{"version":"1.0.0","segments":[{"speaker":"brian","startTime":0.14,"endTime":1.82,"body":"Well, brown welcome,"},{"speaker":"will","startTime":2.99,"endTime":3.23,"body":"man."},{"speaker":"will","startTime":3.23,"endTime":3.95,"body":"It's great to be here."},{"speaker":"will","startTime":4.04,"endTime":4.61,"body":"How are you, Brian?"},{"speaker":"brian","startTime":5.33,"endTime":6.23,"body":"I'm doing fantastic."},{"speaker":"brian","startTime":6.23,"endTime":8.12,"body":"It's been a long time coming."},{"speaker":"brian","startTime":8.12,"endTime":8.69,"body":"My friend."},{"speaker":"brian","startTime":8.93,"endTime":10.235,"body":"I remember it's crazy."},{"speaker":"brian","startTime":10.235,"endTime":12.335,"body":"It's been two or three years since"},{"speaker":"will","startTime":12.335,"endTime":12.905,"body":"we first met."},{"speaker":"will","startTime":14.255,"endTime":15.365,"body":"Yeah, I think so."},{"speaker":"will","startTime":15.365,"endTime":15.575,"body":"I think."},{"speaker":"brian","startTime":16.775,"endTime":17.945,"body":"At the GoBundance event."},{"speaker":"brian","startTime":17.945,"endTime":24.794,"body":"And I remember I was 25 at the time,"},{"speaker":"brian","startTime":17.945,"endTime":24.794,"body":"and I was walking around this room"},{"speaker":"brian","startTime":24.794,"endTime":27.374,"body":"full of these guys that are in their"},{"speaker":"brian","startTime":24.794,"endTime":27.374,"body":"mid thirties, forties, fifties."},{"speaker":"brian","startTime":27.374,"endTime":31.387,"body":"And I was feeling out of place, I'm like,"},{"speaker":"brian","startTime":27.374,"endTime":31.387,"body":"look at all these successful entrepreneurs"},{"speaker":"brian","startTime":31.387,"endTime":34.507,"body":"and these multi-millionaires seven"},{"speaker":"brian","startTime":31.387,"endTime":34.507,"body":"figure eight figure nine figure guys."},{"speaker":"brian","startTime":35.017,"endTime":37.617,"body":"And then somebody said, I was like,"},{"speaker":"brian","startTime":35.017,"endTime":37.617,"body":"oh my, the youngest person here,"},{"speaker":"brian","startTime":37.837,"endTime":40.357,"body":"everyone was like, no, No man."},{"speaker":"brian","startTime":40.807,"endTime":42.487,"body":"There's one beneath you."},{"speaker":"brian","startTime":42.547,"endTime":46.207,"body":"There's one younger and"},{"speaker":"brian","startTime":42.547,"endTime":46.207,"body":"you need to meet him today."},{"speaker":"brian","startTime":46.657,"endTime":50.467,"body":"And that was none other"},{"speaker":"brian","startTime":46.657,"endTime":50.467,"body":"than will freaking brown."},{"speaker":"brian","startTime":50.527,"endTime":51.667,"body":"That is on a today."},{"speaker":"will","startTime":52.387,"endTime":56.257,"body":"You're 22 now 22"},{"speaker":"will","startTime":52.387,"endTime":56.257,"body":"turned 23 next month."},{"speaker":"will","startTime":57.007,"endTime":57.577,"body":"Okay, so you"},{"speaker":"brian","startTime":57.577,"endTime":58.417,"body":"were 21."},{"speaker":"will","startTime":60.172,"endTime":61.732,"body":"Yeah, and it's been wild."},{"speaker":"will","startTime":61.762,"endTime":63.711,"body":"And I'll tell you, I'm super"},{"speaker":"will","startTime":61.762,"endTime":63.711,"body":"grateful to that group."},{"speaker":"will","startTime":63.711,"endTime":67.4,"body":"Cause in terms of mentors of in all"},{"speaker":"will","startTime":63.711,"endTime":67.4,"body":"walks of life, family, business,"},{"speaker":"will","startTime":67.414,"endTime":69.327,"body":"mindset so many different things."},{"speaker":"will","startTime":69.372,"endTime":72.64,"body":"And then also, seeing you your journey"},{"speaker":"will","startTime":69.372,"endTime":72.64,"body":"and your growth over the last two years,"},{"speaker":"will","startTime":72.94,"endTime":76.78,"body":"I'm like, man, they keep letting him back"},{"speaker":"will","startTime":72.94,"endTime":76.78,"body":"in to these things because your resolve"},{"speaker":"will","startTime":76.78,"endTime":80.452,"body":"and your commitment and how you have to"},{"speaker":"will","startTime":76.78,"endTime":80.452,"body":"show up and add value again and again."},{"speaker":"will","startTime":80.812,"endTime":82.387,"body":"So yeah, it's a pleasure to"},{"speaker":"will","startTime":80.812,"endTime":82.387,"body":"be able to chat with you."},{"speaker":"will","startTime":83.467,"endTime":83.677,"body":"Dude."},{"speaker":"brian","startTime":83.677,"endTime":84.607,"body":"I appreciate that."},{"speaker":"brian","startTime":84.607,"endTime":87.92,"body":"Sincerely, man, because you're, if"},{"speaker":"brian","startTime":84.607,"endTime":87.92,"body":"I could think of a word to describe"},{"speaker":"brian","startTime":87.95,"endTime":89.37,"body":"you, it would be impressive."},{"speaker":"brian","startTime":89.85,"endTime":92.88,"body":"So I'll stop gassing you"},{"speaker":"brian","startTime":89.85,"endTime":92.88,"body":"up at that point here."},{"speaker":"brian","startTime":93.03,"endTime":95.16,"body":"And I will just let you get"},{"speaker":"brian","startTime":93.03,"endTime":95.16,"body":"into your story brother."},{"speaker":"brian","startTime":95.52,"endTime":101.4,"body":"So let's get into you at 16 years"},{"speaker":"brian","startTime":95.52,"endTime":101.4,"body":"old and start us from there and"},{"speaker":"brian","startTime":101.46,"endTime":105.18,"body":"bring us up to where you left off"},{"speaker":"brian","startTime":101.46,"endTime":105.18,"body":"with the bigger pockets party."},{"speaker":"will","startTime":106.92,"endTime":107.37,"body":"Yeah."},{"speaker":"will","startTime":107.382,"endTime":109.616,"body":"I grew up in Northern"},{"speaker":"will","startTime":107.382,"endTime":109.616,"body":"Virginia, grew up on a farm."},{"speaker":"will","startTime":109.616,"endTime":111.896,"body":"My nearest friend was like"},{"speaker":"will","startTime":109.616,"endTime":111.896,"body":"a mile away from me, so my"},{"speaker":"will","startTime":111.896,"endTime":113.276,"body":"parents always had to drive me."},{"speaker":"will","startTime":113.276,"endTime":116.916,"body":"And so I had a lot of time on my hands"},{"speaker":"will","startTime":113.276,"endTime":116.916,"body":"and caused me to be pretty bored."},{"speaker":"will","startTime":116.933,"endTime":119.663,"body":"And school was never really that"},{"speaker":"will","startTime":116.933,"endTime":119.663,"body":"interesting to me because I would"},{"speaker":"will","startTime":119.663,"endTime":121.853,"body":"always ask the question, okay,"},{"speaker":"will","startTime":119.663,"endTime":121.853,"body":"well, why am I learning this?"},{"speaker":"will","startTime":121.853,"endTime":125.573,"body":"What's the practical value of learning,"},{"speaker":"will","startTime":121.853,"endTime":125.573,"body":"how to do a long division in a world"},{"speaker":"will","startTime":125.633,"endTime":126.833,"body":"we're going to have calculators."},{"speaker":"will","startTime":126.833,"endTime":129.967,"body":"And my teacher's well, nobody, everybody"},{"speaker":"will","startTime":126.833,"endTime":129.967,"body":"doesn't have a calculator in the pocket."},{"speaker":"will","startTime":129.969,"endTime":131.499,"body":"This was like 2006."},{"speaker":"will","startTime":131.559,"endTime":133.959,"body":"And I was like, but can't you"},{"speaker":"will","startTime":131.559,"endTime":133.959,"body":"see where the puck is going?"},{"speaker":"will","startTime":134.259,"endTime":135.849,"body":"And they said, no, we can't."},{"speaker":"will","startTime":135.879,"endTime":139.059,"body":"And so then they hounded me for not"},{"speaker":"will","startTime":135.879,"endTime":139.059,"body":"wanting to learn great handwriting either."},{"speaker":"will","startTime":139.059,"endTime":140.709,"body":"I was like, can't you see"},{"speaker":"will","startTime":139.059,"endTime":140.709,"body":"where the puck is going?"},{"speaker":"will","startTime":141.139,"endTime":144.969,"body":"The keyboard is coming out"},{"speaker":"will","startTime":141.139,"endTime":144.969,"body":"and phones and bottom line."},{"speaker":"will","startTime":144.999,"endTime":149.509,"body":"This was like a bunch of these little"},{"speaker":"will","startTime":144.999,"endTime":149.509,"body":"events that started to erode my trust."},{"speaker":"will","startTime":149.599,"endTime":153.049,"body":"I feel like a 7, 8, 9 year old"},{"speaker":"will","startTime":149.599,"endTime":153.049,"body":"in the public education system."},{"speaker":"will","startTime":153.689,"endTime":156.299,"body":"And I started to look at the"},{"speaker":"will","startTime":153.689,"endTime":156.299,"body":"lives that they were living."},{"speaker":"will","startTime":156.299,"endTime":157.529,"body":"And I was like, wait a second."},{"speaker":"will","startTime":157.829,"endTime":160.199,"body":"And I didn't have really many"},{"speaker":"will","startTime":157.829,"endTime":160.199,"body":"points of reference at this time."},{"speaker":"will","startTime":160.679,"endTime":161.699,"body":"They're there."},{"speaker":"will","startTime":161.699,"endTime":162.629,"body":"They're like broke."},{"speaker":"will","startTime":162.779,"endTime":164.909,"body":"My teachers are growth, they're miserable."},{"speaker":"will","startTime":164.919,"endTime":167.549,"body":"And they're trying to tell me"},{"speaker":"will","startTime":164.919,"endTime":167.549,"body":"how to make life decisions."},{"speaker":"will","startTime":167.739,"endTime":168.929,"body":"Someone's off here."},{"speaker":"will","startTime":168.929,"endTime":170.969,"body":"What's going on bottom line."},{"speaker":"will","startTime":170.969,"endTime":171.411,"body":"I didn't find."},{"speaker":"will","startTime":171.414,"endTime":172.884,"body":"And now I still don't know why."},{"speaker":"will","startTime":172.945,"endTime":175.615,"body":"I have some guesses, but I"},{"speaker":"will","startTime":172.945,"endTime":175.615,"body":"don't know anything for certain."},{"speaker":"will","startTime":176.155,"endTime":180.835,"body":"And so I found my myself in video games"},{"speaker":"will","startTime":176.155,"endTime":180.835,"body":"where I could basically create and control"},{"speaker":"will","startTime":180.835,"endTime":184.045,"body":"these worlds that I loved, especially"},{"speaker":"will","startTime":180.835,"endTime":184.045,"body":"the economy games, because I could learn"},{"speaker":"will","startTime":184.045,"endTime":187.195,"body":"that if there's many people that want to"},{"speaker":"will","startTime":184.045,"endTime":187.195,"body":"do a bunch of different things, I could"},{"speaker":"will","startTime":187.195,"endTime":192.415,"body":"find ways to buy and sell and just create"},{"speaker":"will","startTime":187.195,"endTime":192.415,"body":"more efficient systems and take a profit"},{"speaker":"will","startTime":192.415,"endTime":194.335,"body":"and then get nicer stuff, get more stuff."},{"speaker":"will","startTime":194.365,"endTime":196.435,"body":"And that was fun to me,"},{"speaker":"will","startTime":194.365,"endTime":196.435,"body":"the process of doing that."},{"speaker":"will","startTime":197.74,"endTime":201.877,"body":"And so throughout high school, I was"},{"speaker":"will","startTime":197.74,"endTime":201.877,"body":"I was buying and selling seekers."},{"speaker":"will","startTime":201.877,"endTime":203.437,"body":"I was flipping electronics."},{"speaker":"will","startTime":203.497,"endTime":206.222,"body":"And then, my mom's saw that I was"},{"speaker":"will","startTime":203.497,"endTime":206.222,"body":"into this entrepreneurial stuff."},{"speaker":"will","startTime":206.222,"endTime":209.912,"body":"And one of her friends was at like"},{"speaker":"will","startTime":206.222,"endTime":209.912,"body":"an MLM marketing company, invited"},{"speaker":"will","startTime":209.974,"endTime":213.89,"body":"her to there's millionaire, intensive"},{"speaker":"will","startTime":209.974,"endTime":213.89,"body":"mindset, blah, blah, blah thing."},{"speaker":"will","startTime":214.28,"endTime":217.07,"body":"And so I went with her and then there"},{"speaker":"will","startTime":214.28,"endTime":217.07,"body":"was a little spiel about someone"},{"speaker":"will","startTime":217.13,"endTime":218.36,"body":"at Tanelle real estate investors."},{"speaker":"will","startTime":218.87,"endTime":221.39,"body":"And this was the first that I ever"},{"speaker":"will","startTime":218.87,"endTime":221.39,"body":"heard about real estate and real"},{"speaker":"will","startTime":221.39,"endTime":223.82,"body":"estate to me, seemed like something"},{"speaker":"will","startTime":221.39,"endTime":223.82,"body":"out there that other people did."},{"speaker":"will","startTime":223.82,"endTime":226.406,"body":"It was never in my wheelhouse bottom line."},{"speaker":"will","startTime":226.676,"endTime":230.846,"body":"My mom and I cough up the $2,000 to"},{"speaker":"will","startTime":226.676,"endTime":230.846,"body":"go and we show up and pretty much"},{"speaker":"will","startTime":230.846,"endTime":232.856,"body":"get brainwashed for three days."},{"speaker":"will","startTime":232.856,"endTime":236.546,"body":"These guys who put on these real estate"},{"speaker":"will","startTime":232.856,"endTime":236.546,"body":"seminars are the best in the business."},{"speaker":"will","startTime":236.546,"endTime":239.096,"body":"They make you feel like you don't"},{"speaker":"will","startTime":236.546,"endTime":239.096,"body":"want to get information from"},{"speaker":"will","startTime":239.096,"endTime":240.506,"body":"anywhere else, but just them."},{"speaker":"will","startTime":240.506,"endTime":244.076,"body":"You want to keep going with them"},{"speaker":"will","startTime":240.506,"endTime":244.076,"body":"until my dad said, no, we're not"},{"speaker":"will","startTime":244.076,"endTime":245.906,"body":"going to spend $20,000 on the upsell."},{"speaker":"will","startTime":245.966,"endTime":247.076,"body":"And that kind of put us our tastes."},{"speaker":"will","startTime":247.856,"endTime":249.236,"body":"But the seed had been planted."},{"speaker":"will","startTime":249.236,"endTime":253.226,"body":"Nonetheless at that weekend, I had"},{"speaker":"will","startTime":249.236,"endTime":253.226,"body":"learned that it's possible for everyday"},{"speaker":"will","startTime":253.226,"endTime":254.766,"body":"people to buy and sell real estate."},{"speaker":"will","startTime":254.766,"endTime":256.308,"body":"That's the only neural"},{"speaker":"will","startTime":254.766,"endTime":256.308,"body":"connection I needed."},{"speaker":"will","startTime":256.308,"endTime":257.868,"body":"Once I learned that it was possible."},{"speaker":"will","startTime":258.198,"endTime":262.068,"body":"Then a couple months later, I"},{"speaker":"will","startTime":258.198,"endTime":262.068,"body":"started to get into the house and"},{"speaker":"will","startTime":262.068,"endTime":264.858,"body":"I started listening to the bigger"},{"speaker":"will","startTime":262.068,"endTime":264.858,"body":"pockets podcast, one to two of them."},{"speaker":"will","startTime":265.833,"endTime":269.073,"body":"Fascinated by people's stories, not"},{"speaker":"will","startTime":265.833,"endTime":269.073,"body":"trying to get any money right at the"},{"speaker":"will","startTime":269.073,"endTime":271.713,"body":"beginning, but just seeking to learn"},{"speaker":"will","startTime":269.073,"endTime":271.713,"body":"everything I could, because again,"},{"speaker":"will","startTime":271.713,"endTime":275.643,"body":"to see that implanted and I wanted"},{"speaker":"will","startTime":271.713,"endTime":275.643,"body":"to nurture it, it was like an acorn."},{"speaker":"will","startTime":275.643,"endTime":277.953,"body":"I felt like it could become"},{"speaker":"will","startTime":275.643,"endTime":277.953,"body":"something much bigger."},{"speaker":"will","startTime":278.133,"endTime":279.603,"body":"So I didn't want to rush the process."},{"speaker":"will","startTime":279.603,"endTime":282.513,"body":"I just want to learn everything about"},{"speaker":"will","startTime":279.603,"endTime":282.513,"body":"the market that I possibly could."},{"speaker":"will","startTime":282.963,"endTime":285.723,"body":"And that was my sophomore, junior"},{"speaker":"will","startTime":282.963,"endTime":285.723,"body":"and senior year of high school."},{"speaker":"will","startTime":286.113,"endTime":288.033,"body":"Then I was starting to take actions."},{"speaker":"will","startTime":288.033,"endTime":290.433,"body":"I was starting to put signs in"},{"speaker":"will","startTime":288.033,"endTime":290.433,"body":"people's yards are starting to get."},{"speaker":"will","startTime":291.378,"endTime":294.108,"body":"People not producing any results because"},{"speaker":"will","startTime":291.378,"endTime":294.108,"body":"I still didn't know what I was doing,"},{"speaker":"will","startTime":294.108,"endTime":295.958,"body":"but I was standing up general education."},{"speaker":"will","startTime":297.033,"endTime":301.593,"body":"And so graduation comes around, I'm"},{"speaker":"will","startTime":297.033,"endTime":301.593,"body":"applying to colleges and I get accepted"},{"speaker":"will","startTime":301.593,"endTime":302.823,"body":"to William and Mary in Virginia."},{"speaker":"will","startTime":302.913,"endTime":304.953,"body":"My parents were like congrats"},{"speaker":"will","startTime":302.913,"endTime":304.953,"body":"and holding my diploma."},{"speaker":"will","startTime":304.953,"endTime":306.213,"body":"I say, I'm going to drop out."},{"speaker":"will","startTime":306.483,"endTime":307.173,"body":"They laughed at me."},{"speaker":"will","startTime":307.203,"endTime":310.743,"body":"Obviously they thought I was kidding,"},{"speaker":"will","startTime":307.203,"endTime":310.743,"body":"but turns out college the, exactly"},{"speaker":"will","startTime":310.743,"endTime":313.053,"body":"what I thought it was going to be"},{"speaker":"will","startTime":310.743,"endTime":313.053,"body":"an exactly, not what I thought it"},{"speaker":"will","startTime":313.053,"endTime":317.523,"body":"wouldn't be and got bored with it"},{"speaker":"will","startTime":313.053,"endTime":317.523,"body":"and just decided to use my time."},{"speaker":"will","startTime":317.523,"endTime":320.913,"body":"Just continue to build my real estate"},{"speaker":"will","startTime":317.523,"endTime":320.913,"body":"investment business, which leads me to the"},{"speaker":"will","startTime":320.913,"endTime":323.855,"body":"end of the first year where I'm like, do"},{"speaker":"will","startTime":320.913,"endTime":323.855,"body":"I want to keep renewing do I want to keep."},{"speaker":"will","startTime":324.44,"endTime":326.75,"body":"Or do I want to commit 100%?"},{"speaker":"will","startTime":327.35,"endTime":330.71,"body":"And the environment that I was at"},{"speaker":"will","startTime":327.35,"endTime":330.71,"body":"when I dropped out of college was"},{"speaker":"will","startTime":330.71,"endTime":334.43,"body":"sleeping on an air mattress in"},{"speaker":"will","startTime":330.71,"endTime":334.43,"body":"Norfolk, Virginia in the ghetto, in"},{"speaker":"will","startTime":334.43,"endTime":337.1,"body":"the hood, there was like a guy's place."},{"speaker":"will","startTime":337.1,"endTime":340.88,"body":"We were staying at, had a little baby pit"},{"speaker":"will","startTime":337.1,"endTime":340.88,"body":"bull that woke me up by pissing on me."},{"speaker":"will","startTime":341.18,"endTime":344.36,"body":"But honestly, Brian, I was the"},{"speaker":"will","startTime":341.18,"endTime":344.36,"body":"happiest I had been in years"},{"speaker":"will","startTime":344.36,"endTime":345.98,"body":"because my life was in my own hands."},{"speaker":"will","startTime":346.07,"endTime":348.92,"body":"Even though I only had $30 in"},{"speaker":"will","startTime":346.07,"endTime":348.92,"body":"my account, it was in my own"},{"speaker":"will","startTime":348.92,"endTime":350.3,"body":"hands and I was in control."},{"speaker":"will","startTime":351.405,"endTime":356.385,"body":"So that was like the moment most people be"},{"speaker":"will","startTime":351.405,"endTime":356.385,"body":"like, Hey, I want to stay away from that."},{"speaker":"will","startTime":356.715,"endTime":362.835,"body":"But for me, I was so uncomfortable being"},{"speaker":"will","startTime":356.715,"endTime":362.835,"body":"comfortable in the college, in that"},{"speaker":"will","startTime":362.835,"endTime":367.005,"body":"system, feeling like a sheep, being herded"},{"speaker":"will","startTime":362.835,"endTime":367.005,"body":"to the slaughterhouse of getting a job."},{"speaker":"will","startTime":367.365,"endTime":369.282,"body":"Excuse my, I've got to speak my mind."},{"speaker":"will","startTime":369.282,"endTime":370.752,"body":"Excuse my directness here."},{"speaker":"will","startTime":371.182,"endTime":371.532,"body":"Go for it."},{"speaker":"will","startTime":372.847,"endTime":373.117,"body":"Aye."},{"speaker":"will","startTime":373.327,"endTime":373.567,"body":"Aye."},{"speaker":"will","startTime":373.747,"endTime":376.945,"body":"Something switched in my brain and"},{"speaker":"will","startTime":373.747,"endTime":376.945,"body":"I was like I became comfortable"},{"speaker":"will","startTime":377.245,"endTime":379.135,"body":"actually being fun, comfortable."},{"speaker":"will","startTime":379.645,"endTime":383.185,"body":"And that was a huge shift in my life."