{"version":"1.0.0","segments":[{"startTime":5.63,"endTime":5.9,"body":"All right."},{"startTime":6.32,"endTime":9.56,"body":"Welcome everybody to the"},{"startTime":6.32,"endTime":9.56,"body":"weekly probate master group"},{"startTime":9.59,"endTime":12.16,"body":"coaching call I'm in my"},{"startTime":9.59,"endTime":12.16,"body":"west coast office today."},{"startTime":12.16,"endTime":13.995,"body":"I finally made it  on"},{"startTime":12.16,"endTime":13.995,"body":"the whole river."},{"startTime":13.995,"endTime":16.335,"body":"We talked about dry camping"},{"startTime":13.995,"endTime":16.335,"body":"last week, so I figured"},{"startTime":16.335,"endTime":18.938,"body":"I would just go with that"},{"startTime":16.335,"endTime":18.938,"body":"theme, keep it alive."},{"startTime":18.938,"endTime":22.708,"body":"So I'm out here, literally in"},{"startTime":18.938,"endTime":22.708,"body":"the extreme Northwest country"},{"startTime":22.708,"endTime":23.788,"body":"in the middle of nowhere."},{"startTime":23.788,"endTime":25.998,"body":"And my internet set up"},{"startTime":23.788,"endTime":25.998,"body":"has been doing well."},{"startTime":26.508,"endTime":29.448,"body":"So the camping thing was a"},{"startTime":26.508,"endTime":29.448,"body":"joke, but we did actually have"},{"startTime":29.508,"endTime":32.418,"body":"an interesting conversation"},{"startTime":29.508,"endTime":32.418,"body":"last week, how you can"},{"startTime":32.428,"endTime":34.668,"body":"maximize returns on properties."},{"startTime":34.668,"endTime":35.298,"body":"You're holding."},{"startTime":35.398,"endTime":38.038,"body":"And my friend who I referenced"},{"startTime":35.398,"endTime":38.038,"body":"last week, I've talked to her,"},{"startTime":38.038,"endTime":41.218,"body":"she's going to join us for"},{"startTime":38.038,"endTime":41.218,"body":"like an ask the expert series"},{"startTime":41.218,"endTime":45.588,"body":"to really unpack how she is"},{"startTime":41.218,"endTime":45.588,"body":"using that strategy to pay land"},{"startTime":45.588,"endTime":46.758,"body":"off in three to four months."},{"startTime":47.108,"endTime":50.458,"body":"And she unfortunately was pretty"},{"startTime":47.108,"endTime":50.458,"body":"sick last week and we haven't"},{"startTime":50.458,"endTime":53.564,"body":"been able to do it, but we do"},{"startTime":50.458,"endTime":53.564,"body":"have the expert in the space."},{"startTime":53.614,"endTime":56.374,"body":"That's kind of teaching it"},{"startTime":53.614,"endTime":56.374,"body":"for her audience and I'm"},{"startTime":56.374,"endTime":59.044,"body":"going to have Codie come"},{"startTime":56.374,"endTime":59.044,"body":"and talk about that with us."},{"startTime":59.044,"endTime":60.654,"body":"So you guys can"},{"startTime":59.044,"endTime":60.654,"body":"ask her questions."},{"startTime":60.654,"endTime":63.259,"body":"So, in probably in the"},{"startTime":60.654,"endTime":63.259,"body":"next couple of weeks we'll"},{"startTime":63.259,"endTime":65.871,"body":"hopefully get her, and"},{"startTime":63.259,"endTime":65.871,"body":"learn what she's doing."},{"startTime":66.429,"endTime":68.229,"body":"Pieces of land in"},{"startTime":66.429,"endTime":68.229,"body":"places like this for a"},{"startTime":68.229,"endTime":68.799,"body":"little bit enough thing."},{"startTime":68.799,"endTime":70.539,"body":"And haven't played off in"},{"startTime":68.799,"endTime":70.539,"body":"three or four months and"},{"startTime":70.539,"endTime":72.309,"body":"like the 30% rate of return."},{"startTime":72.659,"endTime":76.369,"body":"So that's coming and a"},{"startTime":72.659,"endTime":76.369,"body":"lot of familiar faces,"},{"startTime":76.369,"endTime":77.239,"body":"Gary, welcome back."},{"startTime":77.464,"endTime":79.864,"body":"Anything, anybody have"},{"startTime":77.464,"endTime":79.864,"body":"anything, any wins?"},{"startTime":79.864,"endTime":82.234,"body":"I want to share anything"},{"startTime":79.864,"endTime":82.234,"body":"you're struggling with."},{"startTime":82.504,"endTime":83.794,"body":"What can we do to"},{"startTime":82.504,"endTime":83.794,"body":"serve you today?"},{"startTime":84.144,"endTime":86.244,"body":"Hey, I'm Chad."},{"startTime":86.514,"endTime":87.024,"body":"Oh, I'm sorry."},{"startTime":87.024,"endTime":87.894,"body":"I forgot to raise my hand."},{"startTime":87.894,"endTime":88.164,"body":"I'm sorry."},{"startTime":88.514,"endTime":89.354,"body":"No, no, no, go ahead."},{"startTime":89.704,"endTime":90.064,"body":"Okay."},{"startTime":90.064,"endTime":90.274,"body":"Yeah."},{"startTime":90.274,"endTime":93.604,"body":"So will you, you opened"},{"startTime":90.274,"endTime":93.604,"body":"up the sat if anybody"},{"startTime":93.604,"endTime":94.204,"body":"had any questions."},{"startTime":94.444,"endTime":97.144,"body":"So based on what we 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to"},{"startTime":112.88,"endTime":115.375,"body":"say you know, that we have."},{"startTime":115.725,"endTime":117.795,"body":"Services that we offer"},{"startTime":115.725,"endTime":117.795,"body":"considering that, you know,"},{"startTime":117.855,"endTime":119.985,"body":"a lot of what we do is just"},{"startTime":117.855,"endTime":119.985,"body":"referring them to people."},{"startTime":120.045,"endTime":122.205,"body":"And a lot of those people that"},{"startTime":120.045,"endTime":122.205,"body":"we refer them to give them free"},{"startTime":122.205,"endTime":125.805,"body":"consultations, or do you think"},{"startTime":122.205,"endTime":125.805,"body":"that'd be skating on thin line?"},{"startTime":126.055,"endTime":126.765,"body":"Okay, good."},{"startTime":126.765,"endTime":127.755,"body":"So it's all kind of like, yeah."},{"startTime":127.735,"endTime":129.908,"body":"If it's a registered"},{"startTime":127.735,"endTime":129.908,"body":"investment advisor, you"},{"startTime":129.908,"endTime":131.828,"body":"know, like my pitch would be,"},{"startTime":129.908,"endTime":131.828,"body":"you know, listen, a lot of"},{"startTime":131.828,"endTime":133.028,"body":"folks don't know what to do."},{"startTime":133.028,"endTime":133.808,"body":"Life insurance."},{"startTime":133.808,"endTime":136.179,"body":"Isn't going to be part"},{"startTime":133.808,"endTime":136.179,"body":"of the probate Mister PR."},{"startTime":136.529,"endTime":138.569,"body":"But a lot of folks aren't"},{"startTime":136.529,"endTime":138.569,"body":"sure what they can and cannot"},{"startTime":138.569,"endTime":141.14,"body":"do and what the options"},{"startTime":138.569,"endTime":141.14,"body":"are, to invest a lump sum"},{"startTime":141.14,"endTime":142.37,"body":"life insurance payment."},{"startTime":142.4,"endTime":144.29,"body":"So what I'd like to do"},{"startTime":142.4,"endTime":144.29,"body":"is offer you an 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get"},{"startTime":162.85,"endTime":163.78,"body":"your questions answered?"},{"startTime":164.13,"endTime":167.73,"body":"And you kind of create that"},{"startTime":164.13,"endTime":167.73,"body":"perception that you're paying"},{"startTime":167.73,"endTime":171.87,"body":"for it, just to add value"},{"startTime":167.73,"endTime":171.87,"body":"to, to, you know, to the fact"},{"startTime":171.87,"endTime":174.36,"body":"that you have vetted this"},{"startTime":171.87,"endTime":174.36,"body":"person and found the right"},{"startTime":174.36,"endTime":177.02,"body":"one, but I'll present them"},{"startTime":174.36,"endTime":177.02,"body":"like that in the same way with"},{"startTime":177.02,"endTime":179.33,"body":"your attorney, like with your"},{"startTime":177.02,"endTime":179.33,"body":"estate planning attorneys,"},{"startTime":179.33,"endTime":180.44,"body":"can I give you an hour ago?"},{"startTime":180.79,"endTime":182.55,"body":"Because you're giving"},{"startTime":180.79,"endTime":182.55,"body":"them home, right."},{"startTime":182.9,"endTime":185.66,"body":"Treat it like it's on"},{"startTime":182.9,"endTime":185.66,"body":"your team at your cost."},{"startTime":185.918,"endTime":188.258,"body":"Just to continue to kind"},{"startTime":185.918,"endTime":188.258,"body":"of build that perceived"},{"startTime":188.258,"endTime":189.998,"body":"value of your service"},{"startTime":188.258,"endTime":189.998,"body":"and the relationship."},{"startTime":190.24,"endTime":190.57,"body":"Awesome."},{"startTime":190.92,"endTime":193.14,"body":"You have been here and"},{"startTime":190.92,"endTime":193.14,"body":"you've been very quiet."},{"startTime":193.14,"endTime":197.02,"body":"I want to know that's question,"},{"startTime":193.14,"endTime":197.02,"body":"but you beat me to the punch."},{"startTime":197.245,"endTime":200.305,"body":"Everything's going well, I"},{"startTime":197.245,"endTime":200.305,"body":"got that San Diego property"},{"startTime":200.365,"endTime":204.53,"body":"in escrow contingent free,"},{"startTime":200.365,"endTime":204.53,"body":"significantly over ask."},{"startTime":204.56,"endTime":205.61,"body":"So they're happy."},{"startTime":206.09,"endTime":210.97,"body":"I'm now putting them in touch"},{"startTime":206.09,"endTime":210.97,"body":"with a financial advisor so"},{"startTime":210.97,"endTime":213.43,"body":"that they don't, they don't just"},{"startTime":210.97,"endTime":213.43,"body":"blow through all that money."},{"startTime":213.78,"endTime":215.85,"body":"My question that,"},{"startTime":213.78,"endTime":215.85,"body":"that was the win."},{"startTime":216.0,"endTime":221.0,"body":"The question is I'm starting"},{"startTime":216.0,"endTime":221.0,"body":"to get busier, so I'm obviously"},{"startTime":221.0,"endTime":225.02,"body":"grateful for that and I'm"},{"startTime":221.0,"endTime":225.02,"body":"happy that that's taking place."},{"startTime":225.41,"endTime":228.7,"body":"I'm finding that it's as if."},{"startTime":228.925,"endTime":231.685,"body":"I'm doing a lot of tedious"},{"startTime":228.925,"endTime":231.685,"body":"tasks that are taking"},{"startTime":231.685,"endTime":234.655,"body":"away from me doing dollar"},{"startTime":231.685,"endTime":234.655,"body":"productive activities."},{"startTime":235.195,"endTime":239.975,"body":"And I'm at the point where"},{"startTime":235.195,"endTime":239.975,"body":"I'm just questioning, when is"},{"startTime":239.975,"endTime":242.345,"body":"the time to start delegating."},{"startTime":242.405,"endTime":245.735,"body":"And when is it too soon"},{"startTime":242.405,"endTime":245.735,"body":"to start delegating?"},{"startTime":246.085,"endTime":248.385,"body":"And, yeah, I don't know"},{"startTime":246.085,"endTime":248.385,"body":"that you were here."},{"startTime":248.385,"endTime":252.015,"body":"I mentioned you when I brought"},{"startTime":248.385,"endTime":252.015,"body":"this up the week after we had"},{"startTime":252.045,"endTime":254.625,"body":"your time management, when you"},{"startTime":252.045,"endTime":254.625,"body":"held yourself accountable in"},{"startTime":254.625,"endTime":257.645,"body":"front of the world about time"},{"startTime":254.625,"endTime":257.645,"body":"management the following week."},{"startTime":257.645,"endTime":259.865,"body":"I don't know if you listened"},{"startTime":257.645,"endTime":259.865,"body":"to that call, but we talked"},{"startTime":259.865,"endTime":263.795,"body":"about Tony Robbins' RPM"},{"startTime":259.865,"endTime":263.795,"body":"and urgency importance."},{"startTime":264.145,"endTime":265.795,"body":"Have you, have you"},{"startTime":264.145,"endTime":265.795,"body":"listened to that?"},{"startTime":265.825,"endTime":268.285,"body":"Like we, you, I use"},{"startTime":265.825,"endTime":268.285,"body":"you as the example."},{"startTime":268.635,"endTime":272.651,"body":"I have not I'll look up"},{"startTime":268.635,"endTime":272.651,"body":"maybe I'll ask Kat which week"},{"startTime":272.651,"endTime":274.511,"body":"that was so I can make sure"},{"startTime":272.651,"endTime":274.511,"body":"to listen to that record."},{"startTime":274.678,"endTime":276.838,"body":"Yeah, I think I was on"},{"startTime":274.678,"endTime":276.838,"body":"a riverbank on the other"},{"startTime":276.838,"endTime":280.108,"body":"side of the country, but"},{"startTime":276.838,"endTime":280.108,"body":"so the Tony Robbins has"},{"startTime":280.108,"endTime":284.118,"body":"a course called it's been"},{"startTime":280.108,"endTime":284.118,"body":"called RPM Tom of your life."},{"startTime":284.338,"endTime":288.247,"body":"It's basically it's RPM has a"},{"startTime":284.338,"endTime":288.247,"body":"rapid planning method, but a lot"},{"startTime":288.247,"endTime":289.927,"body":"of it is about time management."},{"startTime":289.957,"endTime":292.744,"body":"So having a big picture"},{"startTime":289.957,"endTime":292.744,"body":"plan on your daily plan,"},{"startTime":292.744,"endTime":296.254,"body":"but based on basically"},{"startTime":292.744,"endTime":296.254,"body":"two, two key variables,"},{"startTime":296.284,"endTime":297.664,"body":"urgency and important."},{"startTime":298.014,"endTime":301.164,"body":"As entrepreneurs, we, and"},{"startTime":298.014,"endTime":301.164,"body":"especially on real estate"},{"startTime":301.164,"endTime":303.834,"body":"entrepreneurs, we tend to"},{"startTime":301.164,"endTime":303.834,"body":"focus and spend 90% of our"},{"startTime":303.834,"endTime":305.904,"body":"time on things that are"},{"startTime":303.834,"endTime":305.904,"body":"urgent, but not important."},{"startTime":306.444,"endTime":308.334,"body":"Now you could say,"},{"startTime":306.444,"endTime":308.334,"body":"well, it's important."},{"startTime":308.334,"endTime":309.684,"body":"You've got to chase"},{"startTime":308.334,"endTime":309.684,"body":"this paperwork."},{"startTime":309.684,"endTime":312.494,"body":"We've got to have this"},{"startTime":309.684,"endTime":312.494,"body":"agenda, but is it so important"},{"startTime":312.494,"endTime":313.544,"body":"that we have to do it?"},{"startTime":313.694,"endTime":315.104,"body":"Like can't somebody"},{"startTime":313.694,"endTime":315.104,"body":"else do that?"},{"startTime":315.454,"endTime":318.994,"body":"And Tony's personal goal is"},{"startTime":315.454,"endTime":318.994,"body":"to spend at least 60% of his"},{"startTime":318.994,"endTime":322.414,"body":"time on things that are not"},{"startTime":318.994,"endTime":322.414,"body":"urgent, but are very important"},{"startTime":322.924,"endTime":326.634,"body":"like this, like being out,"},{"startTime":322.924,"endTime":326.634,"body":"live it, being in a place that"},{"startTime":326.644,"endTime":329.314,"body":"feeds your soul, spending time"},{"startTime":326.644,"endTime":329.314,"body":"with people that you love."},{"startTime":329.664,"endTime":334.194,"body":"So anytime that you're spending,"},{"startTime":329.664,"endTime":334.194,"body":"you know, more than 40% of"},{"startTime":334.194,"endTime":337.764,"body":"your time on those things, that"},{"startTime":334.194,"endTime":337.764,"body":"aren't family, friends, huh?"},{"startTime":338.114,"endTime":340.345,"body":"Then you're a bit out of"},{"startTime":338.114,"endTime":340.345,"body":"alignment, like if you want to."},{"startTime":340.695,"endTime":340.965,"body":"Yeah."},{"startTime":341.015,"endTime":345.256,"body":"So there's a matrix we shared"},{"startTime":341.015,"endTime":345.256,"body":"in the show notes of that call."},{"startTime":345.256,"endTime":346.286,"body":"I wish I had it right now."},{"startTime":346.336,"endTime":349.786,"body":"Kat, if you can find that"},{"startTime":346.336,"endTime":349.786,"body":"droplet for fed, because"},{"startTime":349.845,"endTime":352.405,"body":"I sat with it for a couple"},{"startTime":349.845,"endTime":352.405,"body":"of weeks after you and"},{"startTime":352.405,"endTime":353.635,"body":"I had that conversation."},{"startTime":353.665,"endTime":357.345,"body":"I'm like, I mean, I could teach"},{"startTime":353.665,"endTime":357.345,"body":"a course just on this and it"},{"startTime":357.355,"endTime":360.375,"body":"did something that fortunately"},{"startTime":357.355,"endTime":360.375,"body":"I was able to finally get."},{"startTime":360.375,"endTime":360.675,"body":"Right."},{"startTime":361.025,"endTime":364.555,"body":"And that's why I can spend a"},{"startTime":361.025,"endTime":364.555,"body":"lot of my time doing the non"},{"startTime":364.585,"endTime":365.905,"body":"urgent, but very important."},{"startTime":366.255,"endTime":367.811,"body":"So, we'll look at 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start there"},{"startTime":386.686,"endTime":389.926,"body":"unless we were, we've got a"},{"startTime":390.101,"endTime":393.946,"body":"massive insurance recipient"},{"startTime":390.101,"endTime":393.946,"body":"or something, but, the time"},{"startTime":393.946,"endTime":397.388,"body":"to start delegating is now"},{"startTime":393.946,"endTime":397.388,"body":"the things to start delegating"},{"startTime":397.388,"endTime":400.748,"body":"first are the things that are"},{"startTime":397.388,"endTime":400.748,"body":"urgent, but not important."},{"startTime":401.098,"endTime":403.708,"body":"So one of the best things,"},{"startTime":401.098,"endTime":403.708,"body":"any of us delegate is"},{"startTime":403.708,"endTime":404.728,"body":"transactional coordinate."},{"startTime":405.078,"endTime":409.588,"body":"So from contract to close, I"},{"startTime":405.078,"endTime":409.588,"body":"think one of the most critical"},{"startTime":409.588,"endTime":413.068,"body":"parts of the deal that's"},{"startTime":409.588,"endTime":413.068,"body":"where most people that often."},{"startTime":413.218,"endTime":413.698,"body":"Yes."},{"startTime":413.698,"endTime":417.048,"body":"But if you want referrals and"},{"startTime":413.698,"endTime":417.048,"body":"you want to build a great, one"},{"startTime":417.048,"endTime":419.598,"body":"of the best things you can do"},{"startTime":417.048,"endTime":419.598,"body":"is provide a level of service"},{"startTime":419.598,"endTime":422.538,"body":"that far exceeds even the"},{"startTime":419.598,"endTime":422.538,"body":"title company's expectations."},{"startTime":422.568,"endTime":423.798,"body":"The lenders will love you."},{"startTime":423.888,"endTime":425.178,"body":"You know, the title"},{"startTime":423.888,"endTime":425.178,"body":"company will love you."},{"startTime":425.528,"endTime":427.088,"body":"Mary Nash, you're going"},{"startTime":425.528,"endTime":427.088,"body":"to have to quit that 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revenue."},{"startTime":448.059,"endTime":450.219,"body":"So if you're on that cash flow,"},{"startTime":448.059,"endTime":450.219,"body":"rollercoaster and use to have"},{"startTime":450.219,"endTime":452.614,"body":"months where you're starving"},{"startTime":450.219,"endTime":452.614,"body":"to death, then it's, you"},{"startTime":452.614,"endTime":454.284,"body":"might hire somebody you love."},{"startTime":454.284,"endTime":455.094,"body":"And she loved her game."},{"startTime":455.094,"endTime":456.714,"body":"She loved working for you"},{"startTime":455.094,"endTime":456.714,"body":"and you can't pay them."},{"startTime":456.804,"endTime":459.164,"body":"And that's a really embarrassing"},{"startTime":456.804,"endTime":459.164,"body":"moment, but if you feel like"},{"startTime":459.164,"endTime":461.864,"body":"the cashflow and the business"},{"startTime":459.164,"endTime":461.864,"body":"has been stable over the last,"},{"startTime":461.924,"endTime":464.684,"body":"let's just say six months,"},{"startTime":461.924,"endTime":464.684,"body":"if you hadn't stable cash"},{"startTime":464.684,"endTime":468.164,"body":"flow to support somebody that"},{"startTime":464.684,"endTime":468.164,"body":"whatever that income was in your"},{"startTime":468.164,"endTime":471.454,"body":"area, probably it's probably"},{"startTime":468.164,"endTime":471.454,"body":"time to bring on your admin."},{"startTime":471.804,"endTime":475.074,"body":"And that person is to help"},{"startTime":471.804,"endTime":475.074,"body":"with transaction coordination"},{"startTime":475.074,"endTime":476.184,"body":"or day-to-day Hawks."},{"startTime":476.604,"endTime":479.734,"body":"If you're lucky enough to"},{"startTime":476.604,"endTime":479.734,"body":"get one showing up for you."},{"startTime":480.084,"endTime":484.214,"body":"Meet with them, anything that"},{"startTime":480.084,"endTime":484.214,"body":"isn't talking to a client"},{"startTime":484.309,"endTime":487.609,"body":"if it's not free contract"},{"startTime":484.309,"endTime":487.609,"body":"client conversations,"},{"startTime":487.669,"endTime":488.569,"body":"then that's their job."},{"startTime":489.139,"endTime":492.689,"body":"And then that frees up all of"},{"startTime":489.139,"endTime":492.689,"body":"your free contract that's on"},{"startTime":492.689,"endTime":495.349,"body":"the list side or the buy side"},{"startTime":492.689,"endTime":495.349,"body":"or what I would recommend it"},{"startTime":495.699,"endTime":498.869,"body":"for months with consistent"},{"startTime":495.699,"endTime":498.869,"body":"finances that will support"},{"startTime":498.869,"endTime":500.009,"body":"the salary at that level."},{"startTime":500.359,"endTime":502.309,"body":"No hire yourself bad, man."},{"startTime":502.309,"endTime":505.079,"body":"And you can free up at"},{"startTime":502.309,"endTime":505.079,"body":"least 20 hours of your time,"},{"startTime":505.089,"endTime":505.839,"body":"probably the recording."},{"startTime":506.064,"endTime":509.514,"body":"And that was a huge"},{"startTime":506.064,"endTime":509.514,"body":"inflection point for me."},{"startTime":509.514,"endTime":513.364,"body":"When I finally had the courage"},{"startTime":509.514,"endTime":513.364,"body":"to do that, I went from eight,"},{"startTime":513.714,"endTime":516.824,"body":"15 or 16 year old on to do"},{"startTime":513.714,"endTime":516.824,"body":"the things that were most"},{"startTime":516.824,"endTime":520.019,"body":"important, things that were"},{"startTime":516.824,"endTime":520.019,"body":"not urgent, but very important."},{"startTime":520.559,"endTime":523.459,"body":"And those can be like"},{"startTime":520.559,"endTime":523.459,"body":"no prospecting, adding"},{"startTime":523.459,"endTime":525.409,"body":"another attorney to"},{"startTime":523.459,"endTime":525.409,"body":"your referral network."},{"startTime":525.499,"endTime":526.279,"body":"If you don't do it."},{"startTime":526.629,"endTime":528.189,"body":"It's not going to be"},{"startTime":526.629,"endTime":528.189,"body":"the end of the world."},{"startTime":528.539,"endTime":531.779,"body":"It could feed you for the"},{"startTime":528.539,"endTime":531.779,"body":"next 20 years of your career"},{"startTime":532.129,"endTime":533.359,"body":"that I was fading in and out."},{"startTime":533.359,"endTime":535.809,"body":"I apologize that, you"},{"startTime":533.359,"endTime":535.809,"body":"there, oh, there you are."},{"startTime":535.839,"endTime":536.199,"body":"Hereby."},{"startTime":536.549,"endTime":536.789,"body":"Yes."},{"startTime":537.139,"endTime":537.799,"body":"So, okay."},{"startTime":537.829,"endTime":539.929,"body":"So not received and understood."},{"startTime":539.929,"endTime":541.879,"body":"I'll definitely look"},{"startTime":539.929,"endTime":541.879,"body":"into that right now."},{"startTime":541.879,"endTime":543.169,"body":"Look into finances."},{"startTime":543.559,"endTime":547.818,"body":"I mean, cost of living here"},{"startTime":543.559,"endTime":547.818,"body":"is really high, so although"},{"startTime":547.908,"endTime":552.415,"body":"I've been consistent as far"},{"startTime":547.908,"endTime":552.415,"body":"as having funds come in also"},{"startTime":552.415,"endTime":555.115,"body":"just planning, you know, just"},{"startTime":552.415,"endTime":555.115,"body":"making sure that I'm also"},{"startTime":555.115,"endTime":559.135,"body":"covered for the next 12 months,"},{"startTime":555.115,"endTime":559.135,"body":"as far as living expenses"},{"startTime":559.345,"endTime":563.935,"body":"prior to making any type of"},{"startTime":559.345,"endTime":563.935,"body":"commitment of hiring someone."},{"startTime":564.177,"endTime":567.207,"body":"So let's talk about, let's talk"},{"startTime":564.177,"endTime":567.207,"body":"about business lines of credit."},{"startTime":567.237,"endTime":569.937,"body":"It's something we haven't really"},{"startTime":567.237,"endTime":569.937,"body":"talked much about here, but,"},{"startTime":570.122,"endTime":573.422,"body":"if you bank with a community"},{"startTime":570.122,"endTime":573.422,"body":"bank or a regional bank, one"},{"startTime":573.422,"endTime":574.712,"body":"of the things I do, or when I"},{"startTime":575.062,"endTime":578.852,"body":"get a bank account and I'll"},{"startTime":575.062,"endTime":578.852,"body":"something, you know, I shoot,"},{"startTime":579.202,"endTime":581.32,"body":"let me see if I can kill"},{"startTime":579.202,"endTime":581.32,"body":"video and make it turn us."},{"startTime":581.67,"endTime":582.12,"body":"Can you hear me?"},{"startTime":582.12,"endTime":582.36,"body":"Okay."},{"startTime":582.36,"endTime":583.11,"body":"FedLine clear."