{"version":"1.0.0","segments":[{"startTime":10.059,"endTime":12.939,"body":"Welcome everybody to my"},{"startTime":10.059,"endTime":12.939,"body":"favorite kind of video,"},{"startTime":13.179,"endTime":14.679,"body":"student success stories."},{"startTime":14.709,"endTime":17.429,"body":"And today we've got an"},{"startTime":14.709,"endTime":17.429,"body":"interesting subject."},{"startTime":17.969,"endTime":19.409,"body":"We've got Gerry"},{"startTime":17.969,"endTime":19.409,"body":"Reynolds with us."},{"startTime":19.519,"endTime":22.759,"body":"He's worked with the elderly"},{"startTime":19.519,"endTime":22.759,"body":"population and in real estate"},{"startTime":22.759,"endTime":26.497,"body":"and other capacities and"},{"startTime":22.759,"endTime":26.497,"body":"has success stories prior"},{"startTime":26.507,"endTime":27.977,"body":"to taking the EARN course."},{"startTime":28.038,"endTime":30.44,"body":"But also after, So I'm"},{"startTime":28.038,"endTime":30.44,"body":"really excited to kind"},{"startTime":30.44,"endTime":31.61,"body":"of compare and contrast."},{"startTime":31.61,"endTime":33.17,"body":"So Gerry, welcome"},{"startTime":31.61,"endTime":33.17,"body":"to the community."},{"startTime":33.8,"endTime":34.37,"body":"Thank you, Chad."},{"startTime":34.43,"endTime":35.09,"body":"I appreciate it."},{"startTime":35.09,"endTime":35.54,"body":"I like being here."},{"startTime":35.915,"endTime":37.655,"body":"Let's tell 'em a little"},{"startTime":35.915,"endTime":37.655,"body":"bit about who you are, your"},{"startTime":37.655,"endTime":40.64,"body":"business, what brought you"},{"startTime":37.655,"endTime":40.64,"body":"to the probate niche and more"},{"startTime":40.64,"endTime":42.26,"body":"specifically to this community."},{"startTime":42.371,"endTime":44.103,"body":"Yeah, like I said I've been"},{"startTime":42.371,"endTime":44.103,"body":"in long term healthcare"},{"startTime":44.103,"endTime":46.203,"body":"for over 30 years, and"},{"startTime":44.103,"endTime":46.203,"body":"I've been doing real estate"},{"startTime":46.203,"endTime":47.848,"body":"consecutively for about 25."},{"startTime":47.878,"endTime":49.498,"body":"I'm an agent, so"},{"startTime":47.878,"endTime":49.498,"body":"I'm not a broker."},{"startTime":49.565,"endTime":53.218,"body":"And one of the things over"},{"startTime":49.565,"endTime":53.218,"body":"the years that I've always"},{"startTime":53.398,"endTime":55.168,"body":"been interested in, when"},{"startTime":53.398,"endTime":55.168,"body":"you're in a nursing home,"},{"startTime":55.173,"endTime":56.548,"body":"I do food service and."},{"startTime":56.617,"endTime":57.847,"body":"Everybody thinks a nursing home."},{"startTime":57.847,"endTime":59.697,"body":"You think, healthcare,"},{"startTime":57.847,"endTime":59.697,"body":"you think of the nursing"},{"startTime":59.697,"endTime":60.927,"body":"and medications and stuff."},{"startTime":60.927,"endTime":63.987,"body":"But quite frankly the first"},{"startTime":60.927,"endTime":63.987,"body":"thing most people think about"},{"startTime":63.987,"endTime":66.267,"body":"when they come in besides the"},{"startTime":63.987,"endTime":66.267,"body":"smell is what they, what is"},{"startTime":66.267,"endTime":67.423,"body":"their next meal going to be?"},{"startTime":67.423,"endTime":69.885,"body":"Needless to say, I've had,"},{"startTime":67.423,"endTime":69.885,"body":"hundreds and hundreds of"},{"startTime":70.183,"endTime":73.213,"body":"meetings with families over the"},{"startTime":70.183,"endTime":73.213,"body":"years, and once you sit down"},{"startTime":73.213,"endTime":75.598,"body":"and start talking to 'em about"},{"startTime":73.213,"endTime":75.598,"body":"their el their, their loved"},{"startTime":75.598,"endTime":77.975,"body":"one and what their issues are"},{"startTime":75.598,"endTime":77.975,"body":"and what they like it always"},{"startTime":77.98,"endTime":80.548,"body":"somehow ends up to, how they"},{"startTime":77.98,"endTime":80.548,"body":"got there and what happened"},{"startTime":80.548,"endTime":83.128,"body":"and, mom fell down the steps"},{"startTime":80.548,"endTime":83.128,"body":"and she ended up in the hospital"},{"startTime":83.128,"endTime":85.298,"body":"and the next thing you know,"},{"startTime":83.128,"endTime":85.298,"body":"they're there meeting with me."},{"startTime":85.361,"endTime":87.451,"body":"And I've heard some"},{"startTime":85.361,"endTime":87.451,"body":"horror stories."},{"startTime":87.516,"endTime":89.352,"body":"In the past years, I've always"},{"startTime":87.516,"endTime":89.352,"body":"tried to figure out, well,"},{"startTime":89.352,"endTime":91.542,"body":"how can I, how would I be"},{"startTime":89.352,"endTime":91.542,"body":"able to help these families?"},{"startTime":91.542,"endTime":93.372,"body":"I mean, I can, I'm"},{"startTime":91.542,"endTime":93.372,"body":"a real estate agent."},{"startTime":93.372,"endTime":95.202,"body":"But it always seemed, there"},{"startTime":93.372,"endTime":95.202,"body":"was always a line there that"},{"startTime":95.202,"endTime":98.052,"body":"I really didn't think I could"},{"startTime":95.202,"endTime":98.052,"body":"cross if I started to try to"},{"startTime":98.052,"endTime":99.972,"body":"say, Hey, well look, I know"},{"startTime":98.052,"endTime":99.972,"body":"you have a house out here."},{"startTime":99.972,"endTime":101.035,"body":"I can help you sell it."},{"startTime":101.035,"endTime":102.967,"body":"Even though I would be"},{"startTime":101.035,"endTime":102.967,"body":"doing what would be in their"},{"startTime":102.967,"endTime":105.151,"body":"best interest, I just never"},{"startTime":102.967,"endTime":105.151,"body":"felt, I just never felt"},{"startTime":105.151,"endTime":106.261,"body":"was the right thing to do."},{"startTime":106.261,"endTime":109.291,"body":"So I could never really figure"},{"startTime":106.261,"endTime":109.291,"body":"out a way to bridge that."},{"startTime":109.651,"endTime":112.09,"body":"And then I came upon"},{"startTime":109.651,"endTime":112.09,"body":"a course That's what"},{"startTime":112.09,"endTime":112.87,"body":"they're looking to do."},{"startTime":112.87,"endTime":115.57,"body":"They're looking to help"},{"startTime":112.87,"endTime":115.57,"body":"these families prior to this"},{"startTime":115.57,"endTime":118.84,"body":"happening, where a, after it"},{"startTime":115.57,"endTime":118.84,"body":"happens to have resources to"},{"startTime":118.84,"endTime":122.298,"body":"help them to figure out when"},{"startTime":118.84,"endTime":122.298,"body":"they have to go into some sort"},{"startTime":122.303,"endTime":125.687,"body":"of assisted living or long"},{"startTime":122.303,"endTime":125.687,"body":"term care facility, what to do."},{"startTime":125.716,"endTime":127.516,"body":"It's so many things"},{"startTime":125.716,"endTime":127.516,"body":"are going through their"},{"startTime":127.516,"endTime":128.146,"body":"head at that point."},{"startTime":128.146,"endTime":128.566,"body":"They don't know."},{"startTime":128.566,"endTime":130.575,"body":"First of all, is their"},{"startTime":128.566,"endTime":130.575,"body":"love one gonna be okay?"},{"startTime":130.575,"endTime":131.685,"body":"How we gonna pay for this?"},{"startTime":131.685,"endTime":133.695,"body":"We've heard horror stories these"},{"startTime":131.685,"endTime":133.695,"body":"places we don't know, which,"},{"startTime":133.695,"endTime":137.492,"body":"you know, And so you can help,"},{"startTime":133.695,"endTime":137.492,"body":"I can hopefully help with that."},{"startTime":137.541,"endTime":140.441,"body":"And then right after that I"},{"startTime":137.541,"endTime":140.441,"body":"came upon you guys and saw"},{"startTime":140.446,"endTime":142.511,"body":"kind of how  both things"},{"startTime":140.446,"endTime":142.511,"body":"fit like a glove almost to"},{"startTime":142.511,"endTime":143.831,"body":"me and how my mind works."},{"startTime":144.17,"endTime":145.73,"body":"These families"},{"startTime":144.17,"endTime":145.73,"body":"need help as well."},{"startTime":145.88,"endTime":149.14,"body":"And sometimes in, in the"},{"startTime":145.88,"endTime":149.14,"body":"long term care setting,"},{"startTime":149.2,"endTime":150.499,"body":"they may need some."},{"startTime":151.189,"endTime":152.963,"body":"Information that we"},{"startTime":151.189,"endTime":152.963,"body":"can provide through the"},{"startTime":152.963,"endTime":154.163,"body":"probate or vice versa."},{"startTime":154.433,"endTime":157.81,"body":"So they just kind of went hand"},{"startTime":154.433,"endTime":157.81,"body":"in hand and the people that I"},{"startTime":157.81,"endTime":160.863,"body":"talk to now I've had probate"},{"startTime":157.81,"endTime":160.863,"body":"conversations with long term"},{"startTime":160.863,"endTime":162.153,"body":"care people and vice versa."},{"startTime":162.483,"endTime":165.273,"body":"So it, it does seem like they"},{"startTime":162.483,"endTime":165.273,"body":"definitely cross lines here."},{"startTime":165.691,"endTime":168.661,"body":"Yeah, that's something I've been"},{"startTime":165.691,"endTime":168.661,"body":"trying for years to prepare."},{"startTime":168.711,"endTime":169.974,"body":"Anyone who will listen to me."},{"startTime":169.974,"endTime":173.004,"body":"Like if you look at the"},{"startTime":169.974,"endTime":173.004,"body":"demographics of what is about"},{"startTime":173.009,"endTime":175.557,"body":"to happen, the nursing home,"},{"startTime":173.009,"endTime":175.557,"body":"the long term care industry has"},{"startTime":175.562,"endTime":177.237,"body":"deemed that the silver tsunami."},{"startTime":177.657,"endTime":177.807,"body":"Yep."},{"startTime":177.837,"endTime":179.367,"body":"And they don't"},{"startTime":177.837,"endTime":179.367,"body":"really have a plan."},{"startTime":179.417,"endTime":182.265,"body":"Their whole business model"},{"startTime":179.417,"endTime":182.265,"body":"is heads and beds, but"},{"startTime":182.325,"endTime":184.465,"body":"they don't have enough"},{"startTime":182.325,"endTime":184.465,"body":"beds for all the heads."},{"startTime":184.509,"endTime":187.659,"body":"What's coming demographically,"},{"startTime":184.509,"endTime":187.659,"body":"we're not really prepared."},{"startTime":187.74,"endTime":190.849,"body":"From a simple supply standpoint,"},{"startTime":187.74,"endTime":190.849,"body":"but also from a financial"},{"startTime":190.849,"endTime":193.849,"body":"standpoint, no one really knows"},{"startTime":190.849,"endTime":193.849,"body":"what the solution will be."},{"startTime":193.849,"endTime":197.49,"body":"So any professionals that can"},{"startTime":193.849,"endTime":197.49,"body":"step into this and add value"},{"startTime":197.49,"endTime":200.738,"body":"that hasn't been present in"},{"startTime":197.49,"endTime":200.738,"body":"the past are, stand to build"},{"startTime":200.738,"endTime":202.108,"body":"a really lucrative career."},{"startTime":202.492,"endTime":205.012,"body":"A lot of folks will come into"},{"startTime":202.492,"endTime":205.012,"body":"this community and they'll"},{"startTime":205.012,"endTime":207.712,"body":"learn about the real estate"},{"startTime":205.012,"endTime":207.712,"body":"side of this, and then they'll"},{"startTime":207.712,"endTime":210.895,"body":"start to actually have those"},{"startTime":207.712,"endTime":210.895,"body":"real conversations and see"},{"startTime":210.895,"endTime":213.745,"body":"the distress in people's"},{"startTime":210.895,"endTime":213.745,"body":"faces and see what happens"},{"startTime":213.75,"endTime":216.478,"body":"when it's surviving spouse,"},{"startTime":213.75,"endTime":216.478,"body":"demands that they're good"},{"startTime":216.478,"endTime":218.848,"body":"enough to be independent,"},{"startTime":216.478,"endTime":218.848,"body":"but then they fall down and"},{"startTime":218.848,"endTime":220.318,"body":"there's no long term care plan."},{"startTime":220.348,"endTime":223.108,"body":"And then the family's thrust"},{"startTime":220.348,"endTime":223.108,"body":"into this whole other thing of"},{"startTime":223.108,"endTime":224.338,"body":"where, what are we gonna do?"},{"startTime":224.338,"endTime":225.598,"body":"What's rehab facility?"},{"startTime":225.703,"endTime":228.832,"body":"So oftentimes we talk to real"},{"startTime":225.703,"endTime":228.832,"body":"estate professionals who are,"},{"startTime":228.882,"endTime":231.773,"body":"looking to make connections in"},{"startTime":228.882,"endTime":231.773,"body":"the long term care industry."},{"startTime":231.773,"endTime":233.123,"body":"You kind of came the other way."