{"version":"1.0.0","segments":[{"startTime":0.03,"endTime":0.42,"body":"All right."},{"startTime":0.72,"endTime":3.26,"body":"Welcome everybody to the"},{"startTime":0.72,"endTime":3.26,"body":"weekly probate mastery"},{"startTime":3.26,"endTime":4.35,"body":"group coaching call."},{"startTime":4.89,"endTime":5.97,"body":"How can we serve you guys?"},{"startTime":6.416,"endTime":6.836,"body":"Okay."},{"startTime":6.958,"endTime":9.756,"body":"I have the phone numbers"},{"startTime":6.958,"endTime":9.756,"body":"and just not had a whole"},{"startTime":9.756,"endTime":12.876,"body":"lot of luck with connecting"},{"startTime":9.756,"endTime":12.876,"body":"with people with that."},{"startTime":13.116,"endTime":15.066,"body":"So I just decided"},{"startTime":13.116,"endTime":15.066,"body":"to go on the road."},{"startTime":15.066,"endTime":17.346,"body":"So I just took a little"},{"startTime":15.066,"endTime":17.346,"body":"road trip last week"},{"startTime":17.376,"endTime":18.559,"body":"and and just drove."},{"startTime":18.771,"endTime":22.441,"body":"I have some pop bys that I've"},{"startTime":18.771,"endTime":22.441,"body":"used for my Keller Williams"},{"startTime":22.441,"endTime":26.625,"body":"business and so I took those and"},{"startTime":22.441,"endTime":26.625,"body":"I took the uh, the flyer that"},{"startTime":26.706,"endTime":28.146,"body":"all the leads created for me."},{"startTime":28.291,"endTime":30.91,"body":"And then I took the couple"},{"startTime":28.291,"endTime":30.91,"body":"page sheet with all the"},{"startTime":30.91,"endTime":32.14,"body":"things that people need to do."},{"startTime":32.14,"endTime":35.566,"body":"And I took that with me as kind"},{"startTime":32.14,"endTime":35.566,"body":"of a gift come from contribution"},{"startTime":35.837,"endTime":39.779,"body":"and I went to nine different"},{"startTime":35.837,"endTime":39.779,"body":"homes and I left a gift"},{"startTime":39.779,"endTime":40.979,"body":"with each one of them."},{"startTime":41.069,"endTime":42.839,"body":"And I talked to two people."},{"startTime":43.079,"endTime":45.569,"body":"They weren't that excited"},{"startTime":43.079,"endTime":45.569,"body":"about visiting with me, but I"},{"startTime":45.569,"endTime":49.203,"body":"figured out, at least laid the"},{"startTime":45.569,"endTime":49.203,"body":"groundwork So I'd be curious"},{"startTime":49.203,"endTime":52.173,"body":"as to what your thoughts are"},{"startTime":49.203,"endTime":52.173,"body":"on doing something like that."},{"startTime":52.173,"endTime":54.263,"body":"Since I just kind of took"},{"startTime":52.173,"endTime":54.263,"body":"it on myself to make that."},{"startTime":54.644,"endTime":54.824,"body":"No."},{"startTime":54.824,"endTime":55.364,"body":"Good for you."},{"startTime":55.394,"endTime":58.348,"body":"So I'm curious, you were"},{"startTime":55.394,"endTime":58.348,"body":"visiting not the decedent's last"},{"startTime":58.348,"endTime":61.018,"body":"known address, but the personal"},{"startTime":58.348,"endTime":61.018,"body":"rep's mailing address, correct?"},{"startTime":61.258,"endTime":61.558,"body":"Yes."},{"startTime":61.758,"endTime":61.908,"body":"Yeah."},{"startTime":61.938,"endTime":64.428,"body":"So the first person I"},{"startTime":61.938,"endTime":64.428,"body":"ever coached that did"},{"startTime":64.428,"endTime":67.038,"body":"door knocking was actually"},{"startTime":64.428,"endTime":67.038,"body":"in San Jose, California."},{"startTime":67.188,"endTime":69.588,"body":"And I'm like, yes, I"},{"startTime":67.188,"endTime":69.588,"body":"encourage you to go do that"},{"startTime":69.588,"endTime":70.668,"body":"because it's very effective."},{"startTime":70.668,"endTime":73.113,"body":"And in the back of my mind,"},{"startTime":70.668,"endTime":73.113,"body":"I'm like he is going to"},{"startTime":73.113,"endTime":74.343,"body":"get his ass handed to him."},{"startTime":74.493,"endTime":77.133,"body":"And he's going to find a lot"},{"startTime":74.493,"endTime":77.133,"body":"of locked gates because it's in"},{"startTime":77.133,"endTime":80.604,"body":"a high net worth neighborhood,"},{"startTime":77.133,"endTime":80.604,"body":"but because of that market"},{"startTime":80.734,"endTime":83.254,"body":"has made it very common that"},{"startTime":80.734,"endTime":83.254,"body":"people have living trust."},{"startTime":83.254,"endTime":84.964,"body":"He only got like"},{"startTime":83.254,"endTime":84.964,"body":"15 leads a month."},{"startTime":85.024,"endTime":87.964,"body":"So he's like, how can I be"},{"startTime":85.024,"endTime":87.964,"body":"the first there or the one to"},{"startTime":87.964,"endTime":89.134,"body":"make the biggest impression?"},{"startTime":89.279,"endTime":92.279,"body":"The first day of door knocking,"},{"startTime":89.279,"endTime":92.279,"body":"I think he had five, like"},{"startTime":92.279,"endTime":94.589,"body":"really good conversations"},{"startTime":92.279,"endTime":94.589,"body":"that eventually converted"},{"startTime":94.589,"endTime":97.281,"body":"the business out of 15"},{"startTime":94.589,"endTime":97.281,"body":"visits and every month."},{"startTime":97.586,"endTime":98.806,"body":"And he would"},{"startTime":97.586,"endTime":98.806,"body":"continue to do that."},{"startTime":98.806,"endTime":101.536,"body":"So I've seen really good"},{"startTime":98.806,"endTime":101.536,"body":"success in door knocking"},{"startTime":101.566,"endTime":103.006,"body":"the personal representative."},{"startTime":103.063,"endTime":105.643,"body":"The leave behind that we worked"},{"startTime":103.063,"endTime":105.643,"body":"together, worked up for him,"},{"startTime":105.643,"endTime":109.963,"body":"was it was, it could easily be"},{"startTime":105.643,"endTime":109.963,"body":"handed to them while having a"},{"startTime":109.963,"endTime":112.723,"body":"conversation and serve as kind"},{"startTime":109.963,"endTime":112.723,"body":"of a summary of the service."},{"startTime":113.053,"endTime":115.227,"body":"Or it could be a leave"},{"startTime":113.053,"endTime":115.227,"body":"behind I've not seen"},{"startTime":115.227,"endTime":116.337,"body":"very many people do it."},{"startTime":116.337,"endTime":117.687,"body":"So kudos to you."},{"startTime":117.747,"endTime":121.223,"body":"Everybody give Dana a"},{"startTime":117.747,"endTime":121.223,"body":"hand for trying something"},{"startTime":121.223,"endTime":123.503,"body":"different, instead of saying"},{"startTime":121.223,"endTime":123.503,"body":"this doesn't work, stop out"},{"startTime":123.533,"endTime":124.703,"body":"and try something different."},{"startTime":124.711,"endTime":125.851,"body":"And get a different result."},{"startTime":125.851,"endTime":128.791,"body":"Having now being through the"},{"startTime":125.851,"endTime":128.791,"body":"other side of that challenge,"},{"startTime":128.821,"endTime":130.091,"body":"like, how do you feel about it?"},{"startTime":130.274,"endTime":132.884,"body":"You feel like it was time well"},{"startTime":130.274,"endTime":132.884,"body":"spent that you grow from it?"},{"startTime":133.064,"endTime":134.804,"body":"Are you more confident"},{"startTime":133.064,"endTime":134.804,"body":"the next time you do it?"},{"startTime":135.134,"endTime":137.148,"body":"Yeah I'm all in when"},{"startTime":135.134,"endTime":137.148,"body":"it comes to talking to"},{"startTime":137.148,"endTime":138.138,"body":"people, person to person."},{"startTime":138.174,"endTime":141.054,"body":"Because this was kinda my first"},{"startTime":138.174,"endTime":141.054,"body":"round out of the box, I really"},{"startTime":141.054,"endTime":142.254,"body":"feel like I dropped the ball."},{"startTime":142.254,"endTime":145.134,"body":"And so far as carrying on"},{"startTime":142.254,"endTime":145.134,"body":"the conversation, we were"},{"startTime":145.134,"endTime":148.537,"body":"going through something here"},{"startTime":145.134,"endTime":148.537,"body":"called BOLD, and the big thing"},{"startTime":148.537,"endTime":151.59,"body":"about BOLD is that the whole"},{"startTime":148.537,"endTime":151.59,"body":"purpose of a conversation"},{"startTime":151.59,"endTime":153.715,"body":"is to set an appointment"},{"startTime":151.59,"endTime":153.715,"body":"and I do not do that."},{"startTime":153.765,"endTime":156.585,"body":"So I've failed miserably"},{"startTime":153.765,"endTime":156.585,"body":"on that, but I know"},{"startTime":156.585,"endTime":157.455,"body":"what I failed at."},{"startTime":157.635,"endTime":161.47,"body":"And the encouraging thing is"},{"startTime":157.635,"endTime":161.47,"body":"that I will have another list."},{"startTime":161.635,"endTime":163.939,"body":"Here just ASAP to work on."},{"startTime":163.939,"endTime":167.119,"body":"And I've got several older"},{"startTime":163.939,"endTime":167.119,"body":"lists that I can go back to."},{"startTime":167.539,"endTime":169.495,"body":"And I have no problem with"},{"startTime":167.539,"endTime":169.495,"body":"knocking on those doors."},{"startTime":169.495,"endTime":171.709,"body":"So I feel like that what I have"},{"startTime":169.495,"endTime":171.709,"body":"to offer something of value"},{"startTime":171.709,"endTime":175.794,"body":"to him, and I just need to"},{"startTime":171.709,"endTime":175.794,"body":"get better with my approach."},{"startTime":175.845,"endTime":177.525,"body":"I don't feel like"},{"startTime":175.845,"endTime":177.525,"body":"that they rejected me."},{"startTime":177.51,"endTime":179.653,"body":"I just didn't really push"},{"startTime":177.51,"endTime":179.653,"body":"for an appointment now."},{"startTime":179.862,"endTime":181.572,"body":"So I'm going to get a gold star."},{"startTime":181.572,"endTime":183.292,"body":"Now Jen gets your"},{"startTime":181.572,"endTime":183.292,"body":"gold stars out."},{"startTime":183.487,"endTime":184.897,"body":"This is the book I'm"},{"startTime":183.487,"endTime":184.897,"body":"reading right now."},{"startTime":184.927,"endTime":186.067,"body":"Thanks to Jennifer Bailey."},{"startTime":186.067,"endTime":187.117,"body":"Who's in the top left there."},{"startTime":187.117,"endTime":187.957,"body":"Everybody can see."},{"startTime":188.012,"endTime":189.262,"body":"She's challenging"},{"startTime":188.012,"endTime":189.262,"body":"me to read this."},{"startTime":189.282,"endTime":190.412,"body":"You can see, I"},{"startTime":189.282,"endTime":190.412,"body":"have a highlighter."},{"startTime":190.442,"endTime":192.422,"body":"I've got already lots of notes."},{"startTime":192.489,"endTime":195.56,"body":"Get your red thread, which"},{"startTime":192.489,"endTime":195.56,"body":"is metaphorical for what"},{"startTime":195.56,"endTime":196.76,"body":"is your unique offer?"},{"startTime":196.985,"endTime":198.515,"body":"What can you do for the world?"},{"startTime":198.575,"endTime":200.765,"body":"What problem does it solve"},{"startTime":198.575,"endTime":200.765,"body":"and why is that important?"},{"startTime":200.765,"endTime":202.565,"body":"And what action do"},{"startTime":200.765,"endTime":202.565,"body":"you want them to take?"},{"startTime":203.015,"endTime":204.965,"body":"And 140 characters or less."},{"startTime":205.24,"endTime":209.29,"body":"Mine was I teach and I got"},{"startTime":205.24,"endTime":209.29,"body":"in 123 characters, Jen,"},{"startTime":209.29,"endTime":210.57,"body":"including a period in space."},{"startTime":210.735,"endTime":213.135,"body":"Mine was I'd teach real"},{"startTime":210.735,"endTime":213.135,"body":"estate professionals how"},{"startTime":213.135,"endTime":216.555,"body":"to work less and earn more"},{"startTime":213.135,"endTime":216.555,"body":"by providing more value and"},{"startTime":216.555,"endTime":218.355,"body":"monetizing every conversation."},{"startTime":218.805,"endTime":223.185,"body":"And the action that I want my"},{"startTime":218.805,"endTime":223.185,"body":"audience to take is to engage"},{"startTime":223.185,"endTime":227.708,"body":"with these calls, engage with"},{"startTime":223.185,"endTime":227.708,"body":"my courses and actually be"},{"startTime":227.708,"endTime":230.918,"body":"inspired and commit to serving"},{"startTime":227.708,"endTime":230.918,"body":"at that higher level and"},{"startTime":230.918,"endTime":232.298,"body":"working less and earning more."},{"startTime":232.362,"endTime":235.724,"body":"So that said, I'll ask you,"},{"startTime":232.362,"endTime":235.724,"body":"can you summarize, what is"},{"startTime":235.904,"endTime":238.794,"body":"the reason you're knocking"},{"startTime":235.904,"endTime":238.794,"body":"on the door and two, what is"},{"startTime":238.794,"endTime":240.774,"body":"the outcome that you want?"},{"startTime":240.774,"endTime":242.304,"body":"And you've pretty much"},{"startTime":240.774,"endTime":242.304,"body":"already given that one"},{"startTime":242.304,"endTime":245.578,"body":"away, but try to put that"},{"startTime":242.304,"endTime":245.578,"body":"in 140 characters or less."},{"startTime":245.608,"endTime":246.688,"body":"Why did you knock on that?"},{"startTime":247.131,"endTime":249.481,"body":"So you don't get wordy"},{"startTime":247.131,"endTime":249.481,"body":"and  you're outcome"},{"startTime":249.481,"endTime":250.441,"body":"and purpose driven."},{"startTime":250.921,"endTime":253.73,"body":"So less is more when you're"},{"startTime":250.921,"endTime":253.73,"body":"first trying to start these"},{"startTime":253.73,"endTime":256.092,"body":"conversations, you don't want"},{"startTime":253.73,"endTime":256.092,"body":"to overwhelm them with, here's"},{"startTime":256.092,"endTime":258.162,"body":"how great we are and all the"},{"startTime":256.092,"endTime":258.162,"body":"million things we can do to"},{"startTime":258.162,"endTime":261.542,"body":"help, but get that down to"},{"startTime":258.162,"endTime":261.542,"body":"a very concise one sentence."},{"startTime":261.542,"endTime":263.612,"body":"And just for fun, try"},{"startTime":261.542,"endTime":263.612,"body":"to see if you can keep"},{"startTime":263.612,"endTime":265.262,"body":"it below 140 characters."},{"startTime":265.359,"endTime":267.849,"body":"Well, I don't know about 140"},{"startTime":265.359,"endTime":267.849,"body":"characters, but I've kind"},{"startTime":267.849,"endTime":271.209,"body":"of based it on some previous"},{"startTime":267.849,"endTime":271.209,"body":"conversations that you've"},{"startTime":271.209,"endTime":275.186,"body":"had and that the reason I'm"},{"startTime":271.209,"endTime":275.186,"body":"knocking on your door is that"},{"startTime":275.166,"endTime":278.276,"body":"I have a team of people who are"},{"startTime":275.166,"endTime":278.276,"body":"worked together for families"},{"startTime":278.276,"endTime":281.516,"body":"in the community, and every"},{"startTime":278.276,"endTime":281.516,"body":"month we go down and we talked"},{"startTime":281.526,"endTime":285.399,"body":"to the county clerk and she"},{"startTime":281.526,"endTime":285.399,"body":"gives us a list of people"},{"startTime":285.399,"endTime":289.36,"body":"who are actually appointed"},{"startTime":285.399,"endTime":289.36,"body":"as personal representatives"},{"startTime":289.72,"endTime":292.12,"body":"and she gives us the names of"},{"startTime":289.72,"endTime":292.12,"body":"those folks and says, these"},{"startTime":292.12,"endTime":294.73,"body":"are folks that you might want"},{"startTime":292.12,"endTime":294.73,"body":"to talk to, particularly if"},{"startTime":294.73,"endTime":296.62,"body":"you've got some information"},{"startTime":294.73,"endTime":296.62,"body":"that would be helpful to them."},{"startTime":296.95,"endTime":300.381,"body":"So my purpose here today"},{"startTime":296.95,"endTime":300.381,"body":"is to deliver a part"},{"startTime":300.381,"endTime":301.281,"body":"of this information."},{"startTime":301.281,"endTime":304.311,"body":"I hope you find it useful and"},{"startTime":301.281,"endTime":304.311,"body":"also to try to find a time"},{"startTime":304.311,"endTime":306.471,"body":"when we might get together"},{"startTime":304.311,"endTime":306.471,"body":"to see if I can help you."},{"startTime":306.616,"endTime":308.446,"body":"And what was the"},{"startTime":306.616,"endTime":308.446,"body":"most common response?"},{"startTime":308.446,"endTime":310.246,"body":"How many families, how"},{"startTime":308.446,"endTime":310.246,"body":"many people did you"},{"startTime":310.366,"endTime":312.24,"body":"have talk to the two?"},{"startTime":312.25,"endTime":314.77,"body":"Yeah, I did not throw"},{"startTime":312.25,"endTime":314.77,"body":"that last part in there"},{"startTime":314.834,"endTime":315.601,"body":"about the appointment."},{"startTime":315.601,"endTime":318.272,"body":"I just basically said, I kind"},{"startTime":315.601,"endTime":318.272,"body":"of went in and say here it"},{"startTime":318.272,"endTime":320.925,"body":"wasn't quite that abrupt, but"},{"startTime":318.272,"endTime":320.925,"body":"I had one guy say, yeah, my"},{"startTime":320.925,"endTime":324.285,"body":"attorney takes care of all of"},{"startTime":320.925,"endTime":324.285,"body":"that and I was not prepared."},{"startTime":324.265,"endTime":327.458,"body":"But That does not determine"},{"startTime":324.265,"endTime":327.458,"body":"me because I know the future"},{"startTime":327.458,"endTime":330.008,"body":"is in the follow-up and just"},{"startTime":327.458,"endTime":330.008,"body":"to stay with these folks."},{"startTime":330.338,"endTime":333.428,"body":"So something, and you don't have"},{"startTime":330.338,"endTime":333.428,"body":"to settle on this today, right"},{"startTime":333.428,"endTime":336.008,"body":"here on the spot, but something"},{"startTime":333.428,"endTime":336.008,"body":"to consider before you go"},{"startTime":336.008,"endTime":337.658,"body":"back out on that next list is."},{"startTime":337.988,"endTime":341.678,"body":"What is one sentence that"},{"startTime":337.988,"endTime":341.678,"body":"will create curiosity and"},{"startTime":341.678,"endTime":345.004,"body":"elicit questions that will"},{"startTime":341.678,"endTime":345.004,"body":"allow you to get them, to"},{"startTime":345.004,"endTime":347.704,"body":"ask your permission, to give"},{"startTime":345.004,"endTime":347.704,"body":"all that other information."},{"startTime":348.154,"endTime":350.584,"body":"And what I mean by that is"},{"startTime":348.154,"endTime":350.584,"body":"instead of getting your entire"},{"startTime":350.584,"endTime":353.717,"body":"probate USP out, if it's a"},{"startTime":350.584,"endTime":353.717,"body":"contentious introduction,"},{"startTime":353.717,"endTime":355.817,"body":"and they're trying to figure"},{"startTime":353.717,"endTime":355.817,"body":"out who the hell you are, and"},{"startTime":355.817,"endTime":358.247,"body":"whether you're selling steak or"},{"startTime":355.817,"endTime":358.247,"body":"trying to steal their children,"},{"startTime":358.364,"endTime":361.452,"body":"you give them something to,"},{"startTime":358.364,"endTime":361.452,"body":"kind of break the ice, right?"