{"version":"1.0.0","segments":[{"startTime":0.35,"endTime":1.13,"body":"All right."},{"startTime":1.31,"endTime":4.069,"body":"Welcome everybody to the"},{"startTime":1.31,"endTime":4.069,"body":"weekly probate mastery"},{"startTime":4.069,"endTime":5.27,"body":"group coaching call."},{"startTime":5.432,"endTime":6.842,"body":"This isn't my zoom backdrop."},{"startTime":6.872,"endTime":9.242,"body":"I actually had to drive"},{"startTime":6.872,"endTime":9.242,"body":"I'm in Marlins, in West"},{"startTime":9.242,"endTime":10.442,"body":"Virginia near my home."},{"startTime":10.781,"endTime":11.411,"body":"I haven't heard this."},{"startTime":11.411,"endTime":15.049,"body":"I live in, I grew up in the only"},{"startTime":11.411,"endTime":15.049,"body":"radio quiet left in the world."},{"startTime":15.117,"endTime":18.779,"body":"The green bank observatory"},{"startTime":15.117,"endTime":18.779,"body":"is the radio astronomy"},{"startTime":18.779,"endTime":19.709,"body":"observatory is here."},{"startTime":19.709,"endTime":23.138,"body":"So we have this is the one cell"},{"startTime":19.709,"endTime":23.138,"body":"tower and the entire County, and"},{"startTime":23.168,"endTime":24.908,"body":"it's about a quarter mile range."},{"startTime":24.938,"endTime":27.158,"body":"So I came down and I"},{"startTime":24.938,"endTime":27.158,"body":"was like, I'll just make"},{"startTime":27.158,"endTime":28.058,"body":"the call from the river."},{"startTime":28.118,"endTime":31.812,"body":"So you guys we're on the river"},{"startTime":28.118,"endTime":31.812,"body":"today for everybody on Facebook."},{"startTime":31.842,"endTime":35.292,"body":"This is the first time that"},{"startTime":31.842,"endTime":35.292,"body":"we've actually broadcast"},{"startTime":35.292,"endTime":36.282,"body":"this into the group."},{"startTime":36.312,"endTime":37.572,"body":"Probate mastery alumni."},{"startTime":38.112,"endTime":41.435,"body":"Just be aware if you're"},{"startTime":38.112,"endTime":41.435,"body":"interacting on Facebook,"},{"startTime":41.465,"endTime":43.655,"body":"those messages don't"},{"startTime":41.465,"endTime":43.655,"body":"come through to us."},{"startTime":43.655,"endTime":44.435,"body":"is moderating."},{"startTime":44.782,"endTime":44.962,"body":"So"},{"startTime":44.962,"endTime":46.042,"body":"keeping an eye on it."},{"startTime":46.382,"endTime":49.676,"body":"And she'll do our best to"},{"startTime":46.382,"endTime":49.676,"body":"relay your questions over."},{"startTime":49.726,"endTime":52.216,"body":"If you want to interact and"},{"startTime":49.726,"endTime":52.216,"body":"you want to speak, obviously"},{"startTime":52.216,"endTime":53.716,"body":"you need to click the zoom link"},{"startTime":53.891,"endTime":56.351,"body":"Anyone who wants to jump"},{"startTime":53.891,"endTime":56.351,"body":"in, please do it anytime."},{"startTime":56.441,"endTime":58.001,"body":"That's the fun of these calls."},{"startTime":58.001,"endTime":61.091,"body":"They are a group discussion"},{"startTime":58.001,"endTime":61.091,"body":"and it's a lot more fun than"},{"startTime":61.091,"endTime":62.531,"body":"just hear me talk to myself."},{"startTime":62.831,"endTime":65.482,"body":"There's a bit of a theme"},{"startTime":62.831,"endTime":65.482,"body":"today, so we're still settling"},{"startTime":65.482,"endTime":68.572,"body":"into what these calls, what,"},{"startTime":65.482,"endTime":68.572,"body":"how to get the most value"},{"startTime":68.572,"endTime":69.662,"body":"out of these calls and Katt."},{"startTime":69.682,"endTime":72.172,"body":"And I've had a fun debate"},{"startTime":69.682,"endTime":72.172,"body":"going for, Oh, I don't know,"},{"startTime":72.172,"endTime":74.532,"body":"five years about scripts."},{"startTime":74.832,"endTime":76.422,"body":"And that's what we"},{"startTime":74.832,"endTime":76.422,"body":"want to talk about."},{"startTime":76.422,"endTime":79.604,"body":"You guys have heard me Say"},{"startTime":76.422,"endTime":79.604,"body":"that, I love the quote."},{"startTime":79.664,"endTime":82.604,"body":"Zig Ziglar has a quote,"},{"startTime":79.664,"endTime":82.604,"body":"timid salespeople have skinny"},{"startTime":82.604,"endTime":86.104,"body":"kids and I believe scripts"},{"startTime":82.604,"endTime":86.104,"body":"build timid salespeople."},{"startTime":86.284,"endTime":88.894,"body":"And I believe that a"},{"startTime":86.284,"endTime":88.894,"body":"conversation framework and"},{"startTime":88.894,"endTime":92.544,"body":"knowing what information"},{"startTime":88.894,"endTime":92.544,"body":"you need and having some"},{"startTime":92.544,"endTime":95.514,"body":"questions on deck to ask"},{"startTime":92.544,"endTime":95.514,"body":"to get that information"},{"startTime":95.514,"endTime":96.744,"body":"is the best methodology."},{"startTime":97.094,"endTime":100.514,"body":"The interesting thing is when"},{"startTime":97.094,"endTime":100.514,"body":"I look at the probate mastery,"},{"startTime":100.544,"endTime":105.224,"body":"exit surveys of the 49 people"},{"startTime":100.544,"endTime":105.224,"body":"who have taken the new course,"},{"startTime":105.734,"endTime":109.154,"body":"every single one of you guys"},{"startTime":105.734,"endTime":109.154,"body":"said, we see value in learning"},{"startTime":109.154,"endTime":110.354,"body":"that way and we'll choose that."},{"startTime":110.594,"endTime":113.264,"body":"However, it is a,"},{"startTime":110.594,"endTime":113.264,"body":"it's a valid debate."},{"startTime":113.559,"endTime":117.099,"body":"People who are not in this space"},{"startTime":113.559,"endTime":117.099,"body":"and have not had the course"},{"startTime":117.449,"endTime":119.039,"body":"do think they need a script."},{"startTime":119.129,"endTime":121.409,"body":"So I want to, I that's a"},{"startTime":119.129,"endTime":121.409,"body":"topic that I would like"},{"startTime":121.409,"endTime":123.839,"body":"to throw out there and"},{"startTime":121.409,"endTime":123.839,"body":"then hear the opinions."},{"startTime":123.869,"endTime":125.879,"body":"David Pannell thanks"},{"startTime":123.869,"endTime":125.879,"body":"for being here, man."},{"startTime":126.419,"endTime":129.719,"body":"I know you have worked"},{"startTime":126.419,"endTime":129.719,"body":"with you when you first"},{"startTime":129.719,"endTime":130.739,"body":"got started in this."},{"startTime":130.739,"endTime":132.769,"body":"You had an office of ISA."},{"startTime":133.19,"endTime":134.768,"body":"And, tried scripting there."},{"startTime":135.118,"endTime":139.065,"body":"And I want to hear if there's"},{"startTime":135.118,"endTime":139.065,"body":"if I do need to be writing"},{"startTime":139.065,"endTime":142.395,"body":"scripts or a different type"},{"startTime":139.065,"endTime":142.395,"body":"of conversation framework, I"},{"startTime":142.395,"endTime":144.765,"body":"want to hear from you guys,"},{"startTime":142.395,"endTime":144.765,"body":"what you feel like you need."},{"startTime":145.134,"endTime":147.924,"body":"If it's a role-play, if it's"},{"startTime":145.134,"endTime":147.924,"body":"a video, if it's written, if"},{"startTime":147.924,"endTime":151.784,"body":"it's a book form or a PDF,"},{"startTime":147.924,"endTime":151.784,"body":"whatever, and something, a theme"},{"startTime":151.784,"endTime":154.364,"body":"that I wanted to cover today,"},{"startTime":151.784,"endTime":154.364,"body":"just so I can make sure that"},{"startTime":154.604,"endTime":158.024,"body":"your needs are met and what"},{"startTime":154.604,"endTime":158.024,"body":"scripts actually mean to you."},{"startTime":158.35,"endTime":160.48,"body":"Rather than just agreeing"},{"startTime":158.35,"endTime":160.48,"body":"with me in a survey, let's"},{"startTime":160.48,"endTime":161.56,"body":"have a discussion about it."},{"startTime":161.59,"endTime":165.73,"body":"Like you think they serve you"},{"startTime":161.59,"endTime":165.73,"body":"and how I like, is it bullet"},{"startTime":165.73,"endTime":168.87,"body":"points or is it a specific"},{"startTime":165.73,"endTime":168.87,"body":"script and anyone else who"},{"startTime":168.87,"endTime":171.99,"body":"has written their own scripts"},{"startTime":168.87,"endTime":171.99,"body":"and had success with it, or"},{"startTime":171.99,"endTime":175.55,"body":"trained essays with your script,"},{"startTime":171.99,"endTime":175.55,"body":"please join that discussion."},{"startTime":175.9,"endTime":177.14,"body":"So I'll shut up now."},{"startTime":177.14,"endTime":180.252,"body":"Anyone who wants to yeah, man,"},{"startTime":177.14,"endTime":180.252,"body":"it's I think mastery is the"},{"startTime":180.252,"endTime":183.002,"body":"ultimate mastery of real estate."},{"startTime":183.352,"endTime":185.272,"body":"It's not, you can't"},{"startTime":183.352,"endTime":185.272,"body":"just jump into this."},{"startTime":185.272,"endTime":187.822,"body":"If you're a new agent, you"},{"startTime":185.272,"endTime":187.822,"body":"really can't, you probably can."},{"startTime":188.165,"endTime":190.664,"body":"And fumble your way"},{"startTime":188.165,"endTime":190.664,"body":"around until you get"},{"startTime":190.664,"endTime":191.714,"body":"someone to say yes to you."},{"startTime":191.714,"endTime":192.794,"body":"And that's the goal."},{"startTime":193.144,"endTime":196.234,"body":"But I think probate really"},{"startTime":193.144,"endTime":196.234,"body":"comes down to the mastery of the"},{"startTime":196.234,"endTime":199.369,"body":"communication, their perspective"},{"startTime":196.234,"endTime":199.369,"body":"what are they going through?"},{"startTime":199.369,"endTime":200.569,"body":"What is their solution?"},{"startTime":200.569,"endTime":201.499,"body":"What is their problem?"},{"startTime":201.849,"endTime":205.809,"body":"Because no conversation over"},{"startTime":201.849,"endTime":205.809,"body":"the last, I've done 70 deals so"},{"startTime":205.809,"endTime":208.509,"body":"far in probate, probably 72 now."},{"startTime":208.859,"endTime":211.079,"body":"And it's just, it's,"},{"startTime":208.859,"endTime":211.079,"body":"they're not the same."},{"startTime":211.079,"endTime":213.089,"body":"It's a complete different"},{"startTime":211.079,"endTime":213.089,"body":"story, different areas,"},{"startTime":213.089,"endTime":214.379,"body":"different title problems."},{"startTime":214.729,"endTime":217.617,"body":"And it's just, and usually"},{"startTime":214.729,"endTime":217.617,"body":"your assumptions are wrong."},{"startTime":217.617,"endTime":219.507,"body":"Would you agree, David,"},{"startTime":217.617,"endTime":219.507,"body":"like a lot of people try"},{"startTime":219.507,"endTime":220.577,"body":"to do a hundred percent."},{"startTime":220.927,"endTime":224.107,"body":"People try to deduce the story"},{"startTime":220.927,"endTime":224.107,"body":"and what their names are about"},{"startTime":224.107,"endTime":225.127,"body":"looking at a spreadsheet."},{"startTime":225.477,"endTime":227.833,"body":"And it's just not the best"},{"startTime":225.477,"endTime":227.833,"body":"way to do that is through"},{"startTime":227.833,"endTime":229.903,"body":"a, an organic conversation."},{"startTime":230.443,"endTime":232.843,"body":"But David I'm curious Katt"},{"startTime":230.443,"endTime":232.843,"body":"and I we actually brought"},{"startTime":232.843,"endTime":233.473,"body":"you up this morning."},{"startTime":233.473,"endTime":235.812,"body":"I'm curious when you"},{"startTime":233.473,"endTime":235.812,"body":"had four ISA, right?"},{"startTime":236.112,"endTime":237.252,"body":"Like your outbound call team."},{"startTime":237.602,"endTime":240.082,"body":"And we went through"},{"startTime":237.602,"endTime":240.082,"body":"16 people, 16."},{"startTime":240.432,"endTime":242.992,"body":"I know at one point you"},{"startTime":240.432,"endTime":242.992,"body":"transcribed all of the"},{"startTime":243.062,"endTime":245.702,"body":"role-play calls that we did"},{"startTime":243.062,"endTime":245.702,"body":"at all the leads and tried"},{"startTime":245.702,"endTime":247.112,"body":"to try the build script book."},{"startTime":247.122,"endTime":248.312,"body":"So let's talk about that."},{"startTime":248.312,"endTime":250.012,"body":"Like where did you have success?"},{"startTime":250.012,"endTime":252.742,"body":"Why do you, why didn't it"},{"startTime":250.012,"endTime":252.742,"body":"work or where did it work?"},{"startTime":253.092,"endTime":257.525,"body":"I found the softer approach"},{"startTime":253.092,"endTime":257.525,"body":"got us in the door more."},{"startTime":257.875,"endTime":259.465,"body":"And I don't know if I said"},{"startTime":257.875,"endTime":259.465,"body":"last time, but I have a"},{"startTime":259.465,"endTime":262.405,"body":"painter here now at my"},{"startTime":259.465,"endTime":262.405,"body":"house and he's he put fence?"},{"startTime":262.625,"endTime":265.238,"body":"I paint fences on his"},{"startTime":262.625,"endTime":265.238,"body":"truck cause he's out in the"},{"startTime":265.238,"endTime":266.768,"body":"country and nasal Texas."},{"startTime":267.118,"endTime":268.018,"body":"So people will call him."},{"startTime":268.018,"endTime":269.878,"body":"Cause obviously everyone"},{"startTime":268.018,"endTime":269.878,"body":"has a fence to paint."},{"startTime":270.281,"endTime":272.501,"body":"He says, once he got in the"},{"startTime":270.281,"endTime":272.501,"body":"door of painting their fence,"},{"startTime":272.561,"endTime":275.021,"body":"he got in the door to paint"},{"startTime":272.561,"endTime":275.021,"body":"their house and they'd call"},{"startTime":275.021,"endTime":276.401,"body":"them for years to paint things."},{"startTime":276.751,"endTime":278.131,"body":"So I think it's the"},{"startTime":276.751,"endTime":278.131,"body":"same difference."},{"startTime":278.131,"endTime":281.361,"body":"The one that we for the new"},{"startTime":278.131,"endTime":281.361,"body":"people call them probate."},{"startTime":281.391,"endTime":283.551,"body":"Instead of jumping into the"},{"startTime":281.391,"endTime":283.551,"body":"conversation, all I can help"},{"startTime":283.551,"endTime":285.591,"body":"you buy or sell your house."},{"startTime":285.941,"endTime":288.956,"body":"I think the thing that"},{"startTime":285.941,"endTime":288.956,"body":"worked for us is having that"},{"startTime":288.956,"endTime":292.286,"body":"resume book and saying, Hey,"},{"startTime":288.956,"endTime":292.286,"body":"may I send you something"},{"startTime":292.646,"endTime":294.266,"body":"to prove that I am legit?"},{"startTime":294.616,"endTime":295.966,"body":"And that's what a"},{"startTime":294.616,"endTime":295.966,"body":"letter does too."},{"startTime":295.966,"endTime":298.576,"body":"But typically you're"},{"startTime":295.966,"endTime":298.576,"body":"sending four to five"},{"startTime":298.576,"endTime":299.926,"body":"letters to prove your point."},{"startTime":300.276,"endTime":302.826,"body":"If you just get on the phone"},{"startTime":300.276,"endTime":302.826,"body":"and ask for that permission"},{"startTime":302.826,"endTime":303.756,"body":"to send them something."},{"startTime":304.106,"endTime":305.726,"body":"They're going to say no,"},{"startTime":304.106,"endTime":305.726,"body":"or they're going to say,"},{"startTime":305.726,"endTime":307.586,"body":"maybe they're going to"},{"startTime":305.726,"endTime":307.586,"body":"say, I don't have time to"},{"startTime":307.586,"endTime":308.666,"body":"sell the house right now."},{"startTime":309.016,"endTime":310.156,"body":"What do you think?"},{"startTime":310.506,"endTime":312.936,"body":"And I'm gonna, I'm gonna put you"},{"startTime":310.506,"endTime":312.936,"body":"on the spot and ask you, what is"},{"startTime":312.975,"endTime":317.815,"body":"the primary thing, the primary"},{"startTime":312.975,"endTime":317.815,"body":"tool or the primary source of"},{"startTime":317.815,"endTime":320.79,"body":"information that helped you"},{"startTime":317.815,"endTime":320.79,"body":"build your effective language"},{"startTime":320.79,"endTime":321.99,"body":"and working with these people?"},{"startTime":322.38,"endTime":325.74,"body":"Was it role-plays, was it just"},{"startTime":322.38,"endTime":325.74,"body":"experience falling on your face?"},{"startTime":325.74,"endTime":326.4,"body":"Was it probate?"},{"startTime":326.4,"endTime":327.74,"body":"Master  all the above."},{"startTime":327.74,"endTime":330.41,"body":"I have 22 books that"},{"startTime":327.74,"endTime":330.41,"body":"are bought from Amazon."},{"startTime":330.92,"endTime":332.57,"body":"I've written read through them."},{"startTime":332.57,"endTime":333.5,"body":"I haven't read them all."},{"startTime":333.655,"endTime":335.555,"body":"I don't think you"},{"startTime":333.655,"endTime":335.555,"body":"need, I must say it."},{"startTime":335.645,"endTime":336.365,"body":"I'm going to say it to you."},{"startTime":336.575,"endTime":338.795,"body":"You have, you don't need"},{"startTime":336.575,"endTime":338.795,"body":"any probate experience"},{"startTime":338.795,"endTime":339.515,"body":"to do what I'm doing."},{"startTime":339.824,"endTime":341.814,"body":"I thought I bought 22 books."},{"startTime":341.814,"endTime":343.014,"body":"I went to Chad's course."},{"startTime":343.374,"endTime":345.509,"body":"I have a general sense"},{"startTime":343.374,"endTime":345.509,"body":"of it, but I have an"},{"startTime":345.509,"endTime":347.279,"body":"assistant that I have a TC."},{"startTime":347.629,"endTime":349.309,"body":"That knows how to get"},{"startTime":347.629,"endTime":349.309,"body":"through a transaction."},{"startTime":349.309,"endTime":351.289,"body":"And I go, and I have a title"},{"startTime":349.309,"endTime":351.289,"body":"company that knows how to"},{"startTime":351.289,"endTime":353.269,"body":"get the documents, correct."},{"startTime":353.269,"endTime":354.199,"body":"Or the title fixed."},{"startTime":354.229,"endTime":356.399,"body":"If there's an issue,"},{"startTime":354.229,"endTime":356.399,"body":"all I'm doing is going"},{"startTime":356.409,"endTime":358.119,"body":"to the appointment and"},{"startTime":356.409,"endTime":358.119,"body":"seeing what they need."},{"startTime":358.469,"endTime":360.539,"body":"When I get the appointment,"},{"startTime":358.469,"endTime":360.539,"body":"do they want to sell a house"},{"startTime":360.539,"endTime":361.319,"body":"or they want to list it?"},{"startTime":361.669,"endTime":362.979,"body":"What is the easiest solution?"},{"startTime":362.999,"endTime":363.889,"body":"What they're trying to solve."},{"startTime":364.239,"endTime":365.859,"body":"And then I'm figuring out"},{"startTime":364.239,"endTime":365.859,"body":"how many years they are."},{"startTime":365.859,"endTime":367.419,"body":"Did they have the letters"},{"startTime":365.859,"endTime":367.419,"body":"of testing Metairie?"},{"startTime":367.959,"endTime":369.609,"body":"Did they have what I"},{"startTime":367.959,"endTime":369.609,"body":"need to move forward?"},{"startTime":369.909,"endTime":370.535,"body":"Rosie."},{"startTime":370.768,"endTime":372.148,"body":"I see you drinking"},{"startTime":370.768,"endTime":372.148,"body":"your Starbucks."},{"startTime":372.178,"endTime":372.778,"body":"Thank you out."},{"startTime":372.808,"endTime":373.528,"body":"That's important."},{"startTime":373.878,"endTime":379.208,"body":"So Rosie has been training fresh"},{"startTime":373.878,"endTime":379.208,"body":"VA's out of the Philippines."},{"startTime":379.268,"endTime":381.638,"body":"And I know you guys have had"},{"startTime":379.268,"endTime":381.638,"body":"your little it's, maybe it's a"},{"startTime":381.638,"endTime":384.908,"body":"bit of a covert project, but you"},{"startTime":381.638,"endTime":384.908,"body":"found some success and I know"},{"startTime":384.908,"endTime":386.618,"body":"you guys have worked on script."},{"startTime":386.968,"endTime":389.908,"body":"Tell us about your, how"},{"startTime":386.968,"endTime":389.908,"body":"easy it was or how hard it"},{"startTime":389.908,"endTime":393.078,"body":"was, what your results are"},{"startTime":389.908,"endTime":393.078,"body":"compared to what you wish"},{"startTime":393.108,"endTime":396.002,"body":"they would have been  or hope"},{"startTime":393.108,"endTime":396.002,"body":"that had been, tell us about"},{"startTime":396.002,"endTime":397.292,"body":"your experience in training."},{"startTime":397.292,"endTime":400.63,"body":"Somebody who has no experience"},{"startTime":397.292,"endTime":400.63,"body":"here to get on the phones"},{"startTime":400.63,"endTime":401.35,"body":"and do this for you."},{"startTime":401.505,"endTime":402.045,"body":"Okay."},{"startTime":402.423,"endTime":403.413,"body":"So I'll go first."},{"startTime":403.443,"endTime":403.803,"body":"Thank you."},{"startTime":403.803,"endTime":404.553,"body":"Hi, David."},{"startTime":404.63,"endTime":406.97,"body":"I've heard, Hey, I've heard"},{"startTime":404.63,"endTime":406.97,"body":"great things about you."},{"startTime":406.97,"endTime":408.08,"body":"I love what you're doing."},{"startTime":408.269,"endTime":408.849,"body":"I appreciate it."