{"version":"1.0.0","segments":[{"speaker":"Nick Lincoln","startTime":3.929,"endTime":6.869,"body":"Welcome, ladies"},{"speaker":"Nick Lincoln","startTime":3.929,"endTime":6.869,"body":"and gentlemen to Episode One of"},{"speaker":"Nick Lincoln","startTime":6.869,"endTime":13.679,"body":"the real advisor podcast T R A"},{"speaker":"Nick Lincoln","startTime":6.869,"endTime":13.679,"body":"P. Trap. In the digital studio"},{"speaker":"Nick Lincoln","startTime":13.679,"endTime":16.709,"body":"with me are the three other"},{"speaker":"Nick Lincoln","startTime":13.679,"endTime":16.709,"body":"Horsemen of the Apocalypse. My"},{"speaker":"Nick Lincoln","startTime":16.709,"endTime":19.919,"body":"good friends, Karl Wild West"},{"speaker":"Nick Lincoln","startTime":16.709,"endTime":19.919,"body":"wager, Andrew, call me Andy Hart"},{"speaker":"Nick Lincoln","startTime":19.919,"endTime":23.519,"body":"and Alan the storyteller. Smith."},{"speaker":"Nick Lincoln","startTime":19.919,"endTime":23.519,"body":"Before I go any further, another"},{"speaker":"Nick Lincoln","startTime":23.519,"endTime":25.769,"body":"reminder, please, please,"},{"speaker":"Nick Lincoln","startTime":23.519,"endTime":25.769,"body":"please, please do follow us on"},{"speaker":"Nick Lincoln","startTime":25.769,"endTime":29.729,"body":"Twitter at advisor podcast."},{"speaker":"Nick Lincoln","startTime":25.769,"endTime":29.729,"body":"That's your conduit to get to us"},{"speaker":"Nick Lincoln","startTime":29.729,"endTime":32.609,"body":"to leave ideas for the show."},{"speaker":"Nick Lincoln","startTime":29.729,"endTime":32.609,"body":"things you'd like us to talk"},{"speaker":"Nick Lincoln","startTime":32.609,"endTime":34.679,"body":"about things you think the show"},{"speaker":"Nick Lincoln","startTime":32.609,"endTime":34.679,"body":"is really good at. If you want"},{"speaker":"Nick Lincoln","startTime":34.679,"endTime":35.849,"body":"to give us a little"},{"speaker":"Nick Lincoln","startTime":37.29,"endTime":39.18,"body":"criticism, criticisms and things"},{"speaker":"Nick Lincoln","startTime":37.29,"endTime":39.18,"body":"we shouldn't be doing that you"},{"speaker":"Nick Lincoln","startTime":39.18,"endTime":40.98,"body":"don't like, let us know that"},{"speaker":"Nick Lincoln","startTime":39.18,"endTime":40.98,"body":"this is this is this is a"},{"speaker":"Nick Lincoln","startTime":40.98,"endTime":43.68,"body":"conversation, this conversation"},{"speaker":"Nick Lincoln","startTime":40.98,"endTime":43.68,"body":"between the four of us here but"},{"speaker":"Nick Lincoln","startTime":43.68,"endTime":45.96,"body":"it's also a conversation with"},{"speaker":"Nick Lincoln","startTime":43.68,"endTime":45.96,"body":"with you, the audience out"},{"speaker":"Nick Lincoln","startTime":45.96,"endTime":48.51,"body":"there. And please do leave a"},{"speaker":"Nick Lincoln","startTime":45.96,"endTime":48.51,"body":"five out of five review on"},{"speaker":"Nick Lincoln","startTime":48.51,"endTime":51.33,"body":"iTunes, if you could do so that"},{"speaker":"Nick Lincoln","startTime":48.51,"endTime":51.33,"body":"really really does help us. My"},{"speaker":"Nick Lincoln","startTime":51.33,"endTime":54.69,"body":"name is Nicholas, Richard"},{"speaker":"Nick Lincoln","startTime":51.33,"endTime":54.69,"body":"Lincoln, Nick Lincoln to my"},{"speaker":"Nick Lincoln","startTime":54.69,"endTime":57.9,"body":"friends, the eternal gift from"},{"speaker":"Nick Lincoln","startTime":54.69,"endTime":57.9,"body":"my parents. 53 years and"},{"speaker":"Nick Lincoln","startTime":57.9,"endTime":60.63,"body":"counting. Thanks, Mom and Dad"},{"speaker":"Nick Lincoln","startTime":57.9,"endTime":60.63,"body":"love you both. Without any"},{"speaker":"Nick Lincoln","startTime":60.63,"endTime":62.97,"body":"further ado, let's have a look"},{"speaker":"Nick Lincoln","startTime":60.63,"endTime":62.97,"body":"at the guys that are all there"},{"speaker":"Nick Lincoln","startTime":62.97,"endTime":65.46,"body":"ready to go. We've got some"},{"speaker":"Nick Lincoln","startTime":62.97,"endTime":65.46,"body":"topics to discuss in this"},{"speaker":"Nick Lincoln","startTime":65.46,"endTime":70.29,"body":"initial episode. Mr. Karl Wild"},{"speaker":"Nick Lincoln","startTime":65.46,"endTime":70.29,"body":"West widger. You recently held"},{"speaker":"Nick Lincoln","startTime":70.29,"endTime":74.25,"body":"an event I believe in your neck"},{"speaker":"Nick Lincoln","startTime":70.29,"endTime":74.25,"body":"of the woods."},{"speaker":"Carl Widger","startTime":75.72,"endTime":78.21,"body":"The Wild West? Do"},{"speaker":"Carl Widger","startTime":75.72,"endTime":78.21,"body":"you want to tell us what you"},{"speaker":"Carl Widger","startTime":78.21,"endTime":81.81,"body":"did, sir? Because Because"},{"speaker":"Carl Widger","startTime":78.21,"endTime":81.81,"body":"although I will listen to this"},{"speaker":"Carl Widger","startTime":81.96,"endTime":84.45,"body":"holding events is a big thing."},{"speaker":"Carl Widger","startTime":81.96,"endTime":84.45,"body":"And you you held a big one. So"},{"speaker":"Carl Widger","startTime":84.57,"endTime":90.21,"body":"crack on client event? Yeah, so"},{"speaker":"Carl Widger","startTime":84.57,"endTime":90.21,"body":"So we've had a look over the"},{"speaker":"Carl Widger","startTime":90.21,"endTime":92.61,"body":"last few years, we've done a"},{"speaker":"Carl Widger","startTime":90.21,"endTime":92.61,"body":"number of different events. So"},{"speaker":"Carl Widger","startTime":92.61,"endTime":95.7,"body":"some were more successful than"},{"speaker":"Carl Widger","startTime":92.61,"endTime":95.7,"body":"others. So we just held an event"},{"speaker":"Carl Widger","startTime":95.7,"endTime":100.83,"body":"called Future you. Future you"},{"speaker":"Carl Widger","startTime":95.7,"endTime":100.83,"body":"was designed as a kind of two"},{"speaker":"Carl Widger","startTime":100.83,"endTime":102.06,"body":"day conference"},{"speaker":"Carl Widger","startTime":103.29,"endTime":108.45,"body":"that we put together, in order"},{"speaker":"Carl Widger","startTime":103.29,"endTime":108.45,"body":"to try and walk the walk and say"},{"speaker":"Carl Widger","startTime":108.45,"endTime":110.49,"body":"to people that look, we're"},{"speaker":"Carl Widger","startTime":108.45,"endTime":110.49,"body":"always talking about living your"},{"speaker":"Carl Widger","startTime":110.49,"endTime":114.87,"body":"best life. And that is not just"},{"speaker":"Carl Widger","startTime":110.49,"endTime":114.87,"body":"your money. So yeah, of course,"},{"speaker":"Carl Widger","startTime":114.87,"endTime":117.75,"body":"the financial planning part is"},{"speaker":"Carl Widger","startTime":114.87,"endTime":117.75,"body":"really important. But can we"},{"speaker":"Carl Widger","startTime":117.75,"endTime":120.51,"body":"bring some speakers some"},{"speaker":"Carl Widger","startTime":117.75,"endTime":120.51,"body":"expertise together to help"},{"speaker":"Carl Widger","startTime":120.51,"endTime":123.72,"body":"people take some time out of"},{"speaker":"Carl Widger","startTime":120.51,"endTime":123.72,"body":"their busy lives? Just take some"},{"speaker":"Carl Widger","startTime":123.72,"endTime":127.74,"body":"time out to plan and to see"},{"speaker":"Carl Widger","startTime":123.72,"endTime":127.74,"body":"Yeah, hype actually matters most"},{"speaker":"Carl Widger","startTime":127.74,"endTime":131.43,"body":"to me, what are the things that"},{"speaker":"Carl Widger","startTime":127.74,"endTime":131.43,"body":"me and my partner should be"},{"speaker":"Carl Widger","startTime":131.43,"endTime":135.84,"body":"focusing on. So I did fill up on"},{"speaker":"Carl Widger","startTime":131.43,"endTime":135.84,"body":"financial planning with a really"},{"speaker":"Carl Widger","startTime":135.84,"endTime":140.55,"body":"good legal and tax guy did a"},{"speaker":"Carl Widger","startTime":135.84,"endTime":140.55,"body":"talk about wills, inheritance,"},{"speaker":"Carl Widger","startTime":140.58,"endTime":144.03,"body":"that kind of stuff. We had then"},{"speaker":"Carl Widger","startTime":140.58,"endTime":144.03,"body":"some people who've kind of been"},{"speaker":"Carl Widger","startTime":144.03,"endTime":146.79,"body":"there done that. And they were"},{"speaker":"Carl Widger","startTime":144.03,"endTime":146.79,"body":"really interesting, because they"},{"speaker":"Carl Widger","startTime":146.79,"endTime":150.15,"body":"kind of spoke about the stuff"},{"speaker":"Carl Widger","startTime":146.79,"endTime":150.15,"body":"that they wished they had"},{"speaker":"Carl Widger","startTime":150.15,"endTime":153.03,"body":"planned for the things that they"},{"speaker":"Carl Widger","startTime":150.15,"endTime":153.03,"body":"wish they had done before they"},{"speaker":"Carl Widger","startTime":153.27,"endTime":157.17,"body":"got into this mega transition."},{"speaker":"Carl Widger","startTime":153.27,"endTime":157.17,"body":"One thing that kept coming up"},{"speaker":"Carl Widger","startTime":157.17,"endTime":159.54,"body":"was that you know, the word"},{"speaker":"Carl Widger","startTime":157.17,"endTime":159.54,"body":"retirement really isn't"},{"speaker":"Carl Widger","startTime":159.54,"endTime":163.71,"body":"appropriate anymore. It's this"},{"speaker":"Carl Widger","startTime":159.54,"endTime":163.71,"body":"her of Act, it's this transition"},{"speaker":"Carl Widger","startTime":163.71,"endTime":167.16,"body":"into something different. And I"},{"speaker":"Carl Widger","startTime":163.71,"endTime":167.16,"body":"think that was that was really"},{"speaker":"Carl Widger","startTime":167.16,"endTime":170.31,"body":"good and generated a lot of"},{"speaker":"Carl Widger","startTime":167.16,"endTime":170.31,"body":"really great discussions in the"},{"speaker":"Carl Widger","startTime":170.31,"endTime":174.51,"body":"in the breaks, etc. We then in"},{"speaker":"Carl Widger","startTime":170.31,"endTime":174.51,"body":"the afternoon had focused on"},{"speaker":"Carl Widger","startTime":176.61,"endTime":180.09,"body":"wellness, I suppose. So I kind"},{"speaker":"Carl Widger","startTime":176.61,"endTime":180.09,"body":"of from two fronts, we did"},{"speaker":"Carl Widger","startTime":180.09,"endTime":185.46,"body":"sports scientists talking about"},{"speaker":"Carl Widger","startTime":180.09,"endTime":185.46,"body":"physical fitness, nutrition. And"},{"speaker":"Carl Widger","startTime":185.46,"endTime":187.68,"body":"then we had a psychologist"},{"speaker":"Carl Widger","startTime":185.46,"endTime":187.68,"body":"talking about, you know, mind in"},{"speaker":"Carl Widger","startTime":187.68,"endTime":191.13,"body":"your mental health and, and"},{"speaker":"Carl Widger","startTime":187.68,"endTime":191.13,"body":"preparing your mind for a big"},{"speaker":"Carl Widger","startTime":191.13,"endTime":195.0,"body":"transition like this as well,"},{"speaker":"Carl Widger","startTime":191.13,"endTime":195.0,"body":"because that often gets kind of"},{"speaker":"Carl Widger","startTime":195.0,"endTime":197.94,"body":"brushed aside. And day to then"},{"speaker":"Carl Widger","startTime":195.0,"endTime":197.94,"body":"we did a couple of panel"},{"speaker":"Carl Widger","startTime":197.94,"endTime":203.58,"body":"discussions, which followed on"},{"speaker":"Carl Widger","startTime":197.94,"endTime":203.58,"body":"from a yoga session on a swim in"},{"speaker":"Carl Widger","startTime":203.58,"endTime":207.87,"body":"the sea. And yeah, that talk"},{"speaker":"Carl Widger","startTime":203.58,"endTime":207.87,"body":"about wild west that that was"},{"speaker":"Carl Widger","startTime":207.87,"endTime":212.04,"body":"the Light west. And that was"},{"speaker":"Carl Widger","startTime":207.87,"endTime":212.04,"body":"bloody cold, but fantastic and"},{"speaker":"Carl Widger","startTime":212.04,"endTime":215.25,"body":"created some great energy."},{"speaker":"Carl Widger","startTime":212.04,"endTime":215.25,"body":"However, I would have to say"},{"speaker":"Carl Widger","startTime":215.25,"endTime":217.77,"body":"that we got some feedback, and I"},{"speaker":"Carl Widger","startTime":215.25,"endTime":217.77,"body":"knew it myself, the energy in"},{"speaker":"Carl Widger","startTime":217.77,"endTime":220.32,"body":"the room kind of flattened a"},{"speaker":"Carl Widger","startTime":217.77,"endTime":220.32,"body":"small bit with the panel"},{"speaker":"Carl Widger","startTime":220.32,"endTime":224.61,"body":"discussion. So plus the previous"},{"speaker":"Carl Widger","startTime":220.32,"endTime":224.61,"body":"day, Ted Talks went down so"},{"speaker":"Carl Widger","startTime":224.61,"endTime":228.51,"body":"well. And you know, the evening"},{"speaker":"Carl Widger","startTime":224.61,"endTime":228.51,"body":"time was magnificent, and the"},{"speaker":"Carl Widger","startTime":228.51,"endTime":231.51,"body":"dinner was brilliant, the energy"},{"speaker":"Carl Widger","startTime":228.51,"endTime":231.51,"body":"for the panel discussion is"},{"speaker":"Carl Widger","startTime":231.51,"endTime":233.97,"body":"really didn't work. So that's"},{"speaker":"Carl Widger","startTime":231.51,"endTime":233.97,"body":"something that we will change."},{"speaker":"Carl Widger","startTime":233.97,"endTime":239.82,"body":"But it was so well received."},{"speaker":"Carl Widger","startTime":233.97,"endTime":239.82,"body":"Feedback was so good in general,"},{"speaker":"Carl Widger","startTime":239.91,"endTime":243.15,"body":"we will do it again. And I"},{"speaker":"Carl Widger","startTime":239.91,"endTime":243.15,"body":"suppose that kind of feedback is"},{"speaker":"Carl Widger","startTime":243.45,"endTime":247.8,"body":"gold, because it will make the"},{"speaker":"Carl Widger","startTime":243.45,"endTime":247.8,"body":"next version of future you even"},{"speaker":"Carl Widger","startTime":247.8,"endTime":251.97,"body":"better. So yeah, look, I you"},{"speaker":"Carl Widger","startTime":247.8,"endTime":251.97,"body":"know, as I said, we've done some"},{"speaker":"Carl Widger","startTime":252.03,"endTime":256.2,"body":"really good events and some not"},{"speaker":"Carl Widger","startTime":252.03,"endTime":256.2,"body":"so good events, and you got to"},{"speaker":"Carl Widger","startTime":256.2,"endTime":260.52,"body":"take the risk in my view and do"},{"speaker":"Carl Widger","startTime":256.2,"endTime":260.52,"body":"these things. And this was a"},{"speaker":"Carl Widger","startTime":260.52,"endTime":263.34,"body":"risk that was well worth taking."},{"speaker":"Carl Widger","startTime":260.52,"endTime":263.34,"body":"And we are very glad that we"},{"speaker":"Carl Widger","startTime":263.34,"endTime":265.68,"body":"took the risk it went really"},{"speaker":"Carl Widger","startTime":263.34,"endTime":265.68,"body":"really well overall"},{"speaker":"Andy Hart","startTime":265.8,"endTime":267.9,"body":"a couple of questions"},{"speaker":"Andy Hart","startTime":265.8,"endTime":267.9,"body":"called I know the listeners will"},{"speaker":"Andy Hart","startTime":267.9,"endTime":271.29,"body":"want to ask, so how many people"},{"speaker":"Andy Hart","startTime":267.9,"endTime":271.29,"body":"attended did you charge? Did you"},{"speaker":"Andy Hart","startTime":271.29,"endTime":274.92,"body":"not charge? Who did you decide"},{"speaker":"Andy Hart","startTime":271.29,"endTime":274.92,"body":"to come clients, existing"},{"speaker":"Andy Hart","startTime":274.92,"endTime":276.6,"body":"clients, etc. So that sort of"},{"speaker":"Andy Hart","startTime":274.92,"endTime":276.6,"body":"stuff."},{"speaker":"Carl Widger","startTime":276.96,"endTime":282.03,"body":"Okay, so yeah, we"},{"speaker":"Carl Widger","startTime":276.96,"endTime":282.03,"body":"charged I suppose the price"},{"speaker":"Carl Widger","startTime":282.03,"endTime":284.52,"body":"point was important. We did kick"},{"speaker":"Carl Widger","startTime":282.03,"endTime":284.52,"body":"this around a little bit. It"},{"speaker":"Carl Widger","startTime":284.52,"endTime":287.28,"body":"wasn't for us to make money. But"},{"speaker":"Carl Widger","startTime":284.52,"endTime":287.28,"body":"we did. What we did was we"},{"speaker":"Carl Widger","startTime":287.28,"endTime":291.09,"body":"charged 1000 euro per attendee,"},{"speaker":"Carl Widger","startTime":287.28,"endTime":291.09,"body":"on each attendee could bring"},{"speaker":"Carl Widger","startTime":291.09,"endTime":296.01,"body":"their spouse partner better half"},{"speaker":"Carl Widger","startTime":291.09,"endTime":296.01,"body":"free of charge. So it was $1,000"},{"speaker":"Carl Widger","startTime":296.01,"endTime":298.5,"body":"Whether you came in your own or"},{"speaker":"Carl Widger","startTime":296.01,"endTime":298.5,"body":"whether you brought your partner"},{"speaker":"Carl Widger","startTime":298.5,"endTime":302.7,"body":"with you and We had 78 people in"},{"speaker":"Carl Widger","startTime":298.5,"endTime":302.7,"body":"the room notes when I say 78"},{"speaker":"Carl Widger","startTime":302.7,"endTime":306.15,"body":"people in the room at dinner"},{"speaker":"Carl Widger","startTime":302.7,"endTime":306.15,"body":"that night, that that included"},{"speaker":"Carl Widger","startTime":306.15,"endTime":311.37,"body":"the speakers as well. But"},{"speaker":"Carl Widger","startTime":306.15,"endTime":311.37,"body":"really, really good energy. And"},{"speaker":"Carl Widger","startTime":311.37,"endTime":315.27,"body":"I think part of that really good"},{"speaker":"Carl Widger","startTime":311.37,"endTime":315.27,"body":"energy came from about half of"},{"speaker":"Carl Widger","startTime":315.27,"endTime":317.64,"body":"the people in the room were"},{"speaker":"Carl Widger","startTime":315.27,"endTime":317.64,"body":"already clients for us. So we're"},{"speaker":"Carl Widger","startTime":317.64,"endTime":320.43,"body":"bought in and we're just taking"},{"speaker":"Carl Widger","startTime":317.64,"endTime":320.43,"body":"that little bit of extra time."},{"speaker":"Carl Widger","startTime":320.88,"endTime":325.5,"body":"And then half weren't not"},{"speaker":"Carl Widger","startTime":320.88,"endTime":325.5,"body":"clients of ours at all. So once"},{"speaker":"Carl Widger","startTime":325.5,"endTime":328.47,"body":"we didn't make money on it"},{"speaker":"Carl Widger","startTime":325.5,"endTime":328.47,"body":"straight up, we'd be hoping to"},{"speaker":"Carl Widger","startTime":328.47,"endTime":331.68,"body":"get a number of new clients from"},{"speaker":"Carl Widger","startTime":328.47,"endTime":331.68,"body":"it, which would be great for us."},{"speaker":"Carl Widger","startTime":332.58,"endTime":335.31,"body":"But I do think that that really"},{"speaker":"Carl Widger","startTime":332.58,"endTime":335.31,"body":"helped the energy in the room."},{"speaker":"Carl Widger","startTime":335.49,"endTime":337.38,"body":"And then the other thing that"},{"speaker":"Carl Widger","startTime":335.49,"endTime":337.38,"body":"really got the energy in the"},{"speaker":"Carl Widger","startTime":337.38,"endTime":340.68,"body":"room was it was kind of 5050"},{"speaker":"Carl Widger","startTime":337.38,"endTime":340.68,"body":"between business owners, so"},{"speaker":"Carl Widger","startTime":340.68,"endTime":345.48,"body":"people like ourselves, and then"},{"speaker":"Carl Widger","startTime":340.68,"endTime":345.48,"body":"people who were senior VPs and"},{"speaker":"Carl Widger","startTime":345.48,"endTime":351.48,"body":"multinationals, etc. So, so nice"},{"speaker":"Carl Widger","startTime":345.48,"endTime":351.48,"body":"spliff. And I think that"},{"speaker":"Carl Widger","startTime":351.48,"endTime":354.63,"body":"definitely helps the energy. But"},{"speaker":"Carl Widger","startTime":351.48,"endTime":354.63,"body":"by the way, I should just say,"},{"speaker":"Carl Widger","startTime":355.29,"endTime":357.99,"body":"one thing that almost everybody"},{"speaker":"Carl Widger","startTime":355.29,"endTime":357.99,"body":"said in their feedback forms was"},{"speaker":"Carl Widger","startTime":357.99,"endTime":362.07,"body":"more group activity. So kind of"},{"speaker":"Carl Widger","startTime":357.99,"endTime":362.07,"body":"the, the off the wall stuff like"},{"speaker":"Carl Widger","startTime":362.07,"endTime":364.86,"body":"the swimming in the sea, and"},{"speaker":"Carl Widger","startTime":362.07,"endTime":364.86,"body":"people were saying it was"},{"speaker":"Carl Widger","startTime":364.86,"endTime":367.44,"body":"gorgeous walks, we could have"},{"speaker":"Carl Widger","startTime":364.86,"endTime":367.44,"body":"done that, you know, could we do"},{"speaker":"Carl Widger","startTime":367.44,"endTime":370.11,"body":"more of that? And that just"},{"speaker":"Carl Widger","startTime":367.44,"endTime":370.11,"body":"tells you people we're learning"},{"speaker":"Carl Widger","startTime":370.11,"endTime":373.98,"body":"from each other, not necessarily"},{"speaker":"Carl Widger","startTime":370.11,"endTime":373.98,"body":"just from the stage. So an"},{"speaker":"Carl Widger","startTime":373.98,"endTime":375.39,"body":"important bit of bit, I think,"},{"speaker":"Alan Smith","startTime":375.99,"endTime":379.68,"body":"notice that Yeah."},{"speaker":"Alan Smith","startTime":375.99,"endTime":379.68,"body":"When you get people together, it"},{"speaker":"Alan Smith","startTime":379.68,"endTime":382.41,"body":"is a sort of breakout rooms when"},{"speaker":"Alan Smith","startTime":379.68,"endTime":382.41,"body":"we do our own work. When we go"},{"speaker":"Alan Smith","startTime":382.41,"endTime":384.51,"body":"to conferences and things"},{"speaker":"Alan Smith","startTime":382.41,"endTime":384.51,"body":"ourselves off, there's just the"},{"speaker":"Alan Smith","startTime":384.54,"endTime":387.6,"body":"so called branded coffee machine"},{"speaker":"Alan Smith","startTime":384.54,"endTime":387.6,"body":"at the watercooler here. Some of"},{"speaker":"Alan Smith","startTime":387.6,"endTime":389.43,"body":"the conversations happen are"},{"speaker":"Alan Smith","startTime":387.6,"endTime":389.43,"body":"just the gold that just"},{"speaker":"Alan Smith","startTime":389.43,"endTime":392.43,"body":"spontaneous. But you know, first"},{"speaker":"Alan Smith","startTime":389.43,"endTime":392.43,"body":"hats off to you for doing it."},{"speaker":"Alan Smith","startTime":392.46,"endTime":395.91,"body":"It's it's something that we have"},{"speaker":"Alan Smith","startTime":392.46,"endTime":395.91,"body":"never really cracked we've we've"},{"speaker":"Alan Smith","startTime":395.91,"endTime":398.49,"body":"done a few like corporate"},{"speaker":"Alan Smith","startTime":395.91,"endTime":398.49,"body":"hospitality type things and gone"},{"speaker":"Alan Smith","startTime":398.49,"endTime":402.0,"body":"and, you know, laid out a fair"},{"speaker":"Alan Smith","startTime":398.49,"endTime":402.0,"body":"bit of cash to go and take take"},{"speaker":"Alan Smith","startTime":402.0,"endTime":404.85,"body":"a bunch of clients to Wimbledon"},{"speaker":"Alan Smith","startTime":402.0,"endTime":404.85,"body":"or to something else at that"},{"speaker":"Alan Smith","startTime":404.85,"endTime":409.53,"body":"distillery. And it's been okay,"},{"speaker":"Alan Smith","startTime":404.85,"endTime":409.53,"body":"but it hasn't been we've never"},{"speaker":"Alan Smith","startTime":409.53,"endTime":412.47,"body":"done anything like how you"},{"speaker":"Alan Smith","startTime":409.53,"endTime":412.47,"body":"describe that sounds like a big"},{"speaker":"Alan Smith","startTime":412.47,"endTime":414.69,"body":"event, I mean of interest, as"},{"speaker":"Alan Smith","startTime":412.47,"endTime":414.69,"body":"you did over two days. And so"},{"speaker":"Alan Smith","startTime":414.69,"endTime":418.11,"body":"everyone, you're presumably will"},{"speaker":"Alan Smith","startTime":414.69,"endTime":418.11,"body":"stay overnight at a hotel?"},{"speaker":"Carl Widger","startTime":418.74,"endTime":421.23,"body":"Yeah, so we did it"},{"speaker":"Carl Widger","startTime":418.74,"endTime":421.23,"body":"in a place called the Armada"},{"speaker":"Carl Widger","startTime":421.23,"endTime":424.47,"body":"hotel, we should definitely go"},{"speaker":"Carl Widger","startTime":421.23,"endTime":424.47,"body":"down there and record a podcast"},{"speaker":"Carl Widger","startTime":424.47,"endTime":429.09,"body":"on there. A little bit removed,"},{"speaker":"Carl Widger","startTime":424.47,"endTime":429.09,"body":"right? It's on the literally,"},{"speaker":"Nick Lincoln","startTime":429.78,"endTime":431.91,"body":"ocean, but"},{"speaker":"Nick Lincoln","startTime":429.78,"endTime":431.91,"body":"everything is remote in your"},{"speaker":"Nick Lincoln","startTime":431.91,"endTime":432.84,"body":"neck of the woods Gog."},{"speaker":"Carl Widger","startTime":433.35,"endTime":436.11,"body":"Not not as remote"},{"speaker":"Carl Widger","startTime":433.35,"endTime":436.11,"body":"as you think it is, Nick. And as"},{"speaker":"Carl Widger","startTime":436.11,"endTime":439.05,"body":"I said to you offline, we do now"},{"speaker":"Carl Widger","startTime":436.11,"endTime":439.05,"body":"have electricity and running"},{"speaker":"Carl Widger","startTime":439.05,"endTime":440.67,"body":"water. That's real progress."},{"speaker":"Alan Smith","startTime":440.7,"endTime":441.42,"body":"Congratulations."},{"speaker":"Andy Hart","startTime":448.62,"endTime":449.79,"body":"A lot more of these"},{"speaker":"Andy Hart","startTime":448.62,"endTime":449.79,"body":"comments."},{"speaker":"Carl Widger","startTime":451.83,"endTime":455.28,"body":"So just for the"},{"speaker":"Carl Widger","startTime":451.83,"endTime":455.28,"body":"listeners and viewers, I knew he"},{"speaker":"Carl Widger","startTime":455.28,"endTime":461.34,"body":"had a few of those lined up, so"},{"speaker":"Carl Widger","startTime":455.28,"endTime":461.34,"body":"I'm just giving it to you. Yeah,"},{"speaker":"Carl Widger","startTime":461.37,"endTime":462.78,"body":"but so observer"},{"speaker":"Alan Smith","startTime":462.78,"endTime":465.51,"body":"all caught up. It's"},{"speaker":"Alan Smith","startTime":462.78,"endTime":465.51,"body":"I will say it's quite it's kind"},{"speaker":"Alan Smith","startTime":465.51,"endTime":467.07,"body":"of scary, isn't it? You don't"},{"speaker":"Alan Smith","startTime":465.51,"endTime":467.07,"body":"know if you're going to get I"},{"speaker":"Alan Smith","startTime":467.07,"endTime":470.52,"body":"mean, I must say 1000 euros."},{"speaker":"Alan Smith","startTime":467.07,"endTime":470.52,"body":"It's not it's not a it's not"},{"speaker":"Alan Smith","startTime":470.58,"endTime":476.31,"body":"cheap. It's, it's a decent price"},{"speaker":"Alan Smith","startTime":470.58,"endTime":476.31,"body":"point. It's not inexpensive. I'm"},{"speaker":"Alan Smith","startTime":476.31,"endTime":478.59,"body":"sure it's great value for money,"},{"speaker":"Alan Smith","startTime":476.31,"endTime":478.59,"body":"you get to stay a night and what"},{"speaker":"Alan Smith","startTime":478.59,"endTime":481.47,"body":"sounds like a fabulous hotel and"},{"speaker":"Alan Smith","startTime":478.59,"endTime":481.47,"body":"great location and a lot of"},{"speaker":"Alan Smith","startTime":481.47,"endTime":486.45,"body":"value. But yeah, that you have"},{"speaker":"Alan Smith","startTime":481.47,"endTime":486.45,"body":"to position that appropriately"},{"speaker":"Alan Smith","startTime":486.45,"endTime":488.76,"body":"for someone just to cut a check"},{"speaker":"Alan Smith","startTime":486.45,"endTime":488.76,"body":"or give you a credit card."},{"speaker":"Carl Widger","startTime":489.12,"endTime":490.8,"body":"Yeah, so for"},{"speaker":"Carl Widger","startTime":489.12,"endTime":490.8,"body":"business owners, obviously they"},{"speaker":"Carl Widger","startTime":490.8,"endTime":492.96,"body":"can put it through their"},{"speaker":"Carl Widger","startTime":490.8,"endTime":492.96,"body":"business as a business expense."