{"version":"1.0.0","segments":[{"startTime":19.551,"endTime":21.641,"body":"Hey, welcome to Probate Mastery."},{"startTime":21.677,"endTime":25.422,"body":"I'm Bill Gross, and I am the"},{"startTime":21.677,"endTime":25.422,"body":"regular host of this call."},{"startTime":25.422,"endTime":27.412,"body":"We do every Tuesday,"},{"startTime":25.422,"endTime":27.412,"body":"and we get together."},{"startTime":27.412,"endTime":29.822,"body":"We can talk about how to"},{"startTime":27.412,"endTime":29.822,"body":"implement the systems that Chad"},{"startTime":29.822,"endTime":32.409,"body":"Corbett and Probate Mastery"},{"startTime":29.822,"endTime":32.409,"body":"teach us into our business."},{"startTime":32.414,"endTime":33.789,"body":"Whether you're an"},{"startTime":32.414,"endTime":33.789,"body":"investor or a wholesaler."},{"startTime":33.912,"endTime":35.802,"body":"Or you are a real estate"},{"startTime":33.912,"endTime":35.802,"body":"agent, which I happen to be a"},{"startTime":35.802,"endTime":38.416,"body":"real estate broker practicing"},{"startTime":35.802,"endTime":38.416,"body":"in Los Angeles, California."},{"startTime":38.526,"endTime":40.266,"body":"I do a little bit of"},{"startTime":38.526,"endTime":40.266,"body":"investing, but my primary"},{"startTime":40.271,"endTime":41.646,"body":"focus is listing and selling."},{"startTime":41.899,"endTime":43.982,"body":"But we have people who"},{"startTime":41.899,"endTime":43.982,"body":"are primarily investors"},{"startTime":43.987,"endTime":44.672,"body":"as well in the group."},{"startTime":45.092,"endTime":47.792,"body":"And so the purpose call is"},{"startTime":45.092,"endTime":47.792,"body":"as you integrate this into"},{"startTime":47.792,"endTime":51.052,"body":"your business and system"},{"startTime":47.792,"endTime":51.052,"body":"to share the best practices"},{"startTime":51.052,"endTime":53.566,"body":"to encourage each other, to"},{"startTime":51.052,"endTime":53.566,"body":"get some victory stories, to"},{"startTime":53.566,"endTime":55.486,"body":"hear about us pushing through"},{"startTime":53.566,"endTime":55.486,"body":"when we have challenges."},{"startTime":55.486,"endTime":58.276,"body":"Dave Young, was sharing a recent"},{"startTime":55.486,"endTime":58.276,"body":"victory he had in Atlanta."},{"startTime":58.276,"endTime":59.656,"body":"Hey, Dave, do you mind sharing"},{"startTime":58.276,"endTime":59.656,"body":"with us real quick, kind"},{"startTime":59.656,"endTime":61.569,"body":"of what, what was going on"},{"startTime":59.656,"endTime":61.569,"body":"there and help everybody else"},{"startTime":61.574,"endTime":62.159,"body":"understand what you're doing?"},{"startTime":62.499,"endTime":65.689,"body":"Yeah, basically it's why"},{"startTime":62.499,"endTime":65.689,"body":"it come from a probate"},{"startTime":65.709,"endTime":66.459,"body":"lead from Georgia."},{"startTime":66.459,"endTime":69.116,"body":"I pulled from the, uh, West"},{"startTime":66.459,"endTime":69.116,"body":"County, is DeKalb County"},{"startTime":69.209,"endTime":71.842,"body":"courthouse, and I reached out to"},{"startTime":69.209,"endTime":71.842,"body":"'em, been following up with them"},{"startTime":71.842,"endTime":73.072,"body":"ever since, like, uh, March."},{"startTime":73.464,"endTime":75.354,"body":"I keep following with"},{"startTime":73.464,"endTime":75.354,"body":"March, then I reach back"},{"startTime":75.354,"endTime":76.434,"body":"out to 'em the next month."},{"startTime":76.464,"endTime":79.035,"body":"So I ended up getting them on"},{"startTime":76.464,"endTime":79.035,"body":"the phone and they starting"},{"startTime":79.035,"endTime":81.105,"body":"having issue with the sibling"},{"startTime":79.035,"endTime":81.105,"body":"because there were five"},{"startTime":81.105,"endTime":83.975,"body":"siblings that wasn't, you know,"},{"startTime":81.105,"endTime":83.975,"body":"involved with the property."},{"startTime":83.975,"endTime":86.405,"body":"So basically the sibling wasn't"},{"startTime":83.975,"endTime":86.405,"body":"speaking with each other."},{"startTime":86.405,"endTime":89.24,"body":"So I had to be like, the"},{"startTime":86.405,"endTime":89.24,"body":"mediator, to get, get everything"},{"startTime":89.24,"endTime":91.82,"body":"under control cause they weren't"},{"startTime":89.24,"endTime":91.82,"body":"talking with each other or"},{"startTime":91.82,"endTime":93.14,"body":"I'm not going to the house."},{"startTime":93.14,"endTime":94.43,"body":"Or we might get"},{"startTime":93.14,"endTime":94.43,"body":"in a fight with..."},{"startTime":94.43,"endTime":95.54,"body":"a whole big mess."},{"startTime":96.08,"endTime":97.885,"body":"So I got the property"},{"startTime":96.08,"endTime":97.885,"body":"under contract for"},{"startTime":97.885,"endTime":99.255,"body":"a while I think 235."},{"startTime":99.923,"endTime":101.753,"body":"And then I end up get,"},{"startTime":99.923,"endTime":101.753,"body":"going back and getting"},{"startTime":101.753,"endTime":103.593,"body":"a reduction for, 220."},{"startTime":103.973,"endTime":105.953,"body":"Cause all, all the time"},{"startTime":103.973,"endTime":105.953,"body":"they had me going back"},{"startTime":105.953,"endTime":107.903,"body":"and forth like one of the"},{"startTime":105.953,"endTime":107.903,"body":"heirs was in the property."},{"startTime":107.908,"endTime":109.343,"body":"He wouldn't let me in sometime."},{"startTime":109.348,"endTime":111.503,"body":"We'll go there and do"},{"startTime":109.348,"endTime":111.503,"body":"the inspection, can't"},{"startTime":111.508,"endTime":112.163,"body":"get in the house."},{"startTime":112.168,"endTime":112.913,"body":"I said, Okay man."},{"startTime":112.973,"endTime":115.673,"body":"You know, like what you need"},{"startTime":112.973,"endTime":115.673,"body":"to do to be outta at closing?"},{"startTime":116.273,"endTime":117.713,"body":"You know, we'll give"},{"startTime":116.273,"endTime":117.713,"body":"you cash for keys."},{"startTime":117.743,"endTime":120.013,"body":"So I offer them"},{"startTime":117.743,"endTime":120.013,"body":"$5,000 cash for keys."},{"startTime":120.033,"endTime":122.614,"body":"The reason why I gave her"},{"startTime":120.033,"endTime":122.614,"body":"5,000 cash for Key cause the"},{"startTime":122.619,"endTime":124.173,"body":"purchase pipe was at 2 35."},{"startTime":124.563,"endTime":127.083,"body":"So I went back to the selling,"},{"startTime":124.563,"endTime":127.083,"body":"got a price reduction for two"},{"startTime":127.083,"endTime":131.733,"body":"20, so I deducted the cash for"},{"startTime":127.083,"endTime":131.733,"body":"key to 5,000 out of the two 20."},{"startTime":131.733,"endTime":134.41,"body":"So I still walk away with"},{"startTime":131.733,"endTime":134.41,"body":"a $17,000 assignment fee."},{"startTime":134.683,"endTime":137.473,"body":"And you solved his problem cuz"},{"startTime":134.683,"endTime":137.473,"body":"he had the problem, You had the"},{"startTime":137.473,"endTime":140.173,"body":"problem to get paid, he had the"},{"startTime":137.473,"endTime":140.173,"body":"problem to sell the property."},{"startTime":140.173,"endTime":141.223,"body":"So you helped him"},{"startTime":140.173,"endTime":141.223,"body":"solve the problem."},{"startTime":141.223,"endTime":143.293,"body":"What happened was I ended"},{"startTime":141.223,"endTime":143.293,"body":"up still, I ended up getting"},{"startTime":143.293,"endTime":145.273,"body":"my 5,000 cash for keys back."},{"startTime":145.663,"endTime":148.153,"body":"Cause we signed up vacant"},{"startTime":145.663,"endTime":148.153,"body":"at closing contract for him"},{"startTime":148.153,"endTime":150.823,"body":"to be out the property on"},{"startTime":148.153,"endTime":150.823,"body":"October 28th at closing."},{"startTime":151.183,"endTime":151.303,"body":"Mm-hmm."},{"startTime":151.438,"endTime":154.483,"body":". So he went out the property"},{"startTime":151.438,"endTime":154.483,"body":"at uh, October the 28th."},{"startTime":154.483,"endTime":157.978,"body":"So he signed a contract with"},{"startTime":154.483,"endTime":157.978,"body":"me, so, If he went out the"},{"startTime":157.978,"endTime":161.098,"body":"property October 28th, that"},{"startTime":157.978,"endTime":161.098,"body":"I would get reverse my, you"},{"startTime":161.098,"endTime":163.918,"body":"know, I would get my fund, my"},{"startTime":161.098,"endTime":163.918,"body":"five five cash for keys back"},{"startTime":164.368,"endTime":166.918,"body":"off the, off the, um, sale"},{"startTime":164.368,"endTime":166.918,"body":"of the property from his."},{"startTime":167.968,"endTime":168.568,"body":"How about that?"},{"startTime":169.078,"endTime":169.228,"body":"Nice."},{"startTime":169.228,"endTime":171.508,"body":"So I ended up getting, so I"},{"startTime":169.228,"endTime":171.508,"body":"ended up getting my $5,000"},{"startTime":171.508,"endTime":173.938,"body":"back cause he went out there"},{"startTime":171.508,"endTime":173.938,"body":"closing so to buy Who ended"},{"startTime":173.938,"endTime":174.658,"body":"up buying the property."},{"startTime":174.658,"endTime":175.648,"body":"He said well just"},{"startTime":174.658,"endTime":175.648,"body":"leave me in there."},{"startTime":175.648,"endTime":178.528,"body":"We'll we'll deal with it, you"},{"startTime":175.648,"endTime":178.528,"body":"know, as long as you brought"},{"startTime":178.533,"endTime":179.758,"body":"us the deal, your job is over."},{"startTime":179.758,"endTime":181.168,"body":"So we'll deal with the rest."},{"startTime":181.173,"endTime":183.658,"body":"So we'll give him a little"},{"startTime":181.173,"endTime":183.658,"body":"bit more time to get out."},{"startTime":183.658,"endTime":186.598,"body":"But as far as the cash for"},{"startTime":183.658,"endTime":186.598,"body":"keys, he had to get out back"},{"startTime":186.628,"endTime":187.468,"body":"cause he went out the property."},{"startTime":187.958,"endTime":189.338,"body":"You know, like he's"},{"startTime":187.958,"endTime":189.338,"body":"supposed to be in."},{"startTime":189.728,"endTime":191.408,"body":"So we ended up closing"},{"startTime":189.728,"endTime":191.408,"body":"on the property today."},{"startTime":191.408,"endTime":193.658,"body":"So it was like a"},{"startTime":191.408,"endTime":193.658,"body":"22,000 assignment fee."},{"startTime":194.318,"endTime":196.358,"body":"So $22,000 assignment fee."},{"startTime":196.538,"endTime":198.698,"body":"And how long have you"},{"startTime":196.538,"endTime":198.698,"body":"been working on this lead?"},{"startTime":199.208,"endTime":200.768,"body":"Ever since March, 2022."},{"startTime":201.698,"endTime":201.908,"body":"Okay."},{"startTime":201.908,"endTime":203.768,"body":"So March, about"},{"startTime":201.908,"endTime":203.768,"body":"eight months total."},{"startTime":204.038,"endTime":204.608,"body":"About eight months."},{"startTime":204.758,"endTime":206.798,"body":"How many times do you think you"},{"startTime":204.758,"endTime":206.798,"body":"talked to somebody before they"},{"startTime":206.798,"endTime":207.668,"body":"signed a contract with you?"},{"startTime":208.268,"endTime":210.998,"body":"Uh, there about 12 or 13 times."},{"startTime":210.998,"endTime":212.018,"body":"About 12 or 13."},{"startTime":213.418,"endTime":215.818,"body":"2013 touches, that means"},{"startTime":213.418,"endTime":215.818,"body":"mail and phone calls, or"},{"startTime":215.818,"endTime":218.638,"body":"phone calls or text, or,"},{"startTime":215.818,"endTime":218.638,"body":"uh, phone calls, all phone"},{"startTime":218.638,"endTime":219.268,"body":"calls, close phone calls."},{"startTime":219.628,"endTime":221.968,"body":"So 12 phone calls"},{"startTime":219.628,"endTime":221.968,"body":"to get $22,000."},{"startTime":221.968,"endTime":224.548,"body":"Sounds to me like about"},{"startTime":221.968,"endTime":224.548,"body":"200 bucks a phone call,"},{"startTime":224.848,"endTime":226.468,"body":"no more than that."},{"startTime":226.528,"endTime":228.838,"body":"$2,000 a phone call"},{"startTime":226.528,"endTime":228.838,"body":"on by, by, uh, what?"},{"startTime":230.623,"endTime":231.603,"body":"Lemme get my calculator."},{"startTime":231.608,"endTime":231.613,"body":"Yeah."},{"startTime":231.843,"endTime":233.953,"body":"2000 times 12 is 24,000."},{"startTime":233.953,"endTime":236.443,"body":"So about 2018 a phone call."},{"startTime":236.923,"endTime":237.613,"body":"1800 phone call."},{"startTime":237.613,"endTime":237.823,"body":"Yep."},{"startTime":238.183,"endTime":239.983,"body":"So if you had to make"},{"startTime":238.183,"endTime":239.983,"body":"two more phone calls for"},{"startTime":239.983,"endTime":241.003,"body":"free wouldn't be so bad."},{"startTime":241.003,"endTime":242.023,"body":"Right, Right."},{"startTime":242.773,"endTime":244.063,"body":"I can make two more"},{"startTime":242.773,"endTime":244.063,"body":"if you wanted me to"},{"startTime":244.063,"endTime":244.873,"body":"make two more calls."},{"startTime":244.873,"endTime":247.603,"body":"They were going, you"},{"startTime":244.873,"endTime":247.603,"body":"know, be $2,000 every"},{"startTime":247.603,"endTime":248.443,"body":"time I talked to 'em."},{"startTime":248.563,"endTime":250.303,"body":"But yeah, we, we ended up"},{"startTime":248.563,"endTime":250.303,"body":"finally getting it done."},{"startTime":250.303,"endTime":250.963,"body":"It was a lot."},{"startTime":250.963,"endTime":253.093,"body":"Got the, like I said,"},{"startTime":250.963,"endTime":253.093,"body":"the sibling, they were"},{"startTime":253.093,"endTime":254.263,"body":"going back and forth."},{"startTime":254.593,"endTime":255.823,"body":"It was, it was a"},{"startTime":254.593,"endTime":255.823,"body":"whole big mess, man."},{"startTime":257.278,"endTime":260.398,"body":"I talked with, uh, the executor,"},{"startTime":257.278,"endTime":260.398,"body":"He said he showed appreciate,"},{"startTime":260.398,"endTime":261.478,"body":"you know, for helping them out."},{"startTime":261.478,"endTime":262.288,"body":"Cause it weren't for me."},{"startTime":262.288,"endTime":263.368,"body":"They would've never"},{"startTime":262.288,"endTime":263.368,"body":"got that property."},{"startTime":263.368,"endTime":265.798,"body":"So, and that's the thing"},{"startTime":263.368,"endTime":265.798,"body":"is people say, Wow,"},{"startTime":265.798,"endTime":266.758,"body":"you made so much money."},{"startTime":267.148,"endTime":268.558,"body":"I don't know if you made all"},{"startTime":267.148,"endTime":268.558,"body":"that much money on the deal."},{"startTime":268.558,"endTime":269.398,"body":"You made what you made."},{"startTime":269.398,"endTime":271.828,"body":"But nobody would've paid you"},{"startTime":269.398,"endTime":271.828,"body":"that unless it was worth it."},{"startTime":271.858,"endTime":272.418,"body":"Right."},{"startTime":272.518,"endTime":273.658,"body":"And you were solving"},{"startTime":272.518,"endTime":273.658,"body":"their problem."},{"startTime":273.658,"endTime":275.908,"body":"And we have to remember, in"},{"startTime":273.658,"endTime":275.908,"body":"this business, we get paid."},{"startTime":276.268,"endTime":278.708,"body":"The monetary the compensation"},{"startTime":276.268,"endTime":278.708,"body":"we receive is a reflection"},{"startTime":279.238,"endTime":281.608,"body":"The value we create for"},{"startTime":279.238,"endTime":281.608,"body":"our customers, right?"},{"startTime":281.608,"endTime":283.018,"body":"Whether it be selling the"},{"startTime":281.608,"endTime":283.018,"body":"property, buy the property,"},{"startTime":283.018,"endTime":284.158,"body":"the seller, or whoever."},{"startTime":284.638,"endTime":285.508,"body":"And so we solve the problem."},{"startTime":285.538,"endTime":290.068,"body":"So now is this, are you a"},{"startTime":285.538,"endTime":290.068,"body":"full-time wholesaler investor?"},{"startTime":290.098,"endTime":290.458,"body":"Realtor?"},{"startTime":290.463,"endTime":291.318,"body":"Yeah, I'm, yeah."},{"startTime":291.318,"endTime":291.638,"body":"I'm, yeah."},{"startTime":291.638,"endTime":292.618,"body":"I'm a wholesaler"},{"startTime":291.638,"endTime":292.618,"body":"here in Atlanta."},{"startTime":292.638,"endTime":294.328,"body":"My, uh, my wife, she's"},{"startTime":292.638,"endTime":294.328,"body":"a real estate agent."},{"startTime":294.465,"endTime":296.295,"body":"You got coming and"},{"startTime":294.465,"endTime":296.295,"body":"going, so, and this is"},{"startTime":296.3,"endTime":297.06,"body":"what you do full time?"},{"startTime":297.73,"endTime":298.02,"body":"Fulltime."},{"startTime":298.298,"endTime":300.158,"body":"How long you been doing"},{"startTime":298.298,"endTime":300.158,"body":"investing wholesaling?"},{"startTime":300.458,"endTime":300.998,"body":"three years."},{"startTime":301.418,"endTime":302.288,"body":"Three years."},{"startTime":302.648,"endTime":303.788,"body":"How many probates"},{"startTime":302.648,"endTime":303.788,"body":"have you closed?"},{"startTime":303.863,"endTime":305.873,"body":"Uh, probably about 12 this year."},{"startTime":305.873,"endTime":306.593,"body":"12 or 13."},{"startTime":306.593,"endTime":307.953,"body":"This, this is my"},{"startTime":306.593,"endTime":307.953,"body":"biggest year ever."},{"startTime":308.003,"endTime":312.14,"body":"So once I joined that probate"},{"startTime":308.003,"endTime":312.14,"body":"class, 12 or 13 this year."},{"startTime":312.44,"endTime":312.59,"body":"Yeah."},{"startTime":312.59,"endTime":314.33,"body":"Now they don't all"},{"startTime":312.59,"endTime":314.33,"body":"get $20,000 of it."},{"startTime":314.33,"endTime":314.69,"body":"Do they?"},{"startTime":315.35,"endTime":318.653,"body":"My average wholesale fee"},{"startTime":315.35,"endTime":318.653,"body":"this year been, I think"},{"startTime":318.658,"endTime":320.543,"body":"like 17 six, I think."},{"startTime":320.91,"endTime":321.06,"body":"Yeah."},{"startTime":321.6,"endTime":321.93,"body":"17 six."},{"startTime":321.93,"endTime":322.17,"body":"Yeah."},{"startTime":322.26,"endTime":323.4,"body":"So this has been"},{"startTime":322.26,"endTime":323.4,"body":"pretty good for you!"},{"startTime":324.18,"endTime":324.45,"body":"Yep."},{"startTime":324.45,"endTime":325.77,"body":"So it, it, yeah."},{"startTime":325.9,"endTime":327.96,"body":"The, the lowest, the"},{"startTime":325.9,"endTime":327.96,"body":"lowest assignment for"},{"startTime":327.96,"endTime":329.49,"body":"you I got is like 99 4."},{"startTime":329.52,"endTime":330.54,"body":"9,900."},{"startTime":330.54,"endTime":330.93,"body":"400."},{"startTime":330.93,"endTime":331.08,"body":"Yeah."},{"startTime":331.08,"endTime":331.65,"body":"9,900."},{"startTime":332.49,"endTime":332.64,"body":"Yeah."},{"startTime":332.72,"endTime":335.16,"body":"That's the, when I had"},{"startTime":332.72,"endTime":335.16,"body":"one for like 43,000."},{"startTime":335.16,"endTime":336.36,"body":"25,000."},{"startTime":336.75,"endTime":339.3,"body":"This one, 22,000, 18,000."},{"startTime":339.577,"endTime":341.827,"body":"It sounds like you did the work,"},{"startTime":339.577,"endTime":341.827,"body":"you got paid and, and I think"},{"startTime":341.827,"endTime":343.027,"body":"that, and you're doing great."},{"startTime":343.027,"endTime":344.999,"body":"and, Every time you close"},{"startTime":343.027,"endTime":344.999,"body":"the deal, there's at least"},{"startTime":344.999,"endTime":346.739,"body":"two different audiences"},{"startTime":344.999,"endTime":346.739,"body":"that you can appeal to."},{"startTime":346.744,"endTime":348.875,"body":"Number one is the customer."