},{"startTime":233.573,"endTime":236.312,"body":"So you came from the long term"},{"startTime":233.573,"endTime":236.312,"body":"care industry and saw, the"},{"startTime":236.312,"endTime":237.512,"body":"real estate opportunities."},{"startTime":237.584,"endTime":240.203,"body":"But let's talk about your"},{"startTime":237.584,"endTime":240.203,"body":"history with attorneys."},{"startTime":240.25,"endTime":243.082,"body":"How you saw, like, first"},{"startTime":240.25,"endTime":243.082,"body":"re realized there was an"},{"startTime":243.082,"endTime":246.685,"body":"opportunity to, rather than"},{"startTime":243.082,"endTime":246.685,"body":"going direct marketing to the"},{"startTime":246.69,"endTime":249.871,"body":"families to actually build"},{"startTime":246.69,"endTime":249.871,"body":"rapport with and establish a"},{"startTime":249.871,"endTime":251.161,"body":"relationship with the attorney."},{"startTime":251.271,"endTime":253.115,"body":"Well, first of all, when it"},{"startTime":251.271,"endTime":253.115,"body":"comes to attorneys, like,"},{"startTime":253.145,"endTime":255.692,"body":"being in the, in real estate,"},{"startTime":253.145,"endTime":255.692,"body":"again for the same amount"},{"startTime":255.692,"endTime":258.783,"body":"of time I've dealt with"},{"startTime":255.692,"endTime":258.783,"body":"attorneys, title companies"},{"startTime":258.841,"endTime":259.988,"body":"and stuff of that nature."},{"startTime":259.988,"endTime":262.408,"body":"So I've al you know, I've, I've,"},{"startTime":259.988,"endTime":262.408,"body":"been around attorneys before."},{"startTime":262.621,"endTime":264.049,"body":"So I know how some"},{"startTime":262.621,"endTime":264.049,"body":"of them can be."},{"startTime":264.409,"endTime":268.28,"body":"And I've also been around the"},{"startTime":264.409,"endTime":268.28,"body":"attorneys and such in the long"},{"startTime":268.28,"endTime":269.72,"body":"term care setting as well."},{"startTime":269.72,"endTime":272.11,"body":"So that also was not,"},{"startTime":269.72,"endTime":272.11,"body":"you know, new to me."},{"startTime":272.11,"endTime":275.639,"body":"But what I saw was that you"},{"startTime":272.11,"endTime":275.639,"body":"got you specifically a lot in"},{"startTime":275.659,"endTime":277.819,"body":"a lot of the trainings that you"},{"startTime":275.659,"endTime":277.819,"body":"would do and a lot of different"},{"startTime":277.819,"endTime":281.949,"body":"podcasts, always made it just"},{"startTime":277.819,"endTime":281.949,"body":"as important besides sending out"},{"startTime":281.949,"endTime":284.859,"body":"the letters and making the phone"},{"startTime":281.949,"endTime":284.859,"body":"calls, is to try to develop that"},{"startTime":284.864,"endTime":288.099,"body":"referral base, to try to get"},{"startTime":284.864,"endTime":288.099,"body":"those incoming, that incoming."},{"startTime":288.129,"endTime":289.479,"body":"And that made just"},{"startTime":288.129,"endTime":289.479,"body":"made sense to me."},{"startTime":289.839,"endTime":292.509,"body":"But the problem with it"},{"startTime":289.839,"endTime":292.509,"body":"is, as I think a lot of"},{"startTime":292.509,"endTime":295.215,"body":"people find out it's not"},{"startTime":292.509,"endTime":295.215,"body":"easy to talk to attorneys."},{"startTime":295.215,"endTime":298.007,"body":"A lot of times you're scared"},{"startTime":295.215,"endTime":298.007,"body":"to talk to 'em or they can"},{"startTime":298.007,"endTime":300.766,"body":"be kind of standoffish at"},{"startTime":298.007,"endTime":300.766,"body":"times and that kind of stuff."},{"startTime":300.766,"endTime":303.514,"body":"So trying to break into it, that"},{"startTime":300.766,"endTime":303.514,"body":"was gonna be a difficult part."},{"startTime":303.894,"endTime":308.555,"body":"And the reason it's not easy"},{"startTime":303.894,"endTime":308.555,"body":"in 95% of cases, has nothing"},{"startTime":308.56,"endTime":309.695,"body":"to do with the attorney."},{"startTime":309.785,"endTime":313.205,"body":"That oftentimes becomes"},{"startTime":309.785,"endTime":313.205,"body":"an external factor excuse."},{"startTime":313.312,"endTime":315.472,"body":"And we address that"},{"startTime":313.312,"endTime":315.472,"body":"in the earn course."},{"startTime":315.472,"endTime":319.71,"body":"Anyone who's taken the course"},{"startTime":315.472,"endTime":319.71,"body":"will fully understand why I did"},{"startTime":319.71,"endTime":323.1,"body":"what I did in the beginning,"},{"startTime":319.71,"endTime":323.1,"body":"like I, I tried to humanize"},{"startTime":323.105,"endTime":326.159,"body":"attorneys by making the whole,"},{"startTime":323.105,"endTime":326.159,"body":"the first third of the course"},{"startTime":326.669,"endTime":329.609,"body":"is helping you understand"},{"startTime":326.669,"endTime":329.609,"body":"an attorney is just a small"},{"startTime":329.614,"endTime":333.514,"body":"business owner Took on a quarter"},{"startTime":329.614,"endTime":333.514,"body":"million dollars on in debt on"},{"startTime":333.514,"endTime":336.214,"body":"average, but they didn't learn"},{"startTime":333.514,"endTime":336.214,"body":"anything about small business"},{"startTime":336.274,"endTime":339.484,"body":"as part of all of that debt"},{"startTime":336.274,"endTime":339.484,"body":"and that stringent curriculum."},{"startTime":339.874,"endTime":341.614,"body":"They forgot to teach"},{"startTime":339.874,"endTime":341.614,"body":"them that they were going"},{"startTime":341.619,"endTime":342.604,"body":"into small business."},{"startTime":342.604,"endTime":345.664,"body":"The way I see most real estate's"},{"startTime":342.604,"endTime":345.664,"body":"professionals fall on their"},{"startTime":345.669,"endTime":348.814,"body":"face, investors, brokers,"},{"startTime":345.669,"endTime":348.814,"body":"agents, doesn't matter, is"},{"startTime":348.814,"endTime":351.994,"body":"they approach the attorney"},{"startTime":348.814,"endTime":351.994,"body":"like they have a mouth full"},{"startTime":351.994,"endTime":354.484,"body":"of marbles and they're as"},{"startTime":351.994,"endTime":354.484,"body":"nervous as a cat in a room full"},{"startTime":354.484,"endTime":357.034,"body":"of rocking chairs and nobody"},{"startTime":354.484,"endTime":357.034,"body":"trusts them because of that."},{"startTime":357.799,"endTime":359.539,"body":"It's like, well, hell,"},{"startTime":357.799,"endTime":359.539,"body":"this guy's like, he's"},{"startTime":359.539,"endTime":360.799,"body":"got confidence issues."},{"startTime":361.369,"endTime":364.579,"body":"So the, if you haven't taken"},{"startTime":361.369,"endTime":364.579,"body":"the earn course, that's a big,"},{"startTime":364.579,"endTime":367.183,"body":"I mean, it's, hell, it's a"},{"startTime":364.579,"endTime":367.183,"body":"third of the course content is"},{"startTime":367.183,"endTime":370.543,"body":"really helping you understand"},{"startTime":367.183,"endTime":370.543,"body":"the indu that industry from"},{"startTime":370.543,"endTime":374.533,"body":"the inside out to get rid of"},{"startTime":370.543,"endTime":374.533,"body":"the fear and nervousness so you"},{"startTime":374.538,"endTime":376.153,"body":"don't fail before you start."},{"startTime":376.603,"endTime":379.573,"body":"But I just wanna be clear for"},{"startTime":376.603,"endTime":379.573,"body":"the people who approach this"},{"startTime":379.573,"endTime":383.143,"body":"with the, like confidently"},{"startTime":379.573,"endTime":383.143,"body":"competent, it's almost a"},{"startTime":383.143,"endTime":384.703,"body":"hundred percent success."},{"startTime":385.483,"endTime":385.783,"body":"That?"},{"startTime":386.113,"endTime":387.643,"body":"Yeah, no, I mean,"},{"startTime":386.113,"endTime":387.643,"body":"I absolutely agree."},{"startTime":387.643,"endTime":390.403,"body":"I mean, when I, My"},{"startTime":387.643,"endTime":390.403,"body":"first success was."},{"startTime":391.468,"endTime":393.918,"body":"As we talked about I called"},{"startTime":391.468,"endTime":393.918,"body":"up a, an estate attorney."},{"startTime":393.987,"endTime":396.537,"body":"And well, actually first what"},{"startTime":393.987,"endTime":396.537,"body":"I did was I got on, he was"},{"startTime":396.537,"endTime":400.319,"body":"offering a free 45 minute"},{"startTime":396.537,"endTime":400.319,"body":"webinar and if you signed up"},{"startTime":400.319,"endTime":403.109,"body":"and went through it, then he"},{"startTime":400.319,"endTime":403.109,"body":"was offering a half an hour"},{"startTime":403.289,"endTime":405.924,"body":"one on one course to see, he"},{"startTime":403.289,"endTime":405.924,"body":"was trying to drum up business,"},{"startTime":405.929,"endTime":408.486,"body":"He was trying to get to try"},{"startTime":405.929,"endTime":408.486,"body":"to get somebody, to do a will"},{"startTime":408.491,"endTime":409.446,"body":"or a state or stuff like that."},{"startTime":409.446,"endTime":412.986,"body":"So I figured, let me, if I was"},{"startTime":409.446,"endTime":412.986,"body":"able to, I went through his,"},{"startTime":413.256,"endTime":415.836,"body":"and then he, we set the time"},{"startTime":413.256,"endTime":415.836,"body":"and he called me and I was"},{"startTime":415.836,"endTime":418.506,"body":"able to use that time to talk"},{"startTime":415.836,"endTime":418.506,"body":"to him and explain exactly"},{"startTime":418.506,"endTime":420.327,"body":"who I was, why I did it."},{"startTime":420.348,"endTime":422.118,"body":"And I told him, and"},{"startTime":420.348,"endTime":422.118,"body":"right off the bat I said,"},{"startTime":422.118,"endTime":424.09,"body":"Listen I actually did"},{"startTime":422.118,"endTime":424.09,"body":"this for two reasons."},{"startTime":424.09,"endTime":425.62,"body":"One is I do need to"},{"startTime":424.09,"endTime":425.62,"body":"learn about this."},{"startTime":425.62,"endTime":427.06,"body":"I said, I have, My"},{"startTime":425.62,"endTime":427.06,"body":"parents are elderly."},{"startTime":427.27,"endTime":428.343,"body":"They do not have a will."},{"startTime":428.883,"endTime":430.923,"body":"They're pain in the rear"},{"startTime":428.883,"endTime":430.923,"body":"end to try to get, to think,"},{"startTime":430.923,"endTime":433.213,"body":"they need to try to explain"},{"startTime":430.923,"endTime":433.213,"body":"to em that they need a will."},{"startTime":433.284,"endTime":435.744,"body":"And then the second portion"},{"startTime":433.284,"endTime":435.744,"body":"of it was to explain what my"},{"startTime":435.749,"endTime":438.534,"body":"business was, that I had been"},{"startTime":435.749,"endTime":438.534,"body":"in long term care, that I do"},{"startTime":438.554,"endTime":441.854,"body":"understand exactly, some of"},{"startTime":438.554,"endTime":441.854,"body":"the struggles that they have."},{"startTime":441.854,"endTime":444.736,"body":"This is what our company"},{"startTime":441.854,"endTime":444.736,"body":"can offer to your clients."},{"startTime":444.761,"endTime":446.891,"body":"I'm looking to build"},{"startTime":444.761,"endTime":446.891,"body":"out my referral base."},{"startTime":447.011,"endTime":449.261,"body":"Would you be willing to"},{"startTime":447.011,"endTime":449.261,"body":"take me on if I had someone"},{"startTime":449.261,"endTime":452.136,"body":"who was a qualified client,"},{"startTime":449.261,"endTime":452.136,"body":"would you talk to them?"},{"startTime":452.406,"endTime":453.786,"body":"And that's kind"},{"startTime":452.406,"endTime":453.786,"body":"of how we started."},{"startTime":453.786,"endTime":456.535,"body":"And then, so now I have an"},{"startTime":453.786,"endTime":456.535,"body":"estate attorney who I can"},{"startTime":456.535,"endTime":458.51,"body":"refer and I've referred"},{"startTime":456.535,"endTime":458.51,"body":"one client to them."},{"startTime":458.549,"endTime":460.684,"body":"Didn't have any success,"},{"startTime":458.549,"endTime":460.684,"body":"but, he did call me back"},{"startTime":460.684,"endTime":461.524,"body":"and he thanked me for it."},{"startTime":461.764,"endTime":463.701,"body":"And it's just that the"},{"startTime":461.764,"endTime":463.701,"body":"family didn't follow up."},{"startTime":463.701,"endTime":465.586,"body":"It was nothing, it was"},{"startTime":463.701,"endTime":465.586,"body":"a good quality lead."},{"startTime":465.626,"endTime":468.941,"body":". If you're referring planning"},{"startTime":465.626,"endTime":468.941,"body":"referrals, I would say"},{"startTime":468.941,"endTime":470.561,"body":"one in 10 might stick."},{"startTime":470.951,"endTime":472.091,"body":"That's how bad it is."