{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":8.28,"endTime":13.32,"body":"Welcome to The Real"},{"speaker":"Unknown","startTime":8.28,"endTime":13.32,"body":"advisor podcast, t r a p twerp."},{"speaker":"Unknown","startTime":13.71,"endTime":16.92,"body":"Please follow us and join in the"},{"speaker":"Unknown","startTime":13.71,"endTime":16.92,"body":"conversation on Twitter at"},{"speaker":"Unknown","startTime":16.92,"endTime":20.67,"body":"advisor podcast where you can"},{"speaker":"Unknown","startTime":16.92,"endTime":20.67,"body":"suggest ideas and themes you'd"},{"speaker":"Unknown","startTime":20.67,"endTime":24.12,"body":"like the truck team to discuss."},{"speaker":"Unknown","startTime":20.67,"endTime":24.12,"body":"Also remember to like and"},{"speaker":"Unknown","startTime":24.12,"endTime":27.78,"body":"subscribe to our YouTube channel"},{"speaker":"Unknown","startTime":24.12,"endTime":27.78,"body":"and leave a six out of five star"},{"speaker":"Unknown","startTime":27.78,"endTime":31.74,"body":"review on iTunes. Doing all this"},{"speaker":"Unknown","startTime":27.78,"endTime":31.74,"body":"really, really helps us which"},{"speaker":"Unknown","startTime":31.74,"endTime":35.19,"body":"means we can do more to help"},{"speaker":"Unknown","startTime":31.74,"endTime":35.19,"body":"you. Now let's head over to the"},{"speaker":"Unknown","startTime":35.19,"endTime":37.5,"body":"studio for the latest pilot"},{"speaker":"Unknown","startTime":35.19,"endTime":37.5,"body":"trap."},{"speaker":"Nick Lincoln","startTime":42.479,"endTime":44.849,"body":"Yes, indeed, their"},{"speaker":"Nick Lincoln","startTime":42.479,"endTime":44.849,"body":"trap is welcome back to what"},{"speaker":"Nick Lincoln","startTime":44.849,"endTime":48.629,"body":"many people are calling episode"},{"speaker":"Nick Lincoln","startTime":44.849,"endTime":48.629,"body":"19 of the real advisor podcast,"},{"speaker":"Nick Lincoln","startTime":49.079,"endTime":52.859,"body":"T R A P trap. My name is Nick"},{"speaker":"Nick Lincoln","startTime":49.079,"endTime":52.859,"body":"Lincoln and joining me as ever"},{"speaker":"Nick Lincoln","startTime":52.889,"endTime":56.189,"body":"are the three other Horsemen of"},{"speaker":"Nick Lincoln","startTime":52.889,"endTime":56.189,"body":"the Apocalypse and the heart"},{"speaker":"Nick Lincoln","startTime":56.219,"endTime":60.239,"body":"call the voice widger and Alan"},{"speaker":"Nick Lincoln","startTime":56.219,"endTime":60.239,"body":"the storyteller Smith Now"},{"speaker":"Nick Lincoln","startTime":60.239,"endTime":63.509,"body":"gentlemen, we have a show packed"},{"speaker":"Nick Lincoln","startTime":60.239,"endTime":63.509,"body":"full of absolutely nothing. So"},{"speaker":"Nick Lincoln","startTime":63.509,"endTime":66.539,"body":"let's start unpacking it"},{"speaker":"Nick Lincoln","startTime":63.509,"endTime":66.539,"body":"straightaway. I think we'll do"},{"speaker":"Nick Lincoln","startTime":66.599,"endTime":68.969,"body":"as we normally do. We'll go to"},{"speaker":"Nick Lincoln","startTime":66.599,"endTime":68.969,"body":"Mr. Hart to read out in his"},{"speaker":"Nick Lincoln","startTime":68.969,"endTime":73.439,"body":"quintessentially upbeat tempo"},{"speaker":"Nick Lincoln","startTime":68.969,"endTime":73.439,"body":"and style. Three more reviews of"},{"speaker":"Nick Lincoln","startTime":73.439,"endTime":73.769,"body":"crap."},{"speaker":"Andy Hart","startTime":74.73,"endTime":76.74,"body":"Yeah, over to me, the"},{"speaker":"Andy Hart","startTime":74.73,"endTime":76.74,"body":"reviews are still coming in."},{"speaker":"Andy Hart","startTime":76.74,"endTime":79.47,"body":"It's fantastic. We've got so"},{"speaker":"Andy Hart","startTime":76.74,"endTime":79.47,"body":"many reviews, please do keep"},{"speaker":"Andy Hart","startTime":79.47,"endTime":82.02,"body":"them coming in and I'll read"},{"speaker":"Andy Hart","startTime":79.47,"endTime":82.02,"body":"them out in the show. First up,"},{"speaker":"Andy Hart","startTime":82.02,"endTime":85.32,"body":"we have the review from two"},{"speaker":"Andy Hart","startTime":82.02,"endTime":85.32,"body":"combs compulsory and"},{"speaker":"Andy Hart","startTime":85.32,"endTime":88.65,"body":"entertaining five stars. A"},{"speaker":"Andy Hart","startTime":85.32,"endTime":88.65,"body":"totally refreshing podcast aimed"},{"speaker":"Andy Hart","startTime":88.65,"endTime":91.41,"body":"squarely at proper financial"},{"speaker":"Andy Hart","startTime":88.65,"endTime":91.41,"body":"planners no punches held. And"},{"speaker":"Andy Hart","startTime":91.41,"endTime":95.85,"body":"thank goodness for that. Let the"},{"speaker":"Andy Hart","startTime":91.41,"endTime":95.85,"body":"truth out next up is Toby Heinz"},{"speaker":"Andy Hart","startTime":95.85,"endTime":98.25,"body":"who I've met in person, I think"},{"speaker":"Andy Hart","startTime":95.85,"endTime":98.25,"body":"a few other people on the call"},{"speaker":"Andy Hart","startTime":98.25,"endTime":101.1,"body":"have golden nuggets in every"},{"speaker":"Andy Hart","startTime":98.25,"endTime":101.1,"body":"episode five stars as a"},{"speaker":"Andy Hart","startTime":101.1,"endTime":103.5,"body":"relatively new advisor with a"},{"speaker":"Andy Hart","startTime":101.1,"endTime":103.5,"body":"real passion for full fat"},{"speaker":"Andy Hart","startTime":103.5,"endTime":106.14,"body":"planning. I'm finding the"},{"speaker":"Andy Hart","startTime":103.5,"endTime":106.14,"body":"content of this podcast,"},{"speaker":"Andy Hart","startTime":106.14,"endTime":108.72,"body":"invaluable, knowledgeable,"},{"speaker":"Andy Hart","startTime":106.14,"endTime":108.72,"body":"experienced guys doing the job"},{"speaker":"Andy Hart","startTime":108.72,"endTime":111.81,"body":"for the right reasons, and doing"},{"speaker":"Andy Hart","startTime":108.72,"endTime":111.81,"body":"it in the right way. There are"},{"speaker":"Andy Hart","startTime":111.81,"endTime":116.19,"body":"always a few nuggets that I take"},{"speaker":"Andy Hart","startTime":111.81,"endTime":116.19,"body":"from into my own work. Finally,"},{"speaker":"Andy Hart","startTime":116.19,"endTime":120.3,"body":"it's from Duncan go. Essential"},{"speaker":"Andy Hart","startTime":116.19,"endTime":120.3,"body":"five stars. Thanks, guys for a"},{"speaker":"Andy Hart","startTime":120.3,"endTime":124.41,"body":"great podcast and essential for"},{"speaker":"Andy Hart","startTime":120.3,"endTime":124.41,"body":"all financial advisors. Back to"},{"speaker":"Andy Hart","startTime":124.41,"endTime":125.73,"body":"you, Nick Lincoln."},{"speaker":"Nick Lincoln","startTime":126.93,"endTime":128.91,"body":"Thank you very"},{"speaker":"Nick Lincoln","startTime":126.93,"endTime":128.91,"body":"much, Andrew. And we do"},{"speaker":"Nick Lincoln","startTime":128.91,"endTime":131.88,"body":"appreciate those reviews that"},{"speaker":"Nick Lincoln","startTime":128.91,"endTime":131.88,"body":"mean an awful lot. And it's not"},{"speaker":"Nick Lincoln","startTime":131.88,"endTime":133.59,"body":"just the fact we're getting"},{"speaker":"Nick Lincoln","startTime":131.88,"endTime":133.59,"body":"these lovely reviews in terms of"},{"speaker":"Nick Lincoln","startTime":133.59,"endTime":137.34,"body":"the rating, but the time people"},{"speaker":"Nick Lincoln","startTime":133.59,"endTime":137.34,"body":"are taking to actually craft a"},{"speaker":"Nick Lincoln","startTime":137.34,"endTime":140.43,"body":"little story about how the the"},{"speaker":"Nick Lincoln","startTime":137.34,"endTime":140.43,"body":"pod is helping them aside. I"},{"speaker":"Nick Lincoln","startTime":140.43,"endTime":142.86,"body":"mean, I've just, we all really"},{"speaker":"Nick Lincoln","startTime":140.43,"endTime":142.86,"body":"appreciate it. So thank you so"},{"speaker":"Nick Lincoln","startTime":142.86,"endTime":145.53,"body":"much for doing that. Okay, so"},{"speaker":"Nick Lincoln","startTime":142.86,"endTime":145.53,"body":"some topical tip bits just to"},{"speaker":"Nick Lincoln","startTime":145.53,"endTime":150.24,"body":"put a sort of timestamp on"},{"speaker":"Nick Lincoln","startTime":145.53,"endTime":150.24,"body":"episode 19. In the show notes, I"},{"speaker":"Nick Lincoln","startTime":150.24,"endTime":152.58,"body":"did ask who this was from and no"},{"speaker":"Nick Lincoln","startTime":150.24,"endTime":152.58,"body":"one's come back to this a thing"},{"speaker":"Nick Lincoln","startTime":152.58,"endTime":155.25,"body":"about the ONS people population"},{"speaker":"Nick Lincoln","startTime":152.58,"endTime":155.25,"body":"and community someone will talk"},{"speaker":"Nick Lincoln","startTime":155.25,"endTime":160.68,"body":"about that. This is why the"},{"speaker":"Nick Lincoln","startTime":155.25,"endTime":160.68,"body":"preparation that way you guys"},{"speaker":"Nick Lincoln","startTime":160.68,"endTime":163.02,"body":"just go the extra mile. Just"},{"speaker":"Nick Lincoln","startTime":160.68,"endTime":163.02,"body":"passing"},{"speaker":"Alan Smith","startTime":163.47,"endTime":168.33,"body":"posted that link"},{"speaker":"Alan Smith","startTime":163.47,"endTime":168.33,"body":"wasn't no idea. Move on."},{"speaker":"Carl Widger","startTime":168.96,"endTime":171.0,"body":"It definitely"},{"speaker":"Carl Widger","startTime":168.96,"endTime":171.0,"body":"wasn't because it was a UK"},{"speaker":"Carl Widger","startTime":171.0,"endTime":174.09,"body":"Government link. So I'm"},{"speaker":"Carl Widger","startTime":171.0,"endTime":174.09,"body":"definitely not guilty. If"},{"speaker":"Carl Widger","startTime":174.48,"endTime":175.5,"body":"somebody is telling me."},{"speaker":"Nick Lincoln","startTime":176.79,"endTime":178.62,"body":"We're looking at"},{"speaker":"Nick Lincoln","startTime":176.79,"endTime":178.62,"body":"quitting and living longer now."},{"speaker":"Nick Lincoln","startTime":178.62,"endTime":182.01,"body":"I don't think it is. Let's go on"},{"speaker":"Nick Lincoln","startTime":178.62,"endTime":182.01,"body":"set. Let's go into call and the"},{"speaker":"Nick Lincoln","startTime":182.01,"endTime":184.35,"body":"real the real deal. Please call"},{"speaker":"Nick Lincoln","startTime":182.01,"endTime":184.35,"body":"say something."},{"speaker":"Carl Widger","startTime":185.34,"endTime":188.76,"body":"Yeah, the real deal"},{"speaker":"Carl Widger","startTime":185.34,"endTime":188.76,"body":"was on last week in a place"},{"speaker":"Carl Widger","startTime":188.76,"endTime":191.46,"body":"called gaffes just outside"},{"speaker":"Carl Widger","startTime":188.76,"endTime":191.46,"body":"Dublin, right. And the reason I"},{"speaker":"Carl Widger","startTime":191.46,"endTime":197.01,"body":"wanted to mention it was it was"},{"speaker":"Carl Widger","startTime":191.46,"endTime":197.01,"body":"great to be back at an event"},{"speaker":"Carl Widger","startTime":197.7,"endTime":200.85,"body":"where people were amazing"},{"speaker":"Carl Widger","startTime":197.7,"endTime":200.85,"body":"people. But more importantly,"},{"speaker":"Carl Widger","startTime":200.85,"endTime":204.99,"body":"way more importantly, it was an"},{"speaker":"Carl Widger","startTime":200.85,"endTime":204.99,"body":"event for kind of business"},{"speaker":"Carl Widger","startTime":204.99,"endTime":209.01,"body":"owners, by business owners with"},{"speaker":"Carl Widger","startTime":204.99,"endTime":209.01,"body":"stories from business owners,"},{"speaker":"Carl Widger","startTime":209.04,"endTime":214.68,"body":"and you just can't you just you"},{"speaker":"Carl Widger","startTime":209.04,"endTime":214.68,"body":"can't be hearing from people"},{"speaker":"Carl Widger","startTime":214.68,"endTime":216.81,"body":"who've been there and done that."},{"speaker":"Carl Widger","startTime":214.68,"endTime":216.81,"body":"Sorry. But what actually what"},{"speaker":"Carl Widger","startTime":216.81,"endTime":222.39,"body":"actually is it then? So it's a"},{"speaker":"Carl Widger","startTime":216.81,"endTime":222.39,"body":"conference whereby it's run by a"},{"speaker":"Carl Widger","startTime":222.39,"endTime":225.78,"body":"bunch of accountants called"},{"speaker":"Carl Widger","startTime":222.39,"endTime":225.78,"body":"Fitzgerald power, and a"},{"speaker":"Carl Widger","startTime":225.78,"endTime":228.87,"body":"corporate finance house called"},{"speaker":"Carl Widger","startTime":225.78,"endTime":228.87,"body":"rhinitis. And they basically"},{"speaker":"Carl Widger","startTime":228.87,"endTime":232.35,"body":"just get a bunch of successful"},{"speaker":"Carl Widger","startTime":228.87,"endTime":232.35,"body":"entrepreneurs, business owners"},{"speaker":"Carl Widger","startTime":232.35,"endTime":234.87,"body":"to tell their stories. And you"},{"speaker":"Carl Widger","startTime":232.35,"endTime":234.87,"body":"have tons and tons of great"},{"speaker":"Carl Widger","startTime":234.87,"endTime":241.26,"body":"people and all of the I suppose"},{"speaker":"Carl Widger","startTime":234.87,"endTime":241.26,"body":"business people who are who are"},{"speaker":"Carl Widger","startTime":241.26,"endTime":244.98,"body":"serious about business in the"},{"speaker":"Carl Widger","startTime":241.26,"endTime":244.98,"body":"wider Dublin area around it, and"},{"speaker":"Carl Widger","startTime":244.98,"endTime":248.7,"body":"it was just something that it"},{"speaker":"Carl Widger","startTime":244.98,"endTime":248.7,"body":"was just great to be back out"},{"speaker":"Carl Widger","startTime":248.7,"endTime":253.71,"body":"there and talking to people and"},{"speaker":"Carl Widger","startTime":248.7,"endTime":253.71,"body":"really well Ron. But but my my"},{"speaker":"Carl Widger","startTime":253.71,"endTime":257.37,"body":"big point here is I love hearing"},{"speaker":"Carl Widger","startTime":253.71,"endTime":257.37,"body":"stories from people who have"},{"speaker":"Carl Widger","startTime":257.37,"endTime":260.79,"body":"been there and done that and"},{"speaker":"Carl Widger","startTime":257.37,"endTime":260.79,"body":"Arthur so many. I know you call"},{"speaker":"Carl Widger","startTime":260.79,"endTime":265.44,"body":"them knacks in our industry,"},{"speaker":"Carl Widger","startTime":260.79,"endTime":265.44,"body":"Nick and some are obviously"},{"speaker":"Carl Widger","startTime":265.95,"endTime":270.48,"body":"very, very good at what they do."},{"speaker":"Carl Widger","startTime":265.95,"endTime":270.48,"body":"But you just can't beat hearing"},{"speaker":"Carl Widger","startTime":270.93,"endTime":273.99,"body":"from people who've had"},{"speaker":"Carl Widger","startTime":270.93,"endTime":273.99,"body":"experience and that was the"},{"speaker":"Carl Widger","startTime":273.99,"endTime":275.25,"body":"reason I wanted to put it in"},{"speaker":"Carl Widger","startTime":273.99,"endTime":275.25,"body":"there."},{"speaker":"Nick Lincoln","startTime":275.879,"endTime":279.719,"body":"Lovely. Yeah, I"},{"speaker":"Nick Lincoln","startTime":275.879,"endTime":279.719,"body":"think we all heard that. So"},{"speaker":"Nick Lincoln","startTime":279.749,"endTime":282.629,"body":"let's just do this quite"},{"speaker":"Nick Lincoln","startTime":279.749,"endTime":282.629,"body":"interesting. I think this was"},{"speaker":"Nick Lincoln","startTime":282.629,"endTime":287.459,"body":"his new venture for us. On the"},{"speaker":"Nick Lincoln","startTime":282.629,"endTime":287.459,"body":"fifth of June, one of the Track"},{"speaker":"Nick Lincoln","startTime":287.459,"endTime":291.809,"body":"Pack is not able to make the"},{"speaker":"Nick Lincoln","startTime":287.459,"endTime":291.809,"body":"recording that's cold. So we are"},{"speaker":"Nick Lincoln","startTime":291.809,"endTime":295.529,"body":"going to have a guest host on"},{"speaker":"Nick Lincoln","startTime":291.809,"endTime":295.529,"body":"that show. So in the so called"},{"speaker":"Nick Lincoln","startTime":295.529,"endTime":298.859,"body":"shownotes there is a link if you"},{"speaker":"Nick Lincoln","startTime":295.529,"endTime":298.859,"body":"want to be considered to be a"},{"speaker":"Nick Lincoln","startTime":298.859,"endTime":301.649,"body":"guest host The recording takes"},{"speaker":"Nick Lincoln","startTime":298.859,"endTime":301.649,"body":"place on the fifth of June,"},{"speaker":"Nick Lincoln","startTime":301.649,"endTime":304.139,"body":"click on the link in the show"},{"speaker":"Nick Lincoln","startTime":301.649,"endTime":304.139,"body":"notes. Submit your details."},{"speaker":"Nick Lincoln","startTime":304.469,"endTime":307.529,"body":"You'll have to be competent with"},{"speaker":"Nick Lincoln","startTime":304.469,"endTime":307.529,"body":"a microphone competent with the"},{"speaker":"Nick Lincoln","startTime":307.529,"endTime":308.309,"body":"camera."},{"speaker":"Alan Smith","startTime":309.09,"endTime":310.2,"body":"No, surely none of"},{"speaker":"Nick Lincoln","startTime":310.2,"endTime":312.96,"body":"us are as good as"},{"speaker":"Nick Lincoln","startTime":310.2,"endTime":312.96,"body":"that. Don't, don't, don't don't"},{"speaker":"Nick Lincoln","startTime":312.96,"endTime":316.56,"body":"dispel the myth. Click on the"},{"speaker":"Nick Lincoln","startTime":312.96,"endTime":316.56,"body":"link there, how we're going to"},{"speaker":"Nick Lincoln","startTime":316.56,"endTime":318.84,"body":"choose who is going to be I"},{"speaker":"Nick Lincoln","startTime":316.56,"endTime":318.84,"body":"don't know, we might just do it"},{"speaker":"Nick Lincoln","startTime":318.84,"endTime":322.14,"body":"by random thing, but the link is"},{"speaker":"Nick Lincoln","startTime":318.84,"endTime":322.14,"body":"in there. We want a fourth for"},{"speaker":"Nick Lincoln","startTime":322.14,"endTime":324.54,"body":"the fifth of June. So please do"},{"speaker":"Nick Lincoln","startTime":322.14,"endTime":324.54,"body":"step up. We've already got"},{"speaker":"Nick Lincoln","startTime":326.19,"endTime":328.11,"body":"double digit number of people"},{"speaker":"Nick Lincoln","startTime":326.19,"endTime":328.11,"body":"who want to do it, just add"},{"speaker":"Nick Lincoln","startTime":328.11,"endTime":330.54,"body":"yourself to list and somehow by"},{"speaker":"Nick Lincoln","startTime":328.11,"endTime":330.54,"body":"fair means off our will pick"},{"speaker":"Nick Lincoln","startTime":330.54,"endTime":332.82,"body":"will pick who that person is"},{"speaker":"Nick Lincoln","startTime":330.54,"endTime":332.82,"body":"going to be given notice, and"},{"speaker":"Nick Lincoln","startTime":332.82,"endTime":334.77,"body":"we'll walk you through I will"},{"speaker":"Nick Lincoln","startTime":332.82,"endTime":334.77,"body":"walk you through the software."},{"speaker":"Nick Lincoln","startTime":334.89,"endTime":337.77,"body":"So you're not just coming in"},{"speaker":"Nick Lincoln","startTime":334.89,"endTime":337.77,"body":"cold to record the episode."},{"speaker":"Andy Hart","startTime":338.19,"endTime":339.9,"body":"10 people have"},{"speaker":"Andy Hart","startTime":338.19,"endTime":339.9,"body":"already applied Nick."},{"speaker":"Nick Lincoln","startTime":340.89,"endTime":345.24,"body":"They have Yeah."},{"speaker":"Nick Lincoln","startTime":340.89,"endTime":345.24,"body":"Wow. Wow. Yeah. Yeah."},{"speaker":"Carl Widger","startTime":345.9,"endTime":346.65,"body":"Tell us who they"},{"speaker":"Carl Widger","startTime":345.9,"endTime":346.65,"body":"are."},{"speaker":"Andy Hart","startTime":347.67,"endTime":350.34,"body":"So we've got we've"},{"speaker":"Andy Hart","startTime":347.67,"endTime":350.34,"body":"shared that I've shared the"},{"speaker":"Andy Hart","startTime":350.34,"endTime":353.49,"body":"bucket with you. We've got"},{"speaker":"Andy Hart","startTime":350.34,"endTime":353.49,"body":"enough standby people if if one"},{"speaker":"Andy Hart","startTime":353.49,"endTime":356.22,"body":"of us is unavailable."},{"speaker":"Andy Hart","startTime":353.49,"endTime":356.22,"body":"Interesting. Yeah. I mean, it"},{"speaker":"Andy Hart","startTime":356.22,"endTime":357.15,"body":"will. It will be"},{"speaker":"Nick Lincoln","startTime":357.54,"endTime":359.13,"body":"hotter and people"},{"speaker":"Nick Lincoln","startTime":357.54,"endTime":359.13,"body":"have done it. Yeah."},{"speaker":"Carl Widger","startTime":359.55,"endTime":364.17,"body":"Or if one of us"},{"speaker":"Carl Widger","startTime":359.55,"endTime":364.17,"body":"gets fired by the end? Well,"},{"speaker":"Carl Widger","startTime":364.17,"endTime":364.53,"body":"I've got"},{"speaker":"Nick Lincoln","startTime":370.14,"endTime":371.49,"body":"we've been"},{"speaker":"Nick Lincoln","startTime":370.14,"endTime":371.49,"body":"shortlisted for an award."},{"speaker":"Nick Lincoln","startTime":371.52,"endTime":373.44,"body":"Somebody put in there. We've"},{"speaker":"Nick Lincoln","startTime":371.52,"endTime":373.44,"body":"been shortlisted for a war talk"},{"speaker":"Nick Lincoln","startTime":373.44,"endTime":376.11,"body":"about it, because I'm not going"},{"speaker":"Nick Lincoln","startTime":373.44,"endTime":376.11,"body":"to. Who was it? Come on?"},{"speaker":"Andy Hart","startTime":376.92,"endTime":377.91,"body":"I think that was"},{"speaker":"Andy Hart","startTime":376.92,"endTime":377.91,"body":"Alan."},{"speaker":"Alan Smith","startTime":378.96,"endTime":381.42,"body":"I'll put it in. And"},{"speaker":"Alan Smith","startTime":378.96,"endTime":381.42,"body":"we were aware of on the there's"},{"speaker":"Alan Smith","startTime":382.92,"endTime":387.51,"body":"an organization in the UK called"},{"speaker":"Alan Smith","startTime":382.92,"endTime":387.51,"body":"Next Gen Next Gen planners."},{"speaker":"Alan Smith","startTime":387.51,"endTime":390.93,"body":"Yeah. Which I think will answer"},{"speaker":"Alan Smith","startTime":387.51,"endTime":390.93,"body":"your you active in it. You're a"},{"speaker":"Alan Smith","startTime":390.93,"endTime":392.13,"body":"member of but this is"},{"speaker":"Andy Hart","startTime":392.52,"endTime":393.36,"body":"my membership."},{"speaker":"Alan Smith","startTime":395.34,"endTime":397.08,"body":"I really think you"},{"speaker":"Alan Smith","startTime":395.34,"endTime":397.08,"body":"would think so he's the oldest"},{"speaker":"Alan Smith","startTime":397.08,"endTime":401.73,"body":"member of next gen planners."},{"speaker":"Alan Smith","startTime":397.08,"endTime":401.73,"body":"It's all about age and mindset."},{"speaker":"Alan Smith","startTime":401.82,"endTime":406.32,"body":"It's a mindset. It's not an age"},{"speaker":"Alan Smith","startTime":401.82,"endTime":406.32,"body":"thing. Surprisingly, it's"},{"speaker":"Alan Smith","startTime":406.32,"endTime":408.21,"body":"generally younger people. So"},{"speaker":"Alan Smith","startTime":406.32,"endTime":408.21,"body":"surprisingly, we were"},{"speaker":"Alan Smith","startTime":408.21,"endTime":412.65,"body":"shortlisted, they have an"},{"speaker":"Alan Smith","startTime":408.21,"endTime":412.65,"body":"annual, I guess, a conference."},{"speaker":"Alan Smith","startTime":412.68,"endTime":415.77,"body":"And within the conference,"},{"speaker":"Alan Smith","startTime":412.68,"endTime":415.77,"body":"there's a range of awards. 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And, yeah,"},{"speaker":"Alan Smith","startTime":455.61,"endTime":458.76,"body":"just"},{"speaker":"Andy Hart","startTime":458.76,"endTime":461.43,"body":"on that. Next Gen is"},{"speaker":"Andy Hart","startTime":458.76,"endTime":461.43,"body":"an awesome organization, they're"},{"speaker":"Andy Hart","startTime":461.43,"endTime":464.13,"body":"doing great work Am I being a"},{"speaker":"Andy Hart","startTime":461.43,"endTime":464.13,"body":"member of and for years, I think"},{"speaker":"Andy Hart","startTime":464.13,"endTime":467.7,"body":"I've been to every conference"},{"speaker":"Andy Hart","startTime":464.13,"endTime":467.7,"body":"that they've had. So I'll be"},{"speaker":"Andy Hart","startTime":467.7,"endTime":470.01,"body":"going to this conference. Again,"},{"speaker":"Andy Hart","startTime":467.7,"endTime":470.01,"body":"it is my number one piece of"},{"speaker":"Andy Hart","startTime":470.01,"endTime":471.99,"body":"advice to people just getting"},{"speaker":"Andy Hart","startTime":470.01,"endTime":471.99,"body":"into this business that are a"},{"speaker":"Andy Hart","startTime":471.99,"endTime":476.07,"body":"little bit sort of isolated or a"},{"speaker":"Andy Hart","startTime":471.99,"endTime":476.07,"body":"little bit unsure who to speak"},{"speaker":"Andy Hart","startTime":476.07,"endTime":478.38,"body":"to and what to do. So I"},{"speaker":"Andy Hart","startTime":476.07,"endTime":478.38,"body":"recommend you join next gen"},{"speaker":"Andy Hart","startTime":478.41,"endTime":480.42,"body":"cloud is immediately I think"},{"speaker":"Andy Hart","startTime":478.41,"endTime":480.42,"body":"they've got like a free version,"},{"speaker":"Andy Hart","startTime":480.42,"endTime":482.16,"body":"the paid version. I'm on the"},{"speaker":"Andy Hart","startTime":480.42,"endTime":482.16,"body":"paid version. I don't quite know"},{"speaker":"Andy Hart","startTime":482.16,"endTime":485.13,"body":"what the difference is. But"},{"speaker":"Andy Hart","startTime":482.16,"endTime":485.13,"body":"yeah, huge shout out to those"},{"speaker":"Andy Hart","startTime":485.16,"endTime":489.24,"body":"guys and girls and nextgen that"},{"speaker":"Andy Hart","startTime":485.16,"endTime":489.24,"body":"did some good work. Anyone else?"},{"speaker":"Nick Lincoln","startTime":490.05,"endTime":494.25,"body":"Excellent stuff."},{"speaker":"Nick Lincoln","startTime":490.05,"endTime":494.25,"body":"So in a similar kind of vein to"},{"speaker":"Nick Lincoln","startTime":494.25,"endTime":497.01,"body":"getting some cue Dawson being"},{"speaker":"Nick Lincoln","startTime":494.25,"endTime":497.01,"body":"awarded or being nominated for"},{"speaker":"Nick Lincoln","startTime":497.01,"endTime":500.1,"body":"an award, we weren't we were"},{"speaker":"Nick Lincoln","startTime":497.01,"endTime":500.1,"body":"mentioned by one of the top"},{"speaker":"Nick Lincoln","startTime":500.58,"endTime":504.12,"body":"podcast people in the world."},{"speaker":"Nick Lincoln","startTime":500.58,"endTime":504.12,"body":"Actually, Steven Bartlett. Alan,"},{"speaker":"Nick Lincoln","startTime":504.12,"endTime":506.55,"body":"I think I believe you you posted"},{"speaker":"Nick Lincoln","startTime":504.12,"endTime":506.55,"body":"a tweet with a list of the"},{"speaker":"Nick Lincoln","startTime":506.55,"endTime":509.91,"body":"rankings. And we sort of came in"},{"speaker":"Nick Lincoln","startTime":506.55,"endTime":509.91,"body":"15, with people like Steven"},{"speaker":"Nick Lincoln","startTime":509.91,"endTime":512.94,"body":"Barlow show and Professor Scott"},{"speaker":"Nick Lincoln","startTime":509.91,"endTime":512.94,"body":"Galloway and all the other"},{"speaker":"Nick Lincoln","startTime":512.94,"endTime":515.91,"body":"luminaries and Steven Bartlett"},{"speaker":"Nick Lincoln","startTime":512.94,"endTime":515.91,"body":"sort of picked up on your tweet."},{"speaker":"Alan Smith","startTime":516.15,"endTime":518.64,"body":"What exactly I"},{"speaker":"Alan Smith","startTime":516.15,"endTime":518.64,"body":"posted that because I never see"},{"speaker":"Alan Smith","startTime":518.67,"endTime":522.48,"body":"it. I think all of us. were"},{"speaker":"Alan Smith","startTime":518.67,"endTime":522.48,"body":"pleasantly surprised by the"},{"speaker":"Alan Smith","startTime":522.48,"endTime":527.94,"body":"success of this podcast. And we"},{"speaker":"Alan Smith","startTime":522.48,"endTime":527.94,"body":"do look stunned, shocked. But"},{"speaker":"Alan Smith","startTime":527.97,"endTime":532.53,"body":"for this for the reloadvisor"},{"speaker":"Alan Smith","startTime":527.97,"endTime":532.53,"body":"podcast to be listed. And there"},{"speaker":"Alan Smith","startTime":532.53,"endTime":535.17,"body":"are as we know, there aren't"},{"speaker":"Alan Smith","startTime":532.53,"endTime":535.17,"body":"there are charts. And I think"},{"speaker":"Alan Smith","startTime":535.17,"endTime":539.04,"body":"the criteria for how you appear"},{"speaker":"Alan Smith","startTime":535.17,"endTime":539.04,"body":"in charge is a bit of a mystery."},{"speaker":"Alan Smith","startTime":539.04,"endTime":541.68,"body":"No one really quite knows it's"},{"speaker":"Alan Smith","startTime":539.04,"endTime":541.68,"body":"not just downloads is to do with"},{"speaker":"Alan Smith","startTime":541.68,"endTime":545.73,"body":"reviews and feedback and and how"},{"speaker":"Alan Smith","startTime":541.68,"endTime":545.73,"body":"long you're asked to the posting"},{"speaker":"Alan Smith","startTime":545.73,"endTime":549.0,"body":"and all that sort of stuff. But"},{"speaker":"Alan Smith","startTime":545.73,"endTime":549.0,"body":"nevertheless, we find ourselves"},{"speaker":"Alan Smith","startTime":549.0,"endTime":551.52,"body":"now, Nick, you and I were"},{"speaker":"Alan Smith","startTime":549.0,"endTime":551.52,"body":"speaking about this recently in"},{"speaker":"Alan Smith","startTime":551.52,"endTime":554.73,"body":"terms of the category, because"},{"speaker":"Alan Smith","startTime":551.52,"endTime":554.73,"body":"this isn't really this isn't a"},{"speaker":"Alan Smith","startTime":554.73,"endTime":558.6,"body":"personal finance podcast."},{"speaker":"Alan Smith","startTime":554.73,"endTime":558.6,"body":"Specifically. It's more designed"},{"speaker":"Alan Smith","startTime":558.6,"endTime":560.43,"body":"for people who are in"},{"speaker":"Alan Smith","startTime":558.6,"endTime":560.43,"body":"professional and people who've"},{"speaker":"Alan Smith","startTime":560.43,"endTime":562.77,"body":"got financial planning"},{"speaker":"Alan Smith","startTime":560.43,"endTime":562.77,"body":"businesses or aspirations to"},{"speaker":"Alan Smith","startTime":562.77,"endTime":566.01,"body":"have it. So we find ourselves"},{"speaker":"Alan Smith","startTime":562.77,"endTime":566.01,"body":"yes, we're in the broad business"},{"speaker":"Alan Smith","startTime":566.01,"endTime":569.1,"body":"category, but pretty much"},{"speaker":"Alan Smith","startTime":566.01,"endTime":569.1,"body":"everyone is in and then but this"},{"speaker":"Alan Smith","startTime":569.1,"endTime":570.96,"body":"sort of subset is"},{"speaker":"Alan Smith","startTime":569.1,"endTime":570.96,"body":"entrepreneurship the"},{"speaker":"Alan Smith","startTime":570.96,"endTime":573.27,"body":"entrepreneur category, which is"},{"speaker":"Alan Smith","startTime":570.96,"endTime":573.27,"body":"which a lot of it the"},{"speaker":"Alan Smith","startTime":573.27,"endTime":577.65,"body":"conversation is around. And that"},{"speaker":"Alan Smith","startTime":573.27,"endTime":577.65,"body":"and in that category, I know"},{"speaker":"Alan Smith","startTime":577.65,"endTime":580.59,"body":"there are things that literally"},{"speaker":"Alan Smith","startTime":577.65,"endTime":580.59,"body":"1000s and 1000s of podcasts that"},{"speaker":"Alan Smith","startTime":580.59,"endTime":584.61,"body":"fit into that entrepreneur"},{"speaker":"Alan Smith","startTime":580.59,"endTime":584.61,"body":"category. And yeah, I mean, I"},{"speaker":"Alan Smith","startTime":584.61,"endTime":587.85,"body":"just happen to look at it maybe"},{"speaker":"Alan Smith","startTime":584.61,"endTime":587.85,"body":"once a week and I most found we"},{"speaker":"Alan Smith","startTime":587.85,"endTime":591.99,"body":"were number 15 in the UK."},{"speaker":"Alan Smith","startTime":587.85,"endTime":591.99,"body":"Podcast charts under oath and"},{"speaker":"Alan Smith","startTime":591.99,"endTime":594.03,"body":"yeah, and you're right so"},{"speaker":"Alan Smith","startTime":591.99,"endTime":594.03,"body":"Stephen Bartlett's The Diary of"},{"speaker":"Alan Smith","startTime":594.03,"endTime":597.6,"body":"a CEO. That's always number one."},{"speaker":"Alan Smith","startTime":594.03,"endTime":597.6,"body":"That is an it's a huge business."},{"speaker":"Alan Smith","startTime":598.11,"endTime":601.83,"body":"He's publishing a podcast At"},{"speaker":"Alan Smith","startTime":598.11,"endTime":601.83,"body":"least twice a week, sometimes"},{"speaker":"Alan Smith","startTime":601.83,"endTime":603.69,"body":"three times a week, but I"},{"speaker":"Alan Smith","startTime":601.83,"endTime":603.69,"body":"listened to it the other day."},{"speaker":"Alan Smith","startTime":603.69,"endTime":606.93,"body":"He's got 30 full time staff"},{"speaker":"Alan Smith","startTime":603.69,"endTime":606.93,"body":"three zero full time. So that's"},{"speaker":"Alan Smith","startTime":606.93,"endTime":612.93,"body":"a real business. Just just on"},{"speaker":"Alan Smith","startTime":606.93,"endTime":612.93,"body":"the podcast Darcy, you're 30"},{"speaker":"Alan Smith","startTime":612.93,"endTime":617.61,"body":"full time. So and then, you"},{"speaker":"Alan Smith","startTime":612.93,"endTime":617.61,"body":"know, people like Professor"},{"speaker":"Alan Smith","startTime":617.61,"endTime":621.24,"body":"Scott Galloway and Tim Ferriss,"},{"speaker":"Alan Smith","startTime":617.61,"endTime":621.24,"body":"and Alex are Mosy. We've"},{"speaker":"Alan Smith","startTime":621.24,"endTime":623.52,"body":"mentioned this before you these"},{"speaker":"Alan Smith","startTime":621.24,"endTime":623.52,"body":"are all the top top top podcasts"},{"speaker":"Alan Smith","startTime":623.52,"endTime":625.65,"body":"in the world. They've got"},{"speaker":"Alan Smith","startTime":623.52,"endTime":625.65,"body":"businesses that sit behind it,"},{"speaker":"Alan Smith","startTime":625.65,"endTime":628.77,"body":"they are publishing two or three"},{"speaker":"Alan Smith","startTime":625.65,"endTime":628.77,"body":"episodes per week. And ask"},{"speaker":"Alan Smith","startTime":628.77,"endTime":632.25,"body":"jokers pitch up, you know, doing"},{"speaker":"Alan Smith","startTime":628.77,"endTime":632.25,"body":"it ourselves one episode every"},{"speaker":"Alan Smith","startTime":632.25,"endTime":637.77,"body":"two weeks, no budget, no"},{"speaker":"Alan Smith","startTime":632.25,"endTime":637.77,"body":"absolute shambles. And you just"},{"speaker":"Alan Smith","startTime":637.77,"endTime":640.65,"body":"to be on the same page as those"},{"speaker":"Alan Smith","startTime":637.77,"endTime":640.65,"body":"guys that was is amazing,"},{"speaker":"Alan Smith","startTime":640.65,"endTime":644.61,"body":"frankly. So I posted that on"},{"speaker":"Alan Smith","startTime":640.65,"endTime":644.61,"body":"Twitter. I tag Steven Bartlett"},{"speaker":"Alan Smith","startTime":644.61,"endTime":647.19,"body":"and he Yeah, he did he give us a"},{"speaker":"Alan Smith","startTime":644.61,"endTime":647.19,"body":"shout out. He just he replied"},{"speaker":"Alan Smith","startTime":647.19,"endTime":649.35,"body":"said you know, well done."},{"speaker":"Alan Smith","startTime":647.19,"endTime":649.35,"body":"Congratulations. And he said,"},{"speaker":"Alan Smith","startTime":649.35,"endTime":652.74,"body":"Just keep going because the the"},{"speaker":"Alan Smith","startTime":649.35,"endTime":652.74,"body":"main success criteria for this"},{"speaker":"Alan Smith","startTime":652.77,"endTime":655.59,"body":"is consistency. You just gotta"},{"speaker":"Alan Smith","startTime":652.77,"endTime":655.59,"body":"keep going. So that was a nice"},{"speaker":"Alan Smith","startTime":655.59,"endTime":660.84,"body":"little boost for us to remind"},{"speaker":"Alan Smith","startTime":655.59,"endTime":660.84,"body":"ourselves. Just keep going."},{"speaker":"Alan Smith","startTime":661.14,"endTime":663.63,"body":"Thank you, Mr. Bartlett. Mr."},{"speaker":"Alan Smith","startTime":661.14,"endTime":663.63,"body":"Witter. Your hand"},{"speaker":"Unknown","startTime":663.63,"endTime":665.13,"body":"was raised. Yeah,"},{"speaker":"Carl Widger","startTime":665.4,"endTime":668.04,"body":"look to next gen."},{"speaker":"Carl Widger","startTime":665.4,"endTime":668.04,"body":"Thanks so much. That was a"},{"speaker":"Carl Widger","startTime":668.04,"endTime":671.61,"body":"lovely surprise to Steven"},{"speaker":"Carl Widger","startTime":668.04,"endTime":671.61,"body":"Bartlett's in turn for replying"},{"speaker":"Carl Widger","startTime":671.61,"endTime":675.87,"body":"to Alan's tweet, right. That was"},{"speaker":"Carl Widger","startTime":671.61,"endTime":675.87,"body":"also only the big thing for me"},{"speaker":"Carl Widger","startTime":675.87,"endTime":680.43,"body":"was last week, I got we all got"},{"speaker":"Carl Widger","startTime":675.87,"endTime":680.43,"body":"an email from the podcast hosts,"},{"speaker":"Carl Widger","startTime":680.73,"endTime":684.72,"body":"people I forget even their"},{"speaker":"Carl Widger","startTime":680.73,"endTime":684.72,"body":"names. Well, it's bro Yeah, that"},{"speaker":"Carl Widger","startTime":684.72,"endTime":691.08,"body":"we have 25,000 downloads. So"},{"speaker":"Carl Widger","startTime":684.72,"endTime":691.08,"body":"like, That, for me is the"},{"speaker":"Carl Widger","startTime":691.08,"endTime":694.26,"body":"success, you know, we can go on"},{"speaker":"Carl Widger","startTime":691.08,"endTime":694.26,"body":"any charts or anything like"},{"speaker":"Carl Widger","startTime":694.26,"endTime":698.43,"body":"that. But for me, that means is"},{"speaker":"Carl Widger","startTime":694.26,"endTime":698.43,"body":"there are financial advisors out"},{"speaker":"Carl Widger","startTime":698.43,"endTime":701.73,"body":"there in Ireland, the UK in the"},{"speaker":"Carl Widger","startTime":698.43,"endTime":701.73,"body":"US, and probably South Africa"},{"speaker":"Carl Widger","startTime":701.73,"endTime":704.91,"body":"and further afield, who are"},{"speaker":"Carl Widger","startTime":701.73,"endTime":704.91,"body":"actually listening to this."},{"speaker":"Carl Widger","startTime":705.9,"endTime":709.14,"body":"Clearly, not everybody is going"},{"speaker":"Carl Widger","startTime":705.9,"endTime":709.14,"body":"to agree with everything we say."},{"speaker":"Carl Widger","startTime":709.35,"endTime":712.65,"body":"We don't even agree with each"},{"speaker":"Carl Widger","startTime":709.35,"endTime":712.65,"body":"other. But like, thank you so"},{"speaker":"Carl Widger","startTime":712.65,"endTime":717.6,"body":"much to everybody who tunes in."},{"speaker":"Carl Widger","startTime":712.65,"endTime":717.6,"body":"And it is nice. There's no point"},{"speaker":"Carl Widger","startTime":717.6,"endTime":721.95,"body":"in saying otherwise. It is nice"},{"speaker":"Carl Widger","startTime":717.6,"endTime":721.95,"body":"for to bump into people who say"},{"speaker":"Carl Widger","startTime":721.95,"endTime":724.02,"body":"Oh, I listened to the podcast"},{"speaker":"Carl Widger","startTime":721.95,"endTime":724.02,"body":"and I thought that was great or"},{"speaker":"Carl Widger","startTime":724.05,"endTime":727.56,"body":"are I disagreed with that. It's"},{"speaker":"Carl Widger","startTime":724.05,"endTime":727.56,"body":"just it's, it feels like we're"},{"speaker":"Carl Widger","startTime":727.56,"endTime":730.41,"body":"having an impact. So thank you"},{"speaker":"Carl Widger","startTime":727.56,"endTime":730.41,"body":"to everybody who has downloaded"},{"speaker":"Carl Widger","startTime":730.41,"endTime":733.44,"body":"an episode so far. And please do"},{"speaker":"Carl Widger","startTime":730.41,"endTime":733.44,"body":"keep doing so."},{"speaker":"Nick Lincoln","startTime":763.9599999999999,"endTime":766.2099999999999,"body":"Indeed, indeed."},{"speaker":"Nick Lincoln","startTime":763.9599999999999,"endTime":766.2099999999999,"body":"Okay, that's lovely. Let's so"},{"speaker":"Nick Lincoln","startTime":766.24,"endTime":769.18,"body":"that's enough. That's enough"},{"speaker":"Nick Lincoln","startTime":766.24,"endTime":769.18,"body":"about us. Let's go on to the"},{"speaker":"Nick Lincoln","startTime":769.18,"endTime":772.0,"body":"next thing on the on the topical"},{"speaker":"Nick Lincoln","startTime":769.18,"endTime":772.0,"body":"titbits annual fees and cost"},{"speaker":"Nick Lincoln","startTime":772.0,"endTime":775.66,"body":"disclosure again, Mr. Smith, I"},{"speaker":"Nick Lincoln","startTime":772.0,"endTime":775.66,"body":"think that was put in by you."},{"speaker":"Nick Lincoln","startTime":775.78,"endTime":776.29,"body":"Yeah,"},{"speaker":"Alan Smith","startTime":777.13,"endTime":780.2199999999999,"body":"I'm just chucking"},{"speaker":"Alan Smith","startTime":777.13,"endTime":780.2199999999999,"body":"this out just for general debate"},{"speaker":"Alan Smith","startTime":780.2199999999999,"endTime":784.3,"body":"and discussion. I think often on"},{"speaker":"Alan Smith","startTime":780.2199999999999,"endTime":784.3,"body":"in this podcast and then on"},{"speaker":"Alan Smith","startTime":784.3,"endTime":787.03,"body":"topical titbits, we just share"},{"speaker":"Alan Smith","startTime":784.3,"endTime":787.03,"body":"things that have happened to us"},{"speaker":"Alan Smith","startTime":787.03,"endTime":789.9399999999999,"body":"and our businesses in recent"},{"speaker":"Alan Smith","startTime":787.03,"endTime":789.9399999999999,"body":"days and weeks just to see if"},{"speaker":"Alan Smith","startTime":789.9399999999999,"endTime":793.18,"body":"there's any other traction with"},{"speaker":"Alan Smith","startTime":789.9399999999999,"endTime":793.18,"body":"anyone else. 