{"version":"1.0.0","segments":[{"startTime":0.06,"endTime":2.97,"body":"Welcome everybody to the"},{"startTime":0.06,"endTime":2.97,"body":"probate mastery, weekly"},{"startTime":2.97,"endTime":4.83,"body":"group coaching call Rosie."},{"startTime":4.83,"endTime":5.43,"body":"You're back."},{"startTime":5.49,"endTime":7.23,"body":"Good to see you"},{"startTime":5.49,"endTime":7.23,"body":"here, bill gross."},{"startTime":7.26,"endTime":8.22,"body":"Thanks for being here, sir."},{"startTime":8.57,"endTime":9.98,"body":"How can we serve you guys today?"},{"startTime":10.28,"endTime":13.01,"body":"Does anybody have anything"},{"startTime":10.28,"endTime":13.01,"body":"you're want to work on?"},{"startTime":13.02,"endTime":17.21,"body":"Have questions about any topic,"},{"startTime":13.02,"endTime":17.21,"body":"any transaction engineering"},{"startTime":17.36,"endTime":18.65,"body":"who's got appointments"},{"startTime":17.36,"endTime":18.65,"body":"this week."},{"startTime":18.806,"endTime":21.236,"body":"I have a question on"},{"startTime":18.806,"endTime":21.236,"body":"the missing heir okay."},{"startTime":21.536,"endTime":24.116,"body":"Hi, everyone Rosie Hayer"},{"startTime":21.536,"endTime":24.116,"body":"from Austin, Texas."},{"startTime":24.166,"endTime":25.304,"body":"So I have this better."},{"startTime":25.326,"endTime":27.786,"body":"B our brother passed away."},{"startTime":28.176,"endTime":30.486,"body":"Had no children, no one."},{"startTime":30.606,"endTime":35.473,"body":"He was just a single guy"},{"startTime":30.606,"endTime":35.473,"body":"houses left to mom and sister."},{"startTime":35.77,"endTime":39.407,"body":"And one of the sister has passed"},{"startTime":35.77,"endTime":39.407,"body":"away when we had one son and"},{"startTime":39.407,"endTime":41.717,"body":"that nephew cannot be located."},{"startTime":41.894,"endTime":43.96,"body":"They have they've been"},{"startTime":41.894,"endTime":43.96,"body":"waiting on this for"},{"startTime":43.96,"endTime":45.04,"body":"six, seven months now."},{"startTime":45.07,"endTime":47.92,"body":"They hired a group of private"},{"startTime":45.07,"endTime":47.92,"body":"investigator, according"},{"startTime":47.92,"endTime":49.12,"body":"to them, he was on drugs."},{"startTime":49.163,"endTime":50.393,"body":"They don't know where he is."},{"startTime":50.393,"endTime":51.653,"body":"He's nowhere to be found."},{"startTime":51.783,"endTime":54.333,"body":"I reached out to real estate"},{"startTime":51.783,"endTime":54.333,"body":"attorney there already with the"},{"startTime":54.333,"endTime":57.556,"body":"probate attorney when I met them"},{"startTime":54.333,"endTime":57.556,"body":"my registered attorney said that"},{"startTime":57.556,"endTime":58.816,"body":"we need to go through a probate."},{"startTime":59.206,"endTime":61.576,"body":"Their probate guy said"},{"startTime":59.206,"endTime":61.576,"body":"that you can't do anything."},{"startTime":61.606,"endTime":63.496,"body":"Even if you try sell the"},{"startTime":61.606,"endTime":63.496,"body":"property, you're going"},{"startTime":63.496,"endTime":64.546,"body":"to come back to court."},{"startTime":64.685,"endTime":66.905,"body":"So I know there are other"},{"startTime":64.685,"endTime":66.905,"body":"missing years out there and"},{"startTime":66.905,"endTime":68.015,"body":"how should we go about it?"},{"startTime":68.315,"endTime":70.085,"body":"And the only way I know to"},{"startTime":68.315,"endTime":70.085,"body":"get through this, as well as"},{"startTime":70.085,"endTime":74.015,"body":"private investigators and the"},{"startTime":70.085,"endTime":74.015,"body":"question usually becomes well,"},{"startTime":74.015,"endTime":75.005,"body":"who's going to pay for that."},{"startTime":75.305,"endTime":77.825,"body":"So what I would recommend"},{"startTime":75.305,"endTime":77.825,"body":"is file probate."},{"startTime":78.216,"endTime":80.886,"body":"So you, you do have two"},{"startTime":78.216,"endTime":80.886,"body":"airs located, correct?"},{"startTime":81.036,"endTime":82.356,"body":"You set up two centers."},{"startTime":82.556,"endTime":85.566,"body":"So how are one of them willing"},{"startTime":82.556,"endTime":85.566,"body":"to be the administrator."},{"startTime":85.866,"endTime":88.896,"body":"So have one of them file as"},{"startTime":85.866,"endTime":88.896,"body":"the administrator and get"},{"startTime":88.896,"endTime":92.916,"body":"the letters of testamentary"},{"startTime":88.896,"endTime":92.916,"body":"initiate the probate process."},{"startTime":93.466,"endTime":96.521,"body":"At that point, then they"},{"startTime":93.466,"endTime":96.521,"body":"can hire, is there any cash"},{"startTime":96.521,"endTime":97.631,"body":"in the estate bank account?"},{"startTime":97.848,"endTime":101.028,"body":"Yeah, so there's little"},{"startTime":97.848,"endTime":101.028,"body":"cash, but sister has money."},{"startTime":101.254,"endTime":102.214,"body":"So I apologize."},{"startTime":102.304,"endTime":103.174,"body":"Let me retrain."},{"startTime":103.234,"endTime":105.124,"body":"They've already hired a"},{"startTime":103.234,"endTime":105.124,"body":"probate attorney they've"},{"startTime":105.124,"endTime":108.218,"body":"already filed for probate"},{"startTime":105.124,"endTime":108.218,"body":"or the private investigator."},{"startTime":108.458,"endTime":110.768,"body":"I just didn't know what to tell"},{"startTime":108.458,"endTime":110.768,"body":"them nights that, okay, you've"},{"startTime":110.768,"endTime":114.098,"body":"done all this they're probate"},{"startTime":110.768,"endTime":114.098,"body":"attorneys saying that you're"},{"startTime":114.098,"endTime":115.838,"body":"gonna come back to the court."},{"startTime":115.868,"endTime":118.178,"body":"Even if you sell the"},{"startTime":115.868,"endTime":118.178,"body":"property, he's not giving"},{"startTime":118.178,"endTime":119.528,"body":"any solution on missing air."},{"startTime":119.828,"endTime":120.848,"body":"Are they with the"},{"startTime":119.828,"endTime":120.848,"body":"wrong attorney?"},{"startTime":121.198,"endTime":122.458,"body":"They're just following law."},{"startTime":122.518,"endTime":125.172,"body":"Like you, that any attorney"},{"startTime":122.518,"endTime":125.172,"body":"is going to look at succession"},{"startTime":125.172,"endTime":127.722,"body":"law and say, okay, we"},{"startTime":125.172,"endTime":127.722,"body":"know this person exists."},{"startTime":127.799,"endTime":131.519,"body":"We have to have their"},{"startTime":127.799,"endTime":131.519,"body":"approval to transfer property."},{"startTime":131.519,"endTime":131.669,"body":"And"},{"startTime":131.869,"endTime":134.138,"body":"so you already hired"},{"startTime":131.869,"endTime":134.138,"body":"the attorney hired a"},{"startTime":134.138,"endTime":135.068,"body":"private investigator."},{"startTime":135.388,"endTime":136.288,"body":"Oh, the sister did."},{"startTime":136.708,"endTime":139.835,"body":"She hired me for asking"},{"startTime":136.708,"endTime":139.835,"body":"me what to do next."},{"startTime":139.865,"endTime":141.935,"body":"I was like, I'll get back"},{"startTime":139.865,"endTime":141.935,"body":"with you after Tuesday."},{"startTime":142.235,"endTime":143.585,"body":"So I don't know"},{"startTime":142.235,"endTime":143.585,"body":"what to deal with."},{"startTime":143.885,"endTime":144.155,"body":"Bill."},{"startTime":144.155,"endTime":145.055,"body":"Do you have something"},{"startTime":144.155,"endTime":145.055,"body":"you want to add?"},{"startTime":145.355,"endTime":146.875,"body":"Of course it depends"},{"startTime":145.355,"endTime":146.875,"body":"on your state law."},{"startTime":147.004,"endTime":149.884,"body":"I've seen it in California,"},{"startTime":147.004,"endTime":149.884,"body":"in Los Angeles regularly."},{"startTime":150.394,"endTime":152.518,"body":"They just when the"},{"startTime":150.394,"endTime":152.518,"body":"property is sold, the"},{"startTime":152.518,"endTime":153.568,"body":"money goes to the state."},{"startTime":153.598,"endTime":156.128,"body":"They don't distribute it to"},{"startTime":153.598,"endTime":156.128,"body":"the very end, but in the course"},{"startTime":156.128,"endTime":157.658,"body":"of the probate, there's a."},{"startTime":158.118,"endTime":161.295,"body":"Process where they just"},{"startTime":158.118,"endTime":161.295,"body":"stipulate what they've done"},{"startTime":161.355,"endTime":164.895,"body":"to attempt to locate the air,"},{"startTime":161.355,"endTime":164.895,"body":"including hiring a private"},{"startTime":164.895,"endTime":167.538,"body":"attorney and the judge approves"},{"startTime":164.895,"endTime":167.538,"body":"that's all they can do."},{"startTime":167.579,"endTime":170.099,"body":"All you can do is I can"},{"startTime":167.579,"endTime":170.099,"body":"do, and I've seen that be"},{"startTime":170.099,"endTime":171.989,"body":"approved numerous times."},{"startTime":172.529,"endTime":175.529,"body":"So why they would tell you"},{"startTime":172.529,"endTime":175.529,"body":"that otherwise again, I think"},{"startTime":175.529,"endTime":178.269,"body":"whether you're in Texas may be"},{"startTime":175.529,"endTime":178.269,"body":"the laws will different, but in"},{"startTime":178.269,"endTime":179.739,"body":"California we're pretty strict."},{"startTime":180.039,"endTime":181.899,"body":"That would sell through as"},{"startTime":180.039,"endTime":181.899,"body":"long as you make a reasonable"},{"startTime":181.899,"endTime":182.769,"body":"effort and document it."},{"startTime":183.069,"endTime":185.439,"body":"Yeah, they aren't even"},{"startTime":183.069,"endTime":185.439,"body":"willing to leave his share"},{"startTime":185.439,"endTime":188.409,"body":"into an account somewhere"},{"startTime":185.439,"endTime":188.409,"body":"in an estate account or"},{"startTime":188.409,"endTime":189.909,"body":"something and move forward."},{"startTime":189.939,"endTime":192.009,"body":"They just don't want to sit"},{"startTime":189.939,"endTime":192.009,"body":"on this real estate anymore."},{"startTime":192.316,"endTime":193.036,"body":"That's what I would do."},{"startTime":193.029,"endTime":195.369,"body":"If I were in that position,"},{"startTime":193.029,"endTime":195.369,"body":"what I would request from"},{"startTime":195.369,"endTime":198.453,"body":"that, the attorney proposed"},{"startTime":195.369,"endTime":198.453,"body":"to the court is listen we'll"},{"startTime":198.453,"endTime":201.753,"body":"ask, grow the distribution"},{"startTime":198.453,"endTime":201.753,"body":"amount for this third party."},{"startTime":202.233,"endTime":205.353,"body":"And let's please ask the"},{"startTime":202.233,"endTime":205.353,"body":"court to, to approve, to,"},{"startTime":205.369,"endTime":208.522,"body":"to approve the sale and"},{"startTime":205.369,"endTime":208.522,"body":"even close out the probate"},{"startTime":208.522,"endTime":209.932,"body":"with those funds in escrow."},{"startTime":210.027,"endTime":212.579,"body":"If he ever shows up if the"},{"startTime":210.027,"endTime":212.579,"body":"family is willing to do that."},{"startTime":212.579,"endTime":215.309,"body":"And I don't know, I'm not"},{"startTime":212.579,"endTime":215.309,"body":"an attorney, John Fraker, I"},{"startTime":215.309,"endTime":216.359,"body":"don't think is here today."},{"startTime":216.899,"endTime":218.639,"body":"He's interested to"},{"startTime":216.899,"endTime":218.639,"body":"hear his opinion, but"},{"startTime":219.089,"endTime":220.049,"body":"that's what I would ask."},{"startTime":220.13,"endTime":221.886,"body":"And you would think,"},{"startTime":220.13,"endTime":221.886,"body":"the attorney should be"},{"startTime":221.886,"endTime":223.506,"body":"incentivized to get it closed."},{"startTime":223.506,"endTime":224.676,"body":"So he gets paid, right?"},{"startTime":224.806,"endTime":228.592,"body":"So if they're at some"},{"startTime":224.806,"endTime":228.592,"body":"something, unfortunately  parade"},{"startTime":228.592,"endTime":230.962,"body":"those principle is present"},{"startTime":228.592,"endTime":230.962,"body":"everywhere, even in law."},{"startTime":230.994,"endTime":231.644,"body":"If you're not with."},{"startTime":231.785,"endTime":233.705,"body":"Percent that are"},{"startTime":231.785,"endTime":233.705,"body":"really good attorneys."},{"startTime":234.215,"endTime":236.975,"body":"It may be time to go find"},{"startTime":234.215,"endTime":236.975,"body":"one that's in the 20%, but"},{"startTime":237.035,"endTime":238.085,"body":"that's going to keep pushing."},{"startTime":238.625,"endTime":240.725,"body":"I've found this with title"},{"startTime":238.625,"endTime":240.725,"body":"companies, like when you have"},{"startTime":240.725,"endTime":243.778,"body":"to locate heirs, they come back"},{"startTime":240.725,"endTime":243.778,"body":"to me and expect me to do it."},{"startTime":243.778,"endTime":244.918,"body":"And I'm like, no,"},{"startTime":243.778,"endTime":244.918,"body":"that's your job."},{"startTime":244.918,"endTime":245.878,"body":"I'll put the deal together."},{"startTime":246.095,"endTime":247.925,"body":"I, you need to get"},{"startTime":246.095,"endTime":247.925,"body":"everybody here to sign."},{"startTime":248.452,"endTime":249.652,"body":"And I, and a really"},{"startTime":248.452,"endTime":249.652,"body":"good attorney."},{"startTime":249.652,"endTime":251.658,"body":"I really good title"},{"startTime":249.652,"endTime":251.658,"body":"company, the title issues."},{"startTime":251.658,"endTime":252.708,"body":"Won't be your problem."},{"startTime":252.708,"endTime":253.848,"body":"There'll be the"},{"startTime":252.708,"endTime":253.848,"body":"attorney's problem."},{"startTime":253.938,"endTime":255.378,"body":"They'll move through"},{"startTime":253.938,"endTime":255.378,"body":"those things."},{"startTime":255.378,"endTime":257.058,"body":"So same with probate."},{"startTime":257.035,"endTime":258.926,"body":"If they're not getting it"},{"startTime":257.035,"endTime":258.926,"body":"done, just say, listen,"},{"startTime":258.926,"endTime":261.238,"body":"we're, the family is going"},{"startTime":258.926,"endTime":261.238,"body":"to request new counsel."},{"startTime":261.808,"endTime":264.818,"body":"And do you have attorney, do"},{"startTime":261.808,"endTime":264.818,"body":"you know any aggressive probate"},{"startTime":264.818,"endTime":265.898,"body":"attorneys in Austin yet?"},{"startTime":266.188,"endTime":266.698,"body":"Yes."},{"startTime":266.798,"endTime":269.908,"body":"I have three of them"},{"startTime":266.798,"endTime":269.908,"body":"and I submitted a call"},{"startTime":269.908,"endTime":270.838,"body":"with them right away."},{"startTime":271.173,"endTime":273.556,"body":"But in the meantime, I want you"},{"startTime":271.173,"endTime":273.556,"body":"to ask our group today to see if"},{"startTime":273.556,"endTime":275.056,"body":"I can do some alternative work."},{"startTime":275.446,"endTime":277.966,"body":"So I'm hoping all three of them"},{"startTime":275.446,"endTime":277.966,"body":"will give me a better answer"},{"startTime":277.966,"endTime":279.616,"body":"than the one she has right now."},{"startTime":279.739,"endTime":281.751,"body":"Then the question would"},{"startTime":279.739,"endTime":281.751,"body":"be was going to fail"},{"startTime":281.955,"endTime":283.125,"body":"probate attorneys B."},{"startTime":283.545,"endTime":284.865,"body":"So here's what I was thinking."},{"startTime":284.955,"endTime":286.965,"body":"And maybe you can give"},{"startTime":284.955,"endTime":286.965,"body":"me some items, Jen."},{"startTime":287.095,"endTime":288.805,"body":"I was thinking your"},{"startTime":287.095,"endTime":288.805,"body":"house is in probate."},{"startTime":288.865,"endTime":289.435,"body":"It needs work."},{"startTime":290.009,"endTime":294.099,"body":"What if I get my end buyer to"},{"startTime":290.009,"endTime":294.099,"body":"make an offer on the property in"},{"startTime":294.099,"endTime":298.852,"body":"a way that she's able to cover"},{"startTime":294.099,"endTime":298.852,"body":"her old attorney's cost and come"},{"startTime":298.852,"endTime":301.762,"body":"up with a solid contract where"},{"startTime":298.852,"endTime":301.762,"body":"he can release some money to her"},{"startTime":301.822,"endTime":304.372,"body":"as artists money instantaneously"},{"startTime":301.822,"endTime":304.372,"body":"would be used for something."},{"startTime":304.372,"endTime":307.652,"body":"So she doesn't have to be out"},{"startTime":304.372,"endTime":307.652,"body":"of pocket and start the file"},{"startTime":307.652,"endTime":310.082,"body":"with the new probate attorney"},{"startTime":307.652,"endTime":310.082,"body":"who can look at it up front"},{"startTime":310.502,"endTime":312.392,"body":"and say, yeah, I can do this."},{"startTime":312.602,"endTime":313.862,"body":"You guys have been"},{"startTime":312.602,"endTime":313.862,"body":"all the technical."},{"startTime":314.452,"endTime":317.512,"body":"We just needed an more"},{"startTime":314.452,"endTime":317.512,"body":"creative probate attorney"},{"startTime":317.512,"endTime":318.352,"body":"to put the deal together."},{"startTime":318.652,"endTime":319.102,"body":"Huh?"},{"startTime":319.402,"endTime":320.812,"body":"No, I'm not an agent yet."},{"startTime":321.112,"endTime":323.092,"body":"I'm approaching the"},{"startTime":321.112,"endTime":323.092,"body":"property as an investor."},{"startTime":323.422,"endTime":325.582,"body":"And maybe if they don't"},{"startTime":323.422,"endTime":325.582,"body":"like anything, then maybe"},{"startTime":325.582,"endTime":326.512,"body":"we can go on the market."},{"startTime":326.542,"endTime":327.292,"body":"That kind of deal."},{"startTime":327.592,"endTime":327.922,"body":"Okay."},{"startTime":328.282,"endTime":328.582,"body":"Sorry."},{"startTime":328.582,"endTime":330.703,"body":"My audio was not clear."},{"startTime":330.733,"endTime":332.536,"body":"So you are you're a principal."},{"startTime":332.596,"endTime":335.386,"body":"You're coming at this from"},{"startTime":332.596,"endTime":335.386,"body":"an investor standpoint,"},{"startTime":335.386,"endTime":336.166,"body":"not a brokerage."},{"startTime":336.141,"endTime":337.745,"body":"And who's the end buyer"},{"startTime":336.141,"endTime":337.745,"body":"you're referencing."},{"startTime":337.745,"endTime":338.635,"body":"Do you know who that is?"},{"startTime":338.885,"endTime":342.035,"body":"My investor buyer that I"},{"startTime":338.885,"endTime":342.035,"body":"partner up with all the time"},{"startTime":342.035,"endTime":343.145,"body":"who fixes the properties."},{"startTime":343.275,"endTime":345.571,"body":"So you've already discussed"},{"startTime":343.275,"endTime":345.571,"body":"it with that attorney that"},{"startTime":345.671,"endTime":348.089,"body":"you said, the good, the"},{"startTime":345.671,"endTime":348.089,"body":"probate attorney you've"},{"startTime":348.089,"endTime":348.749,"body":"discussed this with."},{"startTime":348.914,"endTime":349.184,"body":"Yeah."},{"startTime":349.184,"endTime":350.174,"body":"I'm waiting on answers."},{"startTime":350.414,"endTime":352.004,"body":"None of us have answered yet."},{"startTime":352.064,"endTime":353.294,"body":"I just did it today morning."},{"startTime":353.594,"endTime":355.604,"body":"Before I took action"},{"startTime":353.594,"endTime":355.604,"body":"on anything I'd want to"},{"startTime":355.604,"endTime":356.744,"body":"have that conversation."},{"startTime":356.954,"endTime":359.052,"body":"And what's, what does"},{"startTime":356.954,"endTime":359.052,"body":"this process look like?"},{"startTime":359.052,"endTime":361.812,"body":"How do we take this over"},{"startTime":359.052,"endTime":361.812,"body":"civilly without him digging"},{"startTime":361.812,"endTime":364.999,"body":"in or causing problems with"},{"startTime":361.812,"endTime":364.999,"body":"the court and and how do"},{"startTime":364.999,"endTime":366.589,"body":"we make sure he gets paid?"},{"startTime":366.683,"endTime":369.672,"body":"And that's could be a good"},{"startTime":366.683,"endTime":369.672,"body":"way to go ahead and bring the"},{"startTime":369.672,"endTime":372.972,"body":"offer in with a heavy earnest"},{"startTime":369.672,"endTime":372.972,"body":"money deposit and then pay"},{"startTime":372.972,"endTime":375.472,"body":"out that probate attorney and"},{"startTime":372.972,"endTime":375.472,"body":"then do, and then go ahead"},{"startTime":375.472,"endTime":378.252,"body":"and close the real estate,"},{"startTime":375.472,"endTime":378.252,"body":"let the money sit in us and"},{"startTime":378.352,"endTime":379.642,"body":"the state's bank account."},{"startTime":379.702,"endTime":381.802,"body":"And then if they can find"},{"startTime":379.702,"endTime":381.802,"body":"a way to close the probate,"},{"startTime":381.832,"endTime":384.412,"body":"then escrow the distribution"},{"startTime":381.832,"endTime":384.412,"body":"for that third party."},{"startTime":384.952,"endTime":385.222,"body":"Yeah."},{"startTime":385.522,"endTime":386.933,"body":"I think that's the"},{"startTime":385.522,"endTime":386.933,"body":"best you can do."},{"startTime":387.473,"endTime":390.338,"body":"But I think what you're going"},{"startTime":387.473,"endTime":390.338,"body":"to like your key component"},{"startTime":390.338,"endTime":393.368,"body":"here is making sure you"},{"startTime":390.338,"endTime":393.368,"body":"have the, a good attorney."},{"startTime":393.368,"endTime":395.438,"body":"That's going to quarterback"},{"startTime":393.368,"endTime":395.438,"body":"this and they're on"},{"startTime":395.438,"endTime":396.278,"body":"board with your plan."},{"startTime":396.495,"endTime":397.065,"body":"That's right."},{"startTime":397.425,"endTime":398.295,"body":"That's absolutely right."},{"startTime":398.561,"endTime":400.091,"body":"Finding some creative."},{"startTime":400.521,"endTime":401.181,"body":"Top fraternities."},{"startTime":401.181,"endTime":403.251,"body":"They have like little, their"},{"startTime":401.181,"endTime":403.251,"body":"secret bar association."},{"startTime":403.251,"endTime":405.269,"body":"Let me know in"},{"startTime":403.251,"endTime":405.269,"body":"Austin reaching out."},{"startTime":405.569,"endTime":405.959,"body":"Yeah."},{"startTime":406.119,"endTime":406.912,"body":"Let me ask you this."},{"startTime":406.942,"endTime":408.649,"body":"Did the, Martha"},{"startTime":406.942,"endTime":408.649,"body":"had a good point."},{"startTime":408.677,"endTime":411.779,"body":"If he was on drugs, he could"},{"startTime":408.677,"endTime":411.779,"body":"be dead, but I'm assuming the"},{"startTime":411.799,"endTime":414.199,"body":"private investigator looked"},{"startTime":411.799,"endTime":414.199,"body":"for death certificates, right?"},{"startTime":414.416,"endTime":415.406,"body":"Yeah, we did."},{"startTime":415.436,"endTime":416.126,"body":"They didn't find him."},{"startTime":416.426,"endTime":419.726,"body":"They're not able to locate him"},{"startTime":416.426,"endTime":419.726,"body":"at all, like any phone number"},{"startTime":419.726,"endTime":422.726,"body":"and then like even try to say"},{"startTime":419.726,"endTime":422.726,"body":"some certified letters on his"},{"startTime":422.726,"endTime":425.486,"body":"phone, all the address, the"},{"startTime":422.726,"endTime":425.486,"body":"last rep address that we were"},{"startTime":425.486,"endTime":428.303,"body":"able to find no response at all."},{"startTime":428.553,"endTime":431.025,"body":"Did they look through that"},{"startTime":428.553,"endTime":431.025,"body":"part of his report include"},{"startTime":431.025,"endTime":432.165,"body":"law enforcement checks."},{"startTime":432.295,"endTime":435.505,"body":"I will ask all this, but"},{"startTime":432.295,"endTime":435.505,"body":"she was so Belfry because"},{"startTime":435.515,"endTime":438.18,"body":"he if your PI wasn't that"},{"startTime":435.515,"endTime":438.18,"body":"thorough or it didn't have"},{"startTime":438.18,"endTime":442.497,"body":"access, maybe it's time to"},{"startTime":438.18,"endTime":442.497,"body":"talk to the local PD and say,"},{"startTime":442.492,"endTime":446.184,"body":"listen, can we, can you help"},{"startTime":442.492,"endTime":446.184,"body":"me search and see, where was"},{"startTime":446.184,"endTime":447.965,"body":"the last last known location?"},{"startTime":448.025,"endTime":448.985,"body":"Was that in Texas?"},{"startTime":449.179,"endTime":451.719,"body":"No, I would say, start"},{"startTime":449.179,"endTime":451.719,"body":"with local and start with"},{"startTime":451.719,"endTime":454.046,"body":"local law enforcement and"},{"startTime":451.719,"endTime":454.046,"body":"say, listen, we're trying"},{"startTime":454.046,"endTime":455.336,"body":"to do a federal search."},{"startTime":455.47,"endTime":457.18,"body":"I mean he could be in jail."},{"startTime":457.48,"endTime":460.292,"body":"And if that PI didn't do"},{"startTime":457.48,"endTime":460.292,"body":"a thorough job,  I would"},{"startTime":460.292,"endTime":461.552,"body":"want to know what he did."},{"startTime":461.522,"endTime":465.289,"body":"What was his exhaustive effort"},{"startTime":461.522,"endTime":465.289,"body":"if it was in fact exhaustive,"},{"startTime":465.829,"endTime":468.559,"body":"because if he was, if he's"},{"startTime":465.829,"endTime":468.559,"body":"on the wrong side of Perino's"},{"startTime":468.559,"endTime":471.179,"body":"principle, maybe they didn't"},{"startTime":468.559,"endTime":471.179,"body":"get into the federal database"},{"startTime":471.179,"endTime":474.089,"body":"and search penal records and he"},{"startTime":471.179,"endTime":474.089,"body":"could be in a prison somewhere."},{"startTime":474.252,"endTime":477.132,"body":"If he didn't search nationally"},{"startTime":474.252,"endTime":477.132,"body":"for death certificates,"},{"startTime":477.312,"endTime":478.392,"body":"he might not be alive."},{"startTime":478.463,"endTime":481.073,"body":"Now at first scrutinized"},{"startTime":478.463,"endTime":481.073,"body":"the PI work that you've"},{"startTime":481.073,"endTime":482.543,"body":"already had done how good."},{"startTime":482.673,"endTime":484.563,"body":"What was he, how"},{"startTime":482.673,"endTime":484.563,"body":"exhausted was the report?"},{"startTime":484.653,"endTime":485.673,"body":"Can I see the report?"},{"startTime":486.183,"endTime":487.923,"body":"And if you feel like he"},{"startTime":486.183,"endTime":487.923,"body":"did a good job and he was"},{"startTime":487.923,"endTime":490.893,"body":"exhaustive and checking"},{"startTime":487.923,"endTime":490.893,"body":"federal databases for death,"},{"startTime":490.893,"endTime":492.816,"body":"incarceration, things like that."},{"startTime":492.86,"endTime":496.232,"body":"Then it's probably time to move"},{"startTime":492.86,"endTime":496.232,"body":"toward the alternative plan."},{"startTime":496.562,"endTime":499.232,"body":"How do we move forward with"},{"startTime":496.562,"endTime":499.232,"body":"this and escrow, what he's doing"},{"startTime":499.232,"endTime":500.552,"body":"in case he ever does show up?"},{"startTime":500.682,"endTime":501.9,"body":"That's a very good"},{"startTime":500.682,"endTime":501.9,"body":"point, actually."},{"startTime":501.9,"endTime":504.54,"body":"Who would I have my"},{"startTime":501.9,"endTime":504.54,"body":"followup conversation now?"},{"startTime":504.63,"endTime":505.35,"body":"So that's awesome."},{"startTime":505.83,"endTime":506.28,"body":"Thank you."},{"startTime":506.28,"endTime":506.85,"body":"Very interesting."},{"startTime":506.98,"endTime":507.49,"body":"Thanks, Rosie."},{"startTime":507.79,"endTime":508.42,"body":"All right."},{"startTime":508.72,"endTime":510.46,"body":"Who else has something"},{"startTime":508.72,"endTime":510.46,"body":"to troubleshoot?"},{"startTime":510.76,"endTime":512.11,"body":"Who's here for their first time."},{"startTime":512.41,"endTime":516.04,"body":"Yeah, this is I don't, I'm not"},{"startTime":512.41,"endTime":516.04,"body":"a first timer, but I actually"},{"startTime":516.04,"endTime":518.77,"body":"want to set up a separate"},{"startTime":516.04,"endTime":518.77,"body":"entity LLC for the branded"},{"startTime":518.77,"endTime":519.97,"body":"name that I'm operating under."},{"startTime":520.494,"endTime":523.44,"body":"So I just wanted to know how I"},{"startTime":520.494,"endTime":523.44,"body":"should go about setting that up."