{"version":"1.0.0","segments":[{"startTime":7.62,"endTime":8.94,"body":"Evie you making your calls yet?"},{"startTime":9.29,"endTime":13.649,"body":"Oh, why do you doubt it?"},{"startTime":13.649,"endTime":16.36,"body":"*Laughs* I wish I could make"},{"startTime":13.649,"endTime":16.36,"body":"calls my list of personal"},{"startTime":16.36,"endTime":20.72,"body":"representatives, like 75%"},{"startTime":16.36,"endTime":20.72,"body":"of the phone numbers on my"},{"startTime":20.72,"endTime":24.399,"body":"leads just aren't good, or"},{"startTime":20.72,"endTime":24.399,"body":"they're DNC oh my goodness."},{"startTime":24.739,"endTime":26.539,"body":"Yeah, you got to"},{"startTime":24.739,"endTime":26.539,"body":"call them anyways."},{"startTime":27.009,"endTime":28.759,"body":"You don't call the DNC."},{"startTime":29.099,"endTime":29.519,"body":"I do."},{"startTime":29.859,"endTime":30.249,"body":"I do."},{"startTime":30.609,"endTime":34.929,"body":"I'm not a fan of seeing"},{"startTime":30.609,"endTime":34.929,"body":"a $43,000 fine hit me."},{"startTime":35.269,"endTime":39.169,"body":"You've seen that happen or"},{"startTime":35.269,"endTime":39.169,"body":"I have not experienced it."},{"startTime":39.169,"endTime":41.539,"body":"I'm just, I'm doing"},{"startTime":39.169,"endTime":41.539,"body":"risk avoidance."},{"startTime":41.879,"endTime":43.139,"body":"Prospecting avoidance."},{"startTime":43.309,"endTime":44.029,"body":"I disagree."},{"startTime":44.029,"endTime":45.68,"body":"I mean, I just, it's risky."},{"startTime":45.85,"endTime":47.59,"body":"It's a big bill to pay."},{"startTime":47.66,"endTime":50.53,"body":"I made my first round of"},{"startTime":47.66,"endTime":50.53,"body":"phone calls on Friday."},{"startTime":50.53,"endTime":52.616,"body":"And you're telling"},{"startTime":50.53,"endTime":52.616,"body":"me this, No, no, No."},{"startTime":52.616,"endTime":55.993,"body":"Do what you guys do, but do what"},{"startTime":52.616,"endTime":55.993,"body":"you guys do, but they're really"},{"startTime":55.993,"endTime":59.083,"body":"going after the bigger companies"},{"startTime":55.993,"endTime":59.083,"body":"that do the auto dialing and you"},{"startTime":59.083,"endTime":61.883,"body":"can get threatened, but you just"},{"startTime":59.083,"endTime":61.883,"body":"got to like Kevin Ward says,"},{"startTime":61.883,"endTime":64.613,"body":"just apologize and say, look, I"},{"startTime":61.883,"endTime":64.613,"body":"didn't see your name on there."},{"startTime":64.739,"endTime":65.639,"body":"I won't call you again."},{"startTime":65.676,"endTime":66.156,"body":"No big deal."},{"startTime":66.669,"endTime":67.269,"body":"That's what I do."},{"startTime":67.511,"endTime":70.601,"body":"usually the ones on the DNC"},{"startTime":67.511,"endTime":70.601,"body":"list are the nicest to talk to."},{"startTime":70.601,"endTime":71.681,"body":"Cause they never get calls"},{"startTime":71.889,"endTime":72.909,"body":"So I have a question."},{"startTime":72.999,"endTime":74.729,"body":"That's a good way"},{"startTime":72.999,"endTime":74.729,"body":"of thinking of it."},{"startTime":75.069,"endTime":77.246,"body":"First of all, before you ask"},{"startTime":75.069,"endTime":77.246,"body":"you a question, Chad wanted"},{"startTime":77.246,"endTime":79.646,"body":"me to let y'all know that"},{"startTime":77.246,"endTime":79.646,"body":"I'm the host of this week."},{"startTime":79.986,"endTime":83.756,"body":"And I've been promoted to"},{"startTime":79.986,"endTime":83.756,"body":"probate mastery coach Dave"},{"startTime":83.756,"endTime":87.112,"body":"Pannell, and I'm here to answer"},{"startTime":83.756,"endTime":87.112,"body":"any questions and y'all gave"},{"startTime":87.112,"endTime":88.342,"body":"me some topics to talk about,"},{"startTime":88.562,"endTime":91.965,"body":"so I haven't felt comfortable"},{"startTime":88.562,"endTime":91.965,"body":"enough to do role-playing with"},{"startTime":91.985,"endTime":93.495,"body":"anyone other than my husband."},{"startTime":93.564,"endTime":94.939,"body":"And he's been tough on me."},{"startTime":94.939,"endTime":98.122,"body":"He asked me your question"},{"startTime":94.939,"endTime":98.122,"body":"last night, when I did my"},{"startTime":98.122,"endTime":100.342,"body":"introduction, he said he"},{"startTime":98.122,"endTime":100.342,"body":"didn't have any needs that"},{"startTime":100.342,"endTime":103.252,"body":"needed to be met, but thought"},{"startTime":100.342,"endTime":103.252,"body":"was a ghost in the house."},{"startTime":103.351,"endTime":104.461,"body":"How can I help with that?"},{"startTime":104.581,"endTime":106.999,"body":"Of course I wanted to say"},{"startTime":104.581,"endTime":106.999,"body":"call Ghostbusters, but I mean,"},{"startTime":106.999,"endTime":109.439,"body":"have you ever had anybody"},{"startTime":106.999,"endTime":109.439,"body":"say anything like that?"},{"startTime":109.439,"endTime":111.749,"body":"That's a great, that's a great"},{"startTime":109.439,"endTime":111.749,"body":"response because you do want"},{"startTime":111.749,"endTime":114.409,"body":"to turn things funny, not"},{"startTime":111.749,"endTime":114.409,"body":"funny, but you want to make it"},{"startTime":114.409,"endTime":116.499,"body":"lighter and say, Hey, that's"},{"startTime":114.409,"endTime":116.499,"body":"a good opportunity for me"},{"startTime":116.499,"endTime":117.519,"body":"to come over and meet y'all."},{"startTime":117.696,"endTime":118.686,"body":"I'd love to meet your ghosts."},{"startTime":119.026,"endTime":119.596,"body":"Okay."},{"startTime":119.936,"endTime":120.716,"body":"That's what I would do."},{"startTime":120.936,"endTime":123.186,"body":"I have an investor right"},{"startTime":120.936,"endTime":123.186,"body":"now that has a house"},{"startTime":123.186,"endTime":126.166,"body":"that he's flipping and"},{"startTime":123.186,"endTime":126.166,"body":"all through the process."},{"startTime":126.262,"endTime":129.679,"body":"They've heard things and"},{"startTime":126.262,"endTime":129.679,"body":"doors closing and weird noises"},{"startTime":129.709,"endTime":130.849,"body":"in the back of the house."},{"startTime":130.879,"endTime":133.192,"body":"And now every realtor that"},{"startTime":130.879,"endTime":133.192,"body":"shows the house, they're"},{"startTime":133.192,"endTime":134.182,"body":"seeing the same thing."},{"startTime":134.512,"endTime":137.282,"body":"He took it off the market"},{"startTime":134.512,"endTime":137.282,"body":"just to get it blessed."},{"startTime":137.452,"endTime":139.919,"body":"So you can call your local"},{"startTime":137.452,"endTime":139.919,"body":"church and they usually have"},{"startTime":139.919,"endTime":141.989,"body":"the people that do exorcism."},{"startTime":142.049,"endTime":142.379,"body":"Yeah."},{"startTime":142.452,"endTime":146.402,"body":"We had one house that we bought"},{"startTime":142.452,"endTime":146.402,"body":"that was 120 years old and we"},{"startTime":146.402,"endTime":147.873,"body":"had it blessed just in case."},{"startTime":148.043,"endTime":149.183,"body":"I have another question."},{"startTime":149.284,"endTime":152.104,"body":"I never hear anybody indicate"},{"startTime":149.284,"endTime":152.104,"body":"that we should make calls"},{"startTime":152.104,"endTime":153.364,"body":"on Saturday or Sunday."},{"startTime":153.454,"endTime":157.996,"body":"And, I find that I'm not getting"},{"startTime":153.454,"endTime":157.996,"body":"good pickups eight to 10."},{"startTime":158.336,"endTime":159.296,"body":"Four to six."},{"startTime":159.506,"endTime":162.146,"body":"What's wrong with"},{"startTime":159.506,"endTime":162.146,"body":"calling on a Saturday?"},{"startTime":162.146,"endTime":165.906,"body":"I I'm Mel west LA we, don't"},{"startTime":162.146,"endTime":165.906,"body":"not a real religious area."},{"startTime":165.906,"endTime":167.037,"body":"It's LA LA land."},{"startTime":167.116,"endTime":170.056,"body":"Maybe on a Sunday,"},{"startTime":167.116,"endTime":170.056,"body":"but why not Saturdays?"},{"startTime":170.056,"endTime":171.226,"body":"I think it'd be a great time."},{"startTime":171.226,"endTime":173.893,"body":"I'd speak to somebody on a"},{"startTime":171.226,"endTime":173.893,"body":"Saturday, rather than calling"},{"startTime":173.893,"endTime":175.543,"body":"me, bothering me at the office."},{"startTime":175.607,"endTime":177.017,"body":"I don't appreciate"},{"startTime":175.607,"endTime":177.017,"body":"those phone calls."},{"startTime":177.16,"endTime":179.304,"body":"It's like working out"},{"startTime":177.16,"endTime":179.304,"body":"until you get to the gym."},{"startTime":179.344,"endTime":180.424,"body":"You don't feel good about it."},{"startTime":180.514,"endTime":181.714,"body":"And same with prospecting."},{"startTime":181.714,"endTime":182.974,"body":"It doesn't matter"},{"startTime":181.714,"endTime":182.974,"body":"when you do it."},{"startTime":183.194,"endTime":185.264,"body":"Lead follow-up or phone calls."},{"startTime":185.604,"endTime":188.184,"body":"I like to call on Saturdays"},{"startTime":185.604,"endTime":188.184,"body":"from 10 to 10 to one,"},{"startTime":188.724,"endTime":190.194,"body":"but it seldom happens."},{"startTime":190.225,"endTime":193.036,"body":"if I don't have something"},{"startTime":190.225,"endTime":193.036,"body":"planned with my wife or a kid"},{"startTime":193.036,"endTime":196.429,"body":"going somewhere now, it's but"},{"startTime":193.036,"endTime":196.429,"body":"Saturdays, it doesn't matter"},{"startTime":196.429,"endTime":197.359,"body":"when you make the calls."},{"startTime":197.559,"endTime":199.689,"body":"You're going to reach people"},{"startTime":197.559,"endTime":199.689,"body":"when you don't expect it."},{"startTime":199.719,"endTime":201.992,"body":"And you're going to have great"},{"startTime":199.719,"endTime":201.992,"body":"conversations with people"},{"startTime":201.992,"endTime":204.032,"body":"that you never expected to"},{"startTime":201.992,"endTime":204.032,"body":"have a conversation with."},{"startTime":204.372,"endTime":208.399,"body":"I was calling expireds,"},{"startTime":204.372,"endTime":208.399,"body":"almost 11 days ago, looking"},{"startTime":208.399,"endTime":209.839,"body":"for houses that didn't sell."},{"startTime":209.959,"endTime":212.731,"body":"And since I have the experience,"},{"startTime":209.959,"endTime":212.731,"body":"the probate, I came across"},{"startTime":212.731,"endTime":215.857,"body":"one that looked like it"},{"startTime":212.731,"endTime":215.857,"body":"had estate as a seller, and"},{"startTime":215.857,"endTime":217.727,"body":"then expired as is property."},{"startTime":217.953,"endTime":220.623,"body":"So I got her on the phone"},{"startTime":217.953,"endTime":220.623,"body":"and I'm the only one"},{"startTime":220.623,"endTime":223.866,"body":"knowledgeable that, talked"},{"startTime":220.623,"endTime":223.866,"body":"about certain topics that"},{"startTime":223.866,"endTime":224.736,"body":"kept her on the phone."},{"startTime":224.866,"endTime":227.548,"body":"she had several people call"},{"startTime":224.866,"endTime":227.548,"body":"her that day and now she's"},{"startTime":227.548,"endTime":231.565,"body":"selling two houses to me, one"},{"startTime":227.548,"endTime":231.565,"body":"the as-is house and the one"},{"startTime":231.565,"endTime":233.725,"body":"she's living in that she did not"},{"startTime":231.565,"endTime":233.725,"body":"want to sell in the beginning."},{"startTime":233.809,"endTime":236.999,"body":"She wanted to pay one off, but"},{"startTime":233.809,"endTime":236.999,"body":"she's not getting as much money"},{"startTime":236.999,"endTime":238.363,"body":"as she thought with one house."},{"startTime":238.363,"endTime":240.673,"body":"So you just never know the"},{"startTime":238.363,"endTime":240.673,"body":"conversations you're gonna."},{"startTime":240.986,"endTime":242.246,"body":"Is one of your students, David?"},{"startTime":242.246,"endTime":244.016,"body":"I got to say, I need"},{"startTime":242.246,"endTime":244.016,"body":"to hear that call, man."},{"startTime":244.466,"endTime":246.416,"body":"I was just gonna"},{"startTime":244.466,"endTime":246.416,"body":"say it's in there."},{"startTime":246.756,"endTime":249.996,"body":"Yeah, I think it's, I try to put"},{"startTime":246.756,"endTime":249.996,"body":"all my calls because everything"},{"startTime":249.996,"endTime":252.436,"body":"I do is recorded, let me see if"},{"startTime":249.996,"endTime":252.436,"body":"I put it in there real quick."},{"startTime":252.586,"endTime":256.346,"body":"Not to delay y'all and Dave,"},{"startTime":252.586,"endTime":256.346,"body":"are you coaching to investors"},{"startTime":256.346,"endTime":258.116,"body":"or are you coaching to agents?"},{"startTime":258.626,"endTime":263.086,"body":"I mainly I'm coaching on the"},{"startTime":258.626,"endTime":263.086,"body":"part that we should talk about"},{"startTime":263.086,"endTime":266.142,"body":"today on the follow-up and the"},{"startTime":263.086,"endTime":266.142,"body":"conversion, the phone calls."},{"startTime":266.202,"endTime":267.042,"body":"Making calls."},{"startTime":267.042,"endTime":269.322,"body":"You're only going to get"},{"startTime":267.042,"endTime":269.322,"body":"a hold of 10% people."},{"startTime":269.742,"endTime":271.332,"body":"That's known"},{"startTime":269.742,"endTime":271.332,"body":"through prospecting."},{"startTime":271.366,"endTime":274.265,"body":"So even if you say you"},{"startTime":271.366,"endTime":274.265,"body":"have bad phone numbers, you"},{"startTime":274.265,"endTime":276.785,"body":"have to dial through those"},{"startTime":274.265,"endTime":276.785,"body":"numbers to get that 10%."},{"startTime":276.908,"endTime":278.738,"body":"And then you're going to"},{"startTime":276.908,"endTime":278.738,"body":"have those conversations"},{"startTime":278.738,"endTime":280.778,"body":"that you're just amazed"},{"startTime":278.738,"endTime":280.778,"body":"that they pick up the phone."},{"startTime":280.831,"endTime":281.641,"body":"It works out."},{"startTime":281.786,"endTime":283.976,"body":"you probably get one house"},{"startTime":281.786,"endTime":283.976,"body":"under contract every week"},{"startTime":283.976,"endTime":287.006,"body":"if you made five days worth"},{"startTime":283.976,"endTime":287.006,"body":"of phone calls and didn't do"},{"startTime":287.006,"endTime":290.636,"body":"the avoidance And to the what"},{"startTime":287.006,"endTime":290.636,"body":"Selena was just talking about."},{"startTime":290.666,"endTime":295.252,"body":"Do you think Saturdays are still"},{"startTime":290.666,"endTime":295.252,"body":"a good time to do anytime's"},{"startTime":295.252,"endTime":296.902,"body":"good time when you get on"},{"startTime":295.252,"endTime":296.902,"body":"the phone, because you're"},{"startTime":296.902,"endTime":298.942,"body":"going to leave voicemails for"},{"startTime":296.902,"endTime":298.942,"body":"people, and then you're going"},{"startTime":298.942,"endTime":300.562,"body":"to follow up on those calls."},{"startTime":300.772,"endTime":302.432,"body":"So any days good."},{"startTime":302.772,"endTime":304.002,"body":"I got a question there."},{"startTime":304.342,"endTime":304.552,"body":"Okay."},{"startTime":304.602,"endTime":305.755,"body":"I left a few voicemails."},{"startTime":306.375,"endTime":308.025,"body":"And then they called me back."},{"startTime":308.055,"endTime":310.876,"body":"I didn't hear what their"},{"startTime":308.055,"endTime":310.876,"body":"name, who I was talking to."},{"startTime":310.876,"endTime":312.316,"body":"Cause I have other businesses."},{"startTime":312.422,"endTime":314.132,"body":"This was, that was"},{"startTime":312.422,"endTime":314.132,"body":"just a disaster."},{"startTime":314.213,"endTime":316.253,"body":"I managed to get through"},{"startTime":314.213,"endTime":316.253,"body":"the conversation and at the"},{"startTime":316.253,"endTime":317.453,"body":"end I said just, excuse me."},{"startTime":317.813,"endTime":318.623,"body":"Tell me your name again."},{"startTime":318.651,"endTime":321.304,"body":"I made a few calls the other"},{"startTime":318.651,"endTime":321.304,"body":"day when I had a few minutes."},{"startTime":321.304,"endTime":324.126,"body":"But how do you deal with not"},{"startTime":321.304,"endTime":324.126,"body":"knowing who's calling you back?"},{"startTime":324.156,"endTime":326.661,"body":"I I actually looked at the"},{"startTime":324.156,"endTime":326.661,"body":"phone a few minutes before I"},{"startTime":326.687,"endTime":327.717,"body":"had the nerve to pick it up."},{"startTime":327.887,"endTime":330.227,"body":"That's where you're going"},{"startTime":327.887,"endTime":330.227,"body":"to have to assume that the"},{"startTime":330.227,"endTime":333.867,"body":"conversation and try to"},{"startTime":330.227,"endTime":333.867,"body":"be buddies and friendship,"},{"startTime":334.247,"endTime":336.167,"body":"you're going to have to pick"},{"startTime":334.247,"endTime":336.167,"body":"up the conversation is where"},{"startTime":336.167,"endTime":337.427,"body":"they think it left off at."},{"startTime":337.603,"endTime":338.443,"body":"Why'd you call me."},{"startTime":338.623,"endTime":339.013,"body":"Okay."},{"startTime":339.353,"endTime":340.493,"body":"What are you, what"},{"startTime":339.353,"endTime":340.493,"body":"are your selling?"},{"startTime":340.493,"endTime":341.153,"body":"Why'd you call me?"},{"startTime":341.513,"endTime":342.563,"body":"Yeah, I probably called you."},{"startTime":342.563,"endTime":345.903,"body":"Cause your house was on"},{"startTime":342.563,"endTime":345.903,"body":"the market or I was looking"},{"startTime":345.903,"endTime":347.553,"body":"in your neighborhood"},{"startTime":345.903,"endTime":347.553,"body":"for a house to sell."},{"startTime":347.553,"endTime":348.903,"body":"I came across your phone number."},{"startTime":349.036,"endTime":350.716,"body":"Do you have a home"},{"startTime":349.036,"endTime":350.716,"body":"that you're considering"},{"startTime":350.716,"endTime":352.166,"body":"selling and just shut up?"},{"startTime":352.506,"endTime":354.903,"body":"Sometimes we talk too"},{"startTime":352.506,"endTime":354.903,"body":"much when we should not"},{"startTime":354.903,"endTime":356.693,"body":"be talking amen to that."},{"startTime":356.983,"endTime":357.193,"body":"Yeah."},{"startTime":357.193,"endTime":359.446,"body":"I think with the tracking your"},{"startTime":357.193,"endTime":359.446,"body":"calls too, it depends on if"},{"startTime":359.446,"endTime":360.406,"body":"you're just doing probate."},{"startTime":360.406,"endTime":362.356,"body":"Like I'm mostly"},{"startTime":360.406,"endTime":362.356,"body":"just doing probate."},{"startTime":362.356,"endTime":364.246,"body":"Usually find their info"},{"startTime":362.356,"endTime":364.246,"body":"before I call them back."},{"startTime":364.246,"endTime":366.556,"body":"So having different phone"},{"startTime":364.246,"endTime":366.556,"body":"numbers for different"},{"startTime":366.556,"endTime":368.284,"body":"marketing lists is important."},{"startTime":368.304,"endTime":368.644,"body":"Nothing."},{"startTime":368.814,"endTime":369.024,"body":"Yeah."},{"startTime":369.024,"endTime":371.078,"body":"But if they're selling a"},{"startTime":369.024,"endTime":371.078,"body":"house too, it's an easy"},{"startTime":371.078,"endTime":372.278,"body":"conversation to continue."},{"startTime":372.618,"endTime":374.448,"body":"If they're calling back to"},{"startTime":372.618,"endTime":374.448,"body":"tell you not to call, they're"},{"startTime":374.448,"endTime":376.428,"body":"going to say it right off the"},{"startTime":374.448,"endTime":376.428,"body":"bat and say not to call, so"},{"startTime":376.428,"endTime":377.298,"body":"I wouldn't worry about it."},{"startTime":377.521,"endTime":378.841,"body":"I wouldn't even worry"},{"startTime":377.521,"endTime":378.841,"body":"about looking them up."},{"startTime":378.925,"endTime":380.736,"body":"It's like call them through"},{"startTime":378.925,"endTime":380.736,"body":"expireds or probate and"},{"startTime":380.736,"endTime":382.146,"body":"looking up the house"},{"startTime":380.736,"endTime":382.146,"body":"while you're calling."},{"startTime":382.216,"endTime":384.975,"body":"There's no reason to, until"},{"startTime":382.216,"endTime":384.975,"body":"there's a conversation that"},{"startTime":384.975,"endTime":386.295,"body":"you need to look up the comps."},{"startTime":386.485,"endTime":389.359,"body":"Are you thinking about"},{"startTime":386.485,"endTime":389.359,"body":"selling a house, now, or"},{"startTime":389.359,"endTime":390.559,"body":"in six months to a year?"},{"startTime":390.729,"endTime":392.869,"body":"Guys that's the thing with"},{"startTime":390.729,"endTime":392.869,"body":"the phone calls is our"},{"startTime":392.869,"endTime":395.239,"body":"database is the most important"},{"startTime":392.869,"endTime":395.239,"body":"thing we're building."},{"startTime":395.299,"endTime":397.249,"body":"It's not the appointments today."},{"startTime":397.249,"endTime":398.329,"body":"It's not the appointments."},{"startTime":398.669,"endTime":401.519,"body":"The appointments 90 days"},{"startTime":398.669,"endTime":401.519,"body":"from now is what's important."},{"startTime":401.602,"endTime":404.252,"body":"And that's why if you're"},{"startTime":401.602,"endTime":404.252,"body":"buying these probate leads,"},{"startTime":404.252,"endTime":406.395,"body":"you got to make sure have"},{"startTime":404.252,"endTime":406.395,"body":"a system that's going to"},{"startTime":406.395,"endTime":409.405,"body":"automate to these people"},{"startTime":406.395,"endTime":409.405,"body":"that allows that follow-up."},{"startTime":409.575,"endTime":410.505,"body":"There's a deal recently."},{"startTime":410.505,"endTime":411.615,"body":"I just did."},{"startTime":411.785,"endTime":415.47,"body":"And yeah, the lady said I was,"},{"startTime":411.785,"endTime":415.47,"body":"I only call her one time a year"},{"startTime":415.47,"endTime":418.083,"body":"and a half ago, but she says"},{"startTime":415.47,"endTime":418.083,"body":"I've been getting your emails"},{"startTime":418.083,"endTime":419.343,"body":"about the market updates."},{"startTime":419.407,"endTime":422.827,"body":"And then I, I got a drip a"},{"startTime":419.407,"endTime":422.827,"body":"campaign and my CRM that she"},{"startTime":422.827,"endTime":425.377,"body":"thinks I was emailing her"},{"startTime":422.827,"endTime":425.377,"body":"for the last year and a half."},{"startTime":425.49,"endTime":428.077,"body":"And she called me and"},{"startTime":425.49,"endTime":428.077,"body":"said, am I still interested"},{"startTime":428.077,"endTime":429.247,"body":"in buying her house?"},{"startTime":429.425,"endTime":430.875,"body":"She almost begged me to buy it"},{"startTime":430.925,"endTime":433.475,"body":"I'm not on here to tell you"},{"startTime":430.925,"endTime":433.475,"body":"guys I'm doing a hundred"},{"startTime":433.475,"endTime":434.555,"body":"deals a year in probate."},{"startTime":434.585,"endTime":436.055,"body":"I've done 23 this year."},{"startTime":436.145,"endTime":438.395,"body":"I just put another"},{"startTime":436.145,"endTime":438.395,"body":"2 under contract."},{"startTime":438.405,"endTime":440.645,"body":"So 25 for probate this year."},{"startTime":440.815,"endTime":441.79,"body":"That's pretty  good."},{"startTime":442.09,"endTime":445.12,"body":"My goal is 50 every year,"},{"startTime":442.09,"endTime":445.12,"body":"but with the pandemic"},{"startTime":445.12,"endTime":447.07,"body":"and stuff, going on, our"},{"startTime":445.12,"endTime":447.07,"body":"courts are backed up,"},{"startTime":447.137,"endTime":449.477,"body":"but I'm also looking in"},{"startTime":447.137,"endTime":449.477,"body":"the expireds for sale by"},{"startTime":449.477,"endTime":451.187,"body":"owners, for rent by owners."},{"startTime":451.247,"endTime":453.257,"body":"I'm looking everywhere"},{"startTime":451.247,"endTime":453.257,"body":"for distressed"},{"startTime":453.277,"endTime":454.217,"body":"properties these days."},{"startTime":454.407,"endTime":456.747,"body":"So I know this is a probate"},{"startTime":454.407,"endTime":456.747,"body":"mastery, but it's going to"},{"startTime":456.747,"endTime":459.327,"body":"lead you to other opportunities"},{"startTime":456.747,"endTime":459.327,"body":"by the knowledge that you"},{"startTime":459.327,"endTime":461.277,"body":"have to get through title"},{"startTime":459.327,"endTime":461.277,"body":"issues through probate."},{"startTime":461.38,"endTime":464.17,"body":"Banks are going to let the"},{"startTime":461.38,"endTime":464.17,"body":"residential foreclosures loose"},{"startTime":464.17,"endTime":466.39,"body":"next year, probably February."},{"startTime":466.51,"endTime":468.58,"body":"I do the work for bank of"},{"startTime":466.51,"endTime":468.58,"body":"California, and I know they"},{"startTime":468.58,"endTime":471.43,"body":"have 22 they're sitting on,"},{"startTime":468.58,"endTime":471.43,"body":"that they'll probably release"},{"startTime":471.43,"endTime":473.98,"body":"in January to him and just start"},{"startTime":471.43,"endTime":473.98,"body":"the foreclosures it's coming."},{"startTime":473.98,"endTime":474.76,"body":"It'll come next year."},{"startTime":474.87,"endTime":475.32,"body":"That's good."},{"startTime":475.53,"endTime":475.95,"body":"Perfect."},{"startTime":476.1,"endTime":476.94,"body":"Be right in time."},{"startTime":477.02,"endTime":477.83,"body":"Same with probate."},{"startTime":477.83,"endTime":479.36,"body":"There's people tied"},{"startTime":477.83,"endTime":479.36,"body":"up in probate court."},{"startTime":479.543,"endTime":482.663,"body":"Every deal I've done so far has"},{"startTime":479.543,"endTime":482.663,"body":"been a year, held up in court."},{"startTime":482.777,"endTime":485.603,"body":"But the ones, the probate"},{"startTime":482.777,"endTime":485.603,"body":"ones I love when, whenever"},{"startTime":485.603,"endTime":488.39,"body":"I hear an opportunity in"},{"startTime":485.603,"endTime":488.39,"body":"probate is there's a family"},{"startTime":488.39,"endTime":489.26,"body":"member that's renting a house."},{"startTime":489.923,"endTime":491.483,"body":"That is in the"},{"startTime":489.923,"endTime":491.483,"body":"property that they own."},{"startTime":491.813,"endTime":495.533,"body":"Or it's held up in court and it"},{"startTime":491.813,"endTime":495.533,"body":"gives me a year or two to follow"},{"startTime":495.533,"endTime":496.62,"body":"up with them through Sierra."