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And I'll I"},{"speaker":"Alan Smith","startTime":805.12,"endTime":808.8399999999999,"body":"won't name the existing advisor,"},{"speaker":"Alan Smith","startTime":808.8399999999999,"endTime":810.52,"body":"Don't think I don't think that"},{"speaker":"Alan Smith","startTime":808.8399999999999,"endTime":810.52,"body":"anyone's interest to do so"},{"speaker":"Alan Smith","startTime":810.52,"endTime":814.0899999999999,"body":"because I think this is kind of"},{"speaker":"Alan Smith","startTime":810.52,"endTime":814.0899999999999,"body":"commonplace, but large national"},{"speaker":"Alan Smith","startTime":814.0899999999999,"endTime":818.89,"body":"brand, they get a full detailed"},{"speaker":"Alan Smith","startTime":814.0899999999999,"endTime":818.89,"body":"documented annual report, which"},{"speaker":"Alan Smith","startTime":818.89,"endTime":821.5,"body":"is sort of similar, it's very,"},{"speaker":"Alan Smith","startTime":818.89,"endTime":821.5,"body":"you know, nice and shiny and"},{"speaker":"Alan Smith","startTime":821.5,"endTime":823.9,"body":"professional looking for similar"},{"speaker":"Alan Smith","startTime":821.5,"endTime":823.9,"body":"to the sort of stuff that we do,"},{"speaker":"Alan Smith","startTime":823.93,"endTime":827.56,"body":"and we're required to do for"},{"speaker":"Alan Smith","startTime":823.93,"endTime":827.56,"body":"clients. But there is absolutely"},{"speaker":"Alan Smith","startTime":827.56,"endTime":831.88,"body":"zero reference to fees and"},{"speaker":"Alan Smith","startTime":827.56,"endTime":831.88,"body":"charges disclosure. Now, my"},{"speaker":"Alan Smith","startTime":831.88,"endTime":835.42,"body":"understanding of the regulatory"},{"speaker":"Alan Smith","startTime":831.88,"endTime":835.42,"body":"regime in the UK is that you are"},{"speaker":"Alan Smith","startTime":835.42,"endTime":838.42,"body":"compelled to give a full"},{"speaker":"Alan Smith","startTime":835.42,"endTime":838.42,"body":"detailed breakdown of all fees"},{"speaker":"Alan Smith","startTime":838.42,"endTime":842.23,"body":"and costs both in monetary terms"},{"speaker":"Alan Smith","startTime":838.42,"endTime":842.23,"body":"and in pounds and pence, at"},{"speaker":"Alan Smith","startTime":842.23,"endTime":846.52,"body":"least once a year to your"},{"speaker":"Alan Smith","startTime":842.23,"endTime":846.52,"body":"clients. And what I've"},{"speaker":"Alan Smith","startTime":846.52,"endTime":848.77,"body":"discovered since we had a look"},{"speaker":"Alan Smith","startTime":846.52,"endTime":848.77,"body":"at this, and there's nothing and"},{"speaker":"Alan Smith","startTime":848.77,"endTime":851.38,"body":"the client said this is all I've"},{"speaker":"Alan Smith","startTime":848.77,"endTime":851.38,"body":"ever got, you know, this is"},{"speaker":"Alan Smith","startTime":851.41,"endTime":855.6999999999999,"body":"everything I get from the my"},{"speaker":"Alan Smith","startTime":851.41,"endTime":855.6999999999999,"body":"existing advisor every year. And"},{"speaker":"Alan Smith","startTime":855.6999999999999,"endTime":858.49,"body":"then that that sort of spurned a"},{"speaker":"Alan Smith","startTime":855.6999999999999,"endTime":858.49,"body":"few other conversations, and it"},{"speaker":"Alan Smith","startTime":858.49,"endTime":861.28,"body":"seems that the rules are being"},{"speaker":"Alan Smith","startTime":858.49,"endTime":861.28,"body":"interpreted entirely"},{"speaker":"Alan Smith","startTime":861.28,"endTime":865.03,"body":"differently. Because I tell you,"},{"speaker":"Alan Smith","startTime":861.28,"endTime":865.03,"body":"we probably go too far, I think"},{"speaker":"Alan Smith","startTime":865.03,"endTime":868.15,"body":"on reflection with our fees and"},{"speaker":"Alan Smith","startTime":865.03,"endTime":868.15,"body":"disclosure documents. And every"},{"speaker":"Alan Smith","startTime":868.48,"endTime":870.6999999999999,"body":"if there's ever a change, or a"},{"speaker":"Alan Smith","startTime":868.48,"endTime":870.6999999999999,"body":"client asked for some income"},{"speaker":"Alan Smith","startTime":870.6999999999999,"endTime":873.52,"body":"withdraws, or there's a small"},{"speaker":"Alan Smith","startTime":870.6999999999999,"endTime":873.52,"body":"top up or anything at all, we go"},{"speaker":"Alan Smith","startTime":873.52,"endTime":880.0,"body":"again and we we continue to sort"},{"speaker":"Alan Smith","startTime":873.52,"endTime":880.0,"body":"of put fees and costs and"},{"speaker":"Alan Smith","startTime":880.0,"endTime":882.88,"body":"charges and repeat ourselves"},{"speaker":"Alan Smith","startTime":880.0,"endTime":882.88,"body":"multiple times to clients. I'm"},{"speaker":"Alan Smith","startTime":882.88,"endTime":886.48,"body":"not sure if it's of great value"},{"speaker":"Alan Smith","startTime":882.88,"endTime":886.48,"body":"to clients. But the difference"},{"speaker":"Alan Smith","startTime":886.48,"endTime":889.66,"body":"between that and having zero"},{"speaker":"Alan Smith","startTime":886.48,"endTime":889.66,"body":"disclosure at all is quite"},{"speaker":"Alan Smith","startTime":889.78,"endTime":893.11,"body":"marked. And I'm just wondering"},{"speaker":"Alan Smith","startTime":889.78,"endTime":893.11,"body":"if anyone else's got any views"},{"speaker":"Alan Smith","startTime":893.14,"endTime":896.5,"body":"or their own experiences? And"},{"speaker":"Alan Smith","startTime":893.14,"endTime":896.5,"body":"what do you guys do? And also of"},{"speaker":"Alan Smith","startTime":896.5,"endTime":900.28,"body":"the view from Ireland bear and"},{"speaker":"Alan Smith","startTime":896.5,"endTime":900.28,"body":"he was What's your take on fees"},{"speaker":"Alan Smith","startTime":900.28,"endTime":902.62,"body":"and charges disclosure on an"},{"speaker":"Alan Smith","startTime":900.28,"endTime":902.62,"body":"annualized basis?"},{"speaker":"Andy Hart","startTime":902.9499999999999,"endTime":906.01,"body":"I think you're"},{"speaker":"Andy Hart","startTime":902.9499999999999,"endTime":906.01,"body":"spending quite well. I think the"},{"speaker":"Andy Hart","startTime":906.01,"endTime":909.31,"body":"platform the platform's have to"},{"speaker":"Andy Hart","startTime":906.01,"endTime":909.31,"body":"do it. Anyway. So the bulk of my"},{"speaker":"Andy Hart","startTime":909.37,"endTime":914.23,"body":"assets are on you know, a decent"},{"speaker":"Andy Hart","startTime":909.37,"endTime":914.23,"body":"platform. And that's done. We"},{"speaker":"Andy Hart","startTime":914.23,"endTime":917.5899999999999,"body":"disclose it You're right pounds"},{"speaker":"Andy Hart","startTime":914.23,"endTime":917.5899999999999,"body":"and pence and every regulated"},{"speaker":"Andy Hart","startTime":917.8,"endTime":922.15,"body":"piece of work that we do. I"},{"speaker":"Andy Hart","startTime":917.8,"endTime":922.15,"body":"think overloading clients with"},{"speaker":"Andy Hart","startTime":922.18,"endTime":925.4499999999999,"body":"fee information is detrimental"},{"speaker":"Andy Hart","startTime":922.18,"endTime":925.4499999999999,"body":"because you know, one of our"},{"speaker":"Andy Hart","startTime":925.4499999999999,"endTime":928.0,"body":"jobs is to remove their"},{"speaker":"Andy Hart","startTime":925.4499999999999,"endTime":928.0,"body":"financial anxiety and not add to"},{"speaker":"Andy Hart","startTime":928.0,"endTime":933.49,"body":"it. But zero disclosure at the"},{"speaker":"Andy Hart","startTime":928.0,"endTime":933.49,"body":"same time is also not of use."},{"speaker":"Andy Hart","startTime":933.79,"endTime":936.01,"body":"And even the disclosure we see"},{"speaker":"Andy Hart","startTime":933.79,"endTime":936.01,"body":"is sometimes not full"},{"speaker":"Andy Hart","startTime":936.01,"endTime":940.54,"body":"disclosure, I have seen D FM's"},{"speaker":"Andy Hart","startTime":936.01,"endTime":940.54,"body":"have like a 28 page report and"},{"speaker":"Andy Hart","startTime":940.54,"endTime":944.17,"body":"section nine is about fees. And"},{"speaker":"Andy Hart","startTime":940.54,"endTime":944.17,"body":"honestly, it's blank, I go to"},{"speaker":"Andy Hart","startTime":944.17,"endTime":948.0699999999999,"body":"section nine and it's blank. Or"},{"speaker":"Andy Hart","startTime":944.17,"endTime":948.0699999999999,"body":"they might say we charge 1% plus"},{"speaker":"Andy Hart","startTime":948.0699999999999,"endTime":952.5999999999999,"body":"VAT and levers that, again, it's"},{"speaker":"Andy Hart","startTime":948.0699999999999,"endTime":952.5999999999999,"body":"just, it's a little bit"},{"speaker":"Alan Smith","startTime":952.63,"endTime":954.8499999999999,"body":"and you notice that"},{"speaker":"Alan Smith","startTime":952.63,"endTime":954.8499999999999,"body":"what I have seen as well is"},{"speaker":"Alan Smith","startTime":954.8499999999999,"endTime":958.51,"body":"sometimes they'll say, for fees"},{"speaker":"Alan Smith","startTime":954.8499999999999,"endTime":958.51,"body":"and charges disclosure for full"},{"speaker":"Alan Smith","startTime":958.51,"endTime":962.3499999999999,"body":"information, go to this website,"},{"speaker":"Alan Smith","startTime":958.51,"endTime":962.3499999999999,"body":"or the one that I saw someone"},{"speaker":"Alan Smith","startTime":962.3499999999999,"endTime":965.74,"body":"else posted this on Twitter last"},{"speaker":"Alan Smith","startTime":962.3499999999999,"endTime":965.74,"body":"week, I think it was actually"},{"speaker":"Alan Smith","startTime":965.74,"endTime":969.67,"body":"yet another big, big brand name,"},{"speaker":"Alan Smith","startTime":965.74,"endTime":969.67,"body":"we said fullness number oh"},{"speaker":"Alan Smith","startTime":969.67,"endTime":972.52,"body":"eight, five order that to get"},{"speaker":"Alan Smith","startTime":969.67,"endTime":972.52,"body":"details. And again, just the"},{"speaker":"Alan Smith","startTime":972.52,"endTime":974.89,"body":"friction and the barriers that"},{"speaker":"Alan Smith","startTime":972.52,"endTime":974.89,"body":"are in place, because who met"},{"speaker":"Alan Smith","startTime":974.89,"endTime":976.75,"body":"how many people are gonna"},{"speaker":"Alan Smith","startTime":974.89,"endTime":976.75,"body":"actually phone a number and get"},{"speaker":"Alan Smith","startTime":976.75,"endTime":980.77,"body":"I don't even understand once"},{"speaker":"Alan Smith","startTime":976.75,"endTime":980.77,"body":"they have, indeed that they get"},{"speaker":"Alan Smith","startTime":980.77,"endTime":984.0999999999999,"body":"through. So it feels to me and I"},{"speaker":"Alan Smith","startTime":980.77,"endTime":984.0999999999999,"body":"agree there is a balance, you"},{"speaker":"Alan Smith","startTime":984.0999999999999,"endTime":987.25,"body":"should disclose your fees and"},{"speaker":"Alan Smith","startTime":984.0999999999999,"endTime":987.25,"body":"charges. But you but I think"},{"speaker":"Alan Smith","startTime":987.25,"endTime":989.29,"body":"we've as I said gone too far as"},{"speaker":"Alan Smith","startTime":987.25,"endTime":989.29,"body":"a colleague of mine said the"},{"speaker":"Alan Smith","startTime":989.29,"endTime":991.75,"body":"other day, imagine that you got"},{"speaker":"Alan Smith","startTime":989.29,"endTime":991.75,"body":"to full disclosure on owning a"},{"speaker":"Alan Smith","startTime":991.75,"endTime":994.81,"body":"car right now, every every month"},{"speaker":"Alan Smith","startTime":991.75,"endTime":994.81,"body":"or every quarter every year, you"},{"speaker":"Alan Smith","startTime":994.81,"endTime":998.17,"body":"depreciate depreciation on your"},{"speaker":"Alan Smith","startTime":994.81,"endTime":998.17,"body":"car, the petrol you put in"},{"speaker":"Alan Smith","startTime":998.17,"endTime":1000.78,"body":"everything, and this is all the"},{"speaker":"Alan Smith","startTime":998.17,"endTime":1000.78,"body":"cars you would never own a car,"},{"speaker":"Alan Smith","startTime":1000.78,"endTime":1003.9,"body":"you'd say this is just so"},{"speaker":"Alan Smith","startTime":1000.78,"endTime":1003.9,"body":"expensive. But you're right. But"},{"speaker":"Alan Smith","startTime":1003.9,"endTime":1006.15,"body":"there's a balance. It just seems"},{"speaker":"Alan Smith","startTime":1003.9,"endTime":1006.15,"body":"to me that there are some"},{"speaker":"Alan Smith","startTime":1006.15,"endTime":1008.88,"body":"organizations just kind of"},{"speaker":"Alan Smith","startTime":1006.15,"endTime":1008.88,"body":"playing a little bit fast and"},{"speaker":"Alan Smith","startTime":1008.88,"endTime":1012.0,"body":"loose with the rules and just"},{"speaker":"Alan Smith","startTime":1008.88,"endTime":1012.0,"body":"doing as little as they can."},{"speaker":"Alan Smith","startTime":1013.05,"endTime":1016.86,"body":"Whilst the rest of us good guys"},{"speaker":"Alan Smith","startTime":1013.05,"endTime":1016.86,"body":"are doing the right thing. And I"},{"speaker":"Alan Smith","startTime":1016.86,"endTime":1020.67,"body":"must admit it just it doesn't"},{"speaker":"Alan Smith","startTime":1016.86,"endTime":1020.67,"body":"augur Well, to me in terms of"},{"speaker":"Alan Smith","startTime":1020.67,"endTime":1023.64,"body":"the consumer duty rules, which"},{"speaker":"Alan Smith","startTime":1020.67,"endTime":1023.64,"body":"are about to be enacted in this"},{"speaker":"Alan Smith","startTime":1023.64,"endTime":1026.97,"body":"country in July this year, I"},{"speaker":"Alan Smith","startTime":1023.64,"endTime":1026.97,"body":"believe and I just think it's"},{"speaker":"Alan Smith","startTime":1026.97,"endTime":1029.64,"body":"gonna be more of the same. We'll"},{"speaker":"Alan Smith","startTime":1026.97,"endTime":1029.64,"body":"be we'll be sort of belt and"},{"speaker":"Alan Smith","startTime":1029.64,"endTime":1031.6200000000001,"body":"braces doing everything we're"},{"speaker":"Alan Smith","startTime":1029.64,"endTime":1031.6200000000001,"body":"supposed to do and others will"},{"speaker":"Alan Smith","startTime":1031.6200000000001,"endTime":1035.04,"body":"just kind of broadly ignore it."},{"speaker":"Alan Smith","startTime":1031.6200000000001,"endTime":1035.04,"body":"Call what are the what are the"},{"speaker":"Alan Smith","startTime":1035.04,"endTime":1038.4,"body":"rules of it in Ireland in terms"},{"speaker":"Alan Smith","startTime":1035.04,"endTime":1038.4,"body":"of ongoing fees and charges"},{"speaker":"Alan Smith","startTime":1038.4,"endTime":1039.8700000000001,"body":"disclosure? Do you have to do it"},{"speaker":"Alan Smith","startTime":1038.4,"endTime":1039.8700000000001,"body":"every year?"},{"speaker":"Carl Widger","startTime":1041.76,"endTime":1043.74,"body":"Do we have to do it"},{"speaker":"Carl Widger","startTime":1041.76,"endTime":1043.74,"body":"every year? So it's in the"},{"speaker":"Carl Widger","startTime":1043.74,"endTime":1046.77,"body":"statements island that they get"},{"speaker":"Carl Widger","startTime":1043.74,"endTime":1046.77,"body":"from the provider? So the"},{"speaker":"Carl Widger","startTime":1046.77,"endTime":1049.56,"body":"platform provider or whatever?"},{"speaker":"Carl Widger","startTime":1046.77,"endTime":1049.56,"body":"Yes. So it is there. I think"},{"speaker":"Carl Widger","startTime":1049.56,"endTime":1053.94,"body":"there's one massive difference"},{"speaker":"Carl Widger","startTime":1049.56,"endTime":1053.94,"body":"though, at the outset. Which I"},{"speaker":"Carl Widger","startTime":1053.94,"endTime":1056.9099999999999,"body":"didn't realize until we had this"},{"speaker":"Carl Widger","startTime":1053.94,"endTime":1056.9099999999999,"body":"discussion offline last week,"},{"speaker":"Carl Widger","startTime":1056.9099999999999,"endTime":1062.25,"body":"which was you guys need to say"},{"speaker":"Carl Widger","startTime":1056.9099999999999,"endTime":1062.25,"body":"in pounds. And pence what this"},{"speaker":"Carl Widger","startTime":1062.25,"endTime":1066.27,"body":"fee equals? Yep. And there are"},{"speaker":"Carl Widger","startTime":1062.25,"endTime":1066.27,"body":"so many people hiding behind"},{"speaker":"Carl Widger","startTime":1066.42,"endTime":1069.6,"body":"little, itsy bitsy, small"},{"speaker":"Carl Widger","startTime":1066.42,"endTime":1069.6,"body":"percentages, right, trying to"},{"speaker":"Carl Widger","startTime":1069.93,"endTime":1074.31,"body":"get away with that. So I think"},{"speaker":"Carl Widger","startTime":1069.93,"endTime":1074.31,"body":"that would that's a big, you"},{"speaker":"Carl Widger","startTime":1074.31,"endTime":1077.1299999999999,"body":"know, massive, massive"},{"speaker":"Carl Widger","startTime":1074.31,"endTime":1077.1299999999999,"body":"difference. It's grown and"},{"speaker":"Carl Widger","startTime":1077.1299999999999,"endTime":1081.36,"body":"telling the client, you know, to"},{"speaker":"Carl Widger","startTime":1077.1299999999999,"endTime":1081.36,"body":"half percent of your million"},{"speaker":"Carl Widger","startTime":1081.36,"endTime":1084.33,"body":"quid as opposed to five grand"},{"speaker":"Carl Widger","startTime":1081.36,"endTime":1084.33,"body":"and gone every year, we're gonna"},{"speaker":"Carl Widger","startTime":1084.33,"endTime":1088.44,"body":"take five grand. So look, I"},{"speaker":"Carl Widger","startTime":1084.33,"endTime":1088.44,"body":"think that is a big difference."},{"speaker":"Carl Widger","startTime":1088.44,"endTime":1092.6399999999999,"body":"But do we a little bit like what"},{"speaker":"Carl Widger","startTime":1088.44,"endTime":1092.6399999999999,"body":"you said, Alan, if there's if"},{"speaker":"Carl Widger","startTime":1092.6399999999999,"endTime":1094.44,"body":"there's kind of top ups or"},{"speaker":"Carl Widger","startTime":1092.6399999999999,"endTime":1094.44,"body":"anything like that, we have to"},{"speaker":"Carl Widger","startTime":1094.44,"endTime":1099.03,"body":"go again, right? And tell them"},{"speaker":"Carl Widger","startTime":1094.44,"endTime":1099.03,"body":"again? Yeah. But we have a, I"},{"speaker":"Carl Widger","startTime":1099.03,"endTime":1101.73,"body":"suppose you've heard me say it a"},{"speaker":"Carl Widger","startTime":1099.03,"endTime":1101.73,"body":"million times, right? We're"},{"speaker":"Carl Widger","startTime":1101.73,"endTime":1104.58,"body":"trying to get ready here for"},{"speaker":"Carl Widger","startTime":1101.73,"endTime":1104.58,"body":"RDR, which were bloody well open"},{"speaker":"Carl Widger","startTime":1104.58,"endTime":1108.12,"body":"might bring in might be brought"},{"speaker":"Carl Widger","startTime":1104.58,"endTime":1108.12,"body":"in at some stage. So we were"},{"speaker":"Carl Widger","startTime":1108.12,"endTime":1113.67,"body":"aligned. And then also, they'll"},{"speaker":"Carl Widger","startTime":1108.12,"endTime":1113.67,"body":"also see that I was deeply"},{"speaker":"Carl Widger","startTime":1113.67,"endTime":1118.17,"body":"uncomfortable with the content"},{"speaker":"Carl Widger","startTime":1113.67,"endTime":1118.17,"body":"of some who today's always to"},{"speaker":"Carl Widger","startTime":1118.17,"endTime":1121.92,"body":"the Irish and versus UK cultural"},{"speaker":"Carl Widger","startTime":1118.17,"endTime":1121.92,"body":"differences."},{"speaker":"Carl Widger","startTime":1130.02,"endTime":1133.71,"body":"In case people think that I kind"},{"speaker":"Carl Widger","startTime":1130.02,"endTime":1133.71,"body":"of think these things through at"},{"speaker":"Carl Widger","startTime":1133.71,"endTime":1135.93,"body":"the end of Ireland's for a"},{"speaker":"Carl Widger","startTime":1133.71,"endTime":1135.93,"body":"segment he said I'd be"},{"speaker":"Carl Widger","startTime":1135.93,"endTime":1140.43,"body":"interested to get the view from"},{"speaker":"Carl Widger","startTime":1135.93,"endTime":1140.43,"body":"across the sea in Ireland and I"},{"speaker":"Carl Widger","startTime":1140.43,"endTime":1145.62,"body":"went, Oh, Jesus, I haven't"},{"speaker":"Carl Widger","startTime":1140.43,"endTime":1145.62,"body":"listened to or it's been. So I"},{"speaker":"Carl Widger","startTime":1145.62,"endTime":1149.1299999999999,"body":"had to listen very intently to"},{"speaker":"Carl Widger","startTime":1145.62,"endTime":1149.1299999999999,"body":"what Andy replied. Thankfully,"},{"speaker":"Carl Widger","startTime":1149.1299999999999,"endTime":1151.6499999999999,"body":"Alan then jumped in again and"},{"speaker":"Carl Widger","startTime":1149.1299999999999,"endTime":1151.6499999999999,"body":"went okay, I know what they're"},{"speaker":"Carl Widger","startTime":1151.6499999999999,"endTime":1152.31,"body":"talking about."},{"speaker":"Nick Lincoln","startTime":1153.36,"endTime":1155.31,"body":"Well done. Thanks"},{"speaker":"Nick Lincoln","startTime":1153.36,"endTime":1155.31,"body":"for paying attention call."},{"speaker":"Carl Widger","startTime":1155.34,"endTime":1159.57,"body":"Yeah. So we've,"},{"speaker":"Carl Widger","startTime":1155.34,"endTime":1159.57,"body":"we've we've we've a lot of work"},{"speaker":"Carl Widger","startTime":1159.57,"endTime":1163.4099999999999,"body":"done on this are really have"},{"speaker":"Carl Widger","startTime":1159.57,"endTime":1163.4099999999999,"body":"we've come from a very, very low"},{"speaker":"Carl Widger","startTime":1163.4099999999999,"endTime":1167.04,"body":"bar, but I think we're coming"},{"speaker":"Carl Widger","startTime":1163.4099999999999,"endTime":1167.04,"body":"good on it. And we just need to"},{"speaker":"Carl Widger","startTime":1167.04,"endTime":1170.01,"body":"bring in RDR is the final piece"},{"speaker":"Carl Widger","startTime":1167.04,"endTime":1170.01,"body":"for me. Yeah."},{"speaker":"Andy Hart","startTime":1170.04,"endTime":1171.6299999999999,"body":"Nick, any comments?"},{"speaker":"Nick Lincoln","startTime":1173.55,"endTime":1176.1299999999999,"body":"I concur with that"},{"speaker":"Nick Lincoln","startTime":1173.55,"endTime":1176.1299999999999,"body":"I did. It does seem that some"},{"speaker":"Nick Lincoln","startTime":1176.37,"endTime":1180.42,"body":"brands just don't just"},{"speaker":"Nick Lincoln","startTime":1176.37,"endTime":1180.42,"body":"Obfuscate. They'll just give"},{"speaker":"Nick Lincoln","startTime":1180.45,"endTime":1184.56,"body":"clients everything but the hard"},{"speaker":"Nick Lincoln","startTime":1180.45,"endTime":1184.56,"body":"costs. But you know what, I"},{"speaker":"Nick Lincoln","startTime":1184.56,"endTime":1186.93,"body":"think that plays in our favor."},{"speaker":"Nick Lincoln","startTime":1184.56,"endTime":1186.93,"body":"Because if we're up, I know we"},{"speaker":"Nick Lincoln","startTime":1186.93,"endTime":1190.71,"body":"are. And I know the Trappists"},{"speaker":"Nick Lincoln","startTime":1186.93,"endTime":1190.71,"body":"will be if you're upfront and"},{"speaker":"Nick Lincoln","startTime":1190.71,"endTime":1195.0,"body":"direct with the fees. And you're"},{"speaker":"Nick Lincoln","startTime":1190.71,"endTime":1195.0,"body":"saying to a potential customer"},{"speaker":"Nick Lincoln","startTime":1195.03,"endTime":1198.0,"body":"client, you're saying to a"},{"speaker":"Nick Lincoln","startTime":1195.03,"endTime":1198.0,"body":"prospect, these are our fees in"},{"speaker":"Nick Lincoln","startTime":1198.0,"endTime":1200.67,"body":"percentage terms, pounds and"},{"speaker":"Nick Lincoln","startTime":1198.0,"endTime":1200.67,"body":"pence, this is what you get for"},{"speaker":"Nick Lincoln","startTime":1200.67,"endTime":1205.26,"body":"it. I'm very happy to share that"},{"speaker":"Nick Lincoln","startTime":1200.67,"endTime":1205.26,"body":"with you. You know, you're"},{"speaker":"Nick Lincoln","startTime":1205.26,"endTime":1209.25,"body":"inferring that it's a shame your"},{"speaker":"Nick Lincoln","startTime":1205.26,"endTime":1209.25,"body":"existing advisor doesn't like it"},{"speaker":"Nick Lincoln","startTime":1209.25,"endTime":1212.1599999999999,"body":"kind of it's just a way of"},{"speaker":"Nick Lincoln","startTime":1209.25,"endTime":1212.1599999999999,"body":"separating you I think I think"},{"speaker":"Nick Lincoln","startTime":1212.1599999999999,"endTime":1215.28,"body":"it can't, you know, in that"},{"speaker":"Nick Lincoln","startTime":1212.1599999999999,"endTime":1215.28,"body":"sense, it's got it's got to"},{"speaker":"Nick Lincoln","startTime":1215.28,"endTime":1218.97,"body":"augur well for the advisor that"},{"speaker":"Nick Lincoln","startTime":1215.28,"endTime":1218.97,"body":"does come up from with the fees"},{"speaker":"Nick Lincoln","startTime":1219.33,"endTime":1221.07,"body":"saying this is what we this is"},{"speaker":"Nick Lincoln","startTime":1219.33,"endTime":1221.07,"body":"what we're going to charge this"},{"speaker":"Nick Lincoln","startTime":1221.07,"endTime":1224.04,"body":"is what you're gonna get. And"},{"speaker":"Nick Lincoln","startTime":1221.07,"endTime":1224.04,"body":"how do you feel about your"},{"speaker":"Nick Lincoln","startTime":1224.04,"endTime":1226.56,"body":"existing advisor you're"},{"speaker":"Nick Lincoln","startTime":1224.04,"endTime":1226.56,"body":"assisting DFM note never telling"},{"speaker":"Nick Lincoln","startTime":1226.56,"endTime":1229.23,"body":"you what the fees are. You don't"},{"speaker":"Nick Lincoln","startTime":1226.56,"endTime":1229.23,"body":"know what you're paying them and"},{"speaker":"Nick Lincoln","startTime":1229.23,"endTime":1231.87,"body":"we're quite happy to tell What"},{"speaker":"Nick Lincoln","startTime":1229.23,"endTime":1231.87,"body":"we're paying. So now you can"},{"speaker":"Nick Lincoln","startTime":1231.87,"endTime":1234.33,"body":"make a value judgment Mr."},{"speaker":"Nick Lincoln","startTime":1231.87,"endTime":1234.33,"body":"prospect, Mr. Prospect? And"},{"speaker":"Andy Hart","startTime":1234.96,"endTime":1238.4099999999999,"body":"I'm obviously Nick"},{"speaker":"Andy Hart","startTime":1234.96,"endTime":1238.4099999999999,"body":"Murray trained and I do like the"},{"speaker":"Andy Hart","startTime":1238.4099999999999,"endTime":1241.56,"body":"saying, you know, I charge"},{"speaker":"Andy Hart","startTime":1238.4099999999999,"endTime":1241.56,"body":"percentages ad valorem, you"},{"speaker":"Andy Hart","startTime":1241.56,"endTime":1244.08,"body":"know, I charge you 1% a year to"},{"speaker":"Andy Hart","startTime":1241.56,"endTime":1244.08,"body":"help you avoid the mistakes,"},{"speaker":"Andy Hart","startTime":1244.08,"endTime":1247.2,"body":"which cost multiples of 1% a"},{"speaker":"Andy Hart","startTime":1244.08,"endTime":1247.2,"body":"year. And that is the reality of"},{"speaker":"Andy Hart","startTime":1247.2,"endTime":1251.94,"body":"it. It's very hard to say that"},{"speaker":"Andy Hart","startTime":1247.2,"endTime":1251.94,"body":"in monetary terms. But yeah,"},{"speaker":"Andy Hart","startTime":1252.3,"endTime":1255.51,"body":"yeah, I still disclose both. But"},{"speaker":"Andy Hart","startTime":1252.3,"endTime":1255.51,"body":"when I talk,"},{"speaker":"Alan Smith","startTime":1255.96,"endTime":1258.78,"body":"Murray uses a"},{"speaker":"Alan Smith","startTime":1255.96,"endTime":1258.78,"body":"phrase, he says, we charge you a"},{"speaker":"Alan Smith","startTime":1258.78,"endTime":1262.11,"body":"cent on the dollar, like or a"},{"speaker":"Alan Smith","startTime":1258.78,"endTime":1262.11,"body":"penny in the pound. Yeah, sounds"},{"speaker":"Alan Smith","startTime":1262.11,"endTime":1263.43,"body":"sounds very nice, actually"},{"speaker":"Alan Smith","startTime":1262.11,"endTime":1263.43,"body":"sounds"},{"speaker":"Andy Hart","startTime":1264.6,"endTime":1267.3899999999999,"body":"very slice and dice"},{"speaker":"Andy Hart","startTime":1264.6,"endTime":1267.3899999999999,"body":"it. But then I do the grand"},{"speaker":"Andy Hart","startTime":1267.3899999999999,"endTime":1270.99,"body":"total. So the platform's"},{"speaker":"Andy Hart","startTime":1267.3899999999999,"endTime":1270.99,"body":"charging you point 2.3, the fund"},{"speaker":"Andy Hart","startTime":1270.99,"endTime":1273.03,"body":"manager is charging you point"},{"speaker":"Andy Hart","startTime":1270.99,"endTime":1273.03,"body":"three, I'm charging you whatever"},{"speaker":"Andy Hart","startTime":1273.03,"endTime":1275.6399999999999,"body":"the grand total is, whatever, I"},{"speaker":"Andy Hart","startTime":1273.03,"endTime":1275.6399999999999,"body":"know, I can put that into a"},{"speaker":"Andy Hart","startTime":1275.6399999999999,"endTime":1279.09,"body":"monetary terms that they can"},{"speaker":"Andy Hart","startTime":1275.6399999999999,"endTime":1279.09,"body":"work out themselves. But I'm"},{"speaker":"Andy Hart","startTime":1279.09,"endTime":1283.35,"body":"also Okay, with it being"},{"speaker":"Andy Hart","startTime":1279.09,"endTime":1283.35,"body":"mentioned in percentages. Yes,"},{"speaker":"Andy Hart","startTime":1283.35,"endTime":1285.93,"body":"we need to ram it down their"},{"speaker":"Andy Hart","startTime":1283.35,"endTime":1285.93,"body":"throat about 14 different places"},{"speaker":"Andy Hart","startTime":1285.93,"endTime":1288.48,"body":"every single year. Where do we"},{"speaker":"Andy Hart","startTime":1285.93,"endTime":1288.48,"body":"get where are we getting when"},{"speaker":"Andy Hart","startTime":1288.48,"endTime":1291.03,"body":"they're sending them a video"},{"speaker":"Andy Hart","startTime":1288.48,"endTime":1291.03,"body":"screaming at them a monetary"},{"speaker":"Andy Hart","startTime":1291.03,"endTime":1293.8799999999999,"body":"number? And they've got a sort"},{"speaker":"Andy Hart","startTime":1291.03,"endTime":1293.8799999999999,"body":"of, they've got to say, Yes, I"},{"speaker":"Andy Hart","startTime":1293.8799999999999,"endTime":1296.9099999999999,"body":"proceed. They got a they got"},{"speaker":"Andy Hart","startTime":1293.8799999999999,"endTime":1296.9099999999999,"body":"they got to consent. Here's a"},{"speaker":"Andy Hart","startTime":1296.9099999999999,"endTime":1301.26,"body":"loom video 1004 to 75 quid this"},{"speaker":"Andy Hart","startTime":1296.9099999999999,"endTime":1301.26,"body":"year. Are you okay to proceed"},{"speaker":"Andy Hart","startTime":1301.26,"endTime":1301.83,"body":"next year?"},{"speaker":"Nick Lincoln","startTime":1304.02,"endTime":1306.42,"body":"Think channeling"},{"speaker":"Nick Lincoln","startTime":1304.02,"endTime":1306.42,"body":"my inner Andy, I've got quite a"},{"speaker":"Nick Lincoln","startTime":1306.42,"endTime":1309.8999999999999,"body":"good fees page on my website."},{"speaker":"Nick Lincoln","startTime":1306.42,"endTime":1309.8999999999999,"body":"And I have I think I put quite a"},{"speaker":"Nick Lincoln","startTime":1309.8999999999999,"endTime":1312.33,"body":"bit of time into doing and I"},{"speaker":"Nick Lincoln","startTime":1309.8999999999999,"endTime":1312.33,"body":"break it down, you know, so"},{"speaker":"Nick Lincoln","startTime":1312.33,"endTime":1314.19,"body":"that, as Andy mentioned, there"},{"speaker":"Nick Lincoln","startTime":1312.33,"endTime":1314.19,"body":"are three elements. There's my"},{"speaker":"Nick Lincoln","startTime":1314.19,"endTime":1318.45,"body":"fee, there's the platform fee,"},{"speaker":"Nick Lincoln","startTime":1314.19,"endTime":1318.45,"body":"there's the investment fee,"},{"speaker":"Nick Lincoln","startTime":1318.6599999999999,"endTime":1321.18,"body":"three elements. And typically,"},{"speaker":"Nick Lincoln","startTime":1318.6599999999999,"endTime":1321.18,"body":"if you invested X amount, it"},{"speaker":"Nick Lincoln","startTime":1321.18,"endTime":1323.8799999999999,"body":"will be this and people can see"},{"speaker":"Nick Lincoln","startTime":1321.18,"endTime":1323.8799999999999,"body":"it, you know, it's just you"},{"speaker":"Nick Lincoln","startTime":1323.8799999999999,"endTime":1327.1499999999999,"body":"don't have you know, so yes, and"},{"speaker":"Nick Lincoln","startTime":1323.8799999999999,"endTime":1327.1499999999999,"body":"I'm one of those advisors who"},{"speaker":"Nick Lincoln","startTime":1327.1499999999999,"endTime":1329.31,"body":"does put their fees on their"},{"speaker":"Nick Lincoln","startTime":1327.1499999999999,"endTime":1329.31,"body":"website, but I don't make a big"},{"speaker":"Nick Lincoln","startTime":1329.31,"endTime":1330.87,"body":"song and dance about it. But"},{"speaker":"Nick Lincoln","startTime":1329.31,"endTime":1330.87,"body":"it's there for people if they"},{"speaker":"Nick Lincoln","startTime":1330.87,"endTime":1333.24,"body":"want to look doesn't make me"},{"speaker":"Nick Lincoln","startTime":1330.87,"endTime":1333.24,"body":"better than anybody else doesn't"},{"speaker":"Nick Lincoln","startTime":1333.24,"endTime":1335.6399999999999,"body":"make me worse than anybody else."},{"speaker":"Nick Lincoln","startTime":1333.24,"endTime":1335.6399999999999,"body":"Right? I think we've done that"},{"speaker":"Nick Lincoln","startTime":1335.8799999999999,"endTime":1339.6,"body":"sufficient justice. So two"},{"speaker":"Nick Lincoln","startTime":1335.8799999999999,"endTime":1339.6,"body":"episodes ago, Episode 17, I"},{"speaker":"Nick Lincoln","startTime":1339.6,"endTime":1341.97,"body":"spoke about how the UK stock"},{"speaker":"Nick Lincoln","startTime":1339.6,"endTime":1341.97,"body":"market as in terms of"},{"speaker":"Nick Lincoln","startTime":1342.33,"endTime":1347.1299999999999,"body":"capitalization in global terms"},{"speaker":"Nick Lincoln","startTime":1342.33,"endTime":1347.1299999999999,"body":"is just shrinking and shrinking"},{"speaker":"Nick Lincoln","startTime":1347.1299999999999,"endTime":1349.29,"body":"and shrinking. It was double"},{"speaker":"Nick Lincoln","startTime":1347.1299999999999,"endTime":1349.29,"body":"digits 20 years ago, that was"},{"speaker":"Nick Lincoln","startTime":1349.29,"endTime":1354.18,"body":"12% of the market. Well, market"},{"speaker":"Nick Lincoln","startTime":1349.29,"endTime":1354.18,"body":"cap. It's now just about 4%. And"},{"speaker":"Nick Lincoln","startTime":1354.21,"endTime":1357.06,"body":"this week, I saw a tweet from a"},{"speaker":"Nick Lincoln","startTime":1354.21,"endTime":1357.06,"body":"respected financial journalist,"},{"speaker":"Nick Lincoln","startTime":1357.06,"endTime":1359.73,"body":"one of the better financial"},{"speaker":"Nick Lincoln","startTime":1357.06,"endTime":1359.73,"body":"journalists, Marin, Somerset"},{"speaker":"Nick Lincoln","startTime":1359.73,"endTime":1363.72,"body":"web, and she was tweeting about"},{"speaker":"Nick Lincoln","startTime":1359.73,"endTime":1363.72,"body":"a UK tech firm, I can't remember"},{"speaker":"Nick Lincoln","startTime":1363.72,"endTime":1365.8799999999999,"body":"the name of it, sorry, but it's"},{"speaker":"Nick Lincoln","startTime":1363.72,"endTime":1365.8799999999999,"body":"decided to go and list in the"},{"speaker":"Nick Lincoln","startTime":1365.8799999999999,"endTime":1370.26,"body":"USA rather than list here. And"},{"speaker":"Nick Lincoln","startTime":1365.8799999999999,"endTime":1370.26,"body":"Somerset Webb said, Imagine you"},{"speaker":"Nick Lincoln","startTime":1370.26,"endTime":1373.86,"body":"had a firm to list, you can do"},{"speaker":"Nick Lincoln","startTime":1370.26,"endTime":1373.86,"body":"it in the UK, get half the price"},{"speaker":"Nick Lincoln","startTime":1373.86,"endTime":1377.94,"body":"on listing, get half the CEO"},{"speaker":"Nick Lincoln","startTime":1373.86,"endTime":1377.94,"body":"salary, spend most of your time"},{"speaker":"Nick Lincoln","startTime":1377.94,"endTime":1381.06,"body":"talking to compliance, and then"},{"speaker":"Nick Lincoln","startTime":1377.94,"endTime":1381.06,"body":"get chucked off your own board"},{"speaker":"Nick Lincoln","startTime":1381.06,"endTime":1385.17,"body":"after nine years. Or you can"},{"speaker":"Nick Lincoln","startTime":1381.06,"endTime":1385.17,"body":"list in the US we need reform"},{"speaker":"Nick Lincoln","startTime":1385.17,"endTime":1388.53,"body":"now. So there's obviously a"},{"speaker":"Nick Lincoln","startTime":1385.17,"endTime":1388.53,"body":"problem with entrepreneurship in"},{"speaker":"Nick Lincoln","startTime":1388.53,"endTime":1392.3999999999999,"body":"this country, and a complete"},{"speaker":"Nick Lincoln","startTime":1388.53,"endTime":1392.3999999999999,"body":"disregard for the private sector"},{"speaker":"Nick Lincoln","startTime":1392.3999999999999,"endTime":1394.62,"body":"and business. And it's starting"},{"speaker":"Nick Lincoln","startTime":1392.3999999999999,"endTime":1394.62,"body":"now to impact it's really"},{"speaker":"Nick Lincoln","startTime":1394.62,"endTime":1397.53,"body":"starting to impact then in the"},{"speaker":"Nick Lincoln","startTime":1394.62,"endTime":1397.53,"body":"comments from you guys. So you"},{"speaker":"Nick Lincoln","startTime":1397.53,"endTime":1400.29,"body":"got something to add, we can"},{"speaker":"Nick Lincoln","startTime":1397.53,"endTime":1400.29,"body":"move on to the next thing. Okey,"},{"speaker":"Nick Lincoln","startTime":1400.29,"endTime":1404.04,"body":"dokey. And what else? Yes, just"},{"speaker":"Nick Lincoln","startTime":1400.29,"endTime":1404.04,"body":"just add, I think I saw a good"},{"speaker":"Nick Lincoln","startTime":1404.04,"endTime":1406.68,"body":"website and American website."},{"speaker":"Nick Lincoln","startTime":1404.04,"endTime":1406.68,"body":"It's the kindness financial"},{"speaker":"Nick Lincoln","startTime":1406.68,"endTime":1410.1299999999999,"body":"planning run by a guy called"},{"speaker":"Nick Lincoln","startTime":1406.68,"endTime":1410.1299999999999,"body":"Elliot apple. And he's a virtual"},{"speaker":"Nick Lincoln","startTime":1410.1299999999999,"endTime":1412.08,"body":"financial planner. So for those"},{"speaker":"Nick Lincoln","startTime":1410.1299999999999,"endTime":1412.08,"body":"of us who are moving to a"},{"speaker":"Nick Lincoln","startTime":1412.08,"endTime":1414.78,"body":"virtual world or near virtual"},{"speaker":"Nick Lincoln","startTime":1412.08,"endTime":1414.78,"body":"world, he's got this great"},{"speaker":"Nick Lincoln","startTime":1414.78,"endTime":1416.8799999999999,"body":"website, they'll be linked to it"},{"speaker":"Nick Lincoln","startTime":1414.78,"endTime":1416.8799999999999,"body":"in the so called show notes."},{"speaker":"Nick Lincoln","startTime":1417.18,"endTime":1419.97,"body":"Just just talking, it's client"},{"speaker":"Nick Lincoln","startTime":1417.18,"endTime":1419.97,"body":"facing. So why you should use a"},{"speaker":"Nick Lincoln","startTime":1419.97,"endTime":1423.21,"body":"virtual financial plan and why"},{"speaker":"Nick Lincoln","startTime":1419.97,"endTime":1423.21,"body":"you shouldn't and how I work and"},{"speaker":"Nick Lincoln","startTime":1423.21,"endTime":1425.34,"body":"of course, being American there,"},{"speaker":"Nick Lincoln","startTime":1423.21,"endTime":1425.34,"body":"they stand to the nth degree"},{"speaker":"Nick Lincoln","startTime":1425.34,"endTime":1428.9099999999999,"body":"very slick. So if you're"},{"speaker":"Nick Lincoln","startTime":1425.34,"endTime":1428.9099999999999,"body":"thinking about doing that, and"},{"speaker":"Nick Lincoln","startTime":1428.9099999999999,"endTime":1431.58,"body":"being able to communicate the"},{"speaker":"Nick Lincoln","startTime":1428.9099999999999,"endTime":1431.58,"body":"merits, and the disadvantages of"},{"speaker":"Nick Lincoln","startTime":1431.58,"endTime":1433.62,"body":"being a virtual financial"},{"speaker":"Nick Lincoln","startTime":1431.58,"endTime":1433.62,"body":"planner to your target audience,"},{"speaker":"Nick Lincoln","startTime":1434.07,"endTime":1436.95,"body":"is just you have a look at his"},{"speaker":"Nick Lincoln","startTime":1434.07,"endTime":1436.95,"body":"website, and there's nothing new"},{"speaker":"Nick Lincoln","startTime":1436.95,"endTime":1442.8,"body":"under the sun. Take some ideas"},{"speaker":"Nick Lincoln","startTime":1436.95,"endTime":1442.8,"body":"from that. Now. Oh, Andy, Andy,"},{"speaker":"Nick Lincoln","startTime":1442.8,"endTime":1445.23,"body":"you've had even a love fest"},{"speaker":"Nick Lincoln","startTime":1442.8,"endTime":1445.23,"body":"happening in the last few days"},{"speaker":"Nick Lincoln","startTime":1445.23,"endTime":1447.21,"body":"go on Berkshire Hathaway. Let's"},{"speaker":"Nick Lincoln","startTime":1445.23,"endTime":1447.21,"body":"do it."