{"version":"1.0.0","segments":[{"startTime":19.641,"endTime":20.451,"body":"Hey, good afternoon."},{"startTime":20.451,"endTime":23.361,"body":"I'm Bill Gross, and"},{"startTime":20.451,"endTime":23.361,"body":"welcome to our Probate"},{"startTime":23.391,"endTime":26.541,"body":"Mastery Mastermind or State"},{"startTime":23.391,"endTime":26.541,"body":"Professionals Mastermind."},{"startTime":26.911,"endTime":30.361,"body":"This is based on Chad Corbett's"},{"startTime":26.911,"endTime":30.361,"body":"Probate Mastery program for real"},{"startTime":30.366,"endTime":33.901,"body":"estate investors and wholesalers"},{"startTime":30.366,"endTime":33.901,"body":"and real estate agents who wanna"},{"startTime":33.906,"endTime":37.271,"body":"build their business and their"},{"startTime":33.906,"endTime":37.271,"body":"equity, by building their real"},{"startTime":37.271,"endTime":39.011,"body":"estate business using prob."},{"startTime":39.806,"endTime":42.206,"body":"And related business probate"},{"startTime":39.806,"endTime":42.206,"body":"would include in my mind,"},{"startTime":42.211,"endTime":44.906,"body":"estate planning and estate"},{"startTime":42.211,"endTime":44.906,"body":"businesses and things like that."},{"startTime":45.356,"endTime":48.146,"body":"We get together every"},{"startTime":45.356,"endTime":48.146,"body":"Tuesday at noon Pacific"},{"speaker":"time, 3","startTime":48.146,"endTime":49.976,"body":"00 PM Eastern."},{"speaker":"time, 3","startTime":50.346,"endTime":51.096,"body":"I'm Bill Gross."},{"speaker":"time, 3","startTime":51.126,"endTime":53.136,"body":"I'm not a coach or an"},{"speaker":"time, 3","startTime":51.126,"endTime":53.136,"body":"employee of the company."},{"speaker":"time, 3","startTime":53.136,"endTime":54.876,"body":"I am a practitioner."},{"speaker":"time, 3","startTime":54.876,"endTime":57.096,"body":"I used to come on this"},{"speaker":"time, 3","startTime":54.876,"endTime":57.096,"body":"call every week, because I"},{"speaker":"time, 3","startTime":57.096,"endTime":58.332,"body":"needed this as, part of the."},{"speaker":"time, 3","startTime":59.027,"endTime":60.857,"body":"Tools to build my business."},{"speaker":"time, 3","startTime":60.947,"endTime":63.317,"body":"And then I've been with us to"},{"speaker":"time, 3","startTime":60.947,"endTime":63.317,"body":"kind of fill in when Chad had"},{"speaker":"time, 3","startTime":63.317,"endTime":66.947,"body":"some competing obligations and"},{"speaker":"time, 3","startTime":63.317,"endTime":66.947,"body":"I've been able to keep it going."},{"speaker":"time, 3","startTime":66.947,"endTime":69.137,"body":"And I was just reflecting"},{"speaker":"time, 3","startTime":66.947,"endTime":69.137,"body":"before I, before I"},{"speaker":"time, 3","startTime":69.307,"endTime":69.797,"body":"started taking questions."},{"speaker":"time, 3","startTime":69.797,"endTime":72.377,"body":"If you have questions, it's"},{"speaker":"time, 3","startTime":69.797,"endTime":72.377,"body":"meant to be participative, so"},{"speaker":"time, 3","startTime":72.382,"endTime":73.367,"body":"if you watch this, I replay."},{"speaker":"time, 3","startTime":73.367,"endTime":74.807,"body":"Put the questions"},{"speaker":"time, 3","startTime":73.367,"endTime":74.807,"body":"in the chat box."},{"speaker":"time, 3","startTime":74.807,"endTime":76.427,"body":"If you're on live though,"},{"speaker":"time, 3","startTime":74.807,"endTime":76.427,"body":"come on the Zoom call,"},{"speaker":"time, 3","startTime":76.427,"endTime":77.237,"body":"we'd love to have you."},{"speaker":"time, 3","startTime":77.777,"endTime":81.227,"body":"I put a question, the chat box"},{"speaker":"time, 3","startTime":77.777,"endTime":81.227,"body":"on the zoom or raise your hand."},{"speaker":"time, 3","startTime":81.227,"endTime":81.917,"body":"I'll call you live."},{"speaker":"time, 3","startTime":81.917,"endTime":83.687,"body":"I'd love to get it and"},{"speaker":"time, 3","startTime":81.917,"endTime":83.687,"body":"make it interactive."},{"speaker":"time, 3","startTime":84.227,"endTime":86.897,"body":"The goal of this is to make it"},{"speaker":"time, 3","startTime":84.227,"endTime":86.897,"body":"interactive and let me explain"},{"speaker":"time, 3","startTime":86.957,"endTime":88.337,"body":"how I kind of came up with."},{"speaker":"time, 3","startTime":89.562,"endTime":92.522,"body":"I was just listening"},{"speaker":"time, 3","startTime":89.562,"endTime":92.522,"body":"to a a story by, um,"},{"speaker":"time, 3","startTime":93.012,"endTime":94.332,"body":"Floria, what's his name?"},{"speaker":"time, 3","startTime":94.392,"endTime":97.272,"body":"He's a football analyst, and he"},{"speaker":"time, 3","startTime":94.392,"endTime":97.272,"body":"was describing before he'd lost"},{"speaker":"time, 3","startTime":97.272,"endTime":100.242,"body":"his, before he'd launched his"},{"speaker":"time, 3","startTime":97.272,"endTime":100.242,"body":"podcast, that he was inspired"},{"speaker":"time, 3","startTime":100.242,"endTime":105.6,"body":"by Paul, Peter Criss of the"},{"speaker":"time, 3","startTime":100.242,"endTime":105.6,"body":"rock band KISS and he said KISS."},{"speaker":"time, 3","startTime":105.6,"endTime":110.88,"body":"When they launched their, their"},{"speaker":"time, 3","startTime":105.6,"endTime":110.88,"body":"act in the seventies, they built"},{"speaker":"time, 3","startTime":110.88,"endTime":113.58,"body":"the act because he asked, so"},{"speaker":"time, 3","startTime":110.88,"endTime":113.58,"body":"how come he gave us how you come"},{"speaker":"time, 3","startTime":113.58,"endTime":115.29,"body":"so successful was inspiration."},{"speaker":"time, 3","startTime":115.8,"endTime":118.08,"body":"And he said, we just"},{"speaker":"time, 3","startTime":115.8,"endTime":118.08,"body":"built the act that we"},{"speaker":"time, 3","startTime":118.08,"endTime":119.14,"body":"thought we'd pay for."},{"speaker":"time, 3","startTime":120.4,"endTime":120.7,"body":"Right."},{"speaker":"time, 3","startTime":120.7,"endTime":123.19,"body":"And, and back in the seventies,"},{"speaker":"time, 3","startTime":120.7,"endTime":123.19,"body":"you know, rock bands, they"},{"speaker":"time, 3","startTime":123.19,"endTime":124.27,"body":"just came out and played."},{"speaker":"time, 3","startTime":124.69,"endTime":128.38,"body":"Maybe Mick Jagger danced around"},{"speaker":"time, 3","startTime":124.69,"endTime":128.38,"body":"a bit, but there wasn't, there"},{"speaker":"time, 3","startTime":128.38,"endTime":131.08,"body":"was a guy who bashed his guitar"},{"speaker":"time, 3","startTime":128.38,"endTime":131.08,"body":"on the stage, but there wasn't"},{"speaker":"time, 3","startTime":131.89,"endTime":135.22,"body":"fireworks or power technics and"},{"speaker":"time, 3","startTime":131.89,"endTime":135.22,"body":"lights and costumes and makeup."},{"speaker":"time, 3","startTime":135.73,"endTime":138.67,"body":"But KISS thought, and again,"},{"speaker":"time, 3","startTime":135.73,"endTime":138.67,"body":"I'm not saying it's good or bad,"},{"speaker":"time, 3","startTime":138.7,"endTime":141.67,"body":"just, uh, the history of one of"},{"speaker":"time, 3","startTime":138.7,"endTime":141.67,"body":"the most successful bands in."},{"speaker":"time, 3","startTime":142.455,"endTime":145.245,"body":"Business-wise in history,"},{"speaker":"time, 3","startTime":142.455,"endTime":145.245,"body":"they, they like the"},{"speaker":"time, 3","startTime":145.245,"endTime":147.825,"body":"theatrics, they like the"},{"speaker":"time, 3","startTime":145.245,"endTime":147.825,"body":"makeup, they like all that."},{"speaker":"time, 3","startTime":147.945,"endTime":152.025,"body":"And so they built the, the, um,"},{"speaker":"time, 3","startTime":147.945,"endTime":152.025,"body":"the business that they liked."},{"speaker":"time, 3","startTime":152.115,"endTime":154.575,"body":"And because they liked it, they"},{"speaker":"time, 3","startTime":152.115,"endTime":154.575,"body":"brought their passion to that."},{"speaker":"time, 3","startTime":154.935,"endTime":156.345,"body":"And so I would say the same."},{"speaker":"time, 3","startTime":156.345,"endTime":158.565,"body":"That's the opportunity"},{"speaker":"time, 3","startTime":156.345,"endTime":158.565,"body":"you guys have personally."},{"speaker":"time, 3","startTime":158.985,"endTime":161.895,"body":"This call for me is something"},{"speaker":"time, 3","startTime":158.985,"endTime":161.895,"body":"that I need and, and,"},{"speaker":"time, 3","startTime":162.015,"endTime":164.295,"body":"you know, please forgive"},{"speaker":"time, 3","startTime":162.015,"endTime":164.295,"body":"me for indulging me."},{"speaker":"time, 3","startTime":165.22,"endTime":166.15,"body":"I'm a practitioner."},{"speaker":"time, 3","startTime":166.15,"endTime":167.02,"body":"I'm in real estate every day."},{"speaker":"time, 3","startTime":167.02,"endTime":168.67,"body":"This is all that"},{"speaker":"time, 3","startTime":167.02,"endTime":168.67,"body":"I do for business."},{"speaker":"time, 3","startTime":168.67,"endTime":170.89,"body":"I, I'm gonna have some"},{"speaker":"time, 3","startTime":168.67,"endTime":170.89,"body":"related income and I have some"},{"speaker":"time, 3","startTime":170.89,"endTime":173.71,"body":"past income, but, my daily"},{"speaker":"time, 3","startTime":170.89,"endTime":173.71,"body":"business is looking for people"},{"speaker":"time, 3","startTime":173.715,"endTime":174.82,"body":"who need to sell property."},{"speaker":"time, 3","startTime":174.82,"endTime":179.47,"body":"I'm a real estate broker and I"},{"speaker":"time, 3","startTime":174.82,"endTime":179.47,"body":"f focus almost exclusively in."},{"speaker":"time, 3","startTime":179.63,"endTime":182.49,"body":"Probate and related"},{"speaker":"time, 3","startTime":179.63,"endTime":182.49,"body":"businesses,  probate,"},{"speaker":"time, 3","startTime":182.49,"endTime":185.25,"body":"estate planning, bankruptcy"},{"speaker":"time, 3","startTime":182.49,"endTime":185.25,"body":"attorney, attorney referrals."},{"speaker":"time, 3","startTime":186.21,"endTime":188.49,"body":"And so I built a business"},{"speaker":"time, 3","startTime":186.21,"endTime":188.49,"body":"that I needed and wanted,"},{"speaker":"time, 3","startTime":188.55,"endTime":191.13,"body":"and one of the components I"},{"speaker":"time, 3","startTime":188.55,"endTime":191.13,"body":"needed was this comradery."},{"speaker":"time, 3","startTime":191.4,"endTime":194.28,"body":"It's, it can be a difficult"},{"speaker":"time, 3","startTime":191.4,"endTime":194.28,"body":"business, losing deals, working"},{"speaker":"time, 3","startTime":194.285,"endTime":196.41,"body":"with a customer, finding"},{"speaker":"time, 3","startTime":194.285,"endTime":196.41,"body":"out they're not gonna sell,"},{"speaker":"time, 3","startTime":196.415,"endTime":198.93,"body":"they're gonna keep the house"},{"speaker":"time, 3","startTime":196.415,"endTime":198.93,"body":"after a year of follow up."},{"speaker":"time, 3","startTime":199.745,"endTime":200.255,"body":"that happens."},{"speaker":"time, 3","startTime":200.255,"endTime":201.035,"body":"That's part of the job."},{"speaker":"time, 3","startTime":201.035,"endTime":202.835,"body":"But if that happens once"},{"speaker":"time, 3","startTime":201.035,"endTime":202.835,"body":"in a while, and I, I,"},{"speaker":"time, 3","startTime":202.835,"endTime":204.365,"body":"believe me, I've been"},{"speaker":"time, 3","startTime":202.835,"endTime":204.365,"body":"selling a bunch of houses."},{"speaker":"time, 3","startTime":204.365,"endTime":205.235,"body":"I'm doing really well."},{"speaker":"time, 3","startTime":205.835,"endTime":206.705,"body":"Why do I do well?"},{"speaker":"time, 3","startTime":206.705,"endTime":208.115,"body":"Because I don't get discouraged."},{"speaker":"time, 3","startTime":208.115,"endTime":210.395,"body":"One way I don't get"},{"speaker":"time, 3","startTime":208.115,"endTime":210.395,"body":"discouraged is I have this"},{"speaker":"time, 3","startTime":210.395,"endTime":212.435,"body":"community to reach out"},{"speaker":"time, 3","startTime":210.395,"endTime":212.435,"body":"to and participate with."},{"speaker":"time, 3","startTime":212.555,"endTime":215.075,"body":"And by giving back to the"},{"speaker":"time, 3","startTime":212.555,"endTime":215.075,"body":"community, I get back from"},{"speaker":"time, 3","startTime":215.075,"endTime":216.185,"body":"you guys tremendously."},{"speaker":"time, 3","startTime":216.665,"endTime":218.585,"body":"And so I would just urge you"},{"speaker":"time, 3","startTime":216.665,"endTime":218.585,"body":"all to take that approach to"},{"speaker":"time, 3","startTime":218.585,"endTime":220.715,"body":"your business individually."},{"speaker":"time, 3","startTime":221.87,"endTime":222.98,"body":", build the business you want."},{"speaker":"time, 3","startTime":222.98,"endTime":223.97,"body":"Don't build the business."},{"speaker":"time, 3","startTime":223.97,"endTime":224.57,"body":"I built."},{"speaker":"time, 3","startTime":224.57,"endTime":225.86,"body":"Don't build the business."},{"speaker":"time, 3","startTime":225.92,"endTime":228.353,"body":"The vendor who sells you"},{"speaker":"time, 3","startTime":225.92,"endTime":228.353,"body":"data tells you to build"},{"speaker":"time, 3","startTime":228.353,"endTime":229.763,"body":"the business that you want."},{"speaker":"time, 3","startTime":230.247,"endTime":232.107,"body":"Chad does not sell data really."},{"speaker":"time, 3","startTime":232.112,"endTime":233.697,"body":"He sells, I think, a dream."},{"speaker":"time, 3","startTime":233.997,"endTime":238.137,"body":"He sells a dream of financial"},{"speaker":"time, 3","startTime":233.997,"endTime":238.137,"body":"independence, and he teaches"},{"speaker":"time, 3","startTime":238.167,"endTime":242.307,"body":"the tactic of giving in"},{"speaker":"time, 3","startTime":238.167,"endTime":242.307,"body":"order to get, and really,"},{"speaker":"time, 3","startTime":242.367,"endTime":243.117,"body":"I was thinking about."},{"speaker":"time, 3","startTime":244.392,"endTime":245.862,"body":", like how the wheel, or"},{"speaker":"time, 3","startTime":244.392,"endTime":245.862,"body":"I don't know what you,"},{"speaker":"time, 3","startTime":245.922,"endTime":247.002,"body":"what the term he uses."},{"speaker":"time, 3","startTime":247.062,"endTime":249.972,"body":"All the different services"},{"speaker":"time, 3","startTime":247.062,"endTime":249.972,"body":"that when offers on probate"},{"speaker":"time, 3","startTime":250.512,"endTime":253.992,"body":"and in reality that I've kind"},{"speaker":"time, 3","startTime":250.512,"endTime":253.992,"body":"of honed in on those third or"},{"speaker":"time, 3","startTime":253.992,"endTime":255.432,"body":"so services I've identified."},{"speaker":"time, 3","startTime":255.762,"endTime":258.702,"body":"One or two or three is where"},{"speaker":"time, 3","startTime":255.762,"endTime":258.702,"body":"I make a living and other"},{"speaker":"time, 3","startTime":258.702,"endTime":262.542,"body":"people who f focus in on"},{"speaker":"time, 3","startTime":258.702,"endTime":262.542,"body":"one or two or three like me."},{"speaker":"time, 3","startTime":262.542,"endTime":263.892,"body":"It's the legal services."},{"speaker":"time, 3","startTime":263.892,"endTime":265.242,"body":"I'm not an attorney,"},{"speaker":"time, 3","startTime":263.892,"endTime":265.242,"body":"but I'll find the right"},{"speaker":"time, 3","startTime":265.242,"endTime":267.612,"body":"attorney, I'll give people"},{"speaker":"time, 3","startTime":265.242,"endTime":267.612,"body":"good tactical advice."},{"speaker":"time, 3","startTime":267.612,"endTime":268.632,"body":"I'll review the document."},{"speaker":"time, 3","startTime":269.337,"endTime":271.587,"body":"I know other people are"},{"speaker":"time, 3","startTime":269.337,"endTime":271.587,"body":"successful in this business and"},{"speaker":"time, 3","startTime":271.587,"endTime":274.017,"body":"they focus on the construction"},{"speaker":"time, 3","startTime":271.587,"endTime":274.017,"body":"piece cuz they enjoy that part."},{"speaker":"time, 3","startTime":274.347,"endTime":275.187,"body":"Nothing wrong with that."},{"speaker":"time, 3","startTime":275.667,"endTime":279.638,"body":"I know another lady who focuses"},{"speaker":"time, 3","startTime":275.667,"endTime":279.638,"body":"in on adult care referrals and"},{"speaker":"time, 3","startTime":279.643,"endTime":280.797,"body":"has built a business on that."},{"speaker":"time, 3","startTime":281.127,"endTime":283.347,"body":"Not to say that none of"},{"speaker":"time, 3","startTime":281.127,"endTime":283.347,"body":"us would do the other."},{"speaker":"time, 3","startTime":283.722,"endTime":287.442,"body":"29 services are available, but"},{"speaker":"time, 3","startTime":283.722,"endTime":287.442,"body":"you don't have to do them all."},{"speaker":"time, 3","startTime":287.442,"endTime":290.322,"body":"You don't have to take"},{"speaker":"time, 3","startTime":287.442,"endTime":290.322,"body":"that plan and live on that."},{"speaker":"time, 3","startTime":290.322,"endTime":292.932,"body":"You can design the"},{"speaker":"time, 3","startTime":290.322,"endTime":292.932,"body":"business that you want."},{"speaker":"time, 3","startTime":293.772,"endTime":296.382,"body":"So I would urge you to think"},{"speaker":"time, 3","startTime":293.772,"endTime":296.382,"body":"about that and feel free to"},{"speaker":"time, 3","startTime":296.382,"endTime":297.672,"body":"ask questions towards that."},{"speaker":"time, 3","startTime":297.672,"endTime":299.502,"body":"I've built a fantastic business."},{"speaker":"time, 3","startTime":299.507,"endTime":303.042,"body":"I relaunched my career at"},{"speaker":"time, 3","startTime":299.507,"endTime":303.042,"body":"60 years old four years ago."},{"speaker":"time, 3","startTime":303.372,"endTime":305.682,"body":"I make more money in"},{"speaker":"time, 3","startTime":303.372,"endTime":305.682,"body":"sales I ever have."},{"speaker":"time, 3","startTime":305.712,"endTime":307.002,"body":"Each of the last three years."},{"speaker":"time, 3","startTime":307.302,"endTime":309.582,"body":"I have a full pipeline"},{"speaker":"time, 3","startTime":307.302,"endTime":309.582,"body":"of pendings and"},{"speaker":"time, 3","startTime":309.582,"endTime":310.722,"body":"listings for next year."},{"speaker":"time, 3","startTime":310.722,"endTime":311.022,"body":"Going to."},{"speaker":"time, 3","startTime":311.492,"endTime":314.672,"body":"With a lot of momentum,"},{"speaker":"time, 3","startTime":311.492,"endTime":314.672,"body":"and I'd love to share that"},{"speaker":"time, 3","startTime":315.332,"endTime":318.692,"body":"message of opportunity and"},{"speaker":"time, 3","startTime":315.332,"endTime":318.692,"body":"op and optimism with all"},{"speaker":"time, 3","startTime":318.692,"endTime":319.772,"body":"of you and encourage you."},{"speaker":"time, 3","startTime":319.777,"endTime":323.042,"body":"We should all together, work"},{"speaker":"time, 3","startTime":319.777,"endTime":323.042,"body":"together to lift ourselves."},{"speaker":"time, 3","startTime":323.697,"endTime":324.507,"body":"To do better."},{"speaker":"time, 3","startTime":324.927,"endTime":328.077,"body":"It's amazing to me when I"},{"speaker":"time, 3","startTime":324.927,"endTime":328.077,"body":"host real estate events, I ask"},{"speaker":"time, 3","startTime":328.077,"endTime":328.917,"body":"realtors, how are you doing?"},{"speaker":"time, 3","startTime":328.922,"endTime":330.237,"body":"How many would"},{"speaker":"time, 3","startTime":328.922,"endTime":330.237,"body":"say, Ugh, terrible."},{"speaker":"time, 3","startTime":330.237,"endTime":331.107,"body":"The market's terrible."},{"speaker":"time, 3","startTime":331.31,"endTime":333.65,"body":"And I'm telling you guys,"},{"speaker":"time, 3","startTime":331.31,"endTime":333.65,"body":"cuz we, most of you, I, I've"},{"speaker":"time, 3","startTime":333.65,"endTime":336.32,"body":"talked to over the years,"},{"speaker":"time, 3","startTime":333.65,"endTime":336.32,"body":"it's not terrible for me."},{"speaker":"time, 3","startTime":336.32,"endTime":337.58,"body":"I took a listing last week."},{"speaker":"time, 3","startTime":337.85,"endTime":339.23,"body":"I got a pending in"},{"speaker":"time, 3","startTime":337.85,"endTime":339.23,"body":"escrow right now."},{"speaker":"time, 3","startTime":339.235,"endTime":340.4,"body":"I think I have another listing."},{"speaker":"time, 3","startTime":340.7,"endTime":342.56,"body":"I'm signing here"},{"speaker":"time, 3","startTime":340.7,"endTime":342.56,"body":"today, tomorrow, Mike."},{"speaker":"time, 3","startTime":342.56,"endTime":343.36,"body":"Hey, DERs."},{"speaker":"time, 3","startTime":343.955,"endTime":345.145,"body":"Like, how are you doing, Chris?"},{"speaker":"time, 3","startTime":345.395,"endTime":346.775,"body":"Oh, I'm doing good now."},{"speaker":"time, 3","startTime":346.775,"endTime":347.585,"body":"Wasn't doing too good."},{"speaker":"time, 3","startTime":347.825,"endTime":348.965,"body":"Like I'm, I got that."},{"speaker":"time, 3","startTime":349.235,"endTime":351.035,"body":"I, I'm doing pretty"},{"speaker":"time, 3","startTime":349.235,"endTime":351.035,"body":"good business-wise."},{"speaker":"time, 3","startTime":351.035,"endTime":353.112,"body":"Like, I'm doing better than last"},{"speaker":"time, 3","startTime":351.035,"endTime":353.112,"body":"year and year before and last"},{"speaker":"time, 3","startTime":353.112,"endTime":354.132,"body":"two years I did pretty well."},{"speaker":"time, 3","startTime":354.852,"endTime":355.812,"body":"B, why is that?"},{"speaker":"time, 3","startTime":355.872,"endTime":357.312,"body":"Because I've been"},{"speaker":"time, 3","startTime":355.872,"endTime":357.312,"body":"working hard now."},{"speaker":"time, 3","startTime":357.312,"endTime":359.172,"body":"I, I don't work more"},{"speaker":"time, 3","startTime":357.312,"endTime":359.172,"body":"than 40 hours a week."},{"speaker":"time, 3","startTime":359.172,"endTime":360.042,"body":"I really can't."},{"speaker":"time, 3","startTime":360.042,"endTime":360.808,"body":"I'm older now."},{"speaker":"time, 3","startTime":360.808,"endTime":363.868,"body":"I have family commitments as"},{"speaker":"time, 3","startTime":360.808,"endTime":363.868,"body":"such, but I work effectively"},{"speaker":"time, 3","startTime":363.868,"endTime":366.928,"body":"about 40 hours a week on"},{"speaker":"time, 3","startTime":363.868,"endTime":366.928,"body":"building my business every day."},{"speaker":"time, 3","startTime":367.468,"endTime":369.508,"body":"And I believe if all of you do."},{"speaker":"time, 3","startTime":370.363,"endTime":372.823,"body":"Any of you who do that"},{"speaker":"time, 3","startTime":370.363,"endTime":372.823,"body":"can do the same thing."},{"speaker":"time, 3","startTime":372.823,"endTime":376.033,"body":"It might take 90 days, it"},{"speaker":"time, 3","startTime":372.823,"endTime":376.033,"body":"might take six months to"},{"speaker":"time, 3","startTime":376.033,"endTime":378.733,"body":"have the business up and"},{"speaker":"time, 3","startTime":376.033,"endTime":378.733,"body":"running like it did for me."},{"speaker":"time, 3","startTime":379.033,"endTime":381.613,"body":"But I assure you, if you put"},{"speaker":"time, 3","startTime":379.033,"endTime":381.613,"body":"that effort in, that possibility"},{"speaker":"time, 3","startTime":381.618,"endTime":384.643,"body":"is there for you, especially"},{"speaker":"time, 3","startTime":381.618,"endTime":384.643,"body":"if you focus on what you"},{"speaker":"time, 3","startTime":384.643,"endTime":385.753,"body":"can do to help other people."},{"speaker":"time, 3","startTime":386.698,"endTime":387.928,"body":". So that's what I wanna"},{"speaker":"time, 3","startTime":386.698,"endTime":387.928,"body":"start with today."},{"speaker":"time, 3","startTime":387.928,"endTime":391.798,"body":"Just an idea of building the"},{"speaker":"time, 3","startTime":387.928,"endTime":391.798,"body":"business you want to work"},{"speaker":"time, 3","startTime":391.798,"endTime":394.858,"body":"in, the business that you"},{"speaker":"time, 3","startTime":391.798,"endTime":394.858,"body":"think people would pay for,"},{"speaker":"time, 3","startTime":395.158,"endTime":397.528,"body":"that there's customers for"},{"speaker":"time, 3","startTime":395.158,"endTime":397.528,"body":"because of your experience."},{"speaker":"time, 3","startTime":398.998,"endTime":399.388,"body":"Okay."},{"speaker":"time, 3","startTime":399.393,"endTime":400.498,"body":"I'm off of a soapbox."},{"speaker":"time, 3","startTime":400.528,"endTime":402.808,"body":"Uh, and then just, uh, if you"},{"speaker":"time, 3","startTime":400.528,"endTime":402.808,"body":"have any questions, please raise"},{"speaker":"time, 3","startTime":402.808,"endTime":403.768,"body":"your hand or put the chat box."},{"speaker":"time, 3","startTime":403.768,"endTime":406.299,"body":"And just before, I just wanna"},{"speaker":"time, 3","startTime":403.768,"endTime":406.299,"body":"point out two resources that"},{"speaker":"time, 3","startTime":406.304,"endTime":407.128,"body":"are available for all of us."},{"speaker":"time, 3","startTime":407.128,"endTime":409.498,"body":"One is in Facebook, there's"},{"speaker":"time, 3","startTime":407.128,"endTime":409.498,"body":"Estate Professionals"},{"speaker":"time, 3","startTime":409.498,"endTime":410.398,"body":"Mastermind group."},{"speaker":"time, 3","startTime":410.788,"endTime":412.588,"body":"There's over 6,000"},{"speaker":"time, 3","startTime":410.788,"endTime":412.588,"body":"people in this."},{"speaker":"time, 3","startTime":413.228,"endTime":414.968,"body":"And you come in here"},{"speaker":"time, 3","startTime":413.228,"endTime":414.968,"body":"and ask questions."},{"speaker":"time, 3","startTime":414.973,"endTime":415.898,"body":"People do all the time."},{"speaker":"time, 3","startTime":416.318,"endTime":419.198,"body":"These guys you have, like,"},{"speaker":"time, 3","startTime":416.318,"endTime":419.198,"body":"this is, where's one question?"},{"speaker":"time, 3","startTime":419.468,"endTime":420.608,"body":"I need help on the deal."