{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":10.889,"endTime":15.929,"body":"Welcome to The Real"},{"speaker":"Unknown","startTime":10.889,"endTime":15.929,"body":"advisor podcast, t r a p twerp"},{"speaker":"Unknown","startTime":16.319,"endTime":19.529,"body":"please follow us and join in the"},{"speaker":"Unknown","startTime":16.319,"endTime":19.529,"body":"conversation on Twitter at"},{"speaker":"Unknown","startTime":19.529,"endTime":23.279,"body":"advisor podcast where you can"},{"speaker":"Unknown","startTime":19.529,"endTime":23.279,"body":"suggest ideas and themes you'd"},{"speaker":"Unknown","startTime":23.279,"endTime":26.729,"body":"like the track team to discuss."},{"speaker":"Unknown","startTime":23.279,"endTime":26.729,"body":"Also remember to like and"},{"speaker":"Unknown","startTime":26.729,"endTime":30.389,"body":"subscribe to our YouTube channel"},{"speaker":"Unknown","startTime":26.729,"endTime":30.389,"body":"and leave a six out of five star"},{"speaker":"Unknown","startTime":30.389,"endTime":34.349,"body":"review on iTunes. Doing all this"},{"speaker":"Unknown","startTime":30.389,"endTime":34.349,"body":"really really helps us which"},{"speaker":"Unknown","startTime":34.349,"endTime":37.829,"body":"means we can do more to help"},{"speaker":"Unknown","startTime":34.349,"endTime":37.829,"body":"you. Now let's head over to the"},{"speaker":"Unknown","startTime":37.829,"endTime":40.139,"body":"studio for the latest pilot trap"},{"speaker":"Nick Lincoln","startTime":46.02,"endTime":48.21,"body":"yes indeed,"},{"speaker":"Nick Lincoln","startTime":46.02,"endTime":48.21,"body":"welcome back dear TRAPPIST to"},{"speaker":"Nick Lincoln","startTime":48.21,"endTime":53.91,"body":"Episode 11 of the real advisor"},{"speaker":"Nick Lincoln","startTime":48.21,"endTime":53.91,"body":"podcast. T R A P trap. My name"},{"speaker":"Nick Lincoln","startTime":53.91,"endTime":56.43,"body":"is Nick Lincoln joining me as"},{"speaker":"Nick Lincoln","startTime":53.91,"endTime":56.43,"body":"ever are the three other"},{"speaker":"Nick Lincoln","startTime":56.43,"endTime":60.87,"body":"Horsemen of the Apocalypse and"},{"speaker":"Nick Lincoln","startTime":56.43,"endTime":60.87,"body":"the heart. Allen the storyteller"},{"speaker":"Nick Lincoln","startTime":60.87,"endTime":64.59,"body":"Smith and Carl the watch Meister"},{"speaker":"Nick Lincoln","startTime":60.87,"endTime":64.59,"body":"Witcher. Welcome back."},{"speaker":"Nick Lincoln","startTime":64.71,"endTime":68.13,"body":"Gentlemen, we have a show packed"},{"speaker":"Nick Lincoln","startTime":64.71,"endTime":68.13,"body":"full of absolutely very little."},{"speaker":"Nick Lincoln","startTime":68.13,"endTime":71.01,"body":"So let's on stop unpacking it"},{"speaker":"Nick Lincoln","startTime":68.13,"endTime":71.01,"body":"straight away, who was slipping"},{"speaker":"Nick Lincoln","startTime":71.01,"endTime":72.45,"body":"down the microphone that we"},{"speaker":"Nick Lincoln","startTime":71.01,"endTime":72.45,"body":"could if you could stop doing"},{"speaker":"Nick Lincoln","startTime":72.45,"endTime":77.43,"body":"that, please call water. Apple"},{"speaker":"Nick Lincoln","startTime":72.45,"endTime":77.43,"body":"reviews. Andrew, we've got some"},{"speaker":"Nick Lincoln","startTime":77.43,"endTime":80.31,"body":"lovely reviews coming in. 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It's probably not"},{"speaker":"Carl Widger","startTime":460.17,"endTime":465.03,"body":"brilliantly made, to be honest"},{"speaker":"Carl Widger","startTime":465.03,"endTime":471.12,"body":"with you, it's for our long"},{"speaker":"Carl Widger","startTime":465.03,"endTime":471.12,"body":"programs, but probably should"},{"speaker":"Carl Widger","startTime":471.12,"endTime":474.42,"body":"have been just to the point,"},{"speaker":"Carl Widger","startTime":471.12,"endTime":474.42,"body":"though, is it's very popular."},{"speaker":"Carl Widger","startTime":474.54,"endTime":477.06,"body":"And it's been watched by an"},{"speaker":"Carl Widger","startTime":474.54,"endTime":477.06,"body":"awful lot of people in Ireland"},{"speaker":"Carl Widger","startTime":477.06,"endTime":481.92,"body":"in the UK. And I think the"},{"speaker":"Carl Widger","startTime":477.06,"endTime":481.92,"body":"reason I just wanted to bring it"},{"speaker":"Carl Widger","startTime":481.92,"endTime":486.66,"body":"up was I think, is really"},{"speaker":"Carl Widger","startTime":481.92,"endTime":486.66,"body":"important as advisors to our"},{"speaker":"Carl Widger","startTime":486.66,"endTime":489.93,"body":"clients that we we kind of get"},{"speaker":"Carl Widger","startTime":486.66,"endTime":489.93,"body":"out ahead of this and that we're"},{"speaker":"Carl Widger","startTime":489.93,"endTime":493.02,"body":"proactive in in, you know,"},{"speaker":"Carl Widger","startTime":489.93,"endTime":493.02,"body":"talking to our clients about the"},{"speaker":"Carl Widger","startTime":493.02,"endTime":496.71,"body":"security of client assets. So"},{"speaker":"Carl Widger","startTime":493.02,"endTime":496.71,"body":"whatever platform you're on this"},{"speaker":"Carl Widger","startTime":496.74,"endTime":499.77,"body":"the, you know, hotspot, third"},{"speaker":"Carl Widger","startTime":496.74,"endTime":499.77,"body":"party securities out there,"},{"speaker":"Carl Widger","startTime":500.01,"endTime":502.83,"body":"whatever fund manager you're"},{"speaker":"Carl Widger","startTime":500.01,"endTime":502.83,"body":"with, etc, segregation of"},{"speaker":"Carl Widger","startTime":502.83,"endTime":507.87,"body":"assets, because I think making"},{"speaker":"Carl Widger","startTime":502.83,"endTime":507.87,"body":"assumptions that you know, oh,"},{"speaker":"Carl Widger","startTime":507.87,"endTime":510.54,"body":"well we don't do it Bernie"},{"speaker":"Carl Widger","startTime":507.87,"endTime":510.54,"body":"Madoff way and how could people"},{"speaker":"Carl Widger","startTime":510.54,"endTime":514.02,"body":"have been so stupid? I think"},{"speaker":"Carl Widger","startTime":510.54,"endTime":514.02,"body":"that's probably not a great"},{"speaker":"Carl Widger","startTime":514.02,"endTime":516.42,"body":"place. From our clients point of"},{"speaker":"Carl Widger","startTime":514.02,"endTime":516.42,"body":"view. Our clients want the"},{"speaker":"Carl Widger","startTime":516.42,"endTime":519.42,"body":"reassurance that Jeepers, there"},{"speaker":"Carl Widger","startTime":516.42,"endTime":519.42,"body":"was an awful lot of very clever"},{"speaker":"Carl Widger","startTime":519.45,"endTime":523.47,"body":"folks caught out on that. And"},{"speaker":"Carl Widger","startTime":519.45,"endTime":523.47,"body":"we've seen that some bank mon"},{"speaker":"Carl Widger","startTime":523.47,"endTime":528.84,"body":"fried debacle going down this"},{"speaker":"Carl Widger","startTime":523.47,"endTime":528.84,"body":"last year as well. So I just"},{"speaker":"Carl Widger","startTime":528.84,"endTime":534.03,"body":"think it's worth pointing out"},{"speaker":"Carl Widger","startTime":528.84,"endTime":534.03,"body":"and just kind of, for all"},{"speaker":"Carl Widger","startTime":534.03,"endTime":537.84,"body":"advisors to make sure that they"},{"speaker":"Carl Widger","startTime":534.03,"endTime":537.84,"body":"do some work on this on that"},{"speaker":"Carl Widger","startTime":537.84,"endTime":540.03,"body":"they have somewhere where they"},{"speaker":"Carl Widger","startTime":537.84,"endTime":540.03,"body":"can point their clients to on"},{"speaker":"Carl Widger","startTime":540.03,"endTime":543.69,"body":"their own website for the work"},{"speaker":"Carl Widger","startTime":540.03,"endTime":543.69,"body":"that they've done internally to"},{"speaker":"Carl Widger","startTime":543.72,"endTime":547.17,"body":"just demonstrate the security of"},{"speaker":"Carl Widger","startTime":543.72,"endTime":547.17,"body":"client assets and what happens"},{"speaker":"Carl Widger","startTime":547.17,"endTime":550.41,"body":"your money and who gets your"},{"speaker":"Carl Widger","startTime":547.17,"endTime":550.41,"body":"money and the security thereof."},{"speaker":"Carl Widger","startTime":550.5,"endTime":552.12,"body":"So okay, just important to point"},{"speaker":"Alan Smith","startTime":552.12,"endTime":554.73,"body":"out. Just add"},{"speaker":"Alan Smith","startTime":552.12,"endTime":554.73,"body":"quickly, there was an article in"},{"speaker":"Alan Smith","startTime":554.73,"endTime":557.52,"body":"the Financial Times at the"},{"speaker":"Alan Smith","startTime":554.73,"endTime":557.52,"body":"weekend about some super wealthy"},{"speaker":"Alan Smith","startTime":557.52,"endTime":562.11,"body":"American family, who invested"},{"speaker":"Alan Smith","startTime":557.52,"endTime":562.11,"body":"millions and hundreds of"},{"speaker":"Alan Smith","startTime":562.11,"endTime":567.3,"body":"millions in Enron and then he"},{"speaker":"Alan Smith","startTime":562.11,"endTime":567.3,"body":"invested in maydel Another just"},{"speaker":"Alan Smith","startTime":567.3,"endTime":572.64,"body":"thrown countless millions at"},{"speaker":"Alan Smith","startTime":567.3,"endTime":572.64,"body":"FTX. It's just I mean, it's I"},{"speaker":"Alan Smith","startTime":572.64,"endTime":575.4,"body":"shouldn't laugh, but it's just"},{"speaker":"Alan Smith","startTime":572.64,"endTime":575.4,"body":"beyond ridiculous how your"},{"speaker":"Alan Smith","startTime":575.4,"endTime":577.89,"body":"family with sophistication one"},{"speaker":"Alan Smith","startTime":575.4,"endTime":577.89,"body":"of the wealthiest families in"},{"speaker":"Alan Smith","startTime":577.89,"endTime":580.32,"body":"the United States, and they've"},{"speaker":"Alan Smith","startTime":577.89,"endTime":580.32,"body":"just been throwing hundreds of"},{"speaker":"Alan Smith","startTime":580.32,"endTime":582.87,"body":"millions at all sorts of weird"},{"speaker":"Alan Smith","startTime":580.32,"endTime":582.87,"body":"and wonderful investment."},{"speaker":"Andy Hart","startTime":582.9,"endTime":585.12,"body":"I'm sure that I'm"},{"speaker":"Andy Hart","startTime":582.9,"endTime":585.12,"body":"sure they've made a few quid and"},{"speaker":"Andy Hart","startTime":585.12,"endTime":588.12,"body":"some other puns. So Alan, you"},{"speaker":"Andy Hart","startTime":585.12,"endTime":588.12,"body":"know if you're going to invest,"},{"speaker":"Andy Hart","startTime":588.66,"endTime":590.28,"body":"so that's okay different ideas."},{"speaker":"Nick Lincoln","startTime":592.89,"endTime":594.81,"body":"Call the Twitter"},{"speaker":"Nick Lincoln","startTime":592.89,"endTime":594.81,"body":"algorithm is giving you the"},{"speaker":"Nick Lincoln","startTime":594.81,"endTime":596.28,"body":"heebie jeebies. What are you?"},{"speaker":"Carl Widger","startTime":597.3,"endTime":601.29,"body":"What is happening"},{"speaker":"Carl Widger","startTime":597.3,"endTime":601.29,"body":"like perfect I don't see any of"},{"speaker":"Carl Widger","startTime":601.29,"endTime":604.56,"body":"your three accounts anymore so"},{"speaker":"Carl Widger","startTime":601.29,"endTime":604.56,"body":"they used to be so severely"},{"speaker":"Carl Widger","startTime":604.89,"endTime":605.49,"body":"blocked you"},{"speaker":"Nick Lincoln","startTime":608.519,"endTime":610.889,"body":"don't tell me Elon"},{"speaker":"Nick Lincoln","startTime":608.519,"endTime":610.889,"body":"Musk has shadow banned us?"},{"speaker":"Carl Widger","startTime":613.349,"endTime":614.069,"body":"No I don't know"},{"speaker":"Alan Smith","startTime":615.03,"endTime":617.01,"body":"called have changed"},{"speaker":"Alan Smith","startTime":615.03,"endTime":617.01,"body":"it, they've changed the the"},{"speaker":"Alan Smith","startTime":617.01,"endTime":621.3,"body":"Twitter setup that you need to"},{"speaker":"Alan Smith","startTime":617.01,"endTime":621.3,"body":"know if you look at your Twitter"},{"speaker":"Alan Smith","startTime":621.3,"endTime":624.99,"body":"account, there's a column that"},{"speaker":"Alan Smith","startTime":621.3,"endTime":624.99,"body":"says for you, which is which is"},{"speaker":"Alan Smith","startTime":624.99,"endTime":628.44,"body":"Twitter's algorithm sending"},{"speaker":"Alan Smith","startTime":624.99,"endTime":628.44,"body":"stuff that they think you should"},{"speaker":"Alan Smith","startTime":628.44,"endTime":632.4,"body":"be reading or following. And"},{"speaker":"Alan Smith","startTime":628.44,"endTime":632.4,"body":"there's one called a separate"},{"speaker":"Alan Smith","startTime":632.4,"endTime":636.54,"body":"column called following and it"},{"speaker":"Alan Smith","startTime":632.4,"endTime":636.54,"body":"automatically defaults to the"},{"speaker":"Alan Smith","startTime":636.54,"endTime":639.27,"body":"for you thing, which in a way is"},{"speaker":"Alan Smith","startTime":636.54,"endTime":639.27,"body":"quite a good thing because it"},{"speaker":"Alan Smith","startTime":639.27,"endTime":640.59,"body":"means you'll get you'll get"},{"speaker":"Alan Smith","startTime":639.27,"endTime":640.59,"body":"things that you won't"},{"speaker":"Alan Smith","startTime":640.59,"endTime":643.89,"body":"necessarily have automatically"},{"speaker":"Alan Smith","startTime":640.59,"endTime":643.89,"body":"sought out you might find other"},{"speaker":"Alan Smith","startTime":643.89,"endTime":647.04,"body":"things which is quite good if"},{"speaker":"Alan Smith","startTime":643.89,"endTime":647.04,"body":"you create content on Twitter"},{"speaker":"Alan Smith","startTime":647.04,"endTime":649.89,"body":"because you get a wider audience"},{"speaker":"Alan Smith","startTime":647.04,"endTime":649.89,"body":"but you have to every time you"},{"speaker":"Alan Smith","startTime":649.89,"endTime":653.79,"body":"open up the Twitter program"},{"speaker":"Alan Smith","startTime":649.89,"endTime":653.79,"body":"you've got to specifically click"},{"speaker":"Alan Smith","startTime":653.85,"endTime":656.67,"body":"following that column following"},{"speaker":"Alan Smith","startTime":653.85,"endTime":656.67,"body":"and then you then you get your"},{"speaker":"Alan Smith","startTime":656.67,"endTime":660.63,"body":"normal Twitter threads to the"},{"speaker":"Alan Smith","startTime":656.67,"endTime":660.63,"body":"stuff that people that you do"},{"speaker":"Alan Smith","startTime":660.63,"endTime":661.5,"body":"want this"},{"speaker":"Carl Widger","startTime":661.5,"endTime":663.48,"body":"year for answers"},{"speaker":"Carl Widger","startTime":661.5,"endTime":663.48,"body":"that"},{"speaker":"Andy Hart","startTime":663.869,"endTime":666.149,"body":"basically it's called"},{"speaker":"Andy Hart","startTime":663.869,"endTime":666.149,"body":"this is called latest not"},{"speaker":"Andy Hart","startTime":666.149,"endTime":668.339,"body":"following it's for you and"},{"speaker":"Andy Hart","startTime":666.149,"endTime":668.339,"body":"latest is that is the one that"},{"speaker":"Andy Hart","startTime":668.339,"endTime":670.379,"body":"will just do it in order. But it"},{"speaker":"Andy Hart","startTime":668.339,"endTime":670.379,"body":"always"},{"speaker":"Nick Lincoln","startTime":670.68,"endTime":672.57,"body":"depends what"},{"speaker":"Nick Lincoln","startTime":670.68,"endTime":672.57,"body":"client application you're using"},{"speaker":"Nick Lincoln","startTime":672.57,"endTime":675.84,"body":"doesn't because I use TweetDeck"},{"speaker":"Nick Lincoln","startTime":672.57,"endTime":675.84,"body":"I have these problems. I have"},{"speaker":"Nick Lincoln","startTime":675.87,"endTime":678.99,"body":"lists of people I want to follow"},{"speaker":"Nick Lincoln","startTime":675.87,"endTime":678.99,"body":"and sadly you guys are still"},{"speaker":"Nick Lincoln","startTime":678.99,"endTime":683.43,"body":"people I want to follow so I"},{"speaker":"Nick Lincoln","startTime":678.99,"endTime":683.43,"body":"can't avoid your dribble and"},{"speaker":"Nick Lincoln","startTime":683.58,"endTime":687.54,"body":"grew heart the Terry Smith funds"},{"speaker":"Nick Lincoln","startTime":683.58,"endTime":687.54,"body":"myth letter. You're big. You're"},{"speaker":"Nick Lincoln","startTime":687.54,"endTime":688.56,"body":"big. You're big fan."},{"speaker":"Andy Hart","startTime":719.77,"endTime":723.01,"body":"Yeah, so if I was"},{"speaker":"Andy Hart","startTime":719.77,"endTime":723.01,"body":"Alan Smith telling this story,"},{"speaker":"Andy Hart","startTime":723.0699999999999,"endTime":725.56,"body":"he'd be one of my close personal"},{"speaker":"Andy Hart","startTime":723.0699999999999,"endTime":725.56,"body":"friends Terry Smith, even though"},{"speaker":"Andy Hart","startTime":725.56,"endTime":730.3299999999999,"body":"I well he isn't the one on"},{"speaker":"Andy Hart","startTime":725.56,"endTime":730.3299999999999,"body":"corteza uncle tell you I've got"},{"speaker":"Andy Hart","startTime":730.3299999999999,"endTime":732.9399999999999,"body":"his WhatsApp number. We speak a"},{"speaker":"Andy Hart","startTime":730.3299999999999,"endTime":732.9399999999999,"body":"bit but I'm trying to get him on"},{"speaker":"Andy Hart","startTime":732.9399999999999,"endTime":733.3299999999999,"body":"my show."},{"speaker":"Nick Lincoln","startTime":733.87,"endTime":735.6999999999999,"body":"Stop bothering me"},{"speaker":"Nick Lincoln","startTime":733.87,"endTime":735.6999999999999,"body":"on my bloody WhatsApp part."},{"speaker":"Andy Hart","startTime":736.9599999999999,"endTime":739.27,"body":"I've got his email"},{"speaker":"Andy Hart","startTime":736.9599999999999,"endTime":739.27,"body":"got his WhatsApp and he lives"},{"speaker":"Andy Hart","startTime":739.5999999999999,"endTime":743.65,"body":"solely a bit weird. There's a"},{"speaker":"Andy Hart","startTime":739.5999999999999,"endTime":743.65,"body":"fund manager called Terry Smith."},{"speaker":"Andy Hart","startTime":743.65,"endTime":746.56,"body":"I think he's one of the most"},{"speaker":"Andy Hart","startTime":743.65,"endTime":746.56,"body":"successful UK fund managers he"},{"speaker":"Andy Hart","startTime":746.56,"endTime":749.4699999999999,"body":"runs a fund called fund Smith."},{"speaker":"Andy Hart","startTime":746.56,"endTime":749.4699999999999,"body":"It's the biggest fund in the UK,"},{"speaker":"Andy Hart","startTime":749.4699999999999,"endTime":753.01,"body":"I think individual fund. He's"},{"speaker":"Andy Hart","startTime":749.4699999999999,"endTime":753.01,"body":"sort of heading towards a 100"},{"speaker":"Andy Hart","startTime":753.01,"endTime":756.25,"body":"billion pound value at some"},{"speaker":"Andy Hart","startTime":753.01,"endTime":756.25,"body":"point down the line. Anyway,"},{"speaker":"Andy Hart","startTime":756.25,"endTime":759.0999999999999,"body":"every year he comes out with an"},{"speaker":"Andy Hart","startTime":756.25,"endTime":759.0999999999999,"body":"annual shareholder letter of the"},{"speaker":"Andy Hart","startTime":759.13,"endTime":762.9699999999999,"body":"owners of his fund that is very,"},{"speaker":"Andy Hart","startTime":759.13,"endTime":762.9699999999999,"body":"very insightful. So do a search,"},{"speaker":"Andy Hart","startTime":763.2099999999999,"endTime":766.3299999999999,"body":"Terry Smith fund Smith letter, a"},{"speaker":"Andy Hart","startTime":763.2099999999999,"endTime":766.3299999999999,"body":"lot of the financial journalists"},{"speaker":"Andy Hart","startTime":766.3299999999999,"endTime":770.7099999999999,"body":"love to read through it. And"},{"speaker":"Andy Hart","startTime":766.3299999999999,"endTime":770.7099999999999,"body":"he's in the papers at the moment"},{"speaker":"Andy Hart","startTime":770.74,"endTime":775.51,"body":"due to his excessive earnings"},{"speaker":"Andy Hart","startTime":770.74,"endTime":775.51,"body":"even though the fund is down by"},{"speaker":"Andy Hart","startTime":775.51,"endTime":779.74,"body":"minus 13%. But that's the nature"},{"speaker":"Andy Hart","startTime":775.51,"endTime":779.74,"body":"of the business. They earn money"},{"speaker":"Andy Hart","startTime":779.74,"endTime":782.5899999999999,"body":"when the fund goes down their"},{"speaker":"Andy Hart","startTime":779.74,"endTime":782.5899999999999,"body":"money when the fund goes up. He"},{"speaker":"Andy Hart","startTime":782.5899999999999,"endTime":785.3199999999999,"body":"also runs a fund administration"},{"speaker":"Andy Hart","startTime":782.5899999999999,"endTime":785.3199999999999,"body":"company that also charged the"},{"speaker":"Andy Hart","startTime":785.3199999999999,"endTime":787.81,"body":"fund blah, blah, blah, blah,"},{"speaker":"Andy Hart","startTime":785.3199999999999,"endTime":787.81,"body":"blah. Anyway, his Yeah."},{"speaker":"Alan Smith","startTime":789.2199999999999,"endTime":792.31,"body":"offshore tax exempt"},{"speaker":"Alan Smith","startTime":789.2199999999999,"endTime":792.31,"body":"in Mauritius pulled out 36"},{"speaker":"Alan Smith","startTime":792.31,"endTime":794.62,"body":"million quid despite his"},{"speaker":"Alan Smith","startTime":792.31,"endTime":794.62,"body":"funding, absolutely."},{"speaker":"Andy Hart","startTime":794.68,"endTime":800.7099999999999,"body":"Plus, plus more Allen"},{"speaker":"Andy Hart","startTime":794.68,"endTime":800.7099999999999,"body":"plus more for the company. But"},{"speaker":"Andy Hart","startTime":800.7099999999999,"endTime":803.65,"body":"anyway, the the the letter is"},{"speaker":"Andy Hart","startTime":800.7099999999999,"endTime":803.65,"body":"very insightful. I think it's"},{"speaker":"Andy Hart","startTime":803.65,"endTime":805.93,"body":"about 13 pages long. It's a"},{"speaker":"Andy Hart","startTime":803.65,"endTime":805.93,"body":"little bit like the Warren"},{"speaker":"Andy Hart","startTime":805.93,"endTime":807.88,"body":"Buffett sort of letter every"},{"speaker":"Andy Hart","startTime":805.93,"endTime":807.88,"body":"year to the Berkshire"},{"speaker":"Andy Hart","startTime":807.88,"endTime":810.55,"body":"shareholders. It's decent."},{"speaker":"Andy Hart","startTime":807.88,"endTime":810.55,"body":"There's a lot of insights in its"},{"speaker":"Andy Hart","startTime":810.55,"endTime":813.43,"body":"I recommend you read it."},{"speaker":"Andy Hart","startTime":810.55,"endTime":813.43,"body":"Certainly advisors read it."},{"speaker":"Andy Hart","startTime":813.76,"endTime":817.4499999999999,"body":"Obviously I'm not proactive"},{"speaker":"Andy Hart","startTime":813.76,"endTime":817.4499999999999,"body":"management. But if I was to be"},{"speaker":"Andy Hart","startTime":817.63,"endTime":819.28,"body":"involved in the active"},{"speaker":"Andy Hart","startTime":817.63,"endTime":819.28,"body":"management space, it would"},{"speaker":"Andy Hart","startTime":819.28,"endTime":822.25,"body":"probably be a fund that I'd look"},{"speaker":"Andy Hart","startTime":819.28,"endTime":822.25,"body":"at very closely. Over to you,"},{"speaker":"Andy Hart","startTime":822.25,"endTime":822.55,"body":"Nick."},{"speaker":"Nick Lincoln","startTime":823.39,"endTime":825.28,"body":"Yeah, points were"},{"speaker":"Nick Lincoln","startTime":823.39,"endTime":825.28,"body":"made. And he's very, very quick"},{"speaker":"Nick Lincoln","startTime":825.31,"endTime":830.3499999999999,"body":"in a world of stuffed shirts and"},{"speaker":"Nick Lincoln","startTime":825.31,"endTime":830.3499999999999,"body":"sort of, you know, Clintons and"},{"speaker":"Nick Lincoln","startTime":830.3499999999999,"endTime":834.61,"body":"Petronella. Is he Terry Smith is"},{"speaker":"Nick Lincoln","startTime":830.3499999999999,"endTime":834.61,"body":"your Essex lad, and he's very"},{"speaker":"Nick Lincoln","startTime":834.61,"endTime":838.03,"body":"quotable. And down to earth, and"},{"speaker":"Nick Lincoln","startTime":834.61,"endTime":838.03,"body":"yeah, good. Yeah. Good. Yeah."},{"speaker":"Nick Lincoln","startTime":838.3,"endTime":842.02,"body":"Okay. Great. So that's, that's"},{"speaker":"Nick Lincoln","startTime":838.3,"endTime":842.02,"body":"the topical time times don't"},{"speaker":"Nick Lincoln","startTime":842.02,"endTime":845.29,"body":"give them to this episode. Let's"},{"speaker":"Nick Lincoln","startTime":842.02,"endTime":845.29,"body":"let's move on to the meat and"},{"speaker":"Nick Lincoln","startTime":845.29,"endTime":848.0799999999999,"body":"potatoes and the recurring theme"},{"speaker":"Nick Lincoln","startTime":845.29,"endTime":848.0799999999999,"body":"in the crappiest questions that"},{"speaker":"Nick Lincoln","startTime":848.0799999999999,"endTime":852.2199999999999,"body":"get put to us is around the"},{"speaker":"Nick Lincoln","startTime":848.0799999999999,"endTime":852.2199999999999,"body":"client acquisition process. How"},{"speaker":"Nick Lincoln","startTime":852.2199999999999,"endTime":854.9499999999999,"body":"do you acquire clients? What's"},{"speaker":"Nick Lincoln","startTime":852.2199999999999,"endTime":854.9499999999999,"body":"the route you go through to do"},{"speaker":"Nick Lincoln","startTime":854.9499999999999,"endTime":857.92,"body":"it? So today, we're going to"},{"speaker":"Nick Lincoln","startTime":854.9499999999999,"endTime":857.92,"body":"devote a lot of time to this and"},{"speaker":"Nick Lincoln","startTime":857.92,"endTime":860.98,"body":"it may well be this this could"},{"speaker":"Nick Lincoln","startTime":857.92,"endTime":860.98,"body":"be a part one of two episodes,"},{"speaker":"Nick Lincoln","startTime":861.01,"endTime":863.26,"body":"because if we're if we're still"},{"speaker":"Nick Lincoln","startTime":861.01,"endTime":863.26,"body":"deep in the weeds on this in"},{"speaker":"Nick Lincoln","startTime":863.26,"endTime":865.54,"body":"sort of 40 minutes, then we'll"},{"speaker":"Nick Lincoln","startTime":863.26,"endTime":865.54,"body":"carry over to the next episode."},{"speaker":"Nick Lincoln","startTime":866.86,"endTime":869.5,"body":"Because without it sounds, this"},{"speaker":"Nick Lincoln","startTime":866.86,"endTime":869.5,"body":"is a facile comments, a lot of"},{"speaker":"Nick Lincoln","startTime":869.5,"endTime":871.24,"body":"me but without clients, you"},{"speaker":"Nick Lincoln","startTime":869.5,"endTime":871.24,"body":"haven't got a business, right?"},{"speaker":"Nick Lincoln","startTime":871.24,"endTime":873.6999999999999,"body":"They are integral to your"},{"speaker":"Nick Lincoln","startTime":871.24,"endTime":873.6999999999999,"body":"business. And you've got to get"},{"speaker":"Nick Lincoln","startTime":873.6999999999999,"endTime":876.8199999999999,"body":"them if you haven't got them. So"},{"speaker":"Nick Lincoln","startTime":873.6999999999999,"endTime":876.8199999999999,"body":"I'm going to lead off with this"},{"speaker":"Nick Lincoln","startTime":876.8199999999999,"endTime":882.28,"body":"and I so I became an IFA in 2001"},{"speaker":"Nick Lincoln","startTime":876.8199999999999,"endTime":882.28,"body":"and I set up on my own in 2008."},{"speaker":"Nick Lincoln","startTime":882.28,"endTime":885.1899999999999,"body":"So I could regale you with"},{"speaker":"Nick Lincoln","startTime":882.28,"endTime":885.1899999999999,"body":"stories of how I as a startup"},{"speaker":"Nick Lincoln","startTime":885.1899999999999,"endTime":888.13,"body":"business got clients in the"},{"speaker":"Nick Lincoln","startTime":885.1899999999999,"endTime":888.13,"body":"2000s. But I think that world"},{"speaker":"Nick Lincoln","startTime":888.13,"endTime":891.79,"body":"has gone or imagine that world"},{"speaker":"Nick Lincoln","startTime":888.13,"endTime":891.79,"body":"has gone I did it through the"},{"speaker":"Nick Lincoln","startTime":891.8199999999999,"endTime":895.39,"body":"classic networking, business"},{"speaker":"Nick Lincoln","startTime":891.8199999999999,"endTime":895.39,"body":"breakfast meetings, hooking up"},{"speaker":"Nick Lincoln","startTime":895.39,"endTime":897.67,"body":"with local accountants and"},{"speaker":"Nick Lincoln","startTime":895.39,"endTime":897.67,"body":"solicitors and just asking for"},{"speaker":"Nick Lincoln","startTime":897.67,"endTime":901.4499999999999,"body":"referrals. I think the the great"},{"speaker":"Nick Lincoln","startTime":897.67,"endTime":901.4499999999999,"body":"bedwetting over the Wuhan flu,"},{"speaker":"Nick Lincoln","startTime":901.63,"endTime":903.9399999999999,"body":"might have put an end to the"},{"speaker":"Nick Lincoln","startTime":901.63,"endTime":903.9399999999999,"body":"breakfast networking to a degree"},{"speaker":"Nick Lincoln","startTime":903.9399999999999,"endTime":907.3,"body":"I don't know if that still goes"},{"speaker":"Nick Lincoln","startTime":903.9399999999999,"endTime":907.3,"body":"on. And the thing that's changed"},{"speaker":"Nick Lincoln","startTime":907.3,"endTime":909.4599999999999,"body":"between now and then is the"},{"speaker":"Nick Lincoln","startTime":907.3,"endTime":909.4599999999999,"body":"internet, the internet has"},{"speaker":"Nick Lincoln","startTime":909.4599999999999,"endTime":912.16,"body":"changed everything because we"},{"speaker":"Nick Lincoln","startTime":909.4599999999999,"endTime":912.16,"body":"have so much knowledge now at"},{"speaker":"Nick Lincoln","startTime":912.16,"endTime":915.6999999999999,"body":"our fingertips. So I'll quickly"},{"speaker":"Nick Lincoln","startTime":912.16,"endTime":915.6999999999999,"body":"talk a few minutes here and if I"},{"speaker":"Nick Lincoln","startTime":915.6999999999999,"endTime":921.55,"body":"see your eyes glazing over you"},{"speaker":"Nick Lincoln","startTime":915.6999999999999,"endTime":921.55,"body":"can I will stop. I would now see"},{"speaker":"Nick Lincoln","startTime":921.8199999999999,"endTime":925.3299999999999,"body":"if I was a hungry 30 year old"},{"speaker":"Nick Lincoln","startTime":921.8199999999999,"endTime":925.3299999999999,"body":"starting financial planning"},{"speaker":"Nick Lincoln","startTime":925.36,"endTime":929.62,"body":"practice with a blank canvas and"},{"speaker":"Nick Lincoln","startTime":925.36,"endTime":929.62,"body":"zero or a handful of clients."},{"speaker":"Nick Lincoln","startTime":929.65,"endTime":934.0,"body":"This is what I would do for our"},{"speaker":"Nick Lincoln","startTime":929.65,"endTime":934.0,"body":"American Trappists. We love you."},{"speaker":"Nick Lincoln","startTime":934.66,"endTime":939.3399999999999,"body":"But the word is spelled N I C H,"},{"speaker":"Nick Lincoln","startTime":934.66,"endTime":939.3399999999999,"body":"E, it's a French word. But"},{"speaker":"Nick Lincoln","startTime":939.3399999999999,"endTime":944.26,"body":"despite that, it's a good word."