.824,"endTime":1433.244,"body":"discovered mold the inside."},{"speaker":"Noon, Pacific time, 3","startTime":1433.244,"endTime":1433.994,"body":"It was thrashed."},{"speaker":"Noon, Pacific time, 3","startTime":1434.714,"endTime":1436.034,"body":"I reached out to the"},{"speaker":"Noon, Pacific time, 3","startTime":1434.714,"endTime":1436.034,"body":"appraiser and he wouldn't"},{"speaker":"Noon, Pacific time, 3","startTime":1436.034,"endTime":1436.604,"body":"change the value."},{"speaker":"Noon, Pacific time, 3","startTime":1437.429,"endTime":1438.829,"body":"And I say, so here's"},{"speaker":"Noon, Pacific time, 3","startTime":1437.429,"endTime":1438.829,"body":"the other comparables"},{"speaker":"Noon, Pacific time, 3","startTime":1438.829,"endTime":1439.969,"body":"he's comparing it to."},{"speaker":"Noon, Pacific time, 3","startTime":1440.569,"endTime":1442.519,"body":"And they're normal"},{"speaker":"Noon, Pacific time, 3","startTime":1440.569,"endTime":1442.519,"body":"houses inside."},{"speaker":"Noon, Pacific time, 3","startTime":1442.909,"endTime":1446.089,"body":"I had, I had a case where"},{"speaker":"Noon, Pacific time, 3","startTime":1442.909,"endTime":1446.089,"body":"we found black mold."},{"speaker":"Noon, Pacific time, 3","startTime":1446.119,"endTime":1448.669,"body":"And so literally the"},{"speaker":"Noon, Pacific time, 3","startTime":1446.119,"endTime":1448.669,"body":"investor was based with"},{"speaker":"Noon, Pacific time, 3","startTime":1448.669,"endTime":1450.289,"body":"about a $5,000 bill."},{"speaker":"Noon, Pacific time, 3","startTime":1450.619,"endTime":1451.789,"body":"Of course, you never"},{"speaker":"Noon, Pacific time, 3","startTime":1450.619,"endTime":1451.789,"body":"know what you find."},{"speaker":"Noon, Pacific time, 3","startTime":1451.794,"endTime":1453.829,"body":"When you have mold, you go"},{"speaker":"Noon, Pacific time, 3","startTime":1451.794,"endTime":1453.829,"body":"inside, you rip out some"},{"speaker":"Noon, Pacific time, 3","startTime":1453.834,"endTime":1454.999,"body":"walls, you have to go further."},{"speaker":"Noon, Pacific time, 3","startTime":1455.629,"endTime":1457.729,"body":"And so I I've personally"},{"speaker":"Noon, Pacific time, 3","startTime":1455.629,"endTime":1457.729,"body":"had judges approve it and"},{"speaker":"Noon, Pacific time, 3","startTime":1457.729,"endTime":1458.929,"body":"I've seen judges approve."},{"speaker":"Noon, Pacific time, 3","startTime":1459.499,"endTime":1461.479,"body":"Less than 9%, but you"},{"speaker":"Noon, Pacific time, 3","startTime":1459.499,"endTime":1461.479,"body":"have to make a case."},{"speaker":"Noon, Pacific time, 3","startTime":1461.479,"endTime":1463.759,"body":"The judge has authority"},{"speaker":"Noon, Pacific time, 3","startTime":1461.479,"endTime":1463.759,"body":"to do whatever they want."},{"speaker":"Noon, Pacific time, 3","startTime":1464.059,"endTime":1467.509,"body":"Number one, number two, I've"},{"speaker":"Noon, Pacific time, 3","startTime":1464.059,"endTime":1467.509,"body":"reached out to private referees."},{"speaker":"Noon, Pacific time, 3","startTime":1468.409,"endTime":1468.889,"body":"Now it's interesting."},{"speaker":"Noon, Pacific time, 3","startTime":1468.894,"endTime":1470.959,"body":"Pre referees in California."},{"speaker":"Noon, Pacific time, 3","startTime":1471.319,"endTime":1474.259,"body":"The code is they have up to"},{"speaker":"Noon, Pacific time, 3","startTime":1471.319,"endTime":1474.259,"body":"60 days to turn their report."},{"speaker":"Noon, Pacific time, 3","startTime":1475.579,"endTime":1475.769,"body":"Ugh."},{"speaker":"Noon, Pacific time, 3","startTime":1475.777,"endTime":1477.367,"body":"Now they're supposed"},{"speaker":"Noon, Pacific time, 3","startTime":1475.777,"endTime":1477.367,"body":"to order right away."},{"speaker":"Noon, Pacific time, 3","startTime":1478.057,"endTime":1480.457,"body":"And so if it's ordered, as"},{"speaker":"Noon, Pacific time, 3","startTime":1478.057,"endTime":1480.457,"body":"soon as they get authority"},{"speaker":"Noon, Pacific time, 3","startTime":1480.485,"endTime":1481.625,"body":"it only takes 60 days."},{"speaker":"Noon, Pacific time, 3","startTime":1482.315,"endTime":1485.825,"body":"Well, I tell people, go ahead"},{"speaker":"Noon, Pacific time, 3","startTime":1482.315,"endTime":1485.825,"body":"and sell the property such to"},{"speaker":"Noon, Pacific time, 3","startTime":1485.825,"endTime":1488.285,"body":"getting the report and know"},{"speaker":"Noon, Pacific time, 3","startTime":1485.825,"endTime":1488.285,"body":"that you have that 60 day"},{"speaker":"Noon, Pacific time, 3","startTime":1488.285,"endTime":1490.775,"body":"period and call the praise and"},{"speaker":"Noon, Pacific time, 3","startTime":1488.285,"endTime":1490.775,"body":"try to get 'em done sooner."},{"speaker":"Noon, Pacific time, 3","startTime":1490.775,"endTime":1495.035,"body":"Some public referees will move"},{"speaker":"Noon, Pacific time, 3","startTime":1490.775,"endTime":1495.035,"body":"more quickly cuz the sooner they"},{"speaker":"Noon, Pacific time, 3","startTime":1495.035,"endTime":1498.275,"body":"turn the report in the sooner"},{"speaker":"Noon, Pacific time, 3","startTime":1495.035,"endTime":1498.275,"body":"they get paid, some don't care."},{"speaker":"Noon, Pacific time, 3","startTime":1498.485,"endTime":1499.565,"body":"I would say about"},{"speaker":"Noon, Pacific time, 3","startTime":1498.485,"endTime":1499.565,"body":"half don't care."},{"speaker":"Noon, Pacific time, 3","startTime":1500.225,"endTime":1501.215,"body":"Some are very polite."},{"speaker":"Noon, Pacific time, 3","startTime":1501.215,"endTime":1501.815,"body":"You call on the phone."},{"speaker":"Noon, Pacific time, 3","startTime":1501.815,"endTime":1503.405,"body":"They're glad to help,"},{"speaker":"Noon, Pacific time, 3","startTime":1501.815,"endTime":1503.405,"body":"glad to work with you."},{"speaker":"Noon, Pacific time, 3","startTime":1503.825,"endTime":1505.775,"body":"If you have some data,"},{"speaker":"Noon, Pacific time, 3","startTime":1503.825,"endTime":1505.775,"body":"they'll look at it, adjust"},{"speaker":"Noon, Pacific time, 3","startTime":1505.775,"endTime":1507.275,"body":"the report you might have."},{"speaker":"Noon, Pacific time, 3","startTime":1507.635,"endTime":1508.685,"body":"They're not gonna listen to you."},{"speaker":"Noon, Pacific time, 3","startTime":1509.555,"endTime":1511.385,"body":"So I recently had a case where."},{"speaker":"Noon, Pacific time, 3","startTime":1512.14,"endTime":1518.539,"body":"We had a sale and the best price"},{"speaker":"Noon, Pacific time, 3","startTime":1512.14,"endTime":1518.539,"body":"I can get was 2.1 and change."},{"speaker":"Noon, Pacific time, 3","startTime":1519.559,"endTime":1522.079,"body":"And we had a appraisal done."},{"speaker":"Noon, Pacific time, 3","startTime":1522.704,"endTime":1527.294,"body":"By the objector at 2.6 and"},{"speaker":"Noon, Pacific time, 3","startTime":1522.704,"endTime":1527.294,"body":"the appraiser done by the"},{"speaker":"Noon, Pacific time, 3","startTime":1527.294,"endTime":1529.244,"body":"buyer by their bank was 2.6."},{"speaker":"Noon, Pacific time, 3","startTime":1529.244,"endTime":1531.494,"body":"Now, in both cases, the"},{"speaker":"Noon, Pacific time, 3","startTime":1529.244,"endTime":1531.494,"body":"appraisers didn't adjust"},{"speaker":"Noon, Pacific time, 3","startTime":1531.499,"endTime":1534.379,"body":"for the fact that they were"},{"speaker":"Noon, Pacific time, 3","startTime":1531.499,"endTime":1534.379,"body":"probate sales, subject to"},{"speaker":"Noon, Pacific time, 3","startTime":1534.379,"endTime":1536.164,"body":"court confirmation, and so on."},{"speaker":"Noon, Pacific time, 3","startTime":1536.734,"endTime":1538.474,"body":"And also there's another factor"},{"speaker":"Noon, Pacific time, 3","startTime":1536.734,"endTime":1538.474,"body":"of the property that they"},{"speaker":"Noon, Pacific time, 3","startTime":1538.474,"endTime":1539.854,"body":"didn't take enough account."},{"speaker":"Noon, Pacific time, 3","startTime":1540.964,"endTime":1546.934,"body":"So the, but the product referee"},{"speaker":"Noon, Pacific time, 3","startTime":1540.964,"endTime":1546.934,"body":"came in at 3.9 million, 50%"},{"speaker":"Noon, Pacific time, 3","startTime":1546.934,"endTime":1548.794,"body":"higher than the price we had."},{"speaker":"Noon, Pacific time, 3","startTime":1548.799,"endTime":1550.564,"body":"And they had had the"},{"speaker":"Noon, Pacific time, 3","startTime":1548.799,"endTime":1550.564,"body":"market for 60 days."},{"speaker":"Noon, Pacific time, 3","startTime":1551.194,"endTime":1552.417,"body":"it was a commercial property."},{"speaker":"Noon, Pacific time, 3","startTime":1553.467,"endTime":1555.987,"body":"So, I mean, we went to the"},{"speaker":"Noon, Pacific time, 3","startTime":1553.467,"endTime":1555.987,"body":"appraiser, we went back to"},{"speaker":"Noon, Pacific time, 3","startTime":1555.987,"endTime":1557.817,"body":"him, we went back to him,"},{"speaker":"Noon, Pacific time, 3","startTime":1555.987,"endTime":1557.817,"body":"we went back to him, we went"},{"speaker":"Noon, Pacific time, 3","startTime":1557.817,"endTime":1560.457,"body":"back to him and finally, the"},{"speaker":"Noon, Pacific time, 3","startTime":1557.817,"endTime":1560.457,"body":"attorney had to say, listen,"},{"speaker":"Noon, Pacific time, 3","startTime":1560.457,"endTime":1562.227,"body":"we're gonna go to court"},{"speaker":"Noon, Pacific time, 3","startTime":1560.457,"endTime":1562.227,"body":"tomorrow with you, without you."},{"speaker":"Noon, Pacific time, 3","startTime":1562.797,"endTime":1564.387,"body":"And if you wanna adjust,"},{"speaker":"Noon, Pacific time, 3","startTime":1562.797,"endTime":1564.387,"body":"and here's the appraiser"},{"speaker":"Noon, Pacific time, 3","startTime":1564.387,"endTime":1566.757,"body":"from Kushman, Wakefield,"},{"speaker":"Noon, Pacific time, 3","startTime":1564.387,"endTime":1566.757,"body":"appraise apartment, here's"},{"speaker":"Noon, Pacific time, 3","startTime":1566.757,"endTime":1570.747,"body":"another, another commercial"},{"speaker":"Noon, Pacific time, 3","startTime":1566.757,"endTime":1570.747,"body":"realtor and here's market"},{"speaker":"Noon, Pacific time, 3","startTime":1570.747,"endTime":1572.397,"body":"statistics showing patent"},{"speaker":"Noon, Pacific time, 3","startTime":1570.747,"endTime":1572.397,"body":"in the market all the time."},{"speaker":"Noon, Pacific time, 3","startTime":1572.397,"endTime":1573.447,"body":"We have no other offers."},{"speaker":"Noon, Pacific time, 3","startTime":1574.077,"endTime":1577.167,"body":"We have another choice, but"},{"speaker":"Noon, Pacific time, 3","startTime":1574.077,"endTime":1577.167,"body":"to bring it to the judge that."},{"speaker":"Noon, Pacific time, 3","startTime":1577.877,"endTime":1581.687,"body":"Value is way outta"},{"speaker":"Noon, Pacific time, 3","startTime":1577.877,"endTime":1581.687,"body":"line and in a nice way."},{"speaker":"Noon, Pacific time, 3","startTime":1581.747,"endTime":1584.837,"body":"And, and as a result, he"},{"speaker":"Noon, Pacific time, 3","startTime":1581.747,"endTime":1584.837,"body":"did adjust appraisal to,"},{"speaker":"Noon, Pacific time, 3","startTime":1584.837,"endTime":1587.537,"body":"I wanna say 2.6, which was"},{"speaker":"Noon, Pacific time, 3","startTime":1584.837,"endTime":1587.537,"body":"the same as two appraisals."},{"speaker":"Noon, Pacific time, 3","startTime":1588.317,"endTime":1589.607,"body":"So I will say it is difficult."},{"speaker":"Noon, Pacific time, 3","startTime":1589.612,"endTime":1589.937,"body":"Roger."},{"speaker":"Noon, Pacific time, 3","startTime":1589.937,"endTime":1590.627,"body":"You're right."},{"speaker":"Noon, Pacific time, 3","startTime":1591.047,"endTime":1592.037,"body":"It can be done."},{"speaker":"Noon, Pacific time, 3","startTime":1592.577,"endTime":1594.767,"body":"You gotta tip toe around"},{"speaker":"Noon, Pacific time, 3","startTime":1592.577,"endTime":1594.767,"body":"them a little bit."},{"speaker":"Noon, Pacific time, 3","startTime":1594.803,"endTime":1597.746,"body":"But I would definitely say"},{"speaker":"Noon, Pacific time, 3","startTime":1594.803,"endTime":1597.746,"body":"that a, you can work with"},{"speaker":"Noon, Pacific time, 3","startTime":1597.746,"endTime":1600.288,"body":"prob referees sometimes"},{"speaker":"Noon, Pacific time, 3","startTime":1597.746,"endTime":1600.288,"body":"and we should always be"},{"speaker":"Noon, Pacific time, 3","startTime":1600.288,"endTime":1601.278,"body":"professional when we do."