},{"speaker":"will","startTime":383.215,"endTime":386.245,"body":"And seeing that, how can I"},{"speaker":"will","startTime":383.215,"endTime":386.245,"body":"lean into this discomfort?"},{"speaker":"will","startTime":386.635,"endTime":389.575,"body":"And I honestly haven't leaned out of"},{"speaker":"will","startTime":386.635,"endTime":389.575,"body":"it since I've just taken on bigger"},{"speaker":"will","startTime":389.575,"endTime":393.622,"body":"and bigger challenges since then, but"},{"speaker":"will","startTime":389.575,"endTime":393.622,"body":"that's like my origin story of how I got"},{"speaker":"will","startTime":393.622,"endTime":395.512,"body":"onto this track at such an early age."},{"speaker":"will","startTime":395.512,"endTime":396.562,"body":"I was 18 at the time."},{"speaker":"will","startTime":397.122,"endTime":401.142,"body":"And it's simply because I did, it's"},{"speaker":"will","startTime":397.122,"endTime":401.142,"body":"not like I graduated all four years of"},{"speaker":"will","startTime":401.142,"endTime":405.64,"body":"college and a semester, I don't think I'm"},{"speaker":"will","startTime":401.142,"endTime":405.64,"body":"super smart by those measures in any way."},{"speaker":"will","startTime":406.0,"endTime":409.45,"body":"It's just, I saw like, where could"},{"speaker":"will","startTime":406.0,"endTime":409.45,"body":"I be if I finished school versus if"},{"speaker":"will","startTime":409.45,"endTime":412.03,"body":"I don't finish school, what if I had"},{"speaker":"will","startTime":409.45,"endTime":412.03,"body":"these next three years to myself?"},{"speaker":"will","startTime":412.06,"endTime":412.99,"body":"What could I do with it?"},{"speaker":"will","startTime":413.38,"endTime":415.51,"body":"And that was the exciting question for me."},{"speaker":"will","startTime":416.87,"endTime":417.8,"body":"And then give people,"},{"speaker":"brian","startTime":417.828,"endTime":421.962,"body":"What were your results with"},{"speaker":"brian","startTime":417.828,"endTime":421.962,"body":"this makeshift operation in the hood,"},{"speaker":"brian","startTime":421.992,"endTime":426.042,"body":"in the ghetto, in this crappy little"},{"speaker":"brian","startTime":421.992,"endTime":426.042,"body":"apartment with a pit bull pissing on"},{"speaker":"brian","startTime":426.042,"endTime":428.012,"body":"you,  you flipped the house or two,"},{"speaker":"will","startTime":428.012,"endTime":428.432,"body":"right?"},{"speaker":"will","startTime":429.092,"endTime":429.512,"body":"Yeah."},{"speaker":"will","startTime":429.872,"endTime":432.478,"body":"So my first deal actually was very awful."},{"speaker":"will","startTime":433.278,"endTime":436.698,"body":"Because I had a mentor  he's in"},{"speaker":"will","startTime":433.278,"endTime":436.698,"body":"GoBundance and he was flipping"},{"speaker":"will","startTime":436.698,"endTime":437.827,"body":"houses was learning from him."},{"speaker":"will","startTime":438.307,"endTime":443.38,"body":"And so we felt like we more or less had a"},{"speaker":"will","startTime":438.307,"endTime":443.38,"body":"deal from just cold calling, like probates"},{"speaker":"will","startTime":443.41,"endTime":444.76,"body":"that we were just cold calling lists."},{"speaker":"will","startTime":444.76,"endTime":447.46,"body":"We weren't producing any quality material."},{"speaker":"will","startTime":447.85,"endTime":450.25,"body":"Well, these people like, well, we"},{"speaker":"will","startTime":447.85,"endTime":450.25,"body":"just inherited the property and were."},{"speaker":"will","startTime":451.005,"endTime":452.055,"body":"We don't know what we want to do with it."},{"speaker":"will","startTime":452.385,"endTime":452.535,"body":"All right."},{"speaker":"will","startTime":452.535,"endTime":453.195,"body":"Let's get out to the house."},{"speaker":"will","startTime":453.615,"endTime":457.155,"body":"And so we bring Phil along with us,"},{"speaker":"will","startTime":453.615,"endTime":457.155,"body":"and then we stand there nervously,"},{"speaker":"will","startTime":457.155,"endTime":460.365,"body":"like with our hands behind her bag,"},{"speaker":"will","startTime":457.155,"endTime":460.365,"body":"like wearing polos that we bought"},{"speaker":"will","startTime":460.365,"endTime":464.415,"body":"the morning of while Phil actually"},{"speaker":"will","startTime":460.365,"endTime":464.415,"body":"negotiates the deal and closes on"},{"speaker":"will","startTime":464.415,"endTime":466.595,"body":"the house and then pays us $5,000."},{"speaker":"will","startTime":466.615,"endTime":470.325,"body":"I remember he gave us like"},{"speaker":"will","startTime":466.615,"endTime":470.325,"body":"3000 of it upfront in cash,"},{"speaker":"will","startTime":470.715,"endTime":472.005,"body":"and I was like, we're really."},{"speaker":"will","startTime":472.675,"endTime":477.475,"body":"And Brian, we went to the supermarket"},{"speaker":"will","startTime":472.675,"endTime":477.475,"body":"and we did not even look at the prices."},{"speaker":"will","startTime":477.475,"endTime":478.795,"body":"We did not even look for sales."},{"speaker":"will","startTime":478.795,"endTime":480.565,"body":"We're just like, we're going"},{"speaker":"will","startTime":478.795,"endTime":480.565,"body":"to get whatever we want."},{"speaker":"will","startTime":480.565,"endTime":482.035,"body":"We're rich $3,000."},{"speaker":"will","startTime":482.305,"endTime":485.395,"body":"Honestly, we go to the bank to"},{"speaker":"will","startTime":482.305,"endTime":485.395,"body":"like deposit, like whatever $2,800."},{"speaker":"will","startTime":486.25,"endTime":488.71,"body":"Well, they let us deposit"},{"speaker":"will","startTime":486.25,"endTime":488.71,"body":"this much amount of cash."},{"speaker":"will","startTime":488.71,"endTime":490.702,"body":"Are they going to think we're drug"},{"speaker":"will","startTime":488.71,"endTime":490.702,"body":"dealers or something like that?"},{"speaker":"will","startTime":490.702,"endTime":495.154,"body":"That was my mindset, but it was that first"},{"speaker":"will","startTime":490.702,"endTime":495.154,"body":"win that then gave us the motivation."},{"speaker":"will","startTime":495.154,"endTime":496.114,"body":"So we moved out of that."},{"speaker":"will","startTime":496.114,"endTime":499.324,"body":"God had got our own place to use"},{"speaker":"will","startTime":496.114,"endTime":499.324,"body":"as like a home office and then"},{"speaker":"will","startTime":499.774,"endTime":503.284,"body":"started to just refine our systems"},{"speaker":"will","startTime":499.774,"endTime":503.284,"body":"partner with couple people for"},{"speaker":"will","startTime":503.294,"endTime":504.724,"body":"marketing started to double down."},{"speaker":"will","startTime":504.724,"endTime":507.844,"body":"Now that we had a data point that"},{"speaker":"will","startTime":504.724,"endTime":507.844,"body":"this was real now just a matter"},{"speaker":"will","startTime":507.844,"endTime":509.1,"body":"of doing it again and again."},{"speaker":"will","startTime":510.3,"endTime":513.619,"body":"Where then I bought the partner"},{"speaker":"will","startTime":510.3,"endTime":513.619,"body":"out my original partner like in"},{"speaker":"will","startTime":513.619,"endTime":517.639,"body":"like October, November of that same"},{"speaker":"will","startTime":513.619,"endTime":517.639,"body":"year, we did our first deal in July."},{"speaker":"will","startTime":518.269,"endTime":522.986,"body":"And then over the next six months,"},{"speaker":"will","startTime":518.269,"endTime":522.986,"body":"I'm just gung ho I hire my account."},{"speaker":"will","startTime":523.286,"endTime":527.156,"body":"My first transaction coordinator,"},{"speaker":"will","startTime":523.286,"endTime":527.156,"body":"October, she starts to pick up a"},{"speaker":"will","startTime":527.156,"endTime":532.076,"body":"lot of paperwork and I started going"},{"speaker":"will","startTime":527.156,"endTime":532.076,"body":"to town until every day I worked 12"},{"speaker":"will","startTime":532.076,"endTime":535.888,"body":"hours and my Podio would still have"},{"speaker":"will","startTime":532.076,"endTime":535.888,"body":"120 leads that I still had yet to."},{"speaker":"will","startTime":537.073,"endTime":538.063,"body":"And I was like, this sucks."},{"speaker":"will","startTime":539.353,"endTime":540.253,"body":"I was doing deals."},{"speaker":"will","startTime":540.253,"endTime":542.233,"body":"I was out working, but"},{"speaker":"will","startTime":540.253,"endTime":542.233,"body":"it wasn't going to scale."},{"speaker":"will","startTime":542.593,"endTime":544.693,"body":"And so I said, oh, I need to"},{"speaker":"will","startTime":542.593,"endTime":544.693,"body":"hire an acquisition manager."},{"speaker":"will","startTime":545.083,"endTime":546.523,"body":"I'm gonna hire an acquisition manager."},{"speaker":"will","startTime":546.853,"endTime":549.188,"body":"And then, both of our plates"},{"speaker":"will","startTime":546.853,"endTime":549.188,"body":"filled up and then I hired another"},{"speaker":"will","startTime":549.188,"endTime":553.468,"body":"acquisition manager and I got to"},{"speaker":"will","startTime":549.188,"endTime":553.468,"body":"this point where I was like, Okay."},{"speaker":"will","startTime":553.468,"endTime":554.338,"body":"Things are working."},{"speaker":"will","startTime":554.398,"endTime":557.638,"body":"I think I can take this model and I"},{"speaker":"will","startTime":554.398,"endTime":557.638,"body":"can move it into multiple markets."},{"speaker":"will","startTime":557.638,"endTime":560.758,"body":"At that point, we were doing four to"},{"speaker":"will","startTime":557.638,"endTime":560.758,"body":"six properties per month wholesale."},{"speaker":"will","startTime":560.758,"endTime":563.368,"body":"And I'm making about like 14"},{"speaker":"will","startTime":560.758,"endTime":563.368,"body":"ground average per property."},{"speaker":"will","startTime":563.387,"endTime":568.697,"body":"So like I was grossing like a hundred"},{"speaker":"will","startTime":563.387,"endTime":568.697,"body":"grand netting, 30 K as a 19 year old,"},{"speaker":"will","startTime":568.967,"endTime":571.307,"body":"one year after dropping out of school."},{"speaker":"will","startTime":571.967,"endTime":573.237,"body":"I was like, this is absurd."},{"speaker":"will","startTime":573.287,"endTime":574.457,"body":"Did I miss something?"},{"speaker":"will","startTime":574.697,"endTime":574.847,"body":"No."},{"speaker":"will","startTime":574.847,"endTime":577.877,"body":"The only thing that I did was I just"},{"speaker":"will","startTime":574.847,"endTime":577.877,"body":"grinded the heck out of it in a way"},{"speaker":"will","startTime":577.877,"endTime":579.707,"body":"that would not scale to other markets."},{"speaker":"will","startTime":579.707,"endTime":581.417,"body":"I try to just, it didn't work."},{"speaker":"will","startTime":582.077,"endTime":585.587,"body":"And so then I started getting curious"},{"speaker":"will","startTime":582.077,"endTime":585.587,"body":"about why, and I go to this retreat"},{"speaker":"will","startTime":585.767,"endTime":589.877,"body":"in Cabo, San Lucas, Mexico with"},{"speaker":"will","startTime":585.767,"endTime":589.877,"body":"a , which is actually an old child"},{"speaker":"will","startTime":589.877,"endTime":593.867,"body":"organizations of GoBundance actually"},{"speaker":"will","startTime":589.877,"endTime":593.867,"body":"how I on ramped into GoBundance."},{"speaker":"will","startTime":596.022,"endTime":599.112,"body":"A couple of us feel some other"},{"speaker":"will","startTime":596.022,"endTime":599.112,"body":"people and I stay an extra day."},{"speaker":"will","startTime":599.112,"endTime":600.402,"body":"We go jet skiing and get a nice dinner."},{"speaker":"will","startTime":600.402,"endTime":601.062,"body":"We get in the hot tub."},{"speaker":"will","startTime":601.542,"endTime":604.062,"body":"We start having a conversation"},{"speaker":"will","startTime":601.542,"endTime":604.062,"body":"and this conversation lasts"},{"speaker":"until 6","startTime":604.152,"endTime":605.608,"body":"00 AM the next morning."},{"speaker":"until 6","startTime":605.758,"endTime":606.508,"body":"And that was the night."},{"speaker":"until 6","startTime":606.508,"endTime":612.178,"body":"My life entirely changed because this"},{"speaker":"until 6","startTime":606.508,"endTime":612.178,"body":"realization that you do so much hard"},{"speaker":"until 6","startTime":612.178,"endTime":613.468,"body":"work to get a deal across the finish."},{"speaker":"until 6","startTime":614.218,"endTime":618.058,"body":"But then more or less, you have"},{"speaker":"until 6","startTime":614.218,"endTime":618.058,"body":"to start over on the next deal."},{"speaker":"until 6","startTime":618.298,"endTime":622.018,"body":"Like crippled my motivation to want to"},{"speaker":"until 6","startTime":618.298,"endTime":622.018,"body":"take this into 50 different markets."},{"speaker":"until 6","startTime":622.528,"endTime":624.739,"body":"It's I can't scale exponential."},{"speaker":"until 6","startTime":625.504,"endTime":628.534,"body":"If all of my systems and processes"},{"speaker":"until 6","startTime":625.504,"endTime":628.534,"body":"are linear and the way that"},{"speaker":"until 6","startTime":628.534,"endTime":629.614,"body":"you play the game is linear."},{"speaker":"until 6","startTime":630.154,"endTime":634.084,"body":"And so I got thinking and I was"},{"speaker":"until 6","startTime":630.154,"endTime":634.084,"body":"like, okay, I already hit my goals."},{"speaker":"until 6","startTime":634.084,"endTime":636.364,"body":"I've already hit my goal"},{"speaker":"until 6","startTime":634.084,"endTime":636.364,"body":"of financial freedom."},{"speaker":"until 6","startTime":636.364,"endTime":640.984,"body":"And my goal of what that means to me"},{"speaker":"until 6","startTime":636.364,"endTime":640.984,"body":"is not having a big barrel of fish"},{"speaker":"until 6","startTime":641.164,"endTime":643.804,"body":"that will keep me fed for the rest"},{"speaker":"until 6","startTime":641.164,"endTime":643.804,"body":"of my life, sitting off to the side."},{"speaker":"until 6","startTime":644.224,"endTime":647.914,"body":"What that means to me is being"},{"speaker":"until 6","startTime":644.224,"endTime":647.914,"body":"able to learn how to fish so that"},{"speaker":"until 6","startTime":647.914,"endTime":652.254,"body":"wherever I am in no matter where in"},{"speaker":"until 6","startTime":647.914,"endTime":652.254,"body":"the world, if shit goes south, I can."},{"speaker":"until 6","startTime":653.089,"endTime":654.559,"body":"Use my core skills."},{"speaker":"until 6","startTime":654.559,"endTime":655.819,"body":"I understand the nature of that."},{"speaker":"until 6","startTime":655.819,"endTime":659.209,"body":"People will always have problems selling"},{"speaker":"until 6","startTime":655.819,"endTime":659.209,"body":"properties, no matter what market"},{"speaker":"until 6","startTime":659.209,"endTime":661.639,"body":"I'm in, I will be able to be good."},{"speaker":"until 6","startTime":661.999,"endTime":667.189,"body":"And because I had that, my nervous system"},{"speaker":"until 6","startTime":661.999,"endTime":667.189,"body":"reset, and I stopped thinking for me,"},{"speaker":"until 6","startTime":667.579,"endTime":671.779,"body":"and I started thinking for the world,"},{"speaker":"until 6","startTime":667.579,"endTime":671.779,"body":"I said, okay, what can I do as a human"},{"speaker":"until 6","startTime":671.779,"endTime":675.919,"body":"being with this life to elevate the"},{"speaker":"until 6","startTime":671.779,"endTime":675.919,"body":"consciousness of humanity because of."},{"speaker":"until 6","startTime":677.014,"endTime":679.114,"body":"Dropping out of college,"},{"speaker":"until 6","startTime":677.014,"endTime":679.114,"body":"flipping a couple houses."},{"speaker":"until 6","startTime":679.204,"endTime":681.454,"body":"That seems like a"},{"speaker":"until 6","startTime":679.204,"endTime":681.454,"body":"reasonable step, obviously."},{"speaker":"until 6","startTime":681.454,"endTime":685.707,"body":"There's yeah, I'll figure it out"},{"speaker":"until 6","startTime":681.454,"endTime":685.707,"body":"along the way, but that's really the"},{"speaker":"until 6","startTime":685.867,"endTime":689.357,"body":"trajectory, the direction I wanted"},{"speaker":"until 6","startTime":685.867,"endTime":689.357,"body":"to go, even though I was unclear on"},{"speaker":"until 6","startTime":689.357,"endTime":691.547,"body":"the destination and that transpired."},{"speaker":"until 6","startTime":691.637,"endTime":692.087,"body":"Yeah, go ahead."},{"speaker":"brian","startTime":692.837,"endTime":693.047,"body":"Yeah."},{"speaker":"brian","startTime":693.077,"endTime":698.425,"body":"And so what, so you may, you gross a"},{"speaker":"brian","startTime":693.077,"endTime":698.425,"body":"hundred the first year and then didn't"},{"speaker":"brian","startTime":698.425,"endTime":699.685,"body":"you blow it up even further after."},{"speaker":"will","startTime":701.62,"endTime":701.89,"body":"Yeah."},{"speaker":"will","startTime":701.89,"endTime":705.61,"body":"So I think the first year we"},{"speaker":"will","startTime":701.89,"endTime":705.61,"body":"did like a total, like my goal."},{"speaker":"will","startTime":705.64,"endTime":708.34,"body":"This is actually I hardly"},{"speaker":"will","startTime":705.64,"endTime":708.34,"body":"ever, I rarely remember this."},{"speaker":"will","startTime":708.34,"endTime":708.97,"body":"So I appreciate that."},{"speaker":"will","startTime":708.97,"endTime":712.21,"body":"My goal was in February of"},{"speaker":"will","startTime":708.97,"endTime":712.21,"body":"2018, before I ever did want"},{"speaker":"will","startTime":712.21,"endTime":713.38,"body":"a hundred grand for the year."},{"speaker":"will","startTime":713.8,"endTime":716.2,"body":"And I told my girlfriend at the time"},{"speaker":"will","startTime":713.8,"endTime":716.2,"body":"it was dating, will you support me?"},{"speaker":"will","startTime":716.2,"endTime":717.28,"body":"She says, no, that's unfair."},{"speaker":"will","startTime":717.28,"endTime":718.48,"body":"You haven't made any money yet."},{"speaker":"will","startTime":718.48,"endTime":719.89,"body":"How can you expect me to support you?"},{"speaker":"will","startTime":720.19,"endTime":722.86,"body":"I said, okay, this is probably"},{"speaker":"will","startTime":720.19,"endTime":722.86,"body":"not going to, we're probably not"},{"speaker":"will","startTime":722.86,"endTime":724.87,"body":"going to work out bottom line."},{"speaker":"will","startTime":724.9,"endTime":727.42,"body":"I remember like walking, I was living"},{"speaker":"will","startTime":724.9,"endTime":727.42,"body":"in Virginia Beach at the time I was"},{"speaker":"will","startTime":727.42,"endTime":728.62,"body":"walking up and down the boardwalk."},{"speaker":"will","startTime":729.49,"endTime":730.0,"body":"Wait a second."},{"speaker":"will","startTime":730.0,"endTime":730.81,"body":"What did we do this year?"},{"speaker":"will","startTime":730.81,"endTime":734.68,"body":"And it was 250, 4,000, even though"},{"speaker":"will","startTime":730.81,"endTime":734.68,"body":"my goals were set on such bigger."},{"speaker":"will","startTime":734.68,"endTime":737.02,"body":"When I actually looked back at how"},{"speaker":"will","startTime":734.68,"endTime":737.02,"body":"much we had done, it was two and a"},{"speaker":"will","startTime":737.02,"endTime":742.709,"body":"half X, the impossible goal that I set"},{"speaker":"will","startTime":737.02,"endTime":742.709,"body":"the next year, 2019, we did 700,000."},{"speaker":"will","startTime":743.429,"endTime":748.829,"body":"And that was with me, rooting to"},{"speaker":"will","startTime":743.429,"endTime":748.829,"body":"California, June of 2019 to start this."},{"speaker":"will","startTime":748.829,"endTime":750.389,"body":"And I started splitting my time."},{"speaker":"will","startTime":750.419,"endTime":752.909,"body":"So really my focus was"},{"speaker":"will","startTime":750.419,"endTime":752.909,"body":"like 50 50 between the two."},{"speaker":"will","startTime":753.749,"endTime":758.189,"body":"And so that's how all that works"},{"speaker":"will","startTime":753.749,"endTime":758.189,"body":"out my transition, or like my life"},{"speaker":"will","startTime":758.219,"endTime":761.819,"body":"put my memo would basically be"},{"speaker":"will","startTime":758.219,"endTime":761.819,"body":"called my memoir growing pains."},{"speaker":"will","startTime":762.449,"endTime":766.54,"body":"Cause anytime something's working, I"},{"speaker":"will","startTime":762.449,"endTime":766.54,"body":"break it all down to build the next model."},{"speaker":"will","startTime":766.57,"endTime":770.44,"body":"So there's not a whole lot of like"},{"speaker":"will","startTime":766.57,"endTime":770.44,"body":"consistency or comfort in the processes."},{"speaker":"will","startTime":770.56,"endTime":774.09,"body":"Everything is always"},{"speaker":"will","startTime":770.56,"endTime":774.09,"body":"evolving and changing and."},{"speaker":"will","startTime":774.685,"endTime":777.775,"body":"It's something that I just had to"},{"speaker":"will","startTime":774.685,"endTime":777.775,"body":"learn to stomach and get with and"},{"speaker":"will","startTime":777.835,"endTime":779.833,"body":"understand that is a symptom of growth."