},{"startTime":361.548,"endTime":364.728,"body":"You know, Listen, we have a"},{"startTime":361.548,"endTime":364.728,"body":"social enterprise here in town"},{"startTime":364.848,"endTime":367.548,"body":"that helps families that are"},{"startTime":364.848,"endTime":367.548,"body":"going through life transitions."},{"startTime":367.578,"endTime":370.038,"body":"And I just stopped by"},{"startTime":367.578,"endTime":370.038,"body":"today to see how, and when"},{"startTime":370.038,"endTime":370.958,"body":"we can start helping you."},{"startTime":371.314,"endTime":372.364,"body":"Well, What do you mean?"},{"startTime":372.364,"endTime":374.734,"body":"And you've got to be willing"},{"startTime":372.364,"endTime":374.734,"body":"to stand up to the response"},{"startTime":374.734,"endTime":377.104,"body":"because some people may be"},{"startTime":374.734,"endTime":377.104,"body":"triggered and defensive."},{"startTime":377.304,"endTime":380.244,"body":"But whatever that sentence might"},{"startTime":377.304,"endTime":380.244,"body":"be for you, how can we get that"},{"startTime":380.244,"endTime":383.308,"body":"down to one sentence with not"},{"startTime":380.244,"endTime":383.308,"body":"the macro outcome, but that"},{"startTime":383.308,"endTime":386.57,"body":"micro outcome being, how can"},{"startTime":383.308,"endTime":386.57,"body":"I get them to engage with me?"},{"startTime":386.716,"endTime":391.077,"body":"It can kind of dissolve"},{"startTime":386.716,"endTime":391.077,"body":"distrust or defensiveness"},{"startTime":391.161,"endTime":394.291,"body":"and create curiosity and"},{"startTime":391.161,"endTime":394.291,"body":"elicit follow-up questions."},{"startTime":394.401,"endTime":396.526,"body":"So when you say that"},{"startTime":394.401,"endTime":396.526,"body":"one sentence and shut"},{"startTime":396.526,"endTime":397.553,"body":"up they can't help."},{"startTime":398.065,"endTime":398.995,"body":"Ask you a question."},{"startTime":399.445,"endTime":401.335,"body":"And on the phone, we do"},{"startTime":399.445,"endTime":401.335,"body":"that through the whole"},{"startTime":401.335,"endTime":403.195,"body":"probate USP in person."},{"startTime":403.195,"endTime":404.245,"body":"It's a different dynamic."},{"startTime":404.275,"endTime":406.855,"body":"That's why I'm suggesting you"},{"startTime":404.275,"endTime":406.855,"body":"try to shorten it a little bit."},{"startTime":407.09,"endTime":409.43,"body":"Cause imagine if the rainbow"},{"startTime":407.09,"endTime":409.43,"body":"sweeper salesman showed"},{"startTime":409.43,"endTime":411.56,"body":"up and gave you his whole"},{"startTime":409.43,"endTime":411.56,"body":"pitch on the front doorstep,"},{"startTime":411.92,"endTime":412.79,"body":"didn't never get inside."},{"startTime":413.006,"endTime":416.269,"body":"He has those people have"},{"startTime":413.006,"endTime":416.269,"body":"been trained to have a little"},{"startTime":416.269,"endTime":420.033,"body":"concise, a little ask to"},{"startTime":416.269,"endTime":420.033,"body":"get that micro result at"},{"startTime":420.033,"endTime":423.453,"body":"a step one, moving toward"},{"startTime":420.033,"endTime":423.453,"body":"the macro result, which is"},{"startTime":423.483,"endTime":424.803,"body":"meet with me as a family."},{"startTime":424.977,"endTime":427.377,"body":"So try that and see if that"},{"startTime":424.977,"endTime":427.377,"body":"makes it a little bit smoother."},{"startTime":427.677,"endTime":430.587,"body":"Hi, I have a social enterprise"},{"startTime":427.677,"endTime":430.587,"body":"here in the neighborhood notice"},{"startTime":430.663,"endTime":433.393,"body":"according to the probate clerk,"},{"startTime":430.663,"endTime":433.393,"body":"your family is unfortunately"},{"startTime":433.413,"endTime":434.383,"body":"going through that."},{"startTime":434.443,"endTime":436.423,"body":"And I just want to let you"},{"startTime":434.443,"endTime":436.423,"body":"know we're here and see"},{"startTime":436.423,"endTime":437.773,"body":"when we're actually going"},{"startTime":436.423,"endTime":437.773,"body":"to be able to help you."},{"startTime":438.288,"endTime":438.648,"body":"Okay."},{"startTime":438.918,"endTime":442.858,"body":"I'm not to try that one, but Hey"},{"startTime":438.918,"endTime":442.858,"body":"man, again, kudos for getting"},{"startTime":442.858,"endTime":443.638,"body":"out there and doing that."},{"startTime":443.668,"endTime":444.058,"body":"That's awesome."},{"startTime":444.388,"endTime":444.958,"body":"Thank you."},{"startTime":445.363,"endTime":447.553,"body":"Has anyone else on this"},{"startTime":445.363,"endTime":447.553,"body":"call done door knocking?"},{"startTime":447.698,"endTime":451.069,"body":"I was actually out this morning"},{"startTime":447.698,"endTime":451.069,"body":"door knocking my farm area."},{"startTime":451.276,"endTime":451.606,"body":"Yeah."},{"startTime":451.796,"endTime":452.086,"body":"Perfect."},{"startTime":452.096,"endTime":454.826,"body":"Tell us how many doors are"},{"startTime":452.096,"endTime":454.826,"body":"in your farm radius Steve?"},{"startTime":454.897,"endTime":457.346,"body":"Twelve a hundred and"},{"startTime":454.897,"endTime":457.346,"body":"eighty seven oh, wow."},{"startTime":457.676,"endTime":458.786,"body":"You get your steps in."},{"startTime":459.116,"endTime":460.792,"body":"Yeah it was a perfect"},{"startTime":459.116,"endTime":460.792,"body":"day to day and it was"},{"startTime":460.792,"endTime":461.812,"body":"only a hundred degrees."},{"startTime":461.812,"endTime":463.488,"body":"So I did a little bit extra."},{"startTime":463.488,"endTime":467.233,"body":"I got 35 in  but it's, I'm"},{"startTime":463.488,"endTime":467.233,"body":"starting the farm area again."},{"startTime":467.233,"endTime":469.903,"body":"I was working at before"},{"startTime":467.233,"endTime":469.903,"body":"the COVID shutdown, but"},{"startTime":469.903,"endTime":472.033,"body":"I'm kind of curious, what"},{"startTime":469.903,"endTime":472.033,"body":"would that look like?"},{"startTime":472.033,"endTime":474.523,"body":"Cause I have no problem at"},{"startTime":472.033,"endTime":474.523,"body":"all going up to knocking on"},{"startTime":474.523,"endTime":477.883,"body":"doors or making phone calls,"},{"startTime":474.523,"endTime":477.883,"body":"but would you do a door knock"},{"startTime":477.913,"endTime":480.823,"body":"after you've done some mailings"},{"startTime":477.913,"endTime":480.823,"body":"in a phone call or would"},{"startTime":480.823,"endTime":484.136,"body":"you be as bold as to take an"},{"startTime":480.823,"endTime":484.136,"body":"old list and just go out and"},{"startTime":484.136,"endTime":486.596,"body":"handle one of your postcards"},{"startTime":484.136,"endTime":486.596,"body":"and introduce yourself."},{"startTime":486.666,"endTime":489.216,"body":"If you have an old list, what"},{"startTime":486.666,"endTime":489.216,"body":"I would do just to not run"},{"startTime":489.216,"endTime":492.486,"body":"yourself to death is run it"},{"startTime":489.216,"endTime":492.486,"body":"through probate plus if you're"},{"startTime":492.486,"endTime":495.186,"body":"an, all the lead subscriber,"},{"startTime":492.486,"endTime":495.186,"body":"you can run that augmentation."},{"startTime":495.216,"endTime":496.106,"body":"That'll show you the ones that."},{"startTime":496.684,"endTime":498.634,"body":"That are listed or"},{"startTime":496.684,"endTime":498.634,"body":"have already sold."},{"startTime":499.114,"endTime":502.264,"body":"So that'll call your list down"},{"startTime":499.114,"endTime":502.264,"body":"to just the valid ones, the ones"},{"startTime":502.264,"endTime":503.824,"body":"that most likely need your help."},{"startTime":503.984,"endTime":506.184,"body":"But yes, absolutely go"},{"startTime":503.984,"endTime":506.184,"body":"through those old lists."},{"startTime":506.204,"endTime":508.754,"body":"Oftentimes like a lot of"},{"startTime":506.204,"endTime":508.754,"body":"people shy away from their"},{"startTime":508.754,"endTime":510.824,"body":"leads once they're two or"},{"startTime":508.754,"endTime":510.824,"body":"three or four months old,"},{"startTime":510.824,"endTime":511.964,"body":"they're like, oh, damn it."},{"startTime":512.294,"endTime":513.104,"body":"Shame on me."},{"startTime":513.104,"endTime":515.474,"body":"I wasted that list and"},{"startTime":513.104,"endTime":515.474,"body":"it's just not true."},{"startTime":515.534,"endTime":518.184,"body":"These lists are good for"},{"startTime":515.534,"endTime":518.184,"body":"two years and what's really"},{"startTime":518.184,"endTime":522.059,"body":"interesting is the ones"},{"startTime":518.184,"endTime":522.059,"body":"who have gone three months,"},{"startTime":522.059,"endTime":523.409,"body":"five months, eight months."},{"startTime":523.439,"endTime":525.119,"body":"And they still"},{"startTime":523.439,"endTime":525.119,"body":"haven't taken action."},{"startTime":525.613,"endTime":527.293,"body":"Who needs our help"},{"startTime":525.613,"endTime":527.293,"body":"more than they do?"},{"startTime":527.273,"endTime":529.18,"body":"They're lost in the"},{"startTime":527.273,"endTime":529.18,"body":"probate quicksand."},{"startTime":529.253,"endTime":532.313,"body":"those can be the most valuable"},{"startTime":529.253,"endTime":532.313,"body":"and the fastest converting"},{"startTime":532.313,"endTime":533.871,"body":"lead that we ever speak to."},{"startTime":534.321,"endTime":537.261,"body":"And it takes something,"},{"startTime":534.321,"endTime":537.261,"body":"oftentimes it takes something"},{"startTime":537.261,"endTime":540.141,"body":"drastic and usually we're"},{"startTime":537.261,"endTime":540.141,"body":"not in control of that."},{"startTime":540.138,"endTime":542.391,"body":"It's a, an emotional"},{"startTime":540.138,"endTime":542.391,"body":"outburst over a bowl"},{"startTime":542.391,"endTime":543.711,"body":"of oatmeal one morning."},{"startTime":543.745,"endTime":546.921,"body":"When they see a Facebook memory"},{"startTime":543.745,"endTime":546.921,"body":"or something, But you're kind"},{"startTime":546.921,"endTime":550.332,"body":"of, the, the catalyst there"},{"startTime":546.921,"endTime":550.332,"body":"because you're there in person."},{"startTime":550.332,"endTime":552.587,"body":"They can't really run from"},{"startTime":550.332,"endTime":552.587,"body":"you the same as, you know,"},{"startTime":552.587,"endTime":555.497,"body":"you have that electronic veil"},{"startTime":552.587,"endTime":555.497,"body":"of a phone call or an email."},{"startTime":556.162,"endTime":557.272,"body":"And it's just not the same."},{"startTime":557.272,"endTime":559.789,"body":"It's a whole different human"},{"startTime":557.272,"endTime":559.789,"body":"dynamic where you're standing"},{"startTime":559.789,"endTime":560.809,"body":"there looking at it in the eye."},{"startTime":560.809,"endTime":562.039,"body":"It's hard to lie, right?"},{"startTime":562.069,"endTime":565.009,"body":"Like you can use operant"},{"startTime":562.069,"endTime":565.009,"body":"conditioning to your advantage."},{"startTime":565.122,"endTime":568.032,"body":"You know, People typically won't"},{"startTime":565.122,"endTime":568.032,"body":"just slam the door in your face."},{"startTime":568.092,"endTime":570.852,"body":"They will default to being"},{"startTime":568.092,"endTime":570.852,"body":"polite in most neighborhoods,"},{"startTime":570.969,"endTime":573.849,"body":"So you can use that to"},{"startTime":570.969,"endTime":573.849,"body":"your advantage and just,"},{"startTime":573.92,"endTime":576.88,"body":"go forward with confidence"},{"startTime":573.92,"endTime":576.88,"body":"to say, listen, we we"},{"startTime":576.88,"endTime":578.38,"body":"actually kind of fell behind."},{"startTime":578.38,"endTime":580.45,"body":"We haven't been out here on"},{"startTime":578.38,"endTime":580.45,"body":"the streets as much as we would"},{"startTime":580.45,"endTime":583.644,"body":"like to, but I can't help, but"},{"startTime":580.45,"endTime":583.644,"body":"think of every family in this"},{"startTime":583.644,"endTime":586.476,"body":"county that has gone through"},{"startTime":583.644,"endTime":586.476,"body":"this year and knowing that some"},{"startTime":586.476,"endTime":587.646,"body":"of them still need my help."},{"startTime":588.066,"endTime":589.686,"body":"So I just wanted to"},{"startTime":588.066,"endTime":589.686,"body":"stop by and see it."},{"startTime":589.716,"endTime":591.966,"body":"Have you got a settled the"},{"startTime":589.716,"endTime":591.966,"body":"estate out and do you have"},{"startTime":591.966,"endTime":594.316,"body":"everything you need or is there"},{"startTime":591.966,"endTime":594.316,"body":"any way I can help your family?"},{"startTime":594.64,"endTime":597.583,"body":"And it's more of like a"},{"startTime":594.64,"endTime":597.583,"body":"social enterprise call, right?"},{"startTime":597.613,"endTime":599.893,"body":"Like you're just canvassing"},{"startTime":597.613,"endTime":599.893,"body":"the community, looking"},{"startTime":599.893,"endTime":600.763,"body":"for people to help."},{"startTime":600.923,"endTime":602.693,"body":"I wouldn't shy away"},{"startTime":600.923,"endTime":602.693,"body":"from that at all."},{"startTime":603.173,"endTime":606.113,"body":"You probably will find your"},{"startTime":603.173,"endTime":606.113,"body":"most motivated prospects"},{"startTime":606.143,"endTime":607.343,"body":"in those older lists."},{"startTime":607.673,"endTime":610.343,"body":"I would think a newer"},{"startTime":607.673,"endTime":610.343,"body":"list, somebody that's"},{"startTime":610.343,"endTime":613.043,"body":"just filed probate would"},{"startTime":610.343,"endTime":613.043,"body":"not be a good situation"},{"startTime":613.043,"endTime":614.123,"body":"to go knock on the door."},{"startTime":614.453,"endTime":615.143,"body":"It depends."},{"startTime":615.308,"endTime":617.334,"body":"I don't know if this is even"},{"startTime":615.308,"endTime":617.334,"body":"written anywhere, but  when"},{"startTime":617.334,"endTime":619.644,"body":"we first started building"},{"startTime":617.334,"endTime":619.644,"body":"the database of nationwide"},{"startTime":619.644,"endTime":622.584,"body":"probate leads, when I was"},{"startTime":619.644,"endTime":622.584,"body":"with all the leads, what I"},{"startTime":622.584,"endTime":626.124,"body":"found was a median of 68 days"},{"startTime":622.584,"endTime":626.124,"body":"from the date of death until"},{"startTime":626.124,"endTime":627.504,"body":"the date of probate filing."},{"startTime":627.504,"endTime":630.278,"body":"It changes month to month or"},{"startTime":627.504,"endTime":630.278,"body":"whatever period you're pulling"},{"startTime":630.278,"endTime":632.888,"body":"the data, but it was usually"},{"startTime":630.278,"endTime":632.888,"body":"around that two month mark."},{"startTime":632.908,"endTime":635.888,"body":"So what that means to me"},{"startTime":632.908,"endTime":635.888,"body":"is that  people process the"},{"startTime":635.888,"endTime":638.798,"body":"loss for about two months and"},{"startTime":635.888,"endTime":638.798,"body":"then they go move forward."},{"startTime":639.248,"endTime":641.498,"body":"And that they know that"},{"startTime":639.248,"endTime":641.498,"body":"when they file that"},{"startTime":641.498,"endTime":643.598,"body":"notice to creditors,"},{"startTime":641.498,"endTime":643.598,"body":"that's the signal flare."},{"startTime":643.628,"endTime":643.988,"body":"Okay."},{"startTime":643.988,"endTime":645.668,"body":"World, we're ready"},{"startTime":643.988,"endTime":645.668,"body":"to deal with this."},{"startTime":645.796,"endTime":647.176,"body":"So that's what I use."},{"startTime":647.216,"endTime":649.606,"body":"That's why I'm so comfortable"},{"startTime":647.216,"endTime":649.606,"body":"in the probate space."},{"startTime":649.756,"endTime":652.529,"body":"And I'm I'm not a huge fan"},{"startTime":649.756,"endTime":652.529,"body":"of the way most people handle"},{"startTime":652.529,"endTime":654.149,"body":"pre probate for that reason."},{"startTime":654.414,"endTime":657.588,"body":"I would never tell you to"},{"startTime":654.414,"endTime":657.588,"body":"go door-knock a suspected"},{"startTime":657.588,"endTime":660.438,"body":"heir from a pre probate"},{"startTime":657.588,"endTime":660.438,"body":"list because you're likely"},{"startTime":660.438,"endTime":662.838,"body":"to get shot and gun in your"},{"startTime":660.438,"endTime":662.838,"body":"mouth before you get a deal."},{"startTime":662.999,"endTime":664.589,"body":"It's just too soon to do that."},{"startTime":664.619,"endTime":667.019,"body":"Now we can approach them on"},{"startTime":664.619,"endTime":667.019,"body":"Facebook and we can offer"},{"startTime":667.019,"endTime":670.019,"body":"them things less soft offer"},{"startTime":667.019,"endTime":670.019,"body":"of something valuable to them."},{"startTime":670.019,"endTime":672.029,"body":"And there, there are ways"},{"startTime":670.019,"endTime":672.029,"body":"of the market to that list."},{"startTime":672.479,"endTime":675.321,"body":"I don't think it's door"},{"startTime":672.479,"endTime":675.321,"body":"knocking that's too soon, but,"},{"startTime":675.561,"endTime":677.851,"body":"and you can see the date of"},{"startTime":675.561,"endTime":677.851,"body":"death on your probate leads."},{"startTime":677.939,"endTime":680.669,"body":"If it's really recent,"},{"startTime":677.939,"endTime":680.669,"body":"then you may say, okay,"},{"startTime":680.729,"endTime":681.899,"body":"it's only been a week."},{"startTime":681.949,"endTime":684.629,"body":"I'm going to give the I'm"},{"startTime":681.949,"endTime":684.629,"body":"going to season this one"},{"startTime":684.675,"endTime":685.965,"body":"and give them some time."},{"startTime":686.115,"endTime":687.885,"body":"But what you'll find is"},{"startTime":686.115,"endTime":687.885,"body":"a lot of them will be."},{"startTime":688.487,"endTime":690.287,"body":"2 5, 6, 10 months."},{"startTime":690.767,"endTime":692.327,"body":"And they're finally"},{"startTime":690.767,"endTime":692.327,"body":"getting around to it."},{"startTime":692.327,"endTime":694.218,"body":"So they've emotionally"},{"startTime":692.327,"endTime":694.218,"body":"processed it."},{"startTime":694.458,"endTime":697.518,"body":"They've given themselves their"},{"startTime":694.458,"endTime":697.518,"body":"lashing for procrastinating."},{"startTime":697.518,"endTime":699.978,"body":"They've finally taken action"},{"startTime":697.518,"endTime":699.978,"body":"and then they go right back"},{"startTime":699.978,"endTime":703.029,"body":"to procrastinating and I'm"},{"startTime":699.978,"endTime":703.029,"body":"sure none of us have ever done"},{"startTime":703.029,"endTime":704.349,"body":"that before about anything."},{"startTime":704.349,"endTime":704.619,"body":"Right."