{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":7.98,"endTime":13.02,"body":"Welcome to The Real"},{"speaker":"Unknown","startTime":7.98,"endTime":13.02,"body":"advisor podcast, T R A P trap."},{"speaker":"Unknown","startTime":13.41,"endTime":16.65,"body":"Please follow us and join in the"},{"speaker":"Unknown","startTime":13.41,"endTime":16.65,"body":"conversation on Twitter at"},{"speaker":"Unknown","startTime":16.65,"endTime":20.37,"body":"advisor podcast where you can"},{"speaker":"Unknown","startTime":16.65,"endTime":20.37,"body":"suggest ideas and themes you'd"},{"speaker":"Unknown","startTime":20.37,"endTime":23.82,"body":"like the truck team to discuss."},{"speaker":"Unknown","startTime":20.37,"endTime":23.82,"body":"Also remember to like and"},{"speaker":"Unknown","startTime":23.82,"endTime":27.48,"body":"subscribe to our YouTube channel"},{"speaker":"Unknown","startTime":23.82,"endTime":27.48,"body":"and leave a six out of five star"},{"speaker":"Unknown","startTime":27.48,"endTime":31.44,"body":"review on iTunes. Doing all this"},{"speaker":"Unknown","startTime":27.48,"endTime":31.44,"body":"really really helps us which"},{"speaker":"Unknown","startTime":31.44,"endTime":34.92,"body":"means we can do more to help"},{"speaker":"Unknown","startTime":31.44,"endTime":34.92,"body":"you. Now let's head over to the"},{"speaker":"Unknown","startTime":34.92,"endTime":37.23,"body":"studio for the latest pilot trap"},{"speaker":"Nick Lincoln","startTime":43.62,"endTime":46.26,"body":"yes indeed, dear"},{"speaker":"Nick Lincoln","startTime":43.62,"endTime":46.26,"body":"TRAPPIST, welcome back to what"},{"speaker":"Nick Lincoln","startTime":46.26,"endTime":50.1,"body":"many people are calling episode"},{"speaker":"Nick Lincoln","startTime":46.26,"endTime":50.1,"body":"23 of the real advisor podcast"},{"speaker":"Nick Lincoln","startTime":50.1,"endTime":54.45,"body":"te R A P trap. My name is"},{"speaker":"Nick Lincoln","startTime":50.1,"endTime":54.45,"body":"Lincoln and joining me as every"},{"speaker":"Nick Lincoln","startTime":54.48,"endTime":58.14,"body":"other three are the Horsemen of"},{"speaker":"Nick Lincoln","startTime":54.48,"endTime":58.14,"body":"the Apocalypse. Call the voice"},{"speaker":"Nick Lincoln","startTime":58.14,"endTime":63.57,"body":"Woody Allen the storyteller"},{"speaker":"Nick Lincoln","startTime":58.14,"endTime":63.57,"body":"Smith and and the heart Now"},{"speaker":"Nick Lincoln","startTime":63.57,"endTime":66.63,"body":"gentlemen We have a show pack"},{"speaker":"Nick Lincoln","startTime":63.57,"endTime":66.63,"body":"full of absolutely nothing. So"},{"speaker":"Nick Lincoln","startTime":66.63,"endTime":69.48,"body":"let's start on packing it"},{"speaker":"Nick Lincoln","startTime":66.63,"endTime":69.48,"body":"straight away with three high"},{"speaker":"Nick Lincoln","startTime":69.48,"endTime":72.96,"body":"energy reviews from the review"},{"speaker":"Nick Lincoln","startTime":69.48,"endTime":72.96,"body":"Meister Mr. Andrew Hart."},{"speaker":"Andy Hart","startTime":73.65,"endTime":76.02,"body":"Does anyone else on"},{"speaker":"Andy Hart","startTime":73.65,"endTime":76.02,"body":"the trapeze team want to share"},{"speaker":"Andy Hart","startTime":76.02,"endTime":78.63,"body":"with the listeners why we were"},{"speaker":"Andy Hart","startTime":76.02,"endTime":78.63,"body":"laughing when Nick Lincoln just"},{"speaker":"Andy Hart","startTime":78.63,"endTime":82.2,"body":"came in then? Are we going to"},{"speaker":"Andy Hart","startTime":78.63,"endTime":82.2,"body":"not John professionals,"},{"speaker":"Nick Lincoln","startTime":82.59,"endTime":83.61,"body":"we're going to"},{"speaker":"Nick Lincoln","startTime":82.59,"endTime":83.61,"body":"know John because we're not"},{"speaker":"Nick Lincoln","startTime":83.61,"endTime":85.32,"body":"talking about and we agreed that"},{"speaker":"Nick Lincoln","startTime":83.61,"endTime":85.32,"body":"for your joints"},{"speaker":"Andy Hart","startTime":89.97,"endTime":93.03,"body":"Okay, I'll continue"},{"speaker":"Andy Hart","startTime":89.97,"endTime":93.03,"body":"with the reviews. The first"},{"speaker":"Andy Hart","startTime":93.03,"endTime":96.6,"body":"review is from pure and rustige"},{"speaker":"Andy Hart","startTime":93.03,"endTime":96.6,"body":"invaluable for new entrants for"},{"speaker":"Andy Hart","startTime":96.6,"endTime":99.78,"body":"the to the profession five"},{"speaker":"Andy Hart","startTime":96.6,"endTime":99.78,"body":"stars. I found this to be gold"},{"speaker":"Andy Hart","startTime":99.78,"endTime":102.33,"body":"dust as a new entrance. The"},{"speaker":"Andy Hart","startTime":99.78,"endTime":102.33,"body":"field is fun, informative, and"},{"speaker":"Andy Hart","startTime":102.33,"endTime":104.64,"body":"it shows how you can take the"},{"speaker":"Andy Hart","startTime":102.33,"endTime":104.64,"body":"profession seriously without"},{"speaker":"Andy Hart","startTime":104.64,"endTime":107.85,"body":"taking yourself too seriously. I"},{"speaker":"Andy Hart","startTime":104.64,"endTime":107.85,"body":"particularly value that there"},{"speaker":"Andy Hart","startTime":107.85,"endTime":110.88,"body":"are four hosts with four sets of"},{"speaker":"Andy Hart","startTime":107.85,"endTime":110.88,"body":"views for me hearing competing"},{"speaker":"Andy Hart","startTime":110.88,"endTime":113.49,"body":"ideas and challenging one"},{"speaker":"Andy Hart","startTime":110.88,"endTime":113.49,"body":"another is what sets this"},{"speaker":"Andy Hart","startTime":113.49,"endTime":116.55,"body":"podcast apart. Six out of five"},{"speaker":"Andy Hart","startTime":113.49,"endTime":116.55,"body":"stars just make sure to grab"},{"speaker":"Andy Hart","startTime":116.55,"endTime":120.21,"body":"yourself a very long drink. The"},{"speaker":"Andy Hart","startTime":116.55,"endTime":120.21,"body":"next review has been left on"},{"speaker":"Andy Hart","startTime":120.24,"endTime":125.04,"body":"YouTube like and subscribe as"},{"speaker":"Andy Hart","startTime":120.24,"endTime":125.04,"body":"they say this is from at Stuart"},{"speaker":"Andy Hart","startTime":125.04,"endTime":128.49,"body":"Mullen nine nine to to how you"},{"speaker":"Andy Hart","startTime":125.04,"endTime":128.49,"body":"guys haven't watched from the"},{"speaker":"Andy Hart","startTime":128.49,"endTime":132.18,"body":"start to Episode 22 already. I"},{"speaker":"Andy Hart","startTime":128.49,"endTime":132.18,"body":"can only say that this is"},{"speaker":"Andy Hart","startTime":132.18,"endTime":136.14,"body":"excellent. Kinda like the grand"},{"speaker":"Andy Hart","startTime":132.18,"endTime":136.14,"body":"tour for finance. I know there's"},{"speaker":"Andy Hart","startTime":136.14,"endTime":140.28,"body":"four instead of three hosts so I"},{"speaker":"Andy Hart","startTime":136.14,"endTime":140.28,"body":"won't say who I think to as a 53"},{"speaker":"Andy Hart","startTime":140.28,"endTime":143.97,"body":"year old punter, not a finance"},{"speaker":"Andy Hart","startTime":140.28,"endTime":143.97,"body":"professional. I can only say"},{"speaker":"Andy Hart","startTime":143.97,"endTime":146.49,"body":"that the content is very thought"},{"speaker":"Andy Hart","startTime":143.97,"endTime":146.49,"body":"provoking and it has a real"},{"speaker":"Andy Hart","startTime":146.49,"endTime":149.19,"body":"nuggets despite the glib"},{"speaker":"Andy Hart","startTime":146.49,"endTime":149.19,"body":"reference to a certain other"},{"speaker":"Andy Hart","startTime":149.19,"endTime":154.08,"body":"program. Very valuable stuff to"},{"speaker":"Andy Hart","startTime":149.19,"endTime":154.08,"body":"a pre retiree, but also put a"},{"speaker":"Andy Hart","startTime":154.08,"endTime":156.21,"body":"baby at any stage of their"},{"speaker":"Andy Hart","startTime":154.08,"endTime":156.21,"body":"financial journey. I look"},{"speaker":"Andy Hart","startTime":156.21,"endTime":158.97,"body":"forward to many more episodes"},{"speaker":"Andy Hart","startTime":156.21,"endTime":158.97,"body":"love that delivery style."},{"speaker":"Andy Hart","startTime":159.33,"endTime":162.84,"body":"Considering I think this is"},{"speaker":"Andy Hart","startTime":159.33,"endTime":162.84,"body":"aimed more at professionals. I'd"},{"speaker":"Andy Hart","startTime":162.84,"endTime":165.39,"body":"say that this is the best"},{"speaker":"Andy Hart","startTime":162.84,"endTime":165.39,"body":"personal finance podcast out"},{"speaker":"Andy Hart","startTime":165.39,"endTime":169.23,"body":"there. Certainly in the UK."},{"speaker":"Andy Hart","startTime":165.39,"endTime":169.23,"body":"Thank you five stars. That's"},{"speaker":"Andy Hart","startTime":169.23,"endTime":172.71,"body":"from Stuart Mullin. 992. Back to"},{"speaker":"Andy Hart","startTime":169.23,"endTime":172.71,"body":"you boss."},{"speaker":"Nick Lincoln","startTime":174.36,"endTime":175.41,"body":"Wow, brilliant"},{"speaker":"Nick Lincoln","startTime":174.36,"endTime":175.41,"body":"review."},{"speaker":"Alan Smith","startTime":177.78,"endTime":178.68,"body":"Great reviews."},{"speaker":"Alan Smith","startTime":177.78,"endTime":178.68,"body":"Ashley"},{"speaker":"Nick Lincoln","startTime":178.74,"endTime":180.48,"body":"Stewart has left a"},{"speaker":"Nick Lincoln","startTime":178.74,"endTime":180.48,"body":"question for us, which we will"},{"speaker":"Nick Lincoln","startTime":180.48,"endTime":183.36,"body":"come onto in a future episode"},{"speaker":"Nick Lincoln","startTime":180.48,"endTime":183.36,"body":"where a trapeze question he's"},{"speaker":"Nick Lincoln","startTime":183.36,"endTime":186.57,"body":"actually a pilot. So he really"},{"speaker":"Nick Lincoln","startTime":183.36,"endTime":186.57,"body":"isn't a different feel to us."},{"speaker":"Nick Lincoln","startTime":187.14,"endTime":188.7,"body":"Wow. Right. Okay. Typical"},{"speaker":"Unknown","startTime":188.7,"endTime":189.84,"body":"tip proper"},{"speaker":"Unknown","startTime":188.7,"endTime":189.84,"body":"professional."},{"speaker":"Nick Lincoln","startTime":190.29,"endTime":193.14,"body":"appropriately."},{"speaker":"Nick Lincoln","startTime":190.29,"endTime":193.14,"body":"Yeah, exactly. Mr. Witte. Mr."},{"speaker":"Nick Lincoln","startTime":193.14,"endTime":195.96,"body":"widger. Eu 2023."},{"speaker":"Carl Widger","startTime":197.07,"endTime":201.6,"body":"Yeah, so I spoke"},{"speaker":"Carl Widger","startTime":197.07,"endTime":201.6,"body":"before about I think one of our"},{"speaker":"Carl Widger","startTime":201.6,"endTime":204.78,"body":"very early on episodes, maybe"},{"speaker":"Carl Widger","startTime":201.6,"endTime":204.78,"body":"even the first one. We did"},{"speaker":"Carl Widger","startTime":204.78,"endTime":208.68,"body":"future you last year. So future"},{"speaker":"Carl Widger","startTime":204.78,"endTime":208.68,"body":"you guys have spoken about this"},{"speaker":"Carl Widger","startTime":208.71,"endTime":211.47,"body":"an awful lot. And when we get"},{"speaker":"Carl Widger","startTime":208.71,"endTime":211.47,"body":"together, it's kind of one of"},{"speaker":"Carl Widger","startTime":211.47,"endTime":215.22,"body":"the main topics of conversation."},{"speaker":"Carl Widger","startTime":211.47,"endTime":215.22,"body":"It's like, what do we how do we"},{"speaker":"Carl Widger","startTime":215.22,"endTime":220.17,"body":"guide ourselves along with our"},{"speaker":"Carl Widger","startTime":215.22,"endTime":220.17,"body":"clients in terms of, well,"},{"speaker":"Carl Widger","startTime":220.17,"endTime":223.05,"body":"you're motoring along at a"},{"speaker":"Carl Widger","startTime":220.17,"endTime":223.05,"body":"million miles an hour running"},{"speaker":"Carl Widger","startTime":223.05,"endTime":226.77,"body":"your business or you're a senior"},{"speaker":"Carl Widger","startTime":223.05,"endTime":226.77,"body":"exec in a in a multinational."},{"speaker":"Carl Widger","startTime":227.46,"endTime":229.77,"body":"The day comes where you either"},{"speaker":"Carl Widger","startTime":227.46,"endTime":229.77,"body":"sell your business or you're"},{"speaker":"Carl Widger","startTime":229.77,"endTime":233.64,"body":"retiring from the multinational"},{"speaker":"Carl Widger","startTime":229.77,"endTime":233.64,"body":"what happens next, because money"},{"speaker":"Carl Widger","startTime":233.64,"endTime":237.3,"body":"tends not to be the issue in"},{"speaker":"Carl Widger","startTime":233.64,"endTime":237.3,"body":"terms of what happens next. So"},{"speaker":"Carl Widger","startTime":237.3,"endTime":240.3,"body":"we decided last year we do"},{"speaker":"Carl Widger","startTime":237.3,"endTime":240.3,"body":"future you, which was all about"},{"speaker":"Carl Widger","startTime":240.63,"endTime":244.44,"body":"I suppose getting yourself"},{"speaker":"Carl Widger","startTime":240.63,"endTime":244.44,"body":"future ready. So making sure"},{"speaker":"Carl Widger","startTime":244.44,"endTime":249.09,"body":"that you had all your ducks in a"},{"speaker":"Carl Widger","startTime":244.44,"endTime":249.09,"body":"row in terms of what did the"},{"speaker":"Carl Widger","startTime":249.09,"endTime":252.66,"body":"third act look like? You know,"},{"speaker":"Carl Widger","startTime":249.09,"endTime":252.66,"body":"what were you going to do? So"},{"speaker":"Carl Widger","startTime":252.69,"endTime":255.87,"body":"you're gonna have all this time"},{"speaker":"Carl Widger","startTime":252.69,"endTime":255.87,"body":"now and what did it look like"},{"speaker":"Carl Widger","startTime":255.87,"endTime":259.89,"body":"for you? So last year, we put on"},{"speaker":"Carl Widger","startTime":255.87,"endTime":259.89,"body":"a two day event in the Armada"},{"speaker":"Carl Widger","startTime":259.89,"endTime":264.45,"body":"hotel in Spanish Point and"},{"speaker":"Carl Widger","startTime":259.89,"endTime":264.45,"body":"County Clare an absolutely"},{"speaker":"Carl Widger","startTime":264.48,"endTime":269.64,"body":"beautiful spot. And we had"},{"speaker":"Carl Widger","startTime":264.48,"endTime":269.64,"body":"phenomenal feedback from the"},{"speaker":"Carl Widger","startTime":269.67,"endTime":273.69,"body":"attendees. But we got some real"},{"speaker":"Carl Widger","startTime":269.67,"endTime":273.69,"body":"feedback too. So straight up, we"},{"speaker":"Carl Widger","startTime":273.69,"endTime":276.72,"body":"got some I'd prefer if we had"},{"speaker":"Carl Widger","startTime":273.69,"endTime":276.72,"body":"this, I'd prefer if we had that."},{"speaker":"Carl Widger","startTime":276.72,"endTime":281.46,"body":"So that's kind of adjusting our"},{"speaker":"Carl Widger","startTime":276.72,"endTime":281.46,"body":"agenda this year. So this year,"},{"speaker":"Carl Widger","startTime":281.46,"endTime":284.85,"body":"we have different speakers"},{"speaker":"Carl Widger","startTime":281.46,"endTime":284.85,"body":"coming along. We're going to do"},{"speaker":"Carl Widger","startTime":284.85,"endTime":287.85,"body":"more Believe it or not group"},{"speaker":"Carl Widger","startTime":284.85,"endTime":287.85,"body":"activities, because last year we"},{"speaker":"Carl Widger","startTime":287.85,"endTime":291.6,"body":"did a there was an option on the"},{"speaker":"Carl Widger","startTime":287.85,"endTime":291.6,"body":"Tuesday morning second morning"},{"speaker":"Carl Widger","startTime":291.87,"endTime":296.79,"body":"to do swim in this sea. So the"},{"speaker":"Carl Widger","startTime":291.87,"endTime":296.79,"body":"Atlantic Ocean boys, no matter"},{"speaker":"Carl Widger","startTime":296.79,"endTime":298.35,"body":"what time of year you're going"},{"speaker":"Carl Widger","startTime":296.79,"endTime":298.35,"body":"to do it it's going to be"},{"speaker":"Carl Widger","startTime":298.35,"endTime":301.74,"body":"freezing cold but low loads and"},{"speaker":"Carl Widger","startTime":298.35,"endTime":301.74,"body":"loads of people did it. And then"},{"speaker":"Carl Widger","startTime":301.74,"endTime":304.26,"body":"the other option was to do yoga."},{"speaker":"Carl Widger","startTime":301.74,"endTime":304.26,"body":"And then people were saying,"},{"speaker":"Carl Widger","startTime":304.26,"endTime":307.92,"body":"well, on the first day, as"},{"speaker":"Carl Widger","startTime":304.26,"endTime":307.92,"body":"usual, and we've mentioned this"},{"speaker":"Carl Widger","startTime":307.92,"endTime":313.26,"body":"so many times, what people got"},{"speaker":"Carl Widger","startTime":307.92,"endTime":313.26,"body":"most out of the event was"},{"speaker":"Carl Widger","startTime":313.26,"endTime":316.59,"body":"talking to kind of peers, people"},{"speaker":"Carl Widger","startTime":313.26,"endTime":316.59,"body":"that hadn't met before. So they"},{"speaker":"Carl Widger","startTime":316.59,"endTime":319.83,"body":"would have loved a maybe a group"},{"speaker":"Carl Widger","startTime":316.59,"endTime":319.83,"body":"activity to kind of break down"},{"speaker":"Carl Widger","startTime":319.83,"endTime":321.93,"body":"that little bit of awkwardness"},{"speaker":"Carl Widger","startTime":319.83,"endTime":321.93,"body":"at the start. So we're going to"},{"speaker":"Carl Widger","startTime":321.93,"endTime":326.58,"body":"go for a walk. We're thinking"},{"speaker":"Carl Widger","startTime":321.93,"endTime":326.58,"body":"about doing a bit of chair yoga,"},{"speaker":"Carl Widger","startTime":326.58,"endTime":329.16,"body":"would you believe during the"},{"speaker":"Carl Widger","startTime":326.58,"endTime":329.16,"body":"day, we're thinking about doing"},{"speaker":"Carl Widger","startTime":329.46,"endTime":333.36,"body":"meditation, Nick, you would"},{"speaker":"Carl Widger","startTime":329.46,"endTime":333.36,"body":"absolutely love all of this. So"},{"speaker":"Carl Widger","startTime":333.36,"endTime":337.8,"body":"anyway, we're putting it on."},{"speaker":"Carl Widger","startTime":333.36,"endTime":337.8,"body":"Again, I'm so excited about it."},{"speaker":"Carl Widger","startTime":337.83,"endTime":341.04,"body":"My colleague, Susan larches, is"},{"speaker":"Carl Widger","startTime":337.83,"endTime":341.04,"body":"kind of leading the project from"},{"speaker":"Carl Widger","startTime":341.07,"endTime":346.8,"body":"our point of view, we're gonna"},{"speaker":"Carl Widger","startTime":341.07,"endTime":346.8,"body":"limit it to 50 couples. So we"},{"speaker":"Carl Widger","startTime":346.8,"endTime":350.97,"body":"always want the partner, spouse,"},{"speaker":"Carl Widger","startTime":346.8,"endTime":350.97,"body":"whatever it might be to be there"},{"speaker":"Carl Widger","startTime":350.97,"endTime":354.66,"body":"as well. Because obviously, you"},{"speaker":"Carl Widger","startTime":350.97,"endTime":354.66,"body":"know, a business person or a"},{"speaker":"Carl Widger","startTime":354.69,"endTime":357.81,"body":"senior exec deciding from for"},{"speaker":"Carl Widger","startTime":354.69,"endTime":357.81,"body":"themselves, what they're going"},{"speaker":"Carl Widger","startTime":357.81,"endTime":360.66,"body":"to do is pretty pointless. You"},{"speaker":"Carl Widger","startTime":357.81,"endTime":360.66,"body":"need the people, your nearest"},{"speaker":"Carl Widger","startTime":360.66,"endTime":363.93,"body":"and dearest with you. And we"},{"speaker":"Carl Widger","startTime":360.66,"endTime":363.93,"body":"find a lot and we are going to"},{"speaker":"Carl Widger","startTime":363.93,"endTime":367.86,"body":"do workshops on this this year."},{"speaker":"Carl Widger","startTime":363.93,"endTime":367.86,"body":"This, these are the kinds of"},{"speaker":"Carl Widger","startTime":367.86,"endTime":371.97,"body":"topics that tend not to be"},{"speaker":"Carl Widger","startTime":367.86,"endTime":371.97,"body":"discussed amongst couples, which"},{"speaker":"Carl Widger","startTime":373.08,"endTime":375.24,"body":"that's just life, isn't it?"},{"speaker":"Carl Widger","startTime":373.08,"endTime":375.24,"body":"Because life kind of runs away"},{"speaker":"Carl Widger","startTime":375.24,"endTime":378.48,"body":"with you. So yeah, future you is"},{"speaker":"Carl Widger","startTime":375.24,"endTime":378.48,"body":"happening on the 11th and 12th"},{"speaker":"Carl Widger","startTime":378.48,"endTime":385.02,"body":"of September, there is a link to"},{"speaker":"Carl Widger","startTime":378.48,"endTime":385.02,"body":"the actual agenda, the speakers,"},{"speaker":"Carl Widger","startTime":385.02,"endTime":388.29,"body":"that kind of stuff in the show"},{"speaker":"Carl Widger","startTime":385.02,"endTime":388.29,"body":"notes. Interesting. Last year,"},{"speaker":"Carl Widger","startTime":388.44,"endTime":393.51,"body":"two advisors came along, right."},{"speaker":"Carl Widger","startTime":388.44,"endTime":393.51,"body":"And that's totally cool. So we"},{"speaker":"Carl Widger","startTime":393.51,"endTime":396.36,"body":"don't mind if you're an advisor"},{"speaker":"Carl Widger","startTime":393.51,"endTime":396.36,"body":"in Ireland listening to this and"},{"speaker":"Carl Widger","startTime":396.36,"endTime":399.66,"body":"you want to come along. This is,"},{"speaker":"Carl Widger","startTime":396.36,"endTime":399.66,"body":"I promise you there'll be"},{"speaker":"Carl Widger","startTime":399.66,"endTime":403.86,"body":"nothing about Metis Ireland"},{"speaker":"Carl Widger","startTime":399.66,"endTime":403.86,"body":"selling their wares. So yeah, so"},{"speaker":"Carl Widger","startTime":403.86,"endTime":407.91,"body":"everyone is invited along, but"},{"speaker":"Carl Widger","startTime":403.86,"endTime":407.91,"body":"limited limited to 50 couples."},{"speaker":"Carl Widger","startTime":408.15,"endTime":409.14,"body":"So excited"},{"speaker":"Alan Smith","startTime":409.889,"endTime":412.439,"body":"to ask a quick"},{"speaker":"Alan Smith","startTime":409.889,"endTime":412.439,"body":"question. A couple of questions."},{"speaker":"Alan Smith","startTime":412.799,"endTime":418.019,"body":"Yes. I remember Yeah, I think it"},{"speaker":"Alan Smith","startTime":412.799,"endTime":418.019,"body":"was episode one, the proper,"},{"speaker":"Alan Smith","startTime":418.919,"endTime":422.309,"body":"proper episode, one that we did"},{"speaker":"Alan Smith","startTime":418.919,"endTime":422.309,"body":"after the intro episode, which"},{"speaker":"Alan Smith","startTime":422.309,"endTime":425.669,"body":"was called remember correctly"},{"speaker":"Alan Smith","startTime":422.309,"endTime":425.669,"body":"calls big events, big events."},{"speaker":"Alan Smith","startTime":425.669,"endTime":428.309,"body":"That's how long ago it was, it"},{"speaker":"Alan Smith","startTime":425.669,"endTime":428.309,"body":"was coming around again,"},{"speaker":"Alan Smith","startTime":428.369,"endTime":432.269,"body":"obviously, I remember we talked"},{"speaker":"Alan Smith","startTime":428.369,"endTime":432.269,"body":"about the price point for this"},{"speaker":"Alan Smith","startTime":432.269,"endTime":434.759,"body":"reminders, what sort of what do"},{"speaker":"Alan Smith","startTime":432.269,"endTime":434.759,"body":"you charge for this event?"},{"speaker":"Carl Widger","startTime":435.24,"endTime":439.5,"body":"So it's 1000 euros"},{"speaker":"Carl Widger","startTime":435.24,"endTime":439.5,"body":"plus VAT. I assure you matters,"},{"speaker":"Carl Widger","startTime":439.5,"endTime":443.34,"body":"Ireland will not be making any"},{"speaker":"Carl Widger","startTime":439.5,"endTime":443.34,"body":"money out of this flood, I"},{"speaker":"Carl Widger","startTime":443.34,"endTime":446.34,"body":"suppose obviously, we have to"},{"speaker":"Carl Widger","startTime":443.34,"endTime":446.34,"body":"pay for the speakers. We you"},{"speaker":"Carl Widger","startTime":446.34,"endTime":448.77,"body":"know, the hotel is beautiful."},{"speaker":"Carl Widger","startTime":446.34,"endTime":448.77,"body":"And everything is covered"},{"speaker":"Carl Widger","startTime":448.8,"endTime":451.71,"body":"amongst that, you know, what"},{"speaker":"Carl Widger","startTime":448.8,"endTime":451.71,"body":"we're encouraging people to do"},{"speaker":"Carl Widger","startTime":451.71,"endTime":454.5,"body":"is, if you're running your own"},{"speaker":"Carl Widger","startTime":451.71,"endTime":454.5,"body":"business, I think it's a valid"},{"speaker":"Carl Widger","startTime":454.5,"endTime":458.73,"body":"business expense. And what we"},{"speaker":"Carl Widger","startTime":454.5,"endTime":458.73,"body":"found, which has been really"},{"speaker":"Carl Widger","startTime":458.73,"endTime":461.16,"body":"good, and we have a couple of"},{"speaker":"Carl Widger","startTime":458.73,"endTime":461.16,"body":"people coming from various"},{"speaker":"Carl Widger","startTime":461.16,"endTime":465.57,"body":"companies, the big corporates"},{"speaker":"Carl Widger","startTime":461.16,"endTime":465.57,"body":"are more than happy. Everyone is"},{"speaker":"Carl Widger","startTime":465.57,"endTime":468.42,"body":"looking to keep their best"},{"speaker":"Carl Widger","startTime":465.57,"endTime":468.42,"body":"people. So if you have a 50 year"},{"speaker":"Carl Widger","startTime":468.42,"endTime":472.47,"body":"old, who's now thinking about,"},{"speaker":"Carl Widger","startTime":468.42,"endTime":472.47,"body":"what does it look like in 5678"},{"speaker":"Carl Widger","startTime":472.47,"endTime":476.1,"body":"years time for me, I think the"},{"speaker":"Carl Widger","startTime":472.47,"endTime":476.1,"body":"corporates are more than happy"},{"speaker":"Carl Widger","startTime":476.1,"endTime":479.1,"body":"to cover the fee. So we have had"},{"speaker":"Carl Widger","startTime":476.1,"endTime":479.1,"body":"a couple of corporates did it"},{"speaker":"Carl Widger","startTime":479.1,"endTime":482.55,"body":"last year, and they're sending"},{"speaker":"Carl Widger","startTime":479.1,"endTime":482.55,"body":"different people this year. So"},{"speaker":"Carl Widger","startTime":483.24,"endTime":485.94,"body":"yeah, the price doesn't seem to"},{"speaker":"Carl Widger","startTime":483.24,"endTime":485.94,"body":"be a problem."