},{"startTime":408.849,"endTime":411.91,"body":"That, that's all your post"},{"startTime":408.849,"endTime":411.91,"body":"too, so I try to stay relevant."},{"startTime":412.26,"endTime":412.65,"body":"Okay."},{"startTime":412.68,"endTime":413.49,"body":"Thank you, Chad."},{"startTime":413.55,"endTime":413.91,"body":"Okay."},{"startTime":414.18,"endTime":418.527,"body":"So with these it was very We"},{"startTime":414.18,"endTime":418.527,"body":"can overthink it, but it was"},{"startTime":418.527,"endTime":420.447,"body":"not that hard to be honest."},{"startTime":420.55,"endTime":422.47,"body":"Because quite frankly,"},{"startTime":420.55,"endTime":422.47,"body":"I knew I was not the"},{"startTime":422.47,"endTime":423.31,"body":"first person doing it."},{"startTime":423.31,"endTime":424.54,"body":"Other people have"},{"startTime":423.31,"endTime":424.54,"body":"done it before me."},{"startTime":424.54,"endTime":427.09,"body":"So if it was not to be"},{"startTime":424.54,"endTime":427.09,"body":"done somewhere, I was"},{"startTime":427.09,"endTime":428.08,"body":"getting in the way off it."},{"startTime":428.41,"endTime":430.36,"body":"So that was the mindset"},{"startTime":428.41,"endTime":430.36,"body":"I went after it."},{"startTime":430.429,"endTime":433.722,"body":"And when we trained VA's Chad,"},{"startTime":430.429,"endTime":433.722,"body":"as you may know, we're working"},{"startTime":433.722,"endTime":434.922,"body":"on a project on the backend."},{"startTime":434.922,"endTime":436.992,"body":"We are working together"},{"startTime":434.922,"endTime":436.992,"body":"with some few partners."},{"startTime":437.024,"endTime":438.304,"body":"I'll speak from my side."},{"startTime":438.433,"endTime":441.493,"body":"First of all, interviewing,"},{"startTime":438.433,"endTime":441.493,"body":"I do have a lot of access"},{"startTime":441.493,"endTime":445.363,"body":"to VA's because five of my"},{"startTime":441.493,"endTime":445.363,"body":"admin staff is VA's and they"},{"startTime":445.363,"endTime":447.283,"body":"have been working with me"},{"startTime":445.363,"endTime":447.283,"body":"for over three years now."},{"startTime":447.283,"endTime":449.818,"body":"And through my relationships"},{"startTime":447.283,"endTime":449.818,"body":"with them, these people"},{"startTime":449.818,"endTime":452.158,"body":"are very well connected,"},{"startTime":449.818,"endTime":452.158,"body":"so they allow me to really"},{"startTime":452.158,"endTime":453.598,"body":"tap into the right talent."},{"startTime":453.578,"endTime":456.697,"body":"So we interviewed people"},{"startTime":453.578,"endTime":456.697,"body":"and luckily we found"},{"startTime":456.997,"endTime":458.977,"body":"a few candidates who"},{"startTime":456.997,"endTime":458.977,"body":"are used to calling for"},{"startTime":458.977,"endTime":460.087,"body":"other investors before."},{"startTime":460.417,"endTime":464.737,"body":"So they were used to the idea"},{"startTime":460.417,"endTime":464.737,"body":"of setting an appointment for"},{"startTime":464.737,"endTime":466.177,"body":"someone to come by the property."},{"startTime":466.161,"endTime":468.831,"body":"My experience has been,"},{"startTime":466.161,"endTime":468.831,"body":"would be, is that."},{"startTime":469.017,"endTime":471.477,"body":"How do I say it in the"},{"startTime":469.017,"endTime":471.477,"body":"easiest way possible?"},{"startTime":471.719,"endTime":475.073,"body":"We come from a prospecting start"},{"startTime":471.719,"endTime":475.073,"body":"off the real estate business."},{"startTime":475.073,"endTime":479.363,"body":"So to hit a DNC call, to"},{"startTime":475.073,"endTime":479.363,"body":"get somebody mad at us,"},{"startTime":479.363,"endTime":482.333,"body":"somebody leaving a bad review,"},{"startTime":479.363,"endTime":482.333,"body":"doesn't shake our world."},{"startTime":482.483,"endTime":484.073,"body":"We understand that could happen."},{"startTime":484.073,"endTime":485.843,"body":"We just figured out"},{"startTime":484.073,"endTime":485.843,"body":"how to bounce back."},{"startTime":485.843,"endTime":488.293,"body":"And luckily my husband"},{"startTime":485.843,"endTime":488.293,"body":"and I worked together."},{"startTime":488.293,"endTime":490.783,"body":"He's very gentle with his words"},{"startTime":488.293,"endTime":490.783,"body":"and he knows how to handle it."},{"startTime":491.173,"endTime":493.483,"body":"So the real success came"},{"startTime":491.173,"endTime":493.483,"body":"in when we worked with"},{"startTime":493.483,"endTime":494.873,"body":"VAs and I gave them."},{"startTime":495.048,"endTime":496.938,"body":"Triple line dialer to"},{"startTime":495.048,"endTime":496.938,"body":"dial the leads out."},{"startTime":497.268,"endTime":499.098,"body":"A lot of people are like, I"},{"startTime":497.268,"endTime":499.098,"body":"don't want to call the probate"},{"startTime":499.098,"endTime":502.128,"body":"leads with triple line dollar,"},{"startTime":499.098,"endTime":502.128,"body":"but we measure numbers."},{"startTime":502.159,"endTime":505.249,"body":"When VA is dialing and you have"},{"startTime":502.159,"endTime":505.249,"body":"a dining experience, you're"},{"startTime":505.249,"endTime":506.509,"body":"giving them a list to call."},{"startTime":506.509,"endTime":508.999,"body":"There has to be X amount"},{"startTime":506.509,"endTime":508.999,"body":"of pickup rate and X amount"},{"startTime":508.999,"endTime":511.159,"body":"of conversations that"},{"startTime":508.999,"endTime":511.159,"body":"pop out from the Colleen."},{"startTime":511.519,"endTime":513.829,"body":"And if it's not happening,"},{"startTime":511.519,"endTime":513.829,"body":"then we need to listen"},{"startTime":513.829,"endTime":516.109,"body":"to the recordings to"},{"startTime":513.829,"endTime":516.109,"body":"understand if it is a script"},{"startTime":516.109,"endTime":517.819,"body":"issue or a system issue."},{"startTime":518.119,"endTime":521.04,"body":"So in our latest conversations,"},{"startTime":518.119,"endTime":521.04,"body":"when Roger jumped into"},{"startTime":521.04,"endTime":523.688,"body":"with our VAs we have"},{"startTime":521.04,"endTime":523.688,"body":"made the script shorter."},{"startTime":523.668,"endTime":526.281,"body":"We are ready to get to the"},{"startTime":523.668,"endTime":526.281,"body":"point, like when we are on"},{"startTime":526.281,"endTime":528.745,"body":"the phone, we, we don't want"},{"startTime":526.281,"endTime":528.745,"body":"to The one thing, Chad, you"},{"startTime":528.755,"endTime":531.852,"body":"said when, Oh is that right"},{"startTime":528.755,"endTime":531.852,"body":"now too many people that are"},{"startTime":531.852,"endTime":534.222,"body":"muddying the water too many"},{"startTime":531.852,"endTime":534.222,"body":"people are calling these people."},{"startTime":534.222,"endTime":535.482,"body":"So they don't know who we are."},{"startTime":535.932,"endTime":538.062,"body":"So Roger just came up"},{"startTime":535.932,"endTime":538.062,"body":"with a very simple script."},{"startTime":538.062,"endTime":540.192,"body":"Hey this is Rosie here from"},{"startTime":538.062,"endTime":540.192,"body":"the hair group, but we are"},{"startTime":540.192,"endTime":541.602,"body":"local probate specialist."},{"startTime":541.632,"endTime":543.582,"body":"We specialize in helping"},{"startTime":541.632,"endTime":543.582,"body":"people make the best"},{"startTime":543.582,"endTime":544.752,"body":"decision around real estate."},{"startTime":545.082,"endTime":546.911,"body":"So we were wondering are"},{"startTime":545.082,"endTime":546.911,"body":"you planning on keeping"},{"startTime":546.911,"endTime":548.621,"body":"the real estate that you"},{"startTime":546.911,"endTime":548.621,"body":"have, or do you want to sell"},{"startTime":548.621,"endTime":549.791,"body":"it based on the tonality?"},{"startTime":549.821,"endTime":551.051,"body":"If somebody goes"},{"startTime":549.821,"endTime":551.051,"body":"like what you want?"},{"startTime":551.321,"endTime":553.601,"body":"So we train our viewers to"},{"startTime":551.321,"endTime":553.601,"body":"come up with a straightforward"},{"startTime":553.601,"endTime":554.381,"body":"answer like that."},{"startTime":554.741,"endTime":557.274,"body":"And other people, we use"},{"startTime":554.741,"endTime":557.274,"body":"the approach of what has"},{"startTime":557.274,"endTime":558.924,"body":"been the hardest thing"},{"startTime":557.274,"endTime":558.924,"body":"for you in the process."},{"startTime":559.404,"endTime":561.119,"body":"And I am exactly."},{"startTime":561.119,"endTime":563.649,"body":"So you mentioned some"},{"startTime":561.119,"endTime":563.649,"body":"metrics and the two metric"},{"startTime":563.649,"endTime":566.349,"body":"you mentioned were contact"},{"startTime":563.649,"endTime":566.349,"body":"rates and conversion rates."},{"startTime":566.409,"endTime":569.439,"body":"So using that script, like"},{"startTime":566.409,"endTime":569.439,"body":"that's the best one you found?"},{"startTime":569.439,"endTime":572.109,"body":"What are your contact rates and"},{"startTime":569.439,"endTime":572.109,"body":"what are your conversion rates?"},{"startTime":572.529,"endTime":575.109,"body":"We're getting up 15"},{"startTime":572.529,"endTime":575.109,"body":"to 20% pickup rate."},{"startTime":575.359,"endTime":576.949,"body":"That's a really"},{"startTime":575.359,"endTime":576.949,"body":"good pickup rate."},{"startTime":576.979,"endTime":580.073,"body":"I'm used to 7% pickup"},{"startTime":576.979,"endTime":580.073,"body":"rate, like when we dial"},{"startTime":580.073,"endTime":581.033,"body":"other types of leads."},{"startTime":581.393,"endTime":584.933,"body":"So 15 to 20% is a really good"},{"startTime":581.393,"endTime":584.933,"body":"conversation rate we're getting."},{"startTime":585.233,"endTime":587.627,"body":"And and please mind"},{"startTime":585.233,"endTime":587.627,"body":"everybody minded."},{"startTime":587.657,"endTime":590.897,"body":"We're only having our VA doll"},{"startTime":587.657,"endTime":590.897,"body":"for us eight hours a week."},{"startTime":591.317,"endTime":593.927,"body":"That's nothing that's"},{"startTime":591.317,"endTime":593.927,"body":"literally two hours a day."},{"startTime":593.927,"endTime":594.347,"body":"Okay."},{"startTime":594.677,"endTime":598.577,"body":"And I am getting a"},{"startTime":594.677,"endTime":598.577,"body":"minimum two to three"},{"startTime":598.776,"endTime":600.156,"body":"phone appointments a week."},{"startTime":600.506,"endTime":600.806,"body":"Okay."},{"startTime":600.896,"endTime":603.736,"body":"Off of how many contacts,"},{"startTime":600.896,"endTime":603.736,"body":"how many contexts?"},{"startTime":603.796,"endTime":607.336,"body":"When I pick up the phone"},{"startTime":603.796,"endTime":607.336,"body":"almost 95% pickup rate,"},{"startTime":607.336,"endTime":608.116,"body":"like when she said that."},{"startTime":608.116,"endTime":608.176,"body":"Yeah."},{"startTime":608.446,"endTime":613.926,"body":"So that, that 20% represents how"},{"startTime":608.446,"endTime":613.926,"body":"many leads, like how many sent a"},{"startTime":613.936,"endTime":617.955,"body":"20% pickup rate in a week leads"},{"startTime":613.936,"endTime":617.955,"body":"to three phone appointments?"},{"startTime":618.188,"endTime":620.678,"body":"Is that starting with a"},{"startTime":618.188,"endTime":620.678,"body":"hundred leads or with 300?"},{"startTime":621.04,"endTime":624.01,"body":"I would 150 to a hundred,"},{"startTime":621.04,"endTime":624.01,"body":"250 leads to start."},{"startTime":624.37,"endTime":626.2,"body":"So whatever list you"},{"startTime":624.37,"endTime":626.2,"body":"does, what would we do?"},{"startTime":626.32,"endTime":627.31,"body":"150."},{"startTime":627.55,"endTime":629.73,"body":"She speaks to 40 and"},{"startTime":627.55,"endTime":629.73,"body":"you get three or four,"},{"startTime":629.74,"endTime":631.54,"body":"three appointments out"},{"startTime":629.74,"endTime":631.54,"body":"of 40 conversations."},{"startTime":631.782,"endTime":632.622,"body":"That's phenomenal."},{"startTime":632.952,"endTime":633.702,"body":"That's phenomenal."},{"startTime":633.742,"endTime":634.032,"body":"Actually."},{"startTime":634.032,"endTime":635.442,"body":"I love the pickup"},{"startTime":634.032,"endTime":635.442,"body":"rate on probate."},{"startTime":635.792,"endTime":636.362,"body":"Thank you."},{"startTime":636.422,"endTime":637.082,"body":"Thank you."},{"startTime":637.112,"endTime":637.742,"body":"Thank you."},{"startTime":638.042,"endTime":641.911,"body":"And actually I'm in the midst"},{"startTime":638.042,"endTime":641.911,"body":"of four and I was on with was"},{"startTime":641.911,"endTime":643.351,"body":"a public flip you're buying."},{"startTime":643.506,"endTime":647.436,"body":"So David, I want you to tell"},{"startTime":643.506,"endTime":647.436,"body":"me how you do your business."},{"startTime":647.436,"endTime":650.076,"body":"So stress-free you"},{"startTime":647.436,"endTime":650.076,"body":"look so relaxed."},{"startTime":650.496,"endTime":651.486,"body":"I want to get there."},{"startTime":651.666,"endTime":653.796,"body":"So teach me, how do you"},{"startTime":651.666,"endTime":653.796,"body":"make that phone call?"},{"startTime":653.796,"endTime":655.646,"body":"I want to buy your"},{"startTime":653.796,"endTime":655.646,"body":"house quicker."},{"startTime":655.926,"endTime":658.129,"body":"So long story short,"},{"startTime":655.926,"endTime":658.129,"body":"that's what the VA is."},{"startTime":658.279,"endTime":659.149,"body":"Look, here's the thing."},{"startTime":659.144,"endTime":661.221,"body":"I'm not expecting"},{"startTime":659.144,"endTime":661.221,"body":"much out of my VA."},{"startTime":661.371,"endTime":663.861,"body":"All I want someone is to"},{"startTime":661.371,"endTime":663.861,"body":"constantly put my name out"},{"startTime":663.861,"endTime":665.121,"body":"there and keep me relevant."},{"startTime":665.361,"endTime":667.971,"body":"Race is my responsibility"},{"startTime":665.361,"endTime":667.971,"body":"as a business to create"},{"startTime":667.971,"endTime":671.271,"body":"marketing materials, to make"},{"startTime":667.971,"endTime":671.271,"body":"my VA look good and make"},{"startTime":671.271,"endTime":674.271,"body":"sure when I speak with the"},{"startTime":671.271,"endTime":674.271,"body":"appointment, I'm giving them"},{"startTime":674.271,"endTime":679.101,"body":"enough options to act, sell,"},{"startTime":674.271,"endTime":679.101,"body":"buy, sell, to whatever it is."},{"startTime":679.401,"endTime":681.93,"body":"And I'm a learning"},{"startTime":679.401,"endTime":681.93,"body":"student from here."},{"startTime":682.085,"endTime":682.885,"body":"Thank you for that."},{"startTime":682.885,"endTime":685.975,"body":"Like your thanks for"},{"startTime":682.885,"endTime":685.975,"body":"sharing a phenomenal result."},{"startTime":686.155,"endTime":686.725,"body":"Steve Carney."},{"startTime":686.725,"endTime":687.685,"body":"I'm muting you, sir."},{"startTime":688.008,"endTime":691.668,"body":"But one thing I want to ask"},{"startTime":688.008,"endTime":691.668,"body":"you, you've been an ambassador,"},{"startTime":691.698,"endTime":694.068,"body":"not only a follower, but"},{"startTime":691.698,"endTime":694.068,"body":"an ambassador and really"},{"startTime":694.068,"endTime":696.738,"body":"offered a lot of contribution"},{"startTime":694.068,"endTime":696.738,"body":"into this community."},{"startTime":696.893,"endTime":699.803,"body":"What do you feel like"},{"startTime":696.893,"endTime":699.803,"body":"we could do for you?"},{"startTime":700.013,"endTime":702.893,"body":"Like in this specific"},{"startTime":700.013,"endTime":702.893,"body":"part of the conversation?"},{"startTime":702.893,"endTime":705.427,"body":"What can we do to help"},{"startTime":702.893,"endTime":705.427,"body":"you or your, to be"},{"startTime":705.427,"endTime":706.747,"body":"stronger prospectors?"},{"startTime":707.212,"endTime":709.102,"body":"Oh, my God, that wasn't"},{"startTime":707.212,"endTime":709.102,"body":"even expecting that."},{"startTime":709.102,"endTime":710.142,"body":"That's so you to see that."},{"startTime":710.172,"endTime":714.589,"body":"I would love I would love for"},{"startTime":710.172,"endTime":714.589,"body":"for y'all's input in figuring"},{"startTime":714.589,"endTime":719.149,"body":"out what is the most relevant"},{"startTime":714.589,"endTime":719.149,"body":"message that the leads need"},{"startTime":719.149,"endTime":722.089,"body":"to hear in today's market,"},{"startTime":719.149,"endTime":722.089,"body":"because we are not in the same"},{"startTime":722.089,"endTime":723.679,"body":"market as we were a year ago."},{"startTime":723.659,"endTime":725.771,"body":"Quite frankly, we are, we"},{"startTime":723.659,"endTime":725.771,"body":"have all kinds of people here."},{"startTime":725.857,"endTime":728.317,"body":"She had, let's be honest"},{"startTime":725.857,"endTime":728.317,"body":"right now when the"},{"startTime":728.317,"endTime":729.787,"body":"moratorium has been extended."},{"startTime":730.017,"endTime":732.117,"body":"These probate leads are"},{"startTime":730.017,"endTime":732.117,"body":"getting called by investors."},{"startTime":732.177,"endTime":733.167,"body":"I'm an investor too."},{"startTime":733.497,"endTime":734.337,"body":"I became one."},{"startTime":734.333,"endTime":736.643,"body":"And because that's where"},{"startTime":734.333,"endTime":736.643,"body":"the market is at, there's no"},{"startTime":736.643,"endTime":738.113,"body":"hate of a realtor investor."},{"startTime":738.113,"endTime":740.183,"body":"We are fishing in"},{"startTime":738.113,"endTime":740.183,"body":"the same pond, right?"},{"startTime":740.513,"endTime":743.483,"body":"So I would love to know"},{"startTime":740.513,"endTime":743.483,"body":"what kind of marketing"},{"startTime":743.483,"endTime":746.063,"body":"message can be created"},{"startTime":743.483,"endTime":746.063,"body":"to distinguish ourselves."},{"startTime":746.333,"endTime":749.303,"body":"And the message sounds relevant"},{"startTime":746.333,"endTime":749.303,"body":"with what's happening right now."},{"startTime":749.723,"endTime":752.633,"body":"So people don't have an option"},{"startTime":749.723,"endTime":752.633,"body":"to stop behind complexity."},{"startTime":752.873,"endTime":755.123,"body":"Because another thing I'm"},{"startTime":752.873,"endTime":755.123,"body":"realizing is that these"},{"startTime":755.123,"endTime":757.733,"body":"people like the property"},{"startTime":755.123,"endTime":757.733,"body":"deal we are doing right"},{"startTime":757.733,"endTime":759.053,"body":"now, it's in foreclosure."},{"startTime":759.203,"endTime":761.933,"body":"We had to literally wake up"},{"startTime":759.203,"endTime":761.933,"body":"angry son who was mad at his"},{"startTime":761.933,"endTime":763.561,"body":"parents to get the deal right."},{"startTime":763.561,"endTime":764.925,"body":"We gave him what he wanted."},{"startTime":764.975,"endTime":767.465,"body":"But I would love to know how"},{"startTime":764.975,"endTime":767.465,"body":"to cut through the noise to"},{"startTime":767.465,"endTime":772.025,"body":"make sure we look like a option"},{"startTime":767.465,"endTime":772.025,"body":"for someone that look, you're"},{"startTime":772.025,"endTime":773.765,"body":"not only one way with us."},{"startTime":773.765,"endTime":776.135,"body":"We're not here to just buy your"},{"startTime":773.765,"endTime":776.135,"body":"property pennies for dollars."},{"startTime":776.135,"endTime":778.505,"body":"And you're not here to give it"},{"startTime":776.135,"endTime":778.505,"body":"away where you have a spectrum"},{"startTime":778.505,"endTime":780.275,"body":"of choices what's best for you."},{"startTime":780.43,"endTime":782.576,"body":"So  you've got to"},{"startTime":780.43,"endTime":782.576,"body":"be able to be found."},{"startTime":782.815,"endTime":783.655,"body":"I really think so."},{"startTime":783.655,"endTime":787.51,"body":"It's fun to make the calls,"},{"startTime":783.655,"endTime":787.51,"body":"but be found just so you can"},{"startTime":787.86,"endTime":791.542,"body":"focus on learning some of the"},{"startTime":787.86,"endTime":791.542,"body":"YouTube video stuff where you"},{"startTime":791.542,"endTime":794.122,"body":"make an, a one to two minute"},{"startTime":791.542,"endTime":794.122,"body":"video of a probate topic,"},{"startTime":794.304,"endTime":796.764,"body":"making short and sweet so they"},{"startTime":794.304,"endTime":796.764,"body":"can watch it on their feet or"},{"startTime":797.114,"endTime":798.644,"body":"a real quick tip or something."},{"startTime":798.674,"endTime":800.564,"body":"They'll make them"},{"startTime":798.674,"endTime":800.564,"body":"two to three a week."},{"startTime":800.914,"endTime":801.634,"body":"I'm telling you to do this."},{"startTime":801.634,"endTime":802.624,"body":"I need to do it myself."},{"startTime":802.974,"endTime":805.166,"body":"Like that article Chad's"},{"startTime":802.974,"endTime":805.166,"body":"Oh, you're a great writer."