},{"startTime":496.79,"endTime":499.7,"body":"I call probate five days a week"},{"startTime":496.79,"endTime":499.7,"body":"for at least two hours a day."},{"startTime":499.747,"endTime":501.487,"body":"And I would love to have"},{"startTime":499.747,"endTime":501.487,"body":"appointments every day, but"},{"startTime":501.487,"endTime":503.487,"body":"I'm not going to get on here"},{"startTime":501.487,"endTime":503.487,"body":"and tell you it's that perfect."},{"startTime":503.487,"endTime":506.287,"body":"It's not, but what is perfect"},{"startTime":503.487,"endTime":506.287,"body":"is you're going to get at least"},{"startTime":506.287,"endTime":509.497,"body":"two to five good conversations"},{"startTime":506.287,"endTime":509.497,"body":"that week, and those people"},{"startTime":509.497,"endTime":512.657,"body":"are going to be added to your"},{"startTime":509.497,"endTime":512.657,"body":"CRM and those numbers add up."},{"startTime":512.687,"endTime":516.427,"body":"You had five people, two to"},{"startTime":512.687,"endTime":516.427,"body":"five people a day over a week."},{"startTime":516.547,"endTime":519.873,"body":"That's going to be 20 to 25"},{"startTime":516.547,"endTime":519.873,"body":"new contacts in your CRM."},{"startTime":520.117,"endTime":524.097,"body":"Then over a 52 week or 47"},{"startTime":520.117,"endTime":524.097,"body":"week cycle vacations, whatever"},{"startTime":524.203,"endTime":526.935,"body":"you're going to have  another"},{"startTime":524.203,"endTime":526.935,"body":"thousand people in your CRM"},{"startTime":526.961,"endTime":529.34,"body":"that you physically talk"},{"startTime":526.961,"endTime":529.34,"body":"to about selling a house."},{"startTime":529.404,"endTime":531.864,"body":"At some point, that's going"},{"startTime":529.404,"endTime":531.864,"body":"to turn in positive for you."},{"startTime":531.949,"endTime":535.16,"body":"But if you're delaying because"},{"startTime":531.949,"endTime":535.16,"body":"the DNC list or delaying"},{"startTime":535.16,"endTime":537.95,"body":"because you don't want to call"},{"startTime":535.16,"endTime":537.95,"body":"on a Monday because you don't"},{"startTime":537.95,"endTime":540.87,"body":"feel good, you're not going"},{"startTime":537.95,"endTime":540.87,"body":"to ever build that database."},{"startTime":541.21,"endTime":542.8,"body":"And if you've never build"},{"startTime":541.21,"endTime":542.8,"body":"a database, you're never"},{"startTime":542.8,"endTime":543.76,"body":"going to have a business."},{"startTime":543.817,"endTime":546.677,"body":"You're never going to"},{"startTime":543.817,"endTime":546.677,"body":"put product on a shelf."},{"startTime":547.217,"endTime":549.347,"body":"You ever go in a gas station"},{"startTime":547.217,"endTime":549.347,"body":"and wonder how they keep"},{"startTime":549.347,"endTime":550.427,"body":"those places stocked."},{"startTime":550.767,"endTime":553.257,"body":"Or Walmart, my mind"},{"startTime":550.767,"endTime":553.257,"body":"works different."},{"startTime":553.257,"endTime":555.117,"body":"I go into Walmart, I see"},{"startTime":553.257,"endTime":555.117,"body":"all the product on shelf."},{"startTime":555.127,"endTime":557.767,"body":"I'm like, what is the process"},{"startTime":555.127,"endTime":557.767,"body":"of getting that stuff here"},{"startTime":557.767,"endTime":559.417,"body":"so that we have it to buy?"},{"startTime":559.757,"endTime":562.757,"body":"It's the same in our"},{"startTime":559.757,"endTime":562.757,"body":"database, you got to create"},{"startTime":563.057,"endTime":565.607,"body":"leads, not purchase leads."},{"startTime":565.777,"endTime":568.327,"body":"You got to create leads and"},{"startTime":565.777,"endTime":568.327,"body":"call and make conversations"},{"startTime":568.327,"endTime":572.04,"body":"with people and relationships"},{"startTime":568.327,"endTime":572.04,"body":"in the hardest probate ones"},{"startTime":572.04,"endTime":572.85,"body":"are the most beneficial."},{"startTime":573.38,"endTime":575.51,"body":"The wholesale fees"},{"startTime":573.38,"endTime":575.51,"body":"are so outrageous."},{"startTime":575.64,"endTime":576.323,"body":"It's, nuts."},{"startTime":576.493,"endTime":577.903,"body":"It's like selling a"},{"startTime":576.493,"endTime":577.903,"body":"million dollar home."},{"startTime":578.133,"endTime":581.713,"body":"So since  I was just making"},{"startTime":578.133,"endTime":581.713,"body":"phone calls in the designated"},{"startTime":581.713,"endTime":582.883,"body":"hours that were suggested."},{"startTime":582.943,"endTime":584.513,"body":"I have time during the day."},{"startTime":584.683,"endTime":586.573,"body":"Like I only have my"},{"startTime":584.683,"endTime":586.573,"body":"first set of leads."},{"startTime":586.573,"endTime":589.303,"body":"I've already through them,"},{"startTime":586.573,"endTime":589.303,"body":"found out if there's real"},{"startTime":589.303,"endTime":593.473,"body":"estate, I've done due diligence"},{"startTime":589.303,"endTime":593.473,"body":"on what I have my walking 64."},{"startTime":593.573,"endTime":596.513,"body":"Should I just be making phone"},{"startTime":593.573,"endTime":596.513,"body":"calls during the day on the"},{"startTime":596.543,"endTime":599.363,"body":"same people and maybe tracking"},{"startTime":596.543,"endTime":599.363,"body":"when I call them, whether"},{"startTime":599.363,"endTime":601.866,"body":"it's the eight o'clock or the"},{"startTime":599.363,"endTime":601.866,"body":"middle of the day, or do I"},{"startTime":601.866,"endTime":603.336,"body":"wait for these magic times?"},{"startTime":603.336,"endTime":607.006,"body":"Because I have Nope, that I"},{"startTime":603.336,"endTime":607.006,"body":"know there's an MIT study out"},{"startTime":607.006,"endTime":609.446,"body":"there and it says when you"},{"startTime":607.006,"endTime":609.446,"body":"should call or whatever, that's"},{"startTime":609.446,"endTime":613.166,"body":"why a good CRM is good because"},{"startTime":609.446,"endTime":613.166,"body":"here let me show my screen."},{"startTime":613.506,"endTime":614.496,"body":"I'm not perfect either."},{"startTime":614.496,"endTime":614.886,"body":"Guys."},{"startTime":615.056,"endTime":616.888,"body":"29 overdue calls I have to make."},{"startTime":616.888,"endTime":618.51,"body":"And these majority probate."},{"startTime":618.56,"endTime":621.32,"body":"This guy I've been calling for"},{"startTime":618.56,"endTime":621.32,"body":"two years to sell me a church"},{"startTime":621.66,"endTime":625.721,"body":"crazy, but I haven't dropped him"},{"startTime":621.66,"endTime":625.721,"body":"because he's in my prime status"},{"startTime":625.721,"endTime":629.441,"body":"and I call him, he actually"},{"startTime":625.721,"endTime":629.441,"body":"retired now he's he keeps"},{"startTime":629.441,"endTime":631.241,"body":"telling me for the last two"},{"startTime":629.441,"endTime":631.241,"body":"months that he's going to get my"},{"startTime":631.241,"endTime":632.561,"body":"information to the new pastor."},{"startTime":632.584,"endTime":635.014,"body":"So every week I text him"},{"startTime":632.584,"endTime":635.014,"body":"say, Hey, can they call me?"},{"startTime":635.037,"endTime":635.607,"body":"Probate?"},{"startTime":635.947,"endTime":637.127,"body":"Probate, probate."},{"startTime":637.467,"endTime":638.097,"body":"River district."},{"startTime":638.097,"endTime":640.437,"body":"That's a probate, but"},{"startTime":638.097,"endTime":640.437,"body":"that's a door driving for"},{"startTime":640.437,"endTime":641.457,"body":"dollars in the neighborhood."},{"startTime":641.797,"endTime":642.967,"body":"This is the estate."},{"startTime":643.307,"endTime":645.257,"body":"This is the lady that's"},{"startTime":643.307,"endTime":645.257,"body":"selling me two houses now."},{"startTime":645.287,"endTime":648.477,"body":"Cause I called expireds and"},{"startTime":645.287,"endTime":648.477,"body":"this is another probate."},{"startTime":648.647,"endTime":651.779,"body":"But he wasn't on the probate"},{"startTime":648.647,"endTime":651.779,"body":"list cause they're heirs"},{"startTime":651.779,"endTime":655.692,"body":"to a property that their"},{"startTime":651.779,"endTime":655.692,"body":"um, stepdad is living in."},{"startTime":655.692,"endTime":656.862,"body":"They can't get them"},{"startTime":655.692,"endTime":656.862,"body":"out of the house."},{"startTime":657.099,"endTime":658.549,"body":"So go ahead and James."},{"startTime":658.889,"endTime":660.239,"body":"Yeah, I've got a question."},{"startTime":660.239,"endTime":662.541,"body":"Um, I'm calling out"},{"startTime":660.239,"endTime":662.541,"body":"of state owners."},{"startTime":662.571,"endTime":665.443,"body":"I've got my VA calling"},{"startTime":662.571,"endTime":665.443,"body":"in-state  absentee owners."},{"startTime":665.443,"endTime":668.188,"body":"And what I'm finding is"},{"startTime":665.443,"endTime":668.188,"body":"that I'm reaching people."},{"startTime":668.188,"endTime":669.148,"body":"Like I called one guy."},{"startTime":669.148,"endTime":671.408,"body":"He said, he's going to sell"},{"startTime":669.148,"endTime":671.408,"body":"the property by mid November."},{"startTime":671.408,"endTime":672.098,"body":"I get as email."},{"startTime":672.702,"endTime":675.312,"body":"I asked him if I could send"},{"startTime":672.702,"endTime":675.312,"body":"him an offer over which I"},{"startTime":675.312,"endTime":676.393,"body":"kind of regretted doing."},{"startTime":676.393,"endTime":678.227,"body":"But I did the"},{"startTime":676.393,"endTime":678.227,"body":"Herlihy boy approach."},{"startTime":678.227,"endTime":681.092,"body":"Like Bruce talks about, inching"},{"startTime":678.227,"endTime":681.092,"body":"my way in would it be okay"},{"startTime":681.092,"endTime":683.372,"body":"if I drove by and looked at"},{"startTime":681.092,"endTime":683.372,"body":"the house from the street?"},{"startTime":683.432,"endTime":684.182,"body":"Yeah, sure."},{"startTime":684.228,"endTime":684.618,"body":"Okay."},{"startTime":684.626,"endTime":686.516,"body":"Is anybody living in the"},{"startTime":684.626,"endTime":686.516,"body":"house, would it be okay"},{"startTime":686.516,"endTime":687.296,"body":"if I looked in the back?"},{"startTime":687.417,"endTime":689.439,"body":"If I, you know, walked around"},{"startTime":687.417,"endTime":689.439,"body":"the house and looked at it."},{"startTime":689.499,"endTime":690.309,"body":"Yeah, sure."},{"startTime":690.546,"endTime":691.476,"body":"That type of deal."},{"startTime":691.597,"endTime":693.738,"body":"But I'm confused about where"},{"startTime":691.597,"endTime":693.738,"body":"to go from that because this"},{"startTime":693.738,"endTime":695.388,"body":"is not a longterm prospect."},{"startTime":695.388,"endTime":697.179,"body":"This guy's wanting to"},{"startTime":695.388,"endTime":697.179,"body":"sell his house in a week."},{"startTime":697.401,"endTime":700.221,"body":"But I didn't collect enough"},{"startTime":697.401,"endTime":700.221,"body":"information from him to"},{"startTime":700.221,"endTime":701.631,"body":"give him a wholesale offer."},{"startTime":701.706,"endTime":703.356,"body":"I wasn't able to get"},{"startTime":701.706,"endTime":703.356,"body":"him back on the phone."},{"startTime":703.75,"endTime":704.86,"body":"Some of these guys"},{"startTime":703.75,"endTime":704.86,"body":"are old school."},{"startTime":704.86,"endTime":706.57,"body":"They expect you to"},{"startTime":704.86,"endTime":706.57,"body":"come look at the house."},{"startTime":706.96,"endTime":709.9,"body":"So I'm kinda stuck between"},{"startTime":706.96,"endTime":709.9,"body":"that classical wholesaling"},{"startTime":709.9,"endTime":713.9,"body":"approach where I make an offer"},{"startTime":709.9,"endTime":713.9,"body":"on the phone versus me going"},{"startTime":713.9,"endTime":714.86,"body":"and looking at the property."},{"startTime":714.86,"endTime":717.23,"body":"A lot of these guys are"},{"startTime":714.86,"endTime":717.23,"body":"out of state, so they'll"},{"startTime":717.23,"endTime":718.67,"body":"let you go look at the"},{"startTime":717.23,"endTime":718.67,"body":"property, but they're going"},{"startTime":718.67,"endTime":719.75,"body":"to sell it regardless."},{"startTime":719.75,"endTime":722.823,"body":"So I'm having trouble there,"},{"startTime":719.75,"endTime":722.823,"body":"w where to go once I do find"},{"startTime":722.823,"endTime":725.414,"body":"out they have property, I do"},{"startTime":722.823,"endTime":725.414,"body":"get their email information."},{"startTime":725.464,"endTime":725.974,"body":"What do you think?"},{"startTime":726.314,"endTime":726.554,"body":"Yeah."},{"startTime":726.554,"endTime":728.52,"body":"If he's not picking up,"},{"startTime":726.554,"endTime":728.52,"body":"you're going to keep calling"},{"startTime":728.52,"endTime":729.63,"body":"him until you do reach him."},{"startTime":729.72,"endTime":730.35,"body":"Of course."},{"startTime":730.59,"endTime":733.07,"body":"And you just got to get to"},{"startTime":730.59,"endTime":733.07,"body":"the point in the conversation."},{"startTime":733.08,"endTime":736.187,"body":"If  they're accepting offers"},{"startTime":733.08,"endTime":736.187,"body":"or they look into hire a"},{"startTime":736.197,"endTime":738.26,"body":"listing agent, that's why"},{"startTime":736.197,"endTime":738.26,"body":"I told you it's important"},{"startTime":738.26,"endTime":739.13,"body":"for you to get licensed."},{"startTime":739.47,"endTime":741.51,"body":"Got to have you got to have"},{"startTime":739.47,"endTime":741.51,"body":"that option and they're"},{"startTime":741.51,"endTime":742.47,"body":"going to say yes or no."},{"startTime":742.81,"endTime":744.31,"body":"No, not ready to sell yet."},{"startTime":744.65,"endTime":746.97,"body":"To the neighbor who was"},{"startTime":744.65,"endTime":746.97,"body":"interested in buying it"},{"startTime":746.97,"endTime":749.1,"body":"when I was on the initial"},{"startTime":746.97,"endTime":749.1,"body":"call, and then I did"},{"startTime":749.1,"endTime":751.41,"body":"email him, I corresponded"},{"startTime":749.1,"endTime":751.41,"body":"through email a little bit."},{"startTime":751.41,"endTime":752.79,"body":"I told him I needed"},{"startTime":751.41,"endTime":752.79,"body":"some more info."},{"startTime":752.79,"endTime":754.02,"body":"Would it be okay"},{"startTime":752.79,"endTime":754.02,"body":"if I called him?"},{"startTime":754.13,"endTime":755.931,"body":"And then he told me, oh"},{"startTime":754.13,"endTime":755.931,"body":"yeah I'm not interested."},{"startTime":756.081,"endTime":757.92,"body":"So I'm like, okay I don't know"},{"startTime":756.081,"endTime":757.92,"body":"if he wants to sell to his"},{"startTime":757.92,"endTime":761.311,"body":"neighbor or what, or, if I just"},{"startTime":757.92,"endTime":761.311,"body":"wasn't thorough enough, I wasn't"},{"startTime":761.731,"endTime":764.779,"body":"professional enough in my follow"},{"startTime":761.731,"endTime":764.779,"body":"up or what it was,  I don't"},{"startTime":764.779,"endTime":766.499,"body":"know  we all get those calls."},{"startTime":766.669,"endTime":768.739,"body":"It gets exciting because they"},{"startTime":766.669,"endTime":768.739,"body":"pick up the phone and you have"},{"startTime":768.739,"endTime":771.009,"body":"a conversation about selling"},{"startTime":768.739,"endTime":771.009,"body":"and then they avoid you."},{"startTime":771.136,"endTime":774.83,"body":"But the neighbor is probably"},{"startTime":771.136,"endTime":774.83,"body":"gonna be a little under what"},{"startTime":774.83,"endTime":777.2,"body":"he wants because he's so"},{"startTime":774.83,"endTime":777.2,"body":"connected to the property."},{"startTime":777.2,"endTime":779.08,"body":"So it'll stay in touch with"},{"startTime":777.2,"endTime":779.08,"body":"them, find a way to call"},{"startTime":779.08,"endTime":781.807,"body":"them every 21 days and look"},{"startTime":779.08,"endTime":781.807,"body":"up the house when you do and"},{"startTime":781.807,"endTime":783.007,"body":"see if it's transfered title."},{"startTime":783.054,"endTime":784.494,"body":"And you're not going"},{"startTime":783.054,"endTime":784.494,"body":"to win every battle."},{"startTime":784.627,"endTime":787.057,"body":"and When they do sell, he's"},{"startTime":784.627,"endTime":787.057,"body":"going to answer your call."},{"startTime":787.124,"endTime":789.264,"body":"Cause he's going to want"},{"startTime":787.124,"endTime":789.264,"body":"an offer to see if the"},{"startTime":789.264,"endTime":790.944,"body":"offer he has is justified."},{"startTime":791.284,"endTime":791.704,"body":"Absolutely."},{"startTime":791.704,"endTime":794.374,"body":"That's definitely think as"},{"startTime":791.704,"endTime":794.374,"body":"far as with where the market's"},{"startTime":794.374,"endTime":796.822,"body":"at right now, like Bruce was"},{"startTime":794.374,"endTime":796.822,"body":"talking about how if he can get"},{"startTime":796.822,"endTime":800.982,"body":"a house at 90% value and he can"},{"startTime":796.822,"endTime":800.982,"body":"get like a seven cap, then he'll"},{"startTime":800.982,"endTime":802.492,"body":"generally buy that property."},{"startTime":802.492,"endTime":805.131,"body":"My question is, say, if"},{"startTime":802.492,"endTime":805.131,"body":"the house is Zillow is"},{"startTime":805.131,"endTime":808.446,"body":"120, the values went up"},{"startTime":805.131,"endTime":808.446,"body":"30 grand in the past year."},{"startTime":808.513,"endTime":811.265,"body":"Rents are 1500 or 1300"},{"startTime":808.513,"endTime":811.265,"body":"a month over there."},{"startTime":811.284,"endTime":814.494,"body":"Do I need to come in"},{"startTime":811.284,"endTime":814.494,"body":"at, 80% market value?"},{"startTime":814.778,"endTime":816.398,"body":"I just don't really"},{"startTime":814.778,"endTime":816.398,"body":"know where to come in at"},{"startTime":816.398,"endTime":817.588,"body":"right now on my offer."},{"startTime":817.708,"endTime":820.078,"body":"I just felt like they're"},{"startTime":817.708,"endTime":820.078,"body":"gonna kinda, they're gonna"},{"startTime":820.078,"endTime":823.601,"body":"reject you if you come in"},{"startTime":820.078,"endTime":823.601,"body":"at, anything under 90% kind"},{"startTime":823.601,"endTime":824.577,"body":"of like Bruce was saying."},{"startTime":824.577,"endTime":826.361,"body":"But also that's not really good"},{"startTime":824.577,"endTime":826.361,"body":"if you're running a wholesale"},{"startTime":826.361,"endTime":828.622,"body":"business because there's not a"},{"startTime":826.361,"endTime":828.622,"body":"lot of meat on that bone yeah."},{"startTime":828.652,"endTime":831.082,"body":"Do that Excel sheet because"},{"startTime":828.652,"endTime":831.082,"body":"once you have your ARV number"},{"startTime":831.082,"endTime":833.722,"body":"in there and your repairs"},{"startTime":831.082,"endTime":833.722,"body":"that you think for the house,"},{"startTime":833.722,"endTime":836.092,"body":"for the average square foot,"},{"startTime":833.722,"endTime":836.092,"body":"you're going to know exactly"},{"startTime":836.092,"endTime":837.182,"body":"what to make an offer for."},{"startTime":837.242,"endTime":838.622,"body":"And then you're going"},{"startTime":837.242,"endTime":838.622,"body":"to test the waters."},{"startTime":838.622,"endTime":839.492,"body":"It's called anchoring."},{"startTime":839.492,"endTime":840.542,"body":"It's going to be a range."},{"startTime":840.882,"endTime":842.862,"body":"And you're going to test"},{"startTime":840.882,"endTime":842.862,"body":"the waters, be like, Hey,"},{"startTime":842.862,"endTime":846.402,"body":"I'm somewhere between 180,"},{"startTime":842.862,"endTime":846.402,"body":"190 or whatever it is."},{"startTime":846.429,"endTime":847.839,"body":"$1 and $10."},{"startTime":848.009,"endTime":849.089,"body":"You want to anchor them."},{"startTime":849.239,"endTime":852.009,"body":"You want them to say a price"},{"startTime":849.239,"endTime":852.009,"body":"as much as you can, but"},{"startTime":852.349,"endTime":854.239,"body":"you don't want them to say"},{"startTime":852.349,"endTime":854.239,"body":"a price where it's going"},{"startTime":854.239,"endTime":854.989,"body":"to kick you out either."},{"startTime":855.039,"endTime":856.809,"body":"I'd rather make my"},{"startTime":855.039,"endTime":856.809,"body":"offers in person."},{"startTime":856.899,"endTime":857.559,"body":"Absolutely."},{"startTime":857.639,"endTime":859.349,"body":"I collect info on the property."},{"startTime":859.4,"endTime":861.35,"body":"I ask them what"},{"startTime":859.4,"endTime":861.35,"body":"their timeline is."},{"startTime":861.463,"endTime":861.643,"body":"Yep."},{"startTime":861.883,"endTime":862.703,"body":"I'll get the range."},{"startTime":862.723,"endTime":865.163,"body":"Usually how I do that, I'll"},{"startTime":862.723,"endTime":865.163,"body":"look at cash sales in that"},{"startTime":865.163,"endTime":866.586,"body":"area within half a mile."},{"startTime":866.766,"endTime":868.413,"body":"If I don't see anything"},{"startTime":866.766,"endTime":868.413,"body":"up to two miles."},{"startTime":868.583,"endTime":870.083,"body":"If you guys see my screen"},{"startTime":868.583,"endTime":870.083,"body":"and you could see the"},{"startTime":870.083,"endTime":872.293,"body":"net sheet that tell me"},{"startTime":870.083,"endTime":872.293,"body":"what to make an offer at."},{"startTime":872.791,"endTime":876.271,"body":"So I have remodel costs what"},{"startTime":872.791,"endTime":876.271,"body":"I would spend on a house."},{"startTime":876.271,"endTime":879.062,"body":"So that number would carry"},{"startTime":876.271,"endTime":879.062,"body":"over to the cost of my money."},{"startTime":879.062,"endTime":881.219,"body":"This is going to be a little"},{"startTime":879.062,"endTime":881.219,"body":"confusing for most, but the"},{"startTime":881.249,"endTime":884.719,"body":"buyer HUD, all my costs at"},{"startTime":881.249,"endTime":884.719,"body":"closing paying all their"},{"startTime":884.719,"endTime":886.249,"body":"closing fees, except taxes."},{"startTime":886.282,"endTime":889.342,"body":"And then what I think ARV is"},{"startTime":886.282,"endTime":889.342,"body":"that number comes down based"},{"startTime":889.342,"endTime":892.252,"body":"on repairs and what I purchased"},{"startTime":889.342,"endTime":892.252,"body":"at closing costs to sell it."},{"startTime":892.295,"endTime":894.742,"body":"Then my net profits,"},{"startTime":892.295,"endTime":894.742,"body":"50,000 for a house."},{"startTime":894.832,"endTime":897.292,"body":"I want to make at least"},{"startTime":894.832,"endTime":897.292,"body":"35,000 on each house."},{"startTime":897.292,"endTime":899.759,"body":"50 gives me a range to"},{"startTime":897.292,"endTime":899.759,"body":"wholesale it making 15,"},{"startTime":899.759,"endTime":901.229,"body":"$20,000 for a wholesale fee."},{"startTime":901.359,"endTime":902.049,"body":"That's really nice,"},{"startTime":902.219,"endTime":903.949,"body":"I actually do"},{"startTime":902.219,"endTime":903.949,"body":"something very similar."},{"startTime":904.169,"endTime":906.852,"body":"Of course, I just use my escrow"},{"startTime":904.169,"endTime":906.852,"body":"company to get me the net"},{"startTime":906.852,"endTime":909.252,"body":"sheet, but I run the ARV comps."},{"startTime":909.349,"endTime":911.649,"body":"I run the repairs"},{"startTime":909.349,"endTime":911.649,"body":"cost in my market."},{"startTime":912.215,"endTime":914.985,"body":"And I just did this with a"},{"startTime":912.215,"endTime":914.985,"body":"probate seller who I've been"},{"startTime":914.985,"endTime":918.525,"body":"working with since January"},{"startTime":914.985,"endTime":918.525,"body":"follow-up and what's unique"},{"startTime":918.525,"endTime":922.382,"body":"about him is that he likes to"},{"startTime":918.525,"endTime":922.382,"body":"communicate through messenger."},{"startTime":922.382,"endTime":925.472,"body":"He wants to communicate, so"},{"startTime":922.382,"endTime":925.472,"body":"everything is somewhere written."},{"startTime":925.642,"endTime":928.878,"body":"I've only had one face-to-face,"},{"startTime":925.642,"endTime":928.878,"body":"But, I sent him everything"},{"startTime":928.878,"endTime":931.158,"body":"and I, and then I was"},{"startTime":928.878,"endTime":931.158,"body":"recommending, Hey, you could"},{"startTime":931.158,"endTime":933.978,"body":"go ahead and get all the"},{"startTime":931.158,"endTime":933.978,"body":"renovations done upfront."},{"startTime":934.16,"endTime":937.01,"body":"And that's with working with"},{"startTime":934.16,"endTime":937.01,"body":"an investor who does them,"},{"startTime":937.174,"endTime":939.304,"body":"and they get some money off"},{"startTime":937.174,"endTime":939.304,"body":"the back end, but it gets"},{"startTime":939.304,"endTime":940.697,"body":"you a higher net profit."},{"startTime":940.867,"endTime":942.827,"body":"And he didn't like the idea."},{"startTime":942.854,"endTime":944.174,"body":"But I did give him a range."},{"startTime":944.204,"endTime":948.016,"body":"I gave him the as is I"},{"startTime":944.204,"endTime":948.016,"body":"gave him the, what an"},{"startTime":948.016,"endTime":949.246,"body":"investor would pay for it."},{"startTime":949.246,"endTime":952.626,"body":"And I gave him the what he"},{"startTime":949.246,"endTime":952.626,"body":"would get if he did the repairs."},{"startTime":952.863,"endTime":953.843,"body":"And it's interesting."},{"startTime":953.843,"endTime":957.423,"body":"He went with the as is"},{"startTime":953.843,"endTime":957.423,"body":"however, when you listed an"},{"startTime":957.423,"endTime":960.553,"body":"as-is property in my market"},{"startTime":957.423,"endTime":960.553,"body":"anyway, And it's probate."},{"startTime":960.583,"endTime":962.623,"body":"98% of them"},{"startTime":960.583,"endTime":962.623,"body":"investors are buying."},{"startTime":962.933,"endTime":966.533,"body":"They want that higher as-is"},{"startTime":962.933,"endTime":966.533,"body":"price, but they figure it's"},{"startTime":966.533,"endTime":968.303,"body":"close to what the comps"},{"startTime":966.533,"endTime":968.303,"body":"are and they don't realize,"},{"startTime":968.303,"endTime":969.533,"body":"wait a minute condition."},{"startTime":969.703,"endTime":972.752,"body":"What do you say to when you're"},{"startTime":969.703,"endTime":972.752,"body":"presenting all those options?"},{"startTime":972.753,"endTime":975.153,"body":"They're going to come in wanting"},{"startTime":972.753,"endTime":975.153,"body":"the higher price and that's"},{"startTime":975.153,"endTime":976.183,"body":"where I'm at with this guy."