},{"speaker":"Alan Smith","startTime":487.32,"endTime":489.84,"body":"Is that is that per"},{"speaker":"Alan Smith","startTime":487.32,"endTime":489.84,"body":"person or per couple"},{"speaker":"Carl Widger","startTime":490.05,"endTime":493.23,"body":"per capo? So and"},{"speaker":"Carl Widger","startTime":490.05,"endTime":493.23,"body":"interestingly last year, we I"},{"speaker":"Carl Widger","startTime":493.23,"endTime":496.71,"body":"think we had, I think we had 70"},{"speaker":"Carl Widger","startTime":493.23,"endTime":496.71,"body":"odd people there. 74 I think to"},{"speaker":"Carl Widger","startTime":496.71,"endTime":500.34,"body":"be precise, I think we had four"},{"speaker":"Carl Widger","startTime":496.71,"endTime":500.34,"body":"or five people came on their"},{"speaker":"Carl Widger","startTime":500.34,"endTime":505.77,"body":"own. And I know two of those are"},{"speaker":"Carl Widger","startTime":500.34,"endTime":505.77,"body":"definitely coming back with"},{"speaker":"Carl Widger","startTime":505.77,"endTime":510.72,"body":"their partner this year. So"},{"speaker":"Carl Widger","startTime":505.77,"endTime":510.72,"body":"yeah, it's it's 1000 Whether you"},{"speaker":"Carl Widger","startTime":510.75,"endTime":513.24,"body":"come on your own, it's 1000,"},{"speaker":"Carl Widger","startTime":510.75,"endTime":513.24,"body":"whether you bring your your"},{"speaker":"Carl Widger","startTime":513.24,"endTime":517.44,"body":"partner, and we really, really,"},{"speaker":"Carl Widger","startTime":513.24,"endTime":517.44,"body":"really can't stress enough that"},{"speaker":"Carl Widger","startTime":517.44,"endTime":520.95,"body":"this is for the dual. This is"},{"speaker":"Carl Widger","startTime":517.44,"endTime":520.95,"body":"for the partnership,"},{"speaker":"Alan Smith","startTime":521.159,"endTime":524.219,"body":"and what's the"},{"speaker":"Alan Smith","startTime":521.159,"endTime":524.219,"body":"ultimate sort of commercial"},{"speaker":"Alan Smith","startTime":524.489,"endTime":528.029,"body":"reward for Metis? Are you"},{"speaker":"Alan Smith","startTime":524.489,"endTime":528.029,"body":"winning new clients as a result?"},{"speaker":"Alan Smith","startTime":528.059,"endTime":530.609,"body":"Are you sort of embedding"},{"speaker":"Alan Smith","startTime":528.059,"endTime":530.609,"body":"existing relationships? What do"},{"speaker":"Alan Smith","startTime":530.609,"endTime":531.479,"body":"you hope to get?"},{"speaker":"Carl Widger","startTime":532.11,"endTime":534.81,"body":"So yeah, as I said,"},{"speaker":"Carl Widger","startTime":532.11,"endTime":534.81,"body":"we don't we definitely don't"},{"speaker":"Carl Widger","startTime":534.81,"endTime":537.42,"body":"make any money. It's a fairly"},{"speaker":"Carl Widger","startTime":534.81,"endTime":537.42,"body":"significant cost for us right"},{"speaker":"Carl Widger","startTime":537.42,"endTime":540.87,"body":"after we've paid for everything."},{"speaker":"Carl Widger","startTime":537.42,"endTime":540.87,"body":"But having said that, did we get"},{"speaker":"Carl Widger","startTime":540.87,"endTime":544.2,"body":"new clients out of it last year,"},{"speaker":"Carl Widger","startTime":540.87,"endTime":544.2,"body":"we definitely did. And that"},{"speaker":"Carl Widger","startTime":544.2,"endTime":547.11,"body":"would have more than made up for"},{"speaker":"Carl Widger","startTime":544.2,"endTime":547.11,"body":"the loss that we made on the"},{"speaker":"Carl Widger","startTime":547.11,"endTime":552.09,"body":"event. But more it's, it's our"},{"speaker":"Carl Widger","startTime":547.11,"endTime":552.09,"body":"commitment to, you know, talking"},{"speaker":"Carl Widger","startTime":552.09,"endTime":555.81,"body":"about stuff that's, you know,"},{"speaker":"Carl Widger","startTime":552.09,"endTime":555.81,"body":"outside of just the money. So if"},{"speaker":"Carl Widger","startTime":555.81,"endTime":558.42,"body":"you're a real financial planner,"},{"speaker":"Carl Widger","startTime":555.81,"endTime":558.42,"body":"if you're a lifestyle, financial"},{"speaker":"Carl Widger","startTime":558.42,"endTime":562.17,"body":"planner, for me, this is"},{"speaker":"Carl Widger","startTime":558.42,"endTime":562.17,"body":"massively, massively important,"},{"speaker":"Carl Widger","startTime":562.17,"endTime":566.85,"body":"and this is a passion for me. So"},{"speaker":"Carl Widger","startTime":562.17,"endTime":566.85,"body":"that's, you know, part of the"},{"speaker":"Carl Widger","startTime":566.85,"endTime":570.18,"body":"commitment if we keep turning up"},{"speaker":"Carl Widger","startTime":566.85,"endTime":570.18,"body":"and doing this kind of stuff. I"},{"speaker":"Carl Widger","startTime":570.18,"endTime":573.12,"body":"think people will start to"},{"speaker":"Carl Widger","startTime":570.18,"endTime":573.12,"body":"believe that our messages are"},{"speaker":"Carl Widger","startTime":573.12,"endTime":577.08,"body":"true, that we have integrity and"},{"speaker":"Carl Widger","startTime":573.12,"endTime":577.08,"body":"that you know, these are this is"},{"speaker":"Carl Widger","startTime":577.08,"endTime":580.02,"body":"actually a passion. You're never"},{"speaker":"Carl Widger","startTime":577.08,"endTime":580.02,"body":"ever going to get sold a pension"},{"speaker":"Carl Widger","startTime":580.02,"endTime":582.51,"body":"fund when you come in here. This"},{"speaker":"Carl Widger","startTime":580.02,"endTime":582.51,"body":"is about lifestyle financial"},{"speaker":"Carl Widger","startTime":582.51,"endTime":582.87,"body":"planning."},{"speaker":"Andy Hart","startTime":584.37,"endTime":586.65,"body":"Got a couple of"},{"speaker":"Andy Hart","startTime":584.37,"endTime":586.65,"body":"quotes and a call. First one is"},{"speaker":"Andy Hart","startTime":586.65,"endTime":589.74,"body":"very basic. You call it the"},{"speaker":"Andy Hart","startTime":586.65,"endTime":589.74,"body":"third act. I'm quite a fan of"},{"speaker":"Andy Hart","startTime":589.74,"endTime":591.93,"body":"that. Would you call the"},{"speaker":"Andy Hart","startTime":589.74,"endTime":591.93,"body":"previous two like school years"},{"speaker":"Andy Hart","startTime":591.93,"endTime":594.96,"body":"working is then retirement years"},{"speaker":"Andy Hart","startTime":591.93,"endTime":594.96,"body":"just just interested on that?"},{"speaker":"Carl Widger","startTime":627.0699999999999,"endTime":629.3199999999999,"body":"Well, I have to"},{"speaker":"Carl Widger","startTime":627.0699999999999,"endTime":629.3199999999999,"body":"give credit to Geraldine Murphy"},{"speaker":"Carl Widger","startTime":629.3199999999999,"endTime":632.5899999999999,"body":"who has spoke at the event last"},{"speaker":"Carl Widger","startTime":629.3199999999999,"endTime":632.5899999999999,"body":"year and she's speaking again"},{"speaker":"Carl Widger","startTime":632.5899999999999,"endTime":635.5899999999999,"body":"this year, she's actually going"},{"speaker":"Carl Widger","startTime":632.5899999999999,"endTime":635.5899999999999,"body":"to run some of the workshops,"},{"speaker":"Carl Widger","startTime":635.5899999999999,"endTime":638.77,"body":"she came up with the term third"},{"speaker":"Carl Widger","startTime":635.5899999999999,"endTime":638.77,"body":"act. I absolutely love it. We've"},{"speaker":"Carl Widger","startTime":638.77,"endTime":644.5899999999999,"body":"been using it an awful lot. You"},{"speaker":"Carl Widger","startTime":638.77,"endTime":644.5899999999999,"body":"know, like the previous one is,"},{"speaker":"Carl Widger","startTime":644.62,"endTime":646.87,"body":"is the one that we're all here"},{"speaker":"Carl Widger","startTime":644.62,"endTime":646.87,"body":"and it's the one that we all"},{"speaker":"Carl Widger","startTime":646.87,"endTime":652.12,"body":"know that we it's your working"},{"speaker":"Carl Widger","startTime":646.87,"endTime":652.12,"body":"life. And I don't think you can"},{"speaker":"Carl Widger","startTime":652.15,"endTime":655.78,"body":"necessarily break that down"},{"speaker":"Carl Widger","startTime":652.15,"endTime":655.78,"body":"between your stages of your"},{"speaker":"Carl Widger","startTime":655.78,"endTime":659.9499999999999,"body":"career. So do I have a name for"},{"speaker":"Carl Widger","startTime":655.78,"endTime":659.9499999999999,"body":"it? I told Andy it's the one"},{"speaker":"Carl Widger","startTime":659.9499999999999,"endTime":663.52,"body":"we're all in and it's it's where"},{"speaker":"Carl Widger","startTime":659.9499999999999,"endTime":663.52,"body":"the vast vast vast majority of"},{"speaker":"Carl Widger","startTime":663.52,"endTime":664.18,"body":"our clients are in"},{"speaker":"Andy Hart","startTime":665.23,"endTime":668.41,"body":"final question, any"},{"speaker":"Andy Hart","startTime":665.23,"endTime":668.41,"body":"of our listeners flying over"},{"speaker":"Andy Hart","startTime":668.41,"endTime":669.88,"body":"from Norway that I get a"},{"speaker":"Andy Hart","startTime":668.41,"endTime":669.88,"body":"discount?"},{"speaker":"Carl Widger","startTime":673.81,"endTime":675.61,"body":"Send me a DM Good"},{"speaker":"Carl Widger","startTime":673.81,"endTime":675.61,"body":"question. They're"},{"speaker":"Alan Smith","startTime":675.61,"endTime":678.79,"body":"paying in kroner"},{"speaker":"Alan Smith","startTime":675.61,"endTime":678.79,"body":"there's a there's a thing in I"},{"speaker":"Alan Smith","startTime":678.79,"endTime":682.27,"body":"think it's just the UK but it's"},{"speaker":"Alan Smith","startTime":678.79,"endTime":682.27,"body":"there's something called Third"},{"speaker":"Alan Smith","startTime":682.3,"endTime":686.23,"body":"Age third age or third and the"},{"speaker":"Alan Smith","startTime":682.3,"endTime":686.23,"body":"Third Age at university Third"},{"speaker":"Nick Lincoln","startTime":686.23,"endTime":689.3199999999999,"body":"Age. Yeah. Yeah,"},{"speaker":"Nick Lincoln","startTime":686.23,"endTime":689.3199999999999,"body":"you through University, which"},{"speaker":"Alan Smith","startTime":689.38,"endTime":691.99,"body":"is focused on this"},{"speaker":"Alan Smith","startTime":689.38,"endTime":691.99,"body":"right, this kind of transition"},{"speaker":"Alan Smith","startTime":691.99,"endTime":695.26,"body":"from work into retirement, semi"},{"speaker":"Alan Smith","startTime":691.99,"endTime":695.26,"body":"retirement and not too much"},{"speaker":"Alan Smith","startTime":695.26,"endTime":700.0899999999999,"body":"about it or certainly heard. My"},{"speaker":"Alan Smith","startTime":695.26,"endTime":700.0899999999999,"body":"mother's"},{"speaker":"Carl Widger","startTime":700.7489999999999,"endTime":703.899,"body":"like, Justin, if I"},{"speaker":"Carl Widger","startTime":700.7489999999999,"endTime":703.899,"body":"could just give you a very kind"},{"speaker":"Carl Widger","startTime":703.899,"endTime":707.3489999999999,"body":"of overview in terms of the"},{"speaker":"Carl Widger","startTime":703.899,"endTime":707.3489999999999,"body":"agenda, we have some people"},{"speaker":"Carl Widger","startTime":707.3489999999999,"endTime":710.1089999999999,"body":"who've been there done that and"},{"speaker":"Carl Widger","startTime":707.3489999999999,"endTime":710.1089999999999,"body":"are kind of living their best"},{"speaker":"Carl Widger","startTime":710.1089999999999,"endTime":711.9689999999999,"body":"lives. And the third act,"},{"speaker":"Carl Widger","startTime":710.1089999999999,"endTime":711.9689999999999,"body":"they're going to talk about"},{"speaker":"Carl Widger","startTime":711.9689999999999,"endTime":714.759,"body":"their experience with a couple"},{"speaker":"Carl Widger","startTime":711.9689999999999,"endTime":714.759,"body":"of people who transitioned into"},{"speaker":"Carl Widger","startTime":714.759,"endTime":717.159,"body":"consultancy, they're going to"},{"speaker":"Carl Widger","startTime":714.759,"endTime":717.159,"body":"talk about their experience, but"},{"speaker":"Carl Widger","startTime":717.159,"endTime":721.209,"body":"then we touch on stuff that, you"},{"speaker":"Carl Widger","startTime":717.159,"endTime":721.209,"body":"know, people probably aren't"},{"speaker":"Carl Widger","startTime":721.2389999999999,"endTime":724.419,"body":"that that exposed to. So we have"},{"speaker":"Carl Widger","startTime":721.2389999999999,"endTime":724.419,"body":"a kind of a fitness and"},{"speaker":"Carl Widger","startTime":724.419,"endTime":728.649,"body":"nutrition expert, Joe Connor,"},{"speaker":"Carl Widger","startTime":724.419,"endTime":728.649,"body":"he's amazing. And everybody"},{"speaker":"Carl Widger","startTime":728.649,"endTime":731.409,"body":"always wants to hear more from"},{"speaker":"Carl Widger","startTime":728.649,"endTime":731.409,"body":"Joe, we have a psychologist"},{"speaker":"Carl Widger","startTime":731.439,"endTime":736.809,"body":"talking about, you know, your,"},{"speaker":"Carl Widger","startTime":731.439,"endTime":736.809,"body":"your mental fitness. So it's not"},{"speaker":"Carl Widger","startTime":736.809,"endTime":741.4889999999999,"body":"just kind of one particular"},{"speaker":"Carl Widger","startTime":736.809,"endTime":741.4889999999999,"body":"theme. It's trying to get, you"},{"speaker":"Carl Widger","startTime":741.4889999999999,"endTime":745.929,"body":"know, a broad spectrum of Ted"},{"speaker":"Carl Widger","startTime":741.4889999999999,"endTime":745.929,"body":"Ted Talks, right. So it's, you"},{"speaker":"Carl Widger","startTime":745.929,"endTime":749.379,"body":"know, 2530 minutes from each"},{"speaker":"Carl Widger","startTime":745.929,"endTime":749.379,"body":"speaker. And people then have"},{"speaker":"Carl Widger","startTime":749.379,"endTime":751.689,"body":"engaged with some of the"},{"speaker":"Carl Widger","startTime":749.379,"endTime":751.689,"body":"speakers afterward as well. So I"},{"speaker":"Carl Widger","startTime":751.689,"endTime":755.889,"body":"know the speakers have"},{"speaker":"Carl Widger","startTime":751.689,"endTime":755.889,"body":"definitely got a few clients out"},{"speaker":"Carl Widger","startTime":755.889,"endTime":758.019,"body":"of it as well. So it's all kind"},{"speaker":"Carl Widger","startTime":755.889,"endTime":758.019,"body":"of win win for everybody."},{"speaker":"Andy Hart","startTime":758.9789999999999,"endTime":761.559,"body":"Sort of final point,"},{"speaker":"Andy Hart","startTime":758.9789999999999,"endTime":761.559,"body":"a bit of a compliment. It sounds"},{"speaker":"Andy Hart","startTime":761.559,"endTime":764.7389999999999,"body":"amazing. I don't think there's"},{"speaker":"Andy Hart","startTime":761.559,"endTime":764.7389999999999,"body":"anything like it in the UK, that"},{"speaker":"Andy Hart","startTime":764.7389999999999,"endTime":769.029,"body":"I can think of the advisors run."},{"speaker":"Andy Hart","startTime":764.7389999999999,"endTime":769.029,"body":"I mean, this is a franchise"},{"speaker":"Andy Hart","startTime":769.029,"endTime":773.3489999999999,"body":"formula, almost, you know, you"},{"speaker":"Andy Hart","startTime":769.029,"endTime":773.3489999999999,"body":"can run this in major cities"},{"speaker":"Andy Hart","startTime":773.3489999999999,"endTime":776.4989999999999,"body":"anywhere. I remember when I"},{"speaker":"Andy Hart","startTime":773.3489999999999,"endTime":776.4989999999999,"body":"first started working there was"},{"speaker":"Andy Hart","startTime":776.4989999999999,"endTime":779.7389999999999,"body":"a guy that ran these sort of"},{"speaker":"Andy Hart","startTime":776.4989999999999,"endTime":779.7389999999999,"body":"courses in random place like you"},{"speaker":"Andy Hart","startTime":779.7389999999999,"endTime":782.679,"body":"know, Council offices and you"},{"speaker":"Andy Hart","startTime":779.7389999999999,"endTime":782.679,"body":"know, places whereas a lot of"},{"speaker":"Andy Hart","startTime":782.679,"endTime":784.779,"body":"people were approaching"},{"speaker":"Andy Hart","startTime":782.679,"endTime":784.779,"body":"retirement and he used to do on"},{"speaker":"Andy Hart","startTime":784.779,"endTime":787.0889999999999,"body":"the basis of, you know, help"},{"speaker":"Andy Hart","startTime":784.779,"endTime":787.0889999999999,"body":"them out with their final salary"},{"speaker":"Andy Hart","startTime":787.0889999999999,"endTime":789.2489999999999,"body":"pensions, but he used to cover"},{"speaker":"Andy Hart","startTime":787.0889999999999,"endTime":789.2489999999999,"body":"quite quite a lot in it. And"},{"speaker":"Andy Hart","startTime":789.2489999999999,"endTime":791.529,"body":"that was just like a roomful of"},{"speaker":"Andy Hart","startTime":789.2489999999999,"endTime":791.529,"body":"sort of 1520 people this sounds"},{"speaker":"Andy Hart","startTime":791.529,"endTime":794.679,"body":"a lot more sort of organizes"},{"speaker":"Andy Hart","startTime":791.529,"endTime":794.679,"body":"definitely pre retirement"},{"speaker":"Andy Hart","startTime":794.679,"endTime":795.309,"body":"courses."},{"speaker":"Alan Smith","startTime":795.55,"endTime":797.98,"body":"A lot of the big"},{"speaker":"Alan Smith","startTime":795.55,"endTime":797.98,"body":"corporates do organize Yeah,"},{"speaker":"Alan Smith","startTime":797.98,"endTime":801.4599999999999,"body":"totally benefit type stuff Yeah,"},{"speaker":"Alan Smith","startTime":797.98,"endTime":801.4599999999999,"body":"a day or half a day similar to"},{"speaker":"Alan Smith","startTime":801.4599999999999,"endTime":803.8299999999999,"body":"this but it's doesn't sound"},{"speaker":"Alan Smith","startTime":801.4599999999999,"endTime":803.8299999999999,"body":"anything remotely isn't anywhere"},{"speaker":"Alan Smith","startTime":803.8299999999999,"endTime":806.02,"body":"near as good as this Yes. All"},{"speaker":"Alan Smith","startTime":803.8299999999999,"endTime":806.02,"body":"right."},{"speaker":"Nick Lincoln","startTime":806.05,"endTime":807.55,"body":"Well, I this"},{"speaker":"Nick Lincoln","startTime":806.05,"endTime":807.55,"body":"sounds to me like this, this"},{"speaker":"Nick Lincoln","startTime":807.55,"endTime":810.25,"body":"this is something that is unique"},{"speaker":"Nick Lincoln","startTime":807.55,"endTime":810.25,"body":"to to Ireland."},{"speaker":"Carl Widger","startTime":813.79,"endTime":816.0699999999999,"body":"Then also, they'll"},{"speaker":"Carl Widger","startTime":813.79,"endTime":816.0699999999999,"body":"also see that I was deeply"},{"speaker":"Carl Widger","startTime":816.0699999999999,"endTime":820.27,"body":"uncomfortable with the content"},{"speaker":"Carl Widger","startTime":816.0699999999999,"endTime":820.27,"body":"of some who today's Yes, always"},{"speaker":"Carl Widger","startTime":820.3,"endTime":824.3199999999999,"body":"do the Irish versus UK cultural"},{"speaker":"Carl Widger","startTime":820.3,"endTime":824.3199999999999,"body":"differences."},{"speaker":"Alan Smith","startTime":833.38,"endTime":834.5799999999999,"body":"That's an ex way of"},{"speaker":"Alan Smith","startTime":833.38,"endTime":834.5799999999999,"body":"saying let's"},{"speaker":"Andy Hart","startTime":834.5799999999999,"endTime":837.5799999999999,"body":"move on. Now. Let's"},{"speaker":"Andy Hart","startTime":834.5799999999999,"endTime":837.5799999999999,"body":"move on. He's not happy about"},{"speaker":"Carl Widger","startTime":839.56,"endTime":842.3199999999999,"body":"about yoga and"},{"speaker":"Carl Widger","startTime":839.56,"endTime":842.3199999999999,"body":"meditation. I sang that song"},{"speaker":"Carl Widger","startTime":842.3199999999999,"endTime":845.65,"body":"recently. And one of my UK"},{"speaker":"Carl Widger","startTime":842.3199999999999,"endTime":845.65,"body":"counterparts told me to stop"},{"speaker":"Carl Widger","startTime":845.65,"endTime":850.24,"body":"singing it I was very offensive."},{"speaker":"Carl Widger","startTime":845.65,"endTime":850.24,"body":"Anyway, look, if anyone wants"},{"speaker":"Carl Widger","startTime":850.24,"endTime":853.3299999999999,"body":"more information, the link is in"},{"speaker":"Carl Widger","startTime":850.24,"endTime":853.3299999999999,"body":"the show notes or send me a DM I"},{"speaker":"Carl Widger","startTime":853.3299999999999,"endTime":857.5,"body":"have tons and tons and tons of"},{"speaker":"Carl Widger","startTime":853.3299999999999,"endTime":857.5,"body":"UK advisors Lincoln with me on"},{"speaker":"Carl Widger","startTime":857.5,"endTime":861.28,"body":"LinkedIn, so happy to share any"},{"speaker":"Carl Widger","startTime":857.5,"endTime":861.28,"body":"more details. And as I say,"},{"speaker":"Carl Widger","startTime":861.91,"endTime":863.29,"body":"everybody is welcome."},{"speaker":"Nick Lincoln","startTime":863.9789999999999,"endTime":866.439,"body":"Okay, thank you"},{"speaker":"Nick Lincoln","startTime":863.9789999999999,"endTime":866.439,"body":"very much, Carl. So next point"},{"speaker":"Nick Lincoln","startTime":866.439,"endTime":871.779,"body":"of the topical titbits Mr."},{"speaker":"Nick Lincoln","startTime":866.439,"endTime":871.779,"body":"Smith, the DFA matrix book 2023."},{"speaker":"Alan Smith","startTime":872.89,"endTime":877.9599999999999,"body":"Yes, perhaps on two"},{"speaker":"Alan Smith","startTime":872.89,"endTime":877.9599999999999,"body":"rather more mundane issues. The"},{"speaker":"Alan Smith","startTime":877.99,"endTime":880.27,"body":"I don't know if you guys have"},{"speaker":"Alan Smith","startTime":877.99,"endTime":880.27,"body":"spent any time looking at this"},{"speaker":"Alan Smith","startTime":880.78,"endTime":884.4399999999999,"body":"dimensional fund advisors we met"},{"speaker":"Alan Smith","startTime":880.78,"endTime":884.4399999999999,"body":"we've mentioned several times on"},{"speaker":"Alan Smith","startTime":884.4399999999999,"endTime":888.1899999999999,"body":"this podcast in the past, we all"},{"speaker":"Alan Smith","startTime":884.4399999999999,"endTime":888.1899999999999,"body":"use them to one degree or"},{"speaker":"Alan Smith","startTime":888.1899999999999,"endTime":892.06,"body":"another. They published this"},{"speaker":"Alan Smith","startTime":888.1899999999999,"endTime":892.06,"body":"thing called the matrix book"},{"speaker":"Alan Smith","startTime":893.11,"endTime":897.04,"body":"every year and you can get"},{"speaker":"Alan Smith","startTime":893.11,"endTime":897.04,"body":"access to you can get hard"},{"speaker":"Alan Smith","startTime":897.04,"endTime":900.49,"body":"copies of it, you can get"},{"speaker":"Alan Smith","startTime":897.04,"endTime":900.49,"body":"digital copies of it. Honestly,"},{"speaker":"Alan Smith","startTime":900.49,"endTime":903.37,"body":"I'm not somebody that's sort of"},{"speaker":"Alan Smith","startTime":900.49,"endTime":903.37,"body":"deep in the weeds on the My new"},{"speaker":"Alan Smith","startTime":903.37,"endTime":906.43,"body":"shy of investment. I know some"},{"speaker":"Alan Smith","startTime":903.37,"endTime":906.43,"body":"people are wanting to my"},{"speaker":"Alan Smith","startTime":906.43,"endTime":909.01,"body":"colleagues are they love all"},{"speaker":"Alan Smith","startTime":906.43,"endTime":909.01,"body":"this stuff. But I think it's"},{"speaker":"Alan Smith","startTime":909.01,"endTime":912.8499999999999,"body":"well worth spending some time to"},{"speaker":"Alan Smith","startTime":909.01,"endTime":912.8499999999999,"body":"just release their latest"},{"speaker":"Alan Smith","startTime":912.8499999999999,"endTime":915.91,"body":"version of it. So they've got"},{"speaker":"Alan Smith","startTime":912.8499999999999,"endTime":915.91,"body":"data investment market data"},{"speaker":"Alan Smith","startTime":915.9399999999999,"endTime":920.5899999999999,"body":"going back to the 1920s across"},{"speaker":"Alan Smith","startTime":915.9399999999999,"endTime":920.5899999999999,"body":"all asset classes, also the"},{"speaker":"Alan Smith","startTime":920.5899999999999,"endTime":926.0799999999999,"body":"shapes and sizes of investments"},{"speaker":"Alan Smith","startTime":920.5899999999999,"endTime":926.0799999999999,"body":"and of course dimensionals big"},{"speaker":"Alan Smith","startTime":926.17,"endTime":929.02,"body":"focus is on what they call"},{"speaker":"Alan Smith","startTime":926.17,"endTime":929.02,"body":"factor investments, factor"},{"speaker":"Alan Smith","startTime":929.02,"endTime":934.27,"body":"investing and so or returns from"},{"speaker":"Alan Smith","startTime":929.02,"endTime":934.27,"body":"small cap equities, return some"},{"speaker":"Alan Smith","startTime":934.27,"endTime":937.99,"body":"value equities. And there was"},{"speaker":"Alan Smith","startTime":934.27,"endTime":937.99,"body":"just there was a ton of stories"},{"speaker":"Alan Smith","startTime":938.02,"endTime":940.8399999999999,"body":"within them, they thoroughly"},{"speaker":"Alan Smith","startTime":938.02,"endTime":940.8399999999999,"body":"recommend that you bring this"},{"speaker":"Alan Smith","startTime":940.8399999999999,"endTime":944.68,"body":"book into client meetings you"},{"speaker":"Alan Smith","startTime":940.8399999999999,"endTime":944.68,"body":"use it to tell stories is and"},{"speaker":"Alan Smith","startTime":944.68,"endTime":947.14,"body":"that was that within the book"},{"speaker":"Alan Smith","startTime":944.68,"endTime":947.14,"body":"there are at any time, there's"},{"speaker":"Alan Smith","startTime":947.14,"endTime":949.5999999999999,"body":"probably half a dozen different"},{"speaker":"Alan Smith","startTime":947.14,"endTime":949.5999999999999,"body":"kind of narratives. People, for"},{"speaker":"Alan Smith","startTime":949.5999999999999,"endTime":952.3,"body":"example, talk about real estate"},{"speaker":"Alan Smith","startTime":949.5999999999999,"endTime":952.3,"body":"or property investing. And it"},{"speaker":"Alan Smith","startTime":952.3,"endTime":955.51,"body":"just the unpack the, you know,"},{"speaker":"Alan Smith","startTime":952.3,"endTime":955.51,"body":"the hard facts and the figures"},{"speaker":"Alan Smith","startTime":955.51,"endTime":959.26,"body":"going back best part of 100"},{"speaker":"Alan Smith","startTime":955.51,"endTime":959.26,"body":"years, dimensional do public, I"},{"speaker":"Alan Smith","startTime":959.26,"endTime":962.7099999999999,"body":"think we've got a specific"},{"speaker":"Alan Smith","startTime":959.26,"endTime":962.7099999999999,"body":"webinar on how to deliver this."