{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":9.809,"endTime":14.909,"body":"Welcome to The Real"},{"speaker":"Unknown","startTime":9.809,"endTime":14.909,"body":"advisor podcast. Ke R A P twerk."},{"speaker":"Unknown","startTime":15.209,"endTime":18.479,"body":"Please follow us and join in the"},{"speaker":"Unknown","startTime":15.209,"endTime":18.479,"body":"conversation on Twitter at"},{"speaker":"Unknown","startTime":18.479,"endTime":22.199,"body":"advisor podcast where you can"},{"speaker":"Unknown","startTime":18.479,"endTime":22.199,"body":"suggest ideas and things you'd"},{"speaker":"Unknown","startTime":22.199,"endTime":25.649,"body":"like the track team to discuss."},{"speaker":"Unknown","startTime":22.199,"endTime":25.649,"body":"So remember to like and"},{"speaker":"Unknown","startTime":25.649,"endTime":29.309,"body":"subscribe to our YouTube channel"},{"speaker":"Unknown","startTime":25.649,"endTime":29.309,"body":"and leave a six out of five star"},{"speaker":"Unknown","startTime":29.309,"endTime":33.269,"body":"review on iTunes. Doing all this"},{"speaker":"Unknown","startTime":29.309,"endTime":33.269,"body":"really, really helps us which"},{"speaker":"Unknown","startTime":33.269,"endTime":36.719,"body":"means we can do more to help"},{"speaker":"Unknown","startTime":33.269,"endTime":36.719,"body":"you. Now let's head over to the"},{"speaker":"Unknown","startTime":36.719,"endTime":39.029,"body":"studio for the latest pilot"},{"speaker":"Unknown","startTime":36.719,"endTime":39.029,"body":"trap."},{"speaker":"Nick Lincoln","startTime":44.82,"endTime":46.5,"body":"Well, yes, indeed."},{"speaker":"Nick Lincoln","startTime":44.82,"endTime":46.5,"body":"Ladies and gentlemen, welcome"},{"speaker":"Nick Lincoln","startTime":46.5,"endTime":52.89,"body":"back to episode four of the real"},{"speaker":"Nick Lincoln","startTime":46.5,"endTime":52.89,"body":"advisor podcast T R A P trap. My"},{"speaker":"Nick Lincoln","startTime":52.89,"endTime":56.28,"body":"name is Nick Lincoln with me as"},{"speaker":"Nick Lincoln","startTime":52.89,"endTime":56.28,"body":"ever in the studio of doom are"},{"speaker":"Nick Lincoln","startTime":56.28,"endTime":59.91,"body":"the three other Horsemen of the"},{"speaker":"Nick Lincoln","startTime":56.28,"endTime":59.91,"body":"Apocalypse. Alan Smith, Carl"},{"speaker":"Nick Lincoln","startTime":59.91,"endTime":64.65,"body":"Witcher and Andy Hart. Just want"},{"speaker":"Nick Lincoln","startTime":59.91,"endTime":64.65,"body":"to say a quick word at the start"},{"speaker":"Nick Lincoln","startTime":64.65,"endTime":67.32,"body":"of this before we get into the"},{"speaker":"Nick Lincoln","startTime":64.65,"endTime":67.32,"body":"meat and potatoes. We launched"},{"speaker":"Nick Lincoln","startTime":67.32,"endTime":70.62,"body":"last week, episodes, one, two"},{"speaker":"Nick Lincoln","startTime":67.32,"endTime":70.62,"body":"and three came out, boom, boom,"},{"speaker":"Nick Lincoln","startTime":70.62,"endTime":73.8,"body":"boom early on a Friday morning"},{"speaker":"Nick Lincoln","startTime":70.62,"endTime":73.8,"body":"sequentially. We've had a"},{"speaker":"Nick Lincoln","startTime":73.8,"endTime":77.25,"body":"brilliant, brilliant reception."},{"speaker":"Nick Lincoln","startTime":73.8,"endTime":77.25,"body":"I'm speaking on behalf of the"},{"speaker":"Nick Lincoln","startTime":77.25,"endTime":81.33,"body":"whole track team here. The"},{"speaker":"Nick Lincoln","startTime":77.25,"endTime":81.33,"body":"production staff, the marketing,"},{"speaker":"Nick Lincoln","startTime":81.36,"endTime":85.17,"body":"the people who run the canteen"},{"speaker":"Nick Lincoln","startTime":81.36,"endTime":85.17,"body":"for us. We are just so grateful."},{"speaker":"Nick Lincoln","startTime":85.17,"endTime":87.66,"body":"The responses have been"},{"speaker":"Nick Lincoln","startTime":85.17,"endTime":87.66,"body":"brilliant, way too many to go"},{"speaker":"Nick Lincoln","startTime":87.66,"endTime":91.32,"body":"through individually. But we"},{"speaker":"Nick Lincoln","startTime":87.66,"endTime":91.32,"body":"really do appreciate it. Lee"},{"speaker":"Nick Lincoln","startTime":91.32,"endTime":93.72,"body":"Robertson at Octo members"},{"speaker":"Nick Lincoln","startTime":91.32,"endTime":93.72,"body":"published a nice long form piece"},{"speaker":"Nick Lincoln","startTime":93.72,"endTime":96.12,"body":"that was put together promoting"},{"speaker":"Nick Lincoln","startTime":93.72,"endTime":96.12,"body":"us as well. Thanks for that Lee."},{"speaker":"Nick Lincoln","startTime":97.29,"endTime":102.06,"body":"We may come across as highly"},{"speaker":"Nick Lincoln","startTime":97.29,"endTime":102.06,"body":"attractive, sexy, successful"},{"speaker":"Nick Lincoln","startTime":102.06,"endTime":104.67,"body":"business entrepreneurs, but"},{"speaker":"Nick Lincoln","startTime":102.06,"endTime":104.67,"body":"actually we're raging insecurity"},{"speaker":"Nick Lincoln","startTime":104.88,"endTime":107.01,"body":"driven people. So the more the"},{"speaker":"Nick Lincoln","startTime":104.88,"endTime":107.01,"body":"more praise you give us the"},{"speaker":"Nick Lincoln","startTime":107.01,"endTime":108.87,"body":"benefit everybody that's helped"},{"speaker":"Nick Lincoln","startTime":107.01,"endTime":108.87,"body":"us it gives us that little oomph"},{"speaker":"Nick Lincoln","startTime":108.87,"endTime":111.6,"body":"to do this show. So thank you."},{"speaker":"Nick Lincoln","startTime":108.87,"endTime":111.6,"body":"This is your show as much as"},{"speaker":"Nick Lincoln","startTime":111.6,"endTime":115.47,"body":"ours do. Trappists. Great stuff."},{"speaker":"Nick Lincoln","startTime":111.6,"endTime":115.47,"body":"Thank you. Right. Without any"},{"speaker":"Nick Lincoln","startTime":115.47,"endTime":119.37,"body":"further ado, young Mr. Andy Hart"},{"speaker":"Nick Lincoln","startTime":115.47,"endTime":119.37,"body":"is going to lead us off with the"},{"speaker":"Nick Lincoln","startTime":119.37,"endTime":121.35,"body":"first topic of discussion. But"},{"speaker":"Nick Lincoln","startTime":119.37,"endTime":121.35,"body":"before we do that, and just a"},{"speaker":"Nick Lincoln","startTime":121.35,"endTime":126.09,"body":"quick thing you went to the ci"},{"speaker":"Nick Lincoln","startTime":121.35,"endTime":126.09,"body":"si had its annual shindig last"},{"speaker":"Nick Lincoln","startTime":126.09,"endTime":129.87,"body":"week in Merseyside at the"},{"speaker":"Nick Lincoln","startTime":126.09,"endTime":129.87,"body":"Maritime Museum. How was it? How"},{"speaker":"Nick Lincoln","startTime":129.87,"endTime":131.79,"body":"was the vibe, but most"},{"speaker":"Nick Lincoln","startTime":129.87,"endTime":131.79,"body":"importantly, how was your train"},{"speaker":"Nick Lincoln","startTime":131.79,"endTime":132.69,"body":"journey getting there?"},{"speaker":"Andy Hart","startTime":134.16,"endTime":138.03,"body":"Yeah, I went to the"},{"speaker":"Andy Hart","startTime":134.16,"endTime":138.03,"body":"CSI annual conference. I went"},{"speaker":"Andy Hart","startTime":138.03,"endTime":140.58,"body":"last year at the Red Bull HQ."},{"speaker":"Andy Hart","startTime":138.03,"endTime":140.58,"body":"And this year it was in"},{"speaker":"Andy Hart","startTime":140.58,"endTime":143.88,"body":"Liverpool. A bit of a nightmare"},{"speaker":"Andy Hart","startTime":140.58,"endTime":143.88,"body":"because it was on Wednesday, and"},{"speaker":"Andy Hart","startTime":143.88,"endTime":146.82,"body":"there was a train strike on"},{"speaker":"Andy Hart","startTime":143.88,"endTime":146.82,"body":"Wednesday. So everybody was"},{"speaker":"Andy Hart","startTime":146.85,"endTime":150.0,"body":"trying to find different ways to"},{"speaker":"Andy Hart","startTime":146.85,"endTime":150.0,"body":"get there. So I booked my train"},{"speaker":"Andy Hart","startTime":150.06,"endTime":152.88,"body":"originally on Wednesday"},{"speaker":"Andy Hart","startTime":150.06,"endTime":152.88,"body":"afternoon, I then thought I'm"},{"speaker":"Andy Hart","startTime":152.88,"endTime":157.17,"body":"gonna have to go Tuesday night."},{"speaker":"Andy Hart","startTime":152.88,"endTime":157.17,"body":"And then I booked Tuesday night"},{"speaker":"Andy Hart","startTime":157.17,"endTime":159.15,"body":"and I thought I'm gonna be in"},{"speaker":"Andy Hart","startTime":157.17,"endTime":159.15,"body":"Liverpool Tuesday nights or"},{"speaker":"Andy Hart","startTime":159.15,"endTime":162.51,"body":"Friday morning, like What"},{"speaker":"Andy Hart","startTime":159.15,"endTime":162.51,"body":"madness is this? And obviously"},{"speaker":"Andy Hart","startTime":162.51,"endTime":165.15,"body":"booked a hotel on Wednesday, the"},{"speaker":"Andy Hart","startTime":162.51,"endTime":165.15,"body":"Thursday and then some"},{"speaker":"Andy Hart","startTime":165.15,"endTime":167.37,"body":"Brightspark so why don't you go"},{"speaker":"Andy Hart","startTime":165.15,"endTime":167.37,"body":"on Thursday morning, book a"},{"speaker":"Andy Hart","startTime":167.37,"endTime":170.31,"body":"train. I was like, Okay, fine."},{"speaker":"Andy Hart","startTime":167.37,"endTime":170.31,"body":"I'll book a train 527 Train on"},{"speaker":"Andy Hart","startTime":170.31,"endTime":174.33,"body":"Thursday morning. I booked it. I"},{"speaker":"Andy Hart","startTime":170.31,"endTime":174.33,"body":"was in the taxi on the way to"},{"speaker":"Andy Hart","startTime":174.36,"endTime":177.84,"body":"Euston at five o'clock. I"},{"speaker":"Andy Hart","startTime":174.36,"endTime":177.84,"body":"checked my app and it said train"},{"speaker":"Andy Hart","startTime":177.84,"endTime":182.64,"body":"canceled. Like you are joking"},{"speaker":"Andy Hart","startTime":177.84,"endTime":182.64,"body":"me. So I had to go back to where"},{"speaker":"Andy Hart","startTime":182.64,"endTime":186.42,"body":"I was and came back two hours"},{"speaker":"Andy Hart","startTime":182.64,"endTime":186.42,"body":"later. Got to Liverpool. So I"},{"speaker":"Andy Hart","startTime":186.42,"endTime":189.87,"body":"got to Liverpool somewhat a"},{"speaker":"Andy Hart","startTime":186.42,"endTime":189.87,"body":"little bit late, as did"},{"speaker":"Andy Hart","startTime":189.87,"endTime":193.47,"body":"everyone. It was very funny."},{"speaker":"Andy Hart","startTime":189.87,"endTime":193.47,"body":"Abraham, who we all know, flew"},{"speaker":"Andy Hart","startTime":193.47,"endTime":197.4,"body":"up there. He flew from London to"},{"speaker":"Andy Hart","startTime":193.47,"endTime":197.4,"body":"Manchester and then got a taxi"},{"speaker":"Andy Hart","startTime":197.4,"endTime":201.36,"body":"from Manchester to Liverpool."},{"speaker":"Andy Hart","startTime":197.4,"endTime":201.36,"body":"Someone else who was talking on"},{"speaker":"Andy Hart","startTime":201.39,"endTime":206.31,"body":"ESG investments, believe it or"},{"speaker":"Andy Hart","startTime":201.39,"endTime":206.31,"body":"not, had to fly from Exeter to"},{"speaker":"Andy Hart","startTime":206.31,"endTime":211.14,"body":"Belfast, Belfast to Liverpool."},{"speaker":"Andy Hart","startTime":206.31,"endTime":211.14,"body":"Two flights. Yeah. To talk."},{"speaker":"Andy Hart","startTime":211.17,"endTime":211.53,"body":"Yeah."},{"speaker":"Nick Lincoln","startTime":212.19,"endTime":213.93,"body":"I think that ESG"},{"speaker":"Nick Lincoln","startTime":212.19,"endTime":213.93,"body":"saving that"},{"speaker":"Andy Hart","startTime":215.16,"endTime":219.27,"body":"was the ESG keynote"},{"speaker":"Andy Hart","startTime":215.16,"endTime":219.27,"body":"speaker. Two flights to get to"},{"speaker":"Andy Hart","startTime":219.27,"endTime":222.03,"body":"Liverpool. There was a good"},{"speaker":"Andy Hart","startTime":219.27,"endTime":222.03,"body":"bunch. There was a lot of"},{"speaker":"Andy Hart","startTime":222.75,"endTime":225.57,"body":"consultants and professionals"},{"speaker":"Andy Hart","startTime":222.75,"endTime":225.57,"body":"that I know and also, you know,"},{"speaker":"Andy Hart","startTime":225.57,"endTime":231.75,"body":"financial advisors are good mix"},{"speaker":"Andy Hart","startTime":225.57,"endTime":231.75,"body":"of presentations. Lovely venue."},{"speaker":"Andy Hart","startTime":232.29,"endTime":235.02,"body":"And the evening was good. It was"},{"speaker":"Andy Hart","startTime":232.29,"endTime":235.02,"body":"in the St. George's hall with"},{"speaker":"Andy Hart","startTime":235.02,"endTime":239.64,"body":"you know, Liverpool. It's a"},{"speaker":"Andy Hart","startTime":235.02,"endTime":239.64,"body":"wonder building, you know,"},{"speaker":"Andy Hart","startTime":239.64,"endTime":242.52,"body":"wouldn't be out of place in any"},{"speaker":"Andy Hart","startTime":239.64,"endTime":242.52,"body":"major city, you know, London,"},{"speaker":"Andy Hart","startTime":242.52,"endTime":246.15,"body":"Rome, you know, New York. It's a"},{"speaker":"Andy Hart","startTime":242.52,"endTime":246.15,"body":"very grand building. That was"},{"speaker":"Andy Hart","startTime":246.15,"endTime":249.18,"body":"great. That was fun black tie,"},{"speaker":"Andy Hart","startTime":246.15,"endTime":249.18,"body":"or was interested in getting"},{"speaker":"Andy Hart","startTime":249.18,"endTime":251.07,"body":"dressed up these days? Because"},{"speaker":"Andy Hart","startTime":249.18,"endTime":251.07,"body":"we didn't do it obviously for a"},{"speaker":"Andy Hart","startTime":251.07,"endTime":255.15,"body":"couple of years. Yeah, it was it"},{"speaker":"Andy Hart","startTime":251.07,"endTime":255.15,"body":"was decent. Yeah, I recommend"},{"speaker":"Andy Hart","startTime":255.15,"endTime":258.12,"body":"it. It cost me a few quid. I"},{"speaker":"Andy Hart","startTime":255.15,"endTime":258.12,"body":"think I've booked three nights,"},{"speaker":"Andy Hart","startTime":258.12,"endTime":263.01,"body":"hotels, three trains, etc, etc."},{"speaker":"Andy Hart","startTime":258.12,"endTime":263.01,"body":"I had to buy a pair of trousers"},{"speaker":"Andy Hart","startTime":263.01,"endTime":265.02,"body":"last minute from Zara because"},{"speaker":"Andy Hart","startTime":263.01,"endTime":265.02,"body":"the current ones are a little"},{"speaker":"Andy Hart","startTime":265.02,"endTime":270.12,"body":"bit baggy. Yeah, all in all, it"},{"speaker":"Andy Hart","startTime":265.02,"endTime":270.12,"body":"was a good trip. So I recommend"},{"speaker":"Andy Hart","startTime":270.12,"endTime":272.13,"body":"it. You know about that."},{"speaker":"Nick Lincoln","startTime":273.84,"endTime":275.01,"body":"You left school my"},{"speaker":"Nick Lincoln","startTime":273.84,"endTime":275.01,"body":"friend."},{"speaker":"Alan Smith","startTime":277.74,"endTime":279.96,"body":"Right. Can we ask"},{"speaker":"Alan Smith","startTime":277.74,"endTime":279.96,"body":"questions, Nick, please?"},{"speaker":"Andy Hart","startTime":280.38,"endTime":281.94,"body":"Yeah, cool. Yeah, go"},{"speaker":"Andy Hart","startTime":280.38,"endTime":281.94,"body":"for it."},{"speaker":"Alan Smith","startTime":283.56,"endTime":285.93,"body":"What was the best"},{"speaker":"Alan Smith","startTime":283.56,"endTime":285.93,"body":"presentation you saw?"},{"speaker":"Andy Hart","startTime":287.91,"endTime":292.26,"body":"I met a guy that runs"},{"speaker":"Andy Hart","startTime":287.91,"endTime":292.26,"body":"an awesome business called"},{"speaker":"Andy Hart","startTime":292.68,"endTime":301.65,"body":"change please. As in Chang, c h"},{"speaker":"Andy Hart","startTime":292.68,"endTime":301.65,"body":"a n G, E, please. and which is"},{"speaker":"Andy Hart","startTime":301.83,"endTime":305.1,"body":"what they do is they reach"},{"speaker":"Andy Hart","startTime":301.83,"endTime":305.1,"body":"retrain homeless people to"},{"speaker":"Andy Hart","startTime":305.1,"endTime":309.87,"body":"become baristas. And they also"},{"speaker":"Andy Hart","startTime":305.1,"endTime":309.87,"body":"sell coffee. And it's sort of"},{"speaker":"Andy Hart","startTime":310.83,"endTime":313.47,"body":"also social enterprise"},{"speaker":"Andy Hart","startTime":310.83,"endTime":313.47,"body":"companies, but it's a big"},{"speaker":"Andy Hart","startTime":313.47,"endTime":319.32,"body":"company turnover, you know, 10s"},{"speaker":"Andy Hart","startTime":313.47,"endTime":319.32,"body":"of millions. And then, you know,"},{"speaker":"Andy Hart","startTime":319.32,"endTime":323.16,"body":"expanding globally. Yeah, it was"},{"speaker":"Andy Hart","startTime":319.32,"endTime":323.16,"body":"an awesome company. And he was"},{"speaker":"Andy Hart","startTime":323.16,"endTime":326.19,"body":"talking all about that. And I"},{"speaker":"Andy Hart","startTime":323.16,"endTime":326.19,"body":"put him in put me in contact"},{"speaker":"Andy Hart","startTime":326.19,"endTime":328.5,"body":"actually with someone at the"},{"speaker":"Andy Hart","startTime":326.19,"endTime":328.5,"body":"venue that does impact"},{"speaker":"Andy Hart","startTime":328.5,"endTime":331.77,"body":"investing, that's got a fund and"},{"speaker":"Andy Hart","startTime":328.5,"endTime":331.77,"body":"he's looking to raise money. You"},{"speaker":"Andy Hart","startTime":331.77,"endTime":333.66,"body":"know, I had a 10 minute phone"},{"speaker":"Andy Hart","startTime":331.77,"endTime":333.66,"body":"call conversation. I said, like"},{"speaker":"Andy Hart","startTime":333.66,"endTime":336.06,"body":"this one guy here, you need to"},{"speaker":"Andy Hart","startTime":333.66,"endTime":336.06,"body":"meet. And I spoke to the one guy"},{"speaker":"Andy Hart","startTime":336.06,"endTime":338.49,"body":"and said, You need to meet this"},{"speaker":"Andy Hart","startTime":336.06,"endTime":338.49,"body":"guy. They both spoke to each"},{"speaker":"Andy Hart","startTime":338.49,"endTime":339.87,"body":"other and said, right, we're"},{"speaker":"Andy Hart","startTime":338.49,"endTime":339.87,"body":"gonna meet up in London,"},{"speaker":"Andy Hart","startTime":339.87,"endTime":342.72,"body":"hopefully gonna do something."},{"speaker":"Andy Hart","startTime":339.87,"endTime":342.72,"body":"Yeah, that was an awesome"},{"speaker":"Andy Hart","startTime":342.72,"endTime":345.54,"body":"company. And then I got on the"},{"speaker":"Andy Hart","startTime":342.72,"endTime":345.54,"body":"train on the way back to London."},{"speaker":"Andy Hart","startTime":345.87,"endTime":348.81,"body":"And the lady sat in front of me"},{"speaker":"Andy Hart","startTime":345.87,"endTime":348.81,"body":"with the change, please. Coffee"},{"speaker":"Andy Hart","startTime":348.81,"endTime":352.89,"body":"Cup in front of her. I'm just"},{"speaker":"Andy Hart","startTime":348.81,"endTime":352.89,"body":"sort of smiling. Yeah, that was"},{"speaker":"Andy Hart","startTime":352.89,"endTime":356.07,"body":"a that was good. It was couple"},{"speaker":"Andy Hart","startTime":352.89,"endTime":356.07,"body":"of other financial planners"},{"speaker":"Andy Hart","startTime":356.07,"endTime":358.02,"body":"talking about, you know,"},{"speaker":"Andy Hart","startTime":356.07,"endTime":358.02,"body":"coaching and various other"},{"speaker":"Andy Hart","startTime":358.02,"endTime":361.41,"body":"things. Yes, that's the"},{"speaker":"Andy Hart","startTime":358.02,"endTime":361.41,"body":"highlights."},{"speaker":"Alan Smith","startTime":361.77,"endTime":363.96,"body":"Are you? Are you a"},{"speaker":"Alan Smith","startTime":361.77,"endTime":363.96,"body":"member of the ci si."},{"speaker":"Andy Hart","startTime":364.83,"endTime":367.83,"body":"I'm not a member of"},{"speaker":"Andy Hart","startTime":364.83,"endTime":367.83,"body":"the ci si. And it's a nightmare"},{"speaker":"Andy Hart","startTime":367.83,"endTime":370.05,"body":"because I can't scan him with"},{"speaker":"Andy Hart","startTime":367.83,"endTime":370.05,"body":"the app. So I've got to send"},{"speaker":"Andy Hart","startTime":370.05,"endTime":373.44,"body":"them an email. And I don't quite"},{"speaker":"Andy Hart","startTime":370.05,"endTime":373.44,"body":"know, because I'm not chartered,"},{"speaker":"Andy Hart","startTime":373.44,"endTime":375.48,"body":"obviously, proudly not"},{"speaker":"Andy Hart","startTime":373.44,"endTime":375.48,"body":"chartered. We could talk about"},{"speaker":"Andy Hart","startTime":375.9,"endTime":380.82,"body":"the show. Proudly not chartered."},{"speaker":"Andy Hart","startTime":375.9,"endTime":380.82,"body":"That's the death knell to your"},{"speaker":"Andy Hart","startTime":380.82,"endTime":385.47,"body":"career young advisors listening"},{"speaker":"Andy Hart","startTime":380.82,"endTime":385.47,"body":"don't take that seriously. And,"},{"speaker":"Andy Hart","startTime":385.53,"endTime":388.86,"body":"you know, I'm a member of the"},{"speaker":"Andy Hart","startTime":385.53,"endTime":388.86,"body":"CIA and the PFS, and that's"},{"speaker":"Andy Hart","startTime":388.86,"endTime":393.63,"body":"where I do my stuff. I I'm not"},{"speaker":"Andy Hart","startTime":388.86,"endTime":393.63,"body":"charted. I've not done CFP"},{"speaker":"Andy Hart","startTime":394.47,"endTime":396.51,"body":"proudly. So yeah, no, I'm not."},{"speaker":"Alan Smith","startTime":397.56,"endTime":399.72,"body":"There's probably"},{"speaker":"Alan Smith","startTime":397.56,"endTime":399.72,"body":"another, it's probably another"},{"speaker":"Alan Smith","startTime":399.84,"endTime":403.32,"body":"conversation for another time"},{"speaker":"Alan Smith","startTime":399.84,"endTime":403.32,"body":"because we were members of both."},{"speaker":"Alan Smith","startTime":404.04,"endTime":406.59,"body":"And because we are chartered and"},{"speaker":"Alan Smith","startTime":404.04,"endTime":406.59,"body":"the company is chartered. And"},{"speaker":"Alan Smith","startTime":406.59,"endTime":410.4,"body":"then we had to make a decision."},{"speaker":"Alan Smith","startTime":406.59,"endTime":410.4,"body":"It was like to, to professional"},{"speaker":"Alan Smith","startTime":410.4,"endTime":413.7,"body":"bodies, and you end up having to"},{"speaker":"Alan Smith","startTime":410.4,"endTime":413.7,"body":"do your CPD stuff to both of"},{"speaker":"Alan Smith","startTime":413.7,"endTime":416.73,"body":"them. And it's just about twice"},{"speaker":"Alan Smith","startTime":413.7,"endTime":416.73,"body":"eventually. And they're all kind"},{"speaker":"Alan Smith","startTime":416.73,"endTime":419.85,"body":"of the same, really, and it's,"},{"speaker":"Alan Smith","startTime":416.73,"endTime":419.85,"body":"you know, the Monty Python."},{"speaker":"Andy Hart","startTime":421.56,"endTime":422.4,"body":"One had to give."},{"speaker":"Alan Smith","startTime":423.27,"endTime":429.69,"body":"Yeah, exactly. So we"},{"speaker":"Alan Smith","startTime":423.27,"endTime":429.69,"body":"were like you with PFS? That"},{"speaker":"Alan Smith","startTime":429.72,"endTime":432.0,"body":"that body is like that. It's"},{"speaker":"Alan Smith","startTime":429.72,"endTime":432.0,"body":"like the Judean people from"},{"speaker":"Alan Smith","startTime":432.18,"endTime":434.52,"body":"other people's front of Judea."},{"speaker":"Alan Smith","startTime":432.18,"endTime":434.52,"body":"That's a different conversation."},{"speaker":"Alan Smith","startTime":434.55,"endTime":436.2,"body":"Right? What else do you got?"},{"speaker":"Alan Smith","startTime":434.55,"endTime":436.2,"body":"Andrew?"},{"speaker":"Nick Lincoln","startTime":439.53,"endTime":441.72,"body":"Is your topic who"},{"speaker":"Nick Lincoln","startTime":439.53,"endTime":441.72,"body":"Who makes the best clients? What"},{"speaker":"Nick Lincoln","startTime":441.72,"endTime":445.47,"body":"makes a good client? What do you"},{"speaker":"Nick Lincoln","startTime":441.72,"endTime":445.47,"body":"think, Andy? Yeah, I mean,"},{"speaker":"Nick Lincoln","startTime":445.47,"endTime":446.31,"body":"because this is"},{"speaker":"Andy Hart","startTime":447.239,"endTime":449.699,"body":"an advisor focused"},{"speaker":"Andy Hart","startTime":447.239,"endTime":449.699,"body":"podcast, we're going to be"},{"speaker":"Andy Hart","startTime":449.699,"endTime":453.809,"body":"talking about things that, you"},{"speaker":"Andy Hart","startTime":449.699,"endTime":453.809,"body":"know, advisors to the fat on,"},{"speaker":"Andy Hart","startTime":454.259,"endTime":457.889,"body":"you know, when we meet up in"},{"speaker":"Andy Hart","startTime":454.259,"endTime":457.889,"body":"private, I suppose. And"},{"speaker":"Andy Hart","startTime":457.889,"endTime":461.279,"body":"obviously, we have to be"},{"speaker":"Andy Hart","startTime":457.889,"endTime":461.279,"body":"conscious of how we straddle"},{"speaker":"Andy Hart","startTime":461.279,"endTime":464.609,"body":"certain topics. But this is"},{"speaker":"Andy Hart","startTime":461.279,"endTime":464.609,"body":"yeah, what makes good clients?"},{"speaker":"Andy Hart","startTime":464.639,"endTime":470.549,"body":"Is there a certain makeup of"},{"speaker":"Andy Hart","startTime":464.639,"endTime":470.549,"body":"your top three, five clients, I"},{"speaker":"Andy Hart","startTime":470.549,"endTime":473.279,"body":"suppose we're going down the"},{"speaker":"Andy Hart","startTime":470.549,"endTime":473.279,"body":"niche. You know, I like to work"},{"speaker":"Andy Hart","startTime":473.279,"endTime":477.539,"body":"with sort of nice kind, family"},{"speaker":"Andy Hart","startTime":473.279,"endTime":477.539,"body":"orientated decision makers, I"},{"speaker":"Andy Hart","startTime":477.539,"endTime":481.199,"body":"don't really have a direct"},{"speaker":"Andy Hart","startTime":477.539,"endTime":481.199,"body":"niche. It's a bit of a mix sort"},{"speaker":"Andy Hart","startTime":481.199,"endTime":483.269,"body":"of my clients, because they come"},{"speaker":"Andy Hart","startTime":481.199,"endTime":483.269,"body":"from sort of here, there and"},{"speaker":"Andy Hart","startTime":483.269,"endTime":486.629,"body":"everywhere. I know, we focus on"},{"speaker":"Andy Hart","startTime":483.269,"endTime":486.629,"body":"retirees and the approach to"},{"speaker":"Andy Hart","startTime":486.629,"endTime":490.169,"body":"retirement, and then business"},{"speaker":"Andy Hart","startTime":486.629,"endTime":490.169,"body":"executives and high earning"},{"speaker":"Andy Hart","startTime":490.169,"endTime":492.539,"body":"professionals and all this"},{"speaker":"Andy Hart","startTime":490.169,"endTime":492.539,"body":"stuff. But I think most people"},{"speaker":"Andy Hart","startTime":492.539,"endTime":496.709,"body":"end up with a bit of a mix of a"},{"speaker":"Andy Hart","startTime":492.539,"endTime":496.709,"body":"client bank. I've got a few sort"},{"speaker":"Andy Hart","startTime":496.709,"endTime":502.229,"body":"of widows and widowers that I"},{"speaker":"Andy Hart","startTime":496.709,"endTime":502.229,"body":"deal with. And I generally say,"},{"speaker":"Andy Hart","startTime":503.159,"endTime":506.429,"body":"older ladies make slightly"},{"speaker":"Andy Hart","startTime":503.159,"endTime":506.429,"body":"better clients than older men,"},{"speaker":"Andy Hart","startTime":506.459,"endTime":511.139,"body":"you always got that sort of type"},{"speaker":"Andy Hart","startTime":506.459,"endTime":511.139,"body":"A ego situation going on. Yeah,"},{"speaker":"Andy Hart","startTime":511.139,"endTime":514.709,"body":"so I just thought I'd open up"},{"speaker":"Andy Hart","startTime":511.139,"endTime":514.709,"body":"that subject subject, because I"},{"speaker":"Andy Hart","startTime":514.709,"endTime":519.599,"body":"know this is things that other"},{"speaker":"Andy Hart","startTime":514.709,"endTime":519.599,"body":"advisors think about. Yeah. So"},{"speaker":"Andy Hart","startTime":519.599,"endTime":523.079,"body":"is there any defining"},{"speaker":"Andy Hart","startTime":519.599,"endTime":523.079,"body":"characteristics? Is it more"},{"speaker":"Andy Hart","startTime":523.499,"endTime":528.299,"body":"personality traits? Is it more"},{"speaker":"Andy Hart","startTime":523.499,"endTime":528.299,"body":"background, slightly older"},{"speaker":"Andy Hart","startTime":528.299,"endTime":530.369,"body":"clients who are a little bit"},{"speaker":"Andy Hart","startTime":528.299,"endTime":530.369,"body":"more wiser, a little bit more"},{"speaker":"Andy Hart","startTime":530.369,"endTime":533.129,"body":"calmer and a little bit more"},{"speaker":"Andy Hart","startTime":530.369,"endTime":533.129,"body":"open to professionals, and let's"},{"speaker":"Andy Hart","startTime":533.129,"endTime":535.859,"body":"say younger clients, again, it's"},{"speaker":"Andy Hart","startTime":533.129,"endTime":535.859,"body":"massive overgeneralization is on"},{"speaker":"Andy Hart","startTime":535.859,"endTime":540.329,"body":"a note is going to be anecdotes"},{"speaker":"Andy Hart","startTime":535.859,"endTime":540.329,"body":"to everything that we say. So"},{"speaker":"Andy Hart","startTime":540.329,"endTime":545.699,"body":"that's it really opened in that"},{"speaker":"Andy Hart","startTime":540.329,"endTime":545.699,"body":"subject matter. Yeah, what makes"},{"speaker":"Andy Hart","startTime":545.789,"endTime":549.809,"body":"good clients, you know, we want"},{"speaker":"Andy Hart","startTime":545.789,"endTime":549.809,"body":"clients for life set for life."