{"version":"1.0.0","segments":[{"startTime":0.108,"endTime":0.498,"body":"all right."},{"startTime":0.708,"endTime":4.368,"body":"So welcome everybody"},{"startTime":0.708,"endTime":4.368,"body":"to the weekly probate"},{"startTime":4.378,"endTime":6.408,"body":"mastery coaching call."},{"startTime":6.777,"endTime":8.667,"body":"Just a little bit of"},{"startTime":6.777,"endTime":8.667,"body":"housekeeping before"},{"startTime":8.667,"endTime":9.327,"body":"we get started."},{"startTime":9.327,"endTime":11.637,"body":"So this is normally we"},{"startTime":9.327,"endTime":11.637,"body":"will try to stream these"},{"startTime":11.637,"endTime":14.427,"body":"into probate mastery,"},{"startTime":11.637,"endTime":14.427,"body":"alumni, or Facebook group."},{"startTime":14.801,"endTime":16.996,"body":"We're having some trouble"},{"startTime":14.801,"endTime":16.996,"body":"with this this zoom account."},{"startTime":17.086,"endTime":18.976,"body":"So today we're just"},{"startTime":17.086,"endTime":18.976,"body":"recording this."},{"startTime":19.456,"endTime":22.636,"body":"Everyone is muted because some"},{"startTime":19.456,"endTime":22.636,"body":"folks come in and have a lot"},{"startTime":22.636,"endTime":23.536,"body":"going on in the background."},{"startTime":23.566,"endTime":25.126,"body":"Anyone can unmute themselves."},{"startTime":25.156,"endTime":27.016,"body":"You don't have to ask"},{"startTime":25.156,"endTime":27.016,"body":"or raise your hand."},{"startTime":27.016,"endTime":28.776,"body":"If you have something"},{"startTime":27.016,"endTime":28.776,"body":"to say, please jump into"},{"startTime":28.776,"endTime":30.901,"body":"the conversation because"},{"startTime":28.776,"endTime":30.901,"body":"it's hard to manage."},{"startTime":30.901,"endTime":32.971,"body":"When we get a hundred people"},{"startTime":30.901,"endTime":32.971,"body":"on here, it's hard to see"},{"startTime":33.001,"endTime":34.501,"body":"who all is wanting to talk."},{"startTime":34.676,"endTime":39.016,"body":"So I'll change this over"},{"startTime":34.676,"endTime":39.016,"body":"to the gallery and whoever"},{"startTime":39.016,"endTime":41.236,"body":"has whatever jump in, how"},{"startTime":39.016,"endTime":41.236,"body":"can we help you today?"},{"startTime":41.386,"endTime":42.196,"body":"How can we serve you?"},{"startTime":42.546,"endTime":45.876,"body":"Hey, don't forget to preface"},{"startTime":42.546,"endTime":45.876,"body":"about the podcast episode."},{"startTime":45.886,"endTime":48.567,"body":"Chris Prefontaine Chad,"},{"startTime":45.886,"endTime":48.567,"body":"they finally got together,"},{"startTime":48.567,"endTime":49.797,"body":"did a podcast episode."},{"startTime":49.797,"endTime":52.017,"body":"I've already linked to it in the"},{"startTime":49.797,"endTime":52.017,"body":"chat and I'm going to link to"},{"startTime":52.017,"endTime":53.877,"body":"it when we publish this episode."},{"startTime":53.936,"endTime":55.706,"body":"But give us an overview"},{"startTime":53.936,"endTime":55.706,"body":"of what you talked about."},{"startTime":56.296,"endTime":56.566,"body":"Yeah."},{"startTime":56.61,"endTime":59.51,"body":"For anyone who's not familiar"},{"startTime":56.61,"endTime":59.51,"body":"with Chris's work, he's the"},{"startTime":59.52,"endTime":62.13,"body":"gentleman I've recommended for"},{"startTime":59.52,"endTime":62.13,"body":"the last couple of years for"},{"startTime":62.13,"endTime":63.45,"body":"a creative financing course."},{"startTime":63.45,"endTime":64.8,"body":"Cause I haven't"},{"startTime":63.45,"endTime":64.8,"body":"gotten mine built."},{"startTime":65.14,"endTime":67.284,"body":"And I've been told and"},{"startTime":65.14,"endTime":67.284,"body":"Steve, thank you for"},{"startTime":67.284,"endTime":68.424,"body":"helping us get together."},{"startTime":68.604,"endTime":70.884,"body":"Like several people"},{"startTime":68.604,"endTime":70.884,"body":"have tried to connect us"},{"startTime":70.884,"endTime":73.464,"body":"and we're just busy and"},{"startTime":70.884,"endTime":73.464,"body":"hadn't gotten that done."},{"startTime":73.464,"endTime":75.928,"body":"So we finally got together"},{"startTime":73.464,"endTime":75.928,"body":"on a podcast and laid"},{"startTime":75.928,"endTime":76.768,"body":"down one recording."},{"startTime":76.768,"endTime":79.828,"body":"I'm pretty sure we're going to"},{"startTime":76.768,"endTime":79.828,"body":"be done books and courses and"},{"startTime":79.828,"endTime":81.478,"body":"all kinds of stuff together now."},{"startTime":81.486,"endTime":84.729,"body":"But it's Did aired on, I believe"},{"startTime":81.486,"endTime":84.729,"body":"on Friday cats dropped the"},{"startTime":84.729,"endTime":88.952,"body":"link, but we had just more of a"},{"startTime":84.729,"endTime":88.952,"body":"general conversation and, almost"},{"startTime":88.963,"endTime":90.254,"body":"these calls are turning out."},{"startTime":90.284,"endTime":94.604,"body":"It's less specific on tactics"},{"startTime":90.284,"endTime":94.604,"body":"and strategies and more"},{"startTime":94.604,"endTime":97.424,"body":"general on mindset and vision."},{"startTime":97.774,"endTime":100.764,"body":"And I find that, that"},{"startTime":97.774,"endTime":100.764,"body":"seems to be 80% plus of"},{"startTime":100.764,"endTime":102.114,"body":"the equation anyways."},{"startTime":102.204,"endTime":105.894,"body":"And I guess I'll tell you"},{"startTime":102.204,"endTime":105.894,"body":"guys this, my perception, the"},{"startTime":105.984,"endTime":108.684,"body":"I've noticed the shift between"},{"startTime":105.984,"endTime":108.684,"body":"these calls and the calls that"},{"startTime":108.684,"endTime":111.144,"body":"I've hosted for the last seven"},{"startTime":108.684,"endTime":111.144,"body":"years with all the leads."},{"startTime":111.714,"endTime":113.784,"body":"Those are very"},{"startTime":111.714,"endTime":113.784,"body":"tactical conversations."},{"startTime":113.814,"endTime":116.034,"body":"They're about how do you"},{"startTime":113.814,"endTime":116.034,"body":"do this with this letter or"},{"startTime":116.034,"endTime":118.494,"body":"this, with this part of the"},{"startTime":116.034,"endTime":118.494,"body":"website or this with marketing."},{"startTime":119.094,"endTime":121.164,"body":"And these calls tend to be more."},{"startTime":121.494,"endTime":123.054,"body":"Accountability and mindset."},{"startTime":123.054,"endTime":124.374,"body":"And I think that matters."},{"startTime":124.404,"endTime":126.645,"body":"I think that's a"},{"startTime":124.404,"endTime":126.645,"body":"critical difference."},{"startTime":127.155,"endTime":128.775,"body":"Like you guys are at"},{"startTime":127.155,"endTime":128.775,"body":"a higher level and I"},{"startTime":128.775,"endTime":129.885,"body":"really appreciate that."},{"startTime":129.885,"endTime":131.981,"body":"And that's where the"},{"startTime":129.885,"endTime":131.981,"body":"conversation was with Chris and"},{"startTime":131.981,"endTime":135.933,"body":"I, we talked more about, the"},{"startTime":131.981,"endTime":135.933,"body":"concepts then than the tactics."},{"startTime":136.283,"endTime":138.473,"body":"So anyway, I think it's"},{"startTime":136.283,"endTime":138.473,"body":"a fairly good lesson."},{"startTime":138.734,"endTime":141.044,"body":"If you haven't heard my whole"},{"startTime":138.734,"endTime":141.044,"body":"story, we talk a little bit more"},{"startTime":141.044,"endTime":144.224,"body":"about my background and exactly"},{"startTime":141.044,"endTime":144.224,"body":"why I think the way I do."},{"startTime":144.434,"endTime":146.434,"body":"And I insist on"},{"startTime":144.434,"endTime":146.434,"body":"serving at the level."},{"startTime":146.434,"endTime":146.914,"body":"I do."},{"startTime":147.054,"endTime":149.314,"body":"I haven't really talked"},{"startTime":147.054,"endTime":149.314,"body":"about that a lot publicly,"},{"startTime":149.664,"endTime":151.764,"body":"but I think it was a pretty"},{"startTime":149.664,"endTime":151.764,"body":"good episode and we've got"},{"startTime":151.764,"endTime":153.114,"body":"some other stuff coming up."},{"startTime":153.26,"endTime":155.81,"body":"I may actually be part of"},{"startTime":153.26,"endTime":155.81,"body":"his live event that he's,"},{"startTime":155.81,"endTime":157.07,"body":"he has coming up too."},{"startTime":157.07,"endTime":158.29,"body":"So check it out."},{"startTime":158.47,"endTime":159.43,"body":"Tell me what you think."},{"startTime":159.5,"endTime":161.619,"body":"Cause I haven't gotten around"},{"startTime":159.5,"endTime":161.619,"body":"the building, my creative"},{"startTime":161.619,"endTime":164.389,"body":"financing course, but I'm"},{"startTime":161.619,"endTime":164.389,"body":"happy to coach that stuff."},{"startTime":164.389,"endTime":166.369,"body":"I just haven't taken the"},{"startTime":164.389,"endTime":166.369,"body":"time to actually build"},{"startTime":166.369,"endTime":167.389,"body":"it out as a full course."},{"startTime":167.389,"endTime":169.009,"body":"So he's the one that"},{"startTime":167.389,"endTime":169.009,"body":"I've always suggested."},{"startTime":169.039,"endTime":170.799,"body":"Cause he's got good content."},{"startTime":171.149,"endTime":171.929,"body":"I need help today."},{"startTime":171.929,"endTime":174.739,"body":"Anybody, any success stories"},{"startTime":171.929,"endTime":174.739,"body":"anywhere you're getting stuck."},{"startTime":174.739,"endTime":175.279,"body":"Bill gross."},{"startTime":175.279,"endTime":176.359,"body":"Good to see you here, sir."},{"startTime":176.709,"endTime":178.899,"body":"You're muted, but you can"},{"startTime":176.709,"endTime":178.899,"body":"unmute yourself if you'd like."},{"startTime":179.249,"endTime":179.579,"body":"Yeah."},{"startTime":179.609,"endTime":179.909,"body":"Thank you."},{"startTime":179.909,"endTime":180.359,"body":"Chit chat."},{"startTime":180.359,"endTime":182.478,"body":"I just want to jump in and"},{"startTime":180.359,"endTime":182.478,"body":"say hi and listen and didn't"},{"startTime":182.478,"endTime":185.254,"body":"really have any particular"},{"startTime":182.478,"endTime":185.254,"body":"questions or issues, I you've"},{"startTime":185.254,"endTime":189.071,"body":"been my coach in probate for"},{"startTime":185.254,"endTime":189.071,"body":"two years been life-changing"},{"startTime":189.071,"endTime":191.714,"body":"experience and just looking"},{"startTime":189.071,"endTime":191.714,"body":"to get some more of that."},{"startTime":192.254,"endTime":192.464,"body":"Yeah."},{"startTime":192.494,"endTime":193.484,"body":"Thanks for being here, man."},{"startTime":193.484,"endTime":195.764,"body":"You're a great contributor,"},{"startTime":193.484,"endTime":195.764,"body":"David Pinel, you just showed"},{"startTime":195.764,"endTime":198.454,"body":"up to you to Eric Stark."},{"startTime":198.454,"endTime":199.594,"body":"I'm going to call"},{"startTime":198.454,"endTime":199.594,"body":"you out, brother."},{"startTime":199.934,"endTime":202.534,"body":"I think I appreciate"},{"startTime":199.934,"endTime":202.534,"body":"your candid review after"},{"startTime":202.534,"endTime":203.674,"body":"you finished the course."},{"startTime":203.764,"endTime":206.254,"body":"Is there anything that"},{"startTime":203.764,"endTime":206.254,"body":"we can help you with?"},{"startTime":206.604,"endTime":208.254,"body":"Yeah, I'm glad"},{"startTime":206.604,"endTime":208.254,"body":"you called me out."},{"startTime":208.304,"endTime":211.335,"body":"There, there are quite a few"},{"startTime":208.304,"endTime":211.335,"body":"things I've been doing probates,"},{"startTime":211.335,"endTime":213.945,"body":"definitely not at this level"},{"startTime":211.335,"endTime":213.945,"body":"with this level of education"},{"startTime":213.93,"endTime":215.92,"body":"that you recently exposed me to."},{"startTime":215.977,"endTime":219.289,"body":"I still find that I struggle"},{"startTime":215.977,"endTime":219.289,"body":"years ago we used to send"},{"startTime":219.289,"endTime":221.599,"body":"a letter, the inbound call"},{"startTime":219.289,"endTime":221.599,"body":"would come in, I'm going"},{"startTime":221.599,"endTime":224.59,"body":"in appointment and never"},{"startTime":221.599,"endTime":224.59,"body":"considered myself a salesman."},{"startTime":224.95,"endTime":226.72,"body":"I was just going there"},{"startTime":224.95,"endTime":226.72,"body":"to solve a problem."},{"startTime":227.23,"endTime":231.84,"body":"And nowadays it has been"},{"startTime":227.23,"endTime":231.84,"body":"extremely tough for me to"},{"startTime":232.274,"endTime":235.114,"body":"it seems like everybody's"},{"startTime":232.274,"endTime":235.114,"body":"waiting or, in the interim"},{"startTime":235.114,"endTime":236.884,"body":"when they say, Oh, we're"},{"startTime":235.114,"endTime":236.884,"body":"just waiting on this."},{"startTime":236.884,"endTime":237.844,"body":"The next time I follow up."},{"startTime":237.844,"endTime":239.727,"body":"They're like, no we got"},{"startTime":237.844,"endTime":239.727,"body":"that property under contract"},{"startTime":239.727,"endTime":240.777,"body":"and it's being sold."},{"startTime":240.757,"endTime":244.332,"body":"So I'm trying to find the"},{"startTime":240.757,"endTime":244.332,"body":"balance between being a"},{"startTime":244.682,"endTime":248.212,"body":"benevolent enough where I can"},{"startTime":244.682,"endTime":248.212,"body":"give them their space to operate"},{"startTime":248.212,"endTime":250.2,"body":"within their own freedom, but"},{"startTime":248.212,"endTime":250.2,"body":"get some more appointments,"},{"startTime":250.178,"endTime":251.378,"body":"get some results out of this."},{"startTime":251.378,"endTime":254.078,"body":"So I'm largely coming"},{"startTime":251.378,"endTime":254.078,"body":"from the investor side."},{"startTime":254.498,"endTime":258.308,"body":"I am not an agent, but I will"},{"startTime":254.498,"endTime":258.308,"body":"be licensed before August"},{"startTime":258.308,"endTime":261.462,"body":"1st, just so I can fulfill"},{"startTime":258.308,"endTime":261.462,"body":"that role for these clients."},{"startTime":261.812,"endTime":264.617,"body":"I do have a partnership with"},{"startTime":261.812,"endTime":264.617,"body":"a brokerage that can handle"},{"startTime":264.617,"endTime":266.687,"body":"the listings and do the"},{"startTime":264.617,"endTime":266.687,"body":"referral side of things, but"},{"startTime":266.687,"endTime":270.467,"body":"I have still found it very"},{"startTime":266.687,"endTime":270.467,"body":"challenging to number one, get"},{"startTime":270.467,"endTime":273.617,"body":"a yes for the appointment and"},{"startTime":270.467,"endTime":273.617,"body":"then get a yes for an offer."},{"startTime":273.967,"endTime":274.327,"body":"Okay."},{"startTime":274.807,"endTime":277.147,"body":"So let's talk about some of the"},{"startTime":274.807,"endTime":277.147,"body":"things that I'm pretty sure."},{"startTime":277.244,"endTime":278.444,"body":"There's a lot in the course."},{"startTime":278.494,"endTime":281.324,"body":"It's a lot of ideas and"},{"startTime":278.494,"endTime":281.324,"body":"in short order, but some"},{"startTime":281.324,"endTime":284.504,"body":"of the things that I think"},{"startTime":281.324,"endTime":284.504,"body":"I'm curious, whether you've"},{"startTime":284.504,"endTime":289.394,"body":"tried is like highlighting"},{"startTime":284.504,"endTime":289.394,"body":"the possible liabilities and"},{"startTime":289.394,"endTime":293.22,"body":"traps and by liabilities, the"},{"startTime":289.394,"endTime":293.22,"body":"personal legal liability of"},{"startTime":293.22,"endTime":295.67,"body":"being a fiduciary, a lot of."},{"startTime":296.1,"endTime":298.08,"body":"Personal representatives"},{"startTime":296.1,"endTime":298.08,"body":"don't understand."},{"startTime":298.08,"endTime":300.78,"body":"They do have a legal"},{"startTime":298.08,"endTime":300.78,"body":"responsibility as a"},{"startTime":300.78,"endTime":302.34,"body":"fiduciary of the estate."},{"startTime":302.85,"endTime":307.07,"body":"So if a family member were"},{"startTime":302.85,"endTime":307.07,"body":"to accuse them in court of,"},{"startTime":307.1,"endTime":310.754,"body":"taking too long, having the"},{"startTime":307.1,"endTime":310.754,"body":"carrying costs be too high,"},{"startTime":311.174,"endTime":312.344,"body":"they could actually be sued."},{"startTime":312.344,"endTime":314.744,"body":"And this happens, it's"},{"startTime":312.344,"endTime":314.744,"body":"pretty common in California."},{"startTime":314.767,"endTime":317.389,"body":"But like family members, Sue"},{"startTime":314.767,"endTime":317.389,"body":"family members for the way"},{"startTime":317.389,"endTime":318.619,"body":"they're handling the estate."},{"startTime":318.619,"endTime":320.359,"body":"So there's some liability there."},{"startTime":320.709,"endTime":322.728,"body":"There's also"},{"startTime":320.709,"endTime":322.728,"body":"pointing to the lot."},{"startTime":322.758,"endTime":326.898,"body":"There's also liability from a"},{"startTime":322.758,"endTime":326.898,"body":"property ownership standpoint"},{"startTime":326.928,"endTime":328.518,"body":"and that falls back to them too."},{"startTime":328.518,"endTime":331.758,"body":"So putting up no trespassing"},{"startTime":328.518,"endTime":331.758,"body":"signs, getting vacant"},{"startTime":331.758,"endTime":334.998,"body":"insurance policies in place,"},{"startTime":331.758,"endTime":334.998,"body":"changing out locks and doing,"},{"startTime":335.032,"endTime":337.732,"body":"secure during a property."},{"startTime":338.082,"endTime":342.461,"body":"All and as when you see"},{"startTime":338.082,"endTime":342.461,"body":"faces like these and face"},{"startTime":342.461,"endTime":344.735,"body":"to face appointments, like"},{"startTime":342.461,"endTime":344.735,"body":"we close, if we can get"},{"startTime":344.735,"endTime":345.635,"body":"there, we get the deals."},{"startTime":345.64,"endTime":347.854,"body":"And that's the hardest part is"},{"startTime":345.64,"endTime":347.854,"body":"sometimes just getting there."},{"startTime":347.854,"endTime":350.995,"body":"So I would, I was like, have"},{"startTime":347.854,"endTime":350.995,"body":"you tried those things have you"},{"startTime":350.995,"endTime":354.207,"body":"tried to short circuit their"},{"startTime":350.995,"endTime":354.207,"body":"pattern and get a reason, any"},{"startTime":354.207,"endTime":356.577,"body":"reason to get over there, even"},{"startTime":354.207,"endTime":356.577,"body":"if you don't, haven't even"},{"startTime":356.577,"endTime":358.017,"body":"talked about the real estate?"},{"startTime":358.367,"endTime":360.167,"body":"No, Chad, I will,"},{"startTime":358.367,"endTime":360.167,"body":"self-admittedly tell"},{"startTime":360.167,"endTime":362.477,"body":"you that I am either too"},{"startTime":360.167,"endTime":362.477,"body":"passive or too aggressive."},{"startTime":362.822,"endTime":366.092,"body":"I am a empathetic person that"},{"startTime":362.822,"endTime":366.092,"body":"tries to give people their"},{"startTime":366.092,"endTime":369.182,"body":"space, but I'm also a cleric"},{"startTime":366.092,"endTime":369.182,"body":"personality that when I have"},{"startTime":369.182,"endTime":372.937,"body":"the confidence of something"},{"startTime":369.182,"endTime":372.937,"body":"I have tendency to kinda just"},{"startTime":372.937,"endTime":375.117,"body":"really try to push that on them."},{"startTime":375.117,"endTime":377.787,"body":"So I think at times I, maybe"},{"startTime":375.117,"endTime":377.787,"body":"it's the tone of voice that"},{"startTime":377.787,"endTime":379.047,"body":"I'm communicating to them."},{"startTime":379.418,"endTime":380.268,"body":"Are you hearing me okay."},{"startTime":380.718,"endTime":383.988,"body":"Yeah, I was, I had an AC kick"},{"startTime":380.718,"endTime":383.988,"body":"on, so I was closing the door."},{"startTime":384.458,"endTime":384.878,"body":"Okay."},{"startTime":384.986,"endTime":387.607,"body":"Yeah, I, I think I either"},{"startTime":384.986,"endTime":387.607,"body":"find myself on one end of"},{"startTime":387.787,"endTime":390.951,"body":"the equation and I do have"},{"startTime":387.787,"endTime":390.951,"body":"a caller who's calling the"},{"startTime":390.951,"endTime":393.441,"body":"majority of leads and then"},{"startTime":390.951,"endTime":393.441,"body":"handing off to me once they've"},{"startTime":393.441,"endTime":395.871,"body":"raised their hand, ready to"},{"startTime":393.441,"endTime":395.871,"body":"have that conversation just"},{"startTime":395.871,"endTime":399.258,"body":"hired Steve  to begin taking"},{"startTime":395.871,"endTime":399.258,"body":"those over so I can hopefully"},{"startTime":399.258,"endTime":400.518,"body":"increase those chances."},{"startTime":400.998,"endTime":403.278,"body":"And it just seems like"},{"startTime":400.998,"endTime":403.278,"body":"when they're getting passed"},{"startTime":403.278,"endTime":406.272,"body":"over to me everybody's"},{"startTime":403.278,"endTime":406.272,"body":"waiting on an attorney."},{"startTime":406.278,"endTime":409.801,"body":"I brought things up like the"},{"startTime":406.278,"endTime":409.801,"body":"the insurance exposure, me being"},{"startTime":409.801,"endTime":412.831,"body":"able to go over to the property"},{"startTime":409.801,"endTime":412.831,"body":"and posts, no trespassing signs."},{"startTime":412.895,"endTime":415.283,"body":"And in my feedback from"},{"startTime":412.895,"endTime":415.283,"body":"that so far is they're"},{"startTime":415.283,"endTime":417.873,"body":"like, why are you asking if"},{"startTime":415.283,"endTime":417.873,"body":"my property is vacant and."},{"startTime":417.853,"endTime":420.656,"body":"I've been listening to the Q and"},{"startTime":417.853,"endTime":420.656,"body":"A's trying to come up with some"},{"startTime":420.656,"endTime":422.816,"body":"rebuttals to help overcome that."},{"startTime":422.866,"endTime":427.018,"body":"But I really just find myself"},{"startTime":422.866,"endTime":427.018,"body":"on one far side of that equation"},{"startTime":427.048,"endTime":429.672,"body":"either where I'm either too"},{"startTime":427.048,"endTime":429.672,"body":"passive and giving them their"},{"startTime":429.672,"endTime":432.522,"body":"space, waiting for them to reach"},{"startTime":429.672,"endTime":432.522,"body":"out to me, which they never do."},{"startTime":432.942,"endTime":436.17,"body":"Or, saying, like I have a guy"},{"startTime":432.942,"endTime":436.17,"body":"who's literally waiting on an"},{"startTime":436.17,"endTime":439.65,"body":"attorney to tell him the amount"},{"startTime":436.17,"endTime":439.65,"body":"of the mortgage balance, whether"},{"startTime":439.65,"endTime":440.91,"body":"he can accept my offer or not."},{"startTime":440.91,"endTime":445.41,"body":"And I'm like, you're paying"},{"startTime":440.91,"endTime":445.41,"body":"somebody $150 an hour to contact"},{"startTime":445.41,"endTime":447.54,"body":"your mortgage company, to"},{"startTime":445.41,"endTime":447.54,"body":"find out what your balance is."},{"startTime":447.54,"endTime":449.04,"body":"That statements should"},{"startTime":447.54,"endTime":449.04,"body":"be sitting around."},{"startTime":449.04,"endTime":452.46,"body":"And I just, I can't figure out"},{"startTime":449.04,"endTime":452.46,"body":"the balance in between there."},{"startTime":452.81,"endTime":456.59,"body":"So if you can, so that you can"},{"startTime":452.81,"endTime":456.59,"body":"connect the chain of title,"},{"startTime":456.59,"endTime":458.972,"body":"like if you get a get a re"},{"startTime":456.59,"endTime":458.972,"body":"I have let them know that if"},{"startTime":458.972,"endTime":461.675,"body":"we get that offer in escrow,"},{"startTime":458.972,"endTime":461.675,"body":"the title company will let us"},{"startTime":461.675,"endTime":464.166,"body":"know, with an authorized payoff"},{"startTime":461.675,"endTime":464.166,"body":"letter, what that amount is."},{"startTime":464.166,"endTime":467.766,"body":"I just, I really truly feel"},{"startTime":464.166,"endTime":467.766,"body":"like I have the education"},{"startTime":467.766,"endTime":470.394,"body":"to tell, to walk these"},{"startTime":467.766,"endTime":470.394,"body":"people down that pathway."},{"startTime":470.374,"endTime":472.169,"body":"But I just, I just haven't"},{"startTime":470.374,"endTime":472.169,"body":"seen the results yet."},{"startTime":472.169,"endTime":473.639,"body":"I'm a hundred percent"},{"startTime":472.169,"endTime":473.639,"body":"confident they'll come."},{"startTime":473.639,"endTime":476.299,"body":"I'm just still trying to"},{"startTime":473.639,"endTime":476.299,"body":"find my voice after having"},{"startTime":476.749,"endTime":478.616,"body":"done this for many years,"},{"startTime":476.749,"endTime":478.616,"body":"but taken a backseat."},{"startTime":478.646,"endTime":480.176,"body":"But after awhile, Sure."},{"startTime":480.243,"endTime":483.375,"body":"One thing specifically, a"},{"startTime":480.243,"endTime":483.375,"body":"tactically on that is see if"},{"startTime":483.375,"endTime":486.375,"body":"you can get them to sign an"},{"startTime":483.375,"endTime":486.375,"body":"authorization, to release and"},{"startTime":486.375,"endTime":490.128,"body":"get a copy of the the death"},{"startTime":486.375,"endTime":490.128,"body":"certificate and the articles,"},{"startTime":490.298,"endTime":493.567,"body":"or excuse me the letters,"},{"startTime":490.298,"endTime":493.567,"body":"testamentary that will give"},{"startTime":493.567,"endTime":495.397,"body":"you the authority to talk"},{"startTime":493.567,"endTime":495.397,"body":"to the bank and just say,"},{"startTime":495.456,"endTime":498.276,"body":"listen, rather than pay him"},{"startTime":495.456,"endTime":498.276,"body":"150 an hour, let me do it."},{"startTime":498.426,"endTime":499.626,"body":"I'll knock it out"},{"startTime":498.426,"endTime":499.626,"body":"this afternoon."},{"startTime":499.976,"endTime":502.976,"body":"And show them how proactive"},{"startTime":499.976,"endTime":502.976,"body":"you can be and saving them"},{"startTime":502.976,"endTime":507.046,"body":"money at the same time and get"},{"startTime":502.976,"endTime":507.046,"body":"what, remove the objection, but"},{"startTime":507.076,"endTime":508.516,"body":"an authorization to release."},{"startTime":508.627,"endTime":511.578,"body":"And then connecting"},{"startTime":508.627,"endTime":511.578,"body":"the mortgage, the, the"},{"startTime":511.578,"endTime":515.69,"body":"borrower's name  to the death"},{"startTime":511.578,"endTime":515.69,"body":"certificate to the Letters."},{"startTime":515.72,"endTime":518.09,"body":"And then that's the person"},{"startTime":515.72,"endTime":518.09,"body":"that signs the authorization"},{"startTime":518.09,"endTime":520.6,"body":"to release should be"},{"startTime":518.09,"endTime":520.6,"body":"enough and you have to"},{"startTime":520.63,"endTime":522.85,"body":"fax it in, which is crazy."},{"startTime":523.02,"endTime":525.733,"body":"But  that, that's just been"},{"startTime":523.02,"endTime":525.733,"body":"my biggest struggle, Chad."},{"startTime":525.733,"endTime":527.211,"body":"I I've loved the education."},{"startTime":527.271,"endTime":531.579,"body":"I, 100% operate this with a,"},{"startTime":527.271,"endTime":531.579,"body":"empathy experience, the track"},{"startTime":531.579,"endTime":534.46,"body":"record to do it, but I really"},{"startTime":531.579,"endTime":534.46,"body":"have struggled to to find my"},{"startTime":534.46,"endTime":536.14,"body":"voice once again, in probate."},{"startTime":536.11,"endTime":537.583,"body":"I've found my I'm"},{"startTime":536.11,"endTime":537.583,"body":"putting on the spot."},{"startTime":537.583,"endTime":538.633,"body":"What are what's?"},{"startTime":538.96,"endTime":539.5,"body":"We'll make it easy."},{"startTime":539.5,"endTime":543.4,"body":"What's one thing you can do for"},{"startTime":539.5,"endTime":543.4,"body":"every single family and probate,"},{"startTime":543.43,"endTime":544.33,"body":"whether there's realistic."},{"startTime":544.68,"endTime":545.55,"body":"There's one thing."},{"startTime":545.9,"endTime":547.43,"body":"Maybe I'm thinking"},{"startTime":545.9,"endTime":547.43,"body":"too hard on that."},{"startTime":547.78,"endTime":549.58,"body":"No, you're not like I"},{"startTime":547.78,"endTime":549.58,"body":"want it to be your idea."},{"startTime":549.58,"endTime":550.57,"body":"I don't want to hand it to you."},{"startTime":550.92,"endTime":553.21,"body":"One thing that I can do for"},{"startTime":550.92,"endTime":553.21,"body":"every family, whether there's"},{"startTime":553.22,"endTime":556.337,"body":"probate, whether there's real"},{"startTime":553.22,"endTime":556.337,"body":"estate or not  is, just to"},{"startTime":556.337,"endTime":559.022,"body":"have a part of compassion for"},{"startTime":556.337,"endTime":559.022,"body":"their situation and be able"},{"startTime":559.022,"endTime":562.582,"body":"to a little more specific,"},{"startTime":559.022,"endTime":562.582,"body":"like one action item where,"},{"startTime":562.582,"endTime":565.695,"body":"I can deliver this to every"},{"startTime":562.582,"endTime":565.695,"body":"person who will speak to me."},{"startTime":566.074,"endTime":568.331,"body":"If there's no real estate, I"},{"startTime":566.074,"endTime":568.331,"body":"that, that kind of eliminates"},{"startTime":568.331,"endTime":571.845,"body":"a lot of the services and the"},{"startTime":568.331,"endTime":571.845,"body":"vendors that I have set aside  I"},{"startTime":571.845,"endTime":574.833,"body":"can refer them over some, some"},{"startTime":571.845,"endTime":574.833,"body":"people that are outside, maybe"},{"startTime":575.103,"endTime":577.623,"body":"an investment advisor that's"},{"startTime":575.103,"endTime":577.623,"body":"going to help with any, the"},{"startTime":577.623,"endTime":578.853,"body":"accounts or anything like that."},{"startTime":579.203,"endTime":580.063,"body":"That's where I'm headed."},{"startTime":580.633,"endTime":580.963,"body":"Yeah."},{"startTime":580.983,"endTime":581.233,"body":"Yeah."},{"startTime":581.263,"endTime":584.009,"body":"Just to, to refer some other"},{"startTime":581.263,"endTime":584.009,"body":"vendors Chad, it's, this"},{"startTime":584.009,"endTime":586.469,"body":"is probably a self limiting"},{"startTime":584.009,"endTime":586.469,"body":"belief, but it seems like"},{"startTime":586.469,"endTime":590.151,"body":"when I offer those things, I"},{"startTime":586.469,"endTime":590.151,"body":"get the impression that  They"},{"startTime":590.151,"endTime":593.024,"body":"really just think I'm trying"},{"startTime":590.151,"endTime":593.024,"body":"to upsell them on some services"},{"startTime":593.024,"endTime":593.804,"body":"and I've made it clear."},{"startTime":593.804,"endTime":596.865,"body":"Like I don't, these are, I don't"},{"startTime":593.804,"endTime":596.865,"body":"get referral fees for this."},{"startTime":596.865,"endTime":599.325,"body":"This is just a part of"},{"startTime":596.865,"endTime":599.325,"body":"the vendor team that we've"},{"startTime":599.325,"endTime":600.645,"body":"built to help you guys out."},{"startTime":600.975,"endTime":603.765,"body":"But I largely just get the"},{"startTime":600.975,"endTime":603.765,"body":"impression from these people"},{"startTime":603.765,"endTime":606.375,"body":"that they're like, we don't"},{"startTime":603.765,"endTime":606.375,"body":"need anything you're offering."},{"startTime":606.465,"endTime":607.315,"body":"We truly have it."},{"startTime":607.525,"endTime":610.225,"body":"And again, I, that's probably"},{"startTime":607.525,"endTime":610.225,"body":"a self limiting belief, but"},{"startTime":610.358,"endTime":613.148,"body":"I've had some people that have"},{"startTime":610.358,"endTime":613.148,"body":"really snapped back at me."},{"startTime":613.148,"endTime":616.095,"body":"And, once with all you people"},{"startTime":613.148,"endTime":616.095,"body":"contacting me trying to cram"},{"startTime":616.095,"endTime":619.235,"body":"your services down our throat"},{"startTime":616.095,"endTime":619.235,"body":"and I try to be patient"},{"startTime":619.285,"endTime":622.265,"body":"and just try to give them"},{"startTime":619.285,"endTime":622.265,"body":"their space at that point."},{"startTime":622.729,"endTime":625.629,"body":"Cause your response to that"},{"startTime":622.729,"endTime":625.629,"body":"let's stop your response"},{"startTime":625.629,"endTime":627.459,"body":"to that is all you people."},{"startTime":627.809,"endTime":628.739,"body":"And then silence."},{"startTime":629.089,"endTime":629.479,"body":"Okay."},{"startTime":629.929,"endTime":631.879,"body":"And let them burn off"},{"startTime":629.929,"endTime":631.879,"body":"that negative energy."},{"startTime":631.879,"endTime":634.909,"body":"Let them tell you their story"},{"startTime":631.879,"endTime":634.909,"body":"because that's engagement,"},{"startTime":634.939,"endTime":636.889,"body":"even though it feels like"},{"startTime":634.939,"endTime":636.889,"body":"you're getting your ass"},{"startTime":636.889,"endTime":638.449,"body":"reign, like it's engagement."