},{"startTime":472.091,"endTime":474.791,"body":"That's how hard it is to get"},{"startTime":472.091,"endTime":474.791,"body":"an American to actually plan"},{"startTime":474.791,"endTime":476.761,"body":"for their own aging or dying."},{"startTime":477.331,"endTime":480.961,"body":"So just make sure that you"},{"startTime":477.331,"endTime":480.961,"body":"follow up with the referral"},{"startTime":480.961,"endTime":483.516,"body":"too, and say, Hey, did you"},{"startTime":480.961,"endTime":483.516,"body":"connect with Attorney Joe?"},{"startTime":483.673,"endTime":486.853,"body":"But don't expect every single"},{"startTime":483.673,"endTime":486.853,"body":"planning referral to stick."},{"startTime":486.853,"endTime":490.123,"body":"There's a reason  less than"},{"startTime":486.853,"endTime":490.123,"body":"46% of Americans have a will."},{"startTime":490.523,"endTime":493.194,"body":"And John Fraker and I were"},{"startTime":490.523,"endTime":493.194,"body":"on a call, I don't know,"},{"startTime":493.194,"endTime":495.857,"body":"Friday and one of the"},{"startTime":493.194,"endTime":495.857,"body":"biggest challenges he has..."},{"startTime":496.126,"endTime":499.194,"body":"And he gets paid either way,"},{"startTime":496.126,"endTime":499.194,"body":"but he'll establish a living"},{"startTime":499.194,"endTime":501.924,"body":"trust and then he'll give"},{"startTime":499.194,"endTime":501.924,"body":"them funding instructions."},{"startTime":501.954,"endTime":502.794,"body":"He can't do it."},{"startTime":502.794,"endTime":504.444,"body":"He can't move the"},{"startTime":502.794,"endTime":504.444,"body":"vehicle titles."},{"startTime":504.444,"endTime":506.064,"body":"He can't go to DMV for them."},{"startTime":506.228,"endTime":508.238,"body":"Some things the"},{"startTime":506.228,"endTime":508.238,"body":"attorneys cannot do."},{"startTime":508.448,"endTime":510.948,"body":"So the families just"},{"startTime":508.448,"endTime":510.948,"body":"procrastinate and never do them."},{"startTime":511.303,"endTime":514.263,"body":"So when you send a planning"},{"startTime":511.303,"endTime":514.263,"body":"referral, they don't expect"},{"startTime":514.263,"endTime":517.233,"body":"all of them to actually result"},{"startTime":514.263,"endTime":517.233,"body":"in revenue to the attorney."},{"startTime":517.263,"endTime":519.841,"body":"However, the attorney is"},{"startTime":517.263,"endTime":519.841,"body":"going to understand that's"},{"startTime":519.846,"endTime":520.891,"body":"their biggest challenge."},{"startTime":520.891,"endTime":523.111,"body":"Their a keely's heel"},{"startTime":520.891,"endTime":523.111,"body":"as a marketer is trying"},{"startTime":523.111,"endTime":525.911,"body":"to find people who will"},{"startTime":523.111,"endTime":525.911,"body":"actually, sit down and begin"},{"startTime":525.911,"endTime":527.201,"body":"and finish the process."},{"startTime":527.293,"endTime":529.783,"body":"So just make sure you're"},{"startTime":527.293,"endTime":529.783,"body":"following up with your client,"},{"startTime":529.903,"endTime":532.753,"body":"the referral, and you're"},{"startTime":529.903,"endTime":532.753,"body":"following up with the attorney"},{"startTime":532.753,"endTime":535.403,"body":"just to make sure and it's"},{"startTime":532.753,"endTime":535.403,"body":"gonna show well for you."},{"startTime":535.453,"endTime":538.453,"body":"So I wanted to be clear, like"},{"startTime":535.453,"endTime":538.453,"body":"if you take the clients in for"},{"startTime":538.453,"endTime":541.183,"body":"planning referrals and they"},{"startTime":538.453,"endTime":541.183,"body":"don't actually engage with the"},{"startTime":541.183,"endTime":544.903,"body":"attorney, you're not gonna lose"},{"startTime":541.183,"endTime":544.903,"body":"points for that, so to speak."},{"startTime":544.921,"endTime":545.636,"body":"They're used to it."},{"startTime":545.636,"endTime":547.766,"body":"It's unfortunately what"},{"startTime":545.636,"endTime":547.766,"body":"the industry's built on"},{"startTime":547.766,"endTime":550.376,"body":"as procrastination and"},{"startTime":547.766,"endTime":550.376,"body":"avoidance of one of the"},{"startTime":550.376,"endTime":553.196,"body":"most important conversations"},{"startTime":550.376,"endTime":553.196,"body":"that we should be having."},{"startTime":553.196,"endTime":553.436,"body":"Right?"},{"startTime":553.912,"endTime":554.122,"body":"Yep."},{"startTime":554.462,"endTime":556.851,"body":"I think you were one of the"},{"startTime":554.462,"endTime":556.851,"body":"pre-launch purchasers, right?"},{"startTime":556.851,"endTime":558.311,"body":"One of the early"},{"startTime":556.851,"endTime":558.311,"body":"purchasers of EARN?"},{"startTime":558.651,"endTime":559.011,"body":"Yes."},{"startTime":559.521,"endTime":559.761,"body":"Yep."},{"startTime":560.116,"endTime":561.466,"body":"What really stood out to you?"},{"startTime":561.466,"endTime":564.406,"body":"Like having some experience,"},{"startTime":561.466,"endTime":564.406,"body":"having gone and actually done"},{"startTime":564.411,"endTime":567.106,"body":"it and produced referrals, sent"},{"startTime":564.411,"endTime":567.106,"body":"them to the attorney, followed"},{"startTime":567.106,"endTime":568.486,"body":"up doing everything correctly..."},{"startTime":568.976,"endTime":570.776,"body":"How did it change how"},{"startTime":568.976,"endTime":570.776,"body":"you approach attorneys?"},{"startTime":571.606,"endTime":573.88,"body":"I think listening to the other"},{"startTime":571.606,"endTime":573.88,"body":"attorneys, I mean, I know"},{"startTime":573.88,"endTime":575.799,"body":"it's, it's always different"},{"startTime":573.88,"endTime":575.799,"body":"in different states and stuff"},{"startTime":575.799,"endTime":578.139,"body":"like that, but listening to"},{"startTime":575.799,"endTime":578.139,"body":"the other attorneys and getting"},{"startTime":578.144,"endTime":580.81,"body":"their opinion of what thought"},{"startTime":578.144,"endTime":580.81,"body":"Was a, was either a good"},{"startTime":580.81,"endTime":584.554,"body":"referral or when you first met"},{"startTime":580.81,"endTime":584.554,"body":"the attorney, as you said, when"},{"startTime":584.554,"endTime":586.234,"body":"you first talked to him, if"},{"startTime":584.554,"endTime":586.234,"body":"you're talking to him on the"},{"startTime":586.234,"endTime":588.701,"body":"phone, you go with a mouthful"},{"startTime":586.234,"endTime":588.701,"body":"of marbles, so to speak."},{"startTime":588.911,"endTime":591.809,"body":"I know, I remember John Fraker"},{"startTime":588.911,"endTime":591.809,"body":"kept saying it's always about"},{"startTime":591.891,"endTime":595.577,"body":"the real estate professional"},{"startTime":591.891,"endTime":595.577,"body":"or his perception of what our"},{"startTime":595.577,"endTime":596.627,"body":"intention is with the client."},{"startTime":597.197,"endTime":599.897,"body":"And that to me has always"},{"startTime":597.197,"endTime":599.897,"body":"been the, my number one thing"},{"startTime":599.902,"endTime":600.977,"body":"in long term healthcare."},{"startTime":601.187,"endTime":603.857,"body":"And so carrying it over into"},{"startTime":601.187,"endTime":603.857,"body":"the probate space and talking"},{"startTime":603.857,"endTime":605.027,"body":"to attorneys is no different."},{"startTime":605.267,"endTime":608.513,"body":"My biggest thing has always"},{"startTime":605.267,"endTime":608.513,"body":"been the families and, the"},{"startTime":608.513,"endTime":609.693,"body":"loved one and the families."},{"startTime":609.863,"endTime":614.268,"body":"And I could never figure out"},{"startTime":609.863,"endTime":614.268,"body":"a way to bridge the, I know I"},{"startTime":614.268,"endTime":616.458,"body":"wanna help these families, but I"},{"startTime":614.268,"endTime":616.458,"body":"don't wanna feel like I'm coming"},{"startTime":616.458,"endTime":617.508,"body":"off as an ambulance chase."},{"startTime":617.599,"endTime":619.169,"body":"And I just couldn't get"},{"startTime":617.599,"endTime":619.169,"body":"that out of my head."},{"startTime":619.194,"endTime":620.184,"body":"As like, what can I do?"},{"startTime":620.184,"endTime":621.234,"body":"How can I get around that?"},{"startTime":621.234,"endTime":623.364,"body":"What's the easiest way so"},{"startTime":621.234,"endTime":623.364,"body":"that these families don't"},{"startTime":623.364,"endTime":626.373,"body":"think, And it wasn't until"},{"startTime":623.364,"endTime":626.373,"body":"I saw you guys and realized"},{"startTime":626.378,"endTime":628.412,"body":"that, you're leading with"},{"startTime":626.378,"endTime":628.412,"body":"the service portion of it."},{"startTime":628.412,"endTime":631.024,"body":"You're leading with the, we're"},{"startTime":628.412,"endTime":631.024,"body":"gonna provide a service to you"},{"startTime":631.029,"endTime":633.914,"body":"and then we'll earn our seat at"},{"startTime":631.029,"endTime":633.914,"body":"the table to have the discussion"},{"startTime":633.914,"endTime":634.724,"body":"about the real estate."},{"startTime":635.114,"endTime":636.524,"body":"And I think that basically, I."},{"startTime":636.894,"endTime":641.192,"body":"Kind of listening to John"},{"startTime":636.894,"endTime":641.192,"body":"Fraker just really brought"},{"startTime":641.192,"endTime":643.832,"body":"that home that when you're"},{"startTime":641.192,"endTime":643.832,"body":"talking to these people, I"},{"startTime":643.832,"endTime":646.472,"body":"mean, I know a couple attorneys,"},{"startTime":643.832,"endTime":646.472,"body":"quite frankly, who I wouldn't"},{"startTime":646.472,"endTime":648.482,"body":"talk to just because I know I"},{"startTime":646.472,"endTime":648.482,"body":"wouldn't wanna work with them."},{"startTime":648.537,"endTime":651.711,"body":"So when I go in and talk to"},{"startTime":648.537,"endTime":651.711,"body":"these attorneys, I'm hoping"},{"startTime":651.711,"endTime":654.586,"body":"that they're going to understand"},{"startTime":651.711,"endTime":654.586,"body":"that I am leading with service"},{"startTime":654.586,"endTime":658.006,"body":"and I want you to provide the"},{"startTime":654.586,"endTime":658.006,"body":"same service to my clients as I"},{"startTime":658.006,"endTime":659.416,"body":"would provide to your clients."},{"startTime":659.48,"endTime":661.09,"body":"That really hit home, not"},{"startTime":659.48,"endTime":661.09,"body":"that I didn't know it, but."},{"startTime":661.465,"endTime":663.505,"body":"That an actual attorneys"},{"startTime":661.465,"endTime":663.505,"body":"are actually looking at that"},{"startTime":663.505,"endTime":665.837,"body":"thinking, if this guy if I think"},{"startTime":663.505,"endTime":665.837,"body":"this guy's full of shit, he's"},{"startTime":665.837,"endTime":667.937,"body":"not gonna, he'll be out the door"},{"startTime":665.837,"endTime":667.937,"body":"in five minutes and I'll never"},{"startTime":667.937,"endTime":668.837,"body":"do business with him again."},{"startTime":669.407,"endTime":671.946,"body":"And that's, and that's something"},{"startTime":669.407,"endTime":671.946,"body":"that's prevalent throughout"},{"startTime":671.946,"endTime":674.4,"body":"but really what John it was and"},{"startTime":671.946,"endTime":674.4,"body":"that, that was really the thing."},{"startTime":674.471,"endTime":677.505,"body":"And then just, I guess when"},{"startTime":674.471,"endTime":677.505,"body":"you listen to the attorneys"},{"startTime":677.895,"endTime":680.145,"body":"and you do realize that they"},{"startTime":677.895,"endTime":680.145,"body":"are just regular people,"},{"startTime":680.145,"endTime":682.443,"body":"that they aren't, that they"},{"startTime":680.145,"endTime":682.443,"body":"that there is a certain way"},{"startTime":682.443,"endTime":684.123,"body":"they're professional and"},{"startTime":682.443,"endTime":684.123,"body":"if you approach them in a"},{"startTime":684.128,"endTime":686.647,"body":"professional way I I think"},{"startTime":684.128,"endTime":686.647,"body":"that you'll do okay and that's,"},{"startTime":686.797,"endTime":688.567,"body":"if I can say anything, that's"},{"startTime":686.797,"endTime":688.567,"body":"one thing that I would say."},{"startTime":688.567,"endTime":691.607,"body":"And that's what really hit home"},{"startTime":688.567,"endTime":691.607,"body":"with me with the EARN course."},{"startTime":692.017,"endTime":693.007,"body":"Indisputably."