{"version":"1.0.0","segments":[{"startTime":18.068,"endTime":18.698,"body":"All right."},{"startTime":18.758,"endTime":22.626,"body":"Welcome everybody to my favorite"},{"startTime":18.758,"endTime":22.626,"body":"episodes, customer success!"},{"startTime":22.696,"endTime":25.836,"body":"Today we're gonna talk to"},{"startTime":22.696,"endTime":25.836,"body":"a Certified Probate Expert"},{"startTime":25.836,"endTime":28.716,"body":"and student of the Probate"},{"startTime":25.836,"endTime":28.716,"body":"Mastery Course, Brian Wilson."},{"startTime":28.766,"endTime":33.268,"body":"He has also recently purchased"},{"startTime":28.766,"endTime":33.268,"body":"and implemented what he"},{"startTime":33.268,"endTime":36.453,"body":"learned from the EARN or Earn"},{"startTime":33.268,"endTime":36.453,"body":"Attorney Referrals Now course."},{"startTime":36.453,"endTime":39.723,"body":"So I'm excited to jump into his"},{"startTime":36.453,"endTime":39.723,"body":"story and see what inspiration"},{"startTime":39.723,"endTime":43.353,"body":"we might find for you guys,"},{"startTime":39.723,"endTime":43.353,"body":"especially the over 150"},{"startTime":43.353,"endTime":48.033,"body":"people- this is mid-September"},{"startTime":43.353,"endTime":48.033,"body":"2022- and over 150 people"},{"startTime":48.458,"endTime":52.028,"body":"that purchased this course"},{"startTime":48.458,"endTime":52.028,"body":"have not started the course."},{"startTime":52.508,"endTime":56.348,"body":"So my big goal now is to"},{"startTime":52.508,"endTime":56.348,"body":"motivate you guys to actually"},{"startTime":56.408,"endTime":59.168,"body":"invest the time in what you've"},{"startTime":56.408,"endTime":59.168,"body":"already invested money in"},{"startTime":59.168,"endTime":60.638,"body":"so you can get your return."},{"startTime":61.148,"endTime":64.131,"body":"And hopefully, Brian's story can"},{"startTime":61.148,"endTime":64.131,"body":"help you guys find the time to"},{"startTime":64.136,"endTime":66.381,"body":"actually jump into the course"},{"startTime":64.136,"endTime":66.381,"body":"and implement some of this."},{"startTime":66.441,"endTime":67.732,"body":"So, Brian, welcome."},{"startTime":68.302,"endTime":69.262,"body":"Hey, thanks Chad."},{"startTime":69.262,"endTime":69.982,"body":"Glad to be here."},{"startTime":70.792,"endTime":71.072,"body":"Yeah."},{"startTime":71.076,"endTime":73.575,"body":"For context, let's start with"},{"startTime":71.076,"endTime":73.575,"body":"where you're from, what you"},{"startTime":73.575,"endTime":75.655,"body":"do, and kind of help everyone"},{"startTime":73.575,"endTime":75.655,"body":"understand who you are."},{"startTime":76.31,"endTime":79.603,"body":"Well, Chad I've I'm located"},{"startTime":76.31,"endTime":79.603,"body":"in greater Washington, DC."},{"startTime":79.603,"endTime":81.691,"body":"I've been a real estate"},{"startTime":79.603,"endTime":81.691,"body":"agent since 2008."},{"startTime":81.758,"endTime":84.61,"body":"Before that I came to"},{"startTime":81.758,"endTime":84.61,"body":"the business from IT."},{"startTime":84.85,"endTime":85.9,"body":"So my background is in IT."},{"startTime":86.384,"endTime":90.987,"body":"And I brought a lot of that"},{"startTime":86.384,"endTime":90.987,"body":"technology into real estate."},{"startTime":91.617,"endTime":94.497,"body":"And so I developed a different"},{"startTime":91.617,"endTime":94.497,"body":"business model here and"},{"startTime":94.497,"endTime":98.263,"body":"have been running it on my"},{"startTime":94.497,"endTime":98.263,"body":"own brokerage for 10 years."},{"startTime":98.293,"endTime":101.263,"body":"And then I left and joined"},{"startTime":98.293,"endTime":101.263,"body":"International Brokers so that"},{"startTime":101.263,"endTime":102.72,"body":"I could do some referrals."},{"startTime":102.95,"endTime":105.562,"body":"And over the course of"},{"startTime":102.95,"endTime":105.562,"body":"time started running"},{"startTime":105.562,"endTime":108.382,"body":"into a lot of estates."},{"startTime":108.622,"endTime":111.664,"body":"And the very first one I did,"},{"startTime":108.622,"endTime":111.664,"body":"I had no idea what I was doing."},{"startTime":111.664,"endTime":114.304,"body":"And over time, you kind of"},{"startTime":111.664,"endTime":114.304,"body":"stumble through a couple things,"},{"startTime":114.304,"endTime":117.055,"body":"and then I saw your Probate"},{"startTime":114.304,"endTime":117.055,"body":"Mastery Program and a couple"},{"startTime":117.055,"endTime":118.255,"body":"of other referrals from that."},{"startTime":118.255,"endTime":120.715,"body":"And I was like, this is"},{"startTime":118.255,"endTime":120.715,"body":"exactly what I need to"},{"startTime":120.745,"endTime":124.345,"body":"accelerate and to add to my"},{"startTime":120.745,"endTime":124.345,"body":"business here in the DC area."},{"startTime":125.055,"endTime":125.385,"body":"Great."},{"startTime":125.558,"endTime":128.181,"body":"So you took mastery"},{"startTime":125.558,"endTime":128.181,"body":"how long ago?"},{"startTime":128.184,"endTime":130.434,"body":"I took mastery within"},{"startTime":128.184,"endTime":130.434,"body":"the last 90 days."},{"startTime":130.794,"endTime":131.274,"body":"Oh, okay."},{"startTime":131.274,"endTime":132.654,"body":"So you've, you've"},{"startTime":131.274,"endTime":132.654,"body":"taken them both."},{"startTime":132.684,"endTime":133.234,"body":"That's awesome!"},{"startTime":133.234,"endTime":133.919,"body":"Yeah, I've taken 'em both."},{"startTime":133.985,"endTime":136.555,"body":"As soon as I saw the EARN"},{"startTime":133.985,"endTime":136.555,"body":"right after mastery, I"},{"startTime":136.555,"endTime":137.785,"body":"was like, absolutely."},{"startTime":137.785,"endTime":138.595,"body":"That's the way to go."},{"startTime":139.175,"endTime":139.895,"body":"Let's go."},{"startTime":140.635,"endTime":140.905,"body":"Yeah."},{"startTime":140.905,"endTime":143.095,"body":"So for anybody who's not"},{"startTime":140.905,"endTime":143.095,"body":"familiar with the Probate"},{"startTime":143.095,"endTime":145.705,"body":"Mastery course, we teach kind"},{"startTime":143.095,"endTime":145.705,"body":"of a two pronged approach."},{"startTime":145.773,"endTime":148.964,"body":"The one that most people"},{"startTime":145.773,"endTime":148.964,"body":"focus on is direct marketing"},{"startTime":148.964,"endTime":151.124,"body":"to the family, to the"},{"startTime":148.964,"endTime":151.124,"body":"personal representative"},{"startTime":151.129,"endTime":152.144,"body":"more specifically."},{"startTime":152.594,"endTime":156.154,"body":"That is the you know, it's the"},{"startTime":152.594,"endTime":156.154,"body":"easiest way because you can get"},{"startTime":156.154,"endTime":157.804,"body":"the leads from lead providers."},{"startTime":158.219,"endTime":160.349,"body":"You can get direct"},{"startTime":158.219,"endTime":160.349,"body":"mail, but it's also"},{"startTime":160.349,"endTime":161.549,"body":"the most expensive way."},{"startTime":161.549,"endTime":163.109,"body":"And honestly, the most work."},{"startTime":163.199,"endTime":165.239,"body":"The other thing that we"},{"startTime":163.199,"endTime":165.239,"body":"teach in there is building"},{"startTime":165.239,"endTime":166.439,"body":"a referral network."},{"startTime":166.529,"endTime":169.859,"body":"That's a more sustainable long"},{"startTime":166.529,"endTime":169.859,"body":"term source of business that you"},{"startTime":169.859,"endTime":171.569,"body":"don't essentially don't pay for."},{"startTime":171.569,"endTime":173.789,"body":"You pay for it in social"},{"startTime":171.569,"endTime":173.789,"body":"capital more than you"},{"startTime":173.789,"endTime":175.559,"body":"do in marketing dollars."},{"startTime":176.239,"endTime":178.899,"body":"And the EARN the course that"},{"startTime":176.239,"endTime":178.899,"body":"we're discussing today is"},{"startTime":178.899,"endTime":182.263,"body":"just a really deep dive on"},{"startTime":178.899,"endTime":182.263,"body":"specifically your referral"},{"startTime":182.263,"endTime":184.942,"body":"network, specifically the"},{"startTime":182.263,"endTime":184.942,"body":"estate attorneys and how"},{"startTime":184.942,"endTime":187.705,"body":"to really go deep with that"},{"startTime":184.942,"endTime":187.705,"body":"and make a huge impact."},{"startTime":188.987,"endTime":192.697,"body":"He had a brief introduction"},{"startTime":188.987,"endTime":192.697,"body":"to the referral network"},{"startTime":192.697,"endTime":193.747,"body":"in probate mastery."},{"startTime":194.287,"endTime":196.517,"body":"And then when EARN came"},{"startTime":194.287,"endTime":196.517,"body":"out, it was like a 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where"},{"startTime":213.586,"endTime":215.806,"body":"you're like, \"holy crap!\""},{"startTime":215.806,"endTime":217.216,"body":"And took action"},{"startTime":215.806,"endTime":217.216,"body":"on it immediately?"},{"startTime":217.228,"endTime":220.101,"body":"What was your top takeaway that"},{"startTime":217.228,"endTime":220.101,"body":"you've already taken action on?"},{"startTime":220.881,"endTime":223.551,"body":"The top takeaway was"},{"startTime":220.881,"endTime":223.551,"body":"when you started talking"},{"startTime":223.551,"endTime":226.002,"body":"about administrative"},{"startTime":223.551,"endTime":226.002,"body":"drag for attorneys."},{"startTime":226.032,"endTime":229.092,"body":"That was the number one"},{"startTime":226.032,"endTime":229.092,"body":"thing because in my previous"},{"startTime":229.092,"endTime":232.152,"body":"life, when I was implementing"},{"startTime":229.092,"endTime":232.152,"body":"IT, the number one 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my"},{"startTime":254.539,"endTime":256.219,"body":"conversations with attorneys."