},{"speaker":"Andy Hart","startTime":1448.17,"endTime":1452.61,"body":"He loves it. Yeah. So"},{"speaker":"Andy Hart","startTime":1448.17,"endTime":1452.61,"body":"this is the Warren Buffett"},{"speaker":"Andy Hart","startTime":1452.61,"endTime":1456.6599999999999,"body":"Warren Buffett's Annual General"},{"speaker":"Andy Hart","startTime":1452.61,"endTime":1456.6599999999999,"body":"Meeting in Omaha, Nebraska. It"},{"speaker":"Andy Hart","startTime":1456.6599999999999,"endTime":1461.61,"body":"was live streamed on the sixth"},{"speaker":"Andy Hart","startTime":1456.6599999999999,"endTime":1461.61,"body":"of May a good friend of mine,"},{"speaker":"Andy Hart","startTime":1461.7,"endTime":1465.33,"body":"Jimmy Joseph went out there. So"},{"speaker":"Andy Hart","startTime":1461.7,"endTime":1465.33,"body":"he sent me some photos whilst it"},{"speaker":"Andy Hart","startTime":1465.33,"endTime":1468.24,"body":"was there. I've put it in the"},{"speaker":"Andy Hart","startTime":1465.33,"endTime":1468.24,"body":"topical tip bits, but it's sort"},{"speaker":"Andy Hart","startTime":1468.24,"endTime":1472.59,"body":"of culture corner. I watch this"},{"speaker":"Andy Hart","startTime":1468.24,"endTime":1472.59,"body":"every year. It's about six hours"},{"speaker":"Andy Hart","startTime":1472.59,"endTime":1475.47,"body":"long. There's a morning session"},{"speaker":"Andy Hart","startTime":1472.59,"endTime":1475.47,"body":"and afternoon session. And I've"},{"speaker":"Andy Hart","startTime":1475.47,"endTime":1478.6499999999999,"body":"also in the show notes, but the"},{"speaker":"Andy Hart","startTime":1475.47,"endTime":1478.6499999999999,"body":"link to the annual general"},{"speaker":"Andy Hart","startTime":1478.6499999999999,"endTime":1482.6399999999999,"body":"meetings going back to 1994. And"},{"speaker":"Andy Hart","startTime":1478.6499999999999,"endTime":1482.6399999999999,"body":"I have listened to all of them."},{"speaker":"Andy Hart","startTime":1482.79,"endTime":1485.9099999999999,"body":"And they're about six hours long"},{"speaker":"Andy Hart","startTime":1482.79,"endTime":1485.9099999999999,"body":"each one of them. So if you're"},{"speaker":"Andy Hart","startTime":1485.9099999999999,"endTime":1488.8799999999999,"body":"as sad as me, I want to overload"},{"speaker":"Andy Hart","startTime":1485.9099999999999,"endTime":1488.8799999999999,"body":"on the Warren Buffett and"},{"speaker":"Andy Hart","startTime":1488.8799999999999,"endTime":1492.06,"body":"Charlie Munger, I do recommend"},{"speaker":"Andy Hart","startTime":1488.8799999999999,"endTime":1492.06,"body":"checking out this podcast feed"},{"speaker":"Andy Hart","startTime":1492.09,"endTime":1497.52,"body":"that is absolutely awesome. My"},{"speaker":"Andy Hart","startTime":1492.09,"endTime":1497.52,"body":"next topical tip bit is just"},{"speaker":"Andy Hart","startTime":1497.58,"endTime":1498.12,"body":"gone from that."},{"speaker":"Nick Lincoln","startTime":1498.12,"endTime":1499.86,"body":"Did you say Jimmy?"},{"speaker":"Nick Lincoln","startTime":1498.12,"endTime":1499.86,"body":"Jason went out there for it?"},{"speaker":"Nick Lincoln","startTime":1499.8899999999999,"endTime":1500.34,"body":"YEAH. Jimmy"},{"speaker":"Andy Hart","startTime":1500.34,"endTime":1502.5,"body":"Joseph went out"},{"speaker":"Andy Hart","startTime":1500.34,"endTime":1502.5,"body":"there. Yeah, he's he was in for"},{"speaker":"Andy Hart","startTime":1502.5,"endTime":1502.95,"body":"that just"},{"speaker":"Alan Smith","startTime":1504.57,"endTime":1506.79,"body":"isn't I thought you"},{"speaker":"Alan Smith","startTime":1504.57,"endTime":1506.79,"body":"had to be a shareholder."},{"speaker":"Andy Hart","startTime":1508.11,"endTime":1510.18,"body":"There's a story about"},{"speaker":"Andy Hart","startTime":1508.11,"endTime":1510.18,"body":"that island. Yes, you you have"},{"speaker":"Andy Hart","startTime":1510.18,"endTime":1512.61,"body":"to be a shareholder. And I think"},{"speaker":"Andy Hart","startTime":1510.18,"endTime":1512.61,"body":"at the moment the A Class shares"},{"speaker":"Andy Hart","startTime":1512.61,"endTime":1516.06,"body":"are 400,000 each. Yeah, I've not"},{"speaker":"Andy Hart","startTime":1512.61,"endTime":1516.06,"body":"given away Jimmy George's net"},{"speaker":"Andy Hart","startTime":1516.06,"endTime":1519.45,"body":"worth because if you're a B"},{"speaker":"Andy Hart","startTime":1516.06,"endTime":1519.45,"body":"class shareholder now, which is"},{"speaker":"Andy Hart","startTime":1519.45,"endTime":1525.21,"body":"I think 1/20 of that. You also"},{"speaker":"Andy Hart","startTime":1519.45,"endTime":1525.21,"body":"have a ticket to the AGM. I"},{"speaker":"Andy Hart","startTime":1525.21,"endTime":1529.05,"body":"think he was going prior to"},{"speaker":"Andy Hart","startTime":1525.21,"endTime":1529.05,"body":"COVID. And this has been nudged"},{"speaker":"Andy Hart","startTime":1529.05,"endTime":1530.8799999999999,"body":"on since then. I think they're"},{"speaker":"Andy Hart","startTime":1529.05,"endTime":1530.8799999999999,"body":"bad. Two or three virtual"},{"speaker":"Andy Hart","startTime":1530.8799999999999,"endTime":1533.85,"body":"meetings. And then he's gone out"},{"speaker":"Andy Hart","startTime":1530.8799999999999,"endTime":1533.85,"body":"there, and he's bringing me back"},{"speaker":"Andy Hart","startTime":1533.85,"endTime":1537.0,"body":"some See's Candy. If anyone"},{"speaker":"Andy Hart","startTime":1533.85,"endTime":1537.0,"body":"knows anything about Buffett,"},{"speaker":"Andy Hart","startTime":1537.81,"endTime":1539.46,"body":"I'm very excited to be in that."},{"speaker":"Alan Smith","startTime":1540.09,"endTime":1542.7,"body":"You might I've"},{"speaker":"Alan Smith","startTime":1540.09,"endTime":1542.7,"body":"watched I watched about, I"},{"speaker":"Alan Smith","startTime":1542.7,"endTime":1546.75,"body":"watched about an hour and a half"},{"speaker":"Alan Smith","startTime":1542.7,"endTime":1546.75,"body":"of it the weekend when it was"},{"speaker":"Alan Smith","startTime":1546.75,"endTime":1551.94,"body":"on, and the overriding thing for"},{"speaker":"Alan Smith","startTime":1546.75,"endTime":1551.94,"body":"me is you've got Buffett is what"},{"speaker":"Alan Smith","startTime":1551.94,"endTime":1557.6399999999999,"body":"92 and mangoes 99. And they were"},{"speaker":"Alan Smith","startTime":1551.94,"endTime":1557.6399999999999,"body":"sharp as attack both of them"},{"speaker":"Alan Smith","startTime":1557.97,"endTime":1561.96,"body":"both bridges. It's just you"},{"speaker":"Alan Smith","startTime":1557.97,"endTime":1561.96,"body":"know, but there's such a"},{"speaker":"Alan Smith","startTime":1561.96,"endTime":1565.92,"body":"brilliant double act, the funny"},{"speaker":"Alan Smith","startTime":1561.96,"endTime":1565.92,"body":"bounce off each other. And he"},{"speaker":"Alan Smith","startTime":1565.92,"endTime":1567.57,"body":"said something at the beginning"},{"speaker":"Alan Smith","startTime":1565.92,"endTime":1567.57,"body":"doesn't because obviously it"},{"speaker":"Alan Smith","startTime":1567.57,"endTime":1571.02,"body":"wasn't a day of putting a title"},{"speaker":"Alan Smith","startTime":1567.57,"endTime":1571.02,"body":"again is of the Royal the"},{"speaker":"Alan Smith","startTime":1571.05,"endTime":1575.61,"body":"coronation King Charles and yet"},{"speaker":"Alan Smith","startTime":1571.05,"endTime":1575.61,"body":"Buffett says we have our own"},{"speaker":"Alan Smith","startTime":1575.61,"endTime":1578.52,"body":"King Charles here. Look at"},{"speaker":"Alan Smith","startTime":1575.61,"endTime":1578.52,"body":"Charles Munger, Charlie Munger"},{"speaker":"Alan Smith","startTime":1579.27,"endTime":1580.95,"body":"got the audience laughing along"},{"speaker":"Andy Hart","startTime":1580.98,"endTime":1583.23,"body":"Yeah, he's but he's"},{"speaker":"Andy Hart","startTime":1580.98,"endTime":1583.23,"body":"basically like, apparently we've"},{"speaker":"Andy Hart","startTime":1583.23,"endTime":1587.25,"body":"got an event clash going on in"},{"speaker":"Andy Hart","startTime":1583.23,"endTime":1587.25,"body":"the UK? Yeah, a bit of an event"},{"speaker":"Andy Hart","startTime":1587.25,"endTime":1590.3999999999999,"body":"clash? I mean, they've never"},{"speaker":"Andy Hart","startTime":1587.25,"endTime":1590.3999999999999,"body":"mentioned any other event apart"},{"speaker":"Andy Hart","startTime":1590.3999999999999,"endTime":1592.71,"body":"from that, which is quite"},{"speaker":"Andy Hart","startTime":1590.3999999999999,"endTime":1592.71,"body":"interesting. Yeah. I've listened"},{"speaker":"Andy Hart","startTime":1592.71,"endTime":1594.8999999999999,"body":"to the whole morning session"},{"speaker":"Andy Hart","startTime":1592.71,"endTime":1594.8999999999999,"body":"three hours, and I'll be going"},{"speaker":"Andy Hart","startTime":1594.8999999999999,"endTime":1598.11,"body":"through the afternoon session."},{"speaker":"Andy Hart","startTime":1594.8999999999999,"endTime":1598.11,"body":"Mainly it's questions from the"},{"speaker":"Andy Hart","startTime":1598.11,"endTime":1599.8799999999999,"body":"audience. And the question is"},{"speaker":"Andy Hart","startTime":1598.11,"endTime":1599.8799999999999,"body":"getting better and better every"},{"speaker":"Andy Hart","startTime":1599.8799999999999,"endTime":1603.84,"body":"year? They asked him, they were"},{"speaker":"Andy Hart","startTime":1599.8799999999999,"endTime":1603.84,"body":"asking them this year about AI."},{"speaker":"Andy Hart","startTime":1604.26,"endTime":1607.44,"body":"That was quite interesting. And"},{"speaker":"Andy Hart","startTime":1604.26,"endTime":1607.44,"body":"a couple of other things. But"},{"speaker":"Andy Hart","startTime":1607.44,"endTime":1611.49,"body":"yeah, going back to the whole"},{"speaker":"Andy Hart","startTime":1607.44,"endTime":1611.49,"body":"sort of back catalogue to 1994,"},{"speaker":"Andy Hart","startTime":1611.49,"endTime":1614.34,"body":"and a podcast. Feed is"},{"speaker":"Andy Hart","startTime":1611.49,"endTime":1614.34,"body":"absolutely brilliant. And you go"},{"speaker":"Andy Hart","startTime":1614.34,"endTime":1617.8799999999999,"body":"through all the different"},{"speaker":"Andy Hart","startTime":1614.34,"endTime":1617.8799999999999,"body":"stages, like the tech crisis,"},{"speaker":"Andy Hart","startTime":1617.8799999999999,"endTime":1621.18,"body":"the financial crisis, and then a"},{"speaker":"Andy Hart","startTime":1617.8799999999999,"endTime":1621.18,"body":"COVID. All the other things that"},{"speaker":"Andy Hart","startTime":1621.18,"endTime":1623.76,"body":"we've gone through. Yeah,"},{"speaker":"Andy Hart","startTime":1621.18,"endTime":1623.76,"body":"absolutely brilliant, superb. So"},{"speaker":"Andy Hart","startTime":1623.76,"endTime":1628.02,"body":"yeah, do check out certainly the"},{"speaker":"Andy Hart","startTime":1623.76,"endTime":1628.02,"body":"latest one and then also, if you"},{"speaker":"Andy Hart","startTime":1628.05,"endTime":1630.54,"body":"like them, check out the back"},{"speaker":"Andy Hart","startTime":1628.05,"endTime":1630.54,"body":"catalogue, a couple of other"},{"speaker":"Andy Hart","startTime":1630.54,"endTime":1634.71,"body":"quicker updates. The hum"},{"speaker":"Andy Hart","startTime":1630.54,"endTime":1634.71,"body":"conferences are selling well,"},{"speaker":"Andy Hart","startTime":1634.71,"endTime":1637.3799999999999,"body":"South Africa, huge chunk have"},{"speaker":"Andy Hart","startTime":1634.71,"endTime":1637.3799999999999,"body":"gone I think we've got about"},{"speaker":"Andy Hart","startTime":1637.3799999999999,"endTime":1640.59,"body":"another 100 left tickets, so"},{"speaker":"Andy Hart","startTime":1637.3799999999999,"endTime":1640.59,"body":"please do buy one there. We've"},{"speaker":"Andy Hart","startTime":1640.59,"endTime":1644.1299999999999,"body":"got Bruce Whitfield, who's a big"},{"speaker":"Andy Hart","startTime":1640.59,"endTime":1644.1299999999999,"body":"speaker in the in South Africa,"},{"speaker":"Andy Hart","startTime":1644.1299999999999,"endTime":1646.8,"body":"and we've got our very own Alan"},{"speaker":"Andy Hart","startTime":1644.1299999999999,"endTime":1646.8,"body":"Smith making the trip out to"},{"speaker":"Andy Hart","startTime":1646.8,"endTime":1653.37,"body":"Cape Town, leaving Paddington to"},{"speaker":"Andy Hart","startTime":1646.8,"endTime":1653.37,"body":"go on a good show. In Kilburn"},{"speaker":"Andy Hart","startTime":1653.37,"endTime":1653.79,"body":"south"},{"speaker":"Nick Lincoln","startTime":1654.0,"endTime":1654.3,"body":"of Cuba."},{"speaker":"Alan Smith","startTime":1655.5,"endTime":1657.57,"body":"Could you tell me"},{"speaker":"Alan Smith","startTime":1655.5,"endTime":1657.57,"body":"what I should talk about? That"},{"speaker":"Alan Smith","startTime":1657.57,"endTime":1659.1599999999999,"body":"will be good, but yeah, we'll"},{"speaker":"Alan Smith","startTime":1657.57,"endTime":1659.1599999999999,"body":"we'll get on"},{"speaker":"Andy Hart","startTime":1659.1599999999999,"endTime":1662.6399999999999,"body":"to that. And but and"},{"speaker":"Andy Hart","startTime":1659.1599999999999,"endTime":1662.6399999999999,"body":"then London is selling in London"},{"speaker":"Andy Hart","startTime":1662.6399999999999,"endTime":1665.52,"body":"is selling selling incredibly"},{"speaker":"Andy Hart","startTime":1662.6399999999999,"endTime":1665.52,"body":"well. I've got 300 tickets to"},{"speaker":"Andy Hart","startTime":1665.52,"endTime":1669.36,"body":"sell and I'm pretty much at"},{"speaker":"Andy Hart","startTime":1665.52,"endTime":1669.36,"body":"about 260 the headline speakers"},{"speaker":"Andy Hart","startTime":1669.36,"endTime":1673.74,"body":"there are Rory Sutherland and my"},{"speaker":"Andy Hart","startTime":1669.36,"endTime":1673.74,"body":"good friend Simon Buckner is the"},{"speaker":"Andy Hart","startTime":1673.74,"endTime":1677.94,"body":"UK public speaking champion. So"},{"speaker":"Andy Hart","startTime":1673.74,"endTime":1677.94,"body":"he'll be doing a good show and"},{"speaker":"Andy Hart","startTime":1677.94,"endTime":1680.28,"body":"then find another thing topical"},{"speaker":"Andy Hart","startTime":1677.94,"endTime":1680.28,"body":"tip bit. I went to Lisbon last"},{"speaker":"Andy Hart","startTime":1680.28,"endTime":1684.3899999999999,"body":"weekend. Lisbon is now pretty"},{"speaker":"Andy Hart","startTime":1680.28,"endTime":1684.3899999999999,"body":"much my favorite European city."},{"speaker":"Andy Hart","startTime":1684.72,"endTime":1688.86,"body":"Rome is a close second. But"},{"speaker":"Andy Hart","startTime":1684.72,"endTime":1688.86,"body":"yeah, Lisbon is fantastic. And"},{"speaker":"Andy Hart","startTime":1688.86,"endTime":1693.12,"body":"I'm going to be going to Porto"},{"speaker":"Andy Hart","startTime":1688.86,"endTime":1693.12,"body":"as my next European trip, which"},{"speaker":"Andy Hart","startTime":1693.12,"endTime":1695.97,"body":"I've heard is potentially better"},{"speaker":"Andy Hart","startTime":1693.12,"endTime":1695.97,"body":"than the Lisbon which I'll, I'll"},{"speaker":"Andy Hart","startTime":1695.97,"endTime":1697.92,"body":"be the judge. That's it really."},{"speaker":"Nick Lincoln","startTime":1698.55,"endTime":1702.33,"body":"Back to you boss."},{"speaker":"Nick Lincoln","startTime":1698.55,"endTime":1702.33,"body":"Great stuff. Thanks, guys. So"},{"speaker":"Nick Lincoln","startTime":1702.33,"endTime":1707.7,"body":"we're 2018 29 minutes into this"},{"speaker":"Nick Lincoln","startTime":1702.33,"endTime":1707.7,"body":"rambling disaster. So I think"},{"speaker":"Nick Lincoln","startTime":1707.7,"endTime":1712.05,"body":"it's time that we we consider"},{"speaker":"Nick Lincoln","startTime":1707.7,"endTime":1712.05,"body":"moving on to the meat and"},{"speaker":"Nick Lincoln","startTime":1712.05,"endTime":1714.75,"body":"potatoes and those are potatoes"},{"speaker":"Nick Lincoln","startTime":1712.05,"endTime":1714.75,"body":"being peeled in the background."},{"speaker":"Nick Lincoln","startTime":1714.84,"endTime":1717.3,"body":"I know this causes some"},{"speaker":"Nick Lincoln","startTime":1714.84,"endTime":1717.3,"body":"consternation for some the trap"},{"speaker":"Nick Lincoln","startTime":1717.3,"endTime":1722.3999999999999,"body":"pack and the meat of potatoes."},{"speaker":"Nick Lincoln","startTime":1717.3,"endTime":1722.3999999999999,"body":"Mr. Smith, let's let's hand over"},{"speaker":"Nick Lincoln","startTime":1722.3999999999999,"endTime":1726.36,"body":"to you on the water. By the way"},{"speaker":"Nick Lincoln","startTime":1722.3999999999999,"endTime":1726.36,"body":"this if we go on for a long time"},{"speaker":"Nick Lincoln","startTime":1726.36,"endTime":1729.21,"body":"TRAPPIST with this, we might"},{"speaker":"Nick Lincoln","startTime":1726.36,"endTime":1729.21,"body":"split this over two episodes or"},{"speaker":"Nick Lincoln","startTime":1729.21,"endTime":1731.9099999999999,"body":"so because this is a big"},{"speaker":"Nick Lincoln","startTime":1729.21,"endTime":1731.9099999999999,"body":"subject, essentially, the client"},{"speaker":"Nick Lincoln","startTime":1731.9099999999999,"endTime":1733.3799999999999,"body":"journey, Mr. Smith?"},{"speaker":"Alan Smith","startTime":1734.76,"endTime":1737.9099999999999,"body":"Yeah, thank you,"},{"speaker":"Alan Smith","startTime":1734.76,"endTime":1737.9099999999999,"body":"Nick. We've been we've got a"},{"speaker":"Alan Smith","startTime":1737.9099999999999,"endTime":1741.33,"body":"project on in our firm at the"},{"speaker":"Alan Smith","startTime":1737.9099999999999,"endTime":1741.33,"body":"moment, which is causing me to"},{"speaker":"Alan Smith","startTime":1741.33,"endTime":1744.75,"body":"you know, to focus and sort of"},{"speaker":"Alan Smith","startTime":1741.33,"endTime":1744.75,"body":"relook at some of the things"},{"speaker":"Alan Smith","startTime":1744.75,"endTime":1747.12,"body":"that we do because the world has"},{"speaker":"Alan Smith","startTime":1744.75,"endTime":1747.12,"body":"changed significantly since we"},{"speaker":"Alan Smith","startTime":1747.12,"endTime":1750.54,"body":"started. So started the"},{"speaker":"Alan Smith","startTime":1747.12,"endTime":1750.54,"body":"business, every business whether"},{"speaker":"Alan Smith","startTime":1750.54,"endTime":1754.95,"body":"it knows it or not, whether it's"},{"speaker":"Alan Smith","startTime":1750.54,"endTime":1754.95,"body":"kind of thought through or"},{"speaker":"Alan Smith","startTime":1754.95,"endTime":1757.35,"body":"whether it just happens by"},{"speaker":"Alan Smith","startTime":1754.95,"endTime":1757.35,"body":"accident has a you know, a new"},{"speaker":"Alan Smith","startTime":1757.35,"endTime":1760.95,"body":"client process, whatever we you"},{"speaker":"Alan Smith","startTime":1757.35,"endTime":1760.95,"body":"want to describe it, how you"},{"speaker":"Alan Smith","startTime":1760.95,"endTime":1764.1,"body":"engage with a potential client"},{"speaker":"Alan Smith","startTime":1760.95,"endTime":1764.1,"body":"when they first make contact"},{"speaker":"Alan Smith","startTime":1764.1,"endTime":1768.6299999999999,"body":"with you. You have a meeting or"},{"speaker":"Alan Smith","startTime":1764.1,"endTime":1768.6299999999999,"body":"a series of meetings and we're"},{"speaker":"Alan Smith","startTime":1768.6299999999999,"endTime":1771.24,"body":"all doing a variation on the"},{"speaker":"Alan Smith","startTime":1768.6299999999999,"endTime":1771.24,"body":"theme. I don't think anyone is"},{"speaker":"Alan Smith","startTime":1771.24,"endTime":1773.31,"body":"doing anything dramatically"},{"speaker":"Alan Smith","startTime":1771.24,"endTime":1773.31,"body":"different but I'd like to and"},{"speaker":"Alan Smith","startTime":1773.31,"endTime":1776.1,"body":"it's a kind of a follow up to"},{"speaker":"Alan Smith","startTime":1773.31,"endTime":1776.1,"body":"some degree on the conversation"},{"speaker":"Alan Smith","startTime":1776.1,"endTime":1779.04,"body":"that we had last episode, which"},{"speaker":"Alan Smith","startTime":1776.1,"endTime":1779.04,"body":"was a focus on critical non"},{"speaker":"Alan Smith","startTime":1779.04,"endTime":1782.1299999999999,"body":"essentials. I'm really trying to"},{"speaker":"Alan Smith","startTime":1779.04,"endTime":1782.1299999999999,"body":"get into the weeds somewhat and"},{"speaker":"Alan Smith","startTime":1782.1299999999999,"endTime":1785.73,"body":"hopefully offering some insights"},{"speaker":"Alan Smith","startTime":1782.1299999999999,"endTime":1785.73,"body":"and thoughts and some experience"},{"speaker":"Alan Smith","startTime":1785.85,"endTime":1789.84,"body":"to the listeners about a good"},{"speaker":"Alan Smith","startTime":1785.85,"endTime":1789.84,"body":"kind of new client. I don't like"},{"speaker":"Alan Smith","startTime":1789.84,"endTime":1792.1499999999999,"body":"the word there's no there's no"},{"speaker":"Alan Smith","startTime":1789.84,"endTime":1792.1499999999999,"body":"better word but onboarding,"},{"speaker":"Alan Smith","startTime":1792.18,"endTime":1794.85,"body":"onboarding new clients, how you"},{"speaker":"Alan Smith","startTime":1792.18,"endTime":1794.85,"body":"take new prospective clients"},{"speaker":"Alan Smith","startTime":1794.85,"endTime":1798.36,"body":"through your journey, how you"},{"speaker":"Alan Smith","startTime":1794.85,"endTime":1798.36,"body":"work out whether they are a good"},{"speaker":"Alan Smith","startTime":1798.36,"endTime":1803.22,"body":"fit or not. How you politely"},{"speaker":"Alan Smith","startTime":1798.36,"endTime":1803.22,"body":"disengage if the answer good fit"},{"speaker":"Alan Smith","startTime":1803.22,"endTime":1810.51,"body":"and how you take clients on so"},{"speaker":"Alan Smith","startTime":1803.22,"endTime":1810.51,"body":"some years ago, I went I'll tell"},{"speaker":"Alan Smith","startTime":1810.51,"endTime":1813.72,"body":"you just a brief a brief story"},{"speaker":"Alan Smith","startTime":1810.51,"endTime":1813.72,"body":"which will take you back sorry,"},{"speaker":"Alan Smith","startTime":1813.72,"endTime":1816.69,"body":"Andy, we're gonna say something"},{"speaker":"Alan Smith","startTime":1813.72,"endTime":1816.69,"body":"before we go through to this No,"},{"speaker":"Alan Smith","startTime":1816.72,"endTime":1817.44,"body":"put your hand up"},{"speaker":"Unknown","startTime":1823.1399999999999,"endTime":1828.0,"body":"grab yourself a drink,"},{"speaker":"Unknown","startTime":1823.1399999999999,"endTime":1828.0,"body":"a very long drink. It's story"},{"speaker":"Unknown","startTime":1828.0,"endTime":1830.34,"body":"time with Ellen Smith. If"},{"speaker":"Alan Smith","startTime":1833.459,"endTime":1836.9089999999999,"body":"I couldn't have teed"},{"speaker":"Alan Smith","startTime":1833.459,"endTime":1836.9089999999999,"body":"you up any better come on. I,"},{"speaker":"Alan Smith","startTime":1836.969,"endTime":1839.639,"body":"I've always been interested."},{"speaker":"Alan Smith","startTime":1836.969,"endTime":1839.639,"body":"I've always been curious about"},{"speaker":"Alan Smith","startTime":1839.639,"endTime":1843.389,"body":"what I perceive to be best"},{"speaker":"Alan Smith","startTime":1839.639,"endTime":1843.389,"body":"practice. What are the better"},{"speaker":"Alan Smith","startTime":1843.389,"endTime":1847.859,"body":"and the best firms who do what"},{"speaker":"Alan Smith","startTime":1843.389,"endTime":1847.859,"body":"we do in the UK and around the"},{"speaker":"Alan Smith","startTime":1847.859,"endTime":1850.049,"body":"world? What are they doing? What"},{"speaker":"Alan Smith","startTime":1847.859,"endTime":1850.049,"body":"can we learn from I think that's"},{"speaker":"Alan Smith","startTime":1850.049,"endTime":1853.349,"body":"one of the reasons that we're"},{"speaker":"Alan Smith","startTime":1850.049,"endTime":1853.349,"body":"all most of us are fans or"},{"speaker":"Alan Smith","startTime":1853.349,"endTime":1855.6589999999999,"body":"followers of Nick Murray, Nick"},{"speaker":"Alan Smith","startTime":1853.349,"endTime":1855.6589999999999,"body":"Murray seems to kind of show"},{"speaker":"Alan Smith","startTime":1855.6589999999999,"endTime":1860.4289999999999,"body":"best practices and good examples"},{"speaker":"Alan Smith","startTime":1855.6589999999999,"endTime":1860.4289999999999,"body":"of how to do good things. And in"},{"speaker":"Alan Smith","startTime":1860.4289999999999,"endTime":1868.649,"body":"that vein, in 2000, late 2008,"},{"speaker":"Alan Smith","startTime":1860.4289999999999,"endTime":1868.649,"body":"nine, around that time, I was I"},{"speaker":"Alan Smith","startTime":1868.6789999999999,"endTime":1871.4389999999999,"body":"came across a firm, I think I've"},{"speaker":"Alan Smith","startTime":1868.6789999999999,"endTime":1871.4389999999999,"body":"mentioned them before one of the"},{"speaker":"Alan Smith","startTime":1871.4389999999999,"endTime":1874.769,"body":"previous episodes, but there's a"},{"speaker":"Alan Smith","startTime":1871.4389999999999,"endTime":1874.769,"body":"there was a firm called CEG"},{"speaker":"Alan Smith","startTime":1874.799,"endTime":1879.749,"body":"worldwide in the US, who are"},{"speaker":"Alan Smith","startTime":1874.799,"endTime":1879.749,"body":"offering coaching consulting"},{"speaker":"Alan Smith","startTime":1879.749,"endTime":1882.6589999999999,"body":"courses, what I'm what they"},{"speaker":"Alan Smith","startTime":1879.749,"endTime":1882.6589999999999,"body":"refer to as being for the elite"},{"speaker":"Alan Smith","startTime":1882.6589999999999,"endTime":1887.489,"body":"financial advisors, elite Wealth"},{"speaker":"Alan Smith","startTime":1882.6589999999999,"endTime":1887.489,"body":"Advisors of the world. And the"},{"speaker":"Alan Smith","startTime":1887.489,"endTime":1890.339,"body":"backstory of this, the founder"},{"speaker":"Alan Smith","startTime":1887.489,"endTime":1890.339,"body":"of this organizations guy called"},{"speaker":"Alan Smith","startTime":1890.339,"endTime":1894.4189999999999,"body":"John Bowen, who himself was a"},{"speaker":"Alan Smith","startTime":1890.339,"endTime":1894.4189999999999,"body":"was historically was a financial"},{"speaker":"Alan Smith","startTime":1894.4189999999999,"endTime":1898.709,"body":"planner, and, you know, started"},{"speaker":"Alan Smith","startTime":1894.4189999999999,"endTime":1898.709,"body":"off relatively humbly and then"},{"speaker":"Alan Smith","startTime":1898.709,"endTime":1901.499,"body":"grew his business and grew his"},{"speaker":"Alan Smith","startTime":1898.709,"endTime":1901.499,"body":"business and grew the firm. And"},{"speaker":"Alan Smith","startTime":1901.499,"endTime":1904.049,"body":"he was in the West Coast of"},{"speaker":"Alan Smith","startTime":1901.499,"endTime":1904.049,"body":"America, he was based in sort of"},{"speaker":"Alan Smith","startTime":1904.049,"endTime":1907.859,"body":"Northern California, he merged"},{"speaker":"Alan Smith","startTime":1904.049,"endTime":1907.859,"body":"with a firm in Los Angeles. And"},{"speaker":"Alan Smith","startTime":1907.859,"endTime":1910.799,"body":"he disclosed and it's all public"},{"speaker":"Alan Smith","startTime":1907.859,"endTime":1910.799,"body":"information, he's happy to share"},{"speaker":"Alan Smith","startTime":1910.799,"endTime":1914.579,"body":"it, he's disclosed that their"},{"speaker":"Alan Smith","startTime":1910.799,"endTime":1914.579,"body":"clients included Tom Cruise,"},{"speaker":"Alan Smith","startTime":1914.819,"endTime":1918.6589999999999,"body":"Oprah Winfrey, David Letterman,"},{"speaker":"Alan Smith","startTime":1914.819,"endTime":1918.6589999999999,"body":"some of this, some of the"},{"speaker":"Alan Smith","startTime":1918.6589999999999,"endTime":1921.6889999999999,"body":"biggest, you know, American"},{"speaker":"Alan Smith","startTime":1918.6589999999999,"endTime":1921.6889999999999,"body":"football stars, basic basketball"},{"speaker":"Alan Smith","startTime":1921.6889999999999,"endTime":1923.969,"body":"stars, all that sort of stuff."},{"speaker":"Alan Smith","startTime":1921.6889999999999,"endTime":1923.969,"body":"And he said, We got to a point"},{"speaker":"Alan Smith","startTime":1923.969,"endTime":1928.979,"body":"where a minimum entry level to"},{"speaker":"Alan Smith","startTime":1923.969,"endTime":1928.979,"body":"be a client was $25 million. So"},{"speaker":"Alan Smith","startTime":1928.979,"endTime":1932.459,"body":"I thought, I'm gonna listen to"},{"speaker":"Alan Smith","startTime":1928.979,"endTime":1932.459,"body":"this guy, if he knows how to"},{"speaker":"Alan Smith","startTime":1932.459,"endTime":1934.559,"body":"grow a business like that he"},{"speaker":"Alan Smith","startTime":1932.459,"endTime":1934.559,"body":"must know what he's talking"},{"speaker":"Alan Smith","startTime":1934.559,"endTime":1938.069,"body":"about. Because he sold"},{"speaker":"Alan Smith","startTime":1934.559,"endTime":1938.069,"body":"eventually sold his practice,"},{"speaker":"Alan Smith","startTime":1938.069,"endTime":1941.639,"body":"sold his business, obviously"},{"speaker":"Alan Smith","startTime":1938.069,"endTime":1941.639,"body":"hadn't more money than he could"},{"speaker":"Alan Smith","startTime":1941.639,"endTime":1945.449,"body":"count or it ever needed and"},{"speaker":"Alan Smith","startTime":1941.639,"endTime":1945.449,"body":"created this consulting coaching"},{"speaker":"Alan Smith","startTime":1945.449,"endTime":1949.229,"body":"business called CG worldwide."},{"speaker":"Alan Smith","startTime":1945.449,"endTime":1949.229,"body":"And I got to the point where I"},{"speaker":"Alan Smith","startTime":1949.229,"endTime":1952.859,"body":"was going to travel out, they"},{"speaker":"Alan Smith","startTime":1949.229,"endTime":1952.859,"body":"had this wet ran for a year, you"},{"speaker":"Alan Smith","startTime":1952.859,"endTime":1956.309,"body":"go for a quarterly meeting in"},{"speaker":"Alan Smith","startTime":1952.859,"endTime":1956.309,"body":"San Diego, I think it was I was"},{"speaker":"Alan Smith","startTime":1956.309,"endTime":1958.709,"body":"all ready to go buy my ticket"},{"speaker":"Alan Smith","startTime":1956.309,"endTime":1958.709,"body":"and travel out there once a"},{"speaker":"Alan Smith","startTime":1958.709,"endTime":1961.4389999999999,"body":"quarter to learn from these"},{"speaker":"Alan Smith","startTime":1958.709,"endTime":1961.4389999999999,"body":"people. And lo and behold,"},{"speaker":"Alan Smith","startTime":1961.4389999999999,"endTime":1963.959,"body":"through a partnership, they had"},{"speaker":"Alan Smith","startTime":1961.4389999999999,"endTime":1963.959,"body":"agreed with dimensional fund"},{"speaker":"Alan Smith","startTime":1963.959,"endTime":1969.539,"body":"advisors, they came to the UK."},{"speaker":"Alan Smith","startTime":1963.959,"endTime":1969.539,"body":"And would they ran the what"},{"speaker":"Alan Smith","startTime":1969.539,"endTime":1972.269,"body":"would be a one year program,"},{"speaker":"Alan Smith","startTime":1969.539,"endTime":1972.269,"body":"they ran it for a week. So five"},{"speaker":"Alan Smith","startTime":1972.269,"endTime":1974.969,"body":"days pretty intensive. And as a"},{"speaker":"Alan Smith","startTime":1972.269,"endTime":1974.969,"body":"number of people that are there"},{"speaker":"Alan Smith","startTime":1974.969,"endTime":1977.789,"body":"are still in our financial"},{"speaker":"Alan Smith","startTime":1974.969,"endTime":1977.789,"body":"planning community. Today that"},{"speaker":"Alan Smith","startTime":1977.789,"endTime":1980.1589999999999,"body":"we're on, we're on that same"},{"speaker":"Alan Smith","startTime":1977.789,"endTime":1980.1589999999999,"body":"course, I believe it's the only"},{"speaker":"Alan Smith","startTime":1980.1589999999999,"endTime":1983.789,"body":"time they ever came to the UK."},{"speaker":"Alan Smith","startTime":1980.1589999999999,"endTime":1983.789,"body":"And it was very profound. And it"},{"speaker":"Alan Smith","startTime":1983.789,"endTime":1987.269,"body":"was very kind of life changing"},{"speaker":"Alan Smith","startTime":1983.789,"endTime":1987.269,"body":"and business changing for my"},{"speaker":"Alan Smith","startTime":1987.269,"endTime":1991.559,"body":"company, because we adopted so"},{"speaker":"Alan Smith","startTime":1987.269,"endTime":1991.559,"body":"many of the practices that went"},{"speaker":"Alan Smith","startTime":1991.559,"endTime":1994.199,"body":"on that they shared with because"},{"speaker":"Alan Smith","startTime":1991.559,"endTime":1994.199,"body":"they said this is how this is"},{"speaker":"Alan Smith","startTime":1994.199,"endTime":1998.009,"body":"what the best firms in the world"},{"speaker":"Alan Smith","startTime":1994.199,"endTime":1998.009,"body":"do. So I'm a big believer in"},{"speaker":"Alan Smith","startTime":1998.489,"endTime":2000.9189999999999,"body":"replicating, finding best"},{"speaker":"Alan Smith","startTime":1998.489,"endTime":2000.9189999999999,"body":"practice and just copying it"},{"speaker":"Alan Smith","startTime":2000.9189999999999,"endTime":2006.139,"body":"rather than trying to invent it"},{"speaker":"Alan Smith","startTime":2000.9189999999999,"endTime":2006.139,"body":"myself. So in terms of your when"},{"speaker":"Alan Smith","startTime":2006.139,"endTime":2008.479,"body":"you first meet with a client,"},{"speaker":"Alan Smith","startTime":2006.139,"endTime":2008.479,"body":"assuming that they meet your"},{"speaker":"Alan Smith","startTime":2008.479,"endTime":2011.479,"body":"criteria, and you go into what"},{"speaker":"Alan Smith","startTime":2008.479,"endTime":2011.479,"body":"they call what is generically"},{"speaker":"Alan Smith","startTime":2011.479,"endTime":2016.039,"body":"known as a discovery meeting. So"},{"speaker":"Alan Smith","startTime":2011.479,"endTime":2016.039,"body":"this became quite interesting,"},{"speaker":"Alan Smith","startTime":2016.039,"endTime":2019.639,"body":"because they said this was the"},{"speaker":"Alan Smith","startTime":2016.039,"endTime":2019.639,"body":"key to everything. So they"},{"speaker":"Alan Smith","startTime":2019.6689999999999,"endTime":2025.519,"body":"created they have a 62 question,"},{"speaker":"Alan Smith","startTime":2019.6689999999999,"endTime":2025.519,"body":"discovery meeting process. And"},{"speaker":"Alan Smith","startTime":2025.519,"endTime":2029.359,"body":"I'm sure that your nick is"},{"speaker":"Alan Smith","startTime":2025.519,"endTime":2029.359,"body":"probably looking at eyes rolling"},{"speaker":"Alan Smith","startTime":2029.359,"endTime":2035.059,"body":"right now, I don't know. But"},{"speaker":"Alan Smith","startTime":2029.359,"endTime":2035.059,"body":"they, they effectively gave us a"},{"speaker":"Alan Smith","startTime":2035.059,"endTime":2037.819,"body":"script. And we just started"},{"speaker":"Alan Smith","startTime":2035.059,"endTime":2037.819,"body":"doing it. And it was quite"},{"speaker":"Alan Smith","startTime":2037.819,"endTime":2040.339,"body":"different. And maybe a lot of"},{"speaker":"Alan Smith","startTime":2037.819,"endTime":2040.339,"body":"these, these things are adopted."},{"speaker":"Alan Smith","startTime":2041.059,"endTime":2044.029,"body":"Now, but I think a lot of this,"},{"speaker":"Alan Smith","startTime":2041.059,"endTime":2044.029,"body":"most people still don't go"},{"speaker":"Alan Smith","startTime":2044.029,"endTime":2047.719,"body":"through this. But they they"},{"speaker":"Alan Smith","startTime":2044.029,"endTime":2047.719,"body":"start a question, they start"},{"speaker":"Alan Smith","startTime":2047.719,"endTime":2051.289,"body":"talking about the seven key"},{"speaker":"Alan Smith","startTime":2047.719,"endTime":2051.289,"body":"subjects they talk about. Right."},{"speaker":"Alan Smith","startTime":2051.289,"endTime":2054.259,"body":"So the opening, this is the"},{"speaker":"Alan Smith","startTime":2051.289,"endTime":2054.259,"body":"first meeting that we always aim"},{"speaker":"Alan Smith","startTime":2054.259,"endTime":2057.7090000000003,"body":"for, if it's a couple partners,"},{"speaker":"Alan Smith","startTime":2054.259,"endTime":2057.7090000000003,"body":"you know, husband and wife,"},{"speaker":"Alan Smith","startTime":2057.7090000000003,"endTime":2061.9990000000003,"body":"partners, spouses, and they"},{"speaker":"Alan Smith","startTime":2057.7090000000003,"endTime":2061.9990000000003,"body":"would always do things that very"},{"speaker":"Alan Smith","startTime":2061.9990000000003,"endTime":2065.869,"body":"specifically identify who is the"},{"speaker":"Alan Smith","startTime":2061.9990000000003,"endTime":2065.869,"body":"least financially dominant"},{"speaker":"Alan Smith","startTime":2065.899,"endTime":2068.839,"body":"partner. So you ask who takes"},{"speaker":"Alan Smith","startTime":2065.899,"endTime":2068.839,"body":"care of the family finances?"},{"speaker":"Alan Smith","startTime":2069.259,"endTime":2072.259,"body":"Usually, not always, usually"},{"speaker":"Alan Smith","startTime":2069.259,"endTime":2072.259,"body":"it's the man. So the return to"},{"speaker":"Alan Smith","startTime":2072.259,"endTime":2076.939,"body":"the least dominant, so be the"},{"speaker":"Alan Smith","startTime":2072.259,"endTime":2076.939,"body":"woman in this case. And they'll"},{"speaker":"Alan Smith","startTime":2076.939,"endTime":2080.749,"body":"start asking questions, and they"},{"speaker":"Alan Smith","startTime":2076.939,"endTime":2080.749,"body":"start asking about what the core"},{"speaker":"Alan Smith","startTime":2080.749,"endTime":2084.319,"body":"values questions. And they do"},{"speaker":"Alan Smith","startTime":2080.749,"endTime":2084.319,"body":"ask questions like, what was"},{"speaker":"Alan Smith","startTime":2084.319,"endTime":2087.319,"body":"money like growing up in your"},{"speaker":"Alan Smith","startTime":2084.319,"endTime":2087.319,"body":"childhood? You know, what does"},{"speaker":"Alan Smith","startTime":2087.319,"endTime":2090.709,"body":"money mean to you? And they say"},{"speaker":"Alan Smith","startTime":2087.319,"endTime":2090.709,"body":"things like, Tell me your story."},{"speaker":"Alan Smith","startTime":2091.009,"endTime":2093.949,"body":"Tell me Tell me now. And then"},{"speaker":"Alan Smith","startTime":2091.009,"endTime":2093.949,"body":"they go through a whole range of"},{"speaker":"Alan Smith","startTime":2093.949,"endTime":2097.0389999999998,"body":"questions across seven key"},{"speaker":"Alan Smith","startTime":2093.949,"endTime":2097.0389999999998,"body":"subjects, as I say 62 different"},{"speaker":"Alan Smith","startTime":2097.0389999999998,"endTime":2099.859,"body":"questions. Some of the"},{"speaker":"Alan Smith","startTime":2097.0389999999998,"endTime":2099.859,"body":"questions, frankly, were"},{"speaker":"Alan Smith","startTime":2099.859,"endTime":2102.979,"body":"bizarre, and we didn't adopt all"},{"speaker":"Alan Smith","startTime":2099.859,"endTime":2102.979,"body":"of them. I mean, they, for"},{"speaker":"Alan Smith","startTime":2102.979,"endTime":2105.259,"body":"example, they say, Do you have"},{"speaker":"Alan Smith","startTime":2102.979,"endTime":2105.259,"body":"any pets? They want to know do"},{"speaker":"Alan Smith","startTime":2105.259,"endTime":2108.679,"body":"you have any pets? You want to"},{"speaker":"Alan Smith","startTime":2105.259,"endTime":2108.679,"body":"know the one of the questions"},{"speaker":"Alan Smith","startTime":2108.679,"endTime":2111.139,"body":"because they would also be"},{"speaker":"Alan Smith","startTime":2108.679,"endTime":2111.139,"body":"potentially exempt transfers."},{"speaker":"Alan Smith","startTime":2111.379,"endTime":2116.659,"body":"No, I mean goldfish, horses,"},{"speaker":"Alan Smith","startTime":2111.379,"endTime":2116.659,"body":"dogs, cats. But they said"},{"speaker":"Alan Smith","startTime":2116.659,"endTime":2118.699,"body":"there's an impact because some"},{"speaker":"Alan Smith","startTime":2116.659,"endTime":2118.699,"body":"people if you had in some of"},{"speaker":"Alan Smith","startTime":2118.699,"endTime":2121.849,"body":"this sort of very high net worth"},{"speaker":"Alan Smith","startTime":2118.699,"endTime":2121.849,"body":"people had horses and stables of"},{"speaker":"Alan Smith","startTime":2121.849,"endTime":2124.3089999999997,"body":"horses or some people theater,"},{"speaker":"Alan Smith","startTime":2121.849,"endTime":2124.3089999999997,"body":"the dog was the part of the"},{"speaker":"Alan Smith","startTime":2124.3089999999997,"endTime":2127.579,"body":"family so it was all quite rare."