},{"startTime":805.466,"endTime":807.356,"body":"I have to tell you, Chad,"},{"startTime":805.466,"endTime":807.356,"body":"I didn't write that."},{"startTime":807.549,"endTime":808.786,"body":"At least I want anyways."},{"startTime":808.95,"endTime":811.41,"body":"Now I have a writer"},{"startTime":808.95,"endTime":811.41,"body":"that writes me."},{"startTime":811.71,"endTime":814.59,"body":"I have a writer that writes"},{"startTime":811.71,"endTime":814.59,"body":"me topics for myself."},{"startTime":814.94,"endTime":816.56,"body":"So I just had them"},{"startTime":814.94,"endTime":816.56,"body":"write me the article."},{"startTime":816.91,"endTime":819.894,"body":"And so it costs me 200"},{"startTime":816.91,"endTime":819.894,"body":"bucks plus, donate the 200."},{"startTime":819.894,"endTime":822.119,"body":"So when it's a great, that's"},{"startTime":819.894,"endTime":822.119,"body":"how you're found though."},{"startTime":822.182,"endTime":823.622,"body":"When Chad posts,"},{"startTime":822.182,"endTime":823.622,"body":"something like that."},{"startTime":823.622,"endTime":826.926,"body":"Hey, so now that article is"},{"startTime":823.622,"endTime":826.926,"body":"going to be on his website and"},{"startTime":826.926,"endTime":831.006,"body":"I actually got a call from a"},{"startTime":826.926,"endTime":831.006,"body":"agent in Virginia, not based on"},{"startTime":831.006,"endTime":834.616,"body":"that article, but just because"},{"startTime":831.006,"endTime":834.616,"body":"of our past interviews with"},{"startTime":834.646,"endTime":839.076,"body":"Chad, and maybe I'll do a video"},{"startTime":834.646,"endTime":839.076,"body":"with Chad that is posted on"},{"startTime":839.076,"endTime":841.286,"body":"your YouTube, that position."},{"startTime":841.706,"endTime":844.286,"body":"So the position, the word"},{"startTime":841.706,"endTime":844.286,"body":"is positioning not found."},{"startTime":844.636,"endTime":848.134,"body":"So you got to position"},{"startTime":844.636,"endTime":848.134,"body":"yourself to be  to be found."},{"startTime":848.356,"endTime":851.099,"body":"And,  Chad didn't have to do"},{"startTime":848.356,"endTime":851.099,"body":"those two videos with me, but I"},{"startTime":851.099,"endTime":853.109,"body":"get so much contact from that."},{"startTime":853.619,"endTime":854.939,"body":"And I got a referral."},{"startTime":855.096,"endTime":858.657,"body":"I got a referral on Thursday"},{"startTime":855.096,"endTime":858.657,"body":"for a listing  but I"},{"startTime":858.657,"endTime":859.917,"body":"ended up buying the house."},{"startTime":860.097,"endTime":862.562,"body":"I put it under contract"},{"startTime":860.097,"endTime":862.562,"body":"for purchase and it's"},{"startTime":862.562,"endTime":863.312,"body":"a wonderful deal."},{"startTime":863.662,"endTime":864.862,"body":"I love hearing that."},{"startTime":865.212,"endTime":866.322,"body":"That's why I'm so relaxed."},{"startTime":866.322,"endTime":868.032,"body":"Cause I got so many"},{"startTime":866.322,"endTime":868.032,"body":"deals coming in now"},{"startTime":868.382,"endTime":869.282,"body":"I know the feeling."},{"startTime":869.282,"endTime":870.062,"body":"You're right."},{"startTime":870.092,"endTime":871.322,"body":"You're right about that."},{"startTime":871.502,"endTime":871.802,"body":"Yeah."},{"startTime":872.282,"endTime":873.122,"body":"Controlled chaos."},{"startTime":873.189,"endTime":873.579,"body":"Perfect."},{"startTime":873.579,"endTime":875.971,"body":"So create you know what,"},{"startTime":873.579,"endTime":875.971,"body":"that's something that's work"},{"startTime":875.971,"endTime":877.231,"body":"in progress for me, for sure."},{"startTime":877.298,"endTime":877.701,"body":"David"},{"startTime":877.731,"endTime":880.461,"body":"Chad did I'm big on"},{"startTime":877.731,"endTime":880.461,"body":"video making, there's no"},{"startTime":880.461,"endTime":882.771,"body":"hesitation of being on"},{"startTime":880.461,"endTime":882.771,"body":"camera or creating content."},{"startTime":882.771,"endTime":883.671,"body":"That's not the problem."},{"startTime":883.662,"endTime":886.212,"body":"But I can use the feedback"},{"startTime":883.662,"endTime":886.212,"body":"on short and sweet because"},{"startTime":886.212,"endTime":888.252,"body":"some of my interviews have"},{"startTime":886.212,"endTime":888.252,"body":"been longer because I did"},{"startTime":888.252,"endTime":889.302,"body":"with probate attorneys."},{"startTime":889.322,"endTime":892.777,"body":"But when you say short and"},{"startTime":889.322,"endTime":892.777,"body":"sweet topics, I had this book"},{"startTime":892.777,"endTime":894.937,"body":"and I read executors handbook."},{"startTime":895.267,"endTime":896.467,"body":"What is short and sweet to you?"},{"startTime":896.503,"endTime":898.063,"body":"What topics are eye catching?"},{"startTime":898.093,"endTime":898.783,"body":"What do you think?"},{"startTime":898.946,"endTime":902.716,"body":"Like when you interview an"},{"startTime":898.946,"endTime":902.716,"body":"attorney, you ask, you're asking"},{"startTime":902.716,"endTime":904.066,"body":"several questions over that."},{"startTime":904.096,"endTime":904.906,"body":"Say that hour."},{"startTime":905.336,"endTime":907.346,"body":"But then take that video"},{"startTime":905.336,"endTime":907.346,"body":"and get someone to edit"},{"startTime":907.346,"endTime":909.586,"body":"it in the Philippines or"},{"startTime":907.346,"endTime":909.586,"body":"somewhere and break that"},{"startTime":909.586,"endTime":911.056,"body":"up to five minute videos."},{"startTime":911.596,"endTime":914.026,"body":"And then over the next six"},{"startTime":911.596,"endTime":914.026,"body":"months, you're posting those"},{"startTime":914.356,"endTime":916.386,"body":"randomly on a schedule."},{"startTime":916.476,"endTime":919.296,"body":"So if you interviewed five"},{"startTime":916.476,"endTime":919.296,"body":"attorneys, if you have five"},{"startTime":919.296,"endTime":922.686,"body":"attorneys rank up those videos"},{"startTime":919.296,"endTime":922.686,"body":"of the 30 videos that you're"},{"startTime":922.686,"endTime":924.755,"body":"posting on a regular basis."},{"startTime":925.075,"endTime":925.495,"body":"Okay."},{"startTime":925.495,"endTime":926.815,"body":"So you just feel them."},{"startTime":927.235,"endTime":927.505,"body":"Okay."},{"startTime":927.505,"endTime":927.925,"body":"Got it."},{"startTime":927.925,"endTime":929.965,"body":"So just schedule them"},{"startTime":927.925,"endTime":929.965,"body":"on your Facebook or"},{"startTime":930.295,"endTime":931.435,"body":"your YouTube as well."},{"startTime":931.435,"endTime":932.575,"body":"And then, okay."},{"startTime":932.785,"endTime":933.404,"body":"Campaign is no."},{"startTime":933.404,"endTime":935.974,"body":"You're breaking go into"},{"startTime":933.404,"endTime":935.974,"body":"a zoom interview with"},{"startTime":936.064,"endTime":937.324,"body":"Chad or somebody else."},{"startTime":937.324,"endTime":938.434,"body":"And then just break"},{"startTime":937.324,"endTime":938.434,"body":"it up yourself."},{"startTime":938.589,"endTime":940.629,"body":"Tell the editor to"},{"startTime":938.589,"endTime":940.629,"body":"do an open and close."},{"startTime":940.972,"endTime":944.722,"body":"And form your zoom call with"},{"startTime":940.972,"endTime":944.722,"body":"an attorney that way come up"},{"startTime":944.722,"endTime":947.302,"body":"with three questions, but then"},{"startTime":944.722,"endTime":947.302,"body":"when they start rambling on,"},{"startTime":947.302,"endTime":949.677,"body":"because they have a big ego,"},{"startTime":947.302,"endTime":949.677,"body":"you have a good video out of it."},{"startTime":950.027,"endTime":950.867,"body":"Yeah, that's right."},{"startTime":951.317,"endTime":951.917,"body":"Okay, perfect."},{"startTime":952.267,"endTime":954.397,"body":"I know you haven't forgotten"},{"startTime":952.267,"endTime":954.397,"body":"the challenge and the"},{"startTime":954.397,"endTime":956.977,"body":"commitment you made that"},{"startTime":954.397,"endTime":956.977,"body":"might've been a year ago now,"},{"startTime":957.327,"endTime":959.337,"body":"long form testimonial videos."},{"startTime":959.476,"endTime":962.134,"body":"Let's see a lot of folks have"},{"startTime":959.476,"endTime":962.134,"body":"their camera on half don't,"},{"startTime":962.164,"endTime":964.894,"body":"but show of hands, how many"},{"startTime":962.164,"endTime":964.894,"body":"people are actually getting"},{"startTime":964.894,"endTime":967.804,"body":"video testimonials from your"},{"startTime":964.894,"endTime":967.804,"body":"successful transactions?"},{"startTime":967.959,"endTime":970.329,"body":"Every closing you get,"},{"startTime":967.959,"endTime":970.329,"body":"have someone say something."},{"startTime":970.679,"endTime":973.619,"body":"Man, I'm going to tell you"},{"startTime":970.679,"endTime":973.619,"body":"it is it's digital gold."},{"startTime":973.709,"endTime":975.149,"body":"It's better than Bitcoin."},{"startTime":975.179,"endTime":975.899,"body":"You heard it here."},{"startTime":976.249,"endTime":980.662,"body":"No, those go so far guys like"},{"startTime":976.249,"endTime":980.662,"body":"being able to, it's social proof"},{"startTime":980.872,"endTime":984.383,"body":"like so that some of your best"},{"startTime":980.872,"endTime":984.383,"body":"video content is the stuff, the"},{"startTime":984.453,"endTime":986.253,"body":"result of your hive service."},{"startTime":986.763,"endTime":990.29,"body":"So the attorneys that,"},{"startTime":986.763,"endTime":990.29,"body":"that, really appreciate the"},{"startTime":990.29,"endTime":992.96,"body":"relationship with you, the"},{"startTime":990.29,"endTime":992.96,"body":"financial advisors, who you've"},{"startTime":992.96,"endTime":995.934,"body":"sent people to the clients"},{"startTime":992.96,"endTime":995.934,"body":"that you've served tell those"},{"startTime":995.994,"endTime":998.893,"body":"stories, and it's, that's"},{"startTime":995.994,"endTime":998.893,"body":"what's really differentiating."},{"startTime":998.893,"endTime":1002.103,"body":"And in any business is"},{"startTime":998.893,"endTime":1002.103,"body":"really just authenticity."},{"startTime":1002.258,"endTime":1006.15,"body":"And the quicker somebody can"},{"startTime":1002.258,"endTime":1006.15,"body":"authenticate you as a credible"},{"startTime":1006.15,"endTime":1008.82,"body":"professional, the faster"},{"startTime":1006.15,"endTime":1008.82,"body":"they're going to respond to"},{"startTime":1008.82,"endTime":1011.73,"body":"your marketing or pick up the"},{"startTime":1008.82,"endTime":1011.73,"body":"phone and make that give you"},{"startTime":1011.73,"endTime":1016.312,"body":"that inbound call and Rosie you"},{"startTime":1011.73,"endTime":1016.312,"body":"have a copy of the but the 10"},{"startTime":1016.312,"endTime":1019.342,"body":"week multimedia campaign that"},{"startTime":1016.312,"endTime":1019.342,"body":"I laid out for grant, right?"},{"startTime":1019.492,"endTime":1020.152,"body":"Yes I do."},{"startTime":1020.422,"endTime":1020.692,"body":"Yes."},{"startTime":1020.722,"endTime":1021.052,"body":"Okay."},{"startTime":1021.274,"endTime":1023.028,"body":"So that's something"},{"startTime":1021.274,"endTime":1023.028,"body":"too don't know."},{"startTime":1023.058,"endTime":1024.858,"body":"Everything takes"},{"startTime":1023.058,"endTime":1024.858,"body":"longer than you expect."},{"startTime":1024.858,"endTime":1028.368,"body":"It might, and we get busy, but"},{"startTime":1024.858,"endTime":1028.368,"body":"don't forget that you have that."},{"startTime":1028.368,"endTime":1030.708,"body":"That's something that we're"},{"startTime":1028.368,"endTime":1030.708,"body":"still trying to prove out."},{"startTime":1030.738,"endTime":1033.198,"body":"Like I want to get through"},{"startTime":1030.738,"endTime":1033.198,"body":"the whole series, but the idea"},{"startTime":1033.198,"endTime":1036.383,"body":"for everyone else, Rosie's in"},{"startTime":1033.198,"endTime":1036.383,"body":"a small group that I like I"},{"startTime":1036.383,"endTime":1039.053,"body":"don't want to call her a Guinea"},{"startTime":1036.383,"endTime":1039.053,"body":"pig, but she's in a beta group"},{"startTime":1039.083,"endTime":1040.17,"body":"where we test some things."},{"startTime":1040.381,"endTime":1042.061,"body":"Mainly because she takes action."},{"startTime":1042.061,"endTime":1045.004,"body":"The second you give her"},{"startTime":1042.061,"endTime":1045.004,"body":"something and that's kinda how"},{"startTime":1045.004,"endTime":1046.144,"body":"she earned her way into that."},{"startTime":1046.174,"endTime":1049.179,"body":"But the idea there is to"},{"startTime":1046.174,"endTime":1049.179,"body":"take one piece of content."},{"startTime":1049.179,"endTime":1052.269,"body":"Like I laid out 10"},{"startTime":1049.179,"endTime":1052.269,"body":"really good topics."},{"startTime":1052.619,"endTime":1054.299,"body":"And then it starts"},{"startTime":1052.619,"endTime":1054.299,"body":"with a YouTube, but it"},{"startTime":1054.299,"endTime":1055.439,"body":"starts with a video."},{"startTime":1055.919,"endTime":1058.649,"body":"That video is uploaded to"},{"startTime":1055.919,"endTime":1058.649,"body":"YouTube and embedded into a"},{"startTime":1058.649,"endTime":1062.426,"body":"WordPress post and then uploaded"},{"startTime":1058.649,"endTime":1062.426,"body":"natively into Facebook its"},{"startTime":1062.426,"endTime":1064.226,"body":"face and the Facebook as well."},{"startTime":1064.282,"endTime":1067.415,"body":"From there you trigger a"},{"startTime":1064.282,"endTime":1067.415,"body":"postcard campaign with the"},{"startTime":1067.475,"endTime":1071.225,"body":"thumbnail, the some nail, the"},{"startTime":1067.475,"endTime":1071.225,"body":"video, you trigger a Facebook,"},{"startTime":1071.315,"endTime":1076.24,"body":"a digital ad campaign, a"},{"startTime":1071.315,"endTime":1076.24,"body":"paid ad campaign, and you"},{"startTime":1076.39,"endTime":1078.189,"body":"hit them in the email inbox."},{"startTime":1078.549,"endTime":1080.199,"body":"So your one message."},{"startTime":1080.449,"endTime":1083.359,"body":"Coming in three different"},{"startTime":1080.449,"endTime":1083.359,"body":"mediums and we've actually"},{"startTime":1083.359,"endTime":1085.669,"body":"stretched it from a"},{"startTime":1083.359,"endTime":1085.669,"body":"10 week on 20 weeks."},{"startTime":1086.179,"endTime":1089.569,"body":"So every two weeks they get"},{"startTime":1086.179,"endTime":1089.569,"body":"a new message, a new topic,"},{"startTime":1090.049,"endTime":1093.469,"body":"and it starts with knowing,"},{"startTime":1090.049,"endTime":1093.469,"body":"like being empathetic about"},{"startTime":1093.469,"endTime":1096.289,"body":"their mindset, where they are"},{"startTime":1093.469,"endTime":1096.289,"body":"in week one versus where they"},{"startTime":1096.409,"endTime":1097.879,"body":"probably are in week five."},{"startTime":1097.879,"endTime":1100.129,"body":"And we are in week"},{"startTime":1097.879,"endTime":1100.129,"body":"10 and week 20."},{"startTime":1100.284,"endTime":1102.744,"body":"And it's one of those"},{"startTime":1100.284,"endTime":1102.744,"body":"things that we're working"},{"startTime":1102.744,"endTime":1103.644,"body":"on the whole thing."},{"startTime":1103.994,"endTime":1106.395,"body":"And I'm more of a, then off."},{"startTime":1106.55,"endTime":1108.62,"body":"And it's just, like I"},{"startTime":1106.55,"endTime":1108.62,"body":"said, things take longer"},{"startTime":1108.62,"endTime":1111.26,"body":"than you expect, but"},{"startTime":1108.62,"endTime":1111.26,"body":"Rosie don't get that."},{"startTime":1111.32,"endTime":1113.24,"body":"We still have a lot"},{"startTime":1111.32,"endTime":1113.24,"body":"of work to do there."},{"startTime":1113.24,"endTime":1115.28,"body":"And that's some of your"},{"startTime":1113.24,"endTime":1115.28,"body":"best content ideas are"},{"startTime":1115.28,"endTime":1116.27,"body":"setting them, not out loud."},{"startTime":1116.57,"endTime":1117.606,"body":"That's exactly right."},{"startTime":1117.606,"endTime":1119.14,"body":"And you're absolutely right."},{"startTime":1119.168,"endTime":1122.094,"body":"As we're growing the"},{"startTime":1119.168,"endTime":1122.094,"body":"resources It's just, it's"},{"startTime":1122.094,"endTime":1123.744,"body":"not a desire to not act upon."},{"startTime":1123.744,"endTime":1126.234,"body":"It's just how the timing"},{"startTime":1123.744,"endTime":1126.234,"body":"and the priorities working,"},{"startTime":1126.234,"endTime":1127.494,"body":"but you're absolutely right."},{"startTime":1127.524,"endTime":1129.564,"body":"I have it on top of my"},{"startTime":1127.524,"endTime":1129.564,"body":"mind to execute that."},{"startTime":1129.544,"endTime":1131.625,"body":"I will definitely take into"},{"startTime":1129.544,"endTime":1131.625,"body":"consideration on splitting"},{"startTime":1131.625,"endTime":1132.345,"body":"the zoom interviews."},{"startTime":1132.345,"endTime":1134.745,"body":"We have done into small"},{"startTime":1132.345,"endTime":1134.745,"body":"pieces and scheduling"},{"startTime":1134.745,"endTime":1137.315,"body":"them to be released to"},{"startTime":1134.745,"endTime":1137.315,"body":"keep it short and sweet."},{"startTime":1137.675,"endTime":1140.911,"body":"And I will make the videos and"},{"startTime":1137.675,"endTime":1140.911,"body":"I will share it with everyone."},{"startTime":1140.911,"endTime":1143.191,"body":"And I would love everyone's"},{"startTime":1140.911,"endTime":1143.191,"body":"feedback on how it's going."},{"startTime":1143.173,"endTime":1144.827,"body":"And do you do you use a CRM?"},{"startTime":1144.988,"endTime":1145.228,"body":"Yeah."},{"startTime":1145.228,"endTime":1148.618,"body":"So then put those into an"},{"startTime":1145.228,"endTime":1148.618,"body":"action plan every 21 days."},{"startTime":1148.618,"endTime":1150.858,"body":"Once you have a conversation"},{"startTime":1148.618,"endTime":1150.858,"body":"with somebody, if they're not"},{"startTime":1150.858,"endTime":1153.558,"body":"ready to meet you yet, but those"},{"startTime":1150.858,"endTime":1153.558,"body":"little snippets in a action"},{"startTime":1153.558,"endTime":1157.319,"body":"plan  that's what we do is we"},{"startTime":1153.558,"endTime":1157.319,"body":"put our video testimonials."},{"startTime":1157.319,"endTime":1161.477,"body":"So I have a ton of them now"},{"startTime":1157.319,"endTime":1161.477,"body":"every three weeks or so often"},{"startTime":1161.927,"endTime":1165.816,"body":"they get a video or a video"},{"startTime":1161.927,"endTime":1165.816,"body":"link or a video or just a voice."},{"startTime":1166.246,"endTime":1167.146,"body":"Rather testimonial."},{"startTime":1167.146,"endTime":1170.596,"body":"So by the time their probate"},{"startTime":1167.146,"endTime":1170.596,"body":"process is over with, they know"},{"startTime":1170.596,"endTime":1172.216,"body":"my name without me calling them."},{"startTime":1172.42,"endTime":1172.81,"body":"Wow."},{"startTime":1172.84,"endTime":1173.17,"body":"Okay."},{"startTime":1173.192,"endTime":1174.152,"body":"Good, awesome."},{"startTime":1174.482,"endTime":1175.352,"body":"I'll look into that."},{"startTime":1175.348,"endTime":1177.544,"body":"David actually by the way,"},{"startTime":1175.348,"endTime":1177.544,"body":"one more thing I was going to"},{"startTime":1177.544,"endTime":1182.176,"body":"share with everyone if nobody"},{"startTime":1177.544,"endTime":1182.176,"body":"has today  no, in a week we"},{"startTime":1182.176,"endTime":1184.606,"body":"would be closing on our listing"},{"startTime":1182.176,"endTime":1184.606,"body":"that I actually converted"},{"startTime":1184.606,"endTime":1188.116,"body":"just by the email campaign and"},{"startTime":1184.606,"endTime":1188.116,"body":"what I have done was, yeah."},{"startTime":1188.326,"endTime":1191.116,"body":"So I use follow boss to the"},{"startTime":1188.326,"endTime":1191.116,"body":"extent, but I need to get to the"},{"startTime":1191.116,"endTime":1194.146,"body":"point of the consistent, short"},{"startTime":1191.116,"endTime":1194.146,"body":"and sweet small flips, because"},{"startTime":1194.146,"endTime":1195.046,"body":"they're not enough of them."},{"startTime":1195.046,"endTime":1196.456,"body":"I only have five, I need more."},{"startTime":1196.472,"endTime":1200.642,"body":"So the email letters or the"},{"startTime":1196.472,"endTime":1200.642,"body":"postcard letters that you guys"},{"startTime":1200.642,"endTime":1203.494,"body":"have in the, all the leads,"},{"startTime":1200.642,"endTime":1203.494,"body":"mastermind everyone, if you have"},{"startTime":1203.494,"endTime":1207.064,"body":"nothing else to do, I literally"},{"startTime":1203.494,"endTime":1207.064,"body":"had my admin staff copy, paste"},{"startTime":1207.064,"endTime":1210.214,"body":"that into follow up campaign for"},{"startTime":1207.064,"endTime":1210.214,"body":"a boss and we just released it."},{"startTime":1210.634,"endTime":1212.764,"body":"And I usually surprised"},{"startTime":1210.634,"endTime":1212.764,"body":"I have some nurtures that"},{"startTime":1212.764,"endTime":1213.724,"body":"haven't converted yet."