},{"speaker":"Noon, Pacific time, 3","startTime":1601.308,"endTime":1604.548,"body":"And then B sometimes if you"},{"speaker":"Noon, Pacific time, 3","startTime":1601.308,"endTime":1604.548,"body":"have to, you can go directly"},{"speaker":"Noon, Pacific time, 3","startTime":1604.553,"endTime":1607.818,"body":"to the judge and the judge"},{"speaker":"Noon, Pacific time, 3","startTime":1604.553,"endTime":1607.818,"body":"may approve it based on and"},{"speaker":"Noon, Pacific time, 3","startTime":1607.818,"endTime":1609.018,"body":"circumstances you can document."},{"speaker":"Noon, Pacific time, 3","startTime":1609.348,"endTime":1609.978,"body":"That's my experience."},{"speaker":"Noon, Pacific time, 3","startTime":1610.318,"endTime":1611.378,"body":"Mm-hmm  okay."},{"speaker":"Noon, Pacific time, 3","startTime":1612.768,"endTime":1613.058,"body":"Okay."},{"speaker":"Noon, Pacific time, 3","startTime":1613.908,"endTime":1614.448,"body":"Thanks."},{"speaker":"Noon, Pacific time, 3","startTime":1614.448,"endTime":1616.912,"body":"Richard DeLa Cruz,"},{"speaker":"Noon, Pacific time, 3","startTime":1614.448,"endTime":1616.912,"body":"I see your hand up."},{"speaker":"Noon, Pacific time, 3","startTime":1616.912,"endTime":1618.308,"body":"Let's uh, get you unmuted."},{"speaker":"Noon, Pacific time, 3","startTime":1619.253,"endTime":1620.477,"body":"And how can we help you?"},{"speaker":"Noon, Pacific time, 3","startTime":1621.857,"endTime":1622.787,"body":"Hey bill, how are you?"},{"speaker":"Noon, Pacific time, 3","startTime":1622.825,"endTime":1623.932,"body":"Just a quick question."},{"speaker":"Noon, Pacific time, 3","startTime":1624.076,"endTime":1626.266,"body":"So I was following"},{"speaker":"Noon, Pacific time, 3","startTime":1624.076,"endTime":1626.266,"body":"up on a probate lead,"},{"speaker":"Noon, Pacific time, 3","startTime":1626.266,"endTime":1627.116,"body":"just checking in on."},{"speaker":"Noon, Pacific time, 3","startTime":1627.116,"endTime":1630.591,"body":"It just so happens that  I went"},{"speaker":"Noon, Pacific time, 3","startTime":1627.116,"endTime":1630.591,"body":"over to the, to the property was"},{"speaker":"Noon, Pacific time, 3","startTime":1630.591,"endTime":1634.566,"body":"vacant and I provided him with"},{"speaker":"Noon, Pacific time, 3","startTime":1630.591,"endTime":1634.566,"body":"a, with no trespassing sign."},{"speaker":"Noon, Pacific time, 3","startTime":1634.653,"endTime":1637.983,"body":"So after I followed up with him"},{"speaker":"Noon, Pacific time, 3","startTime":1634.653,"endTime":1637.983,"body":"about a month later, cuz he, it"},{"speaker":"Noon, Pacific time, 3","startTime":1637.983,"endTime":1640.953,"body":"seems, Hey, he seems he has a"},{"speaker":"Noon, Pacific time, 3","startTime":1637.983,"endTime":1640.953,"body":"complicated situation cuz it's"},{"speaker":"Noon, Pacific time, 3","startTime":1640.953,"endTime":1642.31,"body":"been more than like nine months."},{"speaker":"Noon, Pacific time, 3","startTime":1642.31,"endTime":1644.421,"body":"He still hasn't had the"},{"speaker":"Noon, Pacific time, 3","startTime":1642.31,"endTime":1644.421,"body":"letters yet, but he said to"},{"speaker":"Noon, Pacific time, 3","startTime":1644.421,"endTime":1646.94,"body":"me, Hey you know, so I was"},{"speaker":"Noon, Pacific time, 3","startTime":1644.421,"endTime":1646.94,"body":"checking in, he knew who I was."},{"speaker":"Noon, Pacific time, 3","startTime":1646.94,"endTime":1650.13,"body":"He says, Hey, I I'm gonna, I'm"},{"speaker":"Noon, Pacific time, 3","startTime":1646.94,"endTime":1650.13,"body":"gonna take off that sign because"},{"speaker":"Noon, Pacific time, 3","startTime":1650.174,"endTime":1653.134,"body":"it, it gives, it gives the"},{"speaker":"Noon, Pacific time, 3","startTime":1650.174,"endTime":1653.134,"body":"indication that there's nobody"},{"speaker":"Noon, Pacific time, 3","startTime":1653.134,"endTime":1657.199,"body":"living there and it's more"},{"speaker":"Noon, Pacific time, 3","startTime":1653.134,"endTime":1657.199,"body":"prone for a problem to happen."},{"speaker":"Noon, Pacific time, 3","startTime":1657.199,"endTime":1659.869,"body":"I said, Hey, was that,"},{"speaker":"Noon, Pacific time, 3","startTime":1657.199,"endTime":1659.869,"body":"was that your lawyer"},{"speaker":"Noon, Pacific time, 3","startTime":1659.869,"endTime":1660.619,"body":"who said that to you?"},{"speaker":"Noon, Pacific time, 3","startTime":1660.619,"endTime":1662.888,"body":"Or it's just you just"},{"speaker":"Noon, Pacific time, 3","startTime":1660.619,"endTime":1662.888,"body":"decided, no, my lawyer said"},{"speaker":"Noon, Pacific time, 3","startTime":1662.888,"endTime":1663.968,"body":"I could do whatever I want."},{"speaker":"Noon, Pacific time, 3","startTime":1663.998,"endTime":1664.808,"body":"I mean, do what I want."},{"speaker":"Noon, Pacific time, 3","startTime":1665.118,"endTime":1667.405,"body":"I said, okay, well, you"},{"speaker":"Noon, Pacific time, 3","startTime":1665.118,"endTime":1667.405,"body":"know, I put it there"},{"speaker":"Noon, Pacific time, 3","startTime":1667.41,"endTime":1670.208,"body":"because it takes something"},{"speaker":"Noon, Pacific time, 3","startTime":1667.41,"endTime":1670.208,"body":"free of any problem away."},{"speaker":"Noon, Pacific time, 3","startTime":1670.208,"endTime":1672.548,"body":"But if you feel the other,"},{"speaker":"Noon, Pacific time, 3","startTime":1670.208,"endTime":1672.548,"body":"if you feel contrary to"},{"speaker":"Noon, Pacific time, 3","startTime":1672.548,"endTime":1674.168,"body":"that, you know, that's"},{"speaker":"Noon, Pacific time, 3","startTime":1672.548,"endTime":1674.168,"body":"what you want to do."},{"speaker":"Noon, Pacific time, 3","startTime":1674.168,"endTime":1674.588,"body":"It's fine."},{"speaker":"Noon, Pacific time, 3","startTime":1674.728,"endTime":1677.012,"body":"What, what do you think I"},{"speaker":"Noon, Pacific time, 3","startTime":1674.728,"endTime":1677.012,"body":"should have said to him or...."},{"speaker":"Noon, Pacific time, 3","startTime":1677.217,"endTime":1682.227,"body":"So, first off, I would say that"},{"speaker":"Noon, Pacific time, 3","startTime":1677.217,"endTime":1682.227,"body":"in sales anything where the"},{"speaker":"Noon, Pacific time, 3","startTime":1682.227,"endTime":1685.437,"body":"customer disagrees with this is"},{"speaker":"Noon, Pacific time, 3","startTime":1682.227,"endTime":1685.437,"body":"objection by definition, and we"},{"speaker":"Noon, Pacific time, 3","startTime":1685.437,"endTime":1689.247,"body":"always wanna follow the three"},{"speaker":"Noon, Pacific time, 3","startTime":1685.437,"endTime":1689.247,"body":"step objection response process."},{"speaker":"Noon, Pacific time, 3","startTime":1689.247,"endTime":1691.347,"body":"Step one, repeat what they say."},{"speaker":"Noon, Pacific time, 3","startTime":1691.627,"endTime":1693.662,"body":"The biggest complaint that"},{"speaker":"Noon, Pacific time, 3","startTime":1691.627,"endTime":1693.662,"body":"customers have about real"},{"speaker":"Noon, Pacific time, 3","startTime":1693.662,"endTime":1696.937,"body":"estate agents or investors or"},{"speaker":"Noon, Pacific time, 3","startTime":1693.662,"endTime":1696.937,"body":"salespeople is we don't listen."},{"speaker":"Noon, Pacific time, 3","startTime":1697.263,"endTime":1699.22,"body":"So if he doesn't think"},{"speaker":"Noon, Pacific time, 3","startTime":1697.263,"endTime":1699.22,"body":"you listen to him, you're"},{"speaker":"Noon, Pacific time, 3","startTime":1699.22,"endTime":1700.06,"body":"not gonna change his mind."},{"speaker":"Noon, Pacific time, 3","startTime":1700.06,"endTime":1702.13,"body":"So the first thing I always"},{"speaker":"Noon, Pacific time, 3","startTime":1700.06,"endTime":1702.13,"body":"would say is, okay, so you"},{"speaker":"Noon, Pacific time, 3","startTime":1702.13,"endTime":1703.09,"body":"want me to take the sign down?"},{"speaker":"Noon, Pacific time, 3","startTime":1703.09,"endTime":1704.17,"body":"I can understand why"},{"speaker":"Noon, Pacific time, 3","startTime":1703.09,"endTime":1704.17,"body":"you would say that."},{"speaker":"Noon, Pacific time, 3","startTime":1704.71,"endTime":1706.9,"body":"And second you"},{"speaker":"Noon, Pacific time, 3","startTime":1704.71,"endTime":1706.9,"body":"affirm their comment."},{"speaker":"Noon, Pacific time, 3","startTime":1707.27,"endTime":1708.38,"body":"I understand why you'd say that."},{"speaker":"Noon, Pacific time, 3","startTime":1708.717,"endTime":1712.017,"body":"Third, the reason why, you know,"},{"speaker":"Noon, Pacific time, 3","startTime":1708.717,"endTime":1712.017,"body":"I recommend the sign and I work"},{"speaker":"Noon, Pacific time, 3","startTime":1712.017,"endTime":1715.197,"body":"with a team of probably experts"},{"speaker":"Noon, Pacific time, 3","startTime":1712.017,"endTime":1715.197,"body":"around the country is we find"},{"speaker":"Noon, Pacific time, 3","startTime":1715.407,"endTime":1718.437,"body":"that gives you better legal"},{"speaker":"Noon, Pacific time, 3","startTime":1715.407,"endTime":1718.437,"body":"standing to remove a squatter"},{"speaker":"Noon, Pacific time, 3","startTime":1718.467,"endTime":1719.937,"body":"if anybody has to break in."},{"speaker":"Noon, Pacific time, 3","startTime":1720.597,"endTime":1722.577,"body":"And yes, it does kind of put a"},{"speaker":"Noon, Pacific time, 3","startTime":1720.597,"endTime":1722.577,"body":"target on the house, but at the"},{"speaker":"Noon, Pacific time, 3","startTime":1722.577,"endTime":1726.043,"body":"same time, it also gives you"},{"speaker":"Noon, Pacific time, 3","startTime":1722.577,"endTime":1726.043,"body":"a little more ammunition if we"},{"speaker":"Noon, Pacific time, 3","startTime":1726.043,"endTime":1728.443,"body":"have the bad news that somebody"},{"speaker":"Noon, Pacific time, 3","startTime":1726.043,"endTime":1728.443,"body":"broke in as living there."},{"speaker":"Noon, Pacific time, 3","startTime":1728.443,"endTime":1730.843,"body":"Because then get them"},{"speaker":"Noon, Pacific time, 3","startTime":1728.443,"endTime":1730.843,"body":"out can be a nightmare."},{"speaker":"Noon, Pacific time, 3","startTime":1730.963,"endTime":1732.223,"body":"And that's what we"},{"speaker":"Noon, Pacific time, 3","startTime":1730.963,"endTime":1732.223,"body":"offer as a service."},{"speaker":"Noon, Pacific time, 3","startTime":1732.223,"endTime":1733.273,"body":"But what everyone"},{"speaker":"Noon, Pacific time, 3","startTime":1732.223,"endTime":1733.273,"body":"do is fine with."},{"speaker":"Noon, Pacific time, 3","startTime":1733.727,"endTime":1736.667,"body":"So that's how I would handle"},{"speaker":"Noon, Pacific time, 3","startTime":1733.727,"endTime":1736.667,"body":"it and just, you know, upfront,"},{"speaker":"Noon, Pacific time, 3","startTime":1736.787,"endTime":1739.217,"body":"you know, make the case, explain"},{"speaker":"Noon, Pacific time, 3","startTime":1736.787,"endTime":1739.217,"body":"why sometimes people have to"},{"speaker":"Noon, Pacific time, 3","startTime":1739.217,"endTime":1741.437,"body":"be sold down the road, but"},{"speaker":"Noon, Pacific time, 3","startTime":1739.217,"endTime":1741.437,"body":"just make sure that you'll come"},{"speaker":"Noon, Pacific time, 3","startTime":1741.442,"endTime":1744.707,"body":"across as arguing with them"},{"speaker":"Noon, Pacific time, 3","startTime":1741.442,"endTime":1744.707,"body":"that you wanna come across as"},{"speaker":"Noon, Pacific time, 3","startTime":1745.247,"endTime":1747.917,"body":"agreeing, but then also offering"},{"speaker":"Noon, Pacific time, 3","startTime":1745.247,"endTime":1747.917,"body":"alternative point of view."},{"speaker":"Noon, Pacific time, 3","startTime":1748.643,"endTime":1749.783,"body":"Comment for Richard..."},{"speaker":"Noon, Pacific time, 3","startTime":1749.963,"endTime":1750.383,"body":"go ahead."},{"speaker":"Noon, Pacific time, 3","startTime":1750.505,"endTime":1754.549,"body":"The people who want the sign"},{"speaker":"Noon, Pacific time, 3","startTime":1750.505,"endTime":1754.549,"body":"removed, generally, it's only"},{"speaker":"Noon, Pacific time, 3","startTime":1754.549,"endTime":1757.399,"body":"an attractive nuisance if the"},{"speaker":"Noon, Pacific time, 3","startTime":1754.549,"endTime":1757.399,"body":"lawn hasn't been mowed and"},{"speaker":"Noon, Pacific time, 3","startTime":1757.399,"endTime":1758.809,"body":"the landscape looks rough."