},{"startTime":638.461,"endTime":640.771,"body":"And if we can burn, if we"},{"startTime":638.461,"endTime":640.771,"body":"can burn off that negative"},{"startTime":640.771,"endTime":643.741,"body":"emotion, then we might have"},{"startTime":640.771,"endTime":643.741,"body":"something else to talk about."},{"startTime":644.221,"endTime":646.711,"body":"So raise your, raise the pitch"},{"startTime":644.221,"endTime":646.711,"body":"of your voice, raise your"},{"startTime":646.711,"endTime":649.891,"body":"inflection and repeat what"},{"startTime":646.711,"endTime":649.891,"body":"they said, mirror that behavior"},{"startTime":650.281,"endTime":651.481,"body":"and be like all you people."},{"startTime":651.831,"endTime":653.871,"body":"At what point do"},{"startTime":651.831,"endTime":653.871,"body":"I let them vent?"},{"startTime":654.221,"endTime":658.926,"body":"And if they come back, it seems"},{"startTime":654.221,"endTime":658.926,"body":"like it feels like it, it sure."},{"startTime":658.927,"endTime":661.471,"body":"That's it seems like someone"},{"startTime":658.927,"endTime":661.471,"body":"else's pissed you off,"},{"startTime":661.501,"endTime":663.001,"body":"there's certainly nothing"},{"startTime":661.501,"endTime":663.001,"body":"I've said that could have"},{"startTime":663.001,"endTime":663.991,"body":"made you this emotional."},{"startTime":664.077,"endTime":667.427,"body":"If, and you label and mirror"},{"startTime":664.077,"endTime":667.427,"body":"their behavior until you burn"},{"startTime":667.427,"endTime":669.377,"body":"off that, that negative energy."},{"startTime":669.377,"endTime":671.357,"body":"And you're having a"},{"startTime":669.377,"endTime":671.357,"body":"real human conversation"},{"startTime":671.707,"endTime":672.943,"body":"and that's persistence."},{"startTime":672.973,"endTime":675.643,"body":"I'm I don't I'm you said"},{"startTime":672.973,"endTime":675.643,"body":"this in the beginning."},{"startTime":675.673,"endTime":676.813,"body":"You're not a salesperson."},{"startTime":676.873,"endTime":677.983,"body":"You've never viewed yourself."},{"startTime":678.013,"endTime":678.733,"body":"I haven't either."},{"startTime":678.853,"endTime":680.743,"body":"I view myself as a"},{"startTime":678.853,"endTime":680.743,"body":"leader and a consultant."},{"startTime":680.755,"endTime":682.649,"body":"I've never thought, I'm"},{"startTime":680.755,"endTime":682.649,"body":"going to sell this guy."},{"startTime":682.965,"endTime":685.636,"body":"And, but I've used that"},{"startTime":682.965,"endTime":685.636,"body":"quite a bit to actually"},{"startTime":685.636,"endTime":688.366,"body":"burn through then because"},{"startTime":685.636,"endTime":688.366,"body":"we can't hold that level of."},{"startTime":688.546,"endTime":691.025,"body":"Intensity for very long,"},{"startTime":688.546,"endTime":691.025,"body":"if you've ever seen a bar"},{"startTime":691.025,"endTime":693.035,"body":"fight, they're usually over"},{"startTime":691.025,"endTime":693.035,"body":"in seven or eight seconds."},{"startTime":693.005,"endTime":696.275,"body":"Like we just can't be"},{"startTime":693.005,"endTime":696.275,"body":"that mad for that long."},{"startTime":696.625,"endTime":699.556,"body":"And so you can break those"},{"startTime":696.625,"endTime":699.556,"body":"break, those patterns."},{"startTime":699.537,"endTime":702.797,"body":"A lot of this stuff I"},{"startTime":699.537,"endTime":702.797,"body":"just saw from John Fraker."},{"startTime":703.147,"endTime":704.497,"body":"Drop the link in the chat."},{"startTime":704.557,"endTime":707.287,"body":"A lot of that stuff, I became"},{"startTime":704.557,"endTime":707.287,"body":"much better at teaching."},{"startTime":707.287,"endTime":709.537,"body":"Once I read the book,"},{"startTime":707.287,"endTime":709.537,"body":"he suggested, never"},{"startTime":709.537,"endTime":710.317,"body":"split the difference."},{"startTime":710.317,"endTime":713.937,"body":"Chris Voss it'll teach tactical"},{"startTime":710.317,"endTime":713.937,"body":"empathy, mirroring and labeling"},{"startTime":714.067,"endTime":717.057,"body":"lots of things that I've been"},{"startTime":714.067,"endTime":717.057,"body":"using for years waiting tables."},{"startTime":717.057,"endTime":719.967,"body":"And he does such a beautiful"},{"startTime":717.057,"endTime":719.967,"body":"job of presenting that"},{"startTime":719.967,"endTime":722.637,"body":"in an easy to understand"},{"startTime":719.967,"endTime":722.637,"body":"in the right order too."},{"startTime":722.987,"endTime":726.147,"body":"So if you haven't read that"},{"startTime":722.987,"endTime":726.147,"body":"book, try that, but when those"},{"startTime":726.147,"endTime":729.087,"body":"people are talking, that's"},{"startTime":726.147,"endTime":729.087,"body":"a good thing, regardless of"},{"startTime":729.087,"endTime":731.397,"body":"the words that are coming"},{"startTime":729.087,"endTime":731.397,"body":"out of their mouth, because"},{"startTime":731.397,"endTime":733.317,"body":"if you can just keep them"},{"startTime":731.397,"endTime":733.317,"body":"there long enough, you can"},{"startTime":733.317,"endTime":734.667,"body":"usually uncover a problem."},{"startTime":735.017,"endTime":738.058,"body":"And that's the second thing"},{"startTime":735.017,"endTime":738.058,"body":"before I interjected I want"},{"startTime":738.058,"endTime":741.228,"body":"you to think about all the"},{"startTime":738.058,"endTime":741.228,"body":"problems I might have, but"},{"startTime":741.228,"endTime":743.598,"body":"more importantly, I want you"},{"startTime":741.228,"endTime":743.598,"body":"to think about all the problems"},{"startTime":743.598,"endTime":747.158,"body":"they might have that they're"},{"startTime":743.598,"endTime":747.158,"body":"not aware of yet, because"},{"startTime":747.218,"endTime":749.798,"body":"how many times in your life"},{"startTime":747.218,"endTime":749.798,"body":"have you needed something and"},{"startTime":749.798,"endTime":751.088,"body":"you just didn't know it yet."},{"startTime":751.365,"endTime":751.875,"body":"Every day."},{"startTime":752.225,"endTime":752.945,"body":"Exactly."},{"startTime":752.975,"endTime":755.885,"body":"So start to think about"},{"startTime":752.975,"endTime":755.885,"body":"what those statements are."},{"startTime":755.915,"endTime":756.545,"body":"Oh, you know what?"},{"startTime":756.545,"endTime":760.735,"body":"Listen, I, and have you heard"},{"startTime":756.545,"endTime":760.735,"body":"me talk about, feel, felt found?"},{"startTime":761.005,"endTime":761.665,"body":"Absolutely."},{"startTime":762.019,"endTime":765.6,"body":"Yeah, that's a good place to"},{"startTime":762.019,"endTime":765.6,"body":"use that tactic is, listen, Mr."},{"startTime":765.6,"endTime":768.33,"body":"Smith, I understand exactly"},{"startTime":765.6,"endTime":768.33,"body":"how you feel actually felt"},{"startTime":768.34,"endTime":770.22,"body":"same way when X happened."},{"startTime":770.7,"endTime":774.03,"body":"And what I found as I was"},{"startTime":770.7,"endTime":774.03,"body":"neck deep into this before I"},{"startTime":774.03,"endTime":776.4,"body":"actually re reached out to the"},{"startTime":774.03,"endTime":776.4,"body":"person I should have reached"},{"startTime":776.4,"endTime":777.24,"body":"out to in the beginning."},{"startTime":777.24,"endTime":779.1,"body":"Sometimes we don't know"},{"startTime":777.24,"endTime":779.1,"body":"what we don't know."},{"startTime":779.55,"endTime":782.07,"body":"And if this is the first"},{"startTime":779.55,"endTime":782.07,"body":"time being an executor,"},{"startTime":782.07,"endTime":783.12,"body":"it is your first time."},{"startTime":783.124,"endTime":784.564,"body":"And I want the positive answer."},{"startTime":784.564,"endTime":785.884,"body":"I want that affirmation."},{"startTime":786.004,"endTime":788.074,"body":"There's a, there's"},{"startTime":786.004,"endTime":788.074,"body":"about a 90% chance."},{"startTime":788.074,"endTime":789.514,"body":"It's the first time"},{"startTime":788.074,"endTime":789.514,"body":"they've done this."},{"startTime":790.024,"endTime":792.124,"body":"Then I'm going to follow"},{"startTime":790.024,"endTime":792.124,"body":"up and bring a little bit"},{"startTime":792.124,"endTime":793.084,"body":"of fear to the surface."},{"startTime":793.135,"endTime":796.075,"body":"What we find is usually"},{"startTime":793.135,"endTime":796.075,"body":"months into the process."},{"startTime":796.075,"endTime":798.445,"body":"People find out they're"},{"startTime":796.075,"endTime":798.445,"body":"illegal fiduciary and"},{"startTime":798.445,"endTime":799.645,"body":"they have real liability."},{"startTime":800.155,"endTime":802.165,"body":"And we just want to make"},{"startTime":800.155,"endTime":802.165,"body":"sure that each of our,"},{"startTime":802.168,"endTime":804.958,"body":"each family that we can"},{"startTime":802.168,"endTime":804.958,"body":"reach has an opportunity"},{"startTime":805.438,"endTime":807.028,"body":"to have access to our team."},{"startTime":807.208,"endTime":810.328,"body":"It took me years to build"},{"startTime":807.208,"endTime":810.328,"body":"this team, to vet these people"},{"startTime":810.658,"endTime":813.444,"body":"and to make sure that I could"},{"startTime":810.658,"endTime":813.444,"body":"trust each and every one of"},{"startTime":813.444,"endTime":816.324,"body":"them as if they were serving"},{"startTime":813.444,"endTime":816.324,"body":"my family before I was willing"},{"startTime":816.324,"endTime":817.644,"body":"to reach out to your family."},{"startTime":818.129,"endTime":820.409,"body":"So you may or may"},{"startTime":818.129,"endTime":820.409,"body":"not know this yet."},{"startTime":820.499,"endTime":823.859,"body":"You're going to have to build"},{"startTime":820.499,"endTime":823.859,"body":"a team or you're going to need"},{"startTime":823.859,"endTime":827.789,"body":"a team so you can build one"},{"startTime":823.859,"endTime":827.789,"body":"or you can borrow one, which"},{"startTime":827.799,"endTime":828.929,"body":"do you think serves you best?"},{"startTime":829.279,"endTime":830.759,"body":"And I love how fluent"},{"startTime":829.279,"endTime":830.759,"body":"you are in that."},{"startTime":830.972,"endTime":832.412,"body":"Eric, what market are you in?"},{"startTime":832.762,"endTime":834.441,"body":"Michigan, just North of Detroit."},{"startTime":834.781,"endTime":838.111,"body":"Where, what'd you say"},{"startTime":834.781,"endTime":838.111,"body":"white collar blue collar."},{"startTime":838.381,"endTime":839.701,"body":"What's your medium price point?"},{"startTime":840.019,"endTime":842.929,"body":"Our average price points"},{"startTime":840.019,"endTime":842.929,"body":"are right around two 25."},{"startTime":843.379,"endTime":843.709,"body":"Okay."},{"startTime":843.709,"endTime":846.297,"body":"So I'm getting the impression"},{"startTime":843.709,"endTime":846.297,"body":"here that, a lot of the people"},{"startTime":846.297,"endTime":848.946,"body":"you're speaking with, their"},{"startTime":846.297,"endTime":848.946,"body":"families, aren't familiar"},{"startTime":848.946,"endTime":849.876,"body":"with financial planning."},{"startTime":849.876,"endTime":851.977,"body":"They might see it"},{"startTime":849.876,"endTime":851.977,"body":"as like a bourgeois."},{"startTime":852.342,"endTime":853.242,"body":"Type of thing."},{"startTime":853.243,"endTime":856.573,"body":"And in that case, I feel like"},{"startTime":853.243,"endTime":856.573,"body":"changing your approach and"},{"startTime":856.572,"endTime":860.337,"body":"speaking more down to earth"},{"startTime":856.572,"endTime":860.337,"body":"the jargon, the language."},{"startTime":860.337,"endTime":862.407,"body":"I can easily see that"},{"startTime":860.337,"endTime":862.407,"body":"overwhelming people, they"},{"startTime":862.407,"endTime":863.667,"body":"feel like they're being sold."},{"startTime":863.667,"endTime":866.847,"body":"They feel like you're giving"},{"startTime":863.667,"endTime":866.847,"body":"them the never ending scroll of"},{"startTime":866.847,"endTime":869.577,"body":"things that they're tuning out"},{"startTime":866.847,"endTime":869.577,"body":"before they really even listen"},{"startTime":869.577,"endTime":870.987,"body":"to what you have to offer."},{"startTime":870.967,"endTime":872.679,"body":"The average person he speaks to."},{"startTime":873.029,"endTime":876.509,"body":"Might not understand the impact"},{"startTime":873.029,"endTime":876.509,"body":"of generational wealth and what"},{"startTime":876.509,"endTime":879.749,"body":"that one inherited property"},{"startTime":876.509,"endTime":879.749,"body":"could mean for their family."},{"startTime":879.749,"endTime":882.299,"body":"If they handle it the"},{"startTime":879.749,"endTime":882.299,"body":"right way, not so much."},{"startTime":882.659,"endTime":885.089,"body":"I don't think these people would"},{"startTime":882.659,"endTime":885.089,"body":"be ready to think about avoiding"},{"startTime":885.089,"endTime":888.449,"body":"probate in the future, as much"},{"startTime":885.089,"endTime":888.449,"body":"as dealing with the sentimental"},{"startTime":888.449,"endTime":889.619,"body":"belongings that are right here."},{"startTime":889.619,"endTime":893.304,"body":"And right now, if someone's"},{"startTime":889.619,"endTime":893.304,"body":"house is worth 220,000 or"},{"startTime":893.304,"endTime":897.147,"body":"less, that person's much more"},{"startTime":893.304,"endTime":897.147,"body":"likely to,  be focused on the"},{"startTime":897.147,"endTime":899.967,"body":"sentimental value, the probate,"},{"startTime":897.147,"endTime":899.967,"body":"quicksand, the emotions."},{"startTime":900.567,"endTime":904.137,"body":"And I think jumping into"},{"startTime":900.567,"endTime":904.137,"body":"a state planning, vacant"},{"startTime":904.137,"endTime":906.357,"body":"property, all of that could"},{"startTime":904.137,"endTime":906.357,"body":"just completely overwhelm"},{"startTime":906.357,"endTime":907.617,"body":"someone on a first contact."},{"startTime":907.967,"endTime":909.017,"body":"Yeah, good point."},{"startTime":909.069,"endTime":912.594,"body":"Where I was headed was to"},{"startTime":909.069,"endTime":912.594,"body":"pick the least threatening"},{"startTime":912.594,"endTime":915.384,"body":"member of your team that can"},{"startTime":912.594,"endTime":915.384,"body":"help any and every family."},{"startTime":915.734,"endTime":917.714,"body":"So a CPA is a good"},{"startTime":915.734,"endTime":917.714,"body":"example of that."},{"startTime":918.194,"endTime":921.434,"body":"So they probably have questions"},{"startTime":918.194,"endTime":921.434,"body":"about the final tax return."},{"startTime":921.879,"endTime":924.909,"body":"And the attorney is probably"},{"startTime":921.879,"endTime":924.909,"body":"going to refer them to Juan"},{"startTime":924.909,"endTime":928.409,"body":"if he hasn't and John Fraker"},{"startTime":924.909,"endTime":928.409,"body":"jump in here anytime, but"},{"startTime":928.889,"endTime":932.909,"body":"that they're not expecting"},{"startTime":928.889,"endTime":932.909,"body":"to be sold anything by a CPA."},{"startTime":932.909,"endTime":935.429,"body":"They're going to see that"},{"startTime":932.909,"endTime":935.429,"body":"person as a public consultant."},{"startTime":935.459,"endTime":939.052,"body":"So it's a safe, it's a safe"},{"startTime":935.459,"endTime":939.052,"body":"test, to just see if you can"},{"startTime":939.052,"endTime":942.535,"body":"say, Oh, so are you guys aware"},{"startTime":939.052,"endTime":942.535,"body":"of all the requirements for"},{"startTime":942.535,"endTime":944.695,"body":"the final tax return filing?"},{"startTime":944.755,"endTime":947.652,"body":"Or would you like a free"},{"startTime":944.755,"endTime":947.652,"body":"sit down with our CPA?"},{"startTime":947.665,"endTime":950.251,"body":"It's, we try to make sure every"},{"startTime":947.665,"endTime":950.251,"body":"family has an opportunity."},{"startTime":950.421,"endTime":952.071,"body":"And ask the tax questions."},{"startTime":952.521,"endTime":954.711,"body":"Tax code is immensely"},{"startTime":952.521,"endTime":954.711,"body":"complicated."},{"startTime":955.011,"endTime":959.191,"body":"It's not that it's not that"},{"startTime":955.011,"endTime":959.191,"body":"complex, but you bring that"},{"startTime":959.221,"endTime":961.981,"body":"concern to the top and then"},{"startTime":959.221,"endTime":961.981,"body":"hand them the solution."},{"startTime":962.331,"endTime":964.221,"body":"And all of a sudden"},{"startTime":962.331,"endTime":964.221,"body":"they're like, Oh my God,"},{"startTime":964.341,"endTime":966.261,"body":"this guy's not trying to"},{"startTime":964.341,"endTime":966.261,"body":"pressure me in anything."},{"startTime":966.261,"endTime":969.261,"body":"He's actually trying to give me"},{"startTime":966.261,"endTime":969.261,"body":"a free consultation with a CPA."},{"startTime":969.651,"endTime":970.701,"body":"It's just one example."},{"startTime":970.731,"endTime":974.371,"body":"You can, vacant insurances that"},{"startTime":970.731,"endTime":974.371,"body":"requires a little bit of money."},{"startTime":974.431,"endTime":976.771,"body":"Like they have to commit"},{"startTime":974.431,"endTime":976.771,"body":"to a policy, right?"},{"startTime":977.221,"endTime":980.055,"body":"The CPA is if you can, if"},{"startTime":977.221,"endTime":980.055,"body":"you have a good relationship"},{"startTime":980.055,"endTime":984.105,"body":"with a CPA, and this is where"},{"startTime":980.055,"endTime":984.105,"body":"those, the vendor relationship"},{"startTime":984.135,"endTime":988.345,"body":"network giving that CPA that"},{"startTime":984.135,"endTime":988.345,"body":"are non probate referrals, just"},{"startTime":988.345,"endTime":991.692,"body":"people, small business owners"},{"startTime":988.345,"endTime":991.692,"body":"who are struggling, finding."},{"startTime":991.857,"endTime":994.257,"body":"Every opportunity you can"},{"startTime":991.857,"endTime":994.257,"body":"to put somebody through"},{"startTime":994.257,"endTime":995.367,"body":"that person's door."},{"startTime":995.607,"endTime":998.067,"body":"So they'll be willing to"},{"startTime":995.607,"endTime":998.067,"body":"work for free because they"},{"startTime":998.067,"endTime":999.597,"body":"know you've got their back."},{"startTime":999.597,"endTime":1002.057,"body":"You send them referrals,"},{"startTime":999.597,"endTime":1002.057,"body":"they live and die by those."},{"startTime":1002.537,"endTime":1005.117,"body":"And they will sit and talk"},{"startTime":1002.537,"endTime":1005.117,"body":"to 10 families a week on"},{"startTime":1005.117,"endTime":1006.317,"body":"the phone if they have to."},{"startTime":1006.617,"endTime":1009.42,"body":"So that's where I was headed"},{"startTime":1006.617,"endTime":1009.42,"body":"with it is I want you to come"},{"startTime":1009.42,"endTime":1013.26,"body":"up with your answer, but what"},{"startTime":1009.42,"endTime":1013.26,"body":"is one thing you can give to any"},{"startTime":1013.26,"endTime":1016.88,"body":"family and a consultation with"},{"startTime":1013.26,"endTime":1016.88,"body":"an estate planning attorney?"},{"startTime":1017.37,"endTime":1022.095,"body":"A consultation with the CPA, an"},{"startTime":1017.37,"endTime":1022.095,"body":"opportunity to speak to it just"},{"startTime":1022.083,"endTime":1024.983,"body":"there's when we go through that"},{"startTime":1022.083,"endTime":1024.983,"body":"team and think what can all of"},{"startTime":1024.993,"endTime":1028.683,"body":"these people do and what, which"},{"startTime":1024.993,"endTime":1028.683,"body":"of these does everybody need,"},{"startTime":1028.683,"endTime":1030.243,"body":"whether they know it now or not."},{"startTime":1030.593,"endTime":1032.093,"body":"And then you can"},{"startTime":1030.593,"endTime":1032.093,"body":"probably use that."},{"startTime":1032.093,"endTime":1035.783,"body":"Feel felt found to stop them,"},{"startTime":1032.093,"endTime":1035.783,"body":"slow them down, bring a little"},{"startTime":1035.783,"endTime":1038.453,"body":"bit of pain to the surface,"},{"startTime":1035.783,"endTime":1038.453,"body":"make them think, Oh crap."},{"startTime":1038.483,"endTime":1040.733,"body":"Maybe I don't have this"},{"startTime":1038.483,"endTime":1040.733,"body":"all figured out and"},{"startTime":1040.733,"endTime":1041.903,"body":"then offer the solution."},{"startTime":1042.203,"endTime":1045.893,"body":"And it may not convert on"},{"startTime":1042.203,"endTime":1045.893,"body":"this particular phone call."},{"startTime":1045.953,"endTime":1048.263,"body":"And David Pinel was one of"},{"startTime":1045.953,"endTime":1048.263,"body":"the best on here at this."},{"startTime":1048.283,"endTime":1051.853,"body":"He'll find any way to serve them"},{"startTime":1048.283,"endTime":1051.853,"body":"in a little way as possible."},{"startTime":1052.273,"endTime":1056.473,"body":"Just get a reason to call"},{"startTime":1052.273,"endTime":1056.473,"body":"back and get your name"},{"startTime":1056.473,"endTime":1057.583,"body":"in front of them somehow."},{"startTime":1057.933,"endTime":1060.464,"body":"And bring in your vendor"},{"startTime":1057.933,"endTime":1060.464,"body":"partners into it gives you"},{"startTime":1060.464,"endTime":1064.042,"body":"more control because then"},{"startTime":1060.464,"endTime":1064.042,"body":"you have a reason you can"},{"startTime":1064.042,"endTime":1066.934,"body":"follow up with the CPA and"},{"startTime":1064.042,"endTime":1066.934,"body":"be like, Hey man, I sent Jane"},{"startTime":1066.934,"endTime":1068.449,"body":"Smith over to you last week."},{"startTime":1068.449,"endTime":1069.199,"body":"Have you guys talked?"},{"startTime":1069.549,"endTime":1072.099,"body":"And whether the answer is"},{"startTime":1069.549,"endTime":1072.099,"body":"yes or no, you've got a"},{"startTime":1072.129,"endTime":1073.569,"body":"clear reason to follow up."},{"startTime":1073.899,"endTime":1075.399,"body":"So it's no longer a cold call."},{"startTime":1075.489,"endTime":1076.509,"body":"Hey Jane, this is Eric."},{"startTime":1076.509,"endTime":1079.089,"body":"We talked last week and"},{"startTime":1076.509,"endTime":1079.089,"body":"I bumped into Tim today"},{"startTime":1079.089,"endTime":1080.26,"body":"at the supermarket."},{"startTime":1080.8,"endTime":1082.45,"body":"And he said he"},{"startTime":1080.8,"endTime":1082.45,"body":"hadn't heard from me."},{"startTime":1082.47,"endTime":1085.467,"body":"I just wanted to make sure that"},{"startTime":1082.47,"endTime":1085.467,"body":"I got the information, when I"},{"startTime":1085.467,"endTime":1088.107,"body":"sent you his phone number and"},{"startTime":1085.467,"endTime":1088.107,"body":"an email, did you get that?"},{"startTime":1088.457,"endTime":1091.508,"body":"And then expect the excuses"},{"startTime":1088.457,"endTime":1091.508,"body":"and what your, and this is the"},{"startTime":1091.508,"endTime":1093.158,"body":"point where leadership comes in."},{"startTime":1093.578,"endTime":1095.168,"body":"She's going to start"},{"startTime":1093.578,"endTime":1095.168,"body":"to tell you all the"},{"startTime":1095.168,"endTime":1096.398,"body":"reasons she didn't do it."},{"startTime":1096.458,"endTime":1097.808,"body":"And it's all a"},{"startTime":1096.458,"endTime":1097.808,"body":"bunch of bullshit."},{"startTime":1097.808,"endTime":1101.528,"body":"She's afraid she's an uncharted"},{"startTime":1097.808,"endTime":1101.528,"body":"territory and she's looking"},{"startTime":1101.528,"endTime":1104.168,"body":"for leadership, and this is"},{"startTime":1101.528,"endTime":1104.168,"body":"your opportunity to step up"},{"startTime":1104.528,"endTime":1105.778,"body":"and serve her as a leader."},{"startTime":1105.828,"endTime":1107.768,"body":"Be like, listen, I understand"},{"startTime":1105.828,"endTime":1107.768,"body":"this is intimidating."},{"startTime":1107.768,"endTime":1108.998,"body":"It's easy to procrastinate."},{"startTime":1109.448,"endTime":1112.478,"body":"It's hard to go into this"},{"startTime":1109.448,"endTime":1112.478,"body":"uncertain territory, but"},{"startTime":1112.478,"endTime":1113.828,"body":"that's what I'm offering you."},{"startTime":1113.828,"endTime":1116.048,"body":"That's why we reached out to"},{"startTime":1113.828,"endTime":1116.048,"body":"your family to begin with."},{"startTime":1116.588,"endTime":1118.238,"body":"And then she'll start to fit."},{"startTime":1118.328,"endTime":1120.218,"body":"That's a much different"},{"startTime":1118.328,"endTime":1120.218,"body":"conversation than she's"},{"startTime":1120.218,"endTime":1121.328,"body":"having with anyone else."},{"startTime":1121.678,"endTime":1124.168,"body":"And so that's the kind of"},{"startTime":1121.678,"endTime":1124.168,"body":"things like just little"},{"startTime":1124.168,"endTime":1125.218,"body":"subtle things that."},{"startTime":1125.603,"endTime":1128.879,"body":"If you can get any entry,"},{"startTime":1125.603,"endTime":1128.879,"body":"any way to help them, you"},{"startTime":1128.879,"endTime":1132.749,"body":"can scale that up over a"},{"startTime":1128.879,"endTime":1132.749,"body":"conversation or two or three"},{"startTime":1132.809,"endTime":1134.249,"body":"into an impressive service."},{"startTime":1134.249,"endTime":1136.259,"body":"And you'll be the only one"},{"startTime":1134.249,"endTime":1136.259,"body":"they talk to from that all."},{"startTime":1136.609,"endTime":1138.979,"body":"No, Chad, you said"},{"startTime":1136.609,"endTime":1138.979,"body":"something last week and"},{"startTime":1138.979,"endTime":1142.189,"body":"it really, it struck a"},{"startTime":1138.979,"endTime":1142.189,"body":"chord with me immediately."},{"startTime":1142.249,"endTime":1146.212,"body":"And is it, my is my fear of"},{"startTime":1142.249,"endTime":1146.212,"body":"serving anyone and you led"},{"startTime":1146.212,"endTime":1149.002,"body":"that into, am I processing"},{"startTime":1146.212,"endTime":1149.002,"body":"the feelings about that"},{"startTime":1149.062,"endTime":1150.562,"body":"or am I repressing them?"},{"startTime":1150.696,"endTime":1152.794,"body":"I've really just"},{"startTime":1150.696,"endTime":1152.794,"body":"went through several"},{"startTime":1152.794,"endTime":1154.414,"body":"conversations that I've had."},{"startTime":1154.439,"endTime":1157.229,"body":"There were three people that"},{"startTime":1154.439,"endTime":1157.229,"body":"I was able to connect with"},{"startTime":1157.259,"endTime":1160.079,"body":"that I was not able to help"},{"startTime":1157.259,"endTime":1160.079,"body":"them sell their property."},{"startTime":1160.114,"endTime":1163.678,"body":"But I did direct them to some"},{"startTime":1160.114,"endTime":1163.678,"body":"investment the investment"},{"startTime":1163.678,"endTime":1166.318,"body":"advisors and then one"},{"startTime":1163.678,"endTime":1166.318,"body":"for insurance for their"},{"startTime":1166.318,"endTime":1167.488,"body":"Northern Michigan property."},{"startTime":1167.838,"endTime":1171.726,"body":"And that truly was the greatest"},{"startTime":1167.838,"endTime":1171.726,"body":"payday, having those people"},{"startTime":1171.726,"endTime":1174.186,"body":"come back to me, even after"},{"startTime":1171.726,"endTime":1174.186,"body":"I couldn't get what I wanted"},{"startTime":1174.186,"endTime":1176.485,"body":"out of that, which was, to be"},{"startTime":1174.186,"endTime":1176.485,"body":"able to buy the real estate."},{"startTime":1176.53,"endTime":1179.71,"body":"I've really just been, trying to"},{"startTime":1176.53,"endTime":1179.71,"body":"take the knowledge that I have"},{"startTime":1179.71,"endTime":1183.624,"body":"and I feel confident in, we are"},{"startTime":1179.71,"endTime":1183.624,"body":"really leading people down the"},{"startTime":1183.624,"endTime":1187.014,"body":"path to fruition to help them"},{"startTime":1183.624,"endTime":1187.014,"body":"unlike anybody else in this"},{"startTime":1187.014,"endTime":1188.454,"body":"market really is, but there's."},{"startTime":1188.804,"endTime":1192.154,"body":"I still feel like there's some"},{"startTime":1188.804,"endTime":1192.154,"body":"kind of black where again,"},{"startTime":1192.154,"endTime":1195.214,"body":"I don't know, I'm trying to"},{"startTime":1192.154,"endTime":1195.214,"body":"find that level of benevolence"},{"startTime":1195.214,"endTime":1198.904,"body":"within myself to, to really just"},{"startTime":1195.214,"endTime":1198.904,"body":"like you said, let them vent."},{"startTime":1198.944,"endTime":1201.274,"body":"If they're going to throw"},{"startTime":1198.944,"endTime":1201.274,"body":"something wild and audacious out"},{"startTime":1201.274,"endTime":1203.514,"body":"there don't take it so personal."},{"startTime":1203.514,"endTime":1205.914,"body":"Like I heard you say multiple"},{"startTime":1203.514,"endTime":1205.914,"body":"times, don't take these"},{"startTime":1205.914,"endTime":1208.254,"body":"things personal, give these"},{"startTime":1205.914,"endTime":1208.254,"body":"people the room to vent."},{"startTime":1208.252,"endTime":1211.402,"body":"If they're classifying you"},{"startTime":1208.252,"endTime":1211.402,"body":"in a bunch with other people,"},{"startTime":1211.732,"endTime":1214.571,"body":"call that out and let them"},{"startTime":1211.732,"endTime":1214.571,"body":"expose that a little bit."},{"startTime":1214.571,"endTime":1217.361,"body":"So you can have the"},{"startTime":1214.571,"endTime":1217.361,"body":"opportunity to separate"},{"startTime":1217.361,"endTime":1218.591,"body":"yourself from that herd."},{"startTime":1218.616,"endTime":1221.926,"body":"So maybe I just, maybe I can"},{"startTime":1218.616,"endTime":1221.926,"body":"do some one-on-one time with"},{"startTime":1221.926,"endTime":1225.235,"body":"you or that just really seemed"},{"startTime":1221.926,"endTime":1225.235,"body":"like something that I could"},{"startTime":1225.235,"endTime":1228.745,"body":"boil everything down to and say,"},{"startTime":1225.235,"endTime":1228.745,"body":"I believe in what I'm doing."},{"startTime":1228.805,"endTime":1230.035,"body":"I have a heart of empathy."},{"startTime":1230.335,"endTime":1232.79,"body":"I'm educated, right up"},{"startTime":1230.335,"endTime":1232.79,"body":"there with if not better"},{"startTime":1232.79,"endTime":1235.25,"body":"than most people in my"},{"startTime":1232.79,"endTime":1235.25,"body":"market, but there's still"},{"startTime":1235.25,"endTime":1239.028,"body":"something that is preventing"},{"startTime":1235.25,"endTime":1239.028,"body":"me from gently pushing"},{"startTime":1239.028,"endTime":1241.098,"body":"them to the next phase of."},{"startTime":1241.448,"endTime":1245.016,"body":"Their question, their"},{"startTime":1241.448,"endTime":1245.016,"body":"reluctance, whatever, whatever"},{"startTime":1245.016,"endTime":1245.976,"body":"it is that they come up with."},{"startTime":1245.976,"endTime":1248.462,"body":"There's a million reasons why"},{"startTime":1245.976,"endTime":1248.462,"body":"people are, are deflecting"},{"startTime":1248.462,"endTime":1249.602,"body":"everything that I'm saying."},{"startTime":1249.602,"endTime":1251.984,"body":"And I just need to have"},{"startTime":1249.602,"endTime":1251.984,"body":"more of a benevolent"},{"startTime":1251.984,"endTime":1253.604,"body":"confidence to push past that."},{"startTime":1253.771,"endTime":1254.911,"body":"Yeah, man."},{"startTime":1254.941,"endTime":1255.841,"body":"You're you got it."},{"startTime":1256.111,"endTime":1256.741,"body":"You got it."},{"startTime":1257.091,"endTime":1260.271,"body":"So the one thing you're missing"},{"startTime":1257.091,"endTime":1260.271,"body":"is all the stories that go"},{"startTime":1260.271,"endTime":1262.611,"body":"behind this that can fuel"},{"startTime":1260.271,"endTime":1262.611,"body":"that energy, that it takes"},{"startTime":1262.611,"endTime":1263.781,"body":"you to push through and lead."},{"startTime":1264.171,"endTime":1265.371,"body":"And there's only one"},{"startTime":1264.171,"endTime":1265.371,"body":"way to get those."},{"startTime":1265.401,"endTime":1267.231,"body":"I didn't have them when"},{"startTime":1265.401,"endTime":1267.231,"body":"I started, I didn't"},{"startTime":1267.231,"endTime":1268.101,"body":"have a mentor in this."},{"startTime":1268.701,"endTime":1270.531,"body":"So like you've got us."},{"startTime":1270.561,"endTime":1272.091,"body":"That's what this"},{"startTime":1270.561,"endTime":1272.091,"body":"community is about."},{"startTime":1272.121,"endTime":1274.431,"body":"So get to know the"},{"startTime":1272.121,"endTime":1274.431,"body":"people whose faces are"},{"startTime":1274.431,"endTime":1275.511,"body":"on the screen right now."},{"startTime":1276.081,"endTime":1278.451,"body":"If you don't have your"},{"startTime":1276.081,"endTime":1278.451,"body":"own stories, share theirs."},{"startTime":1278.856,"endTime":1281.826,"body":"Learn about other people's"},{"startTime":1278.856,"endTime":1281.826,"body":"deals, how it came together,"},{"startTime":1281.826,"endTime":1284.496,"body":"how long it took them to get"},{"startTime":1281.826,"endTime":1284.496,"body":"that person on the phone, all"},{"startTime":1284.496,"endTime":1285.756,"body":"the mistakes that were made."