},{"startTime":256.519,"endTime":260.41,"body":"And attorneys,  very much like"},{"startTime":256.519,"endTime":260.41,"body":"the real estate business when I"},{"startTime":260.41,"endTime":264.61,"body":"got into it, there were very few"},{"startTime":260.41,"endTime":264.61,"body":"people who were high on tech."},{"startTime":264.642,"endTime":267.792,"body":"Lots of paperwork, lots"},{"startTime":264.642,"endTime":267.792,"body":"of manual processes, lots"},{"startTime":267.792,"endTime":268.902,"body":"of putting it in a folder."},{"startTime":268.902,"endTime":271.272,"body":"Give me this paper,"},{"startTime":268.902,"endTime":271.272,"body":"this and that and there."},{"startTime":271.582,"endTime":274.416,"body":"When I started talking to"},{"startTime":271.582,"endTime":274.416,"body":"the attorneys, which was"},{"startTime":274.716,"endTime":276.966,"body":"the very first thing that I"},{"startTime":274.716,"endTime":276.966,"body":"did was I said, all right,"},{"startTime":276.966,"endTime":279.966,"body":"I know six attorneys and I"},{"startTime":276.966,"endTime":279.966,"body":"know two title attorneys."},{"startTime":280.206,"endTime":283.48,"body":"And I picked up the phone"},{"startTime":280.206,"endTime":283.48,"body":"and I said, \"Hey, who is the"},{"startTime":283.48,"endTime":286.42,"body":"best estate attorney that you"},{"startTime":283.48,"endTime":286.42,"body":"know, that I need to know?\""},{"startTime":287.323,"endTime":288.343,"body":"They all gave me somebody."},{"startTime":288.343,"endTime":291.553,"body":"So I 've had lunches,"},{"startTime":288.343,"endTime":291.553,"body":"I've had coffee, I've"},{"startTime":291.553,"endTime":293.105,"body":"been in office meetings."},{"startTime":293.133,"endTime":297.995,"body":"I've done phone calls and every"},{"startTime":293.133,"endTime":297.995,"body":"single attorney has told me"},{"startTime":298.045,"endTime":302.125,"body":"exactly what you said, which"},{"startTime":298.045,"endTime":302.125,"body":"was, if you can eliminate some"},{"startTime":302.125,"endTime":307.191,"body":"of this mindless administrative"},{"startTime":302.125,"endTime":307.191,"body":"drag that they're trying to"},{"startTime":307.291,"endTime":309.781,"body":"eliminate, you'll be my guy."},{"startTime":310.441,"endTime":313.101,"body":"I'll call you every time,"},{"startTime":310.441,"endTime":313.101,"body":"I'll send you my clients."},{"startTime":313.251,"endTime":314.421,"body":"You take care of it."},{"startTime":314.421,"endTime":317.061,"body":"I know that you'll treat"},{"startTime":314.421,"endTime":317.061,"body":"'em well, because you"},{"startTime":317.061,"endTime":318.261,"body":"know what you're doing."},{"startTime":318.681,"endTime":322.011,"body":"And I can say, Hey, here's"},{"startTime":318.681,"endTime":322.011,"body":"a partner that we have, who"},{"startTime":322.011,"endTime":325.011,"body":"is certified in probate,"},{"startTime":322.011,"endTime":325.011,"body":"who understands this"},{"startTime":325.011,"endTime":331.131,"body":"process and who will bring"},{"startTime":325.011,"endTime":331.131,"body":"to bear in this process."},{"startTime":332.371,"endTime":336.127,"body":"Anything that you need"},{"startTime":332.371,"endTime":336.127,"body":"relative to personal property"},{"startTime":336.128,"endTime":339.33,"body":"real property anything like"},{"startTime":336.128,"endTime":339.33,"body":"that, that can help you"},{"startTime":339.33,"endTime":340.89,"body":"go through this process."},{"startTime":341.775,"endTime":342.495,"body":"He can do."},{"startTime":342.975,"endTime":346.568,"body":"And then on top of it, you"},{"startTime":342.975,"endTime":346.568,"body":"introduce me to the software."},{"startTime":346.638,"endTime":347.928,"body":"And that has just, 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don't"},{"startTime":367.294,"endTime":368.074,"body":"know what you don't know..."},{"startTime":369.284,"endTime":371.714,"body":"what I've coached people on"},{"startTime":369.284,"endTime":371.714,"body":"for years, but have never"},{"startTime":371.714,"endTime":374.744,"body":"really taught was, you"},{"startTime":371.714,"endTime":374.744,"body":"know, here's why it's hard"},{"startTime":374.744,"endTime":376.124,"body":"to be an estate attorney."},{"startTime":376.184,"endTime":378.344,"body":"Like here's the, here's"},{"startTime":376.184,"endTime":378.344,"body":"what it looks like in the"},{"startTime":378.344,"endTime":381.033,"body":"daily struggle, and really"},{"startTime":378.344,"endTime":381.033,"body":"getting you into the mindset"},{"startTime":381.033,"endTime":383.943,"body":"to acknowledge that they"},{"startTime":381.033,"endTime":383.943,"body":"are small business owners."},{"startTime":383.948,"endTime":386.463,"body":"They're not bigger than"},{"startTime":383.948,"endTime":386.463,"body":"now idols like we've been"},{"startTime":386.468,"endTime":387.783,"body":"conditioned to think they're."},{"startTime":388.253,"endTime":390.218,"body":"They are small business"},{"startTime":388.253,"endTime":390.218,"body":"owners who struggle every"},{"startTime":390.218,"endTime":391.388,"body":"day, just like we do."},{"startTime":392.108,"endTime":396.008,"body":"And getting in that mindset"},{"startTime":392.108,"endTime":396.008,"body":"is step one, step two is"},{"startTime":396.008,"endTime":397.598,"body":"solving their biggest problems."},{"startTime":397.748,"endTime":399.788,"body":"And the biggest problem"},{"startTime":397.748,"endTime":399.788,"body":"that I've seen in the"},{"startTime":399.788,"endTime":401.588,"body":"industry is, well..."},{"startTime":401.618,"endTime":405.918,"body":"The single biggest problem,"},{"startTime":401.618,"endTime":405.918,"body":"I think, is serving a"},{"startTime":405.918,"endTime":409.728,"body":"potential client base that"},{"startTime":405.918,"endTime":409.728,"body":"is unwilling to accept the"},{"startTime":409.728,"endTime":411.288,"body":"valuable service they provide."},{"startTime":411.344,"endTime":414.224,"body":"And what I mean is how many"},{"startTime":411.344,"endTime":414.224,"body":"people do, you know, sit around"},{"startTime":414.229,"endTime":415.564,"body":"talking about their death plan?"},{"startTime":416.494,"endTime":419.264,"body":"I do with my friends,"},{"startTime":416.494,"endTime":419.264,"body":"cause we wealth planning"},{"startTime":419.264,"endTime":420.164,"body":"and legacy planning."},{"startTime":420.164,"endTime":422.804,"body":"And like I have had a death"},{"startTime":420.164,"endTime":422.804,"body":"plan, an aging plan and death"},{"startTime":422.804,"endTime":424.154,"body":"plan since my mid thirties."},{"startTime":424.261,"endTime":426.571,"body":"But they're serving a"},{"startTime":424.261,"endTime":426.571,"body":"prospect who doesn't"},{"startTime":426.571,"endTime":427.741,"body":"really wanna be served."},{"startTime":427.741,"endTime":429.961,"body":"They don't really want to"},{"startTime":427.741,"endTime":429.961,"body":"sit down and go through the"},{"speaker":"pain of","startTime":429.961,"endTime":433.176,"body":"one, talking about"},{"speaker":"pain of","startTime":429.961,"endTime":433.176,"body":"it; two implementing it."},{"speaker":"pain of","startTime":433.255,"endTime":434.894,"body":"It's a very challenging career."},{"speaker":"pain of","startTime":434.894,"endTime":437.684,"body":"So in the course, we look"},{"speaker":"pain of","startTime":434.894,"endTime":437.684,"body":"at kind of here's what an"},{"speaker":"pain of","startTime":437.684,"endTime":439.934,"body":"attorney's day looks like,"},{"speaker":"pain of","startTime":437.684,"endTime":439.934,"body":"here are their biggest"},{"speaker":"pain 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haven't"},{"speaker":"pain of","startTime":453.608,"endTime":456.012,"body":"already, contact Dan's"},{"speaker":"pain of","startTime":456.012,"endTime":458.532,"body":"team and get yourself"},{"speaker":"pain of","startTime":456.012,"endTime":458.532,"body":"built into the checklist."},{"speaker":"pain of","startTime":458.532,"endTime":462.042,"body":"So anytime somebody in the"},{"speaker":"pain of","startTime":458.532,"endTime":462.042,"body":"Northern Virginia area uses"},{"speaker":"pain of","startTime":462.112,"endTime":466.822,"body":"EstateExec, whether you provided"},{"speaker":"pain of","startTime":462.112,"endTime":466.822,"body":"it or not, you'll be the local"},{"speaker":"pain of","startTime":466.822,"endTime":468.252,"body":"certified probate expert."},{"speaker":"pain of","startTime":468.568,"endTime":470.818,"body":"And we're gonna move to where"},{"speaker":"pain of","startTime":468.568,"endTime":470.818,"body":"we can actually build your"},{"speaker":"pain of","startTime":470.818,"endTime":474.118,"body":"entire team like that, that"},{"speaker":"pain of","startTime":470.818,"endTime":474.118,"body":"vertical integration into your"},{"speaker":"pain of","startTime":474.118,"endTime":475.678,"body":"own personalized checklist."},{"speaker":"pain of","startTime":475.885,"endTime":480.025,"body":"So you talk about a wow factor"},{"speaker":"pain of","startTime":475.885,"endTime":480.025,"body":"when you make contact with a"},{"speaker":"pain of","startTime":480.025,"endTime":482.665,"body":"personal representative, get"},{"speaker":"pain of","startTime":480.025,"endTime":482.665,"body":"them to load the assets, the"},{"speaker":"pain of","startTime":482.665,"endTime":486.205,"body":"liabilities, all the heirs with"},{"speaker":"pain of","startTime":482.665,"endTime":486.205,"body":"as much as the heirs' Facebook"},{"speaker":"pain of","startTime":486.205,"endTime":488.755,"body":"profiles and cell phone numbers."},{"speaker":"pain of","startTime":488.755,"endTime":491.065,"body":"It's everything,"},{"speaker":"pain of","startTime":488.755,"endTime":491.065,"body":"literally in one place."},{"speaker":"pain of","startTime":491.235,"endTime":493.195,"body":"Then when you approach an"},{"speaker":"pain of","startTime":491.235,"endTime":493.195,"body":"attorney, \" oh, by the way,"},{"speaker":"pain of","startTime":493.195,"endTime":495.805,"body":"I've got this family that"},{"speaker":"pain of","startTime":493.195,"endTime":495.805,"body":"really needs, needs help."