},{"speaker":"Noon, Pacific time, 3","startTime":1759.469,"endTime":1761.659,"body":"I always make sure the"},{"speaker":"Noon, Pacific time, 3","startTime":1759.469,"endTime":1761.659,"body":"yards are taken care of"},{"speaker":"Noon, Pacific time, 3","startTime":1761.664,"endTime":1764.749,"body":"it, at least in front so it"},{"speaker":"Noon, Pacific time, 3","startTime":1761.664,"endTime":1764.749,"body":"doesn't become a problem."},{"speaker":"Noon, Pacific time, 3","startTime":1765.199,"endTime":1765.699,"body":"There you go."},{"speaker":"Noon, Pacific time, 3","startTime":1765.8,"endTime":1767.48,"body":"Yeah, another service"},{"speaker":"Noon, Pacific time, 3","startTime":1765.8,"endTime":1767.48,"body":"you can provide."},{"speaker":"Noon, Pacific time, 3","startTime":1767.48,"endTime":1770.53,"body":"And I, I have a listing I"},{"speaker":"Noon, Pacific time, 3","startTime":1767.48,"endTime":1770.53,"body":"sold where I provided that"},{"speaker":"Noon, Pacific time, 3","startTime":1770.53,"endTime":1771.7,"body":"for my client in storage."},{"speaker":"Noon, Pacific time, 3","startTime":1771.7,"endTime":1773.98,"body":"I'm still getting the"},{"speaker":"Noon, Pacific time, 3","startTime":1771.7,"endTime":1773.98,"body":"bill for storage, but it,"},{"speaker":"Noon, Pacific time, 3","startTime":1774.02,"endTime":1775.6,"body":"it is an excuse to call"},{"speaker":"Noon, Pacific time, 3","startTime":1774.02,"endTime":1775.6,"body":"the attorney every month."},{"speaker":"Noon, Pacific time, 3","startTime":1775.605,"endTime":1776.84,"body":"So it's, it's worth it for me."},{"speaker":"Noon, Pacific time, 3","startTime":1776.85,"endTime":1778.32,"body":"There we go with that."},{"speaker":"Noon, Pacific time, 3","startTime":1778.341,"endTime":1780.635,"body":"And then Katt gives it a"},{"speaker":"Noon, Pacific time, 3","startTime":1778.341,"endTime":1780.635,"body":"little script there for"},{"speaker":"Noon, Pacific time, 3","startTime":1780.635,"endTime":1781.275,"body":"the trespassing signs."},{"speaker":"Noon, Pacific time, 3","startTime":1781.3,"endTime":1781.515,"body":"Great."},{"speaker":"Noon, Pacific time, 3","startTime":1781.583,"endTime":1782.183,"body":"Thank you Katt."},{"speaker":"Noon, Pacific time, 3","startTime":1782.683,"endTime":1783.293,"body":"Katt's the best."},{"speaker":"Noon, Pacific time, 3","startTime":1783.293,"endTime":1785.603,"body":"Everybody who thinks Katt's"},{"speaker":"Noon, Pacific time, 3","startTime":1783.293,"endTime":1785.603,"body":"the best, put in the chat box."},{"speaker":"Noon, Pacific time, 3","startTime":1785.753,"endTime":1786.593,"body":"Katt's the best."},{"speaker":"Noon, Pacific time, 3","startTime":1786.623,"endTime":1790.073,"body":"And it's K a T T by the way,"},{"speaker":"Noon, Pacific time, 3","startTime":1786.623,"endTime":1790.073,"body":"Katt's the best just FYI."},{"speaker":"Noon, Pacific time, 3","startTime":1791.033,"endTime":1793.643,"body":"And if you don't know that, then"},{"speaker":"Noon, Pacific time, 3","startTime":1791.033,"endTime":1793.643,"body":"you don't know it, but she is."},{"speaker":"Noon, Pacific time, 3","startTime":1794.093,"endTime":1794.513,"body":"Okay."},{"speaker":"Noon, Pacific time, 3","startTime":1794.603,"endTime":1795.353,"body":"Other questions?"},{"speaker":"Noon, Pacific time, 3","startTime":1795.353,"endTime":1796.643,"body":"I don't see other hands up."},{"speaker":"Noon, Pacific time, 3","startTime":1796.643,"endTime":1798.383,"body":"I don't see other questions"},{"speaker":"Noon, Pacific time, 3","startTime":1796.643,"endTime":1798.383,"body":"in the question box."},{"speaker":"Noon, Pacific time, 3","startTime":1798.713,"endTime":1801.122,"body":"THE best it says,"},{"speaker":"Noon, Pacific time, 3","startTime":1798.713,"endTime":1801.122,"body":"she is very good."},{"speaker":"Noon, Pacific time, 3","startTime":1801.122,"endTime":1802.502,"body":"So at least some of you're"},{"speaker":"Noon, Pacific time, 3","startTime":1801.122,"endTime":1802.502,"body":"paying attention there."},{"speaker":"Noon, Pacific time, 3","startTime":1802.502,"endTime":1802.902,"body":"Great."},{"speaker":"Noon, Pacific time, 3","startTime":1802.902,"endTime":1803.352,"body":"Okay."},{"speaker":"Noon, Pacific time, 3","startTime":1803.442,"endTime":1803.592,"body":"Yeah."},{"speaker":"Noon, Pacific time, 3","startTime":1803.592,"endTime":1804.222,"body":"A great answer."},{"speaker":"Noon, Pacific time, 3","startTime":1804.252,"endTime":1804.672,"body":"Thank you."},{"speaker":"Noon, Pacific time, 3","startTime":1804.705,"endTime":1805.605,"body":"Another quick question."},{"speaker":"Noon, Pacific time, 3","startTime":1805.842,"endTime":1807.192,"body":"When do you actually like."},{"speaker":"Noon, Pacific time, 3","startTime":1807.29,"endTime":1809.729,"body":"I mean, I got some people that"},{"speaker":"Noon, Pacific time, 3","startTime":1807.29,"endTime":1809.729,"body":"I've been calling probably"},{"speaker":"Noon, Pacific time, 3","startTime":1809.729,"endTime":1811.329,"body":"the 30th time or something."},{"speaker":"Noon, Pacific time, 3","startTime":1811.903,"endTime":1813.973,"body":", I'm just like, I don't wanna"},{"speaker":"Noon, Pacific time, 3","startTime":1811.903,"endTime":1813.973,"body":"call these people anymore."},{"speaker":"Noon, Pacific time, 3","startTime":1814.363,"endTime":1816.463,"body":"They either don't answer"},{"speaker":"Noon, Pacific time, 3","startTime":1814.363,"endTime":1816.463,"body":"or they don't return your"},{"speaker":"Noon, Pacific time, 3","startTime":1816.463,"endTime":1817.513,"body":"call, whatever it may be."},{"speaker":"Noon, Pacific time, 3","startTime":1818.143,"endTime":1820.953,"body":"What, at what point do"},{"speaker":"Noon, Pacific time, 3","startTime":1818.143,"endTime":1820.953,"body":"you just, call it quits?"},{"speaker":"Noon, Pacific time, 3","startTime":1821.419,"endTime":1823.049,"body":"You know, it depends"},{"speaker":"Noon, Pacific time, 3","startTime":1821.419,"endTime":1823.049,"body":"on your business."},{"speaker":"Noon, Pacific time, 3","startTime":1823.619,"endTime":1825.089,"body":"So I'll just share with you."},{"speaker":"Noon, Pacific time, 3","startTime":1825.119,"endTime":1827.639,"body":"There's two ways you can go"},{"speaker":"Noon, Pacific time, 3","startTime":1825.119,"endTime":1827.639,"body":"one's broader geographically"},{"speaker":"Noon, Pacific time, 3","startTime":1827.639,"endTime":1828.959,"body":"or one's tighter geograph."},{"speaker":"Noon, Pacific time, 3","startTime":1829.406,"endTime":1832.046,"body":"One of the best real estate"},{"speaker":"Noon, Pacific time, 3","startTime":1829.406,"endTime":1832.046,"body":"agents I ever met in my career."},{"speaker":"Noon, Pacific time, 3","startTime":1832.136,"endTime":1833.036,"body":"He's still practicing."},{"speaker":"Noon, Pacific time, 3","startTime":1833.036,"endTime":1833.816,"body":"He and his wife."},{"speaker":"Noon, Pacific time, 3","startTime":1834.126,"endTime":1837.296,"body":"They took one city, the"},{"speaker":"Noon, Pacific time, 3","startTime":1834.126,"endTime":1837.296,"body":"city of Walnut, California,"},{"speaker":"Noon, Pacific time, 3","startTime":1837.296,"endTime":1840.46,"body":"nice city, you know, upper"},{"speaker":"Noon, Pacific time, 3","startTime":1837.296,"endTime":1840.46,"body":"middle class, nice homes."},{"speaker":"Noon, Pacific time, 3","startTime":1840.46,"endTime":1842.65,"body":"A lot of new builds in"},{"speaker":"Noon, Pacific time, 3","startTime":1840.46,"endTime":1842.65,"body":"the eighties and nineties."},{"speaker":"Noon, Pacific time, 3","startTime":1842.718,"endTime":1845.418,"body":"And their business plan was"},{"speaker":"Noon, Pacific time, 3","startTime":1842.718,"endTime":1845.418,"body":"they went to, they contacted"},{"speaker":"Noon, Pacific time, 3","startTime":1845.418,"endTime":1848.898,"body":"every single expired and"},{"speaker":"Noon, Pacific time, 3","startTime":1845.418,"endTime":1848.898,"body":"canceled in the city of Walnut."},{"speaker":"Noon, Pacific time, 3","startTime":1848.898,"endTime":1850.788,"body":"They didn't take"},{"speaker":"Noon, Pacific time, 3","startTime":1848.898,"endTime":1850.788,"body":"the next city over."},{"speaker":"Noon, Pacific time, 3","startTime":1850.968,"endTime":1852.558,"body":"They didn't take the next"},{"speaker":"Noon, Pacific time, 3","startTime":1850.968,"endTime":1852.558,"body":"city over from there."},{"speaker":"Noon, Pacific time, 3","startTime":1852.948,"endTime":1853.728,"body":"Just Walnut."},{"speaker":"Noon, Pacific time, 3","startTime":1854.418,"endTime":1859.382,"body":"But they literally visited"},{"speaker":"Noon, Pacific time, 3","startTime":1854.418,"endTime":1859.382,"body":"every single one in person."},{"speaker":"Noon, Pacific time, 3","startTime":1860.682,"endTime":1861.902,"body":"Probably's all different,"},{"speaker":"Noon, Pacific time, 3","startTime":1860.682,"endTime":1861.902,"body":"but I'm just showing"},{"speaker":"Noon, Pacific time, 3","startTime":1861.902,"endTime":1862.652,"body":"you the concept."},{"speaker":"Noon, Pacific time, 3","startTime":1862.652,"endTime":1866.512,"body":"And so what they would do is"},{"speaker":"Noon, Pacific time, 3","startTime":1862.652,"endTime":1866.512,"body":"if, if nobody was there, after"},{"speaker":"Noon, Pacific time, 3","startTime":1866.512,"endTime":1868.042,"body":"30 visits, they would continue."},{"speaker":"Noon, Pacific time, 3","startTime":1868.042,"endTime":1869.902,"body":"They would, he would write in"},{"speaker":"Noon, Pacific time, 3","startTime":1868.042,"endTime":1869.902,"body":"the, he would print out the"},{"speaker":"Noon, Pacific time, 3","startTime":1870.332,"endTime":1873.112,"body":"MLS sheet in the back, write"},{"speaker":"Noon, Pacific time, 3","startTime":1870.332,"endTime":1873.112,"body":"the date and time of when he"},{"speaker":"Noon, Pacific time, 3","startTime":1873.112,"endTime":1875.572,"body":"was there last with the idea,"},{"speaker":"Noon, Pacific time, 3","startTime":1873.112,"endTime":1875.572,"body":"being that if he was there on a"},{"speaker":"Noon, Pacific time, 3","startTime":1875.572,"endTime":1876.802,"body":"Monday, he'd go on a Wednesday."},{"speaker":"Noon, Pacific time, 3","startTime":1876.802,"endTime":1878.962,"body":"If he was there on a Wednesday,"},{"speaker":"Noon, Pacific time, 3","startTime":1876.802,"endTime":1878.962,"body":"go on a Sunday, he was in the"},{"speaker":"Noon, Pacific time, 3","startTime":1878.967,"endTime":1881.088,"body":"morning, go in the afternoon"},{"speaker":"Noon, Pacific time, 3","startTime":1878.967,"endTime":1881.088,"body":"or the evening because the"},{"speaker":"Noon, Pacific time, 3","startTime":1881.088,"endTime":1882.238,"body":"goal is to meet people."},{"speaker":"Noon, Pacific time, 3","startTime":1882.912,"endTime":1885.252,"body":"And so I can't really answer the"},{"speaker":"Noon, Pacific time, 3","startTime":1882.912,"endTime":1885.252,"body":"question for you, Richard, cause"},{"speaker":"Noon, Pacific time, 3","startTime":1885.252,"endTime":1887.412,"body":"I don't know where you are and"},{"speaker":"Noon, Pacific time, 3","startTime":1885.252,"endTime":1887.412,"body":"where your whole business is."},{"speaker":"Noon, Pacific time, 3","startTime":1888.007,"endTime":1890.033,"body":"It would probably a 15"},{"speaker":"Noon, Pacific time, 3","startTime":1888.007,"endTime":1890.033,"body":"minute phone call to get a"},{"speaker":"Noon, Pacific time, 3","startTime":1890.038,"endTime":1891.263,"body":"professional answer for you."},{"speaker":"Noon, Pacific time, 3","startTime":1891.547,"endTime":1895.147,"body":"But I would say that either"},{"speaker":"Noon, Pacific time, 3","startTime":1891.547,"endTime":1895.147,"body":"30 is way too many or 30"},{"speaker":"Noon, Pacific time, 3","startTime":1895.147,"endTime":1896.347,"body":"is just the number so far."},{"speaker":"Noon, Pacific time, 3","startTime":1896.347,"endTime":1897.607,"body":"And maybe you get 'em on 31."},{"speaker":"Noon, Pacific time, 3","startTime":1897.607,"endTime":1899.673,"body":"I don't know the answer"},{"speaker":"Noon, Pacific time, 3","startTime":1897.607,"endTime":1899.673,"body":"to your question you need."