},{"speaker":"Nick Lincoln","startTime":939.3399999999999,"endTime":944.26,"body":"niche, niche, not niche. I would"},{"speaker":"Nick Lincoln","startTime":944.26,"endTime":948.49,"body":"Nish like a bugger if I was"},{"speaker":"Nick Lincoln","startTime":944.26,"endTime":948.49,"body":"starting off from scratch today,"},{"speaker":"Nick Lincoln","startTime":948.6999999999999,"endTime":950.68,"body":"and my niche would be and I"},{"speaker":"Nick Lincoln","startTime":948.6999999999999,"endTime":950.68,"body":"thought about this yesterday,"},{"speaker":"Nick Lincoln","startTime":950.68,"endTime":955.18,"body":"but I would go for limited"},{"speaker":"Nick Lincoln","startTime":950.68,"endTime":955.18,"body":"company owners. Okay, that's the"},{"speaker":"Nick Lincoln","startTime":955.18,"endTime":959.3199999999999,"body":"first filter, husband and wives,"},{"speaker":"Nick Lincoln","startTime":955.18,"endTime":959.3199999999999,"body":"limited company owners. That's"},{"speaker":"Nick Lincoln","startTime":959.3199999999999,"endTime":962.8,"body":"the second filter. They've been"},{"speaker":"Nick Lincoln","startTime":959.3199999999999,"endTime":962.8,"body":"a specific sector. And I've just"},{"speaker":"Nick Lincoln","startTime":962.8,"endTime":965.1999999999999,"body":"picked the creative sector for"},{"speaker":"Nick Lincoln","startTime":962.8,"endTime":965.1999999999999,"body":"reasons I might explain a bit"},{"speaker":"Nick Lincoln","startTime":965.1999999999999,"endTime":969.28,"body":"later on. So limited company"},{"speaker":"Nick Lincoln","startTime":965.1999999999999,"endTime":969.28,"body":"owners, husbands and wives in"},{"speaker":"Nick Lincoln","startTime":969.28,"endTime":974.53,"body":"one sector aged between 35 and"},{"speaker":"Nick Lincoln","startTime":969.28,"endTime":974.53,"body":"50. Ish. Those be my four"},{"speaker":"Nick Lincoln","startTime":974.53,"endTime":976.87,"body":"parameters. The fifth one would"},{"speaker":"Nick Lincoln","startTime":974.53,"endTime":976.87,"body":"be they must want to work with"},{"speaker":"Nick Lincoln","startTime":976.87,"endTime":979.42,"body":"me digitally. I don't want to"},{"speaker":"Nick Lincoln","startTime":976.87,"endTime":979.42,"body":"face to face relationship with"},{"speaker":"Nick Lincoln","startTime":979.42,"endTime":982.03,"body":"these people. And they don't"},{"speaker":"Nick Lincoln","startTime":979.42,"endTime":982.03,"body":"want it with me normally. So"},{"speaker":"Nick Lincoln","startTime":982.03,"endTime":983.68,"body":"they could be based anywhere in"},{"speaker":"Nick Lincoln","startTime":982.03,"endTime":983.68,"body":"the country, but they've got to"},{"speaker":"Nick Lincoln","startTime":983.68,"endTime":986.17,"body":"be switched on with the tech."},{"speaker":"Nick Lincoln","startTime":983.68,"endTime":986.17,"body":"And if then the creative agency"},{"speaker":"Nick Lincoln","startTime":986.17,"endTime":987.8499999999999,"body":"feel they probably are tech"},{"speaker":"Nick Lincoln","startTime":986.17,"endTime":987.8499999999999,"body":"enabled because they're"},{"speaker":"Nick Lincoln","startTime":987.8499999999999,"endTime":990.55,"body":"designing websites. They're"},{"speaker":"Nick Lincoln","startTime":987.8499999999999,"endTime":990.55,"body":"doing other stuff, branding,"},{"speaker":"Nick Lincoln","startTime":990.55,"endTime":994.5999999999999,"body":"they know how to use the"},{"speaker":"Nick Lincoln","startTime":990.55,"endTime":994.5999999999999,"body":"software packages. Those will be"},{"speaker":"Nick Lincoln","startTime":994.5999999999999,"endTime":999.52,"body":"my filters, and I would niche"},{"speaker":"Nick Lincoln","startTime":994.5999999999999,"endTime":999.52,"body":"niche niche down on that really"},{"speaker":"Nick Lincoln","startTime":999.55,"endTime":1003.87,"body":"focus on a particular strong"},{"speaker":"Nick Lincoln","startTime":999.55,"endTime":1003.87,"body":"area. But as I say that word is"},{"speaker":"Nick Lincoln","startTime":1003.87,"endTime":1005.37,"body":"pronounced the way I said it."},{"speaker":"Unknown","startTime":1005.49,"endTime":1007.74,"body":"So what do you know,"},{"speaker":"Unknown","startTime":1005.49,"endTime":1007.74,"body":"now you wish you could go back"},{"speaker":"Unknown","startTime":1007.74,"endTime":1009.7199999999999,"body":"and tell you from 10 years ago"},{"speaker":"Unknown","startTime":1007.74,"endTime":1009.7199999999999,"body":"as you're getting started?"},{"speaker":"Unknown","startTime":1009.9,"endTime":1010.7099999999999,"body":"niching is important."},{"speaker":"Unknown","startTime":1012.54,"endTime":1014.2199999999999,"body":"I wish I woulda committed"},{"speaker":"Unknown","startTime":1012.54,"endTime":1014.2199999999999,"body":"sooner. I wish I would have"},{"speaker":"Unknown","startTime":1014.2199999999999,"endTime":1018.0,"body":"known the benefits of niching."},{"speaker":"Unknown","startTime":1014.2199999999999,"endTime":1018.0,"body":"You know, I think if you have a"},{"speaker":"Unknown","startTime":1018.0,"endTime":1019.5899999999999,"body":"niche with a good looking"},{"speaker":"Unknown","startTime":1018.0,"endTime":1019.5899999999999,"body":"website, and you really focus"},{"speaker":"Nick Lincoln","startTime":1022.77,"endTime":1025.14,"body":"it's niche. So I"},{"speaker":"Nick Lincoln","startTime":1022.77,"endTime":1025.14,"body":"would niche ferociously. So what"},{"speaker":"Nick Lincoln","startTime":1025.14,"endTime":1029.6100000000001,"body":"I did yesterday, those are my"},{"speaker":"Nick Lincoln","startTime":1025.14,"endTime":1029.6100000000001,"body":"filters. I just put into Google"},{"speaker":"Nick Lincoln","startTime":1029.88,"endTime":1033.63,"body":"creative agencies Watford, okay,"},{"speaker":"Nick Lincoln","startTime":1029.88,"endTime":1033.63,"body":"I can see people anywhere"},{"speaker":"Nick Lincoln","startTime":1033.63,"endTime":1035.76,"body":"through through a digital"},{"speaker":"Nick Lincoln","startTime":1033.63,"endTime":1035.76,"body":"financial planning practice. But"},{"speaker":"Nick Lincoln","startTime":1035.76,"endTime":1038.04,"body":"I thought let's, let's just look"},{"speaker":"Nick Lincoln","startTime":1035.76,"endTime":1038.04,"body":"at local firms. So there's some"},{"speaker":"Nick Lincoln","startTime":1038.04,"endTime":1040.41,"body":"similarity if I'm if I'm sort of"},{"speaker":"Nick Lincoln","startTime":1038.04,"endTime":1040.41,"body":"in quotes, cold calling local"},{"speaker":"Nick Lincoln","startTime":1040.41,"endTime":1042.93,"body":"creative agencies, and I put"},{"speaker":"Nick Lincoln","startTime":1040.41,"endTime":1042.93,"body":"them to Google, and the Google"},{"speaker":"Nick Lincoln","startTime":1042.93,"endTime":1045.6,"body":"Search comes up and there wasn't"},{"speaker":"Nick Lincoln","startTime":1042.93,"endTime":1045.6,"body":"the creative agency right at the"},{"speaker":"Nick Lincoln","startTime":1045.6,"endTime":1048.75,"body":"top, it was a sponsored ad for a"},{"speaker":"Nick Lincoln","startTime":1045.6,"endTime":1048.75,"body":"company called the rhino group."},{"speaker":"Nick Lincoln","startTime":1049.29,"endTime":1052.6200000000001,"body":"Okay, so I looked at them now"},{"speaker":"Nick Lincoln","startTime":1049.29,"endTime":1052.6200000000001,"body":"they're based up in Cheshire, SK"},{"speaker":"Nick Lincoln","startTime":1052.6200000000001,"endTime":1057.0,"body":"14 Is their postcode. Okay,"},{"speaker":"Nick Lincoln","startTime":1052.6200000000001,"endTime":1057.0,"body":"lovely website, immersive fluid,"},{"speaker":"Nick Lincoln","startTime":1057.18,"endTime":1059.67,"body":"as you'd expect from a creative"},{"speaker":"Nick Lincoln","startTime":1057.18,"endTime":1059.67,"body":"agency, really good website. I"},{"speaker":"Nick Lincoln","startTime":1059.67,"endTime":1062.7,"body":"then went on to Companies House,"},{"speaker":"Nick Lincoln","startTime":1059.67,"endTime":1062.7,"body":"because you can do this in the"},{"speaker":"Nick Lincoln","startTime":1062.7,"endTime":1065.9099999999999,"body":"UK, and I'm not sure about other"},{"speaker":"Nick Lincoln","startTime":1062.7,"endTime":1065.9099999999999,"body":"Ireland, or America or South"},{"speaker":"Nick Lincoln","startTime":1065.9099999999999,"endTime":1068.31,"body":"Africa, but certainly the UK,"},{"speaker":"Nick Lincoln","startTime":1065.9099999999999,"endTime":1068.31,"body":"you can go into Companies House"},{"speaker":"Nick Lincoln","startTime":1068.31,"endTime":1070.35,"body":"and look under the bonnet of"},{"speaker":"Nick Lincoln","startTime":1068.31,"endTime":1070.35,"body":"these companies. And what I'm"},{"speaker":"Nick Lincoln","startTime":1070.35,"endTime":1072.57,"body":"about to tell you is all in the"},{"speaker":"Nick Lincoln","startTime":1070.35,"endTime":1072.57,"body":"public domain, I'm not giving"},{"speaker":"Nick Lincoln","startTime":1072.57,"endTime":1075.33,"body":"away any confidences, and the"},{"speaker":"Nick Lincoln","startTime":1072.57,"endTime":1075.33,"body":"rhino group and the directors"},{"speaker":"Nick Lincoln","startTime":1075.33,"endTime":1077.1299999999999,"body":"are not clients of mine. This is"},{"speaker":"Nick Lincoln","startTime":1075.33,"endTime":1077.1299999999999,"body":"just an example I looked at"},{"speaker":"Nick Lincoln","startTime":1077.1299999999999,"endTime":1081.54,"body":"yesterday, on Companies House,"},{"speaker":"Nick Lincoln","startTime":1077.1299999999999,"endTime":1081.54,"body":"the two directors of the rhino"},{"speaker":"Nick Lincoln","startTime":1081.54,"endTime":1085.23,"body":"group, Lee Higgins, and"},{"speaker":"Nick Lincoln","startTime":1081.54,"endTime":1085.23,"body":"Stephanie Higgins. Now unless"},{"speaker":"Nick Lincoln","startTime":1085.23,"endTime":1087.21,"body":"they're brother and sister,"},{"speaker":"Nick Lincoln","startTime":1085.23,"endTime":1087.21,"body":"which is highly unlikely,"},{"speaker":"Nick Lincoln","startTime":1087.27,"endTime":1090.72,"body":"straight off the bat, I've got a"},{"speaker":"Nick Lincoln","startTime":1087.27,"endTime":1090.72,"body":"husband and wife, limited"},{"speaker":"Nick Lincoln","startTime":1090.72,"endTime":1094.74,"body":"company, Companies House gives"},{"speaker":"Nick Lincoln","startTime":1090.72,"endTime":1094.74,"body":"me the month of birth and date"},{"speaker":"Nick Lincoln","startTime":1094.74,"endTime":1098.82,"body":"of birth, Lee Higgins is born"},{"speaker":"Nick Lincoln","startTime":1094.74,"endTime":1098.82,"body":"June 1971. Bang, he's 51. He's"},{"speaker":"Nick Lincoln","startTime":1098.82,"endTime":1102.75,"body":"just on the edge of my filter,"},{"speaker":"Nick Lincoln","startTime":1098.82,"endTime":1102.75,"body":"I'll take and his wife is five"},{"speaker":"Nick Lincoln","startTime":1102.75,"endTime":1106.44,"body":"years younger. So now I've got a"},{"speaker":"Nick Lincoln","startTime":1102.75,"endTime":1106.44,"body":"creative company owned by"},{"speaker":"Nick Lincoln","startTime":1106.44,"endTime":1109.5,"body":"husband and wife in my age"},{"speaker":"Nick Lincoln","startTime":1106.44,"endTime":1109.5,"body":"racket that I'm looking for."},{"speaker":"Nick Lincoln","startTime":1110.6399999999999,"endTime":1113.82,"body":"Even better Companies House"},{"speaker":"Nick Lincoln","startTime":1110.6399999999999,"endTime":1113.82,"body":"gives you abbreviated accounts."},{"speaker":"Nick Lincoln","startTime":1114.03,"endTime":1116.3999999999999,"body":"Now they're not good for much"},{"speaker":"Nick Lincoln","startTime":1114.03,"endTime":1116.3999999999999,"body":"anymore abbreviated accounts,"},{"speaker":"Nick Lincoln","startTime":1116.3999999999999,"endTime":1118.71,"body":"the balance sheet, you can infer"},{"speaker":"Nick Lincoln","startTime":1116.3999999999999,"endTime":1118.71,"body":"stuff from the balance sheet."},{"speaker":"Nick Lincoln","startTime":1119.22,"endTime":1121.98,"body":"But what the abbreviated"},{"speaker":"Nick Lincoln","startTime":1119.22,"endTime":1121.98,"body":"accounts give you, other"},{"speaker":"Nick Lincoln","startTime":1121.98,"endTime":1125.82,"body":"clients, accountants, they're on"},{"speaker":"Nick Lincoln","startTime":1121.98,"endTime":1125.82,"body":"this. And now I know, this"},{"speaker":"Nick Lincoln","startTime":1125.82,"endTime":1128.7,"body":"company is owned by this couple"},{"speaker":"Nick Lincoln","startTime":1125.82,"endTime":1128.7,"body":"I know their ages. I know who"},{"speaker":"Nick Lincoln","startTime":1128.7,"endTime":1130.86,"body":"their accountant is. And I can"},{"speaker":"Nick Lincoln","startTime":1128.7,"endTime":1130.86,"body":"look at their balance sheet and"},{"speaker":"Nick Lincoln","startTime":1130.86,"endTime":1133.83,"body":"say they've got net worth of 1.7"},{"speaker":"Nick Lincoln","startTime":1130.86,"endTime":1133.83,"body":"million in the company. So it's"},{"speaker":"Nick Lincoln","startTime":1133.83,"endTime":1136.4099999999999,"body":"a going concern. It's"},{"speaker":"Nick Lincoln","startTime":1133.83,"endTime":1136.4099999999999,"body":"profitable, or certainly has"},{"speaker":"Nick Lincoln","startTime":1136.4099999999999,"endTime":1141.0,"body":"been in the past. I've done that"},{"speaker":"Nick Lincoln","startTime":1136.4099999999999,"endTime":1141.0,"body":"from a 10 minute just looking on"},{"speaker":"Nick Lincoln","startTime":1141.0,"endTime":1142.8899999999999,"body":"Google Now what how would I"},{"speaker":"Nick Lincoln","startTime":1141.0,"endTime":1142.8899999999999,"body":"follow up and I haven't been"},{"speaker":"Nick Lincoln","startTime":1142.8899999999999,"endTime":1144.48,"body":"asked this obviously, I would"},{"speaker":"Nick Lincoln","startTime":1142.8899999999999,"endTime":1144.48,"body":"think about a bit more. But I'd"},{"speaker":"Nick Lincoln","startTime":1144.48,"endTime":1148.4099999999999,"body":"probably send Lee and Stephanie"},{"speaker":"Nick Lincoln","startTime":1144.48,"endTime":1148.4099999999999,"body":"a copy of the book enough. And"},{"speaker":"Nick Lincoln","startTime":1148.4099999999999,"endTime":1151.53,"body":"in there, I would put a little"},{"speaker":"Nick Lincoln","startTime":1148.4099999999999,"endTime":1151.53,"body":"card saying, sure your business"},{"speaker":"Nick Lincoln","startTime":1151.53,"endTime":1154.59,"body":"looks fantastic. I work"},{"speaker":"Nick Lincoln","startTime":1151.53,"endTime":1154.59,"body":"exclusively with people in your"},{"speaker":"Nick Lincoln","startTime":1154.59,"endTime":1157.26,"body":"field, helping them work out"},{"speaker":"Nick Lincoln","startTime":1154.59,"endTime":1157.26,"body":"whether they've got enough. If"},{"speaker":"Nick Lincoln","startTime":1157.26,"endTime":1161.28,"body":"you're interested, please give"},{"speaker":"Nick Lincoln","startTime":1157.26,"endTime":1161.28,"body":"me a call. I post that out in"},{"speaker":"Nick Lincoln","startTime":1161.28,"endTime":1164.6399999999999,"body":"the physical thing. I'd email"},{"speaker":"Nick Lincoln","startTime":1161.28,"endTime":1164.6399999999999,"body":"the accountant Antony witching"},{"speaker":"Nick Lincoln","startTime":1164.6399999999999,"endTime":1167.67,"body":"Co. and I say I noticed you've"},{"speaker":"Nick Lincoln","startTime":1164.6399999999999,"endTime":1167.67,"body":"got a client who works in"},{"speaker":"Nick Lincoln","startTime":1167.67,"endTime":1171.51,"body":"exactly the same field as I"},{"speaker":"Nick Lincoln","startTime":1167.67,"endTime":1171.51,"body":"specialize in. I help the"},{"speaker":"Nick Lincoln","startTime":1171.51,"endTime":1175.83,"body":"directors of these companies to"},{"speaker":"Nick Lincoln","startTime":1171.51,"endTime":1175.83,"body":"financial fruition. And I work"},{"speaker":"Nick Lincoln","startTime":1175.86,"endTime":1178.5,"body":"with their accountants to do"},{"speaker":"Nick Lincoln","startTime":1175.86,"endTime":1178.5,"body":"this my experiences, it"},{"speaker":"Nick Lincoln","startTime":1178.53,"endTime":1181.29,"body":"strengthens the relationship of"},{"speaker":"Nick Lincoln","startTime":1178.53,"endTime":1181.29,"body":"all parties in the advice chain."},{"speaker":"Nick Lincoln","startTime":1181.59,"endTime":1184.44,"body":"I'd love to have 20 minutes of"},{"speaker":"Nick Lincoln","startTime":1181.59,"endTime":1184.44,"body":"your time, please. I think it's"},{"speaker":"Nick Lincoln","startTime":1184.44,"endTime":1186.84,"body":"time that you will save if we"},{"speaker":"Nick Lincoln","startTime":1184.44,"endTime":1186.84,"body":"work together going forward or"},{"speaker":"Nick Lincoln","startTime":1186.84,"endTime":1189.96,"body":"something like that. And I would"},{"speaker":"Nick Lincoln","startTime":1186.84,"endTime":1189.96,"body":"if I was starting a business I'd"},{"speaker":"Nick Lincoln","startTime":1189.96,"endTime":1193.95,"body":"be I'm getting excited to think"},{"speaker":"Nick Lincoln","startTime":1189.96,"endTime":1193.95,"body":"about it what if the information"},{"speaker":"Nick Lincoln","startTime":1193.95,"endTime":1196.83,"body":"is at your fingertips and I'll"},{"speaker":"Nick Lincoln","startTime":1193.95,"endTime":1196.83,"body":"be getting up at 7am and just"},{"speaker":"Nick Lincoln","startTime":1196.83,"endTime":1201.06,"body":"doing this to all the creative"},{"speaker":"Nick Lincoln","startTime":1196.83,"endTime":1201.06,"body":"design people aged from 35 to 50"},{"speaker":"Nick Lincoln","startTime":1201.06,"endTime":1202.71,"body":"that are owned by husband and"},{"speaker":"Nick Lincoln","startTime":1201.06,"endTime":1202.71,"body":"wife because you can get the"},{"speaker":"Nick Lincoln","startTime":1202.71,"endTime":1205.83,"body":"information it's all there on"},{"speaker":"Nick Lincoln","startTime":1202.71,"endTime":1205.83,"body":"the internet. We didn't have"},{"speaker":"Nick Lincoln","startTime":1205.83,"endTime":1208.11,"body":"this 20 years ago when we had to"},{"speaker":"Nick Lincoln","startTime":1205.83,"endTime":1208.11,"body":"go to valley breakfast"},{"speaker":"Nick Lincoln","startTime":1208.11,"endTime":1211.62,"body":"networking meetings and all the"},{"speaker":"Nick Lincoln","startTime":1208.11,"endTime":1211.62,"body":"other crud this is what I will"},{"speaker":"Nick Lincoln","startTime":1211.62,"endTime":1214.05,"body":"be doing day in day out but I've"},{"speaker":"Nick Lincoln","startTime":1211.62,"endTime":1214.05,"body":"been niching down and if the"},{"speaker":"Nick Lincoln","startTime":1214.05,"endTime":1216.45,"body":"final say why would I do"},{"speaker":"Nick Lincoln","startTime":1214.05,"endTime":1216.45,"body":"creative design. The reason is"},{"speaker":"Nick Lincoln","startTime":1216.45,"endTime":1217.53,"body":"because last year I picked up"},{"speaker":"Nick Lincoln","startTime":1216.45,"endTime":1217.53,"body":"two"},{"speaker":"Andy Hart","startTime":1217.53,"endTime":1219.27,"body":"clients you'll be"},{"speaker":"Andy Hart","startTime":1217.53,"endTime":1219.27,"body":"niching down"},{"speaker":"Nick Lincoln","startTime":1220.02,"endTime":1222.54,"body":"niching down"},{"speaker":"Nick Lincoln","startTime":1220.02,"endTime":1222.54,"body":"whatever just in the cheek sorry"},{"speaker":"Nick Lincoln","startTime":1224.34,"endTime":1226.92,"body":"that last year I picked up to a"},{"speaker":"Nick Lincoln","startTime":1224.34,"endTime":1226.92,"body":"couple that and they're gonna"},{"speaker":"Nick Lincoln","startTime":1226.92,"endTime":1228.21,"body":"get married or they're not"},{"speaker":"Nick Lincoln","startTime":1226.92,"endTime":1228.21,"body":"married yet but they're gonna be"},{"speaker":"Nick Lincoln","startTime":1228.21,"endTime":1230.28,"body":"husband and wife and they both"},{"speaker":"Nick Lincoln","startTime":1228.21,"endTime":1230.28,"body":"are in their creative design. He"},{"speaker":"Nick Lincoln","startTime":1230.28,"endTime":1232.92,"body":"says that in the 30s. So there's"},{"speaker":"Nick Lincoln","startTime":1230.28,"endTime":1232.92,"body":"just front of mind, that would"},{"speaker":"Nick Lincoln","startTime":1232.92,"endTime":1236.76,"body":"be who I'd probably go for. But"},{"speaker":"Nick Lincoln","startTime":1232.92,"endTime":1236.76,"body":"the reason is if you do if you"},{"speaker":"Nick Lincoln","startTime":1236.76,"endTime":1239.73,"body":"niche and have a sector, you"},{"speaker":"Nick Lincoln","startTime":1236.76,"endTime":1239.73,"body":"then become the expert in that"},{"speaker":"Nick Lincoln","startTime":1239.73,"endTime":1242.37,"body":"sector. And you start writing"},{"speaker":"Nick Lincoln","startTime":1239.73,"endTime":1242.37,"body":"stuff for the trade publications"},{"speaker":"Nick Lincoln","startTime":1242.37,"endTime":1245.43,"body":"for that sector. You just Google"},{"speaker":"Nick Lincoln","startTime":1242.37,"endTime":1245.43,"body":"Creative Design, trade"},{"speaker":"Nick Lincoln","startTime":1245.43,"endTime":1247.98,"body":"publications and see what comes"},{"speaker":"Nick Lincoln","startTime":1245.43,"endTime":1247.98,"body":"up. You get in with their trade"},{"speaker":"Nick Lincoln","startTime":1247.98,"endTime":1250.29,"body":"body, you go to their events,"},{"speaker":"Nick Lincoln","startTime":1247.98,"endTime":1250.29,"body":"you become one of them, and you"},{"speaker":"Nick Lincoln","startTime":1250.29,"endTime":1252.69,"body":"see the world through their"},{"speaker":"Nick Lincoln","startTime":1250.29,"endTime":1252.69,"body":"eyes. And you're just you're"},{"speaker":"Nick Lincoln","startTime":1252.69,"endTime":1256.44,"body":"known then. Okay, Nick Lincoln,"},{"speaker":"Nick Lincoln","startTime":1252.69,"endTime":1256.44,"body":"he's the guy that works with the"},{"speaker":"Nick Lincoln","startTime":1256.44,"endTime":1259.71,"body":"directors of creative design"},{"speaker":"Nick Lincoln","startTime":1256.44,"endTime":1259.71,"body":"agencies to get to financial"},{"speaker":"Nick Lincoln","startTime":1259.71,"endTime":1263.07,"body":"nirvana. And that's what I will"},{"speaker":"Nick Lincoln","startTime":1259.71,"endTime":1263.07,"body":"be doing, man, I didn't have a"},{"speaker":"Nick Lincoln","startTime":1263.07,"endTime":1265.8899999999999,"body":"business now. And if I wasn't"},{"speaker":"Nick Lincoln","startTime":1263.07,"endTime":1265.8899999999999,"body":"much in quotes, mature, and my"},{"speaker":"Nick Lincoln","startTime":1265.8899999999999,"endTime":1268.62,"body":"business wasn't desperate for"},{"speaker":"Nick Lincoln","startTime":1265.8899999999999,"endTime":1268.62,"body":"clients, that's what I would be"},{"speaker":"Nick Lincoln","startTime":1268.62,"endTime":1272.76,"body":"doing. If I was a 30 year old"},{"speaker":"Nick Lincoln","startTime":1268.62,"endTime":1272.76,"body":"person, go out there and fight,"},{"speaker":"Nick Lincoln","startTime":1272.76,"endTime":1275.8799999999999,"body":"find your niche, find your"},{"speaker":"Nick Lincoln","startTime":1272.76,"endTime":1275.8799999999999,"body":"sector, and just work work at"},{"speaker":"Nick Lincoln","startTime":1275.8799999999999,"endTime":1278.07,"body":"work and become known as the"},{"speaker":"Nick Lincoln","startTime":1275.8799999999999,"endTime":1278.07,"body":"expert. Right. I've done a lot"},{"speaker":"Nick Lincoln","startTime":1278.07,"endTime":1279.6299999999999,"body":"of talking there. I"},{"speaker":"Andy Hart","startTime":1279.629,"endTime":1281.309,"body":"was brilliant. It was"},{"speaker":"Andy Hart","startTime":1279.629,"endTime":1281.309,"body":"brilliant. Nick. Yeah, that"},{"speaker":"Alan Smith","startTime":1281.31,"endTime":1283.56,"body":"was that was the"},{"speaker":"Alan Smith","startTime":1281.31,"endTime":1283.56,"body":"best thing I've ever done on"},{"speaker":"Alan Smith","startTime":1283.56,"endTime":1286.59,"body":"this podcast. Yeah, that was"},{"speaker":"Alan Smith","startTime":1283.56,"endTime":1286.59,"body":"that was a brilliant, that was"},{"speaker":"Alan Smith","startTime":1286.59,"endTime":1291.87,"body":"just a masterclass Nick,"},{"speaker":"Alan Smith","startTime":1286.59,"endTime":1291.87,"body":"brilliant. Can I Can I just I"},{"speaker":"Alan Smith","startTime":1291.87,"endTime":1295.44,"body":"just got to sort of enhance that"},{"speaker":"Alan Smith","startTime":1291.87,"endTime":1295.44,"body":"a bit or or add to it? Should I"},{"speaker":"Alan Smith","startTime":1295.44,"endTime":1299.7,"body":"say so how do you become the go"},{"speaker":"Alan Smith","startTime":1295.44,"endTime":1299.7,"body":"to person in that sector? How do"},{"speaker":"Alan Smith","startTime":1299.7,"endTime":1304.86,"body":"you become the expert for in"},{"speaker":"Alan Smith","startTime":1299.7,"endTime":1304.86,"body":"this to follow your particular"},{"speaker":"Alan Smith","startTime":1304.86,"endTime":1308.94,"body":"example, creative businesses in"},{"speaker":"Alan Smith","startTime":1304.86,"endTime":1308.94,"body":"Hartfordshire? Let's say. So"},{"speaker":"Alan Smith","startTime":1308.94,"endTime":1314.07,"body":"another thing you could do? Is"},{"speaker":"Alan Smith","startTime":1308.94,"endTime":1314.07,"body":"you is create content for them."},{"speaker":"Alan Smith","startTime":1314.07,"endTime":1316.95,"body":"And so how would you do that?"},{"speaker":"Alan Smith","startTime":1314.07,"endTime":1316.95,"body":"You would ask them, you would"},{"speaker":"Alan Smith","startTime":1316.95,"endTime":1319.8,"body":"say that I'm just going to build"},{"speaker":"Alan Smith","startTime":1316.95,"endTime":1319.8,"body":"some materials, some help and"},{"speaker":"Alan Smith","startTime":1319.8,"endTime":1322.83,"body":"support for people exactly in"},{"speaker":"Alan Smith","startTime":1319.8,"endTime":1322.83,"body":"your community, or the account."},{"speaker":"Alan Smith","startTime":1323.43,"endTime":1325.86,"body":"And I've got 10 Questions cut"},{"speaker":"Alan Smith","startTime":1323.43,"endTime":1325.86,"body":"out you are the phone them up"},{"speaker":"Alan Smith","startTime":1325.86,"endTime":1327.6299999999999,"body":"and ask them or send them an"},{"speaker":"Alan Smith","startTime":1325.86,"endTime":1327.6299999999999,"body":"email or something or a"},{"speaker":"Alan Smith","startTime":1327.6299999999999,"endTime":1329.1599999999999,"body":"questionnaire and you say, what"},{"speaker":"Alan Smith","startTime":1327.6299999999999,"endTime":1329.1599999999999,"body":"are the what are the key"},{"speaker":"Alan Smith","startTime":1329.1599999999999,"endTime":1331.56,"body":"challenges of running a creative"},{"speaker":"Alan Smith","startTime":1329.1599999999999,"endTime":1331.56,"body":"business in Florida, all that"},{"speaker":"Alan Smith","startTime":1331.56,"endTime":1334.29,"body":"stuff? And then you sort of"},{"speaker":"Alan Smith","startTime":1331.56,"endTime":1334.29,"body":"cross referencing that with the"},{"speaker":"Alan Smith","startTime":1334.29,"endTime":1336.6,"body":"financial issues? Are they"},{"speaker":"Alan Smith","startTime":1334.29,"endTime":1336.6,"body":"building to sell? Are they"},{"speaker":"Alan Smith","startTime":1336.6,"endTime":1339.54,"body":"looking at others as a cash cow"},{"speaker":"Alan Smith","startTime":1336.6,"endTime":1339.54,"body":"business as it tax efficiency,"},{"speaker":"Alan Smith","startTime":1340.05,"endTime":1343.3799999999999,"body":"and you can create a very nice"},{"speaker":"Alan Smith","startTime":1340.05,"endTime":1343.3799999999999,"body":"documents, call it a white"},{"speaker":"Alan Smith","startTime":1343.3799999999999,"endTime":1347.9099999999999,"body":"paper, ebook, whatever. And I"},{"speaker":"Alan Smith","startTime":1343.3799999999999,"endTime":1347.9099999999999,"body":"think if you do that"},{"speaker":"Alan Smith","startTime":1347.9099999999999,"endTime":1351.6599999999999,"body":"consistently, then you end up"},{"speaker":"Alan Smith","startTime":1347.9099999999999,"endTime":1351.6599999999999,"body":"getting invited to speak at the"},{"speaker":"Alan Smith","startTime":1351.69,"endTime":1354.6599999999999,"body":"creative bla, bla, bla annual"},{"speaker":"Alan Smith","startTime":1351.69,"endTime":1354.6599999999999,"body":"conventions, you know, writing"},{"speaker":"Alan Smith","startTime":1354.6599999999999,"endTime":1357.06,"body":"their magazines, on their"},{"speaker":"Alan Smith","startTime":1354.6599999999999,"endTime":1357.06,"body":"websites, and all that sort of"},{"speaker":"Alan Smith","startTime":1357.06,"endTime":1360.06,"body":"stuff. Yeah, before you know it,"},{"speaker":"Alan Smith","startTime":1357.06,"endTime":1360.06,"body":"you do that consistently, within"},{"speaker":"Alan Smith","startTime":1360.06,"endTime":1363.21,"body":"12 months, you are the go to for"},{"speaker":"Alan Smith","startTime":1360.06,"endTime":1363.21,"body":"most of these firms will have"},{"speaker":"Alan Smith","startTime":1363.21,"endTime":1365.82,"body":"advisors will have sort of"},{"speaker":"Alan Smith","startTime":1363.21,"endTime":1365.82,"body":"random, generic general"},{"speaker":"Alan Smith","startTime":1365.82,"endTime":1369.51,"body":"advisors, the accountants might"},{"speaker":"Alan Smith","startTime":1365.82,"endTime":1369.51,"body":"have ifas in house, but all of a"},{"speaker":"Alan Smith","startTime":1369.51,"endTime":1372.6,"body":"sudden, just through your"},{"speaker":"Alan Smith","startTime":1369.51,"endTime":1372.6,"body":"research, analysis, getting"},{"speaker":"Alan Smith","startTime":1372.6,"endTime":1376.86,"body":"feedback, and then translating"},{"speaker":"Alan Smith","startTime":1372.6,"endTime":1376.86,"body":"that into content documents,"},{"speaker":"Alan Smith","startTime":1377.01,"endTime":1380.19,"body":"white papers, video, you are the"},{"speaker":"Alan Smith","startTime":1377.01,"endTime":1380.19,"body":"go to guy and I think you do"},{"speaker":"Alan Smith","startTime":1380.19,"endTime":1383.52,"body":"that consistently for a year or"},{"speaker":"Alan Smith","startTime":1380.19,"endTime":1383.52,"body":"two. You know, you build a"},{"speaker":"Alan Smith","startTime":1383.52,"endTime":1385.8899999999999,"body":"business that way. I've known"},{"speaker":"Alan Smith","startTime":1383.52,"endTime":1385.8899999999999,"body":"people who've done exactly that."},{"speaker":"Andy Hart","startTime":1387.06,"endTime":1389.3999999999999,"body":"And that was superb,"},{"speaker":"Andy Hart","startTime":1387.06,"endTime":1389.3999999999999,"body":"Nick, you are wasted as a"},{"speaker":"Andy Hart","startTime":1389.58,"endTime":1393.12,"body":"financial advisor, your your"},{"speaker":"Andy Hart","startTime":1389.58,"endTime":1393.12,"body":"your Mora, marketing coaches"},{"speaker":"Andy Hart","startTime":1393.12,"endTime":1397.47,"body":"such. Yeah. And the way you the"},{"speaker":"Andy Hart","startTime":1393.12,"endTime":1397.47,"body":"way you pitch it was right. And"},{"speaker":"Andy Hart","startTime":1397.47,"endTime":1400.8,"body":"it was just very passionate, and"},{"speaker":"Andy Hart","startTime":1397.47,"endTime":1400.8,"body":"you covered all the things on I"},{"speaker":"Andy Hart","startTime":1400.8,"endTime":1403.05,"body":"mean, you could push a little"},{"speaker":"Andy Hart","startTime":1400.8,"endTime":1403.05,"body":"bit further and say in an ideal"},{"speaker":"Andy Hart","startTime":1403.05,"endTime":1405.24,"body":"world, you'd send them connect"},{"speaker":"Andy Hart","startTime":1403.05,"endTime":1405.24,"body":"with them on LinkedIn, then you"},{"speaker":"Andy Hart","startTime":1405.24,"endTime":1408.42,"body":"send them a link to a video"},{"speaker":"Andy Hart","startTime":1405.24,"endTime":1408.42,"body":"that's tailored to them saying,"},{"speaker":"Andy Hart","startTime":1408.42,"endTime":1411.81,"body":"Hi, I'm Nick, I know exactly who"},{"speaker":"Andy Hart","startTime":1408.42,"endTime":1411.81,"body":"you are, except to score curry."