{"version":"1.0.0","segments":[{"startTime":7.054,"endTime":7.594,"body":"All right."},{"startTime":7.774,"endTime":10.174,"body":"Welcome everybody to the"},{"startTime":7.774,"endTime":10.174,"body":"weekly probate master"},{"startTime":10.174,"endTime":11.164,"body":"group coaching call."},{"startTime":11.764,"endTime":13.924,"body":"Balcom was one of our"},{"startTime":11.764,"endTime":13.924,"body":"punctual first here, and"},{"startTime":13.924,"endTime":15.934,"body":"he got a few questions,"},{"startTime":13.924,"endTime":15.934,"body":"so let's jump right in."},{"startTime":16.444,"endTime":16.864,"body":"How can we help you?"},{"startTime":17.214,"endTime":17.604,"body":"Awesome."},{"startTime":17.604,"endTime":17.964,"body":"Awesome."},{"startTime":17.964,"endTime":18.354,"body":"Thank you."},{"startTime":18.724,"endTime":23.374,"body":"So I've been running into,"},{"startTime":18.724,"endTime":23.374,"body":"I don't necessarily know if"},{"startTime":23.374,"endTime":28.354,"body":"it's a problem, but I've been"},{"startTime":23.374,"endTime":28.354,"body":"running into a scenario where"},{"startTime":28.684,"endTime":33.214,"body":"I'm seeing that the fiduciary"},{"startTime":28.684,"endTime":33.214,"body":"on file is also deceased."},{"startTime":33.564,"endTime":35.794,"body":"So you've got the decedent"},{"startTime":33.564,"endTime":35.794,"body":"and then the fiduciary"},{"startTime":35.994,"endTime":37.344,"body":"file is also deceased."},{"startTime":37.614,"endTime":39.114,"body":"And I can't find anybody."},{"startTime":39.114,"endTime":41.534,"body":"It's like it's  there's"},{"startTime":39.114,"endTime":41.534,"body":"the decedent this"},{"startTime":41.534,"endTime":42.534,"body":"day, the fiduciary."},{"startTime":42.884,"endTime":45.554,"body":"And there is no"},{"startTime":42.884,"endTime":45.554,"body":"attorney on file."},{"startTime":45.854,"endTime":48.184,"body":"So in a situation like that,"},{"startTime":45.854,"endTime":48.184,"body":"what would be your approach"},{"startTime":48.394,"endTime":49.844,"body":"to sort out what's going on?"},{"startTime":50.414,"endTime":51.644,"body":"How many times"},{"startTime":50.414,"endTime":51.644,"body":"have you seen that?"},{"startTime":52.119,"endTime":55.734,"body":"I would say I've seen it"},{"startTime":52.119,"endTime":55.734,"body":"about seven times this year."},{"startTime":56.084,"endTime":56.894,"body":"In a week?"},{"startTime":57.344,"endTime":58.814,"body":"Well, not, it's not"},{"startTime":57.344,"endTime":58.814,"body":"often this week."},{"startTime":58.814,"endTime":63.044,"body":"It's data that I have mined"},{"startTime":58.814,"endTime":63.044,"body":"from January 1st until now."},{"startTime":63.184,"endTime":63.664,"body":"Okay."},{"startTime":63.904,"endTime":64.294,"body":"All right."},{"startTime":64.384,"endTime":65.254,"body":"That's what I was getting."},{"startTime":65.284,"endTime":66.244,"body":"That's where I was headed."},{"startTime":66.244,"endTime":67.684,"body":"Like, where's your"},{"startTime":66.244,"endTime":67.684,"body":"list coming from?"},{"startTime":67.684,"endTime":68.294,"body":"It happens."},{"startTime":68.294,"endTime":69.714,"body":"I mean, it's life."},{"startTime":69.714,"endTime":70.174,"body":"Right."},{"startTime":70.374,"endTime":73.374,"body":"But to have it happened seven"},{"startTime":70.374,"endTime":73.374,"body":"times in one market in one week"},{"startTime":73.374,"endTime":75.594,"body":"would be a record for sure."},{"startTime":75.944,"endTime":78.524,"body":"But you're talking about just"},{"startTime":75.944,"endTime":78.524,"body":"to be clear for everybody else."},{"startTime":78.524,"endTime":81.424,"body":"So over the last six, seven"},{"startTime":78.524,"endTime":81.424,"body":"months, and you found that at"},{"startTime":81.424,"endTime":84.424,"body":"least seven occurrences where"},{"startTime":81.424,"endTime":84.424,"body":"the personal representative who"},{"startTime":84.484,"endTime":86.164,"body":"has passed away before probate."},{"startTime":86.514,"endTime":86.874,"body":"Yeah."},{"startTime":87.224,"endTime":90.284,"body":"So the best thing we can"},{"startTime":87.224,"endTime":90.284,"body":"do and the ones that don't"},{"startTime":90.284,"endTime":92.264,"body":"have attorney, he's like,"},{"startTime":90.284,"endTime":92.264,"body":"that's not a resource."},{"startTime":92.264,"endTime":93.944,"body":"We can start with"},{"startTime":92.264,"endTime":93.944,"body":"skip trace tools."},{"startTime":94.294,"endTime":97.354,"body":"You can use Spokio and tele"},{"startTime":94.294,"endTime":97.354,"body":"us, and just try to find"},{"startTime":97.354,"endTime":100.679,"body":"next of kin and just start,"},{"startTime":97.354,"endTime":100.679,"body":"just start getting the story."},{"startTime":100.709,"endTime":104.219,"body":"If you can get family members to"},{"startTime":100.709,"endTime":104.219,"body":"engage with you and say, who do"},{"startTime":104.219,"endTime":107.999,"body":"you think is next in the line of"},{"startTime":104.219,"endTime":107.999,"body":"succession that I could call and"},{"startTime":108.029,"endTime":109.529,"body":"help you guys get back on track?"},{"startTime":110.099,"endTime":113.969,"body":"I realized this must be"},{"startTime":110.099,"endTime":113.969,"body":"a double shock to you."},{"startTime":114.154,"endTime":116.634,"body":"But how can I help you guys"},{"startTime":114.154,"endTime":116.634,"body":"get this back on track?"},{"startTime":117.394,"endTime":120.724,"body":"Because those families probably"},{"startTime":117.394,"endTime":120.724,"body":"need our help more than anyone."},{"startTime":120.724,"endTime":120.964,"body":"Right?"},{"startTime":121.314,"endTime":125.215,"body":"So, and they've went, I think I"},{"startTime":121.314,"endTime":125.215,"body":"saw the, in the chat Dave had a"},{"startTime":125.215,"endTime":128.987,"body":"suggestion skip genie.com on I"},{"startTime":125.215,"endTime":128.987,"body":"actually haven't used that one."},{"startTime":129.017,"endTime":131.087,"body":"Dave, feel free to jump"},{"startTime":129.017,"endTime":131.087,"body":"in a few, if you want to"},{"startTime":131.087,"endTime":134.247,"body":"share your experience with"},{"startTime":131.087,"endTime":134.247,"body":"it, but I'm a skip tracer."},{"startTime":134.597,"endTime":135.107,"body":"What's up."},{"startTime":135.467,"endTime":136.847,"body":"So I wrote my own."},{"startTime":137.197,"endTime":137.917,"body":"Of course you did."},{"startTime":138.267,"endTime":143.777,"body":"So, so David Gwinn, you need to"},{"startTime":138.267,"endTime":143.777,"body":"use the bathroom if if Dave and"},{"startTime":143.787,"endTime":145.437,"body":"have a question because like"},{"startTime":143.787,"endTime":145.437,"body":"I've been sitting over here."},{"startTime":146.027,"endTime":149.087,"body":"So my next question was again,"},{"startTime":146.027,"endTime":149.087,"body":"based on the data that I'm"},{"startTime":149.087,"endTime":152.416,"body":"getting I'm finding that I'm"},{"startTime":149.087,"endTime":152.416,"body":"seeing, I would say roughly,"},{"startTime":152.506,"endTime":156.046,"body":"I'm going to say 30% of the"},{"startTime":152.506,"endTime":156.046,"body":"cases that I'm getting on file."},{"startTime":156.526,"endTime":160.666,"body":"The attorney is filing on"},{"startTime":156.526,"endTime":160.666,"body":"behalf of the fiduciary."},{"startTime":160.666,"endTime":163.306,"body":"So you got the D you have"},{"startTime":160.666,"endTime":163.306,"body":"the attorney on file and"},{"startTime":163.306,"endTime":165.736,"body":"under the fiduciary name,"},{"startTime":163.306,"endTime":165.736,"body":"it's also the attorney."},{"startTime":166.276,"endTime":168.736,"body":"What would be your approach"},{"startTime":166.276,"endTime":168.736,"body":"in handling that record?"},{"startTime":168.736,"endTime":170.656,"body":"I didn't know if I should just"},{"startTime":168.736,"endTime":170.656,"body":"throw it away or if I should"},{"startTime":170.656,"endTime":171.796,"body":"call the attorney or what?"},{"startTime":172.356,"endTime":172.926,"body":"No, no, no."},{"startTime":172.956,"endTime":178.296,"body":"Typically those are"},{"startTime":172.956,"endTime":178.296,"body":"public representatives."},{"startTime":178.316,"endTime":181.226,"body":"So a lot of times that's"},{"startTime":178.316,"endTime":181.226,"body":"a signal that there is"},{"startTime":181.226,"endTime":184.076,"body":"no family or there's"},{"startTime":181.226,"endTime":184.076,"body":"infighting in the family."},{"startTime":184.426,"endTime":187.426,"body":"So it's less emotional,"},{"startTime":184.426,"endTime":187.426,"body":"more logical."},{"startTime":187.776,"endTime":189.636,"body":"The judge, the attorney"},{"startTime":187.776,"endTime":189.636,"body":"and the court says."},{"startTime":189.986,"endTime":193.706,"body":"So oftentimes those can be"},{"startTime":189.986,"endTime":193.706,"body":"some of the best referrals"},{"startTime":193.921,"endTime":199.626,"body":"to go after, because you"},{"startTime":193.921,"endTime":199.626,"body":"don't have the emotions of"},{"startTime":199.626,"endTime":201.406,"body":"multiple family members."},{"startTime":201.406,"endTime":202.786,"body":"It's a B2B transaction."},{"startTime":203.141,"endTime":206.916,"body":"You can join as an, as"},{"startTime":203.141,"endTime":206.916,"body":"an affiliate member."},{"startTime":206.916,"endTime":211.061,"body":"You can join like the fiduciary"},{"startTime":206.916,"endTime":211.061,"body":"groups where they do this"},{"startTime":211.081,"endTime":214.501,"body":"professionally for the families"},{"startTime":211.081,"endTime":214.501,"body":"that, for the estates that"},{"startTime":214.531,"endTime":218.611,"body":"did not have next of kin, like"},{"startTime":214.531,"endTime":218.611,"body":"there's nobody in the succession"},{"startTime":218.611,"endTime":222.331,"body":"line or the people in the line"},{"startTime":218.611,"endTime":222.331,"body":"of succession are fighting."},{"startTime":222.481,"endTime":224.701,"body":"And the judge says,"},{"startTime":222.481,"endTime":224.701,"body":"everybody take a seat."},{"startTime":224.881,"endTime":226.111,"body":"You're on the sidelines."},{"startTime":226.171,"endTime":227.881,"body":"We're putting this guy"},{"startTime":226.171,"endTime":227.881,"body":"on the quarterback."},{"startTime":228.231,"endTime":231.891,"body":"So approaching them with the,"},{"startTime":228.231,"endTime":231.891,"body":"how can my, my small business"},{"startTime":231.891,"endTime":233.241,"body":"help your small business mind."},{"startTime":233.591,"endTime":236.351,"body":"As, as the way, the, how"},{"startTime":233.591,"endTime":236.351,"body":"can you, what can you"},{"startTime":236.351,"endTime":239.551,"body":"do to provide value to a"},{"startTime":236.351,"endTime":239.551,"body":"fiduciary that that's getting"},{"startTime":239.551,"endTime":240.961,"body":"multiple cases each month?"},{"startTime":240.991,"endTime":242.671,"body":"Like they have a"},{"startTime":240.991,"endTime":242.671,"body":"lot of redundancy."},{"startTime":243.001,"endTime":246.511,"body":"What are the things that"},{"startTime":243.001,"endTime":246.511,"body":"you can offer them to take"},{"startTime":246.511,"endTime":249.251,"body":"away some of the redundancy"},{"startTime":246.511,"endTime":249.251,"body":"and maximize the asset."},{"startTime":249.541,"endTime":252.571,"body":"It's just to protect that"},{"startTime":249.541,"endTime":252.571,"body":"legal fiduciary relationship"},{"startTime":252.601,"endTime":253.801,"body":"they have with the estate."},{"startTime":254.401,"endTime":257.401,"body":"So show them how you ethically"},{"startTime":254.401,"endTime":257.401,"body":"and aggressively approach"},{"startTime":257.411,"endTime":258.931,"body":"this to maximize equity."},{"startTime":259.501,"endTime":264.271,"body":"And that helps them to turn"},{"startTime":259.501,"endTime":264.271,"body":"more cases, more revenue,"},{"startTime":264.511,"endTime":265.411,"body":"scale their business."},{"startTime":265.761,"endTime":269.641,"body":"So similar to the attorney"},{"startTime":265.761,"endTime":269.641,"body":"conversation though, here's how,"},{"startTime":269.701,"endTime":272.131,"body":"here's how my small business"},{"startTime":269.701,"endTime":272.131,"body":"can help your small business."},{"startTime":272.131,"endTime":275.341,"body":"But ultimately with both of"},{"startTime":272.131,"endTime":275.341,"body":"our goals, ethically living up"},{"startTime":275.341,"endTime":277.981,"body":"to the fiduciary relationship,"},{"startTime":275.341,"endTime":277.981,"body":"you're held accountable for."},{"startTime":278.331,"endTime":278.751,"body":"Okay."},{"startTime":278.781,"endTime":280.191,"body":"Yeah, I definitely can use that."},{"startTime":280.431,"endTime":280.791,"body":"Okay."},{"startTime":281.141,"endTime":281.771,"body":"I promise everybody."},{"startTime":281.771,"endTime":283.331,"body":"I don't have that many"},{"startTime":281.771,"endTime":283.331,"body":"more questions, but I'm"},{"startTime":283.331,"endTime":284.981,"body":"still, like you said,"},{"startTime":283.331,"endTime":284.981,"body":"eight in the beginning."},{"startTime":284.981,"endTime":285.941,"body":"We've gotten through two."},{"startTime":286.291,"endTime":286.651,"body":"I did."},{"startTime":286.681,"endTime":288.421,"body":"I did six back left."},{"startTime":288.631,"endTime":289.411,"body":"I came ready."},{"startTime":289.391,"endTime":292.922,"body":"So another question I had"},{"startTime":289.391,"endTime":292.922,"body":"was I've noticed again, in"},{"startTime":292.922,"endTime":295.982,"body":"my data that there's one"},{"startTime":292.922,"endTime":295.982,"body":"particular attorney on me."},{"startTime":295.992,"endTime":297.332,"body":"He is killing it."},{"startTime":297.362,"endTime":300.242,"body":"Like, I mean, I'm saying"},{"startTime":297.362,"endTime":300.242,"body":"his name everywhere, right?"},{"startTime":300.242,"endTime":304.255,"body":"I mean, this guy, definitely a"},{"startTime":300.242,"endTime":304.255,"body":"whale and I'm both I'm anxious"},{"startTime":304.255,"endTime":306.835,"body":"to approach him and I'm kind"},{"startTime":304.255,"endTime":306.835,"body":"of nervous to approach them"},{"startTime":306.835,"endTime":310.295,"body":"because I'm wondering, because"},{"startTime":306.835,"endTime":310.295,"body":"I see him so many times."},{"startTime":310.675,"endTime":311.575,"body":"What are you nervous about?"},{"startTime":311.965,"endTime":315.465,"body":"Well, I'm, I'm concerned that if"},{"startTime":311.965,"endTime":315.465,"body":"I approach him and try to create"},{"startTime":316.105,"endTime":318.115,"body":"that referral relationship,"},{"startTime":316.105,"endTime":318.115,"body":"he's already getting so"},{"startTime":318.115,"endTime":319.195,"body":"much business as it is."},{"startTime":319.255,"endTime":320.365,"body":"I don't know how"},{"startTime":319.255,"endTime":320.365,"body":"he's getting it."},{"startTime":320.72,"endTime":323.325,"body":"So let's go back to that."},{"startTime":323.355,"endTime":325.845,"body":"That's thinking, thinking,"},{"startTime":323.355,"endTime":325.845,"body":"and just quit that, like"},{"startTime":325.875,"endTime":327.045,"body":"you've already fucked it up."},{"startTime":327.045,"endTime":327.585,"body":"You don't know."},{"startTime":327.935,"endTime":329.285,"body":"So you've already"},{"startTime":327.935,"endTime":329.285,"body":"failed at this."},{"startTime":329.285,"endTime":329.615,"body":"Right?"},{"startTime":329.965,"endTime":332.515,"body":"So what you're so afraid"},{"startTime":329.965,"endTime":332.515,"body":"of is what you already"},{"startTime":332.515,"endTime":333.625,"body":"have, how bad is it?"},{"startTime":333.975,"endTime":334.425,"body":"You're right."},{"startTime":334.425,"endTime":335.925,"body":"So just cut that off."},{"startTime":335.955,"endTime":337.035,"body":"That's not an option."},{"startTime":337.095,"endTime":339.345,"body":"Maybe you do business with"},{"startTime":337.095,"endTime":339.345,"body":"him three years from now."},{"startTime":339.375,"endTime":342.045,"body":"Maybe you do it next week,"},{"startTime":339.375,"endTime":342.045,"body":"but quit thinking, quit being"},{"startTime":342.045,"endTime":343.815,"body":"afraid of what you already have."},{"startTime":344.165,"endTime":344.735,"body":"Okay."},{"startTime":344.885,"endTime":345.305,"body":"All right."},{"startTime":345.365,"endTime":345.755,"body":"You're right."},{"startTime":345.845,"endTime":346.265,"body":"You're right."},{"startTime":346.93,"endTime":349.48,"body":"None of that, we can"},{"startTime":346.93,"endTime":349.48,"body":"continue on that, but yes."},{"startTime":349.51,"endTime":351.11,"body":"Great job finding that person."},{"startTime":351.11,"endTime":355.3,"body":"Now, how can you provide"},{"startTime":351.11,"endTime":355.3,"body":"the most value to his"},{"startTime":355.3,"endTime":358.75,"body":"business and bring real"},{"startTime":355.3,"endTime":358.75,"body":"value that no one else has."},{"startTime":359.1,"endTime":360.43,"body":"When everything"},{"startTime":359.1,"endTime":360.43,"body":"taught in the course."},{"startTime":360.78,"endTime":361.08,"body":"Right?"},{"startTime":361.11,"endTime":363.81,"body":"So take those ideas, that"},{"startTime":361.11,"endTime":363.81,"body":"things we talk about the way"},{"startTime":363.82,"endTime":367.2,"body":"like offering to bring him a"},{"startTime":363.82,"endTime":367.2,"body":"referral, like bring him an"},{"startTime":367.2,"endTime":370.05,"body":"estate planning, referral, go"},{"startTime":367.2,"endTime":370.05,"body":"find a high net worth individual"},{"startTime":370.05,"endTime":373.35,"body":"from your family or your sphere"},{"startTime":370.05,"endTime":373.35,"body":"of influence or your client's"},{"startTime":373.35,"endTime":374.88,"body":"list or whoever that might be."},{"startTime":375.055,"endTime":377.515,"body":"Hell go play golf and find"},{"startTime":375.055,"endTime":377.515,"body":"somebody who needs one, but"},{"startTime":377.515,"endTime":380.695,"body":"walk in the door with a referral"},{"startTime":377.515,"endTime":380.695,"body":"or sit down and design, like"},{"startTime":380.695,"endTime":384.625,"body":"collaborate on a marketing piece"},{"startTime":380.695,"endTime":384.625,"body":"that helps him get through the"},{"startTime":384.625,"endTime":386.425,"body":"anti solicitation loopholes."},{"startTime":386.905,"endTime":389.935,"body":"So start stuffing your, his"},{"startTime":386.905,"endTime":389.935,"body":"information and your mailers."},{"startTime":389.969,"endTime":392.309,"body":"You've got you"},{"startTime":389.969,"endTime":392.309,"body":"have that big list."},{"startTime":392.309,"endTime":394.529,"body":"How many of those are pro"},{"startTime":392.309,"endTime":394.529,"body":"se or don't have legal"},{"startTime":394.529,"endTime":397.549,"body":"representation as of yesterday?"},{"startTime":397.605,"endTime":398.575,"body":"Pro se I've got."},{"startTime":398.925,"endTime":399.765,"body":"150."},{"startTime":400.115,"endTime":400.445,"body":"Okay."},{"startTime":400.745,"endTime":403.475,"body":"So something you can do is"},{"startTime":400.745,"endTime":403.475,"body":"walk into that attorney's"},{"startTime":403.475,"endTime":406.145,"body":"office and say, listen, there's"},{"startTime":403.475,"endTime":406.145,"body":"150 families that are out"},{"startTime":406.145,"endTime":408.545,"body":"there, blindly trying to find"},{"startTime":406.145,"endTime":408.545,"body":"their way through probate."},{"startTime":409.025,"endTime":409.955,"body":"I understand that."},{"startTime":409.955,"endTime":411.755,"body":"And your side of the"},{"startTime":409.955,"endTime":411.755,"body":"industry, there's anti"},{"startTime":411.755,"endTime":413.405,"body":"solicitation limitations."},{"startTime":413.735,"endTime":415.475,"body":"So I'd like to do a"},{"startTime":413.735,"endTime":415.475,"body":"collaborative marketing"},{"startTime":415.475,"endTime":418.415,"body":"campaign where we present"},{"startTime":415.475,"endTime":418.415,"body":"you as the attorney, we"},{"startTime":418.415,"endTime":421.465,"body":"present me as everything"},{"startTime":418.415,"endTime":421.465,"body":"non-legal and both of us."},{"startTime":421.87,"endTime":426.015,"body":"Can I pay for your next"},{"startTime":421.87,"endTime":426.015,"body":"marketing campaign  and"},{"startTime":426.015,"endTime":428.025,"body":"find something they've got"},{"startTime":426.015,"endTime":428.025,"body":"to contribute something"},{"startTime":428.025,"endTime":430.305,"body":"you need a reason to be in"},{"startTime":428.025,"endTime":430.305,"body":"their office face to face."},{"startTime":430.305,"endTime":433.495,"body":"Maybe that's a video where"},{"startTime":430.305,"endTime":433.495,"body":"you throw up a landing page."},{"startTime":433.495,"endTime":437.535,"body":"That's the probate struggle.com"},{"startTime":433.495,"endTime":437.535,"body":"or whatever that might be."},{"startTime":438.045,"endTime":441.195,"body":"And you guys do a collaborative"},{"startTime":438.045,"endTime":441.195,"body":"video and point people"},{"startTime":441.195,"endTime":442.155,"body":"to the landing page."},{"startTime":442.155,"endTime":445.485,"body":"And then you've called that"},{"startTime":442.155,"endTime":445.485,"body":"out in a postcard or a direct"},{"startTime":445.485,"endTime":448.155,"body":"mail piece that says, you"},{"startTime":445.485,"endTime":448.155,"body":"know, a lot of families"},{"startTime":448.155,"endTime":449.115,"body":"struggle through this."},{"startTime":449.255,"endTime":454.241,"body":"Find out how to get out of"},{"startTime":449.255,"endTime":454.241,"body":"the struggle by going to,"},{"startTime":454.421,"endTime":458.501,"body":"you know, this domain.com,"},{"startTime":454.421,"endTime":458.501,"body":"but find a way to collaborate"},{"startTime":458.501,"endTime":461.831,"body":"with them in person and build"},{"startTime":458.501,"endTime":461.831,"body":"that organic relationship."},{"startTime":462.211,"endTime":466.151,"body":"And you'll be laughing at your"},{"startTime":462.211,"endTime":466.151,"body":"doubt of, well, maybe I'm not"},{"startTime":466.151,"endTime":467.291,"body":"good enough to get this one."},{"startTime":467.641,"endTime":469.371,"body":"Like you got this man."},{"startTime":469.821,"endTime":471.637,"body":"Yeah, I I appreciate it."},{"startTime":471.677,"endTime":474.467,"body":"Like I said, I was just nervous"},{"startTime":471.677,"endTime":474.467,"body":"because this guy's already,"},{"startTime":474.587,"endTime":475.657,"body":"you know, he's just killing it."},{"startTime":475.657,"endTime":478.817,"body":"So what can I bring him that"},{"startTime":475.657,"endTime":478.817,"body":"he doesn't already have?"},{"startTime":478.817,"endTime":482.317,"body":"But you know, like you said, the"},{"startTime":478.817,"endTime":482.317,"body":"reason I'm so quick to criticize"},{"startTime":482.317,"endTime":485.137,"body":"when, when I see people doing"},{"startTime":482.317,"endTime":485.137,"body":"that, it goes all the way back"},{"startTime":485.137,"endTime":487.057,"body":"to my first real estate job."},{"startTime":487.687,"endTime":491.522,"body":"And I grew up not wealthy,"},{"startTime":487.687,"endTime":491.522,"body":"at the base of a ski resort"},{"startTime":491.522,"endTime":492.632,"body":"where wealthy people were."},{"startTime":492.632,"endTime":492.902,"body":"Right."},{"startTime":492.932,"endTime":495.932,"body":"And I, I, I got into real estate"},{"startTime":492.932,"endTime":495.932,"body":"and all of a sudden found myself"},{"startTime":495.932,"endTime":498.722,"body":"having multiple conversations"},{"startTime":495.932,"endTime":498.722,"body":"a day with millionaires"},{"startTime":498.722,"endTime":501.692,"body":"and multi-millionaires,"},{"startTime":498.722,"endTime":501.692,"body":"and I let it intimidate"},{"startTime":501.692,"endTime":503.552,"body":"me and I let it limit me."},{"startTime":504.032,"endTime":505.532,"body":"And one day I was"},{"startTime":504.032,"endTime":505.532,"body":"like, you know what?"},{"startTime":505.652,"endTime":507.242,"body":"You, you live here."},{"startTime":507.332,"endTime":509.462,"body":"They're trying to buy"},{"startTime":507.332,"endTime":509.462,"body":"the lifestyle that you've"},{"startTime":509.462,"endTime":510.692,"body":"lived your whole damn life."},{"startTime":510.842,"endTime":513.152,"body":"Just be yourself, just believe."},{"startTime":513.752,"endTime":515.702,"body":"And like, when I approach."},{"startTime":516.252,"endTime":518.742,"body":"High net worth individuals"},{"startTime":516.252,"endTime":518.742,"body":"with confidence."},{"startTime":518.982,"endTime":520.592,"body":"I got to compete slightly"},{"startTime":518.982,"endTime":520.592,"body":"different result and I"},{"startTime":520.592,"endTime":523.382,"body":"let every sales team, and"},{"startTime":520.592,"endTime":523.382,"body":"that's kind of what you're"},{"startTime":523.382,"endTime":524.282,"body":"doing to yourself, right?"},{"startTime":524.282,"endTime":526.112,"body":"You're making that"},{"startTime":524.282,"endTime":526.112,"body":"person bigger than life."},{"startTime":526.142,"endTime":528.512,"body":"They're a small business"},{"startTime":526.142,"endTime":528.512,"body":"owner who is unemployed"},{"startTime":528.512,"endTime":530.552,"body":"every damn morning and they"},{"startTime":528.512,"endTime":530.552,"body":"have it tough for them."},{"startTime":531.002,"endTime":535.622,"body":"They're 100% reliant on"},{"startTime":531.002,"endTime":535.622,"body":"good, authentic relationships"},{"startTime":535.652,"endTime":537.212,"body":"that result in referrals."