},{"startTime":523.44,"endTime":526.25,"body":"I know you've talked I've never"},{"startTime":523.44,"endTime":526.25,"body":"heard anybody break down the"},{"startTime":526.25,"endTime":528.95,"body":"way that you've broken it down"},{"startTime":526.25,"endTime":528.95,"body":"to really protect yourself and"},{"startTime":528.95,"endTime":530.545,"body":"keep keep entities separate."},{"startTime":530.545,"endTime":532.645,"body":"Now I do have a parent"},{"startTime":530.545,"endTime":532.645,"body":"real estate company that"},{"startTime":532.645,"endTime":534.145,"body":"I take all of my income."},{"startTime":534.209,"endTime":536.927,"body":"Mainly just assignment"},{"startTime":534.209,"endTime":536.927,"body":"deals, rehab income which"},{"startTime":536.927,"endTime":539.207,"body":"is separate from any"},{"startTime":536.927,"endTime":539.207,"body":"rental income that I have."},{"startTime":539.627,"endTime":542.81,"body":"But I do want to set up one that"},{"startTime":539.627,"endTime":542.81,"body":"is strictly for the probate in"},{"startTime":542.81,"endTime":544.22,"body":"the state side of my business."},{"startTime":544.22,"endTime":547.25,"body":"That'll be under the branded"},{"startTime":544.22,"endTime":547.25,"body":"name, settle your estate, LLC."},{"startTime":547.76,"endTime":550.25,"body":"And I guess the questions that"},{"startTime":547.76,"endTime":550.25,"body":"I have as my current parent"},{"startTime":550.25,"endTime":551.9,"body":"company is out of Florida."},{"startTime":552.17,"endTime":553.22,"body":"I live in Michigan."},{"startTime":553.268,"endTime":554.528,"body":"How should I structure that?"},{"startTime":554.558,"endTime":555.518,"body":"How should I set it up?"},{"startTime":555.518,"endTime":557.888,"body":"Should it be a Florida"},{"startTime":555.518,"endTime":557.888,"body":"entity, a Michigan entity."},{"startTime":558.01,"endTime":560.4,"body":"And then what kind of liability"},{"startTime":558.01,"endTime":560.4,"body":"might, might be exposed"},{"startTime":560.4,"endTime":561.66,"body":"there that I could minimize."},{"startTime":561.79,"endTime":564.22,"body":"This is for investment"},{"startTime":561.79,"endTime":564.22,"body":"activity only, correct?"},{"startTime":564.4,"endTime":564.7,"body":"Yes."},{"startTime":564.95,"endTime":566.547,"body":"And what you're calling"},{"startTime":564.95,"endTime":566.547,"body":"the parent company,"},{"startTime":566.594,"endTime":568.724,"body":"what's that company do"},{"startTime":566.594,"endTime":568.724,"body":"and is it single member?"},{"startTime":568.871,"endTime":571.363,"body":"So that is a single"},{"startTime":568.871,"endTime":571.363,"body":"member LLC out of Florida."},{"startTime":571.513,"endTime":574.833,"body":"And I'm the sole operator under"},{"startTime":571.513,"endTime":574.833,"body":"the, that basically it's just"},{"startTime":574.833,"endTime":577.173,"body":"assignment deals and rehab"},{"startTime":574.833,"endTime":577.173,"body":"income that comes through that."},{"startTime":577.473,"endTime":577.773,"body":"Okay."},{"startTime":577.803,"endTime":580.195,"body":"So it's not really holding"},{"startTime":577.803,"endTime":580.195,"body":"assets, but it just it's"},{"startTime":580.195,"endTime":583.435,"body":"just a cash for cash,"},{"startTime":580.195,"endTime":583.435,"body":"no assets whatsoever."},{"startTime":583.623,"endTime":588.215,"body":"So you could just open a,"},{"startTime":583.623,"endTime":588.215,"body":"a series LLC in Florida"},{"startTime":588.245,"endTime":589.265,"body":"underneath of that."},{"startTime":589.385,"endTime":592.604,"body":"If it's basically this under"},{"startTime":589.385,"endTime":592.604,"body":"this, is it safe to say it"},{"startTime":592.604,"endTime":593.924,"body":"would be the same activity?"},{"startTime":594.278,"endTime":596.355,"body":"You're just, yeah, I guess"},{"startTime":594.278,"endTime":596.355,"body":"the difference is like"},{"startTime":596.355,"endTime":598.885,"body":"I've got a couple of minor"},{"startTime":596.355,"endTime":598.885,"body":"expenses, for the calling"},{"startTime":598.885,"endTime":600.145,"body":"team and things like that."},{"startTime":600.217,"endTime":601.537,"body":"Maybe it's not even necessary."},{"startTime":601.567,"endTime":604.777,"body":"Maybe I can continue to receive"},{"startTime":601.567,"endTime":604.777,"body":"income for the probate deals"},{"startTime":604.799,"endTime":606.029,"body":"through my main parent company."},{"startTime":606.409,"endTime":608.854,"body":"I think it is like if you"},{"startTime":606.409,"endTime":608.854,"body":"have clearly different"},{"startTime":608.854,"endTime":611.438,"body":"business activity, like if"},{"startTime":608.854,"endTime":611.438,"body":"what you're doing with the"},{"startTime":611.438,"endTime":613.982,"body":"entities are as different,"},{"startTime":611.438,"endTime":613.982,"body":"it, then it makes sense."},{"startTime":613.982,"endTime":615.722,"body":"But I think for you,"},{"startTime":613.982,"endTime":615.722,"body":"you just need to grab"},{"startTime":615.722,"endTime":617.792,"body":"a DBA for that company."},{"startTime":617.822,"endTime":621.353,"body":"So you can have the brand you"},{"startTime":617.822,"endTime":621.353,"body":"want and have that be compliant."},{"startTime":621.501,"endTime":623.943,"body":"But you could, you can,"},{"startTime":621.501,"endTime":623.943,"body":"BBA is whatever it is"},{"startTime":623.943,"endTime":626.046,"body":"now and, the new brand."},{"startTime":626.526,"endTime":629.568,"body":"So if you grab that DBA, you"},{"startTime":626.526,"endTime":629.568,"body":"don't have any real assets"},{"startTime":629.568,"endTime":632.708,"body":"in the entity to To put it at"},{"startTime":629.568,"endTime":632.708,"body":"risk, it's just a pass through."},{"startTime":633.278,"endTime":636.729,"body":"So now my answer would be"},{"startTime":633.278,"endTime":636.729,"body":"different if you said I've got"},{"startTime":636.729,"endTime":640.1,"body":"15 houses held in that entity,"},{"startTime":636.729,"endTime":640.1,"body":"then I would say, okay let's"},{"startTime":640.1,"endTime":643.372,"body":"start to separate, that's a"},{"startTime":640.1,"endTime":643.372,"body":"clear that let's make a holding"},{"startTime":643.372,"endTime":647.06,"body":"company and then an active,"},{"startTime":643.372,"endTime":647.06,"body":"an active investing company."},{"startTime":647.57,"endTime":649.4,"body":"But I don't think"},{"startTime":647.57,"endTime":649.4,"body":"you're there right now."},{"startTime":649.4,"endTime":651.77,"body":"What I would say is when you"},{"startTime":649.4,"endTime":651.77,"body":"start holding, when you start"},{"startTime":651.77,"endTime":654.29,"body":"holding assets, that's when"},{"startTime":651.77,"endTime":654.29,"body":"you should probably set up a"},{"startTime":654.29,"endTime":657.24,"body":"holding company, leave this"},{"startTime":654.29,"endTime":657.24,"body":"one as your active investing"},{"startTime":657.24,"endTime":660.0,"body":"entity, anything you want to"},{"startTime":657.24,"endTime":660.0,"body":"hold, you'll move over to that."},{"startTime":660.3,"endTime":663.149,"body":"But for me, like everything"},{"startTime":660.3,"endTime":663.149,"body":"I have is our single"},{"startTime":663.149,"endTime":667.199,"body":"member, Florida, LLC, with"},{"startTime":663.149,"endTime":667.199,"body":"the one exception, I still"},{"startTime":667.199,"endTime":668.429,"body":"have one Virginia company."},{"startTime":668.429,"endTime":671.459,"body":"That's a self-directed"},{"startTime":668.429,"endTime":671.459,"body":"IRA owns that company."},{"startTime":671.529,"endTime":674.552,"body":"But Florida has very"},{"startTime":671.529,"endTime":674.552,"body":"business favorable laws."},{"startTime":674.635,"endTime":676.805,"body":"Obviously they have"},{"startTime":674.635,"endTime":676.805,"body":"really great tax law"},{"startTime":676.825,"endTime":678.075,"body":"with no state income tax."},{"startTime":678.26,"endTime":680.72,"body":"So that's what I"},{"startTime":678.26,"endTime":680.72,"body":"would recommend now."},{"startTime":680.75,"endTime":684.29,"body":"Something that you may consider"},{"startTime":680.75,"endTime":684.29,"body":"and that's something I've got to"},{"startTime":684.29,"endTime":688.107,"body":"meet with my tax advisors on the"},{"startTime":684.29,"endTime":688.107,"body":"current proposal, on the table"},{"startTime":688.167,"endTime":691.977,"body":"to double the size of the IRS,"},{"startTime":688.167,"endTime":691.977,"body":"hire 86,000 new employees and"},{"startTime":691.977,"endTime":695.217,"body":"poor billions of dollars into"},{"startTime":691.977,"endTime":695.217,"body":"basically auditing software."},{"startTime":695.517,"endTime":699.027,"body":"If you guys are using pass"},{"startTime":695.517,"endTime":699.027,"body":"through entities, don't"},{"startTime":699.027,"endTime":701.427,"body":"be surprised if you get"},{"startTime":699.027,"endTime":701.427,"body":"out of the next 10 years."},{"startTime":701.711,"endTime":704.958,"body":"So just make sure you're above"},{"startTime":701.711,"endTime":704.958,"body":"board because they, they seem"},{"startTime":704.958,"endTime":706.785,"body":"to be targeting any of those."},{"startTime":706.98,"endTime":708.48,"body":"Beneficial loopholes."},{"startTime":708.51,"endTime":711.27,"body":"Even if you're not breaking"},{"startTime":708.51,"endTime":711.27,"body":"rules, it's still your burden"},{"startTime":711.27,"endTime":712.71,"body":"to defend yourself in an audit."},{"startTime":712.692,"endTime":715.973,"body":"So as much as I hate to admit"},{"startTime":712.692,"endTime":715.973,"body":"that we, I will probably be"},{"startTime":715.973,"endTime":717.203,"body":"audited in the next decade."},{"startTime":717.323,"endTime":720.263,"body":"I'm not afraid of it cause I'm"},{"startTime":717.323,"endTime":720.263,"body":"not doing anything wrong, but"},{"startTime":720.263,"endTime":723.155,"body":"I have taken advantage of what"},{"startTime":720.263,"endTime":723.155,"body":"advantages are there for me."},{"startTime":723.335,"endTime":727.295,"body":"So it's talk to your tax advisor"},{"startTime":723.335,"endTime":727.295,"body":"about what they think is coming."},{"startTime":727.295,"endTime":730.055,"body":"Maybe I'm being a little"},{"startTime":727.295,"endTime":730.055,"body":"too cautious about it."},{"startTime":730.035,"endTime":731.939,"body":"And, but it's not passed yet."},{"startTime":731.939,"endTime":733.979,"body":"It's not law, but"},{"startTime":731.939,"endTime":733.979,"body":"that's, it's a proposal."},{"startTime":734.066,"endTime":736.316,"body":"They're looking to clean"},{"startTime":734.066,"endTime":736.316,"body":"up as much corporate taxes."},{"startTime":736.316,"endTime":736.856,"body":"They can."},{"startTime":736.829,"endTime":739.574,"body":"That's one thing to be"},{"startTime":736.829,"endTime":739.574,"body":"aware of where, with the S"},{"startTime":739.574,"endTime":742.274,"body":"Corp designation, otherwise"},{"startTime":739.574,"endTime":742.274,"body":"you can just set it up"},{"startTime":742.274,"endTime":743.594,"body":"as a single member, LLC."},{"startTime":743.594,"endTime":746.774,"body":"And then it'll just be a pastor"},{"startTime":743.594,"endTime":746.774,"body":"everything passes through."},{"startTime":746.774,"endTime":749.969,"body":"But with the escort designation,"},{"startTime":746.774,"endTime":749.969,"body":"paying yourself a reasonable"},{"startTime":749.969,"endTime":752.445,"body":"salary you can save a"},{"startTime":749.969,"endTime":752.445,"body":"significant amount, once"},{"startTime":752.445,"endTime":756.202,"body":"you're making over 150,000 a"},{"startTime":752.445,"endTime":756.202,"body":"year, and that in that entity,"},{"startTime":756.262,"endTime":758.722,"body":"you can say in a significant"},{"startTime":756.262,"endTime":758.722,"body":"amount of money on FICA."},{"startTime":758.972,"endTime":761.028,"body":"But right now I think"},{"startTime":758.972,"endTime":761.028,"body":"you probably have the"},{"startTime":761.028,"endTime":762.498,"body":"entity that you need."},{"startTime":762.988,"endTime":765.827,"body":"I would just get, I think"},{"startTime":762.988,"endTime":765.827,"body":"it's 10 bucks to get a DBA"},{"startTime":765.827,"endTime":766.847,"body":"through the state of Florida."},{"startTime":766.98,"endTime":768.15,"body":"And then you're covered."},{"startTime":768.45,"endTime":770.43,"body":"Should I be concerned that"},{"startTime":768.45,"endTime":770.43,"body":"the majority of my income,"},{"startTime":770.43,"endTime":772.83,"body":"if not all of my income"},{"startTime":770.43,"endTime":772.83,"body":"comes from the state of"},{"startTime":772.83,"endTime":774.06,"body":"Michigan, not from Florida."},{"startTime":774.411,"endTime":775.964,"body":"It's tough with,  for you."},{"startTime":776.0,"endTime":779.06,"body":"You're in the state where"},{"startTime":776.0,"endTime":779.06,"body":"your receipts are coming from"},{"startTime":779.06,"endTime":780.5,"body":"in the state, like correct."},{"startTime":780.8,"endTime":784.021,"body":"You, you are paying Michigan"},{"startTime":780.8,"endTime":784.021,"body":"income tax as a person, right?"},{"startTime":784.591,"endTime":785.011,"body":"Correct."},{"startTime":785.141,"endTime":785.471,"body":"Yeah."},{"startTime":785.531,"endTime":786.581,"body":"I think you're fine."},{"startTime":787.19,"endTime":787.52,"body":"You have it."},{"startTime":787.507,"endTime":788.271,"body":"It's a pastor."},{"startTime":788.318,"endTime":791.441,"body":"You're getting a schedule"},{"startTime":788.318,"endTime":791.441,"body":"C and it's you're filing"},{"startTime":791.441,"endTime":793.481,"body":"a Michigan state tax"},{"startTime":791.441,"endTime":793.481,"body":"return, so you're paying."},{"startTime":793.681,"endTime":794.821,"body":"Okay, perfect."},{"startTime":795.121,"endTime":795.571,"body":"Awesome."},{"startTime":795.661,"endTime":796.321,"body":"Thank you for that."},{"startTime":796.621,"endTime":798.631,"body":"And Tom, what are you"},{"startTime":796.621,"endTime":798.631,"body":"working on this week?"},{"startTime":798.931,"endTime":799.921,"body":"What are you buying, man?"},{"startTime":800.171,"endTime":802.459,"body":"Before you get started, show"},{"startTime":800.171,"endTime":802.459,"body":"it, show us your surroundings."},{"startTime":802.459,"endTime":803.029,"body":"Where are you?"},{"startTime":803.159,"endTime":803.609,"body":"Right there."},{"startTime":803.909,"endTime":804.509,"body":"Yes, sir."},{"startTime":804.749,"endTime":805.619,"body":"It's a nice day."},{"startTime":805.709,"endTime":809.339,"body":"It was a 37 degrees this morning"},{"startTime":805.709,"endTime":809.339,"body":"in Idaho, and now it's getting"},{"startTime":809.339,"endTime":810.569,"body":"up to like low seventies."},{"startTime":810.869,"endTime":813.239,"body":"So it's somewhere around 193."},{"startTime":813.539,"endTime":816.132,"body":"I was wondering why your your"},{"startTime":813.539,"endTime":816.132,"body":"picture is a little fuzzy."},{"startTime":816.247,"endTime":819.062,"body":"I I invested in a business"},{"startTime":816.247,"endTime":819.062,"body":"where they're doing remote"},{"startTime":819.106,"endTime":822.885,"body":"wholesaling and I'm really old"},{"startTime":819.106,"endTime":822.885,"body":"school and it makes me really"},{"startTime":822.885,"endTime":825.964,"body":"nervous, but I'm just trying"},{"startTime":822.885,"endTime":825.964,"body":"to feel my way through it."},{"startTime":826.024,"endTime":828.514,"body":"And so we just put a"},{"startTime":826.024,"endTime":828.514,"body":"couple of deals on the"},{"startTime":828.514,"endTime":830.299,"body":"contract over in Indiana."},{"startTime":830.599,"endTime":831.469,"body":"Evansville area."},{"startTime":831.769,"endTime":834.259,"body":"So when you say you invested in"},{"startTime":831.769,"endTime":834.259,"body":"the business, like you bought"},{"startTime":834.259,"endTime":838.099,"body":"the small business, I bought"},{"startTime":834.259,"endTime":838.099,"body":"20% ownership in the business."},{"startTime":838.149,"endTime":841.38,"body":"I met someone through"},{"startTime":838.149,"endTime":841.38,"body":"Facebook and it just seemed"},{"startTime":841.38,"endTime":842.58,"body":"like a great opportunity."},{"startTime":842.58,"endTime":844.703,"body":"He's got three or four"},{"startTime":842.58,"endTime":844.703,"body":"different revenue streams"},{"startTime":844.703,"endTime":848.378,"body":"that, he got in there and"},{"startTime":844.703,"endTime":848.378,"body":"just hiring a team and just"},{"startTime":848.378,"endTime":849.458,"body":"trying to do the remote thing."},{"startTime":849.458,"endTime":852.051,"body":"Cause it sounds like it's,"},{"startTime":849.458,"endTime":852.051,"body":"where a lot of people are"},{"startTime":852.051,"endTime":854.458,"body":"going right now, someone in"},{"startTime":852.051,"endTime":854.458,"body":"our community that I want"},{"startTime":854.458,"endTime":857.428,"body":"you to connect with is Dave"},{"startTime":854.458,"endTime":857.428,"body":"out of Denver, Colorado."},{"startTime":857.558,"endTime":858.325,"body":"Have you and Dave talk?"},{"startTime":858.539,"endTime":859.559,"body":"I do not."},{"startTime":859.799,"endTime":860.309,"body":"I have not."},{"startTime":860.309,"endTime":860.639,"body":"No."},{"startTime":860.999,"endTime":861.569,"body":"And thank you."},{"startTime":861.869,"endTime":866.185,"body":"So look up Dave Gwen, he's been"},{"startTime":861.869,"endTime":866.185,"body":"remote wholesaling from Colorado"},{"startTime":866.185,"endTime":867.995,"body":"in, excuse me, in Florida."},{"startTime":868.295,"endTime":870.455,"body":"With his primary."},{"startTime":870.455,"endTime":874.025,"body":"I think he may do other"},{"startTime":870.455,"endTime":874.025,"body":"lead types, but his primary"},{"startTime":874.535,"endTime":876.125,"body":"lead source is probate."},{"startTime":876.425,"endTime":880.535,"body":"So he's really figured out"},{"startTime":876.425,"endTime":880.535,"body":"how to systematically build,"},{"startTime":880.565,"endTime":883.265,"body":"get engagement, build rapport,"},{"startTime":880.565,"endTime":883.265,"body":"and then get these deals done"},{"startTime":883.295,"endTime":885.065,"body":"even from 1500 miles away."},{"startTime":885.545,"endTime":887.495,"body":"So make sure you connect"},{"startTime":885.545,"endTime":887.495,"body":"with Dave Glenn out of"},{"startTime":887.495,"endTime":888.785,"body":"Denver he's in our face."},{"startTime":888.785,"endTime":889.855,"body":"So it's okay."},{"startTime":889.885,"endTime":891.955,"body":"So it's G w E N no."},{"startTime":891.965,"endTime":895.289,"body":"G w Y N I believe Y N copy."},{"startTime":895.498,"endTime":895.888,"body":"Okay."},{"startTime":896.188,"endTime":899.994,"body":"He does it locally and"},{"startTime":896.188,"endTime":899.994,"body":"Denver as well as in Florida."},{"startTime":900.264,"endTime":901.261,"body":"So he's yep."},{"startTime":901.411,"endTime":902.581,"body":"That's my bread and butter."},{"startTime":902.731,"endTime":903.941,"body":"I like my backyard."},{"startTime":903.971,"endTime":906.712,"body":"I like being able to, go"},{"startTime":903.971,"endTime":906.712,"body":"in and touch it, smell it,"},{"startTime":906.982,"endTime":910.526,"body":"feel it, so yeah, but I"},{"startTime":906.982,"endTime":910.526,"body":"definitely connect with him."},{"startTime":910.556,"endTime":911.486,"body":"Thank you very much."},{"startTime":912.036,"endTime":914.869,"body":"W whereabouts in Michigan are"},{"startTime":912.036,"endTime":914.869,"body":"you right now in Plainwell?"},{"startTime":914.999,"endTime":918.823,"body":"Between grand rapids"},{"startTime":914.999,"endTime":918.823,"body":"and Kalamazoo, a"},{"startTime":918.953,"endTime":919.663,"body":"good friend of mine."},{"startTime":919.663,"endTime":922.075,"body":"His father lives here"},{"startTime":919.663,"endTime":922.075,"body":"where we're free labor,"},{"startTime":922.105,"endTime":924.785,"body":"we're building backs and"},{"startTime":922.105,"endTime":924.785,"body":"helping his dad out for."},{"startTime":924.997,"endTime":926.017,"body":"Oh, awesome."},{"startTime":926.317,"endTime":927.457,"body":"And it sounds like"},{"startTime":926.317,"endTime":927.457,"body":"you're going to have some"},{"startTime":927.457,"endTime":928.447,"body":"fun on the bikes too."},{"startTime":928.747,"endTime":930.457,"body":"Yeah, we're definitely"},{"startTime":928.747,"endTime":930.457,"body":"going to play."},{"startTime":930.457,"endTime":931.387,"body":"We don't work too hard."},{"startTime":931.387,"endTime":932.167,"body":"We just act like it."},{"startTime":932.467,"endTime":935.307,"body":"We're going to build a"},{"startTime":932.467,"endTime":935.307,"body":"deck, at least do our duties"},{"startTime":935.307,"endTime":936.177,"body":"and then we'll go play."},{"startTime":936.477,"endTime":937.347,"body":"Oh, gotcha."},{"startTime":937.417,"endTime":940.139,"body":"Keep me mine again for the"},{"startTime":937.417,"endTime":940.139,"body":"end of the summer, if you want"},{"startTime":940.218,"endTime":942.348,"body":"pretend that you're working"},{"startTime":940.218,"endTime":942.348,"body":"over here in Spokane area."},{"startTime":942.618,"endTime":944.821,"body":"Yeah, we were looking"},{"startTime":942.618,"endTime":944.821,"body":"at hitting that later,"},{"startTime":944.941,"endTime":946.705,"body":"probably in September, yeah."},{"startTime":946.735,"endTime":949.437,"body":"On the way back for, yeah,"},{"startTime":946.735,"endTime":949.437,"body":"I remember you saying that."},{"startTime":949.437,"endTime":950.397,"body":"So that's why, yeah."},{"startTime":950.697,"endTime":951.267,"body":"All right guys."},{"startTime":951.477,"endTime":953.847,"body":"Who else, anybody have"},{"startTime":951.477,"endTime":953.847,"body":"anything to share?"},{"startTime":954.207,"endTime":956.307,"body":"Anything that's working"},{"startTime":954.207,"endTime":956.307,"body":"well for you and anything?"},{"startTime":956.307,"endTime":958.497,"body":"That's not working place"},{"startTime":956.307,"endTime":958.497,"body":"you to getting stumped yet?"},{"startTime":958.797,"endTime":959.607,"body":"I can see you, Chris."},{"startTime":959.607,"endTime":959.997,"body":"Go ahead."},{"startTime":960.297,"endTime":960.657,"body":"Thanks."},{"startTime":960.957,"endTime":963.807,"body":"I'm big fans of completers,"},{"startTime":960.957,"endTime":963.807,"body":"and eventually I'm going"},{"startTime":963.807,"endTime":964.707,"body":"to actually start here."},{"startTime":965.007,"endTime":968.667,"body":"So quick question on the pre"},{"startTime":965.007,"endTime":968.667,"body":"probates to become, that's"},{"startTime":968.667,"endTime":970.917,"body":"becoming a big thing lately."},{"startTime":971.217,"endTime":974.835,"body":"The numbers that they give"},{"startTime":971.217,"endTime":974.835,"body":"people for pre-probate is, what"},{"startTime":974.835,"endTime":975.555,"body":"are they getting that from?"},{"startTime":975.555,"endTime":977.551,"body":"Is it family members"},{"startTime":975.555,"endTime":977.551,"body":"that I can't imagine it."},{"startTime":977.601,"endTime":979.945,"body":"It's the dead person's"},{"startTime":977.601,"endTime":979.945,"body":"cell phone number."},{"startTime":980.245,"endTime":983.545,"body":"Usually not, it's usually just"},{"startTime":980.245,"endTime":983.545,"body":"built off of a skip trace."},{"startTime":983.545,"endTime":986.919,"body":"If you can find a match point"},{"startTime":983.545,"endTime":986.919,"body":"between person I and person B."},{"startTime":987.049,"endTime":990.221,"body":"So if you have, if you can"},{"startTime":987.049,"endTime":990.221,"body":"reference Jane DOE had a son,"},{"startTime":990.221,"endTime":993.851,"body":"John DOE, and he, and you have"},{"startTime":990.221,"endTime":993.851,"body":"a known address and this zip"},{"startTime":993.851,"endTime":996.971,"body":"code, then can you find a cell"},{"startTime":993.851,"endTime":996.971,"body":"phone number for that person?"},{"startTime":997.135,"endTime":1000.195,"body":"And pre probate is"},{"startTime":997.135,"endTime":1000.195,"body":"challenging because it's"},{"startTime":1000.224,"endTime":1001.124,"body":"shooting in the dark."},{"startTime":1001.198,"endTime":1004.468,"body":"Imagine if you have a family"},{"startTime":1001.198,"endTime":1004.468,"body":"with three kids, you have"},{"startTime":1004.468,"endTime":1007.272,"body":"to, it's almost impossible"},{"startTime":1004.468,"endTime":1007.272,"body":"to deduce which one is the"},{"startTime":1007.272,"endTime":1010.22,"body":"most responsible, typically"},{"startTime":1007.272,"endTime":1010.22,"body":"the administrator, whether"},{"startTime":1010.22,"endTime":1013.46,"body":"it's being appointed by the"},{"startTime":1010.22,"endTime":1013.46,"body":"will or being appointed by"},{"startTime":1013.58,"endTime":1016.52,"body":"the survivors, typically"},{"startTime":1013.58,"endTime":1016.52,"body":"it's the most responsible"},{"startTime":1016.52,"endTime":1017.6,"body":"person in the family."},{"startTime":1017.975,"endTime":1020.975,"body":"So it's, you may call and"},{"startTime":1017.975,"endTime":1020.975,"body":"muddy the water with two"},{"startTime":1020.975,"endTime":1023.375,"body":"or three people trying to"},{"startTime":1020.975,"endTime":1023.375,"body":"figure out which one's right."},{"startTime":1023.475,"endTime":1025.019,"body":"You may be peeling scabs."},{"startTime":1025.409,"endTime":1028.529,"body":"I'm not a huge fan of it from"},{"startTime":1025.409,"endTime":1028.529,"body":"a fun prospecting standpoint,"},{"startTime":1028.529,"endTime":1032.139,"body":"because you can really damage"},{"startTime":1028.529,"endTime":1032.139,"body":"your reputation in a hurry, and"},{"startTime":1032.139,"endTime":1036.219,"body":"in a smaller market, especially"},{"startTime":1032.139,"endTime":1036.219,"body":"if you come off the wrong way."},{"startTime":1036.399,"endTime":1040.367,"body":"So I think it's a pretty, it's"},{"startTime":1036.399,"endTime":1040.367,"body":"a pretty risky way to do it."},{"startTime":1040.508,"endTime":1043.832,"body":"Now that said there are"},{"startTime":1040.508,"endTime":1043.832,"body":"softer approaches where it's"},{"startTime":1043.832,"endTime":1045.842,"body":"not an inbound song call."},{"startTime":1046.022,"endTime":1048.542,"body":"You can use Facebook"},{"startTime":1046.022,"endTime":1048.542,"body":"advertising to."},{"startTime":1048.672,"endTime":1051.522,"body":"Offer them something of"},{"startTime":1048.672,"endTime":1051.522,"body":"value, get them to opt in."},{"startTime":1051.522,"endTime":1054.402,"body":"So here's a guide for families"},{"startTime":1051.522,"endTime":1054.402,"body":"who have lost a loved one"},{"startTime":1054.822,"endTime":1057.166,"body":"and it's, here's how you"},{"startTime":1054.822,"endTime":1057.166,"body":"handle asset preservation."},{"startTime":1057.196,"endTime":1059.026,"body":"Here's how you handle"},{"startTime":1057.196,"endTime":1059.026,"body":"asset disposition."},{"startTime":1059.056,"endTime":1061.263,"body":"Here's what probate is"},{"startTime":1059.056,"endTime":1061.263,"body":"here, but you can do it"},{"startTime":1061.263,"endTime":1062.883,"body":"with a very soft approach."},{"startTime":1063.123,"endTime":1065.518,"body":"And I think a lot of"},{"startTime":1063.123,"endTime":1065.518,"body":"people, that's a lot of"},{"startTime":1065.518,"endTime":1068.338,"body":"people were selling those"},{"startTime":1065.518,"endTime":1068.338,"body":"leads now, and those it's"},{"startTime":1068.338,"endTime":1070.925,"body":"going to make, they're"},{"startTime":1068.338,"endTime":1070.925,"body":"going to be so closed up."},{"startTime":1070.955,"endTime":1072.215,"body":"Almost nothing will work."},{"startTime":1072.725,"endTime":1075.845,"body":"If you want to work in that"},{"startTime":1072.725,"endTime":1075.845,"body":"space, I recommend taking"},{"startTime":1075.845,"endTime":1079.25,"body":"the value first approach,"},{"startTime":1075.845,"endTime":1079.25,"body":"get a really good blog and"},{"startTime":1079.25,"endTime":1082.61,"body":"a YouTube channel and put"},{"startTime":1079.25,"endTime":1082.61,"body":"good content out there stuff."