},{"speaker":"Andy Hart","startTime":1413.1,"endTime":1416.6399999999999,"body":"I think I think the key thing"},{"speaker":"Andy Hart","startTime":1413.1,"endTime":1416.6399999999999,"body":"that people have to do is pick"},{"speaker":"Andy Hart","startTime":1416.6399999999999,"endTime":1421.02,"body":"your niche carefully. The niche"},{"speaker":"Andy Hart","startTime":1416.6399999999999,"endTime":1421.02,"body":"needs to be a viral niche. As an"},{"speaker":"Andy Hart","startTime":1421.02,"endTime":1424.05,"body":"example, for my situation. I"},{"speaker":"Andy Hart","startTime":1421.02,"endTime":1424.05,"body":"used to get a lot of referrals"},{"speaker":"Andy Hart","startTime":1424.05,"endTime":1426.99,"body":"from an accountant I used to"},{"speaker":"Andy Hart","startTime":1424.05,"endTime":1426.99,"body":"work in Hampstead. He referred"},{"speaker":"Andy Hart","startTime":1426.99,"endTime":1431.46,"body":"me to about three lovely wealthy"},{"speaker":"Andy Hart","startTime":1426.99,"endTime":1431.46,"body":"Hampstead widows. They were"},{"speaker":"Andy Hart","startTime":1477.54,"endTime":1479.82,"body":"great clients to work with, but"},{"speaker":"Andy Hart","startTime":1477.54,"endTime":1479.82,"body":"they never really spoke to each"},{"speaker":"Andy Hart","startTime":1479.82,"endTime":1484.62,"body":"other. So the niche wouldn't"},{"speaker":"Andy Hart","startTime":1479.82,"endTime":1484.62,"body":"grow. So the one that you"},{"speaker":"Andy Hart","startTime":1484.62,"endTime":1488.55,"body":"mentioned is creative agency"},{"speaker":"Andy Hart","startTime":1484.62,"endTime":1488.55,"body":"owners, they sort of do speak to"},{"speaker":"Andy Hart","startTime":1488.55,"endTime":1490.83,"body":"each other, even though if"},{"speaker":"Andy Hart","startTime":1488.55,"endTime":1490.83,"body":"they're in competition, and they"},{"speaker":"Andy Hart","startTime":1490.86,"endTime":1494.85,"body":"the niche is viral. So yeah, I"},{"speaker":"Andy Hart","startTime":1490.86,"endTime":1494.85,"body":"would say, I agree with"},{"speaker":"Andy Hart","startTime":1494.85,"endTime":1497.3999999999999,"body":"everything you said, the amount"},{"speaker":"Andy Hart","startTime":1494.85,"endTime":1497.3999999999999,"body":"of public information out there"},{"speaker":"Andy Hart","startTime":1497.3999999999999,"endTime":1502.8899999999999,"body":"is phenomenal. So yeah, that"},{"speaker":"Andy Hart","startTime":1497.3999999999999,"endTime":1502.8899999999999,"body":"find a niche that's viral over"},{"speaker":"Andy Hart","startTime":1502.8899999999999,"endTime":1503.4299999999998,"body":"to call."},{"speaker":"Carl Widger","startTime":1506.4289999999999,"endTime":1509.9989999999998,"body":"Yeah, very"},{"speaker":"Carl Widger","startTime":1506.4289999999999,"endTime":1509.9989999999998,"body":"interesting. Yeah. And really"},{"speaker":"Carl Widger","startTime":1509.9989999999998,"endTime":1513.089,"body":"good stuff. Nick, I'd like to"},{"speaker":"Carl Widger","startTime":1509.9989999999998,"endTime":1513.089,"body":"apologize to Lee Higgins for the"},{"speaker":"Carl Widger","startTime":1513.119,"endTime":1515.879,"body":"easy four copies of enough that"},{"speaker":"Carl Widger","startTime":1513.119,"endTime":1515.879,"body":"he's going to get after this."},{"speaker":"Nick Lincoln","startTime":1520.56,"endTime":1522.57,"body":"But that was just"},{"speaker":"Nick Lincoln","startTime":1520.56,"endTime":1522.57,"body":"pure, I came up with that ideal"},{"speaker":"Nick Lincoln","startTime":1522.57,"endTime":1526.08,"body":"client profile. And then that"},{"speaker":"Nick Lincoln","startTime":1522.57,"endTime":1526.08,"body":"was literally the first creative"},{"speaker":"Nick Lincoln","startTime":1526.08,"endTime":1528.78,"body":"agency. I clicked on the first"},{"speaker":"Nick Lincoln","startTime":1526.08,"endTime":1528.78,"body":"one in the search, and then it"},{"speaker":"Nick Lincoln","startTime":1528.78,"endTime":1531.6899999999998,"body":"happened to so you know, I just"},{"speaker":"Nick Lincoln","startTime":1528.78,"endTime":1531.6899999999998,"body":"I think it's out. I think it's"},{"speaker":"Nick Lincoln","startTime":1531.6899999999998,"endTime":1533.7299999999998,"body":"there. I think it's there. Sorry"},{"speaker":"Nick Lincoln","startTime":1531.6899999999998,"endTime":1533.7299999999998,"body":"about Frank crack on."},{"speaker":"Carl Widger","startTime":1534.12,"endTime":1536.79,"body":"Yeah, no worries."},{"speaker":"Carl Widger","startTime":1534.12,"endTime":1536.79,"body":"No worries. Yeah, look, I'm"},{"speaker":"Carl Widger","startTime":1536.79,"endTime":1539.82,"body":"gonna come at this a slightly"},{"speaker":"Carl Widger","startTime":1536.79,"endTime":1539.82,"body":"different way. Right. So if I"},{"speaker":"Carl Widger","startTime":1539.82,"endTime":1543.09,"body":"was starting off, but like you,"},{"speaker":"Carl Widger","startTime":1539.82,"endTime":1543.09,"body":"Nick, everything you said,"},{"speaker":"Carl Widger","startTime":1543.12,"endTime":1546.1799999999998,"body":"that's what I did when I started"},{"speaker":"Carl Widger","startTime":1543.12,"endTime":1546.1799999999998,"body":"off, right. So the network and"},{"speaker":"Carl Widger","startTime":1546.1799999999998,"endTime":1549.33,"body":"like hell, and getting out there"},{"speaker":"Carl Widger","startTime":1546.1799999999998,"endTime":1549.33,"body":"and lots of cups of coffee and"},{"speaker":"Carl Widger","startTime":1549.33,"endTime":1552.78,"body":"blah, blah. So if I was starting"},{"speaker":"Carl Widger","startTime":1549.33,"endTime":1552.78,"body":"up now, there's, there's a"},{"speaker":"Carl Widger","startTime":1552.78,"endTime":1555.0,"body":"couple of points I'd like to"},{"speaker":"Carl Widger","startTime":1552.78,"endTime":1555.0,"body":"make at the outset. Right."},{"speaker":"Carl Widger","startTime":1555.33,"endTime":1559.5,"body":"Number one, it's hard work."},{"speaker":"Carl Widger","startTime":1555.33,"endTime":1559.5,"body":"Number two, you got to do the"},{"speaker":"Carl Widger","startTime":1559.5,"endTime":1562.6499999999999,"body":"hard work over a long period of"},{"speaker":"Carl Widger","startTime":1559.5,"endTime":1562.6499999999999,"body":"time. So you got to be really"},{"speaker":"Carl Widger","startTime":1562.6499999999999,"endTime":1567.87,"body":"consistent. And that does not"},{"speaker":"Carl Widger","startTime":1562.6499999999999,"endTime":1567.87,"body":"mean this bullshit 24 hour"},{"speaker":"Carl Widger","startTime":1567.87,"endTime":1570.9599999999998,"body":"hustle, it just means you got to"},{"speaker":"Carl Widger","startTime":1567.87,"endTime":1570.9599999999998,"body":"be really focused and do all the"},{"speaker":"Carl Widger","startTime":1570.9599999999998,"endTime":1574.59,"body":"right stuff. And we've spoken"},{"speaker":"Carl Widger","startTime":1570.9599999999998,"endTime":1574.59,"body":"about this lots of times before"},{"speaker":"Carl Widger","startTime":1574.59,"endTime":1578.9399999999998,"body":"so if I had my time back on If I"},{"speaker":"Carl Widger","startTime":1574.59,"endTime":1578.9399999999998,"body":"was starting out, no, I would do"},{"speaker":"Carl Widger","startTime":1579.0,"endTime":1584.76,"body":"two things. I would, yes, 100%"},{"speaker":"Carl Widger","startTime":1579.0,"endTime":1584.76,"body":"due to content creation. And if"},{"speaker":"Carl Widger","startTime":1584.76,"endTime":1589.11,"body":"I can just tell you what's"},{"speaker":"Carl Widger","startTime":1584.76,"endTime":1589.11,"body":"really what's worked really well"},{"speaker":"Carl Widger","startTime":1589.11,"endTime":1592.53,"body":"for us here at Metis, is we've"},{"speaker":"Carl Widger","startTime":1589.11,"endTime":1592.53,"body":"created a number of different"},{"speaker":"Carl Widger","startTime":1592.53,"endTime":1595.9499999999998,"body":"guides that you can download, we"},{"speaker":"Carl Widger","startTime":1592.53,"endTime":1595.9499999999998,"body":"either put them out kind of on"},{"speaker":"Carl Widger","startTime":1595.9499999999998,"endTime":1598.08,"body":"social media that you can"},{"speaker":"Carl Widger","startTime":1595.9499999999998,"endTime":1598.08,"body":"download from that, or we put"},{"speaker":"Carl Widger","startTime":1598.08,"endTime":1600.6899999999998,"body":"them on our website, and we do"},{"speaker":"Carl Widger","startTime":1598.08,"endTime":1600.6899999999998,"body":"get lots of really good leads."},{"speaker":"Carl Widger","startTime":1600.6899999999998,"endTime":1603.9899999999998,"body":"So it's like business owners,"},{"speaker":"Carl Widger","startTime":1600.6899999999998,"endTime":1603.9899999999998,"body":"you know, 10, things you should"},{"speaker":"Carl Widger","startTime":1603.9899999999998,"endTime":1606.1799999999998,"body":"be thinking about when you're"},{"speaker":"Carl Widger","startTime":1603.9899999999998,"endTime":1606.1799999999998,"body":"coming to retirement, that kind"},{"speaker":"Carl Widger","startTime":1606.1799999999998,"endTime":1610.3799999999999,"body":"of stuff. So I would 100% to"},{"speaker":"Carl Widger","startTime":1606.1799999999998,"endTime":1610.3799999999999,"body":"that. So that's kind of on the,"},{"speaker":"Carl Widger","startTime":1610.77,"endTime":1613.35,"body":"on the same track as what you"},{"speaker":"Carl Widger","startTime":1610.77,"endTime":1613.35,"body":"were talking about Nick."},{"speaker":"Carl Widger","startTime":1614.6999999999998,"endTime":1618.6599999999999,"body":"However, when we started Metis,"},{"speaker":"Carl Widger","startTime":1614.6999999999998,"endTime":1618.6599999999999,"body":"Ireland in 2014, bear in mind, I"},{"speaker":"Carl Widger","startTime":1618.6599999999999,"endTime":1622.6499999999999,"body":"was four years out of on my own"},{"speaker":"Carl Widger","startTime":1618.6599999999999,"endTime":1622.6499999999999,"body":"before that, one of the one of"},{"speaker":"Carl Widger","startTime":1622.6499999999999,"endTime":1626.55,"body":"the things, the best things we"},{"speaker":"Carl Widger","startTime":1622.6499999999999,"endTime":1626.55,"body":"ever did, and it has definitely"},{"speaker":"Carl Widger","startTime":1626.55,"endTime":1631.1999999999998,"body":"evolved since then, was we did a"},{"speaker":"Carl Widger","startTime":1626.55,"endTime":1631.1999999999998,"body":"launch. So big launch. And we"},{"speaker":"Carl Widger","startTime":1631.1999999999998,"endTime":1635.9099999999999,"body":"got Joe Schmidt, who was the"},{"speaker":"Carl Widger","startTime":1631.1999999999998,"endTime":1635.9099999999999,"body":"Ireland head coach for rugby at"},{"speaker":"Carl Widger","startTime":1635.9099999999999,"endTime":1639.0,"body":"the time. And the Irish team, it"},{"speaker":"Carl Widger","startTime":1635.9099999999999,"endTime":1639.0,"body":"was obviously between World Cups"},{"speaker":"Carl Widger","startTime":1639.0,"endTime":1641.61,"body":"was we were doing really, really"},{"speaker":"Carl Widger","startTime":1639.0,"endTime":1641.61,"body":"well, we just won a Grand Slam."},{"speaker":"Carl Widger","startTime":1642.6899999999998,"endTime":1651.81,"body":"So we got Joe to speak out. We"},{"speaker":"Carl Widger","startTime":1642.6899999999998,"endTime":1651.81,"body":"had Gary Connolly, who was a"},{"speaker":"Carl Widger","startTime":1651.81,"endTime":1655.62,"body":"friend of mine, speaking about"},{"speaker":"Carl Widger","startTime":1651.81,"endTime":1655.62,"body":"passive investing. And then we"},{"speaker":"Carl Widger","startTime":1655.62,"endTime":1658.26,"body":"just did one or two other things"},{"speaker":"Carl Widger","startTime":1655.62,"endTime":1658.26,"body":"about real financial planning."},{"speaker":"Carl Widger","startTime":1658.8,"endTime":1665.1,"body":"And we filled a big room in a"},{"speaker":"Carl Widger","startTime":1658.8,"endTime":1665.1,"body":"hotel, I think we had 160 people"},{"speaker":"Carl Widger","startTime":1665.1,"endTime":1668.4599999999998,"body":"there. So loads and loads of"},{"speaker":"Carl Widger","startTime":1665.1,"endTime":1668.4599999999998,"body":"work went in now at the time we"},{"speaker":"Carl Widger","startTime":1668.4599999999998,"endTime":1673.59,"body":"hadn't, Bob. But we kind of"},{"speaker":"Carl Widger","startTime":1668.4599999999998,"endTime":1673.59,"body":"scraped together this event. And"},{"speaker":"Carl Widger","startTime":1673.59,"endTime":1677.8799999999999,"body":"it was absolutely brilliant. The"},{"speaker":"Carl Widger","startTime":1673.59,"endTime":1677.8799999999999,"body":"Joe was magnificent. Joe"},{"speaker":"Carl Widger","startTime":1677.8799999999999,"endTime":1681.36,"body":"subsequently spoke at two more"},{"speaker":"Carl Widger","startTime":1677.8799999999999,"endTime":1681.36,"body":"events for us, became a friend"},{"speaker":"Carl Widger","startTime":1681.36,"endTime":1685.4099999999999,"body":"of mine before he went back to"},{"speaker":"Carl Widger","startTime":1681.36,"endTime":1685.4099999999999,"body":"New Zealand. So we use Joe a"},{"speaker":"Carl Widger","startTime":1685.4099999999999,"endTime":1689.58,"body":"couple of times after that, we"},{"speaker":"Carl Widger","startTime":1685.4099999999999,"endTime":1689.58,"body":"also did some launches, where we"},{"speaker":"Carl Widger","startTime":1689.58,"endTime":1693.81,"body":"brought kind of high profile"},{"speaker":"Carl Widger","startTime":1689.58,"endTime":1693.81,"body":"sports people in or we had a guy"},{"speaker":"Carl Widger","startTime":1693.81,"endTime":1696.2099999999998,"body":"called David Coleman, he's a"},{"speaker":"Carl Widger","startTime":1693.81,"endTime":1696.2099999999998,"body":"very well known child"},{"speaker":"Carl Widger","startTime":1696.2099999999998,"endTime":1698.6699999999998,"body":"psychologists kind of dealing"},{"speaker":"Carl Widger","startTime":1696.2099999999998,"endTime":1698.6699999999998,"body":"with teenagers, because that's"},{"speaker":"Carl Widger","startTime":1698.6699999999998,"endTime":1700.7399999999998,"body":"the kind of thing a lot of our"},{"speaker":"Carl Widger","startTime":1698.6699999999998,"endTime":1700.7399999999998,"body":"clients were dealing with at the"},{"speaker":"Carl Widger","startTime":1700.7399999999998,"endTime":1703.86,"body":"time. So we did a lot of those"},{"speaker":"Carl Widger","startTime":1700.7399999999998,"endTime":1703.86,"body":"kinds of events where we were"},{"speaker":"Carl Widger","startTime":1703.86,"endTime":1707.3999999999999,"body":"bringing experts, our high"},{"speaker":"Carl Widger","startTime":1703.86,"endTime":1707.3999999999999,"body":"profile people, but But back to"},{"speaker":"Carl Widger","startTime":1707.3999999999999,"endTime":1710.1599999999999,"body":"the very start at the Joe"},{"speaker":"Carl Widger","startTime":1707.3999999999999,"endTime":1710.1599999999999,"body":"Schmidt event, we just had a"},{"speaker":"Carl Widger","startTime":1710.1599999999999,"endTime":1713.6699999999998,"body":"little feedback form and on the"},{"speaker":"Carl Widger","startTime":1710.1599999999999,"endTime":1713.6699999999998,"body":"feedback form. So obviously, if"},{"speaker":"Carl Widger","startTime":1713.6699999999998,"endTime":1717.6599999999999,"body":"there was 160 or 70 people"},{"speaker":"Carl Widger","startTime":1713.6699999999998,"endTime":1717.6599999999999,"body":"there, there was loads of them"},{"speaker":"Carl Widger","startTime":1717.7199999999998,"endTime":1721.08,"body":"loads and loads of them who"},{"speaker":"Carl Widger","startTime":1717.7199999999998,"endTime":1721.08,"body":"weren't already clients. And we"},{"speaker":"Carl Widger","startTime":1721.08,"endTime":1724.86,"body":"just had a would you like Metis,"},{"speaker":"Carl Widger","startTime":1721.08,"endTime":1724.86,"body":"Ireland to talk to contact you"},{"speaker":"Carl Widger","startTime":1724.8899999999999,"endTime":1728.85,"body":"about real financial planning."},{"speaker":"Carl Widger","startTime":1724.8899999999999,"endTime":1728.85,"body":"And almost everyone ticked us"},{"speaker":"Carl Widger","startTime":1728.85,"endTime":1732.12,"body":"and gave us their email address."},{"speaker":"Carl Widger","startTime":1728.85,"endTime":1732.12,"body":"And the amount of business we"},{"speaker":"Carl Widger","startTime":1732.12,"endTime":1737.61,"body":"got out of that. And it was big,"},{"speaker":"Carl Widger","startTime":1732.12,"endTime":1737.61,"body":"and it was ballsy. And it was,"},{"speaker":"Carl Widger","startTime":1737.6399999999999,"endTime":1742.3799999999999,"body":"you know, we were absolutely"},{"speaker":"Carl Widger","startTime":1737.6399999999999,"endTime":1742.3799999999999,"body":"shitting bricks beforehand to"},{"speaker":"Carl Widger","startTime":1742.3799999999999,"endTime":1745.05,"body":"make sure that, you know, we"},{"speaker":"Carl Widger","startTime":1742.3799999999999,"endTime":1745.05,"body":"didn't have a room full of 12"},{"speaker":"Carl Widger","startTime":1745.05,"endTime":1747.87,"body":"people that we we got two people"},{"speaker":"Carl Widger","startTime":1745.05,"endTime":1747.87,"body":"there, it was a lot of hard"},{"speaker":"Carl Widger","startTime":1747.87,"endTime":1752.04,"body":"work, it was very stressful. But"},{"speaker":"Carl Widger","startTime":1747.87,"endTime":1752.04,"body":"by God did it pay off. And then"},{"speaker":"Carl Widger","startTime":1752.04,"endTime":1756.1799999999998,"body":"we kind of found our rhythm. And"},{"speaker":"Carl Widger","startTime":1752.04,"endTime":1756.1799999999998,"body":"you know, that like they the"},{"speaker":"Carl Widger","startTime":1756.1799999999998,"endTime":1759.33,"body":"evolvement evolvement of those"},{"speaker":"Carl Widger","startTime":1756.1799999999998,"endTime":1759.33,"body":"events was the future you and"},{"speaker":"Carl Widger","startTime":1759.33,"endTime":1762.3899999999999,"body":"that we spoke about before. And"},{"speaker":"Carl Widger","startTime":1759.33,"endTime":1762.3899999999999,"body":"we're planning that for 2023 a"},{"speaker":"Carl Widger","startTime":1762.3899999999999,"endTime":1766.4399999999998,"body":"bigger and better one. But I get"},{"speaker":"Carl Widger","startTime":1762.3899999999999,"endTime":1766.4399999999998,"body":"what you're saying Nick about"},{"speaker":"Carl Widger","startTime":1766.4399999999998,"endTime":1771.54,"body":"doing everything digitally?"},{"speaker":"Carl Widger","startTime":1766.4399999999998,"endTime":1771.54,"body":"Personally, I would yet create"},{"speaker":"Carl Widger","startTime":1771.54,"endTime":1775.9199999999998,"body":"the content 100%. But but maybe"},{"speaker":"Carl Widger","startTime":1771.54,"endTime":1775.9199999999998,"body":"everybody is going to try and do"},{"speaker":"Carl Widger","startTime":1775.9199999999998,"endTime":1780.2099999999998,"body":"a digital digitally. And maybe"},{"speaker":"Carl Widger","startTime":1775.9199999999998,"endTime":1780.2099999999998,"body":"you can kind of set yourself out"},{"speaker":"Carl Widger","startTime":1780.2099999999998,"endTime":1783.6599999999999,"body":"from the crowd by saying no, no,"},{"speaker":"Carl Widger","startTime":1780.2099999999998,"endTime":1783.6599999999999,"body":"we're going to be the guys we're"},{"speaker":"Carl Widger","startTime":1783.6599999999999,"endTime":1787.4699999999998,"body":"going to press the flesh as"},{"speaker":"Carl Widger","startTime":1783.6599999999999,"endTime":1787.4699999999998,"body":"well. So yeah, that is the"},{"speaker":"Carl Widger","startTime":1787.4699999999998,"endTime":1791.01,"body":"single I'm look, I have other"},{"speaker":"Carl Widger","startTime":1787.4699999999998,"endTime":1791.01,"body":"stuff that we've done along the"},{"speaker":"Carl Widger","startTime":1791.01,"endTime":1793.32,"body":"way and that we're doing now"},{"speaker":"Carl Widger","startTime":1791.01,"endTime":1793.32,"body":"that are definitely working. But"},{"speaker":"Carl Widger","startTime":1793.8,"endTime":1797.1299999999999,"body":"you know, I would say go big,"},{"speaker":"Carl Widger","startTime":1793.8,"endTime":1797.1299999999999,"body":"you know, just go big back"},{"speaker":"Carl Widger","startTime":1797.1299999999999,"endTime":1798.2099999999998,"body":"yourself and do it."},{"speaker":"Nick Lincoln","startTime":1798.8999999999999,"endTime":1800.2199999999998,"body":"Cool. That's"},{"speaker":"Nick Lincoln","startTime":1798.8999999999999,"endTime":1800.2199999999998,"body":"really, really interesting."},{"speaker":"Nick Lincoln","startTime":1800.76,"endTime":1803.9099999999999,"body":"You're a mature business now,"},{"speaker":"Nick Lincoln","startTime":1800.76,"endTime":1803.9099999999999,"body":"aren't you? Do you set as part"},{"speaker":"Nick Lincoln","startTime":1803.9099999999999,"endTime":1807.2399999999998,"body":"of your business planning each"},{"speaker":"Nick Lincoln","startTime":1803.9099999999999,"endTime":1807.2399999999998,"body":"year a set number of new clients"},{"speaker":"Nick Lincoln","startTime":1807.2399999999998,"endTime":1809.85,"body":"that you wish to acquire in the"},{"speaker":"Nick Lincoln","startTime":1807.2399999999998,"endTime":1809.85,"body":"year?"},{"speaker":"Carl Widger","startTime":1813.4189999999999,"endTime":1818.309,"body":"Yes and no. Right?"},{"speaker":"Carl Widger","startTime":1813.4189999999999,"endTime":1818.309,"body":"We do have. So we've kind of"},{"speaker":"Carl Widger","startTime":1818.309,"endTime":1822.4789999999998,"body":"four advisors now who are who"},{"speaker":"Carl Widger","startTime":1818.309,"endTime":1822.4789999999998,"body":"are out looking for new clients"},{"speaker":"Carl Widger","startTime":1822.4789999999998,"endTime":1827.2189999999998,"body":"and they have kind of do their"},{"speaker":"Carl Widger","startTime":1822.4789999999998,"endTime":1827.2189999999998,"body":"annual plans, which we've we did"},{"speaker":"Carl Widger","startTime":1827.2189999999998,"endTime":1830.2489999999998,"body":"before Christmas, and we're"},{"speaker":"Carl Widger","startTime":1827.2189999999998,"endTime":1830.2489999999998,"body":"going to be reviewing them now"},{"speaker":"Carl Widger","startTime":1830.2489999999998,"endTime":1833.789,"body":"and this week, actually. And"},{"speaker":"Carl Widger","startTime":1830.2489999999998,"endTime":1833.789,"body":"they will set out what they want"},{"speaker":"Carl Widger","startTime":1833.789,"endTime":1836.6989999999998,"body":"to get. So we have different"},{"speaker":"Carl Widger","startTime":1833.789,"endTime":1836.6989999999998,"body":"levels of clients. So they'll"},{"speaker":"Carl Widger","startTime":1836.9689999999998,"endTime":1840.389,"body":"nominate how many of our top"},{"speaker":"Carl Widger","startTime":1836.9689999999998,"endTime":1840.389,"body":"level they want nominate how"},{"speaker":"Carl Widger","startTime":1840.389,"endTime":1845.1589999999999,"body":"many of our kind of second level"},{"speaker":"Carl Widger","startTime":1840.389,"endTime":1845.1589999999999,"body":"down that they want. And then"},{"speaker":"Carl Widger","startTime":1845.1889999999999,"endTime":1848.129,"body":"what we do is okay, well, if"},{"speaker":"Carl Widger","startTime":1845.1889999999999,"endTime":1848.129,"body":"that's all we want, what are all"},{"speaker":"Carl Widger","startTime":1848.129,"endTime":1852.9289999999999,"body":"of the activities that you need"},{"speaker":"Carl Widger","startTime":1848.129,"endTime":1852.9289999999999,"body":"to do in order to do it. And"},{"speaker":"Carl Widger","startTime":1852.9589999999998,"endTime":1855.359,"body":"because we're in a mature"},{"speaker":"Carl Widger","startTime":1852.9589999999998,"endTime":1855.359,"body":"business, it can't all be about"},{"speaker":"Carl Widger","startTime":1855.359,"endTime":1858.9889999999998,"body":"events and golf and all that"},{"speaker":"Carl Widger","startTime":1855.359,"endTime":1858.9889999999998,"body":"kind of stuff. But but that is"},{"speaker":"Carl Widger","startTime":1858.9889999999998,"endTime":1861.359,"body":"there that you know, we're"},{"speaker":"Carl Widger","startTime":1858.9889999999998,"endTime":1861.359,"body":"trying to raise the profile of"},{"speaker":"Carl Widger","startTime":1861.359,"endTime":1863.9689999999998,"body":"our advisors based on a"},{"speaker":"Carl Widger","startTime":1861.359,"endTime":1863.9689999999998,"body":"conversation I had with Alan"},{"speaker":"Carl Widger","startTime":1863.9989999999998,"endTime":1868.7389999999998,"body":"about 18 months ago I would say"},{"speaker":"Carl Widger","startTime":1863.9989999999998,"endTime":1868.7389999999998,"body":"about doing you know them"},{"speaker":"Carl Widger","startTime":1868.7389999999998,"endTime":1872.399,"body":"writing blogs, doing video"},{"speaker":"Carl Widger","startTime":1868.7389999999998,"endTime":1872.399,"body":"content, all of that kind of"},{"speaker":"Carl Widger","startTime":1872.399,"endTime":1876.599,"body":"stuff to raise their own"},{"speaker":"Carl Widger","startTime":1872.399,"endTime":1876.599,"body":"personal profile but Look,"},{"speaker":"Carl Widger","startTime":1876.629,"endTime":1881.069,"body":"having said all of that, it'd be"},{"speaker":"Carl Widger","startTime":1876.629,"endTime":1881.069,"body":"wrong to say that we don't get"},{"speaker":"Carl Widger","startTime":1881.069,"endTime":1885.5089999999998,"body":"most of our business via"},{"speaker":"Carl Widger","startTime":1881.069,"endTime":1885.5089999999998,"body":"referral. And I, obviously,"},{"speaker":"Carl Widger","startTime":1885.5089999999998,"endTime":1887.849,"body":"that's brilliant, because, you"},{"speaker":"Carl Widger","startTime":1885.5089999999998,"endTime":1887.849,"body":"know, once you meet someone"},{"speaker":"Carl Widger","startTime":1887.849,"endTime":1890.789,"body":"who's already been referred, I"},{"speaker":"Carl Widger","startTime":1887.849,"endTime":1890.789,"body":"think the initiative barrier is"},{"speaker":"Carl Widger","startTime":1890.789,"endTime":1893.9089999999999,"body":"already broken down, you know,"},{"speaker":"Carl Widger","startTime":1890.789,"endTime":1893.9089999999999,"body":"that you're kind of in already."},{"speaker":"Carl Widger","startTime":1894.599,"endTime":1898.9489999999998,"body":"But we're trying to, to develop"},{"speaker":"Carl Widger","startTime":1894.599,"endTime":1898.9489999999998,"body":"other strategies as well. So"},{"speaker":"Carl Widger","startTime":1898.9489999999998,"endTime":1901.799,"body":"that, you know, business is kind"},{"speaker":"Carl Widger","startTime":1898.9489999999998,"endTime":1901.799,"body":"of coming to us from other"},{"speaker":"Carl Widger","startTime":1901.799,"endTime":1909.119,"body":"sources of of places as well."},{"speaker":"Carl Widger","startTime":1901.799,"endTime":1909.119,"body":"But it's, it's, I just I do the"},{"speaker":"Carl Widger","startTime":1909.119,"endTime":1911.789,"body":"reason I'm saying this. And the"},{"speaker":"Carl Widger","startTime":1909.119,"endTime":1911.789,"body":"reason my viewers might be"},{"speaker":"Carl Widger","startTime":1911.819,"endTime":1916.7389999999998,"body":"slightly contrary, and I don't"},{"speaker":"Carl Widger","startTime":1911.819,"endTime":1916.7389999999998,"body":"know, is that doing only one"},{"speaker":"Carl Widger","startTime":1916.7389999999998,"endTime":1921.4789999999998,"body":"strategy and honing in on only"},{"speaker":"Carl Widger","startTime":1916.7389999999998,"endTime":1921.4789999999998,"body":"one thing, you know, if you go"},{"speaker":"Carl Widger","startTime":1921.4789999999998,"endTime":1923.399,"body":"through, if you're setting up on"},{"speaker":"Carl Widger","startTime":1921.4789999999998,"endTime":1923.399,"body":"your own, and then you go"},{"speaker":"Carl Widger","startTime":1923.399,"endTime":1926.789,"body":"through a bleak couple of"},{"speaker":"Carl Widger","startTime":1923.399,"endTime":1926.789,"body":"months, on that one strategy,"},{"speaker":"Carl Widger","startTime":1927.059,"endTime":1931.079,"body":"well, you might get kind of"},{"speaker":"Carl Widger","startTime":1927.059,"endTime":1931.079,"body":"disenchanted. And that's really"},{"speaker":"Carl Widger","startTime":1931.079,"endTime":1933.9889999999998,"body":"you want to build momentum and"},{"speaker":"Carl Widger","startTime":1931.079,"endTime":1933.9889999999998,"body":"momentum is massive, build"},{"speaker":"Carl Widger","startTime":1933.9889999999998,"endTime":1935.369,"body":"momentum, and then keep it"},{"speaker":"Carl Widger","startTime":1933.9889999999998,"endTime":1935.369,"body":"going."