{"version":"1.0.0","segments":[{"startTime":12.123,"endTime":15.133,"body":"Welcome everybody to one of"},{"startTime":12.123,"endTime":15.133,"body":"our Ask The Expert series."},{"startTime":15.133,"endTime":17.643,"body":"I'm excited to introduce"},{"startTime":15.133,"endTime":17.643,"body":"you to today's expert."},{"startTime":17.804,"endTime":20.114,"body":"If anyone has purchased"},{"startTime":17.804,"endTime":20.114,"body":"the EARN course, or Earn"},{"startTime":20.114,"endTime":22.784,"body":"Attorney Referrals Now,"},{"startTime":20.114,"endTime":22.784,"body":"you may have already"},{"startTime":22.823,"endTime":26.41,"body":"talked to Dan and explored"},{"startTime":22.823,"endTime":26.41,"body":"the EstateExec software."},{"startTime":27.07,"endTime":31.33,"body":"Dan is the founder and"},{"startTime":27.07,"endTime":31.33,"body":"CEO of a software company"},{"startTime":31.361,"endTime":32.471,"body":"called EstateExec."},{"startTime":33.006,"endTime":36.996,"body":"And today we're gonna kinda"},{"startTime":33.006,"endTime":36.996,"body":"look at his story of why he was,"},{"startTime":37.026,"endTime":40.796,"body":"he has created the top-rated"},{"startTime":37.026,"endTime":40.796,"body":"consumer and professional facing"},{"startTime":40.796,"endTime":42.306,"body":"estate management software."},{"startTime":42.353,"endTime":45.139,"body":"Dan and I were connected through"},{"startTime":42.353,"endTime":45.139,"body":"one of our students, David"},{"startTime":45.139,"endTime":46.634,"body":"Pannell had first introduced us."},{"startTime":46.639,"endTime":48.614,"body":"He's like, Hey man,"},{"startTime":46.639,"endTime":48.614,"body":"have you ever seen this?"},{"startTime":48.614,"endTime":50.594,"body":"Like we've got to"},{"startTime":48.614,"endTime":50.594,"body":"get a hold of this!"},{"startTime":50.7,"endTime":53.01,"body":"And instantly when I looked"},{"startTime":50.7,"endTime":53.01,"body":"at it, you guys have heard"},{"startTime":53.01,"endTime":55.44,"body":"me talk about how important"},{"startTime":53.01,"endTime":55.44,"body":"it is that you connect with"},{"startTime":55.44,"endTime":58.2,"body":"attorneys and really build your"},{"startTime":55.44,"endTime":58.2,"body":"local probate knowledge so you"},{"startTime":58.2,"endTime":59.61,"body":"understand the probate process."},{"startTime":59.61,"endTime":62.79,"body":"Then, you can provide the"},{"startTime":59.61,"endTime":62.79,"body":"highest level of service"},{"startTime":62.795,"endTime":65.73,"body":"to the families and prepare"},{"startTime":62.795,"endTime":65.73,"body":"them to meet with their"},{"startTime":65.73,"endTime":68.88,"body":"attorneys, to be a good"},{"startTime":65.73,"endTime":68.88,"body":"client, and not be the reason"},{"startTime":68.88,"endTime":70.41,"body":"for that administrative drag."},{"startTime":70.75,"endTime":73.999,"body":"Dan has created a tool"},{"startTime":70.75,"endTime":73.999,"body":"facing both consumers and"},{"startTime":73.999,"endTime":77.099,"body":"professionals to solve the same"},{"startTime":73.999,"endTime":77.099,"body":"problem of estate management."},{"startTime":77.269,"endTime":80.319,"body":"How do we make this easier"},{"startTime":77.269,"endTime":80.319,"body":"for the family, less, less"},{"startTime":80.319,"endTime":83.042,"body":"intimidating, less daunting,"},{"startTime":80.319,"endTime":83.042,"body":"and easier to collaborate"},{"startTime":83.282,"endTime":85.202,"body":"with the team that we're"},{"startTime":83.282,"endTime":85.202,"body":"gonna bring to the table?"},{"startTime":85.452,"endTime":87.942,"body":"there's a million different"},{"startTime":85.452,"endTime":87.942,"body":"things you can do in software."},{"startTime":87.983,"endTime":91.301,"body":"They chose one that that was"},{"startTime":87.983,"endTime":91.301,"body":"purposeful, in my opinion."},{"startTime":91.751,"endTime":96.297,"body":"And it's just a perfect addition"},{"startTime":91.751,"endTime":96.297,"body":"to our most recent course, EARN."},{"startTime":96.3,"endTime":99.42,"body":"It's a way for us to actually"},{"startTime":96.3,"endTime":99.42,"body":"provide consumer value."},{"startTime":100.303,"endTime":101.546,"body":"Plus, it's symbiotic."},{"startTime":101.546,"endTime":103.826,"body":"With EstateExec, we can offer"},{"startTime":101.546,"endTime":103.826,"body":"something to the consumer"},{"startTime":103.826,"endTime":106.506,"body":"that we pay for instead of"},{"startTime":103.826,"endTime":106.506,"body":"them having to pay for it."},{"startTime":107.186,"endTime":110.066,"body":"That adds value to our"},{"startTime":107.186,"endTime":110.066,"body":"business and raises the"},{"startTime":110.066,"endTime":112.946,"body":"quality of our referrals for"},{"startTime":110.066,"endTime":112.946,"body":"our, our referral partners,"},{"startTime":112.976,"endTime":114.056,"body":"especially our attorney."},{"startTime":114.056,"endTime":117.042,"body":"So, we're gonna jump into Dan's"},{"startTime":114.056,"endTime":117.042,"body":"story, kind of talk about why"},{"startTime":117.042,"endTime":120.348,"body":"that need was in the marketplace"},{"startTime":117.042,"endTime":120.348,"body":"and how he filled it and, and"},{"startTime":120.348,"endTime":121.398,"body":"what they do as a company."},{"startTime":121.398,"endTime":122.568,"body":"So, Dan welcome."},{"startTime":122.989,"endTime":124.819,"body":"Thanks for having me, Chad,"},{"startTime":122.989,"endTime":124.819,"body":"I really appreciate it."},{"startTime":124.849,"endTime":127.321,"body":"And as I was telling you"},{"startTime":124.849,"endTime":127.321,"body":"earlier, I think this program"},{"startTime":127.321,"endTime":130.141,"body":"is super high quality-"},{"startTime":127.321,"endTime":130.141,"body":"your EARN program, that is."},{"startTime":130.146,"endTime":131.761,"body":"So we're happy to"},{"startTime":130.146,"endTime":131.761,"body":"be a part of it."},{"startTime":132.148,"endTime":133.588,"body":"Let's go back to the Genesis."},{"startTime":133.588,"endTime":135.838,"body":"I'm assuming you realized"},{"startTime":133.588,"endTime":135.838,"body":"there was a problem, right?"},{"startTime":135.838,"endTime":136.828,"body":"Something's missing."},{"startTime":137.458,"endTime":141.609,"body":"And like let's talk about the"},{"startTime":137.458,"endTime":141.609,"body":"Genesis of the idea and the"},{"startTime":141.609,"endTime":143.379,"body":"progression to get you to here."},{"startTime":143.379,"endTime":145.622,"body":"And then what you've"},{"startTime":143.379,"endTime":145.622,"body":"learned along the way,"},{"startTime":145.622,"endTime":148.492,"body":"like, that consumer focus,"},{"startTime":145.622,"endTime":148.492,"body":"why that, when there are a"},{"startTime":148.492,"endTime":150.712,"body":"million ways you could have"},{"startTime":148.492,"endTime":150.712,"body":"built a software company?"},{"startTime":150.712,"endTime":151.822,"body":"Why in this niche?"},{"startTime":152.054,"endTime":154.397,"body":"Well, I've been building"},{"startTime":152.054,"endTime":154.397,"body":"software companies"},{"startTime":154.397,"endTime":155.687,"body":"for quite some time."},{"startTime":155.687,"endTime":158.027,"body":"I've been in Silicon"},{"startTime":155.687,"endTime":158.027,"body":"valley for over 30 years."},{"startTime":158.513,"endTime":162.354,"body":"I've done things where"},{"startTime":158.513,"endTime":162.354,"body":"I built companies from a"},{"startTime":162.354,"endTime":166.584,"body":"small garage to working for"},{"startTime":162.354,"endTime":166.584,"body":"giant companies like Google."},{"startTime":166.884,"endTime":169.884,"body":"So I felt pretty competent"},{"startTime":166.884,"endTime":169.884,"body":"in that whole space."},{"startTime":169.884,"endTime":174.594,"body":"And when, unfortunately,"},{"startTime":169.884,"endTime":174.594,"body":"my parents passed away"},{"startTime":174.594,"endTime":176.604,"body":"separately, it's a sad event."},{"startTime":176.904,"endTime":178.884,"body":"It does happen to"},{"startTime":176.904,"endTime":178.884,"body":"all of us inevitably."},{"startTime":179.627,"endTime":182.519,"body":"And I was named the executor"},{"startTime":179.627,"endTime":182.519,"body":"in each of their wills."},{"startTime":182.939,"endTime":185.279,"body":"And I thought that with"},{"startTime":182.939,"endTime":185.279,"body":"my background, serving"},{"startTime":185.279,"endTime":187.739,"body":"as an executor would"},{"startTime":185.279,"endTime":187.739,"body":"be a walk in the park."},{"startTime":188.076,"endTime":190.626,"body":"I'm not trying to brag, but"},{"startTime":188.076,"endTime":190.626,"body":"I do have an undergraduate"},{"startTime":190.626,"endTime":192.966,"body":"and a graduate degree"},{"startTime":190.626,"endTime":192.966,"body":"from Harvard university."},{"startTime":193.326,"endTime":196.596,"body":"I've been the CEO of multiple"},{"startTime":193.326,"endTime":196.596,"body":"software companies that run"},{"startTime":196.596,"endTime":198.396,"body":"billion dollar organizations."},{"startTime":198.696,"endTime":200.196,"body":"And so I thought, okay, fine."},{"startTime":200.376,"endTime":201.636,"body":"I can serve as the executor."},{"startTime":202.236,"endTime":202.476,"body":"Huh?"},{"startTime":203.091,"endTime":206.241,"body":"It was a lot more difficult"},{"startTime":203.091,"endTime":206.241,"body":"than I ever imagined."},{"startTime":206.541,"endTime":207.871,"body":"And I had a lawyer helping me!"},{"startTime":207.871,"endTime":212.919,"body":"Hiring a lawyer to help you with"},{"startTime":207.871,"endTime":212.919,"body":"the probate process is a little"},{"startTime":212.919,"endTime":215.818,"body":"bit like hiring an accountant"},{"startTime":212.919,"endTime":215.818,"body":"to help you with your taxes."},{"startTime":216.448,"endTime":217.168,"body":"You're not done."},{"startTime":217.438,"endTime":219.388,"body":"You don't just hire the"},{"startTime":217.438,"endTime":219.388,"body":"person, then walk away."},{"startTime":219.508,"endTime":221.428,"body":"They turn around and they"},{"startTime":219.508,"endTime":221.428,"body":"have all sorts of assignments"},{"startTime":221.428,"endTime":222.388,"body":"for you when things to do."},{"startTime":222.988,"endTime":228.358,"body":"And so I was immersed in this"},{"startTime":222.988,"endTime":228.358,"body":"process and to try to help with."},{"startTime":229.063,"endTime":232.063,"body":"I started to put together"},{"startTime":229.063,"endTime":232.063,"body":"some online spreadsheets"},{"startTime":232.063,"endTime":234.283,"body":"and documents to track"},{"startTime":232.063,"endTime":234.283,"body":"everything using Google"},{"startTime":234.283,"endTime":236.383,"body":"docs and Google sheets and"},{"startTime":234.283,"endTime":236.383,"body":"all that kind of stuff."},{"startTime":236.893,"endTime":240.529,"body":"And then at one point my sister"},{"startTime":236.893,"endTime":240.529,"body":"was a co-executor for this."},{"startTime":240.529,"endTime":243.125,"body":"So, I'm sharing these"},{"startTime":240.529,"endTime":243.125,"body":"things online with Google"},{"startTime":243.125,"endTime":244.865,"body":"docs and, and spreadsheets."},{"startTime":244.87,"endTime":246.155,"body":"And I realized that."},{"startTime":247.82,"endTime":250.4,"body":"This is something that everybody"},{"startTime":247.82,"endTime":250.4,"body":"goes through, inevitably"},{"startTime":250.4,"endTime":252.02,"body":"everybody's parents pass away."},{"startTime":252.47,"endTime":257.362,"body":"And usually it is a child of the"},{"startTime":252.47,"endTime":257.362,"body":"parent that is named to serve"},{"startTime":257.367,"endTime":258.502,"body":"as the executor in the will."},{"startTime":258.772,"endTime":260.602,"body":"And they've never"},{"startTime":258.772,"endTime":260.602,"body":"done it before."},{"startTime":260.842,"endTime":262.522,"body":"They have no idea"},{"startTime":260.842,"endTime":262.522,"body":"what they're doing."},{"startTime":262.722,"endTime":265.152,"body":"Even if they do know, there's"},{"startTime":262.722,"endTime":265.152,"body":"a lot of things that you have"},{"startTime":265.152,"endTime":266.622,"body":"to organize and keep track of."},{"startTime":267.222,"endTime":269.033,"body":"With my background, I"},{"startTime":267.222,"endTime":269.033,"body":"looked at this and said,"},{"startTime":269.103,"endTime":270.123,"body":"\"There's a real need here.\""},{"startTime":270.123,"endTime":273.107,"body":"This process hasn't changed"},{"startTime":270.123,"endTime":273.107,"body":"since the days of, Charles"},{"startTime":273.107,"endTime":275.087,"body":"Dickens and great expectations."},{"startTime":275.417,"endTime":277.457,"body":"This is very old fashioned."},{"startTime":277.457,"endTime":279.317,"body":"There's nothing to"},{"startTime":277.457,"endTime":279.317,"body":"help you at all."},{"startTime":280.007,"endTime":281.177,"body":"And I know how to do this."},{"startTime":281.477,"endTime":284.237,"body":"I've built multiple companies"},{"startTime":281.477,"endTime":284.237,"body":"to help with this kind of thing,"},{"startTime":284.537,"endTime":287.837,"body":"and this is right up my alley."},{"startTime":287.927,"endTime":292.557,"body":"And so I decided to found a"},{"startTime":287.927,"endTime":292.557,"body":"company to build the software,"},{"startTime":292.562,"endTime":294.897,"body":"to help people with this and."},{"startTime":294.922,"endTime":298.192,"body":"I have to say the product"},{"startTime":294.922,"endTime":298.192,"body":"over the years has become"},{"startTime":298.222,"endTime":299.782,"body":"better and better and better."},{"startTime":300.172,"endTime":303.232,"body":"The first version we"},{"startTime":300.172,"endTime":303.232,"body":"released in 2015 was good."},{"startTime":303.592,"endTime":307.192,"body":"But since then, we've added so"},{"startTime":303.592,"endTime":307.192,"body":"many capabilities with online"},{"startTime":307.192,"endTime":310.252,"body":"bank transaction downloads"},{"startTime":307.192,"endTime":310.252,"body":"and expanding into Canada and"},{"startTime":310.252,"endTime":312.472,"body":"accounting reports and all"},{"startTime":310.252,"endTime":312.472,"body":"sorts of things like that."},{"startTime":312.762,"endTime":316.602,"body":"But I will say it's still a"},{"startTime":312.762,"endTime":316.602,"body":"lot of work and we still have"},{"startTime":316.602,"endTime":319.752,"body":"so much more that we improve"},{"startTime":316.602,"endTime":319.752,"body":"this program every day."},{"startTime":319.752,"endTime":321.702,"body":"In fact, we made some"},{"startTime":319.752,"endTime":321.702,"body":"improvements for this"},{"startTime":321.702,"endTime":323.832,"body":"program, just for the"},{"startTime":321.702,"endTime":323.832,"body":"EARN program itself."},{"startTime":324.231,"endTime":326.961,"body":"If you've ever seen me on"},{"startTime":324.231,"endTime":326.961,"body":"a video, you heard me jump"},{"startTime":326.961,"endTime":329.874,"body":"on my soapbox and rant"},{"startTime":326.961,"endTime":329.874,"body":"about empathy and about"},{"startTime":329.973,"endTime":331.623,"body":"benevolently approaching this."},{"startTime":331.66,"endTime":334.7,"body":"And that's why I say we"},{"startTime":331.66,"endTime":334.7,"body":"were proud to, to partner"},{"startTime":334.7,"endTime":338.51,"body":"with EstateExec because it's"},{"startTime":334.7,"endTime":338.51,"body":"a consumer-focused tool."