},{"speaker":"Noon, Pacific time, 3","startTime":1899.673,"endTime":1903.663,"body":"But also the second part I"},{"speaker":"Noon, Pacific time, 3","startTime":1899.673,"endTime":1903.663,"body":"would say is you need to verify"},{"speaker":"Noon, Pacific time, 3","startTime":1903.668,"endTime":1906.77,"body":"the statistics of what you're"},{"speaker":"Noon, Pacific time, 3","startTime":1903.668,"endTime":1906.77,"body":"doing and you know, how many"},{"speaker":"Noon, Pacific time, 3","startTime":1906.77,"endTime":1909.975,"body":"contacts per hour you make"},{"speaker":"Noon, Pacific time, 3","startTime":1906.77,"endTime":1909.975,"body":"on phone calls in general."},{"speaker":"Noon, Pacific time, 3","startTime":1909.975,"endTime":1912.495,"body":"So I'll give you my answer"},{"speaker":"Noon, Pacific time, 3","startTime":1909.975,"endTime":1912.495,"body":"in general for my business."},{"speaker":"Noon, Pacific time, 3","startTime":1912.915,"endTime":1914.824,"body":"I try somebody three times."},{"speaker":"Noon, Pacific time, 3","startTime":1914.824,"endTime":1917.82,"body":"If it's a, if it's just"},{"speaker":"Noon, Pacific time, 3","startTime":1914.824,"endTime":1917.82,"body":"a piece of data, name,"},{"speaker":"phone number","startTime":1917.82,"endTime":1919.11,"body":"oh, bill."},{"speaker":"phone number","startTime":1919.11,"endTime":1920.31,"body":"Somebody wants you"},{"speaker":"phone number","startTime":1919.11,"endTime":1920.31,"body":"to give 'em a call."},{"speaker":"phone number","startTime":1920.58,"endTime":1922.89,"body":"I'll try 'em three times and"},{"speaker":"phone number","startTime":1920.58,"endTime":1922.89,"body":"then I'll just forget about it."},{"speaker":"phone number","startTime":1923.16,"endTime":1925.275,"body":"If I left a message or text"},{"speaker":"phone number","startTime":1923.16,"endTime":1925.275,"body":"them afterwards or an email,"},{"speaker":"phone number","startTime":1925.575,"endTime":1927.18,"body":"if they don't reach out"},{"speaker":"phone number","startTime":1925.575,"endTime":1927.18,"body":"to me, I'm not interested."},{"speaker":"phone number","startTime":1927.99,"endTime":1929.913,"body":"I might call 'em again,"},{"speaker":"phone number","startTime":1927.99,"endTime":1929.913,"body":"90 days later, cuz the"},{"speaker":"phone number","startTime":1929.913,"endTime":1930.933,"body":"data's now recycled."},{"speaker":"phone number","startTime":1931.167,"endTime":1933.537,"body":"So it depends on what,"},{"speaker":"phone number","startTime":1931.167,"endTime":1933.537,"body":"where they are in your"},{"speaker":"phone number","startTime":1933.537,"endTime":1934.947,"body":"business geographically."},{"speaker":"phone number","startTime":1934.947,"endTime":1936.476,"body":"And, and are you just"},{"speaker":"phone number","startTime":1934.947,"endTime":1936.476,"body":"calling probates?"},{"speaker":"phone number","startTime":1936.476,"endTime":1938.006,"body":"Are you calling several"},{"speaker":"phone number","startTime":1936.476,"endTime":1938.006,"body":"different types of data?"},{"speaker":"phone number","startTime":1938.012,"endTime":1940.367,"body":"Let me ask you, what,"},{"speaker":"phone number","startTime":1938.012,"endTime":1940.367,"body":"what, what, what is your"},{"speaker":"phone number","startTime":1940.367,"endTime":1941.327,"body":"lead generation strategy?"},{"speaker":"phone number","startTime":1941.327,"endTime":1943.217,"body":"What are you doing today"},{"speaker":"phone number","startTime":1941.327,"endTime":1943.217,"body":"for building your business?"},{"speaker":"phone number","startTime":1943.267,"endTime":1944.647,"body":"Rephrase the question please."},{"speaker":"phone number","startTime":1945.787,"endTime":1947.617,"body":"you're a real"},{"speaker":"phone number","startTime":1945.787,"endTime":1947.617,"body":"estate agent, right?"},{"speaker":"phone number","startTime":1947.917,"endTime":1948.637,"body":"You're full time."},{"speaker":"phone number","startTime":1949.327,"endTime":1949.567,"body":"Right?"},{"speaker":"phone number","startTime":1950.137,"endTime":1953.098,"body":"How much time do you spend a"},{"speaker":"phone number","startTime":1950.137,"endTime":1953.098,"body":"day doing li lead generation"},{"speaker":"phone number","startTime":1953.098,"endTime":1954.148,"body":"or, or business development?"},{"speaker":"phone number","startTime":1954.808,"endTime":1957.808,"body":"Four hours, three hours"},{"speaker":"phone number","startTime":1954.808,"endTime":1957.808,"body":"minimum on the phone."},{"speaker":"phone number","startTime":1958.498,"endTime":1958.738,"body":"Right?"},{"speaker":"phone number","startTime":1959.128,"endTime":1960.258,"body":"How many contacts do you make?"},{"speaker":"phone number","startTime":1960.258,"endTime":1960.378,"body":"A."},{"speaker":"phone number","startTime":1961.013,"endTime":1964.613,"body":"About maybe I try to"},{"speaker":"phone number","startTime":1961.013,"endTime":1964.613,"body":"get at least 15 to 20."},{"speaker":"phone number","startTime":1964.89,"endTime":1965.19,"body":"Okay."},{"speaker":"phone number","startTime":1965.281,"endTime":1967.591,"body":"Try to get, try to get 15 to"},{"speaker":"phone number","startTime":1965.281,"endTime":1967.591,"body":"20 is different than getting"},{"speaker":"phone number","startTime":1967.596,"endTime":1969.901,"body":"15 to 20, then 15, for sure."},{"speaker":"phone number","startTime":1969.901,"endTime":1971.311,"body":"20, you should really"},{"speaker":"phone number","startTime":1969.901,"endTime":1971.311,"body":"pick a number, make that"},{"speaker":"phone number","startTime":1971.311,"endTime":1973.711,"body":"your minimum and then"},{"speaker":"phone number","startTime":1971.311,"endTime":1973.711,"body":"push towards that number."},{"speaker":"phone number","startTime":1973.771,"endTime":1974.114,"body":"Right."},{"speaker":"phone number","startTime":1974.162,"endTime":1975.122,"body":"I'm guessing then."},{"speaker":"phone number","startTime":1975.182,"endTime":1977.312,"body":"And are you calling, you"},{"speaker":"phone number","startTime":1975.182,"endTime":1977.312,"body":"don't have them expired."},{"speaker":"phone number","startTime":1977.342,"endTime":1979.682,"body":"I mean that many probates are"},{"speaker":"phone number","startTime":1977.342,"endTime":1979.682,"body":"you calling other types of data?"},{"speaker":"phone number","startTime":1980.262,"endTime":1983.214,"body":"Yeah, Lis pendens, expireds,"},{"speaker":"phone number","startTime":1980.262,"endTime":1983.214,"body":"for sale by owners, and probate."},{"speaker":"phone number","startTime":1983.904,"endTime":1985.354,"body":"And geographically,"},{"speaker":"phone number","startTime":1983.904,"endTime":1985.354,"body":"where are you calling?"},{"speaker":"phone number","startTime":1986.39,"endTime":1988.317,"body":"About three counties?"},{"speaker":"phone number","startTime":1989.277,"endTime":1989.937,"body":"Is that what you mean?"},{"speaker":"phone number","startTime":1990.447,"endTime":1990.987,"body":"Let me understand."},{"speaker":"phone number","startTime":1991.137,"endTime":1992.157,"body":"Don't know New York, all that."},{"speaker":"phone number","startTime":1992.162,"endTime":1994.947,"body":"Well, I knew so Queens,"},{"speaker":"phone number","startTime":1992.162,"endTime":1994.947,"body":"Queens, Nassau, Suffolk."},{"speaker":"phone number","startTime":1995.217,"endTime":1996.987,"body":"Those are three pretty"},{"speaker":"phone number","startTime":1995.217,"endTime":1996.987,"body":"big territories."},{"speaker":"phone number","startTime":1997.317,"endTime":1997.437,"body":"Yeah."},{"speaker":"phone number","startTime":1997.497,"endTime":1997.707,"body":"Right."},{"speaker":"phone number","startTime":1997.707,"endTime":2000.197,"body":"So if you're going that"},{"speaker":"phone number","startTime":1997.707,"endTime":2000.197,"body":"far out again, I'm not"},{"speaker":"phone number","startTime":2000.197,"endTime":2001.097,"body":"an expert on New York."},{"speaker":"phone number","startTime":2001.338,"endTime":2003.408,"body":". But if you said to me, LA,"},{"speaker":"phone number","startTime":2001.338,"endTime":2003.408,"body":"Orange, and San Bernard"},{"speaker":"phone number","startTime":2003.413,"endTime":2005.658,"body":"counties, I would say"},{"speaker":"phone number","startTime":2003.413,"endTime":2005.658,"body":"you should be contacting"},{"speaker":"phone number","startTime":2005.658,"endTime":2006.828,"body":"more people per hour."},{"speaker":"phone number","startTime":2006.828,"endTime":2009.348,"body":"You should be averaging"},{"speaker":"phone number","startTime":2006.828,"endTime":2009.348,"body":"probably closer to minimum five,"},{"speaker":"phone number","startTime":2009.348,"endTime":2010.998,"body":"probably eight people per hour."},{"speaker":"phone number","startTime":2011.168,"endTime":2014.894,"body":"And so I would try then calling"},{"speaker":"phone number","startTime":2011.168,"endTime":2014.894,"body":"those piece of data three"},{"speaker":"phone number","startTime":2014.899,"endTime":2017.931,"body":"times and then I might you"},{"speaker":"phone number","startTime":2014.899,"endTime":2017.931,"body":"know, I would, I would hang"},{"speaker":"phone number","startTime":2017.931,"endTime":2018.861,"body":"up before the fourth ring."},{"speaker":"phone number","startTime":2019.034,"endTime":2021.148,"body":"I would try 'em three times"},{"speaker":"phone number","startTime":2019.034,"endTime":2021.148,"body":"and then I would recycle the"},{"speaker":"phone number","startTime":2021.148,"endTime":2022.468,"body":"data go back 90 days later."},{"speaker":"phone number","startTime":2022.924,"endTime":2025.284,"body":"Wow, how I approach it because"},{"speaker":"phone number","startTime":2022.924,"endTime":2025.284,"body":"you have plenty of, you're not"},{"speaker":"phone number","startTime":2025.284,"endTime":2026.994,"body":"getting to, if you, if you're"},{"speaker":"phone number","startTime":2025.284,"endTime":2026.994,"body":"calling 'em that much, you're"},{"speaker":"phone number","startTime":2026.994,"endTime":2028.884,"body":"not, if you call somebody"},{"speaker":"phone number","startTime":2026.994,"endTime":2028.884,"body":"30 times, there's plenty"},{"speaker":"phone number","startTime":2028.884,"endTime":2031.044,"body":"of other data you haven't"},{"speaker":"phone number","startTime":2028.884,"endTime":2031.044,"body":"called that you could get to."},{"speaker":"phone number","startTime":2031.264,"endTime":2031.654,"body":"Got it."},{"speaker":"phone number","startTime":2031.894,"endTime":2032.254,"body":"Thank you."},{"speaker":"phone number","startTime":2032.254,"endTime":2032.884,"body":"Appreciate that."},{"speaker":"phone number","startTime":2033.124,"endTime":2035.134,"body":"Just in general, again, that's"},{"speaker":"phone number","startTime":2033.124,"endTime":2035.134,"body":"a kinda a high overview and I"},{"speaker":"phone number","startTime":2035.139,"endTime":2037.654,"body":"don't mean to be prescribing"},{"speaker":"phone number","startTime":2035.139,"endTime":2037.654,"body":"you the medicine as a doctor"},{"speaker":"phone number","startTime":2037.654,"endTime":2039.784,"body":"without really doing a full"},{"speaker":"phone number","startTime":2037.654,"endTime":2039.784,"body":"physical, but in general, those"},{"speaker":"phone number","startTime":2039.784,"endTime":2040.744,"body":"are, are concepts I think about."},{"speaker":"phone number","startTime":2040.984,"endTime":2041.434,"body":"Okay."},{"speaker":"phone number","startTime":2041.618,"endTime":2042.158,"body":"Sounds good."},{"speaker":"phone number","startTime":2042.848,"endTime":2043.148,"body":"thanks."},{"speaker":"phone number","startTime":2043.148,"endTime":2044.325,"body":"Thanks .  Okay."},{"speaker":"phone number","startTime":2044.33,"endTime":2046.365,"body":"Question of the chat box"},{"speaker":"phone number","startTime":2044.33,"endTime":2046.365,"body":"from Terry, she has a PR"},{"speaker":"phone number","startTime":2046.365,"endTime":2048.615,"body":"who failed to let me know"},{"speaker":"phone number","startTime":2046.365,"endTime":2048.615,"body":"about an NOD being filed."},{"speaker":"phone number","startTime":2048.765,"endTime":2050.705,"body":"We only have 60 days are"},{"speaker":"phone number","startTime":2048.765,"endTime":2050.705,"body":"close a sale and bring it"},{"speaker":"phone number","startTime":2050.705,"endTime":2051.645,"body":"current, any suggestion?"