},{"startTime":693.012,"endTime":696.007,"body":"Every attorney, when they look"},{"startTime":693.012,"endTime":696.007,"body":"at the real estate industry,"},{"startTime":696.007,"endTime":699.127,"body":"investors or brokerage, neither"},{"startTime":696.007,"endTime":699.127,"body":"side is immune to this..."},{"startTime":699.557,"endTime":702.447,"body":"the lack of professionalism"},{"startTime":699.557,"endTime":702.447,"body":"and integrity is the biggest"},{"startTime":702.447,"endTime":705.537,"body":"challenge they have in finding"},{"startTime":702.447,"endTime":705.537,"body":"the right referral partners."},{"startTime":705.572,"endTime":709.559,"body":"But if you can offer the"},{"startTime":705.572,"endTime":709.559,"body":"same fiduciary level of"},{"startTime":709.564,"endTime":712.132,"body":"service then this is gonna"},{"startTime":709.564,"endTime":712.132,"body":"be easy for you because"},{"startTime":712.132,"endTime":713.542,"body":"they will quickly see that."},{"startTime":713.542,"endTime":717.392,"body":"Like less than 20% of the"},{"startTime":713.542,"endTime":717.392,"body":"industry will actually provide"},{"startTime":717.397,"endTime":720.272,"body":"service at that level where they"},{"startTime":717.397,"endTime":720.272,"body":"can really impress an attorney."},{"startTime":720.272,"endTime":722.102,"body":"That's why this can be so easy."},{"startTime":722.153,"endTime":725.296,"body":"A lot of folks approach"},{"startTime":722.153,"endTime":725.296,"body":"this too formal in their"},{"startTime":725.296,"endTime":728.476,"body":"initial introduction to the"},{"startTime":725.296,"endTime":728.476,"body":"attorney, so they blow it"},{"startTime":728.536,"endTime":731.309,"body":"because they're nervous and"},{"startTime":728.536,"endTime":731.309,"body":"they've put this attorney"},{"startTime":731.309,"endTime":735.058,"body":"up as, it's like they're a"},{"startTime":731.309,"endTime":735.058,"body":"God and they mess up there."},{"startTime":735.118,"endTime":738.238,"body":"The other place they mess up"},{"startTime":735.118,"endTime":738.238,"body":"is they just come in sloppily"},{"startTime":738.238,"endTime":741.088,"body":"doing business like most"},{"startTime":738.238,"endTime":741.088,"body":"real estate professionals do."},{"startTime":741.226,"endTime":744.076,"body":"They're not good with paperwork,"},{"startTime":741.226,"endTime":744.076,"body":"They're not good with follow up."},{"startTime":744.496,"endTime":747.007,"body":"They come in asking"},{"startTime":744.496,"endTime":747.007,"body":"before they offer value."},{"startTime":747.463,"endTime":751.123,"body":"It's not hard to reach the level"},{"startTime":747.463,"endTime":751.123,"body":"of professionalism required"},{"startTime":751.123,"endTime":754.693,"body":"to really impress an attorney,"},{"startTime":751.123,"endTime":754.693,"body":"but not very many people are"},{"startTime":754.693,"endTime":755.803,"body":"even going to attempt it."},{"startTime":755.893,"endTime":758.735,"body":"So that's what makes us"},{"startTime":755.893,"endTime":758.735,"body":"a relatively easy space."},{"startTime":758.793,"endTime":761.597,"body":"Cuz most people won't hold"},{"startTime":758.793,"endTime":761.597,"body":"themselves to a higher standard."},{"startTime":761.697,"endTime":763.767,"body":"And I've heard so many"},{"startTime":761.697,"endTime":763.767,"body":"people blame the attorneys."},{"startTime":763.767,"endTime":766.424,"body":"Oh, that attorney, you know,"},{"startTime":763.767,"endTime":766.424,"body":"I sent him referrals and he"},{"startTime":766.424,"endTime":767.894,"body":"never had sent me anything back."},{"startTime":767.997,"endTime":768.687,"body":"I wonder why."},{"startTime":769.249,"endTime":771.109,"body":"Like that's when you"},{"startTime":769.249,"endTime":771.109,"body":"look inward, not outward,"},{"startTime":771.409,"endTime":772.669,"body":"like he's not an asshole."},{"startTime":773.029,"endTime":775.669,"body":"He just doesn't know how to"},{"startTime":773.029,"endTime":775.669,"body":"tell you, Hey man, thanks"},{"startTime":775.669,"endTime":777.859,"body":"for the referrals, but you're"},{"startTime":775.669,"endTime":777.859,"body":"not professional enough"},{"startTime":777.864,"endTime":779.089,"body":"for me to send mine to you."},{"startTime":779.219,"endTime":781.753,"body":"And he should be a better"},{"startTime":779.219,"endTime":781.753,"body":"communicator and help you"},{"startTime":781.753,"endTime":784.107,"body":"improve if you've ever"},{"startTime":781.753,"endTime":784.107,"body":"been in that situation."},{"startTime":784.107,"endTime":786.687,"body":"But most of the time"},{"startTime":784.107,"endTime":786.687,"body":"when a referral partner"},{"startTime":786.687,"endTime":788.817,"body":"doesn't reciprocate, it's"},{"startTime":786.687,"endTime":788.817,"body":"because you're not living"},{"startTime":788.817,"endTime":789.957,"body":"up to their standards."},{"startTime":790.047,"endTime":793.527,"body":"And shame on them for not"},{"startTime":790.047,"endTime":793.527,"body":"communicating that to you,"},{"startTime":793.527,"endTime":794.757,"body":"cuz then you could improve."},{"startTime":794.877,"endTime":797.547,"body":"But I'm telling you, if"},{"startTime":794.877,"endTime":797.547,"body":"that's happened to you, hold"},{"startTime":797.577,"endTime":800.277,"body":"yourself accountable and"},{"startTime":797.577,"endTime":800.277,"body":"look inward, not outward, and"},{"startTime":800.277,"endTime":803.787,"body":"say, why is he not referring"},{"startTime":800.277,"endTime":803.787,"body":"people to me and improve."},{"startTime":803.877,"endTime":805.117,"body":"Raise your standard of service."},{"startTime":805.249,"endTime":805.669,"body":"Yep!"},{"startTime":806.087,"endTime":808.842,"body":"Let's talk about the next"},{"startTime":806.087,"endTime":808.842,"body":"quarter and the next year."},{"startTime":809.172,"endTime":810.912,"body":"Like, how do you see"},{"startTime":809.172,"endTime":810.912,"body":"this progressing?"},{"startTime":810.912,"endTime":813.222,"body":"What ideas do you think you'll"},{"startTime":810.912,"endTime":813.222,"body":"take from the course and"},{"startTime":813.227,"endTime":814.572,"body":"actually put the into play?"},{"startTime":814.641,"endTime":817.847,"body":"Well, I'm going to be"},{"startTime":814.641,"endTime":817.847,"body":"transitioning Out of my nine"},{"startTime":817.847,"endTime":821.707,"body":"to five job at the nursing"},{"startTime":817.847,"endTime":821.707,"body":"home because the responsibility"},{"startTime":821.707,"endTime":824.077,"body":"to be there and then do all"},{"startTime":821.707,"endTime":824.077,"body":"the other stuff that I need"},{"startTime":824.077,"endTime":826.357,"body":"to do in this whole space"},{"startTime":824.077,"endTime":826.357,"body":"has taken up a lot of time."},{"startTime":826.357,"endTime":830.251,"body":"So I guess what I'm looking,"},{"startTime":826.357,"endTime":830.251,"body":"what I'm trying to do would be,"},{"startTime":830.573,"endTime":833.453,"body":"I have to figure out a way to"},{"startTime":830.573,"endTime":833.453,"body":"organize and that's gonna be"},{"startTime":833.453,"endTime":836.588,"body":"my biggest thing is, organize"},{"startTime":833.453,"endTime":836.588,"body":"all that free time I'll now"},{"startTime":836.588,"endTime":838.718,"body":"have to making the phone calls."},{"startTime":838.718,"endTime":839.798,"body":"You got to make the phone calls."},{"startTime":839.798,"endTime":840.668,"body":"That's gonna be"},{"startTime":839.798,"endTime":840.668,"body":"the biggest thing."},{"startTime":840.718,"endTime":841.553,"body":"Make cold calls."},{"startTime":841.573,"endTime":842.356,"body":"I hear it all the time."},{"startTime":842.356,"endTime":844.301,"body":"The cold calling and the"},{"startTime":842.356,"endTime":844.301,"body":"marketing to the families is"},{"startTime":844.301,"endTime":845.481,"body":"difficult, but you gotta do it."},{"startTime":845.481,"endTime":846.321,"body":"There's no way around it."},{"startTime":846.321,"endTime":848.128,"body":"There's, I mean, I don't"},{"startTime":846.321,"endTime":848.128,"body":"personally think just"},{"startTime":848.128,"endTime":851.033,"body":"sending letters out will do"},{"startTime":848.128,"endTime":851.033,"body":"it if you don't follow up"},{"startTime":851.038,"endTime":853.439,"body":"on it you guys wouldn't be"},{"startTime":851.038,"endTime":853.439,"body":"teaching the way to do it."},{"startTime":853.504,"endTime":855.617,"body":"If it was easier just to"},{"startTime":853.504,"endTime":855.617,"body":"do it that way, everybody"},{"startTime":855.707,"endTime":856.157,"body":"would be doing it."},{"startTime":856.157,"endTime":860.029,"body":"So I'm gonna spend probably a"},{"startTime":856.157,"endTime":860.029,"body":"quarter of my time, at least on"},{"startTime":860.199,"endTime":863.632,"body":"the marketing the letters and"},{"startTime":860.199,"endTime":863.632,"body":"then the follow up phone calls."},{"startTime":863.67,"endTime":866.404,"body":"I'm also gonna be spending"},{"startTime":863.67,"endTime":866.404,"body":"time down at the courthouse."},{"startTime":866.404,"endTime":869.598,"body":"Part of, I guess Bill Gross's"},{"startTime":866.404,"endTime":869.598,"body":"portion of it where he explained"},{"startTime":869.603,"endTime":873.096,"body":"about how he became the probate"},{"startTime":869.603,"endTime":873.096,"body":"expert at where he's at."},{"startTime":873.096,"endTime":874.686,"body":"I don't know if I'll be spending"},{"startTime":873.096,"endTime":874.686,"body":"that much time down there."},{"startTime":874.686,"endTime":875.616,"body":"I don't like courthouses."},{"startTime":875.616,"endTime":877.833,"body":"I get a little bit nervous when"},{"startTime":875.616,"endTime":877.833,"body":"I'm around courthouses, but"},{"startTime":877.867,"endTime":879.247,"body":"I do want to kind of get..."},{"startTime":879.252,"endTime":881.887,"body":"it's orphans court here is"},{"startTime":879.252,"endTime":881.887,"body":"that handles the probate"},{"startTime":881.887,"endTime":884.436,"body":"in Arundel County where I'm"},{"startTime":881.887,"endTime":884.436,"body":"at, and I'm gonna get to"},{"startTime":884.436,"endTime":885.336,"body":"know the people down there."},{"startTime":885.336,"endTime":887.916,"body":"I'm gonna talk to the"},{"startTime":885.336,"endTime":887.916,"body":"attorneys and part of"},{"startTime":887.946,"endTime":889.356,"body":"the probate lists that I."},{"startTime":890.061,"endTime":892.352,"body":"Have a lot of times have"},{"startTime":890.061,"endTime":892.352,"body":"a lot of the attorneys."},{"startTime":892.412,"endTime":895.357,"body":"So I'm looking to see which"},{"startTime":892.412,"endTime":895.357,"body":"ones have two or three or four,"},{"startTime":895.537,"endTime":896.977,"body":"and I'm gonna market to them."},{"startTime":896.977,"endTime":899.072,"body":"I'm gonna call them, I'm"},{"startTime":896.977,"endTime":899.072,"body":"gonna show I'll set up a time"},{"startTime":899.072,"endTime":901.333,"body":"to talk to them whether it's"},{"startTime":899.072,"endTime":901.333,"body":"show up at their office or"},{"startTime":901.333,"endTime":902.233,"body":"a phone call I'll get on."},{"startTime":902.274,"endTime":904.547,"body":"There's plenty of webinars"},{"startTime":902.274,"endTime":904.547,"body":"and things that these guys do."},{"startTime":904.603,"endTime":907.077,"body":"So I would say between the"},{"startTime":904.603,"endTime":907.077,"body":"probate portion of it, it'll"},{"startTime":907.077,"endTime":911.686,"body":"be 50 50 for, 50% of the"},{"startTime":907.077,"endTime":911.686,"body":"attorneys, 50% of the families,"},{"startTime":911.896,"endTime":914.926,"body":"and then the other 50% of my"},{"startTime":911.896,"endTime":914.926,"body":"time will be spent with the"},{"startTime":914.926,"endTime":916.006,"body":"elder care portion of it."},{"startTime":916.246,"endTime":919.079,"body":"But again, that, that being"},{"startTime":916.246,"endTime":919.079,"body":"said, There's a lot of"},{"startTime":919.079,"endTime":920.806,"body":"elder care attorneys out"},{"startTime":919.079,"endTime":920.806,"body":"there and a lot of these"},{"startTime":920.806,"endTime":923.174,"body":"attorneys, I'm finding out"},{"startTime":920.806,"endTime":923.174,"body":"in these law firms they do"},{"startTime":923.174,"endTime":924.464,"body":"probate, they do elder care."},{"startTime":924.488,"endTime":925.718,"body":"They do it all in house."},{"startTime":925.718,"endTime":928.549,"body":"So they all have somebody that"},{"startTime":925.718,"endTime":928.549,"body":"does something within there."