{"version":"1.0.0","segments":[{"startTime":19.759,"endTime":20.359,"body":"All right."},{"startTime":20.599,"endTime":23.659,"body":"Welcome back everybody to"},{"startTime":20.599,"endTime":23.659,"body":"our Ask the Expert series."},{"startTime":23.7,"endTime":26.016,"body":"You probably recognize"},{"startTime":23.7,"endTime":26.016,"body":"the faces on the screen."},{"startTime":26.024,"endTime":28.514,"body":"You guys have met Marc and"},{"startTime":26.024,"endTime":28.514,"body":"Karen from Probate Cash."},{"startTime":28.581,"endTime":30.616,"body":"But we wanted to have them"},{"startTime":28.581,"endTime":30.616,"body":"back on because if you"},{"startTime":30.616,"endTime":34.146,"body":"haven't noticed the market"},{"startTime":30.616,"endTime":34.146,"body":"shifting and as the market"},{"startTime":34.146,"endTime":37.056,"body":"shifts, as we get through"},{"startTime":34.146,"endTime":37.056,"body":"different parts of the credit"},{"startTime":37.056,"endTime":40.09,"body":"and debt cycle the dynamics"},{"startTime":37.056,"endTime":40.09,"body":"change across the board."},{"startTime":40.09,"endTime":42.947,"body":"So a lot of the things we"},{"startTime":40.09,"endTime":42.947,"body":"talked about in a low interest"},{"startTime":42.947,"endTime":46.967,"body":"rate rising price environment"},{"startTime":42.947,"endTime":46.967,"body":"have shifted drastically"},{"startTime":47.063,"endTime":48.413,"body":"in just a matter of months."},{"startTime":48.563,"endTime":50.873,"body":"So with a very hawkish"},{"startTime":48.563,"endTime":50.873,"body":"fed, your own pal has."},{"startTime":51.218,"endTime":52.368,"body":"Kind of changed the world."},{"startTime":52.413,"endTime":54.633,"body":"You know, there are people"},{"startTime":52.413,"endTime":54.633,"body":"in developing countries that,"},{"startTime":54.783,"endTime":57.123,"body":"that literally can't make"},{"startTime":54.783,"endTime":57.123,"body":"ends meet because of the"},{"startTime":57.553,"endTime":58.653,"body":"strength of the US dollar."},{"startTime":59.133,"endTime":61.533,"body":"And that can look like a"},{"startTime":59.133,"endTime":61.533,"body":"really good thing for us."},{"startTime":61.538,"endTime":64.263,"body":"It can look really bad for other"},{"startTime":61.538,"endTime":64.263,"body":"people, even, even the lower"},{"startTime":64.263,"endTime":65.673,"body":"income people in this country."},{"startTime":65.673,"endTime":69.313,"body":"So  if you look at the actual"},{"startTime":65.673,"endTime":69.313,"body":"cost of living all 0.2 things"},{"startTime":69.313,"endTime":70.723,"body":"like the chat wood index."},{"startTime":71.043,"endTime":73.683,"body":"That tracks the actual"},{"startTime":71.043,"endTime":73.683,"body":"cost of real life goods"},{"startTime":73.683,"endTime":75.453,"body":"across the top 50 MSAs."},{"startTime":75.453,"endTime":79.563,"body":"We're looking at real inflation"},{"startTime":75.453,"endTime":79.563,"body":"around 18.5%, and that's"},{"startTime":79.563,"endTime":83.073,"body":"being felt at the consumer"},{"startTime":79.563,"endTime":83.073,"body":"level, and you often hear me"},{"startTime":83.073,"endTime":85.983,"body":"talk about consumer impact,"},{"startTime":83.073,"endTime":85.983,"body":"consumer impact, like that's"},{"startTime":85.983,"endTime":86.643,"body":"who I'm here to serve."},{"startTime":87.653,"endTime":90.713,"body":"So we wanted to just kind"},{"startTime":87.653,"endTime":90.713,"body":"of talk to, you know, it's"},{"startTime":90.713,"endTime":93.383,"body":"always fine follow the money"},{"startTime":90.713,"endTime":93.383,"body":"too, if you wanna see that the"},{"startTime":93.383,"endTime":94.883,"body":"leading indicators in a market."},{"startTime":95.333,"endTime":97.973,"body":"So these guys are working"},{"startTime":95.333,"endTime":97.973,"body":"on the ground with families,"},{"startTime":97.973,"endTime":101.243,"body":"giving probate advances"},{"startTime":97.973,"endTime":101.243,"body":"and seeing the real life"},{"startTime":101.243,"endTime":104.243,"body":"problems that are coming"},{"startTime":101.243,"endTime":104.243,"body":"from these early indicators."},{"startTime":104.243,"endTime":107.063,"body":"And what I believe is to come"},{"startTime":104.243,"endTime":107.063,"body":"and, and the real estate market."},{"startTime":107.063,"endTime":109.368,"body":"So, chances are if"},{"startTime":107.063,"endTime":109.368,"body":"you're in a populated."},{"startTime":110.388,"endTime":112.908,"body":"The Midwest was a little bit"},{"startTime":110.388,"endTime":112.908,"body":"insulated, but the, if you're"},{"startTime":112.908,"endTime":117.618,"body":"in a coastal area for sure, top"},{"startTime":112.908,"endTime":117.618,"body":"25 MSAs, you're probably seeing"},{"startTime":118.368,"endTime":121.788,"body":"inventory not rising at the,"},{"startTime":118.368,"endTime":121.788,"body":"at the rate we would think."},{"startTime":121.793,"endTime":125.173,"body":"I think that fixed rate debt"},{"startTime":121.793,"endTime":125.173,"body":"at such low rates is making"},{"startTime":125.173,"endTime":126.643,"body":"people stay in homes longer."},{"startTime":126.7,"endTime":128.77,"body":"So you're not saying"},{"startTime":126.7,"endTime":128.77,"body":"ramping inventory like we"},{"startTime":128.77,"endTime":130.57,"body":"saw in the '06, '07 period."},{"startTime":130.657,"endTime":132.757,"body":"But what you're seeing"},{"startTime":130.657,"endTime":132.757,"body":"is buyers tightening up"},{"startTime":132.757,"endTime":133.807,"body":"hitting the sidelines."},{"startTime":133.807,"endTime":136.177,"body":"You see builders throwing"},{"startTime":133.807,"endTime":136.177,"body":"massive incentives"},{"startTime":136.177,"endTime":137.287,"body":"and rate buy downs."},{"startTime":137.313,"endTime":140.275,"body":"What we're heading toward"},{"startTime":137.313,"endTime":140.275,"body":"is a, very drastic slowdown"},{"startTime":140.275,"endTime":143.747,"body":"in the market, if not just a"},{"startTime":140.275,"endTime":143.747,"body":"bit of a freeze where sellers"},{"startTime":143.747,"endTime":146.147,"body":"have to actually catch up"},{"startTime":143.747,"endTime":146.147,"body":"with the reality that the"},{"startTime":146.147,"endTime":150.443,"body":"paper equity they had 90"},{"startTime":146.147,"endTime":150.443,"body":"days ago or 180 days ago is"},{"startTime":150.443,"endTime":151.703,"body":"theoretical at this point."},{"startTime":151.847,"endTime":154.457,"body":"And without being creative,"},{"startTime":151.847,"endTime":154.457,"body":"they're probably not gonna be"},{"startTime":154.457,"endTime":156.56,"body":"able to achieve that valuation."},{"startTime":156.59,"endTime":160.07,"body":"So there's lots of"},{"startTime":156.59,"endTime":160.07,"body":"ways and probate is"},{"startTime":160.075,"endTime":161.27,"body":"not insulated to this."},{"startTime":161.27,"endTime":165.14,"body":"So we have families, you know,"},{"startTime":161.27,"endTime":165.14,"body":"who the, the, the heirs are"},{"startTime":165.14,"endTime":166.67,"body":"feeling financial distress."},{"startTime":166.67,"endTime":169.22,"body":"They've probably lost"},{"startTime":166.67,"endTime":169.22,"body":"25, 30% out of their."},{"startTime":169.975,"endTime":170.935,"body":"Their portfolio."},{"startTime":172.525,"endTime":175.502,"body":"They're less, lendable than"},{"startTime":172.525,"endTime":175.502,"body":"they were before, as are the"},{"startTime":175.502,"endTime":178.202,"body":"buyers that are, are looking"},{"startTime":175.502,"endTime":178.202,"body":"at the houses in probate, if"},{"startTime":178.202,"endTime":179.912,"body":"we focus specifically on that."},{"startTime":179.912,"endTime":183.472,"body":"So there's ways that a probate"},{"startTime":179.912,"endTime":183.472,"body":"advanced company can actually"},{"startTime":183.477,"endTime":187.082,"body":"come in and help move homes"},{"startTime":183.477,"endTime":187.082,"body":"that are stuck in this, winter"},{"startTime":187.087,"endTime":190.682,"body":"phase where everything's just"},{"startTime":187.087,"endTime":190.682,"body":"kind of frozen until prices"},{"startTime":190.682,"endTime":193.702,"body":"fall far enough to motivate"},{"startTime":190.682,"endTime":193.702,"body":"buyers to pay higher interest"},{"startTime":193.707,"endTime":196.502,"body":"rates or the fed reverses"},{"startTime":193.707,"endTime":196.502,"body":"course and interest rates come"},{"startTime":196.502,"endTime":199.232,"body":"down to motivate people to get"},{"startTime":196.502,"endTime":199.232,"body":"back into the, into the game."},{"startTime":199.232,"endTime":202.097,"body":"So, Little this is, you"},{"startTime":199.232,"endTime":202.097,"body":"know, speculative on my part."},{"startTime":202.277,"endTime":204.797,"body":"I'm pretty bearish about"},{"startTime":202.277,"endTime":204.797,"body":"the housing sector."},{"startTime":204.797,"endTime":207.497,"body":"Not so much because of the"},{"startTime":204.797,"endTime":207.497,"body":"metrics in housing, but because"},{"startTime":207.497,"endTime":210.077,"body":"of all the other metrics and,"},{"startTime":207.497,"endTime":210.077,"body":"and the macro environment"},{"startTime":210.137,"endTime":214.694,"body":"mainly energy and the cost"},{"startTime":210.137,"endTime":214.694,"body":"of food is hitting everyday"},{"startTime":214.699,"endTime":217.214,"body":"Americans and you know,"},{"startTime":214.699,"endTime":217.214,"body":"the rise in interest rates."},{"startTime":217.214,"endTime":219.685,"body":"So, that's kind of what"},{"startTime":217.214,"endTime":219.685,"body":"we're gonna jump into today."},{"startTime":219.722,"endTime":223.288,"body":"For anyone who has not met"},{"startTime":219.722,"endTime":223.288,"body":"probate cash Marc and Karen,"},{"startTime":223.378,"endTime":225.588,"body":"you would you guys like to"},{"startTime":223.378,"endTime":225.588,"body":"introduce yourself before we"},{"startTime":225.588,"endTime":226.998,"body":"jump into the, the rabbit hole?"},{"startTime":228.708,"endTime":229.929,"body":"?"},{"startTime":228.708,"endTime":229.929,"body":"Well, uh, sure."},{"startTime":229.929,"endTime":230.619,"body":"Thanks, Chad."},{"startTime":230.829,"endTime":231.699,"body":"I'm Mark Harris."},{"startTime":231.699,"endTime":235.929,"body":"I'm the CEO of Probate"},{"startTime":231.699,"endTime":235.929,"body":"Cash and also an."},{"startTime":235.967,"endTime":239.22,"body":"We've really value the"},{"startTime":235.967,"endTime":239.22,"body":"relationship we have with"},{"startTime":239.302,"endTime":242.422,"body":"Probate Mastery and Chad,"},{"startTime":239.302,"endTime":242.422,"body":"and appreciated all the"},{"startTime":242.842,"endTime":246.1,"body":"referrals we've gotten from"},{"startTime":242.842,"endTime":246.1,"body":"from a lot of you who are are"},{"startTime":246.1,"endTime":248.32,"body":"watching to remind everybody."