},{"startTime":338.54,"endTime":341.99,"body":"Like the consumer impact is the"},{"startTime":338.54,"endTime":341.99,"body":"KPI that matters most, right?"},{"startTime":342.256,"endTime":345.346,"body":"Even as a Harvard-educated"},{"startTime":342.256,"endTime":345.346,"body":"business leader, in the"},{"startTime":345.346,"endTime":348.466,"body":"emotional state that you"},{"startTime":345.346,"endTime":348.466,"body":"were in, even you struggled."},{"startTime":348.563,"endTime":351.493,"body":"Like, that's one of the things"},{"startTime":348.563,"endTime":351.493,"body":"that I think a lot of us, if"},{"startTime":351.493,"endTime":354.82,"body":"you've never been through it,"},{"startTime":351.493,"endTime":354.82,"body":"you may not even consider that"},{"startTime":354.82,"endTime":358.848,"body":"no matter how sophisticated or"},{"startTime":354.82,"endTime":358.848,"body":"intelligent or accomplished an"},{"startTime":358.848,"endTime":362.178,"body":"executor or an administrator, or"},{"startTime":358.848,"endTime":362.178,"body":"even a trust administrator might"},{"startTime":362.178,"endTime":365.913,"body":"be, when you lose one of the"},{"startTime":362.178,"endTime":365.913,"body":"closest relationships in your"},{"startTime":365.913,"endTime":368.888,"body":"life, it dominates everything."},{"startTime":369.138,"endTime":371.388,"body":"You have brain fog;"},{"startTime":369.138,"endTime":371.388,"body":"you're not thinking"},{"startTime":371.388,"endTime":373.238,"body":"clearly, you can't focus."},{"startTime":373.518,"endTime":374.778,"body":"It was shocking to me."},{"startTime":374.806,"endTime":378.046,"body":"I really pay attention"},{"startTime":374.806,"endTime":378.046,"body":"to my brain and I pride"},{"startTime":378.046,"endTime":380.416,"body":"myself on being organized"},{"startTime":378.046,"endTime":380.416,"body":"and professional."},{"startTime":380.74,"endTime":384.16,"body":"and watching my mom grieve"},{"startTime":380.74,"endTime":384.16,"body":"after losing my dad,"},{"startTime":384.16,"endTime":385.706,"body":"it changed everything."},{"startTime":385.766,"endTime":389.623,"body":"My aptitude dropped"},{"startTime":385.766,"endTime":389.623,"body":"by at least 50%."},{"startTime":389.773,"endTime":392.873,"body":"And I needed every bit of help"},{"startTime":389.773,"endTime":392.873,"body":"I could get to stay organized."},{"startTime":392.893,"endTime":396.343,"body":"I literally had blind spots"},{"startTime":392.893,"endTime":396.343,"body":"in my memory, which I had"},{"startTime":396.343,"endTime":397.543,"body":"never experienced before."},{"startTime":398.023,"endTime":400.953,"body":"I think it is very important"},{"startTime":398.023,"endTime":400.953,"body":"to respect the people's"},{"startTime":400.973,"endTime":403.908,"body":"feelings and what they're"},{"startTime":400.973,"endTime":403.908,"body":"going through at the time."},{"startTime":404.178,"endTime":408.198,"body":"Now, eventually some of the"},{"startTime":404.178,"endTime":408.198,"body":"people do get out of that stage"},{"startTime":408.198,"endTime":411.318,"body":"of mind, and they're more about"},{"startTime":408.198,"endTime":411.318,"body":"the nuts and bolts of things."},{"startTime":411.648,"endTime":414.968,"body":"But, particularly if you're"},{"startTime":411.648,"endTime":414.968,"body":"contacting them early on, they"},{"startTime":414.968,"endTime":417.158,"body":"are still in shock and grieving."},{"startTime":417.163,"endTime":421.217,"body":"And that actually translated"},{"startTime":417.163,"endTime":421.217,"body":"into some issues for our"},{"startTime":421.217,"endTime":424.427,"body":"software, where people"},{"startTime":421.217,"endTime":424.427,"body":"were forgetting that they"},{"startTime":424.427,"endTime":425.897,"body":"even created an account."},{"startTime":426.157,"endTime":427.997,"body":"They were forgetting that"},{"startTime":426.157,"endTime":427.997,"body":"they made a software."},{"startTime":428.147,"endTime":430.577,"body":"We would get people emailing"},{"startTime":428.147,"endTime":430.577,"body":"us saying, \"what is this"},{"startTime":430.577,"endTime":433.618,"body":"scam that you're sending me"},{"startTime":430.577,"endTime":433.618,"body":"this email about for this"},{"startTime":433.623,"endTime":434.818,"body":"account I never created?\""},{"startTime":435.088,"endTime":436.078,"body":"But they did."},{"startTime":436.348,"endTime":439.348,"body":"And they put their name on it"},{"startTime":436.348,"endTime":439.348,"body":"and their contact information"},{"startTime":439.348,"endTime":440.308,"body":"and all the rest of that."},{"startTime":440.698,"endTime":443.169,"body":"And so, those holes in the"},{"startTime":440.698,"endTime":443.169,"body":"brain that you're talking"},{"startTime":443.169,"endTime":445.389,"body":"about, it's a very real"},{"startTime":443.169,"endTime":445.389,"body":"thing that people go through."},{"startTime":445.753,"endTime":447.523,"body":"But having a tool like"},{"startTime":445.753,"endTime":447.523,"body":"this, like I've watched"},{"startTime":447.523,"endTime":448.183,"body":"my poor mother..."},{"startTime":448.183,"endTime":451.663,"body":"my dad for 67 years he"},{"startTime":448.183,"endTime":451.663,"body":"collected stuff, mainly logging"},{"startTime":451.663,"endTime":453.193,"body":"equipment, farming equipment."},{"startTime":453.793,"endTime":455.983,"body":"And we literally have"},{"startTime":453.793,"endTime":455.983,"body":"a stack of titles."},{"startTime":456.533,"endTime":460.056,"body":"I mean there are 50 or 60 titles"},{"startTime":456.533,"endTime":460.056,"body":"that have to be switched at DMV."},{"startTime":460.111,"endTime":462.763,"body":"But my poor mom, the"},{"startTime":460.111,"endTime":462.763,"body":"cobbler's son has no shoes."},{"startTime":462.763,"endTime":465.583,"body":"I've encouraged my family to"},{"startTime":462.763,"endTime":465.583,"body":"have proper estate planning"},{"startTime":465.583,"endTime":470.275,"body":"in place and have a trust"},{"startTime":465.583,"endTime":470.275,"body":"and have all that handled by"},{"startTime":470.275,"endTime":473.185,"body":"someone who is not a member"},{"startTime":470.275,"endTime":473.185,"body":"of the family, a trustee."},{"startTime":473.432,"endTime":474.452,"body":"That didn't happen."},{"startTime":474.579,"endTime":476.941,"body":"But watching her struggle"},{"startTime":474.579,"endTime":476.941,"body":"through just literally"},{"startTime":476.941,"endTime":480.601,"body":"stacks of paper and the"},{"startTime":476.941,"endTime":480.601,"body":"stress of handwritten notes"},{"startTime":480.601,"endTime":483.121,"body":"here and where did I even"},{"startTime":480.601,"endTime":483.121,"body":"leave off on that task?"},{"startTime":483.338,"endTime":485.348,"body":"The need for EstateExec is"},{"startTime":483.338,"endTime":485.348,"body":"obvious for anyone who's"},{"startTime":485.348,"endTime":487.645,"body":"ever worked with a family"},{"startTime":485.348,"endTime":487.645,"body":"in probate and dealt with"},{"startTime":487.645,"endTime":488.815,"body":"the human aspects of that."},{"startTime":489.346,"endTime":491.266,"body":"The need for the"},{"startTime":489.346,"endTime":491.266,"body":"software is obvious."},{"startTime":491.331,"endTime":493.895,"body":"One of the things, I mean, I'm"},{"startTime":491.331,"endTime":493.895,"body":"proud to be able to support"},{"startTime":493.895,"endTime":497.21,"body":"your business in such a way that"},{"startTime":493.895,"endTime":497.21,"body":"we can take, entrepreneurs and"},{"startTime":497.21,"endTime":499.58,"body":"business owners who understand"},{"startTime":497.21,"endTime":499.58,"body":"that, who have already been"},{"startTime":499.585,"endTime":502.31,"body":"out there helping these"},{"startTime":499.585,"endTime":502.31,"body":"people, and we can actually"},{"startTime":502.31,"endTime":503.9,"body":"move the cost of the software."},{"startTime":503.9,"endTime":507.89,"body":"So your consumer facing"},{"startTime":503.9,"endTime":507.89,"body":"product is $199 a month now."},{"startTime":507.958,"endTime":509.068,"body":"Let me just jump in there."},{"startTime":509.068,"endTime":509.578,"body":"So."},{"startTime":510.033,"endTime":514.233,"body":"When we started, we were"},{"startTime":510.033,"endTime":514.233,"body":"charging $99 not per"},{"startTime":514.233,"endTime":515.67,"body":"month, but lifetime."},{"startTime":516.26,"endTime":519.05,"body":"As we've been adding"},{"startTime":516.26,"endTime":519.05,"body":"capabilities over the years,"},{"startTime":519.08,"endTime":521.25,"body":"tremendous new functionality."},{"startTime":521.276,"endTime":524.041,"body":"We finally did raise"},{"startTime":521.276,"endTime":524.041,"body":"the price to $199."},{"startTime":524.541,"endTime":526.546,"body":"And that's a one-time fee."},{"startTime":527.736,"endTime":533.856,"body":"EARN students still have the"},{"startTime":527.736,"endTime":533.856,"body":"$85 price tag, so they get"},{"startTime":533.856,"endTime":535.546,"body":"quite a discount on this thing."},{"startTime":535.796,"endTime":539.646,"body":"The value that they're providing"},{"startTime":535.796,"endTime":539.646,"body":"to their prospects and their"},{"startTime":539.646,"endTime":542.277,"body":"clients is  nominally $200."},{"startTime":542.282,"endTime":545.05,"body":"But really the way that I look"},{"startTime":542.282,"endTime":545.05,"body":"at this thing, it's a lifeline."},{"startTime":545.05,"endTime":547.285,"body":"These people are struggling,"},{"startTime":545.05,"endTime":547.285,"body":"they don't know what to do,"},{"startTime":547.285,"endTime":550.225,"body":"they're drowning and you can"},{"startTime":547.285,"endTime":550.225,"body":"come and you can help them."},{"startTime":550.285,"endTime":554.125,"body":"And I know that this is about"},{"startTime":550.285,"endTime":554.125,"body":"business in part, but it's also"},{"startTime":554.395,"endTime":556.675,"body":"making the community better"},{"startTime":554.395,"endTime":556.675,"body":"and making the world better."},{"startTime":556.675,"endTime":559.945,"body":"And making people feel that"},{"startTime":556.675,"endTime":559.945,"body":"the it's it's gonna be."},{"startTime":561.13,"endTime":564.73,"body":"We provide a nice set of"},{"startTime":561.13,"endTime":564.73,"body":"structure to help you through"},{"startTime":564.73,"endTime":568.21,"body":"it so that you can kind of"},{"startTime":564.73,"endTime":568.21,"body":"calm down a little bit, feel"},{"startTime":568.21,"endTime":569.35,"body":"like you're on top of it."},{"startTime":569.65,"endTime":572.13,"body":"And your students are"},{"startTime":569.65,"endTime":572.13,"body":"there for our clients"},{"startTime":572.13,"endTime":572.99,"body":"in their time of need."},{"startTime":573.595,"endTime":576.51,"body":"I want everyone who's following"},{"startTime":573.595,"endTime":576.51,"body":"this part of this community,"},{"startTime":577.08,"endTime":580.14,"body":"I want you to be talking to"},{"startTime":577.08,"endTime":580.14,"body":"families as soon as possible."},{"startTime":580.59,"endTime":582.87,"body":"But what I don't want you"},{"startTime":580.59,"endTime":582.87,"body":"doing is being typical."},{"startTime":582.905,"endTime":585.095,"body":"The, \"Me, me,"},{"startTime":582.905,"endTime":585.095,"body":"me -, I'm a cash buyer."},{"startTime":585.095,"endTime":585.965,"body":"I can buy houses."},{"startTime":585.965,"endTime":586.595,"body":"I'm a realtor."},{"startTime":586.595,"endTime":588.425,"body":"And look, I'm look"},{"startTime":586.595,"endTime":588.425,"body":"what my GCI was.\""},{"startTime":588.425,"endTime":589.805,"body":"Nobody cares about that."},{"startTime":590.375,"endTime":592.835,"body":"What I want you to do is"},{"startTime":590.375,"endTime":592.835,"body":"talk to families early"},{"startTime":593.105,"endTime":595.445,"body":"because you have something"},{"startTime":593.105,"endTime":595.445,"body":"valuable to offer them."},{"startTime":595.45,"endTime":598.265,"body":"Not because you want to harass"},{"startTime":595.45,"endTime":598.265,"body":"them into a real estate deal."},{"startTime":598.595,"endTime":601.325,"body":"If you can slow down, be"},{"startTime":598.595,"endTime":601.325,"body":"patient and have a benevolent,"},{"startTime":601.325,"endTime":603.905,"body":"empathetic mindset, the"},{"startTime":601.325,"endTime":603.905,"body":"real estate deal is your's."},{"startTime":604.385,"endTime":605.675,"body":"You have to get trust."},{"startTime":605.81,"endTime":607.31,"body":"You don't have to get a deal."},{"startTime":607.7,"endTime":610.37,"body":"So this is a tool, and that"},{"startTime":607.7,"endTime":610.37,"body":"the letter that I've written"},{"startTime":610.37,"endTime":613.52,"body":"and included in the EARN"},{"startTime":610.37,"endTime":613.52,"body":"course introduces this to them."},{"startTime":613.58,"endTime":617.66,"body":"It explains why you're"},{"startTime":613.58,"endTime":617.66,"body":"reaching out so early and"},{"startTime":617.665,"endTime":619.43,"body":"what you have to offer them."},{"startTime":619.85,"endTime":622.662,"body":"And, you can even edit that"},{"startTime":619.85,"endTime":622.662,"body":"letter to where you can say,"},{"startTime":622.662,"endTime":624.492,"body":"this is a $200 software."},{"startTime":624.492,"endTime":625.992,"body":"We're willing to"},{"startTime":624.492,"endTime":625.992,"body":"do that for you."},{"startTime":626.472,"endTime":628.902,"body":"I, I think that it, you"},{"startTime":626.472,"endTime":628.902,"body":"don't even have to do that."},{"startTime":628.902,"endTime":630.492,"body":"The perceived value"},{"startTime":628.902,"endTime":630.492,"body":"of it is high."},{"startTime":630.492,"endTime":631.122,"body":"The reality."},{"startTime":631.427,"endTime":636.707,"body":"We can deliver $200 and, and"},{"startTime":631.427,"endTime":636.707,"body":"intrinsic value for $85 in of"},{"startTime":636.707,"endTime":640.517,"body":"your marketing budget versus"},{"startTime":636.707,"endTime":640.517,"body":"hammering the phone, sending"},{"startTime":640.517,"endTime":643.637,"body":"multiple letters, trying to get"},{"startTime":640.517,"endTime":643.637,"body":"that first conversation started."},{"startTime":643.997,"endTime":648.167,"body":"The very first thing you talk"},{"startTime":643.997,"endTime":648.167,"body":"about is how to help them"},{"startTime":648.172,"endTime":650.387,"body":"control and minimize stress."},{"startTime":650.387,"endTime":652.577,"body":"And, and they're already"},{"startTime":650.387,"endTime":652.577,"body":"stressful situation."},{"startTime":653.027,"endTime":653.807,"body":"Real estate will."},{"startTime":654.587,"endTime":656.807,"body":"They will book those"},{"startTime":654.587,"endTime":656.807,"body":"assets in the software."},{"startTime":656.807,"endTime":658.247,"body":"You will see what they own."},{"startTime":658.247,"endTime":659.597,"body":"You will see what it's worth."},{"startTime":659.627,"endTime":661.716,"body":"You will be able to"},{"startTime":659.627,"endTime":661.716,"body":"share that to, share"},{"startTime":661.716,"endTime":662.736,"body":"that with team members."