},{"speaker":"Alan Smith","startTime":963.0999999999999,"endTime":967.78,"body":"They're very big on what they"},{"speaker":"Alan Smith","startTime":963.0999999999999,"endTime":967.78,"body":"call scripts, and sketches, and"},{"speaker":"Alan Smith","startTime":967.78,"endTime":970.99,"body":"storytelling, and the and using"},{"speaker":"Alan Smith","startTime":967.78,"endTime":970.99,"body":"this almost as a kind of a"},{"speaker":"Alan Smith","startTime":971.41,"endTime":975.25,"body":"supplement to help clients"},{"speaker":"Alan Smith","startTime":971.41,"endTime":975.25,"body":"really kind of understand and"},{"speaker":"Alan Smith","startTime":975.25,"endTime":978.3399999999999,"body":"sort of get their heads around,"},{"speaker":"Alan Smith","startTime":975.25,"endTime":978.3399999999999,"body":"particularly in more recent more"},{"speaker":"Alan Smith","startTime":978.3399999999999,"endTime":981.67,"body":"recent times where we've had"},{"speaker":"Alan Smith","startTime":978.3399999999999,"endTime":981.67,"body":"rather more volatile markets. So"},{"speaker":"Alan Smith","startTime":981.67,"endTime":984.55,"body":"I'll put a you can I think it's"},{"speaker":"Alan Smith","startTime":981.67,"endTime":984.55,"body":"available to anyone if you want"},{"speaker":"Alan Smith","startTime":984.55,"endTime":987.2199999999999,"body":"access to it, certainly the"},{"speaker":"Alan Smith","startTime":984.55,"endTime":987.2199999999999,"body":"digital version of it. So I'll"},{"speaker":"Alan Smith","startTime":987.2199999999999,"endTime":989.5899999999999,"body":"put a link in the show notes"},{"speaker":"Alan Smith","startTime":987.2199999999999,"endTime":989.5899999999999,"body":"that wants to have a look at"},{"speaker":"Alan Smith","startTime":989.5899999999999,"endTime":992.65,"body":"that if anyone's particularly"},{"speaker":"Alan Smith","startTime":989.5899999999999,"endTime":992.65,"body":"inclined to look at data facts,"},{"speaker":"Alan Smith","startTime":992.68,"endTime":996.25,"body":"information going back many,"},{"speaker":"Alan Smith","startTime":992.68,"endTime":996.25,"body":"many years. It's worth looking"},{"speaker":"Alan Smith","startTime":996.25,"endTime":1000.6899999999999,"body":"at the brand new version of the"},{"speaker":"Alan Smith","startTime":996.25,"endTime":1000.6899999999999,"body":"dimensional matrix book called"},{"speaker":"Carl Widger","startTime":1001.92,"endTime":1007.65,"body":"decaf? Yeah. So"},{"speaker":"Carl Widger","startTime":1001.92,"endTime":1007.65,"body":"it's a brilliant book. It"},{"speaker":"Carl Widger","startTime":1007.65,"endTime":1010.86,"body":"disappoints me every year that"},{"speaker":"Carl Widger","startTime":1007.65,"endTime":1010.86,"body":"it comes out the end of June,"},{"speaker":"Carl Widger","startTime":1010.86,"endTime":1013.0799999999999,"body":"beginning of July, when the"},{"speaker":"Carl Widger","startTime":1010.86,"endTime":1013.0799999999999,"body":"figures are only up to the end"},{"speaker":"Carl Widger","startTime":1013.0799999999999,"endTime":1017.1899999999999,"body":"of the year, come on dimension"},{"speaker":"Carl Widger","startTime":1013.0799999999999,"endTime":1017.1899999999999,"body":"of get get it out earlier."},{"speaker":"Carl Widger","startTime":1017.25,"endTime":1020.6999999999999,"body":"Anyway, it is a brilliant book."},{"speaker":"Carl Widger","startTime":1017.25,"endTime":1020.6999999999999,"body":"And I know we're going to talk"},{"speaker":"Carl Widger","startTime":1020.6999999999999,"endTime":1024.48,"body":"about later on, in terms of"},{"speaker":"Carl Widger","startTime":1020.6999999999999,"endTime":1024.48,"body":"trying to, I suppose coach"},{"speaker":"Carl Widger","startTime":1024.48,"endTime":1028.2,"body":"clients and you know, making"},{"speaker":"Carl Widger","startTime":1024.48,"endTime":1028.2,"body":"sure that they're, they're"},{"speaker":"Carl Widger","startTime":1028.2,"endTime":1030.93,"body":"comfortable with volatility,"},{"speaker":"Carl Widger","startTime":1028.2,"endTime":1030.93,"body":"there is a absolutely brilliant"},{"speaker":"Carl Widger","startTime":1030.93,"endTime":1034.41,"body":"page towards the back every"},{"speaker":"Carl Widger","startTime":1030.93,"endTime":1034.41,"body":"year. And it has like long term"},{"speaker":"Carl Widger","startTime":1034.41,"endTime":1039.39,"body":"returns if you're in a 6040, or"},{"speaker":"Carl Widger","startTime":1034.41,"endTime":1039.39,"body":"an 8020, or 100% equities. And"},{"speaker":"Carl Widger","startTime":1039.78,"endTime":1044.07,"body":"they have a number that we focus"},{"speaker":"Carl Widger","startTime":1039.78,"endTime":1044.07,"body":"on an awful lot when we're"},{"speaker":"Carl Widger","startTime":1044.07,"endTime":1046.74,"body":"talking to our clients, which is"},{"speaker":"Carl Widger","startTime":1044.07,"endTime":1046.74,"body":"the lowest one year returns. And"},{"speaker":"Carl Widger","startTime":1046.74,"endTime":1052.92,"body":"it's kind of 1985. And, for me,"},{"speaker":"Carl Widger","startTime":1046.74,"endTime":1052.92,"body":"it's really important to focus"},{"speaker":"Carl Widger","startTime":1052.92,"endTime":1055.05,"body":"on that number when we're"},{"speaker":"Carl Widger","startTime":1052.92,"endTime":1055.05,"body":"talking to clients to say,"},{"speaker":"Carl Widger","startTime":1055.32,"endTime":1058.26,"body":"here's the long term average"},{"speaker":"Carl Widger","startTime":1055.32,"endTime":1058.26,"body":"returns, it's I don't know, six"},{"speaker":"Carl Widger","startTime":1058.26,"endTime":1061.77,"body":"and a half 7% for 6040, whatever"},{"speaker":"Carl Widger","startTime":1058.26,"endTime":1061.77,"body":"it might be, don't kill me if"},{"speaker":"Carl Widger","startTime":1061.77,"endTime":1066.69,"body":"those numbers are wrong. But I"},{"speaker":"Carl Widger","startTime":1061.77,"endTime":1066.69,"body":"know up to last year, the last"},{"speaker":"Carl Widger","startTime":1066.69,"endTime":1071.61,"body":"one year return was, I think"},{"speaker":"Carl Widger","startTime":1066.69,"endTime":1071.61,"body":"something like minus 26%. So"},{"speaker":"Carl Widger","startTime":1071.61,"endTime":1076.1399999999999,"body":"it's a great tool in terms of"},{"speaker":"Carl Widger","startTime":1071.61,"endTime":1076.1399999999999,"body":"coaching behavior with clients"},{"speaker":"Carl Widger","startTime":1076.1399999999999,"endTime":1079.92,"body":"to say, this is why we're"},{"speaker":"Carl Widger","startTime":1076.1399999999999,"endTime":1079.92,"body":"putting you in this, this is the"},{"speaker":"Carl Widger","startTime":1079.92,"endTime":1082.98,"body":"long term you are going to get"},{"speaker":"Carl Widger","startTime":1079.92,"endTime":1082.98,"body":"what you need to absolutely"},{"speaker":"Carl Widger","startTime":1082.98,"endTime":1086.1599999999999,"body":"remember that you need to stay"},{"speaker":"Carl Widger","startTime":1082.98,"endTime":1086.1599999999999,"body":"in your seat and do nothing."},{"speaker":"Carl Widger","startTime":1086.34,"endTime":1091.68,"body":"When we have not if when we have"},{"speaker":"Carl Widger","startTime":1086.34,"endTime":1091.68,"body":"that minus 24%. Year. So it's a"},{"speaker":"Carl Widger","startTime":1091.68,"endTime":1096.45,"body":"fantastic book. And it is been"},{"speaker":"Carl Widger","startTime":1091.68,"endTime":1096.45,"body":"it's getting better. So you"},{"speaker":"Carl Widger","startTime":1096.45,"endTime":1099.21,"body":"know, I've been using it maybe"},{"speaker":"Carl Widger","startTime":1096.45,"endTime":1099.21,"body":"for four or five years. And each"},{"speaker":"Carl Widger","startTime":1099.24,"endTime":1102.6,"body":"edition definitely is a little"},{"speaker":"Carl Widger","startTime":1099.24,"endTime":1102.6,"body":"bit better. So yeah, highly"},{"speaker":"Carl Widger","startTime":1102.6,"endTime":1105.33,"body":"recommend, and thanks for"},{"speaker":"Carl Widger","startTime":1102.6,"endTime":1105.33,"body":"bringing it up. And,"},{"speaker":"Andy Hart","startTime":1106.11,"endTime":1107.01,"body":"Nick, you go first."},{"speaker":"Nick Lincoln","startTime":1108.78,"endTime":1111.8999999999999,"body":"Okay, and yeah, I"},{"speaker":"Nick Lincoln","startTime":1108.78,"endTime":1111.8999999999999,"body":"mean, I do get a copy each year."},{"speaker":"Nick Lincoln","startTime":1111.8999999999999,"endTime":1113.79,"body":"I've never used it in front of"},{"speaker":"Nick Lincoln","startTime":1111.8999999999999,"endTime":1113.79,"body":"clients, but quite expensive."},{"speaker":"Nick Lincoln","startTime":1113.79,"endTime":1117.3,"body":"And I get it just because I"},{"speaker":"Nick Lincoln","startTime":1113.79,"endTime":1117.3,"body":"think I need to have it. And I"},{"speaker":"Nick Lincoln","startTime":1117.3,"endTime":1119.79,"body":"mean, the there's there's quite"},{"speaker":"Nick Lincoln","startTime":1117.3,"endTime":1119.79,"body":"a bit of copy at the front where"},{"speaker":"Nick Lincoln","startTime":1119.79,"endTime":1122.22,"body":"they talk about the figures. And"},{"speaker":"Nick Lincoln","startTime":1119.79,"endTime":1122.22,"body":"that's what I find interesting."},{"speaker":"Nick Lincoln","startTime":1122.8799999999999,"endTime":1126.33,"body":"But I yeah, I wouldn't. For me,"},{"speaker":"Nick Lincoln","startTime":1122.8799999999999,"endTime":1126.33,"body":"it's not something I'd use in"},{"speaker":"Nick Lincoln","startTime":1126.33,"endTime":1129.3899999999999,"body":"front of clients, but I'm"},{"speaker":"Nick Lincoln","startTime":1126.33,"endTime":1129.3899999999999,"body":"totally wedded to dementia,"},{"speaker":"Nick Lincoln","startTime":1129.3899999999999,"endTime":1132.09,"body":"which as you guys know, and the"},{"speaker":"Nick Lincoln","startTime":1129.3899999999999,"endTime":1132.09,"body":"detractors probably know, me."},{"speaker":"Andy Hart","startTime":1133.35,"endTime":1135.78,"body":"I've lost some as"},{"speaker":"Andy Hart","startTime":1133.35,"endTime":1135.78,"body":"reading that book is the"},{"speaker":"Andy Hart","startTime":1135.81,"endTime":1141.1499999999999,"body":"investment information Bible, I"},{"speaker":"Andy Hart","startTime":1135.81,"endTime":1141.1499999999999,"body":"believe. And if you're early on"},{"speaker":"Andy Hart","startTime":1141.1499999999999,"endTime":1145.26,"body":"in your career, find this book"},{"speaker":"Andy Hart","startTime":1141.1499999999999,"endTime":1145.26,"body":"and consume it and go through"},{"speaker":"Andy Hart","startTime":1145.26,"endTime":1148.62,"body":"every single page and try and"},{"speaker":"Andy Hart","startTime":1145.26,"endTime":1148.62,"body":"learn as much as you can from"},{"speaker":"Andy Hart","startTime":1148.62,"endTime":1153.99,"body":"that book. In my early days, I"},{"speaker":"Andy Hart","startTime":1148.62,"endTime":1153.99,"body":"did use it in front of clients"},{"speaker":"Andy Hart","startTime":1153.99,"endTime":1158.43,"body":"with some success. I shared the"},{"speaker":"Andy Hart","startTime":1153.99,"endTime":1158.43,"body":"digital copy with financially"},{"speaker":"Andy Hart","startTime":1158.43,"endTime":1162.21,"body":"investing literate clients and"},{"speaker":"Andy Hart","startTime":1158.43,"endTime":1162.21,"body":"that's again gone down with some"},{"speaker":"Andy Hart","startTime":1162.21,"endTime":1166.71,"body":"levels of success. I know that's"},{"speaker":"Andy Hart","startTime":1162.21,"endTime":1166.71,"body":"probably not allowed. So I'll"},{"speaker":"Andy Hart","startTime":1166.74,"endTime":1171.36,"body":"retract that statement. And then"},{"speaker":"Andy Hart","startTime":1166.74,"endTime":1171.36,"body":"my final point is, isn't the"},{"speaker":"Andy Hart","startTime":1171.36,"endTime":1174.78,"body":"sort of global CEO of dementia"},{"speaker":"Andy Hart","startTime":1171.36,"endTime":1174.78,"body":"we're a close personal friend of"},{"speaker":"Andy Hart","startTime":1174.78,"endTime":1175.29,"body":"yours Alan?"},{"speaker":"Alan Smith","startTime":1176.55,"endTime":1183.36,"body":"Well, funnily enough"},{"speaker":"Alan Smith","startTime":1176.55,"endTime":1183.36,"body":"dementia mean Dave I mean, they"},{"speaker":"Alan Smith","startTime":1183.36,"endTime":1188.94,"body":"go back oh my god, we go back"},{"speaker":"Alan Smith","startTime":1183.36,"endTime":1188.94,"body":"nearly two weeks now. Yeah, I"},{"speaker":"Alan Smith","startTime":1235.02,"endTime":1237.84,"body":"had well actually, I did have"},{"speaker":"Alan Smith","startTime":1235.02,"endTime":1237.84,"body":"lunch them about five years ago."},{"speaker":"Alan Smith","startTime":1238.1699999999998,"endTime":1239.31,"body":"No, I was"},{"speaker":"Andy Hart","startTime":1240.9889999999998,"endTime":1243.6889999999999,"body":"on the bloody topical"},{"speaker":"Andy Hart","startTime":1240.9889999999998,"endTime":1243.6889999999999,"body":"tip. No, it wasn't."},{"speaker":"Alan Smith","startTime":1244.1699999999998,"endTime":1247.2299999999998,"body":"You have reminded me"},{"speaker":"Alan Smith","startTime":1244.1699999999998,"endTime":1247.2299999999998,"body":"and we are in topical tip bits"},{"speaker":"Alan Smith","startTime":1247.2299999999998,"endTime":1251.76,"body":"which is this is topical. Yes, I"},{"speaker":"Alan Smith","startTime":1247.2299999999998,"endTime":1251.76,"body":"happen to be at dimensionals"},{"speaker":"Alan Smith","startTime":1251.76,"endTime":1255.54,"body":"office a couple of weeks ago 10"},{"speaker":"Alan Smith","startTime":1251.76,"endTime":1255.54,"body":"days ago and I had the"},{"speaker":"Alan Smith","startTime":1255.54,"endTime":1257.28,"body":"opportunity to meet with and is"},{"speaker":"Alan Smith","startTime":1255.54,"endTime":1257.28,"body":"easily"},{"speaker":"Unknown","startTime":1260.9099999999999,"endTime":1266.9399999999998,"body":"grab yourself a drink a"},{"speaker":"Unknown","startTime":1260.9099999999999,"endTime":1266.9399999999998,"body":"very long drink. Story Time With"},{"speaker":"Unknown","startTime":1266.9699999999998,"endTime":1268.08,"body":"Alan Smith."},{"speaker":"Alan Smith","startTime":1271.1399999999999,"endTime":1273.51,"body":"You're a bit trigger"},{"speaker":"Alan Smith","startTime":1271.1399999999999,"endTime":1273.51,"body":"happy this morning. I don't know"},{"speaker":"Alan Smith","startTime":1273.51,"endTime":1276.84,"body":"what's the matter with your not"},{"speaker":"Alan Smith","startTime":1273.51,"endTime":1276.84,"body":"your normal self here because So"},{"speaker":"Alan Smith","startTime":1278.4899999999998,"endTime":1283.62,"body":"this story however and actually"},{"speaker":"Alan Smith","startTime":1278.4899999999998,"endTime":1283.62,"body":"it is important that we don't"},{"speaker":"Alan Smith","startTime":1283.62,"endTime":1286.2299999999998,"body":"just throw this whole thing"},{"speaker":"Alan Smith","startTime":1283.62,"endTime":1286.2299999999998,"body":"together this is all kind of"},{"speaker":"Alan Smith","startTime":1286.2299999999998,"endTime":1289.26,"body":"joined up thinking because when"},{"speaker":"Alan Smith","startTime":1286.2299999999998,"endTime":1289.26,"body":"it comes to later on and culture"},{"speaker":"Alan Smith","startTime":1289.26,"endTime":1293.9699999999998,"body":"corner have some relevant"},{"speaker":"Alan Smith","startTime":1289.26,"endTime":1293.9699999999998,"body":"absolute shambles. So I did have"},{"speaker":"Alan Smith","startTime":1293.9699999999998,"endTime":1297.4199999999998,"body":"the opportunity to meet with his"},{"speaker":"Alan Smith","startTime":1293.9699999999998,"endTime":1297.4199999999998,"body":"name is Dave Butler. He's the"},{"speaker":"Alan Smith","startTime":1297.51,"endTime":1302.85,"body":"he's the CO CEO dimensional got"},{"speaker":"Alan Smith","startTime":1297.51,"endTime":1302.85,"body":"co CEOs is the butler who looks"},{"speaker":"Alan Smith","startTime":1302.85,"endTime":1305.2199999999998,"body":"after more the advisory side"},{"speaker":"Alan Smith","startTime":1302.85,"endTime":1305.2199999999998,"body":"intermediary side of the"},{"speaker":"Alan Smith","startTime":1305.2199999999998,"endTime":1307.6499999999999,"body":"business and is an Irishman,"},{"speaker":"Carl Widger","startTime":1308.069,"endTime":1311.789,"body":"Carl Gerard Gerardo"},{"speaker":"Carl Widger","startTime":1308.069,"endTime":1311.789,"body":"Riley from County Waterford it"},{"speaker":"Carl Widger","startTime":1311.789,"endTime":1314.369,"body":"gives me it thrilled seeing it"},{"speaker":"Carl Widger","startTime":1311.789,"endTime":1314.369,"body":"every single time. It's"},{"speaker":"Nick Lincoln","startTime":1314.37,"endTime":1317.31,"body":"good. Yeah, I find"},{"speaker":"Nick Lincoln","startTime":1314.37,"endTime":1317.31,"body":"him on. He's He's, he's sad."},{"speaker":"Nick Lincoln","startTime":1317.31,"endTime":1317.61,"body":"Yeah,"},{"speaker":"Alan Smith","startTime":1317.639,"endTime":1320.4289999999999,"body":"he is, I think"},{"speaker":"Alan Smith","startTime":1317.639,"endTime":1320.4289999999999,"body":"officially the cleverest man in"},{"speaker":"Alan Smith","startTime":1320.4289999999999,"endTime":1324.7489999999998,"body":"the world. It's just a brain the"},{"speaker":"Alan Smith","startTime":1320.4289999999999,"endTime":1324.7489999999998,"body":"size of a planet. And anyway, I"},{"speaker":"Alan Smith","startTime":1324.7489999999998,"endTime":1328.4389999999999,"body":"had a meeting with with Dave and"},{"speaker":"Alan Smith","startTime":1324.7489999999998,"endTime":1328.4389999999999,"body":"Dave is, you know, I'm pretty"},{"speaker":"Alan Smith","startTime":1328.4389999999999,"endTime":1331.2589999999998,"body":"tall and they I have got to"},{"speaker":"Alan Smith","startTime":1328.4389999999999,"endTime":1331.2589999999998,"body":"stand up on my hind legs look up"},{"speaker":"Alan Smith","startTime":1331.2589999999998,"endTime":1335.549,"body":"to Dave, I think he's 6869,"},{"speaker":"Alan Smith","startTime":1331.2589999999998,"endTime":1335.549,"body":"something like that. He's an ex"},{"speaker":"Alan Smith","startTime":1335.549,"endTime":1340.529,"body":"pro basketball player in the US"},{"speaker":"Alan Smith","startTime":1335.549,"endTime":1340.529,"body":"and and he's a fantastic guy."},{"speaker":"Alan Smith","startTime":1340.7389999999998,"endTime":1343.349,"body":"And when I was speaking with"},{"speaker":"Alan Smith","startTime":1340.7389999999998,"endTime":1343.349,"body":"them, and we were chatting about"},{"speaker":"Alan Smith","startTime":1343.349,"endTime":1347.1889999999999,"body":"a number of other things, and I"},{"speaker":"Alan Smith","startTime":1343.349,"endTime":1347.1889999999999,"body":"was hosted by my day to day"},{"speaker":"Alan Smith","startTime":1347.1889999999999,"endTime":1351.029,"body":"contact, Stephen, shout out to"},{"speaker":"Alan Smith","startTime":1347.1889999999999,"endTime":1351.029,"body":"Stephen Greenfield. And Steven"},{"speaker":"Alan Smith","startTime":1351.029,"endTime":1354.359,"body":"mentioned the trap podcast"},{"speaker":"Alan Smith","startTime":1351.029,"endTime":1354.359,"body":"because that he had just"},{"speaker":"Alan Smith","startTime":1354.359,"endTime":1358.4989999999998,"body":"finished his doing their"},{"speaker":"Alan Smith","startTime":1354.359,"endTime":1358.4989999999998,"body":"foundations course, which which"},{"speaker":"Alan Smith","startTime":1358.4989999999998,"endTime":1361.6789999999999,"body":"Stephen hosts in London. And he"},{"speaker":"Alan Smith","startTime":1358.4989999999998,"endTime":1361.6789999999999,"body":"said there was certainly a"},{"speaker":"Alan Smith","startTime":1361.6789999999999,"endTime":1364.9789999999998,"body":"number of people there in the"},{"speaker":"Alan Smith","startTime":1361.6789999999999,"endTime":1364.9789999999998,"body":"room. And probably the only"},{"speaker":"Alan Smith","startTime":1364.9789999999998,"endTime":1366.899,"body":"reason they were there is"},{"speaker":"Alan Smith","startTime":1364.9789999999998,"endTime":1366.899,"body":"because they heard of it through"},{"speaker":"Alan Smith","startTime":1366.9289999999999,"endTime":1369.629,"body":"this very podcast. So it was"},{"speaker":"Alan Smith","startTime":1366.9289999999999,"endTime":1369.629,"body":"quite nice to be sitting in"},{"speaker":"Alan Smith","startTime":1369.629,"endTime":1374.069,"body":"front of the CEO of this global,"},{"speaker":"Alan Smith","startTime":1369.629,"endTime":1374.069,"body":"you know, 600 Billion Euro, half"},{"speaker":"Alan Smith","startTime":1374.069,"endTime":1377.7289999999998,"body":"a trillion dollar organization"},{"speaker":"Alan Smith","startTime":1374.069,"endTime":1377.7289999999998,"body":"and to be given some kudos and"},{"speaker":"Alan Smith","startTime":1377.7289999999998,"endTime":1379.829,"body":"credit. And thank you very much"},{"speaker":"Alan Smith","startTime":1377.7289999999998,"endTime":1379.829,"body":"for all the good work that the"},{"speaker":"Alan Smith","startTime":1379.829,"endTime":1384.4789999999998,"body":"boys on track are doing, to"},{"speaker":"Alan Smith","startTime":1379.829,"endTime":1384.4789999999998,"body":"educate and to help advisors"},{"speaker":"Alan Smith","startTime":1384.4789999999998,"endTime":1387.9889999999998,"body":"learn more about the art and"},{"speaker":"Alan Smith","startTime":1384.4789999999998,"endTime":1387.9889999999998,"body":"science of investing. And so as"},{"speaker":"Alan Smith","startTime":1387.9889999999998,"endTime":1391.349,"body":"I as I was leaving, I say yo"},{"speaker":"Alan Smith","startTime":1387.9889999999998,"endTime":1391.349,"body":"Nice to meet your guys shaking"},{"speaker":"Alan Smith","startTime":1391.349,"endTime":1393.7189999999998,"body":"hands and all the rest of it."},{"speaker":"Alan Smith","startTime":1391.349,"endTime":1393.7189999999998,"body":"And I go out to the to the"},{"speaker":"Alan Smith","startTime":1393.7189999999998,"endTime":1397.889,"body":"lifts, and then your man Gerardo"},{"speaker":"Alan Smith","startTime":1393.7189999999998,"endTime":1397.889,"body":"Riley appears as well. So"},{"speaker":"Alan Smith","startTime":1397.889,"endTime":1401.0089999999998,"body":"there's me holding court"},{"speaker":"Alan Smith","startTime":1397.889,"endTime":1401.0089999999998,"body":"completely out of my depth for"},{"speaker":"Alan Smith","startTime":1401.0089999999998,"endTime":1404.9689999999998,"body":"the two global CEOs of this"},{"speaker":"Alan Smith","startTime":1401.0089999999998,"endTime":1404.9689999999998,"body":"organization. All I was trying"},{"speaker":"Alan Smith","startTime":1404.9689999999998,"endTime":1407.9389999999999,"body":"to do is get out the building"},{"speaker":"Alan Smith","startTime":1404.9689999999998,"endTime":1407.9389999999999,"body":"before I embarrass myself and"},{"speaker":"Alan Smith","startTime":1407.9389999999999,"endTime":1411.389,"body":"said something stupid. So I"},{"speaker":"Alan Smith","startTime":1407.9389999999999,"endTime":1411.389,"body":"think I just about made it"},{"speaker":"Alan Smith","startTime":1411.389,"endTime":1414.899,"body":"through, but they are very"},{"speaker":"Alan Smith","startTime":1411.389,"endTime":1414.899,"body":"appreciative of the good work"},{"speaker":"Alan Smith","startTime":1415.109,"endTime":1417.2089999999998,"body":"that we're doing on this"},{"speaker":"Alan Smith","startTime":1415.109,"endTime":1417.2089999999998,"body":"podcast."