},{"speaker":"Andy Hart","startTime":550.859,"endTime":554.129,"body":"So we don't want to be taken on"},{"speaker":"Andy Hart","startTime":550.859,"endTime":554.129,"body":"clients and then running into a"},{"speaker":"Andy Hart","startTime":554.129,"endTime":557.789,"body":"bit of a personality clash and"},{"speaker":"Andy Hart","startTime":554.129,"endTime":557.789,"body":"then having to disengage them or"},{"speaker":"Andy Hart","startTime":557.789,"endTime":561.389,"body":"they disengage us. I've lost"},{"speaker":"Andy Hart","startTime":557.789,"endTime":561.389,"body":"five clients in my life. I've"},{"speaker":"Andy Hart","startTime":561.389,"endTime":565.559,"body":"disengaged four ones disengaged"},{"speaker":"Andy Hart","startTime":561.389,"endTime":565.559,"body":"me. And it was painful, those"},{"speaker":"Andy Hart","startTime":565.559,"endTime":568.589,"body":"five disengagement, but it's not"},{"speaker":"Andy Hart","startTime":565.559,"endTime":568.589,"body":"the end of the world. You know,"},{"speaker":"Andy Hart","startTime":568.589,"endTime":570.929,"body":"considering how many clients"},{"speaker":"Andy Hart","startTime":568.589,"endTime":570.929,"body":"I've dealt with. So yeah,"},{"speaker":"Andy Hart","startTime":570.929,"endTime":575.039,"body":"there's a bit of a background"},{"speaker":"Andy Hart","startTime":570.929,"endTime":575.039,"body":"into this. over to Carl. Yeah."},{"speaker":"Andy Hart","startTime":575.069,"endTime":576.149,"body":"What's your thoughts on that?"},{"speaker":"Carl Widger","startTime":577.559,"endTime":581.549,"body":"Yeah, it's"},{"speaker":"Carl Widger","startTime":577.559,"endTime":581.549,"body":"interesting. Like, we would have"},{"speaker":"Carl Widger","startTime":581.549,"endTime":584.789,"body":"started up and we were a much"},{"speaker":"Carl Widger","startTime":581.549,"endTime":584.789,"body":"younger company than we are now."},{"speaker":"Carl Widger","startTime":584.819,"endTime":587.099,"body":"Everyone was the client. And"},{"speaker":"Carl Widger","startTime":584.819,"endTime":587.099,"body":"we'll be honest, and I'll show"},{"speaker":"Carl Widger","startTime":587.099,"endTime":590.099,"body":"you that right. And as we've"},{"speaker":"Carl Widger","startTime":587.099,"endTime":590.099,"body":"kind of matured a little bit, we"},{"speaker":"Carl Widger","startTime":590.099,"endTime":594.419,"body":"have done a bit of work around"},{"speaker":"Carl Widger","startTime":590.099,"endTime":594.419,"body":"this. And the latest iteration"},{"speaker":"Carl Widger","startTime":594.419,"endTime":597.689,"body":"of our website, which was done"},{"speaker":"Carl Widger","startTime":594.419,"endTime":597.689,"body":"maybe two years ago, we did try"},{"speaker":"Carl Widger","startTime":597.689,"endTime":601.319,"body":"and nail this down a little bit"},{"speaker":"Carl Widger","startTime":597.689,"endTime":601.319,"body":"more. No one When I say nailing"},{"speaker":"Carl Widger","startTime":601.319,"endTime":604.499,"body":"it down a little bit more, it's"},{"speaker":"Carl Widger","startTime":601.319,"endTime":604.499,"body":"certainly not the niches that"},{"speaker":"Carl Widger","startTime":604.559,"endTime":609.389,"body":"the marketeers would like you to"},{"speaker":"Carl Widger","startTime":604.559,"endTime":609.389,"body":"have. And that's kind of me just"},{"speaker":"Carl Widger","startTime":609.389,"endTime":612.629,"body":"thinking, Well, look, Ireland"},{"speaker":"Carl Widger","startTime":609.389,"endTime":612.629,"body":"isn't exactly a massive market."},{"speaker":"Carl Widger","startTime":612.689,"endTime":617.789,"body":"And I think niching into too"},{"speaker":"Carl Widger","startTime":612.689,"endTime":617.789,"body":"narrow niche is would be would"},{"speaker":"Carl Widger","startTime":617.789,"endTime":622.499,"body":"be foolish. So broadly speaking,"},{"speaker":"Carl Widger","startTime":617.789,"endTime":622.499,"body":"the three, kind of where we,"},{"speaker":"Carl Widger","startTime":622.529,"endTime":625.649,"body":"where we add the best value to"},{"speaker":"Carl Widger","startTime":622.529,"endTime":625.649,"body":"people we work the best with"},{"speaker":"Carl Widger","startTime":625.709,"endTime":628.739,"body":"Andy is kind of how I would"},{"speaker":"Carl Widger","startTime":625.709,"endTime":628.739,"body":"describe it. And they are"},{"speaker":"Carl Widger","startTime":628.979,"endTime":632.579,"body":"business owners. And it's"},{"speaker":"Carl Widger","startTime":628.979,"endTime":632.579,"body":"honest, I can narrow that a"},{"speaker":"Carl Widger","startTime":632.579,"endTime":634.799,"body":"little bit down, right? It's"},{"speaker":"Carl Widger","startTime":632.579,"endTime":634.799,"body":"kind of business owners who are"},{"speaker":"Carl Widger","startTime":634.799,"endTime":639.509,"body":"now starting to think about"},{"speaker":"Carl Widger","startTime":634.799,"endTime":639.509,"body":"what's gonna happen when or if I"},{"speaker":"Carl Widger","startTime":639.509,"endTime":644.159,"body":"sell. So that might be 10 years"},{"speaker":"Carl Widger","startTime":639.509,"endTime":644.159,"body":"out five years out. Yeah, it's"},{"speaker":"Carl Widger","startTime":644.159,"endTime":648.929,"body":"people, as we described as"},{"speaker":"Carl Widger","startTime":644.159,"endTime":648.929,"body":"succeeding in your career. So"},{"speaker":"Carl Widger","startTime":648.929,"endTime":652.679,"body":"that's like, we've a good few"},{"speaker":"Carl Widger","startTime":648.929,"endTime":652.679,"body":"kind of senior VPs and"},{"speaker":"Carl Widger","startTime":652.679,"endTime":655.559,"body":"multinationals that kind of"},{"speaker":"Carl Widger","startTime":652.679,"endTime":655.559,"body":"stuff, people who will have the"},{"speaker":"Carl Widger","startTime":655.559,"endTime":661.889,"body":"maximum pension pot, and who,"},{"speaker":"Carl Widger","startTime":655.559,"endTime":661.889,"body":"funnily enough, build wealth"},{"speaker":"Carl Widger","startTime":661.919,"endTime":664.589,"body":"almost in spite of themselves,"},{"speaker":"Carl Widger","startTime":661.919,"endTime":664.589,"body":"right, because they don't look"},{"speaker":"Carl Widger","startTime":664.589,"endTime":667.889,"body":"at it, and they don't intend to"},{"speaker":"Carl Widger","startTime":664.589,"endTime":667.889,"body":"engage. We found too much with"},{"speaker":"Carl Widger","startTime":667.889,"endTime":670.649,"body":"financial planners, but kind of"},{"speaker":"Carl Widger","startTime":667.889,"endTime":670.649,"body":"a couple years out, they're"},{"speaker":"Carl Widger","startTime":670.649,"endTime":676.049,"body":"gone. Okay, maybe we need to"},{"speaker":"Carl Widger","startTime":670.649,"endTime":676.049,"body":"start thinking about this. So we"},{"speaker":"Carl Widger","startTime":676.079,"endTime":678.869,"body":"have a good few of those, that's"},{"speaker":"Carl Widger","startTime":676.079,"endTime":678.869,"body":"definitely a big growing market"},{"speaker":"Carl Widger","startTime":678.869,"endTime":682.859,"body":"for us, actually. And then we"},{"speaker":"Carl Widger","startTime":678.869,"endTime":682.859,"body":"have people who are kind of ash"},{"speaker":"Carl Widger","startTime":682.889,"endTime":686.219,"body":"are in retirement, so it might"},{"speaker":"Carl Widger","startTime":682.889,"endTime":686.219,"body":"be people who have already taken"},{"speaker":"Carl Widger","startTime":686.219,"endTime":690.509,"body":"the plunge, and are gone. Okay,"},{"speaker":"Carl Widger","startTime":686.219,"endTime":690.509,"body":"we need to, they all have that"},{"speaker":"Carl Widger","startTime":690.509,"endTime":693.149,"body":"question that we've spoken about"},{"speaker":"Carl Widger","startTime":690.509,"endTime":693.149,"body":"before, are we going to be okay?"},{"speaker":"Carl Widger","startTime":693.179,"endTime":695.489,"body":"And, and where their intuition"},{"speaker":"Carl Widger","startTime":693.179,"endTime":695.489,"body":"might be telling them? Yeah, I'm"},{"speaker":"Carl Widger","startTime":695.489,"endTime":697.709,"body":"going to be okay, I'm going to"},{"speaker":"Carl Widger","startTime":695.489,"endTime":697.709,"body":"be fine, we have enough money,"},{"speaker":"Carl Widger","startTime":698.189,"endTime":701.369,"body":"that maybe a year or two into"},{"speaker":"Carl Widger","startTime":698.189,"endTime":701.369,"body":"retirement to go on, hold on, if"},{"speaker":"Carl Widger","startTime":701.369,"endTime":705.449,"body":"we if we keep the current burn"},{"speaker":"Carl Widger","startTime":701.369,"endTime":705.449,"body":"of our cash are we going to run"},{"speaker":"Carl Widger","startTime":705.449,"endTime":708.899,"body":"out of cash, and we'd love a"},{"speaker":"Carl Widger","startTime":705.449,"endTime":708.899,"body":"plan, we'd love somebody to kind"},{"speaker":"Carl Widger","startTime":708.899,"endTime":712.679,"body":"of keep us accountable, make"},{"speaker":"Carl Widger","startTime":708.899,"endTime":712.679,"body":"sure that the plan is is"},{"speaker":"Carl Widger","startTime":712.799,"endTime":719.609,"body":"correct, is everything is in"},{"speaker":"Carl Widger","startTime":712.799,"endTime":719.609,"body":"order. And I found, for me,"},{"speaker":"Carl Widger","startTime":719.609,"endTime":721.709,"body":"that's probably the most"},{"speaker":"Carl Widger","startTime":719.609,"endTime":721.709,"body":"interesting bunch of people,"},{"speaker":"Carl Widger","startTime":721.709,"endTime":724.859,"body":"because they're a little bit"},{"speaker":"Carl Widger","startTime":721.709,"endTime":724.859,"body":"like what you said earlier on."},{"speaker":"Carl Widger","startTime":725.339,"endTime":727.889,"body":"There, they're mature. So"},{"speaker":"Carl Widger","startTime":725.339,"endTime":727.889,"body":"they've been around the block,"},{"speaker":"Carl Widger","startTime":727.919,"endTime":730.799,"body":"they know what they want to do"},{"speaker":"Carl Widger","startTime":727.919,"endTime":730.799,"body":"with their lives. They know"},{"speaker":"Carl Widger","startTime":730.799,"endTime":733.769,"body":"what's most important to them."},{"speaker":"Carl Widger","startTime":730.799,"endTime":733.769,"body":"And they've figured all that"},{"speaker":"Carl Widger","startTime":733.769,"endTime":736.919,"body":"stuff out before they've come to"},{"speaker":"Carl Widger","startTime":733.769,"endTime":736.919,"body":"us. So talking to those people"},{"speaker":"Carl Widger","startTime":736.919,"endTime":740.669,"body":"about goals, dreams and"},{"speaker":"Carl Widger","startTime":736.919,"endTime":740.669,"body":"aspirations and bucket lists."},{"speaker":"Carl Widger","startTime":741.239,"endTime":744.239,"body":"They're kind of easy"},{"speaker":"Carl Widger","startTime":741.239,"endTime":744.239,"body":"conversations, whereas other"},{"speaker":"Carl Widger","startTime":744.239,"endTime":747.179,"body":"people who haven't even ever"},{"speaker":"Carl Widger","startTime":744.239,"endTime":747.179,"body":"thought about it, you know,"},{"speaker":"Carl Widger","startTime":747.659,"endTime":751.799,"body":"it's, it can be trickier to, to"},{"speaker":"Carl Widger","startTime":747.659,"endTime":751.799,"body":"kind of get into that"},{"speaker":"Carl Widger","startTime":751.799,"endTime":755.279,"body":"interesting stuff. And that's"},{"speaker":"Carl Widger","startTime":751.799,"endTime":755.279,"body":"the stuff that, look, it's easy"},{"speaker":"Carl Widger","startTime":755.279,"endTime":759.209,"body":"to say, but it's really exciting"},{"speaker":"Carl Widger","startTime":755.279,"endTime":759.209,"body":"as a financial planner, to, you"},{"speaker":"Carl Widger","startTime":759.209,"endTime":761.999,"body":"know, sit with people and start"},{"speaker":"Carl Widger","startTime":759.209,"endTime":761.999,"body":"talking about goals, dreams and"},{"speaker":"Carl Widger","startTime":761.999,"endTime":766.409,"body":"aspirations. You know, that's"},{"speaker":"Carl Widger","startTime":761.999,"endTime":766.409,"body":"inspiring for the financial"},{"speaker":"Carl Widger","startTime":766.409,"endTime":768.899,"body":"planner as much as it is for the"},{"speaker":"Carl Widger","startTime":766.409,"endTime":768.899,"body":"client. So you know, they're"},{"speaker":"Carl Widger","startTime":768.899,"endTime":773.309,"body":"fantastic conversations to have."},{"speaker":"Carl Widger","startTime":768.899,"endTime":773.309,"body":"So So broadly speaking, they're"},{"speaker":"Carl Widger","startTime":773.309,"endTime":777.509,"body":"kind of the three clients"},{"speaker":"Carl Widger","startTime":773.309,"endTime":777.509,"body":"segments that we work best with."},{"speaker":"Carl Widger","startTime":779.039,"endTime":782.909,"body":"And really what we ask ourselves"},{"speaker":"Carl Widger","startTime":779.039,"endTime":782.909,"body":"and Mattis all the time as if"},{"speaker":"Carl Widger","startTime":782.909,"endTime":787.199,"body":"they're outside of that, those"},{"speaker":"Carl Widger","startTime":782.909,"endTime":787.199,"body":"three groups, which are broad"},{"speaker":"Carl Widger","startTime":787.199,"endTime":790.769,"body":"enough groups, well, we need to"},{"speaker":"Carl Widger","startTime":787.199,"endTime":790.769,"body":"be asking, why are we doing"},{"speaker":"Carl Widger","startTime":790.769,"endTime":794.939,"body":"business with people? So I know,"},{"speaker":"Carl Widger","startTime":790.769,"endTime":794.939,"body":"Andy, you and I have spoken"},{"speaker":"Carl Widger","startTime":794.939,"endTime":797.249,"body":"about this. But you know, and I"},{"speaker":"Carl Widger","startTime":794.939,"endTime":797.249,"body":"think you mentioned at one of"},{"speaker":"Carl Widger","startTime":797.249,"endTime":799.829,"body":"the previous podcasts about"},{"speaker":"Carl Widger","startTime":797.249,"endTime":799.829,"body":"maybe doing business for"},{"speaker":"Carl Widger","startTime":799.889,"endTime":803.819,"body":"children, off clients, so we"},{"speaker":"Carl Widger","startTime":799.889,"endTime":803.819,"body":"will obviously do that kind of"},{"speaker":"Carl Widger","startTime":803.819,"endTime":807.329,"body":"stuff. So it's not as if we turn"},{"speaker":"Carl Widger","startTime":803.819,"endTime":807.329,"body":"people away if they're if their"},{"speaker":"Carl Widger","startTime":807.329,"endTime":808.319,"body":"parents or friends."},{"speaker":"Andy Hart","startTime":808.98,"endTime":811.47,"body":"And we'll go into"},{"speaker":"Andy Hart","startTime":808.98,"endTime":811.47,"body":"Alan so the other thing I look"},{"speaker":"Andy Hart","startTime":811.47,"endTime":814.29,"body":"for is being organized and"},{"speaker":"Andy Hart","startTime":811.47,"endTime":814.29,"body":"motivated. And they have to be"},{"speaker":"Andy Hart","startTime":814.29,"endTime":818.01,"body":"good at Tech. I mean, nowadays,"},{"speaker":"Andy Hart","startTime":814.29,"endTime":818.01,"body":"it's just painful the amount of"},{"speaker":"Andy Hart","startTime":818.04,"endTime":821.1,"body":"tasks need to do with clients"},{"speaker":"Andy Hart","startTime":818.04,"endTime":821.1,"body":"from sussing that out early on."},{"speaker":"Andy Hart","startTime":822.21,"endTime":825.54,"body":"Again, it might sound a bit odd"},{"speaker":"Andy Hart","startTime":822.21,"endTime":825.54,"body":"but it's just you know, you've"},{"speaker":"Andy Hart","startTime":825.54,"endTime":828.6,"body":"got to have a smooth process of"},{"speaker":"Andy Hart","startTime":825.54,"endTime":828.6,"body":"all this stuff so organized"},{"speaker":"Andy Hart","startTime":828.6,"endTime":830.4,"body":"motivated is the key thing and"},{"speaker":"Carl Widger","startTime":830.429,"endTime":833.579,"body":"you're gonna take"},{"speaker":"Carl Widger","startTime":830.429,"endTime":833.579,"body":"we've seen We've seen your"},{"speaker":"Carl Widger","startTime":833.579,"endTime":836.699,"body":"frustrations this morning when I"},{"speaker":"Carl Widger","startTime":833.579,"endTime":836.699,"body":"couldn't get my marketing on the"},{"speaker":"Carl Widger","startTime":836.699,"endTime":845.579,"body":"tech we don't do we don't we do"},{"speaker":"Carl Widger","startTime":836.699,"endTime":845.579,"body":"not demand such"},{"speaker":"Andy Hart","startTime":845.73,"endTime":849.57,"body":"well. It's it's"},{"speaker":"Andy Hart","startTime":845.73,"endTime":849.57,"body":"reading writing arithmetic and"},{"speaker":"Andy Hart","startTime":849.57,"endTime":851.97,"body":"technology when we say I'm not"},{"speaker":"Andy Hart","startTime":849.57,"endTime":851.97,"body":"good at technology it's like"},{"speaker":"Andy Hart","startTime":851.97,"endTime":855.18,"body":"someone saying the I can't spell"},{"speaker":"Andy Hart","startTime":851.97,"endTime":855.18,"body":"I can't add up I mean it it's"},{"speaker":"Andy Hart","startTime":855.18,"endTime":855.75,"body":"important they"},{"speaker":"Carl Widger","startTime":855.75,"endTime":858.54,"body":"might be plenty"},{"speaker":"Carl Widger","startTime":855.75,"endTime":858.54,"body":"good at technology just are not"},{"speaker":"Carl Widger","startTime":858.54,"endTime":860.19,"body":"as good as you at technology"},{"speaker":"Andy Hart","startTime":860.22,"endTime":862.47,"body":"and try to get that"},{"speaker":"Andy Hart","startTime":860.22,"endTime":862.47,"body":"but they need to be able to do"},{"speaker":"Andy Hart","startTime":862.47,"endTime":865.32,"body":"relatively simple things like"},{"speaker":"Andy Hart","startTime":862.47,"endTime":865.32,"body":"send me an attack anyway sign"},{"speaker":"Andy Hart","startTime":865.32,"endTime":867.69,"body":"something scan a document. I"},{"speaker":"Andy Hart","startTime":865.32,"endTime":867.69,"body":"mean,"},{"speaker":"Carl Widger","startTime":867.779,"endTime":869.309,"body":"Sherman Nabis entre"},{"speaker":"Carl Widger","startTime":867.779,"endTime":869.309,"body":"visa"},{"speaker":"Nick Lincoln","startTime":871.98,"endTime":874.05,"body":"I would just I"},{"speaker":"Nick Lincoln","startTime":871.98,"endTime":874.05,"body":"would just say I did recently."},{"speaker":"Nick Lincoln","startTime":875.7,"endTime":878.85,"body":"Sack sound such a horrible"},{"speaker":"Nick Lincoln","startTime":875.7,"endTime":878.85,"body":"phrase and I did part company"},{"speaker":"Nick Lincoln","startTime":878.85,"endTime":883.59,"body":"with disengaged for years who"},{"speaker":"Nick Lincoln","startTime":878.85,"endTime":883.59,"body":"just don't don't don't use"},{"speaker":"Nick Lincoln","startTime":883.59,"endTime":885.36,"body":"technology and it's just driving"},{"speaker":"Nick Lincoln","startTime":883.59,"endTime":885.36,"body":"me scatty and they were, you"},{"speaker":"Nick Lincoln","startTime":885.36,"endTime":889.8,"body":"know, they were nice. I liked"},{"speaker":"Nick Lincoln","startTime":885.36,"endTime":889.8,"body":"them. They were good fee earners"},{"speaker":"Nick Lincoln","startTime":889.8,"endTime":893.49,"body":"for my practice, but it was just"},{"speaker":"Nick Lincoln","startTime":889.8,"endTime":893.49,"body":"becoming an absolute drag. And I"},{"speaker":"Nick Lincoln","startTime":893.49,"endTime":896.43,"body":"just thought, you know what I"},{"speaker":"Nick Lincoln","startTime":893.49,"endTime":896.43,"body":"like too short. And I said, you"},{"speaker":"Nick Lincoln","startTime":896.43,"endTime":898.41,"body":"know, you're better off finding"},{"speaker":"Nick Lincoln","startTime":896.43,"endTime":898.41,"body":"an advisor who's local to you,"},{"speaker":"Nick Lincoln","startTime":898.89,"endTime":901.05,"body":"who will give you the home visit"},{"speaker":"Nick Lincoln","startTime":898.89,"endTime":901.05,"body":"so that you weren't here we were"},{"speaker":"Nick Lincoln","startTime":901.05,"endTime":904.56,"body":"the paper life that you want to"},{"speaker":"Nick Lincoln","startTime":901.05,"endTime":904.56,"body":"document and I'm transitioning."},{"speaker":"Nick Lincoln","startTime":904.89,"endTime":908.49,"body":"Not in that sense, but I'm"},{"speaker":"Nick Lincoln","startTime":904.89,"endTime":908.49,"body":"transitioning away from the"},{"speaker":"Nick Lincoln","startTime":908.52,"endTime":910.62,"body":"traditional way of doing things"},{"speaker":"Nick Lincoln","startTime":908.52,"endTime":910.62,"body":"to the more zoom based."},{"speaker":"Nick Lincoln","startTime":911.01,"endTime":913.38,"body":"Electronic. Sorry, right. ALAN"},{"speaker":"Nick Lincoln","startTime":911.01,"endTime":913.38,"body":"SMITH gosa."},{"speaker":"Alan Smith","startTime":915.269,"endTime":918.059,"body":"It's interesting"},{"speaker":"Alan Smith","startTime":915.269,"endTime":918.059,"body":"listening to their call, because"},{"speaker":"Alan Smith","startTime":918.059,"endTime":923.849,"body":"your niche is business owners,"},{"speaker":"Alan Smith","startTime":918.059,"endTime":923.849,"body":"employees, and retirees. So"},{"speaker":"Alan Smith","startTime":923.849,"endTime":929.459,"body":"pretty much everyone. Everyone"},{"speaker":"Alan Smith","startTime":923.849,"endTime":929.459,"body":"with a few quid basically, yeah,"},{"speaker":"Alan Smith","startTime":929.519,"endTime":932.729,"body":"a few quid. Yeah, it used to be"},{"speaker":"Alan Smith","startTime":929.519,"endTime":932.729,"body":"if you could breathe, you're in"},{"speaker":"Alan Smith","startTime":932.759,"endTime":936.479,"body":"now you got a few quid you"},{"speaker":"Alan Smith","startTime":932.759,"endTime":936.479,"body":"would? Yeah, like you. We've"},{"speaker":"Alan Smith","startTime":936.479,"endTime":939.509,"body":"done a lot. I say that, you"},{"speaker":"Alan Smith","startTime":936.479,"endTime":939.509,"body":"know, in jest and tongue in"},{"speaker":"Alan Smith","startTime":939.509,"endTime":942.119,"body":"cheek as we were until quite"},{"speaker":"Alan Smith","startTime":939.509,"endTime":942.119,"body":"recently, in fact, probably our"},{"speaker":"Alan Smith","startTime":942.119,"endTime":945.119,"body":"collateral materials doesn't,"},{"speaker":"Alan Smith","startTime":942.119,"endTime":945.119,"body":"hasn't been updated enough yet."},{"speaker":"Alan Smith","startTime":945.119,"endTime":947.069,"body":"Because we were kind of at that"},{"speaker":"Alan Smith","startTime":945.119,"endTime":947.069,"body":"as well. We talked about"},{"speaker":"Alan Smith","startTime":947.369,"endTime":950.099,"body":"entrepreneurs, senior"},{"speaker":"Alan Smith","startTime":947.369,"endTime":950.099,"body":"executives, and retirees, those"},{"speaker":"Alan Smith","startTime":950.099,"endTime":953.519,"body":"are the three sweet spots for"},{"speaker":"Alan Smith","startTime":950.099,"endTime":953.519,"body":"most of us. And we've done a bit"},{"speaker":"Alan Smith","startTime":953.519,"endTime":955.349,"body":"more work on this. And of"},{"speaker":"Alan Smith","startTime":953.519,"endTime":955.349,"body":"course, we're in London. So"},{"speaker":"Alan Smith","startTime":955.349,"endTime":957.419,"body":"there's there is more"},{"speaker":"Alan Smith","startTime":955.349,"endTime":957.419,"body":"opportunity. There's a there's a"},{"speaker":"Alan Smith","startTime":957.419,"endTime":961.739,"body":"bigger pool of potential"},{"speaker":"Alan Smith","startTime":957.419,"endTime":961.739,"body":"clients. And we created"},{"speaker":"Alan Smith","startTime":961.799,"endTime":964.799,"body":"something like a you know, like"},{"speaker":"Alan Smith","startTime":961.799,"endTime":964.799,"body":"the marketing people would have"},{"speaker":"Alan Smith","startTime":964.799,"endTime":969.329,"body":"you talk about a persona, an"},{"speaker":"Alan Smith","startTime":964.799,"endTime":969.329,"body":"avatar. So we've got this couple"},{"speaker":"Alan Smith","startTime":969.329,"endTime":972.329,"body":"capital, Chris, capital, Kate,"},{"speaker":"Alan Smith","startTime":969.329,"endTime":972.329,"body":"and we and you go into some"},{"speaker":"Alan Smith","startTime":972.329,"endTime":974.969,"body":"detail about you know, their"},{"speaker":"Alan Smith","startTime":972.329,"endTime":974.969,"body":"lifestyles, their ages, their"},{"speaker":"Alan Smith","startTime":975.179,"endTime":978.059,"body":"children, all that sort of"},{"speaker":"Alan Smith","startTime":975.179,"endTime":978.059,"body":"stuff. And through that you can"},{"speaker":"Alan Smith","startTime":978.059,"endTime":981.929,"body":"identify where their pain points"},{"speaker":"Alan Smith","startTime":978.059,"endTime":981.929,"body":"are. So we know that the more"},{"speaker":"Alan Smith","startTime":982.079,"endTime":985.769,"body":"specific and targeted you can be"},{"speaker":"Alan Smith","startTime":982.079,"endTime":985.769,"body":"in any walk of life in any"},{"speaker":"Alan Smith","startTime":985.769,"endTime":989.129,"body":"professional services walk of"},{"speaker":"Alan Smith","startTime":985.769,"endTime":989.129,"body":"life, you know that the more"},{"speaker":"Alan Smith","startTime":989.129,"endTime":991.409,"body":"response you'll have from that"},{"speaker":"Alan Smith","startTime":989.129,"endTime":991.409,"body":"target audience, but you've got"},{"speaker":"Alan Smith","startTime":991.409,"endTime":994.199,"body":"to start with identifying Are"},{"speaker":"Alan Smith","startTime":991.409,"endTime":994.199,"body":"there enough, you go back to you"},{"speaker":"Alan Smith","startTime":994.199,"endTime":997.079,"body":"to begin with the end in mind?"},{"speaker":"Alan Smith","startTime":994.199,"endTime":997.079,"body":"How many people like this"},{"speaker":"Alan Smith","startTime":997.079,"endTime":999.809,"body":"actually exist? There's an"},{"speaker":"Alan Smith","startTime":997.079,"endTime":999.809,"body":"increasing amount of data"},{"speaker":"Alan Smith","startTime":999.809,"endTime":1002.809,"body":"available for you and say, Well,"},{"speaker":"Alan Smith","startTime":999.809,"endTime":1002.809,"body":"if we got, if we captured point"},{"speaker":"Alan Smith","startTime":1002.809,"endTime":1006.469,"body":"5% of that market, for example,"},{"speaker":"Alan Smith","startTime":1002.809,"endTime":1006.469,"body":"would that be enough to defeat"},{"speaker":"Alan Smith","startTime":1006.469,"endTime":1010.639,"body":"us if you like, so you can go"},{"speaker":"Alan Smith","startTime":1006.469,"endTime":1010.639,"body":"niche and super niche, but there"},{"speaker":"Alan Smith","startTime":1010.639,"endTime":1013.759,"body":"has to be a big enough pool of"},{"speaker":"Alan Smith","startTime":1010.639,"endTime":1013.759,"body":"potential clients to do it. So"},{"speaker":"Alan Smith","startTime":1014.449,"endTime":1017.509,"body":"an ideal clients like that, you"},{"speaker":"Alan Smith","startTime":1014.449,"endTime":1017.509,"body":"know, that there are there's a"},{"speaker":"Alan Smith","startTime":1017.539,"endTime":1020.869,"body":"sort of profile about let their"},{"speaker":"Alan Smith","startTime":1017.539,"endTime":1020.869,"body":"position in life merely the"},{"speaker":"Alan Smith","startTime":1020.869,"endTime":1023.209,"body":"ages. But ultimately, we all"},{"speaker":"Alan Smith","startTime":1020.869,"endTime":1023.209,"body":"want to deal with people, I"},{"speaker":"Alan Smith","startTime":1023.209,"endTime":1026.359,"body":"think all of us have got mature"},{"speaker":"Alan Smith","startTime":1023.209,"endTime":1026.359,"body":"enough businesses, that we're no"},{"speaker":"Alan Smith","startTime":1026.359,"endTime":1030.679,"body":"longer desperate for the next"},{"speaker":"Alan Smith","startTime":1026.359,"endTime":1030.679,"body":"potential clients to sign up to"},{"speaker":"Alan Smith","startTime":1030.679,"endTime":1035.179,"body":"pay the bills. So you're being"},{"speaker":"Alan Smith","startTime":1030.679,"endTime":1035.179,"body":"nice, being engaging, being"},{"speaker":"Alan Smith","startTime":1035.179,"endTime":1037.609,"body":"responsive, I think is part of"},{"speaker":"Alan Smith","startTime":1035.179,"endTime":1037.609,"body":"it as well. And it's sometimes"},{"speaker":"Alan Smith","startTime":1037.609,"endTime":1040.039,"body":"you do have to, we've done it"},{"speaker":"Alan Smith","startTime":1037.609,"endTime":1040.039,"body":"not often, but a couple of"},{"speaker":"Alan Smith","startTime":1040.039,"endTime":1043.909,"body":"times, just professionally in a"},{"speaker":"Alan Smith","startTime":1040.039,"endTime":1043.909,"body":"friendly way, part company is"},{"speaker":"Alan Smith","startTime":1043.909,"endTime":1046.699,"body":"still very awkward to do. But if"},{"speaker":"Alan Smith","startTime":1043.909,"endTime":1046.699,"body":"someone's not engaging just"},{"speaker":"Alan Smith","startTime":1046.699,"endTime":1049.849,"body":"makes all our lives far more"},{"speaker":"Alan Smith","startTime":1046.699,"endTime":1049.849,"body":"difficult. So good. Yeah, good"},{"speaker":"Alan Smith","startTime":1049.849,"endTime":1050.629,"body":"conversation."