},{"startTime":705.082,"endTime":708.012,"body":"I'm rolling over retirement"},{"startTime":705.082,"endTime":708.012,"body":"accounts this week that"},{"startTime":708.012,"endTime":710.562,"body":"I started last August and"},{"startTime":708.012,"endTime":710.562,"body":"I finally just paid a guy"},{"startTime":710.562,"endTime":712.122,"body":"I'm like, this is your job."},{"startTime":712.387,"endTime":714.062,"body":"Because it's just"},{"startTime":712.387,"endTime":714.062,"body":"human behaviors."},{"startTime":714.136,"endTime":717.876,"body":"I wouldn't shy away from even"},{"startTime":714.136,"endTime":717.876,"body":"your new list unless you see"},{"startTime":717.876,"endTime":720.912,"body":"if there's a surviving spouse"},{"startTime":717.876,"endTime":720.912,"body":"and she filed probate, a week"},{"startTime":720.912,"endTime":723.769,"body":"after the death, that may be"},{"startTime":720.912,"endTime":723.769,"body":"one that, that catch him on"},{"startTime":723.769,"endTime":724.789,"body":"the next trip through town."},{"startTime":724.934,"endTime":727.274,"body":"And I would really, I think"},{"startTime":724.934,"endTime":727.274,"body":"Jonathan probably has some"},{"startTime":727.274,"endTime":729.014,"body":"good input here as a pastor."},{"startTime":729.094,"endTime":731.704,"body":"I'm assuming you have a lot"},{"startTime":729.094,"endTime":731.704,"body":"of experience with in-home"},{"startTime":731.704,"endTime":735.342,"body":"meetings during emotional"},{"startTime":731.704,"endTime":735.342,"body":"transition times and family,"},{"startTime":735.342,"endTime":738.686,"body":"whether that's divorce, loss of"},{"startTime":735.342,"endTime":738.686,"body":"a child, whatever that might be."},{"startTime":738.686,"endTime":741.116,"body":"If you have any advice to give"},{"startTime":738.686,"endTime":741.116,"body":"folks who are door knocking"},{"startTime":741.116,"endTime":744.386,"body":"families, I think you're a great"},{"startTime":741.116,"endTime":744.386,"body":"person to give that advice."},{"startTime":744.406,"endTime":744.826,"body":"Okay."},{"startTime":745.276,"endTime":748.366,"body":"So I have not door knocked"},{"startTime":745.276,"endTime":748.366,"body":"for that very reason."},{"startTime":748.988,"endTime":752.222,"body":"I've buried more people"},{"startTime":748.988,"endTime":752.222,"body":"than I would've liked"},{"startTime":752.222,"endTime":755.372,"body":"to been in more people's"},{"startTime":752.222,"endTime":755.372,"body":"homes, lost, loved ones."},{"startTime":755.372,"endTime":755.642,"body":"And."},{"startTime":755.834,"endTime":758.714,"body":"That's more where I was going,"},{"startTime":755.834,"endTime":758.714,"body":"not the actual act of knocking"},{"startTime":758.714,"endTime":762.356,"body":"on the door, but being in the"},{"startTime":758.714,"endTime":762.356,"body":"home and observing like what"},{"startTime":762.356,"endTime":764.756,"body":"state of mind these people"},{"startTime":762.356,"endTime":764.756,"body":"are at and how any advice on"},{"startTime":764.756,"endTime":765.956,"body":"how you should approach it."},{"startTime":766.406,"endTime":768.596,"body":"And especially if you"},{"startTime":766.406,"endTime":768.596,"body":"disagree with anything I"},{"startTime":768.596,"endTime":770.966,"body":"said, I mean, you have more"},{"startTime":768.596,"endTime":770.966,"body":"experience being there at"},{"startTime":770.966,"endTime":772.376,"body":"the time of loss than I do."},{"startTime":772.395,"endTime":775.833,"body":"Love to hear what your true"},{"startTime":772.395,"endTime":775.833,"body":"opinion is of using this."},{"startTime":775.923,"endTime":778.143,"body":"And let's go with the"},{"startTime":775.923,"endTime":778.143,"body":"assumption that most of them"},{"startTime":778.143,"endTime":780.203,"body":"are going to be a couple"},{"startTime":778.143,"endTime":780.203,"body":"months away from the funeral."},{"startTime":780.3,"endTime":781.5,"body":"From a pastor thing."},{"startTime":781.715,"endTime":784.295,"body":"You're a stranger walking"},{"startTime":781.715,"endTime":784.295,"body":"into someone's home."},{"startTime":784.552,"endTime":786.832,"body":"Arguably just lost one"},{"startTime":784.552,"endTime":786.832,"body":"of the most important"},{"startTime":786.832,"endTime":788.392,"body":"people in their life."},{"startTime":788.512,"endTime":789.262,"body":"They're grieving."},{"startTime":789.262,"endTime":790.372,"body":"They're overwhelmed."},{"startTime":790.512,"endTime":793.092,"body":"So many people would just"},{"startTime":790.512,"endTime":793.092,"body":"prefer to have somebody sit"},{"startTime":793.092,"endTime":794.802,"body":"with them and say nothing."},{"startTime":794.802,"endTime":796.752,"body":"Just listen, cry with"},{"startTime":794.802,"endTime":796.752,"body":"them, grieve with them."},{"startTime":797.082,"endTime":799.242,"body":"Not talk about something"},{"startTime":797.082,"endTime":799.242,"body":"that's confusing."},{"startTime":799.572,"endTime":801.915,"body":"And so I think it's"},{"startTime":799.572,"endTime":801.915,"body":"a sacred space."},{"startTime":801.926,"endTime":803.078,"body":"It's a challenging one."},{"startTime":803.078,"endTime":805.688,"body":"When I earned the right to"},{"startTime":803.078,"endTime":805.688,"body":"sit with people, it's an"},{"startTime":805.688,"endTime":809.018,"body":"honor to do it, but it's"},{"startTime":805.688,"endTime":809.018,"body":"also, it's a tough time."},{"startTime":809.198,"endTime":811.538,"body":"And so it makes sense,"},{"startTime":809.198,"endTime":811.538,"body":"hearing you talk about the"},{"startTime":812.078,"endTime":814.238,"body":"data of 2, 3, 4, 5 months."},{"startTime":814.238,"endTime":816.398,"body":"I completely get it because"},{"startTime":814.238,"endTime":816.398,"body":"most people just don't."},{"startTime":816.685,"endTime":818.965,"body":"They don't have enough bandwidth"},{"startTime":816.685,"endTime":818.965,"body":"to grieve, let alone keep"},{"startTime":818.995,"endTime":822.295,"body":"their full-time job and then"},{"startTime":818.995,"endTime":822.295,"body":"settle the estate on top."},{"startTime":822.518,"endTime":822.848,"body":"Yeah."},{"startTime":823.267,"endTime":827.251,"body":"Respectful and be aware"},{"startTime":823.267,"endTime":827.251,"body":"if they are in pain, set"},{"startTime":827.251,"endTime":828.511,"body":"a boundary for yourself."},{"startTime":828.558,"endTime":830.372,"body":"Don't be throwing"},{"startTime":828.558,"endTime":830.372,"body":"sales all over them."},{"startTime":830.516,"endTime":834.443,"body":"I think the, one of those"},{"startTime":830.516,"endTime":834.443,"body":"macro outcomes is how can"},{"startTime":834.443,"endTime":837.323,"body":"I find any way to help"},{"startTime":834.443,"endTime":837.323,"body":"you or a micro outcome?"},{"startTime":837.323,"endTime":840.083,"body":"Like your macro income is how"},{"startTime":837.323,"endTime":840.083,"body":"can I get the appointment to"},{"startTime":840.083,"endTime":843.323,"body":"impress the whole family, but"},{"startTime":840.083,"endTime":843.323,"body":"maybe it's not time for that."},{"startTime":843.363,"endTime":845.943,"body":"On, on any occasion,"},{"startTime":843.363,"endTime":845.943,"body":"when you walk up to a"},{"startTime":845.943,"endTime":847.413,"body":"door, how can I help?"},{"startTime":847.533,"endTime":849.063,"body":"How can I serve"},{"startTime":847.533,"endTime":849.063,"body":"this person today?"},{"startTime":849.603,"endTime":850.983,"body":"No matter how"},{"startTime":849.603,"endTime":850.983,"body":"small that might be"},{"startTime":851.128,"endTime":851.398,"body":"great."},{"startTime":851.828,"endTime":852.698,"body":"One of the things I want to."},{"startTime":853.028,"endTime":856.658,"body":"Get your thoughts on Chad"},{"startTime":853.028,"endTime":856.658,"body":"is I've had a good amount of"},{"startTime":856.658,"endTime":858.968,"body":"success with the attorneys."},{"startTime":858.998,"endTime":862.388,"body":"Just sent two referrals"},{"startTime":858.998,"endTime":862.388,"body":"for estate plans this"},{"startTime":862.388,"endTime":863.888,"body":"past week to one."},{"startTime":864.218,"endTime":864.798,"body":"Good for you, man."},{"startTime":864.798,"endTime":869.078,"body":"Impressed, I got another meeting"},{"startTime":864.798,"endTime":869.078,"body":"with an attorney tomorrow,"},{"startTime":869.228,"endTime":872.258,"body":"so that's, I think that's"},{"startTime":869.228,"endTime":872.258,"body":"seven in the last two weeks."},{"startTime":872.288,"endTime":873.404,"body":"They're going very well."},{"startTime":873.794,"endTime":874.364,"body":"Yeah."},{"startTime":874.514,"endTime":878.414,"body":"So that I'm starting to connect"},{"startTime":874.514,"endTime":878.414,"body":"more into the market, which is"},{"startTime":878.414,"endTime":879.524,"body":"where I want to eventually be."},{"startTime":880.071,"endTime":882.741,"body":"In a year, I just would like to"},{"startTime":880.071,"endTime":882.741,"body":"generate the business from that."},{"startTime":883.221,"endTime":886.773,"body":"The phone calls where it"},{"startTime":883.221,"endTime":886.773,"body":"is just become a grind."},{"startTime":887.043,"endTime":889.023,"body":"The last two days, I"},{"startTime":887.043,"endTime":889.023,"body":"don't want to do it."},{"startTime":889.413,"endTime":891.663,"body":"Part of it is having the"},{"startTime":889.413,"endTime":891.663,"body":"pastoral world where I know"},{"startTime":891.663,"endTime":893.133,"body":"where I'm coming in with a call."},{"startTime":893.193,"endTime":894.303,"body":"I know that world."},{"startTime":894.453,"endTime":897.723,"body":"So there's a little bit of"},{"startTime":894.453,"endTime":897.723,"body":"some resistance on that part."},{"startTime":898.263,"endTime":901.653,"body":"I've had some success, but it's"},{"startTime":898.263,"endTime":901.653,"body":"just getting harder and harder"},{"startTime":901.653,"endTime":902.943,"body":"to make those phone calls."},{"startTime":902.943,"endTime":904.133,"body":"I'm forcing myself to do it."},{"startTime":904.365,"endTime":904.725,"body":"I'm sure."},{"startTime":904.725,"endTime":906.195,"body":"You've had a lot"},{"startTime":904.725,"endTime":906.195,"body":"of people there."},{"startTime":906.195,"endTime":907.905,"body":"That's probably my biggest"},{"startTime":906.195,"endTime":907.905,"body":"challenge right now."},{"startTime":907.905,"endTime":908.925,"body":"It's just making the calls."},{"startTime":908.925,"endTime":911.715,"body":"Cause that tees me up and gives"},{"startTime":908.925,"endTime":911.715,"body":"me a reason to call attorneys,"},{"startTime":911.88,"endTime":912.949,"body":"and have those meetings."},{"startTime":912.949,"endTime":915.679,"body":"So that's my biggest challenge"},{"startTime":912.949,"endTime":915.679,"body":"right now, in addition"},{"startTime":915.679,"endTime":918.919,"body":"to I've had two attorneys"},{"startTime":915.679,"endTime":918.919,"body":"ask me to send them a one"},{"startTime":918.919,"endTime":922.189,"body":"pager that they can send to"},{"startTime":918.919,"endTime":922.189,"body":"their office, their firm."},{"startTime":922.699,"endTime":924.979,"body":"And so I'm trying to create"},{"startTime":922.699,"endTime":924.979,"body":"something like that, but"},{"startTime":924.979,"endTime":926.723,"body":"if you have any one-pagers."},{"startTime":927.16,"endTime":930.34,"body":"Or it's got something that's"},{"startTime":927.16,"endTime":930.34,"body":"clearly articulated that other"},{"startTime":930.37,"endTime":933.1,"body":"attorneys can send via email."},{"startTime":933.43,"endTime":936.19,"body":"I'd love to hear if anybody has"},{"startTime":933.43,"endTime":936.19,"body":"something like that sounds like"},{"startTime":936.19,"endTime":938.56,"body":"a red thread kind of document."},{"startTime":939.076,"endTime":939.706,"body":"Look at Jen,"},{"startTime":940.1,"endTime":942.02,"body":"you put your red thread"},{"startTime":940.1,"endTime":942.02,"body":"into this call, Jen."},{"startTime":942.841,"endTime":943.231,"body":"I know."},{"startTime":943.241,"endTime":946.021,"body":"So one of the things I w"},{"startTime":943.241,"endTime":946.021,"body":"I want to develop for you"},{"startTime":946.021,"endTime":948.511,"body":"guys is proven marketing"},{"startTime":946.021,"endTime":948.511,"body":"pieces and there's things"},{"startTime":948.511,"endTime":950.895,"body":"that  we're testing through"},{"startTime":948.511,"endTime":950.895,"body":"some of our members that I"},{"startTime":950.895,"endTime":952.085,"body":"haven't put out there yet."},{"startTime":952.105,"endTime":955.816,"body":"One of the, so the flyers that"},{"startTime":952.105,"endTime":955.816,"body":"all the leads offers, are you"},{"startTime":955.816,"endTime":956.786,"body":"an all the leads subscriber?"},{"startTime":957.106,"endTime":958.096,"body":"Yeah, I'm sending letters."},{"startTime":958.096,"endTime":961.286,"body":"So the 90 day campaign, the"},{"startTime":958.096,"endTime":961.286,"body":"call follows up from that."},{"startTime":961.507,"endTime":964.327,"body":"If you call their support"},{"startTime":961.507,"endTime":964.327,"body":"line, ask them for some"},{"startTime":964.327,"endTime":967.239,"body":"examples of stuff that was"},{"startTime":964.327,"endTime":967.239,"body":"designed for other members."},{"startTime":967.302,"endTime":970.392,"body":"There's only a couple of"},{"startTime":967.302,"endTime":970.392,"body":"samples of those flyers, but"},{"startTime":970.452,"endTime":972.222,"body":"we've literally done thousands."},{"startTime":972.26,"endTime":974.64,"body":"Say, you know, show me the"},{"startTime":972.26,"endTime":974.64,"body":"ones that get repeat orders,"},{"startTime":974.7,"endTime":975.6,"body":"which means they work."},{"startTime":975.795,"endTime":979.688,"body":"But we've found those tri-fold"},{"startTime":975.795,"endTime":979.688,"body":"brochures that we use w very"},{"startTime":979.688,"endTime":982.928,"body":"effective and like attorneys,"},{"startTime":979.688,"endTime":982.928,"body":"it gave you a great reason to"},{"startTime":982.928,"endTime":984.638,"body":"go back to the office as well."},{"startTime":984.863,"endTime":989.093,"body":"So on the first lady that I"},{"startTime":984.863,"endTime":989.093,"body":"coached that did this, she"},{"startTime":989.093,"endTime":992.213,"body":"actually was so bold that she"},{"startTime":989.093,"endTime":992.213,"body":"just went to staples and bought"},{"startTime":992.213,"endTime":995.523,"body":"the little plexiglass containers"},{"startTime":992.213,"endTime":995.523,"body":"and she would walk in with"},{"startTime":995.523,"endTime":997.703,"body":"her handbag and just set it"},{"startTime":995.523,"endTime":997.703,"body":"right up on the counter and be"},{"startTime":997.703,"endTime":999.433,"body":"like, I'm a probate specialist."},{"startTime":999.433,"endTime":1000.753,"body":"I help families going"},{"startTime":999.433,"endTime":1000.753,"body":"through probate."},{"startTime":1000.753,"endTime":1003.366,"body":"We pick up where you guys"},{"startTime":1000.753,"endTime":1003.366,"body":"leave off, brought these by."},{"startTime":1003.366,"endTime":1004.776,"body":"I just want to introduce myself."},{"startTime":1005.226,"endTime":1006.906,"body":"And they started calling"},{"startTime":1005.226,"endTime":1006.906,"body":"me like, Hey, we're"},{"startTime":1006.906,"endTime":1007.716,"body":"out of those brochures."},{"startTime":1007.716,"endTime":1008.706,"body":"Can you bring more buy?"},{"startTime":1009.156,"endTime":1012.846,"body":"So it also gives you a really"},{"startTime":1009.156,"endTime":1012.846,"body":"good reason to keep that,"},{"startTime":1012.846,"endTime":1015.996,"body":"to, to maintain familiarity"},{"startTime":1012.846,"endTime":1015.996,"body":"by showing up in the office."},{"startTime":1016.021,"endTime":1018.391,"body":"Every two weeks just"},{"startTime":1016.021,"endTime":1018.391,"body":"drop by and say hello."},{"startTime":1018.395,"endTime":1020.285,"body":"And another, a girl"},{"startTime":1018.395,"endTime":1020.285,"body":"out of Richmond that I"},{"startTime":1020.285,"endTime":1022.055,"body":"coached who was fantastic."},{"startTime":1022.35,"endTime":1025.097,"body":"She actually would do it was"},{"startTime":1022.35,"endTime":1025.097,"body":"she'd change it up, kind of"},{"startTime":1025.097,"endTime":1028.001,"body":"like a Brian Buffini dropped by,"},{"startTime":1025.097,"endTime":1028.001,"body":"you know, drop by with cookies,"},{"startTime":1028.001,"endTime":1030.641,"body":"dropped by with a pumpkin"},{"startTime":1028.001,"endTime":1030.641,"body":"drop by with an Easter Lily,"},{"startTime":1030.671,"endTime":1034.001,"body":"things like that in addition"},{"startTime":1030.671,"endTime":1034.001,"body":"to refreshing the flyer."},{"startTime":1034.001,"endTime":1037.315,"body":"So take a look at the"},{"startTime":1034.001,"endTime":1037.315,"body":"tri-fold brochure samples."},{"startTime":1037.645,"endTime":1040.818,"body":"And they, I think there's a"},{"startTime":1037.645,"endTime":1040.818,"body":"PDF of maybe a couple dozen of"},{"startTime":1040.818,"endTime":1043.561,"body":"them that you can choose from,"},{"startTime":1040.818,"endTime":1043.561,"body":"but it can be fully customized."},{"startTime":1043.561,"endTime":1045.481,"body":"They can print it for you,"},{"startTime":1043.561,"endTime":1045.481,"body":"ship them right to you."},{"startTime":1045.603,"endTime":1047.891,"body":"And it's really affordable,"},{"startTime":1045.603,"endTime":1047.891,"body":"but those have worked really"},{"startTime":1047.891,"endTime":1048.881,"body":"well with the attorneys."},{"startTime":1049.001,"endTime":1051.311,"body":"And it's just kind of a"},{"startTime":1049.001,"endTime":1051.311,"body":"bullet point of services."},{"startTime":1051.731,"endTime":1053.801,"body":"There's a little bit of an"},{"startTime":1051.731,"endTime":1053.801,"body":"about section with a bullet"},{"startTime":1053.801,"endTime":1057.521,"body":"point of services and it shows"},{"startTime":1053.801,"endTime":1057.521,"body":"them that you're not competing."},{"startTime":1057.521,"endTime":1059.501,"body":"You're complimenting"},{"startTime":1057.521,"endTime":1059.501,"body":"their, what they're doing."},{"startTime":1059.646,"endTime":1061.326,"body":"I've got a question"},{"startTime":1059.646,"endTime":1061.326,"body":"for Jonathan."},{"startTime":1061.656,"endTime":1062.226,"body":"Yeah, go ahead."},{"startTime":1062.556,"endTime":1064.896,"body":"So Jonathan, I've had"},{"startTime":1062.556,"endTime":1064.896,"body":"some success working"},{"startTime":1064.896,"endTime":1066.773,"body":"with attorneys as well."},{"startTime":1066.773,"endTime":1069.078,"body":"So I've gotten one"},{"startTime":1066.773,"endTime":1069.078,"body":"referral so far."