},{"speaker":"Andy Hart","startTime":1417.4199999999998,"endTime":1419.79,"body":"There we go. Now"},{"speaker":"Andy Hart","startTime":1417.4199999999998,"endTime":1419.79,"body":"nothing happens by accident"},{"speaker":"Andy Hart","startTime":1419.79,"endTime":1422.1599999999999,"body":"dimension and that was probably"},{"speaker":"Andy Hart","startTime":1419.79,"endTime":1422.1599999999999,"body":"strategically planned Allen."},{"speaker":"Andy Hart","startTime":1422.61,"endTime":1425.1599999999999,"body":"Slick operation probably was."},{"speaker":"Andy Hart","startTime":1422.61,"endTime":1425.1599999999999,"body":"Yeah."},{"speaker":"Nick Lincoln","startTime":1426.6,"endTime":1428.04,"body":"Location. You said"},{"speaker":"Nick Lincoln","startTime":1426.6,"endTime":1428.04,"body":"I was trigger happy with the"},{"speaker":"Nick Lincoln","startTime":1428.04,"endTime":1432.78,"body":"storyteller drop there. Yeah."},{"speaker":"Nick Lincoln","startTime":1428.04,"endTime":1432.78,"body":"Yes. Okay. Right. Okay. Moving"},{"speaker":"Nick Lincoln","startTime":1432.78,"endTime":1438.9599999999998,"body":"on. Oh, me. Good. Personality"},{"speaker":"Nick Lincoln","startTime":1432.78,"endTime":1438.9599999999998,"body":"Test. I did a personality test."},{"speaker":"Nick Lincoln","startTime":1438.9599999999998,"endTime":1442.8,"body":"I don't know what that is,"},{"speaker":"Nick Lincoln","startTime":1438.9599999999998,"endTime":1442.8,"body":"though. No, it's coming. It's"},{"speaker":"Nick Lincoln","startTime":1442.8,"endTime":1446.8799999999999,"body":"coming this morning via Amazon"},{"speaker":"Nick Lincoln","startTime":1442.8,"endTime":1446.8799999999999,"body":"computer said no. Computer said"},{"speaker":"Nick Lincoln","startTime":1446.8799999999999,"endTime":1449.6699999999998,"body":"no. I did a test call and the"},{"speaker":"Nick Lincoln","startTime":1446.8799999999999,"endTime":1449.6699999999998,"body":"links in the circle Show Notes"},{"speaker":"Nick Lincoln","startTime":1449.6999999999998,"endTime":1453.2099999999998,"body":"understand myself.com. And I"},{"speaker":"Nick Lincoln","startTime":1449.6999999999998,"endTime":1453.2099999999998,"body":"just I was trying to get the"},{"speaker":"Nick Lincoln","startTime":1453.2099999999998,"endTime":1456.51,"body":"other three horsemen of the"},{"speaker":"Nick Lincoln","startTime":1453.2099999999998,"endTime":1456.51,"body":"apocalypse to do the same test."},{"speaker":"Nick Lincoln","startTime":1456.51,"endTime":1458.9099999999999,"body":"But of course being the"},{"speaker":"Nick Lincoln","startTime":1456.51,"endTime":1458.9099999999999,"body":"disagreeable buggers, they are"},{"speaker":"Nick Lincoln","startTime":1459.3899999999999,"endTime":1461.4599999999998,"body":"none of them have done and on"},{"speaker":"Nick Lincoln","startTime":1459.3899999999999,"endTime":1461.4599999999998,"body":"that point I scored in the"},{"speaker":"Nick Lincoln","startTime":1461.4599999999998,"endTime":1464.9699999999998,"body":"bottom two percentile on"},{"speaker":"Nick Lincoln","startTime":1461.4599999999998,"endTime":1464.9699999999998,"body":"agreeableness. There are there"},{"speaker":"Nick Lincoln","startTime":1464.9699999999998,"endTime":1469.6499999999999,"body":"are five traits. And what's it"},{"speaker":"Nick Lincoln","startTime":1464.9699999999998,"endTime":1469.6499999999999,"body":"say people that hold on a"},{"speaker":"Nick Lincoln","startTime":1469.6499999999999,"endTime":1470.07,"body":"second?"},{"speaker":"Alan Smith","startTime":1473.85,"endTime":1476.4899999999998,"body":"Right, he was the"},{"speaker":"Alan Smith","startTime":1473.85,"endTime":1476.4899999999998,"body":"bottom bottom 2%"},{"speaker":"Nick Lincoln","startTime":1476.55,"endTime":1479.7299999999998,"body":"people who paid"},{"speaker":"Nick Lincoln","startTime":1476.55,"endTime":1479.7299999999998,"body":"people high in agreeableness a"},{"speaker":"Nick Lincoln","startTime":1479.7299999999998,"endTime":1483.9299999999998,"body":"nice compliant nurturing kind a"},{"speaker":"Nick Lincoln","startTime":1479.7299999999998,"endTime":1483.9299999999998,"body":"very trusting and conciliatory"},{"speaker":"Nick Lincoln","startTime":1484.8899999999999,"endTime":1489.4199999999998,"body":"as people who were low or not so"},{"speaker":"Nick Lincoln","startTime":1484.8899999999999,"endTime":1489.4199999999998,"body":"nice, let's is worth pay for is"},{"speaker":"Nick Lincoln","startTime":1489.4199999999998,"endTime":1493.59,"body":"now stubborn, dominant, harsh,"},{"speaker":"Nick Lincoln","startTime":1489.4199999999998,"endTime":1493.59,"body":"skeptical, competitive and an"},{"speaker":"Nick Lincoln","startTime":1493.59,"endTime":1497.04,"body":"extreme even predatory. However,"},{"speaker":"Nick Lincoln","startTime":1493.59,"endTime":1497.04,"body":"they tend to be straightforward,"},{"speaker":"Nick Lincoln","startTime":1497.1599999999999,"endTime":1499.4399999999998,"body":"even blunt, so you know where"},{"speaker":"Nick Lincoln","startTime":1497.1599999999999,"endTime":1499.4399999999998,"body":"they stand. And I would just"},{"speaker":"Nick Lincoln","startTime":1499.4399999999998,"endTime":1503.3999999999999,"body":"like I'd be interested to know"},{"speaker":"Nick Lincoln","startTime":1499.4399999999998,"endTime":1503.3999999999999,"body":"what other advisor traits are."},{"speaker":"Nick Lincoln","startTime":1503.4299999999998,"endTime":1506.28,"body":"Yeah, the sort of the five"},{"speaker":"Nick Lincoln","startTime":1503.4299999999998,"endTime":1506.28,"body":"traits I was in the bottom. Two"},{"speaker":"Nick Lincoln","startTime":1506.4299999999998,"endTime":1509.1,"body":"2% are for agreeableness I was"},{"speaker":"Nick Lincoln","startTime":1506.4299999999998,"endTime":1509.1,"body":"high in extraversion, very high"},{"speaker":"Nick Lincoln","startTime":1509.1,"endTime":1512.1299999999999,"body":"in conscientiousness, low in"},{"speaker":"Nick Lincoln","startTime":1509.1,"endTime":1512.1299999999999,"body":"openness and high in"},{"speaker":"Nick Lincoln","startTime":1512.1299999999999,"endTime":1517.02,"body":"neuroticism. So I'm all over the"},{"speaker":"Nick Lincoln","startTime":1512.1299999999999,"endTime":1517.02,"body":"shop really you got you got to"},{"speaker":"Nick Lincoln","startTime":1517.02,"endTime":1517.26,"body":"talk to"},{"speaker":"Alan Smith","startTime":1517.26,"endTime":1519.2399999999998,"body":"your disagreeable"},{"speaker":"Alan Smith","startTime":1517.26,"endTime":1519.2399999999998,"body":"neurotic"},{"speaker":"Andy Hart","startTime":1524.1299999999999,"endTime":1525.9599999999998,"body":"are 98% of my"},{"speaker":"Andy Hart","startTime":1524.1299999999999,"endTime":1525.9599999999998,"body":"openness"},{"speaker":"Carl Widger","startTime":1527.4599999999998,"endTime":1528.3,"body":"oh we know"},{"speaker":"Nick Lincoln","startTime":1529.7389999999998,"endTime":1532.9789999999998,"body":"we do to 5.5 to"},{"speaker":"Nick Lincoln","startTime":1529.7389999999998,"endTime":1532.9789999999998,"body":"minus and three five points and"},{"speaker":"Nick Lincoln","startTime":1532.9789999999998,"endTime":1537.2089999999998,"body":"three other extreme I think I am"},{"speaker":"Nick Lincoln","startTime":1532.9789999999998,"endTime":1537.2089999999998,"body":"relatively open"},{"speaker":"Andy Hart","startTime":1540.03,"endTime":1542.37,"body":"raised ideas ever and"},{"speaker":"Andy Hart","startTime":1540.03,"endTime":1542.37,"body":"you shoot them down for about"},{"speaker":"Andy Hart","startTime":1542.37,"endTime":1545.4899999999998,"body":"five months and then you you"},{"speaker":"Andy Hart","startTime":1542.37,"endTime":1545.4899999999998,"body":"embrace them on the six month"},{"speaker":"Andy Hart","startTime":1545.4899999999998,"endTime":1545.6699999999998,"body":"and you"},{"speaker":"Alan Smith","startTime":1545.6699999999998,"endTime":1548.3999999999999,"body":"don't permit your"},{"speaker":"Alan Smith","startTime":1545.6699999999998,"endTime":1548.3999999999999,"body":"own. So you've done it I haven't"},{"speaker":"Alan Smith","startTime":1548.3999999999999,"endTime":1550.7099999999998,"body":"really you haven't done it yet."},{"speaker":"Alan Smith","startTime":1548.3999999999999,"endTime":1550.7099999999998,"body":"Have you wish you'd do it I'll"},{"speaker":"Alan Smith","startTime":1550.7099999999998,"endTime":1553.86,"body":"do it. I'll do it later. Yeah,"},{"speaker":"Alan Smith","startTime":1550.7099999999998,"endTime":1553.86,"body":"share the results"},{"speaker":"Carl Widger","startTime":1554.9699999999998,"endTime":1557.3999999999999,"body":"I'll do it yeah, we"},{"speaker":"Carl Widger","startTime":1554.9699999999998,"endTime":1557.3999999999999,"body":"can't we will never"},{"speaker":"Alan Smith","startTime":1557.3999999999999,"endTime":1559.86,"body":"compete with Nick I"},{"speaker":"Alan Smith","startTime":1557.3999999999999,"endTime":1559.86,"body":"know for sure before you do it"},{"speaker":"Alan Smith","startTime":1559.86,"endTime":1563.9399999999998,"body":"call we will not be in the"},{"speaker":"Alan Smith","startTime":1559.86,"endTime":1563.9399999999998,"body":"bottom 2% In the same way as"},{"speaker":"Alan Smith","startTime":1563.9399999999998,"endTime":1565.6499999999999,"body":"Nick is a bit of"},{"speaker":"Nick Lincoln","startTime":1566.2199999999998,"endTime":1568.05,"body":"a trial it you"},{"speaker":"Nick Lincoln","startTime":1566.2199999999998,"endTime":1568.05,"body":"know I think it does depend to a"},{"speaker":"Nick Lincoln","startTime":1568.05,"endTime":1570.1499999999999,"body":"degree on the mood you're in"},{"speaker":"Nick Lincoln","startTime":1568.05,"endTime":1570.1499999999999,"body":"when you do it that will that"},{"speaker":"Nick Lincoln","startTime":1570.1499999999999,"endTime":1571.83,"body":"will influence but I didn't try"},{"speaker":"Nick Lincoln","startTime":1570.1499999999999,"endTime":1571.83,"body":"and be honest. I wasn't trying"},{"speaker":"Nick Lincoln","startTime":1571.83,"endTime":1575.1,"body":"to just give silly answer to get"},{"speaker":"Nick Lincoln","startTime":1571.83,"endTime":1575.1,"body":"silly scores but I don't mind"},{"speaker":"Nick Lincoln","startTime":1575.1,"endTime":1577.11,"body":"actually reading through I'm"},{"speaker":"Nick Lincoln","startTime":1575.1,"endTime":1577.11,"body":"noticing a bit more detail. I"},{"speaker":"Nick Lincoln","startTime":1577.11,"endTime":1579.6,"body":"think being being disagreeable"},{"speaker":"Nick Lincoln","startTime":1577.11,"endTime":1579.6,"body":"has has a lot of benefits and,"},{"speaker":"Nick Lincoln","startTime":1579.9299999999998,"endTime":1582.51,"body":"you know, seven marriages in, I"},{"speaker":"Nick Lincoln","startTime":1579.9299999999998,"endTime":1582.51,"body":"think it's working for me."},{"speaker":"Nick Lincoln","startTime":1583.4099999999999,"endTime":1589.29,"body":"Right? The next thing we have,"},{"speaker":"Nick Lincoln","startTime":1583.4099999999999,"endTime":1589.29,"body":"who's the next one that talks"},{"speaker":"Nick Lincoln","startTime":1589.29,"endTime":1593.3999999999999,"body":"about? It is Mr. Smith again. So"},{"speaker":"Nick Lincoln","startTime":1589.29,"endTime":1593.3999999999999,"body":"the Schroeder's advisor pulse"},{"speaker":"Nick Lincoln","startTime":1593.3999999999999,"endTime":1595.83,"body":"2023 report."},{"speaker":"Alan Smith","startTime":1596.8799999999999,"endTime":1599.2199999999998,"body":"Yeah, okay. This is"},{"speaker":"Alan Smith","startTime":1596.8799999999999,"endTime":1599.2199999999998,"body":"just something that apparently"},{"speaker":"Alan Smith","startTime":1599.2199999999998,"endTime":1602.8799999999999,"body":"Schroeder's obviously we're a"},{"speaker":"Alan Smith","startTime":1599.2199999999998,"endTime":1602.8799999999999,"body":"major player in our sector. And"},{"speaker":"Alan Smith","startTime":1603.1499999999999,"endTime":1606.6,"body":"I think they do this two, or"},{"speaker":"Alan Smith","startTime":1603.1499999999999,"endTime":1606.6,"body":"perhaps even three times a year."},{"speaker":"Alan Smith","startTime":1606.6,"endTime":1610.1999999999998,"body":"I just saw it for the first time"},{"speaker":"Alan Smith","startTime":1606.6,"endTime":1610.1999999999998,"body":"the other day, so took the"},{"speaker":"Alan Smith","startTime":1610.1999999999998,"endTime":1614.85,"body":"opportunity to read through it"},{"speaker":"Alan Smith","startTime":1610.1999999999998,"endTime":1614.85,"body":"so Schroeder's survey, I'm not"},{"speaker":"Alan Smith","startTime":1614.85,"endTime":1616.8899999999999,"body":"sure it's not the biggest sample"},{"speaker":"Alan Smith","startTime":1614.85,"endTime":1616.8899999999999,"body":"set, but it's certainly in the"},{"speaker":"Alan Smith","startTime":1616.8899999999999,"endTime":1620.6699999999998,"body":"hundreds of advisors and asked"},{"speaker":"Alan Smith","startTime":1616.8899999999999,"endTime":1620.6699999999998,"body":"them, you know, what are the key"},{"speaker":"Alan Smith","startTime":1620.6699999999998,"endTime":1623.61,"body":"issues? What are the what's on"},{"speaker":"Alan Smith","startTime":1620.6699999999998,"endTime":1623.61,"body":"their mind? What are the"},{"speaker":"Alan Smith","startTime":1623.61,"endTime":1626.28,"body":"debating? What are they"},{"speaker":"Alan Smith","startTime":1623.61,"endTime":1626.28,"body":"concerned with? And I just And"},{"speaker":"Alan Smith","startTime":1626.28,"endTime":1629.8799999999999,"body":"again, I posted a link to it in"},{"speaker":"Alan Smith","startTime":1626.28,"endTime":1629.8799999999999,"body":"the show notes, couple, a couple"},{"speaker":"Alan Smith","startTime":1629.8799999999999,"endTime":1633.4799999999998,"body":"of a few things, I'll just"},{"speaker":"Alan Smith","startTime":1629.8799999999999,"endTime":1633.4799999999998,"body":"share, which some are obvious,"},{"speaker":"Alan Smith","startTime":1633.4799999999998,"endTime":1636.06,"body":"and some are slightly"},{"speaker":"Alan Smith","startTime":1633.4799999999998,"endTime":1636.06,"body":"surprising. So the the first"},{"speaker":"Alan Smith","startTime":1636.06,"endTime":1640.4699999999998,"body":"thing was, that there's a lot of"},{"speaker":"Alan Smith","startTime":1636.06,"endTime":1640.4699999999998,"body":"this concern out there about"},{"speaker":"Alan Smith","startTime":1640.53,"endTime":1645.36,"body":"capital loss about clients, and"},{"speaker":"Alan Smith","startTime":1640.53,"endTime":1645.36,"body":"advisors advising them"},{"speaker":"Alan Smith","startTime":1645.36,"endTime":1650.9099999999999,"body":"discussing loss of capital. And"},{"speaker":"Alan Smith","startTime":1645.36,"endTime":1650.9099999999999,"body":"that, you know, in terms of all"},{"speaker":"Alan Smith","startTime":1650.9099999999999,"endTime":1653.4899999999998,"body":"the conversations that we have,"},{"speaker":"Alan Smith","startTime":1650.9099999999999,"endTime":1653.4899999999998,"body":"that's I think that's even"},{"speaker":"Alan Smith","startTime":1653.4899999999998,"endTime":1656.85,"body":"concerning that that's a big"},{"speaker":"Alan Smith","startTime":1653.4899999999998,"endTime":1656.85,"body":"issue. Yeah. And I'm always"},{"speaker":"Alan Smith","startTime":1656.85,"endTime":1660.3899999999999,"body":"reminded of that, what's the"},{"speaker":"Alan Smith","startTime":1656.85,"endTime":1660.3899999999999,"body":"what's the Nick Murray, saying"},{"speaker":"Alan Smith","startTime":1660.4199999999998,"endTime":1663.8999999999999,"body":"about capital loss, the"},{"speaker":"Alan Smith","startTime":1660.4199999999998,"endTime":1663.8999999999999,"body":"permanent loss of capital in a"},{"speaker":"Alan Smith","startTime":1663.8999999999999,"endTime":1667.53,"body":"well diversified portfolio is a"},{"speaker":"Alan Smith","startTime":1663.8999999999999,"endTime":1667.53,"body":"human achievement, or which the"},{"speaker":"Andy Hart","startTime":1668.1599999999999,"endTime":1669.9899999999998,"body":"markets are incapable"},{"speaker":"Andy Hart","startTime":1668.1599999999999,"endTime":1669.9899999999998,"body":"incapable."},{"speaker":"Alan Smith","startTime":1671.4299999999998,"endTime":1674.3999999999999,"body":"The markets cannot"},{"speaker":"Alan Smith","startTime":1671.4299999999998,"endTime":1674.3999999999999,"body":"have permanent loss and a well"},{"speaker":"Alan Smith","startTime":1674.3999999999999,"endTime":1678.9899999999998,"body":"diversified a human folio. A"},{"speaker":"Alan Smith","startTime":1674.3999999999999,"endTime":1678.9899999999998,"body":"human certainly can. So the very"},{"speaker":"Alan Smith","startTime":1678.9899999999998,"endTime":1682.6799999999998,"body":"fact that that's a big concern"},{"speaker":"Alan Smith","startTime":1678.9899999999998,"endTime":1682.6799999999998,"body":"right now is a concern in and of"},{"speaker":"Alan Smith","startTime":1682.6799999999998,"endTime":1687.51,"body":"itself. Second thing is,"},{"speaker":"Alan Smith","startTime":1682.6799999999998,"endTime":1687.51,"body":"obviously, cost of living"},{"speaker":"Alan Smith","startTime":1687.51,"endTime":1691.7399999999998,"body":"crisis, et cetera, is, is sort"},{"speaker":"Alan Smith","startTime":1687.51,"endTime":1691.7399999999998,"body":"of looming large. And something"},{"speaker":"Alan Smith","startTime":1691.7399999999998,"endTime":1695.58,"body":"that I think Andy mentioned last"},{"speaker":"Alan Smith","startTime":1691.7399999999998,"endTime":1695.58,"body":"episode, but what the reason I"},{"speaker":"Alan Smith","startTime":1695.58,"endTime":1697.86,"body":"get this as well, we're"},{"speaker":"Alan Smith","startTime":1695.58,"endTime":1697.86,"body":"experiencing as well, this,"},{"speaker":"Alan Smith","startTime":1697.9799999999998,"endTime":1701.9099999999999,"body":"whereas the client themselves"},{"speaker":"Alan Smith","startTime":1697.9799999999998,"endTime":1701.9099999999999,"body":"might be doing, okay, there is"},{"speaker":"Alan Smith","startTime":1701.9099999999999,"endTime":1704.9399999999998,"body":"issues around helping family"},{"speaker":"Alan Smith","startTime":1701.9099999999999,"endTime":1704.9399999999998,"body":"members, so the family member is"},{"speaker":"Alan Smith","startTime":1704.9399999999998,"endTime":1707.61,"body":"suffering, you know, or can't"},{"speaker":"Alan Smith","startTime":1704.9399999999998,"endTime":1707.61,"body":"afford their rent or the"},{"speaker":"Alan Smith","startTime":1707.61,"endTime":1711.84,"body":"mortgage or whatever. Then the"},{"speaker":"Alan Smith","startTime":1707.61,"endTime":1711.84,"body":"you know, a lot of our clients"},{"speaker":"Alan Smith","startTime":1711.84,"endTime":1714.78,"body":"are looking to withdraw capital"},{"speaker":"Alan Smith","startTime":1711.84,"endTime":1714.78,"body":"to support family members that"},{"speaker":"Alan Smith","startTime":1714.78,"endTime":1719.55,"body":"was, you know, had increased"},{"speaker":"Alan Smith","startTime":1714.78,"endTime":1719.55,"body":"significantly recently. You like"},{"speaker":"Alan Smith","startTime":1719.55,"endTime":1723.1799999999998,"body":"this one, Nick, the interest in"},{"speaker":"Alan Smith","startTime":1719.55,"endTime":1723.1799999999998,"body":"sustainable sustainable"},{"speaker":"Alan Smith","startTime":1723.1799999999998,"endTime":1727.08,"body":"investing has fallen"},{"speaker":"Alan Smith","startTime":1723.1799999999998,"endTime":1727.08,"body":"precipitously. Only seen percent"},{"speaker":"Alan Smith","startTime":1727.08,"endTime":1730.7099999999998,"body":"of clients are currently asking"},{"speaker":"Alan Smith","startTime":1727.08,"endTime":1730.7099999999998,"body":"for are remotely interested in"},{"speaker":"Alan Smith","startTime":1730.7099999999998,"endTime":1732.9899999999998,"body":"it as follows come on what the"},{"speaker":"Alan Smith","startTime":1730.7099999999998,"endTime":1732.9899999999998,"body":"what the percent was before,"},{"speaker":"Alan Smith","startTime":1732.9899999999998,"endTime":1736.7399999999998,"body":"much, much higher than now. And"},{"speaker":"Alan Smith","startTime":1732.9899999999998,"endTime":1736.7399999999998,"body":"interestingly, the reason that"},{"speaker":"Alan Smith","startTime":1736.7399999999998,"endTime":1740.6399999999999,"body":"cited is because investment"},{"speaker":"Alan Smith","startTime":1736.7399999999998,"endTime":1740.6399999999999,"body":"performance has fallen away for"},{"speaker":"Alan Smith","startTime":1740.6399999999999,"endTime":1743.4299999999998,"body":"sustainable investing. So if you"},{"speaker":"Alan Smith","startTime":1740.6399999999999,"endTime":1743.4299999999998,"body":"look back a couple of years, all"},{"speaker":"Alan Smith","startTime":1743.4299999999998,"endTime":1746.61,"body":"the sustainable and a lot of the"},{"speaker":"Alan Smith","startTime":1743.4299999999998,"endTime":1746.61,"body":"Sustainable companies or those"},{"speaker":"Alan Smith","startTime":1746.61,"endTime":1749.6999999999998,"body":"which were considered ESG, or"},{"speaker":"Alan Smith","startTime":1746.61,"endTime":1749.6999999999998,"body":"the big tech companies weren't"},{"speaker":"Alan Smith","startTime":1749.6999999999998,"endTime":1753.03,"body":"the were a lot of the a lot of"},{"speaker":"Alan Smith","startTime":1749.6999999999998,"endTime":1753.03,"body":"those companies were predominant"},{"speaker":"Alan Smith","startTime":1753.03,"endTime":1756.2099999999998,"body":"in it. And so therefore, maybe"},{"speaker":"Alan Smith","startTime":1753.03,"endTime":1756.2099999999998,"body":"people weren't quite so"},{"speaker":"Alan Smith","startTime":1756.2099999999998,"endTime":1760.4099999999999,"body":"interested in the sort of the"},{"speaker":"Alan Smith","startTime":1756.2099999999998,"endTime":1760.4099999999999,"body":"basics around ESG investing, but"},{"speaker":"Alan Smith","startTime":1760.4099999999999,"endTime":1762.4199999999998,"body":"more the fact that there was"},{"speaker":"Alan Smith","startTime":1760.4099999999999,"endTime":1762.4199999999998,"body":"having some good investment"},{"speaker":"Alan Smith","startTime":1762.4199999999998,"endTime":1764.82,"body":"returns. Do you want to come in"},{"speaker":"Alan Smith","startTime":1762.4199999999998,"endTime":1764.82,"body":"there, Nick?"},{"speaker":"Nick Lincoln","startTime":1765.059,"endTime":1766.4089999999999,"body":"Yeah, I was gonna"},{"speaker":"Nick Lincoln","startTime":1765.059,"endTime":1766.4089999999999,"body":"say it's fun, isn't it? When"},{"speaker":"Nick Lincoln","startTime":1766.4089999999999,"endTime":1768.869,"body":"people have got real concerns,"},{"speaker":"Nick Lincoln","startTime":1766.4089999999999,"endTime":1768.869,"body":"like maybe helping out family"},{"speaker":"Nick Lincoln","startTime":1768.869,"endTime":1770.9389999999999,"body":"members or helping out in the"},{"speaker":"Nick Lincoln","startTime":1768.869,"endTime":1770.9389999999999,"body":"sales because of inflation or"},{"speaker":"Nick Lincoln","startTime":1770.9389999999999,"endTime":1773.279,"body":"when they're worried about a"},{"speaker":"Nick Lincoln","startTime":1770.9389999999999,"endTime":1773.279,"body":"real thing, such as a war in"},{"speaker":"Nick Lincoln","startTime":1773.279,"endTime":1777.059,"body":"Eastern Europe, all these wolky"},{"speaker":"Nick Lincoln","startTime":1773.279,"endTime":1777.059,"body":"things just fall by the wayside"},{"speaker":"Nick Lincoln","startTime":1777.059,"endTime":1780.569,"body":"down there. People don't really"},{"speaker":"Nick Lincoln","startTime":1777.059,"endTime":1780.569,"body":"give a Shi t call and then we're"},{"speaker":"Nick Lincoln","startTime":1780.569,"endTime":1781.4689999999998,"body":"back to back to Anna."},{"speaker":"Carl Widger","startTime":1782.07,"endTime":1784.5,"body":"Yeah, there's"},{"speaker":"Carl Widger","startTime":1782.07,"endTime":1784.5,"body":"another reason for that, I"},{"speaker":"Carl Widger","startTime":1784.5,"endTime":1787.9799999999998,"body":"think. And that's I think people"},{"speaker":"Carl Widger","startTime":1784.5,"endTime":1787.9799999999998,"body":"are a lot more educated these"},{"speaker":"Carl Widger","startTime":1787.9799999999998,"endTime":1792.2099999999998,"body":"days. Because information is to"},{"speaker":"Carl Widger","startTime":1787.9799999999998,"endTime":1792.2099999999998,"body":"hand I think the whole"},{"speaker":"Carl Widger","startTime":1792.2099999999998,"endTime":1795.4199999999998,"body":"greenwashing by the fund"},{"speaker":"Carl Widger","startTime":1792.2099999999998,"endTime":1795.4199999999998,"body":"management industry has been"},{"speaker":"Carl Widger","startTime":1795.4199999999998,"endTime":1801.78,"body":"exposed. And I think when, you"},{"speaker":"Carl Widger","startTime":1795.4199999999998,"endTime":1801.78,"body":"know, rules and regulation and"},{"speaker":"Carl Widger","startTime":1801.78,"endTime":1805.83,"body":"criteria are put in place and"},{"speaker":"Carl Widger","startTime":1801.78,"endTime":1805.83,"body":"funds either tick boxes or they"},{"speaker":"Carl Widger","startTime":1805.83,"endTime":1808.8899999999999,"body":"don't that's another reason I"},{"speaker":"Carl Widger","startTime":1805.83,"endTime":1808.8899999999999,"body":"think that it has just fallen"},{"speaker":"Carl Widger","startTime":1808.8899999999999,"endTime":1809.25,"body":"behind."