},{"speaker":"phone number","startTime":2051.645,"endTime":2053.535,"body":"So Terry, what state"},{"speaker":"phone number","startTime":2051.645,"endTime":2053.535,"body":"do you do business in?"},{"speaker":"phone number","startTime":2053.711,"endTime":2055.901,"body":"I dunno about you, but"},{"speaker":"phone number","startTime":2053.711,"endTime":2055.901,"body":"in California, I mean,"},{"speaker":"phone number","startTime":2055.931,"endTime":2057.671,"body":"I can check NODs myself."},{"speaker":"phone number","startTime":2057.791,"endTime":2058.511,"body":"I'm in California."},{"speaker":"phone number","startTime":2058.516,"endTime":2060.736,"body":"So I, I do that for"},{"speaker":"phone number","startTime":2058.516,"endTime":2060.736,"body":"my own properties."},{"speaker":"phone number","startTime":2060.736,"endTime":2062.656,"body":"If they, if it's a"},{"speaker":"phone number","startTime":2060.736,"endTime":2062.656,"body":"probate, I know nobody's"},{"speaker":"phone number","startTime":2062.656,"endTime":2063.436,"body":"paying on the mortgage."},{"speaker":"phone number","startTime":2063.441,"endTime":2065.47,"body":"You gotta just check it"},{"speaker":"phone number","startTime":2063.441,"endTime":2065.47,"body":"every week or two yourself."},{"speaker":"phone number","startTime":2065.47,"endTime":2068.07,"body":"So, rather than focus on"},{"speaker":"phone number","startTime":2065.47,"endTime":2068.07,"body":"the, the PR not notifying"},{"speaker":"phone number","startTime":2068.07,"endTime":2070.445,"body":"you, I would just say"},{"speaker":"phone number","startTime":2068.07,"endTime":2070.445,"body":"this is the business."},{"speaker":"phone number","startTime":2070.445,"endTime":2071.795,"body":"This is why they need"},{"speaker":"phone number","startTime":2070.445,"endTime":2071.795,"body":"a professional agent."},{"speaker":"phone number","startTime":2071.795,"endTime":2074.075,"body":"This is why you can't take"},{"speaker":"phone number","startTime":2071.795,"endTime":2074.075,"body":"this deal to an average agent."},{"speaker":"phone number","startTime":2074.315,"endTime":2075.185,"body":"That's why you need me."},{"speaker":"phone number","startTime":2075.379,"endTime":2077.959,"body":"And as far as suggestions"},{"speaker":"phone number","startTime":2075.379,"endTime":2077.959,"body":"of closing, right, were"},{"speaker":"phone number","startTime":2077.964,"endTime":2079.79,"body":"you in the were they"},{"speaker":"phone number","startTime":2077.964,"endTime":2079.79,"body":"in the probate process."},{"speaker":"phone number","startTime":2079.805,"endTime":2080.82,"body":"They have letters?"},{"speaker":"phone number","startTime":2080.88,"endTime":2082.53,"body":"Are they, is it"},{"speaker":"phone number","startTime":2080.88,"endTime":2082.53,"body":"a full authority?"},{"speaker":"phone number","startTime":2082.53,"endTime":2083.37,"body":"Is it limit authority?"},{"speaker":"phone number","startTime":2083.564,"endTime":2086.174,"body":"We're ready to close escrow"},{"speaker":"phone number","startTime":2083.564,"endTime":2086.174,"body":"as long as I get it sold."},{"speaker":"phone number","startTime":2087.284,"endTime":2089.529,"body":"Alright, you shouldn't"},{"speaker":"phone number","startTime":2087.284,"endTime":2089.529,"body":"need more than 60 days."},{"speaker":"phone number","startTime":2089.529,"endTime":2091.929,"body":"Just make sure you watch"},{"speaker":"phone number","startTime":2089.529,"endTime":2091.929,"body":"your timelines and keep"},{"speaker":"phone number","startTime":2091.929,"endTime":2092.529,"body":"eye on the mortgage."},{"speaker":"phone number","startTime":2092.529,"endTime":2094.599,"body":"And then depending on"},{"speaker":"phone number","startTime":2092.529,"endTime":2094.599,"body":"who the lender is, keep"},{"speaker":"phone number","startTime":2094.599,"endTime":2096.579,"body":"them in the communication"},{"speaker":"phone number","startTime":2094.599,"endTime":2096.579,"body":"loop in California."},{"speaker":"phone number","startTime":2096.849,"endTime":2099.729,"body":"If there's equity, the judge can"},{"speaker":"phone number","startTime":2096.849,"endTime":2099.729,"body":"always stop a foreclosure and"},{"speaker":"phone number","startTime":2099.729,"endTime":2103.929,"body":"will in most places, as long as"},{"speaker":"phone number","startTime":2099.729,"endTime":2103.929,"body":"you're making good faith effort"},{"speaker":"phone number","startTime":2103.929,"endTime":2105.159,"body":"and, and keep them in the loop."},{"speaker":"phone number","startTime":2105.639,"endTime":2107.919,"body":"Tougher in orange county"},{"speaker":"phone number","startTime":2105.639,"endTime":2107.919,"body":"Benelli county is pretty routine"},{"speaker":"phone number","startTime":2107.919,"endTime":2111.68,"body":"that they'll, that they'll"},{"speaker":"phone number","startTime":2107.919,"endTime":2111.68,"body":"file some sort of a Motion to"},{"speaker":"phone number","startTime":2111.68,"endTime":2114.02,"body":"delay the, the foreclosure, if"},{"speaker":"phone number","startTime":2111.68,"endTime":2114.02,"body":"you're talking about weeks or"},{"speaker":"phone number","startTime":2114.02,"endTime":2116.78,"body":"30 days or so, but you can't"},{"speaker":"phone number","startTime":2114.02,"endTime":2116.78,"body":"make up the time at the end,"},{"speaker":"phone number","startTime":2116.78,"endTime":2117.71,"body":"you gotta get on it right now."},{"speaker":"phone number","startTime":2117.71,"endTime":2119.96,"body":"So I get into Esra right"},{"speaker":"phone number","startTime":2117.71,"endTime":2119.96,"body":"away and do what you"},{"speaker":"phone number","startTime":2119.96,"endTime":2120.72,"body":"can to get it closed."},{"speaker":"phone number","startTime":2120.72,"endTime":2122.832,"body":"And you say, no, it's a"},{"speaker":"phone number","startTime":2120.72,"endTime":2122.832,"body":"default, of course you have"},{"speaker":"phone number","startTime":2123.252,"endTime":2125.232,"body":"most default period and then"},{"speaker":"phone number","startTime":2123.252,"endTime":2125.232,"body":"a trustee sale after that."},{"speaker":"phone number","startTime":2125.237,"endTime":2129.252,"body":"So you have, you have 60 days"},{"speaker":"phone number","startTime":2125.237,"endTime":2129.252,"body":"to close and you have another"},{"speaker":"phone number","startTime":2129.252,"endTime":2130.242,"body":"30 after that, perhaps."},{"speaker":"phone number","startTime":2130.242,"endTime":2131.982,"body":"So just make sure you know,"},{"speaker":"phone number","startTime":2130.242,"endTime":2131.982,"body":"your timelines and watch them."},{"speaker":"phone number","startTime":2132.312,"endTime":2133.392,"body":"I would say, watch it regularly."},{"speaker":"phone number","startTime":2133.794,"endTime":2134.324,"body":"Okay, thanks."},{"speaker":"phone number","startTime":2134.347,"endTime":2134.767,"body":"sure."},{"speaker":"phone number","startTime":2134.822,"endTime":2136.832,"body":"George asked about REDX"},{"speaker":"phone number","startTime":2134.822,"endTime":2136.832,"body":"good source for appropriate."},{"speaker":"phone number","startTime":2136.922,"endTime":2139.982,"body":"I'm not aware that REDX"},{"speaker":"phone number","startTime":2136.922,"endTime":2139.982,"body":"even has, do they have"},{"speaker":"phone number","startTime":2140.063,"endTime":2141.953,"body":"REDX is great for expireds"},{"speaker":"phone number","startTime":2140.063,"endTime":2141.953,"body":"or for sale by owners?"},{"speaker":"phone number","startTime":2141.953,"endTime":2144.293,"body":"I don't have experience"},{"speaker":"phone number","startTime":2141.953,"endTime":2144.293,"body":"with their probate list."},{"speaker":"phone number","startTime":2144.683,"endTime":2145.763,"body":"I know they have it."},{"speaker":"phone number","startTime":2146.273,"endTime":2149.063,"body":"So if there's an agent"},{"speaker":"phone number","startTime":2146.273,"endTime":2149.063,"body":"online that use or anybody"},{"speaker":"phone number","startTime":2149.063,"endTime":2152.552,"body":"uses REDX for probate"},{"speaker":"phone number","startTime":2149.063,"endTime":2152.552,"body":"leads, send me an email."},{"speaker":"phone number","startTime":2152.552,"endTime":2154.442,"body":"I'd love to find out or"},{"speaker":"phone number","startTime":2152.552,"endTime":2154.442,"body":"post in the probate master."},{"speaker":"phone number","startTime":2154.503,"endTime":2155.32,"body":"Your experience with it."},{"speaker":"phone number","startTime":2155.35,"endTime":2156.82,"body":"I have a list on my website."},{"speaker":"phone number","startTime":2157.12,"endTime":2158.38,"body":"I list of all the data sources."},{"speaker":"phone number","startTime":2158.38,"endTime":2161.62,"body":"I try to track that and be able"},{"speaker":"phone number","startTime":2158.38,"endTime":2161.62,"body":"to give people good references."},{"speaker":"phone number","startTime":2161.62,"endTime":2162.716,"body":"So, okay."},{"speaker":"phone number","startTime":2162.766,"endTime":2163.331,"body":"Let's go back here."},{"speaker":"phone number","startTime":2163.331,"endTime":2163.811,"body":"A question."},{"speaker":"phone number","startTime":2164.244,"endTime":2165.684,"body":"Based on what you"},{"speaker":"phone number","startTime":2164.244,"endTime":2165.684,"body":"explained regarding the"},{"speaker":"phone number","startTime":2165.684,"endTime":2166.494,"body":"court property sale."},{"speaker":"phone number","startTime":2166.494,"endTime":2168.684,"body":"Does the probate judge"},{"speaker":"phone number","startTime":2166.494,"endTime":2168.684,"body":"typically control what the real"},{"speaker":"phone number","startTime":2168.689,"endTime":2170.364,"body":"property probate is sold for?"},{"speaker":"phone number","startTime":2170.694,"endTime":2171.834,"body":"I understand saying"},{"speaker":"phone number","startTime":2170.694,"endTime":2171.834,"body":"the investors typical."},{"speaker":"phone number","startTime":2171.924,"endTime":2172.254,"body":"Okay."},{"speaker":"phone number","startTime":2172.494,"endTime":2175.464,"body":"So to answer the question,"},{"speaker":"phone number","startTime":2172.494,"endTime":2175.464,"body":"so rose asks me or rose and"},{"speaker":"phone number","startTime":2175.469,"endTime":2177.502,"body":"Lawrence, I'm not sure if I'm"},{"speaker":"phone number","startTime":2175.469,"endTime":2177.502,"body":"talking to rose or Lawrence"},{"speaker":"phone number","startTime":2177.502,"endTime":2179.226,"body":"on a court confirmation sale."},{"speaker":"phone number","startTime":2179.226,"endTime":2181.476,"body":"Does the probate judge"},{"speaker":"phone number","startTime":2179.226,"endTime":2181.476,"body":"control the price?"},{"speaker":"phone number","startTime":2181.476,"endTime":2182.196,"body":"The answer is no, the."},{"speaker":"phone number","startTime":2183.081,"endTime":2186.801,"body":"Confirms the price or doesn't"},{"speaker":"phone number","startTime":2183.081,"endTime":2186.801,"body":"confirm the price and you"},{"speaker":"phone number","startTime":2186.801,"endTime":2188.044,"body":"have to make that case."},{"speaker":"phone number","startTime":2188.044,"endTime":2190.856,"body":"You know, recently I had a"},{"speaker":"phone number","startTime":2188.044,"endTime":2190.856,"body":"two point, we actually went"},{"speaker":"phone number","startTime":2190.856,"endTime":2193.016,"body":"up to 2.3 million confirmed."},{"speaker":"phone number","startTime":2193.646,"endTime":2194.516,"body":"There were objectors."},{"speaker":"phone number","startTime":2194.521,"endTime":2195.626,"body":"They wanted to."},{"speaker":"phone number","startTime":2196.331,"endTime":2198.131,"body":"Say, oh, you are underselling."},{"speaker":"phone number","startTime":2198.131,"endTime":2201.071,"body":"It, the reality is they"},{"speaker":"phone number","startTime":2198.131,"endTime":2201.071,"body":"had a chance to bid more."},{"speaker":"phone number","startTime":2201.071,"endTime":2202.871,"body":"They had months that they could"},{"speaker":"phone number","startTime":2201.071,"endTime":2202.871,"body":"have come in with an offer."},{"speaker":"phone number","startTime":2202.871,"endTime":2203.351,"body":"They didn't."