},{"startTime":537.812,"endTime":540.422,"body":"And so just bring it,"},{"startTime":537.812,"endTime":540.422,"body":"bring him down to size."},{"startTime":540.422,"endTime":542.372,"body":"He's just an attorney that"},{"startTime":540.422,"endTime":542.372,"body":"did some things, right."},{"startTime":542.372,"endTime":544.712,"body":"And he's done well, he"},{"startTime":542.372,"endTime":544.712,"body":"will have struggles."},{"startTime":544.712,"endTime":546.062,"body":"He will, he will fall."},{"startTime":546.152,"endTime":547.862,"body":"And you know, he'll"},{"startTime":546.152,"endTime":547.862,"body":"have the same challenge"},{"startTime":547.872,"endTime":548.762,"body":"as you go through."},{"startTime":549.037,"endTime":551.287,"body":"I approach him with"},{"startTime":549.037,"endTime":551.287,"body":"that, that business to"},{"startTime":551.287,"endTime":553.627,"body":"business, business owner,"},{"startTime":551.287,"endTime":553.627,"body":"to business owner mindset."},{"startTime":553.657,"endTime":554.857,"body":"And how can I help you?"},{"startTime":555.502,"endTime":558.982,"body":"And it'll, it'll make it"},{"startTime":555.502,"endTime":558.982,"body":"less intimidating, but the"},{"startTime":558.982,"endTime":561.502,"body":"reason I'm kind of, I've kind"},{"startTime":558.982,"endTime":561.502,"body":"of an emotional response to"},{"startTime":561.502,"endTime":563.342,"body":"that is I shorted myself."},{"startTime":563.772,"endTime":567.442,"body":"I limited myself so much and"},{"startTime":563.772,"endTime":567.442,"body":"it was only for a period of"},{"startTime":567.562,"endTime":571.612,"body":"probably three to three to six"},{"startTime":567.562,"endTime":571.612,"body":"months before I figured it out."},{"startTime":571.612,"endTime":574.162,"body":"And I'm like, all right,"},{"startTime":571.612,"endTime":574.162,"body":"that's no way to be thinking."},{"startTime":574.402,"endTime":577.492,"body":"And by the time I moved to"},{"startTime":574.402,"endTime":577.492,"body":"Maui, I mean, I was like"},{"startTime":577.522,"endTime":580.312,"body":"confidently approaching"},{"startTime":577.522,"endTime":580.312,"body":"billionaires and I still do."},{"startTime":580.762,"endTime":583.492,"body":"They're just people, they're"},{"startTime":580.762,"endTime":583.492,"body":"all looking for the same thing."},{"startTime":583.942,"endTime":584.122,"body":"Right."},{"startTime":584.122,"endTime":585.492,"body":"And that was a good"},{"startTime":584.122,"endTime":585.492,"body":"idea for the domain."},{"startTime":585.554,"endTime":587.714,"body":"The probate struggle that"},{"startTime":585.554,"endTime":587.714,"body":"kind of went bought it."},{"startTime":588.714,"endTime":589.614,"body":"Oh yeah, I'm gonna play around."},{"startTime":589.704,"endTime":590.574,"body":"I don't play around."},{"startTime":591.024,"endTime":591.944,"body":"No, I don't play around."},{"startTime":591.924,"endTime":594.53,"body":"So the next question was,"},{"startTime":591.924,"endTime":594.53,"body":"so again, out of this data,"},{"startTime":594.53,"endTime":597.949,"body":"I've found that close to"},{"startTime":594.53,"endTime":597.949,"body":"3000 cases between January up"},{"startTime":597.949,"endTime":599.359,"body":"to now, they're all closed."},{"startTime":599.359,"endTime":601.459,"body":"And I was wondering,"},{"startTime":599.359,"endTime":601.459,"body":"would you even bother"},{"startTime":601.459,"endTime":602.749,"body":"approaching those homeowners?"},{"startTime":602.749,"endTime":603.499,"body":"Because I figured."},{"startTime":603.949,"endTime":606.649,"body":"You know, maybe they may"},{"startTime":603.949,"endTime":606.649,"body":"still have the house, maybe."},{"startTime":607.279,"endTime":610.069,"body":"So there's, there's"},{"startTime":607.279,"endTime":610.069,"body":"some in there some well,"},{"startTime":610.069,"endTime":611.089,"body":"and they've winded."},{"startTime":611.089,"endTime":613.459,"body":"I'm one of those markets where"},{"startTime":611.089,"endTime":613.459,"body":"usually by the time anyone"},{"startTime":613.459,"endTime":616.969,"body":"gets the probate data, it's"},{"startTime":613.459,"endTime":616.969,"body":"probate is closed and there's"},{"startTime":616.969,"endTime":618.469,"body":"been an enter family transfer."},{"startTime":618.499,"endTime":621.559,"body":"Like there's been a transfer,"},{"startTime":618.499,"endTime":621.559,"body":"but the house is still there."},{"startTime":621.559,"endTime":623.599,"body":"And the motivation to"},{"startTime":621.559,"endTime":623.599,"body":"sell is still present."},{"startTime":624.079,"endTime":626.299,"body":"There's also companies"},{"startTime":624.079,"endTime":626.299,"body":"that sell what they call"},{"startTime":626.299,"endTime":627.319,"body":"an inheritance list."},{"startTime":627.379,"endTime":628.819,"body":"And that's essentially"},{"startTime":627.379,"endTime":628.819,"body":"what that is."},{"startTime":628.819,"endTime":630.349,"body":"So probate has closed."},{"startTime":630.409,"endTime":634.429,"body":"The asset has been inherited and"},{"startTime":630.409,"endTime":634.429,"body":"the distribution has happened."},{"startTime":634.879,"endTime":637.579,"body":"So there's, there are"},{"startTime":634.879,"endTime":637.579,"body":"certainly, there are"},{"startTime":637.579,"endTime":639.259,"body":"certainly deals in the list."},{"startTime":639.349,"endTime":641.599,"body":"The other thing that that"},{"startTime":639.349,"endTime":641.599,"body":"list is really good for"},{"startTime":641.779,"endTime":643.009,"body":"is raising private money."},{"startTime":643.459,"endTime":649.159,"body":"So if you, you know, on like"},{"startTime":643.459,"endTime":649.159,"body":"with, with, you know, whatever"},{"startTime":649.159,"endTime":652.279,"body":"the average state might be"},{"startTime":649.159,"endTime":652.279,"body":"in your market, Tom, how"},{"startTime":652.279,"endTime":653.379,"body":"many of you say it was three."},{"startTime":653.829,"endTime":657.309,"body":"Yeah, 3000, like how many"},{"startTime":653.829,"endTime":657.309,"body":"private money leads or"},{"startTime":657.309,"endTime":660.759,"body":"how many, how many private"},{"startTime":657.309,"endTime":660.759,"body":"lender leads are in there?"},{"startTime":661.389,"endTime":664.869,"body":"So if you are looking for"},{"startTime":661.389,"endTime":664.869,"body":"capital or your investors"},{"startTime":664.869,"endTime":667.119,"body":"are looking for capital,"},{"startTime":664.869,"endTime":667.119,"body":"you can run a specific"},{"startTime":667.119,"endTime":668.559,"body":"type of campaign to those."},{"startTime":669.069,"endTime":672.669,"body":"So it's fair to assume that"},{"startTime":669.069,"endTime":672.669,"body":"since probate is closed, the"},{"startTime":672.669,"endTime":675.879,"body":"distribution has been made and"},{"startTime":672.669,"endTime":675.879,"body":"they've gotten some cash and"},{"startTime":675.879,"endTime":677.079,"body":"they've gotten some assets."},{"startTime":677.499,"endTime":680.649,"body":"So don't think about it just"},{"startTime":677.499,"endTime":680.649,"body":"as a real estate transfer."},{"startTime":680.769,"endTime":682.179,"body":"Think about the cash too."},{"startTime":682.689,"endTime":685.119,"body":"So those are really good"},{"startTime":682.689,"endTime":685.119,"body":"referrals to your registered"},{"startTime":685.119,"endTime":686.109,"body":"investment advisor."},{"startTime":686.529,"endTime":689.649,"body":"They're really good referrals to"},{"startTime":686.529,"endTime":689.649,"body":"your estate planning attorney."},{"startTime":689.949,"endTime":692.259,"body":"They're really good"},{"startTime":689.949,"endTime":692.259,"body":"opportunities for you to raise"},{"startTime":692.259,"endTime":696.819,"body":"private capital and continue to"},{"startTime":692.259,"endTime":696.819,"body":"serve those families and show"},{"startTime":696.819,"endTime":700.299,"body":"them how to, you know, to, to"},{"startTime":696.819,"endTime":700.299,"body":"grow that generational wealth."},{"startTime":700.749,"endTime":701.169,"body":"Awesome."},{"startTime":701.379,"endTime":701.769,"body":"Awesome."},{"startTime":701.859,"endTime":704.559,"body":"And this is the last one and"},{"startTime":701.859,"endTime":704.559,"body":"it's kinda, it's completely"},{"startTime":704.559,"endTime":708.042,"body":"unrelated to probate and if"},{"startTime":704.559,"endTime":708.042,"body":"need be, we can tailor it"},{"startTime":708.262,"endTime":710.572,"body":"towards the end of the call,"},{"startTime":708.262,"endTime":710.572,"body":"but I was hoping you could"},{"startTime":710.662,"endTime":714.269,"body":"re canvas your foreclosure"},{"startTime":710.662,"endTime":714.269,"body":"conversation framework."},{"startTime":714.599,"endTime":716.609,"body":"You kind of touched on"},{"startTime":714.599,"endTime":716.609,"body":"it last week and I wrote"},{"startTime":716.669,"endTime":719.369,"body":"as much of it as I could,"},{"startTime":716.669,"endTime":719.369,"body":"but you know, sometimes,"},{"startTime":719.369,"endTime":720.719,"body":"you drop those gyms, man."},{"startTime":720.719,"endTime":722.609,"body":"So I gotta, I gotta keep,"},{"startTime":720.719,"endTime":722.609,"body":"I gotta, you know, you"},{"startTime":722.609,"endTime":723.089,"body":"know, I gotta keep it."},{"startTime":723.539,"endTime":723.749,"body":"Yeah."},{"startTime":723.959,"endTime":727.379,"body":"So for me, and I'll I'll, we"},{"startTime":723.959,"endTime":727.379,"body":"can pull that mind map up here."},{"startTime":727.379,"endTime":729.299,"body":"I'll find it, but"},{"startTime":727.379,"endTime":729.299,"body":"the methodology."},{"startTime":729.749,"endTime":732.689,"body":"Develop that amount of"},{"startTime":729.749,"endTime":732.689,"body":"self-criticism like I would"},{"startTime":732.689,"endTime":734.879,"body":"approach people with kind"},{"startTime":732.689,"endTime":734.879,"body":"of a selfish approach of"},{"startTime":734.879,"endTime":735.839,"body":"I'm going to get that house."},{"startTime":736.349,"endTime":739.139,"body":"And what I realized is almost"},{"startTime":736.349,"endTime":739.139,"body":"everyone in foreclosure"},{"startTime":739.649,"endTime":741.989,"body":"think that they're not"},{"startTime":739.649,"endTime":741.989,"body":"going to get foreclosed on."},{"startTime":742.056,"endTime":745.614,"body":"And there's a lot of"},{"startTime":742.056,"endTime":745.614,"body":"psychology at play."},{"startTime":746.154,"endTime":751.014,"body":"So I would, in my experience,"},{"startTime":746.154,"endTime":751.014,"body":"99% of them want to stay"},{"startTime":751.014,"endTime":753.174,"body":"in the home and want to"},{"startTime":751.014,"endTime":753.174,"body":"continue living there."},{"startTime":753.354,"endTime":754.824,"body":"And that's what we"},{"startTime":753.354,"endTime":754.824,"body":"want for them too."},{"startTime":754.824,"endTime":755.154,"body":"Right?"},{"startTime":755.154,"endTime":757.944,"body":"Like we don't want to kick"},{"startTime":755.154,"endTime":757.944,"body":"people out of their houses, but"},{"startTime":757.944,"endTime":760.854,"body":"the reality is at some point the"},{"startTime":757.944,"endTime":760.854,"body":"sheriff is going to intervene"},{"startTime":761.834,"endTime":765.804,"body":"and they're going to have a"},{"startTime":761.834,"endTime":765.804,"body":"rude awakening on that day."},{"startTime":766.194,"endTime":767.274,"body":"And I've seen that happen."},{"startTime":767.364,"endTime":771.894,"body":"People literally just completely"},{"startTime":767.364,"endTime":771.894,"body":"lost moving into these crappy"},{"startTime":771.894,"endTime":775.764,"body":"little weekly stay hotels"},{"startTime":771.894,"endTime":775.764,"body":"because they just put their"},{"startTime":775.764,"endTime":779.814,"body":"head in the sand and they refuse"},{"startTime":775.764,"endTime":779.814,"body":"to admit what was happening."},{"startTime":780.414,"endTime":784.284,"body":"So all that said, I found"},{"startTime":780.414,"endTime":784.284,"body":"that approaching them and."},{"startTime":784.734,"endTime":788.154,"body":"Not going along with it,"},{"startTime":784.734,"endTime":788.154,"body":"but understanding that they"},{"startTime":788.154,"endTime":790.554,"body":"have to come to their own"},{"startTime":788.154,"endTime":790.554,"body":"realization in their mind."},{"startTime":790.584,"endTime":791.694,"body":"Oh shit, this is real."},{"startTime":791.694,"endTime":792.714,"body":"And it's going to happen."},{"startTime":792.989,"endTime":796.229,"body":"The question of, you know,"},{"startTime":792.989,"endTime":796.229,"body":"I listened, I noticed that"},{"startTime":796.306,"endTime":798.166,"body":"you're probably getting"},{"startTime":796.306,"endTime":798.166,"body":"a lot of phone calls."},{"startTime":798.233,"endTime":800.315,"body":"This one's going to be a"},{"startTime":798.233,"endTime":800.315,"body":"lot different and I just"},{"startTime":800.315,"endTime":801.455,"body":"have one question for you."},{"startTime":801.479,"endTime":803.981,"body":"Would you like to keep the home"},{"startTime":801.479,"endTime":803.981,"body":"or would you like, would you"},{"startTime":803.981,"endTime":807.161,"body":"like to stay or home and keep"},{"startTime":803.981,"endTime":807.161,"body":"it, or, or would you like to"},{"startTime":807.161,"endTime":808.481,"body":"sell it and get a fresh start?"},{"startTime":808.931,"endTime":811.151,"body":"And then just be"},{"startTime":808.931,"endTime":811.151,"body":"absolutely quiet."},{"startTime":811.181,"endTime":816.191,"body":"Do not say a word and like"},{"startTime":811.181,"endTime":816.191,"body":"what they, what they say next,"},{"startTime":816.281,"endTime":818.921,"body":"you know, you can immediately"},{"startTime":816.281,"endTime":818.921,"body":"start to gather what their"},{"startTime":818.921,"endTime":822.881,"body":"emotional state is, what their"},{"startTime":818.921,"endTime":822.881,"body":"financial situation is, how far"},{"startTime":822.881,"endTime":826.361,"body":"behind, or how, how much, how"},{"startTime":822.881,"endTime":826.361,"body":"deep their head is in the sand."},{"startTime":826.811,"endTime":829.991,"body":"And then you start to, you"},{"startTime":826.811,"endTime":829.991,"body":"know, navigate the conversation"},{"startTime":830.052,"endTime":832.742,"body":"an emotional conversation"},{"startTime":830.052,"endTime":832.742,"body":"with a logical track."},{"startTime":833.312,"endTime":836.882,"body":"And let me, let me jump over"},{"startTime":833.312,"endTime":836.882,"body":"and grab that mind map so"},{"startTime":836.882,"endTime":837.872,"body":"we can take a look at it."},{"startTime":838.097,"endTime":841.997,"body":"And I think this with almost"},{"startTime":838.097,"endTime":841.997,"body":"every lead type, but foreclosure"},{"startTime":841.997,"endTime":842.837,"body":"is where I learned it."},{"startTime":843.387,"endTime":845.327,"body":"And then later applied"},{"startTime":843.387,"endTime":845.327,"body":"it to the probate"},{"startTime":845.777,"endTime":846.387,"body":"zoom."},{"startTime":846.837,"endTime":847.197,"body":"All right."},{"startTime":847.337,"endTime":848.577,"body":"You guys have my screen now?"},{"startTime":849.087,"endTime":849.537,"body":"Yes."},{"startTime":849.987,"endTime":850.317,"body":"All right."},{"startTime":850.347,"endTime":852.807,"body":"So this is a work in progress."},{"startTime":853.077,"endTime":856.947,"body":"This is just a rough outline,"},{"startTime":853.077,"endTime":856.947,"body":"but, and in my head, you"},{"startTime":856.947,"endTime":860.127,"body":"know, and so this is any,"},{"startTime":856.947,"endTime":860.127,"body":"any, and every conversation."},{"startTime":860.127,"endTime":861.387,"body":"So we know there's real estate."},{"startTime":861.387,"endTime":861.747,"body":"Yes."},{"startTime":861.747,"endTime":862.767,"body":"We know there's debt."},{"startTime":862.827,"endTime":863.337,"body":"Yes."},{"startTime":863.877,"endTime":867.347,"body":"So from this branch out"},{"startTime":863.877,"endTime":867.347,"body":"is where, so you have your"},{"startTime":867.347,"endTime":870.477,"body":"real estate, you have debt"},{"startTime":867.347,"endTime":870.477,"body":"and our payments current."},{"startTime":870.507,"endTime":870.987,"body":"No."},{"startTime":871.167,"endTime":873.567,"body":"So basically this"},{"startTime":871.167,"endTime":873.567,"body":"branch represents the"},{"startTime":873.567,"endTime":875.007,"body":"foreclosure situation."},{"startTime":875.637,"endTime":877.677,"body":"So the first thing we're"},{"startTime":875.637,"endTime":877.677,"body":"trying to find out is, is"},{"startTime":877.677,"endTime":880.857,"body":"there equity, but we don't"},{"startTime":877.677,"endTime":880.857,"body":"because of this is a sensitive,"},{"startTime":880.857,"endTime":882.297,"body":"emotional conversation."},{"startTime":882.327,"endTime":884.187,"body":"We don't just want to"},{"startTime":882.327,"endTime":884.187,"body":"come out and ask this"},{"startTime":884.197,"endTime":885.087,"body":"of these people, right?"},{"startTime":885.507,"endTime":888.237,"body":"Like we need to, you, we need"},{"startTime":885.507,"endTime":888.237,"body":"to find a balance between"},{"startTime":888.237,"endTime":891.507,"body":"appealing to their sensitive,"},{"startTime":888.237,"endTime":891.507,"body":"emotional state and getting the"},{"startTime":891.507,"endTime":893.067,"body":"logical information we need."},{"startTime":894.117,"endTime":897.447,"body":"That's one of the reasons I hate"},{"startTime":894.117,"endTime":897.447,"body":"script so much as because you"},{"startTime":897.447,"endTime":901.467,"body":"know, like people go out and"},{"startTime":897.447,"endTime":901.467,"body":"they, they, they fire too early."},{"startTime":901.917,"endTime":904.617,"body":"So it's, it's about"},{"startTime":901.917,"endTime":904.617,"body":"reading the conversation."},{"startTime":904.617,"endTime":905.487,"body":"So, okay."},{"startTime":905.487,"endTime":906.957,"body":"We know you're"},{"startTime":905.487,"endTime":906.957,"body":"behind on payments."},{"startTime":906.957,"endTime":909.627,"body":"We, we saw that in the notice"},{"startTime":906.957,"endTime":909.627,"body":"of default, we don't really"},{"startTime":909.627,"endTime":912.177,"body":"need to have that conversation,"},{"startTime":909.627,"endTime":912.177,"body":"which is an embarrassing"},{"startTime":912.177,"endTime":915.537,"body":"conversation and can drive them"},{"startTime":912.177,"endTime":915.537,"body":"inward where you're, you're"},{"startTime":915.537,"endTime":916.767,"body":"not getting the engagement."},{"startTime":917.307,"endTime":919.407,"body":"So there's some things we"},{"startTime":917.307,"endTime":919.407,"body":"know through deduction,"},{"startTime":919.557,"endTime":921.627,"body":"like the way that, the"},{"startTime":919.557,"endTime":921.627,"body":"way that we got the list."},{"startTime":921.687,"endTime":924.267,"body":"So letting them know that"},{"startTime":921.687,"endTime":924.267,"body":"they're, you know, that's"},{"startTime":924.267,"endTime":926.967,"body":"nothing to be embarrassed"},{"startTime":924.267,"endTime":926.967,"body":"about, like 9 million other"},{"startTime":926.967,"endTime":929.307,"body":"people are in that situation,"},{"startTime":926.967,"endTime":929.307,"body":"whatever that might be."},{"startTime":929.374,"endTime":931.999,"body":"And the fact that, like,"},{"startTime":929.374,"endTime":931.999,"body":"when I say you, I'm sure"},{"startTime":931.999,"endTime":935.179,"body":"you've gotten, you've had"},{"startTime":931.999,"endTime":935.179,"body":"conversations and I just want"},{"startTime":935.179,"endTime":936.949,"body":"to let you know this one's"},{"startTime":935.179,"endTime":936.949,"body":"going to be a lot different."},{"startTime":937.429,"endTime":940.069,"body":"So I'm trying to get away"},{"startTime":937.429,"endTime":940.069,"body":"from that preconceived."},{"startTime":940.614,"endTime":944.534,"body":"Reputation that they've given"},{"startTime":940.614,"endTime":944.534,"body":"me because of everyone else's"},{"startTime":944.534,"endTime":945.944,"body":"money, the water and tried."},{"startTime":946.219,"endTime":948.709,"body":"I want to let them know this"},{"startTime":946.219,"endTime":948.709,"body":"is more of a consultation."},{"startTime":948.829,"endTime":952.009,"body":"This is not, that's not me"},{"startTime":948.829,"endTime":952.009,"body":"trying to scare the shit"},{"startTime":952.009,"endTime":954.559,"body":"out of you to force, to"},{"startTime":952.009,"endTime":954.559,"body":"get you to do something."},{"startTime":954.639,"endTime":956.239,"body":"You know, that benefits me."},{"startTime":956.689,"endTime":959.089,"body":"So the first thing you're trying"},{"startTime":956.689,"endTime":959.089,"body":"to figure out, is there equity?"},{"startTime":959.089,"endTime":961.609,"body":"Yes or no, if they're"},{"startTime":959.089,"endTime":961.609,"body":"behind on payments."},{"startTime":962.204,"endTime":963.794,"body":"So they're behind on payments."},{"startTime":964.244,"endTime":965.294,"body":"There is equity."},{"startTime":965.744,"endTime":968.984,"body":"Then we just need to figure out"},{"startTime":965.744,"endTime":968.984,"body":"how can we get them out before"},{"startTime":968.984,"endTime":970.574,"body":"the foreclosure date, right?"},{"startTime":970.634,"endTime":972.104,"body":"Like how far behind are they?"},{"startTime":972.554,"endTime":973.574,"body":"What's their target date?"},{"startTime":973.574,"endTime":976.604,"body":"How quickly can they"},{"startTime":973.574,"endTime":976.604,"body":"find a, another suitable"},{"startTime":976.604,"endTime":977.624,"body":"living situation?"},{"startTime":978.194,"endTime":981.374,"body":"If it's less than 30 days, we"},{"startTime":978.194,"endTime":981.374,"body":"got to bring cash in and close"},{"startTime":981.374,"endTime":983.804,"body":"this thing fast, definitely"},{"startTime":981.374,"endTime":983.804,"body":"have a short fuse deal."},{"startTime":983.834,"endTime":984.854,"body":"60 to 90 days."},{"startTime":984.854,"endTime":987.104,"body":"We can probably get them"},{"startTime":984.854,"endTime":987.104,"body":"out as, as, as a broker."},{"startTime":987.339,"endTime":991.029,"body":"If it's, long-term like, if"},{"startTime":987.339,"endTime":991.029,"body":"they're willing to wait a long"},{"startTime":991.029,"endTime":993.999,"body":"time for the solution, but we"},{"startTime":991.029,"endTime":993.999,"body":"need to get it in place quickly."},{"startTime":993.999,"endTime":995.959,"body":"This is a great place"},{"startTime":993.999,"endTime":995.959,"body":"for creative financing."},{"startTime":996.499,"endTime":1000.029,"body":"So we can use, we can"},{"startTime":996.499,"endTime":1000.029,"body":"put a second, like a rap"},{"startTime":1000.012,"endTime":1005.258,"body":"we can do sub-to, or we"},{"startTime":1000.012,"endTime":1005.258,"body":"can do a lease option."},{"startTime":1005.888,"endTime":1009.608,"body":"And there's a lot more of the"},{"startTime":1005.888,"endTime":1009.608,"body":"scenarios right now than there"},{"startTime":1009.608,"endTime":1014.288,"body":"was in 2008 through 2012 there,"},{"startTime":1009.608,"endTime":1014.288,"body":"you know, because of the massive"},{"startTime":1014.288,"endTime":1015.358,"body":"amounts of money printing."},{"startTime":1015.438,"endTime":1018.528,"body":"That such that the fed"},{"startTime":1015.438,"endTime":1018.528,"body":"has done, a lot of folks"},{"startTime":1018.528,"endTime":1020.028,"body":"do have equity this time."},{"startTime":1020.278,"endTime":1025.518,"body":"And even before the COVID"},{"startTime":1020.278,"endTime":1025.518,"body":"lockdown, we had higher"},{"startTime":1025.518,"endTime":1029.778,"body":"equity levels than almost"},{"startTime":1025.518,"endTime":1029.778,"body":"any other period, because"},{"startTime":1029.778,"endTime":1033.648,"body":"we had the de-leveraging"},{"startTime":1029.778,"endTime":1033.648,"body":"in 2008 through 12, and we"},{"startTime":1033.648,"endTime":1034.968,"body":"tightened lending guidelines."},{"startTime":1034.968,"endTime":1037.458,"body":"So you're going to have"},{"startTime":1034.968,"endTime":1037.458,"body":"this conversation a lot more"},{"startTime":1037.458,"endTime":1040.608,"body":"now than you did in the two"},{"startTime":1037.458,"endTime":1040.608,"body":"that eight to 12 period."},{"startTime":1041.058,"endTime":1043.638,"body":"But the ones who really,"},{"startTime":1041.058,"endTime":1043.638,"body":"really are stuck are, you"},{"startTime":1043.638,"endTime":1044.738,"body":"know, they aren't paying."},{"startTime":1044.973,"endTime":1046.743,"body":"They aren't current on payments."},{"startTime":1046.773,"endTime":1048.033,"body":"There is no equity."},{"startTime":1048.031,"endTime":1051.59,"body":"And from here, if you have less"},{"startTime":1048.031,"endTime":1051.59,"body":"than 30 days, like this is a"},{"startTime":1051.59,"endTime":1056.715,"body":"short fuse, there's no equity in"},{"startTime":1051.59,"endTime":1056.715,"body":"it -if they're in an absolute,"},{"startTime":1056.715,"endTime":1059.985,"body":"real hurry, can we transition it"},{"startTime":1056.715,"endTime":1059.985,"body":"to a rental property and somehow"},{"startTime":1059.985,"endTime":1062.705,"body":"bring the thing current so they"},{"startTime":1059.985,"endTime":1062.705,"body":"could, you know, as the one to"},{"startTime":1062.705,"endTime":1066.065,"body":"six months, we're going to do"},{"startTime":1062.705,"endTime":1066.065,"body":"short sale in that scenario."