},{"speaker":"Nick Lincoln","startTime":1809.28,"endTime":1810.84,"body":"Okay, let me just"},{"speaker":"Nick Lincoln","startTime":1809.28,"endTime":1810.84,"body":"close on this and back back to"},{"speaker":"Nick Lincoln","startTime":1810.84,"endTime":1813.4799999999998,"body":"when I mean That and the fact"},{"speaker":"Nick Lincoln","startTime":1810.84,"endTime":1813.4799999999998,"body":"that these massive main Vanguard"},{"speaker":"Nick Lincoln","startTime":1813.4799999999998,"endTime":1816.78,"body":"are pulled out of this ESG"},{"speaker":"Nick Lincoln","startTime":1813.4799999999998,"endTime":1816.78,"body":"nonsense in terms of the these"},{"speaker":"Nick Lincoln","startTime":1816.81,"endTime":1819.8999999999999,"body":"these conferences they go to and"},{"speaker":"Nick Lincoln","startTime":1816.81,"endTime":1819.8999999999999,"body":"so forth, and anything that's"},{"speaker":"Nick Lincoln","startTime":1819.8999999999999,"endTime":1824.37,"body":"involving BlackRock, just just"},{"speaker":"Nick Lincoln","startTime":1819.8999999999999,"endTime":1824.37,"body":"treat with with Ultra care. And"},{"speaker":"Nick Lincoln","startTime":1824.37,"endTime":1828.2399999999998,"body":"Larry Fink, this Blackrock CEO,"},{"speaker":"Nick Lincoln","startTime":1824.37,"endTime":1828.2399999999998,"body":"who is the main driver, this ESG"},{"speaker":"Nick Lincoln","startTime":1828.2399999999998,"endTime":1832.08,"body":"crap. You know, look, look where"},{"speaker":"Nick Lincoln","startTime":1828.2399999999998,"endTime":1832.08,"body":"it's coming from each time and"},{"speaker":"Nick Lincoln","startTime":1832.08,"endTime":1832.5,"body":"back to you."},{"speaker":"Alan Smith","startTime":1832.77,"endTime":1838.05,"body":"Yeah, exactly. Two"},{"speaker":"Alan Smith","startTime":1832.77,"endTime":1838.05,"body":"more brief points. As we know,"},{"speaker":"Alan Smith","startTime":1838.08,"endTime":1842.1599999999999,"body":"consumer duty is looming large."},{"speaker":"Alan Smith","startTime":1838.08,"endTime":1842.1599999999999,"body":"It's due to be implemented at"},{"speaker":"Alan Smith","startTime":1842.1599999999999,"endTime":1846.78,"body":"the end of end of this month,"},{"speaker":"Alan Smith","startTime":1842.1599999999999,"endTime":1846.78,"body":"actually, end of July 59% of"},{"speaker":"Alan Smith","startTime":1846.78,"endTime":1851.82,"body":"advisors say that consumer duty"},{"speaker":"Alan Smith","startTime":1846.78,"endTime":1851.82,"body":"will or has forced them to"},{"speaker":"Alan Smith","startTime":1851.82,"endTime":1854.4299999999998,"body":"change their pricing model"},{"speaker":"Alan Smith","startTime":1851.82,"endTime":1854.4299999999998,"body":"pricing structure, particularly"},{"speaker":"Alan Smith","startTime":1854.4299999999998,"endTime":1858.4499999999998,"body":"around their ongoing recurring"},{"speaker":"Alan Smith","startTime":1854.4299999999998,"endTime":1858.4499999999998,"body":"fee structure, which I think was"},{"speaker":"Alan Smith","startTime":1858.4499999999998,"endTime":1862.35,"body":"one of the key issues that the"},{"speaker":"Alan Smith","startTime":1858.4499999999998,"endTime":1862.35,"body":"regulator was wanting to explore"},{"speaker":"Alan Smith","startTime":1862.35,"endTime":1867.4199999999998,"body":"that not everybody needs an"},{"speaker":"Alan Smith","startTime":1862.35,"endTime":1867.4199999999998,"body":"ongoing paid for. Service. So if"},{"speaker":"Alan Smith","startTime":1867.4499999999998,"endTime":1870.78,"body":"59% stayed where they are, they"},{"speaker":"Alan Smith","startTime":1867.4499999999998,"endTime":1870.78,"body":"have changed or the process of"},{"speaker":"Alan Smith","startTime":1870.78,"endTime":1874.59,"body":"changing their fee structure"},{"speaker":"Alan Smith","startTime":1870.78,"endTime":1874.59,"body":"doesn't say to what, but that I"},{"speaker":"Alan Smith","startTime":1874.59,"endTime":1879.6599999999999,"body":"found quite interesting. And"},{"speaker":"Alan Smith","startTime":1874.59,"endTime":1879.6599999999999,"body":"last but not least, of course,"},{"speaker":"Alan Smith","startTime":1879.6899999999998,"endTime":1883.26,"body":"currently, I can't have a whole"},{"speaker":"Alan Smith","startTime":1879.6899999999998,"endTime":1883.26,"body":"episode without mentioning those"},{"speaker":"Alan Smith","startTime":1883.26,"endTime":1890.31,"body":"two magical letters. A AI,"},{"speaker":"Alan Smith","startTime":1883.26,"endTime":1890.31,"body":"interesting, only 8% of the"},{"speaker":"Alan Smith","startTime":1890.31,"endTime":1894.54,"body":"advisors surveyed expect to use"},{"speaker":"Alan Smith","startTime":1890.31,"endTime":1894.54,"body":"any sort of AI tools within"},{"speaker":"Alan Smith","startTime":1894.54,"endTime":1899.3999999999999,"body":"their practice in the next 12"},{"speaker":"Alan Smith","startTime":1894.54,"endTime":1899.3999999999999,"body":"months. As an as it extends out"},{"speaker":"Alan Smith","startTime":1899.3999999999999,"endTime":1901.3799999999999,"body":"to three to five years,"},{"speaker":"Alan Smith","startTime":1899.3999999999999,"endTime":1901.3799999999999,"body":"obviously, those numbers go up,"},{"speaker":"Alan Smith","startTime":1901.3799999999999,"endTime":1904.7399999999998,"body":"but only 8%, which I think is"},{"speaker":"Alan Smith","startTime":1901.3799999999999,"endTime":1904.7399999999998,"body":"pretty small. Expect to be using"},{"speaker":"Alan Smith","startTime":1904.7399999999998,"endTime":1906.9899999999998,"body":"any sort of artificial"},{"speaker":"Alan Smith","startTime":1904.7399999999998,"endTime":1906.9899999999998,"body":"intelligence in their business."},{"speaker":"Alan Smith","startTime":1907.02,"endTime":1910.11,"body":"Well, it shows you it is yet is"},{"speaker":"Alan Smith","startTime":1907.02,"endTime":1910.11,"body":"yet to be sort of mainstream"},{"speaker":"Andy Hart","startTime":1910.11,"endTime":1912.1499999999999,"body":"any stretch. I think"},{"speaker":"Andy Hart","startTime":1910.11,"endTime":1912.1499999999999,"body":"they're already using it but"},{"speaker":"Andy Hart","startTime":1912.1499999999999,"endTime":1915.27,"body":"don't realize, anyway, let's not"},{"speaker":"Andy Hart","startTime":1912.1499999999999,"endTime":1915.27,"body":"focus too much. And maybe,"},{"speaker":"Andy Hart","startTime":1915.36,"endTime":1916.08,"body":"maybe, maybe,"},{"speaker":"Alan Smith","startTime":1916.4099999999999,"endTime":1918.81,"body":"yeah, that was it."},{"speaker":"Alan Smith","startTime":1916.4099999999999,"endTime":1918.81,"body":"There was a few other points in"},{"speaker":"Alan Smith","startTime":1918.81,"endTime":1923.1899999999998,"body":"there as well. So that was the"},{"speaker":"Alan Smith","startTime":1918.81,"endTime":1923.1899999999998,"body":"Schroeder's advisor pulse"},{"speaker":"Alan Smith","startTime":1923.58,"endTime":1926.9699999999998,"body":"report. And again, I posted a"},{"speaker":"Alan Smith","startTime":1923.58,"endTime":1926.9699999999998,"body":"link to it. And it was a lovely,"},{"speaker":"Alan Smith","startTime":1926.9699999999998,"endTime":1927.78,"body":"Carl, quick,"},{"speaker":"Carl Widger","startTime":1927.81,"endTime":1931.05,"body":"quick question,"},{"speaker":"Carl Widger","startTime":1927.81,"endTime":1931.05,"body":"Alan. The we don't have consumer"},{"speaker":"Carl Widger","startTime":1931.05,"endTime":1935.8799999999999,"body":"duty, as you know, but we'll"},{"speaker":"Carl Widger","startTime":1931.05,"endTime":1935.8799999999999,"body":"probably have it in a while. Is"},{"speaker":"Carl Widger","startTime":1935.8799999999999,"endTime":1938.6699999999998,"body":"there any indication at this end"},{"speaker":"Carl Widger","startTime":1935.8799999999999,"endTime":1938.6699999999998,"body":"that the fees are going up or"},{"speaker":"Carl Widger","startTime":1938.6699999999998,"endTime":1940.9799999999998,"body":"going down as a result of"},{"speaker":"Carl Widger","startTime":1938.6699999999998,"endTime":1940.9799999999998,"body":"consumer duty hours?"},{"speaker":"Alan Smith","startTime":1941.79,"endTime":1943.9499999999998,"body":"No, I think there's,"},{"speaker":"Alan Smith","startTime":1941.79,"endTime":1943.9499999999998,"body":"there's there's more sort of"},{"speaker":"Alan Smith","startTime":1943.9499999999998,"endTime":1946.8899999999999,"body":"conscious thought is given to"},{"speaker":"Alan Smith","startTime":1943.9499999999998,"endTime":1946.8899999999999,"body":"because the historical was just"},{"speaker":"Alan Smith","startTime":1946.8899999999999,"endTime":1951.33,"body":"a default, but you know, it was"},{"speaker":"Alan Smith","startTime":1946.8899999999999,"endTime":1951.33,"body":"it was three plus one Repatha"},{"speaker":"Alan Smith","startTime":1951.33,"endTime":1954.75,"body":"asked the question, three plus a"},{"speaker":"Alan Smith","startTime":1951.33,"endTime":1954.75,"body":"half three plus one. Now what"},{"speaker":"Alan Smith","startTime":1954.75,"endTime":1958.59,"body":"now? What service do you want?"},{"speaker":"Alan Smith","startTime":1954.75,"endTime":1958.59,"body":"So I think there's a bit more"},{"speaker":"Alan Smith","startTime":1958.59,"endTime":1960.7199999999998,"body":"focus, which is the right thing"},{"speaker":"Alan Smith","startTime":1958.59,"endTime":1960.7199999999998,"body":"to do. And, you know, any sort"},{"speaker":"Alan Smith","startTime":1960.7199999999998,"endTime":1963.2399999999998,"body":"of commercial enterprise needs"},{"speaker":"Alan Smith","startTime":1960.7199999999998,"endTime":1963.2399999999998,"body":"to understand any proposition."},{"speaker":"Alan Smith","startTime":1963.54,"endTime":1966.36,"body":"And I think that that's that"},{"speaker":"Alan Smith","startTime":1963.54,"endTime":1966.36,"body":"this is one of the key as, as I"},{"speaker":"Alan Smith","startTime":1966.36,"endTime":1968.61,"body":"mentioned a minute ago, it's one"},{"speaker":"Alan Smith","startTime":1966.36,"endTime":1968.61,"body":"of the key things you can't"},{"speaker":"Alan Smith","startTime":1968.61,"endTime":1973.56,"body":"default, to automatically charge"},{"speaker":"Alan Smith","startTime":1968.61,"endTime":1973.56,"body":"a recurring revenue model for an"},{"speaker":"Alan Smith","startTime":1973.56,"endTime":1975.4199999999998,"body":"annual meeting that the client"},{"speaker":"Alan Smith","startTime":1973.56,"endTime":1975.4199999999998,"body":"doesn't want or need, they"},{"speaker":"Alan Smith","startTime":1975.4199999999998,"endTime":1978.1499999999999,"body":"really wanted a piece of work"},{"speaker":"Alan Smith","startTime":1975.4199999999998,"endTime":1978.1499999999999,"body":"done for them as a one off piece"},{"speaker":"Alan Smith","startTime":1978.1499999999999,"endTime":1980.2199999999998,"body":"of activity and whether you"},{"speaker":"Alan Smith","startTime":1978.1499999999999,"endTime":1980.2199999999998,"body":"choose to do transactional work"},{"speaker":"Alan Smith","startTime":1980.2199999999998,"endTime":1983.8799999999999,"body":"or not, it's entirely up to you."},{"speaker":"Alan Smith","startTime":1980.2199999999998,"endTime":1983.8799999999999,"body":"Okay. I think that's what I just"},{"speaker":"Alan Smith","startTime":1983.8799999999999,"endTime":1987.09,"body":"said, a little bit more"},{"speaker":"Alan Smith","startTime":1983.8799999999999,"endTime":1987.09,"body":"conscious thought given to"},{"speaker":"Alan Smith","startTime":1987.09,"endTime":1990.2099999999998,"body":"pricing is coming to bear, which"},{"speaker":"Alan Smith","startTime":1987.09,"endTime":1990.2099999999998,"body":"is, which is the right thing."},{"speaker":"Alan Smith","startTime":1990.51,"endTime":1992.9099999999999,"body":"Okay. Andy,"},{"speaker":"Andy Hart","startTime":1993.6,"endTime":1996.06,"body":"that's a good subject"},{"speaker":"Andy Hart","startTime":1993.6,"endTime":1996.06,"body":"for a future show transactional"},{"speaker":"Andy Hart","startTime":1996.06,"endTime":1999.2099999999998,"body":"versus ongoing. So let's, let's"},{"speaker":"Andy Hart","startTime":1996.06,"endTime":1999.2099999999998,"body":"park that. We'll come back to"},{"speaker":"Andy Hart","startTime":1999.2099999999998,"endTime":2000.32,"body":"that about you, Nick."},{"speaker":"Nick Lincoln","startTime":2000.7389999999998,"endTime":2003.1689999999999,"body":"Yeah, but I think"},{"speaker":"Nick Lincoln","startTime":2000.7389999999998,"endTime":2003.1689999999999,"body":"it's also I think this these"},{"speaker":"Nick Lincoln","startTime":2003.1689999999999,"endTime":2006.079,"body":"things, all intellect don't,"},{"speaker":"Nick Lincoln","startTime":2003.1689999999999,"endTime":2006.079,"body":"then this thing of ours, I think"},{"speaker":"Nick Lincoln","startTime":2006.589,"endTime":2009.139,"body":"this is about it's about"},{"speaker":"Nick Lincoln","startTime":2006.589,"endTime":2009.139,"body":"filtering and having an"},{"speaker":"Nick Lincoln","startTime":2009.139,"endTime":2012.559,"body":"onboarding process, you know,"},{"speaker":"Nick Lincoln","startTime":2009.139,"endTime":2012.559,"body":"and if you if you've, if you're"},{"speaker":"Nick Lincoln","startTime":2012.559,"endTime":2014.899,"body":"very careful with the vetting of"},{"speaker":"Nick Lincoln","startTime":2012.559,"endTime":2014.899,"body":"people, you bring on board, you"},{"speaker":"Nick Lincoln","startTime":2014.899,"endTime":2016.9689999999998,"body":"shouldn't have problems down the"},{"speaker":"Nick Lincoln","startTime":2014.899,"endTime":2016.9689999999998,"body":"line, which we'll come on to the"},{"speaker":"Nick Lincoln","startTime":2016.9689999999998,"endTime":2020.599,"body":"meat and potatoes. But also you"},{"speaker":"Nick Lincoln","startTime":2016.9689999999998,"endTime":2020.599,"body":"bring people on who fit your"},{"speaker":"Nick Lincoln","startTime":2020.599,"endTime":2022.639,"body":"service proposition. This is"},{"speaker":"Nick Lincoln","startTime":2020.599,"endTime":2022.639,"body":"what I do for all people all the"},{"speaker":"Nick Lincoln","startTime":2022.639,"endTime":2025.5189999999998,"body":"time. And if you don't want"},{"speaker":"Nick Lincoln","startTime":2022.639,"endTime":2025.5189999999998,"body":"this, you don't get on the boat,"},{"speaker":"Nick Lincoln","startTime":2025.5189999999998,"endTime":2027.7089999999998,"body":"you don't come on, you're not"},{"speaker":"Nick Lincoln","startTime":2025.5189999999998,"endTime":2027.7089999999998,"body":"you're not part of the squad in"},{"speaker":"Nick Lincoln","startTime":2027.7089999999998,"endTime":2031.849,"body":"the first place. So once again,"},{"speaker":"Nick Lincoln","startTime":2027.7089999999998,"endTime":2031.849,"body":"you know if you know what you"},{"speaker":"Nick Lincoln","startTime":2031.849,"endTime":2035.149,"body":"stand for, and what your service"},{"speaker":"Nick Lincoln","startTime":2031.849,"endTime":2035.149,"body":"is about, offer that to people,"},{"speaker":"Nick Lincoln","startTime":2035.1789999999999,"endTime":2037.6989999999998,"body":"and they either take it or they"},{"speaker":"Nick Lincoln","startTime":2035.1789999999999,"endTime":2037.6989999999998,"body":"leave it, okay, but if they come"},{"speaker":"Nick Lincoln","startTime":2037.6989999999998,"endTime":2041.6889999999999,"body":"on board wanting that service,"},{"speaker":"Nick Lincoln","startTime":2037.6989999999998,"endTime":2041.6889999999999,"body":"they pay for that service. So"},{"speaker":"Nick Lincoln","startTime":2042.4989999999998,"endTime":2044.4189999999999,"body":"what was my thing? Oh, yeah,"},{"speaker":"Nick Lincoln","startTime":2042.4989999999998,"endTime":2044.4189999999999,"body":"it's kind of regret. I didn't"},{"speaker":"Nick Lincoln","startTime":2044.4789999999998,"endTime":2048.649,"body":"say my company around was last"},{"speaker":"Nick Lincoln","startTime":2044.4789999999998,"endTime":2048.649,"body":"week. So I've had the joy of the"},{"speaker":"Nick Lincoln","startTime":2048.649,"endTime":2051.529,"body":"double headed joy of doing my"},{"speaker":"Nick Lincoln","startTime":2048.649,"endTime":2051.529,"body":"regulatory data, which I could"},{"speaker":"Nick Lincoln","startTime":2051.529,"endTime":2053.449,"body":"because I'm high in"},{"speaker":"Nick Lincoln","startTime":2051.529,"endTime":2053.449,"body":"conscientiousness, or I'm just"},{"speaker":"Nick Lincoln","startTime":2053.449,"endTime":2055.999,"body":"neurotic, I just need to get it"},{"speaker":"Nick Lincoln","startTime":2053.449,"endTime":2055.999,"body":"done. I hate stuffing in my"},{"speaker":"Nick Lincoln","startTime":2055.999,"endTime":2060.229,"body":"intro. So I got the email from"},{"speaker":"Nick Lincoln","startTime":2055.999,"endTime":2060.229,"body":"the FCA today and I did it this"},{"speaker":"Nick Lincoln","startTime":2060.229,"endTime":2063.289,"body":"morning. If I did somebody"},{"speaker":"Nick Lincoln","startTime":2060.229,"endTime":2063.289,"body":"yesterday done my reg data as a"},{"speaker":"Nick Lincoln","startTime":2063.289,"endTime":2066.319,"body":"one man band Thank Heaven for"},{"speaker":"Nick Lincoln","startTime":2063.289,"endTime":2066.319,"body":"things such as zero and free"},{"speaker":"Nick Lincoln","startTime":2066.319,"endTime":2072.169,"body":"agent. And I managed to do the"},{"speaker":"Nick Lincoln","startTime":2066.319,"endTime":2072.169,"body":"12 month year end reg data on"},{"speaker":"Nick Lincoln","startTime":2072.199,"endTime":2076.489,"body":"formerly Gabriel still awful, I"},{"speaker":"Nick Lincoln","startTime":2072.199,"endTime":2076.489,"body":"did it in about an hour and a"},{"speaker":"Nick Lincoln","startTime":2076.489,"endTime":2080.539,"body":"half. And it's just such a such"},{"speaker":"Nick Lincoln","startTime":2076.489,"endTime":2080.539,"body":"a nice thing to get off my off"},{"speaker":"Nick Lincoln","startTime":2080.539,"endTime":2083.269,"body":"my off my my shoulders. But"},{"speaker":"Nick Lincoln","startTime":2080.539,"endTime":2083.269,"body":"without having an online"},{"speaker":"Nick Lincoln","startTime":2083.269,"endTime":2085.909,"body":"accountancy package to there for"},{"speaker":"Nick Lincoln","startTime":2083.269,"endTime":2085.909,"body":"me, you know, it'd be an"},{"speaker":"Nick Lincoln","startTime":2085.909,"endTime":2088.909,"body":"absolute nightmare if you got"},{"speaker":"Nick Lincoln","startTime":2085.909,"endTime":2088.909,"body":"Colin Allen, you know, with"},{"speaker":"Nick Lincoln","startTime":2089.089,"endTime":2092.059,"body":"maybe multiple cost centers in"},{"speaker":"Nick Lincoln","startTime":2089.089,"endTime":2092.059,"body":"some cases, or certainly"},{"speaker":"Nick Lincoln","startTime":2092.059,"endTime":2097.129,"body":"multiple ri eyes and KPIs all"},{"speaker":"Nick Lincoln","startTime":2092.059,"endTime":2097.129,"body":"over the place. And I dread to"},{"speaker":"Nick Lincoln","startTime":2097.129,"endTime":2099.229,"body":"think what it was like But of"},{"speaker":"Nick Lincoln","startTime":2097.129,"endTime":2099.229,"body":"course, I've also because it's"},{"speaker":"Nick Lincoln","startTime":2099.229,"endTime":2102.619,"body":"my comm started my company year"},{"speaker":"Nick Lincoln","startTime":2099.229,"endTime":2102.619,"body":"now I've had to go through all"},{"speaker":"Nick Lincoln","startTime":2102.619,"endTime":2105.259,"body":"my compliance documents as well."},{"speaker":"Nick Lincoln","startTime":2102.619,"endTime":2105.259,"body":"I've done that this morning"},{"speaker":"Nick Lincoln","startTime":2105.259,"endTime":2109.219,"body":"since 630. It's just three hours"},{"speaker":"Nick Lincoln","startTime":2105.259,"endTime":2109.219,"body":"cracking on through this stuff,"},{"speaker":"Nick Lincoln","startTime":2109.669,"endTime":2113.689,"body":"most of which is complete. I"},{"speaker":"Nick Lincoln","startTime":2109.669,"endTime":2113.689,"body":"know why we I know why certain"},{"speaker":"Nick Lincoln","startTime":2113.689,"endTime":2116.179,"body":"people think we have to do it."},{"speaker":"Nick Lincoln","startTime":2113.689,"endTime":2116.179,"body":"But I'm a one man band. I'm"},{"speaker":"Nick Lincoln","startTime":2116.179,"endTime":2119.839,"body":"having to vet myself and say I'm"},{"speaker":"Nick Lincoln","startTime":2116.179,"endTime":2119.839,"body":"fit and profit and all this"},{"speaker":"Nick Lincoln","startTime":2119.839,"endTime":2122.989,"body":"other stuff. It's just like it's"},{"speaker":"Nick Lincoln","startTime":2119.839,"endTime":2122.989,"body":"so Orwellian. But now I just"},{"speaker":"Nick Lincoln","startTime":2122.989,"endTime":2125.5389999999998,"body":"closed the sort of thinking part"},{"speaker":"Nick Lincoln","startTime":2122.989,"endTime":2125.5389999999998,"body":"of my brain down when I do this."},{"speaker":"Nick Lincoln","startTime":2125.5389999999998,"endTime":2128.8089999999997,"body":"Don't get upset. Don't be"},{"speaker":"Nick Lincoln","startTime":2125.5389999999998,"endTime":2128.8089999999997,"body":"disagreeable. Just just do it"},{"speaker":"Nick Lincoln","startTime":2128.8089999999997,"endTime":2132.019,"body":"and nail it. And I've done it."},{"speaker":"Nick Lincoln","startTime":2128.8089999999997,"endTime":2132.019,"body":"But so Wow. 12 miles. Well,"},{"speaker":"Nick Lincoln","startTime":2132.019,"endTime":2132.319,"body":"well,"},{"speaker":"Alan Smith","startTime":2132.35,"endTime":2135.65,"body":"well done. The I"},{"speaker":"Alan Smith","startTime":2132.35,"endTime":2135.65,"body":"went, obviously I haven't had to"},{"speaker":"Alan Smith","startTime":2135.65,"endTime":2140.0299999999997,"body":"do one of these for years. Thank"},{"speaker":"Alan Smith","startTime":2135.65,"endTime":2140.0299999999997,"body":"God because it's twice twice a"},{"speaker":"Alan Smith","startTime":2140.0299999999997,"endTime":2142.49,"body":"year right yet to do this. And"},{"speaker":"Alan Smith","startTime":2140.0299999999997,"endTime":2142.49,"body":"it used to it would take you an"},{"speaker":"Alan Smith","startTime":2142.49,"endTime":2147.5899999999997,"body":"hour and a half. It used to take"},{"speaker":"Alan Smith","startTime":2142.49,"endTime":2147.5899999999997,"body":"me three days off a day. Well, I"},{"speaker":"Alan Smith","startTime":2147.5899999999997,"endTime":2150.41,"body":"started off in two best part of"},{"speaker":"Alan Smith","startTime":2147.5899999999997,"endTime":2150.41,"body":"a day when I first started to do"},{"speaker":"Alan Smith","startTime":2150.41,"endTime":2153.74,"body":"them. They first brought it in."},{"speaker":"Alan Smith","startTime":2150.41,"endTime":2153.74,"body":"I got used to it a bit. That"},{"speaker":"Alan Smith","startTime":2153.74,"endTime":2156.41,"body":"thing is you've got all these"},{"speaker":"Alan Smith","startTime":2153.74,"endTime":2156.41,"body":"different sort of data reports"},{"speaker":"Alan Smith","startTime":2156.41,"endTime":2158.15,"body":"and they've all got to sort of"},{"speaker":"Alan Smith","startTime":2156.41,"endTime":2158.15,"body":"cross reference each other."},{"speaker":"Alan Smith","startTime":2158.18,"endTime":2163.52,"body":"Yeah. So you hit the button and"},{"speaker":"Alan Smith","startTime":2158.18,"endTime":2163.52,"body":"you do it and it goes 9.6 74"},{"speaker":"Alan Smith","startTime":2163.52,"endTime":2164.8399999999997,"body":"doesn't match point 12"},{"speaker":"Andy Hart","startTime":2166.759,"endTime":2168.259,"body":"The error is it just"},{"speaker":"Andy Hart","startTime":2166.759,"endTime":2168.259,"body":"says you got an error and you"},{"speaker":"Andy Hart","startTime":2168.259,"endTime":2169.699,"body":"got to find it. It's just really"},{"speaker":"Nick Lincoln","startTime":2171.44,"endTime":2173.5699999999997,"body":"take a lot longer"},{"speaker":"Nick Lincoln","startTime":2171.44,"endTime":2173.5699999999997,"body":"if I ever had a complaint"},{"speaker":"Nick Lincoln","startTime":2173.5699999999997,"endTime":2175.97,"body":"because thankfully and I'm"},{"speaker":"Nick Lincoln","startTime":2173.5699999999997,"endTime":2175.97,"body":"putting myself in a complete"},{"speaker":"Nick Lincoln","startTime":2175.97,"endTime":2178.1,"body":"mess Trying to get one here. But"},{"speaker":"Nick Lincoln","startTime":2175.97,"endTime":2178.1,"body":"I've always been able to say,"},{"speaker":"Nick Lincoln","startTime":2178.1,"endTime":2180.95,"body":"Have you had any complaints? No."},{"speaker":"Nick Lincoln","startTime":2178.1,"endTime":2180.95,"body":"And then, but if you've got a"},{"speaker":"Nick Lincoln","startTime":2180.95,"endTime":2184.7,"body":"complaint, this thing goes on"},{"speaker":"Nick Lincoln","startTime":2180.95,"endTime":2184.7,"body":"for like war and peace, you know"},{"speaker":"Nick Lincoln","startTime":2184.7,"endTime":2188.27,"body":"that. It's just never ending."