},{"startTime":1069.078,"endTime":1071.788,"body":"I've I would love to go"},{"startTime":1069.078,"endTime":1071.788,"body":"out and bring in more"},{"startTime":1071.788,"endTime":1074.578,"body":"attorneys into the fold, so"},{"startTime":1071.788,"endTime":1074.578,"body":"to speak as you have done."},{"startTime":1074.743,"endTime":1076.943,"body":"You said you, you brought"},{"startTime":1074.743,"endTime":1076.943,"body":"a couple of referrals"},{"startTime":1076.943,"endTime":1077.933,"body":"to one attorney."},{"startTime":1077.933,"endTime":1078.683,"body":"Is that what happened?"},{"startTime":1079.013,"endTime":1079.253,"body":"Yeah."},{"startTime":1079.253,"endTime":1081.893,"body":"So this is really uh,"},{"startTime":1079.253,"endTime":1081.893,"body":"um, hat tip to Chad."},{"startTime":1081.893,"endTime":1085.846,"body":"I think here you articulated a"},{"startTime":1081.893,"endTime":1085.846,"body":"couple of weeks ago, just that"},{"startTime":1085.927,"endTime":1089.257,"body":"you don't want to have a single"},{"startTime":1085.927,"endTime":1089.257,"body":"moment where you can't monetize"},{"startTime":1089.257,"endTime":1091.057,"body":"a certain moment, right?"},{"startTime":1091.057,"endTime":1091.927,"body":"In real estate."},{"startTime":1092.407,"endTime":1095.467,"body":"So framing it as a real"},{"startTime":1092.407,"endTime":1095.467,"body":"estate professional, where"},{"startTime":1095.467,"endTime":1097.627,"body":"you have multiple creative"},{"startTime":1095.467,"endTime":1097.627,"body":"solutions, I've used your"},{"startTime":1097.627,"endTime":1098.767,"body":"mind map multiple times."},{"startTime":1099.524,"endTime":1100.904,"body":"I've trained other people on it."},{"startTime":1100.974,"endTime":1103.404,"body":"When I first got"},{"startTime":1100.974,"endTime":1103.404,"body":"started, I was brand new."},{"startTime":1103.434,"endTime":1106.372,"body":"I was part-time transitioned"},{"startTime":1103.434,"endTime":1106.372,"body":"full-time you kind of"},{"startTime":1106.372,"endTime":1107.452,"body":"helped me in that mindset."},{"startTime":1107.452,"endTime":1109.222,"body":"And then the team I'm"},{"startTime":1107.452,"endTime":1109.222,"body":"with that's how we roll."},{"startTime":1109.222,"endTime":1111.879,"body":"It's just, it's not, your"},{"startTime":1109.222,"endTime":1111.879,"body":"typical listings, it's all kind"},{"startTime":1111.879,"endTime":1114.279,"body":"of creative stuff, which in the"},{"startTime":1111.879,"endTime":1114.279,"body":"beginning made my head HeadSpin"},{"startTime":1114.279,"endTime":1115.509,"body":"scared the crap out of me."},{"startTime":1115.686,"endTime":1117.975,"body":"I mean, I, I was terrified, but."},{"startTime":1120.785,"endTime":1121.265,"body":"Oh, it was crazy."},{"startTime":1121.265,"endTime":1122.532,"body":"It was, It was crazy."},{"startTime":1122.756,"endTime":1124.326,"body":"I'll tell you about"},{"startTime":1122.756,"endTime":1124.326,"body":"the nightmare."},{"startTime":1124.326,"endTime":1127.146,"body":"Lease with option that I"},{"startTime":1124.326,"endTime":1127.146,"body":"had to go through that."},{"startTime":1127.476,"endTime":1128.346,"body":"Oh my goodness."},{"startTime":1128.376,"endTime":1129.306,"body":"But we got through it."},{"startTime":1129.306,"endTime":1132.253,"body":"It was a massive tuition paid,"},{"startTime":1129.306,"endTime":1132.253,"body":"but I think what started to"},{"startTime":1132.253,"endTime":1135.793,"body":"happen is when I'm, I've had"},{"startTime":1132.253,"endTime":1135.793,"body":"so much success recently just"},{"startTime":1135.793,"endTime":1139.333,"body":"talking normal non-probate"},{"startTime":1135.793,"endTime":1139.333,"body":"clients doing what Chad said,"},{"startTime":1139.453,"endTime":1142.243,"body":"Hey, call them, ask them,"},{"startTime":1139.453,"endTime":1142.243,"body":"Hey, I'm working with a lot"},{"startTime":1142.243,"endTime":1144.763,"body":"of probate clients, really"},{"startTime":1142.243,"endTime":1144.763,"body":"talking to a lot of people."},{"startTime":1144.763,"endTime":1147.133,"body":"They don't have a, will let"},{"startTime":1144.763,"endTime":1147.133,"body":"alone a trust or an estate plan."},{"startTime":1147.463,"endTime":1148.963,"body":"Is that something that"},{"startTime":1147.463,"endTime":1148.963,"body":"you've even thought about"},{"startTime":1148.963,"endTime":1150.088,"body":"and most people would say no."},{"startTime":1150.388,"endTime":1153.088,"body":"So I'm setting up attorneys"},{"startTime":1150.388,"endTime":1153.088,"body":"with some real high net"},{"startTime":1153.088,"endTime":1155.818,"body":"worth individuals that"},{"startTime":1153.088,"endTime":1155.818,"body":"they just haven't done it."},{"startTime":1156.023,"endTime":1158.423,"body":"And so the one attorney"},{"startTime":1156.023,"endTime":1158.423,"body":"that I've done, I brought"},{"startTime":1158.423,"endTime":1159.473,"body":"them on the podcast."},{"startTime":1159.473,"endTime":1163.133,"body":"I've sent him four referrals"},{"startTime":1159.473,"endTime":1163.133,"body":"in two weeks, and then now"},{"startTime":1163.133,"endTime":1164.333,"body":"I've sent so many to him."},{"startTime":1164.363,"endTime":1166.193,"body":"I've got to start sharing"},{"startTime":1164.363,"endTime":1166.193,"body":"the wealth with the other."},{"startTime":1166.733,"endTime":1169.763,"body":"I'm not necessarily a tit for"},{"startTime":1166.733,"endTime":1169.763,"body":"tat I think at the end of the"},{"startTime":1169.763,"endTime":1174.983,"body":"day, if I just provide 51% value"},{"startTime":1169.763,"endTime":1174.983,"body":"and have 49% return, I'm happy."},{"startTime":1175.718,"endTime":1179.498,"body":"But I'm also trying to find"},{"startTime":1175.718,"endTime":1179.498,"body":"partners that eventually I"},{"startTime":1179.498,"endTime":1183.458,"body":"can, zero-cost my marketing"},{"startTime":1179.498,"endTime":1183.458,"body":"have even them paying."},{"startTime":1183.458,"endTime":1186.148,"body":"And I want to figure out how"},{"startTime":1183.458,"endTime":1186.148,"body":"to monetize the different"},{"startTime":1186.148,"endTime":1188.548,"body":"ways, but I've got to earn"},{"startTime":1186.148,"endTime":1188.548,"body":"the right by essentially"},{"startTime":1188.548,"endTime":1189.448,"body":"feeding them business."},{"startTime":1189.448,"endTime":1192.358,"body":"I don't want to be the guy"},{"startTime":1189.448,"endTime":1192.358,"body":"just to say, Hey, we can pick"},{"startTime":1192.358,"endTime":1194.128,"body":"up where you leave off only."},{"startTime":1194.333,"endTime":1197.273,"body":"And so much of that is dependent"},{"startTime":1194.333,"endTime":1197.273,"body":"on me making the calls."},{"startTime":1197.273,"endTime":1198.473,"body":"I'm bringing in another guy."},{"startTime":1198.473,"endTime":1199.793,"body":"Who's also a pastor."},{"startTime":1200.033,"endTime":1201.983,"body":"He's going to be helping"},{"startTime":1200.033,"endTime":1201.983,"body":"me on making the calls"},{"startTime":1201.983,"endTime":1202.853,"body":"so that now I'm free."},{"startTime":1203.866,"endTime":1206.266,"body":"To go really kind of network"},{"startTime":1203.866,"endTime":1206.266,"body":"more with the attorneys"},{"startTime":1206.296,"endTime":1208.936,"body":"and I was going to leverage"},{"startTime":1206.296,"endTime":1208.936,"body":"it and build it, build"},{"startTime":1208.966,"endTime":1211.366,"body":"bigger, but that's all I've"},{"startTime":1208.966,"endTime":1211.366,"body":"done with the attorneys."},{"startTime":1211.366,"endTime":1212.686,"body":"It's the probate piece."},{"startTime":1213.016,"endTime":1215.506,"body":"It's the talking with"},{"startTime":1213.016,"endTime":1215.506,"body":"clients and probably going"},{"startTime":1215.506,"endTime":1218.476,"body":"on one appointment a day"},{"startTime":1215.506,"endTime":1218.476,"body":"that don't have a trust."},{"startTime":1218.476,"endTime":1220.066,"body":"So I'm setting"},{"startTime":1218.476,"endTime":1220.066,"body":"attorneys up with that."},{"startTime":1220.456,"endTime":1222.886,"body":"And then the probate leads and"},{"startTime":1220.456,"endTime":1222.886,"body":"I'm calling in the mornings."},{"startTime":1223.336,"endTime":1224.176,"body":"I'm trying to do it there."},{"startTime":1224.176,"endTime":1226.546,"body":"It's just a lot harder pool"},{"startTime":1224.176,"endTime":1226.546,"body":"and it requires a lot more"},{"startTime":1226.546,"endTime":1228.046,"body":"phone calls and touch points."},{"startTime":1228.256,"endTime":1230.316,"body":"Eventually we'll get there, but"},{"startTime":1228.256,"endTime":1230.316,"body":"that's all I'm doing right now."},{"startTime":1230.506,"endTime":1230.746,"body":"Okay."},{"startTime":1230.746,"endTime":1233.266,"body":"So that sounded really"},{"startTime":1230.746,"endTime":1233.266,"body":"interesting, but I want"},{"startTime":1233.266,"endTime":1235.936,"body":"to, I want some more detail"},{"startTime":1233.266,"endTime":1235.936,"body":"there on part of that."},{"startTime":1236.266,"endTime":1238.276,"body":"You're getting leads"},{"startTime":1236.266,"endTime":1238.276,"body":"for the attorneys."},{"startTime":1238.486,"endTime":1240.331,"body":"It sounds like you're"},{"startTime":1238.486,"endTime":1240.331,"body":"doing really well at that."},{"startTime":1240.331,"endTime":1243.001,"body":"You sent four leads to"},{"startTime":1240.331,"endTime":1243.001,"body":"one particular attorney."},{"startTime":1242.981,"endTime":1245.741,"body":"It doesn't sound like they're,"},{"startTime":1242.981,"endTime":1245.741,"body":"these leads are coming from the"},{"startTime":1245.741,"endTime":1249.131,"body":"phone calls that you're making"},{"startTime":1245.741,"endTime":1249.131,"body":"to the probate leads though."},{"startTime":1249.131,"endTime":1251.081,"body":"They're coming through"},{"startTime":1249.131,"endTime":1251.081,"body":"another method."},{"startTime":1251.081,"endTime":1252.794,"body":"Tell me more about that method."},{"startTime":1252.794,"endTime":1253.724,"body":"How are you getting these."},{"startTime":1254.054,"endTime":1255.314,"body":"How are you setting"},{"startTime":1254.054,"endTime":1255.314,"body":"the appointments?"},{"startTime":1255.314,"endTime":1259.094,"body":"How are you bringing up the"},{"startTime":1255.314,"endTime":1259.094,"body":"issue of estate planning?"},{"startTime":1259.191,"endTime":1262.251,"body":"How does that all develop"},{"startTime":1259.191,"endTime":1262.251,"body":"so two of the four have"},{"startTime":1262.251,"endTime":1264.261,"body":"come from the probate calls."},{"startTime":1264.591,"endTime":1264.801,"body":"Yeah."},{"startTime":1264.831,"endTime":1268.071,"body":"The other two have come"},{"startTime":1264.831,"endTime":1268.071,"body":"through just appointments"},{"startTime":1268.071,"endTime":1271.011,"body":"that I've generated more"},{"startTime":1268.071,"endTime":1271.011,"body":"on the non probate, real"},{"startTime":1271.011,"endTime":1272.241,"body":"estate side of the business."},{"startTime":1272.241,"endTime":1274.971,"body":"So these is just your"},{"startTime":1272.241,"endTime":1274.971,"body":"normal non probate clients"},{"startTime":1274.971,"endTime":1275.601,"body":"that are looking to sell."},{"startTime":1276.104,"endTime":1278.744,"body":"And so that, and then just my"},{"startTime":1276.104,"endTime":1278.744,"body":"sphere that I'm calling through,"},{"startTime":1278.744,"endTime":1282.044,"body":"just staying in touch with, I"},{"startTime":1278.744,"endTime":1282.044,"body":"heard Chad say this, I don't"},{"startTime":1282.044,"endTime":1283.184,"body":"know, a couple of weeks ago."},{"startTime":1283.634,"endTime":1286.664,"body":"And it's just now a normal"},{"startTime":1283.634,"endTime":1286.664,"body":"part of a conversation for me."},{"startTime":1287.114,"endTime":1288.764,"body":"Hey, I'm serving a lot"},{"startTime":1287.114,"endTime":1288.764,"body":"of clients in probate."},{"startTime":1288.764,"endTime":1290.034,"body":"A lot of them don't"},{"startTime":1288.764,"endTime":1290.034,"body":"have estate plans."},{"startTime":1290.054,"endTime":1290.894,"body":"Do you have one?"},{"startTime":1291.344,"endTime":1294.584,"body":"And it's just become a"},{"startTime":1291.344,"endTime":1294.584,"body":"more normal piece of my"},{"startTime":1294.914,"endTime":1297.134,"body":"conversation, all with"},{"startTime":1294.914,"endTime":1297.134,"body":"an intent to help people."},{"startTime":1297.524,"endTime":1299.504,"body":"So that's just gone really well."},{"startTime":1299.504,"endTime":1300.884,"body":"It never was talking"},{"startTime":1299.504,"endTime":1300.884,"body":"about it before."},{"startTime":1301.214,"endTime":1303.898,"body":"Now it is, and it's bringing"},{"startTime":1301.214,"endTime":1303.898,"body":"up a lot more conversations."},{"startTime":1304.107,"endTime":1304.917,"body":"That's great, man."},{"startTime":1304.977,"endTime":1307.407,"body":"So Ronald, how many people do"},{"startTime":1304.977,"endTime":1307.407,"body":"you know with a net worth of"},{"startTime":1307.407,"endTime":1308.427,"body":"a hundred thousand or more?"},{"startTime":1308.757,"endTime":1309.267,"body":"A lot."},{"startTime":1309.597,"endTime":1313.707,"body":"5% of Americans have a living"},{"startTime":1309.597,"endTime":1313.707,"body":"trust, which assumptively,"},{"startTime":1313.707,"endTime":1315.327,"body":"there's a 95% chance."},{"startTime":1315.327,"endTime":1317.247,"body":"Those people do not"},{"startTime":1315.327,"endTime":1317.247,"body":"have a proper end of"},{"startTime":1317.247,"endTime":1318.327,"body":"life plan in place."},{"startTime":1318.657,"endTime":1320.997,"body":"And the way I started to look"},{"startTime":1318.657,"endTime":1320.997,"body":"at that after seeing enough"},{"startTime":1320.997,"endTime":1324.457,"body":"people go through, it was, I"},{"startTime":1320.997,"endTime":1324.457,"body":"feel compelled to make that"},{"startTime":1324.457,"endTime":1326.379,"body":"difference, because I've seen."},{"startTime":1326.874,"endTime":1329.424,"body":"The other on the other side"},{"startTime":1326.874,"endTime":1329.424,"body":"of the curtain, I've seen"},{"startTime":1329.424,"endTime":1330.384,"body":"what they're headed for."},{"startTime":1330.894,"endTime":1333.084,"body":"And even though they're,"},{"startTime":1330.894,"endTime":1333.084,"body":"they might not be aware"},{"startTime":1333.084,"endTime":1333.894,"body":"of that right now."},{"startTime":1333.894,"endTime":1336.29,"body":"And probably not until"},{"startTime":1333.894,"endTime":1336.29,"body":"they're their last moments"},{"startTime":1336.29,"endTime":1337.22,"body":"when it's too late."},{"startTime":1337.212,"endTime":1339.64,"body":"Some of the, the more"},{"startTime":1337.212,"endTime":1339.64,"body":"I've talked to the high"},{"startTime":1339.64,"endTime":1343.64,"body":"end Trust attorneys who"},{"startTime":1339.64,"endTime":1343.64,"body":"actually established trust"},{"startTime":1343.7,"endTime":1345.2,"body":"literally in hospice care."},{"startTime":1345.35,"endTime":1346.94,"body":"And it's a very common thing."},{"startTime":1346.94,"endTime":1348.74,"body":"They have a whole division"},{"startTime":1346.94,"endTime":1348.74,"body":"of their business."},{"startTime":1348.74,"endTime":1351.62,"body":"That's twenty four seven,"},{"startTime":1348.74,"endTime":1351.62,"body":"the phone, if the phone rings"},{"startTime":1351.62,"endTime":1354.41,"body":"it's answered on the first or"},{"startTime":1351.62,"endTime":1354.41,"body":"second ring and they will get"},{"startTime":1354.41,"endTime":1357.35,"body":"up in the middle of the night,"},{"startTime":1354.41,"endTime":1357.35,"body":"whoever's on call and they'll go"},{"startTime":1357.35,"endTime":1360.74,"body":"right there and draft the trust"},{"startTime":1357.35,"endTime":1360.74,"body":"agreement and in the hospice and"},{"startTime":1360.74,"endTime":1362.72,"body":"hospitals and trauma situations."},{"startTime":1362.885,"endTime":1366.25,"body":"It's people, oftentimes they"},{"startTime":1362.885,"endTime":1366.25,"body":"know that it's something"},{"startTime":1366.248,"endTime":1369.951,"body":"sometimes even the higher net"},{"startTime":1366.248,"endTime":1369.951,"body":"worth people, they usually"},{"startTime":1369.951,"endTime":1372.381,"body":"know what they need to do, but"},{"startTime":1369.951,"endTime":1372.381,"body":"they're still not doing it."},{"startTime":1372.417,"endTime":1373.827,"body":"It's just not a priority."},{"startTime":1374.217,"endTime":1377.607,"body":"So if you can just connect with"},{"startTime":1374.217,"endTime":1377.607,"body":"those people, you already know."},{"startTime":1377.667,"endTime":1379.917,"body":"And pretty much anyone with"},{"startTime":1377.667,"endTime":1379.917,"body":"more than a hundred grand"},{"startTime":1379.917,"endTime":1382.647,"body":"will spend less on a trust"},{"startTime":1379.917,"endTime":1382.647,"body":"than they will on probate."},{"startTime":1382.801,"endTime":1385.931,"body":"And that's why I chose that net"},{"startTime":1382.801,"endTime":1385.931,"body":"worth level, which is probably"},{"startTime":1385.931,"endTime":1388.065,"body":"a lot of the people, like most"},{"startTime":1385.931,"endTime":1388.065,"body":"of the people we associate."},{"startTime":1388.169,"endTime":1391.789,"body":"So just enter that conversation"},{"startTime":1388.169,"endTime":1391.789,"body":"and show them, listen I've"},{"startTime":1391.789,"endTime":1393.559,"body":"watched a lot of people"},{"startTime":1391.789,"endTime":1393.559,"body":"struggle through this."},{"startTime":1393.608,"endTime":1394.838,"body":"And let me ask you this first."},{"startTime":1394.838,"endTime":1396.578,"body":"Do you have a living trust?"},{"startTime":1396.578,"endTime":1398.168,"body":"Do you have your"},{"startTime":1396.578,"endTime":1398.168,"body":"estate plan in place?"},{"startTime":1398.313,"endTime":1398.463,"body":"No."},{"startTime":1398.463,"endTime":1399.813,"body":"I'm asking you personally."},{"startTime":1399.813,"endTime":1400.413,"body":"Yes I do."},{"startTime":1400.443,"endTime":1400.713,"body":"Yes."},{"startTime":1400.713,"endTime":1401.133,"body":"Yes."},{"startTime":1401.413,"endTime":1401.733,"body":"Okay."},{"startTime":1401.898,"endTime":1405.085,"body":"so you're, leading by example"},{"startTime":1401.898,"endTime":1405.085,"body":"and you could start that"},{"startTime":1405.085,"endTime":1408.065,"body":"conversation by saying, listen,"},{"startTime":1405.085,"endTime":1408.065,"body":"2020 really gave me a chance"},{"startTime":1408.065,"endTime":1411.272,"body":"to think about the thing that"},{"startTime":1408.065,"endTime":1411.272,"body":"I could do to serve everyone"},{"startTime":1411.272,"endTime":1414.562,"body":"at a higher level and helping"},{"startTime":1411.272,"endTime":1414.562,"body":"so many families and probate"},{"startTime":1414.582,"endTime":1415.442,"body":"really made me realize."