},{"startTime":1066.087,"endTime":1068.337,"body":"The other, the outcome here"},{"startTime":1066.087,"endTime":1068.337,"body":"too, is if you can't do this,"},{"startTime":1068.337,"endTime":1070.522,"body":"it's going to the courthouse"},{"startTime":1068.337,"endTime":1070.522,"body":"usually, and then longer"},{"startTime":1070.522,"endTime":1072.022,"body":"term the creative financing."},{"startTime":1072.022,"endTime":1075.364,"body":"So we can do a second rapid"},{"startTime":1072.022,"endTime":1075.364,"body":"lease option or a sub two."},{"startTime":1075.639,"endTime":1078.609,"body":"If you have a more specific"},{"startTime":1075.639,"endTime":1078.609,"body":"question or if you were just"},{"startTime":1078.609,"endTime":1081.399,"body":"looking to get back to this,"},{"startTime":1078.609,"endTime":1081.399,"body":"did you get what you needed?"},{"startTime":1081.849,"endTime":1086.269,"body":"So the question was like, okay,"},{"startTime":1081.849,"endTime":1086.269,"body":"so the first part, you nailed"},{"startTime":1086.289,"endTime":1091.999,"body":"that, but I guess I just kind of"},{"startTime":1086.289,"endTime":1091.999,"body":"wanted to hear the Chad way of"},{"startTime":1092.044,"endTime":1096.704,"body":"you know, here's a Chad approach"},{"startTime":1092.044,"endTime":1096.704,"body":"to how you would ask, what you"},{"startTime":1096.854,"endTime":1100.064,"body":"would literally be saying to"},{"startTime":1096.854,"endTime":1100.064,"body":"lead them down these questions"},{"startTime":1100.084,"endTime":1105.808,"body":"and decision paths, because I've"},{"startTime":1100.084,"endTime":1105.808,"body":"had, you know, wild experiences"},{"startTime":1105.808,"endTime":1109.018,"body":"when speaking withhomeowners"},{"startTime":1105.808,"endTime":1109.018,"body":"that have been going through"},{"startTime":1109.268,"endTime":1110.758,"body":"foreclosure and rightfully so..."},{"startTime":1111.208,"endTime":1112.408,"body":"You have one fresh in your head?"},{"startTime":1112.903,"endTime":1119.068,"body":"So the last one, I tried it a"},{"startTime":1112.903,"endTime":1119.068,"body":"remix of something I'd heard you"},{"startTime":1119.068,"endTime":1123.988,"body":"say, you know, I know that this"},{"startTime":1119.068,"endTime":1123.988,"body":"could be a touchy conversation."},{"startTime":1123.988,"endTime":1125.548,"body":"I didn't want to rehash"},{"startTime":1123.988,"endTime":1125.548,"body":"something that they'd"},{"startTime":1125.548,"endTime":1126.398,"body":"already heard a lot."},{"startTime":1126.908,"endTime":1130.768,"body":"And I was looking at the"},{"startTime":1126.908,"endTime":1130.768,"body":"mind map and just trying"},{"startTime":1130.768,"endTime":1132.028,"body":"to work my way through it."},{"startTime":1132.448,"endTime":1134.518,"body":"But when I got to the part,"},{"startTime":1132.448,"endTime":1134.518,"body":"when I was asking, you"},{"startTime":1134.518,"endTime":1137.788,"body":"know, if there was equity,"},{"startTime":1134.518,"endTime":1137.788,"body":"she kinda clammed up on me."},{"startTime":1137.788,"endTime":1139.788,"body":"She didn't really want to share."},{"startTime":1140.848,"endTime":1141.838,"body":"You willing to role-play?"},{"startTime":1142.288,"endTime":1143.278,"body":"All right, let's go."},{"startTime":1143.338,"endTime":1146.788,"body":"So, uh, you, you know,"},{"startTime":1143.338,"endTime":1146.788,"body":"your scenario, I know"},{"startTime":1146.788,"endTime":1147.508,"body":"nothing about it."},{"startTime":1147.508,"endTime":1150.058,"body":"Other than you're in default,"},{"startTime":1147.508,"endTime":1150.058,"body":"let's just, let's set some"},{"startTime":1150.058,"endTime":1152.308,"body":"assumptions to set the stage."},{"startTime":1152.308,"endTime":1153.778,"body":"I don't know if you have"},{"startTime":1152.308,"endTime":1153.778,"body":"equity in your home."},{"startTime":1153.778,"endTime":1156.118,"body":"I haven't done the research"},{"startTime":1153.778,"endTime":1156.118,"body":"on the asset, but I do know"},{"startTime":1156.118,"endTime":1157.378,"body":"that you have an N.O.D."},{"startTime":1157.378,"endTime":1160.018,"body":"So you're at least three months"},{"startTime":1157.378,"endTime":1160.018,"body":"behind on payments because"},{"startTime":1160.018,"endTime":1162.778,"body":"that's the list I found you"},{"startTime":1160.018,"endTime":1162.778,"body":"from that fits the scenario"},{"startTime":1162.868,"endTime":1163.678,"body":"that you're talking about."},{"startTime":1163.678,"endTime":1163.918,"body":"Right?"},{"startTime":1164.368,"endTime":1164.668,"body":"Okay."},{"startTime":1165.028,"endTime":1165.478,"body":"Ring ring."},{"startTime":1165.928,"endTime":1166.288,"body":"Hello."},{"startTime":1166.738,"endTime":1169.198,"body":"Hi, I'm trying to"},{"startTime":1166.738,"endTime":1169.198,"body":"reach Malcolm speaking."},{"startTime":1169.648,"endTime":1170.758,"body":"My name's Chad Corvette."},{"startTime":1170.878,"endTime":1173.518,"body":"Uh, we don't know each other"},{"startTime":1170.878,"endTime":1173.518,"body":"yet, but, uh, I, I did get"},{"startTime":1173.518,"endTime":1177.298,"body":"your name from I'm sure you can"},{"startTime":1173.518,"endTime":1177.298,"body":"guess where, because I'm sure"},{"startTime":1177.298,"endTime":1179.818,"body":"you've had this conversation,"},{"startTime":1177.298,"endTime":1179.818,"body":"a similar conversation."},{"startTime":1180.448,"endTime":1182.818,"body":"Um, I noticed that you,"},{"startTime":1180.448,"endTime":1182.818,"body":"you do have a notice of"},{"startTime":1182.818,"endTime":1184.228,"body":"default on public record."},{"startTime":1184.228,"endTime":1186.208,"body":"We were down at the"},{"startTime":1184.228,"endTime":1186.208,"body":"courthouse, pulling some,"},{"startTime":1186.268,"endTime":1189.778,"body":"some data, and I just want"},{"startTime":1186.268,"endTime":1189.778,"body":"to preface this with this."},{"startTime":1189.778,"endTime":1191.728,"body":"This is a different type"},{"startTime":1189.778,"endTime":1191.728,"body":"of conversation than"},{"startTime":1191.728,"endTime":1192.808,"body":"you've probably had."},{"startTime":1192.958,"endTime":1196.918,"body":"Um, w we are a social enterprise"},{"startTime":1192.958,"endTime":1196.918,"body":"here in the Roanoke valley, and"},{"startTime":1196.918,"endTime":1199.798,"body":"we try to reach out to families"},{"startTime":1196.918,"endTime":1199.798,"body":"that are in tough situations,"},{"startTime":1199.828,"endTime":1202.438,"body":"because we have a lot of"},{"startTime":1199.828,"endTime":1202.438,"body":"resources and teams of people,"},{"startTime":1202.438,"endTime":1206.848,"body":"a team of people that was built"},{"startTime":1202.438,"endTime":1206.848,"body":"specifically to help people save"},{"startTime":1206.848,"endTime":1210.178,"body":"their homes, um, and sometimes,"},{"startTime":1206.848,"endTime":1210.178,"body":"you know, move on to the next,"},{"startTime":1210.178,"endTime":1211.468,"body":"the next chapter of life."},{"startTime":1211.468,"endTime":1213.538,"body":"So have you got just"},{"startTime":1211.468,"endTime":1213.538,"body":"a few minutes to chat?"},{"startTime":1213.988,"endTime":1214.768,"body":"Yeah, I've got a few minutes."},{"startTime":1215.218,"endTime":1215.608,"body":"Okay."},{"startTime":1216.178,"endTime":1218.938,"body":"Um, I'm guessing you've heard"},{"startTime":1216.178,"endTime":1218.938,"body":"from some other people that"},{"startTime":1218.938,"endTime":1220.798,"body":"were trying to get to find"},{"startTime":1218.938,"endTime":1220.798,"body":"out how they could get the"},{"startTime":1220.798,"endTime":1222.128,"body":"house and this and that."},{"startTime":1222.128,"endTime":1224.638,"body":"Then probably didn't ask you a"},{"startTime":1222.128,"endTime":1224.638,"body":"lot of questions about yourself."},{"startTime":1225.088,"endTime":1228.088,"body":"Um, if, if I have your"},{"startTime":1225.088,"endTime":1228.088,"body":"permission, like, if, if you"},{"startTime":1228.088,"endTime":1232.288,"body":"can trust me that I am here"},{"startTime":1228.088,"endTime":1232.288,"body":"trying to help you, and if I"},{"startTime":1232.288,"endTime":1235.378,"body":"can get your permission, I'm"},{"startTime":1232.288,"endTime":1235.378,"body":"going to ask progressively more"},{"startTime":1235.378,"endTime":1238.048,"body":"personal questions, because"},{"startTime":1235.378,"endTime":1238.048,"body":"I don't know how to help you"},{"startTime":1238.048,"endTime":1240.838,"body":"until I can really understand"},{"startTime":1238.048,"endTime":1240.838,"body":"your, your, your situation."},{"startTime":1240.838,"endTime":1242.188,"body":"So are you okay."},{"startTime":1242.188,"endTime":1244.828,"body":"Trusting me enough that"},{"startTime":1242.188,"endTime":1244.828,"body":"I can ask some kind of"},{"startTime":1244.828,"endTime":1246.178,"body":"sensitive personal questions?"},{"startTime":1246.628,"endTime":1247.948,"body":"Uh, yeah."},{"startTime":1247.978,"endTime":1248.398,"body":"For now."},{"startTime":1248.398,"endTime":1248.758,"body":"Yeah."},{"startTime":1249.298,"endTime":1249.508,"body":"Okay."},{"startTime":1249.898,"endTime":1252.208,"body":"And if, if we get to a point"},{"startTime":1249.898,"endTime":1252.208,"body":"where you say, you know, where"},{"startTime":1252.208,"endTime":1254.638,"body":"you feel like, Hey, this is"},{"startTime":1252.208,"endTime":1254.638,"body":"none of his damn business."},{"startTime":1254.698,"endTime":1256.558,"body":"All I ask for is"},{"startTime":1254.698,"endTime":1256.558,"body":"the transparency."},{"startTime":1256.558,"endTime":1257.728,"body":"Just, just tell me that."},{"startTime":1258.178,"endTime":1258.568,"body":"Okay."},{"startTime":1259.018,"endTime":1262.318,"body":"Well, the first things that,"},{"startTime":1259.018,"endTime":1262.318,"body":"that we try to determine, as"},{"startTime":1262.348,"endTime":1265.098,"body":"you know, we'll, we'll may"},{"startTime":1262.348,"endTime":1265.098,"body":"ask you that, what is your"},{"startTime":1265.138,"endTime":1267.868,"body":"goal to stay in your home,"},{"startTime":1265.138,"endTime":1267.868,"body":"or would you rather move on"},{"startTime":1267.868,"endTime":1269.218,"body":"to another chapter of life?"},{"startTime":1269.668,"endTime":1273.988,"body":"Well, I mean, I kind of want to"},{"startTime":1269.668,"endTime":1273.988,"body":"stay here, but you know, it's"},{"startTime":1273.988,"endTime":1276.358,"body":"difficult for me to afford the"},{"startTime":1273.988,"endTime":1276.358,"body":"place now, obviously, you know,"},{"startTime":1276.358,"endTime":1282.418,"body":"I lost my job due to COVID, so"},{"startTime":1276.358,"endTime":1282.418,"body":"I have bills and you know, and"},{"startTime":1282.418,"endTime":1283.978,"body":"you're facing unemployment."},{"startTime":1283.978,"endTime":1285.928,"body":"Your unemployment"},{"startTime":1283.978,"endTime":1285.928,"body":"overlay goes away in"},{"startTime":1285.928,"endTime":1286.918,"body":"less than a month, right?"},{"startTime":1287.278,"endTime":1287.608,"body":"Yep."},{"startTime":1288.058,"endTime":1288.298,"body":"Yep."},{"startTime":1288.748,"endTime":1292.048,"body":"So the first thing we try to"},{"startTime":1288.748,"endTime":1292.048,"body":"look for in this situation,"},{"startTime":1292.048,"endTime":1294.688,"body":"if you want to stay there"},{"startTime":1292.048,"endTime":1294.688,"body":"and you, you don't have an"},{"startTime":1294.688,"endTime":1298.318,"body":"income right now, is there"},{"startTime":1294.688,"endTime":1298.318,"body":"somebody in your family or"},{"startTime":1298.318,"endTime":1301.648,"body":"your spirit, your group of"},{"startTime":1298.318,"endTime":1301.648,"body":"friends that, that, well, first"},{"startTime":1301.648,"endTime":1304.288,"body":"of all, would you believe be"},{"startTime":1301.648,"endTime":1304.288,"body":"willing to ask for financial"},{"startTime":1304.288,"endTime":1305.758,"body":"help from a friend or family?"},{"startTime":1305.758,"endTime":1310.678,"body":"And second, do, do you, as that"},{"startTime":1305.758,"endTime":1310.678,"body":"person, is there a person like"},{"startTime":1310.678,"endTime":1311.788,"body":"that in your life right now?"},{"startTime":1312.238,"endTime":1312.888,"body":"At the moment?"},{"startTime":1312.898,"endTime":1313.198,"body":"No."},{"startTime":1313.648,"endTime":1314.038,"body":"Okay."},{"startTime":1314.488,"endTime":1317.518,"body":"Um, when do you think"},{"startTime":1314.488,"endTime":1317.518,"body":"you'll be back to work?"},{"startTime":1317.518,"endTime":1319.648,"body":"Do you have, do you"},{"startTime":1317.518,"endTime":1319.648,"body":"have work lined up?"},{"startTime":1319.828,"endTime":1321.388,"body":"What line of work are you in?"},{"startTime":1321.508,"endTime":1324.418,"body":"Is it something you expect this"},{"startTime":1321.508,"endTime":1324.418,"body":"to be short-term or long-term"},{"startTime":1324.868,"endTime":1326.068,"body":"I expect to be out of work?"},{"startTime":1326.368,"endTime":1329.038,"body":"Uh, you know, it could be some"},{"startTime":1326.368,"endTime":1329.038,"body":"time, you know, I'm a, I'm"},{"startTime":1329.038,"endTime":1330.748,"body":"a, I'm a commercial blazer."},{"startTime":1330.808,"endTime":1331.978,"body":"No, have a blast."},{"startTime":1332.428,"endTime":1335.308,"body":"Uh, you know, I've been putting"},{"startTime":1332.428,"endTime":1335.308,"body":"applications out, but you know,"},{"startTime":1335.308,"endTime":1337.468,"body":"everywhere, it's pretty tight,"},{"startTime":1335.308,"endTime":1337.468,"body":"you know, due to, you know, all"},{"startTime":1337.468,"endTime":1341.038,"body":"these shutdowns and lock downs,"},{"startTime":1337.468,"endTime":1341.038,"body":"uh, you know, nobody's been"},{"startTime":1341.038,"endTime":1342.688,"body":"able to really get any glass in."},{"startTime":1342.718,"endTime":1345.448,"body":"So, you know, you know,"},{"startTime":1342.718,"endTime":1345.448,"body":"everybody's pretty much"},{"startTime":1345.448,"endTime":1348.838,"body":"hurting, so no one will"},{"startTime":1345.448,"endTime":1348.838,"body":"put an application, you"},{"startTime":1348.838,"endTime":1351.058,"body":"know, I just, you know, I'm"},{"startTime":1348.838,"endTime":1351.058,"body":"not getting any callbacks."},{"startTime":1351.058,"endTime":1352.258,"body":"They're all saying"},{"startTime":1351.058,"endTime":1352.258,"body":"the same thing."},{"startTime":1352.708,"endTime":1352.978,"body":"Sure."},{"startTime":1353.428,"endTime":1355.768,"body":"Um, let me ask you this,"},{"startTime":1353.428,"endTime":1355.768,"body":"do you in the next, and"},{"startTime":1355.768,"endTime":1358.228,"body":"let's just look out the"},{"startTime":1355.768,"endTime":1358.228,"body":"next six months to start."},{"startTime":1358.228,"endTime":1360.838,"body":"Are there any other big"},{"startTime":1358.228,"endTime":1360.838,"body":"purchases you need to make?"},{"startTime":1360.838,"endTime":1363.598,"body":"Like, do you need to replace"},{"startTime":1360.838,"endTime":1363.598,"body":"a family vehicle or do you"},{"startTime":1363.598,"endTime":1367.108,"body":"need to use your credit for"},{"startTime":1363.598,"endTime":1367.108,"body":"anything and in the near future?"},{"startTime":1367.188,"endTime":1367.428,"body":"Sure."},{"startTime":1367.878,"endTime":1370.518,"body":"Uh, no, the car is fine for now."},{"startTime":1370.578,"endTime":1372.048,"body":"They haven't repossessed that."},{"startTime":1372.498,"endTime":1372.828,"body":"Okay."},{"startTime":1372.888,"endTime":1375.648,"body":"And are you making the"},{"startTime":1372.888,"endTime":1375.648,"body":"payments on, on your vehicles"},{"startTime":1375.648,"endTime":1377.688,"body":"and, and that's that's okay."},{"startTime":1378.348,"endTime":1379.518,"body":"I'm about a month behind him."},{"startTime":1379.518,"endTime":1380.148,"body":"A car payment."},{"startTime":1380.778,"endTime":1381.198,"body":"Okay."},{"startTime":1381.678,"endTime":1384.318,"body":"And do you, uh, do you"},{"startTime":1381.678,"endTime":1384.318,"body":"have a way to keep those?"},{"startTime":1384.768,"endTime":1386.658,"body":"Uh, yeah, I'm keeping"},{"startTime":1384.768,"endTime":1386.658,"body":"my car payment current."},{"startTime":1387.108,"endTime":1387.468,"body":"Okay."},{"startTime":1388.158,"endTime":1390.888,"body":"Um, as you can see, we're,"},{"startTime":1388.158,"endTime":1390.888,"body":"we're really worried about"},{"startTime":1390.888,"endTime":1393.768,"body":"your overall situation, but"},{"startTime":1390.888,"endTime":1393.768,"body":"that will bring us back to"},{"startTime":1393.768,"endTime":1397.728,"body":"what is the best thing to do"},{"startTime":1393.768,"endTime":1397.728,"body":"about your living situation."},{"startTime":1397.968,"endTime":1400.938,"body":"So I'll check in with"},{"startTime":1397.968,"endTime":1400.938,"body":"you from time to time,"},{"startTime":1400.938,"endTime":1403.718,"body":"like, based on the kind of"},{"startTime":1400.938,"endTime":1403.718,"body":"questions I've asked so far."},{"startTime":1404.168,"endTime":1404.458,"body":"Yeah."},{"startTime":1404.908,"endTime":1405.268,"body":"Okay."},{"startTime":1405.328,"endTime":1408.778,"body":"So where we are, we"},{"startTime":1405.328,"endTime":1408.778,"body":"try to look at options."},{"startTime":1408.778,"endTime":1411.028,"body":"So for you to stay in the"},{"startTime":1408.778,"endTime":1411.028,"body":"home, we've got to find a way"},{"startTime":1411.028,"endTime":1413.938,"body":"to bring the payments current,"},{"startTime":1411.028,"endTime":1413.938,"body":"because at this point in the"},{"startTime":1413.938,"endTime":1417.478,"body":"next 30 to 45 days, the sheriff"},{"startTime":1413.938,"endTime":1417.478,"body":"could be knocking on your door."},{"startTime":1417.928,"endTime":1419.608,"body":"Have you talked about"},{"startTime":1417.928,"endTime":1419.608,"body":"that with your family?"},{"startTime":1419.608,"endTime":1422.488,"body":"Like, have you really felt"},{"startTime":1419.608,"endTime":1422.488,"body":"that and thought about what"},{"startTime":1422.608,"endTime":1425.728,"body":"the logistically what happens"},{"startTime":1422.608,"endTime":1425.728,"body":"when, when that happens?"},{"startTime":1426.178,"endTime":1429.898,"body":"Honestly, it's been just"},{"startTime":1426.178,"endTime":1429.898,"body":"so stressful now I've just"},{"startTime":1429.898,"endTime":1432.628,"body":"kind of hid under, you know,"},{"startTime":1429.898,"endTime":1432.628,"body":"hidden under the cover,"},{"startTime":1432.628,"endTime":1433.678,"body":"hoping it would go away."},{"startTime":1434.418,"endTime":1437.718,"body":"So the reason I ask this is,"},{"startTime":1434.418,"endTime":1437.718,"body":"uh, unfortunately, you know,"},{"startTime":1437.718,"endTime":1440.988,"body":"we, well, I guess fortunately,"},{"startTime":1437.718,"endTime":1440.988,"body":"because we have an opportunity"},{"startTime":1440.988,"endTime":1443.118,"body":"to have this conversation,"},{"startTime":1440.988,"endTime":1443.118,"body":"we've talked a lot."},{"startTime":1443.118,"endTime":1444.348,"body":"We talked to a lot of folks."},{"startTime":1444.348,"endTime":1447.138,"body":"We try to talk to everybody"},{"startTime":1444.348,"endTime":1447.138,"body":"who's on your situation because"},{"startTime":1447.138,"endTime":1451.248,"body":"we know there's almost always"},{"startTime":1447.138,"endTime":1451.248,"body":"a solution that we can find"},{"startTime":1451.248,"endTime":1454.278,"body":"through years of experience"},{"startTime":1451.248,"endTime":1454.278,"body":"and tons of great relationships"},{"startTime":1454.278,"endTime":1455.658,"body":"with other professionals here."},{"startTime":1455.688,"endTime":1457.428,"body":"We can find a way to"},{"startTime":1455.688,"endTime":1457.428,"body":"help you and we can"},{"startTime":1457.428,"endTime":1458.448,"body":"navigate this with you."},{"startTime":1458.898,"endTime":1461.988,"body":"Um, but a lot of the most common"},{"startTime":1458.898,"endTime":1461.988,"body":"thing I see is people just."},{"startTime":1462.463,"endTime":1463.393,"body":"Don't do anything."},{"startTime":1463.393,"endTime":1465.793,"body":"And that inaction usually"},{"startTime":1463.393,"endTime":1465.793,"body":"results in a much more"},{"startTime":1465.793,"endTime":1467.023,"body":"painful end result."},{"startTime":1467.503,"endTime":1469.753,"body":"And that's the sheriff knocking"},{"startTime":1467.503,"endTime":1469.753,"body":"on the door with a piece of"},{"startTime":1469.753,"endTime":1472.603,"body":"paper in his hand and, you know,"},{"startTime":1469.753,"endTime":1472.603,"body":"family members crying and a"},{"startTime":1472.603,"endTime":1475.063,"body":"panic to figure out where the"},{"startTime":1472.603,"endTime":1475.063,"body":"hell are we sleeping tonight."},{"startTime":1475.573,"endTime":1477.103,"body":"And that comes"},{"startTime":1475.573,"endTime":1477.103,"body":"with embarrassment."},{"startTime":1477.133,"endTime":1481.203,"body":"And, you know, I, I try"},{"startTime":1477.133,"endTime":1481.203,"body":"to, I see my role in, in,"},{"startTime":1481.283,"endTime":1484.123,"body":"in large part of how can I"},{"startTime":1481.283,"endTime":1484.123,"body":"help prevent that because I"},{"startTime":1484.123,"endTime":1485.923,"body":"sure as hell wouldn't want"},{"startTime":1484.123,"endTime":1485.923,"body":"to be in that position."},{"startTime":1485.923,"endTime":1486.193,"body":"Right."},{"startTime":1486.853,"endTime":1491.203,"body":"So do you have family"},{"startTime":1486.853,"endTime":1491.203,"body":"members, do you have suitable"},{"startTime":1491.203,"endTime":1495.133,"body":"housing and other than this,"},{"startTime":1491.203,"endTime":1495.133,"body":"like if you had to move"},{"startTime":1495.133,"endTime":1496.543,"body":"tonight, what would you do?"},{"startTime":1496.563,"endTime":1499.413,"body":"You do either go to a"},{"startTime":1496.563,"endTime":1499.413,"body":"hotel or sleep in my car."},{"startTime":1499.983,"endTime":1500.373,"body":"Okay."},{"startTime":1500.583,"endTime":1503.553,"body":"So neither of those"},{"startTime":1500.583,"endTime":1503.553,"body":"are a good outcome."},{"startTime":1504.003,"endTime":1507.183,"body":"So I like what I'm seeing is"},{"startTime":1504.003,"endTime":1507.183,"body":"we need to find a way for you"},{"startTime":1507.183,"endTime":1510.333,"body":"to stay in the home as long"},{"startTime":1507.183,"endTime":1510.333,"body":"as possible until we can get"},{"startTime":1510.333,"endTime":1513.363,"body":"some income and then we can"},{"startTime":1510.333,"endTime":1513.363,"body":"get you back on your feet and"},{"startTime":1513.363,"endTime":1514.803,"body":"get you into a rental property."},{"startTime":1514.803,"endTime":1516.753,"body":"Are you willing to live"},{"startTime":1514.803,"endTime":1516.753,"body":"in a rental for a while?"},{"startTime":1517.473,"endTime":1517.623,"body":"Yeah."},{"startTime":1518.073,"endTime":1518.403,"body":"Okay."},{"startTime":1518.853,"endTime":1520.683,"body":"Um, so there's a"},{"startTime":1518.853,"endTime":1520.683,"body":"few options here."},{"startTime":1520.803,"endTime":1523.503,"body":"Are you familiar with, do"},{"startTime":1520.803,"endTime":1523.503,"body":"you know if I say short sale?"},{"startTime":1523.503,"endTime":1524.553,"body":"Do you know what that means?"},{"startTime":1525.033,"endTime":1525.603,"body":"No, I don't."},{"startTime":1526.053,"endTime":1529.473,"body":"So a short sale is simply"},{"startTime":1526.053,"endTime":1529.473,"body":"the bank agreeing to take"},{"startTime":1529.473,"endTime":1532.203,"body":"a, an amount short of what"},{"startTime":1529.473,"endTime":1532.203,"body":"you owe on their home."},{"startTime":1532.773,"endTime":1535.113,"body":"So how much is your,"},{"startTime":1532.773,"endTime":1535.113,"body":"what's your balance?"},{"startTime":1535.383,"endTime":1537.093,"body":"The remaining balance"},{"startTime":1535.383,"endTime":1537.093,"body":"on your mortgage."},{"startTime":1537.153,"endTime":1539.493,"body":"And if they've sent you a"},{"startTime":1537.153,"endTime":1539.493,"body":"statement with penalties"},{"startTime":1539.493,"endTime":1542.673,"body":"and, and you know, the actual"},{"startTime":1539.493,"endTime":1542.673,"body":"payoff amount, like, do"},{"startTime":1542.673,"endTime":1544.383,"body":"you know what that number"},{"startTime":1542.673,"endTime":1544.383,"body":"is roughly right now?"},{"startTime":1544.943,"endTime":1548.453,"body":"Nah, I still owe 80"},{"startTime":1544.943,"endTime":1548.453,"body":"about 80 on the house."},{"startTime":1549.173,"endTime":1549.563,"body":"Okay."},{"startTime":1549.923,"endTime":1553.103,"body":"And have you spoken to any other"},{"startTime":1549.923,"endTime":1553.103,"body":"real estate professionals that"},{"startTime":1553.103,"endTime":1555.233,"body":"have given you an indication"},{"startTime":1553.103,"endTime":1555.233,"body":"of what the home was worth?"},{"startTime":1555.593,"endTime":1558.533,"body":"Have you had an appraisal"},{"startTime":1555.593,"endTime":1558.533,"body":"or a BPO or a realtor"},{"startTime":1558.563,"endTime":1559.403,"body":"tell you what it's worth?"},{"startTime":1559.973,"endTime":1560.273,"body":"No."},{"startTime":1560.273,"endTime":1562.463,"body":"I just had a bunch of people"},{"startTime":1560.273,"endTime":1562.463,"body":"calling me and texting me,"},{"startTime":1562.823,"endTime":1564.413,"body":"telling me they want to house."},{"startTime":1564.683,"endTime":1567.173,"body":"Do you think it's worth, if"},{"startTime":1564.683,"endTime":1567.173,"body":"you said all right, I'm okay."