},{"speaker":"phone number","startTime":2204.161,"endTime":2206.351,"body":"And so my job as a real"},{"speaker":"phone number","startTime":2204.161,"endTime":2206.351,"body":"estate agent was to present"},{"speaker":"phone number","startTime":2206.351,"endTime":2209.291,"body":"that we properly market the"},{"speaker":"phone number","startTime":2206.351,"endTime":2209.291,"body":"property that we properly"},{"speaker":"phone number","startTime":2209.711,"endTime":2210.971,"body":"reviewed every possible offer."},{"speaker":"phone number","startTime":2210.971,"endTime":2212.831,"body":"And we brought in the"},{"speaker":"phone number","startTime":2210.971,"endTime":2212.831,"body":"best offer in the case."},{"speaker":"phone number","startTime":2213.401,"endTime":2214.811,"body":"And if you do that,"},{"speaker":"phone number","startTime":2213.401,"endTime":2214.811,"body":"my experience is the"},{"speaker":"phone number","startTime":2214.811,"endTime":2215.801,"body":"judge will confirm it."},{"speaker":"phone number","startTime":2215.801,"endTime":2217.691,"body":"And if you don't"},{"speaker":"phone number","startTime":2215.801,"endTime":2217.691,"body":"then the judge won't."},{"speaker":"phone number","startTime":2217.691,"endTime":2221.021,"body":"And so, but the judge confirms"},{"speaker":"phone number","startTime":2217.691,"endTime":2221.021,"body":"the price and you have to"},{"speaker":"phone number","startTime":2221.021,"endTime":2222.701,"body":"give 'em the evidence, I"},{"speaker":"phone number","startTime":2221.021,"endTime":2222.701,"body":"think, to get them to do."},{"speaker":"phone number","startTime":2223.64,"endTime":2224.785,"body":"A lot of love for Katt today."},{"speaker":"phone number","startTime":2224.785,"endTime":2225.843,"body":"You guys, good job."},{"speaker":"phone number","startTime":2225.856,"endTime":2226.636,"body":"She's fantastic."},{"speaker":"phone number","startTime":2226.636,"endTime":2228.316,"body":"And does a good job running"},{"speaker":"phone number","startTime":2226.636,"endTime":2228.316,"body":"this thing here for me."},{"speaker":"phone number","startTime":2228.316,"endTime":2228.946,"body":"So thank you."},{"speaker":"phone number","startTime":2229.336,"endTime":2229.756,"body":"Okay."},{"speaker":"phone number","startTime":2229.761,"endTime":2232.246,"body":"I don't see any other, I think"},{"speaker":"phone number","startTime":2229.761,"endTime":2232.246,"body":"I've covered all the questions"},{"speaker":"phone number","startTime":2232.406,"endTime":2235.136,"body":"I missed if I missed one, I"},{"speaker":"phone number","startTime":2232.406,"endTime":2235.136,"body":"see Maggie, you got your hand"},{"speaker":"phone number","startTime":2235.136,"endTime":2236.306,"body":"up or your camera off Maggie."},{"speaker":"phone number","startTime":2236.306,"endTime":2236.876,"body":"What's up with you."},{"speaker":"phone number","startTime":2236.876,"endTime":2238.476,"body":"How can we help you real"},{"speaker":"phone number","startTime":2236.876,"endTime":2238.476,"body":"quick before we finish?"},{"speaker":"phone number","startTime":2241.031,"endTime":2241.721,"body":"Good afternoon."},{"speaker":"phone number","startTime":2242.471,"endTime":2243.521,"body":"Yeah, good afternoon."},{"speaker":"phone number","startTime":2243.971,"endTime":2248.321,"body":"So I took probate mastery"},{"speaker":"phone number","startTime":2243.971,"endTime":2248.321,"body":"quite a while ago and I haven't"},{"speaker":"phone number","startTime":2248.321,"endTime":2253.001,"body":"really been as aggressive"},{"speaker":"phone number","startTime":2248.321,"endTime":2253.001,"body":"as I probably wanted to be."},{"speaker":"phone number","startTime":2253.421,"endTime":2257.156,"body":"And I'm listening to you know,"},{"speaker":"phone number","startTime":2253.421,"endTime":2257.156,"body":"this program from time to time"},{"speaker":"phone number","startTime":2257.156,"endTime":2260.066,"body":"and, and I see that people are"},{"speaker":"phone number","startTime":2257.156,"endTime":2260.066,"body":"serious about this and they're,"},{"speaker":"phone number","startTime":2260.066,"endTime":2262.076,"body":"and they're doing their thing"},{"speaker":"phone number","startTime":2260.066,"endTime":2262.076,"body":"and they're getting results."},{"speaker":"phone number","startTime":2262.376,"endTime":2265.826,"body":"So my question is this, I"},{"speaker":"phone number","startTime":2262.376,"endTime":2265.826,"body":"recently came across someone"},{"speaker":"phone number","startTime":2265.826,"endTime":2267.885,"body":"who had a reverse mortgage."},{"speaker":"phone number","startTime":2267.885,"endTime":2270.85,"body":"Their parent passed the last"},{"speaker":"phone number","startTime":2267.885,"endTime":2270.85,"body":"of two parents and they had"},{"speaker":"phone number","startTime":2270.85,"endTime":2274.3,"body":"a reverse mortgage and I"},{"speaker":"phone number","startTime":2270.85,"endTime":2274.3,"body":"wanted to sell the property."},{"speaker":"phone number","startTime":2274.84,"endTime":2278.43,"body":"And so initially I said,"},{"speaker":"phone number","startTime":2274.84,"endTime":2278.43,"body":"Gee, I would love to help"},{"speaker":"phone number","startTime":2278.43,"endTime":2279.54,"body":"you sell the property."},{"speaker":"phone number","startTime":2279.7,"endTime":2281.01,"body":"I, I am an agent by the way."},{"speaker":"phone number","startTime":2281.58,"endTime":2285.343,"body":"And I said, however, I'm"},{"speaker":"phone number","startTime":2281.58,"endTime":2285.343,"body":"also an investor and I"},{"speaker":"phone number","startTime":2285.343,"endTime":2287.383,"body":"might be interested or"},{"speaker":"phone number","startTime":2285.343,"endTime":2287.383,"body":"some other investor."},{"speaker":"phone number","startTime":2287.833,"endTime":2290.32,"body":"And I said, if you're looking"},{"speaker":"phone number","startTime":2287.833,"endTime":2290.32,"body":"for a quick sale you know, maybe"},{"speaker":"phone number","startTime":2290.32,"endTime":2291.85,"body":"we can get it done quicker."},{"speaker":"phone number","startTime":2292.9,"endTime":2295.443,"body":"And long story short, they"},{"speaker":"phone number","startTime":2292.9,"endTime":2295.443,"body":"came back and said, well, I've"},{"speaker":"phone number","startTime":2295.443,"endTime":2298.633,"body":"got a cousin who really would"},{"speaker":"phone number","startTime":2295.443,"endTime":2298.633,"body":"like to have this property."},{"speaker":"phone number","startTime":2298.638,"endTime":2301.793,"body":"They're not financially"},{"speaker":"phone number","startTime":2298.638,"endTime":2301.793,"body":"able, but they're gonna look"},{"speaker":"phone number","startTime":2301.793,"endTime":2304.283,"body":"around and see if they can"},{"speaker":"phone number","startTime":2301.793,"endTime":2304.283,"body":"get the funding to do so."},{"speaker":"phone number","startTime":2304.763,"endTime":2307.013,"body":"So it's been about a week and"},{"speaker":"phone number","startTime":2304.763,"endTime":2307.013,"body":"I wanna call them again and"},{"speaker":"phone number","startTime":2307.013,"endTime":2310.013,"body":"I don't wanna press the point"},{"speaker":"phone number","startTime":2307.013,"endTime":2310.013,"body":"about me buying the property."},{"speaker":"phone number","startTime":2310.463,"endTime":2310.733,"body":"Right."},{"speaker":"phone number","startTime":2310.733,"endTime":2315.563,"body":"So my question is how would you"},{"speaker":"phone number","startTime":2310.733,"endTime":2315.563,"body":"approach that situation knowing"},{"speaker":"phone number","startTime":2315.593,"endTime":2318.293,"body":"that there is reverse mortgage,"},{"speaker":"phone number","startTime":2315.593,"endTime":2318.293,"body":"knowing that there's a potential"},{"speaker":"phone number","startTime":2318.293,"endTime":2321.863,"body":"buyer who may or may not be"},{"speaker":"phone number","startTime":2318.293,"endTime":2321.863,"body":"qualified and knowing that I"},{"speaker":"phone number","startTime":2321.893,"endTime":2325.083,"body":"personally may want to purchase"},{"speaker":"phone number","startTime":2321.893,"endTime":2325.083,"body":"it but not at the market price."},{"speaker":"phone number","startTime":2326.233,"endTime":2329.768,"body":"Yeah, I, I think it's hard to"},{"speaker":"phone number","startTime":2326.233,"endTime":2329.768,"body":"to do both in the same lead."},{"speaker":"phone number","startTime":2329.768,"endTime":2331.688,"body":"So I, I don't know how"},{"speaker":"phone number","startTime":2329.768,"endTime":2331.688,"body":"to answer the question."},{"speaker":"phone number","startTime":2331.688,"endTime":2333.818,"body":"You've you kinda"},{"speaker":"phone number","startTime":2331.688,"endTime":2333.818,"body":"went down that path."},{"speaker":"phone number","startTime":2333.848,"endTime":2334.259,"body":"I think."},{"speaker":"phone number","startTime":2334.919,"endTime":2337.529,"body":"That you know, sellers"},{"speaker":"phone number","startTime":2334.919,"endTime":2337.529,"body":"are rightfully scared."},{"speaker":"phone number","startTime":2338.009,"endTime":2338.609,"body":"Are you my agent?"},{"speaker":"phone number","startTime":2338.609,"endTime":2340.679,"body":"Are you investor,"},{"speaker":"phone number","startTime":2338.609,"endTime":2340.679,"body":"do you do both?"},{"speaker":"phone number","startTime":2340.916,"endTime":2344.126,"body":"I think you have to overcome"},{"speaker":"phone number","startTime":2340.916,"endTime":2344.126,"body":"that fear initially, and"},{"speaker":"phone number","startTime":2344.126,"endTime":2347.02,"body":"then you continue that"},{"speaker":"phone number","startTime":2344.126,"endTime":2347.02,"body":"relationship if you can do both."},{"speaker":"phone number","startTime":2347.02,"endTime":2349.672,"body":"So personally I only approach"},{"speaker":"phone number","startTime":2347.02,"endTime":2349.672,"body":"people as a broker, but I work"},{"speaker":"phone number","startTime":2349.677,"endTime":2350.752,"body":"with investors all the time."},{"speaker":"phone number","startTime":2351.442,"endTime":2353.989,"body":"And and I think one of"},{"speaker":"phone number","startTime":2351.442,"endTime":2353.989,"body":"the strengths I have is"},{"speaker":"phone number","startTime":2353.989,"endTime":2355.789,"body":"I have certain investors"},{"speaker":"phone number","startTime":2353.989,"endTime":2355.789,"body":"I've worked with a lot."},{"speaker":"phone number","startTime":2356.329,"endTime":2357.998,"body":"They become good"},{"speaker":"phone number","startTime":2356.329,"endTime":2357.998,"body":"friends, good clients."},{"speaker":"phone number","startTime":2358.005,"endTime":2360.225,"body":"But when I list the"},{"speaker":"phone number","startTime":2358.005,"endTime":2360.225,"body":"property, I have a contract"},{"speaker":"phone number","startTime":2360.285,"endTime":2363.045,"body":"in my mind for that seller"},{"speaker":"phone number","startTime":2360.285,"endTime":2363.045,"body":"to get them top dollar."},{"speaker":"phone number","startTime":2363.045,"endTime":2364.815,"body":"I mean, I have to look out"},{"speaker":"phone number","startTime":2363.045,"endTime":2364.815,"body":"for their interest, so I don't"},{"speaker":"phone number","startTime":2364.815,"endTime":2368.088,"body":"bring an investor in, unless"},{"speaker":"phone number","startTime":2364.815,"endTime":2368.088,"body":"it's best for the seller."},{"speaker":"phone number","startTime":2368.088,"endTime":2369.672,"body":"In my case, I'm not gonna"},{"speaker":"phone number","startTime":2368.088,"endTime":2369.672,"body":"give it to 'em on the"},{"speaker":"phone number","startTime":2369.672,"endTime":2372.325,"body":"cheap, because it's best"},{"speaker":"phone number","startTime":2369.672,"endTime":2372.325,"body":"for my investor client."},{"speaker":"phone number","startTime":2372.329,"endTime":2374.189,"body":"Not allowed to do that, but"},{"speaker":"phone number","startTime":2372.329,"endTime":2374.189,"body":"sometimes I'll say to the"},{"speaker":"phone number","startTime":2374.189,"endTime":2377.339,"body":"investor, listen, I need get an"},{"speaker":"phone number","startTime":2374.189,"endTime":2377.339,"body":"offering right away because we"},{"speaker":"phone number","startTime":2377.339,"endTime":2380.612,"body":"have a foreclosure pending, or"},{"speaker":"phone number","startTime":2377.339,"endTime":2380.612,"body":"we have a court confirmation."