},{"startTime":1286.206,"endTime":1289.566,"body":"And you can start to pull from"},{"startTime":1286.206,"endTime":1289.566,"body":"those stories and network."},{"startTime":1289.596,"endTime":1292.576,"body":"We've got communities, our"},{"startTime":1289.596,"endTime":1292.576,"body":"Facebook group, and talk"},{"startTime":1292.576,"endTime":1294.706,"body":"to people and be like, Hey,"},{"startTime":1292.576,"endTime":1294.706,"body":"who can help me with a story"},{"startTime":1294.706,"endTime":1297.766,"body":"about how you know, and"},{"startTime":1294.706,"endTime":1297.766,"body":"John Fraker is on this call."},{"startTime":1297.766,"endTime":1299.356,"body":"He's a huge contributor."},{"startTime":1299.356,"endTime":1301.4,"body":"And he's watched families"},{"startTime":1299.356,"endTime":1301.4,"body":"make these mistakes for"},{"startTime":1301.4,"endTime":1302.96,"body":"20 years as an attorney."},{"startTime":1303.38,"endTime":1307.13,"body":"And for several as an in"},{"startTime":1303.38,"endTime":1307.13,"body":"the brokerage world, he has"},{"startTime":1307.13,"endTime":1310.55,"body":"amazing stories that will stop"},{"startTime":1307.13,"endTime":1310.55,"body":"people on their tracks, like"},{"startTime":1310.61,"endTime":1312.02,"body":"shit you wouldn't believe."},{"startTime":1312.216,"endTime":1315.618,"body":"And so network, and really"},{"startTime":1312.216,"endTime":1315.618,"body":"if you don't have your own"},{"startTime":1315.618,"endTime":1318.978,"body":"stories and your own examples"},{"startTime":1315.618,"endTime":1318.978,"body":"to pull from, you've got us."},{"startTime":1319.218,"endTime":1319.848,"body":"That's what we do."},{"startTime":1319.848,"endTime":1320.028,"body":"Yeah."},{"startTime":1320.183,"endTime":1320.393,"body":"Yeah."},{"startTime":1320.748,"endTime":1323.944,"body":"The thing I see that might"},{"startTime":1320.748,"endTime":1323.944,"body":"be able to help you start to"},{"startTime":1323.944,"endTime":1326.044,"body":"learn what, what has worked"},{"startTime":1323.944,"endTime":1326.044,"body":"and didn't work for other"},{"startTime":1326.044,"endTime":1329.254,"body":"people and how they cleaned up"},{"startTime":1326.044,"endTime":1329.254,"body":"messes and things like that."},{"startTime":1329.254,"endTime":1332.644,"body":"But over time, you'll start"},{"startTime":1329.254,"endTime":1332.644,"body":"to connect faces to stories,"},{"startTime":1332.644,"endTime":1336.124,"body":"and those stories will turn"},{"startTime":1332.644,"endTime":1336.124,"body":"into story selling, right?"},{"startTime":1336.13,"endTime":1339.37,"body":"You'll say, you know what you"},{"startTime":1336.13,"endTime":1339.37,"body":"remind me of Sarah McLaughlin."},{"startTime":1339.369,"endTime":1340.149,"body":"That's not a very good name."},{"startTime":1340.178,"endTime":1341.807,"body":"Music star, Sarah Smith."},{"startTime":1342.407,"endTime":1344.207,"body":"And let me tell you about,"},{"startTime":1342.407,"endTime":1344.207,"body":"have you got five that"},{"startTime":1344.207,"endTime":1346.667,"body":"it's for a story because"},{"startTime":1344.207,"endTime":1346.667,"body":"I think Sarah would want"},{"startTime":1346.667,"endTime":1347.657,"body":"me to tell you this story."},{"startTime":1347.657,"endTime":1350.256,"body":"No, this is a very human"},{"startTime":1347.657,"endTime":1350.256,"body":"conversation, right?"},{"startTime":1350.346,"endTime":1352.446,"body":"We're not trying to push"},{"startTime":1350.346,"endTime":1352.446,"body":"real estate sales on them."},{"startTime":1352.451,"endTime":1354.371,"body":"We're talking to them,"},{"startTime":1352.451,"endTime":1354.371,"body":"we're telling them a story."},{"startTime":1354.911,"endTime":1357.641,"body":"And that's what I've found to"},{"startTime":1354.911,"endTime":1357.641,"body":"be the most powerful is when"},{"startTime":1357.641,"endTime":1362.441,"body":"I could connect names and"},{"startTime":1357.641,"endTime":1362.441,"body":"like stories to the behavior"},{"startTime":1362.441,"endTime":1364.991,"body":"they were having, then I could"},{"startTime":1362.441,"endTime":1364.991,"body":"break that behavioral block."},{"startTime":1365.471,"endTime":1368.086,"body":"And you guys have probably"},{"startTime":1365.471,"endTime":1368.086,"body":"all heard me talk about this."},{"startTime":1368.112,"endTime":1370.843,"body":"It's I don't view every"},{"startTime":1368.112,"endTime":1370.843,"body":"objection as like a behavioral"},{"startTime":1370.843,"endTime":1373.153,"body":"block, but when I see"},{"startTime":1370.843,"endTime":1373.153,"body":"somebody standing in their"},{"startTime":1373.153,"endTime":1375.523,"body":"own damn way, I'm going"},{"startTime":1373.153,"endTime":1375.523,"body":"to say something right."},{"startTime":1375.558,"endTime":1376.742,"body":"I'm going to push on them."},{"startTime":1376.832,"endTime":1378.85,"body":"And sometimes I just don't."},{"startTime":1379.068,"endTime":1381.407,"body":"But most of the time I do,"},{"startTime":1379.068,"endTime":1381.407,"body":"because I see that they're"},{"startTime":1381.407,"endTime":1383.537,"body":"actually not, their behavior"},{"startTime":1381.407,"endTime":1383.537,"body":"is not serving them."},{"startTime":1383.695,"endTime":1385.735,"body":"And certainly not me cause"},{"startTime":1383.695,"endTime":1385.735,"body":"I'm out in the business."},{"startTime":1386.085,"endTime":1387.255,"body":"Yeah, absolutely."},{"startTime":1387.555,"endTime":1389.294,"body":"Eric, thanks for"},{"startTime":1387.555,"endTime":1389.294,"body":"stepping up brother."},{"startTime":1389.624,"endTime":1394.184,"body":"And I think my best advice"},{"startTime":1389.624,"endTime":1394.184,"body":"to you is as really network"},{"startTime":1394.184,"endTime":1396.873,"body":"and get the most out of this"},{"startTime":1394.184,"endTime":1396.873,"body":"community takes courage to"},{"startTime":1396.873,"endTime":1399.243,"body":"stand up and say, I think"},{"startTime":1396.873,"endTime":1399.243,"body":"I'm doing this wrong, or this"},{"startTime":1399.243,"endTime":1400.983,"body":"is where I'm feeling weak."},{"startTime":1401.433,"endTime":1403.173,"body":"So let these people help you."},{"startTime":1403.173,"endTime":1405.753,"body":"And if anybody else has"},{"startTime":1403.173,"endTime":1405.753,"body":"any advice, please step up"},{"startTime":1405.753,"endTime":1407.553,"body":"and give Eric your opinion."},{"startTime":1407.708,"endTime":1408.398,"body":"No mom"},{"startTime":1408.748,"endTime":1409.168,"body":"gladly."},{"startTime":1409.558,"endTime":1410.128,"body":"All right."},{"startTime":1410.128,"endTime":1413.128,"body":"We got wan fed and Lanette"},{"startTime":1410.128,"endTime":1413.128,"body":"with their hands up."},{"startTime":1413.158,"endTime":1413.638,"body":"I swear."},{"startTime":1413.638,"endTime":1416.148,"body":"I thought I saw,"},{"startTime":1413.638,"endTime":1416.148,"body":"Oh, she disappeared."},{"startTime":1416.498,"endTime":1416.948,"body":"All right."},{"startTime":1417.128,"endTime":1420.218,"body":"One silver me can hear"},{"startTime":1417.128,"endTime":1420.218,"body":"you loud and clear."},{"startTime":1420.428,"endTime":1421.298,"body":"How can we help you today?"},{"startTime":1421.648,"endTime":1422.998,"body":"Got a couple of things."},{"startTime":1423.099,"endTime":1425.042,"body":"I guess I'll start off one"},{"startTime":1423.099,"endTime":1425.042,"body":"thing that I've to share"},{"startTime":1425.042,"endTime":1427.507,"body":"with other people and"},{"startTime":1425.042,"endTime":1427.507,"body":"prospecting for States."},{"startTime":1427.67,"endTime":1428.57,"body":"So like for probates."},{"startTime":1428.586,"endTime":1430.831,"body":"What I do is I go through"},{"startTime":1428.586,"endTime":1430.831,"body":"Facebook marketplace and I"},{"startTime":1430.831,"endTime":1432.031,"body":"just look at for estate sales."},{"startTime":1432.031,"endTime":1434.387,"body":"Cause I like being a little bit"},{"startTime":1432.031,"endTime":1434.387,"body":"more one-on-one and gives more"},{"startTime":1434.387,"endTime":1436.397,"body":"of a natural field, gets you"},{"startTime":1434.387,"endTime":1436.397,"body":"like FaceTime with the people."},{"startTime":1436.397,"endTime":1439.503,"body":"So I actually found one right"},{"startTime":1436.397,"endTime":1439.503,"body":"down the road and it's a"},{"startTime":1439.503,"endTime":1443.195,"body":"surviving spouse and I guess"},{"startTime":1439.503,"endTime":1443.195,"body":"one part is I'll try to find"},{"startTime":1443.195,"endTime":1446.975,"body":"out if she's technically out"},{"startTime":1443.195,"endTime":1446.975,"body":"of file probate that's I guess"},{"startTime":1446.975,"endTime":1449.135,"body":"one of my first questions"},{"startTime":1446.975,"endTime":1449.135,"body":"because her husband passed away"},{"startTime":1449.135,"endTime":1453.45,"body":"in December and she's she has"},{"startTime":1449.135,"endTime":1453.45,"body":"no idea like on what to do."},{"startTime":1453.45,"endTime":1455.477,"body":"And luckily with the probate"},{"startTime":1453.45,"endTime":1455.477,"body":"class I did with the AZA"},{"startTime":1455.477,"endTime":1456.257,"body":"learning quite a bit."},{"startTime":1456.257,"endTime":1458.446,"body":"So I was able to, use a,"},{"startTime":1456.257,"endTime":1458.446,"body":"that vendor map that you gave"},{"startTime":1458.446,"endTime":1460.653,"body":"us and go through it, like"},{"startTime":1458.446,"endTime":1460.653,"body":"on Milan, just Hey we got a"},{"startTime":1460.653,"endTime":1463.341,"body":"couple different options for"},{"startTime":1460.653,"endTime":1463.341,"body":"you, we can either, fix it up,"},{"startTime":1463.387,"endTime":1464.931,"body":"get full market value for it."},{"startTime":1464.953,"endTime":1466.924,"body":"We can, wholesale it out"},{"startTime":1464.953,"endTime":1466.924,"body":"if you need, just provide"},{"startTime":1466.924,"endTime":1469.219,"body":"different things for, give her"},{"startTime":1466.924,"endTime":1469.219,"body":"a realtor, whatever she needs."},{"startTime":1469.318,"endTime":1470.338,"body":"So it's a."},{"startTime":1470.878,"endTime":1473.191,"body":"Three bedroom, two bath"},{"startTime":1470.878,"endTime":1473.191,"body":"house about 2000 square"},{"startTime":1473.191,"endTime":1475.492,"body":"feet, but it sorry, I'm a"},{"startTime":1473.191,"endTime":1475.492,"body":"little nervous it's sold in."},{"startTime":1475.546,"endTime":1478.606,"body":"It's she bought it in 2018"},{"startTime":1475.546,"endTime":1478.606,"body":"brand new, so it doesn't"},{"startTime":1478.606,"endTime":1480.168,"body":"need much fix, fixing up."},{"startTime":1480.168,"endTime":1481.638,"body":"So probably just like unfair."},{"startTime":1481.824,"endTime":1484.614,"body":"It's got about 370,000"},{"startTime":1481.824,"endTime":1484.614,"body":"left on the loan."},{"startTime":1484.596,"endTime":1487.897,"body":"So there's about a 60 to 70,000"},{"startTime":1484.596,"endTime":1487.897,"body":"margin cause it sells about"},{"startTime":1487.897,"endTime":1489.784,"body":"four 30 full market value."},{"startTime":1489.793,"endTime":1492.553,"body":"So I was trying to find"},{"startTime":1489.793,"endTime":1492.553,"body":"out some options to be"},{"startTime":1492.553,"endTime":1493.633,"body":"able to help her out."},{"startTime":1493.713,"endTime":1495.583,"body":"Ultimately I got a"},{"startTime":1493.713,"endTime":1495.583,"body":"state sale guy, like you"},{"startTime":1495.583,"endTime":1496.483,"body":"had on the bender map."},{"startTime":1496.494,"endTime":1499.053,"body":"He's going to help her, sell"},{"startTime":1496.494,"endTime":1499.053,"body":"whatever she needs and stuff"},{"startTime":1499.053,"endTime":1500.913,"body":"like that to, be able to get"},{"startTime":1499.053,"endTime":1500.913,"body":"stuff back in her pocket."},{"startTime":1500.913,"endTime":1503.133,"body":"She doesn't really"},{"startTime":1500.913,"endTime":1503.133,"body":"have much motivation"},{"startTime":1503.193,"endTime":1503.913,"body":"or she has motivation."},{"startTime":1503.913,"endTime":1505.713,"body":"She wants to be done, but"},{"startTime":1503.913,"endTime":1505.713,"body":"she doesn't have a medical"},{"startTime":1505.713,"endTime":1506.913,"body":"bills and stuff that"},{"startTime":1505.713,"endTime":1506.913,"body":"she has to worry about."},{"startTime":1506.913,"endTime":1508.745,"body":"She even said, she's I'd"},{"startTime":1506.913,"endTime":1508.745,"body":"be happy to walk away"},{"startTime":1508.745,"endTime":1510.335,"body":"with 10 grand and stuff."},{"startTime":1510.365,"endTime":1512.245,"body":"I'm just trying to find a way"},{"startTime":1510.365,"endTime":1512.245,"body":"to make ends meet for, and"},{"startTime":1512.245,"endTime":1514.801,"body":"then, get her on her way and"},{"startTime":1512.245,"endTime":1514.801,"body":"admins fall in my lap for it."},{"startTime":1514.801,"endTime":1516.322,"body":"That I'll be happy, but"},{"startTime":1514.801,"endTime":1516.322,"body":"like you were saying just."},{"startTime":1516.667,"endTime":1517.717,"body":"Being able to get"},{"startTime":1516.667,"endTime":1517.717,"body":"stuff through the door."},{"startTime":1517.717,"endTime":1520.024,"body":"And actually this is what I'm"},{"startTime":1517.717,"endTime":1520.024,"body":"trying to do is to get more"},{"startTime":1520.126,"endTime":1522.406,"body":"FaceTime with a lot of vendors"},{"startTime":1520.126,"endTime":1522.406,"body":"and stuff and kind of start"},{"startTime":1522.406,"endTime":1523.966,"body":"building my toolkit and stuff."},{"startTime":1524.182,"endTime":1527.602,"body":"I want to start back at the"},{"startTime":1524.182,"endTime":1527.602,"body":"beginning and commend you for"},{"startTime":1527.602,"endTime":1529.132,"body":"thinking outside of the box."},{"startTime":1529.186,"endTime":1532.006,"body":"We talked last week about"},{"startTime":1529.186,"endTime":1532.006,"body":"having your own estate sale"},{"startTime":1532.016,"endTime":1535.131,"body":"group and that's something you"},{"startTime":1532.016,"endTime":1535.131,"body":"should probably get in place."},{"startTime":1535.161,"endTime":1537.201,"body":"But what you've done"},{"startTime":1535.161,"endTime":1537.201,"body":"is you've gone out and"},{"startTime":1537.201,"endTime":1538.281,"body":"found people who are."},{"startTime":1538.766,"endTime":1541.816,"body":"About to make a mistake"},{"startTime":1538.766,"endTime":1541.816,"body":"and try to manage and run"},{"startTime":1541.816,"endTime":1543.016,"body":"their own estate sale."},{"startTime":1543.436,"endTime":1546.166,"body":"And you just saved them"},{"startTime":1543.436,"endTime":1546.166,"body":"from a huge pain in the ass."},{"startTime":1546.466,"endTime":1547.246,"body":"So good on you."},{"startTime":1547.306,"endTime":1548.176,"body":"Good on you for that."},{"startTime":1548.176,"endTime":1549.976,"body":"And it also started"},{"startTime":1548.176,"endTime":1549.976,"body":"the conversation."},{"startTime":1549.976,"endTime":1552.466,"body":"So you found whatever"},{"startTime":1549.976,"endTime":1552.466,"body":"value you could, right?"},{"startTime":1552.886,"endTime":1553.936,"body":"Like personal property."},{"startTime":1553.936,"endTime":1556.876,"body":"This position is a huge,"},{"startTime":1553.936,"endTime":1556.876,"body":"how many people hear it?"},{"startTime":1556.876,"endTime":1559.786,"body":"Raise the hand, how many"},{"startTime":1556.876,"endTime":1559.786,"body":"people ever made the stupid ass"},{"startTime":1559.786,"endTime":1561.436,"body":"mistake of having a yard sale?"},{"startTime":1561.846,"endTime":1564.665,"body":"People show up at five"},{"startTime":1561.846,"endTime":1564.665,"body":"30 in the morning, they"},{"startTime":1564.665,"endTime":1566.105,"body":"block your driveway."},{"startTime":1566.105,"endTime":1567.845,"body":"It's the craziest thing ever."},{"startTime":1567.845,"endTime":1571.129,"body":"And you're going to make"},{"startTime":1567.845,"endTime":1571.129,"body":"$22 for 14 hours of work."},{"startTime":1571.729,"endTime":1573.619,"body":"And I'm like, take"},{"startTime":1571.729,"endTime":1573.619,"body":"it to Goodwill."},{"startTime":1574.129,"endTime":1577.729,"body":"But that's like controlling"},{"startTime":1574.129,"endTime":1577.729,"body":"the point of sale to keeping"},{"startTime":1577.729,"endTime":1580.399,"body":"people from stealing things,"},{"startTime":1577.729,"endTime":1580.399,"body":"knowing what things are worth"},{"startTime":1580.429,"endTime":1583.829,"body":"showing up there 94 times,"},{"startTime":1580.429,"endTime":1583.829,"body":"it's not anything I would ever"},{"startTime":1583.829,"endTime":1585.719,"body":"suggest any person would do."},{"startTime":1585.911,"endTime":1588.906,"body":"So you, you did a service"},{"startTime":1585.911,"endTime":1588.906,"body":"there, no matter how small"},{"startTime":1588.906,"endTime":1591.276,"body":"that might seem like you"},{"startTime":1588.906,"endTime":1591.276,"body":"might've been selfishly trying"},{"startTime":1591.276,"endTime":1593.556,"body":"to start a conversation,"},{"startTime":1591.276,"endTime":1593.556,"body":"but it was with value."},{"startTime":1593.554,"endTime":1595.684,"body":"So good on you for that man."},{"startTime":1595.834,"endTime":1599.621,"body":"And as far as the house"},{"startTime":1595.834,"endTime":1599.621,"body":"I, my biggest questions"},{"startTime":1599.591,"endTime":1600.871,"body":"are you capitalize?"},{"startTime":1600.871,"endTime":1603.44,"body":"What is your, what kind of"},{"startTime":1600.871,"endTime":1603.44,"body":"man are you trying to be?"},{"startTime":1603.65,"endTime":1605.66,"body":"You want to be a long-term"},{"startTime":1603.65,"endTime":1605.66,"body":"buy and hold investor."},{"startTime":1605.66,"endTime":1608.18,"body":"You want to flip and get"},{"startTime":1605.66,"endTime":1608.18,"body":"eaten up in income taxes."},{"startTime":1608.21,"endTime":1609.09,"body":"What's your strategy."},{"startTime":1609.245,"endTime":1609.515,"body":"Gotcha."},{"startTime":1609.635,"endTime":1611.497,"body":"Currently I'd like to just"},{"startTime":1609.635,"endTime":1611.497,"body":"more on the wholesaling"},{"startTime":1611.497,"endTime":1613.207,"body":"side, so I haven't actually,"},{"startTime":1611.497,"endTime":1613.207,"body":"I'm not actually a realtor,"},{"startTime":1613.207,"endTime":1616.874,"body":"so I do investing, trying"},{"startTime":1613.207,"endTime":1616.874,"body":"to wholesale, but why was"},{"startTime":1617.124,"endTime":1617.944,"body":"why am I not a realtor?"},{"startTime":1617.944,"endTime":1621.332,"body":"Or why am I just trying to"},{"startTime":1617.944,"endTime":1621.332,"body":"find, so why are you nervously"},{"startTime":1621.332,"endTime":1623.012,"body":"saying just a wholesaler?"},{"startTime":1623.362,"endTime":1624.783,"body":"Oh yeah, I guess I gotta own it."},{"startTime":1625.138,"endTime":1627.866,"body":"But no, just more so in the"},{"startTime":1625.138,"endTime":1627.866,"body":"sense of just what the market"},{"startTime":1627.926,"endTime":1630.176,"body":"I was trying to actually just"},{"startTime":1627.926,"endTime":1630.176,"body":"get in and get out and just"},{"startTime":1630.176,"endTime":1631.136,"body":"be able to make things move."},{"startTime":1631.203,"endTime":1631.407,"body":"Okay."},{"startTime":1631.407,"endTime":1634.528,"body":"And say, I want cash"},{"startTime":1631.407,"endTime":1634.528,"body":"fast and now that's okay."},{"startTime":1634.768,"endTime":1635.008,"body":"Yeah."},{"startTime":1635.008,"endTime":1636.268,"body":"That's pretty much it."},{"startTime":1636.288,"endTime":1636.528,"body":"Yeah."},{"startTime":1636.698,"endTime":1638.318,"body":"Have you ever heard of"},{"startTime":1636.698,"endTime":1638.318,"body":"the marshmallow test?"},{"startTime":1638.668,"endTime":1640.678,"body":"So it's a psycho"},{"startTime":1638.668,"endTime":1640.678,"body":"psychological test."},{"startTime":1640.708,"endTime":1643.348,"body":"You give a young child,"},{"startTime":1640.708,"endTime":1643.348,"body":"one marshmallow now,"},{"startTime":1643.438,"endTime":1644.758,"body":"or two and two hours."},{"startTime":1645.108,"endTime":1648.078,"body":"And the kids who take two"},{"startTime":1645.108,"endTime":1648.078,"body":"marshmallows tend to be in"},{"startTime":1648.078,"endTime":1649.488,"body":"the top 1% of our nurse."},{"startTime":1650.083,"endTime":1653.023,"body":"And this has been going on"},{"startTime":1650.083,"endTime":1653.023,"body":"for almost a half a century."},{"startTime":1653.263,"endTime":1657.514,"body":"And so I want you to think about"},{"startTime":1653.263,"endTime":1657.514,"body":"that because I got into with"},{"startTime":1657.514,"endTime":1661.654,"body":"the same low risk, high reward"},{"startTime":1657.514,"endTime":1661.654,"body":"mindset, and wholesaling's"},{"startTime":1661.654,"endTime":1663.124,"body":"a super competitive space."},{"startTime":1663.124,"endTime":1664.864,"body":"That's why I'm pushing"},{"startTime":1663.124,"endTime":1664.864,"body":"on you a little bit here."},{"startTime":1665.019,"endTime":1668.259,"body":"You've got one fricking"},{"startTime":1665.019,"endTime":1668.259,"body":"thing that you can do, right?"},{"startTime":1668.259,"endTime":1671.769,"body":"You can offer a low offer"},{"startTime":1668.259,"endTime":1671.769,"body":"and you have to compete"},{"startTime":1671.769,"endTime":1674.499,"body":"that the only thing you have"},{"startTime":1671.769,"endTime":1674.499,"body":"to differentiate yourself."},{"startTime":1674.529,"endTime":1676.331,"body":"There's a couple of things"},{"startTime":1674.529,"endTime":1676.331,"body":"like the level of service you"},{"startTime":1676.331,"endTime":1680.141,"body":"provide and how you make them"},{"startTime":1676.331,"endTime":1680.141,"body":"feel, but otherwise the quickest"},{"startTime":1680.141,"endTime":1682.631,"body":"way to kill any negotiation"},{"startTime":1680.141,"endTime":1682.631,"body":"is the hang up on price."},{"startTime":1682.721,"endTime":1683.651,"body":"It's dead."},{"startTime":1683.861,"endTime":1685.901,"body":"If you don't have other"},{"startTime":1683.861,"endTime":1685.901,"body":"gambits on the table."},{"startTime":1686.381,"endTime":1689.411,"body":"So like when you look at"},{"startTime":1686.381,"endTime":1689.411,"body":"the reason I'm unpacking all"},{"startTime":1689.42,"endTime":1692.55,"body":"this is a great opportunity"},{"startTime":1689.42,"endTime":1692.55,"body":"to own or finance a house."},{"startTime":1693.09,"endTime":1694.71,"body":"So you have a surviving spouse."},{"startTime":1694.77,"endTime":1698.1,"body":"If you understand the chain"},{"startTime":1694.77,"endTime":1698.1,"body":"of title, if she held the, if"},{"startTime":1698.1,"endTime":1701.82,"body":"she held the house with the"},{"startTime":1698.1,"endTime":1701.82,"body":"right title, then it is very"},{"startTime":1701.82,"endTime":1705.33,"body":"possibly going to transfer"},{"startTime":1701.82,"endTime":1705.33,"body":"to her outside of probate."},{"startTime":1705.519,"endTime":1708.008,"body":"Tomorrow you could"},{"startTime":1705.519,"endTime":1708.008,"body":"initiate that process."},{"startTime":1708.038,"endTime":1708.368,"body":"Get her."},{"startTime":1708.392,"endTime":1711.752,"body":"What if this lady, what owner"},{"startTime":1708.392,"endTime":1711.752,"body":"finance this house to you with"},{"startTime":1711.812,"endTime":1716.732,"body":"zero money down, buy full price"},{"startTime":1711.812,"endTime":1716.732,"body":"offer on a 30 year amortization"},{"startTime":1716.732,"endTime":1718.082,"body":"with a five-year balloon."},{"startTime":1718.682,"endTime":1719.672,"body":"Would you take the deal?"},{"startTime":1719.827,"endTime":1721.347,"body":"Not too familiar with"},{"startTime":1719.827,"endTime":1721.347,"body":"the five-year balloon."},{"startTime":1721.397,"endTime":1724.304,"body":"It definitely five years to"},{"startTime":1721.397,"endTime":1724.304,"body":"get your finances in order."},{"startTime":1724.304,"endTime":1727.793,"body":"So you can refinance that house"},{"startTime":1724.304,"endTime":1727.793,"body":"and it puts some teeth in the"},{"startTime":1727.793,"endTime":1730.764,"body":"deal for you because I have"},{"startTime":1727.793,"endTime":1730.764,"body":"to have a stable income and be"},{"startTime":1730.764,"endTime":1732.144,"body":"able to refinance this house."},{"startTime":1732.564,"endTime":1733.374,"body":"Here's the reality."},{"startTime":1733.644,"endTime":1736.194,"body":"You can do the refi through"},{"startTime":1733.644,"endTime":1736.194,"body":"a community bank with an"},{"startTime":1736.224,"endTime":1738.954,"body":"asset-based loan, not a"},{"startTime":1736.224,"endTime":1738.954,"body":"personal credit based loan."},{"startTime":1739.314,"endTime":1741.714,"body":"So I'm not telling you to"},{"startTime":1739.314,"endTime":1741.714,"body":"take unreasonable risk."},{"startTime":1741.878,"endTime":1743.768,"body":"Most people don't believe"},{"startTime":1741.878,"endTime":1743.768,"body":"you can just walk into"},{"startTime":1743.768,"endTime":1745.868,"body":"a community bank and"},{"startTime":1743.768,"endTime":1745.868,"body":"get a loan, but you can."},{"startTime":1746.073,"endTime":1747.723,"body":"It's called the"},{"startTime":1746.073,"endTime":1747.723,"body":"commercial department."},{"startTime":1747.723,"endTime":1750.871,"body":"You throw 20 grand on a deposit"},{"startTime":1747.723,"endTime":1750.871,"body":"account and say, I need to"},{"startTime":1750.871,"endTime":1753.361,"body":"speak to the president of"},{"startTime":1750.871,"endTime":1753.361,"body":"commercial lending and they"},{"startTime":1753.361,"endTime":1756.361,"body":"will write you a home on"},{"startTime":1753.361,"endTime":1756.361,"body":"because that house is going"},{"startTime":1756.361,"endTime":1758.919,"body":"to have a debt coverage ratio"},{"startTime":1756.361,"endTime":1758.919,"body":"of probably one and a half to"},{"startTime":1758.919,"endTime":1762.29,"body":"two and a half, because you've"},{"startTime":1758.919,"endTime":1762.29,"body":"amortized it over 30 years."},{"startTime":1762.29,"endTime":1764.69,"body":"So your cashflow is"},{"startTime":1762.29,"endTime":1764.69,"body":"going to be instant and"},{"startTime":1764.69,"endTime":1765.56,"body":"it's going to be good."},{"startTime":1766.13,"endTime":1769.43,"body":"So I'll ask again, would"},{"startTime":1766.13,"endTime":1769.43,"body":"you rather make a quick"},{"startTime":1769.43,"endTime":1773.27,"body":"profit or would you rather"},{"startTime":1769.43,"endTime":1773.27,"body":"minimize taxation maximize"},{"startTime":1773.27,"endTime":1776.0,"body":"your net operating income"},{"startTime":1773.27,"endTime":1776.0,"body":"and build real wealth over"},{"startTime":1776.0,"endTime":1779.281,"body":"time  and compete far less"},{"startTime":1776.0,"endTime":1779.281,"body":"than you are wholesaler?"},{"startTime":1779.497,"endTime":1780.607,"body":"That's definitely"},{"startTime":1779.497,"endTime":1780.607,"body":"like the option."},{"startTime":1780.68,"endTime":1784.52,"body":"I'd definitely like to look"},{"startTime":1780.68,"endTime":1784.52,"body":"at the S and M that's $10,000."},{"startTime":1784.762,"endTime":1785.242,"body":"Yes."},{"startTime":1785.592,"endTime":1788.952,"body":"Give her $10,000 cash as"},{"startTime":1785.592,"endTime":1788.952,"body":"a down payment, amortize,"},{"startTime":1788.952,"endTime":1789.852,"body":"it make her an offer."},{"startTime":1790.302,"endTime":1793.428,"body":"Like you said all I"},{"startTime":1790.302,"endTime":1793.428,"body":"want is 10,000 bucks."},{"startTime":1793.548,"endTime":1795.798,"body":"Make that as painless"},{"startTime":1793.548,"endTime":1795.798,"body":"as possible and be like,"},{"startTime":1795.888,"endTime":1797.928,"body":"absolutely, I'm going"},{"startTime":1795.888,"endTime":1797.928,"body":"to put that down as the"},{"startTime":1797.958,"endTime":1800.808,"body":"earnest money deposit and"},{"startTime":1797.958,"endTime":1800.808,"body":"we can close next week."},{"startTime":1800.966,"endTime":1803.606,"body":"But because I'm giving"},{"startTime":1800.966,"endTime":1803.606,"body":"you full price and I'm"},{"startTime":1803.606,"endTime":1804.746,"body":"giving you the cash."},{"startTime":1804.806,"endTime":1807.056,"body":"I need to make the"},{"startTime":1804.806,"endTime":1807.056,"body":"terms work for me as you"},{"startTime":1807.056,"endTime":1808.046,"body":"understand that, right?"},{"startTime":1808.466,"endTime":1808.616,"body":"Yeah."},{"startTime":1808.646,"endTime":1808.976,"body":"Okay."},{"startTime":1808.976,"endTime":1811.6,"body":"So what those terms are is I'm"},{"startTime":1808.976,"endTime":1811.6,"body":"going to a regular mortgage."},{"startTime":1811.6,"endTime":1813.64,"body":"We're going to amortize"},{"startTime":1811.6,"endTime":1813.64,"body":"this over 30 years, but"},{"startTime":1813.64,"endTime":1816.937,"body":"because I'm not want to"},{"startTime":1813.64,"endTime":1816.937,"body":"drag this out for 30 years."},{"startTime":1816.952,"endTime":1820.487,"body":"I will refinance probably in"},{"startTime":1816.952,"endTime":1820.487,"body":"the next year or so, as soon"},{"startTime":1820.487,"endTime":1823.217,"body":"as I can get a year's worth"},{"startTime":1820.487,"endTime":1823.217,"body":"of books on the property, then"},{"startTime":1823.247,"endTime":1826.899,"body":"a community bank will is how"},{"startTime":1823.247,"endTime":1826.899,"body":"I refinance my properties and"},{"startTime":1826.899,"endTime":1829.569,"body":"we'll put a long-term loan in"},{"startTime":1826.899,"endTime":1829.569,"body":"place and you'll get the, you'll"},{"startTime":1829.569,"endTime":1831.069,"body":"be paid at, paid off in full."},{"startTime":1831.113,"endTime":1833.593,"body":"Let me just take a few minutes"},{"startTime":1831.113,"endTime":1833.593,"body":"and I'll write this up and I'll"},{"startTime":1833.593,"endTime":1834.923,"body":"be right back, go to your truck."},{"startTime":1834.923,"endTime":1837.973,"body":"Could get out of contract,"},{"startTime":1834.923,"endTime":1837.973,"body":"write the damn thing, walk"},{"startTime":1837.983,"endTime":1840.423,"body":"it back in there and say,"},{"startTime":1837.983,"endTime":1840.423,"body":"okay, look at my blue pen."},{"startTime":1840.598,"endTime":1842.485,"body":"So I think that's your play man."},{"startTime":1842.485,"endTime":1844.765,"body":"And I know that probably wasn't"},{"startTime":1842.485,"endTime":1844.765,"body":"the answer you expected, but"},{"startTime":1845.095,"endTime":1849.475,"body":"you're like wholesaling is"},{"startTime":1845.095,"endTime":1849.475,"body":"an incredibly competitive"},{"startTime":1849.475,"endTime":1853.555,"body":"game and this woman has a"},{"startTime":1849.475,"endTime":1853.555,"body":"home in good condition and"},{"startTime":1853.555,"endTime":1854.905,"body":"all she wants is 10 grand."},{"startTime":1854.915,"endTime":1857.035,"body":"So my mind goes"},{"startTime":1854.915,"endTime":1857.035,"body":"to a one strategy."},{"startTime":1857.035,"endTime":1859.375,"body":"I'm like, that's what"},{"startTime":1857.035,"endTime":1859.375,"body":"you call a free house."},{"startTime":1859.533,"endTime":1863.765,"body":"So that would be, I would try"},{"startTime":1859.533,"endTime":1863.765,"body":"to do it if and you said there's"},{"startTime":1863.765,"endTime":1866.135,"body":"a note on it, so you're going"},{"startTime":1863.765,"endTime":1866.135,"body":"to have to do it as a rap."},{"startTime":1866.165,"endTime":1867.305,"body":"I said, owner financing."},{"startTime":1867.515,"endTime":1868.325,"body":"There is a note, right?"},{"startTime":1868.523,"endTime":1868.703,"body":"Yeah."},{"startTime":1868.723,"endTime":1871.789,"body":"So you can buy subject to"},{"startTime":1868.723,"endTime":1871.789,"body":"if you have to get, if you"},{"startTime":1871.789,"endTime":1875.059,"body":"have to get out, you get out"},{"startTime":1871.789,"endTime":1875.059,"body":"through a refinance, but so get"},{"startTime":1875.059,"endTime":1876.739,"body":"an authorization to release."},{"startTime":1876.799,"endTime":1879.679,"body":"Call the bank, set up autodraft"},{"startTime":1876.799,"endTime":1879.679,"body":"payments are actually set"},{"startTime":1879.679,"endTime":1883.669,"body":"up a third party, servicer"},{"startTime":1879.679,"endTime":1883.669,"body":"loan servicer, and connect"},{"startTime":1883.669,"endTime":1885.897,"body":"your bank account to the"},{"startTime":1883.669,"endTime":1885.897,"body":"servicer to the lender."},{"startTime":1886.107,"endTime":1889.557,"body":"And both of you, both you"},{"startTime":1886.107,"endTime":1889.557,"body":"and her get an email receipt"},{"startTime":1889.587,"endTime":1893.517,"body":"and a paper copy of each"},{"startTime":1889.587,"endTime":1893.517,"body":"month's payments and then"},{"startTime":1893.517,"endTime":1894.597,"body":"go rent that thing out."