},{"startTime":976.353,"endTime":978.633,"body":"Hey, if they have an attorney"},{"startTime":976.353,"endTime":978.633,"body":"involved in the process"},{"startTime":978.633,"endTime":980.563,"body":"of comps, you're going to"},{"startTime":978.633,"endTime":980.563,"body":"have to list the property."},{"startTime":980.813,"endTime":982.613,"body":"Regardless if they're"},{"startTime":980.813,"endTime":982.613,"body":"not the decision maker"},{"startTime":982.613,"endTime":985.173,"body":"and they're leaning on"},{"startTime":982.613,"endTime":985.173,"body":"it's the father-in-law"},{"startTime":985.203,"endTime":986.313,"body":"rule in real estate."},{"startTime":986.653,"endTime":989.543,"body":"If you're showing a buyer"},{"startTime":986.653,"endTime":989.543,"body":"houses by the properties,"},{"startTime":989.553,"endTime":991.313,"body":"I'm I only list properties."},{"startTime":991.313,"endTime":992.543,"body":"I don't buy them as an investor."},{"startTime":992.883,"endTime":993.903,"body":"That's your first mistake."},{"startTime":994.593,"endTime":996.723,"body":"I'm just being honest I'm"},{"startTime":994.593,"endTime":996.723,"body":"going to be honest with people."},{"startTime":997.063,"endTime":998.975,"body":"That's your first mistake"},{"startTime":997.063,"endTime":998.975,"body":"you need to pivot."},{"startTime":999.075,"endTime":1001.128,"body":"I've written a course,"},{"startTime":999.075,"endTime":1001.128,"body":"not meaning to."},{"startTime":1001.128,"endTime":1004.393,"body":"I I wrote a magazine, book that"},{"startTime":1001.128,"endTime":1004.393,"body":"I send out resumes and it's"},{"startTime":1004.393,"endTime":1007.423,"body":"just blossom into everything"},{"startTime":1004.393,"endTime":1007.423,"body":"I do for appointments."},{"startTime":1007.603,"endTime":1009.373,"body":"You got to start"},{"startTime":1007.603,"endTime":1009.373,"body":"being an investor."},{"startTime":1009.763,"endTime":1012.453,"body":"I love listings myself,"},{"startTime":1009.763,"endTime":1012.453,"body":"but you have you have to"},{"startTime":1012.48,"endTime":1015.06,"body":"start looking at, maybe"},{"startTime":1012.48,"endTime":1015.06,"body":"wholesaling properties."},{"startTime":1015.13,"endTime":1017.95,"body":"Yes, they want the most"},{"startTime":1015.13,"endTime":1017.95,"body":"money, but most people are"},{"startTime":1017.95,"endTime":1019.12,"body":"concerned about timeline."},{"startTime":1019.46,"endTime":1020.42,"body":"Yeah, there's that too."},{"startTime":1020.42,"endTime":1022.28,"body":"Cause that's been the"},{"startTime":1020.42,"endTime":1022.28,"body":"experience, especially"},{"startTime":1022.28,"endTime":1022.94,"body":"with my last ones."},{"startTime":1022.94,"endTime":1025.064,"body":"I told them about how they"},{"startTime":1022.94,"endTime":1025.064,"body":"could get it renovated"},{"startTime":1025.064,"endTime":1026.784,"body":"and make $200,000 more."},{"startTime":1026.954,"endTime":1029.234,"body":"They didn't care, they"},{"startTime":1026.954,"endTime":1029.234,"body":"just want, I don't care."},{"startTime":1029.574,"endTime":1032.724,"body":"Unfortunately they don't care"},{"startTime":1029.574,"endTime":1032.724,"body":"and I've lost was an investor."},{"startTime":1032.814,"endTime":1034.044,"body":"And I am an investor too."},{"startTime":1034.044,"endTime":1035.874,"body":"It's just  I'm not"},{"startTime":1034.044,"endTime":1035.874,"body":"picking up the probates."},{"startTime":1035.874,"endTime":1036.744,"body":"I'm just listing them."},{"startTime":1036.744,"endTime":1038.094,"body":"But I hear what you're saying."},{"startTime":1038.264,"endTime":1042.334,"body":"If they can get a cash offer and"},{"startTime":1038.264,"endTime":1042.334,"body":"to get it sold fast, majority"},{"startTime":1042.334,"endTime":1043.174,"body":"of the time they'll take it."},{"startTime":1043.174,"endTime":1045.574,"body":"But they want that cash"},{"startTime":1043.174,"endTime":1045.574,"body":"offer to be higher than"},{"startTime":1045.574,"endTime":1048.094,"body":"70% of ARV minus repairs."},{"startTime":1048.31,"endTime":1048.76,"body":"That's fine."},{"startTime":1048.76,"endTime":1049.68,"body":"Find buyers that pay."},{"startTime":1050.02,"endTime":1053.254,"body":"And those are your rental"},{"startTime":1050.02,"endTime":1053.254,"body":"buy and hold, they'll"},{"startTime":1053.254,"endTime":1056.494,"body":"pay 86% of ARV, 90% ARV."},{"startTime":1056.523,"endTime":1058.79,"body":"I'm going to sell"},{"startTime":1056.523,"endTime":1058.79,"body":"a few to Bruce."},{"startTime":1059.13,"endTime":1059.4,"body":"Yeah."},{"startTime":1059.43,"endTime":1060.99,"body":"Chad told me that a while back."},{"startTime":1061.0,"endTime":1063.255,"body":"He's like, you need your buy"},{"startTime":1061.0,"endTime":1063.255,"body":"hold investors because most"},{"startTime":1063.255,"endTime":1066.181,"body":"of my investors are a hundred"},{"startTime":1063.255,"endTime":1066.181,"body":"percent and I got rid of all"},{"startTime":1066.181,"endTime":1068.761,"body":"my flippers and wholesalers"},{"startTime":1066.181,"endTime":1068.761,"body":"on my list when he said that."},{"startTime":1069.035,"endTime":1071.697,"body":"So I took action immediately"},{"startTime":1069.035,"endTime":1071.697,"body":"and I got it down to 52"},{"startTime":1071.697,"endTime":1074.242,"body":"investors that I work with"},{"startTime":1071.697,"endTime":1074.242,"body":"solely, and they're not"},{"startTime":1074.242,"endTime":1075.592,"body":"always ready to buy a house."},{"startTime":1075.692,"endTime":1078.662,"body":"I get 1, 2, 3, 4 people"},{"startTime":1075.692,"endTime":1078.662,"body":"that will go out and look"},{"startTime":1078.662,"endTime":1080.252,"body":"at a property, but they"},{"startTime":1078.662,"endTime":1080.252,"body":"know when I send them"},{"startTime":1080.252,"endTime":1081.318,"body":"something, it's a good deal."},{"startTime":1081.512,"endTime":1084.452,"body":"You can find a buyer in the"},{"startTime":1081.512,"endTime":1084.452,"body":"propstream and need to find"},{"startTime":1084.452,"endTime":1086.862,"body":"them at the trustee sales,"},{"startTime":1084.452,"endTime":1086.862,"body":"all that stuff you can find."},{"startTime":1087.032,"endTime":1087.579,"body":"ListSource."},{"startTime":1087.648,"endTime":1090.148,"body":"I have a few, but,"},{"startTime":1087.648,"endTime":1090.148,"body":"that's your job, Nina."},{"startTime":1090.508,"endTime":1092.098,"body":"I want you to work on"},{"startTime":1090.508,"endTime":1092.098,"body":"that for the next 30 days."},{"startTime":1092.605,"endTime":1093.685,"body":"And build your buyer's list."},{"startTime":1094.165,"endTime":1095.185,"body":"Buy hold lists."},{"startTime":1095.555,"endTime":1096.439,"body":"Not to put you on spot."},{"startTime":1096.569,"endTime":1098.239,"body":"How many listings have"},{"startTime":1096.569,"endTime":1098.239,"body":"you taken this year?"},{"startTime":1098.424,"endTime":1098.814,"body":"Three."},{"startTime":1099.154,"endTime":1099.604,"body":"Okay."},{"startTime":1099.814,"endTime":1101.254,"body":"I'm putting you on"},{"startTime":1099.814,"endTime":1101.254,"body":"the spot that sucks."},{"startTime":1101.594,"endTime":1102.794,"body":"I've got to get more listings."},{"startTime":1102.834,"endTime":1104.234,"body":"Then you got to get"},{"startTime":1102.834,"endTime":1104.234,"body":"more wholesales."},{"startTime":1104.574,"endTime":1106.764,"body":"But the thing is with"},{"startTime":1104.574,"endTime":1106.764,"body":"my brokerage, I'm not"},{"startTime":1106.764,"endTime":1107.724,"body":"supposed to wholesale."},{"startTime":1108.234,"endTime":1109.464,"body":"Ah, find another broker."},{"startTime":1109.804,"endTime":1110.824,"body":"It's your business."},{"startTime":1110.824,"endTime":1111.574,"body":"It's your money."},{"startTime":1111.574,"endTime":1112.414,"body":"It's your wealth."},{"startTime":1112.754,"endTime":1114.464,"body":"You need to start"},{"startTime":1112.754,"endTime":1114.464,"body":"building your wealth."},{"startTime":1114.464,"endTime":1116.984,"body":"Not someone else's get"},{"startTime":1114.464,"endTime":1116.984,"body":"out of that mindset."},{"startTime":1116.984,"endTime":1117.434,"body":"I'm sorry."},{"startTime":1117.774,"endTime":1119.074,"body":"No, you can be brutal with me."},{"startTime":1119.074,"endTime":1119.554,"body":"It's all good."},{"startTime":1119.554,"endTime":1121.324,"body":"I don't mind it comes from love."},{"startTime":1121.454,"endTime":1121.818,"body":"I don't know."},{"startTime":1121.818,"endTime":1123.468,"body":"You I've never talked to you,"},{"startTime":1121.818,"endTime":1123.468,"body":"Nina, but it comes from love."},{"startTime":1123.648,"endTime":1124.188,"body":"I hear you."},{"startTime":1124.428,"endTime":1126.498,"body":"I don't find that way"},{"startTime":1124.428,"endTime":1126.498,"body":"with people I've coached."},{"startTime":1126.498,"endTime":1127.068,"body":"So that's all good."},{"startTime":1127.098,"endTime":1127.408,"body":"Okay."},{"startTime":1127.578,"endTime":1128.478,"body":"And that's just me."},{"startTime":1128.478,"endTime":1131.418,"body":"I know that I was missing"},{"startTime":1128.478,"endTime":1131.418,"body":"a huge opportunity."},{"startTime":1131.638,"endTime":1134.938,"body":"I subscribed to all"},{"startTime":1131.638,"endTime":1134.938,"body":"the leads back in 2014."},{"startTime":1134.938,"endTime":1136.078,"body":"Didn't do anything"},{"startTime":1134.938,"endTime":1136.078,"body":"for two years."},{"startTime":1136.185,"endTime":1138.135,"body":"I started to"},{"startTime":1136.185,"endTime":1138.135,"body":"rewrite the scripts."},{"startTime":1138.135,"endTime":1139.005,"body":"I've tried everything."},{"startTime":1139.175,"endTime":1141.995,"body":"And then I was giving money"},{"startTime":1139.175,"endTime":1141.995,"body":"to people to fix up their"},{"startTime":1141.995,"endTime":1143.375,"body":"houses, to get the listing."},{"startTime":1143.375,"endTime":1145.445,"body":"Cause I thought I wanted"},{"startTime":1143.375,"endTime":1145.445,"body":"to be a listing agent."},{"startTime":1145.785,"endTime":1149.145,"body":"I literally gave someone like"},{"startTime":1145.785,"endTime":1149.145,"body":"close to $24,000 and they"},{"startTime":1149.145,"endTime":1151.695,"body":"got mad at me because the"},{"startTime":1149.145,"endTime":1151.695,"body":"ceiling fan, I changed out."},{"startTime":1151.865,"endTime":1153.832,"body":"They didn't want me to throw"},{"startTime":1151.865,"endTime":1153.832,"body":"away their kids, Disney"},{"startTime":1153.832,"endTime":1157.365,"body":"world, ceiling fan that"},{"startTime":1153.832,"endTime":1157.365,"body":"looked like it had 30 years"},{"startTime":1157.365,"endTime":1159.675,"body":"of dust on it, but they"},{"startTime":1157.365,"endTime":1159.675,"body":"wanted me to save it for them."},{"startTime":1160.015,"endTime":1163.795,"body":"So then I switched, my wife was"},{"startTime":1160.015,"endTime":1163.795,"body":"like saying, why are you putting"},{"startTime":1163.795,"endTime":1166.045,"body":"money into other people's houses"},{"startTime":1163.795,"endTime":1166.045,"body":"when you can be buying them?"},{"startTime":1166.045,"endTime":1166.975,"body":"changed everything for me."},{"startTime":1166.975,"endTime":1168.235,"body":"I just wanted to"},{"startTime":1166.975,"endTime":1168.235,"body":"say, I hear you."},{"startTime":1168.235,"endTime":1170.965,"body":"I've actually been contemplating"},{"startTime":1168.235,"endTime":1170.965,"body":"getting my broker's license"},{"startTime":1170.965,"endTime":1173.995,"body":"and setting up my own little"},{"startTime":1170.965,"endTime":1173.995,"body":"shop where I pretty much can"},{"startTime":1173.995,"endTime":1175.525,"body":"have the rule of oh yeah."},{"startTime":1175.585,"endTime":1176.185,"body":"I could just put it."},{"startTime":1176.525,"endTime":1176.795,"body":"Yeah."},{"startTime":1176.845,"endTime":1177.145,"body":"Yeah."},{"startTime":1177.365,"endTime":1178.115,"body":"Do it's beautiful."},{"startTime":1178.445,"endTime":1178.715,"body":"Do it."},{"startTime":1178.776,"endTime":1179.446,"body":"Where do you live?"},{"startTime":1179.616,"endTime":1180.336,"body":"I'm in LA."},{"startTime":1180.636,"endTime":1181.776,"body":"Oh, okay, good."},{"startTime":1182.116,"endTime":1184.846,"body":"I want you to do it everybody"},{"startTime":1182.116,"endTime":1184.846,"body":"on this call, you've got to"},{"startTime":1184.846,"endTime":1188.549,"body":"start thinking about, making"},{"startTime":1184.846,"endTime":1188.549,"body":"cash offers either assigning"},{"startTime":1188.549,"endTime":1192.202,"body":"them to your investor clients,"},{"startTime":1188.549,"endTime":1192.202,"body":"or you list them and you sell"},{"startTime":1192.202,"endTime":1194.602,"body":"them to your investors either"},{"startTime":1192.202,"endTime":1194.602,"body":"way, you feel comfortable."},{"startTime":1194.942,"endTime":1197.325,"body":"Either you take an"},{"startTime":1194.942,"endTime":1197.325,"body":"easy sell on a listing."},{"startTime":1197.516,"endTime":1199.843,"body":"I hate to say easy, but as"},{"startTime":1197.516,"endTime":1199.843,"body":"is house, you're going to"},{"startTime":1199.843,"endTime":1201.703,"body":"list it below market value"},{"startTime":1199.843,"endTime":1201.703,"body":"is going to sell pretty"},{"startTime":1201.703,"endTime":1204.939,"body":"easily and you charge that"},{"startTime":1201.703,"endTime":1204.939,"body":"investor, a buyer fee."},{"startTime":1204.939,"endTime":1208.039,"body":"Plus you have a listing fee and"},{"startTime":1204.939,"endTime":1208.039,"body":"you could go in on a listing"},{"startTime":1208.039,"endTime":1211.649,"body":"and go for a, I don't want to"},{"startTime":1208.039,"endTime":1211.649,"body":"say discount, but you charge"},{"startTime":1211.649,"endTime":1214.957,"body":"the family one or 2% to list"},{"startTime":1211.649,"endTime":1214.957,"body":"it because it's easy sale,"},{"startTime":1214.957,"endTime":1217.087,"body":"but then you have your buyer"},{"startTime":1214.957,"endTime":1217.087,"body":"clients that already signed up"},{"startTime":1217.087,"endTime":1220.007,"body":"with you that will pay you a"},{"startTime":1217.087,"endTime":1220.007,"body":"commission, so you make five"},{"startTime":1220.007,"endTime":1221.587,"body":"or 6% on everything you do."},{"startTime":1221.737,"endTime":1222.667,"body":"David, I have a question."},{"startTime":1222.697,"endTime":1223.897,"body":"I have your phone course."},{"startTime":1223.897,"endTime":1226.877,"body":"I'm doing that, but not"},{"startTime":1223.897,"endTime":1226.877,"body":"all of it yet, but is that"},{"startTime":1226.877,"endTime":1227.927,"body":"taught somewhere in that?"},{"startTime":1228.227,"endTime":1229.937,"body":"Because to me it's so confusing."},{"startTime":1230.172,"endTime":1232.002,"body":"What's confusing"},{"startTime":1230.172,"endTime":1232.002,"body":"the wholesale part."},{"startTime":1232.362,"endTime":1232.902,"body":"Yes."},{"startTime":1233.072,"endTime":1233.732,"body":"Yes."},{"startTime":1233.862,"endTime":1237.023,"body":"Just the appointments, you know"},{"startTime":1233.862,"endTime":1237.023,"body":"how to go on a cash appointment."},{"startTime":1237.103,"endTime":1239.686,"body":"I have 24 videos done and"},{"startTime":1237.103,"endTime":1239.686,"body":"yeah, it's This is going to"},{"startTime":1239.686,"endTime":1242.941,"body":"be the largest section of my"},{"startTime":1239.686,"endTime":1242.941,"body":"course, and they're going to"},{"startTime":1242.941,"endTime":1244.701,"body":"be five to 15 minute videos."},{"startTime":1244.701,"endTime":1247.025,"body":"So it'd be easy to watch one"},{"startTime":1244.701,"endTime":1247.025,"body":"a day or something, hate to"},{"startTime":1247.025,"endTime":1249.695,"body":"say this, but I didn't realize"},{"startTime":1247.025,"endTime":1249.695,"body":"how good I was on appointments"},{"startTime":1249.771,"endTime":1252.911,"body":"and trying to train somebody"},{"startTime":1249.771,"endTime":1252.911,"body":"to to pay attention to the"},{"startTime":1252.911,"endTime":1255.871,"body":"little red flags people,"},{"startTime":1252.911,"endTime":1255.871,"body":"position themselves on a"},{"startTime":1255.871,"endTime":1256.974,"body":"appointment, and to pivot."},{"startTime":1257.319,"endTime":1259.959,"body":"You have to know either to buy"},{"startTime":1257.319,"endTime":1259.959,"body":"the house on the appointment"},{"startTime":1259.959,"endTime":1260.999,"body":"or to take the listing."},{"startTime":1261.092,"endTime":1263.752,"body":"You could lose the whole deal"},{"startTime":1261.092,"endTime":1263.752,"body":"by not having the right pacing."},{"startTime":1263.776,"endTime":1266.026,"body":"And that's a lot of asking"},{"startTime":1263.776,"endTime":1266.026,"body":"permission on the appointment."},{"startTime":1266.296,"endTime":1270.006,"body":"I got a referral for a probate"},{"startTime":1266.296,"endTime":1270.006,"body":"and they didn't even know I was"},{"startTime":1270.006,"endTime":1272.863,"body":"a probate agent They just asked"},{"startTime":1270.006,"endTime":1272.863,"body":"me if I would take the listing."},{"startTime":1273.163,"endTime":1275.933,"body":"I'm the only agent that"},{"startTime":1273.163,"endTime":1275.933,"body":"answered the call that day."},{"startTime":1276.173,"endTime":1277.163,"body":"He called three agents."},{"startTime":1277.163,"endTime":1279.833,"body":"I was number three, it's"},{"startTime":1277.163,"endTime":1279.833,"body":"part of the Google local ads."},{"startTime":1279.936,"endTime":1281.563,"body":"And I looked at the house."},{"startTime":1281.623,"endTime":1283.003,"body":"They told me what"},{"startTime":1281.623,"endTime":1283.003,"body":"price they wanted."},{"startTime":1283.173,"endTime":1284.823,"body":"They said it"},{"startTime":1283.173,"endTime":1284.823,"body":"appraised for one 90."},{"startTime":1284.97,"endTime":1286.98,"body":"I called the guy back,"},{"startTime":1284.97,"endTime":1286.98,"body":"said, Hey, look, if it's"},{"startTime":1286.98,"endTime":1290.296,"body":"in rough shape, may I ask"},{"startTime":1286.98,"endTime":1290.296,"body":"to buy it because I want to"},{"startTime":1290.296,"endTime":1291.286,"body":"buy a house in this area."},{"startTime":1291.626,"endTime":1293.006,"body":"And he said, I don't"},{"startTime":1291.626,"endTime":1293.006,"body":"see a problem with it."},{"startTime":1293.126,"endTime":1296.056,"body":"He's the, he was the"},{"startTime":1293.126,"endTime":1296.056,"body":"nephew of the estate."},{"startTime":1296.29,"endTime":1297.22,"body":"He wasn't benefiting."},{"startTime":1297.22,"endTime":1299.08,"body":"He was just trying to find"},{"startTime":1297.22,"endTime":1299.08,"body":"a good agent for the family."},{"startTime":1299.25,"endTime":1302.631,"body":"I met the stepmother  or"},{"startTime":1299.25,"endTime":1302.631,"body":"the sister that was"},{"startTime":1302.631,"endTime":1303.441,"body":"selling the property."},{"startTime":1303.471,"endTime":1307.244,"body":"I made her offer at 159 as it is"},{"startTime":1303.471,"endTime":1307.244,"body":"right on the spot I broke down."},{"startTime":1307.254,"endTime":1310.061,"body":"We got on a conference call"},{"startTime":1307.254,"endTime":1310.061,"body":"with the other brother and"},{"startTime":1310.061,"endTime":1313.421,"body":"they told me if I would do"},{"startTime":1310.061,"endTime":1313.421,"body":"162, they had signed the offer."},{"startTime":1313.761,"endTime":1316.611,"body":"So I told him 1"},{"startTime":1313.761,"endTime":1316.611,"body":"bought the house."},{"startTime":1316.951,"endTime":1320.244,"body":"I assigned that one to an"},{"startTime":1316.951,"endTime":1320.244,"body":"investor, a flipper, actually."},{"startTime":1320.584,"endTime":1322.891,"body":"You double closing and no, Nope."},{"startTime":1323.084,"endTime":1323.234,"body":"Yeah."},{"startTime":1323.234,"endTime":1323.984,"body":"I was wondering about that."},{"startTime":1324.324,"endTime":1327.887,"body":"My rule, if it was over $15,000"},{"startTime":1324.324,"endTime":1327.887,"body":"assignment, I would double"},{"startTime":1327.887,"endTime":1330.113,"body":"close it, but then you look"},{"startTime":1327.887,"endTime":1330.113,"body":"at the fees, the funding, it"},{"startTime":1330.113,"endTime":1332.213,"body":"takes about $4,500 your money."},{"startTime":1332.433,"endTime":1333.285,"body":"That's not too good."},{"startTime":1333.392,"endTime":1335.792,"body":"So just put the wholesale"},{"startTime":1333.392,"endTime":1335.792,"body":"on that letter, buddy."},{"startTime":1335.862,"endTime":1337.725,"body":"sometimes people balk at you."},{"startTime":1337.725,"endTime":1339.555,"body":"If you have a wholesale"},{"startTime":1337.725,"endTime":1339.555,"body":"fee of 40 grand."},{"startTime":1339.632,"endTime":1342.842,"body":"But I, the largest wholesale"},{"startTime":1339.632,"endTime":1342.842,"body":"fee I've done was $41,000"},{"startTime":1342.905,"endTime":1344.075,"body":"and that was in January."},{"startTime":1344.372,"endTime":1346.455,"body":"Hey David, I'm Pam from Idaho."},{"startTime":1346.515,"endTime":1347.385,"body":"Just real quick."},{"startTime":1347.385,"endTime":1349.905,"body":"So do we have access to that"},{"startTime":1347.385,"endTime":1349.905,"body":"or is this for people that"},{"startTime":1349.905,"endTime":1351.285,"body":"have signed up for your course?"},{"startTime":1351.354,"endTime":1353.994,"body":"Yeah, I'm selling it for $695."},{"startTime":1354.208,"endTime":1357.618,"body":"And of course I'm going to go"},{"startTime":1354.208,"endTime":1357.618,"body":"up once I finish on that initial"},{"startTime":1357.618,"endTime":1361.263,"body":"price, but I'm what I'm going"},{"startTime":1357.618,"endTime":1361.263,"body":"to commit to is you have access"},{"startTime":1361.263,"endTime":1363.75,"body":"to this, Google drive everything"},{"startTime":1361.263,"endTime":1363.75,"body":"now, I'm going to explain"},{"startTime":1363.75,"endTime":1367.763,"body":"everything in screen videos"},{"startTime":1363.75,"endTime":1367.763,"body":"to everybody, but I'm also"},{"startTime":1367.807,"endTime":1369.32,"body":"putting a book of everything."},{"startTime":1369.56,"endTime":1371.06,"body":"So you'll be shipped"},{"startTime":1369.56,"endTime":1371.06,"body":"that as well."},{"startTime":1371.06,"endTime":1373.34,"body":"So it's going to be pretty, just"},{"startTime":1371.06,"endTime":1373.34,"body":"give me a little bit of time."},{"startTime":1373.58,"endTime":1374.48,"body":"I'm developing it."},{"startTime":1374.534,"endTime":1377.396,"body":"So it's a relatively lower"},{"startTime":1374.534,"endTime":1377.396,"body":"price right now and I have"},{"startTime":1377.396,"endTime":1379.806,"body":"to sell you guys on it,"},{"startTime":1377.396,"endTime":1379.806,"body":"but I'm pretty proud of it."},{"startTime":1379.806,"endTime":1381.991,"body":"I'm actually going through"},{"startTime":1379.806,"endTime":1381.991,"body":"all these and making"},{"startTime":1382.203,"endTime":1383.613,"body":"videos of everything."},{"startTime":1384.183,"endTime":1387.203,"body":"Let's see, so the appointment"},{"startTime":1384.183,"endTime":1387.203,"body":"then I put how numbers work."},{"startTime":1387.223,"endTime":1390.033,"body":"When you sell more than six"},{"startTime":1387.223,"endTime":1390.033,"body":"houses a year, you want to"},{"startTime":1390.033,"endTime":1392.143,"body":"keep track of your numbers"},{"startTime":1390.033,"endTime":1392.143,"body":"and where that comes from."},{"startTime":1392.16,"endTime":1394.86,"body":"So I'll show you CT real quick."},{"startTime":1395.2,"endTime":1396.43,"body":"I hope this is a"},{"startTime":1395.2,"endTime":1396.43,"body":"beneficial call."},{"startTime":1396.43,"endTime":1399.405,"body":"I'm just like I normally"},{"startTime":1396.43,"endTime":1399.405,"body":"do just all over very,"},{"startTime":1399.575,"endTime":1401.265,"body":"It's not opening so well."},{"startTime":1401.265,"endTime":1403.245,"body":"CT is an Excel"},{"startTime":1401.265,"endTime":1403.245,"body":"sheet on steroids."},{"startTime":1403.575,"endTime":1408.855,"body":"If you go on his Facebook page,"},{"startTime":1403.575,"endTime":1408.855,"body":"look up Kel, Calvin merging,"},{"startTime":1409.195,"endTime":1410.425,"body":"and just add to the group."},{"startTime":1410.425,"endTime":1413.665,"body":"You'll see, he's doing amazing"},{"startTime":1410.425,"endTime":1413.665,"body":"things with Excel, where"},{"startTime":1413.695,"endTime":1415.765,"body":"you get, you can put it in"},{"startTime":1413.695,"endTime":1415.765,"body":"the house you're selling"},{"startTime":1416.275,"endTime":1417.595,"body":"and you put in the number."},{"startTime":1417.935,"endTime":1421.425,"body":"The source and then it just"},{"startTime":1417.935,"endTime":1421.425,"body":"keeps track of all your"},{"startTime":1421.425,"endTime":1423.885,"body":"closings and your commissions"},{"startTime":1421.425,"endTime":1423.885,"body":"and your transaction costs."},{"startTime":1424.185,"endTime":1424.635,"body":"It's really neat."},{"startTime":1424.975,"endTime":1428.455,"body":"So the same idea with house"},{"startTime":1424.975,"endTime":1428.455,"body":"flipping, we could go over that."},{"startTime":1428.455,"endTime":1430.385,"body":"If you want to the net"},{"startTime":1428.455,"endTime":1430.385,"body":"sheet, I'll go over"},{"startTime":1430.385,"endTime":1431.255,"body":"that with y'all guys."},{"startTime":1431.455,"endTime":1435.415,"body":"So David include a"},{"startTime":1431.455,"endTime":1435.415,"body":"CRM for a probate."},{"startTime":1435.491,"endTime":1439.339,"body":"I use Sierra interactive"},{"startTime":1435.491,"endTime":1439.339,"body":"it's a month, but when you're"},{"startTime":1439.339,"endTime":1442.239,"body":"thinking about the lifetime"},{"startTime":1439.339,"endTime":1442.239,"body":"value of your database."},{"startTime":1442.239,"endTime":1443.859,"body":"And that's what I love to"},{"startTime":1442.239,"endTime":1443.859,"body":"talk to you guys about."},{"startTime":1443.859,"endTime":1447.019,"body":"If I stress it enough,"},{"startTime":1443.859,"endTime":1447.019,"body":"if you don't have a CRM,"},{"startTime":1447.229,"endTime":1448.669,"body":"you need something here."