},{"speaker":"Carl Widger","startTime":492.99,"endTime":495.3,"body":"And then for the kind of"},{"speaker":"Carl Widger","startTime":492.99,"endTime":495.3,"body":"corporate executives to"},{"speaker":"Carl Widger","startTime":495.3,"endTime":499.95,"body":"companies would have would have"},{"speaker":"Carl Widger","startTime":495.3,"endTime":499.95,"body":"paid in order to, you know, an"},{"speaker":"Carl Widger","startTime":499.95,"endTime":502.83,"body":"additional benefit. They're all"},{"speaker":"Carl Widger","startTime":499.95,"endTime":502.83,"body":"looking to retain their staff"},{"speaker":"Carl Widger","startTime":502.83,"endTime":505.29,"body":"and look into one extra"},{"speaker":"Andy Hart","startTime":506.64,"endTime":508.29,"body":"audit got enough"},{"speaker":"Andy Hart","startTime":506.64,"endTime":508.29,"body":"money themselves and it's"},{"speaker":"Andy Hart","startTime":508.29,"endTime":510.39,"body":"peanuts for the value that"},{"speaker":"Andy Hart","startTime":508.29,"endTime":510.39,"body":"they're gonna get from it. You"},{"speaker":"Andy Hart","startTime":510.39,"endTime":512.88,"body":"know, they've got this"},{"speaker":"Andy Hart","startTime":510.39,"endTime":512.88,"body":"transition that's coming up that"},{"speaker":"Andy Hart","startTime":512.94,"endTime":513.93,"body":"they don't have to"},{"speaker":"Carl Widger","startTime":514.2,"endTime":516.63,"body":"go through we got"},{"speaker":"Carl Widger","startTime":514.2,"endTime":516.63,"body":"we got lots of straight up"},{"speaker":"Carl Widger","startTime":516.63,"endTime":519.09,"body":"feedback, as I said, you know,"},{"speaker":"Carl Widger","startTime":516.63,"endTime":519.09,"body":"as to how we can make it better"},{"speaker":"Carl Widger","startTime":519.09,"endTime":523.32,"body":"and nobody mentioned your price."},{"speaker":"Carl Widger","startTime":519.09,"endTime":523.32,"body":"Yeah, charge more than the price"},{"speaker":"Carl Widger","startTime":523.32,"endTime":527.49,"body":"the price point was good. I do"},{"speaker":"Carl Widger","startTime":523.32,"endTime":527.49,"body":"have to say that Susan was here"},{"speaker":"Carl Widger","startTime":527.49,"endTime":530.19,"body":"in matters organize the whole"},{"speaker":"Carl Widger","startTime":527.49,"endTime":530.19,"body":"gig, she came up with the name"},{"speaker":"Carl Widger","startTime":530.19,"endTime":534.12,"body":"future you which we love, and"},{"speaker":"Carl Widger","startTime":530.19,"endTime":534.12,"body":"we're gonna hang on to and talk"},{"speaker":"Carl Widger","startTime":534.12,"endTime":537.66,"body":"about stress and pressure, like"},{"speaker":"Carl Widger","startTime":534.12,"endTime":537.66,"body":"it was a lot of stress it was, I"},{"speaker":"Carl Widger","startTime":537.66,"endTime":540.6,"body":"noticed Susan had sleepless"},{"speaker":"Carl Widger","startTime":537.66,"endTime":540.6,"body":"nights. So these things don't"},{"speaker":"Carl Widger","startTime":540.6,"endTime":544.23,"body":"come around easily. They don't"},{"speaker":"Carl Widger","startTime":540.6,"endTime":544.23,"body":"just happen. You guys know,"},{"speaker":"Carl Widger","startTime":544.29,"endTime":546.63,"body":"Andy, I know you do humans on"},{"speaker":"Carl Widger","startTime":544.29,"endTime":546.63,"body":"our management. I know, you"},{"speaker":"Carl Widger","startTime":546.63,"endTime":549.66,"body":"know, the effort that goes into"},{"speaker":"Carl Widger","startTime":546.63,"endTime":549.66,"body":"these things. So you're gonna do"},{"speaker":"Carl Widger","startTime":549.66,"endTime":553.47,"body":"you got it. You got to you got"},{"speaker":"Carl Widger","startTime":549.66,"endTime":553.47,"body":"to commit and you got to try and"},{"speaker":"Carl Widger","startTime":553.47,"endTime":558.24,"body":"do the most world class event"},{"speaker":"Carl Widger","startTime":553.47,"endTime":558.24,"body":"you can possibly do within your"},{"speaker":"Carl Widger","startTime":558.24,"endTime":561.66,"body":"budget. So Agreed. Agreed, you"},{"speaker":"Carl Widger","startTime":558.24,"endTime":561.66,"body":"know, I think that's really,"},{"speaker":"Carl Widger","startTime":561.66,"endTime":563.79,"body":"really important. Otherwise, it"},{"speaker":"Carl Widger","startTime":561.66,"endTime":563.79,"body":"just looks a bit cheap and"},{"speaker":"Carl Widger","startTime":563.79,"endTime":566.22,"body":"cheerful. And that's not going"},{"speaker":"Carl Widger","startTime":563.79,"endTime":566.22,"body":"to help your brand really at all"},{"speaker":"Carl Widger","startTime":566.22,"endTime":566.49,"body":"as"},{"speaker":"Andy Hart","startTime":566.94,"endTime":571.68,"body":"well as pricing."},{"speaker":"Andy Hart","startTime":566.94,"endTime":571.68,"body":"Cool. Go, Nick. Sorry."},{"speaker":"Nick Lincoln","startTime":571.679,"endTime":575.669,"body":"1000 euros is a"},{"speaker":"Nick Lincoln","startTime":571.679,"endTime":575.669,"body":"nice round number. Did you? I"},{"speaker":"Nick Lincoln","startTime":575.669,"endTime":578.339,"body":"mean, I can imagine I would"},{"speaker":"Nick Lincoln","startTime":575.669,"endTime":578.339,"body":"sweat for days thinking what's"},{"speaker":"Nick Lincoln","startTime":578.339,"endTime":580.139,"body":"the appropriate sort of ticket"},{"speaker":"Nick Lincoln","startTime":578.339,"endTime":580.139,"body":"price? Because I wouldn't have"},{"speaker":"Nick Lincoln","startTime":580.139,"endTime":582.689,"body":"any idea where to start. They"},{"speaker":"Nick Lincoln","startTime":580.139,"endTime":582.689,"body":"just come to that round number"},{"speaker":"Nick Lincoln","startTime":582.689,"endTime":584.909,"body":"because that just about covered"},{"speaker":"Nick Lincoln","startTime":582.689,"endTime":584.909,"body":"the cost of everyone turned up"},{"speaker":"Nick Lincoln","startTime":584.909,"endTime":587.069,"body":"or was that conscious? Did you"},{"speaker":"Nick Lincoln","startTime":584.909,"endTime":587.069,"body":"really think about how to get to"},{"speaker":"Nick Lincoln","startTime":587.069,"endTime":589.949,"body":"1000 euros or not 1500 or 750?"},{"speaker":"Carl Widger","startTime":590.909,"endTime":592.799,"body":"I tell you the"},{"speaker":"Carl Widger","startTime":590.909,"endTime":592.799,"body":"truth and that we were willing"},{"speaker":"Carl Widger","startTime":592.799,"endTime":598.499,"body":"to do it as a bigger loss leader"},{"speaker":"Carl Widger","startTime":592.799,"endTime":598.499,"body":"than it was. And we spoke to our"},{"speaker":"Carl Widger","startTime":598.499,"endTime":601.979,"body":"panelists so the people who were"},{"speaker":"Carl Widger","startTime":598.499,"endTime":601.979,"body":"Given the talks, and especially"},{"speaker":"Carl Widger","startTime":601.979,"endTime":605.369,"body":"listened to the people who have"},{"speaker":"Carl Widger","startTime":601.979,"endTime":605.369,"body":"been there, done that to the"},{"speaker":"Carl Widger","startTime":605.369,"endTime":608.219,"body":"people who said, This is what I"},{"speaker":"Carl Widger","startTime":605.369,"endTime":608.219,"body":"would have really wanted. And"},{"speaker":"Carl Widger","startTime":608.219,"endTime":611.399,"body":"they told us to increase the"},{"speaker":"Carl Widger","startTime":608.219,"endTime":611.399,"body":"price in order to make sure that"},{"speaker":"Carl Widger","startTime":611.399,"endTime":615.539,"body":"we had the right audience there."},{"speaker":"Carl Widger","startTime":611.399,"endTime":615.539,"body":"And it was spot on advice. And"},{"speaker":"Carl Widger","startTime":615.569,"endTime":618.689,"body":"that just goes back to the whole"},{"speaker":"Carl Widger","startTime":615.569,"endTime":618.689,"body":"point about listening to the"},{"speaker":"Carl Widger","startTime":618.689,"endTime":621.989,"body":"people with experience, cuz I"},{"speaker":"Carl Widger","startTime":618.689,"endTime":621.989,"body":"thought it was too high. I was"},{"speaker":"Carl Widger","startTime":621.989,"endTime":625.889,"body":"really worried that it was too"},{"speaker":"Carl Widger","startTime":621.989,"endTime":625.889,"body":"high. But it was we totally"},{"speaker":"Carl Widger","startTime":625.889,"endTime":626.279,"body":"nailed it. I"},{"speaker":"Alan Smith","startTime":626.28,"endTime":629.37,"body":"think. Well, you do"},{"speaker":"Alan Smith","startTime":626.28,"endTime":629.37,"body":"have any call offs last minute?"},{"speaker":"Alan Smith","startTime":629.97,"endTime":633.69,"body":"None whatsoever. Wow. That's"},{"speaker":"Alan Smith","startTime":629.97,"endTime":633.69,"body":"what I've done things in the"},{"speaker":"Alan Smith","startTime":633.69,"endTime":635.94,"body":"past. And you just never there's"},{"speaker":"Alan Smith","startTime":633.69,"endTime":635.94,"body":"always something happens, isn't"},{"speaker":"Alan Smith","startTime":635.94,"endTime":636.36,"body":"it? There's a"},{"speaker":"Carl Widger","startTime":636.509,"endTime":639.089,"body":"if you give the"},{"speaker":"Carl Widger","startTime":636.509,"endTime":639.089,"body":"street homeless something. Yeah."},{"speaker":"Carl Widger","startTime":639.929,"endTime":641.699,"body":"Yeah, give something for free."},{"speaker":"Carl Widger","startTime":639.929,"endTime":641.699,"body":"And you know,"},{"speaker":"Alan Smith","startTime":642.81,"endTime":645.12,"body":"this is the money."},{"speaker":"Alan Smith","startTime":642.81,"endTime":645.12,"body":"This is the whole science, isn't"},{"speaker":"Alan Smith","startTime":645.12,"endTime":649.35,"body":"it about pricing and giving away"},{"speaker":"Alan Smith","startTime":645.12,"endTime":649.35,"body":"stuff for free or a bit painful"},{"speaker":"Alan Smith","startTime":649.38,"endTime":651.78,"body":"not to go? Because no one wants"},{"speaker":"Alan Smith","startTime":649.38,"endTime":651.78,"body":"to waste the 1000."},{"speaker":"Carl Widger","startTime":652.169,"endTime":655.829,"body":"year we had two"},{"speaker":"Carl Widger","startTime":652.169,"endTime":655.829,"body":"people who were who were coming"},{"speaker":"Carl Widger","startTime":655.829,"endTime":660.029,"body":"as a couple. Due to kidstuff."},{"speaker":"Carl Widger","startTime":655.829,"endTime":660.029,"body":"The the one of the spouses"},{"speaker":"Carl Widger","startTime":660.029,"endTime":663.689,"body":"didn't come yet what actually"},{"speaker":"Carl Widger","startTime":660.029,"endTime":663.689,"body":"made it down that night and join"},{"speaker":"Carl Widger","startTime":663.689,"endTime":666.629,"body":"us for dinner or whatever. So"},{"speaker":"Carl Widger","startTime":663.689,"endTime":666.629,"body":"there you go. But nobody pulled"},{"speaker":"Carl Widger","startTime":666.629,"endTime":669.959,"body":"out. Your your normally factored"},{"speaker":"Carl Widger","startTime":666.629,"endTime":669.959,"body":"in how to 20% Drop out or"},{"speaker":"Carl Widger","startTime":669.959,"endTime":672.839,"body":"something like that show up?"},{"speaker":"Carl Widger","startTime":669.959,"endTime":672.839,"body":"Yeah, no, none at all, you know,"},{"speaker":"Carl Widger","startTime":672.959,"endTime":675.329,"body":"we were going to worry that it"},{"speaker":"Carl Widger","startTime":672.959,"endTime":675.329,"body":"would live in fire. So if you"},{"speaker":"Carl Widger","startTime":675.329,"endTime":676.769,"body":"dropped 20% out of seven."},{"speaker":"Andy Hart","startTime":678.539,"endTime":681.659,"body":"I think I think free"},{"speaker":"Andy Hart","startTime":678.539,"endTime":681.659,"body":"event is about 20% drop off paid"},{"speaker":"Andy Hart","startTime":681.659,"endTime":684.899,"body":"events or about 10% drop off"},{"speaker":"Andy Hart","startTime":681.659,"endTime":684.899,"body":"high, highly paid events,"},{"speaker":"Andy Hart","startTime":684.929,"endTime":687.689,"body":"probably about a 5% drop off. So"},{"speaker":"Andy Hart","startTime":684.929,"endTime":687.689,"body":"the fact you didn't really get"},{"speaker":"Andy Hart","startTime":687.689,"endTime":689.159,"body":"any I think sir, is great."},{"speaker":"Nick Lincoln","startTime":689.37,"endTime":691.29,"body":"So let you're very"},{"speaker":"Nick Lincoln","startTime":689.37,"endTime":691.29,"body":"good with Harmandir, aren't you?"},{"speaker":"Nick Lincoln","startTime":691.29,"endTime":693.42,"body":"Because Because you you say"},{"speaker":"Nick Lincoln","startTime":691.29,"endTime":693.42,"body":"categorically on that, you know,"},{"speaker":"Nick Lincoln","startTime":693.42,"endTime":695.7,"body":"if you can't make it that's down"},{"speaker":"Nick Lincoln","startTime":693.42,"endTime":695.7,"body":"to you, you know, there's no"},{"speaker":"Nick Lincoln","startTime":695.7,"endTime":695.91,"body":"real"},{"speaker":"Andy Hart","startTime":695.909,"endTime":699.299,"body":"Yeah, because it's"},{"speaker":"Andy Hart","startTime":695.909,"endTime":699.299,"body":"incredibly disruptive to you"},{"speaker":"Andy Hart","startTime":699.299,"endTime":701.549,"body":"know, a conference business has"},{"speaker":"Andy Hart","startTime":699.299,"endTime":701.549,"body":"to pay a lot of refunds. And"},{"speaker":"Andy Hart","startTime":701.549,"endTime":703.889,"body":"before you know it, you know,"},{"speaker":"Andy Hart","startTime":701.549,"endTime":703.889,"body":"you're underwater, and it's just"},{"speaker":"Andy Hart","startTime":703.919,"endTime":707.339,"body":"a logistical nightmare. It's a"},{"speaker":"Andy Hart","startTime":703.919,"endTime":707.339,"body":"little bit like an airline or a"},{"speaker":"Andy Hart","startTime":707.339,"endTime":709.289,"body":"rugby ticket, you know, they're"},{"speaker":"Andy Hart","startTime":707.339,"endTime":709.289,"body":"not going to give you a refund"},{"speaker":"Andy Hart","startTime":709.289,"endTime":712.139,"body":"once you bought bought it. I"},{"speaker":"Andy Hart","startTime":709.289,"endTime":712.139,"body":"mean, if there is certain cases,"},{"speaker":"Andy Hart","startTime":712.139,"endTime":715.619,"body":"I say, I'll give you a credit"},{"speaker":"Andy Hart","startTime":712.139,"endTime":715.619,"body":"connected or something. But it's"},{"speaker":"Andy Hart","startTime":715.619,"endTime":718.259,"body":"just a bit of a logistical"},{"speaker":"Andy Hart","startTime":715.619,"endTime":718.259,"body":"nightmare. So just to sort of"},{"speaker":"Andy Hart","startTime":718.259,"endTime":721.649,"body":"finish this topic off, this is"},{"speaker":"Andy Hart","startTime":718.259,"endTime":721.649,"body":"client events and Alan's dabbled"},{"speaker":"Andy Hart","startTime":721.649,"endTime":725.189,"body":"in it, Carl's very much in it."},{"speaker":"Andy Hart","startTime":721.649,"endTime":725.189,"body":"Me and Nick, are when I haven't"},{"speaker":"Andy Hart","startTime":725.189,"endTime":728.339,"body":"done any direct client events,"},{"speaker":"Andy Hart","startTime":725.189,"endTime":728.339,"body":"I've done loads of events for"},{"speaker":"Andy Hart","startTime":728.339,"endTime":730.919,"body":"financial advisors. I mean, I've"},{"speaker":"Andy Hart","startTime":728.339,"endTime":730.919,"body":"got a relatively small client"},{"speaker":"Andy Hart","startTime":730.919,"endTime":733.439,"body":"bank, I don't know, 50 ongoing"},{"speaker":"Andy Hart","startTime":730.919,"endTime":733.439,"body":"clients or something. And, you"},{"speaker":"Andy Hart","startTime":733.439,"endTime":735.959,"body":"know, two 300 People I've"},{"speaker":"Andy Hart","startTime":733.439,"endTime":735.959,"body":"probably done business with,"},{"speaker":"Andy Hart","startTime":735.959,"endTime":738.839,"body":"it's not too small. But yeah, I"},{"speaker":"Andy Hart","startTime":735.959,"endTime":738.839,"body":"haven't really decided I haven't"},{"speaker":"Andy Hart","startTime":738.839,"endTime":741.689,"body":"chosen to do any client events."},{"speaker":"Andy Hart","startTime":738.839,"endTime":741.689,"body":"Nick over to you on that."},{"speaker":"Nick Lincoln","startTime":744.0,"endTime":746.58,"body":"It's taking a"},{"speaker":"Nick Lincoln","startTime":744.0,"endTime":746.58,"body":"client out to lunch isn't event"},{"speaker":"Nick Lincoln","startTime":746.58,"endTime":749.4,"body":"for me. And that's that's an it"},{"speaker":"Nick Lincoln","startTime":746.58,"endTime":749.4,"body":"can be a real, real event."},{"speaker":"Nick Lincoln","startTime":749.73,"endTime":752.43,"body":"That's it. That's how I do the"},{"speaker":"Nick Lincoln","startTime":749.73,"endTime":752.43,"body":"socializing want to I don't"},{"speaker":"Nick Lincoln","startTime":752.46,"endTime":756.45,"body":"know, I just I don't have that"},{"speaker":"Nick Lincoln","startTime":752.46,"endTime":756.45,"body":"mindset. And I don't think I"},{"speaker":"Nick Lincoln","startTime":756.45,"endTime":759.6,"body":"would get the value from it. But"},{"speaker":"Nick Lincoln","startTime":756.45,"endTime":759.6,"body":"what was a much bigger operation"},{"speaker":"Nick Lincoln","startTime":759.6,"endTime":763.68,"body":"with more clients and more staff"},{"speaker":"Nick Lincoln","startTime":759.6,"endTime":763.68,"body":"will get the value from it not"},{"speaker":"Nick Lincoln","startTime":763.68,"endTime":766.59,"body":"they will give me the screening"},{"speaker":"Nick Lincoln","startTime":763.68,"endTime":766.59,"body":"app that even thinking about"},{"speaker":"Nick Lincoln","startTime":766.65,"endTime":767.07,"body":"just"},{"speaker":"Andy Hart","startTime":767.16,"endTime":769.62,"body":"just again, thinking"},{"speaker":"Andy Hart","startTime":767.16,"endTime":769.62,"body":"about why the current events, I"},{"speaker":"Andy Hart","startTime":769.62,"endTime":773.61,"body":"mean, most of them that we see a"},{"speaker":"Andy Hart","startTime":769.62,"endTime":773.61,"body":"sport related. So cricket, golf,"},{"speaker":"Andy Hart","startTime":773.64,"endTime":777.09,"body":"tennis, football, rugby."},{"speaker":"Andy Hart","startTime":773.64,"endTime":777.09,"body":"Sometimes I see events that are"},{"speaker":"Andy Hart","startTime":777.09,"endTime":780.72,"body":"very much topic specific,"},{"speaker":"Andy Hart","startTime":777.09,"endTime":780.72,"body":"usually inheritance tax, some"},{"speaker":"Andy Hart","startTime":810.76,"endTime":814.6899999999999,"body":"random golf course or something"},{"speaker":"Andy Hart","startTime":810.76,"endTime":814.6899999999999,"body":"like that. I know there are some"},{"speaker":"Andy Hart","startTime":814.6899999999999,"endTime":817.5699999999999,"body":"firms that are very aggressive"},{"speaker":"Andy Hart","startTime":814.6899999999999,"endTime":817.5699999999999,"body":"with like Mailshots, or getting"},{"speaker":"Andy Hart","startTime":817.87,"endTime":820.99,"body":"client events, usually they're"},{"speaker":"Andy Hart","startTime":817.87,"endTime":820.99,"body":"totally new clients. But yeah,"},{"speaker":"Andy Hart","startTime":820.99,"endTime":823.7199999999999,"body":"if we got anything else to add"},{"speaker":"Andy Hart","startTime":820.99,"endTime":823.7199999999999,"body":"to this whole client event,"},{"speaker":"Andy Hart","startTime":823.8399999999999,"endTime":824.5899999999999,"body":"subject"},{"speaker":"Alan Smith","startTime":824.89,"endTime":827.4399999999999,"body":"call, you are going"},{"speaker":"Alan Smith","startTime":824.89,"endTime":827.4399999999999,"body":"to do it again, right? You've"},{"speaker":"Alan Smith","startTime":827.4399999999999,"endTime":831.37,"body":"learned from the exact same"},{"speaker":"Alan Smith","startTime":827.4399999999999,"endTime":831.37,"body":"thing to the future, you know,"},{"speaker":"Alan Smith","startTime":831.37,"endTime":832.42,"body":"the version, I think"},{"speaker":"Andy Hart","startTime":832.42,"endTime":834.64,"body":"you should rinse and"},{"speaker":"Andy Hart","startTime":832.42,"endTime":834.64,"body":"repeat, tweak, rinse and repeat."},{"speaker":"Andy Hart","startTime":834.64,"endTime":837.0699999999999,"body":"Yeah, tweak, rinse and repeat."},{"speaker":"Andy Hart","startTime":834.64,"endTime":837.0699999999999,"body":"Yeah, yeah."},{"speaker":"Carl Widger","startTime":839.049,"endTime":841.179,"body":"Yeah, one of the"},{"speaker":"Carl Widger","startTime":839.049,"endTime":841.179,"body":"things we're thinking about is"},{"speaker":"Carl Widger","startTime":841.179,"endTime":843.6089999999999,"body":"do we do it in kind of two"},{"speaker":"Carl Widger","startTime":841.179,"endTime":843.6089999999999,"body":"locations, because we didn't"},{"speaker":"Carl Widger","startTime":843.6089999999999,"endTime":848.139,"body":"have very few people from our"},{"speaker":"Carl Widger","startTime":843.6089999999999,"endTime":848.139,"body":"kind of Dublin client base or"},{"speaker":"Carl Widger","startTime":848.139,"endTime":852.4889999999999,"body":"our prospect list. So it was"},{"speaker":"Carl Widger","startTime":848.139,"endTime":852.4889999999999,"body":"just too long of a drive. So I'm"},{"speaker":"Carl Widger","startTime":852.4889999999999,"endTime":855.7289999999999,"body":"actually talking to my, my"},{"speaker":"Carl Widger","startTime":852.4889999999999,"endTime":855.7289999999999,"body":"Dublin team next week. And we're"},{"speaker":"Carl Widger","startTime":855.7289999999999,"endTime":858.069,"body":"going to consider whether we do"},{"speaker":"Carl Widger","startTime":855.7289999999999,"endTime":858.069,"body":"that. So we may actually do it"},{"speaker":"Carl Widger","startTime":858.069,"endTime":860.7389999999999,"body":"in two locations next year."},{"speaker":"Carl Widger","startTime":858.069,"endTime":860.7389999999999,"body":"We'll see. But I do think the"},{"speaker":"Carl Widger","startTime":860.7389999999999,"endTime":865.389,"body":"main the way it worked was we"},{"speaker":"Carl Widger","startTime":860.7389999999999,"endTime":865.389,"body":"got people away. Nobody could go"},{"speaker":"Carl Widger","startTime":865.389,"endTime":868.9889999999999,"body":"home. It was too far away to go"},{"speaker":"Carl Widger","startTime":865.389,"endTime":868.9889999999999,"body":"home. So yeah, everybody said"},{"speaker":"Carl Widger","startTime":868.9889999999999,"endTime":872.559,"body":"the energy in the room guys. It"},{"speaker":"Carl Widger","startTime":868.9889999999999,"endTime":872.559,"body":"was so much fun. We did a"},{"speaker":"Carl Widger","startTime":872.559,"endTime":875.4689999999999,"body":"charity piece which we always"},{"speaker":"Carl Widger","startTime":872.559,"endTime":875.4689999999999,"body":"do. We did an interview with"},{"speaker":"Carl Widger","startTime":875.4689999999999,"endTime":878.3489999999999,"body":"Terry and Brennan ring of"},{"speaker":"Carl Widger","startTime":875.4689999999999,"endTime":878.3489999999999,"body":"cleanness Foundation. And that"},{"speaker":"Carl Widger","startTime":878.3489999999999,"endTime":881.8589999999999,"body":"went down so well. And I know"},{"speaker":"Carl Widger","startTime":878.3489999999999,"endTime":881.8589999999999,"body":"that they've got massive support"},{"speaker":"Carl Widger","startTime":881.8589999999999,"endTime":884.649,"body":"from that as well. So but the"},{"speaker":"Carl Widger","startTime":881.8589999999999,"endTime":884.649,"body":"energy in the room it was just"},{"speaker":"Carl Widger","startTime":884.679,"endTime":885.939,"body":"it was just magnificent."},{"speaker":"Alan Smith","startTime":886.2099999999999,"endTime":889.63,"body":"You know, I sense"},{"speaker":"Alan Smith","startTime":886.2099999999999,"endTime":889.63,"body":"that now that we are emerging"},{"speaker":"Alan Smith","startTime":889.66,"endTime":892.4499999999999,"body":"kind of blinking to the sunlight"},{"speaker":"Alan Smith","startTime":889.66,"endTime":892.4499999999999,"body":"of the post COVID environment"},{"speaker":"Alan Smith","startTime":892.4499999999999,"endTime":895.51,"body":"and we're all living our lives"},{"speaker":"Alan Smith","startTime":892.4499999999999,"endTime":895.51,"body":"now. Aren't we online much more"},{"speaker":"Alan Smith","startTime":895.51,"endTime":898.18,"body":"so Tony for me much more than"},{"speaker":"Alan Smith","startTime":895.51,"endTime":898.18,"body":"you guys as well most of your"},{"speaker":"Alan Smith","startTime":898.18,"endTime":901.8399999999999,"body":"client meetings if not all Yeah,"},{"speaker":"Alan Smith","startTime":898.18,"endTime":901.8399999999999,"body":"and just meeting other human"},{"speaker":"Alan Smith","startTime":901.8399999999999,"endTime":904.3299999999999,"body":"beings in the same room and just"},{"speaker":"Alan Smith","startTime":901.8399999999999,"endTime":904.3299999999999,"body":"having as you say, the"},{"speaker":"Alan Smith","startTime":904.3299999999999,"endTime":907.7199999999999,"body":"spontaneous the chit chats and"},{"speaker":"Alan Smith","startTime":904.3299999999999,"endTime":907.7199999999999,"body":"stuff that we've been craving it"},{"speaker":"Alan Smith","startTime":907.7199999999999,"endTime":910.3299999999999,"body":"you know, human beings are"},{"speaker":"Alan Smith","startTime":907.7199999999999,"endTime":910.3299999999999,"body":"social animals. So your timing"},{"speaker":"Alan Smith","startTime":910.3299999999999,"endTime":912.5799999999999,"body":"is very good for this as well. I"},{"speaker":"Alan Smith","startTime":910.3299999999999,"endTime":912.5799999999999,"body":"think there's a lot of pent up"},{"speaker":"Alan Smith","startTime":912.9699999999999,"endTime":915.8499999999999,"body":"demand amongst for everyone just"},{"speaker":"Alan Smith","startTime":912.9699999999999,"endTime":915.8499999999999,"body":"to get together with like minded"},{"speaker":"Alan Smith","startTime":915.8499999999999,"endTime":916.9599999999999,"body":"people. So it's great."},{"speaker":"Carl Widger","startTime":916.9599999999999,"endTime":919.42,"body":"It's totally I love"},{"speaker":"Carl Widger","startTime":916.9599999999999,"endTime":919.42,"body":"my final point of that Andy we"},{"speaker":"Carl Widger","startTime":919.42,"endTime":922.12,"body":"just mentioned the golf course"},{"speaker":"Carl Widger","startTime":919.42,"endTime":922.12,"body":"or whatever. So there's so much"},{"speaker":"Carl Widger","startTime":922.12,"endTime":925.6899999999999,"body":"of that stuff happens but this"},{"speaker":"Carl Widger","startTime":922.12,"endTime":925.6899999999999,"body":"was about the partnership. So"},{"speaker":"Carl Widger","startTime":925.6899999999999,"endTime":929.8299999999999,"body":"the husband and wife, the"},{"speaker":"Carl Widger","startTime":925.6899999999999,"endTime":929.8299999999999,"body":"partners whatever on that will"},{"speaker":"Carl Widger","startTime":929.8299999999999,"endTime":932.8299999999999,"body":"read He went down really, really"},{"speaker":"Carl Widger","startTime":929.8299999999999,"endTime":932.8299999999999,"body":"well. And I got to know a lot of"},{"speaker":"Carl Widger","startTime":933.28,"endTime":936.9699999999999,"body":"partners that I didn't know that"},{"speaker":"Carl Widger","startTime":933.28,"endTime":936.9699999999999,"body":"well. And that was that was that"},{"speaker":"Carl Widger","startTime":936.9699999999999,"endTime":938.56,"body":"was a major plus for me as well,"},{"speaker":"Carl Widger","startTime":936.9699999999999,"endTime":938.56,"body":"you know,"},{"speaker":"Nick Lincoln","startTime":938.649,"endTime":941.799,"body":"yeah, there's"},{"speaker":"Nick Lincoln","startTime":938.649,"endTime":941.799,"body":"tremendous value in that you'll,"},{"speaker":"Nick Lincoln","startTime":941.8589999999999,"endTime":946.659,"body":"you know, the the, we're always"},{"speaker":"Nick Lincoln","startTime":941.8589999999999,"endTime":946.659,"body":"asked, what's the ROI on any of"},{"speaker":"Nick Lincoln","startTime":946.659,"endTime":949.7189999999999,"body":"these big projects aren't when I"},{"speaker":"Nick Lincoln","startTime":946.659,"endTime":949.7189999999999,"body":"know you must have been at your"},{"speaker":"Nick Lincoln","startTime":949.7189999999999,"endTime":952.389,"body":"company, they must have said,"},{"speaker":"Nick Lincoln","startTime":949.7189999999999,"endTime":952.389,"body":"you know, to, you know, how do"},{"speaker":"Nick Lincoln","startTime":952.389,"endTime":956.259,"body":"you measure it and that's,"},{"speaker":"Nick Lincoln","startTime":952.389,"endTime":956.259,"body":"that's a real benefit to get to"},{"speaker":"Nick Lincoln","startTime":956.259,"endTime":958.659,"body":"know the partners, your clients."