},{"speaker":"will","startTime":779.833,"endTime":784.063,"body":"You can't want, you can't get comfort"},{"speaker":"will","startTime":779.833,"endTime":784.063,"body":"out of things, staying the same way"},{"speaker":"will","startTime":784.123,"endTime":785.683,"body":"and want to grow at the same time."},{"speaker":"will","startTime":786.583,"endTime":789.133,"body":"We all have the same"},{"speaker":"will","startTime":786.583,"endTime":789.133,"body":"amount of time in the day."},{"speaker":"will","startTime":789.553,"endTime":792.011,"body":"And this just hit me a couple"},{"speaker":"will","startTime":789.553,"endTime":792.011,"body":"of weeks ago in a new way."},{"speaker":"will","startTime":792.281,"endTime":792.551,"body":"Okay."},{"speaker":"will","startTime":792.551,"endTime":795.521,"body":"If we all have the same amount"},{"speaker":"will","startTime":792.551,"endTime":795.521,"body":"of time, what does it really"},{"speaker":"will","startTime":795.521,"endTime":797.051,"body":"come down to during the day?"},{"speaker":"will","startTime":797.051,"endTime":801.219,"body":"It's probably not how we spend, yes,"},{"speaker":"will","startTime":797.051,"endTime":801.219,"body":"that's how we spend our time, but"},{"speaker":"will","startTime":801.219,"endTime":806.409,"body":"it's the choices of the people that we"},{"speaker":"will","startTime":801.219,"endTime":806.409,"body":"make to build whatever building with"},{"speaker":"will","startTime":806.409,"endTime":808.419,"body":"us, because if I can hire someone."},{"speaker":"will","startTime":809.444,"endTime":813.302,"body":"For example, I use my CTO and then"},{"speaker":"will","startTime":809.444,"endTime":813.302,"body":"we'll get into the tech, if I can hire"},{"speaker":"will","startTime":813.302,"endTime":817.712,"body":"somebody who already has gone through"},{"speaker":"will","startTime":813.302,"endTime":817.712,"body":"a 20 year learning curve, not only am"},{"speaker":"will","startTime":817.712,"endTime":821.432,"body":"I going to be able to be buying that"},{"speaker":"will","startTime":817.712,"endTime":821.432,"body":"learning curve and that best practice"},{"speaker":"will","startTime":821.432,"endTime":825.842,"body":"and not have to make mistakes failing"},{"speaker":"will","startTime":821.432,"endTime":825.842,"body":"forward, but I'm also buying him putting"},{"speaker":"will","startTime":825.842,"endTime":828.752,"body":"in another 40 plus hours per week."},{"speaker":"will","startTime":829.052,"endTime":832.412,"body":"I have doubled my own capacity,"},{"speaker":"will","startTime":829.052,"endTime":832.412,"body":"but so much more than that."},{"speaker":"will","startTime":832.772,"endTime":835.402,"body":"Whereas if I were to try and do"},{"speaker":"will","startTime":832.772,"endTime":835.402,"body":"everything myself, which we all, when"},{"speaker":"will","startTime":835.402,"endTime":837.772,"body":"you're first getting started, you're"},{"speaker":"will","startTime":835.402,"endTime":837.772,"body":"like, I'm the only one that can do that."},{"speaker":"will","startTime":838.072,"endTime":841.762,"body":"I actually believe I do things worse"},{"speaker":"will","startTime":838.072,"endTime":841.762,"body":"than anybody else in the world."},{"speaker":"will","startTime":842.092,"endTime":845.812,"body":"And that switching that from, I do"},{"speaker":"will","startTime":842.092,"endTime":845.812,"body":"it the best I do with the worst has"},{"speaker":"will","startTime":845.812,"endTime":852.412,"body":"enabled me to simply appreciate honor"},{"speaker":"will","startTime":845.812,"endTime":852.412,"body":"and create space to bring on super"},{"speaker":"will","startTime":852.412,"endTime":856.642,"body":"talented people that can actually knock"},{"speaker":"will","startTime":852.412,"endTime":856.642,"body":"it out of the park because my standards"},{"speaker":"will","startTime":856.642,"endTime":858.382,"body":"for other people are extremely high."},{"speaker":"will","startTime":858.382,"endTime":861.562,"body":"Because again, I have the belief"},{"speaker":"will","startTime":858.382,"endTime":861.562,"body":"that if I do it, I'm going to stop."},{"speaker":"will","startTime":862.372,"endTime":865.372,"body":"And so the one thing that I'm good"},{"speaker":"will","startTime":862.372,"endTime":865.372,"body":"at is understanding and putting"},{"speaker":"will","startTime":865.372,"endTime":866.842,"body":"the people in place on the team."},{"speaker":"will","startTime":867.082,"endTime":870.682,"body":"And that's something that has"},{"speaker":"will","startTime":867.082,"endTime":870.682,"body":"to be earned and fought for and"},{"speaker":"will","startTime":870.682,"endTime":872.092,"body":"learn through trial and error."},{"speaker":"will","startTime":872.092,"endTime":872.722,"body":"I've hired people."},{"speaker":"will","startTime":872.722,"endTime":875.932,"body":"I fire people, but"},{"speaker":"will","startTime":872.722,"endTime":875.932,"body":"breaking through that mold."},{"speaker":"will","startTime":875.932,"endTime":878.812,"body":"And now we're like bringing on a"},{"speaker":"will","startTime":875.932,"endTime":878.812,"body":"couple new people every single month."},{"speaker":"will","startTime":879.202,"endTime":880.792,"body":"I can't wait to hire the next person."},{"speaker":"will","startTime":880.792,"endTime":884.992,"body":"I love seeing the huge paychecks going"},{"speaker":"will","startTime":880.792,"endTime":884.992,"body":"out the door because I know that's coming"},{"speaker":"will","startTime":884.992,"endTime":890.482,"body":"back to me so many times over then if"},{"speaker":"will","startTime":884.992,"endTime":890.482,"body":"I were to even try and learn what is."},{"speaker":"will","startTime":891.367,"endTime":894.25,"body":"So that's like a quick"},{"speaker":"will","startTime":891.367,"endTime":894.25,"body":"aside to huge benefit."},{"speaker":"brian","startTime":894.61,"endTime":895.57,"body":"And it's been cool."},{"speaker":"brian","startTime":895.6,"endTime":898.96,"body":"It's been really cool watching"},{"speaker":"brian","startTime":895.6,"endTime":898.96,"body":"you make that transition, right?"},{"speaker":"brian","startTime":898.99,"endTime":903.152,"body":"Because you, before you were the guy"},{"speaker":"brian","startTime":898.99,"endTime":903.152,"body":"that was on the podcast and made like"},{"speaker":"brian","startTime":903.152,"endTime":908.402,"body":"700,000, almost , seven figures at what"},{"speaker":"brian","startTime":903.152,"endTime":908.402,"body":"like 19, 20 years old, doing all this"},{"speaker":"brian","startTime":908.402,"endTime":914.942,"body":"flipping and wholesaling and to go from"},{"speaker":"brian","startTime":908.402,"endTime":914.942,"body":"that and to have all these realizations."},{"speaker":"brian","startTime":915.842,"endTime":921.032,"body":"And have the conversation about changing"},{"speaker":"brian","startTime":915.842,"endTime":921.032,"body":"it from a MI sport to a we sport that"},{"speaker":"brian","startTime":921.032,"endTime":927.392,"body":"soon, that is a shining endorsement"},{"speaker":"brian","startTime":921.032,"endTime":927.392,"body":"for the power, like truly for the power"},{"speaker":"brian","startTime":927.392,"endTime":929.042,"body":"of mastermind and mentorship, right?"},{"speaker":"brian","startTime":929.042,"endTime":932.372,"body":"Because you saw it in GoBundance"},{"speaker":"brian","startTime":929.042,"endTime":932.372,"body":"and you saw it with the people"},{"speaker":"brian","startTime":932.372,"endTime":933.062,"body":"that were looking at it."},{"speaker":"brian","startTime":933.062,"endTime":935.612,"body":"And I know that they preach it from"},{"speaker":"brian","startTime":933.062,"endTime":935.612,"body":"the mountaintops and you are able"},{"speaker":"brian","startTime":935.612,"endTime":940.522,"body":"to implement because what you and"},{"speaker":"brian","startTime":935.612,"endTime":940.522,"body":"I have that somebody that's 50, 60,"},{"speaker":"brian","startTime":940.522,"endTime":943.532,"body":"70, that may be worth hundreds and"},{"speaker":"brian","startTime":940.522,"endTime":943.532,"body":"hundreds of millions of dollars."},{"speaker":"brian","startTime":943.532,"endTime":944.152,"body":"We have time."},{"speaker":"brian","startTime":945.587,"endTime":948.557,"body":"And so now it's an"},{"speaker":"brian","startTime":945.587,"endTime":948.557,"body":"exponential return game."},{"speaker":"brian","startTime":948.557,"endTime":953.277,"body":"It's an massively infinite return because"},{"speaker":"brian","startTime":948.557,"endTime":953.277,"body":"we have  such a large time horizon."},{"speaker":"brian","startTime":953.937,"endTime":958.197,"body":"I want to tell a story real quick before"},{"speaker":"brian","startTime":953.937,"endTime":958.197,"body":"we get into the rest of your trajectory"},{"speaker":"brian","startTime":958.197,"endTime":962.577,"body":"here, because now you're doing some really"},{"speaker":"brian","startTime":958.197,"endTime":962.577,"body":"cool things in the AI game, and you're"},{"speaker":"brian","startTime":962.577,"endTime":966.017,"body":"taking all the principles that you have"},{"speaker":"brian","startTime":962.577,"endTime":966.017,"body":"already, and then you're going to scale"},{"speaker":"brian","startTime":966.017,"endTime":969.047,"body":"them again, exponentially you and I."},{"speaker":"brian","startTime":969.077,"endTime":970.217,"body":"When we, when I met with."},{"speaker":"brian","startTime":970.982,"endTime":971.732,"body":"We were"},{"speaker":"will","startTime":972.002,"endTime":972.632,"body":"golfing."},{"speaker":"will","startTime":975.902,"endTime":976.982,"body":"This isn't gonna go well."},{"speaker":"will","startTime":977.252,"endTime":978.032,"body":"Yes it is."},{"speaker":"will","startTime":978.062,"endTime":978.392,"body":"We were"},{"speaker":"brian","startTime":978.392,"endTime":982.062,"body":"golfing and  here's the"},{"speaker":"brian","startTime":978.392,"endTime":982.062,"body":"skill you have that I noticed."},{"speaker":"brian","startTime":982.062,"endTime":983.772,"body":"And it's in this story of golf."},{"speaker":"brian","startTime":984.222,"endTime":987.942,"body":"We all pull up to golf and it's"},{"speaker":"brian","startTime":984.222,"endTime":987.942,"body":"me and a couple of other guys and"},{"speaker":"brian","startTime":987.942,"endTime":989.892,"body":"Phil that we'll just talk about it."},{"speaker":"brian","startTime":989.892,"endTime":992.892,"body":"And then we'll, we all pull up"},{"speaker":"brian","startTime":989.892,"endTime":992.892,"body":"and there's a bunch of other guys"},{"speaker":"brian","startTime":992.892,"endTime":993.972,"body":"with a hundred million dollars."},{"speaker":"brian","startTime":993.972,"endTime":997.992,"body":"David Osborne, all those gases, it's"},{"speaker":"brian","startTime":993.972,"endTime":997.992,"body":"a big deal to golf and I'm pumped."},{"speaker":"brian","startTime":997.992,"endTime":1001.202,"body":"And this is my first time going to"},{"speaker":"brian","startTime":997.992,"endTime":1001.202,"body":"go abundance and then will pulls"},{"speaker":"brian","startTime":1001.202,"endTime":1003.542,"body":"up and he's like, all right, guys,"},{"speaker":"brian","startTime":1001.202,"endTime":1003.542,"body":"I've never swung a golf club."},{"speaker":"brian","startTime":1003.542,"endTime":1003.962,"body":"Let's do this."},{"speaker":"brian","startTime":1006.217,"endTime":1006.487,"body":"And"},{"speaker":"brian","startTime":1006.697,"endTime":1008.407,"body":"we all collectively"},{"speaker":"brian","startTime":1006.697,"endTime":1008.407,"body":"look at each other and I was"},{"speaker":"brian","startTime":1008.407,"endTime":1010.187,"body":"like, well, he's punking us."},{"speaker":"brian","startTime":1010.187,"endTime":1011.493,"body":"He's got he knows how to golf."},{"speaker":"brian","startTime":1011.493,"endTime":1013.443,"body":"He's just gonna, all of"},{"speaker":"brian","startTime":1011.493,"endTime":1013.443,"body":"a sudden start golfing."},{"speaker":"brian","startTime":1013.983,"endTime":1018.513,"body":"This man had never swung a golf club"},{"speaker":"brian","startTime":1013.983,"endTime":1018.513,"body":"and had his polo on rental bags."},{"speaker":"brian","startTime":1018.543,"endTime":1021.015,"body":"And he was on the course"},{"speaker":"brian","startTime":1018.543,"endTime":1021.015,"body":"and he's alright, cool."},{"speaker":"brian","startTime":1021.045,"endTime":1022.845,"body":"Teach me how to swing on the course."},{"speaker":"will","startTime":1024.585,"endTime":1025.185,"body":"Yeah."},{"speaker":"brian","startTime":1025.515,"endTime":1026.805,"body":"So that's a skill."},{"speaker":"brian","startTime":1026.805,"endTime":1027.765,"body":"You have a net."},{"speaker":"brian","startTime":1028.66,"endTime":1031.03,"body":"For diving headfirst into action."},{"speaker":"brian","startTime":1031.03,"endTime":1035.05,"body":"You are the personification"},{"speaker":"brian","startTime":1031.03,"endTime":1035.05,"body":"of ready fire aim."},{"speaker":"brian","startTime":1035.77,"endTime":1040.15,"body":"So was that something, is that"},{"speaker":"brian","startTime":1035.77,"endTime":1040.15,"body":"just how you're wired or was this"},{"speaker":"brian","startTime":1040.15,"endTime":1042.01,"body":"something that was learned for you?"},{"speaker":"brian","startTime":1042.01,"endTime":1045.52,"body":"Because this is such a hangup for"},{"speaker":"brian","startTime":1042.01,"endTime":1045.52,"body":"most people get into paralysis"},{"speaker":"brian","startTime":1045.52,"endTime":1046.87,"body":"analysis, but not for you."},{"speaker":"will","startTime":1048.25,"endTime":1048.73,"body":"Yeah."},{"speaker":"will","startTime":1048.769,"endTime":1051.179,"body":"It's interesting to think"},{"speaker":"will","startTime":1048.769,"endTime":1051.179,"body":"about like the relationship"},{"speaker":"will","startTime":1051.209,"endTime":1054.269,"body":"between naivete and fear, right?"},{"speaker":"will","startTime":1054.329,"endTime":1055.169,"body":"Ignorance and."},{"speaker":"will","startTime":1056.294,"endTime":1061.772,"body":"And, an analogy of this is what if I go"},{"speaker":"will","startTime":1056.294,"endTime":1061.772,"body":"out into the ocean, there's one way I"},{"speaker":"will","startTime":1061.772,"endTime":1065.678,"body":"could go about it, which is, frolicking"},{"speaker":"will","startTime":1061.772,"endTime":1065.678,"body":"in the water and the waves and playing"},{"speaker":"will","startTime":1065.678,"endTime":1069.518,"body":"around and being ignorant that who"},{"speaker":"will","startTime":1065.678,"endTime":1069.518,"body":"knows, I might step on something,"},{"speaker":"will","startTime":1069.518,"endTime":1072.668,"body":"or there might be a shark or there"},{"speaker":"will","startTime":1069.518,"endTime":1072.668,"body":"might be something sharp or who knows."},{"speaker":"will","startTime":1072.684,"endTime":1075.135,"body":"The other ways to be fearful"},{"speaker":"will","startTime":1072.684,"endTime":1075.135,"body":"of every single step."},{"speaker":"will","startTime":1075.855,"endTime":1081.375,"body":"And at the end of the day, I always"},{"speaker":"will","startTime":1075.855,"endTime":1081.375,"body":"look at like the actual cost."},{"speaker":"will","startTime":1081.405,"endTime":1083.715,"body":"Is it going to be, is it"},{"speaker":"will","startTime":1081.405,"endTime":1083.715,"body":"going to be an emotional cost?"},{"speaker":"will","startTime":1083.715,"endTime":1085.125,"body":"Are people going to make fun of me?"},{"speaker":"will","startTime":1085.425,"endTime":1086.685,"body":"That doesn't really matter to me."},{"speaker":"will","startTime":1086.729,"endTime":1089.24,"body":"People make in front of me, I"},{"speaker":"will","startTime":1086.729,"endTime":1089.24,"body":"make more fun of myself than"},{"speaker":"will","startTime":1089.24,"endTime":1090.35,"body":"anybody can make fun of me."},{"speaker":"will","startTime":1090.98,"endTime":1095.3,"body":"And so I think there's actually a"},{"speaker":"will","startTime":1090.98,"endTime":1095.3,"body":"correlation between going from real estate"},{"speaker":"will","startTime":1095.3,"endTime":1102.32,"body":"investment to say, Hey, I can start an"},{"speaker":"will","startTime":1095.3,"endTime":1102.32,"body":"AI company to learning golf and yeah."},{"speaker":"will","startTime":1102.37,"endTime":1103.7,"body":"And here's why."},{"speaker":"will","startTime":1104.72,"endTime":1105.14,"body":"Okay."},{"speaker":"will","startTime":1105.14,"endTime":1107.12,"body":"There's people around me"},{"speaker":"will","startTime":1105.14,"endTime":1107.12,"body":"that know how to do it."},{"speaker":"will","startTime":1107.66,"endTime":1109.01,"body":"They're human beings."},{"speaker":"will","startTime":1109.52,"endTime":1110.57,"body":"I'm a human being."},{"speaker":"will","startTime":1111.23,"endTime":1116.36,"body":"I'm sure there's a lot of steps in the"},{"speaker":"will","startTime":1111.23,"endTime":1116.36,"body":"process here, but I also have always"},{"speaker":"will","startTime":1116.36,"endTime":1121.43,"body":"believed that iteration is the best tool"},{"speaker":"will","startTime":1116.36,"endTime":1121.43,"body":"that you have rather than trying to take"},{"speaker":"will","startTime":1121.43,"endTime":1123.32,"body":"this perfect swing of the baseball bat."},{"speaker":"will","startTime":1123.65,"endTime":1127.48,"body":"How can I structure it such that I"},{"speaker":"will","startTime":1123.65,"endTime":1127.48,"body":"can set myself up in environment to"},{"speaker":"will","startTime":1127.52,"endTime":1129.7,"body":"a hundred swings and improve 1% each."},{"speaker":"will","startTime":1130.58,"endTime":1134.66,"body":"And that's really the approach that"},{"speaker":"will","startTime":1130.58,"endTime":1134.66,"body":"I take to anything that I do now."},{"speaker":"will","startTime":1134.87,"endTime":1137.09,"body":"And so I know I call"},{"speaker":"will","startTime":1134.87,"endTime":1137.09,"body":"it the bleeding phase."},{"speaker":"will","startTime":1137.15,"endTime":1140.687,"body":"It's like when you first start,"},{"speaker":"will","startTime":1137.15,"endTime":1140.687,"body":"flossing and your gums are bleeding,"},{"speaker":"will","startTime":1140.687,"endTime":1142.367,"body":"it's like painful building that habit."},{"speaker":"will","startTime":1142.637,"endTime":1145.591,"body":"But once you get used to it,"},{"speaker":"will","startTime":1142.637,"endTime":1145.591,"body":"you your body is adaptive."},{"speaker":"will","startTime":1145.591,"endTime":1147.181,"body":"The mind builds muscle memory."},{"speaker":"will","startTime":1147.181,"endTime":1151.021,"body":"I just started picking up the piano"},{"speaker":"will","startTime":1147.181,"endTime":1151.021,"body":"and it's fascinating to see to me."},{"speaker":"will","startTime":1151.651,"endTime":1152.521,"body":"Manually."},{"speaker":"will","startTime":1152.521,"endTime":1155.112,"body":"I have to do the thing with my"},{"speaker":"will","startTime":1152.521,"endTime":1155.112,"body":"fingers and then naturally I"},{"speaker":"will","startTime":1155.112,"endTime":1156.522,"body":"can just do what my eyes closed."},{"speaker":"will","startTime":1157.062,"endTime":1160.152,"body":"And I think those principles of"},{"speaker":"will","startTime":1157.062,"endTime":1160.152,"body":"understating the super power that exists"},{"speaker":"will","startTime":1160.182,"endTime":1166.332,"body":"inside of our own mind and leveraging the"},{"speaker":"will","startTime":1160.182,"endTime":1166.332,"body":"intelligence of others has put me in a"},{"speaker":"will","startTime":1166.332,"endTime":1169.124,"body":"position and was like what's not possible."},{"speaker":"will","startTime":1169.214,"endTime":1172.574,"body":"The only things that aren't possible are"},{"speaker":"will","startTime":1169.214,"endTime":1172.574,"body":"things that break the laws of physics."},{"speaker":"will","startTime":1172.574,"endTime":1174.344,"body":"And still, those are only laws of physics."},{"speaker":"will","startTime":1174.344,"endTime":1174.724,"body":"As we know."},{"speaker":"will","startTime":1175.874,"endTime":1179.474,"body":"And so I took my arrow and I ended up"},{"speaker":"will","startTime":1175.874,"endTime":1179.474,"body":"pretty high trajectory and said, look,"},{"speaker":"will","startTime":1179.864,"endTime":1184.904,"body":"I don't know exactly how to build an AI,"},{"speaker":"will","startTime":1179.864,"endTime":1184.904,"body":"but I do know that I've had thousands of"},{"speaker":"will","startTime":1184.904,"endTime":1188.324,"body":"conversations with sellers and I could"},{"speaker":"will","startTime":1184.904,"endTime":1188.324,"body":"train another human being to do that."},{"speaker":"will","startTime":1188.444,"endTime":1191.324,"body":"And I heard rumors that there"},{"speaker":"will","startTime":1188.444,"endTime":1191.324,"body":"was technology and chatbots, and"},{"speaker":"will","startTime":1191.324,"endTime":1194.804,"body":"I said, okay, even if it was a"},{"speaker":"will","startTime":1191.324,"endTime":1194.804,"body":"super complex and very fundamental"},{"speaker":"will","startTime":1194.804,"endTime":1196.844,"body":"decision, I could build that out."