},{"startTime":1894.627,"endTime":1895.917,"body":"Like you'll rent it and the day."},{"startTime":1896.137,"endTime":1898.537,"body":"But that's what I would"},{"startTime":1896.137,"endTime":1898.537,"body":"suggest you do with that one."},{"startTime":1898.537,"endTime":1898.807,"body":"That way."},{"startTime":1898.807,"endTime":1900.787,"body":"You're not competing with all"},{"startTime":1898.807,"endTime":1900.787,"body":"the other guys that are going"},{"startTime":1900.787,"endTime":1902.527,"body":"to hit her way lower than that."},{"startTime":1902.586,"endTime":1905.406,"body":"If you can give her, you can"},{"startTime":1902.586,"endTime":1905.406,"body":"give her what she wants, 10"},{"startTime":1905.406,"endTime":1908.921,"body":"grand on a solid offer, and"},{"startTime":1905.406,"endTime":1908.921,"body":"you can get a free house."},{"startTime":1909.271,"endTime":1911.236,"body":"And you're not going to get"},{"startTime":1909.271,"endTime":1911.236,"body":"blessed or an income tax like"},{"startTime":1911.236,"endTime":1912.346,"body":"you would with a wholesale fee."},{"startTime":1912.504,"endTime":1912.864,"body":"Gotcha."},{"startTime":1912.984,"endTime":1913.254,"body":"That's true."},{"startTime":1913.604,"endTime":1914.234,"body":"I appreciate it."},{"startTime":1914.564,"endTime":1914.684,"body":"Yeah."},{"startTime":1914.774,"endTime":1916.514,"body":"That's mainly what I was"},{"startTime":1914.774,"endTime":1916.514,"body":"trying to look at it like just"},{"startTime":1916.514,"endTime":1918.216,"body":"different options, just to be"},{"startTime":1916.514,"endTime":1918.216,"body":"able to, like you're saying,"},{"startTime":1918.23,"endTime":1920.463,"body":"come to the table done, you've"},{"startTime":1918.23,"endTime":1920.463,"body":"got the wholesale side and then"},{"startTime":1920.463,"endTime":1921.663,"body":"obviously bring value added."},{"startTime":1921.663,"endTime":1923.713,"body":"But ultimately like the"},{"startTime":1921.663,"endTime":1923.713,"body":"other option that I wanted"},{"startTime":1923.713,"endTime":1925.123,"body":"to highlight that one,"},{"startTime":1923.713,"endTime":1925.123,"body":"because I felt like it"},{"startTime":1925.123,"endTime":1925.783,"body":"was being overlooked."},{"startTime":1925.813,"endTime":1927.763,"body":"Your options are obviously"},{"startTime":1925.813,"endTime":1927.763,"body":"conventional sale."},{"startTime":1927.823,"endTime":1928.783,"body":"You've got enough equity."},{"startTime":1928.783,"endTime":1930.673,"body":"You can refer her to a"},{"startTime":1928.783,"endTime":1930.673,"body":"realtor if none of these"},{"startTime":1930.673,"endTime":1931.603,"body":"other things work out."},{"startTime":1932.143,"endTime":1934.813,"body":"So you can do a conventional"},{"startTime":1932.143,"endTime":1934.813,"body":"sale, you could do a lease"},{"startTime":1934.813,"endTime":1937.093,"body":"with option to purchase"},{"startTime":1934.813,"endTime":1937.093,"body":"where you don't have to"},{"startTime":1937.093,"endTime":1938.293,"body":"take any personal risk."},{"startTime":1938.772,"endTime":1941.237,"body":"You can do an app, as is,"},{"startTime":1938.772,"endTime":1941.237,"body":"whereas probably doesn't"},{"startTime":1941.237,"endTime":1943.307,"body":"even make sense on it because"},{"startTime":1941.237,"endTime":1943.307,"body":"it's in such good shape."},{"startTime":1943.469,"endTime":1944.999,"body":"You can obviously"},{"startTime":1943.469,"endTime":1944.999,"body":"do a wholesale."},{"startTime":1945.554,"endTime":1947.384,"body":"So there's a lot of"},{"startTime":1945.554,"endTime":1947.384,"body":"strategies you can use."},{"startTime":1947.384,"endTime":1950.084,"body":"I think the one that meets"},{"startTime":1947.384,"endTime":1950.084,"body":"her needs and serves you"},{"startTime":1950.084,"endTime":1952.874,"body":"at the highest level long"},{"startTime":1950.084,"endTime":1952.874,"body":"term is the one I suggested."},{"startTime":1953.019,"endTime":1955.288,"body":"But if you're not comfortable"},{"startTime":1953.019,"endTime":1955.288,"body":"with it or you don't understand"},{"startTime":1955.288,"endTime":1956.308,"body":"it, don't go do that."},{"startTime":1956.308,"endTime":1957.429,"body":"Like you've got to agree."},{"startTime":1957.429,"endTime":1957.879,"body":"Okay."},{"startTime":1957.92,"endTime":1961.388,"body":"But I think that like"},{"startTime":1957.92,"endTime":1961.388,"body":"a sub two or wrap if"},{"startTime":1961.408,"endTime":1963.598,"body":"necessary, you probably"},{"startTime":1961.408,"endTime":1963.598,"body":"don't even need the rap."},{"startTime":1963.628,"endTime":1966.088,"body":"You can just do 10,000"},{"startTime":1963.628,"endTime":1966.088,"body":"and the sub two."},{"startTime":1966.243,"endTime":1969.213,"body":"And then you got yourself"},{"startTime":1966.243,"endTime":1969.213,"body":"a big four bedroom rental"},{"startTime":1969.563,"endTime":1973.86,"body":"originated, when the note was"},{"startTime":1969.563,"endTime":1973.86,"body":"originated was I should have it."},{"startTime":1973.92,"endTime":1975.33,"body":"I got it up on prop stream."},{"startTime":1975.496,"endTime":1976.426,"body":"Oh, you got prop stream."},{"startTime":1976.436,"endTime":1978.558,"body":"So just what's your"},{"startTime":1976.436,"endTime":1978.558,"body":"estimated rent and what's"},{"startTime":1978.558,"endTime":1979.548,"body":"the estimated payment."},{"startTime":1979.791,"endTime":1982.851,"body":"That's the loan payments"},{"startTime":1979.791,"endTime":1982.851,"body":"17 and then loan"},{"startTime":1982.851,"endTime":1985.054,"body":"originated November, 2019."},{"startTime":1985.293,"endTime":1985.443,"body":"Oh."},{"startTime":1985.473,"endTime":1987.063,"body":"So she's got a super low rate."},{"startTime":1987.333,"endTime":1988.623,"body":"You want that loan forever?"},{"startTime":1988.973,"endTime":1990.593,"body":"Like you're not going"},{"startTime":1988.973,"endTime":1990.593,"body":"to refinance that one."},{"startTime":1990.593,"endTime":1991.463,"body":"If she doesn't care."},{"startTime":1991.813,"endTime":1994.271,"body":"If you take it sub"},{"startTime":1991.813,"endTime":1994.271,"body":"to she doesn't care,"},{"startTime":1994.271,"endTime":1995.381,"body":"she got her 10 grand."},{"startTime":1995.381,"endTime":1996.581,"body":"That's all she wanted out of it."},{"startTime":1996.971,"endTime":1998.321,"body":"I'd ride that one for a ride."},{"startTime":1998.321,"endTime":2000.715,"body":"That one for the next 27 years,"},{"startTime":2000.873,"endTime":2003.423,"body":"like I said, and if you"},{"startTime":2000.873,"endTime":2003.423,"body":"don't have this already, you"},{"startTime":2003.423,"endTime":2006.303,"body":"should go open an account"},{"startTime":2003.423,"endTime":2006.303,"body":"on a community bank, build"},{"startTime":2006.303,"endTime":2010.023,"body":"a relationship with the"},{"startTime":2006.303,"endTime":2010.023,"body":"commercial loan officer and be"},{"startTime":2010.023,"endTime":2011.943,"body":"ready for asset based lending."},{"startTime":2011.943,"endTime":2014.253,"body":"Because if you're in one of"},{"startTime":2011.943,"endTime":2014.253,"body":"these deals and they call the"},{"startTime":2014.253,"endTime":2015.903,"body":"note, you have plenty of time."},{"startTime":2016.263,"endTime":2017.913,"body":"But if you already have"},{"startTime":2016.263,"endTime":2017.913,"body":"that relationship, you're"},{"startTime":2017.913,"endTime":2018.543,"body":"going to be like, yeah."},{"startTime":2018.573,"endTime":2019.413,"body":"Okay, whatever."},{"startTime":2019.503,"endTime":2021.513,"body":"And then just go to the"},{"startTime":2019.503,"endTime":2021.513,"body":"bank, say, Hey, I got this"},{"startTime":2021.513,"endTime":2024.644,"body":"house, they're going to"},{"startTime":2021.513,"endTime":2024.644,"body":"give you up to an 85 LTV."},{"startTime":2024.794,"endTime":2025.964,"body":"You've already got the equity."},{"startTime":2025.964,"endTime":2028.244,"body":"That's why I'm suggesting"},{"startTime":2025.964,"endTime":2028.244,"body":"that as a safe strategy."},{"startTime":2028.402,"endTime":2031.192,"body":"And you can refi, you could"},{"startTime":2028.402,"endTime":2031.192,"body":"refile that in 30 days before"},{"startTime":2031.192,"endTime":2033.262,"body":"they could ever go through"},{"startTime":2031.192,"endTime":2033.262,"body":"the foreclosure process."},{"startTime":2033.612,"endTime":2034.002,"body":"Gotcha."},{"startTime":2034.352,"endTime":2036.232,"body":"So my man, how are you?"},{"startTime":2036.582,"endTime":2036.852,"body":"Hello?"},{"startTime":2036.852,"endTime":2037.272,"body":"Hello?"},{"startTime":2037.272,"endTime":2037.812,"body":"How are you?"},{"startTime":2038.142,"endTime":2038.382,"body":"Good."},{"startTime":2038.382,"endTime":2038.922,"body":"How are you, man?"},{"startTime":2039.302,"endTime":2039.725,"body":"Great."},{"startTime":2039.756,"endTime":2040.416,"body":"So thanks."},{"startTime":2040.446,"endTime":2042.222,"body":"Thanks for taking"},{"startTime":2040.446,"endTime":2042.222,"body":"my my question."},{"startTime":2042.242,"endTime":2044.412,"body":"So a little announcement."},{"startTime":2044.412,"endTime":2046.542,"body":"I do have a referral for Mr."},{"startTime":2046.542,"endTime":2046.932,"body":"Pinell."},{"startTime":2046.952,"endTime":2049.812,"body":"So if you can call"},{"startTime":2046.952,"endTime":2049.812,"body":"me after this call or"},{"startTime":2049.812,"endTime":2050.915,"body":"whenever you have it, Mr."},{"startTime":2051.295,"endTime":2053.105,"body":"Now I got pushed below the fold."},{"startTime":2053.375,"endTime":2054.025,"body":"You still here?"},{"startTime":2054.215,"endTime":2054.725,"body":"Oh, there you are."},{"startTime":2054.875,"endTime":2055.535,"body":"Nice right there."},{"startTime":2055.905,"endTime":2060.195,"body":"Secondly, I have a question"},{"startTime":2055.905,"endTime":2060.195,"body":"about an appointment and a"},{"startTime":2060.195,"endTime":2065.795,"body":"question that may be John"},{"startTime":2060.195,"endTime":2065.795,"body":"Fraker could also jump in on."},{"startTime":2065.798,"endTime":2071.09,"body":"So the question is about PRS"},{"startTime":2065.798,"endTime":2071.09,"body":"who have an attorney, right?"},{"startTime":2071.36,"endTime":2077.705,"body":"So I had a lead that I started"},{"startTime":2071.36,"endTime":2077.705,"body":"going after a few months ago."},{"startTime":2077.945,"endTime":2081.327,"body":"She's she was out of"},{"startTime":2077.945,"endTime":2081.327,"body":"state in Florida, stayed"},{"startTime":2081.327,"endTime":2083.517,"body":"in touch with her, the"},{"startTime":2081.327,"endTime":2083.517,"body":"properties in California."},{"startTime":2083.532,"endTime":2084.163,"body":"Stayed in touch."},{"startTime":2084.163,"endTime":2086.143,"body":"She said, look, I'm definitely"},{"startTime":2084.163,"endTime":2086.143,"body":"gonna need your help."},{"startTime":2086.473,"endTime":2090.043,"body":"So I made sure throughout"},{"startTime":2086.473,"endTime":2090.043,"body":"the holidays and for whatever"},{"startTime":2090.043,"endTime":2093.19,"body":"reason, just to either send a"},{"startTime":2090.043,"endTime":2093.19,"body":"holiday card or just, is there"},{"startTime":2093.19,"endTime":2095.89,"body":"a vacant home insurance policy"},{"startTime":2093.19,"endTime":2095.89,"body":"on the property, all that stuff"},{"startTime":2095.89,"endTime":2097.048,"body":"just to stay in front of her."},{"startTime":2097.055,"endTime":2100.565,"body":"She ends up, she tells me"},{"startTime":2097.055,"endTime":2100.565,"body":"she's supposed to come to"},{"startTime":2100.755,"endTime":2103.235,"body":"California, to me, with the"},{"startTime":2100.755,"endTime":2103.235,"body":"attorney to get a better"},{"startTime":2103.235,"endTime":2104.645,"body":"understanding all that stuff."},{"startTime":2104.8,"endTime":2109.06,"body":"And finally, after about four"},{"startTime":2104.8,"endTime":2109.06,"body":"months of follow-up, I guess the"},{"startTime":2109.06,"endTime":2113.465,"body":"second she met with the attorney"},{"startTime":2109.06,"endTime":2113.465,"body":"gave her a realtor to work with."},{"startTime":2113.555,"endTime":2116.735,"body":"So she went from super-friendly"},{"startTime":2113.555,"endTime":2116.735,"body":"to, I have a realtor"},{"startTime":2116.765,"endTime":2117.985,"body":"don't call me all right."},{"startTime":2117.985,"endTime":2118.718,"body":"It is what it is."},{"startTime":2118.803,"endTime":2125.529,"body":"So the question is for PRS"},{"startTime":2118.803,"endTime":2125.529,"body":"that have attorneys, is it,"},{"startTime":2125.799,"endTime":2129.579,"body":"do you suggest that perhaps"},{"startTime":2125.799,"endTime":2129.579,"body":"if they don't show resistance,"},{"startTime":2129.609,"endTime":2131.679,"body":"AK, if they're open to."},{"startTime":2132.059,"endTime":2134.981,"body":"Your help in"},{"startTime":2132.059,"endTime":2134.981,"body":"whichever way it is."},{"startTime":2135.251,"endTime":2138.311,"body":"And you notice that they do"},{"startTime":2135.251,"endTime":2138.311,"body":"have an attorney already."},{"startTime":2138.851,"endTime":2143.206,"body":"Would it be a good idea to also"},{"startTime":2138.851,"endTime":2143.206,"body":"if they don't show resistance,"},{"startTime":2143.206,"endTime":2146.656,"body":"contact the attorney and try"},{"startTime":2143.206,"endTime":2146.656,"body":"to establish a rapport and"},{"startTime":2146.686,"endTime":2150.606,"body":"if so, what would be the best"},{"startTime":2146.686,"endTime":2150.606,"body":"way to go about doing so, so"},{"startTime":2150.606,"endTime":2153.126,"body":"that you're not just hi, Mr."},{"startTime":2153.156,"endTime":2154.416,"body":"For example, hi John."},{"startTime":2154.566,"endTime":2157.055,"body":"I know you're working with"},{"startTime":2154.566,"endTime":2157.055,"body":"Chad and I'm a realtor"},{"startTime":2157.055,"endTime":2157.715,"body":"and blah, blah, blah."},{"startTime":2157.749,"endTime":2161.347,"body":"So it's not give me, it's"},{"startTime":2157.749,"endTime":2161.347,"body":"almost, would you maybe"},{"startTime":2161.347,"endTime":2165.956,"body":"take the approach with John"},{"startTime":2161.347,"endTime":2165.956,"body":"of saying, Hey I'm putting"},{"startTime":2165.956,"endTime":2168.386,"body":"together for example, a"},{"startTime":2165.956,"endTime":2168.386,"body":"checklist and I'd like to"},{"startTime":2168.386,"endTime":2170.546,"body":"include you, I'd like to get"},{"startTime":2168.386,"endTime":2170.546,"body":"your input, blah, blah, blah."},{"startTime":2170.576,"endTime":2173.459,"body":"But I also don't want to beat"},{"startTime":2170.576,"endTime":2173.459,"body":"around the Bush, if that's"},{"startTime":2173.459,"endTime":2177.329,"body":"even an approach that you would"},{"startTime":2173.459,"endTime":2177.329,"body":"take, that's that question?"},{"startTime":2177.839,"endTime":2179.219,"body":"I don't know if you want"},{"startTime":2177.839,"endTime":2179.219,"body":"me to go to the next"},{"startTime":2179.219,"endTime":2180.509,"body":"question is stop there."},{"startTime":2180.664,"endTime":2183.444,"body":"I'm going to let John take this"},{"startTime":2180.664,"endTime":2183.444,"body":"one as long as you want to."},{"startTime":2183.794,"endTime":2184.484,"body":"Yeah, I know."},{"startTime":2184.494,"endTime":2186.494,"body":"I know what I would say, but I"},{"startTime":2184.494,"endTime":2186.494,"body":"want to hear what he has to say."},{"startTime":2186.694,"endTime":2187.174,"body":"Okay."},{"startTime":2187.524,"endTime":2187.764,"body":"Yeah."},{"startTime":2187.764,"endTime":2190.481,"body":"It's, when you describe"},{"startTime":2187.764,"endTime":2190.481,"body":"something like that's fairly"},{"startTime":2190.481,"endTime":2193.841,"body":"rare that an attorney on the"},{"startTime":2190.481,"endTime":2193.841,"body":"first call would have a realtor"},{"startTime":2193.901,"endTime":2196.831,"body":"locked and loaded unless they"},{"startTime":2193.901,"endTime":2196.831,"body":"have some kind of maybe off the"},{"startTime":2196.831,"endTime":2199.411,"body":"books, partnership with that"},{"startTime":2196.831,"endTime":2199.411,"body":"realtor, to be honest with you."},{"startTime":2199.831,"endTime":2200.251,"body":"Okay."},{"startTime":2200.333,"endTime":2202.163,"body":"Yeah, my business"},{"startTime":2200.333,"endTime":2202.163,"body":"partner, Leon and I talk"},{"startTime":2202.163,"endTime":2202.913,"body":"about this all the time."},{"startTime":2202.923,"endTime":2205.676,"body":"He's we've had, I had a"},{"startTime":2202.923,"endTime":2205.676,"body":"court case where we went,"},{"startTime":2205.676,"endTime":2207.026,"body":"it was a partition sale."},{"startTime":2207.476,"endTime":2210.056,"body":"So it was your typical"},{"startTime":2207.476,"endTime":2210.056,"body":"non-functional family."},{"startTime":2210.566,"endTime":2211.946,"body":"And the parents had one house."},{"startTime":2211.946,"endTime":2215.326,"body":"They had five kids and they"},{"startTime":2211.946,"endTime":2215.326,"body":"did a what's it, the the deed"},{"startTime":2215.326,"endTime":2216.976,"body":"and replacement of probate."},{"startTime":2217.366,"endTime":2219.646,"body":"So they just said, when we"},{"startTime":2217.366,"endTime":2219.646,"body":"die, the survivorship deed,"},{"startTime":2219.766,"endTime":2220.786,"body":"it goes to the five kids."},{"startTime":2220.942,"endTime":2223.312,"body":"So for the five kids live"},{"startTime":2220.942,"endTime":2223.312,"body":"near the property, one"},{"startTime":2223.312,"endTime":2225.022,"body":"of them, my client lives"},{"startTime":2223.312,"endTime":2225.022,"body":"up here in the Bay area."},{"startTime":2225.372,"endTime":2228.23,"body":"And was like, Hey, you guys"},{"startTime":2225.372,"endTime":2228.23,"body":"are going to sell this or can"},{"startTime":2228.23,"endTime":2229.4,"body":"I get some information on it?"},{"startTime":2229.37,"endTime":2232.823,"body":"No, no sent letters to his"},{"startTime":2229.37,"endTime":2232.823,"body":"own siblings over two years."},{"startTime":2232.823,"endTime":2234.203,"body":"And they kept dropping"},{"startTime":2232.823,"endTime":2234.203,"body":"in the shredder."},{"startTime":2234.356,"endTime":2235.725,"body":"So we actually wound"},{"startTime":2234.356,"endTime":2235.725,"body":"up going to court."},{"startTime":2235.725,"endTime":2237.885,"body":"And the funny thing"},{"startTime":2235.725,"endTime":2237.885,"body":"was, we litigated it."},{"startTime":2237.885,"endTime":2241.035,"body":"Obviously they can't stop a"},{"startTime":2237.885,"endTime":2241.035,"body":"partition action in California."},{"startTime":2241.015,"endTime":2243.88,"body":"So we were going to get exactly"},{"startTime":2241.015,"endTime":2243.88,"body":"what we needed after we made the"},{"startTime":2243.88,"endTime":2245.23,"body":"other attorney look really bad."},{"startTime":2245.49,"endTime":2247.17,"body":"But then he was like, it"},{"startTime":2245.49,"endTime":2247.17,"body":"was part of the settlement."},{"startTime":2247.17,"endTime":2249.21,"body":"I got my guy over here,"},{"startTime":2247.17,"endTime":2249.21,"body":"the realtor, and I"},{"startTime":2249.21,"endTime":2250.464,"body":"was like, interesting."},{"startTime":2251.004,"endTime":2253.54,"body":"So I'm not going to fight the"},{"startTime":2251.004,"endTime":2253.54,"body":"guy over that, even though, I"},{"startTime":2253.54,"endTime":2254.5,"body":"had already made them look bad."},{"startTime":2254.5,"endTime":2257.29,"body":"I was trying to let him escape"},{"startTime":2254.5,"endTime":2257.29,"body":"with some of his dignity intact."},{"startTime":2257.343,"endTime":2258.543,"body":"And it was just weird to me."},{"startTime":2258.603,"endTime":2260.5,"body":"And I talked to Leon, my"},{"startTime":2258.603,"endTime":2260.5,"body":"business partner, and he's"},{"startTime":2260.49,"endTime":2262.263,"body":"dude, there, they have"},{"startTime":2260.49,"endTime":2262.263,"body":"a pay deal on the side."},{"startTime":2262.383,"endTime":2263.403,"body":"You're not going"},{"startTime":2262.383,"endTime":2263.403,"body":"to talk about it."},{"startTime":2263.403,"endTime":2265.473,"body":"That's unethical state"},{"startTime":2263.403,"endTime":2265.473,"body":"bar wouldn't allow that."},{"startTime":2266.043,"endTime":2266.943,"body":"I guarantee it's happening."},{"startTime":2267.054,"endTime":2269.195,"body":"In some cases you're going to"},{"startTime":2267.054,"endTime":2269.195,"body":"run into something like that."},{"startTime":2269.225,"endTime":2272.21,"body":"There's no point in trying to"},{"startTime":2269.225,"endTime":2272.21,"body":"fight that one,  in general,"},{"startTime":2272.42,"endTime":2275.352,"body":"building relationships with"},{"startTime":2272.42,"endTime":2275.352,"body":"attorneys is, it's proactive."},{"startTime":2275.382,"endTime":2277.482,"body":"It's getting to them"},{"startTime":2275.382,"endTime":2277.482,"body":"before you have that kind"},{"startTime":2277.482,"endTime":2278.472,"body":"of discussion with them."},{"startTime":2278.691,"endTime":2279.801,"body":"I've talked about"},{"startTime":2278.691,"endTime":2279.801,"body":"that in the video."},{"startTime":2279.801,"endTime":2281.809,"body":"I shot with Chad a while"},{"startTime":2279.801,"endTime":2281.809,"body":"back and I, when people"},{"startTime":2281.809,"endTime":2284.011,"body":"call me up for advice"},{"startTime":2281.809,"endTime":2284.011,"body":"on various situations,"},{"startTime":2284.011,"endTime":2284.941,"body":"I say the same thing."},{"startTime":2285.096,"endTime":2287.365,"body":"It's the same thing as all"},{"startTime":2285.096,"endTime":2287.365,"body":"of, what we're learning"},{"startTime":2287.365,"endTime":2289.375,"body":"and mastery start from"},{"startTime":2287.365,"endTime":2289.375,"body":"a place of contribution."},{"startTime":2289.375,"endTime":2291.505,"body":"What can you do to help"},{"startTime":2289.375,"endTime":2291.505,"body":"that business person who"},{"startTime":2291.505,"endTime":2292.465,"body":"happens to be an attorney?"},{"startTime":2292.675,"endTime":2294.715,"body":"How can you help them grow a"},{"startTime":2292.675,"endTime":2294.715,"body":"lot of stuff you can do for"},{"startTime":2294.715,"endTime":2298.071,"body":"free, bill gross, does his"},{"startTime":2294.715,"endTime":2298.071,"body":"weekly videos, invite them"},{"startTime":2298.071,"endTime":2301.301,"body":"on, your social media promote"},{"startTime":2298.071,"endTime":2301.301,"body":"them to your client base, your"},{"startTime":2301.301,"endTime":2302.351,"body":"friends, family, whatever."},{"startTime":2302.412,"endTime":2303.852,"body":"I've talked about"},{"startTime":2302.412,"endTime":2303.852,"body":"this a lot with Chad."},{"startTime":2303.959,"endTime":2305.039,"body":"I work in Silicon Valley."},{"startTime":2305.039,"endTime":2306.509,"body":"We have a lot of high"},{"startTime":2305.039,"endTime":2306.509,"body":"net worth people here."},{"startTime":2306.509,"endTime":2310.319,"body":"Obviously when I get a referral"},{"startTime":2306.509,"endTime":2310.319,"body":"from like the high net worth"},{"startTime":2310.469,"endTime":2313.469,"body":"money managers, financial"},{"startTime":2310.469,"endTime":2313.469,"body":"planners, CPAs, like the top"},{"startTime":2313.469,"endTime":2317.639,"body":"shelf people, they always lead"},{"startTime":2313.469,"endTime":2317.639,"body":"the relationship to me and"},{"startTime":2317.639,"endTime":2318.809,"body":"they stay involved throughout."},{"startTime":2319.349,"endTime":2322.032,"body":"So it's never like I"},{"startTime":2319.349,"endTime":2322.032,"body":"refer to you and they"},{"startTime":2322.032,"endTime":2322.962,"body":"wouldn't put it this way."},{"startTime":2322.962,"endTime":2324.402,"body":"They would never trust"},{"startTime":2322.962,"endTime":2324.402,"body":"their client to find"},{"startTime":2324.402,"endTime":2325.392,"body":"their way to my office."},{"startTime":2325.503,"endTime":2327.513,"body":"They're going to walk them in"},{"startTime":2325.503,"endTime":2327.513,"body":"and they're going to sit down"},{"startTime":2327.573,"endTime":2329.533,"body":"and, attorney client privilege,"},{"startTime":2327.573,"endTime":2329.533,"body":"they're not going to sit through"},{"startTime":2329.533,"endTime":2332.413,"body":"the whole meeting to talk"},{"startTime":2329.533,"endTime":2332.413,"body":"about the family's needs, but"},{"startTime":2332.413,"endTime":2335.893,"body":"that whole up to that point"},{"startTime":2332.413,"endTime":2335.893,"body":"where you get confidential,"},{"startTime":2336.403,"endTime":2338.443,"body":"there's no reason they can't"},{"startTime":2336.403,"endTime":2338.443,"body":"that they can't be there."},{"startTime":2338.443,"endTime":2340.903,"body":"And I'll tell you, in 20 years"},{"startTime":2338.443,"endTime":2340.903,"body":"of doing this, a realtor has"},{"startTime":2340.903,"endTime":2342.043,"body":"never once done that to us."},{"startTime":2342.256,"endTime":2343.966,"body":"And I don't know any"},{"startTime":2342.256,"endTime":2343.966,"body":"attorneys that said that it"},{"startTime":2343.966,"endTime":2346.066,"body":"happens all the time with"},{"startTime":2343.966,"endTime":2346.066,"body":"CPAs financial planners."},{"startTime":2346.576,"endTime":2350.316,"body":"So where where you view yourself"},{"startTime":2346.576,"endTime":2350.316,"body":"in relationship to the client,"},{"startTime":2350.346,"endTime":2352.741,"body":"the value you're bringing,"},{"startTime":2350.346,"endTime":2352.741,"body":"that's the sort of thing where"},{"startTime":2352.741,"endTime":2353.821,"body":"you can bring tremendous value."},{"startTime":2353.821,"endTime":2354.541,"body":"It costs you nothing."},{"startTime":2354.991,"endTime":2357.661,"body":"It takes a half hour out of"},{"startTime":2354.991,"endTime":2357.661,"body":"your day, or maybe a little"},{"startTime":2357.661,"endTime":2359.641,"body":"bit more to drive with them"},{"startTime":2357.661,"endTime":2359.641,"body":"to the attorney's office,"},{"startTime":2360.161,"endTime":2363.324,"body":"hold the hand, help them"},{"startTime":2360.161,"endTime":2363.324,"body":"not be as uncomfortable and"},{"startTime":2363.324,"endTime":2366.384,"body":"talking about probate or"},{"startTime":2363.324,"endTime":2366.384,"body":"living trust or whatever."},{"startTime":2366.539,"endTime":2368.772,"body":"And that's something that the"},{"startTime":2366.539,"endTime":2368.772,"body":"attorney is going to remember."},{"startTime":2369.222,"endTime":2371.747,"body":"I can't in that situation"},{"startTime":2369.222,"endTime":2371.747,"body":"that you described, I don't"},{"startTime":2371.747,"endTime":2374.087,"body":"think there's any way around"},{"startTime":2371.747,"endTime":2374.087,"body":"that because it sounds like"},{"startTime":2374.087,"endTime":2375.977,"body":"he's probably getting paid"},{"startTime":2374.087,"endTime":2375.977,"body":"off the books or something."},{"startTime":2376.217,"endTime":2376.577,"body":"I don't know."},{"startTime":2376.805,"endTime":2377.239,"body":"Yeah no."},{"startTime":2377.249,"endTime":2377.969,"body":"That makes sense."},{"startTime":2378.211,"endTime":2378.511,"body":"Go ahead."},{"startTime":2378.511,"endTime":2379.171,"body":"Sorry, go ahead."},{"startTime":2379.171,"endTime":2379.411,"body":"Sorry."},{"startTime":2379.711,"endTime":2381.421,"body":"My advice is, and I"},{"startTime":2379.711,"endTime":2381.421,"body":"really wanted to hear"},{"startTime":2381.421,"endTime":2382.334,"body":"John's part of that."},{"startTime":2382.337,"endTime":2385.082,"body":"My advice is every time"},{"startTime":2382.337,"endTime":2385.082,"body":"you speak to a personal"},{"startTime":2385.082,"endTime":2387.874,"body":"representative, that goes"},{"startTime":2385.082,"endTime":2387.874,"body":"well, call their attorney"},{"startTime":2387.874,"endTime":2388.954,"body":"immediately following."},{"startTime":2389.304,"endTime":2391.823,"body":"And say, listen, you're a"},{"startTime":2389.304,"endTime":2391.823,"body":"small business owner, I'm"},{"startTime":2391.823,"endTime":2392.843,"body":"a small business owner."},{"startTime":2392.843,"endTime":2395.749,"body":"I feel like I owe you, knowing"},{"startTime":2392.843,"endTime":2395.749,"body":"that I have spoken with your"},{"startTime":2395.749,"endTime":2399.349,"body":"client, here's why here's who I"},{"startTime":2395.749,"endTime":2399.349,"body":"am and what I'm offering them."},{"startTime":2399.859,"endTime":2401.599,"body":"And here's what I can offer you."},{"startTime":2401.754,"endTime":2404.274,"body":"So remember, it's"},{"startTime":2401.754,"endTime":2404.274,"body":"a B2B relationship."},{"startTime":2404.454,"endTime":2406.104,"body":"You're not trying to"},{"startTime":2404.454,"endTime":2406.104,"body":"sell him anything."},{"startTime":2406.104,"endTime":2409.014,"body":"It's how can my small business"},{"startTime":2406.104,"endTime":2409.014,"body":"support your small business"},{"startTime":2409.524,"endTime":2413.424,"body":"and find a way to bring value"},{"startTime":2409.524,"endTime":2413.424,"body":"to that firm and to that case."},{"startTime":2413.934,"endTime":2416.664,"body":"And, but I would suggest"},{"startTime":2413.934,"endTime":2416.664,"body":"that you do that on every"},{"startTime":2416.664,"endTime":2419.904,"body":"good conversation should be"},{"startTime":2416.664,"endTime":2419.904,"body":"followed by a good attorney"},{"startTime":2419.904,"endTime":2422.875,"body":"comment, just even if you get"},{"startTime":2419.904,"endTime":2422.875,"body":"shot down and it's just an"},{"startTime":2422.875,"endTime":2425.723,"body":"introduction,  they're not"},{"startTime":2422.875,"endTime":2425.723,"body":"all going to result in Oh my"},{"startTime":2425.723,"endTime":2428.813,"body":"God, you're the best guy ever"},{"startTime":2425.723,"endTime":2428.813,"body":"fed, but some of them will."},{"startTime":2429.043,"endTime":2430.903,"body":"You'll find that you'll"},{"startTime":2429.043,"endTime":2430.903,"body":"find the John Fraker"},{"startTime":2430.903,"endTime":2431.983,"body":"of Southern California."},{"startTime":2432.493,"endTime":2435.913,"body":"And like over time, you're going"},{"startTime":2432.493,"endTime":2435.913,"body":"to know all the good attorneys."},{"startTime":2435.943,"endTime":2437.079,"body":"This is, they'll grow."},{"startTime":2437.079,"endTime":2438.699,"body":"So guy, he's got"},{"startTime":2437.079,"endTime":2438.699,"body":"a cool trick too."},{"startTime":2438.879,"endTime":2439.779,"body":"He goes to court."},{"startTime":2439.839,"endTime":2441.459,"body":"He follows him to fucking work."},{"startTime":2441.629,"endTime":2443.039,"body":"You can't get away from him."},{"startTime":2443.489,"endTime":2444.686,"body":"He's you can find me there."},{"startTime":2444.686,"endTime":2444.986,"body":"Bill."},{"startTime":2445.144,"endTime":2446.554,"body":"Bill will never"},{"startTime":2445.144,"endTime":2446.554,"body":"run into me there."},{"startTime":2446.904,"endTime":2448.704,"body":"I try to go as little"},{"startTime":2446.904,"endTime":2448.704,"body":"as humanly possible."},{"startTime":2449.184,"endTime":2449.454,"body":"Yeah."},{"startTime":2449.744,"endTime":2450.044,"body":"Yeah."},{"startTime":2450.084,"endTime":2452.094,"body":"You guys are still a hundred"},{"startTime":2450.084,"endTime":2452.094,"body":"percent virtual, aren't you?"},{"startTime":2452.444,"endTime":2453.015,"body":"Yeah."},{"startTime":2453.011,"endTime":2454.751,"body":"They're really starting"},{"startTime":2453.011,"endTime":2454.751,"body":"to open things up."},{"startTime":2454.828,"endTime":2456.268,"body":"It was an absolute train wreck."},{"startTime":2456.298,"endTime":2458.248,"body":"We had a conservatorship"},{"startTime":2456.298,"endTime":2458.248,"body":"close out on."},{"startTime":2458.788,"endTime":2461.878,"body":"My hearing was March 16th"},{"startTime":2458.788,"endTime":2461.878,"body":"and that's the, like over"},{"startTime":2461.878,"endTime":2463.318,"body":"the weekend is one of"},{"startTime":2461.878,"endTime":2463.318,"body":"the orders came down and"},{"startTime":2463.318,"endTime":2464.308,"body":"shutting everything down."},{"startTime":2464.463,"endTime":2466.833,"body":"And I was like a conservatorship"},{"startTime":2464.463,"endTime":2466.833,"body":"is one of those cases."},{"startTime":2466.833,"endTime":2469.893,"body":"Like the final hearing, you"},{"startTime":2466.833,"endTime":2469.893,"body":"have to bring the person,"},{"startTime":2469.923,"endTime":2472.413,"body":"the conservator in person"},{"startTime":2469.923,"endTime":2472.413,"body":"to square up to the judge."},{"startTime":2472.413,"endTime":2475.351,"body":"You never didn't even"},{"startTime":2472.413,"endTime":2475.351,"body":"cross my brain to do that."},{"startTime":2475.351,"endTime":2475.801,"body":"Virtually."