},{"speaker":"Carl Widger","startTime":958.87,"endTime":961.48,"body":"Look, it's another"},{"speaker":"Carl Widger","startTime":958.87,"endTime":961.48,"body":"project another podcast"},{"speaker":"Carl Widger","startTime":961.48,"endTime":963.64,"body":"altogether about the difference"},{"speaker":"Carl Widger","startTime":961.48,"endTime":963.64,"body":"between brand building and"},{"speaker":"Carl Widger","startTime":963.64,"endTime":968.29,"body":"client catching. We managed to"},{"speaker":"Carl Widger","startTime":963.64,"endTime":968.29,"body":"strike kind of both, I think in"},{"speaker":"Carl Widger","startTime":968.29,"endTime":970.87,"body":"this event will come because"},{"speaker":"Carl Widger","startTime":968.29,"endTime":970.87,"body":"look, I'm talking about event"},{"speaker":"Carl Widger","startTime":970.87,"endTime":973.75,"body":"that went really, really well."},{"speaker":"Carl Widger","startTime":970.87,"endTime":973.75,"body":"We've done some ones that were"},{"speaker":"Carl Widger","startTime":973.75,"endTime":977.56,"body":"like, not good at all. So like,"},{"speaker":"Carl Widger","startTime":973.75,"endTime":977.56,"body":"that's, that's, we'll come back"},{"speaker":"Carl Widger","startTime":977.56,"endTime":977.68,"body":"to"},{"speaker":"Alan Smith","startTime":977.679,"endTime":981.309,"body":"those in a future"},{"speaker":"Alan Smith","startTime":977.679,"endTime":981.309,"body":"episode. All the disasters as"},{"speaker":"Alan Smith","startTime":981.309,"endTime":981.6089999999999,"body":"well."},{"speaker":"Carl Widger","startTime":981.64,"endTime":985.27,"body":"Yeah. And there"},{"speaker":"Carl Widger","startTime":981.64,"endTime":985.27,"body":"comes a time to more interesting"},{"speaker":"Carl Widger","startTime":985.27,"endTime":987.76,"body":"and funny, but anyway, yeah."},{"speaker":"Carl Widger","startTime":985.27,"endTime":987.76,"body":"Right."},{"speaker":"Nick Lincoln","startTime":990.01,"endTime":991.93,"body":"It's gonna sound"},{"speaker":"Nick Lincoln","startTime":990.01,"endTime":991.93,"body":"condescending. But now that I"},{"speaker":"Nick Lincoln","startTime":991.93,"endTime":994.81,"body":"think of me as a little one man"},{"speaker":"Nick Lincoln","startTime":991.93,"endTime":994.81,"body":"band firm. I think that's an"},{"speaker":"Nick Lincoln","startTime":994.87,"endTime":999.25,"body":"absolute bloody tremendous."},{"speaker":"Nick Lincoln","startTime":994.87,"endTime":999.25,"body":"Thanks, great. Cheers by Susan"},{"speaker":"Nick Lincoln","startTime":999.25,"endTime":1003.63,"body":"at your office. Okay, so well"},{"speaker":"Nick Lincoln","startTime":999.25,"endTime":1003.63,"body":"can't call callers is talking"},{"speaker":"Nick Lincoln","startTime":1003.63,"endTime":1007.53,"body":"about working with the clients"},{"speaker":"Nick Lincoln","startTime":1003.63,"endTime":1007.53,"body":"you've already got, and forming"},{"speaker":"Nick Lincoln","startTime":1007.53,"endTime":1010.0799999999999,"body":"deeper relationships with them"},{"speaker":"Nick Lincoln","startTime":1007.53,"endTime":1010.0799999999999,"body":"and their partners and so forth."},{"speaker":"Nick Lincoln","startTime":1010.0799999999999,"endTime":1013.68,"body":"But I had a chapter this week"},{"speaker":"Nick Lincoln","startTime":1010.0799999999999,"endTime":1013.68,"body":"with, with with, with a"},{"speaker":"Nick Lincoln","startTime":1013.68,"endTime":1016.7099999999999,"body":"financial advisor that all of us"},{"speaker":"Nick Lincoln","startTime":1013.68,"endTime":1016.7099999999999,"body":"in the group know, or certainly"},{"speaker":"Nick Lincoln","startTime":1016.86,"endTime":1020.04,"body":"three, three of us do. And he's"},{"speaker":"Nick Lincoln","startTime":1016.86,"endTime":1020.04,"body":"leaving to go on his own. He's"},{"speaker":"Nick Lincoln","startTime":1020.04,"endTime":1022.1999999999999,"body":"been with a number of firms, and"},{"speaker":"Nick Lincoln","startTime":1020.04,"endTime":1022.1999999999999,"body":"now he's going to set up his own"},{"speaker":"Nick Lincoln","startTime":1022.1999999999999,"endTime":1027.33,"body":"firm. And he's appreciably"},{"speaker":"Nick Lincoln","startTime":1022.1999999999999,"endTime":1027.33,"body":"younger than me. And he came to"},{"speaker":"Nick Lincoln","startTime":1027.33,"endTime":1030.66,"body":"me, we had a Zoom meeting, and"},{"speaker":"Nick Lincoln","startTime":1027.33,"endTime":1030.66,"body":"he wants to know how, what are"},{"speaker":"Nick Lincoln","startTime":1030.66,"endTime":1033.48,"body":"the what are the ways that you"},{"speaker":"Nick Lincoln","startTime":1030.66,"endTime":1033.48,"body":"acquire clients as you grow your"},{"speaker":"Nick Lincoln","startTime":1033.48,"endTime":1036.1200000000001,"body":"client bank? Now, I'm a bit of a"},{"speaker":"Nick Lincoln","startTime":1033.48,"endTime":1036.1200000000001,"body":"funny source to ask because I"},{"speaker":"Nick Lincoln","startTime":1036.1200000000001,"endTime":1039.24,"body":"went out on my own in 2008. And"},{"speaker":"Nick Lincoln","startTime":1036.1200000000001,"endTime":1039.24,"body":"I had a storming and forming"},{"speaker":"Nick Lincoln","startTime":1039.42,"endTime":1041.52,"body":"stage back then. But now I've"},{"speaker":"Nick Lincoln","startTime":1039.42,"endTime":1041.52,"body":"got a mature business, and I"},{"speaker":"Nick Lincoln","startTime":1041.52,"endTime":1044.88,"body":"don't go looking for clients, I"},{"speaker":"Nick Lincoln","startTime":1041.52,"endTime":1044.88,"body":"only get them by referral. And"},{"speaker":"Nick Lincoln","startTime":1044.88,"endTime":1048.33,"body":"I, I turn away as many clients"},{"speaker":"Nick Lincoln","startTime":1044.88,"endTime":1048.33,"body":"as I take on and I get turned"},{"speaker":"Nick Lincoln","startTime":1048.33,"endTime":1053.58,"body":"away by as many clients as well."},{"speaker":"Nick Lincoln","startTime":1048.33,"endTime":1053.58,"body":"So I'm not really sort of out"},{"speaker":"Nick Lincoln","startTime":1053.58,"endTime":1055.77,"body":"there pulling in clients looking"},{"speaker":"Nick Lincoln","startTime":1053.58,"endTime":1055.77,"body":"for cloud, but I spoke to this"},{"speaker":"Nick Lincoln","startTime":1055.77,"endTime":1059.1299999999999,"body":"chat for about an hour and zoom."},{"speaker":"Nick Lincoln","startTime":1055.77,"endTime":1059.1299999999999,"body":"And I thought, you know, I"},{"speaker":"Nick Lincoln","startTime":1059.1299999999999,"endTime":1061.6499999999999,"body":"imagined you do the normal"},{"speaker":"Nick Lincoln","startTime":1059.1299999999999,"endTime":1061.6499999999999,"body":"things we did pre COVID. So it's"},{"speaker":"Nick Lincoln","startTime":1061.6499999999999,"endTime":1065.1,"body":"things like networking, I'm not"},{"speaker":"Nick Lincoln","startTime":1061.6499999999999,"endTime":1065.1,"body":"even sure if BNI is that around."},{"speaker":"Nick Lincoln","startTime":1065.1,"endTime":1068.37,"body":"But that kind of thing you want"},{"speaker":"Nick Lincoln","startTime":1065.1,"endTime":1068.37,"body":"to talk to you introduces the"},{"speaker":"Nick Lincoln","startTime":1068.37,"endTime":1071.34,"body":"solicitors and accountants."},{"speaker":"Nick Lincoln","startTime":1068.37,"endTime":1071.34,"body":"We've got the internet now,"},{"speaker":"Nick Lincoln","startTime":1071.34,"endTime":1073.8,"body":"which I didn't have we had in"},{"speaker":"Nick Lincoln","startTime":1071.34,"endTime":1073.8,"body":"2008, but not to the same"},{"speaker":"Nick Lincoln","startTime":1073.8,"endTime":1077.79,"body":"degree. So you can do blogs, you"},{"speaker":"Nick Lincoln","startTime":1073.8,"endTime":1077.79,"body":"can do podcasts. All that. I"},{"speaker":"Nick Lincoln","startTime":1077.79,"endTime":1079.4099999999999,"body":"thought when the when the"},{"speaker":"Nick Lincoln","startTime":1077.79,"endTime":1079.4099999999999,"body":"meeting finished, I thought, Is"},{"speaker":"Nick Lincoln","startTime":1079.4099999999999,"endTime":1082.2,"body":"there anything I'm particularly"},{"speaker":"Nick Lincoln","startTime":1079.4099999999999,"endTime":1082.2,"body":"missing? Pressing your existing"},{"speaker":"Nick Lincoln","startTime":1082.2,"endTime":1085.6499999999999,"body":"clients really, really, really"},{"speaker":"Nick Lincoln","startTime":1082.2,"endTime":1085.6499999999999,"body":"hard for referrals? And what if"},{"speaker":"Alan Smith","startTime":1085.6499999999999,"endTime":1088.26,"body":"you haven't got any"},{"speaker":"Alan Smith","startTime":1085.6499999999999,"endTime":1088.26,"body":"This is a startup? Is he"},{"speaker":"Alan Smith","startTime":1088.26,"endTime":1090.42,"body":"starting a brand new company? He"},{"speaker":"Alan Smith","startTime":1088.26,"endTime":1090.42,"body":"might not even have?"},{"speaker":"Nick Lincoln","startTime":1090.93,"endTime":1093.6599999999999,"body":"No, he has"},{"speaker":"Nick Lincoln","startTime":1090.93,"endTime":1093.6599999999999,"body":"clients? Or clients? Okay, he's"},{"speaker":"Nick Lincoln","startTime":1093.6599999999999,"endTime":1097.44,"body":"gonna happen. So over to you"},{"speaker":"Nick Lincoln","startTime":1093.6599999999999,"endTime":1097.44,"body":"guys. What would you say we're"},{"speaker":"Nick Lincoln","startTime":1097.44,"endTime":1099.36,"body":"all at different stages of our"},{"speaker":"Nick Lincoln","startTime":1097.44,"endTime":1099.36,"body":"business? What are the what what"},{"speaker":"Nick Lincoln","startTime":1099.36,"endTime":1102.24,"body":"would be your ideas for growing"},{"speaker":"Nick Lincoln","startTime":1099.36,"endTime":1102.24,"body":"your client bank? Was there"},{"speaker":"Nick Lincoln","startTime":1102.24,"endTime":1104.97,"body":"anything I missed and the"},{"speaker":"Nick Lincoln","startTime":1102.24,"endTime":1104.97,"body":"obvious kind of almost cliched"},{"speaker":"Nick Lincoln","startTime":1105.03,"endTime":1106.02,"body":"routes to doing so?"},{"speaker":"Alan Smith","startTime":1108.06,"endTime":1109.6499999999999,"body":"Go? Alright, well,"},{"speaker":"Andy Hart","startTime":1109.649,"endTime":1112.349,"body":"I'll kick I'll kick"},{"speaker":"Andy Hart","startTime":1109.649,"endTime":1112.349,"body":"us off. When you set up a new"},{"speaker":"Andy Hart","startTime":1112.349,"endTime":1115.049,"body":"business, you've got to live"},{"speaker":"Andy Hart","startTime":1112.349,"endTime":1115.049,"body":"sleep and breathe, you know,"},{"speaker":"Andy Hart","startTime":1115.079,"endTime":1120.4189999999999,"body":"sales. You know, a lot of people"},{"speaker":"Andy Hart","startTime":1115.079,"endTime":1120.4189999999999,"body":"focus so much time on the logo,"},{"speaker":"Andy Hart","startTime":1120.4189999999999,"endTime":1123.1789999999999,"body":"the website, the business cards,"},{"speaker":"Andy Hart","startTime":1120.4189999999999,"endTime":1123.1789999999999,"body":"historically, I mean, these are"},{"speaker":"Andy Hart","startTime":1123.1789999999999,"endTime":1126.269,"body":"all just boring admin in the"},{"speaker":"Andy Hart","startTime":1123.1789999999999,"endTime":1126.269,"body":"background, you got to go out"},{"speaker":"Andy Hart","startTime":1126.269,"endTime":1128.219,"body":"there and get clients. I mean,"},{"speaker":"Andy Hart","startTime":1126.269,"endTime":1128.219,"body":"obviously, you got to have"},{"speaker":"Andy Hart","startTime":1128.219,"endTime":1130.529,"body":"somewhat, you know, your ducks"},{"speaker":"Andy Hart","startTime":1128.219,"endTime":1130.529,"body":"in a row and some of the"},{"speaker":"Andy Hart","startTime":1130.529,"endTime":1133.829,"body":"branding sort of down but don't"},{"speaker":"Andy Hart","startTime":1130.529,"endTime":1133.829,"body":"over stress about it. So yeah,"},{"speaker":"Andy Hart","startTime":1133.829,"endTime":1137.549,"body":"you've got to live, sleep and"},{"speaker":"Andy Hart","startTime":1133.829,"endTime":1137.549,"body":"breathe it. I think a route that"},{"speaker":"Andy Hart","startTime":1137.549,"endTime":1140.1889999999999,"body":"I have seen younger advisors"},{"speaker":"Andy Hart","startTime":1137.549,"endTime":1140.1889999999999,"body":"setting up new firms, they do"},{"speaker":"Andy Hart","startTime":1140.1889999999999,"endTime":1142.859,"body":"focus on life insurance and"},{"speaker":"Andy Hart","startTime":1140.1889999999999,"endTime":1142.859,"body":"insurance type products, because"},{"speaker":"Andy Hart","startTime":1142.859,"endTime":1145.829,"body":"it's good cash flow for the"},{"speaker":"Andy Hart","startTime":1142.859,"endTime":1145.829,"body":"business. It depends on how many"},{"speaker":"Andy Hart","startTime":1145.829,"endTime":1148.649,"body":"clients they've got to start"},{"speaker":"Andy Hart","startTime":1145.829,"endTime":1148.649,"body":"with, yeah, what sort of social"},{"speaker":"Andy Hart","startTime":1148.649,"endTime":1151.259,"body":"circles they're in what clubs,"},{"speaker":"Andy Hart","startTime":1148.649,"endTime":1151.259,"body":"they're part of, you know,"},{"speaker":"Andy Hart","startTime":1151.259,"endTime":1153.989,"body":"lawyers and accountants we've"},{"speaker":"Andy Hart","startTime":1151.259,"endTime":1153.989,"body":"mentioned. And then you've got"},{"speaker":"Andy Hart","startTime":1153.989,"endTime":1157.259,"body":"all the digital ways, but"},{"speaker":"Andy Hart","startTime":1153.989,"endTime":1157.259,"body":"digital promotion these days"},{"speaker":"Andy Hart","startTime":1157.259,"endTime":1159.389,"body":"takes takes a long time. You"},{"speaker":"Andy Hart","startTime":1157.259,"endTime":1159.389,"body":"know, if you're starting a"},{"speaker":"Andy Hart","startTime":1159.389,"endTime":1161.9089999999999,"body":"creative project, you should"},{"speaker":"Andy Hart","startTime":1159.389,"endTime":1161.9089999999999,"body":"really think I'm not gonna see"},{"speaker":"Andy Hart","startTime":1161.9089999999999,"endTime":1164.459,"body":"any results for this for about"},{"speaker":"Andy Hart","startTime":1161.9089999999999,"endTime":1164.459,"body":"30 months. That's what they say"},{"speaker":"Andy Hart","startTime":1164.459,"endTime":1167.339,"body":"in the content creation world."},{"speaker":"Andy Hart","startTime":1164.459,"endTime":1167.339,"body":"That's if you're doing blogging,"},{"speaker":"Andy Hart","startTime":1167.339,"endTime":1169.859,"body":"YouTube channels, podcasts, you"},{"speaker":"Andy Hart","startTime":1167.339,"endTime":1169.859,"body":"know, that sort of stuff. So"},{"speaker":"Andy Hart","startTime":1170.069,"endTime":1173.789,"body":"that's a much slower burn, or"},{"speaker":"Andy Hart","startTime":1170.069,"endTime":1173.789,"body":"sorry, take takes a lot longer"},{"speaker":"Andy Hart","startTime":1173.789,"endTime":1177.389,"body":"time to see the results. So it's"},{"speaker":"Andy Hart","startTime":1173.789,"endTime":1177.389,"body":"got to consume you. Basically,"},{"speaker":"Andy Hart","startTime":1177.389,"endTime":1179.1589999999999,"body":"you got to live sleep and"},{"speaker":"Andy Hart","startTime":1177.389,"endTime":1179.1589999999999,"body":"breathe it in. I've got this big"},{"speaker":"Andy Hart","startTime":1179.1589999999999,"endTime":1182.459,"body":"thing about jobs, careers and"},{"speaker":"Andy Hart","startTime":1179.1589999999999,"endTime":1182.459,"body":"callings. I believe all four of"},{"speaker":"Andy Hart","startTime":1182.459,"endTime":1184.769,"body":"us in the call have got a"},{"speaker":"Andy Hart","startTime":1182.459,"endTime":1184.769,"body":"calling whatever that is, but"},{"speaker":"Andy Hart","startTime":1184.769,"endTime":1187.649,"body":"it's more than obviously a job."},{"speaker":"Andy Hart","startTime":1184.769,"endTime":1187.649,"body":"And it's a little bit more than"},{"speaker":"Andy Hart","startTime":1187.649,"endTime":1191.369,"body":"the career. Yeah, so it's just"},{"speaker":"Andy Hart","startTime":1187.649,"endTime":1191.369,"body":"it's just got to consume me"},{"speaker":"Andy Hart","startTime":1191.369,"endTime":1194.969,"body":"really. And, yeah, everything"},{"speaker":"Andy Hart","startTime":1191.369,"endTime":1194.969,"body":"you do is about trying to get"},{"speaker":"Andy Hart","startTime":1194.969,"endTime":1197.489,"body":"new clients. And in an ideal"},{"speaker":"Andy Hart","startTime":1194.969,"endTime":1197.489,"body":"world, you've got a bit of a"},{"speaker":"Andy Hart","startTime":1197.489,"endTime":1200.819,"body":"burn rate, a personal burn rate"},{"speaker":"Andy Hart","startTime":1197.489,"endTime":1200.819,"body":"yourself. So you've got minimum"},{"speaker":"Andy Hart","startTime":1200.819,"endTime":1203.249,"body":"three months in the bank, but"},{"speaker":"Andy Hart","startTime":1200.819,"endTime":1203.249,"body":"that's cutting it a bit tight,"},{"speaker":"Andy Hart","startTime":1203.249,"endTime":1207.4189999999999,"body":"probably between six and 12"},{"speaker":"Andy Hart","startTime":1203.249,"endTime":1207.4189999999999,"body":"months, I'd say. I think that's"},{"speaker":"Andy Hart","startTime":1207.4189999999999,"endTime":1208.349,"body":"sort of a sweet spot,"},{"speaker":"Alan Smith","startTime":1208.35,"endTime":1210.99,"body":"I'd say. I'd say I'd"},{"speaker":"Alan Smith","startTime":1208.35,"endTime":1210.99,"body":"say I'd say longer. So my take"},{"speaker":"Alan Smith","startTime":1210.99,"endTime":1215.07,"body":"on this and funnily enough, I"},{"speaker":"Alan Smith","startTime":1210.99,"endTime":1215.07,"body":"spoke somewhat about this at an"},{"speaker":"Alan Smith","startTime":1215.07,"endTime":1219.24,"body":"event recently, which we might"},{"speaker":"Alan Smith","startTime":1215.07,"endTime":1219.24,"body":"come back to later on October"},{"speaker":"Alan Smith","startTime":1219.27,"endTime":1222.99,"body":"October members. And it was it"},{"speaker":"Alan Smith","startTime":1219.27,"endTime":1222.99,"body":"was about exactly this about"},{"speaker":"Alan Smith","startTime":1223.02,"endTime":1226.5,"body":"growing your client base growing"},{"speaker":"Alan Smith","startTime":1223.02,"endTime":1226.5,"body":"your revenue and using perhaps"},{"speaker":"Alan Smith","startTime":1226.5,"endTime":1229.53,"body":"more modern digital methods to"},{"speaker":"Alan Smith","startTime":1226.5,"endTime":1229.53,"body":"do so. And I just speak from"},{"speaker":"Alan Smith","startTime":1229.92,"endTime":1232.62,"body":"there if I'm any remote expert,"},{"speaker":"Alan Smith","startTime":1229.92,"endTime":1232.62,"body":"but we've kind of doubled down"},{"speaker":"Alan Smith","startTime":1232.62,"endTime":1235.5,"body":"in our activities affirm the"},{"speaker":"Alan Smith","startTime":1232.62,"endTime":1235.5,"body":"last six months, really six,"},{"speaker":"Alan Smith","startTime":1235.5,"endTime":1239.3999999999999,"body":"nine months on this with some"},{"speaker":"Alan Smith","startTime":1235.5,"endTime":1239.3999999999999,"body":"positive results, but completely"},{"speaker":"Alan Smith","startTime":1239.3999999999999,"endTime":1242.04,"body":"agree with what Andy says he's"},{"speaker":"Alan Smith","startTime":1239.3999999999999,"endTime":1242.04,"body":"starting up anything needs to"},{"speaker":"Alan Smith","startTime":1242.04,"endTime":1245.58,"body":"know your burn rate, and I would"},{"speaker":"Alan Smith","startTime":1242.04,"endTime":1245.58,"body":"have 12 to 18 months if I could,"},{"speaker":"Alan Smith","startTime":1246.1499999999999,"endTime":1248.9099999999999,"body":"I'd assume I'm not going to make"},{"speaker":"Alan Smith","startTime":1246.1499999999999,"endTime":1248.9099999999999,"body":"anything. Alright, as you say,"},{"speaker":"Alan Smith","startTime":1248.9099999999999,"endTime":1251.85,"body":"if you've got sold some products"},{"speaker":"Alan Smith","startTime":1248.9099999999999,"endTime":1251.85,"body":"and some policies, but in terms"},{"speaker":"Alan Smith","startTime":1251.85,"endTime":1255.8999999999999,"body":"of real proper planning clients,"},{"speaker":"Alan Smith","startTime":1251.85,"endTime":1255.8999999999999,"body":"even if you bring one on, it's a"},{"speaker":"Alan Smith","startTime":1255.8999999999999,"endTime":1258.99,"body":"long, long game, isn't it, and"},{"speaker":"Alan Smith","startTime":1255.8999999999999,"endTime":1258.99,"body":"you've got bills to pay and"},{"speaker":"Alan Smith","startTime":1258.99,"endTime":1261.96,"body":"mouths to feed, and so on. So"},{"speaker":"Alan Smith","startTime":1258.99,"endTime":1261.96,"body":"I'd be first of all, if I was"},{"speaker":"Alan Smith","startTime":1261.96,"endTime":1264.81,"body":"thinking of doing this, I'd be"},{"speaker":"Alan Smith","startTime":1261.96,"endTime":1264.81,"body":"planning way way ahead and say"},{"speaker":"Alan Smith","startTime":1264.81,"endTime":1267.42,"body":"I've got to build up my cash"},{"speaker":"Alan Smith","startTime":1264.81,"endTime":1267.42,"body":"buffer number one, a sim, I'm"},{"speaker":"Alan Smith","startTime":1267.42,"endTime":1272.52,"body":"not going to earn a penny over"},{"speaker":"Alan Smith","startTime":1267.42,"endTime":1272.52,"body":"12 to 18 months. And what we all"},{"speaker":"Alan Smith","startTime":1272.52,"endTime":1276.36,"body":"know is it is that the internet"},{"speaker":"Alan Smith","startTime":1272.52,"endTime":1276.36,"body":"is both a blessing and a curse."},{"speaker":"Alan Smith","startTime":1276.42,"endTime":1279.84,"body":"It is fantastic. Because you can"},{"speaker":"Alan Smith","startTime":1276.42,"endTime":1279.84,"body":"connect with anyone in theory,"},{"speaker":"Alan Smith","startTime":1279.84,"endTime":1283.08,"body":"and we are no longer"},{"speaker":"Alan Smith","startTime":1279.84,"endTime":1283.08,"body":"geographically dependent, you"},{"speaker":"Alan Smith","startTime":1283.08,"endTime":1285.06,"body":"will have to deal with people"},{"speaker":"Alan Smith","startTime":1283.08,"endTime":1285.06,"body":"within five miles radius you"},{"speaker":"Alan Smith","startTime":1285.06,"endTime":1288.06,"body":"deal with anyone across the"},{"speaker":"Alan Smith","startTime":1285.06,"endTime":1288.06,"body":"country, which is fantastic. But"},{"speaker":"Alan Smith","startTime":1288.06,"endTime":1291.48,"body":"also so can everyone else. And"},{"speaker":"Alan Smith","startTime":1288.06,"endTime":1291.48,"body":"so can you competitors. So how"},{"speaker":"Alan Smith","startTime":1291.48,"endTime":1294.06,"body":"do you stand out? How do you"},{"speaker":"Alan Smith","startTime":1291.48,"endTime":1294.06,"body":"stand out from the crowd of all"},{"speaker":"Alan Smith","startTime":1294.06,"endTime":1296.22,"body":"the 1000s of other people in I"},{"speaker":"Alan Smith","startTime":1294.06,"endTime":1296.22,"body":"don't know about you, if you go"},{"speaker":"Alan Smith","startTime":1296.22,"endTime":1299.73,"body":"on LinkedIn or anything else, I"},{"speaker":"Alan Smith","startTime":1296.22,"endTime":1299.73,"body":"see just loads of messages from"},{"speaker":"Alan Smith","startTime":1299.82,"endTime":1303.06,"body":"personal finance and finance"},{"speaker":"Alan Smith","startTime":1299.82,"endTime":1303.06,"body":"coaches, and you know, certain"},{"speaker":"Alan Smith","startTime":1303.06,"endTime":1305.43,"body":"big big brands and national"},{"speaker":"Alan Smith","startTime":1303.06,"endTime":1305.43,"body":"brands and so on that promote"},{"speaker":"Alan Smith","startTime":1305.43,"endTime":1309.57,"body":"themselves, to my mind, and it's"},{"speaker":"Alan Smith","startTime":1305.43,"endTime":1309.57,"body":"been talked about, you know, ad"},{"speaker":"Alan Smith","startTime":1309.57,"endTime":1314.52,"body":"infinitum forever. But the"},{"speaker":"Alan Smith","startTime":1309.57,"endTime":1314.52,"body":"concept of, of niching down, or"},{"speaker":"Alan Smith","startTime":1314.52,"endTime":1318.36,"body":"being a sector specialist,"},{"speaker":"Alan Smith","startTime":1314.52,"endTime":1318.36,"body":"really identifying the sort of"},{"speaker":"Alan Smith","startTime":1318.36,"endTime":1322.47,"body":"clients you want to work with,"},{"speaker":"Alan Smith","startTime":1318.36,"endTime":1322.47,"body":"where you've got specific, like"},{"speaker":"Alan Smith","startTime":1322.47,"endTime":1326.7,"body":"domain expertise, and the"},{"speaker":"Alan Smith","startTime":1322.47,"endTime":1326.7,"body":"narrower the better, really, and"},{"speaker":"Alan Smith","startTime":1326.7,"endTime":1329.94,"body":"it because all of a sudden,"},{"speaker":"Alan Smith","startTime":1326.7,"endTime":1329.94,"body":"you're gonna stand out if you"},{"speaker":"Alan Smith","startTime":1329.94,"endTime":1333.24,"body":"deal with, I don't know, let's"},{"speaker":"Alan Smith","startTime":1329.94,"endTime":1333.24,"body":"just make one up list. If you"},{"speaker":"Alan Smith","startTime":1333.24,"endTime":1337.23,"body":"deal with dentists, and"},{"speaker":"Alan Smith","startTime":1333.24,"endTime":1337.23,"body":"somebody's a dentist, and you"},{"speaker":"Alan Smith","startTime":1337.23,"endTime":1340.17,"body":"see stuff that inundated with"},{"speaker":"Alan Smith","startTime":1337.23,"endTime":1340.17,"body":"information, and you see"},{"speaker":"Alan Smith","startTime":1340.17,"endTime":1342.72,"body":"something, you know, specific"},{"speaker":"Alan Smith","startTime":1340.17,"endTime":1342.72,"body":"retirement planning the three"},{"speaker":"Alan Smith","startTime":1342.72,"endTime":1345.72,"body":"step process for dentists to"},{"speaker":"Alan Smith","startTime":1342.72,"endTime":1345.72,"body":"retire successfully. Well,"},{"speaker":"Alan Smith","startTime":1345.72,"endTime":1347.85,"body":"that's going to capture a little"},{"speaker":"Alan Smith","startTime":1345.72,"endTime":1347.85,"body":"bit of your attention. And"},{"speaker":"Alan Smith","startTime":1347.85,"endTime":1350.1599999999999,"body":"there's, there's a methodology"},{"speaker":"Alan Smith","startTime":1347.85,"endTime":1350.1599999999999,"body":"as a way of doing this stuff."