},{"speaker":"Nick Lincoln","startTime":2184.7,"endTime":2188.27,"body":"But so so that would be, you"},{"speaker":"Nick Lincoln","startTime":2188.27,"endTime":2190.22,"body":"know, that would be hours of"},{"speaker":"Nick Lincoln","startTime":2188.27,"endTime":2190.22,"body":"your life wasted."},{"speaker":"Alan Smith","startTime":2190.88,"endTime":2193.85,"body":"Whilst we're on"},{"speaker":"Alan Smith","startTime":2190.88,"endTime":2193.85,"body":"this, Nick, I don't think any of"},{"speaker":"Alan Smith","startTime":2193.85,"endTime":2198.56,"body":"us had this. But there's another"},{"speaker":"Alan Smith","startTime":2193.85,"endTime":2198.56,"body":"sort of data requests come out"},{"speaker":"Alan Smith","startTime":2198.56,"endTime":2202.58,"body":"just last week or two weeks ago"},{"speaker":"Alan Smith","startTime":2198.56,"endTime":2202.58,"body":"from FCA and was about"},{"speaker":"Alan Smith","startTime":2202.6099999999997,"endTime":2203.5699999999997,"body":"retirement planning."},{"speaker":"Nick Lincoln","startTime":2204.08,"endTime":2206.9,"body":"And can we just"},{"speaker":"Nick Lincoln","startTime":2204.08,"endTime":2206.9,"body":"can we just not you does Andy"},{"speaker":"Nick Lincoln","startTime":2206.9,"endTime":2209.33,"body":"and I had a thing, WhatsApp back"},{"speaker":"Nick Lincoln","startTime":2206.9,"endTime":2209.33,"body":"and forth. So please don't"},{"speaker":"Nick Lincoln","startTime":2209.33,"endTime":2212.3599999999997,"body":"mention this because none of us"},{"speaker":"Nick Lincoln","startTime":2209.33,"endTime":2212.3599999999997,"body":"have had it yet. And if we just"},{"speaker":"Nick Lincoln","startTime":2212.3599999999997,"endTime":2217.7599999999998,"body":"met the gods at six questions,"},{"speaker":"Nick Lincoln","startTime":2212.3599999999997,"endTime":2217.7599999999998,"body":"we know people spent five hours"},{"speaker":"Nick Lincoln","startTime":2217.7599999999998,"endTime":2219.77,"body":"on it, but we're not gonna"},{"speaker":"Nick Lincoln","startTime":2217.7599999999998,"endTime":2219.77,"body":"mention okay, it's like, we"},{"speaker":"Nick Lincoln","startTime":2219.77,"endTime":2222.8599999999997,"body":"don't just planet didn't mention"},{"speaker":"Andy Hart","startTime":2222.8599999999997,"endTime":2225.65,"body":"Oh, is Scottish Play,"},{"speaker":"Andy Hart","startTime":2222.8599999999997,"endTime":2225.65,"body":"Nick. If you've got the wrong"},{"speaker":"Andy Hart","startTime":2225.65,"endTime":2227.63,"body":"reference here? Yeah, exactly."},{"speaker":"Alan Smith","startTime":2227.63,"endTime":2228.7999999999997,"body":"Not Hamlet, you"},{"speaker":"Alan Smith","startTime":2227.63,"endTime":2228.7999999999997,"body":"clown"},{"speaker":"Alan Smith","startTime":2235.16,"endTime":2238.79,"body":"expect a phone call from FCA to"},{"speaker":"Alan Smith","startTime":2235.16,"endTime":2238.79,"body":"do your?"},{"speaker":"Nick Lincoln","startTime":2245.33,"endTime":2247.91,"body":"Absolute shambles?"},{"speaker":"Nick Lincoln","startTime":2245.33,"endTime":2247.91,"body":"Right. Okay, you've done the"},{"speaker":"Nick Lincoln","startTime":2247.91,"endTime":2250.88,"body":"typical titbits to death have we"},{"speaker":"Nick Lincoln","startTime":2247.91,"endTime":2250.88,"body":"not? What about the last one?"},{"speaker":"Nick Lincoln","startTime":2251.69,"endTime":2258.17,"body":"And show notes we've noticed the"},{"speaker":"Nick Lincoln","startTime":2251.69,"endTime":2258.17,"body":"next month? All right. So I"},{"speaker":"Nick Lincoln","startTime":2258.17,"endTime":2260.12,"body":"think we should go on to what"},{"speaker":"Nick Lincoln","startTime":2258.17,"endTime":2260.12,"body":"many people are calling the meat"},{"speaker":"Nick Lincoln","startTime":2260.12,"endTime":2263.3599999999997,"body":"and potatoes of the show. And"},{"speaker":"Nick Lincoln","startTime":2260.12,"endTime":2263.3599999999997,"body":"this was a subject raised by the"},{"speaker":"Nick Lincoln","startTime":2263.66,"endTime":2268.3399999999997,"body":"festival, Mr. widger, the voice"},{"speaker":"Nick Lincoln","startTime":2263.66,"endTime":2268.3399999999997,"body":"on a subject of dealing with his"},{"speaker":"Nick Lincoln","startTime":2268.3399999999997,"endTime":2271.7,"body":"words, dear travelers,"},{"speaker":"Nick Lincoln","startTime":2268.3399999999997,"endTime":2271.7,"body":"problematic clients, red cards,"},{"speaker":"Nick Lincoln","startTime":2271.7,"endTime":2276.68,"body":"yellow cards, or just human"},{"speaker":"Nick Lincoln","startTime":2271.7,"endTime":2276.68,"body":"nature. So SimBin or sending off"},{"speaker":"Nick Lincoln","startTime":2277.64,"endTime":2280.5499999999997,"body":"human nature? Or is it part of"},{"speaker":"Nick Lincoln","startTime":2277.64,"endTime":2280.5499999999997,"body":"our job to deal with these"},{"speaker":"Nick Lincoln","startTime":2280.5499999999997,"endTime":2283.19,"body":"people in the way that we think"},{"speaker":"Nick Lincoln","startTime":2280.5499999999997,"endTime":2283.19,"body":"appropriate cardio lead off, and"},{"speaker":"Nick Lincoln","startTime":2283.19,"endTime":2285.17,"body":"we'll all have some input into"},{"speaker":"Nick Lincoln","startTime":2283.19,"endTime":2285.17,"body":"this subject? Because it's a big"},{"speaker":"Nick Lincoln","startTime":2285.17,"endTime":2287.06,"body":"one. Again, it comes back to"},{"speaker":"Nick Lincoln","startTime":2285.17,"endTime":2287.06,"body":"making sure you got the right"},{"speaker":"Nick Lincoln","startTime":2287.06,"endTime":2289.7599999999998,"body":"people on the bloody squad in"},{"speaker":"Nick Lincoln","startTime":2287.06,"endTime":2289.7599999999998,"body":"the first place. Go,"},{"speaker":"Carl Widger","startTime":2290.81,"endTime":2296.63,"body":"does it? Yeah, we"},{"speaker":"Carl Widger","startTime":2290.81,"endTime":2296.63,"body":"talked about this quite a bit."},{"speaker":"Carl Widger","startTime":2297.38,"endTime":2303.17,"body":"And I would I look, I laid off"},{"speaker":"Carl Widger","startTime":2297.38,"endTime":2303.17,"body":"by saying I would be mad as"},{"speaker":"Carl Widger","startTime":2303.17,"endTime":2307.16,"body":"Ireland will be much less"},{"speaker":"Carl Widger","startTime":2303.17,"endTime":2307.16,"body":"draconian than Nick Lincoln, or"},{"speaker":"Carl Widger","startTime":2307.16,"endTime":2311.6,"body":"Andy Hart. And I think Ireland"},{"speaker":"Carl Widger","startTime":2307.16,"endTime":2311.6,"body":"will be probably more aligned to"},{"speaker":"Carl Widger","startTime":2311.6,"endTime":2314.54,"body":"me, but I'm not going to second"},{"speaker":"Carl Widger","startTime":2311.6,"endTime":2314.54,"body":"guess, where everyone was going"},{"speaker":"Carl Widger","startTime":2314.54,"endTime":2318.89,"body":"to come from. So my starting"},{"speaker":"Carl Widger","startTime":2314.54,"endTime":2318.89,"body":"position here is, as I've told"},{"speaker":"Carl Widger","startTime":2318.89,"endTime":2323.0899999999997,"body":"the story loads of times before"},{"speaker":"Carl Widger","startTime":2318.89,"endTime":2323.0899999999997,"body":"I was a product setter, so I was"},{"speaker":"Carl Widger","startTime":2323.0899999999997,"endTime":2326.6,"body":"I know which best pension fund"},{"speaker":"Carl Widger","startTime":2323.0899999999997,"endTime":2326.6,"body":"for is for you, blah, blah,"},{"speaker":"Carl Widger","startTime":2326.6,"endTime":2331.13,"body":"blah. And then I transitioned,"},{"speaker":"Carl Widger","startTime":2326.6,"endTime":2331.13,"body":"when I saw that I had to read"},{"speaker":"Carl Widger","startTime":2331.13,"endTime":2334.0699999999997,"body":"financial planning, lifestyle,"},{"speaker":"Carl Widger","startTime":2331.13,"endTime":2334.0699999999997,"body":"financial planning. So therefore"},{"speaker":"Carl Widger","startTime":2334.1,"endTime":2337.37,"body":"at that time, I had to"},{"speaker":"Carl Widger","startTime":2334.1,"endTime":2337.37,"body":"transition my entire book of"},{"speaker":"Carl Widger","startTime":2337.37,"endTime":2343.52,"body":"clients across from the old way"},{"speaker":"Carl Widger","startTime":2337.37,"endTime":2343.52,"body":"to the new way. And that took a"},{"speaker":"Carl Widger","startTime":2343.52,"endTime":2347.5099999999998,"body":"long time. And some were happy"},{"speaker":"Carl Widger","startTime":2343.52,"endTime":2347.5099999999998,"body":"to come across and do financial"},{"speaker":"Carl Widger","startTime":2347.5099999999998,"endTime":2351.62,"body":"plans and kind of, you know,"},{"speaker":"Carl Widger","startTime":2347.5099999999998,"endTime":2351.62,"body":"bought into, okay, this is this"},{"speaker":"Carl Widger","startTime":2351.62,"endTime":2354.35,"body":"is different, but I get it. And"},{"speaker":"Carl Widger","startTime":2351.62,"endTime":2354.35,"body":"I'm loving it. And it's"},{"speaker":"Carl Widger","startTime":2354.38,"endTime":2359.66,"body":"fantastic. But others used to"},{"speaker":"Carl Widger","startTime":2354.38,"endTime":2359.66,"body":"still come in 234 years later,"},{"speaker":"Carl Widger","startTime":2359.93,"endTime":2363.77,"body":"let's talk about the returns."},{"speaker":"Carl Widger","startTime":2359.93,"endTime":2363.77,"body":"And how did my fund do? And my"},{"speaker":"Carl Widger","startTime":2363.77,"endTime":2366.98,"body":"mate, Billy donor, the pub did"},{"speaker":"Carl Widger","startTime":2363.77,"endTime":2366.98,"body":"better. So can we move and all"},{"speaker":"Carl Widger","startTime":2366.98,"endTime":2371.87,"body":"that kind of stuff, right? So"},{"speaker":"Carl Widger","startTime":2366.98,"endTime":2371.87,"body":"therefore, I would see it as"},{"speaker":"Carl Widger","startTime":2371.87,"endTime":2380.33,"body":"part of our job to coach to"},{"speaker":"Carl Widger","startTime":2371.87,"endTime":2380.33,"body":"cajole to help clients to, as I"},{"speaker":"Carl Widger","startTime":2380.33,"endTime":2383.69,"body":"would say, see the light and"},{"speaker":"Carl Widger","startTime":2380.33,"endTime":2383.69,"body":"see, you know, look, it's let's"},{"speaker":"Carl Widger","startTime":2383.69,"endTime":2386.54,"body":"focus on the financial plan, as"},{"speaker":"Carl Widger","startTime":2383.69,"endTime":2386.54,"body":"opposed to the investment"},{"speaker":"Carl Widger","startTime":2386.54,"endTime":2390.71,"body":"returns. And we spoke about the"},{"speaker":"Carl Widger","startTime":2386.54,"endTime":2390.71,"body":"dimensional stuff earlier on, or"},{"speaker":"Carl Widger","startTime":2390.71,"endTime":2392.93,"body":"whether you want to do Vanguard"},{"speaker":"Carl Widger","startTime":2390.71,"endTime":2392.93,"body":"or whatever funds you want to"},{"speaker":"Carl Widger","startTime":2392.93,"endTime":2398.2999999999997,"body":"put them into. That's the driver"},{"speaker":"Carl Widger","startTime":2392.93,"endTime":2398.2999999999997,"body":"for the returns that we have"},{"speaker":"Carl Widger","startTime":2398.2999999999997,"endTime":2400.7,"body":"assumed in the financial plan."},{"speaker":"Carl Widger","startTime":2398.2999999999997,"endTime":2400.7,"body":"But that's all it is. And we"},{"speaker":"Carl Widger","startTime":2400.7,"endTime":2403.94,"body":"need to focus on the financial"},{"speaker":"Carl Widger","startTime":2400.7,"endTime":2403.94,"body":"plan. So like, there's a couple"},{"speaker":"Carl Widger","startTime":2403.94,"endTime":2408.44,"body":"of there's a couple of scenarios"},{"speaker":"Carl Widger","startTime":2403.94,"endTime":2408.44,"body":"where Yeah, I would, I know Andy"},{"speaker":"Carl Widger","startTime":2408.47,"endTime":2411.92,"body":"talks about the yellow cards and"},{"speaker":"Carl Widger","startTime":2408.47,"endTime":2411.92,"body":"the red cards and each for"},{"speaker":"Carl Widger","startTime":2411.92,"endTime":2416.0,"body":"themselves, but I suppose you"},{"speaker":"Carl Widger","startTime":2411.92,"endTime":2416.0,"body":"guys had a chance when you were"},{"speaker":"Carl Widger","startTime":2416.0,"endTime":2419.12,"body":"setting up in your own to, I"},{"speaker":"Carl Widger","startTime":2416.0,"endTime":2419.12,"body":"suppose you were going straight"},{"speaker":"Carl Widger","startTime":2419.12,"endTime":2422.8399999999997,"body":"into this real financial"},{"speaker":"Carl Widger","startTime":2419.12,"endTime":2422.8399999999997,"body":"planning. So it was possibly I'm"},{"speaker":"Carl Widger","startTime":2422.8399999999997,"endTime":2425.6,"body":"not making assumptions here, but"},{"speaker":"Carl Widger","startTime":2422.8399999999997,"endTime":2425.6,"body":"possibly easier for you to"},{"speaker":"Carl Widger","startTime":2425.6,"endTime":2429.08,"body":"decide on who you'd bring on and"},{"speaker":"Carl Widger","startTime":2425.6,"endTime":2429.08,"body":"who you wouldn't. But we still"},{"speaker":"Carl Widger","startTime":2429.08,"endTime":2432.29,"body":"get people in who say would have"},{"speaker":"Carl Widger","startTime":2429.08,"endTime":2432.29,"body":"been recommended from somebody"},{"speaker":"Carl Widger","startTime":2432.29,"endTime":2434.93,"body":"who loves the financial plan."},{"speaker":"Carl Widger","startTime":2432.29,"endTime":2434.93,"body":"And then they come in and they"},{"speaker":"Carl Widger","startTime":2434.93,"endTime":2438.56,"body":"want to know well what did what"},{"speaker":"Carl Widger","startTime":2434.93,"endTime":2438.56,"body":"did your funds do last year? Now"},{"speaker":"Carl Widger","startTime":2438.56,"endTime":2442.8199999999997,"body":"for me? That's not that that's"},{"speaker":"Carl Widger","startTime":2438.56,"endTime":2442.8199999999997,"body":"just part of our job that we"},{"speaker":"Carl Widger","startTime":2442.85,"endTime":2446.21,"body":"were gonna say, Okay, I hear"},{"speaker":"Carl Widger","startTime":2442.85,"endTime":2446.21,"body":"you. I'll just show you what"},{"speaker":"Carl Widger","startTime":2446.21,"endTime":2449.69,"body":"kind of returns you should"},{"speaker":"Carl Widger","startTime":2446.21,"endTime":2449.69,"body":"expect. But you know, what"},{"speaker":"Carl Widger","startTime":2449.69,"endTime":2452.54,"body":"happened last year that you"},{"speaker":"Carl Widger","startTime":2449.69,"endTime":2452.54,"body":"before is absolutely totally and"},{"speaker":"Carl Widger","startTime":2452.54,"endTime":2455.69,"body":"utterly irrelevant. So for me,"},{"speaker":"Carl Widger","startTime":2452.54,"endTime":2455.69,"body":"that's a client with a"},{"speaker":"Carl Widger","startTime":2455.72,"endTime":2459.2599999999998,"body":"particular issue or a particular"},{"speaker":"Carl Widger","startTime":2455.72,"endTime":2459.2599999999998,"body":"pain point. And we're going to"},{"speaker":"Carl Widger","startTime":2459.2599999999998,"endTime":2463.13,"body":"just bring them through the"},{"speaker":"Carl Widger","startTime":2459.2599999999998,"endTime":2463.13,"body":"process and hope that you know,"},{"speaker":"Carl Widger","startTime":2463.13,"endTime":2466.0099999999998,"body":"by seeing the financial plan"},{"speaker":"Carl Widger","startTime":2463.13,"endTime":2466.0099999999998,"body":"that they're gonna go oh, okay,"},{"speaker":"Carl Widger","startTime":2466.0099999999998,"endTime":2470.3599999999997,"body":"this is a lot different and I"},{"speaker":"Carl Widger","startTime":2466.0099999999998,"endTime":2470.3599999999997,"body":"get it. Read cards for me are"},{"speaker":"Carl Widger","startTime":2470.66,"endTime":2475.0699999999997,"body":"rudeness to me are to tends not"},{"speaker":"Carl Widger","startTime":2470.66,"endTime":2475.0699999999997,"body":"to happen. But rudeness to"},{"speaker":"Carl Widger","startTime":2475.0699999999997,"endTime":2479.72,"body":"people on the team. We've had"},{"speaker":"Carl Widger","startTime":2475.0699999999997,"endTime":2479.72,"body":"very few instances of it. But"},{"speaker":"Carl Widger","startTime":2480.0499999999997,"endTime":2483.62,"body":"I'd pick up the phone. So sorry,"},{"speaker":"Carl Widger","startTime":2480.0499999999997,"endTime":2483.62,"body":"that's unacceptable. Do you know"},{"speaker":"Carl Widger","startTime":2483.62,"endTime":2487.85,"body":"what? When I've done that in the"},{"speaker":"Carl Widger","startTime":2483.62,"endTime":2487.85,"body":"past, which I think is mean,"},{"speaker":"Carl Widger","startTime":2487.88,"endTime":2494.33,"body":"probably three occasions, I've"},{"speaker":"Carl Widger","startTime":2487.88,"endTime":2494.33,"body":"two of them certainly just"},{"speaker":"Carl Widger","startTime":2494.33,"endTime":2496.3399999999997,"body":"explained where they were in"},{"speaker":"Carl Widger","startTime":2494.33,"endTime":2496.3399999999997,"body":"their lives, we're having a"},{"speaker":"Carl Widger","startTime":2496.3399999999997,"endTime":2500.66,"body":"difficult time. And we're more"},{"speaker":"Carl Widger","startTime":2496.3399999999997,"endTime":2500.66,"body":"than happy to apologize and move"},{"speaker":"Carl Widger","startTime":2500.66,"endTime":2504.2599999999998,"body":"on. And, you know, still"},{"speaker":"Carl Widger","startTime":2500.66,"endTime":2504.2599999999998,"body":"clients, no, but some people are"},{"speaker":"Carl Widger","startTime":2504.2599999999998,"endTime":2507.2,"body":"just not very nice. And you"},{"speaker":"Carl Widger","startTime":2504.2599999999998,"endTime":2507.2,"body":"don't need that crap in your"},{"speaker":"Carl Widger","startTime":2507.2,"endTime":2510.14,"body":"life. So I would say, yeah,"},{"speaker":"Carl Widger","startTime":2507.2,"endTime":2510.14,"body":"that's, that's, that's a"},{"speaker":"Carl Widger","startTime":2510.14,"endTime":2513.7999999999997,"body":"definite red card. One thing"},{"speaker":"Carl Widger","startTime":2510.14,"endTime":2513.7999999999997,"body":"that you guys have said before a"},{"speaker":"Carl Widger","startTime":2513.7999999999997,"endTime":2519.2599999999998,"body":"lot is people who split"},{"speaker":"Carl Widger","startTime":2513.7999999999997,"endTime":2519.2599999999998,"body":"investments, say, Okay, I'm"},{"speaker":"Carl Widger","startTime":2519.2599999999998,"endTime":2521.39,"body":"gonna give, you know, if I have"},{"speaker":"Carl Widger","startTime":2519.2599999999998,"endTime":2521.39,"body":"a million quid, I'm gonna do a"},{"speaker":"Carl Widger","startTime":2521.39,"endTime":2524.24,"body":"half million what matters, and"},{"speaker":"Carl Widger","startTime":2521.39,"endTime":2524.24,"body":"I'm gonna do half a million with"},{"speaker":"Carl Widger","startTime":2524.5099999999998,"endTime":2529.16,"body":"the corporate in Dublin. That's"},{"speaker":"Carl Widger","startTime":2524.5099999999998,"endTime":2529.16,"body":"not a deal breaker. Because you"},{"speaker":"Carl Widger","startTime":2529.16,"endTime":2535.19,"body":"know, what, we ended up getting"},{"speaker":"Carl Widger","startTime":2529.16,"endTime":2535.19,"body":"it all anyway. So for me, you"},{"speaker":"Carl Widger","startTime":2535.19,"endTime":2539.81,"body":"know, where we're happy to, you"},{"speaker":"Carl Widger","startTime":2535.19,"endTime":2539.81,"body":"know, kind of prove our points"},{"speaker":"Carl Widger","startTime":2539.81,"endTime":2543.14,"body":"because it is sometimes"},{"speaker":"Carl Widger","startTime":2539.81,"endTime":2543.14,"body":"difficult for people to, you"},{"speaker":"Carl Widger","startTime":2543.14,"endTime":2545.66,"body":"know, get what the whole"},{"speaker":"Carl Widger","startTime":2543.14,"endTime":2545.66,"body":"experience is, after one"},{"speaker":"Carl Widger","startTime":2545.66,"endTime":2549.5299999999997,"body":"meeting, it might take two"},{"speaker":"Carl Widger","startTime":2545.66,"endTime":2549.5299999999997,"body":"years, which are, you know, to"},{"speaker":"Carl Widger","startTime":2549.5299999999997,"endTime":2553.73,"body":"ATMs and maybe one EGM, to say,"},{"speaker":"Carl Widger","startTime":2549.5299999999997,"endTime":2553.73,"body":"you know, what matters are"},{"speaker":"Carl Widger","startTime":2553.73,"endTime":2557.6,"body":"actually offering the best"},{"speaker":"Carl Widger","startTime":2553.73,"endTime":2557.6,"body":"value. And then to elaborate on"},{"speaker":"Carl Widger","startTime":2557.6,"endTime":2561.0499999999997,"body":"that point, I suppose, is if"},{"speaker":"Carl Widger","startTime":2557.6,"endTime":2561.0499999999997,"body":"people are very, very, very"},{"speaker":"Carl Widger","startTime":2561.0499999999997,"endTime":2568.0099999999998,"body":"focused, that that is a problem."},{"speaker":"Carl Widger","startTime":2561.0499999999997,"endTime":2568.0099999999998,"body":"So, I would say to the rest of"},{"speaker":"Carl Widger","startTime":2568.0099999999998,"endTime":2570.68,"body":"the team here and matters, if"},{"speaker":"Carl Widger","startTime":2568.0099999999998,"endTime":2570.68,"body":"someone has just have it, you've"},{"speaker":"Carl Widger","startTime":2570.68,"endTime":2573.2,"body":"delivered the plan, you've added"},{"speaker":"Carl Widger","startTime":2570.68,"endTime":2573.2,"body":"your value, and they're still"},{"speaker":"Carl Widger","startTime":2573.2,"endTime":2577.04,"body":"talking about fees, don't get"},{"speaker":"Carl Widger","startTime":2573.2,"endTime":2577.04,"body":"too hung up or excited about"},{"speaker":"Carl Widger","startTime":2577.04,"endTime":2580.04,"body":"that line, because they're"},{"speaker":"Carl Widger","startTime":2577.04,"endTime":2580.04,"body":"probably going to go with the"},{"speaker":"Carl Widger","startTime":2580.04,"endTime":2584.3599999999997,"body":"lowest fee. But if you have"},{"speaker":"Carl Widger","startTime":2580.04,"endTime":2584.3599999999997,"body":"someone who's splitting the"},{"speaker":"Carl Widger","startTime":2584.3599999999997,"endTime":2589.5499999999997,"body":"investment, and they're talking"},{"speaker":"Carl Widger","startTime":2584.3599999999997,"endTime":2589.5499999999997,"body":"about fees, and for whatever"},{"speaker":"Carl Widger","startTime":2589.5499999999997,"endTime":2594.38,"body":"reason, the other firm does,"},{"speaker":"Carl Widger","startTime":2589.5499999999997,"endTime":2594.38,"body":"delivers better returns, which"},{"speaker":"Carl Widger","startTime":2594.38,"endTime":2596.96,"body":"of course, that other firm are"},{"speaker":"Carl Widger","startTime":2594.38,"endTime":2596.96,"body":"not delivering better returns,"},{"speaker":"Carl Widger","startTime":2596.96,"endTime":2600.89,"body":"because the market is just doing"},{"speaker":"Carl Widger","startTime":2596.96,"endTime":2600.89,"body":"its thing. And then they're"},{"speaker":"Carl Widger","startTime":2600.89,"endTime":2604.04,"body":"gonna go with the cheapest fee."},{"speaker":"Carl Widger","startTime":2600.89,"endTime":2604.04,"body":"So I would have, you know,"},{"speaker":"Carl Widger","startTime":2604.58,"endTime":2607.85,"body":"massive red flags out for"},{"speaker":"Carl Widger","startTime":2604.58,"endTime":2607.85,"body":"somebody who's just speaking"},{"speaker":"Carl Widger","startTime":2607.85,"endTime":2611.63,"body":"about fees when you've clearly"},{"speaker":"Carl Widger","startTime":2607.85,"endTime":2611.63,"body":"delivered your value. So that's"},{"speaker":"Carl Widger","startTime":2611.63,"endTime":2614.2999999999997,"body":"kind of one issue that we just"},{"speaker":"Carl Widger","startTime":2611.63,"endTime":2614.2999999999997,"body":"keep a very careful eye on,"},{"speaker":"Carl Widger","startTime":2614.2999999999997,"endTime":2617.0299999999997,"body":"because I don't think that"},{"speaker":"Carl Widger","startTime":2614.2999999999997,"endTime":2617.0299999999997,"body":"business is very sticky. But"},{"speaker":"Carl Widger","startTime":2617.0299999999997,"endTime":2621.77,"body":"like 95% of the new clients that"},{"speaker":"Carl Widger","startTime":2617.0299999999997,"endTime":2621.77,"body":"come in, are coming in, because"},{"speaker":"Carl Widger","startTime":2621.77,"endTime":2623.8399999999997,"body":"they've been referred by"},{"speaker":"Carl Widger","startTime":2621.77,"endTime":2623.8399999999997,"body":"somebody else who's had a real"},{"speaker":"Carl Widger","startTime":2623.8399999999997,"endTime":2628.1,"body":"financial plan, and they're"},{"speaker":"Carl Widger","startTime":2623.8399999999997,"endTime":2628.1,"body":"going, that's what I want. And"},{"speaker":"Carl Widger","startTime":2628.1,"endTime":2631.16,"body":"the business is our business."},{"speaker":"Carl Widger","startTime":2628.1,"endTime":2631.16,"body":"And I know, all of you guys as"},{"speaker":"Carl Widger","startTime":2631.16,"endTime":2633.8599999999997,"body":"well, ours is really, really"},{"speaker":"Carl Widger","startTime":2631.16,"endTime":2633.8599999999997,"body":"sticky. So our persistency rate"},{"speaker":"Carl Widger","startTime":2633.8599999999997,"endTime":2637.31,"body":"is massive. But as we've grown,"},{"speaker":"Carl Widger","startTime":2633.8599999999997,"endTime":2637.31,"body":"I'd be honest to say over the"},{"speaker":"Carl Widger","startTime":2637.31,"endTime":2641.12,"body":"last couple of years, we have"},{"speaker":"Carl Widger","startTime":2637.31,"endTime":2641.12,"body":"had a few losses. And you know"},{"speaker":"Carl Widger","startTime":2641.12,"endTime":2645.2,"body":"what, that just is what it is."