},{"speaker":"Andy Hart","startTime":1051.95,"endTime":1054.26,"body":"It's the All Blacks"},{"speaker":"Andy Hart","startTime":1051.95,"endTime":1054.26,"body":"rule was in the no dickheads"},{"speaker":"Andy Hart","startTime":1054.26,"endTime":1059.36,"body":"rule. I try and employ it in my"},{"speaker":"Andy Hart","startTime":1054.26,"endTime":1059.36,"body":"entire life, really. And it's"},{"speaker":"Andy Hart","startTime":1059.36,"endTime":1061.22,"body":"the whole Nick Murray thing,"},{"speaker":"Andy Hart","startTime":1059.36,"endTime":1061.22,"body":"isn't it? Clients become"},{"speaker":"Andy Hart","startTime":1061.22,"endTime":1064.61,"body":"friends, friends become clients."},{"speaker":"Andy Hart","startTime":1061.22,"endTime":1064.61,"body":"You know, you're taking on these"},{"speaker":"Andy Hart","startTime":1064.61,"endTime":1066.68,"body":"people, they're going to come"},{"speaker":"Andy Hart","startTime":1064.61,"endTime":1066.68,"body":"into your life, and they will"},{"speaker":"Andy Hart","startTime":1066.68,"endTime":1070.01,"body":"become friends over time. That's"},{"speaker":"Andy Hart","startTime":1066.68,"endTime":1070.01,"body":"a good thing. Because friends"},{"speaker":"Andy Hart","startTime":1070.01,"endTime":1072.92,"body":"listen to each other, and that"},{"speaker":"Andy Hart","startTime":1070.01,"endTime":1072.92,"body":"they can be, you know, brutally"},{"speaker":"Andy Hart","startTime":1072.92,"endTime":1075.32,"body":"honest with each other, which is"},{"speaker":"Andy Hart","startTime":1072.92,"endTime":1075.32,"body":"also a good in this mighty"},{"speaker":"Andy Hart","startTime":1075.32,"endTime":1077.96,"body":"profession. Nick, anything on"},{"speaker":"Andy Hart","startTime":1075.32,"endTime":1077.96,"body":"this subject?"},{"speaker":"Nick Lincoln","startTime":1110.04,"endTime":1112.6499999999999,"body":"Yeah, a couple of"},{"speaker":"Nick Lincoln","startTime":1110.04,"endTime":1112.6499999999999,"body":"points are. You talked about"},{"speaker":"Nick Lincoln","startTime":1112.6499999999999,"endTime":1114.93,"body":"clients becoming friends, I had"},{"speaker":"Nick Lincoln","startTime":1112.6499999999999,"endTime":1114.93,"body":"an annual planning meeting"},{"speaker":"Nick Lincoln","startTime":1114.93,"endTime":1120.78,"body":"yesterday with clients. And I've"},{"speaker":"Nick Lincoln","startTime":1114.93,"endTime":1120.78,"body":"been working with them 13 years."},{"speaker":"Nick Lincoln","startTime":1121.29,"endTime":1125.52,"body":"And I now do the financial, they"},{"speaker":"Nick Lincoln","startTime":1121.29,"endTime":1125.52,"body":"send me their updated financials"},{"speaker":"Nick Lincoln","startTime":1125.52,"endTime":1128.9099999999999,"body":"each year. And and what they"},{"speaker":"Nick Lincoln","startTime":1125.52,"endTime":1128.9099999999999,"body":"think they're going to be"},{"speaker":"Nick Lincoln","startTime":1128.9099999999999,"endTime":1131.1599999999999,"body":"spending going forward any one"},{"speaker":"Nick Lincoln","startTime":1128.9099999999999,"endTime":1131.1599999999999,"body":"off projects, and I do the"},{"speaker":"Nick Lincoln","startTime":1131.1599999999999,"endTime":1133.32,"body":"financial plan in my office. And"},{"speaker":"Nick Lincoln","startTime":1131.1599999999999,"endTime":1133.32,"body":"then I go, I yesterday went and"},{"speaker":"Nick Lincoln","startTime":1133.32,"endTime":1135.45,"body":"saw them for lunch. I didn't"},{"speaker":"Nick Lincoln","startTime":1133.32,"endTime":1135.45,"body":"even do the financial planning"},{"speaker":"Nick Lincoln","startTime":1135.45,"endTime":1139.59,"body":"with them. I said, I've done it."},{"speaker":"Nick Lincoln","startTime":1135.45,"endTime":1139.59,"body":"They know me now. They trust me."},{"speaker":"Nick Lincoln","startTime":1140.31,"endTime":1142.77,"body":"Because they're friends. And"},{"speaker":"Nick Lincoln","startTime":1140.31,"endTime":1142.77,"body":"after a while you become the"},{"speaker":"Nick Lincoln","startTime":1142.77,"endTime":1145.35,"body":"message. You know, it's not what"},{"speaker":"Nick Lincoln","startTime":1142.77,"endTime":1145.35,"body":"you say. It's how you say and"},{"speaker":"Nick Lincoln","startTime":1145.35,"endTime":1148.26,"body":"who's saying it. That's what"},{"speaker":"Nick Lincoln","startTime":1145.35,"endTime":1148.26,"body":"people buy into eventually, once"},{"speaker":"Nick Lincoln","startTime":1148.26,"endTime":1151.68,"body":"you've got that report going. So"},{"speaker":"Nick Lincoln","startTime":1148.26,"endTime":1151.68,"body":"I didn't even take my laptop and"},{"speaker":"Nick Lincoln","startTime":1151.68,"endTime":1154.05,"body":"my Catherine modeling software."},{"speaker":"Nick Lincoln","startTime":1151.68,"endTime":1154.05,"body":"So listen, you told me you want"},{"speaker":"Nick Lincoln","startTime":1154.05,"endTime":1158.6399999999999,"body":"to spend 60k on renovating the"},{"speaker":"Nick Lincoln","startTime":1154.05,"endTime":1158.6399999999999,"body":"house, I've run the figures, and"},{"speaker":"Nick Lincoln","startTime":1158.6399999999999,"endTime":1160.71,"body":"then you're going to be fine."},{"speaker":"Nick Lincoln","startTime":1158.6399999999999,"endTime":1160.71,"body":"And the nice thing is they're"},{"speaker":"Nick Lincoln","startTime":1160.74,"endTime":1163.8899999999999,"body":"bright, right? And they've got"},{"speaker":"Nick Lincoln","startTime":1160.74,"endTime":1163.8899999999999,"body":"money. They've got wealth, but"},{"speaker":"Nick Lincoln","startTime":1163.8899999999999,"endTime":1167.67,"body":"they just needed somebody to sit"},{"speaker":"Nick Lincoln","startTime":1163.8899999999999,"endTime":1167.67,"body":"on their shoulder and give them"},{"speaker":"Nick Lincoln","startTime":1167.67,"endTime":1171.51,"body":"permission. And I'm saying to"},{"speaker":"Nick Lincoln","startTime":1167.67,"endTime":1171.51,"body":"them as friends, I'm giving you"},{"speaker":"Nick Lincoln","startTime":1171.51,"endTime":1174.1499999999999,"body":"permission, go forth and do what"},{"speaker":"Nick Lincoln","startTime":1171.51,"endTime":1174.1499999999999,"body":"you want to do an hour that you"},{"speaker":"Nick Lincoln","startTime":1174.1499999999999,"endTime":1177.0,"body":"intuitively know you can afford"},{"speaker":"Nick Lincoln","startTime":1174.1499999999999,"endTime":1177.0,"body":"this and it's not going to put"},{"speaker":"Nick Lincoln","startTime":1177.0,"endTime":1182.01,"body":"you in financial peril later on,"},{"speaker":"Nick Lincoln","startTime":1177.0,"endTime":1182.01,"body":"crack on and do it. So that's"},{"speaker":"Nick Lincoln","startTime":1182.01,"endTime":1183.81,"body":"the thing about clubs becoming"},{"speaker":"Nick Lincoln","startTime":1182.01,"endTime":1183.81,"body":"friends, it's I have such an"},{"speaker":"Nick Lincoln","startTime":1183.81,"endTime":1185.9099999999999,"body":"informal way of just having a"},{"speaker":"Nick Lincoln","startTime":1183.81,"endTime":1185.9099999999999,"body":"nice meal, just joking and"},{"speaker":"Nick Lincoln","startTime":1185.9099999999999,"endTime":1188.34,"body":"chatting with them and"},{"speaker":"Nick Lincoln","startTime":1185.9099999999999,"endTime":1188.34,"body":"everything else. And the other"},{"speaker":"Nick Lincoln","startTime":1188.34,"endTime":1190.59,"body":"thing I'd say about the ideal"},{"speaker":"Nick Lincoln","startTime":1188.34,"endTime":1190.59,"body":"clients, and I would trust on"},{"speaker":"Nick Lincoln","startTime":1190.59,"endTime":1193.32,"body":"this, okay, you've got your"},{"speaker":"Nick Lincoln","startTime":1190.59,"endTime":1193.32,"body":"client personas, and you've got"},{"speaker":"Nick Lincoln","startTime":1193.32,"endTime":1196.92,"body":"your niches that you want. Just"},{"speaker":"Nick Lincoln","startTime":1193.32,"endTime":1196.92,"body":"but the most thing is go with"},{"speaker":"Nick Lincoln","startTime":1196.92,"endTime":1199.86,"body":"your intuition. Intuition. Just"},{"speaker":"Nick Lincoln","startTime":1196.92,"endTime":1199.86,"body":"you'll know within 30 seconds"},{"speaker":"Nick Lincoln","startTime":1199.86,"endTime":1201.84,"body":"whether or not you can work with"},{"speaker":"Nick Lincoln","startTime":1199.86,"endTime":1201.84,"body":"these people for the next 30"},{"speaker":"Nick Lincoln","startTime":1201.84,"endTime":1206.6399999999999,"body":"years. And it the gut feel thing"},{"speaker":"Nick Lincoln","startTime":1201.84,"endTime":1206.6399999999999,"body":"is so strong and you ignore it"},{"speaker":"Nick Lincoln","startTime":1206.6399999999999,"endTime":1210.48,"body":"at your peril. If someone comes"},{"speaker":"Nick Lincoln","startTime":1206.6399999999999,"endTime":1210.48,"body":"across as a mucker or a waster"},{"speaker":"Nick Lincoln","startTime":1211.62,"endTime":1214.8899999999999,"body":"get them out of the door,"},{"speaker":"Nick Lincoln","startTime":1211.62,"endTime":1214.8899999999999,"body":"politely get them out the door"},{"speaker":"Nick Lincoln","startTime":1214.8899999999999,"endTime":1219.18,"body":"and you know, Nurse bring the"},{"speaker":"Nick Lincoln","startTime":1214.8899999999999,"endTime":1219.18,"body":"next patient in. That's Jim"},{"speaker":"Nick Lincoln","startTime":1219.18,"endTime":1221.79,"body":"Yeah, trust you. This this is"},{"speaker":"Nick Lincoln","startTime":1219.18,"endTime":1221.79,"body":"this is what's happened. This is"},{"speaker":"Alan Smith","startTime":1223.2,"endTime":1226.29,"body":"the evolution of the"},{"speaker":"Alan Smith","startTime":1223.2,"endTime":1226.29,"body":"last sort of 1010 to 20 years or"},{"speaker":"Alan Smith","startTime":1226.29,"endTime":1228.6599999999999,"body":"so in our profession that"},{"speaker":"Alan Smith","startTime":1226.29,"endTime":1228.6599999999999,"body":"because it used to be much more"},{"speaker":"Alan Smith","startTime":1228.6599999999999,"endTime":1232.32,"body":"transactional sales driven"},{"speaker":"Alan Smith","startTime":1228.6599999999999,"endTime":1232.32,"body":"experience. So Canada didn't"},{"speaker":"Alan Smith","startTime":1232.32,"endTime":1235.83,"body":"matter if they were going to buy"},{"speaker":"Alan Smith","startTime":1232.32,"endTime":1235.83,"body":"a policy doesn't matter. But now"},{"speaker":"Alan Smith","startTime":1235.83,"endTime":1239.52,"body":"that every client, you sign up"},{"speaker":"Alan Smith","startTime":1235.83,"endTime":1239.52,"body":"now has a unique place in your"},{"speaker":"Alan Smith","startTime":1239.52,"endTime":1241.77,"body":"life and your calendar. Yeah."},{"speaker":"Alan Smith","startTime":1239.52,"endTime":1241.77,"body":"And they're in your calendar"},{"speaker":"Alan Smith","startTime":1241.77,"endTime":1244.77,"body":"every year. You ask yourself at"},{"speaker":"Alan Smith","startTime":1241.77,"endTime":1244.77,"body":"that stage, do I want this post"},{"speaker":"Alan Smith","startTime":1244.77,"endTime":1248.3999999999999,"body":"one, two or three hours of my"},{"speaker":"Alan Smith","startTime":1244.77,"endTime":1248.3999999999999,"body":"life every year, for the next 10"},{"speaker":"Alan Smith","startTime":1248.3999999999999,"endTime":1250.8899999999999,"body":"years with this person? And"},{"speaker":"Alan Smith","startTime":1248.3999999999999,"endTime":1250.8899999999999,"body":"that's, you know, that's that's"},{"speaker":"Alan Smith","startTime":1250.8899999999999,"endTime":1252.93,"body":"quite a defining decision"},{"speaker":"Nick Lincoln","startTime":1253.5,"endTime":1255.57,"body":"to make. And the"},{"speaker":"Nick Lincoln","startTime":1253.5,"endTime":1255.57,"body":"trouble is, it won't if you"},{"speaker":"Nick Lincoln","startTime":1255.57,"endTime":1257.67,"body":"bring a mocker on board, it"},{"speaker":"Nick Lincoln","startTime":1255.57,"endTime":1257.67,"body":"won't be three hours. Well,"},{"speaker":"Nick Lincoln","startTime":1257.67,"endTime":1258.69,"body":"it'll be 30. Exactly."},{"speaker":"Alan Smith","startTime":1261.75,"endTime":1262.47,"body":"Yeah, yeah."},{"speaker":"Carl Widger","startTime":1263.1299999999999,"endTime":1266.58,"body":"We do. Yeah, we do"},{"speaker":"Carl Widger","startTime":1263.1299999999999,"endTime":1266.58,"body":"talk privately amongst"},{"speaker":"Carl Widger","startTime":1266.58,"endTime":1269.55,"body":"ourselves. Don't worry about red"},{"speaker":"Carl Widger","startTime":1266.58,"endTime":1269.55,"body":"flags. And, you know, yeah, your"},{"speaker":"Carl Widger","startTime":1269.55,"endTime":1271.17,"body":"intuition is you saying that"},{"speaker":"Alan Smith","startTime":1272.76,"endTime":1275.28,"body":"he's got yellow"},{"speaker":"Alan Smith","startTime":1272.76,"endTime":1275.28,"body":"cards and red flags, suddenly,"},{"speaker":"Alan Smith","startTime":1275.55,"endTime":1278.61,"body":"you get you get a yellow card"},{"speaker":"Alan Smith","startTime":1275.55,"endTime":1278.61,"body":"early, early on, and then a red"},{"speaker":"Alan Smith","startTime":1278.61,"endTime":1278.9099999999999,"body":"flag."},{"speaker":"Andy Hart","startTime":1279.09,"endTime":1281.7,"body":"We talk about this"},{"speaker":"Andy Hart","startTime":1279.09,"endTime":1281.7,"body":"privately, don't we? But yeah,"},{"speaker":"Carl Widger","startTime":1282.42,"endTime":1285.21,"body":"very, very, very"},{"speaker":"Carl Widger","startTime":1282.42,"endTime":1285.21,"body":"trigger happy with his yellow,"},{"speaker":"Andy Hart","startTime":1287.25,"endTime":1291.6299999999999,"body":"red cards. And"},{"speaker":"Andy Hart","startTime":1287.25,"endTime":1291.6299999999999,"body":"there's, there's red flags for"},{"speaker":"Andy Hart","startTime":1291.6299999999999,"endTime":1293.6399999999999,"body":"clients, which we all know what"},{"speaker":"Andy Hart","startTime":1291.6299999999999,"endTime":1293.6399999999999,"body":"they are, but you can maybe talk"},{"speaker":"Andy Hart","startTime":1293.6399999999999,"endTime":1296.04,"body":"about them and not so there's"},{"speaker":"Andy Hart","startTime":1293.6399999999999,"endTime":1296.04,"body":"Amber flag, you think they don't"},{"speaker":"Andy Hart","startTime":1296.04,"endTime":1298.26,"body":"quite know about it. So just a"},{"speaker":"Andy Hart","startTime":1296.04,"endTime":1298.26,"body":"little bit of their sort of"},{"speaker":"Andy Hart","startTime":1299.6399999999999,"endTime":1302.67,"body":"inexperience or if they don't"},{"speaker":"Andy Hart","startTime":1299.6399999999999,"endTime":1302.67,"body":"know, and then there's obviously"},{"speaker":"Andy Hart","startTime":1302.67,"endTime":1305.94,"body":"green flags, I want help. And"},{"speaker":"Andy Hart","startTime":1302.67,"endTime":1305.94,"body":"I'm happy to pay fees, I've got"},{"speaker":"Andy Hart","startTime":1305.94,"endTime":1307.8,"body":"loads of money, you know, all"},{"speaker":"Andy Hart","startTime":1305.94,"endTime":1307.8,"body":"that sort of stuff that we know,"},{"speaker":"Andy Hart","startTime":1308.49,"endTime":1313.44,"body":"tech. But the other thing is?"},{"speaker":"Andy Hart","startTime":1308.49,"endTime":1313.44,"body":"Well, back to Allen's point, I"},{"speaker":"Andy Hart","startTime":1313.44,"endTime":1317.94,"body":"found in recent years, when"},{"speaker":"Andy Hart","startTime":1313.44,"endTime":1317.94,"body":"people haven't gone on the quest"},{"speaker":"Andy Hart","startTime":1317.94,"endTime":1321.03,"body":"to find a financial advisor,"},{"speaker":"Andy Hart","startTime":1317.94,"endTime":1321.03,"body":"they think financial advisors"},{"speaker":"Andy Hart","startTime":1321.03,"endTime":1324.12,"body":"are desperate to take them on."},{"speaker":"Andy Hart","startTime":1321.03,"endTime":1324.12,"body":"So they'll call up one person"},{"speaker":"Andy Hart","startTime":1324.12,"endTime":1326.1299999999999,"body":"and be a little bit rude and be"},{"speaker":"Andy Hart","startTime":1324.12,"endTime":1326.1299999999999,"body":"like, well, I've got this. So"},{"speaker":"Andy Hart","startTime":1326.1299999999999,"endTime":1328.53,"body":"you're going to come and see."},{"speaker":"Andy Hart","startTime":1326.1299999999999,"endTime":1328.53,"body":"And the advisor might be like,"},{"speaker":"Andy Hart","startTime":1328.71,"endTime":1330.72,"body":"we don't really do that. And"},{"speaker":"Andy Hart","startTime":1328.71,"endTime":1330.72,"body":"they think, Oh, my God, I got"},{"speaker":"Andy Hart","startTime":1330.72,"endTime":1333.3899999999999,"body":"pushed back there. And then the"},{"speaker":"Andy Hart","startTime":1330.72,"endTime":1333.3899999999999,"body":"next person they call, there are"},{"speaker":"Andy Hart","startTime":1333.3899999999999,"endTime":1336.81,"body":"a lot more, oh, I'm looking for"},{"speaker":"Andy Hart","startTime":1333.3899999999999,"endTime":1336.81,"body":"financial advisors, or any type"},{"speaker":"Andy Hart","startTime":1336.81,"endTime":1338.28,"body":"charts, you can get, you know,"},{"speaker":"Andy Hart","startTime":1336.81,"endTime":1338.28,"body":"they're a lot more sort of"},{"speaker":"Andy Hart","startTime":1338.28,"endTime":1341.85,"body":"cordial to the process. And they"},{"speaker":"Andy Hart","startTime":1338.28,"endTime":1341.85,"body":"might have got pushback from"},{"speaker":"Andy Hart","startTime":1341.85,"endTime":1344.28,"body":"about three or four financial"},{"speaker":"Andy Hart","startTime":1341.85,"endTime":1344.28,"body":"advisors. And then they bring up"},{"speaker":"Andy Hart","startTime":1344.28,"endTime":1346.71,"body":"the fifth one, and they'll go,"},{"speaker":"Andy Hart","startTime":1344.28,"endTime":1346.71,"body":"what have I got to do to get"},{"speaker":"Andy Hart","startTime":1346.71,"endTime":1349.71,"body":"financial advisor like I thought"},{"speaker":"Andy Hart","startTime":1346.71,"endTime":1349.71,"body":"it would be easy, and you guys"},{"speaker":"Andy Hart","startTime":1349.71,"endTime":1353.6399999999999,"body":"and gals will be clamoring to my"},{"speaker":"Andy Hart","startTime":1349.71,"endTime":1353.6399999999999,"body":"door to sign me up. And we're"},{"speaker":"Andy Hart","startTime":1353.6399999999999,"endTime":1356.8799999999999,"body":"all sort of screening them"},{"speaker":"Andy Hart","startTime":1353.6399999999999,"endTime":1356.8799999999999,"body":"going, No, I don't want you from"},{"speaker":"Andy Hart","startTime":1356.8799999999999,"endTime":1359.01,"body":"a sort of personality point of"},{"speaker":"Andy Hart","startTime":1356.8799999999999,"endTime":1359.01,"body":"view, I don't want you from a"},{"speaker":"Andy Hart","startTime":1359.01,"endTime":1360.87,"body":"wealth point, if it"},{"speaker":"Alan Smith","startTime":1361.6499999999999,"endTime":1364.6499999999999,"body":"surprises if we"},{"speaker":"Alan Smith","startTime":1361.6499999999999,"endTime":1364.6499999999999,"body":"describe at that initial"},{"speaker":"Alan Smith","startTime":1364.77,"endTime":1369.18,"body":"conversation with a prospective"},{"speaker":"Alan Smith","startTime":1364.77,"endTime":1369.18,"body":"client. And we say, the purpose"},{"speaker":"Alan Smith","startTime":1369.18,"endTime":1371.6399999999999,"body":"of that is just to identify if"},{"speaker":"Alan Smith","startTime":1369.18,"endTime":1371.6399999999999,"body":"you're a good fit for us if"},{"speaker":"Alan Smith","startTime":1371.6399999999999,"endTime":1374.43,"body":"we're a good fit for you. But"},{"speaker":"Alan Smith","startTime":1371.6399999999999,"endTime":1374.43,"body":"sometimes we eat people that"},{"speaker":"Alan Smith","startTime":1374.43,"endTime":1377.19,"body":"aren't a great fit for us. But"},{"speaker":"Alan Smith","startTime":1374.43,"endTime":1377.19,"body":"we you know, we'd happily send"},{"speaker":"Alan Smith","startTime":1377.19,"endTime":1380.25,"body":"you to somewhere else, and we"},{"speaker":"Alan Smith","startTime":1377.19,"endTime":1380.25,"body":"might be a better fit. And all"},{"speaker":"Alan Smith","startTime":1380.25,"endTime":1382.74,"body":"of a sudden the dynamics change."},{"speaker":"Alan Smith","startTime":1380.25,"endTime":1382.74,"body":"You're right, they go hang on"},{"speaker":"Alan Smith","startTime":1383.01,"endTime":1385.83,"body":"your every thought every advisor"},{"speaker":"Alan Smith","startTime":1383.01,"endTime":1385.83,"body":"wants my business, well, maybe"},{"speaker":"Alan Smith","startTime":1385.83,"endTime":1388.2,"body":"maybe not. And that's that's the"},{"speaker":"Alan Smith","startTime":1385.83,"endTime":1388.2,"body":"thing. Once you've been in"},{"speaker":"Alan Smith","startTime":1388.2,"endTime":1390.0,"body":"business for a while you've got"},{"speaker":"Alan Smith","startTime":1388.2,"endTime":1390.0,"body":"a mature business,"},{"speaker":"Andy Hart","startTime":1390.029,"endTime":1393.719,"body":"you definitely you"},{"speaker":"Andy Hart","startTime":1390.029,"endTime":1393.719,"body":"definitely know, considering I"},{"speaker":"Andy Hart","startTime":1393.719,"endTime":1396.389,"body":"haven't gone full steam ahead"},{"speaker":"Andy Hart","startTime":1393.719,"endTime":1396.389,"body":"with it. But I think some people"},{"speaker":"Andy Hart","startTime":1396.389,"endTime":1400.529,"body":"call them client interviews. You"},{"speaker":"Andy Hart","startTime":1396.389,"endTime":1400.529,"body":"know, like a discovery meeting."},{"speaker":"Andy Hart","startTime":1401.309,"endTime":1403.469,"body":"You know, we'll have an"},{"speaker":"Andy Hart","startTime":1401.309,"endTime":1403.469,"body":"interview to see if you're a fit"},{"speaker":"Andy Hart","startTime":1403.469,"endTime":1406.499,"body":"for us. And immediately the"},{"speaker":"Andy Hart","startTime":1403.469,"endTime":1406.499,"body":"framing of that is, is Jesus"},{"speaker":"Andy Hart","startTime":1406.499,"endTime":1408.719,"body":"Christ. I didn't realize you"},{"speaker":"Andy Hart","startTime":1406.499,"endTime":1408.719,"body":"were interviewing me. I mean,"},{"speaker":"Andy Hart","startTime":1408.719,"endTime":1411.029,"body":"it's the whole Nick Murray,"},{"speaker":"Andy Hart","startTime":1408.719,"endTime":1411.029,"body":"isn't it? We're qualifying them."},{"speaker":"Andy Hart","startTime":1411.029,"endTime":1412.199,"body":"They're not qualifying us."},{"speaker":"Carl Widger","startTime":1413.34,"endTime":1417.96,"body":"I heard one of your"},{"speaker":"Carl Widger","startTime":1413.34,"endTime":1417.96,"body":"on your latest podcast on the"},{"speaker":"Carl Widger","startTime":1418.26,"endTime":1420.96,"body":"guy de depressant trainer guy"},{"speaker":"Carl Widger","startTime":1418.26,"endTime":1420.96,"body":"that you interviewed was really"},{"speaker":"Carl Widger","startTime":1420.96,"endTime":1425.25,"body":"good. And he does propellants"},{"speaker":"Carl Widger","startTime":1420.96,"endTime":1425.25,"body":"market marketing on his website."},{"speaker":"Carl Widger","startTime":1425.6399999999999,"endTime":1429.09,"body":"So he's kind of pre screening"},{"speaker":"Carl Widger","startTime":1425.6399999999999,"endTime":1429.09,"body":"people saying, if you're not x,"},{"speaker":"Carl Widger","startTime":1429.09,"endTime":1432.42,"body":"y and Zed basically don't"},{"speaker":"Carl Widger","startTime":1429.09,"endTime":1432.42,"body":"contact we're not gonna get on."},{"speaker":"Carl Widger","startTime":1432.45,"endTime":1437.58,"body":"Yeah. And I thought it was, you"},{"speaker":"Carl Widger","startTime":1432.45,"endTime":1437.58,"body":"know, maybe not quite as harsh"},{"speaker":"Carl Widger","startTime":1437.61,"endTime":1441.03,"body":"as as how he puts it. But you"},{"speaker":"Carl Widger","startTime":1437.61,"endTime":1441.03,"body":"know, your your marketing"},{"speaker":"Carl Widger","startTime":1441.06,"endTime":1444.6599999999999,"body":"messaging can help in terms of"},{"speaker":"Carl Widger","startTime":1441.06,"endTime":1444.6599999999999,"body":"screening people before they"},{"speaker":"Carl Widger","startTime":1444.6599999999999,"endTime":1449.67,"body":"even come to you for that first"},{"speaker":"Carl Widger","startTime":1444.6599999999999,"endTime":1449.67,"body":"meeting. So I think to focus in"},{"speaker":"Carl Widger","startTime":1449.67,"endTime":1452.55,"body":"on that would be would be a good"},{"speaker":"Carl Widger","startTime":1449.67,"endTime":1452.55,"body":"idea for everybody. Tell people"},{"speaker":"Carl Widger","startTime":1452.58,"endTime":1453.6599999999999,"body":"in your messaging"},{"speaker":"Nick Lincoln","startTime":1453.69,"endTime":1457.05,"body":"call. You're given"},{"speaker":"Nick Lincoln","startTime":1453.69,"endTime":1457.05,"body":"that. Good. We've got a good"},{"speaker":"Nick Lincoln","startTime":1457.05,"endTime":1459.27,"body":"going over, I'm gonna draw a"},{"speaker":"Nick Lincoln","startTime":1457.05,"endTime":1459.27,"body":"line under it because we're"},{"speaker":"Nick Lincoln","startTime":1459.6,"endTime":1462.78,"body":"temperatures fugitive as we"},{"speaker":"Nick Lincoln","startTime":1459.6,"endTime":1462.78,"body":"speak. So you mentioned that the"},{"speaker":"Nick Lincoln","startTime":1462.78,"endTime":1465.96,"body":"vetting process that discovery"},{"speaker":"Nick Lincoln","startTime":1462.78,"endTime":1465.96,"body":"meetings, the client thinks"},{"speaker":"Nick Lincoln","startTime":1465.96,"endTime":1468.09,"body":"they're interviewing you, you're"},{"speaker":"Nick Lincoln","startTime":1465.96,"endTime":1468.09,"body":"interviewing them, and that is a"},{"speaker":"Nick Lincoln","startTime":1468.09,"endTime":1471.27,"body":"Nick Murray ism. And on that"},{"speaker":"Nick Lincoln","startTime":1468.09,"endTime":1471.27,"body":"note, Nick Murray had his annual"},{"speaker":"Nick Lincoln","startTime":1471.27,"endTime":1474.69,"body":"behavioral conference last week."