},{"startTime":1448.669,"endTime":1451.53,"body":"I paid Sierra close to"},{"startTime":1448.669,"endTime":1451.53,"body":"$20,000 to have their"},{"startTime":1451.53,"endTime":1453.193,"body":"website in this CRM."},{"startTime":1453.274,"endTime":1456.884,"body":"Now they charge a monthly"},{"startTime":1453.274,"endTime":1456.884,"body":"fee and it's a cloud-based."},{"startTime":1456.884,"endTime":1459.614,"body":"So to give you an idea, it's,"},{"startTime":1456.884,"endTime":1459.614,"body":"everybody's contributing"},{"startTime":1459.614,"endTime":1463.386,"body":"knowledge and making it better,"},{"startTime":1459.614,"endTime":1463.386,"body":"they constantly make it better."},{"startTime":1463.403,"endTime":1466.262,"body":"You request a feature, but you"},{"startTime":1463.403,"endTime":1466.262,"body":"don't have to build anything."},{"startTime":1466.262,"endTime":1466.952,"body":"That's what I'm saying."},{"startTime":1467.088,"endTime":1469.548,"body":"I bought into CRMs where you"},{"startTime":1467.088,"endTime":1469.548,"body":"have to program, this Zapier"},{"startTime":1469.698,"endTime":1473.778,"body":"this do this, and yeah, you have"},{"startTime":1469.698,"endTime":1473.778,"body":"to build some action plans out,"},{"startTime":1473.991,"endTime":1477.158,"body":"but Sierra is my CRM of"},{"startTime":1473.991,"endTime":1477.158,"body":"choice and I would stress"},{"startTime":1477.158,"endTime":1478.088,"body":"that you buy into it."},{"startTime":1478.165,"endTime":1483.531,"body":"So would you suggest that we"},{"startTime":1478.165,"endTime":1483.531,"body":"wait until we outgrow the, all"},{"startTime":1483.531,"endTime":1488.321,"body":"the leads CRM or if you're new,"},{"startTime":1483.531,"endTime":1488.321,"body":"like me go into this and also"},{"startTime":1488.531,"endTime":1490.181,"body":"probably get off the lion desk."},{"startTime":1490.351,"endTime":1491.701,"body":"Lion desk is fine too."},{"startTime":1491.731,"endTime":1494.225,"body":"You just got to have your"},{"startTime":1491.731,"endTime":1494.225,"body":"action plans in place, because"},{"startTime":1494.255,"endTime":1495.815,"body":"it's not about you being new."},{"startTime":1495.815,"endTime":1497.945,"body":"It's about you having"},{"startTime":1495.815,"endTime":1497.945,"body":"two to five people a"},{"startTime":1497.945,"endTime":1498.845,"body":"day added to your day."},{"startTime":1499.185,"endTime":1502.073,"body":"It just if you had SEO"},{"startTime":1499.185,"endTime":1502.073,"body":"completed or if you're running"},{"startTime":1502.073,"endTime":1504.353,"body":"Google ads, you would have"},{"startTime":1502.073,"endTime":1504.353,"body":"certain people coming to your"},{"startTime":1504.353,"endTime":1505.463,"body":"database, where do they go?"},{"startTime":1505.463,"endTime":1506.933,"body":"And what do you do with"},{"startTime":1505.463,"endTime":1506.933,"body":"them when they're in there?"},{"startTime":1506.997,"endTime":1509.817,"body":"Most agents forget about them"},{"startTime":1506.997,"endTime":1509.817,"body":"after the first or second call."},{"startTime":1509.924,"endTime":1512.29,"body":"So when I talked to"},{"startTime":1509.924,"endTime":1512.29,"body":"somebody on probate, I"},{"startTime":1512.29,"endTime":1515.22,"body":"automatically add them to"},{"startTime":1512.29,"endTime":1515.22,"body":"all these are action plans."},{"startTime":1515.22,"endTime":1518.354,"body":"Like someone will subscribe"},{"startTime":1515.22,"endTime":1518.354,"body":"to condos downtown, and I have"},{"startTime":1518.384,"endTime":1521.49,"body":"18 emails that I've written"},{"startTime":1518.384,"endTime":1521.49,"body":"and it's not difficult."},{"startTime":1521.49,"endTime":1525.137,"body":"It's just 18 emails that go"},{"startTime":1521.49,"endTime":1525.137,"body":"out of different communities"},{"startTime":1525.137,"endTime":1526.097,"body":"in that downtown area."},{"startTime":1526.097,"endTime":1528.167,"body":"It's the same principle"},{"startTime":1526.097,"endTime":1528.167,"body":"on probate action"},{"startTime":1528.167,"endTime":1530.207,"body":"plan, 34 activities."},{"startTime":1530.547,"endTime":1533.89,"body":"Every 21 days, I want to"},{"startTime":1530.547,"endTime":1533.89,"body":"either text them but I have"},{"startTime":1533.95,"endTime":1536.5,"body":"reminders in there for me"},{"startTime":1533.95,"endTime":1536.5,"body":"to call probate leads again."},{"startTime":1536.614,"endTime":1538.384,"body":"Are you doing the"},{"startTime":1536.614,"endTime":1538.384,"body":"video text yet?"},{"startTime":1538.414,"endTime":1541.578,"body":"Which I got out it, they don't"},{"startTime":1538.414,"endTime":1541.578,"body":"have to push a link or anything."},{"startTime":1541.613,"endTime":1544.103,"body":"it shows up on their phone"},{"startTime":1541.613,"endTime":1544.103,"body":"and if they push the number."},{"startTime":1544.103,"endTime":1546.043,"body":"the They just released"},{"startTime":1544.103,"endTime":1546.043,"body":"that on Sierra."},{"startTime":1546.043,"endTime":1548.546,"body":"So I have not played with it,"},{"startTime":1546.043,"endTime":1548.546,"body":"but that'd be, perfect for what"},{"startTime":1548.546,"endTime":1551.202,"body":"we're doing, because we want to"},{"startTime":1548.546,"endTime":1551.202,"body":"keep them nice and short, but"},{"startTime":1551.202,"endTime":1552.432,"body":"keep our face in front of them."},{"startTime":1552.432,"endTime":1555.212,"body":"But what we could do, remember"},{"startTime":1552.432,"endTime":1555.212,"body":"people inheriting a property"},{"startTime":1555.212,"endTime":1557.742,"body":"in probate, or if they have"},{"startTime":1555.212,"endTime":1557.742,"body":"a distressed property, they"},{"startTime":1557.742,"endTime":1559.902,"body":"just want to know that you're"},{"startTime":1557.742,"endTime":1559.902,"body":"not out to take advantage of."},{"startTime":1560.172,"endTime":1563.262,"body":"And the nice thing about this"},{"startTime":1560.172,"endTime":1563.262,"body":"video is if you do it once,"},{"startTime":1563.262,"endTime":1566.545,"body":"you used the same one, so"},{"startTime":1563.262,"endTime":1566.545,"body":"look good for one day, shoot a"},{"startTime":1566.545,"endTime":1569.865,"body":"decent video and you use that"},{"startTime":1566.545,"endTime":1569.865,"body":"same one over and over again."},{"startTime":1570.055,"endTime":1571.075,"body":"It's the same principle."},{"startTime":1571.075,"endTime":1573.505,"body":"You just want to stay in touch"},{"startTime":1571.075,"endTime":1573.505,"body":"with them, you want a system to"},{"startTime":1573.525,"endTime":1575.068,"body":"remind you when to touch base."},{"startTime":1575.628,"endTime":1577.848,"body":"If you don't have market"},{"startTime":1575.628,"endTime":1577.848,"body":"updates, you don't have emails,"},{"startTime":1577.881,"endTime":1580.541,"body":"make sure it reminds you"},{"startTime":1577.881,"endTime":1580.541,"body":"to send them a text message"},{"startTime":1580.561,"endTime":1583.811,"body":"that's personal or sends"},{"startTime":1580.561,"endTime":1583.811,"body":"them a task for you to call."},{"startTime":1583.838,"endTime":1586.718,"body":"The first thing we do when we"},{"startTime":1583.838,"endTime":1586.718,"body":"put somebody in, my first task"},{"startTime":1586.718,"endTime":1589.838,"body":"is for my mom, Barbara Newton,"},{"startTime":1586.718,"endTime":1589.838,"body":"to send our probate resume."},{"startTime":1589.941,"endTime":1592.641,"body":"And that's a group of these"},{"startTime":1589.941,"endTime":1592.641,"body":"three magazines that we send."},{"startTime":1592.811,"endTime":1595.421,"body":"She writes a little handwritten"},{"startTime":1592.811,"endTime":1595.421,"body":"note on the sticky on it."},{"startTime":1595.521,"endTime":1598.988,"body":"And for $2 and 30 cents, they"},{"startTime":1595.521,"endTime":1598.988,"body":"get all this in the mail and"},{"startTime":1598.988,"endTime":1599.918,"body":"they don't throw it away."},{"startTime":1599.978,"endTime":1602.262,"body":"They may not even open"},{"startTime":1599.978,"endTime":1602.262,"body":"this thing, read it at"},{"startTime":1602.262,"endTime":1604.987,"body":"all, but it remains in"},{"startTime":1602.262,"endTime":1604.987,"body":"their file for probate."},{"startTime":1605.02,"endTime":1606.73,"body":"And I'm the thickest"},{"startTime":1605.02,"endTime":1606.73,"body":"thing in their file."},{"startTime":1606.823,"endTime":1608.808,"body":"I guarantee you, but then"},{"startTime":1606.823,"endTime":1608.808,"body":"they start getting all"},{"startTime":1608.808,"endTime":1609.918,"body":"this helpful information."},{"startTime":1609.988,"endTime":1612.788,"body":"Like I, I have an attorney"},{"startTime":1609.988,"endTime":1612.788,"body":"video that I interviewed him"},{"startTime":1612.788,"endTime":1614.557,"body":"about a muniment of title."},{"startTime":1614.557,"endTime":1616.117,"body":"Email two, probate resume."},{"startTime":1616.457,"endTime":1618.554,"body":"So I'm checking on, make"},{"startTime":1616.457,"endTime":1618.554,"body":"sure they received the book."},{"startTime":1618.554,"endTime":1618.934,"body":"The book."},{"startTime":1618.934,"endTime":1622.094,"body":"And the postage total is"},{"startTime":1618.934,"endTime":1622.094,"body":"costing I think it's two 30."},{"startTime":1622.094,"endTime":1623.504,"body":"My mom puts down."},{"startTime":1623.55,"endTime":1625.814,"body":"So she just builds me"},{"startTime":1623.55,"endTime":1625.814,"body":"then to the month and"},{"startTime":1625.814,"endTime":1627.584,"body":"tells me I over $400."},{"startTime":1627.674,"endTime":1629.504,"body":"And then she reminds"},{"startTime":1627.674,"endTime":1629.504,"body":"me 18 times in a row."},{"startTime":1629.844,"endTime":1630.474,"body":"You know what I mean?"},{"startTime":1630.814,"endTime":1632.074,"body":"But then they're in my system."},{"startTime":1632.074,"endTime":1633.964,"body":"I have their email, their"},{"startTime":1632.074,"endTime":1633.964,"body":"cell phone number, cause"},{"startTime":1633.964,"endTime":1635.877,"body":"I've talked to them and"},{"startTime":1633.964,"endTime":1635.877,"body":"I give them all that."},{"startTime":1635.897,"endTime":1638.567,"body":"They can't deny that I'm"},{"startTime":1635.897,"endTime":1638.567,"body":"going to be someone to call."},{"startTime":1638.907,"endTime":1642.007,"body":"But I can't tell you honestly,"},{"startTime":1638.907,"endTime":1642.007,"body":"if I'm getting, I'm not"},{"startTime":1642.007,"endTime":1644.797,"body":"getting everyone call me"},{"startTime":1642.007,"endTime":1644.797,"body":"back, I have to call them."},{"startTime":1645.137,"endTime":1648.809,"body":"Let's see here on Sierra I"},{"startTime":1645.137,"endTime":1648.809,"body":"have 159 people in probate"},{"startTime":1648.809,"endTime":1651.449,"body":"So all these people are on"},{"startTime":1648.809,"endTime":1651.449,"body":"some type of drip or I'm"},{"startTime":1651.449,"endTime":1653.019,"body":"calling them all the time."},{"startTime":1653.116,"endTime":1656.043,"body":"Where would you suggest"},{"startTime":1653.116,"endTime":1656.043,"body":"the video come in the, if"},{"startTime":1656.043,"endTime":1658.893,"body":"you're going for a 12 month"},{"startTime":1656.043,"endTime":1658.893,"body":"cycle of marketing that"},{"startTime":1658.893,"endTime":1662.057,"body":"personal touch what phase"},{"startTime":1658.893,"endTime":1662.057,"body":"first letter's gone out?"},{"startTime":1662.087,"endTime":1663.677,"body":"Telephone calls been attempted."},{"startTime":1664.037,"endTime":1665.807,"body":"Where does that"},{"startTime":1664.037,"endTime":1665.807,"body":"quick text video go?"},{"startTime":1665.847,"endTime":1668.142,"body":"About a day or two after"},{"startTime":1665.847,"endTime":1668.142,"body":"you send a letter that way"},{"startTime":1668.142,"endTime":1670.222,"body":"they associate it and make"},{"startTime":1668.142,"endTime":1670.222,"body":"sure you hold up the letter"},{"startTime":1670.242,"endTime":1672.892,"body":"I say, Hey, I sent you this"},{"startTime":1670.242,"endTime":1672.892,"body":"letter, reference the letter."},{"startTime":1672.922,"endTime":1673.812,"body":"You want everything to match?"},{"startTime":1674.472,"endTime":1677.322,"body":"So they can't deny when"},{"startTime":1674.472,"endTime":1677.322,"body":"they see your stuff."},{"startTime":1677.425,"endTime":1679.357,"body":"Like my colors purple,"},{"startTime":1677.425,"endTime":1679.357,"body":"everything they give"},{"startTime":1679.357,"endTime":1680.167,"body":"from me is purple."},{"startTime":1680.37,"endTime":1682.5,"body":"That's my brand, people"},{"startTime":1680.37,"endTime":1682.5,"body":"know me by the purple agent"},{"startTime":1682.5,"endTime":1685.546,"body":"and forward, but that's"},{"startTime":1682.5,"endTime":1685.546,"body":"also TCU college color."},{"startTime":1685.886,"endTime":1686.216,"body":"So"},{"startTime":1686.556,"endTime":1687.876,"body":"I just want to share one thing."},{"startTime":1687.906,"endTime":1690.417,"body":"I happened to have a, I"},{"startTime":1687.906,"endTime":1690.417,"body":"don't know if anybody knows"},{"startTime":1690.417,"endTime":1693.857,"body":"this, but Starbucks does a"},{"startTime":1690.417,"endTime":1693.857,"body":"personalized gift cards with"},{"startTime":1693.857,"endTime":1696.257,"body":"your logo on it and information."},{"startTime":1696.287,"endTime":1699.45,"body":"And it just happened to have"},{"startTime":1696.287,"endTime":1699.45,"body":"some extra ones in there only"},{"startTime":1699.45,"endTime":1702.54,"body":"for $5 in, I had two very"},{"startTime":1699.45,"endTime":1702.54,"body":"good people yesterday with"},{"startTime":1702.54,"endTime":1704.883,"body":"stories and I'm sending them"},{"startTime":1702.54,"endTime":1704.883,"body":"a card to have, tell them,"},{"startTime":1704.883,"endTime":1707.613,"body":"have a cup of coffee on me,"},{"startTime":1704.883,"endTime":1707.613,"body":"that's handwritten and I'll"},{"startTime":1707.613,"endTime":1708.843,"body":"let you know how it goes."},{"startTime":1708.843,"endTime":1710.613,"body":"I think they're going"},{"startTime":1708.843,"endTime":1710.613,"body":"to be very responsive"},{"startTime":1710.663,"endTime":1711.953,"body":"based on their situation."},{"startTime":1711.953,"endTime":1715.048,"body":"And our conversation is,"},{"startTime":1711.953,"endTime":1715.048,"body":"there's seven children and"},{"startTime":1715.258,"endTime":1716.308,"body":"there's a story behind it."},{"startTime":1716.308,"endTime":1718.793,"body":"So I really think she'll"},{"startTime":1716.308,"endTime":1718.793,"body":"enjoy uh, have a cup"},{"startTime":1718.793,"endTime":1719.849,"body":"of coffee on me, right?"},{"startTime":1720.019,"endTime":1722.119,"body":"We send those after we"},{"startTime":1720.019,"endTime":1722.119,"body":"go on the appointment."},{"startTime":1722.119,"endTime":1724.459,"body":"So after I meet them face to"},{"startTime":1722.119,"endTime":1724.459,"body":"face, if they do something"},{"startTime":1724.459,"endTime":1726.979,"body":"with us or not, we send them a"},{"startTime":1724.459,"endTime":1726.979,"body":"Starbucks gift card in the mail."},{"startTime":1727.079,"endTime":1727.469,"body":"That's funny."},{"startTime":1727.469,"endTime":1728.279,"body":"Cause that's what I do."},{"startTime":1728.279,"endTime":1730.289,"body":"And they responded very well."},{"startTime":1730.475,"endTime":1731.285,"body":"Oh, hell yeah."},{"startTime":1731.555,"endTime":1733.355,"body":"It's reciprocity"},{"startTime":1731.555,"endTime":1733.355,"body":"city or something."},{"startTime":1733.355,"endTime":1734.135,"body":"I can't remember the word."},{"startTime":1734.475,"endTime":1736.425,"body":"Branding it with your logo."},{"startTime":1736.595,"endTime":1740.765,"body":"So instead of using my business"},{"startTime":1736.595,"endTime":1740.765,"body":"card, I'll buy $500 worth of"},{"startTime":1740.765,"endTime":1743.159,"body":"gift cards and I'll keep a"},{"startTime":1740.765,"endTime":1743.159,"body":"hundred dollars for myself."},{"startTime":1743.499,"endTime":1746.098,"body":"So it's a tax write off to,"},{"startTime":1743.499,"endTime":1746.098,"body":"oh, I just feel like that this"},{"startTime":1746.098,"endTime":1747.628,"body":"gets them it's in their wallet."},{"startTime":1747.628,"endTime":1748.978,"body":"It's got my name on it."},{"startTime":1749.749,"endTime":1750.469,"body":"all works."},{"startTime":1750.589,"endTime":1751.489,"body":"It's just like Saturday."},{"startTime":1751.489,"endTime":1754.069,"body":"You don't have to call on"},{"startTime":1751.489,"endTime":1754.069,"body":"Saturdays, but it's better."},{"startTime":1754.409,"endTime":1755.389,"body":"It's more effort."},{"startTime":1755.389,"endTime":1756.139,"body":"Absolutely."},{"startTime":1756.479,"endTime":1759.469,"body":"And the more you could brand"},{"startTime":1756.479,"endTime":1759.469,"body":"and be in front of somebody and"},{"startTime":1759.469,"endTime":1762.399,"body":"have your picture in front of"},{"startTime":1759.469,"endTime":1762.399,"body":"them is game-changer always,"},{"startTime":1763.039,"endTime":1766.499,"body":"so Dave, you said you're doing"},{"startTime":1763.039,"endTime":1766.499,"body":"that after the appointment."},{"startTime":1766.499,"endTime":1768.389,"body":"Selena, what are you"},{"startTime":1766.499,"endTime":1768.389,"body":"sending the card out?"},{"startTime":1768.729,"endTime":1772.269,"body":"I had a great conversation"},{"startTime":1768.729,"endTime":1772.269,"body":"yesterday with two people."},{"startTime":1772.31,"endTime":1773.24,"body":"Really motivated me."},{"startTime":1773.24,"endTime":1776.18,"body":"It was only my second day"},{"startTime":1773.24,"endTime":1776.18,"body":"calling and these two people,"},{"startTime":1776.18,"endTime":1778.7,"body":"I just feel like sending"},{"startTime":1776.18,"endTime":1778.7,"body":"this handwritten card today."},{"startTime":1778.764,"endTime":1780.223,"body":"I have a cup of coffee on me."},{"startTime":1780.413,"endTime":1781.853,"body":"But they'll get"},{"startTime":1780.413,"endTime":1781.853,"body":"it in three days."},{"startTime":1781.883,"endTime":1785.183,"body":"I'm set to recall them"},{"startTime":1781.883,"endTime":1785.183,"body":"back each in three weeks."},{"startTime":1785.273,"endTime":1787.883,"body":"And in the meantime, they'll"},{"startTime":1785.273,"endTime":1787.883,"body":"receive another letter, their"},{"startTime":1787.883,"endTime":1789.507,"body":"second letter in that time."},{"startTime":1789.507,"endTime":1793.147,"body":"So they'll have perfect two,"},{"startTime":1789.507,"endTime":1793.147,"body":"four touches from me before"},{"startTime":1793.147,"endTime":1794.257,"body":"I actually call them again."},{"startTime":1794.597,"endTime":1794.867,"body":"Okay."},{"startTime":1794.927,"endTime":1798.06,"body":"So  you're sending it in"},{"startTime":1794.927,"endTime":1798.06,"body":"response to the conversation."},{"startTime":1798.15,"endTime":1798.93,"body":"It, yes."},{"startTime":1798.96,"endTime":1799.29,"body":"Yes."},{"startTime":1799.29,"endTime":1801.9,"body":"This is Dave for $5 appointment."},{"startTime":1801.9,"endTime":1802.23,"body":"Got it."},{"startTime":1802.62,"endTime":1805.88,"body":"I've got to have a good feeling"},{"startTime":1802.62,"endTime":1805.88,"body":"for it and plus, realize I'm"},{"startTime":1805.88,"endTime":1808.23,"body":"only working with 64, you"},{"startTime":1805.88,"endTime":1808.23,"body":"know, the little different,"},{"startTime":1808.23,"endTime":1811.86,"body":"I assume I'm not going to be"},{"startTime":1808.23,"endTime":1811.86,"body":"able to be as aggressive or"},{"startTime":1811.86,"endTime":1813.3,"body":"have this kind of time later."},{"startTime":1813.33,"endTime":1816.06,"body":"I hope to, but yeah, I"},{"startTime":1813.33,"endTime":1816.06,"body":"can put everything into my"},{"startTime":1816.17,"endTime":1821.01,"body":"whopping 64, 64 year leads."},{"startTime":1821.25,"endTime":1822.57,"body":"That's all I got."},{"startTime":1822.6,"endTime":1826.72,"body":"And I already personally"},{"startTime":1822.6,"endTime":1826.72,"body":"scrubbed them to I know who died"},{"startTime":1826.72,"endTime":1829.57,"body":"in a nursing home and where they"},{"startTime":1826.72,"endTime":1829.57,"body":"died and if they own property"},{"startTime":1829.57,"endTime":1831.25,"body":"and I've put deeds on houses."},{"startTime":1831.25,"endTime":1833.849,"body":"But just imagine you're five"},{"startTime":1831.25,"endTime":1833.849,"body":"years deep now and you have"},{"startTime":1833.849,"endTime":1836.159,"body":"1500 people follow up with"},{"startTime":1833.849,"endTime":1836.159,"body":"how are you going to do that?"},{"startTime":1836.242,"endTime":1839.092,"body":"I'll make phone calls and"},{"startTime":1836.242,"endTime":1839.092,"body":"I've already got an attorney"},{"startTime":1839.092,"endTime":1840.562,"body":"paralegal ready to pick up."},{"startTime":1843.482,"endTime":1844.952,"body":"Perfect do enter delegated."},{"startTime":1845.292,"endTime":1847.492,"body":"So how can we make that easier"},{"startTime":1845.292,"endTime":1847.492,"body":"for everybody else on the call?"},{"startTime":1847.512,"endTime":1850.152,"body":"I know you're a bad a, but for"},{"startTime":1847.512,"endTime":1850.152,"body":"everybody else on the call,"},{"startTime":1850.172,"endTime":1853.082,"body":"it's just, you gotta have some"},{"startTime":1850.172,"endTime":1853.082,"body":"kind of system to follow people."},{"startTime":1853.422,"endTime":1856.602,"body":"You've got to, that's why"},{"startTime":1853.422,"endTime":1856.602,"body":"that CRM, if you're adding"},{"startTime":1856.602,"endTime":1859.782,"body":"64 people or two people,"},{"startTime":1856.602,"endTime":1859.782,"body":"there's gotta be a reminder"},{"startTime":1859.782,"endTime":1863.032,"body":"for you to do something"},{"startTime":1859.782,"endTime":1863.032,"body":"with them every 21 days or"},{"startTime":1863.032,"endTime":1864.562,"body":"based on the conversation."},{"startTime":1864.692,"endTime":1867.782,"body":"If it's seven days, it's seven"},{"startTime":1864.692,"endTime":1867.782,"body":"days, and always cut their"},{"startTime":1867.782,"endTime":1870.522,"body":"time in half, whatever they"},{"startTime":1867.782,"endTime":1870.522,"body":"tell you, if they tell you"},{"startTime":1870.522,"endTime":1872.772,"body":"they're a month away, they're"},{"startTime":1870.522,"endTime":1872.772,"body":"14 days away from making"},{"startTime":1872.772,"endTime":1873.868,"body":"a decision, get out there."},{"startTime":1873.868,"endTime":1874.138,"body":"And that."},{"startTime":1874.478,"endTime":1876.9,"body":"I can tell you that all the"},{"startTime":1874.478,"endTime":1876.9,"body":"leads CRM, the way they've"},{"startTime":1876.9,"endTime":1878.643,"body":"set up their CRM is great."},{"startTime":1878.643,"endTime":1880.173,"body":"It's just not powerful enough."},{"startTime":1880.173,"endTime":1883.353,"body":"So I'm having to run"},{"startTime":1880.173,"endTime":1883.353,"body":"the dual from them to"},{"startTime":1883.353,"endTime":1885.603,"body":"export it to lion desk."},{"startTime":1885.688,"endTime":1886.438,"body":"But it's great."},{"startTime":1886.438,"endTime":1886.648,"body":"No."},{"startTime":1886.648,"endTime":1887.728,"body":"It's only for downloading."},{"startTime":1887.728,"endTime":1888.628,"body":"I only download it."},{"startTime":1888.628,"endTime":1891.608,"body":"And then I organize if"},{"startTime":1888.628,"endTime":1891.608,"body":"they're out of state,if they"},{"startTime":1891.608,"endTime":1894.724,"body":"have a house and they're"},{"startTime":1891.608,"endTime":1894.724,"body":"local, it's a house that"},{"startTime":1894.724,"endTime":1897.909,"body":"within an hour driving"},{"startTime":1894.724,"endTime":1897.909,"body":"distance based on zip codes."},{"startTime":1898.005,"endTime":1901.955,"body":"And then if it's a spouse,"},{"startTime":1898.005,"endTime":1901.955,"body":"so the spouse gets on,"},{"startTime":1902.075,"endTime":1904.705,"body":"the spouse gets delay for"},{"startTime":1902.075,"endTime":1904.705,"body":"up a year to 18 months."},{"startTime":1904.705,"endTime":1905.455,"body":"I'm not worried about them."},{"startTime":1905.795,"endTime":1908.255,"body":"The out-of-state probates are"},{"startTime":1905.795,"endTime":1908.255,"body":"the most important to call."},{"startTime":1908.425,"endTime":1909.775,"body":"They're the most difficult ones."},{"startTime":1909.895,"endTime":1911.875,"body":"So they're going to be in"},{"startTime":1909.895,"endTime":1911.875,"body":"the system a lot longer."},{"startTime":1912.215,"endTime":1914.395,"body":"And then the ones that"},{"startTime":1912.215,"endTime":1914.395,"body":"are local with the house"},{"startTime":1914.395,"endTime":1917.485,"body":"to sell, you could drive"},{"startTime":1914.395,"endTime":1917.485,"body":"door, knock them, or."},{"startTime":1917.825,"endTime":1918.708,"body":"Send them mail."},{"startTime":1918.708,"endTime":1919.698,"body":"Those are your mailing list."},{"startTime":1919.698,"endTime":1920.028,"body":"Really?"},{"startTime":1920.058,"endTime":1921.768,"body":"The ones that are local"},{"startTime":1920.058,"endTime":1921.768,"body":"are going to do something"},{"startTime":1921.768,"endTime":1923.875,"body":"because they're going"},{"startTime":1921.768,"endTime":1923.875,"body":"to find a local realtor."},{"startTime":1923.935,"endTime":1926.935,"body":"The ones that are out-of-state"},{"startTime":1923.935,"endTime":1926.935,"body":"are probably more of a phone"},{"startTime":1926.935,"endTime":1929.838,"body":"call, but don't take me"},{"startTime":1926.935,"endTime":1929.838,"body":"for on my, I've purchased"},{"startTime":1930.178,"endTime":1933.268,"body":"$10,000, the leads this year,"},{"startTime":1930.178,"endTime":1933.268,"body":"and I've only done 23 deals."},{"startTime":1933.318,"endTime":1934.098,"body":"It's not easy."},{"startTime":1934.438,"endTime":1934.618,"body":"Yeah."},{"startTime":1934.618,"endTime":1936.418,"body":"But how many of those"},{"startTime":1934.618,"endTime":1936.418,"body":"are you touching?"},{"startTime":1936.441,"endTime":1939.059,"body":"I know you're doing your drip"},{"startTime":1936.441,"endTime":1939.059,"body":"campaigns, that's a lot of"},{"startTime":1939.059,"endTime":1940.589,"body":"people to be reaching out to."