},{"startTime":1213.814,"endTime":1216.274,"body":"And we are under contract with"},{"startTime":1213.814,"endTime":1216.274,"body":"the listing on the market."},{"startTime":1216.659,"endTime":1217.439,"body":"Because of that."},{"startTime":1217.829,"endTime":1219.899,"body":"And what started happening"},{"startTime":1217.829,"endTime":1219.899,"body":"to me happening, David has,"},{"startTime":1219.899,"endTime":1222.519,"body":"maybe you can give me some"},{"startTime":1219.899,"endTime":1222.519,"body":"ideas on it while I was"},{"startTime":1222.519,"endTime":1225.539,"body":"speaking traction from the,"},{"startTime":1222.519,"endTime":1225.539,"body":"all the leads lead stuff."},{"startTime":1225.899,"endTime":1228.179,"body":"I actually picked a production"},{"startTime":1225.899,"endTime":1228.179,"body":"from my investor group"},{"startTime":1228.449,"endTime":1231.509,"body":"and the database as well,"},{"startTime":1228.449,"endTime":1231.509,"body":"because the videos we made,"},{"startTime":1231.509,"endTime":1232.709,"body":"we blasted it everywhere."},{"startTime":1233.129,"endTime":1236.009,"body":"So I'm taking a listing"},{"startTime":1233.129,"endTime":1236.009,"body":"on the market tomorrow."},{"startTime":1236.099,"endTime":1237.179,"body":"It's a probate listing."},{"startTime":1237.209,"endTime":1238.199,"body":"They did all the work."},{"startTime":1238.409,"endTime":1240.629,"body":"And the only hard, my word"},{"startTime":1238.409,"endTime":1240.629,"body":"that I understand probates."},{"startTime":1240.629,"endTime":1242.519,"body":"And they're giving you the"},{"startTime":1240.629,"endTime":1242.519,"body":"listing for that reason from"},{"startTime":1242.519,"endTime":1245.549,"body":"Waco, the attorneys in Waco,"},{"startTime":1242.519,"endTime":1245.549,"body":"that's a good one, right?"},{"startTime":1245.759,"endTime":1248.849,"body":"And then investors will bring"},{"startTime":1245.759,"endTime":1248.849,"body":"you all the probate deals."},{"startTime":1248.999,"endTime":1252.209,"body":"I am a big group of a dash two."},{"startTime":1252.559,"endTime":1254.929,"body":"A very good group, a good"},{"startTime":1252.559,"endTime":1254.929,"body":"group of investors in Texas."},{"startTime":1255.289,"endTime":1256.519,"body":"That's where I'm learning"},{"startTime":1255.289,"endTime":1256.519,"body":"all this subjects and"},{"startTime":1256.519,"endTime":1258.649,"body":"stuff and they're sending"},{"startTime":1256.519,"endTime":1258.649,"body":"me their probate stuff."},{"startTime":1258.919,"endTime":1262.057,"body":"So I'm loving how to make"},{"startTime":1258.919,"endTime":1262.057,"body":"noise, but I love what you"},{"startTime":1262.057,"endTime":1263.407,"body":"said, position to refound."},{"startTime":1263.467,"endTime":1264.877,"body":"I must spend more time thinking."},{"startTime":1265.227,"endTime":1265.467,"body":"Hello?"},{"startTime":1265.497,"endTime":1265.647,"body":"Yeah."},{"startTime":1265.647,"endTime":1268.165,"body":"So I know Chad, I don't know"},{"startTime":1265.647,"endTime":1268.165,"body":"if you want to mention other"},{"startTime":1268.165,"endTime":1269.662,"body":"coaches but stop me if you want."},{"startTime":1269.692,"endTime":1272.718,"body":"But Kevin Ward teaches"},{"startTime":1269.692,"endTime":1272.718,"body":"five steps to relationship"},{"startTime":1272.718,"endTime":1275.938,"body":"it's connecting,"},{"startTime":1272.718,"endTime":1275.938,"body":"positioning, inspire."},{"startTime":1276.288,"endTime":1277.867,"body":"So I'll get the"},{"startTime":1276.288,"endTime":1277.867,"body":"other ones she had."},{"startTime":1277.867,"endTime":1278.437,"body":"I can't remember."},{"startTime":1278.679,"endTime":1279.659,"body":"It's yeah."},{"startTime":1279.689,"endTime":1283.679,"body":"Con connecting is the one is"},{"startTime":1279.689,"endTime":1283.679,"body":"crossing the bridge, positioning"},{"startTime":1283.679,"endTime":1285.239,"body":"yourself, inspiring the higher."},{"startTime":1285.589,"endTime":1287.575,"body":"And then I'll think"},{"startTime":1285.589,"endTime":1287.575,"body":"of the other thing."},{"startTime":1287.817,"endTime":1288.147,"body":"Okay."},{"startTime":1288.687,"endTime":1291.207,"body":"I am, I'm a big fan of"},{"startTime":1288.687,"endTime":1291.207,"body":"getting more to, I stayed"},{"startTime":1291.207,"endTime":1292.437,"body":"out of his scripts initially."},{"startTime":1292.929,"endTime":1294.129,"body":"I suppose so, yeah."},{"startTime":1294.159,"endTime":1294.549,"body":"Thank you."},{"startTime":1294.549,"endTime":1295.359,"body":"I'll look into that."},{"startTime":1295.514,"endTime":1296.204,"body":"And Chad,"},{"startTime":1296.554,"endTime":1297.844,"body":"Robert, I was"},{"startTime":1296.554,"endTime":1297.844,"body":"coming to you next."},{"startTime":1298.194,"endTime":1298.884,"body":"Okay."},{"startTime":1299.094,"endTime":1303.534,"body":"How much is an ISA like"},{"startTime":1299.094,"endTime":1303.534,"body":"Rosie costs per month?"},{"startTime":1303.774,"endTime":1306.44,"body":"If you wanted to do, you're"},{"startTime":1303.774,"endTime":1306.44,"body":"getting about a hundred leads"},{"startTime":1306.44,"endTime":1310.195,"body":"a month and have her take"},{"startTime":1306.44,"endTime":1310.195,"body":"care of her initially and"},{"startTime":1310.285,"endTime":1311.395,"body":"schedule the appointments."},{"startTime":1311.745,"endTime":1314.745,"body":"It depends on how involved"},{"startTime":1311.745,"endTime":1314.745,"body":"you want to be and what quite"},{"startTime":1314.745,"endTime":1316.125,"body":"honestly, what result you want."},{"startTime":1316.185,"endTime":1319.249,"body":"If you want a seasoned caller"},{"startTime":1316.185,"endTime":1319.249,"body":"with lots of experience you can"},{"startTime":1319.249,"endTime":1322.429,"body":"get those out of the Philippines"},{"startTime":1319.249,"endTime":1322.429,"body":"for usually seven to $9."},{"startTime":1322.62,"endTime":1326.539,"body":"If you want to start somebody"},{"startTime":1322.62,"endTime":1326.539,"body":"and train them and pour more"},{"startTime":1326.539,"endTime":1329.679,"body":"into them, you can get those"},{"startTime":1326.539,"endTime":1329.679,"body":"folks really in an hour."},{"startTime":1330.029,"endTime":1330.629,"body":"Oh, rolling."},{"startTime":1330.839,"endTime":1334.032,"body":"So Rosie, how much would we be"},{"startTime":1330.839,"endTime":1334.032,"body":"looking at to get one of your."},{"startTime":1334.187,"endTime":1336.107,"body":"So do you want a dollar"},{"startTime":1334.187,"endTime":1336.107,"body":"amount per month and"},{"startTime":1336.107,"endTime":1337.037,"body":"got cleared the hours?"},{"startTime":1337.037,"endTime":1340.307,"body":"Robert, you're looking at our"},{"startTime":1337.037,"endTime":1340.307,"body":"bill off around a thousand"},{"startTime":1340.307,"endTime":1342.137,"body":"to $1,200 a month, right?"},{"startTime":1342.137,"endTime":1345.497,"body":"That's a full-time VA and you're"},{"startTime":1342.137,"endTime":1345.497,"body":"not getting the top talent."},{"startTime":1345.497,"endTime":1347.297,"body":"You're getting a"},{"startTime":1345.497,"endTime":1347.297,"body":"$7 an hour talent."},{"startTime":1347.637,"endTime":1348.78,"body":"Does a pretty good job."},{"startTime":1348.81,"endTime":1349.92,"body":"I agree with Chad."},{"startTime":1349.96,"endTime":1351.22,"body":"I highly recommend that."},{"startTime":1351.199,"endTime":1353.399,"body":"Here's one thing I have"},{"startTime":1351.199,"endTime":1353.399,"body":"to share with everyone."},{"startTime":1353.639,"endTime":1355.709,"body":"Please know, these bees"},{"startTime":1353.639,"endTime":1355.709,"body":"are more than willing to do"},{"startTime":1355.709,"endTime":1359.744,"body":"anything to do the job, but we"},{"startTime":1355.709,"endTime":1359.744,"body":"it's required us to show up."},{"startTime":1359.954,"endTime":1361.244,"body":"They don't understand"},{"startTime":1359.954,"endTime":1361.244,"body":"our country."},{"startTime":1361.244,"endTime":1362.384,"body":"They don't understand"},{"startTime":1361.244,"endTime":1362.384,"body":"our culture."},{"startTime":1362.384,"endTime":1364.274,"body":"They don't understand"},{"startTime":1362.384,"endTime":1364.274,"body":"the vocabulary sometimes."},{"startTime":1364.514,"endTime":1367.424,"body":"So while you're interviewing,"},{"startTime":1364.514,"endTime":1367.424,"body":"if you can find someone who"},{"startTime":1367.424,"endTime":1371.1,"body":"has called for us before"},{"startTime":1367.424,"endTime":1371.1,"body":"it really helps that's tip"},{"startTime":1371.1,"endTime":1373.17,"body":"number one, tip number two."},{"startTime":1373.2,"endTime":1376.35,"body":"Initially it might not be a bad"},{"startTime":1373.2,"endTime":1376.35,"body":"idea for you guys to actually"},{"startTime":1376.385,"endTime":1377.813,"body":"always have a proper CRM."},{"startTime":1377.903,"endTime":1381.503,"body":"I use mojo for my VA"},{"startTime":1377.903,"endTime":1381.503,"body":"to dial and we paid for"},{"startTime":1381.503,"endTime":1382.613,"body":"their dollars and stuff."},{"startTime":1383.003,"endTime":1384.083,"body":"I record the calls."},{"startTime":1384.133,"endTime":1387.433,"body":"I wish I knew about probate when"},{"startTime":1384.133,"endTime":1387.433,"body":"I had no business in my career."},{"startTime":1387.463,"endTime":1389.683,"body":"I would have done this"},{"startTime":1387.463,"endTime":1389.683,"body":"business so much differently"},{"startTime":1390.073,"endTime":1393.163,"body":"now that I am in the middle"},{"startTime":1390.073,"endTime":1393.163,"body":"of everything, the struggle"},{"startTime":1393.163,"endTime":1396.163,"body":"I have is that I would love"},{"startTime":1393.163,"endTime":1396.163,"body":"to hear more and more calls."},{"startTime":1396.182,"endTime":1399.902,"body":"So when your bees are calling,"},{"startTime":1396.182,"endTime":1399.902,"body":"listen to the recording and"},{"startTime":1399.872,"endTime":1401.386,"body":"analyze what are they saying?"},{"startTime":1401.416,"endTime":1403.936,"body":"And go back and all the feedback"},{"startTime":1401.416,"endTime":1403.936,"body":"and trainings we have from all"},{"startTime":1403.936,"endTime":1405.685,"body":"the mastermind tweak the script."},{"startTime":1405.715,"endTime":1408.835,"body":"If she's not getting, or he's"},{"startTime":1405.715,"endTime":1408.835,"body":"not getting the result, we need"},{"startTime":1408.835,"endTime":1412.165,"body":"to tweak the script or tweak"},{"startTime":1408.835,"endTime":1412.165,"body":"the list when they dial how"},{"startTime":1412.165,"endTime":1413.575,"body":"to dial in how often to dial."},{"startTime":1413.555,"endTime":1415.007,"body":"But the main power"},{"startTime":1413.555,"endTime":1415.007,"body":"is in follow-up."},{"startTime":1415.128,"endTime":1417.719,"body":"I think I answered more"},{"startTime":1415.128,"endTime":1417.719,"body":"than the question, like"},{"startTime":1417.719,"endTime":1418.799,"body":"your biggest challenge."},{"startTime":1418.829,"endTime":1422.947,"body":"There is the cultural difference"},{"startTime":1418.829,"endTime":1422.947,"body":"and the person on the phone,"},{"startTime":1422.947,"endTime":1426.127,"body":"like a lot of times working with"},{"startTime":1422.947,"endTime":1426.127,"body":"offshore VAs, they apologize"},{"startTime":1426.127,"endTime":1429.807,"body":"all over themselves and they"},{"startTime":1426.127,"endTime":1429.807,"body":"don't come, they don't come"},{"startTime":1429.867,"endTime":1432.027,"body":"onto to the call with authority."},{"startTime":1432.507,"endTime":1435.401,"body":"They come with and, we"},{"startTime":1432.507,"endTime":1435.401,"body":"talk about serving a lot."},{"startTime":1435.401,"endTime":1438.581,"body":"Like we come with a servant's"},{"startTime":1435.401,"endTime":1438.581,"body":"mindset, but we come at"},{"startTime":1438.581,"endTime":1440.051,"body":"it strong with conviction."},{"startTime":1440.057,"endTime":1441.924,"body":"And there are a lot of"},{"startTime":1440.057,"endTime":1441.924,"body":"times, it's all, I'm"},{"startTime":1441.924,"endTime":1442.904,"body":"sorry to bother you."},{"startTime":1442.914,"endTime":1444.054,"body":"Do you have a few minutes?"},{"startTime":1444.054,"endTime":1444.384,"body":"Okay."},{"startTime":1444.414,"endTime":1445.044,"body":"Oh, I'm sorry."},{"startTime":1445.044,"endTime":1445.974,"body":"I misunderstood that."},{"startTime":1446.494,"endTime":1449.284,"body":"And there's too many stories and"},{"startTime":1446.494,"endTime":1449.284,"body":"they're not assertive enough."},{"startTime":1449.284,"endTime":1452.434,"body":"So you've got to, it requires"},{"startTime":1449.284,"endTime":1452.434,"body":"leadership to get a good"},{"startTime":1452.434,"endTime":1454.864,"body":"result out of an offshore VA."},{"startTime":1454.894,"endTime":1457.144,"body":"You need to be good on"},{"startTime":1454.894,"endTime":1457.144,"body":"the phones and good at"},{"startTime":1457.654,"endTime":1458.974,"body":"leading them through that."},{"startTime":1459.454,"endTime":1461.134,"body":"And it takes some cultivation."},{"startTime":1461.134,"endTime":1464.491,"body":"Like it's rare that you just,"},{"startTime":1461.134,"endTime":1464.491,"body":"just grab a BA and start"},{"startTime":1464.851,"endTime":1467.701,"body":"being with success right off"},{"startTime":1464.851,"endTime":1467.701,"body":"the bat in that price range."},{"startTime":1467.859,"endTime":1471.249,"body":"Now, the other thing that I want"},{"startTime":1467.859,"endTime":1471.249,"body":"to mention, if you haven't heard"},{"startTime":1471.249,"endTime":1474.609,"body":"us talk about it, we have a,"},{"startTime":1471.249,"endTime":1474.609,"body":"just a kind of a partnership."},{"startTime":1474.639,"endTime":1477.009,"body":"We don't have a, it's not an"},{"startTime":1474.639,"endTime":1477.009,"body":"affiliate relationship, but"},{"startTime":1477.009,"endTime":1481.269,"body":"we support voice logic and"},{"startTime":1477.009,"endTime":1481.269,"body":"they have a call center that's"},{"startTime":1481.269,"endTime":1482.859,"body":"in Mississauga, Ontario."},{"startTime":1482.859,"endTime":1484.839,"body":"So it's very neutral."},{"startTime":1484.839,"endTime":1488.199,"body":"If any accents, they don't even"},{"startTime":1484.839,"endTime":1488.199,"body":"drop the, a here and there."},{"startTime":1488.698,"endTime":1491.578,"body":"But they can do they, they"},{"startTime":1488.698,"endTime":1491.578,"body":"offer call center services."},{"startTime":1491.578,"endTime":1494.668,"body":"So Kat, if you can drop that"},{"startTime":1491.578,"endTime":1494.668,"body":"link, you can go to Boyce"},{"startTime":1494.668,"endTime":1496.678,"body":"logic.com forward slash."},{"startTime":1497.138,"endTime":1500.516,"body":"I think probate mastery  but"},{"startTime":1497.138,"endTime":1500.516,"body":"got capital drops a link"},{"startTime":1500.516,"endTime":1502.826,"body":"in the chat so you can"},{"startTime":1500.516,"endTime":1502.826,"body":"check out their services,"},{"startTime":1502.826,"endTime":1504.326,"body":"their voicemail courier."},{"startTime":1504.776,"endTime":1507.956,"body":"I don't really do ringless"},{"startTime":1504.776,"endTime":1507.956,"body":"voicemail anymore cause it's"},{"startTime":1507.956,"endTime":1511.414,"body":"just going to be pinched, but"},{"startTime":1507.956,"endTime":1511.414,"body":"they offer outbound services."},{"startTime":1511.514,"endTime":1512.944,"body":"And I'll be honest."},{"startTime":1512.944,"endTime":1515.044,"body":"I got talked to Steve Lindo,"},{"startTime":1512.944,"endTime":1515.044,"body":"the owner of that company"},{"startTime":1515.044,"endTime":1519.954,"body":"yesterday in some markets, we"},{"startTime":1515.044,"endTime":1519.954,"body":"convert seven, 8% and in others"},{"startTime":1520.254,"endTime":1521.304,"body":"we're still getting skunked."},{"startTime":1521.834,"endTime":1524.924,"body":"And I think Eric, did you, Eric,"},{"startTime":1521.834,"endTime":1524.924,"body":"didn't you get an appointment"},{"startTime":1524.924,"endTime":1526.994,"body":"off of a windows call center?"},{"startTime":1527.124,"endTime":1527.714,"body":"Wasn't that you"},{"startTime":1527.927,"endTime":1530.277,"body":"you're muted Eric, if"},{"startTime":1527.927,"endTime":1530.277,"body":"you think you're here."},{"startTime":1530.627,"endTime":1533.046,"body":"Yes, I did get four appointments"},{"startTime":1530.627,"endTime":1533.046,"body":"from from Steve doing"},{"startTime":1533.046,"endTime":1534.156,"body":"our first round of calls."},{"startTime":1534.636,"endTime":1536.825,"body":"And how many leads, how many"},{"startTime":1534.636,"endTime":1536.825,"body":"were on that original list?"},{"startTime":1537.016,"endTime":1540.136,"body":"There was the first one"},{"startTime":1537.016,"endTime":1540.136,"body":"that I sent him was about"},{"startTime":1540.166,"endTime":1542.961,"body":"700 and they haven't even"},{"startTime":1540.166,"endTime":1542.961,"body":"worked through them all yet."},{"startTime":1542.961,"endTime":1544.49,"body":"So that was just their"},{"startTime":1542.961,"endTime":1544.49,"body":"first round of calls."},{"startTime":1544.645,"endTime":1546.235,"body":"So almost 2%, right?"},{"startTime":1546.585,"endTime":1546.915,"body":"Yes."},{"startTime":1546.945,"endTime":1550.678,"body":"No, not quite  anyways,"},{"startTime":1546.945,"endTime":1550.678,"body":"but four out of 700."},{"startTime":1550.678,"endTime":1552.298,"body":"Would you have made"},{"startTime":1550.678,"endTime":1552.298,"body":"those 700 calls?"},{"startTime":1552.481,"endTime":1552.841,"body":"Never."},{"startTime":1553.231,"endTime":1555.811,"body":"That's four that you didn't have"},{"startTime":1553.231,"endTime":1555.811,"body":"and what was the cost on it?"},{"startTime":1555.996,"endTime":1559.051,"body":"I just purchased a around"},{"startTime":1555.996,"endTime":1559.051,"body":"30 hours, which I think"},{"startTime":1559.051,"endTime":1560.061,"body":"was like a thousand."},{"startTime":1560.304,"endTime":1560.544,"body":"Okay."},{"startTime":1560.874,"endTime":1561.234,"body":"That's good."},{"startTime":1561.324,"endTime":1563.424,"body":"And have you been on"},{"startTime":1561.324,"endTime":1563.424,"body":"all four appointments?"},{"startTime":1563.774,"endTime":1564.434,"body":"I have not yet."},{"startTime":1564.464,"endTime":1564.734,"body":"No."},{"startTime":1565.084,"endTime":1565.294,"body":"Nope."},{"startTime":1565.424,"endTime":1565.734,"body":"Okay."},{"startTime":1566.084,"endTime":1568.45,"body":"I've had, I've done phone"},{"startTime":1566.084,"endTime":1568.45,"body":"conversations with them."},{"startTime":1568.44,"endTime":1571.6,"body":"I went on two appointments"},{"startTime":1568.44,"endTime":1571.6,"body":"so far going on one on"},{"startTime":1571.6,"endTime":1572.77,"body":"Friday, one on Saturday."},{"startTime":1572.925,"endTime":1573.816,"body":"Just a gut feel."},{"startTime":1573.816,"endTime":1575.136,"body":"How many deals are you"},{"startTime":1573.816,"endTime":1575.136,"body":"going to get out of"},{"startTime":1575.136,"endTime":1576.396,"body":"those four conversations?"},{"startTime":1576.463,"endTime":1579.349,"body":"We will, I think I will"},{"startTime":1576.463,"endTime":1579.349,"body":"eventually convert all of them"},{"startTime":1579.379,"endTime":1581.497,"body":"over to listing referrals."},{"startTime":1581.497,"endTime":1583.897,"body":"And then I do believe that"},{"startTime":1581.497,"endTime":1583.897,"body":"I will buy the property I'm"},{"startTime":1583.897,"endTime":1584.737,"body":"meeting with on Saturday."},{"startTime":1584.707,"endTime":1585.489,"body":"It's pretty beat down."},{"startTime":1585.549,"endTime":1586.269,"body":"I've driven by it."},{"startTime":1586.269,"endTime":1586.869,"body":"It's really bad."},{"startTime":1587.024,"endTime":1587.494,"body":"Good deal."},{"startTime":1587.614,"endTime":1588.844,"body":"And I'll let you,"},{"startTime":1587.614,"endTime":1588.844,"body":"I'll let you go."},{"startTime":1588.904,"endTime":1591.244,"body":"I'll let you guys know the"},{"startTime":1588.904,"endTime":1591.244,"body":"results of that next week."},{"startTime":1591.594,"endTime":1592.794,"body":"You can buy all four of them."},{"startTime":1593.144,"endTime":1595.782,"body":"And more importantly than that,"},{"startTime":1593.144,"endTime":1595.782,"body":"just the amount of inbound."},{"startTime":1595.832,"endTime":1597.816,"body":"It's really just helped"},{"startTime":1595.832,"endTime":1597.816,"body":"me not to hijack the"},{"startTime":1597.816,"endTime":1600.666,"body":"conversation, but it's really"},{"startTime":1597.816,"endTime":1600.666,"body":"helped me find my voice."},{"startTime":1600.726,"endTime":1603.096,"body":"And many of the people"},{"startTime":1600.726,"endTime":1603.096,"body":"have already sold"},{"startTime":1603.096,"endTime":1604.416,"body":"their properties, but."