},{"startTime":349.429,"endTime":352.609,"body":"So your testimonial would be"},{"startTime":349.429,"endTime":352.609,"body":"the, the seller who signed"},{"startTime":352.609,"endTime":355.519,"body":"the contract with you would"},{"startTime":352.609,"endTime":355.519,"body":"be, Wow, I met Dave and you"},{"startTime":355.519,"endTime":357.079,"body":"know, I had this property,"},{"startTime":355.519,"endTime":357.079,"body":"know what to do with it."},{"startTime":357.079,"endTime":359.209,"body":"I tenanted in it and"},{"startTime":357.079,"endTime":359.209,"body":"lo and behold, he got a"},{"startTime":359.214,"endTime":361.249,"body":"buyer put together and"},{"startTime":359.214,"endTime":361.249,"body":"he, you know, stepped"},{"startTime":361.254,"endTime":363.019,"body":"out and we closed without"},{"startTime":361.254,"endTime":363.019,"body":"him and I appreciate him."},{"startTime":363.019,"endTime":367.369,"body":"That's one testimony you can use"},{"startTime":363.019,"endTime":367.369,"body":"for perspective, other sellers"},{"startTime":367.699,"endTime":369.079,"body":"or cash, you know, cash sellers."},{"startTime":369.709,"endTime":372.559,"body":"The other thing you can do"},{"startTime":369.709,"endTime":372.559,"body":"is this testimonial of your."},{"startTime":373.739,"endTime":377.369,"body":"It'll be a great testament for"},{"startTime":373.739,"endTime":377.369,"body":"you to get other wholesalers,"},{"startTime":377.369,"endTime":380.849,"body":"investors to Bird Dog Point,"},{"startTime":377.369,"endTime":380.849,"body":"bringing properties because"},{"startTime":380.939,"endTime":384.119,"body":"I, in my, in my experience,"},{"startTime":380.939,"endTime":384.119,"body":"this is the best time ever."},{"startTime":384.584,"endTime":388.484,"body":"Either to, to build a business,"},{"startTime":384.584,"endTime":388.484,"body":"we have one, or start it because"},{"startTime":388.484,"endTime":391.124,"body":"the changes in the market,"},{"startTime":388.484,"endTime":391.124,"body":"because I think the transitions,"},{"startTime":391.664,"endTime":394.004,"body":"there's more people looking"},{"startTime":391.664,"endTime":394.004,"body":"for jobs and there's gonna"},{"startTime":394.004,"endTime":397.064,"body":"be more, I think, out coming"},{"startTime":394.004,"endTime":397.064,"body":"into real estate because,"},{"startTime":397.124,"endTime":398.144,"body":"you know, not my choice."},{"startTime":398.144,"endTime":400.26,"body":"Because they're gonna lose their"},{"startTime":398.144,"endTime":400.26,"body":"job outside of real estate."},{"startTime":400.59,"endTime":402.96,"body":"And here's a chance, I think,"},{"startTime":400.59,"endTime":402.96,"body":"to help somebody who's a little"},{"startTime":402.96,"endTime":405.36,"body":"discouraged or frustrated, maybe"},{"startTime":402.96,"endTime":405.36,"body":"they tried another investment"},{"startTime":405.36,"endTime":408.63,"body":"program and you're gonna say to"},{"startTime":405.36,"endTime":408.63,"body":"them, Well, I gotta do is what"},{"startTime":408.63,"endTime":409.71,"body":"I did make these phone calls."},{"startTime":409.71,"endTime":410.85,"body":"And they're gonna go,"},{"startTime":409.71,"endTime":410.85,"body":"Oh man, that's a lot of"},{"startTime":410.85,"endTime":412.08,"body":"work and you're gonna."},{"startTime":412.535,"endTime":415.625,"body":"I did 12 deals this year,"},{"startTime":412.535,"endTime":415.625,"body":"made an average 17,000,"},{"startTime":415.745,"endTime":418.025,"body":"and then go, Holy moly,"},{"startTime":415.745,"endTime":418.025,"body":"I'll go ahead and do that."},{"startTime":418.535,"endTime":421.115,"body":"So this is your opportunity"},{"startTime":418.535,"endTime":421.115,"body":"to leverage your success"},{"startTime":421.115,"endTime":422.705,"body":"and use it for more success."},{"startTime":423.275,"endTime":426.695,"body":"Video, social media, email"},{"startTime":423.275,"endTime":426.695,"body":"it to whoever you know."},{"startTime":426.695,"endTime":428.045,"body":"I mean, this is, this"},{"startTime":426.695,"endTime":428.045,"body":"is how you build."},{"startTime":428.5,"endTime":429.67,"body":"A business from a job."},{"startTime":429.67,"endTime":430.48,"body":"Does that make sense?"},{"startTime":430.81,"endTime":431.14,"body":"Right."},{"startTime":431.2,"endTime":431.47,"body":"Yeah."},{"startTime":431.47,"endTime":433.48,"body":"Cause that what I gotta do"},{"startTime":431.47,"endTime":433.48,"body":"a lot of, uh, like you said,"},{"startTime":433.48,"endTime":434.83,"body":"make videos and testimonial."},{"startTime":435.22,"endTime":437.29,"body":"Cause I don't, I don't have"},{"startTime":435.22,"endTime":437.29,"body":"men, I just get on the phone,"},{"startTime":437.29,"endTime":439.42,"body":"I just be calling, you know,"},{"startTime":437.29,"endTime":439.42,"body":"call, do a lot of calling."},{"startTime":439.425,"endTime":442.08,"body":"So nothing wrong"},{"startTime":439.425,"endTime":442.08,"body":"with that, right?"},{"startTime":442.3,"endTime":444.91,"body":"But, but let's get some"},{"startTime":442.3,"endTime":444.91,"body":"momentum behind that, right?"},{"startTime":444.915,"endTime":447.04,"body":"Let's get some, let's,"},{"startTime":444.915,"endTime":447.04,"body":"let's leverage that success."},{"startTime":447.37,"endTime":449.92,"body":"And so just as simple as make a"},{"startTime":447.37,"endTime":449.92,"body":"quick video about what you did"},{"startTime":449.92,"endTime":452.35,"body":"and posting it in social media,"},{"startTime":449.92,"endTime":452.35,"body":"emailing to everybody that you."},{"startTime":453.345,"endTime":455.565,"body":"Um, I think it would just help"},{"startTime":453.345,"endTime":455.565,"body":"you get started in that process."},{"startTime":455.565,"endTime":458.385,"body":"And I know you guys said me,"},{"startTime":455.565,"endTime":458.385,"body":"you don't do a lot of that, but"},{"startTime":458.385,"endTime":459.495,"body":"we all have to start somewhere."},{"startTime":459.495,"endTime":461.445,"body":"I started somewhere"},{"startTime":459.495,"endTime":461.445,"body":"myself do video, so."},{"startTime":461.685,"endTime":461.955,"body":"Okay."},{"startTime":462.005,"endTime":464.565,"body":"And yeah, and all, and all the"},{"startTime":462.005,"endTime":464.565,"body":"deals that I closed, all of"},{"startTime":464.645,"endTime":467.625,"body":"'em came from the one county,"},{"startTime":464.645,"endTime":467.625,"body":"the same county, DeKalb County."},{"startTime":467.927,"endTime":470.297,"body":"Well, and it is funny you"},{"startTime":467.927,"endTime":470.297,"body":"say that because I think"},{"startTime":470.297,"endTime":472.937,"body":"that so many people start"},{"startTime":470.297,"endTime":472.937,"body":"all over the place, but"},{"startTime":472.937,"endTime":473.657,"body":"they don't know anything."},{"startTime":473.657,"endTime":476.047,"body":"My guess is, you know DeKalb"},{"startTime":473.657,"endTime":476.047,"body":"County pretty well that"},{"startTime":476.047,"endTime":478.057,"body":"if I gave you particular"},{"startTime":476.047,"endTime":478.057,"body":"city or neighborhood in the"},{"startTime":478.057,"endTime":479.137,"body":"area, you might know it."},{"startTime":479.197,"endTime":480.397,"body":"Maybe you sold the"},{"startTime":479.197,"endTime":480.397,"body":"property there."},{"startTime":480.877,"endTime":482.557,"body":"And that's again"},{"startTime":480.877,"endTime":482.557,"body":"where your success is,"},{"startTime":482.562,"endTime":483.697,"body":"building your success."},{"startTime":483.697,"endTime":485.617,"body":"I think it's a big"},{"startTime":483.697,"endTime":485.617,"body":"advantage for you to"},{"startTime":485.617,"endTime":486.457,"body":"really know that one area."},{"startTime":486.637,"endTime":489.127,"body":"Yeah, that, that what I"},{"startTime":486.637,"endTime":489.127,"body":"did, I just like focused"},{"startTime":489.127,"endTime":491.887,"body":"on uh, one county and one"},{"startTime":489.127,"endTime":491.887,"body":"niche probate and one."},{"startTime":493.042,"endTime":495.232,"body":"So I just, yeah, so I just"},{"startTime":493.042,"endTime":495.232,"body":"died on that niche and that"},{"startTime":495.232,"endTime":496.312,"body":"county just went for it."},{"startTime":496.822,"endTime":499.252,"body":"How many probates about, are"},{"startTime":496.822,"endTime":499.252,"body":"there monthly in DeKalb County?"},{"startTime":499.582,"endTime":500.542,"body":"About 125."},{"startTime":501.352,"endTime":502.552,"body":"Is it Atlanta, DeKalb County?"},{"startTime":502.552,"endTime":503.182,"body":"No, it's in Fulton."},{"startTime":503.182,"endTime":503.452,"body":"Right?"},{"startTime":503.512,"endTime":504.562,"body":"It depends on some."},{"startTime":504.562,"endTime":507.082,"body":"Some parts of Atlanta is"},{"startTime":504.562,"endTime":507.082,"body":"of DeKalb and some parts"},{"startTime":507.082,"endTime":509.622,"body":"of the Fortune, Some parts"},{"startTime":507.082,"endTime":509.622,"body":"of Forton, some at DeKalb."},{"startTime":509.622,"endTime":511.192,"body":"It just got, It's crazy."},{"startTime":511.192,"endTime":511.462,"body":"Yeah."},{"startTime":511.792,"endTime":513.652,"body":"Is it 50 50 or is one"},{"startTime":511.792,"endTime":513.652,"body":"more than the other?"},{"startTime":513.652,"endTime":514.432,"body":"I'd say more."},{"startTime":515.212,"endTime":515.722,"body":"More."},{"startTime":515.722,"endTime":517.542,"body":"The cab Atlanta is more afford."},{"startTime":518.467,"endTime":520.417,"body":"Yeah, I say, Cause I remember"},{"startTime":518.467,"endTime":520.417,"body":"the stadium was in Fulton"},{"startTime":520.417,"endTime":521.737,"body":"County Stadium, so Right."},{"startTime":521.857,"endTime":522.487,"body":"For years pass."},{"startTime":522.877,"endTime":525.397,"body":"But either way, whichever"},{"startTime":522.877,"endTime":525.397,"body":"went 125 sounds like a lot."},{"startTime":525.397,"endTime":527.857,"body":"If you follow up on 'em for"},{"startTime":525.397,"endTime":527.857,"body":"eight months, that means after"},{"startTime":527.862,"endTime":530.227,"body":"eight months you have 800 of 'em"},{"startTime":527.862,"endTime":530.227,"body":"to call through those over and"},{"startTime":530.232,"endTime":531.487,"body":"over again takes time, I think."},{"startTime":531.877,"endTime":534.577,"body":"But I, I think I would much"},{"startTime":531.877,"endTime":534.577,"body":"rather focus on geography Now."},{"startTime":534.577,"endTime":538.397,"body":"I did the opposite, like"},{"startTime":534.577,"endTime":538.397,"body":"Atlanta LA is a very"},{"startTime":538.402,"endTime":539.497,"body":"competitive probate market."},{"startTime":540.067,"endTime":543.667,"body":"They're very similar in a lot"},{"startTime":540.067,"endTime":543.667,"body":"of ways, LA's very spread out."},{"startTime":544.057,"endTime":546.547,"body":"So I decided to focus"},{"startTime":544.057,"endTime":546.547,"body":"in on those sales that"},{"startTime":546.547,"endTime":547.957,"body":"need court confirmation."},{"startTime":548.377,"endTime":552.397,"body":"So out of the 500 a month,"},{"startTime":548.377,"endTime":552.397,"body":"there might be 30 that."},{"startTime":553.297,"endTime":556.297,"body":"Um, 40 that need core"},{"startTime":553.297,"endTime":556.297,"body":"confirmation, smaller set,"},{"startTime":556.627,"endTime":558.607,"body":"but I focus on those and so"},{"startTime":556.627,"endTime":558.607,"body":"I do think it's important to"},{"startTime":558.607,"endTime":561.457,"body":"focus in on a set to start"},{"startTime":558.607,"endTime":561.457,"body":"seeing the same people."},{"startTime":561.967,"endTime":564.157,"body":"Now, let me ask you,"},{"startTime":561.967,"endTime":564.157,"body":"these are probates."},{"startTime":564.162,"endTime":565.627,"body":"Are you seeing the"},{"startTime":564.162,"endTime":565.627,"body":"attorneys along the way?"},{"startTime":565.627,"endTime":567.787,"body":"Is that part of the process"},{"startTime":565.627,"endTime":567.787,"body":"for you or are you bypassing"},{"startTime":567.787,"endTime":568.747,"body":"that dealing directly with the."},{"startTime":569.197,"endTime":569.767,"body":"Executor."},{"startTime":569.887,"endTime":572.137,"body":"Yeah, I go straight to the"},{"startTime":569.887,"endTime":572.137,"body":"executive cause uh, all"},{"startTime":572.137,"endTime":574.057,"body":"the numbers in the list I"},{"startTime":572.137,"endTime":574.057,"body":"got, all the numbers are"},{"startTime":574.057,"endTime":575.767,"body":"a hundred percent accurate"},{"startTime":574.057,"endTime":575.767,"body":"emails and everything."},{"startTime":575.767,"endTime":578.727,"body":"So everybody I called is a"},{"startTime":575.767,"endTime":578.727,"body":"hundred percent accurate."},{"startTime":578.732,"endTime":580.207,"body":"Phone numbers always"},{"startTime":578.732,"endTime":580.207,"body":"a hundred percent."},{"startTime":580.387,"endTime":582.367,"body":"I'm, I talk to that person"},{"startTime":580.387,"endTime":582.367,"body":"every time, hundred."},{"startTime":584.017,"endTime":588.247,"body":"So what I do, instead of"},{"startTime":584.017,"endTime":588.247,"body":"like, just that this mother"},{"startTime":588.247,"endTime":590.767,"body":"October, like I'll pull"},{"startTime":588.247,"endTime":590.767,"body":"the list from October."},{"startTime":590.767,"endTime":592.867,"body":"I won't probably call"},{"startTime":590.767,"endTime":592.867,"body":"the list for October to"},{"startTime":592.867,"endTime":593.767,"body":"let on down the line."},{"startTime":593.797,"endTime":594.997,"body":"So what I do, I go back."},{"startTime":595.912,"endTime":599.302,"body":"Like, like, uh, I like"},{"startTime":595.912,"endTime":599.302,"body":"who I'm calling at, like"},{"startTime":599.302,"endTime":602.572,"body":"people from March, April"},{"startTime":599.302,"endTime":602.572,"body":"and May and June, July."},{"startTime":602.692,"endTime":603.652,"body":"Hope you guys listen to this."},{"startTime":603.652,"endTime":605.782,"body":"Pay attention cuz"},{"startTime":603.652,"endTime":605.782,"body":"we one second there."},{"startTime":606.112,"endTime":607.732,"body":"Cause so many agents"},{"startTime":606.112,"endTime":607.732,"body":"are concerned."},{"startTime":607.732,"endTime":607.882,"body":"Why?"},{"startTime":607.887,"endTime":611.512,"body":"By the data, but it's 30 days"},{"startTime":607.887,"endTime":611.512,"body":"old instead of 25 days old."},{"startTime":611.632,"endTime":611.752,"body":"Right?"},{"startTime":611.757,"endTime":613.612,"body":"And here your waiting"},{"startTime":611.757,"endTime":613.612,"body":"it sounds like three"},{"startTime":613.612,"endTime":614.932,"body":"and six months, right?"},{"startTime":614.932,"endTime":615.802,"body":"So I don't, I don't call."},{"startTime":615.802,"endTime":618.322,"body":"As soon as I pull 'em, I let"},{"startTime":615.802,"endTime":618.322,"body":"them, let them grieve a little"},{"startTime":618.322,"endTime":620.302,"body":"bit, let all everybody else"},{"startTime":618.322,"endTime":620.302,"body":"mud, the water, whatever."},{"startTime":620.362,"endTime":621.772,"body":"Then I come back and hit them."},{"startTime":622.492,"endTime":625.312,"body":"Like, like the list I'm pulling"},{"startTime":622.492,"endTime":625.312,"body":"from October, I might not reach"},{"startTime":625.312,"endTime":626.272,"body":"out to them probably what?"},{"startTime":626.542,"endTime":627.442,"body":"Probably January."},{"startTime":627.862,"endTime":629.572,"body":"So right now all the"},{"startTime":627.862,"endTime":629.572,"body":"ones I'm working on from,"},{"startTime":629.572,"endTime":631.372,"body":"from March like to July."},{"startTime":631.642,"endTime":633.592,"body":"So that's all the people that"},{"startTime":631.642,"endTime":633.592,"body":"I'm focused on right now."},{"startTime":634.102,"endTime":634.702,"body":"Nice."},{"startTime":635.002,"endTime":635.392,"body":"Right."},{"startTime":636.082,"endTime":637.402,"body":"Unless I see, Unless I see."},{"startTime":637.762,"endTime":639.802,"body":"But unless I run into an"},{"startTime":637.762,"endTime":639.802,"body":"address, I know the area."},{"startTime":639.922,"endTime":642.922,"body":"Areas real hot and I know"},{"startTime":639.922,"endTime":642.922,"body":"the real hot cause I know"},{"startTime":642.922,"endTime":643.792,"body":"the area where I'm at."},{"startTime":643.792,"endTime":646.042,"body":"I gone just, you know,"},{"startTime":643.792,"endTime":646.042,"body":"especially if they out town,"},{"startTime":646.462,"endTime":648.922,"body":"I gone just drill on them"},{"startTime":646.462,"endTime":648.922,"body":"real, real hard, you know?"},{"startTime":648.922,"endTime":650.782,"body":"And try to go and get it"},{"startTime":648.922,"endTime":650.782,"body":"closed, get the contract signed."},{"startTime":651.952,"endTime":654.052,"body":"Now, you know, you might"},{"startTime":651.952,"endTime":654.052,"body":"also, cuz you, you really"},{"startTime":654.052,"endTime":656.212,"body":"have a chance to take two"},{"startTime":654.052,"endTime":656.212,"body":"bites of the apple, right?"},{"startTime":656.212,"endTime":658.552,"body":"You, you're being the investor"},{"startTime":656.212,"endTime":658.552,"body":"and your wife being a realtor."},{"startTime":658.852,"endTime":660.922,"body":"Do you guys market the same,"},{"startTime":658.852,"endTime":660.922,"body":"Does she do probate as well?"},{"startTime":661.282,"endTime":663.772,"body":"Yeah, so, no, she don't,"},{"startTime":661.282,"endTime":663.772,"body":"she don't, she just do ages."},{"startTime":663.772,"endTime":667.312,"body":"So what I do is like, I got"},{"startTime":663.772,"endTime":667.312,"body":"buyers that I have, so I get"},{"startTime":667.317,"endTime":670.402,"body":"'em first crack at the, at the"},{"startTime":667.317,"endTime":670.402,"body":"leads that I get cause Sure."},{"startTime":670.582,"endTime":673.402,"body":"Cause I got by that, if you"},{"startTime":670.582,"endTime":673.402,"body":"bring me the deal, I left"},{"startTime":673.402,"endTime":675.652,"body":"your, let your wife list the"},{"startTime":673.402,"endTime":675.652,"body":"house after we do to rehab."},{"startTime":677.302,"endTime":679.702,"body":"I got some buyers that when"},{"startTime":677.302,"endTime":679.702,"body":"I send the list, they get the"},{"startTime":679.707,"endTime":681.873,"body":"clothes, they'll let my wife"},{"startTime":679.707,"endTime":681.873,"body":"get the uh, list after they"},{"startTime":681.878,"endTime":683.662,"body":"get done with the rehab Man."},{"startTime":683.662,"endTime":684.532,"body":"Does your wife take care of you?"},{"startTime":684.532,"endTime":685.222,"body":"I hope she does."},{"startTime":685.222,"endTime":685.882,"body":"That's pretty good."},{"startTime":685.882,"endTime":686.812,"body":"She just, she just left."},{"startTime":686.817,"endTime":687.442,"body":"She gone now."},{"startTime":687.442,"endTime":688.402,"body":"She got a pocket show."},{"startTime":688.402,"endTime":689.242,"body":"Her purse four."},{"startTime":689.242,"endTime":691.222,"body":"She just left out the door"},{"startTime":689.242,"endTime":691.222,"body":"right before I got on the call."},{"startTime":691.502,"endTime":691.992,"body":"Okay."},{"startTime":691.992,"endTime":693.192,"body":"Long care of you."},{"startTime":693.442,"endTime":695.332,"body":"I was like, you got going"},{"startTime":693.442,"endTime":695.332,"body":"pretty good over there."},{"startTime":695.662,"endTime":698.452,"body":"But the other thing I'd say"},{"startTime":695.662,"endTime":698.452,"body":"is you might consider when you"},{"startTime":698.457,"endTime":701.632,"body":"close these deals, having her"},{"startTime":698.457,"endTime":701.632,"body":"con, if she's looking to do"},{"startTime":701.632,"endTime":704.167,"body":"any market, Call the attorneys"},{"startTime":701.632,"endTime":704.167,"body":"with these deals you're buying"},{"startTime":704.257,"endTime":707.467,"body":"cash deals from and say, Hey,"},{"startTime":704.257,"endTime":707.467,"body":"just fyi, your client, Mr."