},{"speaker":"Alan Smith","startTime":1351.06,"endTime":1353.79,"body":"I'm learning as we go. But"},{"speaker":"Alan Smith","startTime":1351.06,"endTime":1353.79,"body":"certainly you can get you can"},{"speaker":"Alan Smith","startTime":1353.79,"endTime":1356.61,"body":"build up a reputation, you can"},{"speaker":"Alan Smith","startTime":1353.79,"endTime":1356.61,"body":"build up traction, and one thing"},{"speaker":"Alan Smith","startTime":1356.61,"endTime":1359.67,"body":"leads to another and eventually"},{"speaker":"Alan Smith","startTime":1356.61,"endTime":1359.67,"body":"you find yourself in the sectors"},{"speaker":"Alan Smith","startTime":1360.12,"endTime":1362.73,"body":"where these people hang out and"},{"speaker":"Alan Smith","startTime":1360.12,"endTime":1362.73,"body":"you found yourself you'll get"},{"speaker":"Alan Smith","startTime":1362.73,"endTime":1365.9099999999999,"body":"invited to conferences, you read"},{"speaker":"Alan Smith","startTime":1362.73,"endTime":1365.9099999999999,"body":"the books and the magazines that"},{"speaker":"Alan Smith","startTime":1365.9099999999999,"endTime":1369.54,"body":"this these up whoever it is that"},{"speaker":"Alan Smith","startTime":1365.9099999999999,"endTime":1369.54,"body":"you're targeting, and you speak"},{"speaker":"Alan Smith","startTime":1369.54,"endTime":1371.49,"body":"the language and every"},{"speaker":"Alan Smith","startTime":1369.54,"endTime":1371.49,"body":"profession, every type of"},{"speaker":"Alan Smith","startTime":1371.49,"endTime":1374.3999999999999,"body":"person, every business owner,"},{"speaker":"Alan Smith","startTime":1371.49,"endTime":1374.3999999999999,"body":"whatever they're into, has their"},{"speaker":"Alan Smith","startTime":1374.3999999999999,"endTime":1377.67,"body":"own words and language do you"},{"speaker":"Alan Smith","startTime":1374.3999999999999,"endTime":1377.67,"body":"start you realize, or the other"},{"speaker":"Alan Smith","startTime":1377.67,"endTime":1380.58,"body":"of your prospects realize you're"},{"speaker":"Alan Smith","startTime":1377.67,"endTime":1380.58,"body":"one of them? And where they're"},{"speaker":"Alan Smith","startTime":1380.58,"endTime":1383.58,"body":"gonna go when you do need"},{"speaker":"Alan Smith","startTime":1380.58,"endTime":1383.58,"body":"financial advice, a generic"},{"speaker":"Alan Smith","startTime":1383.58,"endTime":1386.46,"body":"guide down the road, or someone"},{"speaker":"Alan Smith","startTime":1383.58,"endTime":1386.46,"body":"who's an absolute specific"},{"speaker":"Alan Smith","startTime":1386.46,"endTime":1390.09,"body":"expert and all the issues key"},{"speaker":"Alan Smith","startTime":1386.46,"endTime":1390.09,"body":"and the challenges, what I refer"},{"speaker":"Alan Smith","startTime":1390.09,"endTime":1393.99,"body":"to as the 3am moments, what are"},{"speaker":"Alan Smith","startTime":1390.09,"endTime":1393.99,"body":"the 3am moments for your unique,"},{"speaker":"Alan Smith","startTime":1394.17,"endTime":1397.53,"body":"you know, micro sector and then"},{"speaker":"Alan Smith","startTime":1394.17,"endTime":1397.53,"body":"just there's there's a there's a"},{"speaker":"Alan Smith","startTime":1397.53,"endTime":1399.57,"body":"book I know, we were speaking"},{"speaker":"Alan Smith","startTime":1397.53,"endTime":1399.57,"body":"about it before this book called"},{"speaker":"Alan Smith","startTime":1399.57,"endTime":1406.26,"body":"show your work? I could Austin"},{"speaker":"Alan Smith","startTime":1399.57,"endTime":1406.26,"body":"clay on there he just as right"},{"speaker":"Alan Smith","startTime":1406.26,"endTime":1407.61,"body":"on track on time."},{"speaker":"Carl Widger","startTime":1407.67,"endTime":1408.6,"body":"That's amazing."},{"speaker":"Alan Smith","startTime":1409.98,"endTime":1411.36,"body":"What we're talking"},{"speaker":"Alan Smith","startTime":1409.98,"endTime":1411.36,"body":"about it before? Well, I mean,"},{"speaker":"Alan Smith","startTime":1412.44,"endTime":1414.81,"body":"you could sum you could sum up"},{"speaker":"Alan Smith","startTime":1412.44,"endTime":1414.81,"body":"that book, when it is a good"},{"speaker":"Alan Smith","startTime":1414.81,"endTime":1417.6299999999999,"body":"book, it's worth reading being"},{"speaker":"Alan Smith","startTime":1414.81,"endTime":1417.6299999999999,"body":"sum it up by saying all the work"},{"speaker":"Alan Smith","startTime":1417.6299999999999,"endTime":1420.18,"body":"you're doing anyway, just show"},{"speaker":"Alan Smith","startTime":1417.6299999999999,"endTime":1420.18,"body":"it, put it out there, show it to"},{"speaker":"Alan Smith","startTime":1420.18,"endTime":1423.06,"body":"the world because 99% of people"},{"speaker":"Alan Smith","startTime":1420.18,"endTime":1423.06,"body":"will ignore it because it's"},{"speaker":"Alan Smith","startTime":1423.06,"endTime":1424.98,"body":"irrelevant. But 1%"},{"speaker":"Andy Hart","startTime":1425.1299999999999,"endTime":1429.48,"body":"is more than enough,"},{"speaker":"Andy Hart","startTime":1425.1299999999999,"endTime":1429.48,"body":"friendlier, we say to Dan, do we"},{"speaker":"Andy Hart","startTime":1429.48,"endTime":1432.27,"body":"say do you work in public? You"},{"speaker":"Andy Hart","startTime":1429.48,"endTime":1432.27,"body":"know, whenever a client asked"},{"speaker":"Andy Hart","startTime":1432.27,"endTime":1434.67,"body":"you to work in public, whenever,"},{"speaker":"Andy Hart","startTime":1432.27,"endTime":1434.67,"body":"whenever a client asked you"},{"speaker":"Andy Hart","startTime":1434.7,"endTime":1438.84,"body":"similar recurring questions,"},{"speaker":"Andy Hart","startTime":1434.7,"endTime":1438.84,"body":"don't just you know, hide it"},{"speaker":"Andy Hart","startTime":1438.84,"endTime":1441.87,"body":"within the email inbox, put a"},{"speaker":"Andy Hart","startTime":1438.84,"endTime":1441.87,"body":"blog together about it, you"},{"speaker":"Andy Hart","startTime":1441.87,"endTime":1443.1,"body":"know, so you know, whatever,"},{"speaker":"Alan Smith","startTime":1443.6689999999999,"endTime":1446.9389999999999,"body":"email email response"},{"speaker":"Alan Smith","startTime":1443.6689999999999,"endTime":1446.9389999999999,"body":"you gave you didn't dress it up,"},{"speaker":"Alan Smith","startTime":1446.969,"endTime":1447.809,"body":"post it, just"},{"speaker":"Andy Hart","startTime":1447.81,"endTime":1450.48,"body":"do a quick video. And"},{"speaker":"Andy Hart","startTime":1447.81,"endTime":1450.48,"body":"you know, just as I say, do your"},{"speaker":"Andy Hart","startTime":1450.48,"endTime":1450.78,"body":"work and"},{"speaker":"Alan Smith","startTime":1451.11,"endTime":1454.29,"body":"just share it, the"},{"speaker":"Alan Smith","startTime":1451.11,"endTime":1454.29,"body":"stuff that we all think is just"},{"speaker":"Alan Smith","startTime":1454.29,"endTime":1458.04,"body":"basic, because we've got to"},{"speaker":"Alan Smith","startTime":1454.29,"endTime":1458.04,"body":"think, you know, we've got your"},{"speaker":"Alan Smith","startTime":1458.04,"endTime":1460.11,"body":"knowledge base, we know this"},{"speaker":"Alan Smith","startTime":1458.04,"endTime":1460.11,"body":"stuff, we think it's really"},{"speaker":"Alan Smith","startTime":1460.11,"endTime":1463.29,"body":"simple and easy. And to some"},{"speaker":"Alan Smith","startTime":1460.11,"endTime":1463.29,"body":"other people think, oh, that's"},{"speaker":"Alan Smith","startTime":1463.29,"endTime":1466.6499999999999,"body":"quite interesting. So you share"},{"speaker":"Alan Smith","startTime":1463.29,"endTime":1466.6499999999999,"body":"it as time goes on. And the"},{"speaker":"Alan Smith","startTime":1466.68,"endTime":1469.44,"body":"summing up of this is if you're"},{"speaker":"Alan Smith","startTime":1466.68,"endTime":1469.44,"body":"starting from scratch with a"},{"speaker":"Alan Smith","startTime":1469.44,"endTime":1471.99,"body":"handful of clients, how many"},{"speaker":"Alan Smith","startTime":1469.44,"endTime":1471.99,"body":"clients do you really need to"},{"speaker":"Alan Smith","startTime":1471.99,"endTime":1474.51,"body":"have a thriving practice a"},{"speaker":"Alan Smith","startTime":1471.99,"endTime":1474.51,"body":"thriving business? What you're"},{"speaker":"Alan Smith","startTime":1474.51,"endTime":1478.1399999999999,"body":"going to see anything from 50 to"},{"speaker":"Alan Smith","startTime":1474.51,"endTime":1478.1399999999999,"body":"100, not much more than that, I"},{"speaker":"Alan Smith","startTime":1478.1399999999999,"endTime":1481.47,"body":"wouldn't have thought. So you"},{"speaker":"Alan Smith","startTime":1478.1399999999999,"endTime":1481.47,"body":"just have you just target that"},{"speaker":"Alan Smith","startTime":1481.53,"endTime":1484.2,"body":"audience and go off to say, I"},{"speaker":"Alan Smith","startTime":1481.53,"endTime":1484.2,"body":"just don't need 50 of these"},{"speaker":"Alan Smith","startTime":1484.2,"endTime":1486.3899999999999,"body":"people. And then once you've got"},{"speaker":"Alan Smith","startTime":1484.2,"endTime":1486.3899999999999,"body":"a few as you say, there's a"},{"speaker":"Alan Smith","startTime":1486.3899999999999,"endTime":1489.03,"body":"whole different strategy about"},{"speaker":"Alan Smith","startTime":1486.3899999999999,"endTime":1489.03,"body":"referral marketing, which we can"},{"speaker":"Alan Smith","startTime":1489.03,"endTime":1493.1399999999999,"body":"talk about later on. But this"},{"speaker":"Alan Smith","startTime":1489.03,"endTime":1493.1399999999999,"body":"that, I thought I'd share, I"},{"speaker":"Alan Smith","startTime":1493.1399999999999,"endTime":1496.29,"body":"share my work you've you agree?"},{"speaker":"Alan Smith","startTime":1493.1399999999999,"endTime":1496.29,"body":"Do you have a different view?"},{"speaker":"Carl Widger","startTime":1496.619,"endTime":1499.079,"body":"I look, I think"},{"speaker":"Carl Widger","startTime":1496.619,"endTime":1499.079,"body":"everything you've said has"},{"speaker":"Carl Widger","startTime":1499.079,"endTime":1504.4189999999999,"body":"relevance. Right. And I think"},{"speaker":"Carl Widger","startTime":1499.079,"endTime":1504.4189999999999,"body":"it's it's it's stuff that all"},{"speaker":"Carl Widger","startTime":1504.4189999999999,"endTime":1507.629,"body":"good firms should be doing. But"},{"speaker":"Carl Widger","startTime":1504.4189999999999,"endTime":1507.629,"body":"Andy alluded to it, right? If"},{"speaker":"Carl Widger","startTime":1507.629,"endTime":1510.869,"body":"you're going to look at content"},{"speaker":"Carl Widger","startTime":1507.629,"endTime":1510.869,"body":"creation, you're looking at a"},{"speaker":"Carl Widger","startTime":1510.869,"endTime":1515.579,"body":"kind of a longer game. I just"},{"speaker":"Carl Widger","startTime":1510.869,"endTime":1515.579,"body":"I'll come at it from my own"},{"speaker":"Carl Widger","startTime":1515.579,"endTime":1518.819,"body":"perspective and where I came"},{"speaker":"Carl Widger","startTime":1515.579,"endTime":1518.819,"body":"from. So when I started on my"},{"speaker":"Carl Widger","startTime":1518.819,"endTime":1522.479,"body":"own, I was a necessity"},{"speaker":"Carl Widger","startTime":1518.819,"endTime":1522.479,"body":"entrepreneur. So it was back in"},{"speaker":"Carl Widger","startTime":1522.479,"endTime":1525.989,"body":"the financial crisis and I had"},{"speaker":"Carl Widger","startTime":1522.479,"endTime":1525.989,"body":"to basically make a call and"},{"speaker":"Carl Widger","startTime":1525.989,"endTime":1529.049,"body":"say, Okay, I got to do this on"},{"speaker":"Carl Widger","startTime":1525.989,"endTime":1529.049,"body":"my own and I needed to make 1000"},{"speaker":"Carl Widger","startTime":1529.049,"endTime":1532.979,"body":"a month. I In order to feed my"},{"speaker":"Carl Widger","startTime":1529.049,"endTime":1532.979,"body":"kids and pay the mortgage and"},{"speaker":"Carl Widger","startTime":1533.039,"endTime":1536.1589999999999,"body":"pay off some stupid short term"},{"speaker":"Carl Widger","startTime":1533.039,"endTime":1536.1589999999999,"body":"debt and all that good stuff,"},{"speaker":"Carl Widger","startTime":1536.1589999999999,"endTime":1539.999,"body":"right, so what did I do? I"},{"speaker":"Carl Widger","startTime":1536.1589999999999,"endTime":1539.999,"body":"didn't look at doing a lot of"},{"speaker":"Carl Widger","startTime":1539.999,"endTime":1544.529,"body":"content creation. I had a few"},{"speaker":"Carl Widger","startTime":1539.999,"endTime":1544.529,"body":"clients, but only a very few."},{"speaker":"Carl Widger","startTime":1545.009,"endTime":1548.069,"body":"And I looked at them and I said,"},{"speaker":"Carl Widger","startTime":1545.009,"endTime":1548.069,"body":"Okay, who are the who are the"},{"speaker":"Carl Widger","startTime":1548.069,"endTime":1552.749,"body":"clients that value my service"},{"speaker":"Carl Widger","startTime":1548.069,"endTime":1552.749,"body":"most? And then I said, Okay, I'm"},{"speaker":"Carl Widger","startTime":1552.749,"endTime":1555.329,"body":"going to hone in on those. And"},{"speaker":"Carl Widger","startTime":1552.749,"endTime":1555.329,"body":"then I'm going to try and see,"},{"speaker":"Carl Widger","startTime":1555.509,"endTime":1559.979,"body":"where did the those people hang"},{"speaker":"Carl Widger","startTime":1555.509,"endTime":1559.979,"body":"out? And that's the the, I tried"},{"speaker":"Carl Widger","startTime":1559.979,"endTime":1563.609,"body":"to literally go to the opening"},{"speaker":"Carl Widger","startTime":1559.979,"endTime":1563.609,"body":"of an envelope at that stage."},{"speaker":"Carl Widger","startTime":1563.999,"endTime":1567.4189999999999,"body":"And I did I know, Alan, you"},{"speaker":"Carl Widger","startTime":1563.999,"endTime":1567.4189999999999,"body":"disagree with me, right. But I"},{"speaker":"Carl Widger","startTime":1567.4189999999999,"endTime":1570.509,"body":"went to a lot of stuff that was"},{"speaker":"Carl Widger","startTime":1567.4189999999999,"endTime":1570.509,"body":"probably a waste of time, or as"},{"speaker":"Carl Widger","startTime":1570.509,"endTime":1573.719,"body":"they say, I kissed a lot of"},{"speaker":"Carl Widger","startTime":1570.509,"endTime":1573.719,"body":"frogs. Right. But that's what I"},{"speaker":"Carl Widger","startTime":1573.719,"endTime":1576.389,"body":"did. And I think going back to"},{"speaker":"Carl Widger","startTime":1573.719,"endTime":1576.389,"body":"the point that Andy made, or"},{"speaker":"Carl Widger","startTime":1576.389,"endTime":1581.789,"body":"Iran, sometimes we can, you"},{"speaker":"Carl Widger","startTime":1576.389,"endTime":1581.789,"body":"know, be very evangelical about"},{"speaker":"Carl Widger","startTime":1581.789,"endTime":1585.6889999999999,"body":"these things. And forget about"},{"speaker":"Carl Widger","startTime":1581.789,"endTime":1585.6889999999999,"body":"that word sales and sales is"},{"speaker":"Carl Widger","startTime":1586.019,"endTime":1590.009,"body":"doing a lot of calls. Yes, with"},{"speaker":"Carl Widger","startTime":1586.019,"endTime":1590.009,"body":"the right type of people, if you"},{"speaker":"Carl Widger","startTime":1590.009,"endTime":1592.259,"body":"can find them, but at this at"},{"speaker":"Carl Widger","startTime":1590.009,"endTime":1592.259,"body":"the start, that can be a little"},{"speaker":"Carl Widger","startTime":1592.259,"endTime":1596.339,"body":"bit harder, but doing a lot of"},{"speaker":"Carl Widger","startTime":1592.259,"endTime":1596.339,"body":"calls, that whether they're"},{"speaker":"Carl Widger","startTime":1596.339,"endTime":1598.889,"body":"remote, whether they're coffees,"},{"speaker":"Carl Widger","startTime":1596.339,"endTime":1598.889,"body":"whether they're out events,"},{"speaker":"Andy Hart","startTime":1599.85,"endTime":1603.3899999999999,"body":"you need to be here"},{"speaker":"Andy Hart","startTime":1599.85,"endTime":1603.3899999999999,"body":"and go for and doing."},{"speaker":"Carl Widger","startTime":1603.42,"endTime":1605.85,"body":"Yeah, and and"},{"speaker":"Carl Widger","startTime":1603.42,"endTime":1605.85,"body":"except that Noah's gonna come"},{"speaker":"Carl Widger","startTime":1605.85,"endTime":1610.44,"body":"your way. Yeah, but doing it"},{"speaker":"Carl Widger","startTime":1605.85,"endTime":1610.44,"body":"consistently over time. And I, I"},{"speaker":"Carl Widger","startTime":1610.44,"endTime":1612.72,"body":"tweeted something yesterday,"},{"speaker":"Carl Widger","startTime":1610.44,"endTime":1612.72,"body":"because I was thinking I knew"},{"speaker":"Carl Widger","startTime":1612.72,"endTime":1615.03,"body":"we're going to be having this"},{"speaker":"Carl Widger","startTime":1612.72,"endTime":1615.03,"body":"conversation. So you know, what"},{"speaker":"Carl Widger","startTime":1615.03,"endTime":1617.9099999999999,"body":"is the one thing I would say to"},{"speaker":"Carl Widger","startTime":1615.03,"endTime":1617.9099999999999,"body":"to the guy I actually don't"},{"speaker":"Carl Widger","startTime":1617.9099999999999,"endTime":1620.46,"body":"know, this guy that Nick is"},{"speaker":"Carl Widger","startTime":1617.9099999999999,"endTime":1620.46,"body":"talking about? I'd say you got"},{"speaker":"Carl Widger","startTime":1620.46,"endTime":1623.3999999999999,"body":"a, you got to build up your"},{"speaker":"Carl Widger","startTime":1620.46,"endTime":1623.3999999999999,"body":"resilience, you know, if you"},{"speaker":"Carl Widger","startTime":1623.3999999999999,"endTime":1627.24,"body":"have that resilience factor, and"},{"speaker":"Carl Widger","startTime":1623.3999999999999,"endTime":1627.24,"body":"just go out and do it. And I"},{"speaker":"Carl Widger","startTime":1627.24,"endTime":1631.95,"body":"think Ireland, the what you're"},{"speaker":"Carl Widger","startTime":1627.24,"endTime":1631.95,"body":"talking about is 100%. True. And"},{"speaker":"Carl Widger","startTime":1631.95,"endTime":1633.75,"body":"that's what we're doing a"},{"speaker":"Carl Widger","startTime":1631.95,"endTime":1633.75,"body":"madness, right? Or at least"},{"speaker":"Carl Widger","startTime":1633.75,"endTime":1637.53,"body":"trying to do, right? And you're"},{"speaker":"Carl Widger","startTime":1633.75,"endTime":1637.53,"body":"doing fantastically well, in"},{"speaker":"Carl Widger","startTime":1637.53,"endTime":1640.23,"body":"terms of your Twitter content,"},{"speaker":"Carl Widger","startTime":1637.53,"endTime":1640.23,"body":"or whatever. But I do think"},{"speaker":"Carl Widger","startTime":1640.23,"endTime":1643.26,"body":"that's for a little bit down the"},{"speaker":"Carl Widger","startTime":1640.23,"endTime":1643.26,"body":"line or a little bit more"},{"speaker":"Carl Widger","startTime":1643.26,"endTime":1645.54,"body":"mature. That's not to say you"},{"speaker":"Carl Widger","startTime":1643.26,"endTime":1645.54,"body":"shouldn't be doing it at the"},{"speaker":"Carl Widger","startTime":1645.54,"endTime":1646.44,"body":"start. But yeah,"},{"speaker":"Alan Smith","startTime":1647.31,"endTime":1650.49,"body":"exclusive that"},{"speaker":"Alan Smith","startTime":1647.31,"endTime":1650.49,"body":"exactly. I'm saying Give it 12"},{"speaker":"Alan Smith","startTime":1650.49,"endTime":1653.76,"body":"to 18 months and just build your"},{"speaker":"Alan Smith","startTime":1650.49,"endTime":1653.76,"body":"personal brand as a whole other"},{"speaker":"Alan Smith","startTime":1653.76,"endTime":1656.7,"body":"conversation to talk about build"},{"speaker":"Alan Smith","startTime":1653.76,"endTime":1656.7,"body":"your personal brand, get known"},{"speaker":"Alan Smith","startTime":1656.7,"endTime":1659.7,"body":"as an expert in something but"},{"speaker":"Alan Smith","startTime":1656.7,"endTime":1659.7,"body":"yeah, and that said, every"},{"speaker":"Alan Smith","startTime":1659.73,"endTime":1661.8899999999999,"body":"everyday create your content,"},{"speaker":"Alan Smith","startTime":1659.73,"endTime":1661.8899999999999,"body":"post your content, but you're"},{"speaker":"Alan Smith","startTime":1661.8899999999999,"endTime":1663.87,"body":"right, you still got to feed"},{"speaker":"Alan Smith","startTime":1661.8899999999999,"endTime":1663.87,"body":"yourself see"},{"speaker":"Andy Hart","startTime":1663.87,"endTime":1667.44,"body":"8020 8020 20% 8020"},{"speaker":"Andy Hart","startTime":1663.87,"endTime":1667.44,"body":"persons? You know, I"},{"speaker":"Alan Smith","startTime":1667.44,"endTime":1670.8,"body":"would do though, I'd"},{"speaker":"Alan Smith","startTime":1667.44,"endTime":1670.8,"body":"say what I would do, I would go"},{"speaker":"Alan Smith","startTime":1670.83,"endTime":1675.87,"body":"to if you've got a handful of"},{"speaker":"Alan Smith","startTime":1670.83,"endTime":1675.87,"body":"clients. I mean, presumably all"},{"speaker":"Alan Smith","startTime":1675.87,"endTime":1678.48,"body":"it's been funny how many that"},{"speaker":"Alan Smith","startTime":1675.87,"endTime":1678.48,"body":"that means but every one of them"},{"speaker":"Alan Smith","startTime":1678.48,"endTime":1682.62,"body":"I'd say, I really value your"},{"speaker":"Alan Smith","startTime":1678.48,"endTime":1682.62,"body":"opinion? Can I Can I buy you"},{"speaker":"Alan Smith","startTime":1682.62,"endTime":1684.87,"body":"breakfast? Can I buy coffee? Can"},{"speaker":"Alan Smith","startTime":1682.62,"endTime":1684.87,"body":"I buy lunch? I'd really love to"},{"speaker":"Alan Smith","startTime":1684.87,"endTime":1687.36,"body":"pick your brains can we get"},{"speaker":"Alan Smith","startTime":1684.87,"endTime":1687.36,"body":"together so it's not about your"},{"speaker":"Alan Smith","startTime":1687.36,"endTime":1689.85,"body":"your don't take up their time or"},{"speaker":"Alan Smith","startTime":1687.36,"endTime":1689.85,"body":"their own sort of personal"},{"speaker":"Alan Smith","startTime":1689.85,"endTime":1693.84,"body":"finances and so on. And, and,"},{"speaker":"Alan Smith","startTime":1689.85,"endTime":1693.84,"body":"and share that just say I'm"},{"speaker":"Alan Smith","startTime":1693.84,"endTime":1697.26,"body":"launching something myself and"},{"speaker":"Alan Smith","startTime":1693.84,"endTime":1697.26,"body":"got under my own steam? I'd like"},{"speaker":"Alan Smith","startTime":1697.26,"endTime":1700.23,"body":"to ask you a few. But what what"},{"speaker":"Alan Smith","startTime":1697.26,"endTime":1700.23,"body":"about my service? Have you"},{"speaker":"Alan Smith","startTime":1700.23,"endTime":1704.01,"body":"enjoyed in the past? What else"},{"speaker":"Alan Smith","startTime":1700.23,"endTime":1704.01,"body":"would you suggest I do a bit"},{"speaker":"Alan Smith","startTime":1704.01,"endTime":1706.95,"body":"differently in my new setup? And"},{"speaker":"Alan Smith","startTime":1704.01,"endTime":1706.95,"body":"who else should I be speaking"},{"speaker":"Alan Smith","startTime":1706.95,"endTime":1711.54,"body":"to? And I think most people, if"},{"speaker":"Alan Smith","startTime":1706.95,"endTime":1711.54,"body":"they're going to stay with you"},{"speaker":"Alan Smith","startTime":1711.54,"endTime":1715.17,"body":"and follow you, most people of"},{"speaker":"Alan Smith","startTime":1711.54,"endTime":1715.17,"body":"your clients are advocates they"},{"speaker":"Alan Smith","startTime":1715.17,"endTime":1718.53,"body":"want you to they want you to"},{"speaker":"Alan Smith","startTime":1715.17,"endTime":1718.53,"body":"succeed, and to thrive, and"},{"speaker":"Alan Smith","startTime":1718.53,"endTime":1720.48,"body":"they'll go out of their way,"},{"speaker":"Alan Smith","startTime":1718.53,"endTime":1720.48,"body":"they'll probably start saying so"},{"speaker":"Alan Smith","startTime":1720.48,"endTime":1722.49,"body":"I've done a bit of this in the"},{"speaker":"Alan Smith","startTime":1720.48,"endTime":1722.49,"body":"past probably start saying,"},{"speaker":"Alan Smith","startTime":1722.6399999999999,"endTime":1724.77,"body":"alright, you need to speak to"},{"speaker":"Alan Smith","startTime":1722.6399999999999,"endTime":1724.77,"body":"this guy speak to this person."},{"speaker":"Alan Smith","startTime":1725.37,"endTime":1728.52,"body":"You've got some things, I think"},{"speaker":"Alan Smith","startTime":1725.37,"endTime":1728.52,"body":"a lot of them are terrible at"},{"speaker":"Alan Smith","startTime":1728.52,"endTime":1732.09,"body":"spotting opportunities that you"},{"speaker":"Alan Smith","startTime":1728.52,"endTime":1732.09,"body":"can help with. I mean, some"},{"speaker":"Alan Smith","startTime":1732.09,"endTime":1735.18,"body":"clients literally refer you for"},{"speaker":"Alan Smith","startTime":1732.09,"endTime":1735.18,"body":"clients a year, and other"},{"speaker":"Alan Smith","startTime":1735.18,"endTime":1737.67,"body":"clients would have come across"},{"speaker":"Alan Smith","startTime":1735.18,"endTime":1737.67,"body":"12 opportunities, not a not"},{"speaker":"Alan Smith","startTime":1737.67,"endTime":1740.85,"body":"mentioned you once it's just the"},{"speaker":"Alan Smith","startTime":1737.67,"endTime":1740.85,"body":"nature, which is why the tie"},{"speaker":"Alan Smith","startTime":1740.85,"endTime":1743.7,"body":"this purpose stuff. Yes. But"},{"speaker":"Alan Smith","startTime":1740.85,"endTime":1743.7,"body":"hang on. This is why it's all"},{"speaker":"Alan Smith","startTime":1743.7,"endTime":1748.23,"body":"joined up together. Because if"},{"speaker":"Alan Smith","startTime":1743.7,"endTime":1748.23,"body":"you've shared that, yeah, I did"},{"speaker":"Alan Smith","startTime":1748.23,"endTime":1750.6,"body":"one I did one the other day,"},{"speaker":"Alan Smith","startTime":1748.23,"endTime":1750.6,"body":"right. And it's just a it's a"},{"speaker":"Alan Smith","startTime":1750.6,"endTime":1754.56,"body":"random little thing at the side"},{"speaker":"Alan Smith","startTime":1750.6,"endTime":1754.56,"body":"that I refer to this. We've all"},{"speaker":"Alan Smith","startTime":1754.56,"endTime":1756.99,"body":"got this so called the advisors"},{"speaker":"Alan Smith","startTime":1754.56,"endTime":1756.99,"body":"black book, right. It's nothing"},{"speaker":"Alan Smith","startTime":1756.99,"endTime":1758.9099999999999,"body":"to do with our day to day"},{"speaker":"Alan Smith","startTime":1756.99,"endTime":1758.9099999999999,"body":"financial planning and so on."},{"speaker":"Alan Smith","startTime":1758.9099999999999,"endTime":1761.37,"body":"But through through the years"},{"speaker":"Alan Smith","startTime":1758.9099999999999,"endTime":1761.37,"body":"I've built up and now"},{"speaker":"Andy Hart","startTime":1761.369,"endTime":1764.069,"body":"it's a life black"},{"speaker":"Andy Hart","startTime":1761.369,"endTime":1764.069,"body":"book L and not just advisors who"},{"speaker":"Andy Hart","startTime":1764.069,"endTime":1765.1789999999999,"body":"sees the life black book,"},{"speaker":"Alan Smith","startTime":1765.48,"endTime":1768.51,"body":"a lot of it has been"},{"speaker":"Alan Smith","startTime":1765.48,"endTime":1768.51,"body":"to do with Do you know a great"},{"speaker":"Alan Smith","startTime":1768.51,"endTime":1770.85,"body":"accountant that can help go to"},{"speaker":"Alan Smith","startTime":1768.51,"endTime":1770.85,"body":"sort of complex tax thing I"},{"speaker":"Alan Smith","startTime":1770.85,"endTime":1773.8799999999999,"body":"bought a property in Spain, or"},{"speaker":"Alan Smith","startTime":1770.85,"endTime":1773.8799999999999,"body":"do you know, as a legal person"},{"speaker":"Alan Smith","startTime":1773.8799999999999,"endTime":1774.06,"body":"or"},{"speaker":"Andy Hart","startTime":1774.33,"endTime":1778.29,"body":"anything carpet fit"},{"speaker":"Andy Hart","startTime":1774.33,"endTime":1778.29,"body":"or anything? Wow, well, maybe"},{"speaker":"Andy Hart","startTime":1778.32,"endTime":1779.07,"body":"anything, but"},{"speaker":"Alan Smith","startTime":1779.1299999999999,"endTime":1781.26,"body":"it will certainly"},{"speaker":"Alan Smith","startTime":1779.1299999999999,"endTime":1781.26,"body":"travel travel agent. We'll"},{"speaker":"Alan Smith","startTime":1781.26,"endTime":1785.04,"body":"introduce somebody to some of"},{"speaker":"Alan Smith","startTime":1781.26,"endTime":1785.04,"body":"the mechanics in the butt. But"},{"speaker":"Alan Smith","startTime":1785.04,"endTime":1787.74,"body":"what I just posted that in a"},{"speaker":"Alan Smith","startTime":1785.04,"endTime":1787.74,"body":"client newsletter, as opposed to"},{"speaker":"Alan Smith","startTime":1787.77,"endTime":1789.42,"body":"just said, this is something"},{"speaker":"Alan Smith","startTime":1787.77,"endTime":1789.42,"body":"that we've got, because that's"},{"speaker":"Alan Smith","startTime":1789.42,"endTime":1792.12,"body":"just share your work. And guess"},{"speaker":"Alan Smith","startTime":1789.42,"endTime":1792.12,"body":"what, we're a bunch of people,"},{"speaker":"Alan Smith","startTime":1792.12,"endTime":1794.22,"body":"clients of ours come back and"},{"speaker":"Alan Smith","startTime":1792.12,"endTime":1794.22,"body":"say, Oh, I didn't know you did"},{"speaker":"Alan Smith","startTime":1794.22,"endTime":1796.62,"body":"that really interesting. And"},{"speaker":"Alan Smith","startTime":1794.22,"endTime":1796.62,"body":"that's not there's no immediate"},{"speaker":"Alan Smith","startTime":1796.62,"endTime":1800.49,"body":"in it for us. But when there's"},{"speaker":"Alan Smith","startTime":1796.62,"endTime":1800.49,"body":"more glue, and if you're able to"},{"speaker":"Alan Smith","startTime":1800.49,"endTime":1803.58,"body":"share your work, so as you say,"},{"speaker":"Alan Smith","startTime":1800.49,"endTime":1803.58,"body":"your clients may not be able to"},{"speaker":"Alan Smith","startTime":1803.58,"endTime":1806.43,"body":"identify spot the opportunity"},{"speaker":"Alan Smith","startTime":1803.58,"endTime":1806.43,"body":"for you. But if you share"},{"speaker":"Alan Smith","startTime":1806.43,"endTime":1808.95,"body":"examples of work you've done in"},{"speaker":"Alan Smith","startTime":1806.43,"endTime":1808.95,"body":"the past, Oh, that's"},{"speaker":"Alan Smith","startTime":1808.95,"endTime":1812.82,"body":"interesting. Good idea. So I"},{"speaker":"Alan Smith","startTime":1808.95,"endTime":1812.82,"body":"think called the work in summary"},{"speaker":"Alan Smith","startTime":1812.85,"endTime":1815.97,"body":"is a bit of both show your work,"},{"speaker":"Alan Smith","startTime":1812.85,"endTime":1815.97,"body":"share your stuff, post your"},{"speaker":"Alan Smith","startTime":1815.97,"endTime":1818.94,"body":"blogs, do whatever, and then do"},{"speaker":"Alan Smith","startTime":1815.97,"endTime":1818.94,"body":"the good old school stuff. I"},{"speaker":"Alan Smith","startTime":1818.94,"endTime":1820.23,"body":"just meet people face to face."