},{"speaker":"Alan Smith","startTime":2124.3089999999997,"endTime":2127.579,"body":"It was really kind of out there"},{"speaker":"Alan Smith","startTime":2127.609,"endTime":2131.119,"body":"and very kind of California for"},{"speaker":"Alan Smith","startTime":2127.609,"endTime":2131.119,"body":"a bit and so we We had to apply"},{"speaker":"Alan Smith","startTime":2131.119,"endTime":2136.429,"body":"our own credit, almost sort of"},{"speaker":"Alan Smith","startTime":2131.119,"endTime":2136.429,"body":"UK a fire to some extent. But as"},{"speaker":"Alan Smith","startTime":2136.429,"endTime":2139.189,"body":"a result of you go through this,"},{"speaker":"Alan Smith","startTime":2136.429,"endTime":2139.189,"body":"and the meetings would take two"},{"speaker":"Alan Smith","startTime":2139.189,"endTime":2142.429,"body":"and a half to three hours, very"},{"speaker":"Alan Smith","startTime":2139.189,"endTime":2142.429,"body":"pretty, you know, quite"},{"speaker":"Alan Smith","startTime":2142.429,"endTime":2146.389,"body":"intensive, we'd record the"},{"speaker":"Alan Smith","startTime":2142.429,"endTime":2146.389,"body":"meeting. And you come away with"},{"speaker":"Alan Smith","startTime":2146.389,"endTime":2149.899,"body":"that with what they called a"},{"speaker":"Alan Smith","startTime":2146.389,"endTime":2149.899,"body":"total clients profile, which is"},{"speaker":"Alan Smith","startTime":2149.899,"endTime":2153.709,"body":"effectively a mind map. And if"},{"speaker":"Alan Smith","startTime":2149.899,"endTime":2153.709,"body":"you can get the client's entire"},{"speaker":"Alan Smith","startTime":2153.709,"endTime":2158.659,"body":"life on one page, across their"},{"speaker":"Alan Smith","startTime":2153.709,"endTime":2158.659,"body":"values, their goals, their"},{"speaker":"Alan Smith","startTime":2158.659,"endTime":2162.739,"body":"important relationships, their"},{"speaker":"Alan Smith","startTime":2158.659,"endTime":2162.739,"body":"interests, their hobbies, and"},{"speaker":"Alan Smith","startTime":2162.979,"endTime":2165.499,"body":"it's not until you're probably"},{"speaker":"Alan Smith","startTime":2162.979,"endTime":2165.499,"body":"an hour into the conversation,"},{"speaker":"Alan Smith","startTime":2165.499,"endTime":2169.129,"body":"you're even talking about money."},{"speaker":"Alan Smith","startTime":2165.499,"endTime":2169.129,"body":"I thought that was quite"},{"speaker":"Alan Smith","startTime":2169.159,"endTime":2172.3089999999997,"body":"interesting. And you know what,"},{"speaker":"Alan Smith","startTime":2169.159,"endTime":2172.3089999999997,"body":"so we ran that for many years,"},{"speaker":"Alan Smith","startTime":2172.549,"endTime":2175.819,"body":"really successful. People liked"},{"speaker":"Alan Smith","startTime":2172.549,"endTime":2175.819,"body":"it. And I've just realized, like"},{"speaker":"Alan Smith","startTime":2175.819,"endTime":2178.549,"body":"a lot of things in life, we"},{"speaker":"Alan Smith","startTime":2175.819,"endTime":2178.549,"body":"probably we stopped doing it to"},{"speaker":"Alan Smith","startTime":2178.549,"endTime":2180.709,"body":"the same degree, it was so"},{"speaker":"Alan Smith","startTime":2178.549,"endTime":2180.709,"body":"successful that we stopped doing"},{"speaker":"Alan Smith","startTime":2180.709,"endTime":2183.079,"body":"it. Yeah. And that's one of the"},{"speaker":"Alan Smith","startTime":2180.709,"endTime":2183.079,"body":"processes we use. So we've got a"},{"speaker":"Alan Smith","startTime":2183.079,"endTime":2185.629,"body":"bit of a refresh going on right"},{"speaker":"Alan Smith","startTime":2183.079,"endTime":2185.629,"body":"now. Does it still make sense?"},{"speaker":"Alan Smith","startTime":2185.629,"endTime":2187.879,"body":"Should we go back to it should"},{"speaker":"Alan Smith","startTime":2185.629,"endTime":2187.879,"body":"be freshen this up a bit,"},{"speaker":"Alan Smith","startTime":2187.879,"endTime":2190.879,"body":"because I think we just diluted"},{"speaker":"Alan Smith","startTime":2187.879,"endTime":2190.879,"body":"it, we've gone. We've kind of"},{"speaker":"Alan Smith","startTime":2190.879,"endTime":2193.339,"body":"short circuited a little bit."},{"speaker":"Alan Smith","startTime":2190.879,"endTime":2193.339,"body":"But that's, that was quite a"},{"speaker":"Alan Smith","startTime":2193.339,"endTime":2195.949,"body":"dramatic change to anything that"},{"speaker":"Alan Smith","startTime":2193.339,"endTime":2195.949,"body":"we were doing before that which"},{"speaker":"Alan Smith","startTime":2242.029,"endTime":2244.819,"body":"was more traditional IFA"},{"speaker":"Alan Smith","startTime":2242.029,"endTime":2244.819,"body":"factfinding, which went straight"},{"speaker":"Alan Smith","startTime":2244.819,"endTime":2248.8689999999997,"body":"into, you know, assets,"},{"speaker":"Alan Smith","startTime":2244.819,"endTime":2248.8689999999997,"body":"liabilities, income expenditure,"},{"speaker":"Alan Smith","startTime":2248.8689999999997,"endTime":2252.739,"body":"this was a much higher level and"},{"speaker":"Alan Smith","startTime":2248.8689999999997,"endTime":2252.739,"body":"as much long, much more long"},{"speaker":"Alan Smith","startTime":2252.739,"endTime":2256.129,"body":"winded, I suppose. But it didn't"},{"speaker":"Alan Smith","startTime":2252.739,"endTime":2256.129,"body":"have good engagement with the"},{"speaker":"Alan Smith","startTime":2256.129,"endTime":2260.149,"body":"right prospects and right"},{"speaker":"Alan Smith","startTime":2256.129,"endTime":2260.149,"body":"clients. So throw that out to"},{"speaker":"Alan Smith","startTime":2260.8089999999997,"endTime":2263.509,"body":"anyone who'd like to comment in"},{"speaker":"Alan Smith","startTime":2260.8089999999997,"endTime":2263.509,"body":"terms of that first kind of"},{"speaker":"Alan Smith","startTime":2263.749,"endTime":2266.569,"body":"discovery fact fun, wherever you"},{"speaker":"Alan Smith","startTime":2263.749,"endTime":2266.569,"body":"want to call it meeting? Who's"},{"speaker":"Alan Smith","startTime":2266.569,"endTime":2268.669,"body":"got any thoughts like to share"},{"speaker":"Alan Smith","startTime":2266.569,"endTime":2268.669,"body":"in that?"},{"speaker":"Carl Widger","startTime":2272.299,"endTime":2276.979,"body":"I'll jump in. That"},{"speaker":"Carl Widger","startTime":2272.299,"endTime":2276.979,"body":"was. Yeah, it really interesting"},{"speaker":"Carl Widger","startTime":2276.979,"endTime":2280.7889999999998,"body":"stuff, Alan, and I look to know"},{"speaker":"Carl Widger","startTime":2276.979,"endTime":2280.7889999999998,"body":"what the last bit you just said"},{"speaker":"Carl Widger","startTime":2280.7889999999998,"endTime":2282.6189999999997,"body":"there that you had something"},{"speaker":"Carl Widger","startTime":2280.7889999999998,"endTime":2282.6189999999997,"body":"that was really working, and"},{"speaker":"Carl Widger","startTime":2282.6189999999997,"endTime":2285.589,"body":"then the businesses kind of"},{"speaker":"Carl Widger","startTime":2282.6189999999997,"endTime":2285.589,"body":"maybe slacked off. And and"},{"speaker":"Carl Widger","startTime":2286.0389999999998,"endTime":2289.0389999999998,"body":"that's, that's just human"},{"speaker":"Carl Widger","startTime":2286.0389999999998,"endTime":2289.0389999999998,"body":"nature, isn't it? That we're all"},{"speaker":"Carl Widger","startTime":2289.0389999999998,"endTime":2292.609,"body":"guilty of doing that. And I"},{"speaker":"Carl Widger","startTime":2289.0389999999998,"endTime":2292.609,"body":"think that's the beautiful time"},{"speaker":"Carl Widger","startTime":2292.609,"endTime":2297.229,"body":"to do a review to go back and"},{"speaker":"Carl Widger","startTime":2292.609,"endTime":2297.229,"body":"say, Okay, we're not doing that"},{"speaker":"Carl Widger","startTime":2297.229,"endTime":2304.069,"body":"the way we used to do it. We do"},{"speaker":"Carl Widger","startTime":2297.229,"endTime":2304.069,"body":"it different differently. And"},{"speaker":"Carl Widger","startTime":2304.6389999999997,"endTime":2307.939,"body":"I'm not sure I've ever done a"},{"speaker":"Carl Widger","startTime":2304.6389999999997,"endTime":2307.939,"body":"discovery meeting that went"},{"speaker":"Carl Widger","startTime":2307.939,"endTime":2311.419,"body":"over, say, an hour and a half."},{"speaker":"Carl Widger","startTime":2307.939,"endTime":2311.419,"body":"So clearly, there's an awful lot"},{"speaker":"Carl Widger","startTime":2311.419,"endTime":2314.8689999999997,"body":"more depth in what you're,"},{"speaker":"Carl Widger","startTime":2311.419,"endTime":2314.8689999999997,"body":"you're talking about doing. But"},{"speaker":"Carl Widger","startTime":2314.8689999999997,"endTime":2319.6389999999997,"body":"then again, do I think that we"},{"speaker":"Carl Widger","startTime":2314.8689999999997,"endTime":2319.6389999999997,"body":"don't have good profiles in our"},{"speaker":"Carl Widger","startTime":2319.6389999999997,"endTime":2323.029,"body":"heads on good relationships"},{"speaker":"Carl Widger","startTime":2319.6389999999997,"endTime":2323.029,"body":"built up with our clients after"},{"speaker":"Carl Widger","startTime":2323.029,"endTime":2327.169,"body":"the initial discovery piece? I"},{"speaker":"Carl Widger","startTime":2323.029,"endTime":2327.169,"body":"think we do. Right? So I'm not"},{"speaker":"Carl Widger","startTime":2327.169,"endTime":2331.3089999999997,"body":"sure we need to extend it any"},{"speaker":"Carl Widger","startTime":2327.169,"endTime":2331.3089999999997,"body":"more. Where we've come to"},{"speaker":"Carl Widger","startTime":2331.3689999999997,"endTime":2335.3889999999997,"body":"Ireland on this is we've done a,"},{"speaker":"Carl Widger","startTime":2331.3689999999997,"endTime":2335.3889999999997,"body":"we've a getting to know you"},{"speaker":"Carl Widger","startTime":2335.419,"endTime":2338.989,"body":"questionnaire, which is"},{"speaker":"Carl Widger","startTime":2335.419,"endTime":2338.989,"body":"basically like you're all fat"},{"speaker":"Carl Widger","startTime":2338.989,"endTime":2343.549,"body":"find. But we've developed that"},{"speaker":"Carl Widger","startTime":2338.989,"endTime":2343.549,"body":"it's an online version. When you"},{"speaker":"Carl Widger","startTime":2343.549,"endTime":2346.519,"body":"click It's a hidden page and are"},{"speaker":"Carl Widger","startTime":2343.549,"endTime":2346.519,"body":"on our website. So we send that"},{"speaker":"Carl Widger","startTime":2346.519,"endTime":2351.199,"body":"out to anybody who's looking to"},{"speaker":"Carl Widger","startTime":2346.519,"endTime":2351.199,"body":"get a financial plan starts off"},{"speaker":"Carl Widger","startTime":2351.199,"endTime":2356.179,"body":"with a letter for me or message"},{"speaker":"Carl Widger","startTime":2351.199,"endTime":2356.179,"body":"for me as to here's, you know,"},{"speaker":"Carl Widger","startTime":2356.239,"endTime":2358.6389999999997,"body":"we do it differently. And we're"},{"speaker":"Carl Widger","startTime":2356.239,"endTime":2358.6389999999997,"body":"going to answer the answer the"},{"speaker":"Carl Widger","startTime":2358.6389999999997,"endTime":2360.979,"body":"questions like Are you going to"},{"speaker":"Carl Widger","startTime":2358.6389999999997,"endTime":2360.979,"body":"be okay? And we're going to try"},{"speaker":"Carl Widger","startTime":2360.979,"endTime":2364.729,"body":"and deliver a plan whereby it's"},{"speaker":"Carl Widger","startTime":2360.979,"endTime":2364.729,"body":"designed around your goals,"},{"speaker":"Carl Widger","startTime":2364.729,"endTime":2367.3689999999997,"body":"dreams and aspirations, etc. And"},{"speaker":"Carl Widger","startTime":2364.729,"endTime":2367.3689999999997,"body":"then we go through it. So we"},{"speaker":"Carl Widger","startTime":2367.3689999999997,"endTime":2369.769,"body":"start off with some of the"},{"speaker":"Carl Widger","startTime":2367.3689999999997,"endTime":2369.769,"body":"software questions, you know,"},{"speaker":"Carl Widger","startTime":2370.429,"endTime":2375.439,"body":"your first memories of money,"},{"speaker":"Carl Widger","startTime":2370.429,"endTime":2375.439,"body":"that kind of stuff. And then we"},{"speaker":"Carl Widger","startTime":2375.439,"endTime":2378.6189999999997,"body":"get into tell us about your"},{"speaker":"Carl Widger","startTime":2375.439,"endTime":2378.6189999999997,"body":"assets and liabilities we do."},{"speaker":"Carl Widger","startTime":2378.649,"endTime":2380.3289999999997,"body":"There's no point. So in other"},{"speaker":"Carl Widger","startTime":2378.649,"endTime":2380.3289999999997,"body":"words, and then we try and"},{"speaker":"Carl Widger","startTime":2380.3289999999997,"endTime":2384.019,"body":"finish with some of the software"},{"speaker":"Carl Widger","startTime":2380.3289999999997,"endTime":2384.019,"body":"questions now. I think if the"},{"speaker":"Carl Widger","startTime":2384.049,"endTime":2386.929,"body":"some of the softer stuff at the"},{"speaker":"Carl Widger","startTime":2384.049,"endTime":2386.929,"body":"end are really, really"},{"speaker":"Carl Widger","startTime":2386.929,"endTime":2394.339,"body":"insightful for us. One question,"},{"speaker":"Carl Widger","startTime":2386.929,"endTime":2394.339,"body":"if, in 12 months, time you were"},{"speaker":"Carl Widger","startTime":2394.339,"endTime":2397.6389999999997,"body":"to review this relationship,"},{"speaker":"Carl Widger","startTime":2394.339,"endTime":2397.6389999999997,"body":"what would success look like?"},{"speaker":"Carl Widger","startTime":2398.089,"endTime":2403.399,"body":"And then in three years time,"},{"speaker":"Carl Widger","startTime":2398.089,"endTime":2403.399,"body":"same question. What's your"},{"speaker":"Carl Widger","startTime":2403.399,"endTime":2407.929,"body":"experience of financial advisors"},{"speaker":"Carl Widger","startTime":2403.399,"endTime":2407.929,"body":"before? So you're getting an"},{"speaker":"Carl Widger","startTime":2407.929,"endTime":2412.5789999999997,"body":"insight into, you know, what"},{"speaker":"Carl Widger","startTime":2407.929,"endTime":2412.5789999999997,"body":"their expectations are, and what"},{"speaker":"Carl Widger","startTime":2412.5789999999997,"endTime":2418.669,"body":"their experiences are already."},{"speaker":"Carl Widger","startTime":2412.5789999999997,"endTime":2418.669,"body":"And, you know, I saw something"},{"speaker":"Carl Widger","startTime":2418.669,"endTime":2423.649,"body":"on Twitter recently from the our"},{"speaker":"Carl Widger","startTime":2418.669,"endTime":2423.649,"body":"American, thin twit friends"},{"speaker":"Carl Widger","startTime":2423.649,"endTime":2426.6189999999997,"body":"about, you know, Oh, you don't"},{"speaker":"Carl Widger","startTime":2423.649,"endTime":2426.6189999999997,"body":"really ask people about their"},{"speaker":"Carl Widger","startTime":2426.6189999999997,"endTime":2430.069,"body":"goals. Do you? That's so tweet."},{"speaker":"Carl Widger","startTime":2426.6189999999997,"endTime":2430.069,"body":"And that's so you know what we"},{"speaker":"Carl Widger","startTime":2430.069,"endTime":2435.589,"body":"do? Right? Because we need to"},{"speaker":"Carl Widger","startTime":2430.069,"endTime":2435.589,"body":"know, like, I'm not embarrassed"},{"speaker":"Carl Widger","startTime":2435.589,"endTime":2439.549,"body":"ever to say I, we have three"},{"speaker":"Carl Widger","startTime":2435.589,"endTime":2439.549,"body":"words, right? So three words"},{"speaker":"Carl Widger","startTime":2439.549,"endTime":2441.919,"body":"that we drive home. And I always"},{"speaker":"Carl Widger","startTime":2439.549,"endTime":2441.919,"body":"say to the guys, if you're not"},{"speaker":"Carl Widger","startTime":2441.919,"endTime":2444.949,"body":"using these three words several"},{"speaker":"Carl Widger","startTime":2441.919,"endTime":2444.949,"body":"times in the initial couple of"},{"speaker":"Carl Widger","startTime":2444.949,"endTime":2452.689,"body":"meetings, it's a fail, goals,"},{"speaker":"Carl Widger","startTime":2444.949,"endTime":2452.689,"body":"dreams, aspirations. Keep using"},{"speaker":"Carl Widger","startTime":2452.689,"endTime":2454.969,"body":"them, keep using them, keep"},{"speaker":"Carl Widger","startTime":2452.689,"endTime":2454.969,"body":"using them so that the clients"},{"speaker":"Carl Widger","startTime":2454.969,"endTime":2459.469,"body":"you know, will feel that this is"},{"speaker":"Carl Widger","startTime":2454.969,"endTime":2459.469,"body":"different now. I had I did one"},{"speaker":"Carl Widger","startTime":2459.469,"endTime":2462.229,"body":"on last Friday in our Dublin"},{"speaker":"Carl Widger","startTime":2459.469,"endTime":2462.229,"body":"office with Simon Ross or"},{"speaker":"Carl Widger","startTime":2462.229,"endTime":2467.419,"body":"financial planner in Dublin. And"},{"speaker":"Carl Widger","startTime":2462.229,"endTime":2467.419,"body":"we opened the meeting to try and"},{"speaker":"Carl Widger","startTime":2467.449,"endTime":2471.3489999999997,"body":"give the client a sense of this"},{"speaker":"Carl Widger","startTime":2467.449,"endTime":2471.3489999999997,"body":"is going to be different with"},{"speaker":"Carl Widger","startTime":2473.0589999999997,"endTime":2476.1189999999997,"body":"what's the video Andrew, you did"},{"speaker":"Carl Widger","startTime":2473.0589999999997,"endTime":2476.1189999999997,"body":"it first. It's absolutely made"},{"speaker":"Carl Widger","startTime":2476.1189999999997,"endTime":2478.339,"body":"Think your life Life is a"},{"speaker":"Carl Widger","startTime":2476.1189999999997,"endTime":2478.339,"body":"journey or something like that."},{"speaker":"Carl Widger","startTime":2478.5789999999997,"endTime":2481.819,"body":"And it's about living your best"},{"speaker":"Carl Widger","startTime":2478.5789999999997,"endTime":2481.819,"body":"life. So I said, Look, were"},{"speaker":"Carl Widger","startTime":2481.819,"endTime":2484.3089999999997,"body":"different than what you've ever"},{"speaker":"Carl Widger","startTime":2481.819,"endTime":2484.3089999999997,"body":"experienced, this meeting is"},{"speaker":"Carl Widger","startTime":2484.3089999999997,"endTime":2486.229,"body":"going to be different. It's"},{"speaker":"Carl Widger","startTime":2484.3089999999997,"endTime":2486.229,"body":"going to be around your goals,"},{"speaker":"Carl Widger","startTime":2486.229,"endTime":2489.409,"body":"dreams and aspirations to set"},{"speaker":"Carl Widger","startTime":2486.229,"endTime":2489.409,"body":"the tone of that, can we watch a"},{"speaker":"Carl Widger","startTime":2489.409,"endTime":2492.019,"body":"video together? I think it's two"},{"speaker":"Carl Widger","startTime":2489.409,"endTime":2492.019,"body":"and a half minutes. I love it."},{"speaker":"Carl Widger","startTime":2492.1389999999997,"endTime":2496.219,"body":"I've told you all so many times,"},{"speaker":"Carl Widger","startTime":2492.1389999999997,"endTime":2496.219,"body":"I love it. It's a It's sorts to"},{"speaker":"Carl Widger","startTime":2496.219,"endTime":2499.969,"body":"try and you know, get away from"},{"speaker":"Carl Widger","startTime":2496.219,"endTime":2499.969,"body":"the private bank, you're coming"},{"speaker":"Carl Widger","startTime":2499.969,"endTime":2503.449,"body":"in here to feel stupid to be"},{"speaker":"Carl Widger","startTime":2499.969,"endTime":2503.449,"body":"afraid to ask questions, all of"},{"speaker":"Carl Widger","startTime":2503.449,"endTime":2506.719,"body":"that kind of stuff. It's how can"},{"speaker":"Carl Widger","startTime":2503.449,"endTime":2506.719,"body":"we change the tone entirely? So"},{"speaker":"Carl Widger","startTime":2506.719,"endTime":2507.979,"body":"that's how we do it."},{"speaker":"Alan Smith","startTime":2508.069,"endTime":2511.879,"body":"Can I Can I just"},{"speaker":"Alan Smith","startTime":2508.069,"endTime":2511.879,"body":"just come back on that and share"},{"speaker":"Alan Smith","startTime":2512.299,"endTime":2516.319,"body":"an experience that we learned?"},{"speaker":"Alan Smith","startTime":2512.299,"endTime":2516.319,"body":"Because, you know, we so we"},{"speaker":"Alan Smith","startTime":2516.319,"endTime":2519.859,"body":"adopted the CG thing and and"},{"speaker":"Alan Smith","startTime":2516.319,"endTime":2519.859,"body":"just went straight into it. And"},{"speaker":"Alan Smith","startTime":2519.8889999999997,"endTime":2522.1389999999997,"body":"and it worked out because that,"},{"speaker":"Alan Smith","startTime":2519.8889999999997,"endTime":2522.1389999999997,"body":"you know, you asked their"},{"speaker":"Alan Smith","startTime":2522.1389999999997,"endTime":2525.409,"body":"advice. And because it because"},{"speaker":"Alan Smith","startTime":2522.1389999999997,"endTime":2525.409,"body":"it was so dramatically different"},{"speaker":"Alan Smith","startTime":2525.409,"endTime":2529.429,"body":"to open conversations with. Tell"},{"speaker":"Alan Smith","startTime":2525.409,"endTime":2529.429,"body":"me about your background, tell"},{"speaker":"Alan Smith","startTime":2529.429,"endTime":2533.8689999999997,"body":"me about what was your family"},{"speaker":"Alan Smith","startTime":2529.429,"endTime":2533.8689999999997,"body":"life growing up? It was all it"},{"speaker":"Alan Smith","startTime":2533.8689999999997,"endTime":2535.6389999999997,"body":"was, it was yeah, it was"},{"speaker":"Alan Smith","startTime":2533.8689999999997,"endTime":2535.6389999999997,"body":"significant different to what"},{"speaker":"Alan Smith","startTime":2535.6389999999997,"endTime":2538.279,"body":"we've done before. And their"},{"speaker":"Alan Smith","startTime":2535.6389999999997,"endTime":2538.279,"body":"view was just do it. Don't mess"},{"speaker":"Alan Smith","startTime":2538.279,"endTime":2540.679,"body":"around. Don't try to do a"},{"speaker":"Alan Smith","startTime":2538.279,"endTime":2540.679,"body":"watered down version of it. Just"},{"speaker":"Alan Smith","startTime":2540.679,"endTime":2542.929,"body":"go straight into it. And you'll"},{"speaker":"Alan Smith","startTime":2540.679,"endTime":2542.929,"body":"you'll learn from your feedback,"},{"speaker":"Alan Smith","startTime":2542.929,"endTime":2546.019,"body":"and you'll change it. And we had"},{"speaker":"Alan Smith","startTime":2542.929,"endTime":2546.019,"body":"to change, you know, because we"},{"speaker":"Alan Smith","startTime":2546.019,"endTime":2551.5989999999997,"body":"were having I remember one of it"},{"speaker":"Alan Smith","startTime":2546.019,"endTime":2551.5989999999997,"body":"was like one dark, wintry Monday"},{"speaker":"Alan Smith","startTime":2551.5989999999997,"endTime":2553.8489999999997,"body":"morning, early, early Monday"},{"speaker":"Alan Smith","startTime":2551.5989999999997,"endTime":2553.8489999999997,"body":"morning. And this guy, a very"},{"speaker":"Alan Smith","startTime":2553.8489999999997,"endTime":2556.0389999999998,"body":"successful entrepreneur, and he"},{"speaker":"Alan Smith","startTime":2553.8489999999997,"endTime":2556.0389999999998,"body":"just wanted to come in and he"},{"speaker":"Alan Smith","startTime":2556.0389999999998,"endTime":2559.609,"body":"just wanted to review his"},{"speaker":"Alan Smith","startTime":2556.0389999999998,"endTime":2559.609,"body":"finances. And he there was no,"},{"speaker":"Alan Smith","startTime":2560.149,"endTime":2562.609,"body":"there's no setting. We hadn't"},{"speaker":"Alan Smith","startTime":2560.149,"endTime":2562.609,"body":"set it up in any way. And I"},{"speaker":"Alan Smith","startTime":2562.609,"endTime":2565.699,"body":"remember sitting I just thought"},{"speaker":"Alan Smith","startTime":2562.609,"endTime":2565.699,"body":"it was a carry on. I sat down"},{"speaker":"Alan Smith","startTime":2565.699,"endTime":2568.969,"body":"with this guy. And I just said"},{"speaker":"Alan Smith","startTime":2565.699,"endTime":2568.969,"body":"tell me what was money like"},{"speaker":"Alan Smith","startTime":2568.969,"endTime":2573.3489999999997,"body":"growing up and even what you"},{"speaker":"Alan Smith","startTime":2568.969,"endTime":2573.3489999999997,"body":"want to borrow? I said what is"},{"speaker":"Alan Smith","startTime":2573.3489999999997,"endTime":2575.8689999999997,"body":"what is what what does money"},{"speaker":"Alan Smith","startTime":2573.3489999999997,"endTime":2575.8689999999997,"body":"mean to you? What you and he was"},{"speaker":"Alan Smith","startTime":2575.8689999999997,"endTime":2578.929,"body":"just really incredulous. He"},{"speaker":"Alan Smith","startTime":2575.8689999999997,"endTime":2578.929,"body":"thought wonder what the hell,"},{"speaker":"Carl Widger","startTime":2579.65,"endTime":2583.0099999999998,"body":"Ireland worse than"},{"speaker":"Carl Widger","startTime":2579.65,"endTime":2583.0099999999998,"body":"that is if you were like me"},{"speaker":"Carl Widger","startTime":2583.0099999999998,"endTime":2586.0699999999997,"body":"started off as a as the product"},{"speaker":"Carl Widger","startTime":2583.0099999999998,"endTime":2586.0699999999997,"body":"seller. I do. Yeah. Pension."},{"speaker":"Carl Widger","startTime":2586.19,"endTime":2589.91,"body":"Right. And then And then John is"},{"speaker":"Carl Widger","startTime":2586.19,"endTime":2589.91,"body":"still a client of mine. Right?"},{"speaker":"Carl Widger","startTime":2590.12,"endTime":2594.5899999999997,"body":"Not sure if John. But John tells"},{"speaker":"Carl Widger","startTime":2590.12,"endTime":2594.5899999999997,"body":"the story overview points. And"},{"speaker":"Carl Widger","startTime":2594.5899999999997,"endTime":2597.77,"body":"then one day current arrived in"},{"speaker":"Carl Widger","startTime":2594.5899999999997,"endTime":2597.77,"body":"and said, Hey, John, what are"},{"speaker":"Carl Widger","startTime":2597.77,"endTime":2598.43,"body":"your goals?"},{"speaker":"Carl Widger","startTime":2604.1,"endTime":2605.21,"body":"Seriously gone wrong."},{"speaker":"Alan Smith","startTime":2606.409,"endTime":2612.2889999999998,"body":"Call if you've been"},{"speaker":"Alan Smith","startTime":2606.409,"endTime":2612.2889999999998,"body":"in a course as I told you about"},{"speaker":"Carl Widger","startTime":2612.29,"endTime":2616.7599999999998,"body":"that, or have you"},{"speaker":"Carl Widger","startTime":2612.29,"endTime":2616.7599999999998,"body":"hit your head? Yeah. And it's"},{"speaker":"Andy Hart","startTime":2617.149,"endTime":2618.8289999999997,"body":"funny story about"},{"speaker":"Andy Hart","startTime":2617.149,"endTime":2618.8289999999997,"body":"that. I was doing a training"},{"speaker":"Andy Hart","startTime":2618.8289999999997,"endTime":2621.979,"body":"session last week. And there was"},{"speaker":"Andy Hart","startTime":2618.8289999999997,"endTime":2621.979,"body":"a girl in the audience, a lady"},{"speaker":"Andy Hart","startTime":2621.979,"endTime":2624.799,"body":"in the audience, and she's the"},{"speaker":"Andy Hart","startTime":2621.979,"endTime":2624.799,"body":"daughter of a successful"},{"speaker":"Andy Hart","startTime":2624.799,"endTime":2628.3689999999997,"body":"financial advisor has been in"},{"speaker":"Andy Hart","startTime":2624.799,"endTime":2628.3689999999997,"body":"the business for 30 years. And"},{"speaker":"Andy Hart","startTime":2628.3689999999997,"endTime":2630.979,"body":"she was saying her father"},{"speaker":"Andy Hart","startTime":2628.3689999999997,"endTime":2630.979,"body":"started off, you know, insurance"},{"speaker":"Andy Hart","startTime":2630.979,"endTime":2633.229,"body":"salesman knocking on doors, and"},{"speaker":"Andy Hart","startTime":2630.979,"endTime":2633.229,"body":"he's gone through every"},{"speaker":"Andy Hart","startTime":2633.229,"endTime":2636.379,"body":"iteration from sort of like"},{"speaker":"Andy Hart","startTime":2633.229,"endTime":2636.379,"body":"Carl's story, like a lot of"},{"speaker":"Andy Hart","startTime":2636.379,"endTime":2639.799,"body":"people story. And now he's a"},{"speaker":"Andy Hart","startTime":2636.379,"endTime":2639.799,"body":"pure financial planner uses boy"},{"speaker":"Andy Hart","startTime":2639.799,"endTime":2642.469,"body":"and all that sort of stuff. When"},{"speaker":"Andy Hart","startTime":2639.799,"endTime":2642.469,"body":"he calls his clients that he's"},{"speaker":"Andy Hart","startTime":2642.469,"endTime":2646.3689999999997,"body":"had for like, 40 years and rings"},{"speaker":"Andy Hart","startTime":2642.469,"endTime":2646.3689999999997,"body":"up, usually the wife picks up"},{"speaker":"Andy Hart","startTime":2646.3689999999997,"endTime":2649.3689999999997,"body":"the phone, and then she she"},{"speaker":"Andy Hart","startTime":2646.3689999999997,"endTime":2649.3689999999997,"body":"shouts that the husband, oh,"},{"speaker":"Andy Hart","startTime":2649.3689999999997,"endTime":2654.3489999999997,"body":"it's blah, blah, blah, the"},{"speaker":"Andy Hart","startTime":2649.3689999999997,"endTime":2654.3489999999997,"body":"insurance salesman. Although it"},{"speaker":"Andy Hart","startTime":2654.3489999999997,"endTime":2658.8489999999997,"body":"was funny, like now he's like, a"},{"speaker":"Andy Hart","startTime":2654.3489999999997,"endTime":2658.8489999999997,"body":"lifestyle, financial planner."},{"speaker":"Andy Hart","startTime":2659.089,"endTime":2661.429,"body":"Like, how could you possibly"},{"speaker":"Andy Hart","startTime":2659.089,"endTime":2661.429,"body":"call it the insurance salesman?"},{"speaker":"Andy Hart","startTime":2661.609,"endTime":2663.019,"body":"So that was the first thing"},{"speaker":"Alan Smith","startTime":2664.549,"endTime":2667.189,"body":"if you guys"},{"speaker":"Alan Smith","startTime":2664.549,"endTime":2667.189,"body":"considered reviewed, you know,"},{"speaker":"Alan Smith","startTime":2667.189,"endTime":2672.379,"body":"what I refer to as the George"},{"speaker":"Alan Smith","startTime":2667.189,"endTime":2672.379,"body":"Kinder questions. Three. Yeah,"},{"speaker":"Carl Widger","startTime":2672.41,"endTime":2675.8599999999997,"body":"we have some of"},{"speaker":"Carl Widger","startTime":2672.41,"endTime":2675.8599999999997,"body":"them in there. But like, the"},{"speaker":"Carl Widger","startTime":2675.89,"endTime":2678.7999999999997,"body":"likes, I think, one of those"},{"speaker":"Carl Widger","startTime":2675.89,"endTime":2678.7999999999997,"body":"questions. Now, correct me if"},{"speaker":"Carl Widger","startTime":2678.7999999999997,"endTime":2681.1099999999997,"body":"I'm wrong, I don't. But is one"},{"speaker":"Carl Widger","startTime":2678.7999999999997,"endTime":2681.1099999999997,"body":"of them like, you know, what"},{"speaker":"Carl Widger","startTime":2681.1099999999997,"endTime":2683.0899999999997,"body":"would you do if you're going to"},{"speaker":"Carl Widger","startTime":2681.1099999999997,"endTime":2683.0899999999997,"body":"die in three months? Yeah."},{"speaker":"Andy Hart","startTime":2683.27,"endTime":2687.83,"body":"2010. Like one year"},{"speaker":"Andy Hart","startTime":2683.27,"endTime":2687.83,"body":"left, totally frozen. They"},{"speaker":"Andy Hart","startTime":2687.83,"endTime":2690.5299999999997,"body":"aren't. They are quite powerful"},{"speaker":"Andy Hart","startTime":2687.83,"endTime":2690.5299999999997,"body":"questions. I mean, I've been"},{"speaker":"Andy Hart","startTime":2690.5299999999997,"endTime":2691.46,"body":"through the Kinder process"},{"speaker":"Carl Widger","startTime":2691.46,"endTime":2694.7,"body":"irrelevant when"},{"speaker":"Carl Widger","startTime":2691.46,"endTime":2694.7,"body":"you're trying to get to a live"},{"speaker":"Carl Widger","startTime":2694.7,"endTime":2697.88,"body":"view, that is irrelevant. When"},{"speaker":"Carl Widger","startTime":2694.7,"endTime":2697.88,"body":"you're trying to build a long"},{"speaker":"Carl Widger","startTime":2697.88,"endTime":2701.33,"body":"term partnership with people."},{"speaker":"Carl Widger","startTime":2697.88,"endTime":2701.33,"body":"However, you know, if money was"},{"speaker":"Carl Widger","startTime":2701.33,"endTime":2705.2599999999998,"body":"no issue, what would you do"},{"speaker":"Carl Widger","startTime":2701.33,"endTime":2705.2599999999998,"body":"differently today? Now, I like"},{"speaker":"Carl Widger","startTime":2705.2599999999998,"endTime":2709.0699999999997,"body":"that question. Right. So, you"},{"speaker":"Carl Widger","startTime":2705.2599999999998,"endTime":2709.0699999999997,"body":"know, what should we be looking"},{"speaker":"Carl Widger","startTime":2709.0699999999997,"endTime":2713.81,"body":"at? Are there things there are"},{"speaker":"Carl Widger","startTime":2709.0699999999997,"endTime":2713.81,"body":"too many people who have bucket"},{"speaker":"Carl Widger","startTime":2713.81,"endTime":2715.94,"body":"lists, right? I actually"},{"speaker":"Carl Widger","startTime":2713.81,"endTime":2715.94,"body":"couldn't because I knew we were"},{"speaker":"Carl Widger","startTime":2715.94,"endTime":2718.49,"body":"going to talk about this. So so"},{"speaker":"Carl Widger","startTime":2715.94,"endTime":2718.49,"body":"we have this in our reception,"},{"speaker":"Carl Widger","startTime":2718.49,"endTime":2722.96,"body":"right? It's just a bucket list"},{"speaker":"Carl Widger","startTime":2718.49,"endTime":2722.96,"body":"book. Right? And we're not"},{"speaker":"Carl Widger","startTime":2722.96,"endTime":2725.6,"body":"expecting anyone to read it."},{"speaker":"Carl Widger","startTime":2722.96,"endTime":2725.6,"body":"We're just trying to set the"},{"speaker":"Carl Widger","startTime":2725.6,"endTime":2729.2,"body":"tone of what happens in our"},{"speaker":"Carl Widger","startTime":2725.6,"endTime":2729.2,"body":"office and too many people have"},{"speaker":"Carl Widger","startTime":2729.2,"endTime":2731.33,"body":"these bucket list items of the"},{"speaker":"Carl Widger","startTime":2729.2,"endTime":2731.33,"body":"never get around to and all that"},{"speaker":"Carl Widger","startTime":2731.33,"endTime":2734.6,"body":"right? So are the stuff we can"},{"speaker":"Carl Widger","startTime":2731.33,"endTime":2734.6,"body":"identify early on. Why Why"},{"speaker":"Carl Widger","startTime":2734.6,"endTime":2736.64,"body":"aren't we doing that you have"},{"speaker":"Carl Widger","startTime":2734.6,"endTime":2736.64,"body":"loads of money in the bank wire"},{"speaker":"Carl Widger","startTime":2736.64,"endTime":2738.23,"body":"to do not just go and do so."},{"speaker":"Alan Smith","startTime":2738.41,"endTime":2741.41,"body":"Yeah, but there's I"},{"speaker":"Alan Smith","startTime":2738.41,"endTime":2741.41,"body":"think when you mentioned before"},{"speaker":"Alan Smith","startTime":2741.44,"endTime":2744.5299999999997,"body":"the you know the Twitter debate"},{"speaker":"Alan Smith","startTime":2741.44,"endTime":2744.5299999999997,"body":"about about goals and shouldn't"},{"speaker":"Alan Smith","startTime":2744.5299999999997,"endTime":2747.71,"body":"bother with that. I think it is"},{"speaker":"Alan Smith","startTime":2744.5299999999997,"endTime":2747.71,"body":"nuanced because I think it can"},{"speaker":"Alan Smith","startTime":2747.71,"endTime":2751.04,"body":"be quite a challenge use pluck"},{"speaker":"Alan Smith","startTime":2747.71,"endTime":2751.04,"body":"anyone off the street is there."},{"speaker":"Alan Smith","startTime":2751.58,"endTime":2754.37,"body":"As we all know, those first"},{"speaker":"Alan Smith","startTime":2751.58,"endTime":2754.37,"body":"meetings are I've you know, I'm"},{"speaker":"Alan Smith","startTime":2754.37,"endTime":2756.83,"body":"thinking about retirement, I"},{"speaker":"Alan Smith","startTime":2754.37,"endTime":2756.83,"body":"need to review of my pension and"},{"speaker":"Alan Smith","startTime":2756.83,"endTime":2759.02,"body":"all that sort of stuff. And you"},{"speaker":"Alan Smith","startTime":2756.83,"endTime":2759.02,"body":"talk about what are your goals?"},{"speaker":"Alan Smith","startTime":2759.0499999999997,"endTime":2762.47,"body":"I think isn't immediately"},{"speaker":"Alan Smith","startTime":2759.0499999999997,"endTime":2762.47,"body":"difficult question to answer to"},{"speaker":"Alan Smith","startTime":2762.47,"endTime":2765.74,"body":"answer. It's too vague to say"},{"speaker":"Alan Smith","startTime":2762.47,"endTime":2765.74,"body":"but what do you mean you mean"},{"speaker":"Alan Smith","startTime":2765.77,"endTime":2768.08,"body":"goals today, tomorrow this week?"},{"speaker":"Alan Smith","startTime":2765.77,"endTime":2768.08,"body":"The rest of my life? I don't"},{"speaker":"Alan Smith","startTime":2768.08,"endTime":2770.5099999999998,"body":"know. I think it's quite in my"},{"speaker":"Alan Smith","startTime":2768.08,"endTime":2770.5099999999998,"body":"experience. It's quite common"},{"speaker":"Alan Smith","startTime":2770.5099999999998,"endTime":2773.87,"body":"people say, I don't really know."},{"speaker":"Alan Smith","startTime":2770.5099999999998,"endTime":2773.87,"body":"Yeah, boy, sort of push a bucket"},{"speaker":"Alan Smith","startTime":2773.87,"endTime":2776.5699999999997,"body":"list. Do you want to go and"},{"speaker":"Alan Smith","startTime":2773.87,"endTime":2776.5699999999997,"body":"visit the Taj Mahal or so No,"},{"speaker":"Alan Smith","startTime":2776.63,"endTime":2777.0499999999997,"body":"whatever,"},{"speaker":"Carl Widger","startTime":2777.739,"endTime":2782.029,"body":"I suppose I suppose"},{"speaker":"Carl Widger","startTime":2777.739,"endTime":2782.029,"body":"experience leads you to, you"},{"speaker":"Carl Widger","startTime":2782.029,"endTime":2785.299,"body":"know, find ways around that. So"},{"speaker":"Carl Widger","startTime":2782.029,"endTime":2785.299,"body":"the way I would do it is ask"},{"speaker":"Carl Widger","startTime":2785.299,"endTime":2788.089,"body":"people about their family. So"},{"speaker":"Carl Widger","startTime":2785.299,"endTime":2788.089,"body":"who's at home? Who's who, you"},{"speaker":"Carl Widger","startTime":2788.089,"endTime":2792.259,"body":"know, the important people. And"},{"speaker":"Carl Widger","startTime":2788.089,"endTime":2792.259,"body":"now we start talking about I"},{"speaker":"Carl Widger","startTime":2792.259,"endTime":2796.189,"body":"don't like sit down there like a"},{"speaker":"Carl Widger","startTime":2792.259,"endTime":2796.189,"body":"little bit, you know? What are"},{"speaker":"Carl Widger","startTime":2796.189,"endTime":2798.739,"body":"your goals? Like, that's never"},{"speaker":"Carl Widger","startTime":2796.189,"endTime":2798.739,"body":"going to work? It's it's big,"},{"speaker":"Carl Widger","startTime":2798.739,"endTime":2802.339,"body":"bring them on a journey nice and"},{"speaker":"Carl Widger","startTime":2798.739,"endTime":2802.339,"body":"softly with you. And you will"},{"speaker":"Carl Widger","startTime":2802.3689999999997,"endTime":2807.379,"body":"you will, they'll start it will"},{"speaker":"Carl Widger","startTime":2802.3689999999997,"endTime":2807.379,"body":"become apparent, as opposed to"},{"speaker":"Carl Widger","startTime":2807.679,"endTime":2810.649,"body":"actually having to ask the"},{"speaker":"Carl Widger","startTime":2807.679,"endTime":2810.649,"body":"questions. Right, I"},{"speaker":"Alan Smith","startTime":2810.65,"endTime":2813.08,"body":"got a question for"},{"speaker":"Alan Smith","startTime":2810.65,"endTime":2813.08,"body":"you then on that, and this is"},{"speaker":"Alan Smith","startTime":2813.08,"endTime":2815.3599999999997,"body":"where again, we've maybe"},{"speaker":"Alan Smith","startTime":2813.08,"endTime":2815.3599999999997,"body":"struggled a bit and could do"},{"speaker":"Alan Smith","startTime":2815.3599999999997,"endTime":2818.75,"body":"this better. So if someone then"},{"speaker":"Alan Smith","startTime":2815.3599999999997,"endTime":2818.75,"body":"articulates something, which is"},{"speaker":"Alan Smith","startTime":2818.75,"endTime":2822.92,"body":"a, you know, a maybe a long term"},{"speaker":"Alan Smith","startTime":2818.75,"endTime":2822.92,"body":"goal or something they'd like to"},{"speaker":"Alan Smith","startTime":2822.92,"endTime":2826.67,"body":"do or achieve within their life?"},{"speaker":"Alan Smith","startTime":2822.92,"endTime":2826.67,"body":"How is that documented,"},{"speaker":"Alan Smith","startTime":2826.67,"endTime":2829.88,"body":"captured? And then how would you"},{"speaker":"Alan Smith","startTime":2826.67,"endTime":2829.88,"body":"hold them accountable? Later on?"},{"speaker":"Alan Smith","startTime":2829.97,"endTime":2833.0,"body":"Again, full, full sort of"},{"speaker":"Alan Smith","startTime":2829.97,"endTime":2833.0,"body":"confession? I think sometimes"},{"speaker":"Alan Smith","startTime":2833.0,"endTime":2834.98,"body":"we've let some of them slip."