},{"speaker":"time, 3","startTime":421.088,"endTime":423.308,"body":"I don't know how many hundreds"},{"speaker":"time, 3","startTime":421.088,"endTime":423.308,"body":"or thousands deals Rick"},{"speaker":"time, 3","startTime":423.308,"endTime":427.208,"body":"Hartman's done and Daniel"},{"speaker":"time, 3","startTime":423.308,"endTime":427.208,"body":"Murray's done and Chad's done."},{"speaker":"time, 3","startTime":427.208,"endTime":429.008,"body":"But between the three of"},{"speaker":"time, 3","startTime":427.208,"endTime":429.008,"body":"these, this is kind of like"},{"speaker":"time, 3","startTime":429.428,"endTime":432.518,"body":"asking a quarterback question"},{"speaker":"time, 3","startTime":429.428,"endTime":432.518,"body":"in high school and getting,"},{"speaker":"time, 3","startTime":432.518,"endTime":436.598,"body":"I don't know, Peyton Manning"},{"speaker":"time, 3","startTime":432.518,"endTime":436.598,"body":"and, uh, Tom Brady and, uh,"},{"speaker":"time, 3","startTime":436.628,"endTime":439.808,"body":"pat Patrick Mahomes to, to"},{"speaker":"time, 3","startTime":436.628,"endTime":439.808,"body":"answer your question, like"},{"speaker":"time, 3","startTime":439.808,"endTime":440.768,"body":"that's what's going on in this."},{"speaker":"time, 3","startTime":441.808,"endTime":444.868,"body":"And so you got some real"},{"speaker":"time, 3","startTime":441.808,"endTime":444.868,"body":"benefit, some real power here."},{"speaker":"time, 3","startTime":445.228,"endTime":447.508,"body":"And then the other option,"},{"speaker":"time, 3","startTime":445.228,"endTime":447.508,"body":"the other resources"},{"speaker":"time, 3","startTime":447.513,"endTime":450.708,"body":"free for everybody is"},{"speaker":"time, 3","startTime":447.513,"endTime":450.708,"body":"the probate EW website."},{"speaker":"time, 3","startTime":451.648,"endTime":454.888,"body":"Where there's the podcast,"},{"speaker":"time, 3","startTime":451.648,"endTime":454.888,"body":"which this is the podcast, but"},{"speaker":"time, 3","startTime":454.888,"endTime":457.348,"body":"you can watch it on YouTube"},{"speaker":"time, 3","startTime":454.888,"endTime":457.348,"body":"or other formats as well."},{"speaker":"time, 3","startTime":457.738,"endTime":461.188,"body":"There's referral directory,"},{"speaker":"time, 3","startTime":457.738,"endTime":461.188,"body":"there's different products, and"},{"speaker":"time, 3","startTime":461.188,"endTime":465.748,"body":"then on the podcast there's all"},{"speaker":"time, 3","startTime":461.188,"endTime":465.748,"body":"kinds of, um, archives that you"},{"speaker":"time, 3","startTime":465.748,"endTime":470.128,"body":"can search particular questions"},{"speaker":"time, 3","startTime":465.748,"endTime":470.128,"body":"and get particular answers on."},{"speaker":"time, 3","startTime":470.128,"endTime":471.669,"body":"And I get regularly"},{"speaker":"time, 3","startTime":470.128,"endTime":471.669,"body":"ask, ask questions from."},{"speaker":"time, 3","startTime":472.498,"endTime":476.188,"body":"And refer them to this, to"},{"speaker":"time, 3","startTime":472.498,"endTime":476.188,"body":"this spot as a place to go to"},{"speaker":"time, 3","startTime":476.188,"endTime":476.968,"body":"get your questions answered."},{"speaker":"time, 3","startTime":476.968,"endTime":479.698,"body":"So those are some great"},{"speaker":"time, 3","startTime":476.968,"endTime":479.698,"body":"free resources available."},{"speaker":"time, 3","startTime":479.728,"endTime":480.058,"body":"Okay."},{"speaker":"time, 3","startTime":480.058,"endTime":481.048,"body":"First hand up."},{"speaker":"time, 3","startTime":482.008,"endTime":484.348,"body":"Uh, bill, will you share the"},{"speaker":"time, 3","startTime":482.008,"endTime":484.348,"body":"details of your weekly routine?"},{"speaker":"time, 3","startTime":484.768,"endTime":486.028,"body":"Okay, I'll do that in a second."},{"speaker":"time, 3","startTime":486.028,"endTime":486.358,"body":"Let me go."},{"speaker":"time, 3","startTime":486.388,"endTime":489.028,"body":"I see Courtney's hands up"},{"speaker":"time, 3","startTime":486.388,"endTime":489.028,"body":"and Courtney is all that in"},{"speaker":"time, 3","startTime":489.028,"endTime":490.078,"body":"a bag of chips these days."},{"speaker":"time, 3","startTime":490.498,"endTime":492.688,"body":"We better catch him while"},{"speaker":"time, 3","startTime":490.498,"endTime":492.688,"body":"we, we still, well, he still"},{"speaker":"time, 3","startTime":493.148,"endTime":493.828,"body":"recognizes the little people."},{"speaker":"time, 3","startTime":493.828,"endTime":494.218,"body":"It's corny."},{"speaker":"time, 3","startTime":494.218,"endTime":494.488,"body":"What's up?"},{"speaker":"time, 3","startTime":495.358,"endTime":496.318,"body":"Hey, how's it going, bill?"},{"speaker":"time, 3","startTime":496.318,"endTime":498.778,"body":"Thank you so much, uh,"},{"speaker":"time, 3","startTime":496.318,"endTime":498.778,"body":"for, for your time and all,"},{"speaker":"time, 3","startTime":498.868,"endTime":499.678,"body":"especially what you said."},{"speaker":"time, 3","startTime":499.678,"endTime":501.938,"body":"Uh, I, I really am enjoying"},{"speaker":"time, 3","startTime":499.678,"endTime":501.938,"body":"creating the content."},{"speaker":"time, 3","startTime":501.938,"endTime":505.958,"body":"I, I, I'm enjoying trying to"},{"speaker":"time, 3","startTime":501.938,"endTime":505.958,"body":"find the voice, the audience."},{"speaker":"time, 3","startTime":505.958,"endTime":509.072,"body":"I'm assuming that it's folks"},{"speaker":"time, 3","startTime":505.958,"endTime":509.072,"body":"who are looking for probate"},{"speaker":"time, 3","startTime":509.072,"endTime":510.422,"body":"questions and probate answers."},{"speaker":"time, 3","startTime":510.422,"endTime":512.432,"body":"Part of it also seems"},{"speaker":"time, 3","startTime":510.422,"endTime":512.432,"body":"to be geared towards,"},{"speaker":"time, 3","startTime":512.432,"endTime":513.212,"body":"practitioners too."},{"speaker":"time, 3","startTime":513.212,"endTime":515.172,"body":"So sometimes I, feel a"},{"speaker":"time, 3","startTime":513.212,"endTime":515.172,"body":"little schizophrenic."},{"speaker":"time, 3","startTime":516.062,"endTime":517.892,"body":"The content I'm putting"},{"speaker":"time, 3","startTime":516.062,"endTime":517.892,"body":"out, but I know that'll work"},{"speaker":"time, 3","startTime":517.892,"endTime":520.172,"body":"itself out as I continue"},{"speaker":"time, 3","startTime":517.892,"endTime":520.172,"body":"to think about the avatar."},{"speaker":"time, 3","startTime":520.382,"endTime":522.392,"body":"But I wanna share one hack"},{"speaker":"time, 3","startTime":520.382,"endTime":522.392,"body":"that I had and then ask"},{"speaker":"time, 3","startTime":522.392,"endTime":523.382,"body":"a question to you all."},{"speaker":"time, 3","startTime":523.51,"endTime":525.665,"body":"I think it's a hack and so"},{"speaker":"time, 3","startTime":523.51,"endTime":525.665,"body":"I'm really trying to learn"},{"speaker":"time, 3","startTime":525.665,"endTime":528.725,"body":"the, uh, Durham County, uh,"},{"speaker":"time, 3","startTime":525.665,"endTime":528.725,"body":"probate, estate procedures"},{"speaker":"time, 3","startTime":528.725,"endTime":529.985,"body":"and looking through pamphlet."},{"speaker":"time, 3","startTime":530.375,"endTime":533.342,"body":"And so all I'm doing now is just"},{"speaker":"time, 3","startTime":530.375,"endTime":533.342,"body":"taking as A P D H, of course"},{"speaker":"time, 3","startTime":533.342,"endTime":536.432,"body":"is a hard copy, but I, sent"},{"speaker":"time, 3","startTime":533.342,"endTime":536.432,"body":"the P D H A and printed it out"},{"speaker":"time, 3","startTime":536.432,"endTime":538.562,"body":"in, um, in a Word document."},{"speaker":"time, 3","startTime":538.952,"endTime":541.772,"body":"And then I'm just copying,"},{"speaker":"time, 3","startTime":538.952,"endTime":541.772,"body":"pasting and changing."},{"speaker":"time, 3","startTime":541.772,"endTime":544.922,"body":"I'm just literally creating"},{"speaker":"time, 3","startTime":541.772,"endTime":544.922,"body":"videos on each section so that"},{"speaker":"time, 3","startTime":544.927,"endTime":548.522,"body":"I can learn, okay, what is"},{"speaker":"time, 3","startTime":544.927,"endTime":548.522,"body":"the responsibility of this or"},{"speaker":"time, 3","startTime":548.522,"endTime":551.612,"body":"that, or what is the procedure"},{"speaker":"time, 3","startTime":548.522,"endTime":551.612,"body":"for a qualified person?"},{"speaker":"time, 3","startTime":551.612,"endTime":553.502,"body":"And then that's like a four"},{"speaker":"time, 3","startTime":551.612,"endTime":553.502,"body":"minute, five minute video"},{"speaker":"time, 3","startTime":553.507,"endTime":555.872,"body":"that I'm assuming and hoping"},{"speaker":"time, 3","startTime":553.507,"endTime":555.872,"body":"that, you know, people who"},{"speaker":"time, 3","startTime":555.872,"endTime":556.922,"body":"are asking questions are."},{"speaker":"time, 3","startTime":557.417,"endTime":559.843,"body":"Are, uh, looking up so"},{"speaker":"time, 3","startTime":557.417,"endTime":559.843,"body":"that provides good content"},{"speaker":"time, 3","startTime":559.843,"endTime":560.503,"body":"and I get to learn."},{"speaker":"time, 3","startTime":560.508,"endTime":561.973,"body":"So killing a lot of"},{"speaker":"time, 3","startTime":560.508,"endTime":561.973,"body":"birds with one stone."},{"speaker":"time, 3","startTime":562.453,"endTime":564.313,"body":"Okay, hold on one second"},{"speaker":"time, 3","startTime":562.453,"endTime":564.313,"body":"for everybody watching this."},{"speaker":"time, 3","startTime":564.763,"endTime":567.473,"body":"He, I'm gonna make fun of"},{"speaker":"time, 3","startTime":564.763,"endTime":567.473,"body":"you a little bit, but I'm,"},{"speaker":"time, 3","startTime":567.478,"endTime":568.513,"body":"but this is to your credit."},{"speaker":"time, 3","startTime":569.203,"endTime":569.953,"body":"It's pdf."},{"speaker":"time, 3","startTime":570.583,"endTime":571.183,"body":"Oh, what'd I say?"},{"speaker":"time, 3","startTime":571.183,"endTime":572.413,"body":"P D p dh."},{"speaker":"time, 3","startTime":572.533,"endTime":574.153,"body":"It's like for somebody who"},{"speaker":"time, 3","startTime":572.533,"endTime":574.153,"body":"says you don't know how to"},{"speaker":"time, 3","startTime":574.153,"endTime":576.823,"body":"do the technology, he doesn't"},{"speaker":"time, 3","startTime":574.153,"endTime":576.823,"body":"have to write letters."},{"speaker":"time, 3","startTime":576.823,"endTime":579.673,"body":"Okay, but he did not"},{"speaker":"time, 3","startTime":576.823,"endTime":579.673,"body":"let that stop him."},{"speaker":"time, 3","startTime":579.733,"endTime":579.823,"body":"Nope."},{"speaker":"time, 3","startTime":580.123,"endTime":582.733,"body":"He still printed out and"},{"speaker":"time, 3","startTime":580.123,"endTime":582.733,"body":"he's cutting and pasty"},{"speaker":"time, 3","startTime":582.738,"endTime":583.693,"body":"that he knows how to do."},{"speaker":"time, 3","startTime":583.723,"endTime":583.963,"body":"Right."},{"speaker":"time, 3","startTime":583.963,"endTime":586.813,"body":"That he figured out and, and,"},{"speaker":"time, 3","startTime":583.963,"endTime":586.813,"body":"and you go again just to."},{"speaker":"time, 3","startTime":586.978,"endTime":588.718,"body":"Because I followed your"},{"speaker":"time, 3","startTime":586.978,"endTime":588.718,"body":"story here a little bit to"},{"speaker":"time, 3","startTime":588.718,"endTime":591.088,"body":"share with those who maybe"},{"speaker":"time, 3","startTime":588.718,"endTime":591.088,"body":"are just jumping across it."},{"speaker":"time, 3","startTime":591.538,"endTime":594.268,"body":"So Courtney has a YouTube"},{"speaker":"time, 3","startTime":591.538,"endTime":594.268,"body":"channel and you're a primarily"},{"speaker":"time, 3","startTime":594.268,"endTime":595.468,"body":"investor in wholesaler."},{"speaker":"time, 3","startTime":595.528,"endTime":596.518,"body":"Is that your primary business?"},{"speaker":"time, 3","startTime":596.788,"endTime":599.278,"body":"Not a real estate agent, but"},{"speaker":"time, 3","startTime":596.788,"endTime":599.278,"body":"primarily investor wholesaler"},{"speaker":"time, 3","startTime":599.638,"endTime":604.378,"body":"who's creating content to get"},{"speaker":"time, 3","startTime":599.638,"endTime":604.378,"body":"interest from home sellers in"},{"speaker":"time, 3","startTime":604.383,"endTime":610.138,"body":"the area and has magical formula"},{"speaker":"time, 3","startTime":604.383,"endTime":610.138,"body":"was to go to his local county,"},{"speaker":"time, 3","startTime":610.138,"endTime":613.168,"body":"which offers free resources."},{"speaker":"time, 3","startTime":614.008,"endTime":615.298,"body":"Would you paint that"},{"speaker":"time, 3","startTime":614.008,"endTime":615.298,"body":"again, Courtney?"},{"speaker":"time, 3","startTime":616.213,"endTime":617.683,"body":"Was free 99."},{"speaker":"time, 3","startTime":617.923,"endTime":620.113,"body":"Free 99 my favorite price."},{"speaker":"time, 3","startTime":620.533,"endTime":623.023,"body":"Print it out and all he is"},{"speaker":"time, 3","startTime":620.533,"endTime":623.023,"body":"doing is you're, is taking"},{"speaker":"time, 3","startTime":623.233,"endTime":627.433,"body":"bits and pieces of the free"},{"speaker":"time, 3","startTime":623.233,"endTime":627.433,"body":"resources and makes a video."},{"speaker":"time, 3","startTime":627.433,"endTime":629.983,"body":"Now look, he's got a"},{"speaker":"time, 3","startTime":627.433,"endTime":629.983,"body":"million dollar smile."},{"speaker":"time, 3","startTime":630.073,"endTime":631.333,"body":"He's got a lot of energy."},{"speaker":"time, 3","startTime":631.753,"endTime":632.893,"body":"But, but here's the thing."},{"speaker":"time, 3","startTime":632.893,"endTime":633.853,"body":"We have to understand."},{"speaker":"time, 3","startTime":634.303,"endTime":635.473,"body":"We're gonna attract the people."},{"speaker":"time, 3","startTime":635.473,"endTime":637.453,"body":"We're gonna attract, you"},{"speaker":"time, 3","startTime":635.473,"endTime":637.453,"body":"know, I don't have that"},{"speaker":"time, 3","startTime":637.453,"endTime":640.333,"body":"look, but people who are"},{"speaker":"time, 3","startTime":637.453,"endTime":640.333,"body":"gonna eventually do business"},{"speaker":"time, 3","startTime":640.333,"endTime":641.293,"body":"with me are gonna meet me."},{"speaker":"time, 3","startTime":641.563,"endTime":643.813,"body":"So I might as well let them"},{"speaker":"time, 3","startTime":641.563,"endTime":643.813,"body":"know what I look like, right?"},{"speaker":"time, 3","startTime":643.818,"endTime":646.003,"body":"There's no, so, I, I,"},{"speaker":"time, 3","startTime":643.818,"endTime":646.003,"body":"it, you gotta be genuine."},{"speaker":"time, 3","startTime":646.003,"endTime":648.553,"body":"You gotta be who you are"},{"speaker":"time, 3","startTime":646.003,"endTime":648.553,"body":"with this, number one."},{"speaker":"time, 3","startTime":648.553,"endTime":650.383,"body":"Number two, the more you do"},{"speaker":"time, 3","startTime":648.553,"endTime":650.383,"body":"it, the breader you get at it."},{"speaker":"time, 3","startTime":650.383,"endTime":652.943,"body":"So when you did this the first"},{"speaker":"time, 3","startTime":650.383,"endTime":652.943,"body":"time, Courtney, was it a."},{"speaker":"time, 3","startTime":653.443,"endTime":654.733,"body":"I'll No nervous for you."},{"speaker":"time, 3","startTime":655.363,"endTime":655.993,"body":"Oh, absolutely."},{"speaker":"time, 3","startTime":655.993,"endTime":658.663,"body":"It still is, but I mean, I"},{"speaker":"time, 3","startTime":655.993,"endTime":658.663,"body":"got big goals and I'm not"},{"speaker":"time, 3","startTime":658.663,"endTime":659.983,"body":"gonna let that that stop me."},{"speaker":"time, 3","startTime":659.983,"endTime":660.073,"body":"Mm-hmm."},{"speaker":"time, 3","startTime":660.353,"endTime":662.773,"body":", you bump, stumble all the"},{"speaker":"time, 3","startTime":660.353,"endTime":662.773,"body":"way through, but I'm, that's"},{"speaker":"time, 3","startTime":662.773,"endTime":663.703,"body":"just, that's part of me."},{"speaker":"time, 3","startTime":663.703,"endTime":666.163,"body":"I think that hopefully that's"},{"speaker":"time, 3","startTime":663.703,"endTime":666.163,"body":"appeals to people they know."},{"speaker":"time, 3","startTime":666.168,"endTime":669.043,"body":"I'm not, uh, I don't"},{"speaker":"time, 3","startTime":666.168,"endTime":669.043,"body":"have all the words said"},{"speaker":"time, 3","startTime":669.043,"endTime":671.143,"body":"properly, but hopefully"},{"speaker":"time, 3","startTime":669.043,"endTime":671.143,"body":"they see that I'm genuine."},{"speaker":"time, 3","startTime":671.143,"endTime":672.038,"body":"at least that's"},{"speaker":"time, 3","startTime":671.143,"endTime":672.038,"body":"what I try to be."},{"speaker":"time, 3","startTime":672.038,"endTime":673.062,"body":"So, so, let's stop."},{"speaker":"time, 3","startTime":673.062,"endTime":674.532,"body":"There again is a lot to pack."},{"speaker":"time, 3","startTime":674.712,"endTime":677.262,"body":"So everybody here who's a little"},{"speaker":"time, 3","startTime":674.712,"endTime":677.262,"body":"scared when it's time to be"},{"speaker":"time, 3","startTime":677.262,"endTime":679.112,"body":"on video and share yourself"},{"speaker":"time, 3","startTime":677.262,"endTime":679.112,"body":"with people, raise your hand."},{"speaker":"time, 3","startTime":680.757,"endTime":681.177,"body":"Okay."},{"speaker":"time, 3","startTime":681.537,"endTime":683.037,"body":"Yeah, you still"},{"speaker":"time, 3","startTime":681.537,"endTime":683.037,"body":"can do it, right?"},{"speaker":"time, 3","startTime":683.037,"endTime":685.557,"body":"You could be scared"},{"speaker":"time, 3","startTime":683.037,"endTime":685.557,"body":"and still push record."},{"speaker":"time, 3","startTime":685.557,"endTime":685.827,"body":"Right?"},{"speaker":"time, 3","startTime":685.827,"endTime":688.62,"body":"One of my favorite, coaches"},{"speaker":"time, 3","startTime":685.827,"endTime":688.62,"body":"in video, I'm trying to blank."},{"speaker":"time, 3","startTime":688.62,"endTime":689.88,"body":"You know, we get older here."},{"speaker":"time, 3","startTime":689.93,"endTime":691.16,"body":"YouTube, what's his name?"},{"speaker":"time, 3","startTime":691.34,"endTime":695.303,"body":"I wanna say Cael, anyhow, it"},{"speaker":"time, 3","startTime":691.34,"endTime":695.303,"body":"just says Just push record."},{"speaker":"time, 3","startTime":695.723,"endTime":696.743,"body":"Just push record."},{"speaker":"time, 3","startTime":696.743,"endTime":696.953,"body":"Do it."},{"speaker":"time, 3","startTime":696.953,"endTime":701.273,"body":"So I started doing YouTube"},{"speaker":"time, 3","startTime":696.953,"endTime":701.273,"body":"shorts, 15 second shots,"},{"speaker":"time, 3","startTime":701.663,"endTime":704.243,"body":"and I get about a, I was"},{"speaker":"time, 3","startTime":701.663,"endTime":704.243,"body":"averaging a hundred views."},{"speaker":"time, 3","startTime":705.218,"endTime":708.308,"body":"Of six seconds, which is"},{"speaker":"time, 3","startTime":705.218,"endTime":708.308,"body":"like 15 minutes of you time"},{"speaker":"time, 3","startTime":708.458,"endTime":709.388,"body":"for a one minute video."},{"speaker":"time, 3","startTime":709.388,"endTime":709.958,"body":"Crazy."},{"speaker":"time, 3","startTime":710.318,"endTime":710.948,"body":"So you're scared."},{"speaker":"time, 3","startTime":710.953,"endTime":712.358,"body":"Anyhow, Courtney,"},{"speaker":"time, 3","startTime":710.953,"endTime":712.358,"body":"but you did it."},{"speaker":"time, 3","startTime":712.508,"endTime":713.348,"body":"So let's talk about it."},{"speaker":"time, 3","startTime":713.348,"endTime":715.508,"body":"What's it, what is"},{"speaker":"time, 3","startTime":713.348,"endTime":715.508,"body":"happening as a result of"},{"speaker":"time, 3","startTime":715.508,"endTime":716.918,"body":"your doing the, the videos?"},{"speaker":"time, 3","startTime":717.668,"endTime":722.012,"body":"Well, I'm, I feel like my, UPS"},{"speaker":"time, 3","startTime":717.668,"endTime":722.012,"body":"or unique sales proposition is"},{"speaker":"time, 3","startTime":722.042,"endTime":724.502,"body":"getting stronger because I'm"},{"speaker":"time, 3","startTime":722.042,"endTime":724.502,"body":"almost repeating it over and."},{"speaker":"time, 3","startTime":725.312,"endTime":728.132,"body":"I'm getting better at"},{"speaker":"time, 3","startTime":725.312,"endTime":728.132,"body":"researching, like not"},{"speaker":"time, 3","startTime":728.132,"endTime":730.172,"body":"putting myself in a"},{"speaker":"time, 3","startTime":728.132,"endTime":730.172,"body":"position, like I'm just a"},{"speaker":"time, 3","startTime":730.172,"endTime":731.132,"body":"part of someone's journey."},{"speaker":"time, 3","startTime":731.132,"endTime":733.802,"body":"So instead of thinking about"},{"speaker":"time, 3","startTime":731.132,"endTime":733.802,"body":"what I would like to put out"},{"speaker":"time, 3","startTime":733.802,"endTime":736.682,"body":"and create, I'm thinking more"},{"speaker":"time, 3","startTime":733.802,"endTime":736.682,"body":"about the client, whether that's"},{"speaker":"time, 3","startTime":736.682,"endTime":739.232,"body":"the, uh, you know, the buyer or"},{"speaker":"time, 3","startTime":736.682,"endTime":739.232,"body":"the family's helping out with."},{"speaker":"time, 3","startTime":739.232,"endTime":742.982,"body":"So I feel like it's making"},{"speaker":"time, 3","startTime":739.232,"endTime":742.982,"body":"me, my, my value that I know"},{"speaker":"time, 3","startTime":742.982,"endTime":744.992,"body":"I bring tighter and tighter"},{"speaker":"time, 3","startTime":742.982,"endTime":744.992,"body":"and stronger and stronger."},{"speaker":"time, 3","startTime":744.992,"endTime":746.342,"body":"And it's a, it just,"},{"speaker":"time, 3","startTime":744.992,"endTime":746.342,"body":"it's a lot of fun."},{"speaker":"time, 3","startTime":746.342,"endTime":749.665,"body":"It does speak to my"},{"speaker":"time, 3","startTime":746.342,"endTime":749.665,"body":"personality, so I'm enjoying"},{"speaker":"time, 3","startTime":749.67,"endTime":750.805,"body":"that and hopefully it."},{"speaker":"time, 3","startTime":751.097,"endTime":753.217,"body":"I, I cold call every day,"},{"speaker":"time, 3","startTime":751.097,"endTime":753.217,"body":"and that was, was one of my"},{"speaker":"time, 3","startTime":753.217,"endTime":754.387,"body":"questions going to be about."},{"speaker":"time, 3","startTime":754.387,"endTime":757.057,"body":"But hopefully it will pull"},{"speaker":"time, 3","startTime":754.387,"endTime":757.057,"body":"me away from cold calling"},{"speaker":"time, 3","startTime":757.057,"endTime":760.058,"body":"because I'll begin to have"},{"speaker":"time, 3","startTime":757.057,"endTime":760.058,"body":"a lot of referrals that"},{"speaker":"time, 3","startTime":760.063,"endTime":762.43,"body":"are coming through and,  as"},{"speaker":"time, 3","startTime":760.063,"endTime":762.43,"body":"the, podcast built and I'm"},{"speaker":"time, 3","startTime":762.43,"endTime":763.07,"body":"meeting a ton of folks."},{"speaker":"time, 3","startTime":763.525,"endTime":766.315,"body":"Like folks in here, if you"},{"speaker":"time, 3","startTime":763.525,"endTime":766.315,"body":"all want to be interviewed,"},{"speaker":"time, 3","startTime":766.315,"endTime":768.715,"body":"I would love to interview"},{"speaker":"time, 3","startTime":766.315,"endTime":768.715,"body":"you and learn about you all"},{"speaker":"time, 3","startTime":768.715,"endTime":769.585,"body":"and put it out there and all."},{"speaker":"time, 3","startTime":769.585,"endTime":771.985,"body":"Cuz uh, you know, that's how"},{"speaker":"time, 3","startTime":769.585,"endTime":771.985,"body":"I grow and that's how I mean"},{"speaker":"time, 3","startTime":771.985,"endTime":772.855,"body":"repeating what Bill said."},{"speaker":"time, 3","startTime":772.86,"endTime":773.905,"body":"That's how we grow the business."},{"speaker":"time, 3","startTime":773.905,"endTime":774.87,"body":"So it's, it's awesome."},{"speaker":"time, 3","startTime":775.77,"endTime":776.01,"body":"Yeah."},{"speaker":"time, 3","startTime":776.01,"endTime":779.49,"body":"And I think that this leverages"},{"speaker":"time, 3","startTime":776.01,"endTime":779.49,"body":"the other things you do."},{"speaker":"time, 3","startTime":779.49,"endTime":780.99,"body":"It doesn't necessarily"},{"speaker":"time, 3","startTime":779.49,"endTime":780.99,"body":"replace them."},{"speaker":"time, 3","startTime":781.47,"endTime":783.69,"body":"It leverages your phone call and"},{"speaker":"time, 3","startTime":781.47,"endTime":783.69,"body":"it leverages your appointments,"},{"speaker":"time, 3","startTime":783.69,"endTime":785.04,"body":"it leverages your networking."},{"speaker":"time, 3","startTime":785.43,"endTime":788.1,"body":"And when people see your video,"},{"speaker":"time, 3","startTime":785.43,"endTime":788.1,"body":"you have 384 subscribers."},{"speaker":"time, 3","startTime":788.1,"endTime":789.45,"body":"It took me a long"},{"speaker":"time, 3","startTime":788.1,"endTime":789.45,"body":"time to get to that."},{"speaker":"time, 3","startTime":789.45,"endTime":790.745,"body":"So, Very jealous."},{"speaker":"time, 3","startTime":790.745,"endTime":791.795,"body":"You're doing a great job, man."},{"speaker":"time, 3","startTime":791.795,"endTime":793.385,"body":"Just really, really,"},{"speaker":"time, 3","startTime":791.795,"endTime":793.385,"body":"really impressive."},{"speaker":"time, 3","startTime":793.865,"endTime":795.185,"body":"All right, well,"},{"speaker":"time, 3","startTime":793.865,"endTime":795.185,"body":"thank you for rock."},{"speaker":"time, 3","startTime":795.415,"endTime":797.045,"body":"Can I, can I ask a"},{"speaker":"time, 3","startTime":795.415,"endTime":797.045,"body":"quick question though?"