},{"speaker":"will","startTime":1196.874,"endTime":1198.734,"body":"I could probably learn"},{"speaker":"will","startTime":1196.874,"endTime":1198.734,"body":"to code that myself."},{"speaker":"will","startTime":1199.334,"endTime":1203.743,"body":"And so starting with that, I like more"},{"speaker":"will","startTime":1199.334,"endTime":1203.743,"body":"the why not rather than a, how will I"},{"speaker":"will","startTime":1203.743,"endTime":1210.403,"body":"ever be able to, it's just the mindset"},{"speaker":"will","startTime":1203.743,"endTime":1210.403,"body":"that is the perfect foundation to launch"},{"speaker":"will","startTime":1210.433,"endTime":1214.033,"body":"from, because you're not expecting to see"},{"speaker":"will","startTime":1210.433,"endTime":1214.033,"body":"anything, but you understand, it's just"},{"speaker":"will","startTime":1214.033,"endTime":1217.81,"body":"gonna be a matter of iteration, and that's"},{"speaker":"will","startTime":1214.033,"endTime":1217.81,"body":"probably why I'm drawn to AI itself."},{"speaker":"will","startTime":1218.47,"endTime":1218.615,"body":"And yeah."},{"speaker":"will","startTime":1219.635,"endTime":1220.025,"body":"Absolutely."},{"speaker":"will","startTime":1220.595,"endTime":1220.745,"body":"Yeah,"},{"speaker":"brian","startTime":1221.855,"endTime":1222.815,"body":"absolutely man."},{"speaker":"brian","startTime":1222.845,"endTime":1226.736,"body":"And like I said, it's the perfect"},{"speaker":"brian","startTime":1222.845,"endTime":1226.736,"body":"personification because you're a"},{"speaker":"brian","startTime":1226.736,"endTime":1230.096,"body":"standard operating procedure in"},{"speaker":"brian","startTime":1226.736,"endTime":1230.096,"body":"and of yourself because I remember"},{"speaker":"brian","startTime":1230.096,"endTime":1231.286,"body":"when you were doing it, you."},{"speaker":"brian","startTime":1231.996,"endTime":1233.166,"body":". I'm a decent golfer."},{"speaker":"brian","startTime":1233.226,"endTime":1236.226,"body":"And I was getting pissed"},{"speaker":"brian","startTime":1233.226,"endTime":1236.226,"body":"off while we were golfing."},{"speaker":"brian","startTime":1236.406,"endTime":1237.936,"body":"Phil's a decent golfer."},{"speaker":"brian","startTime":1237.966,"endTime":1240.276,"body":"He snapped his nine iron over his name."},{"speaker":"brian","startTime":1241.956,"endTime":1243.136,"body":"And then we're all golfers."},{"speaker":"brian","startTime":1243.136,"endTime":1243.946,"body":"We know how to do it."},{"speaker":"brian","startTime":1243.946,"endTime":1246.706,"body":"And wills was just"},{"speaker":"brian","startTime":1243.946,"endTime":1246.706,"body":"smiling the entire time."},{"speaker":"brian","startTime":1246.706,"endTime":1248.356,"body":"It was like, oh, this is fun, guys."},{"speaker":"brian","startTime":1248.356,"endTime":1249.106,"body":"This is fun."},{"speaker":"brian","startTime":1250.456,"endTime":1254.206,"body":"This guy gets it like this guy"},{"speaker":"brian","startTime":1250.456,"endTime":1254.206,"body":"gets, and that's such a rare skill."},{"speaker":"brian","startTime":1254.206,"endTime":1255.736,"body":"And now we're able to transfer that."},{"speaker":"brian","startTime":1255.736,"endTime":1258.392,"body":"And I think that's just a"},{"speaker":"brian","startTime":1255.736,"endTime":1258.392,"body":"really good summary thing."},{"speaker":"brian","startTime":1258.422,"endTime":1263.912,"body":"That is your Mo think that's your"},{"speaker":"brian","startTime":1258.422,"endTime":1263.912,"body":"operating system that allows you to"},{"speaker":"brian","startTime":1263.912,"endTime":1265.862,"body":"pivot and succeed in everything you do."},{"speaker":"brian","startTime":1265.862,"endTime":1269.072,"body":"You just really truly fall in love"},{"speaker":"brian","startTime":1265.862,"endTime":1269.072,"body":"with the process and the iteration."},{"speaker":"brian","startTime":1269.642,"endTime":1274.114,"body":"So it's been really cool to watch, and"},{"speaker":"brian","startTime":1269.642,"endTime":1274.114,"body":"I know that  fast forward 20 years."},{"speaker":"brian","startTime":1275.014,"endTime":1276.934,"body":"I can't wait to visit"},{"speaker":"brian","startTime":1275.014,"endTime":1276.934,"body":"whatever country you are."},{"speaker":"will","startTime":1280.129,"endTime":1280.879,"body":"That's hilarious."},{"speaker":"will","startTime":1281.269,"endTime":1284.599,"body":"No, all the countries already claimed"},{"speaker":"will","startTime":1281.269,"endTime":1284.599,"body":"that would be a human rights violation."},{"speaker":"will","startTime":1284.677,"endTime":1288.347,"body":"I just, I build the robots to make it that"},{"speaker":"will","startTime":1284.677,"endTime":1288.347,"body":"could've been make the cost of living."},{"speaker":"will","startTime":1289.352,"endTime":1292.022,"body":"To have actually people get paid"},{"speaker":"will","startTime":1289.352,"endTime":1292.022,"body":"just to live there and do nothing."},{"speaker":"will","startTime":1292.322,"endTime":1293.997,"body":"But yeah, I think there's other worlds."},{"speaker":"will","startTime":1293.997,"endTime":1295.137,"body":"So Titan, right?"},{"speaker":"will","startTime":1295.137,"endTime":1296.577,"body":"Titan Saturn's largest moon."},{"speaker":"will","startTime":1296.577,"endTime":1298.227,"body":"That was my original north star goal."},{"speaker":"will","startTime":1298.236,"endTime":1302.236,"body":"know, It's also what I named my"},{"speaker":"will","startTime":1298.236,"endTime":1302.236,"body":"company, Titan X after stands for"},{"speaker":"will","startTime":1302.236,"endTime":1305.806,"body":"Titan experiences, the world's"},{"speaker":"will","startTime":1302.236,"endTime":1305.806,"body":"smoothest customer experience."},{"speaker":"will","startTime":1306.346,"endTime":1309.594,"body":"And I think to add another, to"},{"speaker":"will","startTime":1306.346,"endTime":1309.594,"body":"keep using the space analogy or"},{"speaker":"will","startTime":1309.594,"endTime":1314.214,"body":"another rocket booster for me to"},{"speaker":"will","startTime":1309.594,"endTime":1314.214,"body":"this mission was the amount of pain."},{"speaker":"will","startTime":1314.979,"endTime":1318.339,"body":"And like emotional suffering that"},{"speaker":"will","startTime":1314.979,"endTime":1318.339,"body":"I felt when I had to wait on hold,"},{"speaker":"will","startTime":1318.339,"endTime":1319.719,"body":"but people in customer service."},{"speaker":"will","startTime":1320.199,"endTime":1323.619,"body":"And I just had the experience that my"},{"speaker":"will","startTime":1320.199,"endTime":1323.619,"body":"time was being completely disrespected."},{"speaker":"will","startTime":1323.619,"endTime":1326.57,"body":"And I was trying to set up"},{"speaker":"will","startTime":1323.619,"endTime":1326.57,"body":"utilities at a property and I"},{"speaker":"will","startTime":1326.57,"endTime":1327.83,"body":"was being treated like, shit."},{"speaker":"will","startTime":1328.19,"endTime":1329.28,"body":"I was like, wait a second."},{"speaker":"will","startTime":1329.31,"endTime":1331.98,"body":"How are we talking about"},{"speaker":"will","startTime":1329.31,"endTime":1331.98,"body":"putting people on Mars?"},{"speaker":"will","startTime":1332.34,"endTime":1334.71,"body":"But we're still having"},{"speaker":"will","startTime":1332.34,"endTime":1334.71,"body":"people wait on hold."},{"speaker":"will","startTime":1335.01,"endTime":1339.771,"body":"And having them go through these terrible"},{"speaker":"will","startTime":1335.01,"endTime":1339.771,"body":"phone trees, what's the disconnect."},{"speaker":"will","startTime":1340.806,"endTime":1345.426,"body":"And so bottom line started to like"},{"speaker":"will","startTime":1340.806,"endTime":1345.426,"body":"actually understand the core technologies,"},{"speaker":"will","startTime":1345.426,"endTime":1348.996,"body":"the existing systems, all the series and"},{"speaker":"will","startTime":1345.426,"endTime":1348.996,"body":"Alexis, why they're not going to solve"},{"speaker":"will","startTime":1348.996,"endTime":1352.506,"body":"that problem and what it's really going"},{"speaker":"will","startTime":1348.996,"endTime":1352.506,"body":"to take to be able to solve that problem."},{"speaker":"will","startTime":1353.196,"endTime":1357.486,"body":"And I was like, if I do nothing else"},{"speaker":"will","startTime":1353.196,"endTime":1357.486,"body":"with my life, if I solve customer"},{"speaker":"will","startTime":1357.486,"endTime":1359.286,"body":"service, I feel like I will have done."},{"speaker":"will","startTime":1360.036,"endTime":1364.326,"body":"I will have fulfilled on my potential"},{"speaker":"will","startTime":1360.036,"endTime":1364.326,"body":"and the world would be a better place"},{"speaker":"will","startTime":1364.386,"endTime":1367.726,"body":"if people do not need to imagine"},{"speaker":"will","startTime":1364.386,"endTime":1367.726,"body":"if like when you talk to a company"},{"speaker":"will","startTime":1367.726,"endTime":1369.333,"body":"that was the highlight of your day."},{"speaker":"will","startTime":1369.393,"endTime":1372.213,"body":"What if that was the place to"},{"speaker":"will","startTime":1369.393,"endTime":1372.213,"body":"feel heard and not heard it?"},{"speaker":"will","startTime":1372.243,"endTime":1376.083,"body":"What if that was place for you to"},{"speaker":"will","startTime":1372.243,"endTime":1376.083,"body":"be valued and actually supported"},{"speaker":"will","startTime":1376.353,"endTime":1377.853,"body":"along your journey in life?"},{"speaker":"will","startTime":1377.883,"endTime":1382.353,"body":"Which is the mission of these companies"},{"speaker":"will","startTime":1377.883,"endTime":1382.353,"body":"just doesn't translate through 17 layers"},{"speaker":"will","startTime":1382.353,"endTime":1387.033,"body":"of call centers, managers, and minimum"},{"speaker":"will","startTime":1382.353,"endTime":1387.033,"body":"wage people at a 40% turnover a year."},{"speaker":"will","startTime":1387.363,"endTime":1388.413,"body":"So the system's broken."},{"speaker":"will","startTime":1388.413,"endTime":1388.473,"body":"Yeah."},{"speaker":"will","startTime":1389.233,"endTime":1391.483,"body":"It's all horses and carriages don't scale."},{"speaker":"will","startTime":1391.483,"endTime":1394.003,"body":"We needed something a"},{"speaker":"will","startTime":1391.483,"endTime":1394.003,"body":"little bit more automatic."},{"speaker":"will","startTime":1394.663,"endTime":1397.843,"body":"And so I got into digging into the"},{"speaker":"will","startTime":1394.663,"endTime":1397.843,"body":"tech and we started to come up with"},{"speaker":"will","startTime":1397.843,"endTime":1401.473,"body":"a thesis about how to build this"},{"speaker":"will","startTime":1397.843,"endTime":1401.473,"body":"technology about how to teach them."},{"speaker":"will","startTime":1401.473,"endTime":1406.003,"body":"They can have really good conversations"},{"speaker":"will","startTime":1401.473,"endTime":1406.003,"body":"and to get into it, like just a"},{"speaker":"will","startTime":1406.003,"endTime":1410.023,"body":"little bit, the way self-driving"},{"speaker":"will","startTime":1406.003,"endTime":1410.023,"body":"works is it looks at a lot of datas"},{"speaker":"will","startTime":1410.023,"endTime":1412.663,"body":"and then it's drawing patterns"},{"speaker":"will","startTime":1410.023,"endTime":1412.663,"body":"between the computer vision."},{"speaker":"will","startTime":1412.663,"endTime":1414.863,"body":"And so being able to recognize"},{"speaker":"will","startTime":1412.663,"endTime":1414.863,"body":"object, and then it's following"},{"speaker":"will","startTime":1414.903,"endTime":1416.353,"body":"logic based on the object."},{"speaker":"will","startTime":1416.353,"endTime":1416.593,"body":"That's."},{"speaker":"will","startTime":1416.679,"endTime":1419.469,"body":"Which is that same thing that we do as"},{"speaker":"will","startTime":1416.679,"endTime":1419.469,"body":"human beings, by the way we go through"},{"speaker":"will","startTime":1419.469,"endTime":1421.059,"body":"the world, we recognize objects."},{"speaker":"will","startTime":1421.059,"endTime":1423.481,"body":"And then we, goes in and say,"},{"speaker":"will","startTime":1421.059,"endTime":1423.481,"body":"okay, we want to eat food."},{"speaker":"will","startTime":1423.481,"endTime":1424.231,"body":"We need to get this."},{"speaker":"will","startTime":1424.231,"endTime":1424.801,"body":"We need, get this."},{"speaker":"will","startTime":1424.801,"endTime":1425.401,"body":"We need to do this."},{"speaker":"will","startTime":1425.401,"endTime":1426.481,"body":"We want to walk somewhere."},{"speaker":"will","startTime":1426.481,"endTime":1428.431,"body":"We get depth perception, all of this."},{"speaker":"will","startTime":1428.761,"endTime":1429.601,"body":"And it's so seamless."},{"speaker":"will","startTime":1429.601,"endTime":1430.701,"body":"We don't even realize we're doing it."},{"speaker":"will","startTime":1430.701,"endTime":1433.351,"body":"It just seems like this is our"},{"speaker":"will","startTime":1430.701,"endTime":1433.351,"body":"reality, but it's a very much patched"},{"speaker":"will","startTime":1433.351,"endTime":1434.641,"body":"together through all our senses."},{"speaker":"will","startTime":1435.391,"endTime":1436.681,"body":"AI doesn't have that senses."},{"speaker":"will","startTime":1436.771,"endTime":1438.617,"body":"So it has to be constructed"},{"speaker":"will","startTime":1436.771,"endTime":1438.617,"body":"from the ground."},{"speaker":"will","startTime":1439.652,"endTime":1442.082,"body":"And so to go back, I was like,"},{"speaker":"will","startTime":1439.652,"endTime":1442.082,"body":"there's no great store of"},{"speaker":"will","startTime":1442.082,"endTime":1443.402,"body":"conversational data on the internet."},{"speaker":"will","startTime":1443.442,"endTime":1444.432,"body":"There's just not there's Reddit."},{"speaker":"will","startTime":1444.435,"endTime":1444.945,"body":"But right."},{"speaker":"will","startTime":1444.945,"endTime":1445.665,"body":"It's not a good store."},{"speaker":"will","startTime":1445.665,"endTime":1447.975,"body":"And anybody who's trying to build"},{"speaker":"will","startTime":1445.665,"endTime":1447.975,"body":"a bot like that has always become"},{"speaker":"will","startTime":1447.975,"endTime":1451.245,"body":"very quickly racist, misogynistic,"},{"speaker":"will","startTime":1447.975,"endTime":1451.245,"body":"and they just shut it down."},{"speaker":"will","startTime":1451.335,"endTime":1452.025,"body":"You can Google it."},{"speaker":"will","startTime":1453.255,"endTime":1455.655,"body":"And so I realized the salute."},{"speaker":"will","startTime":1455.675,"endTime":1457.125,"body":"Yeah, really?"},{"speaker":"will","startTime":1457.125,"endTime":1458.005,"body":"That's the reality."},{"speaker":"will","startTime":1458.325,"endTime":1459.155,"body":"First of all, problems."},{"speaker":"will","startTime":1459.165,"endTime":1459.375,"body":"Yeah."},{"speaker":"will","startTime":1460.035,"endTime":1463.408,"body":"Google racist chatbot Microsoft AI."},{"speaker":"will","startTime":1463.858,"endTime":1465.208,"body":"You'll get a kick out of it, right?"},{"speaker":"will","startTime":1465.208,"endTime":1466.018,"body":"Sorry, Microsoft."},{"speaker":"will","startTime":1466.138,"endTime":1467.098,"body":"They know what they've done."},{"speaker":"will","startTime":1467.107,"endTime":1468.868,"body":"Bottom line though, it's"},{"speaker":"will","startTime":1467.107,"endTime":1468.868,"body":"not the engineer's fault."},{"speaker":"will","startTime":1468.868,"endTime":1470.188,"body":"It's just how it's been constructed."},{"speaker":"will","startTime":1470.308,"endTime":1473.188,"body":"And so I don't come from a"},{"speaker":"will","startTime":1470.308,"endTime":1473.188,"body":"computer science background."},{"speaker":"will","startTime":1473.218,"endTime":1474.388,"body":"I don't come from a coding."},{"speaker":"will","startTime":1475.258,"endTime":1478.408,"body":"I come from a talking to people"},{"speaker":"will","startTime":1475.258,"endTime":1478.408,"body":"to get sales done background."},{"speaker":"will","startTime":1478.438,"endTime":1482.098,"body":"I come from a building rapport,"},{"speaker":"will","startTime":1478.438,"endTime":1482.098,"body":"gathering information, answering"},{"speaker":"will","startTime":1482.098,"endTime":1483.508,"body":"questions, handling objections."},{"speaker":"will","startTime":1484.048,"endTime":1485.398,"body":"I said, wait a second."},{"speaker":"will","startTime":1485.398,"endTime":1488.488,"body":"This isn't that what a conversation"},{"speaker":"will","startTime":1485.398,"endTime":1488.488,"body":"is, there's two parties."},{"speaker":"will","startTime":1488.998,"endTime":1492.148,"body":"There's maybe one person has one goal"},{"speaker":"will","startTime":1488.998,"endTime":1492.148,"body":"and the other person has the other goal."},{"speaker":"will","startTime":1492.778,"endTime":1495.628,"body":"And then it's a negotiation to be"},{"speaker":"will","startTime":1492.778,"endTime":1495.628,"body":"able to have both of their goals met."},{"speaker":"will","startTime":1495.712,"endTime":1498.292,"body":"Isn't that more or less what a"},{"speaker":"will","startTime":1495.712,"endTime":1498.292,"body":"conversation is, and that there's"},{"speaker":"will","startTime":1498.292,"endTime":1500.632,"body":"some steps along the way, and then"},{"speaker":"will","startTime":1498.292,"endTime":1500.632,"body":"some questions and there's some"},{"speaker":"will","startTime":1500.782,"endTime":1501.742,"body":"different ways you have to handle."},{"speaker":"will","startTime":1502.552,"endTime":1503.183,"body":"It's okay."},{"speaker":"will","startTime":1503.693,"endTime":1508.403,"body":"What if we were to build something in"},{"speaker":"will","startTime":1503.693,"endTime":1508.403,"body":"cases where there's a lot of the same"},{"speaker":"will","startTime":1508.403,"endTime":1512.603,"body":"conversation happening, we would be"},{"speaker":"will","startTime":1508.403,"endTime":1512.603,"body":"able to improve and get exponentially"},{"speaker":"will","startTime":1512.603,"endTime":1515.903,"body":"smarter with each conversation until"},{"speaker":"will","startTime":1512.603,"endTime":1515.903,"body":"the point where we have mastered"},{"speaker":"will","startTime":1515.903,"endTime":1520.853,"body":"that specific type of conversation"},{"speaker":"will","startTime":1515.903,"endTime":1520.853,"body":"at such a low cost per conversation,"},{"speaker":"will","startTime":1520.853,"endTime":1524.513,"body":"because it's just ones and zeros and"},{"speaker":"will","startTime":1520.853,"endTime":1524.513,"body":"electricity deployed to the wires, that"},{"speaker":"will","startTime":1524.513,"endTime":1529.493,"body":"it will no longer make sense for human"},{"speaker":"will","startTime":1524.513,"endTime":1529.493,"body":"beings to hire human beings in that."},{"speaker":"will","startTime":1530.633,"endTime":1535.27,"body":"And so where we are starting to"},{"speaker":"will","startTime":1530.633,"endTime":1535.27,"body":"bring it, nearly full circle is in"},{"speaker":"will","startTime":1535.27,"endTime":1536.98,"body":"the real estate investment space."},{"speaker":"will","startTime":1537.01,"endTime":1541.24,"body":"The problem that I hit a wall when I was"},{"speaker":"will","startTime":1537.01,"endTime":1541.24,"body":"trying to scale was that I faced this"},{"speaker":"will","startTime":1541.24,"endTime":1545.11,"body":"diminishing marginal return with every"},{"speaker":"will","startTime":1541.24,"endTime":1545.11,"body":"single dollar I spent on marketing."},{"speaker":"will","startTime":1545.92,"endTime":1548.53,"body":"And here's why we only have"},{"speaker":"will","startTime":1545.92,"endTime":1548.53,"body":"so much time in the day."},{"speaker":"will","startTime":1549.4,"endTime":1551.476,"body":"And I had a team of three"},{"speaker":"will","startTime":1549.4,"endTime":1551.476,"body":"acquisition managers."},{"speaker":"will","startTime":1552.016,"endTime":1558.916,"body":"And when 10 leads come in every day, which"},{"speaker":"will","startTime":1552.016,"endTime":1558.916,"body":"costs you $2,000 to generate those leads."},{"speaker":"will","startTime":1559.801,"endTime":1562.621,"body":"And all they say his"},{"speaker":"will","startTime":1559.801,"endTime":1562.621,"body":"name, number, and address."},{"speaker":"will","startTime":1563.071,"endTime":1565.351,"body":"How do you know which ones are"},{"speaker":"will","startTime":1563.071,"endTime":1565.351,"body":"worth following up with first?"},{"speaker":"will","startTime":1565.801,"endTime":1566.941,"body":"How would you figure it out?"},{"speaker":"will","startTime":1567.331,"endTime":1568.081,"body":"A ranking system?"},{"speaker":"will","startTime":1568.081,"endTime":1568.351,"body":"Yeah."},{"speaker":"will","startTime":1569.281,"endTime":1569.581,"body":"Perfect."},{"speaker":"will","startTime":1569.581,"endTime":1570.541,"body":"But how would you rank them?"},{"speaker":"brian","startTime":1571.851,"endTime":1572.331,"body":"Exactly."},{"speaker":"brian","startTime":1572.331,"endTime":1575.521,"body":"You wouldn't be able to  that's what"},{"speaker":"brian","startTime":1572.331,"endTime":1575.521,"body":"it's lacking is being able to have"},{"speaker":"brian","startTime":1575.521,"endTime":1576.871,"body":"any differentiators and ranking."