},{"startTime":1415.851,"endTime":1418.641,"body":"Thank God I have my estate"},{"startTime":1415.851,"endTime":1418.641,"body":"plan set up, but most people"},{"startTime":1418.641,"endTime":1421.761,"body":"don't and most people have  the"},{"startTime":1418.641,"endTime":1421.761,"body":"misconception that having a"},{"startTime":1421.761,"endTime":1424.791,"body":"will is having an estate plan"},{"startTime":1421.761,"endTime":1424.791,"body":"and that's simply not true."},{"startTime":1424.821,"endTime":1427.09,"body":"Having a will still"},{"startTime":1424.821,"endTime":1427.09,"body":"cost you five to 8% of"},{"startTime":1427.09,"endTime":1428.32,"body":"your total estate value."},{"startTime":1428.597,"endTime":1429.227,"body":"Well, What do you mean?"},{"startTime":1429.256,"endTime":1431.67,"body":"It's called probate and"},{"startTime":1429.256,"endTime":1431.67,"body":"that's something that I,"},{"startTime":1431.729,"endTime":1434.399,"body":"unfortunately I help folks"},{"startTime":1431.729,"endTime":1434.399,"body":"through because they need help."},{"startTime":1434.399,"endTime":1435.959,"body":"It's complicated,"},{"startTime":1434.399,"endTime":1435.959,"body":"it's expensive."},{"startTime":1435.959,"endTime":1437.099,"body":"It's drawn out."},{"startTime":1437.549,"endTime":1441.119,"body":"But if I could give you a"},{"startTime":1437.549,"endTime":1441.119,"body":"free meeting with my legal"},{"startTime":1441.119,"endTime":1443.909,"body":"team, that's an hour with"},{"startTime":1441.119,"endTime":1443.909,"body":"an estate planning attorney."},{"startTime":1444.141,"endTime":1447.111,"body":"Understand what the options are"},{"startTime":1444.141,"endTime":1447.111,"body":"like maybe for you, a living"},{"startTime":1447.111,"endTime":1448.558,"body":"trust as the right option."},{"startTime":1448.588,"endTime":1451.408,"body":"Maybe not, maybe just"},{"startTime":1448.588,"endTime":1451.408,"body":"properly titling assets,"},{"startTime":1451.408,"endTime":1452.698,"body":"so they transfer on death."},{"startTime":1453.118,"endTime":1455.518,"body":"But if I can give you a free"},{"startTime":1453.118,"endTime":1455.518,"body":"hour with my legal team, can"},{"startTime":1455.518,"endTime":1458.218,"body":"you please take it and do what's"},{"startTime":1455.518,"endTime":1458.218,"body":"best for you and your family?"},{"startTime":1458.363,"endTime":1460.913,"body":"And that's how you can"},{"startTime":1458.363,"endTime":1460.913,"body":"cultivate these on these"},{"startTime":1460.913,"endTime":1462.173,"body":"are a plus referrals."},{"startTime":1462.173,"endTime":1464.813,"body":"These attorneys have"},{"startTime":1462.173,"endTime":1464.813,"body":"anti solicitation laws."},{"startTime":1464.813,"endTime":1466.613,"body":"They can't go market"},{"startTime":1464.813,"endTime":1466.613,"body":"for this business."},{"startTime":1466.943,"endTime":1468.923,"body":"There's a reason you don't"},{"startTime":1466.943,"endTime":1468.923,"body":"hear it on the radio."},{"startTime":1468.923,"endTime":1470.633,"body":"You don't see it in"},{"startTime":1468.923,"endTime":1470.633,"body":"bill on billboards."},{"startTime":1470.843,"endTime":1472.193,"body":"They don't direct mail market."},{"startTime":1472.253,"endTime":1475.013,"body":"They can't, they are at"},{"startTime":1472.253,"endTime":1475.013,"body":"the mercy of referrals."},{"startTime":1475.463,"endTime":1478.073,"body":"And if we can become the"},{"startTime":1475.463,"endTime":1478.073,"body":"referral source for them, yes."},{"startTime":1478.238,"endTime":1481.158,"body":"The principle of"},{"startTime":1478.238,"endTime":1481.158,"body":"reciprocity will never die."},{"startTime":1481.278,"endTime":1484.548,"body":"They feel obligated"},{"startTime":1481.278,"endTime":1484.548,"body":"to return the favor."},{"startTime":1484.728,"endTime":1488.028,"body":"Maybe it's today, maybe"},{"startTime":1484.728,"endTime":1488.028,"body":"it's next month, but it's a"},{"startTime":1488.028,"endTime":1491.324,"body":"really good way to, to earn"},{"startTime":1488.028,"endTime":1491.324,"body":"those attorney relationships"},{"startTime":1491.384,"endTime":1494.774,"body":"and everyone on this call"},{"startTime":1491.384,"endTime":1494.774,"body":"has somebody they can do."},{"startTime":1494.774,"endTime":1497.864,"body":"And if you don't have an"},{"startTime":1494.774,"endTime":1497.864,"body":"estate plan yourself, if you"},{"startTime":1497.864,"endTime":1500.494,"body":"don't have a living trust"},{"startTime":1497.864,"endTime":1500.494,"body":"and you're on this call, Go"},{"startTime":1500.494,"endTime":1502.834,"body":"get one, because if I have"},{"startTime":1500.494,"endTime":1502.834,"body":"my say about it, you're going"},{"startTime":1502.834,"endTime":1505.234,"body":"to be well into seven figures"},{"startTime":1502.834,"endTime":1505.234,"body":"in net worth before you"},{"startTime":1505.234,"endTime":1506.644,"body":"quit listening to my advice."},{"startTime":1506.751,"endTime":1509.091,"body":"So you're going to need it,"},{"startTime":1506.751,"endTime":1509.091,"body":"just go ahead and preemptively,"},{"startTime":1509.091,"endTime":1512.211,"body":"get that in place, but it's"},{"startTime":1509.091,"endTime":1512.211,"body":"good to show people that you"},{"startTime":1512.211,"endTime":1515.411,"body":"lead by example, listen, the"},{"startTime":1512.211,"endTime":1515.411,"body":"reason I got a living trust"},{"startTime":1515.411,"endTime":1518.531,"body":"was because I saw so many"},{"startTime":1515.411,"endTime":1518.531,"body":"families pay tens of thousands"},{"startTime":1518.531,"endTime":1521.171,"body":"of dollars in probate to be told"},{"startTime":1518.531,"endTime":1521.171,"body":"what to do by the government."},{"startTime":1521.561,"endTime":1524.141,"body":"I sure as hell don't want my"},{"startTime":1521.561,"endTime":1524.141,"body":"heirs to be in that situation."},{"startTime":1524.307,"endTime":1524.637,"body":"No."},{"startTime":1524.666,"endTime":1527.186,"body":"How about you sit down with"},{"startTime":1524.666,"endTime":1527.186,"body":"my attorney, do me a favor,"},{"startTime":1527.216,"endTime":1530.006,"body":"more importantly, yourself,"},{"startTime":1527.216,"endTime":1530.006,"body":"take an hour of his time."},{"startTime":1530.126,"endTime":1534.066,"body":"I'll pick up the bill and you"},{"startTime":1530.126,"endTime":1534.066,"body":"at least know then so reach as"},{"startTime":1534.066,"endTime":1535.356,"body":"many of those people as you can."},{"startTime":1535.356,"endTime":1537.471,"body":"And Jonathan, I'm really glad"},{"startTime":1535.356,"endTime":1537.471,"body":"to hear that that's become a"},{"startTime":1537.471,"endTime":1540.921,"body":"part of your conversation on"},{"startTime":1537.471,"endTime":1540.921,"body":"the probate calls as well as"},{"startTime":1540.921,"endTime":1542.211,"body":"in your sphere of influence."},{"startTime":1542.238,"endTime":1544.638,"body":"Thanks, Chad I thought about it."},{"startTime":1544.638,"endTime":1547.817,"body":"If it, if you didn't do"},{"startTime":1544.638,"endTime":1547.817,"body":"it I spoke this past week."},{"startTime":1548.022,"endTime":1551.776,"body":"I'm selling a CTO of a very"},{"startTime":1548.022,"endTime":1551.776,"body":"well-known company that I'm"},{"startTime":1551.776,"endTime":1554.626,"body":"sure everybody would know"},{"startTime":1551.776,"endTime":1554.626,"body":"if I dropped it, I could"},{"startTime":1554.626,"endTime":1557.926,"body":"not believe this guy's"},{"startTime":1554.626,"endTime":1557.926,"body":"got massive net worth."},{"startTime":1557.986,"endTime":1560.566,"body":"And he asked me if he should"},{"startTime":1557.986,"endTime":1560.566,"body":"sell his house or rent it."},{"startTime":1560.716,"endTime":1562.612,"body":"So I said, I don't know."},{"startTime":1562.612,"endTime":1564.652,"body":"But if you tell me a"},{"startTime":1562.612,"endTime":1564.652,"body":"little bit more about"},{"startTime":1564.652,"endTime":1566.692,"body":"your financial situation"},{"startTime":1564.652,"endTime":1566.692,"body":"and that's appropriate,"},{"startTime":1566.692,"endTime":1568.082,"body":"I could counsel you here."},{"startTime":1568.082,"endTime":1570.512,"body":"So he said, sure, which"},{"startTime":1568.082,"endTime":1570.512,"body":"I have no business doing."},{"startTime":1570.512,"endTime":1574.472,"body":"He makes way more money"},{"startTime":1570.512,"endTime":1574.472,"body":"than I do, but I came at it."},{"startTime":1574.562,"endTime":1576.572,"body":"I want to help you make"},{"startTime":1574.562,"endTime":1576.572,"body":"the best decision for you"},{"startTime":1576.662,"endTime":1577.622,"body":"and in the conversation."},{"startTime":1577.622,"endTime":1580.227,"body":"That's when I asked him, are"},{"startTime":1577.622,"endTime":1580.227,"body":"you, do you have a trust?"},{"startTime":1580.257,"endTime":1580.827,"body":"No, I don't."},{"startTime":1580.877,"endTime":1581.797,"body":"Do you have a no, I don't."},{"startTime":1581.797,"endTime":1583.717,"body":"And I'm sitting here thinking"},{"startTime":1581.797,"endTime":1583.717,"body":"you've gotta be kidding me."},{"startTime":1583.717,"endTime":1585.187,"body":"This guy has so much money."},{"startTime":1585.713,"endTime":1587.393,"body":"But he does not"},{"startTime":1585.713,"endTime":1587.393,"body":"have this set up."},{"startTime":1587.393,"endTime":1588.503,"body":"And so I just did"},{"startTime":1587.393,"endTime":1588.503,"body":"the same thing."},{"startTime":1588.503,"endTime":1591.123,"body":"Let me set you up with"},{"startTime":1588.503,"endTime":1591.123,"body":"a free one-hour consult,"},{"startTime":1591.143,"endTime":1594.229,"body":"he did it, and then I'm"},{"startTime":1591.143,"endTime":1594.229,"body":"following up with him tonight."},{"startTime":1594.229,"endTime":1596.959,"body":"But the same thing happens"},{"startTime":1594.229,"endTime":1596.959,"body":"Chad his crazy this past week."},{"startTime":1597.409,"endTime":1600.079,"body":"This was one of the first"},{"startTime":1597.409,"endTime":1600.079,"body":"attorneys I cold called when"},{"startTime":1600.079,"endTime":1601.399,"body":"I first came on with you guys."},{"startTime":1601.399,"endTime":1604.533,"body":"This is two years ago, and"},{"startTime":1601.399,"endTime":1604.533,"body":"then I didn't do anything"},{"startTime":1604.533,"endTime":1606.903,"body":"with probate up until"},{"startTime":1604.533,"endTime":1606.903,"body":"about two months ago."},{"startTime":1607.783,"endTime":1608.353,"body":"A year."},{"startTime":1608.406,"endTime":1611.573,"body":"I just got a referral from"},{"startTime":1608.406,"endTime":1611.573,"body":"that attorney that I had"},{"startTime":1611.573,"endTime":1615.953,"body":"sent to clients too, had not"},{"startTime":1611.573,"endTime":1615.953,"body":"talked to him in over a year."},{"startTime":1616.313,"endTime":1617.705,"body":"And he just sent me a referral."},{"startTime":1617.732,"endTime":1620.738,"body":"It just was a lesson that if I"},{"startTime":1617.732,"endTime":1620.738,"body":"continue to do this, it's one"},{"startTime":1620.738,"endTime":1624.33,"body":"of those things that it just"},{"startTime":1620.738,"endTime":1624.33,"body":"keeps on giving and uh, just"},{"startTime":1624.33,"endTime":1625.42,"body":"have to earn the right to."},{"startTime":1625.623,"endTime":1625.863,"body":"Yup."},{"startTime":1626.073,"endTime":1627.843,"body":"Definitely that's cultivation."},{"startTime":1628.008,"endTime":1630.258,"body":"And Dana, that's something"},{"startTime":1628.008,"endTime":1630.258,"body":"too, like you're already"},{"startTime":1630.258,"endTime":1632.088,"body":"stepping outside of the"},{"startTime":1630.258,"endTime":1632.088,"body":"box and you're okay."},{"startTime":1632.088,"endTime":1633.918,"body":"Leaving your office"},{"startTime":1632.088,"endTime":1633.918,"body":"to go do those things."},{"startTime":1633.918,"endTime":1636.108,"body":"I want to challenge you to"},{"startTime":1633.918,"endTime":1636.108,"body":"do some of this too, and"},{"startTime":1636.108,"endTime":1639.228,"body":"actually go generate some,"},{"startTime":1636.108,"endTime":1639.228,"body":"cultivate, some referrals,"},{"startTime":1639.678,"endTime":1643.188,"body":"walk into these firms and show"},{"startTime":1639.678,"endTime":1643.188,"body":"them that you're a trusted"},{"startTime":1643.188,"endTime":1644.478,"body":"partner leading with value."},{"startTime":1644.538,"endTime":1645.108,"body":"Here you go."},{"startTime":1645.168,"endTime":1646.698,"body":"This one's ready"},{"startTime":1645.168,"endTime":1646.698,"body":"for a conversation."},{"startTime":1647.028,"endTime":1647.838,"body":"So that's awesome."},{"startTime":1647.868,"endTime":1650.988,"body":"Jonathan, I want to go back"},{"startTime":1647.868,"endTime":1650.988,"body":"and ask a few more questions"},{"startTime":1650.988,"endTime":1652.638,"body":"about your call reluctance."},{"startTime":1652.698,"endTime":1655.601,"body":"And I'll preface this by"},{"startTime":1652.698,"endTime":1655.601,"body":"saying maybe that's okay."},{"startTime":1655.816,"endTime":1659.909,"body":"We oftentimes, if you, and I"},{"startTime":1655.816,"endTime":1659.909,"body":"don't know, as a theologian,"},{"startTime":1659.909,"endTime":1662.819,"body":"you've probably studied"},{"startTime":1659.909,"endTime":1662.819,"body":"Daoism and the Dao de Jing,"},{"startTime":1662.936,"endTime":1665.846,"body":"so you know what letting"},{"startTime":1662.936,"endTime":1665.846,"body":"go means in that context."},{"startTime":1666.47,"endTime":1668.48,"body":"And the more you fight"},{"startTime":1666.47,"endTime":1668.48,"body":"for something, the less"},{"startTime":1668.48,"endTime":1671.48,"body":"likely usually you are to"},{"startTime":1668.48,"endTime":1671.48,"body":"get that, to achieve that."},{"startTime":1671.84,"endTime":1674.93,"body":"And the more you are to want"},{"startTime":1671.84,"endTime":1674.93,"body":"it and the harder you fight."},{"startTime":1674.93,"endTime":1677.96,"body":"So when you're, when we're"},{"startTime":1674.93,"endTime":1677.96,"body":"forcing ourselves to do things"},{"startTime":1677.96,"endTime":1681.451,"body":"we just aren't good at, or"},{"startTime":1677.96,"endTime":1681.451,"body":"just hate to do, as an America,"},{"startTime":1681.481,"endTime":1684.201,"body":"as a culture, Americans"},{"startTime":1681.481,"endTime":1684.201,"body":"have said, God, that's grit."},{"startTime":1684.501,"endTime":1685.371,"body":"That's how you get it."},{"startTime":1685.425,"endTime":1686.565,"body":"Get a good push through it."},{"startTime":1687.015,"endTime":1689.475,"body":"And Jocko Willink might"},{"startTime":1687.015,"endTime":1689.475,"body":"be watching this and"},{"startTime":1689.475,"endTime":1690.435,"body":"will disagree with me."},{"startTime":1690.95,"endTime":1691.16,"body":"Yeah."},{"startTime":1691.154,"endTime":1693.097,"body":"I've worked with a lot"},{"startTime":1691.154,"endTime":1693.097,"body":"of people and grit and"},{"startTime":1693.097,"endTime":1694.717,"body":"willpower only goes so far."},{"startTime":1695.107,"endTime":1697.797,"body":"If you're miserable doing"},{"startTime":1695.107,"endTime":1697.797,"body":"the phone calls, like"},{"startTime":1697.82,"endTime":1699.53,"body":"maybe not doing them now."},{"startTime":1699.53,"endTime":1702.14,"body":"That doesn't mean somebody"},{"startTime":1699.53,"endTime":1702.14,"body":"isn't doing them, but you"},{"startTime":1702.14,"endTime":1703.22,"body":"probably shouldn't be."},{"startTime":1703.263,"endTime":1706.319,"body":"You're obviously you're"},{"startTime":1703.263,"endTime":1706.319,"body":"already operating at a really"},{"startTime":1706.319,"endTime":1707.549,"body":"high level in this space."},{"startTime":1707.549,"endTime":1708.449,"body":"You're very professional."},{"startTime":1708.469,"endTime":1709.919,"body":"You're a good conversationalist."},{"startTime":1709.919,"endTime":1712.679,"body":"You found ways to provide value"},{"startTime":1709.919,"endTime":1712.679,"body":"to people being on the phone"},{"startTime":1712.709,"endTime":1715.199,"body":"might not be the most dollar"},{"startTime":1712.709,"endTime":1715.199,"body":"productive thing for Jonathan."},{"startTime":1715.196,"endTime":1716.426,"body":"How do we delegate that?"},{"startTime":1716.606,"endTime":1720.446,"body":"Or how do we supplement your"},{"startTime":1716.606,"endTime":1720.446,"body":"marketing in such a way that,"},{"startTime":1720.466,"endTime":1722.786,"body":"that, that contact is still,"},{"startTime":1720.466,"endTime":1722.786,"body":"but you're still getting"},{"startTime":1722.786,"endTime":1724.946,"body":"the repetition, the touches"},{"startTime":1722.786,"endTime":1724.946,"body":"with these people, even"},{"startTime":1724.946,"endTime":1725.876,"body":"if it's not on the phone."},{"startTime":1726.141,"endTime":1729.021,"body":"As far as delegation,"},{"startTime":1726.141,"endTime":1729.021,"body":"you could hire an ISA and"},{"startTime":1729.021,"endTime":1730.101,"body":"have it in your office."},{"startTime":1730.151,"endTime":1732.766,"body":"We have Steve Lindo"},{"startTime":1730.151,"endTime":1732.766,"body":"with voice logic."},{"startTime":1732.766,"endTime":1734.896,"body":"He has three different"},{"startTime":1732.766,"endTime":1734.896,"body":"programs are really"},{"startTime":1734.896,"endTime":1735.976,"body":"two different programs."},{"startTime":1736.486,"endTime":1739.036,"body":"They can do a live"},{"startTime":1736.486,"endTime":1739.036,"body":"delivered voicemail, which"},{"startTime":1739.036,"endTime":1740.296,"body":"doesn't violate TCPA."},{"startTime":1740.516,"endTime":1742.166,"body":"Or they can actually"},{"startTime":1740.516,"endTime":1742.166,"body":"do calls for you."},{"startTime":1742.166,"endTime":1744.686,"body":"You can buy a block of hours"},{"startTime":1742.166,"endTime":1744.686,"body":"and have them make the calls."},{"startTime":1744.716,"endTime":1747.776,"body":"We use a really simple script"},{"startTime":1744.716,"endTime":1747.776,"body":"with his team that's effective."},{"startTime":1748.281,"endTime":1749.922,"body":"It's just, Hey, listen,"},{"startTime":1748.281,"endTime":1749.922,"body":"I'm calling from the"},{"startTime":1749.922,"endTime":1751.032,"body":"office, Jonathan Smith."},{"startTime":1751.032,"endTime":1753.402,"body":"He's out on appointment, but"},{"startTime":1751.032,"endTime":1753.402,"body":"he wanted to make sure that I"},{"startTime":1753.402,"endTime":1756.342,"body":"touch base and help you guys"},{"startTime":1753.402,"endTime":1756.342,"body":"understand that we have a social"},{"startTime":1756.342,"endTime":1759.132,"body":"enterprise here in the community"},{"startTime":1756.342,"endTime":1759.132,"body":"to help families going through."