},{"speaker":"Carl Widger","startTime":1820.68,"endTime":1822.57,"body":"And I look to"},{"speaker":"Carl Widger","startTime":1820.68,"endTime":1822.57,"body":"develop one of the points that"},{"speaker":"Carl Widger","startTime":1822.57,"endTime":1826.47,"body":"you made earlier on right if"},{"speaker":"Carl Widger","startTime":1822.57,"endTime":1826.47,"body":"you're, you know, humble enough"},{"speaker":"Carl Widger","startTime":1826.47,"endTime":1829.71,"body":"to say I'm starting out I need"},{"speaker":"Carl Widger","startTime":1826.47,"endTime":1829.71,"body":"I'm trying to make a goal of"},{"speaker":"Carl Widger","startTime":1829.71,"endTime":1832.3799999999999,"body":"this Yeah, and you talk to a"},{"speaker":"Carl Widger","startTime":1829.71,"endTime":1832.3799999999999,"body":"client who you've done good work"},{"speaker":"Carl Widger","startTime":1832.3799999999999,"endTime":1837.12,"body":"for, and sit down. The vast,"},{"speaker":"Carl Widger","startTime":1832.3799999999999,"endTime":1837.12,"body":"vast, vast majority people are"},{"speaker":"Carl Widger","startTime":1837.12,"endTime":1840.96,"body":"nice. Yeah. And they're willing"},{"speaker":"Carl Widger","startTime":1837.12,"endTime":1840.96,"body":"to. And if you and if you are"},{"speaker":"Carl Widger","startTime":1840.96,"endTime":1844.77,"body":"humble enough to ask for that"},{"speaker":"Carl Widger","startTime":1840.96,"endTime":1844.77,"body":"help, that's a huge, huge start,"},{"speaker":"Carl Widger","startTime":1890.9099999999999,"endTime":1893.31,"body":"I think you will find people"},{"speaker":"Carl Widger","startTime":1890.9099999999999,"endTime":1893.31,"body":"will help"},{"speaker":"Andy Hart","startTime":1893.4589999999998,"endTime":1895.619,"body":"it straight up don't"},{"speaker":"Andy Hart","startTime":1893.4589999999998,"endTime":1895.619,"body":"be like vague may not have"},{"speaker":"Andy Hart","startTime":1895.619,"endTime":1898.0189999999998,"body":"started up a new business. I"},{"speaker":"Andy Hart","startTime":1895.619,"endTime":1898.0189999999998,"body":"basically, I'm trying to grow it"},{"speaker":"Andy Hart","startTime":1898.0189999999998,"endTime":1901.139,"body":"I need some new clients not. So"},{"speaker":"Andy Hart","startTime":1898.0189999999998,"endTime":1901.139,"body":"my service, you know, just"},{"speaker":"Andy Hart","startTime":1901.4989999999998,"endTime":1902.339,"body":"because they're thinking where's"},{"speaker":"Alan Smith","startTime":1904.9199999999998,"endTime":1907.32,"body":"there's a resource"},{"speaker":"Alan Smith","startTime":1904.9199999999998,"endTime":1907.32,"body":"for this, if we are, are we"},{"speaker":"Alan Smith","startTime":1907.32,"endTime":1911.61,"body":"going to have show notes for"},{"speaker":"Alan Smith","startTime":1907.32,"endTime":1911.61,"body":"such? Yeah, if we have shown"},{"speaker":"Carl Widger","startTime":1911.7289999999998,"endTime":1914.9089999999999,"body":"we get to this, if"},{"speaker":"Carl Widger","startTime":1911.7289999999998,"endTime":1914.9089999999999,"body":"it can do as we are."},{"speaker":"Alan Smith","startTime":1916.7089999999998,"endTime":1919.9189999999999,"body":"There's just just a"},{"speaker":"Alan Smith","startTime":1916.7089999999998,"endTime":1919.9189999999999,"body":"shout out. There's a guy called"},{"speaker":"Alan Smith","startTime":1920.2489999999998,"endTime":1924.389,"body":"Dan Allison, I met him couple of"},{"speaker":"Alan Smith","startTime":1920.2489999999998,"endTime":1924.389,"body":"years ago, from the US, and he's"},{"speaker":"Alan Smith","startTime":1924.389,"endTime":1927.629,"body":"the only person I've ever come"},{"speaker":"Alan Smith","startTime":1924.389,"endTime":1927.629,"body":"across, that has nailed this"},{"speaker":"Alan Smith","startTime":1927.629,"endTime":1930.6589999999999,"body":"stuff. And codified this, this"},{"speaker":"Alan Smith","startTime":1927.629,"endTime":1930.6589999999999,"body":"current week, he calls it"},{"speaker":"Alan Smith","startTime":1930.6589999999999,"endTime":1933.539,"body":"referral marketing, where he"},{"speaker":"Alan Smith","startTime":1930.6589999999999,"endTime":1933.539,"body":"does is got it, there's a lot of"},{"speaker":"Alan Smith","startTime":1933.539,"endTime":1937.889,"body":"stuff online, he's got YouTube"},{"speaker":"Alan Smith","startTime":1933.539,"endTime":1937.889,"body":"videos, and so on. And he is"},{"speaker":"Alan Smith","startTime":1937.889,"endTime":1940.079,"body":"kind of scripted, this is what"},{"speaker":"Alan Smith","startTime":1937.889,"endTime":1940.079,"body":"you do, he calls it the"},{"speaker":"Alan Smith","startTime":1940.079,"endTime":1942.7489999999998,"body":"advocates meeting, you got to an"},{"speaker":"Alan Smith","startTime":1940.079,"endTime":1942.7489999999998,"body":"advocate and you, you go exactly"},{"speaker":"Alan Smith","startTime":1942.7489999999998,"endTime":1945.5089999999998,"body":"through this, this is what I'm"},{"speaker":"Alan Smith","startTime":1942.7489999999998,"endTime":1945.5089999999998,"body":"doing. I love working with you,"},{"speaker":"Alan Smith","startTime":1945.539,"endTime":1948.869,"body":"if I can have another 10 or 20"},{"speaker":"Alan Smith","startTime":1945.539,"endTime":1948.869,"body":"or 30 clients just like you"},{"speaker":"Alan Smith","startTime":1949.1989999999998,"endTime":1951.029,"body":"know, my life would be great."},{"speaker":"Alan Smith","startTime":1949.1989999999998,"endTime":1951.029,"body":"And I'd be able to serve them"},{"speaker":"Alan Smith","startTime":1951.029,"endTime":1954.119,"body":"and deliver great advice and"},{"speaker":"Alan Smith","startTime":1951.029,"endTime":1954.119,"body":"great service to them. And so I"},{"speaker":"Alan Smith","startTime":1954.119,"endTime":1956.339,"body":"just asked for their input and"},{"speaker":"Alan Smith","startTime":1954.119,"endTime":1956.339,"body":"their feedback, all of a sudden,"},{"speaker":"Alan Smith","startTime":1956.339,"endTime":1959.5189999999998,"body":"you've got 10 or 20 advocates"},{"speaker":"Alan Smith","startTime":1956.339,"endTime":1959.5189999999998,"body":"going out there looking for"},{"speaker":"Alan Smith","startTime":1959.5189999999998,"endTime":1961.4389999999999,"body":"opportunities for you. But"},{"speaker":"Alan Smith","startTime":1959.5189999999998,"endTime":1961.4389999999999,"body":"you've got to be, you've got to"},{"speaker":"Alan Smith","startTime":1961.4389999999999,"endTime":1963.629,"body":"think it through you can't, as"},{"speaker":"Alan Smith","startTime":1961.4389999999999,"endTime":1963.629,"body":"you say, and you can't just do"},{"speaker":"Alan Smith","startTime":1963.629,"endTime":1966.359,"body":"it sporadically without a"},{"speaker":"Alan Smith","startTime":1963.629,"endTime":1966.359,"body":"without a lot of thought you got"},{"speaker":"Alan Smith","startTime":1966.359,"endTime":1968.369,"body":"to go at this because you only"},{"speaker":"Alan Smith","startTime":1966.359,"endTime":1968.369,"body":"get one chance to do this with"},{"speaker":"Alan Smith","startTime":1968.9089999999999,"endTime":1969.9289999999999,"body":"just people. So"},{"speaker":"Andy Hart","startTime":1969.9589999999998,"endTime":1971.7289999999998,"body":"just a final point."},{"speaker":"Andy Hart","startTime":1969.9589999999998,"endTime":1971.7289999999998,"body":"But I think it's quite an"},{"speaker":"Andy Hart","startTime":1971.7289999999998,"endTime":1974.6989999999998,"body":"important point. Again, people"},{"speaker":"Andy Hart","startTime":1971.7289999999998,"endTime":1974.6989999999998,"body":"don't even know how to close"},{"speaker":"Andy Hart","startTime":1974.6989999999998,"endTime":1977.1889999999999,"body":"referrals. So for example, if"},{"speaker":"Andy Hart","startTime":1974.6989999999998,"endTime":1977.1889999999999,"body":"I'm a financial advisor, and one"},{"speaker":"Andy Hart","startTime":1977.1889999999999,"endTime":1981.4789999999998,"body":"of my clients has met a friend"},{"speaker":"Andy Hart","startTime":1977.1889999999999,"endTime":1981.4789999999998,"body":"of theirs, and they say to me, I"},{"speaker":"Andy Hart","startTime":1981.4789999999998,"endTime":1985.0189999999998,"body":"think Andy you'll be able to"},{"speaker":"Andy Hart","startTime":1981.4789999999998,"endTime":1985.0189999999998,"body":"help this guy or gal, and"},{"speaker":"Andy Hart","startTime":1985.0189999999998,"endTime":1988.7689999999998,"body":"they'll say something like, I'll"},{"speaker":"Andy Hart","startTime":1985.0189999999998,"endTime":1988.7689999999998,"body":"give them your number, Randy and"},{"speaker":"Andy Hart","startTime":1988.7689999999998,"endTime":1993.869,"body":"I'll I'll get I'll give them"},{"speaker":"Andy Hart","startTime":1988.7689999999998,"endTime":1993.869,"body":"your number, Randy. And I'll get"},{"speaker":"Andy Hart","startTime":1993.869,"endTime":1996.9889999999998,"body":"them to call you and I go no,"},{"speaker":"Andy Hart","startTime":1993.869,"endTime":1996.9889999999998,"body":"no, no, don't do that. What you"},{"speaker":"Andy Hart","startTime":1996.9889999999998,"endTime":2002.839,"body":"do is you tell Sarah, I'm gonna"},{"speaker":"Andy Hart","startTime":1996.9889999999998,"endTime":2002.839,"body":"call her tomorrow, give me her"},{"speaker":"Andy Hart","startTime":2002.839,"endTime":2006.9789999999998,"body":"number, but just tee her up. And"},{"speaker":"Andy Hart","startTime":2002.839,"endTime":2006.9789999999998,"body":"then I've got then the job to"},{"speaker":"Andy Hart","startTime":2006.9789999999998,"endTime":2010.279,"body":"do. Because very rarely, people"},{"speaker":"Andy Hart","startTime":2006.9789999999998,"endTime":2010.279,"body":"think I don't want to bother a"},{"speaker":"Andy Hart","startTime":2010.279,"endTime":2013.849,"body":"professional, I'm a bit"},{"speaker":"Andy Hart","startTime":2010.279,"endTime":2013.849,"body":"intimidated. And they won't make"},{"speaker":"Andy Hart","startTime":2013.849,"endTime":2017.4189999999999,"body":"that call. It's a minor thing."},{"speaker":"Andy Hart","startTime":2013.849,"endTime":2017.4189999999999,"body":"But you turn the referral round,"},{"speaker":"Andy Hart","startTime":2017.6889999999999,"endTime":2018.1989999999998,"body":"this will"},{"speaker":"Alan Smith","startTime":2018.2289999999998,"endTime":2020.5089999999998,"body":"this really are only"},{"speaker":"Alan Smith","startTime":2018.2289999999998,"endTime":2020.5089999999998,"body":"a three way email, email,"},{"speaker":"Alan Smith","startTime":2020.5089999999998,"endTime":2023.2689999999998,"body":"introduction, ceremony. And"},{"speaker":"Alan Smith","startTime":2020.5089999999998,"endTime":2023.2689999999998,"body":"whatever we"},{"speaker":"Andy Hart","startTime":2023.27,"endTime":2027.11,"body":"do, we don't give the"},{"speaker":"Andy Hart","startTime":2023.27,"endTime":2027.11,"body":"referral or the referee, if"},{"speaker":"Andy Hart","startTime":2027.11,"endTime":2032.12,"body":"that's their job of doing it."},{"speaker":"Andy Hart","startTime":2027.11,"endTime":2032.12,"body":"You as the person that wants the"},{"speaker":"Andy Hart","startTime":2032.12,"endTime":2034.28,"body":"business, you take the job on"},{"speaker":"Andy Hart","startTime":2032.12,"endTime":2034.28,"body":"yourself, you just give them a"},{"speaker":"Andy Hart","startTime":2034.28,"endTime":2036.5,"body":"heads up that you'll be"},{"speaker":"Andy Hart","startTime":2034.28,"endTime":2036.5,"body":"contacted. And then it's in your"},{"speaker":"Andy Hart","startTime":2036.5,"endTime":2036.9499999999998,"body":"court."},{"speaker":"Alan Smith","startTime":2037.6989999999998,"endTime":2040.549,"body":"Do you know on that"},{"speaker":"Alan Smith","startTime":2037.6989999999998,"endTime":2040.549,"body":"than that subject, we do a"},{"speaker":"Alan Smith","startTime":2040.549,"endTime":2044.629,"body":"client survey. And we and the"},{"speaker":"Alan Smith","startTime":2040.549,"endTime":2044.629,"body":"quote is kind of the Net"},{"speaker":"Alan Smith","startTime":2044.629,"endTime":2048.619,"body":"Promoter Score type thing? Would"},{"speaker":"Alan Smith","startTime":2044.629,"endTime":2048.619,"body":"you would you refer us to your"},{"speaker":"Alan Smith","startTime":2048.619,"endTime":2051.919,"body":"friends and family so and"},{"speaker":"Alan Smith","startTime":2048.619,"endTime":2051.919,"body":"something like 96% of people say"},{"speaker":"Alan Smith","startTime":2051.919,"endTime":2052.669,"body":"yes, yeah. And"},{"speaker":"Andy Hart","startTime":2052.67,"endTime":2054.08,"body":"then we weren't none"},{"speaker":"Andy Hart","startTime":2052.67,"endTime":2054.08,"body":"of them? And"},{"speaker":"Alan Smith","startTime":2054.08,"endTime":2056.81,"body":"then you say, Have"},{"speaker":"Alan Smith","startTime":2054.08,"endTime":2056.81,"body":"you referred as something like"},{"speaker":"Alan Smith","startTime":2056.84,"endTime":2060.59,"body":"40% 50%? So yeah, I have"},{"speaker":"Alan Smith","startTime":2056.84,"endTime":2060.59,"body":"referred you in the last 12 or"},{"speaker":"Alan Smith","startTime":2060.59,"endTime":2064.31,"body":"18 months? What I can tell you"},{"speaker":"Alan Smith","startTime":2060.59,"endTime":2064.31,"body":"the data, our phones are not"},{"speaker":"Alan Smith","startTime":2064.31,"endTime":2066.89,"body":"ringing, I was gonna say if that"},{"speaker":"Alan Smith","startTime":2064.31,"endTime":2066.89,"body":"was the case, you're doubling"},{"speaker":"Alan Smith","startTime":2066.89,"endTime":2070.58,"body":"every three years. Exactly. And"},{"speaker":"Alan Smith","startTime":2066.89,"endTime":2070.58,"body":"what it is, is, you know, at the"},{"speaker":"Alan Smith","startTime":2070.58,"endTime":2073.31,"body":"proverbial barbecue and cocktail"},{"speaker":"Alan Smith","startTime":2070.58,"endTime":2073.31,"body":"when he gave out on a call, he's"},{"speaker":"Alan Smith","startTime":2073.31,"endTime":2076.19,"body":"my guy looks after our stuff at"},{"speaker":"Alan Smith","startTime":2073.31,"endTime":2076.19,"body":"us give them a buzz. And they"},{"speaker":"Alan Smith","startTime":2076.19,"endTime":2079.07,"body":"don't because we've lost control"},{"speaker":"Alan Smith","startTime":2076.19,"endTime":2079.07,"body":"of that. And so you're exactly"},{"speaker":"Alan Smith","startTime":2079.07,"endTime":2081.35,"body":"right, I think that's because"},{"speaker":"Alan Smith","startTime":2079.07,"endTime":2081.35,"body":"this is this is at the small"},{"speaker":"Alan Smith","startTime":2081.35,"endTime":2084.2,"body":"margins, because if people are"},{"speaker":"Alan Smith","startTime":2081.35,"endTime":2084.2,"body":"kind enough to give you a fair"},{"speaker":"Alan Smith","startTime":2084.2,"endTime":2086.45,"body":"introduction, you've got to grab"},{"speaker":"Alan Smith","startTime":2084.2,"endTime":2086.45,"body":"hold of it, you got to take"},{"speaker":"Alan Smith","startTime":2086.45,"endTime":2089.78,"body":"control of it wherever and so"},{"speaker":"Alan Smith","startTime":2086.45,"endTime":2089.78,"body":"almost educating your clients"},{"speaker":"Alan Smith","startTime":2089.81,"endTime":2092.51,"body":"and going back to this kind of"},{"speaker":"Alan Smith","startTime":2089.81,"endTime":2092.51,"body":"advocates, breakfast, or coffee,"},{"speaker":"Alan Smith","startTime":2092.51,"endTime":2094.67,"body":"or whatever that you might have"},{"speaker":"Alan Smith","startTime":2092.51,"endTime":2094.67,"body":"with some of you, you tell them"},{"speaker":"Alan Smith","startTime":2094.7,"endTime":2097.16,"body":"if you do come across somebody,"},{"speaker":"Alan Smith","startTime":2094.7,"endTime":2097.16,"body":"just give us a quick email"},{"speaker":"Alan Smith","startTime":2097.28,"endTime":2099.86,"body":"introduction, and I'll take it"},{"speaker":"Alan Smith","startTime":2097.28,"endTime":2099.86,"body":"from there. So then you"},{"speaker":"Carl Widger","startTime":2101.63,"endTime":2104.09,"body":"always thank the"},{"speaker":"Carl Widger","startTime":2101.63,"endTime":2104.09,"body":"person Yes,"},{"speaker":"Alan Smith","startTime":2104.12,"endTime":2108.41,"body":"100% not not just"},{"speaker":"Alan Smith","startTime":2104.12,"endTime":2108.41,"body":"not just thank the person if you"},{"speaker":"Alan Smith","startTime":2108.41,"endTime":2112.4,"body":"then that refer the person is"},{"speaker":"Alan Smith","startTime":2108.41,"endTime":2112.4,"body":"referred becomes a client and"},{"speaker":"Alan Smith","startTime":2112.4,"endTime":2115.25,"body":"they're happy part of our kind"},{"speaker":"Alan Smith","startTime":2112.4,"endTime":2115.25,"body":"of onboarding process. We have"},{"speaker":"Alan Smith","startTime":2115.25,"endTime":2117.92,"body":"this welcome meeting down the"},{"speaker":"Alan Smith","startTime":2115.25,"endTime":2117.92,"body":"track once all this sort of the"},{"speaker":"Alan Smith","startTime":2117.92,"endTime":2120.92,"body":"usual stuff has gone through. We"},{"speaker":"Alan Smith","startTime":2117.92,"endTime":2120.92,"body":"always say Would you do me a"},{"speaker":"Alan Smith","startTime":2120.92,"endTime":2123.68,"body":"favor, go back to the original"},{"speaker":"Alan Smith","startTime":2120.92,"endTime":2123.68,"body":"person who introduced us and"},{"speaker":"Alan Smith","startTime":2123.68,"endTime":2125.45,"body":"just say that you're happy with"},{"speaker":"Alan Smith","startTime":2123.68,"endTime":2125.45,"body":"what's been going on? Because"},{"speaker":"Alan Smith","startTime":2125.45,"endTime":2128.2999999999997,"body":"that just completes the circle."},{"speaker":"Alan Smith","startTime":2125.45,"endTime":2128.2999999999997,"body":"You go back and just say thank"},{"speaker":"Alan Smith","startTime":2128.2999999999997,"endTime":2130.22,"body":"you so much. I'm really"},{"speaker":"Alan Smith","startTime":2128.2999999999997,"endTime":2130.22,"body":"delighted you refer me to Alan's"},{"speaker":"Alan Smith","startTime":2130.22,"endTime":2132.2599999999998,"body":"worked out really well."},{"speaker":"Alan Smith","startTime":2130.22,"endTime":2132.2599999999998,"body":"Everyone's happy. Thanks again."},{"speaker":"Alan Smith","startTime":2132.65,"endTime":2135.1099999999997,"body":"It's really good. So that person"},{"speaker":"Alan Smith","startTime":2132.65,"endTime":2135.1099999999997,"body":"is encouraged to think about"},{"speaker":"Alan Smith","startTime":2135.3199999999997,"endTime":2136.25,"body":"doing it another time."},{"speaker":"Carl Widger","startTime":2136.2799999999997,"endTime":2138.44,"body":"Just kind of Nick I"},{"speaker":"Carl Widger","startTime":2136.2799999999997,"endTime":2138.44,"body":"don't want to wind it up. Just"},{"speaker":"Carl Widger","startTime":2138.44,"endTime":2142.7599999999998,"body":"one small thing. What we do on"},{"speaker":"Carl Widger","startTime":2138.44,"endTime":2142.7599999999998,"body":"on that is we have thank you"},{"speaker":"Carl Widger","startTime":2142.7599999999998,"endTime":2146.15,"body":"cards little just small cards,"},{"speaker":"Carl Widger","startTime":2142.7599999999998,"endTime":2146.15,"body":"handwritten notes, handwritten."},{"speaker":"Carl Widger","startTime":2146.63,"endTime":2150.62,"body":"Nobody gets post and they"},{"speaker":"Carl Widger","startTime":2146.63,"endTime":2150.62,"body":"certainly don't get 100 Post and"},{"speaker":"Carl Widger","startTime":2150.62,"endTime":2152.5699999999997,"body":"the power in that is phenomenal."},{"speaker":"Alan Smith","startTime":2152.75,"endTime":2154.37,"body":"100% Complete agree."},{"speaker":"Nick Lincoln","startTime":2154.549,"endTime":2157.759,"body":"Okay. My My"},{"speaker":"Nick Lincoln","startTime":2154.549,"endTime":2157.759,"body":"question was so you know, on"},{"speaker":"Nick Lincoln","startTime":2157.759,"endTime":2160.3689999999997,"body":"your kind of surveys and you get"},{"speaker":"Nick Lincoln","startTime":2157.759,"endTime":2160.3689999999997,"body":"96% of people say they would"},{"speaker":"Nick Lincoln","startTime":2160.3689999999997,"endTime":2165.1389999999997,"body":"refer they actually made this"},{"speaker":"Nick Lincoln","startTime":2160.3689999999997,"endTime":2165.1389999999997,"body":"might be my mentality is the 4%."},{"speaker":"Nick Lincoln","startTime":2165.199,"endTime":2169.669,"body":"That would even that's a tiny"},{"speaker":"Nick Lincoln","startTime":2165.199,"endTime":2169.669,"body":"number. The 4% or one that would"},{"speaker":"Nick Lincoln","startTime":2169.669,"endTime":2171.589,"body":"that would cause me some angst."},{"speaker":"Nick Lincoln","startTime":2169.669,"endTime":2171.589,"body":"Do you ever go back?"},{"speaker":"Alan Smith","startTime":2173.81,"endTime":2176.48,"body":"No, first of all we"},{"speaker":"Alan Smith","startTime":2173.81,"endTime":2176.48,"body":"do. We do this service. Not only"},{"speaker":"Carl Widger","startTime":2177.62,"endTime":2179.69,"body":"are you pitching"},{"speaker":"Carl Widger","startTime":2177.62,"endTime":2179.69,"body":"for business, Nick"},{"speaker":"Alan Smith","startTime":2184.16,"endTime":2188.0899999999997,"body":"here's the thing I"},{"speaker":"Alan Smith","startTime":2184.16,"endTime":2188.0899999999997,"body":"remember I, when I was learning"},{"speaker":"Alan Smith","startTime":2188.0899999999997,"endTime":2191.0,"body":"how to how not this how not to"},{"speaker":"Alan Smith","startTime":2188.0899999999997,"endTime":2191.0,"body":"do this I used to literally now"},{"speaker":"Alan Smith","startTime":2191.0,"endTime":2192.92,"body":"and again, I would say to a"},{"speaker":"Alan Smith","startTime":2191.0,"endTime":2192.92,"body":"client, you would love wrapping"},{"speaker":"Alan Smith","startTime":2192.92,"endTime":2196.79,"body":"up a meeting. If you know anyone"},{"speaker":"Alan Smith","startTime":2192.92,"endTime":2196.79,"body":"that old school thing and"},{"speaker":"Alan Smith","startTime":2196.8199999999997,"endTime":2200.93,"body":"doesn't really work that didn't"},{"speaker":"Alan Smith","startTime":2196.8199999999997,"endTime":2200.93,"body":"work for me anyway. But I did"},{"speaker":"Alan Smith","startTime":2200.93,"endTime":2202.8199999999997,"body":"have a couple of people say that"},{"speaker":"Alan Smith","startTime":2200.93,"endTime":2202.8199999999997,"body":"Alan, just love what you're"},{"speaker":"Alan Smith","startTime":2202.8199999999997,"endTime":2204.98,"body":"doing. I just don't refer any I"},{"speaker":"Alan Smith","startTime":2202.8199999999997,"endTime":2204.98,"body":"don't want anyone don't get"},{"speaker":"Alan Smith","startTime":2204.98,"endTime":2207.77,"body":"involved my personal finances,"},{"speaker":"Alan Smith","startTime":2204.98,"endTime":2207.77,"body":"my friends and family let people"},{"speaker":"Alan Smith","startTime":2207.77,"endTime":2210.5299999999997,"body":"do their own thing. I just don't"},{"speaker":"Alan Smith","startTime":2207.77,"endTime":2210.5299999999997,"body":"it's nothing nothing personal."},{"speaker":"Andy Hart","startTime":2210.56,"endTime":2213.02,"body":"I'm assuming that"},{"speaker":"Andy Hart","startTime":2210.56,"endTime":2213.02,"body":"that's that's the full percent."},{"speaker":"Alan Smith","startTime":2213.08,"endTime":2215.54,"body":"I'm assuming it's"},{"speaker":"Alan Smith","startTime":2213.08,"endTime":2215.54,"body":"not we don't like you at all we"},{"speaker":"Alan Smith","startTime":2215.54,"endTime":2217.7,"body":"hate you would never refer you"},{"speaker":"Alan Smith","startTime":2215.54,"endTime":2217.7,"body":"it's just that I just don't, I"},{"speaker":"Alan Smith","startTime":2217.7,"endTime":2219.74,"body":"just don't hold and that sort of"},{"speaker":"Alan Smith","startTime":2217.7,"endTime":2219.74,"body":"thing. That's what I'm good. Got"},{"speaker":"Alan Smith","startTime":2219.74,"endTime":2223.3399999999997,"body":"to assume. But our client"},{"speaker":"Alan Smith","startTime":2219.74,"endTime":2223.3399999999997,"body":"retention rate as it was, for"},{"speaker":"Alan Smith","startTime":2223.3399999999997,"endTime":2225.98,"body":"all of us is extremely high."},{"speaker":"Alan Smith","startTime":2223.3399999999997,"endTime":2225.98,"body":"Very rarely."},{"speaker":"Andy Hart","startTime":2227.54,"endTime":2229.58,"body":"Even the bad advisors"},{"speaker":"Andy Hart","startTime":2227.54,"endTime":2229.58,"body":"don't lose clients, let alone"},{"speaker":"Andy Hart","startTime":2229.58,"endTime":2231.08,"body":"the good ones. Right. So you"},{"speaker":"Andy Hart","startTime":2229.58,"endTime":2231.08,"body":"know, the bad advice?"},{"speaker":"Nick Lincoln","startTime":2232.7,"endTime":2234.3199999999997,"body":"tend to be very"},{"speaker":"Nick Lincoln","startTime":2232.7,"endTime":2234.3199999999997,"body":"sticky. And I think I think it"},{"speaker":"Nick Lincoln","startTime":2234.3199999999997,"endTime":2237.2,"body":"will be that some people will"},{"speaker":"Nick Lincoln","startTime":2234.3199999999997,"endTime":2237.2,"body":"just be genuine. They just don't"},{"speaker":"Nick Lincoln","startTime":2237.2,"endTime":2240.47,"body":"like doing it. They feel it."},{"speaker":"Nick Lincoln","startTime":2237.2,"endTime":2240.47,"body":"It's if it goes wrong, it's on"},{"speaker":"Nick Lincoln","startTime":2240.47,"endTime":2244.1,"body":"there. Yeah. Yeah. Same way that"},{"speaker":"Nick Lincoln","startTime":2240.47,"endTime":2244.1,"body":"when people say to you, well, I"},{"speaker":"Nick Lincoln","startTime":2244.1,"endTime":2246.2599999999998,"body":"said the client or potential"},{"speaker":"Nick Lincoln","startTime":2244.1,"endTime":2246.2599999999998,"body":"client, I can't work with you."