},{"startTime":1940.929,"endTime":1942.969,"body":"You already have your,"},{"startTime":1940.929,"endTime":1942.969,"body":"of your lead gen passive,"},{"startTime":1942.969,"endTime":1944.559,"body":"because if it's passive,"},{"startTime":1942.969,"endTime":1944.559,"body":"then it makes sense."},{"startTime":1944.559,"endTime":1946.119,"body":"You don't have as"},{"startTime":1944.559,"endTime":1946.119,"body":"high conversion."},{"startTime":1946.119,"endTime":1946.839,"body":"It is passive."},{"startTime":1947.179,"endTime":1949.279,"body":"There's only certain people"},{"startTime":1947.179,"endTime":1949.279,"body":"that raise their hands."},{"startTime":1949.369,"endTime":1949.739,"body":"Yeah."},{"startTime":1949.769,"endTime":1953.173,"body":"I have my drip campaigns, but"},{"startTime":1949.769,"endTime":1953.173,"body":"I I just literally, for the"},{"startTime":1953.173,"endTime":1956.903,"body":"most part, do a weekly check-in"},{"startTime":1953.173,"endTime":1956.903,"body":"with everyone, whether it's"},{"startTime":1956.903,"endTime":1961.533,"body":"call text or email and  I"},{"startTime":1956.903,"endTime":1961.533,"body":"I can send video my CRM, I"},{"startTime":1961.533,"endTime":1963.414,"body":"can, see as intelligently."},{"startTime":1963.895,"endTime":1965.005,"body":"a lot of it's automated."},{"startTime":1965.005,"endTime":1967.405,"body":"So for me, it's just"},{"startTime":1965.005,"endTime":1967.405,"body":"once a week makes sense."},{"startTime":1967.405,"endTime":1969.765,"body":"Because the more you're"},{"startTime":1967.405,"endTime":1969.765,"body":"in front of them, the more"},{"startTime":1969.765,"endTime":1972.194,"body":"they're going to convert"},{"startTime":1969.765,"endTime":1972.194,"body":"with you, it's top of mind."},{"startTime":1972.194,"endTime":1974.834,"body":"but have you only done"},{"startTime":1972.194,"endTime":1974.834,"body":"three probate listings?"},{"startTime":1975.174,"endTime":1978.544,"body":"Is that what three probate"},{"startTime":1975.174,"endTime":1978.544,"body":"actual listings, but I can tell"},{"startTime":1978.544,"endTime":1982.264,"body":"you that most of my probates"},{"startTime":1978.544,"endTime":1982.264,"body":"are what you just described."},{"startTime":1983.114,"endTime":1985.734,"body":"They're six months to a"},{"startTime":1983.114,"endTime":1985.734,"body":"year out before there."},{"startTime":1985.874,"endTime":1986.294,"body":"That's fine."},{"startTime":1986.374,"endTime":1988.324,"body":"I've been a probate"},{"startTime":1986.374,"endTime":1988.324,"body":"specialist for a while,"},{"startTime":1988.494,"endTime":1990.864,"body":"and then my clients were like,"},{"startTime":1988.494,"endTime":1990.864,"body":"you should be an attorney."},{"startTime":1991.204,"endTime":1991.924,"body":"I figured, okay."},{"startTime":1991.924,"endTime":1992.954,"body":"Maybe I'm good at this."},{"startTime":1992.954,"endTime":1994.424,"body":"And I met bill and"},{"startTime":1992.954,"endTime":1994.424,"body":"bill was like, Hey,"},{"startTime":1994.424,"endTime":1995.324,"body":"come and work with me."},{"startTime":1995.324,"endTime":1996.434,"body":"So yeah."},{"startTime":1996.774,"endTime":1998.981,"body":"What are you seeing in"},{"startTime":1996.774,"endTime":1998.981,"body":"terms of conversion for"},{"startTime":1998.981,"endTime":2000.421,"body":"the once a week touch?"},{"startTime":2000.701,"endTime":2002.381,"body":"Are you seeing a"},{"startTime":2000.701,"endTime":2002.381,"body":"statistic on that?"},{"startTime":2002.551,"endTime":2003.601,"body":"That's a good question."},{"startTime":2003.601,"endTime":2006.981,"body":"So as far as it's about"},{"startTime":2003.601,"endTime":2006.981,"body":"responsiveness and right"},{"startTime":2006.981,"endTime":2010.539,"body":"now, for the ones that I've"},{"startTime":2006.981,"endTime":2010.539,"body":"had engagement with, they're"},{"startTime":2010.539,"endTime":2013.777,"body":"responsive, they'll say, yeah,"},{"startTime":2010.539,"endTime":2013.777,"body":"we're still waiting on this."},{"startTime":2013.857,"endTime":2017.404,"body":"Oh yeah, we're looking into"},{"startTime":2013.857,"endTime":2017.404,"body":"this, and again, my followup is,"},{"startTime":2017.404,"endTime":2019.264,"body":"Hey, I checked your case record."},{"startTime":2019.311,"endTime":2021.231,"body":"I see that this is happening."},{"startTime":2021.328,"endTime":2023.329,"body":"And I know your court"},{"startTime":2021.328,"endTime":2023.329,"body":"dates on the 10th."},{"startTime":2023.329,"endTime":2025.579,"body":"Is there anything else"},{"startTime":2023.329,"endTime":2025.579,"body":"that you needed from me?"},{"startTime":2025.713,"endTime":2027.873,"body":"You know, Hey, make"},{"startTime":2025.713,"endTime":2027.873,"body":"sure you have this."},{"startTime":2027.873,"endTime":2029.283,"body":"I want to send you"},{"startTime":2027.873,"endTime":2029.283,"body":"this, by the way."},{"startTime":2029.283,"endTime":2031.533,"body":"I don't know if you have"},{"startTime":2029.283,"endTime":2031.533,"body":"this, something to consider."},{"startTime":2031.653,"endTime":2033.063,"body":"So I'm always"},{"startTime":2031.653,"endTime":2033.063,"body":"bringing them value."},{"startTime":2033.063,"endTime":2035.755,"body":"So to answer your question"},{"startTime":2033.063,"endTime":2035.755,"body":"most of those, like I said,"},{"startTime":2035.755,"endTime":2038.825,"body":"they're six months to a year"},{"startTime":2035.755,"endTime":2038.825,"body":"out, maybe less than a year now."},{"startTime":2038.995,"endTime":2040.795,"body":"And that's all because"},{"startTime":2038.995,"endTime":2040.795,"body":"of COVID and the court"},{"startTime":2040.795,"endTime":2044.515,"body":"delays, to be able to list."},{"startTime":2044.685,"endTime":2047.655,"body":"Are you getting an ROI"},{"startTime":2044.685,"endTime":2047.655,"body":"on your probate list?"},{"startTime":2047.904,"endTime":2049.224,"body":"I don't buy ATL."},{"startTime":2049.254,"endTime":2052.794,"body":"I get my leads from an"},{"startTime":2049.254,"endTime":2052.794,"body":"attorney and his team scrubs"},{"startTime":2052.794,"endTime":2055.434,"body":"them and I pay 50 bucks a"},{"startTime":2052.794,"endTime":2055.434,"body":"month and he gets everything."},{"startTime":2055.434,"endTime":2058.194,"body":"He's got all kinds of data in"},{"startTime":2055.434,"endTime":2058.194,"body":"there, similar to all the leads."},{"startTime":2058.534,"endTime":2058.864,"body":"Yeah."},{"startTime":2059.204,"endTime":2062.504,"body":"I find the best return with"},{"startTime":2059.204,"endTime":2062.504,"body":"the most expensive leads,"},{"startTime":2062.684,"endTime":2064.064,"body":"which is all the leads."},{"startTime":2064.374,"endTime":2067.954,"body":"I just find that paying,"},{"startTime":2064.374,"endTime":2067.954,"body":"anywhere from $2 to $3"},{"startTime":2067.954,"endTime":2069.544,"body":"a lead, it just makes"},{"startTime":2067.954,"endTime":2069.544,"body":"me call them better."},{"startTime":2069.884,"endTime":2072.744,"body":"So I, and the money's there,"},{"startTime":2069.884,"endTime":2072.744,"body":"so I don't mind spending it,"},{"startTime":2073.084,"endTime":2076.794,"body":"but I will say that I think"},{"startTime":2073.084,"endTime":2076.794,"body":"that they're scrubbing of the"},{"startTime":2076.794,"endTime":2079.888,"body":"phone numbers and all the leads"},{"startTime":2076.794,"endTime":2079.888,"body":"had a very high good phone"},{"startTime":2079.888,"endTime":2081.117,"body":"number return, or quality now."},{"startTime":2081.147,"endTime":2081.327,"body":"Yeah."},{"startTime":2081.327,"endTime":2083.654,"body":"I don't know what it is,"},{"startTime":2081.327,"endTime":2083.654,"body":"but they, they tried."},{"startTime":2086.033,"endTime":2091.074,"body":"75% of my leads, I'll get"},{"startTime":2086.033,"endTime":2091.074,"body":"five and six numbers in, five"},{"startTime":2091.074,"endTime":2094.505,"body":"columns and literally every"},{"startTime":2091.074,"endTime":2094.505,"body":"single one of them says DNC."},{"startTime":2094.565,"endTime":2097.648,"body":"So for me, and that was, I know"},{"startTime":2094.565,"endTime":2097.648,"body":"you're saying Dave, you're like,"},{"startTime":2097.678,"endTime":2099.208,"body":"forget about it, just call them."},{"startTime":2099.358,"endTime":2101.874,"body":"But my point is that even"},{"startTime":2099.358,"endTime":2101.874,"body":"some of those numbers,"},{"startTime":2101.904,"endTime":2103.124,"body":"they're just bad numbers."},{"startTime":2103.344,"endTime":2105.714,"body":"So there still is a good"},{"startTime":2103.344,"endTime":2105.714,"body":"percentage of them that"},{"startTime":2105.714,"endTime":2107.124,"body":"are just bad numbers there."},{"startTime":2107.334,"endTime":2109.044,"body":"We're only going to"},{"startTime":2107.334,"endTime":2109.044,"body":"get a hell to 10%."},{"startTime":2109.104,"endTime":2112.085,"body":"So that's what you're building"},{"startTime":2109.104,"endTime":2112.085,"body":"a business on the other."},{"startTime":2112.255,"endTime":2113.545,"body":"My wife does letters."},{"startTime":2113.755,"endTime":2115.675,"body":"She does not go after"},{"startTime":2113.755,"endTime":2115.675,"body":"the probate cause she"},{"startTime":2115.675,"endTime":2117.565,"body":"doesn't like dealing with"},{"startTime":2115.675,"endTime":2117.565,"body":"those, but she goes after"},{"startTime":2117.565,"endTime":2119.095,"body":"foreclosures and tax sales."},{"startTime":2119.265,"endTime":2122.601,"body":"And she gets about 1%"},{"startTime":2119.265,"endTime":2122.601,"body":"call ratio and she sends"},{"startTime":2122.601,"endTime":2123.861,"body":"a thousand letters a week."},{"startTime":2124.341,"endTime":2124.761,"body":"Wow."},{"startTime":2125.249,"endTime":2126.789,"body":"she picked up two"},{"startTime":2125.249,"endTime":2126.789,"body":"listings this week."},{"startTime":2126.789,"endTime":2128.649,"body":"One's a million dollar"},{"startTime":2126.789,"endTime":2128.649,"body":"listing that's on the tax"},{"startTime":2128.659,"endTime":2132.206,"body":"sale and then she's buying"},{"startTime":2128.659,"endTime":2132.206,"body":"a property for $30,000."},{"startTime":2132.206,"endTime":2135.196,"body":"So it's 10% calls, 1% letters."},{"startTime":2135.299,"endTime":2137.009,"body":"So that's an inbound call ratio."},{"startTime":2137.009,"endTime":2138.483,"body":"You would use the outbound."},{"startTime":2138.619,"endTime":2139.369,"body":"Oh, for letters."},{"startTime":2139.439,"endTime":2141.51,"body":"It's 1% after three"},{"startTime":2139.439,"endTime":2141.51,"body":"or four months."},{"startTime":2141.69,"endTime":2143.28,"body":"It's this ridiculous."},{"startTime":2143.62,"endTime":2145.76,"body":"I don't pre-foreclosure"},{"startTime":2143.62,"endTime":2145.76,"body":"Dave yeah."},{"startTime":2146.06,"endTime":2148.836,"body":"And pre-foreclosure is,"},{"startTime":2146.06,"endTime":2148.836,"body":"it's always a hot topic,"},{"startTime":2148.836,"endTime":2150.906,"body":"but the margins are always"},{"startTime":2148.836,"endTime":2150.906,"body":"different because people don't"},{"startTime":2150.906,"endTime":2151.986,"body":"want to sell their houses."},{"startTime":2151.986,"endTime":2153.216,"body":"They're losing their house."},{"startTime":2153.366,"endTime":2155.046,"body":"So their perspective"},{"startTime":2153.366,"endTime":2155.046,"body":"is that they don't"},{"startTime":2155.046,"endTime":2156.096,"body":"want to get rid of it."},{"startTime":2156.266,"endTime":2158.336,"body":"So they're going to wait"},{"startTime":2156.266,"endTime":2158.336,"body":"until the last day and"},{"startTime":2158.336,"endTime":2160.436,"body":"then file bankruptcy and"},{"startTime":2158.336,"endTime":2160.436,"body":"then eat up their equity."},{"startTime":2160.646,"endTime":2162.326,"body":"So the best deals I find."},{"startTime":2162.666,"endTime":2166.336,"body":"Now that my whole business model"},{"startTime":2162.666,"endTime":2166.336,"body":"is going out to distressed is"},{"startTime":2166.336,"endTime":2169.776,"body":"the tax sales that are behind on"},{"startTime":2166.336,"endTime":2169.776,"body":"taxes, probate, and then driving"},{"startTime":2169.776,"endTime":2170.706,"body":"for dollars in the neighbors."},{"startTime":2170.706,"endTime":2173.206,"body":"When you go on appointments"},{"startTime":2170.706,"endTime":2173.206,"body":"and adding people to like a"},{"startTime":2173.206,"endTime":2177.026,"body":"deal machine app, or a driving"},{"startTime":2173.206,"endTime":2177.026,"body":"app where you could click the"},{"startTime":2177.026,"endTime":2180.216,"body":"house and attitude, if you see"},{"startTime":2177.026,"endTime":2180.216,"body":"a distressed house and then you"},{"startTime":2180.216,"endTime":2183.606,"body":"mail them, you know how to get a"},{"startTime":2180.216,"endTime":2183.606,"body":"notice of default, like for the"},{"startTime":2183.636,"endTime":2186.871,"body":"pre-foreclosures like the notice"},{"startTime":2183.636,"endTime":2186.871,"body":"of default or notice of sale."},{"startTime":2186.938,"endTime":2188.296,"body":"I'm trying to figure out"},{"startTime":2186.938,"endTime":2188.296,"body":"how to get that, man."},{"startTime":2188.296,"endTime":2189.736,"body":"Do you have to get that"},{"startTime":2188.296,"endTime":2189.736,"body":"from a lender or what?"},{"startTime":2189.736,"endTime":2191.086,"body":"Because I don't think that"},{"startTime":2189.736,"endTime":2191.086,"body":"goes through the county."},{"startTime":2191.086,"endTime":2191.366,"body":"Does it,"},{"startTime":2191.366,"endTime":2196.346,"body":"Its title24/7 can you can also"},{"startTime":2191.366,"endTime":2196.346,"body":"get them from foreclosures"},{"startTime":2196.346,"endTime":2199.541,"body":"daily and I have a code you"},{"startTime":2196.346,"endTime":2199.541,"body":"can use to get a discount or"},{"startTime":2199.541,"endTime":2202.435,"body":"just find someone local that"},{"startTime":2199.541,"endTime":2202.435,"body":"does it we have Rodney report"},{"startTime":2202.684,"endTime":2204.064,"body":"and they do a Dallas report."},{"startTime":2204.15,"endTime":2206.866,"body":"and Here in Georgia they"},{"startTime":2204.15,"endTime":2206.866,"body":"have a website, Georgia"},{"startTime":2206.866,"endTime":2209.536,"body":"probate records.com that"},{"startTime":2206.866,"endTime":2209.536,"body":"gets all the rural counties."},{"startTime":2209.536,"endTime":2210.41,"body":"It's 40 counties."},{"startTime":2210.606,"endTime":2213.846,"body":"So basically he just, yeah,"},{"startTime":2210.606,"endTime":2213.846,"body":"he just kinda got it doing"},{"startTime":2213.846,"endTime":2214.656,"body":"what pulling from there."},{"startTime":2214.656,"endTime":2215.076,"body":"Basically."},{"startTime":2215.076,"endTime":2216.816,"body":"It's mostly rural,"},{"startTime":2215.076,"endTime":2216.816,"body":"which isn't great."},{"startTime":2216.816,"endTime":2219.186,"body":"It excludes all the"},{"startTime":2216.816,"endTime":2219.186,"body":"Metro Atlanta counties."},{"startTime":2219.544,"endTime":2219.994,"body":"I'm going a lot."},{"startTime":2219.994,"endTime":2221.334,"body":"I'm getting a lot"},{"startTime":2219.994,"endTime":2221.334,"body":"of records yeah."},{"startTime":2221.384,"endTime":2222.028,"body":"It's working well."},{"startTime":2222.802,"endTime":2224.362,"body":"We haven't talked to them"},{"startTime":2222.802,"endTime":2224.362,"body":"about a month and a half."},{"startTime":2224.362,"endTime":2225.126,"body":"Have you done any deals?"},{"startTime":2226.307,"endTime":2228.827,"body":"I've just got, I've been"},{"startTime":2226.307,"endTime":2228.827,"body":"calling a little bit, but I got"},{"startTime":2228.827,"endTime":2231.011,"body":"to I finally got a good cold"},{"startTime":2228.827,"endTime":2231.011,"body":"call or get English speaking"},{"startTime":2231.011,"endTime":2232.315,"body":"Filipino lady call him for me."},{"startTime":2232.315,"endTime":2234.507,"body":"So she's getting a lot of, she's"},{"startTime":2232.315,"endTime":2234.507,"body":"going to get a bit of leads."},{"startTime":2234.677,"endTime":2237.317,"body":"Yeah, she sounds very we'll"},{"startTime":2234.677,"endTime":2237.317,"body":"get any new deal in August."},{"startTime":2237.657,"endTime":2239.941,"body":"I didn't get any new deals"},{"startTime":2237.657,"endTime":2239.941,"body":"in August, September, so"},{"startTime":2239.941,"endTime":2240.841,"body":"I was a little worried."},{"startTime":2241.181,"endTime":2242.511,"body":"I didn't know what was going on."},{"startTime":2242.571,"endTime":2243.411,"body":"And then it blew up."},{"startTime":2243.441,"endTime":2246.471,"body":"We got in October, I wrote"},{"startTime":2243.441,"endTime":2246.471,"body":"eight offers and then"},{"startTime":2246.471,"endTime":2247.614,"body":"a regular listings too."},{"startTime":2247.614,"endTime":2251.884,"body":"So we got almost 11 deals on the"},{"startTime":2247.614,"endTime":2251.884,"body":"board, just in the last 30 days."},{"startTime":2251.884,"endTime":2252.634,"body":"So it was weird."},{"startTime":2252.974,"endTime":2253.394,"body":"Excellent."},{"startTime":2253.534,"endTime":2255.604,"body":"David, I want you to"},{"startTime":2253.534,"endTime":2255.604,"body":"expound a little bit on"},{"startTime":2255.664,"endTime":2256.924,"body":"how you're making offers."},{"startTime":2256.924,"endTime":2258.754,"body":"I know you're going for a"},{"startTime":2256.924,"endTime":2258.754,"body":"point, you're trying to get"},{"startTime":2258.754,"endTime":2261.354,"body":"appointments and you're not"},{"startTime":2258.754,"endTime":2261.354,"body":"making offers on the phone."},{"startTime":2261.354,"endTime":2262.528,"body":"And you said you're"},{"startTime":2261.354,"endTime":2262.528,"body":"given a range."},{"startTime":2262.588,"endTime":2264.568,"body":"How does that look when you"},{"startTime":2262.588,"endTime":2264.568,"body":"actually get out there and"},{"startTime":2264.568,"endTime":2267.538,"body":"you are making an offer say"},{"startTime":2264.568,"endTime":2267.538,"body":"on the wholesale side of the"},{"startTime":2267.538,"endTime":2270.498,"body":"listing side and it's not so"},{"startTime":2267.538,"endTime":2270.498,"body":"much about making the offer."},{"startTime":2270.508,"endTime":2272.148,"body":"The house is asking"},{"startTime":2270.508,"endTime":2272.148,"body":"the right question."},{"startTime":2272.368,"endTime":2275.158,"body":"Asking the timeline questions,"},{"startTime":2272.368,"endTime":2275.158,"body":"the amount of money they"},{"startTime":2275.158,"endTime":2278.108,"body":"want, just getting to know"},{"startTime":2275.158,"endTime":2278.108,"body":"them, having that rapport."},{"startTime":2278.448,"endTime":2280.878,"body":"I just made an offer"},{"startTime":2278.448,"endTime":2280.878,"body":"on a house for a house"},{"startTime":2280.878,"endTime":2283.565,"body":"today and it's between me"},{"startTime":2280.878,"endTime":2283.565,"body":"and one other investor."},{"startTime":2283.905,"endTime":2286.342,"body":"And he said out loud,"},{"startTime":2283.905,"endTime":2286.342,"body":"he's I don't really trust"},{"startTime":2286.342,"endTime":2287.182,"body":"this other investor."},{"startTime":2287.346,"endTime":2289.836,"body":"She came into the house, she"},{"startTime":2287.346,"endTime":2289.836,"body":"started blowing it up, saying"},{"startTime":2289.836,"endTime":2291.006,"body":"all these things wrong with it."},{"startTime":2291.243,"endTime":2294.213,"body":"So that tells me that I better"},{"startTime":2291.243,"endTime":2294.213,"body":"not go to that house and be"},{"startTime":2294.213,"endTime":2295.503,"body":"like, oh, this is shitty."},{"startTime":2295.843,"endTime":2297.013,"body":"You've got to ask."},{"startTime":2297.013,"endTime":2299.614,"body":"And he's calling me"},{"startTime":2297.013,"endTime":2299.614,"body":"bro brother, and bud."},{"startTime":2300.244,"endTime":2301.114,"body":"So important, man."},{"startTime":2301.274,"endTime":2301.754,"body":"Yeah."},{"startTime":2301.904,"endTime":2304.484,"body":"Most investors will go"},{"startTime":2301.904,"endTime":2304.484,"body":"to a house and be there"},{"startTime":2304.524,"endTime":2307.221,"body":"10 to 15 minutes and they"},{"startTime":2304.524,"endTime":2307.221,"body":"won't build rapport on"},{"startTime":2307.221,"endTime":2308.391,"body":"the relationship side."},{"startTime":2308.581,"endTime":2309.364,"body":"It's great."},{"startTime":2309.574,"endTime":2313.084,"body":"It's a hundred percent needed to"},{"startTime":2309.574,"endTime":2313.084,"body":"have a CRM to build a database."},{"startTime":2313.241,"endTime":2315.671,"body":"But if you're not building that"},{"startTime":2313.241,"endTime":2315.671,"body":"relationship with these people,"},{"startTime":2315.731,"endTime":2316.781,"body":"you're not gonna get deals."},{"startTime":2316.814,"endTime":2319.004,"body":"they're gonna think you're"},{"startTime":2316.814,"endTime":2319.004,"body":"taking advantage of them."},{"startTime":2319.071,"endTime":2321.861,"body":"Or they're just gonna go"},{"startTime":2319.071,"endTime":2321.861,"body":"to the next person that is"},{"startTime":2321.861,"endTime":2324.135,"body":"calling them that is building"},{"startTime":2321.861,"endTime":2324.135,"body":"relationship with them."},{"startTime":2324.475,"endTime":2325.615,"body":"Cause I've won deals."},{"startTime":2325.615,"endTime":2329.598,"body":"I probably I won deals 10,"},{"startTime":2325.615,"endTime":2329.598,"body":"$20,000 below other offers,"},{"startTime":2329.628,"endTime":2331.587,"body":"but they thought that I"},{"startTime":2329.628,"endTime":2331.587,"body":"was more honest about the"},{"startTime":2331.587,"endTime":2334.462,"body":"repairs that were needed and I"},{"startTime":2331.587,"endTime":2334.462,"body":"didn't make a big deal of it."},{"startTime":2334.462,"endTime":2335.782,"body":"I just said, these"},{"startTime":2334.462,"endTime":2335.782,"body":"are the numbers."},{"startTime":2335.992,"endTime":2337.312,"body":"This is what I"},{"startTime":2335.992,"endTime":2337.312,"body":"have to buy it for."},{"startTime":2337.368,"endTime":2338.688,"body":"But I've lost houses too."},{"startTime":2338.688,"endTime":2340.068,"body":"I'm not perfect either."},{"startTime":2340.288,"endTime":2341.148,"body":"You can only be so good."},{"startTime":2341.176,"endTime":2343.346,"body":"You've got a lot, you've got a"},{"startTime":2341.176,"endTime":2343.346,"body":"lot of experiences in agents,"},{"startTime":2343.856,"endTime":2344.746,"body":"you know how to deal with it."},{"startTime":2344.746,"endTime":2346.096,"body":"You don't have to deal"},{"startTime":2344.746,"endTime":2346.096,"body":"with sellers and you're"},{"startTime":2346.096,"endTime":2347.176,"body":"getting the old developer."},{"startTime":2347.516,"endTime":2350.666,"body":"I remember when I first got"},{"startTime":2347.516,"endTime":2350.666,"body":"in real estate in 2006, I"},{"startTime":2350.666,"endTime":2353.156,"body":"was buying every sales book"},{"startTime":2350.666,"endTime":2353.156,"body":"because I was worried I wasn't"},{"startTime":2353.156,"endTime":2354.296,"body":"going to be a good sales guy."},{"startTime":2354.636,"endTime":2356.856,"body":"And it's just reading"},{"startTime":2354.636,"endTime":2356.856,"body":"those books going on"},{"startTime":2356.856,"endTime":2358.326,"body":"appointments, failing."},{"startTime":2358.326,"endTime":2359.466,"body":"You're going to"},{"startTime":2358.326,"endTime":2359.466,"body":"learn this stuff."},{"startTime":2359.766,"endTime":2360.546,"body":"It's beautiful."},{"startTime":2360.886,"endTime":2362.986,"body":"But James man, you got"},{"startTime":2360.886,"endTime":2362.986,"body":"to make those calls."},{"startTime":2363.326,"endTime":2365.843,"body":"I told you and I say is"},{"startTime":2363.326,"endTime":2365.843,"body":"important, but, and I say,"},{"startTime":2366.183,"endTime":2368.253,"body":"cause that relationship"},{"startTime":2366.183,"endTime":2368.253,"body":"I'm so good, man."},{"startTime":2368.343,"endTime":2370.173,"body":"I'm so much, you're so"},{"startTime":2368.343,"endTime":2370.173,"body":"much better than a VA."},{"startTime":2370.173,"endTime":2372.393,"body":"I've called I'm calling and"},{"startTime":2370.173,"endTime":2372.393,"body":"I'll call for two hours."},{"startTime":2372.393,"endTime":2374.432,"body":"Then I'll get three leads"},{"startTime":2372.393,"endTime":2374.432,"body":"that are going to sell"},{"startTime":2374.912,"endTime":2376.112,"body":"in the next six months."},{"startTime":2376.172,"endTime":2376.472,"body":"That's great."},{"startTime":2376.472,"endTime":2379.628,"body":"As a VA is only going to get"},{"startTime":2376.472,"endTime":2379.628,"body":"25% of that 10%, no matter"},{"startTime":2379.628,"endTime":2382.611,"body":"how good that English is,"},{"startTime":2379.628,"endTime":2382.611,"body":"no matter how so the money's"},{"startTime":2382.611,"endTime":2383.938,"body":"not, the best person to call."},{"startTime":2383.938,"endTime":2386.775,"body":"And I told Eve, this is"},{"startTime":2383.938,"endTime":2386.775,"body":"she still on, on here."},{"startTime":2387.115,"endTime":2389.545,"body":"She's the perfect age to"},{"startTime":2387.115,"endTime":2389.545,"body":"call these, not to call"},{"startTime":2389.545,"endTime":2390.295,"body":"you out on your age."},{"startTime":2390.295,"endTime":2392.495,"body":"I'm just saying, you told"},{"startTime":2390.295,"endTime":2392.495,"body":"me you're like you telling"},{"startTime":2392.495,"endTime":2393.695,"body":"me you were like 21 or so"},{"startTime":2394.055,"endTime":2397.335,"body":"Evie's the perfect days for"},{"startTime":2394.055,"endTime":2397.335,"body":"probate and anybody between"},{"startTime":2397.335,"endTime":2399.901,"body":"40 and 65 or 70 years old."},{"startTime":2399.965,"endTime":2402.458,"body":"We're perfect for probate"},{"startTime":2399.965,"endTime":2402.458,"body":"because we're dealing with"},{"startTime":2402.458,"endTime":2404.288,"body":"the people in that age"},{"startTime":2402.458,"endTime":2404.288,"body":"group that are selling"},{"startTime":2404.288,"endTime":2405.338,"body":"their parents' homes."},{"startTime":2406.005,"endTime":2409.015,"body":"Not that a 21 year old,"},{"startTime":2406.005,"endTime":2409.015,"body":"can't like James, we're just"},{"startTime":2409.015,"endTime":2412.425,"body":"kidding James, but I'm not"},{"startTime":2409.015,"endTime":2412.425,"body":"saying that they're not these"},{"startTime":2412.425,"endTime":2415.505,"body":"wholesalers that go to these"},{"startTime":2412.425,"endTime":2415.505,"body":"weekend meetups and they think"},{"startTime":2415.505,"endTime":2416.495,"body":"they're going to be investors."