},{"speaker":"Carl Widger","startTime":2641.12,"endTime":2645.2,"body":"And it's it's, I still take them"},{"speaker":"Carl Widger","startTime":2645.2,"endTime":2649.31,"body":"all very personally. And for me,"},{"speaker":"Carl Widger","startTime":2645.2,"endTime":2649.31,"body":"that's I think that's a good"},{"speaker":"Carl Widger","startTime":2649.31,"endTime":2652.37,"body":"place to be because I'm like,"},{"speaker":"Carl Widger","startTime":2649.31,"endTime":2652.37,"body":"Okay, how do we lose the client?"},{"speaker":"Carl Widger","startTime":2652.6099999999997,"endTime":2655.1,"body":"Why do we lose the client? And"},{"speaker":"Carl Widger","startTime":2652.6099999999997,"endTime":2655.1,"body":"how can we do better to make"},{"speaker":"Carl Widger","startTime":2655.1,"endTime":2659.2999999999997,"body":"sure that that doesn't happen?"},{"speaker":"Carl Widger","startTime":2655.1,"endTime":2659.2999999999997,"body":"Sometimes you find that, well,"},{"speaker":"Carl Widger","startTime":2659.5099999999998,"endTime":2662.5099999999998,"body":"this client was very, very"},{"speaker":"Carl Widger","startTime":2659.5099999999998,"endTime":2662.5099999999998,"body":"focused, or very, very return"},{"speaker":"Carl Widger","startTime":2662.5099999999998,"endTime":2665.15,"body":"focused. And really, it wasn't a"},{"speaker":"Carl Widger","startTime":2662.5099999999998,"endTime":2665.15,"body":"great fit for us at the outset."},{"speaker":"Carl Widger","startTime":2665.39,"endTime":2669.35,"body":"So we do try, and our website"},{"speaker":"Carl Widger","startTime":2665.39,"endTime":2669.35,"body":"is, you know, trying to, I"},{"speaker":"Carl Widger","startTime":2669.35,"endTime":2673.7,"body":"suppose, softly rule the people"},{"speaker":"Carl Widger","startTime":2669.35,"endTime":2673.7,"body":"out who, you know, don't align"},{"speaker":"Carl Widger","startTime":2673.7,"endTime":2676.73,"body":"with our values, but we have our"},{"speaker":"Carl Widger","startTime":2673.7,"endTime":2676.73,"body":"values, we know what our values"},{"speaker":"Carl Widger","startTime":2676.73,"endTime":2680.6,"body":"are. And that's what we're going"},{"speaker":"Carl Widger","startTime":2676.73,"endTime":2680.6,"body":"to deliver, you know, over and"},{"speaker":"Carl Widger","startTime":2680.6,"endTime":2685.94,"body":"over again. But I suppose if I"},{"speaker":"Carl Widger","startTime":2680.6,"endTime":2685.94,"body":"can be, you know, just put into"},{"speaker":"Carl Widger","startTime":2685.94,"endTime":2690.3199999999997,"body":"one word, we're commercial about"},{"speaker":"Carl Widger","startTime":2685.94,"endTime":2690.3199999999997,"body":"this. And we're, we're trying"},{"speaker":"Carl Widger","startTime":2690.3199999999997,"endTime":2693.3199999999997,"body":"to, you know, run a really good"},{"speaker":"Carl Widger","startTime":2690.3199999999997,"endTime":2693.3199999999997,"body":"business at serious value to our"},{"speaker":"Carl Widger","startTime":2693.3199999999997,"endTime":2696.5,"body":"clients. But we're not going to"},{"speaker":"Carl Widger","startTime":2693.3199999999997,"endTime":2696.5,"body":"be turning people away all the"},{"speaker":"Carl Widger","startTime":2696.5,"endTime":2700.97,"body":"time, just because they don't"},{"speaker":"Carl Widger","startTime":2696.5,"endTime":2700.97,"body":"say exactly what we want to say"},{"speaker":"Carl Widger","startTime":2701.0,"endTime":2703.4,"body":"in what we want them to say in"},{"speaker":"Carl Widger","startTime":2701.0,"endTime":2703.4,"body":"the first meeting."},{"speaker":"Nick Lincoln","startTime":2703.43,"endTime":2708.3199999999997,"body":"Okay, let's, let's"},{"speaker":"Nick Lincoln","startTime":2703.43,"endTime":2708.3199999999997,"body":"have Andy, you. So you may be"},{"speaker":"Nick Lincoln","startTime":2708.3199999999997,"endTime":2710.18,"body":"responding to a point by column,"},{"speaker":"Nick Lincoln","startTime":2708.3199999999997,"endTime":2710.18,"body":"maybe you just want it because I"},{"speaker":"Nick Lincoln","startTime":2710.18,"endTime":2712.16,"body":"know this is a big area for you."},{"speaker":"Nick Lincoln","startTime":2710.18,"endTime":2712.16,"body":"And then when you've spoken,"},{"speaker":"Nick Lincoln","startTime":2712.16,"endTime":2713.96,"body":"then we'll move over to Alan and"},{"speaker":"Nick Lincoln","startTime":2712.16,"endTime":2713.96,"body":"then"},{"speaker":"Andy Hart","startTime":2714.649,"endTime":2718.189,"body":"yeah, just a couple"},{"speaker":"Andy Hart","startTime":2714.649,"endTime":2718.189,"body":"of points just to keep it going."},{"speaker":"Andy Hart","startTime":2718.189,"endTime":2720.379,"body":"Maybe we need to get a jingle"},{"speaker":"Andy Hart","startTime":2718.189,"endTime":2720.379,"body":"for Carl, pour yourself a drink."},{"speaker":"Andy Hart","startTime":2720.379,"endTime":2723.199,"body":"But that was a good intro. Carl."},{"speaker":"Andy Hart","startTime":2720.379,"endTime":2723.199,"body":"Thank you. A couple of points."},{"speaker":"Andy Hart","startTime":2723.199,"endTime":2727.339,"body":"Carl mentioned one about it, he"},{"speaker":"Andy Hart","startTime":2723.199,"endTime":2727.339,"body":"that you do take it personal"},{"speaker":"Andy Hart","startTime":2727.399,"endTime":2731.1189999999997,"body":"again was said to me many years"},{"speaker":"Andy Hart","startTime":2727.399,"endTime":2731.1189999999997,"body":"ago, I feel a drop coming here"},{"speaker":"Andy Hart","startTime":2731.1189999999997,"endTime":2733.999,"body":"said to me many years ago, don't"},{"speaker":"Andy Hart","startTime":2731.1189999999997,"endTime":2733.999,"body":"get personal and business. But"},{"speaker":"Andy Hart","startTime":2733.999,"endTime":2736.7889999999998,"body":"it's very hard not to get"},{"speaker":"Andy Hart","startTime":2733.999,"endTime":2736.7889999999998,"body":"personal and business and I get"},{"speaker":"Andy Hart","startTime":2736.7889999999998,"endTime":2739.609,"body":"very personal and business and"},{"speaker":"Andy Hart","startTime":2736.7889999999998,"endTime":2739.609,"body":"every so often I need to take a"},{"speaker":"Andy Hart","startTime":2739.609,"endTime":2742.0989999999997,"body":"bit of a step back and think a"},{"speaker":"Andy Hart","startTime":2739.609,"endTime":2742.0989999999997,"body":"bit more commercial about it."},{"speaker":"Andy Hart","startTime":2742.429,"endTime":2744.919,"body":"The other point you mentioned is"},{"speaker":"Andy Hart","startTime":2742.429,"endTime":2744.919,"body":"when you lose a client or when a"},{"speaker":"Andy Hart","startTime":2744.919,"endTime":2748.0989999999997,"body":"client mainly when you lose a"},{"speaker":"Andy Hart","startTime":2744.919,"endTime":2748.0989999999997,"body":"client. And a lot of advisors"},{"speaker":"Andy Hart","startTime":2748.129,"endTime":2750.739,"body":"confide in me about this. I"},{"speaker":"Andy Hart","startTime":2748.129,"endTime":2750.739,"body":"always say to them just sort of"},{"speaker":"Andy Hart","startTime":2750.769,"endTime":2754.6389999999997,"body":"journal what you could have done"},{"speaker":"Andy Hart","startTime":2750.769,"endTime":2754.6389999999997,"body":"better or you know, what, what"},{"speaker":"Andy Hart","startTime":2754.6389999999997,"endTime":2756.409,"body":"would you have done in"},{"speaker":"Andy Hart","startTime":2754.6389999999997,"endTime":2756.409,"body":"hindsight, when I say journal, I"},{"speaker":"Andy Hart","startTime":2756.409,"endTime":2758.659,"body":"mean just like write it down"},{"speaker":"Andy Hart","startTime":2756.409,"endTime":2758.659,"body":"some key bullet points was the"},{"speaker":"Andy Hart","startTime":2758.659,"endTime":2761.3889999999997,"body":"initial communication. You know,"},{"speaker":"Andy Hart","startTime":2758.659,"endTime":2761.3889999999997,"body":"a little bit off was the first"},{"speaker":"Andy Hart","startTime":2761.3889999999997,"endTime":2763.519,"body":"meeting you could have asked"},{"speaker":"Andy Hart","startTime":2761.3889999999997,"endTime":2763.519,"body":"further questions, you know,"},{"speaker":"Andy Hart","startTime":2763.819,"endTime":2767.449,"body":"just just analyze your work like"},{"speaker":"Andy Hart","startTime":2763.819,"endTime":2767.449,"body":"you would do in sport or"},{"speaker":"Andy Hart","startTime":2767.449,"endTime":2769.999,"body":"something like that. I think"},{"speaker":"Andy Hart","startTime":2767.449,"endTime":2769.999,"body":"that really helps. And also it"},{"speaker":"Andy Hart","startTime":2769.999,"endTime":2772.5789999999997,"body":"gets off your mind and off your"},{"speaker":"Andy Hart","startTime":2769.999,"endTime":2772.5789999999997,"body":"chest and they feel a little bit"},{"speaker":"Andy Hart","startTime":2772.5789999999997,"endTime":2776.1189999999997,"body":"better about it. So that the two"},{"speaker":"Andy Hart","startTime":2772.5789999999997,"endTime":2776.1189999999997,"body":"points that you mentioned you"},{"speaker":"Andy Hart","startTime":2776.1189999999997,"endTime":2779.839,"body":"Yeah, now specific points here,"},{"speaker":"Andy Hart","startTime":2776.1189999999997,"endTime":2779.839,"body":"yellow and red cards. But Nick"},{"speaker":"Andy Hart","startTime":2779.839,"endTime":2782.659,"body":"mentions it quite a bit is the"},{"speaker":"Andy Hart","startTime":2779.839,"endTime":2782.659,"body":"onboarding process. We're"},{"speaker":"Andy Hart","startTime":2782.659,"endTime":2785.089,"body":"qualifying them, they're not"},{"speaker":"Andy Hart","startTime":2782.659,"endTime":2785.089,"body":"qualifying us. Certainly if you"},{"speaker":"Andy Hart","startTime":2785.089,"endTime":2789.049,"body":"have a established business with"},{"speaker":"Andy Hart","startTime":2785.089,"endTime":2789.049,"body":"an amount of income coming in,"},{"speaker":"Andy Hart","startTime":2789.049,"endTime":2792.3489999999997,"body":"you're not desperate as such. So"},{"speaker":"Andy Hart","startTime":2789.049,"endTime":2792.3489999999997,"body":"you are qualifying them. They're"},{"speaker":"Andy Hart","startTime":2792.3489999999997,"endTime":2796.459,"body":"not qualifying you. But then so"},{"speaker":"Andy Hart","startTime":2792.3489999999997,"endTime":2796.459,"body":"for example, I asked him quite a"},{"speaker":"Andy Hart","startTime":2796.459,"endTime":2798.649,"body":"lot of high level questions in"},{"speaker":"Andy Hart","startTime":2796.459,"endTime":2798.649,"body":"the initial onboarding process,"},{"speaker":"Andy Hart","startTime":2798.649,"endTime":2801.799,"body":"I have then an initial discovery"},{"speaker":"Andy Hart","startTime":2798.649,"endTime":2801.799,"body":"meeting a lot has now been sort"},{"speaker":"Andy Hart","startTime":2801.799,"endTime":2807.769,"body":"of discussed at this point. I"},{"speaker":"Andy Hart","startTime":2801.799,"endTime":2807.769,"body":"then issue them off first 12"},{"speaker":"Andy Hart","startTime":2807.769,"endTime":2810.499,"body":"months, which is a document I've"},{"speaker":"Andy Hart","startTime":2807.769,"endTime":2810.499,"body":"created for him premium, but"},{"speaker":"Andy Hart","startTime":2810.499,"endTime":2812.8689999999997,"body":"also have it for Maven advisor."},{"speaker":"Andy Hart","startTime":2810.499,"endTime":2812.8689999999997,"body":"I'm just trying to constantly"},{"speaker":"Andy Hart","startTime":2812.8689999999997,"endTime":2815.839,"body":"set the tone. But let's talk"},{"speaker":"Andy Hart","startTime":2812.8689999999997,"endTime":2815.839,"body":"about specific yellow and red"},{"speaker":"Andy Hart","startTime":2815.839,"endTime":2818.359,"body":"cards. So the biggest red card"},{"speaker":"Andy Hart","startTime":2815.839,"endTime":2818.359,"body":"for me is disregarding my"},{"speaker":"Andy Hart","startTime":2818.359,"endTime":2821.5389999999998,"body":"advice. You know, if they're"},{"speaker":"Andy Hart","startTime":2818.359,"endTime":2821.5389999999998,"body":"going to ignore my advice and do"},{"speaker":"Andy Hart","startTime":2821.5389999999998,"endTime":2824.8689999999997,"body":"anything, which is financially"},{"speaker":"Andy Hart","startTime":2821.5389999999998,"endTime":2824.8689999999997,"body":"self destructive, to me, that is"},{"speaker":"Andy Hart","startTime":2824.8689999999997,"endTime":2828.859,"body":"the biggest red flag. You know,"},{"speaker":"Andy Hart","startTime":2824.8689999999997,"endTime":2828.859,"body":"there is and I have disengaged,"},{"speaker":"Andy Hart","startTime":2829.249,"endTime":2832.339,"body":"I've been sacked. So I've lost"},{"speaker":"Andy Hart","startTime":2829.249,"endTime":2832.339,"body":"five clients in my working"},{"speaker":"Andy Hart","startTime":2832.339,"endTime":2837.019,"body":"career, I've disengaged four on"},{"speaker":"Andy Hart","startTime":2832.339,"endTime":2837.019,"body":"ones disengaged me. They were"},{"speaker":"Andy Hart","startTime":2837.019,"endTime":2839.959,"body":"all guys, they're all men. We're"},{"speaker":"Andy Hart","startTime":2837.019,"endTime":2839.959,"body":"all in this ego battle with them"},{"speaker":"Andy Hart","startTime":2839.959,"endTime":2843.529,"body":"about various different things."},{"speaker":"Andy Hart","startTime":2839.959,"endTime":2843.529,"body":"But I journaled the one that I"},{"speaker":"Andy Hart","startTime":2843.529,"endTime":2846.199,"body":"lost, and then obviously, the"},{"speaker":"Andy Hart","startTime":2843.529,"endTime":2846.199,"body":"other four I disengaged, mainly"},{"speaker":"Andy Hart","startTime":2846.199,"endTime":2849.439,"body":"because they disregarded my"},{"speaker":"Andy Hart","startTime":2846.199,"endTime":2849.439,"body":"advice and doing things that I"},{"speaker":"Andy Hart","startTime":2849.439,"endTime":2851.959,"body":"didn't want to do, and not"},{"speaker":"Andy Hart","startTime":2849.439,"endTime":2851.959,"body":"taking the advice on various"},{"speaker":"Andy Hart","startTime":2851.959,"endTime":2854.989,"body":"other things. So that's that"},{"speaker":"Andy Hart","startTime":2851.959,"endTime":2854.989,"body":"point, I'll move over to some of"},{"speaker":"Andy Hart","startTime":2854.989,"endTime":2856.879,"body":"the other guys. And we'll come"},{"speaker":"Andy Hart","startTime":2854.989,"endTime":2856.879,"body":"back to other a couple of yellow"},{"speaker":"Andy Hart","startTime":2856.879,"endTime":2858.589,"body":"red cards. So who's next?"},{"speaker":"Nick Lincoln","startTime":2860.42,"endTime":2862.0699999999997,"body":"Let's go with Mr."},{"speaker":"Nick Lincoln","startTime":2860.42,"endTime":2862.0699999999997,"body":"Smith are in New York, you are"},{"speaker":"Nick Lincoln","startTime":2862.0699999999997,"endTime":2862.37,"body":"muted."},{"speaker":"Alan Smith","startTime":2865.91,"endTime":2870.98,"body":"Yeah, we'd be much"},{"speaker":"Alan Smith","startTime":2865.91,"endTime":2870.98,"body":"more in line with with call on"},{"speaker":"Alan Smith","startTime":2870.98,"endTime":2874.43,"body":"this. I think the initial point,"},{"speaker":"Alan Smith","startTime":2870.98,"endTime":2874.43,"body":"the world which the we occupy a"},{"speaker":"Alan Smith","startTime":2874.43,"endTime":2877.4,"body":"particular world, which is"},{"speaker":"Alan Smith","startTime":2874.43,"endTime":2877.4,"body":"actually relatively unusual"},{"speaker":"Alan Smith","startTime":2877.4,"endTime":2880.3399999999997,"body":"across the landscape of personal"},{"speaker":"Alan Smith","startTime":2877.4,"endTime":2880.3399999999997,"body":"finance, tons of our thought"},{"speaker":"Alan Smith","startTime":2880.3399999999997,"endTime":2884.48,"body":"process, our long term nature,"},{"speaker":"Alan Smith","startTime":2880.3399999999997,"endTime":2884.48,"body":"the fact that we we build a"},{"speaker":"Alan Smith","startTime":2884.48,"endTime":2887.8399999999997,"body":"highly high quality investment"},{"speaker":"Alan Smith","startTime":2884.48,"endTime":2887.8399999999997,"body":"engine to fuel the financial"},{"speaker":"Alan Smith","startTime":2887.8399999999997,"endTime":2891.8599999999997,"body":"plan we'd be but we focus less"},{"speaker":"Alan Smith","startTime":2887.8399999999997,"endTime":2891.8599999999997,"body":"on the investment conversations"},{"speaker":"Alan Smith","startTime":2892.49,"endTime":2896.27,"body":"over time. So I start with the"},{"speaker":"Alan Smith","startTime":2892.49,"endTime":2896.27,"body":"premise that it's our job to"},{"speaker":"Alan Smith","startTime":2896.27,"endTime":2899.96,"body":"educate clients on an ongoing"},{"speaker":"Alan Smith","startTime":2896.27,"endTime":2899.96,"body":"basis. And I don't, we don't"},{"speaker":"Alan Smith","startTime":2899.96,"endTime":2905.0,"body":"throw yellow cards and red cards"},{"speaker":"Alan Smith","startTime":2899.96,"endTime":2905.0,"body":"around because 364 days of the"},{"speaker":"Alan Smith","startTime":2905.0,"endTime":2907.7,"body":"year, they're getting bombarded"},{"speaker":"Alan Smith","startTime":2905.0,"endTime":2907.7,"body":"with the opposite message. And"},{"speaker":"Alan Smith","startTime":2907.7,"endTime":2909.83,"body":"so you know, they're only human"},{"speaker":"Alan Smith","startTime":2907.7,"endTime":2909.83,"body":"and every now and again, they"},{"speaker":"Alan Smith","startTime":2909.83,"endTime":2913.0099999999998,"body":"say, What about performance? Or"},{"speaker":"Alan Smith","startTime":2909.83,"endTime":2913.0099999999998,"body":"what about something else? So"},{"speaker":"Alan Smith","startTime":2913.0099999999998,"endTime":2916.4,"body":"over the years, we haven't"},{"speaker":"Alan Smith","startTime":2913.0099999999998,"endTime":2916.4,"body":"disengaged with, I think not not"},{"speaker":"Alan Smith","startTime":2916.4,"endTime":2920.6,"body":"many clients at all. I do think"},{"speaker":"Alan Smith","startTime":2916.4,"endTime":2920.6,"body":"it's our as I say, our"},{"speaker":"Alan Smith","startTime":2920.6,"endTime":2923.2999999999997,"body":"responsibility you have"},{"speaker":"Alan Smith","startTime":2920.6,"endTime":2923.2999999999997,"body":"mentioned before, another thing"},{"speaker":"Alan Smith","startTime":2923.3599999999997,"endTime":2928.0699999999997,"body":"is, some people call it lifeboat"},{"speaker":"Alan Smith","startTime":2923.3599999999997,"endTime":2928.0699999999997,"body":"drill, or a fire drill or"},{"speaker":"Alan Smith","startTime":2928.0699999999997,"endTime":2931.88,"body":"something like that, that you we"},{"speaker":"Alan Smith","startTime":2928.0699999999997,"endTime":2931.88,"body":"you tell cars already mentioned"},{"speaker":"Alan Smith","startTime":2931.88,"endTime":2934.49,"body":"a version of it earlier on on"},{"speaker":"Alan Smith","startTime":2931.88,"endTime":2934.49,"body":"this conversation is that we"},{"speaker":"Alan Smith","startTime":2934.49,"endTime":2937.0699999999997,"body":"tell clients, this is what will"},{"speaker":"Alan Smith","startTime":2934.49,"endTime":2937.0699999999997,"body":"happen, the markets will go"},{"speaker":"Alan Smith","startTime":2937.0699999999997,"endTime":2940.4,"body":"down, you'll have a down year,"},{"speaker":"Alan Smith","startTime":2937.0699999999997,"endTime":2940.4,"body":"you'll have an all you can do is"},{"speaker":"Alan Smith","startTime":2940.4,"endTime":2944.5699999999997,"body":"keep reminding them of that we"},{"speaker":"Alan Smith","startTime":2940.4,"endTime":2944.5699999999997,"body":"did disengage with the client"},{"speaker":"Alan Smith","startTime":2944.5699999999997,"endTime":2947.0299999999997,"body":"about a year maybe it may be"},{"speaker":"Alan Smith","startTime":2944.5699999999997,"endTime":2947.0299999999997,"body":"best for two years ago, because"},{"speaker":"Alan Smith","startTime":2947.0299999999997,"endTime":2949.85,"body":"I remember because they"},{"speaker":"Alan Smith","startTime":2947.0299999999997,"endTime":2949.85,"body":"continually wanted ask you what"},{"speaker":"Alan Smith","startTime":2949.85,"endTime":2952.04,"body":"are you doing best? What are you"},{"speaker":"Alan Smith","startTime":2949.85,"endTime":2952.04,"body":"doing about that? And it's quite"},{"speaker":"Alan Smith","startTime":2952.04,"endTime":2955.0699999999997,"body":"a difficult conversation to have"},{"speaker":"Alan Smith","startTime":2952.04,"endTime":2955.0699999999997,"body":"when markets are all over the"},{"speaker":"Alan Smith","startTime":2955.0699999999997,"endTime":2957.41,"body":"place? What are you doing about"},{"speaker":"Alan Smith","startTime":2955.0699999999997,"endTime":2957.41,"body":"it? And the answer is nothing."},{"speaker":"Alan Smith","startTime":2957.5899999999997,"endTime":2960.47,"body":"We're doing absolutely nothing."},{"speaker":"Alan Smith","startTime":2957.5899999999997,"endTime":2960.47,"body":"That's a tricky one, really,"},{"speaker":"Alan Smith","startTime":2960.47,"endTime":2962.8399999999997,"body":"because there's not there's very"},{"speaker":"Alan Smith","startTime":2960.47,"endTime":2962.8399999999997,"body":"few other things in life and in"},{"speaker":"Alan Smith","startTime":2962.8399999999997,"endTime":2966.5899999999997,"body":"the face of, you know, changing"},{"speaker":"Alan Smith","startTime":2962.8399999999997,"endTime":2966.5899999999997,"body":"circumstances, you know,"},{"speaker":"Alan Smith","startTime":2966.74,"endTime":2969.1099999999997,"body":"emergency panic, however you"},{"speaker":"Alan Smith","startTime":2966.74,"endTime":2969.1099999999997,"body":"want to describe it? And the"},{"speaker":"Alan Smith","startTime":2969.1099999999997,"endTime":2972.17,"body":"answer is to do absolutely"},{"speaker":"Alan Smith","startTime":2969.1099999999997,"endTime":2972.17,"body":"nothing. Now, I start off by"},{"speaker":"Alan Smith","startTime":2972.17,"endTime":2975.02,"body":"saying that's our fault. If the"},{"speaker":"Alan Smith","startTime":2972.17,"endTime":2975.02,"body":"client is asking us that"},{"speaker":"Alan Smith","startTime":2975.02,"endTime":2977.06,"body":"question in the first place, it"},{"speaker":"Alan Smith","startTime":2975.02,"endTime":2977.06,"body":"is our fault that they haven't"},{"speaker":"Alan Smith","startTime":2977.06,"endTime":2979.4,"body":"got it, they haven't understood"},{"speaker":"Alan Smith","startTime":2977.06,"endTime":2979.4,"body":"it isn't good enough with our"},{"speaker":"Alan Smith","startTime":2979.4,"endTime":2986.15,"body":"onboarding process. I'm quite"},{"speaker":"Alan Smith","startTime":2979.4,"endTime":2986.15,"body":"keen to consider there are there"},{"speaker":"Alan Smith","startTime":2986.15,"endTime":2990.47,"body":"are different types of clients"},{"speaker":"Alan Smith","startTime":2986.15,"endTime":2990.47,"body":"treating all clients the same is"},{"speaker":"Alan Smith","startTime":2990.47,"endTime":2994.0699999999997,"body":"a recipe for disaster. So what"},{"speaker":"Alan Smith","startTime":2990.47,"endTime":2994.0699999999997,"body":"we've done, what we've tried to"},{"speaker":"Alan Smith","startTime":2994.0699999999997,"endTime":2996.35,"body":"do in the past, we probably"},{"speaker":"Alan Smith","startTime":2994.0699999999997,"endTime":2996.35,"body":"could do better at this as well"},{"speaker":"Alan Smith","startTime":2996.35,"endTime":3000.46,"body":"is almost segment clients into"},{"speaker":"Alan Smith","startTime":2996.35,"endTime":3000.46,"body":"when you're when you're on"},{"speaker":"Alan Smith","startTime":3000.46,"endTime":3003.49,"body":"board. And you do a risk"},{"speaker":"Alan Smith","startTime":3000.46,"endTime":3003.49,"body":"profiling questionnaire, anyone"},{"speaker":"Alan Smith","startTime":3003.49,"endTime":3006.31,"body":"your vast majority of people sit"},{"speaker":"Alan Smith","startTime":3003.49,"endTime":3006.31,"body":"in the middle of that sort of"},{"speaker":"Alan Smith","startTime":3006.31,"endTime":3009.0099999999998,"body":"standard bell curve. But there"},{"speaker":"Alan Smith","startTime":3006.31,"endTime":3009.0099999999998,"body":"are ones who are very much out"},{"speaker":"Alan Smith","startTime":3009.0099999999998,"endTime":3012.58,"body":"to the edge of it who say that"},{"speaker":"Alan Smith","startTime":3009.0099999999998,"endTime":3012.58,"body":"I'm really it does worry me when"},{"speaker":"Alan Smith","startTime":3012.58,"endTime":3015.1,"body":"markets with markets are"},{"speaker":"Alan Smith","startTime":3012.58,"endTime":3015.1,"body":"volatile. So they should be kind"},{"speaker":"Alan Smith","startTime":3015.1,"endTime":3018.25,"body":"of ring fenced and said in the"},{"speaker":"Alan Smith","startTime":3015.1,"endTime":3018.25,"body":"events of anything volatile"},{"speaker":"Alan Smith","startTime":3018.43,"endTime":3020.44,"body":"periods, we should be more on"},{"speaker":"Alan Smith","startTime":3018.43,"endTime":3020.44,"body":"the front foot with our"},{"speaker":"Alan Smith","startTime":3020.44,"endTime":3023.47,"body":"communications. And the other"},{"speaker":"Alan Smith","startTime":3020.44,"endTime":3023.47,"body":"part of that segmentation is"},{"speaker":"Alan Smith","startTime":3023.47,"endTime":3025.87,"body":"clients that have been with you"},{"speaker":"Alan Smith","startTime":3023.47,"endTime":3025.87,"body":"I would say less than two years"},{"speaker":"Alan Smith","startTime":3025.87,"endTime":3028.99,"body":"less than three years possibly."