},{"speaker":"Nick Lincoln","startTime":1936.1789999999999,"endTime":1936.9289999999999,"body":"And yeah,"},{"speaker":"Andy Hart","startTime":1936.9589999999998,"endTime":1939.4189999999999,"body":"I agree with your"},{"speaker":"Andy Hart","startTime":1936.9589999999998,"endTime":1939.4189999999999,"body":"call. Yeah, you have to try a"},{"speaker":"Andy Hart","startTime":1939.4489999999998,"endTime":1941.879,"body":"few different things, it needs"},{"speaker":"Andy Hart","startTime":1939.4489999999998,"endTime":1941.879,"body":"to become you, you need to be"},{"speaker":"Andy Hart","startTime":1941.879,"endTime":1944.789,"body":"constantly, you know, on the"},{"speaker":"Andy Hart","startTime":1941.879,"endTime":1944.789,"body":"lookout to build clients, it"},{"speaker":"Andy Hart","startTime":1944.789,"endTime":1947.9389999999999,"body":"does depend on what your"},{"speaker":"Andy Hart","startTime":1944.789,"endTime":1947.9389999999999,"body":"background is, you know, are you"},{"speaker":"Andy Hart","startTime":1947.9389999999999,"endTime":1950.4889999999998,"body":"an insider, so you've got"},{"speaker":"Andy Hart","startTime":1947.9389999999999,"endTime":1950.4889999999998,"body":"previous experience in financial"},{"speaker":"Andy Hart","startTime":1950.4889999999998,"endTime":1953.039,"body":"services. So you've got a"},{"speaker":"Andy Hart","startTime":1950.4889999999998,"endTime":1953.039,"body":"somewhat of a head start, or"},{"speaker":"Andy Hart","startTime":1953.039,"endTime":1955.889,"body":"you're an outsider coming in"},{"speaker":"Andy Hart","startTime":1953.039,"endTime":1955.889,"body":"from a totally different"},{"speaker":"Andy Hart","startTime":1955.889,"endTime":1959.2489999999998,"body":"business. And it's sort of a"},{"speaker":"Andy Hart","startTime":1955.889,"endTime":1959.2489999999998,"body":"second career. Also a practical"},{"speaker":"Andy Hart","startTime":1959.2489999999998,"endTime":1962.5189999999998,"body":"point that I sort of do"},{"speaker":"Andy Hart","startTime":1959.2489999999998,"endTime":1962.5189999999998,"body":"mentioned quite a bit to younger"},{"speaker":"Andy Hart","startTime":1962.5189999999998,"endTime":1966.059,"body":"advisors, you need to become"},{"speaker":"Andy Hart","startTime":1962.5189999999998,"endTime":1966.059,"body":"quite good at becoming referral"},{"speaker":"Andy Hart","startTime":1966.059,"endTime":1968.309,"body":"and also know how to deal with"},{"speaker":"Andy Hart","startTime":1966.059,"endTime":1968.309,"body":"referrals. So if you're out and"},{"speaker":"Andy Hart","startTime":1968.309,"endTime":1971.6689999999999,"body":"about, and the friend says, Oh,"},{"speaker":"Andy Hart","startTime":1968.309,"endTime":1971.6689999999999,"body":"my, my dad's retiring, my"},{"speaker":"Andy Hart","startTime":1971.849,"endTime":1975.7189999999998,"body":"sister's doing X Y, Zed, buying"},{"speaker":"Andy Hart","startTime":1971.849,"endTime":1975.7189999999998,"body":"something is a trigger word that"},{"speaker":"Andy Hart","startTime":1975.7189999999998,"endTime":1979.4689999999998,"body":"you know that you can help them"},{"speaker":"Andy Hart","startTime":1975.7189999999998,"endTime":1979.4689999999998,"body":"for some inexperienced financial"},{"speaker":"Andy Hart","startTime":1979.4689999999998,"endTime":1981.539,"body":"advisor, so we'll get them to"},{"speaker":"Andy Hart","startTime":1979.4689999999998,"endTime":1981.539,"body":"call me and that's never going"},{"speaker":"Andy Hart","startTime":1981.539,"endTime":1983.5189999999998,"body":"to happen. So you've got to flip"},{"speaker":"Andy Hart","startTime":1981.539,"endTime":1983.5189999999998,"body":"on its head, you've got to say"},{"speaker":"Andy Hart","startTime":1983.5189999999998,"endTime":1986.4589999999998,"body":"to them, Look, it sounds like I"},{"speaker":"Andy Hart","startTime":1983.5189999999998,"endTime":1986.4589999999998,"body":"can help your dad, your sister,"},{"speaker":"Andy Hart","startTime":1986.4589999999998,"endTime":1989.339,"body":"your brother, your colleague, do"},{"speaker":"Andy Hart","startTime":1986.4589999999998,"endTime":1989.339,"body":"let them know that I'm gonna"},{"speaker":"Andy Hart","startTime":1989.339,"endTime":1991.7089999999998,"body":"give you a call, or sorry, I'm"},{"speaker":"Andy Hart","startTime":1989.339,"endTime":1991.7089999999998,"body":"gonna give them a call, just,"},{"speaker":"Andy Hart","startTime":1991.7389999999998,"endTime":1994.4689999999998,"body":"you know, confirm it with them,"},{"speaker":"Andy Hart","startTime":1991.7389999999998,"endTime":1994.4689999999998,"body":"that I can call them, you know,"},{"speaker":"Andy Hart","startTime":1994.4689999999998,"endTime":1997.289,"body":"from a practical point of view,"},{"speaker":"Andy Hart","startTime":1994.4689999999998,"endTime":1997.289,"body":"you need to understand how you"},{"speaker":"Andy Hart","startTime":1997.289,"endTime":2000.889,"body":"know how to deal with referrals,"},{"speaker":"Andy Hart","startTime":1997.289,"endTime":2000.889,"body":"you only need 50 families to"},{"speaker":"Andy Hart","startTime":2000.889,"endTime":2004.399,"body":"really run a successful sort of"},{"speaker":"Andy Hart","startTime":2000.889,"endTime":2004.399,"body":"if a business and then"},{"speaker":"Andy Hart","startTime":2004.399,"endTime":2007.4289999999999,"body":"obviously, from there, you then"},{"speaker":"Andy Hart","startTime":2004.399,"endTime":2007.4289999999999,"body":"gonna go for growth. So I think"},{"speaker":"Andy Hart","startTime":2007.549,"endTime":2010.7589999999998,"body":"the real challenge is going from"},{"speaker":"Andy Hart","startTime":2007.549,"endTime":2010.7589999999998,"body":"naught client to let's say, 25,"},{"speaker":"Andy Hart","startTime":2010.7589999999998,"endTime":2013.1889999999999,"body":"or something, isn't it not to 25"},{"speaker":"Andy Hart","startTime":2010.7589999999998,"endTime":2013.1889999999999,"body":"family, that's where you're"},{"speaker":"Andy Hart","startTime":2013.1889999999999,"endTime":2016.6989999999998,"body":"gonna be doing the heaviest"},{"speaker":"Andy Hart","startTime":2013.1889999999999,"endTime":2016.6989999999998,"body":"lifting the hardest work, once"},{"speaker":"Andy Hart","startTime":2016.6989999999998,"endTime":2018.589,"body":"you've got there, you've got a"},{"speaker":"Andy Hart","startTime":2016.6989999999998,"endTime":2018.589,"body":"bit of traction, then you can"},{"speaker":"Andy Hart","startTime":2018.589,"endTime":2021.619,"body":"sort of, you know, pick and"},{"speaker":"Andy Hart","startTime":2018.589,"endTime":2021.619,"body":"choose who you want to work"},{"speaker":"Andy Hart","startTime":2021.619,"endTime":2024.4389999999999,"body":"with, and sort of refine the"},{"speaker":"Andy Hart","startTime":2021.619,"endTime":2024.4389999999999,"body":"numbers and play of it from"},{"speaker":"Andy Hart","startTime":2024.4389999999999,"endTime":2027.4689999999998,"body":"there. But if there's anyone"},{"speaker":"Andy Hart","startTime":2024.4389999999999,"endTime":2027.4689999999998,"body":"that needs your help, say to"},{"speaker":"Andy Hart","startTime":2027.4689999999998,"endTime":2030.0189999999998,"body":"that person who's the middle"},{"speaker":"Andy Hart","startTime":2027.4689999999998,"endTime":2030.0189999999998,"body":"person, do let them know that"},{"speaker":"Andy Hart","startTime":2030.0189999999998,"endTime":2032.2389999999998,"body":"I'm going to give them a call,"},{"speaker":"Andy Hart","startTime":2030.0189999999998,"endTime":2032.2389999999998,"body":"just you know, pass it through"},{"speaker":"Andy Hart","startTime":2032.2389999999998,"endTime":2034.5189999999998,"body":"with them. Because take the job"},{"speaker":"Andy Hart","startTime":2032.2389999999998,"endTime":2034.5189999999998,"body":"on yourself, whenever you give"},{"speaker":"Andy Hart","startTime":2034.5189999999998,"endTime":2037.549,"body":"someone else that the job to"},{"speaker":"Andy Hart","startTime":2034.5189999999998,"endTime":2037.549,"body":"call you never normally happens."},{"speaker":"Andy Hart","startTime":2037.6989999999998,"endTime":2040.0089999999998,"body":"And that one person could be a"},{"speaker":"Andy Hart","startTime":2037.6989999999998,"endTime":2040.0089999999998,"body":"great fan that you're gonna look"},{"speaker":"Andy Hart","startTime":2040.0089999999998,"endTime":2043.1589999999999,"body":"after. But you've bought it up"},{"speaker":"Andy Hart","startTime":2040.0089999999998,"endTime":2043.1589999999999,"body":"because you said I'll get them"},{"speaker":"Andy Hart","startTime":2043.1589999999999,"endTime":2045.139,"body":"to call me and they're not going"},{"speaker":"Andy Hart","startTime":2043.1589999999999,"endTime":2045.139,"body":"to rather than the other way"},{"speaker":"Andy Hart","startTime":2045.139,"endTime":2048.799,"body":"around. So sort of a small"},{"speaker":"Andy Hart","startTime":2045.139,"endTime":2048.799,"body":"practical point. I think Alan's"},{"speaker":"Andy Hart","startTime":2048.799,"endTime":2049.219,"body":"next"},{"speaker":"Alan Smith","startTime":2051.5,"endTime":2054.14,"body":"Yeah, all good"},{"speaker":"Alan Smith","startTime":2051.5,"endTime":2054.14,"body":"stuff. This is and this is"},{"speaker":"Alan Smith","startTime":2054.14,"endTime":2057.59,"body":"really, for me, this is very"},{"speaker":"Alan Smith","startTime":2054.14,"endTime":2057.59,"body":"front of mind. For me, because"},{"speaker":"Alan Smith","startTime":2057.59,"endTime":2060.56,"body":"you know, we are also we're a"},{"speaker":"Alan Smith","startTime":2057.59,"endTime":2060.56,"body":"very mature business now. But"},{"speaker":"Alan Smith","startTime":2060.56,"endTime":2063.14,"body":"we're still very ambitious. And"},{"speaker":"Alan Smith","startTime":2060.56,"endTime":2063.14,"body":"we're still looking to spread"},{"speaker":"Alan Smith","startTime":2063.14,"endTime":2067.1,"body":"the word. When you business when"},{"speaker":"Alan Smith","startTime":2063.14,"endTime":2067.1,"body":"new clients and we're speaking"},{"speaker":"Alan Smith","startTime":2067.1,"endTime":2068.81,"body":"now at the beginning of the"},{"speaker":"Alan Smith","startTime":2067.1,"endTime":2068.81,"body":"year, and I'm looking forward,"},{"speaker":"Alan Smith","startTime":2068.81,"endTime":2071.57,"body":"we do set ourselves pretty"},{"speaker":"Alan Smith","startTime":2068.81,"endTime":2071.57,"body":"ambitious targets we had the"},{"speaker":"Alan Smith","startTime":2071.57,"endTime":2074.75,"body":"best year in our history last"},{"speaker":"Alan Smith","startTime":2071.57,"endTime":2074.75,"body":"year, it despite the fact that"},{"speaker":"Alan Smith","startTime":2074.75,"endTime":2078.68,"body":"was a difficult time for markets"},{"speaker":"Alan Smith","startTime":2074.75,"endTime":2078.68,"body":"investments. So we've just we're"},{"speaker":"Alan Smith","startTime":2078.68,"endTime":2082.49,"body":"sort of honing our thoughts and"},{"speaker":"Alan Smith","startTime":2078.68,"endTime":2082.49,"body":"ideas, and I've got a lot of"},{"speaker":"Alan Smith","startTime":2082.49,"endTime":2085.7,"body":"things I can share in the"},{"speaker":"Alan Smith","startTime":2082.49,"endTime":2085.7,"body":"interest of time. I just want to"},{"speaker":"Alan Smith","startTime":2085.7,"endTime":2090.95,"body":"say that is what you've talked"},{"speaker":"Alan Smith","startTime":2085.7,"endTime":2090.95,"body":"about there, Nick is, in"},{"speaker":"Alan Smith","startTime":2090.95,"endTime":2094.04,"body":"particular, that there's kind of"},{"speaker":"Alan Smith","startTime":2090.95,"endTime":2094.04,"body":"what I would call sort of slow"},{"speaker":"Alan Smith","startTime":2094.04,"endTime":2096.08,"body":"burn things you would do for a"},{"speaker":"Alan Smith","startTime":2094.04,"endTime":2096.08,"body":"while you'd build up"},{"speaker":"Alan Smith","startTime":2096.08,"endTime":2099.17,"body":"relationships and build up"},{"speaker":"Alan Smith","startTime":2096.08,"endTime":2099.17,"body":"clients and relationships with"},{"speaker":"Alan Smith","startTime":2099.17,"endTime":2102.77,"body":"accountants, which will take a"},{"speaker":"Alan Smith","startTime":2099.17,"endTime":2102.77,"body":"while. There's also quick wins."},{"speaker":"Alan Smith","startTime":2103.31,"endTime":2106.04,"body":"I think there's things that you"},{"speaker":"Alan Smith","startTime":2103.31,"endTime":2106.04,"body":"probably could do if you need to"},{"speaker":"Alan Smith","startTime":2106.04,"endTime":2109.43,"body":"be a bit brave. But those quick"},{"speaker":"Alan Smith","startTime":2106.04,"endTime":2109.43,"body":"wins that you could get a quick"},{"speaker":"Alan Smith","startTime":2109.43,"endTime":2113.72,"body":"return with an opportunity to"},{"speaker":"Alan Smith","startTime":2109.43,"endTime":2113.72,"body":"speak to people. Let me tell you"},{"speaker":"Alan Smith","startTime":2113.72,"endTime":2116.57,"body":"a brief story to tell you"},{"speaker":"Alan Smith","startTime":2113.72,"endTime":2116.57,"body":"something that I did some years"},{"speaker":"Alan Smith","startTime":2116.57,"endTime":2116.78,"body":"ago"},{"speaker":"Unknown","startTime":2119.959,"endTime":2125.359,"body":"grab yourself a drink a"},{"speaker":"Unknown","startTime":2119.959,"endTime":2125.359,"body":"very long drink. It's Storytime"},{"speaker":"Unknown","startTime":2125.5989999999997,"endTime":2127.129,"body":"with Ellen Smith."},{"speaker":"Nick Lincoln","startTime":2128.75,"endTime":2130.22,"body":"Parts gone hearts"},{"speaker":"Nick Lincoln","startTime":2128.75,"endTime":2130.22,"body":"gone."},{"speaker":"Alan Smith","startTime":2131.5699999999997,"endTime":2133.67,"body":"Anyone who's"},{"speaker":"Alan Smith","startTime":2131.5699999999997,"endTime":2133.67,"body":"watching this on YouTube is"},{"speaker":"Alan Smith","startTime":2133.67,"endTime":2139.16,"body":"disappeared. Hearts left the"},{"speaker":"Alan Smith","startTime":2133.67,"endTime":2139.16,"body":"room we'd get a drink well done."},{"speaker":"Alan Smith","startTime":2139.5499999999997,"endTime":2143.39,"body":"Good is that is a gin or vodka"},{"speaker":"Alan Smith","startTime":2139.5499999999997,"endTime":2143.39,"body":"in that look, sir. It's good."},{"speaker":"Alan Smith","startTime":2143.69,"endTime":2148.67,"body":"That so when I when I got"},{"speaker":"Alan Smith","startTime":2143.69,"endTime":2148.67,"body":"started, which was 2000. And for"},{"speaker":"Alan Smith","startTime":2149.3599999999997,"endTime":2153.35,"body":"those people who are old enough"},{"speaker":"Alan Smith","startTime":2149.3599999999997,"endTime":2153.35,"body":"to remember those years, the"},{"speaker":"Alan Smith","startTime":2154.13,"endTime":2157.58,"body":"dominant piece of news in"},{"speaker":"Alan Smith","startTime":2154.13,"endTime":2157.58,"body":"personal finance around that"},{"speaker":"Alan Smith","startTime":2157.58,"endTime":2159.7999999999997,"body":"time. It started a couple of"},{"speaker":"Alan Smith","startTime":2157.58,"endTime":2159.7999999999997,"body":"years before that, but it was"},{"speaker":"Alan Smith","startTime":2159.7999999999997,"endTime":2165.62,"body":"still ongoing was the saga of a"},{"speaker":"Alan Smith","startTime":2159.7999999999997,"endTime":2165.62,"body":"firm called equitable life, who"},{"speaker":"Alan Smith","startTime":2165.62,"endTime":2169.73,"body":"were the one of the largest and"},{"speaker":"Alan Smith","startTime":2165.62,"endTime":2169.73,"body":"most successful investment"},{"speaker":"Alan Smith","startTime":2169.73,"endTime":2175.22,"body":"insurance pension companies in"},{"speaker":"Alan Smith","startTime":2169.73,"endTime":2175.22,"body":"the UK. They were established in"},{"speaker":"Alan Smith","startTime":2175.22,"endTime":2178.2799999999997,"body":"light seven teens out there, one"},{"speaker":"Alan Smith","startTime":2175.22,"endTime":2178.2799999999997,"body":"of the oldest companies in the"},{"speaker":"Alan Smith","startTime":2178.2799999999997,"endTime":2181.0699999999997,"body":"world 1760 or something. So"},{"speaker":"Alan Smith","startTime":2178.2799999999997,"endTime":2181.0699999999997,"body":"they've been around forever. And"},{"speaker":"Alan Smith","startTime":2181.0699999999997,"endTime":2184.7,"body":"they were very famous in that"},{"speaker":"Alan Smith","startTime":2181.0699999999997,"endTime":2184.7,"body":"they and all their TV adverts"},{"speaker":"Alan Smith","startTime":2184.7,"endTime":2186.8599999999997,"body":"and they were prolific. They"},{"speaker":"Alan Smith","startTime":2184.7,"endTime":2186.8599999999997,"body":"were everywhere they advertise,"},{"speaker":"Alan Smith","startTime":2186.8599999999997,"endTime":2190.3399999999997,"body":"we cut out the middleman. They"},{"speaker":"Alan Smith","startTime":2186.8599999999997,"endTime":2190.3399999999997,"body":"had their own internal"},{"speaker":"Alan Smith","startTime":2190.37,"endTime":2193.52,"body":"salespeople. And if you're an"},{"speaker":"Alan Smith","startTime":2190.37,"endTime":2193.52,"body":"advisor or an IFA, you couldn't"},{"speaker":"Alan Smith","startTime":2193.52,"endTime":2195.83,"body":"get access to their products."},{"speaker":"Alan Smith","startTime":2193.52,"endTime":2195.83,"body":"And so they said, We don't pay"},{"speaker":"Alan Smith","startTime":2195.83,"endTime":2198.68,"body":"commission to all these"},{"speaker":"Alan Smith","startTime":2195.83,"endTime":2198.68,"body":"middlemen that was the sort of"},{"speaker":"Alan Smith","startTime":2198.68,"endTime":2200.93,"body":"the sales pitch at the time, and"},{"speaker":"Alan Smith","startTime":2198.68,"endTime":2200.93,"body":"then they paid their own"},{"speaker":"Alan Smith","startTime":2200.93,"endTime":2205.25,"body":"internal salespeople plenty."},{"speaker":"Alan Smith","startTime":2200.93,"endTime":2205.25,"body":"Well, that was that was the"},{"speaker":"Alan Smith","startTime":2205.2799999999997,"endTime":2208.49,"body":"exactly so. So as a result of"},{"speaker":"Alan Smith","startTime":2205.2799999999997,"endTime":2208.49,"body":"that a lot of the professional"},{"speaker":"Alan Smith","startTime":2208.49,"endTime":2211.85,"body":"classes that were well known for"},{"speaker":"Alan Smith","startTime":2208.49,"endTime":2211.85,"body":"having no judges, lawyers,"},{"speaker":"Alan Smith","startTime":2211.88,"endTime":2215.12,"body":"doctors, surgeons, very senior"},{"speaker":"Alan Smith","startTime":2211.88,"endTime":2215.12,"body":"professional, very wealthy"},{"speaker":"Alan Smith","startTime":2215.12,"endTime":2218.27,"body":"people were attracted to sort of"},{"speaker":"Alan Smith","startTime":2215.12,"endTime":2218.27,"body":"cut out the middleman so that"},{"speaker":"Alan Smith","startTime":2218.27,"endTime":2221.6,"body":"were hugely successful. And"},{"speaker":"Alan Smith","startTime":2218.27,"endTime":2221.6,"body":"without going into detail, I"},{"speaker":"Alan Smith","startTime":2221.6,"endTime":2223.58,"body":"mean, look it up. If you don't"},{"speaker":"Alan Smith","startTime":2221.6,"endTime":2223.58,"body":"know the story, it is an"},{"speaker":"Alan Smith","startTime":2223.58,"endTime":2226.94,"body":"incredible story. But long story"},{"speaker":"Alan Smith","startTime":2223.58,"endTime":2226.94,"body":"short, they went bankrupt, they"},{"speaker":"Alan Smith","startTime":2226.94,"endTime":2230.7799999999997,"body":"went bust pretty quickly. And I"},{"speaker":"Alan Smith","startTime":2226.94,"endTime":2230.7799999999997,"body":"was watching this from the"},{"speaker":"Alan Smith","startTime":2230.7799999999997,"endTime":2233.5099999999998,"body":"outside of because of course, as"},{"speaker":"Alan Smith","startTime":2230.7799999999997,"endTime":2233.5099999999998,"body":"a new sort of startup, IFA, we"},{"speaker":"Alan Smith","startTime":2233.5099999999998,"endTime":2236.87,"body":"didn't have any clients exposed"},{"speaker":"Alan Smith","startTime":2233.5099999999998,"endTime":2236.87,"body":"to that. And I just thought,"},{"speaker":"Alan Smith","startTime":2237.62,"endTime":2241.91,"body":"here's an opportunity. So I"},{"speaker":"Alan Smith","startTime":2237.62,"endTime":2241.91,"body":"think the phrase is news hack, I"},{"speaker":"Alan Smith","startTime":2241.91,"endTime":2244.22,"body":"news hacked, I looked at"},{"speaker":"Alan Smith","startTime":2241.91,"endTime":2244.22,"body":"something that was going on very"},{"speaker":"Alan Smith","startTime":2244.22,"endTime":2246.92,"body":"contemporary, very much in the"},{"speaker":"Alan Smith","startTime":2244.22,"endTime":2246.92,"body":"press front is, you know, not"},{"speaker":"Alan Smith","startTime":2246.92,"endTime":2250.7,"body":"just the financial press, but"},{"speaker":"Alan Smith","startTime":2246.92,"endTime":2250.7,"body":"front page of the telegraph and"},{"speaker":"Alan Smith","startTime":2250.7,"endTime":2255.5,"body":"the papers. So I just decided"},{"speaker":"Alan Smith","startTime":2250.7,"endTime":2255.5,"body":"and completely didn't check with"},{"speaker":"Alan Smith","startTime":2255.5,"endTime":2259.8199999999997,"body":"compliance or anything at the"},{"speaker":"Alan Smith","startTime":2255.5,"endTime":2259.8199999999997,"body":"time. And so any listener, you"},{"speaker":"Alan Smith","startTime":2259.8199999999997,"endTime":2261.77,"body":"should check with your"},{"speaker":"Alan Smith","startTime":2259.8199999999997,"endTime":2261.77,"body":"compliance people before you do"},{"speaker":"Alan Smith","startTime":2261.77,"endTime":2264.98,"body":"anything about this. But I"},{"speaker":"Alan Smith","startTime":2261.77,"endTime":2264.98,"body":"decided to take out a small ad"},{"speaker":"Alan Smith","startTime":2265.52,"endTime":2269.06,"body":"in the Sunday Times. And of"},{"speaker":"Alan Smith","startTime":2265.52,"endTime":2269.06,"body":"course, this is pre internet"},{"speaker":"Alan Smith","startTime":2269.06,"endTime":2271.85,"body":"years. And since then, I've"},{"speaker":"Alan Smith","startTime":2269.06,"endTime":2271.85,"body":"literally it was like a an"},{"speaker":"Alan Smith","startTime":2271.85,"endTime":2275.96,"body":"eighth of a page cost me about"},{"speaker":"Alan Smith","startTime":2271.85,"endTime":2275.96,"body":"500 quid, it's the page and the"},{"speaker":"Alan Smith","startTime":2275.99,"endTime":2279.89,"body":"I've still got the clipping from"},{"speaker":"Alan Smith","startTime":2275.99,"endTime":2279.89,"body":"it. It's said equitable life"},{"speaker":"Alan Smith","startTime":2279.89,"endTime":2283.97,"body":"investor, question mark, for"},{"speaker":"Alan Smith","startTime":2279.89,"endTime":2283.97,"body":"free, impartial advice, please"},{"speaker":"Alan Smith","startTime":2283.97,"endTime":2286.88,"body":"contact this number. I don't"},{"speaker":"Alan Smith","startTime":2283.97,"endTime":2286.88,"body":"even think we had I think I"},{"speaker":"Alan Smith","startTime":2286.88,"endTime":2289.49,"body":"don't think we had a website we"},{"speaker":"Alan Smith","startTime":2286.88,"endTime":2289.49,"body":"might have done. But if it was,"},{"speaker":"Alan Smith","startTime":2289.49,"endTime":2293.0899999999997,"body":"it would be very, very"},{"speaker":"Alan Smith","startTime":2289.49,"endTime":2293.0899999999997,"body":"rudimentary, actually. So it was"},{"speaker":"Alan Smith","startTime":2293.0899999999997,"endTime":2296.96,"body":"a complete speculative one off,"},{"speaker":"Alan Smith","startTime":2293.0899999999997,"endTime":2296.96,"body":"let's just see what happens. And"},{"speaker":"Alan Smith","startTime":2297.2599999999998,"endTime":2300.74,"body":"I gave the phone number of the"},{"speaker":"Alan Smith","startTime":2297.2599999999998,"endTime":2300.74,"body":"office, which had an answer"},{"speaker":"Alan Smith","startTime":2300.74,"endTime":2304.19,"body":"phone and answer machine. Again,"},{"speaker":"Alan Smith","startTime":2300.74,"endTime":2304.19,"body":"those these is really showing my"},{"speaker":"Alan Smith","startTime":2304.19,"endTime":2306.5,"body":"age. It was, you know, one of"},{"speaker":"Alan Smith","startTime":2304.19,"endTime":2306.5,"body":"these old fashioned tape"},{"speaker":"Alan Smith","startTime":2306.5,"endTime":2309.5,"body":"recording answer machines with a"},{"speaker":"Alan Smith","startTime":2306.5,"endTime":2309.5,"body":"spool of tape, you know, a"},{"speaker":"Alan Smith","startTime":2309.5299999999997,"endTime":2313.13,"body":"little cassette tape. And I just"},{"speaker":"Alan Smith","startTime":2309.5299999999997,"endTime":2313.13,"body":"didn't think much about it. So"},{"speaker":"Alan Smith","startTime":2313.16,"endTime":2317.7799999999997,"body":"advert went out, literally in"},{"speaker":"Alan Smith","startTime":2313.16,"endTime":2317.7799999999997,"body":"the Sunday Times. And I looked"},{"speaker":"Alan Smith","startTime":2317.7799999999997,"endTime":2320.12,"body":"at it in the paper bought the"},{"speaker":"Alan Smith","startTime":2317.7799999999997,"endTime":2320.12,"body":"paper. Oh, yeah, that's the ad"},{"speaker":"Alan Smith","startTime":2320.12,"endTime":2323.87,"body":"phone number came into the"},{"speaker":"Alan Smith","startTime":2320.12,"endTime":2323.87,"body":"office Monday morning. And the"},{"speaker":"Alan Smith","startTime":2323.87,"endTime":2327.47,"body":"tape, there was so many messages"},{"speaker":"Alan Smith","startTime":2323.87,"endTime":2327.47,"body":"that it ran out of tape, there"},{"speaker":"Alan Smith","startTime":2327.47,"endTime":2330.17,"body":"was you know, there was about 25"},{"speaker":"Alan Smith","startTime":2327.47,"endTime":2330.17,"body":"messages from people, and then"},{"speaker":"Alan Smith","startTime":2330.17,"endTime":2333.47,"body":"there was no more to be taken."},{"speaker":"Alan Smith","startTime":2330.17,"endTime":2333.47,"body":"And then the phone started"},{"speaker":"Alan Smith","startTime":2333.47,"endTime":2335.66,"body":"ringing. As soon as I got to the"},{"speaker":"Alan Smith","startTime":2333.47,"endTime":2335.66,"body":"office, and it rang all day,"},{"speaker":"Alan Smith","startTime":2335.66,"endTime":2338.63,"body":"that day, the next day, the day"},{"speaker":"Alan Smith","startTime":2335.66,"endTime":2338.63,"body":"after they after. And it just"},{"speaker":"Alan Smith","startTime":2338.63,"endTime":2341.75,"body":"kept ringing. I mean, a lot was"},{"speaker":"Alan Smith","startTime":2338.63,"endTime":2341.75,"body":"just not relevant. We're just"},{"speaker":"Alan Smith","startTime":2341.75,"endTime":2345.65,"body":"sort of random stuff. But I can"},{"speaker":"Alan Smith","startTime":2341.75,"endTime":2345.65,"body":"tell you 18 years later, we have"},{"speaker":"Alan Smith","startTime":2345.65,"endTime":2350.12,"body":"still got clients, to this day,"},{"speaker":"Alan Smith","startTime":2345.65,"endTime":2350.12,"body":"who came from that little one"},{"speaker":"Alan Smith","startTime":2350.12,"endTime":2352.46,"body":"off, it didn't repeat it, you"},{"speaker":"Alan Smith","startTime":2350.12,"endTime":2352.46,"body":"know, couldn't handle I was by"},{"speaker":"Alan Smith","startTime":2352.46,"endTime":2355.6099999999997,"body":"myself. I couldn't handle the"},{"speaker":"Alan Smith","startTime":2352.46,"endTime":2355.6099999999997,"body":"inbound inquiries at the time."},{"speaker":"Alan Smith","startTime":2355.94,"endTime":2358.88,"body":"So the moral of that story is,"},{"speaker":"Alan Smith","startTime":2355.94,"endTime":2358.88,"body":"that was something that was very"},{"speaker":"Alan Smith","startTime":2358.88,"endTime":2362.63,"body":"newsworthy, and I offered to"},{"speaker":"Alan Smith","startTime":2358.88,"endTime":2362.63,"body":"help people that were in a court"},{"speaker":"Alan Smith","startTime":2362.63,"endTime":2365.69,"body":"I knew that did the very nature"},{"speaker":"Alan Smith","startTime":2362.63,"endTime":2365.69,"body":"of this issue was they didn't"},{"speaker":"Alan Smith","startTime":2365.69,"endTime":2368.81,"body":"have advisors that gone direct"},{"speaker":"Alan Smith","startTime":2365.69,"endTime":2368.81,"body":"that cuts out the middleman."},{"speaker":"Alan Smith","startTime":2368.81,"endTime":2370.97,"body":"Well, now, you might need a"},{"speaker":"Alan Smith","startTime":2368.81,"endTime":2370.97,"body":"middleman, you might need"},{"speaker":"Alan Smith","startTime":2370.97,"endTime":2374.12,"body":"somebody. And we did some I did"},{"speaker":"Alan Smith","startTime":2370.97,"endTime":2374.12,"body":"some really good work if I say"},{"speaker":"Alan Smith","startTime":2374.12,"endTime":2376.04,"body":"so at the time. There was a it"},{"speaker":"Alan Smith","startTime":2374.12,"endTime":2376.04,"body":"was a sort of one off"},{"speaker":"Alan Smith","startTime":2376.04,"endTime":2379.4,"body":"opportunity that you could"},{"speaker":"Alan Smith","startTime":2376.04,"endTime":2379.4,"body":"extricate your funds before the"},{"speaker":"Alan Smith","startTime":2379.4,"endTime":2381.68,"body":"gate came down after a"},{"speaker":"Alan Smith","startTime":2379.4,"endTime":2381.68,"body":"particular period of time they"},{"speaker":"Alan Smith","startTime":2381.68,"endTime":2384.44,"body":"locked he couldn't get your"},{"speaker":"Alan Smith","startTime":2381.68,"endTime":2384.44,"body":"money out there was all but for"},{"speaker":"Alan Smith","startTime":2384.44,"endTime":2386.9,"body":"about six months, I think around"},{"speaker":"Alan Smith","startTime":2384.44,"endTime":2386.9,"body":"about that time, I can't even"},{"speaker":"Alan Smith","startTime":2386.9,"endTime":2390.08,"body":"remember the exact detail. But"},{"speaker":"Alan Smith","startTime":2386.9,"endTime":2390.08,"body":"there are clients who are with"},{"speaker":"Alan Smith","startTime":2390.08,"endTime":2393.2599999999998,"body":"us now that we just you know, we"},{"speaker":"Alan Smith","startTime":2390.08,"endTime":2393.2599999999998,"body":"saved them. We got their funds"},{"speaker":"Alan Smith","startTime":2393.2599999999998,"endTime":2395.72,"body":"out with no penalties or exit"},{"speaker":"Alan Smith","startTime":2393.2599999999998,"endTime":2395.72,"body":"charges. And it was a really"},{"speaker":"Alan Smith","startTime":2395.72,"endTime":2398.8399999999997,"body":"good job. And so fast forward to"},{"speaker":"Alan Smith","startTime":2395.72,"endTime":2398.8399999999997,"body":"where we are today. You might"},{"speaker":"Alan Smith","startTime":2398.8399999999997,"endTime":2402.38,"body":"not or maybe you would. But you"},{"speaker":"Alan Smith","startTime":2398.8399999999997,"endTime":2402.38,"body":"think about things going on."