},{"startTime":2416.618,"endTime":2419.138,"body":"We're just having different"},{"startTime":2416.618,"endTime":2419.138,"body":"conversations with people."},{"startTime":2419.138,"endTime":2422.498,"body":"Once you get past the avoidance"},{"startTime":2419.138,"endTime":2422.498,"body":"factor and you get into a"},{"startTime":2422.938,"endTime":2425.158,"body":"conversation with people"},{"startTime":2422.938,"endTime":2425.158,"body":"about buying their home or"},{"startTime":2425.158,"endTime":2428.248,"body":"listing it, but you have to"},{"startTime":2425.158,"endTime":2428.248,"body":"listen for those clues of what"},{"startTime":2428.248,"endTime":2431.315,"body":"direction I should go by asking,"},{"startTime":2428.248,"endTime":2431.315,"body":"you got to ask questions."},{"startTime":2431.375,"endTime":2433.235,"body":"You got to lead the"},{"startTime":2431.375,"endTime":2433.235,"body":"conversation by asking."},{"startTime":2433.878,"endTime":2436.728,"body":"The highest value question"},{"startTime":2433.878,"endTime":2436.728,"body":"that I've found an entry"},{"startTime":2436.821,"endTime":2440.987,"body":"in entering the uh, the"},{"startTime":2436.821,"endTime":2440.987,"body":"phone call is, noting that"},{"startTime":2441.117,"endTime":2444.873,"body":"I see they died in August or"},{"startTime":2441.117,"endTime":2444.873,"body":"something along those lines."},{"startTime":2444.933,"endTime":2446.793,"body":"And as you're doing it,"},{"startTime":2444.933,"endTime":2446.793,"body":"I know how you feel."},{"startTime":2446.793,"endTime":2449.073,"body":"I know there's some mourning"},{"startTime":2446.793,"endTime":2449.073,"body":"that goes along it cause"},{"startTime":2449.073,"endTime":2450.333,"body":"I've lost people too."},{"startTime":2450.333,"endTime":2453.171,"body":"And, And I understand how"},{"startTime":2450.333,"endTime":2453.171,"body":"you feel where are you at"},{"startTime":2453.171,"endTime":2454.111,"body":"right now with all that."},{"startTime":2454.111,"endTime":2457.205,"body":"And all of a sudden, all of"},{"startTime":2454.111,"endTime":2457.205,"body":"a sudden you become a person"},{"startTime":2457.276,"endTime":2459.894,"body":"rather than I'm interested"},{"startTime":2457.276,"endTime":2459.894,"body":"in you got a house in there"},{"startTime":2459.894,"endTime":2460.824,"body":"that you're going to sell."},{"startTime":2460.891,"endTime":2464.126,"body":"It's just basically getting"},{"startTime":2460.891,"endTime":2464.126,"body":"that connection and saying"},{"startTime":2464.186,"endTime":2466.076,"body":"I've lost, loved ones as well."},{"startTime":2466.076,"endTime":2469.642,"body":"And I know there's a period"},{"startTime":2466.076,"endTime":2469.642,"body":"of mourning and remorse and"},{"startTime":2469.642,"endTime":2472.042,"body":"bereavement that you have"},{"startTime":2469.642,"endTime":2472.042,"body":"to go through using those"},{"startTime":2472.042,"endTime":2475.414,"body":"kinds of words, mourning,"},{"startTime":2472.042,"endTime":2475.414,"body":"bereavement, period that"},{"startTime":2475.414,"endTime":2476.364,"body":"you have to get through."},{"startTime":2476.364,"endTime":2479.961,"body":"And sometimes you get stuck"},{"startTime":2476.364,"endTime":2479.961,"body":"in that and and frozen,"},{"startTime":2479.961,"endTime":2481.161,"body":"and can't do anything."},{"startTime":2481.191,"endTime":2482.601,"body":"Where are you at with all that?"},{"startTime":2482.631,"endTime":2484.251,"body":"What can I take"},{"startTime":2482.631,"endTime":2484.251,"body":"off of your plate?"},{"startTime":2484.371,"endTime":2485.311,"body":"How can I help you?"},{"startTime":2485.481,"endTime":2486.501,"body":"That's exactly right."},{"startTime":2486.531,"endTime":2486.921,"body":"Wow."},{"startTime":2487.071,"endTime":2487.371,"body":"Yep."},{"startTime":2487.438,"endTime":2489.538,"body":"And that goes back to"},{"startTime":2487.438,"endTime":2489.538,"body":"just being open to a"},{"startTime":2489.538,"endTime":2490.438,"body":"conversation with them."},{"startTime":2490.438,"endTime":2493.121,"body":"You don't want to have a hour"},{"startTime":2490.438,"endTime":2493.121,"body":"long conversation with somebody"},{"startTime":2493.121,"endTime":2495.691,"body":"you want to get to the point"},{"startTime":2493.121,"endTime":2495.691,"body":"within 10 to 15 minutes."},{"startTime":2496.511,"endTime":2498.851,"body":"And get them into a"},{"startTime":2496.511,"endTime":2498.851,"body":"database, but you got to"},{"startTime":2498.851,"endTime":2500.081,"body":"have those conversations yep."},{"startTime":2500.098,"endTime":2502.928,"body":"We have a question that"},{"startTime":2500.098,"endTime":2502.928,"body":"brings in foreclosure"},{"startTime":2502.928,"endTime":2504.008,"body":"as well as probate."},{"startTime":2504.025,"endTime":2507.145,"body":"And I wanna make sure I'm right"},{"startTime":2504.025,"endTime":2507.145,"body":"to just take it off my list."},{"startTime":2507.226,"endTime":2510.494,"body":"It's in probate the property"},{"startTime":2507.226,"endTime":2510.494,"body":"has a notice of default on it,"},{"startTime":2510.678,"endTime":2515.268,"body":"with a reinstatement of 382,000,"},{"startTime":2510.678,"endTime":2515.268,"body":"it's a reversed mortgage"},{"startTime":2515.808,"endTime":2520.668,"body":"and the reverse mortgage"},{"startTime":2515.808,"endTime":2520.668,"body":"is 1,000,009, 1,095,000."},{"startTime":2520.755,"endTime":2524.415,"body":"And the Zillow estimate"},{"startTime":2520.755,"endTime":2524.415,"body":"on the house is 779,000."},{"startTime":2524.775,"endTime":2526.425,"body":"I'm just, there's"},{"startTime":2524.775,"endTime":2526.425,"body":"no opportunity."},{"startTime":2526.425,"endTime":2527.295,"body":"I dump this, right?"},{"startTime":2527.635,"endTime":2528.055,"body":"Yeah."},{"startTime":2528.055,"endTime":2528.895,"body":"That's good."},{"startTime":2529.235,"endTime":2530.225,"body":"Maybe not."},{"startTime":2530.565,"endTime":2531.015,"body":"Yeah."},{"startTime":2531.355,"endTime":2532.935,"body":"Can I just really"},{"startTime":2531.355,"endTime":2532.935,"body":"quickly speak to it?"},{"startTime":2532.945,"endTime":2534.325,"body":"Cause I take this please."},{"startTime":2534.475,"endTime":2535.615,"body":"Cause I would dump that one."},{"startTime":2535.975,"endTime":2536.125,"body":"Okay."},{"startTime":2536.185,"endTime":2538.495,"body":"I've taken reverse"},{"startTime":2536.185,"endTime":2538.495,"body":"mortgage course with some"},{"startTime":2538.675,"endTime":2541.465,"body":"guys who are the most"},{"startTime":2538.675,"endTime":2541.465,"body":"popular Ryan and Robert."},{"startTime":2541.605,"endTime":2542.994,"body":"They sell reverse mortgages."},{"startTime":2543.354,"endTime":2546.354,"body":"So even though that's the"},{"startTime":2543.354,"endTime":2546.354,"body":"reverse mortgage amount that"},{"startTime":2546.354,"endTime":2549.684,"body":"may have been the original"},{"startTime":2546.354,"endTime":2549.684,"body":"reverse mortgage amount, it"},{"startTime":2549.684,"endTime":2552.834,"body":"has been, it was July 6, 20,"},{"startTime":2549.684,"endTime":2552.834,"body":"20 that the loan was taken out."},{"startTime":2552.834,"endTime":2553.974,"body":"And I looked at"},{"startTime":2552.834,"endTime":2553.974,"body":"the deed of trust."},{"startTime":2554.304,"endTime":2554.664,"body":"Okay."},{"startTime":2554.724,"endTime":2556.764,"body":"So it can't be much"},{"startTime":2554.724,"endTime":2556.764,"body":"less than that."},{"startTime":2556.881,"endTime":2558.921,"body":"So the vet, so they're"},{"startTime":2556.881,"endTime":2558.921,"body":"definitely under water on"},{"startTime":2558.921,"endTime":2562.207,"body":"it, which is surprising"},{"startTime":2558.921,"endTime":2562.207,"body":"because reverse mortgages,"},{"startTime":2562.207,"endTime":2567.607,"body":"you have to have at least"},{"startTime":2562.207,"endTime":2567.607,"body":"like 40% equity before they"},{"startTime":2567.607,"endTime":2568.807,"body":"even give you the mortgage."},{"startTime":2568.867,"endTime":2571.027,"body":"And then they can only"},{"startTime":2568.867,"endTime":2571.027,"body":"give you a certain amount"},{"startTime":2571.367,"endTime":2574.197,"body":"of that remaining, amount"},{"startTime":2571.367,"endTime":2574.197,"body":"that you have available."},{"startTime":2574.197,"endTime":2577.267,"body":"So I'm surprised it's so"},{"startTime":2574.197,"endTime":2577.267,"body":"high, but bottom line, the"},{"startTime":2577.267,"endTime":2578.647,"body":"worth of reverse mortgage."},{"startTime":2578.707,"endTime":2581.707,"body":"When in heirs inherit the"},{"startTime":2578.707,"endTime":2581.707,"body":"property, they have up to"},{"startTime":2581.707,"endTime":2585.677,"body":"one year before they have"},{"startTime":2581.707,"endTime":2585.677,"body":"to refinance or sell the"},{"startTime":2585.677,"endTime":2586.907,"body":"property to pay off the debt."},{"startTime":2587.247,"endTime":2590.277,"body":"So the reverse mortgage"},{"startTime":2587.247,"endTime":2590.277,"body":"continues to get paid"},{"startTime":2590.277,"endTime":2592.737,"body":"and it's paid out of"},{"startTime":2590.277,"endTime":2592.737,"body":"the equity in the house."},{"startTime":2592.737,"endTime":2593.007,"body":"How will."},{"startTime":2593.347,"endTime":2595.537,"body":"If it's in default,"},{"startTime":2593.347,"endTime":2595.537,"body":"it sounds like it's"},{"startTime":2595.537,"endTime":2596.827,"body":"because it's underwater."},{"startTime":2597.337,"endTime":2599.827,"body":"So you'd have to try to get"},{"startTime":2597.337,"endTime":2599.827,"body":"ahold of the reverse mortgage"},{"startTime":2599.827,"endTime":2602.257,"body":"servicer, which is very"},{"startTime":2599.827,"endTime":2602.257,"body":"difficult because they're"},{"startTime":2602.257,"endTime":2604.867,"body":"usually three deep, but"},{"startTime":2602.257,"endTime":2604.867,"body":"before you can get to them,"},{"startTime":2605.037,"endTime":2609.927,"body":"but as long as it's been"},{"startTime":2605.037,"endTime":2609.927,"body":"it's within a year, then even"},{"startTime":2609.927,"endTime":2613.047,"body":"though it's in default, if"},{"startTime":2609.927,"endTime":2613.047,"body":"you list the property and you"},{"startTime":2613.047,"endTime":2617.337,"body":"get an offer, you can submit"},{"startTime":2613.047,"endTime":2617.337,"body":"that before it's in escrow."},{"startTime":2617.697,"endTime":2622.047,"body":"You can submit that to the"},{"startTime":2617.697,"endTime":2622.047,"body":"trustee for foreclosures, and"},{"startTime":2622.047,"endTime":2623.667,"body":"they'll put a pause on the sale."},{"startTime":2624.007,"endTime":2627.877,"body":"So they won't, even if they're"},{"startTime":2624.007,"endTime":2627.877,"body":"in 21 days in default and"},{"startTime":2627.877,"endTime":2630.037,"body":"you show them, you have a"},{"startTime":2627.877,"endTime":2630.037,"body":"listing agreement and you"},{"startTime":2630.037,"endTime":2633.367,"body":"have an offer on the table,"},{"startTime":2630.037,"endTime":2633.367,"body":"they can stop the foreclosure"},{"startTime":2633.367,"endTime":2636.877,"body":"sale, which is 21 days in"},{"startTime":2633.367,"endTime":2636.877,"body":"California from after default."},{"startTime":2637.417,"endTime":2640.297,"body":"So there's a few of the things"},{"startTime":2637.417,"endTime":2640.297,"body":"you have to do to check you"},{"startTime":2640.297,"endTime":2641.513,"body":"to help these people out."},{"startTime":2641.683,"endTime":2646.063,"body":"First is contact the trustee"},{"startTime":2641.683,"endTime":2646.063,"body":"and find out their rules for"},{"startTime":2646.303,"endTime":2647.563,"body":"stopping the trustee sale."},{"startTime":2647.563,"endTime":2648.193,"body":"If it's that."},{"startTime":2648.533,"endTime":2651.803,"body":"Contacting the reverse mortgage"},{"startTime":2648.533,"endTime":2651.803,"body":"company and the servicer to"},{"startTime":2651.803,"endTime":2654.693,"body":"see how much time they have"},{"startTime":2651.803,"endTime":2654.693,"body":"left before it's due, then"},{"startTime":2654.693,"endTime":2658.353,"body":"go back to the seller and"},{"startTime":2654.693,"endTime":2658.353,"body":"say, this is your situation."},{"startTime":2658.623,"endTime":2662.163,"body":"It may end up being a short"},{"startTime":2658.623,"endTime":2662.163,"body":"sale, but let's make sure and"},{"startTime":2662.163,"endTime":2665.075,"body":"find out what that what the"},{"startTime":2662.163,"endTime":2665.075,"body":"trustee sale dates are and"},{"startTime":2665.075,"endTime":2669.388,"body":"what the servicers dates are"},{"startTime":2665.075,"endTime":2669.388,"body":"in terms of allowing for time"},{"startTime":2669.388,"endTime":2670.378,"body":"before it has to be paid."},{"startTime":2670.858,"endTime":2671.158,"body":"Okay."},{"startTime":2671.158,"endTime":2673.048,"body":"So what you're saying"},{"startTime":2671.158,"endTime":2673.048,"body":"is the opportunity"},{"startTime":2673.048,"endTime":2674.068,"body":"here is a short sale."},{"startTime":2674.086,"endTime":2675.995,"body":"I know where it is"},{"startTime":2674.086,"endTime":2675.995,"body":"and I do foreclosures."},{"startTime":2676.206,"endTime":2677.326,"body":"I own a foreclosure company."},{"startTime":2677.496,"endTime":2679.236,"body":"I don't usually do residential."},{"startTime":2679.236,"endTime":2682.566,"body":"I do large commercial, but I"},{"startTime":2679.236,"endTime":2682.566,"body":"do foreclosures in nine states."},{"startTime":2682.986,"endTime":2683.346,"body":"Okay."},{"startTime":2683.346,"endTime":2686.736,"body":"So the opportunity is the"},{"startTime":2683.346,"endTime":2686.736,"body":"short sale and to explain to"},{"startTime":2686.736,"endTime":2690.426,"body":"the personal representative,"},{"startTime":2686.736,"endTime":2690.426,"body":"they would have no liability."},{"startTime":2690.478,"endTime":2693.234,"body":"They could let it go and not"},{"startTime":2690.478,"endTime":2693.234,"body":"be bothered with a short sale."},{"startTime":2693.264,"endTime":2694.884,"body":"Their it's not their credit."},{"startTime":2694.884,"endTime":2695.424,"body":"It's not their."},{"startTime":2696.011,"endTime":2697.691,"body":"It's going to hurt the estate."},{"startTime":2697.691,"endTime":2701.712,"body":"So if the estate has other"},{"startTime":2697.691,"endTime":2701.712,"body":"assets in bank accounts,"},{"startTime":2701.712,"endTime":2705.408,"body":"any other businesses, the"},{"startTime":2701.712,"endTime":2705.408,"body":"reverse mortgage could"},{"startTime":2705.408,"endTime":2708.778,"body":"file a claim against the"},{"startTime":2705.408,"endTime":2708.778,"body":"estate for the remaining"},{"startTime":2708.778,"endTime":2710.518,"body":"balance of what's owed."},{"startTime":2710.858,"endTime":2713.378,"body":"I just did one of those"},{"startTime":2710.858,"endTime":2713.378,"body":"short sell reverse mortgage,"},{"startTime":2713.918,"endTime":2716.498,"body":"and there was nothing in"},{"startTime":2713.918,"endTime":2716.498,"body":"there for the estate at all."},{"startTime":2716.828,"endTime":2719.498,"body":"The daughter had actually go,"},{"startTime":2716.828,"endTime":2719.498,"body":"we had to go to court and do"},{"startTime":2719.498,"endTime":2722.005,"body":"a probate just to get it, to"},{"startTime":2719.498,"endTime":2722.005,"body":"have authority to sell it."},{"startTime":2722.068,"endTime":2723.868,"body":"And we had made it to the bank."},{"startTime":2724.078,"endTime":2725.008,"body":"It was a lot of work though."},{"startTime":2725.348,"endTime":2726.548,"body":"So I don't want it"},{"startTime":2725.348,"endTime":2726.548,"body":"to be a top of it."},{"startTime":2726.888,"endTime":2727.188,"body":"Yeah."},{"startTime":2727.218,"endTime":2730.548,"body":"But I would say for the business"},{"startTime":2727.218,"endTime":2730.548,"body":"of it Selena, and you, I'm"},{"startTime":2730.548,"endTime":2732.678,"body":"sure you aren't, you, I know"},{"startTime":2730.548,"endTime":2732.678,"body":"you're super experienced in"},{"startTime":2732.698,"endTime":2736.388,"body":"this, at least helping them get"},{"startTime":2732.698,"endTime":2736.388,"body":"through this process means they"},{"startTime":2736.388,"endTime":2738.278,"body":"become a referral past client."},{"startTime":2738.408,"endTime":2738.768,"body":"Yes."},{"startTime":2738.778,"endTime":2740.448,"body":"But on that note, that's"},{"startTime":2738.778,"endTime":2740.448,"body":"going to hurt them."},{"startTime":2742.211,"endTime":2745.121,"body":"By being in the mix on a"},{"startTime":2742.211,"endTime":2745.121,"body":"deal that you can't buy"},{"startTime":2745.481,"endTime":2747.991,"body":"or list long's long haul."},{"startTime":2748.331,"endTime":2749.831,"body":"The daughter felt real bad."},{"startTime":2749.831,"endTime":2751.931,"body":"She didn't want the"},{"startTime":2749.831,"endTime":2751.931,"body":"parents home to sit there."},{"startTime":2751.931,"endTime":2753.101,"body":"So I went out of"},{"startTime":2751.931,"endTime":2753.101,"body":"the way for her."},{"startTime":2753.521,"endTime":2754.571,"body":"She was an old friend of mine."},{"startTime":2755.041,"endTime":2756.131,"body":"I have the time."},{"startTime":2756.131,"endTime":2759.041,"body":"So I guess now that you've"},{"startTime":2756.131,"endTime":2759.041,"body":"given me this, I obviously"},{"startTime":2759.041,"endTime":2760.421,"body":"can speak to the foreclosure."},{"startTime":2760.488,"endTime":2762.998,"body":"If I can get them on the"},{"startTime":2760.488,"endTime":2762.998,"body":"phone, I maybe I can get"},{"startTime":2762.998,"endTime":2765.498,"body":"a short sale out of this"},{"startTime":2762.998,"endTime":2765.498,"body":"or something for them."},{"startTime":2765.668,"endTime":2767.738,"body":"Do you have the"},{"startTime":2765.668,"endTime":2767.738,"body":"trustees number eight?"},{"startTime":2767.918,"endTime":2769.768,"body":"Yeah, I know that we're"},{"startTime":2767.918,"endTime":2769.768,"body":"friendly competitors."},{"startTime":2770.108,"endTime":2770.678,"body":"Perfect."},{"startTime":2770.678,"endTime":2773.6,"body":"Then I find out exactly how"},{"startTime":2770.678,"endTime":2773.6,"body":"much time you have, but I"},{"startTime":2773.6,"endTime":2775.592,"body":"know that from the notice"},{"startTime":2773.6,"endTime":2775.592,"body":"of default, they've got to"},{"startTime":2775.592,"endTime":2777.782,"body":"wait three months before they"},{"startTime":2775.592,"endTime":2777.782,"body":"can do the notice to sale."},{"startTime":2777.782,"endTime":2780.242,"body":"And then it's another, we"},{"startTime":2777.782,"endTime":2780.242,"body":"ask usually estimate 30 days."},{"startTime":2780.242,"endTime":2782.607,"body":"So the notice of default was"},{"startTime":2780.242,"endTime":2782.607,"body":"just filed on September 20."},{"startTime":2782.777,"endTime":2783.737,"body":"I know a little window."},{"startTime":2784.077,"endTime":2786.547,"body":"I know the timeframe I've"},{"startTime":2784.077,"endTime":2786.547,"body":"pulled all the documents,"},{"startTime":2786.547,"endTime":2789.787,"body":"I've reviewed, printed,"},{"startTime":2786.547,"endTime":2789.787,"body":"everything that everything."},{"startTime":2789.89,"endTime":2792.26,"body":"So it's really this"},{"startTime":2789.89,"endTime":2792.26,"body":"value issue that we're,"},{"startTime":2792.29,"endTime":2793.43,"body":"that is the challenge."},{"startTime":2793.43,"endTime":2798.254,"body":"You said it was seven 50 on,"},{"startTime":2793.43,"endTime":2798.254,"body":"zillow has it at 7 79, the"},{"startTime":2798.314,"endTime":2803.797,"body":"original loan, 1,950,000 and"},{"startTime":2798.314,"endTime":2803.797,"body":"they're delinquent to reinstate"},{"startTime":2803.797,"endTime":2809.987,"body":"it, which we know they're not"},{"startTime":2803.797,"endTime":2809.987,"body":"going to do what the 380,701.67."},{"startTime":2810.007,"endTime":2812.129,"body":"And that's with interest"},{"startTime":2810.007,"endTime":2812.129,"body":"through September 23rd."},{"startTime":2812.299,"endTime":2814.439,"body":"So that's a big chunk of"},{"startTime":2812.299,"endTime":2814.439,"body":"change, well, let's be"},{"startTime":2814.439,"endTime":2817.139,"body":"hopeful with the fact that"},{"startTime":2814.439,"endTime":2817.139,"body":"we know Zillow's algorithm"},{"startTime":2817.139,"endTime":2818.369,"body":"is all jacked up anyway."},{"startTime":2819.506,"endTime":2820.486,"body":"So, But hope."},{"startTime":2820.714,"endTime":2823.984,"body":"I mean, you know, When people"},{"startTime":2820.714,"endTime":2823.984,"body":"are in those situations, I'm the"},{"startTime":2823.984,"endTime":2826.024,"body":"type of person I help them out."},{"startTime":2826.294,"endTime":2828.544,"body":"And if helping them is going"},{"startTime":2826.294,"endTime":2828.544,"body":"to create a relationship."},{"startTime":2828.738,"endTime":2831.108,"body":"Or referral business,"},{"startTime":2828.738,"endTime":2831.108,"body":"I'm willing to do it."},{"startTime":2831.138,"endTime":2833.688,"body":"I just have to make sure my"},{"startTime":2831.138,"endTime":2833.688,"body":"systems are in place so that"},{"startTime":2833.688,"endTime":2836.658,"body":"it's not using, like Dave said,"},{"startTime":2833.688,"endTime":2836.658,"body":"not using up a bunch of time,"},{"startTime":2836.724,"endTime":2837.834,"body":"that I may not get paid on."},{"startTime":2837.834,"endTime":2841.258,"body":"But yeah, I mean, all"},{"startTime":2837.834,"endTime":2841.258,"body":"this process for me is"},{"startTime":2841.258,"endTime":2842.878,"body":"to make my life easier."},{"startTime":2842.914,"endTime":2845.464,"body":"So I'm not trying to"},{"startTime":2842.914,"endTime":2845.464,"body":"solve everybody's problem."},{"startTime":2845.524,"endTime":2848.144,"body":"I want to buy houses as an"},{"startTime":2845.524,"endTime":2848.144,"body":"investor now, and I want"},{"startTime":2848.144,"endTime":2849.194,"body":"to buy distressed property."},{"startTime":2849.194,"endTime":2851.904,"body":"So if it's difficult, I'm"},{"startTime":2849.194,"endTime":2851.904,"body":"going to pass the short,"},{"startTime":2851.904,"endTime":2852.774,"body":"sell on to somebody."},{"startTime":2853.114,"endTime":2856.054,"body":"I went through that"},{"startTime":2853.114,"endTime":2856.054,"body":"nightmare in 2010 and 11, 12."},{"startTime":2856.534,"endTime":2857.554,"body":"I don't want to do those."},{"startTime":2857.894,"endTime":2858.974,"body":"Let me throw this in."},{"startTime":2859.025,"endTime":2862.837,"body":"I'd done a short sale just two"},{"startTime":2859.025,"endTime":2862.837,"body":"years ago, and I had the same"},{"startTime":2862.837,"endTime":2865.777,"body":"attitude that you did David"},{"startTime":2862.837,"endTime":2865.777,"body":"about I don't want to do this"},{"startTime":2865.777,"endTime":2869.977,"body":"cause I did that in 12 and 13"},{"startTime":2865.777,"endTime":2869.977,"body":"and 14 short sales just became a"},{"startTime":2869.977,"endTime":2874.486,"body":"nightmare, but I found that blue"},{"startTime":2869.977,"endTime":2874.486,"body":"anchor that's out of Florida"},{"startTime":2874.516,"endTime":2876.286,"body":"has handled all of that stuff."},{"startTime":2876.316,"endTime":2878.506,"body":"And they just said, you"},{"startTime":2876.316,"endTime":2878.506,"body":"collect it, send it to me."},{"startTime":2878.506,"endTime":2882.76,"body":"We'll send it to you at $1,500"},{"startTime":2878.506,"endTime":2882.76,"body":"to the sales price that the"},{"startTime":2882.76,"endTime":2886.51,"body":"buyer is going to get a deal and"},{"startTime":2882.76,"endTime":2886.51,"body":"we'll handle all the paperwork."},{"startTime":2886.51,"endTime":2889.15,"body":"You just take it to closing"},{"startTime":2886.51,"endTime":2889.15,"body":"and get it closed locally."},{"startTime":2889.63,"endTime":2890.77,"body":"That was awesome."},{"startTime":2890.837,"endTime":2891.458,"body":"Awesome."},{"startTime":2891.535,"endTime":2895.836,"body":"Relief of just a collection and"},{"startTime":2891.535,"endTime":2895.836,"body":"forwarding the paperwork and"},{"startTime":2895.836,"endTime":2899.53,"body":"that's Jim Jim's wife that runs"},{"startTime":2895.836,"endTime":2899.53,"body":"the blue anchor foreclosure."},{"startTime":2899.53,"endTime":2903.85,"body":"They do national foreclosure"},{"startTime":2899.53,"endTime":2903.85,"body":"and they know who to contact in"},{"startTime":2903.883,"endTime":2908.666,"body":"some of these Obscure servicers"},{"startTime":2903.883,"endTime":2908.666,"body":"and getting to the right party"},{"startTime":2908.726,"endTime":2909.585,"body":"and getting through that."},{"startTime":2909.783,"endTime":2910.293,"body":"That's awesome."},{"startTime":2910.463,"endTime":2912.783,"body":"It's all worth it in"},{"startTime":2910.463,"endTime":2912.783,"body":"the long run, so I just"},{"startTime":2912.783,"endTime":2914.613,"body":"don't have the patients"},{"startTime":2912.783,"endTime":2914.613,"body":"much anymore these days."},{"startTime":2914.953,"endTime":2915.373,"body":"I know."},{"startTime":2917.193,"endTime":2918.753,"body":"Well, I need the"},{"startTime":2917.193,"endTime":2918.753,"body":"experience anyway."},{"startTime":2918.753,"endTime":2922.375,"body":"Even if I fall on my face,"},{"startTime":2918.753,"endTime":2922.375,"body":"I mean, I don't selling"},{"startTime":2922.375,"endTime":2923.605,"body":"real estate is new to me."},{"startTime":2923.699,"endTime":2926.459,"body":"And residential is really"},{"startTime":2923.699,"endTime":2926.459,"body":"out of my, so I'm going"},{"startTime":2926.459,"endTime":2928.269,"body":"to go for it and I'll"},{"startTime":2926.459,"endTime":2928.269,"body":"let you know how it goes."},{"startTime":2928.439,"endTime":2928.859,"body":"That sounds good."},{"startTime":2929.159,"endTime":2929.579,"body":"Ronnie."},{"startTime":2929.709,"endTime":2930.819,"body":"Hang on, Rodney."},{"startTime":2930.819,"endTime":2931.149,"body":"Has it?"},{"startTime":2931.886,"endTime":2936.074,"body":"Hey so I'm finding just I'm"},{"startTime":2931.886,"endTime":2936.074,"body":"in the New York area and I'm"},{"startTime":2936.074,"endTime":2937.884,"body":"spending about 10,000 a year."