},{"startTime":583.46,"endTime":585.71,"body":"One of the things that I do"},{"startTime":583.46,"endTime":585.71,"body":"when I start a new company,"},{"startTime":585.71,"endTime":588.82,"body":"I'll take, you know, 10"},{"startTime":585.71,"endTime":588.82,"body":"or 20,000 bucks go open a"},{"startTime":588.82,"endTime":591.58,"body":"business bank account where the"},{"startTime":588.82,"endTime":591.58,"body":"community bank or a regional"},{"startTime":591.58,"endTime":595.275,"body":"bank, trying to stay at, say"},{"startTime":591.58,"endTime":595.275,"body":"under a $10 billion bank."},{"startTime":595.625,"endTime":598.005,"body":"And then I open a"},{"startTime":595.625,"endTime":598.005,"body":"business bank account."},{"startTime":598.035,"endTime":599.115,"body":"Then I ask them for Atlanta."},{"startTime":599.465,"endTime":602.135,"body":"And I use, I don't know"},{"startTime":599.465,"endTime":602.135,"body":"if they're in California."},{"startTime":602.283,"endTime":604.123,"body":"I use first citizens"},{"startTime":602.283,"endTime":604.123,"body":"bank for this."},{"startTime":604.298,"endTime":607.898,"body":"I can take a brand new LLC"},{"startTime":604.298,"endTime":607.898,"body":"with brand new EIN number"},{"startTime":608.138,"endTime":610.838,"body":"and walk out with a $49,900."},{"startTime":610.988,"endTime":614.528,"body":"I credit long as I ask for less"},{"startTime":610.988,"endTime":614.528,"body":"than 50,000, it doesn't even"},{"startTime":614.528,"endTime":615.638,"body":"have to go to underwriting."},{"startTime":615.988,"endTime":618.038,"body":"It could be something"},{"startTime":615.988,"endTime":618.038,"body":"that would help create"},{"startTime":618.138,"endTime":620.078,"body":"a safety zone for you."},{"startTime":620.198,"endTime":622.953,"body":"So if you can set up a"},{"startTime":620.198,"endTime":622.953,"body":"business line on your realtor"},{"startTime":622.953,"endTime":626.228,"body":"bank account, then you know,"},{"startTime":622.953,"endTime":626.228,"body":"if I have a bad month, you"},{"startTime":626.228,"endTime":628.908,"body":"know, and you obviously"},{"startTime":626.228,"endTime":628.908,"body":"that's an emergency, then"},{"startTime":628.908,"endTime":630.288,"body":"you could comfortably hire."},{"startTime":630.888,"endTime":633.918,"body":"And the person, if you make"},{"startTime":630.888,"endTime":633.918,"body":"the right hire, that person"},{"startTime":633.918,"endTime":636.318,"body":"is going to understand"},{"startTime":633.918,"endTime":636.318,"body":"less than I have to bring."},{"startTime":636.428,"endTime":639.318,"body":"And my goal for it, for any"},{"startTime":636.428,"endTime":639.318,"body":"employee, you should demand"},{"startTime":639.318,"endTime":640.368,"body":"a three to one return."},{"startTime":640.718,"endTime":644.691,"body":"So if you pay that person 50"},{"startTime":640.718,"endTime":644.691,"body":"grand, you should gain $150,000"},{"startTime":644.691,"endTime":646.311,"body":"in productivity back revenue."},{"startTime":646.661,"endTime":646.961,"body":"Yeah."},{"startTime":647.082,"endTime":649.212,"body":"And they should be fully"},{"startTime":647.082,"endTime":649.212,"body":"aware of that, right?"},{"startTime":649.212,"endTime":651.642,"body":"You should be transparent"},{"startTime":649.212,"endTime":651.642,"body":"about the business finances."},{"startTime":651.672,"endTime":654.319,"body":"I'm like, listen,  I'm having"},{"startTime":651.672,"endTime":654.319,"body":"to dip into lines of credit"},{"startTime":654.319,"endTime":655.669,"body":"to make payroll this month."},{"startTime":655.699,"endTime":658.489,"body":"You and I need to work"},{"startTime":655.699,"endTime":658.489,"body":"together and to get this"},{"startTime":658.499,"endTime":661.099,"body":"back on track and get us off"},{"startTime":658.499,"endTime":661.099,"body":"the cashflow roller coaster."},{"startTime":661.449,"endTime":662.889,"body":"And they should be"},{"startTime":661.449,"endTime":662.889,"body":"eager to jump in."},{"startTime":662.889,"endTime":665.889,"body":"So don't ever spend money if"},{"startTime":662.889,"endTime":665.889,"body":"you don't, if you don't think"},{"startTime":665.889,"endTime":666.939,"body":"you have a way to pay it back,"},{"startTime":667.289,"endTime":668.459,"body":"it could create a comfort."},{"startTime":668.809,"endTime":672.009,"body":"If you had a $50,000 line of"},{"startTime":668.809,"endTime":672.009,"body":"credit, it's not going to be"},{"startTime":672.009,"endTime":674.529,"body":"very often, you'd dip into"},{"startTime":672.009,"endTime":674.529,"body":"that, it's there and you're"},{"startTime":674.529,"endTime":678.109,"body":"basically play at paying"},{"startTime":674.529,"endTime":678.109,"body":"prime plus prime plus one"},{"startTime":678.109,"endTime":679.799,"body":"or prime that helps a lot."},{"startTime":679.799,"endTime":681.959,"body":"Actually, I had, I had"},{"startTime":679.799,"endTime":681.959,"body":"no idea about that."},{"startTime":682.05,"endTime":684.81,"body":"That actually is I'm going"},{"startTime":682.05,"endTime":684.81,"body":"to look into that right away."},{"startTime":684.841,"endTime":686.503,"body":"Because I just"},{"startTime":684.841,"endTime":686.503,"body":"think, to your point."},{"startTime":686.678,"endTime":688.238,"body":"You make a good hire like that."},{"startTime":688.238,"endTime":691.208,"body":"And then all of a sudden you're"},{"startTime":688.238,"endTime":691.208,"body":"multiplying your business."},{"startTime":691.383,"endTime":694.563,"body":"I have skills in some"},{"startTime":691.383,"endTime":694.563,"body":"areas and other people"},{"startTime":694.563,"endTime":698.103,"body":"have, are significantly"},{"startTime":694.563,"endTime":698.103,"body":"more skilled than others."},{"startTime":698.103,"endTime":701.493,"body":"And so why should I bang my"},{"startTime":698.103,"endTime":701.493,"body":"head at trying to do those"},{"startTime":701.493,"endTime":703.953,"body":"other things when they can"},{"startTime":701.493,"endTime":703.953,"body":"do it way better than me"},{"startTime":703.953,"endTime":705.393,"body":"and run circles around me."},{"startTime":705.393,"endTime":707.583,"body":"And it doesn't matter"},{"startTime":705.393,"endTime":707.583,"body":"because that's not what I do."},{"startTime":707.583,"endTime":708.513,"body":"I do other things."},{"startTime":708.573,"endTime":711.734,"body":"And so that can grow"},{"startTime":708.573,"endTime":711.734,"body":"everyone that I'm fully"},{"startTime":711.734,"endTime":712.574,"body":"on board with that."},{"startTime":713.114,"endTime":715.614,"body":"Let me ask you this fed"},{"startTime":713.114,"endTime":715.614,"body":"if, if I gave you 20,"},{"startTime":715.783,"endTime":715.873,"body":"okay."},{"startTime":716.023,"endTime":716.803,"body":"I can't hear you."},{"startTime":717.073,"endTime":721.443,"body":"If you gave what 20, what if"},{"startTime":717.073,"endTime":721.443,"body":"I gave you 20 hours of time"},{"startTime":721.443,"endTime":722.763,"body":"and your business this week?"},{"startTime":722.793,"endTime":723.543,"body":"What would you do with it?"},{"startTime":723.893,"endTime":726.886,"body":"You gave me 20 20,"},{"startTime":723.893,"endTime":726.886,"body":"20 available hours."},{"startTime":726.886,"endTime":729.916,"body":"I would do what I've been"},{"startTime":726.886,"endTime":729.916,"body":"wanting to do, which I"},{"startTime":729.916,"endTime":733.816,"body":"located in the last couple of"},{"startTime":729.916,"endTime":733.816,"body":"months, properties that are"},{"startTime":733.816,"endTime":738.286,"body":"distressed, that I want to, you"},{"startTime":733.816,"endTime":738.286,"body":"know, run data on and submit"},{"startTime":738.286,"endTime":740.296,"body":"to develop clients of mine."},{"startTime":740.326,"endTime":743.69,"body":"I would actually make, you know,"},{"startTime":740.326,"endTime":743.69,"body":"figure out a way to get all the"},{"startTime":743.69,"endTime":748.22,"body":"letters ready for these people,"},{"startTime":743.69,"endTime":748.22,"body":"reach out to these people and"},{"startTime":748.25,"endTime":749.69,"body":"make something happen out of it."},{"startTime":749.69,"endTime":752.27,"body":"Cause I know there's there's"},{"startTime":749.69,"endTime":752.27,"body":"business there and I just find"},{"startTime":752.27,"endTime":756.53,"body":"myself every night just saying,"},{"startTime":752.27,"endTime":756.53,"body":"oh my God, I get so much BS"},{"startTime":756.53,"endTime":759.29,"body":"tedious, work that again."},{"startTime":759.35,"endTime":761.87,"body":"I'm putting this off to"},{"startTime":759.35,"endTime":761.87,"body":"tomorrow because I have a"},{"startTime":761.87,"endTime":763.47,"body":"deadline with the other items."},{"startTime":763.8,"endTime":765.42,"body":"Even the San Diego deal."},{"startTime":765.42,"endTime":767.76,"body":"Fortunately, it's an escort it's"},{"startTime":765.42,"endTime":767.76,"body":"continued free, but it took a"},{"startTime":767.76,"endTime":770.19,"body":"lot of time out of my schedule."},{"startTime":770.58,"endTime":774.36,"body":"I tried to refer it out to San"},{"startTime":770.58,"endTime":774.36,"body":"Diego, to a San Diego agent."},{"startTime":774.42,"endTime":775.695,"body":"Client said no."},{"startTime":776.085,"endTime":779.205,"body":"So, you know, it was taking"},{"startTime":776.085,"endTime":779.205,"body":"me three hours and 15 minutes."},{"startTime":779.38,"endTime":781.84,"body":"Just to get there and then"},{"startTime":779.38,"endTime":781.84,"body":"maybe about an hour and"},{"startTime":781.84,"endTime":783.04,"body":"40 minutes to get back."},{"startTime":783.37,"endTime":786.07,"body":"So at least one of the two"},{"startTime":783.37,"endTime":786.07,"body":"ways, either the way they're the"},{"startTime":786.07,"endTime":789.13,"body":"way back was taking me roughly"},{"startTime":786.07,"endTime":789.13,"body":"three, three and a half hours."},{"startTime":789.16,"endTime":790.12,"body":"So that's a lot of time."},{"startTime":790.12,"endTime":792.91,"body":"It's basically a whole"},{"startTime":790.12,"endTime":792.91,"body":"day, a lot of times just"},{"startTime":792.91,"endTime":795.52,"body":"to even get a signature"},{"startTime":792.91,"endTime":795.52,"body":"or something like that."},{"startTime":795.52,"endTime":798.533,"body":"And now that we're in escrow"},{"startTime":795.52,"endTime":798.533,"body":"ESCO's helping me out a lot."},{"startTime":798.563,"endTime":800.94,"body":"They, you know, they have one"},{"startTime":798.563,"endTime":800.94,"body":"of their officers who lives"},{"startTime":800.94,"endTime":803.67,"body":"in San Diego, so they just"},{"startTime":800.94,"endTime":803.67,"body":"bring the paperwork, explain"},{"startTime":803.67,"endTime":807.347,"body":"it, we get on, you know,"},{"startTime":803.67,"endTime":807.347,"body":"FaceTime if the grandson or"},{"startTime":807.347,"endTime":808.667,"body":"granddaughter are available."},{"startTime":808.667,"endTime":810.677,"body":"Otherwise the"},{"startTime":808.667,"endTime":810.677,"body":"seller's 96 years old."},{"startTime":810.677,"endTime":813.317,"body":"So it's a little, little"},{"startTime":810.677,"endTime":813.317,"body":"challenging, but fortunately,"},{"startTime":813.372,"endTime":816.192,"body":"we're going to close that"},{"startTime":813.372,"endTime":816.192,"body":"in the next 20 days, all"},{"startTime":816.192,"endTime":816.972,"body":"contingencies, right?"},{"startTime":817.322,"endTime":818.522,"body":"EMD has been released."},{"startTime":818.792,"endTime":820.352,"body":"I want to come back"},{"startTime":818.792,"endTime":820.352,"body":"to that deal fed."},{"startTime":820.562,"endTime":823.322,"body":"So of that 20 hours,"},{"startTime":820.562,"endTime":823.322,"body":"I switched network."},{"startTime":823.322,"endTime":825.212,"body":"So I think, I think I"},{"startTime":823.322,"endTime":825.212,"body":"should be clear now."},{"startTime":825.772,"endTime":826.252,"body":"Gotcha."},{"startTime":826.582,"endTime":827.502,"body":"I don't know if yeah."},{"startTime":827.852,"endTime":828.512,"body":"I heard everything."},{"startTime":828.703,"endTime":831.583,"body":"But in that 20 hours of"},{"startTime":828.703,"endTime":831.583,"body":"activity, like when you're"},{"startTime":831.583,"endTime":834.133,"body":"doing those things, you said"},{"startTime":831.583,"endTime":834.133,"body":"you would do, how much do you"},{"startTime":834.133,"endTime":837.103,"body":"think you could get one deal"},{"startTime":834.133,"endTime":837.103,"body":"if you did that for 20 hours?"},{"startTime":837.296,"endTime":838.406,"body":"Yeah, for sure."},{"startTime":838.756,"endTime":842.376,"body":"So on that one on, on that side"},{"startTime":838.756,"endTime":842.376,"body":"of the business, that deal would"},{"startTime":842.376,"endTime":846.336,"body":"be what, 30 to 50,000 bucks in"},{"startTime":842.376,"endTime":846.336,"body":"revenue, off of an investor,"},{"startTime":846.686,"endTime":851.096,"body":"if not more realistically, the,"},{"startTime":846.686,"endTime":851.096,"body":"the ones that I've been eyeing."},{"startTime":851.096,"endTime":853.616,"body":"So the, the properties that"},{"startTime":851.096,"endTime":853.616,"body":"I've located, that I created a"},{"startTime":853.616,"endTime":855.476,"body":"file with address everything."},{"startTime":855.917,"endTime":858.766,"body":"You know, just, and I know"},{"startTime":855.917,"endTime":858.766,"body":"what what the exit price"},{"startTime":858.766,"endTime":862.306,"body":"would be, would probably be an"},{"startTime":858.766,"endTime":862.306,"body":"acquisition cost of anywhere"},{"startTime":862.306,"endTime":870.051,"body":"between 1.8 to 2.9, maybe 3.2"},{"startTime":862.306,"endTime":870.051,"body":"million with an exit of if"},{"startTime":870.051,"endTime":872.811,"body":"you bought at one eight, you'd"},{"startTime":870.051,"endTime":872.811,"body":"probably be at five five."},{"startTime":872.811,"endTime":875.541,"body":"If you bought it 3 million,"},{"startTime":872.811,"endTime":875.541,"body":"you'd probably be out at,"},{"startTime":875.891,"endTime":880.151,"body":"I don't know, anywhere from"},{"startTime":875.891,"endTime":880.151,"body":"high eights to double digits."},{"startTime":880.501,"endTime":883.971,"body":"So your revenue on the deal, I"},{"startTime":880.501,"endTime":883.971,"body":"mean, it's, let's hypothetically"},{"startTime":883.971,"endTime":885.831,"body":"call it 25 K per million."},{"startTime":886.181,"endTime":889.181,"body":"On on gross, gross,"},{"startTime":886.181,"endTime":889.181,"body":"gross revenue."},{"startTime":889.531,"endTime":891.451,"body":"It's $25,000 a month."},{"startTime":891.481,"endTime":893.271,"body":"If we give you an extra, yeah."},{"startTime":893.451,"endTime":897.351,"body":"You've already, you've already"},{"startTime":893.451,"endTime":897.351,"body":"hired a rockstar ad, man."},{"startTime":897.701,"endTime":898.091,"body":"Yeah."},{"startTime":898.306,"endTime":900.526,"body":"And that line of credit"},{"startTime":898.306,"endTime":900.526,"body":"can give you the buffer."},{"startTime":900.886,"endTime":904.596,"body":"We'll call it the ball"},{"startTime":900.886,"endTime":904.596,"body":"for courage to actually,"},{"startTime":904.866,"endTime":905.976,"body":"you know, pursue that."},{"startTime":905.976,"endTime":909.4,"body":"So you've got revenue now to"},{"startTime":905.976,"endTime":909.4,"body":"make a payroll, you can go"},{"startTime":909.41,"endTime":912.74,"body":"find this person as long as you"},{"startTime":909.41,"endTime":912.74,"body":"do a good job, training them."},{"startTime":912.74,"endTime":914.931,"body":"And they're clear on"},{"startTime":912.74,"endTime":914.931,"body":"what their role is that"},{"startTime":914.931,"endTime":917.241,"body":"you've documented that the"},{"startTime":914.931,"endTime":917.241,"body":"processes in your business."},{"startTime":917.331,"endTime":919.671,"body":"And I would point you if"},{"startTime":917.331,"endTime":919.671,"body":"you don't, if you don't"},{"startTime":919.671,"endTime":922.251,"body":"feel like you're ready for"},{"startTime":919.671,"endTime":922.251,"body":"that, I would point you"},{"startTime":922.251,"endTime":923.511,"body":"to the E-Myth revisited."},{"startTime":923.861,"endTime":926.274,"body":"So look at every little"},{"startTime":923.861,"endTime":926.274,"body":"piece of your company,"},{"startTime":926.624,"endTime":928.094,"body":"document those processes."},{"startTime":928.154,"endTime":930.692,"body":"And I mean, checklist"},{"startTime":928.154,"endTime":930.692,"body":"written video training."},{"startTime":930.692,"endTime":933.272,"body":"So when you bring this person"},{"startTime":930.692,"endTime":933.272,"body":"on, they can wrap their"},{"startTime":933.272,"endTime":934.202,"body":"head around everything."},{"startTime":934.552,"endTime":937.522,"body":"Brought it into this business"},{"startTime":934.552,"endTime":937.522,"body":"over the last X number of years,"},{"startTime":937.872,"endTime":940.742,"body":"they can quickly digest that"},{"startTime":937.872,"endTime":940.742,"body":"and see where they plug in."},{"startTime":941.092,"endTime":944.122,"body":"And then, you know, in week"},{"startTime":941.092,"endTime":944.122,"body":"two or week three, then"},{"startTime":944.122,"endTime":947.362,"body":"you're out there doing those"},{"startTime":944.122,"endTime":947.362,"body":"20 hours of prospecting"},{"startTime":947.362,"endTime":948.712,"body":"of investor prospecting."},{"startTime":949.282,"endTime":951.532,"body":"And then month, two or"},{"startTime":949.282,"endTime":951.532,"body":"month three, you're hitting"},{"startTime":951.532,"endTime":956.182,"body":"those consistent 25, $30,000"},{"startTime":951.532,"endTime":956.182,"body":"deals while she, he or"},{"startTime":956.182,"endTime":957.862,"body":"she does your admin work."},{"startTime":957.935,"endTime":959.555,"body":"That's eating you up."},{"startTime":959.905,"endTime":965.145,"body":"Cause also I think I, a huge,"},{"startTime":959.905,"endTime":965.145,"body":"huge weakness that I have in my"},{"startTime":965.145,"endTime":968.642,"body":"business is I don't have a CRM."},{"startTime":968.636,"endTime":972.358,"body":"I mean, I think that's probably"},{"startTime":968.636,"endTime":972.358,"body":"the worst thing for me to say."},{"startTime":972.339,"endTime":977.949,"body":"I really don't have one and"},{"startTime":972.339,"endTime":977.949,"body":"I can't get myself to do it."},{"startTime":978.069,"endTime":979.299,"body":"I just find it."},{"startTime":979.299,"endTime":983.149,"body":"So time-consuming even"},{"startTime":979.299,"endTime":983.149,"body":"though, I mean, it's, I it's"},{"startTime":983.149,"endTime":984.739,"body":"tedious and time consuming."},{"startTime":985.089,"endTime":989.219,"body":"At the same time, I feel that"},{"startTime":985.089,"endTime":989.219,"body":"if that were organized, it would"},{"startTime":989.219,"endTime":994.409,"body":"create so much more clarity"},{"startTime":989.219,"endTime":994.409,"body":"on the path of the journey."},{"startTime":994.759,"endTime":996.323,"body":"Oh it's this simple,"},{"startTime":994.759,"endTime":996.323,"body":"you're losing it."},{"startTime":996.323,"endTime":999.323,"body":"You are losing money because"},{"startTime":996.323,"endTime":999.323,"body":"of what you said, and I'm"},{"startTime":999.323,"endTime":1002.683,"body":"going to, I'm going to let"},{"startTime":999.323,"endTime":1002.683,"body":"David David on you here."},{"startTime":1003.033,"endTime":1004.383,"body":"He built his own version."},{"startTime":1004.608,"endTime":1007.628,"body":"I think he said that"},{"startTime":1004.608,"endTime":1007.628,"body":"just to get me excited."},{"startTime":1007.978,"endTime":1008.818,"body":"He's all yours."},{"startTime":1008.818,"endTime":1009.628,"body":"Dave, go get it."},{"startTime":1009.978,"endTime":1011.268,"body":"You're an idiot, man."},{"startTime":1011.618,"endTime":1013.298,"body":"You're just talking"},{"startTime":1011.618,"endTime":1013.298,"body":"out your ass right now."},{"startTime":1013.818,"endTime":1015.458,"body":"Need to get, you"},{"startTime":1013.818,"endTime":1015.458,"body":"need to get a CRM."},{"startTime":1016.058,"endTime":1017.108,"body":"Yeah, no, I know."},{"startTime":1017.458,"endTime":1021.328,"body":"Man that is, oh, I'm actually"},{"startTime":1017.458,"endTime":1021.328,"body":"looking at mine right now."},{"startTime":1021.328,"endTime":1023.908,"body":"I'm just like, I"},{"startTime":1021.328,"endTime":1023.908,"body":"got 35 tasks to do."},{"startTime":1023.938,"endTime":1025.258,"body":"I got 79 emails."},{"startTime":1025.608,"endTime":1029.848,"body":"So Dave, like back up a"},{"startTime":1025.608,"endTime":1029.848,"body":"little bit in times before"},{"startTime":1029.858,"endTime":1032.858,"body":"you finally called yourself"},{"startTime":1029.858,"endTime":1032.858,"body":"an idiot and hired, erm,"},{"startTime":1033.208,"endTime":1035.848,"body":"and made that investment"},{"startTime":1033.208,"endTime":1035.848,"body":"in your business, show some"},{"startTime":1035.848,"endTime":1039.148,"body":"vulnerability here and tell"},{"startTime":1035.848,"endTime":1039.148,"body":"him how damn dumb you are and"},{"startTime":1039.148,"endTime":1040.528,"body":"what that timeline looked like."},{"startTime":1040.528,"endTime":1042.538,"body":"And how, what, what helped"},{"startTime":1040.528,"endTime":1042.538,"body":"you make that decision?"},{"startTime":1042.888,"endTime":1043.248,"body":"Yeah."},{"startTime":1043.598,"endTime":1046.058,"body":"Well shoot, when I got in"},{"startTime":1043.598,"endTime":1046.058,"body":"the business, we didn't have"},{"startTime":1046.088,"endTime":1050.108,"body":"the CRMs we have now that I'm"},{"startTime":1046.088,"endTime":1050.108,"body":"very appreciative to have."},{"startTime":1050.458,"endTime":1051.928,"body":"So now everybody offers them."},{"startTime":1051.928,"endTime":1054.058,"body":"So which one do"},{"startTime":1051.928,"endTime":1054.058,"body":"you pick there's?"},{"startTime":1054.233,"endTime":1057.193,"body":"In, you know, it, I was"},{"startTime":1054.233,"endTime":1057.193,"body":"with real estate webmasters"},{"startTime":1057.193,"endTime":1059.683,"body":"forever since 2007."},{"startTime":1060.033,"endTime":1062.378,"body":"It's just a real estate"},{"startTime":1060.033,"endTime":1062.378,"body":"web company, but they're"},{"startTime":1062.378,"endTime":1063.308,"body":"in so demand there."},{"startTime":1063.458,"endTime":1064.808,"body":"Everyone kept asking,"},{"startTime":1063.458,"endTime":1064.808,"body":"when are you going to"},{"startTime":1064.808,"endTime":1066.608,"body":"build a database when are"},{"startTime":1064.808,"endTime":1066.608,"body":"going to build database?"},{"startTime":1066.958,"endTime":1070.463,"body":"And it just, it took them"},{"startTime":1066.958,"endTime":1070.463,"body":"until probably 2012, 13 to"},{"startTime":1070.463,"endTime":1072.263,"body":"actually organize a nice CRM."},{"startTime":1072.613,"endTime":1074.632,"body":"And then you know, all the other"},{"startTime":1072.613,"endTime":1074.632,"body":"companies started coming out"},{"startTime":1074.632,"endTime":1075.952,"body":"of hospital that had the zone."},{"startTime":1076.045,"endTime":1079.74,"body":"Nowadays every company there's"},{"startTime":1076.045,"endTime":1079.74,"body":"thousands of them, but, I don't,"},{"startTime":1080.09,"endTime":1081.98,"body":"the CRM is just your database."},{"startTime":1081.98,"endTime":1084.735,"body":"It's when I think about putting"},{"startTime":1081.98,"endTime":1084.735,"body":"somebody I've already added"},{"startTime":1084.735,"endTime":1087.165,"body":"two people this morning that"},{"startTime":1084.735,"endTime":1087.165,"body":"probably will never sell the"},{"startTime":1087.165,"endTime":1089.955,"body":"house, but we had really good"},{"startTime":1087.165,"endTime":1089.955,"body":"conversations and they asked me"},{"startTime":1089.955,"endTime":1091.155,"body":"to just send a business cartoon."},{"startTime":1091.695,"endTime":1093.255,"body":"So I put them a task"},{"startTime":1091.695,"endTime":1093.255,"body":"there to call them."},{"startTime":1093.255,"endTime":1096.605,"body":"And six months from now, you"},{"startTime":1093.255,"endTime":1096.605,"body":"know, I would not remember"},{"startTime":1096.605,"endTime":1098.825,"body":"to call that person back"},{"startTime":1096.605,"endTime":1098.825,"body":"in six months from now"},{"startTime":1099.005,"endTime":1100.985,"body":"and ask them for referral."},{"startTime":1101.335,"endTime":1104.169,"body":"I've gotten so much business"},{"startTime":1101.335,"endTime":1104.169,"body":"from just that's the Kevin Ward"},{"startTime":1104.169,"endTime":1105.759,"body":"thing that he teaches a beer."},{"startTime":1106.109,"endTime":1109.921,"body":"You put them on your a, B or C"},{"startTime":1106.109,"endTime":1109.921,"body":"list to call back and the party."},{"startTime":1110.271,"endTime":1110.411,"body":"Yeah."},{"startTime":1110.411,"endTime":1111.201,"body":"It's like a bucket."},{"startTime":1111.771,"endTime":1112.161,"body":"Yeah."