},{"startTime":248.325,"endTime":252.22,"body":"What we do is we advance money"},{"startTime":248.325,"endTime":252.22,"body":"at probate cash to beneficiaries"},{"startTime":252.27,"endTime":255.737,"body":"against benefic in estate so"},{"startTime":252.27,"endTime":255.737,"body":"that usually the estate is open."},{"startTime":255.737,"endTime":258.065,"body":"Oftentimes the major"},{"startTime":255.737,"endTime":258.065,"body":"asset of the estate is a."},{"startTime":258.995,"endTime":262.445,"body":"And we advance money"},{"startTime":258.995,"endTime":262.445,"body":"to the beneficiaries"},{"startTime":262.835,"endTime":265.215,"body":"against the inheritance"},{"startTime":262.835,"endTime":265.215,"body":"they're going to receive."},{"startTime":265.215,"endTime":266.3,"body":"It's non-recourse."},{"startTime":266.3,"endTime":269.173,"body":"We file our our assignment of"},{"startTime":266.3,"endTime":269.173,"body":"the inheritance in the court,"},{"startTime":269.653,"endTime":273.553,"body":"take all the risk, and I, it"},{"startTime":269.653,"endTime":273.553,"body":"enables all the beneficiaries"},{"startTime":273.553,"endTime":276.493,"body":"to give money up front,"},{"startTime":273.553,"endTime":276.493,"body":"not have to wait for prob."},{"startTime":276.613,"endTime":278.983,"body":"We can talk about the advantages"},{"startTime":276.613,"endTime":278.983,"body":"of how that works, not just"},{"startTime":278.983,"endTime":281.166,"body":"for the beneficiaries, but"},{"startTime":278.983,"endTime":281.166,"body":"for hopefully you guys as."},{"startTime":281.215,"endTime":284.961,"body":"And I'll let Karen who really"},{"startTime":281.215,"endTime":284.961,"body":"is the nuts and bolts of our"},{"startTime":284.961,"endTime":287.528,"body":"place, introduce herself as"},{"startTime":284.961,"endTime":287.528,"body":"well, what she does here."},{"startTime":288.698,"endTime":289.118,"body":"Hello."},{"startTime":289.118,"endTime":289.958,"body":"So, I'm Karen."},{"startTime":289.958,"endTime":292.268,"body":"I am the VP of"},{"startTime":289.958,"endTime":292.268,"body":"Business Development."},{"startTime":292.273,"endTime":295.81,"body":"I am not a lawyer nor am I"},{"startTime":292.273,"endTime":295.81,"body":"realtor, but I work with a"},{"startTime":295.81,"endTime":298.21,"body":"lot of the realtors doing"},{"startTime":295.81,"endTime":298.21,"body":"referrals, trying to find"},{"startTime":298.21,"endTime":299.68,"body":"solutions for clients."},{"startTime":299.805,"endTime":302.595,"body":"And I'm pretty much always"},{"startTime":299.805,"endTime":302.595,"body":"at everyone's disposal."},{"startTime":302.785,"endTime":304.645,"body":"We know who the real"},{"startTime":302.785,"endTime":304.645,"body":"deal maker is here."},{"startTime":304.965,"endTime":305.685,"body":"Exactly."},{"startTime":306.465,"endTime":309.705,"body":"So I'm curious, like what we're"},{"startTime":306.465,"endTime":309.705,"body":"seeing on the ground, you know,"},{"startTime":309.705,"endTime":312.615,"body":"in as real estate practitioners,"},{"startTime":309.705,"endTime":312.615,"body":"whether you're an investor"},{"startTime":312.615,"endTime":315.135,"body":"or, you know, a good friend"},{"startTime":312.615,"endTime":315.135,"body":"of mine who I helped in the"},{"startTime":315.14,"endTime":317.625,"body":"investment world, he's doing"},{"startTime":315.14,"endTime":317.625,"body":"about three and a half million"},{"startTime":317.955,"endTime":321.974,"body":"in volume as a wholesaler just"},{"startTime":317.955,"endTime":321.974,"body":"on wholesale assignments across"},{"startTime":321.974,"endTime":325.334,"body":"two markets, you could say he's"},{"startTime":321.974,"endTime":325.334,"body":"pretty, he's kinda successful."},{"startTime":325.394,"endTime":326.972,"body":"He's, he's getting"},{"startTime":325.394,"endTime":326.972,"body":"something right."},{"startTime":326.99,"endTime":329.75,"body":"He's done almost 3"},{"startTime":326.99,"endTime":329.75,"body":"million in the first three"},{"startTime":329.75,"endTime":331.28,"body":"quarters of this year."},{"startTime":331.79,"endTime":334.07,"body":"His pipeline for the"},{"startTime":331.79,"endTime":334.07,"body":"first time and probably."},{"startTime":334.595,"endTime":336.725,"body":"Five, six years"},{"startTime":334.595,"endTime":336.725,"body":"is actually empty."},{"startTime":337.265,"endTime":340.068,"body":"So buyers are, his cash"},{"startTime":337.265,"endTime":340.068,"body":"buyers are pulling back."},{"startTime":340.068,"endTime":343.087,"body":"The buyers who are using"},{"startTime":340.068,"endTime":343.087,"body":"community bank dscr loans are"},{"startTime":343.087,"endTime":346.207,"body":"pulling back and it's harder"},{"startTime":343.087,"endTime":346.207,"body":"to get homes under contract."},{"startTime":346.687,"endTime":348.727,"body":"What that is, that's"},{"startTime":346.687,"endTime":348.727,"body":"a leading indicator."},{"startTime":348.727,"endTime":350.887,"body":"And this is a market I know,"},{"startTime":348.727,"endTime":350.887,"body":"like the back of my hand."},{"startTime":350.887,"endTime":354.147,"body":"It's where I invested for"},{"startTime":350.887,"endTime":354.147,"body":"years, so, We're seeing on"},{"startTime":354.147,"endTime":357.61,"body":"the ground leading indicators"},{"startTime":354.147,"endTime":357.61,"body":"of sellers clinging to"},{"startTime":357.61,"endTime":361.12,"body":"yesterday's price and buyers"},{"startTime":357.61,"endTime":361.12,"body":"waiting for tomorrow's price."},{"startTime":361.18,"endTime":363.85,"body":"And we're in this purgatory"},{"startTime":361.18,"endTime":363.85,"body":"in the middle, this, this"},{"startTime":363.85,"endTime":367.36,"body":"sort of of slow moving if"},{"startTime":363.85,"endTime":367.36,"body":"not frozen marketplace."},{"startTime":367.84,"endTime":370.18,"body":"So that's what we see"},{"startTime":367.84,"endTime":370.18,"body":"on the real estate side."},{"startTime":370.18,"endTime":372.82,"body":"I'm curious, like the"},{"startTime":370.18,"endTime":372.82,"body":"conversation you guys are"},{"startTime":372.82,"endTime":376.42,"body":"having or the situation"},{"startTime":372.82,"endTime":376.42,"body":"you're seeing on specifically"},{"startTime":376.42,"endTime":377.74,"body":"on the probate side."},{"startTime":378.235,"endTime":382.675,"body":"I'm sure will come back to real"},{"startTime":378.235,"endTime":382.675,"body":"estate seeing that over 85%, 82%"},{"startTime":382.68,"endTime":383.995,"body":"of these will have real estate."},{"startTime":384.128,"endTime":385.718,"body":"So what do you guys"},{"startTime":384.128,"endTime":385.718,"body":"see on the ground?"},{"startTime":385.822,"endTime":388.582,"body":"Like from your standpoint"},{"startTime":385.822,"endTime":388.582,"body":"as a probate advanced"},{"startTime":388.642,"endTime":391.912,"body":"company, like, have you seen"},{"startTime":388.642,"endTime":391.912,"body":"a shift in, in your part"},{"startTime":391.912,"endTime":393.442,"body":"of, of, you know, the, the."},{"startTime":394.467,"endTime":397.767,"body":"Sure we have seen errors"},{"startTime":394.467,"endTime":397.767,"body":"that have come to us"},{"startTime":397.857,"endTime":399.447,"body":"looking for an advance."},{"startTime":399.957,"endTime":402.447,"body":"They are gonna sell their house"},{"startTime":399.957,"endTime":402.447,"body":"for this really high price."},{"startTime":402.447,"endTime":404.187,"body":"It's gonna sell like three days."},{"startTime":404.187,"endTime":405.417,"body":"Can we do the advance?"},{"startTime":405.477,"endTime":407.517,"body":"And then they decide, no,"},{"startTime":405.477,"endTime":407.517,"body":"it's gonna sell in three days."},{"startTime":407.517,"endTime":408.567,"body":"I don't need the advance."},{"startTime":409.227,"endTime":410.877,"body":"And three months"},{"startTime":409.227,"endTime":410.877,"body":"later they come back."},{"startTime":411.057,"endTime":413.907,"body":"And the house, we don't value"},{"startTime":411.057,"endTime":413.907,"body":"it as high cuz we understand"},{"startTime":413.907,"endTime":417.657,"body":"the market's turning and they"},{"startTime":413.907,"endTime":417.657,"body":"are actually in bigger need"},{"startTime":417.657,"endTime":420.027,"body":"for the money than they would"},{"startTime":417.657,"endTime":420.027,"body":"have been had they done the"},{"startTime":420.032,"endTime":421.107,"body":"advance three months ago."},{"startTime":421.112,"endTime":422.397,"body":"We also have errors that."},{"startTime":423.917,"endTime":427.937,"body":"Wanting to take an"},{"startTime":423.917,"endTime":427.937,"body":"advance to purchase that."},{"startTime":427.937,"endTime":430.787,"body":"Now they're not sure they"},{"startTime":427.937,"endTime":430.787,"body":"wanna proceed because they are"},{"startTime":430.787,"endTime":433.577,"body":"waiting for, they wanna sell"},{"startTime":430.787,"endTime":433.577,"body":"their property, the estate"},{"startTime":433.577,"endTime":436.247,"body":"property at, like you said,"},{"startTime":433.577,"endTime":436.247,"body":"yesterday's price, but purchase"},{"startTime":436.247,"endTime":437.327,"body":"our new one at tomorrow's."},{"startTime":437.837,"endTime":441.273,"body":"So we get a lot of,"},{"startTime":437.837,"endTime":441.273,"body":"we're in the middle."},{"startTime":441.301,"endTime":443.961,"body":"We also have a lot more errors"},{"startTime":441.301,"endTime":443.961,"body":"that are coming to us that they"},{"startTime":443.966,"endTime":447.871,"body":"want to fix up the property"},{"startTime":443.966,"endTime":447.871,"body":"to ensure they get the higher."},{"startTime":447.926,"endTime":449.756,"body":"So it's been interesting"},{"startTime":447.926,"endTime":449.756,"body":"cuz we're, we are"},{"startTime":449.756,"endTime":450.566,"body":"seeing both sides of"},{"startTime":450.746,"endTime":450.906,"body":"it."},{"startTime":451.886,"endTime":454.616,"body":"Yeah, I think, I mean,"},{"startTime":451.886,"endTime":454.616,"body":"what's important like in"},{"startTime":454.616,"endTime":457.226,"body":"that situation is that you"},{"startTime":454.616,"endTime":457.226,"body":"have the nicest house on the"},{"startTime":457.226,"endTime":459.026,"body":"market at a realistic price."},{"startTime":459.506,"endTime":462.536,"body":"Even if it doesn't sell"},{"startTime":459.506,"endTime":462.536,"body":"for more, oftentimes just"},{"startTime":462.536,"endTime":465.266,"body":"being the one that sells"},{"startTime":462.536,"endTime":465.266,"body":"is really important, right?"},{"startTime":465.271,"endTime":468.206,"body":"Like we all saw that in"},{"startTime":465.271,"endTime":468.206,"body":"the 20 11, 20 12 market."},{"startTime":468.806,"endTime":471.386,"body":"It was after this, you"},{"startTime":468.806,"endTime":471.386,"body":"know, three year period"},{"startTime":471.391,"endTime":474.746,"body":"of, of slow moving winter,"},{"startTime":471.391,"endTime":474.746,"body":"and then every like it."