},{"startTime":1567.173,"endTime":1568.013,"body":"Selling the house."},{"startTime":1568.043,"endTime":1569.243,"body":"What do you think"},{"startTime":1568.043,"endTime":1569.243,"body":"it's worth today?"},{"startTime":1569.693,"endTime":1572.243,"body":"I mean, I honestly hadn't"},{"startTime":1569.693,"endTime":1572.243,"body":"really thought about it, but"},{"startTime":1572.243,"endTime":1576.563,"body":"I've seen no houses nearby,"},{"startTime":1572.243,"endTime":1576.563,"body":"uh, you know, from, from,"},{"startTime":1576.593,"endTime":1579.773,"body":"from neighbors, no, fixing up"},{"startTime":1576.593,"endTime":1579.773,"body":"their houses and moving, you"},{"startTime":1579.773,"endTime":1584.393,"body":"know, last one I seen him much"},{"startTime":1579.773,"endTime":1584.393,"body":"for about, about 1 50, 1 60."},{"startTime":1585.103,"endTime":1585.523,"body":"Okay."},{"startTime":1585.613,"endTime":1587.293,"body":"So there's a good chance"},{"startTime":1585.613,"endTime":1587.293,"body":"that you have equity."},{"startTime":1587.743,"endTime":1590.833,"body":"I mean, we could be talking"},{"startTime":1587.743,"endTime":1590.833,"body":"about $80,000 in cash to"},{"startTime":1590.833,"endTime":1592.243,"body":"better your situation, right."},{"startTime":1592.693,"endTime":1593.473,"body":"That would be helpful."},{"startTime":1593.923,"endTime":1594.253,"body":"All right."},{"startTime":1594.463,"endTime":1596.143,"body":"Tell me about the"},{"startTime":1594.463,"endTime":1596.143,"body":"condition of the property."},{"startTime":1596.593,"endTime":1601.063,"body":"Um, well, you know, as I said,"},{"startTime":1596.593,"endTime":1601.063,"body":"you know, I'm a pleaser, so."},{"startTime":1601.513,"endTime":1604.183,"body":"When I first got here, you"},{"startTime":1601.513,"endTime":1604.183,"body":"know, the plays, it had nothing,"},{"startTime":1604.303,"endTime":1605.263,"body":"they had nothing at all."},{"startTime":1605.293,"endTime":1608.713,"body":"I completely redid the patio,"},{"startTime":1605.293,"endTime":1608.713,"body":"had some, some contractor"},{"startTime":1608.713,"endTime":1612.103,"body":"buddies of mine and another"},{"startTime":1608.713,"endTime":1612.103,"body":"buddy of mine that, uh, that I"},{"startTime":1612.113,"endTime":1613.573,"body":"worked with as a civil engineer."},{"startTime":1613.573,"endTime":1615.973,"body":"So we completely"},{"startTime":1613.573,"endTime":1615.973,"body":"redid the back patio."},{"startTime":1616.583,"endTime":1619.063,"body":"It was all dirt back there"},{"startTime":1616.583,"endTime":1619.063,"body":"before I got here, but now"},{"startTime":1619.243,"endTime":1620.743,"body":"it's a nice finished patio."},{"startTime":1621.223,"endTime":1625.303,"body":"Uh, I've got, uh, you know,"},{"startTime":1621.223,"endTime":1625.303,"body":"swinging patio glass doors"},{"startTime":1625.303,"endTime":1626.593,"body":"for, you know, for the back."},{"startTime":1627.103,"endTime":1629.293,"body":"Uh, there's two bathrooms."},{"startTime":1629.293,"endTime":1633.133,"body":"I was installed last year,"},{"startTime":1629.293,"endTime":1633.133,"body":"a frameless glass showers,"},{"startTime":1633.163,"endTime":1635.413,"body":"uh, Neo angle, glass showers."},{"startTime":1635.833,"endTime":1638.383,"body":"And, uh, both of, you know,"},{"startTime":1635.833,"endTime":1638.383,"body":"both of the bathrooms,"},{"startTime":1638.923,"endTime":1640.933,"body":"uh, the roof, the roof's."},{"startTime":1640.933,"endTime":1641.653,"body":"Okay."},{"startTime":1642.193,"endTime":1644.413,"body":"Uh, I know that doesn't"},{"startTime":1642.193,"endTime":1644.413,"body":"need to get redone."},{"startTime":1644.413,"endTime":1645.613,"body":"The shingles are fine."},{"startTime":1646.123,"endTime":1651.163,"body":"Um, you know, the electric is,"},{"startTime":1646.123,"endTime":1651.163,"body":"you know, the electric is good."},{"startTime":1651.583,"endTime":1654.193,"body":"It's not, it's not knob"},{"startTime":1651.583,"endTime":1654.193,"body":"and tube or anything crazy."},{"startTime":1654.553,"endTime":1657.343,"body":"Uh, I would say that, you"},{"startTime":1654.553,"endTime":1657.343,"body":"know, by most Anders, the house"},{"startTime":1657.343,"endTime":1658.483,"body":"was in pretty good condition."},{"startTime":1659.218,"endTime":1659.488,"body":"Okay."},{"startTime":1659.578,"endTime":1662.578,"body":"Well, it sounds like, I mean,"},{"startTime":1659.578,"endTime":1662.578,"body":"it'll qualify for FHA VA."},{"startTime":1662.578,"endTime":1665.578,"body":"Like we won't have problems"},{"startTime":1662.578,"endTime":1665.578,"body":"getting financing on the home."},{"startTime":1665.578,"endTime":1666.928,"body":"It's not in terrible condition."},{"startTime":1666.958,"endTime":1669.238,"body":"Sounds like it's in great"},{"startTime":1666.958,"endTime":1669.238,"body":"condition and you've done"},{"startTime":1669.238,"endTime":1671.248,"body":"the right things to actually"},{"startTime":1669.238,"endTime":1671.248,"body":"build equity into it."},{"startTime":1671.458,"endTime":1676.138,"body":"So this is an easier"},{"startTime":1671.458,"endTime":1676.138,"body":"conversation than if you said,"},{"startTime":1676.228,"endTime":1680.518,"body":"you know, Chad, I owe 150 and I"},{"startTime":1676.228,"endTime":1680.518,"body":"think we could sell it for 130."},{"startTime":1680.878,"endTime":1686.308,"body":"Um, so when, when was the last"},{"startTime":1680.878,"endTime":1686.308,"body":"contact you had with the lender?"},{"startTime":1686.428,"endTime":1688.888,"body":"The last letter you got or"},{"startTime":1686.428,"endTime":1688.888,"body":"the last phone conversation?"},{"startTime":1688.888,"endTime":1689.008,"body":"Yeah."},{"startTime":1689.458,"endTime":1692.338,"body":"Uh, about, about"},{"startTime":1689.458,"endTime":1692.338,"body":"four months ago."},{"startTime":1692.788,"endTime":1693.148,"body":"Okay."},{"startTime":1693.718,"endTime":1695.548,"body":"Do you know if they"},{"startTime":1693.718,"endTime":1695.548,"body":"have scheduled an"},{"startTime":1695.548,"endTime":1696.748,"body":"auction date for you?"},{"startTime":1697.198,"endTime":1697.498,"body":"Okay."},{"startTime":1698.188,"endTime":1699.688,"body":"So that's the first"},{"startTime":1698.188,"endTime":1699.688,"body":"thing we need to look at."},{"startTime":1699.748,"endTime":1702.508,"body":"We need to look at the notice"},{"startTime":1699.748,"endTime":1702.508,"body":"of default and actually see,"},{"startTime":1702.738,"endTime":1704.218,"body":"is there an auction scheduled?"},{"startTime":1704.308,"endTime":1706.768,"body":"If there is, that's"},{"startTime":1704.308,"endTime":1706.768,"body":"going to tell us what,"},{"startTime":1706.768,"endTime":1708.388,"body":"how short our fuse is."},{"startTime":1708.988,"endTime":1711.148,"body":"Uh, you're beyond"},{"startTime":1708.988,"endTime":1711.148,"body":"the 90 day mark."},{"startTime":1711.148,"endTime":1713.938,"body":"So in the state of Virginia,"},{"startTime":1711.148,"endTime":1713.938,"body":"they could be, you could be"},{"startTime":1713.938,"endTime":1717.328,"body":"less than 30 days from the"},{"startTime":1713.938,"endTime":1717.328,"body":"sheriff, from the courthouse"},{"startTime":1717.328,"endTime":1719.248,"body":"steps and the sheriff"},{"startTime":1717.328,"endTime":1719.248,"body":"knocking on your door."},{"startTime":1719.698,"endTime":1722.248,"body":"Now I have a bit of a, uh, I."},{"startTime":1722.698,"endTime":1724.468,"body":"Of an emergency button."},{"startTime":1725.098,"endTime":1730.078,"body":"If we need to, I can, I need"},{"startTime":1725.098,"endTime":1730.078,"body":"like, if, if that starts"},{"startTime":1730.078,"endTime":1733.468,"body":"to happen, if, if we run"},{"startTime":1730.078,"endTime":1733.468,"body":"out of time, I might need"},{"startTime":1733.468,"endTime":1734.668,"body":"you to file bankruptcy."},{"startTime":1734.788,"endTime":1736.738,"body":"That doesn't mean you have"},{"startTime":1734.788,"endTime":1736.738,"body":"to take it all the way"},{"startTime":1736.738,"endTime":1739.738,"body":"through to a discharge,"},{"startTime":1736.738,"endTime":1739.738,"body":"but it will absolutely"},{"startTime":1739.738,"endTime":1740.938,"body":"put the brakes on this."},{"startTime":1741.478,"endTime":1744.298,"body":"So if I call you and say,"},{"startTime":1741.478,"endTime":1744.298,"body":"you need to file bankruptcy"},{"startTime":1744.298,"endTime":1747.568,"body":"today, I need you to"},{"startTime":1744.298,"endTime":1747.568,"body":"be mentally prepared,"},{"startTime":1747.598,"endTime":1749.038,"body":"emotionally prepared for that."},{"startTime":1749.608,"endTime":1753.088,"body":"Um, because that's the only way"},{"startTime":1749.608,"endTime":1753.088,"body":"that with absolute certainty, we"},{"startTime":1753.088,"endTime":1754.948,"body":"can stop a sale on its tracks."},{"startTime":1755.398,"endTime":1758.908,"body":"So if, if you were in that"},{"startTime":1755.398,"endTime":1758.908,"body":"situation and it's, it's going"},{"startTime":1758.908,"endTime":1761.488,"body":"to spill over into your, your,"},{"startTime":1758.908,"endTime":1761.488,"body":"you know, your home loan, your"},{"startTime":1761.488,"endTime":1764.398,"body":"car loans, your other things,"},{"startTime":1761.488,"endTime":1764.398,"body":"oh, you don't have to finish it."},{"startTime":1764.488,"endTime":1766.738,"body":"And, um, our bankruptcy"},{"startTime":1764.488,"endTime":1766.738,"body":"attorney can have that"},{"startTime":1766.738,"endTime":1769.168,"body":"conversation with you about,"},{"startTime":1766.738,"endTime":1769.168,"body":"you know, what that means."},{"startTime":1769.708,"endTime":1773.128,"body":"But if, if we've got days"},{"startTime":1769.708,"endTime":1773.128,"body":"that sometimes the tactic we"},{"startTime":1773.128,"endTime":1775.258,"body":"have to use, it's unlikely."},{"startTime":1775.708,"endTime":1779.198,"body":"It's, uh, I like to have a"},{"startTime":1775.708,"endTime":1779.198,"body":"good strategy in place, so"},{"startTime":1779.198,"endTime":1781.868,"body":"we know, you know, I don't"},{"startTime":1779.198,"endTime":1781.868,"body":"call you and just hit you"},{"startTime":1781.868,"endTime":1784.298,"body":"out of the blue and blindside"},{"startTime":1781.868,"endTime":1784.298,"body":"you or something like that."},{"startTime":1784.748,"endTime":1788.528,"body":"Um, the other option is we"},{"startTime":1784.748,"endTime":1788.528,"body":"can transition it like you"},{"startTime":1788.528,"endTime":1790.808,"body":"typically, if there's not"},{"startTime":1788.528,"endTime":1790.808,"body":"equity, we'll try to do a"},{"startTime":1790.808,"endTime":1792.998,"body":"short sale and we can get it."},{"startTime":1793.148,"endTime":1794.378,"body":"We can get that."},{"startTime":1794.828,"endTime":1797.828,"body":"Contract, we can get the"},{"startTime":1794.828,"endTime":1797.828,"body":"short sale paperwork into"},{"startTime":1797.828,"endTime":1800.408,"body":"a division of the bank that"},{"startTime":1797.828,"endTime":1800.408,"body":"moves it out of their special"},{"startTime":1800.408,"endTime":1803.348,"body":"assets division and over to"},{"startTime":1800.408,"endTime":1803.348,"body":"a distressed assets division."},{"startTime":1803.348,"endTime":1805.568,"body":"And it kind of stops the"},{"startTime":1803.348,"endTime":1805.568,"body":"clock on all that stuff."},{"startTime":1805.568,"endTime":1808.058,"body":"So there's ways that we can"},{"startTime":1805.568,"endTime":1808.058,"body":"intervene in that process,"},{"startTime":1808.688,"endTime":1811.058,"body":"ideally in this market"},{"startTime":1808.688,"endTime":1811.058,"body":"condition with your home"},{"startTime":1811.058,"endTime":1815.528,"body":"and, and great condition and"},{"startTime":1811.058,"endTime":1815.528,"body":"such low inventory levels."},{"startTime":1815.528,"endTime":1817.598,"body":"I don't think we're going"},{"startTime":1815.528,"endTime":1817.598,"body":"to have to use those kinds"},{"startTime":1817.598,"endTime":1818.918,"body":"of contingency plans."},{"startTime":1818.948,"endTime":1822.068,"body":"I think our, our primary"},{"startTime":1818.948,"endTime":1822.068,"body":"strategy is beautiful"},{"startTime":1822.068,"endTime":1825.008,"body":"photography, really good"},{"startTime":1822.068,"endTime":1825.008,"body":"marketing, a conventional"},{"startTime":1825.008,"endTime":1830.078,"body":"listing we'll price aggressively"},{"startTime":1825.008,"endTime":1830.078,"body":"low to really get attention"},{"startTime":1830.228,"endTime":1833.168,"body":"and we'll call for offers and"},{"startTime":1830.228,"endTime":1833.168,"body":"sit, sit for seven days and"},{"startTime":1833.168,"endTime":1836.648,"body":"wait and let them sweat and"},{"startTime":1833.168,"endTime":1836.648,"body":"continue to build themselves up."},{"startTime":1836.648,"endTime":1839.048,"body":"So we'll maximize what"},{"startTime":1836.648,"endTime":1839.048,"body":"equity, every bit of equity"},{"startTime":1839.048,"endTime":1839.828,"body":"we can get out of it."},{"startTime":1840.398,"endTime":1841.418,"body":"We'll pick the best one."},{"startTime":1841.568,"endTime":1845.378,"body":"And then we'll know we've got"},{"startTime":1841.568,"endTime":1845.378,"body":"about $80,000 to find you a"},{"startTime":1845.378,"endTime":1847.718,"body":"more suitable, uh, you know,"},{"startTime":1845.378,"endTime":1847.718,"body":"on alternative living such."},{"startTime":1848.168,"endTime":1851.378,"body":"Um, we've got to kind of verify"},{"startTime":1848.168,"endTime":1851.378,"body":"all this and make sure that"},{"startTime":1851.378,"endTime":1854.168,"body":"that's right, but just based on"},{"startTime":1851.378,"endTime":1854.168,"body":"what I know about your situation"},{"startTime":1854.168,"endTime":1856.628,"body":"right now, I think that I think"},{"startTime":1854.168,"endTime":1856.628,"body":"you're going to be okay, man."},{"startTime":1857.078,"endTime":1859.868,"body":"Like I think in the next 30"},{"startTime":1857.078,"endTime":1859.868,"body":"days, we can get you a closing."},{"startTime":1859.898,"endTime":1862.808,"body":"I know that it's not the"},{"startTime":1859.898,"endTime":1862.808,"body":"outcome you really want."},{"startTime":1863.348,"endTime":1865.028,"body":"It's not keeping"},{"startTime":1863.348,"endTime":1865.028,"body":"you in your home."},{"startTime":1865.568,"endTime":1872.168,"body":"Now, if you had a way to, if you"},{"startTime":1865.568,"endTime":1872.168,"body":"had a way to say, Chad, listen,"},{"startTime":1872.168,"endTime":1874.958,"body":"I've got this lump sum of money"},{"startTime":1872.168,"endTime":1874.958,"body":"coming, or no, that I'm going"},{"startTime":1874.958,"endTime":1876.308,"body":"to get this contract at work."},{"startTime":1876.968,"endTime":1879.998,"body":"There, there is one more"},{"startTime":1876.968,"endTime":1879.998,"body":"alternative, like either me or"},{"startTime":1879.998,"endTime":1883.298,"body":"some of, some of the investors"},{"startTime":1879.998,"endTime":1883.298,"body":"I work with, we can actually"},{"startTime":1883.508,"endTime":1886.688,"body":"extend a bridge loan to you,"},{"startTime":1883.508,"endTime":1886.688,"body":"like mezzanine financing to"},{"startTime":1886.688,"endTime":1888.008,"body":"help you get across this."},{"startTime":1888.488,"endTime":1891.098,"body":"So it will be a short term"},{"startTime":1888.488,"endTime":1891.098,"body":"loan and it's a higher interest"},{"startTime":1891.098,"endTime":1892.388,"body":"rate because it's very risky."},{"startTime":1892.898,"endTime":1896.648,"body":"Um, cause we would be taking a"},{"startTime":1892.898,"endTime":1896.648,"body":"second position on, on the deed."},{"startTime":1897.158,"endTime":1899.708,"body":"But I have done that before,"},{"startTime":1897.158,"endTime":1899.708,"body":"too, where I've actually"},{"startTime":1899.708,"endTime":1902.558,"body":"had to, you know, I've had"},{"startTime":1899.708,"endTime":1902.558,"body":"myself or other investors"},{"startTime":1902.558,"endTime":1904.148,"body":"step in and create a bridge."},{"startTime":1904.598,"endTime":1908.588,"body":"So, for example, if you"},{"startTime":1904.598,"endTime":1908.588,"body":"had a life insurance plan"},{"startTime":1908.618,"endTime":1912.908,"body":"with a cash value that you"},{"startTime":1908.618,"endTime":1912.908,"body":"could cash in, then I would"},{"startTime":1912.908,"endTime":1916.388,"body":"basically be comfortable"},{"startTime":1912.908,"endTime":1916.388,"body":"using that as collateral."},{"startTime":1916.448,"endTime":1919.088,"body":"If you made me, you know,"},{"startTime":1916.448,"endTime":1919.088,"body":"you made me the beneficiary"},{"startTime":1919.238,"endTime":1922.238,"body":"beneficiary of that on"},{"startTime":1919.238,"endTime":1922.238,"body":"the promissory note, and"},{"startTime":1922.238,"endTime":1924.488,"body":"then we would go 12 months"},{"startTime":1922.238,"endTime":1924.488,"body":"and then you would pay me"},{"startTime":1924.488,"endTime":1925.718,"body":"back, whatever that was."},{"startTime":1925.718,"endTime":1930.068,"body":"So just like hypothetically,"},{"startTime":1925.718,"endTime":1930.068,"body":"if you were $10,000 in"},{"startTime":1930.068,"endTime":1933.608,"body":"payments, you know, all the,"},{"startTime":1930.068,"endTime":1933.608,"body":"all the, the missed payments,"},{"startTime":1934.118,"endTime":1937.028,"body":"then I would advance you"},{"startTime":1934.118,"endTime":1937.028,"body":"$10,000 on a promissory note."},{"startTime":1937.028,"endTime":1939.998,"body":"That promissory note would you"},{"startTime":1937.028,"endTime":1939.998,"body":"would, your obligation would"},{"startTime":1939.998,"endTime":1943.298,"body":"be to make me the beneficiary"},{"startTime":1939.998,"endTime":1943.298,"body":"on that life insurance policy."},{"startTime":1943.928,"endTime":1946.448,"body":"So there's creative things"},{"startTime":1943.928,"endTime":1946.448,"body":"like that, that we can do to"},{"startTime":1946.448,"endTime":1947.768,"body":"kind of create bridge loans."},{"startTime":1948.328,"endTime":1952.918,"body":"But it requires you to have, uh,"},{"startTime":1948.328,"endTime":1952.918,"body":"uh, you know, to have a solution"},{"startTime":1952.918,"endTime":1954.148,"body":"for that income problem."},{"startTime":1954.628,"endTime":1956.818,"body":"So is there anything like"},{"startTime":1954.628,"endTime":1956.818,"body":"that, that we haven't talked"},{"startTime":1956.818,"endTime":1959.788,"body":"about, that, that, where we"},{"startTime":1956.818,"endTime":1959.788,"body":"might be able to just bridge"},{"startTime":1959.788,"endTime":1963.088,"body":"you and leave you in the"},{"startTime":1959.788,"endTime":1963.088,"body":"home, but you've got, I've"},{"startTime":1963.088,"endTime":1965.638,"body":"got to have certainty that"},{"startTime":1963.088,"endTime":1965.638,"body":"you have the ability to repay."},{"startTime":1966.088,"endTime":1967.978,"body":"Is there anything you can"},{"startTime":1966.088,"endTime":1967.978,"body":"think of and it helped,"},{"startTime":1968.008,"endTime":1971.878,"body":"or any, any ways you could"},{"startTime":1968.008,"endTime":1971.878,"body":"make money, any assets you"},{"startTime":1971.878,"endTime":1975.568,"body":"can still life insurance"},{"startTime":1971.878,"endTime":1975.568,"body":"policies, anything like that."},{"startTime":1975.568,"endTime":1978.448,"body":"So we could have a solution"},{"startTime":1975.568,"endTime":1978.448,"body":"for you to stay where you are."},{"startTime":1978.898,"endTime":1982.288,"body":"No, I don't really have any"},{"startTime":1978.898,"endTime":1982.288,"body":"assets or anything like that."},{"startTime":1982.288,"endTime":1983.128,"body":"Unfortunately."},{"startTime":1983.578,"endTime":1985.408,"body":"Okay, well that's okay."},{"startTime":1985.738,"endTime":1989.038,"body":"Um, as, as I said, there is"},{"startTime":1985.738,"endTime":1989.038,"body":"a strategy that will work."},{"startTime":1989.188,"endTime":1992.428,"body":"Um, the good news is you're in"},{"startTime":1989.188,"endTime":1992.428,"body":"a far better position than most."},{"startTime":1992.608,"endTime":1995.998,"body":"Um, I know it really sucks to"},{"startTime":1992.608,"endTime":1995.998,"body":"move, especially after you've"},{"startTime":1995.998,"endTime":1999.688,"body":"done all that work to the"},{"startTime":1995.998,"endTime":1999.688,"body":"home, but without having you"},{"startTime":1999.688,"endTime":2002.778,"body":"lose, you're losing equity"},{"startTime":1999.688,"endTime":2002.778,"body":"by the day as the penalties"},{"startTime":2002.778,"endTime":2005.538,"body":"rack up, we owe the bank more"},{"startTime":2002.778,"endTime":2005.538,"body":"and more and more, right."},{"startTime":2006.078,"endTime":2008.928,"body":"So the faster we can do"},{"startTime":2006.078,"endTime":2008.928,"body":"this, the better off your"},{"startTime":2008.928,"endTime":2011.868,"body":"family will be and finding"},{"startTime":2008.928,"endTime":2011.868,"body":"your next living situation."},{"startTime":2012.438,"endTime":2015.348,"body":"So what I would like to"},{"startTime":2012.438,"endTime":2015.348,"body":"do is it's, it's only, you"},{"startTime":2015.348,"endTime":2016.938,"body":"know, it's early today."},{"startTime":2016.938,"endTime":2018.438,"body":"I mean, I'm willing"},{"startTime":2016.938,"endTime":2018.438,"body":"to be over there."},{"startTime":2018.988,"endTime":2021.418,"body":"This this afternoon, this"},{"startTime":2018.988,"endTime":2021.418,"body":"evening, if you would like to"},{"startTime":2021.418,"endTime":2025.458,"body":"meet, but what I do want to make"},{"startTime":2021.418,"endTime":2025.458,"body":"sure that, that everyone who's"},{"startTime":2025.458,"endTime":2028.638,"body":"affected by this decision can"},{"startTime":2025.458,"endTime":2028.638,"body":"be present for the conversation."},{"startTime":2029.238,"endTime":2032.328,"body":"So a lot of times we'll sit"},{"startTime":2029.238,"endTime":2032.328,"body":"down with the entire family,"},{"startTime":2032.358,"endTime":2036.228,"body":"even young children, because"},{"startTime":2032.358,"endTime":2036.228,"body":"I like for them to be able"},{"startTime":2036.228,"endTime":2040.368,"body":"to ask me as a new, as a kind"},{"startTime":2036.228,"endTime":2040.368,"body":"of a third party, sometimes"},{"startTime":2040.368,"endTime":2041.598,"body":"it's helpful for the parents."},{"startTime":2041.598,"endTime":2044.118,"body":"If, if the real estate"},{"startTime":2041.598,"endTime":2044.118,"body":"professional answers to"},{"startTime":2044.118,"endTime":2046.698,"body":"hard questions and we may"},{"startTime":2044.118,"endTime":2046.698,"body":"have to play a little bit"},{"startTime":2046.698,"endTime":2048.258,"body":"of good cop bad cop, right?"},{"startTime":2048.738,"endTime":2051.288,"body":"So this is less"},{"startTime":2048.738,"endTime":2051.288,"body":"stressful on your family."},{"startTime":2051.288,"endTime":2051.968,"body":"When you can say."},{"startTime":2052.418,"endTime":2055.538,"body":"It just, that's what"},{"startTime":2052.418,"endTime":2055.538,"body":"Chad said we have to do."},{"startTime":2055.958,"endTime":2058.298,"body":"So then in the child's"},{"startTime":2055.958,"endTime":2058.298,"body":"eyes, you're not taking"},{"startTime":2058.298,"endTime":2059.198,"body":"away their bedroom."},{"startTime":2059.198,"endTime":2061.238,"body":"You're not taking them"},{"startTime":2059.198,"endTime":2061.238,"body":"out of the school system."},{"startTime":2061.778,"endTime":2064.448,"body":"So if it's okay with you, I"},{"startTime":2061.778,"endTime":2064.448,"body":"would like for your whole family"},{"startTime":2064.448,"endTime":2067.328,"body":"to be present when we meet and"},{"startTime":2064.448,"endTime":2067.328,"body":"have the conversation, because"},{"startTime":2067.328,"endTime":2068.678,"body":"everyone will be affected."},{"startTime":2069.188,"endTime":2071.048,"body":"And I don't mind absorbing that."},{"startTime":2071.078,"endTime":2074.048,"body":"Like if, if, if they want"},{"startTime":2071.078,"endTime":2074.048,"body":"to blame me, that's always"},{"startTime":2074.138,"endTime":2075.608,"body":"another way for me to help you."},{"startTime":2076.058,"endTime":2078.998,"body":"So when can we have everybody"},{"startTime":2076.058,"endTime":2078.998,"body":"together in one room for that"},{"startTime":2078.998,"endTime":2080.608,"body":"conversation, we can do it."},{"startTime":2081.058,"endTime":2081.448,"body":"Okay."},{"startTime":2081.988,"endTime":2083.668,"body":"Um, how about seven o'clock?"},{"startTime":2084.298,"endTime":2085.468,"body":"Seven o'clock is perfect."},{"startTime":2085.468,"endTime":2086.158,"body":"That's dinner time."},{"startTime":2086.698,"endTime":2087.058,"body":"Okay."},{"startTime":2087.618,"endTime":2090.768,"body":"Well, in the meantime, what I'm"},{"startTime":2087.618,"endTime":2090.768,"body":"going to do is dig in and do"},{"startTime":2090.768,"endTime":2094.728,"body":"some research on the, the notice"},{"startTime":2090.768,"endTime":2094.728,"body":"of default that you've received,"},{"startTime":2094.728,"endTime":2095.928,"body":"if there is a sale date."},{"startTime":2096.438,"endTime":2100.368,"body":"And also, um, if you could help"},{"startTime":2096.438,"endTime":2100.368,"body":"me by I, you you've you've gave"},{"startTime":2100.368,"endTime":2103.668,"body":"me a good overview of what the"},{"startTime":2100.368,"endTime":2103.668,"body":"home, the condition of the home."