},{"startTime":1082.61,"endTime":1084.14,"body":"That's actually"},{"startTime":1082.61,"endTime":1084.14,"body":"valuable to them."},{"startTime":1084.68,"endTime":1087.47,"body":"Like how do you choose the right"},{"startTime":1084.68,"endTime":1087.47,"body":"attorney to help your family?"},{"startTime":1087.47,"endTime":1091.34,"body":"And when they lose a loved"},{"startTime":1087.47,"endTime":1091.34,"body":"one and you can start to talk"},{"startTime":1091.34,"endTime":1094.43,"body":"about probate versus probate"},{"startTime":1091.34,"endTime":1094.43,"body":"exemptions, and some of them"},{"startTime":1094.43,"endTime":1097.977,"body":"aren't going to be probate, to"},{"startTime":1094.43,"endTime":1097.977,"body":"say something is pre probate is."},{"startTime":1098.242,"endTime":1099.202,"body":"Nah, they don't know."},{"startTime":1099.352,"endTime":1102.412,"body":"I don't know what the value of"},{"startTime":1099.352,"endTime":1102.412,"body":"that person's a state was and"},{"startTime":1102.412,"endTime":1105.022,"body":"every state has a different"},{"startTime":1102.412,"endTime":1105.022,"body":"smallest state exemption limit."},{"startTime":1105.152,"endTime":1107.938,"body":"So it's, they're they're"},{"startTime":1105.152,"endTime":1107.938,"body":"the reason I was willing to"},{"startTime":1107.938,"endTime":1111.538,"body":"put my name and a good chunk"},{"startTime":1107.938,"endTime":1111.538,"body":"of my career on probate is"},{"startTime":1111.538,"endTime":1114.448,"body":"because I saw these families"},{"startTime":1111.538,"endTime":1114.448,"body":"and I saw how much of a"},{"startTime":1114.448,"endTime":1117.658,"body":"difference I could make, but"},{"startTime":1114.448,"endTime":1117.658,"body":"also saw that they were ready."},{"startTime":1118.138,"endTime":1120.688,"body":"So it was a medium on I've"},{"startTime":1118.138,"endTime":1120.688,"body":"pulled the national data"},{"startTime":1120.688,"endTime":1121.948,"body":"from the, all the leads data."},{"startTime":1121.948,"endTime":1124.607,"body":"What I've, when I've analyzed"},{"startTime":1121.948,"endTime":1124.607,"body":"that it's a meeting of 68"},{"startTime":1124.607,"endTime":1127.067,"body":"days from the date of death"},{"startTime":1124.607,"endTime":1127.067,"body":"until the date of filing,"},{"startTime":1127.487,"endTime":1130.037,"body":"some families are two"},{"startTime":1127.487,"endTime":1130.037,"body":"years, some go the next day."},{"startTime":1130.037,"endTime":1132.377,"body":"But as a media,"},{"startTime":1130.037,"endTime":1132.377,"body":"that was 68 days."},{"startTime":1132.917,"endTime":1136.397,"body":"So what that told me was,"},{"startTime":1132.917,"endTime":1136.397,"body":"and it was consistent with"},{"startTime":1136.657,"endTime":1137.987,"body":"my own business and Roanoke."},{"startTime":1137.987,"endTime":1140.357,"body":"So typically death happens."},{"startTime":1140.357,"endTime":1141.807,"body":"Family takes care"},{"startTime":1140.357,"endTime":1141.807,"body":"of the funeral."},{"startTime":1141.807,"endTime":1144.857,"body":"The family goes over, it goes"},{"startTime":1141.807,"endTime":1144.857,"body":"through heirlooms, and then"},{"startTime":1144.857,"endTime":1147.517,"body":"they just sit with it for a"},{"startTime":1144.857,"endTime":1147.517,"body":"couple of months, eventually."},{"startTime":1147.647,"endTime":1151.086,"body":"The S the bills come and then"},{"startTime":1147.647,"endTime":1151.086,"body":"the next set of bills come"},{"startTime":1151.086,"endTime":1152.526,"body":"and the cash runs out on."},{"startTime":1152.526,"endTime":1155.046,"body":"They're like, oh shit, we"},{"startTime":1152.526,"endTime":1155.046,"body":"have got to do something."},{"startTime":1155.466,"endTime":1157.956,"body":"And that's when it becomes"},{"startTime":1155.466,"endTime":1157.956,"body":"that kind of, that signal"},{"startTime":1157.956,"endTime":1160.566,"body":"flare of petitioning, the"},{"startTime":1157.956,"endTime":1160.566,"body":"court for probate is, Hey,"},{"startTime":1160.566,"endTime":1161.646,"body":"we're ready to deal with this."},{"startTime":1162.216,"endTime":1165.006,"body":"And for me, that's, that"},{"startTime":1162.216,"endTime":1165.006,"body":"was the earliest point."},{"startTime":1165.216,"endTime":1168.096,"body":"I was willing to attach my"},{"startTime":1165.216,"endTime":1168.096,"body":"reputation to entering that"},{"startTime":1168.096,"endTime":1169.836,"body":"conversation was that probate."},{"startTime":1170.039,"endTime":1174.788,"body":"However, I having done this for,"},{"startTime":1170.039,"endTime":1174.788,"body":"a plus eight or nine years, I"},{"startTime":1174.788,"endTime":1179.208,"body":"do see a ton of value in getting"},{"startTime":1174.788,"endTime":1179.208,"body":"further upstream than that."},{"startTime":1179.298,"endTime":1181.668,"body":"And I'm looking for one"},{"startTime":1179.298,"endTime":1181.668,"body":"of the things I would"},{"startTime":1181.668,"endTime":1182.988,"body":"like to do in my career."},{"startTime":1183.018,"endTime":1185.628,"body":"What's left of it is that"},{"startTime":1183.018,"endTime":1185.628,"body":"actually find out how to get"},{"startTime":1185.628,"endTime":1188.148,"body":"upstream of estate planning and."},{"startTime":1188.333,"endTime":1191.976,"body":"95% of Americans go"},{"startTime":1188.333,"endTime":1191.976,"body":"to their deaf night."},{"startTime":1192.006,"endTime":1194.736,"body":"They know w in case you"},{"startTime":1192.006,"endTime":1194.736,"body":"guys haven't realized this"},{"startTime":1195.276,"endTime":1196.626,"body":"you're dying every day."},{"startTime":1196.896,"endTime":1199.746,"body":"Each of us, every one of you"},{"startTime":1196.896,"endTime":1199.746,"body":"guys getting older and dying."},{"startTime":1199.746,"endTime":1201.576,"body":"I don't know how many days you"},{"startTime":1199.746,"endTime":1201.576,"body":"have left, but you're in the"},{"startTime":1201.576,"endTime":1203.136,"body":"process of dying right now."},{"startTime":1203.289,"endTime":1204.189,"body":"And I."},{"startTime":1204.459,"endTime":1207.609,"body":"Yeah, it was that"},{"startTime":1204.459,"endTime":1207.609,"body":"realization to me came at 35."},{"startTime":1207.609,"endTime":1210.189,"body":"I set up my own estate"},{"startTime":1207.609,"endTime":1210.189,"body":"plan and long-term care"},{"startTime":1210.189,"endTime":1211.479,"body":"plan, my own insurances."},{"startTime":1212.019,"endTime":1214.779,"body":"And I can't get my own parents"},{"startTime":1212.019,"endTime":1214.779,"body":"like my own family members"},{"startTime":1214.779,"endTime":1217.329,"body":"to do it, but I'm watching my"},{"startTime":1214.779,"endTime":1217.329,"body":"grandparents go through this"},{"startTime":1217.329,"endTime":1220.406,"body":"right now, like struggling"},{"startTime":1217.329,"endTime":1220.406,"body":"to make a decision, do we"},{"startTime":1220.406,"endTime":1222.446,"body":"keep suffering and putting"},{"startTime":1220.406,"endTime":1222.446,"body":"our kids through this or"},{"startTime":1222.446,"endTime":1223.766,"body":"do we sell the family farm?"},{"startTime":1223.766,"endTime":1225.206,"body":"So Medicaid will help us out."},{"startTime":1225.776,"endTime":1228.926,"body":"And it's a really tough"},{"startTime":1225.776,"endTime":1228.926,"body":"position for people are in."},{"startTime":1228.986,"endTime":1231.266,"body":"So I really want to find"},{"startTime":1228.986,"endTime":1231.266,"body":"a way to get even further"},{"startTime":1231.266,"endTime":1232.166,"body":"upstream than that."},{"startTime":1232.166,"endTime":1233.516,"body":"How can we serve these families?"},{"startTime":1233.516,"endTime":1235.106,"body":"So they're not going"},{"startTime":1233.516,"endTime":1235.106,"body":"through probate."},{"startTime":1235.226,"endTime":1237.516,"body":"We can take them through"},{"startTime":1235.226,"endTime":1237.516,"body":"trust administration reason."},{"startTime":1237.516,"endTime":1240.706,"body":"I'm saying all that is the way"},{"startTime":1237.516,"endTime":1240.706,"body":"to do that is to put valuable"},{"startTime":1240.706,"endTime":1242.536,"body":"content out to your marketplace."},{"startTime":1243.016,"endTime":1247.197,"body":"So write about ways to avoid"},{"startTime":1243.016,"endTime":1247.197,"body":"avoid probate, right about ways"},{"startTime":1247.197,"endTime":1250.677,"body":"to avoid this and that or ways"},{"startTime":1247.197,"endTime":1250.677,"body":"to accomplish certain things."},{"startTime":1250.894,"endTime":1253.234,"body":"And over time, if that's a"},{"startTime":1250.894,"endTime":1253.234,"body":"space you're interested in, if"},{"startTime":1253.234,"endTime":1256.144,"body":"you put enough of that value"},{"startTime":1253.234,"endTime":1256.144,"body":"out there, it will basically"},{"startTime":1256.144,"endTime":1258.874,"body":"it'll insulate your reputation"},{"startTime":1256.144,"endTime":1258.874,"body":"and people will come to you."},{"startTime":1259.402,"endTime":1264.482,"body":"Long answer really long answer"},{"startTime":1259.402,"endTime":1264.482,"body":"to this in summary, I support"},{"startTime":1264.482,"endTime":1267.272,"body":"it if you're playing the long"},{"startTime":1264.482,"endTime":1267.272,"body":"game and you're willing to do"},{"startTime":1267.272,"endTime":1270.812,"body":"that kind of work and really"},{"startTime":1267.272,"endTime":1270.812,"body":"build like a transitional"},{"startTime":1270.992,"endTime":1272.552,"body":"advisor kind of role."},{"startTime":1272.682,"endTime":1274.542,"body":"In order to earn that"},{"startTime":1272.682,"endTime":1274.542,"body":"real estate business."},{"startTime":1274.833,"endTime":1276.993,"body":"So that's kinda my take on it."},{"startTime":1277.023,"endTime":1280.233,"body":"There's like you can, I would"},{"startTime":1277.023,"endTime":1280.233,"body":"say the easiest way to get"},{"startTime":1280.233,"endTime":1283.053,"body":"started, like direct marketing"},{"startTime":1280.233,"endTime":1283.053,"body":"to that list without having to"},{"startTime":1283.053,"endTime":1286.834,"body":"get on the phones and,  really"},{"startTime":1283.053,"endTime":1286.834,"body":"kinda  hurt people or hurt"},{"startTime":1286.89,"endTime":1290.445,"body":"your own reputation, get your"},{"startTime":1286.89,"endTime":1290.445,"body":"list, pull it into a custom"},{"startTime":1290.445,"endTime":1294.074,"body":"audience and Facebook match on,"},{"startTime":1290.445,"endTime":1294.074,"body":"first name, last name, phone"},{"startTime":1294.074,"endTime":1296.954,"body":"numbers, and then just run ads"},{"startTime":1294.074,"endTime":1296.954,"body":"like that with that content."},{"startTime":1296.954,"endTime":1300.257,"body":"Like what running that like"},{"startTime":1296.954,"endTime":1300.257,"body":"what to do when what to do"},{"startTime":1300.257,"endTime":1302.657,"body":"in Des Moines, Iowa, when you"},{"startTime":1300.257,"endTime":1302.657,"body":"lose a family member in de"},{"startTime":1302.657,"endTime":1305.869,"body":"Moines, Iowa, and just have"},{"startTime":1302.657,"endTime":1305.869,"body":"you and a probate attorney"},{"startTime":1305.929,"endTime":1308.955,"body":"talking about, okay this"},{"startTime":1305.929,"endTime":1308.955,"body":"is what happens if you're."},{"startTime":1309.145,"endTime":1312.385,"body":"If your air had less than"},{"startTime":1309.145,"endTime":1312.385,"body":"50,000, this is what happens."},{"startTime":1312.385,"endTime":1315.385,"body":"If they have more than 50,000"},{"startTime":1312.385,"endTime":1315.385,"body":"probate, this is what happened."},{"startTime":1315.795,"endTime":1318.315,"body":"Have you had a limit if you"},{"startTime":1315.795,"endTime":1318.315,"body":"do, or had you had a little"},{"startTime":1318.315,"endTime":1321.225,"body":"bit trust, this is what it"},{"startTime":1318.315,"endTime":1321.225,"body":"would look like and it's"},{"startTime":1321.269,"endTime":1322.979,"body":"there's no strong sell there."},{"startTime":1322.979,"endTime":1325.109,"body":"There's nothing, not even a"},{"startTime":1322.979,"endTime":1325.109,"body":"real strong call to action."},{"startTime":1325.109,"endTime":1326.399,"body":"That's a trust building piece."},{"startTime":1326.849,"endTime":1329.144,"body":"So when everyone else is"},{"startTime":1326.849,"endTime":1329.144,"body":"calling Hey, is this John DOE"},{"startTime":1329.504,"endTime":1331.414,"body":"listen, I heard Harry DOE died."},{"startTime":1331.464,"endTime":1332.264,"body":"He was your father."},{"startTime":1332.26,"endTime":1333.666,"body":"And John DOE is triggered."},{"startTime":1333.666,"endTime":1335.466,"body":"His ego says because of this."},{"startTime":1335.563,"endTime":1338.653,"body":"So while they're trying that"},{"startTime":1335.563,"endTime":1338.653,"body":"approach, if you can put that"},{"startTime":1338.653,"endTime":1340.813,"body":"something out there in front"},{"startTime":1338.653,"endTime":1340.813,"body":"of them, that helps educate"},{"startTime":1340.813,"endTime":1343.813,"body":"them and comfort them and move"},{"startTime":1340.813,"endTime":1343.813,"body":"them through that process,"},{"startTime":1343.813,"endTime":1347.203,"body":"the process of mourning and"},{"startTime":1343.813,"endTime":1347.203,"body":"grieving, but also administer"},{"startTime":1347.233,"endTime":1348.523,"body":"administrating the estate."},{"startTime":1349.093,"endTime":1351.391,"body":"Then I think over time,"},{"startTime":1349.093,"endTime":1351.391,"body":"you'll you won't have any"},{"startTime":1351.391,"endTime":1353.701,"body":"competition, no matter how"},{"startTime":1351.391,"endTime":1353.701,"body":"many people were buying that"},{"startTime":1353.701,"endTime":1354.856,"body":"list, like with probate."},{"startTime":1355.028,"endTime":1356.213,"body":"But that's how I"},{"startTime":1355.028,"endTime":1356.213,"body":"would approach it."},{"startTime":1356.265,"endTime":1357.705,"body":"If you want to, if you"},{"startTime":1356.265,"endTime":1357.705,"body":"want to hunt with a"},{"startTime":1357.705,"endTime":1358.935,"body":"laser, you still can."},{"startTime":1358.935,"endTime":1359.985,"body":"Thanks to Facebook."},{"startTime":1360.495,"endTime":1363.995,"body":"Just don't be so direct that"},{"startTime":1360.495,"endTime":1363.995,"body":"you, they know you're targeting"},{"startTime":1363.995,"endTime":1365.375,"body":"them just because of that."},{"startTime":1365.362,"endTime":1368.247,"body":"Make it look like a general"},{"startTime":1365.362,"endTime":1368.247,"body":"message to the public, and"},{"startTime":1368.247,"endTime":1369.177,"body":"then you won't trigger them."},{"startTime":1369.477,"endTime":1370.917,"body":"Hey, chat on a"},{"startTime":1369.477,"endTime":1370.917,"body":"follow-up on that."},{"startTime":1371.227,"endTime":1372.56,"body":"I ended up at a seminar."},{"startTime":1372.56,"endTime":1375.39,"body":"I thought was gonna be a"},{"startTime":1372.56,"endTime":1375.39,"body":"probate lawyer seminar, and"},{"startTime":1375.39,"endTime":1379.617,"body":"it ended up being a retirement"},{"startTime":1375.39,"endTime":1379.617,"body":"max person here in our city."},{"startTime":1379.747,"endTime":1382.267,"body":"And so he's basically"},{"startTime":1379.747,"endTime":1382.267,"body":"advising people on how"},{"startTime":1382.267,"endTime":1385.567,"body":"to set up for retirement"},{"startTime":1382.267,"endTime":1385.567,"body":"and that kind of stuff."},{"startTime":1385.567,"endTime":1388.267,"body":"And how to avoid taxes"},{"startTime":1385.567,"endTime":1388.267,"body":"basically during retirement,"},{"startTime":1388.267,"endTime":1389.257,"body":"watch your taxes."},{"startTime":1389.557,"endTime":1393.517,"body":"Is there something that we"},{"startTime":1389.557,"endTime":1393.517,"body":"can do to help them where we"},{"startTime":1393.517,"endTime":1396.667,"body":"can work and be a win-win do"},{"startTime":1393.517,"endTime":1396.667,"body":"you think, or is retirement"},{"startTime":1396.667,"endTime":1399.757,"body":"too soon to be talking about"},{"startTime":1396.667,"endTime":1399.757,"body":"that you think too soon to be"},{"startTime":1399.757,"endTime":1401.137,"body":"talking about an estate plan?"},{"startTime":1401.497,"endTime":1402.357,"body":"That's what I'm thinking of."},{"startTime":1402.417,"endTime":1404.811,"body":"I think a state plan is a"},{"startTime":1402.417,"endTime":1404.811,"body":"good thing but a state plan"},{"startTime":1404.871,"endTime":1408.891,"body":"and how would that be a"},{"startTime":1404.871,"endTime":1408.891,"body":"win-win for our business?"},{"startTime":1409.04,"endTime":1411.92,"body":"All of the person hosting"},{"startTime":1409.04,"endTime":1411.92,"body":"that seminar there, they're a"},{"startTime":1411.92,"endTime":1413.482,"body":"CPA, they're looking lawyer."},{"startTime":1413.572,"endTime":1417.553,"body":"And their third plan is to help"},{"startTime":1413.572,"endTime":1417.553,"body":"them,  a set up of state plans"},{"startTime":1417.553,"endTime":1419.833,"body":"to where they don't pay as"},{"startTime":1417.553,"endTime":1419.833,"body":"much taxes during retirement."},{"startTime":1419.963,"endTime":1420.263,"body":"Okay."},{"startTime":1420.263,"endTime":1421.613,"body":"And they already"},{"startTime":1420.263,"endTime":1421.613,"body":"have the attorney."},{"startTime":1421.643,"endTime":1424.123,"body":"So when they get a hand"},{"startTime":1421.643,"endTime":1424.123,"body":"raised in that seminar,"},{"startTime":1424.123,"endTime":1426.437,"body":"they already have the"},{"startTime":1424.123,"endTime":1426.437,"body":"attorney in mind that, yeah."},{"startTime":1426.437,"endTime":1427.367,"body":"I talked to him about that."},{"startTime":1427.427,"endTime":1429.407,"body":"We had a meeting, I talked"},{"startTime":1427.427,"endTime":1429.407,"body":"to him afterwards and I"},{"startTime":1429.407,"endTime":1430.667,"body":"said, look, we can help you."},{"startTime":1430.917,"endTime":1432.971,"body":"If you want to do something,"},{"startTime":1430.917,"endTime":1432.971,"body":"I've got a guy here that"},{"startTime":1432.971,"endTime":1436.353,"body":"will help you set up the"},{"startTime":1432.971,"endTime":1436.353,"body":"trusts or states or, they"},{"startTime":1436.353,"endTime":1437.283,"body":"don't do it themselves."},{"startTime":1437.448,"endTime":1440.628,"body":"But it's like here, this is"},{"startTime":1437.448,"endTime":1440.628,"body":"definitely, I hope you've"},{"startTime":1440.628,"endTime":1442.608,"body":"already considered them"},{"startTime":1440.628,"endTime":1442.608,"body":"a member of your team."},{"startTime":1442.608,"endTime":1445.038,"body":"That is a really good"},{"startTime":1442.608,"endTime":1445.038,"body":"CPA to have on your team."},{"startTime":1445.338,"endTime":1448.368,"body":"I've found that with a lot"},{"startTime":1445.338,"endTime":1448.368,"body":"of CPA is that's the one"},{"startTime":1448.368,"endTime":1451.588,"body":"team member that's really"},{"startTime":1448.368,"endTime":1451.588,"body":"hard to fill the spot because"},{"startTime":1451.59,"endTime":1453.493,"body":"they're like, yeah, man, they"},{"startTime":1451.59,"endTime":1453.493,"body":"just need to file a final"},{"startTime":1453.493,"endTime":1454.933,"body":"tax returns, no big deal."},{"startTime":1454.933,"endTime":1456.493,"body":"And I'm like, come on, man."},{"startTime":1456.503,"endTime":1458.543,"body":"If you're willing to answer"},{"startTime":1456.503,"endTime":1458.543,"body":"their questions, you can"},{"startTime":1458.543,"endTime":1460.011,"body":"take, take their business."},{"startTime":1460.021,"endTime":1461.96,"body":"Yes, that client is not at that."},{"startTime":1461.96,"endTime":1463.97,"body":"Person's not going to be"},{"startTime":1461.96,"endTime":1463.97,"body":"a client they're dead."},{"startTime":1464.1,"endTime":1466.77,"body":"But if you can serve these"},{"startTime":1464.1,"endTime":1466.77,"body":"people and connect them"},{"startTime":1466.77,"endTime":1469.574,"body":"with just like this guy is"},{"startTime":1466.77,"endTime":1469.574,"body":"doing, connect them with a"},{"startTime":1469.574,"endTime":1472.471,"body":"registered investment advisor"},{"startTime":1469.574,"endTime":1472.471,"body":"to help them understand"},{"startTime":1472.471,"endTime":1475.214,"body":"what the options are for the"},{"startTime":1472.471,"endTime":1475.214,"body":"life insurance distribution,"},{"startTime":1475.574,"endTime":1480.056,"body":"connect them to attack, to"},{"startTime":1475.574,"endTime":1480.056,"body":"long-term care insurance agents,"},{"startTime":1480.056,"endTime":1481.256,"body":"like whoever it might be."},{"startTime":1481.386,"endTime":1483.948,"body":"But and Martha said, look"},{"startTime":1481.386,"endTime":1483.948,"body":"for Martha jumped in."},{"startTime":1483.948,"endTime":1485.313,"body":"If if you've got a microphone."},{"startTime":1485.443,"endTime":1485.743,"body":"Yeah."},{"startTime":1486.043,"endTime":1488.173,"body":"In my previous life, I"},{"startTime":1486.043,"endTime":1488.173,"body":"was an enrolled agent."},{"startTime":1488.173,"endTime":1490.333,"body":"I did a state and"},{"startTime":1488.173,"endTime":1490.333,"body":"trust tax returns."},{"startTime":1490.633,"endTime":1493.513,"body":"Enrolled agents are"},{"startTime":1490.633,"endTime":1493.513,"body":"different than CPAs in"},{"startTime":1493.513,"endTime":1495.283,"body":"that they focus on tax."},{"startTime":1495.343,"endTime":1499.427,"body":"They've passed the two day"},{"startTime":1495.343,"endTime":1499.427,"body":"exam on tax law and might be a"},{"startTime":1499.427,"endTime":1501.467,"body":"better person in this situation."},{"startTime":1501.597,"endTime":1503.277,"body":"I saw you made a"},{"startTime":1501.597,"endTime":1503.277,"body":"comment on that."},{"startTime":1503.477,"endTime":1504.94,"body":"What do you mean"},{"startTime":1503.477,"endTime":1504.94,"body":"by enrolled agent?"},{"startTime":1504.97,"endTime":1509.38,"body":"You take a two day exam given"},{"startTime":1504.97,"endTime":1509.38,"body":"by the IRS on tax law, which"},{"startTime":1509.38,"endTime":1512.944,"body":"entitles you to practice"},{"startTime":1509.38,"endTime":1512.944,"body":"before the IRS  represent the"},{"startTime":1512.944,"endTime":1517.109,"body":"public just as a CPA, could"},{"startTime":1512.944,"endTime":1517.109,"body":"all the way up to tax court."},{"startTime":1517.409,"endTime":1519.629,"body":"And if you wanted to take"},{"startTime":1517.409,"endTime":1519.629,"body":"more classes and pass"},{"startTime":1519.629,"endTime":1521.999,"body":"another exam, you can"},{"startTime":1519.629,"endTime":1521.999,"body":"actually go to tax court."},{"startTime":1522.299,"endTime":1523.799,"body":"So there'll be in"},{"startTime":1522.299,"endTime":1523.799,"body":"the tax bracket."},{"startTime":1524.009,"endTime":1524.669,"body":"How would you find it?"},{"startTime":1524.669,"endTime":1525.159,"body":"Enroll it."},{"startTime":1525.459,"endTime":1526.719,"body":"Ask a basic question here."},{"startTime":1527.019,"endTime":1530.169,"body":"Yeah, there's an organization,"},{"startTime":1527.019,"endTime":1530.169,"body":"national association"},{"startTime":1530.169,"endTime":1531.309,"body":"of enrolled agents."},{"startTime":1531.609,"endTime":1534.489,"body":"Also, you can just Google"},{"startTime":1531.609,"endTime":1534.489,"body":"enrolled agents and there"},{"startTime":1534.489,"endTime":1535.719,"body":"should be some coming up."},{"startTime":1536.019,"endTime":1537.789,"body":"And these enrolled agents,"},{"startTime":1536.019,"endTime":1537.789,"body":"when you say a role,"},{"startTime":1537.789,"endTime":1540.892,"body":"their role with the IRS"},{"startTime":1537.789,"endTime":1540.892,"body":"issues, is that what it is?"},{"startTime":1541.022,"endTime":1541.352,"body":"Yeah."},{"startTime":1541.382,"endTime":1544.922,"body":"They, an enrolled agent is"},{"startTime":1541.382,"endTime":1544.922,"body":"qualified to prepare all kinds"},{"startTime":1544.922,"endTime":1549.332,"body":"of tax returns and represent"},{"startTime":1544.922,"endTime":1549.332,"body":"the public for audits, whatever."},{"startTime":1549.332,"endTime":1552.152,"body":"So you, do you"},{"startTime":1549.332,"endTime":1552.152,"body":"deal with the IRS?"},{"startTime":1552.272,"endTime":1556.202,"body":"Just the same as the CPA"},{"startTime":1552.272,"endTime":1556.202,"body":"would, except a CPA does"},{"startTime":1556.202,"endTime":1557.582,"body":"more than just taxes."},{"startTime":1557.582,"endTime":1559.442,"body":"CPA does all sorts of things."},{"startTime":1559.772,"endTime":1561.842,"body":"Enrolled agents, focus on taxes."},{"startTime":1562.202,"endTime":1562.382,"body":"Okay."},{"startTime":1562.402,"endTime":1564.305,"body":"And there's no state"},{"startTime":1562.402,"endTime":1564.305,"body":"licensure with that."},{"startTime":1564.305,"endTime":1565.715,"body":"Just a federal designation."},{"startTime":1565.715,"endTime":1566.195,"body":"Correct?"},{"startTime":1566.615,"endTime":1567.365,"body":"Just federal."},{"startTime":1567.527,"endTime":1567.797,"body":"Okay."},{"startTime":1568.097,"endTime":1568.517,"body":"Thank you."},{"startTime":1568.817,"endTime":1569.417,"body":"You're welcome."},{"startTime":1569.717,"endTime":1570.347,"body":"It's good to know."},{"startTime":1570.347,"endTime":1573.197,"body":"You've got that person in"},{"startTime":1570.347,"endTime":1573.197,"body":"your community, Chris, like"},{"startTime":1573.458,"endTime":1575.238,"body":"that's probably a really"},{"startTime":1573.458,"endTime":1575.238,"body":"good partner that you"},{"startTime":1575.238,"endTime":1576.348,"body":"can do some things with."},{"startTime":1576.408,"endTime":1579.451,"body":"And I would encourage you to"},{"startTime":1576.408,"endTime":1579.451,"body":"find a role in the seminars."},{"startTime":1579.661,"endTime":1582.318,"body":"Like the next time they do"},{"startTime":1579.661,"endTime":1582.318,"body":"one, have a seat in the room,"},{"startTime":1582.318,"endTime":1584.928,"body":"be a part of their panel to"},{"startTime":1582.318,"endTime":1584.928,"body":"answer real estate questions"},{"startTime":1584.928,"endTime":1586.098,"body":"that those folks might have."},{"startTime":1586.265,"endTime":1587.435,"body":"That could be a good way."},{"startTime":1587.435,"endTime":1588.755,"body":"That's one of the things, Roger."},{"startTime":1588.755,"endTime":1590.015,"body":"Lacey's not, I don't,"},{"startTime":1588.755,"endTime":1590.015,"body":"I haven't seen it."},{"startTime":1590.075,"endTime":1592.705,"body":"I'm here today, but he's"},{"startTime":1590.075,"endTime":1592.705,"body":"really good at finding"},{"startTime":1592.705,"endTime":1593.995,"body":"places to add value."},{"startTime":1594.115,"endTime":1596.363,"body":"Radio shows,"},{"startTime":1594.115,"endTime":1596.363,"body":"courtrooms, you name it."},{"startTime":1596.348,"endTime":1599.228,"body":"Bill gross is actually, he's"},{"startTime":1596.348,"endTime":1599.228,"body":"really good at that too."},{"startTime":1599.228,"endTime":1601.868,"body":"Like he attends court just"},{"startTime":1599.228,"endTime":1601.868,"body":"to help people with real"},{"startTime":1601.868,"endTime":1604.118,"body":"estate questions while"},{"startTime":1601.868,"endTime":1604.118,"body":"they're in that environment."},{"startTime":1604.568,"endTime":1606.158,"body":"And he earns business for that."},{"startTime":1606.158,"endTime":1609.038,"body":"So at some point, if I were"},{"startTime":1606.158,"endTime":1609.038,"body":"you, I would want to seat"},{"startTime":1609.038,"endTime":1611.498,"body":"in that room every time"},{"startTime":1609.038,"endTime":1611.498,"body":"they do a seminar, be there"},{"startTime":1611.498,"endTime":1612.548,"body":"as the real estate guy."},{"startTime":1613.088,"endTime":1614.318,"body":"And you never know."},{"startTime":1614.375,"endTime":1616.685,"body":"These people obviously"},{"startTime":1614.375,"endTime":1616.685,"body":"have assets to protect or"},{"startTime":1616.685,"endTime":1617.585,"body":"they wouldn't be there."},{"startTime":1617.915,"endTime":1619.865,"body":"So it's a pretty damn"},{"startTime":1617.915,"endTime":1619.865,"body":"good room in the prospect."