},{"startTime":663.396,"endTime":666.906,"body":"So the whole idea of"},{"startTime":663.396,"endTime":666.906,"body":"including this was for"},{"startTime":666.906,"endTime":670.926,"body":"consumer value, like what"},{"startTime":666.906,"endTime":670.926,"body":"can we do for them in return?"},{"startTime":670.956,"endTime":673.686,"body":"We want to earn their trust"},{"startTime":670.956,"endTime":673.686,"body":"and we want to have the"},{"startTime":673.686,"endTime":676.026,"body":"conversation about real"},{"startTime":673.686,"endTime":676.026,"body":"estate when they're ready."},{"startTime":676.596,"endTime":679.536,"body":"We also want to make them"},{"startTime":676.596,"endTime":679.536,"body":"the best damn referral"},{"startTime":679.536,"endTime":680.556,"body":"we've ever had to an."},{"startTime":681.096,"endTime":684.096,"body":"Because when they, when they"},{"startTime":681.096,"endTime":684.096,"body":"go to their first consultation"},{"startTime":684.096,"endTime":686.906,"body":"with their, with their attorney,"},{"startTime":684.096,"endTime":686.906,"body":"if they were pro se or pro per,"},{"startTime":687.02,"endTime":688.22,"body":"they're going to be prepared."},{"startTime":688.28,"endTime":691.04,"body":"They will have the list of"},{"startTime":688.28,"endTime":691.04,"body":"assets, a list of liabilities,"},{"startTime":691.04,"endTime":693.44,"body":"all of the heirs, all"},{"startTime":691.04,"endTime":693.44,"body":"their contact information."},{"startTime":693.44,"endTime":694.52,"body":"It's all right there."},{"startTime":694.58,"endTime":696.556,"body":"And we can literally"},{"startTime":694.58,"endTime":696.556,"body":"just share that with the"},{"startTime":696.556,"endTime":697.756,"body":"attorney of their choice."},{"startTime":697.836,"endTime":699.366,"body":"Let me just jump in"},{"startTime":697.836,"endTime":699.366,"body":"here for a second."},{"startTime":700.286,"endTime":703.44,"body":"We've talked on this"},{"startTime":700.286,"endTime":703.44,"body":"conversation a lot about the"},{"startTime":703.68,"endTime":706.41,"body":"$199 or $85 or whatever it is."},{"startTime":706.8,"endTime":709.335,"body":"And I think that's"},{"startTime":706.8,"endTime":709.335,"body":"a real aspect of it."},{"startTime":709.335,"endTime":711.968,"body":"But I think another aspect"},{"startTime":709.335,"endTime":711.968,"body":"of this thing too, is that"},{"startTime":711.968,"endTime":715.748,"body":"you are reaching out to these"},{"startTime":711.968,"endTime":715.748,"body":"people when they need help."},{"startTime":716.168,"endTime":718.238,"body":"And they don't even know"},{"startTime":716.168,"endTime":718.238,"body":"to whom they should turn."},{"startTime":718.238,"endTime":719.678,"body":"They have no idea"},{"startTime":718.238,"endTime":719.678,"body":"what they're doing."},{"startTime":719.875,"endTime":723.985,"body":"And ultimately even if they"},{"startTime":719.875,"endTime":723.985,"body":"choose not to use the software,"},{"startTime":724.075,"endTime":727.295,"body":"you still reached out to them"},{"startTime":724.075,"endTime":727.295,"body":"when they needed help with"},{"startTime":727.315,"endTime":729.295,"body":"something that could have"},{"startTime":727.315,"endTime":729.295,"body":"been helpful, but something"},{"startTime":729.295,"endTime":732.48,"body":"that was obviously aimed at"},{"startTime":729.295,"endTime":732.48,"body":"helping them through this"},{"startTime":732.48,"endTime":735.54,"body":"process and showed a lot of"},{"startTime":732.48,"endTime":735.54,"body":"knowledge and the opportunity."},{"startTime":735.727,"endTime":739.072,"body":"Even if they choose  not to"},{"startTime":735.727,"endTime":739.072,"body":"have you purchase EstateExec,"},{"startTime":739.302,"endTime":743.156,"body":"I also think it gives you a"},{"startTime":739.302,"endTime":743.156,"body":"lot of credit and building a"},{"startTime":743.156,"endTime":746.006,"body":"connection with that, with that"},{"startTime":743.156,"endTime":746.006,"body":"potential client so that you"},{"startTime":746.006,"endTime":749.096,"body":"can go forward and, get the deal"},{"startTime":746.006,"endTime":749.096,"body":"that you're ultimately looking."},{"startTime":749.761,"endTime":754.891,"body":"So to be clear, you can"},{"startTime":749.761,"endTime":754.891,"body":"send out trial licenses for"},{"startTime":754.891,"endTime":758.431,"body":"free to as many people as"},{"startTime":754.891,"endTime":758.431,"body":"you want in your funnel."},{"startTime":758.551,"endTime":761.881,"body":"And it's only the ones that"},{"startTime":758.551,"endTime":761.881,"body":"choose to continue using the"},{"startTime":761.881,"endTime":763.861,"body":"software that take that $85."},{"startTime":764.251,"endTime":767.581,"body":"But you still, I think get a lot"},{"startTime":764.251,"endTime":767.581,"body":"of credit in the marketplace."},{"startTime":767.681,"endTime":768.101,"body":"For sure."},{"startTime":768.161,"endTime":772.091,"body":"And, and, the letter that,"},{"startTime":768.161,"endTime":772.091,"body":"that, that I wrote is really,"},{"startTime":772.481,"endTime":775.511,"body":"regardless of whether they"},{"startTime":772.481,"endTime":775.511,"body":"use it or not, it's a great"},{"startTime":775.511,"endTime":777.371,"body":"differentiating brand statement."},{"startTime":777.371,"endTime":777.731,"body":"Right."},{"startTime":778.091,"endTime":778.691,"body":"I thought that letter"},{"startTime":779.001,"endTime":781.481,"body":"very, I thought that"},{"startTime":779.001,"endTime":781.481,"body":"letter was very empathetic."},{"startTime":781.871,"endTime":783.251,"body":"It really nails it."},{"startTime":783.851,"endTime":785.321,"body":"It's so hard to do though."},{"startTime":785.651,"endTime":788.021,"body":"The fact that you did that"},{"startTime":785.651,"endTime":788.021,"body":"for your students, I think is"},{"startTime":788.021,"endTime":790.977,"body":"really important because, we've"},{"startTime":788.021,"endTime":790.977,"body":"made some mistakes as we've"},{"startTime":790.977,"endTime":791.927,"body":"gone through this process."},{"startTime":792.459,"endTime":795.609,"body":"And if you reach out in"},{"startTime":792.459,"endTime":795.609,"body":"the wrong way, they think"},{"startTime":795.609,"endTime":798.133,"body":"you're like an ambulance"},{"startTime":795.609,"endTime":798.133,"body":"chaser or, picking over"},{"startTime":798.133,"endTime":799.393,"body":"the cadaver of the person."},{"startTime":799.393,"endTime":800.503,"body":"That's not barely dead."},{"startTime":800.863,"endTime":804.643,"body":"You really need to do it in the"},{"startTime":800.863,"endTime":804.643,"body":"most careful empathetic way."},{"startTime":805.153,"endTime":806.233,"body":"And your letter does that."},{"startTime":806.788,"endTime":808.945,"body":"And we couldn't do it"},{"startTime":806.788,"endTime":808.945,"body":"without the partnership."},{"startTime":808.945,"endTime":812.414,"body":"I mean, it would take years and"},{"startTime":808.945,"endTime":812.414,"body":"I'm sure hundreds of thousands,"},{"startTime":812.414,"endTime":815.259,"body":"at a minimum, of dollars"},{"startTime":812.414,"endTime":815.259,"body":"to replicate what you have."},{"startTime":815.259,"endTime":819.047,"body":"So I couldn't be happier to"},{"startTime":815.259,"endTime":819.047,"body":"have the partnership that we do."},{"startTime":819.107,"endTime":821.374,"body":"I'm really happy that"},{"startTime":819.107,"endTime":821.374,"body":"our students are reaching"},{"startTime":821.374,"endTime":823.373,"body":"out and learning more"},{"startTime":821.374,"endTime":823.373,"body":"about the platform."},{"startTime":824.033,"endTime":826.313,"body":"One of the things that has"},{"startTime":824.033,"endTime":826.313,"body":"been the most frustrating"},{"startTime":826.313,"endTime":830.282,"body":"to me as I've built virtual"},{"startTime":826.313,"endTime":830.282,"body":"businesses for almost 15 years"},{"startTime":830.282,"endTime":834.567,"body":"now is software companies"},{"startTime":830.282,"endTime":834.567,"body":"are oftentimes very resistant"},{"startTime":834.567,"endTime":836.067,"body":"to any development changes."},{"startTime":836.497,"endTime":839.857,"body":"What I really enjoy about this"},{"startTime":836.497,"endTime":839.857,"body":"partnership with EstateExec is"},{"startTime":839.857,"endTime":844.247,"body":"they're seeing how our users use"},{"startTime":839.857,"endTime":844.247,"body":"the are using the platform, and"},{"startTime":844.247,"endTime":847.277,"body":"proactively making development"},{"startTime":844.247,"endTime":847.277,"body":"changes to better serve."},{"startTime":847.328,"endTime":848.438,"body":"We didn't ask for that."},{"startTime":848.438,"endTime":851.768,"body":"Like I spoke to Dan after"},{"startTime":848.438,"endTime":851.768,"body":"taking almost a month off"},{"startTime":851.768,"endTime":854.918,"body":"and he's like, \"Hey, by the"},{"startTime":851.768,"endTime":854.918,"body":"way, we had to push prices"},{"startTime":854.918,"endTime":857.77,"body":"as we released features,"},{"startTime":854.918,"endTime":857.77,"body":"but not for your folks."},{"startTime":857.77,"endTime":859.84,"body":"And by the way, we made some"},{"startTime":857.77,"endTime":859.84,"body":"dev changes that are gonna"},{"startTime":859.845,"endTime":861.212,"body":"make everybody's life easier.\""},{"startTime":861.243,"endTime":863.323,"body":"With one of those being"},{"startTime":861.243,"endTime":863.323,"body":"the ability to...."},{"startTime":863.417,"endTime":866.177,"body":"the way the software was"},{"startTime":863.417,"endTime":866.177,"body":"laid out didn't exactly fit"},{"startTime":866.177,"endTime":868.157,"body":"the letter that we wrote"},{"startTime":866.177,"endTime":868.157,"body":"and the way we teach you to"},{"startTime":868.157,"endTime":871.802,"body":"use it in the EARN course"},{"startTime":868.157,"endTime":871.802,"body":"because you become the owner"},{"startTime":871.802,"endTime":873.422,"body":"of the EstateExec account."},{"startTime":873.782,"endTime":877.505,"body":"So if you set them up on your"},{"startTime":873.782,"endTime":877.505,"body":"10-day free trial, and then for"},{"startTime":877.51,"endTime":881.015,"body":"some reason they want you out"},{"startTime":877.51,"endTime":881.015,"body":"for privacy reasons, or you want"},{"startTime":881.105,"endTime":884.615,"body":"out because they chose not to"},{"startTime":881.105,"endTime":884.615,"body":"be a client of your's, but they"},{"startTime":884.615,"endTime":886.265,"body":"still want to keep the software."},{"startTime":886.745,"endTime":889.895,"body":"Now you have the ability"},{"startTime":886.745,"endTime":889.895,"body":"to reassign ownership"},{"startTime":889.895,"endTime":890.885,"body":"of that account."},{"startTime":890.885,"endTime":893.435,"body":"So you can actually, if the"},{"startTime":890.885,"endTime":893.435,"body":"family requests that you"},{"startTime":893.435,"endTime":896.825,"body":"leave the software and don't"},{"startTime":893.435,"endTime":896.825,"body":"see the list of assets, for"},{"startTime":896.83,"endTime":898.55,"body":"example, you can do that."},{"startTime":898.55,"endTime":899.45,"body":"You have that ability."},{"startTime":899.647,"endTime":902.377,"body":"And it speaks a lot about"},{"startTime":899.647,"endTime":902.377,"body":"them as a company, their"},{"startTime":902.377,"endTime":905.573,"body":"willingness to watch what"},{"startTime":902.377,"endTime":905.573,"body":"the user experience is, and"},{"startTime":905.573,"endTime":906.993,"body":"to proactively make changes."},{"startTime":907.093,"endTime":911.343,"body":"That's really encouraging to"},{"startTime":907.093,"endTime":911.343,"body":"me as we grow together and do"},{"startTime":911.343,"endTime":914.603,"body":"more for the consumers and,"},{"startTime":911.343,"endTime":914.603,"body":"and for the attorneys and for"},{"startTime":914.603,"endTime":915.923,"body":"the real estate professionals."},{"startTime":917.048,"endTime":919.768,"body":"That's really encouraging"},{"startTime":917.048,"endTime":919.768,"body":"in the partnership."},{"startTime":919.768,"endTime":922.178,"body":"Thank you guys for being"},{"startTime":919.768,"endTime":922.178,"body":"that kind of company."},{"startTime":922.178,"endTime":923.308,"body":"It's kind of rare."},{"startTime":923.865,"endTime":926.285,"body":"Well, that's who we are and"},{"startTime":923.865,"endTime":926.285,"body":"it was actually one of your"},{"startTime":926.285,"endTime":929.619,"body":"students that reached out to"},{"startTime":926.285,"endTime":929.619,"body":"us and said not only in the"},{"startTime":929.624,"endTime":932.764,"body":"cases that you just described"},{"startTime":929.624,"endTime":932.764,"body":"already, but also, \"listen, I"},{"startTime":932.764,"endTime":935.464,"body":"want to help these people in"},{"startTime":932.764,"endTime":935.464,"body":"the beginning, but sometimes"},{"startTime":935.464,"endTime":938.644,"body":"serving as an executor can"},{"startTime":935.464,"endTime":938.644,"body":"take two years or three years"},{"startTime":938.644,"endTime":941.554,"body":"or four years, and I don't"},{"startTime":938.644,"endTime":941.554,"body":"necessarily need to be involved"},{"startTime":941.554,"endTime":943.204,"body":"for that entire process period.\""},{"startTime":943.204,"endTime":945.994,"body":"And as you said, the family"},{"startTime":943.204,"endTime":945.994,"body":"doesn't necessarily want"},{"startTime":945.999,"endTime":947.962,"body":"me to be able to access"},{"startTime":945.999,"endTime":947.962,"body":"their stuff forever."},{"startTime":948.692,"endTime":952.322,"body":"And so we did build that"},{"startTime":948.692,"endTime":952.322,"body":"capability and that is live"},{"startTime":952.322,"endTime":953.672,"body":"actually as of yesterday."},{"startTime":954.212,"endTime":956.678,"body":"And if anybody's watching"},{"startTime":954.212,"endTime":956.678,"body":"this and was wondering how"},{"speaker":"to do it","startTime":956.678,"endTime":960.123,"body":"normally, when you"},{"speaker":"to do it","startTime":956.678,"endTime":960.123,"body":"create an estate, you fill"},{"speaker":"to do it","startTime":960.123,"endTime":961.293,"body":"in some information for it."},{"speaker":"to do it","startTime":961.293,"endTime":964.926,"body":"And then you go to the"},{"speaker":"to do it","startTime":961.293,"endTime":964.926,"body":"estate share menu and you"},{"speaker":"to do it","startTime":964.926,"endTime":967.566,"body":"put your prospect's name"},{"speaker":"to do it","startTime":964.926,"endTime":967.566,"body":"and email address in there."},{"speaker":"to do it","startTime":967.64,"endTime":969.5,"body":"And they get an email"},{"speaker":"to do it","startTime":967.64,"endTime":969.5,"body":"that they can click on."},{"speaker":"to do it","startTime":969.5,"endTime":971.78,"body":"They get their own login and"},{"speaker":"to do it","startTime":969.5,"endTime":971.78,"body":"then they can access the estate."},{"speaker":"to do it","startTime":972.26,"endTime":974.453,"body":"But so can you, and hopefully,"},{"speaker":"to do it","startTime":972.26,"endTime":974.453,"body":"you're working on it, you're"},{"speaker":"to do it","startTime":974.453,"endTime":978.198,"body":"coordinating it, but longer"},{"speaker":"to do it","startTime":974.453,"endTime":978.198,"body":"term what you might want"},{"speaker":"to do it","startTime":978.198,"endTime":980.868,"body":"to do as, as Chad said,"},{"speaker":"to do it","startTime":978.198,"endTime":980.868,"body":"is transfer ownership."