},{"startTime":1112.161,"endTime":1117.014,"body":"It's like, yeah, so yeah,"},{"startTime":1112.161,"endTime":1117.014,"body":"it, I pay for my CRM."},{"startTime":1117.004,"endTime":1118.659,"body":"It's the core of my business."},{"startTime":1118.659,"endTime":1120.699,"body":"I pay close to 1500"},{"startTime":1118.659,"endTime":1120.699,"body":"a month for it."},{"startTime":1121.049,"endTime":1123.009,"body":"It is an admin person."},{"startTime":1123.009,"endTime":1126.239,"body":"It is an employee, but I"},{"startTime":1123.009,"endTime":1126.239,"body":"guarantee you, I make a"},{"startTime":1126.239,"endTime":1127.229,"body":"million dollars for a meal."},{"startTime":1127.404,"endTime":1128.034,"body":"No, I hear you."},{"startTime":1128.034,"endTime":1130.464,"body":"I guess where I'm overwhelmed"},{"startTime":1128.034,"endTime":1130.464,"body":"and it doesn't mean that"},{"startTime":1130.464,"endTime":1131.724,"body":"I'm not willing to do it."},{"startTime":1131.724,"endTime":1134.304,"body":"I just need to figure out"},{"startTime":1131.724,"endTime":1134.304,"body":"how to get myself to do it."},{"startTime":1134.604,"endTime":1135.474,"body":"I guess the overwhelm."},{"startTime":1135.774,"endTime":1137.694,"body":"Well, you call Sierra"},{"startTime":1135.774,"endTime":1137.694,"body":"interactive and you say, I"},{"startTime":1137.694,"endTime":1140.924,"body":"want the basic CRM giving"},{"startTime":1137.694,"endTime":1140.924,"body":"you your credit card number."},{"startTime":1141.274,"endTime":1141.934,"body":"No, I get it."},{"startTime":1142.064,"endTime":1145.234,"body":"I, then I would then need"},{"startTime":1142.064,"endTime":1145.234,"body":"to input the contacts"},{"startTime":1145.234,"endTime":1148.174,"body":"that realistically I don't"},{"startTime":1145.234,"endTime":1148.174,"body":"have everyone's contact."},{"startTime":1148.534,"endTime":1149.964,"body":"So that's not an excuse."},{"startTime":1149.984,"endTime":1151.924,"body":"I'm just trying to figure"},{"startTime":1149.984,"endTime":1151.924,"body":"out where are your contacts?"},{"startTime":1151.924,"endTime":1152.734,"body":"I get overwhelmed."},{"startTime":1153.084,"endTime":1155.742,"body":"Yeah, I have their phone"},{"startTime":1153.084,"endTime":1155.742,"body":"numbers, but it's more like"},{"startTime":1155.742,"endTime":1158.622,"body":"I would need in my opinion,"},{"startTime":1155.742,"endTime":1158.622,"body":"but correct me if I'm wrong."},{"startTime":1158.981,"endTime":1162.761,"body":"I would almost maybe need"},{"startTime":1158.981,"endTime":1162.761,"body":"to hire someone to take all"},{"startTime":1162.761,"endTime":1165.883,"body":"those contexts and maybe"},{"startTime":1162.761,"endTime":1165.883,"body":"create whether it's an Excel"},{"startTime":1165.883,"endTime":1168.583,"body":"sheet or go into the CRM"},{"startTime":1165.883,"endTime":1168.583,"body":"that you're referring to and"},{"startTime":1168.583,"endTime":1171.433,"body":"actually fill those gaps out."},{"startTime":1171.463,"endTime":1175.083,"body":"I guess that's where I'm"},{"startTime":1171.463,"endTime":1175.083,"body":"just seeing to do that."},{"startTime":1175.263,"endTime":1175.533,"body":"Yeah."},{"startTime":1175.563,"endTime":1175.803,"body":"Thanks."},{"startTime":1176.153,"endTime":1177.673,"body":"Remember then you ask"},{"startTime":1176.153,"endTime":1177.673,"body":"them, I want to send"},{"startTime":1177.673,"endTime":1178.663,"body":"you a Thanksgiving card."},{"startTime":1179.113,"endTime":1181.653,"body":"You get an address or an"},{"startTime":1179.113,"endTime":1181.653,"body":"email from him, or you put"},{"startTime":1181.653,"endTime":1185.223,"body":"a task in there or you put a"},{"startTime":1181.653,"endTime":1185.223,"body":"task in there for 20 of them"},{"startTime":1185.223,"endTime":1186.963,"body":"this month, 20 next month."},{"startTime":1186.993,"endTime":1189.203,"body":"I asked for an email"},{"startTime":1186.993,"endTime":1189.203,"body":"address and that's just the"},{"startTime":1189.203,"endTime":1190.283,"body":"task that you knock out."},{"startTime":1190.633,"endTime":1190.873,"body":"Yeah."},{"startTime":1191.223,"endTime":1193.703,"body":"I mean, I, yeah, I get it, man."},{"startTime":1194.053,"endTime":1197.683,"body":"And it sucks to move the"},{"startTime":1194.053,"endTime":1197.683,"body":"CRM once you have one."},{"startTime":1197.683,"endTime":1199.483,"body":"So it's so critical to."},{"startTime":1199.833,"endTime":1201.963,"body":"To have something that"},{"startTime":1199.833,"endTime":1201.963,"body":"you're going to work on."},{"startTime":1202.563,"endTime":1202.833,"body":"Yeah."},{"startTime":1203.283,"endTime":1204.243,"body":"But I see the importance."},{"startTime":1204.593,"endTime":1205.613,"body":"Yeah, go ahead."},{"startTime":1205.883,"endTime":1207.503,"body":"I want to give you"},{"startTime":1205.883,"endTime":1207.503,"body":"some action steps here."},{"startTime":1207.503,"endTime":1208.883,"body":"Cause this is a big thing."},{"startTime":1209.033,"endTime":1212.153,"body":"Like this can get over"},{"startTime":1209.033,"endTime":1212.153,"body":"overwhelming really quick."},{"startTime":1212.503,"endTime":1215.023,"body":"The first thing you need to"},{"startTime":1212.503,"endTime":1215.023,"body":"do, like, what is your budget?"},{"startTime":1215.563,"endTime":1218.023,"body":"Do you have $150"},{"startTime":1215.563,"endTime":1218.023,"body":"a month to spend?"},{"startTime":1218.023,"endTime":1220.573,"body":"Or do you have 1500 or"},{"startTime":1218.023,"endTime":1220.573,"body":"somewhere in the middle?"},{"startTime":1220.663,"endTime":1221.953,"body":"Like what are you"},{"startTime":1220.663,"endTime":1221.953,"body":"comfortable with?"},{"startTime":1222.558,"endTime":1222.798,"body":"Yeah."},{"startTime":1222.858,"endTime":1223.208,"body":"Okay."},{"startTime":1223.398,"endTime":1223.668,"body":"Okay."},{"startTime":1224.018,"endTime":1226.148,"body":"Once you determined, you"},{"startTime":1224.018,"endTime":1226.148,"body":"don't have to answer now it's"},{"startTime":1226.148,"endTime":1230.078,"body":"stuff to think about, but then"},{"startTime":1226.148,"endTime":1230.078,"body":"what features must you have,"},{"startTime":1230.648,"endTime":1233.558,"body":"obviously any CRM is going"},{"startTime":1230.648,"endTime":1233.558,"body":"to hold name, phone number."},{"startTime":1233.734,"endTime":1235.114,"body":"But is it customizable?"},{"startTime":1235.114,"endTime":1237.184,"body":"Like, can you create"},{"startTime":1235.114,"endTime":1237.184,"body":"your own custom ratings?"},{"startTime":1237.184,"endTime":1240.784,"body":"Like David says, ABC, someone"},{"startTime":1237.184,"endTime":1240.784,"body":"else will say hot, warm, cold."},{"startTime":1241.354,"endTime":1245.044,"body":"Someone else would say pro"},{"startTime":1241.354,"endTime":1245.044,"body":"prospect client past client,"},{"startTime":1245.199,"endTime":1248.079,"body":"but you want to be able to use,"},{"startTime":1245.199,"endTime":1248.079,"body":"you want to be able to use tags."},{"startTime":1248.319,"endTime":1250.969,"body":"You want to be able"},{"startTime":1248.319,"endTime":1250.969,"body":"to filter people down."},{"startTime":1250.969,"endTime":1252.649,"body":"So if you have somebody that."},{"startTime":1252.999,"endTime":1255.839,"body":"You know, contact type"},{"startTime":1252.999,"endTime":1255.839,"body":"is investor and you want"},{"startTime":1255.839,"endTime":1257.489,"body":"to have like a sub type."},{"startTime":1257.839,"endTime":1261.439,"body":"Where it's, you know, a"},{"startTime":1257.839,"endTime":1261.439,"body":"long-term buy and hold landlord"},{"startTime":1261.469,"endTime":1264.469,"body":"fix and flip, like, so you"},{"startTime":1261.469,"endTime":1264.469,"body":"can break it down because your"},{"startTime":1264.469,"endTime":1267.519,"body":"list, as your list grows, it"},{"startTime":1264.469,"endTime":1267.519,"body":"becomes more overwhelming."},{"startTime":1267.519,"endTime":1269.919,"body":"So just make sure that it has"},{"startTime":1267.519,"endTime":1269.919,"body":"all the features you want."},{"startTime":1269.919,"endTime":1271.719,"body":"There are a million"},{"startTime":1269.919,"endTime":1271.719,"body":"CRM company, though."},{"startTime":1272.069,"endTime":1273.389,"body":"A lot of them are designed."},{"startTime":1273.389,"endTime":1276.689,"body":"It's just a blue box for"},{"startTime":1273.389,"endTime":1276.689,"body":"realtors and the investment"},{"startTime":1276.689,"endTime":1277.399,"body":"side of your business."},{"startTime":1277.409,"endTime":1278.789,"body":"It's not going to stand up."},{"startTime":1279.139,"endTime":1282.139,"body":"And that's how people like"},{"startTime":1279.139,"endTime":1282.139,"body":"David ended up going with a"},{"startTime":1282.169,"endTime":1284.989,"body":"custom build with a company"},{"startTime":1282.169,"endTime":1284.989,"body":"like Sierra interact."},{"startTime":1285.339,"endTime":1288.039,"body":"Gary Nash was, is, has"},{"startTime":1285.339,"endTime":1288.039,"body":"written on the board, their"},{"startTime":1288.039,"endTime":1292.209,"body":"Salesforce and Salesforce"},{"startTime":1288.039,"endTime":1292.209,"body":"is an extremely robust CRM."},{"startTime":1292.559,"endTime":1296.269,"body":"It has quite a bit of a learning"},{"startTime":1292.559,"endTime":1296.269,"body":"curve, but there's, we can't"},{"startTime":1296.269,"endTime":1297.489,"body":"answer these questions for you."},{"startTime":1297.489,"endTime":1301.699,"body":"You can go with Podio for,"},{"startTime":1297.489,"endTime":1301.699,"body":"go with Podio for free, go to"},{"startTime":1301.699,"endTime":1305.359,"body":"Upwork and hire a Podio expert"},{"startTime":1301.699,"endTime":1305.359,"body":"to completely customize it."},{"startTime":1305.899,"endTime":1308.809,"body":"Or you can go plug to Sierra"},{"startTime":1305.899,"endTime":1308.809,"body":"interactive and say, give"},{"startTime":1308.809,"endTime":1310.009,"body":"me the David Pinel package."},{"startTime":1310.359,"endTime":1313.339,"body":"You know, Salesforce is great."},{"startTime":1313.386,"endTime":1315.975,"body":"It's, you're going to the"},{"startTime":1313.386,"endTime":1315.975,"body":"good thing about the bigger"},{"startTime":1315.975,"endTime":1317.685,"body":"platforms like Salesforce."},{"startTime":1317.87,"endTime":1320.72,"body":"Podio anything that's"},{"startTime":1317.87,"endTime":1320.72,"body":"got a high adoption rate."},{"startTime":1321.26,"endTime":1323.69,"body":"You can typically find"},{"startTime":1321.26,"endTime":1323.69,"body":"contractors that'll work"},{"startTime":1323.81,"endTime":1326.96,"body":"for 30 to $50 an hour to"},{"startTime":1323.81,"endTime":1326.96,"body":"do the build-out work."},{"startTime":1327.31,"endTime":1327.67,"body":"Okay."},{"startTime":1327.73,"endTime":1330.628,"body":"Then train your admin,"},{"startTime":1327.73,"endTime":1330.628,"body":"and then your admin can"},{"startTime":1330.628,"endTime":1331.798,"body":"clean up your contact."},{"startTime":1331.798,"endTime":1334.408,"body":"She can take your phone"},{"startTime":1331.798,"endTime":1334.408,"body":"list, your spreadsheet, your"},{"startTime":1334.408,"endTime":1337.998,"body":"spreadsheets, wherever your"},{"startTime":1334.408,"endTime":1337.998,"body":"old contracts, your email"},{"startTime":1337.998,"endTime":1340.308,"body":"account, wherever she can"},{"startTime":1337.998,"endTime":1340.308,"body":"gather this information."},{"startTime":1340.658,"endTime":1341.018,"body":"Okay."},{"startTime":1341.408,"endTime":1342.482,"body":"And do the importance."},{"startTime":1342.707,"endTime":1344.267,"body":"There's, it's, it's tough."},{"startTime":1344.297,"endTime":1346.367,"body":"Like, you know, Gary"},{"startTime":1344.297,"endTime":1346.367,"body":"is a Salesforce guy."},{"startTime":1346.397,"endTime":1347.507,"body":"I'm a HubSpot guy."},{"startTime":1347.537,"endTime":1349.247,"body":"David's a Sierra"},{"startTime":1347.537,"endTime":1349.247,"body":"interactive guy."},{"startTime":1349.597,"endTime":1350.677,"body":"There's no right answer."},{"startTime":1350.797,"endTime":1352.897,"body":"You got to look at the"},{"startTime":1350.797,"endTime":1352.897,"body":"feature set and what's"},{"startTime":1352.897,"endTime":1354.187,"body":"absolutely necessary."},{"startTime":1354.537,"endTime":1358.012,"body":"I would say that having worked"},{"startTime":1354.537,"endTime":1358.012,"body":"on at least a half a dozen"},{"startTime":1358.012,"endTime":1361.882,"body":"and built from the ground"},{"startTime":1358.012,"endTime":1361.882,"body":"up a half a dozen CRM, what."},{"startTime":1362.232,"endTime":1363.852,"body":"Pick one that you can grow into."},{"startTime":1363.853,"endTime":1366.507,"body":"Don't put like, cause what,"},{"startTime":1363.853,"endTime":1366.507,"body":"like David said, it's extremely"},{"startTime":1366.507,"endTime":1367.917,"body":"painful to make this move."},{"startTime":1367.917,"endTime":1371.007,"body":"So if you get a really basic"},{"startTime":1367.917,"endTime":1371.007,"body":"CRM that doesn't fit your"},{"startTime":1371.007,"endTime":1374.397,"body":"needs, you can't customize"},{"startTime":1371.007,"endTime":1374.397,"body":"an add, you know, add certain"},{"startTime":1374.457,"endTime":1378.747,"body":"variables to it here then six"},{"startTime":1374.457,"endTime":1378.747,"body":"months or a year from now,"},{"startTime":1378.747,"endTime":1381.947,"body":"you're going to be mad at how"},{"startTime":1378.747,"endTime":1381.947,"body":"to, and a lot of CRM companies"},{"startTime":1381.947,"endTime":1385.307,"body":"will make it difficult to"},{"startTime":1381.947,"endTime":1385.307,"body":"handle the export import."},{"startTime":1385.547,"endTime":1386.657,"body":"It's a painful move."},{"startTime":1387.007,"endTime":1389.359,"body":"Yeah, pick one that you feel"},{"startTime":1387.007,"endTime":1389.359,"body":"like you can afford one that"},{"startTime":1389.359,"endTime":1390.769,"body":"you feel like you can grow into."},{"startTime":1390.769,"endTime":1392.179,"body":"You're not that"},{"startTime":1390.769,"endTime":1392.179,"body":"you'll grow out of."},{"startTime":1392.394,"endTime":1395.664,"body":"And also look on Upwork and"},{"startTime":1392.394,"endTime":1395.664,"body":"look around at other places"},{"startTime":1395.664,"endTime":1398.934,"body":"to see when I'm stuck and"},{"startTime":1395.664,"endTime":1398.934,"body":"you're going to get stuck."},{"startTime":1399.365,"endTime":1401.915,"body":"Even if it's just, I don't"},{"startTime":1399.365,"endTime":1401.915,"body":"brick and feel like doing"},{"startTime":1401.915,"endTime":1404.345,"body":"this anymore, I'm capable,"},{"startTime":1401.915,"endTime":1404.345,"body":"but I don't want to do it."},{"startTime":1404.885,"endTime":1408.035,"body":"Like, can you find a contractor"},{"startTime":1404.885,"endTime":1408.035,"body":"to do that work for you"},{"startTime":1408.035,"endTime":1410.656,"body":"if you're stuck and that's"},{"startTime":1408.035,"endTime":1410.656,"body":"the right, that's the right"},{"startTime":1410.656,"endTime":1414.856,"body":"platform, the right combination"},{"startTime":1410.656,"endTime":1414.856,"body":"of cost features and, you know,"},{"startTime":1414.856,"endTime":1416.386,"body":"available help when you need it."},{"startTime":1416.736,"endTime":1420.101,"body":"And just to clarify, I haven't"},{"startTime":1416.736,"endTime":1420.101,"body":"done any customization,"},{"startTime":1420.131,"endTime":1423.151,"body":"but it's not the David L"},{"startTime":1420.131,"endTime":1423.151,"body":"David's package on Sierra."},{"startTime":1423.131,"endTime":1426.251,"body":"They have 40 something"},{"startTime":1423.131,"endTime":1426.251,"body":"programmers just because"},{"startTime":1426.251,"endTime":1430.112,"body":"it's a cloud-based it's I"},{"startTime":1426.251,"endTime":1430.112,"body":"pay $400 for just the CRM"},{"startTime":1430.112,"endTime":1431.192,"body":"and website, I believe."},{"startTime":1431.542,"endTime":1433.836,"body":"But they it's it's 40"},{"startTime":1431.542,"endTime":1433.836,"body":"programmers that they're"},{"startTime":1433.836,"endTime":1435.996,"body":"always adding stuff"},{"startTime":1433.836,"endTime":1435.996,"body":"to and upgrading it."},{"startTime":1435.996,"endTime":1439.595,"body":"And that, to me, you know,"},{"startTime":1435.996,"endTime":1439.595,"body":"it's just organized as I"},{"startTime":1439.595,"endTime":1442.175,"body":"look at it, the first thing"},{"startTime":1439.595,"endTime":1442.175,"body":"I look at when I log in,"},{"startTime":1442.445,"endTime":1443.675,"body":"what do I need to do today?"},{"startTime":1444.215,"endTime":1445.865,"body":"And I guess, share my"},{"startTime":1444.215,"endTime":1445.865,"body":"screen if you want."},{"startTime":1445.865,"endTime":1448.975,"body":"I have like, I have 25"},{"startTime":1445.865,"endTime":1448.975,"body":"prime people ready to pop."},{"startTime":1449.325,"endTime":1449.595,"body":"Yeah."},{"startTime":1449.625,"endTime":1450.855,"body":"Sierra interactive."},{"startTime":1451.185,"endTime":1454.575,"body":"They're actually, they were"},{"startTime":1451.185,"endTime":1454.575,"body":"with real estate webmasters"},{"startTime":1454.575,"endTime":1457.365,"body":"and it got so frustrated"},{"startTime":1454.575,"endTime":1457.365,"body":"with them that four of the"},{"startTime":1457.875,"endTime":1461.325,"body":"realtors went and built their"},{"startTime":1457.875,"endTime":1461.325,"body":"own company with a program."},{"startTime":1461.675,"endTime":1465.125,"body":"Now it's blossomed"},{"startTime":1461.675,"endTime":1465.125,"body":"into 400 employees in"},{"startTime":1465.475,"endTime":1466.825,"body":"Lewisville, Kentucky."},{"startTime":1467.175,"endTime":1469.515,"body":"And I think they're just,"},{"startTime":1467.175,"endTime":1469.515,"body":"they're doing everything"},{"startTime":1469.515,"endTime":1471.225,"body":"they can to help realtors."},{"startTime":1471.575,"endTime":1473.975,"body":"But for the investor"},{"startTime":1471.575,"endTime":1473.975,"body":"side, it doesn't really do"},{"startTime":1473.975,"endTime":1477.035,"body":"much for us, but I still"},{"startTime":1473.975,"endTime":1477.035,"body":"put the context right."},{"startTime":1477.385,"endTime":1480.265,"body":"And just put a tag there for"},{"startTime":1477.385,"endTime":1480.265,"body":"cash opportunities, wholesales,"},{"startTime":1480.44,"endTime":1483.22,"body":"flippers, whole, you know,"},{"startTime":1480.44,"endTime":1483.22,"body":"whatever it is cause I could,"},{"startTime":1483.22,"endTime":1485.86,"body":"I get run a quick Excel tag."},{"startTime":1486.01,"endTime":1488.86,"body":"I can run my tags and get"},{"startTime":1486.01,"endTime":1488.86,"body":"everybody I need to call"},{"startTime":1489.21,"endTime":1494.22,"body":"you guys, like kind of you"},{"startTime":1489.21,"endTime":1494.22,"body":"guys Hubbard on the main items"},{"startTime":1494.22,"endTime":1495.39,"body":"that one should look for."},{"startTime":1495.39,"endTime":1498.02,"body":"And then also just"},{"startTime":1495.39,"endTime":1498.02,"body":"kind of gave examples."},{"startTime":1498.16,"endTime":1501.41,"body":"It made it a lot more clear"},{"startTime":1498.16,"endTime":1501.41,"body":"for me to get a better"},{"startTime":1501.41,"endTime":1503.45,"body":"understanding of how you"},{"startTime":1501.41,"endTime":1503.45,"body":"guys were peeling that onion."},{"startTime":1504.05,"endTime":1505.04,"body":"I'd rather see you."},{"startTime":1505.1,"endTime":1506.54,"body":"I started to call"},{"startTime":1505.1,"endTime":1506.54,"body":"you knitted earlier."},{"startTime":1506.89,"endTime":1509.36,"body":"Yeah, probably I'm just,"},{"startTime":1506.89,"endTime":1509.36,"body":"and everybody else."},{"startTime":1509.36,"endTime":1510.56,"body":"I apologize for my language."},{"startTime":1510.865,"endTime":1513.625,"body":"My goal is that two"},{"startTime":1510.865,"endTime":1513.625,"body":"people to my CRM a day."},{"startTime":1513.985,"endTime":1517.605,"body":"So it's not like I need to"},{"startTime":1513.985,"endTime":1517.605,"body":"import 6,000 people and then"},{"startTime":1517.605,"endTime":1519.015,"body":"figure out how to category."},{"startTime":1519.365,"endTime":1519.605,"body":"Yeah."},{"startTime":1519.635,"endTime":1521.495,"body":"If you could add two"},{"startTime":1519.635,"endTime":1521.495,"body":"people, 10 people a"},{"startTime":1521.495,"endTime":1523.085,"body":"week, it's very minimum."},{"startTime":1523.115,"endTime":1524.015,"body":"That's like minimum."},{"startTime":1524.365,"endTime":1524.695,"body":"Yeah."},{"startTime":1525.175,"endTime":1527.515,"body":"But the idea is someday,"},{"startTime":1525.175,"endTime":1527.515,"body":"you're going to give this"},{"startTime":1527.515,"endTime":1528.655,"body":"to somebody else to run."},{"startTime":1529.005,"endTime":1529.305,"body":"Yeah."},{"startTime":1529.485,"endTime":1530.685,"body":"You're going to"},{"startTime":1529.485,"endTime":1530.685,"body":"give it to an admin."},{"startTime":1530.685,"endTime":1532.395,"body":"You're going to give it to a"},{"startTime":1530.685,"endTime":1532.395,"body":"buyers and you're going to give"},{"startTime":1532.405,"endTime":1535.395,"body":"to a listing agent you're going"},{"startTime":1532.405,"endTime":1535.395,"body":"to give to a acquisition agent."},{"startTime":1535.745,"endTime":1538.195,"body":"So in six months, I don't"},{"startTime":1535.745,"endTime":1538.195,"body":"know where I'm going to be."},{"startTime":1538.195,"endTime":1539.665,"body":"I'm going to have two"},{"startTime":1538.195,"endTime":1539.665,"body":"acquisition names."},{"startTime":1539.675,"endTime":1540.835,"body":"I need to tag everything."},{"startTime":1541.105,"endTime":1543.205,"body":"So that I say, look, you"},{"startTime":1541.105,"endTime":1543.205,"body":"got these tests to do."},{"startTime":1543.555,"endTime":1543.835,"body":"No."},{"startTime":1543.855,"endTime":1545.145,"body":"That makes so much."},{"startTime":1545.495,"endTime":1548.495,"body":"So some folks ask what I"},{"startTime":1545.495,"endTime":1548.495,"body":"used when I was in production"},{"startTime":1548.495,"endTime":1551.615,"body":"as a realtor, what I"},{"startTime":1548.495,"endTime":1551.615,"body":"found at the time without,"},{"startTime":1551.626,"endTime":1555.156,"body":"building out something like"},{"startTime":1551.626,"endTime":1555.156,"body":"Infusionsoft or HubSpot, I"},{"startTime":1555.156,"endTime":1556.986,"body":"actually used top producer."},{"startTime":1557.436,"endTime":1560.486,"body":"And the reason I chose it,"},{"startTime":1557.436,"endTime":1560.486,"body":"the predominant reason I"},{"startTime":1560.486,"endTime":1563.276,"body":"chose it said was it has"},{"startTime":1560.486,"endTime":1563.276,"body":"a really good transaction"},{"startTime":1563.276,"endTime":1564.596,"body":"management side to it."},{"startTime":1564.946,"endTime":1568.781,"body":"So not only did it, not only"},{"startTime":1564.946,"endTime":1568.781,"body":"that it act as a CRM, I built"},{"startTime":1568.811,"endTime":1570.491,"body":"all of my personal checklist."},{"startTime":1570.521,"endTime":1572.981,"body":"I encouraged you earlier"},{"startTime":1570.521,"endTime":1572.981,"body":"to get everything in your"},{"startTime":1572.981,"endTime":1575.831,"body":"business, down to a system"},{"startTime":1572.981,"endTime":1575.831,"body":"and a checklist like this is"},{"startTime":1575.831,"endTime":1577.451,"body":"how we do a buyer contract."},{"startTime":1577.481,"endTime":1579.371,"body":"This is how we do an"},{"startTime":1577.481,"endTime":1579.371,"body":"acquisition contract."},{"startTime":1579.431,"endTime":1581.111,"body":"This is how we do a"},{"startTime":1579.431,"endTime":1581.111,"body":"listing agreement."},{"startTime":1581.461,"endTime":1584.191,"body":"Every one of those had"},{"startTime":1581.461,"endTime":1584.191,"body":"a, I had a checklist for"},{"startTime":1584.341,"endTime":1585.991,"body":"cross the, from prospect."},{"startTime":1586.341,"endTime":1589.221,"body":"Oh, well, from lead to"},{"startTime":1586.341,"endTime":1589.221,"body":"prospect was a checklist from"},{"startTime":1589.221,"endTime":1592.011,"body":"prospect to contract with"},{"startTime":1589.221,"endTime":1592.011,"body":"a checklist from contract"},{"startTime":1592.011,"endTime":1593.661,"body":"to close was a checklist."},{"startTime":1594.011,"endTime":1596.411,"body":"And I just simply turn"},{"startTime":1594.011,"endTime":1596.411,"body":"those into workflows."},{"startTime":1596.501,"endTime":1600.551,"body":"So the CRM would tell me, or my"},{"startTime":1596.501,"endTime":1600.551,"body":"assistant or my agents at any"},{"startTime":1600.551,"endTime":1603.881,"body":"given time what, where we were"},{"startTime":1600.551,"endTime":1603.881,"body":"in the life cycle of that deal."