},{"startTime":2103.668,"endTime":2105.828,"body":"But if I could ask you a"},{"startTime":2103.668,"endTime":2105.828,"body":"few more questions and then"},{"startTime":2105.828,"endTime":2108.198,"body":"get a little more specific"},{"startTime":2105.828,"endTime":2108.198,"body":"about it, then I'll be"},{"startTime":2108.198,"endTime":2109.368,"body":"able to do better homework."},{"startTime":2109.368,"endTime":2111.978,"body":"So when I get there, I'll"},{"startTime":2109.368,"endTime":2111.978,"body":"be able to tell you here's,"},{"startTime":2112.008,"endTime":2114.078,"body":"here's where I'll place"},{"startTime":2112.008,"endTime":2114.078,"body":"you in the marketplace."},{"startTime":2114.078,"endTime":2116.418,"body":"And, and, you know, to sell"},{"startTime":2114.078,"endTime":2116.418,"body":"this in a week, we should"},{"startTime":2116.418,"endTime":2117.468,"body":"be around this price."},{"startTime":2118.008,"endTime":2119.808,"body":"So then we'll, we'll"},{"startTime":2118.008,"endTime":2119.808,"body":"dig in a little closer."},{"startTime":2119.808,"endTime":2120.618,"body":"So what I'm going to do."},{"startTime":2121.193,"endTime":2123.803,"body":"Quite frankly, a, a bit"},{"startTime":2121.193,"endTime":2123.803,"body":"of a deeper dive than even"},{"startTime":2123.803,"endTime":2124.913,"body":"an appraiser would go."},{"startTime":2125.453,"endTime":2127.883,"body":"And I'll have a market"},{"startTime":2125.453,"endTime":2127.883,"body":"absorption analysis showing"},{"startTime":2127.883,"endTime":2130.123,"body":"you what you could expect,"},{"startTime":2127.883,"endTime":2130.123,"body":"how quickly you could"},{"startTime":2130.123,"endTime":2132.583,"body":"expect to sell and, and"},{"startTime":2130.123,"endTime":2132.583,"body":"each of the price ranges."},{"startTime":2133.243,"endTime":2135.793,"body":"Um, so have you got just"},{"startTime":2133.243,"endTime":2135.793,"body":"another 15 minutes to ask,"},{"startTime":2135.943,"endTime":2137.803,"body":"just to talk about the house."},{"startTime":2137.803,"endTime":2140.473,"body":"I know this has been mainly"},{"startTime":2137.803,"endTime":2140.473,"body":"a people conversation."},{"startTime":2140.473,"endTime":2142.843,"body":"I told you it was going to be"},{"startTime":2140.473,"endTime":2142.843,"body":"different, but now it needs"},{"startTime":2142.843,"endTime":2143.953,"body":"to be a house conversation."},{"startTime":2143.953,"endTime":2146.353,"body":"Cause I think I see the way"},{"startTime":2143.953,"endTime":2146.353,"body":"we're going to get you out."},{"startTime":2146.803,"endTime":2148.993,"body":"Yeah, we've got 15 minutes"},{"startTime":2146.803,"endTime":2148.993,"body":"and we'll break there."},{"startTime":2148.993,"endTime":2150.643,"body":"You guys don't need me"},{"startTime":2148.993,"endTime":2150.643,"body":"to hear it, to hear me"},{"startTime":2150.643,"endTime":2151.993,"body":"interview him about a house."},{"startTime":2153.118,"endTime":2155.923,"body":"So what I did there, I"},{"startTime":2153.118,"endTime":2155.923,"body":"was trying to make you"},{"startTime":2155.923,"endTime":2157.513,"body":"comfortable and let you"},{"startTime":2155.923,"endTime":2157.513,"body":"know that you weren't."},{"startTime":2157.513,"endTime":2160.513,"body":"The only one I was trying to let"},{"startTime":2157.513,"endTime":2160.513,"body":"you come to your own conclusion."},{"startTime":2160.543,"endTime":2162.763,"body":"We found out you"},{"startTime":2160.543,"endTime":2162.763,"body":"had equity and then."},{"startTime":2163.248,"endTime":2166.608,"body":"That the term and the strategy,"},{"startTime":2163.248,"endTime":2166.608,"body":"you're just a conventional sale."},{"startTime":2166.638,"endTime":2168.738,"body":"And we've got to have some"},{"startTime":2166.638,"endTime":2168.738,"body":"contingency plans in there"},{"startTime":2168.738,"endTime":2170.898,"body":"in case the bank pulls a"},{"startTime":2168.738,"endTime":2170.898,"body":"fast one, and that goes"},{"startTime":2170.898,"endTime":2171.828,"body":"to the courthouse steps."},{"startTime":2171.828,"endTime":2175.118,"body":"We gotta be able to stop"},{"startTime":2171.828,"endTime":2175.118,"body":"that.All of that stuff is"},{"startTime":2175.138,"endTime":2177.518,"body":"stuff that I've done in real"},{"startTime":2175.138,"endTime":2177.518,"body":"life, you can do bridge loans."},{"startTime":2177.518,"endTime":2179.898,"body":"You can file bankruptcies"},{"startTime":2177.518,"endTime":2179.898,"body":"and just not take them"},{"startTime":2179.918,"endTime":2180.748,"body":"all the way through."},{"startTime":2181.498,"endTime":2184.058,"body":"You can initiate short sales"},{"startTime":2181.498,"endTime":2184.058,"body":"with an investor offer."},{"startTime":2184.088,"endTime":2187.148,"body":"You can start foreclosure in"},{"startTime":2184.088,"endTime":2187.148,"body":"its tracks in a matter of hours."},{"startTime":2188.123,"endTime":2191.258,"body":"But I also you'll notice"},{"startTime":2188.123,"endTime":2191.258,"body":"in that conversation."},{"startTime":2191.378,"endTime":2195.058,"body":"I, where I was emotionally"},{"startTime":2191.378,"endTime":2195.058,"body":"preparing for those things,"},{"startTime":2195.238,"endTime":2198.428,"body":"are you willing to share"},{"startTime":2195.238,"endTime":2198.428,"body":"personal information with me"},{"startTime":2198.938,"endTime":2201.488,"body":"when the questions get too"},{"startTime":2198.938,"endTime":2201.488,"body":"sensitive, will you be honest"},{"startTime":2201.488,"endTime":2202.718,"body":"and transparent with me?"},{"startTime":2203.228,"endTime":2204.998,"body":"And those things"},{"startTime":2203.228,"endTime":2204.998,"body":"all build trust."},{"startTime":2204.998,"endTime":2207.758,"body":"And they're just little things"},{"startTime":2204.998,"endTime":2207.758,"body":"that I learned picked up over"},{"startTime":2207.758,"endTime":2210.358,"body":"time, but using this approach."},{"startTime":2210.758,"endTime":2214.413,"body":"I got every single notice"},{"startTime":2210.758,"endTime":2214.413,"body":"of default that would engage"},{"startTime":2214.423,"endTime":2220.233,"body":"with me, turned into a deal"},{"startTime":2214.423,"endTime":2220.233,"body":"like it's, you didn't hit"},{"startTime":2220.233,"endTime":2222.543,"body":"me with any objections, but"},{"startTime":2220.233,"endTime":2222.543,"body":"they typically don't either."},{"startTime":2222.903,"endTime":2224.463,"body":"I couldn't, I wanted it to."},{"startTime":2224.913,"endTime":2225.243,"body":"Yeah."},{"startTime":2225.668,"endTime":2230.173,"body":"So it's and if you guys, it"},{"startTime":2225.668,"endTime":2230.173,"body":"may be painful foreveryone"},{"startTime":2230.193,"endTime":2232.063,"body":"listening, that's like,"},{"startTime":2230.193,"endTime":2232.063,"body":"damn, when he just get to"},{"startTime":2232.063,"endTime":2236.313,"body":"the damn point, but that is"},{"startTime":2232.063,"endTime":2236.313,"body":"the point, like slow down."},{"startTime":2236.313,"endTime":2237.963,"body":"This is a people conversation."},{"startTime":2238.083,"endTime":2238.353,"body":"Yeah."},{"startTime":2238.353,"endTime":2242.433,"body":"You get paid to sell houses or"},{"startTime":2238.353,"endTime":2242.433,"body":"buy houses, but when you realize"},{"startTime":2242.463,"endTime":2246.153,"body":"this is a people conversation,"},{"startTime":2242.463,"endTime":2246.153,"body":"the house is the tail end."},{"startTime":2246.153,"endTime":2252.243,"body":"Like I, I talk about houses"},{"startTime":2246.153,"endTime":2252.243,"body":"after I've gotten trust  and act"},{"startTime":2252.243,"endTime":2255.033,"body":"like that the person has taken"},{"startTime":2252.243,"endTime":2255.033,"body":"action and said, yes, please"},{"startTime":2255.033,"endTime":2258.273,"body":"come to my home and sit in front"},{"startTime":2255.033,"endTime":2258.273,"body":"of my kids and say this, okay."},{"startTime":2258.273,"endTime":2261.453,"body":"Now let's talk about the"},{"startTime":2258.273,"endTime":2261.453,"body":"house because before then the"},{"startTime":2261.453,"endTime":2263.163,"body":"house doesn't freaking matter."},{"startTime":2263.703,"endTime":2265.083,"body":"It's the people that matter."},{"startTime":2265.563,"endTime":2267.383,"body":"So that's how I've"},{"startTime":2265.563,"endTime":2267.383,"body":"always approached it."},{"startTime":2268.033,"endTime":2273.023,"body":"I use this in basically"},{"startTime":2268.033,"endTime":2273.023,"body":"every, every list, like,"},{"startTime":2273.023,"endTime":2275.503,"body":"you guys probably see a"},{"startTime":2273.023,"endTime":2275.503,"body":"lot of similarities in"},{"startTime":2275.503,"endTime":2276.553,"body":"how I approach probate."},{"startTime":2277.683,"endTime":2279.993,"body":"But that's how I handle"},{"startTime":2277.683,"endTime":2279.993,"body":"all of the distressed"},{"startTime":2279.993,"endTime":2281.213,"body":"real estate situations."},{"startTime":2281.463,"endTime":2283.353,"body":"That was easily"},{"startTime":2281.463,"endTime":2283.353,"body":"hands down the best."},{"startTime":2283.803,"endTime":2286.813,"body":"I just can't believe"},{"startTime":2283.803,"endTime":2286.813,"body":"I'm spacing this well."},{"startTime":2286.813,"endTime":2288.273,"body":"I'm glad you got"},{"startTime":2286.813,"endTime":2288.273,"body":"value from it, man."},{"startTime":2288.723,"endTime":2289.683,"body":"Thanks as always Man."},{"startTime":2289.833,"endTime":2290.103,"body":"Okay."},{"startTime":2290.103,"endTime":2290.833,"body":"I'll get off the mic."},{"startTime":2291.023,"endTime":2292.293,"body":"Everybody else has questions."},{"startTime":2292.623,"endTime":2294.663,"body":"All right, who's up next?"},{"startTime":2294.933,"endTime":2295.893,"body":"Who's got a question."},{"startTime":2296.013,"endTime":2298.173,"body":"Oh, we got a hand up by mist."},{"startTime":2298.223,"endTime":2298.683,"body":"Hey Eddie."},{"startTime":2299.133,"endTime":2300.093,"body":"You're a you're muted."},{"startTime":2300.093,"endTime":2300.933,"body":"Feel free to jump in."},{"startTime":2301.383,"endTime":2301.803,"body":"There we go."},{"startTime":2302.308,"endTime":2302.678,"body":"Okay."},{"startTime":2303.308,"endTime":2307.443,"body":"I just had this idea this"},{"startTime":2303.308,"endTime":2307.443,"body":"morning and I thought maybe"},{"startTime":2307.443,"endTime":2311.043,"body":"other people, it could be"},{"startTime":2307.443,"endTime":2311.043,"body":"something that whether I did it,"},{"startTime":2311.613,"endTime":2316.833,"body":"so I set it up, but other people"},{"startTime":2311.613,"endTime":2316.833,"body":"could value from it is sending"},{"startTime":2316.833,"endTime":2318.183,"body":"out something that's like."},{"startTime":2318.633,"endTime":2321.243,"body":"Like a pre-made video as"},{"startTime":2318.633,"endTime":2321.243,"body":"part of my letters that"},{"startTime":2321.243,"endTime":2325.573,"body":"says, we're going to have a"},{"startTime":2321.243,"endTime":2325.573,"body":"live video, like a webinar."},{"startTime":2325.773,"endTime":2329.643,"body":"If you're not ready to contact"},{"startTime":2325.773,"endTime":2329.643,"body":"me, if you're not ready to do"},{"startTime":2329.643,"endTime":2334.833,"body":"anything with your house yet,"},{"startTime":2329.643,"endTime":2334.833,"body":"jump on a webinar to learn"},{"startTime":2334.833,"endTime":2337.803,"body":"about what you're going to"},{"startTime":2334.833,"endTime":2337.803,"body":"have to do as the personal"},{"startTime":2337.803,"endTime":2339.223,"body":"representative for the estate."},{"startTime":2339.623,"endTime":2342.753,"body":"Once you get possession"},{"startTime":2339.623,"endTime":2342.753,"body":"of those house or the"},{"startTime":2342.753,"endTime":2344.493,"body":"property or whatever."},{"startTime":2344.893,"endTime":2348.993,"body":"And so have a 15 minute video"},{"startTime":2344.893,"endTime":2348.993,"body":"created talking about the"},{"startTime":2348.993,"endTime":2350.973,"body":"different responsibilities,"},{"startTime":2348.993,"endTime":2350.973,"body":"the options that they can"},{"startTime":2350.973,"endTime":2355.793,"body":"do, selling it on the market,"},{"startTime":2350.973,"endTime":2355.793,"body":"avoiding paying capital gains,"},{"startTime":2356.223,"endTime":2361.823,"body":"whatever it might be, and then"},{"startTime":2356.223,"endTime":2361.823,"body":"have an open Q\u0026A afterwards."},{"startTime":2363.413,"endTime":2368.163,"body":"If they start getting too"},{"startTime":2363.413,"endTime":2368.163,"body":"in depth with questions"},{"startTime":2368.163,"endTime":2371.013,"body":"being like, Hey, that's a"},{"startTime":2368.163,"endTime":2371.013,"body":"little bit more in-depth"},{"startTime":2371.013,"endTime":2372.283,"body":"than what I can answer here."},{"startTime":2372.683,"endTime":2375.993,"body":"Let's schedule a time where"},{"startTime":2372.683,"endTime":2375.993,"body":"we can meet together and"},{"startTime":2375.993,"endTime":2377.703,"body":"kind of go through this one."},{"startTime":2377.703,"endTime":2381.063,"body":"Have you tried this or have you"},{"startTime":2377.703,"endTime":2381.063,"body":"ever had anybody try this and"},{"startTime":2381.243,"endTime":2387.033,"body":"two, what pitfalls do you think"},{"startTime":2381.243,"endTime":2387.033,"body":"that doing that might have?"},{"startTime":2387.033,"endTime":2392.943,"body":"And three, do you think that if"},{"startTime":2387.033,"endTime":2392.943,"body":"I were to make this as like a"},{"startTime":2392.943,"endTime":2395.343,"body":"video thing where other people"},{"startTime":2392.943,"endTime":2395.343,"body":"could do it as part of their"},{"startTime":2395.343,"endTime":2403.593,"body":"marketing, we could just have"},{"startTime":2395.343,"endTime":2403.593,"body":"it be like a once a month thing."},{"startTime":2403.953,"endTime":2406.263,"body":"They would go out to"},{"startTime":2403.953,"endTime":2406.263,"body":"part of the mailings."},{"startTime":2406.713,"endTime":2408.033,"body":"So Rosie isn't here."},{"startTime":2408.033,"endTime":2410.553,"body":"She's part of a beta"},{"startTime":2408.033,"endTime":2410.553,"body":"that I started by."},{"startTime":2411.003,"endTime":2412.503,"body":"Excuse me back in the spring."},{"startTime":2412.773,"endTime":2415.353,"body":"And it was actually a 10"},{"startTime":2412.773,"endTime":2415.353,"body":"touch campaign over 20"},{"startTime":2415.353,"endTime":2417.663,"body":"weeks and it was multimedia."},{"startTime":2417.663,"endTime":2423.183,"body":"So we we laid out basically"},{"startTime":2417.663,"endTime":2423.183,"body":"the 10 most frequently asked"},{"startTime":2423.183,"endTime":2428.932,"body":"questions slash challenges."},{"startTime":2429.316,"endTime":2432.976,"body":"Common behavioral"},{"startTime":2429.316,"endTime":2432.976,"body":"observations and probate."},{"startTime":2433.576,"endTime":2436.636,"body":"So we had 10 titles,"},{"startTime":2433.576,"endTime":2436.636,"body":"basically 10 video titles."},{"startTime":2437.356,"endTime":2440.476,"body":"That was, it was used in"},{"startTime":2437.356,"endTime":2440.476,"body":"three different ways of blog"},{"startTime":2440.506,"endTime":2444.946,"body":"posts with the corresponding"},{"startTime":2440.506,"endTime":2444.946,"body":"title, a YouTube video, and"},{"startTime":2444.946,"endTime":2446.776,"body":"then a direct mail campaign."},{"startTime":2446.806,"endTime":2447.976,"body":"So we had three mediums."},{"startTime":2448.087,"endTime":2452.977,"body":"So we would, we, you like"},{"startTime":2448.087,"endTime":2452.977,"body":"that subject line, why you"},{"startTime":2453.247,"endTime":2455.827,"body":"need an attorney in probate,"},{"startTime":2453.247,"endTime":2455.827,"body":"we'll just say, for example,"},{"startTime":2456.367,"endTime":2457.537,"body":"would be week number one."},{"startTime":2457.927,"endTime":2462.577,"body":"So that gets you make a li"},{"startTime":2457.927,"endTime":2462.577,"body":"a long form blog posts, like"},{"startTime":2462.577,"endTime":2465.817,"body":"right, as, as much as you can to"},{"startTime":2462.577,"endTime":2465.817,"body":"get at the index and make Google"},{"startTime":2465.817,"endTime":2467.368,"body":"happy you make a YouTube video."},{"startTime":2467.968,"endTime":2471.738,"body":"YouTube video embedded"},{"startTime":2467.968,"endTime":2471.738,"body":"you add the copy to word,"},{"startTime":2471.738,"endTime":2474.678,"body":"press, and you publish you."},{"startTime":2474.738,"endTime":2477.498,"body":"Then take a screenshot"},{"startTime":2474.738,"endTime":2477.498,"body":"of the YouTube video."},{"startTime":2477.888,"endTime":2482.418,"body":"Set that up on a postcard"},{"startTime":2477.888,"endTime":2482.418,"body":"with the same headline and"},{"startTime":2482.478,"endTime":2484.288,"body":"fired off to your list."},{"startTime":2484.488,"endTime":2487.518,"body":"You then go to Facebook,"},{"startTime":2484.488,"endTime":2487.518,"body":"pull your list into a custom"},{"startTime":2487.518,"endTime":2492.558,"body":"audience, run an ad, a"},{"startTime":2487.518,"endTime":2492.558,"body":"video ad with the video and"},{"startTime":2492.558,"endTime":2493.338,"body":"the copy that you write."},{"startTime":2493.813,"endTime":2496.938,"body":"So you're using the exact"},{"startTime":2493.813,"endTime":2496.938,"body":"same subject line, the exact"},{"startTime":2496.938,"endTime":2499.788,"body":"same content, but you're"},{"startTime":2496.938,"endTime":2499.788,"body":"getting surface area across"},{"startTime":2499.788,"endTime":2500.568,"body":"three different mediums."},{"startTime":2500.568,"endTime":2501.468,"body":"You're in their mailbox."},{"startTime":2501.918,"endTime":2503.178,"body":"And the email was"},{"startTime":2501.918,"endTime":2503.178,"body":"the other part."},{"startTime":2503.628,"endTime":2505.668,"body":"So you're in their mailbox,"},{"startTime":2503.628,"endTime":2505.668,"body":"you're in their inbox."},{"startTime":2505.728,"endTime":2508.878,"body":"You're in there, they're"},{"startTime":2505.728,"endTime":2508.878,"body":"like YouTube feed, but you're"},{"startTime":2508.878,"endTime":2511.068,"body":"also on, on social media."},{"startTime":2511.068,"endTime":2514.398,"body":"You're paying to present"},{"startTime":2511.068,"endTime":2514.398,"body":"that to them and we get it"},{"startTime":2514.398,"endTime":2517.338,"body":"done for, Pennix like to get"},{"startTime":2514.398,"endTime":2517.338,"body":"a video watch as Benny's,"},{"startTime":2517.613,"endTime":2519.203,"body":"that is still in progress."},{"startTime":2519.503,"endTime":2522.143,"body":"And as with a lot of things"},{"startTime":2519.503,"endTime":2522.143,"body":"like this that are new,"},{"startTime":2522.143,"endTime":2525.323,"body":"that really complex, it's"},{"startTime":2522.143,"endTime":2525.323,"body":"just people get busy."},{"startTime":2525.323,"endTime":2528.863,"body":"We, so grant who is also not"},{"startTime":2525.323,"endTime":2528.863,"body":"here today, he's part of that."},{"startTime":2529.283,"endTime":2532.609,"body":"And Rosie, as part of that they"},{"startTime":2529.283,"endTime":2532.609,"body":"have found success with it,"},{"startTime":2533.189,"endTime":2538.859,"body":"but the way I laid it out was"},{"startTime":2533.189,"endTime":2538.859,"body":"10 touches over three days."},{"startTime":2539.349,"endTime":2543.249,"body":"Like one touch gets scaled up"},{"startTime":2539.349,"endTime":2543.249,"body":"to three different jobs and then"},{"startTime":2543.249,"endTime":2544.569,"body":"every two weeks had to repeat."},{"startTime":2544.599,"endTime":2547.209,"body":"So what I found there,"},{"startTime":2544.599,"endTime":2547.209,"body":"it was overwhelming."},{"startTime":2547.189,"endTime":2548.204,"body":"It doesn't scale."},{"startTime":2548.204,"endTime":2551.024,"body":"Well, the idea was to get"},{"startTime":2548.204,"endTime":2551.024,"body":"it to a point where I would"},{"startTime":2551.024,"endTime":2554.924,"body":"just provide it to you"},{"startTime":2551.024,"endTime":2554.924,"body":"as a vetted out solution."},{"startTime":2555.374,"endTime":2558.014,"body":"So I give you basically,"},{"startTime":2555.374,"endTime":2558.014,"body":"you go make these videos"},{"startTime":2558.104,"endTime":2559.274,"body":"and we will do the rest."},{"startTime":2559.312,"endTime":2562.28,"body":"It is it's challenging"},{"startTime":2559.312,"endTime":2562.28,"body":"because it's complex."},{"startTime":2562.28,"endTime":2565.01,"body":"It's very different and it"},{"startTime":2562.28,"endTime":2565.01,"body":"did prove to be effective"},{"startTime":2565.01,"endTime":2568.94,"body":"quickly, but I don't know"},{"startTime":2565.01,"endTime":2568.94,"body":"that it gets too complicated."},{"startTime":2569.06,"endTime":2570.92,"body":"The reason that I told"},{"startTime":2569.06,"endTime":2570.92,"body":"you all of that is because"},{"startTime":2570.92,"endTime":2572.09,"body":"it's, this is easy."},{"startTime":2572.09,"endTime":2575.565,"body":"It's easy to over-complicate"},{"startTime":2572.09,"endTime":2575.565,"body":"this, along this, in the same"},{"startTime":2575.565,"endTime":2577.845,"body":"vein and back to what we were"},{"startTime":2575.565,"endTime":2577.845,"body":"talking about before with"},{"startTime":2577.845,"endTime":2580.715,"body":"short sales, right foreclosure,"},{"startTime":2577.845,"endTime":2580.715,"body":"one of the best things I ever"},{"startTime":2580.715,"endTime":2584.585,"body":"did, it was the very first"},{"startTime":2580.715,"endTime":2584.585,"body":"time I ever set up a sidebar"},{"startTime":2584.765,"endTime":2586.565,"body":"video studio and set up video."},{"startTime":2586.595,"endTime":2589.265,"body":"This was in 2000 early, 2012."},{"startTime":2589.925,"endTime":2590.615,"body":"After I had that."},{"startTime":2591.13,"endTime":2592.6,"body":"That first short sale deal."},{"startTime":2592.6,"endTime":2593.65,"body":"I'm like, holy crap."},{"startTime":2594.22,"endTime":2596.53,"body":"I just keep having the same"},{"startTime":2594.22,"endTime":2596.53,"body":"conversation over and over."},{"startTime":2597.13,"endTime":2599.68,"body":"So I just built my"},{"startTime":2597.13,"endTime":2599.68,"body":"first WordPress site."},{"startTime":2599.95,"endTime":2602.65,"body":"I sat down and I made a"},{"startTime":2599.95,"endTime":2602.65,"body":"series of videos and I"},{"startTime":2602.65,"endTime":2604.66,"body":"said, all right, what are"},{"startTime":2602.65,"endTime":2604.66,"body":"these sellers asking me?"},{"startTime":2604.84,"endTime":2605.95,"body":"What are their concerns?"},{"startTime":2605.95,"endTime":2607.72,"body":"What are the, what is"},{"startTime":2605.95,"endTime":2607.72,"body":"their emotional state?"},{"startTime":2608.17,"endTime":2608.8,"body":"And how can I."},{"startTime":2609.25,"endTime":2614.11,"body":"Prevent, how can I get build"},{"startTime":2609.25,"endTime":2614.11,"body":"trust, but also quit having the"},{"startTime":2614.11,"endTime":2615.67,"body":"same conversation over and over."},{"startTime":2616.18,"endTime":2620.17,"body":"So I sat down and I made us"},{"startTime":2616.18,"endTime":2620.17,"body":"a list of questions or things"},{"startTime":2620.17,"endTime":2622.48,"body":"like things that needed to be"},{"startTime":2620.17,"endTime":2622.48,"body":"addressed, like how a short"},{"startTime":2622.48,"endTime":2623.71,"body":"sell affect my credit score."},{"startTime":2623.8,"endTime":2624.91,"body":"What is a short sale?"},{"startTime":2625.3,"endTime":2628.852,"body":"What happens if I don't"},{"startTime":2625.3,"endTime":2628.852,"body":"do anything what, you"},{"startTime":2628.852,"endTime":2631.072,"body":"know, how quickly, how"},{"startTime":2628.852,"endTime":2631.072,"body":"does the foreclosure"},{"startTime":2631.072,"endTime":2632.512,"body":"process work in Virginia?"},{"startTime":2633.202,"endTime":2636.502,"body":"But all it did was, was"},{"startTime":2633.202,"endTime":2636.502,"body":"put up one page and it"},{"startTime":2636.502,"endTime":2637.852,"body":"was a super long page."},{"startTime":2638.092,"endTime":2640.882,"body":"That was a very, very bad"},{"startTime":2638.092,"endTime":2640.882,"body":"WordPress designer at the time."},{"startTime":2640.882,"endTime":2642.772,"body":"But this worked"},{"startTime":2640.882,"endTime":2642.772,"body":"really, really well."},{"startTime":2643.492,"endTime":2644.662,"body":"I would have the question."},{"startTime":2645.302,"endTime":2648.812,"body":"The video and then a written"},{"startTime":2645.302,"endTime":2648.812,"body":"answer that course, that matched"},{"startTime":2648.812,"endTime":2651.632,"body":"what the video said, and then"},{"startTime":2648.812,"endTime":2651.632,"body":"it would go to the next one."},{"startTime":2651.632,"endTime":2653.852,"body":"And they were in kind of"},{"startTime":2651.632,"endTime":2653.852,"body":"a progressive fashion."},{"startTime":2654.332,"endTime":2658.894,"body":"I think there were 19 videos on"},{"startTime":2654.332,"endTime":2658.894,"body":"one page and I would literally"},{"startTime":2658.894,"endTime":2661.954,"body":"have people, I would drop"},{"startTime":2658.894,"endTime":2661.954,"body":"a link on Craigslist and I"},{"startTime":2661.954,"endTime":2665.854,"body":"would literally have bring the"},{"startTime":2661.954,"endTime":2665.854,"body":"fucking paperwork calls because"},{"startTime":2665.854,"endTime":2668.764,"body":"people would watch those videos"},{"startTime":2665.854,"endTime":2668.764,"body":"and they would, they would"},{"startTime":2668.764,"endTime":2671.884,"body":"realize I wasn't the typical"},{"startTime":2668.764,"endTime":2671.884,"body":"real estate professional."},{"startTime":2671.884,"endTime":2674.494,"body":"I had more than one"},{"startTime":2671.884,"endTime":2674.494,"body":"solution and I had their"},{"startTime":2674.494,"endTime":2675.694,"body":"best interest in mind."