},{"startTime":475.151,"endTime":477.161,"body":"The first buyers were"},{"startTime":475.151,"endTime":477.161,"body":"afraid to make the move."},{"startTime":477.221,"endTime":481.151,"body":"So if you, back then, in"},{"startTime":477.221,"endTime":481.151,"body":"order to create urgency in the"},{"startTime":481.151,"endTime":484.181,"body":"marketplace I was working in,"},{"startTime":481.151,"endTime":484.181,"body":"we had to get really creative."},{"startTime":484.181,"endTime":487.031,"body":"We had to do really, really"},{"startTime":484.181,"endTime":487.031,"body":"good from a design and and"},{"startTime":487.036,"endTime":490.061,"body":"construction standpoint, and we"},{"startTime":487.036,"endTime":490.061,"body":"had to do really good marketing"},{"startTime":490.061,"endTime":491.651,"body":"to motivate the agents to."},{"startTime":491.771,"endTime":494.171,"body":"To get emotional about it,"},{"startTime":491.771,"endTime":494.171,"body":"bring their buyers back."},{"startTime":494.591,"endTime":497.891,"body":"So we were able to set high"},{"startTime":494.591,"endTime":497.891,"body":"comps in a, in a stale market,"},{"startTime":498.461,"endTime":502.001,"body":"but we had, that meant we had"},{"startTime":498.461,"endTime":502.001,"body":"to do a damn good job rehabbing"},{"startTime":502.001,"endTime":503.261,"body":"and marketing that property."},{"startTime":503.681,"endTime":505.571,"body":"So I think that's what"},{"startTime":503.681,"endTime":505.571,"body":"we're, that's, that's"},{"startTime":505.576,"endTime":507.761,"body":"what, that's indicative"},{"startTime":505.576,"endTime":507.761,"body":"of what you're seeing."},{"startTime":507.761,"endTime":511.611,"body":"Like you people know if we're"},{"startTime":507.761,"endTime":511.611,"body":"gonna do this, if we're gonna"},{"startTime":511.616,"endTime":514.181,"body":"catch a falling knife, we"},{"startTime":511.616,"endTime":514.181,"body":"gotta polish the damn knife."},{"startTime":514.181,"endTime":514.421,"body":"Right?"},{"startTime":514.421,"endTime":517.211,"body":"Like it's gotta look as, it's"},{"startTime":514.421,"endTime":517.211,"body":"gotta look as attractive or as"},{"startTime":517.271,"endTime":518.861,"body":"we gotta dull the knife maybe."},{"startTime":519.241,"endTime":521.251,"body":"To make it as"},{"startTime":519.241,"endTime":521.251,"body":"attractive as possible."},{"startTime":521.551,"endTime":524.671,"body":"So somebody who, who might be"},{"startTime":521.551,"endTime":524.671,"body":"sitting there thinking, Oh, I"},{"startTime":524.671,"endTime":526.441,"body":"need to buy, but rates are high."},{"startTime":526.831,"endTime":529.141,"body":"Like, how can we motivate"},{"startTime":526.831,"endTime":529.141,"body":"them to take action?"},{"startTime":529.141,"endTime":531.811,"body":"And oftentimes that's through"},{"startTime":529.141,"endTime":531.811,"body":"good design and construction,"},{"startTime":532.141,"endTime":535.651,"body":"which costs good money and"},{"startTime":532.141,"endTime":535.651,"body":"they might not have liquidity."},{"startTime":535.651,"endTime":537.816,"body":"So I think that's"},{"startTime":535.651,"endTime":537.816,"body":"what you're seeing."},{"startTime":537.862,"endTime":541.176,"body":"the, The savvier of, of the"},{"startTime":537.862,"endTime":541.176,"body":"heirs are realizing, holy crap,"},{"startTime":541.626,"endTime":544.026,"body":"if we sit, if we leave the"},{"startTime":541.626,"endTime":544.026,"body":"house in its current condition,"},{"startTime":544.026,"endTime":546.506,"body":"sit here and do nothing,"},{"startTime":544.026,"endTime":546.506,"body":"then the knife is gonna it."},{"startTime":546.666,"endTime":548.016,"body":"Fall deeper and deeper."},{"startTime":548.466,"endTime":551.856,"body":"So why not just get this done"},{"startTime":548.466,"endTime":551.856,"body":"while there's still some money,"},{"startTime":551.946,"endTime":554.736,"body":"you know, in the marketplace,"},{"startTime":551.946,"endTime":554.736,"body":"buyers who are taking action."},{"startTime":555.186,"endTime":557.076,"body":"So Mark, you had"},{"startTime":555.186,"endTime":557.076,"body":"something to say."},{"startTime":557.076,"endTime":558.606,"body":"I'm sorry I walked over you"},{"startTime":558.606,"endTime":558.726,"body":"there."},{"startTime":559.146,"endTime":560.256,"body":"No, no, that's okay."},{"startTime":560.278,"endTime":562.5,"body":"I think you're"},{"startTime":560.278,"endTime":562.5,"body":"enjoying we, Yeah."},{"startTime":562.505,"endTime":565.2,"body":"We, we see that shift"},{"startTime":562.505,"endTime":565.2,"body":"and what we also see when"},{"startTime":565.2,"endTime":566.34,"body":"there's a shift like this is."},{"startTime":567.24,"endTime":568.39,"body":"If not a panic."},{"startTime":568.39,"endTime":571.93,"body":"Certainly there's a concern"},{"startTime":568.39,"endTime":571.93,"body":"out there that's affecting"},{"startTime":572.29,"endTime":575.483,"body":"both the sellers, the buyers,"},{"startTime":572.29,"endTime":575.483,"body":"and of course the realtors."},{"startTime":575.488,"endTime":579.928,"body":"Now in our business,"},{"startTime":575.488,"endTime":579.928,"body":"remember the executor is"},{"startTime":580.048,"endTime":582.028,"body":"selling the estate home."},{"startTime":582.388,"endTime":584.578,"body":"They've got the letters,"},{"startTime":582.388,"endTime":584.578,"body":"they've got the control,"},{"startTime":584.618,"endTime":588.328,"body":"but they're also have a"},{"startTime":584.618,"endTime":588.328,"body":"fiduciary duty to all these"},{"startTime":588.328,"endTime":589.718,"body":"other beneficiaries of the."},{"startTime":590.548,"endTime":593.878,"body":"And these beneficiaries just"},{"startTime":590.548,"endTime":593.878,"body":"want to get paid already."},{"startTime":593.878,"endTime":597.328,"body":"And they, they can't understand"},{"startTime":593.878,"endTime":597.328,"body":"why the house isn't selling"},{"startTime":597.748,"endTime":600.448,"body":"or they're putting pressure"},{"startTime":597.748,"endTime":600.448,"body":"on the executor to take"},{"startTime":600.478,"endTime":603.358,"body":"any price because frankly,"},{"startTime":600.478,"endTime":603.358,"body":"they're in need of money."},{"startTime":603.508,"endTime":607.708,"body":"And, you know, if a house"},{"startTime":603.508,"endTime":607.708,"body":"sells for $50,000 less, you"},{"startTime":607.708,"endTime":611.038,"body":"know, to some people who are"},{"startTime":607.708,"endTime":611.038,"body":"anxious to get their money,"},{"startTime":611.068,"endTime":612.958,"body":"but that's acceptable to them."},{"startTime":613.048,"endTime":614.968,"body":"But they're putting"},{"startTime":613.048,"endTime":614.968,"body":"undue pressure."},{"startTime":615.358,"endTime":619.258,"body":"On the executor, which is"},{"startTime":615.358,"endTime":619.258,"body":"putting pressure on y'all, the"},{"startTime":619.258,"endTime":621.237,"body":"realtor to, to get it done."},{"startTime":621.267,"endTime":624.927,"body":"And you know what we cash"},{"startTime":621.267,"endTime":624.927,"body":"is the one thing that is"},{"startTime":624.927,"endTime":626.747,"body":"always alleviated pressure."},{"startTime":627.387,"endTime":631.197,"body":"And so if you got, you know,"},{"startTime":627.387,"endTime":631.197,"body":"while you're dealing with the"},{"startTime":631.197,"endTime":633.627,"body":"executor who's getting anxious"},{"startTime":631.197,"endTime":633.627,"body":"because they're getting phone"},{"startTime":633.627,"endTime":636.327,"body":"calls all the time from their,"},{"startTime":633.627,"endTime":636.327,"body":"their family members looking to"},{"startTime":636.327,"endTime":639.177,"body":"know why the house isn't being"},{"startTime":636.327,"endTime":639.177,"body":"sold, why the probate case?"},{"startTime":639.807,"endTime":641.607,"body":"Not moving along."},{"startTime":641.655,"endTime":646.005,"body":"We also come in there because"},{"startTime":641.655,"endTime":646.005,"body":"sometimes giving $20,000 to"},{"startTime":646.005,"endTime":648.525,"body":"a beneficiary who's unrelated"},{"startTime":646.005,"endTime":648.525,"body":"to the sale of the house,"},{"startTime":648.525,"endTime":651.43,"body":"but is putting that pressure"},{"startTime":648.525,"endTime":651.43,"body":"on the house you know, kind"},{"startTime":651.43,"endTime":653.716,"body":"of, putting pressure on the"},{"startTime":651.43,"endTime":653.716,"body":"executor, which is putting"},{"startTime":653.721,"endTime":655.396,"body":"pressure on you, the realtor."},{"startTime":655.666,"endTime":658.966,"body":"That kind of $20,000 is"},{"startTime":655.666,"endTime":658.966,"body":"amazing to clear everybody's"},{"startTime":658.966,"endTime":661.006,"body":"head, make the right decision."},{"startTime":661.471,"endTime":664.858,"body":"Get money to fix up the"},{"startTime":661.471,"endTime":664.858,"body":"house, design construction"},{"startTime":665.188,"endTime":668.303,"body":"and then get, get a fair"},{"startTime":665.188,"endTime":668.303,"body":"price because, you know, we"},{"startTime":668.303,"endTime":672.113,"body":"all make poor decisions when"},{"startTime":668.303,"endTime":672.113,"body":"we're under pressure and"},{"startTime":672.118,"endTime":674.033,"body":"usually we're under pressure"},{"startTime":672.118,"endTime":674.033,"body":"because people are desperate."},{"startTime":674.483,"endTime":677.863,"body":"And that's what we're starting"},{"startTime":674.483,"endTime":677.863,"body":"to see the first signs of is"},{"startTime":677.863,"endTime":682.153,"body":"desperation because in a market"},{"startTime":677.863,"endTime":682.153,"body":"where the houses were selling in"},{"startTime":682.183,"endTime":687.583,"body":"an hour or up to bid, now we're"},{"startTime":682.183,"endTime":687.583,"body":"seeing people who actually."},{"startTime":688.078,"endTime":691.228,"body":"Owe us money, but they're"},{"startTime":688.078,"endTime":691.228,"body":"not even, they're not taking"},{"startTime":691.258,"endTime":694.438,"body":"the offers because they think"},{"startTime":691.258,"endTime":694.438,"body":"they're not good enough."},{"startTime":694.438,"endTime":697.378,"body":"These offers, they're, they're,"},{"startTime":694.438,"endTime":697.378,"body":"they're wanting offers from six"},{"startTime":697.378,"endTime":700.378,"body":"months ago, nine months ago,"},{"startTime":697.378,"endTime":700.378,"body":"and they're just not willing"},{"startTime":700.383,"endTime":702.298,"body":"to accept the reality of today."},{"startTime":703.509,"endTime":703.839,"body":"Yep."},{"startTime":703.874,"endTime":706.724,"body":"I mean, as, as part of this"},{"startTime":703.874,"endTime":706.724,"body":"community, you know, we've got"},{"startTime":706.724,"endTime":709.784,"body":"creative people have taken what"},{"startTime":706.724,"endTime":709.784,"body":"they've learned in our courses"},{"startTime":709.784,"endTime":711.582,"body":"and we can make markets move."