},{"startTime":2475.921,"endTime":2477.763,"body":"I had to scramble to get"},{"startTime":2475.921,"endTime":2477.763,"body":"like what do you call it?"},{"startTime":2477.825,"endTime":2480.135,"body":"The phone conferencing set"},{"startTime":2477.825,"endTime":2480.135,"body":"up for that, because there's"},{"startTime":2480.135,"endTime":2481.095,"body":"no way you would do that."},{"startTime":2481.125,"endTime":2483.915,"body":"Like with integrity, you"},{"startTime":2481.125,"endTime":2483.915,"body":"can't, the judge wants"},{"startTime":2483.915,"endTime":2484.875,"body":"to look them in the face."},{"startTime":2485.115,"endTime":2487.845,"body":"That's not something you"},{"startTime":2485.115,"endTime":2487.845,"body":"would ever handle virtually"},{"startTime":2488.155,"endTime":2488.925,"body":"a call or whatever."},{"startTime":2489.095,"endTime":2493.105,"body":"But that weekend, there was like"},{"startTime":2489.095,"endTime":2493.105,"body":"stuff on Twitter, like superior"},{"startTime":2493.105,"endTime":2496.158,"body":"court judge in charge of the"},{"startTime":2493.105,"endTime":2496.158,"body":"whole is we're not, I was like"},{"startTime":2496.188,"endTime":2498.858,"body":"emailing judges on their like"},{"startTime":2496.188,"endTime":2498.858,"body":"personal email on weekends."},{"startTime":2498.948,"endTime":2500.637,"body":"Be like, I have a"},{"startTime":2498.948,"endTime":2500.637,"body":"hearing what's happening."},{"startTime":2501.177,"endTime":2503.967,"body":"And like we got in and out"},{"startTime":2501.177,"endTime":2503.967,"body":"under the wire, it took"},{"startTime":2503.967,"endTime":2506.157,"body":"me two and a half months"},{"startTime":2503.967,"endTime":2506.157,"body":"to get my order signed."},{"startTime":2506.157,"endTime":2506.997,"body":"Cause it was that bad."},{"startTime":2507.567,"endTime":2509.907,"body":"And they like, the judge"},{"startTime":2507.567,"endTime":2509.907,"body":"opened that morning session"},{"startTime":2509.907,"endTime":2511.803,"body":"with today's the last"},{"startTime":2509.907,"endTime":2511.803,"body":"day of regular business."},{"startTime":2511.803,"endTime":2513.393,"body":"If you don't have something"},{"startTime":2511.803,"endTime":2513.393,"body":"that's life threatening,"},{"startTime":2513.423,"endTime":2514.023,"body":"don't come back."},{"startTime":2514.151,"endTime":2516.387,"body":"Hopefully that's turning around."},{"startTime":2516.449,"endTime":2519.125,"body":"Yeah, there's still courts"},{"startTime":2516.449,"endTime":2519.125,"body":"opening records rooms that"},{"startTime":2519.125,"endTime":2520.325,"body":"haven't even had that open."},{"startTime":2520.48,"endTime":2522.04,"body":"All right, guys, we've"},{"startTime":2520.48,"endTime":2522.04,"body":"got seven minutes."},{"startTime":2522.04,"endTime":2523.45,"body":"We're going to go a"},{"startTime":2522.04,"endTime":2523.45,"body":"little bit over fed."},{"startTime":2523.45,"endTime":2526.71,"body":"You had a follow-up yeah,"},{"startTime":2523.45,"endTime":2526.71,"body":"just a super quick up."},{"startTime":2526.74,"endTime":2528.21,"body":"This is regarding"},{"startTime":2526.74,"endTime":2528.21,"body":"an appointment."},{"startTime":2528.275,"endTime":2530.322,"body":"I set for this this weekend."},{"startTime":2530.402,"endTime":2533.578,"body":"So when I was when I was"},{"startTime":2530.402,"endTime":2533.578,"body":"going over, what, the main"},{"startTime":2533.578,"endTime":2536.218,"body":"challenges they were having"},{"startTime":2533.578,"endTime":2536.218,"body":"with the probate process"},{"startTime":2536.223,"endTime":2539.253,"body":"the PR actually communicated"},{"startTime":2536.223,"endTime":2539.253,"body":"that the biggest challenge"},{"startTime":2539.283,"endTime":2542.433,"body":"overall was just getting the"},{"startTime":2539.283,"endTime":2542.433,"body":"house into a living trust."},{"startTime":2542.433,"endTime":2546.485,"body":"Cause I guess the deceased, the"},{"startTime":2542.433,"endTime":2546.485,"body":"mother just had forgotten to"},{"startTime":2546.515,"endTime":2548.585,"body":"place the house into the trust."},{"startTime":2548.676,"endTime":2551.734,"body":"And she said that now that's"},{"startTime":2548.676,"endTime":2551.734,"body":"taken care of, pardon?"},{"startTime":2551.884,"endTime":2554.194,"body":"If it's an ignorant question,"},{"startTime":2551.884,"endTime":2554.194,"body":"I'll ask it anyways."},{"startTime":2554.613,"endTime":2558.123,"body":"In that case now that the"},{"startTime":2554.613,"endTime":2558.123,"body":"house is in the living trust."},{"startTime":2558.316,"endTime":2562.036,"body":"Does she does the PR need"},{"startTime":2558.316,"endTime":2562.036,"body":"letters of testamentary?"},{"startTime":2562.386,"endTime":2563.706,"body":"Do I need to ask that?"},{"startTime":2564.056,"endTime":2566.396,"body":"You're saying, so you had"},{"startTime":2564.056,"endTime":2566.396,"body":"a surviving spouse, husband"},{"startTime":2566.396,"endTime":2568.225,"body":"passed away trust  sorry."},{"startTime":2568.248,"endTime":2570.321,"body":"Daughter's PR"},{"startTime":2568.248,"endTime":2570.321,"body":"mother passed away."},{"startTime":2570.331,"endTime":2573.451,"body":"You're like, even if they"},{"startTime":2570.331,"endTime":2573.451,"body":"did put it in the trust,"},{"startTime":2573.451,"endTime":2574.591,"body":"it wasn't in the trust one."},{"startTime":2574.591,"endTime":2577.311,"body":"It, when she passed away, so"},{"startTime":2574.591,"endTime":2577.311,"body":"it has to be probated, right?"},{"startTime":2577.504,"endTime":2580.664,"body":"What state California"},{"startTime":2577.504,"endTime":2580.664,"body":"now, California, as long"},{"startTime":2580.664,"endTime":2582.494,"body":"as it appears on the"},{"startTime":2580.664,"endTime":2582.494,"body":"California is like the only"},{"startTime":2582.494,"endTime":2583.334,"body":"state you can pull this."},{"startTime":2583.424,"endTime":2584.264,"body":"I've done this forever."},{"startTime":2584.848,"endTime":2587.488,"body":"We have a, it's a California"},{"startTime":2584.848,"endTime":2587.488,"body":"Supreme court case."},{"startTime":2587.698,"endTime":2590.098,"body":"It's called the  doctrine"},{"startTime":2587.698,"endTime":2590.098,"body":"or heck stair case."},{"startTime":2590.188,"endTime":2591.808,"body":"Every probate"},{"startTime":2590.188,"endTime":2591.808,"body":"attorney knows this."},{"startTime":2592.138,"endTime":2594.328,"body":"If you have a living trust"},{"startTime":2592.138,"endTime":2594.328,"body":"and it appears on the schedule"},{"startTime":2594.328,"endTime":2596.889,"body":"of assets, the assets, the"},{"startTime":2594.328,"endTime":2596.889,"body":"real estate does, you can"},{"startTime":2596.889,"endTime":2598.149,"body":"have a modified hearing."},{"startTime":2598.149,"endTime":2600.099,"body":"It's called a Heggstad"},{"startTime":2598.149,"endTime":2600.099,"body":"petition and a hearing."},{"startTime":2600.589,"endTime":2601.729,"body":"It's not a full probate."},{"startTime":2602.059,"endTime":2603.679,"body":"There's no letters issued that."},{"startTime":2603.679,"endTime":2606.109,"body":"Confirm it as an asset"},{"startTime":2603.679,"endTime":2606.109,"body":"of the trust after you"},{"startTime":2606.109,"endTime":2606.799,"body":"go through the process."},{"startTime":2606.799,"endTime":2610.989,"body":"So I had a client who"},{"startTime":2606.799,"endTime":2610.989,"body":"is way back in 2000 and"},{"startTime":2611.439,"endTime":2613.119,"body":"2005, 2006 timeframe."},{"startTime":2613.489,"endTime":2615.578,"body":"His brother called me,"},{"startTime":2613.489,"endTime":2615.578,"body":"he's my brother just"},{"startTime":2615.578,"endTime":2616.358,"body":"got out of the hospital."},{"startTime":2616.358,"endTime":2618.338,"body":"He had a stroke and you go"},{"startTime":2616.358,"endTime":2618.338,"body":"up there and do a trust."},{"startTime":2618.368,"endTime":2621.068,"body":"Like I, it was an hour"},{"startTime":2618.368,"endTime":2621.068,"body":"and a half from my house."},{"startTime":2621.098,"endTime":2623.138,"body":"I literally packed a"},{"startTime":2621.098,"endTime":2623.138,"body":"laptop and a printer."},{"startTime":2623.293,"endTime":2627.042,"body":"And I went to this guy's"},{"startTime":2623.293,"endTime":2627.042,"body":"house and I was there like"},{"startTime":2627.042,"endTime":2629.142,"body":"for dinner, like for him"},{"startTime":2627.042,"endTime":2629.142,"body":"breakfast and dinner, I was"},{"startTime":2629.142,"endTime":2631.812,"body":"there all day getting arms"},{"startTime":2629.142,"endTime":2631.812,"body":"around this guy's stuff."},{"startTime":2631.962,"endTime":2635.455,"body":"And he had five, he had a series"},{"startTime":2631.962,"endTime":2635.455,"body":"of five strokes over a couple"},{"startTime":2635.455,"endTime":2636.805,"body":"of years, he was going downhill."},{"startTime":2636.835,"endTime":2639.415,"body":"And I was like, I may not have"},{"startTime":2636.835,"endTime":2639.415,"body":"a lot of time to do stuff."},{"startTime":2639.715,"endTime":2643.276,"body":"And so he left with a trust on"},{"startTime":2639.715,"endTime":2643.276,"body":"signed, notarized, everything."},{"startTime":2643.666,"endTime":2645.256,"body":"The only thing we didn't"},{"startTime":2643.666,"endTime":2645.256,"body":"have is the deeds."},{"startTime":2645.256,"endTime":2646.816,"body":"Cause he, his stuff was a mess."},{"startTime":2647.386,"endTime":2648.616,"body":"That's why I was"},{"startTime":2647.386,"endTime":2648.616,"body":"there that long."},{"startTime":2648.697,"endTime":2649.837,"body":"This stuff is all over the map."},{"startTime":2650.197,"endTime":2653.527,"body":"So we got the legal descriptions"},{"startTime":2650.197,"endTime":2653.527,"body":"from a title company."},{"startTime":2653.527,"endTime":2656.052,"body":"We confirm that with the court"},{"startTime":2653.527,"endTime":2656.052,"body":"and it didn't go to probate."},{"startTime":2656.052,"endTime":2660.012,"body":"So that's something that, again,"},{"startTime":2656.052,"endTime":2660.012,"body":"I only teach, I, I'm only aware"},{"startTime":2660.012,"endTime":2660.912,"body":"that California does that."},{"startTime":2660.912,"endTime":2663.792,"body":"Other States may have that, but"},{"startTime":2660.912,"endTime":2663.792,"body":"you don't have to take that as"},{"startTime":2663.792,"endTime":2667.032,"body":"to the probate, if it appears"},{"startTime":2663.792,"endTime":2667.032,"body":"on the schedule of assets, if it"},{"startTime":2667.032,"endTime":2670.539,"body":"doesn't, and it's just something"},{"startTime":2667.032,"endTime":2670.539,"body":"completely forgotten about, then"},{"startTime":2670.539,"endTime":2671.709,"body":"you do have to go to probate."},{"startTime":2671.829,"endTime":2672.459,"body":"We do."},{"startTime":2672.639,"endTime":2675.699,"body":"In those cases, it's usually"},{"startTime":2672.639,"endTime":2675.699,"body":"some kind of a pour over will"},{"startTime":2675.699,"endTime":2678.309,"body":"situation where you pour it"},{"startTime":2675.699,"endTime":2678.309,"body":"over to the trust via probate."},{"startTime":2678.631,"endTime":2681.241,"body":"The HEG stat is really what"},{"startTime":2678.631,"endTime":2681.241,"body":"they're trying to do is"},{"startTime":2681.241,"endTime":2684.301,"body":"figure out what the settler,"},{"startTime":2681.241,"endTime":2684.301,"body":"the person's intention is."},{"startTime":2684.661,"endTime":2687.846,"body":"If their intention was to"},{"startTime":2684.661,"endTime":2687.846,"body":"include that as part of that"},{"startTime":2687.846,"endTime":2691.086,"body":"house, as part of their living"},{"startTime":2687.846,"endTime":2691.086,"body":"trust, the court will confirm"},{"startTime":2691.086,"endTime":2692.586,"body":"that it's not a full probate."},{"startTime":2692.691,"endTime":2694.611,"body":"It's a hearing that can"},{"startTime":2692.691,"endTime":2694.611,"body":"be done in many cases."},{"startTime":2694.611,"endTime":2696.386,"body":"X-bar day in Santa Clara County."},{"startTime":2696.386,"endTime":2698.576,"body":"We do them ex party, which"},{"startTime":2696.386,"endTime":2698.576,"body":"means no hearing nothing."},{"startTime":2698.876,"endTime":2701.276,"body":"I signed the paperwork to the"},{"startTime":2698.876,"endTime":2701.276,"body":"judge, nobody objects to it."},{"startTime":2701.306,"endTime":2701.786,"body":"It's done."},{"startTime":2702.266,"endTime":2703.556,"body":"It never sees a courtroom."},{"startTime":2703.906,"endTime":2707.286,"body":"Again, that's a California only"},{"startTime":2703.906,"endTime":2707.286,"body":"thing, as far as I'm aware, I'm"},{"startTime":2707.286,"endTime":2709.296,"body":"not aware of other States, but"},{"startTime":2707.286,"endTime":2709.296,"body":"again, I'm only licensed here."},{"startTime":2709.326,"endTime":2711.906,"body":"So I only have to know"},{"startTime":2709.326,"endTime":2711.906,"body":"our rules, but California,"},{"startTime":2711.936,"endTime":2715.47,"body":"since my entire career we've"},{"startTime":2711.936,"endTime":2715.47,"body":"done that successfully."},{"startTime":2715.5,"endTime":2717.96,"body":"The guy that I was describing"},{"startTime":2715.5,"endTime":2717.96,"body":"had six properties on a"},{"startTime":2717.96,"endTime":2720.407,"body":"schedule, a and none of"},{"startTime":2717.96,"endTime":2720.407,"body":"them were deeded to the"},{"startTime":2720.407,"endTime":2721.487,"body":"trust before he died."},{"startTime":2721.547,"endTime":2722.387,"body":"And we went to court."},{"startTime":2722.737,"endTime":2725.894,"body":"I was way up in Contra"},{"startTime":2722.737,"endTime":2725.894,"body":"Costa Martinez, I think"},{"startTime":2725.914,"endTime":2727.194,"body":"was the court anyhow."},{"startTime":2727.324,"endTime":2729.194,"body":"Never stopped learning"},{"startTime":2727.324,"endTime":2729.194,"body":"in this niche."},{"startTime":2729.254,"endTime":2730.844,"body":"That's awesome, John,"},{"startTime":2729.254,"endTime":2730.844,"body":"thank you for that."},{"startTime":2730.874,"endTime":2733.184,"body":"I have a up, so I just"},{"startTime":2730.874,"endTime":2733.184,"body":"want to make sure this is"},{"startTime":2733.184,"endTime":2734.264,"body":"a teachable moment for me."},{"startTime":2734.292,"endTime":2736.945,"body":"If the family had already"},{"startTime":2734.292,"endTime":2736.945,"body":"petitioned the court for pro"},{"startTime":2737.155,"endTime":2740.264,"body":"bait, does Heggstad still apply"},{"startTime":2737.155,"endTime":2740.264,"body":"after the fact after they've"},{"startTime":2740.274,"endTime":2741.684,"body":"been after that hearing."},{"startTime":2741.894,"endTime":2744.594,"body":"So if they didn't understand"},{"startTime":2741.894,"endTime":2744.594,"body":"the law, they went and"},{"startTime":2744.594,"endTime":2747.036,"body":"filed probate and then."},{"startTime":2747.631,"endTime":2750.162,"body":"Good after that case is"},{"startTime":2747.631,"endTime":2750.162,"body":"opened, does it still apply?"},{"startTime":2750.662,"endTime":2751.289,"body":"Yeah, yeah."},{"startTime":2751.319,"endTime":2753.608,"body":"I In that case, would you be"},{"startTime":2751.319,"endTime":2753.608,"body":"doing, and this is where you"},{"startTime":2753.608,"endTime":2756.368,"body":"need an attorney who knows"},{"startTime":2753.608,"endTime":2756.368,"body":"the court and the staff of the"},{"startTime":2756.368,"endTime":2759.643,"body":"court, as well as the judge"},{"startTime":2756.368,"endTime":2759.643,"body":"to explain the situation."},{"startTime":2760.203,"endTime":2762.78,"body":"That's a very similar"},{"startTime":2760.203,"endTime":2762.78,"body":"fact pattern to an after"},{"startTime":2762.78,"endTime":2764.43,"body":"discovered will, right?"},{"startTime":2764.82,"endTime":2768.813,"body":"So I got, I have a case right"},{"startTime":2764.82,"endTime":2768.813,"body":"now, a probate, a lady died and"},{"startTime":2768.963,"endTime":2770.343,"body":"nobody can find any documents."},{"startTime":2770.343,"endTime":2771.963,"body":"So we're filing it in test date."},{"startTime":2771.993,"endTime":2774.88,"body":"No we'll know anything,  there,"},{"startTime":2771.993,"endTime":2774.88,"body":"she has been talking about"},{"startTime":2774.88,"endTime":2777.16,"body":"what she wants to happen to her"},{"startTime":2774.88,"endTime":2777.16,"body":"stuff to family for a long time."},{"startTime":2777.49,"endTime":2779.56,"body":"So the assumption is"},{"startTime":2777.49,"endTime":2779.56,"body":"we may uncover a will."},{"startTime":2779.56,"endTime":2783.49,"body":"In that case, you open as"},{"startTime":2779.56,"endTime":2783.49,"body":"intestate, you find the will."},{"startTime":2783.49,"endTime":2785.68,"body":"Once you get the letters of"},{"startTime":2783.49,"endTime":2785.68,"body":"authority to go to the banks"},{"startTime":2785.92,"endTime":2788.41,"body":"and search the deposit boxes"},{"startTime":2785.92,"endTime":2788.41,"body":"and the safe and all that"},{"startTime":2788.41,"endTime":2790.725,"body":"stuff, once you do that, then"},{"startTime":2788.41,"endTime":2790.725,"body":"you just go back to the court"},{"startTime":2790.725,"endTime":2791.655,"body":"said, Hey, we found a will."},{"startTime":2791.655,"endTime":2792.585,"body":"It's no longer intestate."},{"startTime":2792.585,"endTime":2794.295,"body":"It's this you file"},{"startTime":2792.585,"endTime":2794.295,"body":"limited paperwork."},{"startTime":2794.815,"endTime":2797.815,"body":"For a step thing, if there"},{"startTime":2794.815,"endTime":2797.815,"body":"was a trust and it was on"},{"startTime":2797.815,"endTime":2801.045,"body":"the schedule of assets, I"},{"startTime":2797.815,"endTime":2801.045,"body":"would basically use modifying"},{"startTime":2801.105,"endTime":2802.455,"body":"your advising to the chord."},{"startTime":2802.455,"endTime":2804.045,"body":"This asset isn't"},{"startTime":2802.455,"endTime":2804.045,"body":"subject to probate."},{"startTime":2804.615,"endTime":2806.115,"body":"If that's the only thing"},{"startTime":2804.615,"endTime":2806.115,"body":"you were probating, you"},{"startTime":2806.115,"endTime":2806.955,"body":"may not need the probate."},{"startTime":2806.955,"endTime":2809.595,"body":"The court would be happy to get"},{"startTime":2806.955,"endTime":2809.595,"body":"your case off their calendar."},{"startTime":2809.625,"endTime":2810.255,"body":"Very happy."},{"startTime":2810.675,"endTime":2813.825,"body":"So you can say, look, it turns"},{"startTime":2810.675,"endTime":2813.825,"body":"out we had to trust turns out it"},{"startTime":2813.825,"endTime":2815.025,"body":"was on the schedule of assets."},{"startTime":2815.055,"endTime":2816.105,"body":"Family didn't know the rule."},{"startTime":2816.445,"endTime":2819.007,"body":"So we'd like to switch this"},{"startTime":2816.445,"endTime":2819.007,"body":"to a Hickstead proceeding,"},{"startTime":2819.247,"endTime":2821.486,"body":"not switch this initiate"},{"startTime":2819.247,"endTime":2821.486,"body":"a headset proceeding,"},{"startTime":2821.496,"endTime":2822.356,"body":"get that thing confirmed."},{"startTime":2822.356,"endTime":2824.876,"body":"And then, so usually what the"},{"startTime":2822.356,"endTime":2824.876,"body":"court would do is they'd leave"},{"startTime":2824.876,"endTime":2827.186,"body":"the probate open until the"},{"startTime":2824.876,"endTime":2827.186,"body":"other issue resolve itself."},{"startTime":2827.536,"endTime":2829.49,"body":"And then the question is there"},{"startTime":2827.536,"endTime":2829.49,"body":"anything left to probate?"},{"startTime":2829.49,"endTime":2831.41,"body":"If the answer is no,"},{"startTime":2829.49,"endTime":2831.41,"body":"they shut it down."},{"startTime":2831.41,"endTime":2833.99,"body":"If there are other assets,"},{"startTime":2831.41,"endTime":2833.99,"body":"then the probate continues"},{"startTime":2833.99,"endTime":2834.89,"body":"without the real estate."},{"startTime":2835.086,"endTime":2835.836,"body":"And that's awesome."},{"startTime":2835.866,"endTime":2836.796,"body":"Thanks for that lesson."},{"startTime":2836.826,"endTime":2838.296,"body":"Now fed back to your question."},{"startTime":2838.646,"endTime":2839.146,"body":"Yes."},{"startTime":2839.496,"endTime":2841.291,"body":"I know that was literally"},{"startTime":2839.496,"endTime":2841.291,"body":"just the questions in"},{"startTime":2841.291,"endTime":2844.531,"body":"some meeting a meeting the"},{"startTime":2841.291,"endTime":2844.531,"body":"PR on us on a Saturday."},{"startTime":2844.801,"endTime":2846.841,"body":"So I just wanted to make sure."},{"startTime":2846.891,"endTime":2850.173,"body":"Do I need to ask about do they"},{"startTime":2846.891,"endTime":2850.173,"body":"have the letters of testamentary"},{"startTime":2850.173,"endTime":2853.203,"body":"yet or any of that, but it"},{"startTime":2850.173,"endTime":2853.203,"body":"sounds like they may not"},{"startTime":2853.203,"endTime":2856.231,"body":"need to because the house was"},{"startTime":2853.203,"endTime":2856.231,"body":"officially placed into the"},{"startTime":2856.231,"endTime":2857.766,"body":"trust into the living trust."},{"startTime":2858.116,"endTime":2858.326,"body":"Yeah."},{"startTime":2858.396,"endTime":2860.658,"body":"If a title is transferred,"},{"startTime":2858.396,"endTime":2860.658,"body":"it may be in process."},{"startTime":2860.816,"endTime":2861.176,"body":"Yeah."},{"startTime":2861.456,"endTime":2861.676,"body":"Yeah."},{"startTime":2861.741,"endTime":2864.244,"body":"Yeah, the, yeah, let's"},{"startTime":2861.741,"endTime":2864.244,"body":"see how this goes."},{"startTime":2864.399,"endTime":2864.909,"body":"Let's see."},{"startTime":2865.259,"endTime":2865.799,"body":"That's awesome."},{"startTime":2865.829,"endTime":2866.549,"body":"Great question."},{"startTime":2866.899,"endTime":2868.189,"body":"Golden nugget out of Fraker."},{"startTime":2868.539,"endTime":2869.379,"body":"Thanks for that, John."},{"startTime":2869.379,"endTime":2870.189,"body":"That's awesome."},{"startTime":2870.539,"endTime":2870.899,"body":"I'm kidding."},{"startTime":2871.249,"endTime":2872.089,"body":"Somebody attacked."},{"startTime":2872.089,"endTime":2874.309,"body":"Somebody was talking"},{"startTime":2872.089,"endTime":2874.309,"body":"about, somebody was talking"},{"startTime":2874.309,"endTime":2875.899,"body":"about 150 bucks an hour"},{"startTime":2876.249,"endTime":2877.239,"body":"at Magnum Opus."},{"startTime":2877.589,"endTime":2878.789,"body":"All right, Lynette."},{"startTime":2878.789,"endTime":2881.939,"body":"You're up next so you can unmute"},{"startTime":2878.789,"endTime":2881.939,"body":"yourself whenever you're ready."},{"startTime":2882.289,"endTime":2882.799,"body":"Can you hear me?"},{"startTime":2883.269,"endTime":2883.859,"body":"I can hear you."},{"startTime":2884.159,"endTime":2884.489,"body":"Okay."},{"startTime":2884.769,"endTime":2888.31,"body":"I have a quick follow-up"},{"startTime":2884.769,"endTime":2888.31,"body":"from last week, I have a"},{"startTime":2888.417,"endTime":2891.908,"body":"football coach, friends that"},{"startTime":2888.417,"endTime":2891.908,"body":"passed and nobody was really"},{"startTime":2891.908,"endTime":2893.198,"body":"talking about how and why."},{"startTime":2893.198,"endTime":2895.808,"body":"And I went, I ended up"},{"startTime":2893.198,"endTime":2895.808,"body":"going to services and I"},{"startTime":2895.808,"endTime":2898.358,"body":"wasn't sure how to approach"},{"startTime":2895.808,"endTime":2898.358,"body":"since it was so close."},{"startTime":2898.425,"endTime":2900.844,"body":"And frankly first of all,"},{"startTime":2898.425,"endTime":2900.844,"body":"I'm glad I mentioned it."},{"startTime":2900.874,"endTime":2904.534,"body":"So just to get the wiggles out"},{"startTime":2900.874,"endTime":2904.534,"body":"of the way, and then when I"},{"startTime":2904.534,"endTime":2907.104,"body":"got there, it was just really"},{"startTime":2904.534,"endTime":2907.104,"body":"natural, when you're amongst"},{"startTime":2907.128,"endTime":2908.428,"body":"your tribe and your people."},{"startTime":2908.908,"endTime":2912.371,"body":"And and there's an obvious"},{"startTime":2908.908,"endTime":2912.371,"body":"commitment to, like I said,"},{"startTime":2912.371,"endTime":2916.211,"body":"after my rent last week, you"},{"startTime":2912.371,"endTime":2916.211,"body":"earned that deal years ago."},{"startTime":2916.561,"endTime":2916.861,"body":"Yeah."},{"startTime":2917.381,"endTime":2917.711,"body":"Yeah."},{"startTime":2917.763,"endTime":2920.293,"body":"So they're they're in a"},{"startTime":2917.763,"endTime":2920.293,"body":"situation where we're just"},{"startTime":2920.293,"endTime":2921.678,"body":"doing it step by step."},{"startTime":2921.708,"endTime":2924.79,"body":"And I'm just funneling"},{"startTime":2921.708,"endTime":2924.79,"body":"resources as appropriate"},{"startTime":2924.91,"endTime":2928.0,"body":"and giving hugs and taking"},{"startTime":2924.91,"endTime":2928.0,"body":"calls and all those things."},{"startTime":2928.0,"endTime":2930.819,"body":"So I,  I'm honored to"},{"startTime":2928.0,"endTime":2930.819,"body":"have been there, thank"},{"startTime":2930.819,"endTime":2931.599,"body":"you for sharing that."},{"startTime":2931.629,"endTime":2933.339,"body":"I'm glad it went the"},{"startTime":2931.629,"endTime":2933.339,"body":"way I thought it would."},{"startTime":2933.819,"endTime":2934.269,"body":"It did."},{"startTime":2934.262,"endTime":2936.572,"body":"You can tell a lot about a"},{"startTime":2934.262,"endTime":2936.572,"body":"person by the way that even if"},{"startTime":2936.572,"endTime":2939.662,"body":"it is a camera, the way they"},{"startTime":2936.572,"endTime":2939.662,"body":"look and your body language,"},{"startTime":2939.692,"endTime":2942.242,"body":"like it's pretty obvious,"},{"startTime":2939.692,"endTime":2942.242,"body":"you're a compassionate person"},{"startTime":2942.242,"endTime":2944.662,"body":"and you've carried that"},{"startTime":2942.242,"endTime":2944.662,"body":"through your relationships."},{"startTime":2944.662,"endTime":2946.952,"body":"So I didn't think you were"},{"startTime":2944.662,"endTime":2946.952,"body":"taking any risks there."},{"startTime":2947.107,"endTime":2948.657,"body":"So I appreciate that."},{"startTime":2948.657,"endTime":2951.214,"body":"And then I guess the lesson"},{"startTime":2948.657,"endTime":2951.214,"body":"there is everything that's"},{"startTime":2951.214,"endTime":2953.584,"body":"swirling around in your"},{"startTime":2951.214,"endTime":2953.584,"body":"head is just really pretty"},{"startTime":2953.584,"endTime":2956.547,"body":"much irrelevant until it's"},{"startTime":2953.584,"endTime":2956.547,"body":"relevant, like it does,"},{"startTime":2956.547,"endTime":2957.717,"body":"it's just all made up."},{"startTime":2957.717,"endTime":2958.553,"body":"So thank you."},{"startTime":2958.563,"endTime":2960.217,"body":"It afforded me space"},{"startTime":2960.431,"endTime":2961.991,"body":"for coming back and sharing."},{"startTime":2962.341,"endTime":2965.32,"body":"I do have a kindergarten"},{"startTime":2962.341,"endTime":2965.32,"body":"question and I, I"},{"startTime":2965.32,"endTime":2968.276,"body":"can postpone this one"},{"startTime":2965.32,"endTime":2968.276,"body":"conversation that happened."},{"startTime":2968.756,"endTime":2971.159,"body":"I'm looking at it's"},{"startTime":2968.756,"endTime":2971.159,"body":"really interesting."},{"startTime":2971.159,"endTime":2972.92,"body":"Like it's kinda raining."},{"startTime":2973.38,"endTime":2975.21,"body":"Senior probate."},{"startTime":2975.242,"endTime":2978.842,"body":"EV everything that we bring"},{"startTime":2975.242,"endTime":2978.842,"body":"to the table for a probate"},{"startTime":2978.842,"endTime":2981.977,"body":"deal is oftentimes pertinent"},{"startTime":2978.842,"endTime":2981.977,"body":"for a non probate deal."},{"startTime":2981.957,"endTime":2984.269,"body":"You can afford extra resources."},{"startTime":2984.729,"endTime":2985.059,"body":"Yeah."},{"startTime":2985.214,"endTime":2989.741,"body":"I feel like I'm going to a"},{"startTime":2985.214,"endTime":2989.741,"body":"client and a traditional rowboat"},{"startTime":2989.861,"endTime":2993.346,"body":"with one, or because I don't"},{"startTime":2989.861,"endTime":2993.346,"body":"have it all cinched up in a bow."},{"startTime":2993.851,"endTime":2997.721,"body":"In a pretty package with"},{"startTime":2993.851,"endTime":2997.721,"body":"my collateral and branding"},{"startTime":2998.141,"endTime":2999.191,"body":"and the shiny folder."},{"startTime":2999.621,"endTime":3003.291,"body":"And I'm not saying I have to"},{"startTime":2999.621,"endTime":3003.291,"body":"have it that way, but I'm going"},{"startTime":3003.291,"endTime":3006.065,"body":"down, down the river, like"},{"startTime":3003.291,"endTime":3006.065,"body":"heat Turkey during I'm moving."},{"startTime":3006.395,"endTime":3010.549,"body":"But it is this something"},{"startTime":3006.395,"endTime":3010.549,"body":"that just comes like every"},{"startTime":3010.549,"endTime":3012.559,"body":"time I talked to somebody,"},{"startTime":3010.549,"endTime":3012.559,"body":"they need another resource."},{"startTime":3012.559,"endTime":3015.229,"body":"It's like the basic ones are"},{"startTime":3012.559,"endTime":3015.229,"body":"like, you need clean-out,"},{"startTime":3015.229,"endTime":3018.019,"body":"you need the attorneys, you"},{"startTime":3015.229,"endTime":3018.019,"body":"need the CPAs, you need the,"},{"startTime":3017.989,"endTime":3019.537,"body":"the list of predictables."},{"startTime":3019.837,"endTime":3023.57,"body":"But sometimes, like you said,"},{"startTime":3019.837,"endTime":3023.57,"body":"if you have like antique cars"},{"startTime":3023.57,"endTime":3028.79,"body":"in this case, it's Western"},{"startTime":3023.57,"endTime":3028.79,"body":"native doll collection."},{"startTime":3028.945,"endTime":3032.275,"body":"And I looked at him and I"},{"startTime":3028.945,"endTime":3032.275,"body":"know that I don't know how"},{"startTime":3032.275,"endTime":3035.305,"body":"much that's worth, and I"},{"startTime":3032.275,"endTime":3035.305,"body":"know it's worth something,"},{"startTime":3035.47,"endTime":3036.58,"body":"cause you can tell."},{"startTime":3036.735,"endTime":3039.301,"body":"So I, that's not going"},{"startTime":3036.735,"endTime":3039.301,"body":"to be on my list of, does"},{"startTime":3039.301,"endTime":3042.312,"body":"live, Sotheby's have this,"},{"startTime":3039.301,"endTime":3042.312,"body":"come on in somebody else."},{"startTime":3042.642,"endTime":3045.162,"body":"But yeah, I guess the bigger"},{"startTime":3042.642,"endTime":3045.162,"body":"question is like, where do"},{"startTime":3045.162,"endTime":3046.302,"body":"you start with this stuff?"},{"startTime":3046.908,"endTime":3050.602,"body":"You're never going to have a"},{"startTime":3046.908,"endTime":3050.602,"body":"complete team, except that  I"},{"startTime":3050.632,"endTime":3054.442,"body":"think you probably heard me tell"},{"startTime":3050.632,"endTime":3054.442,"body":"the story about Jim, my partner,"},{"startTime":3054.442,"endTime":3059.507,"body":"Jim, he, he had to find a guy"},{"startTime":3054.442,"endTime":3059.507,"body":"that makes cash offers online."},{"startTime":3059.527,"endTime":3063.565,"body":"I'll train collections, and he"},{"startTime":3059.527,"endTime":3063.565,"body":"sold the train set for 43 grand"},{"startTime":3063.565,"endTime":3064.986,"body":"and bought the house for 38."},{"startTime":3065.546,"endTime":3068.276,"body":"I don't remember the specific"},{"startTime":3065.546,"endTime":3068.276,"body":"numbers, but the trains"},{"startTime":3068.276,"endTime":3070.676,"body":"are worth more in the house"},{"startTime":3068.276,"endTime":3070.676,"body":"and who thought they ever"},{"startTime":3070.676,"endTime":3071.966,"body":"needed an antique train guy?"},{"startTime":3071.99,"endTime":3073.46,"body":"So you'll never"},{"startTime":3071.99,"endTime":3073.46,"body":"get done with that."},{"startTime":3073.73,"endTime":3075.782,"body":"I want to touch on"},{"startTime":3073.73,"endTime":3075.782,"body":"the collateral stuff."},{"startTime":3075.834,"endTime":3078.384,"body":"And this is where I think"},{"startTime":3075.834,"endTime":3078.384,"body":"we're probably all gonna"},{"startTime":3078.384,"endTime":3079.464,"body":"have differing opinions."},{"startTime":3079.583,"endTime":3083.117,"body":"David Pinel has a great piece"},{"startTime":3079.583,"endTime":3083.117,"body":"that he had developed that"},{"startTime":3083.117,"endTime":3084.467,"body":"has served him really well."},{"startTime":3084.495,"endTime":3088.383,"body":"It's a multi page fly"},{"startTime":3084.495,"endTime":3088.383,"body":"flyer that has his personal"},{"startTime":3088.383,"endTime":3091.323,"body":"testimonials and his"},{"startTime":3088.383,"endTime":3091.323,"body":"vision, and like a lot of"},{"startTime":3091.353,"endTime":3092.673,"body":"information about his service."},{"startTime":3092.915,"endTime":3095.675,"body":"For me, that's something"},{"startTime":3092.915,"endTime":3095.675,"body":"that I tried early on."