},{"startTime":1619.865,"endTime":1620.105,"body":"Dan."},{"startTime":1620.165,"endTime":1622.635,"body":"So get in there and engage"},{"startTime":1620.165,"endTime":1622.635,"body":"with them, try to find"},{"startTime":1622.635,"endTime":1624.375,"body":"ways to provide value."},{"startTime":1624.482,"endTime":1626.552,"body":"For example, one of the things"},{"startTime":1624.482,"endTime":1626.552,"body":"you could talk about in the"},{"startTime":1626.552,"endTime":1628.142,"body":"next meeting is what happened."},{"startTime":1628.412,"endTime":1632.012,"body":"If the step up basis goes away"},{"startTime":1628.412,"endTime":1632.012,"body":"on a federal level, what does"},{"startTime":1632.012,"endTime":1633.332,"body":"that mean for your family?"},{"startTime":1633.462,"endTime":1635.292,"body":"And as a real estate"},{"startTime":1633.462,"endTime":1635.292,"body":"professional, you get"},{"startTime":1635.292,"endTime":1636.492,"body":"up and talk about that."},{"startTime":1636.53,"endTime":1640.633,"body":"Let the CPAs back you up"},{"startTime":1636.53,"endTime":1640.633,"body":"and then you build trust."},{"startTime":1640.993,"endTime":1645.172,"body":"So you know, it's, we have over"},{"startTime":1640.993,"endTime":1645.172,"body":"60 million baby boomers will"},{"startTime":1645.172,"endTime":1647.212,"body":"pass away in the next 40 years."},{"startTime":1647.512,"endTime":1649.792,"body":"These folks are going to be"},{"startTime":1647.512,"endTime":1649.792,"body":"of the age, their friends"},{"startTime":1649.792,"endTime":1652.042,"body":"are going to be losing their"},{"startTime":1649.792,"endTime":1652.042,"body":"parents, their aunts, their"},{"startTime":1652.042,"endTime":1655.972,"body":"uncles, like they're going to"},{"startTime":1652.042,"endTime":1655.972,"body":"be able to, if you build trust"},{"startTime":1655.972,"endTime":1658.912,"body":"and you build that reputation"},{"startTime":1655.972,"endTime":1658.912,"body":"in that room, if you have 30"},{"startTime":1658.912,"endTime":1661.672,"body":"new people every month and"},{"startTime":1658.912,"endTime":1661.672,"body":"you can do something like"},{"startTime":1661.672,"endTime":1664.732,"body":"that, holy crap, man, how many"},{"startTime":1661.672,"endTime":1664.732,"body":"referrals are you going to get?"},{"startTime":1665.032,"endTime":1667.762,"body":"Like you're going to be that"},{"startTime":1665.032,"endTime":1667.762,"body":"guy, like the guy, the real"},{"startTime":1667.762,"endTime":1671.002,"body":"estate guy that you can trust"},{"startTime":1667.762,"endTime":1671.002,"body":"to not sell you, but lead you."},{"startTime":1671.302,"endTime":1674.182,"body":"And that's what I would say"},{"startTime":1671.302,"endTime":1674.182,"body":"you should do with this is"},{"startTime":1674.192,"endTime":1677.182,"body":"don't like, I would look again"},{"startTime":1674.192,"endTime":1677.182,"body":"a little bit longer term, but"},{"startTime":1677.662,"endTime":1680.542,"body":"I think you can monetize the"},{"startTime":1677.662,"endTime":1680.542,"body":"hell out of that relationship"},{"startTime":1680.752,"endTime":1684.847,"body":"by providing value to them and"},{"startTime":1680.752,"endTime":1684.847,"body":"the people in their seminars."},{"startTime":1684.847,"endTime":1686.707,"body":"But you're going to get"},{"startTime":1684.847,"endTime":1686.707,"body":"referrals and have some"},{"startTime":1686.707,"endTime":1687.817,"body":"sort of a leave behind."},{"startTime":1687.817,"endTime":1689.739,"body":"So you get an opportunity"},{"startTime":1687.817,"endTime":1689.739,"body":"to leave your, your"},{"startTime":1689.739,"endTime":1690.969,"body":"contact info with them."},{"startTime":1691.116,"endTime":1694.719,"body":"Maybe make a, A step up basis"},{"startTime":1691.116,"endTime":1694.719,"body":"fact sheet with your brand on"},{"startTime":1694.719,"endTime":1698.423,"body":"the bottom and talk about, like"},{"startTime":1694.719,"endTime":1698.423,"body":"this is what the current, like"},{"startTime":1698.423,"endTime":1702.443,"body":"in column a, this is what is"},{"startTime":1698.423,"endTime":1702.443,"body":"the current step up basis rules"},{"startTime":1702.443,"endTime":1703.883,"body":"are and the history of that."},{"startTime":1704.363,"endTime":1707.183,"body":"And then column B, this is,"},{"startTime":1704.363,"endTime":1707.183,"body":"these are the proposed changes"},{"startTime":1707.204,"endTime":1709.286,"body":"of, for 20, 21 and beyond."},{"startTime":1709.486,"endTime":1710.896,"body":"Anyways, I'm just spit ball on."},{"startTime":1710.896,"endTime":1714.719,"body":"That's one thing I think that"},{"startTime":1710.896,"endTime":1714.719,"body":"CPA would be crazy not to want"},{"startTime":1714.719,"endTime":1715.889,"body":"you to come and talk about that."},{"startTime":1716.019,"endTime":1716.319,"body":"Okay."},{"startTime":1716.709,"endTime":1717.129,"body":"Awesome."},{"startTime":1717.429,"endTime":1717.999,"body":"Thanks for sharing."},{"startTime":1717.999,"endTime":1718.509,"body":"I appreciate it."},{"startTime":1718.809,"endTime":1719.049,"body":"Yeah."},{"startTime":1719.349,"endTime":1720.879,"body":"Lots of new names"},{"startTime":1719.349,"endTime":1720.879,"body":"here today, guys."},{"startTime":1720.901,"endTime":1723.661,"body":"Any anyone taking the course"},{"startTime":1720.901,"endTime":1723.661,"body":"and there's any questions"},{"startTime":1723.661,"endTime":1727.021,"body":"you have or anything you,"},{"startTime":1723.661,"endTime":1727.021,"body":"you don't fully understand."},{"startTime":1727.021,"endTime":1727.321,"body":"Rosie."},{"startTime":1727.321,"endTime":1728.251,"body":"I see your hand up now."},{"startTime":1728.251,"endTime":1728.551,"body":"Sorry."},{"startTime":1728.551,"endTime":1728.971,"body":"I missed you."},{"startTime":1729.101,"endTime":1729.851,"body":"That's okay."},{"startTime":1730.102,"endTime":1733.912,"body":"So why don't you ask a"},{"startTime":1730.102,"endTime":1733.912,"body":"question on Chad on how to"},{"startTime":1733.912,"endTime":1736.674,"body":"do something that I'm already"},{"startTime":1733.912,"endTime":1736.674,"body":"doing in a better way."},{"startTime":1736.729,"endTime":1741.327,"body":"I am a part of investor group"},{"startTime":1736.729,"endTime":1741.327,"body":"that I consistently show up once"},{"startTime":1741.567,"endTime":1743.187,"body":"would good week, twice a week."},{"startTime":1743.577,"endTime":1746.342,"body":"It's a zoom call, it's"},{"startTime":1743.577,"endTime":1746.342,"body":"semesters all over Texas, right?"},{"startTime":1746.342,"endTime":1747.122,"body":"That I'm a part off."},{"startTime":1747.267,"endTime":1751.059,"body":"And I have selectively"},{"startTime":1747.267,"endTime":1751.059,"body":"marketed as myself as a realtor"},{"startTime":1751.059,"endTime":1753.669,"body":"investor so that they, Mr."},{"startTime":1753.669,"endTime":1755.649,"body":"That are a good match,"},{"startTime":1753.669,"endTime":1755.649,"body":"become partners with me."},{"startTime":1755.642,"endTime":1758.386,"body":"But I'm also realizing"},{"startTime":1755.642,"endTime":1758.386,"body":"that I'm leaving a lot"},{"startTime":1758.386,"endTime":1759.586,"body":"of business on the table."},{"startTime":1759.646,"endTime":1762.736,"body":"If everybody doesn't"},{"startTime":1759.646,"endTime":1762.736,"body":"know me at full capacity."},{"startTime":1762.869,"endTime":1765.719,"body":"My biggest concern is that"},{"startTime":1762.869,"endTime":1765.719,"body":"when I show up and I just"},{"startTime":1765.719,"endTime":1767.759,"body":"make an introduction that,"},{"startTime":1765.719,"endTime":1767.759,"body":"Hey, I'm a realtor and"},{"startTime":1767.759,"endTime":1768.929,"body":"Mister friendly realtor."},{"startTime":1769.169,"endTime":1770.519,"body":"First of all, I just"},{"startTime":1769.169,"endTime":1770.519,"body":"don't want to do that."},{"startTime":1770.549,"endTime":1773.609,"body":"I want to have a too expensive"},{"startTime":1770.549,"endTime":1773.609,"body":"value that clearly sends a"},{"startTime":1773.609,"endTime":1775.589,"body":"message to the people who"},{"startTime":1773.609,"endTime":1775.589,"body":"are going to be good fit"},{"startTime":1775.889,"endTime":1779.639,"body":"second a little bit, but"},{"startTime":1775.889,"endTime":1779.639,"body":"I've tried to raise my head."},{"startTime":1779.729,"endTime":1782.339,"body":"I become a magnet of a"},{"startTime":1779.729,"endTime":1782.339,"body":"bunch of CNBS for investors,"},{"startTime":1782.339,"endTime":1783.089,"body":"which I don't want to be."},{"startTime":1783.533,"endTime":1785.603,"body":"I don't want to do a bunch of"},{"startTime":1783.533,"endTime":1785.603,"body":"CMS for the deals that put him"},{"startTime":1785.603,"endTime":1789.283,"body":"off for as long, like I want to"},{"startTime":1785.603,"endTime":1789.283,"body":"partner up let's truly add value"},{"startTime":1789.283,"endTime":1792.733,"body":"and I have access to a lot more"},{"startTime":1789.283,"endTime":1792.733,"body":"resources than just a realtor."},{"startTime":1792.762,"endTime":1796.902,"body":"So it sounds like you have"},{"startTime":1792.762,"endTime":1796.902,"body":"dealt with that world or"},{"startTime":1796.902,"endTime":1798.732,"body":"work in that environment."},{"startTime":1799.002,"endTime":1803.202,"body":"How did you position yourself"},{"startTime":1799.002,"endTime":1803.202,"body":"as a realtor who was valid,"},{"startTime":1803.202,"endTime":1806.442,"body":"capable offer investor, but"},{"startTime":1803.202,"endTime":1806.442,"body":"you didn't become a magnet for,"},{"startTime":1806.65,"endTime":1808.9,"body":"I've been licensed since 2005."},{"startTime":1809.2,"endTime":1811.93,"body":"And I was a real estate agent."},{"startTime":1811.93,"endTime":1813.22,"body":"That's what I called myself."},{"startTime":1813.52,"endTime":1816.16,"body":"I laws in a realtor"},{"startTime":1813.52,"endTime":1816.16,"body":"until let's see."},{"startTime":1816.472,"endTime":1820.242,"body":"was briefly at snow shoe for"},{"startTime":1816.472,"endTime":1820.242,"body":"a little while in 2007, like"},{"startTime":1820.242,"endTime":1823.452,"body":"we, we became part of the"},{"startTime":1820.242,"endTime":1823.452,"body":"association, then it went away."},{"startTime":1823.432,"endTime":1827.933,"body":"And I w and then one in Maui,"},{"startTime":1823.432,"endTime":1827.933,"body":"we were members, but I've never"},{"startTime":1827.933,"endTime":1829.193,"body":"really connected with that."},{"startTime":1829.793,"endTime":1832.793,"body":"The title realtor, to me,"},{"startTime":1829.793,"endTime":1832.793,"body":"that's just a, that's a"},{"startTime":1832.793,"endTime":1834.113,"body":"professional designation."},{"startTime":1834.113,"endTime":1836.524,"body":"It's not how I would"},{"startTime":1834.113,"endTime":1836.524,"body":"define my career."},{"startTime":1836.654,"endTime":1839.531,"body":"So I've always looked at"},{"startTime":1836.654,"endTime":1839.531,"body":"myself as a real estate expert"},{"startTime":1839.531,"endTime":1841.121,"body":"or a real estate consultant."},{"startTime":1841.661,"endTime":1845.381,"body":"And when I got into Roanoke"},{"startTime":1841.661,"endTime":1845.381,"body":"where I was competing with"},{"startTime":1845.411,"endTime":1847.781,"body":"everyone in that market who"},{"startTime":1845.411,"endTime":1847.781,"body":"had been there their entire"},{"startTime":1847.781,"endTime":1851.258,"body":"career, and I knew nobody"},{"startTime":1847.781,"endTime":1851.258,"body":"and had no, no network."},{"startTime":1851.25,"endTime":1854.34,"body":"I used that to my advantage"},{"startTime":1851.25,"endTime":1854.34,"body":"to differentiate myself."},{"startTime":1854.34,"endTime":1857.448,"body":"So I started to as I was"},{"startTime":1854.34,"endTime":1857.448,"body":"a, real estate advisor,"},{"startTime":1858.018,"endTime":1860.086,"body":"and the first thing people"},{"startTime":1858.018,"endTime":1860.086,"body":"say is what do you mean?"},{"startTime":1860.416,"endTime":1863.716,"body":"And boom, that's what you"},{"startTime":1860.416,"endTime":1863.716,"body":"got because you do away with"},{"startTime":1863.716,"endTime":1865.486,"body":"all of their assumptions."},{"startTime":1865.606,"endTime":1868.726,"body":"So when you say realtor, it"},{"startTime":1865.606,"endTime":1868.726,"body":"has negative connotations."},{"startTime":1869.206,"endTime":1870.346,"body":"We work in an industry."},{"startTime":1870.581,"endTime":1871.361,"body":"That's made up."},{"startTime":1871.421,"endTime":1873.809,"body":"It's, there's an"},{"startTime":1871.421,"endTime":1873.809,"body":"88% failure rate."},{"startTime":1873.829,"endTime":1876.739,"body":"The three-year mark, like it"},{"startTime":1873.829,"endTime":1876.739,"body":"replaces itself all the time."},{"startTime":1877.249,"endTime":1879.979,"body":"And quite frankly, most"},{"startTime":1877.249,"endTime":1879.979,"body":"realtors aren't respected."},{"startTime":1880.579,"endTime":1883.921,"body":"And for me it was like, no,"},{"startTime":1880.579,"endTime":1883.921,"body":"I need people to I don't need"},{"startTime":1883.921,"endTime":1886.8,"body":"people to assume they know"},{"startTime":1883.921,"endTime":1886.8,"body":"something about me because"},{"startTime":1886.8,"endTime":1888.54,"body":"I'm using this designation."},{"startTime":1889.05,"endTime":1891.269,"body":"So I just stripped"},{"startTime":1889.05,"endTime":1891.269,"body":"that out of everything."},{"startTime":1891.263,"endTime":1895.177,"body":"I would as far as if I, and"},{"startTime":1891.263,"endTime":1895.177,"body":"I was more Chad eventually"},{"startTime":1895.177,"endTime":1896.767,"body":"I quit using business cards."},{"startTime":1896.797,"endTime":1899.514,"body":"Like I had business cards from"},{"startTime":1896.797,"endTime":1899.514,"body":"my investment business cards"},{"startTime":1899.514,"endTime":1900.804,"body":"from my real estate team."},{"startTime":1901.404,"endTime":1904.284,"body":"And like I differentiated,"},{"startTime":1901.404,"endTime":1904.284,"body":"I was managing two brands"},{"startTime":1904.674,"endTime":1905.604,"body":"and it became a lot."},{"startTime":1905.734,"endTime":1907.954,"body":"And I eventually just"},{"startTime":1905.734,"endTime":1907.954,"body":"put all that down, quit"},{"startTime":1907.954,"endTime":1909.034,"body":"giving business cards."},{"startTime":1909.034,"endTime":1910.234,"body":"And when I would meet"},{"startTime":1909.034,"endTime":1910.234,"body":"someone, they're like,"},{"startTime":1910.234,"endTime":1911.044,"body":"Hey, what do you do?"},{"startTime":1911.044,"endTime":1913.594,"body":"I'm like, oh, I ride"},{"startTime":1911.044,"endTime":1913.594,"body":"motorcycles, climb rocks"},{"startTime":1913.613,"endTime":1915.203,"body":"hang out with my family fish."},{"startTime":1915.42,"endTime":1916.71,"body":"And they're like,"},{"startTime":1915.42,"endTime":1916.71,"body":"no, professionally."},{"startTime":1916.71,"endTime":1918.24,"body":"I'm like, oh, I"},{"startTime":1916.71,"endTime":1918.24,"body":"thought you meant me."},{"startTime":1918.24,"endTime":1920.28,"body":"And all of a sudden they're"},{"startTime":1918.24,"endTime":1920.28,"body":"back on their heels."},{"startTime":1920.28,"endTime":1921.93,"body":"They're like, who"},{"startTime":1920.28,"endTime":1921.93,"body":"the hell is this guy?"},{"startTime":1922.23,"endTime":1923.31,"body":"But it's different."},{"startTime":1923.35,"endTime":1926.62,"body":"I'm creating a differentiating"},{"startTime":1923.35,"endTime":1926.62,"body":"point in their memory and"},{"startTime":1926.62,"endTime":1927.76,"body":"an emotional response."},{"startTime":1927.76,"endTime":1928.81,"body":"So they're not going"},{"startTime":1927.76,"endTime":1928.81,"body":"to forget that."},{"startTime":1929.007,"endTime":1931.48,"body":"So once, once I've gotten"},{"startTime":1929.007,"endTime":1931.48,"body":"them open with that, I'm"},{"startTime":1931.48,"endTime":1933.464,"body":"like, oh, I'm actually a"},{"startTime":1931.48,"endTime":1933.464,"body":"real estate professional."},{"startTime":1933.594,"endTime":1936.144,"body":"And then I'm intentionally"},{"startTime":1933.594,"endTime":1936.144,"body":"quiet because I want to see if"},{"startTime":1936.144,"endTime":1937.164,"body":"they're going to engage with me."},{"startTime":1937.164,"endTime":1937.883,"body":"What do you mean?"},{"startTime":1937.883,"endTime":1940.484,"body":"Like you buy things or you're"},{"startTime":1937.883,"endTime":1940.484,"body":"a realtor or  and then I'll"},{"startTime":1940.484,"endTime":1943.109,"body":"say something like, yeah,"},{"startTime":1940.484,"endTime":1943.109,"body":"And then I'll be quiet again."},{"startTime":1943.469,"endTime":1945.633,"body":"And it's you'll filter out"},{"startTime":1943.469,"endTime":1945.633,"body":"some people like the people"},{"startTime":1945.633,"endTime":1948.294,"body":"who are going to use you,"},{"startTime":1945.633,"endTime":1948.294,"body":"I find they'll go away."},{"startTime":1948.294,"endTime":1950.679,"body":"Like they'll awkwardly run"},{"startTime":1948.294,"endTime":1950.679,"body":"out of questions to ask and"},{"startTime":1950.679,"endTime":1953.559,"body":"you can always engage and"},{"startTime":1950.679,"endTime":1953.559,"body":"be like, Hey, listen, it's"},{"startTime":1953.589,"endTime":1954.729,"body":"what I do is a lot different."},{"startTime":1954.729,"endTime":1956.699,"body":"That's why I thought,"},{"startTime":1954.729,"endTime":1956.699,"body":"just wanted to make sure"},{"startTime":1956.799,"endTime":1958.769,"body":"what we were talking about"},{"startTime":1956.799,"endTime":1958.769,"body":"here and you can rope them"},{"startTime":1958.769,"endTime":1960.689,"body":"back in the right person."},{"startTime":1961.269,"endTime":1962.579,"body":"We'll be like"},{"startTime":1961.269,"endTime":1962.579,"body":"that's interesting."},{"startTime":1962.579,"endTime":1963.479,"body":"Tell me more about that."},{"startTime":1963.479,"endTime":1964.889,"body":"Like your real"},{"startTime":1963.479,"endTime":1964.889,"body":"estate professional."},{"startTime":1964.929,"endTime":1967.049,"body":"What's your specialty"},{"startTime":1964.929,"endTime":1967.049,"body":"and they'll start"},{"startTime":1967.049,"endTime":1968.249,"body":"asking good questions."},{"startTime":1968.609,"endTime":1970.049,"body":"And that's when you"},{"startTime":1968.609,"endTime":1970.049,"body":"know you have a good"},{"startTime":1970.049,"endTime":1971.219,"body":"investor on your hands."},{"startTime":1971.22,"endTime":1973.863,"body":"The, when I was first"},{"startTime":1971.22,"endTime":1973.863,"body":"building my buyers list of"},{"startTime":1973.873,"endTime":1977.155,"body":"my investor list and Roanoke,"},{"startTime":1973.873,"endTime":1977.155,"body":"that's the approach I took."},{"startTime":1977.159,"endTime":1980.009,"body":"I didn't want to be just"},{"startTime":1977.159,"endTime":1980.009,"body":"a realtor and I didn't"},{"startTime":1980.219,"endTime":1982.43,"body":"really feel like I had the."},{"startTime":1982.566,"endTime":1985.986,"body":"I have bought and sold a couple"},{"startTime":1982.566,"endTime":1985.986,"body":"houses, but I still didn't feel"},{"startTime":1985.986,"endTime":1989.316,"body":"like with a seasoned investor"},{"startTime":1985.986,"endTime":1989.316,"body":"who was holding 50 to a hundred"},{"startTime":1989.316,"endTime":1993.667,"body":"assets, if I'm out there saying,"},{"startTime":1989.316,"endTime":1993.667,"body":"my title is equal to yours, I"},{"startTime":1993.667,"endTime":1994.837,"body":"don't think that's fair either."},{"startTime":1994.897,"endTime":1997.765,"body":"And I didn't want him to, I"},{"startTime":1994.897,"endTime":1997.765,"body":"didn't want him to compare"},{"startTime":1997.765,"endTime":1999.655,"body":"and be like, oh, you're"},{"startTime":1997.765,"endTime":1999.655,"body":"not talking to investor."},{"startTime":1999.655,"endTime":2000.375,"body":"I'm an investor."},{"startTime":2000.375,"endTime":2001.335,"body":"I have 50 houses."},{"startTime":2001.845,"endTime":2004.575,"body":"So I just went with real estate"},{"startTime":2001.845,"endTime":2004.575,"body":"professional, real estate"},{"startTime":2004.575,"endTime":2006.495,"body":"expert, real estate advisor."},{"startTime":2006.825,"endTime":2010.215,"body":"And then the questions started"},{"startTime":2006.825,"endTime":2010.215,"body":"coming and my best buyers"},{"startTime":2010.215,"endTime":2011.685,"body":"came from those conversations."},{"startTime":2011.685,"endTime":2014.385,"body":"Like Mike, my, the guy that"},{"startTime":2011.685,"endTime":2014.385,"body":"ended up being the contractor"},{"startTime":2014.385,"endTime":2015.675,"body":"I used on all of my flips."},{"startTime":2015.675,"endTime":2016.215,"body":"I sold it."},{"startTime":2016.245,"endTime":2017.802,"body":"I re uh, literally ran"},{"startTime":2016.245,"endTime":2017.802,"body":"the guy out of money,"},{"startTime":2017.832,"endTime":2019.032,"body":"but his balance sheet."},{"startTime":2019.182,"endTime":2019.962,"body":"Exploded."},{"startTime":2020.472,"endTime":2023.932,"body":"I ran him out of cash because"},{"startTime":2020.472,"endTime":2023.932,"body":"he was like, I have never,"},{"startTime":2024.172,"endTime":2027.021,"body":"he's we go through three or"},{"startTime":2024.172,"endTime":2027.021,"body":"four realtors a year because"},{"startTime":2027.021,"endTime":2029.001,"body":"they just won't freaking"},{"startTime":2027.021,"endTime":2029.001,"body":"do the work and never"},{"startTime":2029.001,"endTime":2030.291,"body":"bring us the right deals."},{"startTime":2030.831,"endTime":2031.857,"body":"He's I've never met anyone."},{"startTime":2031.857,"endTime":2033.837,"body":"Like you, you ran me out"},{"startTime":2031.857,"endTime":2033.837,"body":"of money in three months."},{"startTime":2033.897,"endTime":2034.677,"body":"I'm like, great."},{"startTime":2034.707,"endTime":2035.547,"body":"How can we make more?"},{"startTime":2035.577,"endTime":2037.467,"body":"Let me help you scale"},{"startTime":2035.577,"endTime":2037.467,"body":"your contracting business."},{"startTime":2037.467,"endTime":2039.679,"body":"And then I'll have more money"},{"startTime":2037.467,"endTime":2039.679,"body":"to spend on, on, you can"},{"startTime":2039.679,"endTime":2042.758,"body":"spend on commission and that"},{"startTime":2039.679,"endTime":2042.758,"body":"conversation started that way."},{"startTime":2043.268,"endTime":2046.838,"body":"So what I would recommend is"},{"startTime":2043.268,"endTime":2046.838,"body":"get the hell outside of the box"},{"startTime":2047.018,"endTime":2049.988,"body":"and just get rid of any title"},{"startTime":2047.018,"endTime":2049.988,"body":"that anyone else in the room"},{"startTime":2049.988,"endTime":2051.308,"body":"might be using, get rid of."},{"startTime":2051.848,"endTime":2055.482,"body":"And you could be, Rosie, the"},{"startTime":2051.848,"endTime":2055.482,"body":"Rainmaker what, whatever it"},{"startTime":2055.482,"endTime":2058.872,"body":"might be, the title doesn't"},{"startTime":2055.482,"endTime":2058.872,"body":"matter as much as the"},{"startTime":2058.872,"endTime":2060.642,"body":"engagement that title gets you."},{"startTime":2060.772,"endTime":2064.192,"body":"And you may consider going away"},{"startTime":2060.772,"endTime":2064.192,"body":"from things like business cards."},{"startTime":2064.192,"endTime":2066.412,"body":"I know most people roll"},{"startTime":2064.192,"endTime":2066.412,"body":"their eyes at me when I like."},{"startTime":2066.712,"endTime":2068.482,"body":"I don't do digital"},{"startTime":2066.712,"endTime":2068.482,"body":"business cards."},{"startTime":2068.482,"endTime":2070.642,"body":"Like when someone says, Hey,"},{"startTime":2068.482,"endTime":2070.642,"body":"man, let's keep in touch."},{"startTime":2070.642,"endTime":2072.532,"body":"You have a card I'm"},{"startTime":2070.642,"endTime":2072.532,"body":"like, no better yet."},{"startTime":2073.06,"endTime":2075.97,"body":"Hand me your phone and I'll put"},{"startTime":2073.06,"endTime":2075.97,"body":"my information in their phones."},{"startTime":2075.98,"endTime":2076.96,"body":"I know it's there."},{"startTime":2077.113,"endTime":2078.413,"body":"Or, things like that."},{"startTime":2078.413,"endTime":2080.993,"body":"So I do something that's"},{"startTime":2078.413,"endTime":2080.993,"body":"very different because it"},{"startTime":2080.993,"endTime":2084.023,"body":"creates that, that memory"},{"startTime":2080.993,"endTime":2084.023,"body":"and that sticking point."},{"startTime":2084.023,"endTime":2085.073,"body":"So they never forget me."},{"startTime":2085.203,"endTime":2087.386,"body":"And that's how I've"},{"startTime":2085.203,"endTime":2087.386,"body":"done it again though."},{"startTime":2087.414,"endTime":2090.002,"body":"That idea might not scale"},{"startTime":2087.414,"endTime":2090.002,"body":"for everybody, but that's"},{"startTime":2090.032,"endTime":2093.182,"body":"how I was able to really"},{"startTime":2090.032,"endTime":2093.182,"body":"make myself stand out."},{"startTime":2093.312,"endTime":2095.562,"body":"Yeah, no, I'm very much"},{"startTime":2093.312,"endTime":2095.562,"body":"appreciating what you're saying,"},{"startTime":2095.592,"endTime":2099.16,"body":"Chad, because I have been a"},{"startTime":2095.592,"endTime":2099.16,"body":"realtor alone, and when I didn't"},{"startTime":2099.16,"endTime":2102.4,"body":"have awareness around all the"},{"startTime":2099.16,"endTime":2102.4,"body":"things that I'm doing now, and"},{"startTime":2102.4,"endTime":2104.56,"body":"the biggest challenges that you"},{"startTime":2102.4,"endTime":2104.56,"body":"pick up a phone, or you talk"},{"startTime":2104.57,"endTime":2107.67,"body":"to a client who is a little bit"},{"startTime":2104.57,"endTime":2107.67,"body":"of a problem, And if they think"},{"startTime":2107.67,"endTime":2110.91,"body":"that you're the normal person"},{"startTime":2107.67,"endTime":2110.91,"body":"who just buys and sells and they"},{"startTime":2110.91,"endTime":2113.94,"body":"have a bigger problem than that,"},{"startTime":2110.91,"endTime":2113.94,"body":"there's good luck on getting"},{"startTime":2113.94,"endTime":2115.11,"body":"that person on the phone again."},{"startTime":2115.65,"endTime":2117.54,"body":"Or there was always"},{"startTime":2115.65,"endTime":2117.54,"body":"a commission fight."},{"startTime":2117.54,"endTime":2120.087,"body":"I got tired off that pump"},{"startTime":2117.54,"endTime":2120.087,"body":"conversation, junctions you can"},{"startTime":2120.087,"endTime":2122.96,"body":"handle I'm really enjoying, not"},{"startTime":2120.087,"endTime":2122.96,"body":"being a realtor and being a real"},{"startTime":2122.96,"endTime":2126.41,"body":"estate advisor, even with normal"},{"startTime":2122.96,"endTime":2126.41,"body":"center leads because this lady"},{"startTime":2126.41,"endTime":2129.53,"body":"was expecting me to call her"},{"startTime":2126.41,"endTime":2129.53,"body":"back with her missing air issue."},{"startTime":2129.86,"endTime":2132.65,"body":"She's I'm not worried about her"},{"startTime":2129.86,"endTime":2132.65,"body":"going to other people because"},{"startTime":2132.65,"endTime":2135.05,"body":"we have such a big rapport and"},{"startTime":2132.65,"endTime":2135.05,"body":"she has been able to dig her"},{"startTime":2135.05,"endTime":2138.32,"body":"problems so much further with me"},{"startTime":2135.05,"endTime":2138.32,"body":"because I'm not just a realtor."},{"startTime":2138.74,"endTime":2143.897,"body":"So I am acquiring this acquiring"},{"startTime":2138.74,"endTime":2143.897,"body":"this opportunity with investment"},{"startTime":2143.897,"endTime":2146.679,"body":"group where these investors"},{"startTime":2143.897,"endTime":2146.679,"body":"who joined these investment"},{"startTime":2146.709,"endTime":2147.879,"body":"already eyes and stuff."},{"startTime":2148.209,"endTime":2149.199,"body":"They have deals."},{"startTime":2149.381,"endTime":2151.721,"body":"They have centers that they"},{"startTime":2149.381,"endTime":2151.721,"body":"have come across, who needs"},{"startTime":2151.721,"endTime":2152.861,"body":"to get their house sold."},{"startTime":2153.161,"endTime":2154.781,"body":"They want to partner up with me."