},{"startTime":1759.277,"endTime":1761.887,"body":"And the probate clerk actually"},{"startTime":1759.277,"endTime":1761.887,"body":"let us know that you're in this"},{"startTime":1761.887,"endTime":1765.388,"body":"situation and Jonathan, who"},{"startTime":1761.887,"endTime":1765.388,"body":"was also a local pastor and"},{"startTime":1765.388,"endTime":1766.478,"body":"a real estate professional."},{"startTime":1766.478,"endTime":1769.075,"body":"He just wanted to see if he"},{"startTime":1766.478,"endTime":1769.075,"body":"could give you a block of time"},{"startTime":1769.075,"endTime":1772.82,"body":"on his calendar and just go for"},{"startTime":1769.075,"endTime":1772.82,"body":"that and defer all questions."},{"startTime":1772.85,"endTime":1773.66,"body":"The far object."},{"startTime":1774.17,"endTime":1777.265,"body":"And they just burned, it's a"},{"startTime":1774.17,"endTime":1777.265,"body":"superficial call just to get"},{"startTime":1777.265,"endTime":1780.595,"body":"the hands raised, not to close"},{"startTime":1777.265,"endTime":1780.595,"body":"anything or convert anything."},{"startTime":1780.985,"endTime":1783.265,"body":"Let's just get, let's just"},{"startTime":1780.985,"endTime":1783.265,"body":"see what hands come in the"},{"startTime":1783.265,"endTime":1786.476,"body":"air when we make around the"},{"startTime":1783.265,"endTime":1786.476,"body":"calls and that's gonna cost"},{"startTime":1786.476,"endTime":1789.515,"body":"you, but how much is it"},{"startTime":1786.476,"endTime":1789.515,"body":"costing you to make to make"},{"startTime":1789.515,"endTime":1790.895,"body":"yourself do something you hate?"},{"startTime":1791.405,"endTime":1793.955,"body":"Like how much emotional"},{"startTime":1791.405,"endTime":1793.955,"body":"energy are you burning up in"},{"startTime":1793.955,"endTime":1796.655,"body":"the morning that you don't"},{"startTime":1793.955,"endTime":1796.655,"body":"have for the rest of the day?"},{"startTime":1796.8,"endTime":1799.362,"body":"First thing I would say, and"},{"startTime":1796.8,"endTime":1799.362,"body":"this is, to Jonathan and anyone"},{"startTime":1799.362,"endTime":1801.702,"body":"else who's on this call that"},{"startTime":1799.362,"endTime":1801.702,"body":"might be in this situation."},{"startTime":1801.702,"endTime":1803.052,"body":"And trust me, I've been there."},{"startTime":1803.382,"endTime":1805.422,"body":"Show yourself some"},{"startTime":1803.382,"endTime":1805.422,"body":"grace as step one."},{"startTime":1805.627,"endTime":1807.337,"body":"Like making these calls is hard."},{"startTime":1807.337,"endTime":1810.397,"body":"It's not fun that when you"},{"startTime":1807.337,"endTime":1810.397,"body":"finally get that one, like"},{"startTime":1810.397,"endTime":1812.887,"body":"the one that's yes, then"},{"startTime":1810.397,"endTime":1812.887,"body":"you get like that cold"},{"startTime":1812.887,"endTime":1813.967,"body":"chill phone call, right?"},{"startTime":1813.967,"endTime":1816.397,"body":"Like I know I'm going"},{"startTime":1813.967,"endTime":1816.397,"body":"to change their life."},{"startTime":1816.542,"endTime":1818.702,"body":"That one that's the"},{"startTime":1816.542,"endTime":1818.702,"body":"fuel for the next one."},{"startTime":1818.702,"endTime":1819.302,"body":"And the next one."},{"startTime":1819.302,"endTime":1822.392,"body":"But then there might be 99"},{"startTime":1819.302,"endTime":1822.392,"body":"calls in between that next one."},{"startTime":1822.452,"endTime":1823.802,"body":"That next cold chill call."},{"startTime":1823.967,"endTime":1825.051,"body":"I'll I tried the."},{"startTime":1825.108,"endTime":1829.438,"body":"The discipline and the grit"},{"startTime":1825.108,"endTime":1829.438,"body":"and self accountability."},{"startTime":1829.888,"endTime":1832.708,"body":"And I even had, I wrote a"},{"startTime":1829.888,"endTime":1832.708,"body":"letter, a check, and a letter"},{"startTime":1832.708,"endTime":1837.858,"body":"to my, my, a competitor"},{"startTime":1832.708,"endTime":1837.858,"body":"of mine that really has"},{"startTime":1837.858,"endTime":1839.268,"body":"different business values."},{"startTime":1839.358,"endTime":1839.418,"body":"Yeah."},{"startTime":1839.958,"endTime":1842.808,"body":"And I mailed it to a"},{"startTime":1839.958,"endTime":1842.808,"body":"friend of mine, a coach,"},{"startTime":1842.868,"endTime":1843.948,"body":"and a friend of mine."},{"startTime":1844.001,"endTime":1847.061,"body":"And when I didn't make my"},{"startTime":1844.001,"endTime":1847.061,"body":"calls, he had my permission"},{"startTime":1847.061,"endTime":1850.331,"body":"to drop that in the mail"},{"startTime":1847.061,"endTime":1850.331,"body":"it was posted with, I think"},{"startTime":1850.331,"endTime":1851.201,"body":"it was a thousand dollars."},{"startTime":1851.716,"endTime":1853.186,"body":"Cashier's check inside."},{"startTime":1853.726,"endTime":1857.088,"body":"And if I didn't make the"},{"startTime":1853.726,"endTime":1857.088,"body":"damn calls, I knew he would"},{"startTime":1857.088,"endTime":1858.108,"body":"drop that in the mail."},{"startTime":1858.438,"endTime":1860.508,"body":"And I, I don't really"},{"startTime":1858.438,"endTime":1860.508,"body":"have it in me to lie."},{"startTime":1860.558,"endTime":1862.868,"body":"So I had to tell him"},{"startTime":1860.558,"endTime":1862.868,"body":"dark energy, man."},{"startTime":1863.073,"endTime":1865.893,"body":"I swear to God, then it"},{"startTime":1863.073,"endTime":1865.893,"body":"would like, it would be"},{"startTime":1866.193,"endTime":1867.273,"body":"at the end of the week."},{"startTime":1867.273,"endTime":1869.763,"body":"I'm like, oh my God, my"},{"startTime":1867.273,"endTime":1869.763,"body":"call with is coming up in"},{"startTime":1869.763,"endTime":1872.163,"body":"the co, like the motivation"},{"startTime":1869.763,"endTime":1872.163,"body":"to get on the phones."},{"startTime":1872.163,"endTime":1874.951,"body":"And I would knock out 10"},{"startTime":1872.163,"endTime":1874.951,"body":"hours of prospecting, just"},{"startTime":1874.951,"endTime":1876.841,"body":"so I didn't have to have"},{"startTime":1874.951,"endTime":1876.841,"body":"that letter delivered."},{"startTime":1876.986,"endTime":1878.576,"body":"It was really poor advice."},{"startTime":1878.576,"endTime":1880.436,"body":"I mean, he's a good,"},{"startTime":1878.576,"endTime":1880.436,"body":"he's a great real estate"},{"startTime":1880.436,"endTime":1882.656,"body":"professional, probably one of"},{"startTime":1880.436,"endTime":1882.656,"body":"the top 100 in the country."},{"startTime":1883.241,"endTime":1884.891,"body":"Brett Jennings out of San Jose."},{"startTime":1885.056,"endTime":1886.607,"body":"He's on Forbes lists"},{"startTime":1885.056,"endTime":1886.607,"body":"and everything."},{"startTime":1886.607,"endTime":1889.547,"body":"So he's a great real estate"},{"startTime":1886.607,"endTime":1889.547,"body":"professional and a great coach."},{"startTime":1889.937,"endTime":1892.092,"body":"I will say that for"},{"startTime":1889.937,"endTime":1892.092,"body":"my personality type."},{"startTime":1892.092,"endTime":1894.312,"body":"It was really not that"},{"startTime":1892.092,"endTime":1894.312,"body":"great advice because it"},{"startTime":1894.312,"endTime":1896.936,"body":"was, again, there's some"},{"startTime":1894.312,"endTime":1896.936,"body":"dark energy like that was"},{"startTime":1896.936,"endTime":1898.256,"body":"hanging over me every week."},{"startTime":1898.286,"endTime":1901.646,"body":"And what I ultimately learned"},{"startTime":1898.286,"endTime":1901.646,"body":"is there's ways to create"},{"startTime":1901.646,"endTime":1904.796,"body":"inbound marketing campaigns,"},{"startTime":1901.646,"endTime":1904.796,"body":"where you don't have to be so"},{"startTime":1904.796,"endTime":1907.966,"body":"hard on yourself and you can"},{"startTime":1904.796,"endTime":1907.966,"body":"create 6% conversion on auto."},{"startTime":1908.111,"endTime":1911.291,"body":"Where I ultimately ended up"},{"startTime":1908.111,"endTime":1911.291,"body":"in, in mind, I was okay with"},{"startTime":1911.291,"endTime":1916.061,"body":"6%, if I could make a 2000% ROI"},{"startTime":1911.291,"endTime":1916.061,"body":"that was better than me forcing"},{"startTime":1916.061,"endTime":1917.591,"body":"myself to do work, that I hated."},{"startTime":1918.041,"endTime":1919.151,"body":"And I just didn't."},{"startTime":1919.361,"endTime":1922.421,"body":"I tried ISA and couldn't get"},{"startTime":1919.361,"endTime":1922.421,"body":"them to convert at the time."},{"startTime":1922.45,"endTime":1924.9,"body":"I've my skill sets gotten"},{"startTime":1922.45,"endTime":1924.9,"body":"better and finding and"},{"startTime":1924.9,"endTime":1925.96,"body":"training the right ISA,"},{"startTime":1926.334,"endTime":1929.124,"body":"but at the time I didn't feel"},{"startTime":1926.334,"endTime":1929.124,"body":"like I had anyone to delegate"},{"startTime":1929.124,"endTime":1932.604,"body":"that to, so I really focused"},{"startTime":1929.124,"endTime":1932.604,"body":"on inbounding my leads."},{"startTime":1932.634,"endTime":1934.584,"body":"So how do I get them"},{"startTime":1932.634,"endTime":1934.584,"body":"to call off the letter?"},{"startTime":1934.614,"endTime":1936.714,"body":"How do I get them to"},{"startTime":1934.614,"endTime":1936.714,"body":"call for a Facebook ad?"},{"startTime":1936.714,"endTime":1939.894,"body":"How do I get an attorney to"},{"startTime":1936.714,"endTime":1939.894,"body":"call me and give me that lead?"},{"startTime":1940.434,"endTime":1942.444,"body":"And I maintain 6% conversion."},{"startTime":1942.544,"endTime":1944.99,"body":"I mean, and you heard me"},{"startTime":1942.544,"endTime":1944.99,"body":"talk about it in the course."},{"startTime":1944.99,"endTime":1948.371,"body":"I mean, I was featured, Mary Lou"},{"startTime":1944.99,"endTime":1948.371,"body":"Tyler with predictable revenue."},{"startTime":1948.371,"endTime":1951.976,"body":"Like it was so systematic that"},{"startTime":1948.371,"endTime":1951.976,"body":"she's we need to document this."},{"startTime":1952.516,"endTime":1955.999,"body":"And I'm I'm gonna admit it was"},{"startTime":1952.516,"endTime":1955.999,"body":"all inbound because that was it."},{"startTime":1956.379,"endTime":1958.599,"body":"Just reading that book"},{"startTime":1956.379,"endTime":1958.599,"body":"with, for your request."},{"startTime":1958.599,"endTime":1959.859,"body":"And that's one of"},{"startTime":1958.599,"endTime":1959.859,"body":"the points they make."},{"startTime":1959.88,"endTime":1962.73,"body":"The real value add is not"},{"startTime":1959.88,"endTime":1962.73,"body":"necessarily the prospecting,"},{"startTime":1962.73,"endTime":1965.16,"body":"but the appointment"},{"startTime":1962.73,"endTime":1965.16,"body":"and the enrollment."},{"startTime":1965.49,"endTime":1967.76,"body":"So if I'm hearing you"},{"startTime":1965.49,"endTime":1967.76,"body":"correctly, Chad, you did."},{"startTime":1968.09,"endTime":1971.99,"body":"The mailers you were"},{"startTime":1968.09,"endTime":1971.99,"body":"networking with attorneys."},{"startTime":1972.53,"endTime":1976.94,"body":"What other sources do you"},{"startTime":1972.53,"endTime":1976.94,"body":"recommend other than ISA ways"},{"startTime":1976.97,"endTime":1978.68,"body":"for us to do the inbound piece?"},{"startTime":1978.95,"endTime":1981.38,"body":"Especially when, what I'm"},{"startTime":1978.95,"endTime":1981.38,"body":"trying to do is lead with"},{"startTime":1981.38,"endTime":1982.88,"body":"revenue, not expense."},{"startTime":1983.27,"endTime":1986.24,"body":"I don't want to be personally"},{"startTime":1983.27,"endTime":1986.24,"body":"just putting this stuff on a"},{"startTime":1986.24,"endTime":1989.24,"body":"credit card and saying, oh, I"},{"startTime":1986.24,"endTime":1989.24,"body":"just need one more deal too."},{"startTime":1989.3,"endTime":1992.03,"body":"That's how everybody runs in"},{"startTime":1989.3,"endTime":1992.03,"body":"this real estate space, nothing"},{"startTime":1992.03,"endTime":1994.07,"body":"against it, but everybody who's"},{"startTime":1992.03,"endTime":1994.07,"body":"trying to sell me something."},{"startTime":1994.22,"endTime":1995.63,"body":"You just need one"},{"startTime":1994.22,"endTime":1995.63,"body":"deal to close this."},{"startTime":1995.63,"endTime":1996.5,"body":"And I understand that."},{"startTime":1996.83,"endTime":1999.41,"body":"How does a guy who's really"},{"startTime":1996.83,"endTime":1999.41,"body":"trying to bootstrap this"},{"startTime":1999.41,"endTime":2002.11,"body":"and lead with revenue, not"},{"startTime":1999.41,"endTime":2002.11,"body":"expense, do it on these"},{"startTime":2002.11,"endTime":2004.78,"body":"issues that you just gotta,"},{"startTime":2002.11,"endTime":2004.78,"body":"you gotta put them on."},{"startTime":2005.11,"endTime":2007.66,"body":"A lesson later with revenue"},{"startTime":2005.11,"endTime":2007.66,"body":"as a mantra of mine."},{"startTime":2007.69,"endTime":2010.93,"body":"Like I don't believe people"},{"startTime":2007.69,"endTime":2010.93,"body":"who tell you, you should lose"},{"startTime":2010.93,"endTime":2013.48,"body":"money on a business for two"},{"startTime":2010.93,"endTime":2013.48,"body":"years before you're profitable."},{"startTime":2013.57,"endTime":2015.16,"body":"They don't know"},{"startTime":2013.57,"endTime":2015.16,"body":"shit about business."},{"startTime":2015.61,"endTime":2017.441,"body":"And if you're losing"},{"startTime":2015.61,"endTime":2017.441,"body":"money, shut it down."},{"startTime":2017.441,"endTime":2018.261,"body":"You're not very good at it."},{"startTime":2018.441,"endTime":2019.781,"body":"Go start another"},{"startTime":2018.441,"endTime":2019.781,"body":"one, do something."},{"startTime":2019.848,"endTime":2022.717,"body":"So I agree with I agree with"},{"startTime":2019.848,"endTime":2022.717,"body":"you and I support you in that."},{"startTime":2022.753,"endTime":2025.453,"body":"Let's find those things that"},{"startTime":2022.753,"endTime":2025.453,"body":"are high value, low cost,"},{"startTime":2025.453,"endTime":2027.195,"body":"no cost that you can do."},{"startTime":2027.525,"endTime":2030.075,"body":"You've uncovered one, you're"},{"startTime":2027.525,"endTime":2030.075,"body":"doing a really good job at that."},{"startTime":2030.075,"endTime":2031.215,"body":"You're working the attorneys."},{"startTime":2031.277,"endTime":2035.447,"body":"Now what if we can, and what"},{"startTime":2031.277,"endTime":2035.447,"body":"if we look at low cost, what"},{"startTime":2035.447,"endTime":2038.267,"body":"if we can actually start to"},{"startTime":2035.447,"endTime":2038.267,"body":"write some content as valuable"},{"startTime":2038.267,"endTime":2041.147,"body":"to your audience and we deliver"},{"startTime":2038.267,"endTime":2041.147,"body":"that would deliver it to them in"},{"startTime":2041.147,"endTime":2044.957,"body":"Facebook for four to 12 cents an"},{"startTime":2041.147,"endTime":2044.957,"body":"impression and show it to them."},{"startTime":2044.957,"endTime":2045.737,"body":"Twenty-five times."},{"startTime":2045.969,"endTime":2049.659,"body":"We can spend dollars and"},{"startTime":2045.969,"endTime":2049.659,"body":"get thousands of impressions"},{"startTime":2050.019,"endTime":2054.118,"body":"per day for, I mean, if you"},{"startTime":2050.019,"endTime":2054.118,"body":"spend $15 a day, you're going"},{"startTime":2054.118,"endTime":2056.488,"body":"to these people, it will"},{"startTime":2054.118,"endTime":2056.488,"body":"be burned in their brain"},{"startTime":2056.578,"endTime":2058.838,"body":"because they're going to"},{"startTime":2056.578,"endTime":2058.838,"body":"see it multiple times a day."},{"startTime":2059.318,"endTime":2060.428,"body":"So there's things like that."},{"startTime":2060.428,"endTime":2062.618,"body":"Pushing your probate list"},{"startTime":2060.428,"endTime":2062.618,"body":"into a custom audience."},{"startTime":2062.823,"endTime":2067.233,"body":"Just something as simple as"},{"startTime":2062.823,"endTime":2067.233,"body":"a testimonial or a fax that"},{"startTime":2067.233,"endTime":2069.933,"body":"like in a carousel, you never"},{"startTime":2067.233,"endTime":2069.933,"body":"know what's going to work"},{"startTime":2069.933,"endTime":2074.283,"body":"as far as copy and creative,"},{"startTime":2069.933,"endTime":2074.283,"body":"but imagine if you were able"},{"startTime":2074.353,"endTime":2077.513,"body":"to spend the two hours a"},{"startTime":2074.353,"endTime":2077.513,"body":"morning that you were you're"},{"startTime":2077.513,"endTime":2080.546,"body":"spending on the phones and"},{"startTime":2077.513,"endTime":2080.546,"body":"really not enjoying that."},{"startTime":2081.056,"endTime":2084.026,"body":"What if you just allocate those"},{"startTime":2081.056,"endTime":2084.026,"body":"two hours to creative thinking"},{"startTime":2084.296,"endTime":2087.566,"body":"and finding the right creative"},{"startTime":2084.296,"endTime":2087.566,"body":"and the right copy to run"},{"startTime":2087.566,"endTime":2089.066,"body":"to that ad to that audience?"},{"startTime":2089.292,"endTime":2090.312,"body":"It may take a week."},{"startTime":2090.372,"endTime":2091.572,"body":"It may take two weeks."},{"startTime":2091.692,"endTime":2093.852,"body":"And, but if you're not on"},{"startTime":2091.692,"endTime":2093.852,"body":"the phones for two weeks,"},{"startTime":2093.852,"endTime":2095.846,"body":"it's not going to bankrupt"},{"startTime":2093.852,"endTime":2095.846,"body":"you're going to be okay."},{"startTime":2096.296,"endTime":2099.746,"body":"But what I'm really curious is"},{"startTime":2096.296,"endTime":2099.746,"body":"how will your creative battery"},{"startTime":2099.746,"endTime":2102.465,"body":"recharge when you're not"},{"startTime":2099.746,"endTime":2102.465,"body":"forcing yourself to do things"},{"startTime":2102.532,"endTime":2105.313,"body":"that are going against what"},{"startTime":2102.532,"endTime":2105.313,"body":"your gut feeling is right now?"},{"startTime":2105.673,"endTime":2108.823,"body":"How much, how many good"},{"startTime":2105.673,"endTime":2108.823,"body":"ideas can you feed into that?"},{"startTime":2108.823,"endTime":2110.443,"body":"How many images can"},{"startTime":2108.823,"endTime":2110.443,"body":"you come up with?"},{"startTime":2110.473,"endTime":2111.883,"body":"Or what videos can you make?"},{"startTime":2112.308,"endTime":2114.648,"body":"To serve to that Facebook"},{"startTime":2112.308,"endTime":2114.648,"body":"audience for pennies."},{"startTime":2115.068,"endTime":2117.318,"body":"And we can accomplish that"},{"startTime":2115.068,"endTime":2117.318,"body":"a hell of a lot cheaper"},{"startTime":2117.318,"endTime":2118.698,"body":"than we can paying an ISA."},{"startTime":2118.698,"endTime":2119.808,"body":"It'll be on the phones for you."},{"startTime":2119.836,"endTime":2122.596,"body":"Because even if, even with an"},{"startTime":2119.836,"endTime":2122.596,"body":"offshore ISA, we're going to"},{"startTime":2122.596,"endTime":2126.166,"body":"be looking at five to $7 an"},{"startTime":2122.596,"endTime":2126.166,"body":"hour and they're going to be"},{"startTime":2126.166,"endTime":2128.116,"body":"junior and not much experience."