},{"startTime":707.467,"endTime":709.177,"body":"Jones, we just closed this deal."},{"startTime":709.597,"endTime":711.157,"body":"You know, he was a cash seller."},{"startTime":711.162,"endTime":714.067,"body":"We put together in 25"},{"startTime":711.162,"endTime":714.067,"body":"days and, and he's got"},{"startTime":714.072,"endTime":716.497,"body":"his money and we, and he's"},{"startTime":714.072,"endTime":716.497,"body":"moved on and happy with it."},{"startTime":716.887,"endTime":719.377,"body":"And if you get these kinds of"},{"startTime":716.887,"endTime":719.377,"body":"deals and you need a cash offer"},{"startTime":719.377,"endTime":722.017,"body":"right away, reach out to me"},{"startTime":719.377,"endTime":722.017,"body":"directly, or if you get listed,"},{"startTime":722.017,"endTime":722.767,"body":"I can help you with that."},{"startTime":722.767,"endTime":726.157,"body":"So to me, you, you can kind"},{"startTime":722.767,"endTime":726.157,"body":"of get 'em coming and going."},{"startTime":726.637,"endTime":728.527,"body":"Uh, if you guys work together,"},{"startTime":726.637,"endTime":728.527,"body":"I call it two bites of the."},{"startTime":729.207,"endTime":729.537,"body":"Right."},{"startTime":729.687,"endTime":729.957,"body":"So."},{"startTime":730.227,"endTime":730.677,"body":"Well, good."},{"startTime":731.277,"endTime":732.507,"body":"Well, Dave, thanks for"},{"startTime":731.277,"endTime":732.507,"body":"sharing that with us, Terry."},{"startTime":732.507,"endTime":733.197,"body":"I really appreciate it."},{"startTime":733.35,"endTime":733.98,"body":"Right, no problem."},{"startTime":734.1,"endTime":735.78,"body":"So, hey, this call is"},{"startTime":734.1,"endTime":735.78,"body":"meant to be interactive."},{"startTime":735.78,"endTime":737.73,"body":"You, anybody have any questions"},{"startTime":735.78,"endTime":737.73,"body":"for Dave before I let him go?"},{"startTime":737.917,"endTime":739.657,"body":"I'm paying him a lot of money"},{"startTime":737.917,"endTime":739.657,"body":"for this interview, by the way."},{"startTime":739.657,"endTime":742.237,"body":"His hourly rate,"},{"startTime":739.657,"endTime":742.237,"body":"he's very expensive."},{"startTime":742.237,"endTime":743.857,"body":"So if you wanna ask him"},{"startTime":742.237,"endTime":743.857,"body":"a question, put in the"},{"startTime":743.857,"endTime":746.647,"body":"chat box or raise your"},{"startTime":743.857,"endTime":746.647,"body":"hand in the Zoom call."},{"startTime":747.317,"endTime":748.177,"body":"Real, real quick."},{"startTime":748.177,"endTime":750.667,"body":"Bill, what, um, what"},{"startTime":748.177,"endTime":750.667,"body":"was his lead source that"},{"startTime":750.667,"endTime":751.327,"body":"was a hundred percent."},{"startTime":752.082,"endTime":754.392,"body":"Dave, thanks So the"},{"startTime":752.082,"endTime":754.392,"body":"courthouse, I go straight,"},{"startTime":754.392,"endTime":756.902,"body":"I go straight to the courthouse"},{"startTime":754.392,"endTime":756.902,"body":"and,  pull 'em offline in"},{"startTime":756.917,"endTime":759.542,"body":"the computer go to the, Oh"},{"startTime":756.917,"endTime":759.542,"body":"yeah, I pull 'em off straight"},{"startTime":759.542,"endTime":761.852,"body":"from the, uh, courthouse"},{"startTime":759.542,"endTime":761.852,"body":"website inside the courthouse."},{"startTime":762.352,"endTime":765.229,"body":"Do companies sell the data"},{"startTime":762.352,"endTime":765.229,"body":"with a filing on it, the,"},{"startTime":765.679,"endTime":767.869,"body":"you know, case numbers and"},{"startTime":765.679,"endTime":767.869,"body":"names, petitioners and such."},{"startTime":768.079,"endTime":770.749,"body":"No, I haven't checked, but I"},{"startTime":768.079,"endTime":770.749,"body":"have thought about it since"},{"startTime":770.749,"endTime":773.029,"body":"I got all the list for that"},{"startTime":770.749,"endTime":773.029,"body":"particular county, gonna start"},{"startTime":773.034,"endTime":774.109,"body":"working on some other counties."},{"startTime":774.109,"endTime":776.465,"body":"I'm thinking about trying to"},{"startTime":774.109,"endTime":776.465,"body":"try to push out, you know,"},{"startTime":776.465,"endTime":778.355,"body":"someone wanna buy the list"},{"startTime":776.465,"endTime":778.355,"body":"from me, you know, I had the"},{"startTime":778.355,"endTime":780.685,"body":"list already in the spreadsheet"},{"startTime":778.355,"endTime":780.685,"body":"phone number, emailed and"},{"startTime":780.7,"endTime":781.655,"body":"all that already ready to go."},{"startTime":781.98,"endTime":784.17,"body":"So that's a great idea."},{"startTime":784.22,"endTime":786.537,"body":"Cause you're doing, you"},{"startTime":784.22,"endTime":786.537,"body":"did the footwork just"},{"startTime":786.537,"endTime":788.397,"body":"monetize up on both sides."},{"startTime":788.817,"endTime":790.017,"body":"Great idea, right?"},{"startTime":790.022,"endTime":790.137,"body":"Yeah."},{"startTime":790.197,"endTime":792.877,"body":"And, and the same thing might"},{"startTime":790.197,"endTime":792.877,"body":"also consider testing a data"},{"startTime":792.882,"endTime":795.997,"body":"source or two and comparing what"},{"startTime":792.882,"endTime":795.997,"body":"they give you to what you get."},{"startTime":796.387,"endTime":798.532,"body":"I, that's what I do actually"},{"startTime":796.387,"endTime":798.532,"body":"subscribe to two services."},{"startTime":798.552,"endTime":801.067,"body":"I do a lot of data harvesting on"},{"startTime":798.552,"endTime":801.067,"body":"my own as well to supplement it."},{"startTime":801.067,"endTime":802.757,"body":"So, because there's certain"},{"startTime":801.067,"endTime":802.757,"body":"things I want that they don't"},{"startTime":802.757,"endTime":804.437,"body":"sell that I, I get on my own."},{"startTime":805.087,"endTime":805.567,"body":"Way to go."},{"startTime":805.567,"endTime":806.227,"body":"That's fantastic."},{"startTime":806.84,"endTime":807.68,"body":"Winston has got his hand up."},{"startTime":807.68,"endTime":809.256,"body":"Is that for Dave"},{"startTime":807.68,"endTime":809.256,"body":"or something else?"},{"startTime":809.389,"endTime":811.969,"body":"Yeah, I actually, I had a"},{"startTime":809.389,"endTime":811.969,"body":"step away for a while so I"},{"startTime":811.969,"endTime":813.139,"body":"missed most of what he said."},{"startTime":813.139,"endTime":815.179,"body":"But if he can just"},{"startTime":813.139,"endTime":815.179,"body":"kinda re-summarize."},{"startTime":815.179,"endTime":818.449,"body":"I heard something about he's"},{"startTime":815.179,"endTime":818.449,"body":"not calling on the new list."},{"startTime":818.454,"endTime":818.509,"body":"He's."},{"startTime":818.944,"endTime":821.884,"body":"Those, I guess, season and"},{"startTime":818.944,"endTime":821.884,"body":"let other guys kind of burn"},{"startTime":821.884,"endTime":825.034,"body":"through those until they give"},{"startTime":821.884,"endTime":825.034,"body":"up and he's going back six"},{"startTime":825.034,"endTime":828.154,"body":"months and he can kinda expand"},{"startTime":825.034,"endTime":828.154,"body":"on that just for minute."},{"startTime":828.154,"endTime":828.844,"body":"I'd really love it."},{"startTime":829.594,"endTime":832.084,"body":"Yeah, basically it's like, just"},{"startTime":829.594,"endTime":832.084,"body":"like I was telling Bill, like"},{"startTime":832.234,"endTime":834.694,"body":"just say this is my October"},{"startTime":832.234,"endTime":834.694,"body":"I, I'm not gonna call the"},{"startTime":834.694,"endTime":835.804,"body":"list right here in October."},{"startTime":835.804,"endTime":836.704,"body":"Cause they good in France."},{"startTime":836.709,"endTime":838.555,"body":"I know from doing"},{"startTime":836.709,"endTime":838.555,"body":"this for a while."},{"startTime":838.56,"endTime":840.754,"body":"They really just not ready"},{"startTime":838.56,"endTime":840.754,"body":"for the sale at this point."},{"startTime":841.054,"endTime":842.404,"body":"So what I do, I go back."},{"startTime":842.929,"endTime":846.319,"body":"I go back so much like maybe"},{"startTime":842.929,"endTime":846.319,"body":"like March or April, and so"},{"startTime":846.319,"endTime":848.749,"body":"when I got the numbers in my"},{"startTime":846.319,"endTime":848.749,"body":"system, I click on Zillow."},{"startTime":848.749,"endTime":850.639,"body":"It'll let me know if it"},{"startTime":848.749,"endTime":850.639,"body":"have it been sold or not."},{"startTime":851.059,"endTime":853.729,"body":"So I go through if the ones"},{"startTime":851.059,"endTime":853.729,"body":"have not been on Mark or not"},{"startTime":853.729,"endTime":856.309,"body":"sold, so I go back and start"},{"startTime":853.729,"endTime":856.309,"body":"calling them people like from"},{"startTime":856.314,"endTime":859.909,"body":"March until, like I said, to"},{"startTime":856.314,"endTime":859.909,"body":"like July and then like when"},{"startTime":860.179,"endTime":863.149,"body":"October, when I get ready for"},{"startTime":860.179,"endTime":863.149,"body":"the October list, which is this."},{"startTime":863.864,"endTime":867.704,"body":"I won't start calling up until"},{"startTime":863.864,"endTime":867.704,"body":"around maybe January, February."},{"startTime":868.664,"endTime":871.184,"body":"And then after that I'll"},{"startTime":868.664,"endTime":871.184,"body":"go back even farther."},{"startTime":871.514,"endTime":873.404,"body":"Cause I'm gonna go, I'm"},{"startTime":871.514,"endTime":873.404,"body":"gonna go online and see"},{"startTime":873.409,"endTime":876.074,"body":"have they been sold even"},{"startTime":873.409,"endTime":876.074,"body":"far as January or this year."},{"startTime":876.814,"endTime":878.824,"body":"So when I, when I get caught"},{"startTime":876.814,"endTime":878.824,"body":"up on my, Cause I'm gonna go"},{"startTime":878.824,"endTime":881.164,"body":"back even farther cause there's"},{"startTime":878.824,"endTime":881.164,"body":"still some, some hanging"},{"startTime":881.164,"endTime":884.254,"body":"apples still left in there"},{"startTime":881.164,"endTime":884.254,"body":"somewhere that still need parts."},{"startTime":884.259,"endTime":885.934,"body":"Cause sometime it might"},{"startTime":884.259,"endTime":885.934,"body":"take a year or two before"},{"startTime":885.934,"endTime":886.654,"body":"they ready to sell."},{"startTime":887.164,"endTime":889.354,"body":"It's plenty more back there in"},{"startTime":887.164,"endTime":889.354,"body":"your system that people throw"},{"startTime":889.354,"endTime":892.444,"body":"away these leads cause it's so"},{"startTime":889.354,"endTime":892.444,"body":"far back and they try to focus"},{"startTime":892.449,"endTime":894.724,"body":"on trying to get the people"},{"startTime":892.449,"endTime":894.724,"body":"that's first started off back,"},{"startTime":894.724,"endTime":895.834,"body":"but they really not ready yet."},{"startTime":895.864,"endTime":898.324,"body":"So what you need to do,"},{"startTime":895.864,"endTime":898.324,"body":"you need to go all the way."},{"startTime":899.354,"endTime":901.544,"body":"In the beginning of the month,"},{"startTime":899.354,"endTime":901.544,"body":"you start calling these people"},{"startTime":901.544,"endTime":904.844,"body":"first before you start causing"},{"startTime":901.544,"endTime":904.844,"body":"the one that, before you"},{"startTime":904.844,"endTime":908.294,"body":"start calling the one fresh,"},{"startTime":904.844,"endTime":908.294,"body":"you know, off the system that"},{"startTime":908.294,"endTime":910.034,"body":"just filed probate this month."},{"startTime":911.084,"endTime":913.724,"body":"That's, that helps me to know"},{"startTime":911.084,"endTime":913.724,"body":"that, Cause I've got some"},{"startTime":913.724,"endTime":916.034,"body":"old stuff that I was almost"},{"startTime":913.724,"endTime":916.034,"body":"giving up on, but now I'm"},{"startTime":916.039,"endTime":917.834,"body":"gonna go back and work that."},{"startTime":917.889,"endTime":920.619,"body":"How is your calls being received"},{"startTime":917.889,"endTime":920.619,"body":"when you're working with"},{"startTime":920.619,"endTime":923.949,"body":"people that, that have been"},{"startTime":920.619,"endTime":923.949,"body":"on the list for six months?"},{"startTime":923.949,"endTime":926.799,"body":"Are they a little bit easier"},{"startTime":923.949,"endTime":926.799,"body":"to cause people kind of faded"},{"startTime":926.799,"endTime":929.709,"body":"away that we're calling or"},{"startTime":926.799,"endTime":929.709,"body":"how's your success rate?"},{"startTime":930.019,"endTime":932.929,"body":"Maybe David, can you share with"},{"startTime":930.019,"endTime":932.929,"body":"us maybe role play what a sample"},{"startTime":932.929,"endTime":935.599,"body":"call would sound like if you,"},{"startTime":932.929,"endTime":935.599,"body":"if I was on your list and I had"},{"startTime":935.635,"endTime":939.305,"body":"a probate that was, uh, 3, 4, 6"},{"startTime":935.635,"endTime":939.305,"body":"months file already, what, what,"},{"startTime":939.305,"endTime":940.625,"body":"what might that call sound like?"},{"startTime":941.135,"endTime":944.33,"body":"Well, I'll call 'em be like,"},{"startTime":941.135,"endTime":944.33,"body":"Well, I just say for instance,"},{"startTime":944.33,"endTime":944.83,"body":"I'm called, Hey, Kenny."},{"startTime":944.93,"endTime":946.27,"body":"This is, uh, this is David."},{"startTime":946.27,"endTime":948.58,"body":"Uh, this is David o I"},{"startTime":946.27,"endTime":948.58,"body":"was just reaching out to"},{"startTime":948.58,"endTime":950.2,"body":"you about the property"},{"startTime":948.58,"endTime":950.2,"body":"at such and such to see."},{"startTime":950.2,"endTime":951.77,"body":"Did you have any plans"},{"startTime":950.2,"endTime":951.77,"body":"for that property?"},{"startTime":951.98,"endTime":952.49,"body":"That's it."},{"startTime":952.827,"endTime":954.777,"body":"And then once they get to"},{"startTime":952.827,"endTime":954.777,"body":"talking, then they might"},{"startTime":954.777,"endTime":955.887,"body":"go into another system."},{"startTime":955.947,"endTime":957.057,"body":"You know, another conversation."},{"startTime":957.057,"endTime":958.707,"body":"I, I, I goes off no script."},{"startTime":959.577,"endTime":960.927,"body":"I don't use the script at all."},{"startTime":961.377,"endTime":963.987,"body":"See, this is the thing I try"},{"startTime":961.377,"endTime":963.987,"body":"to tell people when I coach"},{"startTime":964.247,"endTime":965.367,"body":"'em is, is not the script."},{"startTime":965.367,"endTime":967.047,"body":"Now, if you need one to"},{"startTime":965.367,"endTime":967.047,"body":"make your phone calls, fine."},{"startTime":967.047,"endTime":968.637,"body":"There's a script on the"},{"startTime":967.047,"endTime":968.637,"body":"website, Probate Mastery."},{"startTime":968.807,"endTime":968.927,"body":"Do."},{"startTime":969.397,"endTime":970.327,"body":"It's not the script."},{"startTime":970.526,"endTime":972.341,"body":"and has nice enough voice,"},{"startTime":970.526,"endTime":972.341,"body":"but isn't nothing magical"},{"startTime":972.341,"endTime":973.061,"body":"about what he is doing."},{"startTime":973.421,"endTime":975.971,"body":"But He is calling people"},{"startTime":973.421,"endTime":975.971,"body":"and some wanna sell their"},{"startTime":975.971,"endTime":978.671,"body":"house and he's on the phone"},{"startTime":975.971,"endTime":978.671,"body":"with them at that time."},{"startTime":979.271,"endTime":979.961,"body":"You follow that?"},{"startTime":980.051,"endTime":980.321,"body":"Yeah."},{"startTime":980.321,"endTime":982.571,"body":"Then sometime I'll say like,"},{"startTime":980.321,"endTime":982.571,"body":"uh, I'll reach out to him"},{"startTime":982.571,"endTime":985.031,"body":"like, Hey, did you receive my"},{"startTime":982.571,"endTime":985.031,"body":"mail piece that I got in the,"},{"startTime":985.571,"endTime":986.591,"body":"that I sent you in the mail?"},{"startTime":986.591,"endTime":988.284,"body":"Instead of, Hey, do you"},{"startTime":986.591,"endTime":988.284,"body":"wanna sell your problem?"},{"startTime":988.304,"endTime":989.164,"body":"I'll give you a cash offer.."},{"startTime":989.164,"endTime":989.834,"body":"But that's dead."},{"startTime":989.834,"endTime":992.864,"body":"So I, I'll call, be like,"},{"startTime":989.834,"endTime":992.864,"body":"Uh, did you receive my,"},{"startTime":992.894,"endTime":993.914,"body":"my envelope in the mail?"},{"startTime":993.914,"endTime":995.035,"body":"They'll be like,"},{"startTime":993.914,"endTime":995.035,"body":"What envelope you."},{"startTime":995.554,"endTime":996.154,"body":"That you seeing?"},{"startTime":996.154,"endTime":997.414,"body":"I'm not sure that"},{"startTime":996.154,"endTime":997.414,"body":"I get it or not."},{"startTime":997.414,"endTime":999.004,"body":"Then I start the"},{"startTime":997.414,"endTime":999.004,"body":"conversation from there."},{"startTime":999.244,"endTime":1000.984,"body":"Cause now they don't, they"},{"startTime":999.244,"endTime":1000.984,"body":"don't drop their guards."},{"startTime":1001.224,"endTime":1002.964,"body":"Now you can open the"},{"startTime":1001.224,"endTime":1002.964,"body":"conversation up a little more"},{"startTime":1003.504,"endTime":1005.694,"body":"instead of calling saying, I"},{"startTime":1003.504,"endTime":1005.694,"body":"got cash offered for your house."},{"startTime":1006.144,"endTime":1007.344,"body":"You know, everybody"},{"startTime":1006.144,"endTime":1007.344,"body":"telling them that."},{"startTime":1007.344,"endTime":1008.754,"body":"They, they not gonna give"},{"startTime":1007.344,"endTime":1008.754,"body":"you the time of the day."},{"startTime":1009.024,"endTime":1009.744,"body":"Well, I know not here."},{"startTime":1009.744,"endTime":1011.244,"body":"They not, they're gonna"},{"startTime":1009.744,"endTime":1011.244,"body":"hang up on you real quick."},{"startTime":1012.024,"endTime":1014.634,"body":"Well, certainly, and, and"},{"startTime":1012.024,"endTime":1014.634,"body":"like you say, the brand"},{"startTime":1014.634,"endTime":1016.554,"body":"new filings are getting"},{"startTime":1014.634,"endTime":1016.554,"body":"30 phone calls like that."},{"startTime":1016.554,"endTime":1018.024,"body":"They're gonna hang up"},{"startTime":1016.554,"endTime":1018.024,"body":"a few months later."},{"startTime":1018.829,"endTime":1021.559,"body":"Uh, and, and all of a sudden"},{"startTime":1018.829,"endTime":1021.559,"body":"the rally sinks in a little bit."},{"startTime":1021.559,"endTime":1023.419,"body":"There might be more,"},{"startTime":1021.559,"endTime":1023.419,"body":"some apparently are"},{"startTime":1023.419,"endTime":1024.289,"body":"open to that phone call."},{"startTime":1024.289,"endTime":1025.159,"body":"So Yeah."},{"startTime":1025.164,"endTime":1027.439,"body":"Cause most of 'em, yeah, most"},{"startTime":1025.164,"endTime":1027.439,"body":"of, I don't close cause a lot"},{"startTime":1027.439,"endTime":1028.459,"body":"of people don't do follow up."},{"startTime":1028.669,"endTime":1031.249,"body":"They, they'll tell me like,"},{"startTime":1028.669,"endTime":1031.249,"body":"my phone, I was getting a lot"},{"startTime":1031.249,"endTime":1033.889,"body":"of phone calls, but you like"},{"startTime":1031.249,"endTime":1033.889,"body":"the only ones still pretty"},{"startTime":1033.889,"endTime":1034.819,"body":"much reaching out to me."