},{"startTime":2155.081,"endTime":2158.231,"body":"And I'm hard wanting them to"},{"startTime":2155.081,"endTime":2158.231,"body":"come with me just for a CME."},{"startTime":2158.561,"endTime":2160.391,"body":"I don't want to do"},{"startTime":2158.561,"endTime":2160.391,"body":"it messing with me."},{"startTime":2160.631,"endTime":2164.319,"body":"So I want to know how do I think"},{"startTime":2160.631,"endTime":2164.319,"body":"you answered my question that"},{"startTime":2164.319,"endTime":2167.935,"body":"I should probably just show up"},{"startTime":2164.319,"endTime":2167.935,"body":"in the zoom calls and they'll"},{"startTime":2167.935,"endTime":2171.477,"body":"start taking that spark where"},{"startTime":2167.935,"endTime":2171.477,"body":"every vendor is talking about"},{"startTime":2171.477,"endTime":2173.067,"body":"what their they have to offer."},{"startTime":2173.247,"endTime":2173.667,"body":"I see."},{"startTime":2173.667,"endTime":2174.927,"body":"I, what else do advisor?"},{"startTime":2175.063,"endTime":2177.536,"body":"Here's something to try and I"},{"startTime":2175.063,"endTime":2177.536,"body":"know you have the personality"},{"startTime":2177.536,"endTime":2180.806,"body":"enough to stand up with this,"},{"startTime":2177.536,"endTime":2180.806,"body":"go into your zoom settings"},{"startTime":2180.939,"endTime":2182.409,"body":"and where your name is."},{"startTime":2182.709,"endTime":2187.029,"body":"Put a hyphen and hashtag"},{"startTime":2182.709,"endTime":2187.029,"body":"not just a realtor."},{"startTime":2187.329,"endTime":2189.579,"body":"And the next time you show up"},{"startTime":2187.329,"endTime":2189.579,"body":"on that zoom call, it's going"},{"startTime":2189.579,"endTime":2193.736,"body":"to say Rosie hair, hashtag not"},{"startTime":2189.579,"endTime":2193.736,"body":"just a realtor and that you"},{"startTime":2193.746,"endTime":2195.356,"body":"can start that conversation."},{"startTime":2195.366,"endTime":2195.896,"body":"Seriously."},{"startTime":2195.896,"endTime":2198.086,"body":"Everyone on this call was"},{"startTime":2195.896,"endTime":2198.086,"body":"looking at your name right"},{"startTime":2198.086,"endTime":2198.956,"body":"now on the bottom line."},{"startTime":2199.256,"endTime":2200.056,"body":"Is Chad."},{"startTime":2200.356,"endTime":2204.097,"body":"So start it there and make that"},{"startTime":2200.356,"endTime":2204.097,"body":"part of the conversation I help."},{"startTime":2204.227,"endTime":2206.42,"body":"What I'm seeing is not just dot."},{"startTime":2206.45,"endTime":2209.84,"body":"You may even take your name off"},{"startTime":2206.45,"endTime":2209.84,"body":"and just do hashtag not just the"},{"startTime":2209.84,"endTime":2211.92,"body":"realtor, but things like that."},{"startTime":2212.31,"endTime":2215.31,"body":"And you can, when the zoom"},{"startTime":2212.31,"endTime":2215.31,"body":"call begins, jump over"},{"startTime":2215.31,"endTime":2217.57,"body":"and chat and be like, Hey"},{"startTime":2215.31,"endTime":2217.57,"body":"guys, my name is Rosie."},{"startTime":2217.57,"endTime":2220.6,"body":"You can copy and paste this"},{"startTime":2217.57,"endTime":2220.6,"body":"on every fricking phone call."},{"startTime":2221.05,"endTime":2223.48,"body":"Hi, this is Rosie, not"},{"startTime":2221.05,"endTime":2223.48,"body":"just a real realtor hire."},{"startTime":2223.693,"endTime":2226.423,"body":"Here's here are the ways I think"},{"startTime":2223.693,"endTime":2226.423,"body":"I can help everybody today."},{"startTime":2226.453,"endTime":2227.563,"body":"Thanks for including me."},{"startTime":2227.953,"endTime":2231.642,"body":"And start initiate that in"},{"startTime":2227.953,"endTime":2231.642,"body":"every phone call paste that"},{"startTime":2231.642,"endTime":2234.702,"body":"in the zoom chat before the"},{"startTime":2231.642,"endTime":2234.702,"body":"call or when the call starts."},{"startTime":2235.122,"endTime":2239.832,"body":"So you build your damn brand"},{"startTime":2235.122,"endTime":2239.832,"body":"in there and get the attention"},{"startTime":2239.911,"endTime":2242.397,"body":"your, yeah, because I feel"},{"startTime":2239.911,"endTime":2242.397,"body":"like, but they don't know how"},{"startTime":2242.397,"endTime":2244.617,"body":"to put the money together,"},{"startTime":2242.397,"endTime":2244.617,"body":"how to talk to a Senator."},{"startTime":2244.627,"endTime":2246.507,"body":"Like we have so much"},{"startTime":2244.627,"endTime":2246.507,"body":"training as realtors."},{"startTime":2246.907,"endTime":2249.937,"body":"The realtors to speak with"},{"startTime":2246.907,"endTime":2249.937,"body":"that Sutter and have that"},{"startTime":2249.937,"endTime":2253.207,"body":"extensive knowledge and they"},{"startTime":2249.937,"endTime":2253.207,"body":"are willing to do the deal"},{"startTime":2253.567,"endTime":2255.94,"body":"and I'm getting deals and"},{"startTime":2253.567,"endTime":2255.94,"body":"this is without the marketing."},{"startTime":2256.24,"endTime":2257.47,"body":"And I want to not show up."},{"startTime":2257.47,"endTime":2259.63,"body":"I feel ready for that"},{"startTime":2257.47,"endTime":2259.63,"body":"announcement that, Hey,"},{"startTime":2259.63,"endTime":2260.89,"body":"let's do deals together."},{"startTime":2261.34,"endTime":2263.8,"body":"So I like I'm going"},{"startTime":2261.34,"endTime":2263.8,"body":"to actually go today."},{"startTime":2263.8,"endTime":2264.4,"body":"It's today."},{"startTime":2264.4,"endTime":2266.175,"body":"Me, you may have you I'm sure."},{"startTime":2266.175,"endTime":2268.485,"body":"You've probably heard"},{"startTime":2266.175,"endTime":2268.485,"body":"this story, but the way I"},{"startTime":2268.485,"endTime":2272.535,"body":"did this as my second REI"},{"startTime":2268.485,"endTime":2272.535,"body":"meeting, I was driving."},{"startTime":2273.125,"endTime":2277.315,"body":"125 miles across two mountains"},{"startTime":2273.125,"endTime":2277.315,"body":"just to go to the REI real"},{"startTime":2277.315,"endTime":2280.585,"body":"estate investors association"},{"startTime":2277.315,"endTime":2280.585,"body":"meeting, because I thought I"},{"startTime":2280.585,"endTime":2281.755,"body":"was going to move to Roanoke."},{"startTime":2282.055,"endTime":2284.545,"body":"What I noticed and in"},{"startTime":2282.055,"endTime":2284.545,"body":"these conversations,"},{"startTime":2284.575,"endTime":2285.445,"body":"they're like, who are you?"},{"startTime":2285.445,"endTime":2285.985,"body":"What are you doing?"},{"startTime":2285.985,"endTime":2287.695,"body":"I'm like, oh, I'm a real"},{"startTime":2285.985,"endTime":2287.695,"body":"estate professional."},{"startTime":2287.785,"endTime":2289.315,"body":"And they're like what"},{"startTime":2287.785,"endTime":2289.315,"body":"the hell does that mean?"},{"startTime":2289.315,"endTime":2289.945,"body":"I You're a realtor."},{"startTime":2290.065,"endTime":2291.246,"body":"No, actually I'm not."},{"startTime":2291.342,"endTime":2293.491,"body":"I'm moving, I was just"},{"startTime":2291.342,"endTime":2293.491,"body":"getting into investment."},{"startTime":2293.491,"endTime":2295.981,"body":"I'm moving from Hawaii, looking"},{"startTime":2293.491,"endTime":2295.981,"body":"for a market where I can invest."},{"startTime":2295.981,"endTime":2298.108,"body":"I've got cash, I'd be"},{"startTime":2295.981,"endTime":2298.108,"body":"willing to be a lender."},{"startTime":2298.168,"endTime":2299.578,"body":"I would be willing"},{"startTime":2298.168,"endTime":2299.578,"body":"to partner on deals."},{"startTime":2299.578,"endTime":2301.895,"body":"I'm looking for a mentor"},{"startTime":2299.578,"endTime":2301.895,"body":"and I was trying different"},{"startTime":2301.895,"endTime":2302.825,"body":"things on for size."},{"startTime":2302.835,"endTime":2305.825,"body":"What I realized is in that"},{"startTime":2302.835,"endTime":2305.825,"body":"room, Literally almost"},{"startTime":2305.885,"endTime":2308.975,"body":"everyone was operating"},{"startTime":2305.885,"endTime":2308.975,"body":"their business anecdotally."},{"startTime":2309.425,"endTime":2312.245,"body":"So they didn't really know"},{"startTime":2309.425,"endTime":2312.245,"body":"what the median price was and"},{"startTime":2312.245,"endTime":2314.015,"body":"this code or that zip code."},{"startTime":2314.015,"endTime":2315.365,"body":"They didn't know the"},{"startTime":2314.015,"endTime":2315.365,"body":"difference between the"},{"startTime":2315.365,"endTime":2316.325,"body":"median and the average."},{"startTime":2316.355,"endTime":2318.365,"body":"They didn't know what"},{"startTime":2316.355,"endTime":2318.365,"body":"cap rate was used."},{"startTime":2318.365,"endTime":2321.972,"body":"And, for residential, they"},{"startTime":2318.365,"endTime":2321.972,"body":"didn't really under like they,"},{"startTime":2321.972,"endTime":2326.221,"body":"they were just operating off of"},{"startTime":2321.972,"endTime":2326.221,"body":"anecdotal, their own experience."},{"startTime":2326.641,"endTime":2328.951,"body":"So I was like, aha,"},{"startTime":2326.641,"endTime":2328.951,"body":"here's an opportunity."},{"startTime":2329.401,"endTime":2331.681,"body":"So what I did, I went and"},{"startTime":2329.401,"endTime":2331.681,"body":"pulled a year's worth of"},{"startTime":2331.681,"endTime":2334.921,"body":"MLS data, a year's worth"},{"startTime":2331.681,"endTime":2334.921,"body":"of GIS data combined it."},{"startTime":2334.921,"endTime":2338.221,"body":"So I had a whole picture of"},{"startTime":2334.921,"endTime":2338.221,"body":"the real estate market and I"},{"startTime":2338.221,"endTime":2341.521,"body":"boiled it down into reports"},{"startTime":2338.221,"endTime":2341.521,"body":"that showed by zip code."},{"startTime":2341.651,"endTime":2346.193,"body":"And by type, so cash financed"},{"startTime":2341.651,"endTime":2346.193,"body":"or cashed institutionally"},{"startTime":2346.193,"endTime":2347.843,"body":"financed, our owner financed."},{"startTime":2347.86,"endTime":2350.53,"body":"And then of the institutionally"},{"startTime":2347.86,"endTime":2350.53,"body":"financed, which loan products"},{"startTime":2350.53,"endTime":2353.41,"body":"were used in each zip code,"},{"startTime":2350.53,"endTime":2353.41,"body":"what the median price was, what"},{"startTime":2353.41,"endTime":2356.95,"body":"the average price was and what"},{"startTime":2353.41,"endTime":2356.95,"body":"was the difference between a"},{"startTime":2356.95,"endTime":2359.98,"body":"convert, a retail deal and a"},{"startTime":2356.95,"endTime":2359.98,"body":"wholesale deal showing that."},{"startTime":2360.4,"endTime":2362.89,"body":"And I made a report that"},{"startTime":2360.4,"endTime":2362.89,"body":"just blew their minds because"},{"startTime":2363.09,"endTime":2364.15,"body":"no one had ever done that."},{"startTime":2364.15,"endTime":2366.97,"body":"It took me quite a bit"},{"startTime":2364.15,"endTime":2366.97,"body":"of time, but everything"},{"startTime":2367.0,"endTime":2368.71,"body":"changed that third meeting."},{"startTime":2369.015,"endTime":2370.425,"body":"Or the, I guess it would"},{"startTime":2369.015,"endTime":2370.425,"body":"have been the fourth"},{"startTime":2370.425,"endTime":2372.315,"body":"meeting, the third meeting,"},{"startTime":2370.425,"endTime":2372.315,"body":"I talked about Alice."},{"startTime":2372.315,"endTime":2373.425,"body":"I'm like, Hey man, look at this."},{"startTime":2373.445,"endTime":2375.334,"body":"Did you do, you know"},{"startTime":2373.445,"endTime":2375.334,"body":"all these things?"},{"startTime":2375.334,"endTime":2376.624,"body":"He's like, where the"},{"startTime":2375.334,"endTime":2376.624,"body":"hell did you get this?"},{"startTime":2376.684,"endTime":2377.524,"body":"I'm like, I made it."},{"startTime":2377.654,"endTime":2379.277,"body":"And he's you're"},{"startTime":2377.654,"endTime":2379.277,"body":"presenting next week."},{"startTime":2379.697,"endTime":2382.937,"body":"And those are the guy that"},{"startTime":2379.697,"endTime":2382.937,"body":"started it after I presented."},{"startTime":2383.087,"endTime":2385.667,"body":"And one of my best friends"},{"startTime":2383.087,"endTime":2385.667,"body":"in the world is still like"},{"startTime":2385.967,"endTime":2388.045,"body":"that night we stood there"},{"startTime":2385.967,"endTime":2388.045,"body":"and talked two o'clock in the"},{"startTime":2388.045,"endTime":2388.945,"body":"morning, in the parking lot."},{"startTime":2388.945,"endTime":2391.237,"body":"Cause he was a finance"},{"startTime":2388.945,"endTime":2391.237,"body":"and computer science"},{"startTime":2391.237,"endTime":2392.377,"body":"major at Virginia tech."},{"startTime":2392.917,"endTime":2396.828,"body":"And he was like, oh  so Mike"},{"startTime":2392.917,"endTime":2396.828,"body":"is he's now because of that"},{"startTime":2396.828,"endTime":2400.188,"body":"night, he got into wholesaling"},{"startTime":2396.828,"endTime":2400.188,"body":"and he is now running."},{"startTime":2400.188,"endTime":2401.358,"body":"He's gone about four and a half."},{"startTime":2401.487,"endTime":2404.037,"body":"He'll probably break $6"},{"startTime":2401.487,"endTime":2404.037,"body":"million in revenue this"},{"startTime":2404.037,"endTime":2405.147,"body":"year as a wholesaler."},{"startTime":2405.207,"endTime":2406.497,"body":"And he started that night."},{"startTime":2406.636,"endTime":2410.277,"body":"I've got lifetime friendships"},{"startTime":2406.636,"endTime":2410.277,"body":"from that from doing that I've"},{"startTime":2410.387,"endTime":2413.147,"body":"sold hundreds and hundreds of"},{"startTime":2410.387,"endTime":2413.147,"body":"houses to the investors, but"},{"startTime":2413.147,"endTime":2414.647,"body":"I only had to do it one time."},{"startTime":2414.693,"endTime":2416.403,"body":"Like that one time was enough."},{"startTime":2416.403,"endTime":2417.541,"body":"It's oh that's all."},{"startTime":2417.541,"endTime":2420.331,"body":"That's Chad, he's different"},{"startTime":2417.541,"endTime":2420.331,"body":"because he did, he does this."},{"startTime":2420.398,"endTime":2421.664,"body":"And these guys picked me up and"},{"startTime":2421.694,"endTime":2423.614,"body":"one guy picked up the phone"},{"startTime":2421.694,"endTime":2423.614,"body":"and he said, Hey man, I"},{"startTime":2423.614,"endTime":2425.074,"body":"know we haven't talked"},{"startTime":2423.614,"endTime":2425.074,"body":"in two or three years."},{"startTime":2425.074,"endTime":2425.694,"body":"I'm in a  bind."},{"startTime":2425.714,"endTime":2426.434,"body":"Can you get me out?"},{"startTime":2426.564,"endTime":2430.554,"body":"And he had 58 houses that he"},{"startTime":2426.564,"endTime":2430.554,"body":"needed to drop like a hot potato"},{"startTime":2430.554,"endTime":2434.784,"body":"because he put his head in the"},{"startTime":2430.554,"endTime":2434.784,"body":"sand and let the clock hit 12."},{"startTime":2434.784,"endTime":2437.154,"body":"Like the clock was on 1155."},{"startTime":2437.724,"endTime":2439.914,"body":"And luckily I had a"},{"startTime":2437.724,"endTime":2439.914,"body":"relationship with the banker."},{"startTime":2439.914,"endTime":2443.514,"body":"I was able to hold them at bay"},{"startTime":2439.914,"endTime":2443.514,"body":"and blow out his portfolio."},{"startTime":2444.054,"endTime":2447.157,"body":"But I hadn't been to that group"},{"startTime":2444.054,"endTime":2447.157,"body":"in two, two or three years."},{"startTime":2447.157,"endTime":2449.197,"body":"I hadn't even showed up"},{"startTime":2447.157,"endTime":2449.197,"body":"to meetings, but that"},{"startTime":2449.197,"endTime":2451.417,"body":"one thing that I did"},{"startTime":2449.197,"endTime":2451.417,"body":"made such a difference."},{"startTime":2451.417,"endTime":2455.137,"body":"So I want each of you to like,"},{"startTime":2451.417,"endTime":2455.137,"body":"think what is that unique value"},{"startTime":2455.137,"endTime":2458.478,"body":"that you can put into that group"},{"startTime":2455.137,"endTime":2458.478,"body":"to create that, that boom, you"},{"startTime":2458.478,"endTime":2459.888,"body":"remember when that got did that?"},{"startTime":2460.458,"endTime":2460.818,"body":"I don't know."},{"startTime":2460.848,"endTime":2463.848,"body":"It may be some towards some"},{"startTime":2460.848,"endTime":2463.848,"body":"sort of market analysis."},{"startTime":2463.848,"endTime":2465.408,"body":"Every three is different."},{"startTime":2465.408,"endTime":2467.658,"body":"Some are more professionally"},{"startTime":2465.408,"endTime":2467.658,"body":"run than others, amazing"},{"startTime":2467.658,"endTime":2468.588,"body":"speakers every week."},{"startTime":2468.588,"endTime":2471.845,"body":"And it's hard to find anything"},{"startTime":2468.588,"endTime":2471.845,"body":"they haven't done, but who"},{"startTime":2471.845,"endTime":2473.255,"body":"can you bring to the table?"},{"startTime":2473.315,"endTime":2474.725,"body":"What can you bring to the table?"},{"startTime":2474.725,"endTime":2476.825,"body":"That's really going to"},{"startTime":2474.725,"endTime":2476.825,"body":"everyone where everyone in"},{"startTime":2476.825,"endTime":2477.635,"body":"the room is going to go."},{"startTime":2477.935,"endTime":2478.475,"body":"I'll be damn."},{"startTime":2478.475,"endTime":2479.975,"body":"That lady taught me"},{"startTime":2478.475,"endTime":2479.975,"body":"something tonight."},{"startTime":2480.283,"endTime":2481.303,"body":"And again, why not?"},{"startTime":2481.363,"endTime":2484.327,"body":"Why the step-up basis thing,"},{"startTime":2481.363,"endTime":2484.327,"body":"take something fresh right now,"},{"startTime":2484.357,"endTime":2487.327,"body":"go educate you that, educate"},{"startTime":2484.357,"endTime":2487.327,"body":"yourself on the history of the"},{"startTime":2487.327,"endTime":2491.137,"body":"step up basis on what and think"},{"startTime":2487.327,"endTime":2491.137,"body":"about what that means for the"},{"startTime":2491.137,"endTime":2494.577,"body":"average American family who"},{"startTime":2491.137,"endTime":2494.577,"body":"has to sell the home because"},{"startTime":2494.577,"endTime":2498.126,"body":"they need, the 80% of net"},{"startTime":2494.577,"endTime":2498.126,"body":"worth is held in real estate"},{"startTime":2498.186,"endTime":2501.344,"body":"and there's only $24,000 in"},{"startTime":2498.186,"endTime":2501.344,"body":"liquidity and the average"},{"startTime":2501.344,"endTime":2502.934,"body":"senior citizens, net worth."},{"startTime":2503.151,"endTime":2504.531,"body":"So what does that mean?"},{"startTime":2504.631,"endTime":2505.905,"body":"What does that mean for Austin?"},{"startTime":2506.085,"endTime":2507.585,"body":"What does it mean"},{"startTime":2506.085,"endTime":2507.585,"body":"for small businesses?"},{"startTime":2507.585,"endTime":2509.445,"body":"Multi-generational"},{"startTime":2507.585,"endTime":2509.445,"body":"small businesses."},{"startTime":2509.425,"endTime":2513.101,"body":"If the family can't afford to"},{"startTime":2509.425,"endTime":2513.101,"body":"settle out the estate and they"},{"startTime":2513.101,"endTime":2516.551,"body":"have to sell the small business"},{"startTime":2513.101,"endTime":2516.551,"body":"and half of that wealth goes"},{"startTime":2516.551,"endTime":2520.47,"body":"to taxes, then what does that,"},{"startTime":2516.551,"endTime":2520.47,"body":"so maybe bring things like"},{"startTime":2520.467,"endTime":2522.207,"body":"that are a bit contentious."},{"startTime":2522.597,"endTime":2523.887,"body":"A bit unsettled there."},{"startTime":2523.915,"endTime":2526.714,"body":"It's a theoretical conversation"},{"startTime":2523.915,"endTime":2526.714,"body":"at this point until we have"},{"startTime":2526.714,"endTime":2530.224,"body":"the pissing match it in DC,"},{"startTime":2526.714,"endTime":2530.224,"body":"but it will get you remembered."},{"startTime":2530.268,"endTime":2531.828,"body":"I'd be like, oh, that"},{"startTime":2530.268,"endTime":2531.828,"body":"one thinks different."},{"startTime":2531.978,"endTime":2534.528,"body":"She's actually seeing that"},{"startTime":2531.978,"endTime":2534.528,"body":"this is going to fragment,"},{"startTime":2534.508,"endTime":2536.095,"body":"family, but generational wealth."},{"startTime":2536.665,"endTime":2538.549,"body":"And they're going to"},{"startTime":2536.665,"endTime":2538.549,"body":"think, wow, she must not"},{"startTime":2538.549,"endTime":2539.719,"body":"just be just a realtor."},{"startTime":2539.839,"endTime":2540.079,"body":"All right."},{"startTime":2540.079,"endTime":2543.319,"body":"I'm going to go talk to her"},{"startTime":2540.079,"endTime":2543.319,"body":"hashtag not just the realtor."},{"startTime":2543.739,"endTime":2545.776,"body":"So anything like that"},{"startTime":2543.739,"endTime":2545.776,"body":"would really make you stand"},{"startTime":2545.776,"endTime":2548.67,"body":"out and make get them to"},{"startTime":2545.776,"endTime":2548.67,"body":"think outside of the box."},{"startTime":2548.815,"endTime":2550.435,"body":"No, thank you so much."},{"startTime":2550.435,"endTime":2553.384,"body":"I'm definitely going to give"},{"startTime":2550.435,"endTime":2553.384,"body":"it a shot and And 30 ones too."},{"startTime":2553.384,"endTime":2553.804,"body":"Rosy."},{"startTime":2553.969,"endTime":2558.169,"body":"So the two things that I think"},{"startTime":2553.969,"endTime":2558.169,"body":"are on the table, I don't, this"},{"startTime":2558.169,"endTime":2559.519,"body":"isn't a political conversation."},{"startTime":2559.519,"endTime":2562.399,"body":"This is a generational wealth"},{"startTime":2559.519,"endTime":2562.399,"body":"conversation, but I think two"},{"startTime":2562.399,"endTime":2565.399,"body":"things that really threatened"},{"startTime":2562.399,"endTime":2565.399,"body":"housing and threatened."},{"startTime":2565.644,"endTime":2569.394,"body":"Generational wealth and housing"},{"startTime":2565.644,"endTime":2569.394,"body":"is the step-up basis going away"},{"startTime":2569.394,"endTime":2571.104,"body":"as part of the proposed changes."},{"startTime":2571.704,"endTime":2575.308,"body":"I think that's going to be"},{"startTime":2571.704,"endTime":2575.308,"body":"terrible for a lot of not the"},{"startTime":2575.338,"endTime":2578.308,"body":"Uber wealthy, but families"},{"startTime":2575.338,"endTime":2578.308,"body":"who have small businesses"},{"startTime":2578.308,"endTime":2580.738,"body":"who have family farms that"},{"startTime":2578.308,"endTime":2580.738,"body":"have been together that have"},{"startTime":2580.738,"endTime":2582.41,"body":"been, Salvage over years."},{"startTime":2582.513,"endTime":2584.461,"body":"And then the other"},{"startTime":2582.513,"endTime":2584.461,"body":"thing is the 10 31."},{"startTime":2584.521,"endTime":2588.091,"body":"If the changes come through"},{"startTime":2584.521,"endTime":2588.091,"body":"on 10 31 that limit your 10 31"},{"startTime":2588.091,"endTime":2591.361,"body":"advantage to a half, a million"},{"startTime":2588.091,"endTime":2591.361,"body":"dollars that is going to drive"},{"startTime":2591.361,"endTime":2594.181,"body":"institutional money and the"},{"startTime":2591.361,"endTime":2594.181,"body":"residential assets and create"},{"startTime":2594.181,"endTime":2597.181,"body":"a hell of a lot of competition"},{"startTime":2594.181,"endTime":2597.181,"body":"for every investor in that room."},{"startTime":2597.631,"endTime":2600.601,"body":"So if you really want to stir"},{"startTime":2597.631,"endTime":2600.601,"body":"up some concern and you want"},{"startTime":2600.601,"endTime":2604.111,"body":"it to apply to every asset and"},{"startTime":2600.601,"endTime":2604.111,"body":"every seat in that room, go"},{"startTime":2604.111,"endTime":2608.491,"body":"educate yourself on the history"},{"startTime":2604.111,"endTime":2608.491,"body":"of 10 31, the benefits of 10 31."},{"startTime":2608.851,"endTime":2611.22,"body":"And it's not frankly,"},{"startTime":2608.851,"endTime":2611.22,"body":"it's not as beneficial"},{"startTime":2611.239,"endTime":2612.683,"body":"as most people think."},{"startTime":2612.691,"endTime":2615.871,"body":"If you're always increasing"},{"startTime":2612.691,"endTime":2615.871,"body":"your income, if you're just"},{"startTime":2615.871,"endTime":2618.611,"body":"running from, it's not a"},{"startTime":2615.871,"endTime":2618.611,"body":"very good game to play."},{"startTime":2618.611,"endTime":2620.531,"body":"It seems attractive, but"},{"startTime":2618.611,"endTime":2620.531,"body":"you're just going to pay a"},{"startTime":2620.531,"endTime":2621.761,"body":"higher tax rate in the future."},{"startTime":2621.89,"endTime":2624.14,"body":"So for me, it's not anything"},{"startTime":2621.89,"endTime":2624.14,"body":"I ever wanted to do."},{"startTime":2624.14,"endTime":2626.6,"body":"I would rather invest"},{"startTime":2624.14,"endTime":2626.6,"body":"from taxable accounts and."},{"startTime":2626.637,"endTime":2629.937,"body":"Get, write offs and try to"},{"startTime":2626.637,"endTime":2629.937,"body":"build my real estate portfolio"},{"startTime":2629.937,"endTime":2631.317,"body":"into a damn retirement account."},{"startTime":2631.375,"endTime":2634.405,"body":"But some people are already"},{"startTime":2631.375,"endTime":2634.405,"body":"heavily invested in those and"},{"startTime":2634.405,"endTime":2637.705,"body":"they're going to be forced to"},{"startTime":2634.405,"endTime":2637.705,"body":"continue to play that game."},{"startTime":2637.705,"endTime":2639.835,"body":"There'll be forced to"},{"startTime":2637.705,"endTime":2639.835,"body":"buy lower priced assets."},{"startTime":2639.985,"endTime":2642.085,"body":"So they're not showing"},{"startTime":2639.985,"endTime":2642.085,"body":"those big, massive gains,"},{"startTime":2642.085,"endTime":2644.665,"body":"like they were in office"},{"startTime":2642.085,"endTime":2644.665,"body":"or retail or multi-family."},{"startTime":2644.83,"endTime":2648.61,"body":"So talk about how that"},{"startTime":2644.83,"endTime":2648.61,"body":"can affect Austin, Texas."},{"startTime":2648.67,"endTime":2651.85,"body":"You've got some insane"},{"startTime":2648.67,"endTime":2651.85,"body":"valuations in that city now."},{"startTime":2652.21,"endTime":2655.09,"body":"And a lot of that money came"},{"startTime":2652.21,"endTime":2655.09,"body":"in as 10 31 money and there's"},{"startTime":2655.09,"endTime":2656.71,"body":"REITs that are doing 10 30 ones."},{"startTime":2656.71,"endTime":2659.02,"body":"There's Delaware, statutory"},{"startTime":2656.71,"endTime":2659.02,"body":"trust that bought up those"},{"startTime":2659.02,"endTime":2661.33,"body":"old industrial buildings"},{"startTime":2659.02,"endTime":2661.33,"body":"and turned them into condos"},{"startTime":2661.87,"endTime":2663.419,"body":"and that's 10 31 money."},{"startTime":2663.419,"endTime":2666.989,"body":"So what happens when they get"},{"startTime":2663.419,"endTime":2666.989,"body":"done with that disposition?"},{"startTime":2667.019,"endTime":2668.099,"body":"What are they coming after?"},{"startTime":2668.099,"endTime":2670.829,"body":"Are they going to pay that"},{"startTime":2668.099,"endTime":2670.829,"body":"giant tax bill or are they"},{"startTime":2670.829,"endTime":2673.709,"body":"going to be competing with"},{"startTime":2670.829,"endTime":2673.709,"body":"you over here in the suburbs?"},{"startTime":2673.839,"endTime":2676.449,"body":"And start that start be"},{"startTime":2673.839,"endTime":2676.449,"body":"the one that starts that"},{"startTime":2676.449,"endTime":2680.499,"body":"conversation in the group and"},{"startTime":2676.449,"endTime":2680.499,"body":"bring a CPA to the table and"},{"startTime":2680.499,"endTime":2683.068,"body":"be like, Hey, listen, I'm not"},{"startTime":2680.499,"endTime":2683.068,"body":"here to just start things up."},{"startTime":2683.548,"endTime":2685.678,"body":"There's some things that"},{"startTime":2683.548,"endTime":2685.678,"body":"we can do preemptively"},{"startTime":2685.678,"endTime":2687.538,"body":"to protect ourselves"},{"startTime":2685.678,"endTime":2687.538,"body":"and get ready for this."