},{"startTime":1604.231,"endTime":1606.631,"body":"Now, a lot of other CRM"},{"startTime":1604.231,"endTime":1606.631,"body":"companies have caught up"},{"startTime":1606.691,"endTime":1609.631,"body":"and having an even better"},{"startTime":1606.691,"endTime":1609.631,"body":"UI Salesforce and example,"},{"startTime":1609.671,"endTime":1612.462,"body":"you can buy, plugins that"},{"startTime":1609.671,"endTime":1612.462,"body":"are already pre where"},{"startTime":1612.462,"endTime":1613.542,"body":"all this work has done."},{"startTime":1613.717,"endTime":1616.147,"body":"One thing I would say the"},{"startTime":1613.717,"endTime":1616.147,"body":"biggest mistake I've made with"},{"startTime":1616.147,"endTime":1621.877,"body":"CRM is I built them myself"},{"startTime":1616.147,"endTime":1621.877,"body":"and I probably have one to 300"},{"startTime":1621.877,"endTime":1624.247,"body":"hours and CRM that I've built."},{"startTime":1624.277,"endTime":1626.317,"body":"I've built on"},{"startTime":1624.277,"endTime":1626.317,"body":"Microsoft dynamics."},{"startTime":1626.767,"endTime":1630.977,"body":"I've built on Zoho, I've"},{"startTime":1626.767,"endTime":1630.977,"body":"built on cold fusion and"},{"startTime":1631.007,"endTime":1632.777,"body":"I've built on top producer."},{"startTime":1633.137,"endTime":1635.477,"body":"So those four and now HubSpot."},{"startTime":1635.477,"endTime":1637.888,"body":"So I've built my own"},{"startTime":1635.477,"endTime":1637.888,"body":"from the ground up."},{"startTime":1638.238,"endTime":1641.657,"body":"And that's with, pretty"},{"startTime":1638.238,"endTime":1641.657,"body":"proficient up myself on"},{"startTime":1641.657,"endTime":1643.187,"body":"Microsoft dynamics first."},{"startTime":1643.377,"endTime":1646.407,"body":"But even though I have the"},{"startTime":1643.377,"endTime":1646.407,"body":"skill set, it's still one of the"},{"startTime":1646.407,"endTime":1647.877,"body":"stupidest thing I've ever done."},{"startTime":1648.062,"endTime":1651.152,"body":"So when I set out to build"},{"startTime":1648.062,"endTime":1651.152,"body":"HubSpot for this company, like"},{"startTime":1651.152,"endTime":1654.258,"body":"to switch from the cold fusion"},{"startTime":1651.152,"endTime":1654.258,"body":"I actually was smart enough"},{"startTime":1654.318,"endTime":1657.131,"body":"to hire help and get it done,"},{"startTime":1654.318,"endTime":1657.131,"body":"but it's not inexpensive."},{"startTime":1657.521,"endTime":1660.731,"body":"I did take some money and"},{"startTime":1657.521,"endTime":1660.731,"body":"grow box CRM up and running."},{"startTime":1661.081,"endTime":1665.131,"body":"It's having it be customizable"},{"startTime":1661.081,"endTime":1665.131,"body":"is really good, but you have"},{"startTime":1665.131,"endTime":1666.931,"body":"to be, have to balance, right?"},{"startTime":1666.991,"endTime":1670.628,"body":"Like it's it's, you can"},{"startTime":1666.991,"endTime":1670.628,"body":"really, you can really spend"},{"startTime":1670.628,"endTime":1673.178,"body":"an exorbitant amount of time"},{"startTime":1670.628,"endTime":1673.178,"body":"getting these things built."},{"startTime":1673.208,"endTime":1678.038,"body":"So the $1,500 a month can sound"},{"startTime":1673.208,"endTime":1678.038,"body":"insanely expensive until you"},{"startTime":1678.038,"endTime":1681.128,"body":"look at the amount of time or"},{"startTime":1678.038,"endTime":1681.128,"body":"delegation required to get a CRM"},{"startTime":1681.128,"endTime":1682.688,"body":"to that point of functionality."},{"startTime":1682.688,"endTime":1686.058,"body":"Like for example, Salesforce and"},{"startTime":1682.688,"endTime":1686.058,"body":"Gary, I'm going to kick it to"},{"startTime":1686.058,"endTime":1689.833,"body":"you here in a second, Salesforce"},{"startTime":1686.058,"endTime":1689.833,"body":"has basically pretty smart"},{"startTime":1690.183,"endTime":1693.043,"body":"and can help them prospect"},{"startTime":1690.183,"endTime":1693.043,"body":"texting and emailing your"},{"startTime":1693.043,"endTime":1695.468,"body":"people, with moving toward AI."},{"startTime":1696.02,"endTime":1698.262,"body":"They've invested heavily"},{"startTime":1696.02,"endTime":1698.262,"body":"in, I don't know if Sierra"},{"startTime":1698.262,"endTime":1699.042,"body":"interactive has that."},{"startTime":1699.042,"endTime":1700.332,"body":"I think you have SMS."},{"startTime":1700.332,"endTime":1701.022,"body":"That'd be greater than me."},{"startTime":1701.372,"endTime":1704.912,"body":"We have everything that they"},{"startTime":1701.372,"endTime":1704.912,"body":"offer now and it's and most"},{"startTime":1704.912,"endTime":1707.282,"body":"of the costs are running"},{"startTime":1704.912,"endTime":1707.282,"body":"ads and stuff to the CRM."},{"startTime":1707.282,"endTime":1710.002,"body":"But so I just include that all"},{"startTime":1707.282,"endTime":1710.002,"body":"that I shouldn't be quoted,"},{"startTime":1710.032,"endTime":1712.917,"body":"but it should be marketing,"},{"startTime":1710.032,"endTime":1712.917,"body":"but it's, Sierra has all"},{"startTime":1712.917,"endTime":1715.702,"body":"that now with the help of"},{"startTime":1712.917,"endTime":1715.702,"body":"some, outside coaching help."},{"startTime":1716.052,"endTime":1719.842,"body":"And Gary is, oh, so you're"},{"startTime":1716.052,"endTime":1719.842,"body":"using Gary as a home bus,"},{"startTime":1719.842,"endTime":1721.272,"body":"your franchisees land."},{"startTime":1721.497,"endTime":1723.557,"body":"I'll just, or you have"},{"startTime":1721.497,"endTime":1723.557,"body":"a microphone here."},{"startTime":1723.907,"endTime":1726.577,"body":"Tell us what you love"},{"startTime":1723.907,"endTime":1726.577,"body":"about Salesforce out."},{"startTime":1726.697,"endTime":1730.664,"body":"If you hired work to be"},{"startTime":1726.697,"endTime":1730.664,"body":"done, what's your cost is we"},{"startTime":1730.664,"endTime":1731.534,"body":"still don't have your audio."},{"startTime":1731.884,"endTime":1733.564,"body":"I only know why you're"},{"startTime":1731.884,"endTime":1733.564,"body":"writing on the board."},{"startTime":1733.914,"endTime":1734.334,"body":"There we go."},{"startTime":1734.334,"endTime":1734.784,"body":"Can you hear me?"},{"startTime":1735.134,"endTime":1735.284,"body":"Yeah."},{"startTime":1735.634,"endTime":1736.114,"body":"Okay, good."},{"startTime":1736.464,"endTime":1736.824,"body":"Yeah."},{"startTime":1737.174,"endTime":1740.654,"body":"Fortunately with the home"},{"startTime":1737.174,"endTime":1740.654,"body":"Buster franchise, Salesforce"},{"startTime":1740.654,"endTime":1742.544,"body":"comes with the package."},{"startTime":1742.894,"endTime":1747.874,"body":"And so really the way that"},{"startTime":1742.894,"endTime":1747.874,"body":"I use it is I farm it out"},{"startTime":1747.874,"endTime":1749.494,"body":"to a virtual assistant."},{"startTime":1749.844,"endTime":1753.361,"body":"And all I do is just plug"},{"startTime":1749.844,"endTime":1753.361,"body":"the data and I gave her the"},{"startTime":1753.361,"endTime":1756.571,"body":"perimeters and then she actually"},{"startTime":1753.361,"endTime":1756.571,"body":"kind of managed it and then"},{"startTime":1756.571,"endTime":1757.951,"body":"I would just get emails."},{"startTime":1758.261,"endTime":1761.509,"body":"That's really the easiest way,"},{"startTime":1758.261,"endTime":1761.509,"body":"but the thing I like or love"},{"startTime":1761.509,"endTime":1765.352,"body":"about Salesforce is that you"},{"startTime":1761.509,"endTime":1765.352,"body":"can put all your variables"},{"startTime":1765.352,"endTime":1769.287,"body":"in there and it's real easy"},{"startTime":1765.352,"endTime":1769.287,"body":"to track, all of your leads."},{"startTime":1769.347,"endTime":1772.582,"body":"And like David said, you're"},{"startTime":1769.347,"endTime":1772.582,"body":"not going to remember"},{"startTime":1772.582,"endTime":1775.858,"body":"to call somebody in six"},{"startTime":1772.582,"endTime":1775.858,"body":"months and you need."},{"startTime":1776.033,"endTime":1779.993,"body":"To help you or remind you"},{"startTime":1776.033,"endTime":1779.993,"body":"of what's going on and"},{"startTime":1779.993,"endTime":1782.033,"body":"where you last left off."},{"startTime":1782.015,"endTime":1786.112,"body":"And so, I mentioned Salesforce"},{"startTime":1782.015,"endTime":1786.112,"body":"I've used when I had my"},{"startTime":1786.112,"endTime":1789.495,"body":"construction company,"},{"startTime":1786.112,"endTime":1789.495,"body":"there was a, another kind"},{"startTime":1789.495,"endTime":1792.729,"body":"of a lead source that was"},{"startTime":1789.495,"endTime":1792.729,"body":"designed for for contractors."},{"startTime":1793.299,"endTime":1796.763,"body":"And we were able to kind of"},{"startTime":1793.299,"endTime":1796.763,"body":"plug that information there."},{"startTime":1796.763,"endTime":1800.848,"body":"And even before that, I think"},{"startTime":1796.763,"endTime":1800.848,"body":"it was act, I think, used to"},{"startTime":1800.848,"endTime":1805.581,"body":"be one that we were using, but"},{"startTime":1800.848,"endTime":1805.581,"body":"I've never been without a CRM."},{"startTime":1805.596,"endTime":1806.946,"body":"It's really important."},{"startTime":1807.064,"endTime":1811.26,"body":"And so that's really kind of all"},{"startTime":1807.064,"endTime":1811.26,"body":"I have to say about that chat."},{"startTime":1811.61,"endTime":1811.79,"body":"Okay."},{"startTime":1812.14,"endTime":1814.81,"body":"What I'd like you to do is"},{"startTime":1812.14,"endTime":1814.81,"body":"first figure out what your"},{"startTime":1814.81,"endTime":1816.07,"body":"budget is for this project."},{"startTime":1816.42,"endTime":1818.308,"body":"What's a comfortable monthly,"},{"startTime":1816.42,"endTime":1818.308,"body":"and then you'll know that'll"},{"startTime":1818.308,"endTime":1819.508,"body":"help you shorten the list."},{"startTime":1819.858,"endTime":1822.438,"body":"Then go look at the one,"},{"startTime":1819.858,"endTime":1822.438,"body":"then that price category."},{"startTime":1822.628,"endTime":1825.867,"body":"We've talked about HubSpot,"},{"startTime":1822.628,"endTime":1825.867,"body":"we've talked about Salesforce."},{"startTime":1825.867,"endTime":1827.577,"body":"We've talked about"},{"startTime":1825.867,"endTime":1827.577,"body":"Sierra interactive."},{"startTime":1827.648,"endTime":1830.159,"body":"We've talked about"},{"startTime":1827.648,"endTime":1830.159,"body":"Podio on the lower, the"},{"startTime":1830.159,"endTime":1830.939,"body":"lower end of the scale."},{"startTime":1830.939,"endTime":1832.259,"body":"That's more of the DIY."},{"startTime":1832.259,"endTime":1835.999,"body":"Like, unless you can find that"},{"startTime":1832.259,"endTime":1835.999,"body":"the plugins, but figure out what"},{"startTime":1835.999,"endTime":1840.949,"body":"your budget is, then choose your"},{"startTime":1835.999,"endTime":1840.949,"body":"platform, then decide whether"},{"startTime":1840.949,"endTime":1844.484,"body":"you are going to start doing the"},{"startTime":1840.949,"endTime":1844.484,"body":"contact aggregation, cleaning"},{"startTime":1844.484,"endTime":1847.384,"body":"up your list and getting it"},{"startTime":1844.484,"endTime":1847.384,"body":"ready for the import or whether"},{"startTime":1847.384,"endTime":1850.924,"body":"that's something you can afford"},{"startTime":1847.384,"endTime":1850.924,"body":"to sub out to a contractor, or"},{"startTime":1850.924,"endTime":1853.444,"body":"whether you choose a company"},{"startTime":1850.924,"endTime":1853.444,"body":"who might offer that as part"},{"startTime":1853.444,"endTime":1856.211,"body":"of a service for being a"},{"startTime":1853.444,"endTime":1856.211,"body":"subscriber to their plot."},{"startTime":1856.561,"endTime":1859.771,"body":"And then put a date to this,"},{"startTime":1856.561,"endTime":1859.771,"body":"like, and I'll ask you right"},{"startTime":1859.771,"endTime":1861.001,"body":"now in front of everybody."},{"startTime":1861.091,"endTime":1862.591,"body":"When is your CRM?"},{"startTime":1862.621,"endTime":1866.212,"body":"All your imports are done"},{"startTime":1862.621,"endTime":1866.212,"body":"and you've got, you're using"},{"startTime":1866.212,"endTime":1868.873,"body":"it with this appoint, like"},{"startTime":1866.212,"endTime":1868.873,"body":"it's part of your daily."},{"startTime":1868.873,"endTime":1871.183,"body":"The first thing you do in the"},{"startTime":1868.873,"endTime":1871.183,"body":"morning is look at your CRM."},{"startTime":1871.183,"endTime":1871.843,"body":"What's that date?"},{"startTime":1872.193,"endTime":1872.793,"body":"What's today?"},{"startTime":1872.793,"endTime":1873.393,"body":"The third."},{"startTime":1873.743,"endTime":1874.553,"body":"15th?"},{"startTime":1874.903,"endTime":1875.113,"body":"Yeah."},{"startTime":1875.463,"endTime":1875.853,"body":"Okay."},{"startTime":1876.393,"endTime":1876.633,"body":"Okay."},{"startTime":1876.633,"endTime":1878.193,"body":"How about September 15th?"},{"startTime":1878.193,"endTime":1879.423,"body":"How about in one month from now?"},{"startTime":1879.453,"endTime":1879.993,"body":"30 days."},{"startTime":1879.993,"endTime":1880.863,"body":"Does that sound fair?"},{"startTime":1881.213,"endTime":1881.573,"body":"Okay."},{"startTime":1881.993,"endTime":1882.923,"body":"I'm writing that down."},{"startTime":1882.923,"endTime":1884.243,"body":"I'm literally writing that down."},{"startTime":1884.593,"endTime":1884.833,"body":"Yeah."},{"startTime":1885.183,"endTime":1888.171,"body":"I mean, it's, there's a lot of,"},{"startTime":1885.183,"endTime":1888.171,"body":"there are a lot of options out"},{"startTime":1888.171,"endTime":1890.44,"body":"there, but we've talked about, I"},{"startTime":1888.171,"endTime":1890.44,"body":"mean, you've seen what, what we"},{"startTime":1890.44,"endTime":1891.79,"body":"kind of use at the higher level."},{"startTime":1892.254,"endTime":1894.234,"body":"Some of the folks, I think"},{"startTime":1892.254,"endTime":1894.234,"body":"it was Balcom that said"},{"startTime":1894.234,"endTime":1897.744,"body":"he's using Podio, but he"},{"startTime":1894.234,"endTime":1897.744,"body":"hasn't been very good at it."},{"startTime":1897.744,"endTime":1900.924,"body":"So if you don't mind jump in and"},{"startTime":1897.744,"endTime":1900.924,"body":"share your experience with fed"},{"startTime":1900.924,"endTime":1903.024,"body":"with Podio, I did build on it."},{"startTime":1903.084,"endTime":1905.694,"body":"That's when I forgot I"},{"startTime":1903.084,"endTime":1905.694,"body":"didn't use it a whole lot."},{"startTime":1905.811,"endTime":1909.536,"body":"But anyone who using Podio"},{"startTime":1905.811,"endTime":1909.536,"body":"regularly jumped back on"},{"startTime":1909.536,"endTime":1910.976,"body":"and let them know what"},{"startTime":1909.536,"endTime":1910.976,"body":"your experience is then?"},{"startTime":1911.131,"endTime":1911.341,"body":"Sure."},{"startTime":1911.341,"endTime":1912.061,"body":"I can let him know."},{"startTime":1912.546,"endTime":1915.271,"body":"Yeah, I think I said that"},{"startTime":1912.546,"endTime":1915.271,"body":"last week that it was I was"},{"startTime":1915.271,"endTime":1917.791,"body":"a bit behind, I think it"},{"startTime":1915.271,"endTime":1917.791,"body":"was during the last call."},{"startTime":1918.221,"endTime":1920.606,"body":"In all fairness to fit, I've"},{"startTime":1918.221,"endTime":1920.606,"body":"got a programming background."},{"startTime":1920.606,"endTime":1923.611,"body":"So I don't think that"},{"startTime":1920.606,"endTime":1923.611,"body":"I'm technically the."},{"startTime":1923.961,"endTime":1927.566,"body":"The common usage case, but"},{"startTime":1923.961,"endTime":1927.566,"body":"honestly, to pair what Chad"},{"startTime":1927.566,"endTime":1929.396,"body":"already said, I've already"},{"startTime":1927.566,"endTime":1929.396,"body":"found like three or four of the"},{"startTime":1929.396,"endTime":1932.516,"body":"developers where, you know, all"},{"startTime":1929.396,"endTime":1932.516,"body":"they do is Podio development"},{"startTime":1932.576,"endTime":1935.715,"body":"and, pretty much everything"},{"startTime":1932.576,"endTime":1935.715,"body":"that, that Chad said that Gary"},{"startTime":1935.715,"endTime":1938.376,"body":"said that David has said, they,"},{"startTime":1935.715,"endTime":1938.376,"body":"they know all this stuff, they"},{"startTime":1938.376,"endTime":1939.396,"body":"know everything that you need."},{"startTime":1939.396,"endTime":1941.286,"body":"You know, this is literally,"},{"startTime":1939.396,"endTime":1941.286,"body":"this is all they do."},{"startTime":1941.376,"endTime":1943.936,"body":"They just develop Podio for"},{"startTime":1941.376,"endTime":1943.936,"body":"investors in transfer agents."},{"startTime":1944.536,"endTime":1946.106,"body":"And you know, how"},{"startTime":1944.536,"endTime":1946.106,"body":"come where are you?"},{"startTime":1946.196,"endTime":1948.306,"body":"Are you finding your"},{"startTime":1946.196,"endTime":1948.306,"body":"developers on Upwork?"},{"startTime":1948.596,"endTime":1950.696,"body":"You, where do you"},{"startTime":1948.596,"endTime":1950.696,"body":"find your help?"},{"startTime":1951.046,"endTime":1954.38,"body":"Oh, I I listen"},{"startTime":1951.046,"endTime":1954.38,"body":"100% upward, 100%."},{"startTime":1954.36,"endTime":1956.97,"body":"I find everybody will not work"},{"startTime":1954.36,"endTime":1956.97,"body":"and you can get them forward."},{"startTime":1956.97,"endTime":1958.62,"body":"You know, I don't want to"},{"startTime":1956.97,"endTime":1958.62,"body":"say cheap because cheap"},{"startTime":1958.62,"endTime":1960.06,"body":"has a low perceived value."},{"startTime":1960.483,"endTime":1964.298,"body":"So I'll say that, you know,"},{"startTime":1960.483,"endTime":1964.298,"body":"very budget friendly affordably,"},{"startTime":1964.357,"endTime":1968.351,"body":"like, the, the lowest one that I"},{"startTime":1964.357,"endTime":1968.351,"body":"found he for the entire package."},{"startTime":1968.351,"endTime":1971.026,"body":"And I'm talking about like,"},{"startTime":1968.351,"endTime":1971.026,"body":"full pipeline from your"},{"startTime":1971.026,"endTime":1974.206,"body":"prospecting all the way to"},{"startTime":1971.026,"endTime":1974.206,"body":"the transaction coordinator"},{"startTime":1974.206,"endTime":1974.986,"body":"has got their hands on it."},{"startTime":1975.529,"endTime":1978.286,"body":"The lowest one that I found"},{"startTime":1975.529,"endTime":1978.286,"body":"was two 50 and I keep, he"},{"startTime":1978.286,"endTime":1981.526,"body":"gave me a tour and he showed"},{"startTime":1978.286,"endTime":1981.526,"body":"me the entire walk through."},{"startTime":1981.916,"endTime":1983.36,"body":"And, you don't have"},{"startTime":1981.916,"endTime":1983.36,"body":"to do anything."},{"startTime":1983.45,"endTime":1985.37,"body":"In fact, I only doesn't"},{"startTime":1983.45,"endTime":1985.37,"body":"build it out for you."},{"startTime":1985.76,"endTime":1988.34,"body":"If you have a spreadsheet"},{"startTime":1985.76,"endTime":1988.34,"body":"of raw data, you'll even"},{"startTime":1988.34,"endTime":1990.53,"body":"have someone on his team,"},{"startTime":1988.34,"endTime":1990.53,"body":"put the data in for you."},{"startTime":1990.88,"endTime":1993.73,"body":"So I've had so far, I think,"},{"startTime":1990.88,"endTime":1993.73,"body":"great experiences with"},{"startTime":1993.73,"endTime":1996.613,"body":"Podio definitely plan to"},{"startTime":1993.73,"endTime":1996.613,"body":"move up to Salesforce one."},{"startTime":1996.613,"endTime":1996.663,"body":"Yeah."},{"startTime":1996.69,"endTime":1998.19,"body":"I've grown out of polio battle."},{"startTime":1998.4,"endTime":1999.97,"body":"I don't see that"},{"startTime":1998.4,"endTime":1999.97,"body":"happening anytime soon."},{"startTime":1999.97,"endTime":2000.11,"body":"Right"},{"startTime":2000.46,"endTime":2000.64,"body":"on."},{"startTime":2000.65,"endTime":2001.0,"body":"Thanks."},{"startTime":2001.06,"endTime":2001.9,"body":"Thanks for your input."},{"startTime":2002.125,"endTime":2004.315,"body":"So yeah, fed, I love that"},{"startTime":2002.125,"endTime":2004.315,"body":"you're willing to put an"},{"startTime":2004.315,"endTime":2005.575,"body":"aggressive date to it."},{"startTime":2005.735,"endTime":2008.139,"body":"You've got a big project, I"},{"startTime":2005.735,"endTime":2008.139,"body":"would say that's one of those"},{"startTime":2008.139,"endTime":2009.729,"body":"critical steps before you"},{"startTime":2010.079,"endTime":2012.749,"body":"have a central place to"},{"startTime":2010.079,"endTime":2012.749,"body":"work from each day, right?"},{"startTime":2012.759,"endTime":2015.909,"body":"Like that's where you"},{"startTime":2012.759,"endTime":2015.909,"body":"track deals that are at"},{"startTime":2016.389,"endTime":2018.579,"body":"the deals that are in"},{"startTime":2016.389,"endTime":2018.579,"body":"escrow need to be in there."},{"startTime":2018.579,"endTime":2021.449,"body":"And I mean, that's when the"},{"startTime":2018.579,"endTime":2021.449,"body":"contract details need to be"},{"startTime":2021.449,"endTime":2024.269,"body":"put in and that needs to be"},{"startTime":2021.449,"endTime":2024.269,"body":"tracked throughout the system."},{"startTime":2024.329,"endTime":2026.669,"body":"And what you'll find is your"},{"startTime":2024.329,"endTime":2026.669,"body":"level of customer service"},{"startTime":2026.669,"endTime":2029.269,"body":"is going to go through"},{"startTime":2026.669,"endTime":2029.269,"body":"the roof and it helps your"},{"startTime":2029.269,"endTime":2032.479,"body":"relationship, your clients with"},{"startTime":2029.269,"endTime":2032.479,"body":"your vendors, everyone around"},{"startTime":2032.479,"endTime":2033.459,"body":"you be thankful that you."},{"startTime":2033.809,"endTime":2035.219,"body":"No, that makes total sense."},{"startTime":2035.219,"endTime":2039.149,"body":"And I agree because especially"},{"startTime":2035.219,"endTime":2039.149,"body":"fortunately, lately the level"},{"startTime":2039.149,"endTime":2042.973,"body":"of clientele from a wealth"},{"startTime":2039.149,"endTime":2042.973,"body":"point of view has been going up."},{"startTime":2043.192,"endTime":2046.492,"body":"And therefore I noticed"},{"startTime":2043.192,"endTime":2046.492,"body":"that obviously they, they"},{"startTime":2046.492,"endTime":2051.675,"body":"have this expectation of,"},{"startTime":2046.492,"endTime":2051.675,"body":"we want everything and more"},{"startTime":2051.795,"endTime":2054.105,"body":"so obviously to your point."},{"startTime":2054.105,"endTime":2054.825,"body":"Yeah, I agree."},{"startTime":2054.825,"endTime":2056.685,"body":"I think that this is"},{"startTime":2054.825,"endTime":2056.685,"body":"definitely the first step"},{"startTime":2056.685,"endTime":2059.355,"body":"prior to otherwise the"},{"startTime":2056.685,"endTime":2059.355,"body":"next move won't work."},{"startTime":2059.355,"endTime":2061.635,"body":"It's almost like building a"},{"startTime":2059.355,"endTime":2061.635,"body":"house without a foundation."},{"startTime":2061.935,"endTime":2064.197,"body":"So without the foundation,"},{"startTime":2061.935,"endTime":2064.197,"body":"it's not gonna stay up."},{"startTime":2064.227,"endTime":2065.907,"body":"So I completely agree."},{"startTime":2066.008,"endTime":2067.088,"body":"I have a question."},{"startTime":2067.252,"endTime":2067.852,"body":"Yeah, go ahead."},{"startTime":2068.202,"endTime":2071.322,"body":"I want to make one suggestion"},{"startTime":2068.202,"endTime":2071.322,"body":"that I forgot earlier on when"},{"startTime":2071.322,"endTime":2073.242,"body":"you're ready, when you're"},{"startTime":2071.322,"endTime":2073.242,"body":"ready to find that out."},{"startTime":2073.592,"endTime":2074.312,"body":"And this is"},{"startTime":2074.537,"endTime":2077.857,"body":"Really far outpaced"},{"startTime":2074.537,"endTime":2077.857,"body":"the normal real estate."},{"startTime":2078.207,"endTime":2081.357,"body":"If you can find somebody"},{"startTime":2078.207,"endTime":2081.357,"body":"who works in a title company"},{"startTime":2081.357,"endTime":2084.407,"body":"or an escrow office that"},{"startTime":2081.357,"endTime":2084.407,"body":"is happy in their work."},{"startTime":2084.757,"endTime":2087.337,"body":"And for example, they have to"},{"startTime":2084.757,"endTime":2087.337,"body":"come to the office every day,"},{"startTime":2087.337,"endTime":2090.147,"body":"but they want to work virtually"},{"startTime":2087.337,"endTime":2090.147,"body":"a lot of times you can pay"},{"startTime":2090.147,"endTime":2093.057,"body":"them the same money they're"},{"startTime":2090.147,"endTime":2093.057,"body":"making and just give them more"},{"startTime":2093.057,"endTime":2095.667,"body":"of the lifestyle that they"},{"startTime":2093.057,"endTime":2095.667,"body":"can't achieve in their current"},{"startTime":2095.667,"endTime":2097.917,"body":"role, because they have to be"},{"startTime":2095.667,"endTime":2097.917,"body":"in the office, running back"},{"startTime":2097.917,"endTime":2099.447,"body":"and forth courthouse all day."