},{"startTime":3095.675,"endTime":3097.355,"body":"I tried the iPad presentations."},{"startTime":3097.355,"endTime":3099.575,"body":"I tried brochures for me."},{"startTime":3099.575,"endTime":3101.915,"body":"What works best is you're"},{"startTime":3099.575,"endTime":3101.915,"body":"going to look me in the"},{"startTime":3101.915,"endTime":3103.115,"body":"eye if you want collateral."},{"startTime":3103.59,"endTime":3106.601,"body":"Give me a reason to show up"},{"startTime":3103.59,"endTime":3106.601,"body":"and I'm going to withhold,"},{"startTime":3106.601,"endTime":3109.931,"body":"I'm purposely withholding"},{"startTime":3106.601,"endTime":3109.931,"body":"that information till I get"},{"startTime":3109.991,"endTime":3112.841,"body":"can get to the house, but I"},{"startTime":3109.991,"endTime":3112.841,"body":"have to find some, excuse,"},{"startTime":3112.841,"endTime":3116.171,"body":"some reason, some service that"},{"startTime":3112.841,"endTime":3116.171,"body":"will get me to the property."},{"startTime":3116.329,"endTime":3120.019,"body":"So I would don't feel, I"},{"startTime":3116.329,"endTime":3120.019,"body":"guess my point is it's not"},{"startTime":3120.049,"endTime":3123.349,"body":"absolutely necessary to have"},{"startTime":3120.049,"endTime":3123.349,"body":"beautiful marketing collateral."},{"startTime":3123.949,"endTime":3126.349,"body":"If it gives you a different"},{"startTime":3123.949,"endTime":3126.349,"body":"level of confidence or"},{"startTime":3126.349,"endTime":3130.534,"body":"your market actually does,"},{"startTime":3126.349,"endTime":3130.534,"body":"it's because of the overall"},{"startTime":3130.534,"endTime":3133.804,"body":"climate that you're in,"},{"startTime":3130.534,"endTime":3133.804,"body":"if that's necessary, then"},{"startTime":3133.804,"endTime":3135.184,"body":"I absolutely support it."},{"startTime":3135.604,"endTime":3139.084,"body":"And David has been really"},{"startTime":3135.604,"endTime":3139.084,"body":"generous and helping everybody,"},{"startTime":3139.077,"endTime":3140.367,"body":"and sharing what he has."},{"startTime":3140.367,"endTime":3142.411,"body":"You might want to take a"},{"startTime":3140.367,"endTime":3142.411,"body":"look at the brochure that,"},{"startTime":3142.411,"endTime":3143.421,"body":"that he had designed."},{"startTime":3143.421,"endTime":3146.751,"body":"And you take some inspiration"},{"startTime":3143.421,"endTime":3146.751,"body":"for that, but do not feel"},{"startTime":3146.751,"endTime":3149.991,"body":"like you need that in order"},{"startTime":3146.751,"endTime":3149.991,"body":"to provide the service or get"},{"startTime":3149.991,"endTime":3153.471,"body":"through to people because that"},{"startTime":3149.991,"endTime":3153.471,"body":"will create a block like you"},{"startTime":3153.471,"endTime":3154.911,"body":"don't need it to get through."},{"startTime":3155.451,"endTime":3158.301,"body":"Communication will get"},{"startTime":3155.451,"endTime":3158.301,"body":"you through quicker than"},{"startTime":3158.301,"endTime":3159.381,"body":"marketing collateral."},{"startTime":3159.37,"endTime":3161.628,"body":"If someone, if you have a"},{"startTime":3159.37,"endTime":3161.628,"body":"handout and they're like can"},{"startTime":3161.628,"endTime":3162.678,"body":"you just send me something?"},{"startTime":3162.738,"endTime":3166.158,"body":"Can you have something with a"},{"startTime":3162.738,"endTime":3166.158,"body":"little more detail then what?"},{"startTime":3166.248,"endTime":3169.463,"body":"Then you've got an excuse for"},{"startTime":3166.248,"endTime":3169.463,"body":"them to get away from you."},{"startTime":3169.618,"endTime":3170.818,"body":"But anyway, that's"},{"startTime":3169.618,"endTime":3170.818,"body":"my take on it."},{"startTime":3170.908,"endTime":3172.738,"body":"I just don't want you to feel"},{"startTime":3170.908,"endTime":3172.738,"body":"like you have to have it."},{"startTime":3172.777,"endTime":3175.207,"body":"But there are some folks"},{"startTime":3172.777,"endTime":3175.207,"body":"here that I know don't fully"},{"startTime":3175.207,"endTime":3176.797,"body":"agree with me, Rosie hair."},{"startTime":3176.827,"endTime":3179.107,"body":"As I see her, she"},{"startTime":3176.827,"endTime":3179.107,"body":"popped into the middle."},{"startTime":3179.107,"endTime":3179.377,"body":"There."},{"startTime":3179.437,"endTime":3181.657,"body":"She's an amazing brand."},{"startTime":3181.717,"endTime":3184.567,"body":"Like she's done such a good job,"},{"startTime":3181.717,"endTime":3184.567,"body":"branding herself and creating"},{"startTime":3184.567,"endTime":3185.887,"body":"collateral over the last year."},{"startTime":3186.487,"endTime":3187.897,"body":"David Pinel is awesome at it."},{"startTime":3187.927,"endTime":3190.987,"body":"Like a lot of folks on here take"},{"startTime":3187.927,"endTime":3190.987,"body":"a different approach than I do."},{"startTime":3190.987,"endTime":3192.667,"body":"And that's, what's so"},{"startTime":3190.987,"endTime":3192.667,"body":"cool about this community."},{"startTime":3193.087,"endTime":3195.372,"body":"Not everybody has to agree"},{"startTime":3193.087,"endTime":3195.372,"body":"with me, but for me, it's"},{"startTime":3195.372,"endTime":3196.722,"body":"odd to have face to face."},{"startTime":3196.752,"endTime":3199.422,"body":"If you want to know who my team"},{"startTime":3196.752,"endTime":3199.422,"body":"is, look me in the eye and ask,"},{"startTime":3199.962,"endTime":3201.102,"body":"and that gets me to the house."},{"startTime":3201.642,"endTime":3203.458,"body":"The other thing that's"},{"startTime":3201.642,"endTime":3203.458,"body":"occurred to me is real"},{"startTime":3203.458,"endTime":3204.808,"body":"estate is how I'm paid."},{"startTime":3204.791,"endTime":3209.054,"body":"I'd like to be able to"},{"startTime":3204.791,"endTime":3209.054,"body":"get, get paid on providing"},{"startTime":3209.054,"endTime":3210.614,"body":"some financing as well."},{"startTime":3210.614,"endTime":3213.458,"body":"And that's another conversation"},{"startTime":3210.614,"endTime":3213.458,"body":"that it just to believe"},{"startTime":3213.458,"endTime":3216.278,"body":"that wearing a hat like that"},{"startTime":3213.458,"endTime":3216.278,"body":"you're not selling cannabis"},{"startTime":3216.278,"endTime":3217.328,"body":"or something in Denver."},{"startTime":3217.506,"endTime":3218.526,"body":"You just never know"},{"startTime":3218.876,"endTime":3221.073,"body":"you need to eye for that right."},{"startTime":3221.309,"endTime":3223.378,"body":"Options, like coat"},{"startTime":3221.309,"endTime":3223.378,"body":"crazy out here."},{"startTime":3223.768,"endTime":3226.314,"body":"But it, it personally, like"},{"startTime":3223.768,"endTime":3226.314,"body":"I'm not actually in the real"},{"startTime":3226.314,"endTime":3230.689,"body":"estate business, I'm in the,"},{"startTime":3226.314,"endTime":3230.689,"body":"like the umbrella of I'm"},{"startTime":3230.689,"endTime":3234.259,"body":"just going to speak freely,"},{"startTime":3230.689,"endTime":3234.259,"body":"fixed a shit business, and"},{"startTime":3234.259,"endTime":3236.299,"body":"I need to own the clean-out."},{"startTime":3236.299,"endTime":3238.279,"body":"I need to own the elder care."},{"startTime":3238.279,"endTime":3243.733,"body":"I need to own the place for mom"},{"startTime":3238.279,"endTime":3243.733,"body":"and, I'm I'm a human being and"},{"startTime":3244.333,"endTime":3247.663,"body":"I can only do so much at first."},{"startTime":3248.043,"endTime":3250.743,"body":"Until I gathered those"},{"startTime":3248.043,"endTime":3250.743,"body":"leverage resources."},{"startTime":3250.743,"endTime":3254.943,"body":"So I'm wondering, does"},{"startTime":3250.743,"endTime":3254.943,"body":"anybody start from okay,"},{"startTime":3254.943,"endTime":3259.359,"body":"so our infamous and famous"},{"startTime":3254.943,"endTime":3259.359,"body":"attorney in California,  he's"},{"startTime":3259.359,"endTime":3262.88,"body":"an attorney, so he has that"},{"startTime":3259.359,"endTime":3262.88,"body":"umbrella, famous, very things."},{"startTime":3262.915,"endTime":3265.425,"body":"And, but there, there's"},{"startTime":3262.915,"endTime":3265.425,"body":"obviously a leveraged"},{"startTime":3265.425,"endTime":3266.385,"body":"resource there."},{"startTime":3266.365,"endTime":3270.449,"body":"So has anybody else started"},{"startTime":3266.365,"endTime":3270.449,"body":"from a different cut or just"},{"startTime":3270.449,"endTime":3274.979,"body":"brought it all in or is this"},{"startTime":3270.449,"endTime":3274.979,"body":"just nonsense and just go sell"},{"startTime":3274.979,"endTime":3276.059,"body":"your real estate and shut up?"},{"startTime":3276.056,"endTime":3277.676,"body":"I missed the point"},{"startTime":3276.056,"endTime":3277.676,"body":"of your question."},{"startTime":3277.688,"endTime":3279.398,"body":"That's the other thing"},{"startTime":3277.688,"endTime":3279.398,"body":"I see a lot of people"},{"startTime":3279.398,"endTime":3280.088,"body":"struggle with that."},{"startTime":3280.088,"endTime":3281.738,"body":"They think they've got"},{"startTime":3280.088,"endTime":3281.738,"body":"to build the dream team"},{"startTime":3281.738,"endTime":3282.758,"body":"before they show up."},{"startTime":3282.788,"endTime":3284.708,"body":"And that's absolutely not true."},{"startTime":3284.769,"endTime":3285.806,"body":"Where I started."},{"startTime":3286.201,"endTime":3289.111,"body":"With Chad, I didn't even"},{"startTime":3286.201,"endTime":3289.111,"body":"know that I was going to"},{"startTime":3289.111,"endTime":3292.291,"body":"build a team, but it became"},{"startTime":3289.111,"endTime":3292.291,"body":"apparent really quickly."},{"startTime":3292.651,"endTime":3295.591,"body":"That first deal that you"},{"startTime":3292.651,"endTime":3295.591,"body":"heard me open the class with,"},{"startTime":3295.591,"endTime":3297.391,"body":"I tell the story of Pam FOS."},{"startTime":3297.421,"endTime":3300.141,"body":"And I didn't know who I was"},{"startTime":3297.421,"endTime":3300.141,"body":"going to pull in on that"},{"startTime":3300.141,"endTime":3301.431,"body":"deal until that moment."},{"startTime":3301.461,"endTime":3303.262,"body":"And I'm like, Oh hell, I"},{"startTime":3301.461,"endTime":3303.262,"body":"see three people that I"},{"startTime":3303.262,"endTime":3304.492,"body":"can make do all this work."},{"startTime":3304.492,"endTime":3305.902,"body":"I didn't do anything"},{"startTime":3304.492,"endTime":3305.902,"body":"on that deal."},{"startTime":3306.172,"endTime":3308.392,"body":"I literally did the"},{"startTime":3306.172,"endTime":3308.392,"body":"transaction engineering right"},{"startTime":3308.392,"endTime":3309.112,"body":"there in the living room."},{"startTime":3309.112,"endTime":3310.372,"body":"And I didn't touch a damn thing."},{"startTime":3310.372,"endTime":3311.152,"body":"I've never been back."},{"startTime":3311.134,"endTime":3314.134,"body":"went back to that house"},{"startTime":3311.134,"endTime":3314.134,"body":"for the VA inspection and I"},{"startTime":3314.134,"endTime":3316.374,"body":"stopped by every once in a"},{"startTime":3314.134,"endTime":3316.374,"body":"while, like after the fact."},{"startTime":3316.384,"endTime":3319.054,"body":"And I still talk to those,"},{"startTime":3316.384,"endTime":3319.054,"body":"the folks that bought it."},{"startTime":3319.034,"endTime":3322.477,"body":"But don't do not feel like,"},{"startTime":3319.034,"endTime":3322.477,"body":"if you believe, if this"},{"startTime":3322.477,"endTime":3323.977,"body":"is what always challenged"},{"startTime":3322.477,"endTime":3323.977,"body":"everybody, if you had a"},{"startTime":3323.977,"endTime":3328.327,"body":"$50,000, cashier's check on"},{"startTime":3323.977,"endTime":3328.327,"body":"your desk on your broker's desk."},{"startTime":3328.837,"endTime":3332.257,"body":"And in order to deposit that"},{"startTime":3328.837,"endTime":3332.257,"body":"to be paid, you had to have,"},{"startTime":3332.237,"endTime":3335.822,"body":"Five or six of those team"},{"startTime":3332.237,"endTime":3335.822,"body":"members that you don't have."},{"startTime":3335.822,"endTime":3337.412,"body":"How long would it take"},{"startTime":3335.822,"endTime":3337.412,"body":"you to build those?"},{"startTime":3337.502,"endTime":3340.562,"body":"To vet people and find"},{"startTime":3337.502,"endTime":3340.562,"body":"six that you would be okay"},{"startTime":3340.622,"endTime":3341.942,"body":"introducing to your clients?"},{"startTime":3342.097,"endTime":3345.207,"body":"The damn son wasn't set in"},{"startTime":3342.097,"endTime":3345.207,"body":"Denver before it was done, it"},{"startTime":3345.207,"endTime":3347.127,"body":"would literally be an inside."},{"startTime":3347.707,"endTime":3352.206,"body":"The reason I use that, like"},{"startTime":3347.707,"endTime":3352.206,"body":"move forward with confidence."},{"startTime":3352.255,"endTime":3353.845,"body":"You're not bullshitting anybody."},{"startTime":3354.295,"endTime":3356.995,"body":"And I don't really like the"},{"startTime":3354.295,"endTime":3356.995,"body":"fake it till you make it saying,"},{"startTime":3356.995,"endTime":3358.435,"body":"because you're not faking it."},{"startTime":3358.435,"endTime":3361.855,"body":"You just, you have a strategy"},{"startTime":3358.435,"endTime":3361.855,"body":"that you haven't fully executed."},{"startTime":3361.885,"endTime":3363.325,"body":"There's nothing fake about it."},{"startTime":3363.745,"endTime":3368.425,"body":"You can say we provide the"},{"startTime":3363.745,"endTime":3368.425,"body":"service and we as a collective"},{"startTime":3368.425,"endTime":3371.717,"body":"term of the people on your team,"},{"startTime":3368.425,"endTime":3371.717,"body":"so don't feel like you're faking"},{"startTime":3371.717,"endTime":3375.857,"body":"anything or deceiving anybody"},{"startTime":3371.717,"endTime":3375.857,"body":"and don't go unnecessarily"},{"startTime":3375.857,"endTime":3377.597,"body":"connect with a social worker."},{"startTime":3377.77,"endTime":3380.53,"body":"Wait until you need"},{"startTime":3377.77,"endTime":3380.53,"body":"one, but just have faith"},{"startTime":3380.56,"endTime":3381.55,"body":"that you can do that."},{"startTime":3381.55,"endTime":3382.9,"body":"And in a timely fashion."},{"startTime":3383.44,"endTime":3387.55,"body":"Now, if you have spare time,"},{"startTime":3383.44,"endTime":3387.55,"body":"rather than screwing around on"},{"startTime":3387.55,"endTime":3390.91,"body":"Facebook, I would suggest that"},{"startTime":3387.55,"endTime":3390.91,"body":"you put yourselves out there and"},{"startTime":3390.91,"endTime":3395.02,"body":"use that time wisely and connect"},{"startTime":3390.91,"endTime":3395.02,"body":"with a social worker, go visit"},{"startTime":3395.02,"endTime":3398.501,"body":"a nursing home, put yourself"},{"startTime":3395.02,"endTime":3398.501,"body":"in the path of these people and"},{"startTime":3398.841,"endTime":3402.231,"body":"with the sole intent of finding"},{"startTime":3398.841,"endTime":3402.231,"body":"out, how can I help this person?"},{"startTime":3402.801,"endTime":3405.621,"body":"And once I've impressed them,"},{"startTime":3402.801,"endTime":3405.621,"body":"they want to be part of my team."},{"startTime":3406.191,"endTime":3409.041,"body":"That's the natural, organic"},{"startTime":3406.191,"endTime":3409.041,"body":"way to find, to build like the"},{"startTime":3409.041,"endTime":3411.651,"body":"dream team, the people that"},{"startTime":3409.041,"endTime":3411.651,"body":"have a lot of allegiance to you."},{"startTime":3411.857,"endTime":3412.787,"body":"Forcing yourself."},{"startTime":3412.787,"endTime":3415.307,"body":"Like I have a list of"},{"startTime":3412.787,"endTime":3415.307,"body":"10 CPAs and I won't stop"},{"startTime":3415.307,"endTime":3416.567,"body":"until one of them is mine."},{"startTime":3416.987,"endTime":3419.777,"body":"Like it's not going to be"},{"startTime":3416.987,"endTime":3419.777,"body":"as natural conversation."},{"startTime":3419.838,"endTime":3420.408,"body":"That's really great."},{"startTime":3420.588,"endTime":3424.638,"body":"So what you basically outlined"},{"startTime":3420.588,"endTime":3424.638,"body":"the process, so to take the"},{"startTime":3424.638,"endTime":3427.603,"body":"leads in front of me and"},{"startTime":3424.638,"endTime":3427.603,"body":"build the team as it goes and"},{"startTime":3427.603,"endTime":3430.603,"body":"understand that I will have the"},{"startTime":3427.603,"endTime":3430.603,"body":"resources necessary and be done."},{"startTime":3431.053,"endTime":3431.563,"body":"Exactly."},{"startTime":3431.863,"endTime":3433.993,"body":"It's just that's"},{"startTime":3431.863,"endTime":3433.993,"body":"that helps me deal."},{"startTime":3433.993,"endTime":3436.405,"body":"Then you have a reason to have"},{"startTime":3433.993,"endTime":3436.405,"body":"it,  The cart and the horse,"},{"startTime":3436.647,"endTime":3437.997,"body":"there's a lot of chat going on."},{"startTime":3437.997,"endTime":3439.557,"body":"I hope cat's watching this."},{"startTime":3439.557,"endTime":3442.017,"body":"Someone had a question"},{"startTime":3439.557,"endTime":3442.017,"body":"about what in the world is a"},{"startTime":3442.017,"endTime":3443.397,"body":"community bank way up there."},{"startTime":3443.397,"endTime":3443.967,"body":"Anton."},{"startTime":3444.477,"endTime":3447.897,"body":"So to me, community bank is"},{"startTime":3444.477,"endTime":3447.897,"body":"a small at the city level"},{"startTime":3447.927,"endTime":3449.457,"body":"sometimes or regional level."},{"startTime":3449.587,"endTime":3451.8,"body":"I had to find this account"},{"startTime":3449.587,"endTime":3451.8,"body":"of my own personal."},{"startTime":3451.8,"endTime":3454.8,"body":"What I look for in a community"},{"startTime":3451.8,"endTime":3454.8,"body":"bank is between one and"},{"startTime":3454.8,"endTime":3458.43,"body":"$3 billion in assets with"},{"startTime":3454.8,"endTime":3458.43,"body":"less, certainly less than"},{"startTime":3458.43,"endTime":3460.17,"body":"10% of REO on the books."},{"startTime":3460.74,"endTime":3463.92,"body":"And then if you look at their"},{"startTime":3460.74,"endTime":3463.92,"body":"Texas score and I will have"},{"startTime":3463.92,"endTime":3467.4,"body":"to drop a link later to a"},{"startTime":3463.92,"endTime":3467.4,"body":"resource that I use to grade"},{"startTime":3467.4,"endTime":3470.76,"body":"banks, but I can, I do this"},{"startTime":3467.4,"endTime":3470.76,"body":"all the time for people."},{"startTime":3470.766,"endTime":3473.732,"body":"They, come up short on financing"},{"startTime":3470.766,"endTime":3473.732,"body":"and markets all over the country"},{"startTime":3474.272,"endTime":3477.332,"body":"and I can usually pick a winner,"},{"startTime":3474.272,"endTime":3477.332,"body":"pick a bank, that'll write a"},{"startTime":3477.332,"endTime":3481.087,"body":"loan and in a few minutes, so"},{"startTime":3477.332,"endTime":3481.087,"body":"it's easy to spot the good ones."},{"startTime":3481.096,"endTime":3484.366,"body":"If they have a ton of assets"},{"startTime":3481.096,"endTime":3484.366,"body":"in like on their balance"},{"startTime":3484.366,"endTime":3487.366,"body":"sheet, but they don't have a"},{"startTime":3484.366,"endTime":3487.366,"body":"ton of assets out as loans."},{"startTime":3487.726,"endTime":3490.276,"body":"And they've got a very light"},{"startTime":3487.726,"endTime":3490.276,"body":"REO in their portfolio."},{"startTime":3490.476,"endTime":3493.386,"body":"That they're dying, the right"},{"startTime":3490.476,"endTime":3493.386,"body":"loans, that's their business."},{"startTime":3493.416,"endTime":3494.856,"body":"They have to write the loans."},{"startTime":3495.069,"endTime":3496.569,"body":"So that's what I'm looking for."},{"startTime":3496.569,"endTime":3499.644,"body":"Those smaller banks where it's"},{"startTime":3496.569,"endTime":3499.644,"body":"relationship based one to 3"},{"startTime":3499.644,"endTime":3503.079,"body":"billion with a healthy score"},{"startTime":3499.644,"endTime":3503.079,"body":"and a lot of money on the"},{"startTime":3503.079,"endTime":3504.729,"body":"books that needs off the books."},{"startTime":3505.043,"endTime":3506.902,"body":"And maybe that's probably"},{"startTime":3505.043,"endTime":3506.902,"body":"a pretty good tips"},{"startTime":3506.902,"endTime":3507.802,"body":"from the trainer video."},{"startTime":3507.802,"endTime":3510.711,"body":"We could do Kat, like I'll show"},{"startTime":3507.802,"endTime":3510.711,"body":"you guys how I underwrite a"},{"startTime":3510.711,"endTime":3512.271,"body":"bank before I even go there."},{"startTime":3512.426,"endTime":3513.956,"body":"And I've done this"},{"startTime":3512.426,"endTime":3513.956,"body":"in several markets."},{"startTime":3514.046,"endTime":3516.086,"body":"And the other thing"},{"startTime":3514.046,"endTime":3516.086,"body":"is, you walk in there."},{"startTime":3516.086,"endTime":3518.596,"body":"And when I first moved"},{"startTime":3516.086,"endTime":3518.596,"body":"to Roanoke from Hawaii, I"},{"startTime":3518.666,"endTime":3519.776,"body":"obviously didn't know anybody."},{"startTime":3520.015,"endTime":3522.945,"body":"I took 20,000 bucks, split"},{"startTime":3520.015,"endTime":3522.945,"body":"it across four banks."},{"startTime":3523.117,"endTime":3526.673,"body":"Open business accounts all for"},{"startTime":3523.117,"endTime":3526.673,"body":"the same entity and then ask"},{"startTime":3526.673,"endTime":3528.083,"body":"for an appointment immediately."},{"startTime":3528.293,"endTime":3530.933,"body":"And I sat down and said, Hey,"},{"startTime":3528.293,"endTime":3530.933,"body":"let me help me understand"},{"startTime":3530.933,"endTime":3532.013,"body":"your underwriting process."},{"startTime":3532.013,"endTime":3533.303,"body":"When do you have"},{"startTime":3532.013,"endTime":3533.303,"body":"underwriting meetings?"},{"startTime":3533.303,"endTime":3534.143,"body":"How do you underwrite?"},{"startTime":3534.143,"endTime":3537.593,"body":"Is this asset based or is this"},{"startTime":3534.143,"endTime":3537.593,"body":"credit-based help me understand"},{"startTime":3537.593,"endTime":3541.763,"body":"what your LTV and I just showed"},{"startTime":3537.593,"endTime":3541.763,"body":"a genuine interest in having"},{"startTime":3541.763,"endTime":3543.083,"body":"a relationship with the bank."},{"startTime":3543.653,"endTime":3546.083,"body":"What I've learned now that"},{"startTime":3543.653,"endTime":3546.083,"body":"I've done this a few more"},{"startTime":3546.083,"endTime":3549.486,"body":"times is if you go in with"},{"startTime":3546.083,"endTime":3549.486,"body":"confidence for this entity,"},{"startTime":3549.546,"endTime":3550.806,"body":"I'll just be transparent."},{"startTime":3550.836,"endTime":3553.656,"body":"I formed this company"},{"startTime":3550.836,"endTime":3553.656,"body":"on January 20th."},{"startTime":3553.656,"endTime":3557.226,"body":"I think Florida finally got"},{"startTime":3553.656,"endTime":3557.226,"body":"it recorded on the 20 on the"},{"startTime":3557.226,"endTime":3560.166,"body":"same day that Florida note"},{"startTime":3557.226,"endTime":3560.166,"body":"sent me an email and said,"},{"startTime":3560.166,"endTime":3561.996,"body":"Hey, we only recorded this."},{"startTime":3562.446,"endTime":3565.356,"body":"I went to first citizens bank,"},{"startTime":3562.446,"endTime":3565.356,"body":"which is now a regional bank."},{"startTime":3565.339,"endTime":3567.139,"body":"They're based out of"},{"startTime":3565.339,"endTime":3567.139,"body":"Raleigh, North Carolina, but"},{"startTime":3567.139,"endTime":3570.319,"body":"they were about a 24, $25"},{"startTime":3567.139,"endTime":3570.319,"body":"billion bank, super healthy."},{"startTime":3570.474,"endTime":3571.434,"body":"But I walked in there."},{"startTime":3571.764,"endTime":3572.604,"body":"I hadn't."},{"startTime":3572.854,"endTime":3575.944,"body":"In EIN number that the IRS"},{"startTime":3572.854,"endTime":3575.944,"body":"hadn't had barely put in"},{"startTime":3575.944,"endTime":3578.584,"body":"their database after they"},{"startTime":3575.944,"endTime":3578.584,"body":"issued it literally minutes"},{"startTime":3578.584,"endTime":3583.354,"body":"after getting my EIN brand"},{"startTime":3578.584,"endTime":3583.354,"body":"new entity EIN 20,000 bucks."},{"startTime":3583.384,"endTime":3585.604,"body":"And I walked out with a"},{"startTime":3583.384,"endTime":3585.604,"body":"$50,000 line of credit"},{"startTime":3585.664,"endTime":3587.704,"body":"and a $75,000 credit card."},{"startTime":3588.054,"endTime":3592.164,"body":"And it was because they"},{"startTime":3588.054,"endTime":3592.164,"body":"need deposit accounts and"},{"startTime":3592.284,"endTime":3594.804,"body":"enable to gain that nine to"},{"startTime":3592.284,"endTime":3594.804,"body":"one leverage that we give"},{"startTime":3594.804,"endTime":3596.953,"body":"them the magic of financing."},{"startTime":3596.953,"endTime":3600.433,"body":"So walk in and just like we"},{"startTime":3596.953,"endTime":3600.433,"body":"talk about with any other small"},{"startTime":3600.433,"endTime":3602.473,"body":"business owner, if you're going"},{"startTime":3600.433,"endTime":3602.473,"body":"to walk into an attorney's"},{"startTime":3602.473,"endTime":3605.399,"body":"office, walk in with something"},{"startTime":3602.473,"endTime":3605.399,"body":"to give not looking to take"},{"startTime":3605.399,"endTime":3608.609,"body":"something the same way with"},{"startTime":3605.399,"endTime":3608.609,"body":"the community bank, walk in and"},{"startTime":3609.059,"endTime":3612.509,"body":"ante up, put your money on the"},{"startTime":3609.059,"endTime":3612.509,"body":"table and be like, Hey, let's"},{"startTime":3612.509,"endTime":3613.819,"body":"have it real relationship."},{"startTime":3613.849,"endTime":3615.409,"body":"This is, I'm not"},{"startTime":3613.849,"endTime":3615.409,"body":"wasting your time."},{"startTime":3615.979,"endTime":3618.781,"body":"And I'm always selling"},{"startTime":3615.979,"endTime":3618.781,"body":"that the high net worth"},{"startTime":3618.781,"endTime":3621.831,"body":"individuals that, friends and"},{"startTime":3618.781,"endTime":3621.831,"body":"mastermind members that, that"},{"startTime":3621.961,"endTime":3623.971,"body":"don't really believe this."},{"startTime":3624.031,"endTime":3625.231,"body":"And I coach a lot of people."},{"startTime":3625.486,"endTime":3629.086,"body":"Through this, but just about"},{"startTime":3625.486,"endTime":3629.086,"body":"anyone on this call can walk"},{"startTime":3629.086,"endTime":3631.576,"body":"into a bank with a few thousand"},{"startTime":3629.086,"endTime":3631.576,"body":"bucks, throw it in an account"},{"startTime":3631.606,"endTime":3632.926,"body":"and name your loan terms."},{"startTime":3632.926,"endTime":3635.813,"body":"If you choose the right bank"},{"startTime":3632.926,"endTime":3635.813,"body":"credit unions too, don't"},{"startTime":3635.823,"endTime":3639.183,"body":"discount those community credit"},{"startTime":3635.823,"endTime":3639.183,"body":"unions are nonprofits and they,"},{"startTime":3639.193,"endTime":3640.503,"body":"but they have to move capital."},{"startTime":3640.57,"endTime":3641.71,"body":"That's what they do, right?"},{"startTime":3641.865,"endTime":3643.725,"body":"So those are good"},{"startTime":3641.865,"endTime":3643.725,"body":"to look at as well."},{"startTime":3644.095,"endTime":3646.095,"body":"I hope that answered your"},{"startTime":3644.095,"endTime":3646.095,"body":"question and if you ever need"},{"startTime":3646.095,"endTime":3648.958,"body":"help with with navigating the"},{"startTime":3646.095,"endTime":3648.958,"body":"banking stuff, let me know, man."},{"startTime":3648.958,"endTime":3649.798,"body":"It's a fun game."},{"startTime":3649.991,"endTime":3650.381,"body":"Awesome."},{"startTime":3650.381,"endTime":3650.921,"body":"Appreciate it."},{"startTime":3650.921,"endTime":3651.69,"body":"Yeah, that was great."},{"startTime":3651.845,"endTime":3652.265,"body":"All right."},{"startTime":3652.475,"endTime":3655.368,"body":"Kat, any questions you saw that"},{"startTime":3652.475,"endTime":3655.368,"body":"need to answer before we go"},{"startTime":3655.368,"endTime":3656.928,"body":"or anyone else have a hand up?"},{"startTime":3657.468,"endTime":3657.858,"body":"Nope."},{"startTime":3658.039,"endTime":3660.559,"body":"Roger, Lacey hide and"},{"startTime":3658.039,"endTime":3660.559,"body":"turn your camera on."},{"startTime":3660.919,"endTime":3662.149,"body":"If you're going to hang"},{"startTime":3660.919,"endTime":3662.149,"body":"out here, we need to"},{"startTime":3662.149,"endTime":3663.469,"body":"see that pretty face."},{"startTime":3663.819,"endTime":3665.529,"body":"Are you doing a"},{"startTime":3663.819,"endTime":3665.529,"body":"radio show right now?"},{"startTime":3665.769,"endTime":3666.579,"body":"This guy."},{"startTime":3666.929,"endTime":3667.559,"body":"All right."},{"startTime":3668.039,"endTime":3669.915,"body":"If you guys don't"},{"startTime":3668.039,"endTime":3669.915,"body":"know  you're muted."},{"startTime":3669.915,"endTime":3670.575,"body":"There you are."},{"startTime":3670.757,"endTime":3674.267,"body":"Yeah, I'm doing a radio show on"},{"startTime":3670.757,"endTime":3674.267,"body":"Tuesdays and Northwest Arkansas"},{"startTime":3674.617,"endTime":3676.297,"body":"Weichert wizards or real estate."},{"startTime":3676.327,"endTime":3679.997,"body":"We're doing a lot of"},{"startTime":3676.327,"endTime":3679.997,"body":"interviews for mayors"},{"startTime":3680.066,"endTime":3683.607,"body":"and a lot of Northwest"},{"startTime":3680.066,"endTime":3683.607,"body":"Arkansas is a pop-in place."},{"startTime":3683.654,"endTime":3685.454,"body":"Still trying to get there"},{"startTime":3683.654,"endTime":3685.454,"body":"to visit your brother."},{"startTime":3685.482,"endTime":3688.942,"body":"I, Florida has held me like a"},{"startTime":3685.482,"endTime":3688.942,"body":"month and a half longer than I"},{"startTime":3688.942,"endTime":3692.362,"body":"expected, but I'm waiting for it"},{"startTime":3688.942,"endTime":3692.362,"body":"to warm up so you can cook me."},{"startTime":3692.362,"endTime":3693.592,"body":"Rib-eyes in the backyard."},{"startTime":3693.747,"endTime":3694.957,"body":"It's a good, it's a good idea."},{"startTime":3695.197,"endTime":3697.417,"body":"And we're getting there and"},{"startTime":3695.197,"endTime":3697.417,"body":"I think today's going to be"},{"startTime":3697.417,"endTime":3700.448,"body":"about 70 degrees, but I've"},{"startTime":3697.417,"endTime":3700.448,"body":"been popping in and popping"},{"startTime":3700.448,"endTime":3702.188,"body":"out on the, on this call."},{"startTime":3702.188,"endTime":3705.068,"body":"And I'm glad that I managed"},{"startTime":3702.188,"endTime":3705.068,"body":"to get in here on this, but"},{"startTime":3705.059,"endTime":3707.991,"body":"radio shows going well, we're"},{"startTime":3705.059,"endTime":3707.991,"body":"just getting the name out."},{"startTime":3708.021,"endTime":3711.985,"body":"And it's a side line of"},{"startTime":3708.021,"endTime":3711.985,"body":"with probate and, but we're"},{"startTime":3711.985,"endTime":3715.135,"body":"basically trying to build"},{"startTime":3711.985,"endTime":3715.135,"body":"a recognition for the brand"},{"startTime":3715.135,"endTime":3717.635,"body":"name and we're getting a"},{"startTime":3715.135,"endTime":3717.635,"body":"little business out of it."},{"startTime":3717.732,"endTime":3720.732,"body":"Also I did want to talk"},{"startTime":3717.732,"endTime":3720.732,"body":"about something that you"},{"startTime":3720.852,"endTime":3723.642,"body":"mentioned earlier is I"},{"startTime":3720.852,"endTime":3723.642,"body":"just finished up a probate."},{"startTime":3723.745,"endTime":3726.817,"body":"Last week we got it finished"},{"startTime":3723.745,"endTime":3726.817,"body":"up and it was taught"},{"startTime":3726.817,"endTime":3730.417,"body":"walking into an attorney's"},{"startTime":3726.817,"endTime":3730.417,"body":"office and the the."},{"startTime":3730.589,"endTime":3736.969,"body":"The PR had been an, I have been"},{"startTime":3730.589,"endTime":3736.969,"body":"talking about six months and she"},{"startTime":3736.969,"endTime":3740.629,"body":"started talking to me six months"},{"startTime":3736.969,"endTime":3740.629,"body":"ago, but I had emailed her and I"},{"startTime":3740.629,"endTime":3744.739,"body":"had talked to her a year ago and"},{"startTime":3740.629,"endTime":3744.739,"body":"she wasn't ready to do anything."},{"startTime":3744.739,"endTime":3746.505,"body":"And finally, she called me"},{"startTime":3744.739,"endTime":3746.505,"body":"and she said, let me come"},{"startTime":3746.505,"endTime":3747.585,"body":"over here and talk to me."},{"startTime":3747.585,"endTime":3752.034,"body":"This was like, you just make"},{"startTime":3747.585,"endTime":3752.034,"body":"your once a quarter call after"},{"startTime":3752.034,"endTime":3753.144,"body":"it should have a year or so."