},{"speaker":"Alan Smith","startTime":2404.0,"endTime":2406.3399999999997,"body":"What you know there's I mean,"},{"speaker":"Alan Smith","startTime":2404.0,"endTime":2406.3399999999997,"body":"right now, if you think about"},{"speaker":"Alan Smith","startTime":2406.3399999999997,"endTime":2409.8199999999997,"body":"the the biggest platform in the"},{"speaker":"Alan Smith","startTime":2406.3399999999997,"endTime":2409.8199999999997,"body":"UK is Hargreaves Lansdown,"},{"speaker":"Alan Smith","startTime":2409.8199999999997,"endTime":2412.3399999999997,"body":"right, so most of those people"},{"speaker":"Alan Smith","startTime":2409.8199999999997,"endTime":2412.3399999999997,"body":"are DIY investors without an"},{"speaker":"Alan Smith","startTime":2412.3399999999997,"endTime":2415.3399999999997,"body":"advisor, often now, people have"},{"speaker":"Alan Smith","startTime":2412.3399999999997,"endTime":2415.3399999999997,"body":"bought funds. If you think about"},{"speaker":"Alan Smith","startTime":2415.3399999999997,"endTime":2417.41,"body":"some of the funds of the last"},{"speaker":"Alan Smith","startTime":2415.3399999999997,"endTime":2417.41,"body":"couple of years, maybe I mean,"},{"speaker":"Alan Smith","startTime":2417.41,"endTime":2420.71,"body":"in the US, you've got the Ark"},{"speaker":"Alan Smith","startTime":2417.41,"endTime":2420.71,"body":"fund, you've got the what's it"},{"speaker":"Alan Smith","startTime":2420.71,"endTime":2423.41,"body":"called a Scottish mortgage"},{"speaker":"Alan Smith","startTime":2420.71,"endTime":2423.41,"body":"trust, it's done about 70% or"},{"speaker":"Alan Smith","startTime":2423.41,"endTime":2428.15,"body":"something very tech focused. I"},{"speaker":"Alan Smith","startTime":2423.41,"endTime":2428.15,"body":"know as a one off posting"},{"speaker":"Alan Smith","startTime":2428.15,"endTime":2430.31,"body":"something again, you wouldn't"},{"speaker":"Alan Smith","startTime":2428.15,"endTime":2430.31,"body":"necessarily put an advert in the"},{"speaker":"Alan Smith","startTime":2430.31,"endTime":2432.56,"body":"newspaper, maybe you put"},{"speaker":"Alan Smith","startTime":2430.31,"endTime":2432.56,"body":"something I don't know this"},{"speaker":"Alan Smith","startTime":2432.56,"endTime":2434.8399999999997,"body":"world but Facebook ads or"},{"speaker":"Alan Smith","startTime":2432.56,"endTime":2434.8399999999997,"body":"something like that. And you"},{"speaker":"Alan Smith","startTime":2434.8399999999997,"endTime":2438.62,"body":"say, are you an investor in X,"},{"speaker":"Alan Smith","startTime":2434.8399999999997,"endTime":2438.62,"body":"you know, for an impartial"},{"speaker":"Alan Smith","startTime":2438.62,"endTime":2441.56,"body":"review or something get in"},{"speaker":"Alan Smith","startTime":2438.62,"endTime":2441.56,"body":"touch. If you wanted a quick win"},{"speaker":"Alan Smith","startTime":2441.56,"endTime":2445.52,"body":"for low low cost investments,"},{"speaker":"Alan Smith","startTime":2441.56,"endTime":2445.52,"body":"that might be an opportunity"},{"speaker":"Alan Smith","startTime":2445.52,"endTime":2448.6099999999997,"body":"identify where there's a pain"},{"speaker":"Alan Smith","startTime":2445.52,"endTime":2448.6099999999997,"body":"point, relevant to particular"},{"speaker":"Alan Smith","startTime":2448.73,"endTime":2451.8199999999997,"body":"investors right now, and offered"},{"speaker":"Alan Smith","startTime":2448.73,"endTime":2451.8199999999997,"body":"to help. And I would imagine"},{"speaker":"Alan Smith","startTime":2451.8199999999997,"endTime":2453.8599999999997,"body":"you're gonna get a dozen or a"},{"speaker":"Alan Smith","startTime":2451.8199999999997,"endTime":2453.8599999999997,"body":"couple of dozen inquiries of"},{"speaker":"Alan Smith","startTime":2453.8599999999997,"endTime":2456.98,"body":"which you might convert a few"},{"speaker":"Alan Smith","startTime":2453.8599999999997,"endTime":2456.98,"body":"into clients is part of your"},{"speaker":"Alan Smith","startTime":2456.98,"endTime":2459.77,"body":"short term strategy, whilst"},{"speaker":"Alan Smith","startTime":2456.98,"endTime":2459.77,"body":"you're building long term"},{"speaker":"Alan Smith","startTime":2459.77,"endTime":2462.65,"body":"relationships as described by"},{"speaker":"Alan Smith","startTime":2459.77,"endTime":2462.65,"body":"you, Nick, just"},{"speaker":"Carl Widger","startTime":2465.08,"endTime":2467.81,"body":"excellent, Alan,"},{"speaker":"Carl Widger","startTime":2465.08,"endTime":2467.81,"body":"and I love hearing stories like"},{"speaker":"Carl Widger","startTime":2467.81,"endTime":2471.23,"body":"that, you know, which is you"},{"speaker":"Carl Widger","startTime":2467.81,"endTime":2471.23,"body":"just took a flyer and I think"},{"speaker":"Carl Widger","startTime":2471.23,"endTime":2474.68,"body":"that probably the point on that"},{"speaker":"Carl Widger","startTime":2471.23,"endTime":2474.68,"body":"is you got to try lots of"},{"speaker":"Carl Widger","startTime":2474.68,"endTime":2476.99,"body":"different things. So if you're"},{"speaker":"Carl Widger","startTime":2474.68,"endTime":2476.99,"body":"told Talking about, you know,"},{"speaker":"Carl Widger","startTime":2476.99,"endTime":2480.44,"body":"Facebook ads, you know, you can"},{"speaker":"Carl Widger","startTime":2476.99,"endTime":2480.44,"body":"targeting those, you can do that"},{"speaker":"Carl Widger","startTime":2480.44,"endTime":2484.49,"body":"yourself, I wouldn't do it that"},{"speaker":"Carl Widger","startTime":2480.44,"endTime":2484.49,"body":"clearly. But you can and you can"},{"speaker":"Carl Widger","startTime":2484.49,"endTime":2488.7799999999997,"body":"you can start changing. You know"},{"speaker":"Carl Widger","startTime":2484.49,"endTime":2488.7799999999997,"body":"who you're targeting and just"},{"speaker":"Carl Widger","startTime":2488.7799999999997,"endTime":2492.08,"body":"see where the sweet spot is. So"},{"speaker":"Carl Widger","startTime":2488.7799999999997,"endTime":2492.08,"body":"where are you getting 10 to some"},{"speaker":"Carl Widger","startTime":2492.08,"endTime":2495.92,"body":"inquiries from? But I think the"},{"speaker":"Carl Widger","startTime":2492.08,"endTime":2495.92,"body":"point is you gotta try loads and"},{"speaker":"Carl Widger","startTime":2495.92,"endTime":2498.41,"body":"loads of different things. And"},{"speaker":"Carl Widger","startTime":2495.92,"endTime":2498.41,"body":"I'm sure we could do a whole"},{"speaker":"Carl Widger","startTime":2498.41,"endTime":2502.58,"body":"other show on stuff that we all"},{"speaker":"Carl Widger","startTime":2498.41,"endTime":2502.58,"body":"did. That didn't work, you know,"},{"speaker":"Carl Widger","startTime":2502.58,"endTime":2507.71,"body":"so that'd be a long. Yeah, isn't"},{"speaker":"Carl Widger","startTime":2502.58,"endTime":2507.71,"body":"isn't that the point of it, you"},{"speaker":"Carl Widger","startTime":2507.71,"endTime":2511.58,"body":"know that, you just got to just"},{"speaker":"Carl Widger","startTime":2507.71,"endTime":2511.58,"body":"be really persistent. I just"},{"speaker":"Carl Widger","startTime":2511.58,"endTime":2515.12,"body":"keep trying, keep trying keep"},{"speaker":"Carl Widger","startTime":2511.58,"endTime":2515.12,"body":"trying, I think Andy's point is"},{"speaker":"Carl Widger","startTime":2515.12,"endTime":2519.44,"body":"really well made that the"},{"speaker":"Carl Widger","startTime":2515.12,"endTime":2519.44,"body":"challenge is getting from zero"},{"speaker":"Carl Widger","startTime":2519.44,"endTime":2524.06,"body":"to 25. And if I were starting"},{"speaker":"Carl Widger","startTime":2519.44,"endTime":2524.06,"body":"out again, and I got a couple of"},{"speaker":"Carl Widger","startTime":2524.06,"endTime":2529.7599999999998,"body":"my ideal clients, I would just"},{"speaker":"Carl Widger","startTime":2524.06,"endTime":2529.7599999999998,"body":"mind them, like, nobody has ever"},{"speaker":"Carl Widger","startTime":2529.7599999999998,"endTime":2534.71,"body":"minded a client. And one of the"},{"speaker":"Carl Widger","startTime":2529.7599999999998,"endTime":2534.71,"body":"things that we did was, if we"},{"speaker":"Carl Widger","startTime":2534.71,"endTime":2538.1,"body":"got a couple of really good"},{"speaker":"Carl Widger","startTime":2534.71,"endTime":2538.1,"body":"clients, we would bring them and"},{"speaker":"Carl Widger","startTime":2538.1,"endTime":2541.49,"body":"I'm a little bit like Allah, no,"},{"speaker":"Carl Widger","startTime":2538.1,"endTime":2541.49,"body":"we right at the time, it was me."},{"speaker":"Carl Widger","startTime":2541.5499999999997,"endTime":2547.8199999999997,"body":"So I would bring the client and"},{"speaker":"Carl Widger","startTime":2541.5499999999997,"endTime":2547.8199999999997,"body":"maybe another one, to a really"},{"speaker":"Carl Widger","startTime":2547.8199999999997,"endTime":2552.44,"body":"nice golf course, I'd say bring"},{"speaker":"Carl Widger","startTime":2547.8199999999997,"endTime":2552.44,"body":"a buddy. And they know straight"},{"speaker":"Carl Widger","startTime":2552.44,"endTime":2555.08,"body":"up, they know what I'm talking"},{"speaker":"Carl Widger","startTime":2552.44,"endTime":2555.08,"body":"about, right? Bring up here,"},{"speaker":"Carl Widger","startTime":2555.17,"endTime":2558.1099999999997,"body":"someone you think is a little"},{"speaker":"Carl Widger","startTime":2555.17,"endTime":2558.1099999999997,"body":"bit like you that I might be"},{"speaker":"Carl Widger","startTime":2558.1099999999997,"endTime":2561.92,"body":"able to help them. And I develop"},{"speaker":"Carl Widger","startTime":2558.1099999999997,"endTime":2561.92,"body":"that from one firewall to two"},{"speaker":"Carl Widger","startTime":2561.92,"endTime":2566.0899999999997,"body":"firewalls, to to eventually"},{"speaker":"Carl Widger","startTime":2561.92,"endTime":2566.0899999999997,"body":"doing a kind of a an annual gig"},{"speaker":"Carl Widger","startTime":2566.0899999999997,"endTime":2570.68,"body":"where I might bring 20 or 25"},{"speaker":"Carl Widger","startTime":2566.0899999999997,"endTime":2570.68,"body":"people out. And we still won't"},{"speaker":"Carl Widger","startTime":2570.68,"endTime":2573.08,"body":"we're after a couple of years"},{"speaker":"Carl Widger","startTime":2570.68,"endTime":2573.08,"body":"off because of COVID, we're"},{"speaker":"Carl Widger","startTime":2573.08,"endTime":2575.87,"body":"going to look at doing that"},{"speaker":"Carl Widger","startTime":2573.08,"endTime":2575.87,"body":"again this year. But that was a"},{"speaker":"Carl Widger","startTime":2575.87,"endTime":2578.72,"body":"really, really great way of"},{"speaker":"Carl Widger","startTime":2575.87,"endTime":2578.72,"body":"building relationships. And I"},{"speaker":"Carl Widger","startTime":2578.72,"endTime":2582.92,"body":"think, you know, you're not"},{"speaker":"Carl Widger","startTime":2578.72,"endTime":2582.92,"body":"looking on the 13 T to ask"},{"speaker":"Carl Widger","startTime":2582.92,"endTime":2585.83,"body":"somebody, you know, have you got"},{"speaker":"Carl Widger","startTime":2582.92,"endTime":2585.83,"body":"a pension fund, it's just how"},{"speaker":"Carl Widger","startTime":2585.83,"endTime":2591.1099999999997,"body":"you own ideal with this guy, and"},{"speaker":"Carl Widger","startTime":2585.83,"endTime":2591.1099999999997,"body":"less less my clients, Nick, tell"},{"speaker":"Carl Widger","startTime":2591.8599999999997,"endTime":2594.44,"body":"my prospective client, Alan, oh,"},{"speaker":"Carl Widger","startTime":2591.8599999999997,"endTime":2594.44,"body":"yeah, current looks after my"},{"speaker":"Carl Widger","startTime":2594.44,"endTime":2597.38,"body":"stuff. And it's, you know, he"},{"speaker":"Carl Widger","startTime":2594.44,"endTime":2597.38,"body":"does a really great job. All"},{"speaker":"Carl Widger","startTime":2597.38,"endTime":2599.9,"body":"you're looking for is a cup of"},{"speaker":"Carl Widger","startTime":2597.38,"endTime":2599.9,"body":"coffee after that. And, you"},{"speaker":"Carl Widger","startTime":2599.9,"endTime":2601.94,"body":"know, again, you're building"},{"speaker":"Carl Widger","startTime":2599.9,"endTime":2601.94,"body":"relationships, building"},{"speaker":"Carl Widger","startTime":2601.94,"endTime":2606.14,"body":"relationships, and I think you"},{"speaker":"Carl Widger","startTime":2601.94,"endTime":2606.14,"body":"cannot underestimate, whether"},{"speaker":"Carl Widger","startTime":2606.14,"endTime":2609.83,"body":"you're trying to do it through"},{"speaker":"Carl Widger","startTime":2606.14,"endTime":2609.83,"body":"content. And, you know, putting"},{"speaker":"Carl Widger","startTime":2609.83,"endTime":2611.81,"body":"yourself out as an expert,"},{"speaker":"Carl Widger","startTime":2609.83,"endTime":2611.81,"body":"you're trying to build"},{"speaker":"Carl Widger","startTime":2611.81,"endTime":2614.6,"body":"relationships through the"},{"speaker":"Carl Widger","startTime":2611.81,"endTime":2614.6,"body":"digital channels, but you're"},{"speaker":"Carl Widger","startTime":2614.6,"endTime":2617.7799999999997,"body":"also trying to do it outside of"},{"speaker":"Carl Widger","startTime":2614.6,"endTime":2617.7799999999997,"body":"that as well. And really, you're"},{"speaker":"Carl Widger","startTime":2617.7799999999997,"endTime":2622.52,"body":"trying to be the what's the"},{"speaker":"Carl Widger","startTime":2617.7799999999997,"endTime":2622.52,"body":"phrase Ireland the key person of"},{"speaker":"Carl Widger","startTime":2622.52,"endTime":2626.99,"body":"influence in your area? And so"},{"speaker":"Carl Widger","startTime":2622.52,"endTime":2626.99,"body":"how keep keep the focus on that?"},{"speaker":"Carl Widger","startTime":2627.02,"endTime":2630.8599999999997,"body":"How can you keep doing that? How"},{"speaker":"Carl Widger","startTime":2627.02,"endTime":2630.8599999999997,"body":"can you be the go to guy when"},{"speaker":"Carl Widger","startTime":2630.8599999999997,"endTime":2634.2799999999997,"body":"somebody has a problem with"},{"speaker":"Carl Widger","startTime":2630.8599999999997,"endTime":2634.2799999999997,"body":"their, you know, has an issue"},{"speaker":"Carl Widger","startTime":2634.2799999999997,"endTime":2636.29,"body":"that they want to discuss around"},{"speaker":"Carl Widger","startTime":2634.2799999999997,"endTime":2636.29,"body":"their pension or their"},{"speaker":"Carl Widger","startTime":2636.29,"endTime":2639.92,"body":"investment or whatever? And yes,"},{"speaker":"Carl Widger","startTime":2636.29,"endTime":2639.92,"body":"we all know that then we get"},{"speaker":"Carl Widger","startTime":2639.92,"endTime":2642.71,"body":"them into real financial"},{"speaker":"Carl Widger","startTime":2639.92,"endTime":2642.71,"body":"planning, but deal with the"},{"speaker":"Carl Widger","startTime":2642.71,"endTime":2645.68,"body":"issue in front of the client"},{"speaker":"Carl Widger","startTime":2642.71,"endTime":2645.68,"body":"first, so don't get too"},{"speaker":"Carl Widger","startTime":2645.98,"endTime":2649.7,"body":"evangelical about real financial"},{"speaker":"Carl Widger","startTime":2645.98,"endTime":2649.7,"body":"planning, because you got to be"},{"speaker":"Carl Widger","startTime":2649.7,"endTime":2652.3399999999997,"body":"commercial about it. And I"},{"speaker":"Carl Widger","startTime":2649.7,"endTime":2652.3399999999997,"body":"think, you know, building those"},{"speaker":"Carl Widger","startTime":2652.3399999999997,"endTime":2656.6,"body":"relationships becoming someone"},{"speaker":"Carl Widger","startTime":2652.3399999999997,"endTime":2656.6,"body":"that people know, like, and"},{"speaker":"Carl Widger","startTime":2656.6,"endTime":2660.83,"body":"trust, that's your best way from"},{"speaker":"Carl Widger","startTime":2656.6,"endTime":2660.83,"body":"zero to 25. Very good. It ain't"},{"speaker":"Carl Widger","startTime":2660.83,"endTime":2662.9,"body":"easy. It ain't easy, Andy"},{"speaker":"Andy Hart","startTime":2663.92,"endTime":2666.47,"body":"a couple of points on"},{"speaker":"Andy Hart","startTime":2663.92,"endTime":2666.47,"body":"that call. Yep. Bring a buddy"},{"speaker":"Andy Hart","startTime":2666.5,"endTime":2672.38,"body":"just not me broke buddies. Yeah,"},{"speaker":"Andy Hart","startTime":2666.5,"endTime":2672.38,"body":"yeah. The what we call ourselves"},{"speaker":"Nick Lincoln","startTime":2673.19,"endTime":2675.14,"body":"brilliant. Thanks,"},{"speaker":"Nick Lincoln","startTime":2673.19,"endTime":2675.14,"body":"Andy. You're itching to say that"},{"speaker":"Nick Lincoln","startTime":2675.14,"endTime":2675.3199999999997,"body":"weren't"},{"speaker":"Andy Hart","startTime":2679.4,"endTime":2683.69,"body":"burger buddy"},{"speaker":"Andy Hart","startTime":2679.4,"endTime":2683.69,"body":"siblings? No, no, no. Got more"},{"speaker":"Andy Hart","startTime":2683.69,"endTime":2686.9,"body":"to say. Yeah, do call yourself a"},{"speaker":"Andy Hart","startTime":2683.69,"endTime":2686.9,"body":"financial advisors call says"},{"speaker":"Andy Hart","startTime":2686.9,"endTime":2689.93,"body":"don't get too evangelical about"},{"speaker":"Andy Hart","startTime":2686.9,"endTime":2689.93,"body":"financial planning and lifestyle"},{"speaker":"Andy Hart","startTime":2689.93,"endTime":2691.91,"body":"financial plan. They don't know"},{"speaker":"Andy Hart","startTime":2689.93,"endTime":2691.91,"body":"what that is. Say you're a"},{"speaker":"Andy Hart","startTime":2691.91,"endTime":2695.63,"body":"financial advisor. Keep it"},{"speaker":"Andy Hart","startTime":2691.91,"endTime":2695.63,"body":"simple. If you want to be a bit"},{"speaker":"Andy Hart","startTime":2695.63,"endTime":2698.2999999999997,"body":"more provocative on that side,"},{"speaker":"Andy Hart","startTime":2695.63,"endTime":2698.2999999999997,"body":"you can even call yourself an"},{"speaker":"Andy Hart","startTime":2698.2999999999997,"endTime":2700.88,"body":"investment advisor because often"},{"speaker":"Andy Hart","startTime":2698.2999999999997,"endTime":2700.88,"body":"that people are looking for an"},{"speaker":"Andy Hart","startTime":2700.88,"endTime":2703.88,"body":"investment person. Even though"},{"speaker":"Andy Hart","startTime":2700.88,"endTime":2703.88,"body":"you are a financial advisor or"},{"speaker":"Andy Hart","startTime":2703.88,"endTime":2705.3199999999997,"body":"financial planner, they are"},{"speaker":"Andy Hart","startTime":2703.88,"endTime":2705.3199999999997,"body":"going to get behavioral"},{"speaker":"Andy Hart","startTime":2705.3199999999997,"endTime":2707.63,"body":"coaching. They don't know any of"},{"speaker":"Andy Hart","startTime":2705.3199999999997,"endTime":2707.63,"body":"that. So yeah, call yourself"},{"speaker":"Andy Hart","startTime":2707.63,"endTime":2711.92,"body":"financial advisor talking about"},{"speaker":"Andy Hart","startTime":2707.63,"endTime":2711.92,"body":"content. When I set up Maven"},{"speaker":"Andy Hart","startTime":2711.92,"endTime":2715.88,"body":"advisor, I pretty much launched"},{"speaker":"Andy Hart","startTime":2711.92,"endTime":2715.88,"body":"a podcast alongside it and money"},{"speaker":"Andy Hart","startTime":2715.88,"endTime":2720.35,"body":"guidance podcast called Maven"},{"speaker":"Andy Hart","startTime":2715.88,"endTime":2720.35,"body":"money. I'm sort of known as the"},{"speaker":"Andy Hart","startTime":2720.35,"endTime":2724.37,"body":"no bullshit, the no BS financial"},{"speaker":"Andy Hart","startTime":2720.35,"endTime":2724.37,"body":"advisor. That's my niche, I"},{"speaker":"Andy Hart","startTime":2724.37,"endTime":2727.97,"body":"suppose. And if you're going to"},{"speaker":"Andy Hart","startTime":2724.37,"endTime":2727.97,"body":"set up a podcast,"},{"speaker":"Unknown","startTime":2728.839,"endTime":2734.449,"body":"and the the ultra"},{"speaker":"Unknown","startTime":2728.839,"endTime":2734.449,"body":"grabber Darren, Lee knows about"},{"speaker":"Unknown","startTime":2734.449,"endTime":2740.8689999999997,"body":"everything. on anything, his"},{"speaker":"Unknown","startTime":2734.449,"endTime":2740.8689999999997,"body":"name is Andrew Hart."},{"speaker":"Andy Hart","startTime":2746.18,"endTime":2750.2599999999998,"body":"Okay, I'll finish my"},{"speaker":"Andy Hart","startTime":2746.18,"endTime":2750.2599999999998,"body":"point. The podcast format is"},{"speaker":"Andy Hart","startTime":2750.2599999999998,"endTime":2752.7799999999997,"body":"amazing. And I think we're just"},{"speaker":"Andy Hart","startTime":2750.2599999999998,"endTime":2752.7799999999997,"body":"getting started with it. Hence,"},{"speaker":"Andy Hart","startTime":2752.7799999999997,"endTime":2755.9,"body":"we're doing a podcast here. This"},{"speaker":"Andy Hart","startTime":2752.7799999999997,"endTime":2755.9,"body":"is a video podcast. The good"},{"speaker":"Andy Hart","startTime":2755.9,"endTime":2758.66,"body":"thing about podcasts is you can"},{"speaker":"Andy Hart","startTime":2755.9,"endTime":2758.66,"body":"get relatively cheap equipment,"},{"speaker":"Andy Hart","startTime":2758.81,"endTime":2762.83,"body":"and then just press play, and"},{"speaker":"Andy Hart","startTime":2758.81,"endTime":2762.83,"body":"then stop and then upload it. So"},{"speaker":"Andy Hart","startTime":2762.83,"endTime":2765.2599999999998,"body":"along with everything else that"},{"speaker":"Andy Hart","startTime":2762.83,"endTime":2765.2599999999998,"body":"you're doing during the network."},{"speaker":"Andy Hart","startTime":2765.29,"endTime":2768.5299999999997,"body":"I mean, I was a member of BNI."},{"speaker":"Andy Hart","startTime":2765.29,"endTime":2768.5299999999997,"body":"So my story is somewhat"},{"speaker":"Andy Hart","startTime":2768.5299999999997,"endTime":2771.08,"body":"interesting. I started as a"},{"speaker":"Andy Hart","startTime":2768.5299999999997,"endTime":2771.08,"body":"financial advisor in 2007. So"},{"speaker":"Andy Hart","startTime":2771.08,"endTime":2774.08,"body":"I'm sort of 16 years in this. So"},{"speaker":"Andy Hart","startTime":2771.08,"endTime":2774.08,"body":"I sort of spent eight years in"},{"speaker":"Andy Hart","startTime":2774.08,"endTime":2777.35,"body":"the old world rocking up to"},{"speaker":"Andy Hart","startTime":2774.08,"endTime":2777.35,"body":"shittier counsel's offices and"},{"speaker":"Andy Hart","startTime":2777.62,"endTime":2781.94,"body":"shaking hands and drinking bad"},{"speaker":"Andy Hart","startTime":2777.62,"endTime":2781.94,"body":"coffee, go into golf clubs at"},{"speaker":"Andy Hart","startTime":2781.94,"endTime":2784.73,"body":"ridiculous hours in the morning."},{"speaker":"Andy Hart","startTime":2781.94,"endTime":2784.73,"body":"And then I've run a podcast for"},{"speaker":"Andy Hart","startTime":2784.73,"endTime":2788.15,"body":"about, you know, 567 years. So"},{"speaker":"Andy Hart","startTime":2784.73,"endTime":2788.15,"body":"I've had half my life"},{"speaker":"Andy Hart","startTime":2788.15,"endTime":2791.0299999999997,"body":"professional life in the old"},{"speaker":"Andy Hart","startTime":2788.15,"endTime":2791.0299999999997,"body":"dusty world and half my life in"},{"speaker":"Andy Hart","startTime":2791.0299999999997,"endTime":2795.14,"body":"the, in the new digital world."},{"speaker":"Andy Hart","startTime":2791.0299999999997,"endTime":2795.14,"body":"So yeah, I've seen different"},{"speaker":"Andy Hart","startTime":2795.14,"endTime":2798.29,"body":"things along the way of that. So"},{"speaker":"Andy Hart","startTime":2795.14,"endTime":2798.29,"body":"I'm just banging the drum for"},{"speaker":"Andy Hart","startTime":2798.29,"endTime":2801.35,"body":"podcasts are a great way to get"},{"speaker":"Andy Hart","startTime":2798.29,"endTime":2801.35,"body":"your message out there. But you"},{"speaker":"Andy Hart","startTime":2801.35,"endTime":2803.72,"body":"need to be consistent with it,"},{"speaker":"Andy Hart","startTime":2801.35,"endTime":2803.72,"body":"you need to have somewhat of a"},{"speaker":"Andy Hart","startTime":2803.72,"endTime":2807.17,"body":"niche you need to have a quite"},{"speaker":"Andy Hart","startTime":2803.72,"endTime":2807.17,"body":"an opinionated voice because"},{"speaker":"Andy Hart","startTime":2807.17,"endTime":2813.2599999999998,"body":"it's quite a noisy market. Yeah,"},{"speaker":"Andy Hart","startTime":2807.17,"endTime":2813.2599999999998,"body":"and that's about it. Who's next?"},{"speaker":"Alan Smith","startTime":2813.89,"endTime":2816.5,"body":"Nick, Nick, are we I"},{"speaker":"Alan Smith","startTime":2813.89,"endTime":2816.5,"body":"mean, I've got about three or"},{"speaker":"Alan Smith","startTime":2816.5,"endTime":2819.8599999999997,"body":"four other things I could say"},{"speaker":"Alan Smith","startTime":2816.5,"endTime":2819.8599999999997,"body":"here but I'm just weary of the"},{"speaker":"Alan Smith","startTime":2819.8599999999997,"endTime":2823.13,"body":"time and other stuff we want to"},{"speaker":"Alan Smith","startTime":2819.8599999999997,"endTime":2823.13,"body":"talk about what do you what do"},{"speaker":"Alan Smith","startTime":2823.13,"endTime":2825.56,"body":"you think should we chat a bit"},{"speaker":"Alan Smith","startTime":2823.13,"endTime":2825.56,"body":"more? Or should we carry some of"},{"speaker":"Alan Smith","startTime":2825.56,"endTime":2826.85,"body":"that over to another episode?"},{"speaker":"Nick Lincoln","startTime":2826.91,"endTime":2830.6,"body":"Well, I think we I"},{"speaker":"Nick Lincoln","startTime":2826.91,"endTime":2830.6,"body":"think we can really mind this"},{"speaker":"Nick Lincoln","startTime":2831.62,"endTime":2834.89,"body":"and we've got a lot to share I'm"},{"speaker":"Nick Lincoln","startTime":2831.62,"endTime":2834.89,"body":"I'm of a mind to draw a line"},{"speaker":"Nick Lincoln","startTime":2834.89,"endTime":2838.31,"body":"under it for the meat and"},{"speaker":"Nick Lincoln","startTime":2834.89,"endTime":2838.31,"body":"potatoes for this episode on and"},{"speaker":"Nick Lincoln","startTime":2838.46,"endTime":2841.7,"body":"then we'll give the proper due"},{"speaker":"Nick Lincoln","startTime":2838.46,"endTime":2841.7,"body":"care is due in the next episode."},{"speaker":"Nick Lincoln","startTime":2841.7,"endTime":2844.6099999999997,"body":"Is that okay, guy? Do you think"},{"speaker":"Nick Lincoln","startTime":2841.7,"endTime":2844.6099999999997,"body":"that makes sense? Yeah. Yeah."},{"speaker":"Nick Lincoln","startTime":2852.08,"endTime":2855.5899999999997,"body":"Just a couple of things. A yes"},{"speaker":"Nick Lincoln","startTime":2852.08,"endTime":2855.5899999999997,"body":"no answer call. Alan was just"},{"speaker":"Nick Lincoln","startTime":2855.62,"endTime":2858.44,"body":"just out of my own interest and"},{"speaker":"Nick Lincoln","startTime":2855.62,"endTime":2858.44,"body":"for the TRAPPIST and perhaps so"},{"speaker":"Nick Lincoln","startTime":2858.44,"endTime":2860.5099999999998,"body":"equitable life was an"},{"speaker":"Nick Lincoln","startTime":2858.44,"endTime":2860.5099999999998,"body":"organization based around this"},{"speaker":"Nick Lincoln","startTime":2860.5099999999998,"endTime":2863.75,"body":"concept of with profits, yes or"},{"speaker":"Nick Lincoln","startTime":2860.5099999999998,"endTime":2863.75,"body":"no? Do you have with profits in"},{"speaker":"Nick Lincoln","startTime":2863.75,"endTime":2869.66,"body":"Ireland? Yes. Okay. Sorry to"},{"speaker":"Nick Lincoln","startTime":2863.75,"endTime":2869.66,"body":"hear that. And Allen's point"},{"speaker":"Nick Lincoln","startTime":2869.66,"endTime":2872.66,"body":"about I'm going to butcher the"},{"speaker":"Nick Lincoln","startTime":2869.66,"endTime":2872.66,"body":"phrase, but really what your"},{"speaker":"Nick Lincoln","startTime":2872.69,"endTime":2874.8199999999997,"body":"your, your critical verb was a"},{"speaker":"Nick Lincoln","startTime":2872.69,"endTime":2874.8199999999997,"body":"brilliant idea and what you're"},{"speaker":"Nick Lincoln","startTime":2874.8199999999997,"endTime":2879.56,"body":"doing there, if life hands,"},{"speaker":"Nick Lincoln","startTime":2874.8199999999997,"endTime":2879.56,"body":"potential clients, lemons, then"},{"speaker":"Nick Lincoln","startTime":2879.56,"endTime":2881.99,"body":"you can make lemonade and that"},{"speaker":"Nick Lincoln","startTime":2879.56,"endTime":2881.99,"body":"doesn't mean you want bad things"},{"speaker":"Nick Lincoln","startTime":2881.99,"endTime":2884.5699999999997,"body":"to happen. But yeah, absolutely"},{"speaker":"Nick Lincoln","startTime":2881.99,"endTime":2884.5699999999997,"body":"right pressure points. The"},{"speaker":"Nick Lincoln","startTime":2884.5699999999997,"endTime":2887.69,"body":"example came to my mind, in the"},{"speaker":"Nick Lincoln","startTime":2884.5699999999997,"endTime":2887.69,"body":"low down the road from me and in"},{"speaker":"Nick Lincoln","startTime":2887.69,"endTime":2892.0099999999998,"body":"BoRam, were WD six, there was an"},{"speaker":"Nick Lincoln","startTime":2887.69,"endTime":2892.0099999999998,"body":"RFA called Freddie David, who"},{"speaker":"Nick Lincoln","startTime":2892.7,"endTime":2895.97,"body":"about three, four years ago, so"},{"speaker":"Nick Lincoln","startTime":2892.7,"endTime":2895.97,"body":"it's pretty current. And he you"},{"speaker":"Nick Lincoln","startTime":2895.97,"endTime":2898.73,"body":"he a Jewish guy, and he was a"},{"speaker":"Nick Lincoln","startTime":2895.97,"endTime":2898.73,"body":"big financial advisor in the"},{"speaker":"Nick Lincoln","startTime":2898.73,"endTime":2903.29,"body":"Jewish community. And he was a"},{"speaker":"Nick Lincoln","startTime":2898.73,"endTime":2903.29,"body":"Roman, and he's, I think he's"},{"speaker":"Nick Lincoln","startTime":2903.29,"endTime":2905.69,"body":"still in prison. If I've got his"},{"speaker":"Nick Lincoln","startTime":2903.29,"endTime":2905.69,"body":"name wrong, please don't sue me."},{"speaker":"Nick Lincoln","startTime":2905.69,"endTime":2908.33,"body":"I think his name is Freddy"},{"speaker":"Nick Lincoln","startTime":2905.69,"endTime":2908.33,"body":"David. He was gambling client"},{"speaker":"Nick Lincoln","startTime":2908.33,"endTime":2911.8399999999997,"body":"money basically and living this"},{"speaker":"Nick Lincoln","startTime":2908.33,"endTime":2911.8399999999997,"body":"lavish lifestyle isn't IFA, but"},{"speaker":"Nick Lincoln","startTime":2911.87,"endTime":2915.3199999999997,"body":"embezzling client funds. What I"},{"speaker":"Nick Lincoln","startTime":2911.87,"endTime":2915.3199999999997,"body":"would have done, I would have"},{"speaker":"Nick Lincoln","startTime":2915.3199999999997,"endTime":2918.17,"body":"taken if I'd been a Jewish"},{"speaker":"Nick Lincoln","startTime":2915.3199999999997,"endTime":2918.17,"body":"person, a Jewish financial"},{"speaker":"Nick Lincoln","startTime":2918.17,"endTime":2920.0299999999997,"body":"advisor and the Jewish community"},{"speaker":"Nick Lincoln","startTime":2918.17,"endTime":2920.0299999999997,"body":"in that example, for example,"},{"speaker":"Nick Lincoln","startTime":2920.0899999999997,"endTime":2922.94,"body":"taken the Jewish Chronicle and"},{"speaker":"Nick Lincoln","startTime":2920.0899999999997,"endTime":2922.94,"body":"say, Well, you know what,"},{"speaker":"Nick Lincoln","startTime":2923.6,"endTime":2926.6,"body":"there's something but we know"},{"speaker":"Nick Lincoln","startTime":2923.6,"endTime":2926.6,"body":"what's going on come to us for a"},{"speaker":"Nick Lincoln","startTime":2926.6,"endTime":2929.0,"body":"free review of your finances."},{"speaker":"Nick Lincoln","startTime":2926.6,"endTime":2929.0,"body":"Now you're not you're not"},{"speaker":"Nick Lincoln","startTime":2929.0,"endTime":2931.16,"body":"wishing bad things on people at"},{"speaker":"Nick Lincoln","startTime":2929.0,"endTime":2931.16,"body":"all but the fact is, the bad"},{"speaker":"Nick Lincoln","startTime":2931.16,"endTime":2933.83,"body":"thing has happened and you are"},{"speaker":"Nick Lincoln","startTime":2931.16,"endTime":2933.83,"body":"reaching out and saying I think"},{"speaker":"Nick Lincoln","startTime":2933.83,"endTime":2935.75,"body":"I can help you come to this you"},{"speaker":"Nick Lincoln","startTime":2933.83,"endTime":2935.75,"body":"know, so this this thing of"},{"speaker":"Nick Lincoln","startTime":2935.75,"endTime":2939.41,"body":"making lemonade from lemons is a"},{"speaker":"Nick Lincoln","startTime":2935.75,"endTime":2939.41,"body":"really good thing as well."},{"speaker":"Nick Lincoln","startTime":2939.71,"endTime":2942.29,"body":"Content Creation. We're talking"},{"speaker":"Nick Lincoln","startTime":2939.71,"endTime":2942.29,"body":"about the Allen's a big one this"},{"speaker":"Nick Lincoln","startTime":2942.29,"endTime":2944.63,"body":"time because I think we're all"},{"speaker":"Nick Lincoln","startTime":2942.29,"endTime":2944.63,"body":"big on this actually. It's so"},{"speaker":"Nick Lincoln","startTime":2944.63,"endTime":2946.3399999999997,"body":"much easier now than it was 20"},{"speaker":"Nick Lincoln","startTime":2944.63,"endTime":2946.3399999999997,"body":"years ago again because of"},{"speaker":"Nick Lincoln","startTime":2946.3399999999997,"endTime":2950.69,"body":"things like Grammarly AI GPT"},{"speaker":"Nick Lincoln","startTime":2946.3399999999997,"endTime":2950.69,"body":"you'll tell the AI write me an"},{"speaker":"Nick Lincoln","startTime":2950.69,"endTime":2953.48,"body":"immaculate blog piece at the"},{"speaker":"Nick Lincoln","startTime":2950.69,"endTime":2953.48,"body":"creative directors in the"},{"speaker":"Nick Lincoln","startTime":2953.48,"endTime":2956.15,"body":"Stockport area and it'll do it"},{"speaker":"Nick Lincoln","startTime":2953.48,"endTime":2956.15,"body":"for you got no excuse."},{"speaker":"Alan Smith","startTime":2956.18,"endTime":2958.58,"body":"There's no excuse"},{"speaker":"Alan Smith","startTime":2956.18,"endTime":2958.58,"body":"anymore. No, scarcely."},{"speaker":"Nick Lincoln","startTime":2959.839,"endTime":2961.7889999999998,"body":"Okay, that's"},{"speaker":"Nick Lincoln","startTime":2959.839,"endTime":2961.7889999999998,"body":"pretty. Okay. So trapeze Thanks"},{"speaker":"Nick Lincoln","startTime":2961.7889999999998,"endTime":2963.8289999999997,"body":"for Thanks for Thanks for"},{"speaker":"Nick Lincoln","startTime":2961.7889999999998,"endTime":2963.8289999999997,"body":"bearing with us. We'll do more"},{"speaker":"Nick Lincoln","startTime":2963.8289999999997,"endTime":2966.229,"body":"on the client acquisition"},{"speaker":"Nick Lincoln","startTime":2963.8289999999997,"endTime":2966.229,"body":"process in Episode 12. That'll"},{"speaker":"Nick Lincoln","startTime":2966.229,"endTime":2970.399,"body":"be part two of that. And we'll"},{"speaker":"Nick Lincoln","startTime":2966.229,"endTime":2970.399,"body":"we will tie a bow on it. I think"},{"speaker":"Nick Lincoln","startTime":2970.399,"endTime":2972.8289999999997,"body":"it's time we should move over"},{"speaker":"Nick Lincoln","startTime":2970.399,"endTime":2972.8289999999997,"body":"perhaps to answering some of our"},{"speaker":"Nick Lincoln","startTime":2973.3689999999997,"endTime":2976.8489999999997,"body":"listeners questions because they"},{"speaker":"Nick Lincoln","startTime":2973.3689999999997,"endTime":2976.8489999999997,"body":"are still mounting up. The SEC"},{"speaker":"Nick Lincoln","startTime":2976.8489999999997,"endTime":2979.609,"body":"is bulging. So let's pull let's"},{"speaker":"Nick Lincoln","startTime":2976.8489999999997,"endTime":2979.609,"body":"pull three out of this this"},{"speaker":"Nick Lincoln","startTime":2979.609,"endTime":2983.149,"body":"week. And Carl and Alan Smith."