},{"speaker":"time, 3","startTime":797.105,"endTime":798.035,"body":"Um, yes."},{"speaker":"time, 3","startTime":798.272,"endTime":800.102,"body":"It's, it's, uh, not as well."},{"speaker":"time, 3","startTime":800.162,"endTime":803.788,"body":"I cold call every day and I was"},{"speaker":"time, 3","startTime":800.162,"endTime":803.788,"body":"listening to, many folks and"},{"speaker":"time, 3","startTime":803.788,"endTime":806.638,"body":"I heard some folks say that,"},{"speaker":"time, 3","startTime":803.788,"endTime":806.638,"body":"um, they'll call the lead once"},{"speaker":"time, 3","startTime":806.638,"endTime":811.678,"body":"a month or once a week, but I"},{"speaker":"time, 3","startTime":806.638,"endTime":811.678,"body":"feel inclined to call every day"},{"speaker":"time, 3","startTime":811.678,"endTime":813.358,"body":"until, um, until I get someone."},{"speaker":"time, 3","startTime":813.358,"endTime":815.518,"body":"But I, I don't, I"},{"speaker":"time, 3","startTime":813.358,"endTime":815.518,"body":"don't leave a message."},{"speaker":"time, 3","startTime":815.518,"endTime":817.438,"body":"I just, you know, let it ring"},{"speaker":"time, 3","startTime":815.518,"endTime":817.438,"body":"three times and rock and."},{"speaker":"time, 3","startTime":818.603,"endTime":822.533,"body":", but is there any negative side"},{"speaker":"time, 3","startTime":818.603,"endTime":822.533,"body":"to calling every, if I haven't"},{"speaker":"time, 3","startTime":822.533,"endTime":825.413,"body":"contacted you now, if I've"},{"speaker":"time, 3","startTime":822.533,"endTime":825.413,"body":"contacted you, then I'll put"},{"speaker":"time, 3","startTime":825.413,"endTime":828.713,"body":"you on a communication cadence"},{"speaker":"time, 3","startTime":825.413,"endTime":828.713,"body":"based on our, our conversation."},{"speaker":"time, 3","startTime":828.713,"endTime":830.843,"body":"But if I'm trying to reach"},{"speaker":"time, 3","startTime":828.713,"endTime":830.843,"body":"folks, I haven't reached them."},{"speaker":"time, 3","startTime":832.313,"endTime":833.543,"body":"I wanna call them every day."},{"speaker":"time, 3","startTime":833.723,"endTime":835.403,"body":"But is there something I'm"},{"speaker":"time, 3","startTime":833.723,"endTime":835.403,"body":"not thinking about that maybe"},{"speaker":"time, 3","startTime":835.403,"endTime":838.853,"body":"kids kicks off or puts me"},{"speaker":"time, 3","startTime":835.403,"endTime":838.853,"body":"on a do not call list or no?"},{"speaker":"time, 3","startTime":839.423,"endTime":841.343,"body":"No, but here's the thing"},{"speaker":"time, 3","startTime":839.423,"endTime":841.343,"body":"you wanna think about."},{"speaker":"time, 3","startTime":841.343,"endTime":843.293,"body":"You know, when you do"},{"speaker":"time, 3","startTime":841.343,"endTime":843.293,"body":"marketing, you wanna track your."},{"speaker":"time, 3","startTime":844.733,"endTime":847.463,"body":". So I'm not so arrogant as"},{"speaker":"time, 3","startTime":844.733,"endTime":847.463,"body":"to tell you how life is"},{"speaker":"time, 3","startTime":847.463,"endTime":848.543,"body":"in Durham, North Carolina."},{"speaker":"time, 3","startTime":848.543,"endTime":851.093,"body":"I'm sure it's different"},{"speaker":"time, 3","startTime":848.543,"endTime":851.093,"body":"than life in la, right?"},{"speaker":"time, 3","startTime":851.093,"endTime":853.073,"body":"We're different markets,"},{"speaker":"time, 3","startTime":851.093,"endTime":853.073,"body":"different cities and,"},{"speaker":"time, 3","startTime":853.078,"endTime":856.403,"body":"and maybe like I'm in the"},{"speaker":"time, 3","startTime":853.078,"endTime":856.403,"body":"city of la, maybe Durham,"},{"speaker":"time, 3","startTime":856.408,"endTime":857.033,"body":"you're on the outskirt."},{"speaker":"time, 3","startTime":857.033,"endTime":857.423,"body":"I don't know."},{"speaker":"time, 3","startTime":857.423,"endTime":860.183,"body":"I'm just saying we all have a"},{"speaker":"time, 3","startTime":857.423,"endTime":860.183,"body":"different reality that we have"},{"speaker":"time, 3","startTime":860.183,"endTime":861.563,"body":"to be real with our reality."},{"speaker":"time, 3","startTime":861.953,"endTime":863.363,"body":"So I would say"},{"speaker":"time, 3","startTime":861.953,"endTime":863.363,"body":"track your numbers."},{"speaker":"time, 3","startTime":863.363,"endTime":864.173,"body":"Here's the key."},{"speaker":"time, 3","startTime":864.788,"endTime":868.478,"body":"How many contacts you make per"},{"speaker":"time, 3","startTime":864.788,"endTime":868.478,"body":"hour while you're prospecting?"},{"speaker":"time, 3","startTime":868.988,"endTime":871.388,"body":"If you're talking about"},{"speaker":"time, 3","startTime":868.988,"endTime":871.388,"body":"prospecting, not lead,"},{"speaker":"time, 3","startTime":871.388,"endTime":874.748,"body":"follow up, not setting"},{"speaker":"time, 3","startTime":871.388,"endTime":874.748,"body":"appointments, not service."},{"speaker":"time, 3","startTime":874.748,"endTime":877.028,"body":"I'm talking about"},{"speaker":"time, 3","startTime":874.748,"endTime":877.028,"body":"lead prospecting time."},{"speaker":"time, 3","startTime":877.358,"endTime":880.298,"body":"You gotta get to eight"},{"speaker":"time, 3","startTime":877.358,"endTime":880.298,"body":"contacts per hour as a minimum."},{"speaker":"time, 3","startTime":881.243,"endTime":883.523,"body":". And the problem of calling"},{"speaker":"time, 3","startTime":881.243,"endTime":883.523,"body":"the same people over and over"},{"speaker":"time, 3","startTime":883.523,"endTime":886.583,"body":"again is many of those people"},{"speaker":"time, 3","startTime":883.523,"endTime":886.583,"body":"are never gonna answer for"},{"speaker":"time, 3","startTime":886.583,"endTime":888.083,"body":"whatever reasons they are."},{"speaker":"time, 3","startTime":888.653,"endTime":891.593,"body":"And if you and I, I used"},{"speaker":"time, 3","startTime":888.653,"endTime":891.593,"body":"to have, uh, um, guys I"},{"speaker":"time, 3","startTime":891.593,"endTime":893.693,"body":"was supposed to be coaching"},{"speaker":"time, 3","startTime":891.593,"endTime":893.693,"body":"at my company, there's one"},{"speaker":"time, 3","startTime":893.693,"endTime":896.183,"body":"particular, and he hated me"},{"speaker":"time, 3","startTime":893.693,"endTime":896.183,"body":"cause I kept saying the same"},{"speaker":"time, 3","startTime":896.183,"endTime":898.853,"body":"thing to 'em over and over"},{"speaker":"time, 3","startTime":896.183,"endTime":898.853,"body":"again, which is he would call"},{"speaker":"time, 3","startTime":898.853,"endTime":900.593,"body":"every expired listing forever."},{"speaker":"time, 3","startTime":901.403,"endTime":903.833,"body":"And I would say to 'em, look,"},{"speaker":"time, 3","startTime":901.403,"endTime":903.833,"body":"once they have an answer three"},{"speaker":"time, 3","startTime":903.833,"endTime":907.058,"body":"or four days in a row, You"},{"speaker":"time, 3","startTime":903.833,"endTime":907.058,"body":"know, archiver for 90 days come"},{"speaker":"time, 3","startTime":907.058,"endTime":908.288,"body":"back, they'll still be there."},{"speaker":"time, 3","startTime":908.288,"endTime":910.658,"body":"Apparently he had thousands"},{"speaker":"time, 3","startTime":908.288,"endTime":910.658,"body":"that were that old."},{"speaker":"time, 3","startTime":911.018,"endTime":911.168,"body":"Yeah."},{"speaker":"time, 3","startTime":911.228,"endTime":913.208,"body":"And he would be on the"},{"speaker":"time, 3","startTime":911.228,"endTime":913.208,"body":"phone with a dialer, with a"},{"speaker":"time, 3","startTime":913.208,"endTime":916.748,"body":"triple or quadruple dialer,"},{"speaker":"time, 3","startTime":913.208,"endTime":916.748,"body":"dialing all four in averaging"},{"speaker":"time, 3","startTime":916.748,"endTime":918.128,"body":"four contacts per hour."},{"speaker":"time, 3","startTime":918.128,"endTime":920.888,"body":"And the problem is you're"},{"speaker":"time, 3","startTime":918.128,"endTime":920.888,"body":"not talking to enough people"},{"speaker":"time, 3","startTime":921.128,"endTime":922.598,"body":"to make, to make a living."},{"speaker":"time, 3","startTime":922.998,"endTime":924.978,"body":"And so track your numbers."},{"speaker":"time, 3","startTime":925.008,"endTime":928.428,"body":"I would say generally"},{"speaker":"time, 3","startTime":925.008,"endTime":928.428,"body":"speaking, make three attempts."},{"speaker":"time, 3","startTime":928.878,"endTime":932.178,"body":"Uh, and I generally don't"},{"speaker":"time, 3","startTime":928.878,"endTime":932.178,"body":"leave messages on strangers,"},{"speaker":"time, 3","startTime":932.538,"endTime":934.788,"body":"and then I would archive"},{"speaker":"time, 3","startTime":932.538,"endTime":934.788,"body":"that data for 90 days and try"},{"speaker":"time, 3","startTime":934.793,"endTime":936.768,"body":"again as the general rule."},{"speaker":"time, 3","startTime":936.948,"endTime":938.388,"body":"But you need to track"},{"speaker":"time, 3","startTime":936.948,"endTime":938.388,"body":"your numbers and be"},{"speaker":"time, 3","startTime":938.393,"endTime":939.228,"body":"scientific about it."},{"speaker":"time, 3","startTime":939.233,"endTime":940.968,"body":"And then feel Freeman"},{"speaker":"time, 3","startTime":939.233,"endTime":940.968,"body":"who's done that."},{"speaker":"time, 3","startTime":940.968,"endTime":942.138,"body":"Share your numbers."},{"speaker":"time, 3","startTime":942.378,"endTime":943.668,"body":"If you have data,"},{"speaker":"time, 3","startTime":942.378,"endTime":943.668,"body":"you know, cord come."},{"speaker":"time, 3","startTime":943.668,"endTime":944.448,"body":"Backa shared the data."},{"speaker":"time, 3","startTime":944.448,"endTime":945.078,"body":"I'm glad to hear it."},{"speaker":"time, 3","startTime":945.483,"endTime":947.823,"body":"But, um, because I don't want"},{"speaker":"time, 3","startTime":945.483,"endTime":947.823,"body":"you just to say, oh, that's"},{"speaker":"time, 3","startTime":947.823,"endTime":949.053,"body":"Bill's rule and always works."},{"speaker":"time, 3","startTime":949.053,"endTime":950.223,"body":"No, it doesn't always work."},{"speaker":"time, 3","startTime":950.493,"endTime":952.233,"body":"Different markets are"},{"speaker":"time, 3","startTime":950.493,"endTime":952.233,"body":"different, different times"},{"speaker":"time, 3","startTime":952.233,"endTime":953.043,"body":"of the year different."},{"speaker":"time, 3","startTime":953.463,"endTime":955.683,"body":"But what isn't different is"},{"speaker":"time, 3","startTime":953.463,"endTime":955.683,"body":"if we track your numbers,"},{"speaker":"time, 3","startTime":955.803,"endTime":956.733,"body":"you'll know the right answer."},{"speaker":"time, 3","startTime":957.213,"endTime":957.843,"body":"I appreciate that."},{"speaker":"time, 3","startTime":958.173,"endTime":958.413,"body":"Okay."},{"speaker":"time, 3","startTime":958.418,"endTime":958.593,"body":"Thank you."},{"speaker":"time, 3","startTime":958.983,"endTime":959.373,"body":"That's great."},{"speaker":"time, 3","startTime":959.523,"endTime":959.673,"body":"Thanks."},{"speaker":"time, 3","startTime":960.153,"endTime":960.693,"body":"Cool."},{"speaker":"time, 3","startTime":960.843,"endTime":961.353,"body":"Thanks Cor man."},{"speaker":"time, 3","startTime":961.353,"endTime":961.893,"body":"Thanks for sharing."},{"speaker":"time, 3","startTime":962.043,"endTime":963.303,"body":"Come back, let us know"},{"speaker":"time, 3","startTime":962.043,"endTime":963.303,"body":"how it worked out."},{"speaker":"time, 3","startTime":963.507,"endTime":963.997,"body":"Okay."},{"speaker":"time, 3","startTime":964.487,"endTime":966.647,"body":"I have a couple questions"},{"speaker":"time, 3","startTime":964.487,"endTime":966.647,"body":"at chat box: would I"},{"speaker":"time, 3","startTime":966.647,"endTime":969.827,"body":"share my details of"},{"speaker":"time, 3","startTime":966.647,"endTime":969.827,"body":"my weekly routine wow."},{"speaker":"time, 3","startTime":969.827,"endTime":974.797,"body":"So my basic, my basic routine"},{"speaker":"time, 3","startTime":969.827,"endTime":974.797,"body":"is I start my day at eight"},{"speaker":"time, 3","startTime":974.797,"endTime":977.677,"body":"o'clock, which really means I'm"},{"speaker":"time, 3","startTime":974.797,"endTime":977.677,"body":"at 7 45 at my desk, clearing"},{"speaker":"time, 3","startTime":977.677,"endTime":980.377,"body":"out emails and, and reviewing"},{"speaker":"time, 3","startTime":977.677,"endTime":980.377,"body":"my calendar ready to go."},{"speaker":"time, 3","startTime":980.677,"endTime":983.947,"body":"And from eight to 12, my"},{"speaker":"time, 3","startTime":980.677,"endTime":983.947,"body":"goal is business development."},{"speaker":"time, 3","startTime":983.952,"endTime":987.157,"body":"My goal is to talk to"},{"speaker":"time, 3","startTime":983.952,"endTime":987.157,"body":"people who can even, even,"},{"speaker":"time, 3","startTime":987.162,"endTime":988.507,"body":"even need to sell a house."},{"speaker":"time, 3","startTime":988.897,"endTime":991.237,"body":"Or it can refer me people"},{"speaker":"time, 3","startTime":988.897,"endTime":991.237,"body":"who can sell houses."},{"speaker":"time, 3","startTime":991.987,"endTime":995.017,"body":"Now today, I don't do any"},{"speaker":"time, 3","startTime":991.987,"endTime":995.017,"body":"cold calling that looks,"},{"speaker":"time, 3","startTime":995.167,"endTime":997.537,"body":"I, I do call referrals."},{"speaker":"time, 3","startTime":998.077,"endTime":1000.417,"body":"Uh, I get a lot of people"},{"speaker":"time, 3","startTime":998.077,"endTime":1000.417,"body":"who wanna call me, so I have"},{"speaker":"time, 3","startTime":1000.537,"endTime":1002.367,"body":"appointment slots booked up."},{"speaker":"time, 3","startTime":1002.787,"endTime":1005.217,"body":"Most work days"},{"speaker":"time, 3","startTime":1002.787,"endTime":1005.217,"body":"between eight and 12."},{"speaker":"time, 3","startTime":1005.457,"endTime":1006.747,"body":"And then I video people."},{"speaker":"time, 3","startTime":1006.747,"endTime":1008.637,"body":"Part of my business"},{"speaker":"time, 3","startTime":1006.747,"endTime":1008.637,"body":"development is, I'll call,"},{"speaker":"time, 3","startTime":1008.637,"endTime":1010.767,"body":"I'll talk to attorneys and"},{"speaker":"time, 3","startTime":1008.637,"endTime":1010.767,"body":"I'll video them and put them"},{"speaker":"time, 3","startTime":1010.767,"endTime":1014.427,"body":"on my YouTube channel or"},{"speaker":"time, 3","startTime":1010.767,"endTime":1014.427,"body":"vendors insurance, termite"},{"speaker":"time, 3","startTime":1014.787,"endTime":1016.347,"body":"inspectors, things like that."},{"speaker":"time, 3","startTime":1016.767,"endTime":1018.627,"body":"So, to me, that's part of"},{"speaker":"time, 3","startTime":1016.767,"endTime":1018.627,"body":"my business development."},{"speaker":"time, 3","startTime":1018.627,"endTime":1022.197,"body":"So my goal from eight to"},{"speaker":"time, 3","startTime":1018.627,"endTime":1022.197,"body":"12 is business development."},{"speaker":"time, 3","startTime":1022.377,"endTime":1023.487,"body":"I take a break for an hour."},{"speaker":"time, 3","startTime":1023.492,"endTime":1026.547,"body":"I walk, uh, or, or go swim"},{"speaker":"time, 3","startTime":1023.492,"endTime":1026.547,"body":"for an hour and have quick"},{"speaker":"time, 3","startTime":1026.547,"endTime":1029.127,"body":"lunch at one 30, come back"},{"speaker":"time, 3","startTime":1026.547,"endTime":1029.127,"body":"and then have, and my goal"},{"speaker":"time, 3","startTime":1029.127,"endTime":1029.907,"body":"is to have appointments."},{"speaker":"time, 3","startTime":1029.907,"endTime":1030.267,"body":"The rest of the."},{"speaker":"time, 3","startTime":1030.877,"endTime":1032.617,"body":"Or I have podcasts a"},{"speaker":"time, 3","startTime":1030.877,"endTime":1032.617,"body":"couple days a week."},{"speaker":"time, 3","startTime":1032.617,"endTime":1036.607,"body":"So ideally my afternoons are,"},{"speaker":"time, 3","startTime":1032.617,"endTime":1036.607,"body":"are interviews and appointments"},{"speaker":"time, 3","startTime":1036.607,"endTime":1038.737,"body":"and video in the morning"},{"speaker":"time, 3","startTime":1036.607,"endTime":1038.737,"body":"is business development."},{"speaker":"time, 3","startTime":1038.737,"endTime":1040.897,"body":"And that just kinda keeps"},{"speaker":"time, 3","startTime":1038.737,"endTime":1040.897,"body":"my head in the right game"},{"speaker":"time, 3","startTime":1040.897,"endTime":1041.707,"body":"of where I need to be."},{"speaker":"time, 3","startTime":1042.667,"endTime":1043.807,"body":"Um, wait it go."},{"speaker":"time, 3","startTime":1045.037,"endTime":1048.337,"body":"Uh, anyone mis registration"},{"speaker":"time, 3","startTime":1045.037,"endTime":1048.337,"body":"others cat with the link"},{"speaker":"time, 3","startTime":1048.342,"endTime":1050.917,"body":"for problems on solutions?"},{"speaker":"time, 3","startTime":1050.977,"endTime":1051.277,"body":"Okay."},{"speaker":"time, 3","startTime":1051.277,"endTime":1053.137,"body":"Kat didn't hear that"},{"speaker":"time, 3","startTime":1051.277,"endTime":1053.137,"body":"she lost the election."},{"speaker":"time, 3","startTime":1053.317,"endTime":1053.647,"body":"Don't tell."},{"speaker":"time, 3","startTime":1053.647,"endTime":1053.827,"body":"I know."},{"speaker":"time, 3","startTime":1053.827,"endTime":1055.987,"body":"She'd be really"},{"speaker":"time, 3","startTime":1053.827,"endTime":1055.987,"body":"disappointed, um, with that."},{"speaker":"time, 3","startTime":1055.987,"endTime":1058.737,"body":"So, um, let's see here."},{"speaker":"time, 3","startTime":1059.277,"endTime":1061.377,"body":"Krista Maor has a great"},{"speaker":"time, 3","startTime":1059.277,"endTime":1061.377,"body":"program doing the video."},{"speaker":"time, 3","startTime":1061.827,"endTime":1062.667,"body":"She does."},{"speaker":"time, 3","startTime":1062.697,"endTime":1063.717,"body":"I like Krista Maor."},{"speaker":"time, 3","startTime":1063.747,"endTime":1065.817,"body":"I was on her on her in"},{"speaker":"time, 3","startTime":1063.747,"endTime":1065.817,"body":"her group on Facebook,"},{"speaker":"time, 3","startTime":1066.177,"endTime":1067.767,"body":"uh, uh, this morning."},{"speaker":"time, 3","startTime":1067.827,"endTime":1068.787,"body":"Uh, responding to something."},{"speaker":"time, 3","startTime":1068.787,"endTime":1069.807,"body":"I think she does"},{"speaker":"time, 3","startTime":1068.787,"endTime":1069.807,"body":"a really good job."},{"speaker":"time, 3","startTime":1069.807,"endTime":1071.217,"body":"I was watched her"},{"speaker":"time, 3","startTime":1069.807,"endTime":1071.217,"body":"video in the market."},{"speaker":"time, 3","startTime":1071.637,"endTime":1074.487,"body":"Um, I'm trying to think"},{"speaker":"time, 3","startTime":1071.637,"endTime":1074.487,"body":"the, the, the, the person"},{"speaker":"time, 3","startTime":1074.487,"endTime":1078.447,"body":"that I think is the top"},{"speaker":"time, 3","startTime":1074.487,"endTime":1078.447,"body":"of the game in, um, video"},{"speaker":"time, 3","startTime":1079.027,"endTime":1080.817,"body":"coaching is Think media."},{"speaker":"time, 3","startTime":1081.237,"endTime":1083.457,"body":"And boy, I'm trying, I'm trying"},{"speaker":"time, 3","startTime":1081.237,"endTime":1083.457,"body":"to blank on the name of the,"},{"speaker":"time, 3","startTime":1083.577,"endTime":1084.717,"body":"I watch 'em all the time."},{"speaker":"time, 3","startTime":1085.107,"endTime":1086.967,"body":"There's three or"},{"speaker":"time, 3","startTime":1085.107,"endTime":1086.967,"body":"four different kind."},{"speaker":"time, 3","startTime":1087.642,"endTime":1092.082,"body":"Um, uh, speakers or coaches"},{"speaker":"time, 3","startTime":1087.642,"endTime":1092.082,"body":"or trainers in Think"},{"speaker":"time, 3","startTime":1092.082,"endTime":1093.732,"body":"Media, but there he is."},{"speaker":"time, 3","startTime":1093.732,"endTime":1095.712,"body":"Uh, I'm drawing a blank on"},{"speaker":"time, 3","startTime":1093.732,"endTime":1095.712,"body":"his name, but gosh, probably"},{"speaker":"time, 3","startTime":1095.717,"endTime":1096.642,"body":"getting old is there."},{"speaker":"time, 3","startTime":1096.642,"endTime":1098.022,"body":"Go meet the team."},{"speaker":"time, 3","startTime":1098.442,"endTime":1098.903,"body":"Oh, there you go."},{"speaker":"time, 3","startTime":1098.908,"endTime":1099.492,"body":"Sean Cannell."},{"speaker":"time, 3","startTime":1099.852,"endTime":1101.802,"body":"Sean Kennel's phenomenal"},{"speaker":"time, 3","startTime":1099.852,"endTime":1101.802,"body":"and I've really followed a"},{"speaker":"time, 3","startTime":1101.802,"endTime":1102.522,"body":"lot of their fundamentals."},{"speaker":"time, 3","startTime":1102.527,"endTime":1106.582,"body":"Now, keep in mind a lot of"},{"speaker":"time, 3","startTime":1102.527,"endTime":1106.582,"body":"coaching in social media"},{"speaker":"time, 3","startTime":1106.962,"endTime":1110.112,"body":"is if you wanna be a social"},{"speaker":"time, 3","startTime":1106.962,"endTime":1110.112,"body":"media business, I'm not."},{"speaker":"time, 3","startTime":1110.472,"endTime":1111.732,"body":"I'm a real estate broker."},{"speaker":"time, 3","startTime":1111.732,"endTime":1112.152,"body":"I'm trying to."},{"speaker":"time, 3","startTime":1112.977,"endTime":1114.567,"body":"A real estate business."},{"speaker":"time, 3","startTime":1114.597,"endTime":1117.897,"body":"And so they put a lot of energy"},{"speaker":"time, 3","startTime":1114.597,"endTime":1117.897,"body":"into what I would say are the,"},{"speaker":"time, 3","startTime":1118.617,"endTime":1121.047,"body":"are the trappings and the look."},{"speaker":"time, 3","startTime":1121.107,"endTime":1124.377,"body":"And um, whereas I would"},{"speaker":"time, 3","startTime":1121.107,"endTime":1124.377,"body":"trade a listing for."},{"speaker":"time, 3","startTime":1124.992,"endTime":1126.342,"body":"500 subscribers."},{"speaker":"time, 3","startTime":1126.612,"endTime":1128.412,"body":"Uh, I went, I want the"},{"speaker":"time, 3","startTime":1126.612,"endTime":1128.412,"body":"listing cause the listing"},{"speaker":"time, 3","startTime":1128.412,"endTime":1130.242,"body":"is more business for"},{"speaker":"time, 3","startTime":1128.412,"endTime":1130.242,"body":"me and relationships."},{"speaker":"time, 3","startTime":1130.632,"endTime":1133.302,"body":"So you had to, you had to kind"},{"speaker":"time, 3","startTime":1130.632,"endTime":1133.302,"body":"of take what they tell you and"},{"speaker":"time, 3","startTime":1133.302,"endTime":1134.712,"body":"orient it towards your business."},{"speaker":"time, 3","startTime":1135.012,"endTime":1138.372,"body":"But I will say Sean Cane has"},{"speaker":"time, 3","startTime":1135.012,"endTime":1138.372,"body":"been instrumental in pushing"},{"speaker":"time, 3","startTime":1138.372,"endTime":1141.582,"body":"me to be authentic, pushing"},{"speaker":"time, 3","startTime":1138.372,"endTime":1141.582,"body":"me to record, pushing me to"},{"speaker":"time, 3","startTime":1141.582,"endTime":1142.632,"body":"put out a lot of content."},{"speaker":"time, 3","startTime":1142.632,"endTime":1143.952,"body":"And I think those are"},{"speaker":"time, 3","startTime":1142.632,"endTime":1143.952,"body":"the main fundamentals."},{"speaker":"time, 3","startTime":1144.872,"endTime":1146.442,"body":"Joyce, I see your hand up."},{"speaker":"time, 3","startTime":1146.862,"endTime":1149.172,"body":"Love to have you in and share"},{"speaker":"time, 3","startTime":1146.862,"endTime":1149.172,"body":"with us what's going on."},{"speaker":"time, 3","startTime":1150.942,"endTime":1153.822,"body":"Um, I had an"},{"speaker":"time, 3","startTime":1150.942,"endTime":1153.822,"body":"interesting experience."},{"speaker":"time, 3","startTime":1154.11,"endTime":1160.02,"body":"on my, uh, one of my leads"},{"speaker":"time, 3","startTime":1154.11,"endTime":1160.02,"body":"from a tl they called me from"},{"speaker":"time, 3","startTime":1160.02,"endTime":1167.13,"body":"my, uh, my letter that I sent"},{"speaker":"time, 3","startTime":1160.02,"endTime":1167.13,"body":"and asked some questions like,"},{"speaker":"time, 3","startTime":1167.91,"endTime":1169.83,"body":"how much do attorneys charge?"},{"speaker":"time, 3","startTime":1169.86,"endTime":1174.99,"body":"And, and they got a bill from"},{"speaker":"time, 3","startTime":1169.86,"endTime":1174.99,"body":"their attorney for, about seven"},{"speaker":"time, 3","startTime":1174.99,"endTime":1180.97,"body":"times the amount of, of taxes"},{"speaker":"time, 3","startTime":1174.99,"endTime":1180.97,"body":"that they were gonna have due."},{"speaker":"time, 3","startTime":1182.535,"endTime":1184.395,"body":"On the property that"},{"speaker":"time, 3","startTime":1182.535,"endTime":1184.395,"body":"their mother owned."},{"speaker":"time, 3","startTime":1185.445,"endTime":1190.485,"body":"And so I gave them the,"},{"speaker":"time, 3","startTime":1185.445,"endTime":1190.485,"body":"estate charge for attorneys"},{"speaker":"time, 3","startTime":1191.415,"endTime":1194.625,"body":"and I called my friend at"},{"speaker":"time, 3","startTime":1191.415,"endTime":1194.625,"body":"the assessor's office in"},{"speaker":"time, 3","startTime":1194.625,"endTime":1199.185,"body":"Orange County, California,"},{"speaker":"time, 3","startTime":1194.625,"endTime":1199.185,"body":"and they were just a couple"},{"speaker":"time, 3","startTime":1199.185,"endTime":1202.825,"body":"of days short, left to go for"},{"speaker":"time, 3","startTime":1199.185,"endTime":1202.825,"body":"Proposition 19 because they're"},{"speaker":"time, 3","startTime":1202.825,"endTime":1204.175,"body":"gonna live in the house."},{"speaker":"time, 3","startTime":1205.135,"endTime":1207.355,"body":"And so I was able to get them."},{"speaker":"time, 3","startTime":1208.32,"endTime":1213.15,"body":", they're less expensive"},{"speaker":"time, 3","startTime":1208.32,"endTime":1213.15,"body":"taxes, so I'm expecting"},{"speaker":"time, 3","startTime":1213.15,"endTime":1214.62,"body":"from that a listing."