},{"startTime":2687.538,"endTime":2692.038,"body":"I'd like to introduce you to"},{"startTime":2687.538,"endTime":2692.038,"body":"CPA extra, like not just a CPA"},{"startTime":2692.458,"endTime":2696.586,"body":"bill Jones and bring that guy to"},{"startTime":2692.458,"endTime":2696.586,"body":"the table, bring the expert or"},{"startTime":2696.586,"endTime":2700.456,"body":"bring a 10 31 expert, but try to"},{"startTime":2696.586,"endTime":2700.456,"body":"make it somebody from your local"},{"startTime":2700.456,"endTime":2703.383,"body":"market, from, wherever it is,"},{"startTime":2700.456,"endTime":2703.383,"body":"if you can find them in Austin."},{"startTime":2703.585,"endTime":2707.185,"body":"But anyway, those are just two"},{"startTime":2703.585,"endTime":2707.185,"body":"things that are like right now,"},{"startTime":2707.215,"endTime":2709.285,"body":"very relevant and very unknown."},{"startTime":2709.585,"endTime":2712.105,"body":"And like I said, it'll be"},{"startTime":2709.585,"endTime":2712.105,"body":"a theoretical conversation,"},{"startTime":2712.495,"endTime":2714.851,"body":"but you can show, listen"},{"startTime":2712.495,"endTime":2714.851,"body":"I'm on the leading edge."},{"startTime":2714.881,"endTime":2716.501,"body":"I'm a thought leader"},{"startTime":2714.881,"endTime":2716.501,"body":"in this space."},{"startTime":2716.951,"endTime":2719.774,"body":"And I'm going to bring you what"},{"startTime":2716.951,"endTime":2719.774,"body":"information I think might be"},{"startTime":2719.774,"endTime":2722.887,"body":"valuable to help you protect"},{"startTime":2719.774,"endTime":2722.887,"body":"your assets and mitigate some of"},{"startTime":2722.887,"endTime":2724.147,"body":"these risks that I see coming."},{"startTime":2724.277,"endTime":2726.244,"body":"And they'll they'll respect"},{"startTime":2724.277,"endTime":2726.244,"body":"the hell out of that."},{"startTime":2726.374,"endTime":2727.664,"body":"No, I really like it."},{"startTime":2727.664,"endTime":2730.737,"body":"I think the 10 31 it's"},{"startTime":2727.664,"endTime":2730.737,"body":"anything that impacts"},{"startTime":2730.737,"endTime":2731.697,"body":"us supply and demand."},{"startTime":2731.697,"endTime":2734.907,"body":"Like these trusts people, buying"},{"startTime":2731.697,"endTime":2734.907,"body":"properties at large scale is"},{"startTime":2734.907,"endTime":2737.191,"body":"increasing the demand, which"},{"startTime":2734.907,"endTime":2737.191,"body":"is driving the prices up."},{"startTime":2737.191,"endTime":2740.791,"body":"So anything that is impacting"},{"startTime":2737.191,"endTime":2740.791,"body":"the supply and demand in real"},{"startTime":2740.791,"endTime":2743.911,"body":"estate market, I can, I really"},{"startTime":2740.791,"endTime":2743.911,"body":"liked what you said because"},{"startTime":2743.911,"endTime":2747.211,"body":"I can bring all my alliances"},{"startTime":2743.911,"endTime":2747.211,"body":"and call them not just to CPA,"},{"startTime":2747.451,"endTime":2749.071,"body":"not just in IRS specialists."},{"startTime":2749.109,"endTime":2750.421,"body":"There's so much more than that."},{"startTime":2750.781,"endTime":2753.491,"body":"And they happened to create,"},{"startTime":2750.781,"endTime":2753.491,"body":"I can just create a little"},{"startTime":2753.581,"endTime":2756.54,"body":"own group like that, where"},{"startTime":2753.581,"endTime":2756.54,"body":"I interview people and my"},{"startTime":2756.54,"endTime":2757.56,"body":"investors get to see it."},{"startTime":2757.56,"endTime":2759.465,"body":"And my buyers get to see"},{"startTime":2757.56,"endTime":2759.465,"body":"I think you gave me some"},{"startTime":2759.465,"endTime":2761.025,"body":"really good head start here."},{"startTime":2761.415,"endTime":2762.563,"body":"And I'm excited."},{"startTime":2762.619,"endTime":2765.229,"body":"Because the deals I was doing"},{"startTime":2762.619,"endTime":2765.229,"body":"with one investor already, I"},{"startTime":2765.229,"endTime":2767.787,"body":"was like what's stopping me"},{"startTime":2765.229,"endTime":2767.787,"body":"from doing it with everyone"},{"startTime":2768.207,"endTime":2769.047,"body":"who was willing to do it."},{"startTime":2769.05,"endTime":2771.495,"body":"There are some people who"},{"startTime":2769.05,"endTime":2771.495,"body":"are just wanting a small CMA."},{"startTime":2771.495,"endTime":2773.095,"body":"I can have a little minimum CME."},{"startTime":2773.095,"endTime":2775.995,"body":"It's not a big deal, but"},{"startTime":2773.095,"endTime":2775.995,"body":"I didn't want to become"},{"startTime":2775.995,"endTime":2777.135,"body":"that person because."},{"startTime":2777.265,"endTime":2779.245,"body":"In investor group, I"},{"startTime":2777.265,"endTime":2779.245,"body":"have learned one thing."},{"startTime":2779.245,"endTime":2781.615,"body":"You got to have a little"},{"startTime":2779.245,"endTime":2781.615,"body":"bit of a thick skin because"},{"startTime":2781.615,"endTime":2782.605,"body":"Rutgers are roasting."},{"startTime":2782.905,"endTime":2785.575,"body":"I don't have a problem"},{"startTime":2782.905,"endTime":2785.575,"body":"with I'm not doing anything"},{"startTime":2785.575,"endTime":2786.595,"body":"by being a realtor."},{"startTime":2786.595,"endTime":2788.275,"body":"That's why it doesn't offend me."},{"startTime":2788.405,"endTime":2792.455,"body":"But I also, I'm very"},{"startTime":2788.405,"endTime":2792.455,"body":"dying to ask the question."},{"startTime":2792.785,"endTime":2795.515,"body":"What do you see as an"},{"startTime":2792.785,"endTime":2795.515,"body":"ideal realtor partner life?"},{"startTime":2795.545,"endTime":2798.437,"body":"Who do you see that you haven't"},{"startTime":2795.545,"endTime":2798.437,"body":"manifested that in y'all's"},{"startTime":2798.437,"endTime":2801.557,"body":"world yet, but has anybody"},{"startTime":2798.437,"endTime":2801.557,"body":"taken the time to really go"},{"startTime":2801.557,"endTime":2804.827,"body":"down the survey and what is"},{"startTime":2801.557,"endTime":2804.827,"body":"an ideal image of a perfect"},{"startTime":2804.827,"endTime":2806.087,"body":"realtor investor partner?"},{"startTime":2806.217,"endTime":2808.537,"body":"The one who had a sense,"},{"startTime":2806.217,"endTime":2808.537,"body":"Marquis you're going"},{"startTime":2808.537,"endTime":2809.997,"body":"gone, antidotal knowledge."},{"startTime":2810.027,"endTime":2812.397,"body":"You don't know how we would"},{"startTime":2810.027,"endTime":2812.397,"body":"write a contract or a how to"},{"startTime":2812.397,"endTime":2815.847,"body":"negotiate to a fees or even"},{"startTime":2812.397,"endTime":2815.847,"body":"work with title or make sure"},{"startTime":2815.847,"endTime":2817.287,"body":"it's even many to close or not."},{"startTime":2817.607,"endTime":2819.989,"body":"So the real estate knowledge"},{"startTime":2817.607,"endTime":2819.989,"body":"is missing, but you are in"},{"startTime":2819.989,"endTime":2822.599,"body":"front of senators, putting"},{"startTime":2819.989,"endTime":2822.599,"body":"properties under contract."},{"startTime":2822.749,"endTime":2825.998,"body":"You need someone who can verify,"},{"startTime":2822.749,"endTime":2825.998,"body":"there's a huge partnership"},{"startTime":2825.998,"endTime":2830.618,"body":"here, but until I have"},{"startTime":2825.998,"endTime":2830.618,"body":"clarity around what value I"},{"startTime":2830.618,"endTime":2833.817,"body":"would like to personally show"},{"startTime":2830.618,"endTime":2833.817,"body":"up for at scale it's hard."},{"startTime":2833.877,"endTime":2837.177,"body":"It was hard for me to plant my"},{"startTime":2833.877,"endTime":2837.177,"body":"stake and say, I'm a realtor."},{"startTime":2837.177,"endTime":2839.667,"body":"Just come to me because I"},{"startTime":2837.177,"endTime":2839.667,"body":"didn't want all the attention."},{"startTime":2840.177,"endTime":2842.797,"body":"I wanted an intention with"},{"startTime":2840.177,"endTime":2842.797,"body":"purpose racking, my brain, to"},{"startTime":2842.797,"endTime":2844.027,"body":"try to think of the name of it."},{"startTime":2844.207,"endTime":2846.628,"body":"Piece of technology"},{"startTime":2844.207,"endTime":2846.628,"body":"in my mastermind."},{"startTime":2847.103,"endTime":2850.193,"body":"And in order to really get"},{"startTime":2847.103,"endTime":2850.193,"body":"people engaged in the beginning"},{"startTime":2850.193,"endTime":2854.183,"body":"of the zoom call, oftentimes"},{"startTime":2850.193,"endTime":2854.183,"body":"do a survey, like where in"},{"startTime":2854.183,"endTime":2855.263,"body":"the world are you today?"},{"startTime":2855.413,"endTime":2858.233,"body":"And we like, in real time,"},{"startTime":2855.413,"endTime":2858.233,"body":"you'll click a link in the chat,"},{"startTime":2858.263,"endTime":2861.536,"body":"type it in, and then it produces"},{"startTime":2858.263,"endTime":2861.536,"body":"like a word cloud on the page."},{"startTime":2862.136,"endTime":2864.536,"body":"There's others where you get"},{"startTime":2862.136,"endTime":2864.536,"body":"like the same software you can"},{"startTime":2864.536,"endTime":2866.493,"body":"ask, like survey questions okay."},{"startTime":2866.493,"endTime":2869.455,"body":"Of everybody in here who's"},{"startTime":2866.493,"endTime":2869.455,"body":"ever, like how many realtors"},{"startTime":2869.815,"endTime":2872.515,"body":"have you had to go through"},{"startTime":2869.815,"endTime":2872.515,"body":"while building your investment"},{"startTime":2872.515,"endTime":2876.863,"body":"business and take it, take a"},{"startTime":2872.515,"endTime":2876.863,"body":"poll and they can see real time."},{"startTime":2877.03,"endTime":2878.019,"body":"Yeah, I hit that."},{"startTime":2878.319,"endTime":2879.249,"body":"Okay, sorry."},{"startTime":2879.549,"endTime":2883.089,"body":"Anyways, I'll try to find"},{"startTime":2879.549,"endTime":2883.089,"body":"that software, but what, where"},{"startTime":2883.089,"endTime":2886.145,"body":"I'm going with this is you"},{"startTime":2883.089,"endTime":2886.145,"body":"could, as long as the members"},{"startTime":2886.192,"endTime":2888.981,"body":"are willing to let you do"},{"startTime":2886.192,"endTime":2888.981,"body":"you have, what's the format?"},{"startTime":2889.011,"endTime":2891.544,"body":"Do you have an opportunity to"},{"startTime":2889.011,"endTime":2891.544,"body":"do it's a very similar format as"},{"startTime":2891.544,"endTime":2894.994,"body":"you, the main person who started"},{"startTime":2891.544,"endTime":2894.994,"body":"that group, like the chat"},{"startTime":2894.994,"endTime":2896.344,"body":"off the group is hosting it."},{"startTime":2896.794,"endTime":2900.604,"body":"I highlighted me I'm gracefully"},{"startTime":2896.794,"endTime":2900.604,"body":"more than enough, right?"},{"startTime":2900.604,"endTime":2904.257,"body":"Like I w position  like the"},{"startTime":2900.604,"endTime":2904.257,"body":"main person who started the REI"},{"startTime":2904.277,"endTime":2907.497,"body":"group, the investor group that"},{"startTime":2904.277,"endTime":2907.497,"body":"are part of their investors"},{"startTime":2907.527,"endTime":2911.607,"body":"all over Texas, and every week"},{"startTime":2907.527,"endTime":2911.607,"body":"around 69 to 70 people show up"},{"startTime":2911.824,"endTime":2915.334,"body":"and I get so much attention in"},{"startTime":2911.824,"endTime":2915.334,"body":"that, that I'm not monetizing"},{"startTime":2915.334,"endTime":2917.697,"body":"on it because I don't have"},{"startTime":2915.334,"endTime":2917.697,"body":"clarity on my audience."},{"startTime":2917.677,"endTime":2920.9,"body":"Not everybody in there is going"},{"startTime":2917.677,"endTime":2920.9,"body":"to be working with me at scale."},{"startTime":2921.095,"endTime":2924.345,"body":"But, so this is a,"},{"startTime":2921.095,"endTime":2924.345,"body":"it's a fun way to."},{"startTime":2924.745,"endTime":2927.265,"body":"Be remembered in the group,"},{"startTime":2924.745,"endTime":2927.265,"body":"but also get something"},{"startTime":2927.265,"endTime":2929.594,"body":"like you could put up a"},{"startTime":2927.265,"endTime":2929.594,"body":"type form and just drop a"},{"startTime":2929.594,"endTime":2931.004,"body":"survey link in the chat."},{"startTime":2931.004,"endTime":2932.504,"body":"And a few people are"},{"startTime":2931.004,"endTime":2932.504,"body":"going to fill it out."},{"startTime":2932.721,"endTime":2935.826,"body":"But if you can get the sponsor"},{"startTime":2932.721,"endTime":2935.826,"body":"of the call, like the host of"},{"startTime":2935.826,"endTime":2939.021,"body":"the call, if you can get them"},{"startTime":2935.826,"endTime":2939.021,"body":"to agree Hey, that sounded"},{"startTime":2939.021,"endTime":2940.311,"body":"like something fun to do."},{"startTime":2940.397,"endTime":2943.531,"body":"Hey guys, listen this week"},{"startTime":2940.397,"endTime":2943.531,"body":"Rosie, not just the realtor"},{"startTime":2943.531,"endTime":2945.902,"body":"Hayer had a couple of really"},{"startTime":2943.531,"endTime":2945.902,"body":"interesting questions that"},{"startTime":2945.902,"endTime":2948.346,"body":"she asked if she could"},{"startTime":2945.902,"endTime":2948.346,"body":"ask in front of the group."},{"startTime":2948.326,"endTime":2950.246,"body":"And I really think we're all"},{"startTime":2948.326,"endTime":2950.246,"body":"gonna learn something here."},{"startTime":2950.246,"endTime":2953.348,"body":"So Rosie go ahead and drop"},{"startTime":2950.246,"endTime":2953.348,"body":"the link and then you drop"},{"startTime":2953.348,"endTime":2956.228,"body":"a link in the chat and then"},{"startTime":2953.348,"endTime":2956.228,"body":"he'll actually display it."},{"startTime":2956.738,"endTime":2957.998,"body":"So you can collaborate with him."},{"startTime":2957.998,"endTime":2960.518,"body":"But like the questions I"},{"startTime":2957.998,"endTime":2960.518,"body":"would be looking for is,"},{"startTime":2960.518,"endTime":2963.098,"body":"how many of you work with"},{"startTime":2960.518,"endTime":2963.098,"body":"realtors versus source"},{"startTime":2963.098,"endTime":2964.358,"body":"your own deals off market?"},{"startTime":2964.928,"endTime":2966.878,"body":"And then you want to,"},{"startTime":2964.928,"endTime":2966.878,"body":"you'll see a percentage."},{"startTime":2966.878,"endTime":2971.673,"body":"You'll see 75% work with"},{"startTime":2966.878,"endTime":2971.673,"body":"realtors, 25% don't and"},{"startTime":2971.673,"endTime":2974.323,"body":"then ask another question"},{"startTime":2971.673,"endTime":2974.323,"body":"is what's the number one?"},{"startTime":2974.668,"endTime":2978.928,"body":"Thing that realtors do for"},{"startTime":2974.668,"endTime":2978.928,"body":"you today and then put up"},{"startTime":2978.928,"endTime":2980.278,"body":"like a multiple choice."},{"startTime":2980.548,"endTime":2983.008,"body":"It could be, it might come"},{"startTime":2980.548,"endTime":2983.008,"body":"at you in a word cloud, or"},{"startTime":2983.008,"endTime":2985.9,"body":"you could do like a multiple"},{"startTime":2983.008,"endTime":2985.9,"body":"choice with six options,"},{"startTime":2985.958,"endTime":2987.248,"body":"more than just two or three."},{"startTime":2987.462,"endTime":2990.312,"body":"But it's going to show you"},{"startTime":2987.462,"endTime":2990.312,"body":"in real time, 70 people,"},{"startTime":2990.342,"endTime":2993.402,"body":"their opinions and their"},{"startTime":2990.342,"endTime":2993.402,"body":"like what they're currently"},{"startTime":2993.402,"endTime":2996.475,"body":"doing, and then start getting"},{"startTime":2993.402,"endTime":2996.475,"body":"into the things like what"},{"startTime":2996.625,"endTime":2999.895,"body":"is the biggest problem you"},{"startTime":2996.625,"endTime":2999.895,"body":"have when trying to find an"},{"startTime":2999.895,"endTime":3003.305,"body":"investment friendly realtor"},{"startTime":2999.895,"endTime":3003.305,"body":"and put those things out there."},{"startTime":3003.405,"endTime":3005.505,"body":"And so anyways, you"},{"startTime":3003.405,"endTime":3005.505,"body":"could do it where it's an"},{"startTime":3005.505,"endTime":3007.485,"body":"interactive survey almost."},{"startTime":3007.485,"endTime":3009.585,"body":"And I wish I could find,"},{"startTime":3007.485,"endTime":3009.585,"body":"I wish I could remember"},{"startTime":3009.585,"endTime":3010.785,"body":"the name of that software."},{"startTime":3010.99,"endTime":3011.2,"body":"Yeah."},{"startTime":3011.28,"endTime":3011.64,"body":"Yeah."},{"startTime":3011.94,"endTime":3015.84,"body":"It's something against"},{"startTime":3011.94,"endTime":3015.84,"body":"Regis saying I'm an investor"},{"startTime":3016.14,"endTime":3019.32,"body":"and I'm a realtor and not"},{"startTime":3016.14,"endTime":3019.32,"body":"just a realtor, but I have"},{"startTime":3019.32,"endTime":3020.52,"body":"a real estate license."},{"startTime":3020.53,"endTime":3021.78,"body":"I'm looking for partners."},{"startTime":3022.08,"endTime":3023.281,"body":"Yeah, no that's good."},{"startTime":3023.281,"endTime":3027.241,"body":"But I'm looking for things"},{"startTime":3023.281,"endTime":3027.241,"body":"for creative ideas for her."},{"startTime":3027.269,"endTime":3027.899,"body":"Absolutely."},{"startTime":3027.895,"endTime":3029.081,"body":"That's what she's saying."},{"startTime":3029.081,"endTime":3031.931,"body":"I'm looking for ways to her, for"},{"startTime":3029.081,"endTime":3031.931,"body":"her to stand out on a zoom call."},{"startTime":3032.237,"endTime":3034.937,"body":"But anyway, if the organizer"},{"startTime":3032.237,"endTime":3034.937,"body":"is willing to let you do"},{"startTime":3034.937,"endTime":3037.997,"body":"that, you can do a survey that"},{"startTime":3034.937,"endTime":3037.997,"body":"everybody could learn from."},{"startTime":3038.018,"endTime":3040.388,"body":"Even the guys who like"},{"startTime":3038.018,"endTime":3040.388,"body":"who aren't going to work"},{"startTime":3040.388,"endTime":3042.158,"body":"with you, they're going to"},{"startTime":3040.388,"endTime":3042.158,"body":"be like, I'll be damn, I"},{"startTime":3042.158,"endTime":3043.418,"body":"guess I'm not the only one."},{"startTime":3044.018,"endTime":3047.028,"body":"And you like they can see that"},{"startTime":3044.018,"endTime":3047.028,"body":"other people are having trouble."},{"startTime":3047.108,"endTime":3049.911,"body":"But yeah, and  Martha"},{"startTime":3047.108,"endTime":3049.911,"body":"said, anything you can do"},{"startTime":3049.911,"endTime":3051.021,"body":"to really drive that home."},{"startTime":3050.999,"endTime":3053.562,"body":"Listen, I'm a realtor and I"},{"startTime":3050.999,"endTime":3053.562,"body":"can help you there, but I'm"},{"startTime":3053.562,"endTime":3056.315,"body":"predominantly here because I"},{"startTime":3053.562,"endTime":3056.315,"body":"want to provide, I, I wanna, I"},{"startTime":3056.315,"endTime":3060.411,"body":"want to do deals like that's a"},{"startTime":3056.315,"endTime":3060.411,"body":"job and being an investor as a"},{"startTime":3060.411,"endTime":3063.745,"body":"career, the one at the breakfast"},{"startTime":3060.411,"endTime":3063.745,"body":"school thing I had done is"},{"startTime":3063.745,"endTime":3066.235,"body":"that because I was noting"},{"startTime":3063.745,"endTime":3066.235,"body":"probably from here, I took this."},{"startTime":3066.256,"endTime":3069.34,"body":"Title and I advertised in the"},{"startTime":3066.256,"endTime":3069.34,"body":"investor group because these"},{"startTime":3069.34,"endTime":3070.51,"body":"people are coming across deals."},{"startTime":3070.51,"endTime":3072.67,"body":"We don't want to buy"},{"startTime":3070.51,"endTime":3072.67,"body":"work with an investor."},{"startTime":3072.67,"endTime":3073.81,"body":"They want to sell on the market."},{"startTime":3073.948,"endTime":3077.008,"body":"And a lot of real good referrals"},{"startTime":3073.948,"endTime":3077.008,"body":"started coming from the"},{"startTime":3077.008,"endTime":3078.298,"body":"investor group for that reason."},{"startTime":3078.568,"endTime":3080.758,"body":"So they do see me as"},{"startTime":3078.568,"endTime":3080.758,"body":"a probate specialist."},{"startTime":3081.058,"endTime":3081.288,"body":"Yeah."},{"startTime":3081.288,"endTime":3082.908,"body":"So that was a good"},{"startTime":3081.288,"endTime":3082.908,"body":"vehicle for listings."},{"startTime":3083.008,"endTime":3085.781,"body":"But I think I got enough"},{"startTime":3083.008,"endTime":3085.781,"body":"content to work on."},{"startTime":3086.051,"endTime":3088.061,"body":"I'm going to show up"},{"startTime":3086.051,"endTime":3088.061,"body":"as an artist, realtor."},{"startTime":3088.241,"endTime":3090.041,"body":"I think it's a really"},{"startTime":3088.241,"endTime":3090.041,"body":"good time to be with them."},{"startTime":3090.071,"endTime":3093.731,"body":"The survey, because if you get"},{"startTime":3090.071,"endTime":3093.731,"body":"add 10 31 exchange of the CPA"},{"startTime":3093.731,"endTime":3098.231,"body":"conversation, I think between"},{"startTime":3093.731,"endTime":3098.231,"body":"this three, I can stir up enough"},{"startTime":3098.349,"endTime":3100.959,"body":"audience to get something out"},{"startTime":3098.349,"endTime":3100.959,"body":"and I'll bring back to the team."},{"startTime":3101.109,"endTime":3102.819,"body":"Mike, no last name."},{"startTime":3102.819,"endTime":3103.209,"body":"I see you."},{"startTime":3103.209,"endTime":3103.869,"body":"I'm a hand up."},{"startTime":3104.169,"endTime":3104.889,"body":"Hey Chad."},{"startTime":3105.069,"endTime":3106.899,"body":"So I've been wanting to"},{"startTime":3105.069,"endTime":3106.899,"body":"call for the last two weeks."},{"startTime":3106.907,"endTime":3110.462,"body":"I need some ideas I've been with"},{"startTime":3106.907,"endTime":3110.462,"body":"ATL as a subscriber, getting the"},{"startTime":3110.462,"endTime":3114.842,"body":"leads in Northern Colorado and"},{"startTime":3110.462,"endTime":3114.842,"body":"Southern Wyoming since November."},{"startTime":3115.142,"endTime":3119.072,"body":"I've only had one lead I've"},{"startTime":3115.142,"endTime":3119.072,"body":"talked to, and she's going"},{"startTime":3119.072,"endTime":3120.032,"body":"to list with a realtor."},{"startTime":3120.032,"endTime":3121.382,"body":"This I'm an investor only."},{"startTime":3121.682,"endTime":3124.382,"body":"She's going to leave a list"},{"startTime":3121.682,"endTime":3124.382,"body":"with a realtor this week,"},{"startTime":3124.562,"endTime":3125.732,"body":"which I've known for awhile."},{"startTime":3126.152,"endTime":3129.422,"body":"I got her a cleanup crew back in"},{"startTime":3126.152,"endTime":3129.422,"body":"February or something like that."},{"startTime":3129.452,"endTime":3132.636,"body":"I helped her get a, take care"},{"startTime":3129.452,"endTime":3132.636,"body":"of the auction piece of it,"},{"startTime":3132.966,"endTime":3134.136,"body":"which is all fine and dandy."},{"startTime":3134.586,"endTime":3136.896,"body":"But I'm looking for ideas"},{"startTime":3134.586,"endTime":3136.896,"body":"on what you think I should"},{"startTime":3136.896,"endTime":3139.986,"body":"do spend what, seven months,"},{"startTime":3136.896,"endTime":3139.986,"body":"eight months and only one"},{"startTime":3139.986,"endTime":3140.886,"body":"lead come out of that."},{"startTime":3141.036,"endTime":3143.656,"body":"About 30, 30 to 50 is"},{"startTime":3141.036,"endTime":3143.656,"body":"probably the average number"},{"startTime":3143.956,"endTime":3146.3,"body":"in in my county, but I'm"},{"startTime":3143.956,"endTime":3146.3,"body":"just looking for ideas."},{"startTime":3146.3,"endTime":3147.53,"body":"What do you think"},{"startTime":3146.3,"endTime":3147.53,"body":"I should do next?"},{"startTime":3147.53,"endTime":3148.73,"body":"Where should I be going here?"},{"startTime":3149.03,"endTime":3150.611,"body":"What what'd you Colorado county."},{"startTime":3150.639,"endTime":3152.215,"body":"Is it on the east"},{"startTime":3150.639,"endTime":3152.215,"body":"side or west side?"},{"startTime":3152.345,"endTime":3154.337,"body":"No, it's weld"},{"startTime":3152.345,"endTime":3154.337,"body":"county about a norm."},{"startTime":3154.427,"endTime":3154.637,"body":"Okay."},{"startTime":3155.167,"endTime":3155.827,"body":"I know where it is."},{"startTime":3156.277,"endTime":3158.568,"body":"So you're on the east"},{"startTime":3156.277,"endTime":3158.568,"body":"Northeastern part of the state."},{"startTime":3158.785,"endTime":3158.965,"body":"Yep."},{"startTime":3159.505,"endTime":3159.805,"body":"Yeah."},{"startTime":3160.145,"endTime":3162.202,"body":"So your data is seasoned."},{"startTime":3162.562,"endTime":3165.158,"body":"That's one of those markets"},{"startTime":3162.562,"endTime":3165.158,"body":"where they're actually holding"},{"startTime":3165.158,"endTime":3168.111,"body":"your probate data until"},{"startTime":3165.158,"endTime":3168.111,"body":"the probate data recording,"},{"startTime":3168.111,"endTime":3170.241,"body":"where, and when it becomes"},{"startTime":3168.111,"endTime":3170.241,"body":"a matter of public record"},{"startTime":3170.751,"endTime":3172.341,"body":"is actually upon completion."},{"startTime":3172.471,"endTime":3175.891,"body":"So most of the assets are"},{"startTime":3172.471,"endTime":3175.891,"body":"going to go ahead and transfer"},{"startTime":3175.891,"endTime":3180.031,"body":"while probate is open, but a"},{"startTime":3175.891,"endTime":3180.031,"body":"number of them will not like"},{"startTime":3180.031,"endTime":3183.241,"body":"they will go ahead and change"},{"startTime":3180.031,"endTime":3183.241,"body":"title, inherit the property,"},{"startTime":3183.661,"endTime":3184.711,"body":"and then they'll sell it."},{"startTime":3185.011,"endTime":3187.861,"body":"So it's a longer game"},{"startTime":3185.011,"endTime":3187.861,"body":"to play in Colorado."},{"startTime":3188.101,"endTime":3191.209,"body":"Now I have, we have"},{"startTime":3188.101,"endTime":3191.209,"body":"brokerage when I was with"},{"startTime":3191.209,"endTime":3194.362,"body":"all the leaves, I coached"},{"startTime":3191.209,"endTime":3194.362,"body":"a gentlemen and Laramie"},{"startTime":3194.482,"endTime":3196.712,"body":"weld and one other county."},{"startTime":3197.012,"endTime":3198.617,"body":"Up there, right"},{"startTime":3197.012,"endTime":3198.617,"body":"where you are though."},{"startTime":3198.747,"endTime":3202.497,"body":"And in four months we came up"},{"startTime":3198.747,"endTime":3202.497,"body":"short, he was a Mike ferry guy."},{"startTime":3202.527,"endTime":3203.847,"body":"He was all about repetition."},{"startTime":3203.847,"endTime":3206.067,"body":"He was all about tracking"},{"startTime":3203.847,"endTime":3206.067,"body":"every metric and we"},{"startTime":3206.067,"endTime":3207.117,"body":"were just hitting walls."},{"startTime":3207.567,"endTime":3209.267,"body":"And I'm like, man,"},{"startTime":3207.567,"endTime":3209.267,"body":"I won't give up."},{"startTime":3209.267,"endTime":3210.017,"body":"If you don't Fred."},{"startTime":3210.017,"endTime":3211.697,"body":"And he's like, all"},{"startTime":3210.017,"endTime":3211.697,"body":"right, let's keep going."},{"startTime":3211.997,"endTime":3213.923,"body":"Eventually he called me"},{"startTime":3211.997,"endTime":3213.923,"body":"and he's four months and"},{"startTime":3213.923,"endTime":3215.401,"body":"he's man, I've got no ROI."},{"startTime":3215.401,"endTime":3216.031,"body":"What do I do?"},{"startTime":3216.031,"endTime":3218.761,"body":"And I'm like, I want you to"},{"startTime":3216.031,"endTime":3218.761,"body":"stop paying for the leads, but"},{"startTime":3218.761,"endTime":3223.111,"body":"I want you to keep prospecting"},{"startTime":3218.761,"endTime":3223.111,"body":"because I just, I do not"},{"startTime":3223.111,"endTime":3224.551,"body":"believe everybody's been helped."},{"startTime":3225.091,"endTime":3228.661,"body":"And we went for another two"},{"startTime":3225.091,"endTime":3228.661,"body":"or three weeks after stopping."},{"startTime":3228.661,"endTime":3231.581,"body":"So we were like four and a"},{"startTime":3228.661,"endTime":3231.581,"body":"half months in and he nailed"},{"startTime":3231.581,"endTime":3233.351,"body":"six deals in one week."},{"startTime":3233.651,"endTime":3236.711,"body":"And he's basically held"},{"startTime":3233.651,"endTime":3236.711,"body":"that pace from then forward."