},{"speaker":"Nick Lincoln","startTime":2979.609,"endTime":2983.149,"body":"This is a few to answer. So"},{"speaker":"Nick Lincoln","startTime":2983.179,"endTime":2985.249,"body":"they'll be prepped, but I'll go"},{"speaker":"Nick Lincoln","startTime":2983.179,"endTime":2985.249,"body":"through it. The listeners name"},{"speaker":"Nick Lincoln","startTime":2985.249,"endTime":2990.949,"body":"is dar DAR. Many financial"},{"speaker":"Nick Lincoln","startTime":2985.249,"endTime":2990.949,"body":"planning firms hire people and"},{"speaker":"Nick Lincoln","startTime":2990.949,"endTime":2993.499,"body":"eventually leave and take"},{"speaker":"Nick Lincoln","startTime":2990.949,"endTime":2993.499,"body":"clients with them. How do you"},{"speaker":"Nick Lincoln","startTime":2993.499,"endTime":2997.7889999999998,"body":"keep employees happy within a"},{"speaker":"Nick Lincoln","startTime":2993.499,"endTime":2997.7889999999998,"body":"firm and ensure longevity? What"},{"speaker":"Nick Lincoln","startTime":2997.7889999999998,"endTime":3000.3689999999997,"body":"is a fair split between what the"},{"speaker":"Nick Lincoln","startTime":2997.7889999999998,"endTime":3000.3689999999997,"body":"company makes and what the"},{"speaker":"Nick Lincoln","startTime":3000.3689999999997,"endTime":3003.069,"body":"advisor makes? I think that last"},{"speaker":"Nick Lincoln","startTime":3000.3689999999997,"endTime":3003.069,"body":"question. That's probably one"},{"speaker":"Nick Lincoln","startTime":3003.069,"endTime":3006.999,"body":"question too many. Okay, so what"},{"speaker":"Nick Lincoln","startTime":3003.069,"endTime":3006.999,"body":"do you do with clients or"},{"speaker":"Nick Lincoln","startTime":3006.999,"endTime":3009.339,"body":"devices that take clients? And"},{"speaker":"Nick Lincoln","startTime":3006.999,"endTime":3009.339,"body":"how do you keep those those"},{"speaker":"Nick Lincoln","startTime":3009.459,"endTime":3013.0589999999997,"body":"those advisors not leaving with"},{"speaker":"Nick Lincoln","startTime":3009.459,"endTime":3013.0589999999997,"body":"your clients? Carl and Alan,"},{"speaker":"Carl Widger","startTime":3014.29,"endTime":3015.0699999999997,"body":"join me to go out"},{"speaker":"Alan Smith","startTime":3015.13,"endTime":3016.99,"body":"you go first call."},{"speaker":"Alan Smith","startTime":3015.13,"endTime":3016.99,"body":"I've got some thoughts."},{"speaker":"Carl Widger","startTime":3018.0099999999998,"endTime":3022.5699999999997,"body":"Yeah, I am. I think"},{"speaker":"Carl Widger","startTime":3018.0099999999998,"endTime":3022.5699999999997,"body":"I'm in a pretty good position to"},{"speaker":"Carl Widger","startTime":3022.5699999999997,"endTime":3025.96,"body":"answer this because it was"},{"speaker":"Carl Widger","startTime":3022.5699999999997,"endTime":3025.96,"body":"absolutely terrible, creating an"},{"speaker":"Carl Widger","startTime":3025.96,"endTime":3032.14,"body":"environment where people wanted"},{"speaker":"Carl Widger","startTime":3025.96,"endTime":3032.14,"body":"to stay in work here. being"},{"speaker":"Carl Widger","startTime":3032.17,"endTime":3037.7799999999997,"body":"totally and utterly honest. And"},{"speaker":"Carl Widger","startTime":3032.17,"endTime":3037.7799999999997,"body":"I did a lot of work on this"},{"speaker":"Carl Widger","startTime":3037.7799999999997,"endTime":3043.8399999999997,"body":"around 2018. And my focus since"},{"speaker":"Carl Widger","startTime":3037.7799999999997,"endTime":3043.8399999999997,"body":"then, has been to try and create"},{"speaker":"Carl Widger","startTime":3043.93,"endTime":3048.58,"body":"a really great place to work,"},{"speaker":"Carl Widger","startTime":3043.93,"endTime":3048.58,"body":"really great culture. And I"},{"speaker":"Carl Widger","startTime":3048.58,"endTime":3053.95,"body":"think you cannot underestimate"},{"speaker":"Carl Widger","startTime":3048.58,"endTime":3053.95,"body":"how important that is if you"},{"speaker":"Carl Widger","startTime":3053.95,"endTime":3057.67,"body":"want to build a successful firm,"},{"speaker":"Carl Widger","startTime":3053.95,"endTime":3057.67,"body":"and I think we're in a good"},{"speaker":"Carl Widger","startTime":3057.67,"endTime":3063.43,"body":"place now. But it's ever"},{"speaker":"Carl Widger","startTime":3057.67,"endTime":3063.43,"body":"evolving. So I think number one,"},{"speaker":"Carl Widger","startTime":3063.46,"endTime":3067.27,"body":"you got to create somewhere"},{"speaker":"Carl Widger","startTime":3063.46,"endTime":3067.27,"body":"that's really that's fun to work"},{"speaker":"Carl Widger","startTime":3067.27,"endTime":3070.2999999999997,"body":"in. That's successful, that"},{"speaker":"Carl Widger","startTime":3067.27,"endTime":3070.2999999999997,"body":"ambitious people can be"},{"speaker":"Carl Widger","startTime":3070.2999999999997,"endTime":3075.04,"body":"successful. Sometimes, you know,"},{"speaker":"Carl Widger","startTime":3070.2999999999997,"endTime":3075.04,"body":"people are just going to want to"},{"speaker":"Carl Widger","startTime":3075.22,"endTime":3077.65,"body":"break out into the world. We'll"},{"speaker":"Carl Widger","startTime":3075.22,"endTime":3077.65,"body":"take that that's just life. And"},{"speaker":"Carl Widger","startTime":3077.65,"endTime":3081.64,"body":"that just happens. But I suppose"},{"speaker":"Carl Widger","startTime":3077.65,"endTime":3081.64,"body":"what you're trying to do is, is"},{"speaker":"Carl Widger","startTime":3081.94,"endTime":3085.45,"body":"make that decision kind of"},{"speaker":"Carl Widger","startTime":3081.94,"endTime":3085.45,"body":"almost difficult for them in"},{"speaker":"Carl Widger","startTime":3085.45,"endTime":3089.35,"body":"terms of saying, Look, you know,"},{"speaker":"Carl Widger","startTime":3085.45,"endTime":3089.35,"body":"it's not all a better roses out"},{"speaker":"Carl Widger","startTime":3089.35,"endTime":3093.88,"body":"there, I think we mentioned"},{"speaker":"Carl Widger","startTime":3089.35,"endTime":3093.88,"body":"this, maybe in the last episode"},{"speaker":"Carl Widger","startTime":3093.88,"endTime":3096.64,"body":"or a couple of episodes ago,"},{"speaker":"Carl Widger","startTime":3093.88,"endTime":3096.64,"body":"there are barriers to entry for"},{"speaker":"Carl Widger","startTime":3096.64,"endTime":3099.58,"body":"people to kind of leave and set"},{"speaker":"Carl Widger","startTime":3096.64,"endTime":3099.58,"body":"up on their own. Now in terms of"},{"speaker":"Carl Widger","startTime":3099.85,"endTime":3102.37,"body":"the extra compliance, the"},{"speaker":"Carl Widger","startTime":3099.85,"endTime":3102.37,"body":"corporate governance that's"},{"speaker":"Carl Widger","startTime":3102.37,"endTime":3106.39,"body":"required, etc. So having all"},{"speaker":"Carl Widger","startTime":3102.37,"endTime":3106.39,"body":"those ducks in a row, what I've"},{"speaker":"Carl Widger","startTime":3106.39,"endTime":3110.71,"body":"tried to do is, we've mentioned"},{"speaker":"Carl Widger","startTime":3106.39,"endTime":3110.71,"body":"this before, is build pod"},{"speaker":"Carl Widger","startTime":3110.71,"endTime":3113.35,"body":"systems around our clients so"},{"speaker":"Carl Widger","startTime":3110.71,"endTime":3113.35,"body":"that we have an advisor or power"},{"speaker":"Carl Widger","startTime":3113.35,"endTime":3117.19,"body":"planner, and a kind of client"},{"speaker":"Carl Widger","startTime":3113.35,"endTime":3117.19,"body":"service person around them, so"},{"speaker":"Carl Widger","startTime":3117.19,"endTime":3121.96,"body":"that that protects our business."},{"speaker":"Carl Widger","startTime":3117.19,"endTime":3121.96,"body":"But it also makes the job of the"},{"speaker":"Carl Widger","startTime":3121.96,"endTime":3125.5,"body":"advisor weak on a private client"},{"speaker":"Carl Widger","startTime":3121.96,"endTime":3125.5,"body":"managers easier because they're"},{"speaker":"Carl Widger","startTime":3125.5,"endTime":3128.5,"body":"just out doing, you know, what"},{"speaker":"Carl Widger","startTime":3125.5,"endTime":3128.5,"body":"they're made to do what they"},{"speaker":"Carl Widger","startTime":3128.5,"endTime":3131.62,"body":"like doing, which is business"},{"speaker":"Carl Widger","startTime":3128.5,"endTime":3131.62,"body":"development, going get get new"},{"speaker":"Carl Widger","startTime":3131.62,"endTime":3136.87,"body":"clients, in terms of, you know,"},{"speaker":"Carl Widger","startTime":3131.62,"endTime":3136.87,"body":"how we reward people, we do it"},{"speaker":"Carl Widger","startTime":3136.99,"endTime":3141.0099999999998,"body":"two ways on, you know, new"},{"speaker":"Carl Widger","startTime":3136.99,"endTime":3141.0099999999998,"body":"business, new clients that you"},{"speaker":"Carl Widger","startTime":3141.0099999999998,"endTime":3145.6,"body":"will bring in. But also, key to"},{"speaker":"Carl Widger","startTime":3141.0099999999998,"endTime":3145.6,"body":"I think our success and why"},{"speaker":"Carl Widger","startTime":3145.6,"endTime":3148.21,"body":"we've retained a really great"},{"speaker":"Carl Widger","startTime":3145.6,"endTime":3148.21,"body":"team over the last number of"},{"speaker":"Carl Widger","startTime":3148.21,"endTime":3152.29,"body":"years, is that we also"},{"speaker":"Carl Widger","startTime":3148.21,"endTime":3152.29,"body":"remunerate people on business"},{"speaker":"Carl Widger","startTime":3152.29,"endTime":3155.89,"body":"retention. So client engagement,"},{"speaker":"Carl Widger","startTime":3152.29,"endTime":3155.89,"body":"you know, how many of your"},{"speaker":"Carl Widger","startTime":3155.89,"endTime":3159.0699999999997,"body":"clients are going to give you"},{"speaker":"Carl Widger","startTime":3155.89,"endTime":3159.0699999999997,"body":"the net promoter score of the"},{"speaker":"Carl Widger","startTime":3159.0699999999997,"endTime":3163.5099999999998,"body":"eight, nine or 10 that you're"},{"speaker":"Carl Widger","startTime":3159.0699999999997,"endTime":3163.5099999999998,"body":"looking for? So yeah, it's a"},{"speaker":"Carl Widger","startTime":3163.5099999999998,"endTime":3166.54,"body":"it's an ongoing battle for any"},{"speaker":"Carl Widger","startTime":3163.5099999999998,"endTime":3166.54,"body":"business, of course, you know,"},{"speaker":"Carl Widger","startTime":3166.54,"endTime":3170.41,"body":"keeping your best people making"},{"speaker":"Carl Widger","startTime":3166.54,"endTime":3170.41,"body":"sure they're happy. And I think"},{"speaker":"Carl Widger","startTime":3170.41,"endTime":3172.54,"body":"the last few years were"},{"speaker":"Carl Widger","startTime":3170.41,"endTime":3172.54,"body":"certainly last year was"},{"speaker":"Carl Widger","startTime":3172.54,"endTime":3177.25,"body":"difficult, because it was"},{"speaker":"Carl Widger","startTime":3172.54,"endTime":3177.25,"body":"definitely employees market. But"},{"speaker":"Carl Widger","startTime":3177.4,"endTime":3180.58,"body":"I was all over that and making"},{"speaker":"Carl Widger","startTime":3177.4,"endTime":3180.58,"body":"sure I was talking to all of my"},{"speaker":"Carl Widger","startTime":3180.58,"endTime":3182.2599999999998,"body":"key people and making sure that"},{"speaker":"Carl Widger","startTime":3180.58,"endTime":3182.2599999999998,"body":"they were happy."},{"speaker":"Nick Lincoln","startTime":3182.5299999999997,"endTime":3183.58,"body":"Okay, very good."},{"speaker":"Nick Lincoln","startTime":3182.5299999999997,"endTime":3183.58,"body":"Alan."},{"speaker":"Alan Smith","startTime":3185.92,"endTime":3187.48,"body":"You Yeah, as Carl"},{"speaker":"Alan Smith","startTime":3185.92,"endTime":3187.48,"body":"says all about. So it's all"},{"speaker":"Alan Smith","startTime":3187.48,"endTime":3190.6,"body":"about culture. I mean, I know"},{"speaker":"Alan Smith","startTime":3187.48,"endTime":3190.6,"body":"this very well, because I mean,"},{"speaker":"Alan Smith","startTime":3190.6,"endTime":3194.2,"body":"it's, it's quite some years ago"},{"speaker":"Alan Smith","startTime":3190.6,"endTime":3194.2,"body":"now, since I removed myself from"},{"speaker":"Alan Smith","startTime":3194.2,"endTime":3198.25,"body":"the frontline advice, and"},{"speaker":"Alan Smith","startTime":3194.2,"endTime":3198.25,"body":"encourage my colleagues to step"},{"speaker":"Alan Smith","startTime":3198.25,"endTime":3202.93,"body":"forward into the breach and be"},{"speaker":"Alan Smith","startTime":3198.25,"endTime":3202.93,"body":"the main advisors. So I, I"},{"speaker":"Alan Smith","startTime":3202.93,"endTime":3206.17,"body":"handed all the clients that I"},{"speaker":"Alan Smith","startTime":3202.93,"endTime":3206.17,"body":"had, that I looked after, since"},{"speaker":"Alan Smith","startTime":3206.17,"endTime":3208.93,"body":"the day we started the business"},{"speaker":"Alan Smith","startTime":3206.17,"endTime":3208.93,"body":"across two colleagues to yet to"},{"speaker":"Alan Smith","startTime":3208.93,"endTime":3211.2999999999997,"body":"other advisors within the firm,"},{"speaker":"Alan Smith","startTime":3208.93,"endTime":3211.2999999999997,"body":"and a number of people told me"},{"speaker":"Alan Smith","startTime":3211.2999999999997,"endTime":3214.21,"body":"at the time, you must be mad,"},{"speaker":"Alan Smith","startTime":3211.2999999999997,"endTime":3214.21,"body":"you can decline so then all"},{"speaker":"Alan Smith","startTime":3214.21,"endTime":3217.21,"body":"they're going to do is leave"},{"speaker":"Alan Smith","startTime":3214.21,"endTime":3217.21,"body":"take the clients with them. But"},{"speaker":"Alan Smith","startTime":3217.21,"endTime":3219.46,"body":"no one no one did. That was"},{"speaker":"Alan Smith","startTime":3217.21,"endTime":3219.46,"body":"years ago. No one did. Everyone"},{"speaker":"Alan Smith","startTime":3219.46,"endTime":3222.5499999999997,"body":"stayed. And we grew the business"},{"speaker":"Alan Smith","startTime":3219.46,"endTime":3222.5499999999997,"body":"since then. And why is that"},{"speaker":"Alan Smith","startTime":3222.8199999999997,"endTime":3226.9,"body":"roundabout that time, there's a"},{"speaker":"Alan Smith","startTime":3222.8199999999997,"endTime":3226.9,"body":"good book called drive by Daniel"},{"speaker":"Alan Smith","startTime":3226.9,"endTime":3230.47,"body":"Pink. And Daniel Pink talks"},{"speaker":"Alan Smith","startTime":3226.9,"endTime":3230.47,"body":"about how humans are motivated,"},{"speaker":"Alan Smith","startTime":3230.47,"endTime":3233.92,"body":"particularly in the workplace."},{"speaker":"Alan Smith","startTime":3230.47,"endTime":3233.92,"body":"We think it's all about money."},{"speaker":"Alan Smith","startTime":3233.95,"endTime":3236.02,"body":"But of course, it's not money"},{"speaker":"Alan Smith","startTime":3233.95,"endTime":3236.02,"body":"becomes money should be a"},{"speaker":"Alan Smith","startTime":3236.02,"endTime":3240.04,"body":"hygiene factor. People should be"},{"speaker":"Alan Smith","startTime":3236.02,"endTime":3240.04,"body":"paid well and competitively. And"},{"speaker":"Alan Smith","startTime":3240.04,"endTime":3242.35,"body":"then there are other key issues"},{"speaker":"Alan Smith","startTime":3240.04,"endTime":3242.35,"body":"that are going to drive our"},{"speaker":"Alan Smith","startTime":3242.35,"endTime":3246.85,"body":"decision making. He talks about"},{"speaker":"Alan Smith","startTime":3242.35,"endTime":3246.85,"body":"the three key three key issues,"},{"speaker":"Alan Smith","startTime":3247.0299999999997,"endTime":3251.2,"body":"mastery, autonomy, and purpose."},{"speaker":"Alan Smith","startTime":3247.0299999999997,"endTime":3251.2,"body":"And without sort of going into"},{"speaker":"Alan Smith","startTime":3251.2,"endTime":3253.81,"body":"too much detail there. If you've"},{"speaker":"Alan Smith","startTime":3251.2,"endTime":3253.81,"body":"got a business and a person who"},{"speaker":"Alan Smith","startTime":3253.81,"endTime":3256.45,"body":"works your colleagues work with"},{"speaker":"Alan Smith","startTime":3253.81,"endTime":3256.45,"body":"you are able to embrace that"},{"speaker":"Alan Smith","startTime":3256.48,"endTime":3259.66,"body":"they're able to be become"},{"speaker":"Alan Smith","startTime":3256.48,"endTime":3259.66,"body":"better, I master it, they've got"},{"speaker":"Alan Smith","startTime":3259.66,"endTime":3261.94,"body":"autonomy so they can make their"},{"speaker":"Alan Smith","startTime":3259.66,"endTime":3261.94,"body":"own decisions. They're not just"},{"speaker":"Alan Smith","startTime":3262.06,"endTime":3264.91,"body":"dictated to, and they've got"},{"speaker":"Alan Smith","startTime":3262.06,"endTime":3264.91,"body":"there's there's a there's a"},{"speaker":"Alan Smith","startTime":3264.91,"endTime":3267.04,"body":"bigger purpose within the"},{"speaker":"Alan Smith","startTime":3264.91,"endTime":3267.04,"body":"business. You've got you attract"},{"speaker":"Alan Smith","startTime":3267.04,"endTime":3270.13,"body":"the right people, they will stay"},{"speaker":"Alan Smith","startTime":3267.04,"endTime":3270.13,"body":"with you and they won't go down"},{"speaker":"Alan Smith","startTime":3270.13,"endTime":3273.16,"body":"the road for an extra couple of"},{"speaker":"Alan Smith","startTime":3270.13,"endTime":3273.16,"body":"quid elsewhere. So it is all"},{"speaker":"Alan Smith","startTime":3273.16,"endTime":3275.71,"body":"about the culture. As Charles"},{"speaker":"Alan Smith","startTime":3273.16,"endTime":3275.71,"body":"said, it's never ending you keep"},{"speaker":"Alan Smith","startTime":3275.71,"endTime":3280.0899999999997,"body":"you keep going. And I from a"},{"speaker":"Alan Smith","startTime":3275.71,"endTime":3280.0899999999997,"body":"sort of compensation viewpoint."},{"speaker":"Alan Smith","startTime":3280.8399999999997,"endTime":3284.44,"body":"I've noticed increasingly firms"},{"speaker":"Alan Smith","startTime":3280.8399999999997,"endTime":3284.44,"body":"are just paying advisors fixed"},{"speaker":"Alan Smith","startTime":3284.47,"endTime":3288.37,"body":"salaries. I still believe a"},{"speaker":"Alan Smith","startTime":3284.47,"endTime":3288.37,"body":"little bit old school about"},{"speaker":"Alan Smith","startTime":3288.37,"endTime":3290.5299999999997,"body":"incentivize, I think it's"},{"speaker":"Alan Smith","startTime":3288.37,"endTime":3290.5299999999997,"body":"incentive still work. You've got"},{"speaker":"Alan Smith","startTime":3290.5299999999997,"endTime":3293.1099999999997,"body":"of course, you got to look after"},{"speaker":"Alan Smith","startTime":3290.5299999999997,"endTime":3293.1099999999997,"body":"your clients. But you know,"},{"speaker":"Alan Smith","startTime":3293.1099999999997,"endTime":3298.06,"body":"we're all driven by incentives"},{"speaker":"Alan Smith","startTime":3293.1099999999997,"endTime":3298.06,"body":"to some degree. Oh, yeah, yeah."},{"speaker":"Alan Smith","startTime":3298.54,"endTime":3303.25,"body":"So we do pay our advisors, and"},{"speaker":"Alan Smith","startTime":3298.54,"endTime":3303.25,"body":"there is bonuses, and you've got"},{"speaker":"Alan Smith","startTime":3303.25,"endTime":3305.56,"body":"to be doing all the right things"},{"speaker":"Alan Smith","startTime":3303.25,"endTime":3305.56,"body":"and KPIs, making sure that"},{"speaker":"Alan Smith","startTime":3305.56,"endTime":3307.66,"body":"you've got compliant files, all"},{"speaker":"Alan Smith","startTime":3305.56,"endTime":3307.66,"body":"that all that sort of stuff. But"},{"speaker":"Alan Smith","startTime":3307.66,"endTime":3309.94,"body":"we're a mature business. It's"},{"speaker":"Alan Smith","startTime":3307.66,"endTime":3309.94,"body":"not like we're hiring a bunch of"},{"speaker":"Alan Smith","startTime":3309.94,"endTime":3313.96,"body":"sort of self employed people,"},{"speaker":"Alan Smith","startTime":3309.94,"endTime":3313.96,"body":"but people are and pods are"},{"speaker":"Alan Smith","startTime":3313.96,"endTime":3317.47,"body":"awarded our pods run their own"},{"speaker":"Alan Smith","startTime":3313.96,"endTime":3317.47,"body":"p\u0026l. And so it is it is about"},{"speaker":"Alan Smith","startTime":3317.47,"endTime":3320.98,"body":"profitability, and people are"},{"speaker":"Alan Smith","startTime":3317.47,"endTime":3320.98,"body":"well paid, and they are bonused"},{"speaker":"Alan Smith","startTime":3320.98,"endTime":3326.2599999999998,"body":"on new business and retaining"},{"speaker":"Alan Smith","startTime":3320.98,"endTime":3326.2599999999998,"body":"existing business. And but but"},{"speaker":"Alan Smith","startTime":3326.44,"endTime":3329.95,"body":"that's an individual business"},{"speaker":"Alan Smith","startTime":3326.44,"endTime":3329.95,"body":"decision. Some some really"},{"speaker":"Alan Smith","startTime":3329.95,"endTime":3332.62,"body":"successful businesses do still"},{"speaker":"Alan Smith","startTime":3329.95,"endTime":3332.62,"body":"pay fic, you know, sort of flat"},{"speaker":"Alan Smith","startTime":3332.62,"endTime":3335.95,"body":"salaries, and have some sort of"},{"speaker":"Alan Smith","startTime":3332.62,"endTime":3335.95,"body":"bonus scheme, through profit"},{"speaker":"Alan Smith","startTime":3335.95,"endTime":3339.13,"body":"share at the end. But hopefully"},{"speaker":"Alan Smith","startTime":3335.95,"endTime":3339.13,"body":"we've covered that make."},{"speaker":"Carl Widger","startTime":3339.79,"endTime":3342.22,"body":"Yeah, just just one"},{"speaker":"Carl Widger","startTime":3339.79,"endTime":3342.22,"body":"very, very final point. If"},{"speaker":"Carl Widger","startTime":3342.22,"endTime":3345.7599999999998,"body":"you're in the business of trying"},{"speaker":"Carl Widger","startTime":3342.22,"endTime":3345.7599999999998,"body":"to grow your business trying to,"},{"speaker":"Carl Widger","startTime":3345.79,"endTime":3350.3199999999997,"body":"you know, expand fixed salaries"},{"speaker":"Carl Widger","startTime":3345.79,"endTime":3350.3199999999997,"body":"for me, I don't know, does that"},{"speaker":"Carl Widger","startTime":3350.3199999999997,"endTime":3354.0699999999997,"body":"work? That's just my own view."},{"speaker":"Carl Widger","startTime":3350.3199999999997,"endTime":3354.0699999999997,"body":"And I think you got a, as you"},{"speaker":"Carl Widger","startTime":3354.0699999999997,"endTime":3357.46,"body":"say, incentivize people for"},{"speaker":"Carl Widger","startTime":3354.0699999999997,"endTime":3357.46,"body":"great performance and for and"},{"speaker":"Carl Widger","startTime":3357.46,"endTime":3360.64,"body":"for helping in the expansion and"},{"speaker":"Carl Widger","startTime":3357.46,"endTime":3360.64,"body":"the growth of the business."},{"speaker":"Carl Widger","startTime":3360.7,"endTime":3361.3599999999997,"body":"That's just"},{"speaker":"Alan Smith","startTime":3361.3599999999997,"endTime":3363.04,"body":"definitely you know,"},{"speaker":"Alan Smith","startTime":3361.3599999999997,"endTime":3363.04,"body":"what, when I when I started all"},{"speaker":"Alan Smith","startTime":3363.04,"endTime":3365.2599999999998,"body":"these years ago, they were not"},{"speaker":"Alan Smith","startTime":3363.04,"endTime":3365.2599999999998,"body":"even before when I started as an"},{"speaker":"Alan Smith","startTime":3365.2599999999998,"endTime":3368.1099999999997,"body":"IFA that the traditional to"},{"speaker":"Alan Smith","startTime":3365.2599999999998,"endTime":3368.1099999999997,"body":"answer that specific second part"},{"speaker":"Alan Smith","startTime":3368.1099999999997,"endTime":3372.2799999999997,"body":"of the question that dar raised,"},{"speaker":"Alan Smith","startTime":3368.1099999999997,"endTime":3372.2799999999997,"body":"all are all Advisors, a lot of"},{"speaker":"Alan Smith","startTime":3372.2799999999997,"endTime":3374.74,"body":"them had self employed people"},{"speaker":"Alan Smith","startTime":3372.2799999999997,"endTime":3374.74,"body":"working with them, but when I"},{"speaker":"Alan Smith","startTime":3374.74,"endTime":3376.96,"body":"was going sort of knocking on"},{"speaker":"Alan Smith","startTime":3374.74,"endTime":3376.96,"body":"doors with advisors in those"},{"speaker":"Alan Smith","startTime":3376.96,"endTime":3379.0299999999997,"body":"days, there was a traditional"},{"speaker":"Alan Smith","startTime":3376.96,"endTime":3379.0299999999997,"body":"model, which was a third, a"},{"speaker":"Alan Smith","startTime":3379.0299999999997,"endTime":3384.91,"body":"third, a third. So the the IFA"},{"speaker":"Alan Smith","startTime":3379.0299999999997,"endTime":3384.91,"body":"firm retained a third, to run"},{"speaker":"Alan Smith","startTime":3384.91,"endTime":3388.33,"body":"the operations and keep the"},{"speaker":"Alan Smith","startTime":3384.91,"endTime":3388.33,"body":"whole thing going. The adviser"},{"speaker":"Alan Smith","startTime":3388.39,"endTime":3391.27,"body":"took a third of the income, and"},{"speaker":"Alan Smith","startTime":3388.39,"endTime":3391.27,"body":"the third was kept for profit."},{"speaker":"Alan Smith","startTime":3391.99,"endTime":3395.62,"body":"And you know, what, 20 years"},{"speaker":"Alan Smith","startTime":3391.99,"endTime":3395.62,"body":"later? It's not that a million"},{"speaker":"Alan Smith","startTime":3395.62,"endTime":3397.96,"body":"miles away from that, is that a"},{"speaker":"Alan Smith","startTime":3395.62,"endTime":3397.96,"body":"starting point? You'd adjust"},{"speaker":"Alan Smith","startTime":3397.96,"endTime":3400.21,"body":"that up or down? Depending on"},{"speaker":"Alan Smith","startTime":3397.96,"endTime":3400.21,"body":"your business, your structure"},{"speaker":"Alan Smith","startTime":3400.21,"endTime":3403.45,"body":"and your overhead? It all"},{"speaker":"Alan Smith","startTime":3400.21,"endTime":3403.45,"body":"depends, are the advisors self"},{"speaker":"Alan Smith","startTime":3403.45,"endTime":3405.8199999999997,"body":"generating opportunities, you"},{"speaker":"Alan Smith","startTime":3403.45,"endTime":3405.8199999999997,"body":"know, that's the lifeblood, as"},{"speaker":"Alan Smith","startTime":3405.8199999999997,"endTime":3408.19,"body":"we've said, already of growing a"},{"speaker":"Alan Smith","startTime":3405.8199999999997,"endTime":3408.19,"body":"business and if you're doing all"},{"speaker":"Alan Smith","startTime":3408.19,"endTime":3410.77,"body":"that yourself, or the company is"},{"speaker":"Alan Smith","startTime":3408.19,"endTime":3410.77,"body":"creating all the new business,"},{"speaker":"Alan Smith","startTime":3410.7999999999997,"endTime":3413.1099999999997,"body":"all the prospects everything,"},{"speaker":"Alan Smith","startTime":3410.7999999999997,"endTime":3413.1099999999997,"body":"then the company's gonna have to"},{"speaker":"Alan Smith","startTime":3413.1099999999997,"endTime":3416.95,"body":"be compensated for the cost of"},{"speaker":"Alan Smith","startTime":3413.1099999999997,"endTime":3416.95,"body":"doing that. But as a starting"},{"speaker":"Alan Smith","startTime":3416.95,"endTime":3419.7999999999997,"body":"point, the third isn't a million"},{"speaker":"Alan Smith","startTime":3416.95,"endTime":3419.7999999999997,"body":"miles away from that, that might"},{"speaker":"Alan Smith","startTime":3419.7999999999997,"endTime":3424.18,"body":"be quite generous, but, you"},{"speaker":"Alan Smith","startTime":3419.7999999999997,"endTime":3424.18,"body":"know, broadly speaking, that's"},{"speaker":"Alan Smith","startTime":3424.18,"endTime":3424.45,"body":"it. That's"},{"speaker":"Carl Widger","startTime":3425.38,"endTime":3429.4,"body":"it, I like it. And"},{"speaker":"Carl Widger","startTime":3425.38,"endTime":3429.4,"body":"I think, you know, if you're in"},{"speaker":"Carl Widger","startTime":3429.7,"endTime":3432.4,"body":"if you're trying to build a"},{"speaker":"Carl Widger","startTime":3429.7,"endTime":3432.4,"body":"brand, that people can, you"},{"speaker":"Carl Widger","startTime":3432.4,"endTime":3434.71,"body":"know, buy into and it helps them"},{"speaker":"Carl Widger","startTime":3432.4,"endTime":3434.71,"body":"when they're doing their"},{"speaker":"Carl Widger","startTime":3434.71,"endTime":3437.74,"body":"business development. I like it."},{"speaker":"Carl Widger","startTime":3434.71,"endTime":3437.74,"body":"I think, you know, if it ain't"},{"speaker":"Carl Widger","startTime":3437.74,"endTime":3439.0299999999997,"body":"broke, there you go."},{"speaker":"Nick Lincoln","startTime":3440.589,"endTime":3443.949,"body":"Okay, very good."},{"speaker":"Nick Lincoln","startTime":3440.589,"endTime":3443.949,"body":"Next question, from TRAPPIST"},{"speaker":"Nick Lincoln","startTime":3443.979,"endTime":3448.269,"body":"Jordan Cole Klaff, who's on"},{"speaker":"Nick Lincoln","startTime":3443.979,"endTime":3448.269,"body":"Twitter as at Jay Cole cloth, F"},{"speaker":"Nick Lincoln","startTime":3448.3289999999997,"endTime":3451.749,"body":"p Foxtrot, Papa. Hi, guys, I'd"},{"speaker":"Nick Lincoln","startTime":3448.3289999999997,"endTime":3451.749,"body":"love to hear your thoughts about"},{"speaker":"Nick Lincoln","startTime":3451.749,"endTime":3455.109,"body":"passing clients down to New and"},{"speaker":"Nick Lincoln","startTime":3451.749,"endTime":3455.109,"body":"in particular, younger advisors,"},{"speaker":"Nick Lincoln","startTime":3455.1389999999997,"endTime":3457.5389999999998,"body":"your views on the best way to do"},{"speaker":"Nick Lincoln","startTime":3455.1389999999997,"endTime":3457.5389999999998,"body":"this, how to go about"},{"speaker":"Nick Lincoln","startTime":3457.5389999999998,"endTime":3460.509,"body":"introducing the new advisor,"},{"speaker":"Nick Lincoln","startTime":3457.5389999999998,"endTime":3460.509,"body":"best ways for the new adviser to"},{"speaker":"Nick Lincoln","startTime":3460.509,"endTime":3464.379,"body":"handle the transition. Be bold,"},{"speaker":"Nick Lincoln","startTime":3460.509,"endTime":3464.379,"body":"and take the relationship back"},{"speaker":"Nick Lincoln","startTime":3464.379,"endTime":3467.049,"body":"to basics or avoid rocking the"},{"speaker":"Nick Lincoln","startTime":3464.379,"endTime":3467.049,"body":"boat at the risk. You never"},{"speaker":"Nick Lincoln","startTime":3467.0789999999997,"endTime":3469.719,"body":"really get to know the client"},{"speaker":"Nick Lincoln","startTime":3467.0789999999997,"endTime":3469.719,"body":"properly. And what worries might"},{"speaker":"Nick Lincoln","startTime":3469.719,"endTime":3472.659,"body":"the seating advisors have, if"},{"speaker":"Nick Lincoln","startTime":3469.719,"endTime":3472.659,"body":"any? Thanks? Well, we kind of"},{"speaker":"Nick Lincoln","startTime":3472.659,"endTime":3475.509,"body":"touched on that in that previous"},{"speaker":"Nick Lincoln","startTime":3472.659,"endTime":3475.509,"body":"but but again, and you're"},{"speaker":"Nick Lincoln","startTime":3475.509,"endTime":3478.239,"body":"looking to chip in But Alan and"},{"speaker":"Nick Lincoln","startTime":3475.509,"endTime":3478.239,"body":"Carl have marked this for"},{"speaker":"Nick Lincoln","startTime":3478.239,"endTime":3480.489,"body":"discussion. So what have you"},{"speaker":"Nick Lincoln","startTime":3478.239,"endTime":3480.489,"body":"guys run with that question?"},{"speaker":"Alan Smith","startTime":3480.52,"endTime":3482.65,"body":"I'll just follow on"},{"speaker":"Alan Smith","startTime":3480.52,"endTime":3482.65,"body":"from what I was just saying."