},{"speaker":"to do it","startTime":980.868,"endTime":983.128,"body":"And so from that same"},{"speaker":"to do it","startTime":980.868,"endTime":983.128,"body":"edit/share dialogue box,"},{"speaker":"to do it","startTime":983.478,"endTime":985.788,"body":"there's now a button that"},{"speaker":"to do it","startTime":983.478,"endTime":985.788,"body":"says transfer ownership."},{"speaker":"to do it","startTime":986.298,"endTime":988.229,"body":"And you just click that,"},{"speaker":"to do it","startTime":986.298,"endTime":988.229,"body":"follow the instructions,"},{"speaker":"to do it","startTime":988.229,"endTime":991.709,"body":"and then your client, your"},{"speaker":"to do it","startTime":988.229,"endTime":991.709,"body":"prospect, will have the estate"},{"speaker":"to do it","startTime":992.099,"endTime":996.299,"body":"and you will have whatever"},{"speaker":"to do it","startTime":992.099,"endTime":996.299,"body":"access you ask to keep if any."},{"speaker":"to do it","startTime":996.539,"endTime":997.819,"body":"And they can override"},{"speaker":"to do it","startTime":996.539,"endTime":997.819,"body":"that at times."},{"speaker":"to do it","startTime":998.368,"endTime":1002.538,"body":"I'm curious what you have"},{"speaker":"to do it","startTime":998.368,"endTime":1002.538,"body":"observed as the most valuable"},{"speaker":"to do it","startTime":1002.538,"endTime":1006.078,"body":"or most used part of the"},{"speaker":"to do it","startTime":1002.538,"endTime":1006.078,"body":"software by the families?"},{"speaker":"to do it","startTime":1006.528,"endTime":1009.828,"body":"Like what is that one thing"},{"speaker":"to do it","startTime":1006.528,"endTime":1009.828,"body":"that everybody say, \"oh my gosh,"},{"speaker":"to do it","startTime":1010.038,"endTime":1011.328,"body":"how did I live without this?\""},{"speaker":"to do it","startTime":1011.79,"endTime":1015.96,"body":"It's a little difficult for me"},{"speaker":"to do it","startTime":1011.79,"endTime":1015.96,"body":"to pick any one feature that is"},{"speaker":"to do it","startTime":1016.051,"endTime":1019.771,"body":"more important than the others,"},{"speaker":"to do it","startTime":1016.051,"endTime":1019.771,"body":"because serving as an executor"},{"speaker":"to do it","startTime":1020.101,"endTime":1022.801,"body":"covers so much ground, which"},{"speaker":"to do it","startTime":1020.101,"endTime":1022.801,"body":"is one of the reasons it's"},{"speaker":"to do it","startTime":1022.801,"endTime":1026.686,"body":"hard to build software that is"},{"speaker":"to do it","startTime":1022.801,"endTime":1026.686,"body":"helpful throughout the process."},{"speaker":"to do it","startTime":1026.949,"endTime":1029.409,"body":"Earlier you talked about"},{"speaker":"to do it","startTime":1026.949,"endTime":1029.409,"body":"replicating the kind of"},{"speaker":"to do it","startTime":1029.409,"endTime":1032.559,"body":"capabilities that we have,"},{"speaker":"to do it","startTime":1029.409,"endTime":1032.559,"body":"but you can't really see the"},{"speaker":"to do it","startTime":1032.559,"endTime":1035.859,"body":"depth of what EstateExec does"},{"speaker":"to do it","startTime":1032.559,"endTime":1035.859,"body":"just by clicking at it and"},{"speaker":"to do it","startTime":1035.864,"endTime":1038.559,"body":"using it because you're going"},{"speaker":"to do it","startTime":1035.864,"endTime":1038.559,"body":"down one little path, whether"},{"speaker":"to do it","startTime":1038.559,"endTime":1042.129,"body":"your estate has property or"},{"speaker":"to do it","startTime":1038.559,"endTime":1042.129,"body":"doesn't have property, or is in"},{"speaker":"to do it","startTime":1042.129,"endTime":1046.389,"body":"Illinois, or is in Hawaii, or"},{"speaker":"to do it","startTime":1042.129,"endTime":1046.389,"body":"in the Yukon or wherever it is."},{"speaker":"to do it","startTime":1046.659,"endTime":1047.349,"body":"There's a lot there."},{"speaker":"to do it","startTime":1047.349,"endTime":1049.449,"body":"We've actually invested"},{"speaker":"to do it","startTime":1047.349,"endTime":1049.449,"body":"millions in the development"},{"speaker":"to do it","startTime":1049.449,"endTime":1050.259,"body":"of this software."},{"speaker":"to do it","startTime":1050.727,"endTime":1053.157,"body":"There's different things that"},{"speaker":"to do it","startTime":1050.727,"endTime":1053.157,"body":"are of value at different"},{"speaker":"to do it","startTime":1053.157,"endTime":1054.957,"body":"stages in that process."},{"speaker":"to do it","startTime":1055.617,"endTime":1058.167,"body":"So very early on (which"},{"speaker":"to do it","startTime":1055.617,"endTime":1058.167,"body":"is hopefully when your"},{"speaker":"to do it","startTime":1058.167,"endTime":1061.737,"body":"students are contacting"},{"speaker":"to do it","startTime":1058.167,"endTime":1061.737,"body":"them) the most important"},{"speaker":"to do it","startTime":1061.737,"endTime":1065.497,"body":"thing is the list of tasks"},{"speaker":"to do it","startTime":1061.737,"endTime":1065.497,"body":"to kind of get them started:"},{"speaker":"to do it","startTime":1065.807,"endTime":1069.197,"body":"protecting the unoccupied"},{"speaker":"to do it","startTime":1065.807,"endTime":1069.197,"body":"property, applying for an"},{"speaker":"to do it","startTime":1069.397,"endTime":1074.367,"body":"EIN, notifying the relatives,"},{"speaker":"to do it","startTime":1069.397,"endTime":1074.367,"body":"publishing a notice of death,"},{"speaker":"to do it","startTime":1074.427,"endTime":1075.267,"body":"all those sorts of things."},{"speaker":"to do it","startTime":1075.267,"endTime":1077.157,"body":"This is just so that they"},{"speaker":"to do it","startTime":1075.267,"endTime":1077.157,"body":"can see that there's a"},{"speaker":"to do it","startTime":1077.157,"endTime":1079.937,"body":"sequence of events here, that"},{"speaker":"to do it","startTime":1077.157,"endTime":1079.937,"body":"they're gonna be okay, and"},{"speaker":"to do it","startTime":1079.937,"endTime":1080.922,"body":"they understand what to do."},{"speaker":"to do it","startTime":1080.922,"endTime":1082.907,"body":"If they just go through"},{"speaker":"to do it","startTime":1080.922,"endTime":1082.907,"body":"these one after the other,"},{"speaker":"to do it","startTime":1083.207,"endTime":1084.107,"body":"they're gonna be fine."},{"speaker":"to do it","startTime":1084.527,"endTime":1086.777,"body":"The second part of that in"},{"speaker":"to do it","startTime":1084.527,"endTime":1086.777,"body":"the early stages though,"},{"speaker":"to do it","startTime":1086.782,"endTime":1090.977,"body":"is also on the accounting"},{"speaker":"to do it","startTime":1086.782,"endTime":1090.977,"body":"and organization side."},{"speaker":"to do it","startTime":1090.977,"endTime":1093.797,"body":"Like you talked earlier about"},{"speaker":"to do it","startTime":1090.977,"endTime":1093.797,"body":"these stacks of paperwork and"},{"speaker":"to do it","startTime":1093.797,"endTime":1094.907,"body":"titles and all the rest of."},{"speaker":"to do it","startTime":1096.197,"endTime":1097.277,"body":"How do you organize this thing?"},{"speaker":"to do it","startTime":1097.607,"endTime":1100.187,"body":"That strangely is one of"},{"speaker":"to do it","startTime":1097.607,"endTime":1100.187,"body":"the biggest breakthroughs"},{"speaker":"to do it","startTime":1100.187,"endTime":1101.357,"body":"that a state exec had."},{"speaker":"to do it","startTime":1101.657,"endTime":1103.037,"body":"It's not so much"},{"speaker":"to do it","startTime":1101.657,"endTime":1103.037,"body":"about the software."},{"speaker":"to do it","startTime":1103.037,"endTime":1105.317,"body":"It's like how to think"},{"speaker":"to do it","startTime":1103.037,"endTime":1105.317,"body":"about this process."},{"speaker":"to do it","startTime":1105.647,"endTime":1109.247,"body":"And if you look at the tabs, it"},{"speaker":"to do it","startTime":1105.647,"endTime":1109.247,"body":"all makes such perfect sense."},{"speaker":"to do it","startTime":1109.397,"endTime":1111.017,"body":"Well, there's the assets"},{"speaker":"to do it","startTime":1109.397,"endTime":1111.017,"body":"and the debts and the"},{"speaker":"to do it","startTime":1111.017,"endTime":1113.687,"body":"transactions and the heirs"},{"speaker":"to do it","startTime":1111.017,"endTime":1113.687,"body":"and the district obvious."},{"speaker":"to do it","startTime":1113.692,"endTime":1114.647,"body":"It's so easy."},{"speaker":"to do it","startTime":1114.652,"endTime":1115.087,"body":"Yeah."},{"speaker":"to do it","startTime":1115.607,"endTime":1116.957,"body":"But no one ever did it before."},{"speaker":"to do it","startTime":1117.227,"endTime":1118.847,"body":"No one ever thought"},{"speaker":"to do it","startTime":1117.227,"endTime":1118.847,"body":"that way before."},{"speaker":"to do it","startTime":1119.177,"endTime":1122.994,"body":"And it's a very elegant way"},{"speaker":"to do it","startTime":1119.177,"endTime":1122.994,"body":"to organize what's happening."},{"speaker":"to do it","startTime":1122.994,"endTime":1125.839,"body":"So you can just list the assets"},{"speaker":"to do it","startTime":1122.994,"endTime":1125.839,"body":"cleanly and clearly you don't"},{"speaker":"to do it","startTime":1125.839,"endTime":1127.189,"body":"have to think about it anymore."},{"speaker":"to do it","startTime":1127.639,"endTime":1130.339,"body":"And so I think those two"},{"speaker":"to do it","startTime":1127.639,"endTime":1130.339,"body":"things early on, the ability"},{"speaker":"to do it","startTime":1130.339,"endTime":1133.888,"body":"to provide a structure for"},{"speaker":"to do it","startTime":1130.339,"endTime":1133.888,"body":"these people and a sequence"},{"speaker":"to do it","startTime":1133.893,"endTime":1136.925,"body":"of steps that they're gonna be"},{"speaker":"to do it","startTime":1133.893,"endTime":1136.925,"body":"able to see is very helpful."},{"speaker":"to do it","startTime":1136.993,"endTime":1139.573,"body":"But there's still a"},{"speaker":"to do it","startTime":1136.993,"endTime":1139.573,"body":"tremendous amount of work"},{"speaker":"to do it","startTime":1139.573,"endTime":1141.392,"body":"that needs to happen here."},{"speaker":"to do it","startTime":1141.413,"endTime":1145.226,"body":"I think one of the things"},{"speaker":"to do it","startTime":1141.413,"endTime":1145.226,"body":"that was  surprisingly popular"},{"speaker":"to do it","startTime":1145.226,"endTime":1148.706,"body":"to me, was the executor"},{"speaker":"to do it","startTime":1145.226,"endTime":1148.706,"body":"compensation capability."},{"speaker":"to do it","startTime":1149.004,"endTime":1152.664,"body":"Every state, every territory,"},{"speaker":"to do it","startTime":1149.004,"endTime":1152.664,"body":"has its own rules for how"},{"speaker":"to do it","startTime":1152.664,"endTime":1154.044,"body":"executors are compensated."},{"speaker":"to do it","startTime":1154.388,"endTime":1156.818,"body":"And your executor may not"},{"speaker":"to do it","startTime":1154.388,"endTime":1156.818,"body":"want to be compensated,"},{"speaker":"to do it","startTime":1156.818,"endTime":1158.198,"body":"or maybe he or she does."},{"speaker":"to do it","startTime":1158.198,"endTime":1159.488,"body":"Maybe it makes sense;"},{"speaker":"to do it","startTime":1158.198,"endTime":1159.488,"body":"maybe it doesn't."},{"speaker":"to do it","startTime":1159.493,"endTime":1162.331,"body":"Maybe it's specified in the"},{"speaker":"to do it","startTime":1159.493,"endTime":1162.331,"body":"will, but every state has"},{"speaker":"to do it","startTime":1162.751,"endTime":1164.671,"body":"specific rules for doing this."},{"speaker":"to do it","startTime":1164.941,"endTime":1166.351,"body":"Some of the rules"},{"speaker":"to do it","startTime":1164.941,"endTime":1166.351,"body":"are pretty vague."},{"speaker":"to do it","startTime":1166.351,"endTime":1169.957,"body":"Some of them are very specific,"},{"speaker":"to do it","startTime":1166.351,"endTime":1169.957,"body":"but it was always kind of"},{"speaker":"to do it","startTime":1170.107,"endTime":1172.027,"body":"an unknown area for people."},{"speaker":"to do it","startTime":1172.057,"endTime":1176.057,"body":"And it's an area of family"},{"speaker":"to do it","startTime":1172.057,"endTime":1176.057,"body":"conflict too, because the rest"},{"speaker":"to do it","startTime":1176.062,"endTime":1179.177,"body":"of the heirs get upset that the"},{"speaker":"to do it","startTime":1176.062,"endTime":1179.177,"body":"executor's taking some money,"},{"speaker":"to do it","startTime":1179.177,"endTime":1182.387,"body":"even though it's mandated where"},{"speaker":"to do it","startTime":1179.177,"endTime":1182.387,"body":"it's specified by law, they"},{"speaker":"to do it","startTime":1182.387,"endTime":1183.677,"body":"think they're taking too much."},{"speaker":"to do it","startTime":1183.857,"endTime":1186.497,"body":"They have no idea how much"},{"speaker":"to do it","startTime":1183.857,"endTime":1186.497,"body":"work the executor job is."},{"speaker":"to do it","startTime":1186.497,"endTime":1189.407,"body":"Those guys should get paid a"},{"speaker":"to do it","startTime":1186.497,"endTime":1189.407,"body":"lot more than they actually"},{"speaker":"to do it","startTime":1189.407,"endTime":1190.607,"body":"do with so much work."},{"speaker":"to do it","startTime":1191.027,"endTime":1193.702,"body":"But anyway, we built a"},{"speaker":"to do it","startTime":1191.027,"endTime":1193.702,"body":"calculator for each state."},{"speaker":"to do it","startTime":1194.132,"endTime":1197.342,"body":"Not a simple calculator, but"},{"speaker":"to do it","startTime":1194.132,"endTime":1197.342,"body":"something that actually analyzes"},{"speaker":"to do it","startTime":1197.342,"endTime":1199.832,"body":"the assets and the transactions"},{"speaker":"to do it","startTime":1197.342,"endTime":1199.832,"body":"and all the rest of that"},{"speaker":"to do it","startTime":1199.832,"endTime":1201.362,"body":"and the hours you've put in."},{"speaker":"to do it","startTime":1201.488,"endTime":1204.518,"body":"It analyzes all that and"},{"speaker":"to do it","startTime":1201.488,"endTime":1204.518,"body":"produces what the statute says"},{"speaker":"to do it","startTime":1204.518,"endTime":1206.348,"body":"that you would be entitled to."},{"speaker":"to do it","startTime":1206.622,"endTime":1209.543,"body":"And I was really surprised"},{"speaker":"to do it","startTime":1206.622,"endTime":1209.543,"body":"that proved to be one of the"},{"speaker":"to do it","startTime":1209.543,"endTime":1214.34,"body":"most searched for capabilities"},{"speaker":"to do it","startTime":1209.543,"endTime":1214.34,"body":"that brings people to our site"},{"speaker":"to do it","startTime":1214.34,"endTime":1215.521,"body":"which, never occurred to me."},{"speaker":"to do it","startTime":1215.521,"endTime":1216.181,"body":"But it is something."},{"speaker":"to do it","startTime":1216.181,"endTime":1218.926,"body":"Now I'm not saying that"},{"speaker":"to do it","startTime":1216.181,"endTime":1218.926,"body":"that's something top of mind"},{"speaker":"to do it","startTime":1218.956,"endTime":1222.346,"body":"early on the process when"},{"speaker":"to do it","startTime":1218.956,"endTime":1222.346,"body":"your clients are contacting,"},{"speaker":"to do it","startTime":1222.346,"endTime":1223.636,"body":"it's just a surprising thing."