},{"startTime":2099.797,"endTime":2103.457,"body":"You can poach people from title"},{"startTime":2099.797,"endTime":2103.457,"body":"companies and from banks, a"},{"startTime":2103.487,"endTime":2107.867,"body":"bank employee bank tellers"},{"startTime":2103.487,"endTime":2107.867,"body":"can be grossly underemployed."},{"startTime":2107.867,"endTime":2110.777,"body":"Like they can be have college"},{"startTime":2107.867,"endTime":2110.777,"body":"degrees and MBAs and be"},{"startTime":2110.777,"endTime":2111.737,"body":"really strong operators."},{"startTime":2112.087,"endTime":2114.877,"body":"People, but they just took"},{"startTime":2112.087,"endTime":2114.877,"body":"the, they took the safe route,"},{"startTime":2114.907,"endTime":2116.389,"body":"took a job a, at a bank branch."},{"startTime":2116.739,"endTime":2120.159,"body":"So be thinking about that too,"},{"startTime":2116.739,"endTime":2120.159,"body":"like who do you know at title"},{"startTime":2120.159,"endTime":2124.539,"body":"companies or at local bank"},{"startTime":2120.159,"endTime":2124.539,"body":"that you can have a launch"},{"startTime":2124.539,"endTime":2125.679,"body":"and have a conversation?"},{"startTime":2125.949,"endTime":2127.569,"body":"That's one of the pointers"},{"startTime":2125.949,"endTime":2127.569,"body":"I forgot to give you."},{"startTime":2127.919,"endTime":2128.429,"body":"That's good."},{"startTime":2128.779,"endTime":2129.799,"body":"No, that's really smart."},{"startTime":2129.799,"endTime":2130.189,"body":"Actually."},{"startTime":2130.309,"endTime":2131.089,"body":"I appreciate that."},{"startTime":2131.439,"endTime":2132.789,"body":"I'm going to do that for sure."},{"startTime":2132.964,"endTime":2135.754,"body":"If you see a title girl,"},{"startTime":2132.964,"endTime":2135.754,"body":"that's about to have a baby,"},{"startTime":2136.234,"endTime":2139.264,"body":"take her to lunch and put"},{"startTime":2136.234,"endTime":2139.264,"body":"her on your team because"},{"startTime":2139.234,"endTime":2142.107,"body":"she's gonna, but she'll still"},{"startTime":2139.234,"endTime":2142.107,"body":"have that skillset and she"},{"startTime":2142.107,"endTime":2143.217,"body":"still needs to make money."},{"startTime":2143.217,"endTime":2143.547,"body":"Right."},{"startTime":2144.057,"endTime":2147.597,"body":"So give her the lifestyle,"},{"startTime":2144.057,"endTime":2147.597,"body":"freedom that she wants to"},{"startTime":2147.947,"endTime":2149.357,"body":"and pay her the same money."},{"startTime":2149.707,"endTime":2151.587,"body":"I mean, operational skillsets."},{"startTime":2151.937,"endTime":2152.237,"body":"Yeah."},{"startTime":2152.237,"endTime":2154.736,"body":"No for sure that's actually"},{"startTime":2152.237,"endTime":2154.736,"body":"a super good point."},{"startTime":2155.086,"endTime":2159.036,"body":"It's completely different"},{"startTime":2155.086,"endTime":2159.036,"body":"topic, but still on the"},{"startTime":2159.096,"endTime":2163.726,"body":"time management or I guess"},{"startTime":2159.096,"endTime":2163.726,"body":"important versus urgent."},{"startTime":2164.146,"endTime":2168.156,"body":"So I've been doing a"},{"startTime":2164.146,"endTime":2168.156,"body":"lot more door knocking."},{"startTime":2168.156,"endTime":2172.076,"body":"There is this neighborhood"},{"startTime":2168.156,"endTime":2172.076,"body":"that I've been going after"},{"startTime":2172.426,"endTime":2173.836,"body":"for quite some time now."},{"startTime":2174.016,"endTime":2177.466,"body":"And I decided to be a lot"},{"startTime":2174.016,"endTime":2177.466,"body":"more pro proactive and"},{"startTime":2177.466,"endTime":2178.846,"body":"just in front of people."},{"startTime":2179.326,"endTime":2182.356,"body":"And I decided with this"},{"startTime":2179.326,"endTime":2182.356,"body":"associate that I'm doing it"},{"startTime":2182.356,"endTime":2186.342,"body":"with that, we're going to quote"},{"startTime":2182.356,"endTime":2186.342,"body":"unquote, touch the neighborhood"},{"startTime":2186.642,"endTime":2191.352,"body":"by door knocking once a month by"},{"startTime":2186.642,"endTime":2191.352,"body":"sending them a mailer, whether"},{"startTime":2191.352,"endTime":2195.402,"body":"that's a postcard or some type"},{"startTime":2191.352,"endTime":2195.402,"body":"of new newsletter once a month."},{"startTime":2195.402,"endTime":2198.302,"body":"So, so they're going"},{"startTime":2195.402,"endTime":2198.302,"body":"to see us in person."},{"startTime":2198.572,"endTime":2200.702,"body":"Secondly, they're going to"},{"startTime":2198.572,"endTime":2200.702,"body":"receive something in the mail"},{"startTime":2200.882,"endTime":2204.842,"body":"and third, we're also going to"},{"startTime":2200.882,"endTime":2204.842,"body":"reach out to them by internet."},{"startTime":2205.022,"endTime":2205.502,"body":"Okay."},{"startTime":2205.862,"endTime":2206.192,"body":"So."},{"startTime":2206.542,"endTime":2209.362,"body":"I'm noticing though that"},{"startTime":2206.542,"endTime":2209.362,"body":"given the neighborhood at"},{"startTime":2209.362,"endTime":2215.382,"body":"600 homes, often my associate"},{"startTime":2209.362,"endTime":2215.382,"body":"and I takes us about, we"},{"startTime":2215.382,"endTime":2219.102,"body":"calculated it's about an"},{"startTime":2215.382,"endTime":2219.102,"body":"hour for every hundred homes."},{"startTime":2219.402,"endTime":2222.302,"body":"So there's may actually"},{"startTime":2219.402,"endTime":2222.302,"body":"call it two hours for"},{"startTime":2222.302,"endTime":2223.112,"body":"every hundred homes."},{"startTime":2223.502,"endTime":2225.992,"body":"So then you got 600 homes total."},{"startTime":2225.992,"endTime":2228.49,"body":"It takes a lot of time"},{"startTime":2225.992,"endTime":2228.49,"body":"between driving to the"},{"startTime":2228.49,"endTime":2230.05,"body":"neighborhood and then doing it."},{"startTime":2230.4,"endTime":2235.29,"body":"What would you say the level"},{"startTime":2230.4,"endTime":2235.29,"body":"of importance is of she"},{"startTime":2235.29,"endTime":2240.94,"body":"and I doing the actual door"},{"startTime":2235.29,"endTime":2240.94,"body":"knocking versus for example,"},{"startTime":2240.94,"endTime":2246.4,"body":"hiring help to do that, or is"},{"startTime":2240.94,"endTime":2246.4,"body":"the, is it, how is it extra"},{"startTime":2246.4,"endTime":2247.54,"body":"important for us to be there?"},{"startTime":2247.54,"endTime":2249.97,"body":"So that we're the face"},{"startTime":2247.54,"endTime":2249.97,"body":"behind the information that's"},{"startTime":2249.97,"endTime":2254.37,"body":"being provided, as opposed"},{"startTime":2249.97,"endTime":2254.37,"body":"to getting it done faster."},{"startTime":2254.72,"endTime":2255.38,"body":"Does that make sense?"},{"startTime":2255.73,"endTime":2256.89,"body":"We just finished the other day."},{"startTime":2256.95,"endTime":2258.82,"body":"It's 600, every time we go."},{"startTime":2259.17,"endTime":2259.53,"body":"Okay."},{"startTime":2260.07,"endTime":2263.84,"body":"And if you're not a hundred"},{"startTime":2260.07,"endTime":2263.84,"body":"doors, good conversation, six."},{"startTime":2264.19,"endTime":2267.16,"body":"I mean, strangely this"},{"startTime":2264.19,"endTime":2267.16,"body":"neighborhood everyone's super"},{"startTime":2267.16,"endTime":2269.14,"body":"friendly, but yeah, maybe"},{"startTime":2269.49,"endTime":2270.12,"body":"not that money."},{"startTime":2270.27,"endTime":2270.54,"body":"Yeah."},{"startTime":2270.54,"endTime":2271.02,"body":"That's true."},{"startTime":2271.02,"endTime":2273.24,"body":"I think what David"},{"startTime":2271.02,"endTime":2273.24,"body":"said, probably."},{"startTime":2273.36,"endTime":2273.72,"body":"Yeah."},{"startTime":2273.96,"endTime":2278.16,"body":"If it's 10 out of every"},{"startTime":2273.96,"endTime":2278.16,"body":"600, we're being generous,"},{"startTime":2278.19,"endTime":2278.91,"body":"let's put it that way."},{"startTime":2279.26,"endTime":2281.87,"body":"It's probably not important"},{"startTime":2279.26,"endTime":2281.87,"body":"that you're the one doing it."},{"startTime":2282.22,"endTime":2284.47,"body":"You may even consider"},{"startTime":2282.22,"endTime":2284.47,"body":"switching to more of a"},{"startTime":2284.47,"endTime":2288.25,"body":"farming campaign where you"},{"startTime":2284.47,"endTime":2288.25,"body":"use EDDM every door direct."},{"startTime":2288.6,"endTime":2291.83,"body":"And you just for pennies, you"},{"startTime":2288.6,"endTime":2291.83,"body":"put, you put an eight and a"},{"startTime":2291.83,"endTime":2295.519,"body":"half by 11 and there, it could"},{"startTime":2291.83,"endTime":2295.519,"body":"replace that if you said I'm"},{"startTime":2295.519,"endTime":2298.939,"body":"not 600 doors and I took six"},{"startTime":2295.519,"endTime":2298.939,"body":"listings, I would tell your ass"},{"startTime":2298.939,"endTime":2300.019,"body":"to be out there every month."},{"startTime":2300.049,"endTime":2301.639,"body":"Like you, you go do it."},{"startTime":2302.209,"endTime":2305.209,"body":"But if you're not like, if"},{"startTime":2302.209,"endTime":2305.209,"body":"typically those campaigns"},{"startTime":2305.209,"endTime":2307.969,"body":"are, it's a nine to 12"},{"startTime":2305.209,"endTime":2307.969,"body":"month cash conversion cycle,"},{"startTime":2308.059,"endTime":2309.259,"body":"it's about repetition."},{"startTime":2309.259,"endTime":2309.529,"body":"Right?"},{"startTime":2309.754,"endTime":2314.522,"body":"So if you can delegate that"},{"startTime":2309.754,"endTime":2314.522,"body":"to a person, I don't know if"},{"startTime":2314.522,"endTime":2316.952,"body":"anyone here has ever delegated"},{"startTime":2314.522,"endTime":2316.952,"body":"door knocking, let me know."},{"startTime":2316.952,"endTime":2319.502,"body":"I don't, I'm not aware of"},{"startTime":2316.952,"endTime":2319.502,"body":"anyone delegating it, but"},{"startTime":2319.622,"endTime":2323.042,"body":"it may make more sense for"},{"startTime":2319.622,"endTime":2323.042,"body":"you to just farm your farm,"},{"startTime":2323.042,"endTime":2327.302,"body":"that area, using things like"},{"startTime":2323.042,"endTime":2327.302,"body":"EDDM and get the touches"},{"startTime":2327.302,"endTime":2328.862,"body":"in, get the repetition then."},{"startTime":2328.862,"endTime":2332.342,"body":"But the most valuable thing"},{"startTime":2328.862,"endTime":2332.342,"body":"you have is your time."},{"startTime":2332.692,"endTime":2335.792,"body":"Like we said earlier, if you"},{"startTime":2332.692,"endTime":2335.792,"body":"had 20 hours, if you weren't"},{"startTime":2335.792,"endTime":2338.342,"body":"dark door knocking for 20"},{"startTime":2335.792,"endTime":2338.342,"body":"hours, what would you be doing?"},{"startTime":2338.692,"endTime":2340.882,"body":"So you may think about"},{"startTime":2338.692,"endTime":2340.882,"body":"delegating it to the mail."},{"startTime":2341.232,"endTime":2342.312,"body":"Yeah, fair enough."},{"startTime":2342.662,"endTime":2342.842,"body":"Yeah."},{"startTime":2343.192,"endTime":2345.935,"body":"That's why, because we're"},{"startTime":2343.192,"endTime":2345.935,"body":"obviously we're looking to be"},{"startTime":2345.935,"endTime":2349.265,"body":"creative, obviously not reinvent"},{"startTime":2345.935,"endTime":2349.265,"body":"the wheel, but just also not be"},{"startTime":2349.265,"endTime":2350.495,"body":"like every other realtor that's."},{"startTime":2350.495,"endTime":2352.775,"body":"So I'm dropping off a"},{"startTime":2350.495,"endTime":2352.775,"body":"market report, ball of law."},{"startTime":2352.837,"endTime":2357.033,"body":"We did a thing over the holidays"},{"startTime":2352.837,"endTime":2357.033,"body":"where, where we told the entire"},{"startTime":2357.033,"endTime":2359.463,"body":"neighborhood, so we door knocked"},{"startTime":2357.033,"endTime":2359.463,"body":"into our neighborhood and told"},{"startTime":2359.463,"endTime":2362.973,"body":"them, Hey, look, since winter's"},{"startTime":2359.463,"endTime":2362.973,"body":"coming to an end, we're picking"},{"startTime":2362.973,"endTime":2364.833,"body":"up close for the less fortunate."},{"startTime":2364.833,"endTime":2367.263,"body":"Anything that you may not"},{"startTime":2364.833,"endTime":2367.263,"body":"have were coming on this"},{"startTime":2367.263,"endTime":2368.646,"body":"day between this time."},{"startTime":2368.946,"endTime":2370.596,"body":"And we got really good response."},{"startTime":2370.596,"endTime":2372.906,"body":"People were saying, oh my God,"},{"startTime":2370.596,"endTime":2372.906,"body":"this is amazing, blah blah."},{"startTime":2372.906,"endTime":2375.156,"body":"And we got a ton of"},{"startTime":2372.906,"endTime":2375.156,"body":"clothes for people."},{"startTime":2375.156,"endTime":2379.166,"body":"And then we followed up the"},{"startTime":2375.156,"endTime":2379.166,"body":"following month with thank"},{"startTime":2379.166,"endTime":2380.516,"body":"you so much for your donation."},{"startTime":2380.516,"endTime":2383.088,"body":"It was given to that,"},{"startTime":2380.516,"endTime":2383.088,"body":"to this company and we"},{"startTime":2383.088,"endTime":2384.048,"body":"sent them a picture."},{"startTime":2384.288,"endTime":2387.378,"body":"And then a few months later"},{"startTime":2384.288,"endTime":2387.378,"body":"there was a Valentine's day."},{"startTime":2387.438,"endTime":2388.038,"body":"So we did."},{"startTime":2388.388,"endTime":2390.968,"body":"Whatever a cute little"},{"startTime":2388.388,"endTime":2390.968,"body":"poucher three Hershey's"},{"startTime":2390.968,"endTime":2391.928,"body":"kisses in each one."},{"startTime":2391.928,"endTime":2394.298,"body":"And then a little car that"},{"startTime":2391.928,"endTime":2394.298,"body":"says happy Valentines to"},{"startTime":2394.298,"endTime":2396.548,"body":"you and your loved ones from"},{"startTime":2394.298,"endTime":2396.548,"body":"your trusted real estate"},{"startTime":2396.548,"endTime":2398.678,"body":"specialist, Federico and Andrea."},{"startTime":2399.068,"endTime":2401.649,"body":"And every time we knocked"},{"startTime":2399.068,"endTime":2401.649,"body":"at the door the irony was"},{"startTime":2401.649,"endTime":2404.744,"body":"that, it was as often men who"},{"startTime":2401.649,"endTime":2404.744,"body":"said, oh my God, thank you."},{"startTime":2404.744,"endTime":2406.024,"body":"This actually looks really cute."},{"startTime":2406.054,"endTime":2407.024,"body":"You just saved me."},{"startTime":2407.332,"endTime":2409.192,"body":"Now I'm not going to get"},{"startTime":2407.332,"endTime":2409.192,"body":"in trouble with my wife."},{"startTime":2409.642,"endTime":2412.582,"body":"I'm going to just take your"},{"startTime":2409.642,"endTime":2412.582,"body":"card out and give it to my wife"},{"startTime":2412.912,"endTime":2416.422,"body":"or to my mother or whatever,"},{"startTime":2412.912,"endTime":2416.422,"body":"but it worked out really well,"},{"startTime":2416.422,"endTime":2418.432,"body":"but at least we did that."},{"startTime":2418.432,"endTime":2424.642,"body":"So that next time I see"},{"startTime":2418.432,"endTime":2424.642,"body":"you, you connect me, saving"},{"startTime":2424.642,"endTime":2427.672,"body":"you with your mother,"},{"startTime":2424.642,"endTime":2427.672,"body":"your wife, your whatever,"},{"startTime":2427.672,"endTime":2428.512,"body":"your significant other."},{"startTime":2428.713,"endTime":2432.763,"body":"And you connect us with, you"},{"startTime":2428.713,"endTime":2432.763,"body":"picked up clothes for the less"},{"startTime":2432.763,"endTime":2433.783,"body":"fortunate, blah, blah, blah."},{"startTime":2433.843,"endTime":2436.735,"body":"Now, a guy had a conversation"},{"startTime":2433.843,"endTime":2436.735,"body":"with him and he said, oh, I"},{"startTime":2436.735,"endTime":2438.025,"body":"wish I could win the lottery."},{"startTime":2438.235,"endTime":2439.975,"body":"I went and bought them"},{"startTime":2438.235,"endTime":2439.975,"body":"three lottery tickets"},{"startTime":2439.985,"endTime":2440.815,"body":"just dropped them off."},{"startTime":2440.845,"endTime":2441.775,"body":"He called me back."},{"startTime":2441.775,"endTime":2442.525,"body":"He said, oh my God."},{"startTime":2442.525,"endTime":2443.215,"body":"That was so great."},{"startTime":2443.215,"endTime":2443.995,"body":"I say, you know what?"},{"startTime":2443.995,"endTime":2444.895,"body":"I hope you win, man."},{"startTime":2445.245,"endTime":2447.165,"body":"All over wherever a win."},{"startTime":2447.525,"endTime":2448.035,"body":"Yeah, go ahead."},{"startTime":2448.385,"endTime":2448.655,"body":"Sorry."},{"startTime":2449.005,"endTime":2451.935,"body":"I was joking wherever"},{"startTime":2449.005,"endTime":2451.935,"body":"Brian Buzzini is he"},{"startTime":2451.935,"endTime":2452.985,"body":"just got cold chills."},{"startTime":2453.17,"endTime":2455.12,"body":"I don't know if you've"},{"startTime":2453.17,"endTime":2455.12,"body":"ever followed his stuff,"},{"startTime":2455.15,"endTime":2458.58,"body":"but he basically has built"},{"startTime":2455.15,"endTime":2458.58,"body":"a career out of teaching."},{"startTime":2458.58,"endTime":2460.41,"body":"What you just talked"},{"startTime":2458.58,"endTime":2460.41,"body":"about as a system."},{"startTime":2460.41,"endTime":2463.005,"body":"Like that's the only thing"},{"startTime":2460.41,"endTime":2463.005,"body":"you should ever do, right"},{"startTime":2463.005,"endTime":2466.932,"body":"above you and mask screen is"},{"startTime":2463.005,"endTime":2466.932,"body":"Steve and Steve, I think you"},{"startTime":2466.932,"endTime":2468.732,"body":"said the other day you were"},{"startTime":2466.932,"endTime":2468.732,"body":"out knocking doors in the a"},{"startTime":2468.732,"endTime":2469.992,"body":"hundred degree Phoenix sheet."},{"startTime":2470.022,"endTime":2471.912,"body":"So what advice would"},{"startTime":2470.022,"endTime":2471.912,"body":"you have to offer fed?"},{"startTime":2472.067,"endTime":2472.817,"body":"Take lots of water."},{"startTime":2473.167,"endTime":2475.417,"body":"When you start babbling"},{"startTime":2473.167,"endTime":2475.417,"body":"at the door and they offer"},{"startTime":2475.417,"endTime":2476.817,"body":"it for about 10 minutes,"},{"startTime":2477.167,"endTime":2479.447,"body":"I quit door knocking after 110."},{"startTime":2479.797,"endTime":2480.127,"body":"Wow."},{"startTime":2480.477,"endTime":2480.777,"body":"Why?"},{"startTime":2480.777,"endTime":2482.957,"body":"Because you get"},{"startTime":2480.777,"endTime":2482.957,"body":"delirious kill you."},{"startTime":2483.047,"endTime":2483.887,"body":"It will kill you."},{"startTime":2484.237,"endTime":2484.927,"body":"Ask Ronald."},{"startTime":2484.927,"endTime":2488.277,"body":"He'll tell you, what could you"},{"startTime":2484.927,"endTime":2488.277,"body":"tell me how you door knock?"},{"startTime":2488.627,"endTime":2489.677,"body":"How do I door knock?"},{"startTime":2490.087,"endTime":2492.847,"body":"Yeah, walk up to the door"},{"startTime":2490.087,"endTime":2492.847,"body":"with something of value to"},{"startTime":2492.847,"endTime":2495.083,"body":"give them either a newsletter."},{"startTime":2495.453,"endTime":2498.573,"body":"We have the Cromford report"},{"startTime":2495.453,"endTime":2498.573,"body":"here, which is real estate"},{"startTime":2498.573,"endTime":2499.613,"body":"report on the market."},{"startTime":2499.683,"endTime":2500.793,"body":"Very comprehensive."},{"startTime":2501.283,"endTime":2503.456,"body":"I have a little newsletter"},{"startTime":2501.283,"endTime":2503.456,"body":"that I send out."},{"startTime":2503.692,"endTime":2504.802,"body":"So, let me ask you a question."},{"startTime":2504.802,"endTime":2507.472,"body":"When you door knocked,"},{"startTime":2504.802,"endTime":2507.472,"body":"you went up to the door"},{"startTime":2507.822,"endTime":2509.052,"body":"and you stood right there."},{"startTime":2509.132,"endTime":2512.412,"body":"The door, absolutely take"},{"startTime":2509.132,"endTime":2512.412,"body":"knock on the door and take"},{"startTime":2512.412,"endTime":2513.642,"body":"two or three steps back."},{"startTime":2513.642,"endTime":2515.558,"body":"You don't want to be"},{"startTime":2513.642,"endTime":2515.558,"body":"posing a threat and"},{"startTime":2515.558,"endTime":2516.608,"body":"people come to the door."},{"startTime":2516.608,"endTime":2518.588,"body":"I've done it for years"},{"startTime":2516.608,"endTime":2518.588,"body":"and several businesses."},{"startTime":2519.158,"endTime":2519.548,"body":"Yeah."},{"startTime":2519.586,"endTime":2522.721,"body":"I actually, I took a class"},{"startTime":2519.586,"endTime":2522.721,"body":"on it and I thought it"},{"startTime":2522.721,"endTime":2524.011,"body":"made just a lot of sense."},{"startTime":2524.011,"endTime":2527.001,"body":"When you go up and"},{"startTime":2524.011,"endTime":2527.001,"body":"you knock on the door."},{"startTime":2527.041,"endTime":2530.221,"body":"Now I was always funding"},{"startTime":2527.041,"endTime":2530.221,"body":"for real estate and"},{"startTime":2530.221,"endTime":2531.631,"body":"I do it to this day."},{"startTime":2531.661,"endTime":2535.656,"body":"I'll knock on the door and"},{"startTime":2531.661,"endTime":2535.656,"body":"then if it's five steps"},{"startTime":2535.656,"endTime":2539.946,"body":"down, I'll go down and I'll"},{"startTime":2535.656,"endTime":2539.946,"body":"step back about 10 feet."},{"startTime":2540.336,"endTime":2544.506,"body":"So there's a 15 foot buffer"},{"startTime":2540.336,"endTime":2544.506,"body":"and I just stand there."},{"startTime":2544.506,"endTime":2548.646,"body":"And what that does is that"},{"startTime":2544.506,"endTime":2548.646,"body":"makes the client come out or"},{"startTime":2548.646,"endTime":2552.876,"body":"the prospect come out of the"},{"startTime":2548.646,"endTime":2552.876,"body":"house because they feel safe."},{"startTime":2553.226,"endTime":2556.166,"body":"If I'm too close, they're"},{"startTime":2553.226,"endTime":2556.166,"body":"just going to hold the door."},{"startTime":2556.166,"endTime":2559.496,"body":"And I got to speak through"},{"startTime":2556.166,"endTime":2559.496,"body":"the door and it's a much"},{"startTime":2559.646,"endTime":2561.986,"body":"friendlier environment."},{"startTime":2562.016,"endTime":2565.089,"body":"And for me in real estate, I"},{"startTime":2562.016,"endTime":2565.089,"body":"would just I would just ask"},{"startTime":2565.089,"endTime":2568.082,"body":"them, I'd say, look a friend"},{"startTime":2565.089,"endTime":2568.082,"body":"of mine told me and I don't"},{"startTime":2568.082,"endTime":2571.562,"body":"even know if I have the right"},{"startTime":2568.082,"endTime":2571.562,"body":"house, but this house, it was"},{"startTime":2571.562,"endTime":2575.342,"body":"a red brick house with blue"},{"startTime":2571.562,"endTime":2575.342,"body":"shutters said that they were."},{"startTime":2575.567,"endTime":2578.297,"body":"Interested in selling,"},{"startTime":2575.567,"endTime":2578.297,"body":"I don't suppose that's"},{"startTime":2578.627,"endTime":2579.587,"body":"I got the right house."},{"startTime":2579.587,"endTime":2580.037,"body":"Do I?"},{"startTime":2580.387,"endTime":2583.357,"body":"And they were just immediately"},{"startTime":2580.387,"endTime":2583.357,"body":"engaged because they're"},{"startTime":2583.357,"endTime":2584.887,"body":"outside and they feel safe."},{"startTime":2585.277,"endTime":2589.211,"body":"And then they start saying,"},{"startTime":2585.277,"endTime":2589.211,"body":"well, yeah, or no no, it's not."},{"startTime":2589.241,"endTime":2590.081,"body":"Oh, well godly."},{"startTime":2590.081,"endTime":2592.151,"body":"I, you know, I just love"},{"startTime":2590.081,"endTime":2592.151,"body":"his neighbor and me and my"},{"startTime":2592.151,"endTime":2593.351,"body":"family want to move here."},{"startTime":2593.621,"endTime":2595.781,"body":"You don't happen to know"},{"startTime":2593.621,"endTime":2595.781,"body":"anybody that's selling."},{"startTime":2595.841,"endTime":2596.681,"body":"Oh my God."},{"startTime":2597.101,"endTime":2599.951,"body":"And then, you know, oh,"},{"startTime":2597.101,"endTime":2599.951,"body":"well, yeah, this couple here,"},{"startTime":2599.951,"endTime":2601.271,"body":"they're getting a divorce."},{"startTime":2601.271,"endTime":2605.821,"body":"This guy over here is, you"},{"startTime":2601.271,"endTime":2605.821,"body":"know, he just died and you know,"},{"startTime":2605.851,"endTime":2608.351,"body":"it's like, and then you just"},{"startTime":2605.851,"endTime":2608.351,"body":"kind of work that neighborhood."},{"startTime":2608.801,"endTime":2610.781,"body":"And eventually you"},{"startTime":2608.801,"endTime":2610.781,"body":"get that reputation."},{"startTime":2610.781,"endTime":2613.091,"body":"But my big takeaway was."},{"startTime":2613.246,"endTime":2614.116,"body":"Go back."},{"startTime":2614.626,"endTime":2617.916,"body":"You know, you almost can't"},{"startTime":2614.626,"endTime":2617.916,"body":"go too far back because it"},{"startTime":2617.916,"endTime":2620.316,"body":"just makes them feel safe"},{"startTime":2617.916,"endTime":2620.316,"body":"and they really open up."