},{"startTime":1034.819,"endTime":1037.249,"body":"Cause everybody, I'm trying to"},{"startTime":1034.819,"endTime":1037.249,"body":"move on to that newer, fresh"},{"startTime":1037.249,"endTime":1040.669,"body":"list trying to beat everybody"},{"startTime":1037.249,"endTime":1040.669,"body":"to the, to the punch with all"},{"startTime":1040.669,"endTime":1043.759,"body":"them crowding these people at"},{"startTime":1040.669,"endTime":1043.759,"body":"one time for their fresh list."},{"startTime":1043.759,"endTime":1045.457,"body":"But you need to go"},{"startTime":1043.759,"endTime":1045.457,"body":"back some months."},{"startTime":1045.457,"endTime":1048.394,"body":"Call that list then work"},{"startTime":1045.457,"endTime":1048.394,"body":"your way back up for Dave"},{"startTime":1048.394,"endTime":1049.714,"body":"likes those aged leads."},{"startTime":1049.967,"endTime":1050.387,"body":"Right."},{"startTime":1051.107,"endTime":1051.347,"body":"Good."},{"startTime":1051.407,"endTime":1051.737,"body":"Very good."},{"startTime":1051.737,"endTime":1052.037,"body":"Thank you."},{"startTime":1052.107,"endTime":1052.507,"body":"Thank you."},{"startTime":1052.507,"endTime":1053.147,"body":"I appreciate that."},{"startTime":1053.447,"endTime":1053.927,"body":"Right, No problem."},{"startTime":1054.267,"endTime":1058.647,"body":"Okay, so I see a question from"},{"startTime":1054.267,"endTime":1058.647,"body":"Kim Carmichael   and if you're"},{"startTime":1058.647,"endTime":1064.205,"body":"on and wanna a mute and jump"},{"startTime":1058.647,"endTime":1064.205,"body":"in the conversation,  so I had"},{"startTime":1064.205,"endTime":1069.276,"body":"met with two attorneys a while"},{"startTime":1064.205,"endTime":1069.276,"body":"back and I gave one my first"},{"startTime":1069.281,"endTime":1073.296,"body":"lead, like my first referral,"},{"startTime":1069.281,"endTime":1073.296,"body":"and I was really excited."},{"startTime":1073.296,"endTime":1077.016,"body":"I thought it went really well,"},{"startTime":1073.296,"endTime":1077.016,"body":"but the client just texted"},{"startTime":1077.021,"endTime":1079.806,"body":"me today and said that they"},{"startTime":1077.021,"endTime":1079.806,"body":"fired them cuz they were."},{"startTime":1080.781,"endTime":1083.411,"body":"So , I guess not"},{"startTime":1080.781,"endTime":1083.411,"body":"really a question."},{"startTime":1083.811,"endTime":1085.701,"body":"More just a learning experience."},{"startTime":1085.971,"endTime":1088.731,"body":"Um, how would you"},{"startTime":1085.971,"endTime":1088.731,"body":"screen them better?"},{"startTime":1088.736,"endTime":1090.981,"body":"Because my client said they"},{"startTime":1088.736,"endTime":1090.981,"body":"were really nice, but they did"},{"startTime":1090.986,"endTime":1093.651,"body":"a bad job as far as like, Yeah."},{"startTime":1093.651,"endTime":1096.681,"body":"I, I, you know, Kim, I think"},{"startTime":1093.651,"endTime":1096.681,"body":"that this is the area for me"},{"startTime":1096.681,"endTime":1099.891,"body":"personally because my goal I"},{"startTime":1096.681,"endTime":1099.891,"body":"started was to build my business"},{"startTime":1099.891,"endTime":1101.151,"body":"based on attorney referrals."},{"startTime":1101.841,"endTime":1102.891,"body":"My father was an attorney."},{"startTime":1102.891,"endTime":1105.111,"body":"I went to law to court"},{"startTime":1102.891,"endTime":1105.111,"body":"with him many times."},{"startTime":1105.111,"endTime":1107.871,"body":"I clerked for attorneys in the"},{"startTime":1105.111,"endTime":1107.871,"body":"summer when I was in college."},{"startTime":1108.446,"endTime":1111.416,"body":"Uh, my business before I got"},{"startTime":1108.446,"endTime":1111.416,"body":"into probate was, you know,"},{"startTime":1111.416,"endTime":1115.466,"body":"disproportionate attorneys,"},{"startTime":1111.416,"endTime":1115.466,"body":"LA has law of attorneys, but"},{"startTime":1115.676,"endTime":1118.796,"body":"the process of referring was"},{"startTime":1115.676,"endTime":1118.796,"body":"just so frustrating between"},{"startTime":1118.856,"endTime":1120.536,"body":"the customer not being"},{"startTime":1118.856,"endTime":1120.536,"body":"happy with the attorney."},{"startTime":1121.436,"endTime":1123.146,"body":"Um, the attorney not"},{"startTime":1121.436,"endTime":1123.146,"body":"doing a good job."},{"startTime":1123.206,"endTime":1124.676,"body":"In many cases, the"},{"startTime":1123.206,"endTime":1124.676,"body":"attorney not referring"},{"startTime":1124.676,"endTime":1126.456,"body":"back business, I think, and"},{"startTime":1124.676,"endTime":1126.456,"body":"appreciating the process"},{"startTime":1126.806,"endTime":1128.276,"body":"that they're not salespeople."},{"startTime":1128.276,"endTime":1130.057,"body":"They don't really"},{"startTime":1128.276,"endTime":1130.057,"body":"understand how, how"},{"startTime":1130.062,"endTime":1130.946,"body":"we're working to get it."},{"startTime":1131.456,"endTime":1133.136,"body":"Uh, their own business might"},{"startTime":1131.456,"endTime":1133.136,"body":"be suffering, but they don't"},{"startTime":1133.136,"endTime":1135.266,"body":"appreciate somebody else"},{"startTime":1133.136,"endTime":1135.266,"body":"who's building their business."},{"startTime":1135.86,"endTime":1137.66,"body":"and so a couple"},{"startTime":1135.86,"endTime":1137.66,"body":"things I've learned."},{"startTime":1137.66,"endTime":1140.594,"body":"One is they're just saying,"},{"startTime":1137.66,"endTime":1140.594,"body":"Hungry dogs hunt best."},{"startTime":1140.788,"endTime":1143.218,"body":"So you wanna find, even though"},{"startTime":1140.788,"endTime":1143.218,"body":"we all want the person who"},{"startTime":1143.218,"endTime":1147.028,"body":"has this huge practice and"},{"startTime":1143.218,"endTime":1147.028,"body":"non-stop flow business, they're"},{"startTime":1147.033,"endTime":1148.228,"body":"just not gonna appreciate you."},{"startTime":1148.348,"endTime":1148.958,"body":"Mm-hmm."},{"startTime":1149.278,"endTime":1151.648,"body":"generally speaking as much,"},{"startTime":1149.278,"endTime":1151.648,"body":"and somebody who's hungry"},{"startTime":1151.648,"endTime":1152.458,"body":"building the business."},{"startTime":1152.458,"endTime":1155.098,"body":"Now the problem is, If"},{"startTime":1152.458,"endTime":1155.098,"body":"somebody's too hungry in"},{"startTime":1155.098,"endTime":1156.748,"body":"building a business, it"},{"startTime":1155.098,"endTime":1156.748,"body":"might because they give bad"},{"startTime":1156.748,"endTime":1158.968,"body":"service, so it's hard to vet."},{"startTime":1158.968,"endTime":1162.568,"body":"So that's why if you look"},{"startTime":1158.968,"endTime":1162.568,"body":"at my channel, I interview"},{"startTime":1162.568,"endTime":1164.038,"body":"so many attorneys because."},{"startTime":1164.683,"endTime":1167.263,"body":". On one hand, I'm saying to"},{"startTime":1164.683,"endTime":1167.263,"body":"them, I'd like to promote"},{"startTime":1167.263,"endTime":1170.123,"body":"your business, but at the same"},{"startTime":1167.263,"endTime":1170.123,"body":"time, I'm asking the questions."},{"startTime":1170.128,"endTime":1171.703,"body":"I'm looking for"},{"startTime":1170.128,"endTime":1171.703,"body":"clues because mm-hmm."},{"startTime":1171.973,"endTime":1174.243,"body":", I get asked word to"},{"startTime":1171.973,"endTime":1174.243,"body":"refer business to all the"},{"startTime":1174.248,"endTime":1177.553,"body":"time, and the answer's"},{"startTime":1174.248,"endTime":1177.553,"body":"not the one attorney."},{"startTime":1177.558,"endTime":1181.483,"body":"The answer is based on the"},{"startTime":1177.558,"endTime":1181.483,"body":"price, based on the personality,"},{"startTime":1181.483,"endTime":1186.733,"body":"based on their location, based"},{"startTime":1181.483,"endTime":1186.733,"body":"on their male, female, based on."},{"startTime":1187.258,"endTime":1188.458,"body":"Who I think is to"},{"startTime":1187.258,"endTime":1188.458,"body":"be a connection."},{"startTime":1188.908,"endTime":1192.328,"body":"It's, it's, and it's, and"},{"startTime":1188.908,"endTime":1192.328,"body":"most don't go do a good job."},{"startTime":1192.358,"endTime":1194.398,"body":"And I'll tell you this, I"},{"startTime":1192.358,"endTime":1194.398,"body":"don't know Colorado, I think"},{"startTime":1194.398,"endTime":1195.388,"body":"you're in Colorado, right, Kim?"},{"startTime":1195.538,"endTime":1195.658,"body":"Mm-hmm."},{"startTime":1196.438,"endTime":1198.688,"body":". I'm in LA so I'll, I can,"},{"startTime":1196.438,"endTime":1198.688,"body":"I can speak with authority."},{"startTime":1198.688,"endTime":1202.348,"body":"In Los Angeles, 90% of the,"},{"startTime":1198.688,"endTime":1202.348,"body":"of the case of handling la"},{"startTime":1202.378,"endTime":1205.048,"body":"probate are handled poorly"},{"startTime":1202.378,"endTime":1205.048,"body":"by trees who don't really"},{"startTime":1205.048,"endTime":1205.678,"body":"know what they're doing."},{"startTime":1206.818,"endTime":1207.508,"body":"That's the fact."},{"startTime":1208.108,"endTime":1211.018,"body":"So now you, you combine"},{"startTime":1208.108,"endTime":1211.018,"body":"that with why just pick an"},{"startTime":1211.018,"endTime":1212.318,"body":"attorney from that list?"},{"startTime":1213.073,"endTime":1214.843,"body":"Nice of the time they're"},{"startTime":1213.073,"endTime":1214.843,"body":"gonna gonna do a good job."},{"startTime":1214.843,"endTime":1218.023,"body":"And so I think the opportunity"},{"startTime":1214.843,"endTime":1218.023,"body":"is to learn who the really"},{"startTime":1218.023,"endTime":1221.203,"body":"good ones are in your"},{"startTime":1218.023,"endTime":1221.203,"body":"area and and to seek them."},{"startTime":1221.203,"endTime":1223.933,"body":"And I think that the good ones"},{"startTime":1221.203,"endTime":1223.933,"body":"would be hard to reach and"},{"startTime":1223.938,"endTime":1226.363,"body":"hard to get to and, and think"},{"startTime":1223.938,"endTime":1226.363,"body":"they don't really need you."},{"startTime":1226.813,"endTime":1228.373,"body":"And then I turn around and"},{"startTime":1226.813,"endTime":1228.373,"body":"find out, well they do cuz"},{"startTime":1228.403,"endTime":1230.383,"body":"they, they list the property,"},{"startTime":1228.403,"endTime":1230.383,"body":"this person, but they're,"},{"startTime":1230.593,"endTime":1233.123,"body":"they got continued because"},{"startTime":1230.593,"endTime":1233.123,"body":"that, well, agents an idiot."},{"startTime":1233.653,"endTime":1234.733,"body":"So it, it is a chall."},{"startTime":1234.763,"endTime":1235.663,"body":"That's the challenge."},{"startTime":1235.663,"endTime":1238.273,"body":"But I think that's the"},{"startTime":1235.663,"endTime":1238.273,"body":"opportunity at the same time is"},{"startTime":1238.273,"endTime":1240.793,"body":"become a expert in the attorney."},{"startTime":1241.228,"endTime":1244.678,"body":"Uh, roster in your area and"},{"startTime":1241.228,"endTime":1244.678,"body":"take referring seriously."},{"startTime":1244.678,"endTime":1246.808,"body":"The other thing I"},{"startTime":1244.678,"endTime":1246.808,"body":"wanna say is I'm on the"},{"startTime":1246.808,"endTime":1248.038,"body":"Probate Mastery Group."},{"startTime":1248.038,"endTime":1249.178,"body":"I have my own Facebook group."},{"startTime":1249.538,"endTime":1250.168,"body":"I'm with the xp."},{"startTime":1250.168,"endTime":1252.568,"body":"I have another Facebook"},{"startTime":1250.168,"endTime":1252.568,"body":"group there that I run, and"},{"startTime":1252.568,"endTime":1253.618,"body":"every day I see referrals."},{"startTime":1253.623,"endTime":1256.498,"body":"People say, I need an attorney,"},{"startTime":1253.623,"endTime":1256.498,"body":"a probate attorney in Denver,"},{"startTime":1256.948,"endTime":1260.458,"body":"Like five people pop in names"},{"startTime":1256.948,"endTime":1260.458,"body":"and I wanna say, But you really"},{"startTime":1260.458,"endTime":1261.268,"body":"know what they're looking for."},{"startTime":1261.268,"endTime":1262.798,"body":"Are they looking for"},{"startTime":1261.268,"endTime":1262.798,"body":"a probate litigator?"},{"startTime":1262.798,"endTime":1264.358,"body":"Are they looking for a"},{"startTime":1262.798,"endTime":1264.358,"body":"probate administrator?"},{"startTime":1264.783,"endTime":1266.103,"body":"There's a trust case."},{"startTime":1266.373,"endTime":1267.663,"body":"Half the time it's"},{"startTime":1266.373,"endTime":1267.663,"body":"not even probate."},{"startTime":1267.933,"endTime":1270.153,"body":"Half the time they're in"},{"startTime":1267.933,"endTime":1270.153,"body":"probate, but they need an"},{"startTime":1270.153,"endTime":1273.453,"body":"eviction attorney, different"},{"startTime":1270.153,"endTime":1273.453,"body":"guy or gal, or they need"},{"startTime":1273.453,"endTime":1276.813,"body":"a criminal, different guy"},{"startTime":1273.453,"endTime":1276.813,"body":"or gal, even if it's in"},{"startTime":1276.818,"endTime":1277.863,"body":"a, within a probate case."},{"startTime":1277.863,"endTime":1281.643,"body":"So I take the referrals really"},{"startTime":1277.863,"endTime":1281.643,"body":"seriously and really vet"},{"startTime":1281.648,"endTime":1283.553,"body":"them and try to find really,"},{"startTime":1281.648,"endTime":1283.553,"body":"what are they looking for."},{"startTime":1284.443,"endTime":1285.553,"body":"What do they need?"},{"startTime":1285.763,"endTime":1286.583,"body":"What's their budget?"},{"startTime":1287.473,"endTime":1290.413,"body":"Um, that's also, I got involved"},{"startTime":1287.473,"endTime":1290.413,"body":"with probate advances cuz"},{"startTime":1290.413,"endTime":1293.623,"body":"sometimes people will pick an"},{"startTime":1290.413,"endTime":1293.623,"body":"attorney based on how much money"},{"startTime":1293.628,"endTime":1296.593,"body":"they want in advance and they'll"},{"startTime":1293.628,"endTime":1296.593,"body":"settle for a poor attorney"},{"startTime":1296.893,"endTime":1298.003,"body":"cuz it's easy to hire them."},{"startTime":1298.843,"endTime":1300.613,"body":"But by giving 'em a"},{"startTime":1298.843,"endTime":1300.613,"body":"probate advance, I can"},{"startTime":1300.618,"endTime":1303.643,"body":"get them the money without"},{"startTime":1300.618,"endTime":1303.643,"body":"making that decision."},{"startTime":1303.973,"endTime":1305.173,"body":"And then you get"},{"startTime":1303.973,"endTime":1305.173,"body":"the better service."},{"startTime":1305.173,"endTime":1307.936,"body":"So That's an area that  I"},{"startTime":1305.173,"endTime":1307.936,"body":"work on more diligently"},{"startTime":1307.941,"endTime":1310.173,"body":"so I can then make that"},{"startTime":1307.941,"endTime":1310.173,"body":"referral to an attorney"},{"startTime":1310.173,"endTime":1311.283,"body":"without regards to the fee."},{"startTime":1311.333,"endTime":1313.016,"body":"So quick shameless plug."},{"speaker":"I host a program 8","startTime":1313.016,"endTime":1316.549,"body":"30 AM"},{"speaker":"I host a program 8","startTime":1313.016,"endTime":1316.549,"body":"tomorrow Wednesdays Pacific.:"},{"speaker":"I host a program 8","startTime":1316.813,"endTime":1320.456,"body":"get probate.cash and I talk"},{"speaker":"I host a program 8","startTime":1316.813,"endTime":1320.456,"body":"about, I do an overview for 30"},{"speaker":"I host a program 8","startTime":1320.456,"endTime":1323.576,"body":"minutes on probate advances,"},{"speaker":"I host a program 8","startTime":1320.456,"endTime":1323.576,"body":"and then if you're in the, in"},{"speaker":"I host a program 8","startTime":1323.576,"endTime":1325.256,"body":"the world wanna talk about,"},{"speaker":"I host a program 8","startTime":1323.576,"endTime":1325.256,"body":"we'll do some questions"},{"speaker":"I host a program 8","startTime":1325.261,"endTime":1326.476,"body":"and answers on that there."},{"speaker":"I host a program 8","startTime":1326.481,"endTime":1328.924,"body":"That's an area that  I"},{"speaker":"I host a program 8","startTime":1326.481,"endTime":1328.924,"body":"work on more diligently"},{"speaker":"I host a program 8","startTime":1328.929,"endTime":1331.544,"body":"so I can then make that"},{"speaker":"I host a program 8","startTime":1328.929,"endTime":1331.544,"body":"referral to an attorney"},{"speaker":"I host a program 8","startTime":1331.544,"endTime":1332.654,"body":"without regards to the fee."},{"speaker":"I host a program 8","startTime":1332.714,"endTime":1334.004,"body":"And that's a big, I think, a."},{"speaker":"I host a program 8","startTime":1334.619,"endTime":1335.519,"body":"Does that help a little bit."},{"speaker":"I host a program 8","startTime":1335.999,"endTime":1336.209,"body":"Yeah."},{"speaker":"I host a program 8","startTime":1336.214,"endTime":1336.599,"body":"Thank you."},{"speaker":"I host a program 8","startTime":1337.229,"endTime":1337.499,"body":"Great."},{"speaker":"I host a program 8","startTime":1337.499,"endTime":1338.279,"body":"And thanks so much."},{"speaker":"I host a program 8","startTime":1338.566,"endTime":1339.076,"body":"Okay."},{"speaker":"I host a program 8","startTime":1339.076,"endTime":1341.206,"body":"So I see hands up, I"},{"speaker":"I host a program 8","startTime":1339.076,"endTime":1341.206,"body":"see a bunch of questions"},{"speaker":"I host a program 8","startTime":1341.206,"endTime":1342.286,"body":"in the question box."},{"speaker":"I host a program 8","startTime":1342.286,"endTime":1342.826,"body":"Let's see."},{"speaker":"I host a program 8","startTime":1343.108,"endTime":1344.458,"body":"Vince, do you wanna"},{"speaker":"I host a program 8","startTime":1343.108,"endTime":1344.458,"body":"jump in here real quick?"},{"speaker":"I host a program 8","startTime":1344.458,"endTime":1345.118,"body":"We can talk a little bit."},{"speaker":"I host a program 8","startTime":1346.258,"endTime":1347.518,"body":"Little deeper on that question."},{"speaker":"I host a program 8","startTime":1347.758,"endTime":1349.258,"body":"So Vince is asking"},{"speaker":"I host a program 8","startTime":1347.758,"endTime":1349.258,"body":"really, what, what are we"},{"speaker":"I host a program 8","startTime":1349.258,"endTime":1350.968,"body":"using for CRM products?"},{"speaker":"I host a program 8","startTime":1351.055,"endTime":1351.475,"body":"Yeah."},{"speaker":"I host a program 8","startTime":1351.595,"endTime":1357.564,"body":"Uh,  I'm kind of getting back"},{"speaker":"I host a program 8","startTime":1351.595,"endTime":1357.564,"body":"into this, part of the business."},{"speaker":"I host a program 8","startTime":1357.569,"endTime":1363.324,"body":"I've been an appraiser for"},{"speaker":"I host a program 8","startTime":1357.569,"endTime":1363.324,"body":"30 years and, um, a CRM is"},{"speaker":"I host a program 8","startTime":1363.324,"endTime":1366.714,"body":"not really anything that"},{"speaker":"I host a program 8","startTime":1363.324,"endTime":1366.714,"body":"I've thought about until now."},{"speaker":"I host a program 8","startTime":1367.314,"endTime":1370.014,"body":"And of course, David"},{"speaker":"I host a program 8","startTime":1367.314,"endTime":1370.014,"body":"always says, you know,"},{"speaker":"I host a program 8","startTime":1370.014,"endTime":1371.454,"body":"your CRM is your."},{"speaker":"I host a program 8","startTime":1371.859,"endTime":1376.329,"body":"Is your rock and everybody"},{"speaker":"I host a program 8","startTime":1371.859,"endTime":1376.329,"body":"says, uh, you know, they keep"},{"speaker":"I host a program 8","startTime":1377.019,"endTime":1382.509,"body":"track of people to contact and"},{"speaker":"I host a program 8","startTime":1377.019,"endTime":1382.509,"body":"quite frankly, I'm a babe in"},{"speaker":"I host a program 8","startTime":1382.509,"endTime":1384.099,"body":"the woods when it comes to that."