},{"speaker":"Alan Smith","startTime":2833.0,"endTime":2834.98,"body":"Yeah, we've recorded them at the"},{"speaker":"Alan Smith","startTime":2834.98,"endTime":2837.02,"body":"time. But do we have a sort of"},{"speaker":"Alan Smith","startTime":2834.98,"endTime":2837.02,"body":"a,"},{"speaker":"Carl Widger","startTime":2838.79,"endTime":2841.0699999999997,"body":"like, we put it in"},{"speaker":"Carl Widger","startTime":2838.79,"endTime":2841.0699999999997,"body":"as an event into the cash flow"},{"speaker":"Carl Widger","startTime":2841.0699999999997,"endTime":2844.46,"body":"plan. Alright, so and then you"},{"speaker":"Carl Widger","startTime":2841.0699999999997,"endTime":2844.46,"body":"can move"},{"speaker":"Andy Hart","startTime":2844.46,"endTime":2847.13,"body":"the I was gonna say,"},{"speaker":"Andy Hart","startTime":2844.46,"endTime":2847.13,"body":"once, once voting gets"},{"speaker":"Andy Hart","startTime":2847.13,"endTime":2850.25,"body":"introduced into the mix, that's"},{"speaker":"Andy Hart","startTime":2847.13,"endTime":2850.25,"body":"really become a little more a"},{"speaker":"Andy Hart","startTime":2850.2799999999997,"endTime":2852.65,"body":"little bit more future focused."},{"speaker":"Andy Hart","startTime":2850.2799999999997,"endTime":2852.65,"body":"But at first, we're planning"},{"speaker":"Andy Hart","startTime":2852.65,"endTime":2855.62,"body":"decades ahead. And clients are"},{"speaker":"Andy Hart","startTime":2852.65,"endTime":2855.62,"body":"just struggling to work out what"},{"speaker":"Andy Hart","startTime":2855.62,"endTime":2857.2999999999997,"body":"they're doing at the weekend."},{"speaker":"Andy Hart","startTime":2855.62,"endTime":2857.2999999999997,"body":"You know, that's the sort of"},{"speaker":"Andy Hart","startTime":2857.2999999999997,"endTime":2860.75,"body":"joke and then we rock up and"},{"speaker":"Andy Hart","startTime":2857.2999999999997,"endTime":2860.75,"body":"say, you know, what we're gonna"},{"speaker":"Andy Hart","startTime":2860.75,"endTime":2864.02,"body":"place on it. I think the the"},{"speaker":"Andy Hart","startTime":2860.75,"endTime":2864.02,"body":"following years that they go"},{"speaker":"Andy Hart","startTime":2864.02,"endTime":2866.87,"body":"through the same process back to"},{"speaker":"Andy Hart","startTime":2864.02,"endTime":2866.87,"body":"Carl says to sort of setting the"},{"speaker":"Andy Hart","startTime":2866.87,"endTime":2870.38,"body":"tone, they then become more"},{"speaker":"Andy Hart","startTime":2866.87,"endTime":2870.38,"body":"future focused, the longer they"},{"speaker":"Andy Hart","startTime":2870.38,"endTime":2873.38,"body":"work with you. That's what I've"},{"speaker":"Andy Hart","startTime":2870.38,"endTime":2873.38,"body":"generally found that and they"},{"speaker":"Andy Hart","startTime":2873.38,"endTime":2875.99,"body":"become more engaged in the whole"},{"speaker":"Andy Hart","startTime":2873.38,"endTime":2875.99,"body":"process over Tzedek."},{"speaker":"Nick Lincoln","startTime":2877.67,"endTime":2880.8199999999997,"body":"Yeah, because"},{"speaker":"Nick Lincoln","startTime":2877.67,"endTime":2880.8199999999997,"body":"client goals typically have"},{"speaker":"Nick Lincoln","startTime":2880.8199999999997,"endTime":2884.45,"body":"money involved, there's a cost"},{"speaker":"Nick Lincoln","startTime":2880.8199999999997,"endTime":2884.45,"body":"to them. So they will be in the"},{"speaker":"Nick Lincoln","startTime":2884.45,"endTime":2887.27,"body":"financial plan, and they will be"},{"speaker":"Nick Lincoln","startTime":2884.45,"endTime":2887.27,"body":"on the timeline. And if the"},{"speaker":"Nick Lincoln","startTime":2887.27,"endTime":2890.7799999999997,"body":"event is five years down the"},{"speaker":"Nick Lincoln","startTime":2887.27,"endTime":2890.7799999999997,"body":"line, after they've been working"},{"speaker":"Nick Lincoln","startTime":2890.7799999999997,"endTime":2892.8199999999997,"body":"with you for four years, you sit"},{"speaker":"Nick Lincoln","startTime":2890.7799999999997,"endTime":2892.8199999999997,"body":"down with a plan. So next year,"},{"speaker":"Nick Lincoln","startTime":2892.8199999999997,"endTime":2895.4,"body":"you know, are we still doing"},{"speaker":"Nick Lincoln","startTime":2892.8199999999997,"endTime":2895.4,"body":"this? Because we put money aside"},{"speaker":"Nick Lincoln","startTime":2895.4,"endTime":2898.1,"body":"for it this, whatever it is"},{"speaker":"Nick Lincoln","startTime":2895.4,"endTime":2898.1,"body":"this, you know, cliche thing,"},{"speaker":"Nick Lincoln","startTime":2898.1,"endTime":2900.38,"body":"this fantastic one off holiday"},{"speaker":"Nick Lincoln","startTime":2898.1,"endTime":2900.38,"body":"to the Taj Mahal or whatever it"},{"speaker":"Nick Lincoln","startTime":2900.38,"endTime":2903.23,"body":"was that we talked about five"},{"speaker":"Nick Lincoln","startTime":2900.38,"endTime":2903.23,"body":"years ago? Well, it's coming up"},{"speaker":"Nick Lincoln","startTime":2903.23,"endTime":2906.65,"body":"now. So you know, how do you"},{"speaker":"Nick Lincoln","startTime":2903.23,"endTime":2906.65,"body":"find the booking process? Well,"},{"speaker":"Nick Lincoln","startTime":2906.65,"endTime":2908.72,"body":"we haven't done it yet. Nick,"},{"speaker":"Nick Lincoln","startTime":2906.65,"endTime":2908.72,"body":"we're going to come Okay. Well,"},{"speaker":"Nick Lincoln","startTime":2908.93,"endTime":2912.14,"body":"the money's there. Right. So I"},{"speaker":"Nick Lincoln","startTime":2908.93,"endTime":2912.14,"body":"think it will, it should come up"},{"speaker":"Nick Lincoln","startTime":2912.14,"endTime":2914.42,"body":"organically as part of the"},{"speaker":"Nick Lincoln","startTime":2912.14,"endTime":2914.42,"body":"annual planning meeting process,"},{"speaker":"Nick Lincoln","startTime":2914.7799999999997,"endTime":2917.45,"body":"because it's in their financial"},{"speaker":"Nick Lincoln","startTime":2914.7799999999997,"endTime":2917.45,"body":"planners, as a cost is now going"},{"speaker":"Nick Lincoln","startTime":2917.45,"endTime":2920.33,"body":"and we're here to make sure that"},{"speaker":"Nick Lincoln","startTime":2917.45,"endTime":2920.33,"body":"the money is there for those"},{"speaker":"Nick Lincoln","startTime":2920.33,"endTime":2924.5,"body":"things when it's needed. That's"},{"speaker":"Nick Lincoln","startTime":2920.33,"endTime":2924.5,"body":"really our role. Just look at"},{"speaker":"Nick Lincoln","startTime":2924.5,"endTime":2928.04,"body":"the question side of things. I'm"},{"speaker":"Nick Lincoln","startTime":2924.5,"endTime":2928.04,"body":"not i Yes, my discovery meetings"},{"speaker":"Nick Lincoln","startTime":2928.04,"endTime":2934.88,"body":"are normally 15 seconds. Now"},{"speaker":"Nick Lincoln","startTime":2928.04,"endTime":2934.88,"body":"it's virtual, I can just"},{"speaker":"Nick Lincoln","startTime":2934.88,"endTime":2939.3199999999997,"body":"disengage them. I mean, I, yes,"},{"speaker":"Nick Lincoln","startTime":2934.88,"endTime":2939.3199999999997,"body":"I use a three year question, you"},{"speaker":"Nick Lincoln","startTime":2939.3199999999997,"endTime":2941.75,"body":"know, for it to be a success,"},{"speaker":"Nick Lincoln","startTime":2939.3199999999997,"endTime":2941.75,"body":"what it really three years"},{"speaker":"Nick Lincoln","startTime":2941.75,"endTime":2944.0,"body":"hence, what does success look"},{"speaker":"Nick Lincoln","startTime":2941.75,"endTime":2944.0,"body":"like? Look like? I think that's"},{"speaker":"Nick Lincoln","startTime":2944.0,"endTime":2947.87,"body":"it. That is a good question. I"},{"speaker":"Nick Lincoln","startTime":2944.0,"endTime":2947.87,"body":"try and avoid the tree hugging"},{"speaker":"Nick Lincoln","startTime":2947.87,"endTime":2950.72,"body":"stuff. And I think there's,"},{"speaker":"Nick Lincoln","startTime":2947.87,"endTime":2950.72,"body":"there's maybe it's a cynical"},{"speaker":"Nick Lincoln","startTime":2950.72,"endTime":2952.67,"body":"side of me, I think there's an"},{"speaker":"Nick Lincoln","startTime":2950.72,"endTime":2952.67,"body":"awful lot of money's been spent"},{"speaker":"Nick Lincoln","startTime":2952.67,"endTime":2954.7999999999997,"body":"on that kind of stuff. And I'm"},{"speaker":"Nick Lincoln","startTime":2952.67,"endTime":2954.7999999999997,"body":"not sure it's totally"},{"speaker":"Nick Lincoln","startTime":2954.7999999999997,"endTime":2959.15,"body":"appropriate. And maybe that's an"},{"speaker":"Nick Lincoln","startTime":2954.7999999999997,"endTime":2959.15,"body":"American English, psychological"},{"speaker":"Nick Lincoln","startTime":2959.15,"endTime":2961.88,"body":"difference. And the other two"},{"speaker":"Nick Lincoln","startTime":2959.15,"endTime":2961.88,"body":"questions I do ask them the"},{"speaker":"Nick Lincoln","startTime":2961.88,"endTime":2964.1,"body":"three year question. The other"},{"speaker":"Nick Lincoln","startTime":2961.88,"endTime":2964.1,"body":"question, and Carl mentioned"},{"speaker":"Nick Lincoln","startTime":2964.1,"endTime":2966.38,"body":"this one is, have you used a"},{"speaker":"Nick Lincoln","startTime":2964.1,"endTime":2966.38,"body":"financial advisor before? And"},{"speaker":"Nick Lincoln","startTime":2966.38,"endTime":2969.2,"body":"what was the experience and"},{"speaker":"Nick Lincoln","startTime":2966.38,"endTime":2969.2,"body":"listen really carefully to that,"},{"speaker":"Nick Lincoln","startTime":2969.2,"endTime":2972.7999999999997,"body":"whether it's negative or"},{"speaker":"Nick Lincoln","startTime":2969.2,"endTime":2972.7999999999997,"body":"positive? Because if they say"},{"speaker":"Nick Lincoln","startTime":2972.7999999999997,"endTime":2975.44,"body":"it's true, if you say it, it's"},{"speaker":"Nick Lincoln","startTime":2972.7999999999997,"endTime":2975.44,"body":"conjecture, but if the client"},{"speaker":"Nick Lincoln","startTime":2975.44,"endTime":2978.38,"body":"says it, it's true. So so when"},{"speaker":"Nick Lincoln","startTime":2975.44,"endTime":2978.38,"body":"you're following up that meeting"},{"speaker":"Nick Lincoln","startTime":2978.38,"endTime":2980.39,"body":"with them, you say, Okay, well,"},{"speaker":"Nick Lincoln","startTime":2978.38,"endTime":2980.39,"body":"if they had if they had a"},{"speaker":"Nick Lincoln","startTime":2980.39,"endTime":2982.94,"body":"negative experience with an"},{"speaker":"Nick Lincoln","startTime":2980.39,"endTime":2982.94,"body":"advisor, because of X, Y, Zed"},{"speaker":"Nick Lincoln","startTime":2982.94,"endTime":2985.31,"body":"reasons, you in your follow up"},{"speaker":"Nick Lincoln","startTime":2982.94,"endTime":2985.31,"body":"email to the client, or what"},{"speaker":"Nick Lincoln","startTime":2985.31,"endTime":2988.19,"body":"have you, or your loom, you say,"},{"speaker":"Nick Lincoln","startTime":2985.31,"endTime":2988.19,"body":"and by the way, we take a lot of"},{"speaker":"Nick Lincoln","startTime":2988.19,"endTime":2990.08,"body":"time and effort to make sure"},{"speaker":"Nick Lincoln","startTime":2988.19,"endTime":2990.08,"body":"that we do this, this and this"},{"speaker":"Nick Lincoln","startTime":2990.08,"endTime":2993.41,"body":"the exact opposite of their"},{"speaker":"Nick Lincoln","startTime":2990.08,"endTime":2993.41,"body":"experience. And the third"},{"speaker":"Nick Lincoln","startTime":2993.41,"endTime":2996.08,"body":"question I asked my clients who"},{"speaker":"Nick Lincoln","startTime":2993.41,"endTime":2996.08,"body":"referred so I will say to"},{"speaker":"Nick Lincoln","startTime":2996.08,"endTime":2999.1099999999997,"body":"prospects, listen, you've come"},{"speaker":"Nick Lincoln","startTime":2996.08,"endTime":2999.1099999999997,"body":"to me from from Lucien Graham,"},{"speaker":"Nick Lincoln","startTime":2999.2599999999998,"endTime":3002.35,"body":"tell me in your words, what"},{"speaker":"Nick Lincoln","startTime":2999.2599999999998,"endTime":3002.35,"body":"Lucien Graham said, I've done"},{"speaker":"Nick Lincoln","startTime":3002.35,"endTime":3005.47,"body":"for them. And then they'll"},{"speaker":"Nick Lincoln","startTime":3002.35,"endTime":3005.47,"body":"they'll they'll tell you talk"},{"speaker":"Nick Lincoln","startTime":3005.47,"endTime":3007.66,"body":"about the graphs, and it's sort"},{"speaker":"Nick Lincoln","startTime":3005.47,"endTime":3007.66,"body":"of financial planning and cash"},{"speaker":"Nick Lincoln","startTime":3007.66,"endTime":3009.31,"body":"flow, and you kind of sorted"},{"speaker":"Nick Lincoln","startTime":3007.66,"endTime":3009.31,"body":"them out and put them on the"},{"speaker":"Nick Lincoln","startTime":3009.31,"endTime":3012.67,"body":"straight and narrow. And again,"},{"speaker":"Nick Lincoln","startTime":3009.31,"endTime":3012.67,"body":"because they're saying it, it"},{"speaker":"Nick Lincoln","startTime":3012.67,"endTime":3015.22,"body":"carries a lot more resonance"},{"speaker":"Nick Lincoln","startTime":3012.67,"endTime":3015.22,"body":"than if I say, I'm going to do a"},{"speaker":"Nick Lincoln","startTime":3015.22,"endTime":3017.17,"body":"cash flow graph, we're on the"},{"speaker":"Nick Lincoln","startTime":3015.22,"endTime":3017.17,"body":"straight and narrow, which"},{"speaker":"Nick Lincoln","startTime":3017.17,"endTime":3019.21,"body":"should just go you know, over"},{"speaker":"Nick Lincoln","startTime":3017.17,"endTime":3019.21,"body":"the heads in one ear and out the"},{"speaker":"Nick Lincoln","startTime":3019.21,"endTime":3019.48,"body":"other."},{"speaker":"Alan Smith","startTime":3020.049,"endTime":3023.529,"body":"So but just just"},{"speaker":"Alan Smith","startTime":3020.049,"endTime":3023.529,"body":"just clarify, because I think it"},{"speaker":"Alan Smith","startTime":3023.529,"endTime":3029.949,"body":"sounds like all you guys do it"},{"speaker":"Alan Smith","startTime":3023.529,"endTime":3029.949,"body":"pre you send a link to a sort of"},{"speaker":"Alan Smith","startTime":3029.979,"endTime":3032.919,"body":"pre meeting form for your"},{"speaker":"Alan Smith","startTime":3029.979,"endTime":3032.919,"body":"prospective clients who complete"},{"speaker":"Alan Smith","startTime":3032.919,"endTime":3035.529,"body":"online. And I know you've got a"},{"speaker":"Alan Smith","startTime":3032.919,"endTime":3035.529,"body":"good version of that on your"},{"speaker":"Alan Smith","startTime":3035.529,"endTime":3036.729,"body":"way. I've"},{"speaker":"Andy Hart","startTime":3036.73,"endTime":3038.41,"body":"home this over the"},{"speaker":"Andy Hart","startTime":3036.73,"endTime":3038.41,"body":"year. So yeah, there's some"},{"speaker":"Andy Hart","startTime":3038.41,"endTime":3040.8399999999997,"body":"boring information at first and"},{"speaker":"Andy Hart","startTime":3038.41,"endTime":3040.8399999999997,"body":"the questions I asked her in"},{"speaker":"Andy Hart","startTime":3040.8399999999997,"endTime":3043.7799999999997,"body":"this order. How did you hear"},{"speaker":"Andy Hart","startTime":3040.8399999999997,"endTime":3043.7799999999997,"body":"about us? Did someone recommend"},{"speaker":"Andy Hart","startTime":3043.7799999999997,"endTime":3046.99,"body":"us? How can we help open? It's"},{"speaker":"Andy Hart","startTime":3043.7799999999997,"endTime":3046.99,"body":"just very open question. The"},{"speaker":"Andy Hart","startTime":3046.99,"endTime":3050.3199999999997,"body":"next one is, what is your main"},{"speaker":"Andy Hart","startTime":3046.99,"endTime":3050.3199999999997,"body":"financial concern at the moment?"},{"speaker":"Andy Hart","startTime":3050.3199999999997,"endTime":3053.17,"body":"That's an important one. Next"},{"speaker":"Andy Hart","startTime":3050.3199999999997,"endTime":3053.17,"body":"up, have you worked with a"},{"speaker":"Andy Hart","startTime":3053.17,"endTime":3056.02,"body":"financial advisor before? If so,"},{"speaker":"Andy Hart","startTime":3053.17,"endTime":3056.02,"body":"how did that go? Another"},{"speaker":"Andy Hart","startTime":3056.02,"endTime":3058.45,"body":"incredibly important one, what"},{"speaker":"Andy Hart","startTime":3056.02,"endTime":3058.45,"body":"are you looking for in a"},{"speaker":"Andy Hart","startTime":3058.45,"endTime":3062.5,"body":"financial advisor? And the next"},{"speaker":"Andy Hart","startTime":3058.45,"endTime":3062.5,"body":"two questions? The next question"},{"speaker":"Andy Hart","startTime":3062.5,"endTime":3065.23,"body":"is quite important. Do you"},{"speaker":"Andy Hart","startTime":3062.5,"endTime":3065.23,"body":"currently have a written pounds"},{"speaker":"Andy Hart","startTime":3065.23,"endTime":3068.83,"body":"specific financial life plan? We"},{"speaker":"Andy Hart","startTime":3065.23,"endTime":3068.83,"body":"know the answer to that is going"},{"speaker":"Andy Hart","startTime":3068.83,"endTime":3072.46,"body":"to be no. Some of them say yeah,"},{"speaker":"Andy Hart","startTime":3068.83,"endTime":3072.46,"body":"I've hobbled something together"},{"speaker":"Andy Hart","startTime":3072.46,"endTime":3075.97,"body":"on Excel but yeah, not not not"},{"speaker":"Andy Hart","startTime":3072.46,"endTime":3075.97,"body":"to detail. And then I put what"},{"speaker":"Andy Hart","startTime":3075.97,"endTime":3078.52,"body":"your hobbies, interests or"},{"speaker":"Andy Hart","startTime":3075.97,"endTime":3078.52,"body":"passions again, just to get an"},{"speaker":"Andy Hart","startTime":3078.52,"endTime":3082.54,"body":"idea for them. I then asked them"},{"speaker":"Andy Hart","startTime":3078.52,"endTime":3082.54,"body":"a sort of financial planning"},{"speaker":"Andy Hart","startTime":3082.54,"endTime":3084.91,"body":"question again so that I'm"},{"speaker":"Andy Hart","startTime":3082.54,"endTime":3084.91,"body":"preparing them for what we're"},{"speaker":"Andy Hart","startTime":3084.91,"endTime":3087.64,"body":"going to be doing. If you were"},{"speaker":"Andy Hart","startTime":3084.91,"endTime":3087.64,"body":"to retire next month,"},{"speaker":"Andy Hart","startTime":3087.64,"endTime":3090.58,"body":"approximately how much monthly"},{"speaker":"Andy Hart","startTime":3087.64,"endTime":3090.58,"body":"income would you require to"},{"speaker":"Andy Hart","startTime":3090.58,"endTime":3093.43,"body":"maintain a dignified and"},{"speaker":"Andy Hart","startTime":3090.58,"endTime":3093.43,"body":"comfortable retirement? Assume"},{"speaker":"Andy Hart","startTime":3093.43,"endTime":3096.64,"body":"your mortgage is cleared. Again,"},{"speaker":"Andy Hart","startTime":3093.43,"endTime":3096.64,"body":"I'm wanting to or wanting to get"},{"speaker":"Andy Hart","startTime":3096.64,"endTime":3101.02,"body":"a grasp of, you know, 2000"},{"speaker":"Andy Hart","startTime":3096.64,"endTime":3101.02,"body":"pounds a month, 1000 pounds a"},{"speaker":"Andy Hart","startTime":3101.02,"endTime":3103.54,"body":"month, 10,000 pounds a month or"},{"speaker":"Andy Hart","startTime":3101.02,"endTime":3103.54,"body":"something like that. And then"},{"speaker":"Andy Hart","startTime":3103.54,"endTime":3105.31,"body":"ask them a couple of questions"},{"speaker":"Andy Hart","startTime":3103.54,"endTime":3105.31,"body":"about where they live. I've got"},{"speaker":"Andy Hart","startTime":3105.31,"endTime":3108.25,"body":"a disqualifier question"},{"speaker":"Andy Hart","startTime":3105.31,"endTime":3108.25,"body":"actually, on my discovery form."},{"speaker":"Andy Hart","startTime":3108.25,"endTime":3111.4,"body":"And this is what it is, how many"},{"speaker":"Andy Hart","startTime":3108.25,"endTime":3111.4,"body":"personal finance slash"},{"speaker":"Andy Hart","startTime":3111.4,"endTime":3118.0899999999997,"body":"investment books have you read?"},{"speaker":"Andy Hart","startTime":3111.4,"endTime":3118.0899999999997,"body":"None, one or two plus? Two plus"},{"speaker":"Andy Hart","startTime":3118.15,"endTime":3125.1099999999997,"body":"is a huge red flag for me. So,"},{"speaker":"Andy Hart","startTime":3118.15,"endTime":3125.1099999999997,"body":"yeah. Why? Because often, it"},{"speaker":"Andy Hart","startTime":3125.1099999999997,"endTime":3127.7799999999997,"body":"just is going to cause some"},{"speaker":"Andy Hart","startTime":3125.1099999999997,"endTime":3127.7799999999997,"body":"problems in the relationship"},{"speaker":"Andy Hart","startTime":3127.7799999999997,"endTime":3129.94,"body":"potentially, from my experience."},{"speaker":"Nick Lincoln","startTime":3130.33,"endTime":3131.95,"body":"They might have"},{"speaker":"Nick Lincoln","startTime":3130.33,"endTime":3131.95,"body":"opinions and thoughts of their"},{"speaker":"Nick Lincoln","startTime":3131.95,"endTime":3132.5499999999997,"body":"own and we couldn't."},{"speaker":"Carl Widger","startTime":3135.339,"endTime":3137.769,"body":"It's going often"},{"speaker":"Carl Widger","startTime":3135.339,"endTime":3137.769,"body":"it's going to cause problems in"},{"speaker":"Carl Widger","startTime":3137.769,"endTime":3141.879,"body":"the relationship, potentially,"},{"speaker":"Carl Widger","startTime":3137.769,"endTime":3141.879,"body":"so often, and potentially means"},{"speaker":"Carl Widger","startTime":3142.149,"endTime":3144.909,"body":"there's isn't really a"},{"speaker":"Carl Widger","startTime":3142.149,"endTime":3144.909,"body":"disqualifier. It's just like, if"},{"speaker":"Andy Hart","startTime":3144.91,"endTime":3148.9,"body":"so yeah, I'm really"},{"speaker":"Andy Hart","startTime":3144.91,"endTime":3148.9,"body":"keen on that discovery form"},{"speaker":"Andy Hart","startTime":3148.9,"endTime":3151.87,"body":"being filled in and I won't have"},{"speaker":"Andy Hart","startTime":3148.9,"endTime":3151.87,"body":"an initial meeting with the"},{"speaker":"Andy Hart","startTime":3151.87,"endTime":3154.66,"body":"client and so filled that in"},{"speaker":"Andy Hart","startTime":3151.87,"endTime":3154.66,"body":"that's their first test of how"},{"speaker":"Andy Hart","startTime":3154.66,"endTime":3156.52,"body":"engaged are they involved in"},{"speaker":"Andy Hart","startTime":3154.66,"endTime":3156.52,"body":"this?"},{"speaker":"Carl Widger","startTime":3157.39,"endTime":3159.64,"body":"That's really"},{"speaker":"Carl Widger","startTime":3157.39,"endTime":3159.64,"body":"important. Andy, were the same."},{"speaker":"Carl Widger","startTime":3159.7,"endTime":3162.5499999999997,"body":"You don't fill it in? Yeah. And"},{"speaker":"Carl Widger","startTime":3159.7,"endTime":3162.5499999999997,"body":"getting a meeting? Yeah,"},{"speaker":"Andy Hart","startTime":3162.549,"endTime":3164.949,"body":"exactly. So very"},{"speaker":"Andy Hart","startTime":3162.549,"endTime":3164.949,"body":"rarely do I have to send an"},{"speaker":"Andy Hart","startTime":3164.949,"endTime":3167.469,"body":"email like the day before, like,"},{"speaker":"Andy Hart","startTime":3164.949,"endTime":3167.469,"body":"please make sure you fill this"},{"speaker":"Andy Hart","startTime":3167.469,"endTime":3168.759,"body":"in, and we're not on the call"},{"speaker":"Andy Hart","startTime":3167.469,"endTime":3168.759,"body":"tomorrow."},{"speaker":"Alan Smith","startTime":3169.69,"endTime":3171.85,"body":"So yeah, people are"},{"speaker":"Alan Smith","startTime":3169.69,"endTime":3171.85,"body":"quite, how long would you"},{"speaker":"Alan Smith","startTime":3171.85,"endTime":3174.49,"body":"estimate it takes someone to"},{"speaker":"Alan Smith","startTime":3171.85,"endTime":3174.49,"body":"complete that very quick,"},{"speaker":"Andy Hart","startTime":3174.489,"endTime":3176.769,"body":"Alan, I'll send a"},{"speaker":"Andy Hart","startTime":3174.489,"endTime":3176.769,"body":"link to you, you know, sort of"},{"speaker":"Andy Hart","startTime":3176.859,"endTime":3180.5789999999997,"body":"what, like 10 minutes, less than"},{"speaker":"Andy Hart","startTime":3176.859,"endTime":3180.5789999999997,"body":"that five lists. And it's"},{"speaker":"Andy Hart","startTime":3180.5789999999997,"endTime":3184.449,"body":"beautiful. It's scrollable. It"},{"speaker":"Andy Hart","startTime":3180.5789999999997,"endTime":3184.449,"body":"works on iPad. And you know,"},{"speaker":"Alan Smith","startTime":3184.48,"endTime":3186.94,"body":"that's because I've"},{"speaker":"Alan Smith","startTime":3184.48,"endTime":3186.94,"body":"seen I've seen, I've heard of"},{"speaker":"Alan Smith","startTime":3186.94,"endTime":3189.7599999999998,"body":"others. I mean, a guy, another"},{"speaker":"Alan Smith","startTime":3186.94,"endTime":3189.7599999999998,"body":"friend of mine told me a story"},{"speaker":"Alan Smith","startTime":3189.7599999999998,"endTime":3191.98,"body":"about trying to engage with a"},{"speaker":"Alan Smith","startTime":3189.7599999999998,"endTime":3191.98,"body":"well known financial advisor."},{"speaker":"Alan Smith","startTime":3192.37,"endTime":3196.18,"body":"And he was sent effectively,"},{"speaker":"Alan Smith","startTime":3192.37,"endTime":3196.18,"body":"quite a complex spreadsheet, and"},{"speaker":"Alan Smith","startTime":3196.18,"endTime":3198.2799999999997,"body":"asked to complete all the"},{"speaker":"Alan Smith","startTime":3196.18,"endTime":3198.2799999999997,"body":"details. And he just didn't even"},{"speaker":"Alan Smith","startTime":3198.2799999999997,"endTime":3201.85,"body":"know how to do it. So we're"},{"speaker":"Alan Smith","startTime":3198.2799999999997,"endTime":3201.85,"body":"trying to"},{"speaker":"Andy Hart","startTime":3201.85,"endTime":3204.0699999999997,"body":"minimize the"},{"speaker":"Andy Hart","startTime":3201.85,"endTime":3204.0699999999997,"body":"friction, but there's exactly"},{"speaker":"Andy Hart","startTime":3204.0699999999997,"endTime":3206.41,"body":"amount there's a healthy amount"},{"speaker":"Andy Hart","startTime":3204.0699999999997,"endTime":3206.41,"body":"of friction in the relationship."},{"speaker":"Andy Hart","startTime":3206.5299999999997,"endTime":3208.8399999999997,"body":"And the final point, I'm going"},{"speaker":"Andy Hart","startTime":3206.5299999999997,"endTime":3208.8399999999997,"body":"to say about the questions."},{"speaker":"Andy Hart","startTime":3208.8399999999997,"endTime":3211.18,"body":"Yeah, I've got the CG questions."},{"speaker":"Andy Hart","startTime":3208.8399999999997,"endTime":3211.18,"body":"I've seen them. I've seen the"},{"speaker":"Andy Hart","startTime":3211.18,"endTime":3213.64,"body":"sort of seven sections that"},{"speaker":"Andy Hart","startTime":3211.18,"endTime":3213.64,"body":"they're quite useful. If you're"},{"speaker":"Andy Hart","startTime":3213.64,"endTime":3215.92,"body":"going to use questions in a"},{"speaker":"Andy Hart","startTime":3213.64,"endTime":3215.92,"body":"meeting, I mean, it's easy on"},{"speaker":"Andy Hart","startTime":3215.92,"endTime":3218.92,"body":"Zoom. But if you're ever going"},{"speaker":"Andy Hart","startTime":3215.92,"endTime":3218.92,"body":"to use it a meeting, I can't"},{"speaker":"Andy Hart","startTime":3218.92,"endTime":3220.72,"body":"remember what consultants said"},{"speaker":"Andy Hart","startTime":3218.92,"endTime":3220.72,"body":"this to me, but was quite"},{"speaker":"Andy Hart","startTime":3220.72,"endTime":3225.04,"body":"useful. He prints it out and has"},{"speaker":"Andy Hart","startTime":3220.72,"endTime":3225.04,"body":"it on the table. And he says, or"},{"speaker":"Andy Hart","startTime":3225.13,"endTime":3228.19,"body":"he or she says the adviser says"},{"speaker":"Andy Hart","startTime":3225.13,"endTime":3228.19,"body":"I'll just say no, I've just got"},{"speaker":"Andy Hart","startTime":3228.19,"endTime":3230.98,"body":"a list of interesting questions"},{"speaker":"Andy Hart","startTime":3228.19,"endTime":3230.98,"body":"here. Like you just call it out."},{"speaker":"Andy Hart","startTime":3231.3399999999997,"endTime":3233.56,"body":"I've got a list of interesting"},{"speaker":"Andy Hart","startTime":3231.3399999999997,"endTime":3233.56,"body":"questions here rather than just"},{"speaker":"Andy Hart","startTime":3233.56,"endTime":3236.08,"body":"trying to pretend it's all"},{"speaker":"Andy Hart","startTime":3233.56,"endTime":3236.08,"body":"natural. Okay, yeah, that's"},{"speaker":"Andy Hart","startTime":3236.08,"endTime":3239.2599999999998,"body":"good. So yeah, your relationship"},{"speaker":"Andy Hart","startTime":3236.08,"endTime":3239.2599999999998,"body":"with money, no siblings like"},{"speaker":"Andy Hart","startTime":3239.2599999999998,"endTime":3243.94,"body":"looking. It's just, it will just"},{"speaker":"Andy Hart","startTime":3239.2599999999998,"endTime":3243.94,"body":"look very unauthentic. So yeah,"},{"speaker":"Andy Hart","startTime":3243.94,"endTime":3245.89,"body":"just just call it out and say"},{"speaker":"Andy Hart","startTime":3243.94,"endTime":3245.89,"body":"I've got list of interesting"},{"speaker":"Andy Hart","startTime":3245.89,"endTime":3246.4,"body":"questions. Yeah."},{"speaker":"Alan Smith","startTime":3248.259,"endTime":3251.229,"body":"Yeah, I'm not gonna"},{"speaker":"Alan Smith","startTime":3248.259,"endTime":3251.229,"body":"answer I'm not gonna ask all of"},{"speaker":"Alan Smith","startTime":3251.229,"endTime":3252.0989999999997,"body":"them which the other thing?"},{"speaker":"Andy Hart","startTime":3252.25,"endTime":3254.5,"body":"Yeah, yeah. Cuz they"},{"speaker":"Andy Hart","startTime":3252.25,"endTime":3254.5,"body":"look at it and go Jesus Christ."},{"speaker":"Andy Hart","startTime":3254.5,"endTime":3256.99,"body":"You got 68 questions there,"},{"speaker":"Andy Hart","startTime":3254.5,"endTime":3256.99,"body":"mate. Like Allah. We got, you"},{"speaker":"Andy Hart","startTime":3256.99,"endTime":3260.56,"body":"know, I've only got my"},{"speaker":"Andy Hart","startTime":3256.99,"endTime":3260.56,"body":"lunchtime. Yeah. So. So just"},{"speaker":"Andy Hart","startTime":3260.56,"endTime":3262.72,"body":"calling it out. Is is quite"},{"speaker":"Andy Hart","startTime":3260.56,"endTime":3262.72,"body":"useful."},{"speaker":"Carl Widger","startTime":3263.98,"endTime":3266.5899999999997,"body":"Chairman had some"},{"speaker":"Carl Widger","startTime":3263.98,"endTime":3266.5899999999997,"body":"input there about 15 minutes. Go"},{"speaker":"Carl Widger","startTime":3266.5899999999997,"endTime":3266.98,"body":"ahead, Nick."},{"speaker":"Nick Lincoln","startTime":3268.39,"endTime":3269.8599999999997,"body":"No, no, I just"},{"speaker":"Nick Lincoln","startTime":3268.39,"endTime":3269.8599999999997,"body":"want to say thanks. Thanks,"},{"speaker":"Nick Lincoln","startTime":3269.8599999999997,"endTime":3271.99,"body":"Carl, for that particularly loud"},{"speaker":"Nick Lincoln","startTime":3269.8599999999997,"endTime":3271.99,"body":"cough. That was,"},{"speaker":"Carl Widger","startTime":3273.159,"endTime":3274.689,"body":"which I apologize"},{"speaker":"Carl Widger","startTime":3273.159,"endTime":3274.689,"body":"for."},{"speaker":"Nick Lincoln","startTime":3275.08,"endTime":3276.8199999999997,"body":"But I'm still"},{"speaker":"Nick Lincoln","startTime":3275.08,"endTime":3276.8199999999997,"body":"would have dumped you. And I"},{"speaker":"Nick Lincoln","startTime":3276.8199999999997,"endTime":3280.3599999999997,"body":"have a similar process to Mr."},{"speaker":"Nick Lincoln","startTime":3276.8199999999997,"endTime":3280.3599999999997,"body":"Hart. I don't have a superbly"},{"speaker":"Nick Lincoln","startTime":3280.3599999999997,"endTime":3285.8199999999997,"body":"engineered website. Page. But I"},{"speaker":"Nick Lincoln","startTime":3280.3599999999997,"endTime":3285.8199999999997,"body":"sent I sent prospects a Word"},{"speaker":"Nick Lincoln","startTime":3285.8199999999997,"endTime":3289.48,"body":"document, it's two pages. On one"},{"speaker":"Nick Lincoln","startTime":3285.8199999999997,"endTime":3289.48,"body":"page, I just asked for high"},{"speaker":"Nick Lincoln","startTime":3289.48,"endTime":3292.24,"body":"level financial just so I got an"},{"speaker":"Nick Lincoln","startTime":3289.48,"endTime":3292.24,"body":"idea where they are, I don't"},{"speaker":"Nick Lincoln","startTime":3292.24,"endTime":3294.43,"body":"want to know who their pension"},{"speaker":"Nick Lincoln","startTime":3292.24,"endTime":3294.43,"body":"providers are, what funds are"},{"speaker":"Nick Lincoln","startTime":3294.43,"endTime":3296.92,"body":"going, I want to know roughly"},{"speaker":"Nick Lincoln","startTime":3294.43,"endTime":3296.92,"body":"what assets they've got, what"},{"speaker":"Nick Lincoln","startTime":3296.92,"endTime":3298.7799999999997,"body":"debts they've got, what"},{"speaker":"Nick Lincoln","startTime":3296.92,"endTime":3298.7799999999997,"body":"mortgage, you know, because some"},{"speaker":"Nick Lincoln","startTime":3298.7799999999997,"endTime":3300.52,"body":"people are going to look at that"},{"speaker":"Nick Lincoln","startTime":3298.7799999999997,"endTime":3300.52,"body":"thing. Shit, I can't do anything"},{"speaker":"Nick Lincoln","startTime":3300.52,"endTime":3302.74,"body":"but these people. So that's just"},{"speaker":"Nick Lincoln","startTime":3300.52,"endTime":3302.74,"body":"the end of the day. And the"},{"speaker":"Nick Lincoln","startTime":3302.74,"endTime":3304.93,"body":"second page is the more"},{"speaker":"Nick Lincoln","startTime":3302.74,"endTime":3304.93,"body":"questions are there the open"},{"speaker":"Nick Lincoln","startTime":3304.93,"endTime":3307.99,"body":"questions? Why do you make"},{"speaker":"Nick Lincoln","startTime":3304.93,"endTime":3307.99,"body":"contact with me? What are your"},{"speaker":"Nick Lincoln","startTime":3307.99,"endTime":3311.38,"body":"concerns? Do you have any high"},{"speaker":"Nick Lincoln","startTime":3307.99,"endTime":3311.38,"body":"level aspirations and people"},{"speaker":"Nick Lincoln","startTime":3311.38,"endTime":3313.96,"body":"generally will open up with that"},{"speaker":"Nick Lincoln","startTime":3311.38,"endTime":3313.96,"body":"because although and I get that,"},{"speaker":"Nick Lincoln","startTime":3313.96,"endTime":3316.12,"body":"but I don't book in the"},{"speaker":"Nick Lincoln","startTime":3313.96,"endTime":3316.12,"body":"discovery meeting until it comes"},{"speaker":"Nick Lincoln","startTime":3316.12,"endTime":3318.64,"body":"back. So I'm not chasing them"},{"speaker":"Nick Lincoln","startTime":3316.12,"endTime":3318.64,"body":"ever. The day before the"},{"speaker":"Nick Lincoln","startTime":3318.64,"endTime":3320.5299999999997,"body":"meeting, the meeting does not I"},{"speaker":"Nick Lincoln","startTime":3318.64,"endTime":3320.5299999999997,"body":"say to them, I'll send this out"},{"speaker":"Nick Lincoln","startTime":3320.5299999999997,"endTime":3322.87,"body":"to you get it back to me when"},{"speaker":"Nick Lincoln","startTime":3320.5299999999997,"endTime":3322.87,"body":"it's back to me, then we'll do"},{"speaker":"Nick Lincoln","startTime":3322.87,"endTime":3324.97,"body":"the discovery meeting. And"},{"speaker":"Nick Lincoln","startTime":3322.87,"endTime":3324.97,"body":"because I've got that high level"},{"speaker":"Nick Lincoln","startTime":3324.97,"endTime":3327.4,"body":"financial information, I can"},{"speaker":"Nick Lincoln","startTime":3324.97,"endTime":3327.4,"body":"then do you know Armisen bucket,"},{"speaker":"Nick Lincoln","startTime":3327.4,"endTime":3329.74,"body":"I've got enough to do a"},{"speaker":"Nick Lincoln","startTime":3327.4,"endTime":3329.74,"body":"personalized bucket based on"},{"speaker":"Nick Lincoln","startTime":3329.74,"endTime":3334.45,"body":"that Word document for them,"},{"speaker":"Nick Lincoln","startTime":3329.74,"endTime":3334.45,"body":"which I either draw on the board"},{"speaker":"Nick Lincoln","startTime":3334.45,"endTime":3338.23,"body":"behind me or I've got a Google"},{"speaker":"Nick Lincoln","startTime":3334.45,"endTime":3338.23,"body":"Slides and PowerPoint style"},{"speaker":"Nick Lincoln","startTime":3338.23,"endTime":3341.7999999999997,"body":"presentation, which I'll do for"},{"speaker":"Nick Lincoln","startTime":3338.23,"endTime":3341.7999999999997,"body":"them as well but because that"},{"speaker":"Nick Lincoln","startTime":3341.7999999999997,"endTime":3344.71,"body":"information is come back to me I"},{"speaker":"Nick Lincoln","startTime":3341.7999999999997,"endTime":3344.71,"body":"could do a bucket that is about"},{"speaker":"Nick Lincoln","startTime":3344.74,"endTime":3347.5299999999997,"body":"them, you know, there's no point"},{"speaker":"Nick Lincoln","startTime":3344.74,"endTime":3347.5299999999997,"body":"me doing a bucket with bite and"},{"speaker":"Nick Lincoln","startTime":3347.5299999999997,"endTime":3350.17,"body":"let's on the outside of the"},{"speaker":"Nick Lincoln","startTime":3347.5299999999997,"endTime":3350.17,"body":"bucket if they've got both,"},{"speaker":"Nick Lincoln","startTime":3350.17,"endTime":3352.33,"body":"let's say but if they got a"},{"speaker":"Nick Lincoln","startTime":3350.17,"endTime":3352.33,"body":"limited company, you do that you"},{"speaker":"Nick Lincoln","startTime":3352.33,"endTime":3356.65,"body":"do the factory icon or what have"},{"speaker":"Nick Lincoln","startTime":3352.33,"endTime":3356.65,"body":"you. And that's how I do it. And"},{"speaker":"Nick Lincoln","startTime":3356.89,"endTime":3359.56,"body":"I would say it probably takes"},{"speaker":"Nick Lincoln","startTime":3356.89,"endTime":3359.56,"body":"people about 1015 minutes to"},{"speaker":"Nick Lincoln","startTime":3359.56,"endTime":3363.79,"body":"fill out the Word document. You"},{"speaker":"Nick Lincoln","startTime":3359.56,"endTime":3363.79,"body":"know, it's it's, but I think I"},{"speaker":"Nick Lincoln","startTime":3363.79,"endTime":3366.31,"body":"get and I mean, I love I love"},{"speaker":"Nick Lincoln","startTime":3363.79,"endTime":3366.31,"body":"having hidden pages on my"},{"speaker":"Nick Lincoln","startTime":3366.31,"endTime":3369.0699999999997,"body":"website if I want really"},{"speaker":"Nick Lincoln","startTime":3366.31,"endTime":3369.0699999999997,"body":"detailed information on certain"},{"speaker":"Nick Lincoln","startTime":3369.0699999999997,"endTime":3371.92,"body":"things, you know, and I do use"},{"speaker":"Nick Lincoln","startTime":3369.0699999999997,"endTime":3371.92,"body":"that. But I think the word"},{"speaker":"Nick Lincoln","startTime":3371.92,"endTime":3373.75,"body":"documents just kind of open you"},{"speaker":"Nick Lincoln","startTime":3371.92,"endTime":3373.75,"body":"know, they can just find you"},{"speaker":"Nick Lincoln","startTime":3373.75,"endTime":3376.63,"body":"around with this as they want as"},{"speaker":"Nick Lincoln","startTime":3373.75,"endTime":3376.63,"body":"long as they get some if idea"},{"speaker":"Nick Lincoln","startTime":3376.63,"endTime":3379.0,"body":"who they are before we actually"},{"speaker":"Nick Lincoln","startTime":3376.63,"endTime":3379.0,"body":"believe we had the first proper"},{"speaker":"Nick Lincoln","startTime":3379.0,"endTime":3382.0299999999997,"body":"meeting with them. That's That's"},{"speaker":"Nick Lincoln","startTime":3379.0,"endTime":3382.0299999999997,"body":"my process."