},{"speaker":"Nick Lincoln","startTime":2246.2599999999998,"endTime":2248.3599999999997,"body":"And we can't work for various"},{"speaker":"Nick Lincoln","startTime":2246.2599999999998,"endTime":2248.3599999999997,"body":"reasons. Can you recommend"},{"speaker":"Nick Lincoln","startTime":2248.3599999999997,"endTime":2251.33,"body":"somebody else I was gonna, I"},{"speaker":"Nick Lincoln","startTime":2248.3599999999997,"endTime":2251.33,"body":"really rather not that I steer"},{"speaker":"Nick Lincoln","startTime":2251.33,"endTime":2253.5499999999997,"body":"them towards. I'm biased or"},{"speaker":"Nick Lincoln","startTime":2251.33,"endTime":2253.5499999999997,"body":"vouched for, because I just"},{"speaker":"Nick Lincoln","startTime":2253.5499999999997,"endTime":2257.8399999999997,"body":"don't? I don't know. I just I"},{"speaker":"Nick Lincoln","startTime":2253.5499999999997,"endTime":2257.8399999999997,"body":"just feel it implicates you,"},{"speaker":"Nick Lincoln","startTime":2257.8399999999997,"endTime":2260.27,"body":"doesn't it? And and for some"},{"speaker":"Nick Lincoln","startTime":2257.8399999999997,"endTime":2260.27,"body":"people that's just not there"},{"speaker":"Nick Lincoln","startTime":2260.27,"endTime":2266.45,"body":"about so that'll be the 4%. Of"},{"speaker":"Nick Lincoln","startTime":2260.27,"endTime":2266.45,"body":"your of your of the survey out"},{"speaker":"Nick Lincoln","startTime":2266.45,"endTime":2270.7999999999997,"body":"of you. Yeah, yes. Yeah."},{"speaker":"Nick Lincoln","startTime":2266.45,"endTime":2270.7999999999997,"body":"Immediate family. What's next?"},{"speaker":"Nick Lincoln","startTime":2272.48,"endTime":2275.9,"body":"What is next? I don't know, how"},{"speaker":"Nick Lincoln","startTime":2272.48,"endTime":2275.9,"body":"did you want to have a talk or"},{"speaker":"Nick Lincoln","startTime":2275.9,"endTime":2276.29,"body":"not?"},{"speaker":"Andy Hart","startTime":2276.38,"endTime":2279.5,"body":"I mean, it's, it's a"},{"speaker":"Andy Hart","startTime":2276.38,"endTime":2279.5,"body":"subject we can talk about. It's"},{"speaker":"Andy Hart","startTime":2279.5,"endTime":2285.38,"body":"the whole concept around your"},{"speaker":"Andy Hart","startTime":2279.5,"endTime":2285.38,"body":"number. We work with various"},{"speaker":"Andy Hart","startTime":2285.38,"endTime":2289.19,"body":"people that are all working on"},{"speaker":"Andy Hart","startTime":2285.38,"endTime":2289.19,"body":"their number, what what that"},{"speaker":"Andy Hart","startTime":2289.19,"endTime":2293.21,"body":"number is in terms of, you know,"},{"speaker":"Andy Hart","startTime":2289.19,"endTime":2293.21,"body":"maybe their financial"},{"speaker":"Andy Hart","startTime":2293.21,"endTime":2296.93,"body":"independence number, or an"},{"speaker":"Andy Hart","startTime":2293.21,"endTime":2296.93,"body":"amount of money that they're"},{"speaker":"Andy Hart","startTime":2296.93,"endTime":2299.21,"body":"never going to run out of based"},{"speaker":"Andy Hart","startTime":2296.93,"endTime":2299.21,"body":"on those sort of spending"},{"speaker":"Andy Hart","startTime":2299.21,"endTime":2302.06,"body":"patterns? There was a famous"},{"speaker":"Andy Hart","startTime":2299.21,"endTime":2302.06,"body":"book that came out by Lee"},{"speaker":"Andy Hart","startTime":2302.06,"endTime":2304.0099999999998,"body":"Eisenberg, I believe it was"},{"speaker":"Andy Hart","startTime":2302.06,"endTime":2304.0099999999998,"body":"called I believe it was called"},{"speaker":"Andy Hart","startTime":2304.0099999999998,"endTime":2309.35,"body":"your number. Then the number"},{"speaker":"Andy Hart","startTime":2304.0099999999998,"endTime":2309.35,"body":"Sorry, the number Yeah. In the"},{"speaker":"Andy Hart","startTime":2309.35,"endTime":2312.95,"body":"fire Community Financial"},{"speaker":"Andy Hart","startTime":2309.35,"endTime":2312.95,"body":"Independence retire early. They"},{"speaker":"Andy Hart","startTime":2312.95,"endTime":2314.87,"body":"talked about this number, I"},{"speaker":"Andy Hart","startTime":2312.95,"endTime":2314.87,"body":"think they call it the their"},{"speaker":"Andy Hart","startTime":2314.87,"endTime":2319.04,"body":"stash. Like, what, what is that"},{"speaker":"Andy Hart","startTime":2314.87,"endTime":2319.04,"body":"number. And generally, it's"},{"speaker":"Andy Hart","startTime":2319.04,"endTime":2324.14,"body":"worked out 300 times your"},{"speaker":"Andy Hart","startTime":2319.04,"endTime":2324.14,"body":"monthly expenses. If you're if"},{"speaker":"Andy Hart","startTime":2324.14,"endTime":2327.68,"body":"you're only spending 1000 pounds"},{"speaker":"Andy Hart","startTime":2324.14,"endTime":2327.68,"body":"a month, your stash number would"},{"speaker":"Andy Hart","startTime":2327.68,"endTime":2331.2799999999997,"body":"be 300,000. If you're spending"},{"speaker":"Andy Hart","startTime":2327.68,"endTime":2331.2799999999997,"body":"2000 pounds a month, your stash"},{"speaker":"Andy Hart","startTime":2331.2799999999997,"endTime":2334.1,"body":"number would be 600,000 is based"},{"speaker":"Andy Hart","startTime":2331.2799999999997,"endTime":2334.1,"body":"on the safe withdrawal rate of"},{"speaker":"Andy Hart","startTime":2334.1,"endTime":2338.54,"body":"4% that we could argue all day"},{"speaker":"Andy Hart","startTime":2334.1,"endTime":2338.54,"body":"is horrendously off or"},{"speaker":"Andy Hart","startTime":2338.5699999999997,"endTime":2341.48,"body":"horrendously on. Yeah, there's"},{"speaker":"Andy Hart","startTime":2338.5699999999997,"endTime":2341.48,"body":"just a little bit of"},{"speaker":"Andy Hart","startTime":2341.48,"endTime":2345.0499999999997,"body":"conversation around that. But"},{"speaker":"Andy Hart","startTime":2341.48,"endTime":2345.0499999999997,"body":"what I find is, most people who"},{"speaker":"Andy Hart","startTime":2345.0499999999997,"endTime":2349.49,"body":"talk about this concept have"},{"speaker":"Andy Hart","startTime":2345.0499999999997,"endTime":2349.49,"body":"usually hit their number that"},{"speaker":"Andy Hart","startTime":2349.49,"endTime":2352.58,"body":"their previous self was thinking"},{"speaker":"Andy Hart","startTime":2349.49,"endTime":2352.58,"body":"about. And now they've got this"},{"speaker":"Andy Hart","startTime":2352.58,"endTime":2357.62,"body":"new number in mind. So yeah,"},{"speaker":"Andy Hart","startTime":2352.58,"endTime":2357.62,"body":"any, any thoughts?"},{"speaker":"Alan Smith","startTime":2357.649,"endTime":2359.779,"body":"Well, you know,"},{"speaker":"Alan Smith","startTime":2357.649,"endTime":2359.779,"body":"there's a few if you remember"},{"speaker":"Alan Smith","startTime":2359.899,"endTime":2362.209,"body":"reading that I remember I read"},{"speaker":"Alan Smith","startTime":2359.899,"endTime":2362.209,"body":"that book when it first came"},{"speaker":"Alan Smith","startTime":2362.209,"endTime":2366.919,"body":"out, which is quite a long time"},{"speaker":"Alan Smith","startTime":2362.209,"endTime":2366.919,"body":"ago. Yeah. And if you read it,"},{"speaker":"Alan Smith","startTime":2366.919,"endTime":2370.219,"body":"he talks about exact talks about"},{"speaker":"Alan Smith","startTime":2366.919,"endTime":2370.219,"body":"himself. Doesn't he use a writer"},{"speaker":"Alan Smith","startTime":2370.219,"endTime":2374.029,"body":"and editor squire or someone?"},{"speaker":"Alan Smith","startTime":2370.219,"endTime":2374.029,"body":"Yeah. Yeah. And but he talks"},{"speaker":"Alan Smith","startTime":2374.029,"endTime":2377.3289999999997,"body":"about he did all his research,"},{"speaker":"Alan Smith","startTime":2374.029,"endTime":2377.3289999999997,"body":"he met hedge fund guys and big"},{"speaker":"Alan Smith","startTime":2377.659,"endTime":2381.8289999999997,"body":"people and And what he found was"},{"speaker":"Alan Smith","startTime":2377.659,"endTime":2381.8289999999997,"body":"that the number changed all the"},{"speaker":"Alan Smith","startTime":2381.8289999999997,"endTime":2384.109,"body":"time as you got closer to the"},{"speaker":"Alan Smith","startTime":2381.8289999999997,"endTime":2384.109,"body":"number you got close to that,"},{"speaker":"Alan Smith","startTime":2384.109,"endTime":2386.569,"body":"well, I'm now financially"},{"speaker":"Alan Smith","startTime":2384.109,"endTime":2386.569,"body":"independent. But guess what,"},{"speaker":"Alan Smith","startTime":2386.569,"endTime":2389.269,"body":"we've got this kind of lifestyle"},{"speaker":"Alan Smith","startTime":2386.569,"endTime":2389.269,"body":"creep having suddenly now I'm"},{"speaker":"Alan Smith","startTime":2389.269,"endTime":2391.249,"body":"used to going and better"},{"speaker":"Alan Smith","startTime":2389.269,"endTime":2391.249,"body":"holidays or flying business"},{"speaker":"Alan Smith","startTime":2391.249,"endTime":2393.259,"body":"class or first class or"},{"speaker":"Alan Smith","startTime":2391.249,"endTime":2393.259,"body":"something. So the number kept"},{"speaker":"Alan Smith","startTime":2393.259,"endTime":2396.049,"body":"going up. So there's a constant"},{"speaker":"Alan Smith","startTime":2393.259,"endTime":2396.049,"body":"then that dynamic within that"},{"speaker":"Alan Smith","startTime":2396.049,"endTime":2398.3889999999997,"body":"and I think this is where really"},{"speaker":"Alan Smith","startTime":2396.049,"endTime":2398.3889999999997,"body":"good financial planner as a ton"},{"speaker":"Alan Smith","startTime":2398.3889999999997,"endTime":2401.779,"body":"of value. To really work out"},{"speaker":"Alan Smith","startTime":2398.3889999999997,"endTime":2401.779,"body":"with do you really need that"},{"speaker":"Alan Smith","startTime":2401.779,"endTime":2404.269,"body":"extra holiday or that extra"},{"speaker":"Alan Smith","startTime":2401.779,"endTime":2404.269,"body":"first class cabin and so on?"},{"speaker":"Alan Smith","startTime":2404.269,"endTime":2407.749,"body":"Let's let's sort of again, talk,"},{"speaker":"Alan Smith","startTime":2404.269,"endTime":2407.749,"body":"talk through that and, and coach"},{"speaker":"Alan Smith","startTime":2407.749,"endTime":2410.089,"body":"the client, because otherwise"},{"speaker":"Alan Smith","startTime":2407.749,"endTime":2410.089,"body":"the trade off is not the number"},{"speaker":"Alan Smith","startTime":2410.089,"endTime":2413.479,"body":"of fact Carlos, you said this a"},{"speaker":"Alan Smith","startTime":2410.089,"endTime":2413.479,"body":"while ago, one of your legendary"},{"speaker":"Alan Smith","startTime":2413.479,"endTime":2416.269,"body":"quotes, which I then Stone did"},{"speaker":"Alan Smith","startTime":2413.479,"endTime":2416.269,"body":"something else with, but can't"},{"speaker":"Alan Smith","startTime":2416.269,"endTime":2416.989,"body":"remember exactly. I'm"},{"speaker":"Andy Hart","startTime":2416.99,"endTime":2418.97,"body":"paraphrasing that"},{"speaker":"Andy Hart","startTime":2416.99,"endTime":2418.97,"body":"after a few pints of Guinness or"},{"speaker":"Andy Hart","startTime":2418.97,"endTime":2421.7,"body":"not. It was before, as before,"},{"speaker":"Alan Smith","startTime":2421.7,"endTime":2424.46,"body":"during and you do"},{"speaker":"Alan Smith","startTime":2421.7,"endTime":2424.46,"body":"but did you remember I was"},{"speaker":"Alan Smith","startTime":2424.46,"endTime":2428.0,"body":"talking about that? You were so"},{"speaker":"Alan Smith","startTime":2424.46,"endTime":2428.0,"body":"you were talking about? If you"},{"speaker":"Alan Smith","startTime":2428.0,"endTime":2430.97,"body":"don't know the number is always"},{"speaker":"Alan Smith","startTime":2428.0,"endTime":2430.97,"body":"more or something? What exactly,"},{"speaker":"Alan Smith","startTime":2430.97,"endTime":2431.24,"body":"yeah,"},{"speaker":"Carl Widger","startTime":2431.27,"endTime":2434.6,"body":"if you don't know,"},{"speaker":"Carl Widger","startTime":2431.27,"endTime":2434.6,"body":"if you don't have a financial"},{"speaker":"Carl Widger","startTime":2434.6,"endTime":2438.2,"body":"plan that has, you know, built"},{"speaker":"Carl Widger","startTime":2434.6,"endTime":2438.2,"body":"in your goals, dreams and"},{"speaker":"Carl Widger","startTime":2438.2,"endTime":2441.2,"body":"aspirations, so you don't know"},{"speaker":"Carl Widger","startTime":2438.2,"endTime":2441.2,"body":"what your resources your money"},{"speaker":"Carl Widger","startTime":2441.23,"endTime":2446.5099999999998,"body":"is for? Then when you're asked"},{"speaker":"Carl Widger","startTime":2441.23,"endTime":2446.5099999999998,"body":"how much money do you want? Or"},{"speaker":"Carl Widger","startTime":2446.5099999999998,"endTime":2451.0099999999998,"body":"need? The answer is always going"},{"speaker":"Carl Widger","startTime":2446.5099999999998,"endTime":2451.0099999999998,"body":"to be more. And that is a"},{"speaker":"Carl Widger","startTime":2451.0699999999997,"endTime":2453.38,"body":"really, really poor place to be."},{"speaker":"Nick Lincoln","startTime":2454.85,"endTime":2458.21,"body":"I was gonna say as"},{"speaker":"Nick Lincoln","startTime":2454.85,"endTime":2458.21,"body":"well that, given what given what"},{"speaker":"Nick Lincoln","startTime":2458.21,"endTime":2462.62,"body":"we do, which is real financial"},{"speaker":"Nick Lincoln","startTime":2458.21,"endTime":2462.62,"body":"planning, I mean, a lot of we're"},{"speaker":"Nick Lincoln","startTime":2462.62,"endTime":2464.72,"body":"not going to be negative, but we"},{"speaker":"Nick Lincoln","startTime":2462.62,"endTime":2464.72,"body":"all know there was a lot of"},{"speaker":"Nick Lincoln","startTime":2465.2,"endTime":2467.48,"body":"other financial planning firms"},{"speaker":"Nick Lincoln","startTime":2465.2,"endTime":2467.48,"body":"that do very little financial"},{"speaker":"Nick Lincoln","startTime":2467.48,"endTime":2469.97,"body":"planning, and we all four of us,"},{"speaker":"Nick Lincoln","startTime":2467.48,"endTime":2469.97,"body":"I know we do it almost"},{"speaker":"Nick Lincoln","startTime":2470.0,"endTime":2473.0,"body":"exclusively with all of our"},{"speaker":"Nick Lincoln","startTime":2470.0,"endTime":2473.0,"body":"clients all of the time. And"},{"speaker":"Nick Lincoln","startTime":2473.0,"endTime":2475.31,"body":"actually, all we're doing at the"},{"speaker":"Nick Lincoln","startTime":2473.0,"endTime":2475.31,"body":"time is working out that now."},{"speaker":"Nick Lincoln","startTime":2476.12,"endTime":2479.0299999999997,"body":"We're thrilled that you know,"},{"speaker":"Nick Lincoln","startTime":2476.12,"endTime":2479.0299999999997,"body":"someone retiring, he wants to"},{"speaker":"Nick Lincoln","startTime":2479.0299999999997,"endTime":2481.31,"body":"retire at 50, I'll be"},{"speaker":"Nick Lincoln","startTime":2479.0299999999997,"endTime":2481.31,"body":"financially independent and 58,"},{"speaker":"Nick Lincoln","startTime":2481.31,"endTime":2483.5899999999997,"body":"we do the modeling. And we do"},{"speaker":"Nick Lincoln","startTime":2481.31,"endTime":2483.5899999999997,"body":"that the cash flow and the"},{"speaker":"Nick Lincoln","startTime":2483.5899999999997,"endTime":2487.16,"body":"graphs, and it's all lovely. But"},{"speaker":"Nick Lincoln","startTime":2483.5899999999997,"endTime":2487.16,"body":"under that is an amount of stuff"},{"speaker":"Nick Lincoln","startTime":2487.19,"endTime":2491.33,"body":"of pots they have to have. And"},{"speaker":"Nick Lincoln","startTime":2487.19,"endTime":2491.33,"body":"it's not going to be a multiple"},{"speaker":"Nick Lincoln","startTime":2491.33,"endTime":2493.31,"body":"of their monthly spend"},{"speaker":"Nick Lincoln","startTime":2491.33,"endTime":2493.31,"body":"necessarily, it's going to be"},{"speaker":"Nick Lincoln","startTime":2493.31,"endTime":2495.0499999999997,"body":"their number, because that's"},{"speaker":"Nick Lincoln","startTime":2493.31,"endTime":2495.0499999999997,"body":"what they need to have"},{"speaker":"Nick Lincoln","startTime":2495.0499999999997,"endTime":2498.77,"body":"accumulated when the income taps"},{"speaker":"Nick Lincoln","startTime":2495.0499999999997,"endTime":2498.77,"body":"turn off. So all the time, we're"},{"speaker":"Nick Lincoln","startTime":2498.77,"endTime":2501.41,"body":"focusing on this number problem."},{"speaker":"Nick Lincoln","startTime":2498.77,"endTime":2501.41,"body":"And that's, that's, you know,"},{"speaker":"Nick Lincoln","startTime":2501.44,"endTime":2504.3199999999997,"body":"behind this the title for this"},{"speaker":"Nick Lincoln","startTime":2501.44,"endTime":2504.3199999999997,"body":"podcast, the real advisor"},{"speaker":"Nick Lincoln","startTime":2504.3199999999997,"endTime":2507.35,"body":"podcast, because we are doing"},{"speaker":"Nick Lincoln","startTime":2504.3199999999997,"endTime":2507.35,"body":"the real stuff that changes"},{"speaker":"Nick Lincoln","startTime":2507.35,"endTime":2510.38,"body":"lives. And it is all about"},{"speaker":"Nick Lincoln","startTime":2507.35,"endTime":2510.38,"body":"identifying that number, whether"},{"speaker":"Nick Lincoln","startTime":2510.38,"endTime":2514.31,"body":"we explicitly say you need"},{"speaker":"Nick Lincoln","startTime":2510.38,"endTime":2514.31,"body":"1.78 5 million pounds. Yeah, by"},{"speaker":"Nick Lincoln","startTime":2514.31,"endTime":2516.08,"body":"the time you're 58 That's"},{"speaker":"Nick Lincoln","startTime":2514.31,"endTime":2516.08,"body":"actually what we're doing all"},{"speaker":"Nick Lincoln","startTime":2516.08,"endTime":2517.1,"body":"the time in our financial."},{"speaker":"Andy Hart","startTime":2517.16,"endTime":2518.21,"body":"Yep, yep. Yeah."},{"speaker":"Carl Widger","startTime":2518.69,"endTime":2520.6099999999997,"body":"The one slight"},{"speaker":"Carl Widger","startTime":2518.69,"endTime":2520.6099999999997,"body":"difficulty I have with the"},{"speaker":"Carl Widger","startTime":2520.6099999999997,"endTime":2523.91,"body":"number is it's very simplistic,"},{"speaker":"Carl Widger","startTime":2520.6099999999997,"endTime":2523.91,"body":"but then again, putting stuff in"},{"speaker":"Carl Widger","startTime":2523.91,"endTime":2525.92,"body":"simplistic terms when it comes"},{"speaker":"Carl Widger","startTime":2523.91,"endTime":2525.92,"body":"to financial planning is"},{"speaker":"Carl Widger","startTime":2525.92,"endTime":2528.83,"body":"probably a good thing. Because"},{"speaker":"Carl Widger","startTime":2525.92,"endTime":2528.83,"body":"the real benefit of having"},{"speaker":"Carl Widger","startTime":2528.8599999999997,"endTime":2532.37,"body":"having a real financial planner"},{"speaker":"Carl Widger","startTime":2528.8599999999997,"endTime":2532.37,"body":"is that show God your five year"},{"speaker":"Carl Widger","startTime":2532.37,"endTime":2535.37,"body":"plan, right? Things change,"},{"speaker":"Carl Widger","startTime":2532.37,"endTime":2535.37,"body":"right and goals, dreams and"},{"speaker":"Carl Widger","startTime":2535.37,"endTime":2538.13,"body":"aspirations change all the time."},{"speaker":"Carl Widger","startTime":2535.37,"endTime":2538.13,"body":"And, and certainly when you're"},{"speaker":"Carl Widger","startTime":2538.13,"endTime":2540.29,"body":"dealing with people who have"},{"speaker":"Carl Widger","startTime":2538.13,"endTime":2540.29,"body":"Yeah, man plans really"},{"speaker":"Carl Widger","startTime":2540.29,"endTime":2544.52,"body":"significant worlds, you know?"},{"speaker":"Carl Widger","startTime":2540.29,"endTime":2544.52,"body":"Exactly, exactly. That's exactly"},{"speaker":"Carl Widger","startTime":2544.52,"endTime":2549.7999999999997,"body":"it. So if I can just sorry, God,"},{"speaker":"Carl Widger","startTime":2544.52,"endTime":2549.7999999999997,"body":"yeah, go on. Yeah, no, just you"},{"speaker":"Carl Widger","startTime":2549.7999999999997,"endTime":2552.92,"body":"know, it's way more than the"},{"speaker":"Carl Widger","startTime":2549.7999999999997,"endTime":2552.92,"body":"number there's so many moving"},{"speaker":"Carl Widger","startTime":2552.92,"endTime":2553.37,"body":"parts. That's,"},{"speaker":"Alan Smith","startTime":2553.46,"endTime":2554.69,"body":"that's what I was"},{"speaker":"Alan Smith","startTime":2553.46,"endTime":2554.69,"body":"gonna do. You know,"},{"speaker":"Andy Hart","startTime":2555.02,"endTime":2557.3599999999997,"body":"it's a little bit"},{"speaker":"Andy Hart","startTime":2555.02,"endTime":2557.3599999999997,"body":"like your monthly, you know,"},{"speaker":"Andy Hart","startTime":2557.39,"endTime":2560.93,"body":"earnings. You know, I'm sure all"},{"speaker":"Andy Hart","startTime":2557.39,"endTime":2560.93,"body":"of you had, you know, when I"},{"speaker":"Andy Hart","startTime":2560.93,"endTime":2563.0899999999997,"body":"thought was gonna be only five"},{"speaker":"Andy Hart","startTime":2560.93,"endTime":2563.0899999999997,"body":"grand a month, I thought it'd be"},{"speaker":"Andy Hart","startTime":2563.0899999999997,"endTime":2566.48,"body":"absolutely flying. You know,"},{"speaker":"Andy Hart","startTime":2563.0899999999997,"endTime":2566.48,"body":"many moons ago, five grand a"},{"speaker":"Andy Hart","startTime":2566.48,"endTime":2569.45,"body":"month comes in and you're like"},{"speaker":"Andy Hart","startTime":2566.48,"endTime":2569.45,"body":"my lifestyle change that month,"},{"speaker":"Andy Hart","startTime":2569.5099999999998,"endTime":2572.18,"body":"that that much then you're off"},{"speaker":"Andy Hart","startTime":2569.5099999999998,"endTime":2572.18,"body":"to the next target 10 grand a"},{"speaker":"Andy Hart","startTime":2572.18,"endTime":2574.64,"body":"month. If I hit 10 grand a"},{"speaker":"Andy Hart","startTime":2572.18,"endTime":2574.64,"body":"month, I'll be absolutely the"},{"speaker":"Andy Hart","startTime":2574.64,"endTime":2578.0,"body":"happiest guy on planet Earth is"},{"speaker":"Andy Hart","startTime":2574.64,"endTime":2578.0,"body":"called the hedonic trade Donek"},{"speaker":"Andy Hart","startTime":2578.0,"endTime":2580.6099999999997,"body":"treadmill, and then you have a"},{"speaker":"Andy Hart","startTime":2578.0,"endTime":2580.6099999999997,"body":"good season anything Oh, I'll"},{"speaker":"Andy Hart","startTime":2580.6099999999997,"endTime":2584.15,"body":"have no problems, then the"},{"speaker":"Andy Hart","startTime":2580.6099999999997,"endTime":2584.15,"body":"problems are doubling. Right?"},{"speaker":"Andy Hart","startTime":2584.15,"endTime":2586.6099999999997,"body":"Yeah. So it's a similar thing"},{"speaker":"Andy Hart","startTime":2584.15,"endTime":2586.6099999999997,"body":"again, with that with"},{"speaker":"Alan Smith","startTime":2586.6099999999997,"endTime":2589.79,"body":"a care first job"},{"speaker":"Alan Smith","startTime":2586.6099999999997,"endTime":2589.79,"body":"first. Given my age, my first"},{"speaker":"Alan Smith","startTime":2589.79,"endTime":2593.06,"body":"job I had delivering newspapers"},{"speaker":"Alan Smith","startTime":2589.79,"endTime":2593.06,"body":"in the morning, freezing my"},{"speaker":"Alan Smith","startTime":2593.06,"endTime":2595.8199999999997,"body":"backside off on the west coast"},{"speaker":"Alan Smith","startTime":2593.06,"endTime":2595.8199999999997,"body":"of Scotland, the Scottish Rite,"},{"speaker":"Alan Smith","startTime":2596.18,"endTime":2600.5299999999997,"body":"to five pounds a week should"},{"speaker":"Alan Smith","startTime":2596.18,"endTime":2600.5299999999997,"body":"impress with times, five pounds"},{"speaker":"Alan Smith","startTime":2600.5299999999997,"endTime":2604.2799999999997,"body":"a week, and I was loaded. I was"},{"speaker":"Alan Smith","startTime":2600.5299999999997,"endTime":2604.2799999999997,"body":"pretty rich. And I've never I've"},{"speaker":"Alan Smith","startTime":2604.2799999999997,"endTime":2606.02,"body":"never felt rich to them. I"},{"speaker":"Alan Smith","startTime":2604.2799999999997,"endTime":2606.02,"body":"think."},{"speaker":"Andy Hart","startTime":2607.2799999999997,"endTime":2610.0099999999998,"body":"I think the biggest"},{"speaker":"Andy Hart","startTime":2607.2799999999997,"endTime":2610.0099999999998,"body":"jump you ever go through is your"},{"speaker":"Andy Hart","startTime":2610.0099999999998,"endTime":2613.67,"body":"first paid job as an adult"},{"speaker":"Andy Hart","startTime":2610.0099999999998,"endTime":2613.67,"body":"because you've gotten believe"},{"speaker":"Andy Hart","startTime":2613.67,"endTime":2615.71,"body":"you get all this money you got"},{"speaker":"Andy Hart","startTime":2613.67,"endTime":2615.71,"body":"from like, you've gone from like"},{"speaker":"Andy Hart","startTime":2615.71,"endTime":2618.2599999999998,"body":"hundreds and hundreds of pounds."},{"speaker":"Andy Hart","startTime":2615.71,"endTime":2618.2599999999998,"body":"Yeah, exactly. I think my first"},{"speaker":"Andy Hart","startTime":2618.29,"endTime":2623.66,"body":"real after tax wage was about"},{"speaker":"Andy Hart","startTime":2618.29,"endTime":2623.66,"body":"730 quid, and I remember being"},{"speaker":"Andy Hart","startTime":2623.66,"endTime":2628.46,"body":"in harrow harrow train station,"},{"speaker":"Andy Hart","startTime":2623.66,"endTime":2628.46,"body":"put my card in 730 quid I've"},{"speaker":"Andy Hart","startTime":2629.5699999999997,"endTime":2631.91,"body":"been gonna be amazing. I'm not"},{"speaker":"Andy Hart","startTime":2629.5699999999997,"endTime":2631.91,"body":"gonna spend this"},{"speaker":"Carl Widger","startTime":2634.6099999999997,"endTime":2637.5499999999997,"body":"was like, textured"},{"speaker":"Carl Widger","startTime":2634.6099999999997,"endTime":2637.5499999999997,"body":"above? Oh,"},{"speaker":"Andy Hart","startTime":2637.5499999999997,"endTime":2649.6099999999997,"body":"yeah. told me I said"},{"speaker":"Andy Hart","startTime":2637.5499999999997,"endTime":2649.6099999999997,"body":"700 days standing there and that"},{"speaker":"Andy Hart","startTime":2649.6099999999997,"endTime":2649.91,"body":"casual."},{"speaker":"Alan Smith","startTime":2652.16,"endTime":2655.5499999999997,"body":"It was downhill ever"},{"speaker":"Alan Smith","startTime":2652.16,"endTime":2655.5499999999997,"body":"since I had another sort of"},{"speaker":"Alan Smith","startTime":2655.5499999999997,"endTime":2659.8399999999997,"body":"little flavor to this"},{"speaker":"Alan Smith","startTime":2655.5499999999997,"endTime":2659.8399999999997,"body":"conversation as as you may know,"},{"speaker":"Alan Smith","startTime":2660.23,"endTime":2666.8599999999997,"body":"I run another podcast,"},{"speaker":"Alan Smith","startTime":2660.23,"endTime":2666.8599999999997,"body":"Entrepreneur Transition please"},{"speaker":"Alan Smith","startTime":2666.8599999999997,"endTime":2668.9,"body":"No, no, no, I wouldn't I"},{"speaker":"Alan Smith","startTime":2666.8599999999997,"endTime":2668.9,"body":"wouldn't want to compete I"},{"speaker":"Alan Smith","startTime":2668.93,"endTime":2672.1099999999997,"body":"wouldn't want to cannibalize"},{"speaker":"Alan Smith","startTime":2668.93,"endTime":2672.1099999999997,"body":"this or that or you wouldn't but"},{"speaker":"Alan Smith","startTime":2672.1099999999997,"endTime":2672.74,"body":"it does exist"},{"speaker":"Andy Hart","startTime":2672.74,"endTime":2674.39,"body":"and you can go money"},{"speaker":"Andy Hart","startTime":2672.74,"endTime":2674.39,"body":"over money"},{"speaker":"Alan Smith","startTime":2676.2799999999997,"endTime":2678.56,"body":"but but here's the"},{"speaker":"Alan Smith","startTime":2676.2799999999997,"endTime":2678.56,"body":"thing talking about numbers so a"},{"speaker":"Alan Smith","startTime":2678.56,"endTime":2681.83,"body":"lot of it is conversations with"},{"speaker":"Alan Smith","startTime":2678.56,"endTime":2681.83,"body":"successful entrepreneurs who are"},{"speaker":"Alan Smith","startTime":2681.83,"endTime":2687.2,"body":"built scaled and exited and got"},{"speaker":"Alan Smith","startTime":2681.83,"endTime":2687.2,"body":"a chunk of money and a recurring"},{"speaker":"Alan Smith","startTime":2687.2,"endTime":2691.64,"body":"theme in not everyone but a lot"},{"speaker":"Alan Smith","startTime":2687.2,"endTime":2691.64,"body":"of them is that the money is"},{"speaker":"Alan Smith","startTime":2691.64,"endTime":2693.89,"body":"firstly we've got the number got"},{"speaker":"Alan Smith","startTime":2691.64,"endTime":2693.89,"body":"more than they weigh about"},{"speaker":"Alan Smith","startTime":2694.16,"endTime":2696.23,"body":"whether whether they've actually"},{"speaker":"Alan Smith","startTime":2694.16,"endTime":2696.23,"body":"worked out in advance or not."