},{"startTime":2620.666,"endTime":2623.336,"body":"Usually it's about the second"},{"startTime":2620.666,"endTime":2623.336,"body":"or third time around is when"},{"startTime":2623.336,"endTime":2627.296,"body":"you become a familiar fixture"},{"startTime":2623.336,"endTime":2627.296,"body":"in the neighborhood and people"},{"startTime":2627.326,"endTime":2629.815,"body":"will open up to you and really"},{"startTime":2627.326,"endTime":2629.815,"body":"tell you what you're thinking."},{"startTime":2629.815,"endTime":2631.945,"body":"If you're going to make a pass"},{"startTime":2629.815,"endTime":2631.945,"body":"through a neighborhood wants"},{"startTime":2631.945,"endTime":2632.845,"body":"don't even waste your time."},{"startTime":2633.355,"endTime":2633.745,"body":"Yeah."},{"startTime":2633.925,"endTime":2634.195,"body":"Yeah."},{"startTime":2634.181,"endTime":2634.936,"body":"I'm down on that."},{"startTime":2635.536,"endTime":2639.274,"body":"The process you have to groom it"},{"startTime":2635.536,"endTime":2639.274,"body":"probably my biggest real estate"},{"startTime":2639.274,"endTime":2641.164,"body":"experience was back years ago."},{"startTime":2641.164,"endTime":2643.924,"body":"The first time I got"},{"startTime":2641.164,"endTime":2643.924,"body":"in, I worked a farm area"},{"startTime":2643.924,"endTime":2645.364,"body":"like mad for a year."},{"startTime":2645.394,"endTime":2647.794,"body":"Did a newsletter, pulled a"},{"startTime":2645.394,"endTime":2647.794,"body":"couple of deals out of it,"},{"startTime":2648.304,"endTime":2651.244,"body":"got frustrated and left the"},{"startTime":2648.304,"endTime":2651.244,"body":"business and went back into"},{"startTime":2651.244,"endTime":2652.474,"body":"the electrical industry."},{"startTime":2652.954,"endTime":2656.164,"body":"And about eight months later,"},{"startTime":2652.954,"endTime":2656.164,"body":"went into the office to visit"},{"startTime":2656.164,"endTime":2657.364,"body":"the people I've worked with."},{"startTime":2657.364,"endTime":2660.004,"body":"And the broker came up and"},{"startTime":2657.364,"endTime":2660.004,"body":"hugged me and thanked me."},{"startTime":2660.004,"endTime":2661.804,"body":"They were getting two"},{"startTime":2660.004,"endTime":2661.804,"body":"to three deals a month"},{"startTime":2661.834,"endTime":2662.794,"body":"out of my farm area."},{"startTime":2662.949,"endTime":2665.079,"body":"And they were actually"},{"startTime":2662.949,"endTime":2665.079,"body":"walking into the office."},{"startTime":2665.079,"endTime":2667.149,"body":"They weren't even calling,"},{"startTime":2665.079,"endTime":2667.149,"body":"they were walking into"},{"startTime":2667.149,"endTime":2668.409,"body":"the office looking for me."},{"startTime":2668.919,"endTime":2672.67,"body":"So it's like the silver mine"},{"startTime":2668.919,"endTime":2672.67,"body":"in Georgetown, Colorado, the"},{"startTime":2672.67,"endTime":2674.86,"body":"biggest silver mine in history."},{"startTime":2674.84,"endTime":2678.771,"body":"The guys that owned it three"},{"startTime":2674.84,"endTime":2678.771,"body":"guys gave up and sold all the"},{"startTime":2678.771,"endTime":2682.737,"body":"stuff the shovels and picks and"},{"startTime":2678.771,"endTime":2682.737,"body":"everything back to the store"},{"startTime":2682.737,"endTime":2684.087,"body":"owner that sold it to him."},{"startTime":2684.387,"endTime":2686.937,"body":"He went in there with an"},{"startTime":2684.387,"endTime":2686.937,"body":"engineer and they said, yeah,"},{"startTime":2686.967,"endTime":2689.547,"body":"right here where they're"},{"startTime":2686.967,"endTime":2689.547,"body":"digging five feet later,"},{"startTime":2689.547,"endTime":2692.502,"body":"they hit a streak of silver"},{"startTime":2689.547,"endTime":2692.502,"body":"that they're still mining"},{"startTime":2692.502,"endTime":2694.272,"body":"today 120 years later."},{"startTime":2694.622,"endTime":2694.982,"body":"Wow."},{"startTime":2695.432,"endTime":2696.092,"body":"Holy crap."},{"startTime":2696.422,"endTime":2698.891,"body":"Hey Chad you guys touched"},{"startTime":2696.422,"endTime":2698.891,"body":"on something that I thought"},{"startTime":2698.961,"endTime":2702.611,"body":"might be helpful for you"},{"startTime":2698.961,"endTime":2702.611,"body":"guys, and I don't, I'd"},{"startTime":2702.611,"endTime":2704.141,"body":"never mentioned this to you."},{"startTime":2704.15,"endTime":2707.236,"body":"But if, can you give me"},{"startTime":2704.15,"endTime":2707.236,"body":"can I share this real"},{"startTime":2707.236,"endTime":2708.436,"body":"quick on the screen?"},{"startTime":2708.591,"endTime":2708.861,"body":"Okay."},{"startTime":2709.211,"endTime":2711.281,"body":"Can everybody see"},{"startTime":2709.211,"endTime":2711.281,"body":"this spreadsheet?"},{"startTime":2711.631,"endTime":2711.811,"body":"Yep."},{"startTime":2712.171,"endTime":2712.681,"body":"We've got you."},{"startTime":2713.021,"endTime":2714.121,"body":"You might know"},{"startTime":2713.021,"endTime":2714.121,"body":"Matt a little here."},{"startTime":2714.471,"endTime":2716.646,"body":"You may want to zoom"},{"startTime":2714.471,"endTime":2716.646,"body":"out a little, zoom man."},{"startTime":2716.996,"endTime":2717.656,"body":"Bottom, right?"},{"startTime":2717.656,"endTime":2719.156,"body":"You'll see a plus minus bar."},{"startTime":2719.726,"endTime":2719.936,"body":"Oh"},{"startTime":2720.286,"endTime":2720.676,"body":"yes."},{"startTime":2721.026,"endTime":2721.616,"body":"Are we there?"},{"startTime":2721.966,"endTime":2722.776,"body":"Yeah, we're good."},{"startTime":2723.126,"endTime":2723.576,"body":"Okay."},{"startTime":2723.926,"endTime":2724.376,"body":"All right."},{"startTime":2724.736,"endTime":2730.857,"body":"So, but, I guess, I forget"},{"startTime":2724.736,"endTime":2730.857,"body":"it was I guess Nat, Nate,"},{"startTime":2731.012,"endTime":2732.452,"body":"was he the one that was,"},{"startTime":2732.802,"endTime":2735.622,"body":"I'm anyway, when you guys were"},{"startTime":2732.802,"endTime":2735.622,"body":"talking and this just kinda"},{"startTime":2735.802,"endTime":2740.157,"body":"spawned me a little bit, so,"},{"startTime":2735.802,"endTime":2740.157,"body":"Yeah, we were talking about CRM."},{"startTime":2740.217,"endTime":2742.887,"body":"And one of the things that"},{"startTime":2740.217,"endTime":2742.887,"body":"I give when I owned my"},{"startTime":2742.887,"endTime":2747.107,"body":"construction company and I do"},{"startTime":2742.887,"endTime":2747.107,"body":"today is I set up a cashflow"},{"startTime":2747.107,"endTime":2748.997,"body":"forecasting spreadsheet."},{"startTime":2749.347,"endTime":2753.774,"body":"And the reason of this is that,"},{"startTime":2749.347,"endTime":2753.774,"body":"you know, when I first started"},{"startTime":2753.774,"endTime":2757.634,"body":"business, I wanted to know,"},{"startTime":2753.774,"endTime":2757.634,"body":"you know, if I took all of"},{"startTime":2757.634,"endTime":2760.874,"body":"my operating expenses right."},{"startTime":2761.024,"endTime":2764.894,"body":"And average that out, which"},{"startTime":2761.024,"endTime":2764.894,"body":"out at the time was 18,000."},{"startTime":2765.244,"endTime":2765.934,"body":"And then."},{"startTime":2766.284,"endTime":2770.904,"body":"I wouldn't do a percentage of my"},{"startTime":2766.284,"endTime":2770.904,"body":"materials and what I would spend"},{"startTime":2770.904,"endTime":2774.694,"body":"on my material, you know, for,"},{"startTime":2770.904,"endTime":2774.694,"body":"you know, for all my projects,"},{"startTime":2774.794,"endTime":2776.614,"body":"it w it comes out to a number."},{"startTime":2776.614,"endTime":2781.654,"body":"So then I was able to, you know,"},{"startTime":2776.614,"endTime":2781.654,"body":"basically say that, you know,"},{"startTime":2781.804,"endTime":2787.474,"body":"my, my material costs based upon"},{"startTime":2781.804,"endTime":2787.474,"body":"my volume was going to be 51%."},{"startTime":2787.824,"endTime":2791.814,"body":"And so these were like the"},{"startTime":2787.824,"endTime":2791.814,"body":"numbers, you know, that of"},{"startTime":2792.414,"endTime":2796.224,"body":"the yellow were weeks that"},{"startTime":2792.414,"endTime":2796.224,"body":"I've actually closed out."},{"startTime":2796.674,"endTime":2799.224,"body":"And at this particular time,"},{"startTime":2796.674,"endTime":2799.224,"body":"before I set up another"},{"startTime":2799.224,"endTime":2802.688,"body":"spreadsheet or saved it as"},{"startTime":2799.224,"endTime":2802.688,"body":"something different you know,"},{"startTime":2802.718,"endTime":2805.178,"body":"I would just, that's the way"},{"startTime":2802.718,"endTime":2805.178,"body":"I would be able to tell, like,"},{"startTime":2805.238,"endTime":2806.438,"body":"okay, this is where I'm at."},{"startTime":2806.438,"endTime":2808.418,"body":"I'm right here on"},{"startTime":2806.438,"endTime":2808.418,"body":"this week here."},{"startTime":2808.958,"endTime":2813.236,"body":"I haven't hit that week yet,"},{"startTime":2808.958,"endTime":2813.236,"body":"but in cash flow, When you're"},{"startTime":2813.476,"endTime":2816.916,"body":"looking at your cashflow,"},{"startTime":2813.476,"endTime":2816.916,"body":"what Michael Gerber taught"},{"startTime":2816.916,"endTime":2820.786,"body":"me was eight weeks of slated."},{"startTime":2820.906,"endTime":2823.746,"body":"Cashflow is happiness."},{"startTime":2824.196,"endTime":2828.036,"body":"12 weeks of slated"},{"startTime":2824.196,"endTime":2828.036,"body":"cashflow is peace of mind."},{"startTime":2828.516,"endTime":2831.943,"body":"And you can see like, I'm"},{"startTime":2828.516,"endTime":2831.943,"body":"trying not to go too fast."},{"startTime":2832.363,"endTime":2835.723,"body":"We were generating"},{"startTime":2832.363,"endTime":2835.723,"body":"about $161,000 a week."},{"startTime":2835.777,"endTime":2836.767,"body":"And volume."},{"startTime":2837.217,"endTime":2840.277,"body":"And so when you subtracted"},{"startTime":2837.217,"endTime":2840.277,"body":"out the payroll and my"},{"startTime":2840.277,"endTime":2843.727,"body":"percentage costs, you know,"},{"startTime":2840.277,"endTime":2843.727,"body":"you can see whether or not"},{"startTime":2843.727,"endTime":2846.967,"body":"this number here is your"},{"startTime":2843.727,"endTime":2846.967,"body":"bank balance moving forward."},{"startTime":2847.477,"endTime":2851.437,"body":"And so am I going in business"},{"startTime":2847.477,"endTime":2851.437,"body":"or am I going out of business?"},{"startTime":2851.787,"endTime":2853.737,"body":"And you can see that"},{"startTime":2851.787,"endTime":2853.737,"body":"number just goes up."},{"startTime":2854.087,"endTime":2858.188,"body":"So, and this, and we're"},{"startTime":2854.087,"endTime":2858.188,"body":"back to S in, on a bridge"},{"startTime":2858.188,"endTime":2863.133,"body":"of this to CRM, because I"},{"startTime":2858.188,"endTime":2863.133,"body":"could see, you know, down"},{"startTime":2863.133,"endTime":2866.303,"body":"the road I needed to sell."},{"startTime":2866.333,"endTime":2868.833,"body":"I needed, you know,"},{"startTime":2866.333,"endTime":2868.833,"body":"I got 12 weeks."},{"startTime":2868.833,"endTime":2872.163,"body":"I had 12 weeks in here, so"},{"startTime":2868.833,"endTime":2872.163,"body":"I needed to get out there."},{"startTime":2872.253,"endTime":2875.583,"body":"And that was my butt kicker,"},{"startTime":2872.253,"endTime":2875.583,"body":"you know, on my sales."},{"startTime":2876.093,"endTime":2880.473,"body":"And then, you know, I, you know,"},{"startTime":2876.093,"endTime":2880.473,"body":"I'd have my total revenues here."},{"startTime":2880.803,"endTime":2884.073,"body":"So if you looked at this, you"},{"startTime":2880.803,"endTime":2884.073,"body":"know, some weeks you hit it some"},{"startTime":2884.073,"endTime":2887.61,"body":"weeks, you don't, you know, some"},{"startTime":2884.073,"endTime":2887.61,"body":"weeks, you know, you know, it is"},{"startTime":2887.61,"endTime":2891.81,"body":"what it is, but it's, it comes"},{"startTime":2887.61,"endTime":2891.81,"body":"out to an average of whatever"},{"startTime":2891.81,"endTime":2892.68,"body":"it is that you're doing."},{"startTime":2892.68,"endTime":2895.92,"body":"So that's how I was able to,"},{"startTime":2892.68,"endTime":2895.92,"body":"you know, basically set up"},{"startTime":2895.95,"endTime":2899.67,"body":"this with, you know, 161,000."},{"startTime":2900.12,"endTime":2902.22,"body":"That's what I"},{"startTime":2900.12,"endTime":2902.22,"body":"performed on before."},{"startTime":2902.58,"endTime":2906.12,"body":"And so if I'd done it before,"},{"startTime":2902.58,"endTime":2906.12,"body":"I should be able to do it again"},{"startTime":2906.12,"endTime":2907.83,"body":"so that I would use that number."},{"startTime":2908.28,"endTime":2910.71,"body":"And then as you could"},{"startTime":2908.28,"endTime":2910.71,"body":"say, you know, my numbers"},{"startTime":2910.71,"endTime":2912.66,"body":"were continually going up."},{"startTime":2913.08,"endTime":2918.08,"body":"And so this would be all of"},{"startTime":2913.08,"endTime":2918.08,"body":"my, these were construction"},{"startTime":2918.08,"endTime":2920.81,"body":"projects, but now I use"},{"startTime":2918.08,"endTime":2920.81,"body":"it as a rental property."},{"startTime":2921.16,"endTime":2924.415,"body":"So, They, you know, so then"},{"startTime":2921.16,"endTime":2924.415,"body":"you come down here, I'd"},{"startTime":2924.415,"endTime":2925.735,"body":"have my total revenues."},{"startTime":2926.125,"endTime":2929.755,"body":"And then my weekly"},{"startTime":2926.125,"endTime":2929.755,"body":"payroll was about 46,000."},{"startTime":2930.355,"endTime":2932.395,"body":"So that would be subtracted."},{"startTime":2932.455,"endTime":2936.325,"body":"And then my overhead was"},{"startTime":2932.455,"endTime":2936.325,"body":"running about 18,000 a week."},{"startTime":2936.675,"endTime":2942.195,"body":"And then I would do my"},{"startTime":2936.675,"endTime":2942.195,"body":"projected cost of my materials."},{"startTime":2942.675,"endTime":2948.835,"body":"And then I would have a balance"},{"startTime":2942.675,"endTime":2948.835,"body":"word right here of what it was."},{"startTime":2948.835,"endTime":2950.515,"body":"And then that would carry over."},{"startTime":2950.865,"endTime":2954.345,"body":"Bam come all the way back up"},{"startTime":2950.865,"endTime":2954.345,"body":"to here and then go back down,"},{"startTime":2954.735,"endTime":2956.835,"body":"come back up, go back down."},{"startTime":2957.195,"endTime":2961.565,"body":"And so when you're looking at"},{"startTime":2957.195,"endTime":2961.565,"body":"CRM, you know, I, if I had a"},{"startTime":2961.565,"endTime":2965.397,"body":"prospect sometimes you know,"},{"startTime":2961.565,"endTime":2965.397,"body":"whether the project was on"},{"startTime":2965.397,"endTime":2969.755,"body":"hold or if I had something"},{"startTime":2965.397,"endTime":2969.755,"body":"that was pretty much a lock,"},{"startTime":2969.845,"endTime":2972.815,"body":"I would go ahead and put"},{"startTime":2969.845,"endTime":2972.815,"body":"it in there just to remind"},{"startTime":2972.815,"endTime":2973.955,"body":"me that it's out there."},{"startTime":2974.255,"endTime":2977.473,"body":"And I love this because it,"},{"startTime":2974.255,"endTime":2977.473,"body":"it's just one sheet and I"},{"startTime":2977.473,"endTime":2980.623,"body":"don't have to go to another"},{"startTime":2977.473,"endTime":2980.623,"body":"form or another, you know, to"},{"startTime":2980.623,"endTime":2983.744,"body":"get the full skinny, I don't"},{"startTime":2980.623,"endTime":2983.744,"body":"know if anybody likes this"},{"startTime":2983.744,"endTime":2985.994,"body":"or not, but I just thought"},{"startTime":2983.744,"endTime":2985.994,"body":"I'd throw that out there."},{"startTime":2986.219,"endTime":2989.149,"body":"You know, so QuickBooks, I"},{"startTime":2986.219,"endTime":2989.149,"body":"don't know why it's one of the"},{"startTime":2989.149,"endTime":2992.679,"body":"things that it's very common"},{"startTime":2989.149,"endTime":2992.679,"body":"in finance, rolling cashflow"},{"startTime":2992.979,"endTime":2996.309,"body":"report, but QuickBooks took"},{"startTime":2992.979,"endTime":2996.309,"body":"it out of QuickBooks online."},{"startTime":2996.339,"endTime":2997.359,"body":"It's still on the desktop."},{"startTime":2997.534,"endTime":2999.874,"body":"But that's something that's"},{"startTime":2997.534,"endTime":2999.874,"body":"really helpful to, like, you"},{"startTime":2999.874,"endTime":3003.354,"body":"can, you can use QuickBooks"},{"startTime":2999.874,"endTime":3003.354,"body":"to do that, but like with"},{"startTime":3003.354,"endTime":3006.564,"body":"top producer as a CRM, like"},{"startTime":3003.354,"endTime":3006.564,"body":"it was as long as you were"},{"startTime":3006.564,"endTime":3009.879,"body":"booking your deals it would"},{"startTime":3006.564,"endTime":3009.879,"body":"actually show you revenue."},{"startTime":3009.879,"endTime":3012.849,"body":"It didn't bring in expenses and"},{"startTime":3009.879,"endTime":3012.849,"body":"everything that you've got on"},{"startTime":3012.849,"endTime":3016.599,"body":"your sheet, but that's something"},{"startTime":3012.849,"endTime":3016.599,"body":"else to consider, you know, if"},{"startTime":3016.599,"endTime":3020.559,"body":"you, and I'm not aware, cause"},{"startTime":3016.599,"endTime":3020.559,"body":"I haven't been done production,"},{"startTime":3020.559,"endTime":3023.384,"body":"but there, you know, something"},{"startTime":3020.559,"endTime":3023.384,"body":"that would be great if, if"},{"startTime":3023.384,"endTime":3027.194,"body":"a CRM would integrate with"},{"startTime":3023.384,"endTime":3027.194,"body":"QuickBooks online through API."},{"startTime":3027.764,"endTime":3028.244,"body":"Oh yeah."},{"startTime":3028.244,"endTime":3028.724,"body":"I don't know."},{"startTime":3029.324,"endTime":3031.244,"body":"I don't know if David"},{"startTime":3029.324,"endTime":3031.244,"body":"does the Sierra do that."},{"startTime":3031.294,"endTime":3032.714,"body":"Does it integrate"},{"startTime":3031.294,"endTime":3032.714,"body":"with your quick."},{"startTime":3033.064,"endTime":3036.004,"body":"No, I just use CTE, but I'm"},{"startTime":3033.064,"endTime":3036.004,"body":"trying to, I'm thinking about"},{"startTime":3036.004,"endTime":3040.094,"body":"going to Suzu it integrates"},{"startTime":3036.004,"endTime":3040.094,"body":"real well Sierra, but they"},{"startTime":3040.094,"endTime":3043.174,"body":"are, they're trying, I think"},{"startTime":3040.094,"endTime":3043.174,"body":"their next big release is the"},{"startTime":3043.174,"endTime":3046.714,"body":"transaction management, and then"},{"startTime":3043.174,"endTime":3046.714,"body":"they're gonna figure out how to"},{"startTime":3046.714,"endTime":3049.429,"body":"really have a, do you have your"},{"startTime":3046.714,"endTime":3049.429,"body":"transaction numbers on there"},{"startTime":3049.429,"endTime":3050.629,"body":"and you put your costs in there."},{"startTime":3050.979,"endTime":3054.892,"body":"So they're eliminating CT a"},{"startTime":3050.979,"endTime":3054.892,"body":"little bit at a time, but with"},{"startTime":3054.892,"endTime":3057.172,"body":"the transaction management,"},{"startTime":3054.892,"endTime":3057.172,"body":"you'll be able to track"},{"startTime":3057.772,"endTime":3058.492,"body":"everything you're doing."},{"startTime":3058.492,"endTime":3061.626,"body":"I think so like top producer"},{"startTime":3058.492,"endTime":3061.626,"body":"and attract revenue, but"},{"startTime":3061.626,"endTime":3063.786,"body":"right now you see T so I just"},{"startTime":3061.626,"endTime":3063.786,"body":"plugged in the numbers there."},{"startTime":3064.136,"endTime":3067.136,"body":"I also wanted to say you're"},{"startTime":3064.136,"endTime":3067.136,"body":"you were talking about"},{"startTime":3067.361,"endTime":3070.945,"body":"this is Michael Gerber's,"},{"startTime":3067.361,"endTime":3070.945,"body":"the E-Myth contractor."},{"startTime":3071.1,"endTime":3071.52,"body":"And"},{"startTime":3071.725,"endTime":3072.745,"body":"I don't know if he can see that."},{"startTime":3073.095,"endTime":3075.855,"body":"It's it just says Gary"},{"startTime":3073.095,"endTime":3075.855,"body":"Nash, national construction."},{"startTime":3076.095,"endTime":3077.535,"body":"He quoted me in his book."},{"startTime":3077.885,"endTime":3078.695,"body":"I thought it was kinda neat."},{"startTime":3079.045,"endTime":3079.705,"body":"Michael Gerber."},{"startTime":3080.245,"endTime":3083.205,"body":"Interesting guy was,"},{"startTime":3080.245,"endTime":3083.205,"body":"unfortunately we lost him"},{"startTime":3083.445,"endTime":3084.345,"body":"four or five years ago."},{"startTime":3084.695,"endTime":3085.115,"body":"Oh, wow."},{"startTime":3085.29,"endTime":3087.21,"body":"Ronald, you've been very"},{"startTime":3085.29,"endTime":3087.21,"body":"patiently waiting, man."},{"startTime":3087.21,"endTime":3087.96,"body":"You got your hand up."},{"startTime":3087.96,"endTime":3088.53,"body":"How can we help you?"},{"startTime":3088.88,"endTime":3089.49,"body":"Well, thank you."},{"startTime":3089.78,"endTime":3091.5,"body":"I've got a question for you."},{"startTime":3091.98,"endTime":3094.79,"body":"You advise me to start this"},{"startTime":3091.98,"endTime":3094.79,"body":"Phoenix life transition."},{"startTime":3094.79,"endTime":3095.42,"body":"That's a while back."},{"startTime":3095.42,"endTime":3099.045,"body":"And we, we started doing"},{"startTime":3095.42,"endTime":3099.045,"body":"that and I interviewed my"},{"startTime":3099.045,"endTime":3102.795,"body":"first person last week, a"},{"startTime":3099.045,"endTime":3102.795,"body":"state planning attorney."},{"startTime":3102.97,"endTime":3106.36,"body":"Tomorrow I'm going to be"},{"startTime":3102.97,"endTime":3106.36,"body":"interviewing a grief specialist"},{"startTime":3106.36,"endTime":3107.83,"body":"with Hansen's mortuary."},{"startTime":3108.01,"endTime":3113.015,"body":"I'm really pleased to"},{"startTime":3108.01,"endTime":3113.015,"body":"have her on, on tomorrow."},{"startTime":3113.435,"endTime":3117.505,"body":"Now the question that I've"},{"startTime":3113.435,"endTime":3117.505,"body":"got is I'm really looking for."},{"startTime":3117.855,"endTime":3120.615,"body":"People that I can refer to"},{"startTime":3117.855,"endTime":3120.615,"body":"my estate planning attorneys,"},{"startTime":3120.645,"endTime":3123.56,"body":"I want to keep those,"},{"startTime":3120.645,"endTime":3123.56,"body":"attorneys fed and they'll"},{"startTime":3123.56,"endTime":3125.774,"body":"return referrals to me."},{"startTime":3125.894,"endTime":3126.164,"body":"Right."},{"startTime":3126.164,"endTime":3127.874,"body":"That's that's one"},{"startTime":3126.164,"endTime":3127.874,"body":"of the big goals."},{"startTime":3128.029,"endTime":3131.829,"body":"Well, as I was talking with the"},{"startTime":3128.029,"endTime":3131.829,"body":"grief specialist, she happened"},{"startTime":3131.829,"endTime":3135.579,"body":"to say to me, you know, I talked"},{"startTime":3131.829,"endTime":3135.579,"body":"to people all the time about"},{"startTime":3135.669,"endTime":3138.574,"body":"their estate plans and, and"},{"startTime":3135.669,"endTime":3138.574,"body":"they tell me all the time, well,"},{"startTime":3138.574,"endTime":3139.534,"body":"I don't have an estate plan."},{"startTime":3139.534,"endTime":3140.644,"body":"I need to get an estate plan."},{"startTime":3140.644,"endTime":3143.824,"body":"And she says, I don't know any"},{"startTime":3140.644,"endTime":3143.824,"body":"attorneys to refer them to."},{"startTime":3144.174,"endTime":3146.954,"body":"And I said, well,"},{"startTime":3144.174,"endTime":3146.954,"body":"send them to me."},{"startTime":3147.304,"endTime":3149.914,"body":"I will talk to them and"},{"startTime":3147.304,"endTime":3149.914,"body":"find out, you know, what,"},{"startTime":3149.994,"endTime":3151.084,"body":"what the situation is."},{"startTime":3151.084,"endTime":3154.114,"body":"And I can, I can tell you,"},{"startTime":3151.084,"endTime":3154.114,"body":"which is the right attorney"},{"startTime":3154.114,"endTime":3155.614,"body":"for them to, to see."},{"startTime":3155.964,"endTime":3160.339,"body":"And she's a little reluctant"},{"startTime":3155.964,"endTime":3160.339,"body":"to do that, I guess, because"},{"startTime":3160.909,"endTime":3163.759,"body":"it seems, probably seems odd"},{"startTime":3160.909,"endTime":3163.759,"body":"to her to send, you know,"},{"startTime":3163.789,"endTime":3164.589,"body":"oh, you need an attorney."},{"startTime":3164.609,"endTime":3165.729,"body":"We'll go talk to my real estate."},{"startTime":3166.079,"endTime":3168.699,"body":"That probably seems a"},{"startTime":3166.079,"endTime":3168.699,"body":"little weird, but that's"},{"startTime":3168.699,"endTime":3169.959,"body":"what you need to train"},{"startTime":3170.309,"endTime":3171.839,"body":"hashtag not all right."},{"startTime":3172.349,"endTime":3175.729,"body":"Say it again, but we gave"},{"startTime":3172.349,"endTime":3175.729,"body":"her with just a realtor."