},{"speaker":"pain of","startTime":495.894,"endTime":498.044,"body":"And I have everything that"},{"speaker":"pain of","startTime":495.894,"endTime":498.044,"body":"you're gonna need to file"},{"speaker":"pain of","startTime":498.044,"endTime":500.324,"body":"the petition and see it"},{"speaker":"pain of","startTime":498.044,"endTime":500.324,"body":"through the initial hearing"},{"speaker":"pain of","startTime":500.329,"endTime":501.614,"body":"and damn near to closing."},{"speaker":"pain of","startTime":501.674,"endTime":502.394,"body":"It's already done.\""},{"speaker":"pain of","startTime":503.114,"endTime":505.574,"body":"You are going to make an"},{"speaker":"pain of","startTime":503.114,"endTime":505.574,"body":"impression, I promise you."},{"speaker":"pain of","startTime":506.19,"endTime":508.44,"body":"They have never met a real"},{"speaker":"pain of","startTime":506.19,"endTime":508.44,"body":"estate professional that"},{"speaker":"pain of","startTime":508.44,"endTime":512.19,"body":"has proactively coached"},{"speaker":"pain of","startTime":508.44,"endTime":512.19,"body":"their legal clients through"},{"speaker":"pain of","startTime":512.19,"endTime":514.89,"body":"the administrative steps"},{"speaker":"pain of","startTime":512.19,"endTime":514.89,"body":"they need to take in order"},{"speaker":"pain of","startTime":514.89,"endTime":516.12,"body":"to move the case through."},{"speaker":"pain of","startTime":516.125,"endTime":518.82,"body":"So you're going to bring"},{"speaker":"pain of","startTime":516.125,"endTime":518.82,"body":"efficiency to their business"},{"speaker":"pain of","startTime":518.82,"endTime":520.2,"body":"like they've never had before."},{"speaker":"pain of","startTime":520.62,"endTime":523.2,"body":"And I don't give a damn if they"},{"speaker":"pain of","startTime":520.62,"endTime":523.2,"body":"have three realtors and three"},{"speaker":"pain of","startTime":523.205,"endTime":526.29,"body":"investors they're currently"},{"speaker":"pain of","startTime":523.205,"endTime":526.29,"body":"referring to, you're about"},{"speaker":"pain of","startTime":526.29,"endTime":527.46,"body":"to earn all that business."},{"speaker":"pain of","startTime":527.674,"endTime":530.134,"body":"And that was why I chose"},{"speaker":"pain of","startTime":527.674,"endTime":530.134,"body":"the acronym of \"E.A.R.N.\""},{"speaker":"pain of","startTime":530.139,"endTime":533.544,"body":"Like by providing value, you"},{"speaker":"pain of","startTime":530.139,"endTime":533.544,"body":"can earn the business instead of"},{"speaker":"pain of","startTime":533.544,"endTime":535.344,"body":"paying for it or begging for it."},{"speaker":"pain of","startTime":535.494,"endTime":536.87,"body":"So that's really awesome."},{"speaker":"pain of","startTime":536.87,"endTime":540.05,"body":"So I wanna talk about how"},{"speaker":"pain of","startTime":536.87,"endTime":540.05,"body":"long it, like from the day you"},{"speaker":"pain of","startTime":540.05,"endTime":543.08,"body":"bought the course, how long"},{"speaker":"pain of","startTime":540.05,"endTime":543.08,"body":"was it until you've completed"},{"speaker":"pain of","startTime":543.08,"endTime":545.63,"body":"the last module, and then when"},{"speaker":"pain of","startTime":543.08,"endTime":545.63,"body":"you took action and actually"},{"speaker":"pain of","startTime":545.63,"endTime":549.02,"body":"went and met with six, not"},{"speaker":"pain of","startTime":545.63,"endTime":549.02,"body":"one guys, he met with six"},{"speaker":"pain of","startTime":549.02,"endTime":551.897,"body":"attorneys right off the bat"},{"speaker":"pain of","startTime":549.02,"endTime":551.897,"body":"and then two title companies."},{"speaker":"pain of","startTime":552.287,"endTime":553.817,"body":"So that's eight appointments."},{"speaker":"pain of","startTime":553.877,"endTime":555.177,"body":"So how long did this take?"},{"speaker":"pain of","startTime":555.257,"endTime":557.957,"body":"Just for everyone else who's"},{"speaker":"pain of","startTime":555.257,"endTime":557.957,"body":"been sitting on their hands"},{"speaker":"pain of","startTime":557.957,"endTime":560.027,"body":"saying I don't have time"},{"speaker":"pain of","startTime":557.957,"endTime":560.027,"body":"to finish it right now..."},{"speaker":"pain of","startTime":560.697,"endTime":561.507,"body":"start to finish."},{"speaker":"pain of","startTime":561.747,"endTime":562.797,"body":"How long was the course?"},{"speaker":"pain of","startTime":562.797,"endTime":564.387,"body":"And then how long did it"},{"speaker":"pain of","startTime":562.797,"endTime":564.387,"body":"take you to get through"},{"speaker":"pain of","startTime":564.387,"endTime":565.197,"body":"those appointments?"},{"speaker":"pain of","startTime":565.292,"endTime":570.41,"body":"I am a bit of a night owl"},{"speaker":"pain of","startTime":565.292,"endTime":570.41,"body":"and I bought the course and"},{"speaker":"pain of","startTime":570.415,"endTime":573.275,"body":"I had finished the course"},{"speaker":"pain of","startTime":570.415,"endTime":573.275,"body":"within two night sessions."},{"speaker":"pain of","startTime":573.625,"endTime":576.895,"body":"I had come home, finished"},{"speaker":"pain of","startTime":573.625,"endTime":576.895,"body":"work, put the kids to sleep."},{"speaker":"pain of","startTime":577.082,"endTime":580.195,"body":"And I, I went through the"},{"speaker":"pain of","startTime":577.082,"endTime":580.195,"body":"courses twice just because"},{"speaker":"pain of","startTime":580.349,"endTime":583.195,"body":"when I started listening,"},{"speaker":"pain of","startTime":580.349,"endTime":583.195,"body":"you were, you were speaking"},{"speaker":"pain of","startTime":583.195,"endTime":587.549,"body":"my language and I was like,"},{"speaker":"pain of","startTime":583.195,"endTime":587.549,"body":"this is exactly where to go."},{"speaker":"pain of","startTime":587.999,"endTime":592.529,"body":"If you want to get the referrals"},{"speaker":"pain of","startTime":587.999,"endTime":592.529,"body":"to beat everybody else who is"},{"speaker":"pain of","startTime":592.529,"endTime":596.429,"body":"racing to the courthouse or"},{"speaker":"pain of","startTime":592.529,"endTime":596.429,"body":"trying to find out through other"},{"speaker":"pain of","startTime":596.434,"endTime":598.464,"body":"online lead sources, et cetera."},{"speaker":"pain of","startTime":598.764,"endTime":602.914,"body":"If you go to the attorney, they"},{"speaker":"pain of","startTime":598.764,"endTime":602.914,"body":"are one of the ones who are"},{"speaker":"pain of","startTime":602.914,"endTime":605.074,"body":"probably closest with that PR."},{"speaker":"pain of","startTime":605.897,"endTime":609.221,"body":"And if the PR comes and says,"},{"speaker":"pain of","startTime":605.897,"endTime":609.221,"body":"Hey, I have, you know, attorney"},{"speaker":"pain of","startTime":609.221,"endTime":612.701,"body":"or I have real estate agent or"},{"speaker":"pain of","startTime":609.221,"endTime":612.701,"body":"investor X, Y, and Z over here"},{"speaker":"pain of","startTime":612.701,"endTime":615.941,"body":"that says this, the attorney's"},{"speaker":"pain of","startTime":612.701,"endTime":615.941,"body":"gonna go \"well, that's good, but"},{"speaker":"pain of","startTime":615.941,"endTime":618.621,"body":"I really recommend that you at"},{"speaker":"pain of","startTime":615.941,"endTime":618.621,"body":"least talk to my friend Brian."},{"speaker":"pain of","startTime":618.681,"endTime":621.681,"body":"My friend Brian is"},{"speaker":"pain of","startTime":618.681,"endTime":621.681,"body":"certified in probate."},{"speaker":"pain of","startTime":621.701,"endTime":622.901,"body":"He does this all the time."},{"speaker":"pain of","startTime":622.906,"endTime":625.931,"body":"He has an entire team,"},{"speaker":"pain of","startTime":622.906,"endTime":625.931,"body":"nothing falls with the cracks."},{"speaker":"pain of","startTime":625.931,"endTime":630.111,"body":"We work in a very good symbiotic"},{"speaker":"pain of","startTime":625.931,"endTime":630.111,"body":"relationship, and he's gonna"},{"speaker":"pain of","startTime":630.116,"endTime":633.111,"body":"take care of you better than"},{"speaker":"pain of","startTime":630.116,"endTime":633.111,"body":"anybody else off the street.\""},{"speaker":"pain of","startTime":633.415,"endTime":636.955,"body":"When I started seeing that"},{"speaker":"pain of","startTime":633.415,"endTime":636.955,"body":"come through the course"},{"speaker":"pain of","startTime":637.041,"endTime":640.911,"body":"and knowing that we can"},{"speaker":"pain of","startTime":637.041,"endTime":640.911,"body":"provide a differentiator"},{"speaker":"pain of","startTime":640.911,"endTime":642.021,"body":"to these attorneys..."},{"speaker":"pain of","startTime":643.041,"endTime":644.601,"body":"I just, I was so excited."},{"speaker":"pain of","startTime":644.611,"endTime":648.421,"body":"The next day I was on the"},{"speaker":"pain of","startTime":644.611,"endTime":648.421,"body":"phone asking people who is"},{"speaker":"pain of","startTime":648.421,"endTime":650.101,"body":"your favorite estate attorney?"},{"speaker":"pain of","startTime":650.191,"endTime":651.301,"body":"Who would you recommend?"},{"speaker":"pain of","startTime":651.361,"endTime":655.501,"body":"Who should I be talking to about"},{"speaker":"pain of","startTime":651.361,"endTime":655.501,"body":"this business that I'm building?"},{"speaker":"pain of","startTime":655.861,"endTime":657.181,"body":"And it just..."},{"speaker":"pain of","startTime":657.181,"endTime":657.913,"body":"it's fantastic."},{"speaker":"pain of","startTime":658.813,"endTime":660.223,"body":"No, that's such"},{"speaker":"pain of","startTime":658.813,"endTime":660.223,"body":"a great question."},{"speaker":"pain of","startTime":660.228,"endTime":661.033,"body":"So I was coaching."