},{"startTime":928.731,"endTime":931.517,"body":"That's kind of in a nutshell,"},{"startTime":928.731,"endTime":931.517,"body":"like how I plan to do it."},{"startTime":931.517,"endTime":933.834,"body":"I wanna get into some of"},{"startTime":931.517,"endTime":933.834,"body":"these, like the assistant"},{"startTime":933.834,"endTime":936.714,"body":"livings and some of the groups"},{"startTime":933.834,"endTime":936.714,"body":"that I know go out and meet"},{"startTime":936.78,"endTime":939.086,"body":"and the social workers and"},{"startTime":936.78,"endTime":939.086,"body":"the people in the community."},{"startTime":939.103,"endTime":942.204,"body":"There's a lot of community"},{"startTime":939.103,"endTime":942.204,"body":"based things that go on"},{"startTime":942.204,"endTime":943.974,"body":"whether it's budsman program,"},{"startTime":942.204,"endTime":943.974,"body":"different, a lot of different"},{"startTime":943.974,"endTime":946.383,"body":"programs out there that we"},{"startTime":943.974,"endTime":946.383,"body":"can get our name out there in."},{"startTime":946.383,"endTime":948.063,"body":"So it's just gonna be,"},{"startTime":946.383,"endTime":948.063,"body":"it's just gonna be spend a"},{"startTime":948.063,"endTime":950.373,"body":"lot of time marketing and"},{"startTime":948.063,"endTime":950.373,"body":"getting our name out there."},{"startTime":950.373,"endTime":951.733,"body":"This is what our services are."},{"startTime":951.733,"endTime":953.557,"body":"But it's gonna be heavy"},{"startTime":951.733,"endTime":953.557,"body":"with the attorneys."},{"startTime":953.621,"endTime":956.732,"body":"And like I said, really focusing"},{"startTime":953.621,"endTime":956.732,"body":"though on the probate and"},{"startTime":956.732,"endTime":958.832,"body":"actually picking up the phone"},{"startTime":956.732,"endTime":958.832,"body":"and making the phone calls,"},{"startTime":958.832,"endTime":962.44,"body":"whether it's right now I have"},{"startTime":958.832,"endTime":962.44,"body":"it, I need to, I don't I'm not"},{"startTime":962.44,"endTime":965.02,"body":"really good with like, figuring"},{"startTime":962.44,"endTime":965.02,"body":"out how many phone calls do I"},{"startTime":965.02,"endTime":967.35,"body":"need to make to get a certain"},{"startTime":965.02,"endTime":967.35,"body":"amount of yesses or touches,"},{"startTime":967.374,"endTime":968.228,"body":"whatever you wanna call that."},{"startTime":968.228,"endTime":970.328,"body":"If I can talk to 50"},{"startTime":968.228,"endTime":970.328,"body":"people in seven days."},{"startTime":970.328,"endTime":973.392,"body":"But  I would think I'd have some"},{"startTime":970.328,"endTime":973.392,"body":"success if I'm actually able to"},{"startTime":973.392,"endTime":976.332,"body":"talk to a live person, whether"},{"startTime":973.392,"endTime":976.332,"body":"it's an attorney, whether it's"},{"startTime":976.36,"endTime":979.044,"body":"a family member, whether it's"},{"startTime":976.36,"endTime":979.044,"body":"a social worker, I should have"},{"startTime":979.044,"endTime":980.214,"body":"some sort of success with that."},{"startTime":980.258,"endTime":981.568,"body":"But this can be done anywhere."},{"startTime":981.818,"endTime":983.378,"body":"It can really be"},{"startTime":981.818,"endTime":983.378,"body":"done in any state."},{"startTime":983.378,"endTime":985.178,"body":"And I have connections"},{"startTime":983.378,"endTime":985.178,"body":"up in the Pennsylvania"},{"startTime":985.178,"endTime":986.288,"body":"area and New Jersey area."},{"startTime":986.498,"endTime":988.928,"body":"So once I learn it and get"},{"startTime":986.498,"endTime":988.928,"body":"good here, it's something I"},{"startTime":988.928,"endTime":989.988,"body":"can do pretty much anywhere."},{"startTime":990.253,"endTime":993.375,"body":"You're really taking the overall"},{"startTime":990.253,"endTime":993.375,"body":"probate mastery approach."},{"startTime":993.735,"endTime":996.915,"body":"I won't say it's 50 50, but"},{"startTime":993.735,"endTime":996.915,"body":"one approach is to market"},{"startTime":996.945,"endTime":999.315,"body":"direct to the personal"},{"startTime":996.945,"endTime":999.315,"body":"representatives and families."},{"startTime":999.355,"endTime":1001.245,"body":"The other is to build"},{"startTime":999.355,"endTime":1001.245,"body":"a referral network."},{"startTime":1001.438,"endTime":1003.898,"body":"Not so specifically that"},{"startTime":1001.438,"endTime":1003.898,"body":"it's just an attorney"},{"startTime":1003.903,"endTime":1004.918,"body":"referral network."},{"startTime":1004.988,"endTime":1007.751,"body":"In that course, that's where we"},{"startTime":1004.988,"endTime":1007.751,"body":"talk about nursing home, clean"},{"startTime":1007.751,"endTime":1011.227,"body":"out companies senior moving"},{"startTime":1007.751,"endTime":1011.227,"body":"companies, self storage, estate"},{"startTime":1011.227,"endTime":1014.318,"body":"sale companies, like getting"},{"startTime":1011.227,"endTime":1014.318,"body":"those people who have, care"},{"startTime":1014.318,"endTime":1017.921,"body":"managers, social workers, people"},{"startTime":1014.318,"endTime":1017.921,"body":"who have contact with families"},{"startTime":1017.926,"endTime":1020.961,"body":"first before a death occurs"},{"startTime":1017.926,"endTime":1020.961,"body":"or immediately after, before"},{"startTime":1020.961,"endTime":1022.161,"body":"they would ever file probate."},{"startTime":1022.701,"endTime":1025.63,"body":"In my experience personally"},{"startTime":1022.701,"endTime":1025.63,"body":"and in coaching thousands"},{"startTime":1025.63,"endTime":1029.134,"body":"of others, getting referrals"},{"startTime":1025.63,"endTime":1029.134,"body":"from your referral network"},{"startTime":1029.164,"endTime":1031.324,"body":"is way more rewarding."},{"startTime":1031.474,"endTime":1034.54,"body":"And the cash conversion"},{"startTime":1031.474,"endTime":1034.54,"body":"cycle is way shorter than"},{"startTime":1034.54,"endTime":1037.0,"body":"marketing directly to the"},{"startTime":1034.54,"endTime":1037.0,"body":"personal representatives."},{"startTime":1037.0,"endTime":1040.6,"body":"Now, the barrier to entry"},{"startTime":1037.0,"endTime":1040.6,"body":"for most people is usually"},{"startTime":1040.6,"endTime":1043.694,"body":"lower in direct marketing to"},{"startTime":1040.6,"endTime":1043.694,"body":"the personal representatives"},{"startTime":1043.694,"endTime":1047.264,"body":"because they don't have to have"},{"startTime":1043.694,"endTime":1047.264,"body":"so much mindset conditioning."},{"startTime":1047.354,"endTime":1050.038,"body":"They don't have to be confident"},{"startTime":1047.354,"endTime":1050.038,"body":"when approaching an attorney."},{"startTime":1050.038,"endTime":1052.307,"body":"They can still talk"},{"startTime":1050.038,"endTime":1052.307,"body":"to a family member."},{"startTime":1052.427,"endTime":1055.702,"body":"So that's why we certainly,"},{"startTime":1052.427,"endTime":1055.702,"body":"teach both sides, but..."},{"startTime":1056.332,"endTime":1058.94,"body":"One of the things I'm really"},{"startTime":1056.332,"endTime":1058.94,"body":"curious about is, a year,"},{"startTime":1058.97,"endTime":1061.82,"body":"18 months, two years from"},{"startTime":1058.97,"endTime":1061.82,"body":"now, how many people who go"},{"startTime":1061.82,"endTime":1064.82,"body":"through the EARN course will"},{"startTime":1061.82,"endTime":1064.82,"body":"even be sending direct mail"},{"startTime":1064.82,"endTime":1067.19,"body":"and reaching out directly"},{"startTime":1064.82,"endTime":1067.19,"body":"to the families anymore?"},{"startTime":1067.34,"endTime":1069.958,"body":"One of my paid coaching"},{"startTime":1067.34,"endTime":1069.958,"body":"students, he had closed over"},{"startTime":1069.958,"endTime":1072.908,"body":"a hundred transactions from"},{"startTime":1069.958,"endTime":1072.908,"body":"one attorney relationship."},{"startTime":1072.908,"endTime":1075.338,"body":"He ended up sitting the side of"},{"startTime":1072.908,"endTime":1075.338,"body":"a probate attorney at a wedding."},{"startTime":1075.338,"endTime":1078.948,"body":"He was a real estate broker,"},{"startTime":1075.338,"endTime":1078.948,"body":"and they hit it off and"},{"startTime":1078.948,"endTime":1081.598,"body":"over a 10 year period, he"},{"startTime":1078.948,"endTime":1081.598,"body":"gave him a hundred closings."},{"startTime":1081.613,"endTime":1084.463,"body":"Like a hundred closed"},{"startTime":1081.613,"endTime":1084.463,"body":"referrals, and it had been"},{"startTime":1084.463,"endTime":1086.923,"body":"two years since he had"},{"startTime":1084.463,"endTime":1086.923,"body":"gotten a referral from him."},{"startTime":1086.923,"endTime":1090.493,"body":"Somehow they lost touch"},{"startTime":1086.923,"endTime":1090.493,"body":"and Don just quit."},{"startTime":1090.643,"endTime":1092.113,"body":"He'd quit following up with him."},{"startTime":1092.173,"endTime":1094.8,"body":"He didn't ask him for"},{"startTime":1092.173,"endTime":1094.8,"body":"referrals and I was shocked."},{"startTime":1094.8,"endTime":1097.77,"body":"Don was willing to kill himself"},{"startTime":1094.8,"endTime":1097.77,"body":"and just hammer through the"},{"startTime":1097.77,"endTime":1100.594,"body":"phones and, and try to figure"},{"startTime":1097.77,"endTime":1100.594,"body":"out scripts and how to talk to"},{"startTime":1101.114,"endTime":1104.071,"body":"families when he already had the"},{"startTime":1101.114,"endTime":1104.071,"body":"golden goose, he had an attorney"},{"startTime":1104.071,"endTime":1105.271,"body":"referring him a study flow."},{"startTime":1105.271,"endTime":1107.821,"body":"And I'm like, Why don't you go"},{"startTime":1105.271,"endTime":1107.821,"body":"meet more attorneys like that?"},{"startTime":1107.938,"endTime":1111.496,"body":"So I'm really curious over"},{"startTime":1107.938,"endTime":1111.496,"body":"time if the conversation will"},{"startTime":1111.496,"endTime":1115.396,"body":"shift from working your ass"},{"startTime":1111.496,"endTime":1115.396,"body":"off Prospecting to families"},{"startTime":1115.396,"endTime":1117.976,"body":"who already are getting called"},{"startTime":1115.396,"endTime":1117.976,"body":"by people who are muddying the"},{"startTime":1117.976,"endTime":1120.061,"body":"water, making a selfish offer..."},{"startTime":1120.117,"endTime":1124.107,"body":"will we actually in turn see"},{"startTime":1120.117,"endTime":1124.107,"body":"more people doing the harder"},{"startTime":1124.107,"endTime":1128.337,"body":"work that it's, it takes less"},{"startTime":1124.107,"endTime":1128.337,"body":"work, but more preparation,"},{"startTime":1128.397,"endTime":1131.307,"body":"mainly mindset preparation of"},{"startTime":1128.397,"endTime":1131.307,"body":"actually getting the business"},{"startTime":1131.307,"endTime":1132.747,"body":"directly from the attorneys."},{"startTime":1133.182,"endTime":1136.632,"body":"Because you meet the bar, like"},{"startTime":1133.182,"endTime":1136.632,"body":"you, you have the professional"},{"startTime":1136.632,"endTime":1139.752,"body":"standards that the attorney"},{"startTime":1136.632,"endTime":1139.752,"body":"would agree to, to refer to you."},{"startTime":1140.262,"endTime":1142.479,"body":"So I'm curious and I'll"},{"startTime":1140.262,"endTime":1142.479,"body":"give you your numbers."},{"startTime":1142.552,"endTime":1144.802,"body":"Statistically, you need"},{"startTime":1142.552,"endTime":1144.802,"body":"to make 400 dials to"},{"startTime":1144.802,"endTime":1146.237,"body":"have 50 conversations."},{"startTime":1146.787,"endTime":1150.532,"body":"To make 400 dials you're gonna"},{"startTime":1146.787,"endTime":1150.532,"body":"have a pace with conversations"},{"startTime":1150.532,"endTime":1154.012,"body":"and voice mail, you'll have a"},{"startTime":1150.532,"endTime":1154.012,"body":"call rate of about 12 per hour."},{"startTime":1154.012,"endTime":1156.262,"body":"So you can do the math"},{"startTime":1154.012,"endTime":1156.262,"body":"in back end of that."},{"startTime":1156.352,"endTime":1159.502,"body":"That's how much work it takes"},{"startTime":1156.352,"endTime":1159.502,"body":"like you can absolutely make"},{"startTime":1159.507,"endTime":1163.029,"body":"seven figures in almost any"},{"startTime":1159.507,"endTime":1163.029,"body":"market in the country if you"},{"startTime":1163.029,"endTime":1166.148,"body":"just relentlessly pursue the"},{"startTime":1163.029,"endTime":1166.148,"body":"first contact with family."