},{"speaker":"to do it","startTime":1223.766,"endTime":1227.996,"body":"But there are interesting"},{"speaker":"to do it","startTime":1223.766,"endTime":1227.996,"body":"things in there also for how to"},{"speaker":"to do it","startTime":1227.996,"endTime":1229.826,"body":"find the assets of the estate."},{"speaker":"to do it","startTime":1229.826,"endTime":1232.346,"body":"And that's something that"},{"speaker":"to do it","startTime":1229.826,"endTime":1232.346,"body":"we're actually working on"},{"speaker":"to do it","startTime":1232.346,"endTime":1233.966,"body":"significantly right now."},{"speaker":"to do it","startTime":1233.996,"endTime":1237.116,"body":"So there's already some very"},{"speaker":"to do it","startTime":1233.996,"endTime":1237.116,"body":"helpful things and databases"},{"speaker":"to do it","startTime":1237.116,"endTime":1239.546,"body":"for hidden assets that you"},{"speaker":"to do it","startTime":1237.116,"endTime":1239.546,"body":"can access through our tool,"},{"speaker":"to do it","startTime":1239.916,"endTime":1241.976,"body":"but there are some new things"},{"speaker":"to do it","startTime":1239.916,"endTime":1241.976,"body":"coming out there as well, but"},{"speaker":"to do it","startTime":1242.396,"endTime":1245.216,"body":"really ultimately it's the"},{"speaker":"to do it","startTime":1242.396,"endTime":1245.216,"body":"providing of the sense of."},{"speaker":"The structure","startTime":1246.161,"endTime":1248.111,"body":"here's"},{"speaker":"The structure","startTime":1246.161,"endTime":1248.111,"body":"how I think about it;"},{"speaker":"The structure","startTime":1248.321,"endTime":1250.921,"body":"here's how I record stuff;"},{"speaker":"The structure","startTime":1248.321,"endTime":1250.921,"body":"and here are the steps."},{"speaker":"The structure","startTime":1250.981,"endTime":1251.551,"body":"That's it."},{"speaker":"The structure","startTime":1252.208,"endTime":1256.143,"body":"I'm really curious to learn"},{"speaker":"The structure","startTime":1252.208,"endTime":1256.143,"body":"about the consumer intent when"},{"speaker":"The structure","startTime":1256.148,"endTime":1258.933,"body":"they find you independent of"},{"speaker":"The structure","startTime":1256.148,"endTime":1258.933,"body":"someone from our community."},{"speaker":"The structure","startTime":1258.988,"endTime":1261.723,"body":"How much of that is  like"},{"speaker":"The structure","startTime":1258.988,"endTime":1261.723,"body":"inbound versus outbound?"},{"speaker":"The structure","startTime":1261.863,"endTime":1265.733,"body":"Are a lot of families out there"},{"speaker":"The structure","startTime":1261.863,"endTime":1265.733,"body":"searching for \"help managing"},{"speaker":"The structure","startTime":1265.733,"endTime":1268.773,"body":"an estate\" or \"how to manage"},{"speaker":"The structure","startTime":1265.733,"endTime":1268.773,"body":"an estate efficiently\", \"estate"},{"speaker":"The structure","startTime":1268.793,"endTime":1270.113,"body":"management software tool.\"."},{"speaker":"The structure","startTime":1270.473,"endTime":1272.043,"body":"Like how much of"},{"speaker":"The structure","startTime":1270.473,"endTime":1272.043,"body":"that is organic?"},{"speaker":"The structure","startTime":1272.043,"endTime":1274.743,"body":"What demand is there"},{"speaker":"The structure","startTime":1272.043,"endTime":1274.743,"body":"for a solution?"},{"speaker":"The structure","startTime":1275.153,"endTime":1277.708,"body":"And how much of it is you"},{"speaker":"The structure","startTime":1275.153,"endTime":1277.708,"body":"guys having to do what estate"},{"speaker":"The structure","startTime":1277.708,"endTime":1280.463,"body":"attorneys do, and what we do"},{"speaker":"The structure","startTime":1277.708,"endTime":1280.463,"body":"as real estate professionals"},{"speaker":"The structure","startTime":1280.463,"endTime":1281.903,"body":"with a specialized skill set?"},{"speaker":"The structure","startTime":1281.927,"endTime":1284.422,"body":"One of the most challenging"},{"speaker":"The structure","startTime":1281.927,"endTime":1284.422,"body":"things in really establishing"},{"speaker":"The structure","startTime":1284.422,"endTime":1286.642,"body":"yourself as a probate"},{"speaker":"The structure","startTime":1284.422,"endTime":1286.642,"body":"real estate expert,"},{"speaker":"The structure","startTime":1287.012,"endTime":1288.272,"body":"nobody's searching for it."},{"speaker":"The structure","startTime":1288.782,"endTime":1291.152,"body":"One of the most challenging"},{"speaker":"The structure","startTime":1288.782,"endTime":1291.152,"body":"things for an estate planning"},{"speaker":"The structure","startTime":1291.152,"endTime":1294.032,"body":"attorney is nobody wants to"},{"speaker":"The structure","startTime":1291.152,"endTime":1294.032,"body":"talk about their own demise."},{"speaker":"The structure","startTime":1294.362,"endTime":1296.942,"body":"So I'm really curious what we"},{"speaker":"The structure","startTime":1294.362,"endTime":1296.942,"body":"might be able to learn from"},{"speaker":"The structure","startTime":1296.942,"endTime":1301.117,"body":"the consumer behavior coming"},{"speaker":"The structure","startTime":1296.942,"endTime":1301.117,"body":"into your business: is most of"},{"speaker":"The structure","startTime":1301.117,"endTime":1304.871,"body":"it proactive where they're an"},{"speaker":"The structure","startTime":1301.117,"endTime":1304.871,"body":"inbound lead searching for a"},{"speaker":"The structure","startTime":1304.871,"endTime":1307.451,"body":"solution, or do you guys have"},{"speaker":"The structure","startTime":1304.871,"endTime":1307.451,"body":"to get out there and say, \"Hey,"},{"speaker":"The structure","startTime":1307.781,"endTime":1310.031,"body":"there's something you don't"},{"speaker":"The structure","startTime":1307.781,"endTime":1310.031,"body":"know about and you need to.\""},{"speaker":"The structure","startTime":1310.599,"endTime":1312.189,"body":"I think that's very astute."},{"speaker":"The structure","startTime":1312.489,"endTime":1316.292,"body":"And in the beginning we"},{"speaker":"The structure","startTime":1312.489,"endTime":1316.292,"body":"thought that, well, all we"},{"speaker":"The structure","startTime":1316.292,"endTime":1319.102,"body":"have to do is build it and"},{"speaker":"The structure","startTime":1316.292,"endTime":1319.102,"body":"they will come  especially"},{"speaker":"The structure","startTime":1319.162,"endTime":1321.813,"body":"because in your business,"},{"speaker":"The structure","startTime":1319.162,"endTime":1321.813,"body":"there's a lot of competition."},{"speaker":"The structure","startTime":1321.813,"endTime":1322.173,"body":"Honestly."},{"speaker":"The structure","startTime":1322.173,"endTime":1324.603,"body":"There's so many real estate"},{"speaker":"The structure","startTime":1322.173,"endTime":1324.603,"body":"agents vying for the business."},{"speaker":"The structure","startTime":1324.843,"endTime":1326.553,"body":"You really need to"},{"speaker":"The structure","startTime":1324.843,"endTime":1326.553,"body":"differentiate yourself."},{"speaker":"The structure","startTime":1326.553,"endTime":1329.523,"body":"It's tough and someone"},{"speaker":"The structure","startTime":1326.553,"endTime":1329.523,"body":"always knows somebody else."},{"speaker":"The structure","startTime":1329.523,"endTime":1331.768,"body":"So, if you can come with the"},{"speaker":"The structure","startTime":1329.523,"endTime":1331.768,"body":"best story, you have a better."},{"speaker":"The structure","startTime":1332.473,"endTime":1334.903,"body":"But in our case, we were looking"},{"speaker":"The structure","startTime":1332.473,"endTime":1334.903,"body":"at this and there were no"},{"speaker":"The structure","startTime":1334.903,"endTime":1336.853,"body":"other tools at all at the time."},{"speaker":"The structure","startTime":1336.996,"endTime":1339.966,"body":"So we just thought, we'll just"},{"speaker":"The structure","startTime":1336.996,"endTime":1339.966,"body":"build it and everybody's gonna"},{"speaker":"The structure","startTime":1339.966,"endTime":1341.936,"body":"Google us and we'll be done!"},{"speaker":"The structure","startTime":1342.696,"endTime":1345.516,"body":"But it turns out nobody"},{"speaker":"The structure","startTime":1342.696,"endTime":1345.516,"body":"thought to Google us,"},{"speaker":"The structure","startTime":1345.576,"endTime":1346.506,"body":"just like you're saying."},{"speaker":"The structure","startTime":1346.946,"endTime":1348.366,"body":"They just thought"},{"speaker":"The structure","startTime":1346.946,"endTime":1348.366,"body":"there were no tools."},{"speaker":"The structure","startTime":1348.371,"endTime":1351.306,"body":"Nobody thought to search"},{"speaker":"The structure","startTime":1348.371,"endTime":1351.306,"body":"for the best one or anyone."},{"speaker":"The structure","startTime":1351.441,"endTime":1354.741,"body":"Now fortunately for us, the"},{"speaker":"The structure","startTime":1351.441,"endTime":1354.741,"body":"world has evolved since we"},{"speaker":"The structure","startTime":1354.741,"endTime":1358.191,"body":"first started building this"},{"speaker":"The structure","startTime":1354.741,"endTime":1358.191,"body":"software and in the intervening"},{"speaker":"The structure","startTime":1358.191,"endTime":1361.761,"body":"seven years since we went"},{"speaker":"The structure","startTime":1358.191,"endTime":1361.761,"body":"live, more and more people"},{"speaker":"The structure","startTime":1361.761,"endTime":1364.671,"body":"have realized, or just it's"},{"speaker":"The structure","startTime":1361.761,"endTime":1364.671,"body":"their natural inclination to"},{"speaker":"The structure","startTime":1364.911,"endTime":1367.638,"body":"Google things and look for"},{"speaker":"The structure","startTime":1364.911,"endTime":1367.638,"body":"solutions to their problems."},{"speaker":"The structure","startTime":1367.888,"endTime":1373.258,"body":"Most of our business today is"},{"speaker":"The structure","startTime":1367.888,"endTime":1373.258,"body":"just people coming to us because"},{"speaker":"The structure","startTime":1373.318,"endTime":1376.193,"body":"they're looking for solutions"},{"speaker":"The structure","startTime":1373.318,"endTime":1376.193,"body":"and they can't really get it."},{"speaker":"The structure","startTime":1376.213,"endTime":1378.613,"body":"Even many people who"},{"speaker":"The structure","startTime":1376.213,"endTime":1378.613,"body":"have lawyers already,"},{"speaker":"The structure","startTime":1378.613,"endTime":1379.513,"body":"they're very frustrated."},{"speaker":"The structure","startTime":1379.513,"endTime":1381.073,"body":"And the lawyer's not"},{"speaker":"The structure","startTime":1379.513,"endTime":1381.073,"body":"explaining anything or"},{"speaker":"The structure","startTime":1381.073,"endTime":1382.283,"body":"doesn't want to help them."},{"speaker":"The structure","startTime":1382.343,"endTime":1383.967,"body":"I only hear their side of it.."},{"speaker":"The structure","startTime":1384.317,"endTime":1388.272,"body":"But the bottom line is that,"},{"speaker":"The structure","startTime":1384.317,"endTime":1388.272,"body":"many people are desperately"},{"speaker":"The structure","startTime":1388.272,"endTime":1389.862,"body":"looking for something and"},{"speaker":"The structure","startTime":1388.272,"endTime":1389.862,"body":"that's how they find us."},{"speaker":"The structure","startTime":1390.192,"endTime":1393.453,"body":"Now we also have lawyers who"},{"speaker":"The structure","startTime":1390.192,"endTime":1393.453,"body":"are our customers as well."},{"speaker":"The structure","startTime":1393.677,"endTime":1396.197,"body":"I think that's an important"},{"speaker":"The structure","startTime":1393.677,"endTime":1396.197,"body":"thing to point out because yeah,"},{"speaker":"The structure","startTime":1396.407,"endTime":1399.767,"body":"I know some of your students,"},{"speaker":"The structure","startTime":1396.407,"endTime":1399.767,"body":"part of what you teach is how"},{"speaker":"The structure","startTime":1399.772,"endTime":1403.154,"body":"to get alliances with probate"},{"speaker":"The structure","startTime":1399.772,"endTime":1403.154,"body":"attorneys so that, you guys"},{"speaker":"The structure","startTime":1403.154,"endTime":1405.524,"body":"can give each other business"},{"speaker":"The structure","startTime":1403.154,"endTime":1405.524,"body":"like that and work together."},{"speaker":"The structure","startTime":1406.064,"endTime":1409.708,"body":"And many law firms are starting"},{"speaker":"The structure","startTime":1406.064,"endTime":1409.708,"body":"to use our software as well."},{"speaker":"The structure","startTime":1410.128,"endTime":1413.661,"body":"The problem with reaching them"},{"speaker":"The structure","startTime":1410.128,"endTime":1413.661,"body":"for us is that they already"},{"speaker":"The structure","startTime":1413.661,"endTime":1416.05,"body":"have some solution, whatever"},{"speaker":"The structure","startTime":1413.661,"endTime":1416.05,"body":"it is, whether it's paper"},{"speaker":"The structure","startTime":1416.05,"endTime":1418.54,"body":"and pencil or some ancient"},{"speaker":"The structure","startTime":1416.05,"endTime":1418.54,"body":"spreadsheet they've put"},{"speaker":"The structure","startTime":1418.54,"endTime":1419.89,"body":"together or something like that."},{"speaker":"The structure","startTime":1420.19,"endTime":1421.03,"body":"It's not nice."},{"speaker":"The structure","startTime":1421.18,"endTime":1423.37,"body":"It doesn't produce"},{"speaker":"The structure","startTime":1421.18,"endTime":1423.37,"body":"beautiful PDF reports."},{"speaker":"The structure","startTime":1423.52,"endTime":1425.59,"body":"It doesn't share"},{"speaker":"The structure","startTime":1423.52,"endTime":1425.59,"body":"online automatically."},{"speaker":"The structure","startTime":1425.77,"endTime":1427.84,"body":"It doesn't have all the"},{"speaker":"The structure","startTime":1425.77,"endTime":1427.84,"body":"bells and whistles and"},{"speaker":"The structure","startTime":1427.96,"endTime":1429.94,"body":"sometimes fundamental"},{"speaker":"The structure","startTime":1427.96,"endTime":1429.94,"body":"things like the executor"},{"speaker":"The structure","startTime":1429.94,"endTime":1431.71,"body":"calculators we talked about."},{"speaker":"The structure","startTime":1431.958,"endTime":1433.548,"body":"But they don't know"},{"speaker":"The structure","startTime":1431.958,"endTime":1433.548,"body":"they're missing it."},{"speaker":"The structure","startTime":1433.553,"endTime":1435.918,"body":"They just go through life kind"},{"speaker":"The structure","startTime":1433.553,"endTime":1435.918,"body":"of blind to this whole thing."},{"speaker":"The structure","startTime":1436.338,"endTime":1438.078,"body":"So what do we do here?"