},{"speaker":"pain of","startTime":661.033,"endTime":664.412,"body":"One of my friends just left"},{"speaker":"pain of","startTime":661.033,"endTime":664.412,"body":"the DMV, like the Maryland"},{"speaker":"pain of","startTime":664.412,"endTime":665.402,"body":"side of your market."},{"speaker":"pain of","startTime":665.402,"endTime":668.222,"body":"And he moved to Phoenix and"},{"speaker":"pain of","startTime":665.402,"endTime":668.222,"body":"we were talking about how he"},{"speaker":"pain of","startTime":668.222,"endTime":669.722,"body":"could quickly build a network."},{"speaker":"And I said","startTime":669.727,"endTime":671.432,"body":"there's a question."},{"speaker":"And I said","startTime":671.432,"endTime":674.432,"body":"I just made this up when I"},{"speaker":"And I said","startTime":671.432,"endTime":674.432,"body":"moved from Hawaii to Roanoke,"},{"speaker":"And I said","startTime":674.662,"endTime":676.432,"body":"Virginia, and  knew nobody."},{"speaker":"And I said","startTime":676.952,"endTime":679.232,"body":"When I would meet someone I"},{"speaker":"And I said","startTime":676.952,"endTime":679.232,"body":"respected, I would say, who"},{"speaker":"And I said","startTime":679.232,"endTime":682.622,"body":"are three people that you think"},{"speaker":"And I said","startTime":679.232,"endTime":682.622,"body":"I absolutely have to meet?"},{"speaker":"And I said","startTime":683.132,"endTime":685.652,"body":"And then I would"},{"speaker":"And I said","startTime":683.132,"endTime":685.652,"body":"get their numbers."},{"speaker":"And I said","startTime":685.652,"endTime":685.892,"body":"Right."},{"speaker":"And I said","startTime":685.914,"endTime":688.344,"body":"And I'm, I'd say, you know,"},{"speaker":"And I said","startTime":685.914,"endTime":688.344,"body":"within the next 12 hours,"},{"speaker":"And I said","startTime":688.349,"endTime":691.314,"body":"can you email or text me"},{"speaker":"And I said","startTime":688.349,"endTime":691.314,"body":"their name and phone number"},{"speaker":"And I said","startTime":691.374,"endTime":693.594,"body":"of three people you think"},{"speaker":"And I said","startTime":691.374,"endTime":693.594,"body":"I absolutely must know?"},{"speaker":"And I said","startTime":694.314,"endTime":697.344,"body":"And the, the filter was, I"},{"speaker":"And I said","startTime":694.314,"endTime":697.344,"body":"wouldn't ask that question"},{"speaker":"And I said","startTime":697.344,"endTime":698.774,"body":"to anyone I didn't respect."},{"speaker":"And I said","startTime":699.568,"endTime":701.128,"body":"You're not gonna click"},{"speaker":"And I said","startTime":699.568,"endTime":701.128,"body":"with everybody you meet,"},{"speaker":"And I said","startTime":701.608,"endTime":702.658,"body":"but I really like that."},{"speaker":"And I said","startTime":702.685,"endTime":705.661,"body":"If you don't know where to"},{"speaker":"And I said","startTime":702.685,"endTime":705.661,"body":"start, I mean, The earn course"},{"speaker":"And I said","startTime":705.661,"endTime":709.111,"body":"gives you multiple ideas, but"},{"speaker":"And I said","startTime":705.661,"endTime":709.111,"body":"if you don't know where to start"},{"speaker":"And I said","startTime":709.111,"endTime":712.411,"body":"in your networking, just start"},{"speaker":"And I said","startTime":709.111,"endTime":712.411,"body":"with looking at your phone."},{"speaker":"And I said","startTime":712.531,"endTime":714.451,"body":"What professional have"},{"speaker":"And I said","startTime":712.531,"endTime":714.451,"body":"you spoken with in"},{"speaker":"And I said","startTime":714.451,"endTime":715.591,"body":"the last seven days?"},{"speaker":"And I said","startTime":715.936,"endTime":718.006,"body":"Call them back and ask"},{"speaker":"And I said","startTime":715.936,"endTime":718.006,"body":"them, Hey, do you know"},{"speaker":"And I said","startTime":718.006,"endTime":718.936,"body":"any estate attorneys?"},{"speaker":"And I said","startTime":718.948,"endTime":720.877,"body":"What's the one that you"},{"speaker":"And I said","startTime":718.948,"endTime":720.877,"body":"think I really need to meet?"},{"speaker":"And I said","startTime":721.467,"endTime":722.457,"body":"It can be that simple."},{"speaker":"And I said","startTime":722.457,"endTime":726.522,"body":"We talked about the more complex"},{"speaker":"And I said","startTime":722.457,"endTime":726.522,"body":"ways of networking and ideas,"},{"speaker":"And I said","startTime":726.522,"endTime":729.387,"body":"but what if he just simply"},{"speaker":"And I said","startTime":726.522,"endTime":729.387,"body":"call your current sphere of"},{"speaker":"And I said","startTime":729.387,"endTime":731.457,"body":"influence and say, do you"},{"speaker":"And I said","startTime":729.387,"endTime":731.457,"body":"know any estate attorneys?"},{"speaker":"And I said","startTime":731.947,"endTime":733.207,"body":"Like which one should I know?"},{"speaker":"And I said","startTime":733.447,"endTime":734.767,"body":"So I think that's"},{"speaker":"And I said","startTime":733.447,"endTime":734.767,"body":"really awesome."},{"speaker":"And I said","startTime":734.851,"endTime":737.916,"body":"So the EARN course right now,"},{"speaker":"And I said","startTime":734.851,"endTime":737.916,"body":"when we're recording this, is"},{"speaker":"And I said","startTime":737.921,"endTime":739.776,"body":"around seven hours of content."},{"speaker":"And I said","startTime":740.316,"endTime":744.056,"body":"And Brian was able to knock"},{"speaker":"And I said","startTime":740.316,"endTime":744.056,"body":"that out in two nights and on"},{"speaker":"And I said","startTime":744.056,"endTime":748.296,"body":"the third day- so within 36"},{"speaker":"And I said","startTime":744.056,"endTime":748.296,"body":"hours- he was taking real action"},{"speaker":"And I said","startTime":748.356,"endTime":749.766,"body":"and speaking with attorneys."},{"speaker":"And I said","startTime":750.032,"endTime":752.672,"body":"Of those six that you've"},{"speaker":"And I said","startTime":750.032,"endTime":752.672,"body":"reached out to you've had six"},{"speaker":"And I said","startTime":752.677,"endTime":754.202,"body":"meetings or conversations?"},{"speaker":"And I said","startTime":754.592,"endTime":757.652,"body":"Yes, six meeting, six"},{"speaker":"And I said","startTime":754.592,"endTime":757.652,"body":"conversations with real"},{"speaker":"And I said","startTime":757.652,"endTime":761.522,"body":"attorneys doing this work and"},{"speaker":"And I said","startTime":757.652,"endTime":761.522,"body":"it's been, it's been great."},{"speaker":"And I said","startTime":761.522,"endTime":763.412,"body":"I already have"},{"speaker":"And I said","startTime":761.522,"endTime":763.412,"body":"referrals coming in."},{"speaker":"And I said","startTime":763.473,"endTime":766.127,"body":"I do not have an active"},{"speaker":"And I said","startTime":763.473,"endTime":766.127,"body":"listing, but I am already"},{"speaker":"And I said","startTime":766.132,"endTime":769.607,"body":"in conversations and already"},{"speaker":"And I said","startTime":766.132,"endTime":769.607,"body":"on the radar for PRs."},{"speaker":"And I said","startTime":769.847,"endTime":772.157,"body":"So I know that the"},{"speaker":"And I said","startTime":769.847,"endTime":772.157,"body":"pipeline's building"},{"speaker":"And I said","startTime":772.697,"endTime":773.927,"body":"And they all own real estate."},{"speaker":"And I said","startTime":774.377,"endTime":775.836,"body":"They all own real estate."},{"speaker":"And I said","startTime":775.836,"endTime":778.474,"body":"And you're helping the"},{"speaker":"And I said","startTime":775.836,"endTime":778.474,"body":"attorney and helping them."},{"speaker":"And I said","startTime":778.474,"endTime":778.804,"body":"Who do you?"},{"speaker":"And I said","startTime":778.804,"endTime":780.784,"body":"Think's getting the, who's"},{"speaker":"And I said","startTime":778.804,"endTime":780.784,"body":"getting the real estate?"},{"speaker":"And I said","startTime":782.004,"endTime":783.984,"body":"I believe that I will"},{"speaker":"And I said","startTime":782.004,"endTime":783.984,"body":"get the real estate deal."},{"speaker":"And I said","startTime":784.734,"endTime":786.414,"body":"I think, I think"},{"speaker":"And I said","startTime":784.734,"endTime":786.414,"body":"you've already got it."},{"speaker":"And I said","startTime":786.804,"endTime":787.464,"body":"And that's the point."},{"speaker":"And I said","startTime":787.464,"endTime":789.024,"body":"I keep trying to"},{"speaker":"And I said","startTime":787.464,"endTime":789.024,"body":"drive home to people."},{"speaker":"And I said","startTime":789.024,"endTime":791.889,"body":"Everyone's trying to get a deal"},{"speaker":"And I said","startTime":789.024,"endTime":791.889,"body":"when they buy probate leads or"},{"speaker":"And I said","startTime":791.889,"endTime":793.329,"body":"when they buy a probate course."},{"speaker":"And I said","startTime":794.109,"endTime":795.549,"body":"That's the wrong focus."},{"speaker":"And I said","startTime":795.579,"endTime":797.739,"body":"You need to be focused"},{"speaker":"And I said","startTime":795.579,"endTime":797.739,"body":"on getting trust."},{"speaker":"And I said","startTime":797.849,"endTime":799.119,"body":"And then the deals"},{"speaker":"And I said","startTime":797.849,"endTime":799.119,"body":"are all yours."},{"speaker":"And I said","startTime":799.519,"endTime":801.829,"body":"Like, all you have to"},{"speaker":"And I said","startTime":799.519,"endTime":801.829,"body":"do is get attorneys and"},{"speaker":"And I said","startTime":801.829,"endTime":805.189,"body":"families to trust you and"},{"speaker":"And I said","startTime":801.829,"endTime":805.189,"body":"find your offer valuable."},{"speaker":"And I said","startTime":805.709,"endTime":807.209,"body":"And you'll get the deals."},{"speaker":"And I said","startTime":807.229,"endTime":808.109,"body":"They just come to you."