},{"startTime":711.597,"endTime":714.207,"body":"You know, we've got creative"},{"startTime":711.597,"endTime":714.207,"body":"finance specialists, so if,"},{"startTime":714.212,"endTime":716.877,"body":"depending on how title is"},{"startTime":714.212,"endTime":716.877,"body":"held, if it's from SP status,"},{"startTime":716.877,"endTime":719.211,"body":"spouse B with a transfer on"},{"startTime":716.877,"endTime":719.211,"body":"death, if it was, you know,"},{"startTime":719.244,"endTime":722.034,"body":"tenants the entirety with"},{"startTime":719.244,"endTime":722.034,"body":"rights of survivorship, we"},{"startTime":722.034,"endTime":724.794,"body":"can actually sell those house,"},{"startTime":722.034,"endTime":724.794,"body":"if you know, to gain regain"},{"startTime":724.794,"endTime":727.494,"body":"liquidity for you guys and to"},{"startTime":724.794,"endTime":727.494,"body":"let get the family to where"},{"startTime":727.494,"endTime":728.754,"body":"they can actually finish this."},{"startTime":728.759,"endTime":732.864,"body":"Any deals that you have already"},{"startTime":728.759,"endTime":732.864,"body":"put advances on that are stuck."},{"startTime":733.754,"endTime":735.764,"body":"Remember, members of this"},{"startTime":733.754,"endTime":735.764,"body":"community can come in,"},{"startTime":735.914,"endTime":738.224,"body":"they can quit, claim the"},{"startTime":735.914,"endTime":738.224,"body":"house out, or it's already"},{"startTime":738.224,"endTime":739.394,"body":"transferred on death."},{"startTime":739.874,"endTime":741.584,"body":"They can sell it a premium"},{"startTime":739.874,"endTime":741.584,"body":"cuz they know how to"},{"startTime":741.589,"endTime":744.584,"body":"sell in terms and most"},{"startTime":741.589,"endTime":744.584,"body":"real estate professionals"},{"startTime":744.589,"endTime":745.604,"body":"don't know how to do that."},{"startTime":745.604,"endTime":748.004,"body":"You can drive the, there's no"},{"startTime":745.604,"endTime":748.004,"body":"appraisal if you're selling"},{"startTime":748.004,"endTime":748.994,"body":"it with owner financing."},{"startTime":749.414,"endTime":751.844,"body":"So if you've got a buyer and a"},{"startTime":749.414,"endTime":751.844,"body":"seller that agree on a price and"},{"startTime":751.844,"endTime":753.589,"body":"they agree on terms, That's it."},{"startTime":753.589,"endTime":756.109,"body":"You can close it up in a week"},{"startTime":753.589,"endTime":756.109,"body":"at a premium price, even if"},{"startTime":756.109,"endTime":757.219,"body":"it wasn't apprais for that."},{"startTime":757.789,"endTime":759.919,"body":"As long as the buyer"},{"startTime":757.789,"endTime":759.919,"body":"has a long term mindset,"},{"startTime":759.919,"endTime":760.819,"body":"then I endorse that."},{"startTime":760.819,"endTime":761.119,"body":"Right?"},{"startTime":761.119,"endTime":765.919,"body":"So don't forget that if, as if"},{"startTime":761.119,"endTime":765.919,"body":"this contin, if this gets worse"},{"startTime":765.924,"endTime":769.039,"body":"and you guys end up stuck in"},{"startTime":765.924,"endTime":769.039,"body":"advances that you would rather"},{"startTime":769.044,"endTime":772.249,"body":"close out and, and you know"},{"startTime":769.044,"endTime":772.249,"body":"they need to liquidate the"},{"startTime":772.249,"endTime":775.969,"body":"assets, but they're clinging"},{"startTime":772.249,"endTime":775.969,"body":"the price, you can pull from"},{"startTime":775.969,"endTime":778.519,"body":"this community and pull a"},{"startTime":775.969,"endTime":778.519,"body":"different class of real estate"},{"startTime":778.519,"endTime":782.049,"body":"professional to move a market"},{"startTime":778.519,"endTime":782.049,"body":"that has you stuck up we don't"},{"startTime":782.049,"endTime":783.713,"body":"just, make Lexus payments."},{"startTime":783.713,"endTime":785.943,"body":"Here we are, we are"},{"startTime":783.713,"endTime":785.943,"body":"solutions engineers."},{"startTime":785.994,"endTime":786.804,"body":"Yeah, the, the"},{"startTime":787.144,"endTime":788.784,"body":"referrals go both"},{"startTime":787.144,"endTime":788.784,"body":"ways and I agree."},{"startTime":788.784,"endTime":792.054,"body":"We do see, I mean, that,"},{"startTime":788.784,"endTime":792.054,"body":"that's the beauty of probate"},{"startTime":792.054,"endTime":795.234,"body":"mastery that y'all, y'all"},{"startTime":792.054,"endTime":795.234,"body":"bring to the table is you're"},{"startTime":795.234,"endTime":799.529,"body":"not the average realtor that"},{"startTime":795.234,"endTime":799.529,"body":"folks get hooked up with."},{"startTime":799.679,"endTime":800.099,"body":"And."},{"startTime":800.744,"endTime":803.294,"body":"When, when things slow,"},{"startTime":800.744,"endTime":803.294,"body":"it's easy to say, Oh,"},{"startTime":803.294,"endTime":804.314,"body":"that's just the market."},{"startTime":804.314,"endTime":805.424,"body":"That's the way it is."},{"startTime":805.574,"endTime":808.604,"body":"And again, it's part of the"},{"startTime":805.574,"endTime":808.604,"body":"fear and paralysis when things"},{"startTime":808.604,"endTime":811.574,"body":"aren't moving and instead"},{"startTime":808.604,"endTime":811.574,"body":"of searching for solutions,"},{"startTime":812.374,"endTime":814.994,"body":"everyone just shrugs and say,"},{"startTime":812.374,"endTime":814.994,"body":"Oh, what, what are you gonna do?"},{"startTime":815.324,"endTime":818.564,"body":"And that is when we come in"},{"startTime":815.324,"endTime":818.564,"body":"and we, we, we can say, Hey,"},{"startTime":818.714,"endTime":821.594,"body":"I, I think you're not really"},{"startTime":818.714,"endTime":821.594,"body":"exploring all your options."},{"startTime":821.594,"endTime":822.314,"body":"Give these folks a."},{"startTime":823.889,"endTime":825.929,"body":"Go to state professional.org."},{"startTime":825.929,"endTime":828.254,"body":"Since you, I didn't"},{"startTime":825.929,"endTime":828.254,"body":"explain that to you guys."},{"startTime":828.254,"endTime":830.568,"body":"There's a new logo behind"},{"startTime":828.254,"endTime":830.568,"body":"me since we last spoke."},{"startTime":831.198,"endTime":834.588,"body":"We've launched a national"},{"startTime":831.198,"endTime":834.588,"body":"directory for this reason, like"},{"startTime":834.588,"endTime":839.548,"body":"really when B2B or b2c or C2"},{"startTime":834.588,"endTime":839.548,"body":"b, like when you need somebody"},{"startTime":839.548,"endTime":842.578,"body":"who operates at a, a different"},{"startTime":839.548,"endTime":842.578,"body":"level of professionalism"},{"startTime":842.578,"endTime":843.778,"body":"that you know you can trust."},{"startTime":844.348,"endTime":846.778,"body":"This is why we're doing this,"},{"startTime":844.348,"endTime":846.778,"body":"and it's really cool to see"},{"startTime":847.188,"endTime":849.298,"body":"referrals going back and forth"},{"startTime":847.188,"endTime":849.298,"body":"between attorneys and our"},{"startTime":849.298,"endTime":851.188,"body":"members and from members to."},{"startTime":852.178,"endTime":854.878,"body":"So the referrals are, you"},{"startTime":852.178,"endTime":854.878,"body":"know, it could be probate"},{"startTime":854.878,"endTime":858.868,"body":"cash, says, Hey, you know,"},{"startTime":854.878,"endTime":858.868,"body":"consumer, go here, set up a"},{"startTime":858.868,"endTime":861.688,"body":"profile, find a real estate"},{"startTime":858.868,"endTime":861.688,"body":"professional that that works."},{"startTime":861.838,"endTime":863.788,"body":"You know, that that does"},{"startTime":861.838,"endTime":863.788,"body":"this at a different level."},{"startTime":864.358,"endTime":867.388,"body":"Or it could be probate cash"},{"startTime":864.358,"endTime":867.388,"body":"to our company, to Magnum"},{"startTime":867.388,"endTime":869.878,"body":"Opus saying, Hey, who's"},{"startTime":867.388,"endTime":869.878,"body":"your, who's your best person?"},{"startTime":869.878,"endTime":871.318,"body":"And you know, and."},{"startTime":871.828,"endTime":873.018,"body":"Chicago, Illinois."},{"startTime":873.328,"endTime":875.788,"body":"Like, who, who should, who"},{"startTime":873.328,"endTime":875.788,"body":"should our seller connect with?"},{"startTime":876.268,"endTime":879.478,"body":"But that's the whole idea around"},{"startTime":876.268,"endTime":879.478,"body":"the state professional.org is"},{"startTime":879.483,"endTime":882.748,"body":"giving access to all the people"},{"startTime":879.483,"endTime":882.748,"body":"who prescribe the, you know,"},{"startTime":882.748,"endTime":886.468,"body":"the ethics and, and the, that"},{"startTime":882.748,"endTime":886.468,"body":"kind of provide value first"},{"startTime":886.468,"endTime":890.218,"body":"community focused service that"},{"startTime":886.468,"endTime":890.218,"body":"we provide, deserve a spot"},{"startTime":890.218,"endTime":892.778,"body":"in a, in a directory where we"},{"startTime":890.218,"endTime":892.778,"body":"can find each other and the,"},{"startTime":892.778,"endTime":894.178,"body":"and the public can find us."},{"startTime":894.257,"endTime":896.987,"body":"So it's just, it's just"},{"startTime":894.257,"endTime":896.987,"body":"kind of soft launched"},{"startTime":896.987,"endTime":898.127,"body":"and just out the door."},{"startTime":898.622,"endTime":901.742,"body":"But remember, you guys can find"},{"startTime":898.622,"endTime":901.742,"body":"other vendors in there too."},{"startTime":901.742,"endTime":904.592,"body":"You can find, of course,"},{"startTime":901.742,"endTime":904.592,"body":"certified probate experts"},{"startTime":904.592,"endTime":906.212,"body":"that have, have taken mastery."},{"startTime":906.662,"endTime":910.287,"body":"But there are, you know,"},{"startTime":906.662,"endTime":910.287,"body":"really attorneys that clean"},{"startTime":910.292,"endTime":913.227,"body":"out crews, any, any vendor that"},{"startTime":910.292,"endTime":913.227,"body":"we, that we've built on our"},{"startTime":913.227,"endTime":914.607,"body":"vendor teams can be found here."},{"startTime":914.612,"endTime":917.847,"body":"So, if you guys, if you need to"},{"startTime":914.612,"endTime":917.847,"body":"have families who really need to"},{"startTime":917.847,"endTime":920.997,"body":"liquidate positions, but they're"},{"startTime":917.847,"endTime":920.997,"body":"stuck with, with someone who's"},{"startTime":920.997,"endTime":925.107,"body":"not getting a job done, as long"},{"startTime":920.997,"endTime":925.107,"body":"as that's expired out, you know,"},{"startTime":925.107,"endTime":929.157,"body":"we'd be happy to, to introduce"},{"startTime":925.107,"endTime":929.157,"body":"them to a, a solutions provider."