},{"speaker":"The structure","startTime":1438.108,"endTime":1441.438,"body":"Well, what we do is we partner"},{"speaker":"The structure","startTime":1438.108,"endTime":1441.438,"body":"with people like you or you"},{"speaker":"The structure","startTime":1441.438,"endTime":1445.758,"body":"in particular and hope that"},{"speaker":"The structure","startTime":1441.438,"endTime":1445.758,"body":"together, we can build this"},{"speaker":"The structure","startTime":1445.758,"endTime":1450.315,"body":"synergistic relationship between"},{"speaker":"The structure","startTime":1445.758,"endTime":1450.315,"body":"your students, our software"},{"speaker":"The structure","startTime":1450.585,"endTime":1454.235,"body":"and the larger community,"},{"speaker":"The structure","startTime":1450.585,"endTime":1454.235,"body":"which consists of lawyersand"},{"speaker":"The structure","startTime":1454.965,"endTime":1457.765,"body":"property owners, so that"},{"speaker":"The structure","startTime":1454.965,"endTime":1457.765,"body":"we can all benefit and work"},{"speaker":"The structure","startTime":1457.765,"endTime":1461.125,"body":"together and provide a great"},{"speaker":"The structure","startTime":1457.765,"endTime":1461.125,"body":"solution that reduces friction,"},{"speaker":"The structure","startTime":1461.125,"endTime":1462.415,"body":"makes everybody happier."},{"speaker":"The structure","startTime":1462.775,"endTime":1465.582,"body":"And, we make the money we"},{"speaker":"The structure","startTime":1462.775,"endTime":1465.582,"body":"deserve from all of this"},{"speaker":"The structure","startTime":1465.587,"endTime":1468.372,"body":"because we are serving a"},{"speaker":"The structure","startTime":1465.587,"endTime":1468.372,"body":"vital need of the community."},{"speaker":"The structure","startTime":1468.93,"endTime":1472.569,"body":"One of the most challenging"},{"speaker":"The structure","startTime":1468.93,"endTime":1472.569,"body":"things for me with the EARN"},{"speaker":"The structure","startTime":1472.589,"endTime":1474.269,"body":"course is how new it is."},{"speaker":"The structure","startTime":1474.319,"endTime":1476.899,"body":"We saw the necessity for"},{"speaker":"The structure","startTime":1474.319,"endTime":1476.899,"body":"it in the marketplace."},{"speaker":"The structure","startTime":1477.289,"endTime":1480.809,"body":"And I can't wait until we're"},{"speaker":"The structure","startTime":1477.289,"endTime":1480.809,"body":"having this conversation"},{"speaker":"The structure","startTime":1480.809,"endTime":1483.869,"body":"three years from now, and"},{"speaker":"The structure","startTime":1480.809,"endTime":1483.869,"body":"literally hundreds of thousands"},{"speaker":"The structure","startTime":1483.869,"endTime":1486.479,"body":"of estate attorneys have"},{"speaker":"The structure","startTime":1483.869,"endTime":1486.479,"body":"learned about this software"},{"speaker":"The structure","startTime":1486.479,"endTime":1489.119,"body":"through our practitioners,"},{"speaker":"The structure","startTime":1486.479,"endTime":1489.119,"body":"through our investors, our"},{"speaker":"The structure","startTime":1489.119,"endTime":1492.539,"body":"realtors, and we're actually"},{"speaker":"The structure","startTime":1489.119,"endTime":1492.539,"body":"able to measure that impact."},{"speaker":"The structure","startTime":1492.589,"endTime":1494.139,"body":"And that's the intent guys."},{"speaker":"The structure","startTime":1494.669,"endTime":1497.849,"body":"When you're setting up referral"},{"speaker":"The structure","startTime":1494.669,"endTime":1497.849,"body":"partner relationships, if it's"},{"speaker":"The structure","startTime":1497.849,"endTime":1500.729,"body":"an estate attorney, if it's"},{"speaker":"The structure","startTime":1497.849,"endTime":1500.729,"body":"a, a clean out company, if"},{"speaker":"The structure","startTime":1500.729,"endTime":1503.626,"body":"it's a care manager, whoever,"},{"speaker":"The structure","startTime":1500.729,"endTime":1503.626,"body":"it might be a registered"},{"speaker":"The structure","startTime":1503.626,"endTime":1506.596,"body":"investment advisor, a CPA,"},{"speaker":"The structure","startTime":1503.626,"endTime":1506.596,"body":"all the people that we teach"},{"speaker":"The structure","startTime":1506.596,"endTime":1507.826,"body":"you to put on your team."},{"speaker":"The structure","startTime":1508.481,"endTime":1510.521,"body":"You should tell them"},{"speaker":"The structure","startTime":1508.481,"endTime":1510.521,"body":"about this software."},{"speaker":"The structure","startTime":1510.901,"endTime":1513.431,"body":"Let them know that there"},{"speaker":"The structure","startTime":1510.901,"endTime":1513.431,"body":"is a central point where"},{"speaker":"The structure","startTime":1513.431,"endTime":1516.821,"body":"everybody can come together"},{"speaker":"The structure","startTime":1513.431,"endTime":1516.821,"body":"and help the family."},{"speaker":"The structure","startTime":1516.916,"endTime":1519.851,"body":"They need to have at least a"},{"speaker":"The structure","startTime":1516.916,"endTime":1519.851,"body":"basic understanding that this is"},{"speaker":"The structure","startTime":1519.851,"endTime":1524.111,"body":"one of the tools in your service"},{"speaker":"The structure","startTime":1519.851,"endTime":1524.111,"body":"and why that brings: efficiency"},{"speaker":"The structure","startTime":1524.111,"endTime":1528.556,"body":"and a stress reduction to"},{"speaker":"The structure","startTime":1524.111,"endTime":1528.556,"body":"consumers; and efficiency to you"},{"speaker":"The structure","startTime":1528.556,"endTime":1531.646,"body":"guys as the professional team"},{"speaker":"The structure","startTime":1528.556,"endTime":1531.646,"body":"that's helping the consumer."},{"speaker":"The structure","startTime":1532.006,"endTime":1534.376,"body":"So be sure and have these"},{"speaker":"The structure","startTime":1532.006,"endTime":1534.376,"body":"conversations with your"},{"speaker":"The structure","startTime":1534.376,"endTime":1537.346,"body":"attorneys, tell, encourage them"},{"speaker":"The structure","startTime":1534.376,"endTime":1537.346,"body":"to sign up for a free trial"},{"speaker":"The structure","startTime":1537.346,"endTime":1538.666,"body":"and go through and feel it out."},{"speaker":"The structure","startTime":1539.051,"endTime":1540.966,"body":"Or go ahead and set"},{"speaker":"The structure","startTime":1539.051,"endTime":1540.966,"body":"them up on a free trial."},{"speaker":"The structure","startTime":1540.996,"endTime":1542.196,"body":"You've got their email address."},{"speaker":"The structure","startTime":1542.196,"endTime":1544.806,"body":"Like, \"Hey, I just sent"},{"speaker":"The structure","startTime":1542.196,"endTime":1544.806,"body":"you a free trial to the"},{"speaker":"The structure","startTime":1544.806,"endTime":1547.386,"body":"software that I'm using"},{"speaker":"The structure","startTime":1544.806,"endTime":1547.386,"body":"for all of my prospects."},{"speaker":"The structure","startTime":1547.686,"endTime":1550.866,"body":"I just wanna make sure"},{"speaker":"The structure","startTime":1547.686,"endTime":1550.866,"body":"you understand the UI, the"},{"speaker":"The structure","startTime":1550.871,"endTime":1553.986,"body":"user interface and what"},{"speaker":"The structure","startTime":1550.871,"endTime":1553.986,"body":"they're seeing, so you"},{"speaker":"The structure","startTime":1553.991,"endTime":1555.326,"body":"can see why we do this."},{"speaker":"The structure","startTime":1555.626,"endTime":1558.086,"body":"We are trying to raise"},{"speaker":"The structure","startTime":1555.626,"endTime":1558.086,"body":"the standard of the"},{"speaker":"The structure","startTime":1558.086,"endTime":1561.326,"body":"referrals we send you and"},{"speaker":"The structure","startTime":1558.086,"endTime":1561.326,"body":"to lower the administrative"},{"speaker":"The structure","startTime":1561.326,"endTime":1562.556,"body":"drag on your firm.\""},{"speaker":"The structure","startTime":1562.786,"endTime":1566.476,"body":"And to your point earlier, a"},{"speaker":"The structure","startTime":1562.786,"endTime":1566.476,"body":"lot of times the attorneys that"},{"speaker":"The structure","startTime":1566.506,"endTime":1569.521,"body":"you'll hear from the consumers,"},{"speaker":"The structure","startTime":1566.506,"endTime":1569.521,"body":"\"Oh, this attorneys sucks."},{"speaker":"The structure","startTime":1569.521,"endTime":1572.596,"body":"He won't call us back, I"},{"speaker":"The structure","startTime":1569.521,"endTime":1572.596,"body":"can't get him to do anything.\""},{"speaker":"The structure","startTime":1573.406,"endTime":1576.061,"body":"The reality is - you used"},{"speaker":"The structure","startTime":1573.406,"endTime":1576.061,"body":"a metaphor earlier in the"},{"speaker":"The structure","startTime":1576.061,"endTime":1577.501,"body":"conversation about a CPA..."},{"speaker":"The structure","startTime":1578.143,"endTime":1582.743,"body":"A  CPA, can't go gather your"},{"speaker":"The structure","startTime":1578.143,"endTime":1582.743,"body":"1099s and K1s, figure out"},{"speaker":"The structure","startTime":1582.743,"endTime":1585.96,"body":"how many miles you drove, and"},{"speaker":"The structure","startTime":1582.743,"endTime":1585.96,"body":"pull all the receipts from"},{"speaker":"The structure","startTime":1585.96,"endTime":1587.35,"body":"your meals and entertainment."},{"speaker":"The structure","startTime":1587.483,"endTime":1588.323,"body":"There's part of it."},{"speaker":"The structure","startTime":1588.323,"endTime":1590.303,"body":"The CPA can file"},{"speaker":"The structure","startTime":1588.323,"endTime":1590.303,"body":"your tax return."},{"speaker":"The structure","startTime":1590.303,"endTime":1591.773,"body":"They can give sound advice."},{"speaker":"The structure","startTime":1592.158,"endTime":1595.532,"body":"But it's still on the filer"},{"speaker":"The structure","startTime":1592.158,"endTime":1595.532,"body":"to actually compile the"},{"speaker":"The structure","startTime":1595.532,"endTime":1598.622,"body":"documents that so the CPA"},{"speaker":"The structure","startTime":1595.532,"endTime":1598.622,"body":"can actually do their job."},{"speaker":"The structure","startTime":1599.112,"endTime":1602.172,"body":"In my experience with probate,"},{"speaker":"The structure","startTime":1599.112,"endTime":1602.172,"body":"a lot of times the consumers who"},{"speaker":"The structure","startTime":1602.172,"endTime":1605.49,"body":"blame the attorneys, they can't"},{"speaker":"The structure","startTime":1602.172,"endTime":1605.49,"body":"go rummage through a house and"},{"speaker":"The structure","startTime":1605.49,"endTime":1606.78,"body":"come up with vehicle titles."},{"speaker":"The structure","startTime":1607.41,"endTime":1610.68,"body":"It's usually the executor"},{"speaker":"The structure","startTime":1607.41,"endTime":1610.68,"body":"is overwhelmed and they're"},{"speaker":"The structure","startTime":1610.68,"endTime":1613.05,"body":"blaming external factors"},{"speaker":"The structure","startTime":1610.68,"endTime":1613.05,"body":"because they don't wanna"},{"speaker":"The structure","startTime":1613.05,"endTime":1614.49,"body":"say I'm so damn hurt."},{"speaker":"The structure","startTime":1614.54,"endTime":1616.19,"body":"That I feel like"},{"speaker":"The structure","startTime":1614.54,"endTime":1616.19,"body":"I'm in the sludge."},{"speaker":"The structure","startTime":1616.19,"endTime":1617.27,"body":"Like I'm not efficient."},{"speaker":"The structure","startTime":1617.27,"endTime":1618.56,"body":"I'm not thinking sharply."},{"speaker":"The structure","startTime":1619.2,"endTime":1621.66,"body":"The attorney becomes a"},{"speaker":"The structure","startTime":1619.2,"endTime":1621.66,"body":"scapegoat oftentimes."},{"speaker":"The structure","startTime":1622.09,"endTime":1624.485,"body":"We can help reduce that"},{"speaker":"The structure","startTime":1622.09,"endTime":1624.485,"body":"for our attorneys with"},{"speaker":"The structure","startTime":1624.485,"endTime":1625.995,"body":"tools like EstateExec."},{"speaker":"The structure","startTime":1626.585,"endTime":1630.875,"body":"If we can create a more"},{"speaker":"The structure","startTime":1626.585,"endTime":1630.875,"body":"stable, more productive, less"},{"speaker":"The structure","startTime":1630.875,"endTime":1634.355,"body":"stressful environment for the"},{"speaker":"The structure","startTime":1630.875,"endTime":1634.355,"body":"personal representative, then"},{"speaker":"The structure","startTime":1634.355,"endTime":1636.565,"body":"they're gonna be less critical"},{"speaker":"The structure","startTime":1634.355,"endTime":1636.565,"body":"of everyone on your team."},{"speaker":"The structure","startTime":1636.715,"endTime":1639.865,"body":"The attorney ,you, the"},{"speaker":"The structure","startTime":1636.715,"endTime":1639.865,"body":"estate sale company, that"},{"speaker":"The structure","startTime":1639.865,"endTime":1642.325,"body":"if we can reduce the, the"},{"speaker":"The structure","startTime":1639.865,"endTime":1642.325,"body":"amount of overwhelm they"},{"speaker":"The structure","startTime":1642.325,"endTime":1645.715,"body":"feel, then they're gonna be"},{"speaker":"The structure","startTime":1642.325,"endTime":1645.715,"body":"a better version of themself."},{"speaker":"The structure","startTime":1645.715,"endTime":1648.857,"body":"So  we're really focused"},{"speaker":"The structure","startTime":1645.715,"endTime":1648.857,"body":"on the consumer, to really"},{"speaker":"The structure","startTime":1648.862,"endTime":1652.457,"body":"benefit them, because frankly"},{"speaker":"The structure","startTime":1648.862,"endTime":1652.457,"body":"it makes our lives easier and"},{"speaker":"The structure","startTime":1652.508,"endTime":1655.328,"body":"we have more dollar productive"},{"speaker":"The structure","startTime":1652.508,"endTime":1655.328,"body":"time cuz we're not chasing"},{"speaker":"The structure","startTime":1655.409,"endTime":1657.959,"body":"things that really aren't"},{"speaker":"The structure","startTime":1655.409,"endTime":1657.959,"body":"going to help any of us."},{"speaker":"The structure","startTime":1657.976,"endTime":1661.336,"body":"So that, that's the whole idea"},{"speaker":"The structure","startTime":1657.976,"endTime":1661.336,"body":"behind the partnership here."},{"speaker":"The structure","startTime":1661.336,"endTime":1664.167,"body":"I'm really excited to see"},{"speaker":"The structure","startTime":1661.336,"endTime":1664.167,"body":"this, in the hands of."},{"speaker":"The structure","startTime":1664.572,"endTime":1667.062,"body":"All of like when we get to"},{"speaker":"The structure","startTime":1664.572,"endTime":1667.062,"body":"thousands and thousands of"},{"speaker":"The structure","startTime":1667.062,"endTime":1670.282,"body":"students and then those students"},{"speaker":"The structure","startTime":1667.062,"endTime":1670.282,"body":"bringing the attorneys into"},{"speaker":"The structure","startTime":1670.922,"endTime":1674.082,"body":"it, what changes we might not"},{"speaker":"The structure","startTime":1670.922,"endTime":1674.082,"body":"even be thinking of right now."},{"speaker":"The structure","startTime":1674.082,"endTime":1676.182,"body":"Where we will say, how did"},{"speaker":"The structure","startTime":1674.082,"endTime":1676.182,"body":"we get this far and the"},{"speaker":"The structure","startTime":1676.182,"endTime":1677.682,"body":"software never had that in it?"