},{"speaker":"Carl Widger","startTime":3382.569,"endTime":3386.6189999999997,"body":"What we always do"},{"speaker":"Carl Widger","startTime":3382.569,"endTime":3386.6189999999997,"body":"as well is, are what we have as"},{"speaker":"Carl Widger","startTime":3386.6189999999997,"endTime":3389.859,"body":"part of the getting to know you"},{"speaker":"Carl Widger","startTime":3386.6189999999997,"endTime":3389.859,"body":"form the online questionnaire is"},{"speaker":"Carl Widger","startTime":3389.859,"endTime":3393.699,"body":"we have the first two parts of"},{"speaker":"Carl Widger","startTime":3389.859,"endTime":3393.699,"body":"our compliance journey as well"},{"speaker":"Carl Widger","startTime":3393.969,"endTime":3396.759,"body":"in there. So our terms of"},{"speaker":"Carl Widger","startTime":3393.969,"endTime":3396.759,"body":"business documented, they have"},{"speaker":"Carl Widger","startTime":3396.759,"endTime":3399.999,"body":"to tick a box to say that"},{"speaker":"Carl Widger","startTime":3396.759,"endTime":3399.999,"body":"they've read it. And then we are"},{"speaker":"Carl Widger","startTime":3399.999,"endTime":3402.969,"body":"mumbo jumbo questionnaire next,"},{"speaker":"Carl Widger","startTime":3399.999,"endTime":3402.969,"body":"our risk profile questionnaires"},{"speaker":"Carl Widger","startTime":3402.969,"endTime":3408.009,"body":"are in there as well. And we"},{"speaker":"Carl Widger","startTime":3402.969,"endTime":3408.009,"body":"tend to almost always get those"},{"speaker":"Carl Widger","startTime":3408.009,"endTime":3413.319,"body":"done at first hit. So it's a"},{"speaker":"Carl Widger","startTime":3408.009,"endTime":3413.319,"body":"nice way of kind of just getting"},{"speaker":"Carl Widger","startTime":3413.319,"endTime":3417.0989999999997,"body":"taken care of some initial stuff"},{"speaker":"Carl Widger","startTime":3413.319,"endTime":3417.0989999999997,"body":"at the outset. Yeah, that's,"},{"speaker":"Carl Widger","startTime":3417.0989999999997,"endTime":3417.339,"body":"that's,"},{"speaker":"Nick Lincoln","startTime":3417.339,"endTime":3418.839,"body":"that's"},{"speaker":"Nick Lincoln","startTime":3417.339,"endTime":3418.839,"body":"interesting, because I'm totally"},{"speaker":"Nick Lincoln","startTime":3418.839,"endTime":3421.449,"body":"polar opposite to that. And I"},{"speaker":"Nick Lincoln","startTime":3418.839,"endTime":3421.449,"body":"give the terms of business,"},{"speaker":"Nick Lincoln","startTime":3421.449,"endTime":3423.6389999999997,"body":"whatever, we have to call it the"},{"speaker":"Nick Lincoln","startTime":3421.449,"endTime":3423.6389999999997,"body":"client agreement, I give it out"},{"speaker":"Nick Lincoln","startTime":3423.6389999999997,"endTime":3426.279,"body":"at the last possible legal"},{"speaker":"Nick Lincoln","startTime":3423.6389999999997,"endTime":3426.279,"body":"moment, because I don't, you"},{"speaker":"Nick Lincoln","startTime":3426.279,"endTime":3429.3089999999997,"body":"know, because that I might not"},{"speaker":"Nick Lincoln","startTime":3426.279,"endTime":3429.3089999999997,"body":"be working with them. Well, they"},{"speaker":"Nick Lincoln","startTime":3429.3089999999997,"endTime":3431.3489999999997,"body":"might have already they might"},{"speaker":"Nick Lincoln","startTime":3429.3089999999997,"endTime":3431.3489999999997,"body":"have been me off, I might have"},{"speaker":"Nick Lincoln","startTime":3431.3489999999997,"endTime":3433.5989999999997,"body":"been them off by that stage. And"},{"speaker":"Nick Lincoln","startTime":3431.3489999999997,"endTime":3433.5989999999997,"body":"I don't the risk assessment"},{"speaker":"Nick Lincoln","startTime":3433.5989999999997,"endTime":3436.5389999999998,"body":"questionnaire comes right at the"},{"speaker":"Nick Lincoln","startTime":3433.5989999999997,"endTime":3436.5389999999998,"body":"end, because they have to have a"},{"speaker":"Nick Lincoln","startTime":3436.5389999999998,"endTime":3439.899,"body":"bit of a bullying session for me"},{"speaker":"Nick Lincoln","startTime":3436.5389999999998,"endTime":3439.899,"body":"where we talk about risk. And"},{"speaker":"Nick Lincoln","startTime":3439.899,"endTime":3444.069,"body":"what were the real risk is, you"},{"speaker":"Nick Lincoln","startTime":3439.899,"endTime":3444.069,"body":"know, I think, if it gives you a"},{"speaker":"Nick Lincoln","startTime":3444.069,"endTime":3445.959,"body":"public receptive question that"},{"speaker":"Nick Lincoln","startTime":3444.069,"endTime":3445.959,"body":"they're going to answer it the"},{"speaker":"Nick Lincoln","startTime":3445.959,"endTime":3448.569,"body":"way they think you want to, you"},{"speaker":"Nick Lincoln","startTime":3445.959,"endTime":3448.569,"body":"know, they only get the answer"},{"speaker":"Nick Lincoln","startTime":3448.569,"endTime":3451.3889999999997,"body":"they think you want to see, not"},{"speaker":"Nick Lincoln","startTime":3448.569,"endTime":3451.3889999999997,"body":"the answer they need to be"},{"speaker":"Nick Lincoln","startTime":3451.3889999999997,"endTime":3453.0989999999997,"body":"giving. So I that's interesting"},{"speaker":"Alan Smith","startTime":3453.1,"endTime":3455.7999999999997,"body":"next to you, you"},{"speaker":"Alan Smith","startTime":3453.1,"endTime":3455.7999999999997,"body":"have a conversation about about"},{"speaker":"Alan Smith","startTime":3455.7999999999997,"endTime":3459.7,"body":"risk versus volatility, and the"},{"speaker":"Alan Smith","startTime":3455.7999999999997,"endTime":3459.7,"body":"biggest risk being running out"},{"speaker":"Alan Smith","startTime":3459.7,"endTime":3462.52,"body":"of money, and all that sort of"},{"speaker":"Alan Smith","startTime":3459.7,"endTime":3462.52,"body":"thing. Let's reposition it or"},{"speaker":"Alan Smith","startTime":3462.52,"endTime":3464.98,"body":"you, or you educate them, but"},{"speaker":"Alan Smith","startTime":3462.52,"endTime":3464.98,"body":"let's say you educate them, or"},{"speaker":"Alan Smith","startTime":3464.98,"endTime":3466.0299999999997,"body":"you ask them to fill this."},{"speaker":"Nick Lincoln","startTime":3466.69,"endTime":3468.37,"body":"Yeah, I do the"},{"speaker":"Nick Lincoln","startTime":3466.69,"endTime":3468.37,"body":"bucket and I say thanks. You"},{"speaker":"Nick Lincoln","startTime":3468.37,"endTime":3471.0699999999997,"body":"know, you told me, you know, we"},{"speaker":"Nick Lincoln","startTime":3468.37,"endTime":3471.0699999999997,"body":"think your lifestyle cost is 50k"},{"speaker":"Nick Lincoln","startTime":3471.0699999999997,"endTime":3473.74,"body":"a year, you told me you want to"},{"speaker":"Nick Lincoln","startTime":3471.0699999999997,"endTime":3473.74,"body":"be financially independent at"},{"speaker":"Nick Lincoln","startTime":3473.74,"endTime":3476.38,"body":"this age, chances are wannabes"},{"speaker":"Nick Lincoln","startTime":3473.74,"endTime":3476.38,"body":"gonna live for three plus"},{"speaker":"Nick Lincoln","startTime":3476.38,"endTime":3479.2,"body":"decades, that lifestyle cost"},{"speaker":"Nick Lincoln","startTime":3476.38,"endTime":3479.2,"body":"that that stuff that's in your"},{"speaker":"Nick Lincoln","startTime":3479.2,"endTime":3481.66,"body":"bucket, that's gonna last you"},{"speaker":"Nick Lincoln","startTime":3479.2,"endTime":3481.66,"body":"for three plus decades, and the"},{"speaker":"Nick Lincoln","startTime":3481.66,"endTime":3484.42,"body":"chances are, the cost of your"},{"speaker":"Nick Lincoln","startTime":3481.66,"endTime":3484.42,"body":"lifestyle is gonna triple. So"},{"speaker":"Nick Lincoln","startTime":3484.5699999999997,"endTime":3486.31,"body":"we're all we're trying to do"},{"speaker":"Nick Lincoln","startTime":3484.5699999999997,"endTime":3486.31,"body":"when we do financial planning"},{"speaker":"Nick Lincoln","startTime":3486.31,"endTime":3489.58,"body":"for people, like good folks like"},{"speaker":"Nick Lincoln","startTime":3486.31,"endTime":3489.58,"body":"you, is to minimize the chance"},{"speaker":"Nick Lincoln","startTime":3489.58,"endTime":3491.2,"body":"of you running out of money"},{"speaker":"Nick Lincoln","startTime":3489.58,"endTime":3491.2,"body":"before you run out of life."},{"speaker":"Nick Lincoln","startTime":3491.2,"endTime":3494.44,"body":"Because that's the biggest risk"},{"speaker":"Nick Lincoln","startTime":3491.2,"endTime":3494.44,"body":"and and how we're going to get"},{"speaker":"Nick Lincoln","startTime":3494.44,"endTime":3498.31,"body":"you through this. financially"},{"speaker":"Nick Lincoln","startTime":3494.44,"endTime":3498.31,"body":"secure within that with a"},{"speaker":"Nick Lincoln","startTime":3498.31,"endTime":3502.21,"body":"dignified independent retirement"},{"speaker":"Nick Lincoln","startTime":3498.31,"endTime":3502.21,"body":"is by giving you chock full"},{"speaker":"Nick Lincoln","startTime":3502.21,"endTime":3504.3399999999997,"body":"portfolio is chock full of the"},{"speaker":"Nick Lincoln","startTime":3502.21,"endTime":3504.3399999999997,"body":"great companies of the world."},{"speaker":"Nick Lincoln","startTime":3504.3399999999997,"endTime":3505.7799999999997,"body":"Now, that's going to be"},{"speaker":"Nick Lincoln","startTime":3504.3399999999997,"endTime":3505.7799999999997,"body":"countercultural, you weren't"},{"speaker":"Nick Lincoln","startTime":3505.7799999999997,"endTime":3507.88,"body":"here and blah, blah, blah, you"},{"speaker":"Nick Lincoln","startTime":3505.7799999999997,"endTime":3507.88,"body":"know, you know, the lines, and"},{"speaker":"Nick Lincoln","startTime":3507.88,"endTime":3509.83,"body":"then we go off that, and then if"},{"speaker":"Nick Lincoln","startTime":3507.88,"endTime":3509.83,"body":"people then start just to say,"},{"speaker":"Nick Lincoln","startTime":3509.83,"endTime":3512.5299999999997,"body":"Well, I still don't want to go"},{"speaker":"Nick Lincoln","startTime":3509.83,"endTime":3512.5299999999997,"body":"down that I don't want that, you"},{"speaker":"Nick Lincoln","startTime":3512.5299999999997,"endTime":3514.81,"body":"know, then okay, well, then we"},{"speaker":"Nick Lincoln","startTime":3512.5299999999997,"endTime":3514.81,"body":"probably can't work together."},{"speaker":"Nick Lincoln","startTime":3515.17,"endTime":3516.85,"body":"And you know, and I haven't"},{"speaker":"Nick Lincoln","startTime":3515.17,"endTime":3516.85,"body":"given them a successful"},{"speaker":"Nick Lincoln","startTime":3516.85,"endTime":3518.62,"body":"questionnaire, I haven't given"},{"speaker":"Nick Lincoln","startTime":3516.85,"endTime":3518.62,"body":"them a compliance thing as yet."},{"speaker":"Nick Lincoln","startTime":3518.62,"endTime":3520.6,"body":"We haven't done any regulator"},{"speaker":"Nick Lincoln","startTime":3518.62,"endTime":3520.6,"body":"device, so they've just"},{"speaker":"Nick Lincoln","startTime":3520.63,"endTime":3521.92,"body":"disqualified themselves."},{"speaker":"Carl Widger","startTime":3522.279,"endTime":3526.689,"body":"Yeah, well, I do"},{"speaker":"Carl Widger","startTime":3522.279,"endTime":3526.689,"body":"like that. Just to go back to"},{"speaker":"Carl Widger","startTime":3526.689,"endTime":3528.549,"body":"the terms of business for a"},{"speaker":"Carl Widger","startTime":3526.689,"endTime":3528.549,"body":"second and back to something"},{"speaker":"Carl Widger","startTime":3528.549,"endTime":3532.8089999999997,"body":"that Alan said to me years ago,"},{"speaker":"Carl Widger","startTime":3528.549,"endTime":3532.8089999999997,"body":"to use the compliance as a, as a"},{"speaker":"Carl Widger","startTime":3532.8089999999997,"endTime":3537.5789999999997,"body":"positive as a USP. So on our"},{"speaker":"Carl Widger","startTime":3532.8089999999997,"endTime":3537.5789999999997,"body":"website, you can, if you go all"},{"speaker":"Carl Widger","startTime":3537.5789999999997,"endTime":3539.529,"body":"the way down the bottom, you'll"},{"speaker":"Carl Widger","startTime":3537.5789999999997,"endTime":3539.529,"body":"see terms of business, and we"},{"speaker":"Carl Widger","startTime":3539.529,"endTime":3542.229,"body":"call it doing business. But also"},{"speaker":"Carl Widger","startTime":3539.529,"endTime":3542.229,"body":"that's our terms of business, we"},{"speaker":"Carl Widger","startTime":3542.229,"endTime":3545.0789999999997,"body":"put loads of effort into that do"},{"speaker":"Carl Widger","startTime":3542.229,"endTime":3545.0789999999997,"body":"things the best one in the"},{"speaker":"Carl Widger","startTime":3545.0789999999997,"endTime":3548.859,"body":"market have set up for as well."},{"speaker":"Carl Widger","startTime":3545.0789999999997,"endTime":3548.859,"body":"So it's kind of because it's a"},{"speaker":"Carl Widger","startTime":3548.859,"endTime":3552.219,"body":"kind of a cool document that"},{"speaker":"Carl Widger","startTime":3548.859,"endTime":3552.219,"body":"hopefully sets us apart. That's"},{"speaker":"Carl Widger","startTime":3552.219,"endTime":3554.919,"body":"why we introduced it at the"},{"speaker":"Carl Widger","startTime":3552.219,"endTime":3554.919,"body":"outset, the mumbo jumbo"},{"speaker":"Carl Widger","startTime":3554.919,"endTime":3557.739,"body":"questionnaire, I just haven't"},{"speaker":"Carl Widger","startTime":3554.919,"endTime":3557.739,"body":"found a good place to do that."},{"speaker":"Carl Widger","startTime":3557.739,"endTime":3560.5589999999997,"body":"And the client journey, we just"},{"speaker":"Carl Widger","startTime":3557.739,"endTime":3560.5589999999997,"body":"got it done early as kind of a"},{"speaker":"Carl Widger","startTime":3560.5589999999997,"endTime":3561.189,"body":"review on that."},{"speaker":"Nick Lincoln","startTime":3562.39,"endTime":3564.7599999999998,"body":"Just to do the"},{"speaker":"Nick Lincoln","startTime":3562.39,"endTime":3564.7599999999998,"body":"mumbo jumbo questionnaire at the"},{"speaker":"Nick Lincoln","startTime":3564.7599999999998,"endTime":3566.92,"body":"outset, and it comes back God"},{"speaker":"Nick Lincoln","startTime":3564.7599999999998,"endTime":3566.92,"body":"forbid I could feel Andy"},{"speaker":"Nick Lincoln","startTime":3566.92,"endTime":3568.75,"body":"seething internally, this, I"},{"speaker":"Nick Lincoln","startTime":3566.92,"endTime":3568.75,"body":"know your hand was raised, and"},{"speaker":"Nick Lincoln","startTime":3568.75,"endTime":3571.0299999999997,"body":"it will come back to you. And"},{"speaker":"Nick Lincoln","startTime":3568.75,"endTime":3571.0299999999997,"body":"they come back as a four out of"},{"speaker":"Nick Lincoln","startTime":3571.0299999999997,"endTime":3573.97,"body":"10 on the risk scale, and you're"},{"speaker":"Nick Lincoln","startTime":3571.0299999999997,"endTime":3573.97,"body":"doing the cash flow. And it's"},{"speaker":"Nick Lincoln","startTime":3573.97,"endTime":3576.52,"body":"painfully obvious that they if"},{"speaker":"Nick Lincoln","startTime":3573.97,"endTime":3576.52,"body":"that if you put them into the"},{"speaker":"Nick Lincoln","startTime":3576.52,"endTime":3580.3599999999997,"body":"normal shit, actually really"},{"speaker":"Nick Lincoln","startTime":3576.52,"endTime":3580.3599999999997,"body":"high risk to their financial"},{"speaker":"Nick Lincoln","startTime":3580.3599999999997,"endTime":3582.19,"body":"health, four out of 10"},{"speaker":"Nick Lincoln","startTime":3580.3599999999997,"endTime":3582.19,"body":"portfolio, they're going to run"},{"speaker":"Nick Lincoln","startTime":3582.19,"endTime":3585.0099999999998,"body":"out of money, then you then you"},{"speaker":"Nick Lincoln","startTime":3582.19,"endTime":3585.0099999999998,"body":"have the conversation and you"},{"speaker":"Nick Lincoln","startTime":3585.31,"endTime":3585.73,"body":"would"},{"speaker":"Carl Widger","startTime":3587.109,"endTime":3591.729,"body":"So honestly, so our"},{"speaker":"Carl Widger","startTime":3587.109,"endTime":3591.729,"body":"scores are out of seven, and"},{"speaker":"Carl Widger","startTime":3591.819,"endTime":3595.659,"body":"90%, or either four or five,"},{"speaker":"Carl Widger","startTime":3591.819,"endTime":3595.659,"body":"we've Andy alluded to it in the"},{"speaker":"Carl Widger","startTime":3595.659,"endTime":3599.439,"body":"last couple of episodes about,"},{"speaker":"Carl Widger","startTime":3595.659,"endTime":3599.439,"body":"like 100% equity funds coming in"},{"speaker":"Carl Widger","startTime":3599.439,"endTime":3601.1189999999997,"body":"a four out of seven at the"},{"speaker":"Carl Widger","startTime":3599.439,"endTime":3601.1189999999997,"body":"moment, and all that kind of"},{"speaker":"Carl Widger","startTime":3601.1189999999997,"endTime":3604.479,"body":"stuff. So so you can kind of you"},{"speaker":"Carl Widger","startTime":3601.1189999999997,"endTime":3604.479,"body":"know, you're gonna match stuff."},{"speaker":"Carl Widger","startTime":3604.479,"endTime":3608.2889999999998,"body":"So for us, it's like, does the"},{"speaker":"Carl Widger","startTime":3604.479,"endTime":3608.2889999999998,"body":"recommendation match the"},{"speaker":"Carl Widger","startTime":3608.2889999999998,"endTime":3611.379,"body":"financial plan? Is the client"},{"speaker":"Carl Widger","startTime":3608.2889999999998,"endTime":3611.379,"body":"comfortable that these are long"},{"speaker":"Carl Widger","startTime":3611.379,"endTime":3613.929,"body":"term blah, blah? Can we can we"},{"speaker":"Carl Widger","startTime":3611.379,"endTime":3613.929,"body":"match all of that around?"},{"speaker":"Carl Widger","startTime":3614.379,"endTime":3619.089,"body":"Honestly, Nick, we don't we have"},{"speaker":"Carl Widger","startTime":3614.379,"endTime":3619.089,"body":"probably pre qualifiers in our"},{"speaker":"Carl Widger","startTime":3619.1189999999997,"endTime":3622.779,"body":"on our website. So we tend to"},{"speaker":"Carl Widger","startTime":3619.1189999999997,"endTime":3622.779,"body":"get more high net worth people"},{"speaker":"Carl Widger","startTime":3622.8089999999997,"endTime":3626.949,"body":"than not. So it tends not to be"},{"speaker":"Carl Widger","startTime":3622.8089999999997,"endTime":3626.949,"body":"a big issue. That's not to say,"},{"speaker":"Carl Widger","startTime":3626.949,"endTime":3629.3489999999997,"body":"have we had a couple of issues?"},{"speaker":"Carl Widger","startTime":3626.949,"endTime":3629.3489999999997,"body":"Of course we have. We just"},{"speaker":"Carl Widger","startTime":3629.3489999999997,"endTime":3630.069,"body":"talked to the clients."},{"speaker":"Nick Lincoln","startTime":3631.33,"endTime":3632.7999999999997,"body":"And your hand was"},{"speaker":"Nick Lincoln","startTime":3631.33,"endTime":3632.7999999999997,"body":"raised, might you stick with me?"},{"speaker":"Andy Hart","startTime":3633.819,"endTime":3636.909,"body":"Yeah, just to follow"},{"speaker":"Andy Hart","startTime":3633.819,"endTime":3636.909,"body":"up, you know, close off my"},{"speaker":"Andy Hart","startTime":3636.909,"endTime":3642.0389999999998,"body":"process, it's contact me"},{"speaker":"Andy Hart","startTime":3636.909,"endTime":3642.0389999999998,"body":"somehow. Email, WhatsApp,"},{"speaker":"Andy Hart","startTime":3642.0389999999998,"endTime":3645.0389999999998,"body":"something, I'll then send them"},{"speaker":"Andy Hart","startTime":3642.0389999999998,"endTime":3645.0389999999998,"body":"my discovery form. They'll"},{"speaker":"Andy Hart","startTime":3645.0389999999998,"endTime":3648.759,"body":"complete it. I'll then have the"},{"speaker":"Andy Hart","startTime":3645.0389999999998,"endTime":3648.759,"body":"initial phone call. Usually,"},{"speaker":"Andy Hart","startTime":3649.449,"endTime":3652.689,"body":"after that, I'll send them a"},{"speaker":"Andy Hart","startTime":3649.449,"endTime":3652.689,"body":"link that explains my fees and"},{"speaker":"Andy Hart","startTime":3652.689,"endTime":3655.5989999999997,"body":"service. I send them another"},{"speaker":"Andy Hart","startTime":3652.689,"endTime":3655.5989999999997,"body":"link that explains my"},{"speaker":"Andy Hart","startTime":3655.629,"endTime":3658.779,"body":"investments, the Maven invest"},{"speaker":"Andy Hart","startTime":3655.629,"endTime":3658.779,"body":"portfolios. Then we have the"},{"speaker":"Andy Hart","startTime":3658.779,"endTime":3662.679,"body":"strategy meeting where I build"},{"speaker":"Andy Hart","startTime":3658.779,"endTime":3662.679,"body":"their financial Master Plan live"},{"speaker":"Andy Hart","startTime":3662.679,"endTime":3665.199,"body":"with them. So at that point,"},{"speaker":"Andy Hart","startTime":3662.679,"endTime":3665.199,"body":"we've gone through the"},{"speaker":"Andy Hart","startTime":3665.199,"endTime":3669.009,"body":"discovery, initial phone call,"},{"speaker":"Andy Hart","startTime":3665.199,"endTime":3669.009,"body":"sort of question, sort of a"},{"speaker":"Andy Hart","startTime":3669.009,"endTime":3671.8289999999997,"body":"meeting. They've got an idea"},{"speaker":"Andy Hart","startTime":3669.009,"endTime":3671.8289999999997,"body":"about the fees, charges"},{"speaker":"Andy Hart","startTime":3671.8289999999997,"endTime":3674.439,"body":"structure and process. They've"},{"speaker":"Andy Hart","startTime":3671.8289999999997,"endTime":3674.439,"body":"got an idea about the investment"},{"speaker":"Andy Hart","startTime":3674.739,"endTime":3677.319,"body":"portfolios that I manage as"},{"speaker":"Andy Hart","startTime":3674.739,"endTime":3677.319,"body":"well. And then obviously, the"},{"speaker":"Andy Hart","startTime":3677.319,"endTime":3679.3289999999997,"body":"strategy meeting is building"},{"speaker":"Andy Hart","startTime":3677.319,"endTime":3679.3289999999997,"body":"their financial plan. And then"},{"speaker":"Andy Hart","startTime":3679.3289999999997,"endTime":3683.3489999999997,"body":"after that we do all the"},{"speaker":"Andy Hart","startTime":3679.3289999999997,"endTime":3683.3489999999997,"body":"compliance regulation to get"},{"speaker":"Andy Hart","startTime":3683.3489999999997,"endTime":3687.6389999999997,"body":"them on boarded as a new client."},{"speaker":"Andy Hart","startTime":3683.3489999999997,"endTime":3687.6389999999997,"body":"A little bit of a story about"},{"speaker":"Andy Hart","startTime":3687.6389999999997,"endTime":3689.6189999999997,"body":"that I'm taking on a client at"},{"speaker":"Andy Hart","startTime":3687.6389999999997,"endTime":3689.6189999999997,"body":"the moment that just got one"},{"speaker":"Andy Hart","startTime":3689.6189999999997,"endTime":3692.229,"body":"investment company involved, I"},{"speaker":"Andy Hart","startTime":3689.6189999999997,"endTime":3692.229,"body":"thought this was gonna be a walk"},{"speaker":"Andy Hart","startTime":3692.229,"endTime":3698.1389999999997,"body":"in the park, they completed my"},{"speaker":"Andy Hart","startTime":3692.229,"endTime":3698.1389999999997,"body":"fact find with their address as"},{"speaker":"Andy Hart","startTime":3698.649,"endTime":3704.499,"body":"they put an extra new digit in"},{"speaker":"Andy Hart","startTime":3698.649,"endTime":3704.499,"body":"the address. So basically, we"},{"speaker":"Andy Hart","startTime":3704.499,"endTime":3707.649,"body":"copied that and put a letter of"},{"speaker":"Andy Hart","startTime":3704.499,"endTime":3707.649,"body":"authority together to this new"},{"speaker":"Andy Hart","startTime":3707.709,"endTime":3710.649,"body":"new investment company trying to"},{"speaker":"Andy Hart","startTime":3707.709,"endTime":3710.649,"body":"get the information back from"},{"speaker":"Andy Hart","startTime":3710.649,"endTime":3715.0589999999997,"body":"them. Client and then also the"},{"speaker":"Andy Hart","startTime":3710.649,"endTime":3715.0589999999997,"body":"client said, Oh, by the way, my"},{"speaker":"Andy Hart","startTime":3715.0589999999997,"endTime":3717.219,"body":"email address linked to that"},{"speaker":"Andy Hart","startTime":3715.0589999999997,"endTime":3717.219,"body":"investment company is not the"},{"speaker":"Andy Hart","startTime":3717.219,"endTime":3719.439,"body":"email address using at the"},{"speaker":"Andy Hart","startTime":3717.219,"endTime":3719.439,"body":"moment. So the DocuSign needs to"},{"speaker":"Andy Hart","startTime":3719.439,"endTime":3722.649,"body":"go to the wrong the other email"},{"speaker":"Andy Hart","startTime":3719.439,"endTime":3722.649,"body":"address fine. So I went to"},{"speaker":"Andy Hart","startTime":3722.649,"endTime":3725.109,"body":"another email address came back"},{"speaker":"Andy Hart","startTime":3722.649,"endTime":3725.109,"body":"as an extra digit and we sent it"},{"speaker":"Andy Hart","startTime":3725.109,"endTime":3727.899,"body":"off to the provider two weeks"},{"speaker":"Andy Hart","startTime":3725.109,"endTime":3727.899,"body":"later, they said this is wrong,"},{"speaker":"Andy Hart","startTime":3728.019,"endTime":3730.749,"body":"and they highlighted the"},{"speaker":"Andy Hart","startTime":3728.019,"endTime":3730.749,"body":"addresses wrong. I went onto"},{"speaker":"Andy Hart","startTime":3730.8089999999997,"endTime":3733.479,"body":"Royal Mail found the address"},{"speaker":"Andy Hart","startTime":3730.8089999999997,"endTime":3733.479,"body":"found the extra digit, I thought"},{"speaker":"Andy Hart","startTime":3733.479,"endTime":3736.779,"body":"sugar, this is a mistake I've"},{"speaker":"Andy Hart","startTime":3733.479,"endTime":3736.779,"body":"done. Then I went to the back"},{"speaker":"Andy Hart","startTime":3736.779,"endTime":3740.169,"body":"find that they filled in and"},{"speaker":"Andy Hart","startTime":3736.779,"endTime":3740.169,"body":"they put an extra it's just it's"},{"speaker":"Andy Hart","startTime":3740.169,"endTime":3743.049,"body":"just a it's just an a complete"},{"speaker":"Andy Hart","startTime":3740.169,"endTime":3743.049,"body":"enough faff. So you've got to"},{"speaker":"Andy Hart","startTime":3743.049,"endTime":3745.659,"body":"get the right email address"},{"speaker":"Andy Hart","startTime":3743.049,"endTime":3745.659,"body":"right for DocuSign linked to the"},{"speaker":"Andy Hart","startTime":3745.659,"endTime":3748.209,"body":"certain company that's involved."},{"speaker":"Andy Hart","startTime":3745.659,"endTime":3748.209,"body":"You got to obviously get the"},{"speaker":"Andy Hart","startTime":3748.209,"endTime":3751.1189999999997,"body":"address right. That's like,"},{"speaker":"Andy Hart","startTime":3748.209,"endTime":3751.1189999999997,"body":"ridiculous, but it was two"},{"speaker":"Andy Hart","startTime":3751.1189999999997,"endTime":3753.759,"body":"digits but you put in three"},{"speaker":"Andy Hart","startTime":3751.1189999999997,"endTime":3753.759,"body":"digits was very hard to spot."},{"speaker":"Carl Widger","startTime":3754.989,"endTime":3756.519,"body":"Do you Alan? Never."},{"speaker":"Andy Hart","startTime":3756.759,"endTime":3760.0589999999997,"body":"So my assistant. even"},{"speaker":"Andy Hart","startTime":3756.759,"endTime":3760.0589999999997,"body":"notice."},{"speaker":"Alan Smith","startTime":3761.259,"endTime":3764.769,"body":"You lost me. I"},{"speaker":"Alan Smith","startTime":3761.259,"endTime":3764.769,"body":"drifted off five minutes ago."},{"speaker":"Alan Smith","startTime":3764.769,"endTime":3765.0389999999998,"body":"Right."},{"speaker":"Andy Hart","startTime":3765.04,"endTime":3767.35,"body":"Okay, anyway, can we"},{"speaker":"Andy Hart","startTime":3765.04,"endTime":3767.35,"body":"can we can we do?"},{"speaker":"Nick Lincoln","startTime":3769.6,"endTime":3772.0,"body":"Like a life? Like"},{"speaker":"Nick Lincoln","startTime":3769.6,"endTime":3772.0,"body":"the kind of thing that I mean,"},{"speaker":"Nick Lincoln","startTime":3772.0,"endTime":3774.91,"body":"you know, it's just to go on"},{"speaker":"Nick Lincoln","startTime":3772.0,"endTime":3774.91,"body":"living when he goes with that"},{"speaker":"Nick Lincoln","startTime":3774.91,"endTime":3776.2599999999998,"body":"kind of experience? You know?"},{"speaker":"Nick Lincoln","startTime":3774.91,"endTime":3776.2599999999998,"body":"Yeah,"},{"speaker":"Andy Hart","startTime":3776.319,"endTime":3778.5989999999997,"body":"I don't know. Anyway,"},{"speaker":"Andy Hart","startTime":3776.319,"endTime":3778.5989999999997,"body":"I'm hanging in there. We're"},{"speaker":"Andy Hart","startTime":3778.5989999999997,"endTime":3782.409,"body":"trying to get it sorted."},{"speaker":"Andy Hart","startTime":3778.5989999999997,"endTime":3782.409,"body":"Financial Advisors listening to"},{"speaker":"Andy Hart","startTime":3782.409,"endTime":3784.899,"body":"this will get what I'm saying,"},{"speaker":"Andy Hart","startTime":3782.409,"endTime":3784.899,"body":"you know, the wrong email"},{"speaker":"Andy Hart","startTime":3784.899,"endTime":3787.8089999999997,"body":"addresses linked to the DocuSign"},{"speaker":"Andy Hart","startTime":3784.899,"endTime":3787.8089999999997,"body":"certificate. And it's just like"},{"speaker":"Andy Hart","startTime":3787.8089999999997,"endTime":3790.089,"body":"Jesus Christ is meant to be easy"},{"speaker":"Andy Hart","startTime":3787.8089999999997,"endTime":3790.089,"body":"and 2023."},{"speaker":"Alan Smith","startTime":3790.839,"endTime":3792.999,"body":"Anyway, we play it."},{"speaker":"Alan Smith","startTime":3790.839,"endTime":3792.999,"body":"Mr. Mr. Chairman, I was just"},{"speaker":"Alan Smith","startTime":3792.999,"endTime":3795.459,"body":"thinking because Andy then"},{"speaker":"Alan Smith","startTime":3792.999,"endTime":3795.459,"body":"started talking about what he"},{"speaker":"Alan Smith","startTime":3795.489,"endTime":3798.489,"body":"refers to as his strategy"},{"speaker":"Alan Smith","startTime":3795.489,"endTime":3798.489,"body":"meeting, which I think is the"},{"speaker":"Alan Smith","startTime":3798.489,"endTime":3801.759,"body":"version that we call our our"},{"speaker":"Alan Smith","startTime":3798.489,"endTime":3801.759,"body":"blueprint meeting. In the"},{"speaker":"Alan Smith","startTime":3801.759,"endTime":3804.669,"body":"interest of time, is that the"},{"speaker":"Alan Smith","startTime":3801.759,"endTime":3804.669,"body":"one to carry forward for the"},{"speaker":"Alan Smith","startTime":3804.669,"endTime":3806.229,"body":"next session? I just begin to"},{"speaker":"Alan Smith","startTime":3804.669,"endTime":3806.229,"body":"see that"},{"speaker":"Nick Lincoln","startTime":3806.229,"endTime":3807.669,"body":"said, I think"},{"speaker":"Nick Lincoln","startTime":3806.229,"endTime":3807.669,"body":"that's one of your better ideas."},{"speaker":"Nick Lincoln","startTime":3807.969,"endTime":3810.459,"body":"Yes, let's do that. By the way,"},{"speaker":"Nick Lincoln","startTime":3807.969,"endTime":3810.459,"body":"just for the deer trappers"},{"speaker":"Nick Lincoln","startTime":3810.459,"endTime":3813.669,"body":"listening in the in the cough,"},{"speaker":"Nick Lincoln","startTime":3810.459,"endTime":3813.669,"body":"Darby. It's now heart one with"},{"speaker":"Nick Lincoln","startTime":3813.669,"endTime":3816.549,"body":"your one. Thank you for that"},{"speaker":"Nick Lincoln","startTime":3813.669,"endTime":3816.549,"body":"last interjection. Andy. That"},{"speaker":"Nick Lincoln","startTime":3816.549,"endTime":3818.8289999999997,"body":"was good. Yeah, let's do let's"},{"speaker":"Nick Lincoln","startTime":3816.549,"endTime":3818.8289999999997,"body":"let's read there is a mute,"},{"speaker":"Andy Hart","startTime":3820.779,"endTime":3823.0589999999997,"body":"muted and unmuted at"},{"speaker":"Andy Hart","startTime":3820.779,"endTime":3823.0589999999997,"body":"the right time obviously didn't"},{"speaker":"Andy Hart","startTime":3823.209,"endTime":3824.499,"body":"and I don't know if I'm delayed."},{"speaker":"Nick Lincoln","startTime":3825.58,"endTime":3827.17,"body":"Did you on a"},{"speaker":"Nick Lincoln","startTime":3825.58,"endTime":3827.17,"body":"letter of authority isn't it it"},{"speaker":"Nick Lincoln","startTime":3827.17,"endTime":3831.4,"body":"can be done. So let's do that."},{"speaker":"Nick Lincoln","startTime":3827.17,"endTime":3831.4,"body":"Let's wrap up the discovery"},{"speaker":"Nick Lincoln","startTime":3831.4,"endTime":3834.7599999999998,"body":"section of the client journey"},{"speaker":"Nick Lincoln","startTime":3831.4,"endTime":3834.7599999999998,"body":"and in the next episode would"},{"speaker":"Nick Lincoln","startTime":3834.7599999999998,"endTime":3837.49,"body":"show you if my math is telling"},{"speaker":"Nick Lincoln","startTime":3834.7599999999998,"endTime":3837.49,"body":"me it should be episode 20."},{"speaker":"Nick Lincoln","startTime":3837.7599999999998,"endTime":3842.14,"body":"We'll move on to the the"},{"speaker":"Nick Lincoln","startTime":3837.7599999999998,"endTime":3842.14,"body":"strategy meeting where we want"},{"speaker":"Nick Lincoln","startTime":3842.14,"endTime":3844.45,"body":"to call it the first planning"},{"speaker":"Nick Lincoln","startTime":3842.14,"endTime":3844.45,"body":"meeting how we do it because I"},{"speaker":"Nick Lincoln","startTime":3844.45,"endTime":3846.85,"body":"think that's a really good point"},{"speaker":"Nick Lincoln","startTime":3844.45,"endTime":3846.85,"body":"because we talk about this. But"},{"speaker":"Nick Lincoln","startTime":3846.85,"endTime":3848.74,"body":"a lot of when I've talked to"},{"speaker":"Nick Lincoln","startTime":3846.85,"endTime":3848.74,"body":"other advisors, they that what"},{"speaker":"Nick Lincoln","startTime":3848.74,"endTime":3851.0499999999997,"body":"they want knows how just you run"},{"speaker":"Nick Lincoln","startTime":3848.74,"endTime":3851.0499999999997,"body":"your meet your planning"},{"speaker":"Nick Lincoln","startTime":3851.0499999999997,"endTime":3854.65,"body":"meetings, what goes on. So if we"},{"speaker":"Nick Lincoln","startTime":3851.0499999999997,"endTime":3854.65,"body":"focus on the first strategy"},{"speaker":"Nick Lincoln","startTime":3854.65,"endTime":3857.74,"body":"meeting, how we set it out, what"},{"speaker":"Nick Lincoln","startTime":3854.65,"endTime":3857.74,"body":"we do beforehand, the"},{"speaker":"Nick Lincoln","startTime":3857.74,"endTime":3860.23,"body":"parameters, the messages, we're"},{"speaker":"Nick Lincoln","startTime":3857.74,"endTime":3860.23,"body":"trying to get across to the"},{"speaker":"Nick Lincoln","startTime":3860.23,"endTime":3862.87,"body":"client throughout that initial"},{"speaker":"Nick Lincoln","startTime":3860.23,"endTime":3862.87,"body":"meeting, and yes, we could talk"},{"speaker":"Nick Lincoln","startTime":3862.87,"endTime":3865.81,"body":"a bit about the tech but I mean,"},{"speaker":"Nick Lincoln","startTime":3862.87,"endTime":3865.81,"body":"that's not really Yeah, okay,"},{"speaker":"Nick Lincoln","startTime":3865.81,"endTime":3868.45,"body":"let's do that. So, if we're"},{"speaker":"Nick Lincoln","startTime":3865.81,"endTime":3868.45,"body":"happy with that, gents, I think"},{"speaker":"Nick Lincoln","startTime":3868.45,"endTime":3872.5899999999997,"body":"it's time for us to consider"},{"speaker":"Nick Lincoln","startTime":3868.45,"endTime":3872.5899999999997,"body":"moving on to the next part of"},{"speaker":"Nick Lincoln","startTime":3872.62,"endTime":3878.02,"body":"the show and it's always there"},{"speaker":"Nick Lincoln","startTime":3872.62,"endTime":3878.02,"body":"on time. There is posting"},{"speaker":"Nick Lincoln","startTime":3878.02,"endTime":3882.2799999999997,"body":"hauling the bulging sack of"},{"speaker":"Nick Lincoln","startTime":3878.02,"endTime":3882.2799999999997,"body":"practice questions. Trappist if"},{"speaker":"Nick Lincoln","startTime":3882.2799999999997,"endTime":3885.2799999999997,"body":"you want to post a question to"},{"speaker":"Nick Lincoln","startTime":3882.2799999999997,"endTime":3885.2799999999997,"body":"the real advisor podcast, please"},{"speaker":"Nick Lincoln","startTime":3885.2799999999997,"endTime":3888.0099999999998,"body":"do so in the pinned tweet,"},{"speaker":"Nick Lincoln","startTime":3885.2799999999997,"endTime":3888.0099999999998,"body":"there's a link. There's also a"},{"speaker":"Nick Lincoln","startTime":3888.0099999999998,"endTime":3890.5,"body":"link in the show notes and open"},{"speaker":"Nick Lincoln","startTime":3888.0099999999998,"endTime":3890.5,"body":"up a Google Form put your"},{"speaker":"Nick Lincoln","startTime":3890.5,"endTime":3893.7999999999997,"body":"question in there we are going"},{"speaker":"Nick Lincoln","startTime":3890.5,"endTime":3893.7999999999997,"body":"through them as much as we can"},{"speaker":"Nick Lincoln","startTime":3893.7999999999997,"endTime":3896.47,"body":"but loads to catch up on we"},{"speaker":"Nick Lincoln","startTime":3893.7999999999997,"endTime":3896.47,"body":"really do appreciate your input."},{"speaker":"Nick Lincoln","startTime":3896.47,"endTime":3900.49,"body":"It's your show and you shape it"},{"speaker":"Nick Lincoln","startTime":3896.47,"endTime":3900.49,"body":"as much as we do. So let's have"},{"speaker":"Nick Lincoln","startTime":3900.49,"endTime":3907.63,"body":"a look at the questions we've"},{"speaker":"Nick Lincoln","startTime":3900.49,"endTime":3907.63,"body":"got here. Who's this? Okay, this"},{"speaker":"Nick Lincoln","startTime":3907.63,"endTime":3912.94,"body":"is from someone called Tom RS"},{"speaker":"Nick Lincoln","startTime":3907.63,"endTime":3912.94,"body":"not on Twitter. Having trained"},{"speaker":"Nick Lincoln","startTime":3912.94,"endTime":3915.64,"body":"with a restricted advice firm,"},{"speaker":"Nick Lincoln","startTime":3912.94,"endTime":3915.64,"body":"what advice would you give"},{"speaker":"Nick Lincoln","startTime":3915.64,"endTime":3920.14,"body":"someone who wanted to set up on"},{"speaker":"Nick Lincoln","startTime":3915.64,"endTime":3920.14,"body":"their own? A one man independent"},{"speaker":"Nick Lincoln","startTime":3920.14,"endTime":3923.02,"body":"advice firm? Do you think it's"},{"speaker":"Nick Lincoln","startTime":3920.14,"endTime":3923.02,"body":"necessary to get experience"},{"speaker":"Nick Lincoln","startTime":3923.02,"endTime":3927.13,"body":"within an independent firm?"},{"speaker":"Nick Lincoln","startTime":3923.02,"endTime":3927.13,"body":"First I'll have a quick stab at"},{"speaker":"Nick Lincoln","startTime":3927.13,"endTime":3928.75,"body":"that that's okay you guys"},{"speaker":"Nick Lincoln","startTime":3927.13,"endTime":3928.75,"body":"because one of the meat and"},{"speaker":"Nick Lincoln","startTime":3928.75,"endTime":3931.2999999999997,"body":"potatoes subjects that wasn't"},{"speaker":"Nick Lincoln","startTime":3928.75,"endTime":3931.2999999999997,"body":"discussed today, but was this"},{"speaker":"Nick Lincoln","startTime":3931.2999999999997,"endTime":3935.2599999999998,"body":"thing about tired versus"},{"speaker":"Nick Lincoln","startTime":3931.2999999999997,"endTime":3935.2599999999998,"body":"independent? So I would just go"},{"speaker":"Nick Lincoln","startTime":3935.2599999999998,"endTime":3939.0099999999998,"body":"back to first principles Tom are"},{"speaker":"Nick Lincoln","startTime":3935.2599999999998,"endTime":3939.0099999999998,"body":"and question whether you need to"},{"speaker":"Nick Lincoln","startTime":3939.0099999999998,"endTime":3945.4,"body":"go independent. It's easy to say"},{"speaker":"Nick Lincoln","startTime":3939.0099999999998,"endTime":3945.4,"body":"so I suppose because I'm not"},{"speaker":"Nick Lincoln","startTime":3945.4,"endTime":3947.8599999999997,"body":"gonna do it. But if I was"},{"speaker":"Nick Lincoln","startTime":3945.4,"endTime":3947.8599999999997,"body":"starting out again today, I"},{"speaker":"Nick Lincoln","startTime":3947.8599999999997,"endTime":3950.62,"body":"might well look at the"},{"speaker":"Nick Lincoln","startTime":3947.8599999999997,"endTime":3950.62,"body":"restricted model. The only thing"},{"speaker":"Nick Lincoln","startTime":3950.62,"endTime":3952.99,"body":"wrong with the restricted model"},{"speaker":"Nick Lincoln","startTime":3950.62,"endTime":3952.99,"body":"is the horrible word restricted."},{"speaker":"Nick Lincoln","startTime":3952.99,"endTime":3956.5299999999997,"body":"It's a terrible adjective if"},{"speaker":"Nick Lincoln","startTime":3952.99,"endTime":3956.5299999999997,"body":"they call it focused. It'd be"},{"speaker":"Nick Lincoln","startTime":3956.5299999999997,"endTime":3960.16,"body":"independent or focus that sounds"},{"speaker":"Nick Lincoln","startTime":3956.5299999999997,"endTime":3960.16,"body":"far more restricted is awful."},{"speaker":"Nick Lincoln","startTime":3960.4,"endTime":3963.58,"body":"But most of most real financial"},{"speaker":"Nick Lincoln","startTime":3960.4,"endTime":3963.58,"body":"advisors in my experience Tom"},{"speaker":"Nick Lincoln","startTime":3963.6099999999997,"endTime":3968.0499999999997,"body":"are restricted. Then their"},{"speaker":"Nick Lincoln","startTime":3963.6099999999997,"endTime":3968.0499999999997,"body":"trade, appellation might say"},{"speaker":"Nick Lincoln","startTime":3968.0499999999997,"endTime":3970.0899999999997,"body":"independent financial adviser,"},{"speaker":"Nick Lincoln","startTime":3968.0499999999997,"endTime":3970.0899999999997,"body":"but they're all restricted."},{"speaker":"Nick Lincoln","startTime":3970.0899999999997,"endTime":3972.43,"body":"They'll the real financial"},{"speaker":"Nick Lincoln","startTime":3970.0899999999997,"endTime":3972.43,"body":"advisors will use one or two"},{"speaker":"Nick Lincoln","startTime":3972.43,"endTime":3976.48,"body":"platforms. They'll have one or"},{"speaker":"Nick Lincoln","startTime":3972.43,"endTime":3976.48,"body":"two Investment Partners. they'll"},{"speaker":"Nick Lincoln","startTime":3976.48,"endTime":3980.47,"body":"have a process that all clients"},{"speaker":"Nick Lincoln","startTime":3976.48,"endTime":3980.47,"body":"go through to get each unique"},{"speaker":"Nick Lincoln","startTime":3980.47,"endTime":3984.31,"body":"client to their financial,"},{"speaker":"Nick Lincoln","startTime":3980.47,"endTime":3984.31,"body":"financial salvation. But it's"},{"speaker":"Nick Lincoln","startTime":3984.31,"endTime":3986.89,"body":"this throwback to the days when"},{"speaker":"Nick Lincoln","startTime":3984.31,"endTime":3986.89,"body":"we were product brokers. And I"},{"speaker":"Nick Lincoln","startTime":3986.89,"endTime":3988.8399999999997,"body":"think the regulator's still"},{"speaker":"Nick Lincoln","startTime":3986.89,"endTime":3988.8399999999997,"body":"viewed us as product, you know"},{"speaker":"Nick Lincoln","startTime":3988.8399999999997,"endTime":3990.7599999999998,"body":"all the regulations about the"},{"speaker":"Nick Lincoln","startTime":3988.8399999999997,"endTime":3990.7599999999998,"body":"product all the time, isn't it?"