},{"startTime":929.201,"endTime":932.91,"body":"The other thing, I think what we"},{"startTime":929.201,"endTime":932.91,"body":"see is, you know, the I, this,"},{"startTime":932.91,"endTime":937.98,"body":"I'm in a, I'm at my home in, in"},{"startTime":932.91,"endTime":937.98,"body":"West Virginia, and we have one"},{"startTime":938.07,"endTime":940.87,"body":"long-term care facility here"},{"startTime":938.07,"endTime":940.87,"body":"that just has a handful of beds."},{"startTime":940.87,"endTime":945.622,"body":"The price has, I learned last"},{"startTime":940.87,"endTime":945.622,"body":"week has gone to $16,000 a bed."},{"startTime":946.132,"endTime":948.742,"body":"You've got a median income"},{"startTime":946.132,"endTime":948.742,"body":"of senior citizens here"},{"startTime":948.742,"endTime":950.182,"body":"around 18,000 bucks."},{"startTime":950.632,"endTime":953.152,"body":"How the hell is anyone"},{"startTime":950.632,"endTime":953.152,"body":"supposed to do this?"},{"startTime":953.157,"endTime":957.262,"body":"So, one of the other common"},{"startTime":953.157,"endTime":957.262,"body":"use cases for your service is"},{"startTime":957.262,"endTime":958.912,"body":"actually allowing people to."},{"startTime":959.222,"endTime":962.252,"body":"You know, receive to"},{"startTime":959.222,"endTime":962.252,"body":"get, giving them access"},{"startTime":962.257,"endTime":963.362,"body":"to the care they need."},{"startTime":963.992,"endTime":967.202,"body":"And that's something as, as"},{"startTime":963.992,"endTime":967.202,"body":"retirement accounts take hits"},{"startTime":967.202,"endTime":970.014,"body":"because they weren't properly"},{"startTime":967.202,"endTime":970.014,"body":"managed you know, it's,"},{"startTime":970.014,"endTime":971.154,"body":"everything's upside down."},{"startTime":971.159,"endTime":972.804,"body":"Gold's not doing what"},{"startTime":971.159,"endTime":972.804,"body":"it's supposed to."},{"startTime":972.834,"endTime":974.764,"body":"Bonds are just"},{"startTime":972.834,"endTime":974.764,"body":"bonkers right now."},{"startTime":974.764,"endTime":977.747,"body":"Risk assets are risky as hell."},{"startTime":978.842,"endTime":980.132,"body":"So families are nervous."},{"startTime":980.132,"endTime":982.262,"body":"Baby boomers don't have"},{"startTime":980.132,"endTime":982.262,"body":"time for a recovery."},{"startTime":982.262,"endTime":983.852,"body":"They're listening to the"},{"startTime":982.262,"endTime":983.852,"body":"news and it's like, what"},{"startTime":983.852,"endTime":986.162,"body":"if it does take 10 years"},{"startTime":983.852,"endTime":986.162,"body":"to recover from this?"},{"startTime":986.732,"endTime":989.162,"body":"So as, as they're getting"},{"startTime":986.732,"endTime":989.162,"body":"nervous, like they, you"},{"startTime":989.162,"endTime":992.342,"body":"know, they, they're hoarding"},{"startTime":989.162,"endTime":992.342,"body":"that money, but as, as"},{"startTime":992.347,"endTime":994.712,"body":"things change, they have"},{"startTime":992.347,"endTime":994.712,"body":"to go into long term care."},{"startTime":994.712,"endTime":995.762,"body":"They're holding a house."},{"startTime":996.272,"endTime":999.092,"body":"One of the other use cases I"},{"startTime":996.272,"endTime":999.092,"body":"see here is that you could,"},{"startTime":999.092,"endTime":1003.212,"body":"they could, you know, At"},{"startTime":999.092,"endTime":1003.212,"body":"$16,000 a month, your cash"},{"startTime":1003.212,"endTime":1004.712,"body":"on hand isn't gonna go far."},{"startTime":1004.712,"endTime":1006.962,"body":"According to the last Federal"},{"startTime":1004.712,"endTime":1006.962,"body":"Reserve survey, the average"},{"startTime":1006.962,"endTime":1010.592,"body":"senior citizen only had $24,000"},{"startTime":1006.962,"endTime":1010.592,"body":"in liquidity to their name."},{"startTime":1011.192,"endTime":1015.842,"body":"Imagine being 70 years old,"},{"startTime":1011.192,"endTime":1015.842,"body":"facing $16,000 a month and only"},{"startTime":1015.842,"endTime":1017.912,"body":"having $24,000 to your name."},{"startTime":1018.332,"endTime":1021.152,"body":"In six weeks, you're broke"},{"startTime":1018.332,"endTime":1021.152,"body":"just because of your health."},{"startTime":1021.692,"endTime":1023.402,"body":"So now you've got the house."},{"startTime":1024.027,"endTime":1026.547,"body":"But you can't wait"},{"startTime":1024.027,"endTime":1026.547,"body":"because the market stalled"},{"startTime":1026.547,"endTime":1027.687,"body":"out to get top dollar."},{"startTime":1027.687,"endTime":1030.487,"body":"We need to get in there and fix"},{"startTime":1027.687,"endTime":1030.487,"body":"it up and make it nicer and,"},{"startTime":1030.492,"endTime":1031.677,"body":"and, you know, do these things."},{"startTime":1032.277,"endTime":1034.917,"body":"So that's where I can see,"},{"startTime":1032.277,"endTime":1034.917,"body":"you know, advanced companies"},{"startTime":1034.922,"endTime":1038.247,"body":"becoming even more valuable"},{"startTime":1034.922,"endTime":1038.247,"body":"when, when senior citizens"},{"startTime":1038.252,"endTime":1041.307,"body":"liquidity has been depleted,"},{"startTime":1038.252,"endTime":1041.307,"body":"there's an immediate change,"},{"startTime":1041.312,"endTime":1044.697,"body":"a health change, and then they"},{"startTime":1041.312,"endTime":1044.697,"body":"have to go into long term."},{"startTime":1045.392,"endTime":1045.632,"body":"It."},{"startTime":1045.632,"endTime":1047.972,"body":"And then they're like, What"},{"startTime":1045.632,"endTime":1047.972,"body":"the hell am I gonna do?"},{"startTime":1048.392,"endTime":1050.702,"body":"Medicaid won't pick up the"},{"startTime":1048.392,"endTime":1050.702,"body":"bill because I got this house."},{"startTime":1050.702,"endTime":1053.822,"body":"And the house is very illiquid"},{"startTime":1050.702,"endTime":1053.822,"body":"at this point because of"},{"startTime":1053.822,"endTime":1055.502,"body":"the, the market conditions."},{"startTime":1055.587,"endTime":1057.027,"body":"So are you guys seeing that?"},{"startTime":1057.027,"endTime":1061.017,"body":"Like I see that as as a really,"},{"startTime":1057.027,"endTime":1061.017,"body":"If it's, if you're not seeing"},{"startTime":1061.022,"endTime":1064.437,"body":"it, I expect you will Before"},{"startTime":1061.022,"endTime":1064.437,"body":"long, because we've got a"},{"startTime":1064.442,"endTime":1067.977,"body":"rapidly aging population"},{"startTime":1064.442,"endTime":1067.977,"body":"and a rapidly declining"},{"startTime":1067.977,"endTime":1070.857,"body":"equities market that stands"},{"startTime":1067.977,"endTime":1070.857,"body":"to take at least another leg."},{"startTime":1071.307,"endTime":1075.687,"body":"And 70% of the disposable income"},{"startTime":1071.307,"endTime":1075.687,"body":"belongs to that generation."},{"startTime":1076.227,"endTime":1078.417,"body":"So they're, they're being,"},{"startTime":1076.227,"endTime":1078.417,"body":"they're in a liquidity"},{"startTime":1078.417,"endTime":1082.077,"body":"crunch, like their liquidity"},{"startTime":1078.417,"endTime":1082.077,"body":"disappearing while they're"},{"startTime":1082.077,"endTime":1085.017,"body":"getting older and their chances"},{"startTime":1082.077,"endTime":1085.017,"body":"of health, health changes"},{"startTime":1085.017,"endTime":1088.887,"body":"and, and life transitions is"},{"startTime":1085.017,"endTime":1088.887,"body":"increasing at, at the same rate."},{"startTime":1088.887,"endTime":1089.187,"body":"Right."},{"startTime":1089.217,"endTime":1092.197,"body":"So I'm curious what you're"},{"startTime":1089.217,"endTime":1092.197,"body":"seeing there, if you found that,"},{"startTime":1092.202,"endTime":1095.057,"body":"that, that's starting, if you're"},{"startTime":1092.202,"endTime":1095.057,"body":"seeing evidence of that already,"},{"startTime":1095.471,"endTime":1097.721,"body":"We have seen a lot of"},{"startTime":1095.471,"endTime":1097.721,"body":"the spouses where the"},{"startTime":1097.901,"endTime":1099.281,"body":"kids wanna move them in."},{"startTime":1099.553,"endTime":1102.354,"body":"So if they're moving 'em to"},{"startTime":1099.553,"endTime":1102.354,"body":"a facility, at least they"},{"startTime":1102.359,"endTime":1105.204,"body":"haven't explicitly said that"},{"startTime":1102.359,"endTime":1105.204,"body":"to us, that just, it's a"},{"startTime":1105.204,"endTime":1106.644,"body":"personal and private matter."},{"startTime":1106.644,"endTime":1107.874,"body":"So I would understand."},{"startTime":1107.874,"endTime":1111.114,"body":"But we have seen them where"},{"startTime":1107.874,"endTime":1111.114,"body":"the, the surviving spouse"},{"startTime":1111.202,"endTime":1112.162,"body":"isn't gonna keep the home."},{"startTime":1112.332,"endTime":1115.21,"body":"And it's the only asset, you"},{"startTime":1112.332,"endTime":1115.21,"body":"know, they have access to"},{"startTime":1115.21,"endTime":1118.15,"body":"stay there, a life estate if"},{"startTime":1115.21,"endTime":1118.15,"body":"they could, if they wanted"},{"startTime":1118.15,"endTime":1120.97,"body":"to, and they don't want"},{"startTime":1118.15,"endTime":1120.97,"body":"to, they wanna cash it out."},{"startTime":1121.022,"endTime":1123.182,"body":"The closest thing I can think"},{"startTime":1121.022,"endTime":1123.182,"body":"of is we had a gentleman"},{"startTime":1123.182,"endTime":1126.812,"body":"who inherited a home and"},{"startTime":1123.182,"endTime":1126.812,"body":"he broke his neck and ended"},{"startTime":1126.812,"endTime":1129.304,"body":"up having to be moved for"},{"startTime":1126.812,"endTime":1129.304,"body":"medical reasons into an"},{"startTime":1129.304,"endTime":1130.504,"body":"assisted living facility."},{"startTime":1130.804,"endTime":1134.944,"body":"And so he had to do in advance"},{"startTime":1130.804,"endTime":1134.944,"body":"so he could get into the medical"},{"startTime":1134.944,"endTime":1136.654,"body":"facility that you need to go to."},{"startTime":1138.379,"endTime":1140.809,"body":"But you know, it's, it's rough."},{"startTime":1140.899,"endTime":1145.039,"body":"And I, when they cash out their"},{"startTime":1140.899,"endTime":1145.039,"body":"homes, a lot of the things they"},{"startTime":1145.039,"endTime":1149.119,"body":"do to help sell the home that"},{"startTime":1145.039,"endTime":1149.119,"body":"they do express to us is they"},{"startTime":1149.119,"endTime":1152.059,"body":"use the funds that they receive"},{"startTime":1149.119,"endTime":1152.059,"body":"from us to hire the companies."},{"startTime":1152.059,"endTime":1154.159,"body":"The cleanup companies that"},{"startTime":1152.059,"endTime":1154.159,"body":"you mentioned that you're,"},{"startTime":1154.309,"endTime":1158.059,"body":"you have in your professional"},{"startTime":1154.309,"endTime":1158.059,"body":"organization, they hire"},{"startTime":1158.059,"endTime":1159.319,"body":"someone to come paint."