},{"startTime":2937.934,"endTime":2941.464,"body":"I making enough"},{"startTime":2937.934,"endTime":2941.464,"body":"I'm making money."},{"startTime":2941.464,"endTime":2944.104,"body":"So that 10,000 is"},{"startTime":2941.464,"endTime":2944.104,"body":"covered, let's say."},{"startTime":2944.155,"endTime":2948.145,"body":"But in addition, like I think"},{"startTime":2944.155,"endTime":2948.145,"body":"the amount of leads that I get"},{"startTime":2948.145,"endTime":2952.765,"body":"and the I'm just not hitting"},{"startTime":2948.145,"endTime":2952.765,"body":"it home as much as I should."},{"startTime":2952.765,"endTime":2956.085,"body":"And I'm trying to figure"},{"startTime":2952.765,"endTime":2956.085,"body":"out what is missing"},{"startTime":2956.085,"endTime":2957.825,"body":"in my whole strategy."},{"startTime":2958.151,"endTime":2960.36,"body":"You know, I have this good CRM."},{"startTime":2960.366,"endTime":2963.006,"body":"I have the tasks I follow up."},{"startTime":2963.039,"endTime":2964.959,"body":"I know there's a lot of"},{"startTime":2963.039,"endTime":2964.959,"body":"competition everywhere,"},{"startTime":2964.959,"endTime":2967.026,"body":"but there's a lot"},{"startTime":2964.959,"endTime":2967.026,"body":"of competition here."},{"startTime":2967.091,"endTime":2970.216,"body":"You know, We're also competing"},{"startTime":2967.091,"endTime":2970.216,"body":"with lawyers who try to make"},{"startTime":2970.216,"endTime":2973.306,"body":"deals on their own because"},{"startTime":2970.216,"endTime":2973.306,"body":"then they make extra money."},{"startTime":2973.306,"endTime":2975.406,"body":"So that's our competition also."},{"startTime":2975.464,"endTime":2979.257,"body":"So it's, I am co trying"},{"startTime":2975.464,"endTime":2979.257,"body":"to cozy up to the lawyers."},{"startTime":2979.266,"endTime":2981.387,"body":"I met someone today, for"},{"startTime":2979.266,"endTime":2981.387,"body":"instance, there's a lot of"},{"startTime":2981.387,"endTime":2984.537,"body":"multiple heir situations"},{"startTime":2981.387,"endTime":2984.537,"body":"where they're trying to"},{"startTime":2984.537,"endTime":2988.06,"body":"make a ton of money and or"},{"startTime":2984.537,"endTime":2988.06,"body":"just come out with money."},{"startTime":2988.06,"endTime":2990.58,"body":"And the broker fee"},{"startTime":2988.06,"endTime":2990.58,"body":"is a big hurdle."},{"startTime":2990.58,"endTime":2993.883,"body":"I also have investors that"},{"startTime":2990.58,"endTime":2993.883,"body":"I hook them up with, but"},{"startTime":2993.883,"endTime":2997.708,"body":"investors are calling them"},{"startTime":2993.883,"endTime":2997.708,"body":"and offering the investor"},{"startTime":2997.708,"endTime":2999.208,"body":"amount that I can offer them."},{"startTime":2999.822,"endTime":3000.752,"body":"As well."},{"startTime":3000.787,"endTime":3004.297,"body":"And I'm even offering investors"},{"startTime":3000.787,"endTime":3004.297,"body":"where I don't, they don't"},{"startTime":3004.297,"endTime":3007.747,"body":"pay a broker fee because"},{"startTime":3004.297,"endTime":3007.747,"body":"I'll get it on the investor"},{"startTime":3007.747,"endTime":3009.307,"body":"side when they flip it."},{"startTime":3009.307,"endTime":3015.989,"body":"But I'm not sure what is missing"},{"startTime":3009.307,"endTime":3015.989,"body":"that I'm not making the income"},{"startTime":3015.989,"endTime":3019.979,"body":"that I probably should in,"},{"startTime":3015.989,"endTime":3019.979,"body":"in terms of my investment."},{"startTime":3020.039,"endTime":3021.779,"body":"And I'm making the calls."},{"startTime":3021.809,"endTime":3024.299,"body":"I have an ISA"},{"startTime":3021.809,"endTime":3024.299,"body":"she's making calls."},{"startTime":3024.299,"endTime":3028.029,"body":"So I guess, you know, I need"},{"startTime":3024.299,"endTime":3028.029,"body":"some help without going into,"},{"startTime":3028.051,"endTime":3030.031,"body":"you know, I don't want to take"},{"startTime":3028.051,"endTime":3030.031,"body":"over the phone call and tell"},{"startTime":3030.031,"endTime":3033.418,"body":"you how I'm doing, spend hours"},{"startTime":3030.031,"endTime":3033.418,"body":"on everything that I'm doing."},{"startTime":3033.418,"endTime":3034.311,"body":"But I don't know."},{"startTime":3034.311,"endTime":3034.981,"body":"I don't know what."},{"startTime":3035.321,"endTime":3037.241,"body":"How many deals have you"},{"startTime":3035.321,"endTime":3037.241,"body":"done with probate this"},{"startTime":3037.241,"endTime":3038.801,"body":"year with the leads?"},{"startTime":3038.801,"endTime":3039.521,"body":"Let me see."},{"startTime":3039.54,"endTime":3042.955,"body":"It's, surrogates court around"},{"startTime":3039.54,"endTime":3042.955,"body":"here was closed and I don't even"},{"startTime":3042.955,"endTime":3046.179,"body":"know if I have one that closed."},{"startTime":3046.179,"endTime":3049.779,"body":"I actually was tinted this"},{"startTime":3046.179,"endTime":3049.779,"body":"year because I actually was"},{"startTime":3049.779,"endTime":3053.428,"body":"working with some buyers"},{"startTime":3049.779,"endTime":3053.428,"body":"that saved me in terms of"},{"startTime":3053.428,"endTime":3055.444,"body":"the years whole earnings."},{"startTime":3055.444,"endTime":3059.104,"body":"So I can't even say for sure"},{"startTime":3055.444,"endTime":3059.104,"body":"that this year I had a probate"},{"startTime":3059.104,"endTime":3061.054,"body":"sale that I got closed."},{"startTime":3061.144,"endTime":3066.084,"body":"I have some pipeline you're"},{"startTime":3061.144,"endTime":3066.084,"body":"spending $10,000 on the ATL"},{"startTime":3066.084,"endTime":3068.484,"body":"leads and the probate plus."},{"startTime":3068.824,"endTime":3070.777,"body":"So you got a good"},{"startTime":3068.824,"endTime":3070.777,"body":"data and that's not"},{"startTime":3070.777,"endTime":3072.037,"body":"including the marketing."},{"startTime":3072.037,"endTime":3073.417,"body":"I'm sending the letters out."},{"startTime":3073.757,"endTime":3073.937,"body":"Okay."},{"startTime":3074.107,"endTime":3078.87,"body":"Price points here are like,"},{"startTime":3074.107,"endTime":3078.87,"body":"anywhere from 500,000 to upwards"},{"startTime":3078.87,"endTime":3080.413,"body":"of, it could be 6 million."},{"startTime":3080.413,"endTime":3083.174,"body":"Of course the 6 million"},{"startTime":3080.413,"endTime":3083.174,"body":"properties, usually they have"},{"startTime":3083.174,"endTime":3087.303,"body":"a broker or, a fancy lawyer,"},{"startTime":3083.174,"endTime":3087.303,"body":"that's gonna recommend a broker."},{"startTime":3087.303,"endTime":3092.344,"body":"So we're looking, at anywhere"},{"startTime":3087.303,"endTime":3092.344,"body":"from 500 to 2 million, I'd say"},{"startTime":3092.367,"endTime":3096.237,"body":"so yeah, I guess if I get one"},{"startTime":3092.367,"endTime":3096.237,"body":"deal that will more than make"},{"startTime":3096.237,"endTime":3099.897,"body":"up with it, cause it'll be a"},{"startTime":3096.237,"endTime":3099.897,"body":"$30,000, $40,000 commission."},{"startTime":3099.927,"endTime":3101.636,"body":"But in the amount of"},{"startTime":3099.927,"endTime":3101.636,"body":"time deals though, to"},{"startTime":3101.636,"endTime":3102.896,"body":"really pay yourself back."},{"startTime":3102.896,"endTime":3106.706,"body":"So how much you need seven"},{"startTime":3102.896,"endTime":3106.706,"body":"deals really to pay yourself"},{"startTime":3106.706,"endTime":3107.456,"body":"back for what you're saying."},{"startTime":3108.011,"endTime":3109.961,"body":"So I'm not getting seven deals."},{"startTime":3110.301,"endTime":3112.731,"body":"And the 12 one cycle you should"},{"startTime":3110.301,"endTime":3112.731,"body":"at least to get one every"},{"startTime":3112.821,"endTime":3114.841,"body":"month, every other month I need."},{"startTime":3114.841,"endTime":3115.899,"body":"So what's going on?"},{"startTime":3115.899,"endTime":3116.469,"body":"What are you?"},{"startTime":3116.649,"endTime":3118.029,"body":"Are you calling them yourself?"},{"startTime":3118.449,"endTime":3119.649,"body":"Some, yeah."},{"startTime":3120.109,"endTime":3120.999,"body":"That's where it is."},{"startTime":3121.221,"endTime":3124.836,"body":"No, I mean, I, I do a pretty"},{"startTime":3121.221,"endTime":3124.836,"body":"good job and then I just got an"},{"startTime":3124.836,"endTime":3127.026,"body":"ISA and she's pretty good too."},{"startTime":3127.236,"endTime":3128.686,"body":"What's the, I say"},{"startTime":3127.236,"endTime":3128.686,"body":"his personality."},{"startTime":3128.856,"endTime":3130.326,"body":"She's a great voice."},{"startTime":3130.356,"endTime":3131.82,"body":"Amazing her personality."},{"startTime":3132.06,"endTime":3132.42,"body":"I don't care."},{"startTime":3133.626,"endTime":3134.856,"body":"She's learning."},{"startTime":3134.976,"endTime":3136.926,"body":"She's very sweet personality."},{"startTime":3137.146,"endTime":3139.036,"body":"I like, what do you mean?"},{"startTime":3139.376,"endTime":3141.906,"body":"And in a conversation that"},{"startTime":3139.376,"endTime":3141.906,"body":"she ordering at the dinner."},{"startTime":3142.862,"endTime":3144.532,"body":"Or is she letting"},{"startTime":3142.862,"endTime":3144.532,"body":"you order for her?"},{"startTime":3144.812,"endTime":3147.242,"body":"She can, but she's getting more."},{"startTime":3147.253,"endTime":3149.628,"body":"I just, she's a month"},{"startTime":3147.253,"endTime":3149.628,"body":"in, she's really getting"},{"startTime":3149.628,"endTime":3152.088,"body":"more confident with the"},{"startTime":3149.628,"endTime":3152.088,"body":"materials right now, but"},{"startTime":3152.118,"endTime":3153.678,"body":"she's done a good job so far."},{"startTime":3153.738,"endTime":3156.498,"body":"Does she have any real"},{"startTime":3153.738,"endTime":3156.498,"body":"estate background, a minor"},{"startTime":3156.725,"endTime":3158.015,"body":"is it a friend of yours?"},{"startTime":3158.435,"endTime":3161.785,"body":"Oh, she was like the girl at"},{"startTime":3158.435,"endTime":3161.785,"body":"the store who convinced people"},{"startTime":3161.785,"endTime":3164.127,"body":"to open up credit cards,"},{"startTime":3161.785,"endTime":3164.127,"body":"and she was really good at"},{"startTime":3164.346,"endTime":3165.516,"body":"alright, so let's trainable."},{"startTime":3165.906,"endTime":3166.176,"body":"Yeah."},{"startTime":3166.206,"endTime":3167.586,"body":"Make sure you do a"},{"startTime":3166.206,"endTime":3167.586,"body":"personality test."},{"startTime":3167.806,"endTime":3171.029,"body":"If your personality"},{"startTime":3167.806,"endTime":3171.029,"body":"is DIC, D I S C."},{"startTime":3171.199,"endTime":3175.019,"body":"If it's a, if she's a"},{"startTime":3171.199,"endTime":3175.019,"body":"high S that's where she's"},{"startTime":3175.019,"endTime":3179.219,"body":"comfortable, it's where she's"},{"startTime":3175.019,"endTime":3179.219,"body":"going to want to be there."},{"startTime":3179.219,"endTime":3180.629,"body":"They want to be standardized."},{"startTime":3180.742,"endTime":3183.199,"body":"So that's a good farmer, ISA."},{"startTime":3183.319,"endTime":3184.759,"body":"That's a good follow-up person."},{"startTime":3184.872,"endTime":3187.332,"body":"my recommendation on"},{"startTime":3184.872,"endTime":3187.332,"body":"hiring an ISA has to do"},{"startTime":3187.332,"endTime":3188.412,"body":"the weakness that you have."},{"startTime":3188.752,"endTime":3190.992,"body":"If it's your weakness, you"},{"startTime":3188.752,"endTime":3190.992,"body":"got to hire an ISA for your"},{"startTime":3190.992,"endTime":3192.772,"body":"weakness, you're a driver."},{"startTime":3192.772,"endTime":3193.792,"body":"Your personality is a driver."},{"startTime":3193.792,"endTime":3195.452,"body":"I can tell your voice."},{"startTime":3195.452,"endTime":3196.562,"body":"It's your drive."},{"startTime":3196.562,"endTime":3197.582,"body":"The conversation."},{"startTime":3198.002,"endTime":3199.172,"body":"Every time I asked"},{"startTime":3198.002,"endTime":3199.172,"body":"you a question, you"},{"startTime":3199.172,"endTime":3200.769,"body":"overtalk me, that's fine."},{"startTime":3200.872,"endTime":3202.672,"body":"You just need to make"},{"startTime":3200.872,"endTime":3202.672,"body":"the initial phone call."},{"startTime":3203.012,"endTime":3204.932,"body":"You need to get"},{"startTime":3203.012,"endTime":3204.932,"body":"somebody in your system."},{"startTime":3204.932,"endTime":3205.922,"body":"That's a farmer."},{"startTime":3206.372,"endTime":3209.272,"body":"That's going to follow up with"},{"startTime":3206.372,"endTime":3209.272,"body":"these people and get you to the"},{"startTime":3209.272,"endTime":3212.389,"body":"appointment or at least set a"},{"startTime":3209.272,"endTime":3212.389,"body":"call for you to call them about"},{"startTime":3212.479,"endTime":3213.259,"body":"they'll have an appointment."},{"startTime":3213.292,"endTime":3214.312,"body":"That's where you're"},{"startTime":3213.292,"endTime":3214.312,"body":"messing up at."},{"startTime":3214.312,"endTime":3216.822,"body":"I can tell you, there's so"},{"startTime":3214.312,"endTime":3216.822,"body":"many that I miss out on."},{"startTime":3216.852,"endTime":3217.272,"body":"Oh."},{"startTime":3217.302,"endTime":3221.002,"body":"And is there a way to do a"},{"startTime":3217.302,"endTime":3221.002,"body":"deep dive into my strategy"},{"startTime":3221.002,"endTime":3224.662,"body":"and figure out like, exactly,"},{"startTime":3221.002,"endTime":3224.662,"body":"like, so you're saying get"},{"startTime":3224.662,"endTime":3230.534,"body":"the ISA who's a better ISA or,"},{"startTime":3224.662,"endTime":3230.534,"body":"when cause, or make more time"},{"startTime":3230.564,"endTime":3233.534,"body":"that I should do the calls"},{"startTime":3230.564,"endTime":3233.534,"body":"or are you training the ISA?"},{"startTime":3234.074,"endTime":3234.614,"body":"Yes."},{"startTime":3234.654,"endTime":3237.684,"body":"I sent her the links to"},{"startTime":3234.654,"endTime":3237.684,"body":"the call to the calls,"},{"startTime":3238.41,"endTime":3240.63,"body":"um, gone over those."},{"startTime":3240.97,"endTime":3241.03,"body":"Yeah."},{"startTime":3241.12,"endTime":3244.21,"body":"I need to spend 30 minutes"},{"startTime":3241.12,"endTime":3244.21,"body":"a day for the next 90"},{"startTime":3244.21,"endTime":3245.78,"body":"days calling each other."},{"startTime":3246.12,"endTime":3247.26,"body":"You need to commit to her."},{"startTime":3247.26,"endTime":3249.69,"body":"If you want to use her, you"},{"startTime":3247.26,"endTime":3249.69,"body":"need to commit to her people"},{"startTime":3249.69,"endTime":3252.93,"body":"hire ISAs is to get out of"},{"startTime":3249.69,"endTime":3252.93,"body":"it, get back to avoiding the"},{"startTime":3252.93,"endTime":3253.86,"body":"phone call and that's not..."},{"startTime":3254.2,"endTime":3255.94,"body":"you're trying to get, you're"},{"startTime":3254.2,"endTime":3255.94,"body":"trying to make money off of"},{"startTime":3255.94,"endTime":3258.327,"body":"somebody that has no idea"},{"startTime":3255.94,"endTime":3258.327,"body":"about how to buy a house,"},{"startTime":3258.327,"endTime":3261.127,"body":"sell a house, have a normal"},{"startTime":3258.327,"endTime":3261.127,"body":"conversation with somebody."},{"startTime":3261.174,"endTime":3263.844,"body":"And then when they mentioned"},{"startTime":3261.174,"endTime":3263.844,"body":"the idea of selling it as"},{"startTime":3263.844,"endTime":3265.297,"body":"is they're bypassing it."},{"startTime":3265.297,"endTime":3267.57,"body":"Cause they are only focused"},{"startTime":3265.297,"endTime":3267.57,"body":"on setting an appointment."},{"startTime":3267.677,"endTime":3268.427,"body":"Okay."},{"startTime":3268.467,"endTime":3269.847,"body":"everybody does the same thing."},{"startTime":3269.847,"endTime":3270.987,"body":"That's why I got onto James."},{"startTime":3270.987,"endTime":3272.984,"body":"He's not on the call anymore,"},{"startTime":3270.987,"endTime":3272.984,"body":"but he wanted to hire an"},{"startTime":3272.984,"endTime":3275.114,"body":"ISA and I was like, you got"},{"startTime":3272.984,"endTime":3275.114,"body":"to hire to your weakness."},{"startTime":3275.284,"endTime":3277.534,"body":"And if you don't, I don't"},{"startTime":3275.284,"endTime":3277.534,"body":"like to follow up people."},{"startTime":3277.534,"endTime":3280.534,"body":"So if I would hire an ISA,"},{"startTime":3277.534,"endTime":3280.534,"body":"it would be someone to make"},{"startTime":3280.534,"endTime":3283.2,"body":"my followup calls and remind"},{"startTime":3280.534,"endTime":3283.2,"body":"them that I'm in business."},{"startTime":3283.2,"endTime":3284.91,"body":"But my CRM does it for me."},{"startTime":3284.91,"endTime":3285.84,"body":"So I don't need that anymore."},{"startTime":3285.94,"endTime":3289.69,"body":"I don't mind making the initial"},{"startTime":3285.94,"endTime":3289.69,"body":"phone call because I multitask."},{"startTime":3289.69,"endTime":3292.484,"body":"I do other things while"},{"startTime":3289.69,"endTime":3292.484,"body":"I'm letting the phone ring."},{"startTime":3292.654,"endTime":3294.994,"body":"And I know I'm only going to"},{"startTime":3292.654,"endTime":3294.994,"body":"talk to about nine people a day."},{"startTime":3294.994,"endTime":3297.374,"body":"If I call it a hundred and"},{"startTime":3294.994,"endTime":3297.374,"body":"then there's only two on"},{"startTime":3297.374,"endTime":3298.204,"body":"that list that I'll talk."},{"startTime":3299.044,"endTime":3301.304,"body":"We'll have a conversation"},{"startTime":3299.044,"endTime":3301.304,"body":"with I'm okay."},{"startTime":3301.304,"endTime":3304.617,"body":"With that for the two hours I'm"},{"startTime":3301.304,"endTime":3304.617,"body":"reading email or doing something"},{"startTime":3304.617,"endTime":3307.66,"body":"else on my screen or looking"},{"startTime":3304.617,"endTime":3307.66,"body":"at comps for a house and I'm"},{"startTime":3307.66,"endTime":3309.99,"body":"a buy and then someone picks"},{"startTime":3307.66,"endTime":3309.99,"body":"up, I go into conversation."},{"startTime":3309.99,"endTime":3310.71,"body":"Okay."},{"startTime":3310.82,"endTime":3312.564,"body":"You're trying to, you're"},{"startTime":3310.82,"endTime":3312.564,"body":"spending the money on the leads."},{"startTime":3313.176,"endTime":3313.626,"body":"I would say."},{"startTime":3313.626,"endTime":3315.796,"body":"You're not calling them"},{"startTime":3313.626,"endTime":3315.796,"body":"more consistent for the"},{"startTime":3315.796,"endTime":3317.986,"body":"initial call for yourself"},{"startTime":3315.796,"endTime":3317.986,"body":"or following up with them."},{"startTime":3318.326,"endTime":3319.586,"body":"And then they're"},{"startTime":3318.326,"endTime":3319.586,"body":"selling the house."},{"startTime":3319.616,"endTime":3321.806,"body":"And you're just finding"},{"startTime":3319.616,"endTime":3321.806,"body":"out later on at the sell"},{"startTime":3321.806,"endTime":3325.855,"body":"of the house by, and to"},{"startTime":3321.806,"endTime":3325.855,"body":"find an ISA that is good."},{"startTime":3325.855,"endTime":3327.295,"body":"It's not easy."},{"startTime":3327.525,"endTime":3329.685,"body":"I went through 18 people and"},{"startTime":3327.525,"endTime":3329.685,"body":"we were trying to get them"},{"startTime":3329.685,"endTime":3333.435,"body":"on appointments too which,"},{"startTime":3329.685,"endTime":3333.435,"body":"an ISA's job is only to"},{"startTime":3333.435,"endTime":3337.811,"body":"create the conversation or to"},{"startTime":3333.435,"endTime":3337.811,"body":"follow up inside sales agent."},{"startTime":3337.871,"endTime":3339.521,"body":"That's what it's"},{"startTime":3337.871,"endTime":3339.521,"body":"referred to inside."},{"startTime":3340.207,"endTime":3343.777,"body":"You are the appointment setter"},{"startTime":3340.207,"endTime":3343.777,"body":"and you control your schedule."},{"startTime":3343.777,"endTime":3346.777,"body":"So you need to get on the"},{"startTime":3343.777,"endTime":3346.777,"body":"phone and call these people"},{"startTime":3346.867,"endTime":3349.417,"body":"and get them into a database"},{"startTime":3346.867,"endTime":3349.417,"body":"and follow up with them."},{"startTime":3349.577,"endTime":3351.077,"body":"And you hire someone"},{"startTime":3349.577,"endTime":3351.077,"body":"to follow up."},{"startTime":3351.103,"endTime":3354.327,"body":"If that's your weakness or"},{"startTime":3351.103,"endTime":3354.327,"body":"you have a CRM, that will"},{"startTime":3354.327,"endTime":3356.027,"body":"tell you when to call them"},{"startTime":3354.327,"endTime":3356.027,"body":"and you have to follow."},{"startTime":3356.431,"endTime":3359.371,"body":"I have 250 overdue tasks."},{"startTime":3359.401,"endTime":3361.091,"body":"Those are 250 calls."},{"startTime":3361.091,"endTime":3362.531,"body":"Look, your business, you"},{"startTime":3361.091,"endTime":3362.531,"body":"ain't doing the work."},{"startTime":3362.531,"endTime":3366.671,"body":"I, by next Tuesday, get those"},{"startTime":3362.531,"endTime":3366.671,"body":"calls caught up to 50 done"},{"startTime":3366.671,"endTime":3371.001,"body":"and it's draining the calls"},{"startTime":3366.671,"endTime":3371.001,"body":"or don't know it's exciting."},{"startTime":3371.341,"endTime":3372.241,"body":"Can use different words."},{"startTime":3372.271,"endTime":3372.951,"body":"That's exciting."},{"startTime":3373.111,"endTime":3373.681,"body":"You're right."},{"startTime":3373.681,"endTime":3374.431,"body":"I hear you."},{"startTime":3374.46,"endTime":3377.01,"body":"What are you going to do"},{"startTime":3374.46,"endTime":3377.01,"body":"by next to a point where."},{"startTime":3377.244,"endTime":3378.744,"body":"It's all referral."},{"startTime":3378.744,"endTime":3380.801,"body":"And it's hard with"},{"startTime":3378.744,"endTime":3380.801,"body":"probate because it's"},{"startTime":3380.801,"endTime":3382.091,"body":"like a one-time job."},{"startTime":3382.121,"endTime":3384.701,"body":"And then a lot of them"},{"startTime":3382.121,"endTime":3384.701,"body":"live out of state and"},{"startTime":3384.701,"endTime":3385.841,"body":"they're not referring you."},{"startTime":3385.841,"endTime":3388.691,"body":"And so it's, you do want"},{"startTime":3385.841,"endTime":3388.691,"body":"to get to a place where you"},{"startTime":3388.691,"endTime":3391.271,"body":"don't have to sit home and"},{"startTime":3388.691,"endTime":3391.271,"body":"make these calls because it"},{"startTime":3391.271,"endTime":3392.92,"body":"can even if you love them."},{"startTime":3393.34,"endTime":3396.31,"body":"My biggest two assignments"},{"startTime":3393.34,"endTime":3396.31,"body":"came from probate referrals."},{"startTime":3396.356,"endTime":3398.876,"body":"That $41,000 assignment"},{"startTime":3396.356,"endTime":3398.876,"body":"fee was from another"},{"startTime":3398.876,"endTime":3399.776,"body":"probate that I helped."},{"startTime":3400.141,"endTime":3402.871,"body":"Two years ago, they"},{"startTime":3400.141,"endTime":3402.871,"body":"referred me to, she said,"},{"startTime":3402.871,"endTime":3403.891,"body":"David we'll help you out."},{"startTime":3403.975,"endTime":3407.127,"body":"And it wasn't even she"},{"startTime":3403.975,"endTime":3407.127,"body":"inherited the property and they"},{"startTime":3407.157,"endTime":3408.967,"body":"didn't want, it was a rental."},{"startTime":3408.967,"endTime":3409.717,"body":"They destroyed it."},{"startTime":3410.197,"endTime":3410.977,"body":"I went there and bought it."},{"startTime":3411.317,"endTime":3415.06,"body":"So you're saying I need to make"},{"startTime":3411.317,"endTime":3415.06,"body":"more calls a hundred percent."},{"startTime":3415.214,"endTime":3415.454,"body":"Yep."},{"startTime":3415.55,"endTime":3418.13,"body":"And get you train your ISA"},{"startTime":3415.55,"endTime":3418.13,"body":"every day, 30 minutes a day."},{"startTime":3418.49,"endTime":3421.11,"body":"Your competency is"},{"startTime":3418.49,"endTime":3421.11,"body":"in the conversations,"},{"startTime":3421.45,"endTime":3422.71,"body":"those conversations."},{"startTime":3423.314,"endTime":3426.324,"body":"And that competency will"},{"startTime":3423.314,"endTime":3426.324,"body":"make you enjoy those calls."},{"startTime":3426.394,"endTime":3428.614,"body":"I can tell you that there's"},{"startTime":3426.394,"endTime":3428.614,"body":"a team out here who does"},{"startTime":3428.614,"endTime":3431.594,"body":"probate, a husband and wife"},{"startTime":3428.614,"endTime":3431.594,"body":"team, and they have a full"},{"startTime":3431.594,"endTime":3432.824,"body":"team and we were on a call."},{"startTime":3432.854,"endTime":3434.174,"body":"This is my previous"},{"startTime":3432.854,"endTime":3434.174,"body":"brokerage, and we were"},{"startTime":3434.174,"endTime":3435.134,"body":"on a call one morning."},{"startTime":3435.134,"endTime":3438.284,"body":"And she said, I'm trying"},{"startTime":3435.134,"endTime":3438.284,"body":"to hire two new ISA"},{"startTime":3438.384,"endTime":3439.904,"body":"that got over 800 leads."},{"startTime":3440.004,"endTime":3442.416,"body":"And she said, the problem is"},{"startTime":3440.004,"endTime":3442.416,"body":"that no, one's qualified enough."},{"startTime":3442.416,"endTime":3444.906,"body":"And it's gonna take me at"},{"startTime":3442.416,"endTime":3444.906,"body":"least a year just to train"},{"startTime":3444.906,"endTime":3446.977,"body":"them a year in probate."},{"startTime":3447.007,"endTime":3450.187,"body":"they have a specific system"},{"startTime":3447.007,"endTime":3450.187,"body":"and they know exactly"},{"startTime":3450.187,"endTime":3452.387,"body":"the conversations they're"},{"startTime":3450.187,"endTime":3452.387,"body":"having, because they have"},{"startTime":3452.387,"endTime":3453.707,"body":"that level of competency."},{"startTime":3454.007,"endTime":3457.496,"body":"You'll, won't feel like it's"},{"startTime":3454.007,"endTime":3457.496,"body":"hard or that it's it's difficult"},{"startTime":3457.496,"endTime":3461.096,"body":"or that it's exhausting when"},{"startTime":3457.496,"endTime":3461.096,"body":"you become so competent in"},{"startTime":3461.096,"endTime":3464.09,"body":"your conversations, you're"},{"startTime":3461.096,"endTime":3464.09,"body":"going to feel like you want"},{"startTime":3464.09,"endTime":3465.53,"body":"to have those conversations."