},{"speaker":"I host a program 8","startTime":1384.129,"endTime":1387.159,"body":"And I was just trying to"},{"speaker":"I host a program 8","startTime":1384.129,"endTime":1387.159,"body":"get some feedback from"},{"speaker":"I host a program 8","startTime":1387.164,"endTime":1391.179,"body":"other folks to, uh, maybe"},{"speaker":"I host a program 8","startTime":1387.164,"endTime":1391.179,"body":"try something different."},{"speaker":"I host a program 8","startTime":1391.179,"endTime":1391.989,"body":"Agile."},{"speaker":"I host a program 8","startTime":1392.096,"endTime":1394.586,"body":"It's free and I like free."},{"speaker":"I host a program 8","startTime":1394.796,"endTime":1399.447,"body":"I'm basically cheap, and it's"},{"speaker":"I host a program 8","startTime":1394.796,"endTime":1399.447,"body":"not exactly what I had hoped."},{"speaker":"I host a program 8","startTime":1399.447,"endTime":1402.568,"body":"So not just trying to get input"},{"speaker":"I host a program 8","startTime":1399.447,"endTime":1402.568,"body":"from the folks on the call"},{"speaker":"I host a program 8","startTime":1402.573,"endTime":1403.588,"body":"and see what they're using."},{"speaker":"I host a program 8","startTime":1404.608,"endTime":1404.908,"body":"Great."},{"speaker":"I host a program 8","startTime":1404.908,"endTime":1408.418,"body":"So if you run the call and"},{"speaker":"I host a program 8","startTime":1404.908,"endTime":1408.418,"body":"use a CRM product, what if"},{"speaker":"I host a program 8","startTime":1408.448,"endTime":1410.188,"body":"you, by ensuring that, go"},{"speaker":"I host a program 8","startTime":1408.448,"endTime":1410.188,"body":"ahead and put in the chop box."},{"speaker":"I host a program 8","startTime":1410.188,"endTime":1411.778,"body":"What CRM product do you use?"},{"speaker":"I host a program 8","startTime":1411.855,"endTime":1413.655,"body":"Do you use a mail program with"},{"speaker":"I host a program 8","startTime":1411.855,"endTime":1413.655,"body":"all the names and numbers?"},{"speaker":"I host a program 8","startTime":1413.655,"endTime":1415.361,"body":"How do you keep contacts?"},{"speaker":"I host a program 8","startTime":1415.991,"endTime":1418.121,"body":"Um, so a couple things I'll"},{"speaker":"I host a program 8","startTime":1415.991,"endTime":1418.121,"body":"throw out just as, as we"},{"speaker":"I host a program 8","startTime":1418.121,"endTime":1418.991,"body":"kind of collect some answers."},{"speaker":"I host a program 8","startTime":1418.991,"endTime":1420.251,"body":"That's a great question to ask."},{"speaker":"I host a program 8","startTime":1420.881,"endTime":1422.951,"body":"And it's a common question"},{"speaker":"I host a program 8","startTime":1420.881,"endTime":1422.951,"body":"that real estate agents ask."},{"speaker":"I host a program 8","startTime":1423.231,"endTime":1426.799,"body":"But what I wanna say is"},{"speaker":"I host a program 8","startTime":1423.231,"endTime":1426.799,"body":"you don't pick the tool and"},{"speaker":"I host a program 8","startTime":1426.799,"endTime":1428.209,"body":"then figure out the process."},{"speaker":"I host a program 8","startTime":1428.214,"endTime":1429.319,"body":"You figure out the process, you."},{"speaker":"I host a program 8","startTime":1429.929,"endTime":1431.089,"body":"And get the right tool."},{"speaker":"I host a program 8","startTime":1431.429,"endTime":1433.259,"body":"And so the real question"},{"speaker":"I host a program 8","startTime":1431.429,"endTime":1433.259,"body":"is, what are you doing"},{"speaker":"I host a program 8","startTime":1433.259,"endTime":1434.189,"body":"with the contacts?"},{"speaker":"I host a program 8","startTime":1434.249,"endTime":1436.019,"body":"And then you need the"},{"speaker":"I host a program 8","startTime":1434.249,"endTime":1436.019,"body":"right tool that does that."},{"speaker":"I host a program 8","startTime":1436.118,"endTime":1438.548,"body":"You know, for example, if"},{"speaker":"I host a program 8","startTime":1436.118,"endTime":1438.548,"body":"all you're gonna do is email"},{"speaker":"I host a program 8","startTime":1438.548,"endTime":1440.558,"body":"out to 'em regularly, you"},{"speaker":"I host a program 8","startTime":1438.548,"endTime":1440.558,"body":"can use an email program."},{"speaker":"I host a program 8","startTime":1440.708,"endTime":1442.478,"body":"Uh, I use MailChimp for email."},{"speaker":"I host a program 8","startTime":1442.958,"endTime":1444.968,"body":"Now my MailChimp"},{"speaker":"I host a program 8","startTime":1442.958,"endTime":1444.968,"body":"connects to my crm."},{"speaker":"I host a program 8","startTime":1445.138,"endTime":1447.981,"body":"But if all you're do is mail"},{"speaker":"I host a program 8","startTime":1445.138,"endTime":1447.981,"body":"out once a week or once a"},{"speaker":"I host a program 8","startTime":1447.981,"endTime":1451.361,"body":"month, that that's free for"},{"speaker":"I host a program 8","startTime":1447.981,"endTime":1451.361,"body":"2000 contacts, that works fine."},{"speaker":"I host a program 8","startTime":1451.754,"endTime":1454.064,"body":"If we're gonna use it for"},{"speaker":"I host a program 8","startTime":1451.754,"endTime":1454.064,"body":"just accumulating names,"},{"speaker":"I host a program 8","startTime":1454.064,"endTime":1456.559,"body":"addresses, phone numbers,"},{"speaker":"I host a program 8","startTime":1454.064,"endTime":1456.559,"body":"and spreadsheets work fine."},{"speaker":"I host a program 8","startTime":1457.339,"endTime":1459.499,"body":"But then when you get into"},{"speaker":"I host a program 8","startTime":1457.339,"endTime":1459.499,"body":"more sophisticated follow up."},{"speaker":"I host a program 8","startTime":1459.949,"endTime":1463.189,"body":"There's following up on specific"},{"speaker":"I host a program 8","startTime":1459.949,"endTime":1463.189,"body":"leads and then there's, uh,"},{"speaker":"I host a program 8","startTime":1463.219,"endTime":1465.469,"body":"maybe a more systematized"},{"speaker":"I host a program 8","startTime":1463.219,"endTime":1465.469,"body":"method of, of reaching."},{"speaker":"I host a program 8","startTime":1465.474,"endTime":1468.199,"body":"And so, for example, I"},{"speaker":"I host a program 8","startTime":1465.474,"endTime":1468.199,"body":"use Salesforce, which is"},{"speaker":"I host a program 8","startTime":1468.199,"endTime":1470.359,"body":"a generic CRM product."},{"speaker":"I host a program 8","startTime":1470.439,"endTime":1472.179,"body":"and I use that to do two things."},{"speaker":"I host a program 8","startTime":1472.179,"endTime":1474.819,"body":"One, I schedule individual"},{"speaker":"I host a program 8","startTime":1472.179,"endTime":1474.819,"body":"to-dos all my hot leads and"},{"speaker":"I host a program 8","startTime":1474.819,"endTime":1477.039,"body":"follow ups and, and key contact."},{"speaker":"I host a program 8","startTime":1477.684,"endTime":1479.724,"body":". But then I also make sure"},{"speaker":"I host a program 8","startTime":1477.684,"endTime":1479.724,"body":"I call certain, a certain"},{"speaker":"I host a program 8","startTime":1479.724,"endTime":1482.364,"body":"population of people that I"},{"speaker":"I host a program 8","startTime":1479.724,"endTime":1482.364,"body":"wanna talk to every 90 days."},{"speaker":"I host a program 8","startTime":1482.364,"endTime":1483.504,"body":"I call 'em every 90 days."},{"speaker":"I host a program 8","startTime":1483.744,"endTime":1484.554,"body":"And helps you do that."},{"speaker":"I host a program 8","startTime":1485.034,"endTime":1486.654,"body":"And then it connects"},{"speaker":"I host a program 8","startTime":1485.034,"endTime":1486.654,"body":"for the emails."},{"speaker":"I host a program 8","startTime":1486.768,"endTime":1488.838,"body":"and that can sort out"},{"speaker":"I host a program 8","startTime":1486.768,"endTime":1488.838,"body":"data, you know, do I"},{"speaker":"I host a program 8","startTime":1488.838,"endTime":1490.128,"body":"know an attorney in Ohio?"},{"speaker":"I host a program 8","startTime":1490.128,"endTime":1492.571,"body":"I can pull up Ohio Attorneys"},{"speaker":"I host a program 8","startTime":1490.128,"endTime":1492.571,"body":"and figure out who they are."},{"speaker":"I host a program 8","startTime":1492.744,"endTime":1494.964,"body":"But the key thing is, uh,"},{"speaker":"I host a program 8","startTime":1492.744,"endTime":1494.964,"body":"Vince, you need to kind of"},{"speaker":"I host a program 8","startTime":1495.504,"endTime":1498.668,"body":"organize your processes and"},{"speaker":"I host a program 8","startTime":1495.504,"endTime":1498.668,"body":"then find the right tool"},{"speaker":"I host a program 8","startTime":1498.668,"endTime":1499.868,"body":"that supports those process."},{"speaker":"I host a program 8","startTime":1501.018,"endTime":1501.938,"body":"That makes sense."},{"speaker":"I host a program 8","startTime":1502.028,"endTime":1503.018,"body":"There's no right answer."},{"speaker":"I host a program 8","startTime":1503.018,"endTime":1505.508,"body":"And, and for most real estate"},{"speaker":"I host a program 8","startTime":1503.018,"endTime":1505.508,"body":"agents, it should be Google"},{"speaker":"I host a program 8","startTime":1505.508,"endTime":1509.561,"body":"Contacts plus Google Sheets,"},{"speaker":"I host a program 8","startTime":1505.508,"endTime":1509.561,"body":"plus MailChimp, or you know,"},{"speaker":"I host a program 8","startTime":1509.621,"endTime":1513.221,"body":"Apple Contacts plus Apple"},{"speaker":"I host a program 8","startTime":1509.621,"endTime":1513.221,"body":"Sheets plus an email program."},{"speaker":"I host a program 8","startTime":1513.221,"endTime":1516.371,"body":"Maybe, maybe email, um,"},{"speaker":"I host a program 8","startTime":1513.221,"endTime":1516.371,"body":"MailChimp or, or equivalent."},{"speaker":"I host a program 8","startTime":1516.971,"endTime":1517.871,"body":"Quick follow up."},{"speaker":"I host a program 8","startTime":1517.871,"endTime":1522.164,"body":"I see, one particular CRM turn"},{"speaker":"I host a program 8","startTime":1517.871,"endTime":1522.164,"body":"up in the comments quite a bit."},{"speaker":"I host a program 8","startTime":1522.309,"endTime":1528.094,"body":"And uh, my question to those"},{"speaker":"I host a program 8","startTime":1522.309,"endTime":1528.094,"body":"folks is that broker supplied?"},{"speaker":"I host a program 8","startTime":1528.484,"endTime":1531.184,"body":"KvCore is a, is independent"},{"speaker":"I host a program 8","startTime":1528.484,"endTime":1531.184,"body":"company, used to be"},{"speaker":"I host a program 8","startTime":1531.244,"endTime":1532.034,"body":"called Kunversion."},{"speaker":"I host a program 8","startTime":1532.414,"endTime":1534.821,"body":"And they were like the number"},{"speaker":"I host a program 8","startTime":1532.414,"endTime":1534.821,"body":"three or four real estate"},{"speaker":"I host a program 8","startTime":1535.301,"endTime":1537.914,"body":"specific CRM product and"},{"speaker":"I host a program 8","startTime":1535.301,"endTime":1537.914,"body":"then eXp just gives it to"},{"speaker":"I host a program 8","startTime":1537.914,"endTime":1541.604,"body":"all their agents and as eXp"},{"speaker":"I host a program 8","startTime":1537.914,"endTime":1541.604,"body":"has exploded, so has KV core"},{"speaker":"I host a program 8","startTime":1541.609,"endTime":1544.184,"body":"usage, but KV core is also"},{"speaker":"I host a program 8","startTime":1541.609,"endTime":1544.184,"body":"used by other brokerages"},{"speaker":"I host a program 8","startTime":1544.184,"endTime":1544.754,"body":"throughout the country."},{"speaker":"I host a program 8","startTime":1544.754,"endTime":1546.104,"body":"It's interesting irony."},{"speaker":"I host a program 8","startTime":1546.524,"endTime":1548.941,"body":"I used to work for a small"},{"speaker":"I host a program 8","startTime":1546.524,"endTime":1548.941,"body":"dependent here in LA and"},{"speaker":"I host a program 8","startTime":1548.941,"endTime":1551.221,"body":"when I left them, they got"},{"speaker":"I host a program 8","startTime":1548.941,"endTime":1551.221,"body":"KvCore for all their agents"},{"speaker":"I host a program 8","startTime":1551.221,"endTime":1553.641,"body":"as well, partially as a"},{"speaker":"I host a program 8","startTime":1551.221,"endTime":1553.641,"body":"defense mechanism cuz they"},{"speaker":"I host a program 8","startTime":1553.641,"endTime":1555.641,"body":"were losing so many to eXp.."},{"speaker":"I host a program 8","startTime":1555.891,"endTime":1558.261,"body":"But, but KvCore is a"},{"speaker":"I host a program 8","startTime":1555.891,"endTime":1558.261,"body":"independent product."},{"speaker":"I host a program 8","startTime":1558.261,"endTime":1559.281,"body":"You can buy it on your own."},{"speaker":"I host a program 8","startTime":1559.791,"endTime":1561.771,"body":"Or your brokerages to"},{"speaker":"I host a program 8","startTime":1559.791,"endTime":1561.771,"body":"buy it and give out to"},{"speaker":"I host a program 8","startTime":1561.771,"endTime":1562.851,"body":"other agents as well."},{"speaker":"I host a program 8","startTime":1563.301,"endTime":1566.721,"body":"Um, so I, I also use KV Corp"},{"speaker":"I host a program 8","startTime":1563.301,"endTime":1566.721,"body":"for part of my business."},{"speaker":"I host a program 8","startTime":1567.061,"endTime":1568.651,"body":"It'll do all your mailing,"},{"speaker":"I host a program 8","startTime":1567.061,"endTime":1568.651,"body":"it'll, it will do your"},{"speaker":"I host a program 8","startTime":1568.656,"endTime":1571.171,"body":"follow ups, It'll help you,"},{"speaker":"I host a program 8","startTime":1568.656,"endTime":1571.171,"body":"again, contact every 90 days."},{"speaker":"I host a program 8","startTime":1571.171,"endTime":1572.851,"body":"You can write sophisticated"},{"speaker":"I host a program 8","startTime":1571.171,"endTime":1572.851,"body":"campaigns in it."},{"speaker":"I host a program 8","startTime":1573.121,"endTime":1574.621,"body":"It's definitely a"},{"speaker":"I host a program 8","startTime":1573.121,"endTime":1574.621,"body":"full service product."},{"speaker":"I host a program 8","startTime":1574.621,"endTime":1576.781,"body":"But again, the mistake"},{"speaker":"I host a program 8","startTime":1574.621,"endTime":1576.781,"body":"agents make with KV core is"},{"speaker":"I host a program 8","startTime":1576.786,"endTime":1579.344,"body":"they get it and they start"},{"speaker":"I host a program 8","startTime":1576.786,"endTime":1579.344,"body":"working on KV core instead"},{"speaker":"I host a program 8","startTime":1579.344,"endTime":1580.574,"body":"of working under business."},{"speaker":"I host a program 8","startTime":1580.666,"endTime":1583.156,"body":"It's a very, it's a great"},{"speaker":"I host a program 8","startTime":1580.666,"endTime":1583.156,"body":"tool, but you wanna use that"},{"speaker":"I host a program 8","startTime":1583.156,"endTime":1584.916,"body":"tool in the right way, okay."},{"speaker":"I host a program 8","startTime":1584.916,"endTime":1585.726,"body":"I hope that helps a little bit,"},{"speaker":"I host a program 8","startTime":1585.98,"endTime":1589.177,"body":"Ele from South Florida"},{"speaker":"I host a program 8","startTime":1585.98,"endTime":1589.177,"body":"what's going on Hi guys."},{"speaker":"I host a program 8","startTime":1590.247,"endTime":1590.607,"body":"Okay."},{"speaker":"I host a program 8","startTime":1590.767,"endTime":1593.947,"body":"I'm being doing real estate"},{"speaker":"I host a program 8","startTime":1590.767,"endTime":1593.947,"body":"for 20 years and I was"},{"speaker":"I host a program 8","startTime":1593.947,"endTime":1595.987,"body":"exposed to multiple CRMs."},{"speaker":"I host a program 8","startTime":1596.514,"endTime":1600.697,"body":"I think strongly what you were"},{"speaker":"I host a program 8","startTime":1596.514,"endTime":1600.697,"body":"saying, Bill, once you get"},{"speaker":"I host a program 8","startTime":1600.697,"endTime":1604.807,"body":"into a crm, a lot of the times"},{"speaker":"I host a program 8","startTime":1600.697,"endTime":1604.807,"body":"you become the CRM expert."},{"speaker":"I host a program 8","startTime":1605.167,"endTime":1609.247,"body":"So to cut the chase and"},{"speaker":"I host a program 8","startTime":1605.167,"endTime":1609.247,"body":"to cut the leg of work,"},{"speaker":"I host a program 8","startTime":1609.62,"endTime":1613.16,"body":"I would strongly suggest"},{"speaker":"I host a program 8","startTime":1609.62,"endTime":1613.16,"body":"to hire a techy guy."},{"speaker":"I host a program 8","startTime":1613.347,"endTime":1614.487,"body":"That's what I've done."},{"speaker":"I host a program 8","startTime":1614.544,"endTime":1617.124,"body":"So they can pretty much"},{"speaker":"I host a program 8","startTime":1614.544,"endTime":1617.124,"body":"kind of set you up and"},{"speaker":"I host a program 8","startTime":1617.554,"endTime":1618.744,"body":"automate your campaigns."},{"speaker":"I host a program 8","startTime":1619.164,"endTime":1621.744,"body":"And I come from a"},{"speaker":"I host a program 8","startTime":1619.164,"endTime":1621.744,"body":"small brokerage."},{"speaker":"I host a program 8","startTime":1622.074,"endTime":1623.514,"body":"My husband is the broker."},{"speaker":"I host a program 8","startTime":1623.784,"endTime":1626.004,"body":"I am practically"},{"speaker":"I host a program 8","startTime":1623.784,"endTime":1626.004,"body":"a broker as well."},{"speaker":"I host a program 8","startTime":1626.384,"endTime":1628.214,"body":"And I'm a former Keller"},{"speaker":"I host a program 8","startTime":1626.384,"endTime":1628.214,"body":"Williams agent in"},{"speaker":"I host a program 8","startTime":1628.214,"endTime":1629.324,"body":"Coldwell Banker as well."},{"speaker":"I host a program 8","startTime":1629.424,"endTime":1633.894,"body":"Any system that you can"},{"speaker":"I host a program 8","startTime":1629.424,"endTime":1633.894,"body":"actively make those calls,"},{"speaker":"I host a program 8","startTime":1634.13,"endTime":1638.45,"body":"take those notes, set up your"},{"speaker":"I host a program 8","startTime":1634.13,"endTime":1638.45,"body":"task automation in reference"},{"speaker":"I host a program 8","startTime":1638.455,"endTime":1642.994,"body":"of emails, text messages, and"},{"speaker":"I host a program 8","startTime":1638.455,"endTime":1642.994,"body":"more than that, when we're"},{"speaker":"I host a program 8","startTime":1642.994,"endTime":1645.547,"body":"talking about conversion, Cuz"},{"speaker":"I host a program 8","startTime":1642.994,"endTime":1645.547,"body":"I gotta, I gotta tell you,"},{"speaker":"I host a program 8","startTime":1645.547,"endTime":1646.807,"body":"I'm in the hurricane area."},{"speaker":"I host a program 8","startTime":1647.047,"endTime":1647.077,"body":"Okay?"},{"speaker":"I host a program 8","startTime":1647.6,"endTime":1649.49,"body":"And it's been a killer."},{"speaker":"I host a program 8","startTime":1649.774,"endTime":1653.824,"body":"The demand is so high, but"},{"speaker":"I host a program 8","startTime":1649.774,"endTime":1653.824,"body":"we know also, that there"},{"speaker":"I host a program 8","startTime":1653.824,"endTime":1658.329,"body":"is not much properties that"},{"speaker":"I host a program 8","startTime":1653.824,"endTime":1658.329,"body":"can be sold immediately,"},{"speaker":"I host a program 8","startTime":1658.542,"endTime":1659.772,"body":"in the real estate sign."