},{"speaker":"will","startTime":1577.621,"endTime":1577.861,"body":"Yeah."},{"speaker":"will","startTime":1577.861,"endTime":1580.351,"body":"So the acquisition manager has to call."},{"speaker":"will","startTime":1580.427,"endTime":1583.507,"body":"Four to five to six times to"},{"speaker":"will","startTime":1580.427,"endTime":1583.507,"body":"get them back on the phone."},{"speaker":"will","startTime":1583.537,"endTime":1587.527,"body":"Even if they just respond to people"},{"speaker":"will","startTime":1583.537,"endTime":1587.527,"body":"are notoriously difficult to get"},{"speaker":"will","startTime":1587.527,"endTime":1590.257,"body":"ahold of these days and they have"},{"speaker":"will","startTime":1587.527,"endTime":1590.257,"body":"spam blockers and block your call"},{"speaker":"will","startTime":1590.257,"endTime":1592.807,"body":"if you're not in the favorites and"},{"speaker":"will","startTime":1590.257,"endTime":1592.807,"body":"that's going to continue to get worse."},{"speaker":"will","startTime":1593.467,"endTime":1595.607,"body":"And I said, oh my gosh, this is awful."},{"speaker":"will","startTime":1595.658,"endTime":1601.328,"body":"We are spending so much time chasing"},{"speaker":"will","startTime":1595.658,"endTime":1601.328,"body":"after people trying to get them"},{"speaker":"will","startTime":1601.328,"endTime":1604.678,"body":"on the phone, but are actually"},{"speaker":"will","startTime":1601.328,"endTime":1604.678,"body":"never interested in selling."},{"speaker":"will","startTime":1605.618,"endTime":1609.428,"body":"What if we just didn't spend those time"},{"speaker":"will","startTime":1605.618,"endTime":1609.428,"body":"with people and we just spend more time"},{"speaker":"will","startTime":1609.428,"endTime":1614.438,"body":"with the people that were worth selling,"},{"speaker":"will","startTime":1609.428,"endTime":1614.438,"body":"same amount of leads, more deals closed"},{"speaker":"will","startTime":1614.468,"endTime":1617.732,"body":"because who's actually worth following up"},{"speaker":"will","startTime":1614.468,"endTime":1617.732,"body":"with, and this isn't just in real estate,"},{"speaker":"will","startTime":1617.732,"endTime":1620.972,"body":"this applies to all industries, sales."},{"speaker":"will","startTime":1621.902,"endTime":1622.112,"body":"Yeah."},{"speaker":"will","startTime":1622.122,"endTime":1622.592,"body":"Sales."},{"speaker":"will","startTime":1623.042,"endTime":1624.342,"body":"And so here's the issue."},{"speaker":"will","startTime":1624.342,"endTime":1627.136,"body":"A lot of real semesters we'll"},{"speaker":"will","startTime":1624.342,"endTime":1627.136,"body":"drive traffic to a website."},{"speaker":"will","startTime":1627.406,"endTime":1630.802,"body":"And so we'll say, Hey, get putting your"},{"speaker":"will","startTime":1627.406,"endTime":1630.802,"body":"address, your phone number and your name"},{"speaker":"will","startTime":1631.402,"endTime":1633.232,"body":"and your email or whatever to get a."},{"speaker":"will","startTime":1634.507,"endTime":1637.777,"body":"You click get an offer and then"},{"speaker":"will","startTime":1634.507,"endTime":1637.777,"body":"it takes you to a second page"},{"speaker":"will","startTime":1637.777,"endTime":1639.817,"body":"where it says, now tell you,"},{"speaker":"will","startTime":1637.777,"endTime":1639.817,"body":"tell us more about your property."},{"speaker":"will","startTime":1640.187,"endTime":1642.037,"body":"I'm like, no, I just clicked"},{"speaker":"will","startTime":1640.187,"endTime":1642.037,"body":"a button to get my offer."},{"speaker":"will","startTime":1642.487,"endTime":1643.297,"body":"Where's my offer."},{"speaker":"will","startTime":1643.297,"endTime":1643.987,"body":"And they drop off."},{"speaker":"will","startTime":1644.407,"endTime":1648.247,"body":"And so it's creating all these leads"},{"speaker":"will","startTime":1644.407,"endTime":1648.247,"body":"where basically you can't have a huge"},{"speaker":"will","startTime":1648.247,"endTime":1650.887,"body":"form for people to fill out because"},{"speaker":"will","startTime":1648.247,"endTime":1650.887,"body":"they're just not going to fill it out."},{"speaker":"will","startTime":1650.887,"endTime":1651.577,"body":"They're going to go to the next."},{"speaker":"will","startTime":1652.762,"endTime":1657.532,"body":"And the other thing is a form is a"},{"speaker":"will","startTime":1652.762,"endTime":1657.532,"body":"one-sided conversation that does not"},{"speaker":"will","startTime":1657.532,"endTime":1659.512,"body":"provide the person filling out that form."},{"speaker":"will","startTime":1659.572,"endTime":1662.632,"body":"Any immediate value, think"},{"speaker":"will","startTime":1659.572,"endTime":1662.632,"body":"of like a support ticket."},{"speaker":"will","startTime":1662.902,"endTime":1665.452,"body":"If you fill out a form because you're"},{"speaker":"will","startTime":1662.902,"endTime":1665.452,"body":"using some service and you fill"},{"speaker":"will","startTime":1665.452,"endTime":1666.545,"body":"out, Hey, I need help with this."},{"speaker":"will","startTime":1666.935,"endTime":1669.335,"body":"You're not getting immediate"},{"speaker":"will","startTime":1666.935,"endTime":1669.335,"body":"value for putting the energy"},{"speaker":"will","startTime":1669.335,"endTime":1670.115,"body":"and time into doing that."},{"speaker":"will","startTime":1670.475,"endTime":1673.175,"body":"You're getting perceived future"},{"speaker":"will","startTime":1670.475,"endTime":1673.175,"body":"value that they're going to"},{"speaker":"will","startTime":1673.175,"endTime":1674.045,"body":"get back to you to resolve."},{"speaker":"will","startTime":1674.96,"endTime":1678.83,"body":"Put yourself in the shoes of a motivated"},{"speaker":"will","startTime":1674.96,"endTime":1678.83,"body":"seller, same exact thing happens after"},{"speaker":"will","startTime":1678.83,"endTime":1681.11,"body":"looking at that verse 17 other options."},{"speaker":"will","startTime":1681.77,"endTime":1683.63,"body":"It was an unwinnable game."},{"speaker":"will","startTime":1684.32,"endTime":1688.64,"body":"And so we sorta had to flip the script"},{"speaker":"will","startTime":1684.32,"endTime":1688.64,"body":"and said, okay, well, what happens?"},{"speaker":"will","startTime":1688.67,"endTime":1692.48,"body":"What would happen if we have a"},{"speaker":"will","startTime":1688.67,"endTime":1692.48,"body":"conversation with people, as soon as"},{"speaker":"will","startTime":1692.48,"endTime":1694.43,"body":"they respond, like we instantly replied."},{"speaker":"will","startTime":1695.57,"endTime":1696.53,"body":"What would it take to do that?"},{"speaker":"will","startTime":1696.98,"endTime":1701.27,"body":"And then what if we were to have"},{"speaker":"will","startTime":1696.98,"endTime":1701.27,"body":"a conversation that qualified them"},{"speaker":"will","startTime":1701.36,"endTime":1704.39,"body":"on the motivation, their timeline,"},{"speaker":"will","startTime":1701.36,"endTime":1704.39,"body":"their conditioning price, where in"},{"speaker":"will","startTime":1704.39,"endTime":1707.54,"body":"a way that they actually answered"},{"speaker":"will","startTime":1704.39,"endTime":1707.54,"body":"the questions, because we were"},{"speaker":"will","startTime":1707.54,"endTime":1709.01,"body":"also giving them value in that."},{"speaker":"brian","startTime":1712.13,"endTime":1712.37,"body":"Yeah."},{"speaker":"brian","startTime":1712.37,"endTime":1713.39,"body":"And there's an exchange."},{"speaker":"will","startTime":1713.45,"endTime":1714.98,"body":"Yeah, exactly."},{"speaker":"will","startTime":1715.16,"endTime":1716.45,"body":"So they're willing, right?"},{"speaker":"will","startTime":1716.48,"endTime":1717.56,"body":"There's not an entitlement."},{"speaker":"will","startTime":1717.56,"endTime":1719.793,"body":"There's Hey, we'll give"},{"speaker":"will","startTime":1717.56,"endTime":1719.793,"body":"you this, you give us that."},{"speaker":"will","startTime":1720.153,"endTime":1724.443,"body":"And what I found through my experience"},{"speaker":"will","startTime":1720.153,"endTime":1724.443,"body":"is that what is it valuable to sellers"},{"speaker":"will","startTime":1724.533,"endTime":1727.983,"body":"is information is getting their questions"},{"speaker":"will","startTime":1724.533,"endTime":1727.983,"body":"answered is a learning more about the"},{"speaker":"will","startTime":1727.983,"endTime":1729.323,"body":"process, because most people that."},{"speaker":"will","startTime":1730.413,"endTime":1732.393,"body":"In the cash offer, motivated seller world."},{"speaker":"will","startTime":1732.723,"endTime":1737.463,"body":"There's some level of uncertainty in their"},{"speaker":"will","startTime":1732.723,"endTime":1737.463,"body":"life that they're starting to understand."},{"speaker":"will","startTime":1737.463,"endTime":1740.403,"body":"Maybe that's an upcoming"},{"speaker":"will","startTime":1737.463,"endTime":1740.403,"body":"inheritance or a tenant that's"},{"speaker":"will","startTime":1740.403,"endTime":1742.323,"body":"causing problems or whatever."},{"speaker":"will","startTime":1742.653,"endTime":1745.563,"body":"And they're trying to reach out and"},{"speaker":"will","startTime":1742.653,"endTime":1745.563,"body":"figure out what their options are before"},{"speaker":"will","startTime":1745.563,"endTime":1747.273,"body":"that uncertainty turns to certainty."},{"speaker":"will","startTime":1747.963,"endTime":1749.013,"body":"Most people don't get that."},{"speaker":"will","startTime":1749.823,"endTime":1752.863,"body":"Most people think people will only"},{"speaker":"will","startTime":1749.823,"endTime":1752.863,"body":"respond when their, their house is"},{"speaker":"will","startTime":1752.863,"endTime":1753.883,"body":"on fire and they need somebody to."},{"speaker":"will","startTime":1754.738,"endTime":1758.668,"body":"But how I did over a million dollars"},{"speaker":"will","startTime":1754.738,"endTime":1758.668,"body":"in that first year and a half was"},{"speaker":"will","startTime":1758.668,"endTime":1760.138,"body":"that I focused on the followup."},{"speaker":"will","startTime":1760.288,"endTime":1762.118,"body":"80% of my deals came for followup."},{"speaker":"will","startTime":1762.508,"endTime":1765.928,"body":"And that's because one, our initial 80%."},{"speaker":"will","startTime":1766.228,"endTime":1766.618,"body":"Yes."},{"speaker":"will","startTime":1768.508,"endTime":1770.368,"body":"Most people do not follow up."},{"speaker":"will","startTime":1770.728,"endTime":1772.978,"body":"And so they're completely"},{"speaker":"will","startTime":1770.728,"endTime":1772.978,"body":"missing out on everyone."},{"speaker":"will","startTime":1772.978,"endTime":1777.908,"body":"Who's a legitimate seller, but that is not"},{"speaker":"will","startTime":1772.978,"endTime":1777.908,"body":"going to that's only ready in a couple of"},{"speaker":"will","startTime":1777.908,"endTime":1779.438,"body":"months, but they're still super motivated."},{"speaker":"will","startTime":1779.476,"endTime":1781.996,"body":"And so they go for the low hanging"},{"speaker":"will","startTime":1779.476,"endTime":1781.996,"body":"fruit that everyone else is going for."},{"speaker":"will","startTime":1782.236,"endTime":1784.696,"body":"But the people that build the"},{"speaker":"will","startTime":1782.236,"endTime":1784.696,"body":"relationships over time, when that"},{"speaker":"will","startTime":1784.696,"endTime":1787.126,"body":"person three months later is actually"},{"speaker":"will","startTime":1784.696,"endTime":1787.126,"body":"ready to sell, who are they going to go?"},{"speaker":"will","startTime":1788.326,"endTime":1788.986,"body":"It's going to go to the"},{"speaker":"brian","startTime":1788.986,"endTime":1790.006,"body":"person that, yeah."},{"speaker":"brian","startTime":1790.006,"endTime":1792.346,"body":"That either the one that they"},{"speaker":"brian","startTime":1790.006,"endTime":1792.346,"body":"had the relationship with or"},{"speaker":"brian","startTime":1792.346,"endTime":1793.756,"body":"the one that they most recently."},{"speaker":"will","startTime":1795.076,"endTime":1795.706,"body":"Exactly."},{"speaker":"will","startTime":1796.066,"endTime":1800.206,"body":"Here's why investors don't do that"},{"speaker":"will","startTime":1796.066,"endTime":1800.206,"body":"because it's a capacity problem."},{"speaker":"will","startTime":1800.446,"endTime":1802.306,"body":"You can only follow up with some people."},{"speaker":"will","startTime":1802.306,"endTime":1805.486,"body":"And again, going back to that, they're"},{"speaker":"will","startTime":1802.306,"endTime":1805.486,"body":"not ranked, they're not prioritized."},{"speaker":"will","startTime":1805.486,"endTime":1806.699,"body":"They have no idea."},{"speaker":"will","startTime":1806.713,"endTime":1809.413,"body":"John, Sally, or Sue, it's going to"},{"speaker":"will","startTime":1806.713,"endTime":1809.413,"body":"be the one we're following up with."},{"speaker":"will","startTime":1810.043,"endTime":1813.133,"body":"They put them on these preset,"},{"speaker":"will","startTime":1810.043,"endTime":1813.133,"body":"automatic drip campaigns that are"},{"speaker":"will","startTime":1813.133,"endTime":1816.523,"body":"so general, they don't work and"},{"speaker":"will","startTime":1813.133,"endTime":1816.523,"body":"they just notify you of a response."},{"speaker":"will","startTime":1816.553,"endTime":1820.063,"body":"And so your conversions go"},{"speaker":"will","startTime":1816.553,"endTime":1820.063,"body":"down the rapport, the trust in"},{"speaker":"will","startTime":1820.063,"endTime":1821.053,"body":"that relationship goes down."},{"speaker":"will","startTime":1822.223,"endTime":1823.003,"body":"So what's this."},{"speaker":"will","startTime":1824.848,"endTime":1829.828,"body":"What we have now tested out"},{"speaker":"will","startTime":1824.848,"endTime":1829.828,"body":"in over 25 markets is using a"},{"speaker":"will","startTime":1829.828,"endTime":1832.378,"body":"traffic generator of direct mail."},{"speaker":"will","startTime":1832.738,"endTime":1836.488,"body":"And I'll speak to that here in a second"},{"speaker":"will","startTime":1832.738,"endTime":1836.488,"body":"as, so why we're using direct mail, but"},{"speaker":"will","startTime":1836.488,"endTime":1840.658,"body":"we have found the best converting piece"},{"speaker":"will","startTime":1836.488,"endTime":1840.658,"body":"of mail, which is called auto pen letters."},{"speaker":"will","startTime":1841.018,"endTime":1844.228,"body":"And we have partner it's a machine that"},{"speaker":"will","startTime":1841.018,"endTime":1844.228,"body":"actually holds a pen in hand, writes it."},{"speaker":"will","startTime":1844.228,"endTime":1845.338,"body":"So it's not a handwritten font."},{"speaker":"will","startTime":1845.338,"endTime":1847.288,"body":"It's an actual handwritten letter."},{"speaker":"will","startTime":1848.443,"endTime":1852.281,"body":"Like here and it actually looks it's"},{"speaker":"will","startTime":1848.443,"endTime":1852.281,"body":"a pen that's written on paper and it's"},{"speaker":"will","startTime":1852.281,"endTime":1857.861,"body":"got a note inside and we say text your"},{"speaker":"will","startTime":1852.281,"endTime":1857.861,"body":"address to this phone number to get an"},{"speaker":"will","startTime":1857.861,"endTime":1862.631,"body":"offer after a couple of lines and really"},{"speaker":"will","startTime":1857.861,"endTime":1862.631,"body":"smart copy that we've AB tested when"},{"speaker":"will","startTime":1862.631,"endTime":1864.161,"body":"sellers text they're understood to that."},{"speaker":"will","startTime":1865.421,"endTime":1867.701,"body":"They're engaging with our AI."},{"speaker":"will","startTime":1867.911,"endTime":1873.371,"body":"That's responding, not in 30 minutes or"},{"speaker":"will","startTime":1867.911,"endTime":1873.371,"body":"six hours, but in three seconds to then"},{"speaker":"will","startTime":1873.371,"endTime":1877.811,"body":"come back, validate their address, using"},{"speaker":"will","startTime":1873.371,"endTime":1877.811,"body":"a Google maps API, to make sure that we"},{"speaker":"will","startTime":1877.811,"endTime":1879.101,"body":"know exactly what they're talking about."},{"speaker":"will","startTime":1879.491,"endTime":1881.722,"body":"And then we go through and"},{"speaker":"will","startTime":1879.491,"endTime":1881.722,"body":"say, great, what's your name?"},{"speaker":"will","startTime":1881.722,"endTime":1883.789,"body":"What's your motivation"},{"speaker":"will","startTime":1881.722,"endTime":1883.789,"body":"timeline condition price."},{"speaker":"will","startTime":1884.149,"endTime":1886.789,"body":"The average conversation"},{"speaker":"will","startTime":1884.149,"endTime":1886.789,"body":"length is three minutes."},{"speaker":"will","startTime":1887.554,"endTime":1891.664,"body":"People don't just stop halfway through"},{"speaker":"will","startTime":1887.554,"endTime":1891.664,"body":"the conversation because it's engaging."},{"speaker":"will","startTime":1891.964,"endTime":1892.834,"body":"It's natural."},{"speaker":"will","startTime":1892.834,"endTime":1894.514,"body":"It's the way that we talk to each other."},{"speaker":"will","startTime":1894.514,"endTime":1897.304,"body":"If you're having a conversation with"},{"speaker":"will","startTime":1894.514,"endTime":1897.304,"body":"me and we're texting back and forth,"},{"speaker":"will","startTime":1897.694,"endTime":1901.144,"body":"and you're seeing that I'm texting"},{"speaker":"will","startTime":1897.694,"endTime":1901.144,"body":"say five seconds, five to seven"},{"speaker":"will","startTime":1901.144,"endTime":1904.384,"body":"seconds later, you're going to stay"},{"speaker":"will","startTime":1901.144,"endTime":1904.384,"body":"engaged in that conversation because"},{"speaker":"will","startTime":1904.384,"endTime":1905.824,"body":"you want to see what I have to say."},{"speaker":"will","startTime":1906.244,"endTime":1908.704,"body":"And the reason you want to see,"},{"speaker":"will","startTime":1906.244,"endTime":1908.704,"body":"what I have to say is because the"},{"speaker":"will","startTime":1908.704,"endTime":1911.664,"body":"contextual frame has been set up."},{"speaker":"will","startTime":1912.814,"endTime":1916.594,"body":"You're not, I'm not, let's say if you're"},{"speaker":"will","startTime":1912.814,"endTime":1916.594,"body":"a potential seller, a lot of people"},{"speaker":"will","startTime":1916.594,"endTime":1919.921,"body":"are doing texting and it's, depending"},{"speaker":"will","startTime":1916.594,"endTime":1919.921,"body":"on the state and how you feel about it"},{"speaker":"will","startTime":1919.921,"endTime":1921.841,"body":"could be a potential TCPA violation."},{"speaker":"will","startTime":1922.471,"endTime":1926.041,"body":"But if I'm texting you saying,"},{"speaker":"will","startTime":1922.471,"endTime":1926.041,"body":"Hey, do you want an offer?"},{"speaker":"will","startTime":1926.251,"endTime":1927.811,"body":"You didn't ask to get that text."},{"speaker":"will","startTime":1927.901,"endTime":1930.511,"body":"You're already put on the"},{"speaker":"will","startTime":1927.901,"endTime":1930.511,"body":"defensive and you already have"},{"speaker":"will","startTime":1930.511,"endTime":1931.831,"body":"the power in the conversation."},{"speaker":"will","startTime":1931.831,"endTime":1932.821,"body":"You have the leverage."},{"speaker":"will","startTime":1933.181,"endTime":1935.161,"body":"You're not going to want to"},{"speaker":"will","startTime":1933.181,"endTime":1935.161,"body":"give me truthful answers."},{"speaker":"will","startTime":1935.191,"endTime":1936.121,"body":"I came to you."},{"speaker":"will","startTime":1936.751,"endTime":1938.341,"body":"We flip that script with."},{"speaker":"will","startTime":1939.076,"endTime":1942.976,"body":"Because when people are coming"},{"speaker":"will","startTime":1939.076,"endTime":1942.976,"body":"in through mail, they're inbound"},{"speaker":"will","startTime":1942.976,"endTime":1944.386,"body":"people, they're already motivated."},{"speaker":"will","startTime":1944.446,"endTime":1945.796,"body":"They're playing along."},{"speaker":"will","startTime":1945.796,"endTime":1946.426,"body":"If you will."},{"speaker":"will","startTime":1947.056,"endTime":1950.056,"body":"And what we're seeing is an"},{"speaker":"will","startTime":1947.056,"endTime":1950.056,"body":"uptick in conversion rates."},{"speaker":"will","startTime":1950.056,"endTime":1953.656,"body":"When you give people the option to text"},{"speaker":"will","startTime":1950.056,"endTime":1953.656,"body":"their offer, text their address for an"},{"speaker":"will","startTime":1953.656,"endTime":1955.966,"body":"offer rather than just calling enough."},{"speaker":"will","startTime":1956.941,"endTime":1960.511,"body":"Number one, because they actually"},{"speaker":"will","startTime":1956.941,"endTime":1960.511,"body":"see that they're gonna be able to"},{"speaker":"will","startTime":1960.511,"endTime":1963.781,"body":"respond on their time and choose the"},{"speaker":"will","startTime":1960.511,"endTime":1963.781,"body":"way that they want to self express."},{"speaker":"will","startTime":1964.141,"endTime":1968.901,"body":"But number two, I guarantee you, if you"},{"speaker":"will","startTime":1964.141,"endTime":1968.901,"body":"Google, sell my house fast, your city"},{"speaker":"will","startTime":1969.081,"endTime":1971.061,"body":"and you call 10 different investors."