},{"speaker":"Alan Smith","startTime":2696.74,"endTime":2699.35,"body":"But it's a whole different set"},{"speaker":"Alan Smith","startTime":2696.74,"endTime":2699.35,"body":"of circumstances now because"},{"speaker":"Alan Smith","startTime":2699.35,"endTime":2701.6,"body":"perhaps they've lost some"},{"speaker":"Alan Smith","startTime":2699.35,"endTime":2701.6,"body":"purpose they're no longer that"},{"speaker":"Alan Smith","startTime":2701.6,"endTime":2704.3599999999997,"body":"business owner that note that"},{"speaker":"Alan Smith","startTime":2701.6,"endTime":2704.3599999999997,"body":"got into semi retirement"},{"speaker":"Alan Smith","startTime":2704.99,"endTime":2708.02,"body":"identity purpose you know all"},{"speaker":"Alan Smith","startTime":2704.99,"endTime":2708.02,"body":"the things that keep us vibrant"},{"speaker":"Alan Smith","startTime":2708.02,"endTime":2711.0499999999997,"body":"keep us engaged make us get out"},{"speaker":"Alan Smith","startTime":2708.02,"endTime":2711.0499999999997,"body":"of bed in the morning and this"},{"speaker":"Alan Smith","startTime":2711.0499999999997,"endTime":2714.8599999999997,"body":"is coming up a lot and so this"},{"speaker":"Alan Smith","startTime":2711.0499999999997,"endTime":2714.8599999999997,"body":"is the other idea of this the"},{"speaker":"Alan Smith","startTime":2714.8599999999997,"endTime":2718.94,"body":"real financial adviser real"},{"speaker":"Alan Smith","startTime":2714.8599999999997,"endTime":2718.94,"body":"financial planner, because you"},{"speaker":"Alan Smith","startTime":2718.94,"endTime":2722.0,"body":"have to be skilled at navigating"},{"speaker":"Alan Smith","startTime":2718.94,"endTime":2722.0,"body":"those conversations because the"},{"speaker":"Alan Smith","startTime":2722.0,"endTime":2725.2999999999997,"body":"basic that the fundamentals the"},{"speaker":"Alan Smith","startTime":2722.0,"endTime":2725.2999999999997,"body":"mechanics of Cash Flow Planning"},{"speaker":"Alan Smith","startTime":2725.2999999999997,"endTime":2728.0899999999997,"body":"as you say, if it's not you"},{"speaker":"Alan Smith","startTime":2725.2999999999997,"endTime":2728.0899999999997,"body":"can't You're not projecting 30"},{"speaker":"Alan Smith","startTime":2728.0899999999997,"endTime":2730.37,"body":"years but the ongoing"},{"speaker":"Alan Smith","startTime":2728.0899999999997,"endTime":2730.37,"body":"relationship you have is a"},{"speaker":"Alan Smith","startTime":2730.37,"endTime":2734.0299999999997,"body":"numbers phases kind of left"},{"speaker":"Alan Smith","startTime":2730.37,"endTime":2734.0299999999997,"body":"brain type thing but the right"},{"speaker":"Alan Smith","startTime":2734.0299999999997,"endTime":2737.69,"body":"brain side of it is the creative"},{"speaker":"Alan Smith","startTime":2734.0299999999997,"endTime":2737.69,"body":"part is coaching and working"},{"speaker":"Alan Smith","startTime":2737.69,"endTime":2739.7599999999998,"body":"with your clients so identify"},{"speaker":"Alan Smith","startTime":2737.69,"endTime":2739.7599999999998,"body":"you know, what is life going to"},{"speaker":"Alan Smith","startTime":2739.7599999999998,"endTime":2742.0699999999997,"body":"look like afterwards cuz you're"},{"speaker":"Alan Smith","startTime":2739.7599999999998,"endTime":2742.0699999999997,"body":"gonna have something to go to"},{"speaker":"Alan Smith","startTime":2742.0699999999997,"endTime":2744.74,"body":"and I mean people who actually"},{"speaker":"Alan Smith","startTime":2742.0699999999997,"endTime":2744.74,"body":"have sold businesses but also"},{"speaker":"Alan Smith","startTime":2744.74,"endTime":2748.67,"body":"just regular retirees and"},{"speaker":"Alan Smith","startTime":2744.74,"endTime":2748.67,"body":"there's nothing worse than"},{"speaker":"Alan Smith","startTime":2748.67,"endTime":2750.92,"body":"someone who's got enough money"},{"speaker":"Alan Smith","startTime":2748.67,"endTime":2750.92,"body":"but they just they've got"},{"speaker":"Alan Smith","startTime":2750.92,"endTime":2753.5,"body":"nothing to do no passion no"},{"speaker":"Alan Smith","startTime":2750.92,"endTime":2753.5,"body":"vision no purpose yeah daily"},{"speaker":"Alan Smith","startTime":2753.5,"endTime":2753.98,"body":"basis."},{"speaker":"Carl Widger","startTime":2755.39,"endTime":2759.5,"body":"That was the main"},{"speaker":"Carl Widger","startTime":2755.39,"endTime":2759.5,"body":"the people who spoke at future"},{"speaker":"Carl Widger","startTime":2759.5,"endTime":2762.7999999999997,"body":"you was exactly that the lack of"},{"speaker":"Carl Widger","startTime":2759.5,"endTime":2762.7999999999997,"body":"purpose or lack of identity and"},{"speaker":"Carl Widger","startTime":2763.04,"endTime":2766.88,"body":"and the lack of preparation to"},{"speaker":"Carl Widger","startTime":2763.04,"endTime":2766.88,"body":"go into that third act. Sorry."},{"speaker":"Carl Widger","startTime":2766.88,"endTime":2766.97,"body":"And"},{"speaker":"Nick Lincoln","startTime":2768.41,"endTime":2771.77,"body":"yeah, I've got a"},{"speaker":"Nick Lincoln","startTime":2768.41,"endTime":2771.77,"body":"I've got a client couple who"},{"speaker":"Nick Lincoln","startTime":2772.37,"endTime":2775.13,"body":"they built a business it was"},{"speaker":"Nick Lincoln","startTime":2772.37,"endTime":2775.13,"body":"predominantly him the husband he"},{"speaker":"Nick Lincoln","startTime":2775.13,"endTime":2779.72,"body":"built a business and sold it in"},{"speaker":"Nick Lincoln","startTime":2775.13,"endTime":2779.72,"body":"me would have been about age"},{"speaker":"Nick Lincoln","startTime":2779.72,"endTime":2783.29,"body":"4344. I've got millions of"},{"speaker":"Nick Lincoln","startTime":2779.72,"endTime":2783.29,"body":"pounds for it. And we do this"},{"speaker":"Nick Lincoln","startTime":2783.29,"endTime":2785.24,"body":"financial planning with their"},{"speaker":"Nick Lincoln","startTime":2783.29,"endTime":2785.24,"body":"financial planning and work"},{"speaker":"Nick Lincoln","startTime":2785.24,"endTime":2789.23,"body":"through and they have incredible"},{"speaker":"Nick Lincoln","startTime":2785.24,"endTime":2789.23,"body":"spend incredible lifestyle. And"},{"speaker":"Nick Lincoln","startTime":2789.35,"endTime":2792.1099999999997,"body":"I didn't say it outright, but he"},{"speaker":"Nick Lincoln","startTime":2789.35,"endTime":2792.1099999999997,"body":"said, I want this plan to assume"},{"speaker":"Nick Lincoln","startTime":2792.1099999999997,"endTime":2794.87,"body":"I'm never going to work again."},{"speaker":"Nick Lincoln","startTime":2792.1099999999997,"endTime":2794.87,"body":"Because it's done. Now I want"},{"speaker":"Nick Lincoln","startTime":2794.87,"endTime":2798.8599999999997,"body":"you and I bet this guy is so"},{"speaker":"Nick Lincoln","startTime":2794.87,"endTime":2798.8599999999997,"body":"driven and so bright, and just"},{"speaker":"Nick Lincoln","startTime":2798.8599999999997,"endTime":2801.7999999999997,"body":"lost the competition just loves"},{"speaker":"Nick Lincoln","startTime":2798.8599999999997,"endTime":2801.7999999999997,"body":"being in it. And so he's he's"},{"speaker":"Nick Lincoln","startTime":2801.7999999999997,"endTime":2805.3399999999997,"body":"now gone back and lost another"},{"speaker":"Nick Lincoln","startTime":2801.7999999999997,"endTime":2805.3399999999997,"body":"firm in the same sector that he"},{"speaker":"Nick Lincoln","startTime":2805.3399999999997,"endTime":2807.77,"body":"was in before because he's now"},{"speaker":"Nick Lincoln","startTime":2805.3399999999997,"endTime":2807.77,"body":"think I can do this better. Now"},{"speaker":"Nick Lincoln","startTime":2807.77,"endTime":2810.65,"body":"things have changed, the"},{"speaker":"Nick Lincoln","startTime":2807.77,"endTime":2810.65,"body":"technology has changed his"},{"speaker":"Nick Lincoln","startTime":2810.65,"endTime":2814.1,"body":"purpose, and you know, bright"},{"speaker":"Nick Lincoln","startTime":2810.65,"endTime":2814.1,"body":"driven people. And as soon as"},{"speaker":"Nick Lincoln","startTime":2814.1,"endTime":2816.08,"body":"they got their health, I think"},{"speaker":"Nick Lincoln","startTime":2814.1,"endTime":2816.08,"body":"it was handy at the start of the"},{"speaker":"Nick Lincoln","startTime":2816.08,"endTime":2820.43,"body":"show alluded to the fact that"},{"speaker":"Nick Lincoln","startTime":2816.08,"endTime":2820.43,"body":"there are a lot of our clients"},{"speaker":"Nick Lincoln","startTime":2820.64,"endTime":2823.67,"body":"are never going to retire even"},{"speaker":"Nick Lincoln","startTime":2820.64,"endTime":2823.67,"body":"though we've cracked their"},{"speaker":"Nick Lincoln","startTime":2823.67,"endTime":2826.04,"body":"number. And they're they've"},{"speaker":"Nick Lincoln","startTime":2823.67,"endTime":2826.04,"body":"gotten what because they get so"},{"speaker":"Nick Lincoln","startTime":2826.04,"endTime":2830.39,"body":"much value. And they get so much"},{"speaker":"Nick Lincoln","startTime":2826.04,"endTime":2830.39,"body":"of their self worth through"},{"speaker":"Nick Lincoln","startTime":2830.39,"endTime":2832.7,"body":"their work. And if What if"},{"speaker":"Nick Lincoln","startTime":2830.39,"endTime":2832.7,"body":"you're if you're if you're"},{"speaker":"Nick Lincoln","startTime":2832.7,"endTime":2836.48,"body":"driven and bright and motivated,"},{"speaker":"Nick Lincoln","startTime":2832.7,"endTime":2836.48,"body":"and really good at what you do,"},{"speaker":"Nick Lincoln","startTime":2836.69,"endTime":2839.42,"body":"well, those four attributes"},{"speaker":"Nick Lincoln","startTime":2836.69,"endTime":2839.42,"body":"aren't going to disappear. Maybe"},{"speaker":"Nick Lincoln","startTime":2839.42,"endTime":2844.19,"body":"you sell, sell the business for"},{"speaker":"Nick Lincoln","startTime":2839.42,"endTime":2844.19,"body":"gazillions. So what exactly, to"},{"speaker":"Nick Lincoln","startTime":2844.19,"endTime":2844.7,"body":"me this"},{"speaker":"Alan Smith","startTime":2844.7,"endTime":2848.48,"body":"is this is the next"},{"speaker":"Alan Smith","startTime":2844.7,"endTime":2848.48,"body":"frontier, right for financial"},{"speaker":"Alan Smith","startTime":2848.48,"endTime":2852.02,"body":"planning. Because when we would"},{"speaker":"Alan Smith","startTime":2848.48,"endTime":2852.02,"body":"certainly when I started, we"},{"speaker":"Alan Smith","startTime":2852.02,"endTime":2854.5699999999997,"body":"were way ahead of the game doing"},{"speaker":"Alan Smith","startTime":2852.02,"endTime":2854.5699999999997,"body":"proper cash flow"},{"speaker":"Andy Hart","startTime":2854.69,"endTime":2857.27,"body":"when you started out"},{"speaker":"Andy Hart","startTime":2854.69,"endTime":2857.27,"body":"with a wheelbarrow or someone"},{"speaker":"Andy Hart","startTime":2857.27,"endTime":2858.5299999999997,"body":"else. Now"},{"speaker":"Alan Smith","startTime":2858.5299999999997,"endTime":2861.5,"body":"after after I"},{"speaker":"Alan Smith","startTime":2858.5299999999997,"endTime":2861.5,"body":"retired the wheelbarrow. That's"},{"speaker":"Alan Smith","startTime":2861.5,"endTime":2864.35,"body":"a private joke, but people can"},{"speaker":"Alan Smith","startTime":2861.5,"endTime":2864.35,"body":"guess what it means. But when I"},{"speaker":"Alan Smith","startTime":2864.35,"endTime":2868.16,"body":"set up my business, and we were"},{"speaker":"Alan Smith","startTime":2864.35,"endTime":2868.16,"body":"pretty early adopters on that"},{"speaker":"Alan Smith","startTime":2868.16,"endTime":2871.88,"body":"stuff way before you boys and it"},{"speaker":"Alan Smith","startTime":2868.16,"endTime":2871.88,"body":"was it was a real it was a real"},{"speaker":"Alan Smith","startTime":2871.88,"endTime":2874.94,"body":"differentiator to be able to do"},{"speaker":"Alan Smith","startTime":2871.88,"endTime":2874.94,"body":"that. And that was it is it is"},{"speaker":"Alan Smith","startTime":2874.94,"endTime":2878.39,"body":"increasingly common. But I do"},{"speaker":"Alan Smith","startTime":2874.94,"endTime":2878.39,"body":"think that the next iteration of"},{"speaker":"Alan Smith","startTime":2878.39,"endTime":2880.79,"body":"that is is much more this"},{"speaker":"Alan Smith","startTime":2878.39,"endTime":2880.79,"body":"behavioral coaching side of"},{"speaker":"Alan Smith","startTime":2880.79,"endTime":2883.7599999999998,"body":"things because it's functional,"},{"speaker":"Alan Smith","startTime":2880.79,"endTime":2883.7599999999998,"body":"you get your cash flow, have you"},{"speaker":"Alan Smith","startTime":2883.7599999999998,"endTime":2886.49,"body":"got enough what looks like you"},{"speaker":"Alan Smith","startTime":2883.7599999999998,"endTime":2886.49,"body":"have just need to sort of care"},{"speaker":"Alan Smith","startTime":2886.49,"endTime":2888.95,"body":"and maintenance and don't do"},{"speaker":"Alan Smith","startTime":2886.49,"endTime":2888.95,"body":"anything crazy to blow that up"},{"speaker":"Alan Smith","startTime":2888.98,"endTime":2889.37,"body":"or just"},{"speaker":"Andy Hart","startTime":2889.37,"endTime":2891.29,"body":"coaching just"},{"speaker":"Andy Hart","startTime":2889.37,"endTime":2891.29,"body":"coaching in general and and"},{"speaker":"Andy Hart","startTime":2891.29,"endTime":2894.68,"body":"having those conversations with"},{"speaker":"Andy Hart","startTime":2891.29,"endTime":2894.68,"body":"giants. There's very few people"},{"speaker":"Andy Hart","startTime":2894.68,"endTime":2896.24,"body":"that can have those"},{"speaker":"Andy Hart","startTime":2894.68,"endTime":2896.24,"body":"conversations with certainly"},{"speaker":"Andy Hart","startTime":2896.24,"endTime":2898.3399999999997,"body":"that people have last night"},{"speaker":"Andy Hart","startTime":2896.24,"endTime":2898.3399999999997,"body":"point it's because people in"},{"speaker":"Andy Hart","startTime":2898.3399999999997,"endTime":2900.74,"body":"their social circle their"},{"speaker":"Andy Hart","startTime":2898.3399999999997,"endTime":2900.74,"body":"family, that they're not"},{"speaker":"Andy Hart","startTime":2900.74,"endTime":2902.5699999999997,"body":"equipped to have those"},{"speaker":"Andy Hart","startTime":2900.74,"endTime":2902.5699999999997,"body":"conversations we have them you"},{"speaker":"Andy Hart","startTime":2902.5699999999997,"endTime":2904.3399999999997,"body":"know, their accountant can't do"},{"speaker":"Andy Hart","startTime":2902.5699999999997,"endTime":2904.3399999999997,"body":"it the lawyer card."},{"speaker":"Alan Smith","startTime":2906.71,"endTime":2908.9,"body":"No, we hold that"},{"speaker":"Alan Smith","startTime":2906.71,"endTime":2908.9,"body":"place in their life in their"},{"speaker":"Alan Smith","startTime":2908.9,"endTime":2911.8399999999997,"body":"lifestyle, being that trusted"},{"speaker":"Alan Smith","startTime":2908.9,"endTime":2911.8399999999997,"body":"advisor. I think it's a"},{"speaker":"Alan Smith","startTime":2911.8399999999997,"endTime":2915.41,"body":"fantastic privileged position to"},{"speaker":"Alan Smith","startTime":2911.8399999999997,"endTime":2915.41,"body":"be in but you have to be skilled"},{"speaker":"Alan Smith","startTime":2916.13,"endTime":2918.38,"body":"to do it. It's not just you"},{"speaker":"Alan Smith","startTime":2916.13,"endTime":2918.38,"body":"know, I don't know about you"},{"speaker":"Alan Smith","startTime":2918.41,"endTime":2920.99,"body":"sometimes I've been in quite"},{"speaker":"Alan Smith","startTime":2918.41,"endTime":2920.99,"body":"long meetings, particularly for"},{"speaker":"Alan Smith","startTime":2920.99,"endTime":2923.87,"body":"the couple. I'm drained by it."},{"speaker":"Alan Smith","startTime":2920.99,"endTime":2923.87,"body":"Yeah, you're giving your very"},{"speaker":"Alan Smith","startTime":2923.87,"endTime":2926.3599999999997,"body":"best you're giving your best"},{"speaker":"Alan Smith","startTime":2923.87,"endTime":2926.3599999999997,"body":"advice you sort of think about"},{"speaker":"Alan Smith","startTime":2926.3599999999997,"endTime":2928.85,"body":"all the moving parts are there."},{"speaker":"Alan Smith","startTime":2926.3599999999997,"endTime":2928.85,"body":"Yeah, your money side and the"},{"speaker":"Alan Smith","startTime":2928.85,"endTime":2930.77,"body":"lifestyle side and the family"},{"speaker":"Alan Smith","startTime":2928.85,"endTime":2930.77,"body":"and the kids and all"},{"speaker":"Andy Hart","startTime":2930.77,"endTime":2932.33,"body":"these we've got to"},{"speaker":"Andy Hart","startTime":2930.77,"endTime":2932.33,"body":"get into character and get into"},{"speaker":"Andy Hart","startTime":2932.33,"endTime":2935.24,"body":"their world. It's like, sort of"},{"speaker":"Andy Hart","startTime":2932.33,"endTime":2935.24,"body":"going on stage and you have a"},{"speaker":"Andy Hart","startTime":2935.24,"endTime":2938.45,"body":"conversation or a client meet."},{"speaker":"Andy Hart","startTime":2935.24,"endTime":2938.45,"body":"It's very high. Like there's"},{"speaker":"Andy Hart","startTime":2938.45,"endTime":2940.85,"body":"good things happening. And"},{"speaker":"Andy Hart","startTime":2938.45,"endTime":2940.85,"body":"there's another client meeting a"},{"speaker":"Andy Hart","startTime":2940.85,"endTime":2943.25,"body":"lot of you know not so good"},{"speaker":"Andy Hart","startTime":2940.85,"endTime":2943.25,"body":"things are happening now we have"},{"speaker":"Andy Hart","startTime":2943.25,"endTime":2944.9,"body":"to switch but we're very"},{"speaker":"Andy Hart","startTime":2943.25,"endTime":2944.9,"body":"adaptable."},{"speaker":"Carl Widger","startTime":2945.5299999999997,"endTime":2951.35,"body":"I love I love the"},{"speaker":"Carl Widger","startTime":2945.5299999999997,"endTime":2951.35,"body":"chancellor. Our job is to hold"},{"speaker":"Carl Widger","startTime":2951.7999999999997,"endTime":2955.91,"body":"our clients feet to the fire of"},{"speaker":"Carl Widger","startTime":2951.7999999999997,"endTime":2955.91,"body":"their best intentions. And I"},{"speaker":"Carl Widger","startTime":2955.91,"endTime":2959.54,"body":"just think he's like that"},{"speaker":"Carl Widger","startTime":2955.91,"endTime":2959.54,"body":"amazing quote, but But you know"},{"speaker":"Carl Widger","startTime":2959.54,"endTime":2963.68,"body":"what part of the skill is"},{"speaker":"Carl Widger","startTime":2959.54,"endTime":2963.68,"body":"finding out what are those best"},{"speaker":"Carl Widger","startTime":2963.68,"endTime":2967.79,"body":"intentions choosing that out"},{"speaker":"Carl Widger","startTime":2963.68,"endTime":2967.79,"body":"over time? You can only find"},{"speaker":"Carl Widger","startTime":2967.79,"endTime":2971.9,"body":"that stuff out by by building"},{"speaker":"Carl Widger","startTime":2967.79,"endTime":2971.9,"body":"rapport and trust over time. You"},{"speaker":"Carl Widger","startTime":2971.9,"endTime":2973.73,"body":"can't you can't ask that at the"},{"speaker":"Carl Widger","startTime":2971.9,"endTime":2973.73,"body":"first meeting"},{"speaker":"Alan Smith","startTime":2974.5389999999998,"endTime":2977.269,"body":"that that another"},{"speaker":"Alan Smith","startTime":2974.5389999999998,"endTime":2977.269,"body":"another Mitch Antony he's he's"},{"speaker":"Alan Smith","startTime":2977.269,"endTime":2980.3889999999997,"body":"brilliant at the the quotes now"},{"speaker":"Alan Smith","startTime":2977.269,"endTime":2980.3889999999997,"body":"the macentee one is you need"},{"speaker":"Alan Smith","startTime":2980.3889999999997,"endTime":2983.5989999999997,"body":"enough money to sleep well at"},{"speaker":"Alan Smith","startTime":2980.3889999999997,"endTime":2983.5989999999997,"body":"night and enough purpose to leap"},{"speaker":"Alan Smith","startTime":2983.5989999999997,"endTime":2987.049,"body":"out of bed in the morning. I"},{"speaker":"Alan Smith","startTime":2983.5989999999997,"endTime":2987.049,"body":"think he's that's what we all"},{"speaker":"Alan Smith","startTime":2987.049,"endTime":2988.609,"body":"need. The both"},{"speaker":"Nick Lincoln","startTime":2991.31,"endTime":2992.7799999999997,"body":"the client"},{"speaker":"Nick Lincoln","startTime":2991.31,"endTime":2992.7799999999997,"body":"meetings can be draining it's"},{"speaker":"Nick Lincoln","startTime":2992.7799999999997,"endTime":2994.7,"body":"very hard to fake empathy for an"},{"speaker":"Nick Lincoln","startTime":2992.7799999999997,"endTime":2994.7,"body":"hour. So"},{"speaker":"Alan Smith","startTime":2997.16,"endTime":2999.68,"body":"you're doing well so"},{"speaker":"Alan Smith","startTime":2997.16,"endTime":2999.68,"body":"far. What's next? Then they can"},{"speaker":"Alan Smith","startTime":2999.68,"endTime":3000.0099999999998,"body":"be done? Well"},{"speaker":"Nick Lincoln","startTime":3000.0099999999998,"endTime":3003.8199999999997,"body":"listen to 10"},{"speaker":"Nick Lincoln","startTime":3000.0099999999998,"endTime":3003.8199999999997,"body":"versus fugitive time is flying."},{"speaker":"Nick Lincoln","startTime":3003.8199999999997,"endTime":3006.46,"body":"So perhaps we'll we'll wrap up"},{"speaker":"Nick Lincoln","startTime":3003.8199999999997,"endTime":3006.46,"body":"quickly. What we're going to do,"},{"speaker":"Nick Lincoln","startTime":3007.12,"endTime":3009.85,"body":"ladies and gents within within"},{"speaker":"Nick Lincoln","startTime":3007.12,"endTime":3009.85,"body":"show is have a little culture"},{"speaker":"Nick Lincoln","startTime":3009.85,"endTime":3012.88,"body":"corner section, where we just"},{"speaker":"Nick Lincoln","startTime":3009.85,"endTime":3012.88,"body":"discuss things that we've"},{"speaker":"Nick Lincoln","startTime":3012.88,"endTime":3017.92,"body":"enjoyed content, we've consumed"},{"speaker":"Nick Lincoln","startTime":3012.88,"endTime":3017.92,"body":"books, films, whatever TV, apps"},{"speaker":"Nick Lincoln","startTime":3017.92,"endTime":3020.5899999999997,"body":"on your phone, a bit of tech"},{"speaker":"Nick Lincoln","startTime":3017.92,"endTime":3020.5899999999997,"body":"that perhaps you've really"},{"speaker":"Nick Lincoln","startTime":3020.5899999999997,"endTime":3022.99,"body":"enjoyed, adequately starts off"},{"speaker":"Nick Lincoln","startTime":3020.5899999999997,"endTime":3022.99,"body":"with just getting the ball"},{"speaker":"Nick Lincoln","startTime":3022.99,"endTime":3025.12,"body":"rolling. I've just finished a"},{"speaker":"Nick Lincoln","startTime":3022.99,"endTime":3025.12,"body":"book. It's a bit of a windy"},{"speaker":"Nick Lincoln","startTime":3025.12,"endTime":3028.12,"body":"title, fake invisible"},{"speaker":"Nick Lincoln","startTime":3025.12,"endTime":3028.12,"body":"catastrophes and threats of"},{"speaker":"Nick Lincoln","startTime":3028.12,"endTime":3031.0299999999997,"body":"doom. And it's written by a guy"},{"speaker":"Nick Lincoln","startTime":3028.12,"endTime":3031.0299999999997,"body":"called Dr. Patrick Moore, not"},{"speaker":"Nick Lincoln","startTime":3031.0299999999997,"endTime":3034.63,"body":"the astronomer. Dr. Patrick"},{"speaker":"Nick Lincoln","startTime":3031.0299999999997,"endTime":3034.63,"body":"Moore is a lifelong scientist"},{"speaker":"Nick Lincoln","startTime":3034.63,"endTime":3037.72,"body":"and environmentalist. And he was"},{"speaker":"Nick Lincoln","startTime":3034.63,"endTime":3037.72,"body":"a co founder of Greenpeace back"},{"speaker":"Nick Lincoln","startTime":3037.72,"endTime":3042.46,"body":"in 1971. So he was firmly on the"},{"speaker":"Nick Lincoln","startTime":3037.72,"endTime":3042.46,"body":"on the ecology side and the"},{"speaker":"Nick Lincoln","startTime":3042.46,"endTime":3044.98,"body":"green movement. But he he fell"},{"speaker":"Nick Lincoln","startTime":3042.46,"endTime":3044.98,"body":"out of love with Greenpeace by"},{"speaker":"Nick Lincoln","startTime":3044.98,"endTime":3048.46,"body":"the mid 1980s, when he realized"},{"speaker":"Nick Lincoln","startTime":3044.98,"endTime":3048.46,"body":"it morphed more into an asset"},{"speaker":"Nick Lincoln","startTime":3048.46,"endTime":3052.96,"body":"gathering turnover machine with"},{"speaker":"Nick Lincoln","startTime":3048.46,"endTime":3052.96,"body":"1000s of employees. And it kind"},{"speaker":"Nick Lincoln","startTime":3052.96,"endTime":3055.81,"body":"of lost its ethos and this book,"},{"speaker":"Nick Lincoln","startTime":3052.96,"endTime":3055.81,"body":"fake invisible catastrophes and"},{"speaker":"Nick Lincoln","startTime":3055.81,"endTime":3058.63,"body":"threats of doom. It's on"},{"speaker":"Nick Lincoln","startTime":3055.81,"endTime":3058.63,"body":"Audible. It's very readable,"},{"speaker":"Nick Lincoln","startTime":3058.93,"endTime":3060.13,"body":"title, dry subject."},{"speaker":"Alan Smith","startTime":3061.72,"endTime":3062.68,"body":"Snappy title."},{"speaker":"Nick Lincoln","startTime":3063.8199999999997,"endTime":3065.38,"body":"And it's very"},{"speaker":"Nick Lincoln","startTime":3063.8199999999997,"endTime":3065.38,"body":"good. He just basically refutes"},{"speaker":"Nick Lincoln","startTime":3065.38,"endTime":3068.77,"body":"a lot of the climate alarmism"},{"speaker":"Nick Lincoln","startTime":3065.38,"endTime":3068.77,"body":"that's out there. He says some"},{"speaker":"Nick Lincoln","startTime":3068.77,"endTime":3071.44,"body":"of it is genuine, and we should"},{"speaker":"Nick Lincoln","startTime":3068.77,"endTime":3071.44,"body":"be concerned about it, but there"},{"speaker":"Nick Lincoln","startTime":3071.44,"endTime":3077.0499999999997,"body":"will be remedies but a lot of it"},{"speaker":"Nick Lincoln","startTime":3071.44,"endTime":3077.0499999999997,"body":"is is is is faking uses a"},{"speaker":"Nick Lincoln","startTime":3077.08,"endTime":3080.95,"body":"cliche. But if you come, I think"},{"speaker":"Nick Lincoln","startTime":3077.08,"endTime":3080.95,"body":"we will do from the sort of Matt"},{"speaker":"Nick Lincoln","startTime":3080.95,"endTime":3084.2799999999997,"body":"Ridley Joe what right now this"},{"speaker":"Nick Lincoln","startTime":3080.95,"endTime":3084.2799999999997,"body":"very moment is the best time"},{"speaker":"Nick Lincoln","startTime":3084.31,"endTime":3088.18,"body":"ever to be alive School of"},{"speaker":"Nick Lincoln","startTime":3084.31,"endTime":3088.18,"body":"optimism because human history"},{"speaker":"Nick Lincoln","startTime":3088.18,"endTime":3090.73,"body":"just teaches that you're insane"},{"speaker":"Nick Lincoln","startTime":3088.18,"endTime":3090.73,"body":"to be pessimistic, because all"},{"speaker":"Nick Lincoln","startTime":3090.73,"endTime":3092.83,"body":"that all historical facts are"},{"speaker":"Nick Lincoln","startTime":3090.73,"endTime":3092.83,"body":"against you. And you've got to"},{"speaker":"Nick Lincoln","startTime":3092.83,"endTime":3094.9,"body":"be an optimist. Well, this book"},{"speaker":"Nick Lincoln","startTime":3092.83,"endTime":3094.9,"body":"is from that, as well as saying"},{"speaker":"Nick Lincoln","startTime":3094.9,"endTime":3097.18,"body":"that things aren't as bad as"},{"speaker":"Nick Lincoln","startTime":3094.9,"endTime":3097.18,"body":"they are. You've got to see"},{"speaker":"Nick Lincoln","startTime":3097.18,"endTime":3100.06,"body":"what's going on here. There's a"},{"speaker":"Nick Lincoln","startTime":3097.18,"endTime":3100.06,"body":"lot of money in the ecology"},{"speaker":"Nick Lincoln","startTime":3100.06,"endTime":3102.49,"body":"movement, I'm sure one day we'll"},{"speaker":"Nick Lincoln","startTime":3100.06,"endTime":3102.49,"body":"talk about ESG. Because I know"},{"speaker":"Nick Lincoln","startTime":3102.49,"endTime":3105.3399999999997,"body":"some of us certainly have a very"},{"speaker":"Nick Lincoln","startTime":3102.49,"endTime":3105.3399999999997,"body":"strong views about whether that"},{"speaker":"Nick Lincoln","startTime":3105.73,"endTime":3109.45,"body":"is a genuine thing, or just"},{"speaker":"Nick Lincoln","startTime":3105.73,"endTime":3109.45,"body":"another bit of crony capitalism."