},{"speaker":"phone number","startTime":2380.696,"endTime":2383.066,"body":"And if your, your offer holds"},{"speaker":"phone number","startTime":2380.696,"endTime":2383.066,"body":"up, it's a great deal for you."},{"speaker":"phone number","startTime":2383.066,"endTime":2383.696,"body":"And if it doesn't hold."},{"speaker":"phone number","startTime":2384.162,"endTime":2385.542,"body":"Nothing ventured, nothing gain."},{"speaker":"phone number","startTime":2386.022,"endTime":2388.422,"body":"So it's a challenge when"},{"speaker":"phone number","startTime":2386.022,"endTime":2388.422,"body":"you, when you kind of go one"},{"speaker":"phone number","startTime":2388.422,"endTime":2391.002,"body":"way or the other, and you're"},{"speaker":"phone number","startTime":2388.422,"endTime":2391.002,"body":"not sure what you are, how"},{"speaker":"phone number","startTime":2391.002,"endTime":2391.992,"body":"are they sure what you are?"},{"speaker":"phone number","startTime":2392.322,"endTime":2394.812,"body":"That's I think the challenge"},{"speaker":"phone number","startTime":2392.322,"endTime":2394.812,"body":"you've created in a sense."},{"speaker":"phone number","startTime":2395.186,"endTime":2397.962,"body":"As far as follow up, one of"},{"speaker":"phone number","startTime":2395.186,"endTime":2397.962,"body":"the reasons we follow up is"},{"speaker":"phone number","startTime":2397.962,"endTime":2402.122,"body":"we're auditioning for the job"},{"speaker":"phone number","startTime":2397.962,"endTime":2402.122,"body":"sellers want real estate agents"},{"speaker":"phone number","startTime":2402.182,"endTime":2405.992,"body":"who are persistent, who have"},{"speaker":"phone number","startTime":2402.182,"endTime":2405.992,"body":"a system who are organized,"},{"speaker":"phone number","startTime":2406.472,"endTime":2407.942,"body":"who follow through on things."},{"speaker":"phone number","startTime":2408.542,"endTime":2411.332,"body":"And so when we follow up on"},{"speaker":"phone number","startTime":2408.542,"endTime":2411.332,"body":"leads, that's showing them"},{"speaker":"phone number","startTime":2411.337,"endTime":2413.702,"body":"that we're doing our job,"},{"speaker":"phone number","startTime":2411.337,"endTime":2413.702,"body":"not just be when we had the"},{"speaker":"phone number","startTime":2413.702,"endTime":2416.342,"body":"listing, but we're doing our"},{"speaker":"phone number","startTime":2413.702,"endTime":2416.342,"body":"job even before the listing."},{"speaker":"phone number","startTime":2416.732,"endTime":2418.922,"body":"And I tell people all the time,"},{"speaker":"phone number","startTime":2416.732,"endTime":2418.922,"body":"let's say you're persistent."},{"speaker":"phone number","startTime":2418.922,"endTime":2420.122,"body":"I say, yeah, imagine"},{"speaker":"phone number","startTime":2418.922,"endTime":2420.122,"body":"how persistent I."},{"speaker":"phone number","startTime":2420.762,"endTime":2423.402,"body":"When I have your property"},{"speaker":"phone number","startTime":2420.762,"endTime":2423.402,"body":"listed, I'm getting it sold."},{"speaker":"phone number","startTime":2423.402,"endTime":2424.002,"body":"That's what you want."},{"speaker":"phone number","startTime":2424.002,"endTime":2424.362,"body":"Right."},{"speaker":"phone number","startTime":2425.142,"endTime":2428.292,"body":"So I don't think you, you can be"},{"speaker":"phone number","startTime":2425.142,"endTime":2428.292,"body":"too aggressive or I should say"},{"speaker":"phone number","startTime":2428.292,"endTime":2430.672,"body":"too assertive on the follow up."},{"speaker":"phone number","startTime":2431.447,"endTime":2433.277,"body":"And when we worry about that,"},{"speaker":"phone number","startTime":2431.447,"endTime":2433.277,"body":"probably that's generally"},{"speaker":"phone number","startTime":2433.277,"endTime":2437.057,"body":"wrong, but we always want our"},{"speaker":"phone number","startTime":2433.277,"endTime":2437.057,"body":"follow up to be a value to the"},{"speaker":"phone number","startTime":2437.557,"endTime":2438.947,"body":"customer, not a value to us."},{"speaker":"phone number","startTime":2439.257,"endTime":2441.077,"body":"Mm-hmm . And so I might"},{"speaker":"phone number","startTime":2439.257,"endTime":2441.077,"body":"say, I'm just checking back."},{"speaker":"phone number","startTime":2441.077,"endTime":2442.877,"body":"I know I men, I know you"},{"speaker":"phone number","startTime":2441.077,"endTime":2442.877,"body":"mentioned you have reverse"},{"speaker":"phone number","startTime":2442.877,"endTime":2445.937,"body":"mortgage and I know there's a"},{"speaker":"phone number","startTime":2442.877,"endTime":2445.937,"body":"clock ticking on those things."},{"speaker":"phone number","startTime":2446.267,"endTime":2449.417,"body":"And sometimes I found families"},{"speaker":"phone number","startTime":2446.267,"endTime":2449.417,"body":"like families that will wait"},{"speaker":"phone number","startTime":2449.417,"endTime":2452.747,"body":"too long to get the property"},{"speaker":"phone number","startTime":2449.417,"endTime":2452.747,"body":"marketed are then at the end,"},{"speaker":"phone number","startTime":2452.747,"endTime":2454.367,"body":"rushed, avoiding foreclosure."},{"speaker":"phone number","startTime":2454.367,"endTime":2455.717,"body":"It might, you know, lose money."},{"speaker":"phone number","startTime":2455.717,"endTime":2456.557,"body":"I'm just here to help."},{"speaker":"phone number","startTime":2457.007,"endTime":2458.897,"body":"Have you had any dis"},{"speaker":"phone number","startTime":2457.007,"endTime":2458.897,"body":"more discussions with"},{"speaker":"phone number","startTime":2458.902,"endTime":2459.647,"body":"your family member?"},{"speaker":"phone number","startTime":2460.637,"endTime":2463.367,"body":"I also know family members"},{"speaker":"phone number","startTime":2460.637,"endTime":2463.367,"body":"will oftentimes take forever to"},{"speaker":"phone number","startTime":2463.367,"endTime":2466.097,"body":"make that decision where it's"},{"speaker":"phone number","startTime":2463.367,"endTime":2466.097,"body":"a nice way of saying they're"},{"speaker":"phone number","startTime":2466.337,"endTime":2469.037,"body":"they don't wanna say don't"},{"speaker":"phone number","startTime":2466.337,"endTime":2469.037,"body":"qualify that their, their,"},{"speaker":"phone number","startTime":2469.067,"endTime":2471.154,"body":"their relative doesn't wanna"},{"speaker":"phone number","startTime":2469.067,"endTime":2471.154,"body":"press the issue with them."},{"speaker":"phone number","startTime":2471.994,"endTime":2473.674,"body":"And particularly if they're"},{"speaker":"phone number","startTime":2471.994,"endTime":2473.674,"body":"living in the house, that's"},{"speaker":"phone number","startTime":2473.674,"endTime":2474.664,"body":"a whole nother level."},{"speaker":"phone number","startTime":2474.694,"endTime":2476.074,"body":"If they living in the"},{"speaker":"phone number","startTime":2474.694,"endTime":2476.074,"body":"house, they're rather live"},{"speaker":"phone number","startTime":2476.074,"endTime":2477.094,"body":"there for free forever."},{"speaker":"phone number","startTime":2477.099,"endTime":2478.204,"body":"They never buy the property."},{"speaker":"phone number","startTime":2479.044,"endTime":2480.874,"body":"So depending on your"},{"speaker":"phone number","startTime":2479.044,"endTime":2480.874,"body":"situation, I would just"},{"speaker":"phone number","startTime":2480.874,"endTime":2481.924,"body":"say, I would always follow."},{"speaker":"phone number","startTime":2482.599,"endTime":2486.139,"body":"Find a reason to follow up"},{"speaker":"phone number","startTime":2482.599,"endTime":2486.139,"body":"that's of value to the prospect"},{"speaker":"phone number","startTime":2487.069,"endTime":2489.559,"body":"timeline on the foreclosure is"},{"speaker":"phone number","startTime":2487.069,"endTime":2489.559,"body":"a good one for you or timeline"},{"speaker":"phone number","startTime":2489.559,"endTime":2490.519,"body":"on the reverse mortgage."},{"speaker":"phone number","startTime":2490.849,"endTime":2493.369,"body":"You might check the public"},{"speaker":"phone number","startTime":2490.849,"endTime":2493.369,"body":"records, see if an S been filed."},{"speaker":"phone number","startTime":2493.669,"endTime":2494.929,"body":"It is public information."},{"speaker":"phone number","startTime":2495.619,"endTime":2497.839,"body":"You might have an article about"},{"speaker":"phone number","startTime":2495.619,"endTime":2497.839,"body":"reverse mortgages and probate."},{"speaker":"phone number","startTime":2497.869,"endTime":2500.029,"body":"You can send to them where"},{"speaker":"phone number","startTime":2497.869,"endTime":2500.029,"body":"you just might generally talk"},{"speaker":"phone number","startTime":2500.029,"endTime":2501.019,"body":"about the real estate market."},{"speaker":"phone number","startTime":2501.049,"endTime":2502.069,"body":"I'm not sure where it is."},{"speaker":"phone number","startTime":2502.249,"endTime":2503.119,"body":"I know you're in Maryland."},{"speaker":"phone number","startTime":2503.119,"endTime":2503.779,"body":"We've talked before."},{"speaker":"phone number","startTime":2503.809,"endTime":2504.049,"body":"Yes."},{"speaker":"phone number","startTime":2504.181,"endTime":2507.151,"body":"I dunno if it's cooling off"},{"speaker":"phone number","startTime":2504.181,"endTime":2507.151,"body":"where you are or not, you might"},{"speaker":"phone number","startTime":2507.151,"endTime":2509.521,"body":"just wanna pass on whatever"},{"speaker":"phone number","startTime":2507.151,"endTime":2509.521,"body":"market information you have."},{"speaker":"phone number","startTime":2509.971,"endTime":2511.681,"body":"We wanna be of value"},{"speaker":"phone number","startTime":2509.971,"endTime":2511.681,"body":"to our prospects."},{"speaker":"phone number","startTime":2513.751,"endTime":2513.991,"body":"Okay."},{"speaker":"phone number","startTime":2514.291,"endTime":2515.161,"body":"I appreciate that."},{"speaker":"phone number","startTime":2515.161,"endTime":2517.891,"body":"Yeah, that kind of, that"},{"speaker":"phone number","startTime":2515.161,"endTime":2517.891,"body":"helps me and I will most"},{"speaker":"phone number","startTime":2517.896,"endTime":2518.755,"body":"definitely follow up."},{"speaker":"phone number","startTime":2518.755,"endTime":2521.682,"body":"But also I I've heard people"},{"speaker":"phone number","startTime":2518.755,"endTime":2521.682,"body":"talk about marketing and that's"},{"speaker":"phone number","startTime":2521.687,"endTime":2524.562,"body":"something that I just haven't"},{"speaker":"phone number","startTime":2521.687,"endTime":2524.562,"body":"been doing in terms of probate."},{"speaker":"phone number","startTime":2524.615,"endTime":2528.496,"body":"And so is anyone"},{"speaker":"phone number","startTime":2524.615,"endTime":2528.496,"body":"using the new program?"},{"speaker":"phone number","startTime":2528.736,"endTime":2532.306,"body":"I forget what it was called that"},{"speaker":"phone number","startTime":2528.736,"endTime":2532.306,"body":"Chad put out with the attorneys."},{"speaker":"phone number","startTime":2533.391,"endTime":2535.291,"body":"Earn earn, right?"},{"speaker":"phone number","startTime":2535.291,"endTime":2535.561,"body":"Yeah."},{"speaker":"phone number","startTime":2535.981,"endTime":2538.141,"body":"So EARN is earn"},{"speaker":"phone number","startTime":2535.981,"endTime":2538.141,"body":"attorney referrals now."},{"speaker":"phone number","startTime":2538.162,"endTime":2539.546,"body":"I took it I'm also a teacher."},{"speaker":"phone number","startTime":2539.546,"endTime":2540.596,"body":"I'm one of the segments in it."},{"speaker":"phone number","startTime":2540.677,"endTime":2540.967,"body":"Okay."},{"speaker":"phone number","startTime":2541.377,"endTime":2541.887,"body":"That was great."},{"speaker":"phone number","startTime":2541.887,"endTime":2543.807,"body":"You know, my, most of my"},{"speaker":"phone number","startTime":2541.887,"endTime":2543.807,"body":"business are attorney referral."},{"speaker":"phone number","startTime":2543.928,"endTime":2545.098,"body":"I think he did a great job."