},{"speaker":"time, 3","startTime":1215.05,"endTime":1215.487,"body":"Nice."},{"speaker":"time, 3","startTime":1215.487,"endTime":1217.917,"body":"they have a house that they're"},{"speaker":"time, 3","startTime":1215.487,"endTime":1217.917,"body":"gonna live in, but they have"},{"speaker":"time, 3","startTime":1217.922,"endTime":1223.797,"body":"a, a triple wide, big, trailer,"},{"speaker":"time, 3","startTime":1217.922,"endTime":1223.797,"body":"you know, home, mobile home."},{"speaker":"time, 3","startTime":1225.387,"endTime":1228.043,"body":"I don't know how you"},{"speaker":"time, 3","startTime":1225.387,"endTime":1228.043,"body":"do a, a mobile home."},{"speaker":"time, 3","startTime":1229.123,"endTime":1231.913,"body":"Is there any kind of a"},{"speaker":"time, 3","startTime":1229.123,"endTime":1231.913,"body":"resource for where you."},{"speaker":"time, 3","startTime":1233.353,"endTime":1235.393,"body":"Find a mobile home information?"},{"speaker":"time, 3","startTime":1236.563,"endTime":1238.513,"body":"You mean in order to"},{"speaker":"time, 3","startTime":1236.563,"endTime":1238.513,"body":"sell it or what, what"},{"speaker":"time, 3","startTime":1238.513,"endTime":1239.233,"body":"do you wanna do with it?"},{"speaker":"time, 3","startTime":1239.433,"endTime":1242.673,"body":"Yeah, they, they're gonna"},{"speaker":"time, 3","startTime":1239.433,"endTime":1242.673,"body":"wanna sell it as soon as"},{"speaker":"time, 3","startTime":1242.673,"endTime":1243.873,"body":"they get it cleaned out."},{"speaker":"time, 3","startTime":1244.653,"endTime":1250.263,"body":"Is the mobile home, uh,"},{"speaker":"time, 3","startTime":1244.653,"endTime":1250.263,"body":"attached to foundation is"},{"speaker":"time, 3","startTime":1250.263,"endTime":1252.213,"body":"attached to what The foundation."},{"speaker":"time, 3","startTime":1253.563,"endTime":1256.473,"body":". So mobile homes,"},{"speaker":"time, 3","startTime":1253.563,"endTime":1256.473,"body":"Uhhuh,  by themselves"},{"speaker":"time, 3","startTime":1256.473,"endTime":1258.363,"body":"are not real property."},{"speaker":"time, 3","startTime":1258.543,"endTime":1259.673,"body":"They're personal property."},{"speaker":"time, 3","startTime":1260.043,"endTime":1261.183,"body":"Uhhuh , a mobile home."},{"speaker":"time, 3","startTime":1261.183,"endTime":1264.033,"body":"I'm just summarizing at a high"},{"speaker":"time, 3","startTime":1261.183,"endTime":1264.033,"body":"level, and it varies by state,"},{"speaker":"time, 3","startTime":1264.033,"endTime":1269.103,"body":"but in general, in California,"},{"speaker":"time, 3","startTime":1264.033,"endTime":1269.103,"body":"a mobile home though attached to"},{"speaker":"time, 3","startTime":1269.108,"endTime":1271.713,"body":"a foundation is real property."},{"speaker":"time, 3","startTime":1271.713,"endTime":1274.203,"body":"Usually you're leasing"},{"speaker":"time, 3","startTime":1271.713,"endTime":1274.203,"body":"the space, so sometimes"},{"speaker":"time, 3","startTime":1274.203,"endTime":1275.283,"body":"you can buy the space."},{"speaker":"time, 3","startTime":1276.708,"endTime":1278.868,"body":". So you have to find out"},{"speaker":"time, 3","startTime":1276.708,"endTime":1278.868,"body":"where is a mobile home?"},{"speaker":"time, 3","startTime":1278.958,"endTime":1282.408,"body":"Is it in a mobile home"},{"speaker":"time, 3","startTime":1278.958,"endTime":1282.408,"body":"park, and is it on a rental"},{"speaker":"time, 3","startTime":1282.408,"endTime":1283.578,"body":"space and is it attached?"},{"speaker":"time, 3","startTime":1283.578,"endTime":1285.978,"body":"Sometimes they're up on blocks,"},{"speaker":"time, 3","startTime":1283.578,"endTime":1285.978,"body":"sometimes they're attached"},{"speaker":"time, 3","startTime":1285.978,"endTime":1286.968,"body":"down to the foundation."},{"speaker":"time, 3","startTime":1287.508,"endTime":1289.458,"body":"Once they're attached to"},{"speaker":"time, 3","startTime":1287.508,"endTime":1289.458,"body":"the foundation, they're real"},{"speaker":"time, 3","startTime":1289.928,"endTime":1292.308,"body":"property and they're eligible"},{"speaker":"time, 3","startTime":1289.928,"endTime":1292.308,"body":"for real estate type mortgages."},{"speaker":"time, 3","startTime":1292.818,"endTime":1293.628,"body":"When they're not."},{"speaker":"time, 3","startTime":1293.658,"endTime":1296.358,"body":"They're it's personal"},{"speaker":"time, 3","startTime":1293.658,"endTime":1296.358,"body":"property and worth less."},{"speaker":"time, 3","startTime":1296.358,"endTime":1297.948,"body":"Then obviously, if the lot's"},{"speaker":"time, 3","startTime":1296.358,"endTime":1297.948,"body":"included, so you have to"},{"speaker":"time, 3","startTime":1297.948,"endTime":1299.868,"body":"find out when somebody says"},{"speaker":"time, 3","startTime":1297.948,"endTime":1299.868,"body":"they have a mobile home,"},{"speaker":"time, 3","startTime":1299.868,"endTime":1300.588,"body":"does that include the."},{"speaker":"time, 3","startTime":1301.503,"endTime":1302.193,"body":"Or not."},{"speaker":"time, 3","startTime":1302.193,"endTime":1304.653,"body":"And is it, is the property"},{"speaker":"time, 3","startTime":1302.193,"endTime":1304.653,"body":"attached to the land or not?"},{"speaker":"time, 3","startTime":1305.613,"endTime":1306.873,"body":"It is in a park."},{"speaker":"time, 3","startTime":1307.233,"endTime":1309.663,"body":"Does that mean it"},{"speaker":"time, 3","startTime":1307.233,"endTime":1309.663,"body":"would be personal?"},{"speaker":"time, 3","startTime":1310.803,"endTime":1312.273,"body":"Uh, probably more likely not."},{"speaker":"time, 3","startTime":1312.273,"endTime":1312.873,"body":"Probably more likely."},{"speaker":"time, 3","startTime":1312.878,"endTime":1316.113,"body":"It's attached usually in"},{"speaker":"time, 3","startTime":1312.878,"endTime":1316.113,"body":"parks, generally speaking."},{"speaker":"time, 3","startTime":1316.113,"endTime":1317.433,"body":"In California, you're"},{"speaker":"time, 3","startTime":1316.113,"endTime":1317.433,"body":"in California, you're"},{"speaker":"time, 3","startTime":1317.433,"endTime":1318.153,"body":"in Orange County, right?"},{"speaker":"time, 3","startTime":1318.763,"endTime":1319.983,"body":"County, Uhhuh, ? Yeah."},{"speaker":"time, 3","startTime":1320.103,"endTime":1322.743,"body":"Generally they're, they're"},{"speaker":"time, 3","startTime":1320.103,"endTime":1322.743,"body":"in a park and they're gonna"},{"speaker":"time, 3","startTime":1322.743,"endTime":1324.693,"body":"be attached and there's"},{"speaker":"time, 3","startTime":1322.743,"endTime":1324.693,"body":"utility hookups and they pay"},{"speaker":"time, 3","startTime":1324.693,"endTime":1327.363,"body":"a monthly fee and they maybe"},{"speaker":"time, 3","startTime":1324.693,"endTime":1327.363,"body":"have a lease or something"},{"speaker":"time, 3","startTime":1327.603,"endTime":1329.213,"body":"that would be real property."},{"speaker":"time, 3","startTime":1329.218,"endTime":1330.843,"body":"So they're listed in the mls."},{"speaker":"time, 3","startTime":1330.843,"endTime":1332.643,"body":"They're people who list"},{"speaker":"time, 3","startTime":1330.843,"endTime":1332.643,"body":"and sell mobile homes."},{"speaker":"time, 3","startTime":1332.913,"endTime":1335.943,"body":"Usually each park has like"},{"speaker":"time, 3","startTime":1332.913,"endTime":1335.943,"body":"a SP one agent who kind of."},{"speaker":"time, 3","startTime":1336.358,"endTime":1339.268,"body":"Focuses in that park and if"},{"speaker":"time, 3","startTime":1336.358,"endTime":1339.268,"body":"you just search the MLS in"},{"speaker":"time, 3","startTime":1339.268,"endTime":1341.728,"body":"that park, you'll find who"},{"speaker":"time, 3","startTime":1339.268,"endTime":1341.728,"body":"ideas maybe refer it to them."},{"speaker":"time, 3","startTime":1342.778,"endTime":1343.198,"body":"Oh, great."},{"speaker":"time, 3","startTime":1343.678,"endTime":1344.038,"body":"Thank you."},{"speaker":"time, 3","startTime":1344.038,"endTime":1344.398,"body":"Thank you."},{"speaker":"time, 3","startTime":1344.403,"endTime":1344.668,"body":"Thank you."},{"speaker":"time, 3","startTime":1344.668,"endTime":1344.968,"body":"Sure."},{"speaker":"time, 3","startTime":1345.238,"endTime":1345.808,"body":"My pleasure."},{"speaker":"time, 3","startTime":1346.738,"endTime":1347.528,"body":"Um, okay."},{"speaker":"time, 3","startTime":1348.088,"endTime":1348.658,"body":"Thank you."},{"speaker":"time, 3","startTime":1348.658,"endTime":1351.178,"body":"Uh, just for jumping in, um,"},{"speaker":"time, 3","startTime":1348.658,"endTime":1351.178,"body":"Vince, I dunno if you're on"},{"speaker":"time, 3","startTime":1351.178,"endTime":1352.708,"body":"the call, you wanna come in"},{"speaker":"time, 3","startTime":1351.178,"endTime":1352.708,"body":"and ask some questions on this."},{"speaker":"time, 3","startTime":1352.713,"endTime":1356.878,"body":"So Vince asked, would an"},{"speaker":"time, 3","startTime":1352.713,"endTime":1356.878,"body":"intro letter followed by a"},{"speaker":"time, 3","startTime":1356.878,"endTime":1362.06,"body":"time date for phone follow"},{"speaker":"time, 3","startTime":1356.878,"endTime":1362.06,"body":"up be appropriate . So Vince"},{"speaker":"time, 3","startTime":1362.06,"endTime":1364.67,"body":"asks a question I get asked"},{"speaker":"time, 3","startTime":1362.06,"endTime":1364.67,"body":"a lot, which is, should I"},{"speaker":"time, 3","startTime":1364.67,"endTime":1365.93,"body":"mail instead of phone call?"},{"speaker":"time, 3","startTime":1366.473,"endTime":1367.983,"body":"Again every market's different."},{"speaker":"time, 3","startTime":1368.743,"endTime":1371.835,"body":"Where I'm in LA the average"},{"speaker":"time, 3","startTime":1368.743,"endTime":1371.835,"body":"probate petitioner gets"},{"speaker":"time, 3","startTime":1371.835,"endTime":1373.575,"body":"like 30 to 40 letters."},{"speaker":"time, 3","startTime":1373.845,"endTime":1376.215,"body":"The average attorney gets"},{"speaker":"time, 3","startTime":1373.845,"endTime":1376.215,"body":"30 to 40 mailers as well."},{"speaker":"time, 3","startTime":1376.725,"endTime":1379.58,"body":"So to me, that's just not"},{"speaker":"time, 3","startTime":1376.725,"endTime":1379.58,"body":"effecti but in more rural"},{"speaker":"time, 3","startTime":1379.58,"endTime":1382.04,"body":"areas, I imagine you might"},{"speaker":"time, 3","startTime":1379.58,"endTime":1382.04,"body":"be the only person for sure I"},{"speaker":"time, 3","startTime":1382.04,"endTime":1384.35,"body":"would mail if I was in a rural"},{"speaker":"time, 3","startTime":1382.04,"endTime":1384.35,"body":"area and there's no other."},{"speaker":"time, 3","startTime":1385.295,"endTime":1386.435,"body":"Working this system."},{"speaker":"time, 3","startTime":1386.615,"endTime":1387.395,"body":"So it depends on where you are."},{"speaker":"time, 3","startTime":1387.395,"endTime":1388.535,"body":"You gotta track your numbers."},{"speaker":"time, 3","startTime":1389.015,"endTime":1391.475,"body":"In general, I'm at a stage"},{"speaker":"time, 3","startTime":1389.015,"endTime":1391.475,"body":"in my career where I wouldn't"},{"speaker":"time, 3","startTime":1391.475,"endTime":1394.535,"body":"mail anything unless I'm"},{"speaker":"time, 3","startTime":1391.475,"endTime":1394.535,"body":"gonna call them as well."},{"speaker":"time, 3","startTime":1394.775,"endTime":1396.245,"body":"Mailing is very expensive."},{"speaker":"time, 3","startTime":1396.845,"endTime":1399.425,"body":"One mailer in of itself"},{"speaker":"time, 3","startTime":1396.845,"endTime":1399.425,"body":"is not effective."},{"speaker":"time, 3","startTime":1399.43,"endTime":1401.735,"body":"Generally you need to"},{"speaker":"time, 3","startTime":1399.43,"endTime":1401.735,"body":"have multiple mailers."},{"speaker":"time, 3","startTime":1401.74,"endTime":1405.065,"body":"So when you say that multiple"},{"speaker":"time, 3","startTime":1401.74,"endTime":1405.065,"body":"could be six times a buck,"},{"speaker":"time, 3","startTime":1405.065,"endTime":1408.005,"body":"each is six bucks times"},{"speaker":"time, 3","startTime":1405.065,"endTime":1408.005,"body":"hundreds of leads a month."},{"speaker":"time, 3","startTime":1408.455,"endTime":1411.215,"body":"Because if you get a 2%"},{"speaker":"time, 3","startTime":1408.455,"endTime":1411.215,"body":"response rate, that's fantastic."},{"speaker":"time, 3","startTime":1411.395,"endTime":1411.935,"body":"With direct."},{"speaker":"time, 3","startTime":1412.675,"endTime":1414.066,"body":"So you're talking about"},{"speaker":"time, 3","startTime":1412.675,"endTime":1414.066,"body":"investing thousands of"},{"speaker":"time, 3","startTime":1414.071,"endTime":1415.715,"body":"dollars to see if you"},{"speaker":"time, 3","startTime":1414.071,"endTime":1415.715,"body":"get your money back."},{"speaker":"time, 3","startTime":1416.555,"endTime":1420.545,"body":"In general, I think peop uh,"},{"speaker":"time, 3","startTime":1416.555,"endTime":1420.545,"body":"agents and investors turn to"},{"speaker":"time, 3","startTime":1420.545,"endTime":1425.975,"body":"mailing too quickly without"},{"speaker":"time, 3","startTime":1420.545,"endTime":1425.975,"body":"being on the phone, because"},{"speaker":"time, 3","startTime":1425.975,"endTime":1429.905,"body":"I believe the purpose of the"},{"speaker":"time, 3","startTime":1425.975,"endTime":1429.905,"body":"mail is a generate phone call."},{"speaker":"time, 3","startTime":1430.595,"endTime":1434.195,"body":"And if you're not good on the"},{"speaker":"time, 3","startTime":1430.595,"endTime":1434.195,"body":"phone at converting leads, then"},{"speaker":"time, 3","startTime":1434.195,"endTime":1435.845,"body":"you're not gonna be, you're"},{"speaker":"time, 3","startTime":1434.195,"endTime":1435.845,"body":"gonna spend money on mailers."},{"speaker":"time, 3","startTime":1435.845,"endTime":1436.655,"body":"They're gonna call you."},{"speaker":"time, 3","startTime":1436.925,"endTime":1440.025,"body":"You're not gonna be good at"},{"speaker":"time, 3","startTime":1436.925,"endTime":1440.025,"body":"converting them . I do believe"},{"speaker":"time, 3","startTime":1440.045,"endTime":1442.985,"body":"if you start on phone calls"},{"speaker":"time, 3","startTime":1440.045,"endTime":1442.985,"body":"you can add mailers and at some"},{"speaker":"time, 3","startTime":1442.985,"endTime":1446.215,"body":"point and maybe pull out of the"},{"speaker":"time, 3","startTime":1442.985,"endTime":1446.215,"body":"phone calling, but I think you"},{"speaker":"time, 3","startTime":1446.22,"endTime":1449.155,"body":"first have to learn the dialogue"},{"speaker":"time, 3","startTime":1446.22,"endTime":1449.155,"body":"of what to say and how to say"},{"speaker":"time, 3","startTime":1449.155,"endTime":1451.285,"body":"it to be able to convert leads."},{"speaker":"time, 3","startTime":1451.285,"endTime":1453.775,"body":"Otherwise, you're just"},{"speaker":"time, 3","startTime":1451.285,"endTime":1453.775,"body":"never gonna learn that and"},{"speaker":"time, 3","startTime":1453.775,"endTime":1454.975,"body":"there's no shortcut to that."},{"speaker":"time, 3","startTime":1455.515,"endTime":1458.215,"body":"And I also think sometimes"},{"speaker":"time, 3","startTime":1455.515,"endTime":1458.215,"body":"people like mailers cuz"},{"speaker":"time, 3","startTime":1458.215,"endTime":1459.685,"body":"it avoids rejection."},{"speaker":"time, 3","startTime":1459.985,"endTime":1462.595,"body":"I have news for you when"},{"speaker":"time, 3","startTime":1459.985,"endTime":1462.595,"body":"they call you, you're still"},{"speaker":"time, 3","startTime":1462.595,"endTime":1463.345,"body":"gonna get some reject."},{"speaker":"time, 3","startTime":1464.095,"endTime":1466.465,"body":"It's gonna hurt more"},{"speaker":"time, 3","startTime":1464.095,"endTime":1466.465,"body":"because you've mailed so"},{"speaker":"time, 3","startTime":1466.465,"endTime":1469.555,"body":"much, you're so excited"},{"speaker":"time, 3","startTime":1466.465,"endTime":1469.555,"body":"that one or two rejections"},{"speaker":"time, 3","startTime":1469.555,"endTime":1470.425,"body":"are gonna hurt even more."},{"speaker":"time, 3","startTime":1470.875,"endTime":1473.665,"body":"So I don't think mailing"},{"speaker":"time, 3","startTime":1470.875,"endTime":1473.665,"body":"will help you avoid what I"},{"speaker":"time, 3","startTime":1473.665,"endTime":1474.895,"body":"think you're trying to avoid."},{"speaker":"time, 3","startTime":1475.195,"endTime":1476.545,"body":"I'm, I'm kind of mind"},{"speaker":"time, 3","startTime":1475.195,"endTime":1476.545,"body":"reading here cause you have"},{"speaker":"time, 3","startTime":1476.55,"endTime":1479.425,"body":"a microphone, but I'm saying"},{"speaker":"time, 3","startTime":1476.55,"endTime":1479.425,"body":"in general, when agents ask"},{"speaker":"time, 3","startTime":1479.425,"endTime":1482.335,"body":"about mailing, it's a trying"},{"speaker":"time, 3","startTime":1479.425,"endTime":1482.335,"body":"to avoid the phone call."},{"speaker":"time, 3","startTime":1482.335,"endTime":1485.455,"body":"Now if you're build a"},{"speaker":"time, 3","startTime":1482.335,"endTime":1485.455,"body":"good business, whatever"},{"speaker":"time, 3","startTime":1485.455,"endTime":1486.055,"body":"that means to you."},{"speaker":"time, 3","startTime":1487.45,"endTime":1489.003,"body":"in your mailing and I'm sorry."},{"speaker":"time, 3","startTime":1489.003,"endTime":1489.633,"body":"And phone calling."},{"speaker":"time, 3","startTime":1489.993,"endTime":1491.433,"body":"Let's say like, like"},{"speaker":"time, 3","startTime":1489.993,"endTime":1491.433,"body":"Courtney said, he's  cold"},{"speaker":"time, 3","startTime":1491.433,"endTime":1492.063,"body":"calling every day."},{"speaker":"time, 3","startTime":1492.603,"endTime":1494.883,"body":"At some point, if Courtney has"},{"speaker":"time, 3","startTime":1492.603,"endTime":1494.883,"body":"money, he wants to reinvest"},{"speaker":"time, 3","startTime":1494.883,"endTime":1496.623,"body":"and add mailing to that mix."},{"speaker":"time, 3","startTime":1496.623,"endTime":1496.983,"body":"Great."},{"speaker":"time, 3","startTime":1497.823,"endTime":1499.323,"body":"Because now he knows"},{"speaker":"time, 3","startTime":1497.823,"endTime":1499.323,"body":"how to convert those"},{"speaker":"time, 3","startTime":1499.323,"endTime":1500.313,"body":"leads that come in."},{"speaker":"time, 3","startTime":1500.913,"endTime":1502.653,"body":"But if you don't do that,"},{"speaker":"time, 3","startTime":1500.913,"endTime":1502.653,"body":"I think you're really just"},{"speaker":"time, 3","startTime":1502.658,"endTime":1503.373,"body":"throwing your money away."},{"speaker":"time, 3","startTime":1503.403,"endTime":1510.003,"body":"And I talk to agents every day"},{"speaker":"time, 3","startTime":1503.403,"endTime":1510.003,"body":"who mailed out once and quit"},{"speaker":"time, 3","startTime":1510.093,"endTime":1511.983,"body":"cuz it didn't work every day."},{"speaker":"time, 3","startTime":1512.457,"endTime":1513.297,"body":"So don't be that."},{"speaker":"time, 3","startTime":1514.632,"endTime":1515.022,"body":". Okay."},{"speaker":"time, 3","startTime":1515.052,"endTime":1516.822,"body":"And again, I'm not selling"},{"speaker":"time, 3","startTime":1515.052,"endTime":1516.822,"body":"mailing, so I can say"},{"speaker":"time, 3","startTime":1516.822,"endTime":1518.382,"body":"that with all sincerity."},{"speaker":"time, 3","startTime":1519.942,"endTime":1522.162,"body":"Um, Chris asks, have I"},{"speaker":"time, 3","startTime":1519.942,"endTime":1522.162,"body":"seen an increase in probate"},{"speaker":"time, 3","startTime":1522.162,"endTime":1523.152,"body":"trust leads and deals?"},{"speaker":"time, 3","startTime":1523.152,"endTime":1524.862,"body":"Has there been any"},{"speaker":"time, 3","startTime":1523.152,"endTime":1524.862,"body":"geographic focus you've seen?"},{"speaker":"time, 3","startTime":1524.862,"endTime":1525.882,"body":"Nationwide or California?"},{"speaker":"time, 3","startTime":1526.482,"endTime":1529.452,"body":"I'm hoping anybody else's"},{"speaker":"time, 3","startTime":1526.482,"endTime":1529.452,"body":"input personally seems"},{"speaker":"time, 3","startTime":1529.452,"endTime":1530.592,"body":"about the same to me."},{"speaker":"time, 3","startTime":1530.652,"endTime":1532.467,"body":"Uh, I've been working hard."},{"speaker":"time, 3","startTime":1532.467,"endTime":1533.877,"body":"I got, I got some good leads."},{"speaker":"time, 3","startTime":1533.877,"endTime":1534.837,"body":"I got some good deals."},{"speaker":"time, 3","startTime":1534.837,"endTime":1537.327,"body":"I got some good escrows,"},{"speaker":"time, 3","startTime":1534.837,"endTime":1537.327,"body":"some good listings."},{"speaker":"time, 3","startTime":1537.327,"endTime":1538.017,"body":"I need more."},{"speaker":"time, 3","startTime":1538.617,"endTime":1539.547,"body":"I always need more."},{"speaker":"time, 3","startTime":1539.717,"endTime":1541.307,"body":"If you know anybody who's"},{"speaker":"time, 3","startTime":1539.717,"endTime":1541.307,"body":"looking to sell property"},{"speaker":"time, 3","startTime":1541.312,"endTime":1543.747,"body":"in, in Los Angeles or"},{"speaker":"time, 3","startTime":1541.312,"endTime":1543.747,"body":"California, please let me know."},{"speaker":"time, 3","startTime":1543.877,"endTime":1546.007,"body":"I can't say I've really"},{"speaker":"time, 3","startTime":1543.877,"endTime":1546.007,"body":"measured the diff, the"},{"speaker":"time, 3","startTime":1546.007,"endTime":1548.557,"body":"distant difference, but"},{"speaker":"time, 3","startTime":1546.007,"endTime":1548.557,"body":"there's a few less court"},{"speaker":"time, 3","startTime":1548.557,"endTime":1551.377,"body":"sales this time of year in"},{"speaker":"time, 3","startTime":1548.557,"endTime":1551.377,"body":"court, and the probate leads"},{"speaker":"time, 3","startTime":1551.377,"endTime":1552.532,"body":"are about the same monthly."},{"speaker":"time, 3","startTime":1552.952,"endTime":1555.787,"body":"I can tell you the filings in"},{"speaker":"time, 3","startTime":1552.952,"endTime":1555.787,"body":"Los Angeles County are about"},{"speaker":"time, 3","startTime":1555.787,"endTime":1558.547,"body":"the same on a monthly basis,"},{"speaker":"time, 3","startTime":1555.787,"endTime":1558.547,"body":"so I, I haven't seen any"},{"speaker":"time, 3","startTime":1558.547,"endTime":1560.257,"body":"real change one way the other"},{"speaker":"time, 3","startTime":1562.003,"endTime":1564.523,"body":"What's your process and finding"},{"speaker":"time, 3","startTime":1562.003,"endTime":1564.523,"body":"referral is not currently"},{"speaker":"time, 3","startTime":1564.523,"endTime":1565.783,"body":"in your trusted group?"},{"speaker":"time, 3","startTime":1566.379,"endTime":1569.189,"body":"I'm always looking for"},{"speaker":"time, 3","startTime":1566.379,"endTime":1569.189,"body":"people who talk to multiple"},{"speaker":"time, 3","startTime":1569.194,"endTime":1572.099,"body":"people to try and get them"},{"speaker":"time, 3","startTime":1569.194,"endTime":1572.099,"body":"to refer people to me."},{"speaker":"time, 3","startTime":1572.849,"endTime":1573.999,"body":"So I'll give you an example."},{"speaker":"time, 3","startTime":1573.999,"endTime":1576.729,"body":"I have a listing, uh, I'm"},{"speaker":"time, 3","startTime":1573.999,"endTime":1576.729,"body":"sorry, I have a buyer lead."},{"speaker":"time, 3","startTime":1576.729,"endTime":1577.809,"body":"I don't work with"},{"speaker":"time, 3","startTime":1576.729,"endTime":1577.809,"body":"buyers that often."},{"speaker":"time, 3","startTime":1577.809,"endTime":1580.363,"body":"I have investors offered"},{"speaker":"time, 3","startTime":1577.809,"endTime":1580.363,"body":"on a property and we need"},{"speaker":"time, 3","startTime":1580.368,"endTime":1582.898,"body":"to a termite so we have"},{"speaker":"time, 3","startTime":1580.368,"endTime":1582.898,"body":"to order the termite."},{"speaker":"time, 3","startTime":1583.018,"endTime":1585.118,"body":"Now, I know a lot of realtors"},{"speaker":"time, 3","startTime":1583.018,"endTime":1585.118,"body":"would avoid that and have"},{"speaker":"time, 3","startTime":1585.118,"endTime":1587.458,"body":"their TCO or whoever do it,"},{"speaker":"time, 3","startTime":1585.118,"endTime":1587.458,"body":"but I don't have a termite"},{"speaker":"time, 3","startTime":1587.463,"endTime":1589.678,"body":"vendor, so I made a point"},{"speaker":"time, 3","startTime":1587.463,"endTime":1589.678,"body":"of calling the company."},{"speaker":"time, 3","startTime":1589.918,"endTime":1590.878,"body":"They recognized me."},{"speaker":"time, 3","startTime":1590.878,"endTime":1591.748,"body":"I talked to her on the phone."},{"speaker":"time, 3","startTime":1591.753,"endTime":1594.988,"body":"I interviewed her on my"},{"speaker":"time, 3","startTime":1591.753,"endTime":1594.988,"body":"video to get her in, in to"},{"speaker":"time, 3","startTime":1594.993,"endTime":1597.358,"body":"promote her a bit and try"},{"speaker":"time, 3","startTime":1594.993,"endTime":1597.358,"body":"to pitch her on coming to"},{"speaker":"time, 3","startTime":1597.358,"endTime":1599.068,"body":"our virtual sales meeting."},{"speaker":"time, 3","startTime":1599.278,"endTime":1601.378,"body":"So, you know, how do you,"},{"speaker":"time, 3","startTime":1599.278,"endTime":1601.378,"body":"I build relationships."},{"speaker":"time, 3","startTime":1601.378,"endTime":1601.528,"body":"It's."},{"speaker":"time, 3","startTime":1602.338,"endTime":1603.598,"body":"One activity at a time."},{"speaker":"time, 3","startTime":1603.598,"endTime":1606.898,"body":"All relationships are one step,"},{"speaker":"time, 3","startTime":1603.598,"endTime":1606.898,"body":"one process, one phone call,"},{"speaker":"time, 3","startTime":1606.898,"endTime":1610.018,"body":"one email, making the extra"},{"speaker":"time, 3","startTime":1606.898,"endTime":1610.018,"body":"step, the extra phone call,"},{"speaker":"time, 3","startTime":1610.348,"endTime":1611.878,"body":"um, that other people don't do."