},{"speaker":"I host a program 8","startTime":1659.772,"endTime":1662.832,"body":"I'm talking in the probate,"},{"speaker":"I host a program 8","startTime":1659.772,"endTime":1662.832,"body":"going back to their probate."},{"speaker":"I host a program 8","startTime":1663.015,"endTime":1666.755,"body":"I will say make those"},{"speaker":"I host a program 8","startTime":1663.015,"endTime":1666.755,"body":"phone calls like Pannell"},{"speaker":"I host a program 8","startTime":1666.755,"endTime":1670.164,"body":"has been saying it like"},{"speaker":"I host a program 8","startTime":1666.755,"endTime":1670.164,"body":"you Bill and taking notes."},{"speaker":"I host a program 8","startTime":1670.844,"endTime":1672.954,"body":"I'll tell you, I have"},{"speaker":"I host a program 8","startTime":1670.844,"endTime":1672.954,"body":"notes everywhere."},{"speaker":"I host a program 8","startTime":1672.984,"endTime":1677.724,"body":"I have a notebook, but when it"},{"speaker":"I host a program 8","startTime":1672.984,"endTime":1677.724,"body":"came back to see exactly where"},{"speaker":"I host a program 8","startTime":1677.724,"endTime":1683.934,"body":"is my pipeline conversion, it's"},{"speaker":"I host a program 8","startTime":1677.724,"endTime":1683.934,"body":"coming down to all those tasks"},{"speaker":"I host a program 8","startTime":1684.084,"endTime":1685.614,"body":"and everything on the calendar."},{"speaker":"I host a program 8","startTime":1686.654,"endTime":1688.074,"body":"Calendar has to be massive."},{"speaker":"I host a program 8","startTime":1689.124,"endTime":1693.624,"body":"It's massive if you don't"},{"speaker":"I host a program 8","startTime":1689.124,"endTime":1693.624,"body":"use a calendar to put"},{"speaker":"I host a program 8","startTime":1693.624,"endTime":1695.274,"body":"yourself in prospect."},{"speaker":"I host a program 8","startTime":1695.964,"endTime":1696.984,"body":"You're not in business."},{"speaker":"I host a program 8","startTime":1697.554,"endTime":1698.384,"body":"V ery good!"},{"speaker":"I host a program 8","startTime":1698.384,"endTime":1699.17,"body":"Ele, thank you so much."},{"speaker":"I host a program 8","startTime":1700.07,"endTime":1700.34,"body":"Yeah."},{"speaker":"I host a program 8","startTime":1700.34,"endTime":1702.36,"body":"You know, I'll just share with"},{"speaker":"I host a program 8","startTime":1700.34,"endTime":1702.36,"body":"you guys, for home defense,"},{"speaker":"I host a program 8","startTime":1702.365,"endTime":1703.35,"body":"I live in Los Angeles."},{"speaker":"I host a program 8","startTime":1703.57,"endTime":1706.75,"body":"I have a gun in the house,"},{"speaker":"I host a program 8","startTime":1703.57,"endTime":1706.75,"body":"guns in the house, and, you"},{"speaker":"I host a program 8","startTime":1706.75,"endTime":1708.49,"body":"know, I'm, I'm 63, I'm 64."},{"speaker":"I host a program 8","startTime":1708.49,"endTime":1709.93,"body":"I don't have the best"},{"speaker":"I host a program 8","startTime":1708.49,"endTime":1709.93,"body":"eyesight in the world."},{"speaker":"I host a program 8","startTime":1709.93,"endTime":1712.659,"body":"I'm not, you know, not"},{"speaker":"I host a program 8","startTime":1709.93,"endTime":1712.659,"body":"as Quick as I used to be."},{"speaker":"I host a program 8","startTime":1713.349,"endTime":1715.999,"body":"But as a result I have"},{"speaker":"I host a program 8","startTime":1713.349,"endTime":1715.999,"body":"multiple magazines."},{"speaker":"I host a program 8","startTime":1716.004,"endTime":1719.079,"body":"Cause I figure the more bullets"},{"speaker":"I host a program 8","startTime":1716.004,"endTime":1719.079,"body":"I fire bound to hit where"},{"speaker":"I host a program 8","startTime":1719.079,"endTime":1720.249,"body":"I'm shooting at if I have to."},{"speaker":"I host a program 8","startTime":1720.879,"endTime":1722.439,"body":"And that's just getting"},{"speaker":"I host a program 8","startTime":1720.879,"endTime":1722.439,"body":"the lead on the target."},{"speaker":"I host a program 8","startTime":1722.439,"endTime":1724.989,"body":"When you go to the range,"},{"speaker":"I host a program 8","startTime":1722.439,"endTime":1724.989,"body":"that's what the, he said, just"},{"speaker":"I host a program 8","startTime":1724.994,"endTime":1725.919,"body":"get the lead on the target."},{"speaker":"I host a program 8","startTime":1725.919,"endTime":1727.629,"body":"You'll figure it out, you"},{"speaker":"I host a program 8","startTime":1725.919,"endTime":1727.629,"body":"know, the order later."},{"speaker":"I host a program 8","startTime":1728.199,"endTime":1730.779,"body":"And I think the same's true"},{"speaker":"I host a program 8","startTime":1728.199,"endTime":1730.779,"body":"with my business that, you know,"},{"speaker":"I host a program 8","startTime":1730.779,"endTime":1734.499,"body":"if I just spend all morning"},{"speaker":"I host a program 8","startTime":1730.779,"endTime":1734.499,"body":"talking to attorneys, estates,"},{"speaker":"I host a program 8","startTime":1734.499,"endTime":1735.799,"body":"or people for me business."},{"speaker":"I host a program 8","startTime":1736.369,"endTime":1737.509,"body":"You gotta talk to people."},{"speaker":"I host a program 8","startTime":1737.539,"endTime":1740.929,"body":"So whatever CRM is, Elsa gets"},{"speaker":"I host a program 8","startTime":1737.539,"endTime":1740.929,"body":"you to make the phone calls,"},{"speaker":"I host a program 8","startTime":1740.929,"endTime":1743.599,"body":"get the texts out, get the"},{"speaker":"I host a program 8","startTime":1740.929,"endTime":1743.599,"body":"emails out, that's great."},{"speaker":"I host a program 8","startTime":1743.599,"endTime":1745.309,"body":"But you gotta interact with the"},{"speaker":"I host a program 8","startTime":1743.599,"endTime":1745.309,"body":"people at the end of the day."},{"speaker":"I host a program 8","startTime":1745.309,"endTime":1747.019,"body":"That's what the whole thing"},{"speaker":"I host a program 8","startTime":1745.309,"endTime":1747.019,"body":"is designed to do, is to"},{"speaker":"I host a program 8","startTime":1747.019,"endTime":1748.999,"body":"get you talking to people."},{"speaker":"I host a program 8","startTime":1749.359,"endTime":1751.519,"body":"All the mail in the world"},{"speaker":"I host a program 8","startTime":1749.359,"endTime":1751.519,"body":"designed to get people either"},{"speaker":"I host a program 8","startTime":1751.519,"endTime":1754.849,"body":"call you or you call them"},{"speaker":"I host a program 8","startTime":1751.519,"endTime":1754.849,"body":"so that you can talk to them"},{"speaker":"I host a program 8","startTime":1755.419,"endTime":1756.349,"body":"and get a contract signed."},{"speaker":"I host a program 8","startTime":1756.349,"endTime":1758.899,"body":"It's not, it's not how many"},{"speaker":"I host a program 8","startTime":1756.349,"endTime":1758.899,"body":"emails you send out, it's"},{"speaker":"I host a program 8","startTime":1759.169,"endTime":1760.849,"body":"how many contracts you write"},{"speaker":"I host a program 8","startTime":1759.169,"endTime":1760.849,"body":"or how many houses you."},{"speaker":"I host a program 8","startTime":1761.794,"endTime":1762.364,"body":"So thank you."},{"speaker":"I host a program 8","startTime":1762.364,"endTime":1763.294,"body":"I think it's right on."},{"speaker":"I host a program 8","startTime":1763.634,"endTime":1766.724,"body":"Um, uh, a lot of good"},{"speaker":"I host a program 8","startTime":1763.634,"endTime":1766.724,"body":"I, uh, input there."},{"speaker":"I host a program 8","startTime":1766.724,"endTime":1768.194,"body":"Follow Boss is another one."},{"speaker":"I host a program 8","startTime":1768.527,"endTime":1770.944,"body":"And, KV Core, A lot"},{"speaker":"I host a program 8","startTime":1768.527,"endTime":1770.944,"body":"of people love KvCore."},{"speaker":"I host a program 8","startTime":1770.994,"endTime":1771.414,"body":"Great."},{"speaker":"I host a program 8","startTime":1771.584,"endTime":1774.424,"body":"Podio's another option, I"},{"speaker":"I host a program 8","startTime":1771.584,"endTime":1774.424,"body":"know people do well with."},{"speaker":"I host a program 8","startTime":1775.024,"endTime":1775.944,"body":"REI Black book."},{"speaker":"I host a program 8","startTime":1775.974,"endTime":1776.664,"body":"Okay, good."},{"speaker":"I host a program 8","startTime":1776.664,"endTime":1777.804,"body":"Wow, that's a lot of"},{"speaker":"I host a program 8","startTime":1776.664,"endTime":1777.804,"body":"good answers here."},{"speaker":"I host a program 8","startTime":1777.834,"endTime":1778.344,"body":"Okay, good."},{"speaker":"I host a program 8","startTime":1778.521,"endTime":1780.836,"body":"and Brian says, I think this"},{"speaker":"I host a program 8","startTime":1778.521,"endTime":1780.836,"body":"is true, you need some sort of"},{"speaker":"I host a program 8","startTime":1780.836,"endTime":1782.301,"body":"weekly, monthly market update."},{"speaker":"I host a program 8","startTime":1782.301,"endTime":1784.761,"body":"Now I will say I do it myself."},{"speaker":"I host a program 8","startTime":1785.331,"endTime":1786.651,"body":"I write the content."},{"speaker":"I host a program 8","startTime":1787.221,"endTime":1791.271,"body":"What I would not recommend is"},{"speaker":"I host a program 8","startTime":1787.221,"endTime":1791.271,"body":"buying a service that does the"},{"speaker":"I host a program 8","startTime":1791.271,"endTime":1792.861,"body":"content post to social media."},{"speaker":"I host a program 8","startTime":1793.356,"endTime":1795.966,"body":"I create the content and then"},{"speaker":"I host a program 8","startTime":1793.356,"endTime":1795.966,"body":"send it out through the tool"},{"speaker":"I host a program 8","startTime":1795.966,"endTime":1799.476,"body":"because I think I want the"},{"speaker":"I host a program 8","startTime":1795.966,"endTime":1799.476,"body":"customers to get connected to my"},{"speaker":"I host a program 8","startTime":1799.536,"endTime":1803.256,"body":"voice, my way of doing things,"},{"speaker":"I host a program 8","startTime":1799.536,"endTime":1803.256,"body":"my way of seeing things, and I'd"},{"speaker":"I host a program 8","startTime":1803.256,"endTime":1805.374,"body":"just say spend an hour a week."},{"speaker":"I host a program 8","startTime":1805.404,"endTime":1806.994,"body":"I actually have my"},{"speaker":"I host a program 8","startTime":1805.404,"endTime":1806.994,"body":"calendar on Sundays."},{"speaker":"I host a program 8","startTime":1807.17,"endTime":1809.51,"body":"literally have it in my"},{"speaker":"I host a program 8","startTime":1807.17,"endTime":1809.51,"body":"calendar on 5:00 PM on Sunday."},{"speaker":"I host a program 8","startTime":1809.57,"endTime":1812.6,"body":"Truth is, I'm usually watching"},{"speaker":"I host a program 8","startTime":1809.57,"endTime":1812.6,"body":"Sinai football with my wife"},{"speaker":"I host a program 8","startTime":1813.32,"endTime":1815.6,"body":"and half time I'll come down"},{"speaker":"I host a program 8","startTime":1813.32,"endTime":1815.6,"body":"if I haven't done it already,"},{"speaker":"I host a program 8","startTime":1816.02,"endTime":1819.05,"body":"and I'll read through real"},{"speaker":"I host a program 8","startTime":1816.02,"endTime":1819.05,"body":"estate information, uh, and"},{"speaker":"I host a program 8","startTime":1819.05,"endTime":1821.72,"body":"find an article that I like,"},{"speaker":"I host a program 8","startTime":1819.05,"endTime":1821.72,"body":"and then I'll comment on it."},{"speaker":"I host a program 8","startTime":1821.93,"endTime":1823.58,"body":"And then nowadays I'll"},{"speaker":"I host a program 8","startTime":1821.93,"endTime":1823.58,"body":"actually video myself"},{"speaker":"I host a program 8","startTime":1823.58,"endTime":1824.78,"body":"on it and send out that."},{"speaker":"I host a program 8","startTime":1825.755,"endTime":1827.345,"body":"But you need to find things"},{"speaker":"I host a program 8","startTime":1825.755,"endTime":1827.345,"body":"to think that you like,"},{"speaker":"I host a program 8","startTime":1827.435,"endTime":1828.545,"body":"uh, to do it yourself."},{"speaker":"I host a program 8","startTime":1828.545,"endTime":1830.915,"body":"Otherwise, you're just not"},{"speaker":"I host a program 8","startTime":1828.545,"endTime":1830.915,"body":"gonna, you're gonna send"},{"speaker":"I host a program 8","startTime":1830.915,"endTime":1832.625,"body":"a message that you're not"},{"speaker":"I host a program 8","startTime":1830.915,"endTime":1832.625,"body":"gonna connect with, and"},{"speaker":"I host a program 8","startTime":1832.625,"endTime":1833.435,"body":"that won't be real for you."},{"speaker":"I host a program 8","startTime":1835.055,"endTime":1836.795,"body":"Um, Lynette has two"},{"speaker":"I host a program 8","startTime":1835.055,"endTime":1836.795,"body":"virtual assistants."},{"speaker":"I host a program 8","startTime":1836.825,"endTime":1837.035,"body":"Okay."},{"speaker":"I host a program 8","startTime":1837.04,"endTime":1838.535,"body":"So we have some pretty"},{"speaker":"I host a program 8","startTime":1837.04,"endTime":1838.535,"body":"sophisticated people"},{"speaker":"I host a program 8","startTime":1838.54,"endTime":1840.545,"body":"on the call, um, doing"},{"speaker":"I host a program 8","startTime":1838.54,"endTime":1840.545,"body":"some sophisticated"},{"speaker":"I host a program 8","startTime":1840.545,"endTime":1841.565,"body":"things, which is great."},{"speaker":"I host a program 8","startTime":1841.842,"endTime":1843.612,"body":"So I think we had some two"},{"speaker":"I host a program 8","startTime":1841.842,"endTime":1843.612,"body":"pretty good topics today."},{"speaker":"I host a program 8","startTime":1843.612,"endTime":1845.682,"body":"What else can we talk about"},{"speaker":"I host a program 8","startTime":1843.612,"endTime":1845.682,"body":"to help you guys with?"},{"speaker":"I host a program 8","startTime":1846.763,"endTime":1847.423,"body":"Okay."},{"speaker":"I host a program 8","startTime":1847.573,"endTime":1851.173,"body":"Does Brian have an update on"},{"speaker":"I host a program 8","startTime":1847.573,"endTime":1851.173,"body":"your ventures with EstateExec?"},{"speaker":"I host a program 8","startTime":1851.233,"endTime":1853.063,"body":"Brian, if we're on the call and"},{"speaker":"I host a program 8","startTime":1851.233,"endTime":1853.063,"body":"available, do you wanna give"},{"speaker":"I host a program 8","startTime":1853.063,"endTime":1855.623,"body":"us a quick update on how you're"},{"speaker":"I host a program 8","startTime":1853.063,"endTime":1855.623,"body":"doing with the Estate Exec."},{"speaker":"I host a program 8","startTime":1856.233,"endTime":1858.958,"body":"It's still works and I'm"},{"speaker":"I host a program 8","startTime":1856.233,"endTime":1858.958,"body":"still using it to get in, uh,"},{"speaker":"I host a program 8","startTime":1858.958,"endTime":1859.978,"body":"when I talk with attorneys."},{"speaker":"I host a program 8","startTime":1859.983,"endTime":1864.748,"body":"So, um, I highly recommend"},{"speaker":"I host a program 8","startTime":1859.983,"endTime":1864.748,"body":"everybody familiarize yourself"},{"speaker":"I host a program 8","startTime":1864.748,"endTime":1868.658,"body":"with that tool, uh, because"},{"speaker":"I host a program 8","startTime":1864.748,"endTime":1868.658,"body":"it is a differentiator"},{"speaker":"I host a program 8","startTime":1869.188,"endTime":1870.058,"body":"in the market for us."},{"speaker":"I host a program 8","startTime":1870.418,"endTime":1872.188,"body":"Yeah, I think it's important"},{"speaker":"I host a program 8","startTime":1870.418,"endTime":1872.188,"body":"to have something that you do"},{"speaker":"I host a program 8","startTime":1872.188,"endTime":1875.328,"body":"that other people don't and have"},{"speaker":"I host a program 8","startTime":1872.188,"endTime":1875.328,"body":"value that has value, perceived"},{"speaker":"I host a program 8","startTime":1875.328,"endTime":1876.348,"body":"value to the customers."},{"speaker":"I host a program 8","startTime":1876.353,"endTime":1877.188,"body":"So, Fantastic."},{"speaker":"I host a program 8","startTime":1877.578,"endTime":1877.938,"body":"Well, thanks."},{"speaker":"I host a program 8","startTime":1877.938,"endTime":1879.618,"body":"I didn't really"},{"speaker":"I host a program 8","startTime":1877.938,"endTime":1879.618,"body":"expect an update."},{"speaker":"I host a program 8","startTime":1879.888,"endTime":1881.748,"body":"I didn't see on the agenda"},{"speaker":"I host a program 8","startTime":1879.888,"endTime":1881.748,"body":"the Brian Wilson update,"},{"speaker":"I host a program 8","startTime":1881.748,"endTime":1882.498,"body":"but somebody asked for it."},{"speaker":"I host a program 8","startTime":1882.498,"endTime":1883.358,"body":"So thanks for being available."},{"speaker":"I host a program 8","startTime":1883.928,"endTime":1884.938,"body":"[Laughs] Sorry, Bill,"},{"speaker":"I host a program 8","startTime":1885.208,"endTime":1886.348,"body":"Carla I see your hand up."},{"speaker":"I host a program 8","startTime":1886.378,"endTime":1888.988,"body":"Um, let's get you unmuted"},{"speaker":"I host a program 8","startTime":1886.378,"endTime":1888.988,"body":"and how can we help you?"},{"speaker":"I host a program 8","startTime":1892.933,"endTime":1893.083,"body":"Okay."},{"speaker":"I host a program 8","startTime":1893.563,"endTime":1896.563,"body":"I just wanted to ask about"},{"speaker":"I host a program 8","startTime":1893.563,"endTime":1896.563,"body":"going to the courthouse."},{"speaker":"I host a program 8","startTime":1896.563,"endTime":1897.973,"body":"In Chad's earn course."},{"speaker":"I host a program 8","startTime":1897.973,"endTime":1900.073,"body":"He talks about going to"},{"speaker":"I host a program 8","startTime":1897.973,"endTime":1900.073,"body":"the courthouse and asking"},{"speaker":"I host a program 8","startTime":1900.073,"endTime":1903.043,"body":"the probate clerk is, is it"},{"speaker":"I host a program 8","startTime":1900.073,"endTime":1903.043,"body":"the probate clerk that you"},{"speaker":"I host a program 8","startTime":1903.048,"endTime":1905.803,"body":"would ask what, who their"},{"speaker":"I host a program 8","startTime":1903.048,"endTime":1905.803,"body":"favorite attorneys are or"},{"speaker":"I host a program 8","startTime":1905.803,"endTime":1906.853,"body":"who they like to work with?"},{"speaker":"I host a program 8","startTime":1906.853,"endTime":1909.013,"body":"I mean, how, how do I know?"},{"speaker":"I host a program 8","startTime":1909.018,"endTime":1911.657,"body":"I have an appointment on"},{"speaker":"I host a program 8","startTime":1909.018,"endTime":1911.657,"body":"November 10th with some"},{"speaker":"I host a program 8","startTime":1912.047,"endTime":1916.307,"body":"attorney partners, and just"},{"speaker":"I host a program 8","startTime":1912.047,"endTime":1916.307,"body":"wanted to know, I, I have my"},{"speaker":"I host a program 8","startTime":1916.307,"endTime":1918.527,"body":"little sheet out about how to"},{"speaker":"I host a program 8","startTime":1916.307,"endTime":1918.527,"body":"interview them and things like"},{"speaker":"I host a program 8","startTime":1918.527,"endTime":1921.647,"body":"that, but I'd also like to"},{"speaker":"I host a program 8","startTime":1918.527,"endTime":1921.647,"body":"get like a second opinion that"},{"speaker":"I host a program 8","startTime":1921.737,"endTime":1923.267,"body":"the reviews aren't the best."