},{"speaker":"The structure","startTime":1678.052,"endTime":1681.257,"body":"One aspect of this that you"},{"speaker":"The structure","startTime":1678.052,"endTime":1681.257,"body":"may not even be aware of as"},{"speaker":"The structure","startTime":1681.257,"endTime":1684.227,"body":"well, which is that we've"},{"speaker":"The structure","startTime":1681.257,"endTime":1684.227,"body":"spent this whole conversation"},{"speaker":"The structure","startTime":1684.227,"endTime":1687.602,"body":"in the course talking about"},{"speaker":"The structure","startTime":1684.227,"endTime":1687.602,"body":"how people can use the"},{"speaker":"The structure","startTime":1687.602,"endTime":1691.082,"body":"EstateExec software to help the"},{"speaker":"The structure","startTime":1687.602,"endTime":1691.082,"body":"community and their prospects,"},{"speaker":"The structure","startTime":1691.082,"endTime":1692.252,"body":"and to get more business."},{"speaker":"The structure","startTime":1692.452,"endTime":1695.415,"body":"But actually there's a"},{"speaker":"The structure","startTime":1692.452,"endTime":1695.415,"body":"reciprocal side to that, which"},{"speaker":"The structure","startTime":1695.415,"endTime":1698.885,"body":"you may not even be aware"},{"speaker":"The structure","startTime":1695.415,"endTime":1698.885,"body":"of, which is that EstateExec"},{"speaker":"The structure","startTime":1699.525,"endTime":1702.555,"body":"on its own can bring your"},{"speaker":"The structure","startTime":1699.525,"endTime":1702.555,"body":"students new business."},{"speaker":"The structure","startTime":1702.755,"endTime":1706.575,"body":"And the way that that works"},{"speaker":"The structure","startTime":1702.755,"endTime":1706.575,"body":"is that in our list of tasks,"},{"speaker":"The structure","startTime":1706.575,"endTime":1710.685,"body":"we suggest things like you may"},{"speaker":"The structure","startTime":1706.575,"endTime":1710.685,"body":"wanna hire a lawyer, or you have"},{"speaker":"The structure","startTime":1710.685,"endTime":1715.815,"body":"to get artwork appraised, or you"},{"speaker":"The structure","startTime":1710.685,"endTime":1715.815,"body":"might wanna hold an estate sale."},{"speaker":"The structure","startTime":1716.205,"endTime":1720.075,"body":"And oftentimes we will list"},{"speaker":"The structure","startTime":1716.205,"endTime":1720.075,"body":"organizations with whom we"},{"speaker":"The structure","startTime":1720.075,"endTime":1722.86,"body":"have a relationship that they"},{"speaker":"The structure","startTime":1720.075,"endTime":1722.86,"body":"might want to take advantage"},{"speaker":"The structure","startTime":1722.86,"endTime":1725.576,"body":"of for estate sales or"},{"speaker":"The structure","startTime":1722.86,"endTime":1725.576,"body":"appraisals or things like that."},{"speaker":"The structure","startTime":1725.576,"endTime":1728.979,"body":"But we also have a task that"},{"speaker":"The structure","startTime":1725.576,"endTime":1728.979,"body":"says you may just want to get"},{"speaker":"The structure","startTime":1728.979,"endTime":1730.939,"body":"some generalized executor help."},{"speaker":"The structure","startTime":1731.799,"endTime":1736.015,"body":"And so your students are more"},{"speaker":"The structure","startTime":1731.799,"endTime":1736.015,"body":"than just real estate agents."},{"speaker":"The structure","startTime":1736.228,"endTime":1739.708,"body":"They actually can bring"},{"speaker":"The structure","startTime":1736.228,"endTime":1739.708,"body":"additional help and resources"},{"speaker":"The structure","startTime":1739.708,"endTime":1741.328,"body":"to bear on this process,"},{"speaker":"The structure","startTime":1739.708,"endTime":1741.328,"body":"which is what you're"},{"speaker":"The structure","startTime":1741.328,"endTime":1742.588,"body":"trying to train them to do."},{"speaker":"The structure","startTime":1742.852,"endTime":1745.882,"body":"We can include"},{"speaker":"The structure","startTime":1742.852,"endTime":1745.882,"body":"them in that task."},{"speaker":"The structure","startTime":1745.882,"endTime":1749.932,"body":"And so what it does is they tell"},{"speaker":"The structure","startTime":1745.882,"endTime":1749.932,"body":"us which counties they serve."},{"speaker":"The structure","startTime":1750.562,"endTime":1753.752,"body":"And then if the estate, if"},{"speaker":"The structure","startTime":1750.562,"endTime":1753.752,"body":"somebody's come to EstateExec"},{"speaker":"The structure","startTime":1753.772,"endTime":1756.352,"body":"through other means nothing"},{"speaker":"The structure","startTime":1753.772,"endTime":1756.352,"body":"to do with you guys.."},{"speaker":"The structure","startTime":1756.972,"endTime":1761.732,"body":"and if they are dealing with an"},{"speaker":"The structure","startTime":1756.972,"endTime":1761.732,"body":"estate that has property in that"},{"speaker":"The structure","startTime":1761.732,"endTime":1766.714,"body":"county, we can list your student"},{"speaker":"The structure","startTime":1761.732,"endTime":1766.714,"body":"as a vital service that they"},{"speaker":"The structure","startTime":1766.714,"endTime":1767.824,"body":"might want to take advantage of."},{"speaker":"The structure","startTime":1767.914,"endTime":1769.264,"body":"So then they can"},{"speaker":"The structure","startTime":1767.914,"endTime":1769.264,"body":"click on the link."},{"speaker":"The structure","startTime":1769.624,"endTime":1771.664,"body":"Now this really works well,"},{"speaker":"The structure","startTime":1769.624,"endTime":1771.664,"body":"and some of your students"},{"speaker":"The structure","startTime":1771.669,"endTime":1772.684,"body":"have done this already."},{"speaker":"The structure","startTime":1773.194,"endTime":1777.427,"body":"It really works well if"},{"speaker":"The structure","startTime":1773.194,"endTime":1777.427,"body":"they have a website that"},{"speaker":"The structure","startTime":1777.521,"endTime":1780.873,"body":"pushes them as a probate"},{"speaker":"The structure","startTime":1777.521,"endTime":1780.873,"body":"aid or expert or assistant."},{"speaker":"The structure","startTime":1780.873,"endTime":1783.753,"body":"So it can't just be, \"I"},{"speaker":"The structure","startTime":1780.873,"endTime":1783.753,"body":"sell real estate, use me!\""},{"speaker":"The structure","startTime":1784.113,"endTime":1786.813,"body":"but if it talks about probate"},{"speaker":"The structure","startTime":1784.113,"endTime":1786.813,"body":"on there and some expertise"},{"speaker":"The structure","startTime":1786.818,"endTime":1788.433,"body":"and people you can bring"},{"speaker":"The structure","startTime":1786.818,"endTime":1788.433,"body":"to bear and all the rest of"},{"speaker":"The structure","startTime":1788.433,"endTime":1789.796,"body":"that, then we can list you."},{"speaker":"The structure","startTime":1789.933,"endTime":1792.115,"body":"And I don't think this"},{"speaker":"The structure","startTime":1789.933,"endTime":1792.115,"body":"is gonna, inundate you"},{"speaker":"The structure","startTime":1792.115,"endTime":1793.765,"body":"with so much business"},{"speaker":"The structure","startTime":1792.115,"endTime":1793.765,"body":"that you can't handle it."},{"speaker":"The structure","startTime":1794.365,"endTime":1796.045,"body":"But if it gets you"},{"speaker":"The structure","startTime":1794.365,"endTime":1796.045,"body":"an extra listing or"},{"speaker":"The structure","startTime":1796.045,"endTime":1797.785,"body":"two, hey that's great!"},{"speaker":"The structure","startTime":1798.397,"endTime":1801.347,"body":"So guys, Dan's letting"},{"speaker":"The structure","startTime":1798.397,"endTime":1801.347,"body":"cats out of the bag."},{"speaker":"The structure","startTime":1801.347,"endTime":1804.217,"body":"I was tip-toeing around"},{"speaker":"The structure","startTime":1801.347,"endTime":1804.217,"body":"this because I didn't know"},{"speaker":"The structure","startTime":1804.277,"endTime":1805.297,"body":"if we were ready to go."},{"speaker":"The structure","startTime":1805.347,"endTime":1808.537,"body":"My big vision for this is"},{"speaker":"The structure","startTime":1805.347,"endTime":1808.537,"body":"to actually get your entire"},{"speaker":"The structure","startTime":1808.537,"endTime":1812.502,"body":"team, your entire vendor team"},{"speaker":"The structure","startTime":1808.537,"endTime":1812.502,"body":"built into your version, your"},{"speaker":"The structure","startTime":1812.502,"endTime":1814.212,"body":"local version of EstateExec."},{"speaker":"The structure","startTime":1814.782,"endTime":1819.702,"body":"So, when they hit week two,"},{"speaker":"The structure","startTime":1814.782,"endTime":1819.702,"body":"that one of the tasks is"},{"speaker":"The structure","startTime":1819.702,"endTime":1822.942,"body":"follow up with Chad and let"},{"speaker":"The structure","startTime":1819.702,"endTime":1822.942,"body":"him know if the software"},{"speaker":"The structure","startTime":1822.942,"endTime":1823.962,"body":"is serving your needs."},{"speaker":"The next week","startTime":1824.352,"endTime":1827.172,"body":"it's time"},{"speaker":"The next week","startTime":1824.352,"endTime":1827.172,"body":"to actually get the EIN,"},{"speaker":"The next week","startTime":1827.472,"endTime":1830.472,"body":"here's our preferred CPA if"},{"speaker":"The next week","startTime":1827.472,"endTime":1830.472,"body":"you need help, understanding"},{"speaker":"The next week","startTime":1830.472,"endTime":1831.772,"body":"what that means, and..."},{"speaker":"The next week","startTime":1831.845,"endTime":1832.895,"body":"Whatever that might be."},{"speaker":"The next week","startTime":1833.345,"endTime":1836.825,"body":"We find ways to customize"},{"speaker":"The next week","startTime":1833.345,"endTime":1836.825,"body":"the task list where we"},{"speaker":"The next week","startTime":1836.855,"endTime":1840.245,"body":"introduce them to our team no"},{"speaker":"The next week","startTime":1836.855,"endTime":1840.245,"body":"differently than we do now."},{"speaker":"The next week","startTime":1840.245,"endTime":1842.875,"body":"Like what I've taught for years"},{"speaker":"The next week","startTime":1840.245,"endTime":1842.875,"body":"is build a team around you,"},{"speaker":"The next week","startTime":1843.028,"endTime":1845.765,"body":"understand what the family's"},{"speaker":"The next week","startTime":1843.028,"endTime":1845.765,"body":"needs are, and then one of"},{"speaker":"The next week","startTime":1845.765,"endTime":1848.345,"body":"the time introduce the team"},{"speaker":"The next week","startTime":1845.765,"endTime":1848.345,"body":"members that are necessary."},{"speaker":"The next week","startTime":1848.795,"endTime":1852.845,"body":"So ultimately, I can't wait"},{"speaker":"The next week","startTime":1848.795,"endTime":1852.845,"body":"to get to is a version of"},{"speaker":"The next week","startTime":1852.845,"endTime":1855.785,"body":"EstateExec that matches what"},{"speaker":"The next week","startTime":1852.845,"endTime":1855.785,"body":"you've learned as a CPE."},{"speaker":"The next week","startTime":1855.915,"endTime":1858.135,"body":"So I have this team of"},{"speaker":"The next week","startTime":1855.915,"endTime":1858.135,"body":"people that I built."},{"speaker":"The next week","startTime":1858.165,"endTime":1861.175,"body":"This team of people is now"},{"speaker":"The next week","startTime":1858.165,"endTime":1861.175,"body":"in a checklist and it can be"},{"speaker":"The next week","startTime":1861.175,"endTime":1864.797,"body":"triggered based on time or based"},{"speaker":"The next week","startTime":1861.175,"endTime":1864.797,"body":"on other tasks being completed."},{"speaker":"The next week","startTime":1865.137,"endTime":1867.607,"body":"But also, Dan, something you"},{"speaker":"The next week","startTime":1865.137,"endTime":1867.607,"body":"and I haven't talked about,"},{"speaker":"another cat-in-the-bag","startTime":1867.607,"endTime":1871.987,"body":"we're"},{"speaker":"another cat-in-the-bag","startTime":1867.607,"endTime":1871.987,"body":"building a national directory"},{"speaker":"another cat-in-the-bag","startTime":1871.987,"endTime":1875.257,"body":"for estate professionals and"},{"speaker":"another cat-in-the-bag","startTime":1871.987,"endTime":1875.257,"body":"just had a call with this with"},{"speaker":"another cat-in-the-bag","startTime":1875.257,"endTime":1876.887,"body":"our attorney panel yesterday."},{"speaker":"another cat-in-the-bag","startTime":1876.901,"endTime":1879.271,"body":"Every Certified Probate"},{"speaker":"another cat-in-the-bag","startTime":1876.901,"endTime":1879.271,"body":"Expert in the country,"},{"speaker":"another cat-in-the-bag","startTime":1879.276,"endTime":1880.836,"body":"all 3000 or so..."},{"speaker":"another cat-in-the-bag","startTime":1880.891,"endTime":1884.311,"body":"The idea is to try to"},{"speaker":"another cat-in-the-bag","startTime":1880.891,"endTime":1884.311,"body":"get CPEs to load their"},{"speaker":"another cat-in-the-bag","startTime":1884.311,"endTime":1886.441,"body":"teams into this directory."},{"speaker":"another cat-in-the-bag","startTime":1886.861,"endTime":1892.671,"body":"So ultimately what we can do is"},{"speaker":"another cat-in-the-bag","startTime":1886.861,"endTime":1892.671,"body":"tie the estateprofessional.org,"},{"speaker":"another cat-in-the-bag","startTime":1893.071,"endTime":1897.331,"body":"we can tie that to EstateExec"},{"speaker":"another cat-in-the-bag","startTime":1893.071,"endTime":1897.331,"body":"and it can actually feed."},{"speaker":"another cat-in-the-bag","startTime":1897.721,"endTime":1900.931,"body":"So the people who have"},{"speaker":"another cat-in-the-bag","startTime":1897.721,"endTime":1900.931,"body":"actually done the work."},{"speaker":"another cat-in-the-bag","startTime":1900.931,"endTime":1903.361,"body":"And they're part of this"},{"speaker":"another cat-in-the-bag","startTime":1900.931,"endTime":1903.361,"body":"community who prescribe to a"},{"speaker":"another cat-in-the-bag","startTime":1903.361,"endTime":1907.021,"body":"certain standard of ethics, a"},{"speaker":"another cat-in-the-bag","startTime":1903.361,"endTime":1907.021,"body":"certain way of behaving to that"},{"speaker":"another cat-in-the-bag","startTime":1907.021,"endTime":1910.604,"body":"benevolent approach of actually"},{"speaker":"another cat-in-the-bag","startTime":1907.021,"endTime":1910.604,"body":"focusing on consumer value"},{"speaker":"another cat-in-the-bag","startTime":1910.609,"endTime":1912.194,"body":"first instead of a paycheck."},{"speaker":"another cat-in-the-bag","startTime":1912.464,"endTime":1916.034,"body":"But we all like paychecks, but"},{"speaker":"another cat-in-the-bag","startTime":1912.464,"endTime":1916.034,"body":"also being focused on doing"},{"speaker":"another cat-in-the-bag","startTime":1916.034,"endTime":1918.854,"body":"less work yourself, delegating"},{"speaker":"another cat-in-the-bag","startTime":1916.034,"endTime":1918.854,"body":"it to your team, spreading"},{"speaker":"another cat-in-the-bag","startTime":1918.854,"endTime":1921.944,"body":"that around, with the ultimate"},{"speaker":"another cat-in-the-bag","startTime":1918.854,"endTime":1921.944,"body":"focus of consumer impact."},{"speaker":"another cat-in-the-bag","startTime":1922.454,"endTime":1925.544,"body":"That's why this directory is"},{"speaker":"another cat-in-the-bag","startTime":1922.454,"endTime":1925.544,"body":"being built and we can have"},{"speaker":"another cat-in-the-bag","startTime":1925.874,"endTime":1930.194,"body":"a directory full of a curated"},{"speaker":"another cat-in-the-bag","startTime":1925.874,"endTime":1930.194,"body":"group of people who deserve to"},{"speaker":"another cat-in-the-bag","startTime":1930.194,"endTime":1932.294,"body":"get these automatic referrals."