},{"startTime":2675.754,"endTime":2678.634,"body":"And I literally would get"},{"startTime":2675.754,"endTime":2678.634,"body":"emails and phone calls with"},{"startTime":2678.634,"endTime":2681.424,"body":"people saying, please, please"},{"startTime":2678.634,"endTime":2681.424,"body":"just bring paperwork and get"},{"startTime":2681.424,"endTime":2682.564,"body":"us out of this situation."},{"startTime":2682.789,"endTime":2686.689,"body":"To simplify that is, it could"},{"startTime":2682.789,"endTime":2686.689,"body":"be as simple as you put up"},{"startTime":2686.719,"endTime":2691.939,"body":"a, an FAQ page with a series"},{"startTime":2686.719,"endTime":2691.939,"body":"of the most common questions"},{"startTime":2691.939,"endTime":2696.899,"body":"you would like to be at to"},{"startTime":2691.939,"endTime":2696.899,"body":"be asked cause you're not"},{"startTime":2696.899,"endTime":2698.569,"body":"getting the engagement."},{"startTime":2699.049,"endTime":2701.119,"body":"So maybe like those questions."},{"startTime":2701.119,"endTime":2703.669,"body":"If I could only talk to them,"},{"startTime":2701.119,"endTime":2703.669,"body":"I would want them to ask me"},{"startTime":2703.669,"endTime":2706.159,"body":"this question might be the"},{"startTime":2703.669,"endTime":2706.159,"body":"mindset that you lead into"},{"startTime":2706.159,"endTime":2712.198,"body":"the exercise and just make a"},{"startTime":2706.159,"endTime":2712.198,"body":"page or pages of probate FAQ."},{"startTime":2712.768,"endTime":2714.718,"body":"And you can have,"},{"startTime":2712.768,"endTime":2714.718,"body":"what is your domain?"},{"startTime":2714.868,"endTime":2715.378,"body":"Do you have one?"},{"startTime":2716.058,"endTime":2718.158,"body":"Yeah, mine's Kansas"},{"startTime":2716.058,"endTime":2718.158,"body":"city legacy properties."},{"startTime":2718.608,"endTime":2718.938,"body":"Okay."},{"startTime":2718.968,"endTime":2720.588,"body":"So that's too long"},{"startTime":2718.968,"endTime":2720.588,"body":"for directions, KC"},{"startTime":2721.128,"endTime":2722.238,"body":"legacy properties."},{"startTime":2722.748,"endTime":2727.968,"body":"So go out there and buy"},{"startTime":2722.748,"endTime":2727.968,"body":"a KC probate for 100."},{"startTime":2728.418,"endTime":2728.838,"body":"Okay."},{"startTime":2729.288,"endTime":2733.848,"body":"So most people associate 4, 1,"},{"startTime":2729.288,"endTime":2733.848,"body":"1 with more information, right?"},{"startTime":2734.178,"endTime":2734.508,"body":"Yeah."},{"startTime":2734.958,"endTime":2739.068,"body":"So, or you could do Casey"},{"startTime":2734.958,"endTime":2739.068,"body":"probate, FAQ something."},{"startTime":2739.068,"endTime":2741.228,"body":"That's easy to"},{"startTime":2739.068,"endTime":2741.228,"body":"type from a phone."},{"startTime":2741.228,"endTime":2745.458,"body":"If you're 79 years old and"},{"startTime":2741.228,"endTime":2745.458,"body":"have vision issues and you're"},{"startTime":2745.518,"endTime":2747.828,"body":"on, and you get a postcard in"},{"startTime":2745.518,"endTime":2747.828,"body":"the mailbox, think of that."},{"startTime":2747.828,"endTime":2748.128,"body":"Right?"},{"startTime":2748.428,"endTime":2749.058,"body":"Who is that?"},{"startTime":2749.088,"endTime":2750.738,"body":"Who is actually,"},{"startTime":2749.088,"endTime":2750.738,"body":"who is your traffic?"},{"startTime":2751.458,"endTime":2752.958,"body":"So make it an easy domain."},{"startTime":2752.958,"endTime":2756.678,"body":"Just create a, you can put the"},{"startTime":2752.958,"endTime":2756.678,"body":"page on your domain name, buy"},{"startTime":2756.678,"endTime":2758.098,"body":"that domain and just read it."},{"startTime":2758.548,"endTime":2761.428,"body":"So just, just as soon as"},{"startTime":2758.548,"endTime":2761.428,"body":"traffic hits, it just pushes"},{"startTime":2761.428,"endTime":2766.438,"body":"to your main domain forward"},{"startTime":2761.428,"endTime":2766.438,"body":"slash fake probate FAQ, but"},{"startTime":2766.468,"endTime":2769.798,"body":"build that probate FAQ page,"},{"startTime":2766.468,"endTime":2769.798,"body":"drop that in the PS line of"},{"startTime":2769.798,"endTime":2772.858,"body":"every letter you send, drop it"},{"startTime":2769.798,"endTime":2772.858,"body":"in postcards, put it in social"},{"startTime":2772.858,"endTime":2776.518,"body":"media, whatever it is, but"},{"startTime":2772.858,"endTime":2776.518,"body":"that's a much simpler version"},{"startTime":2776.608,"endTime":2778.408,"body":"of what I was talking about."},{"startTime":2778.858,"endTime":2780.898,"body":"And I've had really"},{"startTime":2778.858,"endTime":2780.898,"body":"good success with that."},{"startTime":2781.528,"endTime":2781.588,"body":"Yeah."},{"startTime":2782.193,"endTime":2785.193,"body":"To go back to another"},{"startTime":2782.193,"endTime":2785.193,"body":"level of complication."},{"startTime":2785.193,"endTime":2787.923,"body":"But one that I don't believe"},{"startTime":2785.193,"endTime":2787.923,"body":"is overly complicated."},{"startTime":2788.283,"endTime":2791.283,"body":"I've recently started"},{"startTime":2788.283,"endTime":2791.283,"body":"coaching and we're having"},{"startTime":2791.283,"endTime":2794.883,"body":"good success building"},{"startTime":2791.283,"endTime":2794.883,"body":"community groups and Facebook."},{"startTime":2795.063,"endTime":2799.173,"body":"So if you send them a postcard,"},{"startTime":2795.063,"endTime":2799.173,"body":"instead of saying, you"},{"startTime":2799.173,"endTime":2801.513,"body":"know, I'm, I'm real estate"},{"startTime":2799.173,"endTime":2801.513,"body":"professional, this and that,"},{"startTime":2801.543,"endTime":2804.723,"body":"these solutions, what if it's"},{"startTime":2801.543,"endTime":2804.723,"body":"a simple postcard, there's a"},{"startTime":2804.723,"endTime":2808.743,"body":"social enterprise right here in"},{"startTime":2804.723,"endTime":2808.743,"body":"Kansas city that helps families"},{"startTime":2808.743,"endTime":2810.693,"body":"going through life transitions."},{"startTime":2810.783,"endTime":2812.853,"body":"We've noticed you're"},{"startTime":2810.783,"endTime":2812.853,"body":"currently and, you know,"},{"startTime":2812.893,"endTime":2815.403,"body":"been appointed as a personal"},{"startTime":2812.893,"endTime":2815.403,"body":"representative of an estate."},{"startTime":2815.943,"endTime":2818.043,"body":"We'd like to invite you"},{"startTime":2815.943,"endTime":2818.043,"body":"to a live zoom call."},{"startTime":2818.623,"endTime":2822.823,"body":"Every Wednesday night with me"},{"startTime":2818.623,"endTime":2822.823,"body":"and the professional vendors"},{"startTime":2822.823,"endTime":2826.213,"body":"that we have vetted to help"},{"startTime":2822.823,"endTime":2826.213,"body":"the families we serve every"},{"speaker":"Wednesday night at 8","startTime":2826.213,"endTime":2827.473,"body":"00 PM."},{"speaker":"Wednesday night at 8","startTime":2827.473,"endTime":2831.043,"body":"You show up and you"},{"speaker":"Wednesday night at 8","startTime":2827.473,"endTime":2831.043,"body":"transparently put"},{"speaker":"Wednesday night at 8","startTime":2831.043,"endTime":2832.153,"body":"yourself out there."},{"speaker":"Wednesday night at 8","startTime":2832.133,"endTime":2835.061,"body":"Along with your estate planning,"},{"speaker":"Wednesday night at 8","startTime":2832.133,"endTime":2835.061,"body":"attorney, your registered"},{"speaker":"Wednesday night at 8","startTime":2835.061,"endTime":2839.141,"body":"investment advisor, your seat,"},{"speaker":"Wednesday night at 8","startTime":2835.061,"endTime":2839.141,"body":"CPAs, whoever it is from your"},{"speaker":"Wednesday night at 8","startTime":2839.141,"endTime":2840.091,"body":"team that you want to have."},{"speaker":"Wednesday night at 8","startTime":2840.646,"endTime":2844.486,"body":"Now you could do it where it's"},{"speaker":"Wednesday night at 8","startTime":2840.646,"endTime":2844.486,"body":"not in a live format where it's"},{"speaker":"Wednesday night at 8","startTime":2844.486,"endTime":2848.146,"body":"as a webinar and they can, you"},{"speaker":"Wednesday night at 8","startTime":2844.486,"endTime":2848.146,"body":"know, they can ask questions"},{"speaker":"Wednesday night at 8","startTime":2848.146,"endTime":2851.416,"body":"and criticize you or whatever"},{"speaker":"Wednesday night at 8","startTime":2848.146,"endTime":2851.416,"body":"it might be, where you're not"},{"speaker":"Wednesday night at 8","startTime":2851.416,"endTime":2854.446,"body":"getting, it's not like this"},{"speaker":"Wednesday night at 8","startTime":2851.416,"endTime":2854.446,"body":"format where if you call me an"},{"speaker":"Wednesday night at 8","startTime":2854.446,"endTime":2856.216,"body":"asshole, I can't edit that out."},{"speaker":"Wednesday night at 8","startTime":2856.216,"endTime":2856.996,"body":"Everybody heard it."},{"speaker":"Wednesday night at 8","startTime":2856.996,"endTime":2857.266,"body":"Right."},{"speaker":"Wednesday night at 8","startTime":2857.541,"endTime":2860.421,"body":"But if you do it as a webinar"},{"speaker":"Wednesday night at 8","startTime":2857.541,"endTime":2860.421,"body":"format, you can con you"},{"speaker":"Wednesday night at 8","startTime":2860.421,"endTime":2861.771,"body":"have more control over that."},{"speaker":"Wednesday night at 8","startTime":2862.161,"endTime":2865.101,"body":"So maybe you just feature a"},{"speaker":"Wednesday night at 8","startTime":2862.161,"endTime":2865.101,"body":"conversation with each of your"},{"speaker":"Wednesday night at 8","startTime":2865.101,"endTime":2869.031,"body":"vendors each Wednesday night"},{"speaker":"Wednesday night at 8","startTime":2865.101,"endTime":2869.031,"body":"at eight, and you archive that"},{"speaker":"Wednesday night at 8","startTime":2869.071,"endTime":2874.521,"body":"like where you would point them"},{"speaker":"Wednesday night at 8","startTime":2869.071,"endTime":2874.521,"body":"to, you know, register at Kansas"},{"speaker":"Wednesday night at 8","startTime":2874.521,"endTime":2877.251,"body":"city probate four, one, one.com."},{"speaker":"Wednesday night at 8","startTime":2877.461,"endTime":2879.981,"body":"They can register for"},{"speaker":"Wednesday night at 8","startTime":2877.461,"endTime":2879.981,"body":"the, the recurring and"},{"speaker":"Wednesday night at 8","startTime":2879.981,"endTime":2881.061,"body":"make sure it's recurring."},{"speaker":"Wednesday night at 8","startTime":2881.061,"endTime":2883.881,"body":"So you're not always having"},{"speaker":"Wednesday night at 8","startTime":2881.061,"endTime":2883.881,"body":"to manage unique zoom, zoom"},{"speaker":"Wednesday night at 8","startTime":2883.881,"endTime":2886.551,"body":"links, but they're, they can"},{"speaker":"Wednesday night at 8","startTime":2883.881,"endTime":2886.551,"body":"register and they can see"},{"speaker":"Wednesday night at 8","startTime":2886.551,"endTime":2889.851,"body":"all the past calls and you'll"},{"speaker":"Wednesday night at 8","startTime":2886.551,"endTime":2889.851,"body":"start to build this archive."},{"speaker":"Wednesday night at 8","startTime":2890.356,"endTime":2893.386,"body":"And by putting it in your"},{"speaker":"Wednesday night at 8","startTime":2890.356,"endTime":2893.386,"body":"marketing or by putting it"},{"speaker":"Wednesday night at 8","startTime":2893.386,"endTime":2896.206,"body":"all on the same page, your"},{"speaker":"Wednesday night at 8","startTime":2893.386,"endTime":2896.206,"body":"marketing will say, Hey, go"},{"speaker":"Wednesday night at 8","startTime":2896.206,"endTime":2897.826,"body":"here to register for this."},{"speaker":"Wednesday night at 8","startTime":2898.276,"endTime":2901.996,"body":"Once they get there, they'll see"},{"speaker":"Wednesday night at 8","startTime":2898.276,"endTime":2901.996,"body":"the 10 weeks worth of content"},{"speaker":"Wednesday night at 8","startTime":2902.026,"endTime":2902.986,"body":"that you've already done."},{"speaker":"Wednesday night at 8","startTime":2903.496,"endTime":2906.766,"body":"And that becomes basically,"},{"speaker":"Wednesday night at 8","startTime":2903.496,"endTime":2906.766,"body":"or, you know, it's more robust"},{"speaker":"Wednesday night at 8","startTime":2906.766,"endTime":2910.906,"body":"than an FAQ page, but you'll"},{"speaker":"Wednesday night at 8","startTime":2906.766,"endTime":2910.906,"body":"have a conversation like the"},{"speaker":"Wednesday night at 8","startTime":2910.906,"endTime":2915.166,"body":"gentleman that's doing it now in"},{"speaker":"Wednesday night at 8","startTime":2910.906,"endTime":2915.166,"body":"the Phoenix market, he has a, a"},{"speaker":"Wednesday night at 8","startTime":2915.166,"endTime":2920.113,"body":"social worker a grief counselor,"},{"speaker":"Wednesday night at 8","startTime":2915.166,"endTime":2920.113,"body":"a probate attorney, our state"},{"speaker":"Wednesday night at 8","startTime":2920.113,"endTime":2923.083,"body":"planning attorney, like he's"},{"speaker":"Wednesday night at 8","startTime":2920.113,"endTime":2923.083,"body":"just taking, highlighting those"},{"speaker":"Wednesday night at 8","startTime":2923.083,"endTime":2926.263,"body":"professionals and having those,"},{"speaker":"Wednesday night at 8","startTime":2923.083,"endTime":2926.263,"body":"those transparent conversations"},{"speaker":"Wednesday night at 8","startTime":2926.803,"endTime":2928.273,"body":"and then archiving those."},{"speaker":"Wednesday night at 8","startTime":2928.273,"endTime":2930.673,"body":"And then they get uploaded"},{"speaker":"Wednesday night at 8","startTime":2928.273,"endTime":2930.673,"body":"to YouTube and Facebook net."},{"speaker":"Wednesday night at 8","startTime":2931.258,"endTime":2934.258,"body":"Then they get embedded onto the,"},{"speaker":"Wednesday night at 8","startTime":2931.258,"endTime":2934.258,"body":"onto the site and do a post."},{"speaker":"Wednesday night at 8","startTime":2934.483,"endTime":2937.723,"body":"So I think that something like"},{"speaker":"Wednesday night at 8","startTime":2934.483,"endTime":2937.723,"body":"that is it's something it's"},{"speaker":"Wednesday night at 8","startTime":2937.723,"endTime":2939.223,"body":"work that nobody else is doing."},{"speaker":"Wednesday night at 8","startTime":2939.703,"endTime":2942.883,"body":"So if you can build a"},{"speaker":"Wednesday night at 8","startTime":2939.703,"endTime":2942.883,"body":"Kansas city, Kansas city,"},{"speaker":"Wednesday night at 8","startTime":2942.883,"endTime":2946.512,"body":"life transitions, Facebook"},{"speaker":"Wednesday night at 8","startTime":2942.883,"endTime":2946.512,"body":"community eventually you can"},{"speaker":"Wednesday night at 8","startTime":2946.572,"endTime":2947.832,"body":"invite divorce attorneys."},{"speaker":"Wednesday night at 8","startTime":2947.832,"endTime":2950.202,"body":"You can, you can, you know,"},{"speaker":"Wednesday night at 8","startTime":2947.832,"endTime":2950.202,"body":"serve families who are going"},{"speaker":"Wednesday night at 8","startTime":2950.202,"endTime":2952.302,"body":"through divorce, looking"},{"speaker":"Wednesday night at 8","startTime":2950.202,"endTime":2952.302,"body":"for real estate solutions."},{"speaker":"Wednesday night at 8","startTime":2952.302,"endTime":2954.612,"body":"You can talk about probate"},{"speaker":"Wednesday night at 8","startTime":2952.302,"endTime":2954.612,"body":"trust administration."},{"speaker":"Wednesday night at 8","startTime":2954.837,"endTime":2956.787,"body":"So it scales right as my point."},{"speaker":"Wednesday night at 8","startTime":2956.787,"endTime":2958.707,"body":"And it's also not"},{"speaker":"Wednesday night at 8","startTime":2956.787,"endTime":2958.707,"body":"that complicated."},{"speaker":"Wednesday night at 8","startTime":2958.737,"endTime":2962.427,"body":"It's a great reason for you"},{"speaker":"Wednesday night at 8","startTime":2958.737,"endTime":2962.427,"body":"to extend your vendor network."},{"speaker":"Wednesday night at 8","startTime":2962.937,"endTime":2965.427,"body":"If you say, listen, I've built"},{"speaker":"Wednesday night at 8","startTime":2962.937,"endTime":2965.427,"body":"this group, I'd like to make"},{"speaker":"Wednesday night at 8","startTime":2965.427,"endTime":2968.097,"body":"you an admin of the group so"},{"speaker":"Wednesday night at 8","startTime":2965.427,"endTime":2968.097,"body":"you can grow your business."},{"speaker":"Wednesday night at 8","startTime":2968.146,"endTime":2969.238,"body":"Would you like to be part of it?"},{"speaker":"Wednesday night at 8","startTime":2969.598,"endTime":2971.968,"body":"Well, now you have a reason to"},{"speaker":"Wednesday night at 8","startTime":2969.598,"endTime":2971.968,"body":"talk to that probate attorney"},{"speaker":"Wednesday night at 8","startTime":2971.968,"endTime":2973.108,"body":"over and over and over, right?"},{"speaker":"Wednesday night at 8","startTime":2973.558,"endTime":2976.378,"body":"You, you see him every"},{"speaker":"Wednesday night at 8","startTime":2973.558,"endTime":2976.378,"body":"Wednesday night and you get an."},{"speaker":"Wednesday night at 8","startTime":2976.828,"endTime":2979.288,"body":"Two things, you create"},{"speaker":"Wednesday night at 8","startTime":2976.828,"endTime":2979.288,"body":"frequency, which, which creates"},{"speaker":"Wednesday night at 8","startTime":2979.288,"endTime":2983.098,"body":"a bond, the relationship,"},{"speaker":"Wednesday night at 8","startTime":2979.288,"endTime":2983.098,"body":"but also you're, you're"},{"speaker":"Wednesday night at 8","startTime":2983.098,"endTime":2986.878,"body":"using the principle of"},{"speaker":"Wednesday night at 8","startTime":2983.098,"endTime":2986.878,"body":"reciprocation to your advantage."},{"speaker":"Wednesday night at 8","startTime":2987.268,"endTime":2990.148,"body":"Like you're doing your, you,"},{"speaker":"Wednesday night at 8","startTime":2987.268,"endTime":2990.148,"body":"you had the courage to step out"},{"speaker":"Wednesday night at 8","startTime":2990.148,"endTime":2992.968,"body":"there and create a community"},{"speaker":"Wednesday night at 8","startTime":2990.148,"endTime":2992.968,"body":"resource in his space before"},{"speaker":"Wednesday night at 8","startTime":2992.968,"endTime":2996.298,"body":"he could, then you're asking"},{"speaker":"Wednesday night at 8","startTime":2992.968,"endTime":2996.298,"body":"him to be part of it instead"},{"speaker":"Wednesday night at 8","startTime":2996.298,"endTime":2998.218,"body":"of competing with them,"},{"speaker":"Wednesday night at 8","startTime":2996.298,"endTime":2998.218,"body":"you're you're supporting them."},{"speaker":"Wednesday night at 8","startTime":2998.218,"endTime":2998.428,"body":"Right."},{"speaker":"Wednesday night at 8","startTime":2998.878,"endTime":3003.378,"body":"So the community might be the"},{"speaker":"Wednesday night at 8","startTime":2998.878,"endTime":3003.378,"body":"most bang for the buck, like"},{"speaker":"Wednesday night at 8","startTime":3003.378,"endTime":3006.138,"body":"for your time, like actually"},{"speaker":"Wednesday night at 8","startTime":3003.378,"endTime":3006.138,"body":"doing it in that format."},{"speaker":"Wednesday night at 8","startTime":3006.363,"endTime":3008.583,"body":"My next suggestion would"},{"speaker":"Wednesday night at 8","startTime":3006.363,"endTime":3008.583,"body":"be go with like the"},{"speaker":"Wednesday night at 8","startTime":3008.583,"endTime":3010.653,"body":"video FAQ long form."},{"speaker":"Wednesday night at 8","startTime":3010.681,"endTime":3013.921,"body":"Just archive all that by"},{"speaker":"Wednesday night at 8","startTime":3010.681,"endTime":3013.921,"body":"a domain as easy to get to"},{"speaker":"Wednesday night at 8","startTime":3014.431,"endTime":3015.871,"body":"use that on your postcards."},{"speaker":"Wednesday night at 8","startTime":3016.321,"endTime":3019.501,"body":"I'm going to have to rewatch"},{"speaker":"Wednesday night at 8","startTime":3016.321,"endTime":3019.501,"body":"this to get everything"},{"speaker":"Wednesday night at 8","startTime":3019.501,"endTime":3022.926,"body":"that you just said, but"},{"speaker":"Wednesday night at 8","startTime":3019.501,"endTime":3022.926,"body":"I liked liked all of it."},{"speaker":"Wednesday night at 8","startTime":3023.201,"endTime":3025.661,"body":"I think that's, that's all"},{"speaker":"Wednesday night at 8","startTime":3023.201,"endTime":3025.661,"body":"the questions I had was."},{"speaker":"Wednesday night at 8","startTime":3026.146,"endTime":3029.051,"body":"Whatever I do, I'm learning"},{"speaker":"Wednesday night at 8","startTime":3026.146,"endTime":3029.051,"body":"that I need to be consistent."},{"speaker":"Wednesday night at 8","startTime":3029.051,"endTime":3034.966,"body":"I just finished the book,"},{"speaker":"Wednesday night at 8","startTime":3029.051,"endTime":3034.966,"body":"the compound effect, and if"},{"speaker":"Wednesday night at 8","startTime":3034.966,"endTime":3038.381,"body":"it stops that compounding"},{"speaker":"Wednesday night at 8","startTime":3034.966,"endTime":3038.381,"body":"just keeps going away."},{"speaker":"Wednesday night at 8","startTime":3038.411,"endTime":3042.071,"body":"So every time I do something"},{"speaker":"Wednesday night at 8","startTime":3038.411,"endTime":3042.071,"body":"I'll have success and then"},{"speaker":"Wednesday night at 8","startTime":3042.071,"endTime":3046.141,"body":"I have pulled back and then"},{"speaker":"Wednesday night at 8","startTime":3042.071,"endTime":3046.141,"body":"I'm like, if I'm consistent"},{"speaker":"Wednesday night at 8","startTime":3046.141,"endTime":3048.841,"body":"with whatever it is I'm doing"},{"speaker":"Wednesday night at 8","startTime":3046.141,"endTime":3048.841,"body":"for a long enough period"},{"speaker":"Wednesday night at 8","startTime":3048.841,"endTime":3050.786,"body":"of time, it'll be great."},{"speaker":"Wednesday night at 8","startTime":3051.031,"endTime":3051.511,"body":"That's right."},{"speaker":"Wednesday night at 8","startTime":3051.571,"endTime":3054.001,"body":"And that's the kind of marketing"},{"speaker":"Wednesday night at 8","startTime":3051.571,"endTime":3054.001,"body":"that we're talking about."},{"speaker":"Wednesday night at 8","startTime":3054.001,"endTime":3056.761,"body":"Like when you're doing these"},{"speaker":"Wednesday night at 8","startTime":3054.001,"endTime":3056.761,"body":"inbound marketing campaign,"},{"speaker":"Wednesday night at 8","startTime":3056.791,"endTime":3058.651,"body":"that's what we're talking"},{"speaker":"Wednesday night at 8","startTime":3056.791,"endTime":3058.651,"body":"about is inbound marketing."},{"speaker":"Wednesday night at 8","startTime":3059.101,"endTime":3060.541,"body":"You gotta believe."},{"speaker":"Wednesday night at 8","startTime":3060.652,"endTime":3063.082,"body":"And there are plenty of"},{"speaker":"Wednesday night at 8","startTime":3060.652,"endTime":3063.082,"body":"people we can follow."},{"speaker":"Wednesday night at 8","startTime":3063.082,"endTime":3065.392,"body":"Like you can read Seth"},{"speaker":"Wednesday night at 8","startTime":3063.082,"endTime":3065.392,"body":"Godin's books, you can read,"},{"speaker":"Wednesday night at 8","startTime":3065.422,"endTime":3068.062,"body":"uh, They Ask You Answer"},{"speaker":"Wednesday night at 8","startTime":3065.422,"endTime":3068.062,"body":"is a really good book."},{"speaker":"Wednesday night at 8","startTime":3068.512,"endTime":3072.052,"body":"But there's lots of proof"},{"speaker":"Wednesday night at 8","startTime":3068.512,"endTime":3072.052,"body":"out there that value-based"},{"speaker":"Wednesday night at 8","startTime":3072.082,"endTime":3075.562,"body":"content marketing works, but it"},{"speaker":"Wednesday night at 8","startTime":3072.082,"endTime":3075.562,"body":"doesn't happen like overnight."},{"speaker":"Wednesday night at 8","startTime":3075.562,"endTime":3077.842,"body":"It's not like flipping the"},{"speaker":"Wednesday night at 8","startTime":3075.562,"endTime":3077.842,"body":"switch on a Facebook ad."},{"speaker":"Wednesday night at 8","startTime":3078.307,"endTime":3082.582,"body":"And you've probably seen"},{"speaker":"Wednesday night at 8","startTime":3078.307,"endTime":3082.582,"body":"that the graphic of an"},{"speaker":"Wednesday night at 8","startTime":3082.582,"endTime":3085.732,"body":"entrepreneur's journey and the"},{"speaker":"Wednesday night at 8","startTime":3082.582,"endTime":3085.732,"body":"path is all over the place."},{"speaker":"Wednesday night at 8","startTime":3086.242,"endTime":3089.272,"body":"And just like you, you"},{"speaker":"Wednesday night at 8","startTime":3086.242,"endTime":3089.272,"body":"admitted like the reason"},{"speaker":"Wednesday night at 8","startTime":3089.392,"endTime":3091.912,"body":"our path deviates and you"},{"speaker":"Wednesday night at 8","startTime":3089.392,"endTime":3091.912,"body":"have peaks and valleys and"},{"speaker":"Wednesday night at 8","startTime":3091.912,"endTime":3093.382,"body":"all this it's typically."},{"speaker":"Wednesday night at 8","startTime":3093.832,"endTime":3096.872,"body":"There's only one person to blame"},{"speaker":"Wednesday night at 8","startTime":3093.832,"endTime":3096.872,"body":"and that's ourselves, right?"},{"speaker":"Wednesday night at 8","startTime":3097.112,"endTime":3099.502,"body":"Because we get distracted,"},{"speaker":"Wednesday night at 8","startTime":3097.112,"endTime":3099.502,"body":"we go on vacation."},{"speaker":"Wednesday night at 8","startTime":3099.502,"endTime":3107.483,"body":"We, our kid gets  into the"},{"speaker":"Wednesday night at 8","startTime":3099.502,"endTime":3107.483,"body":"state tournament for this sport"},{"speaker":"Wednesday night at 8","startTime":3107.483,"endTime":3111.203,"body":"or another, and we lose focus"},{"speaker":"Wednesday night at 8","startTime":3107.483,"endTime":3111.203,"body":"and it's usually our fault."