},{"startTime":1166.148,"endTime":1167.798,"body":"That's the hardest"},{"startTime":1166.148,"endTime":1167.798,"body":"thing is getting people"},{"startTime":1167.798,"endTime":1168.638,"body":"to answer the phone.."},{"startTime":1168.691,"endTime":1171.212,"body":"If you have a valuable"},{"startTime":1168.691,"endTime":1171.212,"body":"offer, you know, it's easy"},{"startTime":1171.212,"endTime":1173.972,"body":"once you make contact with"},{"startTime":1171.212,"endTime":1173.972,"body":"them, but making contact is"},{"startTime":1173.977,"endTime":1175.232,"body":"getting harder and harder."},{"startTime":1175.367,"endTime":1177.527,"body":"A lot of those folks, once"},{"startTime":1175.367,"endTime":1177.527,"body":"they've proven to them"},{"startTime":1177.557,"endTime":1180.617,"body":"themselves, once that they can"},{"startTime":1177.557,"endTime":1180.617,"body":"walk into an attorney's office"},{"startTime":1180.617,"endTime":1182.627,"body":"completely cold and uninvited."},{"startTime":1182.763,"endTime":1186.033,"body":"And offer one of the ideas that"},{"startTime":1182.763,"endTime":1186.033,"body":"we share in the EARN course."},{"startTime":1186.109,"endTime":1188.629,"body":"They don't go back, they"},{"startTime":1186.109,"endTime":1188.629,"body":"cancel their leads or quit"},{"startTime":1188.629,"endTime":1191.269,"body":"gathering 'em at the courthouse"},{"startTime":1188.629,"endTime":1191.269,"body":"and they just get fed off"},{"startTime":1191.269,"endTime":1192.409,"body":"of the attorney referrals."},{"startTime":1192.473,"endTime":1193.803,"body":"And frankly, that's my goal."},{"startTime":1193.803,"endTime":1196.019,"body":"That's why I think the"},{"startTime":1193.803,"endTime":1196.019,"body":"course needed to be released."},{"startTime":1196.327,"endTime":1199.983,"body":"I'm very bearish on the"},{"startTime":1196.327,"endTime":1199.983,"body":"economics right now, globally."},{"startTime":1200.05,"endTime":1203.485,"body":"We're heading into a shifting"},{"startTime":1200.05,"endTime":1203.485,"body":"market and it's expensive to"},{"startTime":1203.485,"endTime":1205.235,"body":"run campaigns to the families."},{"startTime":1205.44,"endTime":1208.318,"body":"Where if you're actually"},{"startTime":1205.44,"endTime":1208.318,"body":"building your attorney referral"},{"startTime":1208.318,"endTime":1210.398,"body":"network, there's almost no cost."},{"startTime":1210.398,"endTime":1212.885,"body":"It's literally just you"},{"startTime":1210.398,"endTime":1212.885,"body":"you invest in a course"},{"startTime":1212.885,"endTime":1213.935,"body":"to educate yourself."},{"startTime":1213.935,"endTime":1216.765,"body":"You invest some time into"},{"startTime":1213.935,"endTime":1216.765,"body":"reading, listening to podcasts"},{"startTime":1216.785,"endTime":1219.335,"body":"to build confidence and"},{"startTime":1216.785,"endTime":1219.335,"body":"have a really strong offer."},{"startTime":1219.438,"endTime":1220.638,"body":"Then you just approach them."},{"startTime":1220.738,"endTime":1223.708,"body":"But there's no ongoing"},{"startTime":1220.738,"endTime":1223.708,"body":"expense that just eats you"},{"startTime":1223.708,"endTime":1225.898,"body":"up, especially if you have"},{"startTime":1223.708,"endTime":1225.898,"body":"a couple of months where"},{"startTime":1225.898,"endTime":1226.948,"body":"there aren't any closings."},{"startTime":1227.019,"endTime":1229.929,"body":"We've got sellers who are"},{"startTime":1227.019,"endTime":1229.929,"body":"still clinging to paper equity."},{"startTime":1230.245,"endTime":1233.41,"body":"And we've got buyers who are too"},{"startTime":1230.245,"endTime":1233.41,"body":"damn cautious to pay that price."},{"startTime":1233.41,"endTime":1235.726,"body":"So we've got this, a"},{"startTime":1233.41,"endTime":1235.726,"body":"market going stagnant."},{"startTime":1235.838,"endTime":1238.388,"body":"So if you're struggling in"},{"startTime":1235.838,"endTime":1238.388,"body":"real estate and you're like,"},{"startTime":1238.418,"endTime":1241.09,"body":"I just need something, I"},{"startTime":1238.418,"endTime":1241.09,"body":"gotta do something like EARN."},{"startTime":1241.09,"endTime":1242.05,"body":"That was the intent."},{"startTime":1242.05,"endTime":1245.5,"body":"Like it was timed based on"},{"startTime":1242.05,"endTime":1245.5,"body":"the market conditions I see."},{"startTime":1245.98,"endTime":1250.581,"body":"I believe over time each student"},{"startTime":1245.98,"endTime":1250.581,"body":"of EARN can earn more business"},{"startTime":1250.581,"endTime":1253.011,"body":"from the attorney side than"},{"startTime":1250.581,"endTime":1253.011,"body":"they can from their direct"},{"startTime":1253.011,"endTime":1254.511,"body":"marketing to the family side."},{"startTime":1254.881,"endTime":1256.621,"body":"And I believe that they"},{"startTime":1254.881,"endTime":1256.621,"body":"can do it with a much"},{"startTime":1256.621,"endTime":1257.941,"body":"lower expense ratio."},{"startTime":1258.033,"endTime":1261.401,"body":"I want it to make attorneys"},{"startTime":1258.033,"endTime":1261.401,"body":"less intimidating, So more"},{"startTime":1261.531,"endTime":1264.261,"body":"real estate professionals are"},{"startTime":1261.531,"endTime":1264.261,"body":"willing to put themselves out"},{"startTime":1264.261,"endTime":1268.152,"body":"there as a valuable partner"},{"startTime":1264.261,"endTime":1268.152,"body":"and then in return realize I"},{"startTime":1268.152,"endTime":1271.662,"body":"don't need to spend $1,500 a"},{"startTime":1268.152,"endTime":1271.662,"body":"month on a website and a text"},{"startTime":1271.662,"endTime":1273.312,"body":"message platform, an email..."},{"startTime":1273.367,"endTime":1277.047,"body":"all you need to do is have"},{"startTime":1273.367,"endTime":1277.047,"body":"good rapport with the families."},{"startTime":1277.187,"endTime":1279.467,"body":"And the easiest way I've"},{"startTime":1277.187,"endTime":1279.467,"body":"found to get that is by"},{"startTime":1279.467,"endTime":1281.927,"body":"the attorney saying, Hey,"},{"startTime":1279.467,"endTime":1281.927,"body":"Chad knows this shit."},{"startTime":1281.957,"endTime":1282.557,"body":"Call this guy."},{"startTime":1282.742,"endTime":1285.052,"body":"It doesn't get any easier"},{"startTime":1282.742,"endTime":1285.052,"body":"than that with the family."},{"startTime":1285.052,"endTime":1287.429,"body":"If you have a referral from"},{"startTime":1285.052,"endTime":1287.429,"body":"an attorney, that stuff"},{"startTime":1287.429,"endTime":1289.289,"body":"doesn't even matter cuz"},{"startTime":1287.429,"endTime":1289.289,"body":"they already trust you."},{"startTime":1289.289,"endTime":1291.329,"body":"Like it transfers"},{"startTime":1289.289,"endTime":1291.329,"body":"through the referral."},{"startTime":1291.793,"endTime":1292.453,"body":"I agree with you."},{"startTime":1292.453,"endTime":1295.223,"body":"I think that it's definitely,"},{"startTime":1292.453,"endTime":1295.223,"body":"it's always gonna be, obviously"},{"startTime":1295.223,"endTime":1297.953,"body":"easier if you have inbound"},{"startTime":1295.223,"endTime":1297.953,"body":"referrals because you're coming"},{"startTime":1297.953,"endTime":1300.113,"body":"from a place of trust if they're"},{"startTime":1297.953,"endTime":1300.113,"body":"referring you, as opposed to"},{"startTime":1300.353,"endTime":1301.673,"body":"having to initially build that."},{"startTime":1301.726,"endTime":1304.314,"body":"And that's why I think, when I"},{"startTime":1301.726,"endTime":1304.314,"body":"was talking about the long-term"},{"startTime":1304.314,"endTime":1306.534,"body":"care, transitioning, that's"},{"startTime":1304.314,"endTime":1306.534,"body":"basically the same thing."},{"startTime":1306.584,"endTime":1308.804,"body":"You're gonna be asking"},{"startTime":1306.584,"endTime":1308.804,"body":"all these people out there"},{"startTime":1308.834,"endTime":1311.665,"body":"in the community to be"},{"startTime":1308.834,"endTime":1311.665,"body":"referring you to the family."},{"startTime":1311.665,"endTime":1312.985,"body":"So they're gonna"},{"startTime":1311.665,"endTime":1312.985,"body":"have to trust you."},{"startTime":1313.014,"endTime":1316.024,"body":"If you get referrals from them,"},{"startTime":1313.014,"endTime":1316.024,"body":"it's gonna be a lot easier"},{"startTime":1316.024,"endTime":1318.227,"body":"to have them call up and say,"},{"startTime":1316.024,"endTime":1318.227,"body":"\"Hey, can you go see Mrs."},{"startTime":1318.227,"endTime":1320.357,"body":"Jones over there at 1 23"},{"startTime":1318.227,"endTime":1320.357,"body":"Main Street because she's"},{"startTime":1320.357,"endTime":1321.377,"body":"gonna have a situation."},{"startTime":1321.497,"endTime":1323.737,"body":"I need you to go handle it"},{"startTime":1321.497,"endTime":1323.737,"body":"in this way,\" cause they"},{"startTime":1323.957,"endTime":1324.887,"body":"already trust the attorney."},{"startTime":1324.887,"endTime":1326.507,"body":"I'm gonna assume if they're"},{"startTime":1324.887,"endTime":1326.507,"body":"using the attorney, that they"},{"startTime":1326.507,"endTime":1328.661,"body":"probably have some sort of"},{"startTime":1326.507,"endTime":1328.661,"body":"trust already built in there."},{"startTime":1328.726,"endTime":1329.296,"body":"You know what I mean?"},{"startTime":1329.296,"endTime":1331.066,"body":"Same thing with the social"},{"startTime":1329.296,"endTime":1331.066,"body":"worker in her community who's"},{"startTime":1331.066,"endTime":1333.823,"body":"referring us because, they help"},{"startTime":1331.066,"endTime":1333.823,"body":"mom out and put her somewhere"},{"startTime":1333.823,"endTime":1334.753,"body":"now that you need help."},{"startTime":1334.79,"endTime":1335.95,"body":"It's basically the same premise."},{"startTime":1335.95,"endTime":1337.817,"body":"So now I absolutely agree"},{"startTime":1335.95,"endTime":1337.817,"body":"and I don't wanna be"},{"startTime":1337.817,"endTime":1340.194,"body":"spending hours and hours"},{"startTime":1337.817,"endTime":1340.194,"body":"on the phone cold calling,"},{"startTime":1340.249,"endTime":1342.419,"body":"so I think that probably in"},{"startTime":1340.249,"endTime":1342.419,"body":"six months, you're right."},{"startTime":1342.419,"endTime":1344.982,"body":"I think probably six months"},{"startTime":1342.419,"endTime":1344.982,"body":"from now, the conversation"},{"startTime":1344.982,"endTime":1347.532,"body":"will be different in where"},{"startTime":1344.982,"endTime":1347.532,"body":"wherever I got whatever success"},{"startTime":1347.532,"endTime":1349.902,"body":"I have, I think it's a lot"},{"startTime":1347.532,"endTime":1349.902,"body":"more of it will be built off"},{"startTime":1349.902,"endTime":1355.025,"body":"of the referral portion of"},{"startTime":1349.902,"endTime":1355.025,"body":"it than the direct calling of"},{"startTime":1355.025,"endTime":1356.745,"body":"the families from the probate."},{"startTime":1357.564,"endTime":1357.834,"body":"Yep."},{"startTime":1357.843,"endTime":1359.991,"body":"I wanna be clear too, for"},{"startTime":1357.843,"endTime":1359.991,"body":"anyone who's just getting"},{"startTime":1359.991,"endTime":1362.592,"body":"started that doesn't have"},{"startTime":1359.991,"endTime":1362.592,"body":"momentum in this space."},{"startTime":1362.592,"endTime":1365.472,"body":"If you really want to own this"},{"startTime":1362.592,"endTime":1365.472,"body":"niche, you should be doing both."},{"startTime":1365.665,"endTime":1368.815,"body":"You should be busting your ass,"},{"startTime":1365.665,"endTime":1368.815,"body":"sending direct mail, following"},{"startTime":1368.82,"endTime":1371.515,"body":"every letter with a phone call,"},{"startTime":1368.82,"endTime":1371.515,"body":"and another phone call, and"},{"startTime":1371.515,"endTime":1374.695,"body":"another phone call until you've"},{"startTime":1371.515,"endTime":1374.695,"body":"spoken to everyone on the list."},{"startTime":1374.952,"endTime":1377.832,"body":"If you are hitting your income"},{"startTime":1374.952,"endTime":1377.832,"body":"goals and you're living the"},{"startTime":1377.832,"endTime":1381.642,"body":"lifestyle you want, I would"},{"startTime":1377.832,"endTime":1381.642,"body":"encourage you to move toward."},{"startTime":1381.709,"endTime":1384.379,"body":"The way I look at it is"},{"startTime":1381.709,"endTime":1384.379,"body":"prospecting to families."},{"startTime":1384.379,"endTime":1386.119,"body":"You're unemployed every 30 days."},{"startTime":1386.119,"endTime":1387.439,"body":"You have to start over, right?"