},{"startTime":3753.144,"endTime":3755.626,"body":"And just hang up, hang"},{"startTime":3753.144,"endTime":3755.626,"body":"on to her and just see"},{"startTime":3755.626,"endTime":3756.646,"body":"how things are going."},{"startTime":3756.621,"endTime":3758.111,"body":"And she said we've"},{"startTime":3756.621,"endTime":3758.111,"body":"made a decision."},{"startTime":3758.111,"endTime":3759.101,"body":"We've got an attorney."},{"startTime":3759.101,"endTime":3761.673,"body":"And lo and behold is"},{"startTime":3759.101,"endTime":3761.673,"body":"my sister's estate."},{"startTime":3761.823,"endTime":3766.851,"body":"And she has one step son and"},{"startTime":3761.823,"endTime":3766.851,"body":"the, in the family and and he's"},{"startTime":3766.851,"endTime":3768.771,"body":"in Florida and I said, Oh, wow."},{"startTime":3768.891,"endTime":3769.401,"body":"Okay."},{"startTime":3769.941,"endTime":3773.59,"body":"And she said my attorneys told"},{"startTime":3769.941,"endTime":3773.59,"body":"me that I'm going to have to"},{"startTime":3773.59,"endTime":3777.295,"body":"get an inventory on all of"},{"startTime":3773.59,"endTime":3777.295,"body":"the stuff that's in the house."},{"startTime":3777.295,"endTime":3779.735,"body":"And so I said let me come over"},{"startTime":3777.295,"endTime":3779.735,"body":"and let's talk about this."},{"startTime":3779.735,"endTime":3780.275,"body":"And I learned."},{"startTime":3780.645,"endTime":3782.565,"body":"Early on in, in this business."},{"startTime":3782.565,"endTime":3786.414,"body":"When I go to the house, Chad"},{"startTime":3782.565,"endTime":3786.414,"body":"beat me up for not having a"},{"startTime":3786.464,"endTime":3788.434,"body":"listing agreement with me."},{"startTime":3788.464,"endTime":3793.264,"body":"And so I just happened to do"},{"startTime":3788.464,"endTime":3793.264,"body":"some quick comps on the house"},{"startTime":3793.264,"endTime":3796.188,"body":"and and I was just walked"},{"startTime":3793.264,"endTime":3796.188,"body":"around and I went Oh, and"},{"startTime":3796.188,"endTime":3799.121,"body":"I sit there and I went she"},{"startTime":3796.188,"endTime":3799.121,"body":"should the attorney said that"},{"startTime":3799.107,"endTime":3801.417,"body":"he only thinks it'll bring"},{"startTime":3799.107,"endTime":3801.417,"body":"about a hundred thousand"},{"startTime":3801.417,"endTime":3804.442,"body":"dollars and I just sit there"},{"startTime":3801.417,"endTime":3804.442,"body":"and went, no I'm thinking"},{"startTime":3804.442,"endTime":3805.532,"body":"it will be more than that."},{"startTime":3805.552,"endTime":3808.342,"body":"And I pulled open and I said,"},{"startTime":3805.552,"endTime":3808.342,"body":"yeah, that's a that, but"},{"startTime":3808.372,"endTime":3809.512,"body":"tell me about your attorney."},{"startTime":3810.052,"endTime":3810.622,"body":"Oh, Mr."},{"startTime":3810.622,"endTime":3811.162,"body":"Benjamin."},{"startTime":3811.192,"endTime":3811.912,"body":"He's been there."},{"startTime":3811.912,"endTime":3814.402,"body":"And I said, tell me more about"},{"startTime":3811.912,"endTime":3814.402,"body":"you, Betty, Joe, I need to"},{"startTime":3814.402,"endTime":3817.252,"body":"know more about you and what's"},{"startTime":3814.402,"endTime":3817.252,"body":"been going on with this house."},{"startTime":3817.252,"endTime":3820.734,"body":"And she said I've been paying,"},{"startTime":3817.252,"endTime":3820.734,"body":"making mortgage payments"},{"startTime":3820.734,"endTime":3825.743,"body":"on this house for two years"},{"startTime":3820.734,"endTime":3825.743,"body":"because the air in a caliph"},{"startTime":3825.773,"endTime":3829.715,"body":"in, in Florida has been"},{"startTime":3825.773,"endTime":3829.715,"body":"really hard to deal with."},{"startTime":3829.745,"endTime":3833.296,"body":"And he's got an attorney up"},{"startTime":3829.745,"endTime":3833.296,"body":"here in Arkansas now that my"},{"startTime":3833.296,"endTime":3836.386,"body":"attorney has got to deal with"},{"startTime":3833.296,"endTime":3836.386,"body":"and I'm sitting there going,"},{"startTime":3836.906,"endTime":3840.226,"body":"okay, so we got to do a broker's"},{"startTime":3836.906,"endTime":3840.226,"body":"price opinion for this one."},{"startTime":3840.226,"endTime":3842.536,"body":"This is going to be, I"},{"startTime":3840.226,"endTime":3842.536,"body":"want to see everything."},{"startTime":3842.536,"endTime":3843.941,"body":"That's a value in the thing."},{"startTime":3843.941,"endTime":3847.571,"body":"And I said, now, did you"},{"startTime":3843.941,"endTime":3847.571,"body":"tell me he was a step son?"},{"startTime":3847.841,"endTime":3850.001,"body":"Was he not a biological son?"},{"startTime":3850.001,"endTime":3852.431,"body":"Did you not adopted"},{"startTime":3850.001,"endTime":3852.431,"body":"by your sister?"},{"startTime":3852.941,"endTime":3856.151,"body":"And she said, no,"},{"startTime":3852.941,"endTime":3856.151,"body":"that's absolutely right."},{"startTime":3856.181,"endTime":3857.859,"body":"And I said  that's"},{"startTime":3856.181,"endTime":3857.859,"body":"one of those things."},{"startTime":3857.859,"endTime":3859.899,"body":"I'm just going to let the"},{"startTime":3857.859,"endTime":3859.899,"body":"attorney deal with that."},{"startTime":3859.971,"endTime":3863.211,"body":"Let me to, let me see"},{"startTime":3859.971,"endTime":3863.211,"body":"what I can do to help you."},{"startTime":3863.241,"endTime":3865.731,"body":"Now, you said that you've been"},{"startTime":3863.241,"endTime":3865.731,"body":"making the mortgage payment"},{"startTime":3865.731,"endTime":3867.141,"body":"for two years on this house?"},{"startTime":3867.501,"endTime":3867.861,"body":"Yes."},{"startTime":3867.861,"endTime":3869.751,"body":"How much is your mortgage"},{"startTime":3867.861,"endTime":3869.751,"body":"payment that you've been"},{"startTime":3869.751,"endTime":3871.731,"body":"paying $500 a month."},{"startTime":3871.886,"endTime":3875.936,"body":"Holy cow, Betty Jo, you"},{"startTime":3871.886,"endTime":3875.936,"body":"got $12,000 in as an, as a"},{"startTime":3875.936,"endTime":3879.303,"body":"credit as that this estate"},{"startTime":3875.936,"endTime":3879.303,"body":"owes you on this house."},{"startTime":3879.633,"endTime":3879.993,"body":"Yes."},{"startTime":3879.993,"endTime":3882.063,"body":"And I said, I looked at"},{"startTime":3879.993,"endTime":3882.063,"body":"the mortgage and I said,"},{"startTime":3882.393,"endTime":3883.833,"body":"she's had a mortgage on it."},{"startTime":3883.821,"endTime":3886.598,"body":"For number of years,"},{"startTime":3883.821,"endTime":3886.598,"body":"I'm guessing she's got"},{"startTime":3886.628,"endTime":3888.668,"body":"maybe $60,000 in it."},{"startTime":3888.91,"endTime":3890.934,"body":"She should I don't"},{"startTime":3888.91,"endTime":3890.934,"body":"know about that."},{"startTime":3890.934,"endTime":3893.113,"body":"And I said I can confirm"},{"startTime":3890.934,"endTime":3893.113,"body":"that's not a problem."},{"startTime":3893.355,"endTime":3896.574,"body":"I think that we need to take"},{"startTime":3893.355,"endTime":3896.574,"body":"a look at this house and it"},{"startTime":3896.574,"endTime":3900.27,"body":"needs a, is there anything that"},{"startTime":3896.574,"endTime":3900.27,"body":"needs to be fixed real quick?"},{"startTime":3900.33,"endTime":3903.584,"body":"Though, Sink the garbage"},{"startTime":3900.33,"endTime":3903.584,"body":"disposal in the kitchen"},{"startTime":3903.622,"endTime":3905.772,"body":"and leaks, and they're"},{"startTime":3903.622,"endTime":3905.772,"body":"just not going down."},{"startTime":3905.772,"endTime":3907.242,"body":"And it said, no problem."},{"startTime":3907.452,"endTime":3908.802,"body":"I think we can fix that."},{"startTime":3908.892,"endTime":3911.712,"body":"And she said, end the"},{"startTime":3908.892,"endTime":3911.712,"body":"garage door doesn't work."},{"startTime":3911.712,"endTime":3913.482,"body":"And I said, no"},{"startTime":3911.712,"endTime":3913.482,"body":"problem with that."},{"startTime":3913.782,"endTime":3916.212,"body":"I walked around and"},{"startTime":3913.782,"endTime":3916.212,"body":"I'm looking for."},{"startTime":3916.457,"endTime":3918.437,"body":"Will this house FH."},{"startTime":3918.6,"endTime":3921.246,"body":"I don't want to sell it"},{"startTime":3918.6,"endTime":3921.246,"body":"to, to to an investor."},{"startTime":3921.306,"endTime":3925.656,"body":"It can go to an investor in a"},{"startTime":3921.306,"endTime":3925.656,"body":"heartbeat, but I just sit there"},{"startTime":3925.656,"endTime":3928.961,"body":"and I started walking around and"},{"startTime":3925.656,"endTime":3928.961,"body":"I'm going, this house will FHA."},{"startTime":3928.961,"endTime":3930.131,"body":"Let me go look at the roof."},{"startTime":3930.181,"endTime":3932.361,"body":"That's the next thing I'm"},{"startTime":3930.181,"endTime":3932.361,"body":"looking at is what's the"},{"startTime":3932.361,"endTime":3933.341,"body":"condition of the roof."},{"startTime":3933.711,"endTime":3935.181,"body":"It looks okay to me."},{"startTime":3935.181,"endTime":3938.036,"body":"And I said, Betty, Jo,"},{"startTime":3935.181,"endTime":3938.036,"body":"I think we can sell this"},{"startTime":3938.036,"endTime":3941.467,"body":"house for about let's put"},{"startTime":3938.036,"endTime":3941.467,"body":"it on the market for 147."},{"startTime":3941.667,"endTime":3945.782,"body":"And and she said whatever you"},{"startTime":3941.667,"endTime":3945.782,"body":"think the attorney thinks it's,"},{"startTime":3946.002,"endTime":3947.582,"body":"it'll go for a hundred thousand."},{"startTime":3947.582,"endTime":3950.653,"body":"I said that's what the County"},{"startTime":3947.582,"endTime":3950.653,"body":"records assessment shows."},{"startTime":3951.103,"endTime":3954.793,"body":"And she said, you"},{"startTime":3951.103,"endTime":3954.793,"body":"think it'll go for 147?"},{"startTime":3954.883,"endTime":3955.333,"body":"No."},{"startTime":3955.913,"endTime":3958.293,"body":"And then she said why are"},{"startTime":3955.913,"endTime":3958.293,"body":"you putting it at 147?"},{"startTime":3958.293,"endTime":3961.653,"body":"I said, that's where we're"},{"startTime":3958.293,"endTime":3961.653,"body":"going to start with this market"},{"startTime":3961.653,"endTime":3963.033,"body":"right here, the way we're at."},{"startTime":3963.163,"endTime":3966.992,"body":"It'll probably go one"},{"startTime":3963.163,"endTime":3966.992,"body":"55, one 56 on that."},{"startTime":3966.978,"endTime":3968.991,"body":"And she said you're going"},{"startTime":3966.978,"endTime":3968.991,"body":"to have to talk to Mr."},{"startTime":3968.991,"endTime":3970.041,"body":"Bingaman about that."},{"startTime":3970.231,"endTime":3973.231,"body":"And I sat there and I"},{"startTime":3970.231,"endTime":3973.231,"body":"went, I love to talk to Mr."},{"startTime":3973.231,"endTime":3978.391,"body":"Bingham and I'm on my way after"},{"startTime":3973.231,"endTime":3978.391,"body":"you signed this right here to"},{"startTime":3978.391,"endTime":3980.731,"body":"get the, get me started on this."},{"startTime":3981.091,"endTime":3982.981,"body":"And she looked at me, she"},{"startTime":3981.091,"endTime":3982.981,"body":"said, what are you going"},{"startTime":3982.981,"endTime":3983.941,"body":"to talk to him about?"},{"startTime":3984.001,"endTime":3986.437,"body":"I said I'm going to tell him"},{"startTime":3984.001,"endTime":3986.437,"body":"he's going to get his his"},{"startTime":3986.437,"endTime":3988.717,"body":"appraisement so they can get"},{"startTime":3986.437,"endTime":3988.717,"body":"it in front of the court."},{"startTime":3988.777,"endTime":3991.548,"body":"And I understand that there's"},{"startTime":3988.777,"endTime":3991.548,"body":"an era note over there."},{"startTime":3991.608,"endTime":3995.958,"body":"I have an estate seller"},{"startTime":3991.608,"endTime":3995.958,"body":"and we can't do a, an"},{"startTime":3995.958,"endTime":3997.938,"body":"auction because of COVID."},{"startTime":3998.002,"endTime":4001.714,"body":"But we will do a a"},{"startTime":3998.002,"endTime":4001.714,"body":"a tag sale on this."},{"startTime":4001.714,"endTime":4005.448,"body":"And like you said, I knew"},{"startTime":4001.714,"endTime":4005.448,"body":"three auctioneer's and"},{"startTime":4005.448,"endTime":4008.298,"body":"three of them walked through"},{"startTime":4005.448,"endTime":4008.298,"body":"the house and said, no,"},{"startTime":4008.298,"endTime":4009.618,"body":"there's not enough in here."},{"startTime":4010.098,"endTime":4010.548,"body":"And."},{"startTime":4010.718,"endTime":4012.149,"body":"Just sit there and I went okay."},{"startTime":4012.149,"endTime":4014.081,"body":"Give me somebody that will,"},{"startTime":4012.149,"endTime":4014.081,"body":"and he said here's one"},{"startTime":4014.081,"endTime":4015.101,"body":"just getting started out."},{"startTime":4015.191,"endTime":4016.151,"body":"I, okay."},{"startTime":4016.241,"endTime":4019.331,"body":"I call Chris, Chris came"},{"startTime":4016.241,"endTime":4019.331,"body":"over and he said, I need"},{"startTime":4019.331,"endTime":4020.681,"body":"to do something like this."},{"startTime":4020.681,"endTime":4021.311,"body":"I need to get it."},{"startTime":4021.311,"endTime":4024.281,"body":"Fill up the time I've got"},{"startTime":4021.311,"endTime":4024.281,"body":"another tag sale that I'm doing."},{"startTime":4024.311,"endTime":4025.511,"body":"Another tagging sale."},{"startTime":4025.631,"endTime":4027.851,"body":"Can't do auctions,"},{"startTime":4025.631,"endTime":4027.851,"body":"but I can do auctions."},{"startTime":4028.151,"endTime":4028.841,"body":"We did that."},{"startTime":4028.871,"endTime":4030.161,"body":"And there was a car involved."},{"startTime":4030.281,"endTime":4035.552,"body":"And so Betty Jo wanted a car and"},{"startTime":4030.281,"endTime":4035.552,"body":"it was a problem with Betty Jo."},{"startTime":4035.552,"endTime":4037.112,"body":"She really wanted this."},{"startTime":4037.189,"endTime":4041.479,"body":"I think it was like a"},{"startTime":4037.189,"endTime":4041.479,"body":"2005 Elantra and I sit"},{"startTime":4041.479,"endTime":4043.369,"body":"there and I went, what's"},{"startTime":4041.479,"endTime":4043.369,"body":"the blue book on it."},{"startTime":4043.429,"endTime":4047.784,"body":"And it's like about"},{"startTime":4043.429,"endTime":4047.784,"body":"three to $1,500, $1,600."},{"startTime":4048.294,"endTime":4051.306,"body":"And and so I said, Chris, what"},{"startTime":4048.294,"endTime":4051.306,"body":"are we gonna do with this car?"},{"startTime":4051.426,"endTime":4054.664,"body":"And he said  when we have the"},{"startTime":4051.426,"endTime":4054.664,"body":"tag sale, I'll put a number"},{"startTime":4054.664,"endTime":4058.534,"body":"on it, Betty Jo, how much do"},{"startTime":4054.664,"endTime":4058.534,"body":"you want to pay for this car?"},{"startTime":4058.894,"endTime":4062.614,"body":"And she said if it's worth"},{"startTime":4058.894,"endTime":4062.614,"body":"$1,500 and I said, no, Betty"},{"startTime":4062.614,"endTime":4065.916,"body":"Jo, that's not the question that"},{"startTime":4062.614,"endTime":4065.916,"body":"we're asking is somebody comes"},{"startTime":4065.916,"endTime":4071.496,"body":"in with a $1,600 and is we have"},{"startTime":4065.916,"endTime":4071.496,"body":"a tag sale on it for $1,500."},{"startTime":4071.526,"endTime":4073.296,"body":"It's gone to that other person."},{"startTime":4073.596,"endTime":4075.516,"body":"How much do you want"},{"startTime":4073.596,"endTime":4075.516,"body":"to pay for this?"},{"startTime":4076.026,"endTime":4079.076,"body":"And she looked at me and"},{"startTime":4076.026,"endTime":4079.076,"body":"she said, Oh, and I said,"},{"startTime":4079.196,"endTime":4082.45,"body":"whatever you say is going"},{"startTime":4079.196,"endTime":4082.45,"body":"to be the reserve on this"},{"startTime":4082.45,"endTime":4083.62,"body":"property, on this car."},{"startTime":4083.89,"endTime":4086.71,"body":"So you'll get the car for"},{"startTime":4083.89,"endTime":4086.71,"body":"whatever number that you"},{"startTime":4086.71,"endTime":4089.02,"body":"want, because you need to"},{"startTime":4086.71,"endTime":4089.02,"body":"make it a little higher."},{"startTime":4089.32,"endTime":4092.05,"body":"And what it'll do is we'll,"},{"startTime":4089.32,"endTime":4092.05,"body":"they'll take it out of what"},{"startTime":4092.05,"endTime":4094.763,"body":"they owe you on the payments"},{"startTime":4092.05,"endTime":4094.763,"body":"that you've made for this."},{"startTime":4095.093,"endTime":4097.403,"body":"And she said, so I can get"},{"startTime":4095.093,"endTime":4097.403,"body":"in the car for nothing."},{"startTime":4097.493,"endTime":4100.188,"body":"I said, no, you're getting"},{"startTime":4097.493,"endTime":4100.188,"body":"the car for what you paid for,"},{"startTime":4100.188,"endTime":4102.228,"body":"but you've already paid on it."},{"startTime":4102.228,"endTime":4105.798,"body":"And she said, Oh, $30,000."},{"startTime":4105.997,"endTime":4107.277,"body":"So she overpaid for it."},{"startTime":4107.287,"endTime":4108.607,"body":"$3,000."},{"startTime":4108.607,"endTime":4109.537,"body":"We got through that."},{"startTime":4109.776,"endTime":4111.649,"body":"And I took my did"},{"startTime":4109.776,"endTime":4111.649,"body":"we got through that?"},{"startTime":4111.649,"endTime":4112.489,"body":"I got to Mr."},{"startTime":4112.489,"endTime":4113.479,"body":"Bingham and his office."},{"startTime":4113.479,"endTime":4117.689,"body":"He said one 47, Roger,"},{"startTime":4113.479,"endTime":4117.689,"body":"this house is old and"},{"startTime":4117.689,"endTime":4119.399,"body":"it's got no updates on it."},{"startTime":4119.399,"endTime":4120.869,"body":"And I said, but it'll FHA."},{"startTime":4121.349,"endTime":4124.859,"body":"It'll ha I will sell it to"},{"startTime":4121.349,"endTime":4124.859,"body":"a home buyer and they'll"},{"startTime":4124.859,"endTime":4127.499,"body":"get financing on it and we"},{"startTime":4124.859,"endTime":4127.499,"body":"just gotta make sure it's"},{"startTime":4127.499,"endTime":4128.639,"body":"they sound and sanitary."},{"startTime":4128.969,"endTime":4131.999,"body":"He looked at me, he said,"},{"startTime":4128.969,"endTime":4131.999,"body":"you got a listing agreement"},{"startTime":4131.999,"endTime":4133.889,"body":"signed here for one 47."},{"startTime":4134.069,"endTime":4138.013,"body":"I have it listed with the at"},{"startTime":4134.069,"endTime":4138.013,"body":"the adjustment at the courthouse"},{"startTime":4138.013,"endTime":4139.333,"body":"rate of a hundred thousand."},{"startTime":4139.633,"endTime":4143.143,"body":"And then he started wagging"},{"startTime":4139.633,"endTime":4143.143,"body":"his finger at me and he said,"},{"startTime":4143.493,"endTime":4147.863,"body":"you have to adjust defy why"},{"startTime":4143.493,"endTime":4147.863,"body":"it didn't sell for this."},{"startTime":4147.923,"endTime":4150.023,"body":"And you're going to have to"},{"startTime":4147.923,"endTime":4150.023,"body":"do this because I know it'll"},{"startTime":4150.023,"endTime":4151.253,"body":"sell for a hundred thousand."},{"startTime":4151.553,"endTime":4153.923,"body":"And I just looked at"},{"startTime":4151.553,"endTime":4153.923,"body":"him and I said, you're"},{"startTime":4153.923,"endTime":4155.183,"body":"a great attorney, Mr."},{"startTime":4155.183,"endTime":4156.623,"body":"Bingaman let me do it."},{"startTime":4156.973,"endTime":4159.942,"body":"He looked at me, he looked"},{"startTime":4156.973,"endTime":4159.942,"body":"at me and he showed okay."},{"startTime":4160.417,"endTime":4163.185,"body":"But I'm really concerned about"},{"startTime":4160.417,"endTime":4163.185,"body":"this price that you put on it."},{"startTime":4163.185,"endTime":4165.092,"body":"We got six offers on the house."},{"startTime":4165.482,"endTime":4167.732,"body":"Two of them were 160,000."},{"startTime":4168.002,"endTime":4171.812,"body":"We went in and I laid it"},{"startTime":4168.002,"endTime":4171.812,"body":"out in front of Betty, Jo."},{"startTime":4171.812,"endTime":4173.565,"body":"And I said here's"},{"startTime":4171.812,"endTime":4173.565,"body":"the six offers."},{"startTime":4173.865,"endTime":4177.783,"body":"And she looked at it and had her"},{"startTime":4173.865,"endTime":4177.783,"body":"niece and her her husband there."},{"startTime":4177.783,"endTime":4179.851,"body":"And I went through the"},{"startTime":4177.783,"endTime":4179.851,"body":"spreadsheet and I said,"},{"startTime":4179.877,"endTime":4181.227,"body":"here's the multiple offers."},{"startTime":4181.617,"endTime":4185.007,"body":"We need to just look at these"},{"startTime":4181.617,"endTime":4185.007,"body":"two at a one 60 and the net."},{"startTime":4185.037,"endTime":4185.307,"body":"And."},{"startTime":4185.462,"endTime":4188.715,"body":"We looked at the interest"},{"startTime":4185.462,"endTime":4188.715,"body":"rate on the pre quals."},{"startTime":4189.045,"endTime":4191.835,"body":"We picked one, it closed"},{"startTime":4189.045,"endTime":4191.835,"body":"a couple of weeks later."},{"startTime":4191.895,"endTime":4196.398,"body":"And Betty Jo has got her"},{"startTime":4191.895,"endTime":4196.398,"body":"$12,000 lesser car payment"},{"startTime":4196.448,"endTime":4197.831,"body":"driving her new car on it."},{"startTime":4197.831,"endTime":4199.391,"body":"And so everything went well."},{"startTime":4199.391,"endTime":4199.631,"body":"Mr."},{"startTime":4199.631,"endTime":4201.611,"body":"Benjamins looked at me"},{"startTime":4199.631,"endTime":4201.611,"body":"and he said, I would've"},{"startTime":4201.611,"endTime":4202.391,"body":"never believed it."},{"startTime":4202.391,"endTime":4204.191,"body":"And I said, you're"},{"startTime":4202.391,"endTime":4204.191,"body":"a good attorney, Mr."},{"startTime":4204.191,"endTime":4205.871,"body":"Benjamin, God bless you."},{"startTime":4206.026,"endTime":4207.292,"body":"And Roger, thanks for the story."},{"startTime":4207.322,"endTime":4209.662,"body":"I feel like, gosh, every time"},{"startTime":4207.322,"endTime":4209.662,"body":"I call somebody out, we get"},{"startTime":4209.662,"endTime":4212.163,"body":"one of these great stories"},{"startTime":4209.662,"endTime":4212.163,"body":"I need to keep that in mind."},{"startTime":4212.163,"endTime":4214.983,"body":"And Rosie, I just looked at the"},{"startTime":4212.163,"endTime":4214.983,"body":"chat while Roger was sharing."},{"startTime":4214.983,"endTime":4216.723,"body":"And sounds like you"},{"startTime":4214.983,"endTime":4216.723,"body":"got some good ones too."},{"startTime":4216.74,"endTime":4218.102,"body":"We're almost 90 minutes in."},{"startTime":4218.102,"endTime":4219.362,"body":"I know everybody's busy."},{"startTime":4219.338,"endTime":4222.825,"body":"Rosie, I wanna you and"},{"startTime":4219.338,"endTime":4222.825,"body":"L and then we'll, we're"},{"startTime":4222.825,"endTime":4223.995,"body":"going to wrap up for today."},{"startTime":4223.995,"endTime":4225.024,"body":"So tell us about your role."},{"startTime":4225.267,"endTime":4226.077,"body":"All right."},{"startTime":4226.077,"endTime":4227.037,"body":"Can everybody hear me?"},{"startTime":4227.387,"endTime":4227.837,"body":"We can hear you."},{"startTime":4227.837,"endTime":4228.215,"body":"Awesome."},{"startTime":4228.455,"endTime":4229.115,"body":"Hi Ted."},{"startTime":4229.115,"endTime":4229.985,"body":"This is so cool."},{"startTime":4230.075,"endTime":4231.515,"body":"They get to really see people."},{"startTime":4231.696,"endTime":4232.266,"body":"Oh my God."},{"startTime":4232.326,"endTime":4233.706,"body":"The engagement is so attire."},{"startTime":4234.076,"endTime":4236.75,"body":"So guys I've been in probate"},{"startTime":4234.076,"endTime":4236.75,"body":"since last year and it was"},{"startTime":4236.75,"endTime":4240.277,"body":"about time that I do something,"},{"startTime":4236.75,"endTime":4240.277,"body":"so I've been doing my efforts"},{"startTime":4240.277,"endTime":4243.79,"body":"and video marketing and just"},{"startTime":4240.277,"endTime":4243.79,"body":"email marketing and some direct"},{"startTime":4243.79,"endTime":4246.28,"body":"mail here and there, but most"},{"startTime":4243.79,"endTime":4246.28,"body":"important was picking up the"},{"startTime":4246.28,"endTime":4247.66,"body":"phone and having a conversation."},{"startTime":4247.686,"endTime":4251.576,"body":"Long story short we actually,"},{"startTime":4247.686,"endTime":4251.576,"body":"this week bought two probate"},{"startTime":4251.576,"endTime":4256.039,"body":"flips and so I had a client"},{"startTime":4251.576,"endTime":4256.039,"body":"probate and I didn't know"},{"startTime":4256.039,"endTime":4259.099,"body":"what letter of testamentary"},{"startTime":4256.039,"endTime":4259.099,"body":"is guys, to be honest, I have"},{"startTime":4259.099,"endTime":4261.019,"body":"no idea how the program works."},{"startTime":4261.019,"endTime":4263.667,"body":"I have to read the book"},{"startTime":4261.019,"endTime":4263.667,"body":"and tell the Senator."},{"startTime":4263.687,"endTime":4266.065,"body":"I was like, you need to go"},{"startTime":4263.687,"endTime":4266.065,"body":"to the, I said, how does the"},{"startTime":4266.065,"endTime":4268.915,"body":"executor thing, I really need"},{"startTime":4266.065,"endTime":4268.915,"body":"to understand their head?"},{"startTime":4268.906,"endTime":4270.286,"body":"I need to feel like them."},{"startTime":4270.706,"endTime":4272.686,"body":"Then I actually just"},{"startTime":4270.706,"endTime":4272.686,"body":"found out that not all"},{"startTime":4272.686,"endTime":4273.886,"body":"executives get paid."},{"startTime":4273.894,"endTime":4275.094,"body":"So who would know that?"},{"startTime":4275.089,"endTime":4275.889,"body":"I didn't know that."},{"startTime":4275.919,"endTime":4277.149,"body":"So I was talking to everyone."},{"startTime":4277.689,"endTime":4279.879,"body":"Everyone liked the hello"},{"startTime":4277.689,"endTime":4279.879,"body":"piece of the pie that"},{"startTime":4279.879,"endTime":4281.439,"body":"they're motivated to work on."},{"startTime":4281.419,"endTime":4283.263,"body":"Long story short,"},{"startTime":4281.419,"endTime":4283.263,"body":"I met this seller."},{"startTime":4283.263,"endTime":4285.633,"body":"I've been email marketing, it's"},{"startTime":4283.263,"endTime":4285.633,"body":"email marketing that responded"},{"startTime":4285.633,"endTime":4289.413,"body":"back chat, and you're buying"},{"startTime":4285.633,"endTime":4289.413,"body":"the flip for three 20 and the"},{"startTime":4289.413,"endTime":4292.773,"body":"resale calm strike and all"},{"startTime":4289.413,"endTime":4292.773,"body":"solar at four sanity, we might"},{"startTime":4292.773,"endTime":4294.453,"body":"have to spend 40, 50 K on it."},{"startTime":4294.723,"endTime":4298.533,"body":"So I'm working with my investor"},{"startTime":4294.723,"endTime":4298.533,"body":"and I'm bringing him as a buyer"},{"startTime":4298.563,"endTime":4301.443,"body":"disclosing to the seller that"},{"startTime":4298.563,"endTime":4301.443,"body":"look, these are the offers."},{"startTime":4301.443,"endTime":4303.783,"body":"He was willing to blow into"},{"startTime":4301.443,"endTime":4303.783,"body":"the contract, no option period."},{"startTime":4304.323,"endTime":4305.463,"body":"And he said, I'm all in."},{"startTime":4305.493,"endTime":4306.513,"body":"I don't have any risks."},{"startTime":4306.958,"endTime":4310.38,"body":"So we are, I just want to"},{"startTime":4306.958,"endTime":4310.38,"body":"be clear, you're jiving"},{"startTime":4310.38,"endTime":4311.43,"body":"with one of your investors."},{"startTime":4311.78,"endTime":4312.29,"body":"That's awesome."},{"startTime":4312.47,"endTime":4315.53,"body":"So that your finance strategy"},{"startTime":4312.47,"endTime":4315.53,"body":"is using other people's money."},{"startTime":4315.53,"endTime":4317.87,"body":"You bring the deal, he"},{"startTime":4315.53,"endTime":4317.87,"body":"brings the expertise in"},{"startTime":4317.87,"endTime":4320.98,"body":"the company and the project"},{"startTime":4317.87,"endTime":4320.98,"body":"manages and it's so easy"},{"startTime":4320.98,"endTime":4322.81,"body":"because it's full disclosure."},{"startTime":4322.87,"endTime":4323.86,"body":"The client knows."},{"startTime":4324.1,"endTime":4326.05,"body":"And I said, look, we"},{"startTime":4324.1,"endTime":4326.05,"body":"have multiple offers."},{"startTime":4326.29,"endTime":4329.301,"body":"And the only benefit was you"},{"startTime":4326.29,"endTime":4329.301,"body":"didn't have a buyer's agent, I'm"},{"startTime":4329.361,"endTime":4330.711,"body":"paid as a listing agent in back."},{"startTime":4330.711,"endTime":4331.821,"body":"So she was okay with it."},{"startTime":4332.301,"endTime":4333.31,"body":"And yep."},{"startTime":4333.31,"endTime":4335.05,"body":"So we're doing our"},{"startTime":4333.31,"endTime":4335.05,"body":"first flip on it."},{"startTime":4335.32,"endTime":4337.63,"body":"The second one was actually,"},{"startTime":4335.32,"endTime":4337.63,"body":"because I was networking"},{"startTime":4337.63,"endTime":4339.7,"body":"with some investors that"},{"startTime":4337.63,"endTime":4339.7,"body":"are very high level."},{"startTime":4340.0,"endTime":4342.813,"body":"And once I learned that you"},{"startTime":4340.0,"endTime":4342.813,"body":"guys are program masters, I"},{"startTime":4342.813,"endTime":4346.443,"body":"just click join the groups"},{"startTime":4342.813,"endTime":4346.443,"body":"of as smart as you guys know."},{"startTime":4346.505,"endTime":4349.025,"body":"So I asked questions, hundreds"},{"startTime":4346.505,"endTime":4349.025,"body":"of people answered me."},{"startTime":4349.025,"endTime":4351.485,"body":"I don't know why I don't"},{"startTime":4349.025,"endTime":4351.485,"body":"ask more questions."},{"startTime":4351.576,"endTime":4354.216,"body":"So this was another lead"},{"startTime":4351.576,"endTime":4354.216,"body":"that I investor gave me."},{"startTime":4354.426,"endTime":4357.006,"body":"He said, look, I can't"},{"startTime":4354.426,"endTime":4357.006,"body":"get the heirs to act."},{"startTime":4357.007,"endTime":4358.775,"body":"So I got to experience air."},{"startTime":4358.775,"endTime":4361.805,"body":"So who so mad at mom and"},{"startTime":4358.775,"endTime":4361.805,"body":"dad, but he's willing to"},{"startTime":4361.805,"endTime":4364.928,"body":"let the property for close"},{"startTime":4361.805,"endTime":4364.928,"body":"rather than, working on it."},{"startTime":4365.138,"endTime":4368.828,"body":"So I told that story to"},{"startTime":4365.138,"endTime":4368.828,"body":"everybody I can, so somebody"},{"startTime":4368.828,"endTime":4371.918,"body":"can dare to take it upon"},{"startTime":4368.828,"endTime":4371.918,"body":"because I, we all need to know."},{"startTime":4371.918,"endTime":4373.298,"body":"I think Lynette"},{"startTime":4371.918,"endTime":4373.298,"body":"was on the phone."},{"startTime":4373.342,"endTime":4374.722,"body":"I am, I can do it alone."},{"startTime":4374.902,"endTime":4375.892,"body":"I don't want to do it alone."},{"startTime":4376.072,"endTime":4376.912,"body":"It's not fun."},{"startTime":4376.912,"endTime":4379.132,"body":"So I admitted and are"},{"startTime":4376.912,"endTime":4379.132,"body":"always looking for people"},{"startTime":4379.132,"endTime":4380.062,"body":"who can do it with me."},{"startTime":4380.512,"endTime":4383.621,"body":"So this investor said, Rosie,"},{"startTime":4380.512,"endTime":4383.621,"body":"get me in front of this air."},{"startTime":4383.861,"endTime":4384.881,"body":"I can get through him."},{"startTime":4385.121,"endTime":4387.161,"body":"So that took me three months."},{"startTime":4387.521,"endTime":4390.131,"body":"And sometimes when you work"},{"startTime":4387.521,"endTime":4390.131,"body":"with great investors who"},{"startTime":4390.131,"endTime":4393.221,"body":"are very good people, I was"},{"startTime":4390.131,"endTime":4393.221,"body":"giving up at times, like he"},{"startTime":4393.221,"endTime":4394.691,"body":"was like, don't give up on it."},{"startTime":4395.051,"endTime":4398.111,"body":"Just call the air, just call him"},{"startTime":4395.051,"endTime":4398.111,"body":"just getting in front of him."},{"startTime":4398.411,"endTime":4400.571,"body":"So long story short instrument"},{"startTime":4398.411,"endTime":4400.571,"body":"been in front of him."},{"startTime":4400.571,"endTime":4402.791,"body":"He literally told him, look,"},{"startTime":4400.571,"endTime":4402.791,"body":"you're missing out on lot."},{"startTime":4403.061,"endTime":4405.521,"body":"Put your ego behind"},{"startTime":4403.061,"endTime":4405.521,"body":"long story short."},{"startTime":4405.581,"endTime":4408.371,"body":"We are under contract and"},{"startTime":4405.581,"endTime":4408.371,"body":"moving towards affidavit"},{"startTime":4408.371,"endTime":4410.081,"body":"of heirship overnight."},{"startTime":4410.141,"endTime":4412.121,"body":"All the nephews and"},{"startTime":4410.141,"endTime":4412.121,"body":"nieces are cooperating"},{"startTime":4412.121,"endTime":4413.711,"body":"in California Inglewood."