},{"speaker":"Wednesday night at 8","startTime":3114.108,"endTime":3118.253,"body":"The idea of the community group"},{"speaker":"Wednesday night at 8","startTime":3114.108,"endTime":3118.253,"body":"involving other people on it,"},{"speaker":"Wednesday night at 8","startTime":3118.313,"endTime":3121.748,"body":"as a way that I find to hold"},{"speaker":"Wednesday night at 8","startTime":3118.313,"endTime":3121.748,"body":"myself accountable, like if"},{"speaker":"Wednesday night at 8","startTime":3121.748,"endTime":3126.923,"body":"I had to show up on this call"},{"speaker":"Wednesday night at 8","startTime":3121.748,"endTime":3126.923,"body":"by myself, while I'm out here"},{"speaker":"Wednesday night at 8","startTime":3126.923,"endTime":3129.383,"body":"on the banks of this beautiful"},{"speaker":"Wednesday night at 8","startTime":3126.923,"endTime":3129.383,"body":"river in Washington, I knew"},{"speaker":"Wednesday night at 8","startTime":3129.383,"endTime":3130.733,"body":"none of you guys would be here."},{"speaker":"Wednesday night at 8","startTime":3131.183,"endTime":3133.113,"body":"The chances of me showing"},{"speaker":"Wednesday night at 8","startTime":3131.183,"endTime":3133.113,"body":"up will be slammed like"},{"speaker":"Wednesday night at 8","startTime":3133.363,"endTime":3134.633,"body":"hell, I'll do that tomorrow."},{"speaker":"Wednesday night at 8","startTime":3135.208,"endTime":3140.063,"body":"Having you guys here ready to"},{"speaker":"Wednesday night at 8","startTime":3135.208,"endTime":3140.063,"body":"have an engaging conversation,"},{"speaker":"Wednesday night at 8","startTime":3140.453,"endTime":3141.383,"body":"makes me want to do it."},{"speaker":"Wednesday night at 8","startTime":3141.383,"endTime":3142.793,"body":"I fricking love these calls."},{"speaker":"Wednesday night at 8","startTime":3143.243,"endTime":3147.413,"body":"So that's why I like the"},{"speaker":"Wednesday night at 8","startTime":3143.243,"endTime":3147.413,"body":"Facebook group idea, which"},{"speaker":"Wednesday night at 8","startTime":3147.413,"endTime":3151.583,"body":"is, it has typically with"},{"speaker":"Wednesday night at 8","startTime":3147.413,"endTime":3151.583,"body":"most people, it has more,"},{"speaker":"Wednesday night at 8","startTime":3151.808,"endTime":3153.728,"body":"runway and you know, more."},{"speaker":"Wednesday night at 8","startTime":3154.178,"endTime":3157.478,"body":"Survivability, because you're"},{"speaker":"Wednesday night at 8","startTime":3154.178,"endTime":3157.478,"body":"accountable to other people."},{"speaker":"Wednesday night at 8","startTime":3157.538,"endTime":3159.788,"body":"You're bringing an attorney,"},{"speaker":"Wednesday night at 8","startTime":3157.538,"endTime":3159.788,"body":"you're bringing a high-level"},{"speaker":"Wednesday night at 8","startTime":3159.788,"endTime":3163.028,"body":"professionals in and saying,"},{"speaker":"Wednesday night at 8","startTime":3159.788,"endTime":3163.028,"body":"Hey man, I'll be there on"},{"speaker":"Wednesday night at 8","startTime":3163.028,"endTime":3165.518,"body":"Wednesdays at eight o'clock"},{"speaker":"Wednesday night at 8","startTime":3163.028,"endTime":3165.518,"body":"to serve our community."},{"speaker":"Wednesday night at 8","startTime":3165.638,"endTime":3166.478,"body":"Are you going to be there?"},{"speaker":"Wednesday night at 8","startTime":3166.928,"endTime":3168.458,"body":"So then you have to be there."},{"speaker":"Wednesday night at 8","startTime":3168.458,"endTime":3168.728,"body":"Right."},{"speaker":"Wednesday night at 8","startTime":3169.178,"endTime":3170.438,"body":"And you're both there."},{"speaker":"Wednesday night at 8","startTime":3170.468,"endTime":3173.108,"body":"So you might as well have an"},{"speaker":"Wednesday night at 8","startTime":3170.468,"endTime":3173.108,"body":"interesting conversation, even"},{"speaker":"Wednesday night at 8","startTime":3173.108,"endTime":3175.598,"body":"if you're just talking to each"},{"speaker":"Wednesday night at 8","startTime":3173.108,"endTime":3175.598,"body":"other for other people to watch."},{"speaker":"Wednesday night at 8","startTime":3176.048,"endTime":3177.668,"body":"And it's, it's just"},{"speaker":"Wednesday night at 8","startTime":3176.048,"endTime":3177.668,"body":"more sustainable."},{"speaker":"Wednesday night at 8","startTime":3177.668,"endTime":3180.368,"body":"It's more likely to happen"},{"speaker":"Wednesday night at 8","startTime":3177.668,"endTime":3180.368,"body":"then than you approaching"},{"speaker":"Wednesday night at 8","startTime":3180.368,"endTime":3181.598,"body":"something on your own."},{"speaker":"Wednesday night at 8","startTime":3181.64,"endTime":3184.7,"body":"Because we're human, we"},{"speaker":"Wednesday night at 8","startTime":3181.64,"endTime":3184.7,"body":"fall off the wagon, right?"},{"speaker":"Wednesday night at 8","startTime":3184.76,"endTime":3186.23,"body":"Like we, we know"},{"speaker":"Wednesday night at 8","startTime":3184.76,"endTime":3186.23,"body":"what we need to do."},{"speaker":"Wednesday night at 8","startTime":3186.23,"endTime":3187.01,"body":"We just don't always know."},{"speaker":"Wednesday night at 8","startTime":3187.46,"endTime":3190.52,"body":"So I've found that bringing"},{"speaker":"Wednesday night at 8","startTime":3187.46,"endTime":3190.52,"body":"other people into it,"},{"speaker":"Wednesday night at 8","startTime":3190.52,"endTime":3191.51,"body":"to hold you accountable."},{"speaker":"Wednesday night at 8","startTime":3191.51,"endTime":3192.84,"body":"It's like having a"},{"speaker":"Wednesday night at 8","startTime":3191.51,"endTime":3192.84,"body":"gym buddy, right?"},{"speaker":"Wednesday night at 8","startTime":3193.02,"endTime":3195.05,"body":"Hey man, I'll be at"},{"speaker":"Wednesday night at 8","startTime":3193.02,"endTime":3195.05,"body":"the gym every morning."},{"speaker":"6","startTime":3195.05,"endTime":3197.21,"body":"00 AM like your ass is there."},{"speaker":"6","startTime":3197.54,"endTime":3200.18,"body":"As soon as you lose your gym,"},{"speaker":"6","startTime":3197.54,"endTime":3200.18,"body":"buddy, it's like, ah, fuck."},{"speaker":"6","startTime":3200.41,"endTime":3201.56,"body":"I'll work out tomorrow."},{"speaker":"6","startTime":3201.62,"endTime":3203.54,"body":"I'm sore today,"},{"speaker":"6","startTime":3201.62,"endTime":3203.54,"body":"the recovery day."},{"speaker":"6","startTime":3203.99,"endTime":3207.32,"body":"So any way that you can"},{"speaker":"6","startTime":3203.99,"endTime":3207.32,"body":"bring other people into it,"},{"speaker":"6","startTime":3207.35,"endTime":3211.55,"body":"where you have accountability"},{"speaker":"6","startTime":3207.35,"endTime":3211.55,"body":"partners and you don't have"},{"speaker":"6","startTime":3211.55,"endTime":3215.06,"body":"to base the relationship and"},{"speaker":"6","startTime":3211.55,"endTime":3215.06,"body":"that, but that's why some"},{"speaker":"6","startTime":3215.06,"endTime":3217.4,"body":"of the suggestions I made"},{"speaker":"6","startTime":3215.06,"endTime":3217.4,"body":"have other people in them."},{"speaker":"6","startTime":3217.85,"endTime":3218.72,"body":"Yeah, for sure."},{"speaker":"6","startTime":3219.17,"endTime":3220.94,"body":"James what's on your mind today."},{"speaker":"6","startTime":3221.39,"endTime":3222.2,"body":"Hey Chad, real quick."},{"speaker":"6","startTime":3222.2,"endTime":3223.73,"body":"I know we're coming"},{"speaker":"6","startTime":3222.2,"endTime":3223.73,"body":"up on an hour."},{"speaker":"6","startTime":3223.809,"endTime":3225.928,"body":"I went through foundations"},{"speaker":"6","startTime":3223.809,"endTime":3225.928,"body":"last week with Bruce."},{"speaker":"6","startTime":3225.928,"endTime":3226.738,"body":"It was really great."},{"speaker":"6","startTime":3226.81,"endTime":3229.73,"body":"I've been through probate"},{"speaker":"6","startTime":3226.81,"endTime":3229.73,"body":"mastery several times, and"},{"speaker":"6","startTime":3230.125,"endTime":3232.135,"body":"I'm really trying to be"},{"speaker":"6","startTime":3230.125,"endTime":3232.135,"body":"consistent with the phones now."},{"speaker":"6","startTime":3232.173,"endTime":3234.542,"body":"I had a VA, but she ended"},{"speaker":"6","startTime":3232.173,"endTime":3234.542,"body":"up quitting the the, the"},{"speaker":"6","startTime":3234.542,"endTime":3236.573,"body":"company I was utilizing"},{"speaker":"6","startTime":3234.542,"endTime":3236.573,"body":"due to a health problem."},{"speaker":"6","startTime":3236.613,"endTime":3239.423,"body":"So she got a deal for us"},{"speaker":"6","startTime":3236.613,"endTime":3239.423,"body":"within the first three weeks."},{"speaker":"6","startTime":3239.423,"endTime":3242.393,"body":"So I know the phones work"},{"speaker":"6","startTime":3239.423,"endTime":3242.393,"body":"I've been following you"},{"speaker":"6","startTime":3242.393,"endTime":3243.383,"body":"guys for two, three years."},{"speaker":"6","startTime":3243.683,"endTime":3244.073,"body":"A point."},{"speaker":"6","startTime":3244.073,"endTime":3247.193,"body":"My question is I called for"},{"speaker":"6","startTime":3244.073,"endTime":3247.193,"body":"like two hours last Friday."},{"speaker":"6","startTime":3247.703,"endTime":3249.743,"body":"I had two guys"},{"speaker":"6","startTime":3247.703,"endTime":3249.743,"body":"pick up the phone."},{"speaker":"6","startTime":3249.755,"endTime":3251.528,"body":"And I was able to look"},{"speaker":"6","startTime":3249.755,"endTime":3251.528,"body":"at the county data."},{"speaker":"6","startTime":3251.633,"endTime":3253.763,"body":"I got a VA pulling all the"},{"speaker":"6","startTime":3251.633,"endTime":3253.763,"body":"info from me, so I just."},{"speaker":"6","startTime":3254.213,"endTime":3256.49,"body":"Searching it as I went"},{"speaker":"6","startTime":3254.213,"endTime":3256.49,"body":"through my dollar two vacant"},{"speaker":"6","startTime":3256.49,"endTime":3258.86,"body":"properties, both of them said"},{"speaker":"6","startTime":3256.49,"endTime":3258.86,"body":"they were open to offers."},{"speaker":"6","startTime":3258.945,"endTime":3262.794,"body":"I kinda hit them with"},{"speaker":"6","startTime":3258.945,"endTime":3262.794,"body":"Bruce's- and I guess I would"},{"speaker":"6","startTime":3262.794,"endTime":3263.934,"body":"attribute this to you too."},{"speaker":"6","startTime":3263.926,"endTime":3264.208,"body":"\"Okay."},{"speaker":"6","startTime":3264.208,"endTime":3266.368,"body":"Well, it sounds like you're not"},{"speaker":"6","startTime":3264.208,"endTime":3266.368,"body":"looking for any help right now."},{"speaker":"6","startTime":3266.421,"endTime":3268.251,"body":"You know, let me ask you this."},{"speaker":"6","startTime":3268.251,"endTime":3270.651,"body":"Is there any real estate in the"},{"speaker":"6","startTime":3268.251,"endTime":3270.651,"body":"estate and if so, are you all"},{"speaker":"6","startTime":3270.651,"endTime":3273.201,"body":"leaning towards keeping it or"},{"speaker":"6","startTime":3270.651,"endTime":3273.201,"body":"have you considered selling it?\""},{"speaker":"6","startTime":3273.651,"endTime":3277.041,"body":"Both times that question got me"},{"speaker":"6","startTime":3273.651,"endTime":3277.041,"body":"a yes, there is real estate and"},{"speaker":"6","startTime":3277.041,"endTime":3278.691,"body":"a, you can shoot me an offer."},{"speaker":"6","startTime":3278.901,"endTime":3282.628,"body":"Give me another month that"},{"speaker":"6","startTime":3278.901,"endTime":3282.628,"body":"type of type of follow up."},{"speaker":"6","startTime":3282.628,"endTime":3284.803,"body":"That was the response."},{"speaker":"6","startTime":3284.803,"endTime":3286.423,"body":"So I got an email from him."},{"speaker":"6","startTime":3286.403,"endTime":3289.055,"body":"I'm going David Pennell's"},{"speaker":"6","startTime":3286.403,"endTime":3289.055,"body":"I'm taking his course to,"},{"speaker":"6","startTime":3289.055,"endTime":3291.605,"body":"whereas he got to gives us"},{"speaker":"6","startTime":3289.055,"endTime":3291.605,"body":"the layout for the marketing."},{"speaker":"6","startTime":3292.055,"endTime":3293.495,"body":"So I do have the email."},{"speaker":"6","startTime":3293.524,"endTime":3295.343,"body":"My question is,"},{"speaker":"6","startTime":3293.524,"endTime":3295.343,"body":"how do I follow up?"},{"speaker":"6","startTime":3295.343,"endTime":3298.283,"body":"I got them to say that"},{"speaker":"6","startTime":3295.343,"endTime":3298.283,"body":"they are open to selling."},{"speaker":"6","startTime":3298.653,"endTime":3302.236,"body":"The price points are kind"},{"speaker":"6","startTime":3298.653,"endTime":3302.236,"body":"of like 200, 160, 200."},{"speaker":"6","startTime":3302.266,"endTime":3304.396,"body":"They probably want the"},{"speaker":"6","startTime":3302.266,"endTime":3304.396,"body":"Zillow Price, that's kind"},{"speaker":"6","startTime":3304.396,"endTime":3305.326,"body":"of where everybody's at."},{"speaker":"6","startTime":3305.746,"endTime":3307.696,"body":"So I'm trying to figure"},{"speaker":"6","startTime":3305.746,"endTime":3307.696,"body":"out how do I loop back"},{"speaker":"6","startTime":3307.696,"endTime":3310.156,"body":"around when I call them,"},{"speaker":"6","startTime":3307.696,"endTime":3310.156,"body":"say tomorrow or whenever."},{"speaker":"6","startTime":3310.636,"endTime":3312.057,"body":"And how do I follow"},{"speaker":"6","startTime":3310.636,"endTime":3312.057,"body":"up with that?"},{"speaker":"6","startTime":3312.057,"endTime":3315.177,"body":"As far as, I know we"},{"speaker":"6","startTime":3312.057,"endTime":3315.177,"body":"talked last week can I"},{"speaker":"6","startTime":3315.177,"endTime":3316.217,"body":"come out to the property?"},{"speaker":"6","startTime":3317.157,"endTime":3321.549,"body":"I'm in the area tomorrow, can I"},{"speaker":"6","startTime":3317.157,"endTime":3321.549,"body":"look at and kind of walk around"},{"speaker":"6","startTime":3321.549,"endTime":3322.839,"body":"the yard and that type of thing."},{"speaker":"6","startTime":3323.094,"endTime":3324.754,"body":"Set up an appointment."},{"speaker":"6","startTime":3324.779,"endTime":3327.609,"body":"What do you suggest on that"},{"speaker":"6","startTime":3324.779,"endTime":3327.609,"body":"now that I did get a yes,"},{"speaker":"6","startTime":3327.609,"endTime":3328.489,"body":"there is real estate in."},{"speaker":"6","startTime":3328.939,"endTime":3329.779,"body":"What's your strategy."},{"speaker":"6","startTime":3329.779,"endTime":3332.269,"body":"Are you looking to hold"},{"speaker":"6","startTime":3329.779,"endTime":3332.269,"body":"these or flip them?"},{"speaker":"6","startTime":3332.319,"endTime":3334.149,"body":"My wife's an agent."},{"speaker":"6","startTime":3334.404,"endTime":3336.229,"body":"We both have pretty"},{"speaker":"6","startTime":3334.404,"endTime":3336.229,"body":"good day jobs."},{"speaker":"6","startTime":3336.229,"endTime":3337.639,"body":"We're trying to buy a property."},{"speaker":"6","startTime":3337.849,"endTime":3339.829,"body":"I'm taking a creative"},{"speaker":"6","startTime":3337.849,"endTime":3339.829,"body":"finance course, so"},{"speaker":"6","startTime":3340.069,"endTime":3340.959,"body":"I'm really open to it."},{"speaker":"6","startTime":3341.472,"endTime":3344.112,"body":"I've already done three"},{"speaker":"6","startTime":3341.472,"endTime":3344.112,"body":"wholesale deals this year,"},{"speaker":"6","startTime":3344.302,"endTime":3345.222,"body":"my first three deals."},{"speaker":"6","startTime":3345.222,"endTime":3348.073,"body":"So, you know, whatever works."},{"speaker":"6","startTime":3348.353,"endTime":3350.753,"body":"Creative finance might not be a"},{"speaker":"6","startTime":3348.353,"endTime":3350.753,"body":"great option right now because"},{"speaker":"6","startTime":3350.753,"endTime":3353.843,"body":"everybody wants, everybody's"},{"speaker":"6","startTime":3350.753,"endTime":3353.843,"body":"got a shit ton of equity and"},{"speaker":"6","startTime":3353.843,"endTime":3355.163,"body":"they all want full retail."},{"speaker":"6","startTime":3355.163,"endTime":3357.713,"body":"So I'm learning creative"},{"speaker":"6","startTime":3355.163,"endTime":3357.713,"body":"finance, but I don't know"},{"speaker":"6","startTime":3357.713,"endTime":3359.213,"body":"if that's a route I'm"},{"speaker":"6","startTime":3357.713,"endTime":3359.213,"body":"going to be able to take"},{"speaker":"6","startTime":3359.453,"endTime":3363.203,"body":"frequently credit financing"},{"speaker":"6","startTime":3359.453,"endTime":3363.203,"body":"is best in this environment."},{"speaker":"6","startTime":3363.743,"endTime":3364.013,"body":"Really?"},{"speaker":"6","startTime":3364.013,"endTime":3365.843,"body":"I thought it was better"},{"speaker":"6","startTime":3364.013,"endTime":3365.843,"body":"in a, in a while."},{"speaker":"6","startTime":3365.843,"endTime":3366.503,"body":"I'll get to the price."},{"speaker":"6","startTime":3366.763,"endTime":3368.663,"body":"Does the price matter"},{"speaker":"6","startTime":3366.763,"endTime":3368.663,"body":"if the house is free?"},{"speaker":"6","startTime":3369.113,"endTime":3369.503,"body":"No."},{"speaker":"6","startTime":3369.953,"endTime":3370.133,"body":"Right."},{"speaker":"6","startTime":3370.583,"endTime":3373.343,"body":"So if you can cover your"},{"speaker":"6","startTime":3370.583,"endTime":3373.343,"body":"rent and they'll give you the"},{"speaker":"6","startTime":3373.343,"endTime":3378.323,"body":"house, take it even, even if"},{"speaker":"6","startTime":3373.343,"endTime":3378.323,"body":"the price is $200,000 with"},{"speaker":"6","startTime":3378.323,"endTime":3381.053,"body":"creative financing, you're"},{"speaker":"6","startTime":3378.323,"endTime":3381.053,"body":"buying the payment, not the"},{"speaker":"6","startTime":3381.053,"endTime":3382.913,"body":"price, the hell with the price."},{"speaker":"6","startTime":3383.273,"endTime":3385.913,"body":"If you can run it for"},{"speaker":"6","startTime":3383.273,"endTime":3385.913,"body":"2,500 bucks and you can"},{"speaker":"6","startTime":3385.913,"endTime":3388.883,"body":"get your monthly payment"},{"speaker":"6","startTime":3385.913,"endTime":3388.883,"body":"down the 2000, I don't"},{"speaker":"6","startTime":3388.883,"endTime":3391.373,"body":"really like overpay by 25%."},{"speaker":"6","startTime":3391.373,"endTime":3392.723,"body":"Cause you're not"},{"speaker":"6","startTime":3391.373,"endTime":3392.723,"body":"going to be paying it."},{"speaker":"6","startTime":3393.203,"endTime":3394.493,"body":"You're going to put"},{"speaker":"6","startTime":3393.203,"endTime":3394.493,"body":"a tenant in there."},{"speaker":"6","startTime":3394.493,"endTime":3396.383,"body":"They're going to pay the"},{"speaker":"6","startTime":3394.493,"endTime":3396.383,"body":"mortgage off and you might"},{"speaker":"6","startTime":3396.383,"endTime":3400.043,"body":"not realize your equity"},{"speaker":"6","startTime":3396.383,"endTime":3400.043,"body":"gain for 20 years, but don't"},{"speaker":"6","startTime":3400.043,"endTime":3401.213,"body":"ever pass up a free house."},{"speaker":"6","startTime":3401.663,"endTime":3402.083,"body":"Right."},{"speaker":"6","startTime":3402.113,"endTime":3405.143,"body":"Well, I, my thing is like these"},{"speaker":"6","startTime":3402.113,"endTime":3405.143,"body":"two guys, I think that like,"},{"speaker":"6","startTime":3405.173,"endTime":3407.093,"body":"there's a mortgage on one of"},{"speaker":"6","startTime":3405.173,"endTime":3407.093,"body":"the houses and one of them is"},{"speaker":"6","startTime":3407.093,"endTime":3410.393,"body":"free and clear how, how am I"},{"speaker":"6","startTime":3407.093,"endTime":3410.393,"body":"going to pitch that to them to"},{"speaker":"6","startTime":3410.403,"endTime":3414.053,"body":"say, Hey, you know, I know you"},{"speaker":"6","startTime":3410.403,"endTime":3414.053,"body":"can go list it as is because"},{"speaker":"6","startTime":3414.053,"endTime":3416.693,"body":"you know, that is an option for"},{"speaker":"6","startTime":3414.053,"endTime":3416.693,"body":"them to list it as is and pay"},{"speaker":"6","startTime":3417.332,"endTime":3419.162,"body":"agent fees and closing costs."},{"speaker":"6","startTime":3419.192,"endTime":3421.922,"body":"But how can I get them"},{"speaker":"6","startTime":3419.192,"endTime":3421.922,"body":"to either wholesale?"},{"speaker":"6","startTime":3422.372,"endTime":3426.412,"body":"Instead of listing."},{"speaker":"6","startTime":3427.822,"endTime":3430.262,"body":"Say it's under 200 grand,"},{"speaker":"6","startTime":3427.822,"endTime":3430.262,"body":"whatever kind of beat"},{"speaker":"6","startTime":3430.262,"endTime":3432.152,"body":"up or as is condition."},{"speaker":"6","startTime":3432.332,"endTime":3434.522,"body":"How can I get them to go"},{"speaker":"6","startTime":3432.332,"endTime":3434.522,"body":"from listing, wanting to"},{"speaker":"6","startTime":3434.522,"endTime":3439.022,"body":"list at Zillow price to"},{"speaker":"6","startTime":3434.522,"endTime":3439.022,"body":"considering cash offer or,"},{"speaker":"6","startTime":3439.502,"endTime":3440.912,"body":"Hey, I can get you cashed out."},{"speaker":"6","startTime":3440.912,"endTime":3442.862,"body":"I might be able to get the"},{"speaker":"6","startTime":3440.912,"endTime":3442.862,"body":"creative finance route."},{"speaker":"6","startTime":3442.892,"endTime":3445.712,"body":"Hey, if you're willing to"},{"speaker":"6","startTime":3442.892,"endTime":3445.712,"body":"work with me on the timeline,"},{"speaker":"6","startTime":3445.712,"endTime":3447.752,"body":"if you're willing to take"},{"speaker":"6","startTime":3445.712,"endTime":3447.752,"body":"some payments, you know, for"},{"speaker":"6","startTime":3447.752,"endTime":3450.302,"body":"me to pay you off over time,"},{"speaker":"6","startTime":3447.752,"endTime":3450.302,"body":"I'll be able to meet that"},{"speaker":"6","startTime":3450.302,"endTime":3452.462,"body":"price that you're looking at."},{"speaker":"6","startTime":3452.937,"endTime":3454.952,"body":"If you're willing to work with"},{"speaker":"6","startTime":3452.937,"endTime":3454.952,"body":"me on the terms or all the"},{"speaker":"6","startTime":3454.952,"endTime":3457.982,"body":"timeline, what's the best way"},{"speaker":"6","startTime":3454.952,"endTime":3457.982,"body":"to take them from that Zillow"},{"speaker":"6","startTime":3458.012,"endTime":3462.062,"body":"listing as is to a wholesale"},{"speaker":"6","startTime":3458.012,"endTime":3462.062,"body":"or a creative finance option."},{"speaker":"6","startTime":3462.332,"endTime":3463.892,"body":"In your opinion,"},{"speaker":"6","startTime":3462.332,"endTime":3463.892,"body":"I've been in there."},{"speaker":"6","startTime":3464.342,"endTime":3465.752,"body":"You let them self-select."},{"speaker":"6","startTime":3466.957,"endTime":3470.633,"body":"Balcom is enthusiastically"},{"speaker":"6","startTime":3466.957,"endTime":3470.633,"body":"answering you in the chat."},{"speaker":"6","startTime":3470.633,"endTime":3472.314,"body":"So welcome you unmute."},{"speaker":"6","startTime":3472.764,"endTime":3473.114,"body":"All right."},{"speaker":"6","startTime":3473.114,"endTime":3473.514,"body":"All right."},{"speaker":"6","startTime":3473.964,"endTime":3474.354,"body":"Yeah."},{"speaker":"6","startTime":3474.804,"endTime":3475.614,"body":"Hey, how's it going, man?"},{"speaker":"6","startTime":3475.614,"endTime":3475.734,"body":"Yeah."},{"speaker":"6","startTime":3475.744,"endTime":3479.334,"body":"So that's something that if"},{"speaker":"6","startTime":3475.744,"endTime":3479.334,"body":"Chad didn't, didn't already say"},{"speaker":"6","startTime":3479.334,"endTime":3482.039,"body":"that's something, you know, I've"},{"speaker":"6","startTime":3479.334,"endTime":3482.039,"body":"I've invested quite heavily in"},{"speaker":"6","startTime":3482.116,"endTime":3485.656,"body":"and learning batch strategy, but"},{"speaker":"6","startTime":3482.116,"endTime":3485.656,"body":"you know, one of the things that"},{"speaker":"6","startTime":3485.656,"endTime":3488.331,"body":"I can say, because, you know,"},{"speaker":"6","startTime":3485.656,"endTime":3488.331,"body":"pretty much every, you know, you"},{"speaker":"6","startTime":3488.331,"endTime":3490.671,"body":"can learn how to do wholesale"},{"speaker":"6","startTime":3488.331,"endTime":3490.671,"body":"off the tick tock nowadays."},{"speaker":"6","startTime":3490.671,"endTime":3490.881,"body":"Right?"},{"speaker":"6","startTime":3490.881,"endTime":3492.501,"body":"You've got like 14 year"},{"speaker":"6","startTime":3490.881,"endTime":3492.501,"body":"olds are teaching how"},{"speaker":"6","startTime":3492.501,"endTime":3493.401,"body":"to do it on Tik TOK."},{"speaker":"6","startTime":3493.401,"endTime":3496.881,"body":"So as far as wholesaling"},{"speaker":"6","startTime":3493.401,"endTime":3496.881,"body":"is concerned, it's getting"},{"speaker":"6","startTime":3496.881,"endTime":3500.19,"body":"increasingly difficult"},{"speaker":"6","startTime":3496.881,"endTime":3500.19,"body":"because the market's getting"},{"speaker":"6","startTime":3500.19,"endTime":3502.17,"body":"saturated because you know,"},{"speaker":"6","startTime":3500.19,"endTime":3502.17,"body":"there's no regulations."},{"speaker":"6","startTime":3502.2,"endTime":3502.56,"body":"Right?"