},{"speaker":"Alan Smith","startTime":3482.65,"endTime":3485.56,"body":"Because this is exactly what"},{"speaker":"Alan Smith","startTime":3482.65,"endTime":3485.56,"body":"we've done. First of all, I've"},{"speaker":"Alan Smith","startTime":3485.56,"endTime":3490.21,"body":"handed over clients to exhibit"},{"speaker":"Alan Smith","startTime":3485.56,"endTime":3490.21,"body":"to other advisors and younger"},{"speaker":"Alan Smith","startTime":3490.21,"endTime":3495.1,"body":"advisors, we continue, we"},{"speaker":"Alan Smith","startTime":3490.21,"endTime":3495.1,"body":"continue to do that. And it's,"},{"speaker":"Alan Smith","startTime":3495.4,"endTime":3498.0099999999998,"body":"it's quite funny, because when I"},{"speaker":"Alan Smith","startTime":3495.4,"endTime":3498.0099999999998,"body":"was beginning to hand clients"},{"speaker":"Alan Smith","startTime":3498.0099999999998,"endTime":3500.41,"body":"across, and some of these people"},{"speaker":"Alan Smith","startTime":3498.0099999999998,"endTime":3500.41,"body":"I've known for years, I thought"},{"speaker":"Alan Smith","startTime":3500.41,"endTime":3502.15,"body":"that I'll fight tooth and nail"},{"speaker":"Alan Smith","startTime":3500.41,"endTime":3502.15,"body":"to keep me"},{"speaker":"Unknown","startTime":3503.65,"endTime":3505.33,"body":"fine. Yeah."},{"speaker":"Unknown","startTime":3505.6,"endTime":3510.2799999999997,"body":"Why? Why did you think that?"},{"speaker":"Unknown","startTime":3505.6,"endTime":3510.2799999999997,"body":"Yeah, one day"},{"speaker":"Andy Hart","startTime":3510.2799999999997,"endTime":3512.83,"body":"to know more stories"},{"speaker":"Andy Hart","startTime":3510.2799999999997,"endTime":3512.83,"body":"from Alan. No."},{"speaker":"Alan Smith","startTime":3513.609,"endTime":3516.549,"body":"But I mean, again,"},{"speaker":"Alan Smith","startTime":3513.609,"endTime":3516.549,"body":"it's very, it's very personal,"},{"speaker":"Alan Smith","startTime":3516.549,"endTime":3518.979,"body":"it's individual. There are some"},{"speaker":"Alan Smith","startTime":3516.549,"endTime":3518.979,"body":"clients, you just know really"},{"speaker":"Alan Smith","startTime":3518.979,"endTime":3522.009,"body":"super well, don't you I know,"},{"speaker":"Alan Smith","startTime":3518.979,"endTime":3522.009,"body":"some clients I've knew socially,"},{"speaker":"Alan Smith","startTime":3522.0389999999998,"endTime":3524.439,"body":"and it wasn't just gonna walk"},{"speaker":"Alan Smith","startTime":3522.0389999999998,"endTime":3524.439,"body":"out the door. So and in fact,"},{"speaker":"Alan Smith","startTime":3524.439,"endTime":3526.8689999999997,"body":"there are some clients, I still,"},{"speaker":"Alan Smith","startTime":3524.439,"endTime":3526.8689999999997,"body":"you know, I'm in I'm in the"},{"speaker":"Alan Smith","startTime":3526.8689999999997,"endTime":3530.6189999999997,"body":"meetings with. So in terms of"},{"speaker":"Alan Smith","startTime":3526.8689999999997,"endTime":3530.6189999999997,"body":"the practical transition, it's"},{"speaker":"Alan Smith","startTime":3530.6189999999997,"endTime":3533.409,"body":"very simple. You have joint"},{"speaker":"Alan Smith","startTime":3530.6189999999997,"endTime":3533.409,"body":"meetings for a period of time,"},{"speaker":"Alan Smith","startTime":3533.439,"endTime":3537.159,"body":"the main seating advisor, as"},{"speaker":"Alan Smith","startTime":3533.439,"endTime":3537.159,"body":"he's put it, together with the"},{"speaker":"Alan Smith","startTime":3537.159,"endTime":3540.189,"body":"new advisor that's being"},{"speaker":"Alan Smith","startTime":3537.159,"endTime":3540.189,"body":"appointed, you have one or two,"},{"speaker":"Alan Smith","startTime":3540.189,"endTime":3543.519,"body":"depending on what it is you get,"},{"speaker":"Alan Smith","startTime":3540.189,"endTime":3543.519,"body":"get them used to it. And I"},{"speaker":"Alan Smith","startTime":3543.519,"endTime":3546.879,"body":"positioned it on the basis that"},{"speaker":"Alan Smith","startTime":3543.519,"endTime":3546.879,"body":"it's not as if you're losing me,"},{"speaker":"Alan Smith","startTime":3546.879,"endTime":3549.669,"body":"because less than the seeding"},{"speaker":"Alan Smith","startTime":3546.879,"endTime":3549.669,"body":"advisors leaving the company,"},{"speaker":"Alan Smith","startTime":3549.669,"endTime":3551.799,"body":"you say, well, you're getting,"},{"speaker":"Alan Smith","startTime":3549.669,"endTime":3551.799,"body":"you're getting access to the"},{"speaker":"Alan Smith","startTime":3551.799,"endTime":3555.279,"body":"greater team, I'm still around,"},{"speaker":"Alan Smith","startTime":3551.799,"endTime":3555.279,"body":"if you want to pick me to join a"},{"speaker":"Alan Smith","startTime":3555.279,"endTime":3557.799,"body":"future meeting want to pick up"},{"speaker":"Alan Smith","startTime":3555.279,"endTime":3557.799,"body":"the phone are happy to discuss"},{"speaker":"Alan Smith","startTime":3557.799,"endTime":3561.489,"body":"anything, but day to day, here's"},{"speaker":"Alan Smith","startTime":3557.799,"endTime":3561.489,"body":"here's John or Mary or whoever"},{"speaker":"Alan Smith","startTime":3561.729,"endTime":3564.009,"body":"is gonna be dealing with your"},{"speaker":"Alan Smith","startTime":3561.729,"endTime":3564.009,"body":"issues day to day. And I think"},{"speaker":"Alan Smith","startTime":3564.009,"endTime":3567.159,"body":"you can position it as a win win"},{"speaker":"Alan Smith","startTime":3564.009,"endTime":3567.159,"body":"for everyone for the for the"},{"speaker":"Alan Smith","startTime":3567.159,"endTime":3569.319,"body":"client, who's going to get"},{"speaker":"Alan Smith","startTime":3567.159,"endTime":3569.319,"body":"better, more dedicated service"},{"speaker":"Alan Smith","startTime":3569.319,"endTime":3571.929,"body":"for the young advisor, but"},{"speaker":"Alan Smith","startTime":3569.319,"endTime":3571.929,"body":"without saying I'm abandoning"},{"speaker":"Alan Smith","startTime":3571.929,"endTime":3574.749,"body":"you, and you won't hear from me"},{"speaker":"Alan Smith","startTime":3571.929,"endTime":3574.749,"body":"ever again. And I think the last"},{"speaker":"Alan Smith","startTime":3574.749,"endTime":3577.839,"body":"thing I'll say is almost sort of"},{"speaker":"Alan Smith","startTime":3574.749,"endTime":3577.839,"body":"smaller boutique businesses have"},{"speaker":"Alan Smith","startTime":3577.839,"endTime":3581.769,"body":"got a lot more to add to that"},{"speaker":"Alan Smith","startTime":3577.839,"endTime":3581.769,"body":"than a traditional, you know,"},{"speaker":"Alan Smith","startTime":3581.769,"endTime":3584.439,"body":"the banks and the big nationals"},{"speaker":"Alan Smith","startTime":3581.769,"endTime":3584.439,"body":"who just people just leave, and"},{"speaker":"Alan Smith","startTime":3584.439,"endTime":3587.169,"body":"you've got to start all over"},{"speaker":"Alan Smith","startTime":3584.439,"endTime":3587.169,"body":"again, right? Yeah, here's a new"},{"speaker":"Alan Smith","startTime":3587.169,"endTime":3589.8689999999997,"body":"advisor, he doesn't have any of"},{"speaker":"Alan Smith","startTime":3587.169,"endTime":3589.8689999999997,"body":"the details. So and we actually"},{"speaker":"Alan Smith","startTime":3589.8689999999997,"endTime":3592.209,"body":"make that quite a strong points"},{"speaker":"Alan Smith","startTime":3589.8689999999997,"endTime":3592.209,"body":"when we're speaking to"},{"speaker":"Alan Smith","startTime":3592.209,"endTime":3595.3289999999997,"body":"particular clients, you'd likely"},{"speaker":"Alan Smith","startTime":3592.209,"endTime":3595.3289999999997,"body":"to speak to the same or the same"},{"speaker":"Alan Smith","startTime":3595.3289999999997,"endTime":3597.819,"body":"organization, you know, for"},{"speaker":"Alan Smith","startTime":3595.3289999999997,"endTime":3597.819,"body":"many, many years ahead, which is"},{"speaker":"Alan Smith","startTime":3597.819,"endTime":3600.249,"body":"what clients are really keen to"},{"speaker":"Alan Smith","startTime":3597.819,"endTime":3600.249,"body":"do. Call,"},{"speaker":"Andy Hart","startTime":3600.2799999999997,"endTime":3602.2,"body":"I think that's I"},{"speaker":"Andy Hart","startTime":3600.2799999999997,"endTime":3602.2,"body":"think that's a major advantage."},{"speaker":"Andy Hart","startTime":3602.56,"endTime":3606.04,"body":"Don't call me Nick with our"},{"speaker":"Andy Hart","startTime":3602.56,"endTime":3606.04,"body":"small businesses in terms of we"},{"speaker":"Andy Hart","startTime":3606.04,"endTime":3608.56,"body":"say to our clients, we're going"},{"speaker":"Andy Hart","startTime":3606.04,"endTime":3608.56,"body":"to be your advisor, basically,"},{"speaker":"Andy Hart","startTime":3608.56,"endTime":3611.47,"body":"forever, you know, join a bank"},{"speaker":"Andy Hart","startTime":3608.56,"endTime":3611.47,"body":"and it just a revolving door of"},{"speaker":"Andy Hart","startTime":3611.47,"endTime":3613.24,"body":"advisors sort of call it to you"},{"speaker":"Carl Widger","startTime":3615.1,"endTime":3618.16,"body":"know, I have"},{"speaker":"Carl Widger","startTime":3615.1,"endTime":3618.16,"body":"nothing to add. What we do is"},{"speaker":"Carl Widger","startTime":3618.16,"endTime":3620.71,"body":"exactly what Alan has just"},{"speaker":"Carl Widger","startTime":3618.16,"endTime":3620.71,"body":"pointed out, there's no point of"},{"speaker":"Carl Widger","startTime":3620.71,"endTime":3622.18,"body":"me saying the same thing. And"},{"speaker":"Nick Lincoln","startTime":3622.39,"endTime":3623.2,"body":"okay, but"},{"speaker":"Alan Smith","startTime":3624.4,"endTime":3626.83,"body":"just just looking at"},{"speaker":"Alan Smith","startTime":3624.4,"endTime":3626.83,"body":"his question again, because it"},{"speaker":"Alan Smith","startTime":3626.83,"endTime":3630.25,"body":"just went I've already said it"},{"speaker":"Alan Smith","startTime":3626.83,"endTime":3630.25,"body":"can refer back to things at the"},{"speaker":"Alan Smith","startTime":3630.25,"endTime":3633.91,"body":"beginning about rediscovery,"},{"speaker":"Alan Smith","startTime":3630.25,"endTime":3633.91,"body":"because Jordan was asking about,"},{"speaker":"Alan Smith","startTime":3633.91,"endTime":3636.1,"body":"you know, do you go back to"},{"speaker":"Alan Smith","startTime":3633.91,"endTime":3636.1,"body":"basics to avoid rocking the"},{"speaker":"Alan Smith","startTime":3636.1,"endTime":3640.0899999999997,"body":"boat? Yes, you you do you don't"},{"speaker":"Alan Smith","startTime":3636.1,"endTime":3640.0899999999997,"body":"you do rock the boat in a good"},{"speaker":"Alan Smith","startTime":3640.0899999999997,"endTime":3643.0299999999997,"body":"way. You say I'm a new guy got"},{"speaker":"Alan Smith","startTime":3640.0899999999997,"endTime":3643.0299999999997,"body":"all the information here. But if"},{"speaker":"Alan Smith","startTime":3643.0299999999997,"endTime":3645.52,"body":"you don't mind, can you sort of"},{"speaker":"Alan Smith","startTime":3643.0299999999997,"endTime":3645.52,"body":"just go back to this? Can I just"},{"speaker":"Alan Smith","startTime":3645.52,"endTime":3649.18,"body":"ask you some basic questions and"},{"speaker":"Alan Smith","startTime":3645.52,"endTime":3649.18,"body":"talk about it? Because I'm"},{"speaker":"Alan Smith","startTime":3649.18,"endTime":3652.81,"body":"pretty sure you'll uncover quite"},{"speaker":"Alan Smith","startTime":3649.18,"endTime":3652.81,"body":"a few things that the existing"},{"speaker":"Alan Smith","startTime":3652.81,"endTime":3655.7799999999997,"body":"or seeding advisor isn't so"},{"speaker":"Alan Smith","startTime":3652.81,"endTime":3655.7799999999997,"body":"aware of. And I think clients"},{"speaker":"Alan Smith","startTime":3655.7799999999997,"endTime":3657.31,"body":"deserve that. And I think that"},{"speaker":"Alan Smith","startTime":3655.7799999999997,"endTime":3657.31,"body":"appreciate it."},{"speaker":"Nick Lincoln","startTime":3657.79,"endTime":3659.65,"body":"Yeah, exactly. You"},{"speaker":"Nick Lincoln","startTime":3657.79,"endTime":3659.65,"body":"could say listen, I know you as"},{"speaker":"Nick Lincoln","startTime":3659.65,"endTime":3661.45,"body":"the numbers, I can see your"},{"speaker":"Nick Lincoln","startTime":3659.65,"endTime":3661.45,"body":"numbers, but I don't know"},{"speaker":"Nick Lincoln","startTime":3661.45,"endTime":3664.15,"body":"there's the people so I was"},{"speaker":"Nick Lincoln","startTime":3661.45,"endTime":3664.15,"body":"just, I just wanna, I just want"},{"speaker":"Nick Lincoln","startTime":3664.15,"endTime":3667.45,"body":"to learn a bit about you. Right?"},{"speaker":"Nick Lincoln","startTime":3664.15,"endTime":3667.45,"body":"Is that okay? Okay, well, we're"},{"speaker":"Nick Lincoln","startTime":3667.45,"endTime":3669.64,"body":"gonna do three questions this"},{"speaker":"Nick Lincoln","startTime":3667.45,"endTime":3669.64,"body":"this episode maybe for future"},{"speaker":"Nick Lincoln","startTime":3669.64,"endTime":3671.92,"body":"episodes, cuz we've got so many"},{"speaker":"Nick Lincoln","startTime":3669.64,"endTime":3671.92,"body":"backed up. So the final one is"},{"speaker":"Nick Lincoln","startTime":3671.92,"endTime":3676.63,"body":"from Matthew Sinclair, who's on"},{"speaker":"Nick Lincoln","startTime":3671.92,"endTime":3676.63,"body":"Twitter as at map see Sinclair"},{"speaker":"Nick Lincoln","startTime":3676.66,"endTime":3682.75,"body":"also has got a LinkedIn profile."},{"speaker":"Nick Lincoln","startTime":3676.66,"endTime":3682.75,"body":"I am really enjoying that. I am"},{"speaker":"Nick Lincoln","startTime":3682.75,"endTime":3685.45,"body":"really enjoying the podcast and"},{"speaker":"Nick Lincoln","startTime":3682.75,"endTime":3685.45,"body":"listen to three last week on a"},{"speaker":"Nick Lincoln","startTime":3685.45,"endTime":3690.46,"body":"flight back from Lanza. Rati."},{"speaker":"Nick Lincoln","startTime":3685.45,"endTime":3690.46,"body":"Jesus. My question is about"},{"speaker":"Nick Lincoln","startTime":3690.46,"endTime":3692.77,"body":"suitability letters. In theory"},{"speaker":"Nick Lincoln","startTime":3690.46,"endTime":3692.77,"body":"this should be a document"},{"speaker":"Nick Lincoln","startTime":3692.77,"endTime":3695.08,"body":"focused on outlining to the"},{"speaker":"Nick Lincoln","startTime":3692.77,"endTime":3695.08,"body":"client clearly what is being"},{"speaker":"Nick Lincoln","startTime":3695.08,"endTime":3698.8599999999997,"body":"recommended. Recommended why and"},{"speaker":"Nick Lincoln","startTime":3695.08,"endTime":3698.8599999999997,"body":"any risk warnings however, often"},{"speaker":"Nick Lincoln","startTime":3698.8599999999997,"endTime":3701.17,"body":"they feel like a compliance"},{"speaker":"Nick Lincoln","startTime":3698.8599999999997,"endTime":3701.17,"body":"exercise designed to cover the"},{"speaker":"Nick Lincoln","startTime":3701.17,"endTime":3704.2,"body":"firm's ask for a complex new"},{"speaker":"Nick Lincoln","startTime":3701.17,"endTime":3704.2,"body":"client who's coming to the"},{"speaker":"Nick Lincoln","startTime":3704.2,"endTime":3708.0099999999998,"body":"office tomorrow. The report is"},{"speaker":"Nick Lincoln","startTime":3704.2,"endTime":3708.0099999999998,"body":"30 pages. I'm interested to know"},{"speaker":"Nick Lincoln","startTime":3708.0099999999998,"endTime":3710.7999999999997,"body":"how long your reports are. And"},{"speaker":"Nick Lincoln","startTime":3708.0099999999998,"endTime":3710.7999999999997,"body":"if you have any tips, we're"},{"speaker":"Nick Lincoln","startTime":3710.7999999999997,"endTime":3713.5,"body":"often told at events that a one"},{"speaker":"Nick Lincoln","startTime":3710.7999999999997,"endTime":3713.5,"body":"page report will be possible."},{"speaker":"Nick Lincoln","startTime":3713.68,"endTime":3716.8599999999997,"body":"But this will be a huge change"},{"speaker":"Nick Lincoln","startTime":3713.68,"endTime":3716.8599999999997,"body":"from 30 pages. I know colleague"},{"speaker":"Nick Lincoln","startTime":3716.8599999999997,"endTime":3720.22,"body":"noted, put your hands down. So"},{"speaker":"Nick Lincoln","startTime":3716.8599999999997,"endTime":3720.22,"body":"we'll come to in a second. I"},{"speaker":"Nick Lincoln","startTime":3720.22,"endTime":3722.47,"body":"think the one page report that's"},{"speaker":"Nick Lincoln","startTime":3720.22,"endTime":3722.47,"body":"talking more about the financial"},{"speaker":"Nick Lincoln","startTime":3722.47,"endTime":3725.17,"body":"planning report not the"},{"speaker":"Nick Lincoln","startTime":3722.47,"endTime":3725.17,"body":"compliance bit that has to go"},{"speaker":"Nick Lincoln","startTime":3725.17,"endTime":3730.5099999999998,"body":"with the product being"},{"speaker":"Nick Lincoln","startTime":3725.17,"endTime":3730.5099999999998,"body":"recommended. And mostly typical"},{"speaker":"Nick Lincoln","startTime":3730.5099999999998,"endTime":3733.99,"body":"as I pushed them right the limit"},{"speaker":"Nick Lincoln","startTime":3730.5099999999998,"endTime":3733.99,"body":"in terms of how scamp they are I"},{"speaker":"Nick Lincoln","startTime":3733.99,"endTime":3737.14,"body":"mean, they are brief and and"},{"speaker":"Nick Lincoln","startTime":3733.99,"endTime":3737.14,"body":"what I use your appendix so I"},{"speaker":"Nick Lincoln","startTime":3737.14,"endTime":3739.6,"body":"don't insert a bit less I will"},{"speaker":"Nick Lincoln","startTime":3737.14,"endTime":3739.6,"body":"not describe what pensioners are"},{"speaker":"Nick Lincoln","startTime":3739.6,"endTime":3742.8399999999997,"body":"one ICER is or what investment"},{"speaker":"Nick Lincoln","startTime":3739.6,"endTime":3742.8399999999997,"body":"risk is they will be appendix at"},{"speaker":"Nick Lincoln","startTime":3742.8399999999997,"endTime":3744.5499999999997,"body":"the back of the actual"},{"speaker":"Nick Lincoln","startTime":3742.8399999999997,"endTime":3744.5499999999997,"body":"suitability letter that's"},{"speaker":"Nick Lincoln","startTime":3744.58,"endTime":3748.69,"body":"written bespoke for the client"},{"speaker":"Nick Lincoln","startTime":3744.58,"endTime":3748.69,"body":"is about five pages long. And"},{"speaker":"Nick Lincoln","startTime":3748.69,"endTime":3750.97,"body":"you can get it all in there. And"},{"speaker":"Nick Lincoln","startTime":3748.69,"endTime":3750.97,"body":"what my compliance consultants"},{"speaker":"Nick Lincoln","startTime":3751.0,"endTime":3754.24,"body":"continually tell me they like in"},{"speaker":"Nick Lincoln","startTime":3751.0,"endTime":3754.24,"body":"my suitability letters, they are"},{"speaker":"Nick Lincoln","startTime":3754.24,"endTime":3757.06,"body":"very much about the soft facts"},{"speaker":"Nick Lincoln","startTime":3754.24,"endTime":3757.06,"body":"and the background to their most"},{"speaker":"Nick Lincoln","startTime":3757.06,"endTime":3759.46,"body":"recent interaction with the"},{"speaker":"Nick Lincoln","startTime":3757.06,"endTime":3759.46,"body":"client. The fact that I put in"},{"speaker":"Nick Lincoln","startTime":3759.46,"endTime":3763.69,"body":"there a cash flow chart that"},{"speaker":"Nick Lincoln","startTime":3759.46,"endTime":3763.69,"body":"underpins the advice. The"},{"speaker":"Nick Lincoln","startTime":3763.69,"endTime":3768.67,"body":"templates I see are horrendous,"},{"speaker":"Nick Lincoln","startTime":3763.69,"endTime":3768.67,"body":"horrendous thing. So by these"},{"speaker":"Nick Lincoln","startTime":3768.67,"endTime":3771.46,"body":"big compliance firms, they're"},{"speaker":"Nick Lincoln","startTime":3768.67,"endTime":3771.46,"body":"not they're not designed by"},{"speaker":"Nick Lincoln","startTime":3771.46,"endTime":3774.0699999999997,"body":"human beings, no human being"},{"speaker":"Nick Lincoln","startTime":3771.46,"endTime":3774.0699999999997,"body":"would design or want to read"},{"speaker":"Nick Lincoln","startTime":3774.0699999999997,"endTime":3777.25,"body":"that. That's my tuppence worth"},{"speaker":"Nick Lincoln","startTime":3774.0699999999997,"endTime":3777.25,"body":"there. Maybe Carl. And perhaps"},{"speaker":"Nick Lincoln","startTime":3777.2799999999997,"endTime":3779.5,"body":"Andy, as well might have a point"},{"speaker":"Nick Lincoln","startTime":3777.2799999999997,"endTime":3779.5,"body":"to raising this car. What would"},{"speaker":"Nick Lincoln","startTime":3779.5,"endTime":3779.83,"body":"you say?"},{"speaker":"Carl Widger","startTime":3781.72,"endTime":3784.24,"body":"First of all, which"},{"speaker":"Carl Widger","startTime":3781.72,"endTime":3784.24,"body":"one of you guys is volunteering"},{"speaker":"Carl Widger","startTime":3784.24,"endTime":3787.12,"body":"me to answer all the questions,"},{"speaker":"Carl Widger","startTime":3784.24,"endTime":3787.12,"body":"because I certainly didn't put"},{"speaker":"Carl Widger","startTime":3787.12,"endTime":3790.06,"body":"my initials beside all these"},{"speaker":"Carl Widger","startTime":3787.12,"endTime":3790.06,"body":"questions. Anyway."},{"speaker":"Nick Lincoln","startTime":3791.71,"endTime":3795.46,"body":"Before Christmas,"},{"speaker":"Nick Lincoln","startTime":3791.71,"endTime":3795.46,"body":"we went we went. We did, we did."},{"speaker":"Nick Lincoln","startTime":3795.49,"endTime":3797.8599999999997,"body":"We did annotate them with"},{"speaker":"Nick Lincoln","startTime":3795.49,"endTime":3797.8599999999997,"body":"initials. So you did my I"},{"speaker":"Carl Widger","startTime":3797.8599999999997,"endTime":3800.77,"body":"just got lucky, I"},{"speaker":"Carl Widger","startTime":3797.8599999999997,"endTime":3800.77,"body":"just got lucky that I got three"},{"speaker":"Carl Widger","startTime":3800.77,"endTime":3803.98,"body":"in a row today. Anyway, I do"},{"speaker":"Carl Widger","startTime":3800.77,"endTime":3803.98,"body":"have a bit of insight, because"},{"speaker":"Carl Widger","startTime":3803.98,"endTime":3806.5899999999997,"body":"we've done a lot of work on"},{"speaker":"Carl Widger","startTime":3803.98,"endTime":3806.5899999999997,"body":"this. And we try to figure this"},{"speaker":"Carl Widger","startTime":3806.5899999999997,"endTime":3811.06,"body":"out ourselves. Because Matthew"},{"speaker":"Carl Widger","startTime":3806.5899999999997,"endTime":3811.06,"body":"is right, like issuing a 30 page"},{"speaker":"Carl Widger","startTime":3811.06,"endTime":3814.48,"body":"report. But just a bunch of"},{"speaker":"Carl Widger","startTime":3811.06,"endTime":3814.48,"body":"compliance is just irrelevant to"},{"speaker":"Carl Widger","startTime":3814.48,"endTime":3818.56,"body":"everybody. So what we try to do"},{"speaker":"Carl Widger","startTime":3814.48,"endTime":3818.56,"body":"is, we do a one page financial"},{"speaker":"Carl Widger","startTime":3818.56,"endTime":3823.87,"body":"planning summary at the start."},{"speaker":"Carl Widger","startTime":3818.56,"endTime":3823.87,"body":"Okay. And then we do a kind of"},{"speaker":"Carl Widger","startTime":3823.87,"endTime":3828.6099999999997,"body":"we try and flesh that out over"},{"speaker":"Carl Widger","startTime":3823.87,"endTime":3828.6099999999997,"body":"the following. Maybe it might be"},{"speaker":"Carl Widger","startTime":3828.6099999999997,"endTime":3832.69,"body":"five or six pages. So it's like,"},{"speaker":"Carl Widger","startTime":3828.6099999999997,"endTime":3832.69,"body":"here's a summary of the product."},{"speaker":"Carl Widger","startTime":3832.72,"endTime":3836.17,"body":"And here's why. And just refer"},{"speaker":"Carl Widger","startTime":3832.72,"endTime":3836.17,"body":"back to that one page, financial"},{"speaker":"Carl Widger","startTime":3836.17,"endTime":3840.43,"body":"planning summary. And then we do"},{"speaker":"Carl Widger","startTime":3836.17,"endTime":3840.43,"body":"all of the compliance stuff that"},{"speaker":"Carl Widger","startTime":3840.43,"endTime":3845.7999999999997,"body":"has to go into to everything in"},{"speaker":"Carl Widger","startTime":3840.43,"endTime":3845.7999999999997,"body":"an appendix. So that's how we do"},{"speaker":"Carl Widger","startTime":3845.7999999999997,"endTime":3849.19,"body":"it. So it could well end up"},{"speaker":"Carl Widger","startTime":3845.7999999999997,"endTime":3849.19,"body":"being I don't I don't think"},{"speaker":"Carl Widger","startTime":3849.19,"endTime":3853.93,"body":"we've got 30 pages necessarily,"},{"speaker":"Carl Widger","startTime":3849.19,"endTime":3853.93,"body":"but it could be lengthy. But"},{"speaker":"Carl Widger","startTime":3853.93,"endTime":3857.0499999999997,"body":"it's very easy for us to focus"},{"speaker":"Carl Widger","startTime":3853.93,"endTime":3857.0499999999997,"body":"with the client on the important"},{"speaker":"Carl Widger","startTime":3857.0499999999997,"endTime":3862.27,"body":"bits. And almost always, it's"},{"speaker":"Carl Widger","startTime":3857.0499999999997,"endTime":3862.27,"body":"the that one page summary as"},{"speaker":"Carl Widger","startTime":3862.27,"endTime":3866.71,"body":"well. That meeting is focused on"},{"speaker":"Carl Widger","startTime":3862.27,"endTime":3866.71,"body":"the client and get a full copy"},{"speaker":"Carl Widger","startTime":3866.71,"endTime":3871.66,"body":"of the letter and can go through"},{"speaker":"Carl Widger","startTime":3866.71,"endTime":3871.66,"body":"it. But I don't know do many"},{"speaker":"Carl Widger","startTime":3871.69,"endTime":3875.95,"body":"clients actually go through that"},{"speaker":"Carl Widger","startTime":3871.69,"endTime":3875.95,"body":"word for word. But that's what"},{"speaker":"Carl Widger","startTime":3875.95,"endTime":3878.17,"body":"we do. And we found that that"},{"speaker":"Carl Widger","startTime":3875.95,"endTime":3878.17,"body":"works for us. And"},{"speaker":"Andy Hart","startTime":3879.1,"endTime":3882.94,"body":"I issue a client, a"},{"speaker":"Andy Hart","startTime":3879.1,"endTime":3882.94,"body":"financial master plan, that's"},{"speaker":"Andy Hart","startTime":3882.94,"endTime":3885.31,"body":"the output from voyant, the"},{"speaker":"Andy Hart","startTime":3882.94,"endTime":3885.31,"body":"financial planning software that"},{"speaker":"Andy Hart","startTime":3885.31,"endTime":3887.7999999999997,"body":"I use, it's got a one page"},{"speaker":"Andy Hart","startTime":3885.31,"endTime":3887.7999999999997,"body":"financial plan at the beginning,"},{"speaker":"Andy Hart","startTime":3887.7999999999997,"endTime":3891.31,"body":"and then an output of all the"},{"speaker":"Andy Hart","startTime":3887.7999999999997,"endTime":3891.31,"body":"data specifically to the"},{"speaker":"Andy Hart","startTime":3891.31,"endTime":3894.4,"body":"suitability letter, I just play"},{"speaker":"Andy Hart","startTime":3891.31,"endTime":3894.4,"body":"the game. I'm amazed that this"},{"speaker":"Andy Hart","startTime":3894.4,"endTime":3898.7799999999997,"body":"complex client has got only a 30"},{"speaker":"Andy Hart","startTime":3894.4,"endTime":3898.7799999999997,"body":"page suitability letter. I've"},{"speaker":"Andy Hart","startTime":3898.7799999999997,"endTime":3903.64,"body":"seen astronomical lenses suited."},{"speaker":"Andy Hart","startTime":3898.7799999999997,"endTime":3903.64,"body":"But yeah, it is. And I do play"},{"speaker":"Andy Hart","startTime":3903.64,"endTime":3906.73,"body":"the game, I use an outsource"},{"speaker":"Andy Hart","startTime":3903.64,"endTime":3906.73,"body":"paraplanning company that are"},{"speaker":"Andy Hart","startTime":3906.73,"endTime":3910.12,"body":"amazing. They make beautiful"},{"speaker":"Andy Hart","startTime":3906.73,"endTime":3910.12,"body":"reports, but they're incredibly"},{"speaker":"Andy Hart","startTime":3910.12,"endTime":3914.5899999999997,"body":"detailed and complex. I'm almost"},{"speaker":"Andy Hart","startTime":3910.12,"endTime":3914.5899999999997,"body":"certain the clients never read"},{"speaker":"Andy Hart","startTime":3914.5899999999997,"endTime":3917.41,"body":"them or start to glance through"},{"speaker":"Andy Hart","startTime":3914.5899999999997,"endTime":3917.41,"body":"them and get to I don't even"},{"speaker":"Andy Hart","startTime":3917.41,"endTime":3920.71,"body":"know what page or paragraph they"},{"speaker":"Andy Hart","startTime":3917.41,"endTime":3920.71,"body":"get to. I'm not too bothered, I"},{"speaker":"Andy Hart","startTime":3920.71,"endTime":3922.96,"body":"think you should just continue"},{"speaker":"Andy Hart","startTime":3920.71,"endTime":3922.96,"body":"to play the game issue"},{"speaker":"Andy Hart","startTime":3922.96,"endTime":3927.52,"body":"horrendously lengthy reports,"},{"speaker":"Andy Hart","startTime":3922.96,"endTime":3927.52,"body":"and just move on. All the good"},{"speaker":"Andy Hart","startTime":3927.52,"endTime":3930.0099999999998,"body":"stuff is done live with the"},{"speaker":"Andy Hart","startTime":3927.52,"endTime":3930.0099999999998,"body":"client, either via zoom or the"},{"speaker":"Andy Hart","startTime":3930.0099999999998,"endTime":3932.56,"body":"meeting, you know, you are the"},{"speaker":"Andy Hart","startTime":3930.0099999999998,"endTime":3932.56,"body":"financial plan, you are the"},{"speaker":"Andy Hart","startTime":3932.56,"endTime":3935.2,"body":"suitability letter. You're the"},{"speaker":"Andy Hart","startTime":3932.56,"endTime":3935.2,"body":"one that's you know, telling the"},{"speaker":"Andy Hart","startTime":3935.2,"endTime":3937.0,"body":"client do the right things with"},{"speaker":"Andy Hart","startTime":3935.2,"endTime":3937.0,"body":"investments in the right"},{"speaker":"Andy Hart","startTime":3937.0,"endTime":3940.0899999999997,"body":"products. Don't worry too much"},{"speaker":"Andy Hart","startTime":3937.0,"endTime":3940.0899999999997,"body":"about it. Just continue to issue"},{"speaker":"Andy Hart","startTime":3940.0899999999997,"endTime":3942.52,"body":"these horrendously long reports"},{"speaker":"Andy Hart","startTime":3940.0899999999997,"endTime":3942.52,"body":"because we got to play the game."},{"speaker":"Andy Hart","startTime":3943.0899999999997,"endTime":3943.42,"body":"Alan?"},{"speaker":"Alan Smith","startTime":3943.96,"endTime":3947.35,"body":"Yeah, just just"},{"speaker":"Alan Smith","startTime":3943.96,"endTime":3947.35,"body":"quickly, there's a lot we should"},{"speaker":"Alan Smith","startTime":3947.44,"endTime":3950.44,"body":"spend more time thinking about"},{"speaker":"Alan Smith","startTime":3947.44,"endTime":3950.44,"body":"design, design and layout of"},{"speaker":"Alan Smith","startTime":3950.44,"endTime":3953.2,"body":"information. So instead of just"},{"speaker":"Alan Smith","startTime":3950.44,"endTime":3953.2,"body":"having this sort of standard"},{"speaker":"Alan Smith","startTime":3953.2,"endTime":3956.56,"body":"Word, Word docs, that's it. It's"},{"speaker":"Alan Smith","startTime":3953.2,"endTime":3956.56,"body":"been a bit of time with Breakout"},{"speaker":"Alan Smith","startTime":3956.56,"endTime":3959.5,"body":"boxes and summaries and"},{"speaker":"Alan Smith","startTime":3956.56,"endTime":3959.5,"body":"checklists and bullet points,"},{"speaker":"Alan Smith","startTime":3959.5,"endTime":3962.08,"body":"all that sort of stuff. Build"},{"speaker":"Alan Smith","startTime":3959.5,"endTime":3962.08,"body":"that template. We're doing a"},{"speaker":"Alan Smith","startTime":3962.08,"endTime":3964.81,"body":"piece of work this year to just"},{"speaker":"Alan Smith","startTime":3962.08,"endTime":3964.81,"body":"try and improve on ours. That's"},{"speaker":"Alan Smith","startTime":3964.8399999999997,"endTime":3968.3199999999997,"body":"one thing, but there are some"},{"speaker":"Alan Smith","startTime":3964.8399999999997,"endTime":3968.3199999999997,"body":"compliance information but the"},{"speaker":"Alan Smith","startTime":3968.3199999999997,"endTime":3970.5099999999998,"body":"best world in the world with all"},{"speaker":"Alan Smith","startTime":3968.3199999999997,"endTime":3970.5099999999998,"body":"the best design in the world,"},{"speaker":"Alan Smith","startTime":3970.54,"endTime":3973.63,"body":"you never go into nail. And I"},{"speaker":"Alan Smith","startTime":3970.54,"endTime":3973.63,"body":"always see this in the very same"},{"speaker":"Alan Smith","startTime":3973.63,"endTime":3976.66,"body":"ways when you download some"},{"speaker":"Alan Smith","startTime":3973.63,"endTime":3976.66,"body":"something from Apple or Amazon"},{"speaker":"Alan Smith","startTime":3976.66,"endTime":3979.48,"body":"and you scroll on your phone,"},{"speaker":"Alan Smith","startTime":3976.66,"endTime":3979.48,"body":"like 1010 pages for the stuff,"},{"speaker":"Alan Smith","startTime":3979.48,"endTime":3982.93,"body":"you just you just click Accept."