},{"startTime":1159.386,"endTime":1163.07,"body":"They use the money to get"},{"startTime":1159.386,"endTime":1163.07,"body":"whoever is still remaining"},{"startTime":1163.07,"endTime":1165.92,"body":"in the home somewhere else"},{"startTime":1163.07,"endTime":1165.92,"body":"to live so that they can sell"},{"startTime":1165.92,"endTime":1168.02,"body":"it empty, turnkey, move in."},{"startTime":1168.334,"endTime":1171.634,"body":"But specific for senior citizens"},{"startTime":1168.334,"endTime":1171.634,"body":"use like I said, if, if that's"},{"startTime":1171.634,"endTime":1173.794,"body":"been the case, they haven't"},{"startTime":1171.634,"endTime":1173.794,"body":"directly expressed that to,"},{"startTime":1174.004,"endTime":1175.444,"body":"but I, I wouldn't be surprised."},{"startTime":1176.434,"endTime":1180.404,"body":"And, you know, we, we also"},{"startTime":1176.434,"endTime":1180.404,"body":"see when in a tough market"},{"startTime":1180.429,"endTime":1184.944,"body":"like this, Somebody living"},{"startTime":1180.429,"endTime":1184.944,"body":"in the home that shouldn't be"},{"startTime":1184.944,"endTime":1186.954,"body":"there and needs to be evicted."},{"startTime":1187.764,"endTime":1190.974,"body":"And you've got the estate"},{"startTime":1187.764,"endTime":1190.974,"body":"attorney working with the"},{"startTime":1190.974,"endTime":1196.338,"body":"executor to try to any"},{"startTime":1190.974,"endTime":1196.338,"body":"attorney's fees to to get the,"},{"startTime":1196.428,"endTime":1200.068,"body":"the person living in the house"},{"startTime":1196.428,"endTime":1200.068,"body":"out so the house can be sold."},{"startTime":1200.113,"endTime":1203.563,"body":"So we, we do see that"},{"startTime":1200.113,"endTime":1203.563,"body":"from time to time as well."},{"startTime":1203.893,"endTime":1205.363,"body":"And I don't know if you guys."},{"startTime":1206.323,"endTime":1208.864,"body":"Chad ever come across that"},{"startTime":1206.323,"endTime":1208.864,"body":"when a house you're, you're"},{"startTime":1208.864,"endTime":1211.294,"body":"looking to sell, the executor"},{"startTime":1208.864,"endTime":1211.294,"body":"wants a household, but they're"},{"startTime":1211.294,"endTime":1212.824,"body":"trying to get somebody evicted."},{"startTime":1212.824,"endTime":1216.525,"body":"And how, how y'all come across"},{"startTime":1212.824,"endTime":1216.525,"body":"that and what, what you're"},{"startTime":1216.525,"endTime":1218.865,"body":"able to do with anything"},{"startTime":1216.525,"endTime":1218.865,"body":"in that kind of situation"},{"startTime":1218.865,"endTime":1222.295,"body":"other than, Well, like"},{"startTime":1218.865,"endTime":1222.295,"body":"with most of them there's,"},{"startTime":1222.675,"endTime":1224.685,"body":"there's a carrot and"},{"startTime":1222.675,"endTime":1224.685,"body":"there's a stick, right?"},{"startTime":1224.69,"endTime":1224.975,"body":"Yeah."},{"startTime":1225.034,"endTime":1227.824,"body":"I usually lead with the"},{"startTime":1225.034,"endTime":1227.824,"body":"carrot and, and suggest,"},{"startTime":1227.824,"endTime":1231.574,"body":"but either way, the advance,"},{"startTime":1227.824,"endTime":1231.574,"body":"like your service could be"},{"startTime":1231.574,"endTime":1232.913,"body":"the carrot or the stick."},{"startTime":1232.976,"endTime":1236.156,"body":"And, and what I mean by that,"},{"startTime":1232.976,"endTime":1236.156,"body":"guys is like, you can knock"},{"startTime":1236.156,"endTime":1238.496,"body":"on the door and say, Hey,"},{"startTime":1236.156,"endTime":1238.496,"body":"Billy, you know that you're"},{"startTime":1238.501,"endTime":1239.666,"body":"gonna get an inheritance."},{"startTime":1240.206,"endTime":1242.696,"body":"But until, but in, in"},{"startTime":1240.206,"endTime":1242.696,"body":"order for that to happen,"},{"startTime":1242.696,"endTime":1243.896,"body":"we have to sell the house."},{"startTime":1243.896,"endTime":1247.166,"body":"So we're gonna go ahead and"},{"startTime":1243.896,"endTime":1247.166,"body":"give you $10,000 to get, get"},{"startTime":1247.316,"endTime":1248.946,"body":"on your feet and become in."},{"startTime":1249.571,"endTime":1251.731,"body":"Because mom and dad aren't"},{"startTime":1249.571,"endTime":1251.731,"body":"here to take care of you"},{"startTime":1251.731,"endTime":1253.831,"body":"anymore, and we're sure"},{"startTime":1251.731,"endTime":1253.831,"body":"as hell not gonna do it."},{"startTime":1254.011,"endTime":1256.441,"body":"Like you wanna sit here"},{"startTime":1254.011,"endTime":1256.441,"body":"and drink all day, fine by"},{"startTime":1256.441,"endTime":1257.911,"body":"me, Do it somewhere else."},{"startTime":1258.331,"endTime":1261.721,"body":"So you can give him the"},{"startTime":1258.331,"endTime":1261.721,"body":"carrot of a $10,000 advance."},{"startTime":1262.201,"endTime":1266.341,"body":"If he says no, then you go to"},{"startTime":1262.201,"endTime":1266.341,"body":"the stick, You take that $10,000"},{"startTime":1266.341,"endTime":1269.131,"body":"giving it to an attorney and let"},{"startTime":1266.341,"endTime":1269.131,"body":"the sheriff drag his ass out."},{"startTime":1269.611,"endTime":1271.501,"body":"And that's the approach we take."},{"startTime":1271.542,"endTime":1274.084,"body":"We always try to lead"},{"startTime":1271.542,"endTime":1274.084,"body":"with what's best for all"},{"startTime":1274.084,"endTime":1277.594,"body":"parties, so we always"},{"startTime":1274.084,"endTime":1277.594,"body":"try not to use the stick."},{"startTime":1278.039,"endTime":1281.159,"body":"There are times and there"},{"startTime":1278.039,"endTime":1281.159,"body":"are people that only can"},{"startTime":1281.159,"endTime":1285.299,"body":"understand the stick, but in"},{"startTime":1281.159,"endTime":1285.299,"body":"either case I can see where"},{"startTime":1285.419,"endTime":1287.849,"body":"for, for a lot of families and"},{"startTime":1285.419,"endTime":1287.849,"body":"a lot of the experiences I've"},{"startTime":1288.209,"endTime":1290.909,"body":"that I've had with it, they"},{"startTime":1288.209,"endTime":1290.909,"body":"can't, they don't have a cared"},{"startTime":1290.914,"endTime":1295.199,"body":"or a stick without liquidity"},{"startTime":1290.914,"endTime":1295.199,"body":"and the estate has assets."},{"startTime":1295.414,"endTime":1298.014,"body":"But the assets are tied"},{"startTime":1295.414,"endTime":1298.014,"body":"up by the heir who is"},{"startTime":1298.014,"endTime":1299.094,"body":"causing the problems."},{"startTime":1299.121,"endTime":1301.244,"body":"So yeah, that, that's"},{"startTime":1299.121,"endTime":1301.244,"body":"how we deal with it."},{"startTime":1301.304,"endTime":1304.604,"body":"Either way, you gotta have"},{"startTime":1301.304,"endTime":1304.604,"body":"cash for the carrot or cash"},{"startTime":1304.604,"endTime":1307.005,"body":"for the stick in order to"},{"startTime":1304.604,"endTime":1307.005,"body":"move forward and do what's"},{"startTime":1307.005,"endTime":1308.415,"body":"best for all parties involved."},{"startTime":1308.42,"endTime":1310.275,"body":"So that's how we've"},{"startTime":1308.42,"endTime":1310.275,"body":"handled that in the past."},{"startTime":1311.11,"endTime":1311.59,"body":"We've had those"},{"startTime":1311.59,"endTime":1314.38,"body":"situations and you're right,"},{"startTime":1311.59,"endTime":1314.38,"body":"it all comes back to liquidity."},{"startTime":1314.71,"endTime":1315.16,"body":"you can.."},{"startTime":1315.64,"endTime":1317.8,"body":"Hard to do anything"},{"startTime":1315.64,"endTime":1317.8,"body":"without cash, which is why"},{"startTime":1317.8,"endTime":1319.99,"body":"our business has stayed"},{"startTime":1317.8,"endTime":1319.99,"body":"relevant all these years."},{"startTime":1320.47,"endTime":1321.22,"body":"That's what we provide."},{"startTime":1321.49,"endTime":1324.1,"body":"I mean, that's what we teach in"},{"startTime":1321.49,"endTime":1324.1,"body":"session one of Probate Mastery."},{"startTime":1324.1,"endTime":1326.95,"body":"I look, I show people the"},{"startTime":1324.1,"endTime":1326.95,"body":"reality of probate and the"},{"startTime":1326.955,"endTime":1330.76,"body":"reality of the, the demographics"},{"startTime":1326.955,"endTime":1330.76,"body":"and the economics of, of the"},{"startTime":1330.76,"endTime":1334.36,"body":"United States senior like baby"},{"startTime":1330.76,"endTime":1334.36,"body":"boomer class at this point."},{"startTime":1334.584,"endTime":1338.574,"body":"And the urgency is created from"},{"startTime":1334.584,"endTime":1338.574,"body":"a lack of planning, a lack of."},{"startTime":1339.094,"endTime":1341.854,"body":"Financial education,"},{"startTime":1339.094,"endTime":1341.854,"body":"and I don't always blame"},{"startTime":1341.859,"endTime":1342.844,"body":"the consumer for that."},{"startTime":1342.874,"endTime":1346.324,"body":"It the whole, the, the system is"},{"startTime":1342.874,"endTime":1346.324,"body":"designed on debt and struggle."},{"startTime":1346.744,"endTime":1349.834,"body":"So not everyone is supposed"},{"startTime":1346.744,"endTime":1349.834,"body":"to understand finance at"},{"startTime":1349.834,"endTime":1353.134,"body":"the level we do, but that"},{"startTime":1349.834,"endTime":1353.134,"body":"is an opportunity for us to"},{"startTime":1353.134,"endTime":1356.374,"body":"reach these people, show them"},{"startTime":1353.134,"endTime":1356.374,"body":"creative ways to gain access to"},{"startTime":1356.379,"endTime":1360.694,"body":"liquidity, get the, the what's"},{"startTime":1356.379,"endTime":1360.694,"body":"due to them from the estate,"},{"startTime":1360.694,"endTime":1363.364,"body":"and then actually educate"},{"startTime":1360.694,"endTime":1363.364,"body":"themselves and grow wealth."},{"startTime":1364.269,"endTime":1367.179,"body":"I'll just say you, there are"},{"startTime":1364.269,"endTime":1367.179,"body":"critics of probate advanced"},{"startTime":1367.179,"endTime":1369.609,"body":"companies, just like there"},{"startTime":1367.179,"endTime":1369.609,"body":"are critics of pawn shops"},{"startTime":1369.609,"endTime":1372.369,"body":"or auto loans, or you don't"},{"startTime":1369.609,"endTime":1372.369,"body":"have to go far to find"},{"startTime":1372.399,"endTime":1373.869,"body":"anyone to criticize anything."},{"startTime":1374.056,"endTime":1377.276,"body":"But if the family is working"},{"startTime":1374.056,"endTime":1377.276,"body":"with the right professionals,"},{"startTime":1377.696,"endTime":1380.351,"body":"yes, They might have to"},{"startTime":1377.696,"endTime":1380.351,"body":"pay a higher than normal"},{"startTime":1380.351,"endTime":1383.321,"body":"finance charge because of"},{"startTime":1380.351,"endTime":1383.321,"body":"the amount of risk associated"},{"startTime":1383.321,"endTime":1384.551,"body":"from the advanced company."