},{"speaker":"time, 3","startTime":1611.883,"endTime":1617.338,"body":"So I don't know I have any"},{"speaker":"time, 3","startTime":1611.883,"endTime":1617.338,"body":"particular, um, uh, uh, nugget"},{"speaker":"time, 3","startTime":1617.338,"endTime":1619.738,"body":"for you events other than to"},{"speaker":"time, 3","startTime":1617.338,"endTime":1619.738,"body":"say that I'm always looking"},{"speaker":"time, 3","startTime":1619.738,"endTime":1623.758,"body":"for people I think can for"},{"speaker":"time, 3","startTime":1619.738,"endTime":1623.758,"body":"me business or can really"},{"speaker":"time, 3","startTime":1623.758,"endTime":1626.278,"body":"give my customers better"},{"speaker":"time, 3","startTime":1623.758,"endTime":1626.278,"body":"service, that in the long run"},{"speaker":"time, 3","startTime":1626.278,"endTime":1627.388,"body":"will get me better business."},{"speaker":"time, 3","startTime":1629.608,"endTime":1630.628,"body":". Um, okay."},{"speaker":"time, 3","startTime":1630.628,"endTime":1633.868,"body":"Steve says, um, I'm"},{"speaker":"time, 3","startTime":1630.628,"endTime":1633.868,"body":"having exceptional skills."},{"speaker":"time, 3","startTime":1633.958,"endTime":1634.618,"body":"Steve, you left off."},{"speaker":"time, 3","startTime":1634.618,"endTime":1635.698,"body":"I'm handsome and charming."},{"speaker":"time, 3","startTime":1636.178,"endTime":1638.008,"body":"That surprise you can"},{"speaker":"time, 3","startTime":1636.178,"endTime":1638.008,"body":"coach you also work at it."},{"speaker":"time, 3","startTime":1638.578,"endTime":1639.838,"body":"Well, thanks Steve's"},{"speaker":"time, 3","startTime":1638.578,"endTime":1639.838,"body":"very nice you to say."},{"speaker":"time, 3","startTime":1639.868,"endTime":1640.708,"body":"Thanks very much."},{"speaker":"time, 3","startTime":1640.768,"endTime":1641.638,"body":"Um, okay."},{"speaker":"time, 3","startTime":1642.238,"endTime":1647.638,"body":"And so Matthew says that"},{"speaker":"time, 3","startTime":1642.238,"endTime":1647.638,"body":"mobile homes are sold like"},{"speaker":"time, 3","startTime":1647.638,"endTime":1648.598,"body":"an automobile in most states."},{"speaker":"time, 3","startTime":1648.598,"endTime":1650.038,"body":"That's true in"},{"speaker":"time, 3","startTime":1648.598,"endTime":1650.038,"body":"California as well."},{"speaker":"time, 3","startTime":1650.248,"endTime":1653.158,"body":"Again, unless the mobile"},{"speaker":"time, 3","startTime":1650.248,"endTime":1653.158,"body":"home is attached to the"},{"speaker":"time, 3","startTime":1653.158,"endTime":1655.168,"body":"ground, then the transaction."},{"speaker":"time, 3","startTime":1656.113,"endTime":1658.903,"body":"Both the partial property of"},{"speaker":"time, 3","startTime":1656.113,"endTime":1658.903,"body":"the mobile home, but attached to"},{"speaker":"time, 3","startTime":1658.903,"endTime":1660.663,"body":"the ground, the real property."},{"speaker":"time, 3","startTime":1662.833,"endTime":1667.873,"body":"Um, okay."},{"speaker":"time, 3","startTime":1667.873,"endTime":1672.193,"body":"And how do I differentiate"},{"speaker":"time, 3","startTime":1667.873,"endTime":1672.193,"body":"my value add versus other"},{"speaker":"time, 3","startTime":1672.193,"endTime":1674.593,"body":"realtors that market my same"},{"speaker":"time, 3","startTime":1672.193,"endTime":1674.593,"body":"geographic area to attorneys"},{"speaker":"time, 3","startTime":1674.593,"endTime":1675.463,"body":"mysteries or fiduciary?"},{"speaker":"time, 3","startTime":1676.243,"endTime":1678.283,"body":"So Chris RAs ask a good"},{"speaker":"time, 3","startTime":1676.243,"endTime":1678.283,"body":"question, how do I differentiate"},{"speaker":"time, 3","startTime":1678.283,"endTime":1680.983,"body":"myself amongst the hundreds?"},{"speaker":"time, 3","startTime":1680.983,"endTime":1682.693,"body":"And you know, it's"},{"speaker":"time, 3","startTime":1680.983,"endTime":1682.693,"body":"always interesting to me."},{"speaker":"time, 3","startTime":1683.293,"endTime":1684.823,"body":", and I don't mean to"},{"speaker":"time, 3","startTime":1683.293,"endTime":1684.823,"body":"put anybody else down."},{"speaker":"time, 3","startTime":1684.828,"endTime":1688.063,"body":"I, I'm not judging anybody,"},{"speaker":"time, 3","startTime":1684.828,"endTime":1688.063,"body":"but all the time I get, uh,"},{"speaker":"time, 3","startTime":1688.063,"endTime":1690.523,"body":"I'll talk to somebody who's an"},{"speaker":"time, 3","startTime":1688.063,"endTime":1690.523,"body":"attorney or a friend and they'll"},{"speaker":"time, 3","startTime":1690.523,"endTime":1692.653,"body":"say, oh, do you know Betty Boop?"},{"speaker":"time, 3","startTime":1693.313,"endTime":1693.793,"body":"No."},{"speaker":"time, 3","startTime":1693.793,"endTime":1696.853,"body":"She's a probate expert"},{"speaker":"time, 3","startTime":1693.793,"endTime":1696.853,"body":"in, you know, your area."},{"speaker":"time, 3","startTime":1697.423,"endTime":1700.183,"body":"And I look up Betty and her"},{"speaker":"time, 3","startTime":1697.423,"endTime":1700.183,"body":"website has, she's a probate"},{"speaker":"time, 3","startTime":1700.183,"endTime":1702.673,"body":"expert, but they look in the MLS"},{"speaker":"time, 3","startTime":1700.183,"endTime":1702.673,"body":"and she doesn't do any business."},{"speaker":"time, 3","startTime":1703.393,"endTime":1707.593,"body":"And, and so I think that"},{"speaker":"time, 3","startTime":1703.393,"endTime":1707.593,"body":"too many salespeople focus"},{"speaker":"time, 3","startTime":1707.593,"endTime":1709.753,"body":"on the marketing side."},{"speaker":"time, 3","startTime":1710.248,"endTime":1713.668,"body":"And not enough on the, the"},{"speaker":"time, 3","startTime":1710.248,"endTime":1713.668,"body":"value proposition side."},{"speaker":"time, 3","startTime":1714.118,"endTime":1717.358,"body":"So when I market myself, I say,"},{"speaker":"time, 3","startTime":1714.118,"endTime":1717.358,"body":"you know, I'm not a, I'm not"},{"speaker":"time, 3","startTime":1717.358,"endTime":1720.868,"body":"a marketing coach, but if you"},{"speaker":"time, 3","startTime":1717.358,"endTime":1720.868,"body":"wanna know what I think has"},{"speaker":"time, 3","startTime":1720.868,"endTime":1724.018,"body":"worked for me to be effective"},{"speaker":"time, 3","startTime":1720.868,"endTime":1724.018,"body":"in marketing, what I've learned"},{"speaker":"time, 3","startTime":1724.018,"endTime":1727.618,"body":"in my long career, I would"},{"speaker":"time, 3","startTime":1724.018,"endTime":1727.618,"body":"say one thing is that you want"},{"speaker":"time, 3","startTime":1727.618,"endTime":1731.188,"body":"to be, that your brand, your"},{"speaker":"time, 3","startTime":1727.618,"endTime":1731.188,"body":"value proposition should be."},{"speaker":"time, 3","startTime":1732.658,"endTime":1733.738,"body":"they used to be different."},{"speaker":"time, 3","startTime":1734.368,"endTime":1736.588,"body":"There's 10,000 realtors,"},{"speaker":"time, 3","startTime":1734.368,"endTime":1736.588,"body":"a hundred thousand"},{"speaker":"time, 3","startTime":1736.588,"endTime":1737.428,"body":"realtors in my area."},{"speaker":"time, 3","startTime":1737.908,"endTime":1740.218,"body":"I, we've all been to a"},{"speaker":"time, 3","startTime":1737.908,"endTime":1740.218,"body":"networking event where people"},{"speaker":"time, 3","startTime":1740.608,"endTime":1743.518,"body":"introduce themselves and yet the"},{"speaker":"time, 3","startTime":1740.608,"endTime":1743.518,"body":"realtor, after realtor will say,"},{"speaker":"time, 3","startTime":1743.668,"endTime":1744.838,"body":"I specialize in a first time."},{"speaker":"time, 3","startTime":1744.838,"endTime":1747.838,"body":"Buyers, investors, homes,"},{"speaker":"time, 3","startTime":1744.838,"endTime":1747.838,"body":"condos, second homes, log"},{"speaker":"time, 3","startTime":1747.838,"endTime":1751.107,"body":"cabins, bridges, industrial,"},{"speaker":"time, 3","startTime":1747.838,"endTime":1751.107,"body":"commercial, you know, And,"},{"speaker":"time, 3","startTime":1751.107,"endTime":1753.717,"body":"and, and we all kind of glaze"},{"speaker":"time, 3","startTime":1751.107,"endTime":1753.717,"body":"over and forget who they are."},{"speaker":"time, 3","startTime":1754.647,"endTime":1756.447,"body":"But whenever I introduce"},{"speaker":"time, 3","startTime":1754.647,"endTime":1756.447,"body":"myself as, I'm Bill, I'm"},{"speaker":"time, 3","startTime":1756.447,"endTime":1757.767,"body":"the LA probate expert."},{"speaker":"time, 3","startTime":1757.767,"endTime":1760.047,"body":"I specialize in"},{"speaker":"time, 3","startTime":1757.767,"endTime":1760.047,"body":"probate and legal real"},{"speaker":"time, 3","startTime":1760.047,"endTime":1761.697,"body":"estate in Los Angeles."},{"speaker":"time, 3","startTime":1762.117,"endTime":1764.157,"body":"And so I really focus"},{"speaker":"time, 3","startTime":1762.117,"endTime":1764.157,"body":"in on that to everybody"},{"speaker":"time, 3","startTime":1764.157,"endTime":1766.197,"body":"I talk to in marketing."},{"speaker":"time, 3","startTime":1766.197,"endTime":1768.567,"body":"I'm only gonna do something"},{"speaker":"time, 3","startTime":1766.197,"endTime":1768.567,"body":"where I can dominate"},{"speaker":"time, 3","startTime":1768.567,"endTime":1769.527,"body":"it or be the only one."},{"speaker":"time, 3","startTime":1769.527,"endTime":1773.497,"body":"So for example, I don't"},{"speaker":"time, 3","startTime":1769.527,"endTime":1773.497,"body":"go to LA Bar Association."},{"speaker":"time, 3","startTime":1773.892,"endTime":1774.342,"body":"Events."},{"speaker":"time, 3","startTime":1774.342,"endTime":1777.952,"body":"I, I, I went there to learn"},{"speaker":"time, 3","startTime":1774.342,"endTime":1777.952,"body":"originally, but from a"},{"speaker":"time, 3","startTime":1777.957,"endTime":1780.012,"body":"marketing point of view, like"},{"speaker":"time, 3","startTime":1777.957,"endTime":1780.012,"body":"they have a networking event."},{"speaker":"time, 3","startTime":1780.042,"endTime":1781.392,"body":"I think they had it last week."},{"speaker":"time, 3","startTime":1781.752,"endTime":1783.732,"body":"I didn't go because there'll"},{"speaker":"time, 3","startTime":1781.752,"endTime":1783.732,"body":"be 20 realtors there."},{"speaker":"time, 3","startTime":1783.942,"endTime":1786.582,"body":"And I don't want attorneys"},{"speaker":"time, 3","startTime":1783.942,"endTime":1786.582,"body":"to look at me as, I'm one"},{"speaker":"time, 3","startTime":1786.582,"endTime":1788.562,"body":"of 20, I'm one of one."},{"speaker":"time, 3","startTime":1789.402,"endTime":1791.862,"body":"If there's a smaller bar"},{"speaker":"time, 3","startTime":1789.402,"endTime":1791.862,"body":"association, Santa Monica,"},{"speaker":"time, 3","startTime":1791.862,"endTime":1797.172,"body":"central City, um, uh, Pasadena,"},{"speaker":"time, 3","startTime":1791.862,"endTime":1797.172,"body":"where I'm the only realtor or"},{"speaker":"time, 3","startTime":1797.232,"endTime":1798.432,"body":"I'm the only affiliate, great."},{"speaker":"time, 3","startTime":1798.432,"endTime":1799.782,"body":"I'm, I'm willing to do that."},{"speaker":"time, 3","startTime":1800.172,"endTime":1801.522,"body":"So I think it's"},{"speaker":"time, 3","startTime":1800.172,"endTime":1801.522,"body":"important to stand."},{"speaker":"time, 3","startTime":1802.512,"endTime":1803.802,"body":"and differentiate yourself."},{"speaker":"time, 3","startTime":1803.832,"endTime":1806.832,"body":"And I don't, I do think that"},{"speaker":"time, 3","startTime":1803.832,"endTime":1806.832,"body":"in general, realtors are looked"},{"speaker":"time, 3","startTime":1806.832,"endTime":1809.682,"body":"down on by attorneys, so I"},{"speaker":"time, 3","startTime":1806.832,"endTime":1809.682,"body":"don't wanna look like a realtor."},{"speaker":"time, 3","startTime":1810.042,"endTime":1811.602,"body":"I wanna look like"},{"speaker":"time, 3","startTime":1810.042,"endTime":1811.602,"body":"a probate expert."},{"speaker":"time, 3","startTime":1812.682,"endTime":1815.052,"body":"And so I to urge each of"},{"speaker":"time, 3","startTime":1812.682,"endTime":1815.052,"body":"you to think about what your"},{"speaker":"time, 3","startTime":1815.052,"endTime":1817.902,"body":"area of expertise is, and"},{"speaker":"time, 3","startTime":1815.052,"endTime":1817.902,"body":"you want people to look at"},{"speaker":"time, 3","startTime":1817.907,"endTime":1819.702,"body":"you as the expert in that."},{"speaker":"time, 3","startTime":1820.407,"endTime":1823.137,"body":"maybe it's YouTubes, maybe"},{"speaker":"time, 3","startTime":1820.407,"endTime":1823.137,"body":"Courtney goes on to become"},{"speaker":"time, 3","startTime":1823.137,"endTime":1825.927,"body":"a YouTube influencer in"},{"speaker":"time, 3","startTime":1823.137,"endTime":1825.927,"body":"his market area and he"},{"speaker":"time, 3","startTime":1825.927,"endTime":1827.787,"body":"interviews businesses and"},{"speaker":"time, 3","startTime":1825.927,"endTime":1827.787,"body":"gets publicity that way."},{"speaker":"time, 3","startTime":1827.787,"endTime":1828.327,"body":"Great."},{"speaker":"time, 3","startTime":1828.837,"endTime":1832.137,"body":"Then he's not an investor, he's"},{"speaker":"time, 3","startTime":1828.837,"endTime":1832.137,"body":"a YouTube builder, whatever"},{"speaker":"time, 3","startTime":1832.137,"endTime":1835.527,"body":"market share person, whatever"},{"speaker":"time, 3","startTime":1832.137,"endTime":1835.527,"body":"the words work for you."},{"speaker":"time, 3","startTime":1835.827,"endTime":1837.177,"body":"So I think you have"},{"speaker":"time, 3","startTime":1835.827,"endTime":1837.177,"body":"to think about that."},{"speaker":"time, 3","startTime":1837.177,"endTime":1839.877,"body":"So I would say, how do I"},{"speaker":"time, 3","startTime":1837.177,"endTime":1839.877,"body":"differentiate myself is"},{"speaker":"time, 3","startTime":1839.877,"endTime":1844.557,"body":"I'm laser focused on the"},{"speaker":"time, 3","startTime":1839.877,"endTime":1844.557,"body":"value I create and I wanna"},{"speaker":"time, 3","startTime":1844.557,"endTime":1847.497,"body":"be the only person in that"},{"speaker":"time, 3","startTime":1844.557,"endTime":1847.497,"body":"market presenting that way."},{"speaker":"time, 3","startTime":1848.752,"endTime":1850.792,"body":"and I jumped into that"},{"speaker":"time, 3","startTime":1848.752,"endTime":1850.792,"body":"market to fill it up."},{"speaker":"time, 3","startTime":1850.792,"endTime":1852.202,"body":"I couldn't believe"},{"speaker":"time, 3","startTime":1850.792,"endTime":1852.202,"body":"nobody else was doing any"},{"speaker":"time, 3","startTime":1852.202,"endTime":1854.332,"body":"podcasts on probate in la."},{"speaker":"time, 3","startTime":1854.362,"endTime":1856.642,"body":"So I jumped in and, and"},{"speaker":"time, 3","startTime":1854.362,"endTime":1856.642,"body":"took off and built a"},{"speaker":"time, 3","startTime":1857.062,"endTime":1857.722,"body":"national platform with it."},{"speaker":"time, 3","startTime":1858.652,"endTime":1860.302,"body":"And I think to this day, I"},{"speaker":"time, 3","startTime":1858.652,"endTime":1860.302,"body":"don't think there's anybody"},{"speaker":"time, 3","startTime":1860.302,"endTime":1863.212,"body":"who's trying to build a"},{"speaker":"time, 3","startTime":1860.302,"endTime":1863.212,"body":"national business based"},{"speaker":"time, 3","startTime":1863.217,"endTime":1865.522,"body":"on real estate in probate."},{"speaker":"time, 3","startTime":1865.762,"endTime":1866.482,"body":"And I'm doing that."},{"speaker":"time, 3","startTime":1866.482,"endTime":1868.132,"body":"I have team members and"},{"speaker":"time, 3","startTime":1866.482,"endTime":1868.132,"body":"we're trying to build out"},{"speaker":"time, 3","startTime":1868.162,"endTime":1870.922,"body":"50 states and we work with"},{"speaker":"time, 3","startTime":1868.162,"endTime":1870.922,"body":"vendors to get referrals."},{"speaker":"time, 3","startTime":1870.922,"endTime":1871.702,"body":"That's what we're, I'm doing."},{"speaker":"time, 3","startTime":1873.992,"endTime":1874.412,"body":"Okay."},{"speaker":"time, 3","startTime":1874.412,"endTime":1875.102,"body":"Thank you Steve."},{"speaker":"time, 3","startTime":1875.102,"endTime":1875.552,"body":"Yes."},{"speaker":"time, 3","startTime":1875.552,"endTime":1876.332,"body":"You're forgiven."},{"speaker":"time, 3","startTime":1876.332,"endTime":1877.982,"body":"If you call me enhancement"},{"speaker":"time, 3","startTime":1876.332,"endTime":1877.982,"body":"charming, then you're"},{"speaker":"time, 3","startTime":1877.982,"endTime":1878.912,"body":"forgiven for sure."},{"speaker":"time, 3","startTime":1879.722,"endTime":1881.582,"body":"Um, okay, we talked about that."},{"speaker":"time, 3","startTime":1882.062,"endTime":1882.182,"body":"Uh,"},{"speaker":"time, 3","startTime":1882.182,"endTime":1882.452,"body":"Randy?"},{"speaker":"time, 3","startTime":1882.452,"endTime":1882.632,"body":"Yes."},{"speaker":"time, 3","startTime":1882.632,"endTime":1886.082,"body":"Do I mark it to pre probate"},{"speaker":"time, 3","startTime":1882.632,"endTime":1886.082,"body":"and probate leads ? I both"},{"speaker":"time, 3","startTime":1886.082,"endTime":1888.692,"body":"ask my questions, should my"},{"speaker":"time, 3","startTime":1886.082,"endTime":1888.692,"body":"direct mail be different?"},{"speaker":"time, 3","startTime":1888.697,"endTime":1891.152,"body":"If so, can you briefly"},{"speaker":"time, 3","startTime":1888.697,"endTime":1891.152,"body":"explain how you differentiate?"},{"speaker":"time, 3","startTime":1892.012,"endTime":1898.132,"body":"So I don't mail out to any"},{"speaker":"time, 3","startTime":1892.012,"endTime":1898.132,"body":"petitioners today, whether"},{"speaker":"time, 3","startTime":1898.132,"endTime":1899.962,"body":"they're pre probate or probate."},{"speaker":"time, 3","startTime":1899.992,"endTime":1903.352,"body":"I did pre covid when covid"},{"speaker":"time, 3","startTime":1899.992,"endTime":1903.352,"body":"hit, I stopped everything"},{"speaker":"time, 3","startTime":1903.352,"endTime":1907.492,"body":"and kind of re redesigned my"},{"speaker":"time, 3","startTime":1903.352,"endTime":1907.492,"body":"entire marketing business."},{"speaker":"time, 3","startTime":1907.582,"endTime":1910.928,"body":"Moved everything to offline,"},{"speaker":"time, 3","startTime":1907.582,"endTime":1910.928,"body":"to, to what call online stuff"},{"speaker":"time, 3","startTime":1910.988,"endTime":1914.348,"body":"and like this, and have not"},{"speaker":"time, 3","startTime":1910.988,"endTime":1914.348,"body":"gone back to any mailers."},{"speaker":"time, 3","startTime":1914.51,"endTime":1917.96,"body":"Um, pre probate, the only ones"},{"speaker":"time, 3","startTime":1914.51,"endTime":1917.96,"body":"who I know who do pre probate"},{"speaker":"time, 3","startTime":1918.05,"endTime":1921.77,"body":"and have built a business do"},{"speaker":"time, 3","startTime":1918.05,"endTime":1921.77,"body":"several different verticals."},{"speaker":"time, 3","startTime":1922.31,"endTime":1924.56,"body":"And then one thing they do is"},{"speaker":"time, 3","startTime":1922.31,"endTime":1924.56,"body":"they also combine the verticals."},{"speaker":"time, 3","startTime":1924.56,"endTime":1926.81,"body":"So if, if somebody's a"},{"speaker":"time, 3","startTime":1924.56,"endTime":1926.81,"body":"distress and a pre-probate and"},{"speaker":"time, 3","startTime":1926.81,"endTime":1929.63,"body":"a vacant, that's like three"},{"speaker":"time, 3","startTime":1926.81,"endTime":1929.63,"body":"points and they make sure"},{"speaker":"time, 3","startTime":1929.63,"endTime":1932.93,"body":"they, they hit those more than"},{"speaker":"time, 3","startTime":1929.63,"endTime":1932.93,"body":"they do the 2.1 s or the 1.1."},{"speaker":"time, 3","startTime":1933.77,"endTime":1936.39,"body":"Um, I don't though"},{"speaker":"time, 3","startTime":1933.77,"endTime":1936.39,"body":"market to pre probates."},{"speaker":"time, 3","startTime":1936.39,"endTime":1938.24,"body":"I think they're promising"},{"speaker":"time, 3","startTime":1936.39,"endTime":1938.24,"body":"and interesting."},{"speaker":"time, 3","startTime":1938.662,"endTime":1941.452,"body":"and then probate"},{"speaker":"time, 3","startTime":1938.662,"endTime":1941.452,"body":"leads, I buy data."},{"speaker":"time, 3","startTime":1941.818,"endTime":1945.658,"body":"but I don't mail to them or"},{"speaker":"time, 3","startTime":1941.818,"endTime":1945.658,"body":"email to them or cold call them."},{"speaker":"time, 3","startTime":1945.663,"endTime":1950.038,"body":"I, I more work referrals and"},{"speaker":"time, 3","startTime":1945.663,"endTime":1950.038,"body":"work with attorneys and, and"},{"speaker":"time, 3","startTime":1950.038,"endTime":1953.128,"body":"sources and use the data to"},{"speaker":"time, 3","startTime":1950.038,"endTime":1953.128,"body":"look up cases than I do to"},{"speaker":"time, 3","startTime":1953.128,"endTime":1954.328,"body":"actually ma market to them."},{"speaker":"time, 3","startTime":1955.468,"endTime":1958.678,"body":"But if anybody else here on"},{"speaker":"time, 3","startTime":1955.468,"endTime":1958.678,"body":"this call mails out, and I,"},{"speaker":"time, 3","startTime":1958.683,"endTime":1961.828,"body":"and here's the thing, there are"},{"speaker":"time, 3","startTime":1958.683,"endTime":1961.828,"body":"other programs that sell the."},{"speaker":"time, 3","startTime":1962.998,"endTime":1966.898,"body":"And sell the, sell the mailing"},{"speaker":"time, 3","startTime":1962.998,"endTime":1966.898,"body":"service and they're gonna"},{"speaker":"time, 3","startTime":1966.898,"endTime":1968.098,"body":"tell you how good it is."},{"speaker":"time, 3","startTime":1968.578,"endTime":1969.778,"body":"And they're only gonna"},{"speaker":"time, 3","startTime":1968.578,"endTime":1969.778,"body":"tell you how good it is."},{"speaker":"time, 3","startTime":1969.778,"endTime":1971.488,"body":"They're not gonna tell you for"},{"speaker":"time, 3","startTime":1969.778,"endTime":1971.488,"body":"anybody who, who doesn't do it."},{"speaker":"time, 3","startTime":1971.488,"endTime":1973.678,"body":"And then people call and"},{"speaker":"time, 3","startTime":1971.488,"endTime":1973.678,"body":"say, why didn't convert?"},{"speaker":"time, 3","startTime":1973.678,"endTime":1974.728,"body":"Cuz they'd make the phone calls."},{"speaker":"time, 3","startTime":1974.728,"endTime":1977.488,"body":"And I feel like there's"},{"speaker":"time, 3","startTime":1974.728,"endTime":1977.488,"body":"almost like the, uh, the"},{"speaker":"time, 3","startTime":1977.493,"endTime":1978.838,"body":"abused wife syndrome."},{"speaker":"time, 3","startTime":1979.318,"endTime":1981.718,"body":"You can always blame somebody"},{"speaker":"time, 3","startTime":1979.318,"endTime":1981.718,"body":"for not making enough phone"},{"speaker":"time, 3","startTime":1981.718,"endTime":1983.578,"body":"calls, cuz nobody's ever gonna"},{"speaker":"time, 3","startTime":1981.718,"endTime":1983.578,"body":"make all the phone calls They."},{"speaker":"time, 3","startTime":1984.158,"endTime":1985.928,"body":"and I found that with the"},{"speaker":"time, 3","startTime":1984.158,"endTime":1985.928,"body":"Mike Ferry system, that's"},{"speaker":"time, 3","startTime":1985.928,"endTime":1987.458,"body":"easy to keep them in coaching."},{"speaker":"time, 3","startTime":1987.908,"endTime":1990.098,"body":"If you can just beat on"},{"speaker":"time, 3","startTime":1987.908,"endTime":1990.098,"body":"them and it's their fault,"},{"speaker":"time, 3","startTime":1990.518,"endTime":1992.948,"body":"then your coaching is never"},{"speaker":"time, 3","startTime":1990.518,"endTime":1992.948,"body":"really held accountable."},{"speaker":"time, 3","startTime":1993.368,"endTime":1995.978,"body":"I don't know the mailing"},{"speaker":"time, 3","startTime":1993.368,"endTime":1995.978,"body":"works or not in all markets."},{"speaker":"time, 3","startTime":1995.983,"endTime":1997.358,"body":"I'm sure it doesn't"},{"speaker":"time, 3","startTime":1995.983,"endTime":1997.358,"body":"work in all markets."},{"speaker":"time, 3","startTime":1997.388,"endTime":1999.788,"body":"I don't know if it works"},{"speaker":"time, 3","startTime":1997.388,"endTime":1999.788,"body":"in half of the markets."},{"speaker":"time, 3","startTime":2000.238,"endTime":2003.178,"body":"Um, but to, to tell"},{"speaker":"time, 3","startTime":2000.238,"endTime":2003.178,"body":"somebody it will work."},{"speaker":"time, 3","startTime":2003.568,"endTime":2005.308,"body":"I don't think I'll"},{"speaker":"time, 3","startTime":2003.568,"endTime":2005.308,"body":"just say this."},{"speaker":"time, 3","startTime":2005.308,"endTime":2006.418,"body":"I'm not gonna do that."},{"speaker":"time, 3","startTime":2006.808,"endTime":2010.138,"body":"I'm gonna tell you, test it"},{"speaker":"time, 3","startTime":2006.808,"endTime":2010.138,"body":"and see what your results"},{"speaker":"time, 3","startTime":2010.138,"endTime":2011.458,"body":"are and track your numbers."},{"speaker":"time, 3","startTime":2011.758,"endTime":2012.448,"body":"But I also will."},{"speaker":"time, 3","startTime":2013.203,"endTime":2017.283,"body":"If you're not calling first"},{"speaker":"time, 3","startTime":2013.203,"endTime":2017.283,"body":"mailing in the hopes of January"},{"speaker":"time, 3","startTime":2017.283,"endTime":2019.983,"body":"F business on the phone calls,"},{"speaker":"time, 3","startTime":2017.283,"endTime":2019.983,"body":"you're probably not gonna get"},{"speaker":"time, 3","startTime":2019.983,"endTime":2023.553,"body":"enough phone calls to ever"},{"speaker":"time, 3","startTime":2019.983,"endTime":2023.553,"body":"get good at converting the"},{"speaker":"time, 3","startTime":2023.553,"endTime":2024.903,"body":"leads to make that payoff."},{"speaker":"time, 3","startTime":2026.643,"endTime":2028.263,"body":"Um, okay, so that's my soapbox."},{"speaker":"time, 3","startTime":2028.263,"endTime":2029.043,"body":"I'll get off of that."