},{"speaker":"I host a program 8","startTime":1923.267,"endTime":1926.13,"body":"And that's, um, I didn't see"},{"speaker":"I host a program 8","startTime":1923.267,"endTime":1926.13,"body":"those till after I made the"},{"speaker":"I host a program 8","startTime":1926.13,"endTime":1928.6,"body":"appointment with them, so I"},{"speaker":"I host a program 8","startTime":1926.13,"endTime":1928.6,"body":"don't, I know it's not a done"},{"speaker":"I host a program 8","startTime":1928.6,"endTime":1929.56,"body":"deal when you meet with them."},{"speaker":"I host a program 8","startTime":1929.56,"endTime":1931.24,"body":"It's like the, Okay, no,"},{"speaker":"I host a program 8","startTime":1929.56,"endTime":1931.24,"body":"we're gonna do business."},{"speaker":"I host a program 8","startTime":1931.245,"endTime":1935.14,"body":"It doesn't need to be that way,"},{"speaker":"I host a program 8","startTime":1931.245,"endTime":1935.14,"body":"but I just wanted to see what"},{"speaker":"I host a program 8","startTime":1935.14,"endTime":1938.23,"body":"the best way, like go to go to"},{"speaker":"I host a program 8","startTime":1935.14,"endTime":1938.23,"body":"court or go to the courthouse."},{"speaker":"I host a program 8","startTime":1938.41,"endTime":1940.33,"body":"Should I talk to people"},{"speaker":"I host a program 8","startTime":1938.41,"endTime":1940.33,"body":"there about who they."},{"speaker":"I host a program 8","startTime":1941.155,"endTime":1941.965,"body":"To work with there."},{"speaker":"I host a program 8","startTime":1942.895,"endTime":1943.195,"body":"Yes."},{"speaker":"I host a program 8","startTime":1943.195,"endTime":1944.005,"body":"Yes, and yes."},{"speaker":"I host a program 8","startTime":1944.005,"endTime":1946.885,"body":"But, um, so a couple things."},{"speaker":"I host a program 8","startTime":1946.885,"endTime":1948.415,"body":"So you referred to"},{"speaker":"I host a program 8","startTime":1946.885,"endTime":1948.415,"body":"the earn course."},{"speaker":"I host a program 8","startTime":1948.415,"endTime":1949.855,"body":"So those of you who've"},{"speaker":"I host a program 8","startTime":1948.415,"endTime":1949.855,"body":"taken probate master are"},{"speaker":"I host a program 8","startTime":1950.225,"endTime":1953.125,"body":"eligible to take the next"},{"speaker":"I host a program 8","startTime":1950.225,"endTime":1953.125,"body":"class, which is earn, earn,"},{"speaker":"I host a program 8","startTime":1953.515,"endTime":1954.825,"body":"uh, attorney referrals."},{"speaker":"I host a program 8","startTime":1954.83,"endTime":1957.775,"body":"Now, and full disclosure, I'm"},{"speaker":"I host a program 8","startTime":1954.83,"endTime":1957.775,"body":"actually one of the teachers"},{"speaker":"I host a program 8","startTime":1957.775,"endTime":1960.235,"body":"of what the segments of the"},{"speaker":"I host a program 8","startTime":1957.775,"endTime":1960.235,"body":"program, that's how I made"},{"speaker":"I host a program 8","startTime":1960.235,"endTime":1962.618,"body":"my living, was going to court"},{"speaker":"I host a program 8","startTime":1960.235,"endTime":1962.618,"body":"daily, you know, I do know"},{"speaker":"I host a program 8","startTime":1962.618,"endTime":1963.878,"body":"that every court's different."},{"speaker":"I host a program 8","startTime":1963.938,"endTime":1967.283,"body":"You're, I see you're in"},{"speaker":"I host a program 8","startTime":1963.938,"endTime":1967.283,"body":"Sacramento, so I can guess,"},{"speaker":"I host a program 8","startTime":1967.377,"endTime":1969.177,"body":"it's a pretty big county"},{"speaker":"I host a program 8","startTime":1967.377,"endTime":1969.177,"body":"and there's a lot of probate"},{"speaker":"I host a program 8","startTime":1969.177,"endTime":1971.937,"body":"business there, so I imagine the"},{"speaker":"I host a program 8","startTime":1969.177,"endTime":1971.937,"body":"court used to be very active."},{"speaker":"I host a program 8","startTime":1971.937,"endTime":1974.827,"body":"I don't know the current"},{"speaker":"I host a program 8","startTime":1971.937,"endTime":1974.827,"body":"status with COVID."},{"speaker":"I host a program 8","startTime":1974.847,"endTime":1976.787,"body":"I know the courts"},{"speaker":"I host a program 8","startTime":1974.847,"endTime":1976.787,"body":"tend to be the most."},{"speaker":"I host a program 8","startTime":1977.457,"endTime":1981.297,"body":"Locked down of any other than"},{"speaker":"I host a program 8","startTime":1977.457,"endTime":1981.297,"body":"hospitals or medical centers,"},{"speaker":"I host a program 8","startTime":1981.297,"endTime":1984.327,"body":"was locked down regarding"},{"speaker":"I host a program 8","startTime":1981.297,"endTime":1984.327,"body":"covid and keeping people outta"},{"speaker":"I host a program 8","startTime":1984.327,"endTime":1987.313,"body":"the, out of the place and"},{"speaker":"I host a program 8","startTime":1984.327,"endTime":1987.313,"body":"masks and all kind of stuff."},{"speaker":"I host a program 8","startTime":1987.313,"endTime":1988.903,"body":"So I don't know how"},{"speaker":"I host a program 8","startTime":1987.313,"endTime":1988.903,"body":"it is in Sacramento."},{"speaker":"I host a program 8","startTime":1989.007,"endTime":1992.142,"body":"I think you should go and"},{"speaker":"I host a program 8","startTime":1989.007,"endTime":1992.142,"body":"find out and in LA when"},{"speaker":"I host a program 8","startTime":1992.142,"endTime":1994.962,"body":"you walk in the few clerks"},{"speaker":"I host a program 8","startTime":1992.142,"endTime":1994.962,"body":"are there are, they're head"},{"speaker":"I host a program 8","startTime":1994.967,"endTime":1997.625,"body":"down behind Bulletproof"},{"speaker":"I host a program 8","startTime":1994.967,"endTime":1997.625,"body":"class and they're not gonna"},{"speaker":"I host a program 8","startTime":1997.625,"endTime":1998.625,"body":"give the time of the day."},{"speaker":"I host a program 8","startTime":1998.802,"endTime":2000.362,"body":"You have to ask for the right"},{"speaker":"I host a program 8","startTime":1998.802,"endTime":2000.362,"body":"form in the right place."},{"speaker":"I host a program 8","startTime":2000.362,"endTime":2001.472,"body":"They're just not very helpful."},{"speaker":"I host a program 8","startTime":2001.922,"endTime":2004.562,"body":"And yet in other counties"},{"speaker":"I host a program 8","startTime":2001.922,"endTime":2004.562,"body":"I know that the clerks are"},{"speaker":"I host a program 8","startTime":2004.562,"endTime":2005.602,"body":"very helpful and I've had."},{"speaker":"I host a program 8","startTime":2006.152,"endTime":2007.832,"body":"People who've talked to"},{"speaker":"I host a program 8","startTime":2006.152,"endTime":2007.832,"body":"us called call me back"},{"speaker":"I host a program 8","startTime":2007.832,"endTime":2008.702,"body":"and say, Oh my gosh."},{"speaker":"I host a program 8","startTime":2008.702,"endTime":2010.922,"body":"I went in and I met this clerk"},{"speaker":"I host a program 8","startTime":2008.702,"endTime":2010.922,"body":"and she was the greatest."},{"speaker":"I host a program 8","startTime":2011.342,"endTime":2011.942,"body":"And she introduced me."},{"speaker":"I host a program 8","startTime":2011.942,"endTime":2014.252,"body":"And then I went to court"},{"speaker":"I host a program 8","startTime":2011.942,"endTime":2014.252,"body":"and the judge said hi to"},{"speaker":"I host a program 8","startTime":2014.252,"endTime":2016.322,"body":"me and asked me why I was"},{"speaker":"I host a program 8","startTime":2014.252,"endTime":2016.322,"body":"there and became my friend."},{"speaker":"I host a program 8","startTime":2016.772,"endTime":2018.742,"body":"Um, that doesn't happen"},{"speaker":"I host a program 8","startTime":2016.772,"endTime":2018.742,"body":"in La , you're not"},{"speaker":"I host a program 8","startTime":2018.747,"endTime":2019.622,"body":"gonna talk to the judge."},{"speaker":"I host a program 8","startTime":2019.982,"endTime":2021.242,"body":"You're not approach the judge."},{"speaker":"I host a program 8","startTime":2021.612,"endTime":2023.412,"body":"there's an armed bailiff"},{"speaker":"I host a program 8","startTime":2021.612,"endTime":2023.412,"body":"between you and the judge."},{"speaker":"I host a program 8","startTime":2023.552,"endTime":2025.222,"body":"So, so I think it depends."},{"speaker":"I host a program 8","startTime":2025.222,"endTime":2026.752,"body":"And I would say to"},{"speaker":"I host a program 8","startTime":2025.222,"endTime":2026.752,"body":"you, Carla, just go and"},{"speaker":"I host a program 8","startTime":2026.752,"endTime":2027.622,"body":"find out for yourself."},{"speaker":"I host a program 8","startTime":2027.982,"endTime":2031.747,"body":"Here's the thing I'll say to"},{"speaker":"I host a program 8","startTime":2027.982,"endTime":2031.747,"body":"you, very few agents, Go for"},{"speaker":"I host a program 8","startTime":2031.747,"endTime":2034.147,"body":"the purpose of building a"},{"speaker":"I host a program 8","startTime":2031.747,"endTime":2034.147,"body":"business at the courthouse."},{"speaker":"I host a program 8","startTime":2034.147,"endTime":2037.237,"body":"There are agents who've"},{"speaker":"I host a program 8","startTime":2034.147,"endTime":2037.237,"body":"gone once because of the"},{"speaker":"I host a program 8","startTime":2037.237,"endTime":2040.177,"body":"property to sell and nowadays"},{"speaker":"I host a program 8","startTime":2037.237,"endTime":2040.177,"body":"they won't go because they"},{"speaker":"I host a program 8","startTime":2040.177,"endTime":2042.757,"body":"can choose to go video,"},{"speaker":"I host a program 8","startTime":2040.177,"endTime":2042.757,"body":"which I think is a mistake."},{"speaker":"I host a program 8","startTime":2043.327,"endTime":2045.697,"body":"So I would say go and"},{"speaker":"I host a program 8","startTime":2043.327,"endTime":2045.697,"body":"see what's available if"},{"speaker":"I host a program 8","startTime":2045.697,"endTime":2046.657,"body":"they're friendly or not."},{"speaker":"I host a program 8","startTime":2047.077,"endTime":2049.297,"body":"Uh, you know, and hang"},{"speaker":"I host a program 8","startTime":2047.077,"endTime":2049.297,"body":"around a little bit if"},{"speaker":"I host a program 8","startTime":2049.297,"endTime":2050.017,"body":"they're a little early."},{"speaker":"I host a program 8","startTime":2050.467,"endTime":2052.597,"body":"If the court, if the probate"},{"speaker":"I host a program 8","startTime":2050.467,"endTime":2052.597,"body":"hearings start at eight 30, get"},{"speaker":"I host a program 8","startTime":2052.597,"endTime":2054.997,"body":"there at eight o'clock, you're"},{"speaker":"I host a program 8","startTime":2052.597,"endTime":2054.997,"body":"already gonna go there and park,"},{"speaker":"I host a program 8","startTime":2055.417,"endTime":2056.407,"body":"Why not get an extra half hour?"},{"speaker":"I host a program 8","startTime":2056.407,"endTime":2056.857,"body":"So he was there."},{"speaker":"I host a program 8","startTime":2057.862,"endTime":2059.512,"body":"Plan staying a little"},{"speaker":"I host a program 8","startTime":2057.862,"endTime":2059.512,"body":"later and just seeing"},{"speaker":"I host a program 8","startTime":2059.512,"endTime":2060.412,"body":"who hangs out afterwards."},{"speaker":"I host a program 8","startTime":2060.417,"endTime":2063.382,"body":"So, um, I would urge you"},{"speaker":"I host a program 8","startTime":2060.417,"endTime":2063.382,"body":"to go and find out, cuz"},{"speaker":"I host a program 8","startTime":2063.382,"endTime":2064.392,"body":"every county's different."},{"speaker":"I host a program 8","startTime":2065.482,"endTime":2068.122,"body":"In general, I would say,"},{"speaker":"I host a program 8","startTime":2065.482,"endTime":2068.122,"body":"you know, large cities,"},{"speaker":"I host a program 8","startTime":2068.122,"endTime":2069.562,"body":"you're not gonna get as"},{"speaker":"I host a program 8","startTime":2068.122,"endTime":2069.562,"body":"much personal attention."},{"speaker":"I host a program 8","startTime":2069.562,"endTime":2072.202,"body":"Small counties you'll get,"},{"speaker":"I host a program 8","startTime":2069.562,"endTime":2072.202,"body":"and I think Sacramento"},{"speaker":"I host a program 8","startTime":2072.592,"endTime":2073.372,"body":"by as large as mine."},{"speaker":"I host a program 8","startTime":2073.462,"endTime":2075.862,"body":"I, I'm actually about 40 minutes"},{"speaker":"I host a program 8","startTime":2073.462,"endTime":2075.862,"body":"north of Sacramento, so I'm"},{"speaker":"I host a program 8","startTime":2076.112,"endTime":2079.702,"body":"in Sed County, so I think it,"},{"speaker":"I host a program 8","startTime":2076.112,"endTime":2079.702,"body":"it'll be whole all they're here."},{"speaker":"I host a program 8","startTime":2080.032,"endTime":2081.022,"body":"I'll bet they're"},{"speaker":"I host a program 8","startTime":2080.032,"endTime":2081.022,"body":"totally different."},{"speaker":"I host a program 8","startTime":2081.022,"endTime":2081.322,"body":"I'll bet."},{"speaker":"I host a program 8","startTime":2081.327,"endTime":2083.122,"body":"Sacramento is more like"},{"speaker":"I host a program 8","startTime":2081.327,"endTime":2083.122,"body":"LA and I'll bet SED"},{"speaker":"I host a program 8","startTime":2083.122,"endTime":2084.202,"body":"County's like, uh, right."},{"speaker":"I host a program 8","startTime":2084.232,"endTime":2087.872,"body":"San Bernardino where, you"},{"speaker":"I host a program 8","startTime":2084.232,"endTime":2087.872,"body":"know, uh, it's just a."},{"speaker":"I host a program 8","startTime":2088.297,"endTime":2089.227,"body":"You know, different vibe."},{"speaker":"I host a program 8","startTime":2089.227,"endTime":2089.407,"body":"Yeah."},{"speaker":"I host a program 8","startTime":2089.467,"endTime":2092.467,"body":"And so, and, and frankly"},{"speaker":"I host a program 8","startTime":2089.467,"endTime":2092.467,"body":"I think either one's fine."},{"speaker":"I host a program 8","startTime":2092.467,"endTime":2094.477,"body":"I would pick the one that"},{"speaker":"I host a program 8","startTime":2092.467,"endTime":2094.477,"body":"was convenient for me."},{"speaker":"I host a program 8","startTime":2094.567,"endTime":2096.367,"body":"Mm-hmm  and if it's,"},{"speaker":"I host a program 8","startTime":2094.567,"endTime":2096.367,"body":"if it's Sutter County"},{"speaker":"I host a program 8","startTime":2096.367,"endTime":2097.477,"body":"Wall, it's much smaller."},{"speaker":"I host a program 8","startTime":2097.477,"endTime":2100.657,"body":"There's also this competition"},{"speaker":"I host a program 8","startTime":2097.477,"endTime":2100.657,"body":"and if you go to courthouse,"},{"speaker":"I host a program 8","startTime":2100.657,"endTime":2103.537,"body":"you're gonna meet more"},{"speaker":"I host a program 8","startTime":2100.657,"endTime":2103.537,"body":"likely than not people"},{"speaker":"I host a program 8","startTime":2103.537,"endTime":2105.097,"body":"there that you wouldn't"},{"speaker":"I host a program 8","startTime":2103.537,"endTime":2105.097,"body":"meet at a larger courthouse."},{"speaker":"I host a program 8","startTime":2105.097,"endTime":2107.047,"body":"So I think that's a great"},{"speaker":"I host a program 8","startTime":2105.097,"endTime":2107.047,"body":"opportunity for you."},{"speaker":"I host a program 8","startTime":2107.047,"endTime":2110.347,"body":"I would say go and I would say"},{"speaker":"I host a program 8","startTime":2107.047,"endTime":2110.347,"body":"plan to go a couple times, cuz"},{"speaker":"I host a program 8","startTime":2110.347,"endTime":2111.847,"body":"the first time you're gonna"},{"speaker":"I host a program 8","startTime":2110.347,"endTime":2111.847,"body":"get the lay the land, you're"},{"speaker":"I host a program 8","startTime":2111.847,"endTime":2113.017,"body":"gonna find out the schedule."},{"speaker":"I host a program 8","startTime":2113.407,"endTime":2114.697,"body":"So I would, you"},{"speaker":"I host a program 8","startTime":2113.407,"endTime":2114.697,"body":"know, I know myself."},{"speaker":"I host a program 8","startTime":2115.552,"endTime":2117.172,"body":"On the private master"},{"speaker":"I host a program 8","startTime":2115.552,"endTime":2117.172,"body":"class, when I took it,"},{"speaker":"I host a program 8","startTime":2117.172,"endTime":2118.312,"body":"Chad challenged us to go."},{"speaker":"I host a program 8","startTime":2118.312,"endTime":2118.942,"body":"Once."},{"speaker":"I host a program 8","startTime":2119.632,"endTime":2122.602,"body":"I went once and I saw, Wow,"},{"speaker":"I host a program 8","startTime":2119.632,"endTime":2122.602,"body":"there's a lot going on here."},{"speaker":"I host a program 8","startTime":2122.842,"endTime":2124.732,"body":"I committed to going daily"},{"speaker":"I host a program 8","startTime":2122.842,"endTime":2124.732,"body":"for the rest of that week."},{"speaker":"I host a program 8","startTime":2124.732,"endTime":2127.012,"body":"Then I, so I'll go the rest of"},{"speaker":"I host a program 8","startTime":2124.732,"endTime":2127.012,"body":"the month and I went and took"},{"speaker":"I host a program 8","startTime":2127.012,"endTime":2129.922,"body":"notes and the end of that month"},{"speaker":"I host a program 8","startTime":2127.012,"endTime":2129.922,"body":"I wrote my business plan out."},{"speaker":"I host a program 8","startTime":2129.927,"endTime":2132.202,"body":"It was just amazing what"},{"speaker":"I host a program 8","startTime":2129.927,"endTime":2132.202,"body":"I learned just by being"},{"speaker":"I host a program 8","startTime":2132.207,"endTime":2134.362,"body":"there, paying attention"},{"speaker":"I host a program 8","startTime":2132.207,"endTime":2134.362,"body":"and being one to."},{"speaker":"I host a program 8","startTime":2135.817,"endTime":2138.027,"body":"Okay, so call,"},{"speaker":"I host a program 8","startTime":2135.817,"endTime":2138.027,"body":"Here's your homework."},{"speaker":"I host a program 8","startTime":2138.032,"endTime":2139.567,"body":"Go and come back and"},{"speaker":"I host a program 8","startTime":2138.032,"endTime":2139.567,"body":"give us a report."},{"speaker":"I host a program 8","startTime":2139.597,"endTime":2139.957,"body":"Okay?"},{"speaker":"I host a program 8","startTime":2140.317,"endTime":2141.127,"body":"Okay, sounds good."},{"speaker":"I host a program 8","startTime":2141.217,"endTime":2141.427,"body":"Thanks."},{"speaker":"I host a program 8","startTime":2141.427,"endTime":2144.097,"body":"As far as attorneys, as far"},{"speaker":"I host a program 8","startTime":2141.427,"endTime":2144.097,"body":"as the reviews, you know,"},{"speaker":"I host a program 8","startTime":2144.203,"endTime":2146.243,"body":"again, most attorneys don't"},{"speaker":"I host a program 8","startTime":2144.203,"endTime":2146.243,"body":"know what they're doing."},{"speaker":"I host a program 8","startTime":2146.273,"endTime":2148.463,"body":"That could be good for"},{"speaker":"I host a program 8","startTime":2146.273,"endTime":2148.463,"body":"you if you can help them."},{"speaker":"I host a program 8","startTime":2148.517,"endTime":2149.627,"body":"That's the opportunity, right?"},{"speaker":"I host a program 8","startTime":2149.797,"endTime":2151.667,"body":"If the I like comment."},{"speaker":"I host a program 8","startTime":2151.757,"endTime":2152.057,"body":"Yeah."},{"speaker":"I host a program 8","startTime":2152.207,"endTime":2155.147,"body":"She said practice your interview"},{"speaker":"I host a program 8","startTime":2152.207,"endTime":2155.147,"body":"on the ones that aren't doing as"},{"speaker":"I host a program 8","startTime":2155.147,"endTime":2156.407,"body":"well, and maybe I can help ' em."