},{"startTime":1387.552,"endTime":1389.742,"body":"Where with an attorney,"},{"startTime":1387.552,"endTime":1389.742,"body":"you can impress him or"},{"startTime":1389.742,"endTime":1393.352,"body":"her one time and create an"},{"startTime":1389.742,"endTime":1393.352,"body":"evergreen source of business."},{"startTime":1393.418,"endTime":1395.998,"body":"What I'll say is, if you're"},{"startTime":1393.418,"endTime":1395.998,"body":"new in this, you should"},{"startTime":1396.003,"endTime":1399.378,"body":"absolutely go earn your"},{"startTime":1396.003,"endTime":1399.378,"body":"stripes, prospect your butt off."},{"startTime":1399.378,"endTime":1401.238,"body":"Talk to these families,"},{"startTime":1399.378,"endTime":1401.238,"body":"listen to them."},{"startTime":1401.238,"endTime":1404.028,"body":"Have them cry on your shoulder"},{"startTime":1401.238,"endTime":1404.028,"body":"in the initial appointment"},{"startTime":1404.568,"endTime":1407.088,"body":"so you can really be"},{"startTime":1404.568,"endTime":1407.088,"body":"empathetic to their position."},{"startTime":1407.598,"endTime":1409.008,"body":"As soon as you can."},{"startTime":1409.068,"endTime":1412.005,"body":"Build the confidence to approach"},{"startTime":1409.068,"endTime":1412.005,"body":"attorneys and build a and"},{"startTime":1412.005,"endTime":1413.805,"body":"build your pipeline from that."},{"startTime":1414.285,"endTime":1417.137,"body":"Working with families is"},{"startTime":1414.285,"endTime":1417.137,"body":"invaluable if you're going to"},{"startTime":1417.142,"endTime":1418.787,"body":"own this space in your market."},{"startTime":1418.91,"endTime":1421.16,"body":"But working with"},{"startTime":1418.91,"endTime":1421.16,"body":"attorneys is where you"},{"startTime":1421.16,"endTime":1422.42,"body":"become a business owner."},{"startTime":1422.714,"endTime":1424.954,"body":"\" Prospecting to families"},{"startTime":1422.714,"endTime":1424.954,"body":"is self employment."},{"startTime":1425.614,"endTime":1428.284,"body":"Building a referral network"},{"startTime":1425.614,"endTime":1428.284,"body":"and getting inbound leads"},{"startTime":1428.284,"endTime":1429.634,"body":"is being a business owner."},{"startTime":1430.174,"endTime":1432.904,"body":"And eventually that will lead"},{"startTime":1430.174,"endTime":1432.904,"body":"you to being an investor where"},{"startTime":1432.904,"endTime":1435.694,"body":"you can actually sell that"},{"startTime":1432.904,"endTime":1435.694,"body":"as an asset because it's that"},{"startTime":1435.694,"endTime":1436.894,"body":"valuable in the community."},{"startTime":1437.344,"endTime":1440.134,"body":"You can step out passively,"},{"startTime":1437.344,"endTime":1440.134,"body":"invest, go travel the"},{"startTime":1440.134,"endTime":1441.394,"body":"world, do whatever you want."},{"startTime":1441.904,"endTime":1444.09,"body":"But I just wanna be clear"},{"startTime":1441.904,"endTime":1444.09,"body":"in that you're one of"},{"startTime":1444.09,"endTime":1446.07,"body":"those people saying, What"},{"startTime":1444.09,"endTime":1446.07,"body":"the hell, I've heard this"},{"startTime":1446.07,"endTime":1448.53,"body":"guy talk about prospecting"},{"startTime":1446.07,"endTime":1448.53,"body":"the families for years."},{"startTime":1449.265,"endTime":1451.005,"body":"If you're in the"},{"startTime":1449.265,"endTime":1451.005,"body":"beginning, do it."},{"startTime":1451.035,"endTime":1453.165,"body":"I want you to bust your ass,"},{"startTime":1451.035,"endTime":1453.165,"body":"cuz I want, I need you to"},{"startTime":1453.165,"endTime":1456.795,"body":"feel that pain to understand"},{"startTime":1453.165,"endTime":1456.795,"body":"the value of an inbound"},{"startTime":1456.795,"endTime":1457.995,"body":"referral from an attorney."},{"startTime":1458.055,"endTime":1460.049,"body":"Like, just how great that is."},{"startTime":1460.054,"endTime":1460.398,"body":"Right?"},{"startTime":1460.398,"endTime":1462.455,"body":"We all had to get on"},{"startTime":1460.398,"endTime":1462.455,"body":"the phones and hammer"},{"startTime":1462.455,"endTime":1463.265,"body":"when we didn't want to."},{"startTime":1463.875,"endTime":1466.365,"body":"And I think that's an"},{"startTime":1463.875,"endTime":1466.365,"body":"extremely valuable experience."},{"startTime":1466.365,"endTime":1470.025,"body":"But for me in trying to help"},{"startTime":1466.365,"endTime":1470.025,"body":"each person in this community"},{"startTime":1470.025,"endTime":1472.545,"body":"work less, earn more, and do"},{"startTime":1470.025,"endTime":1472.545,"body":"good in their communities,"},{"startTime":1473.085,"endTime":1476.445,"body":"you need to kind of start"},{"startTime":1473.085,"endTime":1476.445,"body":"with the families and move"},{"startTime":1476.505,"endTime":1479.325,"body":"ultimately, through to"},{"startTime":1476.505,"endTime":1479.325,"body":"building a referral network."},{"startTime":1479.685,"endTime":1480.315,"body":"And attorneys."},{"startTime":1480.345,"endTime":1483.075,"body":"You can get referrals from"},{"startTime":1480.345,"endTime":1483.075,"body":"nursing home, social workers,"},{"startTime":1483.075,"endTime":1488.131,"body":"CPAs, RAs, but the most steady"},{"startTime":1483.075,"endTime":1488.131,"body":"flow of consistent referrals"},{"startTime":1488.136,"endTime":1490.266,"body":"will come from estate attorneys."},{"startTime":1491.326,"endTime":1493.666,"body":"So anyways, just wanted"},{"startTime":1491.326,"endTime":1493.666,"body":"to be clear in that I"},{"startTime":1493.666,"endTime":1496.356,"body":"still support anyone who's"},{"startTime":1493.666,"endTime":1496.356,"body":"prospecting families."},{"startTime":1496.636,"endTime":1499.876,"body":"Just know you're working"},{"startTime":1496.636,"endTime":1499.876,"body":"harder than you will be"},{"startTime":1499.936,"endTime":1502.366,"body":"when you actually get the"},{"startTime":1499.936,"endTime":1502.366,"body":"attorney network in place."},{"startTime":1502.366,"endTime":1504.116,"body":"You're working a lot"},{"startTime":1502.366,"endTime":1504.116,"body":"harder than you have to."},{"startTime":1504.526,"endTime":1507.158,"body":"Gerry, I've kept you"},{"startTime":1504.526,"endTime":1507.158,"body":"for almost an hour."},{"startTime":1507.158,"endTime":1509.658,"body":"Any advice you would like to"},{"startTime":1507.158,"endTime":1509.658,"body":"leave for anyone who's thinking"},{"startTime":1509.658,"endTime":1512.448,"body":"of take purchasing the course"},{"startTime":1509.658,"endTime":1512.448,"body":"or anyone who's purchased it and"},{"startTime":1512.448,"endTime":1513.498,"body":"hasn't done anything with it."},{"startTime":1513.525,"endTime":1517.249,"body":"And then just any advice"},{"startTime":1513.525,"endTime":1517.249,"body":"you'd like to part with any"},{"startTime":1517.249,"endTime":1519.019,"body":"closing ideas or remarks?"},{"startTime":1519.536,"endTime":1521.216,"body":"Well, yeah, I mean,"},{"startTime":1519.536,"endTime":1521.216,"body":"I think that, well,"},{"startTime":1521.216,"endTime":1522.66,"body":"obviously if you purchased."},{"startTime":1523.25,"endTime":1524.33,"body":"And you haven't finished it."},{"startTime":1524.73,"endTime":1526.759,"body":"I don't think there's a whole"},{"startTime":1524.73,"endTime":1526.759,"body":"lot needs to be said about that."},{"startTime":1526.759,"endTime":1528.854,"body":"I mean, you spent the money now"},{"startTime":1526.759,"endTime":1528.854,"body":"you obviously are going to want"},{"startTime":1528.854,"endTime":1530.26,"body":"to invest your time into it."},{"startTime":1530.32,"endTime":1533.126,"body":"To Me it was a very, it was"},{"startTime":1530.32,"endTime":1533.126,"body":"a very how did I put this"},{"startTime":1533.966,"endTime":1536.32,"body":"user friendly course, I"},{"startTime":1533.966,"endTime":1536.32,"body":"mean, with marketing to the"},{"startTime":1536.32,"endTime":1539.1,"body":"attorneys and the software"},{"startTime":1536.32,"endTime":1539.1,"body":"that you've come up with."},{"startTime":1539.1,"endTime":1541.753,"body":"I think that, that's a,"},{"startTime":1539.1,"endTime":1541.753,"body":"that is gonna be a great,"},{"startTime":1541.813,"endTime":1543.733,"body":"I think for me, that's"},{"startTime":1541.813,"endTime":1543.733,"body":"gonna be a great tool."},{"startTime":1543.943,"endTime":1545.683,"body":"That is going to"},{"startTime":1543.943,"endTime":1545.683,"body":"be a great tool."},{"startTime":1545.863,"endTime":1547.753,"body":"It's part of, what you paid for."},{"startTime":1547.773,"endTime":1548.962,"body":"You can work with this company."},{"startTime":1548.962,"endTime":1549.802,"body":"I mentioned it."},{"startTime":1549.852,"endTime":1552.263,"body":"Well, I said to you, Chad,"},{"startTime":1549.852,"endTime":1552.263,"body":"about the one attorney that"},{"startTime":1552.263,"endTime":1554.846,"body":"has the elder care and the"},{"startTime":1552.263,"endTime":1554.846,"body":"she does the whole gambit."},{"startTime":1554.882,"endTime":1557.119,"body":"And  said to her, I'm gonna"},{"startTime":1554.882,"endTime":1557.119,"body":"learn a little bit more about"},{"startTime":1557.124,"endTime":1558.449,"body":"this before I present it to you."},{"startTime":1558.449,"endTime":1560.14,"body":"But it's something that"},{"startTime":1558.449,"endTime":1560.14,"body":"I think that is...."},{"startTime":1560.32,"endTime":1561.28,"body":"and she had never heard of."},{"startTime":1561.28,"endTime":1562.27,"body":"It doesn't know what it is."},{"startTime":1562.27,"endTime":1564.25,"body":"So it's gonna be something I"},{"startTime":1562.27,"endTime":1564.25,"body":"think that when you walk in,"},{"startTime":1564.255,"endTime":1566.582,"body":"if you can present this  to"},{"startTime":1564.255,"endTime":1566.582,"body":"an attorney and you know"},{"startTime":1566.582,"endTime":1568.758,"body":"what you're doing and you"},{"startTime":1566.582,"endTime":1568.758,"body":"can explain it properly, it's"},{"startTime":1568.758,"endTime":1570.178,"body":"almost a no brainer to me."},{"startTime":1570.388,"endTime":1572.783,"body":"I would think as an attorney,"},{"startTime":1570.388,"endTime":1572.783,"body":"if you're gonna sit there"},{"startTime":1572.783,"endTime":1574.996,"body":"and tell me, you're gonna"},{"startTime":1572.783,"endTime":1574.996,"body":"present me with a client and"},{"startTime":1574.996,"endTime":1576.873,"body":"they're gonna have all this"},{"startTime":1574.996,"endTime":1576.873,"body":"stuff when they walk in the"},{"startTime":1576.873,"endTime":1578.443,"body":"door basically or beforehand?"},{"startTime":1578.903,"endTime":1580.973,"body":"If you do nothing else"},{"startTime":1578.903,"endTime":1580.973,"body":"from that, from the course,"},{"startTime":1580.973,"endTime":1583.169,"body":"that's what I would I would"},{"startTime":1580.973,"endTime":1583.169,"body":"recommend you learn that"},{"startTime":1583.169,"endTime":1586.529,"body":"part of it, understand it,"},{"startTime":1583.169,"endTime":1586.529,"body":"enroll, do it yourself."},{"startTime":1586.596,"endTime":1589.438,"body":"And then that's a tool that"},{"startTime":1586.596,"endTime":1589.438,"body":"you can walk in confidently"},{"startTime":1589.438,"endTime":1591.418,"body":"in any attorney's office"},{"startTime":1589.438,"endTime":1591.418,"body":"if you have that and you"},{"startTime":1591.418,"endTime":1592.528,"body":"understand how to use it."},{"startTime":1593.008,"endTime":1593.848,"body":"That gets you in the door."},{"startTime":1594.568,"endTime":1598.228,"body":"What he's talking about guys"},{"startTime":1594.568,"endTime":1598.228,"body":"is, so we have, we've integrated"},{"startTime":1598.378,"endTime":1600.309,"body":"software into the course price."},{"startTime":1600.314,"endTime":1603.598,"body":"So by taking the course, you'll"},{"startTime":1600.314,"endTime":1603.598,"body":"get a predesigned campaign."},{"startTime":1604.258,"endTime":1607.9,"body":"The idea is to send the early"},{"startTime":1604.258,"endTime":1607.9,"body":"first touch direct mail piece."},{"startTime":1608.405,"endTime":1609.995,"body":"Not bringing up"},{"startTime":1608.405,"endTime":1609.995,"body":"real estate at all."},{"startTime":1610.085,"endTime":1612.281,"body":"Not disclosing that's"},{"startTime":1610.085,"endTime":1612.281,"body":"what you're after."},{"startTime":1612.351,"endTime":1615.591,"body":"It's simply, Hey, we're sorry to"},{"startTime":1612.351,"endTime":1615.591,"body":"hear what you're going through."},{"startTime":1615.591,"endTime":1617.001,"body":"We know how tough that is."