},{"speaker":"Nick Lincoln","startTime":1471.27,"endTime":1474.69,"body":"He used to do it in in"},{"speaker":"Nick Lincoln","startTime":1474.69,"endTime":1478.2,"body":"Manhattan. And he certainly been"},{"speaker":"Nick Lincoln","startTime":1474.69,"endTime":1478.2,"body":"I think, Alan, you might have"},{"speaker":"Nick Lincoln","startTime":1478.2,"endTime":1480.93,"body":"been I can't remember. I never"},{"speaker":"Nick Lincoln","startTime":1478.2,"endTime":1480.93,"body":"had the chance to go he's not"},{"speaker":"Nick Lincoln","startTime":1480.93,"endTime":1484.29,"body":"doing the physical meetings"},{"speaker":"Nick Lincoln","startTime":1480.93,"endTime":1484.29,"body":"anymore. It's all online. I"},{"speaker":"Nick Lincoln","startTime":1485.25,"endTime":1488.1,"body":"attended that online thing last"},{"speaker":"Nick Lincoln","startTime":1485.25,"endTime":1488.1,"body":"week. And it was you know, I"},{"speaker":"Nick Lincoln","startTime":1488.1,"endTime":1490.59,"body":"know some of us are a little we"},{"speaker":"Nick Lincoln","startTime":1488.1,"endTime":1490.59,"body":"raise our I can feel people in"},{"speaker":"Nick Lincoln","startTime":1490.59,"endTime":1493.3799999999999,"body":"the in the trap studio raising"},{"speaker":"Nick Lincoln","startTime":1490.59,"endTime":1493.3799999999999,"body":"their eyebrows. I think my a"},{"speaker":"Nick Lincoln","startTime":1493.3799999999999,"endTime":1496.35,"body":"little bit. Yes, he does say the"},{"speaker":"Nick Lincoln","startTime":1493.3799999999999,"endTime":1496.35,"body":"same thing. Pretty much every"},{"speaker":"Nick Lincoln","startTime":1496.35,"endTime":1499.11,"body":"year, he finds new ways to say"},{"speaker":"Nick Lincoln","startTime":1496.35,"endTime":1499.11,"body":"it and invent new words to say"},{"speaker":"Nick Lincoln","startTime":1499.11,"endTime":1501.81,"body":"that go on and his new word list"},{"speaker":"Nick Lincoln","startTime":1499.11,"endTime":1501.81,"body":"that he's, he's building up in"},{"speaker":"Nick Lincoln","startTime":1501.81,"endTime":1505.3799999999999,"body":"the background. And he talks"},{"speaker":"Nick Lincoln","startTime":1501.81,"endTime":1505.3799999999999,"body":"about get dispensing the vitamin"},{"speaker":"Nick Lincoln","startTime":1505.3799999999999,"endTime":1508.77,"body":"C to clients all the time. And"},{"speaker":"Nick Lincoln","startTime":1505.3799999999999,"endTime":1508.77,"body":"when I listen to Nick Murray,"},{"speaker":"Nick Lincoln","startTime":1508.8,"endTime":1512.61,"body":"it's dispensing the vitamin C"},{"speaker":"Nick Lincoln","startTime":1508.8,"endTime":1512.61,"body":"for me, you know, it's just Oh,"},{"speaker":"Nick Lincoln","startTime":1512.61,"endTime":1514.98,"body":"yeah, you know what he is right."},{"speaker":"Nick Lincoln","startTime":1512.61,"endTime":1514.98,"body":"And that's a nice turn of phrase"},{"speaker":"Nick Lincoln","startTime":1514.98,"endTime":1518.22,"body":"and the stats do add up. It was"},{"speaker":"Nick Lincoln","startTime":1514.98,"endTime":1518.22,"body":"very good, the best part he that"},{"speaker":"Nick Lincoln","startTime":1518.22,"endTime":1521.1,"body":"he does three sessions and then"},{"speaker":"Nick Lincoln","startTime":1518.22,"endTime":1521.1,"body":"a q\u0026a session at the end, which"},{"speaker":"Nick Lincoln","startTime":1521.1,"endTime":1523.5,"body":"is about overcoming objections"},{"speaker":"Nick Lincoln","startTime":1521.1,"endTime":1523.5,"body":"that he will he wouldn't call it"},{"speaker":"Nick Lincoln","startTime":1523.5,"endTime":1526.68,"body":"He slapped me if I said"},{"speaker":"Nick Lincoln","startTime":1523.5,"endTime":1526.68,"body":"overcoming objections, and that"},{"speaker":"Nick Lincoln","startTime":1526.68,"endTime":1530.04,"body":"the q\u0026a bit is very, very good."},{"speaker":"Nick Lincoln","startTime":1526.68,"endTime":1530.04,"body":"You know how when when somebody"},{"speaker":"Nick Lincoln","startTime":1530.04,"endTime":1532.59,"body":"He has an objection to a race."},{"speaker":"Nick Lincoln","startTime":1530.04,"endTime":1532.59,"body":"Someone just asked what the real"},{"speaker":"Nick Lincoln","startTime":1532.59,"endTime":1535.2,"body":"just keep on Ask the question"},{"speaker":"Nick Lincoln","startTime":1532.59,"endTime":1535.2,"body":"asked question back and find out"},{"speaker":"Nick Lincoln","startTime":1535.2,"endTime":1538.47,"body":"what the real issue is because"},{"speaker":"Nick Lincoln","startTime":1535.2,"endTime":1538.47,"body":"people prospects will ask a"},{"speaker":"Nick Lincoln","startTime":1538.47,"endTime":1539.8799999999999,"body":"question, but that's not"},{"speaker":"Nick Lincoln","startTime":1538.47,"endTime":1539.8799999999999,"body":"actually the question they're"},{"speaker":"Nick Lincoln","startTime":1539.8799999999999,"endTime":1542.46,"body":"asking. They, they they just,"},{"speaker":"Nick Lincoln","startTime":1539.8799999999999,"endTime":1542.46,"body":"but there's something else going"},{"speaker":"Nick Lincoln","startTime":1542.46,"endTime":1544.6499999999999,"body":"on you used, you just got to"},{"speaker":"Nick Lincoln","startTime":1542.46,"endTime":1544.6499999999999,"body":"peel the onion very slowly. So"},{"speaker":"Nick Lincoln","startTime":1544.6499999999999,"endTime":1547.5,"body":"that was very good. I don't have"},{"speaker":"Nick Lincoln","startTime":1544.6499999999999,"endTime":1547.5,"body":"much more to say on that, except"},{"speaker":"Nick Lincoln","startTime":1547.5,"endTime":1550.5,"body":"to say that on the back of the"},{"speaker":"Nick Lincoln","startTime":1547.5,"endTime":1550.5,"body":"whole behavioral thing, which I"},{"speaker":"Nick Lincoln","startTime":1550.5,"endTime":1553.05,"body":"think we know, we're all wedded"},{"speaker":"Nick Lincoln","startTime":1550.5,"endTime":1553.05,"body":"into, right? That's our value"},{"speaker":"Nick Lincoln","startTime":1553.05,"endTime":1556.29,"body":"proposition really is here's Mr."},{"speaker":"Nick Lincoln","startTime":1553.05,"endTime":1556.29,"body":"Mrs. Client, here's your plan."},{"speaker":"Nick Lincoln","startTime":1556.83,"endTime":1559.53,"body":"Here's the next 30 years of your"},{"speaker":"Nick Lincoln","startTime":1556.83,"endTime":1559.53,"body":"life, we're going to keep you on"},{"speaker":"Nick Lincoln","startTime":1559.53,"endTime":1561.6,"body":"this plan, right, we're going to"},{"speaker":"Nick Lincoln","startTime":1559.53,"endTime":1561.6,"body":"stop you blowing yourself up."},{"speaker":"Nick Lincoln","startTime":1561.6,"endTime":1564.42,"body":"And we're going to save your tax"},{"speaker":"Nick Lincoln","startTime":1561.6,"endTime":1564.42,"body":"and costs and expensive fees"},{"speaker":"Nick Lincoln","startTime":1564.42,"endTime":1567.06,"body":"along the way. But we're going"},{"speaker":"Nick Lincoln","startTime":1564.42,"endTime":1567.06,"body":"to stand between you and stupid."},{"speaker":"Nick Lincoln","startTime":1567.84,"endTime":1571.56,"body":"And Alan yesterday on Twitter, I"},{"speaker":"Nick Lincoln","startTime":1567.84,"endTime":1571.56,"body":"saw you put a story out there"},{"speaker":"Nick Lincoln","startTime":1571.56,"endTime":1576.3,"body":"about floundering robo advisors."},{"speaker":"Nick Lincoln","startTime":1571.56,"endTime":1576.3,"body":"The fact that these robo advisor"},{"speaker":"Nick Lincoln","startTime":1576.3,"endTime":1579.93,"body":"platforms that have no human"},{"speaker":"Nick Lincoln","startTime":1576.3,"endTime":1579.93,"body":"element have no behavioral"},{"speaker":"Nick Lincoln","startTime":1579.96,"endTime":1583.62,"body":"element, it's just the investor"},{"speaker":"Nick Lincoln","startTime":1579.96,"endTime":1583.62,"body":"and a cell and a buy button"},{"speaker":"Nick Lincoln","startTime":1583.62,"endTime":1587.8799999999999,"body":"online. They are losing assets"},{"speaker":"Nick Lincoln","startTime":1583.62,"endTime":1587.8799999999999,"body":"hand over hand over fist in the"},{"speaker":"Nick Lincoln","startTime":1587.8799999999999,"endTime":1591.21,"body":"current climates. And I just one"},{"speaker":"Nick Lincoln","startTime":1587.8799999999999,"endTime":1591.21,"body":"quote from the article and I put"},{"speaker":"Nick Lincoln","startTime":1591.21,"endTime":1594.36,"body":"a link to the article in the so"},{"speaker":"Nick Lincoln","startTime":1591.21,"endTime":1594.36,"body":"called shownotes. Many investors"},{"speaker":"Nick Lincoln","startTime":1594.36,"endTime":1597.27,"body":"are facing extreme and"},{"speaker":"Nick Lincoln","startTime":1594.36,"endTime":1597.27,"body":"complicated market conditions"},{"speaker":"Nick Lincoln","startTime":1597.27,"endTime":1603.24,"body":"for the first time causing some"},{"speaker":"Nick Lincoln","startTime":1597.27,"endTime":1603.24,"body":"paralysis and panic. Thank you."},{"speaker":"Nick Lincoln","startTime":1603.75,"endTime":1606.45,"body":"That's why we're here. So that's"},{"speaker":"Nick Lincoln","startTime":1603.75,"endTime":1606.45,"body":"my if you've got any thoughts on"},{"speaker":"Nick Lincoln","startTime":1606.45,"endTime":1609.0,"body":"that, I'm happy to move on to"},{"speaker":"Nick Lincoln","startTime":1606.45,"endTime":1609.0,"body":"the next comment. The next juice"},{"speaker":"Nick Lincoln","startTime":1609.03,"endTime":1609.57,"body":"just on the"},{"speaker":"Andy Hart","startTime":1609.57,"endTime":1612.45,"body":"Nick Murray"},{"speaker":"Andy Hart","startTime":1609.57,"endTime":1612.45,"body":"conference. Nick, can you"},{"speaker":"Andy Hart","startTime":1612.45,"endTime":1615.51,"body":"explain you Bob probably didn't"},{"speaker":"Andy Hart","startTime":1612.45,"endTime":1615.51,"body":"know the story better. You're in"},{"speaker":"Andy Hart","startTime":1615.51,"endTime":1618.78,"body":"the you know, this is a football"},{"speaker":"Andy Hart","startTime":1615.51,"endTime":1618.78,"body":"and the coach that that's"},{"speaker":"Andy Hart","startTime":1618.78,"endTime":1621.18,"body":"attributed to do you want to"},{"speaker":"Andy Hart","startTime":1618.78,"endTime":1621.18,"body":"share a little bit about that?"},{"speaker":"Nick Lincoln","startTime":1622.079,"endTime":1624.479,"body":"Yes. So you know,"},{"speaker":"Nick Lincoln","startTime":1622.079,"endTime":1624.479,"body":"with Nick Murray is often just"},{"speaker":"Nick Lincoln","startTime":1624.479,"endTime":1627.479,"body":"go back to basics, right? Let's"},{"speaker":"Nick Lincoln","startTime":1624.479,"endTime":1627.479,"body":"just start from first principles"},{"speaker":"Nick Lincoln","startTime":1627.479,"endTime":1630.4189999999999,"body":"and every behavioral conference,"},{"speaker":"Nick Lincoln","startTime":1627.479,"endTime":1630.4189999999999,"body":"Ed, that he Latinized the"},{"speaker":"Nick Lincoln","startTime":1630.4189999999999,"endTime":1635.249,"body":"principles, this is a football"},{"speaker":"Nick Lincoln","startTime":1630.4189999999999,"endTime":1635.249,"body":"Okay, so the I'm an NFL Santos,"},{"speaker":"Nick Lincoln","startTime":1635.249,"endTime":1637.739,"body":"you can you can make your own"},{"speaker":"Nick Lincoln","startTime":1635.249,"endTime":1637.739,"body":"judgment about that. But there"},{"speaker":"Nick Lincoln","startTime":1637.739,"endTime":1640.9189999999999,"body":"was, there is a franchise and"},{"speaker":"Nick Lincoln","startTime":1637.739,"endTime":1640.9189999999999,"body":"there was a franchise called the"},{"speaker":"Nick Lincoln","startTime":1640.9189999999999,"endTime":1645.089,"body":"Green Bay Packers, and it's"},{"speaker":"Nick Lincoln","startTime":1640.9189999999999,"endTime":1645.089,"body":"still in existence. And in 1959,"},{"speaker":"Nick Lincoln","startTime":1645.089,"endTime":1647.309,"body":"it was an awful franchise, it"},{"speaker":"Nick Lincoln","startTime":1645.089,"endTime":1647.309,"body":"just couldn't win a Mac had a"},{"speaker":"Nick Lincoln","startTime":1647.309,"endTime":1649.529,"body":"very good roster of players a"},{"speaker":"Nick Lincoln","startTime":1647.309,"endTime":1649.529,"body":"very good score, but they"},{"speaker":"Nick Lincoln","startTime":1649.529,"endTime":1652.349,"body":"couldn't win. They couldn't win"},{"speaker":"Nick Lincoln","startTime":1649.529,"endTime":1652.349,"body":"a game. There's only 12 Getting"},{"speaker":"Nick Lincoln","startTime":1652.349,"endTime":1655.289,"body":"14 games season then and they"},{"speaker":"Nick Lincoln","startTime":1652.349,"endTime":1655.289,"body":"only finished two and 10 in that"},{"speaker":"Nick Lincoln","startTime":1655.289,"endTime":1659.789,"body":"season. And then they hired this"},{"speaker":"Nick Lincoln","startTime":1655.289,"endTime":1659.789,"body":"guy called Vince Lombardi. Now,"},{"speaker":"Nick Lincoln","startTime":1660.569,"endTime":1662.399,"body":"even people that don't know"},{"speaker":"Nick Lincoln","startTime":1660.569,"endTime":1662.399,"body":"about the NFL have probably"},{"speaker":"Nick Lincoln","startTime":1662.399,"endTime":1664.649,"body":"heard of Vince Lombardi because"},{"speaker":"Nick Lincoln","startTime":1662.399,"endTime":1664.649,"body":"every when the when the each"},{"speaker":"Nick Lincoln","startTime":1664.649,"endTime":1668.039,"body":"season the NFL, when they're the"},{"speaker":"Nick Lincoln","startTime":1664.649,"endTime":1668.039,"body":"one who wins the super bowl"},{"speaker":"Nick Lincoln","startTime":1668.039,"endTime":1671.009,"body":"holds up the Vince Lombardi"},{"speaker":"Nick Lincoln","startTime":1668.039,"endTime":1671.009,"body":"trophy. That's how big this guy"},{"speaker":"Nick Lincoln","startTime":1671.009,"endTime":1674.609,"body":"is. And Vince Lombardi is is."},{"speaker":"Nick Lincoln","startTime":1671.009,"endTime":1674.609,"body":"I'm trying to think about it. So"},{"speaker":"Nick Lincoln","startTime":1674.6689999999999,"endTime":1677.9089999999999,"body":"I mean, I suppose Alex Ferguson"},{"speaker":"Nick Lincoln","startTime":1674.6689999999999,"endTime":1677.9089999999999,"body":"would be the one in in, in"},{"speaker":"Nick Lincoln","startTime":1677.9089999999999,"endTime":1680.339,"body":"football, I mean, Vince"},{"speaker":"Nick Lincoln","startTime":1677.9089999999999,"endTime":1680.339,"body":"Lombardi, he turned around the"},{"speaker":"Nick Lincoln","startTime":1680.339,"endTime":1683.099,"body":"Green Bay Packers, and he went"},{"speaker":"Nick Lincoln","startTime":1680.339,"endTime":1683.099,"body":"back to first principles with"},{"speaker":"Nick Lincoln","startTime":1683.099,"endTime":1686.9389999999999,"body":"them when he took over in 1959."},{"speaker":"Nick Lincoln","startTime":1683.099,"endTime":1686.9389999999999,"body":"And he held his he got all these"},{"speaker":"Nick Lincoln","startTime":1686.9389999999999,"endTime":1691.559,"body":"these squats about 60 You know,"},{"speaker":"Nick Lincoln","startTime":1686.9389999999999,"endTime":1691.559,"body":"these, these, these young men,"},{"speaker":"Nick Lincoln","startTime":1691.829,"endTime":1695.789,"body":"and he said, he held up a"},{"speaker":"Nick Lincoln","startTime":1691.829,"endTime":1695.789,"body":"football, this is a football."},{"speaker":"Nick Lincoln","startTime":1696.329,"endTime":1699.839,"body":"And our goal is to get it from"},{"speaker":"Nick Lincoln","startTime":1696.329,"endTime":1699.839,"body":"this end of the pitch to the"},{"speaker":"Nick Lincoln","startTime":1699.839,"endTime":1703.199,"body":"other. And this is how we're"},{"speaker":"Nick Lincoln","startTime":1699.839,"endTime":1703.199,"body":"going to do it. And it was just"},{"speaker":"Nick Lincoln","startTime":1703.199,"endTime":1705.9289999999999,"body":"okay. It was like fundamentally"},{"speaker":"Nick Lincoln","startTime":1703.199,"endTime":1705.9289999999999,"body":"one of the Wiseacres in the room"},{"speaker":"Nick Lincoln","startTime":1705.9289999999999,"endTime":1712.6789999999999,"body":"said Can you slow down coach"},{"speaker":"Nick Lincoln","startTime":1705.9289999999999,"endTime":1712.6789999999999,"body":"you've lost me factor but you"},{"speaker":"Nick Lincoln","startTime":1712.6789999999999,"endTime":1717.599,"body":"know, there's archetypal genius"},{"speaker":"Nick Lincoln","startTime":1712.6789999999999,"endTime":1717.599,"body":"of American football, who's"},{"speaker":"Nick Lincoln","startTime":1717.599,"endTime":1721.4389999999999,"body":"still us who's who's plays and"},{"speaker":"Nick Lincoln","startTime":1717.599,"endTime":1721.4389999999999,"body":"schemes are still used today. He"},{"speaker":"Nick Lincoln","startTime":1721.4389999999999,"endTime":1723.539,"body":"started all over the"},{"speaker":"Nick Lincoln","startTime":1721.4389999999999,"endTime":1723.539,"body":"transformation of green did"},{"speaker":"Nick Lincoln","startTime":1723.539,"endTime":1725.9389999999999,"body":"Green Bay Packers into this in"},{"speaker":"Nick Lincoln","startTime":1723.539,"endTime":1725.9389999999999,"body":"this magnificent franchise by"},{"speaker":"Nick Lincoln","startTime":1725.9389999999999,"endTime":1728.729,"body":"saying this is a football and"},{"speaker":"Nick Lincoln","startTime":1725.9389999999999,"endTime":1728.729,"body":"that's what Nick Murray was"},{"speaker":"Nick Lincoln","startTime":1728.729,"endTime":1729.6589999999999,"body":"alluding to with this"},{"speaker":"Andy Hart","startTime":1729.69,"endTime":1732.36,"body":"wasn't wasn't wasn't"},{"speaker":"Andy Hart","startTime":1729.69,"endTime":1732.36,"body":"out of the 60 players, there was"},{"speaker":"Andy Hart","startTime":1732.3899999999999,"endTime":1736.17,"body":"a future Hall of Famers in that"},{"speaker":"Andy Hart","startTime":1732.3899999999999,"endTime":1736.17,"body":"bunch of see right. Yeah."},{"speaker":"Andy Hart","startTime":1737.28,"endTime":1739.2,"body":"Terrible in 1959"},{"speaker":"Nick Lincoln","startTime":1739.44,"endTime":1741.78,"body":"Yeah, yeah. So"},{"speaker":"Nick Lincoln","startTime":1739.44,"endTime":1741.78,"body":"they had everything there but a"},{"speaker":"Nick Lincoln","startTime":1741.78,"endTime":1745.5,"body":"good coach, and the good coach"},{"speaker":"Nick Lincoln","startTime":1741.78,"endTime":1745.5,"body":"came in and and transformed them"},{"speaker":"Nick Lincoln","startTime":1745.5,"endTime":1746.37,"body":"and yeah"},{"speaker":"Alan Smith","startTime":1750.33,"endTime":1752.7,"body":"it's amazing. So"},{"speaker":"Alan Smith","startTime":1750.33,"endTime":1752.7,"body":"there's some great books written"},{"speaker":"Alan Smith","startTime":1752.7,"endTime":1755.85,"body":"about Lombardi and you know, he"},{"speaker":"Alan Smith","startTime":1752.7,"endTime":1755.85,"body":"just inspired your generations"},{"speaker":"Alan Smith","startTime":1755.97,"endTime":1761.1,"body":"but isn't isn't that very"},{"speaker":"Alan Smith","startTime":1755.97,"endTime":1761.1,"body":"representative of our industry,"},{"speaker":"Alan Smith","startTime":1761.1599999999999,"endTime":1763.74,"body":"our profession where people try"},{"speaker":"Alan Smith","startTime":1761.1599999999999,"endTime":1763.74,"body":"to complicate and complicated"},{"speaker":"Alan Smith","startTime":1763.77,"endTime":1766.62,"body":"over and you know, it build in"},{"speaker":"Alan Smith","startTime":1763.77,"endTime":1766.62,"body":"different investment"},{"speaker":"Alan Smith","startTime":1766.62,"endTime":1769.56,"body":"propositions and alternatives"},{"speaker":"Alan Smith","startTime":1766.62,"endTime":1769.56,"body":"and you name it No, just get"},{"speaker":"Alan Smith","startTime":1769.56,"endTime":1771.96,"body":"back to basics. What are we"},{"speaker":"Alan Smith","startTime":1769.56,"endTime":1771.96,"body":"trying to do? We're trying to"},{"speaker":"Alan Smith","startTime":1771.96,"endTime":1775.71,"body":"get you from here to there"},{"speaker":"Alan Smith","startTime":1771.96,"endTime":1775.71,"body":"safely. And there only are a"},{"speaker":"Alan Smith","startTime":1775.71,"endTime":1778.5,"body":"handful of things you ought to"},{"speaker":"Alan Smith","startTime":1775.71,"endTime":1778.5,"body":"do consistently. But the"},{"speaker":"Alan Smith","startTime":1778.5,"endTime":1779.97,"body":"industry looks to complicate"},{"speaker":"Alan Smith","startTime":1778.5,"endTime":1779.97,"body":"things"},{"speaker":"Nick Lincoln","startTime":1780.0,"endTime":1782.34,"body":"oh my god, you"},{"speaker":"Nick Lincoln","startTime":1780.0,"endTime":1782.34,"body":"just nailed you just now again,"},{"speaker":"Nick Lincoln","startTime":1782.34,"endTime":1786.6299999999999,"body":"we could talk about this forever"},{"speaker":"Nick Lincoln","startTime":1782.34,"endTime":1786.6299999999999,"body":"how and you know that these we"},{"speaker":"Nick Lincoln","startTime":1786.6299999999999,"endTime":1788.85,"body":"know who they are, they're out"},{"speaker":"Nick Lincoln","startTime":1786.6299999999999,"endTime":1788.85,"body":"there that these these brands"},{"speaker":"Nick Lincoln","startTime":1788.85,"endTime":1792.0,"body":"that overcomplicated justify"},{"speaker":"Nick Lincoln","startTime":1788.85,"endTime":1792.0,"body":"their fees, and it's an absolute"},{"speaker":"Nick Lincoln","startTime":1792.3,"endTime":1797.94,"body":"curse on our on our profession."},{"speaker":"Nick Lincoln","startTime":1792.3,"endTime":1797.94,"body":"We learn about the more you"},{"speaker":"Nick Lincoln","startTime":1797.94,"endTime":1800.37,"body":"unlearn and you strip back to"},{"speaker":"Nick Lincoln","startTime":1797.94,"endTime":1800.37,"body":"the bare basics. This is a"},{"speaker":"Nick Lincoln","startTime":1800.37,"endTime":1804.51,"body":"football show. This is the real"},{"speaker":"Nick Lincoln","startTime":1800.37,"endTime":1804.51,"body":"kittens. You're going to run out"},{"speaker":"Nick Lincoln","startTime":1804.51,"endTime":1806.55,"body":"of money in retirement unless"},{"speaker":"Nick Lincoln","startTime":1804.51,"endTime":1806.55,"body":"you do this and this and this is"},{"speaker":"Nick Lincoln","startTime":1806.55,"endTime":1809.1,"body":"how we're going to get you there"},{"speaker":"Nick Lincoln","startTime":1806.55,"endTime":1809.1,"body":"play by play by play and we'll"},{"speaker":"Nick Lincoln","startTime":1809.1,"endTime":1811.92,"body":"win your Super Bowl for you."},{"speaker":"Nick Lincoln","startTime":1809.1,"endTime":1811.92,"body":"Okay, I'll be coaching you to"},{"speaker":"Nick Lincoln","startTime":1811.92,"endTime":1815.52,"body":"your Super Bowl success. And now"},{"speaker":"Nick Lincoln","startTime":1811.92,"endTime":1815.52,"body":"for the torturous analysis or"},{"speaker":"Nick Lincoln","startTime":1815.52,"endTime":1818.52,"body":"analogies even Mr. Smith, you've"},{"speaker":"Nick Lincoln","startTime":1815.52,"endTime":1818.52,"body":"got a topic you want to talk"},{"speaker":"Nick Lincoln","startTime":1818.52,"endTime":1821.46,"body":"about, which is mastermind"},{"speaker":"Nick Lincoln","startTime":1818.52,"endTime":1821.46,"body":"groups."},{"speaker":"Alan Smith","startTime":1822.45,"endTime":1825.6,"body":"Right Okay. All"},{"speaker":"Alan Smith","startTime":1822.45,"endTime":1825.6,"body":"right. Do your jingle then I'm"},{"speaker":"Alan Smith","startTime":1825.6,"endTime":1826.1399999999999,"body":"gonna start with"},{"speaker":"Unknown","startTime":1829.6499999999999,"endTime":1835.08,"body":"grab yourself a drink a"},{"speaker":"Unknown","startTime":1829.6499999999999,"endTime":1835.08,"body":"very long drink. It's story time"},{"speaker":"Unknown","startTime":1835.29,"endTime":1836.73,"body":"with Alan Smith."},{"speaker":"Alan Smith","startTime":1840.1499999999999,"endTime":1843.18,"body":"All right, thank"},{"speaker":"Alan Smith","startTime":1840.1499999999999,"endTime":1843.18,"body":"you, Nick, when I came into this"},{"speaker":"Alan Smith","startTime":1843.45,"endTime":1848.67,"body":"illustrious profession, or when"},{"speaker":"Alan Smith","startTime":1843.45,"endTime":1848.67,"body":"I set up as an IFV, I started"},{"speaker":"Alan Smith","startTime":1848.67,"endTime":1851.76,"body":"meeting a few other ISVs. And"},{"speaker":"Alan Smith","startTime":1848.67,"endTime":1851.76,"body":"there was one, I'm gonna give"},{"speaker":"Alan Smith","startTime":1851.76,"endTime":1855.45,"body":"them a name, check here shout"},{"speaker":"Alan Smith","startTime":1851.76,"endTime":1855.45,"body":"out. His name is John Joseph,"},{"speaker":"Alan Smith","startTime":1855.48,"endTime":1858.12,"body":"who is just kind of going into"},{"speaker":"Alan Smith","startTime":1855.48,"endTime":1858.12,"body":"retirement now and it but his"},{"speaker":"Alan Smith","startTime":1858.12,"endTime":1861.42,"body":"son, Jimmy is taking over his"},{"speaker":"Alan Smith","startTime":1858.12,"endTime":1861.42,"body":"business. He runs a good"},{"speaker":"Alan Smith","startTime":1861.42,"endTime":1864.18,"body":"financial planning practice in"},{"speaker":"Alan Smith","startTime":1861.42,"endTime":1864.18,"body":"North London. But John was super"},{"speaker":"Alan Smith","startTime":1864.18,"endTime":1866.67,"body":"kind as many other people were"},{"speaker":"Alan Smith","startTime":1864.18,"endTime":1866.67,"body":"at the time when I was sort of a"},{"speaker":"Alan Smith","startTime":1866.67,"endTime":1871.17,"body":"young, aspiring IFA. And John"},{"speaker":"Alan Smith","startTime":1866.67,"endTime":1871.17,"body":"says to me, who at the time ran"},{"speaker":"Alan Smith","startTime":1871.17,"endTime":1874.68,"body":"a really successful, you know,"},{"speaker":"Alan Smith","startTime":1871.17,"endTime":1874.68,"body":"busy firm in the West End of"},{"speaker":"Alan Smith","startTime":1874.68,"endTime":1878.22,"body":"London, and I knew him of old"},{"speaker":"Alan Smith","startTime":1874.68,"endTime":1878.22,"body":"and he said, Look, when you get"},{"speaker":"Alan Smith","startTime":1878.22,"endTime":1881.19,"body":"started being setting up your"},{"speaker":"Alan Smith","startTime":1878.22,"endTime":1881.19,"body":"own business, or almost any"},{"speaker":"Alan Smith","startTime":1881.22,"endTime":1883.74,"body":"financial planning business,"},{"speaker":"Alan Smith","startTime":1881.22,"endTime":1883.74,"body":"even the bigger ones are pretty"},{"speaker":"Alan Smith","startTime":1883.74,"endTime":1887.55,"body":"small businesses, but I was sort"},{"speaker":"Alan Smith","startTime":1883.74,"endTime":1887.55,"body":"of a sole trader, one man band,"},{"speaker":"Alan Smith","startTime":1888.0,"endTime":1890.1599999999999,"body":"he said, You got to get into a"},{"speaker":"Alan Smith","startTime":1888.0,"endTime":1890.1599999999999,"body":"network, you've got to meet"},{"speaker":"Alan Smith","startTime":1890.19,"endTime":1893.46,"body":"other like minded advisors,"},{"speaker":"Alan Smith","startTime":1890.19,"endTime":1893.46,"body":"like, like you. So he invited me"},{"speaker":"Alan Smith","startTime":1893.46,"endTime":1897.1499999999999,"body":"into something back in those"},{"speaker":"Alan Smith","startTime":1893.46,"endTime":1897.1499999999999,"body":"days, which then was called the"},{"speaker":"Alan Smith","startTime":1897.1499999999999,"endTime":1900.84,"body":"West End Breakfast Club. And it"},{"speaker":"Alan Smith","startTime":1897.1499999999999,"endTime":1900.84,"body":"was a group of probably about"},{"speaker":"Alan Smith","startTime":1900.87,"endTime":1904.8899999999999,"body":"1820 advisors. That mean, told"},{"speaker":"Alan Smith","startTime":1900.87,"endTime":1904.8899999999999,"body":"you how long ago was because I"},{"speaker":"Alan Smith","startTime":1904.8899999999999,"endTime":1907.47,"body":"was the youngest or one of the"},{"speaker":"Alan Smith","startTime":1904.8899999999999,"endTime":1907.47,"body":"youngest going into that group."},{"speaker":"Alan Smith","startTime":1907.92,"endTime":1911.28,"body":"And the rest of it was there was"},{"speaker":"Alan Smith","startTime":1907.92,"endTime":1911.28,"body":"there was seasons professionals,"},{"speaker":"Alan Smith","startTime":1911.31,"endTime":1913.6499999999999,"body":"and we'd meet for breakfast and"},{"speaker":"Alan Smith","startTime":1911.31,"endTime":1913.6499999999999,"body":"a hotel in the West End of"},{"speaker":"Alan Smith","startTime":1913.6499999999999,"endTime":1916.95,"body":"London. And they would just"},{"speaker":"Alan Smith","startTime":1913.6499999999999,"endTime":1916.95,"body":"share all their ideas, insights,"},{"speaker":"Alan Smith","startTime":1916.95,"endTime":1920.28,"body":"experiences. In those days, we"},{"speaker":"Alan Smith","startTime":1916.95,"endTime":1920.28,"body":"used to have somebody come along"},{"speaker":"Alan Smith","startTime":1920.73,"endTime":1925.2,"body":"from an investment company, and"},{"speaker":"Alan Smith","startTime":1920.73,"endTime":1925.2,"body":"who would present their products"},{"speaker":"Alan Smith","startTime":1925.2,"endTime":1927.81,"body":"or services just they would"},{"speaker":"Alan Smith","startTime":1925.2,"endTime":1927.81,"body":"cover the cost of breakfast. But"},{"speaker":"Alan Smith","startTime":1928.47,"endTime":1931.44,"body":"we've moved on from that. And"},{"speaker":"Alan Smith","startTime":1928.47,"endTime":1931.44,"body":"it's certainly the the London"},{"speaker":"Alan Smith","startTime":1931.44,"endTime":1936.81,"body":"based people on this on in the"},{"speaker":"Alan Smith","startTime":1931.44,"endTime":1936.81,"body":"trap group. I think all three of"},{"speaker":"Alan Smith","startTime":1936.81,"endTime":1941.67,"body":"us and the Nick and I still"},{"speaker":"Alan Smith","startTime":1936.81,"endTime":1941.67,"body":"continue to go I invited Andy"},{"speaker":"Alan Smith","startTime":1941.67,"endTime":1945.48,"body":"into join this group because I"},{"speaker":"Alan Smith","startTime":1941.67,"endTime":1945.48,"body":"still go every month is now"},{"speaker":"Alan Smith","startTime":1945.48,"endTime":1949.74,"body":"closed. years ago. Yeah, no, no,"},{"speaker":"Alan Smith","startTime":1945.48,"endTime":1949.74,"body":"because we managed to get Nick"},{"speaker":"Alan Smith","startTime":1949.74,"endTime":1952.5,"body":"in. And it was a tough because"},{"speaker":"Alan Smith","startTime":1949.74,"endTime":1952.5,"body":"we use the vote where the new"},{"speaker":"Alan Smith","startTime":1952.5,"endTime":1955.3799999999999,"body":"members can come in and not and"},{"speaker":"Alan Smith","startTime":1952.5,"endTime":1955.3799999999999,"body":"I can tell you, it was the vote"},{"speaker":"Alan Smith","startTime":1955.3799999999999,"endTime":1955.6499999999999,"body":"it was"},{"speaker":"Andy Hart","startTime":1955.98,"endTime":1958.98,"body":"it was the highest"},{"speaker":"Andy Hart","startTime":1955.98,"endTime":1958.98,"body":"blackball we've ever had. It was"},{"speaker":"Carl Widger","startTime":1960.12,"endTime":1961.26,"body":"who needs enemies."