},{"speaker":"6","startTime":3502.89,"endTime":3507.15,"body":"So one of the things that I've"},{"speaker":"6","startTime":3502.89,"endTime":3507.15,"body":"found is that, like with what"},{"speaker":"6","startTime":3507.15,"endTime":3511.26,"body":"Chad had just said, creative is"},{"speaker":"6","startTime":3507.15,"endTime":3511.26,"body":"the way to go because if they"},{"speaker":"6","startTime":3511.26,"endTime":3516.99,"body":"have a whole lot of equity,"},{"speaker":"6","startTime":3511.26,"endTime":3516.99,"body":"it's hard for a wholesaler"},{"speaker":"6","startTime":3516.99,"endTime":3518.76,"body":"to really work with those"},{"speaker":"6","startTime":3516.99,"endTime":3518.76,"body":"margins, because they're trying"},{"speaker":"6","startTime":3518.76,"endTime":3521.52,"body":"to get the property for like"},{"speaker":"6","startTime":3518.76,"endTime":3521.52,"body":"65 cents, 70 cents on the"},{"speaker":"6","startTime":3521.52,"endTime":3525.22,"body":"dollar, but with creative and"},{"speaker":"6","startTime":3521.52,"endTime":3525.22,"body":"more specifically novations."},{"speaker":"6","startTime":3525.6,"endTime":3528.15,"body":"I can give them every bit"},{"speaker":"6","startTime":3525.6,"endTime":3528.15,"body":"of what they're asking for."},{"speaker":"6","startTime":3528.18,"endTime":3531.09,"body":"As long as I know that I can"},{"speaker":"6","startTime":3528.18,"endTime":3531.09,"body":"turn around and put it on"},{"speaker":"6","startTime":3531.09,"endTime":3533.58,"body":"the MLS for higher than I'm"},{"speaker":"6","startTime":3531.09,"endTime":3533.58,"body":"getting the property for."},{"speaker":"6","startTime":3533.58,"endTime":3533.82,"body":"Right."},{"speaker":"6","startTime":3533.82,"endTime":3537.12,"body":"So like, let's say for example,"},{"speaker":"6","startTime":3533.82,"endTime":3537.12,"body":"they have a property and"},{"speaker":"6","startTime":3537.12,"endTime":3541.38,"body":"they want, let's say a one"},{"speaker":"6","startTime":3537.12,"endTime":3541.38,"body":"50, but we know that the ARV"},{"speaker":"6","startTime":3541.41,"endTime":3545.25,"body":"is, let's say 2 25 and it's"},{"speaker":"6","startTime":3541.41,"endTime":3545.25,"body":"got like, let's say 30,000"},{"speaker":"6","startTime":3545.34,"endTime":3546.6,"body":"and repairs as necessary."},{"speaker":"6","startTime":3546.6,"endTime":3546.87,"body":"Right."},{"speaker":"6","startTime":3547.16,"endTime":3549.9,"body":"So we're mostly going to,"},{"speaker":"6","startTime":3547.16,"endTime":3549.9,"body":"they're going to try to talk"},{"speaker":"6","startTime":3549.9,"endTime":3552.0,"body":"them down so that where they"},{"speaker":"6","startTime":3549.9,"endTime":3552.0,"body":"can get their max wild bill"},{"speaker":"6","startTime":3552.0,"endTime":3553.77,"body":"offerings, that they could turn"},{"speaker":"6","startTime":3552.0,"endTime":3553.77,"body":"around and give it to them."},{"speaker":"6","startTime":3554.22,"endTime":3554.46,"body":"Right."},{"speaker":"6","startTime":3554.49,"endTime":3556.38,"body":"Whereas with the novation,"},{"speaker":"6","startTime":3554.49,"endTime":3556.38,"body":"I can say, well, listen,"},{"speaker":"6","startTime":3556.89,"endTime":3559.26,"body":"I'll give you everything"},{"speaker":"6","startTime":3556.89,"endTime":3559.26,"body":"that you're asking for."},{"speaker":"6","startTime":3559.57,"endTime":3562.42,"body":"As long as you'll meet me"},{"speaker":"6","startTime":3559.57,"endTime":3562.42,"body":"halfway and give them the"},{"speaker":"6","startTime":3562.42,"endTime":3564.7,"body":"terms, part of those terms"},{"speaker":"6","startTime":3562.42,"endTime":3564.7,"body":"would be like, okay, well,"},{"speaker":"6","startTime":3565.11,"endTime":3570.56,"body":"your home's value right now"},{"speaker":"6","startTime":3565.11,"endTime":3570.56,"body":"as-is is let's say $150,000"},{"speaker":"6","startTime":3570.95,"endTime":3574.04,"body":"and part of what we do, and"},{"speaker":"6","startTime":3570.95,"endTime":3574.04,"body":"this isn't my exact script that"},{"speaker":"6","startTime":3574.29,"endTime":3576.45,"body":"I'm telling you, but this is"},{"speaker":"6","startTime":3574.29,"endTime":3576.45,"body":"just me explaining it to you."},{"speaker":"6","startTime":3576.493,"endTime":3578.713,"body":"But part of what we do is,"},{"speaker":"6","startTime":3576.493,"endTime":3578.713,"body":"we come in, we have our"},{"speaker":"6","startTime":3578.713,"endTime":3580.843,"body":"own contractor team, we"},{"speaker":"6","startTime":3578.713,"endTime":3580.843,"body":"take care of everything."},{"speaker":"6","startTime":3580.843,"endTime":3582.373,"body":"You don't have to"},{"speaker":"6","startTime":3580.843,"endTime":3582.373,"body":"deal with a realtor."},{"speaker":"6","startTime":3582.433,"endTime":3583.603,"body":"You don't have to"},{"speaker":"6","startTime":3582.433,"endTime":3583.603,"body":"deal with listing it."},{"speaker":"6","startTime":3583.613,"endTime":3584.553,"body":"You don't have to"},{"speaker":"6","startTime":3583.613,"endTime":3584.553,"body":"deal with showings."},{"speaker":"6","startTime":3584.553,"endTime":3585.673,"body":"You have to deal with anything."},{"speaker":"6","startTime":3586.093,"endTime":3587.983,"body":"You don't have to deal with"},{"speaker":"6","startTime":3586.093,"endTime":3587.983,"body":"paying for the renovations."},{"speaker":"6","startTime":3588.433,"endTime":3591.163,"body":"I'll take care of everything,"},{"speaker":"6","startTime":3588.433,"endTime":3591.163,"body":"you know, and by me doing it."},{"speaker":"6","startTime":3591.613,"endTime":3595.593,"body":"It also avoids me having to"},{"speaker":"6","startTime":3591.613,"endTime":3595.593,"body":"deal with paying like a 6%"},{"speaker":"6","startTime":3595.593,"endTime":3598.72,"body":"commission and I can pass"},{"speaker":"6","startTime":3595.593,"endTime":3598.72,"body":"those savings on a loan to him."},{"speaker":"6","startTime":3598.78,"endTime":3601.21,"body":"So by doing that, you're"},{"speaker":"6","startTime":3598.78,"endTime":3601.21,"body":"basically telling them like,"},{"speaker":"6","startTime":3601.21,"endTime":3605.59,"body":"Hey, look, if you want one 50,"},{"speaker":"6","startTime":3601.21,"endTime":3605.59,"body":"I can give you one 50 and I can"},{"speaker":"6","startTime":3605.59,"endTime":3607.9,"body":"pretty much guarantee that I"},{"speaker":"6","startTime":3605.59,"endTime":3607.9,"body":"can give you the one 50, because"},{"speaker":"6","startTime":3608.08,"endTime":3610.72,"body":"I'm going to fix this property"},{"speaker":"6","startTime":3608.08,"endTime":3610.72,"body":"up myself to been renovated"},{"speaker":"6","startTime":3610.72,"endTime":3613.06,"body":"and I'm going to make my money"},{"speaker":"6","startTime":3610.72,"endTime":3613.06,"body":"and I'm going to make my money"},{"speaker":"6","startTime":3613.06,"endTime":3614.65,"body":"off of putting it on the MLS."},{"speaker":"6","startTime":3615.01,"endTime":3618.7,"body":"And you know, basically what's"},{"speaker":"6","startTime":3615.01,"endTime":3618.7,"body":"gonna happen isonce it closes"},{"speaker":"6","startTime":3618.73,"endTime":3621.4,"body":"right, once it closes the"},{"speaker":"6","startTime":3618.73,"endTime":3621.4,"body":"seller's going to walk away"},{"speaker":"6","startTime":3621.4,"endTime":3623.53,"body":"with the one 50 that they want,"},{"speaker":"6","startTime":3621.4,"endTime":3623.53,"body":"and then you're going to walk"},{"speaker":"6","startTime":3623.53,"endTime":3625.25,"body":"away with the excess, right?"},{"speaker":"6","startTime":3625.4,"endTime":3627.67,"body":"So that's something I've"},{"speaker":"6","startTime":3625.4,"endTime":3627.67,"body":"been doing in my market and,"},{"speaker":"6","startTime":3627.73,"endTime":3630.026,"body":"you know, granted it's a"},{"speaker":"6","startTime":3627.73,"endTime":3630.026,"body":"little bit, I don't want to"},{"speaker":"6","startTime":3630.026,"endTime":3632.516,"body":"say complex, know there's"},{"speaker":"6","startTime":3630.026,"endTime":3632.516,"body":"paperwork involved, but you"},{"speaker":"6","startTime":3632.516,"endTime":3634.826,"body":"know, wholesalers, aren't"},{"speaker":"6","startTime":3632.516,"endTime":3634.826,"body":"gonna be able to come anywhere."},{"speaker":"6","startTime":3635.101,"endTime":3636.241,"body":"You know, they're not"},{"speaker":"6","startTime":3635.101,"endTime":3636.241,"body":"gonna be able to come near."},{"speaker":"6","startTime":3636.241,"endTime":3638.611,"body":"So like, if you come across"},{"speaker":"6","startTime":3636.241,"endTime":3638.611,"body":"a homeowner where they"},{"speaker":"6","startTime":3638.701,"endTime":3640.771,"body":"own the property free and"},{"speaker":"6","startTime":3638.701,"endTime":3640.771,"body":"clear, same exact thing."},{"speaker":"6","startTime":3640.771,"endTime":3642.571,"body":"Like this is a scenario"},{"speaker":"6","startTime":3640.771,"endTime":3642.571,"body":"buddy of mine was going"},{"speaker":"6","startTime":3642.571,"endTime":3643.861,"body":"through last week."},{"speaker":"6","startTime":3643.861,"endTime":3645.241,"body":"It was the same exact scenario."},{"speaker":"6","startTime":3645.241,"endTime":3647.065,"body":"It was a guy he owns, like,"},{"speaker":"6","startTime":3645.241,"endTime":3647.065,"body":"I think it was he had a"},{"speaker":"6","startTime":3647.065,"endTime":3650.485,"body":"portfolio of, I believe,"},{"speaker":"6","startTime":3647.065,"endTime":3650.485,"body":"eight properties in Florida."},{"speaker":"6","startTime":3650.485,"endTime":3651.445,"body":"He had eight properties."},{"speaker":"6","startTime":3651.895,"endTime":3655.135,"body":"He was an older guy, 75"},{"speaker":"6","startTime":3651.895,"endTime":3655.135,"body":"years old has no kids."},{"speaker":"6","startTime":3655.135,"endTime":3658.915,"body":"So he had nobody to leave"},{"speaker":"6","startTime":3655.135,"endTime":3658.915,"body":"the properties behind to."},{"speaker":"6","startTime":3659.335,"endTime":3662.725,"body":"So my buddy's like, okay, well,"},{"speaker":"6","startTime":3659.335,"endTime":3662.725,"body":"I'd love to, you know, take"},{"speaker":"6","startTime":3662.725,"endTime":3666.975,"body":"down the whole portfolio, but"},{"speaker":"6","startTime":3662.725,"endTime":3666.975,"body":"you know, how about we just"},{"speaker":"6","startTime":3666.975,"endTime":3670.245,"body":"start with one and then we see"},{"speaker":"6","startTime":3666.975,"endTime":3670.245,"body":"how the one property works."},{"speaker":"6","startTime":3670.295,"endTime":3672.355,"body":"If everything goes good,"},{"speaker":"6","startTime":3670.295,"endTime":3672.355,"body":"we can do the other six."},{"speaker":"6","startTime":3672.865,"endTime":3675.115,"body":"So the homeowners said, you"},{"speaker":"6","startTime":3672.865,"endTime":3675.115,"body":"know what, let's give it a shot."},{"speaker":"6","startTime":3675.415,"endTime":3676.795,"body":"They did a novation agreement."},{"speaker":"6","startTime":3677.215,"endTime":3684.955,"body":"And you know, my buddy he turned"},{"speaker":"6","startTime":3677.215,"endTime":3684.955,"body":"around and he net about 20, I"},{"speaker":"6","startTime":3684.955,"endTime":3688.315,"body":"think it was 23 and some change"},{"speaker":"6","startTime":3684.955,"endTime":3688.315,"body":"after it was all said and done"},{"speaker":"6","startTime":3688.735,"endTime":3691.795,"body":"and we'll make them able to"},{"speaker":"6","startTime":3688.735,"endTime":3691.795,"body":"do it was because he gave the"},{"speaker":"6","startTime":3691.795,"endTime":3693.985,"body":"south that's exactly what he"},{"speaker":"6","startTime":3691.795,"endTime":3693.985,"body":"was asking for the wholesalers."},{"speaker":"6","startTime":3693.985,"endTime":3694.585,"body":"They couldn't come anymore."},{"speaker":"6","startTime":3695.035,"endTime":3697.495,"body":"You know, so the answer to"},{"speaker":"6","startTime":3695.035,"endTime":3697.495,"body":"your question is novation,"},{"speaker":"6","startTime":3697.525,"endTime":3699.715,"body":"novation, novation, novation,"},{"speaker":"6","startTime":3697.525,"endTime":3699.715,"body":"and David even teach us"},{"speaker":"6","startTime":3699.715,"endTime":3700.405,"body":"about it in this course."},{"speaker":"6","startTime":3700.405,"endTime":3702.685,"body":"If you haven't bought it,"},{"speaker":"6","startTime":3700.405,"endTime":3702.685,"body":"shameless plug, he gives"},{"speaker":"6","startTime":3702.685,"endTime":3705.235,"body":"away the strategy where you"},{"speaker":"6","startTime":3702.685,"endTime":3705.235,"body":"can get contractors to come"},{"speaker":"6","startTime":3705.235,"endTime":3706.285,"body":"in and do the work three."},{"speaker":"6","startTime":3706.405,"endTime":3708.345,"body":"I'm not going to say it"},{"speaker":"6","startTime":3706.405,"endTime":3708.345,"body":"because I'm saying David,"},{"speaker":"6","startTime":3708.345,"endTime":3711.012,"body":"but Chad, Chad knows I'm"},{"speaker":"6","startTime":3708.345,"endTime":3711.012,"body":"talking about oh yeah, yeah."},{"speaker":"6","startTime":3711.342,"endTime":3713.172,"body":"But that thing I'm"},{"speaker":"6","startTime":3711.342,"endTime":3713.172,"body":"doing it right now."},{"speaker":"6","startTime":3713.262,"endTime":3714.492,"body":"It works nice."},{"speaker":"6","startTime":3714.492,"endTime":3714.762,"body":"Bam."},{"speaker":"6","startTime":3714.987,"endTime":3716.907,"body":"After the call about"},{"speaker":"6","startTime":3714.987,"endTime":3716.907,"body":"that, feel free."},{"speaker":"6","startTime":3716.907,"endTime":3717.627,"body":"I'm on Facebook."},{"speaker":"6","startTime":3718.077,"endTime":3721.647,"body":"Go back to the, back to the root"},{"speaker":"6","startTime":3718.077,"endTime":3721.647,"body":"of your question is how do you"},{"speaker":"6","startTime":3721.647,"endTime":3722.607,"body":"get to, how do you get them?"},{"speaker":"6","startTime":3723.092,"endTime":3725.647,"body":"So you need to gather"},{"speaker":"6","startTime":3723.092,"endTime":3725.647,"body":"more information."},{"speaker":"6","startTime":3726.207,"endTime":3729.767,"body":"You don't have enough, like"},{"speaker":"6","startTime":3726.207,"endTime":3729.767,"body":"if you knew a way to help"},{"speaker":"6","startTime":3729.797,"endTime":3732.857,"body":"them, or if like, if you knew"},{"speaker":"6","startTime":3729.797,"endTime":3732.857,"body":"enough about their situation,"},{"speaker":"6","startTime":3732.857,"endTime":3735.677,"body":"you would know what you"},{"speaker":"6","startTime":3732.857,"endTime":3735.677,"body":"can plug in there to make"},{"speaker":"6","startTime":3735.677,"endTime":3736.697,"body":"an excuse, to get you to."},{"speaker":"6","startTime":3736.922,"endTime":3740.062,"body":"So whatever it is, when"},{"speaker":"6","startTime":3736.922,"endTime":3740.062,"body":"you reengage with them,"},{"speaker":"6","startTime":3740.062,"endTime":3742.462,"body":"we can get there to put"},{"speaker":"6","startTime":3740.062,"endTime":3742.462,"body":"up no trespassing signs."},{"speaker":"6","startTime":3742.462,"endTime":3745.312,"body":"We can get there to"},{"speaker":"6","startTime":3742.462,"endTime":3745.312,"body":"assess the property."},{"speaker":"6","startTime":3745.312,"endTime":3749.032,"body":"We can get there to introduce"},{"speaker":"6","startTime":3745.312,"endTime":3749.032,"body":"them to an estate sale company."},{"speaker":"6","startTime":3749.452,"endTime":3751.552,"body":"There's a lot of reasons"},{"speaker":"6","startTime":3749.452,"endTime":3751.552,"body":"to get face to face."},{"speaker":"6","startTime":3751.972,"endTime":3755.022,"body":"You have to your job when"},{"speaker":"6","startTime":3751.972,"endTime":3755.022,"body":"you re-engage with them as"},{"speaker":"6","startTime":3755.362,"endTime":3760.102,"body":"just re-engage learn enough"},{"speaker":"6","startTime":3755.362,"endTime":3760.102,"body":"about their situation that"},{"speaker":"6","startTime":3760.102,"endTime":3763.642,"body":"you can plug in value and"},{"speaker":"6","startTime":3760.102,"endTime":3763.642,"body":"you have a reason to be"},{"speaker":"6","startTime":3763.642,"endTime":3764.932,"body":"physically present there."},{"speaker":"6","startTime":3765.382,"endTime":3767.482,"body":"Then you can start"},{"speaker":"6","startTime":3765.382,"endTime":3767.482,"body":"having that conversation."},{"speaker":"6","startTime":3767.512,"endTime":3769.012,"body":"Then you choose the strategy."},{"speaker":"6","startTime":3769.372,"endTime":3771.472,"body":"Like engagement is 80%."},{"speaker":"6","startTime":3771.472,"endTime":3774.322,"body":"90% of this game"},{"speaker":"6","startTime":3771.472,"endTime":3774.322,"body":"strategy is 10, right?"},{"speaker":"6","startTime":3774.892,"endTime":3777.092,"body":"So I want to congratulate."},{"speaker":"6","startTime":3777.542,"endTime":3780.932,"body":"Commend you, because you"},{"speaker":"6","startTime":3777.542,"endTime":3780.932,"body":"are educating yourself"},{"speaker":"6","startTime":3780.932,"endTime":3783.452,"body":"where you can actually"},{"speaker":"6","startTime":3780.932,"endTime":3783.452,"body":"monetize every conversation."},{"speaker":"6","startTime":3784.022,"endTime":3785.312,"body":"Most folks won't do that."},{"speaker":"6","startTime":3785.522,"endTime":3789.812,"body":"And the fact that you have"},{"speaker":"6","startTime":3785.522,"endTime":3789.812,"body":"brokerage taken care of you are"},{"speaker":"6","startTime":3789.812,"endTime":3791.132,"body":"learning creative financing."},{"speaker":"6","startTime":3791.132,"endTime":3794.522,"body":"You're set up to do wholesaling."},{"speaker":"6","startTime":3794.852,"endTime":3797.082,"body":"Like you'll be able to"},{"speaker":"6","startTime":3794.852,"endTime":3797.082,"body":"help everyone and monetize"},{"speaker":"6","startTime":3797.082,"endTime":3798.552,"body":"every conversation."},{"speaker":"6","startTime":3798.602,"endTime":3800.252,"body":"So it's, it's rare."},{"speaker":"6","startTime":3800.252,"endTime":3801.932,"body":"I'm sure you've noticed"},{"speaker":"6","startTime":3800.252,"endTime":3801.932,"body":"you don't have a lot of"},{"speaker":"6","startTime":3801.932,"endTime":3804.782,"body":"competition when you're at"},{"speaker":"6","startTime":3801.932,"endTime":3804.782,"body":"that level where you can use"},{"speaker":"6","startTime":3804.782,"endTime":3806.162,"body":"those multiple strategies."},{"speaker":"6","startTime":3806.397,"endTime":3809.552,"body":"What I want you to focus on"},{"speaker":"6","startTime":3806.397,"endTime":3809.552,"body":"now is like, you're getting"},{"speaker":"6","startTime":3809.552,"endTime":3814.382,"body":"comfortable with those tactics"},{"speaker":"6","startTime":3809.552,"endTime":3814.382,"body":"now focus more on the people"},{"speaker":"6","startTime":3814.382,"endTime":3816.752,"body":"and learning about their"},{"speaker":"6","startTime":3814.382,"endTime":3816.752,"body":"story, because they will"},{"speaker":"6","startTime":3816.752,"endTime":3818.452,"body":"lead you to the proper tool."},{"speaker":"6","startTime":3819.442,"endTime":3824.732,"body":"Like give them everything"},{"speaker":"6","startTime":3819.442,"endTime":3824.732,"body":"they want, every conversation,"},{"speaker":"6","startTime":3824.732,"endTime":3826.982,"body":"like in the beginning,"},{"speaker":"6","startTime":3824.732,"endTime":3826.982,"body":"what do they want?"},{"speaker":"6","startTime":3827.102,"endTime":3828.092,"body":"What's driving them."},{"speaker":"6","startTime":3828.092,"endTime":3832.502,"body":"Is it fear or is it desire"},{"speaker":"6","startTime":3828.092,"endTime":3832.502,"body":"and fear of what or desire"},{"speaker":"6","startTime":3832.502,"endTime":3836.102,"body":"for what and how can I find"},{"speaker":"6","startTime":3832.502,"endTime":3836.102,"body":"a way to get in front of"},{"speaker":"6","startTime":3836.102,"endTime":3839.312,"body":"them to take away their"},{"speaker":"6","startTime":3836.102,"endTime":3839.312,"body":"fear or feed their desires?"},{"speaker":"6","startTime":3839.892,"endTime":3844.712,"body":"And like I said, it's"},{"speaker":"6","startTime":3839.892,"endTime":3844.712,"body":"not a house ever."},{"speaker":"6","startTime":3845.347,"endTime":3848.252,"body":"It's about the people and what"},{"speaker":"6","startTime":3845.347,"endTime":3848.252,"body":"emotional, what emotions are"},{"speaker":"6","startTime":3848.252,"endTime":3850.923,"body":"driving their behavior and"},{"speaker":"6","startTime":3848.252,"endTime":3850.923,"body":"helping them get what they want."},{"speaker":"6","startTime":3850.923,"endTime":3852.723,"body":"So you can have what"},{"speaker":"6","startTime":3850.923,"endTime":3852.723,"body":"you want for sure."},{"speaker":"6","startTime":3853.173,"endTime":3857.103,"body":"So really focus on the people"},{"speaker":"6","startTime":3853.173,"endTime":3857.103,"body":"and then the reason that you"},{"speaker":"6","startTime":3857.103,"endTime":3859.713,"body":"need to be at the house, we'll"},{"speaker":"6","startTime":3857.103,"endTime":3859.713,"body":"show up and it'll be apparent."},{"speaker":"6","startTime":3859.713,"endTime":3860.793,"body":"You'll be like, oh fuck."},{"speaker":"6","startTime":3861.093,"endTime":3863.943,"body":"I can go over there and put up"},{"speaker":"6","startTime":3861.093,"endTime":3863.943,"body":"a no trespassing sign or I can"},{"speaker":"6","startTime":3863.943,"endTime":3867.253,"body":"go over and offer to give them"},{"speaker":"6","startTime":3863.943,"endTime":3867.253,"body":"free photography so they can"},{"speaker":"6","startTime":3867.753,"endTime":3868.923,"body":"try to sell it on their own."},{"speaker":"6","startTime":3869.453,"endTime":3871.503,"body":"And I mean, I'll do"},{"speaker":"6","startTime":3869.453,"endTime":3871.503,"body":"things like that."},{"speaker":"6","startTime":3871.593,"endTime":3876.693,"body":"Like I've taken professional"},{"speaker":"6","startTime":3871.593,"endTime":3876.693,"body":"photographs of a home for a"},{"speaker":"6","startTime":3876.693,"endTime":3879.123,"body":"fisbo just, and it was a trap."},{"speaker":"6","startTime":3879.153,"endTime":3880.803,"body":"I knew what the outcome"},{"speaker":"6","startTime":3879.153,"endTime":3880.803,"body":"was going to be."},{"speaker":"6","startTime":3881.403,"endTime":3883.923,"body":"They get out there, the"},{"speaker":"6","startTime":3881.403,"endTime":3883.923,"body":"pictures do their job."},{"speaker":"6","startTime":3883.953,"endTime":3884.823,"body":"They get offers."},{"speaker":"6","startTime":3884.823,"endTime":3885.633,"body":"People lie."},{"speaker":"6","startTime":3885.683,"endTime":3888.003,"body":"They didn't really weren't"},{"speaker":"6","startTime":3885.683,"endTime":3888.003,"body":"pre-qualified they didn't ever,"},{"speaker":"6","startTime":3888.153,"endTime":3890.973,"body":"they didn't sign the contract"},{"speaker":"6","startTime":3888.153,"endTime":3890.973,"body":"and then goes to the seller."},{"speaker":"6","startTime":3891.363,"endTime":3893.973,"body":"The seller is frustrated as"},{"speaker":"6","startTime":3891.363,"endTime":3893.973,"body":"hell and they come back and list"},{"speaker":"6","startTime":3893.973,"endTime":3897.153,"body":"the house with me, but I led"},{"speaker":"6","startTime":3893.973,"endTime":3897.153,"body":"them to their own real estate."},{"speaker":"6","startTime":3897.603,"endTime":3899.023,"body":"I didn't sell them anything."},{"speaker":"6","startTime":3899.023,"endTime":3902.583,"body":"I provided value to them, let"},{"speaker":"6","startTime":3899.023,"endTime":3902.583,"body":"them fight their way through"},{"speaker":"6","startTime":3902.583,"endTime":3904.773,"body":"the thorns and come back"},{"speaker":"6","startTime":3902.583,"endTime":3904.773,"body":"into the meadow that I was"},{"speaker":"6","startTime":3904.773,"endTime":3905.943,"body":"standing in the whole time."},{"speaker":"6","startTime":3906.393,"endTime":3908.673,"body":"And I was the one that"},{"speaker":"6","startTime":3906.393,"endTime":3908.673,"body":"actually got the home"},{"speaker":"6","startTime":3908.673,"endTime":3911.793,"body":"sold and absorbed all that"},{"speaker":"6","startTime":3908.673,"endTime":3911.793,"body":"bullshit that buyers bring."},{"speaker":"6","startTime":3912.333,"endTime":3915.003,"body":"So there's things like that,"},{"speaker":"6","startTime":3912.333,"endTime":3915.003,"body":"any little way that you can"},{"speaker":"6","startTime":3915.003,"endTime":3918.123,"body":"find to give them value, give"},{"speaker":"6","startTime":3915.003,"endTime":3918.123,"body":"them what they want, even"},{"speaker":"6","startTime":3918.123,"endTime":3919.323,"body":"if they're in their own way."},{"speaker":"6","startTime":3919.903,"endTime":3920.293,"body":"It'll come."},{"speaker":"6","startTime":3920.323,"endTime":3924.313,"body":"It comes back to you, but well"},{"speaker":"6","startTime":3920.323,"endTime":3924.313,"body":"guys, listen, I'm going to jump."},{"speaker":"6","startTime":3924.313,"endTime":3927.553,"body":"This was always"},{"speaker":"6","startTime":3924.313,"endTime":3927.553,"body":"fun conversations."},{"speaker":"6","startTime":3927.583,"endTime":3928.993,"body":"Hope you guys got a ton from it."},{"speaker":"6","startTime":3929.113,"endTime":3930.763,"body":"I see a lot of new names here."},{"speaker":"6","startTime":3930.763,"endTime":3933.678,"body":"We didn't get, didn't hear"},{"speaker":"6","startTime":3930.763,"endTime":3933.678,"body":"from, so you guys hopefully"},{"speaker":"6","startTime":3933.678,"endTime":3934.758,"body":"you got value from this."},{"speaker":"6","startTime":3934.758,"endTime":3937.896,"body":"If it was your first call, work"},{"speaker":"6","startTime":3934.758,"endTime":3937.896,"body":"up the courage to introduce"},{"speaker":"6","startTime":3937.896,"endTime":3939.516,"body":"yourself and join us next week."},{"speaker":"6","startTime":3939.546,"endTime":3943.116,"body":"But as always guys, thanks for"},{"speaker":"6","startTime":3939.546,"endTime":3943.116,"body":"being part of the community and"},{"speaker":"6","startTime":3943.176,"endTime":3945.156,"body":"being an engaging fun crowd."},{"speaker":"6","startTime":3945.486,"endTime":3946.476,"body":"We'll talk to you soon."},{"speaker":"6","startTime":3946.476,"endTime":3947.016,"body":"Have a great day."}]}