},{"speaker":"Nick Lincoln","startTime":3990.7599999999998,"endTime":3993.6099999999997,"body":"And that's why they put a lot of"},{"speaker":"Nick Lincoln","startTime":3990.7599999999998,"endTime":3993.6099999999997,"body":"a lot of heat on it. So I would"},{"speaker":"Nick Lincoln","startTime":3993.6099999999997,"endTime":3998.14,"body":"say if you're going out on your"},{"speaker":"Nick Lincoln","startTime":3993.6099999999997,"endTime":3998.14,"body":"own fine. There's no difference"},{"speaker":"Nick Lincoln","startTime":3998.14,"endTime":3999.6099999999997,"body":"between independent and"},{"speaker":"Nick Lincoln","startTime":3998.14,"endTime":3999.6099999999997,"body":"restricted, you might have to do"},{"speaker":"Nick Lincoln","startTime":3999.6099999999997,"endTime":4002.52,"body":"some more compliance stuff as an"},{"speaker":"Nick Lincoln","startTime":3999.6099999999997,"endTime":4002.52,"body":"independent friend. But I would"},{"speaker":"Nick Lincoln","startTime":4002.52,"endTime":4004.08,"body":"just go back to first"},{"speaker":"Nick Lincoln","startTime":4002.52,"endTime":4004.08,"body":"principles, as I said, just"},{"speaker":"Nick Lincoln","startTime":4004.08,"endTime":4007.41,"body":"that, you know, what do I need"},{"speaker":"Nick Lincoln","startTime":4004.08,"endTime":4007.41,"body":"to be independent, if it's that"},{"speaker":"Nick Lincoln","startTime":4007.41,"endTime":4010.08,"body":"more, but that much more"},{"speaker":"Nick Lincoln","startTime":4007.41,"endTime":4010.08,"body":"burdensome? And there are more"},{"speaker":"Nick Lincoln","startTime":4010.08,"endTime":4014.31,"body":"compliance regulations being"},{"speaker":"Nick Lincoln","startTime":4010.08,"endTime":4014.31,"body":"independent, then just think you"},{"speaker":"Nick Lincoln","startTime":4014.31,"endTime":4017.5499999999997,"body":"know what, just think about"},{"speaker":"Nick Lincoln","startTime":4014.31,"endTime":4017.5499999999997,"body":"going restricted, because most"},{"speaker":"Nick Lincoln","startTime":4017.58,"endTime":4021.39,"body":"most of us are in reality. Okay,"},{"speaker":"Nick Lincoln","startTime":4017.58,"endTime":4021.39,"body":"guys, but"},{"speaker":"Alan Smith","startTime":4021.42,"endTime":4023.49,"body":"I'm going to Nick,"},{"speaker":"Alan Smith","startTime":4021.42,"endTime":4023.49,"body":"I'm going to push back on that."},{"speaker":"Alan Smith","startTime":4023.7599999999998,"endTime":4028.1099999999997,"body":"Because because of how you've"},{"speaker":"Alan Smith","startTime":4023.7599999999998,"endTime":4028.1099999999997,"body":"described it restricted is"},{"speaker":"Alan Smith","startTime":4028.14,"endTime":4034.0499999999997,"body":"restricted. If I was, in Europe,"},{"speaker":"Alan Smith","startTime":4028.14,"endTime":4034.0499999999997,"body":"most of us, we do a whole market"},{"speaker":"Alan Smith","startTime":4034.0499999999997,"endTime":4039.2999999999997,"body":"review. And we identify the best"},{"speaker":"Alan Smith","startTime":4034.0499999999997,"endTime":4039.2999999999997,"body":"platforms or investment"},{"speaker":"Alan Smith","startTime":4039.2999999999997,"endTime":4042.96,"body":"solutions, and we tend to stick"},{"speaker":"Alan Smith","startTime":4039.2999999999997,"endTime":4042.96,"body":"to those. But we are required to"},{"speaker":"Alan Smith","startTime":4042.96,"endTime":4046.5899999999997,"body":"periodically review those. Every"},{"speaker":"Alan Smith","startTime":4042.96,"endTime":4046.5899999999997,"body":"now and again, in my experience,"},{"speaker":"Alan Smith","startTime":4046.5899999999997,"endTime":4049.5,"body":"we come across a client with a"},{"speaker":"Alan Smith","startTime":4046.5899999999997,"endTime":4049.5,"body":"bag of spanners, as we call it"},{"speaker":"Alan Smith","startTime":4049.5,"endTime":4054.12,"body":"loads of kind of legacy"},{"speaker":"Alan Smith","startTime":4049.5,"endTime":4054.12,"body":"investments. And if I'm"},{"speaker":"Alan Smith","startTime":4054.12,"endTime":4056.49,"body":"restricted, I can't give any"},{"speaker":"Alan Smith","startTime":4054.12,"endTime":4056.49,"body":"advice on those whether to keep"},{"speaker":"Alan Smith","startTime":4056.49,"endTime":4058.7999999999997,"body":"them, shut them do anything"},{"speaker":"Alan Smith","startTime":4056.49,"endTime":4058.7999999999997,"body":"else."},{"speaker":"Nick Lincoln","startTime":4058.83,"endTime":4060.45,"body":"Yeah, that's the"},{"speaker":"Nick Lincoln","startTime":4058.83,"endTime":4060.45,"body":"bit. That's that's the bit I"},{"speaker":"Nick Lincoln","startTime":4060.45,"endTime":4062.37,"body":"don't know how it was. for me."},{"speaker":"Alan Smith","startTime":4063.6,"endTime":4066.0899999999997,"body":"I've, well, how can"},{"speaker":"Alan Smith","startTime":4063.6,"endTime":4066.0899999999997,"body":"you advise on something"},{"speaker":"Alan Smith","startTime":4066.18,"endTime":4068.73,"body":"restricted means you've got to"},{"speaker":"Alan Smith","startTime":4066.18,"endTime":4068.73,"body":"call it focused, call it"},{"speaker":"Alan Smith","startTime":4068.73,"endTime":4071.6099999999997,"body":"whatever you want. That's the"},{"speaker":"Alan Smith","startTime":4068.73,"endTime":4071.6099999999997,"body":"only products and services upon"},{"speaker":"Alan Smith","startTime":4071.6099999999997,"endTime":4073.47,"body":"which you are authorized to"},{"speaker":"Alan Smith","startTime":4071.6099999999997,"endTime":4073.47,"body":"advise,"},{"speaker":"Nick Lincoln","startTime":4074.67,"endTime":4076.02,"body":"when it comes to"},{"speaker":"Nick Lincoln","startTime":4074.67,"endTime":4076.02,"body":"having advice, if your"},{"speaker":"Nick Lincoln","startTime":4076.02,"endTime":4078.5699999999997,"body":"recommendations are going to be"},{"speaker":"Nick Lincoln","startTime":4076.02,"endTime":4078.5699999999997,"body":"restricted to a panel of"},{"speaker":"Nick Lincoln","startTime":4078.5699999999997,"endTime":4080.79,"body":"products, but you can certainly"},{"speaker":"Nick Lincoln","startTime":4078.5699999999997,"endTime":4080.79,"body":"be what"},{"speaker":"Alan Smith","startTime":4080.79,"endTime":4083.46,"body":"do you do if someone"},{"speaker":"Alan Smith","startTime":4080.79,"endTime":4083.46,"body":"comes to you with, I don't know,"},{"speaker":"Alan Smith","startTime":4083.46,"endTime":4086.91,"body":"call it like a structured note"},{"speaker":"Alan Smith","startTime":4083.46,"endTime":4086.91,"body":"from a discretionary manager,"},{"speaker":"Alan Smith","startTime":4087.33,"endTime":4091.98,"body":"that you surely are duty bound."},{"speaker":"Alan Smith","startTime":4087.33,"endTime":4091.98,"body":"I can't advise you, I can't"},{"speaker":"Alan Smith","startTime":4091.98,"endTime":4094.35,"body":"advise you on that I can't do"},{"speaker":"Alan Smith","startTime":4091.98,"endTime":4094.35,"body":"anything with it, I can only"},{"speaker":"Alan Smith","startTime":4094.35,"endTime":4097.56,"body":"advise you on this other range"},{"speaker":"Alan Smith","startTime":4094.35,"endTime":4097.56,"body":"of products and services. I know"},{"speaker":"Alan Smith","startTime":4097.56,"endTime":4100.26,"body":"that companies do have their"},{"speaker":"Alan Smith","startTime":4097.56,"endTime":4100.26,"body":"outsourced services, I'll refer"},{"speaker":"Alan Smith","startTime":4100.26,"endTime":4103.8,"body":"you on to our independent arm,"},{"speaker":"Alan Smith","startTime":4100.26,"endTime":4103.8,"body":"for example, to do that, but"},{"speaker":"Alan Smith","startTime":4104.07,"endTime":4107.88,"body":"I've just got this view on what"},{"speaker":"Alan Smith","startTime":4104.07,"endTime":4107.88,"body":"the gold standard is for being a"},{"speaker":"Alan Smith","startTime":4107.88,"endTime":4110.49,"body":"financial planner. And to me,"},{"speaker":"Alan Smith","startTime":4107.88,"endTime":4110.49,"body":"there's a there's a checklist of"},{"speaker":"Alan Smith","startTime":4110.49,"endTime":4112.5,"body":"things. And we've sort of"},{"speaker":"Alan Smith","startTime":4110.49,"endTime":4112.5,"body":"debated and discussed it in the"},{"speaker":"Alan Smith","startTime":4112.5,"endTime":4116.55,"body":"past, but you'd be in financial,"},{"speaker":"Alan Smith","startTime":4112.5,"endTime":4116.55,"body":"financial planning lead, for"},{"speaker":"Alan Smith","startTime":4116.55,"endTime":4119.9400000000005,"body":"certain having a robust,"},{"speaker":"Alan Smith","startTime":4116.55,"endTime":4119.9400000000005,"body":"sensible investment proposition"},{"speaker":"Alan Smith","startTime":4119.9400000000005,"endTime":4124.08,"body":"that's defendable, and evidence"},{"speaker":"Alan Smith","startTime":4119.9400000000005,"endTime":4124.08,"body":"based so on, I obviously would"},{"speaker":"Alan Smith","startTime":4124.08,"endTime":4129.06,"body":"say being a chartered firm is"},{"speaker":"Alan Smith","startTime":4124.08,"endTime":4129.06,"body":"another tick in the box. And"},{"speaker":"Alan Smith","startTime":4129.06,"endTime":4131.49,"body":"obviously, being an independent"},{"speaker":"Alan Smith","startTime":4129.06,"endTime":4131.49,"body":"is a tick in the box. Now not"},{"speaker":"Alan Smith","startTime":4131.49,"endTime":4133.32,"body":"everyone's gonna agree with"},{"speaker":"Alan Smith","startTime":4131.49,"endTime":4133.32,"body":"that, of course, and people who"},{"speaker":"Alan Smith","startTime":4133.32,"endTime":4135.6,"body":"aren't those things we're not"},{"speaker":"Alan Smith","startTime":4133.32,"endTime":4135.6,"body":"going to agree with if I were"},{"speaker":"Alan Smith","startTime":4135.6,"endTime":4138.18,"body":"starting from scratch and say,"},{"speaker":"Alan Smith","startTime":4135.6,"endTime":4138.18,"body":"I'm going to optimize this is"},{"speaker":"Alan Smith","startTime":4138.18,"endTime":4142.59,"body":"the optimal Gold Standard Model,"},{"speaker":"Alan Smith","startTime":4138.18,"endTime":4142.59,"body":"there's five or six key points."},{"speaker":"Alan Smith","startTime":4143.9400000000005,"endTime":4146.43,"body":"You know, I would defend that"},{"speaker":"Alan Smith","startTime":4143.9400000000005,"endTime":4146.43,"body":"all day long, why would you not"},{"speaker":"Alan Smith","startTime":4146.46,"endTime":4150.51,"body":"I don't believe that the the the"},{"speaker":"Alan Smith","startTime":4146.46,"endTime":4150.51,"body":"barriers to independent versus"},{"speaker":"Alan Smith","startTime":4150.51,"endTime":4154.02,"body":"restricted are significantly"},{"speaker":"Alan Smith","startTime":4150.51,"endTime":4154.02,"body":"bigger or greater. And yes,"},{"speaker":"Alan Smith","startTime":4154.02,"endTime":4156.24,"body":"there is an extra bit of"},{"speaker":"Alan Smith","startTime":4154.02,"endTime":4156.24,"body":"friction, undoubtedly, there is."},{"speaker":"Alan Smith","startTime":4156.51,"endTime":4158.34,"body":"But I want to be able to stand"},{"speaker":"Alan Smith","startTime":4156.51,"endTime":4158.34,"body":"in front of my prospective"},{"speaker":"Alan Smith","startTime":4158.34,"endTime":4160.53,"body":"client, my existing client"},{"speaker":"Alan Smith","startTime":4158.34,"endTime":4160.53,"body":"saying we are an entirely we're"},{"speaker":"Alan Smith","startTime":4160.53,"endTime":4163.6500000000005,"body":"not only are we independently"},{"speaker":"Alan Smith","startTime":4160.53,"endTime":4163.6500000000005,"body":"owned, we're not owned by third"},{"speaker":"Alan Smith","startTime":4163.6500000000005,"endTime":4165.93,"body":"parties, or banks or"},{"speaker":"Alan Smith","startTime":4163.6500000000005,"endTime":4165.93,"body":"stockbrokers. Anyone else"},{"speaker":"Alan Smith","startTime":4165.93,"endTime":4169.29,"body":"pushing that agenda? And"},{"speaker":"Alan Smith","startTime":4165.93,"endTime":4169.29,"body":"secondly, we are independent of"},{"speaker":"Alan Smith","startTime":4169.29,"endTime":4174.03,"body":"thoughts of mind. And we are"},{"speaker":"Alan Smith","startTime":4169.29,"endTime":4174.03,"body":"not, we don't have a restricted"},{"speaker":"Alan Smith","startTime":4174.03,"endTime":4176.67,"body":"range of products and services"},{"speaker":"Alan Smith","startTime":4174.03,"endTime":4176.67,"body":"that we can offer to you. The"},{"speaker":"Alan Smith","startTime":4176.67,"endTime":4179.46,"body":"reality is in the UK, the vast"},{"speaker":"Alan Smith","startTime":4176.67,"endTime":4179.46,"body":"majority of the big national"},{"speaker":"Alan Smith","startTime":4179.46,"endTime":4182.07,"body":"brands are restricted. And I"},{"speaker":"Alan Smith","startTime":4179.46,"endTime":4182.07,"body":"think that's a competitive"},{"speaker":"Alan Smith","startTime":4182.07,"endTime":4184.53,"body":"advantage for small independent"},{"speaker":"Alan Smith","startTime":4182.07,"endTime":4184.53,"body":"boutique firms."},{"speaker":"Nick Lincoln","startTime":4185.37,"endTime":4190.5,"body":"And so how much I"},{"speaker":"Nick Lincoln","startTime":4185.37,"endTime":4190.5,"body":"will come on to you. I just"},{"speaker":"Nick Lincoln","startTime":4190.5,"endTime":4192.36,"body":"think because I'm going down"},{"speaker":"Nick Lincoln","startTime":4190.5,"endTime":4192.36,"body":"this route of just simplifying"},{"speaker":"Nick Lincoln","startTime":4192.36,"endTime":4194.58,"body":"everything, like really getting"},{"speaker":"Nick Lincoln","startTime":4192.36,"endTime":4194.58,"body":"the essence of things I don't"},{"speaker":"Nick Lincoln","startTime":4194.58,"endTime":4198.48,"body":"want to be associated with. The"},{"speaker":"Nick Lincoln","startTime":4194.58,"endTime":4198.48,"body":"whole product thing leaves me"},{"speaker":"Nick Lincoln","startTime":4198.48,"endTime":4203.55,"body":"cold and independent thing is"},{"speaker":"Nick Lincoln","startTime":4198.48,"endTime":4203.55,"body":"about product. I say to clients,"},{"speaker":"Nick Lincoln","startTime":4203.55,"endTime":4206.19,"body":"I'm independent in the broadest"},{"speaker":"Nick Lincoln","startTime":4203.55,"endTime":4206.19,"body":"sense because as you do and I"},{"speaker":"Nick Lincoln","startTime":4206.19,"endTime":4208.8,"body":"own No, nobody's got to share in"},{"speaker":"Nick Lincoln","startTime":4206.19,"endTime":4208.8,"body":"my business there's no bank or"},{"speaker":"Nick Lincoln","startTime":4208.8,"endTime":4211.23,"body":"building society or insurance"},{"speaker":"Nick Lincoln","startTime":4208.8,"endTime":4211.23,"body":"company prodding me to sell a"},{"speaker":"Nick Lincoln","startTime":4211.23,"endTime":4214.92,"body":"particular brand or product I am"},{"speaker":"Nick Lincoln","startTime":4211.23,"endTime":4214.92,"body":"independent of mind as you'll"},{"speaker":"Nick Lincoln","startTime":4214.92,"endTime":4219.42,"body":"find out if you come on board"},{"speaker":"Nick Lincoln","startTime":4214.92,"endTime":4219.42,"body":"with me. But I just I this whole"},{"speaker":"Nick Lincoln","startTime":4219.42,"endTime":4222.03,"body":"thing about focusing about the"},{"speaker":"Nick Lincoln","startTime":4219.42,"endTime":4222.03,"body":"product is just just just drives"},{"speaker":"Nick Lincoln","startTime":4222.03,"endTime":4222.8099999999995,"body":"me nuts. Andy,"},{"speaker":"Andy Hart","startTime":4224.16,"endTime":4226.8,"body":"I agree with both of"},{"speaker":"Andy Hart","startTime":4224.16,"endTime":4226.8,"body":"you. But that's not my point."},{"speaker":"Andy Hart","startTime":4227.64,"endTime":4232.53,"body":"Tom decisive strikes again, I'm"},{"speaker":"Andy Hart","startTime":4227.64,"endTime":4232.53,"body":"gonna I'm going to answer Tom's"},{"speaker":"Andy Hart","startTime":4232.5599999999995,"endTime":4236.07,"body":"question set up on your own ASAP"},{"speaker":"Andy Hart","startTime":4232.5599999999995,"endTime":4236.07,"body":"if your independent restricted"},{"speaker":"Andy Hart","startTime":4236.07,"endTime":4239.5199999999995,"body":"is irrelevant. It will be a"},{"speaker":"Andy Hart","startTime":4236.07,"endTime":4239.5199999999995,"body":"tough journey. But in hindsight,"},{"speaker":"Andy Hart","startTime":4239.5199999999995,"endTime":4241.29,"body":"it will be the best thing that"},{"speaker":"Andy Hart","startTime":4239.5199999999995,"endTime":4241.29,"body":"you've ever done to start up in"},{"speaker":"Andy Hart","startTime":4241.29,"endTime":4242.76,"body":"your own ASAP don't sweat"},{"speaker":"Alan Smith","startTime":4242.79,"endTime":4245.13,"body":"you can you can join"},{"speaker":"Alan Smith","startTime":4242.79,"endTime":4245.13,"body":"a network. You can you can you"},{"speaker":"Alan Smith","startTime":4245.13,"endTime":4247.7699999999995,"body":"can be independent through via a"},{"speaker":"Alan Smith","startTime":4245.13,"endTime":4247.7699999999995,"body":"network. And there are some"},{"speaker":"Alan Smith","startTime":4247.7699999999995,"endTime":4248.67,"body":"better than others where you"},{"speaker":"Andy Hart","startTime":4248.67,"endTime":4251.01,"body":"can be independent or"},{"speaker":"Andy Hart","startTime":4248.67,"endTime":4251.01,"body":"restricted via network. So"},{"speaker":"Andy Hart","startTime":4251.04,"endTime":4253.47,"body":"right, the Exactly, yeah, the"},{"speaker":"Andy Hart","startTime":4251.04,"endTime":4253.47,"body":"fact that it goes directly"},{"speaker":"Andy Hart","startTime":4253.47,"endTime":4255.8099999999995,"body":"authorized or via network again,"},{"speaker":"Andy Hart","startTime":4253.47,"endTime":4255.8099999999995,"body":"is I would"},{"speaker":"Alan Smith","startTime":4255.8099999999995,"endTime":4257.37,"body":"think it's been a"},{"speaker":"Alan Smith","startTime":4255.8099999999995,"endTime":4257.37,"body":"long time since I did it. I"},{"speaker":"Alan Smith","startTime":4257.37,"endTime":4259.83,"body":"think it'd be a tough gig. You"},{"speaker":"Alan Smith","startTime":4257.37,"endTime":4259.83,"body":"guys have all done it set up as"},{"speaker":"Alan Smith","startTime":4259.83,"endTime":4262.89,"body":"a sole trader advisor going"},{"speaker":"Alan Smith","startTime":4259.83,"endTime":4262.89,"body":"completely directly authorised"},{"speaker":"Alan Smith","startTime":4262.89,"endTime":4266.76,"body":"and can be responsible for your"},{"speaker":"Alan Smith","startTime":4262.89,"endTime":4266.76,"body":"relationship with the FCA. I'm"},{"speaker":"Alan Smith","startTime":4266.76,"endTime":4269.22,"body":"not sure I would do that for"},{"speaker":"Alan Smith","startTime":4266.76,"endTime":4269.22,"body":"starting tomorrow. I think I"},{"speaker":"Alan Smith","startTime":4269.22,"endTime":4273.36,"body":"would least as a stepping stone"},{"speaker":"Alan Smith","startTime":4269.22,"endTime":4273.36,"body":"go go via a better quality"},{"speaker":"Alan Smith","startTime":4273.39,"endTime":4276.93,"body":"network network. Yeah. And then"},{"speaker":"Alan Smith","startTime":4273.39,"endTime":4276.93,"body":"let them take care of The junk"},{"speaker":"Alan Smith","startTime":4276.93,"endTime":4279.15,"body":"and yeah, that yeah that that"},{"speaker":"Alan Smith","startTime":4276.93,"endTime":4279.15,"body":"goes on with the regular it"},{"speaker":"Alan Smith","startTime":4279.15,"endTime":4279.33,"body":"could"},{"speaker":"Andy Hart","startTime":4279.33,"endTime":4282.12,"body":"be a key stepping"},{"speaker":"Andy Hart","startTime":4279.33,"endTime":4282.12,"body":"stone but yeah in answer to his"},{"speaker":"Andy Hart","startTime":4282.12,"endTime":4285.03,"body":"question set up on your own ASAP"},{"speaker":"Andy Hart","startTime":4282.12,"endTime":4285.03,"body":"I don't think you need to spend"},{"speaker":"Andy Hart","startTime":4285.03,"endTime":4289.05,"body":"time at an independent firm. I"},{"speaker":"Andy Hart","startTime":4285.03,"endTime":4289.05,"body":"think it's if you spent X years"},{"speaker":"Andy Hart","startTime":4289.2,"endTime":4291.99,"body":"restricted firm, you're ready to"},{"speaker":"Andy Hart","startTime":4289.2,"endTime":4291.99,"body":"go on your own. If you spent X"},{"speaker":"Andy Hart","startTime":4291.99,"endTime":4294.2699999999995,"body":"years an independent firm,"},{"speaker":"Andy Hart","startTime":4291.99,"endTime":4294.2699999999995,"body":"you're ready to go on your own."},{"speaker":"Andy Hart","startTime":4294.45,"endTime":4297.48,"body":"So yeah, if you think you're"},{"speaker":"Andy Hart","startTime":4294.45,"endTime":4297.48,"body":"ready to go and car and you're"},{"speaker":"Nick Lincoln","startTime":4297.54,"endTime":4299.58,"body":"just just just to"},{"speaker":"Nick Lincoln","startTime":4297.54,"endTime":4299.58,"body":"tie a bow on this particular"},{"speaker":"Nick Lincoln","startTime":4299.58,"endTime":4303.54,"body":"point cabinet. And then my"},{"speaker":"Nick Lincoln","startTime":4299.58,"endTime":4303.54,"body":"question is about out of"},{"speaker":"Nick Lincoln","startTime":4303.54,"endTime":4306.42,"body":"interest. And for context for"},{"speaker":"Nick Lincoln","startTime":4303.54,"endTime":4306.42,"body":"our for our audience, which is"},{"speaker":"Nick Lincoln","startTime":4306.8099999999995,"endTime":4309.69,"body":"scattered around the globe in in"},{"speaker":"Nick Lincoln","startTime":4306.8099999999995,"endTime":4309.69,"body":"Ireland, what's the roster"},{"speaker":"Nick Lincoln","startTime":4309.69,"endTime":4311.79,"body":"split? And this is gonna get you"},{"speaker":"Nick Lincoln","startTime":4309.69,"endTime":4311.79,"body":"on the hop, and you might not"},{"speaker":"Nick Lincoln","startTime":4311.79,"endTime":4315.3,"body":"even know the restricted versus"},{"speaker":"Nick Lincoln","startTime":4311.79,"endTime":4315.3,"body":"the independent. What's the"},{"speaker":"Nick Lincoln","startTime":4315.3,"endTime":4317.37,"body":"touch split in terms of the"},{"speaker":"Nick Lincoln","startTime":4315.3,"endTime":4317.37,"body":"number of advisors? Would you"},{"speaker":"Nick Lincoln","startTime":4317.37,"endTime":4318.21,"body":"think in Ireland?"},{"speaker":"Carl Widger","startTime":4319.23,"endTime":4323.55,"body":"No idea. I would"},{"speaker":"Carl Widger","startTime":4319.23,"endTime":4323.55,"body":"imagine, because there was kind"},{"speaker":"Carl Widger","startTime":4323.55,"endTime":4328.5599999999995,"body":"of loose regulation up till a"},{"speaker":"Carl Widger","startTime":4323.55,"endTime":4328.5599999999995,"body":"few years ago. Vast majority are"},{"speaker":"Carl Widger","startTime":4329.04,"endTime":4332.4,"body":"fully authorized. So but I don't"},{"speaker":"Carl Widger","startTime":4329.04,"endTime":4332.4,"body":"know, so I can't."},{"speaker":"Nick Lincoln","startTime":4332.94,"endTime":4335.43,"body":"Okay. All right."},{"speaker":"Nick Lincoln","startTime":4332.94,"endTime":4335.43,"body":"Thank you. Thank you. Okay,"},{"speaker":"Nick Lincoln","startTime":4335.43,"endTime":4340.26,"body":"let's move on to the second"},{"speaker":"Nick Lincoln","startTime":4335.43,"endTime":4340.26,"body":"question. This is a lot of paper"},{"speaker":"Nick Lincoln","startTime":4340.26,"endTime":4343.62,"body":"in this envelope. Take about two"},{"speaker":"Nick Lincoln","startTime":4340.26,"endTime":4343.62,"body":"or three breaths reading this"},{"speaker":"Nick Lincoln","startTime":4343.62,"endTime":4347.55,"body":"out. This is from Gavin Burton,"},{"speaker":"Nick Lincoln","startTime":4343.62,"endTime":4347.55,"body":"who's on Twitter as at birth"},{"speaker":"Nick Lincoln","startTime":4347.58,"endTime":4353.5199999999995,"body":"Tom, one. Okay, chaps Hello, I"},{"speaker":"Nick Lincoln","startTime":4347.58,"endTime":4353.5199999999995,"body":"remain to be convinced about"},{"speaker":"Nick Lincoln","startTime":4353.5199999999995,"endTime":4357.66,"body":"passive investing and Evi."},{"speaker":"Nick Lincoln","startTime":4353.5199999999995,"endTime":4357.66,"body":"Recently, the retire mentals"},{"speaker":"Nick Lincoln","startTime":4357.66,"endTime":4360.36,"body":"podcast had a guest called Chris"},{"speaker":"Nick Lincoln","startTime":4357.66,"endTime":4360.36,"body":"Hayes, who argued the passive"},{"speaker":"Nick Lincoln","startTime":4360.36,"endTime":4362.79,"body":"investing does not influence the"},{"speaker":"Nick Lincoln","startTime":4360.36,"endTime":4362.79,"body":"future of capital investment"},{"speaker":"Nick Lincoln","startTime":4362.79,"endTime":4366.03,"body":"flows will have lost already. I"},{"speaker":"Nick Lincoln","startTime":4362.79,"endTime":4366.03,"body":"understand that you will argue"},{"speaker":"Nick Lincoln","startTime":4366.03,"endTime":4369.18,"body":"this is an excuse for ESG"},{"speaker":"Nick Lincoln","startTime":4366.03,"endTime":4369.18,"body":"investing and an excuse for"},{"speaker":"Nick Lincoln","startTime":4369.18,"endTime":4372.39,"body":"active management. I also have"},{"speaker":"Nick Lincoln","startTime":4369.18,"endTime":4372.39,"body":"my own reservations about ESG."},{"speaker":"Nick Lincoln","startTime":4372.39,"endTime":4375.39,"body":"And I'm sure Nick will concur."},{"speaker":"Nick Lincoln","startTime":4372.39,"endTime":4375.39,"body":"But I also believe there is"},{"speaker":"Nick Lincoln","startTime":4375.39,"endTime":4378.0599999999995,"body":"systemic risk to passive"},{"speaker":"Nick Lincoln","startTime":4375.39,"endTime":4378.0599999999995,"body":"investing. Am I have a lie down?"},{"speaker":"Nick Lincoln","startTime":4379.17,"endTime":4381.9,"body":"Please refer to Mike Greene's"},{"speaker":"Nick Lincoln","startTime":4379.17,"endTime":4381.9,"body":"comments the last five minutes"},{"speaker":"Nick Lincoln","startTime":4381.9,"endTime":4385.17,"body":"on the trigonometry podcast at"},{"speaker":"Nick Lincoln","startTime":4381.9,"endTime":4385.17,"body":"the end of January I think which"},{"speaker":"Nick Lincoln","startTime":4385.17,"endTime":4387.8099999999995,"body":"I'm sure Nick will be familiar"},{"speaker":"Nick Lincoln","startTime":4385.17,"endTime":4387.8099999999995,"body":"with. Just quickly interjection"},{"speaker":"Nick Lincoln","startTime":4387.8099999999995,"endTime":4390.54,"body":"here. I get my breath back. I do"},{"speaker":"Nick Lincoln","startTime":4387.8099999999995,"endTime":4390.54,"body":"listen to trigonometry. I can't"},{"speaker":"Nick Lincoln","startTime":4390.54,"endTime":4392.5199999999995,"body":"believe I listen. I don't think"},{"speaker":"Nick Lincoln","startTime":4390.54,"endTime":4392.5199999999995,"body":"I listen to that episode. Back"},{"speaker":"Nick Lincoln","startTime":4392.5199999999995,"endTime":4396.12,"body":"with the question. PAGE 17. He"},{"speaker":"Nick Lincoln","startTime":4392.5199999999995,"endTime":4396.12,"body":"expressed real concern about the"},{"speaker":"Nick Lincoln","startTime":4396.12,"endTime":4399.33,"body":"systemic risk of passive"},{"speaker":"Nick Lincoln","startTime":4396.12,"endTime":4399.33,"body":"investing. Surely this is worth"},{"speaker":"Nick Lincoln","startTime":4399.33,"endTime":4401.61,"body":"serious consideration to not"},{"speaker":"Nick Lincoln","startTime":4399.33,"endTime":4401.61,"body":"actively consider the"},{"speaker":"Nick Lincoln","startTime":4401.61,"endTime":4404.0999999999995,"body":"fundamental allocation of"},{"speaker":"Nick Lincoln","startTime":4401.61,"endTime":4404.0999999999995,"body":"capital seems to contradict the"},{"speaker":"Nick Lincoln","startTime":4404.0999999999995,"endTime":4407.73,"body":"very nature of capitalism"},{"speaker":"Nick Lincoln","startTime":4404.0999999999995,"endTime":4407.73,"body":"itself. Surely at times, it's"},{"speaker":"Nick Lincoln","startTime":4407.73,"endTime":4412.38,"body":"amazing. Oh, god. Yeah. Okay,"},{"speaker":"Nick Lincoln","startTime":4407.73,"endTime":4412.38,"body":"long story short, there's no,"},{"speaker":"Nick Lincoln","startTime":4412.8,"endTime":4417.18,"body":"the quest side of things is, is"},{"speaker":"Nick Lincoln","startTime":4412.8,"endTime":4417.18,"body":"passive investing. This guy"},{"speaker":"Nick Lincoln","startTime":4417.18,"endTime":4419.79,"body":"can't be an advisor in the"},{"speaker":"Nick Lincoln","startTime":4417.18,"endTime":4419.79,"body":"marketplace. Basically, I"},{"speaker":"Andy Hart","startTime":4419.79,"endTime":4421.7699999999995,"body":"think you can't be"},{"speaker":"Andy Hart","startTime":4419.79,"endTime":4421.7699999999995,"body":"you can't be an advisor, who's"},{"speaker":"Andy Hart","startTime":4421.7699999999995,"endTime":4422.37,"body":"an advisor."},{"speaker":"Alan Smith","startTime":4423.51,"endTime":4426.99,"body":"That Oh, no, he i"},{"speaker":"Alan Smith","startTime":4423.51,"endTime":4426.99,"body":"That's a trick trigonometry."},{"speaker":"Alan Smith","startTime":4427.0199999999995,"endTime":4429.2699999999995,"body":"It's not as good as this"},{"speaker":"Alan Smith","startTime":4427.0199999999995,"endTime":4429.2699999999995,"body":"podcast, but it's not bad. I"},{"speaker":"Alan Smith","startTime":4429.2699999999995,"endTime":4432.93,"body":"did. I did listen to that."},{"speaker":"Alan Smith","startTime":4429.2699999999995,"endTime":4432.93,"body":"Here's a couple of statistics to"},{"speaker":"Alan Smith","startTime":4432.93,"endTime":4435.78,"body":"get your head around. First of"},{"speaker":"Alan Smith","startTime":4432.93,"endTime":4435.78,"body":"all, every week, we all assume"},{"speaker":"Alan Smith","startTime":4435.78,"endTime":4438.03,"body":"that the rise of passive"},{"speaker":"Alan Smith","startTime":4435.78,"endTime":4438.03,"body":"investing and it's kind of"},{"speaker":"Alan Smith","startTime":4438.03,"endTime":4440.76,"body":"global is dominating and the"},{"speaker":"Alan Smith","startTime":4438.03,"endTime":4440.76,"body":"billions and trillions taken on"},{"speaker":"Alan Smith","startTime":4440.76,"endTime":4445.11,"body":"by the Vanguard's and black"},{"speaker":"Alan Smith","startTime":4440.76,"endTime":4445.11,"body":"rocks and so on. passive"},{"speaker":"Alan Smith","startTime":4445.14,"endTime":4448.83,"body":"investing accounts and tons of"},{"speaker":"Alan Smith","startTime":4445.14,"endTime":4448.83,"body":"ETFs. And actual funds accounts"},{"speaker":"Alan Smith","startTime":4448.83,"endTime":4454.0199999999995,"body":"for guess a much 16%. Yeah,"},{"speaker":"Alan Smith","startTime":4448.83,"endTime":4454.0199999999995,"body":"yeah. So it's still a"},{"speaker":"Alan Smith","startTime":4454.0199999999995,"endTime":4457.5599999999995,"body":"significant minority of the way"},{"speaker":"Alan Smith","startTime":4454.0199999999995,"endTime":4457.5599999999995,"body":"their assets institutional and"},{"speaker":"Alan Smith","startTime":4457.5599999999995,"endTime":4461.34,"body":"retail assets are. Just that's"},{"speaker":"Alan Smith","startTime":4457.5599999999995,"endTime":4461.34,"body":"what that's the first first"},{"speaker":"Alan Smith","startTime":4461.34,"endTime":4464.01,"body":"point. And the second one is,"},{"speaker":"Alan Smith","startTime":4461.34,"endTime":4464.01,"body":"there is no such thing as"},{"speaker":"Alan Smith","startTime":4464.01,"endTime":4467.22,"body":"passive anyway, we're all taking"},{"speaker":"Alan Smith","startTime":4464.01,"endTime":4467.22,"body":"decisions at a high level about,"},{"speaker":"Alan Smith","startTime":4467.28,"endTime":4470.01,"body":"you know, geography or asset"},{"speaker":"Alan Smith","startTime":4467.28,"endTime":4470.01,"body":"allocation, new"},{"speaker":"Andy Hart","startTime":4470.04,"endTime":4472.92,"body":"inflows are"},{"speaker":"Andy Hart","startTime":4470.04,"endTime":4472.92,"body":"astronomically weighted to the"},{"speaker":"Andy Hart","startTime":4472.92,"endTime":4477.93,"body":"passive world. Yeah, total will"},{"speaker":"Andy Hart","startTime":4472.92,"endTime":4477.93,"body":"be at 16%. But the new inflows I"},{"speaker":"Andy Hart","startTime":4477.93,"endTime":4480.99,"body":"believe, are way higher than"},{"speaker":"Andy Hart","startTime":4477.93,"endTime":4480.99,"body":"50%. So again, we don't quite"},{"speaker":"Andy Hart","startTime":4480.99,"endTime":4484.71,"body":"know how this is going to play"},{"speaker":"Andy Hart","startTime":4480.99,"endTime":4484.71,"body":"out. Yeah, over to you, Nick."},{"speaker":"Nick Lincoln","startTime":4486.75,"endTime":4488.97,"body":"Okay, well, I"},{"speaker":"Nick Lincoln","startTime":4486.75,"endTime":4488.97,"body":"think we've given that any call"},{"speaker":"Nick Lincoln","startTime":4488.97,"endTime":4492.45,"body":"anything to add to that, you"},{"speaker":"Nick Lincoln","startTime":4488.97,"endTime":4492.45,"body":"know, okay. Okay. Thank you,"},{"speaker":"Nick Lincoln","startTime":4492.48,"endTime":4492.87,"body":"Gavin. But"},{"speaker":"Alan Smith","startTime":4493.8,"endTime":4497.04,"body":"just to wrap this"},{"speaker":"Alan Smith","startTime":4493.8,"endTime":4497.04,"body":"up, and because I don't want to"},{"speaker":"Alan Smith","startTime":4497.04,"endTime":4500.5199999999995,"body":"just brush it under the carpet,"},{"speaker":"Alan Smith","startTime":4497.04,"endTime":4500.5199999999995,"body":"it's, it's something that comes"},{"speaker":"Alan Smith","startTime":4500.5199999999995,"endTime":4504.93,"body":"up on a regular basis, my take"},{"speaker":"Alan Smith","startTime":4500.5199999999995,"endTime":4504.93,"body":"on the underlying, you know, the"},{"speaker":"Alan Smith","startTime":4504.93,"endTime":4509.01,"body":"investment strategy structure,"},{"speaker":"Alan Smith","startTime":4504.93,"endTime":4509.01,"body":"call it passive. Any variation"},{"speaker":"Alan Smith","startTime":4509.01,"endTime":4513.42,"body":"on that? My view is far from"},{"speaker":"Alan Smith","startTime":4509.01,"endTime":4513.42,"body":"perfect. It's not perfect at"},{"speaker":"Alan Smith","startTime":4513.42,"endTime":4516.66,"body":"all. But to me, it's the least"},{"speaker":"Alan Smith","startTime":4513.42,"endTime":4516.66,"body":"worst option, because if you"},{"speaker":"Alan Smith","startTime":4516.69,"endTime":4519.93,"body":"follow what Gavin says, then"},{"speaker":"Alan Smith","startTime":4516.69,"endTime":4519.93,"body":"that puts you in a corner and"},{"speaker":"Alan Smith","startTime":4519.93,"endTime":4522.93,"body":"says, Well, now you got to go"},{"speaker":"Alan Smith","startTime":4519.93,"endTime":4522.93,"body":"and select some active funds,"},{"speaker":"Alan Smith","startTime":4522.93,"endTime":4525.45,"body":"you got to go buy and sell. I"},{"speaker":"Alan Smith","startTime":4522.93,"endTime":4525.45,"body":"don't know where to start with"},{"speaker":"Alan Smith","startTime":4525.45,"endTime":4528.0599999999995,"body":"that. Because all the evidence"},{"speaker":"Alan Smith","startTime":4525.45,"endTime":4528.0599999999995,"body":"is weighted against me in order"},{"speaker":"Alan Smith","startTime":4528.0599999999995,"endTime":4533.91,"body":"to do that. So just estimate the"},{"speaker":"Alan Smith","startTime":4528.0599999999995,"endTime":4533.91,"body":"power of the dark side. If so,"},{"speaker":"Alan Smith","startTime":4533.91,"endTime":4538.11,"body":"it feels to me that, you know,"},{"speaker":"Alan Smith","startTime":4533.91,"endTime":4538.11,"body":"whatever shade or variation of"},{"speaker":"Alan Smith","startTime":4538.11,"endTime":4543.48,"body":"passive that you tend to employ"},{"speaker":"Alan Smith","startTime":4538.11,"endTime":4543.48,"body":"is, yeah, it's the least bad"},{"speaker":"Alan Smith","startTime":4543.48,"endTime":4546.69,"body":"option. It's one that is the one"},{"speaker":"Alan Smith","startTime":4543.48,"endTime":4546.69,"body":"that is the science and evidence"},{"speaker":"Alan Smith","startTime":4546.69,"endTime":4550.3499999999995,"body":"would say your, your positive"},{"speaker":"Alan Smith","startTime":4546.69,"endTime":4550.3499999999995,"body":"outcomes and more weight,"},{"speaker":"Alan Smith","startTime":4550.3499999999995,"endTime":4552.63,"body":"they're more likely to have a"},{"speaker":"Alan Smith","startTime":4550.3499999999995,"endTime":4552.63,"body":"positive outcome at this moment"},{"speaker":"Alan Smith","startTime":4552.63,"endTime":4555.9,"body":"in time, maybe in 50 years or"},{"speaker":"Alan Smith","startTime":4552.63,"endTime":4555.9,"body":"something, if it becomes a"},{"speaker":"Alan Smith","startTime":4556.08,"endTime":4559.89,"body":"bigger thing that goes from 16%"},{"speaker":"Alan Smith","startTime":4556.08,"endTime":4559.89,"body":"to 36% or something, but that"},{"speaker":"Alan Smith","startTime":4559.89,"endTime":4563.4,"body":"itself creates more, but well"},{"speaker":"Alan Smith","startTime":4559.89,"endTime":4563.4,"body":"that but that creates more"},{"speaker":"Alan Smith","startTime":4564.5999999999995,"endTime":4567.15,"body":"opportunities for active"},{"speaker":"Alan Smith","startTime":4564.5999999999995,"endTime":4567.15,"body":"managers. If everyone is"},{"speaker":"Alan Smith","startTime":4567.15,"endTime":4570.09,"body":"slavishly buying the market."},{"speaker":"Alan Smith","startTime":4567.15,"endTime":4570.09,"body":"Then for sure, there are some"},{"speaker":"Alan Smith","startTime":4570.09,"endTime":4573.54,"body":"arbitrage opportunities. There"},{"speaker":"Alan Smith","startTime":4570.09,"endTime":4573.54,"body":"are some sort of price seeking"},{"speaker":"Alan Smith","startTime":4573.54,"endTime":4575.73,"body":"opportunities for active"},{"speaker":"Alan Smith","startTime":4573.54,"endTime":4575.73,"body":"managers and then the wait might"},{"speaker":"Alan Smith","startTime":4575.73,"endTime":4578.97,"body":"fall back But it tends to just"},{"speaker":"Alan Smith","startTime":4575.73,"endTime":4578.97,"body":"you just rely on the natural"},{"speaker":"Alan Smith","startTime":4578.97,"endTime":4582.33,"body":"order of things. And passive"},{"speaker":"Alan Smith","startTime":4578.97,"endTime":4582.33,"body":"investing or factor based"},{"speaker":"Alan Smith","startTime":4582.33,"endTime":4584.7,"body":"investing or Evidence Based"},{"speaker":"Alan Smith","startTime":4582.33,"endTime":4584.7,"body":"Investing is the least bad"},{"speaker":"Alan Smith","startTime":4584.73,"endTime":4586.14,"body":"option for me to day"},{"speaker":"Andy Hart","startTime":4586.62,"endTime":4588.78,"body":"the returns are"},{"speaker":"Andy Hart","startTime":4586.62,"endTime":4588.78,"body":"generated, the returns are"},{"speaker":"Andy Hart","startTime":4588.78,"endTime":4592.5599999999995,"body":"generated from the asset"},{"speaker":"Andy Hart","startTime":4588.78,"endTime":4592.5599999999995,"body":"allocation, as we all know, too"},{"speaker":"Andy Hart","startTime":4592.5599999999995,"endTime":4595.86,"body":"much focuses and other sort of"},{"speaker":"Andy Hart","startTime":4592.5599999999995,"endTime":4595.86,"body":"unimportant areas. So yeah, I"},{"speaker":"Andy Hart","startTime":4595.86,"endTime":4598.3499999999995,"body":"call it asset class investing."},{"speaker":"Andy Hart","startTime":4595.86,"endTime":4598.3499999999995,"body":"And you're right, Alan, it's the"},{"speaker":"Andy Hart","startTime":4598.62,"endTime":4601.68,"body":"least worst option. And it's"},{"speaker":"Andy Hart","startTime":4598.62,"endTime":4601.68,"body":"the, you know, putting the"},{"speaker":"Andy Hart","startTime":4601.68,"endTime":4603.5999999999995,"body":"building blocks together for,"},{"speaker":"Andy Hart","startTime":4601.68,"endTime":4603.5999999999995,"body":"you know, being the wealth"},{"speaker":"Andy Hart","startTime":4603.5999999999995,"endTime":4607.65,"body":"engine for the clients. In terms"},{"speaker":"Andy Hart","startTime":4603.5999999999995,"endTime":4607.65,"body":"of argument, passive and active,"},{"speaker":"Andy Hart","startTime":4607.65,"endTime":4611.04,"body":"I've not ever really had that"},{"speaker":"Andy Hart","startTime":4607.65,"endTime":4611.04,"body":"debate for years, I'm sure you"},{"speaker":"Andy Hart","startTime":4611.04,"endTime":4615.57,"body":"guys have moved on from it as"},{"speaker":"Andy Hart","startTime":4611.04,"endTime":4615.57,"body":"well. But as I say, I prefer to"},{"speaker":"Andy Hart","startTime":4615.57,"endTime":4618.8099999999995,"body":"go to an active advisor, that's"},{"speaker":"Andy Hart","startTime":4615.57,"endTime":4618.8099999999995,"body":"100% global equities, and the"},{"speaker":"Andy Hart","startTime":4618.8099999999995,"endTime":4623.88,"body":"passive advisor that's 5050. The"},{"speaker":"Andy Hart","startTime":4618.8099999999995,"endTime":4623.88,"body":"100% active equity portfolio,"},{"speaker":"Andy Hart","startTime":4623.88,"endTime":4627.5999999999995,"body":"things going to hammer the 5050"},{"speaker":"Andy Hart","startTime":4623.88,"endTime":4627.5999999999995,"body":"passive, so again, the guns are"},{"speaker":"Andy Hart","startTime":4627.5999999999995,"endTime":4630.03,"body":"facing the wrong direction. In"},{"speaker":"Andy Hart","startTime":4627.5999999999995,"endTime":4630.03,"body":"my opinion, it's all about the"},{"speaker":"Andy Hart","startTime":4630.03,"endTime":4633.57,"body":"asset allocation. Yes, we want"},{"speaker":"Andy Hart","startTime":4630.03,"endTime":4633.57,"body":"to keep the fees down. But the"},{"speaker":"Andy Hart","startTime":4633.57,"endTime":4636.5999999999995,"body":"asset allocation is going to"},{"speaker":"Andy Hart","startTime":4633.57,"endTime":4636.5999999999995,"body":"move the needle far more than"},{"speaker":"Andy Hart","startTime":4636.5999999999995,"endTime":4639.84,"body":"active versus passive, and also"},{"speaker":"Andy Hart","startTime":4636.5999999999995,"endTime":4639.84,"body":"fees of the funds. So the asset"},{"speaker":"Andy Hart","startTime":4639.84,"endTime":4643.5599999999995,"body":"allocation, I think is"},{"speaker":"Andy Hart","startTime":4639.84,"endTime":4643.5599999999995,"body":"absolutely central to all of"},{"speaker":"Andy Hart","startTime":4643.5599999999995,"endTime":4643.92,"body":"this."