},{"startTime":1604.401,"endTime":1606.915,"body":"In spending that time on the"},{"startTime":1604.401,"endTime":1606.915,"body":"phone with them there, now"},{"startTime":1606.915,"endTime":1609.495,"body":"that they've gotten past the"},{"startTime":1606.915,"endTime":1609.495,"body":"initial, Oh, we've got a covered"},{"startTime":1609.495,"endTime":1611.895,"body":"our attorneys, the attorneys"},{"startTime":1609.495,"endTime":1611.895,"body":"taking care of it, they're"},{"startTime":1611.895,"endTime":1614.145,"body":"realizing that their attorneys"},{"startTime":1611.895,"endTime":1614.145,"body":"aren't handling anything."},{"startTime":1614.156,"endTime":1616.323,"body":"So now what I'm using a lot"},{"startTime":1614.156,"endTime":1616.323,"body":"of those conversations that"},{"startTime":1616.323,"endTime":1618.813,"body":"don't have any real estate is"},{"startTime":1616.323,"endTime":1618.813,"body":"just to educate them further"},{"startTime":1618.813,"endTime":1620.943,"body":"in the process, refer them"},{"startTime":1618.813,"endTime":1620.943,"body":"anything they might need."},{"startTime":1621.243,"endTime":1622.623,"body":"And then just see if they're"},{"startTime":1621.243,"endTime":1622.623,"body":"giving me like a Google"},{"startTime":1622.623,"endTime":1626.583,"body":"business listing review"},{"startTime":1622.623,"endTime":1626.583,"body":"or a review on my Facebook"},{"startTime":1626.583,"endTime":1627.663,"body":"page, something like that."},{"startTime":1627.663,"endTime":1630.214,"body":"So we're still trying to turn"},{"startTime":1627.663,"endTime":1630.214,"body":"it into a positive conversation."},{"startTime":1630.332,"endTime":1631.652,"body":"I looked over at some questions."},{"startTime":1631.742,"endTime":1633.902,"body":"So Chris Robinson asked"},{"startTime":1631.742,"endTime":1633.902,"body":"who has a good YouTube"},{"startTime":1633.932,"endTime":1635.672,"body":"channel that we could model."},{"startTime":1635.661,"endTime":1639.001,"body":"I would say what you need to"},{"startTime":1635.661,"endTime":1639.001,"body":"find Rosie's channel Rosie has"},{"startTime":1639.021,"endTime":1642.222,"body":"done a fantastic job with video,"},{"startTime":1639.021,"endTime":1642.222,"body":"and I know she's hard on herself"},{"startTime":1642.252,"endTime":1644.742,"body":"and so she doesn't do enough,"},{"startTime":1642.252,"endTime":1644.742,"body":"but she's on more than most."},{"startTime":1644.967,"endTime":1649.077,"body":"And then grant Cox, who Grant's"},{"startTime":1644.967,"endTime":1649.077,"body":"not here today, but grant"},{"startTime":1649.107,"endTime":1651.207,"body":"is Nova life transitions."},{"startTime":1651.297,"endTime":1655.539,"body":"So in Northern Virginia, So"},{"startTime":1651.297,"endTime":1655.539,"body":"novel life transitions think is"},{"startTime":1655.539,"endTime":1658.449,"body":"the name of his YouTube channel"},{"startTime":1655.539,"endTime":1658.449,"body":"grant has done a fantastic"},{"startTime":1658.449,"endTime":1661.458,"body":"job at taking, just like rosy."},{"startTime":1661.528,"endTime":1664.276,"body":"There's a reason he's in that"},{"startTime":1661.528,"endTime":1664.276,"body":"little beta group too, because"},{"startTime":1664.276,"endTime":1667.216,"body":"you give him an idea and it's"},{"startTime":1664.276,"endTime":1667.216,"body":"in play about before the sunset,"},{"startTime":1667.216,"endTime":1668.536,"body":"that day he started on it."},{"startTime":1668.566,"endTime":1671.356,"body":"So if you guys want to watch"},{"startTime":1668.566,"endTime":1671.356,"body":"what they're doing, that'll"},{"startTime":1671.356,"endTime":1672.406,"body":"give you some inspiration."},{"startTime":1672.406,"endTime":1675.411,"body":"You'll get a sneak peek into"},{"startTime":1672.406,"endTime":1675.411,"body":"what might prove out and either"},{"startTime":1675.411,"endTime":1678.651,"body":"be available to you as a step"},{"startTime":1675.411,"endTime":1678.651,"body":"by step training or course,"},{"startTime":1678.681,"endTime":1680.121,"body":"or we may just do it for you."},{"startTime":1680.234,"endTime":1683.044,"body":"I think that probably a"},{"startTime":1680.234,"endTime":1683.044,"body":"done for you, like where"},{"startTime":1683.044,"endTime":1685.654,"body":"we actually implement that"},{"startTime":1683.044,"endTime":1685.654,"body":"campaign for you might make"},{"startTime":1685.714,"endTime":1689.413,"body":"the most sense just because"},{"startTime":1685.714,"endTime":1689.413,"body":"of the complexity of the, the"},{"startTime":1689.413,"endTime":1691.333,"body":"multimedia and the timing of it."},{"startTime":1691.333,"endTime":1694.068,"body":"So we may actually prove it"},{"startTime":1691.333,"endTime":1694.068,"body":"out and then offer it to you."},{"startTime":1694.068,"endTime":1695.031,"body":"But  you'll see."},{"startTime":1695.031,"endTime":1697.473,"body":"Good good examples and"},{"startTime":1695.031,"endTime":1697.473,"body":"some folks that are"},{"startTime":1697.533,"endTime":1698.74,"body":"that like, good cameras."},{"startTime":1698.765,"endTime":1702.186,"body":"Good good performances, like"},{"startTime":1698.765,"endTime":1702.186,"body":"speaking without scripts and"},{"startTime":1702.197,"endTime":1705.352,"body":"grant and Rosie are both going"},{"startTime":1702.197,"endTime":1705.352,"body":"really well with that fed this."},{"startTime":1705.352,"endTime":1707.032,"body":"Isn't a zoom backdrop brother."},{"startTime":1707.032,"endTime":1708.022,"body":"This is West Virginia."},{"startTime":1708.372,"endTime":1711.179,"body":"I you missed the beginning of"},{"startTime":1708.372,"endTime":1711.179,"body":"the call, so there's one cell"},{"startTime":1711.179,"endTime":1713.729,"body":"phone tower in the entire County"},{"startTime":1711.179,"endTime":1713.729,"body":"and it's right over there."},{"startTime":1713.909,"endTime":1716.615,"body":"So I was on the farm and"},{"startTime":1713.909,"endTime":1716.615,"body":"I CA I couldn't even use"},{"startTime":1716.615,"endTime":1717.905,"body":"fricking Slack this morning."},{"startTime":1717.905,"endTime":1718.895,"body":"I'm like, hell with it."},{"startTime":1718.895,"endTime":1719.705,"body":"I'm going to town."},{"startTime":1720.055,"endTime":1720.625,"body":"That's cool."},{"startTime":1720.965,"endTime":1722.95,"body":"Hey just real quick,"},{"startTime":1720.965,"endTime":1722.95,"body":"I left five things."},{"startTime":1722.95,"endTime":1724.99,"body":"I pulled them up is"},{"startTime":1722.95,"endTime":1724.99,"body":"connecting with the people."},{"startTime":1725.39,"endTime":1726.92,"body":"So you got to find a"},{"startTime":1725.39,"endTime":1726.92,"body":"way to connect them"},{"startTime":1727.075,"endTime":1727.825,"body":"and then positioning."},{"startTime":1727.825,"endTime":1729.235,"body":"You're always positioning"},{"startTime":1727.825,"endTime":1729.235,"body":"yourself with those"},{"startTime":1729.235,"endTime":1731.095,"body":"videos or anything you're"},{"startTime":1729.235,"endTime":1731.095,"body":"doing on the internet."},{"startTime":1731.445,"endTime":1732.945,"body":"And then you want to"},{"startTime":1731.445,"endTime":1732.945,"body":"inspire the higher."},{"startTime":1732.945,"endTime":1735.195,"body":"When you talk to them, you"},{"startTime":1732.945,"endTime":1735.195,"body":"want to be inspiring and"},{"startTime":1735.195,"endTime":1737.915,"body":"your voice, and then deliver"},{"startTime":1735.195,"endTime":1737.915,"body":"the results that you say."},{"startTime":1738.335,"endTime":1740.285,"body":"And then you leverage"},{"startTime":1738.335,"endTime":1740.285,"body":"that success by testimony,"},{"startTime":1740.295,"endTime":1742.085,"body":"videos, or Google reviews."},{"startTime":1742.475,"endTime":1744.625,"body":"So that's the five things"},{"startTime":1742.475,"endTime":1744.625,"body":"you want to do, Rosie."},{"startTime":1744.775,"endTime":1744.985,"body":"Yeah."},{"startTime":1745.345,"endTime":1748.845,"body":"Thanks David and Justin said"},{"startTime":1745.345,"endTime":1748.845,"body":"for those of us, I have written"},{"startTime":1748.845,"endTime":1752.745,"body":"testimonials only disingenuous"},{"startTime":1748.845,"endTime":1752.745,"body":"to have a voice actor, turn"},{"startTime":1752.745,"endTime":1754.305,"body":"those the audios or videos."},{"startTime":1754.785,"endTime":1756.495,"body":"Absolutely not like you."},{"startTime":1756.567,"endTime":1759.927,"body":"Ideally we want to capture"},{"startTime":1756.567,"endTime":1759.927,"body":"all of it all testimonials"},{"startTime":1759.927,"endTime":1762.477,"body":"and video because we can"},{"startTime":1759.927,"endTime":1762.477,"body":"always transcribe those."},{"startTime":1762.477,"endTime":1763.917,"body":"We can always strip"},{"startTime":1762.477,"endTime":1763.917,"body":"the audio out."},{"startTime":1763.947,"endTime":1767.581,"body":"So we get,  we get the best"},{"startTime":1763.947,"endTime":1767.581,"body":"of the best media that we"},{"startTime":1767.581,"endTime":1769.111,"body":"can with a video testimonial."},{"startTime":1769.531,"endTime":1772.846,"body":"But if you already have written"},{"startTime":1769.531,"endTime":1772.846,"body":"testimonials, Feel free to"},{"startTime":1772.846,"endTime":1776.476,"body":"pull that into a video and do"},{"startTime":1772.846,"endTime":1776.476,"body":"voiceover, or just do video"},{"startTime":1776.476,"endTime":1779.866,"body":"and text  and make a video"},{"startTime":1776.476,"endTime":1779.866,"body":"testimonial out of it and"},{"startTime":1779.866,"endTime":1783.055,"body":"grab a picture of them or"},{"startTime":1779.866,"endTime":1783.055,"body":"sometimes, call them back and"},{"startTime":1783.055,"endTime":1785.12,"body":"be like, Hey, I really wish"},{"startTime":1783.055,"endTime":1785.12,"body":"when I saw you at the closing"},{"startTime":1785.12,"endTime":1786.26,"body":"table, we would have done this."},{"startTime":1786.298,"endTime":1789.312,"body":"Can I drop by and just grab"},{"startTime":1786.298,"endTime":1789.312,"body":"a couple minutes of your"},{"startTime":1789.312,"endTime":1791.892,"body":"time and try to get back"},{"startTime":1789.312,"endTime":1791.892,"body":"out there and get the video."},{"startTime":1791.892,"endTime":1795.612,"body":"But if you can't, absolutely,"},{"startTime":1791.892,"endTime":1795.612,"body":"don't be afraid to do voiceover."},{"startTime":1795.612,"endTime":1798.704,"body":"Don't be afraid to make"},{"startTime":1795.612,"endTime":1798.704,"body":"videos, just some soft"},{"startTime":1798.704,"endTime":1802.034,"body":"music in the background and"},{"startTime":1798.704,"endTime":1802.034,"body":"the text slowly coming in."},{"startTime":1802.127,"endTime":1803.998,"body":"Where you can read it"},{"startTime":1802.127,"endTime":1803.998,"body":"whenever you can do with"},{"startTime":1803.998,"endTime":1806.488,"body":"those testimonies, get them"},{"startTime":1803.998,"endTime":1806.488,"body":"in as many places as you can."},{"startTime":1806.718,"endTime":1808.698,"body":"You guys want to see"},{"startTime":1806.718,"endTime":1808.698,"body":"an example, a good one."},{"startTime":1809.097,"endTime":1811.952,"body":"David, and I record all"},{"startTime":1809.097,"endTime":1811.952,"body":"inbound phone calls."},{"startTime":1811.952,"endTime":1814.862,"body":"So I was lucky to get"},{"startTime":1811.952,"endTime":1814.862,"body":"a phone call from one"},{"startTime":1814.862,"endTime":1816.872,"body":"lady that left me along."},{"startTime":1816.902,"endTime":1820.264,"body":"We talked, but here's an example"},{"startTime":1816.902,"endTime":1820.264,"body":"of just throwing your iPhone"},{"startTime":1820.264,"endTime":1821.644,"body":"up and getting recording."},{"startTime":1821.994,"endTime":1823.464,"body":"No special gear at all."},{"startTime":1823.689,"endTime":1825.999,"body":"Lincoln share and just"},{"startTime":1823.689,"endTime":1825.999,"body":"drop it in chat that way"},{"startTime":1825.999,"endTime":1826.869,"body":"everybody can watch it."},{"startTime":1827.019,"endTime":1827.199,"body":"Okay."},{"startTime":1827.549,"endTime":1828.029,"body":"I'll do that."},{"startTime":1828.379,"endTime":1829.869,"body":"All right, let me get it back."},{"startTime":1829.939,"endTime":1833.879,"body":"So I'm gonna jump back to"},{"startTime":1829.939,"endTime":1833.879,"body":"our chat and see we got"},{"startTime":1833.879,"endTime":1837.312,"body":"Justin  someone said David"},{"startTime":1833.879,"endTime":1837.312,"body":"and Rosie using email and"},{"startTime":1837.312,"endTime":1838.812,"body":"messaging to send videos."},{"startTime":1839.02,"endTime":1841.0,"body":"Not all the leads have"},{"startTime":1839.02,"endTime":1841.0,"body":"email or phone number"},{"startTime":1841.0,"endTime":1844.17,"body":"when you send letters or"},{"startTime":1841.0,"endTime":1844.17,"body":"postcards just on email."},{"startTime":1844.421,"endTime":1847.631,"body":"You gotta figure if you're a"},{"startTime":1844.421,"endTime":1847.631,"body":"fantastic email marketer, you're"},{"startTime":1847.631,"endTime":1850.049,"body":"going to have 20% open rates."},{"startTime":1850.59,"endTime":1853.26,"body":"If you're running in the top"},{"startTime":1850.59,"endTime":1853.26,"body":"of the pack, you might get,"},{"startTime":1853.26,"endTime":1855.15,"body":"you might reach 50% open rate."},{"startTime":1855.363,"endTime":1858.603,"body":"So you still need to make those"},{"startTime":1855.363,"endTime":1858.603,"body":"calls, emails, a supplement,"},{"startTime":1858.633,"endTime":1862.337,"body":"not a primary prospect and the"},{"startTime":1858.633,"endTime":1862.337,"body":"emails that we, we do our best,"},{"startTime":1862.367,"endTime":1866.147,"body":"all the leads that does the best"},{"startTime":1862.367,"endTime":1866.147,"body":"to get the best quality email."},{"startTime":1866.147,"endTime":1869.447,"body":"But it's 65% of them have email."},{"startTime":1869.447,"endTime":1872.246,"body":"And, I don't know if you guys"},{"startTime":1869.447,"endTime":1872.246,"body":"are like me, but I have 19."},{"startTime":1872.488,"endTime":1875.008,"body":"So the chance that it's"},{"startTime":1872.488,"endTime":1875.008,"body":"their primary inbox that they"},{"startTime":1875.008,"endTime":1876.268,"body":"check every five minutes."},{"startTime":1876.618,"endTime":1877.758,"body":"It's not a guarantee."},{"startTime":1877.758,"endTime":1880.068,"body":"So don't put too much"},{"startTime":1877.758,"endTime":1880.068,"body":"weight into the email"},{"startTime":1880.078,"endTime":1883.128,"body":"marketing, even though we"},{"startTime":1880.078,"endTime":1883.128,"body":"hear these success stories."},{"startTime":1883.218,"endTime":1886.668,"body":"Don't w the point I wanna"},{"startTime":1883.218,"endTime":1886.668,"body":"make is it's not your primary"},{"startTime":1886.968,"endTime":1888.388,"body":"marketing supplemented."},{"startTime":1888.721,"endTime":1890.927,"body":"Yeah, Rosie I, this"},{"startTime":1888.721,"endTime":1890.927,"body":"was a special place."},{"startTime":1890.927,"endTime":1892.637,"body":"There's a reason I can't,"},{"startTime":1890.927,"endTime":1892.637,"body":"I could be anywhere in"},{"startTime":1892.637,"endTime":1893.585,"body":"the world to come back."},{"startTime":1893.941,"endTime":1894.301,"body":"Alright."},{"startTime":1894.344,"endTime":1894.944,"body":"David, I don't know."},{"startTime":1895.186,"endTime":1896.716,"body":"I don't know how to"},{"startTime":1895.186,"endTime":1896.716,"body":"pull you back up."},{"startTime":1897.066,"endTime":1897.726,"body":"Oh, there we go."},{"startTime":1898.076,"endTime":1899.126,"body":"I'm sorry, guys."},{"startTime":1899.476,"endTime":1900.166,"body":"Chad, real quick."},{"startTime":1900.676,"endTime":1902.596,"body":"I missed the beginning"},{"startTime":1900.676,"endTime":1902.596,"body":"portion of it."},{"startTime":1902.885,"endTime":1906.095,"body":"Did David say he has"},{"startTime":1902.885,"endTime":1906.095,"body":"ISS to David or it's"},{"startTime":1906.095,"endTime":1907.465,"body":"just marketing for you?"},{"startTime":1907.835,"endTime":1911.105,"body":"No, he's he evolved past"},{"startTime":1907.835,"endTime":1911.105,"body":"that when we first met, he"},{"startTime":1911.105,"endTime":1914.465,"body":"had a whole team of now he"},{"startTime":1911.105,"endTime":1914.465,"body":"just sits in his underwear"},{"startTime":1914.555,"endTime":1917.015,"body":"in the house, but he never"},{"startTime":1914.555,"endTime":1917.015,"body":"gonna finish remodeling"},{"startTime":1917.249,"endTime":1917.879,"body":"every once in a while."},{"startTime":1917.879,"endTime":1918.989,"body":"He makes a phone call."},{"startTime":1919.328,"endTime":1922.215,"body":"If I asked you a few questions,"},{"startTime":1919.328,"endTime":1922.215,"body":"maybe I think we all can"},{"startTime":1922.395,"endTime":1924.975,"body":"probably have similar questions"},{"startTime":1922.395,"endTime":1924.975,"body":"in our Greenpeace's chat."},{"startTime":1924.975,"endTime":1926.445,"body":"Is it okay if I"},{"startTime":1924.975,"endTime":1926.445,"body":"ask some questions?"},{"startTime":1926.6,"endTime":1926.9,"body":"Okay."},{"startTime":1926.949,"endTime":1929.619,"body":"Number one, when you"},{"startTime":1926.949,"endTime":1929.619,"body":"originally started probate"},{"startTime":1929.687,"endTime":1932.807,"body":"when did you make a decision"},{"startTime":1929.687,"endTime":1932.807,"body":"or did you always knew that"},{"startTime":1932.807,"endTime":1935.537,"body":"you were going the investor"},{"startTime":1932.807,"endTime":1935.537,"body":"route or the real route?"},{"startTime":1935.779,"endTime":1937.279,"body":"Which one would it"},{"startTime":1935.779,"endTime":1937.279,"body":"became more heavy?"},{"startTime":1937.279,"endTime":1939.419,"body":"Or where were you inclination"},{"startTime":1937.279,"endTime":1939.419,"body":"and how did you know"},{"startTime":1939.419,"endTime":1940.599,"body":"that is this for me?"},{"startTime":1940.924,"endTime":1943.204,"body":"You just recognize the"},{"startTime":1940.924,"endTime":1943.204,"body":"opportunity that you have"},{"startTime":1943.184,"endTime":1946.642,"body":"your probate deals or you're,"},{"startTime":1943.184,"endTime":1946.642,"body":"you have an opportunity"},{"startTime":1946.642,"endTime":1948.552,"body":"that they just want to"},{"startTime":1946.642,"endTime":1948.552,"body":"get rid of something."},{"startTime":1948.552,"endTime":1950.232,"body":"They really don't want"},{"startTime":1948.552,"endTime":1950.232,"body":"to hire a listing agent."},{"startTime":1950.582,"endTime":1952.712,"body":"And I know it's a different"},{"startTime":1950.582,"endTime":1952.712,"body":"way of thinking, cause"},{"startTime":1952.722,"endTime":1956.386,"body":"we're supposed to we have we"},{"startTime":1952.722,"endTime":1956.386,"body":"have a duty to serve people"},{"startTime":1956.386,"endTime":1958.486,"body":"as realtors, but they, if"},{"startTime":1956.386,"endTime":1958.486,"body":"they don't want to hire a"},{"startTime":1958.486,"endTime":1960.076,"body":"realtor, what do you do?"},{"startTime":1960.076,"endTime":1961.156,"body":"Do you walk away?"},{"startTime":1961.512,"endTime":1964.092,"body":"I got to the point where I"},{"startTime":1961.512,"endTime":1964.092,"body":"was offering them $10,000 to"},{"startTime":1964.092,"endTime":1965.022,"body":"help them fix her house up."},{"startTime":1965.022,"endTime":1967.907,"body":"So they got more money, but it"},{"startTime":1965.022,"endTime":1967.907,"body":"only took one person telling"},{"startTime":1967.907,"endTime":1971.516,"body":"me that  they were mad because"},{"startTime":1967.907,"endTime":1971.516,"body":"I spent too much money  on"},{"startTime":1971.516,"endTime":1973.076,"body":"a house that needed it."},{"startTime":1973.292,"endTime":1976.322,"body":"But at closing, they're"},{"startTime":1973.292,"endTime":1976.322,"body":"like, man, you spent $12,000"},{"startTime":1976.322,"endTime":1977.732,"body":"and I made an extra 40."},{"startTime":1978.082,"endTime":1979.192,"body":"They didn't say that part."},{"startTime":1979.582,"endTime":1981.665,"body":"So after that, I was just"},{"startTime":1979.582,"endTime":1981.665,"body":"like I'm just gonna buy"},{"startTime":1981.665,"endTime":1983.585,"body":"these houses, screw them."},{"startTime":1983.749,"endTime":1986.029,"body":"If there's an opportunity"},{"startTime":1983.749,"endTime":1986.029,"body":"for me to write a contract,"},{"startTime":1986.029,"endTime":1986.629,"body":"I'm going to buy it."},{"startTime":1986.979,"endTime":1987.369,"body":"Wow."},{"startTime":1987.759,"endTime":1988.089,"body":"Okay."},{"startTime":1988.089,"endTime":1990.118,"body":"So when you decided"},{"startTime":1988.089,"endTime":1990.118,"body":"first of all, thank you"},{"startTime":1990.118,"endTime":1991.108,"body":"so much for sharing it."