},{"startTime":1385.951,"endTime":1389.401,"body":"But when they gain access to"},{"startTime":1385.951,"endTime":1389.401,"body":"liquidity, if they're working"},{"startTime":1389.401,"endTime":1392.611,"body":"with a certified probate expert"},{"startTime":1389.401,"endTime":1392.611,"body":"or someone who can show them how"},{"startTime":1392.611,"endTime":1394.321,"body":"to turn them into the lender."},{"startTime":1394.831,"endTime":1397.651,"body":"So yes, I had to take a"},{"startTime":1394.831,"endTime":1397.651,"body":"cash advance to sell, you"},{"startTime":1397.651,"endTime":1400.471,"body":"know, the family home to"},{"startTime":1397.651,"endTime":1400.471,"body":"close the probate, but now"},{"startTime":1400.471,"endTime":1402.391,"body":"I got a $70,000 inheritance."},{"startTime":1402.751,"endTime":1404.231,"body":"So what can I do with that?"},{"startTime":1404.441,"endTime":1407.141,"body":"Well, I can go spend it"},{"startTime":1404.441,"endTime":1407.141,"body":"on a boat, a car, lottery"},{"startTime":1407.141,"endTime":1407.951,"body":"tickets or whatever."},{"startTime":1407.951,"endTime":1410.171,"body":"Dumb stuff People usually"},{"startTime":1407.951,"endTime":1410.171,"body":"spend inheritance on."},{"startTime":1410.171,"endTime":1413.441,"body":"It's depleted in the first"},{"startTime":1410.171,"endTime":1413.441,"body":"18 months at almost a, what?"},{"startTime":1413.471,"endTime":1415.631,"body":"98% is gone in 18 months."},{"startTime":1416.711,"endTime":1421.301,"body":"Or you can meet with somebody"},{"startTime":1416.711,"endTime":1421.301,"body":"that has a book of cash buyers"},{"startTime":1421.306,"endTime":1424.091,"body":"who are buying houses regardless"},{"startTime":1421.306,"endTime":1424.091,"body":"of the market environment."},{"startTime":1424.091,"endTime":1426.341,"body":"They're savvy, they're"},{"startTime":1424.091,"endTime":1426.341,"body":"buying at the right prices."},{"startTime":1426.671,"endTime":1430.161,"body":"They're, they're looking for"},{"startTime":1426.671,"endTime":1430.161,"body":"private capital at a 50 ltv,"},{"startTime":1430.511,"endTime":1432.341,"body":"and they'll pay 12 to 15%."},{"startTime":1433.211,"endTime":1436.481,"body":"So you take someone who paid"},{"startTime":1433.211,"endTime":1436.481,"body":"the finance fee to, for the"},{"startTime":1436.481,"endTime":1439.421,"body":"probate advance, and then"},{"startTime":1436.481,"endTime":1439.421,"body":"you replenish that by giving"},{"startTime":1439.421,"endTime":1443.231,"body":"them finance fees from your"},{"startTime":1439.421,"endTime":1443.231,"body":"investors or your in buyers."},{"startTime":1443.236,"endTime":1445.49,"body":"You turn these, the"},{"startTime":1443.236,"endTime":1445.49,"body":"families, the heirs."},{"startTime":1445.97,"endTime":1448.28,"body":"And that's, that's what we"},{"startTime":1445.97,"endTime":1448.28,"body":"teach in probate mastery."},{"startTime":1448.303,"endTime":1450.883,"body":"the relationship doesn't"},{"startTime":1448.303,"endTime":1450.883,"body":"stop at a closing table"},{"startTime":1451.543,"endTime":1453.973,"body":"unless you really just like"},{"startTime":1451.543,"endTime":1453.973,"body":"leaving opportunity lying"},{"startTime":1453.973,"endTime":1456.523,"body":"around and you wanna work"},{"startTime":1453.973,"endTime":1456.523,"body":"till you're 95 years old."},{"startTime":1456.713,"endTime":1460.873,"body":"Like, we can lead these people"},{"startTime":1456.713,"endTime":1460.873,"body":"into financial freedom, even"},{"startTime":1460.873,"endTime":1463.51,"body":"if they don't have liquidity"},{"startTime":1460.873,"endTime":1463.51,"body":"and they're stuck and, they"},{"startTime":1463.51,"endTime":1466.555,"body":"have to pay higher prices"},{"startTime":1463.51,"endTime":1466.555,"body":"to get to access liquidity."},{"startTime":1466.557,"endTime":1470.072,"body":"Are like, once you guys have"},{"startTime":1466.557,"endTime":1470.072,"body":"cleared the deal, They come"},{"startTime":1470.072,"endTime":1473.192,"body":"back to our people and we can"},{"startTime":1470.072,"endTime":1473.192,"body":"help show them how to grow that."},{"startTime":1473.192,"endTime":1475.622,"body":"I mean, you know, in the"},{"startTime":1473.192,"endTime":1475.622,"body":"scenario I just said, I"},{"startTime":1475.622,"endTime":1478.412,"body":"mean, I loan money on those"},{"startTime":1475.622,"endTime":1478.412,"body":"terms and I, I double my"},{"startTime":1478.412,"endTime":1479.852,"body":"money every 3.2 years."},{"startTime":1479.852,"endTime":1481.532,"body":"I double the principle"},{"startTime":1479.852,"endTime":1481.532,"body":"on those terms."},{"startTime":1482.132,"endTime":1483.272,"body":"Rule 72, right?"},{"startTime":1483.872,"endTime":1487.412,"body":"So it, it's, there's for the"},{"startTime":1483.872,"endTime":1487.412,"body":"critics out there, anyone who"},{"startTime":1487.417,"endTime":1490.022,"body":"says, Well, probate advances"},{"startTime":1487.417,"endTime":1490.022,"body":"aren't for me, I would"},{"startTime":1490.022,"endTime":1491.372,"body":"never do that to my clients."},{"startTime":1491.822,"endTime":1494.912,"body":"Like, have an open mind"},{"startTime":1491.822,"endTime":1494.912,"body":"in a shut mouth sometimes"},{"startTime":1494.972,"endTime":1498.332,"body":"and, and think about the"},{"startTime":1494.972,"endTime":1498.332,"body":"ways that gaining liquid."},{"startTime":1499.137,"endTime":1502.257,"body":"In a, in a falling market,"},{"startTime":1499.137,"endTime":1502.257,"body":"that liquidity is going"},{"startTime":1502.257,"endTime":1504.927,"body":"to cost something if they"},{"startTime":1502.257,"endTime":1504.927,"body":"can't gain it independently."},{"startTime":1504.927,"endTime":1506.877,"body":"If they, if they have"},{"startTime":1504.927,"endTime":1506.877,"body":"to ask somebody else to"},{"startTime":1506.877,"endTime":1509.337,"body":"take risk, in order for"},{"startTime":1506.877,"endTime":1509.337,"body":"them to have liquidity,"},{"startTime":1509.847,"endTime":1511.317,"body":"they have to pay risk."},{"startTime":1511.322,"endTime":1511.557,"body":"Right?"},{"startTime":1511.557,"endTime":1514.467,"body":"Somebody has to, but once"},{"startTime":1511.557,"endTime":1514.467,"body":"they're on the other side"},{"startTime":1514.527,"endTime":1517.467,"body":"of that and they have their"},{"startTime":1514.527,"endTime":1517.467,"body":"inheritance and they have even"},{"startTime":1517.467,"endTime":1521.037,"body":"more liquidity, then you as"},{"startTime":1517.467,"endTime":1521.037,"body":"a professional can help turn"},{"startTime":1521.037,"endTime":1523.377,"body":"them into a lender, turn them"},{"startTime":1521.037,"endTime":1523.377,"body":"into an investor, turn them"},{"startTime":1523.377,"endTime":1526.827,"body":"into, you know, a, a buyer or"},{"startTime":1523.377,"endTime":1526.827,"body":"whatever, like, and that's what"},{"startTime":1526.827,"endTime":1528.507,"body":"we talk a lot about in session."},{"startTime":1528.717,"endTime":1529.407,"body":"Of mastery."},{"startTime":1529.437,"endTime":1531.687,"body":"This is the level we're"},{"startTime":1529.437,"endTime":1531.687,"body":"training our people."},{"startTime":1531.696,"endTime":1534.837,"body":"And again, I'll remind you"},{"startTime":1531.696,"endTime":1534.837,"body":"if, if you have clients or"},{"startTime":1535.287,"endTime":1538.797,"body":"customers who are stuck and,"},{"startTime":1535.287,"endTime":1538.797,"body":"and need creative solutions"},{"startTime":1538.827,"endTime":1541.587,"body":"or don't intend to waste the"},{"startTime":1538.827,"endTime":1541.587,"body":"inheritance, they would rather"},{"startTime":1541.587,"endTime":1544.701,"body":"invest it than spend it, this"},{"startTime":1541.587,"endTime":1544.701,"body":"is the conversation here."},{"startTime":1544.804,"endTime":1548.194,"body":"Like literally looking at the"},{"startTime":1544.804,"endTime":1548.194,"body":"consumer first and saying,"},{"startTime":1548.194,"endTime":1550.774,"body":"What can we do with our"},{"startTime":1548.194,"endTime":1550.774,"body":"professional skill set to get"},{"startTime":1550.774,"endTime":1553.114,"body":"them a different outcome than"},{"startTime":1550.774,"endTime":1553.114,"body":"they've gotten in the past?"},{"startTime":1553.744,"endTime":1556.474,"body":"So those are just some of"},{"startTime":1553.744,"endTime":1556.474,"body":"the ways I see that we can"},{"startTime":1556.534,"endTime":1559.024,"body":"really, you know, a rising"},{"startTime":1556.534,"endTime":1559.024,"body":"tide lifts all boats."},{"startTime":1559.474,"endTime":1563.134,"body":"So in conjunction with what you"},{"startTime":1559.474,"endTime":1563.134,"body":"guys are doing, we can do what"},{"startTime":1563.164,"endTime":1565.444,"body":"we do and everybody wins, right?"},{"startTime":1566.134,"endTime":1566.434,"body":"Yeah."},{"startTime":1566.434,"endTime":1566.704,"body":"We,"},{"startTime":1566.704,"endTime":1569.145,"body":"We are huge fans of referring."},{"startTime":1569.145,"endTime":1571.385,"body":"Especially the least"},{"startTime":1569.145,"endTime":1571.385,"body":"sophisticated folks."},{"startTime":1571.385,"endTime":1573.785,"body":"The sophisticated people to"},{"startTime":1571.385,"endTime":1573.785,"body":"help them manage their money."},{"startTime":1573.965,"endTime":1576.522,"body":"And, and like, like you"},{"startTime":1573.965,"endTime":1576.522,"body":"have other brands, we also"},{"startTime":1576.522,"endTime":1578.892,"body":"have novation funding,"},{"startTime":1576.522,"endTime":1578.892,"body":"which is a company that"},{"startTime":1578.892,"endTime":1580.842,"body":"purchases structured"},{"startTime":1578.892,"endTime":1580.842,"body":"settlement payment rights."},{"startTime":1581.322,"endTime":1583.396,"body":"And we often have"},{"startTime":1581.322,"endTime":1583.396,"body":"people who've been."},{"startTime":1583.401,"endTime":1587.181,"body":"And, and very serious tragic"},{"startTime":1583.401,"endTime":1587.181,"body":"injuries or even death in"},{"startTime":1587.181,"endTime":1589.659,"body":"their where they've gotten"},{"startTime":1587.181,"endTime":1589.659,"body":"large structured settlement"},{"startTime":1589.659,"endTime":1592.779,"body":"payments to the death of"},{"startTime":1589.659,"endTime":1592.779,"body":"family members or serious"},{"startTime":1592.784,"endTime":1593.799,"body":"injuries to themselves."},{"startTime":1594.129,"endTime":1596.559,"body":"And they're selling their"},{"startTime":1594.129,"endTime":1596.559,"body":"future payment rights."},{"startTime":1596.559,"endTime":1597.839,"body":"Cause they're, they're"},{"startTime":1596.559,"endTime":1597.839,"body":"stuck in an annuity."},{"startTime":1598.479,"endTime":1600.399,"body":"And they don't have"},{"startTime":1598.479,"endTime":1600.399,"body":"control over it."},{"startTime":1600.609,"endTime":1603.699,"body":"And some of them need"},{"startTime":1600.609,"endTime":1603.699,"body":"cash immediately for"},{"startTime":1603.816,"endTime":1605.136,"body":"for some serious issues."