},{"startTime":3176.079,"endTime":3176.439,"body":"Okay."},{"startTime":3177.039,"endTime":3180.159,"body":"We don't want her introducing"},{"startTime":3177.039,"endTime":3180.159,"body":"you as a real estate agent."},{"startTime":3180.47,"endTime":3183.38,"body":"Or even as a real estate"},{"startTime":3180.47,"endTime":3183.38,"body":"professional, she could say,"},{"startTime":3183.41,"endTime":3185.815,"body":"well, listen, actually one"},{"startTime":3183.41,"endTime":3185.815,"body":"of my professional contacts,"},{"startTime":3185.815,"endTime":3188.305,"body":"Ronald, as a team of people"},{"startTime":3185.815,"endTime":3188.305,"body":"and help families with all"},{"startTime":3188.305,"endTime":3189.985,"body":"aspects of life transition."},{"startTime":3190.105,"endTime":3192.025,"body":"And he actually has already,"},{"startTime":3192.375,"endTime":3195.225,"body":"typically when someone asks"},{"startTime":3192.375,"endTime":3195.225,"body":"him, he can understand what"},{"startTime":3195.225,"endTime":3197.505,"body":"their needs are and then"},{"startTime":3195.225,"endTime":3197.505,"body":"choose the right attorney that"},{"startTime":3197.505,"endTime":3198.885,"body":"best fits the family's needs."},{"startTime":3199.235,"endTime":3200.795,"body":"It's not, oh, call this guy."},{"startTime":3200.825,"endTime":3201.665,"body":"He's a realtor."},{"startTime":3201.695,"endTime":3202.355,"body":"It's that?"},{"startTime":3202.685,"endTime":3206.215,"body":"So it's, she can explain what"},{"startTime":3202.685,"endTime":3206.215,"body":"that relationship is and that"},{"startTime":3206.605,"endTime":3209.845,"body":"what would be important is that"},{"startTime":3206.605,"endTime":3209.845,"body":"she can, you know, can highlight"},{"startTime":3209.845,"endTime":3212.515,"body":"the fact that you have gone"},{"startTime":3209.845,"endTime":3212.515,"body":"out and built relationships"},{"startTime":3212.515,"endTime":3213.535,"body":"with these attorneys."},{"startTime":3213.535,"endTime":3215.455,"body":"You understand who they"},{"startTime":3213.535,"endTime":3215.455,"body":"are, you can connect"},{"startTime":3215.455,"endTime":3216.565,"body":"them to the right one."},{"startTime":3216.915,"endTime":3217.365,"body":"Okay."},{"startTime":3217.715,"endTime":3218.495,"body":"That's helpful."},{"startTime":3218.555,"endTime":3219.635,"body":"I think that may,"},{"startTime":3219.985,"endTime":3223.425,"body":"that may help her to be"},{"startTime":3219.985,"endTime":3223.425,"body":"relaxed and able to do that."},{"startTime":3223.775,"endTime":3225.695,"body":"I can give you, you"},{"startTime":3223.775,"endTime":3225.695,"body":"have a list, right?"},{"startTime":3225.695,"endTime":3227.555,"body":"You're buying leads"},{"startTime":3225.695,"endTime":3227.555,"body":"or gathering Euro."},{"startTime":3227.905,"endTime":3229.865,"body":"I ran a test last"},{"startTime":3227.905,"endTime":3229.865,"body":"week on Facebook."},{"startTime":3229.865,"endTime":3232.735,"body":"I've never gotten this good for"},{"startTime":3229.865,"endTime":3232.735,"body":"his whole pretty good success."},{"startTime":3232.825,"endTime":3235.065,"body":"Facebook video watch campaign."},{"startTime":3235.065,"endTime":3239.355,"body":"I had 17,000 people see"},{"startTime":3235.065,"endTime":3239.355,"body":"the video 15,000, watched"},{"startTime":3239.355,"endTime":3241.685,"body":"it all the way through and"},{"startTime":3239.355,"endTime":3241.685,"body":"I spent a hundred bucks."},{"startTime":3242.035,"endTime":3242.725,"body":"For the math."},{"startTime":3243.075,"endTime":3246.375,"body":"So if you're producing this"},{"startTime":3243.075,"endTime":3246.375,"body":"content, like if you have"},{"startTime":3246.375,"endTime":3248.655,"body":"a grief counselor and an"},{"startTime":3246.375,"endTime":3248.655,"body":"estate planning attorney,"},{"startTime":3248.655,"endTime":3251.705,"body":"if you have that video,"},{"startTime":3248.655,"endTime":3251.705,"body":"turn that, take your, take"},{"startTime":3251.705,"endTime":3253.175,"body":"your entire probate list."},{"startTime":3253.175,"endTime":3255.815,"body":"Everyone, every lead you've"},{"startTime":3253.175,"endTime":3255.815,"body":"ever gotten, put that in the"},{"startTime":3255.815,"endTime":3257.495,"body":"Facebook as a custom audience."},{"startTime":3257.525,"endTime":3260.735,"body":"And just run that as a video"},{"startTime":3257.525,"endTime":3260.735,"body":"watch campaign, you can for"},{"startTime":3260.735,"endTime":3265.465,"body":"penny, for under a penny of"},{"startTime":3260.735,"endTime":3265.465,"body":"a watch, a full watch under"},{"startTime":3265.465,"endTime":3268.165,"body":"a penny, I was able to get"},{"startTime":3265.465,"endTime":3268.165,"body":"people are watching the video."},{"startTime":3268.585,"endTime":3272.095,"body":"So if you put a thousand probate"},{"startTime":3268.585,"endTime":3272.095,"body":"leads in there and you can"},{"startTime":3272.095,"endTime":3275.365,"body":"get the same CPR that I did"},{"startTime":3272.095,"endTime":3275.365,"body":"like that same cost per result"},{"startTime":3275.855,"endTime":3278.398,"body":"would it be worth a penny to"},{"startTime":3275.855,"endTime":3278.398,"body":"have somebody watch that video"},{"startTime":3278.638,"endTime":3279.898,"body":"that's in that situation?"},{"startTime":3280.468,"endTime":3284.218,"body":"So it's a way to a way to just"},{"startTime":3280.468,"endTime":3284.218,"body":"put a little bit of a budget,"},{"startTime":3284.398,"endTime":3288.478,"body":"a little bit of paid, paid ads"},{"startTime":3284.398,"endTime":3288.478,"body":"behind your content effort."},{"startTime":3288.508,"endTime":3289.978,"body":"It's going to work organically."},{"startTime":3289.978,"endTime":3293.038,"body":"You'll get people to find"},{"startTime":3289.978,"endTime":3293.038,"body":"it, but to give it a bump"},{"startTime":3293.213,"endTime":3296.033,"body":"and go ahead and run it"},{"startTime":3293.213,"endTime":3296.033,"body":"as a, as a video video"},{"startTime":3296.033,"endTime":3297.473,"body":"watch is the adaptation."},{"startTime":3297.823,"endTime":3300.303,"body":"A bunch of different ad"},{"startTime":3297.823,"endTime":3300.303,"body":"objectives, but there's"},{"startTime":3300.303,"endTime":3301.233,"body":"no call to action."},{"startTime":3301.593,"endTime":3305.373,"body":"You can, you can put in, you"},{"startTime":3301.593,"endTime":3305.373,"body":"know, your, your intro outro,"},{"startTime":3305.373,"endTime":3308.393,"body":"you can put it in your domain"},{"startTime":3305.373,"endTime":3308.393,"body":"or phone number, but there's"},{"startTime":3308.393,"endTime":3309.923,"body":"no clickable call to action."},{"startTime":3309.923,"endTime":3312.443,"body":"The whole point is just to get"},{"startTime":3309.923,"endTime":3312.443,"body":"them to watch it just paying"},{"startTime":3312.443,"endTime":3316.223,"body":"for the brand impression and"},{"startTime":3312.443,"endTime":3316.223,"body":"at a penny I'll pay for brand"},{"startTime":3316.223,"endTime":3319.243,"body":"impressions all day at all,"},{"startTime":3316.223,"endTime":3319.243,"body":"just a little something extra to"},{"startTime":3319.243,"endTime":3320.833,"body":"get some momentum behind those."},{"startTime":3320.833,"endTime":3322.993,"body":"Cause that's, that's"},{"startTime":3320.833,"endTime":3322.993,"body":"really valuable content."},{"startTime":3323.343,"endTime":3326.403,"body":"And you can just put I"},{"startTime":3323.343,"endTime":3326.403,"body":"mean, how many leads do you"},{"startTime":3326.403,"endTime":3327.603,"body":"think you have in total?"},{"startTime":3327.758,"endTime":3331.563,"body":"I, I not very many that"},{"startTime":3327.758,"endTime":3331.563,"body":"have email addresses."},{"startTime":3331.913,"endTime":3334.063,"body":"That's no matter you're,"},{"startTime":3331.913,"endTime":3334.063,"body":"you're gonna, you're gonna use"},{"startTime":3334.063,"endTime":3337.813,"body":"Facebook has 640 unique match"},{"startTime":3334.063,"endTime":3337.813,"body":"points on 90% of Americans."},{"startTime":3338.163,"endTime":3341.463,"body":"So as we have their first name,"},{"startTime":3338.163,"endTime":3341.463,"body":"last name, mailing address,"},{"startTime":3341.463,"endTime":3344.553,"body":"phone number, like where they're"},{"startTime":3341.463,"endTime":3344.553,"body":"going to match on multiple."},{"startTime":3344.903,"endTime":3346.793,"body":"So you don't have to"},{"startTime":3344.903,"endTime":3346.793,"body":"have their email address."},{"startTime":3346.793,"endTime":3347.363,"body":"It helped."},{"startTime":3347.363,"endTime":3349.523,"body":"It's just, it's a, it's a"},{"startTime":3347.363,"endTime":3349.523,"body":"useful match point if you"},{"startTime":3349.523,"endTime":3351.953,"body":"have that, but they're going"},{"startTime":3349.523,"endTime":3351.953,"body":"to match on other things."},{"startTime":3351.953,"endTime":3355.013,"body":"They've got demographic"},{"startTime":3351.953,"endTime":3355.013,"body":"databases, credit databases,"},{"startTime":3355.073,"endTime":3356.543,"body":"you know, all kinds of stuff."},{"startTime":3356.993,"endTime":3360.253,"body":"And we can't see that stuff, but"},{"startTime":3356.993,"endTime":3360.253,"body":"they have cost on the backend."},{"startTime":3360.703,"endTime":3364.333,"body":"So that's how we can get 90%"},{"startTime":3360.703,"endTime":3364.333,"body":"match rates on a probate list."},{"startTime":3364.393,"endTime":3368.043,"body":"Even if we don't have, you know,"},{"startTime":3364.393,"endTime":3368.043,"body":"their email address or, okay."},{"startTime":3368.393,"endTime":3368.753,"body":"All right."},{"startTime":3368.753,"endTime":3372.413,"body":"Well, something you can"},{"startTime":3368.753,"endTime":3372.413,"body":"do for probably $5 a day."},{"startTime":3372.773,"endTime":3376.373,"body":"You can get multiple brand"},{"startTime":3372.773,"endTime":3376.373,"body":"impressions and get those"},{"startTime":3376.373,"endTime":3379.853,"body":"videos, like get sort of videos"},{"startTime":3376.373,"endTime":3379.853,"body":"watched, and you obviously"},{"startTime":3380.453,"endTime":3384.023,"body":"upload the video natively"},{"startTime":3380.453,"endTime":3384.023,"body":"to your Facebook page for,"},{"startTime":3384.043,"endTime":3387.653,"body":"for Phoenix transitions and"},{"startTime":3384.043,"endTime":3387.653,"body":"then connect your community"},{"startTime":3387.653,"endTime":3389.123,"body":"groups to your page."},{"startTime":3389.183,"endTime":3391.583,"body":"So as they watch the"},{"startTime":3389.183,"endTime":3391.583,"body":"video, if they click yeah."},{"startTime":3391.933,"endTime":3394.273,"body":"Phoenix transitions, then"},{"startTime":3391.933,"endTime":3394.273,"body":"they're on your Facebook page."},{"startTime":3394.303,"endTime":3396.583,"body":"Then they can click"},{"startTime":3394.303,"endTime":3396.583,"body":"the Phoenix transition"},{"startTime":3396.583,"endTime":3397.783,"body":"community support group."},{"startTime":3397.933,"endTime":3399.043,"body":"Then they're in your group."},{"startTime":3399.393,"endTime":3402.143,"body":"And that you're just working"},{"startTime":3399.393,"endTime":3402.143,"body":"on the one slowly building"},{"startTime":3402.143,"endTime":3404.813,"body":"trust, valuable content"},{"startTime":3402.143,"endTime":3404.813,"body":"that you're already doing."},{"startTime":3405.163,"endTime":3405.703,"body":"Okay."},{"startTime":3406.123,"endTime":3408.283,"body":"That, that sounds"},{"startTime":3406.123,"endTime":3408.283,"body":"really valuable."},{"startTime":3408.283,"endTime":3410.653,"body":"I didn't really, I thought"},{"startTime":3408.283,"endTime":3410.653,"body":"I had to have an email"},{"startTime":3410.653,"endTime":3414.076,"body":"address in order to re"},{"startTime":3410.653,"endTime":3414.076,"body":"target folks like that."},{"startTime":3414.231,"endTime":3418.201,"body":"You do it as a science and"},{"startTime":3414.231,"endTime":3418.201,"body":"math took the first time last"},{"startTime":3418.411,"endTime":3421.371,"body":"mailing address on number"},{"startTime":3418.411,"endTime":3421.371,"body":"and the fields are empty."},{"startTime":3421.371,"endTime":3422.181,"body":"It'll just skip it."},{"startTime":3422.531,"endTime":3426.526,"body":"So how many how large was the"},{"startTime":3422.531,"endTime":3426.526,"body":"custom audience you uploaded in"},{"startTime":3426.526,"endTime":3430.656,"body":"order to get 14,000 viewers or"},{"startTime":3426.526,"endTime":3430.656,"body":"whatever you said that actually"},{"startTime":3430.656,"endTime":3432.006,"body":"wasn't, that was saved up."},{"startTime":3432.276,"endTime":3434.436,"body":"That was in the"},{"startTime":3432.276,"endTime":3434.436,"body":"real estate space."},{"startTime":3434.706,"endTime":3435.756,"body":"Not for probate."},{"startTime":3436.236,"endTime":3436.656,"body":"Okay."},{"startTime":3437.006,"endTime":3438.086,"body":"That was for this company."},{"startTime":3438.086,"endTime":3438.896,"body":"I was just playing."},{"startTime":3439.246,"endTime":3441.876,"body":"You can pick up in three months,"},{"startTime":3439.246,"endTime":3441.876,"body":"it's completely different."},{"startTime":3442.416,"endTime":3445.706,"body":"So I have not been able to,"},{"startTime":3442.416,"endTime":3445.706,"body":"you know, four to five, six"},{"startTime":3445.716,"endTime":3449.636,"body":"times is pretty typical video,"},{"startTime":3445.716,"endTime":3449.636,"body":"but the watch throughs was"},{"startTime":3449.652,"endTime":3453.471,"body":"what was amazing to me that"},{"startTime":3449.652,"endTime":3453.471,"body":"15 and watch the whole thing."},{"startTime":3453.838,"endTime":3454.828,"body":"That was interesting."},{"startTime":3455.338,"endTime":3458.733,"body":"I paid a penny for them to do"},{"startTime":3455.338,"endTime":3458.733,"body":"it, but like if you've got a"},{"startTime":3458.733,"endTime":3462.153,"body":"thousand people in your probate"},{"startTime":3458.733,"endTime":3462.153,"body":"audience, a $10, budget's going"},{"startTime":3462.153,"endTime":3463.263,"body":"to go a hell of a long way."},{"startTime":3463.293,"endTime":3466.413,"body":"You'll probably get 12 to"},{"startTime":3463.293,"endTime":3466.413,"body":"30 brand impressions a day."},{"startTime":3466.588,"endTime":3467.788,"body":"Running a budget like that."},{"startTime":3467.818,"endTime":3470.428,"body":"And then each time you upload a"},{"startTime":3467.818,"endTime":3470.428,"body":"video, just create a different,"},{"startTime":3470.548,"endTime":3474.598,"body":"you can use the same campaign,"},{"startTime":3470.548,"endTime":3474.598,"body":"the same ad set, but at the ad"},{"startTime":3474.598,"endTime":3478.648,"body":"level, just when you upload a"},{"startTime":3474.598,"endTime":3478.648,"body":"new video, make a new app and"},{"startTime":3478.648,"endTime":3481.318,"body":"run it to the same audience,"},{"startTime":3478.648,"endTime":3481.318,"body":"the same campaign, the same"},{"startTime":3481.318,"endTime":3483.948,"body":"answer, a new ad this week."},{"startTime":3483.958,"endTime":3485.188,"body":"It's the attorney next week."},{"startTime":3485.368,"endTime":3487.468,"body":"It's the grief"},{"startTime":3485.368,"endTime":3487.468,"body":"counselor next week."},{"startTime":3487.468,"endTime":3490.348,"body":"It's, you know, the estate"},{"startTime":3487.468,"endTime":3490.348,"body":"sale professional, and"},{"startTime":3490.348,"endTime":3493.318,"body":"they'll get used to thing like"},{"startTime":3490.348,"endTime":3493.318,"body":"for pennies on the dollar."},{"startTime":3493.318,"endTime":3496.078,"body":"You'll be in front of them"},{"startTime":3493.318,"endTime":3496.078,"body":"putting these professionals"},{"startTime":3496.078,"endTime":3497.818,"body":"out there and you're"},{"startTime":3496.078,"endTime":3497.818,"body":"not asking for anything."},{"startTime":3497.968,"endTime":3499.438,"body":"It's non salesy at all."},{"startTime":3499.458,"endTime":3500.788,"body":"This is, it's a hybrid."},{"startTime":3500.788,"endTime":3503.398,"body":"So it's still a part of your"},{"startTime":3500.788,"endTime":3503.398,"body":"inbound marketing campaign,"},{"startTime":3503.398,"endTime":3506.218,"body":"but you are putting a paid"},{"startTime":3503.398,"endTime":3506.218,"body":"budget behind it just to"},{"startTime":3506.218,"endTime":3507.298,"body":"give it more momentum."},{"startTime":3507.828,"endTime":3508.278,"body":"Okay."},{"startTime":3508.628,"endTime":3511.528,"body":"So the way I'm running this,"},{"startTime":3508.628,"endTime":3511.528,"body":"actually I'm running it"},{"startTime":3511.528,"endTime":3515.231,"body":"on a platform called . And"},{"startTime":3511.528,"endTime":3515.231,"body":"that allows me to to be"},{"startTime":3515.231,"endTime":3519.197,"body":"live on both Facebook group"},{"startTime":3515.231,"endTime":3519.197,"body":"and on YouTube, my youth,"},{"startTime":3519.317,"endTime":3521.927,"body":"I started a YouTube channel"},{"startTime":3519.317,"endTime":3521.927,"body":"for Phoenix life transitions."},{"startTime":3522.317,"endTime":3524.457,"body":"So both of them that same time."},{"startTime":3524.807,"endTime":3525.671,"body":"So that's where I'm at."},{"startTime":3525.671,"endTime":3526.471,"body":"I'm so"},{"startTime":3526.524,"endTime":3529.254,"body":"the other question I had any"},{"startTime":3526.524,"endTime":3529.254,"body":"other, do you have any other"},{"startTime":3529.254,"endTime":3533.334,"body":"ideas you're so great at"},{"startTime":3529.254,"endTime":3533.334,"body":"these ideas jet, any other"},{"startTime":3533.334,"endTime":3537.731,"body":"ideas for finding people"},{"startTime":3533.334,"endTime":3537.731,"body":"who need estate planning"},{"startTime":3537.731,"endTime":3539.541,"body":"work need to trust or will?"},{"startTime":3539.791,"endTime":3542.581,"body":"I mean, I feel like average,"},{"startTime":3539.791,"endTime":3542.581,"body":"you can find a person that's"},{"startTime":3542.581,"endTime":3544.291,"body":"wealthy and has an ego."},{"startTime":3544.601,"endTime":3546.946,"body":"They usually go hand"},{"startTime":3544.601,"endTime":3546.946,"body":"in hand, golf course."},{"startTime":3547.296,"endTime":3550.436,"body":"I mean, it just, as you're"},{"startTime":3547.296,"endTime":3550.436,"body":"organically build relationship,"},{"startTime":3550.556,"endTime":3553.606,"body":"you can always reference, I'm"},{"startTime":3550.556,"endTime":3553.606,"body":"going to tell you last year."},{"startTime":3553.956,"endTime":3556.416,"body":"I don't realize how much"},{"startTime":3553.956,"endTime":3556.416,"body":"exposure, you know, my"},{"startTime":3556.416,"endTime":3560.276,"body":"estate, I really helping other"},{"startTime":3556.416,"endTime":3560.276,"body":"families kind of woke me up."},{"startTime":3560.501,"endTime":3562.561,"body":"Vocable and set"},{"startTime":3560.501,"endTime":3562.561,"body":"up an estate plan."},{"startTime":3562.561,"endTime":3563.341,"body":"Have you ever done that?"},{"startTime":3563.821,"endTime":3566.611,"body":"I can be done that for your"},{"startTime":3563.821,"endTime":3566.611,"body":"estate and it can just be"},{"startTime":3566.611,"endTime":3569.881,"body":"a pretty casual, organic"},{"startTime":3566.611,"endTime":3569.881,"body":"conversation if they clam up and"},{"startTime":3569.881,"endTime":3572.821,"body":"their body language is kind of"},{"startTime":3569.881,"endTime":3572.821,"body":"reclusive, then just back off"},{"startTime":3572.838,"endTime":3574.199,"body":"and move on to the next one."},{"startTime":3574.199,"endTime":3575.039,"body":"You don't have to take it."},{"startTime":3575.389,"endTime":3575.569,"body":"Yeah."},{"startTime":3575.919,"endTime":3578.079,"body":"I mean, quite honestly, I'm"},{"startTime":3575.919,"endTime":3578.079,"body":"like in your friends group"},{"startTime":3578.409,"endTime":3582.129,"body":"and any kind of Facebook"},{"startTime":3578.409,"endTime":3582.129,"body":"group, any kind of networking"},{"startTime":3582.129,"endTime":3584.219,"body":"events you go to most people."},{"startTime":3584.489,"endTime":3588.109,"body":"I mean, pretty much anyone"},{"startTime":3584.489,"endTime":3588.109,"body":"who's got over, especially"},{"startTime":3588.109,"endTime":3591.009,"body":"if you've got over a hundred"},{"startTime":3588.109,"endTime":3591.009,"body":"work, you should have."},{"startTime":3591.359,"endTime":3594.419,"body":"Even if that's as simple as"},{"startTime":3591.359,"endTime":3594.419,"body":"having your property title,"},{"startTime":3594.769,"endTime":3597.079,"body":"you know, like your real"},{"startTime":3594.769,"endTime":3597.079,"body":"estate is as the entirety"},{"startTime":3597.079,"endTime":3599.819,"body":"with rights of survivorship"},{"startTime":3597.079,"endTime":3599.819,"body":"probate, it doesn't always"},{"startTime":3599.819,"endTime":3603.889,"body":"have to be a full-blown revoked"},{"startTime":3599.819,"endTime":3603.889,"body":"living trust title property."},{"startTime":3603.889,"endTime":3605.839,"body":"So I'll add my"},{"startTime":3603.889,"endTime":3605.839,"body":"sister to my bank."},{"startTime":3606.189,"endTime":3610.589,"body":"I don't mind cars, Chad and"},{"startTime":3606.189,"endTime":3610.589,"body":"or, you know, so it transfers"},{"startTime":3610.599,"endTime":3612.099,"body":"a Tod that's from death."},{"startTime":3612.274,"endTime":3615.169,"body":"People just need a simple as"},{"startTime":3612.274,"endTime":3615.169,"body":"they, but so if they're, you"},{"startTime":3615.169,"endTime":3617.449,"body":"know, on the lower end of the"},{"startTime":3615.169,"endTime":3617.449,"body":"wealth spectrum, they still"},{"startTime":3617.449,"endTime":3620.719,"body":"should talk to an attorney and"},{"startTime":3617.449,"endTime":3620.719,"body":"get help and legal advice on"},{"startTime":3620.719,"endTime":3624.159,"body":"how to properly title property"},{"startTime":3620.719,"endTime":3624.159,"body":"to avoid probate they're on"},{"startTime":3624.159,"endTime":3626.739,"body":"that other end of the spectrum,"},{"startTime":3624.159,"endTime":3626.739,"body":"they probably do need an"},{"startTime":3626.739,"endTime":3629.971,"body":"irrevocable living trust, at"},{"startTime":3626.739,"endTime":3629.971,"body":"least those people, anyone"},{"startTime":3629.971,"endTime":3632.976,"body":"that's over a million dollars"},{"startTime":3629.971,"endTime":3632.976,"body":"in networks really should have"},{"startTime":3632.976,"endTime":3635.706,"body":"an asset protection trust,"},{"startTime":3632.976,"endTime":3635.706,"body":"even if it's just the meth"},{"startTime":3636.246,"endTime":3637.656,"body":"stick, asset protection trust."},{"startTime":3638.146,"endTime":3640.922,"body":"So, you know, to protect them"},{"startTime":3638.146,"endTime":3640.922,"body":"from lawsuits and becoming"},{"startTime":3640.922,"endTime":3641.732,"body":"a target of litigate."},{"startTime":3641.959,"endTime":3646.079,"body":"Anywhere that you can find a"},{"startTime":3641.959,"endTime":3646.079,"body":"fluent people and choking on"},{"startTime":3646.099,"endTime":3649.619,"body":"really, our ego tells us we're"},{"startTime":3646.099,"endTime":3649.619,"body":"invincible, we'll never die."},{"startTime":3649.649,"endTime":3651.329,"body":"We don't need an estate plan."},{"startTime":3651.329,"endTime":3651.569,"body":"Right."},{"startTime":3651.899,"endTime":3654.809,"body":"A lot of people think that"},{"startTime":3651.899,"endTime":3654.809,"body":"way, and that's how they end"},{"startTime":3654.809,"endTime":3658.229,"body":"up, you know, freaking out"},{"startTime":3654.809,"endTime":3658.229,"body":"at the last minute to pay,"},{"startTime":3658.579,"endTime":3660.259,"body":"but they can't because"},{"startTime":3658.579,"endTime":3660.259,"body":"they don't want to sell"},{"startTime":3660.259,"endTime":3663.489,"body":"all the family property and"},{"startTime":3660.259,"endTime":3663.489,"body":"they're stuck and that's"},{"startTime":3663.489,"endTime":3665.099,"body":"ego will happen to me."},{"startTime":3665.449,"endTime":3668.345,"body":"So you, you, anywhere, you"},{"startTime":3665.449,"endTime":3668.345,"body":"can find people who have"},{"startTime":3668.345,"endTime":3669.355,"body":"been thinking that way."},{"startTime":3669.365,"endTime":3671.795,"body":"I'm not calling them out on"},{"startTime":3669.365,"endTime":3671.795,"body":"it, but just saying, Hey,"},{"startTime":3671.975,"endTime":3675.276,"body":"what I did, you know, I, I"},{"startTime":3671.975,"endTime":3675.276,"body":"was thinking about that this"},{"startTime":3675.276,"endTime":3677.766,"body":"way, but one day I woke up"},{"startTime":3675.276,"endTime":3677.766,"body":"and what I did is I put a"},{"startTime":3677.766,"endTime":3681.376,"body":"plan in place and now I help"},{"startTime":3677.766,"endTime":3681.376,"body":"a lot of the families do that."},{"startTime":3681.406,"endTime":3682.138,"body":"Have you done that?"