},{"startTime":1991.168,"endTime":1993.268,"body":"It gives people like"},{"startTime":1991.168,"endTime":1993.268,"body":"me permission easily to"},{"startTime":1993.268,"endTime":1994.408,"body":"make a switch quicker."},{"startTime":1994.589,"endTime":1997.229,"body":"Rosie, is it cool if I jump"},{"startTime":1994.589,"endTime":1997.229,"body":"in to follow up and want"},{"startTime":1997.229,"endTime":1998.189,"body":"to get on that question?"},{"startTime":1998.502,"endTime":1999.162,"body":"Hey, Dave."},{"startTime":1999.405,"endTime":2003.515,"body":"Do you keep track of the"},{"startTime":1999.405,"endTime":2003.515,"body":"number of people that are more"},{"startTime":2003.515,"endTime":2007.355,"body":"open to off-market sale as"},{"startTime":2003.515,"endTime":2007.355,"body":"opposed to listing it for them?"},{"startTime":2007.355,"endTime":2009.485,"body":"Cause I'm in the same"},{"startTime":2007.355,"endTime":2009.485,"body":"position as you I'm licensed,"},{"startTime":2009.485,"endTime":2012.845,"body":"but I also, I prefer to"},{"startTime":2009.485,"endTime":2012.845,"body":"acquire them off market."},{"startTime":2012.985,"endTime":2015.793,"body":"And I'm guessing it will"},{"startTime":2012.985,"endTime":2015.793,"body":"be highly dependent on the"},{"startTime":2015.793,"endTime":2019.233,"body":"type of area that you're in,"},{"startTime":2015.793,"endTime":2019.233,"body":"but just start a curiosity."},{"startTime":2019.264,"endTime":2022.894,"body":"Are you seeing people more open"},{"startTime":2019.264,"endTime":2022.894,"body":"to do an off-market deals or"},{"startTime":2022.894,"endTime":2025.719,"body":"is it too general of a question"},{"startTime":2022.894,"endTime":2025.719,"body":"they want an easy way out?"},{"startTime":2026.069,"endTime":2028.414,"body":"And if you give them a five"},{"startTime":2026.069,"endTime":2028.414,"body":"to 10 day close with the"},{"startTime":2028.414,"endTime":2031.299,"body":"cash offer, it's really hard"},{"startTime":2028.414,"endTime":2031.299,"body":"for them to turn that down."},{"startTime":2031.649,"endTime":2035.611,"body":"Not in my experience and"},{"startTime":2031.649,"endTime":2035.611,"body":"doing this and my market coach"},{"startTime":2035.611,"endTime":2038.781,"body":"and a lot of others, you're"},{"startTime":2035.611,"endTime":2038.781,"body":"probably like it's 80 20."},{"startTime":2039.021,"endTime":2040.102,"body":"So you're in parade."},{"startTime":2040.112,"endTime":2040.892,"body":"I was principal."},{"startTime":2041.131,"endTime":2044.641,"body":"So 20% of your opportunities"},{"startTime":2041.131,"endTime":2044.641,"body":"will have a level of motivation"},{"startTime":2044.641,"endTime":2047.491,"body":"or reason that they have"},{"startTime":2044.641,"endTime":2047.491,"body":"a high level of motivation"},{"startTime":2047.491,"endTime":2048.781,"body":"that they just want done."},{"startTime":2049.131,"endTime":2052.761,"body":"And what you'll learn is the"},{"startTime":2049.131,"endTime":2052.761,"body":"more errors there are, the more"},{"startTime":2052.761,"endTime":2056.991,"body":"likely you are to buy that at a"},{"startTime":2052.761,"endTime":2056.991,"body":"discount because they have less"},{"startTime":2057.021,"endTime":2060.591,"body":"personally in the distribution,"},{"startTime":2057.021,"endTime":2060.591,"body":"it's a smaller number."},{"startTime":2060.591,"endTime":2064.541,"body":"So if you have one err, on a"},{"startTime":2060.591,"endTime":2064.541,"body":"million dollar property, it's"},{"startTime":2064.541,"endTime":2066.611,"body":"unlikely, you're going to hope"},{"startTime":2064.541,"endTime":2066.611,"body":"that you're going to get that"},{"startTime":2066.611,"endTime":2068.021,"body":"one at 60 cents on the dollar."},{"startTime":2068.471,"endTime":2071.171,"body":"When you have nine or 10 airs"},{"startTime":2068.471,"endTime":2071.171,"body":"on a hundred thousand dollar"},{"startTime":2071.171,"endTime":2074.051,"body":"house, they're like, whatever,"},{"startTime":2071.171,"endTime":2074.051,"body":"it's a $10,000 decision."},{"startTime":2074.051,"endTime":2075.581,"body":"Just get this damn thing done."},{"startTime":2075.931,"endTime":2080.321,"body":"So you'll yeah, you'll learn"},{"startTime":2075.931,"endTime":2080.321,"body":"like errors increases the"},{"startTime":2080.321,"endTime":2081.941,"body":"likelihood of a wholesale."},{"startTime":2082.376,"endTime":2084.806,"body":"Property condition increases"},{"startTime":2082.376,"endTime":2084.806,"body":"the likelihood of the"},{"startTime":2084.806,"endTime":2086.666,"body":"wholesale proximity."},{"startTime":2086.876,"endTime":2090.462,"body":"Like the beneficiaries"},{"startTime":2086.876,"endTime":2090.462,"body":"proximity to the asset"},{"startTime":2090.612,"endTime":2093.702,"body":"increases the likelihood, the"},{"startTime":2090.612,"endTime":2093.702,"body":"further away they are, the"},{"startTime":2093.702,"endTime":2096.552,"body":"more likely they are to sell"},{"startTime":2093.702,"endTime":2096.552,"body":"at a discount price, because"},{"startTime":2097.062,"endTime":2098.352,"body":"it's just a challenge, right?"},{"startTime":2098.382,"endTime":2100.692,"body":"Like they have to put"},{"startTime":2098.382,"endTime":2100.692,"body":"life on hold and go there."},{"startTime":2101.232,"endTime":2104.456,"body":"And there's you'll start to"},{"startTime":2101.232,"endTime":2104.456,"body":"learn, but in my experience and"},{"startTime":2104.476,"endTime":2107.75,"body":"done this for almost a decade"},{"startTime":2104.476,"endTime":2107.75,"body":"now it's parades principle,"},{"startTime":2107.75,"endTime":2111.479,"body":"you've got 20% are we'll dump"},{"startTime":2107.75,"endTime":2111.479,"body":"it and move on and they'll give"},{"startTime":2111.479,"endTime":2114.119,"body":"you a glowing customer fonio"},{"startTime":2111.479,"endTime":2114.119,"body":"and say that you actually serve"},{"startTime":2114.119,"endTime":2117.719,"body":"them as a fiduciary, even though"},{"startTime":2114.119,"endTime":2117.719,"body":"your fellow realtors might say,"},{"startTime":2117.719,"endTime":2120.179,"body":"you're a damn crook and you"},{"startTime":2117.719,"endTime":2120.179,"body":"stole the house from the family."},{"startTime":2120.179,"endTime":2121.199,"body":"We don't care about that."},{"startTime":2121.229,"endTime":2123.304,"body":"We know that we offered"},{"startTime":2121.229,"endTime":2123.304,"body":"them options and they"},{"startTime":2123.304,"endTime":2124.204,"body":"chose the option."},{"startTime":2124.204,"endTime":2125.284,"body":"That was right for them."},{"startTime":2125.645,"endTime":2129.932,"body":"I've, I don't, I've bought"},{"startTime":2125.645,"endTime":2129.932,"body":"these as little as one."},{"startTime":2129.932,"endTime":2132.602,"body":"I think probably the deepest"},{"startTime":2129.932,"endTime":2132.602,"body":"discount I ever bought was"},{"startTime":2132.662,"endTime":2137.072,"body":"$110,000 as is, and I paid 13."},{"startTime":2137.247,"endTime":2140.277,"body":"Because it had so much"},{"startTime":2137.247,"endTime":2140.277,"body":"garbage and human waste in it."},{"startTime":2140.397,"endTime":2143.457,"body":"I just, I knew that the floors"},{"startTime":2140.397,"endTime":2143.457,"body":"and the Joyce had to be rotted"},{"startTime":2143.456,"endTime":2147.896,"body":"out and track actually saved the"},{"startTime":2143.456,"endTime":2147.896,"body":"property, but he was thrilled to"},{"startTime":2147.896,"endTime":2150.746,"body":"do a video testimony because he"},{"startTime":2147.896,"endTime":2150.746,"body":"came over to one of the flips."},{"startTime":2150.746,"endTime":2153.477,"body":"I was Dawn complimented my"},{"startTime":2150.746,"endTime":2153.477,"body":"work and he's man, I don't"},{"startTime":2153.477,"endTime":2154.497,"body":"even care about the price."},{"startTime":2154.497,"endTime":2156.717,"body":"I really just want you"},{"startTime":2154.497,"endTime":2156.717,"body":"to take that house."},{"startTime":2156.807,"endTime":2160.517,"body":"And we wrote over there and"},{"startTime":2156.807,"endTime":2160.517,"body":"within minutes we had a deal and"},{"startTime":2160.697,"endTime":2164.319,"body":"he like, so you'll find those"},{"startTime":2160.697,"endTime":2164.319,"body":"like where they're disgusted"},{"startTime":2164.319,"endTime":2167.891,"body":"about the property condition or,"},{"startTime":2164.319,"endTime":2167.891,"body":"so anyway that's my read on it."},{"startTime":2168.041,"endTime":2171.161,"body":"Like you can expect for every"},{"startTime":2168.041,"endTime":2171.161,"body":"a hundred leads, 20 of them are"},{"startTime":2171.161,"endTime":2173.621,"body":"going to dump the for every a"},{"startTime":2171.161,"endTime":2173.621,"body":"hundred leads with real estate."},{"startTime":2173.621,"endTime":2175.871,"body":"20 of them will dump"},{"startTime":2173.621,"endTime":2175.871,"body":"that real estate at a"},{"startTime":2175.871,"endTime":2176.981,"body":"pretty steep discount."},{"startTime":2177.491,"endTime":2181.222,"body":"The other 80 will drag along"},{"startTime":2177.491,"endTime":2181.222,"body":"from three days to three"},{"startTime":2181.222,"endTime":2185.002,"body":"years to actually sell it"},{"startTime":2181.222,"endTime":2185.002,"body":"as is value or retail value."},{"startTime":2185.352,"endTime":2186.702,"body":"So for insightful, thank you."},{"startTime":2187.052,"endTime":2189.759,"body":"Hey, Chad as a realer,"},{"startTime":2187.052,"endTime":2189.759,"body":"do you have to run it"},{"startTime":2189.759,"endTime":2190.689,"body":"through your brokerage?"},{"startTime":2191.039,"endTime":2191.489,"body":"No."},{"startTime":2191.529,"endTime":2193.91,"body":"And this is something that"},{"startTime":2191.529,"endTime":2193.91,"body":"I think Elle was asking"},{"startTime":2193.91,"endTime":2195.805,"body":"about last week  for me."},{"startTime":2195.805,"endTime":2198.025,"body":"And this is another one of the"},{"startTime":2195.805,"endTime":2198.025,"body":"things I really want to get"},{"startTime":2198.025,"endTime":2199.615,"body":"around to, to shut teaching."},{"startTime":2199.615,"endTime":2202.615,"body":"Just to show you guys how"},{"startTime":2199.615,"endTime":2202.615,"body":"to properly protect the"},{"startTime":2202.615,"endTime":2206.109,"body":"assets, your assets, but my"},{"startTime":2202.615,"endTime":2206.109,"body":"advice is as a, if you have"},{"startTime":2206.109,"endTime":2209.639,"body":"a licensed broker, your or"},{"startTime":2206.109,"endTime":2209.639,"body":"salesperson, that can stay a"},{"startTime":2209.639,"endTime":2213.359,"body":"sole proprietorship because"},{"startTime":2209.639,"endTime":2213.359,"body":"you have Eno insurance, but if"},{"startTime":2213.359,"endTime":2216.719,"body":"you're going to provide options"},{"startTime":2213.359,"endTime":2216.719,"body":"that include non brokerage"},{"startTime":2216.749,"endTime":2220.379,"body":"non-agency relationships, you"},{"startTime":2216.749,"endTime":2220.379,"body":"should have a separate LLC."},{"startTime":2220.889,"endTime":2221.369,"body":"And."},{"startTime":2221.844,"endTime":2225.564,"body":"Personally, I choose a single"},{"startTime":2221.844,"endTime":2225.564,"body":"member, LLC taxed as an S Corp."},{"startTime":2225.594,"endTime":2229.653,"body":"So I get the legal protections"},{"startTime":2225.594,"endTime":2229.653,"body":"of an LLC and the IRS benefits"},{"startTime":2229.683,"endTime":2233.283,"body":"of having an escort designation,"},{"startTime":2229.683,"endTime":2233.283,"body":"which only benefits you"},{"startTime":2233.283,"endTime":2235.113,"body":"like above 140 in revenue."},{"startTime":2235.113,"endTime":2236.891,"body":"But I would recommend that you."},{"startTime":2237.146,"endTime":2240.626,"body":"Set up an LLC make that your"},{"startTime":2237.146,"endTime":2240.626,"body":"investment vehicle, separate"},{"startTime":2240.626,"endTime":2243.356,"body":"bank accounts, separate"},{"startTime":2240.626,"endTime":2243.356,"body":"credit cards, and then"},{"startTime":2243.356,"endTime":2246.776,"body":"have an umbrella policy for"},{"startTime":2243.356,"endTime":2246.776,"body":"insurance in case someone ever"},{"startTime":2246.776,"endTime":2248.096,"body":"does point a finger at you."},{"startTime":2248.486,"endTime":2250.766,"body":"I wouldn't buy a business"},{"startTime":2248.486,"endTime":2250.766,"body":"liability insurance."},{"startTime":2250.766,"endTime":2253.676,"body":"I would buy a per I buy a"},{"startTime":2250.766,"endTime":2253.676,"body":"personal umbrella because if"},{"startTime":2253.676,"endTime":2256.886,"body":"you buy a business liability"},{"startTime":2253.676,"endTime":2256.886,"body":"insurance for an investment,"},{"startTime":2256.916,"endTime":2260.025,"body":"LLC, they want $15,000 a year."},{"startTime":2260.18,"endTime":2263.51,"body":"And so you're better off just"},{"startTime":2260.18,"endTime":2263.51,"body":"add an extra layer with a"},{"startTime":2263.51,"endTime":2266.17,"body":"personal umbrella, wrapping"},{"startTime":2263.51,"endTime":2266.17,"body":"them with your homeowner"},{"startTime":2266.2,"endTime":2267.28,"body":"and your car insurance."},{"startTime":2267.64,"endTime":2269.17,"body":"And that way, if anyone"},{"startTime":2267.64,"endTime":2269.17,"body":"ever gets through your"},{"startTime":2269.17,"endTime":2271.9,"body":"corporate bail, then you've"},{"startTime":2269.17,"endTime":2271.9,"body":"got at least another layer."},{"startTime":2272.299,"endTime":2273.559,"body":"But that's how I"},{"startTime":2272.299,"endTime":2273.559,"body":"would structure it."},{"startTime":2273.559,"endTime":2276.78,"body":"If I were, commingling of funds,"},{"startTime":2273.559,"endTime":2276.78,"body":"don't ever use your investment"},{"startTime":2276.78,"endTime":2280.073,"body":"company, credit things for your"},{"startTime":2276.78,"endTime":2280.073,"body":"realtor company, because if you"},{"startTime":2280.073,"endTime":2283.163,"body":"ever were to find yourself in"},{"startTime":2280.073,"endTime":2283.163,"body":"a position where you're being"},{"startTime":2283.163,"endTime":2286.195,"body":"accused of wrongdoing and you're"},{"startTime":2283.163,"endTime":2286.195,"body":"innocent, but you want to be"},{"startTime":2286.195,"endTime":2288.445,"body":"able to clearly say, here's"},{"startTime":2286.195,"endTime":2288.445,"body":"the books for this company."},{"startTime":2288.445,"endTime":2289.825,"body":"Here's the books"},{"startTime":2288.445,"endTime":2289.825,"body":"for this company."},{"startTime":2290.175,"endTime":2291.735,"body":"Everything's clearly delineated."},{"startTime":2292.085,"endTime":2293.765,"body":"That's my advice"},{"startTime":2292.085,"endTime":2293.765,"body":"on the structure."},{"startTime":2293.825,"endTime":2296.035,"body":"I started that way"},{"startTime":2293.825,"endTime":2296.035,"body":"from the beginning and"},{"startTime":2296.105,"endTime":2297.335,"body":"said served me well."},{"startTime":2297.695,"endTime":2299.915,"body":"And John Fraker may"},{"startTime":2297.695,"endTime":2299.915,"body":"have some advice."},{"startTime":2299.915,"endTime":2302.375,"body":"He's an in California,"},{"startTime":2299.915,"endTime":2302.375,"body":"John, if you disagree"},{"startTime":2302.375,"endTime":2303.543,"body":"with any you'd please,"},{"startTime":2303.648,"endTime":2305.269,"body":"I would,  what"},{"startTime":2303.648,"endTime":2305.269,"body":"broker are you with?"},{"startTime":2305.309,"endTime":2306.739,"body":"That's going to be"},{"startTime":2305.309,"endTime":2306.739,"body":"your chief question."},{"startTime":2306.739,"endTime":2309.019,"body":"So like I'm with Keller"},{"startTime":2306.739,"endTime":2309.019,"body":"Williams and if it's in"},{"startTime":2309.019,"endTime":2310.759,"body":"California, then they're"},{"startTime":2309.019,"endTime":2310.759,"body":"going to want to know about"},{"startTime":2310.759,"endTime":2311.869,"body":"it, or at least clear it out."},{"startTime":2312.109,"endTime":2313.099,"body":"That's just their deal."},{"startTime":2313.335,"endTime":2315.155,"body":"If you're elsewhere,"},{"startTime":2313.335,"endTime":2315.155,"body":"what are the cons?"},{"startTime":2315.425,"endTime":2316.505,"body":"What are the consequences?"},{"startTime":2316.505,"endTime":2319.385,"body":"If you have a privately owned"},{"startTime":2316.505,"endTime":2319.385,"body":"investment company that's"},{"startTime":2319.385,"endTime":2321.665,"body":"not, and it is separated."},{"startTime":2322.125,"endTime":2324.225,"body":"Is it just the broker"},{"startTime":2322.125,"endTime":2324.225,"body":"wouldn't be happy?"},{"startTime":2324.315,"endTime":2327.285,"body":"Or is there something in"},{"startTime":2324.315,"endTime":2327.285,"body":"your agreement with KW where"},{"startTime":2327.285,"endTime":2329.665,"body":"they actually end up they'll"},{"startTime":2327.285,"endTime":2329.665,"body":"kick you out of the brokerage"},{"startTime":2329.907,"endTime":2332.907,"body":"again, that would be between"},{"startTime":2329.907,"endTime":2332.907,"body":"you and your broker and the"},{"startTime":2332.907,"endTime":2334.137,"body":"contract that you guys have."},{"startTime":2334.637,"endTime":2337.957,"body":"Like my broker gave me hassle"},{"startTime":2334.637,"endTime":2337.957,"body":"for doing law stuff and meeting,"},{"startTime":2338.227,"endTime":2340.467,"body":"meeting my estate planning"},{"startTime":2338.227,"endTime":2340.467,"body":"and the building, like I had"},{"startTime":2340.467,"endTime":2343.05,"body":"to go, even though it was,"},{"startTime":2340.467,"endTime":2343.05,"body":"convenient, not to have to"},{"startTime":2343.08,"endTime":2345.96,"body":"bounce back and forth between"},{"startTime":2343.08,"endTime":2345.96,"body":"two different offices, they"},{"startTime":2345.96,"endTime":2347.19,"body":"got really uptight about that."},{"startTime":2347.19,"endTime":2348.161,"body":"I'm like, okay."},{"startTime":2348.281,"endTime":2352.263,"body":"But, you're just wasting my"},{"startTime":2348.281,"endTime":2352.263,"body":"time on the freeway, going back"},{"startTime":2352.263,"endTime":2355.143,"body":"and forth as opposed to just"},{"startTime":2352.263,"endTime":2355.143,"body":"meeting them all in one place."},{"startTime":2355.143,"endTime":2355.653,"body":"But yeah."},{"startTime":2356.103,"endTime":2359.403,"body":"So again, it's going to"},{"startTime":2356.103,"endTime":2359.403,"body":"be unique to the broker."},{"startTime":2359.673,"endTime":2362.193,"body":"If you're a realtor and"},{"startTime":2359.673,"endTime":2362.193,"body":"you're under somebody else's"},{"startTime":2362.193,"endTime":2365.043,"body":"brokerage, they basically"},{"startTime":2362.193,"endTime":2365.043,"body":"control more or less everything"},{"startTime":2365.18,"endTime":2367.4,"body":"that you do, even if it's"},{"startTime":2365.18,"endTime":2367.4,"body":"an outside business, do you"},{"startTime":2367.4,"endTime":2369.38,"body":"have to have clearance on"},{"startTime":2367.4,"endTime":2369.38,"body":"that and you'd want to at"},{"startTime":2369.38,"endTime":2370.855,"body":"least get clearance on that."},{"startTime":2370.855,"endTime":2372.715,"body":"If you're doing something"},{"startTime":2370.855,"endTime":2372.715,"body":"out of the state that you're"},{"startTime":2372.715,"endTime":2376.483,"body":"licensed in,  I would, I would"},{"startTime":2372.715,"endTime":2376.483,"body":"still,  if you put it this"},{"startTime":2376.483,"endTime":2379.333,"body":"way, how important is your"},{"startTime":2376.483,"endTime":2379.333,"body":"brokerage relationship with you?"},{"startTime":2379.519,"endTime":2379.966,"body":"To you."},{"startTime":2380.296,"endTime":2383.059,"body":"In other words, you may say,"},{"startTime":2380.296,"endTime":2383.059,"body":"I'm not making enough money"},{"startTime":2383.059,"endTime":2385.999,"body":"with you guys to justify giving"},{"startTime":2383.059,"endTime":2385.999,"body":"up this other revenue stream."},{"startTime":2385.999,"endTime":2389.013,"body":"But if you're getting 95%"},{"startTime":2385.999,"endTime":2389.013,"body":"of your paycheck through"},{"startTime":2389.013,"endTime":2391.173,"body":"your brokerage and they have"},{"startTime":2389.013,"endTime":2391.173,"body":"a problem with it, that's"},{"startTime":2391.173,"endTime":2392.073,"body":"obviously a bigger deal."},{"startTime":2392.403,"endTime":2394.629,"body":"So it comes down to your"},{"startTime":2392.403,"endTime":2394.629,"body":"individual situation and"},{"startTime":2394.629,"endTime":2397.059,"body":"where you're at with your"},{"startTime":2394.629,"endTime":2397.059,"body":"brokerage and what they'd"},{"startTime":2397.059,"endTime":2397.809,"body":"want to say about it."},{"startTime":2398.079,"endTime":2402.234,"body":"Some just don't care clear, like"},{"startTime":2398.079,"endTime":2402.234,"body":"just before we move on Rosie."