},{"speaker":"phone number","startTime":2545.098,"endTime":2547.168,"body":"I think he also brought in a"},{"speaker":"phone number","startTime":2545.098,"endTime":2547.168,"body":"couple good attorneys to helped"},{"speaker":"phone number","startTime":2547.168,"endTime":2549.448,"body":"explain it, but you know,"},{"speaker":"phone number","startTime":2547.168,"endTime":2549.448,"body":"it's like everything else."},{"speaker":"phone number","startTime":2549.448,"endTime":2550.948,"body":"It's kind of like"},{"speaker":"phone number","startTime":2549.448,"endTime":2550.948,"body":"tools of home Depot."},{"speaker":"phone number","startTime":2550.978,"endTime":2554.338,"body":"You know, I personally, I"},{"speaker":"phone number","startTime":2550.978,"endTime":2554.338,"body":"didn't even hang pictures."},{"speaker":"phone number","startTime":2554.338,"endTime":2555.868,"body":"I call my son-in-law"},{"speaker":"phone number","startTime":2554.338,"endTime":2555.868,"body":"to do 'em for me."},{"speaker":"phone number","startTime":2556.108,"endTime":2558.748,"body":"Mm-hmm  so occasionally"},{"speaker":"phone number","startTime":2556.108,"endTime":2558.748,"body":"I go to home Depot to buy"},{"speaker":"phone number","startTime":2558.748,"endTime":2560.458,"body":"extension cords or life bulbs."},{"speaker":"phone number","startTime":2560.818,"endTime":2563.548,"body":"And I walk around filling"},{"speaker":"phone number","startTime":2560.818,"endTime":2563.548,"body":"very manly, but I'm not gonna"},{"speaker":"phone number","startTime":2563.548,"endTime":2565.228,"body":"buy any tools there cause"},{"speaker":"phone number","startTime":2563.548,"endTime":2565.228,"body":"I'm never gonna use 'em."},{"speaker":"phone number","startTime":2565.768,"endTime":2567.358,"body":"And so I would say"},{"speaker":"phone number","startTime":2565.768,"endTime":2567.358,"body":"to you, it's the same"},{"speaker":"phone number","startTime":2567.358,"endTime":2568.438,"body":"thing with this program."},{"speaker":"phone number","startTime":2568.768,"endTime":2569.808,"body":"It's great if you use it."},{"speaker":"phone number","startTime":2570.688,"endTime":2571.708,"body":"But you gotta do the work."},{"speaker":"phone number","startTime":2571.738,"endTime":2573.478,"body":"There's no shortcut to"},{"speaker":"phone number","startTime":2571.738,"endTime":2573.478,"body":"making the phone calls"},{"speaker":"phone number","startTime":2573.478,"endTime":2574.198,"body":"and doing the work."},{"speaker":"phone number","startTime":2574.822,"endTime":2575.152,"body":"Thank you."},{"speaker":"phone number","startTime":2575.152,"endTime":2575.842,"body":"I appreciate it."},{"speaker":"phone number","startTime":2576.052,"endTime":2576.412,"body":"Sure."},{"speaker":"phone number","startTime":2576.502,"endTime":2576.965,"body":"Thanks, Maggie."},{"speaker":"phone number","startTime":2576.965,"endTime":2577.427,"body":"Okay."},{"speaker":"phone number","startTime":2577.432,"endTime":2579.558,"body":"So, if you reasons"},{"speaker":"phone number","startTime":2577.432,"endTime":2579.558,"body":"gonna sell you should"},{"speaker":"phone number","startTime":2579.558,"endTime":2580.848,"body":"become investor Vince."},{"speaker":"phone number","startTime":2580.848,"endTime":2583.158,"body":"I agree with you, but everybody"},{"speaker":"phone number","startTime":2580.848,"endTime":2583.158,"body":"has their own judgments and"},{"speaker":"phone number","startTime":2583.158,"endTime":2585.918,"body":"their own ethics and morals"},{"speaker":"phone number","startTime":2583.158,"endTime":2585.918,"body":"in different states and"},{"speaker":"phone number","startTime":2585.923,"endTime":2586.788,"body":"different circumstances."},{"speaker":"phone number","startTime":2586.788,"endTime":2589.119,"body":"But in general I only"},{"speaker":"phone number","startTime":2586.788,"endTime":2589.119,"body":"approach him as one and"},{"speaker":"phone number","startTime":2589.119,"endTime":2589.899,"body":"I wouldn't switch hat."},{"speaker":"phone number","startTime":2590.709,"endTime":2593.469,"body":"But again, if your, if your"},{"speaker":"phone number","startTime":2590.709,"endTime":2593.469,"body":"approach is you're a realtor"},{"speaker":"phone number","startTime":2593.469,"endTime":2596.109,"body":"and investor, you start that"},{"speaker":"phone number","startTime":2593.469,"endTime":2596.109,"body":"way front and explain how"},{"speaker":"phone number","startTime":2596.109,"endTime":2598.539,"body":"it's good for the customer"},{"speaker":"phone number","startTime":2596.109,"endTime":2598.539,"body":"I'm I'm game for that,"},{"speaker":"phone number","startTime":2598.544,"endTime":2599.739,"body":"just be upfront about that."},{"speaker":"phone number","startTime":2600.409,"endTime":2602.779,"body":"And then Larry says, what"},{"speaker":"phone number","startTime":2600.409,"endTime":2602.779,"body":"results do the survivors want?"},{"speaker":"phone number","startTime":2602.839,"endTime":2603.949,"body":"Offer that solution."},{"speaker":"phone number","startTime":2603.954,"endTime":2604.399,"body":"Exactly."},{"speaker":"phone number","startTime":2604.399,"endTime":2608.359,"body":"Where's my, what the customer"},{"speaker":"phone number","startTime":2604.399,"endTime":2608.359,"body":"needs and offer that Jim points"},{"speaker":"phone number","startTime":2608.364,"endTime":2609.209,"body":"out the clock is ticking."},{"speaker":"phone number","startTime":2609.209,"endTime":2609.749,"body":"The reverse mortgage."},{"speaker":"phone number","startTime":2609.769,"endTime":2609.889,"body":"Yeah."},{"speaker":"phone number","startTime":2609.889,"endTime":2610.669,"body":"The clock ticks."},{"speaker":"phone number","startTime":2611.179,"endTime":2612.949,"body":"The funny thing about these"},{"speaker":"phone number","startTime":2611.179,"endTime":2612.949,"body":"mortgages these days, it"},{"speaker":"phone number","startTime":2612.949,"endTime":2615.934,"body":"used to be, you could work"},{"speaker":"phone number","startTime":2612.949,"endTime":2615.934,"body":"with a mortgage lender  and"},{"speaker":"phone number","startTime":2615.934,"endTime":2618.064,"body":"they would, you know,"},{"speaker":"phone number","startTime":2615.934,"endTime":2618.064,"body":"negotiate they'd hold off."},{"speaker":"phone number","startTime":2618.664,"endTime":2621.214,"body":"Now, I think they all will"},{"speaker":"phone number","startTime":2618.664,"endTime":2621.214,"body":"tell you that they'll work with"},{"speaker":"phone number","startTime":2621.214,"endTime":2622.354,"body":"you, but none of 'em really do."},{"speaker":"phone number","startTime":2622.384,"endTime":2625.144,"body":"My experience is they are"},{"speaker":"phone number","startTime":2622.384,"endTime":2625.144,"body":"racing to foreclosure."},{"speaker":"phone number","startTime":2625.504,"endTime":2628.798,"body":"They sell the servicing to  a"},{"speaker":"phone number","startTime":2625.504,"endTime":2628.798,"body":"new company, which is often"},{"speaker":"phone number","startTime":2628.798,"endTime":2631.418,"body":"their own department that"},{"speaker":"phone number","startTime":2628.798,"endTime":2631.418,"body":"does nothing but foreclosures."},{"speaker":"phone number","startTime":2631.423,"endTime":2634.298,"body":"And so my experience on"},{"speaker":"phone number","startTime":2631.423,"endTime":2634.298,"body":"reverse mortgages, you get"},{"speaker":"phone number","startTime":2634.658,"endTime":2637.225,"body":"whatever's in the the statute,"},{"speaker":"phone number","startTime":2634.658,"endTime":2637.225,"body":"as far as the time periods."},{"speaker":"phone number","startTime":2637.975,"endTime":2640.714,"body":"Once that's up, they're gonna"},{"speaker":"phone number","startTime":2637.975,"endTime":2640.714,"body":"turn it over to to foreclosure."},{"speaker":"phone number","startTime":2640.714,"endTime":2641.434,"body":"If you don't move on."},{"speaker":"phone number","startTime":2641.814,"endTime":2643.284,"body":"And the balance is"},{"speaker":"phone number","startTime":2641.814,"endTime":2643.284,"body":"growing all the time."},{"speaker":"phone number","startTime":2643.416,"endTime":2645.876,"body":"Let's see, Vince says, as a"},{"speaker":"phone number","startTime":2643.416,"endTime":2645.876,"body":"realtor has specific knowledge"},{"speaker":"phone number","startTime":2645.876,"endTime":2649.746,"body":"others don't have, and the"},{"speaker":"phone number","startTime":2645.876,"endTime":2649.746,"body":"attorney could argue that you"},{"speaker":"phone number","startTime":2649.746,"endTime":2650.466,"body":"took advantage of the seller."},{"speaker":"phone number","startTime":2650.466,"endTime":2651.156,"body":"I'd agree with you."},{"speaker":"phone number","startTime":2651.156,"endTime":2652.176,"body":"I would say definitely."},{"speaker":"phone number","startTime":2652.243,"endTime":2653.966,"body":"Being a realtor, you"},{"speaker":"phone number","startTime":2652.243,"endTime":2653.966,"body":"have certain obligations"},{"speaker":"phone number","startTime":2653.966,"endTime":2655.746,"body":"to tell customers okay."},{"speaker":"phone number","startTime":2655.746,"endTime":2657.036,"body":"And be a fiduciary"},{"speaker":"phone number","startTime":2655.746,"endTime":2657.036,"body":"asshole person."},{"speaker":"phone number","startTime":2657.036,"endTime":2657.576,"body":"I agree with you."},{"speaker":"phone number","startTime":2657.636,"endTime":2658.266,"body":"Okay, good."},{"speaker":"phone number","startTime":2658.281,"endTime":2659.751,"body":"It looks like we got"},{"speaker":"phone number","startTime":2658.281,"endTime":2659.751,"body":"some good information in."},{"speaker":"phone number","startTime":2659.752,"endTime":2660.607,"body":"Time to wrap up."},{"speaker":"phone number","startTime":2660.616,"endTime":2661.546,"body":"So lemme go back again."},{"speaker":"phone number","startTime":2661.546,"endTime":2662.236,"body":"Bill gross."},{"speaker":"phone number","startTime":2662.446,"endTime":2665.296,"body":"This call is probate"},{"speaker":"phone number","startTime":2662.446,"endTime":2665.296,"body":"mastery weekly call."},{"speaker":"phone number","startTime":2665.296,"endTime":2667.671,"body":"We do this every week"},{"speaker":"phone number","startTime":2665.296,"endTime":2667.671,"body":"on 12 o'clock noon on"},{"speaker":"phone number","startTime":2667.671,"endTime":2669.711,"body":"Tuesdays three o'clock"},{"speaker":"phone number","startTime":2667.671,"endTime":2669.711,"body":"Pacific time, 12 o'clock."},{"speaker":"Pacific time, 3","startTime":2670.401,"endTime":2671.931,"body":"00 PM."},{"speaker":"Pacific time, 3","startTime":2671.991,"endTime":2672.531,"body":"Eastern time."},{"speaker":"Pacific time, 3","startTime":2673.371,"endTime":2675.201,"body":"Our recordings are on"},{"speaker":"Pacific time, 3","startTime":2673.371,"endTime":2675.201,"body":"the website as well as"},{"speaker":"Pacific time, 3","startTime":2675.201,"endTime":2675.951,"body":"the YouTube channel."},{"speaker":"Pacific time, 3","startTime":2676.221,"endTime":2678.171,"body":"I'm bill gross, the"},{"speaker":"Pacific time, 3","startTime":2676.221,"endTime":2678.171,"body":"LA probate expert."},{"speaker":"Pacific time, 3","startTime":2678.171,"endTime":2680.931,"body":"I'm also on YouTube and other"},{"speaker":"Pacific time, 3","startTime":2678.171,"endTime":2680.931,"body":"social media at Bill Gross"},{"speaker":"Pacific time, 3","startTime":2680.961,"endTime":2682.551,"body":"eXp love to help you if I can."},{"speaker":"Pacific time, 3","startTime":2683.001,"endTime":2683.961,"body":"Thank you all for"},{"speaker":"Pacific time, 3","startTime":2683.001,"endTime":2683.961,"body":"being on the call."},{"speaker":"Pacific time, 3","startTime":2683.961,"endTime":2685.491,"body":"Thanks for those who"},{"speaker":"Pacific time, 3","startTime":2683.961,"endTime":2685.491,"body":"contributed, make"},{"speaker":"Pacific time, 3","startTime":2685.491,"endTime":2686.091,"body":"it a great week."},{"speaker":"Pacific time, 3","startTime":2686.091,"endTime":2686.931,"body":"And we'll talk to you guys soon."},{"speaker":"Pacific time, 3","startTime":2686.961,"endTime":2687.681,"body":"Thanks so much."},{"speaker":"Pacific time, 3","startTime":2687.911,"endTime":2688.541,"body":"Thank you, bill."},{"speaker":"Pacific time, 3","startTime":2688.911,"endTime":2689.381,"body":"Thank you."}]}