},{"speaker":"Nick Lincoln","startTime":1962.28,"endTime":1965.31,"body":"It was seven,"},{"speaker":"Nick Lincoln","startTime":1962.28,"endTime":1965.31,"body":"seven black, they"},{"speaker":"Andy Hart","startTime":1965.31,"endTime":1967.56,"body":"asked, they had to"},{"speaker":"Andy Hart","startTime":1965.31,"endTime":1967.56,"body":"look at the club rules to go"},{"speaker":"Andy Hart","startTime":1967.56,"endTime":1970.56,"body":"what do we do in these"},{"speaker":"Andy Hart","startTime":1967.56,"endTime":1970.56,"body":"situations? Majority thing"},{"speaker":"Andy Hart","startTime":1970.6499999999999,"endTime":1973.29,"body":"surely three black balls and"},{"speaker":"Andy Hart","startTime":1970.6499999999999,"endTime":1973.29,"body":"you're out regardless of how"},{"speaker":"Andy Hart","startTime":1973.29,"endTime":1974.34,"body":"many? You know."},{"speaker":"Alan Smith","startTime":1975.18,"endTime":1977.76,"body":"I honestly there"},{"speaker":"Alan Smith","startTime":1975.18,"endTime":1977.76,"body":"was, it was an Off the record"},{"speaker":"Alan Smith","startTime":1977.76,"endTime":1980.34,"body":"conversation I had with the"},{"speaker":"Alan Smith","startTime":1977.76,"endTime":1980.34,"body":"chairman of the group. This is a"},{"speaker":"Alan Smith","startTime":1980.34,"endTime":1982.56,"body":"you sure about this guy. There's"},{"speaker":"Alan Smith","startTime":1980.34,"endTime":1982.56,"body":"loads of people don't want to be"},{"speaker":"Alan Smith","startTime":1982.56,"endTime":1988.44,"body":"in trustees, but he's value for"},{"speaker":"Alan Smith","startTime":1982.56,"endTime":1988.44,"body":"money. Get him in. And he's"},{"speaker":"Alan Smith","startTime":1988.44,"endTime":1989.49,"body":"thrived ever since."},{"speaker":"Carl Widger","startTime":1989.6399999999999,"endTime":1992.94,"body":"So this. He turns"},{"speaker":"Carl Widger","startTime":1989.6399999999999,"endTime":1992.94,"body":"up every single month knowing"},{"speaker":"Carl Widger","startTime":1992.94,"endTime":1994.32,"body":"there are seven people here."},{"speaker":"Nick Lincoln","startTime":1995.3999999999999,"endTime":1996.12,"body":"know who they are."},{"speaker":"Andy Hart","startTime":2000.8899999999999,"endTime":2002.6,"body":"Right? Yeah, he's one"},{"speaker":"Andy Hart","startTime":2000.8899999999999,"endTime":2002.6,"body":"of them over he's totally they"},{"speaker":"Andy Hart","startTime":2002.6,"endTime":2004.76,"body":"love it. They told him sorry."},{"speaker":"Andy Hart","startTime":2002.6,"endTime":2004.76,"body":"Yeah. But let's"},{"speaker":"Alan Smith","startTime":2004.76,"endTime":2006.8,"body":"see the point of"},{"speaker":"Alan Smith","startTime":2004.76,"endTime":2006.8,"body":"this. So this group now is"},{"speaker":"Alan Smith","startTime":2006.8,"endTime":2009.95,"body":"called Ideas exchange. We meet"},{"speaker":"Alan Smith","startTime":2006.8,"endTime":2009.95,"body":"for breakfast once a month,"},{"speaker":"Alan Smith","startTime":2009.98,"endTime":2012.86,"body":"usually the second Wednesday of"},{"speaker":"Alan Smith","startTime":2009.98,"endTime":2012.86,"body":"the month, start about kickoffs"},{"speaker":"Alan Smith","startTime":2013.19,"endTime":2017.33,"body":"at eight in the morning goes to"},{"speaker":"Alan Smith","startTime":2013.19,"endTime":2017.33,"body":"about 1111 30. Sometimes as a"},{"speaker":"Alan Smith","startTime":2017.33,"endTime":2019.61,"body":"theme, sometimes someone comes"},{"speaker":"Alan Smith","startTime":2017.33,"endTime":2019.61,"body":"in, but we don't get any fund"},{"speaker":"Alan Smith","startTime":2019.61,"endTime":2021.77,"body":"managers or anything like that"},{"speaker":"Alan Smith","startTime":2019.61,"endTime":2021.77,"body":"some, you know, interesting"},{"speaker":"Alan Smith","startTime":2021.77,"endTime":2025.34,"body":"people. I mean, I don't think"},{"speaker":"Alan Smith","startTime":2021.77,"endTime":2025.34,"body":"it's secret. But we had people"},{"speaker":"Alan Smith","startTime":2025.34,"endTime":2028.9099999999999,"body":"like Tony Adams came in and gave"},{"speaker":"Alan Smith","startTime":2025.34,"endTime":2028.9099999999999,"body":"a talk about mental health and"},{"speaker":"Alan Smith","startTime":2028.9099999999999,"endTime":2031.94,"body":"his personal journey with a"},{"speaker":"Alan Smith","startTime":2028.9099999999999,"endTime":2031.94,"body":"number of really, really"},{"speaker":"Alan Smith","startTime":2031.94,"endTime":2035.18,"body":"interesting characters have come"},{"speaker":"Alan Smith","startTime":2031.94,"endTime":2035.18,"body":"in. But probably the best part"},{"speaker":"Alan Smith","startTime":2035.18,"endTime":2038.3,"body":"of it is the ideas, the you"},{"speaker":"Alan Smith","startTime":2035.18,"endTime":2038.3,"body":"know, the experiences, we all,"},{"speaker":"Alan Smith","startTime":2038.33,"endTime":2041.27,"body":"you know, people within the"},{"speaker":"Alan Smith","startTime":2038.33,"endTime":2041.27,"body":"group, yeah. But within the"},{"speaker":"Alan Smith","startTime":2041.27,"endTime":2043.19,"body":"group, and obviously there is it"},{"speaker":"Alan Smith","startTime":2041.27,"endTime":2043.19,"body":"is confidential within the"},{"speaker":"Alan Smith","startTime":2043.19,"endTime":2044.93,"body":"group. There's a sort of safety"},{"speaker":"Alan Smith","startTime":2043.19,"endTime":2044.93,"body":"net within the group. But"},{"speaker":"Alan Smith","startTime":2044.93,"endTime":2047.57,"body":"there's some fantastic"},{"speaker":"Alan Smith","startTime":2044.93,"endTime":2047.57,"body":"practitioners, business owners,"},{"speaker":"Alan Smith","startTime":2047.57,"endTime":2050.66,"body":"they do range from sole traders"},{"speaker":"Alan Smith","startTime":2047.57,"endTime":2050.66,"body":"to quite large companies within"},{"speaker":"Alan Smith","startTime":2050.66,"endTime":2054.11,"body":"the group. And I, you know, I've"},{"speaker":"Alan Smith","startTime":2050.66,"endTime":2054.11,"body":"been going for best part nearly"},{"speaker":"Alan Smith","startTime":2054.11,"endTime":2056.4500000000003,"body":"20 years now, and I still show"},{"speaker":"Alan Smith","startTime":2054.11,"endTime":2056.4500000000003,"body":"up every bump and I think it's"},{"speaker":"Alan Smith","startTime":2056.4500000000003,"endTime":2059.69,"body":"great value. And the reason I've"},{"speaker":"Alan Smith","startTime":2056.4500000000003,"endTime":2059.69,"body":"raised this as I had a couple of"},{"speaker":"Alan Smith","startTime":2059.69,"endTime":2062.1800000000003,"body":"months ago, another advisor"},{"speaker":"Alan Smith","startTime":2059.69,"endTime":2062.1800000000003,"body":"contacted me saying because I"},{"speaker":"Alan Smith","startTime":2062.1800000000003,"endTime":2065.6,"body":"think you or I Andy posted"},{"speaker":"Alan Smith","startTime":2062.1800000000003,"endTime":2065.6,"body":"something tweeted about this"},{"speaker":"Alan Smith","startTime":2065.87,"endTime":2068.06,"body":"group. And someone else said"},{"speaker":"Alan Smith","startTime":2065.87,"endTime":2068.06,"body":"they were"},{"speaker":"Andy Hart","startTime":2068.09,"endTime":2071.69,"body":"loved my lovely idea"},{"speaker":"Andy Hart","startTime":2068.09,"endTime":2071.69,"body":"among a monthly FOMO post on"},{"speaker":"Andy Hart","startTime":2071.69,"endTime":2073.91,"body":"Twitter, don't worry. Yeah. But"},{"speaker":"Andy Hart","startTime":2071.69,"endTime":2073.91,"body":"so someone"},{"speaker":"Alan Smith","startTime":2073.91,"endTime":2075.98,"body":"contacted me and"},{"speaker":"Alan Smith","startTime":2073.91,"endTime":2075.98,"body":"said, love this idea gonna kill"},{"speaker":"Alan Smith","startTime":2075.98,"endTime":2078.23,"body":"me. And I got on a call with"},{"speaker":"Alan Smith","startTime":2075.98,"endTime":2078.23,"body":"him, you know, how do you set up"},{"speaker":"Alan Smith","startTime":2078.23,"endTime":2081.11,"body":"a group? Because I don't know"},{"speaker":"Alan Smith","startTime":2078.23,"endTime":2081.11,"body":"what what if you do anything in"},{"speaker":"Alan Smith","startTime":2081.11,"endTime":2083.66,"body":"Cairo, what the market is like"},{"speaker":"Alan Smith","startTime":2081.11,"endTime":2083.66,"body":"an Ireland call about these"},{"speaker":"Alan Smith","startTime":2083.66,"endTime":2086.84,"body":"groups for getting together with"},{"speaker":"Alan Smith","startTime":2083.66,"endTime":2086.84,"body":"a number of, of, in theory,"},{"speaker":"Alan Smith","startTime":2086.84,"endTime":2091.52,"body":"competitors, but in reality,"},{"speaker":"Alan Smith","startTime":2086.84,"endTime":2091.52,"body":"sort of peers and allies. And I"},{"speaker":"Alan Smith","startTime":2091.52,"endTime":2095.0,"body":"know that, you know, Andy in"},{"speaker":"Alan Smith","startTime":2091.52,"endTime":2095.0,"body":"particular was, you know, Amber"},{"speaker":"Alan Smith","startTime":2095.0,"endTime":2097.67,"body":"flags is red flags, and so he"},{"speaker":"Alan Smith","startTime":2095.0,"endTime":2097.67,"body":"wouldn't show up every month if"},{"speaker":"Alan Smith","startTime":2097.67,"endTime":2100.22,"body":"it wasn't any value. And"},{"speaker":"Alan Smith","startTime":2097.67,"endTime":2100.22,"body":"similarly for Nick. So I guess"},{"speaker":"Alan Smith","startTime":2100.22,"endTime":2103.88,"body":"we're all getting a lot of value"},{"speaker":"Alan Smith","startTime":2100.22,"endTime":2103.88,"body":"out of it. And I wonder, I shall"},{"speaker":"Alan Smith","startTime":2103.88,"endTime":2107.06,"body":"invite you, maybe Andy, just to"},{"speaker":"Alan Smith","startTime":2103.88,"endTime":2107.06,"body":"say because you're sort of"},{"speaker":"Alan Smith","startTime":2107.36,"endTime":2109.37,"body":"you've been in it for quite a"},{"speaker":"Alan Smith","startTime":2107.36,"endTime":2109.37,"body":"few years now. And you still"},{"speaker":"Alan Smith","startTime":2109.37,"endTime":2111.5,"body":"show up? What's your take on"},{"speaker":"Alan Smith","startTime":2109.37,"endTime":2111.5,"body":"mastermind groups"},{"speaker":"Nick Lincoln","startTime":2111.5589999999997,"endTime":2115.219,"body":"and the the Andy"},{"speaker":"Nick Lincoln","startTime":2111.5589999999997,"endTime":2115.219,"body":"then call Yeah, well, it's"},{"speaker":"Andy Hart","startTime":2115.249,"endTime":2117.769,"body":"it's a wider issue,"},{"speaker":"Andy Hart","startTime":2115.249,"endTime":2117.769,"body":"isn't it in the whole personal"},{"speaker":"Andy Hart","startTime":2117.769,"endTime":2119.689,"body":"development and life"},{"speaker":"Andy Hart","startTime":2117.769,"endTime":2119.689,"body":"development? I think it's"},{"speaker":"Andy Hart","startTime":2119.689,"endTime":2122.989,"body":"thinking grow rich. The book"},{"speaker":"Andy Hart","startTime":2119.689,"endTime":2122.989,"body":"talks about masterminds. So"},{"speaker":"Andy Hart","startTime":2122.989,"endTime":2126.919,"body":"masterminds are incredibly"},{"speaker":"Andy Hart","startTime":2122.989,"endTime":2126.919,"body":"important. I'm sort of part of"},{"speaker":"Andy Hart","startTime":2126.919,"endTime":2130.759,"body":"quite a few in the financial"},{"speaker":"Andy Hart","startTime":2126.919,"endTime":2130.759,"body":"advisor community I'm sort of I"},{"speaker":"Andy Hart","startTime":2130.759,"endTime":2134.449,"body":"don't know, the leader of the"},{"speaker":"Andy Hart","startTime":2130.759,"endTime":2134.449,"body":"Void tester group, Nick's got a"},{"speaker":"Andy Hart","startTime":2134.449,"endTime":2137.5389999999998,"body":"sort of separate online"},{"speaker":"Andy Hart","startTime":2134.449,"endTime":2137.5389999999998,"body":"mastermind group that he runs"},{"speaker":"Andy Hart","startTime":2137.5389999999998,"endTime":2141.949,"body":"called the IFA forum or"},{"speaker":"Andy Hart","startTime":2137.5389999999998,"endTime":2141.949,"body":"something. Yeah. In terms of my"},{"speaker":"Andy Hart","startTime":2141.949,"endTime":2145.549,"body":"networking with ifas, the ideas"},{"speaker":"Andy Hart","startTime":2141.949,"endTime":2145.549,"body":"exchange is definitely the best"},{"speaker":"Andy Hart","startTime":2145.549,"endTime":2148.909,"body":"thing I do. I fall in and out of"},{"speaker":"Andy Hart","startTime":2145.549,"endTime":2148.909,"body":"love of it every so often I have"},{"speaker":"Andy Hart","startTime":2148.909,"endTime":2152.899,"body":"good meetings and bad meetings."},{"speaker":"Andy Hart","startTime":2148.909,"endTime":2152.899,"body":"But overall, I'm still turning"},{"speaker":"Andy Hart","startTime":2152.899,"endTime":2156.109,"body":"up and I'm still paying my"},{"speaker":"Andy Hart","startTime":2152.899,"endTime":2156.109,"body":"money. And the knowledge in that"},{"speaker":"Andy Hart","startTime":2156.109,"endTime":2158.779,"body":"room. If that room doesn't know"},{"speaker":"Andy Hart","startTime":2156.109,"endTime":2158.779,"body":"an answer to a financial adviser"},{"speaker":"Andy Hart","startTime":2158.779,"endTime":2161.329,"body":"question, then no, no one's"},{"speaker":"Andy Hart","startTime":2158.779,"endTime":2161.329,"body":"going to know the answer to it."},{"speaker":"Andy Hart","startTime":2161.329,"endTime":2165.019,"body":"Basically, it's a mix of"},{"speaker":"Andy Hart","startTime":2161.329,"endTime":2165.019,"body":"enormous businesses and little"},{"speaker":"Andy Hart","startTime":2165.019,"endTime":2168.5589999999997,"body":"old me and then everything in"},{"speaker":"Andy Hart","startTime":2165.019,"endTime":2168.5589999999997,"body":"between. Yeah, and it is all"},{"speaker":"Andy Hart","startTime":2168.799,"endTime":2171.229,"body":"business leaders and decision"},{"speaker":"Andy Hart","startTime":2168.799,"endTime":2171.229,"body":"makers. masterminds are"},{"speaker":"Andy Hart","startTime":2171.229,"endTime":2175.519,"body":"absolutely brilliant. We went"},{"speaker":"Andy Hart","startTime":2171.229,"endTime":2175.519,"body":"virtual during COVID Like"},{"speaker":"Andy Hart","startTime":2175.519,"endTime":2178.849,"body":"everybody did. Now we've gone"},{"speaker":"Andy Hart","startTime":2175.519,"endTime":2178.849,"body":"back to face to face. And as I"},{"speaker":"Andy Hart","startTime":2178.849,"endTime":2181.879,"body":"say, people within that room"},{"speaker":"Andy Hart","startTime":2178.849,"endTime":2181.879,"body":"know pretty much everything"},{"speaker":"Andy Hart","startTime":2181.879,"endTime":2185.179,"body":"you're going to come across"},{"speaker":"Andy Hart","startTime":2181.879,"endTime":2185.179,"body":"business wise. Yeah. So I'm a"},{"speaker":"Andy Hart","startTime":2185.179,"endTime":2188.149,"body":"huge fan of it. We're sort of at"},{"speaker":"Andy Hart","startTime":2185.179,"endTime":2188.149,"body":"capacity at the moment, I think"},{"speaker":"Andy Hart","startTime":2188.149,"endTime":2192.529,"body":"of that ideas exchange, I think"},{"speaker":"Andy Hart","startTime":2188.149,"endTime":2192.529,"body":"we're up to about 40 people. And"},{"speaker":"Andy Hart","startTime":2192.529,"endTime":2195.469,"body":"yeah, it's once a month, which"},{"speaker":"Andy Hart","startTime":2192.529,"endTime":2195.469,"body":"is great, like, weekly is"},{"speaker":"Andy Hart","startTime":2195.469,"endTime":2198.769,"body":"relentless. I used to be part of"},{"speaker":"Andy Hart","startTime":2195.469,"endTime":2198.769,"body":"them. BNI when I was fresh into"},{"speaker":"Andy Hart","startTime":2198.769,"endTime":2200.959,"body":"the business, which was great. I"},{"speaker":"Andy Hart","startTime":2198.769,"endTime":2200.959,"body":"learned so much from it, but"},{"speaker":"Andy Hart","startTime":2200.959,"endTime":2208.189,"body":"weeklies. Yeah. Yeah, it was, I"},{"speaker":"Andy Hart","startTime":2200.959,"endTime":2208.189,"body":"need to learn how many, how many"},{"speaker":"Andy Hart","startTime":2208.189,"endTime":2212.359,"body":"of these things we've got 555"},{"speaker":"Andy Hart","startTime":2208.189,"endTime":2212.359,"body":"years"},{"speaker":"Alan Smith","startTime":2212.72,"endTime":2215.21,"body":"is that for names F,"},{"speaker":"Alan Smith","startTime":2212.72,"endTime":2215.21,"body":"A, B, and B, and I, it was"},{"speaker":"Nick Lincoln","startTime":2215.21,"endTime":2218.45,"body":"for B. And to be"},{"speaker":"Nick Lincoln","startTime":2215.21,"endTime":2218.45,"body":"fair, I think we've all I got"},{"speaker":"Nick Lincoln","startTime":2218.45,"endTime":2221.39,"body":"value from BNI at the start, but"},{"speaker":"Nick Lincoln","startTime":2218.45,"endTime":2221.39,"body":"the weekly thing and you have to"},{"speaker":"Nick Lincoln","startTime":2221.39,"endTime":2225.35,"body":"bring it up, you got to Oh,"},{"speaker":"Andy Hart","startTime":2226.22,"endTime":2230.75,"body":"yeah. Yeah, so"},{"speaker":"Andy Hart","startTime":2226.22,"endTime":2230.75,"body":"monthly is pleasurable. If"},{"speaker":"Andy Hart","startTime":2230.75,"endTime":2235.25,"body":"that's the right word, or"},{"speaker":"Andy Hart","startTime":2230.75,"endTime":2235.25,"body":"pleasant. We, I think we meet 11"},{"speaker":"Andy Hart","startTime":2235.25,"endTime":2238.07,"body":"times a year now we cut the"},{"speaker":"Andy Hart","startTime":2235.25,"endTime":2238.07,"body":"August off, and sometimes we"},{"speaker":"Andy Hart","startTime":2238.07,"endTime":2243.86,"body":"have a Zoom meeting. So I think"},{"speaker":"Andy Hart","startTime":2238.07,"endTime":2243.86,"body":"people are unofficially in"},{"speaker":"Andy Hart","startTime":2289.94,"endTime":2292.37,"body":"mastermind groups being"},{"speaker":"Andy Hart","startTime":2289.94,"endTime":2292.37,"body":"financial advisors, and they"},{"speaker":"Andy Hart","startTime":2292.37,"endTime":2296.54,"body":"just communicate with their"},{"speaker":"Andy Hart","startTime":2292.37,"endTime":2296.54,"body":"peers, or they're officially in"},{"speaker":"Andy Hart","startTime":2296.54,"endTime":2299.69,"body":"mastermind groups. And sometimes"},{"speaker":"Andy Hart","startTime":2296.54,"endTime":2299.69,"body":"we've done in call a mastermind,"},{"speaker":"Andy Hart","startTime":2299.69,"endTime":2302.72,"body":"they just like say like there's"},{"speaker":"Andy Hart","startTime":2299.69,"endTime":2302.72,"body":"a meeting I'm part of, I think"},{"speaker":"Andy Hart","startTime":2302.72,"endTime":2304.7599999999998,"body":"there's definitely value of"},{"speaker":"Andy Hart","startTime":2302.72,"endTime":2304.7599999999998,"body":"setting up something in Ireland"},{"speaker":"Andy Hart","startTime":2304.7599999999998,"endTime":2307.31,"body":"car, but I just don't know, who"},{"speaker":"Andy Hart","startTime":2304.7599999999998,"endTime":2307.31,"body":"would run it and how often it"},{"speaker":"Andy Hart","startTime":2307.31,"endTime":2309.74,"body":"would be. But I mean, you can"},{"speaker":"Andy Hart","startTime":2307.31,"endTime":2309.74,"body":"just clone our format,"},{"speaker":"Andy Hart","startTime":2309.74,"endTime":2314.42,"body":"basically. And I think you'd get"},{"speaker":"Andy Hart","startTime":2309.74,"endTime":2314.42,"body":"a shedload of value from it. So"},{"speaker":"Andy Hart","startTime":2314.42,"endTime":2316.4,"body":"yeah, over to Karthik is next."},{"speaker":"Carl Widger","startTime":2317.15,"endTime":2320.39,"body":"Yeah, I'm very"},{"speaker":"Carl Widger","startTime":2317.15,"endTime":2320.39,"body":"interested in as one of your"},{"speaker":"Carl Widger","startTime":2320.66,"endTime":2326.45,"body":"formal tweets did inspire Dave"},{"speaker":"Carl Widger","startTime":2320.66,"endTime":2326.45,"body":"Quinn to contact me and say,"},{"speaker":"Carl Widger","startTime":2326.54,"endTime":2328.85,"body":"Hey, Cara, we should do"},{"speaker":"Carl Widger","startTime":2326.54,"endTime":2328.85,"body":"something. And Dave runs a"},{"speaker":"Carl Widger","startTime":2328.85,"endTime":2333.17,"body":"really good financial planning"},{"speaker":"Carl Widger","startTime":2328.85,"endTime":2333.17,"body":"business. So I 100% would be"},{"speaker":"Carl Widger","startTime":2333.17,"endTime":2337.8199999999997,"body":"interested in talking to other"},{"speaker":"Carl Widger","startTime":2333.17,"endTime":2337.8199999999997,"body":"firms in Ireland who do real"},{"speaker":"Carl Widger","startTime":2337.8199999999997,"endTime":2342.56,"body":"financial planning that the"},{"speaker":"Carl Widger","startTime":2337.8199999999997,"endTime":2342.56,"body":"problem is are there enough out"},{"speaker":"Carl Widger","startTime":2342.56,"endTime":2348.29,"body":"there? And is there an appetite"},{"speaker":"Carl Widger","startTime":2342.56,"endTime":2348.29,"body":"to do it because the spirit of"},{"speaker":"Carl Widger","startTime":2348.29,"endTime":2351.89,"body":"collaboration that you guys"},{"speaker":"Carl Widger","startTime":2348.29,"endTime":2351.89,"body":"have? I think it's probably"},{"speaker":"Carl Widger","startTime":2351.89,"endTime":2355.04,"body":"easier because there's a much"},{"speaker":"Carl Widger","startTime":2351.89,"endTime":2355.04,"body":"bigger market being fair. And"},{"speaker":"Carl Widger","startTime":2355.1,"endTime":2358.49,"body":"I'm not sure that same spirit of"},{"speaker":"Carl Widger","startTime":2355.1,"endTime":2358.49,"body":"collaboration exists over here."},{"speaker":"Carl Widger","startTime":2358.49,"endTime":2362.2999999999997,"body":"Maybe I'm wrong, though, right."},{"speaker":"Carl Widger","startTime":2358.49,"endTime":2362.2999999999997,"body":"So I'd be definitely open to"},{"speaker":"Carl Widger","startTime":2362.87,"endTime":2366.65,"body":"exploring that more. I suppose"},{"speaker":"Carl Widger","startTime":2362.87,"endTime":2366.65,"body":"my mastermind group is is this"},{"speaker":"Carl Widger","startTime":2366.65,"endTime":2366.77,"body":"as"},{"speaker":"Andy Hart","startTime":2366.92,"endTime":2368.7799999999997,"body":"I was gonna say,"},{"speaker":"Andy Hart","startTime":2366.92,"endTime":2368.7799999999997,"body":"this, you know,"},{"speaker":"Carl Widger","startTime":2369.5299999999997,"endTime":2374.54,"body":"I've got yeah, I've"},{"speaker":"Carl Widger","startTime":2369.5299999999997,"endTime":2374.54,"body":"got so much really, really good"},{"speaker":"Carl Widger","startTime":2374.54,"endTime":2378.68,"body":"stuff. Like we have a WhatsApp"},{"speaker":"Carl Widger","startTime":2374.54,"endTime":2378.68,"body":"group and there are 100 messages"},{"speaker":"Carl Widger","startTime":2378.68,"endTime":2381.5,"body":"about nothing and then there's"},{"speaker":"Carl Widger","startTime":2378.68,"endTime":2381.5,"body":"always that there's always that"},{"speaker":"Carl Widger","startTime":2381.5,"endTime":2384.41,"body":"one right that you're going to"},{"speaker":"Carl Widger","startTime":2381.5,"endTime":2384.41,"body":"add is really good."},{"speaker":"Andy Hart","startTime":2386.9,"endTime":2389.75,"body":"Yeah, WhatsApp groups"},{"speaker":"Andy Hart","startTime":2386.9,"endTime":2389.75,"body":"a digital mastermind groups,"},{"speaker":"Andy Hart","startTime":2389.75,"endTime":2390.23,"body":"aren't they?"},{"speaker":"Carl Widger","startTime":2390.74,"endTime":2395.2999999999997,"body":"Yeah. I when we"},{"speaker":"Carl Widger","startTime":2390.74,"endTime":2395.2999999999997,"body":"when we go out. Okay, like"},{"speaker":"Alan Smith","startTime":2396.89,"endTime":2403.22,"body":"we get the points."},{"speaker":"Alan Smith","startTime":2396.89,"endTime":2403.22,"body":"On loop. Yeah. literally frozen."},{"speaker":"Alan Smith","startTime":2403.22,"endTime":2404.45,"body":"God. Go ahead. Go ahead call."},{"speaker":"Carl Widger","startTime":2404.48,"endTime":2412.3399999999997,"body":"Yeah. I think when"},{"speaker":"Carl Widger","startTime":2404.48,"endTime":2412.3399999999997,"body":"we when we go out for our beers,"},{"speaker":"Carl Widger","startTime":2412.73,"endTime":2417.47,"body":"once every few months, as long"},{"speaker":"Carl Widger","startTime":2412.73,"endTime":2417.47,"body":"as ideas. There's always ideas"},{"speaker":"Carl Widger","startTime":2417.47,"endTime":2421.94,"body":"on that. And I do if I'm flying"},{"speaker":"Carl Widger","startTime":2417.47,"endTime":2421.94,"body":"back. I just do voice memos to"},{"speaker":"Carl Widger","startTime":2421.94,"endTime":2425.3599999999997,"body":"myself. Right. And then I you"},{"speaker":"Carl Widger","startTime":2421.94,"endTime":2425.3599999999997,"body":"can remember them after the"},{"speaker":"Carl Widger","startTime":2425.3599999999997,"endTime":2429.68,"body":"beers. Now. I have to sometimes"},{"speaker":"Carl Widger","startTime":2425.3599999999997,"endTime":2429.68,"body":"go to the go. Go to the toilet."},{"speaker":"Carl Widger","startTime":2429.7999999999997,"endTime":2434.48,"body":"Good luck with that. Remote"},{"speaker":"Carl Widger","startTime":2429.7999999999997,"endTime":2434.48,"body":"remember tomorrow? This is a"},{"speaker":"Carl Widger","startTime":2434.48,"endTime":2435.35,"body":"great idea. Oh, is"},{"speaker":"Alan Smith","startTime":2435.35,"endTime":2436.7,"body":"that what you're"},{"speaker":"Alan Smith","startTime":2435.35,"endTime":2436.7,"body":"doing? I wonder?"},{"speaker":"Carl Widger","startTime":2438.62,"endTime":2442.1,"body":"Genuine. This is"},{"speaker":"Carl Widger","startTime":2438.62,"endTime":2442.1,"body":"great. It's a great idea. And"},{"speaker":"Carl Widger","startTime":2442.13,"endTime":2443.0899999999997,"body":"I'm all for it."},{"speaker":"Alan Smith","startTime":2443.0899999999997,"endTime":2445.46,"body":"I think so. If"},{"speaker":"Alan Smith","startTime":2443.0899999999997,"endTime":2445.46,"body":"anyone because this podcast has"},{"speaker":"Alan Smith","startTime":2446.0299999999997,"endTime":2449.27,"body":"it's been quite successful in"},{"speaker":"Alan Smith","startTime":2446.0299999999997,"endTime":2449.27,"body":"our early stages in Ireland. So"},{"speaker":"Alan Smith","startTime":2449.33,"endTime":2452.45,"body":"if if anyone is interested in"},{"speaker":"Alan Smith","startTime":2449.33,"endTime":2452.45,"body":"connecting with you, they should"},{"speaker":"Alan Smith","startTime":2452.81,"endTime":2456.41,"body":"buy this method and start"},{"speaker":"Alan Smith","startTime":2452.81,"endTime":2456.41,"body":"virtually"},{"speaker":"Carl Widger","startTime":2457.25,"endTime":2459.2599999999998,"body":"Yeah, and we get"},{"speaker":"Carl Widger","startTime":2457.25,"endTime":2459.2599999999998,"body":"Nick to organize that as well"},{"speaker":"Carl Widger","startTime":2459.29,"endTime":2460.5499999999997,"body":"because I'm definitely Nick Nick"},{"speaker":"Carl Widger","startTime":2459.29,"endTime":2460.5499999999997,"body":"and"},{"speaker":"Alan Smith","startTime":2462.98,"endTime":2464.06,"body":"he's got he's very"},{"speaker":"Alan Smith","startTime":2462.98,"endTime":2464.06,"body":"popular."