},{"startTime":4414.101,"endTime":4417.431,"body":"I got to learn how to use"},{"startTime":4414.101,"endTime":4417.431,"body":"emotional intelligence"},{"startTime":4417.431,"endTime":4420.311,"body":"and ask questions like"},{"startTime":4417.431,"endTime":4420.311,"body":"what and how questions."},{"startTime":4420.731,"endTime":4425.022,"body":"So I'm very excited, do flips"},{"startTime":4420.731,"endTime":4425.022,"body":"and and I personally bought"},{"startTime":4425.022,"endTime":4426.252,"body":"more investment properties too."},{"startTime":4426.252,"endTime":4429.042,"body":"So I'm very grateful that"},{"startTime":4426.252,"endTime":4429.042,"body":"probate allowed me to"},{"startTime":4429.162,"endTime":4431.93,"body":"increase my intelligence"},{"startTime":4429.162,"endTime":4431.93,"body":"and really build wealth for"},{"startTime":4431.93,"endTime":4433.04,"body":"myself and other people."},{"startTime":4433.46,"endTime":4434.42,"body":"So thank you."},{"startTime":4434.95,"endTime":4435.58,"body":"That's amazing."},{"startTime":4435.91,"endTime":4436.66,"body":"Thanks for sharing."},{"startTime":4437.26,"endTime":4439.15,"body":"And guys, I jumped"},{"startTime":4437.26,"endTime":4439.15,"body":"really quickly."},{"startTime":4439.15,"endTime":4441.4,"body":"I don't know if I gave"},{"startTime":4439.15,"endTime":4441.4,"body":"Roger LEC the credit he's"},{"startTime":4441.4,"endTime":4443.927,"body":"due, pay attention to what"},{"startTime":4441.4,"endTime":4443.927,"body":"these folks are saying."},{"startTime":4443.905,"endTime":4445.885,"body":"Notice the common"},{"startTime":4443.905,"endTime":4445.885,"body":"threads in these stories."},{"startTime":4445.885,"endTime":4447.655,"body":"We've talked about this"},{"startTime":4445.885,"endTime":4447.655,"body":"already on this call."},{"startTime":4447.655,"endTime":4449.035,"body":"You can borrow these stories."},{"startTime":4449.605,"endTime":4451.724,"body":"You can you can"},{"startTime":4449.605,"endTime":4451.724,"body":"believe this is proof."},{"startTime":4451.794,"endTime":4452.844,"body":"This is real, right?"},{"startTime":4452.844,"endTime":4455.034,"body":"Like you can provide"},{"startTime":4452.844,"endTime":4455.034,"body":"this level of service."},{"startTime":4455.267,"endTime":4458.837,"body":"And the common threads are that"},{"startTime":4455.267,"endTime":4458.837,"body":"people who are approaching this"},{"startTime":4458.837,"endTime":4462.347,"body":"with a servant's mindset and"},{"startTime":4458.837,"endTime":4462.347,"body":"Roger leasees willing to throw"},{"startTime":4462.347,"endTime":4465.167,"body":"them in his fear of implants and"},{"startTime":4462.347,"endTime":4465.167,"body":"just keep in touch for a year."},{"startTime":4465.557,"endTime":4467.927,"body":"Fed is sending holiday"},{"startTime":4465.557,"endTime":4467.927,"body":"cards to people."},{"startTime":4467.927,"endTime":4470.987,"body":"If you miss that, like"},{"startTime":4467.927,"endTime":4470.987,"body":"he is truly treating this"},{"startTime":4470.987,"endTime":4474.967,"body":"like a real relationship,"},{"startTime":4470.987,"endTime":4474.967,"body":"not just a lead and."},{"startTime":4475.112,"endTime":4477.602,"body":"Like a lot of these success"},{"startTime":4475.112,"endTime":4477.602,"body":"stories come from those"},{"startTime":4477.602,"endTime":4480.032,"body":"small habits like that,"},{"startTime":4477.602,"endTime":4480.032,"body":"and really saying, how"},{"startTime":4480.032,"endTime":4481.592,"body":"can I serve this person?"},{"startTime":4482.132,"endTime":4484.922,"body":"And Rosie has done an"},{"startTime":4482.132,"endTime":4484.922,"body":"amazing job, getting a,"},{"startTime":4485.282,"endTime":4488.192,"body":"like a valuable inbound"},{"startTime":4485.282,"endTime":4488.192,"body":"marketing strategy in place."},{"startTime":4488.222,"endTime":4491.912,"body":"She makes videos that are"},{"startTime":4488.222,"endTime":4491.912,"body":"truly a value to her community."},{"startTime":4492.362,"endTime":4496.262,"body":"She builds relationships with"},{"startTime":4492.362,"endTime":4496.262,"body":"investors that bring value to"},{"startTime":4496.262,"endTime":4499.292,"body":"their business because we're all"},{"startTime":4496.262,"endTime":4499.292,"body":"fighting the same damn fight."},{"startTime":4499.292,"endTime":4501.182,"body":"We're just trying to figure"},{"startTime":4499.292,"endTime":4501.182,"body":"out how to run these small"},{"startTime":4501.182,"endTime":4503.942,"body":"businesses we created and not"},{"startTime":4501.182,"endTime":4503.942,"body":"make a crappy job out of it."},{"startTime":4503.943,"endTime":4507.874,"body":"And but pay, I love these"},{"startTime":4503.943,"endTime":4507.874,"body":"stories because like I"},{"startTime":4507.884,"endTime":4510.224,"body":"know there's people on"},{"startTime":4507.884,"endTime":4510.224,"body":"here, people watch that"},{"startTime":4510.224,"endTime":4512.414,"body":"will be watching this, that"},{"startTime":4510.224,"endTime":4512.414,"body":"need to hear this stuff."},{"startTime":4512.804,"endTime":4515.224,"body":"Don't let off the gas"},{"startTime":4512.804,"endTime":4515.224,"body":"and Rosie, you've found"},{"startTime":4515.224,"endTime":4518.274,"body":"a great accountability"},{"startTime":4515.224,"endTime":4518.274,"body":"partner and the form in"},{"startTime":4518.344,"endTime":4519.664,"body":"your investor relationship."},{"startTime":4519.664,"endTime":4523.054,"body":"And I'm sure you didn't expect"},{"startTime":4519.664,"endTime":4523.054,"body":"that, but he's probably to thank"},{"startTime":4523.054,"endTime":4527.164,"body":"for you, like digging a little"},{"startTime":4523.054,"endTime":4527.164,"body":"deeper and finding the tenacity"},{"startTime":4527.194,"endTime":4530.348,"body":"to go get that that last"},{"startTime":4527.194,"endTime":4530.348,"body":"contact where you got that deal."},{"startTime":4530.339,"endTime":4532.705,"body":"Thank you guys so much for"},{"startTime":4530.339,"endTime":4532.705,"body":"being willing to share all this,"},{"startTime":4532.735,"endTime":4536.347,"body":"even if I do have to poke you"},{"startTime":4532.735,"endTime":4536.347,"body":"Roger Lacey, but thank you for"},{"startTime":4536.347,"endTime":4541.412,"body":"sharing these stories and L"},{"startTime":4536.347,"endTime":4541.412,"body":"up last today, LDO microphone."},{"startTime":4541.762,"endTime":4541.972,"body":"Nope."},{"startTime":4542.002,"endTime":4543.742,"body":"Sound like we have"},{"startTime":4542.002,"endTime":4543.742,"body":"an audio loop maybe."},{"startTime":4544.092,"endTime":4544.332,"body":"Okay."},{"startTime":4544.332,"endTime":4545.082,"body":"Can you hear me now?"},{"startTime":4545.432,"endTime":4546.512,"body":"Yes, that's much better."},{"startTime":4546.662,"endTime":4546.992,"body":"Okay."},{"startTime":4547.022,"endTime":4547.562,"body":"Thank you guys."},{"startTime":4547.629,"endTime":4549.489,"body":"Very encouraging hearing."},{"startTime":4549.499,"endTime":4553.107,"body":"Rosie says, story really"},{"startTime":4549.499,"endTime":4553.107,"body":"is  quick, and this is quick."},{"startTime":4553.107,"endTime":4554.187,"body":"I'm a baby on this one."},{"startTime":4554.257,"endTime":4558.093,"body":"I'm been a real city for"},{"startTime":4554.257,"endTime":4558.093,"body":"quite a while, but I would"},{"startTime":4558.093,"endTime":4560.883,"body":"like to get some advice and"},{"startTime":4558.093,"endTime":4560.883,"body":"reference of you guys, mostly"},{"startTime":4560.883,"endTime":4565.533,"body":"the investors that have"},{"startTime":4560.883,"endTime":4565.533,"body":"their, a real estate license."},{"startTime":4565.533,"endTime":4567.723,"body":"And I'm talking about"},{"startTime":4565.533,"endTime":4567.723,"body":"the Florida ones."},{"startTime":4568.083,"endTime":4570.783,"body":"So I don't know if someone can"},{"startTime":4568.083,"endTime":4570.783,"body":"give me a how give me a name"},{"startTime":4570.783,"endTime":4575.253,"body":"so I can give them a call or"},{"startTime":4570.783,"endTime":4575.253,"body":"to get more feedback on making"},{"startTime":4575.253,"endTime":4580.263,"body":"sure that I am structuring"},{"startTime":4575.253,"endTime":4580.263,"body":"the corporation or how to get"},{"startTime":4580.263,"endTime":4583.113,"body":"everything in reference or"},{"startTime":4580.263,"endTime":4583.113,"body":"wealth punishment, for instance."},{"startTime":4583.138,"endTime":4583.888,"body":"That will be it."},{"startTime":4584.06,"endTime":4585.26,"body":"So I read your question."},{"startTime":4585.26,"endTime":4588.481,"body":"I think, I can help you, but"},{"startTime":4585.26,"endTime":4588.481,"body":"ultimately Tony and a CPA are"},{"startTime":4588.481,"endTime":4591.382,"body":"the ones who should ultimately"},{"startTime":4588.481,"endTime":4591.382,"body":"rule on this, but what else"},{"startTime":4591.382,"endTime":4594.832,"body":"facing as she and her husband,"},{"startTime":4591.382,"endTime":4594.832,"body":"our team both have licenses,"},{"startTime":4594.952,"endTime":4597.845,"body":"but she wants to act as the"},{"startTime":4594.952,"endTime":4597.845,"body":"investor as a principal in a"},{"startTime":4597.845,"endTime":4601.882,"body":"transaction where her husband"},{"startTime":4597.845,"endTime":4601.882,"body":"is the fiduciary, he has the"},{"startTime":4601.882,"endTime":4605.992,"body":"listing agent and what you need"},{"startTime":4601.882,"endTime":4605.992,"body":"to like, my advice is separate."},{"startTime":4605.992,"endTime":4609.802,"body":"The entities don't ever"},{"startTime":4605.992,"endTime":4609.802,"body":"commingled funds or activities"},{"startTime":4609.802,"endTime":4612.562,"body":"from your brokerage entity"},{"startTime":4609.802,"endTime":4612.562,"body":"with an investment entity."},{"startTime":4612.862,"endTime":4614.452,"body":"You're just asking for trouble."},{"startTime":4614.872,"endTime":4617.842,"body":"There's a, there's this gap"},{"startTime":4614.872,"endTime":4617.842,"body":"in our industry that exists."},{"startTime":4617.872,"endTime":4619.672,"body":"And I had a two hour"},{"startTime":4617.872,"endTime":4619.672,"body":"conversation with a"},{"startTime":4619.792,"endTime":4621.922,"body":"pretty high profile guy"},{"startTime":4619.792,"endTime":4621.922,"body":"this morning about this."},{"startTime":4621.922,"endTime":4623.512,"body":"And we're like, what"},{"startTime":4621.922,"endTime":4623.512,"body":"can we do about this?"},{"startTime":4623.512,"endTime":4626.472,"body":"We need to reach more people"},{"startTime":4623.512,"endTime":4626.472,"body":"with this message, but."},{"startTime":4626.752,"endTime":4630.082,"body":"People would rather tattle tale"},{"startTime":4626.752,"endTime":4630.082,"body":"and the brokerage community,"},{"startTime":4630.082,"endTime":4632.987,"body":"they would rather tattle"},{"startTime":4630.082,"endTime":4632.987,"body":"tale and drag you into try"},{"startTime":4632.987,"endTime":4634.427,"body":"to create liability for you."},{"startTime":4634.967,"endTime":4637.194,"body":"Then they would, bridge"},{"startTime":4634.967,"endTime":4637.194,"body":"the gap and actually"},{"startTime":4637.194,"endTime":4638.544,"body":"embrace the investors."},{"startTime":4638.604,"endTime":4641.484,"body":"Like a lot of folks on"},{"startTime":4638.604,"endTime":4641.484,"body":"this call are so just"},{"startTime":4641.484,"endTime":4642.864,"body":"know it's going to happen."},{"startTime":4642.919,"endTime":4646.696,"body":"If you start to co-mingle"},{"startTime":4642.919,"endTime":4646.696,"body":"activities and finances with"},{"startTime":4646.696,"endTime":4649.516,"body":"investment and brokerage, you"},{"startTime":4646.696,"endTime":4649.516,"body":"will eventually find yourself"},{"startTime":4649.516,"endTime":4651.766,"body":"in hot water because the"},{"startTime":4649.516,"endTime":4651.766,"body":"state investigator will be"},{"startTime":4651.766,"endTime":4654.351,"body":"digging through your stuff"},{"startTime":4651.766,"endTime":4654.351,"body":"and it's just not worth it."},{"startTime":4654.381,"endTime":4657.937,"body":"So set up an entity for"},{"startTime":4654.381,"endTime":4657.937,"body":"your Investment company."},{"startTime":4658.537,"endTime":4661.037,"body":"My suggestion, like knowing"},{"startTime":4658.537,"endTime":4661.037,"body":"a little bit about your"},{"startTime":4661.037,"endTime":4664.157,"body":"structure, I would suggest"},{"startTime":4661.037,"endTime":4664.157,"body":"probably a single member,"},{"startTime":4664.157,"endTime":4666.497,"body":"LLC, taxed as an S Corp."},{"startTime":4667.067,"endTime":4670.097,"body":"So you're going to get the"},{"startTime":4667.067,"endTime":4670.097,"body":"benefit of an escort from the"},{"startTime":4670.097,"endTime":4673.187,"body":"IRS and the protection of an"},{"startTime":4670.097,"endTime":4673.187,"body":"LLC from the state of Florida."},{"startTime":4673.217,"endTime":4675.227,"body":"I would make it a Florida LLC."},{"startTime":4675.27,"endTime":4678.361,"body":"It's really, it's an easy"},{"startTime":4675.27,"endTime":4678.361,"body":"state to form those in."},{"startTime":4678.35,"endTime":4681.343,"body":"You want to have a CPA and"},{"startTime":4678.35,"endTime":4681.343,"body":"your attorney, make sure they"},{"startTime":4681.343,"endTime":4683.713,"body":"agree with me on this, but"},{"startTime":4681.343,"endTime":4683.713,"body":"that's how I've structured."},{"startTime":4683.713,"endTime":4683.773,"body":"It."},{"startTime":4683.803,"endTime":4686.023,"body":"I've had investigations"},{"startTime":4683.803,"endTime":4686.023,"body":"opened on me multiple"},{"startTime":4686.023,"endTime":4687.133,"body":"times and they closed."},{"startTime":4687.133,"endTime":4687.943,"body":"And one phone call."},{"startTime":4688.488,"endTime":4691.068,"body":"Never even had the right"},{"startTime":4688.488,"endTime":4691.068,"body":"letters or send proof."},{"startTime":4691.068,"endTime":4692.988,"body":"I just said, Nope,"},{"startTime":4691.068,"endTime":4692.988,"body":"actually here's the truth."},{"startTime":4693.204,"endTime":4697.525,"body":"And he would go look at the"},{"startTime":4693.204,"endTime":4697.525,"body":"Depot, the Depor in Virginia."},{"startTime":4697.945,"endTime":4700.615,"body":"So he would go look at my"},{"startTime":4697.945,"endTime":4700.615,"body":"professional license status."},{"startTime":4700.615,"endTime":4702.925,"body":"He would look at my LLC"},{"startTime":4700.615,"endTime":4702.925,"body":"filings and then he could"},{"startTime":4702.925,"endTime":4705.325,"body":"clearly see that the"},{"startTime":4702.925,"endTime":4705.325,"body":"business was differentiated."},{"startTime":4705.325,"endTime":4707.905,"body":"The reason I kept getting"},{"startTime":4705.325,"endTime":4707.905,"body":"reported is that created a"},{"startTime":4707.905,"endTime":4711.145,"body":"brand and I had professional"},{"startTime":4707.905,"endTime":4711.145,"body":"signs and I had lockboxes on"},{"startTime":4711.145,"endTime":4714.838,"body":"my investor houses and realtors"},{"startTime":4711.145,"endTime":4714.838,"body":"would report me for practicing"},{"startTime":4714.838,"endTime":4716.188,"body":"brokerage without a license."},{"startTime":4716.338,"endTime":4720.016,"body":"I'm like it says on the sign"},{"startTime":4716.338,"endTime":4720.016,"body":"owner operator, like I had the"},{"startTime":4720.016,"endTime":4722.656,"body":"disclaimers on the sign, but"},{"startTime":4720.016,"endTime":4722.656,"body":"because I had a professional"},{"startTime":4722.656,"endTime":4726.628,"body":"image, they just assume this"},{"startTime":4722.656,"endTime":4726.628,"body":"new guy from Hawaii was, and"},{"startTime":4726.658,"endTime":4729.545,"body":"rather than call me and say,"},{"startTime":4726.658,"endTime":4729.545,"body":"Hey man  my name is Joe."},{"startTime":4729.545,"endTime":4730.505,"body":"What are you doing here?"},{"startTime":4730.985,"endTime":4732.695,"body":"Like they just reported"},{"startTime":4730.985,"endTime":4732.695,"body":"me to the state."},{"startTime":4732.725,"endTime":4734.615,"body":"So it was my burden"},{"startTime":4732.725,"endTime":4734.615,"body":"to defend myself."},{"startTime":4734.615,"endTime":4735.725,"body":"I didn't do anything wrong."},{"startTime":4735.725,"endTime":4736.415,"body":"So it was easy."},{"startTime":4736.472,"endTime":4739.242,"body":"It was open and closed"},{"startTime":4736.472,"endTime":4739.242,"body":"like that, but it will"},{"startTime":4739.242,"endTime":4740.052,"body":"eventually happen."},{"startTime":4740.052,"endTime":4743.742,"body":"So even on the very first deal,"},{"startTime":4740.052,"endTime":4743.742,"body":"don't risk it set up an LLC."},{"startTime":4743.791,"endTime":4746.392,"body":"Again, your CPA can decide"},{"startTime":4743.791,"endTime":4746.392,"body":"that I would suggest an"},{"startTime":4746.422,"endTime":4748.102,"body":"LLC taxed as an S Corp."},{"startTime":4748.227,"endTime":4750.535,"body":"And if you want to add"},{"startTime":4748.227,"endTime":4750.535,"body":"extra layers of protection,"},{"startTime":4750.515,"endTime":4752.117,"body":"you have Eno insurance."},{"startTime":4752.16,"endTime":4755.292,"body":"I'm operating under assumption,"},{"startTime":4752.16,"endTime":4755.292,"body":"but most active realtors"},{"startTime":4755.322,"endTime":4758.686,"body":"have Eno, but as another"},{"startTime":4755.322,"endTime":4758.686,"body":"layer of protection, so"},{"startTime":4758.986,"endTime":4759.976,"body":"separate bank accounts."},{"startTime":4760.137,"endTime":4760.603,"body":"This is."},{"startTime":4760.825,"endTime":4762.685,"body":"You may not need a trust."},{"startTime":4762.804,"endTime":4764.874,"body":"The depends on what all"},{"startTime":4762.804,"endTime":4764.874,"body":"activity you're going to"},{"startTime":4764.874,"endTime":4767.542,"body":"do from your investment"},{"startTime":4764.874,"endTime":4767.542,"body":"entity, but you should, at"},{"startTime":4767.542,"endTime":4770.032,"body":"a minimum, you should have,"},{"startTime":4767.542,"endTime":4770.032,"body":"you don't even need an entity"},{"startTime":4770.032,"endTime":4771.781,"body":"for your brokerage business."},{"startTime":4771.781,"endTime":4774.901,"body":"If you don't want one, that can"},{"startTime":4771.781,"endTime":4774.901,"body":"be a sole proprietorship that"},{"startTime":4774.921,"endTime":4777.811,"body":"Eno gives you the most of the"},{"startTime":4774.921,"endTime":4777.811,"body":"protection you'll ever need."},{"startTime":4778.053,"endTime":4778.263,"body":"Now."},{"startTime":4778.613,"endTime":4781.823,"body":"If you're already making over"},{"startTime":4778.613,"endTime":4781.823,"body":"140 grand in revenue, you should"},{"startTime":4781.823,"endTime":4785.273,"body":"probably roll your license"},{"startTime":4781.823,"endTime":4785.273,"body":"into an LLC taxes and escort"},{"startTime":4785.303,"endTime":4787.163,"body":"because you're gonna end up"},{"startTime":4785.303,"endTime":4787.163,"body":"saving a considerable amount"},{"startTime":4787.163,"endTime":4788.663,"body":"of money on not paying FICA."},{"startTime":4789.013,"endTime":4792.327,"body":"But that potentially could be"},{"startTime":4789.013,"endTime":4792.327,"body":"its own LLC taxes and escort"},{"startTime":4792.537,"endTime":4793.937,"body":"as well as the new entity."},{"startTime":4794.417,"endTime":4796.88,"body":"What you want to do is"},{"startTime":4794.417,"endTime":4796.88,"body":"get an an umbrella policy"},{"startTime":4797.12,"endTime":4799.94,"body":"that will cover you for at"},{"startTime":4797.12,"endTime":4799.94,"body":"least a million dollars."},{"startTime":4799.97,"endTime":4803.3,"body":"And that overlays your,"},{"startTime":4799.97,"endTime":4803.3,"body":"the liability protection"},{"startTime":4803.33,"endTime":4807.17,"body":"of the LLC, the state laws"},{"startTime":4803.33,"endTime":4807.17,"body":"and your Eno insurance."},{"startTime":4807.412,"endTime":4808.132,"body":"Okay, perfect."},{"startTime":4808.702,"endTime":4810.546,"body":"So that's all you really need."},{"startTime":4810.726,"endTime":4814.086,"body":"Now, if you start holding"},{"startTime":4810.726,"endTime":4814.086,"body":"properties, as far as"},{"startTime":4814.086,"endTime":4816.156,"body":"your trust question, it's"},{"startTime":4814.086,"endTime":4816.156,"body":"a good idea to buy the"},{"startTime":4816.156,"endTime":4817.656,"body":"property then to land trust."},{"startTime":4818.046,"endTime":4820.326,"body":"I love land trust"},{"startTime":4818.046,"endTime":4820.326,"body":"because of the anonymity."},{"startTime":4820.51,"endTime":4824.04,"body":"So they're there a lot of"},{"startTime":4820.51,"endTime":4824.04,"body":"benefit and very little expense"},{"startTime":4824.04,"endTime":4827.52,"body":"associated with using a land"},{"startTime":4824.04,"endTime":4827.52,"body":"trust as the actual entity."},{"startTime":4827.91,"endTime":4831.15,"body":"So your new LLC will be the"},{"startTime":4827.91,"endTime":4831.15,"body":"beneficiary and probably the"},{"startTime":4831.15,"endTime":4833.625,"body":"trustee of the new land trust."},{"startTime":4833.655,"endTime":4836.51,"body":"But on the contract, when"},{"startTime":4833.655,"endTime":4836.51,"body":"you make the offer, it will"},{"startTime":4836.51,"endTime":4839.96,"body":"be the one to three Walnut"},{"startTime":4836.51,"endTime":4839.96,"body":"street land trust, or the,"},{"startTime":4840.061,"endTime":4841.621,"body":"just don't use your name."},{"startTime":4841.621,"endTime":4844.452,"body":"Don't use your company name,"},{"startTime":4841.621,"endTime":4844.452,"body":"with the anonymity of a trust,"},{"startTime":4844.452,"endTime":4847.34,"body":"it's foolish to connect it to"},{"startTime":4844.452,"endTime":4847.34,"body":"your name or your company name."},{"startTime":4847.505,"endTime":4851.675,"body":"Because you lose the anonymity"},{"startTime":4847.505,"endTime":4851.675,"body":"and if you want, I would suggest"},{"startTime":4851.675,"endTime":4854.525,"body":"if you're going to use trust,"},{"startTime":4851.675,"endTime":4854.525,"body":"use, make it an attorney,"},{"startTime":4854.525,"endTime":4857.045,"body":"the trustees, Oh, you have"},{"startTime":4854.525,"endTime":4857.045,"body":"attorney client privilege."},{"startTime":4857.435,"endTime":4860.405,"body":"So if anyone ever do would"},{"startTime":4857.435,"endTime":4860.405,"body":"try to start a next thing, but"},{"startTime":4860.405,"endTime":4861.515,"body":"they're not going to get far."},{"startTime":4861.67,"endTime":4863.68,"body":"And even if an attorney"},{"startTime":4861.67,"endTime":4863.68,"body":"gets involved, he's going"},{"startTime":4863.68,"endTime":4865.87,"body":"to hit attorney client"},{"startTime":4863.68,"endTime":4865.87,"body":"privilege and that's not."},{"startTime":4865.97,"endTime":4869.06,"body":"And he the trustee on your"},{"startTime":4865.97,"endTime":4869.06,"body":"LLC, you should also be the"},{"startTime":4869.06,"endTime":4871.25,"body":"registered agent for your LLC."},{"startTime":4871.52,"endTime":4873.2,"body":"Nothing comes to your house."},{"startTime":4873.39,"endTime":4873.72,"body":"Got it."},{"startTime":4874.07,"endTime":4874.25,"body":"Yeah."},{"startTime":4874.6,"endTime":4876.885,"body":"And there's people that I"},{"startTime":4874.6,"endTime":4876.885,"body":"can point you to that are"},{"startTime":4876.885,"endTime":4877.845,"body":"right there in your market."},{"startTime":4877.845,"endTime":4880.515,"body":"L but I like, it's"},{"startTime":4877.845,"endTime":4880.515,"body":"not that complicated."},{"startTime":4880.574,"endTime":4883.532,"body":"I gray Robinson as a"},{"startTime":4880.574,"endTime":4883.532,"body":"firm here in, in Florida."},{"startTime":4883.56,"endTime":4884.76,"body":"You've probably know them."},{"startTime":4884.74,"endTime":4885.509,"body":"That's the firm."},{"startTime":4885.509,"endTime":4888.488,"body":"I like they are, they're"},{"startTime":4885.509,"endTime":4888.488,"body":"the Pearson specter Litt, if"},{"startTime":4888.488,"endTime":4890.798,"body":"you ever watched suits, like"},{"startTime":4888.488,"endTime":4890.798,"body":"they're the heavy hitters"},{"startTime":4890.798,"endTime":4893.438,"body":"in Florida, they've got"},{"startTime":4890.798,"endTime":4893.438,"body":"great corporate attorney."},{"startTime":4893.438,"endTime":4894.818,"body":"They have great real"},{"startTime":4893.438,"endTime":4894.818,"body":"estate attorneys."},{"startTime":4894.812,"endTime":4897.462,"body":"So if you need a referral,"},{"startTime":4894.812,"endTime":4897.462,"body":"they're not the cheapest,"},{"startTime":4897.462,"endTime":4900.612,"body":"but you can damn sure that"},{"startTime":4897.462,"endTime":4900.612,"body":"your bases are covered."},{"startTime":4900.612,"endTime":4901.722,"body":"If you're working with them."},{"startTime":4901.877,"endTime":4905.447,"body":"The question you did say"},{"startTime":4901.877,"endTime":4905.447,"body":"about rolling based on the"},{"startTime":4905.447,"endTime":4909.397,"body":"amount that you make in"},{"startTime":4905.447,"endTime":4909.397,"body":"real estate into an LLC."},{"startTime":4909.427,"endTime":4912.798,"body":"So you were just mixing"},{"startTime":4909.427,"endTime":4912.798,"body":"the real estate side"},{"startTime":4912.858,"endTime":4915.378,"body":"into the investor side."},{"startTime":4915.708,"endTime":4917.538,"body":"Is that for tax purposes?"},{"startTime":4917.766,"endTime":4918.846,"body":"Liability purposes."},{"startTime":4919.446,"endTime":4922.944,"body":"So if you set these up as"},{"startTime":4919.446,"endTime":4922.944,"body":"single, you guys filed jointly."},{"startTime":4923.424,"endTime":4923.724,"body":"Yep."},{"startTime":4923.882,"endTime":4924.122,"body":"Yeah."},{"startTime":4924.153,"endTime":4927.423,"body":"You could set up the brokerage"},{"startTime":4924.153,"endTime":4927.423,"body":"entity as one of you and the"},{"startTime":4927.423,"endTime":4930.303,"body":"investment as the other, as"},{"startTime":4927.423,"endTime":4930.303,"body":"a single member, LLC, your"},{"startTime":4930.303,"endTime":4932.793,"body":"marriage license is going"},{"startTime":4930.303,"endTime":4932.793,"body":"to tie the assets together"},{"startTime":4933.333,"endTime":4934.593,"body":"so you can set them up."},{"startTime":4935.088,"endTime":4937.218,"body":"Packs them as escorts,"},{"startTime":4935.088,"endTime":4937.218,"body":"they're all flow through."},{"startTime":4937.218,"endTime":4940.684,"body":"It's all gonna come to you, as"},{"startTime":4937.218,"endTime":4940.684,"body":"flow-through income anyways, and"},{"startTime":4940.684,"endTime":4941.854,"body":"you're going to be taxed on it."},{"startTime":4941.874,"endTime":4945.402,"body":"The savings come then, like"},{"startTime":4941.874,"endTime":4945.402,"body":"you pay your paycheck from one"},{"startTime":4945.402,"endTime":4946.782,"body":"entity and his, from the other."},{"startTime":4947.292,"endTime":4950.789,"body":"And that's where once you"},{"startTime":4947.292,"endTime":4950.789,"body":"exceed, a certain like certain"},{"startTime":4950.789,"endTime":4954.874,"body":"revenue, I think it's 138 five"},{"startTime":4950.789,"endTime":4954.874,"body":"last year, but once you exceed"},{"startTime":4954.874,"endTime":4956.134,"body":"that, then FICA drops off."},{"startTime":4956.134,"endTime":4959.224,"body":"So you're saving like 6.6, 3%."},{"startTime":4959.254,"endTime":4961.234,"body":"I believe it is"},{"startTime":4959.254,"endTime":4961.234,"body":"like off the top."},{"startTime":4961.584,"endTime":4964.958,"body":"Like once you exceed and"},{"startTime":4961.584,"endTime":4964.958,"body":"I'll just a safe number as"},{"startTime":4964.958,"endTime":4969.938,"body":"once you exceed $150,000 in"},{"startTime":4964.958,"endTime":4969.938,"body":"revenue, I a S Corp or an"},{"startTime":4969.938,"endTime":4973.892,"body":"LLC taxes and escort conserve"},{"startTime":4969.938,"endTime":4973.892,"body":"you just by saving a ton"},{"startTime":4973.892,"endTime":4977.042,"body":"of taxes and giving you the"},{"startTime":4973.892,"endTime":4977.042,"body":"legal protection, you get"},{"startTime":4977.042,"endTime":4978.081,"body":"the, the best of both worlds."},{"startTime":4978.078,"endTime":4981.168,"body":"I was wondering because I have"},{"startTime":4978.078,"endTime":4981.168,"body":"the S-corporation and what"},{"startTime":4981.168,"endTime":4985.022,"body":"you're saying is so I guess if"},{"startTime":4981.168,"endTime":4985.022,"body":"I opened the, we already have"},{"startTime":4985.022,"endTime":4986.692,"body":"the escort, like you probably."},{"startTime":4986.934,"endTime":4986.994,"body":"Yeah."},{"startTime":4987.074,"endTime":4987.434,"body":"Yeah."},{"startTime":4987.644,"endTime":4991.095,"body":"So I would probably suggest"},{"startTime":4987.644,"endTime":4991.095,"body":"that you just, it's easier"},{"startTime":4991.095,"endTime":4994.605,"body":"to maintain it and cheaper to"},{"startTime":4991.095,"endTime":4994.605,"body":"maintain an LLC and Florida"},{"startTime":4994.605,"endTime":4995.985,"body":"has really good case law."},{"startTime":4996.18,"endTime":4998.79,"body":"So I would recommend for your"},{"startTime":4996.18,"endTime":4998.79,"body":"investment activity, do the"},{"startTime":4998.79,"endTime":5001.91,"body":"LLC you can tax it as an S"},{"startTime":4998.79,"endTime":5001.91,"body":"Corp and get that same benefit."},{"startTime":5002.065,"endTime":5002.335,"body":"Yeah."},{"startTime":5002.685,"endTime":5008.323,"body":"Fed my email is"},{"startTime":5002.685,"endTime":5008.323,"body":"chad@magnumopusproject.com."},{"startTime":5008.533,"endTime":5011.483,"body":"If you want to send me"},{"startTime":5008.533,"endTime":5011.483,"body":"something guys, listen, we"},{"startTime":5011.483,"endTime":5014.143,"body":"met those two hours at time"},{"startTime":5011.483,"endTime":5014.143,"body":"flies when you're having fun."},{"startTime":5014.143,"endTime":5014.413,"body":"Doesn't it."},{"startTime":5014.568,"endTime":5017.148,"body":"Listen, man, this, my"},{"startTime":5014.568,"endTime":5017.148,"body":"heart loves these calls."},{"startTime":5017.148,"endTime":5018.468,"body":"Thank you guys for being here."},{"startTime":5018.588,"endTime":5019.518,"body":"This is a blast."},{"startTime":5019.578,"endTime":5021.828,"body":"Thanks for all your stories,"},{"startTime":5019.578,"endTime":5021.828,"body":"all your contributions,"},{"startTime":5022.398,"endTime":5023.62,"body":"all all the wins."},{"startTime":5023.68,"endTime":5026.469,"body":"And please guys, if you have"},{"startTime":5023.68,"endTime":5026.469,"body":"any feedback, anything that"},{"startTime":5026.469,"endTime":5028.839,"body":"you feel like might make these"},{"startTime":5026.469,"endTime":5028.839,"body":"calls better or something"},{"startTime":5028.839,"endTime":5031.239,"body":"flows, suggestions or anything"},{"startTime":5028.839,"endTime":5031.239,"body":"like that, please let us know."},{"startTime":5031.689,"endTime":5036.001,"body":"It's Chad at Magnum Opus,"},{"startTime":5031.689,"endTime":5036.001,"body":"project.com or Kat K a T"},{"startTime":5036.061,"endTime":5037.351,"body":"at Magnum Opus project."},{"startTime":5037.831,"endTime":5039.121,"body":"And let us know"},{"startTime":5037.831,"endTime":5039.121,"body":"what we're doing."},{"startTime":5039.121,"endTime":5039.391,"body":"Great."},{"startTime":5039.391,"endTime":5041.851,"body":"What we can do better and we'll"},{"startTime":5039.391,"endTime":5041.851,"body":"bring it back to these calls."},{"startTime":5041.86,"endTime":5043.15,"body":"And these will be recorded."},{"startTime":5043.15,"endTime":5045.55,"body":"We decided last week after"},{"startTime":5043.15,"endTime":5045.55,"body":"the fact that we're actually"},{"startTime":5045.55,"endTime":5048.22,"body":"going to archive these in"},{"startTime":5045.55,"endTime":5048.22,"body":"the Facebook group for now."},{"startTime":5048.2,"endTime":5050.415,"body":"We also put them out on"},{"startTime":5048.2,"endTime":5050.415,"body":"a podcast player, set"},{"startTime":5050.415,"endTime":5052.095,"body":"a little easier for you"},{"startTime":5050.415,"endTime":5052.095,"body":"to take on your phone."},{"startTime":5052.162,"endTime":5054.934,"body":"And if you look in the top"},{"startTime":5052.162,"endTime":5054.934,"body":"menu of probate mastery.com,"},{"startTime":5055.054,"endTime":5057.274,"body":"you'll actually see the"},{"startTime":5055.054,"endTime":5057.274,"body":"podcast link up there."},{"startTime":5057.274,"endTime":5058.504,"body":"I believe it's live today."},{"startTime":5058.854,"endTime":5061.524,"body":"So again guys from the bottom"},{"startTime":5058.854,"endTime":5061.524,"body":"of my heart, thanks for being"},{"startTime":5061.524,"endTime":5062.634,"body":"here for your contribution."},{"startTime":5062.664,"endTime":5063.714,"body":"I will see you next week."},{"startTime":5063.824,"endTime":5064.034,"body":"Sure."}]}