},{"speaker":"And I said","startTime":808.659,"endTime":812.252,"body":"So anyways, I won't get on"},{"speaker":"And I said","startTime":808.659,"endTime":812.252,"body":"that soapbox right now,  but..."},{"speaker":"And I said","startTime":812.252,"endTime":812.662,"body":"[Laughs]."},{"speaker":"And I said","startTime":813.252,"endTime":817.132,"body":"So how long did it take to"},{"speaker":"And I said","startTime":813.252,"endTime":817.132,"body":"have those six conversations"},{"speaker":"And I said","startTime":817.137,"endTime":818.032,"body":"with those attorneys?"},{"speaker":"And I said","startTime":818.032,"endTime":819.112,"body":"How many days was that?"},{"speaker":"And I said","startTime":819.112,"endTime":819.742,"body":"Do you think?"},{"speaker":"And I said","startTime":820.052,"endTime":822.327,"body":"I had all those conversations"},{"speaker":"And I said","startTime":820.052,"endTime":822.327,"body":"within two days."},{"speaker":"And I said","startTime":823.027,"endTime":823.447,"body":"Okay."},{"speaker":"And I said","startTime":823.867,"endTime":826.893,"body":"We're talking about four days"},{"speaker":"And I said","startTime":823.867,"endTime":826.893,"body":"guys; from realizing that"},{"speaker":"And I said","startTime":826.893,"endTime":830.943,"body":"there was a course on how"},{"speaker":"And I said","startTime":826.893,"endTime":830.943,"body":"to build a referral network"},{"speaker":"And I said","startTime":830.943,"endTime":834.993,"body":"with attorneys, to taking the"},{"speaker":"And I said","startTime":830.943,"endTime":834.993,"body":"course, to realizing it wasn't"},{"speaker":"And I said","startTime":834.998,"endTime":838.863,"body":"bullshit, to being excited,"},{"speaker":"And I said","startTime":834.998,"endTime":838.863,"body":"to take action, to actually"},{"speaker":"And I said","startTime":838.863,"endTime":842.493,"body":"getting six relationships"},{"speaker":"And I said","startTime":838.863,"endTime":842.493,"body":"and inbound referrals."},{"speaker":"And I said","startTime":842.493,"endTime":843.233,"body":"Four days."},{"speaker":"And I said","startTime":843.703,"endTime":845.448,"body":"In the next four days,"},{"speaker":"And I said","startTime":843.703,"endTime":845.448,"body":"you could do this."},{"speaker":"And I said","startTime":845.478,"endTime":846.498,"body":"That's amazing, Brian."},{"speaker":"And I said","startTime":847.368,"endTime":849.891,"body":"So this is this is a"},{"speaker":"And I said","startTime":847.368,"endTime":849.891,"body":"story I want to tell."},{"speaker":"And I said","startTime":849.891,"endTime":852.626,"body":"I want every student to be"},{"speaker":"And I said","startTime":849.891,"endTime":852.626,"body":"able to tell or everyone"},{"speaker":"And I said","startTime":852.626,"endTime":854.481,"body":"who's watching this."},{"speaker":"And I said","startTime":854.578,"endTime":856.198,"body":"I'm really proud of"},{"speaker":"And I said","startTime":854.578,"endTime":856.198,"body":"you for doing that."},{"speaker":"And I said","startTime":856.198,"endTime":857.878,"body":"That's amazing that"},{"speaker":"And I said","startTime":856.198,"endTime":857.878,"body":"you're able to do it."},{"speaker":"And I said","startTime":858.568,"endTime":861.83,"body":"And I hope that a lot of"},{"speaker":"And I said","startTime":858.568,"endTime":861.83,"body":"other people can be inspired."},{"speaker":"And I said","startTime":862.539,"endTime":864.429,"body":"What would your advice"},{"speaker":"And I said","startTime":862.539,"endTime":864.429,"body":"be to someone who's just"},{"speaker":"And I said","startTime":864.839,"endTime":865.659,"body":"considering probate?"},{"speaker":"And I said","startTime":865.989,"endTime":867.189,"body":"I would tell you two things."},{"speaker":"Number one","startTime":867.189,"endTime":870.793,"body":"when you take a"},{"speaker":"Number one","startTime":867.189,"endTime":870.793,"body":"course like this, or when you're"},{"speaker":"Number one","startTime":870.793,"endTime":873.793,"body":"looking to take a course like"},{"speaker":"Number one","startTime":870.793,"endTime":873.793,"body":"this, you're looking to elevate"},{"speaker":"Number one","startTime":873.793,"endTime":879.703,"body":"your level of expertise above"},{"speaker":"Number one","startTime":873.793,"endTime":879.703,"body":"whatever level your client has."},{"speaker":"Number one","startTime":880.326,"endTime":883.926,"body":"So you want to be someone that"},{"speaker":"Number one","startTime":880.326,"endTime":883.926,"body":"becomes a trusted advisor."},{"speaker":"Number one","startTime":883.926,"endTime":885.846,"body":"The only way to do that"},{"speaker":"Number one","startTime":883.926,"endTime":885.846,"body":"is through education"},{"speaker":"Number one","startTime":885.846,"endTime":886.926,"body":"or through experience."},{"speaker":"Number one","startTime":887.226,"endTime":889.806,"body":"And so the course gives you"},{"speaker":"Number one","startTime":887.226,"endTime":889.806,"body":"that accelerated opportunity"},{"speaker":"Number one","startTime":889.806,"endTime":893.706,"body":"to learn through education and"},{"speaker":"Number one","startTime":889.806,"endTime":893.706,"body":"then through experience, you"},{"speaker":"Number one","startTime":893.706,"endTime":895.386,"body":"become even more of an expert."},{"speaker":"Number one","startTime":895.386,"endTime":897.756,"body":"So I would tell anybody"},{"speaker":"Number one","startTime":895.386,"endTime":897.756,"body":"who hasn't done it, first"},{"speaker":"Number one","startTime":897.761,"endTime":898.956,"body":"of all, get the education."},{"speaker":"Secondly","startTime":898.956,"endTime":903.501,"body":"build the"},{"speaker":"Secondly","startTime":898.956,"endTime":903.501,"body":"relationships inside this world."},{"speaker":"Secondly","startTime":903.991,"endTime":905.181,"body":"Ask a question either."},{"speaker":"Secondly","startTime":905.181,"endTime":906.861,"body":"First of all, go to"},{"speaker":"Secondly","startTime":905.181,"endTime":906.861,"body":"your own trust attorney."},{"speaker":"Secondly","startTime":906.891,"endTime":909.831,"body":"And if you haven't already"},{"speaker":"Secondly","startTime":906.891,"endTime":909.831,"body":"established a will or a"},{"speaker":"Secondly","startTime":909.831,"endTime":911.871,"body":"trust yourself, go get one."},{"speaker":"Secondly","startTime":913.371,"endTime":913.861,"body":"Tell em!."},{"speaker":"Secondly","startTime":913.951,"endTime":915.261,"body":"You're the first referral."},{"speaker":"Secondly","startTime":915.261,"endTime":918.291,"body":"For anyone- if you don't"},{"speaker":"Secondly","startTime":915.261,"endTime":918.291,"body":"have a living trust, you"},{"speaker":"Secondly","startTime":918.291,"endTime":919.641,"body":"are the first referral."},{"speaker":"Secondly","startTime":919.881,"endTime":920.601,"body":"Go get 'em, right?"},{"speaker":"Secondly","startTime":921.021,"endTime":921.391,"body":"Amen."},{"speaker":"Secondly","startTime":921.561,"endTime":923.081,"body":"Go get one."},{"speaker":"Secondly","startTime":923.271,"endTime":925.731,"body":"Have conversations,"},{"speaker":"Secondly","startTime":923.271,"endTime":925.731,"body":"develop that relationship."},{"speaker":"Secondly","startTime":926.031,"endTime":927.861,"body":"And then number two."},{"speaker":"Secondly","startTime":928.381,"endTime":932.471,"body":"I heard this from another one"},{"speaker":"Secondly","startTime":928.381,"endTime":932.471,"body":"of your coaches, Chad - go"},{"speaker":"Secondly","startTime":932.471,"endTime":934.051,"body":"to your local courthouse."},{"speaker":"Secondly","startTime":934.531,"endTime":938.821,"body":"Go sit through a session of"},{"speaker":"Secondly","startTime":934.531,"endTime":938.821,"body":"probate at the courthouse."},{"speaker":"Secondly","startTime":939.241,"endTime":940.411,"body":"You will listen."},{"speaker":"Secondly","startTime":940.501,"endTime":941.581,"body":"You will learn."},{"speaker":"Secondly","startTime":941.671,"endTime":942.631,"body":"You will meet."},{"speaker":"Secondly","startTime":942.691,"endTime":943.576,"body":"You will network."},{"speaker":"Secondly","startTime":943.849,"endTime":946.244,"body":"If this is a business"},{"speaker":"Secondly","startTime":943.849,"endTime":946.244,"body":"that you're interested in,"},{"speaker":"Secondly","startTime":946.484,"endTime":949.724,"body":"educate, learn, network."},{"speaker":"Secondly","startTime":949.864,"endTime":951.604,"body":"That is it."},{"speaker":"Secondly","startTime":951.634,"endTime":955.174,"body":"And once you become known as"},{"speaker":"Secondly","startTime":951.634,"endTime":955.174,"body":"someone who is focused on this,"},{"speaker":"Secondly","startTime":955.174,"endTime":958.424,"body":"because this is a niche that"},{"speaker":"Secondly","startTime":955.174,"endTime":958.424,"body":"not everyone is focused in, not"},{"speaker":"Secondly","startTime":958.429,"endTime":959.354,"body":"everybody's comfortable in..."},{"speaker":"Secondly","startTime":959.534,"endTime":963.554,"body":"once you become known as an"},{"speaker":"Secondly","startTime":959.534,"endTime":963.554,"body":"expert in this niche, it's very"},{"speaker":"Secondly","startTime":963.559,"endTime":967.634,"body":"easy for people to then turn"},{"speaker":"Secondly","startTime":963.559,"endTime":967.634,"body":"and say, \"Hey, you know who, you"},{"speaker":"Secondly","startTime":967.634,"endTime":968.534,"body":"know, who can help us in this?"},{"speaker":"Secondly","startTime":968.654,"endTime":969.254,"body":"Brian can help.\""},{"speaker":"Secondly","startTime":969.899,"endTime":971.309,"body":"It may not have to"},{"speaker":"Secondly","startTime":969.899,"endTime":971.309,"body":"do with real estate."},{"speaker":"Secondly","startTime":971.369,"endTime":974.159,"body":"It may have to do with, Hey,"},{"speaker":"Secondly","startTime":971.369,"endTime":974.159,"body":"we've got this unbelievable"},{"speaker":"Secondly","startTime":974.164,"endTime":975.089,"body":"situation over here."