},{"startTime":2128.116,"endTime":2130.706,"body":"And they need leadership and"},{"startTime":2128.116,"endTime":2130.706,"body":"management almost constantly."},{"startTime":2131.186,"endTime":2133.796,"body":"If you want an experienced"},{"startTime":2131.186,"endTime":2133.796,"body":"ISA that can already convert."},{"startTime":2133.856,"endTime":2136.076,"body":"I mean, you're talking"},{"startTime":2133.856,"endTime":2136.076,"body":"20 to 50 bucks an hour,"},{"startTime":2136.076,"endTime":2137.564,"body":"depending on, domestic or."},{"startTime":2137.779,"endTime":2138.499,"body":"International."},{"startTime":2138.829,"endTime":2142.879,"body":"So low cost, no cost continue"},{"startTime":2138.829,"endTime":2142.879,"body":"doing what you're done with"},{"startTime":2142.879,"endTime":2146.164,"body":"attorneys start playing"},{"startTime":2142.879,"endTime":2146.164,"body":"around with Facebook."},{"startTime":2146.153,"endTime":2148.518,"body":"One of the things that worked"},{"startTime":2146.153,"endTime":2148.518,"body":"really well for me until it"},{"startTime":2148.518,"endTime":2150.498,"body":"didn't was ringless voicemail."},{"startTime":2151.008,"endTime":2153.018,"body":"I no longer endorsed that"},{"startTime":2151.008,"endTime":2153.018,"body":"cause it costs me 20."},{"startTime":2153.823,"endTime":2154.963,"body":"I got shaken down."},{"startTime":2154.993,"endTime":2157.003,"body":"I got threatened to"},{"startTime":2154.993,"endTime":2157.003,"body":"no class action suit."},{"startTime":2157.123,"endTime":2159.163,"body":"I know if they got me into"},{"startTime":2157.123,"endTime":2159.163,"body":"discovery, they can find"},{"startTime":2159.163,"endTime":2161.383,"body":"me 250 bucks for every"},{"startTime":2159.163,"endTime":2161.383,"body":"one I've ever dropped."},{"startTime":2161.923,"endTime":2164.913,"body":"So I was, I settled and I let"},{"startTime":2161.923,"endTime":2164.913,"body":"them shake me out and I quit"},{"startTime":2164.913,"endTime":2166.053,"body":"using ringless voicemail."},{"startTime":2166.503,"endTime":2168.188,"body":"And it's just not worth it."},{"startTime":2168.248,"endTime":2168.818,"body":"It's easy."},{"startTime":2168.968,"endTime":2169.808,"body":"And it works."},{"startTime":2169.868,"endTime":2170.678,"body":"It works really well."},{"startTime":2170.678,"endTime":2173.678,"body":"You can inbound three to 4%"},{"startTime":2170.678,"endTime":2173.678,"body":"of any campaign on this one."},{"startTime":2173.837,"endTime":2176.507,"body":"But you're also inbounding"},{"startTime":2173.837,"endTime":2176.507,"body":"a shit load of liability."},{"startTime":2176.541,"endTime":2179.175,"body":"If your direct mail is"},{"startTime":2176.541,"endTime":2179.175,"body":"out there supplement that"},{"startTime":2179.175,"endTime":2180.495,"body":"with social media efforts."},{"startTime":2180.594,"endTime":2182.244,"body":"The other thing,"},{"startTime":2180.594,"endTime":2182.244,"body":"the organic efforts."},{"startTime":2182.244,"endTime":2185.514,"body":"So the Facebook group, and"},{"startTime":2182.244,"endTime":2185.514,"body":"I think last week we talked"},{"startTime":2185.514,"endTime":2188.629,"body":"about this building   a true"},{"startTime":2185.514,"endTime":2188.629,"body":"community resource for folks"},{"startTime":2188.629,"endTime":2189.889,"body":"that are in this situation."},{"startTime":2189.919,"endTime":2190.779,"body":"And that's a good way to."},{"startTime":2191.273,"endTime":2194.773,"body":"Good creative and copy for your"},{"startTime":2191.273,"endTime":2194.773,"body":"Facebook ad is: join this group."},{"startTime":2195.042,"endTime":2198.869,"body":"is, This is Maryland, Virginia,"},{"startTime":2195.042,"endTime":2198.869,"body":"DC family transitions."},{"startTime":2198.959,"endTime":2202.738,"body":"And it's a place where"},{"startTime":2198.959,"endTime":2202.738,"body":"estate planning and probate"},{"startTime":2202.738,"endTime":2205.648,"body":"profession trust administered"},{"startTime":2202.738,"endTime":2205.648,"body":"professionals can come"},{"startTime":2205.648,"endTime":2207.178,"body":"together to provide answers."},{"startTime":2207.685,"endTime":2210.768,"body":"And value to the community"},{"startTime":2207.685,"endTime":2210.768,"body":"who's who suffered a loss."},{"startTime":2211.042,"endTime":2213.551,"body":"And, that's your, your"},{"startTime":2211.042,"endTime":2213.551,"body":"main group description."},{"startTime":2213.791,"endTime":2216.971,"body":"So what are the things you can"},{"startTime":2213.791,"endTime":2216.971,"body":"do to point attention to that?"},{"startTime":2217.211,"endTime":2220.091,"body":"Even if that's just having"},{"startTime":2217.211,"endTime":2220.091,"body":"the attorneys, send it out"},{"startTime":2220.091,"endTime":2222.849,"body":"to their email list Hey"},{"startTime":2220.091,"endTime":2222.849,"body":"man, listen, I sent you four"},{"startTime":2222.849,"endTime":2225.399,"body":"referrals and I hope that"},{"startTime":2222.849,"endTime":2225.399,"body":"was really good business."},{"startTime":2225.789,"endTime":2226.929,"body":"I have this idea."},{"startTime":2227.289,"endTime":2229.689,"body":"I want to start a Facebook group"},{"startTime":2227.289,"endTime":2229.689,"body":"and I want you to be an ally."},{"startTime":2229.756,"endTime":2230.746,"body":"I'm going to be an admin."},{"startTime":2230.746,"endTime":2231.736,"body":"You're going to be an admin."},{"startTime":2232.036,"endTime":2234.376,"body":"We're going to have a probate"},{"startTime":2232.036,"endTime":2234.376,"body":"judge will be an admin."},{"startTime":2234.406,"endTime":2235.456,"body":"Whoever you can get."},{"startTime":2235.486,"endTime":2238.966,"body":"That's a little higher profile"},{"startTime":2235.486,"endTime":2238.966,"body":"that can bring value, make"},{"startTime":2238.966,"endTime":2242.446,"body":"them admin, give them ownership"},{"startTime":2238.966,"endTime":2242.446,"body":"in the group so we can get"},{"startTime":2242.476,"endTime":2245.15,"body":"the idea to proliferate"},{"startTime":2242.476,"endTime":2245.15,"body":"through their network"},{"startTime":2245.15,"endTime":2247.52,"body":"because they feel a sense"},{"startTime":2245.15,"endTime":2247.52,"body":"of ownership in that, right?"},{"startTime":2247.55,"endTime":2248.51,"body":"Oh, this is our."},{"startTime":2248.99,"endTime":2250.76,"body":"Not his group, but our group."},{"startTime":2251.049,"endTime":2253.839,"body":"And if we can get them to send"},{"startTime":2251.049,"endTime":2253.839,"body":"that out through their email"},{"startTime":2253.839,"endTime":2257.078,"body":"list and say, Hey guys, listen"},{"startTime":2253.839,"endTime":2257.078,"body":"you're an admin in this group."},{"startTime":2257.116,"endTime":2258.934,"body":"The more people that are in"},{"startTime":2257.116,"endTime":2258.934,"body":"the group, the more business"},{"startTime":2258.934,"endTime":2259.834,"body":"we all learn from it."},{"startTime":2259.888,"endTime":2262.618,"body":"So here's some copy that"},{"startTime":2259.888,"endTime":2262.618,"body":"I wrote, feel free to"},{"startTime":2262.618,"endTime":2264.688,"body":"edit it as you want, but"},{"startTime":2262.618,"endTime":2264.688,"body":"could you please send us"},{"startTime":2264.688,"endTime":2265.828,"body":"across to your email list?"},{"startTime":2266.338,"endTime":2270.718,"body":"And this is grassroots or"},{"startTime":2266.338,"endTime":2270.718,"body":"organic marketing, but if we can"},{"startTime":2270.718,"endTime":2272.158,"body":"provide a group and we can give."},{"startTime":2272.138,"endTime":2274.87,"body":"The enough admins in it that"},{"startTime":2272.138,"endTime":2274.87,"body":"people take it seriously."},{"startTime":2274.89,"endTime":2277.22,"body":"We can get those admins to"},{"startTime":2274.89,"endTime":2277.22,"body":"promote it to their audience and"},{"startTime":2277.22,"endTime":2280.49,"body":"you promote it to your audience"},{"startTime":2277.22,"endTime":2280.49,"body":"then who the hell knows what"},{"startTime":2280.49,"endTime":2281.78,"body":"that looks like in six months."},{"startTime":2281.851,"endTime":2285.092,"body":"You may have this trade group"},{"startTime":2281.851,"endTime":2285.092,"body":"for a state professionals"},{"startTime":2285.168,"endTime":2287.945,"body":"in your area and you"},{"startTime":2285.168,"endTime":2287.945,"body":"got, you put your flag"},{"startTime":2287.945,"endTime":2288.905,"body":"on the hill, guess what?"},{"startTime":2288.905,"endTime":2289.385,"body":"Guess what?"},{"startTime":2289.415,"endTime":2290.455,"body":"Nobody's taking that."},{"startTime":2290.687,"endTime":2291.197,"body":"No."},{"startTime":2291.317,"endTime":2293.927,"body":"And it's one of those things"},{"startTime":2291.317,"endTime":2293.927,"body":"that, that we've talked about"},{"startTime":2293.927,"endTime":2296.177,"body":"for, I think this is the"},{"startTime":2293.927,"endTime":2296.177,"body":"third or fourth time we've"},{"startTime":2296.477,"endTime":2297.977,"body":"kind of developed the idea."},{"startTime":2298.487,"endTime":2302.317,"body":"I've yet to see a full-blown"},{"startTime":2298.487,"endTime":2302.317,"body":"exit Facebook groups with a"},{"startTime":2302.317,"endTime":2305.167,"body":"lot of the groups I'm a part of"},{"startTime":2302.317,"endTime":2305.167,"body":"from sales training, et cetera."},{"startTime":2305.497,"endTime":2308.317,"body":"You've got the units category"},{"startTime":2305.497,"endTime":2308.317,"body":"where you can essentially"},{"startTime":2308.317,"endTime":2311.767,"body":"provide training or somebody"},{"startTime":2308.317,"endTime":2311.767,"body":"can go in there and consume"},{"startTime":2311.837,"endTime":2314.057,"body":"any number of things that you"},{"startTime":2311.837,"endTime":2314.057,"body":"could put up there for free."},{"startTime":2314.592,"endTime":2318.132,"body":"How would somebody generate"},{"startTime":2314.592,"endTime":2318.132,"body":"somebody being added to that"},{"startTime":2318.142,"endTime":2320.142,"body":"apart from the other admins?"},{"startTime":2320.472,"endTime":2321.312,"body":"Would you recommend it?"},{"startTime":2321.312,"endTime":2322.902,"body":"Cause this is a thought I"},{"startTime":2321.312,"endTime":2322.902,"body":"had, but I don't know if"},{"startTime":2322.902,"endTime":2325.092,"body":"you open yourself up to"},{"startTime":2322.902,"endTime":2325.092,"body":"liability for those of us who"},{"startTime":2325.092,"endTime":2326.952,"body":"have leads that have emails."},{"startTime":2327.402,"endTime":2331.632,"body":"Can we send an email to those"},{"startTime":2327.402,"endTime":2331.632,"body":"leads with the call to action"},{"startTime":2331.632,"endTime":2332.862,"body":"of going to the Facebook group?"},{"startTime":2332.892,"endTime":2335.742,"body":"Or does that open us up to"},{"startTime":2332.892,"endTime":2335.742,"body":"some of this liability that you"},{"startTime":2335.742,"endTime":2336.972,"body":"had with the ringless voice?"},{"startTime":2337.147,"endTime":2338.287,"body":"Different liability."},{"startTime":2338.287,"endTime":2340.687,"body":"So that's can spam not TCPA."},{"startTime":2341.137,"endTime":2343.957,"body":"The reason I suggest that"},{"startTime":2341.137,"endTime":2343.957,"body":"you upload your leads into a"},{"startTime":2343.957,"endTime":2347.767,"body":"Facebook saved audience and"},{"startTime":2343.957,"endTime":2347.767,"body":"then run ads to get them to join"},{"startTime":2347.767,"endTime":2350.612,"body":"the group is because they don't"},{"startTime":2347.767,"endTime":2350.612,"body":"know why they're being targeted."},{"startTime":2350.612,"endTime":2352.202,"body":"They don't know that"},{"startTime":2350.612,"endTime":2352.202,"body":"you have their emails."},{"startTime":2352.494,"endTime":2355.201,"body":"And the biggest risk you"},{"startTime":2352.494,"endTime":2355.201,"body":"run with cold emailing"},{"startTime":2355.201,"endTime":2357.331,"body":"is actually destroying"},{"startTime":2355.201,"endTime":2357.331,"body":"your domain authority."},{"startTime":2357.871,"endTime":2360.684,"body":"So if you put that in and"},{"startTime":2357.871,"endTime":2360.684,"body":"you're sending it from, Jonathan"},{"startTime":2360.684,"endTime":2364.404,"body":"probate.com and that's a"},{"startTime":2360.684,"endTime":2364.404,"body":"valuable domain to you, if you"},{"startTime":2364.404,"endTime":2367.344,"body":"start getting a lot of spam"},{"startTime":2364.404,"endTime":2367.344,"body":"complaints, then you lose domain"},{"startTime":2367.344,"endTime":2369.714,"body":"authority and you can disable"},{"startTime":2367.344,"endTime":2369.714,"body":"a million dollar website."},{"startTime":2369.876,"endTime":2371.046,"body":"Floppy email practice."},{"startTime":2371.466,"endTime":2373.926,"body":"So Facebook has just a"},{"startTime":2371.466,"endTime":2373.926,"body":"really great workaround for"},{"startTime":2373.926,"endTime":2376.326,"body":"those cold lists where we"},{"startTime":2373.926,"endTime":2376.326,"body":"don't have double opt-ins."},{"startTime":2376.821,"endTime":2379.611,"body":"We can upload it in that saved"},{"startTime":2376.821,"endTime":2379.611,"body":"audience, target them, ask"},{"startTime":2379.611,"endTime":2381.051,"body":"for the same call to action."},{"startTime":2381.081,"endTime":2383.251,"body":"But the big benefit is"},{"startTime":2381.081,"endTime":2383.251,"body":"if you send an email."},{"startTime":2383.396,"endTime":2385.796,"body":"You're probably going to"},{"startTime":2383.396,"endTime":2385.796,"body":"get 20 to 40% open rates."},{"startTime":2385.796,"endTime":2386.906,"body":"If you're a great copywriter."},{"startTime":2387.356,"endTime":2390.056,"body":"If you send that same email"},{"startTime":2387.356,"endTime":2390.056,"body":"again, you're going to get"},{"startTime":2390.056,"endTime":2392.126,"body":"people like, what the hell"},{"startTime":2390.056,"endTime":2392.126,"body":"is this guy's problem?"},{"startTime":2392.126,"endTime":2395.156,"body":"He just sent this, I just"},{"startTime":2392.126,"endTime":2395.156,"body":"got this email yesterday and"},{"startTime":2395.156,"endTime":2396.386,"body":"send it three days in a row."},{"startTime":2396.386,"endTime":2399.146,"body":"Then you start to lose"},{"startTime":2396.386,"endTime":2399.146,"body":"credibility with every day."},{"startTime":2399.146,"endTime":2401.426,"body":"That goes by that you"},{"startTime":2399.146,"endTime":2401.426,"body":"repeat that email, right?"},{"startTime":2401.876,"endTime":2404.216,"body":"With Facebook marketing,"},{"startTime":2401.876,"endTime":2404.216,"body":"it's completely different."},{"startTime":2404.216,"endTime":2405.416,"body":"It's a branding impression."},{"startTime":2405.446,"endTime":2407.966,"body":"It's not perceived as it's"},{"startTime":2405.446,"endTime":2407.966,"body":"got a shoving, the same"},{"startTime":2407.966,"endTime":2409.106,"body":"damn ad down my throat."},{"startTime":2409.106,"endTime":2409.795,"body":"It's oh, there's that?"},{"startTime":2410.245,"endTime":2411.235,"body":"Oh, there's that again?"},{"startTime":2411.355,"endTime":2412.285,"body":"Oh, there's that again?"},{"startTime":2412.825,"endTime":2416.228,"body":"And we know that 83% of"},{"startTime":2412.825,"endTime":2416.228,"body":"sales are generated from"},{"startTime":2416.228,"endTime":2418.868,"body":"marketing between marketing"},{"startTime":2416.228,"endTime":2418.868,"body":"touch seven and 12."},{"startTime":2419.408,"endTime":2422.438,"body":"So the more repetition we can"},{"startTime":2419.408,"endTime":2422.438,"body":"have, the more likely we are"},{"startTime":2422.438,"endTime":2423.758,"body":"to have that conversation."},{"startTime":2423.758,"endTime":2425.858,"body":"And Facebook's just a"},{"startTime":2423.758,"endTime":2425.858,"body":"better place for that"},{"startTime":2425.858,"endTime":2427.508,"body":"repetition than an inbox is"},{"startTime":2427.713,"endTime":2429.953,"body":"Chad,  do you know"},{"startTime":2427.713,"endTime":2429.953,"body":"anybody who's doing that?"},{"startTime":2429.983,"endTime":2432.713,"body":"The Facebook ad at a"},{"startTime":2429.983,"endTime":2432.713,"body":"high level that I could"},{"startTime":2432.713,"endTime":2434.033,"body":"learn from Facebook."},{"startTime":2434.363,"endTime":2435.713,"body":"Just how to do"},{"startTime":2434.363,"endTime":2435.713,"body":"what you're saying."},{"startTime":2435.713,"endTime":2437.963,"body":"I have no idea how to do what"},{"startTime":2435.713,"endTime":2437.963,"body":"you're saying on Facebook."},{"startTime":2437.993,"endTime":2438.683,"body":"Never done it."},{"startTime":2439.013,"endTime":2441.653,"body":"Who is there somebody that"},{"startTime":2439.013,"endTime":2441.653,"body":"we could reach out to that"},{"startTime":2441.653,"endTime":2443.813,"body":"could either has training"},{"startTime":2441.653,"endTime":2443.813,"body":"or somebody in the group?"},{"startTime":2443.813,"endTime":2446.903,"body":"That's doing this at a high"},{"startTime":2443.813,"endTime":2446.903,"body":"level that we can just do it."},{"startTime":2447.735,"endTime":2450.105,"body":"So this is being streamed"},{"startTime":2447.735,"endTime":2450.105,"body":"in the one of these groups."},{"startTime":2450.345,"endTime":2453.782,"body":"I mean, this, probate mastery"},{"startTime":2450.345,"endTime":2453.782,"body":"alumni happens to be just for"},{"startTime":2453.782,"endTime":2457.212,"body":"people who took this course,"},{"startTime":2453.782,"endTime":2457.212,"body":"but our other group, estate"},{"startTime":2457.232,"endTime":2459.651,"body":"professionals mastermind,"},{"startTime":2457.232,"endTime":2459.651,"body":"look at what we've done there."},{"startTime":2459.651,"endTime":2461.53,"body":"Look at how we filled"},{"startTime":2459.651,"endTime":2461.53,"body":"out the description."},{"startTime":2461.53,"endTime":2465.07,"body":"We created a banner and we"},{"startTime":2461.53,"endTime":2465.07,"body":"invite people in using a series"},{"startTime":2465.07,"endTime":2467.19,"body":"of questions to filter who gets."},{"startTime":2467.785,"endTime":2469.915,"body":"I wish I could point you"},{"startTime":2467.785,"endTime":2469.915,"body":"to someone who this is an"},{"startTime":2469.915,"endTime":2471.175,"body":"idea that I came up with."},{"startTime":2471.205,"endTime":2473.705,"body":"I don't know, it's been"},{"startTime":2471.205,"endTime":2473.705,"body":"several calls ago, but I"},{"startTime":2473.735,"endTime":2477.745,"body":"don't know of anyone who was"},{"startTime":2473.735,"endTime":2477.745,"body":"executed on it now, before I"},{"startTime":2477.745,"endTime":2479.035,"body":"think they got interrupted."