},{"startTime":3236.711,"endTime":3240.671,"body":"So it was a slow buildup for"},{"startTime":3236.711,"endTime":3240.671,"body":"him, but what he found is the"},{"startTime":3240.671,"endTime":3243.521,"body":"people that went ahead and"},{"startTime":3240.671,"endTime":3243.521,"body":"inherited the property and"},{"startTime":3243.521,"endTime":3245.021,"body":"still hadn't done anything."},{"startTime":3245.051,"endTime":3247.991,"body":"They were the biggest"},{"startTime":3245.051,"endTime":3247.991,"body":"procrastinators of all"},{"startTime":3247.991,"endTime":3248.981,"body":"the procrastinators."},{"startTime":3249.461,"endTime":3250.991,"body":"They procrastinated so much."},{"startTime":3250.991,"endTime":3252.281,"body":"They couldn't even"},{"startTime":3250.991,"endTime":3252.281,"body":"make a decision."},{"startTime":3252.281,"endTime":3255.491,"body":"They went ahead and transferred"},{"startTime":3252.281,"endTime":3255.491,"body":"title into their names and then"},{"startTime":3255.491,"endTime":3258.71,"body":"eventually they would finally"},{"startTime":3255.491,"endTime":3258.71,"body":"call him and get it done."},{"startTime":3259.31,"endTime":3261.32,"body":"So probably not the"},{"startTime":3259.31,"endTime":3261.32,"body":"answer you wanna hear."},{"startTime":3261.32,"endTime":3262.25,"body":"You're eight months in."},{"startTime":3262.256,"endTime":3264.476,"body":"It's usually not"},{"startTime":3262.256,"endTime":3264.476,"body":"that long of a game."},{"startTime":3264.596,"endTime":3267.446,"body":"Usually inside of six months,"},{"startTime":3264.596,"endTime":3267.446,"body":"you've built some momentum"},{"startTime":3267.446,"endTime":3268.376,"body":"and you're doing deals."},{"startTime":3268.376,"endTime":3272.302,"body":"So I would look at,  what your"},{"startTime":3268.376,"endTime":3272.302,"body":"offer is and, do you know if you"},{"startTime":3272.302,"endTime":3275.242,"body":"have any competition there right"},{"startTime":3272.302,"endTime":3275.242,"body":"now, do you know of other people"},{"startTime":3275.242,"endTime":3276.322,"body":"who are specializing in it?"},{"startTime":3276.475,"endTime":3279.666,"body":"I don't think so when I talked"},{"startTime":3276.475,"endTime":3279.666,"body":"to the team over there, Bruce,"},{"startTime":3279.666,"endTime":3282.914,"body":"and whatever the gal's name is"},{"startTime":3279.666,"endTime":3282.914,"body":"Darcy  I think I had competition"},{"startTime":3282.914,"endTime":3285.314,"body":"in Larimer county, which is"},{"startTime":3282.914,"endTime":3285.314,"body":"over in Fort Collins, but I"},{"startTime":3285.314,"endTime":3287.954,"body":"think they've dropped out now"},{"startTime":3285.314,"endTime":3287.954,"body":"and definitely nobody in weld."},{"startTime":3288.464,"endTime":3290.984,"body":"And I got some archive"},{"startTime":3288.464,"endTime":3290.984,"body":"leads out of Laramie county,"},{"startTime":3290.984,"endTime":3292.274,"body":"Wyoming, which is Cheyenne."},{"startTime":3292.448,"endTime":3293.648,"body":"So yeah."},{"startTime":3293.948,"endTime":3296.558,"body":"Now with Wyoming, I don't"},{"startTime":3293.948,"endTime":3296.558,"body":"think it's the case."},{"startTime":3296.558,"endTime":3300.247,"body":"I think the data there is"},{"startTime":3296.558,"endTime":3300.247,"body":"reported upon, petition."},{"startTime":3300.377,"endTime":3303.508,"body":"So that that doesn't actually"},{"startTime":3300.377,"endTime":3303.508,"body":"hold up on, on the Wyoming side."},{"startTime":3303.505,"endTime":3305.215,"body":"We got to look at"},{"startTime":3303.505,"endTime":3305.215,"body":"your offer, right?"},{"startTime":3305.215,"endTime":3307.675,"body":"Are you offering brokerage"},{"startTime":3305.215,"endTime":3307.675,"body":"services even though you"},{"startTime":3307.675,"endTime":3309.145,"body":"don't care to fulfill those?"},{"startTime":3309.125,"endTime":3310.298,"body":"Is that part of your offer?"},{"startTime":3310.378,"endTime":3312.25,"body":"I've not offered"},{"startTime":3310.378,"endTime":3312.25,"body":"brokerage services."},{"startTime":3312.31,"endTime":3315.25,"body":"I was doing the calls from"},{"startTime":3312.31,"endTime":3315.25,"body":"November to January and I"},{"startTime":3315.25,"endTime":3317.171,"body":"went ahead and I think I"},{"startTime":3315.25,"endTime":3317.171,"body":"emailed you or something."},{"startTime":3317.171,"endTime":3320.201,"body":"I use Steve Lindover,"},{"startTime":3317.171,"endTime":3320.201,"body":"voice logic since February"},{"startTime":3320.381,"endTime":3322.931,"body":"cycles, but I don't think"},{"startTime":3320.381,"endTime":3322.931,"body":"brokerage is part of that."},{"startTime":3323.064,"endTime":3323.514,"body":"Okay."},{"startTime":3323.865,"endTime":3327.148,"body":"There's a reason we tell you"},{"startTime":3323.865,"endTime":3327.148,"body":"to build a team and offer all"},{"startTime":3327.148,"endTime":3330.598,"body":"of these things because yeah,"},{"startTime":3327.148,"endTime":3330.598,"body":"we're only going to directly"},{"startTime":3330.598,"endTime":3334.978,"body":"monetize one or two of them,"},{"startTime":3330.598,"endTime":3334.978,"body":"but it really differentiates us."},{"startTime":3334.978,"endTime":3337.498,"body":"So usually when people"},{"startTime":3334.978,"endTime":3337.498,"body":"are coming up short it's"},{"startTime":3337.498,"endTime":3339.688,"body":"because the marketplace is"},{"startTime":3337.498,"endTime":3339.688,"body":"responding and saying your"},{"startTime":3339.688,"endTime":3340.948,"body":"offer is not valuable to me."},{"startTime":3341.258,"endTime":3343.699,"body":"So let's look at, the"},{"startTime":3341.258,"endTime":3343.699,"body":"letters that, that you"},{"startTime":3343.699,"endTime":3344.869,"body":"have at all the leads."},{"startTime":3344.869,"endTime":3347.299,"body":"Those were all ones that I"},{"startTime":3344.869,"endTime":3347.299,"body":"proved out with my own dollars."},{"startTime":3347.869,"endTime":3351.169,"body":"There's one that you might want"},{"startTime":3347.869,"endTime":3351.169,"body":"to try, and it may be a little"},{"startTime":3351.169,"endTime":3354.204,"body":"too we will for you, I don't"},{"startTime":3351.169,"endTime":3354.204,"body":"know, but there's one called"},{"startTime":3354.204,"endTime":3355.704,"body":"probate social enterprise."},{"startTime":3355.834,"endTime":3358.564,"body":"And I wrote that as I"},{"startTime":3355.834,"endTime":3358.564,"body":"had actually, you mail"},{"startTime":3358.564,"endTime":3359.734,"body":"it to the decedent."},{"startTime":3360.106,"endTime":3363.071,"body":"But I wrote that it's more, it"},{"startTime":3360.106,"endTime":3363.071,"body":"looks more like a farming letter"},{"startTime":3363.671,"endTime":3366.434,"body":"and it's a an tongue in cheek"},{"startTime":3363.671,"endTime":3366.434,"body":"the way it's written, but it's"},{"startTime":3366.456,"endTime":3367.624,"body":"you know what we do really?"},{"startTime":3367.624,"endTime":3368.584,"body":"Isn't a big deal."},{"startTime":3368.652,"endTime":3372.858,"body":"We just, like Rosie, we'd"},{"startTime":3368.652,"endTime":3372.858,"body":"just do a, B, C, D E F"},{"startTime":3372.858,"endTime":3374.178,"body":"shit, like all these things."},{"startTime":3374.688,"endTime":3378.138,"body":"But that one is, I wrote"},{"startTime":3374.688,"endTime":3378.138,"body":"that letter for Colorado"},{"startTime":3378.138,"endTime":3381.198,"body":"Springs because one of"},{"startTime":3378.138,"endTime":3381.198,"body":"the same situation was"},{"startTime":3381.198,"endTime":3382.488,"body":"happening south of you."},{"startTime":3382.62,"endTime":3386.202,"body":"So I wrote the probate social"},{"startTime":3382.62,"endTime":3386.202,"body":"enterprise letter, and I also"},{"startTime":3386.202,"endTime":3390.102,"body":"wrote the probate home it's"},{"startTime":3386.202,"endTime":3390.102,"body":"house value or home value."},{"startTime":3390.286,"endTime":3393.136,"body":"But anyway, those two letters"},{"startTime":3390.286,"endTime":3393.136,"body":"were written for your market"},{"startTime":3393.736,"endTime":3397.276,"body":"and the worked both of them"},{"startTime":3393.736,"endTime":3397.276,"body":"did, and it was just a different"},{"startTime":3397.276,"endTime":3398.686,"body":"approach than anyone else."},{"startTime":3398.764,"endTime":3400.234,"body":"So check out those two letters."},{"startTime":3400.234,"endTime":3403.294,"body":"If you go into the subscriber"},{"startTime":3400.234,"endTime":3403.294,"body":"portal, mailbox motivator,"},{"startTime":3403.384,"endTime":3405.184,"body":"if they haven't moved them"},{"startTime":3403.384,"endTime":3405.184,"body":"around, you should be able"},{"startTime":3405.184,"endTime":3406.474,"body":"to sign both of those."},{"startTime":3406.489,"endTime":3409.715,"body":"But maybe try to change up"},{"startTime":3406.489,"endTime":3409.715,"body":"your letter and your offer and"},{"startTime":3409.715,"endTime":3412.775,"body":"your phone script to include,"},{"startTime":3409.715,"endTime":3412.775,"body":"to be a little more inclusive."},{"startTime":3413.255,"endTime":3416.457,"body":"And just like I was telling"},{"startTime":3413.255,"endTime":3416.457,"body":"Rosie, the hashtag not just"},{"startTime":3416.457,"endTime":3418.687,"body":"a realtor, that's just,"},{"startTime":3416.457,"endTime":3418.687,"body":"it's a differentiator."},{"startTime":3419.137,"endTime":3421.447,"body":"So the probate social"},{"startTime":3419.137,"endTime":3421.447,"body":"enterprise letter basically"},{"startTime":3421.447,"endTime":3422.857,"body":"says, Hey, my name is Chad."},{"startTime":3422.857,"endTime":3424.835,"body":"I'm the owner of a"},{"startTime":3422.857,"endTime":3424.835,"body":"social enterprise here"},{"startTime":3424.835,"endTime":3426.095,"body":"in Laramie county."},{"startTime":3426.515,"endTime":3429.545,"body":"What that means is, and you just"},{"startTime":3426.515,"endTime":3429.545,"body":"start to explain it to them."},{"startTime":3429.545,"endTime":3432.245,"body":"So you're, they're like, what"},{"startTime":3429.545,"endTime":3432.245,"body":"in the hell, who is this guy?"},{"startTime":3432.245,"endTime":3433.865,"body":"I don't really"},{"startTime":3432.245,"endTime":3433.865,"body":"understand what he does."},{"startTime":3434.082,"endTime":3437.022,"body":"And you're building up curiosity"},{"startTime":3434.082,"endTime":3437.022,"body":"when they flip the page over."},{"startTime":3437.022,"endTime":3439.602,"body":"It's like we find real"},{"startTime":3437.022,"endTime":3439.602,"body":"estate to be the biggest"},{"startTime":3439.602,"endTime":3440.922,"body":"challenge for most families."},{"startTime":3440.922,"endTime":3444.552,"body":"Here are the options, option"},{"startTime":3440.922,"endTime":3444.552,"body":"one, do nothing, let it sit"},{"startTime":3444.552,"endTime":3447.132,"body":"there and incur costs and"},{"startTime":3444.552,"endTime":3447.132,"body":"get it in worst condition."},{"startTime":3447.162,"endTime":3448.812,"body":"And like I said, it's a"},{"startTime":3447.162,"endTime":3448.812,"body":"little tongue in cheek."},{"startTime":3448.812,"endTime":3450.991,"body":"It's facetiously"},{"startTime":3448.812,"endTime":3450.991,"body":"written option two."},{"startTime":3451.366,"endTime":3454.366,"body":"Transitioning into a family"},{"startTime":3451.366,"endTime":3454.366,"body":"owned rental property, option"},{"startTime":3454.366,"endTime":3457.846,"body":"three, sell it wholesale,"},{"startTime":3454.366,"endTime":3457.846,"body":"option four, fix it up."},{"startTime":3458.086,"endTime":3461.488,"body":"And it introduces them to"},{"startTime":3458.086,"endTime":3461.488,"body":"like, to show them these are"},{"startTime":3461.488,"endTime":3462.718,"body":"all the things you could do."},{"startTime":3463.108,"endTime":3466.228,"body":"So instead of you mailing them"},{"startTime":3463.108,"endTime":3466.228,"body":"or talking to them as just an"},{"startTime":3466.228,"endTime":3468.358,"body":"investor, you're saying here"},{"startTime":3466.228,"endTime":3468.358,"body":"are all the things you can do,"},{"startTime":3468.388,"endTime":3471.388,"body":"including sit on your ass and"},{"startTime":3468.388,"endTime":3471.388,"body":"let this property lose value."},{"startTime":3471.518,"endTime":3471.998,"body":"It's okay."},{"startTime":3471.998,"endTime":3474.117,"body":"That's your prerogative,"},{"startTime":3471.998,"endTime":3474.117,"body":"but  I think change"},{"startTime":3474.127,"endTime":3475.107,"body":"your approach for a bit."},{"startTime":3475.087,"endTime":3477.641,"body":"Are you okay, cashflow"},{"startTime":3475.087,"endTime":3477.641,"body":"wise,  I'm in corporate"},{"startTime":3477.641,"endTime":3480.094,"body":"America, that's that's the"},{"startTime":3477.641,"endTime":3480.094,"body":"reason, one of the reasons"},{"startTime":3480.224,"endTime":3483.094,"body":"I was doing the column, the"},{"startTime":3480.224,"endTime":3483.094,"body":"beginning of they hired Steve."},{"startTime":3483.394,"endTime":3484.066,"body":"So yes."},{"startTime":3484.122,"endTime":3486.17,"body":"It's not breaking the bank, so"},{"startTime":3484.122,"endTime":3486.17,"body":"I got a little bit of money."},{"startTime":3486.174,"endTime":3488.44,"body":"We can go at this for another"},{"startTime":3486.174,"endTime":3488.44,"body":"couple of months, but I got"},{"startTime":3488.44,"endTime":3489.64,"body":"a call it Proust as well."},{"startTime":3489.67,"endTime":3490.48,"body":"Maybe on Thursday"},{"startTime":3490.61,"endTime":3492.8,"body":"I am, and they're doing it"},{"startTime":3490.61,"endTime":3492.8,"body":"eight all the way, just doing"},{"startTime":3492.8,"endTime":3494.57,"body":"the direct mail amounts."},{"startTime":3494.63,"endTime":3497.3,"body":"And I've done the four"},{"startTime":3494.63,"endTime":3497.3,"body":"touches, I think, on all of"},{"startTime":3497.3,"endTime":3499.28,"body":"them to our types of Cheyenne."},{"startTime":3499.58,"endTime":3503.48,"body":"One in December and one just,"},{"startTime":3499.58,"endTime":3503.48,"body":"I think in April and when I"},{"startTime":3503.48,"endTime":3506.48,"body":"say different things, tell me"},{"startTime":3503.48,"endTime":3506.48,"body":"what you've done to build your"},{"startTime":3506.48,"endTime":3507.8,"body":"attorney referral network."},{"startTime":3508.1,"endTime":3511.092,"body":"I have three attorneys I've"},{"startTime":3508.1,"endTime":3511.092,"body":"talked to just through the court"},{"startTime":3511.072,"endTime":3512.915,"body":"conversation and Rhea meetings."},{"startTime":3513.485,"endTime":3515.555,"body":"I was going to the, on the suit."},{"startTime":3515.645,"endTime":3516.868,"body":"We do zoom calls."},{"startTime":3517.175,"endTime":3519.875,"body":"So I've got three plus"},{"startTime":3517.175,"endTime":3519.875,"body":"an additional attorney"},{"startTime":3520.008,"endTime":3520.938,"body":"that I talked to."},{"startTime":3521.364,"endTime":3525.144,"body":"I've not done anything to market"},{"startTime":3521.364,"endTime":3525.144,"body":"to them other than just, if I,"},{"startTime":3525.144,"endTime":3527.404,"body":"if they're at the meeting, I'll"},{"startTime":3525.144,"endTime":3527.404,"body":"touch base with them or on the"},{"startTime":3527.404,"endTime":3528.484,"body":"call, I touch base with them."},{"startTime":3528.784,"endTime":3529.084,"body":"Okay."},{"startTime":3529.405,"endTime":3534.407,"body":"In Wyoming, this is probably"},{"startTime":3529.405,"endTime":3534.407,"body":"not that relevant in Colorado"},{"startTime":3534.407,"endTime":3537.517,"body":"because of the delay in"},{"startTime":3534.407,"endTime":3537.517,"body":"recording, but any given market."},{"startTime":3537.817,"endTime":3541.267,"body":"In the country, usually 20%"},{"startTime":3537.817,"endTime":3541.267,"body":"of probate leads that are"},{"startTime":3541.267,"endTime":3545.047,"body":"recorded on the petition do"},{"startTime":3541.267,"endTime":3545.047,"body":"not have legal representation."},{"startTime":3545.617,"endTime":3549.607,"body":"So you can find those ones"},{"startTime":3545.617,"endTime":3549.607,"body":"in, in, look at your leads and"},{"startTime":3549.607,"endTime":3550.867,"body":"look at the attorney column."},{"startTime":3550.997,"endTime":3552.167,"body":"If you see that they don't."},{"startTime":3552.237,"endTime":3554.977,"body":"If there are ones in Laramie,"},{"startTime":3552.237,"endTime":3554.977,"body":"Wyoming, that don't have an"},{"startTime":3554.977,"endTime":3557.837,"body":"attorney use that to open"},{"startTime":3554.977,"endTime":3557.837,"body":"the door and start some new"},{"startTime":3557.837,"endTime":3560.865,"body":"relationships up there to say,"},{"startTime":3557.837,"endTime":3560.865,"body":"Hey, listen, we reach out to"},{"startTime":3560.865,"endTime":3564.735,"body":"every family with an offer"},{"startTime":3560.865,"endTime":3564.735,"body":"multiple services, but every"},{"startTime":3564.735,"endTime":3567.565,"body":"month I noticed there's five or"},{"startTime":3564.735,"endTime":3567.565,"body":"10 that don't have an attorney."},{"startTime":3567.594,"endTime":3570.637,"body":"So when we talk to them, we all,"},{"startTime":3567.594,"endTime":3570.637,"body":"we suggest that they, go ahead"},{"startTime":3570.637,"endTime":3574.267,"body":"and hire an attorney now versus"},{"startTime":3570.637,"endTime":3574.267,"body":"later cleaning up the mess."},{"startTime":3574.317,"endTime":3576.97,"body":"I'd like to find an attorney"},{"startTime":3574.317,"endTime":3576.97,"body":"that I can trust to refer"},{"startTime":3576.97,"endTime":3579.162,"body":"those, to have I called the"},{"startTime":3576.97,"endTime":3579.162,"body":"right number or how have"},{"startTime":3579.162,"endTime":3581.974,"body":"I showed up in the right"},{"startTime":3579.162,"endTime":3581.974,"body":"office and see if you can use"},{"startTime":3581.974,"endTime":3585.723,"body":"those pro se or pro per the,"},{"startTime":3581.974,"endTime":3585.723,"body":"those without legal counsel."},{"startTime":3585.783,"endTime":3587.583,"body":"See if you can use"},{"startTime":3585.783,"endTime":3587.583,"body":"those to build some more"},{"startTime":3587.583,"endTime":3589.389,"body":"relationships in Colorado."},{"startTime":3589.779,"endTime":3591.159,"body":"That's a big part of the game."},{"startTime":3591.219,"endTime":3594.693,"body":"If you want to get the early,"},{"startTime":3591.219,"endTime":3594.693,"body":"get there during probate, the"},{"startTime":3594.693,"endTime":3598.473,"body":"only way to know is to pay"},{"startTime":3594.693,"endTime":3598.473,"body":"$5 court access and go in,"},{"startTime":3598.473,"endTime":3602.253,"body":"and then $5 per lead to get"},{"startTime":3598.473,"endTime":3602.253,"body":"each one out during, while"},{"startTime":3602.253,"endTime":3605.687,"body":"it's in the petition or the"},{"startTime":3602.253,"endTime":3605.687,"body":"probate phase, or get to know"},{"startTime":3605.687,"endTime":3607.247,"body":"every damn attorney you can."},{"startTime":3607.457,"endTime":3610.607,"body":"And just don't worry about"},{"startTime":3607.457,"endTime":3610.607,"body":"buying probate leads, get"},{"startTime":3610.607,"endTime":3611.777,"body":"them from the attorneys."},{"startTime":3612.103,"endTime":3614.473,"body":"There's still value"},{"startTime":3612.103,"endTime":3614.473,"body":"to those leads that."},{"startTime":3614.617,"endTime":3615.607,"body":"Clear probate."},{"startTime":3616.117,"endTime":3618.787,"body":"And some of them still hold"},{"startTime":3616.117,"endTime":3618.787,"body":"real estate, and this is just"},{"startTime":3618.817,"endTime":3622.447,"body":"anecdotal, but I would guess"},{"startTime":3618.817,"endTime":3622.447,"body":"it's maybe 10% of the estate."},{"startTime":3622.447,"endTime":3625.178,"body":"So I actually go ahead and"},{"startTime":3622.447,"endTime":3625.178,"body":"transfer title, and the probe"},{"startTime":3625.218,"endTime":3628.478,"body":"at the close out the probate,"},{"startTime":3625.218,"endTime":3628.478,"body":"and then they'll sell the asset."},{"startTime":3628.577,"endTime":3632.13,"body":"So there's obviously value"},{"startTime":3628.577,"endTime":3632.13,"body":"to those, but if you, I would"},{"startTime":3632.13,"endTime":3634.877,"body":"say double down on change"},{"startTime":3632.13,"endTime":3634.877,"body":"your letter and change your"},{"startTime":3634.877,"endTime":3638.567,"body":"offer B have a more, have"},{"startTime":3634.877,"endTime":3638.567,"body":"an offer that can appeal"},{"startTime":3638.567,"endTime":3639.707,"body":"to every single family."},{"startTime":3639.707,"endTime":3641.837,"body":"So make sure you're talking"},{"startTime":3639.707,"endTime":3641.837,"body":"about all the different"},{"startTime":3641.837,"endTime":3644.177,"body":"things you can do to help"},{"startTime":3641.837,"endTime":3644.177,"body":"the social enterprise letter"},{"startTime":3644.223,"endTime":3645.303,"body":"does a good job at that."},{"startTime":3645.446,"endTime":3648.069,"body":"But also really work"},{"startTime":3645.446,"endTime":3648.069,"body":"those attorneys, man."},{"startTime":3648.08,"endTime":3650.536,"body":"What's your gig or your"},{"startTime":3648.08,"endTime":3650.536,"body":"job in corporate America?"},{"startTime":3650.836,"endTime":3651.766,"body":"What's your W2?"},{"startTime":3652.236,"endTime":3656.622,"body":"I run it telecom construction"},{"startTime":3652.236,"endTime":3656.622,"body":"doing, fiber back haul 5g work"},{"startTime":3656.752,"endTime":3658.402,"body":"and doing that for 35 years."},{"startTime":3658.463,"endTime":3660.923,"body":"Man, you got $2"},{"startTime":3658.463,"endTime":3660.923,"body":"trillion pointed at you."},{"startTime":3661.493,"endTime":3663.995,"body":"You should take what you"},{"startTime":3661.493,"endTime":3663.995,"body":"take, what you learned."},{"startTime":3664.054,"endTime":3665.304,"body":"I'll do this with you."},{"startTime":3665.304,"endTime":3668.484,"body":"I'm trying, I'm looking for"},{"startTime":3665.304,"endTime":3668.484,"body":"small business plays in the way"},{"startTime":3668.484,"endTime":3669.834,"body":"of that infrastructure package."},{"startTime":3669.814,"endTime":3672.136,"body":"I'm looking to buy like"},{"startTime":3669.814,"endTime":3672.136,"body":"bucket truck companies."},{"startTime":3672.136,"endTime":3675.526,"body":"I'm looking to buy fiber"},{"startTime":3672.136,"endTime":3675.526,"body":"companies like, so like"},{"startTime":3675.856,"endTime":3678.586,"body":"honestly, man, take what"},{"startTime":3675.856,"endTime":3678.586,"body":"you've learned in your W2"},{"startTime":3678.586,"endTime":3680.626,"body":"and get in front of this"},{"startTime":3678.586,"endTime":3680.626,"body":"infrastructure package."},{"startTime":3680.837,"endTime":3681.107,"body":"Okay."},{"startTime":3681.407,"endTime":3682.907,"body":"Anyway, so those are some ideas."},{"startTime":3682.937,"endTime":3685.199,"body":"Let us know if there's,"},{"startTime":3682.937,"endTime":3685.199,"body":"if you read those letters,"},{"startTime":3685.199,"endTime":3687.629,"body":"see what you think, let"},{"startTime":3685.199,"endTime":3687.629,"body":"us know how it works out."},{"startTime":3687.864,"endTime":3690.145,"body":"And there's always something"},{"startTime":3687.864,"endTime":3690.145,"body":"that works, Mike, this is what"},{"startTime":3690.145,"endTime":3691.465,"body":"I tell the Colorado people."},{"startTime":3691.458,"endTime":3693.873,"body":"Even from the very get-go,"},{"startTime":3691.458,"endTime":3693.873,"body":"if you're going to commit to"},{"startTime":3693.873,"endTime":3696.854,"body":"this and the, in Colorado,"},{"startTime":3693.873,"endTime":3696.854,"body":"you've got to be patient"},{"startTime":3696.854,"endTime":3699.704,"body":"until we can find what works"},{"startTime":3696.854,"endTime":3699.704,"body":"and keep raising your hand."},{"startTime":3699.854,"endTime":3701.504,"body":"If you do something"},{"startTime":3699.854,"endTime":3701.504,"body":"and it doesn't work,"},{"startTime":3701.534,"endTime":3702.494,"body":"let us know we'll come."},{"startTime":3702.554,"endTime":3703.784,"body":"There's always a better idea."},{"startTime":3703.914,"endTime":3707.094,"body":"How long should I have tried"},{"startTime":3703.914,"endTime":3707.094,"body":"that for if I change it again,"},{"startTime":3707.094,"endTime":3709.224,"body":"should I just three months"},{"startTime":3707.094,"endTime":3709.224,"body":"you think, or four months,"},{"startTime":3709.224,"endTime":3710.214,"body":"or what's your opinion?"},{"startTime":3710.514,"endTime":3712.256,"body":"If I changed letters,"},{"startTime":3710.514,"endTime":3712.256,"body":"how long let it run?"},{"startTime":3712.374,"endTime":3714.734,"body":"How many you, yeah, eight"},{"startTime":3712.374,"endTime":3714.734,"body":"months of leads in two counties."},{"startTime":3714.896,"endTime":3715.286,"body":"Yeah."},{"startTime":3715.586,"endTime":3717.266,"body":"So you have almost"},{"startTime":3715.586,"endTime":3717.266,"body":"500 leads, right?"},{"startTime":3717.566,"endTime":3719.946,"body":"I'm a must at 30"},{"startTime":3717.566,"endTime":3719.946,"body":"to 50, a hundred."},{"startTime":3720.416,"endTime":3724.106,"body":"It's a little low, probably"},{"startTime":3720.416,"endTime":3724.106,"body":"180 to 300, probably it's"},{"startTime":3724.106,"endTime":3727.327,"body":"30 to 60, last month was the"},{"startTime":3724.106,"endTime":3727.327,"body":"highest, I think it was 58."},{"startTime":3727.463,"endTime":3727.643,"body":"Yeah."},{"startTime":3727.643,"endTime":3731.222,"body":"What I would do first is"},{"startTime":3727.643,"endTime":3731.222,"body":"think of this as a campaign."},{"startTime":3731.402,"endTime":3734.842,"body":"So if you like pick one,"},{"startTime":3731.402,"endTime":3734.842,"body":"I'll pick whichever of those"},{"startTime":3734.842,"endTime":3736.072,"body":"letters you like the most."},{"startTime":3736.522,"endTime":3739.642,"body":"Pushed fired off to every"},{"startTime":3736.522,"endTime":3739.642,"body":"single lead you've ever gotten."},{"startTime":3739.795,"endTime":3742.82,"body":"And then do a follow-up"},{"startTime":3739.795,"endTime":3742.82,"body":"campaign on the phone."},{"startTime":3742.89,"endTime":3744.68,"body":"That's consistent"},{"startTime":3742.89,"endTime":3744.68,"body":"with that letter."},{"startTime":3745.22,"endTime":3747.65,"body":"So if it was the probate"},{"startTime":3745.22,"endTime":3747.65,"body":"social enterprise letter,"},{"startTime":3747.653,"endTime":3750.736,"body":"you want Linda's people to"},{"startTime":3747.653,"endTime":3750.736,"body":"say, hi, this is Chad Corbin."},{"startTime":3750.736,"endTime":3754.367,"body":"I'm calling from ABC, probate"},{"startTime":3750.736,"endTime":3754.367,"body":"or a social enterprise right"},{"startTime":3754.367,"endTime":3755.417,"body":"here in Laramie county."},{"startTime":3755.547,"endTime":3758.157,"body":"And we try to reach out to every"},{"startTime":3755.547,"endTime":3758.157,"body":"family before, during and after"},{"startTime":3758.157,"endTime":3761.457,"body":"probate, I noticed that you were"},{"startTime":3758.157,"endTime":3761.457,"body":"the administrator of an estate."},{"startTime":3761.487,"endTime":3762.357,"body":"Is that still the case?"},{"startTime":3762.657,"endTime":3763.347,"body":"Okay, great."},{"startTime":3763.867,"endTime":3767.45,"body":"Listen, Mike is not available"},{"startTime":3763.867,"endTime":3767.45,"body":"today, but anyone who, most,"},{"startTime":3767.48,"endTime":3770.727,"body":"we see most families struggle"},{"startTime":3767.48,"endTime":3770.727,"body":"with, the assets in the estate."},{"startTime":3770.727,"endTime":3773.336,"body":"Have you guys dealt with"},{"startTime":3770.727,"endTime":3773.336,"body":"all of the assets and"},{"startTime":3773.336,"endTime":3774.656,"body":"especially the real estate."},{"startTime":3774.946,"endTime":3778.666,"body":"Okay, but almost like a survey"},{"startTime":3774.946,"endTime":3778.666,"body":"from my social enterprise."},{"startTime":3778.696,"endTime":3780.016,"body":"They've never heard that before."},{"startTime":3780.046,"endTime":3781.906,"body":"They're like, what the hell"},{"startTime":3780.046,"endTime":3781.906,"body":"is a social enterprise?"