},{"speaker":"Secondly","startTime":975.089,"endTime":976.319,"body":"We've never seen it before."},{"speaker":"Secondly","startTime":976.379,"endTime":977.219,"body":"Let's call Brian."},{"speaker":"Secondly","startTime":977.459,"endTime":978.959,"body":"Maybe he's seen it before."},{"speaker":"Secondly","startTime":979.259,"endTime":981.749,"body":"And maybe you have, maybe you"},{"speaker":"Secondly","startTime":979.259,"endTime":981.749,"body":"haven't, but because you're"},{"speaker":"Secondly","startTime":981.749,"endTime":985.169,"body":"developing the networks,"},{"speaker":"Secondly","startTime":981.749,"endTime":985.169,"body":"you can begin to say,"},{"speaker":"Secondly","startTime":985.199,"endTime":985.559,"body":"\"Hey."},{"speaker":"Secondly","startTime":985.904,"endTime":988.274,"body":"Let me, let me go take a"},{"speaker":"Secondly","startTime":985.904,"endTime":988.274,"body":"look at that and I'll get"},{"speaker":"Secondly","startTime":988.274,"endTime":989.114,"body":"back in touch with you.\""},{"speaker":"Secondly","startTime":989.294,"endTime":992.564,"body":"And then Chad, you've already"},{"speaker":"Secondly","startTime":989.294,"endTime":992.564,"body":"built a network of experienced"},{"speaker":"Secondly","startTime":992.564,"endTime":995.654,"body":"probate experts around the"},{"speaker":"Secondly","startTime":992.564,"endTime":995.654,"body":"country and we all network"},{"speaker":"Secondly","startTime":995.654,"endTime":997.214,"body":"together online anyway."},{"speaker":"Secondly","startTime":997.394,"endTime":999.434,"body":"So if we have something that"},{"speaker":"Secondly","startTime":997.394,"endTime":999.434,"body":"we've never seen before, what"},{"speaker":"Secondly","startTime":999.434,"endTime":1002.494,"body":"a great way to ask the question"},{"speaker":"Secondly","startTime":999.434,"endTime":1002.494,"body":"or to bring it up in the weekly"},{"speaker":"Secondly","startTime":1002.494,"endTime":1004.114,"body":"calls or to go onto Facebook."},{"speaker":"Secondly","startTime":1004.119,"endTime":1007.804,"body":"So the network is there"},{"speaker":"Secondly","startTime":1004.119,"endTime":1007.804,"body":"and don't be afraid."},{"speaker":"Secondly","startTime":1007.834,"endTime":1009.754,"body":"Just take that, take that step."},{"speaker":"Secondly","startTime":1009.754,"endTime":1010.654,"body":"Do the training."},{"speaker":"Secondly","startTime":1011.164,"endTime":1013.174,"body":"And call and get going."},{"speaker":"Secondly","startTime":1013.234,"endTime":1014.434,"body":"That's the, that's the thing!"},{"speaker":"Secondly","startTime":1014.434,"endTime":1016.054,"body":"I I'm shocked that you told me."},{"speaker":"Secondly","startTime":1016.054,"endTime":1018.634,"body":"We have people who have"},{"speaker":"Secondly","startTime":1016.054,"endTime":1018.634,"body":"bought this course and"},{"speaker":"Secondly","startTime":1018.634,"endTime":1019.604,"body":"haven't taken it yet."},{"speaker":"Secondly","startTime":1020.012,"endTime":1021.247,"body":"That's a shocking thing!"},{"speaker":"Secondly","startTime":1021.367,"endTime":1021.647,"body":"I know!"},{"speaker":"Secondly","startTime":1021.647,"endTime":1023.582,"body":"Like, I released the course."},{"speaker":"Secondly","startTime":1023.582,"endTime":1026.102,"body":"I went to Europe for three"},{"speaker":"Secondly","startTime":1023.582,"endTime":1026.102,"body":"weeks, come back and I was like,"},{"speaker":"Secondly","startTime":1026.107,"endTime":1028.635,"body":"all right, everybody's gonna"},{"speaker":"Secondly","startTime":1026.107,"endTime":1028.635,"body":"be finished and charged up."},{"speaker":"Secondly","startTime":1028.995,"endTime":1033.505,"body":"And it was like 70 students"},{"speaker":"Secondly","startTime":1028.995,"endTime":1033.505,"body":"had completed it out of 250"},{"speaker":"Secondly","startTime":1033.505,"endTime":1035.365,"body":"that bought the prelaunch."},{"speaker":"Secondly","startTime":1035.38,"endTime":1037.18,"body":"And I'm like, what"},{"speaker":"Secondly","startTime":1035.38,"endTime":1037.18,"body":"is happening here?"},{"speaker":"Secondly","startTime":1037.72,"endTime":1039.31,"body":"And I think it's back to school."},{"speaker":"Secondly","startTime":1039.99,"endTime":1042.76,"body":"It's grabbing that last chance"},{"speaker":"Secondly","startTime":1039.99,"endTime":1042.76,"body":"to get a summer vacation."},{"speaker":"Secondly","startTime":1042.76,"endTime":1045.85,"body":"Like I think a lot of"},{"speaker":"Secondly","startTime":1042.76,"endTime":1045.85,"body":"folks bought it, eagerly"},{"speaker":"Secondly","startTime":1046.21,"endTime":1048.7,"body":"purchased it and they're"},{"speaker":"Secondly","startTime":1046.21,"endTime":1048.7,"body":"just not taking the time."},{"speaker":"Secondly","startTime":1048.771,"endTime":1050.721,"body":"Those are the ones that"},{"speaker":"Secondly","startTime":1048.771,"endTime":1050.721,"body":"I want to get into next."},{"speaker":"Secondly","startTime":1050.721,"endTime":1053.001,"body":"So you gave good advice"},{"speaker":"Secondly","startTime":1050.721,"endTime":1053.001,"body":"for someone who's just"},{"speaker":"Secondly","startTime":1053.001,"endTime":1054.221,"body":"considering the probate niche."},{"speaker":"Secondly","startTime":1054.711,"endTime":1058.431,"body":"Now get on your tallest soapbox"},{"speaker":"Secondly","startTime":1054.711,"endTime":1058.431,"body":"and tell all of your peers, all"},{"speaker":"Secondly","startTime":1058.431,"endTime":1060.621,"body":"those people in the community"},{"speaker":"Secondly","startTime":1058.431,"endTime":1060.621,"body":"with you that have purchased"},{"speaker":"Secondly","startTime":1060.626,"endTime":1062.841,"body":"this course and they're still"},{"speaker":"Secondly","startTime":1060.626,"endTime":1062.841,"body":"sitting on their hands...."},{"speaker":"Secondly","startTime":1063.171,"endTime":1064.941,"body":"I think they get"},{"speaker":"Secondly","startTime":1063.171,"endTime":1064.941,"body":"the point already."},{"speaker":"Secondly","startTime":1065.031,"endTime":1068.151,"body":"In four days, you"},{"speaker":"Secondly","startTime":1065.031,"endTime":1068.151,"body":"got a better result."},{"speaker":"Secondly","startTime":1068.671,"endTime":1071.821,"body":"Than than 99% of real"},{"speaker":"Secondly","startTime":1068.671,"endTime":1071.821,"body":"estate professionals in"},{"speaker":"Secondly","startTime":1071.821,"endTime":1073.111,"body":"the country will ever get."},{"speaker":"Secondly","startTime":1073.164,"endTime":1075.324,"body":"So what's your advice to"},{"speaker":"Secondly","startTime":1073.164,"endTime":1075.324,"body":"those people who put it under"},{"speaker":"Secondly","startTime":1075.324,"endTime":1078.564,"body":"their pillow, but the referral"},{"speaker":"Secondly","startTime":1075.324,"endTime":1078.564,"body":"ferry hasn't showed up yet?"},{"speaker":"Secondly","startTime":1078.678,"endTime":1079.908,"body":"It's all about relationships."},{"speaker":"Secondly","startTime":1079.935,"endTime":1085.518,"body":"I would say to you, if"},{"speaker":"Secondly","startTime":1079.935,"endTime":1085.518,"body":"you have not called your"},{"speaker":"Secondly","startTime":1085.523,"endTime":1088.518,"body":"own trust attorney or a"},{"speaker":"Secondly","startTime":1085.523,"endTime":1088.518,"body":"second trust attorney."},{"speaker":"Secondly","startTime":1088.878,"endTime":1090.948,"body":"If you haven't asked"},{"speaker":"Secondly","startTime":1088.878,"endTime":1090.948,"body":"your CPA, who do you use?"},{"speaker":"Secondly","startTime":1090.948,"endTime":1093.501,"body":"If you haven't asked your"},{"speaker":"Secondly","startTime":1090.948,"endTime":1093.501,"body":"neighbor, do you have a trust?"},{"speaker":"Secondly","startTime":1093.501,"endTime":1094.131,"body":"Who do you use?"},{"speaker":"Secondly","startTime":1094.136,"endTime":1095.091,"body":"Who do you recommend?"},{"speaker":"Secondly","startTime":1095.331,"endTime":1099.171,"body":"That to me was the"},{"speaker":"Secondly","startTime":1095.331,"endTime":1099.171,"body":"absolute best question."},{"speaker":"Secondly","startTime":1099.381,"endTime":1102.771,"body":"And I ask it almost everywhere"},{"speaker":"Secondly","startTime":1099.381,"endTime":1102.771,"body":"now, because if I'm out to"},{"speaker":"Secondly","startTime":1102.771,"endTime":1107.111,"body":"lunch with somebody, if I'm"},{"speaker":"Secondly","startTime":1102.771,"endTime":1107.111,"body":"on a showing, if I'm on a, a"},{"speaker":"Secondly","startTime":1107.111,"endTime":1110.061,"body":"listing appointment, I'll say,"},{"speaker":"Secondly","startTime":1107.111,"endTime":1110.061,"body":"\"do you have a recommendation"},{"speaker":"Secondly","startTime":1110.061,"endTime":1110.991,"body":"for a trust attorney?\""},{"speaker":"Secondly","startTime":1111.091,"endTime":1112.021,"body":"They'll say absolutely!"},{"speaker":"Secondly","startTime":1112.021,"endTime":1112.601,"body":"Call John."},{"speaker":"Secondly","startTime":1112.771,"endTime":1114.361,"body":"This is him, I'll give"},{"speaker":"Secondly","startTime":1112.771,"endTime":1114.361,"body":"you his information.\""},{"speaker":"Secondly","startTime":1114.421,"endTime":1114.841,"body":"Great."},{"speaker":"Secondly","startTime":1115.081,"endTime":1115.681,"body":"If they go.."},{"speaker":"Secondly","startTime":1116.101,"endTime":1116.611,"body":"\"What's that?\""},{"speaker":"Secondly","startTime":1116.611,"endTime":1119.861,"body":"I go, do you have a trust?"},{"speaker":"Secondly","startTime":1120.361,"endTime":1123.271,"body":"This piece of real estate"},{"speaker":"Secondly","startTime":1120.361,"endTime":1123.271,"body":"should be in a trust."},{"speaker":"Secondly","startTime":1123.276,"endTime":1124.381,"body":"You should have this in a trust."},{"speaker":"Secondly","startTime":1124.381,"endTime":1127.111,"body":"Let me, let me give you"},{"speaker":"Secondly","startTime":1124.381,"endTime":1127.111,"body":"this name and number."