},{"speaker":"Andy Hart","startTime":2466.37,"endTime":2471.44,"body":"Started to share to"},{"speaker":"Andy Hart","startTime":2466.37,"endTime":2471.44,"body":"get started on the Irish"},{"speaker":"Andy Hart","startTime":2471.44,"endTime":2477.2599999999998,"body":"mastermind. I think you need 10"},{"speaker":"Andy Hart","startTime":2471.44,"endTime":2477.2599999999998,"body":"advisors And you're right, Carl,"},{"speaker":"Andy Hart","startTime":2477.2599999999998,"endTime":2479.24,"body":"you want them to all be similar,"},{"speaker":"Andy Hart","startTime":2477.2599999999998,"endTime":2479.24,"body":"but you don't just be an echo"},{"speaker":"Andy Hart","startTime":2479.24,"endTime":2480.95,"body":"chamber. So you don't mind"},{"speaker":"Andy Hart","startTime":2479.24,"endTime":2480.95,"body":"somebody who's sort of"},{"speaker":"Andy Hart","startTime":2480.95,"endTime":2484.0099999999998,"body":"transitioning, it's not pure"},{"speaker":"Andy Hart","startTime":2480.95,"endTime":2484.0099999999998,"body":"financial planning, but still"},{"speaker":"Andy Hart","startTime":2484.0099999999998,"endTime":2487.3399999999997,"body":"their hearts in the right place."},{"speaker":"Andy Hart","startTime":2484.0099999999998,"endTime":2487.3399999999997,"body":"We've got a bit of a mix in our"},{"speaker":"Andy Hart","startTime":2487.3399999999997,"endTime":2491.7799999999997,"body":"one and there's a couple of"},{"speaker":"Andy Hart","startTime":2487.3399999999997,"endTime":2491.7799999999997,"body":"sharks swimming around. And then"},{"speaker":"Andy Hart","startTime":2491.7799999999997,"endTime":2493.31,"body":"there's, you know"},{"speaker":"Andy Hart","startTime":2499.0699999999997,"endTime":2500.39,"body":"speeding boys say no,"},{"speaker":"Alan Smith","startTime":2500.48,"endTime":2503.15,"body":"I disassociate"},{"speaker":"Alan Smith","startTime":2500.48,"endTime":2503.15,"body":"myself from that comment."},{"speaker":"Alan Smith","startTime":2504.83,"endTime":2505.4,"body":"Completely."},{"speaker":"Andy Hart","startTime":2506.87,"endTime":2508.85,"body":"It's a bit of an"},{"speaker":"Andy Hart","startTime":2506.87,"endTime":2508.85,"body":"extreme comment, but you, you"},{"speaker":"Andy Hart","startTime":2508.85,"endTime":2509.63,"body":"understand what I'm saying,"},{"speaker":"Carl Widger","startTime":2509.9,"endTime":2511.49,"body":"No, don't go."},{"speaker":"Nick Lincoln","startTime":2513.62,"endTime":2515.69,"body":"Looking to wrap"},{"speaker":"Nick Lincoln","startTime":2513.62,"endTime":2515.69,"body":"this up. So the most recent"},{"speaker":"Nick Lincoln","startTime":2515.69,"endTime":2518.81,"body":"meeting of the ideas exchange,"},{"speaker":"Nick Lincoln","startTime":2515.69,"endTime":2518.81,"body":"we didn't have a guest, we just"},{"speaker":"Nick Lincoln","startTime":2518.81,"endTime":2524.27,"body":"had in house, the advisors that"},{"speaker":"Nick Lincoln","startTime":2518.81,"endTime":2524.27,"body":"were there, sharing and talking"},{"speaker":"Nick Lincoln","startTime":2524.27,"endTime":2526.94,"body":"for the best part of two and a"},{"speaker":"Nick Lincoln","startTime":2524.27,"endTime":2526.94,"body":"half hours. And I thought it's"},{"speaker":"Nick Lincoln","startTime":2526.94,"endTime":2529.88,"body":"the best one I've been to."},{"speaker":"Nick Lincoln","startTime":2526.94,"endTime":2529.88,"body":"Mainly because I spoke quite a"},{"speaker":"Nick Lincoln","startTime":2529.88,"endTime":2535.52,"body":"bit. That is a joke. I I like"},{"speaker":"Nick Lincoln","startTime":2529.88,"endTime":2535.52,"body":"having the external speakers,"},{"speaker":"Nick Lincoln","startTime":2535.52,"endTime":2539.45,"body":"but I love it when when you talk"},{"speaker":"Nick Lincoln","startTime":2535.52,"endTime":2539.45,"body":"to your peers, it's like we all"},{"speaker":"Nick Lincoln","startTime":2539.45,"endTime":2542.06,"body":"say the same thing. When you go"},{"speaker":"Nick Lincoln","startTime":2539.45,"endTime":2542.06,"body":"to a conference, the best bits"},{"speaker":"Nick Lincoln","startTime":2542.39,"endTime":2545.2999999999997,"body":"generally aren't the speaker,"},{"speaker":"Nick Lincoln","startTime":2542.39,"endTime":2545.2999999999997,"body":"unless they're really fantastic."},{"speaker":"Nick Lincoln","startTime":2545.45,"endTime":2549.08,"body":"The best bits are the bits in"},{"speaker":"Nick Lincoln","startTime":2545.45,"endTime":2549.08,"body":"between the seminars and bits at"},{"speaker":"Nick Lincoln","startTime":2549.08,"endTime":2552.77,"body":"the end over a glass of wine and"},{"speaker":"Nick Lincoln","startTime":2549.08,"endTime":2552.77,"body":"maybe half a sherry and some"},{"speaker":"Nick Lincoln","startTime":2552.77,"endTime":2555.8599999999997,"body":"food. That's and somebody"},{"speaker":"Nick Lincoln","startTime":2552.77,"endTime":2555.8599999999997,"body":"somewhere one of your peers is"},{"speaker":"Nick Lincoln","startTime":2555.8599999999997,"endTime":2557.87,"body":"going to say something and"},{"speaker":"Nick Lincoln","startTime":2555.8599999999997,"endTime":2557.87,"body":"you're gonna think that's paid"},{"speaker":"Nick Lincoln","startTime":2557.87,"endTime":2561.41,"body":"for my day. Bang, that's that's"},{"speaker":"Nick Lincoln","startTime":2557.87,"endTime":2561.41,"body":"literally both my day. Yeah,"},{"speaker":"Nick Lincoln","startTime":2561.41,"endTime":2568.49,"body":"absolutely. Right. And that's"},{"speaker":"Nick Lincoln","startTime":2561.41,"endTime":2568.49,"body":"why I my 51 weeks, when we're"},{"speaker":"Nick Lincoln","startTime":2568.49,"endTime":2570.5899999999997,"body":"talking. So Alan, are you done"},{"speaker":"Nick Lincoln","startTime":2568.49,"endTime":2570.5899999999997,"body":"on that subject? So that's very"},{"speaker":"Nick Lincoln","startTime":2570.5899999999997,"endTime":2570.89,"body":"good. Um,"},{"speaker":"Alan Smith","startTime":2570.89,"endTime":2571.8199999999997,"body":"thank you. Thank you"},{"speaker":"Alan Smith","startTime":2570.89,"endTime":2571.8199999999997,"body":"very much."},{"speaker":"Nick Lincoln","startTime":2571.8199999999997,"endTime":2575.42,"body":"Yep. Okay, well,"},{"speaker":"Nick Lincoln","startTime":2571.8199999999997,"endTime":2575.42,"body":"we are we are cracking on now."},{"speaker":"Nick Lincoln","startTime":2575.42,"endTime":2578.0299999999997,"body":"We've covered the topics for"},{"speaker":"Nick Lincoln","startTime":2575.42,"endTime":2578.0299999999997,"body":"this week, we're already over 40"},{"speaker":"Nick Lincoln","startTime":2578.0299999999997,"endTime":2581.54,"body":"minutes since I think it's time"},{"speaker":"Nick Lincoln","startTime":2578.0299999999997,"endTime":2581.54,"body":"that we maybe go and deal with"},{"speaker":"Nick Lincoln","startTime":2581.54,"endTime":2589.04,"body":"some listener, audience"},{"speaker":"Nick Lincoln","startTime":2581.54,"endTime":2589.04,"body":"questions. So I'm going to fire"},{"speaker":"Nick Lincoln","startTime":2589.04,"endTime":2593.66,"body":"off the first one. This is from"},{"speaker":"Nick Lincoln","startTime":2589.04,"endTime":2593.66,"body":"a lady called Kathy Brennan."},{"speaker":"Nick Lincoln","startTime":2593.66,"endTime":2598.25,"body":"She's on Twitter as at women"},{"speaker":"Nick Lincoln","startTime":2593.66,"endTime":2598.25,"body":"finance, n is in Northern"},{"speaker":"Nick Lincoln","startTime":2598.2799999999997,"endTime":2604.04,"body":"Ireland, at women, finance, and"},{"speaker":"Nick Lincoln","startTime":2598.2799999999997,"endTime":2604.04,"body":"I I hope you're including women"},{"speaker":"Nick Lincoln","startTime":2604.0699999999997,"endTime":2608.63,"body":"in finance. When you chat, ask"},{"speaker":"Nick Lincoln","startTime":2604.0699999999997,"endTime":2608.63,"body":"Kathy. Yeah, we will include"},{"speaker":"Nick Lincoln","startTime":2608.63,"endTime":2611.24,"body":"women, when we chat, Kathy, we"},{"speaker":"Nick Lincoln","startTime":2608.63,"endTime":2611.24,"body":"will include anyone when we chat"},{"speaker":"Nick Lincoln","startTime":2611.27,"endTime":2614.9,"body":"if they are of interest to us."},{"speaker":"Nick Lincoln","startTime":2611.27,"endTime":2614.9,"body":"And in that sense, we are truly"},{"speaker":"Nick Lincoln","startTime":2614.9,"endTime":2618.62,"body":"inclusive, what we won't do. And"},{"speaker":"Nick Lincoln","startTime":2614.9,"endTime":2618.62,"body":"what we will never do is focused"},{"speaker":"Nick Lincoln","startTime":2618.62,"endTime":2621.44,"body":"on someone just because of their"},{"speaker":"Nick Lincoln","startTime":2618.62,"endTime":2621.44,"body":"immutable characteristics. We"},{"speaker":"Nick Lincoln","startTime":2621.44,"endTime":2624.08,"body":"don't care what gender you are,"},{"speaker":"Nick Lincoln","startTime":2621.44,"endTime":2624.08,"body":"we don't care what race you are,"},{"speaker":"Nick Lincoln","startTime":2624.1099999999997,"endTime":2627.0499999999997,"body":"what religion you follow your"},{"speaker":"Nick Lincoln","startTime":2624.1099999999997,"endTime":2627.0499999999997,"body":"ethnicity, what abilities or"},{"speaker":"Nick Lincoln","startTime":2627.0499999999997,"endTime":2631.31,"body":"disabilities you have, we will"},{"speaker":"Nick Lincoln","startTime":2627.0499999999997,"endTime":2631.31,"body":"discriminate purely on whether"},{"speaker":"Nick Lincoln","startTime":2631.31,"endTime":2634.73,"body":"or not we think you are a person"},{"speaker":"Nick Lincoln","startTime":2631.31,"endTime":2634.73,"body":"of interest. And whatever you're"},{"speaker":"Nick Lincoln","startTime":2634.73,"endTime":2638.7799999999997,"body":"in the news for is of interest"},{"speaker":"Nick Lincoln","startTime":2634.73,"endTime":2638.7799999999997,"body":"to the trap audience and if"},{"speaker":"Nick Lincoln","startTime":2638.7799999999997,"endTime":2643.25,"body":"these people happen to be"},{"speaker":"Nick Lincoln","startTime":2638.7799999999997,"endTime":2643.25,"body":"female, fabulous, that is the"},{"speaker":"Nick Lincoln","startTime":2643.25,"endTime":2647.06,"body":"end of that. Next question that"},{"speaker":"Nick Lincoln","startTime":2643.25,"endTime":2647.06,"body":"Karl will take is from"},{"speaker":"Nick Lincoln","startTime":2647.2999999999997,"endTime":2651.5299999999997,"body":"Trappists. John Doyle, he too is"},{"speaker":"Nick Lincoln","startTime":2647.2999999999997,"endTime":2651.5299999999997,"body":"on Twitter at Juniper underscore"},{"speaker":"Nick Lincoln","startTime":2651.5299999999997,"endTime":2653.5699999999997,"body":"John, John spelt without your"},{"speaker":"Andy Hart","startTime":2654.23,"endTime":2656.12,"body":"good firm, good guy"},{"speaker":"Andy Hart","startTime":2654.23,"endTime":2656.12,"body":"runs."},{"speaker":"Nick Lincoln","startTime":2656.96,"endTime":2664.58,"body":"He's a good guy."},{"speaker":"Nick Lincoln","startTime":2656.96,"endTime":2664.58,"body":"And John's question is what are"},{"speaker":"Nick Lincoln","startTime":2664.58,"endTime":2667.16,"body":"the essential elements required"},{"speaker":"Nick Lincoln","startTime":2664.58,"endTime":2667.16,"body":"to make a financial plan a"},{"speaker":"Nick Lincoln","startTime":2667.16,"endTime":2671.0299999999997,"body":"comprehensive financial plan?"},{"speaker":"Nick Lincoln","startTime":2667.16,"endTime":2671.0299999999997,"body":"And how must this be presented"},{"speaker":"Nick Lincoln","startTime":2671.0299999999997,"endTime":2674.24,"body":"to a client to warrant it being"},{"speaker":"Nick Lincoln","startTime":2671.0299999999997,"endTime":2674.24,"body":"called a financial plan? Or to"},{"speaker":"Nick Lincoln","startTime":2674.24,"endTime":2676.46,"body":"put it another way, what"},{"speaker":"Nick Lincoln","startTime":2674.24,"endTime":2676.46,"body":"elements when removed from our"},{"speaker":"Nick Lincoln","startTime":2676.46,"endTime":2678.92,"body":"financial plan? Keep with me,"},{"speaker":"Nick Lincoln","startTime":2676.46,"endTime":2678.92,"body":"leaves it being just a"},{"speaker":"Nick Lincoln","startTime":2678.92,"endTime":2682.46,"body":"recommendation with objectives."},{"speaker":"Nick Lincoln","startTime":2678.92,"endTime":2682.46,"body":"The physical financial plan"},{"speaker":"Nick Lincoln","startTime":2682.46,"endTime":2684.98,"body":"appears to be often talked about"},{"speaker":"Nick Lincoln","startTime":2682.46,"endTime":2684.98,"body":"at a high level but rarely"},{"speaker":"Nick Lincoln","startTime":2684.98,"endTime":2688.7599999999998,"body":"spoken or debated in detail,"},{"speaker":"Nick Lincoln","startTime":2684.98,"endTime":2688.7599999999998,"body":"which I think leaves people"},{"speaker":"Nick Lincoln","startTime":2689.0,"endTime":2692.5699999999997,"body":"either producing endlessly"},{"speaker":"Nick Lincoln","startTime":2689.0,"endTime":2692.5699999999997,"body":"complex plans with unnecessary"},{"speaker":"Nick Lincoln","startTime":2692.5699999999997,"endTime":2696.47,"body":"detail. Amen. In the pursuit of"},{"speaker":"Nick Lincoln","startTime":2692.5699999999997,"endTime":2696.47,"body":"perfection, or the other"},{"speaker":"Nick Lincoln","startTime":2696.47,"endTime":2699.74,"body":"extreme, where I know advisors"},{"speaker":"Nick Lincoln","startTime":2696.47,"endTime":2699.74,"body":"who pay lip service to financial"},{"speaker":"Nick Lincoln","startTime":2699.74,"endTime":2703.46,"body":"planning, but wouldn't know it"},{"speaker":"Nick Lincoln","startTime":2699.74,"endTime":2703.46,"body":"if it snapped them in the face."},{"speaker":"Nick Lincoln","startTime":2703.49,"endTime":2706.58,"body":"Yeah, amen to that as well."},{"speaker":"Nick Lincoln","startTime":2703.49,"endTime":2706.58,"body":"Carl, what are your views on"},{"speaker":"Nick Lincoln","startTime":2706.58,"endTime":2706.7599999999998,"body":"that?"},{"speaker":"Carl Widger","startTime":2706.7599999999998,"endTime":2711.5899999999997,"body":"Sir? Yeah, it's a"},{"speaker":"Carl Widger","startTime":2706.7599999999998,"endTime":2711.5899999999997,"body":"great question. And I'm so with"},{"speaker":"Carl Widger","startTime":2711.5899999999997,"endTime":2717.17,"body":"him on that. John, as a John"},{"speaker":"Carl Widger","startTime":2711.5899999999997,"endTime":2717.17,"body":"John. Yeah. There are so many"},{"speaker":"Carl Widger","startTime":2717.23,"endTime":2720.92,"body":"advisors out there who say they"},{"speaker":"Carl Widger","startTime":2717.23,"endTime":2720.92,"body":"do real financial planning, but"},{"speaker":"Carl Widger","startTime":2720.92,"endTime":2724.91,"body":"they don't at all. So look, to"},{"speaker":"Carl Widger","startTime":2720.92,"endTime":2724.91,"body":"answer the question for me, I"},{"speaker":"Carl Widger","startTime":2724.91,"endTime":2728.63,"body":"think if you can get away from"},{"speaker":"Carl Widger","startTime":2724.91,"endTime":2728.63,"body":"this idea that a financial plan"},{"speaker":"Carl Widger","startTime":2728.63,"endTime":2731.75,"body":"answers all the questions and"},{"speaker":"Carl Widger","startTime":2728.63,"endTime":2731.75,"body":"start thinking about it in terms"},{"speaker":"Carl Widger","startTime":2731.75,"endTime":2735.62,"body":"of it's a process, and that goes"},{"speaker":"Carl Widger","startTime":2731.75,"endTime":2735.62,"body":"all the way back doesn't it to"},{"speaker":"Carl Widger","startTime":2735.62,"endTime":2738.95,"body":"about us working with clients"},{"speaker":"Carl Widger","startTime":2735.62,"endTime":2738.95,"body":"over a number of years, so it's"},{"speaker":"Carl Widger","startTime":2738.95,"endTime":2743.45,"body":"not a one and done. So if you"},{"speaker":"Carl Widger","startTime":2738.95,"endTime":2743.45,"body":"can establish what your clients"},{"speaker":"Carl Widger","startTime":2743.48,"endTime":2747.56,"body":"from the outset that look, we're"},{"speaker":"Carl Widger","startTime":2743.48,"endTime":2747.56,"body":"going to we're going to put this"},{"speaker":"Carl Widger","startTime":2747.56,"endTime":2751.4,"body":"plan in place, but there's"},{"speaker":"Carl Widger","startTime":2747.56,"endTime":2751.4,"body":"absolutely nothing Sure, then"},{"speaker":"Carl Widger","startTime":2751.4,"endTime":2756.5299999999997,"body":"it's wrong. You can't get a"},{"speaker":"Carl Widger","startTime":2751.4,"endTime":2756.5299999999997,"body":"40 5060 year plan, correct. You"},{"speaker":"Carl Widger","startTime":2756.5299999999997,"endTime":2760.0099999999998,"body":"just can't. What you're trying"},{"speaker":"Carl Widger","startTime":2756.5299999999997,"endTime":2760.0099999999998,"body":"to do is get on track. And as"},{"speaker":"Carl Widger","startTime":2760.0099999999998,"endTime":2762.74,"body":"you said earlier on Nick get"},{"speaker":"Carl Widger","startTime":2760.0099999999998,"endTime":2762.74,"body":"from A to B over a long period"},{"speaker":"Carl Widger","startTime":2762.74,"endTime":2766.97,"body":"of time. But things are gonna"},{"speaker":"Carl Widger","startTime":2762.74,"endTime":2766.97,"body":"have to change. So you got to I"},{"speaker":"Carl Widger","startTime":2766.97,"endTime":2771.95,"body":"think, absolutely. Make sure"},{"speaker":"Carl Widger","startTime":2766.97,"endTime":2771.95,"body":"integral and central to"},{"speaker":"Carl Widger","startTime":2771.95,"endTime":2774.38,"body":"everything you're doing and"},{"speaker":"Carl Widger","startTime":2771.95,"endTime":2774.38,"body":"you're speaking to the clients"},{"speaker":"Carl Widger","startTime":2774.38,"endTime":2778.0699999999997,"body":"voters, you know, especially The"},{"speaker":"Carl Widger","startTime":2774.38,"endTime":2778.0699999999997,"body":"at the at the implementation"},{"speaker":"Carl Widger","startTime":2778.0699999999997,"endTime":2780.77,"body":"stage that look, we're just"},{"speaker":"Carl Widger","startTime":2778.0699999999997,"endTime":2780.77,"body":"setting this up, but we're going"},{"speaker":"Carl Widger","startTime":2780.77,"endTime":2783.41,"body":"to review it on an ongoing"},{"speaker":"Carl Widger","startTime":2780.77,"endTime":2783.41,"body":"basis. And that's why the annual"},{"speaker":"Carl Widger","startTime":2783.41,"endTime":2785.9,"body":"meetings are really, really"},{"speaker":"Carl Widger","startTime":2783.41,"endTime":2785.9,"body":"important. And the second thing,"},{"speaker":"Carl Widger","startTime":2785.9,"endTime":2791.33,"body":"I'd say, what makes it rather"},{"speaker":"Carl Widger","startTime":2785.9,"endTime":2791.33,"body":"than, you know, I kind of jumped"},{"speaker":"Carl Widger","startTime":2791.33,"endTime":2793.7,"body":"up just recommendation and I"},{"speaker":"Carl Widger","startTime":2791.33,"endTime":2793.7,"body":"love the way he said that,"},{"speaker":"Carl Widger","startTime":2793.7,"endTime":2799.46,"body":"right? It's, it's, it has to be"},{"speaker":"Carl Widger","startTime":2793.7,"endTime":2799.46,"body":"goals based, it has to be life,"},{"speaker":"Carl Widger","startTime":2799.49,"endTime":2804.08,"body":"you know, lifestyle based. So,"},{"speaker":"Carl Widger","startTime":2799.49,"endTime":2804.08,"body":"for me, I say it always a"},{"speaker":"Carl Widger","startTime":2804.08,"endTime":2806.81,"body":"malice, you know, if you're not"},{"speaker":"Carl Widger","startTime":2804.08,"endTime":2806.81,"body":"talking to your clients about"},{"speaker":"Carl Widger","startTime":2806.81,"endTime":2812.33,"body":"three things at every meeting,"},{"speaker":"Carl Widger","startTime":2806.81,"endTime":2812.33,"body":"goals, dreams and aspirations."},{"speaker":"Carl Widger","startTime":2812.81,"endTime":2818.63,"body":"You haven't actually bought into"},{"speaker":"Carl Widger","startTime":2812.81,"endTime":2818.63,"body":"the matters way. So that's what"},{"speaker":"Carl Widger","startTime":2818.63,"endTime":2822.41,"body":"differentiates us from I know,"},{"speaker":"Carl Widger","startTime":2818.63,"endTime":2822.41,"body":"what's the best pension fund?"},{"speaker":"Carl Widger","startTime":2823.43,"endTime":2827.66,"body":"No, we all know, nobody knows"},{"speaker":"Carl Widger","startTime":2823.43,"endTime":2827.66,"body":"that, right? What we do is we"},{"speaker":"Carl Widger","startTime":2827.66,"endTime":2832.46,"body":"help our clients to establish"},{"speaker":"Carl Widger","startTime":2827.66,"endTime":2832.46,"body":"what they really want to do with"},{"speaker":"Carl Widger","startTime":2832.46,"endTime":2835.67,"body":"their lives. And then to bring"},{"speaker":"Carl Widger","startTime":2832.46,"endTime":2835.67,"body":"them on that journey over time"},{"speaker":"Carl Widger","startTime":2835.67,"endTime":2839.42,"body":"to use the resources to actually"},{"speaker":"Carl Widger","startTime":2835.67,"endTime":2839.42,"body":"match the lifestyle that they"},{"speaker":"Carl Widger","startTime":2839.42,"endTime":2843.65,"body":"want to live. So for me, the two"},{"speaker":"Carl Widger","startTime":2839.42,"endTime":2843.65,"body":"things in summary are, it's a"},{"speaker":"Carl Widger","startTime":2843.65,"endTime":2847.94,"body":"process, and a has to be"},{"speaker":"Carl Widger","startTime":2843.65,"endTime":2847.94,"body":"lifestyle, goals, dreams and"},{"speaker":"Carl Widger","startTime":2847.94,"endTime":2851.8399999999997,"body":"aspirations lead all the time."},{"speaker":"Carl Widger","startTime":2847.94,"endTime":2851.8399999999997,"body":"We're very interested to hear"},{"speaker":"Carl Widger","startTime":2851.8399999999997,"endTime":2853.8199999999997,"body":"what everyone else thinks about"},{"speaker":"Carl Widger","startTime":2851.8399999999997,"endTime":2853.8199999999997,"body":"this thing's a brilliant"},{"speaker":"Carl Widger","startTime":2853.8199999999997,"endTime":2854.48,"body":"question, by the way."},{"speaker":"Nick Lincoln","startTime":2855.95,"endTime":2859.1,"body":"Okay, I'll go and"},{"speaker":"Nick Lincoln","startTime":2855.95,"endTime":2859.1,"body":"then maybe I'll bring in Alan."},{"speaker":"Nick Lincoln","startTime":2860.15,"endTime":2863.66,"body":"I, yeah, so the financial plan,"},{"speaker":"Nick Lincoln","startTime":2860.15,"endTime":2863.66,"body":"the financial plan, and I'm"},{"speaker":"Nick Lincoln","startTime":2863.66,"endTime":2866.87,"body":"talking here real down in the"},{"speaker":"Nick Lincoln","startTime":2863.66,"endTime":2866.87,"body":"weeds stuff here. Okay. And"},{"speaker":"Nick Lincoln","startTime":2866.87,"endTime":2870.08,"body":"stuff that most of our listeners"},{"speaker":"Nick Lincoln","startTime":2866.87,"endTime":2870.08,"body":"miss the audience will know, as"},{"speaker":"Nick Lincoln","startTime":2870.08,"endTime":2874.37,"body":"to and incorporate clients"},{"speaker":"Nick Lincoln","startTime":2870.08,"endTime":2874.37,"body":"goals, aspirations, and then all"},{"speaker":"Nick Lincoln","startTime":2874.37,"endTime":2877.8199999999997,"body":"their incomes, current assets,"},{"speaker":"Nick Lincoln","startTime":2874.37,"endTime":2877.8199999999997,"body":"and what their future incomes"},{"speaker":"Nick Lincoln","startTime":2879.2599999999998,"endTime":2882.2599999999998,"body":"and future assets matched"},{"speaker":"Nick Lincoln","startTime":2879.2599999999998,"endTime":2882.2599999999998,"body":"against their current lifestyle"},{"speaker":"Nick Lincoln","startTime":2882.41,"endTime":2885.83,"body":"and their projected lifestyle"},{"speaker":"Nick Lincoln","startTime":2882.41,"endTime":2885.83,"body":"for the next three, four"},{"speaker":"Nick Lincoln","startTime":2885.83,"endTime":2888.23,"body":"decades. That sounds Elementary,"},{"speaker":"Nick Lincoln","startTime":2885.83,"endTime":2888.23,"body":"right? But if you haven't got"},{"speaker":"Nick Lincoln","startTime":2888.23,"endTime":2893.15,"body":"that stuff, then you're not even"},{"speaker":"Nick Lincoln","startTime":2888.23,"endTime":2893.15,"body":"at the at the races. And then"},{"speaker":"Nick Lincoln","startTime":2893.15,"endTime":2895.6099999999997,"body":"you then you have a basis of a"},{"speaker":"Nick Lincoln","startTime":2893.15,"endTime":2895.6099999999997,"body":"financial plan. And if people"},{"speaker":"Nick Lincoln","startTime":2895.6099999999997,"endTime":2897.68,"body":"don't know what they're going to"},{"speaker":"Nick Lincoln","startTime":2895.6099999999997,"endTime":2897.68,"body":"spend in retirement, then the"},{"speaker":"Nick Lincoln","startTime":2897.71,"endTime":2899.75,"body":"the the answer is, well, they"},{"speaker":"Nick Lincoln","startTime":2897.71,"endTime":2899.75,"body":"don't want to spend any less"},{"speaker":"Nick Lincoln","startTime":2899.75,"endTime":2902.3599999999997,"body":"than they've got now. Right? So"},{"speaker":"Nick Lincoln","startTime":2899.75,"endTime":2902.3599999999997,"body":"if the lifestyle cost is 50k"},{"speaker":"Nick Lincoln","startTime":2902.3599999999997,"endTime":2903.98,"body":"now, but they can't see what"},{"speaker":"Nick Lincoln","startTime":2902.3599999999997,"endTime":2903.98,"body":"they're gonna spend in"},{"speaker":"Nick Lincoln","startTime":2903.98,"endTime":2907.52,"body":"retirement, assume it's gonna be"},{"speaker":"Nick Lincoln","startTime":2903.98,"endTime":2907.52,"body":"50k per annum going forward. But"},{"speaker":"Nick Lincoln","startTime":2907.52,"endTime":2910.64,"body":"the financial plan is done with"},{"speaker":"Nick Lincoln","startTime":2907.52,"endTime":2910.64,"body":"the clients. I mean, this is"},{"speaker":"Nick Lincoln","startTime":2910.67,"endTime":2913.25,"body":"this, you know, and certainly"},{"speaker":"Nick Lincoln","startTime":2910.67,"endTime":2913.25,"body":"initially, you do the financial"},{"speaker":"Nick Lincoln","startTime":2913.25,"endTime":2916.25,"body":"planning with the clients, you"},{"speaker":"Nick Lincoln","startTime":2913.25,"endTime":2916.25,"body":"don't send out this awful"},{"speaker":"Nick Lincoln","startTime":2916.25,"endTime":2920.39,"body":"reports, these tomes and nobody"},{"speaker":"Nick Lincoln","startTime":2916.25,"endTime":2920.39,"body":"reads. You keep it very simple,"},{"speaker":"Nick Lincoln","startTime":2920.39,"endTime":2923.33,"body":"stupid, you maybe have two or"},{"speaker":"Nick Lincoln","startTime":2920.39,"endTime":2923.33,"body":"three sort of what if iterations"},{"speaker":"Nick Lincoln","startTime":2923.33,"endTime":2927.7999999999997,"body":"in the financial plan, but it's"},{"speaker":"Nick Lincoln","startTime":2923.33,"endTime":2927.7999999999997,"body":"fluid, you're doing the plan,"},{"speaker":"Nick Lincoln","startTime":2928.0099999999998,"endTime":2931.0099999999998,"body":"the power of the plan is in the"},{"speaker":"Nick Lincoln","startTime":2928.0099999999998,"endTime":2931.0099999999998,"body":"planning, right? And it's the"},{"speaker":"Nick Lincoln","startTime":2931.0099999999998,"endTime":2933.56,"body":"chance for the client to say,"},{"speaker":"Nick Lincoln","startTime":2931.0099999999998,"endTime":2933.56,"body":"Well, Nick, what if we do this,"},{"speaker":"Nick Lincoln","startTime":2934.16,"endTime":2936.89,"body":"what you can't do if you've got"},{"speaker":"Nick Lincoln","startTime":2934.16,"endTime":2936.89,"body":"an a4, leather bound thing,"},{"speaker":"Nick Lincoln","startTime":2937.1,"endTime":2939.23,"body":"slamming through your letterbox,"},{"speaker":"Nick Lincoln","startTime":2937.1,"endTime":2939.23,"body":"you can't look at that and say,"},{"speaker":"Nick Lincoln","startTime":2939.23,"endTime":2941.33,"body":"Oh, Nick, what if we do this,"},{"speaker":"Nick Lincoln","startTime":2939.23,"endTime":2941.33,"body":"but you can if you're involved"},{"speaker":"Nick Lincoln","startTime":2941.33,"endTime":2944.12,"body":"in the actual planning meeting,"},{"speaker":"Nick Lincoln","startTime":2941.33,"endTime":2944.12,"body":"the graphs are on screen and"},{"speaker":"Nick Lincoln","startTime":2944.12,"endTime":2946.16,"body":"you're working it through, but"},{"speaker":"Nick Lincoln","startTime":2944.12,"endTime":2946.16,"body":"there's got to be a certain"},{"speaker":"Nick Lincoln","startTime":2946.16,"endTime":2950.18,"body":"level of information, incomes,"},{"speaker":"Nick Lincoln","startTime":2946.16,"endTime":2950.18,"body":"assets, future incomes, assets,"},{"speaker":"Nick Lincoln","startTime":2950.66,"endTime":2953.45,"body":"you can't get away from that"},{"speaker":"Nick Lincoln","startTime":2950.66,"endTime":2953.45,"body":"stuff that is without that"},{"speaker":"Nick Lincoln","startTime":2953.45,"endTime":2955.64,"body":"without and the most important"},{"speaker":"Nick Lincoln","startTime":2953.45,"endTime":2955.64,"body":"one is knowing the lifestyle"},{"speaker":"Nick Lincoln","startTime":2955.64,"endTime":2957.62,"body":"cost, right? Because that's what"},{"speaker":"Nick Lincoln","startTime":2955.64,"endTime":2957.62,"body":"you're looking for. To protect."