},{"speaker":"will","startTime":1971.061,"endTime":1974.121,"body":"Like I guarantee half of them"},{"speaker":"will","startTime":1971.061,"endTime":1974.121,"body":"won't even answer the phone."},{"speaker":"will","startTime":1974.481,"endTime":1975.801,"body":"It's a capacity issue."},{"speaker":"will","startTime":1975.801,"endTime":1977.001,"body":"It's a connection issue."},{"speaker":"will","startTime":1977.181,"endTime":1980.181,"body":"Someone's not always there"},{"speaker":"will","startTime":1977.181,"endTime":1980.181,"body":"available, pick up the phone and"},{"speaker":"will","startTime":1980.181,"endTime":1981.471,"body":"the best investors I've ever seen."},{"speaker":"will","startTime":1981.911,"endTime":1987.011,"body":"I don't want to hire or run an entire"},{"speaker":"will","startTime":1981.911,"endTime":1987.011,"body":"call center of virtual assistance because"},{"speaker":"will","startTime":1987.011,"endTime":1989.501,"body":"that's going to hurt their conversion"},{"speaker":"will","startTime":1987.011,"endTime":1989.501,"body":"rates as well, because they can't"},{"speaker":"will","startTime":1989.501,"endTime":1991.391,"body":"control the quality of the conversation."},{"speaker":"will","startTime":1992.051,"endTime":1993.971,"body":"And so what they want"},{"speaker":"will","startTime":1992.051,"endTime":1993.971,"body":"to do is just buy more."},{"speaker":"will","startTime":1995.151,"endTime":2001.151,"body":"And so what we have built is a system"},{"speaker":"will","startTime":1995.151,"endTime":2001.151,"body":"that allows you to set up a creative"},{"speaker":"will","startTime":2001.151,"endTime":2005.441,"body":"marketing number, your local, go"},{"speaker":"will","startTime":2001.151,"endTime":2005.441,"body":"create a campaign or roll out a"},{"speaker":"will","startTime":2005.441,"endTime":2009.041,"body":"mail campaign that uses custom copy,"},{"speaker":"will","startTime":2005.441,"endTime":2009.041,"body":"that we've already predetermined."},{"speaker":"will","startTime":2009.041,"endTime":2010.091,"body":"We handle all of it."},{"speaker":"will","startTime":2010.541,"endTime":2014.591,"body":"And then when those responses come in"},{"speaker":"will","startTime":2010.541,"endTime":2014.591,"body":"and not only are we qualifying them and"},{"speaker":"will","startTime":2014.591,"endTime":2019.541,"body":"then passing them off to you, you're also"},{"speaker":"will","startTime":2014.591,"endTime":2019.541,"body":"getting a lead report, an SMS notification"},{"speaker":"will","startTime":2019.541,"endTime":2022.391,"body":"of a summary of a conversation,"},{"speaker":"will","startTime":2019.541,"endTime":2022.391,"body":"motivation, timeline conditions."},{"speaker":"will","startTime":2023.141,"endTime":2026.621,"body":"And a link to view the transcript three"},{"speaker":"will","startTime":2023.141,"endTime":2026.621,"body":"seconds after that conversation with."},{"speaker":"will","startTime":2027.431,"endTime":2031.541,"body":"And then for the entire campaign,"},{"speaker":"will","startTime":2027.431,"endTime":2031.541,"body":"you can go back and see your KPIs of"},{"speaker":"will","startTime":2031.541,"endTime":2033.581,"body":"how many responses you got per day."},{"speaker":"will","startTime":2033.881,"endTime":2035.051,"body":"How many calls you got?"},{"speaker":"will","startTime":2035.081,"endTime":2037.301,"body":"Cause sometimes people"},{"speaker":"will","startTime":2035.081,"endTime":2037.301,"body":"will still call that 20%."},{"speaker":"will","startTime":2037.571,"endTime":2040.631,"body":"How many leads you got, how many"},{"speaker":"will","startTime":2037.571,"endTime":2040.631,"body":"prospects came through that weren't"},{"speaker":"will","startTime":2040.631,"endTime":2044.141,"body":"fully qualified and you will be"},{"speaker":"will","startTime":2040.631,"endTime":2044.141,"body":"able to see your cost per lead."},{"speaker":"will","startTime":2044.231,"endTime":2049.481,"body":"And now we're adding to your revenue"},{"speaker":"will","startTime":2044.231,"endTime":2049.481,"body":"per lead, per campaign, all the KPIs"},{"speaker":"will","startTime":2049.481,"endTime":2052.571,"body":"being managed just by putting in a"},{"speaker":"will","startTime":2049.481,"endTime":2052.571,"body":"couple pieces of information about what"},{"speaker":"will","startTime":2052.841,"endTime":2054.791,"body":"mail, like how much mail that you sent."},{"speaker":"will","startTime":2055.896,"endTime":2059.016,"body":"And if I know anything about real"},{"speaker":"will","startTime":2055.896,"endTime":2059.016,"body":"estate investors, it's that even the"},{"speaker":"will","startTime":2059.016,"endTime":2063.186,"body":"guys who are doing consistent volume"},{"speaker":"will","startTime":2059.016,"endTime":2063.186,"body":"have no idea what their KPIs are."},{"speaker":"will","startTime":2063.186,"endTime":2066.906,"body":"And they're really just guessing and"},{"speaker":"will","startTime":2063.186,"endTime":2066.906,"body":"relying on luck that something's going"},{"speaker":"will","startTime":2066.906,"endTime":2070.896,"body":"to close and what that causes is like"},{"speaker":"will","startTime":2066.906,"endTime":2070.896,"body":"seemingly high highs, but then very"},{"speaker":"will","startTime":2070.896,"endTime":2074.587,"body":"low lows where they could be looking"},{"speaker":"will","startTime":2070.896,"endTime":2074.587,"body":"at, a pipeline of the next 60 days"},{"speaker":"will","startTime":2074.587,"endTime":2078.217,"body":"of not having any more deals coming"},{"speaker":"will","startTime":2074.587,"endTime":2078.217,"body":"in because they simply have just been"},{"speaker":"will","startTime":2078.217,"endTime":2080.047,"body":"doing sporadic marketing here and there."},{"speaker":"will","startTime":2080.617,"endTime":2084.337,"body":"Whereas investors that know that"},{"speaker":"will","startTime":2080.617,"endTime":2084.337,"body":"are in it for the long haul and want"},{"speaker":"will","startTime":2084.337,"endTime":2088.357,"body":"to consistently acquire off market"},{"speaker":"will","startTime":2084.337,"endTime":2088.357,"body":"properties each month, understand"},{"speaker":"will","startTime":2088.357,"endTime":2090.127,"body":"that you have to plant the seeds."},{"speaker":"will","startTime":2090.127,"endTime":2092.977,"body":"Now you don't have to plant"},{"speaker":"will","startTime":2090.127,"endTime":2092.977,"body":"it in the spring to harvest"},{"speaker":"will","startTime":2092.977,"endTime":2094.447,"body":"in the fall on real estate."},{"speaker":"will","startTime":2094.447,"endTime":2098.317,"body":"It's a slightly smaller timescale, but you"},{"speaker":"will","startTime":2094.447,"endTime":2098.317,"body":"have to be consistently planting seeds."},{"speaker":"will","startTime":2098.767,"endTime":2100.447,"body":"It's just a lot to keep track."},{"speaker":"will","startTime":2101.247,"endTime":2103.917,"body":"And so in addition to these"},{"speaker":"will","startTime":2101.247,"endTime":2103.917,"body":"conversational skills and that"},{"speaker":"will","startTime":2103.917,"endTime":2106.047,"body":"qualification, we embedded all of that."},{"speaker":"will","startTime":2106.047,"endTime":2109.377,"body":"So people can see the performance"},{"speaker":"will","startTime":2106.047,"endTime":2109.377,"body":"of the technology and they can"},{"speaker":"will","startTime":2109.377,"endTime":2112.167,"body":"see exactly down to the cent, what"},{"speaker":"will","startTime":2109.377,"endTime":2112.167,"body":"they're spending and what they're"},{"speaker":"will","startTime":2112.167,"endTime":2113.877,"body":"getting out of every single campaign"},{"speaker":"brian","startTime":2115.717,"endTime":2118.177,"body":"I've got first off."},{"speaker":"brian","startTime":2118.207,"endTime":2118.687,"body":"Wow."},{"speaker":"brian","startTime":2119.077,"endTime":2119.797,"body":"Second off."},{"speaker":"brian","startTime":2120.217,"endTime":2124.511,"body":"And yeah, it just really never stops"},{"speaker":"brian","startTime":2120.217,"endTime":2124.511,"body":"like how you phrase things and how you"},{"speaker":"brian","startTime":2124.511,"endTime":2126.311,"body":"view things and how you solve problems."},{"speaker":"brian","startTime":2126.311,"endTime":2127.181,"body":"Never stop."},{"speaker":"brian","startTime":2128.071,"endTime":2131.931,"body":"Being, like I said, I , alluded to it"},{"speaker":"brian","startTime":2128.071,"endTime":2131.931,"body":"before, but impressive is the word."},{"speaker":"brian","startTime":2131.931,"endTime":2137.764,"body":"An observation I have of a problem that"},{"speaker":"brian","startTime":2131.931,"endTime":2137.764,"body":"you solved, whether it be intentional"},{"speaker":"brian","startTime":2137.914,"endTime":2142.144,"body":"or not, I would probably err, on"},{"speaker":"brian","startTime":2137.914,"endTime":2142.144,"body":"the side knowing you that it was"},{"speaker":"brian","startTime":2142.144,"endTime":2147.806,"body":"intentional, but you went into this"},{"speaker":"brian","startTime":2142.144,"endTime":2147.806,"body":"trying to solve a customer service issue."},{"speaker":"brian","startTime":2148.526,"endTime":2153.926,"body":"And a scale issue and an efficiency"},{"speaker":"brian","startTime":2148.526,"endTime":2153.926,"body":"issue, but then a problem that"},{"speaker":"brian","startTime":2153.926,"endTime":2159.206,"body":"you also seem to have solved is a"},{"speaker":"brian","startTime":2153.926,"endTime":2159.206,"body":"generational communication gap issue."},{"speaker":"brian","startTime":2159.806,"endTime":2166.226,"body":"Because now when you're looking at the"},{"speaker":"brian","startTime":2159.806,"endTime":2166.226,"body":"people that are sellers in this market,"},{"speaker":"brian","startTime":2166.226,"endTime":2169.856,"body":"the people that we're prospecting"},{"speaker":"brian","startTime":2166.226,"endTime":2169.856,"body":"for, they're looking at maybe."},{"speaker":"brian","startTime":2170.681,"endTime":2172.301,"body":"Yeah, I'm sure you have data on this."},{"speaker":"brian","startTime":2172.301,"endTime":2175.481,"body":"Probably like forties"},{"speaker":"brian","startTime":2172.301,"endTime":2175.481,"body":"50, 60, 70 years old."},{"speaker":"will","startTime":2176.931,"endTime":2179.151,"body":"Yeah, because you even have,"},{"speaker":"will","startTime":2176.931,"endTime":2179.151,"body":"the boomers were a little bit"},{"speaker":"will","startTime":2179.151,"endTime":2183.246,"body":"older, but they're usually like, and"},{"speaker":"will","startTime":2179.151,"endTime":2183.246,"body":"being advised by one of their kids,"},{"speaker":"brian","startTime":2183.766,"endTime":2184.256,"body":"kids."},{"speaker":"brian","startTime":2184.476,"endTime":2185.666,"body":"So what you're doing."},{"speaker":"brian","startTime":2187.206,"endTime":2191.466,"body":"W the problem with the regular texts and"},{"speaker":"brian","startTime":2187.206,"endTime":2191.466,"body":"the website and everything is because"},{"speaker":"brian","startTime":2191.466,"endTime":2194.826,"body":"they're not necessarily going to want"},{"speaker":"brian","startTime":2191.466,"endTime":2194.826,"body":"to be engaging with that platform."},{"speaker":"brian","startTime":2194.826,"endTime":2197.826,"body":"And with that communication and"},{"speaker":"brian","startTime":2194.826,"endTime":2197.826,"body":"the people that you're reaching"},{"speaker":"brian","startTime":2198.096,"endTime":2200.616,"body":"for are the ones that did."},{"speaker":"brian","startTime":2201.401,"endTime":2204.941,"body":"And come up, sending letters, receiving"},{"speaker":"brian","startTime":2201.401,"endTime":2204.941,"body":"letters, and now they've got so many"},{"speaker":"brian","startTime":2204.941,"endTime":2208.301,"body":"automated letters that none of us look"},{"speaker":"brian","startTime":2204.941,"endTime":2208.301,"body":"at the letter, unless it's handwritten."},{"speaker":"brian","startTime":2208.391,"endTime":2210.851,"body":"Honestly, I throw away mail all the time."},{"speaker":"brian","startTime":2210.851,"endTime":2213.521,"body":"The only mail that catches my eyes,"},{"speaker":"brian","startTime":2210.851,"endTime":2213.521,"body":"something that's handwritten because"},{"speaker":"brian","startTime":2213.521,"endTime":2216.191,"body":"I'm like, it's either a wedding"},{"speaker":"brian","startTime":2213.521,"endTime":2216.191,"body":"invitation or someone I know personally."},{"speaker":"brian","startTime":2216.581,"endTime":2217.871,"body":"So you crack that code."},{"speaker":"brian","startTime":2218.321,"endTime":2223.211,"body":"And then what you did was you"},{"speaker":"brian","startTime":2218.321,"endTime":2223.211,"body":"married the new generation with the"},{"speaker":"brian","startTime":2223.211,"endTime":2225.101,"body":"old, because now they're opening."},{"speaker":"brian","startTime":2225.896,"endTime":2229.196,"body":"This letter, which is their introduction"},{"speaker":"brian","startTime":2225.896,"endTime":2229.196,"body":"to you in the way that they're"},{"speaker":"brian","startTime":2229.196,"endTime":2232.706,"body":"familiar with and were brought up"},{"speaker":"brian","startTime":2229.196,"endTime":2232.706,"body":"in, and now you're saying, Hey,"},{"speaker":"brian","startTime":2232.706,"endTime":2234.656,"body":"this is something familiar to you."},{"speaker":"brian","startTime":2234.956,"endTime":2237.386,"body":"This is a medium familiar"},{"speaker":"brian","startTime":2234.956,"endTime":2237.386,"body":"to you for communication."},{"speaker":"brian","startTime":2237.776,"endTime":2241.586,"body":"Now, let me bring you in invite"},{"speaker":"brian","startTime":2237.776,"endTime":2241.586,"body":"you to come into my world and text."},{"speaker":"brian","startTime":2242.921,"endTime":2244.481,"body":"And so now you've got people."},{"speaker":"brian","startTime":2244.481,"endTime":2247.04,"body":"Cause I've ran text campaigns"},{"speaker":"brian","startTime":2244.481,"endTime":2247.04,"body":"and done all of that too."},{"speaker":"brian","startTime":2247.04,"endTime":2250.541,"body":"When people get, pissed off because"},{"speaker":"brian","startTime":2247.04,"endTime":2250.541,"body":"they're like, I don't want to text"},{"speaker":"brian","startTime":2250.541,"endTime":2254.711,"body":"nobody and they'll call you, like"},{"speaker":"brian","startTime":2250.541,"endTime":2254.711,"body":"you said 20%, but now this is such"},{"speaker":"brian","startTime":2254.711,"endTime":2256.361,"body":"a cool invitation to be able to."},{"speaker":"brian","startTime":2257.156,"endTime":2260.756,"body":"Both forums and both styles"},{"speaker":"brian","startTime":2257.156,"endTime":2260.756,"body":"of communication married."},{"speaker":"brian","startTime":2261.326,"endTime":2263.726,"body":"And I think that's such a sweet"},{"speaker":"brian","startTime":2261.326,"endTime":2263.726,"body":"spot that you're hitting because"},{"speaker":"brian","startTime":2263.726,"endTime":2268.166,"body":"that's very interesting that this"},{"speaker":"brian","startTime":2263.726,"endTime":2268.166,"body":"AI company is based off of the"},{"speaker":"brian","startTime":2268.166,"endTime":2271.076,"body":"backbone of direct physical mail."},{"speaker":"brian","startTime":2271.736,"endTime":2272.216,"body":"Yeah."},{"speaker":"brian","startTime":2272.286,"endTime":2273.613,"body":"It's a, it's a juicy."},{"speaker":"will","startTime":2275.098,"endTime":2275.938,"body":"It really is."},{"speaker":"will","startTime":2275.938,"endTime":2278.158,"body":"And I was like, oh man, mail is not sexy."},{"speaker":"will","startTime":2278.178,"endTime":2278.465,"body":"All right."},{"speaker":"will","startTime":2278.495,"endTime":2279.695,"body":"Let's make mail sexy again."},{"speaker":"will","startTime":2280.085,"endTime":2284.168,"body":"And here's how you do you find that"},{"speaker":"will","startTime":2280.085,"endTime":2284.168,"body":"you find the highest converting and"},{"speaker":"will","startTime":2284.168,"endTime":2289.808,"body":"then because I'm a tech on a prop"},{"speaker":"will","startTime":2284.168,"endTime":2289.808,"body":"tech investor platform company, I'm"},{"speaker":"will","startTime":2289.808,"endTime":2292.658,"body":"not just one investor sending out a"},{"speaker":"will","startTime":2289.808,"endTime":2292.658,"body":"couple thousand pieces of mail a month."},{"speaker":"will","startTime":2292.742,"endTime":2295.142,"body":"I got dozens of customers."},{"speaker":"will","startTime":2295.17,"endTime":2297.624,"body":"We're shooting for about a"},{"speaker":"will","startTime":2295.17,"endTime":2297.624,"body":"thousand by the end of the year."},{"speaker":"will","startTime":2298.229,"endTime":2301.229,"body":"That's a lot of leverage for me"},{"speaker":"will","startTime":2298.229,"endTime":2301.229,"body":"to go to the mail houses and said,"},{"speaker":"will","startTime":2301.229,"endTime":2302.879,"body":"Hey guys, let's work out a deal."},{"speaker":"will","startTime":2303.149,"endTime":2307.289,"body":"And let's work out a deal such that"},{"speaker":"will","startTime":2303.149,"endTime":2307.289,"body":"we create a bulk discounted price"},{"speaker":"will","startTime":2307.589,"endTime":2310.979,"body":"for anybody who uses my platform, no"},{"speaker":"will","startTime":2307.589,"endTime":2310.979,"body":"matter how much they want to send."},{"speaker":"will","startTime":2311.639,"endTime":2315.623,"body":"And so not only is it, everything that"},{"speaker":"will","startTime":2311.639,"endTime":2315.623,"body":"you said, but you're getting the same"},{"speaker":"will","startTime":2315.623,"endTime":2320.753,"body":"pieces in conjunction with our like"},{"speaker":"will","startTime":2315.623,"endTime":2320.753,"body":"instant qualification and response and a"},{"speaker":"will","startTime":2320.753,"endTime":2324.413,"body":"50% discount than what your competitors"},{"speaker":"will","startTime":2320.753,"endTime":2324.413,"body":"are being able to pay for the same."},{"speaker":"will","startTime":2325.548,"endTime":2329.056,"body":"And so in that way, it's like a notebook."},{"speaker":"will","startTime":2331.111,"endTime":2334.921,"body":"The tech, it will, you don't even"},{"speaker":"will","startTime":2331.111,"endTime":2334.921,"body":"have to use the technology, but"},{"speaker":"will","startTime":2335.141,"endTime":2337.981,"body":"will we make it because I'm not just"},{"speaker":"will","startTime":2335.141,"endTime":2337.981,"body":"trying to ruin the mail industry"},{"speaker":"will","startTime":2337.981,"endTime":2339.151,"body":"and give everybody a discount."},{"speaker":"will","startTime":2339.151,"endTime":2343.111,"body":"But for these specific male partnerships,"},{"speaker":"will","startTime":2339.151,"endTime":2343.111,"body":"a 50% haircut means that if you were"},{"speaker":"will","startTime":2343.111,"endTime":2349.711,"body":"to spend $3,000 before you might have"},{"speaker":"will","startTime":2343.111,"endTime":2349.711,"body":"been able to sent out maybe 1800, 2000"},{"speaker":"will","startTime":2349.711,"endTime":2352.311,"body":"mailers, but now you can send out 3000."},{"speaker":"will","startTime":2352.901,"endTime":2355.151,"body":"And so you're getting"},{"speaker":"will","startTime":2352.901,"endTime":2355.151,"body":"an additional 10 leads."},{"speaker":"will","startTime":2355.181,"endTime":2360.341,"body":"You're two, you're going to be doing more"},{"speaker":"will","startTime":2355.181,"endTime":2360.341,"body":"deals on a same initial dollar output than"},{"speaker":"will","startTime":2360.341,"endTime":2363.941,"body":"your competitors are, which means you're"},{"speaker":"will","startTime":2360.341,"endTime":2363.941,"body":"going to be able to out-market them."},{"speaker":"will","startTime":2364.121,"endTime":2369.371,"body":"And the reason that we did that is"},{"speaker":"will","startTime":2364.121,"endTime":2369.371,"body":"because all of our customers, when"},{"speaker":"will","startTime":2369.371,"endTime":2372.635,"body":"we're onboarding people, we start"},{"speaker":"will","startTime":2369.371,"endTime":2372.635,"body":"them with a trust building campaign,"},{"speaker":"will","startTime":2372.845,"endTime":2375.755,"body":"because it's important for me that"},{"speaker":"will","startTime":2372.845,"endTime":2375.755,"body":"people see this disruptive technology."},{"speaker":"will","startTime":2376.28,"endTime":2378.74,"body":"Prove results for them in their business."},{"speaker":"will","startTime":2378.74,"endTime":2383.219,"body":"So we usually do 3000 mailers, one touch,"},{"speaker":"will","startTime":2378.74,"endTime":2383.219,"body":"one campaign, but I want everyone to come"},{"speaker":"will","startTime":2383.219,"endTime":2387.479,"body":"back and scale because that's what our"},{"speaker":"will","startTime":2383.219,"endTime":2387.479,"body":"technology enables them to do is to scale"},{"speaker":"will","startTime":2387.479,"endTime":2392.489,"body":"the amount of mail they're sending it"},{"speaker":"will","startTime":2387.479,"endTime":2392.489,"body":"out to be able to get more leads inbound."