},{"speaker":"Alan Smith","startTime":3979.48,"endTime":3982.93,"body":"And he was exactly what it's"},{"speaker":"Alan Smith","startTime":3982.93,"endTime":3985.12,"body":"like that it's going to be okay."},{"speaker":"Alan Smith","startTime":3982.93,"endTime":3985.12,"body":"And this is the same sort of"},{"speaker":"Alan Smith","startTime":3985.12,"endTime":3987.0099999999998,"body":"thing just send this to the"},{"speaker":"Alan Smith","startTime":3985.12,"endTime":3987.0099999999998,"body":"client you can it's all there"},{"speaker":"Alan Smith","startTime":3987.0099999999998,"endTime":3990.5499999999997,"body":"is, is to protect both of us"},{"speaker":"Alan Smith","startTime":3987.0099999999998,"endTime":3990.5499999999997,"body":"both me and you, Mr. Client,"},{"speaker":"Alan Smith","startTime":3990.5499999999997,"endTime":3993.52,"body":"Mrs. Client and us. It's all"},{"speaker":"Alan Smith","startTime":3990.5499999999997,"endTime":3993.52,"body":"there if you want to go through"},{"speaker":"Alan Smith","startTime":3993.52,"endTime":3995.23,"body":"it by all means do so but"},{"speaker":"Alan Smith","startTime":3993.52,"endTime":3995.23,"body":"there's information we could"},{"speaker":"Alan Smith","startTime":3995.23,"endTime":3997.9,"body":"have you could send to you. And"},{"speaker":"Alan Smith","startTime":3995.23,"endTime":3997.9,"body":"you're never going to design"},{"speaker":"Alan Smith","startTime":3997.9,"endTime":3999.94,"body":"that beautifully. But the"},{"speaker":"Alan Smith","startTime":3997.9,"endTime":3999.94,"body":"headlines and the summaries and"},{"speaker":"Alan Smith","startTime":3999.94,"endTime":4002.16,"body":"the one pager you can make much"},{"speaker":"Alan Smith","startTime":3999.94,"endTime":4002.16,"body":"more accessible."},{"speaker":"Carl Widger","startTime":4002.819,"endTime":4004.799,"body":"And isn't that the"},{"speaker":"Carl Widger","startTime":4002.819,"endTime":4004.799,"body":"point? And we spoken about this"},{"speaker":"Carl Widger","startTime":4004.799,"endTime":4008.519,"body":"before? Right? So it's, it's,"},{"speaker":"Carl Widger","startTime":4004.799,"endTime":4008.519,"body":"it's a compliance document?"},{"speaker":"Carl Widger","startTime":4008.5789999999997,"endTime":4011.939,"body":"First and foremost, right? But"},{"speaker":"Carl Widger","startTime":4008.5789999999997,"endTime":4011.939,"body":"how can you turn that into"},{"speaker":"Carl Widger","startTime":4011.939,"endTime":4016.739,"body":"making that an advantage? So"},{"speaker":"Carl Widger","startTime":4011.939,"endTime":4016.739,"body":"make us you know, make the"},{"speaker":"Carl Widger","startTime":4016.739,"endTime":4020.189,"body":"presentation, make the design,"},{"speaker":"Carl Widger","startTime":4016.739,"endTime":4020.189,"body":"make it more beautiful, so that"},{"speaker":"Carl Widger","startTime":4020.189,"endTime":4024.449,"body":"it's easier, at least for the"},{"speaker":"Carl Widger","startTime":4020.189,"endTime":4024.449,"body":"clients to go through the things"},{"speaker":"Carl Widger","startTime":4024.449,"endTime":4027.689,"body":"that are really important"},{"speaker":"Carl Widger","startTime":4024.449,"endTime":4027.689,"body":"because Andy is right, all of"},{"speaker":"Carl Widger","startTime":4027.689,"endTime":4031.0789999999997,"body":"the all of the real work is done"},{"speaker":"Carl Widger","startTime":4027.689,"endTime":4031.0789999999997,"body":"in the presentation of the plan."},{"speaker":"Carl Widger","startTime":4031.439,"endTime":4035.0989999999997,"body":"But you can't afford not to do"},{"speaker":"Carl Widger","startTime":4031.439,"endTime":4035.0989999999997,"body":"this. You can't afford to get"},{"speaker":"Carl Widger","startTime":4035.0989999999997,"endTime":4038.549,"body":"this wrong. So why not just say,"},{"speaker":"Carl Widger","startTime":4035.0989999999997,"endTime":4038.549,"body":"Okay, well, if we're gonna do"},{"speaker":"Carl Widger","startTime":4038.549,"endTime":4041.969,"body":"it, let's, let's make ours the"},{"speaker":"Carl Widger","startTime":4038.549,"endTime":4041.969,"body":"very best. And like we've done"},{"speaker":"Carl Widger","startTime":4041.969,"endTime":4045.959,"body":"our so our terms of business"},{"speaker":"Carl Widger","startTime":4041.969,"endTime":4045.959,"body":"document that we have, I feel"},{"speaker":"Carl Widger","startTime":4045.959,"endTime":4049.409,"body":"it's the best one in the market."},{"speaker":"Carl Widger","startTime":4045.959,"endTime":4049.409,"body":"So we have made it, you know, as"},{"speaker":"Carl Widger","startTime":4049.409,"endTime":4053.669,"body":"good as we possibly can. So So"},{"speaker":"Carl Widger","startTime":4049.409,"endTime":4053.669,"body":"rather than all of these things"},{"speaker":"Carl Widger","startTime":4053.669,"endTime":4057.839,"body":"be a problem, how can we make"},{"speaker":"Carl Widger","startTime":4053.669,"endTime":4057.839,"body":"them take it as an advantage?"},{"speaker":"Carl Widger","startTime":4057.8689999999997,"endTime":4061.199,"body":"And again, this is advice I got"},{"speaker":"Carl Widger","startTime":4057.8689999999997,"endTime":4061.199,"body":"from Alan Smith about four years"},{"speaker":"Carl Widger","startTime":4061.199,"endTime":4065.0389999999998,"body":"ago. You know, I think Alan, you"},{"speaker":"Carl Widger","startTime":4061.199,"endTime":4065.0389999999998,"body":"said to me, I can't remember"},{"speaker":"Carl Widger","startTime":4065.0389999999998,"endTime":4069.029,"body":"exactly what he said. But rather"},{"speaker":"Carl Widger","startTime":4065.0389999999998,"endTime":4069.029,"body":"than making complaints being a"},{"speaker":"Carl Widger","startTime":4069.029,"endTime":4072.269,"body":"problem all the time, how can"},{"speaker":"Carl Widger","startTime":4069.029,"endTime":4072.269,"body":"you turn it to be in be an"},{"speaker":"Carl Widger","startTime":4072.269,"endTime":4075.449,"body":"advantage? And that's, you know,"},{"speaker":"Carl Widger","startTime":4072.269,"endTime":4075.449,"body":"I were so vague on"},{"speaker":"Alan Smith","startTime":4075.48,"endTime":4077.73,"body":"exactly that right?"},{"speaker":"Alan Smith","startTime":4075.48,"endTime":4077.73,"body":"Everyone else is moaning and"},{"speaker":"Alan Smith","startTime":4077.73,"endTime":4080.0099999999998,"body":"groaning about it and they're"},{"speaker":"Alan Smith","startTime":4077.73,"endTime":4080.0099999999998,"body":"still sending out these crap 30"},{"speaker":"Alan Smith","startTime":4080.0099999999998,"endTime":4083.25,"body":"page report to the clients hate"},{"speaker":"Alan Smith","startTime":4080.0099999999998,"endTime":4083.25,"body":"no one likes nobody. Okay, so"},{"speaker":"Alan Smith","startTime":4083.25,"endTime":4085.3199999999997,"body":"how we're going to be how are we"},{"speaker":"Alan Smith","startTime":4083.25,"endTime":4085.3199999999997,"body":"going to take advantage of that"},{"speaker":"Alan Smith","startTime":4085.3199999999997,"endTime":4088.0499999999997,"body":"situation, we're just going to"},{"speaker":"Alan Smith","startTime":4085.3199999999997,"endTime":4088.0499999999997,"body":"do better make it more engaged"},{"speaker":"Alan Smith","startTime":4088.0499999999997,"endTime":4090.0899999999997,"body":"and for clients got three"},{"speaker":"Alan Smith","startTime":4088.0499999999997,"endTime":4090.0899999999997,"body":"opportunities to be to three"},{"speaker":"Alan Smith","startTime":4090.0899999999997,"endTime":4092.43,"body":"different advisors. I know which"},{"speaker":"Alan Smith","startTime":4090.0899999999997,"endTime":4092.43,"body":"one is going to choose if the"},{"speaker":"Alan Smith","startTime":4092.43,"endTime":4095.13,"body":"information is much more"},{"speaker":"Alan Smith","startTime":4092.43,"endTime":4095.13,"body":"accessible and well designed."},{"speaker":"Carl Widger","startTime":4096.54,"endTime":4098.7,"body":"For example, look"},{"speaker":"Carl Widger","startTime":4096.54,"endTime":4098.7,"body":"at look at our website and look"},{"speaker":"Carl Widger","startTime":4098.7,"endTime":4100.53,"body":"at our terms of business"},{"speaker":"Carl Widger","startTime":4098.7,"endTime":4100.53,"body":"document because I think it's"},{"speaker":"Carl Widger","startTime":4100.53,"endTime":4102.18,"body":"bloody good. Mr. House."},{"speaker":"Andy Hart","startTime":4102.78,"endTime":4105.27,"body":"I just think pick"},{"speaker":"Andy Hart","startTime":4102.78,"endTime":4105.27,"body":"your battles. And Carl's gonna"},{"speaker":"Andy Hart","startTime":4105.27,"endTime":4108.66,"body":"get about 47 emails now asking"},{"speaker":"Andy Hart","startTime":4105.27,"endTime":4108.66,"body":"for is there any chance I can"},{"speaker":"Andy Hart","startTime":4108.66,"endTime":4112.38,"body":"have a copy of your client"},{"speaker":"Andy Hart","startTime":4108.66,"endTime":4112.38,"body":"agreement? No, bugger off. Yes."},{"speaker":"Andy Hart","startTime":4112.38,"endTime":4113.1900000000005,"body":"whines anyway,"},{"speaker":"Unknown","startTime":4113.97,"endTime":4115.9800000000005,"body":"it's on our website."},{"speaker":"Unknown","startTime":4113.97,"endTime":4115.9800000000005,"body":"Yeah, it's"},{"speaker":"Alan Smith","startTime":4115.9800000000005,"endTime":4118.83,"body":"free. And I didn't"},{"speaker":"Alan Smith","startTime":4115.9800000000005,"endTime":4118.83,"body":"even charge car for that"},{"speaker":"Alan Smith","startTime":4118.83,"endTime":4120.66,"body":"brilliant advice I gave him four"},{"speaker":"Alan Smith","startTime":4118.83,"endTime":4120.66,"body":"years ago."},{"speaker":"Unknown","startTime":4121.26,"endTime":4124.47,"body":"I think I gave the"},{"speaker":"Unknown","startTime":4121.26,"endTime":4124.47,"body":"other advice or any the other"},{"speaker":"Unknown","startTime":4124.9800000000005,"endTime":4126.06,"body":"five years ago I have"},{"speaker":"Nick Lincoln","startTime":4128.04,"endTime":4130.53,"body":"simmered down"},{"speaker":"Nick Lincoln","startTime":4128.04,"endTime":4130.53,"body":"travel hacks simmer down right I"},{"speaker":"Nick Lincoln","startTime":4130.53,"endTime":4133.2300000000005,"body":"think we've done this questions"},{"speaker":"Nick Lincoln","startTime":4130.53,"endTime":4133.2300000000005,"body":"there there justice. Let's move"},{"speaker":"Nick Lincoln","startTime":4133.2300000000005,"endTime":4139.47,"body":"on to what many people call the"},{"speaker":"Nick Lincoln","startTime":4133.2300000000005,"endTime":4139.47,"body":"culture corner. Right No"},{"speaker":"Nick Lincoln","startTime":4139.47,"endTime":4141.6900000000005,"body":"particular order. I'll start"},{"speaker":"Nick Lincoln","startTime":4139.47,"endTime":4141.6900000000005,"body":"with you Andy. Because you"},{"speaker":"Nick Lincoln","startTime":4141.6900000000005,"endTime":4143.9400000000005,"body":"always get to go live. We'll"},{"speaker":"Nick Lincoln","startTime":4141.6900000000005,"endTime":4143.9400000000005,"body":"start with your culture corner."},{"speaker":"Nick Lincoln","startTime":4144.33,"endTime":4147.54,"body":"you're recommending a book Rich,"},{"speaker":"Nick Lincoln","startTime":4144.33,"endTime":4147.54,"body":"wiser happier, tell us about it"},{"speaker":"Nick Lincoln","startTime":4147.54,"endTime":4148.02,"body":"my different."},{"speaker":"Andy Hart","startTime":4148.86,"endTime":4151.32,"body":"The book richer,"},{"speaker":"Andy Hart","startTime":4148.86,"endTime":4151.32,"body":"wiser happier how the world's"},{"speaker":"Andy Hart","startTime":4151.32,"endTime":4154.6500000000005,"body":"greatest investors, when in"},{"speaker":"Andy Hart","startTime":4151.32,"endTime":4154.6500000000005,"body":"markets and life. I think the"},{"speaker":"Andy Hart","startTime":4154.6500000000005,"endTime":4157.11,"body":"life actually is what's a bit"},{"speaker":"Andy Hart","startTime":4154.6500000000005,"endTime":4157.11,"body":"more interesting about this"},{"speaker":"Andy Hart","startTime":4157.11,"endTime":4161.37,"body":"book. I think he the author,"},{"speaker":"Andy Hart","startTime":4157.11,"endTime":4161.37,"body":"English guy spends quite a bit"},{"speaker":"Andy Hart","startTime":4161.37,"endTime":4167.28,"body":"of time in the US spend sort of"},{"speaker":"Andy Hart","startTime":4161.37,"endTime":4167.28,"body":"follows around 10 to 15 famous"},{"speaker":"Andy Hart","startTime":4167.28,"endTime":4172.71,"body":"investors, Charlie Munger,"},{"speaker":"Andy Hart","startTime":4167.28,"endTime":4172.71,"body":"Mohnish pabrai. John Templeton"},{"speaker":"Andy Hart","startTime":4172.74,"endTime":4175.92,"body":"and spends time in their homes"},{"speaker":"Andy Hart","startTime":4172.74,"endTime":4175.92,"body":"and where they live and how they"},{"speaker":"Andy Hart","startTime":4175.95,"endTime":4179.19,"body":"sort of do their routines. It's"},{"speaker":"Andy Hart","startTime":4175.95,"endTime":4179.19,"body":"a decent book, really, really"},{"speaker":"Andy Hart","startTime":4179.19,"endTime":4182.67,"body":"decent book. I love hearing"},{"speaker":"Andy Hart","startTime":4179.19,"endTime":4182.67,"body":"about these sort of eccentric"},{"speaker":"Andy Hart","startTime":4182.67,"endTime":4187.89,"body":"trader characters, Joe Lewis,"},{"speaker":"Andy Hart","startTime":4182.67,"endTime":4187.89,"body":"the currency trader. Yeah. If"},{"speaker":"Andy Hart","startTime":4187.89,"endTime":4191.13,"body":"you're into that sort of stuff,"},{"speaker":"Andy Hart","startTime":4187.89,"endTime":4191.13,"body":"as I say, it's the more about"},{"speaker":"Andy Hart","startTime":4191.13,"endTime":4193.83,"body":"their insights and wisdom around"},{"speaker":"Andy Hart","startTime":4191.13,"endTime":4193.83,"body":"life that I find a little bit"},{"speaker":"Andy Hart","startTime":4193.83,"endTime":4197.25,"body":"more interesting than their sort"},{"speaker":"Andy Hart","startTime":4193.83,"endTime":4197.25,"body":"of trading records. But yeah, a"},{"speaker":"Andy Hart","startTime":4197.25,"endTime":4200.13,"body":"decent book. Well, well worth a"},{"speaker":"Andy Hart","startTime":4197.25,"endTime":4200.13,"body":"read or listen."},{"speaker":"Nick Lincoln","startTime":4200.97,"endTime":4203.55,"body":"Okay, thank you"},{"speaker":"Nick Lincoln","startTime":4200.97,"endTime":4203.55,"body":"very much, Andy. My one is to a"},{"speaker":"Nick Lincoln","startTime":4203.55,"endTime":4206.76,"body":"book mine is a book called"},{"speaker":"Nick Lincoln","startTime":4203.55,"endTime":4206.76,"body":"Midnight in Sicily by Peter Rob"},{"speaker":"Nick Lincoln","startTime":4206.76,"endTime":4209.79,"body":"is a book that came out in 1997."},{"speaker":"Nick Lincoln","startTime":4206.76,"endTime":4209.79,"body":"I've read it a couple of times,"},{"speaker":"Nick Lincoln","startTime":4210.2699999999995,"endTime":4213.21,"body":"and is front of mind for me"},{"speaker":"Nick Lincoln","startTime":4210.2699999999995,"endTime":4213.21,"body":"because the lovely Penelope and"},{"speaker":"Nick Lincoln","startTime":4213.21,"endTime":4216.72,"body":"I TLP. We're going to Sicily in"},{"speaker":"Nick Lincoln","startTime":4213.21,"endTime":4216.72,"body":"the summer holidays for a week"},{"speaker":"Nick Lincoln","startTime":4216.75,"endTime":4220.62,"body":"and it's a fantastic beautiful"},{"speaker":"Nick Lincoln","startTime":4216.75,"endTime":4220.62,"body":"island. I mentioned White Lotus"},{"speaker":"Nick Lincoln","startTime":4220.62,"endTime":4223.59,"body":"a few weeks ago the series set"},{"speaker":"Nick Lincoln","startTime":4220.62,"endTime":4223.59,"body":"in Sicily. Midnight in Sicily by"},{"speaker":"Nick Lincoln","startTime":4223.59,"endTime":4226.26,"body":"Peter Rob is a book it's a"},{"speaker":"Nick Lincoln","startTime":4223.59,"endTime":4226.26,"body":"nonfiction book about the"},{"speaker":"Nick Lincoln","startTime":4226.68,"endTime":4228.03,"body":"corrupt gone."},{"speaker":"Andy Hart","startTime":4228.9,"endTime":4230.37,"body":"Are you flying with"},{"speaker":"Andy Hart","startTime":4228.9,"endTime":4230.37,"body":"Sicily"},{"speaker":"Nick Lincoln","startTime":4231.45,"endTime":4236.34,"body":"ECDA EasyJet guard"},{"speaker":"Nick Lincoln","startTime":4231.45,"endTime":4236.34,"body":"do not go down there. Change"},{"speaker":"Nick Lincoln","startTime":4236.34,"endTime":4239.67,"body":"changing names on once you've"},{"speaker":"Nick Lincoln","startTime":4236.34,"endTime":4239.67,"body":"booked up tickets 55 quid per"},{"speaker":"Nick Lincoln","startTime":4239.67,"endTime":4240.51,"body":"flight each way."},{"speaker":"Unknown","startTime":4241.08,"endTime":4242.43,"body":"Anyway, you booked Nick"},{"speaker":"Nick Lincoln","startTime":4243.84,"endTime":4245.73,"body":"got over that"},{"speaker":"Nick Lincoln","startTime":4243.84,"endTime":4245.73,"body":"anxiety midnight in Sicily by"},{"speaker":"Nick Lincoln","startTime":4245.73,"endTime":4248.94,"body":"Peter Robbins a book about the"},{"speaker":"Nick Lincoln","startTime":4245.73,"endTime":4248.94,"body":"corruption in Sicily and how the"},{"speaker":"Nick Lincoln","startTime":4248.94,"endTime":4251.58,"body":"Christian Democratic Party which"},{"speaker":"Nick Lincoln","startTime":4248.94,"endTime":4251.58,"body":"was the ruling party of Italy"},{"speaker":"Nick Lincoln","startTime":4251.82,"endTime":4255.96,"body":"since the Second World War."},{"speaker":"Nick Lincoln","startTime":4251.82,"endTime":4255.96,"body":"Giulio Andreotti was the Prime"},{"speaker":"Nick Lincoln","startTime":4255.96,"endTime":4260.13,"body":"Minister about seven times over"},{"speaker":"Nick Lincoln","startTime":4255.96,"endTime":4260.13,"body":"that period. And he and how"},{"speaker":"Nick Lincoln","startTime":4260.13,"endTime":4262.53,"body":"important Sicily was to winning"},{"speaker":"Nick Lincoln","startTime":4260.13,"endTime":4262.53,"body":"the elections of the Christian"},{"speaker":"Nick Lincoln","startTime":4262.53,"endTime":4265.83,"body":"Democrats and they have the"},{"speaker":"Nick Lincoln","startTime":4262.53,"endTime":4265.83,"body":"mafia. You have this corrupt"},{"speaker":"Nick Lincoln","startTime":4265.83,"endTime":4269.58,"body":"Sicilian political system. You"},{"speaker":"Nick Lincoln","startTime":4265.83,"endTime":4269.58,"body":"have Giulio Andreotti who I"},{"speaker":"Nick Lincoln","startTime":4269.58,"endTime":4272.8499999999995,"body":"think in the end was indicted,"},{"speaker":"Nick Lincoln","startTime":4269.58,"endTime":4272.8499999999995,"body":"which initially is a miracle."},{"speaker":"Nick Lincoln","startTime":4273.51,"endTime":4276.48,"body":"But the book weaves that in also"},{"speaker":"Nick Lincoln","startTime":4273.51,"endTime":4276.48,"body":"with the art and the history And"},{"speaker":"Nick Lincoln","startTime":4276.48,"endTime":4279.21,"body":"the music and the food of Cisco."},{"speaker":"Nick Lincoln","startTime":4276.48,"endTime":4279.21,"body":"It's a really, really nice book"},{"speaker":"Nick Lincoln","startTime":4279.21,"endTime":4281.64,"body":"midnight asleep by Peter Robb."},{"speaker":"Nick Lincoln","startTime":4279.21,"endTime":4281.64,"body":"As ever with all of these"},{"speaker":"Nick Lincoln","startTime":4281.64,"endTime":4283.92,"body":"things, there'll be a link in"},{"speaker":"Nick Lincoln","startTime":4281.64,"endTime":4283.92,"body":"the so called show notes. Mr."},{"speaker":"Nick Lincoln","startTime":4283.92,"endTime":4287.04,"body":"Smith, the shaping wealth"},{"speaker":"Nick Lincoln","startTime":4283.92,"endTime":4287.04,"body":"program"},{"speaker":"Alan Smith","startTime":4287.16,"endTime":4289.29,"body":"where you're just"},{"speaker":"Alan Smith","startTime":4287.16,"endTime":4289.29,"body":"bringing it back, Cecily. Sounds"},{"speaker":"Alan Smith","startTime":4289.29,"endTime":4292.98,"body":"great, but bring it back into"},{"speaker":"Alan Smith","startTime":4289.29,"endTime":4292.98,"body":"our regular jobs. Shipping"},{"speaker":"Alan Smith","startTime":4292.98,"endTime":4297.33,"body":"wealth program is created by a"},{"speaker":"Alan Smith","startTime":4292.98,"endTime":4297.33,"body":"friend of mine, Brian Portnoy, I"},{"speaker":"Alan Smith","startTime":4297.33,"endTime":4302.49,"body":"mentioned his book on this"},{"speaker":"Alan Smith","startTime":4297.33,"endTime":4302.49,"body":"before geometry of wealth. This"},{"speaker":"Alan Smith","startTime":4302.49,"endTime":4305.7,"body":"is, I think, there is no doubt"},{"speaker":"Alan Smith","startTime":4302.49,"endTime":4305.7,"body":"that we all I think we all"},{"speaker":"Alan Smith","startTime":4305.7,"endTime":4308.79,"body":"believe that going forward, the"},{"speaker":"Alan Smith","startTime":4305.7,"endTime":4308.79,"body":"hope behavioral piece is going"},{"speaker":"Alan Smith","startTime":4308.79,"endTime":4310.89,"body":"to be more important for"},{"speaker":"Alan Smith","startTime":4308.79,"endTime":4310.89,"body":"advisors, it already isn't going"},{"speaker":"Alan Smith","startTime":4310.89,"endTime":4314.34,"body":"to be increasingly more so as"},{"speaker":"Alan Smith","startTime":4310.89,"endTime":4314.34,"body":"everyone wakes up to the idea"},{"speaker":"Alan Smith","startTime":4314.34,"endTime":4319.26,"body":"that investment management is"},{"speaker":"Alan Smith","startTime":4314.34,"endTime":4319.26,"body":"increasingly commoditized. And"},{"speaker":"Alan Smith","startTime":4319.44,"endTime":4323.0999999999995,"body":"this This is a program that"},{"speaker":"Alan Smith","startTime":4319.44,"endTime":4323.0999999999995,"body":"might we're piloting or my"},{"speaker":"Alan Smith","startTime":4323.0999999999995,"endTime":4327.96,"body":"colleague is going to start on"},{"speaker":"Alan Smith","startTime":4323.0999999999995,"endTime":4327.96,"body":"that this month. Friend of the"},{"speaker":"Alan Smith","startTime":4327.96,"endTime":4332.16,"body":"podcast Dan Hale it some of you"},{"speaker":"Alan Smith","startTime":4327.96,"endTime":4332.16,"body":"will know good egg he's been on"},{"speaker":"Alan Smith","startTime":4332.22,"endTime":4335.49,"body":"this program and on it last year"},{"speaker":"Alan Smith","startTime":4332.22,"endTime":4335.49,"body":"and said it's use his words it"},{"speaker":"Alan Smith","startTime":4335.49,"endTime":4338.28,"body":"was transformational, both on a"},{"speaker":"Alan Smith","startTime":4335.49,"endTime":4338.28,"body":"personal basis and a"},{"speaker":"Alan Smith","startTime":4338.28,"endTime":4343.0199999999995,"body":"professional basis. So worth"},{"speaker":"Alan Smith","startTime":4338.28,"endTime":4343.0199999999995,"body":"checking out put a show put a"},{"speaker":"Alan Smith","startTime":4343.0199999999995,"endTime":4345.63,"body":"link to the put it in the show"},{"speaker":"Alan Smith","startTime":4343.0199999999995,"endTime":4345.63,"body":"notes."},{"speaker":"Nick Lincoln","startTime":4346.47,"endTime":4349.11,"body":"Great stuff. And"},{"speaker":"Nick Lincoln","startTime":4346.47,"endTime":4349.11,"body":"last but not least the watch"},{"speaker":"Nick Lincoln","startTime":4349.11,"endTime":4351.63,"body":"Meister bad sisters, my friend"},{"speaker":"Nick Lincoln","startTime":4349.11,"endTime":4351.63,"body":"tell us about that."},{"speaker":"Carl Widger","startTime":4352.44,"endTime":4355.41,"body":"Yeah, last week I"},{"speaker":"Carl Widger","startTime":4352.44,"endTime":4355.41,"body":"spoke about a book by Paul"},{"speaker":"Carl Widger","startTime":4355.41,"endTime":4359.58,"body":"Hewson, aka Bonnel. This week"},{"speaker":"Carl Widger","startTime":4355.41,"endTime":4359.58,"body":"I'm talking about a Netflix"},{"speaker":"Carl Widger","startTime":4359.61,"endTime":4361.68,"body":"although it's not actually"},{"speaker":"Carl Widger","startTime":4359.61,"endTime":4361.68,"body":"Netflix, I think is on Apple or"},{"speaker":"Carl Widger","startTime":4361.68,"endTime":4365.91,"body":"one of those. It's a series"},{"speaker":"Carl Widger","startTime":4361.68,"endTime":4365.91,"body":"called Bad sisters and Banos"},{"speaker":"Carl Widger","startTime":4365.91,"endTime":4369.63,"body":"daughter Eve Hewson is in it"},{"speaker":"Carl Widger","startTime":4365.91,"endTime":4369.63,"body":"it's absolutely brilliant. If"},{"speaker":"Carl Widger","startTime":4369.63,"endTime":4373.14,"body":"anybody like me is in the middle"},{"speaker":"Carl Widger","startTime":4369.63,"endTime":4373.14,"body":"of dry January and you are"},{"speaker":"Carl Widger","startTime":4373.14,"endTime":4378.42,"body":"looking for things to do get on"},{"speaker":"Carl Widger","startTime":4373.14,"endTime":4378.42,"body":"10 parts it's absolutely it's"},{"speaker":"Carl Widger","startTime":4378.42,"endTime":4382.83,"body":"intriguing on it's funny on its"},{"speaker":"Carl Widger","startTime":4378.42,"endTime":4382.83,"body":"soul well acted just absolutely"},{"speaker":"Carl Widger","startTime":4382.83,"endTime":4387.15,"body":"brilliant bad sisters go and get"},{"speaker":"Carl Widger","startTime":4382.83,"endTime":4387.15,"body":"on it. Cool."},{"speaker":"Nick Lincoln","startTime":4387.21,"endTime":4389.5199999999995,"body":"Okay, there we go."},{"speaker":"Nick Lincoln","startTime":4387.21,"endTime":4389.5199999999995,"body":"Listen, we're coming out of that"},{"speaker":"Nick Lincoln","startTime":4389.55,"endTime":4393.0,"body":"71 minutes for this episode. I"},{"speaker":"Nick Lincoln","startTime":4389.55,"endTime":4393.0,"body":"think we've done our Trappists a"},{"speaker":"Nick Lincoln","startTime":4393.0,"endTime":4395.7,"body":"good turn today as a really good"},{"speaker":"Nick Lincoln","startTime":4393.0,"endTime":4395.7,"body":"effort enjoyed that so the next"},{"speaker":"Nick Lincoln","startTime":4395.7,"endTime":4397.83,"body":"one episode 12 will count we"},{"speaker":"Nick Lincoln","startTime":4395.7,"endTime":4397.83,"body":"will carry forward the client"},{"speaker":"Nick Lincoln","startTime":4397.83,"endTime":4400.74,"body":"acquisition process because Mr."},{"speaker":"Nick Lincoln","startTime":4397.83,"endTime":4400.74,"body":"Smith has some more stories to"},{"speaker":"Nick Lincoln","startTime":4400.74,"endTime":4403.89,"body":"divulge so oh yes so yes I hope"},{"speaker":"Nick Lincoln","startTime":4400.74,"endTime":4403.89,"body":"you been wait the wait the two"},{"speaker":"Nick Lincoln","startTime":4403.89,"endTime":4406.86,"body":"weeks for that for the next set"},{"speaker":"Nick Lincoln","startTime":4403.89,"endTime":4406.86,"body":"of stories as ever please please"},{"speaker":"Nick Lincoln","startTime":4406.86,"endTime":4411.15,"body":"please do leave a review on"},{"speaker":"Nick Lincoln","startTime":4406.86,"endTime":4411.15,"body":"iTunes or six out of five stars"},{"speaker":"Nick Lincoln","startTime":4411.15,"endTime":4413.61,"body":"it really really does help us"},{"speaker":"Nick Lincoln","startTime":4411.15,"endTime":4413.61,"body":"get up the rankings and"},{"speaker":"Nick Lincoln","startTime":4415.65,"endTime":4419.25,"body":"subscribe on YouTube like on"},{"speaker":"Nick Lincoln","startTime":4415.65,"endTime":4419.25,"body":"YouTube whatever if you want to"},{"speaker":"Nick Lincoln","startTime":4419.25,"endTime":4419.5199999999995,"body":"watch a"},{"speaker":"Alan Smith","startTime":4419.5199999999995,"endTime":4422.19,"body":"scribe subscribe on"},{"speaker":"Alan Smith","startTime":4419.5199999999995,"endTime":4422.19,"body":"the podcast as well the platform"},{"speaker":"Nick Lincoln","startTime":4423.54,"endTime":4424.71,"body":"yeah yeah, we'll"},{"speaker":"Carl Widger","startTime":4425.8499999999995,"endTime":4428.88,"body":"vote on Twitter for"},{"speaker":"Carl Widger","startTime":4425.8499999999995,"endTime":4428.88,"body":"who's who should be reading out"},{"speaker":"Carl Widger","startTime":4428.88,"endTime":4430.11,"body":"the reviews from now on"},{"speaker":"Andy Hart","startTime":4430.14,"endTime":4432.2699999999995,"body":"Yeah, I'll give it"},{"speaker":"Andy Hart","startTime":4430.14,"endTime":4432.2699999999995,"body":"back right next time sorry about"},{"speaker":"Alan Smith","startTime":4434.16,"endTime":4437.8499999999995,"body":"you do it call your"},{"speaker":"Alan Smith","startTime":4434.16,"endTime":4437.8499999999995,"body":"dulcet Irish definitely no limit"},{"speaker":"Unknown","startTime":4437.8499999999995,"endTime":4440.04,"body":"you you know that"},{"speaker":"Andy Hart","startTime":4440.13,"endTime":4443.61,"body":"I believe are"},{"speaker":"Andy Hart","startTime":4440.13,"endTime":4443.61,"body":"grammatically correct so I can"},{"speaker":"Andy Hart","startTime":4443.61,"endTime":4444.33,"body":"read it I'm looking on"},{"speaker":"Nick Lincoln","startTime":4444.33,"endTime":4446.04,"body":"Twitter there is a"},{"speaker":"Nick Lincoln","startTime":4444.33,"endTime":4446.04,"body":"trending there's a trending"},{"speaker":"Nick Lincoln","startTime":4446.25,"endTime":4450.03,"body":"hashtag on Twitter ABN anything"},{"speaker":"Nick Lincoln","startTime":4446.25,"endTime":4450.03,"body":"but Hart ABA Jr. And he's trying"},{"speaker":"Nick Lincoln","startTime":4450.03,"endTime":4453.54,"body":"to be anyone. Right Jen?"},{"speaker":"Alan Smith","startTime":4453.57,"endTime":4455.79,"body":"And if anyone and if"},{"speaker":"Alan Smith","startTime":4453.57,"endTime":4455.79,"body":"and remember fourth of February"},{"speaker":"Alan Smith","startTime":4455.79,"endTime":4458.73,"body":"if anyone's around, come and"},{"speaker":"Alan Smith","startTime":4455.79,"endTime":4458.73,"body":"meet us for a couple of pints"},{"speaker":"Alan Smith","startTime":4458.73,"endTime":4459.45,"body":"and watch the rugby"},{"speaker":"Nick Lincoln","startTime":4459.78,"endTime":4461.5199999999995,"body":"at the Royal Oak"},{"speaker":"Nick Lincoln","startTime":4459.78,"endTime":4461.5199999999995,"body":"in Marylebone they'll be linked"},{"speaker":"Nick Lincoln","startTime":4461.5199999999995,"endTime":4464.61,"body":"to that pub in the in the so"},{"speaker":"Nick Lincoln","startTime":4461.5199999999995,"endTime":4464.61,"body":"called channels. Gents bugger."},{"speaker":"Nick Lincoln","startTime":4466.68,"endTime":4469.41,"body":"And Trappists will speak with"},{"speaker":"Nick Lincoln","startTime":4466.68,"endTime":4469.41,"body":"you in two weeks time. Take"},{"speaker":"Nick Lincoln","startTime":4469.41,"endTime":4472.44,"body":"care. Bye, cheerio. Bye bye,"},{"speaker":"Nick Lincoln","startTime":4469.41,"endTime":4472.44,"body":"everybody."}]}