},{"startTime":1617.091,"endTime":1619.491,"body":"In fact, we know so well"},{"startTime":1617.091,"endTime":1619.491,"body":"that we actually have built"},{"startTime":1619.491,"endTime":1622.528,"body":"a software tool we provide"},{"startTime":1619.491,"endTime":1622.528,"body":"free as part of our social"},{"startTime":1622.528,"endTime":1623.818,"body":"enterprise and the community."},{"startTime":1624.235,"endTime":1626.875,"body":"In order to get free"},{"startTime":1624.235,"endTime":1626.875,"body":"software, please call us."},{"startTime":1626.875,"endTime":1631.596,"body":"And the whole idea there is"},{"startTime":1626.875,"endTime":1631.596,"body":"to have a very, Low pressure,"},{"startTime":1631.596,"endTime":1635.648,"body":"unintrusive, touch of value"},{"startTime":1631.596,"endTime":1635.648,"body":"in the mailbox no matter how"},{"startTime":1635.648,"endTime":1638.141,"body":"soon, how recent the death was."},{"startTime":1638.455,"endTime":1641.405,"body":"They call you to get"},{"startTime":1638.455,"endTime":1641.405,"body":"set up as the admin."},{"startTime":1641.405,"endTime":1644.776,"body":"And then you will actually"},{"startTime":1641.405,"endTime":1644.776,"body":"pay we've negotiated so"},{"startTime":1644.776,"endTime":1647.716,"body":"you can actually, per"},{"startTime":1644.776,"endTime":1647.716,"body":"license is only $85."},{"startTime":1647.926,"endTime":1650.686,"body":"Everyone else in the the"},{"startTime":1647.926,"endTime":1650.686,"body":"world has to pay $199"},{"startTime":1650.686,"endTime":1651.706,"body":"for the same software."},{"startTime":1652.073,"endTime":1654.513,"body":"In addition to that, as a"},{"startTime":1652.073,"endTime":1654.513,"body":"student of the course, you're"},{"startTime":1654.513,"endTime":1657.272,"body":"actually built into the"},{"startTime":1654.513,"endTime":1657.272,"body":"software, into their database"},{"startTime":1657.292,"endTime":1658.852,"body":"of professional providers."},{"startTime":1658.852,"endTime":1661.984,"body":"So when a family who is looking"},{"startTime":1658.852,"endTime":1661.984,"body":"for a tool signs up for that"},{"startTime":1661.984,"endTime":1664.886,"body":"software, you will have an"},{"startTime":1661.984,"endTime":1664.886,"body":"exclusive right to be in"},{"startTime":1664.886,"endTime":1666.746,"body":"there and in that zip code."},{"startTime":1666.746,"endTime":1669.746,"body":"So when they get to a certain"},{"startTime":1666.746,"endTime":1669.746,"body":"place in a checklist, it'll say,"},{"startTime":1669.806,"endTime":1672.656,"body":"Be sure to check in with your"},{"startTime":1669.806,"endTime":1672.656,"body":"probate expert and your name and"},{"startTime":1672.656,"endTime":1673.916,"body":"information will be in there."},{"startTime":1673.921,"endTime":1676.665,"body":"So, What we're talking about"},{"startTime":1673.921,"endTime":1676.665,"body":"is the combination of the"},{"speaker":"concept","startTime":1676.665,"endTime":1680.165,"body":"the direct mail piece"},{"speaker":"concept","startTime":1676.665,"endTime":1680.165,"body":"that's specifically written"},{"speaker":"concept","startTime":1680.175,"endTime":1683.295,"body":"to elicit a quick inbound"},{"speaker":"concept","startTime":1680.175,"endTime":1683.295,"body":"response to get them set up"},{"speaker":"concept","startTime":1683.295,"endTime":1686.262,"body":"with a free trial, and then"},{"speaker":"concept","startTime":1683.295,"endTime":1686.262,"body":"the ability for you to actually"},{"speaker":"concept","startTime":1686.262,"endTime":1689.788,"body":"see inside of the estate"},{"speaker":"concept","startTime":1686.262,"endTime":1689.788,"body":"and literally just put your"},{"speaker":"concept","startTime":1689.788,"endTime":1691.228,"body":"attorney's email address in."},{"speaker":"concept","startTime":1691.323,"endTime":1693.95,"body":"And give them, By simply"},{"speaker":"concept","startTime":1691.323,"endTime":1693.95,"body":"putting in their email"},{"speaker":"concept","startTime":1693.95,"endTime":1697.1,"body":"address and assigning them"},{"speaker":"concept","startTime":1693.95,"endTime":1697.1,"body":"to the estate, they can have"},{"speaker":"concept","startTime":1697.13,"endTime":1700.32,"body":"a list of assets, a list of"},{"speaker":"concept","startTime":1697.13,"endTime":1700.32,"body":"liabilities, a list of heirs."},{"speaker":"concept","startTime":1700.34,"endTime":1703.73,"body":"All the personal property, all"},{"speaker":"concept","startTime":1700.34,"endTime":1703.73,"body":"the real property, everything"},{"speaker":"concept","startTime":1703.735,"endTime":1707.415,"body":"that that we, the attorneys"},{"speaker":"concept","startTime":1703.735,"endTime":1707.415,"body":"have to chase people for, can"},{"speaker":"concept","startTime":1707.415,"endTime":1711.225,"body":"be aggregated right there before"},{"speaker":"concept","startTime":1707.415,"endTime":1711.225,"body":"they even meet with the client."},{"speaker":"concept","startTime":1711.765,"endTime":1714.495,"body":"So it's incredibly"},{"speaker":"concept","startTime":1711.765,"endTime":1714.495,"body":"valuable to the families."},{"speaker":"concept","startTime":1714.525,"endTime":1716.651,"body":"It's incredibly valuable"},{"speaker":"concept","startTime":1714.525,"endTime":1716.651,"body":"to the attorneys, and it"},{"speaker":"concept","startTime":1716.651,"endTime":1719.231,"body":"can be incredibly valuable"},{"speaker":"concept","startTime":1716.651,"endTime":1719.231,"body":"to you, the practitioner."},{"speaker":"concept","startTime":1719.74,"endTime":1721.823,"body":", I'm excited to see more"},{"speaker":"concept","startTime":1719.74,"endTime":1721.823,"body":"people get their head"},{"speaker":"concept","startTime":1721.823,"endTime":1724.735,"body":"wrapped around that and to"},{"speaker":"concept","startTime":1721.823,"endTime":1724.735,"body":"put that campaign into use."},{"speaker":"concept","startTime":1724.792,"endTime":1727.569,"body":"Cuz I think it's a very"},{"speaker":"concept","startTime":1724.792,"endTime":1727.569,"body":"easy first conversation"},{"speaker":"concept","startTime":1727.569,"endTime":1728.739,"body":"to have with the families."},{"speaker":"concept","startTime":1728.785,"endTime":1731.533,"body":"You're offering them software"},{"speaker":"concept","startTime":1728.785,"endTime":1731.533,"body":"that has cost literally"},{"speaker":"concept","startTime":1731.533,"endTime":1734.593,"body":"multiple millions of dollars to"},{"speaker":"concept","startTime":1731.533,"endTime":1734.593,"body":"produce, and you're just saying,"},{"speaker":"concept","startTime":1734.593,"endTime":1735.703,"body":"Here's something for free."},{"speaker":"concept","startTime":1735.853,"endTime":1736.753,"body":"All you gotta do is call me."},{"speaker":"concept","startTime":1737.743,"endTime":1740.074,"body":"So that's what we're discussing"},{"speaker":"concept","startTime":1737.743,"endTime":1740.074,"body":"is the software that you'll"},{"speaker":"concept","startTime":1740.074,"endTime":1743.039,"body":"find inside of the EARN"},{"speaker":"concept","startTime":1740.074,"endTime":1743.039,"body":"course is there for you."},{"speaker":"concept","startTime":1743.051,"endTime":1745.376,"body":"You can get signed up today"},{"speaker":"concept","startTime":1743.051,"endTime":1745.376,"body":"and start your, for your,"},{"speaker":"concept","startTime":1745.473,"endTime":1747.903,"body":"your own account so you can"},{"speaker":"concept","startTime":1745.473,"endTime":1747.903,"body":"learn it and know how to"},{"speaker":"concept","startTime":1747.903,"endTime":1748.953,"body":"talk families through it."},{"speaker":"concept","startTime":1749.013,"endTime":1750.681,"body":"But there's an"},{"speaker":"concept","startTime":1749.013,"endTime":1750.681,"body":"entire support team."},{"speaker":"concept","startTime":1750.741,"endTime":1753.081,"body":"Any questions about the"},{"speaker":"concept","startTime":1750.741,"endTime":1753.081,"body":"software, you just simply"},{"speaker":"concept","startTime":1753.271,"endTime":1754.606,"body":"direct them to the support team."},{"speaker":"concept","startTime":1754.606,"endTime":1756.106,"body":"You don't have to be support."},{"speaker":"concept","startTime":1757.946,"endTime":1761.155,"body":"Well guys, I hope you've"},{"speaker":"concept","startTime":1757.946,"endTime":1761.155,"body":"enjoyed this time of Gerry!"},{"speaker":"concept","startTime":1761.155,"endTime":1763.665,"body":"Gerry, tell them where they"},{"speaker":"concept","startTime":1761.155,"endTime":1763.665,"body":"can best connect with you."},{"speaker":"concept","startTime":1763.665,"endTime":1766.305,"body":"Is it, obviously we have"},{"speaker":"concept","startTime":1763.665,"endTime":1766.305,"body":"the Estate Professionals"},{"speaker":"concept","startTime":1766.31,"endTime":1768.025,"body":"Mastermind Facebook group."},{"speaker":"concept","startTime":1768.05,"endTime":1770.33,"body":"We can probably find you"},{"speaker":"concept","startTime":1768.05,"endTime":1770.33,"body":"there, but what's, uh, is"},{"speaker":"concept","startTime":1770.33,"endTime":1772.55,"body":"that the best place to find"},{"speaker":"concept","startTime":1770.33,"endTime":1772.55,"body":"you or there somewhere else"},{"speaker":"concept","startTime":1772.55,"endTime":1775.087,"body":"that's easier to track you"},{"speaker":"concept","startTime":1772.55,"endTime":1775.087,"body":"down if they have questions"},{"speaker":"concept","startTime":1775.087,"endTime":1776.227,"body":"or just want to collaborate?"},{"speaker":"concept","startTime":1776.767,"endTime":1779.017,"body":"Yeah, I mean that's the that's"},{"speaker":"concept","startTime":1776.767,"endTime":1779.017,"body":"probably the easiest way."},{"speaker":"concept","startTime":1779.406,"endTime":1780.346,"body":"I'm on that every day."},{"speaker":"concept","startTime":1780.535,"endTime":1783.392,"body":"Uh, yeah, My direct line"},{"speaker":"concept","startTime":1780.535,"endTime":1783.392,"body":"is four ten two seven"},{"speaker":"concept","startTime":1783.392,"endTime":1785.425,"body":"four one two one seven."},{"speaker":"concept","startTime":1785.785,"endTime":1788.465,"body":"And, if I could be of help or"},{"speaker":"concept","startTime":1785.785,"endTime":1788.465,"body":"if you have any questions or you"},{"speaker":"concept","startTime":1788.495,"endTime":1790.834,"body":"just wanna, bounce something,"},{"speaker":"concept","startTime":1788.495,"endTime":1790.834,"body":"whatever, doesn't matter."},{"speaker":"concept","startTime":1790.844,"endTime":1791.534,"body":"I'm available."},{"speaker":"concept","startTime":1791.772,"endTime":1794.669,"body":"Well, thank you so much for"},{"speaker":"concept","startTime":1791.772,"endTime":1794.669,"body":"your time and I look forward"},{"speaker":"concept","startTime":1794.669,"endTime":1797.296,"body":"to our follow up interview"},{"speaker":"concept","startTime":1794.669,"endTime":1797.296,"body":"to see how in six months this"},{"speaker":"concept","startTime":1797.296,"endTime":1798.608,"body":"has progressed and evolved.."},{"speaker":"concept","startTime":1798.858,"endTime":1799.338,"body":"Yeah, me too!"},{"speaker":"concept","startTime":1799.338,"endTime":1803.428,"body":"[Laughs] Yeah, and"},{"speaker":"concept","startTime":1799.338,"endTime":1803.428,"body":"congrats on the, on making"},{"speaker":"concept","startTime":1803.433,"endTime":1804.99,"body":"the jump from the W2.."},{"speaker":"concept","startTime":1805.01,"endTime":1807.05,"body":"I think it'll be one of the"},{"speaker":"concept","startTime":1805.01,"endTime":1807.05,"body":"best things you've ever done."},{"speaker":"concept","startTime":1807.05,"endTime":1809.33,"body":"I look forward to having that"},{"speaker":"concept","startTime":1807.05,"endTime":1809.33,"body":"conversation in the future too,"},{"speaker":"concept","startTime":1809.51,"endTime":1810.0,"body":"Chad."},{"speaker":"concept","startTime":1810.0,"endTime":1810.52,"body":"I appreciate it."},{"speaker":"concept","startTime":1810.52,"endTime":1811.794,"body":"I appreciate all your"},{"speaker":"concept","startTime":1810.52,"endTime":1811.794,"body":"help and everything you"},{"speaker":"concept","startTime":1811.794,"endTime":1813.374,"body":"do, so hope to talk soon!"},{"speaker":"concept","startTime":1814.044,"endTime":1814.314,"body":"All right."},{"speaker":"concept","startTime":1814.629,"endTime":1815.169,"body":"Have a great day."},{"speaker":"concept","startTime":1815.469,"endTime":1815.799,"body":"You too."},{"speaker":"concept","startTime":1815.799,"endTime":1815.859,"body":"Bye."}]}