},{"startTime":3682.488,"endTime":3684.378,"body":"And I find that to be effective."},{"startTime":3684.728,"endTime":3687.178,"body":"It doesn't make them,"},{"startTime":3684.728,"endTime":3687.178,"body":"you're not criticizing"},{"startTime":3687.178,"endTime":3688.288,"body":"them for not having it."},{"startTime":3688.288,"endTime":3691.228,"body":"You're saying, you know, listen,"},{"startTime":3688.288,"endTime":3691.228,"body":"it's the feel felt found."},{"startTime":3691.228,"endTime":3691.438,"body":"Right."},{"startTime":3691.748,"endTime":3693.178,"body":"I felt like I didn't need it."},{"startTime":3693.688,"endTime":3696.208,"body":"Well, what I found was it"},{"startTime":3693.688,"endTime":3696.208,"body":"was actually the smartest"},{"startTime":3696.208,"endTime":3697.738,"body":"thing I've done for my state."},{"startTime":3698.088,"endTime":3698.328,"body":"So"},{"startTime":3698.678,"endTime":3701.998,"body":"at the beginning of the call,"},{"startTime":3698.678,"endTime":3701.998,"body":"man, you need to be sure I'm out"},{"startTime":3701.998,"endTime":3703.908,"body":"here and I'm on the whole river."},{"startTime":3704.258,"endTime":3704.998,"body":"Have a beer with you."},{"startTime":3705.348,"endTime":3705.798,"body":"Yeah."},{"startTime":3706.148,"endTime":3707.298,"body":"But it's too damn hot."},{"startTime":3707.298,"endTime":3709.518,"body":"So I came out here to the"},{"startTime":3707.298,"endTime":3709.518,"body":"Pacific air conditioning."},{"startTime":3709.868,"endTime":3711.288,"body":"I got hungry watching him eat"},{"startTime":3711.618,"endTime":3711.888,"body":"man."},{"startTime":3711.898,"endTime":3713.888,"body":"I was like, God damn,"},{"startTime":3711.898,"endTime":3713.888,"body":"haven't eaten lunch yet."},{"startTime":3714.218,"endTime":3715.958,"body":"But sounds like you've"},{"startTime":3714.218,"endTime":3715.958,"body":"had a good week."},{"startTime":3715.988,"endTime":3716.918,"body":"Tell us about your win."},{"startTime":3717.268,"endTime":3720.858,"body":"Yeah, I kinda, the stars"},{"startTime":3717.268,"endTime":3720.858,"body":"lined up this week, man."},{"startTime":3720.858,"endTime":3723.339,"body":"We got five new"},{"startTime":3720.858,"endTime":3723.339,"body":"listings going active."},{"startTime":3723.581,"endTime":3726.191,"body":"I get all the paperwork"},{"startTime":3723.581,"endTime":3726.191,"body":"done by Thursday."},{"startTime":3726.191,"endTime":3727.911,"body":"So one more transaction."},{"startTime":3727.921,"endTime":3728.221,"body":"I do."},{"startTime":3728.221,"endTime":3728.791,"body":"So yeah."},{"startTime":3729.141,"endTime":3731.541,"body":"Now you've got all five"},{"startTime":3729.141,"endTime":3731.541,"body":"coming active this week."},{"startTime":3731.541,"endTime":3732.171,"body":"How long?"},{"startTime":3732.171,"endTime":3735.261,"body":"How, like how far back to"},{"startTime":3732.171,"endTime":3735.261,"body":"those contacts go to the first"},{"startTime":3735.261,"endTime":3737.001,"body":"conversation on the longest one?"},{"startTime":3737.351,"endTime":3737.801,"body":"Sure."},{"startTime":3737.861,"endTime":3740.771,"body":"It goes all the way back to"},{"startTime":3737.861,"endTime":3740.771,"body":"January for the longest one."},{"startTime":3741.121,"endTime":3743.693,"body":"And then February after"},{"startTime":3741.121,"endTime":3743.693,"body":"that last year for"},{"startTime":3743.693,"endTime":3744.503,"body":"another one, actually."},{"startTime":3744.503,"endTime":3746.923,"body":"So three of them that are"},{"startTime":3744.503,"endTime":3746.923,"body":"Coatesville properties."},{"startTime":3747.403,"endTime":3750.273,"body":"So the furthest one back, we"},{"startTime":3747.403,"endTime":3750.273,"body":"ended up selling three homes."},{"startTime":3750.623,"endTime":3753.003,"body":"And then the one that I've gone"},{"startTime":3750.623,"endTime":3753.003,"body":"through right now, I should"},{"startTime":3753.003,"endTime":3756.603,"body":"go into the Kwame, some in the"},{"startTime":3753.003,"endTime":3756.603,"body":"foothills of the cascade bounds."},{"startTime":3756.758,"endTime":3759.12,"body":"And that one went"},{"startTime":3756.758,"endTime":3759.12,"body":"back to February."},{"startTime":3759.275,"endTime":3762.025,"body":"So we sold a condo in"},{"startTime":3759.275,"endTime":3762.025,"body":"Edmonds and then put to a"},{"startTime":3762.025,"endTime":3763.845,"body":"five acre property out here."},{"startTime":3763.845,"endTime":3764.625,"body":"So right next to this,"},{"startTime":3764.975,"endTime":3767.315,"body":"we're going to ask"},{"startTime":3764.975,"endTime":3767.315,"body":"150,000 for that one."},{"startTime":3767.315,"endTime":3769.115,"body":"So I'll be a nice,"},{"startTime":3767.315,"endTime":3769.115,"body":"I just want to know."},{"startTime":3769.465,"endTime":3769.945,"body":"That's great."},{"startTime":3769.945,"endTime":3770.965,"body":"So what's your total?"},{"startTime":3771.315,"endTime":3774.195,"body":"What's the, what's the total"},{"startTime":3771.315,"endTime":3774.195,"body":"growth across those paths?"},{"startTime":3774.545,"endTime":3777.235,"body":"Let's see, we got"},{"startTime":3774.545,"endTime":3777.235,"body":"nine fifty nine first."},{"startTime":3777.235,"endTime":3778.855,"body":"So call me, I'm going"},{"startTime":3777.235,"endTime":3778.855,"body":"to edit it up yet."},{"startTime":3779.005,"endTime":3783.07,"body":"9 59, nine 60 for"},{"startTime":3779.005,"endTime":3783.07,"body":"Kirkland, three 50 for"},{"startTime":3783.13,"endTime":3792.1,"body":"black diamond, 9 909 54."},{"startTime":3792.45,"endTime":3792.84,"body":"Curious,"},{"startTime":3793.19,"endTime":3795.11,"body":"basically $4.2 million."},{"startTime":3795.46,"endTime":3795.79,"body":"Yeah."},{"startTime":3795.82,"endTime":3798.88,"body":"Everyone has a 4%"},{"startTime":3795.82,"endTime":3798.88,"body":"commission on our side."},{"startTime":3799.23,"endTime":3799.55,"body":"Yeah."},{"startTime":3799.9,"endTime":3800.97,"body":"That's amazing, man."},{"startTime":3801.51,"endTime":3803.85,"body":"So you've got almost,"},{"startTime":3801.51,"endTime":3803.85,"body":"almost four and a half"},{"startTime":3803.85,"endTime":3805.8,"body":"million dollars worth of"},{"startTime":3803.85,"endTime":3805.8,"body":"listings coming through."},{"startTime":3806.15,"endTime":3806.55,"body":"Yeah."},{"startTime":3806.9,"endTime":3807.38,"body":"Yeah."},{"startTime":3807.73,"endTime":3808.9,"body":"One of them is not a probate."},{"startTime":3808.96,"endTime":3810.4,"body":"It's the referrals"},{"startTime":3808.96,"endTime":3810.4,"body":"from the probate."},{"startTime":3810.4,"endTime":3814.93,"body":"So she goes to PR we sold"},{"startTime":3810.4,"endTime":3814.93,"body":"her mom's house back in March"},{"startTime":3815.05,"endTime":3816.28,"body":"or sorry, April it closed."},{"startTime":3816.28,"endTime":3819.8,"body":"But her and her husband are"},{"startTime":3816.28,"endTime":3819.8,"body":"moving to North Carolina"},{"startTime":3819.89,"endTime":3820.88,"body":"to be with their son."},{"startTime":3820.88,"endTime":3823.395,"body":"And she called me up and"},{"startTime":3820.88,"endTime":3823.395,"body":"said, we want you to sell."},{"startTime":3823.745,"endTime":3824.935,"body":"So it's amazing."},{"startTime":3825.285,"endTime":3829.505,"body":"The indirect month gone that"},{"startTime":3825.285,"endTime":3829.505,"body":"extra mile, offering that extra"},{"startTime":3829.505,"endTime":3832.775,"body":"thing like that comes back to"},{"startTime":3829.505,"endTime":3832.775,"body":"you as million dollar list."},{"startTime":3832.985,"endTime":3836.755,"body":"So anyone who doesn't like to"},{"startTime":3832.985,"endTime":3836.755,"body":"do the non-dollar, the things"},{"startTime":3836.755,"endTime":3840.025,"body":"that you don't get paid on"},{"startTime":3836.755,"endTime":3840.025,"body":"right now, my attention that's"},{"startTime":3840.025,"endTime":3843.385,"body":"where those future deals come"},{"startTime":3840.025,"endTime":3843.385,"body":"back and you get surprised."},{"startTime":3843.985,"endTime":3846.625,"body":"I had, I was going to tell"},{"startTime":3843.985,"endTime":3846.625,"body":"you, Corey, I have my record"},{"startTime":3846.625,"endTime":3847.945,"body":"week with seven lists."},{"startTime":3848.425,"endTime":3851.815,"body":"It was actually from Wednesday"},{"startTime":3848.425,"endTime":3851.815,"body":"to Friday, I, I posted seven"},{"startTime":3851.815,"endTime":3855.985,"body":"probate listings, but it was"},{"startTime":3851.815,"endTime":3855.985,"body":"following a two month dry spell."},{"startTime":3856.345,"endTime":3859.965,"body":"And we were all the leads was"},{"startTime":3856.345,"endTime":3859.965,"body":"just starting to gain momentum."},{"startTime":3859.965,"endTime":3862.715,"body":"And, you know, I was becoming"},{"startTime":3859.965,"endTime":3862.715,"body":"like, The public figure in"},{"startTime":3862.715,"endTime":3865.975,"body":"this space and I'm like,"},{"startTime":3862.715,"endTime":3865.975,"body":"shit, I not working anymore."},{"startTime":3866.325,"endTime":3868.635,"body":"And I had gone two"},{"startTime":3866.325,"endTime":3868.635,"body":"months with nothing."},{"startTime":3868.635,"endTime":3870.345,"body":"I could not get a deal."},{"startTime":3870.345,"endTime":3872.595,"body":"And all of a sudden"},{"startTime":3870.345,"endTime":3872.595,"body":"I had seven inbound"},{"startTime":3872.595,"endTime":3874.335,"body":"listings over three days."},{"startTime":3874.485,"endTime":3877.935,"body":"I had my ass handed to"},{"startTime":3874.485,"endTime":3877.935,"body":"me, but my price is shirt."},{"startTime":3877.965,"endTime":3880.245,"body":"I sure wasn't $4"},{"startTime":3877.965,"endTime":3880.245,"body":"million in inventory."},{"startTime":3880.305,"endTime":3881.565,"body":"So good for you, man."},{"startTime":3881.575,"endTime":3882.825,"body":"I'm like, I'm glad to hear that."},{"startTime":3883.175,"endTime":3883.595,"body":"Yeah."},{"startTime":3883.945,"endTime":3887.395,"body":"Other than just sticking with"},{"startTime":3883.945,"endTime":3887.395,"body":"these folks and following up,"},{"startTime":3887.395,"endTime":3890.005,"body":"and I know you, you just made"},{"startTime":3887.395,"endTime":3890.005,"body":"David hard and happy when"},{"startTime":3890.005,"endTime":3892.405,"body":"I heard you say you stuck"},{"startTime":3890.005,"endTime":3892.405,"body":"with him for eight months."},{"startTime":3892.975,"endTime":3895.555,"body":"And other than that, like"},{"startTime":3892.975,"endTime":3895.555,"body":"that, making sure that you"},{"startTime":3895.555,"endTime":3898.955,"body":"stay in touch, what would"},{"startTime":3895.555,"endTime":3898.955,"body":"you attribute the success to?"},{"startTime":3899.545,"endTime":3900.655,"body":"Is it consistency?"},{"startTime":3900.655,"endTime":3901.585,"body":"Is it your marketing?"},{"startTime":3901.585,"endTime":3902.575,"body":"Is it your approach?"},{"startTime":3902.925,"endTime":3904.175,"body":"What can others learn from."},{"startTime":3904.525,"endTime":3904.735,"body":"Yeah."},{"startTime":3904.765,"endTime":3908.32,"body":"Being consistent and picking"},{"startTime":3904.765,"endTime":3908.32,"body":"up the phone, like, you"},{"startTime":3908.32,"endTime":3909.69,"body":"know, all those deals."},{"startTime":3909.69,"endTime":3912.39,"body":"We picked up the phone multiple"},{"startTime":3909.69,"endTime":3912.39,"body":"times and you know, sometimes"},{"startTime":3912.39,"endTime":3914.4,"body":"their voicemail, sometimes"},{"startTime":3912.39,"endTime":3914.4,"body":"we got ahold of them, but"},{"startTime":3914.4,"endTime":3917.13,"body":"just being consistent and"},{"startTime":3914.4,"endTime":3917.13,"body":"not being afraid to call,"},{"startTime":3917.28,"endTime":3918.96,"body":"I call it calling for me."},{"startTime":3918.96,"endTime":3920.85,"body":"Like I've been working"},{"startTime":3918.96,"endTime":3920.85,"body":"with David and you"},{"startTime":3920.85,"endTime":3922.14,"body":"guys for the last year."},{"startTime":3922.21,"endTime":3924.746,"body":"But calling I've been getting"},{"startTime":3922.21,"endTime":3924.746,"body":"better and better at it."},{"startTime":3924.746,"endTime":3928.821,"body":"And hands down calling is"},{"startTime":3924.746,"endTime":3928.821,"body":"the best way to get in."},{"startTime":3928.821,"endTime":3930.861,"body":"And you know, not a lot"},{"startTime":3928.821,"endTime":3930.861,"body":"of people will call."},{"startTime":3930.951,"endTime":3933.761,"body":"So, but calling and then"},{"startTime":3930.951,"endTime":3933.761,"body":"following up with a letter,"},{"startTime":3934.151,"endTime":3936.791,"body":"if I get, I get somebody on"},{"startTime":3934.151,"endTime":3936.791,"body":"the phone and then I'm talking"},{"startTime":3936.791,"endTime":3939.071,"body":"to them and having a good"},{"startTime":3936.791,"endTime":3939.071,"body":"conversation and I get the"},{"startTime":3939.071,"endTime":3942.636,"body":"appointment sometimes I won't"},{"startTime":3939.071,"endTime":3942.636,"body":"send a letter, but if I don't"},{"startTime":3942.666,"endTime":3944.286,"body":"get a hold of them, then I'm"},{"startTime":3942.666,"endTime":3944.286,"body":"definitely sending the letter."},{"startTime":3944.286,"endTime":3946.366,"body":"So that calling got a call."},{"startTime":3946.716,"endTime":3947.136,"body":"Awesome."},{"startTime":3947.166,"endTime":3947.406,"body":"Great."},{"startTime":3947.436,"endTime":3948.156,"body":"Thanks for sharing."},{"startTime":3948.506,"endTime":3949.076,"body":"That's excellent."},{"startTime":3949.426,"endTime":3949.716,"body":"That's it."},{"startTime":3950.066,"endTime":3951.176,"body":"Yeah, that's the plan."},{"startTime":3951.526,"endTime":3952.726,"body":"So now he's coming for you."},{"startTime":3952.726,"endTime":3954.466,"body":"He's going to take your"},{"startTime":3952.726,"endTime":3954.466,"body":"seven figure trophy."},{"startTime":3954.816,"endTime":3956.026,"body":"Yeah, no, that's fine."},{"startTime":3956.446,"endTime":3957.346,"body":"I'm ready to step down."},{"startTime":3957.696,"endTime":3959.226,"body":"Ready to be, get me"},{"startTime":3957.696,"endTime":3959.226,"body":"RV and step down."},{"startTime":3959.826,"endTime":3960.786,"body":"Yeah, come out here."},{"startTime":3960.786,"endTime":3962.196,"body":"We'll we'll go"},{"startTime":3960.786,"endTime":3962.196,"body":"steelhead fishing."},{"startTime":3962.196,"endTime":3963.456,"body":"It's like 20 feet that way."},{"startTime":3963.806,"endTime":3964.226,"body":"Nice."},{"startTime":3964.695,"endTime":3966.885,"body":"Corey, before we run,"},{"startTime":3964.695,"endTime":3966.885,"body":"I'll be in Leavenworth."},{"startTime":3966.915,"endTime":3968.415,"body":"I'm gonna, I think I'm"},{"startTime":3966.915,"endTime":3968.415,"body":"going to hang out here"},{"startTime":3968.415,"endTime":3969.285,"body":"for like two weeks."},{"startTime":3969.331,"endTime":3971.691,"body":"But I'll be in"},{"startTime":3969.331,"endTime":3971.691,"body":"Leavenworth and two weeks."},{"startTime":3971.691,"endTime":3973.881,"body":"So if you want to come"},{"startTime":3971.691,"endTime":3973.881,"body":"over and spend some time"},{"startTime":3973.881,"endTime":3974.541,"body":"together, we should."},{"startTime":3974.696,"endTime":3975.086,"body":"Thank you."},{"startTime":3975.086,"endTime":3975.866,"body":"Yeah, that'd be great."},{"startTime":3976.216,"endTime":3977.176,"body":"All right, Gary Nash."},{"startTime":3977.176,"endTime":3977.866,"body":"You're up last."},{"startTime":3977.866,"endTime":3978.646,"body":"I see your hand up."},{"startTime":3978.996,"endTime":3981.546,"body":"Yeah, I was, you guys were"},{"startTime":3978.996,"endTime":3981.546,"body":"talking about the Facebook"},{"startTime":3981.576,"endTime":3984.947,"body":"and you know, on Nate gape and"},{"startTime":3981.576,"endTime":3984.947,"body":"marketing with Facebook and"},{"startTime":3984.947,"endTime":3989.057,"body":"stuff, and that they've got"},{"startTime":3984.947,"endTime":3989.057,"body":"some real restrictions on the"},{"startTime":3989.057,"endTime":3993.737,"body":"word investing right now or"},{"startTime":3989.057,"endTime":3993.737,"body":"real estate or real estate."},{"startTime":3993.737,"endTime":3996.824,"body":"So, but YouTube"},{"startTime":3993.737,"endTime":3996.824,"body":"right now is not."},{"startTime":3997.334,"endTime":4001.244,"body":"And I was going to recommend"},{"startTime":3997.334,"endTime":4001.244,"body":"to you know, you guys, one of"},{"startTime":4001.244,"endTime":4004.034,"body":"the things that I've done is"},{"startTime":4001.244,"endTime":4004.034,"body":"I've set up a YouTube channel"},{"startTime":4004.034,"endTime":4007.544,"body":"with just my name, because I"},{"startTime":4004.034,"endTime":4007.544,"body":"guess to me, the flexibility"},{"startTime":4007.544,"endTime":4011.564,"body":"to talk about anything, and"},{"startTime":4007.544,"endTime":4011.564,"body":"I can then talk about genius"},{"startTime":4011.564,"endTime":4015.374,"body":"investing academy, or I can talk"},{"startTime":4011.564,"endTime":4015.374,"body":"to you about, you know, how to"},{"startTime":4015.374,"endTime":4016.814,"body":"get on American ninja warrior."},{"startTime":4017.294,"endTime":4019.064,"body":"I liked that flexibility."},{"startTime":4019.124,"endTime":4025.694,"body":"And by becoming that expert in"},{"startTime":4019.124,"endTime":4025.694,"body":"your field, then of course you"},{"startTime":4025.694,"endTime":4031.204,"body":"can set up those videos and, you"},{"startTime":4025.694,"endTime":4031.204,"body":"know, just talk about, you know,"},{"startTime":4031.389,"endTime":4034.389,"body":"you know, if you're in probate,"},{"startTime":4031.389,"endTime":4034.389,"body":"you need this help, whatever."},{"startTime":4034.389,"endTime":4037.259,"body":"I mean, if anytime you"},{"startTime":4034.389,"endTime":4037.259,"body":"can get any kind of public"},{"startTime":4037.259,"endTime":4039.359,"body":"awareness from that, you're,"},{"startTime":4037.259,"endTime":4039.359,"body":"it's, you're going to get"},{"startTime":4039.359,"endTime":4040.649,"body":"some traction off of that."},{"startTime":4040.979,"endTime":4042.479,"body":"And that also gives"},{"startTime":4040.979,"endTime":4042.479,"body":"you credibility."},{"startTime":4042.569,"endTime":4044.719,"body":"And I mean, you know,"},{"startTime":4042.569,"endTime":4044.719,"body":"It's good advice."},{"startTime":4044.719,"endTime":4047.159,"body":"I mean, YouTube, it's"},{"startTime":4044.719,"endTime":4047.159,"body":"an amazing platform."},{"startTime":4047.334,"endTime":4049.314,"body":"It's YouTube is, can"},{"startTime":4047.334,"endTime":4049.314,"body":"you hear me here?"},{"startTime":4049.664,"endTime":4050.024,"body":"Yes."},{"startTime":4050.374,"endTime":4052.844,"body":"Was challenging with probate"},{"startTime":4050.374,"endTime":4052.844,"body":"because we can't create"},{"startTime":4052.844,"endTime":4053.964,"body":"that custom audience."},{"startTime":4053.984,"endTime":4058.274,"body":"Like we can't take just the"},{"startTime":4053.984,"endTime":4058.274,"body":"probate list and target them."},{"startTime":4058.358,"endTime":4061.448,"body":"That's why I suggested Facebook"},{"startTime":4058.358,"endTime":4061.448,"body":"for that particular campaign."},{"startTime":4061.623,"endTime":4064.833,"body":"What he's done on his organic,"},{"startTime":4061.623,"endTime":4064.833,"body":"like his inbound strategy."},{"startTime":4064.833,"endTime":4067.263,"body":"He's uploading natively"},{"startTime":4064.833,"endTime":4067.263,"body":"to YouTube and natively"},{"startTime":4067.263,"endTime":4070.203,"body":"to the Facebook group to"},{"startTime":4067.263,"endTime":4070.203,"body":"get the organic traffic."},{"startTime":4070.553,"endTime":4074.063,"body":"But it's hard to target probate"},{"startTime":4070.553,"endTime":4074.063,"body":"from YouTube because they"},{"startTime":4074.063,"endTime":4076.793,"body":"don't have where we can take"},{"startTime":4074.063,"endTime":4076.793,"body":"a customer list, upload it,"},{"startTime":4076.793,"endTime":4078.473,"body":"and then just run ads to them."},{"startTime":4078.503,"endTime":4080.213,"body":"That's where Facebook"},{"startTime":4078.503,"endTime":4080.213,"body":"really shine."},{"startTime":4080.393,"endTime":4081.383,"body":"Being able to do that."},{"startTime":4081.733,"endTime":4084.733,"body":"So if we knew, and then"},{"startTime":4081.733,"endTime":4084.733,"body":"the thing is about the"},{"startTime":4084.763,"endTime":4087.493,"body":"personal representative,"},{"startTime":4084.763,"endTime":4087.493,"body":"come in many colors, right?"},{"startTime":4087.493,"endTime":4090.343,"body":"It's hard to target them based"},{"startTime":4087.493,"endTime":4090.343,"body":"on that fact, because it's"},{"startTime":4090.343,"endTime":4093.073,"body":"not a data point that anyone"},{"startTime":4090.343,"endTime":4093.073,"body":"has and demographically,"},{"startTime":4093.073,"endTime":4093.943,"body":"they could be anyone."},{"startTime":4094.118,"endTime":4098.072,"body":"So it's without running just"},{"startTime":4094.118,"endTime":4098.072,"body":"a general broadcast message"},{"startTime":4098.422,"endTime":4101.693,"body":"through in 25 miles of"},{"startTime":4098.422,"endTime":4101.693,"body":"you and hitting everybody,"},{"startTime":4102.263,"endTime":4103.613,"body":"which can be very expensive."},{"startTime":4103.643,"endTime":4106.733,"body":"That's where Facebook can"},{"startTime":4103.643,"endTime":4106.733,"body":"be a really good, like using"},{"startTime":4106.733,"endTime":4108.293,"body":"their custom audiences."},{"startTime":4108.353,"endTime":4110.903,"body":"It can be very effective"},{"startTime":4108.353,"endTime":4110.903,"body":"in putting some momentum"},{"startTime":4111.113,"endTime":4112.163,"body":"on your organic stuff."},{"startTime":4112.513,"endTime":4112.843,"body":"Sure."},{"startTime":4112.843,"endTime":4116.264,"body":"Just just want to be careful"},{"startTime":4112.843,"endTime":4116.264,"body":"on the words that you're using"},{"startTime":4116.264,"endTime":4119.035,"body":"because they're flagging,"},{"startTime":4116.264,"endTime":4119.035,"body":"you know, that video, I think"},{"startTime":4119.035,"endTime":4121.825,"body":"I've put together when I went"},{"startTime":4119.035,"endTime":4121.825,"body":"out and measured your house."},{"startTime":4122.273,"endTime":4124.643,"body":"I put that together and"},{"startTime":4122.273,"endTime":4124.643,"body":"talked about how I flipped"},{"startTime":4124.643,"endTime":4128.026,"body":"that stair around to create"},{"startTime":4124.643,"endTime":4128.026,"body":"more space in that kitchen."},{"startTime":4128.517,"endTime":4131.967,"body":"And because I said real"},{"startTime":4128.517,"endTime":4131.967,"body":"estate investors, you know"},{"startTime":4131.997,"endTime":4135.497,"body":"that, oh my God, whack, like,"},{"startTime":4131.997,"endTime":4135.497,"body":"yeah, there are algorithms,"},{"startTime":4135.684,"endTime":4138.579,"body":"basically everything I"},{"startTime":4135.684,"endTime":4138.579,"body":"do with all the leads, I"},{"startTime":4138.579,"endTime":4139.869,"body":"actually got us white list."},{"startTime":4139.869,"endTime":4143.115,"body":"And so we go under the"},{"startTime":4139.869,"endTime":4143.115,"body":"algorithm underwriting, but"},{"startTime":4143.115,"endTime":4145.965,"body":"it took quite a bit of time"},{"startTime":4143.115,"endTime":4145.965,"body":"to do, and I'm working with"},{"startTime":4145.965,"endTime":4146.685,"body":"them right now on that."},{"startTime":4147.035,"endTime":4149.375,"body":"And anything you put up with"},{"startTime":4147.035,"endTime":4149.375,"body":"the word real estate in it"},{"startTime":4149.695,"endTime":4153.633,"body":"automatically flagged, and you"},{"startTime":4149.695,"endTime":4153.633,"body":"can appeal and submit for human"},{"startTime":4153.633,"endTime":4155.463,"body":"review, but it takes time."},{"startTime":4155.463,"endTime":4159.133,"body":"And it's frustrating, but"},{"startTime":4155.463,"endTime":4159.133,"body":"I do have another call to"},{"startTime":4159.133,"endTime":4160.273,"body":"jump on in two minutes."},{"startTime":4160.453,"endTime":4162.733,"body":"Thanks for sharing the"},{"startTime":4160.453,"endTime":4162.733,"body":"wind, all the good ideas."},{"startTime":4162.733,"endTime":4163.603,"body":"Good conversation."},{"startTime":4163.613,"endTime":4165.673,"body":"Sorry about the bumpy"},{"startTime":4163.613,"endTime":4165.673,"body":"internet in the beginning."},{"startTime":4166.163,"endTime":4169.009,"body":"I'll be sure to be on this"},{"startTime":4166.163,"endTime":4169.009,"body":"network next week, but"},{"startTime":4169.194,"endTime":4170.124,"body":"I love these calls guys."},{"startTime":4170.124,"endTime":4172.764,"body":"Thanks for all your"},{"startTime":4170.124,"endTime":4172.764,"body":"contributions and for all your"},{"startTime":4172.764,"endTime":4173.994,"body":"help and have a great week."}]}