},{"speaker":"time, 3","startTime":2029.433,"endTime":2031.593,"body":"Um, Chad says, hold yourself"},{"speaker":"time, 3","startTime":2029.433,"endTime":2031.593,"body":"out as a real estate expert,"},{"speaker":"time, 3","startTime":2031.623,"endTime":2033.613,"body":"only introduce the real estate."},{"speaker":"time, 3","startTime":2034.798,"endTime":2036.988,"body":"Uh, uh, the practice"},{"speaker":"time, 3","startTime":2034.798,"endTime":2036.988,"body":"if necessary."},{"speaker":"time, 3","startTime":2037.018,"endTime":2037.378,"body":"Okay."},{"speaker":"time, 3","startTime":2037.618,"endTime":2040.528,"body":"I, I'm not gonna say disagree"},{"speaker":"time, 3","startTime":2037.618,"endTime":2040.528,"body":"with, with, uh, him, Vince,"},{"speaker":"time, 3","startTime":2040.528,"endTime":2043.018,"body":"I would say, uh, you know,"},{"speaker":"time, 3","startTime":2040.528,"endTime":2043.018,"body":"when I tell people I'm a"},{"speaker":"time, 3","startTime":2043.018,"endTime":2045.658,"body":"probate expert, many don't"},{"speaker":"time, 3","startTime":2043.018,"endTime":2045.658,"body":"know I'm a real estate agent."},{"speaker":"time, 3","startTime":2046.228,"endTime":2048.568,"body":"They know that can help solve"},{"speaker":"time, 3","startTime":2046.228,"endTime":2048.568,"body":"problems related to probate."},{"speaker":"time, 3","startTime":2048.868,"endTime":2050.398,"body":"So I do think there's"},{"speaker":"time, 3","startTime":2048.868,"endTime":2050.398,"body":"some truth to that."},{"speaker":"time, 3","startTime":2050.398,"endTime":2053.098,"body":"If they, here, I'm a real"},{"speaker":"time, 3","startTime":2050.398,"endTime":2053.098,"body":"estate broker first, they"},{"speaker":"time, 3","startTime":2053.098,"endTime":2055.768,"body":"assume certain things, so"},{"speaker":"time, 3","startTime":2053.098,"endTime":2055.768,"body":"I don't want that either."},{"speaker":"time, 3","startTime":2056.068,"endTime":2058.348,"body":"So I definitely hold"},{"speaker":"time, 3","startTime":2056.068,"endTime":2058.348,"body":"out my area of expertise"},{"speaker":"time, 3","startTime":2058.348,"endTime":2060.028,"body":"being probate real estate."},{"speaker":"time, 3","startTime":2060.328,"endTime":2062.548,"body":"And I would say for the rest of"},{"speaker":"time, 3","startTime":2060.328,"endTime":2062.548,"body":"you, whatever that is, and it"},{"speaker":"time, 3","startTime":2062.553,"endTime":2064.978,"body":"might be that you have all these"},{"speaker":"time, 3","startTime":2062.553,"endTime":2064.978,"body":"services to families the way."},{"speaker":"time, 3","startTime":2065.383,"endTime":2068.173,"body":"Chad coaches in it might"},{"speaker":"time, 3","startTime":2065.383,"endTime":2068.173,"body":"be pick a subset and"},{"speaker":"time, 3","startTime":2068.173,"endTime":2069.103,"body":"really go deep on those."},{"speaker":"time, 3","startTime":2069.163,"endTime":2069.973,"body":"A couple subsets."},{"speaker":"time, 3","startTime":2069.973,"endTime":2072.763,"body":"Again, I'm in a very large"},{"speaker":"time, 3","startTime":2069.973,"endTime":2072.763,"body":"metro area, one of the"},{"speaker":"time, 3","startTime":2072.763,"endTime":2075.673,"body":"largest in the country, so"},{"speaker":"time, 3","startTime":2072.763,"endTime":2075.673,"body":"I have to specialize more."},{"speaker":"time, 3","startTime":2075.673,"endTime":2079.903,"body":"I suspect in smaller suburban"},{"speaker":"time, 3","startTime":2075.673,"endTime":2079.903,"body":"rural areas, you can be more of"},{"speaker":"time, 3","startTime":2079.903,"endTime":2083.173,"body":"a full wheel service approach,"},{"speaker":"time, 3","startTime":2079.903,"endTime":2083.173,"body":"but I think in LA that's"},{"speaker":"time, 3","startTime":2083.173,"endTime":2085.063,"body":"gonna get that message can"},{"speaker":"time, 3","startTime":2083.173,"endTime":2085.063,"body":"get drowned out a little bit."},{"speaker":"time, 3","startTime":2086.893,"endTime":2089.293,"body":"Steve says, my approach"},{"speaker":"time, 3","startTime":2086.893,"endTime":2089.293,"body":"to pre-pro is different"},{"speaker":"time, 3","startTime":2089.293,"endTime":2091.183,"body":"as you're obtaining a"},{"speaker":"time, 3","startTime":2089.293,"endTime":2091.183,"body":"referral from a trusted."},{"speaker":"time, 3","startTime":2096.118,"endTime":2101.908,"body":"So, um, yeah, I get, I"},{"speaker":"time, 3","startTime":2096.118,"endTime":2101.908,"body":"get pre probate referrals."},{"speaker":"time, 3","startTime":2102.148,"endTime":2104.908,"body":"Basically, I get people who call"},{"speaker":"time, 3","startTime":2102.148,"endTime":2104.908,"body":"me before there's a probate and"},{"speaker":"time, 3","startTime":2104.908,"endTime":2106.138,"body":"help them get the probate filed."},{"speaker":"time, 3","startTime":2106.138,"endTime":2107.668,"body":"So in that sense, I'm"},{"speaker":"time, 3","startTime":2106.138,"endTime":2107.668,"body":"working at pre probates,"},{"speaker":"time, 3","startTime":2107.938,"endTime":2109.228,"body":"but I'm not targeting them."},{"speaker":"time, 3","startTime":2109.438,"endTime":2111.988,"body":"I, I've often thought maybe"},{"speaker":"time, 3","startTime":2109.438,"endTime":2111.988,"body":"I buy the pre probate data."},{"speaker":"time, 3","startTime":2112.663,"endTime":2116.353,"body":"And I run Facebook ads to them"},{"speaker":"time, 3","startTime":2112.663,"endTime":2116.353,"body":"and that they'll come to me that"},{"speaker":"time, 3","startTime":2116.353,"endTime":2120.253,"body":"way perhaps, uh, or just invite"},{"speaker":"time, 3","startTime":2116.353,"endTime":2120.253,"body":"them to my podcast or something."},{"speaker":"time, 3","startTime":2120.253,"endTime":2122.533,"body":"I've thought about that,"},{"speaker":"time, 3","startTime":2120.253,"endTime":2122.533,"body":"but to be honest, I've just,"},{"speaker":"time, 3","startTime":2122.773,"endTime":2123.763,"body":"you know, not done that."},{"speaker":"time, 3","startTime":2123.763,"endTime":2126.793,"body":"I've not been that busy where I"},{"speaker":"time, 3","startTime":2123.763,"endTime":2126.793,"body":"need to market to be probates."},{"speaker":"time, 3","startTime":2128.02,"endTime":2129.31,"body":"Daniel, see your hand up."},{"speaker":"time, 3","startTime":2129.31,"endTime":2130.6,"body":"Let's get you to"},{"speaker":"time, 3","startTime":2129.31,"endTime":2130.6,"body":"unmuted in here."},{"speaker":"time, 3","startTime":2130.66,"endTime":2131.35,"body":"How can we help you?"},{"speaker":"time, 3","startTime":2132.97,"endTime":2133.75,"body":"Uh, a couple things."},{"speaker":"time, 3","startTime":2133.75,"endTime":2137.41,"body":"One, um, you told somebody"},{"speaker":"time, 3","startTime":2133.75,"endTime":2137.41,"body":"last week, they were saying"},{"speaker":"time, 3","startTime":2137.41,"endTime":2140.38,"body":"how they got, they got, uh,"},{"speaker":"time, 3","startTime":2137.41,"endTime":2140.38,"body":"a bad call and the personal"},{"speaker":"time, 3","startTime":2140.38,"endTime":2141.37,"body":"swearing at them, whatever."},{"speaker":"time, 3","startTime":2141.79,"endTime":2143.2,"body":"You told them two things."},{"speaker":"time, 3","startTime":2143.2,"endTime":2144.82,"body":"It's either, either they're"},{"speaker":"time, 3","startTime":2143.2,"endTime":2144.82,"body":"acting outta love or they're"},{"speaker":"time, 3","startTime":2144.82,"endTime":2145.93,"body":"acting out of a cry for help."},{"speaker":"time, 3","startTime":2145.93,"endTime":2147.19,"body":"And that really"},{"speaker":"time, 3","startTime":2145.93,"endTime":2147.19,"body":"helped me this week."},{"speaker":"time, 3","startTime":2147.19,"endTime":2147.7,"body":"I had someone."},{"speaker":"time, 3","startTime":2148.735,"endTime":2152.815,"body":"and uh, I was able to just"},{"speaker":"time, 3","startTime":2148.735,"endTime":2152.815,"body":"text her and calm her down"},{"speaker":"time, 3","startTime":2152.815,"endTime":2155.035,"body":"and eventually got a thank"},{"speaker":"time, 3","startTime":2152.815,"endTime":2155.035,"body":"you and a smiley face back."},{"speaker":"time, 3","startTime":2155.035,"endTime":2155.935,"body":"So nice."},{"speaker":"time, 3","startTime":2155.965,"endTime":2157.975,"body":"Not, not any sale, but"},{"speaker":"time, 3","startTime":2155.965,"endTime":2157.975,"body":"just trying to change the"},{"speaker":"time, 3","startTime":2157.975,"endTime":2158.845,"body":"energy for that person."},{"speaker":"time, 3","startTime":2159.235,"endTime":2160.135,"body":"Well, hold on one second."},{"speaker":"time, 3","startTime":2160.345,"endTime":2161.305,"body":"Not a cell yet."},{"speaker":"time, 3","startTime":2161.395,"endTime":2164.635,"body":"I believe you're gonna get a"},{"speaker":"time, 3","startTime":2161.395,"endTime":2164.635,"body":"cell out of nowhere and not know"},{"speaker":"time, 3","startTime":2164.64,"endTime":2166.225,"body":"it comes from, and that's why."},{"speaker":"time, 3","startTime":2166.825,"endTime":2167.315,"body":"Nice."},{"speaker":"time, 3","startTime":2167.635,"endTime":2168.655,"body":"I believe that"},{"speaker":"time, 3","startTime":2167.635,"endTime":2168.655,"body":"with all my heart."},{"speaker":"time, 3","startTime":2169.615,"endTime":2169.915,"body":"Good deal."},{"speaker":"time, 3","startTime":2169.915,"endTime":2170.335,"body":"Thank you."},{"speaker":"time, 3","startTime":2170.34,"endTime":2172.075,"body":"And then, the other one"},{"speaker":"time, 3","startTime":2170.34,"endTime":2172.075,"body":"was more of a, a technical."},{"speaker":"time, 3","startTime":2172.84,"endTime":2174.94,"body":"I think I'm gonna use"},{"speaker":"time, 3","startTime":2172.84,"endTime":2174.94,"body":"this to try to talk with"},{"speaker":"time, 3","startTime":2174.94,"endTime":2176.893,"body":"an attorney just for the"},{"speaker":"time, 3","startTime":2174.94,"endTime":2176.893,"body":"opening conversation, but I"},{"speaker":"time, 3","startTime":2176.893,"endTime":2180.163,"body":"still wanna ask, I had a guy"},{"speaker":"time, 3","startTime":2176.893,"endTime":2180.163,"body":"who his wife passed away."},{"speaker":"time, 3","startTime":2180.313,"endTime":2181.603,"body":"They had six properties."},{"speaker":"time, 3","startTime":2181.993,"endTime":2182.893,"body":"I'm a little confused."},{"speaker":"time, 3","startTime":2182.893,"endTime":2185.483,"body":"I don't quite know what"},{"speaker":"time, 3","startTime":2182.893,"endTime":2185.483,"body":"to ask him, but he has, he"},{"speaker":"time, 3","startTime":2185.483,"endTime":2189.683,"body":"said his trouble is he's"},{"speaker":"time, 3","startTime":2185.483,"endTime":2189.683,"body":"trying to get the property"},{"speaker":"time, 3","startTime":2190.073,"endTime":2191.243,"body":"so he, they have a trust."},{"speaker":"time, 3","startTime":2192.533,"endTime":2194.303,"body":"The properties are"},{"speaker":"time, 3","startTime":2192.533,"endTime":2194.303,"body":"not in the trust."},{"speaker":"time, 3","startTime":2194.303,"endTime":2195.833,"body":"They bought, they have"},{"speaker":"time, 3","startTime":2194.303,"endTime":2195.833,"body":"the trust first, bought"},{"speaker":"time, 3","startTime":2195.833,"endTime":2196.673,"body":"the properties later."},{"speaker":"time, 3","startTime":2197.363,"endTime":2197.783,"body":"Classic."},{"speaker":"time, 3","startTime":2198.728,"endTime":2201.338,"body":", but the, they have a trust"},{"speaker":"time, 3","startTime":2198.728,"endTime":2201.338,"body":"account where the money"},{"speaker":"time, 3","startTime":2201.338,"endTime":2202.538,"body":"is in the trust account."},{"speaker":"time, 3","startTime":2202.568,"endTime":2202.658,"body":"Sure."},{"speaker":"time, 3","startTime":2202.658,"endTime":2204.848,"body":"And you, you can't"},{"speaker":"time, 3","startTime":2202.658,"endTime":2204.848,"body":"spend the money to take"},{"speaker":"time, 3","startTime":2204.848,"endTime":2205.808,"body":"care of the properties."},{"speaker":"time, 3","startTime":2206.258,"endTime":2208.478,"body":"Were you trying to close that FU"},{"speaker":"time, 3","startTime":2206.258,"endTime":2208.478,"body":"account and get the properties"},{"speaker":"time, 3","startTime":2208.478,"endTime":2211.588,"body":"transferred to his name, I"},{"speaker":"time, 3","startTime":2208.478,"endTime":2211.588,"body":"think, does that make sense?"},{"speaker":"time, 3","startTime":2211.588,"endTime":2213.428,"body":"Classic, classic case."},{"speaker":"time, 3","startTime":2213.868,"endTime":2216.568,"body":"so, uh, first off, your first"},{"speaker":"time, 3","startTime":2213.868,"endTime":2216.568,"body":"point, just for those who"},{"speaker":"time, 3","startTime":2216.598,"endTime":2219.718,"body":"who weren't on last week,"},{"speaker":"time, 3","startTime":2216.598,"endTime":2219.718,"body":"what I was describing was,"},{"speaker":"time, 3","startTime":2219.821,"endTime":2223.181,"body":"a belief I developed, uh,"},{"speaker":"time, 3","startTime":2219.821,"endTime":2223.181,"body":"as a result of a, a great"},{"speaker":"time, 3","startTime":2223.181,"endTime":2227.141,"body":"book, of course in Miracles"},{"speaker":"time, 3","startTime":2223.181,"endTime":2227.141,"body":"says that all communication"},{"speaker":"time, 3","startTime":2227.141,"endTime":2228.581,"body":"is either a cry for."},{"speaker":"time, 3","startTime":2229.376,"endTime":2230.576,"body":"Or an expression of love."},{"speaker":"time, 3","startTime":2230.906,"endTime":2232.556,"body":"And so when you talk, call"},{"speaker":"time, 3","startTime":2230.906,"endTime":2232.556,"body":"people on the phone and"},{"speaker":"time, 3","startTime":2232.556,"endTime":2234.026,"body":"they're mad, they're mean,"},{"speaker":"time, 3","startTime":2232.556,"endTime":2234.026,"body":"they swear aren't you."},{"speaker":"time, 3","startTime":2234.026,"endTime":2235.626,"body":"Just know it."},{"speaker":"time, 3","startTime":2235.626,"endTime":2236.876,"body":"It might not be you."},{"speaker":"time, 3","startTime":2236.876,"endTime":2239.186,"body":"It's they're expressing"},{"speaker":"time, 3","startTime":2236.876,"endTime":2239.186,"body":"some pain they're in."},{"speaker":"time, 3","startTime":2239.516,"endTime":2241.736,"body":"And you can, as long as you hear"},{"speaker":"time, 3","startTime":2239.516,"endTime":2241.736,"body":"that, and don't take it personal"},{"speaker":"time, 3","startTime":2242.066,"endTime":2245.816,"body":"act appropriately, um, but just"},{"speaker":"time, 3","startTime":2242.066,"endTime":2245.816,"body":"know it's not you necessarily."},{"speaker":"time, 3","startTime":2246.476,"endTime":2247.406,"body":"Um, that's the first part."},{"speaker":"time, 3","startTime":2247.406,"endTime":2249.466,"body":"The second part, Daniel,"},{"speaker":"time, 3","startTime":2247.406,"endTime":2249.466,"body":"um, you're in the state"},{"speaker":"time, 3","startTime":2249.466,"endTime":2250.316,"body":"of Washington, correct?"},{"speaker":"time, 3","startTime":2251.516,"endTime":2251.726,"body":"Yeah."},{"speaker":"time, 3","startTime":2251.726,"endTime":2254.186,"body":"So, uh, I know"},{"speaker":"time, 3","startTime":2251.726,"endTime":2254.186,"body":"California law real well."},{"speaker":"time, 3","startTime":2254.726,"endTime":2257.276,"body":"So what he's describing"},{"speaker":"time, 3","startTime":2254.726,"endTime":2257.276,"body":"is people create a trust."},{"speaker":"time, 3","startTime":2257.276,"endTime":2258.416,"body":"Now think of a trust like a."},{"speaker":"time, 3","startTime":2259.796,"endTime":2261.956,"body":"So imagine you go down to"},{"speaker":"time, 3","startTime":2259.796,"endTime":2261.956,"body":"the, you know, wherever"},{"speaker":"time, 3","startTime":2261.956,"endTime":2264.146,"body":"you would buy a vault, the"},{"speaker":"time, 3","startTime":2261.956,"endTime":2264.146,"body":"hardware store, or the vault"},{"speaker":"time, 3","startTime":2264.146,"endTime":2265.526,"body":"store, or the gun store."},{"speaker":"time, 3","startTime":2265.766,"endTime":2267.506,"body":"You buy this huge metal vault."},{"speaker":"time, 3","startTime":2267.776,"endTime":2271.916,"body":"It is powerful, strong, cannot"},{"speaker":"time, 3","startTime":2267.776,"endTime":2271.916,"body":"be burned, open, cannot be"},{"speaker":"time, 3","startTime":2271.916,"endTime":2273.866,"body":"broken, open, blah, blah, blah."},{"speaker":"time, 3","startTime":2273.866,"endTime":2277.106,"body":"And you install it in some"},{"speaker":"time, 3","startTime":2273.866,"endTime":2277.106,"body":"secret place in your house,"},{"speaker":"time, 3","startTime":2277.406,"endTime":2279.686,"body":"and it's bolted to the"},{"speaker":"time, 3","startTime":2277.406,"endTime":2279.686,"body":"wall, bolted the ceiling"},{"speaker":"time, 3","startTime":2279.716,"endTime":2281.246,"body":"hidden behind a fake wall."},{"speaker":"time, 3","startTime":2281.936,"endTime":2284.456,"body":"How effective is the"},{"speaker":"time, 3","startTime":2281.936,"endTime":2284.456,"body":"vault if you don't put"},{"speaker":"time, 3","startTime":2284.456,"endTime":2286.136,"body":"your stuff in the vault?"},{"speaker":"time, 3","startTime":2287.621,"endTime":2287.921,"body":"right?"},{"speaker":"time, 3","startTime":2287.921,"endTime":2291.871,"body":"So if you leave your gold and"},{"speaker":"time, 3","startTime":2287.921,"endTime":2291.871,"body":"coins and guns and valuables"},{"speaker":"time, 3","startTime":2291.876,"endTime":2294.611,"body":"outside the vault and somebody"},{"speaker":"time, 3","startTime":2291.876,"endTime":2294.611,"body":"breaks in your house, the"},{"speaker":"time, 3","startTime":2294.611,"endTime":2296.051,"body":"vault is of no value, right?"},{"speaker":"time, 3","startTime":2296.321,"endTime":2299.561,"body":"So that's what happens"},{"speaker":"time, 3","startTime":2296.321,"endTime":2299.561,"body":"when people write a trust."},{"speaker":"time, 3","startTime":2300.071,"endTime":2303.461,"body":"The trust is like a legal"},{"speaker":"time, 3","startTime":2300.071,"endTime":2303.461,"body":"vault and don't put the"},{"speaker":"time, 3","startTime":2303.461,"endTime":2305.501,"body":"assets in the trust."},{"speaker":"time, 3","startTime":2306.551,"endTime":2307.601,"body":"Very common."},{"speaker":"time, 3","startTime":2307.751,"endTime":2309.311,"body":"Two, a couple common scenarios."},{"speaker":"time, 3","startTime":2309.311,"endTime":2311.621,"body":"They write the trust,"},{"speaker":"time, 3","startTime":2309.311,"endTime":2311.621,"body":"as Daniel said."},{"speaker":"time, 3","startTime":2311.621,"endTime":2314.681,"body":"They later buy houses"},{"speaker":"time, 3","startTime":2311.621,"endTime":2314.681,"body":"and they'll buy them"},{"speaker":"time, 3","startTime":2314.741,"endTime":2315.881,"body":"deeded with the trust."},{"speaker":"time, 3","startTime":2316.646,"endTime":2317.936,"body":"and don't put them in the trust."},{"speaker":"time, 3","startTime":2317.936,"endTime":2318.776,"body":"That's a common case."},{"speaker":"time, 3","startTime":2318.776,"endTime":2322.246,"body":"Second case, this common"},{"speaker":"time, 3","startTime":2318.776,"endTime":2322.246,"body":"is they have a property"},{"speaker":"time, 3","startTime":2322.246,"endTime":2323.126,"body":"that's in the trust."},{"speaker":"time, 3","startTime":2323.576,"endTime":2325.766,"body":"And this was more"},{"speaker":"time, 3","startTime":2323.576,"endTime":2325.766,"body":"common years ago."},{"speaker":"time, 3","startTime":2325.766,"endTime":2328.226,"body":"Lenders would make them"},{"speaker":"time, 3","startTime":2325.766,"endTime":2328.226,"body":"deed it out of the trust to"},{"speaker":"time, 3","startTime":2328.226,"endTime":2331.856,"body":"refinance and they forget"},{"speaker":"time, 3","startTime":2328.226,"endTime":2331.856,"body":"to put it back in the trust."},{"speaker":"time, 3","startTime":2332.846,"endTime":2335.906,"body":"Um, and so those are common"},{"speaker":"time, 3","startTime":2332.846,"endTime":2335.906,"body":"cases where people have"},{"speaker":"time, 3","startTime":2335.906,"endTime":2338.646,"body":"assets that they probably."},{"speaker":"time, 3","startTime":2339.236,"endTime":2342.086,"body":"Meant to have the trust,"},{"speaker":"time, 3","startTime":2339.236,"endTime":2342.086,"body":"but they're not in the legal"},{"speaker":"time, 3","startTime":2342.086,"endTime":2342.926,"body":"protection of the trust."},{"speaker":"time, 3","startTime":2342.926,"endTime":2345.266,"body":"What do you do in California?"},{"speaker":"time, 3","startTime":2345.476,"endTime":2347.316,"body":"There was a famous case, HAAD."},{"speaker":"time, 3","startTime":2347.681,"endTime":2353.621,"body":"H E G G S T A A D, I think it's"},{"speaker":"time, 3","startTime":2347.681,"endTime":2353.621,"body":"called a Hanks stead petition."},{"speaker":"time, 3","startTime":2353.621,"endTime":2356.561,"body":"You make a petition to the"},{"speaker":"time, 3","startTime":2353.621,"endTime":2356.561,"body":"court to say, Hey, really,"},{"speaker":"time, 3","startTime":2356.561,"endTime":2360.311,"body":"these assets which are not"},{"speaker":"time, 3","startTime":2356.561,"endTime":2360.311,"body":"titled in the trust should be"},{"speaker":"time, 3","startTime":2360.311,"endTime":2361.841,"body":"in the trust for this reason."},{"speaker":"time, 3","startTime":2362.381,"endTime":2365.801,"body":"Maybe they were in the"},{"speaker":"time, 3","startTime":2362.381,"endTime":2365.801,"body":"trust document and never"},{"speaker":"time, 3","startTime":2366.011,"endTime":2367.031,"body":"titled into the trust."},{"speaker":"time, 3","startTime":2367.031,"endTime":2369.041,"body":"They didn't change the"},{"speaker":"time, 3","startTime":2367.031,"endTime":2369.041,"body":"title on the, on the deeds."},{"speaker":"time, 3","startTime":2369.701,"endTime":2370.841,"body":"Uh, forgot to move them in."},{"speaker":"time, 3","startTime":2370.841,"endTime":2372.791,"body":"Or maybe they meant to"},{"speaker":"time, 3","startTime":2370.841,"endTime":2372.791,"body":"have everything they"},{"speaker":"time, 3","startTime":2372.791,"endTime":2373.811,"body":"ever have in a trust."},{"speaker":"time, 3","startTime":2374.696,"endTime":2377.096,"body":", and this was left out"},{"speaker":"time, 3","startTime":2374.696,"endTime":2377.096,"body":"for no apparent other"},{"speaker":"time, 3","startTime":2377.096,"endTime":2378.596,"body":"reason than mistake."},{"speaker":"time, 3","startTime":2379.106,"endTime":2382.016,"body":"And in California, generally"},{"speaker":"time, 3","startTime":2379.106,"endTime":2382.016,"body":"that can get moved into the"},{"speaker":"time, 3","startTime":2382.016,"endTime":2384.686,"body":"trust and whatever advantages"},{"speaker":"time, 3","startTime":2382.016,"endTime":2384.686,"body":"that is for the family."},{"speaker":"time, 3","startTime":2384.836,"endTime":2386.876,"body":"I don't know the state law in"},{"speaker":"time, 3","startTime":2384.836,"endTime":2386.876,"body":"Washington, but I would ask an"},{"speaker":"time, 3","startTime":2386.881,"endTime":2389.096,"body":"attorney about that process."},{"speaker":"time, 3","startTime":2389.096,"endTime":2391.856,"body":"And again, in California's"},{"speaker":"time, 3","startTime":2389.096,"endTime":2391.856,"body":"called the Stead petition, um,"},{"speaker":"time, 3","startTime":2391.856,"endTime":2396.296,"body":"I'm sure I would guess in some"},{"speaker":"time, 3","startTime":2391.856,"endTime":2396.296,"body":"states it's no, uh, I know like"},{"speaker":"time, 3","startTime":2396.476,"endTime":2397.466,"body":"I think it was North Carolina."},{"speaker":"time, 3","startTime":2397.496,"endTime":2398.216,"body":"The answer is no."},{"speaker":"time, 3","startTime":2398.216,"endTime":2399.956,"body":"If it's not in the"},{"speaker":"time, 3","startTime":2398.216,"endTime":2399.956,"body":"trust, it's not."},{"speaker":"time, 3","startTime":2400.436,"endTime":2402.986,"body":"Uh, and the kind of figures"},{"speaker":"time, 3","startTime":2400.436,"endTime":2402.986,"body":"California would be d."},{"speaker":"time, 3","startTime":2404.116,"endTime":2405.386,"body":"I, I don't wanna get"},{"speaker":"time, 3","startTime":2404.116,"endTime":2405.386,"body":"into politics of it,"},{"speaker":"time, 3","startTime":2405.386,"endTime":2406.676,"body":"but doesn't surprise me."},{"speaker":"time, 3","startTime":2406.676,"endTime":2408.326,"body":"That's our law or our rules."},{"speaker":"time, 3","startTime":2408.686,"endTime":2411.236,"body":"But in, in other states, I"},{"speaker":"time, 3","startTime":2408.686,"endTime":2411.236,"body":"do know there are some states"},{"speaker":"time, 3","startTime":2411.236,"endTime":2414.296,"body":"that will allow you to say,"},{"speaker":"time, 3","startTime":2411.236,"endTime":2414.296,"body":"well, should it be the trust?"},{"speaker":"time, 3","startTime":2414.301,"endTime":2415.646,"body":"Was it meant to be the trust?"},{"speaker":"time, 3","startTime":2417.356,"endTime":2420.686,"body":"Well, you're saying to that"},{"speaker":"time, 3","startTime":2417.356,"endTime":2420.686,"body":"they can use that type of,"},{"speaker":"time, 3","startTime":2420.986,"endTime":2423.626,"body":"uh, the petition type thing"},{"speaker":"time, 3","startTime":2420.986,"endTime":2423.626,"body":"to get the, the six properties"},{"speaker":"time, 3","startTime":2423.626,"endTime":2425.486,"body":"into the trust in California."},{"speaker":"time, 3","startTime":2426.191,"endTime":2429.671,"body":"So I think you need to ask an"},{"speaker":"time, 3","startTime":2426.191,"endTime":2429.671,"body":"attorney does that exist in"},{"speaker":"time, 3","startTime":2429.881,"endTime":2432.461,"body":"Washington State and the term"},{"speaker":"time, 3","startTime":2429.881,"endTime":2432.461,"body":"you might wanna use is, is an"},{"speaker":"time, 3","startTime":2432.461,"endTime":2435.371,"body":"equivalent of a stead petition"},{"speaker":"time, 3","startTime":2432.461,"endTime":2435.371,"body":"in the state of Washington."},{"speaker":"time, 3","startTime":2436.121,"endTime":2436.511,"body":"Okay."