},{"speaker":"Nick Lincoln","startTime":3109.45,"endTime":3111.5499999999997,"body":"So I'd recommend that that's my"},{"speaker":"Nick Lincoln","startTime":3109.45,"endTime":3111.5499999999997,"body":"culture corner and what was"},{"speaker":"Nick Lincoln","startTime":3111.79,"endTime":3115.87,"body":"called again, oh, my God, I'm"},{"speaker":"Nick Lincoln","startTime":3111.79,"endTime":3115.87,"body":"gonna address and tackle fake"},{"speaker":"Nick Lincoln","startTime":3116.08,"endTime":3120.04,"body":"invisible catastrophes and"},{"speaker":"Nick Lincoln","startTime":3116.08,"endTime":3120.04,"body":"threats of doom by Dr. Patrick"},{"speaker":"Nick Lincoln","startTime":3120.04,"endTime":3123.0699999999997,"body":"Moore, and it's on Audible. So"},{"speaker":"Nick Lincoln","startTime":3120.04,"endTime":3123.0699999999997,"body":"they'll be they'll be a printed"},{"speaker":"Nick Lincoln","startTime":3123.0699999999997,"endTime":3129.46,"body":"version as well. If you great."},{"speaker":"Nick Lincoln","startTime":3123.0699999999997,"endTime":3129.46,"body":"Press. My button"},{"speaker":"Alan Smith","startTime":3132.1,"endTime":3133.0,"body":"nice,"},{"speaker":"Nick Lincoln","startTime":3133.21,"endTime":3134.02,"body":"try the veal."},{"speaker":"Alan Smith","startTime":3134.83,"endTime":3137.38,"body":"Let me let me let me"},{"speaker":"Alan Smith","startTime":3134.83,"endTime":3137.38,"body":"jump jump in quickly before I"},{"speaker":"Alan Smith","startTime":3137.38,"endTime":3141.73,"body":"forget, in terms of mine, and"},{"speaker":"Alan Smith","startTime":3137.38,"endTime":3141.73,"body":"I'm just trying to wrap up a"},{"speaker":"Alan Smith","startTime":3141.73,"endTime":3145.3599999999997,"body":"couple of things that we've"},{"speaker":"Alan Smith","startTime":3141.73,"endTime":3145.3599999999997,"body":"talked about, on this podcast,"},{"speaker":"Alan Smith","startTime":3145.3599999999997,"endTime":3149.95,"body":"this inaugural first proper"},{"speaker":"Alan Smith","startTime":3145.3599999999997,"endTime":3149.95,"body":"podcast, when it was discussed"},{"speaker":"Alan Smith","startTime":3149.95,"endTime":3153.5499999999997,"body":"earlier on about building a"},{"speaker":"Alan Smith","startTime":3149.95,"endTime":3153.5499999999997,"body":"brand personal brand, you know,"},{"speaker":"Alan Smith","startTime":3153.5499999999997,"endTime":3157.45,"body":"finding clients starting a"},{"speaker":"Alan Smith","startTime":3153.5499999999997,"endTime":3157.45,"body":"business from scratch. There is"},{"speaker":"Alan Smith","startTime":3157.48,"endTime":3161.8599999999997,"body":"a I think it's a fabulous"},{"speaker":"Alan Smith","startTime":3157.48,"endTime":3161.8599999999997,"body":"podcast interview. There's a guy"},{"speaker":"Alan Smith","startTime":3161.8599999999997,"endTime":3164.8599999999997,"body":"called Daniel Priestley, he'll"},{"speaker":"Alan Smith","startTime":3161.8599999999997,"endTime":3164.8599999999997,"body":"be known to some of the audience"},{"speaker":"Alan Smith","startTime":3164.8599999999997,"endTime":3167.47,"body":"certainly known I've been"},{"speaker":"Alan Smith","startTime":3164.8599999999997,"endTime":3167.47,"body":"through his own program key key"},{"speaker":"Alan Smith","startTime":3167.47,"endTime":3170.2,"body":"person of influence programs."},{"speaker":"Alan Smith","startTime":3167.47,"endTime":3170.2,"body":"He's an Aussie based in the UK"},{"speaker":"Alan Smith","startTime":3170.2,"endTime":3175.5099999999998,"body":"based in London. But it was him"},{"speaker":"Alan Smith","startTime":3170.2,"endTime":3175.5099999999998,"body":"being interviewed by a US based"},{"speaker":"Alan Smith","startTime":3175.5099999999998,"endTime":3180.04,"body":"kind of marketing guy called"},{"speaker":"Alan Smith","startTime":3175.5099999999998,"endTime":3180.04,"body":"Crystal, D O crystal for his"},{"speaker":"Alan Smith","startTime":3180.04,"endTime":3183.19,"body":"podcast, his whole program,"},{"speaker":"Alan Smith","startTime":3180.04,"endTime":3183.19,"body":"which is under the brand future."},{"speaker":"Alan Smith","startTime":3183.49,"endTime":3188.14,"body":"And that's future without an E"},{"speaker":"Alan Smith","startTime":3183.49,"endTime":3188.14,"body":"on the end fu t you are but it"},{"speaker":"Alan Smith","startTime":3188.14,"endTime":3191.47,"body":"was just it was really is an"},{"speaker":"Alan Smith","startTime":3188.14,"endTime":3191.47,"body":"hour's long, really crisp,"},{"speaker":"Alan Smith","startTime":3191.5,"endTime":3195.0699999999997,"body":"really it just unpacked all this"},{"speaker":"Alan Smith","startTime":3191.5,"endTime":3195.0699999999997,"body":"stuff about building a personal"},{"speaker":"Alan Smith","startTime":3195.0699999999997,"endTime":3199.6,"body":"brand, how you create content,"},{"speaker":"Alan Smith","startTime":3195.0699999999997,"endTime":3199.6,"body":"the frequency specifics around"},{"speaker":"Alan Smith","startTime":3199.6,"endTime":3203.44,"body":"it, it wasn't your willy, it"},{"speaker":"Alan Smith","startTime":3199.6,"endTime":3203.44,"body":"read just it was just sort of,"},{"speaker":"Alan Smith","startTime":3204.0099999999998,"endTime":3207.1,"body":"from soup to nuts. This is how"},{"speaker":"Alan Smith","startTime":3204.0099999999998,"endTime":3207.1,"body":"you do it. I mean, there's so"},{"speaker":"Alan Smith","startTime":3207.1,"endTime":3210.0099999999998,"body":"many podcasts and things out"},{"speaker":"Alan Smith","startTime":3207.1,"endTime":3210.0099999999998,"body":"there as we know that there's"},{"speaker":"Alan Smith","startTime":3210.04,"endTime":3212.77,"body":"rarely time to listen to one"},{"speaker":"Alan Smith","startTime":3210.04,"endTime":3212.77,"body":"twice, nevermind three times."},{"speaker":"Alan Smith","startTime":3212.7999999999997,"endTime":3214.72,"body":"I've listened to that three"},{"speaker":"Alan Smith","startTime":3212.7999999999997,"endTime":3214.72,"body":"times. Now, I just thought was"},{"speaker":"Alan Smith","startTime":3214.72,"endTime":3218.08,"body":"so so good. And just drilled"},{"speaker":"Alan Smith","startTime":3214.72,"endTime":3218.08,"body":"everything down. So if anyone is"},{"speaker":"Alan Smith","startTime":3218.08,"endTime":3222.13,"body":"looking at building their brand"},{"speaker":"Alan Smith","startTime":3218.08,"endTime":3222.13,"body":"trying to generate new clients,"},{"speaker":"Alan Smith","startTime":3222.13,"endTime":3224.74,"body":"and so I just find that podcast"},{"speaker":"Alan Smith","startTime":3222.13,"endTime":3224.74,"body":"and give it an hour of your time"},{"speaker":"Alan Smith","startTime":3224.74,"endTime":3225.4,"body":"and he's brilliant. He's"},{"speaker":"Andy Hart","startTime":3225.4,"endTime":3226.81,"body":"really good. He's"},{"speaker":"Andy Hart","startTime":3225.4,"endTime":3226.81,"body":"really good podcast, but it's"},{"speaker":"Andy Hart","startTime":3226.81,"endTime":3229.24,"body":"all about the intersection"},{"speaker":"Andy Hart","startTime":3226.81,"endTime":3229.24,"body":"between personal brand and your"},{"speaker":"Andy Hart","startTime":3229.24,"endTime":3233.68,"body":"business, which some people"},{"speaker":"Andy Hart","startTime":3229.24,"endTime":3233.68,"body":"right overlook. And now to sort"},{"speaker":"Andy Hart","startTime":3233.68,"endTime":3236.38,"body":"of build both in a sort of"},{"speaker":"Andy Hart","startTime":3233.68,"endTime":3236.38,"body":"meaningful way you need to focus"},{"speaker":"Andy Hart","startTime":3236.38,"endTime":3239.71,"body":"on both. That's so the advice."},{"speaker":"Andy Hart","startTime":3236.38,"endTime":3239.71,"body":"Just"},{"speaker":"Nick Lincoln","startTime":3239.71,"endTime":3242.2,"body":"Just a quick"},{"speaker":"Nick Lincoln","startTime":3239.71,"endTime":3242.2,"body":"interject. Interjection Daniel"},{"speaker":"Nick Lincoln","startTime":3242.2,"endTime":3245.2,"body":"Priestley, his latest podcast"},{"speaker":"Nick Lincoln","startTime":3242.2,"endTime":3245.2,"body":"episode has Morgan Housel on it."},{"speaker":"Nick Lincoln","startTime":3246.37,"endTime":3248.95,"body":"Who seems to be a very popular"},{"speaker":"Nick Lincoln","startTime":3246.37,"endTime":3248.95,"body":"writer at the minute, so maybe"},{"speaker":"Nick Lincoln","startTime":3248.95,"endTime":3250.6,"body":"just check out the most recent"},{"speaker":"Nick Lincoln","startTime":3248.95,"endTime":3250.6,"body":"one if you want to get your"},{"speaker":"Nick Lincoln","startTime":3250.6,"endTime":3255.7,"body":"latest dose of Morgan Housel."},{"speaker":"Nick Lincoln","startTime":3250.6,"endTime":3255.7,"body":"Call Andy COVID Want to jump in?"},{"speaker":"Carl Widger","startTime":3256.96,"endTime":3260.5299999999997,"body":"Yeah, I, one of my"},{"speaker":"Carl Widger","startTime":3256.96,"endTime":3260.5299999999997,"body":"favorite books. Just listen to"},{"speaker":"Carl Widger","startTime":3260.5299999999997,"endTime":3264.7599999999998,"body":"it for the third time after a"},{"speaker":"Carl Widger","startTime":3260.5299999999997,"endTime":3264.7599999999998,"body":"summer of excess. Atomic habits."},{"speaker":"Alan Smith","startTime":3267.7599999999998,"endTime":3268.9,"body":"Atomic habits. Yeah."},{"speaker":"Carl Widger","startTime":3270.88,"endTime":3274.33,"body":"Just amazing. Yeah."},{"speaker":"Carl Widger","startTime":3270.88,"endTime":3274.33,"body":"And then I was trying to"},{"speaker":"Carl Widger","startTime":3275.5,"endTime":3280.2999999999997,"body":"consider going back to your"},{"speaker":"Carl Widger","startTime":3275.5,"endTime":3280.2999999999997,"body":"friend, Nick, who's who's going"},{"speaker":"Carl Widger","startTime":3280.2999999999997,"endTime":3283.21,"body":"out in his own and looking at"},{"speaker":"Carl Widger","startTime":3280.2999999999997,"endTime":3283.21,"body":"real financial planning at the"},{"speaker":"Carl Widger","startTime":3283.21,"endTime":3287.56,"body":"100 year life, I think would be"},{"speaker":"Carl Widger","startTime":3283.21,"endTime":3287.56,"body":"a great book for for anybody in"},{"speaker":"Carl Widger","startTime":3287.56,"endTime":3291.0699999999997,"body":"the financial planning space to"},{"speaker":"Carl Widger","startTime":3287.56,"endTime":3291.0699999999997,"body":"read, to try and just kind of"},{"speaker":"Carl Widger","startTime":3291.31,"endTime":3294.31,"body":"position in their own heads. You"},{"speaker":"Carl Widger","startTime":3291.31,"endTime":3294.31,"body":"know why we're doing what we're"},{"speaker":"Carl Widger","startTime":3294.31,"endTime":3297.19,"body":"doing? I think it's a really"},{"speaker":"Carl Widger","startTime":3294.31,"endTime":3297.19,"body":"good book. So yeah, they're the"},{"speaker":"Carl Widger","startTime":3297.19,"endTime":3300.6099999999997,"body":"two I would recommend. I am too"},{"speaker":"Carl Widger","startTime":3297.19,"endTime":3300.6099999999997,"body":"I've listened to recently"},{"speaker":"Andy Hart","startTime":3300.64,"endTime":3303.0699999999997,"body":"on Audible, I did"},{"speaker":"Andy Hart","startTime":3300.64,"endTime":3303.0699999999997,"body":"send 100 year life to two"},{"speaker":"Andy Hart","startTime":3303.0699999999997,"endTime":3306.4,"body":"clients. I think what clients it"},{"speaker":"Andy Hart","startTime":3303.0699999999997,"endTime":3306.4,"body":"works really well with is the"},{"speaker":"Andy Hart","startTime":3306.4,"endTime":3310.3599999999997,"body":"clients that retire early and"},{"speaker":"Andy Hart","startTime":3306.4,"endTime":3310.3599999999997,"body":"genuinely say, I'm retired now"},{"speaker":"Andy Hart","startTime":3310.3599999999997,"endTime":3313.93,"body":"think I sent it to a 53 year"},{"speaker":"Andy Hart","startTime":3310.3599999999997,"endTime":3313.93,"body":"old. And I was when anyone is"},{"speaker":"Andy Hart","startTime":3313.93,"endTime":3317.68,"body":"that age sitting with me, you"},{"speaker":"Andy Hart","startTime":3313.93,"endTime":3317.68,"body":"know, having a financial"},{"speaker":"Andy Hart","startTime":3317.68,"endTime":3320.38,"body":"planning meeting. The real"},{"speaker":"Andy Hart","startTime":3317.68,"endTime":3320.38,"body":"problem is how long are you"},{"speaker":"Andy Hart","startTime":3320.38,"endTime":3323.02,"body":"going to live? Obviously, you"},{"speaker":"Andy Hart","startTime":3320.38,"endTime":3323.02,"body":"could pop it in the next 10"},{"speaker":"Andy Hart","startTime":3323.02,"endTime":3326.74,"body":"minutes, or you could live you"},{"speaker":"Andy Hart","startTime":3323.02,"endTime":3326.74,"body":"know, 60 years. So fill in your"},{"speaker":"Andy Hart","startTime":3326.74,"endTime":3331.33,"body":"time from now until when that"},{"speaker":"Andy Hart","startTime":3326.74,"endTime":3331.33,"body":"point is, I think I think is"},{"speaker":"Andy Hart","startTime":3331.33,"endTime":3334.6,"body":"their biggest challenge. Yeah,"},{"speaker":"Andy Hart","startTime":3331.33,"endTime":3334.6,"body":"it's a really decent book. And"},{"speaker":"Andy Hart","startTime":3334.6,"endTime":3338.0499999999997,"body":"it's also got parts of it, where"},{"speaker":"Andy Hart","startTime":3334.6,"endTime":3338.0499999999997,"body":"it's if you can remember Carl,"},{"speaker":"Andy Hart","startTime":3338.0499999999997,"endTime":3340.72,"body":"it's all about sort of a"},{"speaker":"Andy Hart","startTime":3338.0499999999997,"endTime":3340.72,"body":"different generations becoming"},{"speaker":"Andy Hart","startTime":3340.72,"endTime":3343.48,"body":"friends now so that you get like"},{"speaker":"Andy Hart","startTime":3340.72,"endTime":3343.48,"body":"70 year olds are quite friendly"},{"speaker":"Andy Hart","startTime":3343.48,"endTime":3345.6099999999997,"body":"with 30 Are there all these sort"},{"speaker":"Andy Hart","startTime":3343.48,"endTime":3345.6099999999997,"body":"of weird dynamics that we've not"},{"speaker":"Andy Hart","startTime":3345.6099999999997,"endTime":3349.12,"body":"seen before? And a lot more"},{"speaker":"Andy Hart","startTime":3345.6099999999997,"endTime":3349.12,"body":"people living on their own and"},{"speaker":"Andy Hart","startTime":3349.12,"endTime":3351.58,"body":"more more single household?"},{"speaker":"Andy Hart","startTime":3349.12,"endTime":3351.58,"body":"Yeah, it just goes into a whole"},{"speaker":"Andy Hart","startTime":3351.58,"endTime":3354.58,"body":"load of different stuff. I think"},{"speaker":"Andy Hart","startTime":3351.58,"endTime":3354.58,"body":"it's a brilliant sort of"},{"speaker":"Andy Hart","startTime":3354.58,"endTime":3357.5499999999997,"body":"following on from that female go"},{"speaker":"Andy Hart","startTime":3354.58,"endTime":3357.5499999999997,"body":"for my recommendation I've been"},{"speaker":"Andy Hart","startTime":3357.5499999999997,"endTime":3359.74,"body":"banging on this about for a"},{"speaker":"Andy Hart","startTime":3357.5499999999997,"endTime":3359.74,"body":"while. It's called dopamine"},{"speaker":"Andy Hart","startTime":3359.74,"endTime":3363.85,"body":"nation is similar along the"},{"speaker":"Andy Hart","startTime":3359.74,"endTime":3363.85,"body":"lines of atomic habits, but I"},{"speaker":"Andy Hart","startTime":3363.85,"endTime":3367.8399999999997,"body":"think it's somewhat better focus"},{"speaker":"Andy Hart","startTime":3363.85,"endTime":3367.8399999999997,"body":"on slightly different area. It's"},{"speaker":"Andy Hart","startTime":3367.8399999999997,"endTime":3371.5299999999997,"body":"all about how everyone at the"},{"speaker":"Andy Hart","startTime":3367.8399999999997,"endTime":3371.5299999999997,"body":"moment is overstimulated over"},{"speaker":"Andy Hart","startTime":3371.5299999999997,"endTime":3374.77,"body":"pleasure. Do you know everyone's"},{"speaker":"Andy Hart","startTime":3371.5299999999997,"endTime":3374.77,"body":"addicted to something? And it's"},{"speaker":"Andy Hart","startTime":3374.77,"endTime":3378.37,"body":"got stories about her I sort of"},{"speaker":"Andy Hart","startTime":3374.77,"endTime":3378.37,"body":"think she's a psychiatrist in"},{"speaker":"Andy Hart","startTime":3378.37,"endTime":3382.0899999999997,"body":"Silicon Valley. And it's amazing"},{"speaker":"Andy Hart","startTime":3378.37,"endTime":3382.0899999999997,"body":"that someone could put, you"},{"speaker":"Andy Hart","startTime":3382.0899999999997,"endTime":3385.75,"body":"know, a 10 chapter book together"},{"speaker":"Andy Hart","startTime":3382.0899999999997,"endTime":3385.75,"body":"that I buy for a fiver, which is"},{"speaker":"Andy Hart","startTime":3385.75,"endTime":3388.8399999999997,"body":"basically free and their entire"},{"speaker":"Andy Hart","startTime":3385.75,"endTime":3388.8399999999997,"body":"career is distilled into 10"},{"speaker":"Andy Hart","startTime":3388.8399999999997,"endTime":3392.38,"body":"Awesome chapters. That's why I"},{"speaker":"Andy Hart","startTime":3388.8399999999997,"endTime":3392.38,"body":"think books are just absolutely"},{"speaker":"Andy Hart","startTime":3392.38,"endTime":3394.93,"body":"amazing. You get someone's"},{"speaker":"Andy Hart","startTime":3392.38,"endTime":3394.93,"body":"career in 10 chapters for a"},{"speaker":"Andy Hart","startTime":3394.93,"endTime":3397.54,"body":"fiver. Anyway, that's why books"},{"speaker":"Alan Smith","startTime":3398.08,"endTime":3399.64,"body":"are a cheat code."},{"speaker":"Alan Smith","startTime":3398.08,"endTime":3399.64,"body":"They're cheap."},{"speaker":"Nick Lincoln","startTime":3399.88,"endTime":3401.74,"body":"I think books"},{"speaker":"Nick Lincoln","startTime":3399.88,"endTime":3401.74,"body":"books are gonna catch on Andy, I"},{"speaker":"Nick Lincoln","startTime":3401.74,"endTime":3403.69,"body":"think you really hit something"},{"speaker":"Nick Lincoln","startTime":3401.74,"endTime":3403.69,"body":"on the head there. Do you think"},{"speaker":"Nick Lincoln","startTime":3403.72,"endTime":3404.62,"body":"they're gonna be the expected"},{"speaker":"Andy Hart","startTime":3404.83,"endTime":3406.99,"body":"they might be shocked"},{"speaker":"Andy Hart","startTime":3404.83,"endTime":3406.99,"body":"and they might be selling them?"},{"speaker":"Andy Hart","startTime":3407.68,"endTime":3408.4,"body":"We should start"},{"speaker":"Nick Lincoln","startTime":3409.39,"endTime":3411.25,"body":"online, one step"},{"speaker":"Nick Lincoln","startTime":3409.39,"endTime":3411.25,"body":"at a time."},{"speaker":"Carl Widger","startTime":3412.06,"endTime":3414.19,"body":"Just so this isn't"},{"speaker":"Carl Widger","startTime":3412.06,"endTime":3414.19,"body":"a total another echo chamber"},{"speaker":"Carl Widger","startTime":3414.19,"endTime":3418.45,"body":"boys. I listened to dopamine"},{"speaker":"Carl Widger","startTime":3414.19,"endTime":3418.45,"body":"nation, Andy and I like to"},{"speaker":"Carl Widger","startTime":3419.29,"endTime":3421.8399999999997,"body":"totally disagree is a better"},{"speaker":"Carl Widger","startTime":3419.29,"endTime":3421.8399999999997,"body":"than atomic habits. It's not"},{"speaker":"Carl Widger","startTime":3421.8399999999997,"endTime":3423.0699999999997,"body":"even in the same. No,"},{"speaker":"Alan Smith","startTime":3423.13,"endTime":3426.4,"body":"I'm with you in that"},{"speaker":"Alan Smith","startTime":3423.13,"endTime":3426.4,"body":"car. And on that just to talk"},{"speaker":"Alan Smith","startTime":3426.4,"endTime":3429.4,"body":"about, you know, these trendy"},{"speaker":"Alan Smith","startTime":3426.4,"endTime":3429.4,"body":"words like life hacks, sometimes"},{"speaker":"Alan Smith","startTime":3429.4,"endTime":3432.5499999999997,"body":"there's so many books to sort of"},{"speaker":"Alan Smith","startTime":3429.4,"endTime":3432.5499999999997,"body":"read and consume. I'm a fan of"},{"speaker":"Alan Smith","startTime":3432.5499999999997,"endTime":3434.74,"body":"just listened to a podcast"},{"speaker":"Alan Smith","startTime":3432.5499999999997,"endTime":3434.74,"body":"because she's interviewed by a"},{"speaker":"Alan Smith","startTime":3434.74,"endTime":3437.17,"body":"number of people she's"},{"speaker":"Alan Smith","startTime":3434.74,"endTime":3437.17,"body":"interviewed by Dr. Andrew"},{"speaker":"Alan Smith","startTime":3437.17,"endTime":3439.96,"body":"Huberman on the Huberman lab"},{"speaker":"Alan Smith","startTime":3437.17,"endTime":3439.96,"body":"podcast, you've got 60 minutes"},{"speaker":"Alan Smith","startTime":3439.96,"endTime":3444.64,"body":"of talking about Yeah, which,"},{"speaker":"Alan Smith","startTime":3439.96,"endTime":3444.64,"body":"seven hours? distills it all"},{"speaker":"Alan Smith","startTime":3444.64,"endTime":3448.12,"body":"down? Yeah. Which is, to me,"},{"speaker":"Alan Smith","startTime":3444.64,"endTime":3448.12,"body":"it's good enough unless a book"},{"speaker":"Alan Smith","startTime":3448.15,"endTime":3450.5499999999997,"body":"unless I listened to a podcast,"},{"speaker":"Alan Smith","startTime":3448.15,"endTime":3450.5499999999997,"body":"man, this sounds so"},{"speaker":"Andy Hart","startTime":3451.99,"endTime":3455.98,"body":"easy, why I'm"},{"speaker":"Andy Hart","startTime":3451.99,"endTime":3455.98,"body":"thinking dominations. Why are we"},{"speaker":"Andy Hart","startTime":3455.98,"endTime":3459.49,"body":"comparing the two I should maybe"},{"speaker":"Andy Hart","startTime":3455.98,"endTime":3459.49,"body":"should have done that. But she's"},{"speaker":"Andy Hart","startTime":3459.49,"endTime":3464.17,"body":"a practitioner. So she's been"},{"speaker":"Andy Hart","startTime":3459.49,"endTime":3464.17,"body":"2030 years sitting in the chair"},{"speaker":"Andy Hart","startTime":3464.17,"endTime":3468.6099999999997,"body":"talking to real people, James"},{"speaker":"Andy Hart","startTime":3464.17,"endTime":3468.6099999999997,"body":"clear. It's just sort of"},{"speaker":"Andy Hart","startTime":3468.6099999999997,"endTime":3471.73,"body":"condensed all that we know about"},{"speaker":"Andy Hart","startTime":3468.6099999999997,"endTime":3471.73,"body":"habits into a book. That's what"},{"speaker":"Andy Hart","startTime":3471.73,"endTime":3474.67,"body":"a lot of people who are really"},{"speaker":"Andy Hart","startTime":3471.73,"endTime":3474.67,"body":"in the habit space are not too"},{"speaker":"Andy Hart","startTime":3474.67,"endTime":3476.5299999999997,"body":"much of a fan of his book, The"},{"speaker":"Andy Hart","startTime":3474.67,"endTime":3476.5299999999997,"body":"pocket."},{"speaker":"Carl Widger","startTime":3477.339,"endTime":3480.3689999999997,"body":"That may be a fair"},{"speaker":"Carl Widger","startTime":3477.339,"endTime":3480.3689999999997,"body":"point, but I think a lot of the"},{"speaker":"Carl Widger","startTime":3480.3689999999997,"endTime":3486.459,"body":"stories she tells are very"},{"speaker":"Carl Widger","startTime":3480.3689999999997,"endTime":3486.459,"body":"extreme to Jacobs, addictions is"},{"speaker":"Alan Smith","startTime":3487.87,"endTime":3491.38,"body":"that it's hardcore."},{"speaker":"Alan Smith","startTime":3487.87,"endTime":3491.38,"body":"I think the moral of the story"},{"speaker":"Alan Smith","startTime":3491.38,"endTime":3494.2,"body":"here is we've all got different,"},{"speaker":"Alan Smith","startTime":3491.38,"endTime":3494.2,"body":"different opinions. And that's"},{"speaker":"Alan Smith","startTime":3494.2,"endTime":3495.7599999999998,"body":"fine. That's fair and"},{"speaker":"Alan Smith","startTime":3494.2,"endTime":3495.7599999999998,"body":"reasonable."},{"speaker":"Andy Hart","startTime":3496.749,"endTime":3498.7889999999998,"body":"I don't agree. I"},{"speaker":"Andy Hart","startTime":3496.749,"endTime":3498.7889999999998,"body":"don't agree with you."},{"speaker":"Alan Smith","startTime":3499.66,"endTime":3502.48,"body":"This might be a"},{"speaker":"Alan Smith","startTime":3499.66,"endTime":3502.48,"body":"useful time, Nick. Mr. Chairman,"},{"speaker":"Alan Smith","startTime":3502.48,"endTime":3502.81,"body":"to"},{"speaker":"Andy Hart","startTime":3503.14,"endTime":3506.14,"body":"pull on this. The"},{"speaker":"Andy Hart","startTime":3503.14,"endTime":3506.14,"body":"rest of our lives please."},{"speaker":"Nick Lincoln","startTime":3506.169,"endTime":3507.669,"body":"I have to say"},{"speaker":"Nick Lincoln","startTime":3506.169,"endTime":3507.669,"body":"we've got through"},{"speaker":"Andy Hart","startTime":3508.12,"endTime":3511.21,"body":"the end of the year"},{"speaker":"Andy Hart","startTime":3508.12,"endTime":3511.21,"body":"to speak to kids to pick up"},{"speaker":"Andy Hart","startTime":3511.24,"endTime":3512.77,"body":"podcasts to record and"},{"speaker":"Nick Lincoln","startTime":3512.8599999999997,"endTime":3514.7799999999997,"body":"I think we're"},{"speaker":"Nick Lincoln","startTime":3512.8599999999997,"endTime":3514.7799999999997,"body":"still we're still friends."},{"speaker":"Nick Lincoln","startTime":3514.7799999999997,"endTime":3518.23,"body":"That's that's very good. Okay."},{"speaker":"Nick Lincoln","startTime":3514.7799999999997,"endTime":3518.23,"body":"rebalance. Thank you very much"},{"speaker":"Nick Lincoln","startTime":3518.23,"endTime":3521.0499999999997,"body":"suitability letters. Thanks,"},{"speaker":"Nick Lincoln","startTime":3518.23,"endTime":3521.0499999999997,"body":"ladies and gents for listening"},{"speaker":"Nick Lincoln","startTime":3521.0499999999997,"endTime":3524.77,"body":"to us and during us for the past"},{"speaker":"Nick Lincoln","startTime":3521.0499999999997,"endTime":3524.77,"body":"55 minutes. As I said at the"},{"speaker":"Nick Lincoln","startTime":3524.77,"endTime":3527.44,"body":"start if you want to follow us"},{"speaker":"Nick Lincoln","startTime":3524.77,"endTime":3527.44,"body":"on Twitter at advisor podcast,"},{"speaker":"Nick Lincoln","startTime":3527.44,"endTime":3530.47,"body":"that's how you get in contact"},{"speaker":"Nick Lincoln","startTime":3527.44,"endTime":3530.47,"body":"with us suggestions feedback,"},{"speaker":"Nick Lincoln","startTime":3530.77,"endTime":3534.04,"body":"that'd be great. And please do"},{"speaker":"Nick Lincoln","startTime":3530.77,"endTime":3534.04,"body":"leave a review on iTunes. Other"},{"speaker":"Nick Lincoln","startTime":3534.04,"endTime":3535.5099999999998,"body":"than that, please do like"},{"speaker":"Andy Hart","startTime":3535.5099999999998,"endTime":3538.33,"body":"and subscribe on our"},{"speaker":"Andy Hart","startTime":3535.5099999999998,"endTime":3538.33,"body":"YouTube channel."},{"speaker":"Nick Lincoln","startTime":3539.3199999999997,"endTime":3541.18,"body":"Please do like and"},{"speaker":"Nick Lincoln","startTime":3539.3199999999997,"endTime":3541.18,"body":"subscribe on our YouTube we"},{"speaker":"Carl Widger","startTime":3541.18,"endTime":3542.29,"body":"should do this on"},{"speaker":"Carl Widger","startTime":3541.18,"endTime":3542.29,"body":"video."},{"speaker":"Nick Lincoln","startTime":3542.89,"endTime":3545.1099999999997,"body":"We should do this"},{"speaker":"Nick Lincoln","startTime":3542.89,"endTime":3545.1099999999997,"body":"on video I just kept passing I"},{"speaker":"Nick Lincoln","startTime":3545.1099999999997,"endTime":3546.85,"body":"mean we can keep on doing this"},{"speaker":"Nick Lincoln","startTime":3545.1099999999997,"endTime":3546.85,"body":"forever because the people"},{"speaker":"Nick Lincoln","startTime":3546.85,"endTime":3549.5499999999997,"body":"listening on Bloody nothing else"},{"speaker":"Nick Lincoln","startTime":3546.85,"endTime":3549.5499999999997,"body":"better to do. Alright guys love"},{"speaker":"Nick Lincoln","startTime":3549.5499999999997,"endTime":3552.85,"body":"you loads. Goodbye. Goodbye,"},{"speaker":"Nick Lincoln","startTime":3549.5499999999997,"endTime":3552.85,"body":"dear audience and we'll soon"},{"speaker":"Alan Smith","startTime":3552.939,"endTime":3554.379,"body":"see you next time."},{"speaker":"Alan Smith","startTime":3552.939,"endTime":3554.379,"body":"Bye bye."},{"speaker":"Carl Widger","startTime":3554.769,"endTime":3555.669,"body":"Cheers, guys."}]}