},{"startTime":2402.294,"endTime":2405.554,"body":"So when you say you, you"},{"startTime":2402.294,"endTime":2405.554,"body":"clear it by your broker, are"},{"startTime":2405.554,"endTime":2408.384,"body":"you talking about each and"},{"startTime":2405.554,"endTime":2408.384,"body":"every deal or you clear your"},{"startTime":2408.384,"endTime":2410.724,"body":"overall business strategy"},{"startTime":2408.384,"endTime":2410.724,"body":"and say, I'm going to be"},{"startTime":2410.904,"endTime":2412.074,"body":"doing these types of deals."},{"startTime":2412.074,"endTime":2414.524,"body":"Is it a blanket agreement"},{"startTime":2412.074,"endTime":2414.524,"body":"or at a minimum?"},{"startTime":2414.644,"endTime":2416.924,"body":"We want at least that with your"},{"startTime":2414.644,"endTime":2416.924,"body":"brokerage, if you're doing in"},{"startTime":2416.924,"endTime":2419.374,"body":"the same state, that you're a"},{"startTime":2416.924,"endTime":2419.374,"body":"licensed agent, and then you're,"},{"startTime":2419.563,"endTime":2423.313,"body":"any transaction that you clear"},{"startTime":2419.563,"endTime":2423.313,"body":"as a wholesaler or investor,"},{"startTime":2423.313,"endTime":2426.067,"body":"or for yourself where you're an"},{"startTime":2423.313,"endTime":2426.067,"body":"agent in that state, you want"},{"startTime":2426.067,"endTime":2430.537,"body":"to have the person selling you"},{"startTime":2426.067,"endTime":2430.537,"body":"the property sign about 50 CYS."},{"startTime":2430.915,"endTime":2432.865,"body":"You're saying that you're not"},{"startTime":2430.915,"endTime":2432.865,"body":"acting as their fiduciary."},{"startTime":2432.865,"endTime":2435.085,"body":"That's the whole point a"},{"startTime":2432.865,"endTime":2435.085,"body":"realtor is a fiduciary."},{"startTime":2435.355,"endTime":2436.045,"body":"And guess what?"},{"startTime":2436.083,"endTime":2440.073,"body":"When I took my real estate"},{"startTime":2436.083,"endTime":2440.073,"body":"license in 2015, the test, I"},{"startTime":2440.073,"endTime":2441.093,"body":"almost fell out of my chair."},{"startTime":2441.093,"endTime":2443.733,"body":"When I'd read the realtors"},{"startTime":2441.093,"endTime":2443.733,"body":"work at E-Series is the only"},{"startTime":2443.733,"endTime":2446.389,"body":"part of the home study course"},{"startTime":2443.733,"endTime":2446.389,"body":"or whatever that I actually"},{"startTime":2446.389,"endTime":2448.479,"body":"remembered, because it was"},{"startTime":2446.389,"endTime":2448.479,"body":"like that doesn't even apply"},{"startTime":2448.479,"endTime":2450.519,"body":"to most the vast majority"},{"startTime":2448.479,"endTime":2450.519,"body":"of financial advisors."},{"startTime":2450.579,"endTime":2453.761,"body":"Aren't fiduciaries that will"},{"startTime":2450.579,"endTime":2453.761,"body":"work against you really quickly."},{"startTime":2454.271,"endTime":2457.061,"body":"If you don't get them to sign"},{"startTime":2454.271,"endTime":2457.061,"body":"up and be like this, guy's"},{"startTime":2457.061,"endTime":2459.071,"body":"not acting as a fiduciary."},{"startTime":2459.281,"endTime":2461.171,"body":"There's no brokerage"},{"startTime":2459.281,"endTime":2461.171,"body":"relationship."},{"startTime":2461.326,"endTime":2461.716,"body":"Basically."},{"startTime":2461.716,"endTime":2463.156,"body":"I'm not acting in"},{"startTime":2461.716,"endTime":2463.156,"body":"your best interest."},{"startTime":2463.156,"endTime":2464.296,"body":"I'm here to make a profit."},{"startTime":2464.695,"endTime":2467.125,"body":"If I'm buying this at 30"},{"startTime":2464.695,"endTime":2467.125,"body":"and I turn around and sell"},{"startTime":2467.125,"endTime":2469.56,"body":"it tomorrow at 70, are they"},{"startTime":2467.125,"endTime":2469.56,"body":"going to care about it?"},{"startTime":2469.91,"endTime":2472.21,"body":"You, how much, how difficult"},{"startTime":2469.91,"endTime":2472.21,"body":"can they make your life?"},{"startTime":2472.56,"endTime":2475.41,"body":"And that's the beautiful,"},{"startTime":2472.56,"endTime":2475.41,"body":"that's the best point of all."},{"startTime":2475.41,"endTime":2478.35,"body":"This is when you're honest with"},{"startTime":2475.41,"endTime":2478.35,"body":"people on appointments, right?"},{"startTime":2478.78,"endTime":2482.38,"body":"They, you have 99% chance"},{"startTime":2478.78,"endTime":2482.38,"body":"of getting something"},{"startTime":2482.38,"endTime":2483.54,"body":"signed with that."},{"startTime":2483.54,"endTime":2483.9,"body":"Perfect."},{"startTime":2483.9,"endTime":2484.53,"body":"Right there."},{"startTime":2484.53,"endTime":2485.16,"body":"Right then."},{"startTime":2485.43,"endTime":2488.85,"body":"So just to give you guys an"},{"startTime":2485.43,"endTime":2488.85,"body":"example, I got an appointment"},{"startTime":2489.18,"endTime":2490.71,"body":"from a realtor in Virginia."},{"startTime":2491.22,"endTime":2491.97,"body":"Thanks, Virginia."},{"startTime":2491.97,"endTime":2492.57,"body":"This week."},{"startTime":2492.92,"endTime":2495.552,"body":"They he gave me referrals"},{"startTime":2492.92,"endTime":2495.552,"body":"that, Hey, my mom, my"},{"startTime":2495.552,"endTime":2498.192,"body":"aunt, my grandfather"},{"startTime":2495.552,"endTime":2498.192,"body":"died, blah, blah, blah."},{"startTime":2498.672,"endTime":2501.582,"body":"It's a 200, it's a"},{"startTime":2498.672,"endTime":2501.582,"body":"300,000 on their house."},{"startTime":2501.763,"endTime":2503.383,"body":"Easy $300,000 house."},{"startTime":2503.803,"endTime":2506.613,"body":"They got an appraisal for two"},{"startTime":2503.803,"endTime":2506.613,"body":"10 because of the condition I"},{"startTime":2506.613,"endTime":2509.013,"body":"went there and told him, Hey,"},{"startTime":2506.613,"endTime":2509.013,"body":"I can sell this all day long"},{"startTime":2509.013,"endTime":2511.533,"body":"for two 60, two 75, fixed up."},{"startTime":2512.013,"endTime":2513.933,"body":"And I broke down exactly"},{"startTime":2512.013,"endTime":2513.933,"body":"what I'm going to do to"},{"startTime":2513.933,"endTime":2514.833,"body":"the house to fix it up."},{"startTime":2515.183,"endTime":2519.403,"body":"And we got down to $160,000"},{"startTime":2515.183,"endTime":2519.403,"body":"number, or I got them"},{"startTime":2519.403,"endTime":2522.223,"body":"down to got down to one"},{"startTime":2519.403,"endTime":2522.223,"body":"70 and I'd sold them."},{"startTime":2522.553,"endTime":2523.603,"body":"It's 45 days."},{"startTime":2523.603,"endTime":2526.243,"body":"If we list it, they're probably"},{"startTime":2523.603,"endTime":2526.243,"body":"going to knock you down anymore"},{"startTime":2526.243,"endTime":2527.503,"body":"because the condition is bad."},{"startTime":2527.884,"endTime":2530.194,"body":"Would you accept one 57?"},{"startTime":2530.381,"endTime":2531.641,"body":"They said, let me"},{"startTime":2530.381,"endTime":2531.641,"body":"think about it."},{"startTime":2531.641,"endTime":2533.081,"body":"Let me go talk to"},{"startTime":2531.641,"endTime":2533.081,"body":"one of the heirs."},{"startTime":2533.111,"endTime":2534.251,"body":"It took 24 hours."},{"startTime":2534.521,"endTime":2537.661,"body":"They came back with one"},{"startTime":2534.521,"endTime":2537.661,"body":"60 on a $300,000 house."},{"startTime":2537.661,"endTime":2539.851,"body":"I'm buying it for"},{"startTime":2537.661,"endTime":2539.851,"body":"a little over 50%"},{"startTime":2540.201,"endTime":2541.491,"body":"and broke the"},{"startTime":2540.201,"endTime":2541.491,"body":"numbers down to them."},{"startTime":2541.841,"endTime":2542.741,"body":"And I was honest with them."},{"startTime":2543.091,"endTime":2544.381,"body":"And what did you"},{"startTime":2543.091,"endTime":2544.381,"body":"get as a realtor?"},{"startTime":2544.381,"endTime":2545.131,"body":"This is what you get."},{"startTime":2545.161,"endTime":2546.951,"body":"If I buy the house,"},{"startTime":2545.161,"endTime":2546.951,"body":"that's right."},{"startTime":2547.301,"endTime":2548.561,"body":"I have something to add in here."},{"startTime":2548.603,"endTime":2552.113,"body":"So when we are, I actually"},{"startTime":2548.603,"endTime":2552.113,"body":"closed on a property last week."},{"startTime":2552.143,"endTime":2554.843,"body":"It's a very small deal, but I"},{"startTime":2552.143,"endTime":2554.843,"body":"love this cute little deals."},{"startTime":2554.861,"endTime":2557.452,"body":"It was a $60,000 home"},{"startTime":2554.861,"endTime":2557.452,"body":"that a homeowner has"},{"startTime":2557.452,"endTime":2559.552,"body":"not seen in two years."},{"startTime":2559.907,"endTime":2562.817,"body":"She has been awake and in"},{"startTime":2559.907,"endTime":2562.817,"body":"Kentucky and doesn't know"},{"startTime":2562.817,"endTime":2564.677,"body":"anything doesn't want to"},{"startTime":2562.817,"endTime":2564.677,"body":"turn on utilities, she's"},{"startTime":2564.677,"endTime":2567.107,"body":"frantic, and she doesn't"},{"startTime":2564.677,"endTime":2567.107,"body":"want to make payment for me"},{"startTime":2567.497,"endTime":2568.907,"body":"if the house was fixed up."},{"startTime":2569.327,"endTime":2572.173,"body":"And the one and a half"},{"startTime":2569.327,"endTime":2572.173,"body":"bath is converted into two"},{"startTime":2572.173,"endTime":2575.293,"body":"full bath, the value goes"},{"startTime":2572.173,"endTime":2575.293,"body":"way all the way to one 55."},{"startTime":2575.653,"endTime":2577.903,"body":"I actually personally"},{"startTime":2575.653,"endTime":2577.903,"body":"did a full CME with her,"},{"startTime":2577.903,"endTime":2579.373,"body":"showed her all the comps."},{"startTime":2579.703,"endTime":2582.913,"body":"And at the end, I just asked"},{"startTime":2579.703,"endTime":2582.913,"body":"her if I make you the offer"},{"startTime":2582.913,"endTime":2584.923,"body":"that you are willing to sell"},{"startTime":2582.913,"endTime":2584.923,"body":"to the contractor, would"},{"startTime":2584.923,"endTime":2585.943,"body":"you be willing to do it?"},{"startTime":2586.333,"endTime":2587.323,"body":"She said, yes."},{"startTime":2587.593,"endTime":2591.013,"body":"On our contract, we wrote"},{"startTime":2587.593,"endTime":2591.013,"body":"down that the buyer's a"},{"startTime":2591.043,"endTime":2592.453,"body":"licensed realtor in Texas."},{"startTime":2592.608,"endTime":2595.368,"body":"And the special provisions"},{"startTime":2592.608,"endTime":2595.368,"body":"we wrote down that a"},{"startTime":2595.368,"endTime":2598.068,"body":"buyer seller is not"},{"startTime":2595.368,"endTime":2598.068,"body":"representative represented"},{"startTime":2598.068,"endTime":2600.618,"body":"by any legal representation"},{"startTime":2598.068,"endTime":2600.618,"body":"for listing or buyer."},{"startTime":2600.678,"endTime":2603.408,"body":"And we wrote down in there"},{"startTime":2600.678,"endTime":2603.408,"body":"and please know if we are"},{"startTime":2603.408,"endTime":2606.588,"body":"transparent people signing"},{"startTime":2603.408,"endTime":2606.588,"body":"off on it, seller agrees to"},{"startTime":2606.588,"endTime":2609.468,"body":"sell the property below market"},{"startTime":2606.588,"endTime":2609.468,"body":"value in as is condition."},{"startTime":2609.618,"endTime":2610.728,"body":"Considering the repairs."},{"startTime":2611.088,"endTime":2614.028,"body":"When we had that transparent,"},{"startTime":2611.088,"endTime":2614.028,"body":"I don't know why somebody"},{"startTime":2614.028,"endTime":2615.018,"body":"would come up to us."},{"startTime":2615.018,"endTime":2615.768,"body":"And I agree."},{"startTime":2615.768,"endTime":2618.018,"body":"I do have my separate"},{"startTime":2615.768,"endTime":2618.018,"body":"LLC that I buy properties"},{"startTime":2618.018,"endTime":2620.418,"body":"under, and my brokerage"},{"startTime":2618.018,"endTime":2620.418,"body":"has no problem with it."},{"startTime":2620.928,"endTime":2622.878,"body":"And I am with Keller"},{"startTime":2620.928,"endTime":2622.878,"body":"Williams as well."},{"startTime":2623.102,"endTime":2626.492,"body":"And so if you do business with"},{"startTime":2623.102,"endTime":2626.492,"body":"full transparency, even normal"},{"startTime":2626.492,"endTime":2630.002,"body":"listings can great, become very"},{"startTime":2626.492,"endTime":2630.002,"body":"biased because not everyone is"},{"startTime":2630.002,"endTime":2631.382,"body":"looking for the highest dollar."},{"startTime":2631.562,"endTime":2634.442,"body":"Sometimes people's"},{"startTime":2631.562,"endTime":2634.442,"body":"convenience is money to them."},{"startTime":2634.442,"endTime":2636.572,"body":"Then extra few thousand"},{"startTime":2634.442,"endTime":2636.572,"body":"dollars on the market."},{"startTime":2636.872,"endTime":2639.242,"body":"And I have come to learn after"},{"startTime":2636.872,"endTime":2639.242,"body":"eight years in real estate."},{"startTime":2639.484,"endTime":2641.567,"body":"That's the police feel"},{"startTime":2639.484,"endTime":2641.567,"body":"confident to do your due"},{"startTime":2641.567,"endTime":2643.187,"body":"diligence and make an offer?"},{"startTime":2643.408,"endTime":2643.708,"body":"That's right."},{"startTime":2644.058,"endTime":2647.802,"body":"Yeah, I had I was actually gonna"},{"startTime":2644.058,"endTime":2647.802,"body":"want it to just make sure I"},{"startTime":2647.802,"endTime":2650.832,"body":"understood something correctly,"},{"startTime":2647.802,"endTime":2650.832,"body":"but I think Rosie just touched"},{"startTime":2650.832,"endTime":2653.682,"body":"on it so that I understand"},{"startTime":2650.832,"endTime":2653.682,"body":"correctly, that you were saying"},{"startTime":2653.682,"endTime":2659.367,"body":"that if I already have an LLC,"},{"startTime":2653.682,"endTime":2659.367,"body":"that I'm being paid through for"},{"startTime":2659.397,"endTime":2664.107,"body":"my real estate business as an"},{"startTime":2659.397,"endTime":2664.107,"body":"agent, is it, did I understand"},{"startTime":2664.107,"endTime":2670.467,"body":"correctly that it's best if"},{"startTime":2664.107,"endTime":2670.467,"body":"I open a second separate LLC?"},{"startTime":2670.654,"endTime":2671.174,"body":"Absolutely."},{"startTime":2671.534,"endTime":2672.404,"body":"You don't want to come."},{"startTime":2672.404,"endTime":2673.844,"body":"You don't co-mingle activity."},{"startTime":2674.194,"endTime":2676.624,"body":"Like what, when you do"},{"startTime":2674.194,"endTime":2676.624,"body":"entity structuring and"},{"startTime":2676.624,"endTime":2679.744,"body":"asset protection, start"},{"startTime":2676.624,"endTime":2679.744,"body":"in the courtroom and work"},{"startTime":2679.744,"endTime":2682.696,"body":"backwards, like imagine"},{"startTime":2679.744,"endTime":2682.696,"body":"you're in that situation"},{"startTime":2682.696,"endTime":2684.436,"body":"where you have been sued."},{"startTime":2684.896,"endTime":2687.986,"body":"For something you didn't do"},{"startTime":2684.896,"endTime":2687.986,"body":"wrong and you have to, you have"},{"startTime":2688.016,"endTime":2689.246,"body":"that's your burden of proof."},{"startTime":2689.334,"endTime":2693.126,"body":"So think about like how"},{"startTime":2689.334,"endTime":2693.126,"body":"clear of a ruling it would"},{"startTime":2693.126,"endTime":2695.376,"body":"be if you said, okay,"},{"startTime":2693.126,"endTime":2695.376,"body":"here's the checkbook here?"},{"startTime":2695.423,"endTime":2698.593,"body":"Here's the P and L the balance"},{"startTime":2695.423,"endTime":2698.593,"body":"sheet, the op the articles,"},{"startTime":2699.103,"endTime":2700.813,"body":"all the LLC docs for this."},{"startTime":2701.323,"endTime":2703.963,"body":"And here's the same thing"},{"startTime":2701.323,"endTime":2703.963,"body":"for my brokerage entity."},{"startTime":2704.473,"endTime":2706.447,"body":"And it's a closed case, right?"},{"startTime":2706.447,"endTime":2708.367,"body":"Like you can easily"},{"startTime":2706.447,"endTime":2708.367,"body":"defend yourself."},{"startTime":2708.397,"endTime":2710.377,"body":"I don't think you're doing"},{"startTime":2708.397,"endTime":2710.377,"body":"anything wrong, but if you're"},{"startTime":2710.377,"endTime":2712.567,"body":"commingling, that makes"},{"startTime":2710.377,"endTime":2712.567,"body":"that argument a little,"},{"startTime":2712.597,"endTime":2715.177,"body":"it's a little more of a"},{"startTime":2712.597,"endTime":2715.177,"body":"gray area, right there."},{"startTime":2715.177,"endTime":2716.718,"body":"There's a a lot"},{"startTime":2715.177,"endTime":2716.718,"body":"more to argue about."},{"startTime":2716.718,"endTime":2718.848,"body":"So just make it clear,"},{"startTime":2716.718,"endTime":2718.848,"body":"black and white."},{"startTime":2718.909,"endTime":2723.013,"body":"It's a few extra, maybe a few"},{"startTime":2718.909,"endTime":2723.013,"body":"extra hundred dollars a year to"},{"startTime":2723.013,"endTime":2726.823,"body":"have to maintain that other LFC,"},{"startTime":2723.013,"endTime":2726.823,"body":"but it's worth it as insurance."},{"startTime":2727.057,"endTime":2731.467,"body":"So that's for wholesaling and"},{"startTime":2727.057,"endTime":2731.467,"body":"assigning, you would use that."},{"startTime":2731.912,"endTime":2732.572,"body":"Anything."},{"startTime":2732.572,"endTime":2735.263,"body":"So you have to decide that,"},{"startTime":2732.572,"endTime":2735.263,"body":"maybe that is a holding"},{"startTime":2735.263,"endTime":2736.793,"body":"company as well as wholesaling."},{"startTime":2736.823,"endTime":2738.893,"body":"So you generate cash"},{"startTime":2736.823,"endTime":2738.893,"body":"through wholesaling, but"},{"startTime":2738.893,"endTime":2741.383,"body":"when you hold an asset that"},{"startTime":2738.893,"endTime":2741.383,"body":"becomes a holding company."},{"startTime":2741.923,"endTime":2744.768,"body":"And my advice is roll up,"},{"startTime":2741.923,"endTime":2744.768,"body":"roll the assets in the land,"},{"startTime":2744.768,"endTime":2746.962,"body":"trust property of the LLC."},{"startTime":2747.022,"endTime":2749.962,"body":"So you have a layer of"},{"startTime":2747.022,"endTime":2749.962,"body":"anonymity, even more"},{"startTime":2749.962,"endTime":2752.392,"body":"protection if somebody comes"},{"startTime":2749.962,"endTime":2752.392,"body":"looking for your assets."},{"startTime":2752.742,"endTime":2753.102,"body":"Okay."},{"startTime":2753.372,"endTime":2757.407,"body":"And then as far as assigning"},{"startTime":2753.372,"endTime":2757.407,"body":"something, how long would"},{"startTime":2757.407,"endTime":2759.267,"body":"you say give or take?"},{"startTime":2759.267,"endTime":2761.577,"body":"And I know it's different"},{"startTime":2759.267,"endTime":2761.577,"body":"for everything, but just a"},{"startTime":2761.577,"endTime":2765.177,"body":"rough estimate that it would"},{"startTime":2761.577,"endTime":2765.177,"body":"take to, I don't even want to"},{"startTime":2765.177,"endTime":2768.987,"body":"use the word, convert some,"},{"startTime":2765.177,"endTime":2768.987,"body":"a client into a wholesales"},{"startTime":2768.987,"endTime":2770.337,"body":"for long story short."},{"startTime":2770.445,"endTime":2774.335,"body":"I had the conversation"},{"startTime":2770.445,"endTime":2774.335,"body":"with with someone who"},{"startTime":2774.575,"endTime":2777.485,"body":"may want to wholesale."},{"startTime":2777.64,"endTime":2781.948,"body":"And, but I came as a realtor"},{"startTime":2777.64,"endTime":2781.948,"body":"and then presented them options"},{"startTime":2781.948,"endTime":2786.228,"body":"either regular route as real"},{"startTime":2781.948,"endTime":2786.228,"body":"estate, or, investor can buy"},{"startTime":2786.25,"endTime":2789.7,"body":"can buy the asset from you"},{"startTime":2786.25,"endTime":2789.7,"body":"quickly and all that stuff."},{"startTime":2790.21,"endTime":2794.512,"body":"And from there, it turned into"},{"startTime":2790.21,"endTime":2794.512,"body":"what one of the three heirs"},{"startTime":2794.512,"endTime":2796.102,"body":"was extremely aggressive."},{"startTime":2796.162,"endTime":2798.502,"body":"And then they said, all right,"},{"startTime":2796.162,"endTime":2798.502,"body":"we're going to talk about it."},{"startTime":2798.502,"endTime":2800.182,"body":"I keep following up with them."},{"startTime":2800.302,"endTime":2804.474,"body":"And I asked the PR,  if"},{"startTime":2800.302,"endTime":2804.474,"body":"you ha, if you had it your"},{"startTime":2804.474,"endTime":2805.674,"body":"way, what would you do?"},{"startTime":2806.064,"endTime":2809.296,"body":"And she said I would sell it"},{"startTime":2806.064,"endTime":2809.296,"body":"right away cash for the offer"},{"startTime":2809.296,"endTime":2810.624,"body":"that that your investor made."},{"startTime":2810.853,"endTime":2812.923,"body":"But it looks like they"},{"startTime":2810.853,"endTime":2812.923,"body":"have to make a decision."},{"startTime":2813.283,"endTime":2816.583,"body":"So I gave them all options,"},{"startTime":2813.283,"endTime":2816.583,"body":"literally all options, either"},{"startTime":2816.583,"endTime":2820.062,"body":"standard brokerage sale"},{"startTime":2816.583,"endTime":2820.062,"body":"going through an investor"},{"startTime":2820.122,"endTime":2823.122,"body":"or keeping the asset and"},{"startTime":2820.122,"endTime":2823.122,"body":"leasing it if they need to."