},{"speaker":"time, 3","startTime":2436.901,"endTime":2439.991,"body":"And then what about the funds he"},{"speaker":"time, 3","startTime":2436.901,"endTime":2439.991,"body":"has in the bank account so that"},{"speaker":"time, 3","startTime":2440.051,"endTime":2443.501,"body":"now at that point that he could"},{"speaker":"time, 3","startTime":2440.051,"endTime":2443.501,"body":"use the trust account to manage"},{"speaker":"time, 3","startTime":2443.501,"endTime":2444.671,"body":"the properties financially?"},{"speaker":"time, 3","startTime":2444.671,"endTime":2445.322,"body":"Is that what you're saying?"},{"speaker":"time, 3","startTime":2446.411,"endTime":2447.221,"body":"Well, yeah."},{"speaker":"time, 3","startTime":2448.466,"endTime":2451.136,"body":". So you're saying the bank"},{"speaker":"time, 3","startTime":2448.466,"endTime":2451.136,"body":"counts were titled in the trust,"},{"speaker":"time, 3","startTime":2451.346,"endTime":2452.756,"body":"which means the trust assets."},{"speaker":"time, 3","startTime":2452.906,"endTime":2453.466,"body":"Right."},{"speaker":"time, 3","startTime":2453.471,"endTime":2455.666,"body":"The houses are not"},{"speaker":"time, 3","startTime":2453.471,"endTime":2455.666,"body":"in a trust, right?"},{"speaker":"time, 3","startTime":2455.846,"endTime":2459.836,"body":"So if they can't get them in"},{"speaker":"time, 3","startTime":2455.846,"endTime":2459.836,"body":"the trust, they become part of"},{"speaker":"time, 3","startTime":2459.836,"endTime":2463.466,"body":"the estate and sometimes they're"},{"speaker":"time, 3","startTime":2459.836,"endTime":2463.466,"body":"owned by two different people."},{"speaker":"time, 3","startTime":2463.916,"endTime":2466.316,"body":"The trust might distribute"},{"speaker":"time, 3","startTime":2463.916,"endTime":2466.316,"body":"everything to the favorite"},{"speaker":"time, 3","startTime":2466.436,"endTime":2469.286,"body":"son, and the probate might"},{"speaker":"time, 3","startTime":2466.436,"endTime":2469.286,"body":"divide things equally"},{"speaker":"time, 3","startTime":2469.286,"endTime":2471.326,"body":"amongst the good son and"},{"speaker":"time, 3","startTime":2469.286,"endTime":2471.326,"body":"the bad son, for example."},{"speaker":"time, 3","startTime":2471.956,"endTime":2474.426,"body":"And so, so if you have"},{"speaker":"time, 3","startTime":2471.956,"endTime":2474.426,"body":"money in the, in the"},{"speaker":"time, 3","startTime":2474.431,"endTime":2477.956,"body":"trust, you may or may not"},{"speaker":"time, 3","startTime":2474.431,"endTime":2477.956,"body":"wanna use it to maintain."},{"speaker":"time, 3","startTime":2478.346,"endTime":2480.806,"body":"the estate or probate"},{"speaker":"time, 3","startTime":2478.346,"endTime":2480.806,"body":"estate properties."},{"speaker":"time, 3","startTime":2481.136,"endTime":2483.056,"body":"There's some strategies"},{"speaker":"time, 3","startTime":2481.136,"endTime":2483.056,"body":"there that why you might,"},{"speaker":"time, 3","startTime":2483.056,"endTime":2484.256,"body":"why you might not want to."},{"speaker":"time, 3","startTime":2484.556,"endTime":2485.666,"body":"So it gets a little complicated."},{"speaker":"time, 3","startTime":2485.666,"endTime":2488.786,"body":"So the first thing to figure"},{"speaker":"time, 3","startTime":2485.666,"endTime":2488.786,"body":"out is can those properties"},{"speaker":"time, 3","startTime":2488.786,"endTime":2489.746,"body":"be put in the trust?"},{"speaker":"time, 3","startTime":2489.746,"endTime":2491.816,"body":"And if the answer is no, the"},{"speaker":"time, 3","startTime":2489.746,"endTime":2491.816,"body":"next question is, well, what's"},{"speaker":"time, 3","startTime":2491.821,"endTime":2492.776,"body":"the practical difference?"},{"speaker":"time, 3","startTime":2492.781,"endTime":2495.356,"body":"There's certain tax"},{"speaker":"time, 3","startTime":2492.781,"endTime":2495.356,"body":"laws, there's certain,"},{"speaker":"time, 3","startTime":2495.716,"endTime":2497.216,"body":"um, privacy differences."},{"speaker":"time, 3","startTime":2498.106,"endTime":2501.656,"body":"Uh, but also might be that,"},{"speaker":"time, 3","startTime":2498.106,"endTime":2501.656,"body":"um, again, California, we have"},{"speaker":"time, 3","startTime":2501.896,"endTime":2504.376,"body":"a set rules of absent of will."},{"speaker":"time, 3","startTime":2504.896,"endTime":2507.776,"body":"Uh, and he may, if he has a"},{"speaker":"time, 3","startTime":2504.896,"endTime":2507.776,"body":"trust, there's another question."},{"speaker":"time, 3","startTime":2508.616,"endTime":2509.846,"body":"So there's a trust."},{"speaker":"time, 3","startTime":2511.166,"endTime":2513.296,"body":"Usually as part of the"},{"speaker":"time, 3","startTime":2511.166,"endTime":2513.296,"body":"estate plan, there's a pack"},{"speaker":"time, 3","startTime":2513.296,"endTime":2515.606,"body":"part of the package where"},{"speaker":"time, 3","startTime":2513.296,"endTime":2515.606,"body":"they do a will as well."},{"speaker":"time, 3","startTime":2516.176,"endTime":2519.026,"body":"And so the will will say,"},{"speaker":"time, 3","startTime":2516.176,"endTime":2519.026,"body":"any assets, not titled that I"},{"speaker":"time, 3","startTime":2519.026,"endTime":2520.406,"body":"want to go to, to my good son."},{"speaker":"time, 3","startTime":2520.796,"endTime":2523.616,"body":"So you have to find out in his"},{"speaker":"time, 3","startTime":2520.796,"endTime":2523.616,"body":"estate plan, does he, maybe the"},{"speaker":"time, 3","startTime":2523.616,"endTime":2527.246,"body":"d maybe the assets aren't in the"},{"speaker":"time, 3","startTime":2523.616,"endTime":2527.246,"body":"trust, but part is a statement."},{"speaker":"time, 3","startTime":2527.246,"endTime":2530.726,"body":"Plan might include a will"},{"speaker":"time, 3","startTime":2527.246,"endTime":2530.726,"body":"and the will might determine"},{"speaker":"time, 3","startTime":2530.876,"endTime":2531.866,"body":"where those properties."},{"speaker":"time, 3","startTime":2533.081,"endTime":2534.491,"body":"effectuate through probate."},{"speaker":"time, 3","startTime":2534.941,"endTime":2537.401,"body":"Um, and that will or"},{"speaker":"time, 3","startTime":2534.941,"endTime":2537.401,"body":"may or may not be valid."},{"speaker":"time, 3","startTime":2537.401,"endTime":2538.991,"body":"So those are things"},{"speaker":"time, 3","startTime":2537.401,"endTime":2538.991,"body":"you should consider."},{"speaker":"time, 3","startTime":2539.771,"endTime":2540.261,"body":"Okay."},{"speaker":"time, 3","startTime":2540.461,"endTime":2540.641,"body":"Okay."},{"speaker":"time, 3","startTime":2540.641,"endTime":2541.001,"body":"Excellent."},{"speaker":"time, 3","startTime":2541.391,"endTime":2541.661,"body":"Okay."},{"speaker":"time, 3","startTime":2541.811,"endTime":2542.351,"body":"Thanks for that."},{"speaker":"time, 3","startTime":2542.741,"endTime":2543.341,"body":"Sure."},{"speaker":"time, 3","startTime":2544.121,"endTime":2544.661,"body":"Um,"},{"speaker":"time, 3","startTime":2544.691,"endTime":2547.271,"body":"Chris says, can I share any"},{"speaker":"time, 3","startTime":2544.691,"endTime":2547.271,"body":"complex deals you're working on?"},{"speaker":"time, 3","startTime":2548.051,"endTime":2548.561,"body":"Hmm."},{"speaker":"time, 3","startTime":2549.831,"endTime":2554.711,"body":"Um, I have a really good one"},{"speaker":"time, 3","startTime":2549.831,"endTime":2554.711,"body":"that, that, uh, it's gonna"},{"speaker":"time, 3","startTime":2554.711,"endTime":2557.141,"body":"close escrow in another 45 days."},{"speaker":"time, 3","startTime":2557.141,"endTime":2558.461,"body":"I'd love to talk about that one."},{"speaker":"time, 3","startTime":2559.061,"endTime":2560.681,"body":"Um, I mean, look,"},{"speaker":"time, 3","startTime":2559.061,"endTime":2560.681,"body":"a classic case for."},{"speaker":"time, 3","startTime":2561.716,"endTime":2568.136,"body":"is, I had a case where a probate"},{"speaker":"time, 3","startTime":2561.716,"endTime":2568.136,"body":"attorney who I'd worked with in"},{"speaker":"time, 3","startTime":2568.286,"endTime":2572.606,"body":"referrals from Mia Case, where"},{"speaker":"time, 3","startTime":2568.286,"endTime":2572.606,"body":"her client through probate,"},{"speaker":"time, 3","startTime":2572.666,"endTime":2577.226,"body":"owned half the property with his"},{"speaker":"time, 3","startTime":2572.666,"endTime":2577.226,"body":"stepmother and the each owned"},{"speaker":"time, 3","startTime":2577.231,"endTime":2582.176,"body":"half the stepson lived outta"},{"speaker":"time, 3","startTime":2577.231,"endTime":2582.176,"body":"state to him was just money."},{"speaker":"time, 3","startTime":2583.106,"endTime":2587.036,"body":"His stepmother, she, she had"},{"speaker":"time, 3","startTime":2583.106,"endTime":2587.036,"body":"other assets that she was."},{"speaker":"time, 3","startTime":2587.831,"endTime":2590.291,"body":"And she was happy keeping"},{"speaker":"time, 3","startTime":2587.831,"endTime":2590.291,"body":"the property cuz a motion"},{"speaker":"time, 3","startTime":2590.291,"endTime":2591.041,"body":"made her feel good."},{"speaker":"time, 3","startTime":2591.731,"endTime":2593.981,"body":"But in California there's"},{"speaker":"time, 3","startTime":2591.731,"endTime":2593.981,"body":"two parties who equally"},{"speaker":"time, 3","startTime":2593.981,"endTime":2595.421,"body":"own the property, 50 50."},{"speaker":"time, 3","startTime":2595.691,"endTime":2598.091,"body":"If either one wants to sell,"},{"speaker":"time, 3","startTime":2595.691,"endTime":2598.091,"body":"then they can force the sale."},{"speaker":"time, 3","startTime":2598.361,"endTime":2599.291,"body":"And she resisted that."},{"speaker":"time, 3","startTime":2599.291,"endTime":2601.571,"body":"So it went to a different"},{"speaker":"time, 3","startTime":2599.291,"endTime":2601.571,"body":"attorney for what's"},{"speaker":"time, 3","startTime":2601.576,"endTime":2602.651,"body":"called a petition action."},{"speaker":"time, 3","startTime":2602.656,"endTime":2604.631,"body":"So I have a parti, I"},{"speaker":"time, 3","startTime":2602.656,"endTime":2604.631,"body":"have a probate client"},{"speaker":"time, 3","startTime":2604.931,"endTime":2606.251,"body":"referral goes partition."},{"speaker":"time, 3","startTime":2606.256,"endTime":2608.291,"body":"Now there's two attorneys,"},{"speaker":"time, 3","startTime":2606.256,"endTime":2608.291,"body":"one representing him,"},{"speaker":"time, 3","startTime":2608.501,"endTime":2610.931,"body":"representing the stepmother."},{"speaker":"time, 3","startTime":2611.261,"endTime":2616.271,"body":"And the challenge is, The, the"},{"speaker":"time, 3","startTime":2611.261,"endTime":2616.271,"body":"attorney who represented my, my,"},{"speaker":"time, 3","startTime":2616.381,"endTime":2618.611,"body":"the, the guy who was referred"},{"speaker":"time, 3","startTime":2616.381,"endTime":2618.611,"body":"to me, of course he likes me,"},{"speaker":"time, 3","startTime":2618.611,"endTime":2621.491,"body":"he's referred by the attorney"},{"speaker":"time, 3","startTime":2618.611,"endTime":2621.491,"body":"that works with me and there's"},{"speaker":"time, 3","startTime":2621.491,"endTime":2623.801,"body":"generally a presumption the"},{"speaker":"time, 3","startTime":2621.491,"endTime":2623.801,"body":"other attorney's not going to."},{"speaker":"time, 3","startTime":2623.801,"endTime":2626.861,"body":"So the challenge is how"},{"speaker":"time, 3","startTime":2623.801,"endTime":2626.861,"body":"do you work your way"},{"speaker":"time, 3","startTime":2627.311,"endTime":2628.511,"body":"toward the other side?"},{"speaker":"time, 3","startTime":2628.511,"endTime":2629.621,"body":"They're already competing"},{"speaker":"time, 3","startTime":2628.511,"endTime":2629.621,"body":"with each other."},{"speaker":"time, 3","startTime":2629.621,"endTime":2630.851,"body":"They're no lies to each other."},{"speaker":"time, 3","startTime":2631.211,"endTime":2634.181,"body":"How do you get the other"},{"speaker":"time, 3","startTime":2631.211,"endTime":2634.181,"body":"attorney to least allow you"},{"speaker":"time, 3","startTime":2634.181,"endTime":2636.101,"body":"to be the agent of record"},{"speaker":"time, 3","startTime":2634.181,"endTime":2636.101,"body":"to sell the property?"},{"speaker":"time, 3","startTime":2636.106,"endTime":2636.131,"body":"Cuz."},{"speaker":"time, 3","startTime":2636.776,"endTime":2638.146,"body":"One agent can sell the property."},{"speaker":"time, 3","startTime":2638.151,"endTime":2640.646,"body":"It's easy for them both"},{"speaker":"time, 3","startTime":2638.151,"endTime":2640.646,"body":"to say, we'd both like our"},{"speaker":"time, 3","startTime":2640.646,"endTime":2642.326,"body":"agent, let's pick a third."},{"speaker":"time, 3","startTime":2642.326,"endTime":2643.316,"body":"I don't want that to happen."},{"speaker":"time, 3","startTime":2643.796,"endTime":2646.256,"body":"So I had to really reach"},{"speaker":"time, 3","startTime":2643.796,"endTime":2646.256,"body":"out and work that client"},{"speaker":"time, 3","startTime":2646.256,"endTime":2649.736,"body":"and work that agent and,"},{"speaker":"time, 3","startTime":2646.256,"endTime":2649.736,"body":"and share my expertise as"},{"speaker":"time, 3","startTime":2649.736,"endTime":2651.986,"body":"a probate, uh, realtor to."},{"speaker":"time, 3","startTime":2652.141,"endTime":2654.261,"body":"Get them to agree to let"},{"speaker":"time, 3","startTime":2652.141,"endTime":2654.261,"body":"me list the property."},{"speaker":"time, 3","startTime":2654.266,"endTime":2656.401,"body":"So I would say that's"},{"speaker":"time, 3","startTime":2654.266,"endTime":2656.401,"body":"something that, again, it's"},{"speaker":"time, 3","startTime":2656.401,"endTime":2659.971,"body":"not automatic and, and no"},{"speaker":"time, 3","startTime":2656.401,"endTime":2659.971,"body":"matter mailers and phone calls"},{"speaker":"time, 3","startTime":2660.271,"endTime":2663.211,"body":"guarantees that that's the"},{"speaker":"time, 3","startTime":2660.271,"endTime":2663.211,"body":"benefit of being an expert."},{"speaker":"time, 3","startTime":2663.211,"endTime":2666.061,"body":"That's the benefit of learning"},{"speaker":"time, 3","startTime":2663.211,"endTime":2666.061,"body":"the language, learning how to"},{"speaker":"time, 3","startTime":2666.061,"endTime":2668.791,"body":"approach attorneys in a way"},{"speaker":"time, 3","startTime":2666.061,"endTime":2668.791,"body":"that'll be effective with them."},{"speaker":"time, 3","startTime":2668.851,"endTime":2672.811,"body":"So maybe that's a, a story"},{"speaker":"time, 3","startTime":2668.851,"endTime":2672.811,"body":"I can share enough about me."},{"speaker":"time, 3","startTime":2672.811,"endTime":2675.751,"body":"I think I mentioned a small,"},{"speaker":"time, 3","startTime":2672.811,"endTime":2675.751,"body":"simple strategy from observing"},{"speaker":"time, 3","startTime":2675.751,"endTime":2678.631,"body":"probate realtor who was able"},{"speaker":"time, 3","startTime":2675.751,"endTime":2678.631,"body":"to obtain additional Oh yeah."},{"speaker":"time, 3","startTime":2679.766,"endTime":2681.926,"body":"Uh, who that Christopher"},{"speaker":"time, 3","startTime":2679.766,"endTime":2681.926,"body":"asked that question."},{"speaker":"time, 3","startTime":2682.466,"endTime":2687.146,"body":"So last week I mentioned"},{"speaker":"time, 3","startTime":2682.466,"endTime":2687.146,"body":"a small, simple strategy."},{"speaker":"time, 3","startTime":2687.151,"endTime":2689.816,"body":"I learned from watching"},{"speaker":"time, 3","startTime":2687.151,"endTime":2689.816,"body":"in court another agent."},{"speaker":"time, 3","startTime":2690.506,"endTime":2693.476,"body":"So there was a, a case"},{"speaker":"time, 3","startTime":2690.506,"endTime":2693.476,"body":"where I was there and"},{"speaker":"time, 3","startTime":2693.476,"endTime":2695.516,"body":"there was another agent."},{"speaker":"time, 3","startTime":2696.311,"endTime":2700.631,"body":"and um, I think either it"},{"speaker":"time, 3","startTime":2696.311,"endTime":2700.631,"body":"was a different case or it"},{"speaker":"time, 3","startTime":2700.631,"endTime":2702.641,"body":"was the same one and her"},{"speaker":"time, 3","startTime":2700.631,"endTime":2702.641,"body":"client won to mine loss."},{"speaker":"time, 3","startTime":2702.641,"endTime":2705.311,"body":"But at the end of the"},{"speaker":"time, 3","startTime":2702.641,"endTime":2705.311,"body":"case, this was a court"},{"speaker":"time, 3","startTime":2705.311,"endTime":2708.641,"body":"confirmation case where"},{"speaker":"time, 3","startTime":2705.311,"endTime":2708.641,"body":"there was a buyer and seller."},{"speaker":"time, 3","startTime":2708.701,"endTime":2711.281,"body":"And then the estate"},{"speaker":"time, 3","startTime":2708.701,"endTime":2711.281,"body":"brings the case to court"},{"speaker":"time, 3","startTime":2711.551,"endTime":2712.901,"body":"to confirm the sale."},{"speaker":"time, 3","startTime":2713.441,"endTime":2717.881,"body":"And a California you can"},{"speaker":"time, 3","startTime":2713.441,"endTime":2717.881,"body":"overbid the sale if you are"},{"speaker":"time, 3","startTime":2717.881,"endTime":2723.421,"body":"willing to pay more by 5% plus"},{"speaker":"time, 3","startTime":2717.881,"endTime":2723.421,"body":"$500 and show up with a 10 10."},{"speaker":"time, 3","startTime":2724.121,"endTime":2726.971,"body":"Cashier's check made out to"},{"speaker":"time, 3","startTime":2724.121,"endTime":2726.971,"body":"the estate and are willing"},{"speaker":"time, 3","startTime":2726.971,"endTime":2727.991,"body":"to waive all contingencies."},{"speaker":"time, 3","startTime":2727.991,"endTime":2728.981,"body":"Well, that's pretty bold."},{"speaker":"time, 3","startTime":2729.581,"endTime":2731.411,"body":"It works on fix and flip"},{"speaker":"time, 3","startTime":2729.581,"endTime":2731.411,"body":"houses to some degree."},{"speaker":"time, 3","startTime":2731.411,"endTime":2734.261,"body":"So in a $500,000 house,"},{"speaker":"time, 3","startTime":2731.411,"endTime":2734.261,"body":"they're bringing the sale to"},{"speaker":"time, 3","startTime":2734.261,"endTime":2739.661,"body":"the court to confirm you'd"},{"speaker":"time, 3","startTime":2734.261,"endTime":2739.661,"body":"be willing to pay $525,500"},{"speaker":"time, 3","startTime":2739.721,"endTime":2745.241,"body":"and have a check for $52,500"},{"speaker":"time, 3","startTime":2739.721,"endTime":2745.241,"body":"made out to the estate, not"},{"speaker":"time, 3","startTime":2745.241,"endTime":2748.321,"body":"to cash, not to escrow to the."},{"speaker":"time, 3","startTime":2749.216,"endTime":2751.436,"body":"and be willing to buy"},{"speaker":"time, 3","startTime":2749.216,"endTime":2751.436,"body":"the property as it is"},{"speaker":"time, 3","startTime":2751.436,"endTime":2752.486,"body":"with no contingencies."},{"speaker":"time, 3","startTime":2753.536,"endTime":2756.626,"body":"So at the end of the, at"},{"speaker":"time, 3","startTime":2753.536,"endTime":2756.626,"body":"the end of the sale, this, I"},{"speaker":"time, 3","startTime":2756.631,"endTime":2760.496,"body":"watched this other agent and"},{"speaker":"time, 3","startTime":2756.631,"endTime":2760.496,"body":"what happens is the listing"},{"speaker":"time, 3","startTime":2760.501,"endTime":2761.846,"body":"agents all try to play games."},{"speaker":"time, 3","startTime":2761.846,"endTime":2764.006,"body":"They all in my way,"},{"speaker":"time, 3","startTime":2761.846,"endTime":2764.006,"body":"for the most part."},{"speaker":"time, 3","startTime":2764.726,"endTime":2766.106,"body":"They're more focused on"},{"speaker":"time, 3","startTime":2764.726,"endTime":2766.106,"body":"their commission than"},{"speaker":"time, 3","startTime":2766.106,"endTime":2767.006,"body":"they are their client."},{"speaker":"time, 3","startTime":2767.396,"endTime":2770.036,"body":"They said more energy in the"},{"speaker":"time, 3","startTime":2767.396,"endTime":2770.036,"body":"MLS protecting their commission"},{"speaker":"time, 3","startTime":2770.041,"endTime":2770.906,"body":"than they do the client."},{"speaker":"time, 3","startTime":2771.446,"endTime":2773.486,"body":"And one of em, we'll, we'll"},{"speaker":"time, 3","startTime":2771.446,"endTime":2773.486,"body":"put some verbiage in that"},{"speaker":"time, 3","startTime":2773.486,"endTime":2776.426,"body":"says that the commissioner"},{"speaker":"time, 3","startTime":2773.486,"endTime":2776.426,"body":"split 50 50 no matter who."},{"speaker":"time, 3","startTime":2777.311,"endTime":2780.281,"body":"But the probate court in"},{"speaker":"time, 3","startTime":2777.311,"endTime":2780.281,"body":"California says that the"},{"speaker":"time, 3","startTime":2780.281,"endTime":2783.161,"body":"listing agent gets paid"},{"speaker":"time, 3","startTime":2780.281,"endTime":2783.161,"body":"commission up to the prices"},{"speaker":"time, 3","startTime":2783.161,"endTime":2786.911,"body":"they bring to court to confirm,"},{"speaker":"time, 3","startTime":2783.161,"endTime":2786.911,"body":"and all of the commission"},{"speaker":"time, 3","startTime":2787.001,"endTime":2790.031,"body":"over that on the overbid"},{"speaker":"time, 3","startTime":2787.001,"endTime":2790.031,"body":"goes to the buyer's agent."},{"speaker":"time, 3","startTime":2790.211,"endTime":2791.351,"body":"It says it in black and white."},{"speaker":"time, 3","startTime":2792.581,"endTime":2794.531,"body":"So what's happened is you have"},{"speaker":"time, 3","startTime":2792.581,"endTime":2794.531,"body":"a listing agent, agent who's"},{"speaker":"time, 3","startTime":2794.531,"endTime":2797.111,"body":"trying to say, no, I'm gonna"},{"speaker":"time, 3","startTime":2794.531,"endTime":2797.111,"body":"entitle to split that 50 50."},{"speaker":"time, 3","startTime":2798.116,"endTime":2801.206,"body":", but technically that contract"},{"speaker":"time, 3","startTime":2798.116,"endTime":2801.206,"body":"is overruled because even"},{"speaker":"time, 3","startTime":2801.206,"endTime":2805.406,"body":"though we're members of"},{"speaker":"time, 3","startTime":2801.206,"endTime":2805.406,"body":"the mls, the MLS says that"},{"speaker":"time, 3","startTime":2805.406,"endTime":2808.406,"body":"their rules are superseded"},{"speaker":"time, 3","startTime":2805.406,"endTime":2808.406,"body":"by California state law."},{"speaker":"time, 3","startTime":2808.916,"endTime":2810.176,"body":"And so it's really a battle."},{"speaker":"time, 3","startTime":2810.176,"endTime":2813.386,"body":"And some of these, some of these"},{"speaker":"time, 3","startTime":2810.176,"endTime":2813.386,"body":"agents will make an issue with"},{"speaker":"time, 3","startTime":2813.386,"endTime":2814.586,"body":"a judge, wanna argue the point."},{"speaker":"time, 3","startTime":2814.916,"endTime":2816.836,"body":"That's why when I go to"},{"speaker":"time, 3","startTime":2814.916,"endTime":2816.836,"body":"court, if you look in the back"},{"speaker":"time, 3","startTime":2816.836,"endTime":2817.976,"body":"corner, there's a blue book."},{"speaker":"time, 3","startTime":2818.276,"endTime":2820.196,"body":"I bring it with me as the"},{"speaker":"time, 3","startTime":2818.276,"endTime":2820.196,"body":"California probate code."},{"speaker":"time, 3","startTime":2820.376,"endTime":2823.316,"body":"I've, I have do here to the"},{"speaker":"time, 3","startTime":2820.376,"endTime":2823.316,"body":"page that has the commission."},{"speaker":"time, 3","startTime":2823.741,"endTime":2826.201,"body":"and I present that to the judge"},{"speaker":"time, 3","startTime":2823.741,"endTime":2826.201,"body":"and I say, look, based on public"},{"speaker":"time, 3","startTime":2826.201,"endTime":2831.271,"body":"code 1 0 1, 0.101, seven oh 0.3,"},{"speaker":"time, 3","startTime":2826.201,"endTime":2831.271,"body":"I'm entitled to the full 5%."},{"speaker":"time, 3","startTime":2831.751,"endTime":2833.371,"body":"And the judges will look"},{"speaker":"time, 3","startTime":2831.751,"endTime":2833.371,"body":"it up and, and there are"},{"speaker":"time, 3","startTime":2833.371,"endTime":2835.711,"body":"judges who've I've done"},{"speaker":"time, 3","startTime":2833.371,"endTime":2835.711,"body":"multiple times go, yes, Mr."},{"speaker":"time, 3","startTime":2835.711,"endTime":2838.081,"body":"Gross is right, and he's"},{"speaker":"time, 3","startTime":2835.711,"endTime":2838.081,"body":"entitled to the full 5%."},{"speaker":"time, 3","startTime":2838.081,"endTime":2843.451,"body":"So the 5% on the overbid, 5%"},{"speaker":"time, 3","startTime":2838.081,"endTime":2843.451,"body":"on $50,000 could be $2,500."},{"speaker":"time, 3","startTime":2843.661,"endTime":2845.281,"body":"I get all of that"},{"speaker":"time, 3","startTime":2843.661,"endTime":2845.281,"body":"instead of half of that."},{"speaker":"time, 3","startTime":2845.611,"endTime":2847.741,"body":"So I've had cases where I've"},{"speaker":"time, 3","startTime":2845.611,"endTime":2847.741,"body":"made, just watching that."},{"speaker":"time, 3","startTime":2848.606,"endTime":2851.516,"body":"And then afterwards I walked up"},{"speaker":"time, 3","startTime":2848.606,"endTime":2851.516,"body":"her and asked her great gal from"},{"speaker":"time, 3","startTime":2851.516,"endTime":2852.776,"body":"Kelly Williams in Long Beach."},{"speaker":"time, 3","startTime":2852.776,"endTime":2853.856,"body":"I'm trying to blank on her name."},{"speaker":"time, 3","startTime":2853.856,"endTime":2857.366,"body":"I try, I forget names,"},{"speaker":"time, 3","startTime":2853.856,"endTime":2857.366,"body":"but great gal, very nice."},{"speaker":"time, 3","startTime":2857.756,"endTime":2858.716,"body":"I've done it three"},{"speaker":"time, 3","startTime":2857.756,"endTime":2858.716,"body":"or four times."},{"speaker":"time, 3","startTime":2858.716,"endTime":2862.496,"body":"I've probably made $12,000"},{"speaker":"time, 3","startTime":2858.716,"endTime":2862.496,"body":"just because I learn from"},{"speaker":"time, 3","startTime":2862.501,"endTime":2864.986,"body":"her how to get the extra"},{"speaker":"time, 3","startTime":2862.501,"endTime":2864.986,"body":"commission that the court,"},{"speaker":"time, 3","startTime":2865.256,"endTime":2867.746,"body":"that the probate code, you"},{"speaker":"time, 3","startTime":2865.256,"endTime":2867.746,"body":"know, allows me to have."