},{"speaker":"Nick Lincoln","startTime":2957.62,"endTime":2960.0499999999997,"body":"We do all of this for all we do"},{"speaker":"Nick Lincoln","startTime":2957.62,"endTime":2960.0499999999997,"body":"it for ourselves for all of our"},{"speaker":"Nick Lincoln","startTime":2960.0499999999997,"endTime":2963.02,"body":"clients. We're answering that"},{"speaker":"Nick Lincoln","startTime":2960.0499999999997,"endTime":2963.02,"body":"question, Have we got enough?"},{"speaker":"Nick Lincoln","startTime":2963.74,"endTime":2967.5499999999997,"body":"And what do we mean by enough we"},{"speaker":"Nick Lincoln","startTime":2963.74,"endTime":2967.5499999999997,"body":"be enough to reasonably be sure"},{"speaker":"Nick Lincoln","startTime":2967.5499999999997,"endTime":2970.19,"body":"we can fund our lifestyle"},{"speaker":"Nick Lincoln","startTime":2967.5499999999997,"endTime":2970.19,"body":"without fear of later on running"},{"speaker":"Nick Lincoln","startTime":2970.19,"endTime":2972.98,"body":"out of money. That's That's the"},{"speaker":"Nick Lincoln","startTime":2970.19,"endTime":2972.98,"body":"Gospel according to what to all"},{"speaker":"Nick Lincoln","startTime":2972.98,"endTime":2974.72,"body":"of us. Really. Alan, what do you"},{"speaker":"Nick Lincoln","startTime":2972.98,"endTime":2974.72,"body":"think?"},{"speaker":"Alan Smith","startTime":2977.15,"endTime":2980.27,"body":"Yeah, there's"},{"speaker":"Alan Smith","startTime":2977.15,"endTime":2980.27,"body":"there's few few subjects that"},{"speaker":"Alan Smith","startTime":2980.27,"endTime":2984.0499999999997,"body":"there's been more navel gazing"},{"speaker":"Alan Smith","startTime":2980.27,"endTime":2984.0499999999997,"body":"in our industry about and sort"},{"speaker":"Alan Smith","startTime":2984.0499999999997,"endTime":2986.5699999999997,"body":"of hand wringing and working out"},{"speaker":"Alan Smith","startTime":2984.0499999999997,"endTime":2986.5699999999997,"body":"what's the best thing and I'll"},{"speaker":"Alan Smith","startTime":2986.81,"endTime":2989.7799999999997,"body":"funny you say these sort of"},{"speaker":"Alan Smith","startTime":2986.81,"endTime":2989.7799999999997,"body":"leather bound huge documents."},{"speaker":"Alan Smith","startTime":2990.08,"endTime":2992.93,"body":"When I got started. We used to"},{"speaker":"Alan Smith","startTime":2990.08,"endTime":2992.93,"body":"have we used to call them dog"},{"speaker":"Alan Smith","startTime":2992.93,"endTime":2996.65,"body":"killers. They were like 100"},{"speaker":"Alan Smith","startTime":2992.93,"endTime":2996.65,"body":"pages long. And when the postman"},{"speaker":"Alan Smith","startTime":2996.65,"endTime":2999.02,"body":"post them through the letterbox"},{"speaker":"Alan Smith","startTime":2996.65,"endTime":2999.02,"body":"the poor dog sitting underneath"},{"speaker":"Alan Smith","startTime":2999.02,"endTime":3003.94,"body":"the letterbox gets landing on"},{"speaker":"Alan Smith","startTime":2999.02,"endTime":3003.94,"body":"his head, knocks the dog out,"},{"speaker":"Alan Smith","startTime":3003.94,"endTime":3004.2999999999997,"body":"because"},{"speaker":"Andy Hart","startTime":3004.87,"endTime":3007.9,"body":"where's the applause?"},{"speaker":"Andy Hart","startTime":3004.87,"endTime":3007.9,"body":"Sound? Nick, dog killers? were"},{"speaker":"Andy Hart","startTime":3007.9,"endTime":3009.52,"body":"laughing. New information."},{"speaker":"Alan Smith","startTime":3009.52,"endTime":3013.0,"body":"Yeah, it's Yeah, dog"},{"speaker":"Alan Smith","startTime":3009.52,"endTime":3013.0,"body":"killers. And so we've learned"},{"speaker":"Alan Smith","startTime":3013.0,"endTime":3018.0099999999998,"body":"over the years that was the"},{"speaker":"Alan Smith","startTime":3013.0,"endTime":3018.0099999999998,"body":"work. I think the biggest one"},{"speaker":"Alan Smith","startTime":3018.04,"endTime":3022.21,"body":"that we did is 132 pages long,"},{"speaker":"Alan Smith","startTime":3018.04,"endTime":3022.21,"body":"a4 bound and"},{"speaker":"Andy Hart","startTime":3022.45,"endTime":3025.99,"body":"either either for"},{"speaker":"Andy Hart","startTime":3022.45,"endTime":3025.99,"body":"this day, the pages six options"},{"speaker":"Alan Smith","startTime":3026.89,"endTime":3028.69,"body":"to this day client"},{"speaker":"Alan Smith","startTime":3026.89,"endTime":3028.69,"body":"never read it, but you're"},{"speaker":"Alan Smith","startTime":3028.69,"endTime":3034.0299999999997,"body":"engaged and so on. And so that"},{"speaker":"Alan Smith","startTime":3028.69,"endTime":3034.0299999999997,"body":"there's this kind of modern"},{"speaker":"Alan Smith","startTime":3034.0299999999997,"endTime":3036.8199999999997,"body":"approach about can you distill"},{"speaker":"Alan Smith","startTime":3034.0299999999997,"endTime":3036.8199999999997,"body":"your I agree with what everyone"},{"speaker":"Alan Smith","startTime":3036.8199999999997,"endTime":3039.88,"body":"has said? It's an experience."},{"speaker":"Alan Smith","startTime":3036.8199999999997,"endTime":3039.88,"body":"It's a process, it's what you"},{"speaker":"Alan Smith","startTime":3039.88,"endTime":3043.06,"body":"do, but how do you distill it"},{"speaker":"Alan Smith","startTime":3039.88,"endTime":3043.06,"body":"all down? And what is the"},{"speaker":"Alan Smith","startTime":3043.06,"endTime":3046.27,"body":"deliverable? Ultimately, other"},{"speaker":"Alan Smith","startTime":3043.06,"endTime":3046.27,"body":"than when the client when you"},{"speaker":"Alan Smith","startTime":3046.27,"endTime":3048.46,"body":"sitting across a table or having"},{"speaker":"Alan Smith","startTime":3046.27,"endTime":3048.46,"body":"a nice lunch? I thought that was"},{"speaker":"Alan Smith","startTime":3048.46,"endTime":3050.47,"body":"really nice. We have described"},{"speaker":"Alan Smith","startTime":3048.46,"endTime":3050.47,"body":"that earlier, Nick, because he"},{"speaker":"Alan Smith","startTime":3050.47,"endTime":3053.65,"body":"just didn't even bring out a"},{"speaker":"Alan Smith","startTime":3050.47,"endTime":3053.65,"body":"financial plan. But they got"},{"speaker":"Alan Smith","startTime":3053.68,"endTime":3056.65,"body":"planned, if you like, and you"},{"speaker":"Alan Smith","startTime":3053.68,"endTime":3056.65,"body":"just said I mean, your trash is"},{"speaker":"Alan Smith","startTime":3056.65,"endTime":3058.18,"body":"in. You've earned what you've"},{"speaker":"Andy Hart","startTime":3058.18,"endTime":3062.5899999999997,"body":"learned. Absolutely"},{"speaker":"Andy Hart","startTime":3058.18,"endTime":3062.5899999999997,"body":"fine tune 13 years in exactly."},{"speaker":"Alan Smith","startTime":3063.1,"endTime":3066.25,"body":"This, but this"},{"speaker":"Alan Smith","startTime":3063.1,"endTime":3066.25,"body":"something of you, you might be"},{"speaker":"Alan Smith","startTime":3066.25,"endTime":3069.5499999999997,"body":"aware. So the stuff that I look"},{"speaker":"Alan Smith","startTime":3066.25,"endTime":3069.5499999999997,"body":"at now there's loads and loads"},{"speaker":"Alan Smith","startTime":3069.5499999999997,"endTime":3073.3599999999997,"body":"of new examples on one page, two"},{"speaker":"Alan Smith","startTime":3069.5499999999997,"endTime":3073.3599999999997,"body":"page three page plans, and the"},{"speaker":"Alan Smith","startTime":3073.3599999999997,"endTime":3076.72,"body":"full of nice images and graphics"},{"speaker":"Alan Smith","startTime":3073.3599999999997,"endTime":3076.72,"body":"and pie charts and So one which"},{"speaker":"Alan Smith","startTime":3076.72,"endTime":3079.87,"body":"is going to look pretty, and"},{"speaker":"Alan Smith","startTime":3076.72,"endTime":3079.87,"body":"colorful, but I'm not"},{"speaker":"Alan Smith","startTime":3079.87,"endTime":3082.5699999999997,"body":"necessarily sure that the"},{"speaker":"Alan Smith","startTime":3079.87,"endTime":3082.5699999999997,"body":"deliver what you need to"},{"speaker":"Alan Smith","startTime":3082.5699999999997,"endTime":3087.73,"body":"deliver, I'm reminded of an"},{"speaker":"Alan Smith","startTime":3082.5699999999997,"endTime":3087.73,"body":"Amazon, they they've done away"},{"speaker":"Alan Smith","startTime":3087.73,"endTime":3091.0299999999997,"body":"years ago that you've read about"},{"speaker":"Alan Smith","startTime":3087.73,"endTime":3091.0299999999997,"body":"Vsauce. And what he's done at"},{"speaker":"Alan Smith","startTime":3091.0299999999997,"endTime":3093.85,"body":"Amazon, they did did away with"},{"speaker":"Alan Smith","startTime":3091.0299999999997,"endTime":3093.85,"body":"PowerPoint presentations years"},{"speaker":"Alan Smith","startTime":3093.85,"endTime":3097.33,"body":"ago. And what they have is just"},{"speaker":"Alan Smith","startTime":3093.85,"endTime":3097.33,"body":"like a one page, a narrative"},{"speaker":"Alan Smith","startTime":3097.33,"endTime":3101.2,"body":"people who describe exactly what"},{"speaker":"Alan Smith","startTime":3097.33,"endTime":3101.2,"body":"you want to talk about. And I"},{"speaker":"Alan Smith","startTime":3101.2,"endTime":3104.08,"body":"think there's a version of that"},{"speaker":"Alan Smith","startTime":3101.2,"endTime":3104.08,"body":"in facts core, which is produced"},{"speaker":"Alan Smith","startTime":3104.08,"endTime":3107.44,"body":"something a while ago, just a"},{"speaker":"Alan Smith","startTime":3104.08,"endTime":3107.44,"body":"one page and it's written"},{"speaker":"Alan Smith","startTime":3107.56,"endTime":3110.5299999999997,"body":"document. And it's just got a"},{"speaker":"Alan Smith","startTime":3107.56,"endTime":3110.5299999999997,"body":"paragraph about values and"},{"speaker":"Alan Smith","startTime":3110.5299999999997,"endTime":3114.13,"body":"goals. And then it's got next"},{"speaker":"Alan Smith","startTime":3110.5299999999997,"endTime":3114.13,"body":"actions just got the three"},{"speaker":"Alan Smith","startTime":3114.13,"endTime":3117.1,"body":"things that you will do, or I"},{"speaker":"Alan Smith","startTime":3114.13,"endTime":3117.1,"body":"will do in order to achieve the"},{"speaker":"Alan Smith","startTime":3117.1,"endTime":3120.16,"body":"things you've identified."},{"speaker":"Alan Smith","startTime":3117.1,"endTime":3120.16,"body":"There's no pie charts or graphs"},{"speaker":"Alan Smith","startTime":3120.16,"endTime":3124.75,"body":"or anything. And the third part"},{"speaker":"Alan Smith","startTime":3120.16,"endTime":3124.75,"body":"of this is just when we next"},{"speaker":"Alan Smith","startTime":3124.75,"endTime":3127.24,"body":"reassess, and it's either I'll"},{"speaker":"Alan Smith","startTime":3124.75,"endTime":3127.24,"body":"see you in 12 months, or"},{"speaker":"Alan Smith","startTime":3127.54,"endTime":3129.43,"body":"something's coming up in six"},{"speaker":"Alan Smith","startTime":3127.54,"endTime":3129.43,"body":"months, we'll have a further"},{"speaker":"Alan Smith","startTime":3129.43,"endTime":3132.3399999999997,"body":"conversation. Now, that's my"},{"speaker":"Alan Smith","startTime":3129.43,"endTime":3132.3399999999997,"body":"mind is something you could"},{"speaker":"Alan Smith","startTime":3132.3399999999997,"endTime":3135.2799999999997,"body":"print off and put beside your"},{"speaker":"Alan Smith","startTime":3132.3399999999997,"endTime":3135.2799999999997,"body":"desk or have in your wall or"},{"speaker":"Alan Smith","startTime":3135.2799999999997,"endTime":3137.5299999999997,"body":"something if you're a client,"},{"speaker":"Alan Smith","startTime":3135.2799999999997,"endTime":3137.5299999999997,"body":"and that's engaging. And I'll"},{"speaker":"Alan Smith","startTime":3137.5299999999997,"endTime":3140.98,"body":"read that. And I will, I will"},{"speaker":"Alan Smith","startTime":3137.5299999999997,"endTime":3140.98,"body":"see what I have to do as part of"},{"speaker":"Alan Smith","startTime":3140.98,"endTime":3143.98,"body":"the process to to make sure I"},{"speaker":"Alan Smith","startTime":3140.98,"endTime":3143.98,"body":"achieve what's what's been"},{"speaker":"Alan Smith","startTime":3143.98,"endTime":3147.88,"body":"identified in literally one or"},{"speaker":"Alan Smith","startTime":3143.98,"endTime":3147.88,"body":"two lines at the top of this one"},{"speaker":"Alan Smith","startTime":3147.88,"endTime":3151.24,"body":"pager. So I think we can post an"},{"speaker":"Alan Smith","startTime":3147.88,"endTime":3151.24,"body":"example of that on the show"},{"speaker":"Alan Smith","startTime":3151.24,"endTime":3153.3399999999997,"body":"notes because I just really"},{"speaker":"Alan Smith","startTime":3151.24,"endTime":3153.3399999999997,"body":"liked that it's just written"},{"speaker":"Alan Smith","startTime":3153.3399999999997,"endTime":3158.5299999999997,"body":"documents is on one page."},{"speaker":"Alan Smith","startTime":3153.3399999999997,"endTime":3158.5299999999997,"body":"Andrew, you are the king of"},{"speaker":"Alan Smith","startTime":3158.95,"endTime":3161.41,"body":"financial plan planning? voyant?"},{"speaker":"Alan Smith","startTime":3158.95,"endTime":3161.41,"body":"Blackbell?"},{"speaker":"Andy Hart","startTime":3161.41,"endTime":3162.22,"body":"Yeah, that stuff."},{"speaker":"Alan Smith","startTime":3162.22,"endTime":3164.83,"body":"Yeah. What's What's"},{"speaker":"Alan Smith","startTime":3162.22,"endTime":3164.83,"body":"your deliverable to a client?"},{"speaker":"Andy Hart","startTime":3164.89,"endTime":3167.14,"body":"Well, I've um, yeah,"},{"speaker":"Andy Hart","startTime":3164.89,"endTime":3167.14,"body":"I've built 1000s of financial"},{"speaker":"Andy Hart","startTime":3167.14,"endTime":3169.6,"body":"plans live for clients. I've"},{"speaker":"Andy Hart","startTime":3167.14,"endTime":3169.6,"body":"been training advisors for 12"},{"speaker":"Andy Hart","startTime":3169.6,"endTime":3172.54,"body":"years. I live sleep and breathe"},{"speaker":"Andy Hart","startTime":3169.6,"endTime":3172.54,"body":"financial planning, that the old"},{"speaker":"Andy Hart","startTime":3172.54,"endTime":3175.96,"body":"sounds on, Nick, first and"},{"speaker":"Andy Hart","startTime":3172.54,"endTime":3175.96,"body":"foremost, financial planning is"},{"speaker":"Andy Hart","startTime":3175.96,"endTime":3178.45,"body":"a completely separate skill."},{"speaker":"Andy Hart","startTime":3175.96,"endTime":3178.45,"body":"There's three there's three"},{"speaker":"Andy Hart","startTime":3178.45,"endTime":3180.67,"body":"skills the advisor needs to"},{"speaker":"Andy Hart","startTime":3178.45,"endTime":3180.67,"body":"learn. The first one is finance."},{"speaker":"Alan Smith","startTime":3187.239,"endTime":3190.719,"body":"He's been he's been"},{"speaker":"Alan Smith","startTime":3187.239,"endTime":3190.719,"body":"left out. He hasn't he has that"},{"speaker":"Alan Smith","startTime":3190.719,"endTime":3193.1189999999997,"body":"doesn't have as yours anymore."},{"speaker":"Alan Smith","startTime":3190.719,"endTime":3193.1189999999997,"body":"Yeah."},{"speaker":"Andy Hart","startTime":3193.87,"endTime":3197.41,"body":"The throat is still"},{"speaker":"Andy Hart","startTime":3193.87,"endTime":3197.41,"body":"not not not fixed. Up. Yeah,"},{"speaker":"Andy Hart","startTime":3197.41,"endTime":3201.73,"body":"there's three throat? Yeah. How"},{"speaker":"Andy Hart","startTime":3197.41,"endTime":3201.73,"body":"did that how did that happen?"},{"speaker":"Andy Hart","startTime":3202.3599999999997,"endTime":3205.48,"body":"Tell us a little bit of maybe"},{"speaker":"Andy Hart","startTime":3202.3599999999997,"endTime":3205.48,"body":"COVID. Actually,"},{"speaker":"Alan Smith","startTime":3205.81,"endTime":3210.5499999999997,"body":"we're on anyway,"},{"speaker":"Alan Smith","startTime":3205.81,"endTime":3210.5499999999997,"body":"we're gonna have an X rated"},{"speaker":"Alan Smith","startTime":3210.5499999999997,"endTime":3211.27,"body":"version of this."},{"speaker":"Andy Hart","startTime":3213.37,"endTime":3216.49,"body":"Right by the Patreon"},{"speaker":"Andy Hart","startTime":3213.37,"endTime":3216.49,"body":"subscription one, yes, you've"},{"speaker":"Andy Hart","startTime":3216.49,"endTime":3218.95,"body":"got to learn financial services,"},{"speaker":"Andy Hart","startTime":3216.49,"endTime":3218.95,"body":"which is basically financial"},{"speaker":"Andy Hart","startTime":3218.95,"endTime":3221.65,"body":"rules, admin and tax, you've"},{"speaker":"Andy Hart","startTime":3218.95,"endTime":3221.65,"body":"then got to learn Investment"},{"speaker":"Andy Hart","startTime":3221.65,"endTime":3224.2599999999998,"body":"Management, which is managing"},{"speaker":"Andy Hart","startTime":3221.65,"endTime":3224.2599999999998,"body":"money looking after clients"},{"speaker":"Andy Hart","startTime":3224.2599999999998,"endTime":3226.27,"body":"money, asset allocation. And the"},{"speaker":"Andy Hart","startTime":3224.2599999999998,"endTime":3226.27,"body":"third skill was financial"},{"speaker":"Andy Hart","startTime":3226.27,"endTime":3230.38,"body":"planning. People think they're"},{"speaker":"Andy Hart","startTime":3226.27,"endTime":3230.38,"body":"by default financial planners,"},{"speaker":"Andy Hart","startTime":3230.38,"endTime":3232.93,"body":"because they've done the CFP,"},{"speaker":"Andy Hart","startTime":3230.38,"endTime":3232.93,"body":"because the written on their"},{"speaker":"Andy Hart","startTime":3232.93,"endTime":3235.69,"body":"website, because they understand"},{"speaker":"Andy Hart","startTime":3232.93,"endTime":3235.69,"body":"Investment Management. They"},{"speaker":"Andy Hart","startTime":3235.69,"endTime":3238.0299999999997,"body":"don't it's a completely separate"},{"speaker":"Andy Hart","startTime":3235.69,"endTime":3238.0299999999997,"body":"skills. And the only way you"},{"speaker":"Andy Hart","startTime":3238.0299999999997,"endTime":3242.17,"body":"can, the only way you can do it,"},{"speaker":"Andy Hart","startTime":3238.0299999999997,"endTime":3242.17,"body":"is using proper, sophisticated"},{"speaker":"Andy Hart","startTime":3242.17,"endTime":3245.71,"body":"financial planning software. The"},{"speaker":"Andy Hart","startTime":3242.17,"endTime":3245.71,"body":"market we work in is incredibly"},{"speaker":"Andy Hart","startTime":3245.71,"endTime":3248.5899999999997,"body":"complicated tax financial rules."},{"speaker":"Andy Hart","startTime":3245.71,"endTime":3248.5899999999997,"body":"It's a mess. So I have a piece"},{"speaker":"Andy Hart","startTime":3248.5899999999997,"endTime":3251.71,"body":"of software, it needs to be"},{"speaker":"Andy Hart","startTime":3248.5899999999997,"endTime":3251.71,"body":"pretty comprehensive. Back to"},{"speaker":"Andy Hart","startTime":3251.71,"endTime":3254.62,"body":"what Nick says, yeah, it needs"},{"speaker":"Andy Hart","startTime":3251.71,"endTime":3254.62,"body":"to be income expense, income"},{"speaker":"Andy Hart","startTime":3254.62,"endTime":3257.5299999999997,"body":"expenditure forever, every"},{"speaker":"Andy Hart","startTime":3254.62,"endTime":3257.5299999999997,"body":"single year, and assets and"},{"speaker":"Andy Hart","startTime":3257.5299999999997,"endTime":3260.0499999999997,"body":"liabilities and what that looks"},{"speaker":"Andy Hart","startTime":3257.5299999999997,"endTime":3260.0499999999997,"body":"like you need to be building it"},{"speaker":"Andy Hart","startTime":3260.0499999999997,"endTime":3263.35,"body":"live with your clients. It is"},{"speaker":"Andy Hart","startTime":3260.0499999999997,"endTime":3263.35,"body":"fluid and collaborative. Yes, it"},{"speaker":"Andy Hart","startTime":3263.35,"endTime":3267.3399999999997,"body":"will be wrong, Kyle. But I'm 12"},{"speaker":"Andy Hart","startTime":3263.35,"endTime":3267.3399999999997,"body":"years into building real plans"},{"speaker":"Andy Hart","startTime":3267.3399999999997,"endTime":3270.67,"body":"and real people. And where I"},{"speaker":"Andy Hart","startTime":3267.3399999999997,"endTime":3270.67,"body":"told my clients 12 years ago,"},{"speaker":"Andy Hart","startTime":3270.67,"endTime":3274.0,"body":"where they're going to be in"},{"speaker":"Andy Hart","startTime":3270.67,"endTime":3274.0,"body":"2022. We're not that far off. I"},{"speaker":"Andy Hart","startTime":3274.0,"endTime":3276.67,"body":"know, as every year goes, as"},{"speaker":"Andy Hart","startTime":3274.0,"endTime":3276.67,"body":"there's a bit of a gap, but it's"},{"speaker":"Andy Hart","startTime":3276.67,"endTime":3279.79,"body":"scary how accurate I've been."},{"speaker":"Andy Hart","startTime":3276.67,"endTime":3279.79,"body":"I've had a look at that I've"},{"speaker":"Andy Hart","startTime":3279.79,"endTime":3282.0099999999998,"body":"mixed on this as well. I've had"},{"speaker":"Andy Hart","startTime":3279.79,"endTime":3282.0099999999998,"body":"a look at the assets, liquid"},{"speaker":"Andy Hart","startTime":3282.0099999999998,"endTime":3285.8199999999997,"body":"assets and go, I said the liquid"},{"speaker":"Andy Hart","startTime":3282.0099999999998,"endTime":3285.8199999999997,"body":"assets are going to be x and x"},{"speaker":"Andy Hart","startTime":3285.8199999999997,"endTime":3289.99,"body":"minus a couple of 1000 pounds."},{"speaker":"Andy Hart","startTime":3285.8199999999997,"endTime":3289.99,"body":"And I'm like, is that real is my"},{"speaker":"Andy Hart","startTime":3289.99,"endTime":3293.23,"body":"guesstimate has been that"},{"speaker":"Andy Hart","startTime":3289.99,"endTime":3293.23,"body":"accurate? Again, people that"},{"speaker":"Andy Hart","startTime":3293.23,"endTime":3295.81,"body":"don't build financial plans that"},{"speaker":"Andy Hart","startTime":3293.23,"endTime":3295.81,"body":"just slate financial planning"},{"speaker":"Andy Hart","startTime":3295.81,"endTime":3301.18,"body":"software, have never done what I"},{"speaker":"Andy Hart","startTime":3295.81,"endTime":3301.18,"body":"just explained and seem like the"},{"speaker":"Andy Hart","startTime":3301.3599999999997,"endTime":3303.7599999999998,"body":"continued journey of and"},{"speaker":"Andy Hart","startTime":3301.3599999999997,"endTime":3303.7599999999998,"body":"financial plan that's that's"},{"speaker":"Andy Hart","startTime":3303.7599999999998,"endTime":3308.44,"body":"been built. Yeah, it's, it's I"},{"speaker":"Andy Hart","startTime":3303.7599999999998,"endTime":3308.44,"body":"think it's the only fun left in"},{"speaker":"Andy Hart","startTime":3308.44,"endTime":3311.35,"body":"this business to be totally fair"},{"speaker":"Andy Hart","startTime":3308.44,"endTime":3311.35,"body":"financial planning. All the"},{"speaker":"Andy Hart","startTime":3311.35,"endTime":3315.3399999999997,"body":"other stuff is plumbing and"},{"speaker":"Andy Hart","startTime":3311.35,"endTime":3315.3399999999997,"body":"admin. Yes, a great question,"},{"speaker":"Andy Hart","startTime":3315.3399999999997,"endTime":3317.89,"body":"John, you need to be using"},{"speaker":"Andy Hart","startTime":3315.3399999999997,"endTime":3317.89,"body":"sophisticated software. There's"},{"speaker":"Andy Hart","startTime":3317.89,"endTime":3321.16,"body":"a few options out there."},{"speaker":"Andy Hart","startTime":3317.89,"endTime":3321.16,"body":"Obviously, I'm hugely pro voice."},{"speaker":"Andy Hart","startTime":3321.16,"endTime":3324.0699999999997,"body":"And I think it's still the best"},{"speaker":"Andy Hart","startTime":3321.16,"endTime":3324.0699999999997,"body":"on the market by country mile."},{"speaker":"Andy Hart","startTime":3324.25,"endTime":3328.18,"body":"But there's a few others that"},{"speaker":"Andy Hart","startTime":3324.25,"endTime":3328.18,"body":"can do it. And back to next"},{"speaker":"Andy Hart","startTime":3328.18,"endTime":3331.24,"body":"point, you know, we are the"},{"speaker":"Andy Hart","startTime":3328.18,"endTime":3331.24,"body":"financial plan, we are the"},{"speaker":"Andy Hart","startTime":3331.24,"endTime":3336.31,"body":"attitude to risk. You know, we"},{"speaker":"Andy Hart","startTime":3331.24,"endTime":3336.31,"body":"you know, the message is the"},{"speaker":"Andy Hart","startTime":3336.31,"endTime":3339.8199999999997,"body":"messenger and all that. So,"},{"speaker":"Andy Hart","startTime":3336.31,"endTime":3339.8199999999997,"body":"yeah, that's my two cents on it."},{"speaker":"Andy Hart","startTime":3339.8199999999997,"endTime":3343.66,"body":"But yeah, financial planning is"},{"speaker":"Andy Hart","startTime":3339.8199999999997,"endTime":3343.66,"body":"a separate skill. And yeah, the"},{"speaker":"Andy Hart","startTime":3343.69,"endTime":3347.02,"body":"the definition of a financial"},{"speaker":"Andy Hart","startTime":3343.69,"endTime":3347.02,"body":"planner, is if a client couple"},{"speaker":"Andy Hart","startTime":3347.02,"endTime":3350.5899999999997,"body":"rocked up, sat right in front of"},{"speaker":"Andy Hart","startTime":3347.02,"endTime":3350.5899999999997,"body":"me now and said, Andy, I want to"},{"speaker":"Andy Hart","startTime":3350.5899999999997,"endTime":3353.83,"body":"build a financial plan, I'd be"},{"speaker":"Andy Hart","startTime":3350.5899999999997,"endTime":3353.83,"body":"able to go absolutely fine."},{"speaker":"Andy Hart","startTime":3353.83,"endTime":3356.83,"body":"Let's go through that and build"},{"speaker":"Andy Hart","startTime":3353.83,"endTime":3356.83,"body":"that live. Now. If you can't do"},{"speaker":"Andy Hart","startTime":3356.83,"endTime":3360.1,"body":"that you're not a financial"},{"speaker":"Andy Hart","startTime":3356.83,"endTime":3360.1,"body":"planner. So that's"},{"speaker":"Alan Smith","startTime":3360.1,"endTime":3363.5499999999997,"body":"right. The reality"},{"speaker":"Alan Smith","startTime":3360.1,"endTime":3363.5499999999997,"body":"is is very, very few people are"},{"speaker":"Alan Smith","startTime":3363.5499999999997,"endTime":3366.88,"body":"going to do that. That's fine."},{"speaker":"Alan Smith","startTime":3363.5499999999997,"endTime":3366.88,"body":"But the bigger def on the hands"},{"speaker":"Alan Smith","startTime":3366.88,"endTime":3369.85,"body":"of somebody rushing somebody"},{"speaker":"Alan Smith","startTime":3366.88,"endTime":3369.85,"body":"rocks up to you off that same"},{"speaker":"Alan Smith","startTime":3369.88,"endTime":3373.21,"body":"cup of rocks up and says and the"},{"speaker":"Alan Smith","startTime":3369.88,"endTime":3373.21,"body":"can you help us review our"},{"speaker":"Alan Smith","startTime":3373.21,"endTime":3376.75,"body":"pensions, and you go into a"},{"speaker":"Alan Smith","startTime":3373.21,"endTime":3376.75,"body":"financial plan. That's that's"},{"speaker":"Alan Smith","startTime":3376.75,"endTime":3381.7,"body":"the pivot that a you should be"},{"speaker":"Alan Smith","startTime":3376.75,"endTime":3381.7,"body":"able to do, as opposed to just,"},{"speaker":"Alan Smith","startTime":3382.48,"endTime":3384.16,"body":"you know, focus on the initial"},{"speaker":"Alan Smith","startTime":3382.48,"endTime":3384.16,"body":"thing. If"},{"speaker":"Andy Hart","startTime":3384.16,"endTime":3386.44,"body":"you call yourself a"},{"speaker":"Andy Hart","startTime":3384.16,"endTime":3386.44,"body":"financial planner, you need to"},{"speaker":"Andy Hart","startTime":3386.44,"endTime":3388.63,"body":"be able to build financial"},{"speaker":"Andy Hart","startTime":3386.44,"endTime":3388.63,"body":"plans. If I call myself a"},{"speaker":"Andy Hart","startTime":3388.63,"endTime":3392.14,"body":"bricklayer, I need to be"},{"speaker":"Andy Hart","startTime":3388.63,"endTime":3392.14,"body":"building walls. So I'm calling"},{"speaker":"Andy Hart","startTime":3392.14,"endTime":3394.6,"body":"myself a financial planner, I"},{"speaker":"Andy Hart","startTime":3392.14,"endTime":3394.6,"body":"could build financial plans."