},{"speaker":"will","startTime":2392.519,"endTime":2396.419,"body":"We qualify those leads and now they have"},{"speaker":"will","startTime":2392.519,"endTime":2396.419,"body":"more actual opportunities and they're"},{"speaker":"will","startTime":2396.419,"endTime":2399.149,"body":"spending their time with the people that"},{"speaker":"will","startTime":2396.419,"endTime":2399.149,"body":"are actually on those opportunities."},{"speaker":"will","startTime":2399.569,"endTime":2404.399,"body":"We're building intelligent and dynamic"},{"speaker":"will","startTime":2399.569,"endTime":2404.399,"body":"followup sequences to go and respond."},{"speaker":"will","startTime":2404.482,"endTime":2408.382,"body":"Reply to people and continue to build"},{"speaker":"will","startTime":2404.482,"endTime":2408.382,"body":"that relationship for the investor to"},{"speaker":"will","startTime":2408.382,"endTime":2411.472,"body":"never even know that I know we came in"},{"speaker":"will","startTime":2408.382,"endTime":2411.472,"body":"and they can see in their KPIs, but that"},{"speaker":"will","startTime":2411.472,"endTime":2416.182,"body":"person will only come into their, onto"},{"speaker":"will","startTime":2411.472,"endTime":2416.182,"body":"the desk once they bubbled up to the top."},{"speaker":"will","startTime":2416.242,"endTime":2418.792,"body":"And we've said, Hey, okay, now this"},{"speaker":"will","startTime":2416.242,"endTime":2418.792,"body":"person's motivated a couple of months ago."},{"speaker":"will","startTime":2418.792,"endTime":2420.292,"body":"They weren't here's what's happened."},{"speaker":"will","startTime":2420.322,"endTime":2423.262,"body":"Here's our conversations that we've had"},{"speaker":"will","startTime":2420.322,"endTime":2423.262,"body":"so far and now here's where they're at."},{"speaker":"will","startTime":2423.592,"endTime":2427.882,"body":"And to be able to hire that"},{"speaker":"will","startTime":2423.592,"endTime":2427.882,"body":"at the click of a button would"},{"speaker":"will","startTime":2427.882,"endTime":2429.562,"body":"seem too good to be true."},{"speaker":"will","startTime":2430.337,"endTime":2434.987,"body":"But I can tell you there's two and a half"},{"speaker":"will","startTime":2430.337,"endTime":2434.987,"body":"years of diligent work going through every"},{"speaker":"will","startTime":2434.987,"endTime":2439.067,"body":"single layer and understanding how these"},{"speaker":"will","startTime":2434.987,"endTime":2439.067,"body":"conversations work and the variations of"},{"speaker":"will","startTime":2439.067,"endTime":2443.507,"body":"what people say to be able to construct"},{"speaker":"will","startTime":2439.067,"endTime":2443.507,"body":"the tooling that we need on the back end,"},{"speaker":"will","startTime":2443.507,"endTime":2447.977,"body":"that we now have to be able to build all"},{"speaker":"will","startTime":2443.507,"endTime":2447.977,"body":"these things out and continue to refine"},{"speaker":"will","startTime":2447.977,"endTime":2449.987,"body":"them as we're scaling across the country."},{"speaker":"brian","startTime":2451.817,"endTime":2452.357,"body":"Man."},{"speaker":"brian","startTime":2452.477,"endTime":2452.777,"body":"Okay."},{"speaker":"brian","startTime":2452.777,"endTime":2453.347,"body":"I love this."},{"speaker":"brian","startTime":2453.347,"endTime":2458.327,"body":"I want to go, I really wanted to take"},{"speaker":"brian","startTime":2453.347,"endTime":2458.327,"body":"you into the hiring process and how you"},{"speaker":"brian","startTime":2458.327,"endTime":2462.257,"body":"went about that, but just for simply"},{"speaker":"brian","startTime":2458.327,"endTime":2462.257,"body":"time's sake, because I want to be able"},{"speaker":"brian","startTime":2462.257,"endTime":2463.877,"body":"to condense this less than an hour."},{"speaker":"brian","startTime":2464.747,"endTime":2468.797,"body":"I want to invite you to share"},{"speaker":"brian","startTime":2464.747,"endTime":2468.797,"body":"some of your case study."},{"speaker":"brian","startTime":2469.622,"endTime":2472.742,"body":"That you've had from some of the,"},{"speaker":"brian","startTime":2469.622,"endTime":2472.742,"body":"from some of these trial runs and"},{"speaker":"brian","startTime":2472.742,"endTime":2476.742,"body":"then go into how many more people"},{"speaker":"brian","startTime":2472.742,"endTime":2476.742,"body":"you're taking on as customers right"},{"speaker":"brian","startTime":2476.742,"endTime":2481.332,"body":"now, because I already know that after"},{"speaker":"brian","startTime":2476.742,"endTime":2481.332,"body":"this airs you're going to be flooded."},{"speaker":"brian","startTime":2481.842,"endTime":2486.651,"body":"So let's go ahead and establish,"},{"speaker":"brian","startTime":2481.842,"endTime":2486.651,"body":"what kind of ROI is you're seeing"},{"speaker":"brian","startTime":2486.651,"endTime":2489.471,"body":"here with your campaigns and then how"},{"speaker":"brian","startTime":2486.651,"endTime":2489.471,"body":"many more we're taking on, and then"},{"speaker":"brian","startTime":2489.471,"endTime":2490.731,"body":"what this looks like moving from."},{"speaker":"brian","startTime":2491.841,"endTime":2492.081,"body":"Yeah,"},{"speaker":"will","startTime":2492.111,"endTime":2492.601,"body":"totally."},{"speaker":"will","startTime":2492.671,"endTime":2496.298,"body":"Which is a great point because one of"},{"speaker":"will","startTime":2492.671,"endTime":2496.298,"body":"the things that we are, we have been"},{"speaker":"will","startTime":2496.369,"endTime":2500.242,"body":"we're like being cautionary about"},{"speaker":"will","startTime":2496.369,"endTime":2500.242,"body":"is limiting the amount of people."},{"speaker":"will","startTime":2500.242,"endTime":2504.129,"body":"Because if everybody's using this sort"},{"speaker":"will","startTime":2500.242,"endTime":2504.129,"body":"of supercharged system, it's going to"},{"speaker":"will","startTime":2504.129,"endTime":2505.779,"body":"hurt the people who came on earlier."},{"speaker":"will","startTime":2505.779,"endTime":2508.329,"body":"So we're going to be limiting"},{"speaker":"will","startTime":2505.779,"endTime":2508.329,"body":"on some sort of population cap."},{"speaker":"will","startTime":2508.415,"endTime":2511.205,"body":"For sure, like most of the real"},{"speaker":"will","startTime":2508.415,"endTime":2511.205,"body":"estate investor companies are doing"},{"speaker":"will","startTime":2511.205,"endTime":2514.685,"body":"that are doing something proprietary"},{"speaker":"will","startTime":2511.205,"endTime":2514.685,"body":"because otherwise it will just become"},{"speaker":"will","startTime":2514.685,"endTime":2516.395,"body":"a commodity and become less valuable."},{"speaker":"will","startTime":2516.395,"endTime":2518.194,"body":"And that's not my intention here."},{"speaker":"will","startTime":2518.254,"endTime":2519.154,"body":"That's not what I want to do."},{"speaker":"will","startTime":2519.574,"endTime":2519.794,"body":"Sure."},{"speaker":"will","startTime":2519.835,"endTime":2523.735,"body":"One thing to note here is that"},{"speaker":"will","startTime":2519.835,"endTime":2523.735,"body":"geography has a huge impact in"},{"speaker":"will","startTime":2523.735,"endTime":2527.335,"body":"terms of the ROI and why that is,"},{"speaker":"will","startTime":2523.735,"endTime":2527.335,"body":"is just because of competition."},{"speaker":"will","startTime":2527.335,"endTime":2531.475,"body":"If somebody is getting 20 week, 20"},{"speaker":"will","startTime":2527.335,"endTime":2531.475,"body":"mailers per week versus two mailers per"},{"speaker":"will","startTime":2531.475,"endTime":2536.365,"body":"week, the chance that they're going to"},{"speaker":"will","startTime":2531.475,"endTime":2536.365,"body":"respond to yours is obviously much lower."},{"speaker":"will","startTime":2536.365,"endTime":2539.935,"body":"If they're getting the 20,"},{"speaker":"will","startTime":2536.365,"endTime":2539.935,"body":"that is just simple math."},{"speaker":"will","startTime":2540.265,"endTime":2544.135,"body":"And so the nice thing about that"},{"speaker":"will","startTime":2540.265,"endTime":2544.135,"body":"is if you're wholesaling in those"},{"speaker":"will","startTime":2544.165,"endTime":2548.51,"body":"urban metropolitan markets like"},{"speaker":"will","startTime":2544.165,"endTime":2548.51,"body":"Philly, Pretty much all of Florida,"},{"speaker":"will","startTime":2548.541,"endTime":2552.721,"body":"Dallas, Houston either there's so"},{"speaker":"will","startTime":2548.541,"endTime":2552.721,"body":"many places, Chicago Seattle, Los"},{"speaker":"will","startTime":2552.721,"endTime":2554.311,"body":"Angeles guides, places like that."},{"speaker":"will","startTime":2555.136,"endTime":2558.226,"body":"You are going to have a ton of"},{"speaker":"will","startTime":2555.136,"endTime":2558.226,"body":"buyers for deals that you need"},{"speaker":"will","startTime":2558.226,"endTime":2559.306,"body":"much harder to find inventory."},{"speaker":"will","startTime":2559.336,"endTime":2560.926,"body":"So your cost per lead"},{"speaker":"will","startTime":2559.336,"endTime":2560.926,"body":"is going to be higher."},{"speaker":"will","startTime":2561.676,"endTime":2564.492,"body":"So getting the first one, we"},{"speaker":"will","startTime":2561.676,"endTime":2564.492,"body":"have Philadelphia a guy named"},{"speaker":"will","startTime":2564.492,"endTime":2567.342,"body":"Kelsey and he's done a couple"},{"speaker":"will","startTime":2564.492,"endTime":2567.342,"body":"of different touches with us."},{"speaker":"will","startTime":2567.342,"endTime":2570.582,"body":"And in aggregate, this"},{"speaker":"will","startTime":2567.342,"endTime":2570.582,"body":"campaign was 5,600 mailers."},{"speaker":"will","startTime":2570.882,"endTime":2574.302,"body":"So the total campaign"},{"speaker":"will","startTime":2570.882,"endTime":2574.302,"body":"cost was about $7,900."},{"speaker":"will","startTime":2575.322,"endTime":2579.822,"body":"He generated, we generated 49 leads for"},{"speaker":"will","startTime":2575.322,"endTime":2579.822,"body":"him and he was just wholesaling them."},{"speaker":"will","startTime":2579.852,"endTime":2585.942,"body":"And he did three deals to get to 61,000"},{"speaker":"will","startTime":2579.852,"endTime":2585.942,"body":"in total revenue on that $7,000 spend,"},{"speaker":"will","startTime":2586.212,"endTime":2589.632,"body":"which is about like a 7.6 X campaign ROI."},{"speaker":"will","startTime":2590.262,"endTime":2592.362,"body":"And $161 cost per week."},{"speaker":"will","startTime":2592.632,"endTime":2593.562,"body":"So this is a lot of numbers."},{"speaker":"will","startTime":2593.583,"endTime":2597.336,"body":"But I could probably simplify it, but"},{"speaker":"will","startTime":2593.583,"endTime":2597.336,"body":"these are all super important KPIs."},{"speaker":"will","startTime":2597.366,"endTime":2599.106,"body":"See, what's working, what's not working."},{"speaker":"will","startTime":2599.736,"endTime":2602.916,"body":"And we provide this as well because"},{"speaker":"will","startTime":2599.736,"endTime":2602.916,"body":"some investors will think that they"},{"speaker":"will","startTime":2602.916,"endTime":2604.57,"body":"actually have a lead volume problem."},{"speaker":"will","startTime":2604.57,"endTime":2607.78,"body":"When in fact they actually have a lead"},{"speaker":"will","startTime":2604.57,"endTime":2607.78,"body":"conversion problem, and they're not"},{"speaker":"will","startTime":2607.78,"endTime":2610.54,"body":"spending the time with the types of"},{"speaker":"will","startTime":2607.78,"endTime":2610.54,"body":"leads that they should be when they"},{"speaker":"will","startTime":2610.54,"endTime":2614.23,"body":"don't actually need to generate any more"},{"speaker":"will","startTime":2610.54,"endTime":2614.23,"body":"leads until they have their closing and"},{"speaker":"will","startTime":2614.23,"endTime":2616.0,"body":"negotiating appointments, setting process."},{"speaker":"will","startTime":2616.72,"endTime":2618.46,"body":"So that's why we track"},{"speaker":"will","startTime":2616.72,"endTime":2618.46,"body":"it all at each stage."},{"speaker":"brian","startTime":2618.82,"endTime":2619.33,"body":"Share."},{"speaker":"brian","startTime":2619.54,"endTime":2622.9,"body":"I know that you probably intentionally"},{"speaker":"brian","startTime":2619.54,"endTime":2622.9,"body":"didn't want to share it because"},{"speaker":"brian","startTime":2622.9,"endTime":2626.56,"body":"it's such, hopefully it's not an"},{"speaker":"brian","startTime":2622.9,"endTime":2626.56,"body":"outlier, but share Hayden's data."},{"speaker":"will","startTime":2627.64,"endTime":2628.26,"body":"I know"},{"speaker":"brian","startTime":2628.87,"endTime":2632.51,"body":"I brought him into GoBundance and"},{"speaker":"brian","startTime":2628.87,"endTime":2632.51,"body":"he was very hesitant to join GoBundance."},{"speaker":"brian","startTime":2632.51,"endTime":2635.479,"body":"Hayden, if you're listening to this"},{"speaker":"brian","startTime":2632.51,"endTime":2635.479,"body":"shout out, he said, I don't know about"},{"speaker":"brian","startTime":2635.479,"endTime":2640.549,"body":"GoBundance and he joined and I said, Hey"},{"speaker":"brian","startTime":2635.479,"endTime":2640.549,"body":"man, that 10 grand is coming back to your"},{"speaker":"brian","startTime":2640.549,"endTime":2643.099,"body":"real quick, just one relationship away."},{"speaker":"brian","startTime":2643.429,"endTime":2646.271,"body":"And Well, we'll paid for"},{"speaker":"brian","startTime":2643.429,"endTime":2646.271,"body":"a couple of years ago."},{"speaker":"brian","startTime":2646.271,"endTime":2646.961,"body":"Bundance for him."},{"speaker":"brian","startTime":2646.961,"endTime":2648.581,"body":"So what was Hayden's ROI?"},{"speaker":"will","startTime":2649.241,"endTime":2649.571,"body":"Yeah."},{"speaker":"will","startTime":2649.571,"endTime":2653.501,"body":"So this is hilarious, cause I want"},{"speaker":"will","startTime":2649.571,"endTime":2653.501,"body":"to see if this will be re reproduced."},{"speaker":"will","startTime":2653.596,"endTime":2657.136,"body":"So Hayden, I got on a call with them, I'd"},{"speaker":"will","startTime":2653.596,"endTime":2657.136,"body":"say, all right, let's do three touches,"},{"speaker":"will","startTime":2657.256,"endTime":2660.166,"body":"1500 he's in like rural Tennessee."},{"speaker":"will","startTime":2660.496,"endTime":2665.404,"body":"And so for three touches of 1500,"},{"speaker":"will","startTime":2660.496,"endTime":2665.404,"body":"each one of them costs about 2,400."},{"speaker":"will","startTime":2666.479,"endTime":2668.879,"body":"Total expenses, seven grand all-in."},{"speaker":"will","startTime":2669.149,"endTime":2670.949,"body":"He drops it and he says,"},{"speaker":"will","startTime":2669.149,"endTime":2670.949,"body":"okay, let's do this."},{"speaker":"will","startTime":2671.279,"endTime":2672.689,"body":"We ship them the boxes of mail."},{"speaker":"will","startTime":2673.259,"endTime":2676.319,"body":"He drops like the first couple of boxes"},{"speaker":"will","startTime":2673.259,"endTime":2676.319,"body":"from the first round, we ship them"},{"speaker":"will","startTime":2676.319,"endTime":2679.109,"body":"all three touches on this first touch."},{"speaker":"will","startTime":2679.499,"endTime":2685.349,"body":"He gets 17 leads from 1500"},{"speaker":"will","startTime":2679.499,"endTime":2685.349,"body":"response, which is over like a 1%"},{"speaker":"will","startTime":2685.349,"endTime":2687.119,"body":"response rate, which is insane."},{"speaker":"will","startTime":2687.119,"endTime":2688.739,"body":"I was like, okay, that's good."},{"speaker":"will","startTime":2689.009,"endTime":2692.069,"body":"But I remember I'm coming back from a"},{"speaker":"will","startTime":2689.009,"endTime":2692.069,"body":"trip and I'm going through customs, I'm"},{"speaker":"will","startTime":2692.069,"endTime":2693.629,"body":"texting and say, Hey, how's it going?"},{"speaker":"will","startTime":2693.629,"endTime":2695.279,"body":"Hey, have you dropped"},{"speaker":"will","startTime":2693.629,"endTime":2695.279,"body":"your next run of mail yet?"},{"speaker":"will","startTime":2696.284,"endTime":2699.764,"body":"I've got four of these guys under"},{"speaker":"will","startTime":2696.284,"endTime":2699.764,"body":"contract nine of the leads are"},{"speaker":"will","startTime":2699.764,"endTime":2701.744,"body":"really solid and I'm super swamped."},{"speaker":"will","startTime":2701.744,"endTime":2703.364,"body":"I'm gonna have to hold"},{"speaker":"will","startTime":2701.744,"endTime":2703.364,"body":"off on sending more mail."},{"speaker":"will","startTime":2703.964,"endTime":2705.734,"body":"I was like, well, wait a second."},{"speaker":"will","startTime":2705.884,"endTime":2706.364,"body":"What?"},{"speaker":"will","startTime":2706.394,"endTime":2710.684,"body":"You put four under contract out of nine"},{"speaker":"will","startTime":2706.394,"endTime":2710.684,"body":"deals and now he's flipping, right?"},{"speaker":"will","startTime":2710.684,"endTime":2715.544,"body":"So he's in a more rural market,"},{"speaker":"will","startTime":2710.684,"endTime":2715.544,"body":"but his metrics are $2,400."},{"speaker":"will","startTime":2715.544,"endTime":2719.084,"body":"Spend his total flip revenue is 128,000."},{"speaker":"will","startTime":2719.084,"endTime":2720.314,"body":"His gross profit on."},{"speaker":"will","startTime":2721.519,"endTime":2723.299,"body":"It's a 52 X campaign ROI."},{"speaker":"will","startTime":2723.599,"endTime":2725.849,"body":"He hasn't even sent out"},{"speaker":"will","startTime":2723.599,"endTime":2725.849,"body":"touches two or three."},{"speaker":"will","startTime":2726.149,"endTime":2727.979,"body":"He's going to be able to triple that."},{"speaker":"will","startTime":2728.309,"endTime":2731.454,"body":"But for me, it's a little"},{"speaker":"will","startTime":2728.309,"endTime":2731.454,"body":"annoying and man, this is great."},{"speaker":"will","startTime":2731.517,"endTime":2735.383,"body":"However, I'm only charging 20"},{"speaker":"will","startTime":2731.517,"endTime":2735.383,"body":"bucks per lead that we qualify."},{"speaker":"will","startTime":2735.653,"endTime":2738.953,"body":"So I know he'll be a repeat"},{"speaker":"will","startTime":2735.653,"endTime":2738.953,"body":"customer for life with us."},{"speaker":"will","startTime":2739.028,"endTime":2741.158,"body":"But that's, it was still hilarious."},{"speaker":"will","startTime":2741.308,"endTime":2741.848,"body":"Oh my gosh."},{"speaker":"will","startTime":2742.673,"endTime":2745.823,"body":"You did you, you did three,"},{"speaker":"will","startTime":2742.673,"endTime":2745.823,"body":"you did four contracts."},{"speaker":"will","startTime":2745.853,"endTime":2748.313,"body":"Those three deals that"},{"speaker":"will","startTime":2745.853,"endTime":2748.313,"body":"you make $40,000 per deal."},{"speaker":"will","startTime":2748.673,"endTime":2751.013,"body":"And your cost per deal with 800 bucks."},{"speaker":"will","startTime":2753.583,"endTime":2754.813,"body":"That's insane."},{"speaker":"will","startTime":2755.143,"endTime":2756.493,"body":"So he's doing something right?"},{"speaker":"will","startTime":2756.973,"endTime":2758.023,"body":"So w moving"},{"speaker":"brian","startTime":2758.023,"endTime":2762.514,"body":"forward if people are interested"},{"speaker":"brian","startTime":2758.023,"endTime":2762.514,"body":"in which every person listening to"},{"speaker":"brian","startTime":2762.514,"endTime":2765.274,"body":"this, if they're involved in real"},{"speaker":"brian","startTime":2762.514,"endTime":2765.274,"body":"estate, which is a majority, if"},{"speaker":"brian","startTime":2765.274,"endTime":2768.514,"body":"they're interested and they want to"},{"speaker":"brian","startTime":2765.274,"endTime":2768.514,"body":"reach out, what does this look like?"},{"speaker":"brian","startTime":2768.604,"endTime":2769.864,"body":"How many more are you taking on?"},{"speaker":"brian","startTime":2769.984,"endTime":2771.664,"body":"What does this process look"},{"speaker":"brian","startTime":2769.984,"endTime":2771.664,"body":"like if getting in touch?"},{"speaker":"will","startTime":2773.189,"endTime":2773.519,"body":"Yeah."},{"speaker":"will","startTime":2773.552,"endTime":2777.812,"body":"So the best way is just to go and book"},{"speaker":"will","startTime":2773.552,"endTime":2777.812,"body":"a discovery call just to see if it's a"},{"speaker":"will","startTime":2777.812,"endTime":2780.962,"body":"fit with how you're generating traffic"},{"speaker":"will","startTime":2777.812,"endTime":2780.962,"body":"and to go through a short conversation"},{"speaker":"will","startTime":2780.962,"endTime":2783.242,"body":"and say, Hey, does it make sense for"},{"speaker":"will","startTime":2780.962,"endTime":2783.242,"body":"us to have a second conversation?"},{"speaker":"will","startTime":2783.242,"endTime":2785.582,"body":"It's definitely not a fit for everyone."},{"speaker":"will","startTime":2785.582,"endTime":2787.532,"body":"It's not a one size fits all approach."},{"speaker":"will","startTime":2787.532,"endTime":2792.422,"body":"There is a specific sort of like criteria"},{"speaker":"will","startTime":2787.532,"endTime":2792.422,"body":"and parameters that would make it make"},{"speaker":"will","startTime":2792.422,"endTime":2794.192,"body":"more sense than how that make less sense."