},{"speaker":"time, 3","startTime":2868.856,"endTime":2869.486,"body":"So there you go."},{"speaker":"time, 3","startTime":2869.486,"endTime":2871.076,"body":"So it's worth going"},{"speaker":"time, 3","startTime":2869.486,"endTime":2871.076,"body":"and paying attention."},{"speaker":"time, 3","startTime":2871.606,"endTime":2872.996,"body":". I hope that answered"},{"speaker":"time, 3","startTime":2871.606,"endTime":2872.996,"body":"your question, Chris."},{"speaker":"time, 3","startTime":2874.406,"endTime":2876.986,"body":"Um, if the props were"},{"speaker":"time, 3","startTime":2874.406,"endTime":2876.986,"body":"in the trust prior,"},{"speaker":"time, 3","startTime":2877.456,"endTime":2878.036,"body":"probably a lot easier."},{"speaker":"time, 3","startTime":2878.036,"endTime":2879.026,"body":"Get back in."},{"speaker":"time, 3","startTime":2879.266,"endTime":2882.986,"body":"Um, so Terry says, going"},{"speaker":"time, 3","startTime":2879.266,"endTime":2882.986,"body":"back to the case, we talked"},{"speaker":"time, 3","startTime":2882.991,"endTime":2884.936,"body":"about if the properties are"},{"speaker":"time, 3","startTime":2882.991,"endTime":2884.936,"body":"in or outta the trust, and"},{"speaker":"time, 3","startTime":2884.936,"endTime":2887.876,"body":"again, I'd say California,"},{"speaker":"time, 3","startTime":2884.936,"endTime":2887.876,"body":"if they're in the trust, deed"},{"speaker":"time, 3","startTime":2887.876,"endTime":2890.456,"body":"out a lot easier, get back in."},{"speaker":"time, 3","startTime":2890.456,"endTime":2895.426,"body":"But in some states,  once,"},{"speaker":"time, 3","startTime":2890.456,"endTime":2895.426,"body":"unless you deed it back in that,"},{"speaker":"time, 3","startTime":2895.426,"endTime":2896.216,"body":"that, that state doesn't care."},{"speaker":"time, 3","startTime":2896.216,"endTime":2898.286,"body":"I think North Carolina is one"},{"speaker":"time, 3","startTime":2896.216,"endTime":2898.286,"body":"of those that doesn't matter."},{"speaker":"time, 3","startTime":2898.676,"endTime":2900.446,"body":"So it again, depends"},{"speaker":"time, 3","startTime":2898.676,"endTime":2900.446,"body":"on your state law."},{"speaker":"time, 3","startTime":2900.866,"endTime":2902.606,"body":"Most things will"},{"speaker":"time, 3","startTime":2900.866,"endTime":2902.606,"body":"vary by state law."},{"speaker":"time, 3","startTime":2904.076,"endTime":2906.446,"body":"Um, does anybody successfully"},{"speaker":"time, 3","startTime":2904.076,"endTime":2906.446,"body":"invite personal representatives"},{"speaker":"time, 3","startTime":2906.446,"endTime":2909.416,"body":"of Zoom calls for questions,"},{"speaker":"time, 3","startTime":2906.446,"endTime":2909.416,"body":"similar bill's doing"},{"speaker":"time, 3","startTime":2909.416,"endTime":2910.496,"body":"with a different group?"},{"speaker":"time, 3","startTime":2910.966,"endTime":2912.266,"body":"That's a good question."},{"speaker":"time, 3","startTime":2912.686,"endTime":2916.736,"body":"Who has a call to personal"},{"speaker":"time, 3","startTime":2912.686,"endTime":2916.736,"body":"reps for questions?"},{"speaker":"time, 3","startTime":2916.741,"endTime":2919.946,"body":"Now I will say I've done that"},{"speaker":"time, 3","startTime":2916.741,"endTime":2919.946,"body":"with estate planning clients."},{"speaker":"time, 3","startTime":2920.966,"endTime":2924.206,"body":"Um, but I've never particularly"},{"speaker":"time, 3","startTime":2920.966,"endTime":2924.206,"body":"market to personal reps."},{"speaker":"time, 3","startTime":2924.206,"endTime":2926.186,"body":"I love the idea,"},{"speaker":"time, 3","startTime":2924.206,"endTime":2926.186,"body":"uh, uh, personally."},{"speaker":"time, 3","startTime":2926.726,"endTime":2930.266,"body":"Um, there was, there used"},{"speaker":"time, 3","startTime":2926.726,"endTime":2930.266,"body":"to be in LA pre Covid,"},{"speaker":"time, 3","startTime":2930.656,"endTime":2932.996,"body":"the LA Law Library, which"},{"speaker":"time, 3","startTime":2930.656,"endTime":2932.996,"body":"is across the street from"},{"speaker":"time, 3","startTime":2932.996,"endTime":2938.156,"body":"the courthouse, would have"},{"speaker":"time, 3","startTime":2932.996,"endTime":2938.156,"body":"monthly a session for free"},{"speaker":"time, 3","startTime":2938.156,"endTime":2940.166,"body":"for personal representatives"},{"speaker":"time, 3","startTime":2938.156,"endTime":2940.166,"body":"that was led by an attorney"},{"speaker":"time, 3","startTime":2940.436,"endTime":2941.246,"body":"and I would go to that."},{"speaker":"time, 3","startTime":2941.246,"endTime":2942.266,"body":"That was fantastic."},{"speaker":"time, 3","startTime":2944.501,"endTime":2948.701,"body":", um, Chris RA rules mandate"},{"speaker":"time, 3","startTime":2944.501,"endTime":2948.701,"body":"the agent commission of 5% be"},{"speaker":"time, 3","startTime":2948.701,"endTime":2952.511,"body":"split 50 50 or could a probate"},{"speaker":"time, 3","startTime":2948.701,"endTime":2952.511,"body":"listing agent market at 4%?"},{"speaker":"time, 3","startTime":2952.516,"endTime":2953.171,"body":"Yes."},{"speaker":"time, 3","startTime":2953.201,"endTime":2955.931,"body":"The listing agent can"},{"speaker":"time, 3","startTime":2953.201,"endTime":2955.931,"body":"market it at 4 0 1."},{"speaker":"time, 3","startTime":2955.931,"endTime":2959.141,"body":"Now everything is"},{"speaker":"time, 3","startTime":2955.931,"endTime":2959.141,"body":"up to the judge."},{"speaker":"time, 3","startTime":2959.741,"endTime":2962.501,"body":"So if you felt that"},{"speaker":"time, 3","startTime":2959.741,"endTime":2962.501,"body":"was unfair, you could."},{"speaker":"time, 3","startTime":2963.131,"endTime":2966.941,"body":", point that out to the judge"},{"speaker":"time, 3","startTime":2963.131,"endTime":2966.941,"body":"and say, uh, that that was, uh,"},{"speaker":"time, 3","startTime":2966.941,"endTime":2967.961,"body":"that, that commission's unfair."},{"speaker":"time, 3","startTime":2967.961,"endTime":2971.231,"body":"And the judge can, can"},{"speaker":"time, 3","startTime":2967.961,"endTime":2971.231,"body":"definitely make whatever"},{"speaker":"time, 3","startTime":2971.236,"endTime":2972.641,"body":"changes the judge wants to make."},{"speaker":"time, 3","startTime":2973.091,"endTime":2978.281,"body":"But generally speaking, when"},{"speaker":"time, 3","startTime":2973.091,"endTime":2978.281,"body":"they offer, uh, 5%, the listing"},{"speaker":"time, 3","startTime":2978.281,"endTime":2981.431,"body":"agents can offer 3, 2, 4,"},{"speaker":"time, 3","startTime":2978.281,"endTime":2981.431,"body":"1, however they wanna do it."},{"speaker":"time, 3","startTime":2981.701,"endTime":2983.091,"body":"I've seen zero commission."},{"speaker":"time, 3","startTime":2983.091,"endTime":2987.391,"body":"Now, here's what they don't"},{"speaker":"time, 3","startTime":2983.091,"endTime":2987.391,"body":"know is when you offer zero"},{"speaker":"time, 3","startTime":2987.391,"endTime":2991.071,"body":"commission, all of the overbid"},{"speaker":"time, 3","startTime":2987.391,"endTime":2991.071,"body":"definitely goes to the buyer's."},{"speaker":"time, 3","startTime":2991.796,"endTime":2994.736,"body":"Um, and then the, the court will"},{"speaker":"time, 3","startTime":2991.796,"endTime":2994.736,"body":"require you to get your Sure."},{"speaker":"time, 3","startTime":2994.736,"endTime":2997.226,"body":"What you would've got otherwise"},{"speaker":"time, 3","startTime":2994.736,"endTime":2997.226,"body":"in California probate code."},{"speaker":"time, 3","startTime":2999.056,"endTime":3001.066,"body":"Um, would the commissioner"},{"speaker":"time, 3","startTime":2999.056,"endTime":3001.066,"body":"come up a full authority to"},{"speaker":"time, 3","startTime":3001.066,"endTime":3001.786,"body":"the press representative?"},{"speaker":"time, 3","startTime":3001.791,"endTime":3001.846,"body":"No."},{"speaker":"time, 3","startTime":3001.846,"endTime":3004.936,"body":"These are only limited authority"},{"speaker":"time, 3","startTime":3001.846,"endTime":3004.936,"body":"cases with court confirmation."},{"speaker":"time, 3","startTime":3004.936,"endTime":3006.736,"body":"We're talking about"},{"speaker":"time, 3","startTime":3004.936,"endTime":3006.736,"body":"on a full authority,"},{"speaker":"time, 3","startTime":3007.456,"endTime":3009.076,"body":"unless somebody objects."},{"speaker":"time, 3","startTime":3009.076,"endTime":3010.756,"body":"Now, that's the other"},{"speaker":"time, 3","startTime":3009.076,"endTime":3010.756,"body":"thing people don't realize."},{"speaker":"time, 3","startTime":3011.146,"endTime":3014.086,"body":"Full authority is not, you can"},{"speaker":"time, 3","startTime":3011.146,"endTime":3014.086,"body":"do whatever you want to do."},{"speaker":"time, 3","startTime":3015.076,"endTime":3016.636,"body":"It's kind of like you can"},{"speaker":"time, 3","startTime":3015.076,"endTime":3016.636,"body":"do whatever you wanna do"},{"speaker":"time, 3","startTime":3016.636,"endTime":3017.926,"body":"as long as nobody object."},{"speaker":"time, 3","startTime":3019.126,"endTime":3023.896,"body":". But if, if there's other errors"},{"speaker":"time, 3","startTime":3019.126,"endTime":3023.896,"body":"and they object, if they don't"},{"speaker":"time, 3","startTime":3023.896,"endTime":3027.016,"body":"sign the notice of proposed"},{"speaker":"time, 3","startTime":3023.896,"endTime":3027.016,"body":"action and they object to"},{"speaker":"time, 3","startTime":3027.016,"endTime":3029.896,"body":"what's going on and they say,"},{"speaker":"time, 3","startTime":3027.016,"endTime":3029.896,"body":"Hey, you're not serving this"},{"speaker":"time, 3","startTime":3029.896,"endTime":3032.986,"body":"state properly, you should be"},{"speaker":"time, 3","startTime":3029.896,"endTime":3032.986,"body":"offering a, a more competitive"},{"speaker":"time, 3","startTime":3032.986,"endTime":3036.346,"body":"commission rate, then, then"},{"speaker":"time, 3","startTime":3032.986,"endTime":3036.346,"body":"now you have a, a legal case"},{"speaker":"time, 3","startTime":3036.346,"endTime":3038.476,"body":"and, and they both confide over"},{"speaker":"time, 3","startTime":3036.346,"endTime":3038.476,"body":"that and get whatever they."},{"speaker":"time, 3","startTime":3041.311,"endTime":3042.421,"body":"Uh, Terry, you're welcome."},{"speaker":"time, 3","startTime":3042.421,"endTime":3044.521,"body":"And if you ever use that"},{"speaker":"time, 3","startTime":3042.421,"endTime":3044.521,"body":"trick, please let me know"},{"speaker":"time, 3","startTime":3044.521,"endTime":3046.651,"body":"and I'll introduce you to"},{"speaker":"time, 3","startTime":3044.521,"endTime":3046.651,"body":"the gal who did that, and you"},{"speaker":"time, 3","startTime":3046.651,"endTime":3047.521,"body":"can thank her as well too."},{"speaker":"time, 3","startTime":3047.521,"endTime":3050.221,"body":"I think I sent her a Starbucks"},{"speaker":"time, 3","startTime":3047.521,"endTime":3050.221,"body":"card as a thank you one time."},{"speaker":"time, 3","startTime":3051.421,"endTime":3051.811,"body":"Okay."},{"speaker":"time, 3","startTime":3052.111,"endTime":3053.401,"body":"I think we're coming"},{"speaker":"time, 3","startTime":3052.111,"endTime":3053.401,"body":"up on the hour."},{"speaker":"time, 3","startTime":3053.461,"endTime":3054.001,"body":"Yes."},{"speaker":"time, 3","startTime":3054.361,"endTime":3057.361,"body":"Yeah, I just wanted, this is"},{"speaker":"time, 3","startTime":3054.361,"endTime":3057.361,"body":"Deborah and I just put something"},{"speaker":"time, 3","startTime":3057.361,"endTime":3058.741,"body":"in the chat very quickly."},{"speaker":"time, 3","startTime":3058.861,"endTime":3062.881,"body":"I'm working on a course"},{"speaker":"time, 3","startTime":3058.861,"endTime":3062.881,"body":"for PAs and I'm trying to"},{"speaker":"time, 3","startTime":3062.881,"endTime":3064.771,"body":"figure out how to attract."},{"speaker":"time, 3","startTime":3065.536,"endTime":3068.506,"body":"And what my material,"},{"speaker":"time, 3","startTime":3065.536,"endTime":3068.506,"body":"so I'm very early on"},{"speaker":"time, 3","startTime":3068.506,"endTime":3071.446,"body":"in this, um, this idea."},{"speaker":"time, 3","startTime":3071.896,"endTime":3073.846,"body":"But I think that would"},{"speaker":"time, 3","startTime":3071.896,"endTime":3073.846,"body":"be good for them."},{"speaker":"time, 3","startTime":3073.851,"endTime":3077.446,"body":"But I, I don't know how,"},{"speaker":"time, 3","startTime":3073.851,"endTime":3077.446,"body":"how to get 'em, I guess."},{"speaker":"time, 3","startTime":3077.656,"endTime":3079.876,"body":"So I would probably have"},{"speaker":"time, 3","startTime":3077.656,"endTime":3079.876,"body":"to go through an attorney."},{"speaker":"time, 3","startTime":3079.906,"endTime":3082.336,"body":"Of course, they would be"},{"speaker":"time, 3","startTime":3079.906,"endTime":3082.336,"body":"there to help, you know, give"},{"speaker":"time, 3","startTime":3082.336,"endTime":3083.956,"body":"their, their information."},{"speaker":"time, 3","startTime":3084.706,"endTime":3087.466,"body":"You were gonna question for"},{"speaker":"time, 3","startTime":3084.706,"endTime":3087.466,"body":"Proba, what's a pa probate"},{"speaker":"time, 3","startTime":3087.466,"endTime":3092.486,"body":"attorney, pa a personal, uh,"},{"speaker":"time, 3","startTime":3087.466,"endTime":3092.486,"body":"representative PR executor, prs."},{"speaker":"time, 3","startTime":3092.966,"endTime":3093.316,"body":"Pa."},{"speaker":"time, 3","startTime":3093.316,"endTime":3094.516,"body":"Yeah, pa, what did I say?"},{"speaker":"time, 3","startTime":3094.516,"endTime":3095.506,"body":"PA pr."},{"speaker":"time, 3","startTime":3096.076,"endTime":3096.406,"body":"Yeah."},{"speaker":"time, 3","startTime":3096.826,"endTime":3097.036,"body":"Yeah."},{"speaker":"time, 3","startTime":3097.036,"endTime":3097.756,"body":"I think it's a great idea."},{"speaker":"time, 3","startTime":3097.756,"endTime":3099.496,"body":"I think training"},{"speaker":"time, 3","startTime":3097.756,"endTime":3099.496,"body":"them would be great."},{"speaker":"time, 3","startTime":3099.496,"endTime":3100.846,"body":"I think it'd be great"},{"speaker":"time, 3","startTime":3099.496,"endTime":3100.846,"body":"resource for them."},{"speaker":"time, 3","startTime":3101.116,"endTime":3102.526,"body":"I know attorneys have"},{"speaker":"time, 3","startTime":3101.116,"endTime":3102.526,"body":"done that in the past."},{"speaker":"time, 3","startTime":3102.526,"endTime":3104.746,"body":"I think you also could be"},{"speaker":"time, 3","startTime":3102.526,"endTime":3104.746,"body":"partnered with an attorney to"},{"speaker":"time, 3","startTime":3104.746,"endTime":3107.596,"body":"do that and get their business"},{"speaker":"time, 3","startTime":3104.746,"endTime":3107.596,"body":"as well as part of that."},{"speaker":"time, 3","startTime":3107.596,"endTime":3108.956,"body":"So, Okay."},{"speaker":"time, 3","startTime":3109.516,"endTime":3110.196,"body":"Thank you."},{"speaker":"time, 3","startTime":3110.196,"endTime":3113.116,"body":"Uhhuh, . And Christopher, what"},{"speaker":"time, 3","startTime":3110.196,"endTime":3113.116,"body":"percentage of new filings in"},{"speaker":"time, 3","startTime":3113.116,"endTime":3115.876,"body":"LA are pro per probate filings?"},{"speaker":"time, 3","startTime":3116.176,"endTime":3117.886,"body":"Christopher, I have to"},{"speaker":"time, 3","startTime":3116.176,"endTime":3117.886,"body":"get, I have a spreadsheet."},{"speaker":"time, 3","startTime":3117.891,"endTime":3121.216,"body":"I could run it, but I would"},{"speaker":"time, 3","startTime":3117.891,"endTime":3121.216,"body":"say by, from memory, um,"},{"speaker":"time, 3","startTime":3121.366,"endTime":3124.486,"body":"about, um, 10, 15% are pro per."},{"speaker":"time, 3","startTime":3125.581,"endTime":3127.831,"body":"Now it's a little deceiving"},{"speaker":"time, 3","startTime":3125.581,"endTime":3127.831,"body":"because sometimes they're"},{"speaker":"time, 3","startTime":3127.831,"endTime":3130.831,"body":"filed in the name of an"},{"speaker":"time, 3","startTime":3127.831,"endTime":3130.831,"body":"attorney, but the attorney's"},{"speaker":"time, 3","startTime":3130.831,"endTime":3132.151,"body":"not really handling the case."},{"speaker":"time, 3","startTime":3132.451,"endTime":3135.241,"body":"Sometimes there's a"},{"speaker":"time, 3","startTime":3132.451,"endTime":3135.241,"body":"paralegal who's doing it."},{"speaker":"time, 3","startTime":3135.511,"endTime":3138.301,"body":"It's really pro per, but they're"},{"speaker":"time, 3","startTime":3135.511,"endTime":3138.301,"body":"filing the paperwork on a"},{"speaker":"time, 3","startTime":3138.301,"endTime":3140.491,"body":"limited representation basis."},{"speaker":"time, 3","startTime":3140.731,"endTime":3143.731,"body":"But I would say about 10, 50%"},{"speaker":"time, 3","startTime":3140.731,"endTime":3143.731,"body":"don't have an attorney to file."},{"speaker":"time, 3","startTime":3143.736,"endTime":3145.141,"body":"Um, probably cases."},{"speaker":"time, 3","startTime":3148.591,"endTime":3151.621,"body":"but I actually, in actual data,"},{"speaker":"time, 3","startTime":3148.591,"endTime":3151.621,"body":"I could, you know, if it, uh,"},{"speaker":"time, 3","startTime":3151.801,"endTime":3152.521,"body":"those are kinds of things."},{"speaker":"time, 3","startTime":3152.521,"endTime":3154.861,"body":"That's why I get the data"},{"speaker":"time, 3","startTime":3152.521,"endTime":3154.861,"body":"so that when people, when"},{"speaker":"time, 3","startTime":3154.861,"endTime":3157.021,"body":"I wanna ask that question,"},{"speaker":"time, 3","startTime":3154.861,"endTime":3157.021,"body":"I can look at it and I"},{"speaker":"time, 3","startTime":3157.021,"endTime":3158.071,"body":"update from time to time."},{"speaker":"time, 3","startTime":3158.341,"endTime":3159.841,"body":"Um, that information."},{"speaker":"time, 3","startTime":3159.901,"endTime":3167.581,"body":"Um, uh, monthly, um, how"},{"speaker":"time, 3","startTime":3159.901,"endTime":3167.581,"body":"many are filed in LA County?"},{"speaker":"time, 3","startTime":3167.761,"endTime":3171.511,"body":"There's about 400 to 500"},{"speaker":"time, 3","startTime":3167.761,"endTime":3171.511,"body":"probates filed monthly,"},{"speaker":"time, 3","startTime":3173.731,"endTime":3174.881,"body":"uh, for probate cases."},{"speaker":"time, 3","startTime":3176.041,"endTime":3178.651,"body":"but not all cases go"},{"speaker":"time, 3","startTime":3176.041,"endTime":3178.651,"body":"through 11 'em drop out."},{"speaker":"time, 3","startTime":3178.651,"endTime":3182.071,"body":"So it's um, some of these"},{"speaker":"time, 3","startTime":3178.651,"endTime":3182.071,"body":"numbers, I mean if you wanna"},{"speaker":"time, 3","startTime":3182.071,"endTime":3186.031,"body":"be technical, but there's"},{"speaker":"time, 3","startTime":3182.071,"endTime":3186.031,"body":"about four or 500 new case"},{"speaker":"time, 3","startTime":3186.031,"endTime":3188.311,"body":"numbers issued in the probate"},{"speaker":"time, 3","startTime":3186.031,"endTime":3188.311,"body":"court in LA County monthly."},{"speaker":"time, 3","startTime":3188.821,"endTime":3189.751,"body":"Okay, I think we're"},{"speaker":"time, 3","startTime":3188.821,"endTime":3189.751,"body":"gonna wrap up."},{"speaker":"time, 3","startTime":3189.756,"endTime":3192.031,"body":"That's, uh, 1258, so I"},{"speaker":"time, 3","startTime":3189.756,"endTime":3192.031,"body":"think it's a good time"},{"speaker":"time, 3","startTime":3192.031,"endTime":3193.201,"body":"to, good part to end."},{"speaker":"time, 3","startTime":3193.681,"endTime":3196.051,"body":"So real quick, let's just go"},{"speaker":"time, 3","startTime":3193.681,"endTime":3196.051,"body":"back free resources to help"},{"speaker":"time, 3","startTime":3196.051,"endTime":3196.891,"body":"you build your business."},{"speaker":"time, 3","startTime":3196.891,"endTime":3198.001,"body":"Probate mastery.com."},{"speaker":"time, 3","startTime":3198.301,"endTime":3199.411,"body":"Best place to go."},{"speaker":"time, 3","startTime":3199.651,"endTime":3202.051,"body":"You'll see on here, there's"},{"speaker":"time, 3","startTime":3199.651,"endTime":3202.051,"body":"a referral directory."},{"speaker":"time, 3","startTime":3202.321,"endTime":3203.431,"body":"There's the podcast."},{"speaker":"time, 3","startTime":3203.841,"endTime":3205.701,"body":"Which is what"},{"speaker":"time, 3","startTime":3203.841,"endTime":3205.701,"body":"you're on right now."},{"speaker":"time, 3","startTime":3205.971,"endTime":3208.041,"body":"There's YouTube channel,"},{"speaker":"time, 3","startTime":3205.971,"endTime":3208.041,"body":"all kinds of questions"},{"speaker":"time, 3","startTime":3208.046,"endTime":3208.941,"body":"with, with clips."},{"speaker":"time, 3","startTime":3208.941,"endTime":3209.931,"body":"That is a good looking guy."},{"speaker":"time, 3","startTime":3209.931,"endTime":3210.741,"body":"Who is that guy?"},{"speaker":"time, 3","startTime":3211.041,"endTime":3212.121,"body":"What a nice picture."},{"speaker":"time, 3","startTime":3212.481,"endTime":3215.541,"body":"Um, and you can sign up"},{"speaker":"time, 3","startTime":3212.481,"endTime":3215.541,"body":"there to get email reminders."},{"speaker":"time, 3","startTime":3215.541,"endTime":3216.501,"body":"You can see all the different."},{"speaker":"time, 3","startTime":3217.231,"endTime":3218.551,"body":"Formats that is offered."},{"speaker":"time, 3","startTime":3218.551,"endTime":3220.651,"body":"So definitely go to Probate"},{"speaker":"time, 3","startTime":3218.551,"endTime":3220.651,"body":"Mastery and sign up there."},{"speaker":"time, 3","startTime":3220.651,"endTime":3224.851,"body":"Also on Facebook, you can go"},{"speaker":"time, 3","startTime":3220.651,"endTime":3224.851,"body":"to the Estate Professionals"},{"speaker":"time, 3","startTime":3224.851,"endTime":3228.391,"body":"Mastermind, and then also"},{"speaker":"time, 3","startTime":3224.851,"endTime":3228.391,"body":"if you're a graduate of the"},{"speaker":"time, 3","startTime":3228.721,"endTime":3232.621,"body":"UM, probate Mastery Program,"},{"speaker":"time, 3","startTime":3228.721,"endTime":3232.621,"body":"there is an alumni group,"},{"speaker":"time, 3","startTime":3232.681,"endTime":3234.091,"body":"probate Mastery alumni."},{"speaker":"time, 3","startTime":3234.661,"endTime":3236.941,"body":"Uh, that has 1600 members."},{"speaker":"time, 3","startTime":3236.941,"endTime":3239.101,"body":"There a little more higher,"},{"speaker":"time, 3","startTime":3236.941,"endTime":3239.101,"body":"a little higher level"},{"speaker":"time, 3","startTime":3239.481,"endTime":3239.971,"body":"questions than answer."},{"speaker":"time, 3","startTime":3240.241,"endTime":3243.151,"body":"You have to be a, uh, an alumni"},{"speaker":"time, 3","startTime":3240.241,"endTime":3243.151,"body":"of the program to participate,"},{"speaker":"time, 3","startTime":3243.301,"endTime":3245.761,"body":"but if you are, make sure you"},{"speaker":"time, 3","startTime":3243.301,"endTime":3245.761,"body":"get in there and participate."},{"speaker":"time, 3","startTime":3246.151,"endTime":3247.861,"body":"As far as my programs,"},{"speaker":"time, 3","startTime":3246.151,"endTime":3247.861,"body":"I'm Bill Gross."},{"speaker":"time, 3","startTime":3247.861,"endTime":3249.211,"body":"I host probate weekly."},{"speaker":"time, 3","startTime":3249.731,"endTime":3250.741,"body":"Okay, oops."},{"speaker":"time, 3","startTime":3251.011,"endTime":3254.251,"body":"I host probate Weekly"},{"speaker":"time, 3","startTime":3251.011,"endTime":3254.251,"body":"on Thursdays at 4:00 PM"},{"speaker":"time, 3","startTime":3254.521,"endTime":3257.281,"body":"Set up@probateweekly.com"},{"speaker":"time, 3","startTime":3254.521,"endTime":3257.281,"body":"or see the past"},{"speaker":"time, 3","startTime":3257.281,"endTime":3260.431,"body":"episodes@episodes.probateweekly.com."},{"speaker":"time, 3","startTime":3260.431,"endTime":3261.811,"body":"Love to have you join"},{"speaker":"time, 3","startTime":3260.431,"endTime":3261.811,"body":"us there as well."},{"speaker":"time, 3","startTime":3261.961,"endTime":3264.181,"body":"Usually there I'm"},{"speaker":"time, 3","startTime":3261.961,"endTime":3264.181,"body":"interviewing attorneys or"},{"speaker":"time, 3","startTime":3264.181,"endTime":3266.761,"body":"vendors, whereas I try to"},{"speaker":"time, 3","startTime":3264.181,"endTime":3266.761,"body":"make this call more about."},{"speaker":"time, 3","startTime":3267.086,"endTime":3269.216,"body":"Answering questions"},{"speaker":"time, 3","startTime":3267.086,"endTime":3269.216,"body":"and more content based."},{"speaker":"time, 3","startTime":3269.216,"endTime":3271.166,"body":"So thanks for"},{"speaker":"time, 3","startTime":3269.216,"endTime":3271.166,"body":"everybody on the call."},{"speaker":"time, 3","startTime":3271.166,"endTime":3273.626,"body":"Have a great week for those"},{"speaker":"time, 3","startTime":3271.166,"endTime":3273.626,"body":"of you, uh, like me with"},{"speaker":"time, 3","startTime":3273.626,"endTime":3274.556,"body":"Jewish Happy Hanukkah."},{"speaker":"time, 3","startTime":3274.556,"endTime":3277.076,"body":"For those you are Christian"},{"speaker":"time, 3","startTime":3274.556,"endTime":3277.076,"body":"or celebrate, uh, have"},{"speaker":"time, 3","startTime":3277.076,"endTime":3278.186,"body":"a merry Christmas."},{"speaker":"time, 3","startTime":3278.366,"endTime":3280.286,"body":"For the rest of you,"},{"speaker":"time, 3","startTime":3278.366,"endTime":3280.286,"body":"enjoy your time off or"},{"speaker":"time, 3","startTime":3280.286,"endTime":3281.126,"body":"whatever it is you do."},{"speaker":"time, 3","startTime":3281.336,"endTime":3282.116,"body":"Have a great holiday."},{"speaker":"time, 3","startTime":3282.116,"endTime":3284.576,"body":"Thank you all for participation"},{"speaker":"time, 3","startTime":3282.116,"endTime":3284.576,"body":"and we'll see you all next week."},{"speaker":"time, 3","startTime":3284.581,"endTime":3285.086,"body":"Bye-bye."}]}