},{"startTime":2479.035,"endTime":2480.445,"body":"Someone went to chime in."},{"startTime":2480.445,"endTime":2483.257,"body":"Maybe somebody on here has"},{"startTime":2480.445,"endTime":2483.257,"body":"actually started this as"},{"startTime":2483.257,"endTime":2484.547,"body":"anyone has anyone opened."},{"startTime":2485.047,"endTime":2485.257,"body":"Yep."},{"startTime":2485.587,"endTime":2486.667,"body":"Yes I have."},{"startTime":2486.872,"endTime":2487.622,"body":"Okay, Ronald."},{"startTime":2488.012,"endTime":2488.282,"body":"Yeah."},{"startTime":2488.612,"endTime":2490.982,"body":"You started talking"},{"startTime":2488.612,"endTime":2490.982,"body":"about this last call."},{"startTime":2491.25,"endTime":2493.964,"body":"I thought it was a great idea"},{"startTime":2491.25,"endTime":2493.964,"body":"and  I I'm laying the groundwork"},{"startTime":2494.004,"endTime":2495.411,"body":"and this might be valuable."},{"startTime":2495.556,"endTime":2499.816,"body":"So you mentioned as people"},{"startTime":2495.556,"endTime":2499.816,"body":"that might be valuable to"},{"startTime":2499.816,"endTime":2503.101,"body":"have on this group, you"},{"startTime":2499.816,"endTime":2503.101,"body":"mentioned the directors of"},{"startTime":2503.101,"endTime":2505.081,"body":"funeral homes or mortuaries."},{"startTime":2505.296,"endTime":2509.436,"body":"I didn't know anybody in that"},{"startTime":2505.296,"endTime":2509.436,"body":"position in my community."},{"startTime":2509.493,"endTime":2511.823,"body":"I moved to Scottsdale"},{"startTime":2509.493,"endTime":2511.823,"body":"less than a year ago."},{"startTime":2512.153,"endTime":2516.304,"body":"So I called the church that I am"},{"startTime":2512.153,"endTime":2516.304,"body":"attending and I asked, who can"},{"startTime":2516.358,"endTime":2518.338,"body":"direct me to a good mortuary."},{"startTime":2518.483,"endTime":2521.363,"body":"And they put me in contact"},{"startTime":2518.483,"endTime":2521.363,"body":"with somebody who does"},{"startTime":2521.463,"endTime":2522.813,"body":"congregational care."},{"startTime":2523.001,"endTime":2526.021,"body":"Told her what I was"},{"startTime":2523.001,"endTime":2526.021,"body":"wanting to do this, a"},{"startTime":2526.051,"endTime":2529.276,"body":"Facebook group called,"},{"startTime":2526.051,"endTime":2529.276,"body":"Phoenix life transitions."},{"startTime":2529.606,"endTime":2531.316,"body":"And she loved it."},{"startTime":2531.466,"endTime":2533.416,"body":"She absolutely loved it."},{"startTime":2533.746,"endTime":2536.473,"body":"And she says, we've got"},{"startTime":2533.746,"endTime":2536.473,"body":"a grief counselor on"},{"startTime":2536.473,"endTime":2538.033,"body":"staff at our mortuary."},{"startTime":2538.645,"endTime":2541.765,"body":"And w I would like for you to"},{"startTime":2538.645,"endTime":2541.765,"body":"interview her as well as me."},{"startTime":2541.891,"endTime":2542.281,"body":"Okay."},{"startTime":2542.311,"endTime":2542.851,"body":"Terrific."},{"startTime":2543.001,"endTime":2543.571,"body":"That's great."},{"startTime":2543.901,"endTime":2547.411,"body":"Then I contacted the, one of"},{"startTime":2543.901,"endTime":2547.411,"body":"the probate attorneys, the"},{"startTime":2547.471,"endTime":2551.5,"body":"one who has sent us a referral"},{"startTime":2547.471,"endTime":2551.5,"body":"already talked to her husband"},{"startTime":2551.705,"endTime":2554.735,"body":"and told him he kind of does"},{"startTime":2551.705,"endTime":2554.735,"body":"their marketing for them."},{"startTime":2555.065,"endTime":2557.195,"body":"And I told him what"},{"startTime":2555.065,"endTime":2557.195,"body":"it is we wanted to do."},{"startTime":2557.608,"endTime":2558.958,"body":"And he goes, oh, that's awesome."},{"startTime":2559.018,"endTime":2561.508,"body":"He goes, of course, Libby"},{"startTime":2559.018,"endTime":2561.508,"body":"wants to be a part of that."},{"startTime":2561.508,"endTime":2563.442,"body":"She would love to have"},{"startTime":2561.508,"endTime":2563.442,"body":"you interview her for"},{"startTime":2563.442,"endTime":2564.312,"body":"something like that."},{"startTime":2564.372,"endTime":2566.858,"body":"In fact, we have our"},{"startTime":2564.372,"endTime":2566.858,"body":"own Facebook group that"},{"startTime":2566.858,"endTime":2568.418,"body":"has about 2000 members."},{"startTime":2568.658,"endTime":2572.528,"body":"We'll advertise it to all of"},{"startTime":2568.658,"endTime":2572.528,"body":"our folks and drive traffic to"},{"startTime":2572.528,"endTime":2574.948,"body":"that event and on your page."},{"startTime":2575.488,"endTime":2577.108,"body":"And he goes, you've got"},{"startTime":2575.488,"endTime":2577.108,"body":"to make sure that you do"},{"startTime":2577.108,"endTime":2578.968,"body":"that everybody you have on"},{"startTime":2577.108,"endTime":2578.968,"body":"there, make sure that they"},{"startTime":2578.968,"endTime":2580.648,"body":"are driving traffic to."},{"startTime":2580.796,"endTime":2583.826,"body":"A live stream event where"},{"startTime":2580.796,"endTime":2583.826,"body":"you're interviewing the person."},{"startTime":2584.276,"endTime":2584.516,"body":"Yeah."},{"startTime":2584.846,"endTime":2585.446,"body":"Okay, great."},{"startTime":2585.446,"endTime":2586.286,"body":"I'm going to do that."},{"startTime":2586.362,"endTime":2588.732,"body":"So that's scheduled"},{"startTime":2586.362,"endTime":2588.732,"body":"for July 28th."},{"startTime":2588.762,"endTime":2591.907,"body":"We're going to do interview that"},{"startTime":2588.762,"endTime":2591.907,"body":"probate attorney and she only"},{"startTime":2591.907,"endTime":2594.037,"body":"likes to do informal probates."},{"startTime":2594.067,"endTime":2596.557,"body":"If the families are fighting,"},{"startTime":2594.067,"endTime":2596.557,"body":"she doesn't want to be involved,"},{"startTime":2596.947,"endTime":2599.647,"body":"but she'll come in and she can"},{"startTime":2596.947,"endTime":2599.647,"body":"talk about the informal probate."},{"startTime":2599.677,"endTime":2601.447,"body":"She can talk about"},{"startTime":2599.677,"endTime":2601.447,"body":"avoiding probate."},{"startTime":2602.009,"endTime":2604.499,"body":"So she can add some value there."},{"startTime":2604.709,"endTime":2607.739,"body":"I've got another probate"},{"startTime":2604.709,"endTime":2607.739,"body":"attorney who likes representing"},{"startTime":2607.739,"endTime":2611.542,"body":"the family when the family is"},{"startTime":2607.739,"endTime":2611.542,"body":"fighting and he wants to, he's"},{"startTime":2611.542,"endTime":2614.804,"body":"more, he's more of a litigator."},{"startTime":2615.014,"endTime":2616.094,"body":"He likes those kind of things."},{"startTime":2616.094,"endTime":2619.174,"body":"So I'm going to have him, talk"},{"startTime":2616.094,"endTime":2619.174,"body":"about those kinds of situations"},{"startTime":2619.322,"endTime":2620.884,"body":"and and then his partner."},{"startTime":2621.452,"endTime":2624.062,"body":"Does probate and the state"},{"startTime":2621.452,"endTime":2624.062,"body":"planning, but she's also"},{"startTime":2624.062,"endTime":2628.922,"body":"very much involved in elder"},{"startTime":2624.062,"endTime":2628.922,"body":"abuse and that type of law."},{"startTime":2629.252,"endTime":2632.55,"body":"So that kind of brings in the"},{"startTime":2629.252,"endTime":2632.55,"body":"whole thing of life transition"},{"startTime":2632.55,"endTime":2636.661,"body":"of an aging spouse or aging"},{"startTime":2632.55,"endTime":2636.661,"body":"parents, where they need to go"},{"startTime":2636.661,"endTime":2639.901,"body":"from an independent living to"},{"startTime":2636.661,"endTime":2639.901,"body":"an assisted living, to skilled"},{"startTime":2639.901,"endTime":2641.701,"body":"nursing, that whole spectrum."},{"startTime":2641.801,"endTime":2643.781,"body":"So I needed to get"},{"startTime":2641.801,"endTime":2643.781,"body":"somebody for that."},{"startTime":2643.858,"endTime":2646.501,"body":"So I went back to the church"},{"startTime":2643.858,"endTime":2646.501,"body":"and ask a different person."},{"startTime":2646.579,"endTime":2648.553,"body":"About who I should talk"},{"startTime":2646.579,"endTime":2648.553,"body":"to and they'd given me"},{"startTime":2648.553,"endTime":2650.563,"body":"somebody, so I'm going to"},{"startTime":2648.553,"endTime":2650.563,"body":"meet with them tomorrow."},{"startTime":2650.717,"endTime":2654.197,"body":"And they're really excited about"},{"startTime":2650.717,"endTime":2654.197,"body":"being a part of this as well,"},{"startTime":2654.257,"endTime":2657.707,"body":"because this is the community,"},{"startTime":2654.257,"endTime":2657.707,"body":"doesn't know this stuff and"},{"startTime":2657.707,"endTime":2658.847,"body":"they really need to know."},{"startTime":2659.177,"endTime":2661.727,"body":"And so they see this as"},{"startTime":2659.177,"endTime":2661.727,"body":"a real valuable thing"},{"startTime":2661.727,"endTime":2664.018,"body":"and they understand that"},{"startTime":2661.727,"endTime":2664.018,"body":"I'm wanting to get real"},{"startTime":2664.018,"endTime":2665.038,"body":"estate business out of it."},{"startTime":2665.181,"endTime":2667.806,"body":"But this is a really valuable"},{"startTime":2665.181,"endTime":2667.806,"body":"thing and they're happy."},{"startTime":2668.414,"endTime":2668.984,"body":"That's awesome."},{"startTime":2668.984,"endTime":2671.234,"body":"And it can, it gives it, it"},{"startTime":2668.984,"endTime":2671.234,"body":"gives all those small business"},{"startTime":2671.234,"endTime":2675.634,"body":"owners stage to provide the"},{"startTime":2671.234,"endTime":2675.634,"body":"best value they can and they"},{"startTime":2675.634,"endTime":2676.914,"body":"don't have to learn all of this."},{"startTime":2676.914,"endTime":2680.674,"body":"So what you're feeling, Jonathan"},{"startTime":2676.914,"endTime":2680.674,"body":"is actually to be used to your"},{"startTime":2680.674,"endTime":2683.104,"body":"advantage because they don't"},{"startTime":2680.674,"endTime":2683.104,"body":"have to feel the way you are."},{"startTime":2683.104,"endTime":2684.154,"body":"You're going to"},{"startTime":2683.104,"endTime":2684.154,"body":"fight through this."},{"startTime":2684.364,"endTime":2687.214,"body":"And, but the idea"},{"startTime":2684.364,"endTime":2687.214,"body":"is to get as many."},{"startTime":2687.548,"endTime":2690.008,"body":"People from the community"},{"startTime":2687.548,"endTime":2690.008,"body":"that can provide value,"},{"startTime":2690.038,"endTime":2693.208,"body":"valuable advice as possible"},{"startTime":2690.038,"endTime":2693.208,"body":"and create an archive."},{"startTime":2693.718,"endTime":2695.518,"body":"So you can do it"},{"startTime":2693.718,"endTime":2695.518,"body":"as a Facebook live."},{"startTime":2695.518,"endTime":2697.588,"body":"You can do it as a zoom"},{"startTime":2695.518,"endTime":2697.588,"body":"and then post it later."},{"startTime":2697.588,"endTime":2700.528,"body":"And they're also put it"},{"startTime":2697.588,"endTime":2700.528,"body":"over on YouTube link,"},{"startTime":2700.528,"endTime":2701.578,"body":"all this stuff together."},{"startTime":2701.698,"endTime":2703.528,"body":"So what you need first"},{"startTime":2701.698,"endTime":2703.528,"body":"is a Facebook page"},{"startTime":2703.648,"endTime":2705.208,"body":"age with some brand."},{"startTime":2705.658,"endTime":2708.898,"body":"So that could be Virginia,"},{"startTime":2705.658,"endTime":2708.898,"body":"Maryland, DC, family transition,"},{"startTime":2708.898,"endTime":2709.828,"body":"or something way better."},{"startTime":2709.828,"endTime":2709.888,"body":"Yeah."},{"startTime":2710.053,"endTime":2712.663,"body":"Once you have the page,"},{"startTime":2710.053,"endTime":2712.663,"body":"then do a group and then the"},{"startTime":2712.663,"endTime":2713.953,"body":"group belongs to the page."},{"startTime":2714.443,"endTime":2717.013,"body":"Ronald is something that I"},{"startTime":2714.443,"endTime":2717.013,"body":"want to suggest to you now"},{"startTime":2717.013,"endTime":2718.453,"body":"that you've got that set up."},{"startTime":2718.573,"endTime":2721.213,"body":"If these, if you have a really"},{"startTime":2718.573,"endTime":2721.213,"body":"good relationship and they have"},{"startTime":2721.213,"endTime":2725.171,"body":"a strong group like that with"},{"startTime":2721.213,"endTime":2725.171,"body":"2000 members, It doesn't hurt to"},{"startTime":2725.171,"endTime":2727.751,"body":"ask if they mind featuring you."},{"startTime":2727.9,"endTime":2731.14,"body":"If you link the groups"},{"startTime":2727.9,"endTime":2731.14,"body":"together, so a rising"},{"startTime":2731.14,"endTime":2732.43,"body":"tide lifts all boats."},{"startTime":2732.459,"endTime":2735.099,"body":"If you can connect those"},{"startTime":2732.459,"endTime":2735.099,"body":"groups together, like as a"},{"startTime":2735.099,"endTime":2738.262,"body":"suggested group is what it's"},{"startTime":2735.099,"endTime":2738.262,"body":"a Facebook suggested group."},{"startTime":2738.322,"endTime":2740.962,"body":"So if they go into their"},{"startTime":2738.322,"endTime":2740.962,"body":"admin group, their group admin"},{"startTime":2740.962,"endTime":2744.052,"body":"console and add your group as"},{"startTime":2740.962,"endTime":2744.052,"body":"a suggestive group, and then"},{"startTime":2744.052,"endTime":2745.342,"body":"you do the same to reciprocate."},{"startTime":2745.872,"endTime":2746.862,"body":"You guys all win."},{"startTime":2747.312,"endTime":2749.892,"body":"And if we do this across"},{"startTime":2747.312,"endTime":2749.892,"body":"everyone on this call, imagine"},{"startTime":2749.892,"endTime":2753.12,"body":"if we all did this across all of"},{"startTime":2749.892,"endTime":2753.12,"body":"our networks and we, so there's"},{"startTime":2753.12,"endTime":2754.53,"body":"power in the network effect."},{"startTime":2754.53,"endTime":2756.93,"body":"That's what we're trying to do"},{"startTime":2754.53,"endTime":2756.93,"body":"is connect with small business"},{"startTime":2756.93,"endTime":2759.66,"body":"owners who want to have a"},{"startTime":2756.93,"endTime":2759.66,"body":"voice with the same group of"},{"startTime":2759.66,"endTime":2761.07,"body":"people we're trying to serve."},{"startTime":2761.52,"endTime":2762.99,"body":"And you provide the platform."},{"startTime":2762.99,"endTime":2765.33,"body":"Therefore you earn the"},{"startTime":2762.99,"endTime":2765.33,"body":"social capital and the"},{"startTime":2765.33,"endTime":2767.7,"body":"principle of reciprocity"},{"startTime":2765.33,"endTime":2767.7,"body":"will feed you for years."},{"startTime":2767.868,"endTime":2770.808,"body":"This is also where sellable"},{"startTime":2767.868,"endTime":2770.808,"body":"business assets come from."},{"startTime":2771.258,"endTime":2773.815,"body":"When you do this kind of work"},{"startTime":2771.258,"endTime":2773.815,"body":"and you put your flag in the"},{"startTime":2773.815,"endTime":2776.785,"body":"sand early, it's hard for"},{"startTime":2773.815,"endTime":2776.785,"body":"other people to do the same."},{"startTime":2776.785,"endTime":2778.825,"body":"It's hard for them to"},{"startTime":2776.785,"endTime":2778.825,"body":"replicate what you have."},{"startTime":2779.365,"endTime":2782.872,"body":"So you create, you, you stake"},{"startTime":2779.365,"endTime":2782.872,"body":"your claim on this and when"},{"startTime":2782.872,"endTime":2785.922,"body":"you're ready to retire, it's"},{"startTime":2782.872,"endTime":2785.922,"body":"way easier to purchase them."},{"startTime":2785.932,"endTime":2788.464,"body":"You're building valuable"},{"startTime":2785.932,"endTime":2788.464,"body":"business assets that can"},{"startTime":2788.464,"endTime":2790.744,"body":"one day be sold, regardless"},{"startTime":2788.464,"endTime":2790.744,"body":"of whether you're."},{"startTime":2791.263,"endTime":2792.853,"body":"Buying probate leads or not."},{"startTime":2792.893,"endTime":2795.533,"body":"If you do this right, you won't"},{"startTime":2792.893,"endTime":2795.533,"body":"have to buy leads ever again."},{"startTime":2795.533,"endTime":2795.933,"body":"You'll have it."},{"startTime":2796.118,"endTime":2796.838,"body":"That's really good."},{"startTime":2797.168,"endTime":2797.438,"body":"Yep."},{"startTime":2797.603,"endTime":2799.513,"body":"Ronald, thanks so much"},{"startTime":2797.603,"endTime":2799.513,"body":"for sharing that, man."},{"startTime":2799.523,"endTime":2802.262,"body":"And for also for taking"},{"startTime":2799.523,"endTime":2802.262,"body":"action on it, I remember, we"},{"startTime":2802.262,"endTime":2804.782,"body":"talked about it and you said"},{"startTime":2802.262,"endTime":2804.782,"body":"you would work on that in"},{"startTime":2804.782,"endTime":2805.892,"body":"the next week and I'm sorry."},{"startTime":2805.892,"endTime":2807.872,"body":"I forgot, but good"},{"startTime":2805.892,"endTime":2807.872,"body":"job for doing that."},{"startTime":2808.322,"endTime":2810.582,"body":"Yeah, I appreciate"},{"startTime":2808.322,"endTime":2810.582,"body":"the idea very much."},{"startTime":2810.792,"endTime":2812.002,"body":"I think it's a great idea."},{"startTime":2812.03,"endTime":2814.182,"body":"And uh, look forward to"},{"startTime":2812.03,"endTime":2814.182,"body":"seeing it, really blessed."},{"startTime":2814.402,"endTime":2816.997,"body":"Yeah, guys, listen, I it's"},{"startTime":2814.402,"endTime":2816.997,"body":"four o'clock we ran two"},{"startTime":2816.997,"endTime":2819.997,"body":"hours last week, so to we're"},{"startTime":2816.997,"endTime":2819.997,"body":"going to borrow or make"},{"startTime":2819.997,"endTime":2823.147,"body":"the average, but I do have"},{"startTime":2819.997,"endTime":2823.147,"body":"a hard stop today at four."},{"startTime":2823.207,"endTime":2824.617,"body":"I should have said"},{"startTime":2823.207,"endTime":2824.617,"body":"that in the beginning."},{"startTime":2824.892,"endTime":2828.132,"body":"So guys, again, I love this"},{"startTime":2824.892,"endTime":2828.132,"body":"community so much because you"},{"startTime":2828.132,"endTime":2829.693,"body":"guys get more help from your."},{"startTime":2829.858,"endTime":2832.558,"body":"Peers are as much"},{"startTime":2829.858,"endTime":2832.558,"body":"as you do for me."},{"startTime":2832.558,"endTime":2833.548,"body":"So I really love that."},{"startTime":2833.548,"endTime":2834.088,"body":"Thank you guys."},{"startTime":2834.088,"endTime":2836.728,"body":"All for contributing each"},{"startTime":2834.088,"endTime":2836.728,"body":"other and contributing"},{"startTime":2836.728,"endTime":2837.448,"body":"to this culture."},{"startTime":2837.778,"endTime":2838.618,"body":"Love these calls."},{"startTime":2838.618,"endTime":2839.938,"body":"So you guys have a great week."},{"startTime":2840.238,"endTime":2841.318,"body":"We'll see you next Tuesday."},{"startTime":2843.488,"endTime":2844.098,"body":"Thanks Joe."}]}