},{"startTime":3465.616,"endTime":3466.456,"body":"That's where you want to do."},{"startTime":3466.796,"endTime":3468.206,"body":"I feel I have a feeling"},{"startTime":3466.796,"endTime":3468.206,"body":"you're going to be very"},{"startTime":3468.206,"endTime":3469.196,"body":"successful with it though."},{"startTime":3470.09,"endTime":3470.96,"body":"Good job, Nina."},{"startTime":3471.08,"endTime":3471.41,"body":"Boom."},{"startTime":3471.62,"endTime":3472.58,"body":"Now take your own advice."},{"startTime":3472.58,"endTime":3473.09,"body":"Get on the phone."},{"startTime":3473.62,"endTime":3474.22,"body":"Yes."},{"startTime":3474.56,"endTime":3475.91,"body":"Dave is no joke."},{"startTime":3475.91,"endTime":3477.02,"body":"You are just no joke."},{"startTime":3477.02,"endTime":3479.539,"body":"You hit it hard, but"},{"startTime":3477.02,"endTime":3479.539,"body":"look, get your stuff done."},{"startTime":3479.569,"endTime":3480.289,"body":"Thank you, Dave."},{"startTime":3480.289,"endTime":3481.699,"body":"I appreciate your"},{"startTime":3480.289,"endTime":3481.699,"body":"welcome, David."},{"startTime":3481.699,"endTime":3482.869,"body":"I have a question for you."},{"startTime":3482.869,"endTime":3487.1,"body":"Are you willing for just"},{"startTime":3482.869,"endTime":3487.1,"body":"kidding, I didn't ask any"},{"startTime":3487.4,"endTime":3491.17,"body":"two weeks you willing to,"},{"startTime":3487.4,"endTime":3491.17,"body":"for some fee with your"},{"startTime":3491.17,"endTime":3495.807,"body":"proprietary system, with Sierra"},{"startTime":3491.17,"endTime":3495.807,"body":"to sell that piece of it."},{"startTime":3496.43,"endTime":3497.21,"body":"Yeah."},{"startTime":3497.45,"endTime":3498.44,"body":"That's what the course is."},{"startTime":3498.44,"endTime":3501.33,"body":"So I'm gonna, I'm going"},{"startTime":3498.44,"endTime":3501.33,"body":"to really work hard this"},{"startTime":3501.33,"endTime":3504.6,"body":"next couple of weeks is"},{"startTime":3501.33,"endTime":3504.6,"body":"to make videos of the"},{"startTime":3504.6,"endTime":3505.68,"body":"emails I'm sending out."},{"startTime":3505.737,"endTime":3509.162,"body":"And some of the videos I've"},{"startTime":3505.737,"endTime":3509.162,"body":"made, there's video testimonials"},{"startTime":3509.162,"endTime":3510.692,"body":"of us completing a probate."},{"startTime":3510.799,"endTime":3512.929,"body":"It's just different things"},{"startTime":3510.799,"endTime":3512.929,"body":"that keep me in front of them."},{"startTime":3512.929,"endTime":3515.585,"body":"So yeah, a hundred"},{"startTime":3512.929,"endTime":3515.585,"body":"percent pay the 6 95."},{"startTime":3515.585,"endTime":3516.965,"body":"You'll have access to"},{"startTime":3515.585,"endTime":3516.965,"body":"everything I'm doing."},{"startTime":3517.088,"endTime":3520.268,"body":"It's M I, my goal is to"},{"startTime":3517.088,"endTime":3520.268,"body":"do 50 probate a year now."},{"startTime":3520.421,"endTime":3523.482,"body":"I used to go after a"},{"startTime":3520.421,"endTime":3523.482,"body":"hundred in 2019, we did"},{"startTime":3523.502,"endTime":3525.518,"body":"two, 120 transactions."},{"startTime":3525.539,"endTime":3528.159,"body":"that was a year"},{"startTime":3525.539,"endTime":3528.159,"body":"I did 47 probate."},{"startTime":3528.329,"endTime":3530.429,"body":"That's when Chad was doing"},{"startTime":3528.329,"endTime":3530.429,"body":"the interviews with me, cause"},{"startTime":3530.429,"endTime":3534.209,"body":"we were, we had more calls on"},{"startTime":3530.429,"endTime":3534.209,"body":"the phone and we just back to"},{"startTime":3534.209,"endTime":3535.529,"body":"back appointments is exciting."},{"startTime":3535.749,"endTime":3537.916,"body":"But that was a lot of"},{"startTime":3535.749,"endTime":3537.916,"body":"work and we bought 37"},{"startTime":3537.916,"endTime":3539.056,"body":"foreclosures that year, too."},{"startTime":3539.139,"endTime":3541.608,"body":"And then we had a baby"},{"startTime":3539.139,"endTime":3541.608,"body":"in 2020 and stopped."},{"startTime":3541.642,"endTime":3542.782,"body":"So we're getting"},{"startTime":3541.642,"endTime":3542.782,"body":"back to this year."},{"startTime":3542.782,"endTime":3544.412,"body":"So  you'll have"},{"startTime":3542.782,"endTime":3544.412,"body":"access to everything."},{"startTime":3544.472,"endTime":3546.092,"body":"So that's a good"},{"startTime":3544.472,"endTime":3546.092,"body":"way to end this."},{"startTime":3546.132,"endTime":3547.152,"body":"It's about an hour and a half."},{"startTime":3547.349,"endTime":3550.549,"body":"Anybody have a quick question"},{"startTime":3547.349,"endTime":3550.549,"body":"that I can help you with?"},{"startTime":3550.819,"endTime":3552.469,"body":"I had a wasp land on my desk."},{"startTime":3552.809,"endTime":3553.769,"body":"He's becoming a buddy."},{"startTime":3554.109,"endTime":3554.619,"body":"Thank you."},{"startTime":3554.959,"endTime":3556.339,"body":"Anybody have any questions?"},{"startTime":3556.679,"endTime":3559.079,"body":"You have a monthly payment"},{"startTime":3556.679,"endTime":3559.079,"body":"option on your course?"},{"startTime":3559.419,"endTime":3560.589,"body":"No, not yet."},{"startTime":3560.708,"endTime":3562.328,"body":"I'm probably going"},{"startTime":3560.708,"endTime":3562.328,"body":"to do something like"},{"startTime":3562.328,"endTime":3563.198,"body":"a role play thing."},{"startTime":3563.297,"endTime":3565.997,"body":"It doesn't really say"},{"startTime":3563.297,"endTime":3565.997,"body":"everything that's in it."},{"startTime":3566.047,"endTime":3568.713,"body":"Like in the appointment,"},{"startTime":3566.047,"endTime":3568.713,"body":"things we go for, cash offer"},{"startTime":3568.713,"endTime":3572.303,"body":"questions, cash offer process,"},{"startTime":3568.713,"endTime":3572.303,"body":"price anchoring, trial closes,"},{"startTime":3572.303,"endTime":3575.163,"body":"setting the stage, best"},{"startTime":3572.303,"endTime":3575.163,"body":"practices, mindset, everything"},{"startTime":3575.163,"endTime":3576.183,"body":"you need for an appointment."},{"startTime":3576.523,"endTime":3579.747,"body":"We have home valuation tools,"},{"startTime":3576.523,"endTime":3579.747,"body":"it's called pivot agent."},{"startTime":3579.797,"endTime":3581.497,"body":"I've changed the"},{"startTime":3579.797,"endTime":3581.497,"body":"name a few times."},{"startTime":3581.837,"endTime":3584.037,"body":"My members are going crazy,"},{"startTime":3581.837,"endTime":3584.037,"body":"but I want you to think"},{"startTime":3584.037,"endTime":3585.747,"body":"about being an investor too."},{"startTime":3585.747,"endTime":3589.397,"body":"So like for in here"},{"startTime":3585.747,"endTime":3589.397,"body":"appointments, have all these"},{"startTime":3589.397,"endTime":3592.547,"body":"different things to talk about"},{"startTime":3589.397,"endTime":3592.547,"body":"to help you You know, Everybody"},{"startTime":3592.547,"endTime":3595.757,"body":"teaches mindset, but it's just"},{"startTime":3592.547,"endTime":3595.757,"body":"the way you ask questions on the"},{"startTime":3595.757,"endTime":3599.134,"body":"appointment, then you have to"},{"startTime":3595.757,"endTime":3599.134,"body":"be open to now for your letters."},{"startTime":3599.284,"endTime":3601.684,"body":"Are the, are you following"},{"startTime":3599.284,"endTime":3601.684,"body":"the, all the leads letters"},{"startTime":3601.684,"endTime":3603.304,"body":"or is this your own design?"},{"startTime":3603.514,"endTime":3605.554,"body":"Cause you said, you mentioned"},{"startTime":3603.514,"endTime":3605.554,"body":"earlier that you edited"},{"startTime":3605.554,"endTime":3606.394,"body":"some of those letters."},{"startTime":3606.394,"endTime":3607.353,"body":"You made it your own."},{"startTime":3607.42,"endTime":3609.4,"body":"On a letter, it"},{"startTime":3607.42,"endTime":3609.4,"body":"doesn't even matter."},{"startTime":3609.4,"endTime":3611.59,"body":"What's in the letter, it just"},{"startTime":3609.4,"endTime":3611.59,"body":"matters that you send something."},{"startTime":3611.59,"endTime":3615.87,"body":"So in my thing I have four"},{"startTime":3611.59,"endTime":3615.87,"body":"that I use, but again, it's"},{"startTime":3615.87,"endTime":3618.6,"body":"about followup and just sending"},{"startTime":3615.87,"endTime":3618.6,"body":"them something in the mail."},{"startTime":3618.653,"endTime":3621.692,"body":"So they remember that you are"},{"startTime":3618.653,"endTime":3621.692,"body":"you're there to help them."},{"startTime":3621.829,"endTime":3624.589,"body":"So I've actually gotten down"},{"startTime":3621.829,"endTime":3624.589,"body":"to just handwritten notes."},{"startTime":3624.589,"endTime":3626.839,"body":"So this is completely"},{"startTime":3624.589,"endTime":3626.839,"body":"what I send."},{"startTime":3627.159,"endTime":3629.979,"body":"If I see a task come up,"},{"startTime":3627.159,"endTime":3629.979,"body":"I write them a handwritten"},{"startTime":3629.979,"endTime":3632.909,"body":"note in an envelope,"},{"startTime":3629.979,"endTime":3632.909,"body":"nothing too deep anymore."},{"startTime":3633.249,"endTime":3634.869,"body":"And it has city's"},{"startTime":3633.249,"endTime":3634.869,"body":"real estate on it."},{"startTime":3635.139,"endTime":3636.879,"body":"And I put, Hey, this"},{"startTime":3635.139,"endTime":3636.879,"body":"is David Pannell, just"},{"startTime":3636.879,"endTime":3637.449,"body":"following up with you."},{"startTime":3637.449,"endTime":3639.069,"body":"We talked, blah, blah, blah."},{"startTime":3639.409,"endTime":3641.779,"body":"And that works a hundred percent"},{"startTime":3639.409,"endTime":3641.779,"body":"better than coming up with some"},{"startTime":3641.779,"endTime":3643.369,"body":"crafty content on the letter."},{"startTime":3643.369,"endTime":3643.819,"body":"A hundred percent."},{"startTime":3643.989,"endTime":3645.159,"body":"That's a pretty nice CRM."},{"startTime":3645.159,"endTime":3648.794,"body":"There is bad-ass as I've been"},{"startTime":3645.159,"endTime":3648.794,"body":"part of some other things,"},{"startTime":3648.794,"endTime":3651.776,"body":"but, if you look up Sierra"},{"startTime":3648.794,"endTime":3651.776,"body":"interactive they were, we"},{"startTime":3651.776,"endTime":3653.996,"body":"were part of a real estate"},{"startTime":3651.776,"endTime":3653.996,"body":"webmasters in the beginning."},{"startTime":3654.536,"endTime":3655.848,"body":"This was back in 2007."},{"startTime":3656.018,"endTime":3658.088,"body":"I got with Sierra in 2017."},{"startTime":3658.308,"endTime":3660.768,"body":"It's four agents that"},{"startTime":3658.308,"endTime":3660.768,"body":"own Sierra and they're"},{"startTime":3660.768,"endTime":3661.878,"body":"just programmers too."},{"startTime":3662.028,"endTime":3663.228,"body":"And they programmed"},{"startTime":3662.028,"endTime":3663.228,"body":"this whole thing."},{"startTime":3663.268,"endTime":3663.748,"body":"It's amazing."},{"startTime":3664.288,"endTime":3664.378,"body":"Yeah."},{"startTime":3664.378,"endTime":3666.718,"body":"The one I have was designed"},{"startTime":3664.378,"endTime":3666.718,"body":"by programmers and a"},{"startTime":3666.718,"endTime":3668.098,"body":"couple of them were agents."},{"startTime":3668.298,"endTime":3671.538,"body":"But it looks like it does a"},{"startTime":3668.298,"endTime":3671.538,"body":"lot of what my CRM does too."},{"startTime":3671.878,"endTime":3672.568,"body":"Just looks better."},{"startTime":3672.698,"endTime":3675.668,"body":"So again, these emails you"},{"startTime":3672.698,"endTime":3675.668,"body":"don't have to have when you're"},{"startTime":3675.668,"endTime":3679.211,"body":"thinking about a a trip campaign"},{"startTime":3675.668,"endTime":3679.211,"body":"for emails, it's not so much"},{"startTime":3679.211,"endTime":3682.481,"body":"what's in the email, it's"},{"startTime":3679.211,"endTime":3682.481,"body":"just the constant reminder"},{"startTime":3682.481,"endTime":3683.441,"body":"that you're in business."},{"startTime":3683.781,"endTime":3687.568,"body":"So this one just talks to, it"},{"startTime":3683.781,"endTime":3687.568,"body":"talks about doing yard care"},{"startTime":3687.805,"endTime":3692.135,"body":"professionals, your team, but"},{"startTime":3687.805,"endTime":3692.135,"body":"again, it doesn't really matter."},{"startTime":3692.375,"endTime":3696.495,"body":"The sequence is 21 days and then"},{"startTime":3692.375,"endTime":3696.495,"body":"you have tasks in here to call."},{"startTime":3696.598,"endTime":3699.148,"body":"So it reminds you, so"},{"startTime":3696.598,"endTime":3699.148,"body":"when you get 1500 people."},{"startTime":3699.298,"endTime":3701.728,"body":"You're going to have random"},{"startTime":3699.298,"endTime":3701.728,"body":"tasks come up that either remind"},{"startTime":3701.728,"endTime":3704.045,"body":"you to say the handwritten"},{"startTime":3701.728,"endTime":3704.045,"body":"note, I usually send five"},{"startTime":3704.045,"endTime":3705.005,"body":"or six of these a day."},{"startTime":3705.225,"endTime":3707.955,"body":"Maybe more, some days I"},{"startTime":3705.225,"endTime":3707.955,"body":"hate it when there's 21 to"},{"startTime":3707.955,"endTime":3710.545,"body":"do I really hate it, but"},{"startTime":3707.955,"endTime":3710.545,"body":"that's, I used to have an"},{"startTime":3710.545,"endTime":3711.865,"body":"assistant I don't anymore."},{"startTime":3712.035,"endTime":3713.475,"body":"I'm looking to hire"},{"startTime":3712.035,"endTime":3713.475,"body":"someone right now."},{"startTime":3713.672,"endTime":3716.222,"body":"I would rather have someone"},{"startTime":3713.672,"endTime":3716.222,"body":"to help me with my CRM"},{"startTime":3716.222,"endTime":3717.902,"body":"management  than ISA."},{"startTime":3718.402,"endTime":3720.609,"body":"Cause I don't, mind"},{"startTime":3718.402,"endTime":3720.609,"body":"making the calls, my"},{"startTime":3720.609,"endTime":3722.019,"body":"weakness is the follow-up."},{"startTime":3722.612,"endTime":3725.999,"body":"Doing the tasks, doing the"},{"startTime":3722.612,"endTime":3725.999,"body":"task and also my regular"},{"startTime":3725.999,"endTime":3727.499,"body":"stuff and flipping a house."},{"startTime":3727.499,"endTime":3730.581,"body":"I got two houses and flipping"},{"startTime":3727.499,"endTime":3730.581,"body":"you just get busy with life and"},{"startTime":3730.581,"endTime":3732.711,"body":"I don't want to work more than"},{"startTime":3730.581,"endTime":3732.711,"body":"four or five hours a day now."},{"startTime":3732.711,"endTime":3734.601,"body":"So I've got to figure out"},{"startTime":3732.711,"endTime":3734.601,"body":"how to get all that done in"},{"startTime":3734.601,"endTime":3735.891,"body":"the morning and prospect."},{"startTime":3735.891,"endTime":3737.841,"body":"So you need a CRM manager."},{"startTime":3737.911,"endTime":3738.301,"body":"Yeah."},{"startTime":3738.414,"endTime":3741.294,"body":"And that would be, that's"},{"startTime":3738.414,"endTime":3741.294,"body":"what I say, ISA for farmer."},{"startTime":3741.464,"endTime":3743.564,"body":"If you get the personality"},{"startTime":3741.464,"endTime":3743.564,"body":"of somebody that is"},{"startTime":3743.564,"endTime":3746.439,"body":"very standardized, they"},{"startTime":3743.564,"endTime":3746.439,"body":"will follow the rules"},{"startTime":3746.439,"endTime":3747.609,"body":"of that followup system."},{"startTime":3747.609,"endTime":3749.049,"body":"And they won't deviate from it."},{"startTime":3749.219,"endTime":3753.612,"body":"I, and majority 96% of the"},{"startTime":3749.219,"endTime":3753.612,"body":"population is I, is, our"},{"startTime":3753.612,"endTime":3756.131,"body":"personalities are driven"},{"startTime":3753.612,"endTime":3756.131,"body":"by, people liking us."},{"startTime":3756.521,"endTime":3757.901,"body":"I don't care if someone"},{"startTime":3756.521,"endTime":3757.901,"body":"likes me or not."},{"startTime":3758.071,"endTime":3759.541,"body":"But most people want to be."},{"startTime":3760.168,"endTime":3761.998,"body":"So those are the ones that"},{"startTime":3760.168,"endTime":3761.998,"body":"want to talk those and"},{"startTime":3761.998,"endTime":3763.288,"body":"make good buyer's agents."},{"startTime":3763.389,"endTime":3765.178,"body":"So you gotta be careful"},{"startTime":3763.389,"endTime":3765.178,"body":"if you're not running."},{"startTime":3765.538,"endTime":3767.038,"body":"If you don't know your"},{"startTime":3765.538,"endTime":3767.038,"body":"personality, you need to"},{"startTime":3767.038,"endTime":3768.484,"body":"run a test and figured out."},{"startTime":3768.55,"endTime":3768.64,"body":"Okay."},{"startTime":3768.88,"endTime":3769.09,"body":"Yep."},{"startTime":3769.43,"endTime":3771.98,"body":"And your saboteurs, by the"},{"startTime":3769.43,"endTime":3771.98,"body":"way, I'll throw that out there."},{"startTime":3772.32,"endTime":3773.34,"body":"Saboteurs."},{"startTime":3773.4,"endTime":3777.46,"body":"If you check out the positives,"},{"startTime":3773.4,"endTime":3777.46,"body":"positive intelligence, the"},{"startTime":3777.46,"endTime":3780.97,"body":"guy did a Ted talk on it and"},{"startTime":3777.46,"endTime":3780.97,"body":"he has a whole little test."},{"startTime":3780.97,"endTime":3784.835,"body":"You can take online that"},{"startTime":3780.97,"endTime":3784.835,"body":"looks at how your personality"},{"startTime":3784.865,"endTime":3788.675,"body":"may have saboteurs that are"},{"startTime":3784.865,"endTime":3788.675,"body":"affecting your ability to be"},{"startTime":3788.675,"endTime":3790.175,"body":"successful in your business."},{"startTime":3790.175,"endTime":3792.925,"body":"Nice Carmine is"},{"startTime":3790.175,"endTime":3792.925,"body":"his name very good."},{"startTime":3793.225,"endTime":3793.555,"body":"Okay."},{"startTime":3793.895,"endTime":3795.275,"body":"Any other questions?"},{"startTime":3795.615,"endTime":3796.515,"body":"David I do."},{"startTime":3796.575,"endTime":3798.891,"body":"I'm glad that you"},{"startTime":3796.575,"endTime":3798.891,"body":"shared your experience."},{"startTime":3798.932,"endTime":3800.111,"body":"I've done the same thing."},{"startTime":3800.137,"endTime":3802.624,"body":"I'm here with my partner"},{"startTime":3800.137,"endTime":3802.624,"body":"and off the Charlotte pans."},{"startTime":3802.835,"endTime":3806.085,"body":"And we've been, paying for"},{"startTime":3802.835,"endTime":3806.085,"body":"things and haven't done it."},{"startTime":3806.085,"endTime":3806.945,"body":"We're in Idaho."},{"startTime":3806.945,"endTime":3810.027,"body":"So we're in a hot spot where"},{"startTime":3806.945,"endTime":3810.027,"body":"it's really busy we're top of"},{"startTime":3810.027,"endTime":3811.267,"body":"the nation right now for sales."},{"startTime":3811.267,"endTime":3815.54,"body":"So we've been legitimately"},{"startTime":3811.267,"endTime":3815.54,"body":"busy, but we want to,"},{"startTime":3815.88,"endTime":3818.497,"body":"we're, I think we're ready"},{"startTime":3815.88,"endTime":3818.497,"body":"to step into this now."},{"startTime":3818.497,"endTime":3822.77,"body":"And so I feel like an impostor"},{"startTime":3818.497,"endTime":3822.77,"body":"basically, cause I have the"},{"startTime":3822.77,"endTime":3825.14,"body":"cute little certificate here"},{"startTime":3822.77,"endTime":3825.14,"body":"in my office that says I'm a"},{"startTime":3825.14,"endTime":3827.914,"body":"probate expert, and the thing"},{"startTime":3825.14,"endTime":3827.914,"body":"that fake it till you make it."},{"startTime":3828.304,"endTime":3828.664,"body":"Yeah."},{"startTime":3828.708,"endTime":3830.838,"body":"The thing that we bring"},{"startTime":3828.708,"endTime":3830.838,"body":"to the table too, I think"},{"startTime":3830.853,"endTime":3835.972,"body":"as a team is going through"},{"startTime":3830.853,"endTime":3835.972,"body":"the experience where you'd"},{"startTime":3835.972,"endTime":3838.048,"body":"had to be PR or whatever."},{"startTime":3838.218,"endTime":3840.698,"body":"And we have gone through"},{"startTime":3838.218,"endTime":3840.698,"body":"that with families and,"},{"startTime":3840.839,"endTime":3842.309,"body":"and difficult experiences."},{"startTime":3842.849,"endTime":3845.994,"body":"And we're both, I think"},{"startTime":3842.849,"endTime":3845.994,"body":"our personalities help"},{"startTime":3846.174,"endTime":3847.254,"body":"in that situation."},{"startTime":3847.254,"endTime":3850.114,"body":"Cause we're able to connect"},{"startTime":3847.254,"endTime":3850.114,"body":"with people in a way,"},{"startTime":3850.114,"endTime":3851.284,"body":"but that's important."},{"startTime":3851.624,"endTime":3852.824,"body":"That's really important."},{"startTime":3852.824,"endTime":3855.386,"body":"And so that's the feedback"},{"startTime":3852.824,"endTime":3855.386,"body":"that we get from people."},{"startTime":3855.396,"endTime":3858.276,"body":"We have helped some people,"},{"startTime":3855.396,"endTime":3858.276,"body":"not because of all the leads,"},{"startTime":3858.486,"endTime":3861.383,"body":"but because those people"},{"startTime":3858.486,"endTime":3861.383,"body":"have similar experiences,"},{"startTime":3861.443,"endTime":3863.963,"body":"but they ended up being"},{"startTime":3861.443,"endTime":3863.963,"body":"people that were directed"},{"startTime":3863.963,"endTime":3865.043,"body":"to us and referred to us."},{"startTime":3865.183,"endTime":3869.047,"body":"So my question is, since"},{"startTime":3865.183,"endTime":3869.047,"body":"it's been so long, since we'd"},{"startTime":3869.047,"endTime":3872.197,"body":"gone through the course where"},{"startTime":3869.047,"endTime":3872.197,"body":"would you say we start now?"},{"startTime":3872.227,"endTime":3874.177,"body":"Like where do we, you"},{"startTime":3872.227,"endTime":3874.177,"body":"need to take action?"},{"startTime":3874.227,"endTime":3878.046,"body":"So in a goal over 90 days,"},{"startTime":3874.227,"endTime":3878.046,"body":"you got to figure out how"},{"startTime":3878.046,"endTime":3882.016,"body":"you're going to start the"},{"startTime":3878.046,"endTime":3882.016,"body":"process and start implementing"},{"startTime":3882.466,"endTime":3883.816,"body":"people into a database."},{"startTime":3884.156,"endTime":3886.536,"body":"Because once you have the"},{"startTime":3884.156,"endTime":3886.536,"body":"people in your database, you're"},{"startTime":3886.536,"endTime":3888.736,"body":"going to start working these"},{"startTime":3886.536,"endTime":3888.736,"body":"deals and you're going to"},{"startTime":3888.736,"endTime":3890.056,"body":"have these clients call you."},{"startTime":3890.396,"endTime":3892.176,"body":"So we have you know, signed up."},{"startTime":3892.176,"endTime":3895.027,"body":"So I have the the list"},{"startTime":3892.176,"endTime":3895.027,"body":"that I've actually just"},{"startTime":3895.027,"endTime":3896.516,"body":"got a list yesterday."},{"startTime":3896.706,"endTime":3901.065,"body":"And so should I just,  go ahead"},{"startTime":3896.706,"endTime":3901.065,"body":"and just call him, say, Hey,"},{"startTime":3901.065,"endTime":3905.124,"body":"look I I purchased a list of"},{"startTime":3901.065,"endTime":3905.124,"body":"probate files, be honest with"},{"startTime":3905.124,"endTime":3907.747,"body":"them, and it was wondering if"},{"startTime":3905.124,"endTime":3907.747,"body":"you needed any help, look up a"},{"startTime":3907.747,"endTime":3911.707,"body":"circle, prospecting script, and"},{"startTime":3907.747,"endTime":3911.707,"body":"use that for a probate script."},{"startTime":3912.047,"endTime":3913.637,"body":"Just get on the"},{"startTime":3912.047,"endTime":3913.637,"body":"phones, call them."},{"startTime":3913.977,"endTime":3914.607,"body":"What did you say?"},{"startTime":3914.607,"endTime":3915.297,"body":"What script?"},{"startTime":3915.777,"endTime":3916.977,"body":"Circle prospecting."},{"startTime":3916.977,"endTime":3918.167,"body":"It's just neighborhood calling."},{"startTime":3918.55,"endTime":3919.66,"body":"wondering if they need help"},{"startTime":3920.0,"endTime":3921.47,"body":"and there's ones that are"},{"startTime":3920.0,"endTime":3921.47,"body":"not going to need help."},{"startTime":3921.47,"endTime":3923.78,"body":"And there's that one or two"},{"startTime":3921.47,"endTime":3923.78,"body":"on the list of a hundred"},{"startTime":3923.78,"endTime":3924.723,"body":"that are going to need help."},{"startTime":3924.789,"endTime":3926.619,"body":"And you got to go through"},{"startTime":3924.789,"endTime":3926.619,"body":"the list to get those."},{"startTime":3926.666,"endTime":3927.206,"body":"You just do."},{"startTime":3927.446,"endTime":3929.456,"body":"I mean, I've been calling people"},{"startTime":3927.446,"endTime":3929.456,"body":"for a year and a half that"},{"startTime":3929.456,"endTime":3932.069,"body":"don't still don't answer my call"},{"startTime":3929.456,"endTime":3932.069,"body":"after I call them initially."},{"startTime":3932.069,"endTime":3932.519,"body":"That's fine."},{"startTime":3932.549,"endTime":3933.809,"body":"I know they haven't"},{"startTime":3932.549,"endTime":3933.809,"body":"sold the house yet."},{"startTime":3933.929,"endTime":3934.619,"body":"I'm going to stay on them."},{"startTime":3934.723,"endTime":3935.053,"body":"Okay."},{"startTime":3935.393,"endTime":3936.893,"body":"All right, guys, I"},{"startTime":3935.393,"endTime":3936.893,"body":"hope y'all enjoyed."},{"startTime":3937.233,"endTime":3938.343,"body":"I hope I helped y'all out."},{"startTime":3938.683,"endTime":3939.493,"body":"Very helpful."},{"startTime":3939.493,"endTime":3940.633,"body":"Thank you very much."},{"startTime":3941.413,"endTime":3942.043,"body":"Fantastic."},{"startTime":3942.383,"endTime":3943.353,"body":"Thank you guys."},{"startTime":3943.693,"endTime":3944.353,"body":"All right, I'll see."},{"startTime":3944.353,"endTime":3946.303,"body":"Y'all I may be"},{"startTime":3944.353,"endTime":3946.303,"body":"hosting next week."},{"startTime":3946.343,"endTime":3947.583,"body":"I'll, we'll go over."},{"startTime":3947.593,"endTime":3951.713,"body":"We'll dive into the appointments"},{"startTime":3947.593,"endTime":3951.713,"body":"or something, but I'll get"},{"startTime":3951.713,"endTime":3952.763,"body":"with, y'all take it easy."},{"startTime":3952.793,"endTime":3953.033,"body":"Bye."},{"startTime":3953.303,"endTime":3953.573,"body":"Okay."},{"startTime":3953.603,"endTime":3954.023,"body":"Thanks Dave."}]}