},{"speaker":"I host a program 8","startTime":2156.412,"endTime":2159.547,"body":"So, Well, everyone's practice,"},{"speaker":"I host a program 8","startTime":2156.412,"endTime":2159.547,"body":"everyone's experience,"},{"speaker":"I host a program 8","startTime":2159.697,"endTime":2161.827,"body":"but I wouldn't target the"},{"speaker":"I host a program 8","startTime":2159.697,"endTime":2161.827,"body":"ones who aren't good..."},{"speaker":"I host a program 8","startTime":2162.348,"endTime":2164.052,"body":"target the ones I can"},{"speaker":"I host a program 8","startTime":2162.348,"endTime":2164.052,"body":"get appointments with."},{"speaker":"I host a program 8","startTime":2164.052,"endTime":2165.805,"body":"But I would say don't"},{"speaker":"I host a program 8","startTime":2164.052,"endTime":2165.805,"body":"let that dissuade you."},{"speaker":"I host a program 8","startTime":2165.805,"endTime":2167.215,"body":"I would say go after 'em"},{"speaker":"I host a program 8","startTime":2165.805,"endTime":2167.215,"body":"and, and see where you"},{"speaker":"I host a program 8","startTime":2167.215,"endTime":2168.415,"body":"can be of have assistance."},{"speaker":"I host a program 8","startTime":2168.745,"endTime":2168.985,"body":"Okay."},{"speaker":"I host a program 8","startTime":2169.345,"endTime":2169.525,"body":"Thank you."},{"speaker":"I host a program 8","startTime":2169.525,"endTime":2169.855,"body":"Great."},{"speaker":"I host a program 8","startTime":2170.035,"endTime":2170.275,"body":"Thanks."},{"speaker":"I host a program 8","startTime":2170.275,"endTime":2171.235,"body":"Thanks, thanks so much."},{"speaker":"I host a program 8","startTime":2171.265,"endTime":2171.685,"body":"Okay."},{"speaker":"I host a program 8","startTime":2172.315,"endTime":2175.295,"body":"So, any other questions"},{"speaker":"I host a program 8","startTime":2172.315,"endTime":2175.295,"body":"We got about another"},{"speaker":"I host a program 8","startTime":2175.685,"endTime":2176.255,"body":"five minutes or so."},{"speaker":"I host a program 8","startTime":2177.005,"endTime":2179.995,"body":"And, uh, just a reminder in"},{"speaker":"I host a program 8","startTime":2177.005,"endTime":2179.995,"body":"Facebook here, the probably"},{"speaker":"I host a program 8","startTime":2180.0,"endTime":2184.025,"body":"Mastery Alumni Group, which"},{"speaker":"I host a program 8","startTime":2180.0,"endTime":2184.025,"body":"posts reminders for this"},{"speaker":"I host a program 8","startTime":2184.025,"endTime":2186.065,"body":"and content all the time"},{"speaker":"I host a program 8","startTime":2184.025,"endTime":2186.065,"body":"in different people's."},{"speaker":"I host a program 8","startTime":2186.515,"endTime":2187.445,"body":"Uh, l I see your hand."},{"speaker":"I host a program 8","startTime":2187.445,"endTime":2187.895,"body":"Back up."},{"speaker":"I host a program 8","startTime":2187.895,"endTime":2188.885,"body":"Let's get you back in there."},{"speaker":"I host a program 8","startTime":2188.915,"endTime":2189.425,"body":"What's going on?"},{"speaker":"I host a program 8","startTime":2189.545,"endTime":2190.035,"body":"Okay."},{"speaker":"I host a program 8","startTime":2190.828,"endTime":2192.778,"body":"You were talking"},{"speaker":"I host a program 8","startTime":2190.828,"endTime":2192.778,"body":"about going to court."},{"speaker":"I host a program 8","startTime":2193.108,"endTime":2196.978,"body":"Um, a lot of the"},{"speaker":"I host a program 8","startTime":2193.108,"endTime":2196.978,"body":"court cases for proby."},{"speaker":"I host a program 8","startTime":2198.453,"endTime":2201.463,"body":"Eh, specifically in the"},{"speaker":"I host a program 8","startTime":2198.453,"endTime":2201.463,"body":"southeast and southwest are"},{"speaker":"I host a program 8","startTime":2201.463,"endTime":2203.533,"body":"handled virtually right now."},{"speaker":"I host a program 8","startTime":2204.553,"endTime":2204.703,"body":"Yeah."},{"speaker":"I host a program 8","startTime":2204.883,"endTime":2208.663,"body":"Um, we know that , that's"},{"speaker":"I host a program 8","startTime":2204.883,"endTime":2208.663,"body":"not kind of a benefit for"},{"speaker":"I host a program 8","startTime":2208.663,"endTime":2213.283,"body":"us, but, um, I've gone there."},{"speaker":"I host a program 8","startTime":2213.283,"endTime":2214.733,"body":"I tried to be the."},{"speaker":"I host a program 8","startTime":2216.388,"endTime":2220.888,"body":"Apprentice, the per the"},{"speaker":"I host a program 8","startTime":2216.388,"endTime":2220.888,"body":"intern kind of person,"},{"speaker":"I host a program 8","startTime":2221.548,"endTime":2222.988,"body":"uh, is a challenge."},{"speaker":"I host a program 8","startTime":2223.678,"endTime":2227.638,"body":"However, something that really"},{"speaker":"I host a program 8","startTime":2223.678,"endTime":2227.638,"body":"has been helpful is making"},{"speaker":"I host a program 8","startTime":2227.643,"endTime":2229.138,"body":"those calls to attorneys."},{"speaker":"I host a program 8","startTime":2229.558,"endTime":2234.928,"body":"I actually, from some of my"},{"speaker":"I host a program 8","startTime":2229.558,"endTime":2234.928,"body":"database, a previous prospects,"},{"speaker":"I host a program 8","startTime":2234.928,"endTime":2236.248,"body":"I contact an attorney."},{"speaker":"I host a program 8","startTime":2237.928,"endTime":2240.718,"body":"And asking some questions"},{"speaker":"I host a program 8","startTime":2237.928,"endTime":2240.718,"body":"and they're, you"},{"speaker":"I host a program 8","startTime":2240.718,"endTime":2242.038,"body":"know, they're human."},{"speaker":"I host a program 8","startTime":2242.728,"endTime":2242.908,"body":"Mm-hmm."},{"speaker":"I host a program 8","startTime":2243.538,"endTime":2246.598,"body":", I'll tell you, just have"},{"speaker":"I host a program 8","startTime":2243.538,"endTime":2246.598,"body":"those conversations with them."},{"speaker":"I host a program 8","startTime":2246.898,"endTime":2249.598,"body":"I went to the courthouse,"},{"speaker":"I host a program 8","startTime":2246.898,"endTime":2249.598,"body":"I took pictures of myself."},{"speaker":"I host a program 8","startTime":2249.868,"endTime":2254.518,"body":"I have the judge literally"},{"speaker":"I host a program 8","startTime":2249.868,"endTime":2254.518,"body":"with the door closed."},{"speaker":"I host a program 8","startTime":2254.848,"endTime":2259.828,"body":"There is an officer covering the"},{"speaker":"I host a program 8","startTime":2254.848,"endTime":2259.828,"body":"entrance, and there's another"},{"speaker":"I host a program 8","startTime":2259.833,"endTime":2261.418,"body":"one right next to the judge."},{"speaker":"I host a program 8","startTime":2261.658,"endTime":2267.118,"body":"So, Maybe in LA it's"},{"speaker":"I host a program 8","startTime":2261.658,"endTime":2267.118,"body":"really different than the"},{"speaker":"I host a program 8","startTime":2267.118,"endTime":2268.678,"body":"east, southeast coast."},{"speaker":"I host a program 8","startTime":2269.578,"endTime":2272.788,"body":"Well, no, what, What I'd"},{"speaker":"I host a program 8","startTime":2269.578,"endTime":2272.788,"body":"say is, you know, I went to"},{"speaker":"I host a program 8","startTime":2272.788,"endTime":2274.288,"body":"court every day before covid."},{"speaker":"I host a program 8","startTime":2275.368,"endTime":2278.428,"body":"Now I go to court when I"},{"speaker":"I host a program 8","startTime":2275.368,"endTime":2278.428,"body":"have the opportunity for a"},{"speaker":"I host a program 8","startTime":2278.428,"endTime":2280.708,"body":"matter to serve my customer."},{"speaker":"I host a program 8","startTime":2280.708,"endTime":2283.288,"body":"So for buying a property"},{"speaker":"I host a program 8","startTime":2280.708,"endTime":2283.288,"body":"at a court sale, I'll go"},{"speaker":"I host a program 8","startTime":2283.288,"endTime":2285.118,"body":"in person, even though"},{"speaker":"I host a program 8","startTime":2283.288,"endTime":2285.118,"body":"it can't go via video."},{"speaker":"I host a program 8","startTime":2285.808,"endTime":2288.928,"body":"If I have a listing, these"},{"speaker":"I host a program 8","startTime":2285.808,"endTime":2288.928,"body":"core confirmation, I'll go"},{"speaker":"I host a program 8","startTime":2288.928,"endTime":2290.728,"body":"in person, even though I"},{"speaker":"I host a program 8","startTime":2288.928,"endTime":2290.728,"body":"can't do video, cuz it better"},{"speaker":"I host a program 8","startTime":2290.733,"endTime":2292.198,"body":"service my client also."},{"speaker":"I host a program 8","startTime":2293.383,"endTime":2296.923,"body":"Oftentimes attorney will show up"},{"speaker":"I host a program 8","startTime":2293.383,"endTime":2296.923,"body":"on the matter and while there's"},{"speaker":"I host a program 8","startTime":2296.923,"endTime":2300.493,"body":"less people overall, there used"},{"speaker":"I host a program 8","startTime":2296.923,"endTime":2300.493,"body":"to be there's only me and maybe"},{"speaker":"I host a program 8","startTime":2300.493,"endTime":2301.923,"body":"one attorney or two attorneys."},{"speaker":"I host a program 8","startTime":2302.653,"endTime":2305.323,"body":"And so I think you have to"},{"speaker":"I host a program 8","startTime":2302.653,"endTime":2305.323,"body":"be judicious about your time."},{"speaker":"I host a program 8","startTime":2305.683,"endTime":2308.683,"body":"I wouldn't waste it, but I"},{"speaker":"I host a program 8","startTime":2305.683,"endTime":2308.683,"body":"do think that when given the"},{"speaker":"I host a program 8","startTime":2308.683,"endTime":2311.763,"body":"chance to go to court to see"},{"speaker":"I host a program 8","startTime":2308.683,"endTime":2311.763,"body":"something in particular, I would"},{"speaker":"I host a program 8","startTime":2311.768,"endTime":2315.913,"body":"always urge you to go to learn"},{"speaker":"I host a program 8","startTime":2311.768,"endTime":2315.913,"body":"because the information and"},{"speaker":"I host a program 8","startTime":2315.913,"endTime":2317.053,"body":"experience is worth a lot more."},{"speaker":"I host a program 8","startTime":2317.898,"endTime":2319.428,"body":"The time spent"},{"speaker":"I host a program 8","startTime":2317.898,"endTime":2319.428,"body":"prospecting people."},{"speaker":"I host a program 8","startTime":2319.428,"endTime":2320.388,"body":"It's invaluable."},{"speaker":"I host a program 8","startTime":2320.718,"endTime":2323.418,"body":"I've seen so many court"},{"speaker":"I host a program 8","startTime":2320.718,"endTime":2323.418,"body":"sales now that I can, I can,"},{"speaker":"I host a program 8","startTime":2323.568,"endTime":2326.298,"body":"you know, by judge tell you"},{"speaker":"I host a program 8","startTime":2323.568,"endTime":2326.298,"body":"what some of the things that"},{"speaker":"I host a program 8","startTime":2326.298,"endTime":2328.728,"body":"they've done that people"},{"speaker":"I host a program 8","startTime":2326.298,"endTime":2328.728,"body":"said, Well, that you can't"},{"speaker":"I host a program 8","startTime":2328.728,"endTime":2329.718,"body":"get the judge to prove that."},{"speaker":"I host a program 8","startTime":2329.718,"endTime":2332.028,"body":"No, I've saw this judge do that."},{"speaker":"I host a program 8","startTime":2332.028,"endTime":2333.258,"body":"I saw that judge do that."},{"speaker":"I host a program 8","startTime":2333.768,"endTime":2336.108,"body":"So it's very viable"},{"speaker":"I host a program 8","startTime":2333.768,"endTime":2336.108,"body":"information to go in person"},{"speaker":"I host a program 8","startTime":2336.108,"endTime":2337.128,"body":"and, and try to meet people."},{"speaker":"I host a program 8","startTime":2337.128,"endTime":2337.808,"body":"And we can't."},{"speaker":"I host a program 8","startTime":2337.878,"endTime":2341.778,"body":"I've also, in LA there's an"},{"speaker":"I host a program 8","startTime":2337.878,"endTime":2341.778,"body":"entrance, an exit when and, and"},{"speaker":"I host a program 8","startTime":2341.778,"endTime":2344.028,"body":"it's behind kind of where one of"},{"speaker":"I host a program 8","startTime":2341.778,"endTime":2344.028,"body":"the departments where the judge"},{"speaker":"I host a program 8","startTime":2344.028,"endTime":2345.558,"body":"is, she walks her dog over."},{"speaker":"I host a program 8","startTime":2346.543,"endTime":2348.463,"body":"Of course now, personally,"},{"speaker":"I host a program 8","startTime":2346.543,"endTime":2348.463,"body":"between you guys, I"},{"speaker":"I host a program 8","startTime":2348.683,"endTime":2349.393,"body":"don't only like dogs."},{"speaker":"I host a program 8","startTime":2349.963,"endTime":2353.263,"body":"Um, I just don't, I'm not a dog"},{"speaker":"I host a program 8","startTime":2349.963,"endTime":2353.263,"body":"guy, but, but when the judge"},{"speaker":"I host a program 8","startTime":2353.263,"endTime":2355.843,"body":"is there with a dog, oh, what"},{"speaker":"I host a program 8","startTime":2353.263,"endTime":2355.843,"body":"a cute dog, what's his name?"},{"speaker":"I host a program 8","startTime":2356.263,"endTime":2358.333,"body":"Of course I had a chance"},{"speaker":"I host a program 8","startTime":2356.263,"endTime":2358.333,"body":"to talk to the judge."},{"speaker":"I host a program 8","startTime":2358.663,"endTime":2362.053,"body":"So, um, anyhow, definitely"},{"speaker":"I host a program 8","startTime":2358.663,"endTime":2362.053,"body":"I would say be opportunistic"},{"speaker":"I host a program 8","startTime":2362.443,"endTime":2364.633,"body":"and if you're learning,"},{"speaker":"I host a program 8","startTime":2362.443,"endTime":2364.633,"body":"the information is more"},{"speaker":"I host a program 8","startTime":2364.638,"endTime":2366.013,"body":"viable than the prospects."},{"speaker":"I host a program 8","startTime":2366.013,"endTime":2367.543,"body":"So I take those opportunities."},{"speaker":"I host a program 8","startTime":2367.603,"endTime":2372.018,"body":"Okay, Al, thanks So, Um,"},{"speaker":"I host a program 8","startTime":2367.603,"endTime":2372.018,"body":"and yeah, I think that,"},{"speaker":"I host a program 8","startTime":2372.018,"endTime":2375.348,"body":"um, uh, every, every"},{"speaker":"I host a program 8","startTime":2372.018,"endTime":2375.348,"body":"county is different."},{"speaker":"I host a program 8","startTime":2375.378,"endTime":2376.188,"body":"Every single one is."},{"speaker":"I host a program 8","startTime":2377.303,"endTime":2378.043,"body":"My experience."},{"speaker":"I host a program 8","startTime":2378.613,"endTime":2380.983,"body":"And let's see, Vince says I'm"},{"speaker":"I host a program 8","startTime":2378.613,"endTime":2380.983,"body":"taking applications to kick"},{"speaker":"I host a program 8","startTime":2380.983,"endTime":2383.683,"body":"my butt to get me started"},{"speaker":"I host a program 8","startTime":2380.983,"endTime":2383.683,"body":"and shake my perfectionism."},{"speaker":"I host a program 8","startTime":2384.193,"endTime":2387.073,"body":"Yeah, Vince, there's no,"},{"speaker":"I host a program 8","startTime":2384.193,"endTime":2387.073,"body":"there's no CRM that will"},{"speaker":"I host a program 8","startTime":2387.073,"endTime":2390.553,"body":"solve perfectionism or, uh,"},{"speaker":"I host a program 8","startTime":2387.073,"endTime":2390.553,"body":"perfect touch the system."},{"speaker":"I host a program 8","startTime":2390.943,"endTime":2392.473,"body":"That's gonna be just"},{"speaker":"I host a program 8","startTime":2390.943,"endTime":2392.473,"body":"make the phone calls"},{"speaker":"I host a program 8","startTime":2392.473,"endTime":2393.433,"body":"and just talk to people."},{"speaker":"I host a program 8","startTime":2393.493,"endTime":2395.713,"body":"And I think if you count the"},{"speaker":"I host a program 8","startTime":2393.493,"endTime":2395.713,"body":"people you talk to daily,"},{"speaker":"I host a program 8","startTime":2396.223,"endTime":2399.703,"body":"uh, talk to not dial, if"},{"speaker":"I host a program 8","startTime":2396.223,"endTime":2399.703,"body":"you just count people, talk"},{"speaker":"I host a program 8","startTime":2399.703,"endTime":2401.803,"body":"to and monitor that number,"},{"speaker":"I host a program 8","startTime":2399.703,"endTime":2401.803,"body":"that will help you get into"},{"speaker":"I host a program 8","startTime":2401.803,"endTime":2402.643,"body":"action talking to people."},{"speaker":"I host a program 8","startTime":2404.713,"endTime":2406.393,"body":"Okay, we're coming up in"},{"speaker":"I host a program 8","startTime":2404.713,"endTime":2406.393,"body":"the witching hour here,"},{"speaker":"I host a program 8","startTime":2406.393,"endTime":2408.463,"body":"so I don't see any last"},{"speaker":"I host a program 8","startTime":2406.393,"endTime":2408.463,"body":"burning questions so I"},{"speaker":"I host a program 8","startTime":2408.463,"endTime":2409.553,"body":"think we'll wrap it up here."},{"speaker":"I host a program 8","startTime":2410.163,"endTime":2410.713,"body":"I'm Bill Gross."},{"speaker":"I host a program 8","startTime":2410.713,"endTime":2412.903,"body":"We do this every Tuesday"},{"speaker":"I host a program 8","startTime":2410.713,"endTime":2412.903,"body":"at noon, Pacific time,"},{"speaker":"3","startTime":2413.293,"endTime":2415.453,"body":"00 PM Eastern Time,"},{"speaker":"3","startTime":2413.293,"endTime":2415.453,"body":"including South Florida."},{"speaker":"3","startTime":2415.75,"endTime":2418.48,"body":"my former home and hopefully"},{"speaker":"3","startTime":2415.75,"endTime":2418.48,"body":"home again sometime soon."},{"speaker":"3","startTime":2418.647,"endTime":2421.673,"body":"but it's also recorded and"},{"speaker":"3","startTime":2418.647,"endTime":2421.673,"body":"put on the YouTube channel."},{"speaker":"3","startTime":2421.79,"endTime":2425.003,"body":"It's also put on the website"},{"speaker":"3","startTime":2421.79,"endTime":2425.003,"body":"probate mastery.com, which has"},{"speaker":"3","startTime":2425.037,"endTime":2427.967,"body":"I think the best certification"},{"speaker":"3","startTime":2425.037,"endTime":2427.967,"body":"for learning the basics of"},{"speaker":"3","startTime":2427.987,"endTime":2430.627,"body":"getting in this business as"},{"speaker":"3","startTime":2427.987,"endTime":2430.627,"body":"well as getting a certification,"},{"speaker":"3","startTime":2430.627,"endTime":2433.837,"body":"probate Mastery, becoming"},{"speaker":"3","startTime":2430.627,"endTime":2433.837,"body":"a certified probate expert."},{"speaker":"3","startTime":2434.227,"endTime":2435.547,"body":"And there's other"},{"speaker":"3","startTime":2434.227,"endTime":2435.547,"body":"advanced programs."},{"speaker":"3","startTime":2435.547,"endTime":2438.223,"body":"I know Chad and KA are"},{"speaker":"3","startTime":2435.547,"endTime":2438.223,"body":"working hard at creating"},{"speaker":"3","startTime":2438.228,"endTime":2439.303,"body":"some more content as well."},{"speaker":"3","startTime":2439.783,"endTime":2441.133,"body":"So look forward to"},{"speaker":"3","startTime":2439.783,"endTime":2441.133,"body":"see you guys there."},{"speaker":"3","startTime":2441.133,"endTime":2442.003,"body":"We do every Tuesday."},{"speaker":"3","startTime":2442.003,"endTime":2442.993,"body":"Look forward to"},{"speaker":"3","startTime":2442.003,"endTime":2442.993,"body":"see you next week."},{"speaker":"3","startTime":2442.998,"endTime":2445.573,"body":"If I can help on Bill"},{"speaker":"3","startTime":2442.998,"endTime":2445.573,"body":"Gross and give a call if I"},{"speaker":"3","startTime":2445.573,"endTime":2447.793,"body":"can help you text, email,"},{"speaker":"3","startTime":2445.573,"endTime":2447.793,"body":"and have a great week."},{"speaker":"3","startTime":2447.793,"endTime":2448.393,"body":"Thanks everybody."}]}