},{"speaker":"Secondly","startTime":1127.111,"endTime":1130.236,"body":"And then I call trust"},{"speaker":"Secondly","startTime":1127.111,"endTime":1130.236,"body":"attorneys and I say, Hey,"},{"speaker":"Secondly","startTime":1130.356,"endTime":1131.556,"body":"I'm gonna list this house."},{"speaker":"Secondly","startTime":1131.556,"endTime":1133.986,"body":"They're not in a trust,"},{"speaker":"Secondly","startTime":1131.556,"endTime":1133.986,"body":"highly recommend that"},{"speaker":"Secondly","startTime":1133.986,"endTime":1135.103,"body":"you reach out to them."},{"speaker":"Secondly","startTime":1135.103,"endTime":1137.113,"body":"They're open to an"},{"speaker":"Secondly","startTime":1135.103,"endTime":1137.113,"body":"initial conversation."},{"speaker":"Secondly","startTime":1137.113,"endTime":1141.423,"body":"So it goes both ways, but"},{"speaker":"Secondly","startTime":1137.113,"endTime":1141.423,"body":"make the call and find one."},{"speaker":"Secondly","startTime":1141.523,"endTime":1144.352,"body":"As soon as you find one,"},{"speaker":"Secondly","startTime":1141.523,"endTime":1144.352,"body":"just have the conversation."},{"speaker":"Secondly","startTime":1144.352,"endTime":1145.877,"body":"Tell me about what you're doing."},{"speaker":"Secondly","startTime":1146.057,"endTime":1149.087,"body":"Tell me what is your"},{"speaker":"Secondly","startTime":1146.057,"endTime":1149.087,"body":"biggest challenge in your"},{"speaker":"Secondly","startTime":1149.447,"endTime":1151.067,"body":"business and how can I help?"},{"speaker":"Secondly","startTime":1151.312,"endTime":1153.967,"body":"Start asking attorneys"},{"speaker":"Secondly","startTime":1151.312,"endTime":1153.967,"body":"that, they will be on.."},{"speaker":"Secondly","startTime":1154.237,"endTime":1157.459,"body":"You will be on their top"},{"speaker":"Secondly","startTime":1154.237,"endTime":1157.459,"body":"of mind the next time a"},{"speaker":"Secondly","startTime":1157.459,"endTime":1158.74,"body":"referral is available."},{"speaker":"Secondly","startTime":1159.04,"endTime":1160.22,"body":"You'll be the first one."},{"speaker":"Secondly","startTime":1160.49,"endTime":1162.67,"body":"Certainly the first real"},{"speaker":"Secondly","startTime":1160.49,"endTime":1162.67,"body":"estate professional that's"},{"speaker":"Secondly","startTime":1162.67,"endTime":1166.046,"body":"ever asking that; probably the"},{"speaker":"Secondly","startTime":1162.67,"endTime":1166.046,"body":"first professional in general."},{"speaker":"Secondly","startTime":1166.071,"endTime":1168.351,"body":"I don't even think business"},{"speaker":"Secondly","startTime":1166.071,"endTime":1168.351,"body":"coaches have the courage"},{"speaker":"Secondly","startTime":1168.356,"endTime":1169.371,"body":"to approach attorneys."},{"speaker":"Secondly","startTime":1169.371,"endTime":1171.591,"body":"And I think it's one of the"},{"speaker":"Secondly","startTime":1169.371,"endTime":1171.591,"body":"most underserved coaching"},{"speaker":"Secondly","startTime":1171.591,"endTime":1173.211,"body":"markets probably in the world."},{"speaker":"Secondly","startTime":1173.401,"endTime":1176.537,"body":"In real estate, everybody's a"},{"speaker":"Secondly","startTime":1173.401,"endTime":1176.537,"body":"coach for, you know, an expert,"},{"speaker":"Secondly","startTime":1177.107,"endTime":1180.497,"body":"but you don't see that much in"},{"speaker":"Secondly","startTime":1177.107,"endTime":1180.497,"body":"the law field, like coaching"},{"speaker":"Secondly","startTime":1180.497,"endTime":1183.585,"body":"on customer acquisition,"},{"speaker":"Secondly","startTime":1180.497,"endTime":1183.585,"body":"marketing, you know, inbound"},{"speaker":"Secondly","startTime":1183.585,"endTime":1184.51,"body":"and outbound marketing."},{"speaker":"Secondly","startTime":1184.51,"endTime":1189.355,"body":"So, you can present yourself"},{"speaker":"Secondly","startTime":1184.51,"endTime":1189.355,"body":"as a referral source, as a"},{"speaker":"Secondly","startTime":1189.355,"endTime":1192.24,"body":"marketing assistant, like you"},{"speaker":"Secondly","startTime":1189.355,"endTime":1192.24,"body":"can help co-market with them."},{"speaker":"Secondly","startTime":1192.24,"endTime":1195.24,"body":"You can bring so much value"},{"speaker":"Secondly","startTime":1192.24,"endTime":1195.24,"body":"to these attorneys and"},{"speaker":"Secondly","startTime":1195.24,"endTime":1197.76,"body":"they're not being approached"},{"speaker":"Secondly","startTime":1195.24,"endTime":1197.76,"body":"with a million offers a day"},{"speaker":"Secondly","startTime":1197.765,"endTime":1199.08,"body":"like we are in real estate."},{"speaker":"Secondly","startTime":1199.585,"endTime":1201.865,"body":"Real estate is, you"},{"speaker":"Secondly","startTime":1199.585,"endTime":1201.865,"body":"know, compared to law,"},{"speaker":"Secondly","startTime":1201.865,"endTime":1203.695,"body":"is basically unregulated."},{"speaker":"Secondly","startTime":1204.093,"endTime":1208.021,"body":"Attorneys,  like financial"},{"speaker":"Secondly","startTime":1204.093,"endTime":1208.021,"body":"services, it's more regulated."},{"speaker":"Secondly","startTime":1208.071,"endTime":1210.403,"body":"They have higher standards"},{"speaker":"Secondly","startTime":1208.071,"endTime":1210.403,"body":"of professionalism"},{"speaker":"Secondly","startTime":1210.403,"endTime":1211.493,"body":"because of bar rules."},{"speaker":"Secondly","startTime":1212.413,"endTime":1215.833,"body":"They're not used to being"},{"speaker":"Secondly","startTime":1212.413,"endTime":1215.833,"body":"bombarded every guy on"},{"speaker":"Secondly","startTime":1215.833,"endTime":1218.443,"body":"YouTube offering coaching"},{"speaker":"Secondly","startTime":1215.833,"endTime":1218.443,"body":"or, you know, these"},{"speaker":"Secondly","startTime":1218.443,"endTime":1219.883,"body":"services or those services."},{"speaker":"Secondly","startTime":1219.883,"endTime":1223.943,"body":"So when you actually step up and"},{"speaker":"Secondly","startTime":1219.883,"endTime":1223.943,"body":"offer something that they can"},{"speaker":"take action on that day, like","startTime":1223.963,"endTime":1226.978,"body":"I can talk to this referral"},{"speaker":"take action on that day, like","startTime":1226.978,"endTime":1230.308,"body":"and do business, or I can log"},{"speaker":"take action on that day, like","startTime":1226.978,"endTime":1230.308,"body":"into this software and see the"},{"speaker":"take action on that day, like","startTime":1230.308,"endTime":1233.398,"body":"quality of this person's client,"},{"speaker":"take action on that day, like","startTime":1230.308,"endTime":1233.398,"body":"the referrals he's sending me..."},{"speaker":"take action on that day, like","startTime":1233.828,"endTime":1236.978,"body":"They've never seen that before"},{"speaker":"take action on that day, 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like","startTime":1246.994,"endTime":1248.469,"body":"He doesn't give a"},{"speaker":"take action on that day, like","startTime":1246.994,"endTime":1248.469,"body":"damn about that."},{"speaker":"take action on that day, like","startTime":1248.503,"endTime":1250.393,"body":"That doesn't help him"},{"speaker":"take action on that day, like","startTime":1248.503,"endTime":1250.393,"body":"with his business at all."},{"speaker":"take action on that day, like","startTime":1250.423,"endTime":1253.093,"body":"Like when you go in, make sure"},{"speaker":"take action on that day, like","startTime":1250.423,"endTime":1253.093,"body":"you're talking about  their"},{"speaker":"take action on that day, like","startTime":1253.093,"endTime":1254.443,"body":"business, not your business."},{"speaker":"take action on that day, like","startTime":1254.923,"endTime":1256.333,"body":"That in itself"},{"speaker":"take action on that day, like","startTime":1254.923,"endTime":1256.333,"body":"differentiates you."},{"speaker":"take action on that day, like","startTime":1257.243,"endTime":1259.373,"body":"And you got them, you"},{"speaker":"take action on that day, like","startTime":1257.243,"endTime":1259.373,"body":"got their attention."},{"speaker":"take action on that day, like","startTime":1259.943,"endTime":1262.763,"body":"One of my favorite things"},{"speaker":"take action on that day, like","startTime":1259.943,"endTime":1262.763,"body":"is when you take someone"},{"speaker":"take action on that day, like","startTime":1262.763,"endTime":1263.853,"body":"that's very doubtful."},{"speaker":"take action on that day, like","startTime":1263.864,"endTime":1265.964,"body":"They heard about building"},{"speaker":"take action on that day, like","startTime":1263.864,"endTime":1265.964,"body":"a referral network"},{"speaker":"take action on that day, like","startTime":1265.964,"endTime":1266.984,"body":"and probate mastery."},{"speaker":"take action on that day, 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Hardy","startTime":1302.713,"endTime":1306.073,"body":"addresses out in the most"},{"speaker":"Ben Hardy","startTime":1302.713,"endTime":1306.073,"body":"efficient route and then take"},{"speaker":"Ben Hardy","startTime":1306.693,"endTime":1309.993,"body":"an entire day and just drive"},{"speaker":"Ben Hardy","startTime":1306.693,"endTime":1309.993,"body":"around visiting those firms."},{"speaker":"Ben Hardy","startTime":1310.473,"endTime":1313.653,"body":"And I've yet to have a single"},{"speaker":"Ben Hardy","startTime":1310.473,"endTime":1313.653,"body":"student anywhere in the"},{"speaker":"Ben Hardy","startTime":1313.653,"endTime":1316.743,"body":"United States- I've, I've"},{"speaker":"Ben Hardy","startTime":1313.653,"endTime":1316.743,"body":"done this in Midtown Manhattan"},{"speaker":"Ben Hardy","startTime":1316.748,"endTime":1319.923,"body":"and rural Colorado and the"},{"speaker":"Ben Hardy","startTime":1316.748,"endTime":1319.923,"body":"middle of nowhere in 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and in every"},{"speaker":"Ben Hardy","startTime":1355.824,"endTime":1359.364,"body":"aspect of this, because"},{"speaker":"Ben Hardy","startTime":1359.364,"endTime":1360.234,"body":"we think it's needed."