},{"speaker":"Nick Lincoln","startTime":4645.3,"endTime":4648.42,"body":"Just just to close"},{"speaker":"Nick Lincoln","startTime":4645.3,"endTime":4648.42,"body":"on this, we've all I think we've"},{"speaker":"Nick Lincoln","startTime":4648.42,"endTime":4651.63,"body":"all been through this journey"},{"speaker":"Nick Lincoln","startTime":4648.42,"endTime":4651.63,"body":"and where we were we initially"},{"speaker":"Nick Lincoln","startTime":4651.63,"endTime":4654.12,"body":"were active, fun pickers, and"},{"speaker":"Nick Lincoln","startTime":4651.63,"endTime":4654.12,"body":"then we make this transition"},{"speaker":"Nick Lincoln","startTime":4654.15,"endTime":4658.14,"body":"because we believe the evidence"},{"speaker":"Nick Lincoln","startTime":4654.15,"endTime":4658.14,"body":"is overwhelming. You're better"},{"speaker":"Nick Lincoln","startTime":4658.14,"endTime":4661.98,"body":"off just buying the broad market"},{"speaker":"Nick Lincoln","startTime":4658.14,"endTime":4661.98,"body":"and just going with the flow."},{"speaker":"Nick Lincoln","startTime":4662.8499999999995,"endTime":4665.5199999999995,"body":"And of course, that's happened"},{"speaker":"Nick Lincoln","startTime":4662.8499999999995,"endTime":4665.5199999999995,"body":"through our profession over the"},{"speaker":"Nick Lincoln","startTime":4665.5199999999995,"endTime":4668.4,"body":"last 20 years. Did you do any of"},{"speaker":"Nick Lincoln","startTime":4665.5199999999995,"endTime":4668.4,"body":"you guys know anybody who's"},{"speaker":"Nick Lincoln","startTime":4668.61,"endTime":4671.13,"body":"who's done this with a passive"},{"speaker":"Nick Lincoln","startTime":4668.61,"endTime":4671.13,"body":"approach for say 15 years and"},{"speaker":"Nick Lincoln","startTime":4671.13,"endTime":4674.55,"body":"then gone back to active I don't"},{"speaker":"Nick Lincoln","startTime":4671.13,"endTime":4674.55,"body":"know anybody, it really is a"},{"speaker":"Nick Lincoln","startTime":4674.55,"endTime":4678.2699999999995,"body":"switch you make that change?"},{"speaker":"Nick Lincoln","startTime":4674.55,"endTime":4678.2699999999995,"body":"It's a site it's very hard to"},{"speaker":"Nick Lincoln","startTime":4678.2699999999995,"endTime":4682.47,"body":"see the compelling evidence for"},{"speaker":"Nick Lincoln","startTime":4678.2699999999995,"endTime":4682.47,"body":"going back and so hard that no"},{"speaker":"Nick Lincoln","startTime":4682.47,"endTime":4686.34,"body":"one ever does it in our"},{"speaker":"Nick Lincoln","startTime":4682.47,"endTime":4686.34,"body":"experience. Okay, let's move on"},{"speaker":"Nick Lincoln","startTime":4686.37,"endTime":4694.38,"body":"to culture corner. Okay, so the"},{"speaker":"Nick Lincoln","startTime":4686.37,"endTime":4694.38,"body":"first culture corner is a book"},{"speaker":"Nick Lincoln","startTime":4694.41,"endTime":4697.0199999999995,"body":"just asked by Graham Eisner."},{"speaker":"Alan Smith","startTime":4698.19,"endTime":4703.5599999999995,"body":"Yes, that's from me."},{"speaker":"Alan Smith","startTime":4698.19,"endTime":4703.5599999999995,"body":"Graham Eisner is a he was the"},{"speaker":"Alan Smith","startTime":4703.5599999999995,"endTime":4706.47,"body":"head or senior person at Goldman"},{"speaker":"Alan Smith","startTime":4703.5599999999995,"endTime":4706.47,"body":"Sachs and their wealth"},{"speaker":"Alan Smith","startTime":4706.47,"endTime":4709.08,"body":"management division, and I can't"},{"speaker":"Alan Smith","startTime":4706.47,"endTime":4709.08,"body":"remember the exact statistics"},{"speaker":"Alan Smith","startTime":4709.08,"endTime":4712.59,"body":"but he took their wealth advice"},{"speaker":"Alan Smith","startTime":4709.08,"endTime":4712.59,"body":"arm, which obviously is dealing"},{"speaker":"Alan Smith","startTime":4712.59,"endTime":4715.41,"body":"with super high net worth"},{"speaker":"Alan Smith","startTime":4712.59,"endTime":4715.41,"body":"individuals, but really made a"},{"speaker":"Alan Smith","startTime":4715.41,"endTime":4718.3499999999995,"body":"massive success and became, I"},{"speaker":"Alan Smith","startTime":4715.41,"endTime":4718.3499999999995,"body":"think, their biggest, you know,"},{"speaker":"Alan Smith","startTime":4718.5599999999995,"endTime":4722.58,"body":"biggest revenue generator across"},{"speaker":"Alan Smith","startTime":4718.5599999999995,"endTime":4722.58,"body":"the whole company. Certainly in"},{"speaker":"Alan Smith","startTime":4722.58,"endTime":4725.64,"body":"the UK, I spent some time with"},{"speaker":"Alan Smith","startTime":4722.58,"endTime":4725.64,"body":"Graham has done some training"},{"speaker":"Alan Smith","startTime":4725.64,"endTime":4730.7699999999995,"body":"for us. His subject matter is"},{"speaker":"Alan Smith","startTime":4725.64,"endTime":4730.7699999999995,"body":"all about referrals. We've"},{"speaker":"Alan Smith","startTime":4730.7699999999995,"endTime":4734.34,"body":"talked about referral strategies"},{"speaker":"Alan Smith","startTime":4730.7699999999995,"endTime":4734.34,"body":"on this podcast before. But for"},{"speaker":"Alan Smith","startTime":4734.34,"endTime":4736.68,"body":"most professional services, and"},{"speaker":"Alan Smith","startTime":4734.34,"endTime":4736.68,"body":"particularly for financial"},{"speaker":"Alan Smith","startTime":4736.68,"endTime":4740.94,"body":"planners, it remains the number"},{"speaker":"Alan Smith","startTime":4736.68,"endTime":4740.94,"body":"one sort of opportunity to grow,"},{"speaker":"Alan Smith","startTime":4740.97,"endTime":4743.58,"body":"grow your business through word"},{"speaker":"Alan Smith","startTime":4740.97,"endTime":4743.58,"body":"of mouth and having existing"},{"speaker":"Alan Smith","startTime":4743.58,"endTime":4747.09,"body":"clients refer you to their"},{"speaker":"Alan Smith","startTime":4743.58,"endTime":4747.09,"body":"friends, family and connections."},{"speaker":"Alan Smith","startTime":4747.51,"endTime":4750.45,"body":"But no one in my experience has"},{"speaker":"Alan Smith","startTime":4747.51,"endTime":4750.45,"body":"ever nailed this stuff. No one"},{"speaker":"Alan Smith","startTime":4750.45,"endTime":4753.78,"body":"has got it, right. No one has"},{"speaker":"Alan Smith","startTime":4750.45,"endTime":4753.78,"body":"had that I've ever sort of met,"},{"speaker":"Alan Smith","startTime":4753.78,"endTime":4756.63,"body":"you know, any listener, by all"},{"speaker":"Alan Smith","startTime":4753.78,"endTime":4756.63,"body":"means, you know, get in touch"},{"speaker":"Alan Smith","startTime":4756.63,"endTime":4759.57,"body":"with us if you haven't nailed"},{"speaker":"Alan Smith","startTime":4756.63,"endTime":4759.57,"body":"this, but a systemized,"},{"speaker":"Alan Smith","startTime":4759.57,"endTime":4762.9,"body":"repeatable, scalable referral"},{"speaker":"Alan Smith","startTime":4759.57,"endTime":4762.9,"body":"type structure model that is"},{"speaker":"Alan Smith","startTime":4762.9,"endTime":4765.36,"body":"followed by all everyone in your"},{"speaker":"Alan Smith","startTime":4762.9,"endTime":4765.36,"body":"company and is generating great"},{"speaker":"Alan Smith","startTime":4765.36,"endTime":4768.18,"body":"opportunities for your business"},{"speaker":"Alan Smith","startTime":4765.36,"endTime":4768.18,"body":"week after week. Graham Eisner"},{"speaker":"Alan Smith","startTime":4768.87,"endTime":4772.5599999999995,"body":"has kind of done that. And he's"},{"speaker":"Alan Smith","startTime":4768.87,"endTime":4772.5599999999995,"body":"built it in a clearly"},{"speaker":"Alan Smith","startTime":4772.5599999999995,"endTime":4776.22,"body":"legitimate, successful wealth"},{"speaker":"Alan Smith","startTime":4772.5599999999995,"endTime":4776.22,"body":"management business at"},{"speaker":"Alan Smith","startTime":4776.22,"endTime":4779.16,"body":"Goldman's. And he's written a"},{"speaker":"Alan Smith","startTime":4776.22,"endTime":4779.16,"body":"book about it, and the book has"},{"speaker":"Alan Smith","startTime":4779.16,"endTime":4781.62,"body":"just asked, and he unpacks the"},{"speaker":"Alan Smith","startTime":4779.16,"endTime":4781.62,"body":"whole thing. There's seven key"},{"speaker":"Alan Smith","startTime":4781.62,"endTime":4785.49,"body":"components to it. It's a very"},{"speaker":"Alan Smith","startTime":4781.62,"endTime":4785.49,"body":"readable book just recently"},{"speaker":"Alan Smith","startTime":4785.49,"endTime":4789.12,"body":"published, he's done some"},{"speaker":"Alan Smith","startTime":4785.49,"endTime":4789.12,"body":"trading for us in our firm. It's"},{"speaker":"Alan Smith","startTime":4789.12,"endTime":4792.48,"body":"good. It's worthwhile by the"},{"speaker":"Alan Smith","startTime":4789.12,"endTime":4792.48,"body":"Book link in the show notes."},{"speaker":"Nick Lincoln","startTime":4792.87,"endTime":4795.39,"body":"Great stuff. Thank"},{"speaker":"Nick Lincoln","startTime":4792.87,"endTime":4795.39,"body":"you very much, Anna. The next"},{"speaker":"Nick Lincoln","startTime":4795.39,"endTime":4800.0999999999995,"body":"two are from me and these might"},{"speaker":"Nick Lincoln","startTime":4795.39,"endTime":4800.0999999999995,"body":"first listening seem seem well,"},{"speaker":"Nick Lincoln","startTime":4800.0999999999995,"endTime":4801.57,"body":"you might be asking what on"},{"speaker":"Nick Lincoln","startTime":4800.0999999999995,"endTime":4801.57,"body":"earth have they got to do with"},{"speaker":"Nick Lincoln","startTime":4801.57,"endTime":4803.97,"body":"financial services, but the"},{"speaker":"Nick Lincoln","startTime":4801.57,"endTime":4803.97,"body":"first book that I've just"},{"speaker":"Nick Lincoln","startTime":4803.97,"endTime":4806.97,"body":"finished reading is the bet"},{"speaker":"Nick Lincoln","startTime":4803.97,"endTime":4806.97,"body":"quite a well known book, Paul"},{"speaker":"Nick Lincoln","startTime":4806.97,"endTime":4809.88,"body":"Ehrlich, Julian Simon and our"},{"speaker":"Nick Lincoln","startTime":4806.97,"endTime":4809.88,"body":"gamble over the Earth's future."},{"speaker":"Nick Lincoln","startTime":4809.88,"endTime":4813.03,"body":"So Paul Ehrlich wrote the"},{"speaker":"Nick Lincoln","startTime":4809.88,"endTime":4813.03,"body":"population time bomb in 1960, or"},{"speaker":"Nick Lincoln","startTime":4813.03,"endTime":4815.97,"body":"69, said that millions and"},{"speaker":"Nick Lincoln","startTime":4813.03,"endTime":4815.97,"body":"millions and millions of people"},{"speaker":"Nick Lincoln","startTime":4815.97,"endTime":4819.15,"body":"will be dead by the end of the"},{"speaker":"Nick Lincoln","startTime":4815.97,"endTime":4819.15,"body":"1970s through famine, where"},{"speaker":"Nick Lincoln","startTime":4819.15,"endTime":4821.94,"body":"there's just too many people on"},{"speaker":"Nick Lincoln","startTime":4819.15,"endTime":4821.94,"body":"the planet. Paul Ehrlich is"},{"speaker":"Nick Lincoln","startTime":4821.94,"endTime":4824.7,"body":"still alive he has been wrong"},{"speaker":"Nick Lincoln","startTime":4821.94,"endTime":4824.7,"body":"about pretty much everything is"},{"speaker":"Nick Lincoln","startTime":4824.7,"endTime":4827.64,"body":"one of these Malthusian"},{"speaker":"Nick Lincoln","startTime":4824.7,"endTime":4827.64,"body":"prognosticators Of Doom is loved"},{"speaker":"Nick Lincoln","startTime":4827.64,"endTime":4830.88,"body":"by the New York Times and The"},{"speaker":"Nick Lincoln","startTime":4827.64,"endTime":4830.88,"body":"Guardian. And this guy, Julian"},{"speaker":"Nick Lincoln","startTime":4830.88,"endTime":4834.51,"body":"Simon in this in the 70s said,"},{"speaker":"Nick Lincoln","startTime":4830.88,"endTime":4834.51,"body":"Okay, let's have a bet. Paul"},{"speaker":"Nick Lincoln","startTime":4834.51,"endTime":4837.0,"body":"Ehrlich you think everything's"},{"speaker":"Nick Lincoln","startTime":4834.51,"endTime":4837.0,"body":"going to hell in a handbasket"},{"speaker":"Nick Lincoln","startTime":4837.0,"endTime":4839.8499999999995,"body":"that we're going to run out"},{"speaker":"Nick Lincoln","startTime":4837.0,"endTime":4839.8499999999995,"body":"commodities and food and and"},{"speaker":"Nick Lincoln","startTime":4839.88,"endTime":4843.42,"body":"they picked up five or six"},{"speaker":"Nick Lincoln","startTime":4839.88,"endTime":4843.42,"body":"commodities, you know, silver,"},{"speaker":"Nick Lincoln","startTime":4844.29,"endTime":4848.46,"body":"metals, whatever, iron and said"},{"speaker":"Nick Lincoln","startTime":4844.29,"endTime":4848.46,"body":"copper and silica by the end of"},{"speaker":"Nick Lincoln","startTime":4848.46,"endTime":4851.49,"body":"the decade, will these things"},{"speaker":"Nick Lincoln","startTime":4848.46,"endTime":4851.49,"body":"cost more or less? And by the"},{"speaker":"Nick Lincoln","startTime":4851.49,"endTime":4854.46,"body":"end of the 1980s, and Julian"},{"speaker":"Nick Lincoln","startTime":4851.49,"endTime":4854.46,"body":"Simon said they're gonna cost"},{"speaker":"Nick Lincoln","startTime":4854.46,"endTime":4856.5,"body":"less Paul Ehrlich said, no,"},{"speaker":"Nick Lincoln","startTime":4854.46,"endTime":4856.5,"body":"they're gonna be way more and"},{"speaker":"Nick Lincoln","startTime":4856.59,"endTime":4859.5599999999995,"body":"Julian Simon won this bet"},{"speaker":"Nick Lincoln","startTime":4856.59,"endTime":4859.5599999999995,"body":"between them. It's kind of you"},{"speaker":"Nick Lincoln","startTime":4859.5599999999995,"endTime":4863.01,"body":"know, but it's just this ongoing"},{"speaker":"Nick Lincoln","startTime":4859.5599999999995,"endTime":4863.01,"body":"thing that we have to be"},{"speaker":"Nick Lincoln","startTime":4863.01,"endTime":4865.53,"body":"optimistic about the future"},{"speaker":"Nick Lincoln","startTime":4863.01,"endTime":4865.53,"body":"because we have to be a fountain"},{"speaker":"Nick Lincoln","startTime":4865.53,"endTime":4868.65,"body":"of optimism for our for our for"},{"speaker":"Nick Lincoln","startTime":4865.53,"endTime":4868.65,"body":"our clients, right. You can't"},{"speaker":"Nick Lincoln","startTime":4868.65,"endTime":4871.11,"body":"let you cannot be a successful"},{"speaker":"Nick Lincoln","startTime":4868.65,"endTime":4871.11,"body":"investor. If you're a pessimist,"},{"speaker":"Nick Lincoln","startTime":4871.11,"endTime":4873.51,"body":"it just cannot be done. And the"},{"speaker":"Nick Lincoln","startTime":4871.11,"endTime":4873.51,"body":"books will entertaining It"},{"speaker":"Nick Lincoln","startTime":4873.51,"endTime":4876.12,"body":"sounds quite drab. It's quite"},{"speaker":"Nick Lincoln","startTime":4873.51,"endTime":4876.12,"body":"good and it's quite as fun bye."},{"speaker":"Nick Lincoln","startTime":4876.12,"endTime":4878.4,"body":"into their life to Julian Simon"},{"speaker":"Nick Lincoln","startTime":4876.12,"endTime":4878.4,"body":"has passed away they were these"},{"speaker":"Nick Lincoln","startTime":4878.4,"endTime":4881.28,"body":"two academics were just bitching"},{"speaker":"Nick Lincoln","startTime":4878.4,"endTime":4881.28,"body":"at each other in their papers"},{"speaker":"Nick Lincoln","startTime":4881.28,"endTime":4884.7,"body":"and so forth. It was just super"},{"speaker":"Nick Lincoln","startTime":4881.28,"endTime":4884.7,"body":"productive. Sounds"},{"speaker":"Carl Widger","startTime":4884.7,"endTime":4886.26,"body":"like that sounds"},{"speaker":"Carl Widger","startTime":4884.7,"endTime":4886.26,"body":"like the trap pack."},{"speaker":"Nick Lincoln","startTime":4886.29,"endTime":4890.3099999999995,"body":"Where did I ever"},{"speaker":"Nick Lincoln","startTime":4886.29,"endTime":4890.3099999999995,"body":"came over to your the RSC but in"},{"speaker":"Nick Lincoln","startTime":4890.4,"endTime":4893.13,"body":"the 90s there was a show in this"},{"speaker":"Nick Lincoln","startTime":4890.4,"endTime":4893.13,"body":"country called the Newman deal"},{"speaker":"Nick Lincoln","startTime":4893.16,"endTime":4896.28,"body":"show, a kind of Rockstar"},{"speaker":"Nick Lincoln","startTime":4893.16,"endTime":4896.28,"body":"comedians at the time for they"},{"speaker":"Nick Lincoln","startTime":4896.28,"endTime":4899.64,"body":"fell out. But they had a skip of"},{"speaker":"Nick Lincoln","startTime":4896.28,"endTime":4899.64,"body":"these two academics who would go"},{"speaker":"Nick Lincoln","startTime":4899.64,"endTime":4903.84,"body":"on stage with the sort of crusty"},{"speaker":"Nick Lincoln","startTime":4899.64,"endTime":4903.84,"body":"historians. And and it would all"},{"speaker":"Nick Lincoln","startTime":4903.84,"endTime":4905.64,"body":"be very serious. They'd be"},{"speaker":"Nick Lincoln","startTime":4903.84,"endTime":4905.64,"body":"talking about some subject and"},{"speaker":"Nick Lincoln","startTime":4905.64,"endTime":4908.64,"body":"then one of them would take a"},{"speaker":"Nick Lincoln","startTime":4905.64,"endTime":4908.64,"body":"perceived slight. And they just"},{"speaker":"Nick Lincoln","startTime":4908.64,"endTime":4913.11,"body":"thought that you know, that"},{"speaker":"Nick Lincoln","startTime":4908.64,"endTime":4913.11,"body":"tramp that lubes knew you use"},{"speaker":"Nick Lincoln","startTime":4913.11,"endTime":4916.98,"body":"the railway bridge, who smells"},{"speaker":"Nick Lincoln","startTime":4913.11,"endTime":4916.98,"body":"of Oui oui. I am familiar with"},{"speaker":"Nick Lincoln","startTime":4916.98,"endTime":4920.3099999999995,"body":"that person. That's your best"},{"speaker":"Nick Lincoln","startTime":4916.98,"endTime":4920.3099999999995,"body":"ever girlfriend."},{"speaker":"Unknown","startTime":4922.17,"endTime":4923.13,"body":"And this is what this"},{"speaker":"Unknown","startTime":4922.17,"endTime":4923.13,"body":"fool."},{"speaker":"Nick Lincoln","startTime":4925.0199999999995,"endTime":4927.36,"body":"Anyway, so yeah,"},{"speaker":"Nick Lincoln","startTime":4925.0199999999995,"endTime":4927.36,"body":"that's just an interesting book."},{"speaker":"Nick Lincoln","startTime":4927.36,"endTime":4930.54,"body":"But the second book is very"},{"speaker":"Nick Lincoln","startTime":4927.36,"endTime":4930.54,"body":"similar to James Dyson. His book"},{"speaker":"Nick Lincoln","startTime":4930.54,"endTime":4934.26,"body":"is called invention, obviously"},{"speaker":"Nick Lincoln","startTime":4930.54,"endTime":4934.26,"body":"the inventor of the Dyson. You"},{"speaker":"Nick Lincoln","startTime":4934.26,"endTime":4935.76,"body":"can't call it Hoover, because"},{"speaker":"Nick Lincoln","startTime":4934.26,"endTime":4935.76,"body":"that's the whole point of it."},{"speaker":"Nick Lincoln","startTime":4935.76,"endTime":4938.0999999999995,"body":"But you know what I mean,"},{"speaker":"Nick Lincoln","startTime":4935.76,"endTime":4938.0999999999995,"body":"fantastic British engineer, it"},{"speaker":"Nick Lincoln","startTime":4938.0999999999995,"endTime":4942.75,"body":"took him 5127 iterations of his"},{"speaker":"Nick Lincoln","startTime":4938.0999999999995,"endTime":4942.75,"body":"cyclone engine to get the thing"},{"speaker":"Nick Lincoln","startTime":4942.75,"endTime":4946.2,"body":"working, he was almost broke."},{"speaker":"Nick Lincoln","startTime":4942.75,"endTime":4946.2,"body":"He's an engineer in a country"},{"speaker":"Nick Lincoln","startTime":4946.2,"endTime":4948.48,"body":"that seems to now despise"},{"speaker":"Nick Lincoln","startTime":4946.2,"endTime":4948.48,"body":"engineering. He's got a great"},{"speaker":"Nick Lincoln","startTime":4948.48,"endTime":4951.8099999999995,"body":"tale in there about building the"},{"speaker":"Nick Lincoln","startTime":4948.48,"endTime":4951.8099999999995,"body":"ventilators, for the lockdown"},{"speaker":"Nick Lincoln","startTime":4951.84,"endTime":4954.87,"body":"bedwetting episode and how the"},{"speaker":"Nick Lincoln","startTime":4951.84,"endTime":4954.87,"body":"civil service just don't have a"},{"speaker":"Nick Lincoln","startTime":4954.87,"endTime":4958.14,"body":"flu and change the rationale"},{"speaker":"Nick Lincoln","startTime":4954.87,"endTime":4958.14,"body":"almost daily for six weeks"},{"speaker":"Nick Lincoln","startTime":4958.14,"endTime":4961.38,"body":"before telling him not to"},{"speaker":"Nick Lincoln","startTime":4958.14,"endTime":4961.38,"body":"bother. But I'll close with a"},{"speaker":"Nick Lincoln","startTime":4961.41,"endTime":4963.9,"body":"comment from his wife who says"},{"speaker":"Nick Lincoln","startTime":4961.41,"endTime":4963.9,"body":"optimism has to be the most"},{"speaker":"Nick Lincoln","startTime":4964.2,"endTime":4967.8,"body":"loving and supportive attribute"},{"speaker":"Nick Lincoln","startTime":4964.2,"endTime":4967.8,"body":"that James has. He doesn't just"},{"speaker":"Nick Lincoln","startTime":4967.8,"endTime":4969.99,"body":"hope for the best. He simply"},{"speaker":"Nick Lincoln","startTime":4967.8,"endTime":4969.99,"body":"believes that everything will"},{"speaker":"Nick Lincoln","startTime":4969.99,"endTime":4972.21,"body":"work out. And again, it's tying"},{"speaker":"Nick Lincoln","startTime":4969.99,"endTime":4972.21,"body":"in to this thing you know, as"},{"speaker":"Nick Lincoln","startTime":4972.21,"endTime":4975.48,"body":"financial advisors, our clients"},{"speaker":"Nick Lincoln","startTime":4972.21,"endTime":4975.48,"body":"are bombarded with negativity"},{"speaker":"Nick Lincoln","startTime":4975.48,"endTime":4978.0599999999995,"body":"all the time, everything is"},{"speaker":"Nick Lincoln","startTime":4975.48,"endTime":4978.0599999999995,"body":"worse than it ever was before."},{"speaker":"Nick Lincoln","startTime":4978.2699999999995,"endTime":4981.72,"body":"We've got to be that well that"},{"speaker":"Nick Lincoln","startTime":4978.2699999999995,"endTime":4981.72,"body":"they can draw on for optimism."},{"speaker":"Nick Lincoln","startTime":4981.78,"endTime":4983.76,"body":"We have to remain optimistic and"},{"speaker":"Nick Lincoln","startTime":4981.78,"endTime":4983.76,"body":"give some of that to our"},{"speaker":"Nick Lincoln","startTime":4983.76,"endTime":4986.67,"body":"clients. And those two books."},{"speaker":"Nick Lincoln","startTime":4983.76,"endTime":4986.67,"body":"Just you know, Ehrlich is wrong"},{"speaker":"Nick Lincoln","startTime":4986.67,"endTime":4992.67,"body":"about everything. James Dyson,"},{"speaker":"Nick Lincoln","startTime":4986.67,"endTime":4992.67,"body":"just crack on. Version 5126"},{"speaker":"Nick Lincoln","startTime":4992.67,"endTime":4995.94,"body":"Didn't work. Let's try version"},{"speaker":"Nick Lincoln","startTime":4992.67,"endTime":4995.94,"body":"one. Oh, now it works. And now"},{"speaker":"Nick Lincoln","startTime":4995.94,"endTime":4998.01,"body":"I'm multimillionaire. And now"},{"speaker":"Nick Lincoln","startTime":4995.94,"endTime":4998.01,"body":"I'm doing all kinds of things"},{"speaker":"Nick Lincoln","startTime":4998.01,"endTime":5000.65,"body":"like opening up universities and"},{"speaker":"Nick Lincoln","startTime":4998.01,"endTime":5000.65,"body":"encouraging engineering in this"},{"speaker":"Nick Lincoln","startTime":5000.65,"endTime":5005.9,"body":"country. Just a great a great,"},{"speaker":"Nick Lincoln","startTime":5000.65,"endTime":5005.9,"body":"great guy. Mr. wager on healing"},{"speaker":"Nick Lincoln","startTime":5005.9,"endTime":5006.74,"body":"with Brendan ring."},{"speaker":"Carl Widger","startTime":5007.91,"endTime":5012.98,"body":"Yeah, on healing is"},{"speaker":"Carl Widger","startTime":5007.91,"endTime":5012.98,"body":"a podcast by hosted by a girl"},{"speaker":"Carl Widger","startTime":5012.98,"endTime":5016.97,"body":"called Olivia hunt. And"},{"speaker":"Carl Widger","startTime":5012.98,"endTime":5016.97,"body":"basically she talks to kind of"},{"speaker":"Carl Widger","startTime":5016.97,"endTime":5021.68,"body":"people who have I suppose had"},{"speaker":"Carl Widger","startTime":5016.97,"endTime":5021.68,"body":"some bereavement throughout"},{"speaker":"Carl Widger","startTime":5021.68,"endTime":5024.68,"body":"their lives or whatever. And the"},{"speaker":"Carl Widger","startTime":5021.68,"endTime":5024.68,"body":"reason I mentioned this one is"},{"speaker":"Carl Widger","startTime":5024.68,"endTime":5027.53,"body":"Brendan ring is a friend of"},{"speaker":"Carl Widger","startTime":5024.68,"endTime":5027.53,"body":"mine. He's a client of mine, and"},{"speaker":"Carl Widger","startTime":5027.5599999999995,"endTime":5031.3099999999995,"body":"he lost his daughter cleaner."},{"speaker":"Carl Widger","startTime":5027.5599999999995,"endTime":5031.3099999999995,"body":"And you've probably have all"},{"speaker":"Carl Widger","startTime":5031.3099999999995,"endTime":5034.22,"body":"heard me talk about cleaning his"},{"speaker":"Carl Widger","startTime":5031.3099999999995,"endTime":5034.22,"body":"foundation. And we do a lot of"},{"speaker":"Carl Widger","startTime":5034.22,"endTime":5038.45,"body":"support work for that. Anyway,"},{"speaker":"Carl Widger","startTime":5034.22,"endTime":5038.45,"body":"listen to the podcast, because"},{"speaker":"Carl Widger","startTime":5039.14,"endTime":5043.73,"body":"we've all often set it to each"},{"speaker":"Carl Widger","startTime":5039.14,"endTime":5043.73,"body":"other about how lucky we are. We"},{"speaker":"Carl Widger","startTime":5043.73,"endTime":5047.78,"body":"all then five minutes later,"},{"speaker":"Carl Widger","startTime":5043.73,"endTime":5047.78,"body":"take it for granted. And we all"},{"speaker":"Carl Widger","startTime":5047.78,"endTime":5052.34,"body":"need reminders all of the time."},{"speaker":"Carl Widger","startTime":5047.78,"endTime":5052.34,"body":"And listen to the podcast and"},{"speaker":"Carl Widger","startTime":5052.34,"endTime":5054.98,"body":"listen to what Brendan has been"},{"speaker":"Carl Widger","startTime":5052.34,"endTime":5054.98,"body":"through. But listen to what"},{"speaker":"Carl Widger","startTime":5055.49,"endTime":5057.47,"body":"little bit like what you're"},{"speaker":"Carl Widger","startTime":5055.49,"endTime":5057.47,"body":"saying Nick what he turned it"},{"speaker":"Carl Widger","startTime":5057.47,"endTime":5061.04,"body":"into, he turned it into this"},{"speaker":"Carl Widger","startTime":5057.47,"endTime":5061.04,"body":"thing. I'm going to I'm going to"},{"speaker":"Carl Widger","startTime":5061.04,"endTime":5064.22,"body":"be it's going to be himself and"},{"speaker":"Carl Widger","startTime":5061.04,"endTime":5064.22,"body":"Terry his wife. If this is going"},{"speaker":"Carl Widger","startTime":5064.22,"endTime":5068.12,"body":"to be a force for good in in the"},{"speaker":"Carl Widger","startTime":5064.22,"endTime":5068.12,"body":"in the memory of cleaner. It's"},{"speaker":"Carl Widger","startTime":5068.12,"endTime":5071.5999999999995,"body":"an inspirational podcast. Olivia"},{"speaker":"Carl Widger","startTime":5068.12,"endTime":5071.5999999999995,"body":"does a great job and talking to"},{"speaker":"Carl Widger","startTime":5071.5999999999995,"endTime":5074.54,"body":"Brandon because I know Brandon"},{"speaker":"Carl Widger","startTime":5071.5999999999995,"endTime":5074.54,"body":"wasn't very comfortable going in"},{"speaker":"Carl Widger","startTime":5074.54,"endTime":5079.07,"body":"to do the podcast. Please,"},{"speaker":"Carl Widger","startTime":5074.54,"endTime":5079.07,"body":"everybody have a listen and then"},{"speaker":"Carl Widger","startTime":5079.0999999999995,"endTime":5082.3099999999995,"body":"realize after you finished it,"},{"speaker":"Carl Widger","startTime":5079.0999999999995,"endTime":5082.3099999999995,"body":"how lucky you actually are."},{"speaker":"Nick Lincoln","startTime":5082.61,"endTime":5084.89,"body":"Wow, brilliant."},{"speaker":"Nick Lincoln","startTime":5082.61,"endTime":5084.89,"body":"Thanks. Thanks. Go and I will do"},{"speaker":"Nick Lincoln","startTime":5084.89,"endTime":5088.28,"body":"that son. And Mr. Hart. You have"},{"speaker":"Nick Lincoln","startTime":5084.89,"endTime":5088.28,"body":"a culture corner for Michael"},{"speaker":"Nick Lincoln","startTime":5088.28,"endTime":5088.73,"body":"Lewis."},{"speaker":"Andy Hart","startTime":5089.15,"endTime":5092.33,"body":"Yeah, Michael Lewis"},{"speaker":"Andy Hart","startTime":5089.15,"endTime":5092.33,"body":"is a famous author from the US."},{"speaker":"Andy Hart","startTime":5092.39,"endTime":5095.42,"body":"He has a podcast. It's got three"},{"speaker":"Andy Hart","startTime":5092.39,"endTime":5095.42,"body":"seasons. It's absolutely"},{"speaker":"Andy Hart","startTime":5095.42,"endTime":5097.67,"body":"awesome. I listened to two"},{"speaker":"Andy Hart","startTime":5095.42,"endTime":5097.67,"body":"seasons years ago, and then the"},{"speaker":"Andy Hart","startTime":5097.67,"endTime":5099.7699999999995,"body":"third season only recently. So"},{"speaker":"Andy Hart","startTime":5097.67,"endTime":5099.7699999999995,"body":"that's why I put it on the"},{"speaker":"Andy Hart","startTime":5100.16,"endTime":5104.42,"body":"culture corner. His podcast is"},{"speaker":"Andy Hart","startTime":5100.16,"endTime":5104.42,"body":"via the Pushkin sort of network,"},{"speaker":"Andy Hart","startTime":5104.42,"endTime":5106.8499999999995,"body":"which is about Malcolm Gladwell."},{"speaker":"Andy Hart","startTime":5104.42,"endTime":5106.8499999999995,"body":"His podcast network is called"},{"speaker":"Andy Hart","startTime":5106.88,"endTime":5109.8499999999995,"body":"against the rules by Michael"},{"speaker":"Andy Hart","startTime":5106.88,"endTime":5109.8499999999995,"body":"Lewis. He's written books such"},{"speaker":"Andy Hart","startTime":5109.8499999999995,"endTime":5113.24,"body":"as the undoing project, which is"},{"speaker":"Andy Hart","startTime":5109.8499999999995,"endTime":5113.24,"body":"his latest one. His famous one"},{"speaker":"Andy Hart","startTime":5113.24,"endTime":5117.98,"body":"was liars, poker flash boys."},{"speaker":"Andy Hart","startTime":5113.24,"endTime":5117.98,"body":"Superb at sort of narrative and"},{"speaker":"Andy Hart","startTime":5117.98,"endTime":5123.5599999999995,"body":"stories. And the three series"},{"speaker":"Andy Hart","startTime":5117.98,"endTime":5123.5599999999995,"body":"that he's got all three seasons"},{"speaker":"Andy Hart","startTime":5123.5599999999995,"endTime":5126.32,"body":"that he's got against the rules"},{"speaker":"Andy Hart","startTime":5123.5599999999995,"endTime":5126.32,"body":"of first seasons all it was all"},{"speaker":"Andy Hart","startTime":5126.32,"endTime":5130.73,"body":"about the roles that referees"},{"speaker":"Andy Hart","startTime":5126.32,"endTime":5130.73,"body":"play in, in sort of life in"},{"speaker":"Andy Hart","startTime":5130.73,"endTime":5135.89,"body":"America. Season two is all about"},{"speaker":"Andy Hart","startTime":5130.73,"endTime":5135.89,"body":"coaches. And season three is all"},{"speaker":"Andy Hart","startTime":5135.89,"endTime":5139.49,"body":"about experts. It is absolutely"},{"speaker":"Andy Hart","startTime":5135.89,"endTime":5139.49,"body":"awesome. So if you're into your"},{"speaker":"Andy Hart","startTime":5139.49,"endTime":5144.38,"body":"podcast into good stories, the"},{"speaker":"Andy Hart","startTime":5139.49,"endTime":5144.38,"body":"Michael Lewis against the rules"},{"speaker":"Andy Hart","startTime":5144.38,"endTime":5148.34,"body":"podcast is massive, strong"},{"speaker":"Andy Hart","startTime":5144.38,"endTime":5148.34,"body":"recommendation from me."},{"speaker":"Alan Smith","startTime":5149.0599999999995,"endTime":5151.16,"body":"I agree. I've"},{"speaker":"Alan Smith","startTime":5149.0599999999995,"endTime":5151.16,"body":"listened to the first two"},{"speaker":"Alan Smith","startTime":5151.16,"endTime":5154.04,"body":"seasons I didn't know it a third"},{"speaker":"Alan Smith","startTime":5151.16,"endTime":5154.04,"body":"season. Yeah, that's I didn't"},{"speaker":"Alan Smith","startTime":5154.04,"endTime":5158.2699999999995,"body":"really brilliant storyteller. I"},{"speaker":"Alan Smith","startTime":5154.04,"endTime":5158.2699999999995,"body":"think I've read all if not most"},{"speaker":"Alan Smith","startTime":5158.2699999999995,"endTime":5161.66,"body":"of his books. I just love the"},{"speaker":"Alan Smith","startTime":5158.2699999999995,"endTime":5161.66,"body":"way Oh, he's X. I think Salomon"},{"speaker":"Alan Smith","startTime":5161.66,"endTime":5164.42,"body":"Brothers trader, wasn't he so he"},{"speaker":"Alan Smith","startTime":5161.66,"endTime":5164.42,"body":"knows all about the financial"},{"speaker":"Alan Smith","startTime":5164.42,"endTime":5167.0,"body":"world. Hasn't you got a book out"},{"speaker":"Alan Smith","startTime":5164.42,"endTime":5167.0,"body":"now about the whole kind of"},{"speaker":"Alan Smith","startTime":5167.0,"endTime":5172.76,"body":"COVID as bad NASA snake reverser"},{"speaker":"Alan Smith","startTime":5167.0,"endTime":5172.76,"body":"bedwetting episode The, I think"},{"speaker":"Alan Smith","startTime":5172.76,"endTime":5174.59,"body":"he has or he's or he's about to"},{"speaker":"Alan Smith","startTime":5172.76,"endTime":5174.59,"body":"have that. I"},{"speaker":"Andy Hart","startTime":5174.59,"endTime":5177.83,"body":"think that what he's"},{"speaker":"Andy Hart","startTime":5174.59,"endTime":5177.83,"body":"working on is the crypto mess of"},{"speaker":"Andy Hart","startTime":5177.83,"endTime":5180.83,"body":"FTX. So he's involved in that."},{"speaker":"Andy Hart","startTime":5177.83,"endTime":5180.83,"body":"So he's going to talk about the"},{"speaker":"Andy Hart","startTime":5180.83,"endTime":5184.46,"body":"whole Rise of the whole crypto"},{"speaker":"Andy Hart","startTime":5180.83,"endTime":5184.46,"body":"world and when it sort of"},{"speaker":"Andy Hart","startTime":5184.46,"endTime":5187.82,"body":"happened and the story behind"},{"speaker":"Andy Hart","startTime":5184.46,"endTime":5187.82,"body":"it, so that's going to be pretty"},{"speaker":"Andy Hart","startTime":5187.82,"endTime":5189.62,"body":"awesome when that comes out."},{"speaker":"Andy Hart","startTime":5187.82,"endTime":5189.62,"body":"That's the latest book is"},{"speaker":"Andy Hart","startTime":5189.62,"endTime":5190.01,"body":"working."},{"speaker":"Carl Widger","startTime":5191.179,"endTime":5193.699,"body":"Yeah, that bug is"},{"speaker":"Carl Widger","startTime":5191.179,"endTime":5193.699,"body":"gonna be amazing. And that that"},{"speaker":"Carl Widger","startTime":5193.699,"endTime":5197.239,"body":"that that Netflix series is"},{"speaker":"Carl Widger","startTime":5193.699,"endTime":5197.239,"body":"going to be amazing, like what"},{"speaker":"Carl Widger","startTime":5197.269,"endTime":5201.799,"body":"those dudes and girls were doing"},{"speaker":"Carl Widger","startTime":5197.269,"endTime":5201.799,"body":"was afterwards,"},{"speaker":"Andy Hart","startTime":5201.86,"endTime":5205.67,"body":"but he's changed"},{"speaker":"Andy Hart","startTime":5201.86,"endTime":5205.67,"body":"tracking to its origins and the"},{"speaker":"Andy Hart","startTime":5205.67,"endTime":5207.7699999999995,"body":"whole reason why this has all"},{"speaker":"Andy Hart","startTime":5205.67,"endTime":5207.7699999999995,"body":"happened and stuff and he's"},{"speaker":"Andy Hart","startTime":5207.7699999999995,"endTime":5211.3099999999995,"body":"going to sell it in an amazing"},{"speaker":"Andy Hart","startTime":5207.7699999999995,"endTime":5211.3099999999995,"body":"story. He's actually got some"},{"speaker":"Andy Hart","startTime":5211.3099999999995,"endTime":5214.58,"body":"sort of behind the scenes on the"},{"speaker":"Andy Hart","startTime":5211.3099999999995,"endTime":5214.58,"body":"on the on the latest against the"},{"speaker":"Andy Hart","startTime":5214.58,"endTime":5217.91,"body":"rules podcast. Again, he needs"},{"speaker":"Andy Hart","startTime":5214.58,"endTime":5217.91,"body":"any explains to you how he puts"},{"speaker":"Andy Hart","startTime":5217.91,"endTime":5221.33,"body":"his stories together and stuff"},{"speaker":"Andy Hart","startTime":5217.91,"endTime":5221.33,"body":"is really, really, yeah, well,"},{"speaker":"Andy Hart","startTime":5221.33,"endTime":5223.82,"body":"that's in the podcast that's in"},{"speaker":"Andy Hart","startTime":5221.33,"endTime":5223.82,"body":"the podcast and against the"},{"speaker":"Andy Hart","startTime":5223.82,"endTime":5229.7,"body":"rules. He he talks, he talks"},{"speaker":"Andy Hart","startTime":5223.82,"endTime":5229.7,"body":"about it. So to study a subject,"},{"speaker":"Andy Hart","startTime":5229.7,"endTime":5232.28,"body":"he learns around the subject,"},{"speaker":"Andy Hart","startTime":5229.7,"endTime":5232.28,"body":"and he knows that he's not going"},{"speaker":"Andy Hart","startTime":5232.28,"endTime":5234.59,"body":"to use any of that in the book,"},{"speaker":"Andy Hart","startTime":5232.28,"endTime":5234.59,"body":"but he just needs to get closer"},{"speaker":"Andy Hart","startTime":5234.59,"endTime":5237.92,"body":"to the subject. So so he talks"},{"speaker":"Andy Hart","startTime":5234.59,"endTime":5237.92,"body":"about this whole sort of process"},{"speaker":"Andy Hart","startTime":5237.92,"endTime":5240.86,"body":"of put stories together. It is"},{"speaker":"Andy Hart","startTime":5237.92,"endTime":5240.86,"body":"awesome. Awesome. Awesome. Yeah."},{"speaker":"Andy Hart","startTime":5240.89,"endTime":5241.34,"body":"Check it out."},{"speaker":"Nick Lincoln","startTime":5242.96,"endTime":5245.0,"body":"Very good. Yeah,"},{"speaker":"Nick Lincoln","startTime":5242.96,"endTime":5245.0,"body":"there's that famous pictures in"},{"speaker":"Nick Lincoln","startTime":5245.0,"endTime":5247.94,"body":"there of Tony Blair and Bill"},{"speaker":"Nick Lincoln","startTime":5245.0,"endTime":5247.94,"body":"Clinton and Sam Backman fried on"},{"speaker":"Nick Lincoln","startTime":5248.57,"endTime":5251.63,"body":"on the stage. I sought to work"},{"speaker":"Nick Lincoln","startTime":5248.57,"endTime":5251.63,"body":"out who's the biggest criminal"},{"speaker":"Nick Lincoln","startTime":5251.87,"endTime":5255.86,"body":"okay. No, no, I think that's it,"},{"speaker":"Nick Lincoln","startTime":5251.87,"endTime":5255.86,"body":"isn't it? I think we I think"},{"speaker":"Nick Lincoln","startTime":5255.86,"endTime":5257.5999999999995,"body":"we're there for that. I mean,"},{"speaker":"Nick Lincoln","startTime":5255.86,"endTime":5257.5999999999995,"body":"it's Christ almighty bank"},{"speaker":"Nick Lincoln","startTime":5257.5999999999995,"endTime":5261.62,"body":"holiday and we're not an hour"},{"speaker":"Nick Lincoln","startTime":5257.5999999999995,"endTime":5261.62,"body":"and a half into this. Wow. Wow,"},{"speaker":"Nick Lincoln","startTime":5261.62,"endTime":5268.25,"body":"thanks very much. Well, every"},{"speaker":"Nick Lincoln","startTime":5261.62,"endTime":5268.25,"body":"day is a half an hour or so."},{"speaker":"Nick Lincoln","startTime":5268.55,"endTime":5272.8099999999995,"body":"That's a wrap and stuff. So"},{"speaker":"Nick Lincoln","startTime":5268.55,"endTime":5272.8099999999995,"body":"thank you. For your precious and"},{"speaker":"Nick Lincoln","startTime":5272.8099999999995,"endTime":5275.96,"body":"your input into the show rate"},{"speaker":"Nick Lincoln","startTime":5272.8099999999995,"endTime":5275.96,"body":"isn't even six out of five star"},{"speaker":"Nick Lincoln","startTime":5275.96,"endTime":5278.0599999999995,"body":"review on iTunes. We do love"},{"speaker":"Nick Lincoln","startTime":5275.96,"endTime":5278.0599999999995,"body":"them. We'd love the kind"},{"speaker":"Nick Lincoln","startTime":5278.12,"endTime":5281.72,"body":"remarks. It gives us some just"},{"speaker":"Nick Lincoln","startTime":5278.12,"endTime":5281.72,"body":"amazing Phillips. Of course like"},{"speaker":"Nick Lincoln","startTime":5281.72,"endTime":5284.57,"body":"and subscribe to our YouTube"},{"speaker":"Nick Lincoln","startTime":5281.72,"endTime":5284.57,"body":"channel. But until the next time"},{"speaker":"Nick Lincoln","startTime":5284.57,"endTime":5287.96,"body":"from the trap pack, it's at the"},{"speaker":"Nick Lincoln","startTime":5284.57,"endTime":5287.96,"body":"OS and take care of their folks."},{"speaker":"Nick Lincoln","startTime":5287.96,"endTime":5290.5999999999995,"body":"Goodbye. Cheerio."}]}