},{"startTime":2823.108,"endTime":2825.944,"body":"I'm just trying to"},{"startTime":2823.108,"endTime":2825.944,"body":"figure out, is it normal?"},{"startTime":2825.944,"endTime":2827.354,"body":"That it's been"},{"startTime":2825.944,"endTime":2827.354,"body":"about three weeks."},{"startTime":2827.354,"endTime":2830.654,"body":"I'm still in front of them, but"},{"startTime":2827.354,"endTime":2830.654,"body":"I feel like that's kinda long."},{"startTime":2830.844,"endTime":2832.974,"body":"You're just waiting for"},{"startTime":2830.844,"endTime":2832.974,"body":"somebody to take your spot."},{"startTime":2833.324,"endTime":2833.684,"body":"Yeah."},{"startTime":2833.844,"endTime":2834.354,"body":"Yeah."},{"startTime":2834.704,"endTime":2835.574,"body":"Kills all deals."},{"startTime":2835.924,"endTime":2837.514,"body":"How much are their"},{"startTime":2835.924,"endTime":2837.514,"body":"property taxes?"},{"startTime":2837.864,"endTime":2842.054,"body":"One point right around"},{"startTime":2837.864,"endTime":2842.054,"body":"one and a quarter present."},{"startTime":2842.404,"endTime":2844.464,"body":"So for figuring out"},{"startTime":2842.404,"endTime":2844.464,"body":"the dollar amount."},{"startTime":2844.814,"endTime":2847.724,"body":"Yeah, the dollar amount of the"},{"startTime":2844.814,"endTime":2847.724,"body":"holding costs, the insurance,"},{"startTime":2847.724,"endTime":2851.954,"body":"the property taxes, utilities,"},{"startTime":2847.724,"endTime":2851.954,"body":"the lawn care, whatever that is."},{"startTime":2852.304,"endTime":2854.556,"body":"And even if you have to"},{"startTime":2852.304,"endTime":2854.556,"body":"estimate it, look at homes in"},{"startTime":2854.556,"endTime":2858.216,"body":"the neighborhood and call them"},{"startTime":2854.556,"endTime":2858.216,"body":"back and reconnect and say,"},{"startTime":2858.216,"endTime":2860.736,"body":"listen, I don't know if you"},{"startTime":2858.216,"endTime":2860.736,"body":"guys are aware of this most"},{"startTime":2860.736,"endTime":2863.466,"body":"families aren't because you"},{"startTime":2860.736,"endTime":2863.466,"body":"have so much to think about"},{"startTime":2863.466,"endTime":2867.336,"body":"finances, not the thing that's"},{"startTime":2863.466,"endTime":2867.336,"body":"front of mind, but you're losing"},{"startTime":2867.336,"endTime":2872.946,"body":"$140 a week on this property"},{"startTime":2867.336,"endTime":2872.946,"body":"or whatever that is $67 a day"},{"startTime":2873.188,"endTime":2876.308,"body":"and create a little urgency"},{"startTime":2873.188,"endTime":2876.308,"body":"with the finance side of this."},{"startTime":2876.308,"endTime":2878.689,"body":"And it's you told me you"},{"startTime":2876.308,"endTime":2878.689,"body":"want to cash every day."},{"startTime":2878.882,"endTime":2881.192,"body":"We're taking $67 off of that."},{"startTime":2881.402,"endTime":2882.542,"body":"You are, I'm not."},{"startTime":2882.872,"endTime":2884.792,"body":"That's an expense of the estate."},{"startTime":2884.912,"endTime":2887.954,"body":"And so the beneficiaries"},{"startTime":2884.912,"endTime":2887.954,"body":"and your family are"},{"startTime":2887.954,"endTime":2890.204,"body":"getting $67 a day, less."},{"startTime":2890.504,"endTime":2891.824,"body":"My price hasn't changed."},{"startTime":2892.034,"endTime":2894.284,"body":"Here's a purchase agreement"},{"startTime":2892.034,"endTime":2894.284,"body":"and here's a blue pen."},{"startTime":2894.764,"endTime":2897.527,"body":"Let's do this, but you're"},{"startTime":2894.764,"endTime":2897.527,"body":"waiting for someone"},{"startTime":2897.527,"endTime":2898.487,"body":"to take that deal."},{"startTime":2898.648,"endTime":2901.378,"body":"They've already told you"},{"startTime":2898.648,"endTime":2901.378,"body":"what they want now, what"},{"startTime":2901.378,"endTime":2903.358,"body":"thing you need to give"},{"startTime":2901.378,"endTime":2903.358,"body":"them what they need."},{"startTime":2903.358,"endTime":2906.858,"body":"And that's leadership  make"},{"startTime":2903.358,"endTime":2906.858,"body":"them comfortable, make, let them"},{"startTime":2906.858,"endTime":2909.606,"body":"know that you're honest, you"},{"startTime":2906.858,"endTime":2909.606,"body":"have integrity, and you're going"},{"startTime":2909.606,"endTime":2912.486,"body":"to lead them through this and"},{"startTime":2909.606,"endTime":2912.486,"body":"get it done, but quit the damn"},{"startTime":2912.486,"endTime":2915.726,"body":"procrastinating because they are"},{"startTime":2912.486,"endTime":2915.726,"body":"losing money on a daily basis."},{"startTime":2915.939,"endTime":2917.689,"body":"If you want to split the"},{"startTime":2915.939,"endTime":2917.689,"body":"deal, I'll call him for you."},{"startTime":2918.039,"endTime":2918.519,"body":"Just kidding."},{"startTime":2918.869,"endTime":2920.579,"body":"If we go thirds, I'll"},{"startTime":2918.869,"endTime":2920.579,"body":"come behind them and"},{"startTime":2920.579,"endTime":2921.629,"body":"cleaning up his mess."},{"startTime":2921.929,"endTime":2922.349,"body":"Yeah."},{"startTime":2922.379,"endTime":2924.118,"body":"Because I'm sloppy,"},{"startTime":2922.379,"endTime":2924.118,"body":"but I get things done"},{"startTime":2924.273,"endTime":2926.663,"body":"calling you by the way, Dave,"},{"startTime":2924.273,"endTime":2926.663,"body":"I don't know if you get up."},{"startTime":2927.013,"endTime":2929.5,"body":"The guy put you in touch"},{"startTime":2927.013,"endTime":2929.5,"body":"with, by email, I've reached"},{"startTime":2929.5,"endTime":2931.99,"body":"out to him and nothing there"},{"startTime":2929.5,"endTime":2931.99,"body":"yet, but I'm seeing him in a"},{"startTime":2931.99,"endTime":2934.78,"body":"couple of days, so I'll make"},{"startTime":2931.99,"endTime":2934.78,"body":"sure he reaches out go, man."},{"startTime":2935.17,"endTime":2935.35,"body":"Cool."},{"startTime":2935.68,"endTime":2936.25,"body":"Thanks Ben."},{"startTime":2936.31,"endTime":2940.549,"body":"Next up we have Meera I so I"},{"startTime":2936.31,"endTime":2940.549,"body":"just wanted to piggyback on"},{"startTime":2940.549,"endTime":2944.058,"body":"what Rosie had said regarding"},{"startTime":2940.549,"endTime":2944.058,"body":"the letter, getting something"},{"startTime":2944.058,"endTime":2947.082,"body":"in writing that says if you"},{"startTime":2944.058,"endTime":2947.082,"body":"started a conversation as a"},{"startTime":2947.082,"endTime":2950.952,"body":"realtor with a prospective"},{"startTime":2947.082,"endTime":2950.952,"body":"seller, but then decided to"},{"startTime":2950.952,"endTime":2952.482,"body":"purchase the property yourself."},{"startTime":2952.503,"endTime":2955.608,"body":"I'm in New Jersey and"},{"startTime":2952.503,"endTime":2955.608,"body":"everything is like, everything"},{"startTime":2955.608,"endTime":2957.678,"body":"is legal here in terms"},{"startTime":2955.608,"endTime":2957.678,"body":"of you, you just have to"},{"startTime":2957.678,"endTime":2958.818,"body":"think legal for everything."},{"startTime":2959.285,"endTime":2961.985,"body":"My intention wasn't to purchase"},{"startTime":2959.285,"endTime":2961.985,"body":"this property from the client,"},{"startTime":2961.985,"endTime":2963.035,"body":"it was to help her out."},{"startTime":2963.065,"endTime":2964.902,"body":"Uh, Parents, one"},{"startTime":2963.065,"endTime":2964.902,"body":"parent died from COVID."},{"startTime":2964.902,"endTime":2967.452,"body":"The other one had"},{"startTime":2964.902,"endTime":2967.452,"body":"dementia living in a"},{"startTime":2967.499,"endTime":2968.669,"body":"assisted living community."},{"startTime":2968.669,"endTime":2970.829,"body":"And she was, she had the"},{"startTime":2968.669,"endTime":2970.829,"body":"power of attorney and"},{"startTime":2970.829,"endTime":2971.759,"body":"she just needed help."},{"startTime":2971.789,"endTime":2975.28,"body":"So I reached out to her and"},{"startTime":2971.789,"endTime":2975.28,"body":"I hadn't seen the property"},{"startTime":2975.28,"endTime":2978.97,"body":"until a couple months later"},{"startTime":2975.28,"endTime":2978.97,"body":"when the intention was always"},{"startTime":2978.97,"endTime":2981.28,"body":"to put it up for sale, I"},{"startTime":2978.97,"endTime":2981.28,"body":"thought it was in decent"},{"startTime":2981.28,"endTime":2984.82,"body":"condition, but when I went"},{"startTime":2981.28,"endTime":2984.82,"body":"and saw it, it was just trash."},{"startTime":2985.27,"endTime":2989.55,"body":"So I said to her, look,"},{"startTime":2985.27,"endTime":2989.55,"body":"if you go to an investor,"},{"startTime":2989.58,"endTime":2990.9,"body":"you're not going to get much."},{"startTime":2991.2,"endTime":2993.03,"body":"I'm going to give you a little"},{"startTime":2991.2,"endTime":2993.03,"body":"bit more than an investor."},{"startTime":2993.03,"endTime":2995.85,"body":"And I offered her a dollar"},{"startTime":2993.03,"endTime":2995.85,"body":"figure and she jumped on it."},{"startTime":2995.85,"endTime":2997.05,"body":"So obviously I offered too much."},{"startTime":2997.135,"endTime":3000.105,"body":"But the thing is I was helping"},{"startTime":2997.135,"endTime":3000.105,"body":"out and it was my first"},{"startTime":3000.105,"endTime":3001.845,"body":"time trying to do a flip."},{"startTime":3001.851,"endTime":3004.334,"body":"The point is that I talked"},{"startTime":3001.851,"endTime":3004.334,"body":"to my attorney, I talked"},{"startTime":3004.334,"endTime":3006.824,"body":"to my broker, my attorney"},{"startTime":3004.334,"endTime":3006.824,"body":"said, talk to your broker."},{"startTime":3006.824,"endTime":3010.012,"body":"It's really, your brokers"},{"startTime":3006.824,"endTime":3010.012,"body":"rules as to whether you"},{"startTime":3010.012,"endTime":3011.272,"body":"can purchase this property."},{"startTime":3011.572,"endTime":3013.672,"body":"And what do you"},{"startTime":3011.572,"endTime":3013.672,"body":"need to disclose?"},{"startTime":3013.762,"endTime":3016.822,"body":"Because in reality, I was"},{"startTime":3013.762,"endTime":3016.822,"body":"acting as her realtor first."},{"startTime":3016.984,"endTime":3019.054,"body":"So we, we just wrote up"},{"startTime":3016.984,"endTime":3019.054,"body":"another letter and all the"},{"startTime":3019.054,"endTime":3020.584,"body":"attorneys were fine with it."},{"startTime":3020.648,"endTime":3024.348,"body":"Just to protect me, but I"},{"startTime":3020.648,"endTime":3024.348,"body":"also always every property I"},{"startTime":3024.358,"endTime":3026.178,"body":"purchased, I create a new LLC."},{"startTime":3026.658,"endTime":3029.353,"body":"So I don't have one LLC"},{"startTime":3026.658,"endTime":3029.353,"body":"and all these sub LLCs."},{"startTime":3029.383,"endTime":3031.933,"body":"I just create a new one"},{"startTime":3029.383,"endTime":3031.933,"body":"specific to that property."},{"startTime":3032.109,"endTime":3035.679,"body":"Now, do you recommend"},{"startTime":3032.109,"endTime":3035.679,"body":"that or do you recommend."},{"startTime":3036.019,"endTime":3037.969,"body":"That can get costly and complex."},{"startTime":3038.026,"endTime":3041.566,"body":"I would recommend the similar"},{"startTime":3038.026,"endTime":3041.566,"body":"structure as a series LLC."},{"startTime":3041.806,"endTime":3043.619,"body":"So you can have your"},{"startTime":3041.806,"endTime":3043.619,"body":"parents and then have a"},{"startTime":3043.619,"endTime":3045.539,"body":"series of smaller LLC."},{"startTime":3045.629,"endTime":3047.639,"body":"And a lot of people"},{"startTime":3045.629,"endTime":3047.639,"body":"will let Lobell it up to"},{"startTime":3047.669,"endTime":3050.009,"body":"three to five properties"},{"startTime":3047.669,"endTime":3050.009,"body":"in each of the series."},{"startTime":3050.173,"endTime":3052.994,"body":"So you're basically"},{"startTime":3050.173,"endTime":3052.994,"body":"compartmentalizing the risk."},{"startTime":3053.084,"endTime":3055.544,"body":"So if you were to be sued"},{"startTime":3053.084,"endTime":3055.544,"body":"from one of your series,"},{"startTime":3055.544,"endTime":3058.754,"body":"one of your series holding"},{"startTime":3055.544,"endTime":3058.754,"body":"companies that damage could"},{"startTime":3058.754,"endTime":3062.654,"body":"be is likely to be contained"},{"startTime":3058.754,"endTime":3062.654,"body":"within that sell so to speak."},{"startTime":3062.856,"endTime":3066.339,"body":"Having one for every single"},{"startTime":3062.856,"endTime":3066.339,"body":"property, you can never be."},{"startTime":3066.754,"endTime":3070.047,"body":"Like if you plan on building"},{"startTime":3066.754,"endTime":3070.047,"body":"wealth and having tenants,"},{"startTime":3070.283,"endTime":3073.373,"body":"then you can never be"},{"startTime":3070.283,"endTime":3073.373,"body":"too careful, I guess it's"},{"startTime":3073.373,"endTime":3074.543,"body":"asset protection, right?"},{"startTime":3074.603,"endTime":3077.411,"body":"If the cost is not eating you"},{"startTime":3074.603,"endTime":3077.411,"body":"alive and if the maintenance"},{"startTime":3077.411,"endTime":3080.626,"body":"isn't, it, it's certainly a safe"},{"startTime":3077.411,"endTime":3080.626,"body":"way to do it, but it could be,"},{"startTime":3080.656,"endTime":3084.392,"body":"you could be overly cautious"},{"startTime":3080.656,"endTime":3084.392,"body":"with having, one or the other"},{"startTime":3084.392,"endTime":3086.82,"body":"thing mirror I want to, I'll"},{"startTime":3084.392,"endTime":3086.82,"body":"go back to one of the things"},{"startTime":3086.82,"endTime":3090.3,"body":"I do is I'll have an LLC and"},{"startTime":3086.82,"endTime":3090.3,"body":"then the actual title to the"},{"startTime":3090.3,"endTime":3092.37,"body":"property is in a land trust."},{"startTime":3092.88,"endTime":3095.1,"body":"So the land trust doesn't"},{"startTime":3092.88,"endTime":3095.1,"body":"give you the legal"},{"startTime":3095.1,"endTime":3097.68,"body":"protection of an LLC, but"},{"startTime":3095.1,"endTime":3097.68,"body":"it gives you an amenity."},{"startTime":3098.19,"endTime":3101.041,"body":"So if you're, if a, if an"},{"startTime":3098.19,"endTime":3101.041,"body":"attorney's looking for, someone"},{"startTime":3101.041,"endTime":3103.741,"body":"to Sue, they're looking for"},{"startTime":3101.041,"endTime":3103.741,"body":"somebody with assets, otherwise"},{"startTime":3103.741,"endTime":3104.911,"body":"they're wasting their time."},{"startTime":3104.905,"endTime":3108.385,"body":"So if a tenant tries to pick"},{"startTime":3104.905,"endTime":3108.385,"body":"something with you and Sue"},{"startTime":3108.385,"endTime":3111.179,"body":"you if the attorney goes"},{"startTime":3108.385,"endTime":3111.179,"body":"looking for assets and he's."},{"startTime":3111.409,"endTime":3114.386,"body":"It's one, two, three Walnut"},{"startTime":3111.409,"endTime":3114.386,"body":"street, four or five, six"},{"startTime":3114.386,"endTime":3118.201,"body":"Francis Avenue, land trust"},{"startTime":3114.386,"endTime":3118.201,"body":"that there's no tie back to"},{"startTime":3118.201,"endTime":3122.356,"body":"your name, or your LLC name, so"},{"startTime":3118.201,"endTime":3122.356,"body":"that, that can be a much more"},{"startTime":3122.356,"endTime":3125.016,"body":"affordable way to get anonymity."},{"startTime":3125.046,"endTime":3128.496,"body":"And then you still have the"},{"startTime":3125.046,"endTime":3128.496,"body":"strength of the LLC from a legal"},{"startTime":3128.556,"endTime":3130.216,"body":"protection, legal standpoint."},{"startTime":3130.467,"endTime":3132.987,"body":"So that's how I've"},{"startTime":3130.467,"endTime":3132.987,"body":"structured my stuff."},{"startTime":3133.055,"endTime":3137.047,"body":"As a holding company, as an"},{"startTime":3133.055,"endTime":3137.047,"body":"LLC, taxed as an S Corp with"},{"startTime":3137.077,"endTime":3140.617,"body":"a series of land trusts, one"},{"startTime":3137.077,"endTime":3140.617,"body":"for each property, each asset."},{"startTime":3140.853,"endTime":3141.333,"body":"Okay."},{"startTime":3141.393,"endTime":3144.333,"body":"Yeah, mine, mine are all single"},{"startTime":3141.393,"endTime":3144.333,"body":"member, but I'll have to talk"},{"startTime":3144.333,"endTime":3145.353,"body":"to the attorney about that."},{"startTime":3145.703,"endTime":3145.943,"body":"Yep."},{"startTime":3146.463,"endTime":3147.951,"body":"Tenants from a tax standpoint."},{"startTime":3147.952,"endTime":3150.622,"body":"Having single member, LLC,"},{"startTime":3147.952,"endTime":3150.622,"body":"it's all gonna flow through on"},{"startTime":3150.682,"endTime":3154.762,"body":"your schedule C anyway, so it's"},{"startTime":3150.682,"endTime":3154.762,"body":"not, but if you ever do get"},{"startTime":3154.762,"endTime":3158.332,"body":"partners, that's when multiple"},{"startTime":3154.762,"endTime":3158.332,"body":"LLC can get really costly,"},{"startTime":3158.372,"endTime":3159.752,"body":"when you're not single member."},{"startTime":3159.81,"endTime":3162.785,"body":"Or if it's not if it's two"},{"startTime":3159.81,"endTime":3162.785,"body":"members and not a spouse, then"},{"startTime":3162.785,"endTime":3165.485,"body":"you have to start filing tax"},{"startTime":3162.785,"endTime":3165.485,"body":"returns for each of those."},{"startTime":3165.485,"endTime":3167.225,"body":"And they can really add up then."},{"startTime":3167.383,"endTime":3167.893,"body":"Okay."},{"startTime":3168.343,"endTime":3168.823,"body":"Sounds good."},{"startTime":3168.823,"endTime":3169.243,"body":"Thank you."},{"startTime":3169.593,"endTime":3170.103,"body":"All right."},{"startTime":3170.323,"endTime":3173.608,"body":"Guys, anybody else have anything"},{"startTime":3170.323,"endTime":3173.608,"body":"they want to cover today?"},{"startTime":3173.698,"endTime":3174.718,"body":"Any questions?"},{"startTime":3174.888,"endTime":3176.208,"body":"Lots of participation today."},{"startTime":3176.238,"endTime":3177.288,"body":"Thank you guys for that."},{"startTime":3177.288,"endTime":3181.133,"body":"It's always more fun when"},{"startTime":3177.288,"endTime":3181.133,"body":"everyone participates anybody"},{"startTime":3181.133,"endTime":3184.403,"body":"have anything, any hands up, any"},{"startTime":3181.133,"endTime":3184.403,"body":"questions, comments, statements."},{"startTime":3184.625,"endTime":3185.645,"body":"All right, we'll wrap it up."},{"startTime":3185.995,"endTime":3186.775,"body":"This is Robert."},{"startTime":3187.215,"endTime":3188.775,"body":"I've got a question for David."},{"startTime":3188.805,"endTime":3193.472,"body":"I wanted to get a copy of that"},{"startTime":3188.805,"endTime":3193.472,"body":"pamphlet you send out and you"},{"startTime":3193.472,"endTime":3197.282,"body":"sent me a link, but it had no"},{"startTime":3193.472,"endTime":3197.282,"body":"went nowhere, a PayPal thing."},{"startTime":3197.282,"endTime":3199.022,"body":"Could you resend"},{"startTime":3197.282,"endTime":3199.022,"body":"that to me please?"},{"startTime":3199.022,"endTime":3199.322,"body":"David."},{"startTime":3199.672,"endTime":3200.542,"body":"So it was this again?"},{"startTime":3200.892,"endTime":3204.072,"body":"Oh yeah, absolutely"},{"startTime":3200.892,"endTime":3204.072,"body":"week or so ago."},{"startTime":3204.422,"endTime":3208.38,"body":"And one of the Gary tried to  do"},{"startTime":3204.422,"endTime":3208.38,"body":"the link that you had provided"},{"startTime":3208.535,"endTime":3210.254,"body":"and it just didn't work for me."},{"startTime":3210.764,"endTime":3211.094,"body":"Okay."},{"startTime":3211.274,"endTime":3211.754,"body":"No problem, man."},{"startTime":3212.264,"endTime":3212.654,"body":"Okay."},{"startTime":3213.074,"endTime":3214.164,"body":"Chad's coaching, but yeah."},{"startTime":3214.319,"endTime":3214.979,"body":"All right, guys."},{"startTime":3215.329,"endTime":3215.989,"body":"I appreciate it."},{"startTime":3216.229,"endTime":3216.829,"body":"Yeah."},{"startTime":3217.259,"endTime":3217.757,"body":"We'll talk."},{"startTime":3217.847,"endTime":3219.045,"body":"Thanks everybody."},{"startTime":3219.135,"endTime":3219.825,"body":"Have a good week."},{"startTime":3219.825,"endTime":3221.835,"body":"If you need anything"},{"startTime":3219.825,"endTime":3221.835,"body":"as always work"},{"startTime":3222.045,"endTime":3224.415,"body":"support@magnumhopelessproject.com."},{"startTime":3224.415,"endTime":3226.185,"body":"We'll get you on the phone"},{"startTime":3224.415,"endTime":3226.185,"body":"with the right person."},{"startTime":3226.575,"endTime":3229.305,"body":"Thanks so much for everybody"},{"startTime":3226.575,"endTime":3229.305,"body":"who participated and"},{"startTime":3229.305,"endTime":3230.073,"body":"we'll see you next week."},{"startTime":3230.403,"endTime":3230.853,"body":"Have a great day."},{"startTime":3231.203,"endTime":3231.413,"body":"Thanks."}]}