},{"speaker":"Alan Smith","startTime":3395.529,"endTime":3398.949,"body":"And exactly exactly"},{"speaker":"Alan Smith","startTime":3395.529,"endTime":3398.949,"body":"like that. It's all it is very"},{"speaker":"Alan Smith","startTime":3398.979,"endTime":3402.909,"body":"nuanced. I have met people,"},{"speaker":"Alan Smith","startTime":3398.979,"endTime":3402.909,"body":"we've recruited people into our"},{"speaker":"Alan Smith","startTime":3402.909,"endTime":3405.189,"body":"team here, and I've interviewed"},{"speaker":"Alan Smith","startTime":3402.909,"endTime":3405.189,"body":"them. And they've come from"},{"speaker":"Alan Smith","startTime":3405.189,"endTime":3407.709,"body":"firms that if you if you've"},{"speaker":"Alan Smith","startTime":3405.189,"endTime":3407.709,"body":"heard about them, it looks at"},{"speaker":"Alan Smith","startTime":3407.709,"endTime":3410.709,"body":"their website, planning,"},{"speaker":"Alan Smith","startTime":3407.709,"endTime":3410.709,"body":"planning, planning. And you"},{"speaker":"Alan Smith","startTime":3410.709,"endTime":3413.1389999999997,"body":"speak to these obviously, no"},{"speaker":"Alan Smith","startTime":3410.709,"endTime":3413.1389999999997,"body":"names mentioned be speak to some"},{"speaker":"Alan Smith","startTime":3413.1389999999997,"endTime":3415.1189999999997,"body":"of the people who've been"},{"speaker":"Alan Smith","startTime":3413.1389999999997,"endTime":3415.1189999999997,"body":"working there. They say, Well,"},{"speaker":"Alan Smith","startTime":3415.5389999999998,"endTime":3417.939,"body":"we do it now. And again, if a"},{"speaker":"Alan Smith","startTime":3415.5389999999998,"endTime":3417.939,"body":"client asked for it, what client"},{"speaker":"Alan Smith","startTime":3417.939,"endTime":3421.479,"body":"asked for a financial plan?"},{"speaker":"Alan Smith","startTime":3417.939,"endTime":3421.479,"body":"Yeah, so yeah, there's a lot."},{"speaker":"Alan Smith","startTime":3421.479,"endTime":3424.5389999999998,"body":"There's a lot of waffling and"},{"speaker":"Alan Smith","startTime":3421.479,"endTime":3424.5389999999998,"body":"talk about this, because the"},{"speaker":"Alan Smith","startTime":3424.5389999999998,"endTime":3427.839,"body":"actual definition, this is"},{"speaker":"Alan Smith","startTime":3424.5389999999998,"endTime":3427.839,"body":"John's original point definition"},{"speaker":"Alan Smith","startTime":3428.2889999999998,"endTime":3430.8689999999997,"body":"is well, it's loose, isn't it?"},{"speaker":"Alan Smith","startTime":3428.2889999999998,"endTime":3430.8689999999997,"body":"Alright, Nick, I'm getting I'm"},{"speaker":"Alan Smith","startTime":3430.8689999999997,"endTime":3431.649,"body":"getting the hand wave."},{"speaker":"Nick Lincoln","startTime":3431.739,"endTime":3434.529,"body":"Okay. So Carl, you"},{"speaker":"Nick Lincoln","startTime":3431.739,"endTime":3434.529,"body":"said disagree to tell us briefly"},{"speaker":"Nick Lincoln","startTime":3434.5589999999997,"endTime":3436.719,"body":"why you disagreed? And then"},{"speaker":"Nick Lincoln","startTime":3434.5589999999997,"endTime":3436.719,"body":"we'll we'll draw a line under"},{"speaker":"Nick Lincoln","startTime":3436.719,"endTime":3437.649,"body":"this topic?"},{"speaker":"Carl Widger","startTime":3438.969,"endTime":3441.549,"body":"Well, for a couple"},{"speaker":"Carl Widger","startTime":3438.969,"endTime":3441.549,"body":"of reasons. Number one, I've"},{"speaker":"Carl Widger","startTime":3441.549,"endTime":3445.719,"body":"never built financial plan in my"},{"speaker":"Carl Widger","startTime":3441.549,"endTime":3445.719,"body":"life. But I'm heading up, I"},{"speaker":"Carl Widger","startTime":3445.719,"endTime":3448.719,"body":"think, Ireland's best financial"},{"speaker":"Carl Widger","startTime":3445.719,"endTime":3448.719,"body":"planning firm. So I don't think"},{"speaker":"Carl Widger","startTime":3448.719,"endTime":3451.479,"body":"you actually need to do it. You"},{"speaker":"Carl Widger","startTime":3448.719,"endTime":3451.479,"body":"need to have people around you"},{"speaker":"Carl Widger","startTime":3451.479,"endTime":3458.769,"body":"who can do it. And number two,"},{"speaker":"Carl Widger","startTime":3451.479,"endTime":3458.769,"body":"yeah, I just, I think there's an"},{"speaker":"Carl Widger","startTime":3458.769,"endTime":3462.6389999999997,"body":"awful lot more to you guys have"},{"speaker":"Carl Widger","startTime":3458.769,"endTime":3462.6389999999997,"body":"all focused on the was certainly"},{"speaker":"Carl Widger","startTime":3462.6389999999997,"endTime":3466.749,"body":"Nick and Andy on the kind of"},{"speaker":"Carl Widger","startTime":3462.6389999999997,"endTime":3466.749,"body":"nuts and bolts of this. I'd much"},{"speaker":"Carl Widger","startTime":3466.749,"endTime":3471.0389999999998,"body":"rather be delving into the whole"},{"speaker":"Carl Widger","startTime":3466.749,"endTime":3471.0389999999998,"body":"the softer side of this with the"},{"speaker":"Carl Widger","startTime":3471.0389999999998,"endTime":3475.749,"body":"clients. And that's the bit that"},{"speaker":"Carl Widger","startTime":3471.0389999999998,"endTime":3475.749,"body":"inspires me. So I don't think"},{"speaker":"Carl Widger","startTime":3475.779,"endTime":3479.5589999999997,"body":"you know, if you can't actually"},{"speaker":"Carl Widger","startTime":3475.779,"endTime":3479.5589999999997,"body":"use voyant, you're not a"},{"speaker":"Carl Widger","startTime":3479.5589999999997,"endTime":3482.859,"body":"financial planner. I don't know"},{"speaker":"Carl Widger","startTime":3479.5589999999997,"endTime":3482.859,"body":"there's there's power planners"},{"speaker":"Carl Widger","startTime":3482.859,"endTime":3485.709,"body":"out there that can do that stuff"},{"speaker":"Carl Widger","startTime":3482.859,"endTime":3485.709,"body":"for you. I think it's a lot more"},{"speaker":"Carl Widger","startTime":3485.709,"endTime":3489.279,"body":"about interviewing and"},{"speaker":"Carl Widger","startTime":3485.709,"endTime":3489.279,"body":"discussing and teasing out"},{"speaker":"Carl Widger","startTime":3489.279,"endTime":3492.009,"body":"goals, dreams and aspirations."},{"speaker":"Carl Widger","startTime":3489.279,"endTime":3492.009,"body":"And I'm sorry for using the"},{"speaker":"Carl Widger","startTime":3492.009,"endTime":3495.009,"body":"three words again, but I"},{"speaker":"Carl Widger","startTime":3492.009,"endTime":3495.009,"body":"passionately believe that that's"},{"speaker":"Carl Widger","startTime":3495.009,"endTime":3496.269,"body":"what real financial planning is,"},{"speaker":"Alan Smith","startTime":3496.359,"endTime":3500.439,"body":"is a great point."},{"speaker":"Alan Smith","startTime":3496.359,"endTime":3500.439,"body":"Because it lets you do that."},{"speaker":"Alan Smith","startTime":3500.529,"endTime":3502.239,"body":"You're not gonna go to the next"},{"speaker":"Alan Smith","startTime":3500.529,"endTime":3502.239,"body":"part. Yes, yeah,"},{"speaker":"Nick Lincoln","startTime":3502.269,"endTime":3504.129,"body":"that's what"},{"speaker":"Nick Lincoln","startTime":3502.269,"endTime":3504.129,"body":"Listen, this is this is this is"},{"speaker":"Nick Lincoln","startTime":3504.129,"endTime":3507.3089999999997,"body":"why we this is why we tend to"},{"speaker":"Nick Lincoln","startTime":3504.129,"endTime":3507.3089999999997,"body":"get on because we agree on lots"},{"speaker":"Nick Lincoln","startTime":3507.3089999999997,"endTime":3509.529,"body":"of things. But we also have"},{"speaker":"Nick Lincoln","startTime":3507.3089999999997,"endTime":3509.529,"body":"areas where we do just do things"},{"speaker":"Nick Lincoln","startTime":3509.529,"endTime":3512.8289999999997,"body":"differently. And it but all of"},{"speaker":"Nick Lincoln","startTime":3509.529,"endTime":3512.8289999999997,"body":"what we do, I think is is right,"},{"speaker":"Nick Lincoln","startTime":3512.8289999999997,"endTime":3515.319,"body":"that set that discussion. So the"},{"speaker":"Nick Lincoln","startTime":3512.8289999999997,"endTime":3515.319,"body":"way to close that sounds right"},{"speaker":"Nick Lincoln","startTime":3515.319,"endTime":3521.199,"body":"to me. Okay, I think it's time"},{"speaker":"Nick Lincoln","startTime":3515.319,"endTime":3521.199,"body":"with for us to move on to what"},{"speaker":"Nick Lincoln","startTime":3521.199,"endTime":3527.1389999999997,"body":"many people call culture cooler."},{"speaker":"Nick Lincoln","startTime":3521.199,"endTime":3527.1389999999997,"body":"Now, I did have a culture"},{"speaker":"Nick Lincoln","startTime":3527.1389999999997,"endTime":3528.819,"body":"coordinate item, I think I'll"},{"speaker":"Nick Lincoln","startTime":3527.1389999999997,"endTime":3528.819,"body":"hold on over to the next"},{"speaker":"Nick Lincoln","startTime":3528.819,"endTime":3531.549,"body":"episode, because we've we've had"},{"speaker":"Nick Lincoln","startTime":3528.819,"endTime":3531.549,"body":"a real humdinger of a Shermer at"},{"speaker":"Nick Lincoln","startTime":3531.549,"endTime":3534.7889999999998,"body":"the hour mark already. Mr."},{"speaker":"Nick Lincoln","startTime":3531.549,"endTime":3534.7889999999998,"body":"Smith, you have a couple of"},{"speaker":"Nick Lincoln","startTime":3534.819,"endTime":3538.989,"body":"culture corner things to discuss"},{"speaker":"Nick Lincoln","startTime":3534.819,"endTime":3538.989,"body":"crack on sir."},{"speaker":"Alan Smith","startTime":3539.02,"endTime":3542.17,"body":"Yes, just a couple"},{"speaker":"Alan Smith","startTime":3539.02,"endTime":3542.17,"body":"of an interest of time. Very"},{"speaker":"Alan Smith","startTime":3542.17,"endTime":3545.74,"body":"quick ones. There are two, what"},{"speaker":"Alan Smith","startTime":3542.17,"endTime":3545.74,"body":"are called papers, white papers,"},{"speaker":"Alan Smith","startTime":3545.74,"endTime":3549.7,"body":"documents that have been written"},{"speaker":"Alan Smith","startTime":3545.74,"endTime":3549.7,"body":"in very recent times. One is"},{"speaker":"Alan Smith","startTime":3549.88,"endTime":3553.69,"body":"from Vanguard, the big asset"},{"speaker":"Alan Smith","startTime":3549.88,"endTime":3553.69,"body":"management company that we all"},{"speaker":"Alan Smith","startTime":3553.69,"endTime":3557.65,"body":"know, it's called Vanguard value"},{"speaker":"Alan Smith","startTime":3553.69,"endTime":3557.65,"body":"for advice model papers is very"},{"speaker":"Alan Smith","startTime":3557.65,"endTime":3561.22,"body":"new. Many of the listeners be"},{"speaker":"Alan Smith","startTime":3557.65,"endTime":3561.22,"body":"aware and I've we've all seen"},{"speaker":"Alan Smith","startTime":3561.22,"endTime":3564.2799999999997,"body":"this stuff in the past the"},{"speaker":"Alan Smith","startTime":3561.22,"endTime":3564.2799999999997,"body":"advisor alpha, a document they"},{"speaker":"Alan Smith","startTime":3564.2799999999997,"endTime":3566.74,"body":"produced a number of years ago,"},{"speaker":"Alan Smith","startTime":3564.2799999999997,"endTime":3566.74,"body":"I always thought it was a bit"},{"speaker":"Alan Smith","startTime":3566.74,"endTime":3570.52,"body":"weak. Honestly, for some of the"},{"speaker":"Alan Smith","startTime":3566.74,"endTime":3570.52,"body":"the signing basis points for"},{"speaker":"Alan Smith","startTime":3570.7,"endTime":3572.5299999999997,"body":"portfolio rebalancing, and"},{"speaker":"Alan Smith","startTime":3570.7,"endTime":3572.5299999999997,"body":"things like that, I thought,"},{"speaker":"Alan Smith","startTime":3572.5299999999997,"endTime":3575.44,"body":"well, you can get that machine"},{"speaker":"Alan Smith","startTime":3572.5299999999997,"endTime":3575.44,"body":"does that. This is far, far"},{"speaker":"Alan Smith","startTime":3575.44,"endTime":3578.5899999999997,"body":"better. It is a fantastic"},{"speaker":"Alan Smith","startTime":3575.44,"endTime":3578.5899999999997,"body":"document, they've gone really"},{"speaker":"Alan Smith","startTime":3578.5899999999997,"endTime":3581.71,"body":"scientific. They've got PhDs,"},{"speaker":"Alan Smith","startTime":3578.5899999999997,"endTime":3581.71,"body":"crunching the numbers. And"},{"speaker":"Alan Smith","startTime":3581.71,"endTime":3585.79,"body":"they've identified the value"},{"speaker":"Alan Smith","startTime":3581.71,"endTime":3585.79,"body":"with lots of examples of the"},{"speaker":"Alan Smith","startTime":3585.79,"endTime":3589.8399999999997,"body":"value of engaging with a real"},{"speaker":"Alan Smith","startTime":3585.79,"endTime":3589.8399999999997,"body":"financial planner. And they come"},{"speaker":"Alan Smith","startTime":3589.8399999999997,"endTime":3596.1099999999997,"body":"up with them figures between 83"},{"speaker":"Alan Smith","startTime":3589.8399999999997,"endTime":3596.1099999999997,"body":"basis points, or 280 285 2.85% a"},{"speaker":"Alan Smith","startTime":3596.1099999999997,"endTime":3599.17,"body":"year in terms of additional"},{"speaker":"Alan Smith","startTime":3596.1099999999997,"endTime":3599.17,"body":"value they can specifically it's"},{"speaker":"Alan Smith","startTime":3599.17,"endTime":3602.2599999999998,"body":"not waffle, there's evidence and"},{"speaker":"Alan Smith","startTime":3599.17,"endTime":3602.2599999999998,"body":"science behind it. So So if"},{"speaker":"Alan Smith","startTime":3602.2599999999998,"endTime":3605.65,"body":"anyone is having conversations"},{"speaker":"Alan Smith","startTime":3602.2599999999998,"endTime":3605.65,"body":"around value for money"},{"speaker":"Alan Smith","startTime":3609.0699999999997,"endTime":3612.0099999999998,"body":"definitely check out that paper."},{"speaker":"Alan Smith","startTime":3609.0699999999997,"endTime":3612.0099999999998,"body":"I enjoyed reading it. And the"},{"speaker":"Alan Smith","startTime":3612.0099999999998,"endTime":3613.87,"body":"second one was called again,"},{"speaker":"Alan Smith","startTime":3612.0099999999998,"endTime":3613.87,"body":"Alan, what's"},{"speaker":"Andy Hart","startTime":3613.87,"endTime":3615.16,"body":"it called again?"},{"speaker":"Andy Hart","startTime":3613.87,"endTime":3615.16,"body":"What's it called? It's"},{"speaker":"Alan Smith","startTime":3615.16,"endTime":3619.33,"body":"called the Vanguard."},{"speaker":"Alan Smith","startTime":3615.16,"endTime":3619.33,"body":"Was it the value for advice"},{"speaker":"Alan Smith","startTime":3619.33,"endTime":3624.7599999999998,"body":"model? Alfred Weissman. We will"},{"speaker":"Alan Smith","startTime":3619.33,"endTime":3624.7599999999998,"body":"put a link to in the show notes."},{"speaker":"Alan Smith","startTime":3625.15,"endTime":3626.2,"body":"So people can go download it,"},{"speaker":"Nick Lincoln","startTime":3626.2,"endTime":3627.7599999999998,"body":"I'll just leave it"},{"speaker":"Nick Lincoln","startTime":3626.2,"endTime":3627.7599999999998,"body":"down, believe Alan and it's,"},{"speaker":"Nick Lincoln","startTime":3628.06,"endTime":3629.56,"body":"it's opened up. You don't need"},{"speaker":"Nick Lincoln","startTime":3628.06,"endTime":3629.56,"body":"to be at the end to be"},{"speaker":"Nick Lincoln","startTime":3629.56,"endTime":3632.29,"body":"registered with Vanguard. I"},{"speaker":"Nick Lincoln","startTime":3629.56,"endTime":3632.29,"body":"mean, you just I've got a PDF"},{"speaker":"Nick Lincoln","startTime":3632.29,"endTime":3633.13,"body":"here on my screen. It's"},{"speaker":"Alan Smith","startTime":3633.16,"endTime":3635.29,"body":"obviously it's a US"},{"speaker":"Alan Smith","startTime":3633.16,"endTime":3635.29,"body":"thing. So there's all quoted in"},{"speaker":"Alan Smith","startTime":3635.29,"endTime":3636.79,"body":"dollars and so on. But this"},{"speaker":"Alan Smith","startTime":3635.29,"endTime":3636.79,"body":"stuff is obviously"},{"speaker":"Alan Smith","startTime":3636.79,"endTime":3639.52,"body":"International, but it's one of"},{"speaker":"Alan Smith","startTime":3636.79,"endTime":3639.52,"body":"the better ones I've read many,"},{"speaker":"Alan Smith","startTime":3639.5499999999997,"endTime":3643.7799999999997,"body":"many a year. And the second one"},{"speaker":"Alan Smith","startTime":3639.5499999999997,"endTime":3643.7799999999997,"body":"is someone who is well known, I"},{"speaker":"Alan Smith","startTime":3643.7799999999997,"endTime":3646.27,"body":"think to all of us and most of"},{"speaker":"Alan Smith","startTime":3643.7799999999997,"endTime":3646.27,"body":"the audiences Well, certainly in"},{"speaker":"Alan Smith","startTime":3646.27,"endTime":3649.69,"body":"the UK. Brett Davidson, Brett"},{"speaker":"Alan Smith","startTime":3646.27,"endTime":3649.69,"body":"Davidson, I've known for"},{"speaker":"Alan Smith","startTime":3649.69,"endTime":3652.7799999999997,"body":"donkey's years as one of his"},{"speaker":"Alan Smith","startTime":3649.69,"endTime":3652.7799999999997,"body":"first clients. Because as you"},{"speaker":"Alan Smith","startTime":3652.7799999999997,"endTime":3655.12,"body":"know, I'm a consultant junkie"},{"speaker":"Alan Smith","startTime":3652.7799999999997,"endTime":3655.12,"body":"sign up for all these people."},{"speaker":"Alan Smith","startTime":3655.12,"endTime":3657.91,"body":"Brett, Brett's fantastic, I"},{"speaker":"Alan Smith","startTime":3655.12,"endTime":3657.91,"body":"think when he first came to us,"},{"speaker":"Alan Smith","startTime":3658.0899999999997,"endTime":3661.87,"body":"from Australia to the UK, you"},{"speaker":"Alan Smith","startTime":3658.0899999999997,"endTime":3661.87,"body":"know, we engaged with him, and"},{"speaker":"Alan Smith","startTime":3661.87,"endTime":3667.3599999999997,"body":"he's, he's produced a new paper."},{"speaker":"Alan Smith","startTime":3661.87,"endTime":3667.3599999999997,"body":"See, I don't know it's always"},{"speaker":"Alan Smith","startTime":3667.3599999999997,"endTime":3670.06,"body":"called them some of that needle"},{"speaker":"Alan Smith","startTime":3667.3599999999997,"endTime":3670.06,"body":"in the haystack. And again, it's"},{"speaker":"Alan Smith","startTime":3670.06,"endTime":3673.15,"body":"very timely, a lot of stuff. A"},{"speaker":"Alan Smith","startTime":3670.06,"endTime":3673.15,"body":"lot of times I read Brett stuff,"},{"speaker":"Alan Smith","startTime":3673.15,"endTime":3675.5499999999997,"body":"and I think well, I've just been"},{"speaker":"Alan Smith","startTime":3673.15,"endTime":3675.5499999999997,"body":"thinking exactly about that. So"},{"speaker":"Alan Smith","startTime":3675.5499999999997,"endTime":3678.16,"body":"he's got You know, he's very"},{"speaker":"Alan Smith","startTime":3675.5499999999997,"endTime":3678.16,"body":"tuned into what the kind of the"},{"speaker":"Alan Smith","startTime":3678.31,"endTime":3681.22,"body":"Zeitgeist and what people are"},{"speaker":"Alan Smith","startTime":3678.31,"endTime":3681.22,"body":"talking about. And here's his"},{"speaker":"Alan Smith","startTime":3681.22,"endTime":3683.56,"body":"interestingly just joining a few"},{"speaker":"Alan Smith","startTime":3681.22,"endTime":3683.56,"body":"dots in our earlier"},{"speaker":"Alan Smith","startTime":3683.56,"endTime":3687.52,"body":"conversations, this paper is"},{"speaker":"Alan Smith","startTime":3683.56,"endTime":3687.52,"body":"around niching getting very"},{"speaker":"Alan Smith","startTime":3687.52,"endTime":3690.52,"body":"specific around your client"},{"speaker":"Alan Smith","startTime":3687.52,"endTime":3690.52,"body":"base, and then building a"},{"speaker":"Alan Smith","startTime":3690.52,"endTime":3693.94,"body":"service proposition that solves"},{"speaker":"Alan Smith","startTime":3690.52,"endTime":3693.94,"body":"the unique problems that your"},{"speaker":"Alan Smith","startTime":3694.06,"endTime":3696.73,"body":"your niche has got. Some really"},{"speaker":"Alan Smith","startTime":3694.06,"endTime":3696.73,"body":"good papers actually got"},{"speaker":"Alan Smith","startTime":3696.7599999999998,"endTime":3699.58,"body":"downloads and links and"},{"speaker":"Alan Smith","startTime":3696.7599999999998,"endTime":3699.58,"body":"templates built into it as well."},{"speaker":"Alan Smith","startTime":3699.58,"endTime":3704.0499999999997,"body":"So if anyone is interested in"},{"speaker":"Alan Smith","startTime":3699.58,"endTime":3704.0499999999997,"body":"progressing, a unique niche"},{"speaker":"Alan Smith","startTime":3704.0499999999997,"endTime":3708.0699999999997,"body":"focus, it's well worth reading."},{"speaker":"Alan Smith","startTime":3704.0499999999997,"endTime":3708.0699999999997,"body":"Great, great paper by by Brett."},{"speaker":"Alan Smith","startTime":3708.0699999999997,"endTime":3710.1099999999997,"body":"So that's mine for this week."},{"speaker":"Alan Smith","startTime":3708.0699999999997,"endTime":3710.1099999999997,"body":"Thank you."},{"speaker":"Nick Lincoln","startTime":3710.71,"endTime":3712.5699999999997,"body":"Great stuff. Thank"},{"speaker":"Nick Lincoln","startTime":3710.71,"endTime":3712.5699999999997,"body":"you for that Alan talking of"},{"speaker":"Nick Lincoln","startTime":3712.5699999999997,"endTime":3717.5499999999997,"body":"niching Mr. Witcher, you got a"},{"speaker":"Nick Lincoln","startTime":3712.5699999999997,"endTime":3717.5499999999997,"body":"culture corner section about"},{"speaker":"Nick Lincoln","startTime":3717.6099999999997,"endTime":3721.0899999999997,"body":"Mike your your episodic"},{"speaker":"Nick Lincoln","startTime":3717.6099999999997,"endTime":3721.0899999999997,"body":"promotion of Michael Kitsis"},{"speaker":"Nick Lincoln","startTime":3721.0899999999997,"endTime":3722.62,"body":"starts right now young man,"},{"speaker":"Carl Widger","startTime":3724.45,"endTime":3727.27,"body":"Michael Kitsis as"},{"speaker":"Carl Widger","startTime":3724.45,"endTime":3727.27,"body":"the Kitsis financial planning"},{"speaker":"Carl Widger","startTime":3727.27,"endTime":3731.56,"body":"value summit on Thursday, the"},{"speaker":"Carl Widger","startTime":3727.27,"endTime":3731.56,"body":"eighth of December and you can"},{"speaker":"Carl Widger","startTime":3731.56,"endTime":3736.15,"body":"buy tickets online. The reason"},{"speaker":"Carl Widger","startTime":3731.56,"endTime":3736.15,"body":"I'm mentioning this again, I'm"},{"speaker":"Carl Widger","startTime":3736.15,"endTime":3738.37,"body":"Michael is that"},{"speaker":"Andy Hart","startTime":3740.799,"endTime":3743.8289999999997,"body":"Michael Michael,"},{"speaker":"Andy Hart","startTime":3740.799,"endTime":3743.8289999999997,"body":"surprise you not wearing a"},{"speaker":"Carl Widger","startTime":3743.83,"endTime":3746.89,"body":"shirt? There I"},{"speaker":"Carl Widger","startTime":3743.83,"endTime":3746.89,"body":"actually is"},{"speaker":"Andy Hart","startTime":3748.75,"endTime":3749.71,"body":"royal blue."},{"speaker":"Carl Widger","startTime":3750.52,"endTime":3756.46,"body":"Anyway, this this"},{"speaker":"Carl Widger","startTime":3750.52,"endTime":3756.46,"body":"goatee is there are seven"},{"speaker":"Carl Widger","startTime":3756.46,"endTime":3760.27,"body":"practicing advisors speaking"},{"speaker":"Carl Widger","startTime":3756.46,"endTime":3760.27,"body":"out. And as you guys all know,"},{"speaker":"Carl Widger","startTime":3760.99,"endTime":3764.14,"body":"there is nothing like listening"},{"speaker":"Carl Widger","startTime":3760.99,"endTime":3764.14,"body":"to people who have been there"},{"speaker":"Carl Widger","startTime":3764.17,"endTime":3769.18,"body":"and done that. And that's why I"},{"speaker":"Carl Widger","startTime":3764.17,"endTime":3769.18,"body":"put I'd recommend people check"},{"speaker":"Carl Widger","startTime":3769.18,"endTime":3773.92,"body":"this out. We'll be attending"},{"speaker":"Carl Widger","startTime":3769.18,"endTime":3773.92,"body":"from a Metis point of view with"},{"speaker":"Carl Widger","startTime":3773.95,"endTime":3777.31,"body":"the client journey project that"},{"speaker":"Carl Widger","startTime":3773.95,"endTime":3777.31,"body":"we're going to do in q1 at the"},{"speaker":"Carl Widger","startTime":3777.31,"endTime":3780.0099999999998,"body":"back of our minds. And then the"},{"speaker":"Carl Widger","startTime":3777.31,"endTime":3780.0099999999998,"body":"second thing we are recording"},{"speaker":"Carl Widger","startTime":3780.0099999999998,"endTime":3785.35,"body":"this today after World Mental"},{"speaker":"Carl Widger","startTime":3780.0099999999998,"endTime":3785.35,"body":"Health Day, so check out Insight"},{"speaker":"Carl Widger","startTime":3785.35,"endTime":3788.29,"body":"Timer and have a go at"},{"speaker":"Carl Widger","startTime":3785.35,"endTime":3788.29,"body":"meditation. If you're not"},{"speaker":"Carl Widger","startTime":3788.29,"endTime":3793.15,"body":"already I like Sarab London's"},{"speaker":"Carl Widger","startTime":3788.29,"endTime":3793.15,"body":"meditations. So, look after your"},{"speaker":"Carl Widger","startTime":3793.15,"endTime":3796.24,"body":"mind everybody really, really"},{"speaker":"Carl Widger","startTime":3793.15,"endTime":3796.24,"body":"important, especially if you're"},{"speaker":"Carl Widger","startTime":3796.3599999999997,"endTime":3798.67,"body":"running and owning a financial"},{"speaker":"Carl Widger","startTime":3796.3599999999997,"endTime":3798.67,"body":"planning business. It can be"},{"speaker":"Carl Widger","startTime":3798.67,"endTime":3802.6,"body":"stressful. We don't have fun all"},{"speaker":"Carl Widger","startTime":3798.67,"endTime":3802.6,"body":"of the time. It's just most of"},{"speaker":"Carl Widger","startTime":3802.6,"endTime":3803.35,"body":"the time. This is"},{"speaker":"Nick Lincoln","startTime":3803.35,"endTime":3806.2,"body":"true. We carry we"},{"speaker":"Nick Lincoln","startTime":3803.35,"endTime":3806.2,"body":"carry the weight of handling"},{"speaker":"Nick Lincoln","startTime":3807.49,"endTime":3810.3399999999997,"body":"future expectations on our"},{"speaker":"Nick Lincoln","startTime":3807.49,"endTime":3810.3399999999997,"body":"shoulders and don't don't miss"},{"speaker":"Nick Lincoln","startTime":3810.37,"endTime":3816.49,"body":"audience. Don't underestimate"},{"speaker":"Nick Lincoln","startTime":3810.37,"endTime":3816.49,"body":"how much you can privileged. On"},{"speaker":"Nick Lincoln","startTime":3816.49,"endTime":3819.6099999999997,"body":"that note that the great work"},{"speaker":"Nick Lincoln","startTime":3816.49,"endTime":3819.6099999999997,"body":"that we do, which is why we said"},{"speaker":"Nick Lincoln","startTime":3820.21,"endTime":3822.73,"body":"we invented trap because we want"},{"speaker":"Nick Lincoln","startTime":3820.21,"endTime":3822.73,"body":"to just get our voices out there"},{"speaker":"Nick Lincoln","startTime":3822.73,"endTime":3824.41,"body":"not just our voices but the"},{"speaker":"Nick Lincoln","startTime":3822.73,"endTime":3824.41,"body":"voices of the people. The"},{"speaker":"Nick Lincoln","startTime":3824.41,"endTime":3826.9,"body":"Spartans out there who will"},{"speaker":"Nick Lincoln","startTime":3824.41,"endTime":3826.9,"body":"resonate with the show are"},{"speaker":"Nick Lincoln","startTime":3826.9,"endTime":3829.0299999999997,"body":"TRAPPIST and I think we're"},{"speaker":"Nick Lincoln","startTime":3826.9,"endTime":3829.0299999999997,"body":"already off to a flying start."},{"speaker":"Nick Lincoln","startTime":3829.6,"endTime":3833.0499999999997,"body":"Okay, I think gents we're at the"},{"speaker":"Nick Lincoln","startTime":3829.6,"endTime":3833.0499999999997,"body":"one hour two minutes mark. I"},{"speaker":"Nick Lincoln","startTime":3833.0499999999997,"endTime":3836.47,"body":"think we will tie a bow on that."},{"speaker":"Nick Lincoln","startTime":3833.0499999999997,"endTime":3836.47,"body":"We'll say goodbye please follow"},{"speaker":"Nick Lincoln","startTime":3836.47,"endTime":3839.1099999999997,"body":"us on Twitter at advisor podcast"},{"speaker":"Nick Lincoln","startTime":3836.47,"endTime":3839.1099999999997,"body":"leave a six or a five star"},{"speaker":"Nick Lincoln","startTime":3839.1099999999997,"endTime":3843.37,"body":"review on iTunes. Like and"},{"speaker":"Nick Lincoln","startTime":3839.1099999999997,"endTime":3843.37,"body":"subscribe on the YouTube."},{"speaker":"Nick Lincoln","startTime":3843.85,"endTime":3846.4,"body":"Goodbye. Thank you gents. Love"},{"speaker":"Nick Lincoln","startTime":3843.85,"endTime":3846.4,"body":"you. See you next time."},{"speaker":"Alan Smith","startTime":3846.58,"endTime":3848.5899999999997,"body":"Thanks, boys. See"},{"speaker":"Alan Smith","startTime":3846.58,"endTime":3848.5899999999997,"body":"you. Bye bye."},{"speaker":"Carl Widger","startTime":3848.68,"endTime":3849.8199999999997,"body":"Bye bye, everybody."}]}