},{"speaker":"another cat-in-the-bag","startTime":1932.839,"endTime":1933.919,"body":"Imagine the power."},{"speaker":"another cat-in-the-bag","startTime":1933.919,"endTime":1936.829,"body":"If we have thousands of"},{"speaker":"another cat-in-the-bag","startTime":1933.919,"endTime":1936.829,"body":"people using EstateExec with"},{"speaker":"another cat-in-the-bag","startTime":1937.149,"endTime":1938.929,"body":"those people connected to it."},{"speaker":"another cat-in-the-bag","startTime":1939.349,"endTime":1941.149,"body":"Imagine the power"},{"speaker":"another cat-in-the-bag","startTime":1939.349,"endTime":1941.149,"body":"of that network."},{"speaker":"another cat-in-the-bag","startTime":1941.569,"endTime":1944.689,"body":"Like if we can get all of the"},{"speaker":"another cat-in-the-bag","startTime":1941.569,"endTime":1944.689,"body":"right people pulling in the same"},{"speaker":"another cat-in-the-bag","startTime":1944.689,"endTime":1947.839,"body":"direction to make this easier"},{"speaker":"another cat-in-the-bag","startTime":1944.689,"endTime":1947.839,"body":"for consumers, imagine what"},{"speaker":"another cat-in-the-bag","startTime":1947.839,"endTime":1949.009,"body":"that looks like in 10 years."},{"speaker":"another cat-in-the-bag","startTime":1949.213,"endTime":1951.733,"body":"So that's where I'm excited"},{"speaker":"another cat-in-the-bag","startTime":1949.213,"endTime":1951.733,"body":"to head on things like that."},{"speaker":"another cat-in-the-bag","startTime":1951.733,"endTime":1955.963,"body":"Take the thousands of benevolent"},{"speaker":"another cat-in-the-bag","startTime":1951.733,"endTime":1955.963,"body":"entrepreneurs we have that"},{"speaker":"another cat-in-the-bag","startTime":1955.963,"endTime":1958.723,"body":"are out there, busting their"},{"speaker":"another cat-in-the-bag","startTime":1955.963,"endTime":1958.723,"body":"butt, doing this on the streets"},{"speaker":"another cat-in-the-bag","startTime":1958.723,"endTime":1961.453,"body":"manually, and we can start"},{"speaker":"another cat-in-the-bag","startTime":1958.723,"endTime":1961.453,"body":"to automate some of that."},{"speaker":"another cat-in-the-bag","startTime":1961.479,"endTime":1963.729,"body":"We can bring a higher"},{"speaker":"another cat-in-the-bag","startTime":1961.479,"endTime":1963.729,"body":"level of customer service"},{"speaker":"another cat-in-the-bag","startTime":1963.729,"endTime":1966.249,"body":"because of the efficiency"},{"speaker":"another cat-in-the-bag","startTime":1963.729,"endTime":1966.249,"body":"software brings to us."},{"speaker":"another cat-in-the-bag","startTime":1966.724,"endTime":1969.544,"body":"So those are two cats"},{"speaker":"another cat-in-the-bag","startTime":1966.724,"endTime":1969.544,"body":"out of the bag, but both"},{"speaker":"another cat-in-the-bag","startTime":1969.544,"endTime":1971.164,"body":"I'm really excited about."},{"speaker":"another cat-in-the-bag","startTime":1971.228,"endTime":1972.868,"body":"And I can't wait"},{"speaker":"another cat-in-the-bag","startTime":1971.228,"endTime":1972.868,"body":"until we get there."},{"speaker":"another cat-in-the-bag","startTime":1972.868,"endTime":1975.058,"body":"Like I said, the hardest"},{"speaker":"another cat-in-the-bag","startTime":1972.868,"endTime":1975.058,"body":"part about EARN so far"},{"speaker":"another cat-in-the-bag","startTime":1975.058,"endTime":1976.348,"body":"is like, oh, it's so new."},{"speaker":"another cat-in-the-bag","startTime":1976.408,"endTime":1978.958,"body":"We have so much to do,"},{"speaker":"another cat-in-the-bag","startTime":1976.408,"endTime":1978.958,"body":"but it's been really cool"},{"speaker":"another cat-in-the-bag","startTime":1978.958,"endTime":1981.178,"body":"to see the feedback and"},{"speaker":"another cat-in-the-bag","startTime":1978.958,"endTime":1981.178,"body":"how people are using it."},{"speaker":"another cat-in-the-bag","startTime":1981.221,"endTime":1986.29,"body":"And especially having a piece"},{"speaker":"another cat-in-the-bag","startTime":1981.221,"endTime":1986.29,"body":"of valuable software like"},{"speaker":"another cat-in-the-bag","startTime":1986.29,"endTime":1988.72,"body":"this without me having to"},{"speaker":"another cat-in-the-bag","startTime":1986.29,"endTime":1988.72,"body":"invest millions of dollars."},{"speaker":"another cat-in-the-bag","startTime":1988.724,"endTime":1991.469,"body":"I'm very grateful for the"},{"speaker":"another cat-in-the-bag","startTime":1988.724,"endTime":1991.469,"body":"partnership and I really"},{"speaker":"another cat-in-the-bag","startTime":1991.529,"endTime":1993.739,"body":"look forward to where"},{"speaker":"another cat-in-the-bag","startTime":1991.529,"endTime":1993.739,"body":"we're we'll grow together."},{"speaker":"another cat-in-the-bag","startTime":1994.356,"endTime":1997.897,"body":"Guys, this is probably"},{"speaker":"another cat-in-the-bag","startTime":1994.356,"endTime":1997.897,"body":"one of many future calls."},{"speaker":"another cat-in-the-bag","startTime":1998.027,"endTime":2002.394,"body":"As we continue to go down this"},{"speaker":"another cat-in-the-bag","startTime":1998.027,"endTime":2002.394,"body":"road, we're going to learn more"},{"speaker":"another cat-in-the-bag","startTime":2002.394,"endTime":2006.144,"body":"as we get more and more people"},{"speaker":"another cat-in-the-bag","startTime":2002.394,"endTime":2006.144,"body":"through the EARN course, we get"},{"speaker":"another cat-in-the-bag","startTime":2006.144,"endTime":2009.642,"body":"feedback from more attorneys, we"},{"speaker":"another cat-in-the-bag","startTime":2006.144,"endTime":2009.642,"body":"come up with different features."},{"speaker":"another cat-in-the-bag","startTime":2009.642,"endTime":2014.082,"body":"So I hope that Dan will"},{"speaker":"another cat-in-the-bag","startTime":2009.642,"endTime":2014.082,"body":"become a familiar face."},{"speaker":"another cat-in-the-bag","startTime":2014.199,"endTime":2016.209,"body":"He's been very generous"},{"speaker":"another cat-in-the-bag","startTime":2014.199,"endTime":2016.209,"body":"with his time and very"},{"speaker":"another cat-in-the-bag","startTime":2016.209,"endTime":2017.448,"body":"generous with the offer."},{"speaker":"another cat-in-the-bag","startTime":2018.018,"endTime":2020.663,"body":"If you've bought the EARN course"},{"speaker":"another cat-in-the-bag","startTime":2018.018,"endTime":2020.663,"body":"and you're one of the, people"},{"speaker":"another cat-in-the-bag","startTime":2020.663,"endTime":2023.723,"body":"who haven't actually taken what"},{"speaker":"another cat-in-the-bag","startTime":2020.663,"endTime":2023.723,"body":"you invested in, I encourage"},{"speaker":"another cat-in-the-bag","startTime":2023.723,"endTime":2026.6,"body":"you to jump in, actually"},{"speaker":"another cat-in-the-bag","startTime":2023.723,"endTime":2026.6,"body":"get your trial set up, learn"},{"speaker":"another cat-in-the-bag","startTime":2026.605,"endTime":2027.92,"body":"what this software is about."},{"speaker":"another cat-in-the-bag","startTime":2027.92,"endTime":2030.606,"body":"Read that letter that we"},{"speaker":"another cat-in-the-bag","startTime":2027.92,"endTime":2030.606,"body":"include that we've referenced"},{"speaker":"another cat-in-the-bag","startTime":2030.606,"endTime":2031.776,"body":"a few times in this call."},{"speaker":"another cat-in-the-bag","startTime":2031.781,"endTime":2034.206,"body":"So you understand, like"},{"speaker":"another cat-in-the-bag","startTime":2031.781,"endTime":2034.206,"body":"this will click together."},{"speaker":"another cat-in-the-bag","startTime":2034.206,"endTime":2036.306,"body":"Once you read that letter,"},{"speaker":"another cat-in-the-bag","startTime":2034.206,"endTime":2036.306,"body":"you'll be like, oh my"},{"speaker":"another cat-in-the-bag","startTime":2036.306,"endTime":2038.316,"body":"gosh, they have to call me!"},{"speaker":"another cat-in-the-bag","startTime":2038.566,"endTime":2042.521,"body":"So the idea is a"},{"speaker":"another cat-in-the-bag","startTime":2038.566,"endTime":2042.521,"body":"low-pressure, early"},{"speaker":"another cat-in-the-bag","startTime":2042.701,"endTime":2044.471,"body":"touch - a direct mail touch."},{"speaker":"another cat-in-the-bag","startTime":2044.501,"endTime":2047.351,"body":"It could also be email if"},{"speaker":"another cat-in-the-bag","startTime":2044.501,"endTime":2047.351,"body":"you use the crutch of email,"},{"speaker":"another cat-in-the-bag","startTime":2047.351,"endTime":2049.451,"body":"but I would rather see"},{"speaker":"another cat-in-the-bag","startTime":2047.351,"endTime":2049.451,"body":"you do direct mail because"},{"speaker":"another cat-in-the-bag","startTime":2049.781,"endTime":2050.861,"body":"your open rates are higher."},{"speaker":"another cat-in-the-bag","startTime":2051.551,"endTime":2054.713,"body":"But an early, low pressure,"},{"speaker":"another cat-in-the-bag","startTime":2051.551,"endTime":2054.713,"body":"early touch to prompt them"},{"speaker":"another cat-in-the-bag","startTime":2054.713,"endTime":2058.103,"body":"to call you, to get them set"},{"speaker":"another cat-in-the-bag","startTime":2054.713,"endTime":2058.103,"body":"up on the software for free."},{"speaker":"another cat-in-the-bag","startTime":2058.623,"endTime":2060.433,"body":"They don't even need to"},{"speaker":"another cat-in-the-bag","startTime":2058.623,"endTime":2060.433,"body":"know it's a 10-day trial."},{"speaker":"another cat-in-the-bag","startTime":2060.453,"endTime":2062.343,"body":"You can present it that way,"},{"speaker":"another cat-in-the-bag","startTime":2060.453,"endTime":2062.343,"body":"if you would like if you"},{"speaker":"another cat-in-the-bag","startTime":2062.343,"endTime":2065.493,"body":"wanna pass the cost through"},{"speaker":"another cat-in-the-bag","startTime":2062.343,"endTime":2065.493,"body":"to 'em, but I will happily"},{"speaker":"another cat-in-the-bag","startTime":2065.493,"endTime":2069.798,"body":"pay $85 for the software for a"},{"speaker":"another cat-in-the-bag","startTime":2065.493,"endTime":2069.798,"body":"qualified lead who trusts me."},{"speaker":"another cat-in-the-bag","startTime":2070.338,"endTime":2073.398,"body":"And I get the social credit"},{"speaker":"another cat-in-the-bag","startTime":2070.338,"endTime":2073.398,"body":"for providing a big, robust"},{"speaker":"another cat-in-the-bag","startTime":2073.398,"endTime":2075.318,"body":"software tool that they"},{"speaker":"another cat-in-the-bag","startTime":2073.398,"endTime":2075.318,"body":"didn't have to pay for."},{"speaker":"another cat-in-the-bag","startTime":2075.318,"endTime":2076.758,"body":"So that's the idea."},{"speaker":"another cat-in-the-bag","startTime":2076.758,"endTime":2079.068,"body":"If you haven't jumped in there,"},{"speaker":"another cat-in-the-bag","startTime":2076.758,"endTime":2079.068,"body":"if you haven't seen this,"},{"speaker":"another cat-in-the-bag","startTime":2079.068,"endTime":2081.918,"body":"if you own the EARN course"},{"speaker":"another cat-in-the-bag","startTime":2079.068,"endTime":2081.918,"body":"- shame on you if you didn't"},{"speaker":"another cat-in-the-bag","startTime":2081.918,"endTime":2083.198,"body":"even realize you had this!"},{"speaker":"another cat-in-the-bag","startTime":2083.228,"endTime":2085.208,"body":"[laughs] We wanted to just"},{"speaker":"another cat-in-the-bag","startTime":2083.228,"endTime":2085.208,"body":"share a conversation with you"},{"speaker":"another cat-in-the-bag","startTime":2085.208,"endTime":2089.408,"body":"guys where you can see why"},{"speaker":"another cat-in-the-bag","startTime":2085.208,"endTime":2089.408,"body":"it's a valuable tool, why it's"},{"speaker":"another cat-in-the-bag","startTime":2089.408,"endTime":2092.798,"body":"included in this course and"},{"speaker":"another cat-in-the-bag","startTime":2089.408,"endTime":2092.798,"body":"how you can use it to help"},{"speaker":"another cat-in-the-bag","startTime":2092.888,"endTime":2096.948,"body":"bring value to you, to the"},{"speaker":"another cat-in-the-bag","startTime":2092.888,"endTime":2096.948,"body":"customer or clients, and to"},{"speaker":"another cat-in-the-bag","startTime":2096.948,"endTime":2099.408,"body":"the attorneys and other team"},{"speaker":"another cat-in-the-bag","startTime":2096.948,"endTime":2099.408,"body":"members you're working with."},{"speaker":"another cat-in-the-bag","startTime":2099.408,"endTime":2102.918,"body":"So if you are an EARN student"},{"speaker":"another cat-in-the-bag","startTime":2099.408,"endTime":2102.918,"body":"and you haven't gotten to that"},{"speaker":"another cat-in-the-bag","startTime":2102.918,"endTime":2106.218,"body":"part of the course, I challenge"},{"speaker":"another cat-in-the-bag","startTime":2102.918,"endTime":2106.218,"body":"you to go do that now and go get"},{"speaker":"another cat-in-the-bag","startTime":2106.218,"endTime":2109.248,"body":"set up on your trial version so"},{"speaker":"another cat-in-the-bag","startTime":2106.218,"endTime":2109.248,"body":"you understand the value we've"},{"speaker":"another cat-in-the-bag","startTime":2109.248,"endTime":2110.508,"body":"been discussing here today."},{"speaker":"another cat-in-the-bag","startTime":2110.589,"endTime":2111.519,"body":"Then that's all I have!"},{"speaker":"another cat-in-the-bag","startTime":2111.549,"endTime":2113.689,"body":"Dan, anything you want to add?"},{"speaker":"another cat-in-the-bag","startTime":2114.309,"endTime":2116.634,"body":"No, I think we've let enough"},{"speaker":"another cat-in-the-bag","startTime":2114.309,"endTime":2116.634,"body":"cats out of the bag for today."},{"speaker":"another cat-in-the-bag","startTime":2116.784,"endTime":2117.444,"body":"Next time!"},{"speaker":"another cat-in-the-bag","startTime":2119.394,"endTime":2119.754,"body":"All right."},{"speaker":"another cat-in-the-bag","startTime":2119.754,"endTime":2121.944,"body":"Well guys, as always,"},{"speaker":"another cat-in-the-bag","startTime":2119.754,"endTime":2121.944,"body":"thanks so much for watching."},{"speaker":"another cat-in-the-bag","startTime":2121.944,"endTime":2125.154,"body":"You can always find us in"},{"speaker":"another cat-in-the-bag","startTime":2121.944,"endTime":2125.154,"body":"Estate Professionals Mastermind,"},{"speaker":"another cat-in-the-bag","startTime":2125.154,"endTime":2127.704,"body":"the place where thousands"},{"speaker":"another cat-in-the-bag","startTime":2125.154,"endTime":2127.704,"body":"of benevolent entrepreneurs"},{"speaker":"another cat-in-the-bag","startTime":2127.709,"endTime":2130.926,"body":"come help contribute to these"},{"speaker":"another cat-in-the-bag","startTime":2127.709,"endTime":2130.926,"body":"conversations with the ultimate"},{"speaker":"goal","startTime":2130.926,"endTime":2133.746,"body":"making a difference"},{"speaker":"goal","startTime":2130.926,"endTime":2133.746,"body":"in the community we serve."},{"speaker":"goal","startTime":2133.746,"endTime":2136.446,"body":"So if you're ready to work"},{"speaker":"goal","startTime":2133.746,"endTime":2136.446,"body":"less, earn more and do"},{"speaker":"goal","startTime":2136.446,"endTime":2139.116,"body":"good, come see us in Estate"},{"speaker":"goal","startTime":2136.446,"endTime":2139.116,"body":"Professionals Mastermind."},{"speaker":"goal","startTime":2139.206,"endTime":2139.896,"body":"Thanks so much, Dan."}]}