},{"startTime":3781.906,"endTime":3783.796,"body":"Whether they say it or not,"},{"startTime":3781.906,"endTime":3783.796,"body":"that's what they're thinking"},{"startTime":3783.926,"endTime":3785.396,"body":"and what you can say as well."},{"startTime":3785.396,"endTime":3787.856,"body":"We're thinking of us as"},{"startTime":3785.396,"endTime":3787.856,"body":"altruistic entrepreneurs."},{"startTime":3787.856,"endTime":3791.366,"body":"We actually care more about"},{"startTime":3787.856,"endTime":3791.366,"body":"what the value to you is"},{"startTime":3791.366,"endTime":3793.196,"body":"and what value we get back."},{"startTime":3793.196,"endTime":3794.906,"body":"And if we know if we're"},{"startTime":3793.196,"endTime":3794.906,"body":"giving value, we know"},{"startTime":3794.906,"endTime":3796.656,"body":"we always get more than"},{"startTime":3794.906,"endTime":3796.656,"body":"we deserve, yada, yada."},{"startTime":3796.827,"endTime":3800.277,"body":"But change that conversation"},{"startTime":3796.827,"endTime":3800.277,"body":"up to match the letter and"},{"startTime":3800.277,"endTime":3801.927,"body":"run back through those five."},{"startTime":3801.987,"endTime":3806.727,"body":"So 500 letters, 500 calls, and"},{"startTime":3801.987,"endTime":3806.727,"body":"then take what you've learned."},{"startTime":3806.727,"endTime":3810.056,"body":"Like the ISA should, they should"},{"startTime":3806.727,"endTime":3810.056,"body":"keep track of they should know"},{"startTime":3810.056,"endTime":3812.546,"body":"what objections they're hearing"},{"startTime":3810.056,"endTime":3812.546,"body":"or how many of them sold."},{"startTime":3812.726,"endTime":3814.376,"body":"But learn what"},{"startTime":3812.726,"endTime":3814.376,"body":"you can from that."},{"startTime":3814.436,"endTime":3815.636,"body":"And then we'll"},{"startTime":3814.436,"endTime":3815.636,"body":"adjust from there."},{"startTime":3815.636,"endTime":3818.15,"body":"I wouldn't say, put that"},{"startTime":3815.636,"endTime":3818.15,"body":"same letter on back and"},{"startTime":3818.15,"endTime":3819.29,"body":"pay for four of them."},{"startTime":3819.296,"endTime":3822.552,"body":"Let's do little tweaks"},{"startTime":3819.296,"endTime":3822.552,"body":"and tests and then re"},{"startTime":3822.612,"endTime":3823.962,"body":"regroup and look at it."},{"startTime":3823.98,"endTime":3825.54,"body":"What did we learn from that?"},{"startTime":3826.08,"endTime":3828.09,"body":"And then other"},{"startTime":3826.08,"endTime":3828.09,"body":"ideas will surface."},{"startTime":3828.22,"endTime":3828.52,"body":"Yeah."},{"startTime":3828.52,"endTime":3832.204,"body":"And Tom was suggesting, more"},{"startTime":3828.52,"endTime":3832.204,"body":"follow-up calls and you actually"},{"startTime":3832.204,"endTime":3835.034,"body":"making the calls, but it sounds"},{"startTime":3832.204,"endTime":3835.034,"body":"like you either don't have"},{"startTime":3835.034,"endTime":3839.474,"body":"the time or the energy after"},{"startTime":3835.034,"endTime":3839.474,"body":"your really serious day job."},{"startTime":3839.554,"endTime":3840.889,"body":"It's more time of anything."},{"startTime":3840.901,"endTime":3843.241,"body":"Like I said, I tried it"},{"startTime":3840.901,"endTime":3843.241,"body":"from November to January and"},{"startTime":3843.251,"endTime":3846.923,"body":"psycho, like the new dude new"},{"startTime":3843.251,"endTime":3846.923,"body":"year kicked in and  a rural"},{"startTime":3846.923,"endTime":3848.273,"body":"broadband is going, so yes."},{"startTime":3848.417,"endTime":3850.798,"body":"I thought Linda, Linda, I'm"},{"startTime":3848.417,"endTime":3850.798,"body":"guessing he does a good job."},{"startTime":3850.806,"endTime":3851.526,"body":"He's got a good team."},{"startTime":3852.036,"endTime":3854.166,"body":"I took you guys'"},{"startTime":3852.036,"endTime":3854.166,"body":"opinion of that."},{"startTime":3854.197,"endTime":3856.826,"body":"I suggest him because I've been"},{"startTime":3854.197,"endTime":3856.826,"body":"in his call center and I I've"},{"startTime":3856.826,"endTime":3860.24,"body":"seen first round campaigns and"},{"startTime":3856.826,"endTime":3860.24,"body":"the first one I ever did with"},{"startTime":3860.24,"endTime":3864.014,"body":"his people was in orange county,"},{"startTime":3860.24,"endTime":3864.014,"body":"Florida in Orlando, which is"},{"startTime":3864.014,"endTime":3866.506,"body":"a really competitive market"},{"startTime":3864.014,"endTime":3866.506,"body":"and how they had off a hundred"},{"startTime":3866.506,"endTime":3868.156,"body":"phone calls, seven appointments."},{"startTime":3868.274,"endTime":3870.531,"body":"So that's outstanding"},{"startTime":3868.274,"endTime":3870.531,"body":"for a car,  for sure."},{"startTime":3870.771,"endTime":3873.128,"body":"I think it has a lot to"},{"startTime":3870.771,"endTime":3873.128,"body":"Colorado, and the whole probate"},{"startTime":3873.128,"endTime":3875.106,"body":"process here in Colorado,"},{"startTime":3873.128,"endTime":3875.106,"body":"eight months, just getting"},{"startTime":3875.106,"endTime":3877.386,"body":"a little long, but I got a"},{"startTime":3875.106,"endTime":3877.386,"body":"little bit more basis to me."},{"startTime":3877.686,"endTime":3878.556,"body":"And I liked that idea."},{"startTime":3878.696,"endTime":3881.556,"body":"Like last week, I'll pick"},{"startTime":3878.696,"endTime":3881.556,"body":"a new letter, social media"},{"startTime":3881.556,"endTime":3885.206,"body":"letter, or a social engagement"},{"startTime":3881.556,"endTime":3885.206,"body":"letter that in mail to all"},{"startTime":3885.206,"endTime":3886.286,"body":"500 and see what happens."},{"startTime":3886.586,"endTime":3886.796,"body":"Yeah."},{"startTime":3887.096,"endTime":3887.366,"body":"Yeah."},{"startTime":3887.396,"endTime":3889.336,"body":"Thanks for writing"},{"startTime":3887.396,"endTime":3889.336,"body":"your hand, man."},{"startTime":3889.366,"endTime":3890.836,"body":"Don't ever hesitate it."},{"startTime":3890.905,"endTime":3893.365,"body":"Keep coming back until we"},{"startTime":3890.905,"endTime":3893.365,"body":"find the idea that works."},{"startTime":3893.455,"endTime":3894.925,"body":"I have yet to be skunked."},{"startTime":3895.105,"endTime":3897.685,"body":"Colorado is the hardest"},{"startTime":3895.105,"endTime":3897.685,"body":"damn market that you"},{"startTime":3897.685,"endTime":3900.565,"body":"could ever do this in and"},{"startTime":3897.685,"endTime":3900.565,"body":"not to discourage you."},{"startTime":3900.599,"endTime":3903.369,"body":"I've coached people"},{"startTime":3900.599,"endTime":3903.369,"body":"through and well into six"},{"startTime":3903.369,"endTime":3904.569,"body":"digits of income there."},{"startTime":3905.019,"endTime":3906.069,"body":"It just took some time."},{"startTime":3906.459,"endTime":3909.039,"body":"And you might also, we talked"},{"startTime":3906.459,"endTime":3909.039,"body":"about connecting with Dave"},{"startTime":3909.039,"endTime":3911.439,"body":"Glen on the beginning of this"},{"startTime":3909.039,"endTime":3911.439,"body":"phone call, you might also"},{"startTime":3911.439,"endTime":3912.399,"body":"want to connect with Dave."},{"startTime":3912.399,"endTime":3913.629,"body":"He's not competing with you."},{"startTime":3913.759,"endTime":3917.239,"body":"He's working down in Denver"},{"startTime":3913.759,"endTime":3917.239,"body":"and over in Florida, but"},{"startTime":3917.239,"endTime":3919.459,"body":"you might want to connect"},{"startTime":3917.239,"endTime":3919.459,"body":"with him and learn from him."},{"startTime":3919.482,"endTime":3921.402,"body":"He's done a really good,"},{"startTime":3919.482,"endTime":3921.402,"body":"he's been doing this for."},{"startTime":3921.672,"endTime":3923.202,"body":"Gosh, I bet five years now."},{"startTime":3923.284,"endTime":3924.7,"body":"And he's on these"},{"startTime":3923.284,"endTime":3924.7,"body":"calls sometimes."},{"startTime":3924.7,"endTime":3926.47,"body":"I don't see him today,"},{"startTime":3924.7,"endTime":3926.47,"body":"but you may want to, you"},{"startTime":3926.47,"endTime":3928.34,"body":"might want to buy him some"},{"startTime":3926.47,"endTime":3928.34,"body":"beers, pick his brain."},{"startTime":3928.75,"endTime":3929.02,"body":"Yup."},{"startTime":3929.11,"endTime":3931.21,"body":"I already friended him as soon"},{"startTime":3929.11,"endTime":3931.21,"body":"as you mentioned his name."},{"startTime":3931.45,"endTime":3932.11,"body":"Okay, cool."},{"startTime":3932.41,"endTime":3935.26,"body":"And here's the one thing I"},{"startTime":3932.41,"endTime":3935.26,"body":"would like to say that in"},{"startTime":3935.26,"endTime":3938.47,"body":"my years of doing this, I've"},{"startTime":3935.26,"endTime":3938.47,"body":"never seen anybody quit, but"},{"startTime":3938.47,"endTime":3940.21,"body":"that's just, that's not true."},{"startTime":3940.511,"endTime":3943.181,"body":"I would say, and you don't"},{"startTime":3940.511,"endTime":3943.181,"body":"have to make a commitment to"},{"startTime":3943.181,"endTime":3946.991,"body":"be maybe to yourself, don't"},{"startTime":3943.181,"endTime":3946.991,"body":"quit until you've got at"},{"startTime":3946.991,"endTime":3948.281,"body":"least broken, even on this."},{"startTime":3948.701,"endTime":3950.201,"body":"Like it works everywhere."},{"startTime":3950.261,"endTime":3954.007,"body":"If you're willing to stay"},{"startTime":3950.261,"endTime":3954.007,"body":"engaged, at least stick around"},{"startTime":3954.007,"endTime":3955.957,"body":"long enough that I can get you"},{"startTime":3954.007,"endTime":3955.957,"body":"to make your mind, show you"},{"startTime":3955.957,"endTime":3956.887,"body":"how to make your money back."},{"startTime":3956.878,"endTime":3959.398,"body":"I hate people like you"},{"startTime":3956.878,"endTime":3959.398,"body":"realize it's like selling"},{"startTime":3959.398,"endTime":3960.598,"body":"a shitty stock, right?"},{"startTime":3960.8,"endTime":3962.93,"body":"Yeah, no, it'd be"},{"startTime":3960.8,"endTime":3962.93,"body":"great for sure."},{"startTime":3963.26,"endTime":3963.95,"body":"Thanks for being here."},{"startTime":3963.95,"endTime":3964.22,"body":"Mike"},{"startTime":3964.411,"endTime":3966.841,"body":"fed hashtag suave."},{"startTime":3967.591,"endTime":3971.511,"body":"How are you hashtag not all"},{"startTime":3967.591,"endTime":3971.511,"body":"you have to do is get a VEST"},{"startTime":3971.851,"endTime":3972.751,"body":"you look sharp, brother."},{"startTime":3973.051,"endTime":3975.721,"body":"I've seen you walking around"},{"startTime":3973.051,"endTime":3975.721,"body":"this beautiful structure."},{"startTime":3975.721,"endTime":3976.581,"body":"Where are you?"},{"startTime":3976.898,"endTime":3978.518,"body":"Yeah, I'm at a broker open."},{"startTime":3978.518,"endTime":3979.058,"body":"Actually."},{"startTime":3979.448,"endTime":3983.678,"body":"I have a broker open right now"},{"startTime":3979.448,"endTime":3983.678,"body":"and I have offers due tonight."},{"startTime":3984.128,"endTime":3985.268,"body":"It's a cool house, man."},{"startTime":3985.398,"endTime":3986.868,"body":"I was looking at when"},{"startTime":3985.398,"endTime":3986.868,"body":"you were walking around"},{"startTime":3986.868,"endTime":3987.948,"body":"earlier, I'm like, holy."},{"startTime":3988.248,"endTime":3989.268,"body":"Yeah, it's nice."},{"startTime":3989.268,"endTime":3991.458,"body":"There's a really cool"},{"startTime":3989.268,"endTime":3991.458,"body":"outdoor area too."},{"startTime":3991.458,"endTime":3995.129,"body":"That has like a fire pit and"},{"startTime":3991.458,"endTime":3995.129,"body":"a cabana and all that stuff."},{"startTime":3995.159,"endTime":3995.999,"body":"That's really cool."},{"startTime":3995.979,"endTime":3996.741,"body":"I'll take you there."},{"startTime":3996.739,"endTime":3998.359,"body":"In the meantime, I'll"},{"startTime":3996.739,"endTime":3998.359,"body":"ask you a question."},{"startTime":3998.363,"endTime":4000.363,"body":"Since you were talking"},{"startTime":3998.363,"endTime":4000.363,"body":"about buying people beers,"},{"startTime":4000.393,"endTime":4001.863,"body":"I'll gladly buy you a beer."},{"startTime":4001.863,"endTime":4004.242,"body":"If you send me an"},{"startTime":4001.863,"endTime":4004.242,"body":"investor, I have a,."},{"startTime":4004.372,"endTime":4007.877,"body":"Listing coming up now, San"},{"startTime":4004.372,"endTime":4007.877,"body":"Diego, believe it or not."},{"startTime":4007.877,"endTime":4009.197,"body":"I figured it out."},{"startTime":4009.317,"endTime":4012.557,"body":"And the client, I get the"},{"startTime":4009.317,"endTime":4012.557,"body":"grandma doesn't trust anyone."},{"startTime":4012.557,"endTime":4014.604,"body":"And she's no, I want"},{"startTime":4012.557,"endTime":4014.604,"body":"you to handle it."},{"startTime":4014.698,"endTime":4015.898,"body":"All right, so she's 95."},{"startTime":4016.318,"endTime":4017.938,"body":"I got to go there because"},{"startTime":4016.318,"endTime":4017.938,"body":"she doesn't have computers"},{"startTime":4017.938,"endTime":4019.265,"body":"or anything, no DocuSign."},{"startTime":4019.415,"endTime":4021.515,"body":"So I've got to go do all"},{"startTime":4019.415,"endTime":4021.515,"body":"the paperwork with her"},{"startTime":4021.515,"endTime":4023.157,"body":"tomorrow sorry on Saturday."},{"startTime":4023.217,"endTime":4026.737,"body":"But I was thinking since it's"},{"startTime":4023.217,"endTime":4026.737,"body":"a single family residence and,"},{"startTime":4027.307,"endTime":4030.567,"body":"but it's zoned R three  it's"},{"startTime":4027.307,"endTime":4030.567,"body":"realistically for a developer."},{"startTime":4031.047,"endTime":4034.758,"body":"If any investors feel free to"},{"startTime":4031.047,"endTime":4034.758,"body":"let this guy know, I'll send"},{"startTime":4034.758,"endTime":4036.178,"body":"you a lot of beer as much beer."},{"startTime":4036.478,"endTime":4037.278,"body":"Let's do this."},{"startTime":4037.278,"endTime":4040.488,"body":"Fed, send me an email"},{"startTime":4037.278,"endTime":4040.488,"body":"with the details."},{"startTime":4040.548,"endTime":4041.868,"body":"You know what you're"},{"startTime":4040.548,"endTime":4041.868,"body":"pricing it at."},{"startTime":4042.168,"endTime":4046.698,"body":"I know they want to walk"},{"startTime":4042.168,"endTime":4046.698,"body":"away after commissions and"},{"startTime":4046.698,"endTime":4049.938,"body":"everything with 1 million,"},{"startTime":4046.698,"endTime":4049.938,"body":"I was originally thinking"},{"startTime":4049.938,"endTime":4051.648,"body":"of pricing it at nine 99."},{"startTime":4051.937,"endTime":4056.197,"body":"Cause a single family residence"},{"startTime":4051.937,"endTime":4056.197,"body":"built in 1957, a lot of illegal"},{"startTime":4056.197,"endTime":4059.437,"body":"stuff, but realistically,"},{"startTime":4056.197,"endTime":4059.437,"body":"since the zoning is R three,"},{"startTime":4059.467,"endTime":4063.037,"body":"I don't think anyone's going"},{"startTime":4059.467,"endTime":4063.037,"body":"to keep it as an SFR, but"},{"startTime":4063.037,"endTime":4065.707,"body":"instead it's just going to tear"},{"startTime":4063.037,"endTime":4065.707,"body":"it down and build multiunit."},{"startTime":4065.837,"endTime":4067.796,"body":"They partner, if they"},{"startTime":4065.837,"endTime":4067.796,"body":"end up making more"},{"startTime":4067.796,"endTime":4068.816,"body":"money, will they partner?"},{"startTime":4069.326,"endTime":4069.686,"body":"Yeah."},{"startTime":4069.836,"endTime":4070.556,"body":"I love that."},{"startTime":4070.596,"endTime":4074.977,"body":"I want to show up there since"},{"startTime":4070.596,"endTime":4074.977,"body":"I essentially  basically"},{"startTime":4074.977,"endTime":4076.177,"body":"I have no competition."},{"startTime":4076.327,"endTime":4078.037,"body":"I know the personal rep."},{"startTime":4078.067,"endTime":4079.087,"body":"It's not okay."},{"startTime":4079.417,"endTime":4082.657,"body":"They have a trust and"},{"startTime":4079.417,"endTime":4082.657,"body":"because the grandmother"},{"startTime":4082.657,"endTime":4084.967,"body":"who owns the house is 95."},{"startTime":4085.357,"endTime":4088.117,"body":"They already have everything set"},{"startTime":4085.357,"endTime":4088.117,"body":"up in case she passes away to"},{"startTime":4088.117,"endTime":4089.377,"body":"not have to go through probate."},{"startTime":4089.767,"endTime":4092.797,"body":"They want to just get her"},{"startTime":4089.767,"endTime":4092.797,"body":"as much money as possible."},{"startTime":4093.187,"endTime":4097.297,"body":"So I think whatever option we"},{"startTime":4093.187,"endTime":4097.297,"body":"can offer them that will allow"},{"startTime":4097.297,"endTime":4098.677,"body":"them to walk away with that."},{"startTime":4098.707,"endTime":4100.777,"body":"I don't know problem here."},{"startTime":4101.227,"endTime":4103.994,"body":"Like I don't think it"},{"startTime":4101.227,"endTime":4103.994,"body":"matters on the market or not."},{"startTime":4103.994,"endTime":4105.134,"body":"As long as we get the money."},{"startTime":4105.434,"endTime":4108.134,"body":"Man, this sounds like a"},{"startTime":4105.434,"endTime":4108.134,"body":"perfect JV opportunity"},{"startTime":4108.134,"endTime":4110.564,"body":"where you established,"},{"startTime":4108.134,"endTime":4110.564,"body":"you establish the million"},{"startTime":4110.564,"endTime":4112.004,"body":"dollar basis for the house."},{"startTime":4112.304,"endTime":4116.294,"body":"You roll it over into a"},{"startTime":4112.304,"endTime":4116.294,"body":"trust or an out on new LLC."},{"startTime":4116.714,"endTime":4119.084,"body":"You bring a bill, you"},{"startTime":4116.714,"endTime":4119.084,"body":"bring a builder in, raise"},{"startTime":4119.084,"endTime":4122.654,"body":"a structure, put it back as"},{"startTime":4119.084,"endTime":4122.654,"body":"planned plan permitted and"},{"startTime":4122.654,"endTime":4125.564,"body":"either finish it out and then"},{"startTime":4122.654,"endTime":4125.564,"body":"close them, like closing them"},{"startTime":4125.564,"endTime":4127.318,"body":"out on the appraised value."},{"startTime":4127.318,"endTime":4130.958,"body":"So let's say that, let's"},{"startTime":4127.318,"endTime":4130.958,"body":"say you go to mixed use"},{"startTime":4130.958,"endTime":4133.178,"body":"retail on the ground"},{"startTime":4130.958,"endTime":4133.178,"body":"floor and a duplex up top."},{"startTime":4133.478,"endTime":4135.948,"body":"And let's say that, that"},{"startTime":4133.478,"endTime":4135.948,"body":"appraises it $2 million."},{"startTime":4136.138,"endTime":4138.432,"body":"There's a million dollar"},{"startTime":4136.138,"endTime":4138.432,"body":"net gain in there."},{"startTime":4138.912,"endTime":4141.252,"body":"So you would pay them a"},{"startTime":4138.912,"endTime":4141.252,"body":"ha you would pay them a"},{"startTime":4141.252,"endTime":4142.632,"body":"half, a million dollars."},{"startTime":4142.786,"endTime":4144.616,"body":"You would pay them a"},{"startTime":4142.786,"endTime":4144.616,"body":"million and a half."},{"startTime":4144.646,"endTime":4147.796,"body":"At that point, they"},{"startTime":4144.646,"endTime":4147.796,"body":"could do a cash out refi."},{"startTime":4147.856,"endTime":4150.466,"body":"The family gets a million and"},{"startTime":4147.856,"endTime":4150.466,"body":"a half instead of a million,"},{"startTime":4150.886,"endTime":4154.156,"body":"and they ended up with $500,000"},{"startTime":4150.886,"endTime":4154.156,"body":"equity in a new development."},{"startTime":4154.458,"endTime":4156.978,"body":"So that's the kind of the,"},{"startTime":4154.458,"endTime":4156.978,"body":"this is the perfect kind of"},{"startTime":4156.978,"endTime":4158.628,"body":"scenario for one of those deals."},{"startTime":4158.838,"endTime":4162.4,"body":"And if you can give me the"},{"startTime":4158.838,"endTime":4162.4,"body":"details on it, like whatever"},{"startTime":4162.4,"endTime":4163.63,"body":"you think would be important."},{"startTime":4163.786,"endTime":4166.319,"body":"I definitely have guys with"},{"startTime":4163.786,"endTime":4166.319,"body":"cash in that market that, that"},{"startTime":4166.319,"endTime":4167.549,"body":"are capable of doing this."},{"startTime":4167.697,"endTime":4169.098,"body":"Yeah, I figured I'd reach out."},{"startTime":4169.108,"endTime":4171.898,"body":"Cause I spoke to"},{"startTime":4169.108,"endTime":4171.898,"body":"her a few days ago."},{"startTime":4171.931,"endTime":4175.157,"body":"And I spoke to her"},{"startTime":4171.931,"endTime":4175.157,"body":"her granddaughter who"},{"startTime":4175.157,"endTime":4177.317,"body":"actually has power of"},{"startTime":4175.157,"endTime":4177.317,"body":"attorney with everything."},{"startTime":4177.647,"endTime":4180.208,"body":"And she said, look, she"},{"startTime":4177.647,"endTime":4180.208,"body":"just we just want to get her"},{"startTime":4180.208,"endTime":4181.348,"body":"the most amount of money."},{"startTime":4181.708,"endTime":4184.16,"body":"And we, she just said,"},{"startTime":4181.708,"endTime":4184.16,"body":"we've never done this, so"},{"startTime":4184.16,"endTime":4185.33,"body":"please don't take advantage."},{"startTime":4185.33,"endTime":4186.95,"body":"I'm like, I'm not here to"},{"startTime":4185.33,"endTime":4186.95,"body":"take advantage of people."},{"startTime":4186.95,"endTime":4187.94,"body":"I'm here to help people."},{"startTime":4187.972,"endTime":4189.565,"body":"And you're free to"},{"startTime":4187.972,"endTime":4189.565,"body":"work with whoever you"},{"startTime":4189.565,"endTime":4190.555,"body":"feel comfortable with."},{"startTime":4190.555,"endTime":4193.825,"body":"I can come over and show"},{"startTime":4190.555,"endTime":4193.825,"body":"you how I can get you"},{"startTime":4193.825,"endTime":4194.755,"body":"the most amount of money."},{"startTime":4195.055,"endTime":4197.095,"body":"And then if I'm the right"},{"startTime":4195.055,"endTime":4197.095,"body":"person for you, I'd be"},{"startTime":4197.095,"endTime":4199.17,"body":"more than happy to, to lead"},{"startTime":4197.095,"endTime":4199.17,"body":"you through the process."},{"startTime":4199.35,"endTime":4200.19,"body":"So that's how I went."},{"startTime":4200.19,"endTime":4203.01,"body":"And she said, look, bring"},{"startTime":4200.19,"endTime":4203.01,"body":"all the paperwork and on"},{"startTime":4203.01,"endTime":4204.06,"body":"Saturday and let's sign."},{"startTime":4204.19,"endTime":4204.76,"body":"That's awesome."},{"startTime":4205.06,"endTime":4207.94,"body":"I figured I'd reach out to"},{"startTime":4205.06,"endTime":4207.94,"body":"you first, and and just see"},{"startTime":4207.94,"endTime":4210.404,"body":"if we could get this done"},{"startTime":4207.94,"endTime":4210.404,"body":"another way instead of just"},{"startTime":4210.404,"endTime":4211.394,"body":"going traditional routes."},{"startTime":4211.504,"endTime":4212.704,"body":"Definitely got some guys."},{"startTime":4212.704,"endTime":4213.394,"body":"That'll look at it."},{"startTime":4213.608,"endTime":4213.878,"body":"Cool."},{"startTime":4213.998,"endTime":4214.178,"body":"Yeah."},{"startTime":4214.268,"endTime":4215.558,"body":"It's located in Carlsbad."},{"startTime":4215.858,"endTime":4216.128,"body":"Yeah."},{"startTime":4216.518,"endTime":4217.388,"body":"I'll send you everything."},{"startTime":4217.388,"endTime":4218.541,"body":"As soon as I get get back."},{"startTime":4218.686,"endTime":4219.016,"body":"Cool."},{"startTime":4219.076,"endTime":4219.946,"body":"Thanks so much fed."},{"startTime":4220.516,"endTime":4224.296,"body":"And I was just, I just looked"},{"startTime":4220.516,"endTime":4224.296,"body":"over and the comments Tom had"},{"startTime":4224.296,"endTime":4226.559,"body":"mentioned that I think this was"},{"startTime":4224.296,"endTime":4226.559,"body":"probably when we were working"},{"startTime":4226.559,"endTime":4229.911,"body":"on your thing, Mike run probate"},{"startTime":4226.559,"endTime":4229.911,"body":"plus that's something that is"},{"startTime":4229.911,"endTime":4233.148,"body":"probably I think it's certainly"},{"startTime":4229.911,"endTime":4233.148,"body":"worth doing with your list."},{"startTime":4233.148,"endTime":4236.208,"body":"If you have 500 leads before"},{"startTime":4233.148,"endTime":4236.208,"body":"you pull the trigger on the"},{"startTime":4236.208,"endTime":4240.915,"body":"call campaign and the direct"},{"startTime":4236.208,"endTime":4240.915,"body":"mail for $2 per lead, you can"},{"startTime":4240.915,"endTime":4244.035,"body":"run probate plus and bring"},{"startTime":4240.915,"endTime":4244.035,"body":"back all of the real estate"},{"startTime":4244.035,"endTime":4247.875,"body":"information, including which"},{"startTime":4244.035,"endTime":4247.875,"body":"ones have already sold and then"},{"startTime":4247.965,"endTime":4253.481,"body":"go through and mark, just make"},{"startTime":4247.965,"endTime":4253.481,"body":"your change, your opt-outs and"},{"startTime":4253.481,"endTime":4256.061,"body":"any of the that have showed"},{"startTime":4253.481,"endTime":4256.061,"body":"transfers on the real estate,"},{"startTime":4256.061,"endTime":4258.761,"body":"opt them out of mail and opt"},{"startTime":4256.061,"endTime":4258.761,"body":"them out of phone calls and then"},{"startTime":4258.761,"endTime":4261.431,"body":"do an export of your mailing"},{"startTime":4258.761,"endTime":4261.431,"body":"list and your calling list."},{"startTime":4261.881,"endTime":4263.411,"body":"You'll probably end up saving."},{"startTime":4263.445,"endTime":4266.183,"body":"A considerable amount of"},{"startTime":4263.445,"endTime":4266.183,"body":"monitor money probate plus"},{"startTime":4266.183,"endTime":4268.643,"body":"was created for that reason,"},{"startTime":4266.183,"endTime":4268.643,"body":"I was able to cut marketing"},{"startTime":4268.643,"endTime":4272.843,"body":"costs by 45% just by running"},{"startTime":4268.643,"endTime":4272.843,"body":"the probate plus augmentation."},{"startTime":4273.323,"endTime":4274.883,"body":"So good suggestion, Tom."},{"startTime":4274.883,"endTime":4276.353,"body":"I wasn't even"},{"startTime":4274.883,"endTime":4276.353,"body":"thinking about that."},{"startTime":4276.353,"endTime":4277.853,"body":"I would do that"},{"startTime":4276.353,"endTime":4277.853,"body":"before you start Mike."},{"startTime":4277.995,"endTime":4278.325,"body":"Okay."},{"startTime":4278.415,"endTime":4279.075,"body":"That sounds good."},{"startTime":4279.075,"endTime":4281.325,"body":"I've got probate plus in"},{"startTime":4279.075,"endTime":4281.325,"body":"the first several months"},{"startTime":4281.325,"endTime":4282.855,"body":"of them, so perfect."},{"startTime":4283.185,"endTime":4283.665,"body":"I'll do that."},{"startTime":4284.115,"endTime":4284.355,"body":"Yeah."},{"startTime":4284.505,"endTime":4284.835,"body":"Cool."},{"startTime":4285.135,"endTime":4285.735,"body":"All right guys."},{"startTime":4285.954,"endTime":4287.664,"body":"As much as I hate to,"},{"startTime":4285.954,"endTime":4287.664,"body":"I'm going to go build a"},{"startTime":4287.664,"endTime":4289.254,"body":"deck in 95 degree heat."},{"startTime":4289.344,"endTime":4292.267,"body":"Thank you guys for being"},{"startTime":4289.344,"endTime":4292.267,"body":"here and as always for"},{"startTime":4292.267,"endTime":4294.037,"body":"everybody who contributed fed."},{"startTime":4294.181,"endTime":4295.601,"body":"That sounds like"},{"startTime":4294.181,"endTime":4295.601,"body":"a good deal, man."},{"startTime":4295.901,"endTime":4299.021,"body":"And you gotta make some YouTube"},{"startTime":4295.901,"endTime":4299.021,"body":"videos while you're there today."},{"startTime":4299.141,"endTime":4300.253,"body":"Like you're looking the"},{"startTime":4302.286,"endTime":4303.006,"body":"day off."},{"startTime":4303.006,"endTime":4305.916,"body":"I'm just stuck here thinking"},{"startTime":4303.006,"endTime":4305.916,"body":"about selling this place."},{"startTime":4305.916,"endTime":4307.998,"body":"It's small, like"},{"startTime":4305.916,"endTime":4307.998,"body":"is there a Lambo"},{"startTime":4312.673,"endTime":4313.273,"body":"have a good day."},{"startTime":4313.273,"endTime":4315.613,"body":"Thanks so much for being here"},{"startTime":4313.273,"endTime":4315.613,"body":"and being part of our community."}]}