},{"speaker":"Ben Hardy","startTime":1360.234,"endTime":1361.614,"body":"Like that's, that's the calling."},{"speaker":"Ben Hardy","startTime":1361.614,"endTime":1364.107,"body":"So the network that"},{"speaker":"Ben Hardy","startTime":1361.614,"endTime":1364.107,"body":"you're part of is Estate"},{"speaker":"Ben Hardy","startTime":1364.107,"endTime":1366.947,"body":"Professionals Mastermind,"},{"speaker":"Ben Hardy","startTime":1364.107,"endTime":1366.947,"body":"Probate Mastery Alumni..."},{"speaker":"Ben Hardy","startTime":1367.077,"endTime":1371.167,"body":"We've worked damn hard to"},{"speaker":"Ben Hardy","startTime":1367.077,"endTime":1371.167,"body":"keep integrity and value"},{"speaker":"Ben Hardy","startTime":1371.167,"endTime":1372.497,"body":"and differentiation in 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together."},{"speaker":"Ben Hardy","startTime":1463.057,"endTime":1465.147,"body":"And then the EstateExec"},{"speaker":"Ben Hardy","startTime":1463.057,"endTime":1465.147,"body":"partnership, that has a"},{"speaker":"Ben Hardy","startTime":1465.147,"endTime":1466.657,"body":"lot of room to grow too."},{"speaker":"Ben Hardy","startTime":1466.657,"endTime":1468.337,"body":"I think, I think you'll"},{"speaker":"Ben Hardy","startTime":1466.657,"endTime":1468.337,"body":"be excited to see"},{"speaker":"Ben Hardy","startTime":1468.337,"endTime":1469.147,"body":"where that's headed."},{"speaker":"Ben Hardy","startTime":1469.687,"endTime":1471.847,"body":"Well, I'm gonna let you"},{"speaker":"Ben Hardy","startTime":1469.687,"endTime":1471.847,"body":"get back to your day!"},{"speaker":"Ben Hardy","startTime":1471.859,"endTime":1475.241,"body":"Any parting words you have,"},{"speaker":"Ben Hardy","startTime":1471.859,"endTime":1475.241,"body":"parting advice, for anyone"},{"speaker":"Ben Hardy","startTime":1475.241,"endTime":1476.586,"body":"who who's watching this?"},{"speaker":"Ben Hardy","startTime":1476.726,"endTime":1478.675,"body":"I would just say, take action."},{"speaker":"Ben Hardy","startTime":1479.415,"endTime":1481.965,"body":"You have done all the"},{"speaker":"Ben Hardy","startTime":1479.415,"endTime":1481.965,"body":"hard work for us, Chad."},{"speaker":"Ben Hardy","startTime":1482.175,"endTime":1483.645,"body":"You've laid it out for us."},{"speaker":"Ben Hardy","startTime":1483.855,"endTime":1484.935,"body":"This is.."},{"speaker":"Ben Hardy","startTime":1485.855,"endTime":1488.175,"body":"Sometimes I tell clients"},{"speaker":"Ben Hardy","startTime":1485.855,"endTime":1488.175,"body":"to my own detriment..."},{"speaker":"Ben Hardy","startTime":1488.385,"endTime":1491.265,"body":"What we're doing is"},{"speaker":"Ben Hardy","startTime":1488.385,"endTime":1491.265,"body":"not rocket science."},{"speaker":"Ben 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Hardy","startTime":1513.937,"endTime":1519.217,"body":"and clients and attorneys"},{"speaker":"Ben Hardy","startTime":1513.937,"endTime":1519.217,"body":"and just take action."},{"speaker":"Ben Hardy","startTime":1519.28,"endTime":1523.87,"body":"It's as laid out for success,"},{"speaker":"Ben Hardy","startTime":1519.28,"endTime":1523.87,"body":"as it can be 1, 2, 3, do it."},{"speaker":"Ben Hardy","startTime":1523.9,"endTime":1526.66,"body":"I did it in less than I"},{"speaker":"Ben Hardy","startTime":1523.9,"endTime":1526.66,"body":"did it in less than a week."},{"speaker":"Ben Hardy","startTime":1526.66,"endTime":1527.97,"body":"And I know that you can too."},{"speaker":"Ben Hardy","startTime":1528.452,"endTime":1530.612,"body":"And got the result"},{"speaker":"Ben Hardy","startTime":1528.452,"endTime":1530.612,"body":"in less than a week."},{"speaker":"Ben Hardy","startTime":1530.612,"endTime":1531.782,"body":"Like I love your story."},{"speaker":"Ben Hardy","startTime":1531.912,"endTime":1533.882,"body":"I want so many more of these."},{"speaker":"Ben Hardy","startTime":1533.882,"endTime":1534.272,"body":"So.."},{"speaker":"Ben Hardy","startTime":1534.337,"endTime":1536.993,"body":"Obviously guys, you can connect"},{"speaker":"Ben Hardy","startTime":1534.337,"endTime":1536.993,"body":"if you're a certified probate"},{"speaker":"Ben Hardy","startTime":1536.993,"endTime":1539.513,"body":"expert, you can connect with"},{"speaker":"Ben Hardy","startTime":1536.993,"endTime":1539.513,"body":"Brian and probate mastery"},{"speaker":"Ben Hardy","startTime":1539.513,"endTime":1541.697,"body":"alumni group, Facebook group."},{"speaker":"Ben Hardy","startTime":1541.736,"endTime":1543.656,"body":"If you're in the general"},{"speaker":"Ben Hardy","startTime":1541.736,"endTime":1543.656,"body":"public, if you're not part of"},{"speaker":"Ben Hardy","startTime":1543.656,"endTime":1546.786,"body":"our group, you can find him in"},{"speaker":"Ben Hardy","startTime":1543.656,"endTime":1546.786,"body":"estate professionals mastermind."},{"speaker":"Ben Hardy","startTime":1546.786,"endTime":1549.687,"body":"Any other more specific contact"},{"speaker":"Ben Hardy","startTime":1546.786,"endTime":1549.687,"body":"information you wanna share."},{"speaker":"Ben Hardy","startTime":1549.687,"endTime":1551.067,"body":"Brian, if anyone"},{"speaker":"Ben Hardy","startTime":1549.687,"endTime":1551.067,"body":"wants to reach out?"},{"speaker":"Ben Hardy","startTime":1551.408,"endTime":1553.83,"body":"You can find me online,"},{"speaker":"Ben Hardy","startTime":1551.408,"endTime":1553.83,"body":"Brian Wilson hybrid agent."},{"speaker":"Ben Hardy","startTime":1553.83,"endTime":1554.82,"body":"You can find me everywhere."},{"speaker":"Ben Hardy","startTime":1555.555,"endTime":1555.975,"body":"Okay."},{"speaker":"Ben Hardy","startTime":1556.035,"endTime":1558.26,"body":"So if you guys if you're"},{"speaker":"Ben Hardy","startTime":1556.035,"endTime":1558.26,"body":"inspired by this and you'd"},{"speaker":"Ben Hardy","startTime":1558.26,"endTime":1561.35,"body":"like to pay Brian back and give"},{"speaker":"Ben Hardy","startTime":1558.26,"endTime":1561.35,"body":"him some of your best ideas or"},{"speaker":"Ben Hardy","startTime":1561.35,"endTime":1565.25,"body":"collaborate, if you're in the,"},{"speaker":"Ben Hardy","startTime":1561.35,"endTime":1565.25,"body":"in the DMV area and, and want to"},{"speaker":"Ben Hardy","startTime":1565.25,"endTime":1567.047,"body":"connect please reach out to him."},{"speaker":"Ben Hardy","startTime":1567.407,"endTime":1570.137,"body":"The estate professional's"},{"speaker":"Ben Hardy","startTime":1567.407,"endTime":1570.137,"body":"mastermind or Google Brian"},{"speaker":"Ben Hardy","startTime":1570.137,"endTime":1573.419,"body":"Wilson, north Arlington, and"},{"speaker":"Ben Hardy","startTime":1570.137,"endTime":1573.419,"body":"you should be able to find him."},{"speaker":"Ben Hardy","startTime":1573.609,"endTime":1576.489,"body":"But thanks so much for"},{"speaker":"Ben Hardy","startTime":1573.609,"endTime":1576.489,"body":"sharing your story."},{"speaker":"Ben Hardy","startTime":1576.489,"endTime":1579.838,"body":"I hope for everyone watching,"},{"speaker":"Ben Hardy","startTime":1576.489,"endTime":1579.838,"body":"I hope this was inspirational"},{"speaker":"Ben Hardy","startTime":1579.838,"endTime":1582.688,"body":"and you realized, oh hell,"},{"speaker":"Ben Hardy","startTime":1579.838,"endTime":1582.688,"body":"maybe I can do this this week."},{"speaker":"Ben Hardy","startTime":1582.958,"endTime":1584.608,"body":"Maybe I'm not as"},{"speaker":"Ben Hardy","startTime":1582.958,"endTime":1584.608,"body":"busy as I let on."},{"speaker":"Ben Hardy","startTime":1584.687,"endTime":1587.627,"body":"Go back and add up the hours"},{"speaker":"Ben Hardy","startTime":1584.687,"endTime":1587.627,"body":"of YouTube or television you"},{"speaker":"Ben Hardy","startTime":1587.632,"endTime":1588.857,"body":"watched in the last week."},{"speaker":"Ben Hardy","startTime":1588.857,"endTime":1592.067,"body":"If you purchased this course"},{"speaker":"Ben Hardy","startTime":1588.857,"endTime":1592.067,"body":"and, and haven't taken it and"},{"speaker":"Ben Hardy","startTime":1592.067,"endTime":1594.507,"body":"then set an accountability"},{"speaker":"Ben Hardy","startTime":1592.067,"endTime":1594.507,"body":"goal for yourself."},{"speaker":"Ben Hardy","startTime":1594.648,"endTime":1597.213,"body":"Brian, thank you so much"},{"speaker":"Ben Hardy","startTime":1594.648,"endTime":1597.213,"body":"for for sharing your story."},{"speaker":"Ben Hardy","startTime":1597.213,"endTime":1598.983,"body":"I can't wait to do a"},{"speaker":"Ben Hardy","startTime":1597.213,"endTime":1598.983,"body":"follow up when you've"},{"speaker":"Ben Hardy","startTime":1598.983,"endTime":1600.183,"body":"really got this rolling."},{"speaker":"Ben Hardy","startTime":1600.254,"endTime":1601.484,"body":"Look what you've done in a week."},{"speaker":"Ben Hardy","startTime":1601.489,"endTime":1603.284,"body":"What the hell are you"},{"speaker":"Ben Hardy","startTime":1601.489,"endTime":1603.284,"body":"gonna do in 12 months?"},{"speaker":"Ben Hardy","startTime":1603.372,"endTime":1604.872,"body":"I look forward to"},{"speaker":"Ben Hardy","startTime":1603.372,"endTime":1604.872,"body":"future interviews."},{"speaker":"Ben Hardy","startTime":1604.872,"endTime":1606.612,"body":"Thanks for being a part"},{"speaker":"Ben Hardy","startTime":1604.872,"endTime":1606.612,"body":"of our community and"},{"speaker":"Ben Hardy","startTime":1606.612,"endTime":1607.542,"body":"sharing with everybody."},{"speaker":"Ben Hardy","startTime":1607.992,"endTime":1609.462,"body":"My pleasure, Chad, thank you."},{"speaker":"Ben Hardy","startTime":1609.852,"endTime":1610.242,"body":"All right."},{"speaker":"Ben Hardy","startTime":1610.247,"endTime":1610.902,"body":"Have a great day."},{"speaker":"Ben Hardy","startTime":1611.232,"endTime":1611.502,"body":"You too."}]}