},{"speaker":"will","startTime":2795.592,"endTime":2797.732,"body":"If you're just trying to get"},{"speaker":"will","startTime":2795.592,"endTime":2797.732,"body":"into buying houses versus time."},{"speaker":"will","startTime":2798.122,"endTime":2801.122,"body":"Some of it might be new, but if you're"},{"speaker":"will","startTime":2798.122,"endTime":2801.122,"body":"a veteran and you've been doing this"},{"speaker":"will","startTime":2801.122,"endTime":2804.782,"body":"for a while and you run by the KPI's,"},{"speaker":"will","startTime":2801.122,"endTime":2804.782,"body":"it should make a lot of sense go to"},{"speaker":"will","startTime":2804.782,"endTime":2809.666,"body":"our site, Titan x.ai, and there should"},{"speaker":"will","startTime":2804.782,"endTime":2809.666,"body":"be a link there to go start your"},{"speaker":"will","startTime":2809.666,"endTime":2811.526,"body":"free trial and book a discovery call."},{"speaker":"will","startTime":2812.066,"endTime":2816.686,"body":"And the discovery call is actually"},{"speaker":"will","startTime":2812.066,"endTime":2816.686,"body":"with Sean and I hired Sean cause a"},{"speaker":"will","startTime":2816.686,"endTime":2819.926,"body":"couple of GoPros recommended me cause"},{"speaker":"will","startTime":2816.686,"endTime":2819.926,"body":"he just came out of the emerge program."},{"speaker":"will","startTime":2820.496,"endTime":2822.746,"body":"And so his goal is to get into"},{"speaker":"will","startTime":2820.496,"endTime":2822.746,"body":"GoBundance by the end of the year."},{"speaker":"will","startTime":2823.616,"endTime":2823.856,"body":"Yup."},{"speaker":"will","startTime":2823.886,"endTime":2824.096,"body":"Yup."},{"speaker":"will","startTime":2825.326,"endTime":2825.536,"body":"Yeah."},{"speaker":"will","startTime":2825.59,"endTime":2829.76,"body":"Go show him some love and the one promo"},{"speaker":"will","startTime":2825.59,"endTime":2829.76,"body":"that we're doing in terms of capping."},{"speaker":"will","startTime":2830.93,"endTime":2832.16,"body":"I got the objection from people."},{"speaker":"will","startTime":2832.16,"endTime":2835.58,"body":"Well, well, if what you say"},{"speaker":"will","startTime":2832.16,"endTime":2835.58,"body":"is true, the technology is"},{"speaker":"will","startTime":2835.58,"endTime":2836.51,"body":"going to keep getting better."},{"speaker":"will","startTime":2836.51,"endTime":2837.978,"body":"So why should I jump on this now?"},{"speaker":"will","startTime":2838.008,"endTime":2840.558,"body":"Rather than a couple of months and a"},{"speaker":"will","startTime":2838.008,"endTime":2840.558,"body":"couple of months and a couple of months."},{"speaker":"will","startTime":2841.038,"endTime":2844.758,"body":"And so what we created was an"},{"speaker":"will","startTime":2841.038,"endTime":2844.758,"body":"early adopter lifetime discount."},{"speaker":"will","startTime":2844.788,"endTime":2848.508,"body":"Whereas if you sign up before May"},{"speaker":"will","startTime":2844.788,"endTime":2848.508,"body":"30th of this month, so it's like May"},{"speaker":"will","startTime":2848.508,"endTime":2852.618,"body":"12th right now, you will basically"},{"speaker":"will","startTime":2848.508,"endTime":2852.618,"body":"have a tag on your conversation."},{"speaker":"will","startTime":2852.618,"endTime":2854.718,"body":"You get a 30% discount on all the."},{"speaker":"will","startTime":2855.503,"endTime":2858.233,"body":"'cause we're gonna be coming out with"},{"speaker":"will","startTime":2855.503,"endTime":2858.233,"body":"features to automatically go back"},{"speaker":"will","startTime":2858.233,"endTime":2861.643,"body":"and forth and negotiate with sellers"},{"speaker":"will","startTime":2858.233,"endTime":2861.643,"body":"to follow up with them and just"},{"speaker":"will","startTime":2861.643,"endTime":2863.213,"body":"set appointments with them as well."},{"speaker":"will","startTime":2863.213,"endTime":2866.423,"body":"But you'd be able to turn on and off"},{"speaker":"will","startTime":2863.213,"endTime":2866.423,"body":"and you can bet your bottom dollar."},{"speaker":"will","startTime":2866.423,"endTime":2869.873,"body":"We're going to be charging more on a"},{"speaker":"will","startTime":2866.423,"endTime":2869.873,"body":"per lead qualified for those features."},{"speaker":"will","startTime":2870.263,"endTime":2874.133,"body":"So the incentive is to show up,"},{"speaker":"will","startTime":2870.263,"endTime":2874.133,"body":"sign up now before May 30th, and"},{"speaker":"will","startTime":2874.133,"endTime":2877.043,"body":"I'll walk in that early adopter"},{"speaker":"will","startTime":2874.133,"endTime":2877.043,"body":"for you, tag that to your account."},{"speaker":"will","startTime":2877.113,"endTime":2877.943,"body":"So you have that before."},{"speaker":"brian","startTime":2879.198,"endTime":2879.498,"body":"Yeah."},{"speaker":"brian","startTime":2879.498,"endTime":2882.918,"body":"And what we'll do is we'll"},{"speaker":"brian","startTime":2879.498,"endTime":2882.918,"body":"like I've known you two years."},{"speaker":"brian","startTime":2882.918,"endTime":2885.138,"body":"Well, we'll go ahead and"},{"speaker":"brian","startTime":2882.918,"endTime":2885.138,"body":"X will expedite this."},{"speaker":"brian","startTime":2885.138,"endTime":2888.228,"body":"So this will be out prob I'll"},{"speaker":"brian","startTime":2885.138,"endTime":2888.228,"body":"try to get this out next week."},{"speaker":"brian","startTime":2888.228,"endTime":2892.608,"body":"So people will have a win enough"},{"speaker":"brian","startTime":2888.228,"endTime":2892.608,"body":"of a window and go bonus gas."},{"speaker":"brian","startTime":2892.608,"endTime":2895.878,"body":"That's out of respect, freak out or"},{"speaker":"brian","startTime":2892.608,"endTime":2895.878,"body":"give it, you're throwing you a bone."},{"speaker":"brian","startTime":2895.878,"endTime":2897.828,"body":"We're getting all that"},{"speaker":"brian","startTime":2895.878,"endTime":2897.828,"body":"early adopter discount."},{"speaker":"brian","startTime":2897.828,"endTime":2899.148,"body":"Cause I can already know."},{"speaker":"brian","startTime":2899.165,"endTime":2901.325,"body":"Yeah, this is going to be,"},{"speaker":"brian","startTime":2899.165,"endTime":2901.325,"body":"this is going to be huge."},{"speaker":"brian","startTime":2901.685,"endTime":2902.195,"body":"Any other."},{"speaker":"brian","startTime":2902.257,"endTime":2903.487,"body":"Disqualifications."},{"speaker":"brian","startTime":2903.787,"endTime":2904.237,"body":"Who is this?"},{"speaker":"brian","startTime":2904.237,"endTime":2904.777,"body":"Not for."},{"speaker":"brian","startTime":2904.837,"endTime":2907.717,"body":"Let's go ahead and let's go"},{"speaker":"brian","startTime":2904.837,"endTime":2907.717,"body":"ahead and say all the reasons"},{"speaker":"brian","startTime":2907.717,"endTime":2909.007,"body":"why you shouldn't use this."},{"speaker":"brian","startTime":2909.067,"endTime":2912.787,"body":"So that way people that are reaching out,"},{"speaker":"brian","startTime":2909.067,"endTime":2912.787,"body":"like they know that this is for them."},{"speaker":"brian","startTime":2912.787,"endTime":2915.1,"body":"So we can go ahead and get that"},{"speaker":"brian","startTime":2912.787,"endTime":2915.1,"body":"out of the way as much as possible."},{"speaker":"will","startTime":2916.27,"endTime":2921.755,"body":"Yeah, this is not for people"},{"speaker":"will","startTime":2916.27,"endTime":2921.755,"body":"whose like exit strategy can't"},{"speaker":"will","startTime":2921.935,"endTime":2923.405,"body":"substantiate on their deals."},{"speaker":"will","startTime":2923.405,"endTime":2928.595,"body":"Can't substantiate like between"},{"speaker":"will","startTime":2923.405,"endTime":2928.595,"body":"a 1000 and a $4,000 costs."},{"speaker":"will","startTime":2929.66,"endTime":2930.74,"body":"In terms of the mail."},{"speaker":"will","startTime":2931.04,"endTime":2933.74,"body":"There's a lot of investors, a lot"},{"speaker":"will","startTime":2931.04,"endTime":2933.74,"body":"of people who are in text message"},{"speaker":"will","startTime":2933.77,"endTime":2935.33,"body":"marketing and it's like super cheap."},{"speaker":"will","startTime":2935.33,"endTime":2937.31,"body":"It's like a couple of hundred"},{"speaker":"will","startTime":2935.33,"endTime":2937.31,"body":"bucks a month to use that service."},{"speaker":"will","startTime":2937.62,"endTime":2940.58,"body":"So the generating a ton of leads"},{"speaker":"will","startTime":2937.62,"endTime":2940.58,"body":"that they've been set through this"},{"speaker":"will","startTime":2940.58,"endTime":2942.23,"body":"isn't for outbound this in Kansas."},{"speaker":"will","startTime":2942.23,"endTime":2942.77,"body":"Give me a list."},{"speaker":"will","startTime":2942.77,"endTime":2944.39,"body":"You can't text people"},{"speaker":"will","startTime":2942.77,"endTime":2944.39,"body":"without their consent."},{"speaker":"will","startTime":2944.87,"endTime":2950.09,"body":"This is really for people who want"},{"speaker":"will","startTime":2944.87,"endTime":2950.09,"body":"to buy back their time or increase"},{"speaker":"will","startTime":2950.09,"endTime":2954.35,"body":"the dollar per hour productivity of"},{"speaker":"will","startTime":2950.09,"endTime":2954.35,"body":"their existing acquisitions people by"},{"speaker":"will","startTime":2954.35,"endTime":2959.09,"body":"allowing us to be able to prioritize"},{"speaker":"will","startTime":2954.35,"endTime":2959.09,"body":"those things for them and to generate"},{"speaker":"will","startTime":2959.09,"endTime":2963.43,"body":"a predictable source of new leads."},{"speaker":"will","startTime":2964.58,"endTime":2965.96,"body":"Managing through the KPIs."},{"speaker":"will","startTime":2966.23,"endTime":2970.58,"body":"So if you're doing like one every"},{"speaker":"will","startTime":2966.23,"endTime":2970.58,"body":"couple months, it probably won't make"},{"speaker":"will","startTime":2970.58,"endTime":2974.69,"body":"a lot of sense to product for people"},{"speaker":"will","startTime":2970.58,"endTime":2974.69,"body":"doing like at least one to two a month."},{"speaker":"will","startTime":2974.99,"endTime":2978.44,"body":"And then the more that you're"},{"speaker":"will","startTime":2974.99,"endTime":2978.44,"body":"doing per month, the more it's a"},{"speaker":"will","startTime":2978.44,"endTime":2982.28,"body":"fit, because the more leads you're"},{"speaker":"will","startTime":2978.44,"endTime":2982.28,"body":"having to sort through and qualify"},{"speaker":"will","startTime":2983.0,"endTime":2984.26,"body":"to see which ones are worthwhile."},{"speaker":"brian","startTime":2984.92,"endTime":2985.34,"body":"Okay."},{"speaker":"brian","startTime":2985.49,"endTime":2986.03,"body":"Awesome."},{"speaker":"brian","startTime":2986.15,"endTime":2988.88,"body":"And then ladies and gentlemen, if"},{"speaker":"brian","startTime":2986.15,"endTime":2988.88,"body":"you're listening to this, which"},{"speaker":"brian","startTime":2988.88,"endTime":2990.2,"body":"I know you still are because."},{"speaker":"brian","startTime":2991.025,"endTime":2994.985,"body":"I don't think that many of y'all"},{"speaker":"brian","startTime":2991.025,"endTime":2994.985,"body":"would exit this interview randomly."},{"speaker":"brian","startTime":2995.315,"endTime":2997.745,"body":"And I know that you're all going to"},{"speaker":"brian","startTime":2995.315,"endTime":2997.745,"body":"finish this because you're all tried"},{"speaker":"brian","startTime":2997.745,"endTime":3000.685,"body":"and true real estate professionals"},{"speaker":"brian","startTime":2997.745,"endTime":3000.685,"body":"or investors that are looking"},{"speaker":"brian","startTime":3000.685,"endTime":3001.765,"body":"into getting into real estate."},{"speaker":"brian","startTime":3002.095,"endTime":3006.235,"body":"If you go and subscribe to the action"},{"speaker":"brian","startTime":3002.095,"endTime":3006.235,"body":"academy newsletter, we will also"},{"speaker":"brian","startTime":3006.235,"endTime":3010.315,"body":"have will out on Tuesday and we can"},{"speaker":"brian","startTime":3006.235,"endTime":3010.315,"body":"include some of these case studies"},{"speaker":"brian","startTime":3010.315,"endTime":3013.555,"body":"within the newsletter so that you"},{"speaker":"brian","startTime":3010.315,"endTime":3013.555,"body":"can be able to see on your eyeballs."},{"speaker":"brian","startTime":3013.555,"endTime":3016.255,"body":"You can have a recap of"},{"speaker":"brian","startTime":3013.555,"endTime":3016.255,"body":"our conversation today."},{"speaker":"brian","startTime":3016.495,"endTime":3016.915,"body":"Some of them."},{"speaker":"brian","startTime":3017.495,"endTime":3022.025,"body":"Top tips takeaways from this episode,"},{"speaker":"brian","startTime":3017.495,"endTime":3022.025,"body":"as well as more information on Titan X."},{"speaker":"brian","startTime":3022.025,"endTime":3029.765,"body":"So we'll brother, what for the closing"},{"speaker":"brian","startTime":3022.025,"endTime":3029.765,"body":"question, because for time's sake for"},{"speaker":"brian","startTime":3029.765,"endTime":3036.245,"body":"the closing question, if you could"},{"speaker":"brian","startTime":3029.765,"endTime":3036.245,"body":"end and leave this world at the end of"},{"speaker":"brian","startTime":3036.245,"endTime":3040.925,"body":"your life, what is the one thing that"},{"speaker":"brian","startTime":3036.245,"endTime":3040.925,"body":"you'd want to leave as your legacy?"},{"speaker":"will","startTime":3050.43,"endTime":3054.51,"body":"So it's my mission of the"},{"speaker":"will","startTime":3050.43,"endTime":3054.51,"body":"company and it took me two and a half"},{"speaker":"will","startTime":3054.51,"endTime":3055.92,"body":"years to put this into one sentence."},{"speaker":"will","startTime":3055.92,"endTime":3056.79,"body":"So it's pretty packed."},{"speaker":"will","startTime":3057.27,"endTime":3062.82,"body":"I wouldn't want to leave an elevated"},{"speaker":"will","startTime":3057.27,"endTime":3062.82,"body":"consciousness through my efforts and my"},{"speaker":"will","startTime":3062.82,"endTime":3068.37,"body":"team's efforts to democratize access,"},{"speaker":"will","startTime":3062.82,"endTime":3068.37,"body":"to personalized, super intelligence."},{"speaker":"will","startTime":3068.97,"endTime":3070.74,"body":"I would want to leave every human being."},{"speaker":"will","startTime":3071.605,"endTime":3079.675,"body":"With the power to tap into AI and have"},{"speaker":"will","startTime":3071.605,"endTime":3079.675,"body":"it, help them understand the map of their"},{"speaker":"will","startTime":3079.675,"endTime":3085.615,"body":"mind and to read that and to see how we"},{"speaker":"will","startTime":3079.675,"endTime":3085.615,"body":"create our own reality and to see exactly"},{"speaker":"will","startTime":3085.615,"endTime":3087.145,"body":"how they got to where they want to go."},{"speaker":"will","startTime":3087.535,"endTime":3090.645,"body":"And that it's possible for them to"},{"speaker":"will","startTime":3087.535,"endTime":3090.645,"body":"go wherever they want and to be."},{"speaker":"will","startTime":3091.6,"endTime":3095.26,"body":"At every step, along the way without"},{"speaker":"will","startTime":3091.6,"endTime":3095.26,"body":"feeling lost without feeling like"},{"speaker":"will","startTime":3095.26,"endTime":3098.5,"body":"they need to figure out everything"},{"speaker":"will","startTime":3095.26,"endTime":3098.5,"body":"for the first time for our species."},{"speaker":"will","startTime":3098.74,"endTime":3102.34,"body":"So democratized access to"},{"speaker":"will","startTime":3098.74,"endTime":3102.34,"body":"personalized super intelligence."},{"speaker":"brian","startTime":3104.47,"endTime":3106.99,"body":"And then I knew that you'd had"},{"speaker":"brian","startTime":3104.47,"endTime":3106.99,"body":"put a lot of thought into that answer."},{"speaker":"brian","startTime":3106.99,"endTime":3108.7,"body":"So I needed to ask you"},{"speaker":"brian","startTime":3106.99,"endTime":3108.7,"body":"that before we left."},{"speaker":"brian","startTime":3109.06,"endTime":3111.88,"body":"So anywhere else people can find"},{"speaker":"brian","startTime":3109.06,"endTime":3111.88,"body":"you that you want to direct people"},{"speaker":"brian","startTime":3111.88,"endTime":3113.8,"body":"towards, or just Titan x.ai."},{"speaker":"will","startTime":3114.4,"endTime":3116.59,"body":"Well, I'm sorry, I'm starting"},{"speaker":"will","startTime":3114.4,"endTime":3116.59,"body":"to post more real estate content."},{"speaker":"will","startTime":3116.59,"endTime":3118.36,"body":"Now that we've launched"},{"speaker":"will","startTime":3116.59,"endTime":3118.36,"body":"on my Instagram too."},{"speaker":"will","startTime":3118.36,"endTime":3120.711,"body":"I also post fire spinning"},{"speaker":"will","startTime":3118.36,"endTime":3120.711,"body":"content, for laps."},{"speaker":"will","startTime":3120.799,"endTime":3123.499,"body":"It's one of my, one of my"},{"speaker":"will","startTime":3120.799,"endTime":3123.499,"body":"hobbies and that's Instagram will"},{"speaker":"will","startTime":3123.499,"endTime":3125.119,"body":"dot J brown should be a fall."},{"speaker":"will","startTime":3125.119,"endTime":3126.139,"body":"There should be a DM."},{"speaker":"will","startTime":3126.139,"endTime":3127.039,"body":"We'll say, Hey, what's up."},{"speaker":"will","startTime":3127.099,"endTime":3127.399,"body":"It's me."},{"speaker":"will","startTime":3127.399,"endTime":3127.969,"body":"That manages it."},{"speaker":"will","startTime":3128.529,"endTime":3132.309,"body":"And then also on Facebook to appearing the"},{"speaker":"will","startTime":3128.529,"endTime":3132.309,"body":"buttons, just free to reach out holler or"},{"speaker":"will","startTime":3132.309,"endTime":3133.989,"body":"come through on our site of the best way."},{"speaker":"will","startTime":3133.989,"endTime":3138.099,"body":"I'd love to be able to have a relationship"},{"speaker":"will","startTime":3133.989,"endTime":3138.099,"body":"where I'm providing value for people."},{"speaker":"will","startTime":3138.099,"endTime":3140.613,"body":"And, for a long time I wrecked"},{"speaker":"will","startTime":3138.099,"endTime":3140.613,"body":"my heads of how can I do that?"},{"speaker":"will","startTime":3140.613,"endTime":3143.103,"body":"I don't want to coach, I don't want to"},{"speaker":"will","startTime":3140.613,"endTime":3143.103,"body":"tell people things they already know."},{"speaker":"will","startTime":3143.103,"endTime":3144.153,"body":"I don't want to motivate them."},{"speaker":"will","startTime":3144.633,"endTime":3146.583,"body":"I want to create something"},{"speaker":"will","startTime":3144.633,"endTime":3146.583,"body":"that could actually be valuable"},{"speaker":"will","startTime":3146.583,"endTime":3147.543,"body":"to them in their day to day."},{"speaker":"will","startTime":3147.933,"endTime":3148.524,"body":"And let's do it."},{"speaker":"brian","startTime":3149.214,"endTime":3149.514,"body":"Yeah."},{"speaker":"brian","startTime":3149.574,"endTime":3153.356,"body":"And in closing, I remember that when we"},{"speaker":"brian","startTime":3149.574,"endTime":3153.356,"body":"were finishing that same conference and"},{"speaker":"brian","startTime":3153.356,"endTime":3157.276,"body":"the people listening, this is the first"},{"speaker":"brian","startTime":3153.356,"endTime":3157.276,"body":"conference that Tony, my stories about"},{"speaker":"brian","startTime":3157.276,"endTime":3158.596,"body":"the first conference I ever attended."},{"speaker":"brian","startTime":3158.866,"endTime":3163.516,"body":"And GoBundance, and I remember"},{"speaker":"brian","startTime":3158.866,"endTime":3163.516,"body":"leaving, I asked will in passing."},{"speaker":"brian","startTime":3163.516,"endTime":3167.926,"body":"I said, Hey man, I was like, is there"},{"speaker":"brian","startTime":3163.516,"endTime":3167.926,"body":"any other advice, any information"},{"speaker":"brian","startTime":3167.926,"endTime":3171.136,"body":"that you could give on doing all"},{"speaker":"brian","startTime":3167.926,"endTime":3171.136,"body":"these things that you're doing?"},{"speaker":"brian","startTime":3171.136,"endTime":3173.799,"body":"And he said, yeah, check out"},{"speaker":"brian","startTime":3171.136,"endTime":3173.799,"body":"this podcast and this podcast."},{"speaker":"brian","startTime":3174.219,"endTime":3175.509,"body":"And I was like, you know what?"},{"speaker":"brian","startTime":3175.809,"endTime":3178.959,"body":"Like podcasting seems to be a"},{"speaker":"brian","startTime":3175.809,"endTime":3178.959,"body":"very evergreen way of presenting"},{"speaker":"brian","startTime":3178.959,"endTime":3181.2,"body":"in preserving information."},{"speaker":"brian","startTime":3181.26,"endTime":3182.61,"body":"And now here we are full circle."},{"speaker":"brian","startTime":3182.706,"endTime":3183.546,"body":"I appreciate you."},{"speaker":"brian","startTime":3184.236,"endTime":3185.436,"body":"I appreciate you, my friend."},{"speaker":"brian","startTime":3185.466,"endTime":3186.816,"body":"Thank you very much for coming on."},{"speaker":"brian","startTime":3186.816,"endTime":3188.836,"body":"This has been Brian and Elan."},{"speaker":"brian","startTime":3188.865,"endTime":3193.035,"body":"I mean, Willie Brown signing off"},{"speaker":"brian","startTime":3188.865,"endTime":3193.035,"body":"with the action academy podcast."}]}