},{"startTime":1605.376,"endTime":1608.016,"body":"Others don't necessarily"},{"startTime":1605.376,"endTime":1608.016,"body":"need the cash, but it's just"},{"startTime":1608.016,"endTime":1612.156,"body":"sitting in an annuity without"},{"startTime":1608.016,"endTime":1612.156,"body":"a cost of living adjustment."},{"startTime":1612.156,"endTime":1615.828,"body":"They never had a choice to"},{"startTime":1612.156,"endTime":1615.828,"body":"take a lump sum and will."},{"startTime":1616.403,"endTime":1620.993,"body":"Purchase those payment rights"},{"startTime":1616.403,"endTime":1620.993,"body":"and we, we refer them to wealth"},{"startTime":1620.993,"endTime":1623.093,"body":"management advisors, and it's"},{"startTime":1620.993,"endTime":1623.093,"body":"always the first time they've"},{"startTime":1623.093,"endTime":1625.553,"body":"ever had the advantage of"},{"startTime":1623.093,"endTime":1625.553,"body":"wealth management advisors."},{"startTime":1625.813,"endTime":1627.883,"body":"We talk about the"},{"startTime":1625.813,"endTime":1627.883,"body":"rule 72 all the time."},{"startTime":1627.935,"endTime":1631.638,"body":"And, you know, we, we put them"},{"startTime":1627.935,"endTime":1631.638,"body":"to understand what they need"},{"startTime":1631.653,"endTime":1634.671,"body":"to live on the benefits of"},{"startTime":1631.653,"endTime":1634.671,"body":"home ownership versus renting."},{"startTime":1634.731,"endTime":1637.641,"body":"These are just people who've"},{"startTime":1634.731,"endTime":1637.641,"body":"never had the advantage"},{"startTime":1637.701,"endTime":1640.968,"body":"of professional They don't"},{"startTime":1637.701,"endTime":1640.968,"body":"know what a fiduciary is."},{"startTime":1640.968,"endTime":1643.788,"body":"I think everybody's out"},{"startTime":1640.968,"endTime":1643.788,"body":"together or you know,"},{"startTime":1643.788,"endTime":1645.018,"body":"and it's just, I get it."},{"startTime":1645.378,"endTime":1646.388,"body":"A lot of people are"},{"startTime":1645.378,"endTime":1646.388,"body":"out to get them."},{"startTime":1646.785,"endTime":1649.725,"body":"We see the horror stories and"},{"startTime":1646.785,"endTime":1649.725,"body":"we understand the negative"},{"startTime":1649.935,"endTime":1652.305,"body":"reputations because they're"},{"startTime":1649.935,"endTime":1652.305,"body":"always those people who"},{"startTime":1652.305,"endTime":1655.015,"body":"take the money with the"},{"startTime":1652.305,"endTime":1655.015,"body":"intent of using the wealth's"},{"startTime":1655.02,"endTime":1657.545,"body":"management advisor and, and"},{"startTime":1655.02,"endTime":1657.545,"body":"blowing it in the casino."},{"startTime":1657.545,"endTime":1660.498,"body":"And they have more sneakers"},{"startTime":1657.545,"endTime":1660.498,"body":"than they'll ever have feet."},{"startTime":1660.528,"endTime":1661.905,"body":"They you know, just."},{"startTime":1663.54,"endTime":1663.89,"body":"It."},{"startTime":1663.9,"endTime":1666.84,"body":"And then you, you see the"},{"startTime":1663.9,"endTime":1666.84,"body":"sad stories cuz they, they've"},{"startTime":1666.84,"endTime":1667.65,"body":"learned all the money."},{"startTime":1668.01,"endTime":1671.61,"body":"What's never reported are the"},{"startTime":1668.01,"endTime":1671.61,"body":"many, many, many success stories"},{"startTime":1671.61,"endTime":1674.49,"body":"of generational wealth where"},{"startTime":1671.61,"endTime":1674.49,"body":"their annuity was going to end."},{"startTime":1674.64,"endTime":1677.934,"body":"And you know, the same thing"},{"startTime":1674.64,"endTime":1677.934,"body":"here if a beneficiary is, is"},{"startTime":1677.939,"endTime":1680.964,"body":"taking the money with good"},{"startTime":1677.939,"endTime":1680.964,"body":"purpose and follows through with"},{"startTime":1680.964,"endTime":1682.284,"body":"it, it's always a happy ending."},{"startTime":1682.284,"endTime":1682.614,"body":"Always."},{"startTime":1682.994,"endTime":1684.925,"body":"So, that's important"},{"startTime":1682.994,"endTime":1684.925,"body":"with those referrals,"},{"startTime":1685.285,"endTime":1687.775,"body":"with management advisors,"},{"startTime":1685.285,"endTime":1687.775,"body":"those financial investors,"},{"startTime":1687.775,"endTime":1688.666,"body":"that's very important."},{"startTime":1689.206,"endTime":1689.446,"body":"Yep."},{"startTime":1689.6,"endTime":1691.926,"body":"We're all about having the"},{"startTime":1689.6,"endTime":1691.926,"body":"vendor team, everything."},{"startTime":1691.926,"endTime":1694.026,"body":"I mean, both of these"},{"startTime":1691.926,"endTime":1694.026,"body":"courses teach the same thing."},{"startTime":1694.446,"endTime":1696.216,"body":"Surround yourself with"},{"startTime":1694.446,"endTime":1696.216,"body":"people who know more, like"},{"startTime":1696.516,"endTime":1698.512,"body":"surround yourself with"},{"startTime":1696.516,"endTime":1698.512,"body":"people smarter than you."},{"startTime":1698.524,"endTime":1700.984,"body":"Look, I do, I got two of"},{"startTime":1698.524,"endTime":1700.984,"body":"'em on the screen now."},{"startTime":1701.051,"endTime":1703.053,"body":"Well guys, we're, we're"},{"startTime":1701.051,"endTime":1703.053,"body":"at the top of the hour."},{"startTime":1703.058,"endTime":1703.983,"body":"I'm gonna wrap up."},{"startTime":1703.984,"endTime":1705.814,"body":"Tell folks how they can get"},{"startTime":1703.984,"endTime":1705.814,"body":"ahold of you if they have"},{"startTime":1705.814,"endTime":1708.184,"body":"questions or they wanna talk"},{"startTime":1705.814,"endTime":1708.184,"body":"through any of these scenarios."},{"startTime":1708.189,"endTime":1711.064,"body":"Like if they need to"},{"startTime":1708.189,"endTime":1711.064,"body":"borrow Karen's transaction"},{"startTime":1711.064,"endTime":1713.344,"body":"engineering brain and say,"},{"startTime":1711.064,"endTime":1713.344,"body":"Here's how you save this."},{"startTime":1713.764,"endTime":1715.354,"body":"Like, how do they get, how do"},{"startTime":1713.764,"endTime":1715.354,"body":"they get in touch with you?"},{"startTime":1716.025,"endTime":1719.085,"body":"My email is Karen"},{"startTime":1716.025,"endTime":1719.085,"body":"standard spelling, k a"},{"startTime":1719.085,"endTime":1721.005,"body":"r n probate cash.com."},{"startTime":1721.01,"endTime":1725.265,"body":"Look at any Karen, mean k"},{"startTime":1721.01,"endTime":1725.265,"body":"a r e n@probatecash.com."},{"startTime":1725.277,"endTime":1729.275,"body":"My direct line is 5"},{"startTime":1725.277,"endTime":1729.275,"body":"6 1 2 4 2 3 0 8 2."},{"startTime":1729.305,"endTime":1732.035,"body":"That's 5 6 1 2 4 2 3 0"},{"startTime":1732.035,"endTime":1732.335,"body":"8."},{"startTime":1734.06,"endTime":1734.99,"body":"Such a Karen"},{"startTime":1735.82,"endTime":1736.49,"body":"."},{"startTime":1735.82,"endTime":1736.49,"body":"Totally."},{"startTime":1737.34,"endTime":1743.789,"body":"And my email is mark m a"},{"startTime":1737.34,"endTime":1743.789,"body":"c probate cash.com and my"},{"startTime":1743.789,"endTime":1748.719,"body":"office line direct line"},{"startTime":1743.789,"endTime":1748.719,"body":"is 5 6 1 4 7 6 0 0 1 8."},{"startTime":1748.719,"endTime":1751.881,"body":"Karen and I are also incredibly"},{"startTime":1748.719,"endTime":1751.881,"body":"responsive, so we know that"},{"startTime":1751.881,"endTime":1754.458,"body":"when folks are calling us and"},{"startTime":1751.881,"endTime":1754.458,"body":"when you're talking about."},{"startTime":1755.318,"endTime":1757.868,"body":"The need for that money"},{"startTime":1755.318,"endTime":1757.868,"body":"is not just real, but"},{"startTime":1757.868,"endTime":1759.188,"body":"it's often urgent."},{"startTime":1759.338,"endTime":1762.35,"body":"And so, we understand that"},{"startTime":1759.338,"endTime":1762.35,"body":"even if it's not getting the"},{"startTime":1762.355,"endTime":1764.54,"body":"cash out the door, although"},{"startTime":1762.355,"endTime":1764.54,"body":"we try to get the money out,"},{"startTime":1764.54,"endTime":1767.647,"body":"believe it or not, within 24"},{"startTime":1764.54,"endTime":1767.647,"body":"hours we have a good, and,"},{"startTime":1767.647,"endTime":1770.257,"body":"and the more professionals"},{"startTime":1767.647,"endTime":1770.257,"body":"involved, the quicker of course,"},{"startTime":1770.257,"endTime":1771.107,"body":"we can get the money out."},{"startTime":1771.121,"endTime":1774.492,"body":"So we understand that quick"},{"startTime":1771.121,"endTime":1774.492,"body":"decisions are everything,"},{"startTime":1774.492,"endTime":1776.772,"body":"and even if the money's not"},{"startTime":1774.492,"endTime":1776.772,"body":"going out, at least peace"},{"startTime":1776.772,"endTime":1779.052,"body":"of mind to know it's being"},{"startTime":1776.772,"endTime":1779.052,"body":"worked on and there's light"},{"startTime":1779.052,"endTime":1780.912,"body":"at the end of the tunnel,"},{"startTime":1779.052,"endTime":1780.912,"body":"which is incredible value."},{"startTime":1781.214,"endTime":1781.634,"body":"Yeah."},{"startTime":1781.804,"endTime":1785.059,"body":"Well guys, as always thanks for,"},{"startTime":1781.804,"endTime":1785.059,"body":"thanks for joining our community"},{"startTime":1785.059,"endTime":1788.191,"body":"and for, for the advice and"},{"startTime":1785.059,"endTime":1788.191,"body":"the conversation everybody, you"},{"startTime":1788.191,"endTime":1789.511,"body":"know where to find these guys."},{"startTime":1789.586,"endTime":1791.446,"body":"Hopefully this has"},{"startTime":1789.586,"endTime":1791.446,"body":"given you some ideas."},{"startTime":1791.656,"endTime":1795.09,"body":"If you haven't ever used a"},{"startTime":1791.656,"endTime":1795.09,"body":"probate advance or, or work"},{"startTime":1795.095,"endTime":1797.76,"body":"had had, the, your clients"},{"startTime":1795.095,"endTime":1797.76,"body":"or customers haven't had"},{"startTime":1798.01,"endTime":1800.85,"body":"the need, hopefully this at"},{"startTime":1798.01,"endTime":1800.85,"body":"least help you understand"},{"startTime":1800.85,"endTime":1803.847,"body":"the way that can be used how"},{"startTime":1800.85,"endTime":1803.847,"body":"those ways can change as, as."},{"startTime":1804.462,"endTime":1806.572,"body":"You know, move through"},{"startTime":1804.462,"endTime":1806.572,"body":"credit and debt cycles."},{"startTime":1806.575,"endTime":1807.685,"body":"And hopefully this was useful."},{"startTime":1807.685,"endTime":1810.996,"body":"So, until next time guys, thanks"},{"startTime":1807.685,"endTime":1810.996,"body":"so much for your time today and"},{"startTime":1811.066,"endTime":1812.236,"body":"we'll, we'll talk to you soon."},{"startTime":1812.746,"endTime":1813.046,"body":"All right."},{"startTime":1813.046,"endTime":1813.616,"body":"Thanks for having us,"},{"startTime":1813.616,"endTime":1813.916,"body":"Chad."},{"startTime":1814.206,"endTime":1814.556,"body":"Take care."}]}