},{"speaker":"Alan Smith","startTime":3025.87,"endTime":3028.99,"body":"Because if you've got a client"},{"speaker":"Alan Smith","startTime":3028.99,"endTime":3032.23,"body":"one sort of end of that"},{"speaker":"Alan Smith","startTime":3028.99,"endTime":3032.23,"body":"spectrum, who's who's really"},{"speaker":"Alan Smith","startTime":3032.23,"endTime":3035.1099999999997,"body":"told you that do tend to get a"},{"speaker":"Alan Smith","startTime":3032.23,"endTime":3035.1099999999997,"body":"bit skittish a bit worried about"},{"speaker":"Alan Smith","startTime":3035.1099999999997,"endTime":3038.23,"body":"investments, and they've been"},{"speaker":"Alan Smith","startTime":3035.1099999999997,"endTime":3038.23,"body":"with you for a year, then we"},{"speaker":"Alan Smith","startTime":3038.23,"endTime":3040.39,"body":"should be in the front foot, we"},{"speaker":"Alan Smith","startTime":3038.23,"endTime":3040.39,"body":"should be more proactive. It's"},{"speaker":"Alan Smith","startTime":3040.39,"endTime":3043.0899999999997,"body":"not their fault that they get"},{"speaker":"Alan Smith","startTime":3040.39,"endTime":3043.0899999999997,"body":"worried. You know, and for us to"},{"speaker":"Alan Smith","startTime":3043.0899999999997,"endTime":3046.42,"body":"say have this sense of arrogance"},{"speaker":"Alan Smith","startTime":3043.0899999999997,"endTime":3046.42,"body":"that well, you know, the very"},{"speaker":"Alan Smith","startTime":3046.42,"endTime":3049.15,"body":"fact that they sent you a polite"},{"speaker":"Alan Smith","startTime":3046.42,"endTime":3049.15,"body":"email saying you should be doing"},{"speaker":"Alan Smith","startTime":3049.15,"endTime":3053.02,"body":"anything right that's it red"},{"speaker":"Alan Smith","startTime":3049.15,"endTime":3053.02,"body":"cards get off. No. So we don't"},{"speaker":"Alan Smith","startTime":3053.02,"endTime":3059.83,"body":"do that. We don't do that at"},{"speaker":"Alan Smith","startTime":3053.02,"endTime":3059.83,"body":"all. But there is one one thing"},{"speaker":"Alan Smith","startTime":3059.83,"endTime":3063.25,"body":"that we did God I mean 10 years"},{"speaker":"Alan Smith","startTime":3059.83,"endTime":3063.25,"body":"ago, that's just worth sharing"},{"speaker":"Alan Smith","startTime":3063.25,"endTime":3065.0499999999997,"body":"because I don't know if it's"},{"speaker":"Alan Smith","startTime":3063.25,"endTime":3065.0499999999997,"body":"ever gonna happen to any any of"},{"speaker":"Alan Smith","startTime":3065.0499999999997,"endTime":3071.17,"body":"you guys. We taught you know,"},{"speaker":"Alan Smith","startTime":3065.0499999999997,"endTime":3071.17,"body":"my, we've called like you we"},{"speaker":"Alan Smith","startTime":3071.17,"endTime":3073.87,"body":"were not doing full fat"},{"speaker":"Alan Smith","startTime":3071.17,"endTime":3073.87,"body":"Financial Planning Day One. We"},{"speaker":"Alan Smith","startTime":3073.87,"endTime":3077.35,"body":"were doing traditional financial"},{"speaker":"Alan Smith","startTime":3073.87,"endTime":3077.35,"body":"advice. is recommending the best"},{"speaker":"Alan Smith","startTime":3077.35,"endTime":3080.2,"body":"funds. And I think we built a"},{"speaker":"Alan Smith","startTime":3077.35,"endTime":3080.2,"body":"business and early stage"},{"speaker":"Alan Smith","startTime":3080.2,"endTime":3084.3399999999997,"body":"business on exactly that, then"},{"speaker":"Alan Smith","startTime":3080.2,"endTime":3084.3399999999997,"body":"we saw the light. And we shared"},{"speaker":"Alan Smith","startTime":3084.73,"endTime":3087.7599999999998,"body":"the light and our vision with a"},{"speaker":"Alan Smith","startTime":3084.73,"endTime":3087.7599999999998,"body":"lot of clients, and majority of"},{"speaker":"Alan Smith","startTime":3087.7599999999998,"endTime":3092.8599999999997,"body":"them got it. But a certain"},{"speaker":"Alan Smith","startTime":3087.7599999999998,"endTime":3092.8599999999997,"body":"percentage didn't do. And in the"},{"speaker":"Alan Smith","startTime":3092.8599999999997,"endTime":3095.83,"body":"UK, of course, we had our retail"},{"speaker":"Alan Smith","startTime":3092.8599999999997,"endTime":3095.83,"body":"distribution review, we all kind"},{"speaker":"Alan Smith","startTime":3095.83,"endTime":3099.6099999999997,"body":"of transferred across. And what"},{"speaker":"Alan Smith","startTime":3095.83,"endTime":3099.6099999999997,"body":"that meant was, we had to create"},{"speaker":"Alan Smith","startTime":3099.6099999999997,"endTime":3104.38,"body":"a very clear client value"},{"speaker":"Alan Smith","startTime":3099.6099999999997,"endTime":3104.38,"body":"proposition and fee model, we're"},{"speaker":"Alan Smith","startTime":3104.38,"endTime":3107.02,"body":"no longer getting paid"},{"speaker":"Alan Smith","startTime":3104.38,"endTime":3107.02,"body":"commissions in a traditional"},{"speaker":"Alan Smith","startTime":3107.02,"endTime":3110.56,"body":"way. So over a period of time,"},{"speaker":"Alan Smith","startTime":3107.02,"endTime":3110.56,"body":"we built that, and we took it to"},{"speaker":"Alan Smith","startTime":3110.56,"endTime":3113.02,"body":"our our client base. And as I"},{"speaker":"Alan Smith","startTime":3110.56,"endTime":3113.02,"body":"say, the vast majority will"},{"speaker":"Alan Smith","startTime":3113.02,"endTime":3116.35,"body":"engage with it, we're happy to,"},{"speaker":"Alan Smith","startTime":3113.02,"endTime":3116.35,"body":"you know, to sort of sign up to"},{"speaker":"Alan Smith","startTime":3116.35,"endTime":3119.56,"body":"that new way of doing things."},{"speaker":"Alan Smith","startTime":3116.35,"endTime":3119.56,"body":"But a certain amount of our"},{"speaker":"Alan Smith","startTime":3119.56,"endTime":3123.58,"body":"clients didn't and a certain"},{"speaker":"Alan Smith","startTime":3119.56,"endTime":3123.58,"body":"amount were, frankly, not"},{"speaker":"Alan Smith","startTime":3123.58,"endTime":3128.08,"body":"commercially viable for us. And"},{"speaker":"Alan Smith","startTime":3123.58,"endTime":3128.08,"body":"that's a, that's a tricky thing"},{"speaker":"Alan Smith","startTime":3128.7999999999997,"endTime":3131.56,"body":"to come up against, because"},{"speaker":"Alan Smith","startTime":3128.7999999999997,"endTime":3131.56,"body":"clients that you've taken on"},{"speaker":"Alan Smith","startTime":3131.5899999999997,"endTime":3135.31,"body":"early on, it's not again, it's"},{"speaker":"Alan Smith","startTime":3131.5899999999997,"endTime":3135.31,"body":"not their fault, that they're no"},{"speaker":"Alan Smith","startTime":3135.31,"endTime":3137.7999999999997,"body":"longer in terms of that you"},{"speaker":"Alan Smith","startTime":3135.31,"endTime":3137.7999999999997,"body":"know, that you are, you're kind"},{"speaker":"Alan Smith","startTime":3137.7999999999997,"endTime":3140.62,"body":"of lost making on them terms of"},{"speaker":"Alan Smith","startTime":3137.7999999999997,"endTime":3140.62,"body":"the service, the service"},{"speaker":"Alan Smith","startTime":3140.62,"endTime":3143.74,"body":"proposition you want to deliver"},{"speaker":"Alan Smith","startTime":3140.62,"endTime":3143.74,"body":"to them. Because that's the way"},{"speaker":"Alan Smith","startTime":3143.74,"endTime":3146.62,"body":"we do for every client means"},{"speaker":"Alan Smith","startTime":3143.74,"endTime":3146.62,"body":"that relative to the fee, you"},{"speaker":"Alan Smith","startTime":3146.62,"endTime":3150.67,"body":"pick up from them, you're going"},{"speaker":"Alan Smith","startTime":3146.62,"endTime":3150.67,"body":"to lose. And we try to nudge"},{"speaker":"Alan Smith","startTime":3150.67,"endTime":3155.02,"body":"fees up into into a place that"},{"speaker":"Alan Smith","startTime":3150.67,"endTime":3155.02,"body":"that was commercially viable to"},{"speaker":"Alan Smith","startTime":3155.02,"endTime":3157.87,"body":"us. And we got a bit of"},{"speaker":"Alan Smith","startTime":3155.02,"endTime":3157.87,"body":"resistance. What we ended up"},{"speaker":"Alan Smith","startTime":3157.87,"endTime":3161.77,"body":"doing was carving out quite a"},{"speaker":"Alan Smith","startTime":3157.87,"endTime":3161.77,"body":"number of clients, quite a few,"},{"speaker":"Alan Smith","startTime":3161.77,"endTime":3167.5,"body":"you know, several dozen clients."},{"speaker":"Alan Smith","startTime":3161.77,"endTime":3167.5,"body":"And we package them up, I mean,"},{"speaker":"Alan Smith","startTime":3167.5,"endTime":3171.85,"body":"we effectively we sold them to"},{"speaker":"Alan Smith","startTime":3167.5,"endTime":3171.85,"body":"another firm. Now I package this"},{"speaker":"Alan Smith","startTime":3171.85,"endTime":3175.48,"body":"up as a sort of a bit of benefit"},{"speaker":"Alan Smith","startTime":3171.85,"endTime":3175.48,"body":"to them in as much as they"},{"speaker":"Alan Smith","startTime":3175.48,"endTime":3178.42,"body":"could, this other firm was happy"},{"speaker":"Alan Smith","startTime":3175.48,"endTime":3178.42,"body":"to take them on an ongoing"},{"speaker":"Alan Smith","startTime":3178.42,"endTime":3183.31,"body":"basis. And we no longer could,"},{"speaker":"Alan Smith","startTime":3178.42,"endTime":3183.31,"body":"but I'll tell you I'm I'm still"},{"speaker":"Alan Smith","startTime":3183.3399999999997,"endTime":3188.0499999999997,"body":"I get quite believe it or not,"},{"speaker":"Alan Smith","startTime":3183.3399999999997,"endTime":3188.0499999999997,"body":"I'm quite human quite emotional"},{"speaker":"Alan Smith","startTime":3188.0499999999997,"endTime":3190.81,"body":"about these things. Because I, I"},{"speaker":"Alan Smith","startTime":3188.0499999999997,"endTime":3190.81,"body":"never want to part company in a"},{"speaker":"Alan Smith","startTime":3190.81,"endTime":3194.74,"body":"bad bad terms with a client. And"},{"speaker":"Alan Smith","startTime":3190.81,"endTime":3194.74,"body":"despite us doing everything and"},{"speaker":"Alan Smith","startTime":3194.74,"endTime":3196.63,"body":"doing it really, I thought"},{"speaker":"Alan Smith","startTime":3194.74,"endTime":3196.63,"body":"really well. And our"},{"speaker":"Alan Smith","startTime":3196.63,"endTime":3199.48,"body":"communication was high quality."},{"speaker":"Alan Smith","startTime":3196.63,"endTime":3199.48,"body":"We talked about building a"},{"speaker":"Alan Smith","startTime":3199.48,"endTime":3202.12,"body":"strategic partnership with this"},{"speaker":"Alan Smith","startTime":3199.48,"endTime":3202.12,"body":"other firm who could serve them"},{"speaker":"Alan Smith","startTime":3202.12,"endTime":3205.75,"body":"better than us. Guarded I get a"},{"speaker":"Alan Smith","startTime":3202.12,"endTime":3205.75,"body":"number of really kind of harsh"},{"speaker":"Alan Smith","startTime":3205.75,"endTime":3208.5699999999997,"body":"phone calls from clients saying"},{"speaker":"Alan Smith","startTime":3205.75,"endTime":3208.5699999999997,"body":"you've fired us haven't you"},{"speaker":"Alan Smith","startTime":3208.5699999999997,"endTime":3211.21,"body":"fired us? And I said, No, no, we"},{"speaker":"Alan Smith","startTime":3208.5699999999997,"endTime":3211.21,"body":"haven't fired you. We've"},{"speaker":"Alan Smith","startTime":3211.21,"endTime":3213.16,"body":"introduced you to a firm that"},{"speaker":"Alan Smith","startTime":3211.21,"endTime":3213.16,"body":"sort of better suited to look"},{"speaker":"Alan Smith","startTime":3213.16,"endTime":3215.47,"body":"after you know, I hear that. But"},{"speaker":"Alan Smith","startTime":3213.16,"endTime":3215.47,"body":"you've got you've got rid of us"},{"speaker":"Alan Smith","startTime":3215.47,"endTime":3217.66,"body":"and tell you, Alan, we were"},{"speaker":"Alan Smith","startTime":3215.47,"endTime":3217.66,"body":"there from the beginning. And"},{"speaker":"Alan Smith","startTime":3217.66,"endTime":3222.04,"body":"it's not very nice. So we did we"},{"speaker":"Alan Smith","startTime":3217.66,"endTime":3222.04,"body":"kind of did do a mass red card"},{"speaker":"Alan Smith","startTime":3222.13,"endTime":3224.92,"body":"number of clients and it's still"},{"speaker":"Alan Smith","startTime":3222.13,"endTime":3224.92,"body":"rankles with me. I don't know, I"},{"speaker":"Alan Smith","startTime":3224.92,"endTime":3227.2,"body":"don't know what else we could"},{"speaker":"Alan Smith","startTime":3224.92,"endTime":3227.2,"body":"have done because those those"},{"speaker":"Alan Smith","startTime":3227.2,"endTime":3229.63,"body":"clients were not engaging with"},{"speaker":"Alan Smith","startTime":3227.2,"endTime":3229.63,"body":"the service proposition that we"},{"speaker":"Alan Smith","startTime":3229.63,"endTime":3232.33,"body":"then decided we wanted to offer."},{"speaker":"Alan Smith","startTime":3229.63,"endTime":3232.33,"body":"They didn't want to do it there"},{"speaker":"Alan Smith","startTime":3232.33,"endTime":3235.0,"body":"were commercially non viable. So"},{"speaker":"Alan Smith","startTime":3232.33,"endTime":3235.0,"body":"I think we did the best thing,"},{"speaker":"Alan Smith","startTime":3235.0,"endTime":3237.7,"body":"but it was really difficult. I"},{"speaker":"Alan Smith","startTime":3235.0,"endTime":3237.7,"body":"wouldn't encourage I wouldn't, I"},{"speaker":"Alan Smith","startTime":3237.7,"endTime":3241.42,"body":"wouldn't want to do that again,"},{"speaker":"Alan Smith","startTime":3237.7,"endTime":3241.42,"body":"which means that we are far more"},{"speaker":"Alan Smith","startTime":3241.42,"endTime":3245.41,"body":"focused nowadays on taking on"},{"speaker":"Alan Smith","startTime":3241.42,"endTime":3245.41,"body":"new clients, in as much as we"},{"speaker":"Alan Smith","startTime":3245.41,"endTime":3247.21,"body":"hope they'll always be clients"},{"speaker":"Alan Smith","startTime":3245.41,"endTime":3247.21,"body":"of ours. And we're never going"},{"speaker":"Alan Smith","startTime":3247.21,"endTime":3249.52,"body":"to have to go through that"},{"speaker":"Alan Smith","startTime":3247.21,"endTime":3249.52,"body":"process again, we will disengage"},{"speaker":"Alan Smith","startTime":3249.52,"endTime":3251.71,"body":"because they are not"},{"speaker":"Alan Smith","startTime":3249.52,"endTime":3251.71,"body":"commercially viable. Or they"},{"speaker":"Alan Smith","startTime":3251.71,"endTime":3255.91,"body":"don't like what it is that we we"},{"speaker":"Alan Smith","startTime":3251.71,"endTime":3255.91,"body":"deliver. So that was a salutary"},{"speaker":"Alan Smith","startTime":3255.91,"endTime":3259.8399999999997,"body":"tale to anyone else. Now. Nick"},{"speaker":"Alan Smith","startTime":3255.91,"endTime":3259.8399999999997,"body":"Lincoln has been sitting there"},{"speaker":"Alan Smith","startTime":3259.8399999999997,"endTime":3263.0499999999997,"body":"quietly, for sure he's got"},{"speaker":"Alan Smith","startTime":3259.8399999999997,"endTime":3263.0499999999997,"body":"views. And"},{"speaker":"Andy Hart","startTime":3264.7,"endTime":3266.08,"body":"he's the goat of red"},{"speaker":"Andy Hart","startTime":3264.7,"endTime":3266.08,"body":"cards."},{"speaker":"Nick Lincoln","startTime":3267.43,"endTime":3269.7999999999997,"body":"I really am not"},{"speaker":"Nick Lincoln","startTime":3267.43,"endTime":3269.7999999999997,"body":"the goat of reg I am the goat of"},{"speaker":"Nick Lincoln","startTime":3269.7999999999997,"endTime":3273.22,"body":"onboarding. I think I saw I was"},{"speaker":"Nick Lincoln","startTime":3269.7999999999997,"endTime":3273.22,"body":"thinking about this while for"},{"speaker":"Nick Lincoln","startTime":3273.22,"endTime":3277.0899999999997,"body":"the last two hours while the"},{"speaker":"Nick Lincoln","startTime":3273.22,"endTime":3277.0899999999997,"body":"rest of you have a speaking. And"},{"speaker":"Nick Lincoln","startTime":3278.17,"endTime":3285.31,"body":"I think I've sacked one client"},{"speaker":"Nick Lincoln","startTime":3278.17,"endTime":3285.31,"body":"one day this week, Nick,"},{"speaker":"Nick Lincoln","startTime":3286.87,"endTime":3289.69,"body":"whatever, it's a word doesn't"},{"speaker":"Nick Lincoln","startTime":3286.87,"endTime":3289.69,"body":"matter. I've sacked one client."},{"speaker":"Nick Lincoln","startTime":3289.87,"endTime":3293.47,"body":"I've had people leave me not not"},{"speaker":"Nick Lincoln","startTime":3289.87,"endTime":3293.47,"body":"again, maybe three or four. But"},{"speaker":"Nick Lincoln","startTime":3293.47,"endTime":3298.8399999999997,"body":"I've sacked one non client since"},{"speaker":"Nick Lincoln","startTime":3293.47,"endTime":3298.8399999999997,"body":"2008. And it was for a"},{"speaker":"Nick Lincoln","startTime":3298.8399999999997,"endTime":3301.72,"body":"combination of reasons. But I"},{"speaker":"Nick Lincoln","startTime":3298.8399999999997,"endTime":3301.72,"body":"would think that's probably"},{"speaker":"Nick Lincoln","startTime":3301.72,"endTime":3305.77,"body":"because I am just very careful."},{"speaker":"Nick Lincoln","startTime":3301.72,"endTime":3305.77,"body":"I'm a broken record right i i"},{"speaker":"Nick Lincoln","startTime":3305.77,"endTime":3308.5299999999997,"body":"started off as an IFA in 2001"},{"speaker":"Nick Lincoln","startTime":3305.77,"endTime":3308.5299999999997,"body":"working for a firm where they"},{"speaker":"Nick Lincoln","startTime":3308.5299999999997,"endTime":3311.71,"body":"just couldn't say no. And they'd"},{"speaker":"Nick Lincoln","startTime":3308.5299999999997,"endTime":3311.71,"body":"be they were jack of all trades,"},{"speaker":"Nick Lincoln","startTime":3311.71,"endTime":3315.1,"body":"though they were master of none."},{"speaker":"Nick Lincoln","startTime":3311.71,"endTime":3315.1,"body":"And and you know, one minute the"},{"speaker":"Nick Lincoln","startTime":3315.1,"endTime":3318.31,"body":"directors will be doing a"},{"speaker":"Nick Lincoln","startTime":3315.1,"endTime":3318.31,"body":"personal Equity Plan for 6000"},{"speaker":"Nick Lincoln","startTime":3318.31,"endTime":3320.3199999999997,"body":"pounds. The next minute they'd"},{"speaker":"Nick Lincoln","startTime":3318.31,"endTime":3320.3199999999997,"body":"be doing setting up a group"},{"speaker":"Nick Lincoln","startTime":3320.3199999999997,"endTime":3323.3199999999997,"body":"pension scheme over here for x y"},{"speaker":"Nick Lincoln","startTime":3320.3199999999997,"endTime":3323.3199999999997,"body":"Zed limited, and then they'll be"},{"speaker":"Nick Lincoln","startTime":3323.3199999999997,"endTime":3328.0899999999997,"body":"over there with an endowment for"},{"speaker":"Nick Lincoln","startTime":3323.3199999999997,"endTime":3328.0899999999997,"body":"Joe and Belinda. And it was just"},{"speaker":"Nick Lincoln","startTime":3328.0899999999997,"endTime":3332.23,"body":"constant. And I thought this is"},{"speaker":"Nick Lincoln","startTime":3328.0899999999997,"endTime":3332.23,"body":"insane. You have no you have no"},{"speaker":"Nick Lincoln","startTime":3332.23,"endTime":3335.8599999999997,"body":"ideology or you're just you're"},{"speaker":"Nick Lincoln","startTime":3332.23,"endTime":3335.8599999999997,"body":"just an enormous bucket and just"},{"speaker":"Nick Lincoln","startTime":3335.8599999999997,"endTime":3338.5,"body":"stuff is slipping in here. And"},{"speaker":"Nick Lincoln","startTime":3335.8599999999997,"endTime":3338.5,"body":"you need to have a filter so"},{"speaker":"Nick Lincoln","startTime":3338.5,"endTime":3340.45,"body":"I've always been really keen"},{"speaker":"Nick Lincoln","startTime":3338.5,"endTime":3340.45,"body":"about the onboarding so I've"},{"speaker":"Nick Lincoln","startTime":3340.45,"endTime":3343.5699999999997,"body":"never had a situation where I've"},{"speaker":"Nick Lincoln","startTime":3340.45,"endTime":3343.5699999999997,"body":"had to sack disproportionate"},{"speaker":"Nick Lincoln","startTime":3343.5699999999997,"endTime":3346.5699999999997,"body":"amount of people though, the one"},{"speaker":"Nick Lincoln","startTime":3343.5699999999997,"endTime":3346.5699999999997,"body":"clients or the customer wife I"},{"speaker":"Nick Lincoln","startTime":3346.5699999999997,"endTime":3349.5699999999997,"body":"sacked they were perfectly fine"},{"speaker":"Nick Lincoln","startTime":3346.5699999999997,"endTime":3349.5699999999997,"body":"and we got on actually as people"},{"speaker":"Nick Lincoln","startTime":3349.6,"endTime":3353.5299999999997,"body":"surprise surprise we did but"},{"speaker":"Nick Lincoln","startTime":3349.6,"endTime":3353.5299999999997,"body":"recurring thing that got under"},{"speaker":"Nick Lincoln","startTime":3353.5299999999997,"endTime":3357.04,"body":"my skin, always on about the"},{"speaker":"Nick Lincoln","startTime":3353.5299999999997,"endTime":3357.04,"body":"fees always on about the fees."},{"speaker":"Nick Lincoln","startTime":3357.04,"endTime":3359.89,"body":"Okay, so that was a little just"},{"speaker":"Nick Lincoln","startTime":3357.04,"endTime":3359.89,"body":"tick, tick, tick tick tick in my"},{"speaker":"Nick Lincoln","startTime":3359.89,"endTime":3363.16,"body":"neck. And then the big one,"},{"speaker":"Nick Lincoln","startTime":3359.89,"endTime":3363.16,"body":"which Andy is the same as"},{"speaker":"Nick Lincoln","startTime":3363.16,"endTime":3365.23,"body":"theirs, they just got"},{"speaker":"Nick Lincoln","startTime":3363.16,"endTime":3365.23,"body":"disregarded my advice, they"},{"speaker":"Nick Lincoln","startTime":3365.23,"endTime":3368.2,"body":"needed some money they wanted to"},{"speaker":"Nick Lincoln","startTime":3365.23,"endTime":3368.2,"body":"for whatever I think repay some"},{"speaker":"Nick Lincoln","startTime":3368.2,"endTime":3371.2,"body":"buy to let mortgages and and"},{"speaker":"Nick Lincoln","startTime":3368.2,"endTime":3371.2,"body":"they had ISIS and they had"},{"speaker":"Nick Lincoln","startTime":3371.2,"endTime":3373.66,"body":"personal pensions and whatever"},{"speaker":"Nick Lincoln","startTime":3371.2,"endTime":3373.66,"body":"but but but but I said okay,"},{"speaker":"Nick Lincoln","startTime":3373.66,"endTime":3375.64,"body":"well you're going to take the"},{"speaker":"Nick Lincoln","startTime":3373.66,"endTime":3375.64,"body":"money from your ISIS okay for"},{"speaker":"Nick Lincoln","startTime":3375.64,"endTime":3378.22,"body":"these Isn't that they said, No,"},{"speaker":"Nick Lincoln","startTime":3375.64,"endTime":3378.22,"body":"we want to take up my pensions."},{"speaker":"Nick Lincoln","startTime":3379.45,"endTime":3382.63,"body":"And it was just in transit. And"},{"speaker":"Nick Lincoln","startTime":3379.45,"endTime":3382.63,"body":"I thought, okay, you're"},{"speaker":"Nick Lincoln","startTime":3382.63,"endTime":3385.27,"body":"listening, you're nuts to do"},{"speaker":"Nick Lincoln","startTime":3382.63,"endTime":3385.27,"body":"that, that's just there's no"},{"speaker":"Nick Lincoln","startTime":3385.27,"endTime":3388.3599999999997,"body":"reason to do it, you're gonna"},{"speaker":"Nick Lincoln","startTime":3385.27,"endTime":3388.3599999999997,"body":"screw up your inheritance tax by"},{"speaker":"Nick Lincoln","startTime":3388.3599999999997,"endTime":3391.7799999999997,"body":"so doing it. So that was the"},{"speaker":"Nick Lincoln","startTime":3388.3599999999997,"endTime":3391.7799999999997,"body":"second thing after the fees. And"},{"speaker":"Nick Lincoln","startTime":3391.7799999999997,"endTime":3394.72,"body":"the third thing, they were very"},{"speaker":"Nick Lincoln","startTime":3391.7799999999997,"endTime":3394.72,"body":"tech poor, and they were the one"},{"speaker":"Nick Lincoln","startTime":3394.72,"endTime":3398.5299999999997,"body":"clients, I had to send stuff in"},{"speaker":"Nick Lincoln","startTime":3394.72,"endTime":3398.5299999999997,"body":"the post, you know, Royal Mail,"},{"speaker":"Nick Lincoln","startTime":3398.5299999999997,"endTime":3402.19,"body":"yellow flag, email by this, they"},{"speaker":"Nick Lincoln","startTime":3398.5299999999997,"endTime":3402.19,"body":"didn't send emails to their to"},{"speaker":"Nick Lincoln","startTime":3402.19,"endTime":3404.47,"body":"one of their children. So they"},{"speaker":"Nick Lincoln","startTime":3402.19,"endTime":3404.47,"body":"could then print them off. And"},{"speaker":"Nick Lincoln","startTime":3404.47,"endTime":3407.5299999999997,"body":"then so and then the other said,"},{"speaker":"Nick Lincoln","startTime":3404.47,"endTime":3407.5299999999997,"body":"this is just not working. And I"},{"speaker":"Nick Lincoln","startTime":3407.5299999999997,"endTime":3408.22,"body":"got rid of them."},{"speaker":"Carl Widger","startTime":3409.209,"endTime":3411.159,"body":"Can I just can I"},{"speaker":"Carl Widger","startTime":3409.209,"endTime":3411.159,"body":"just sorry for interrupting? You"},{"speaker":"Carl Widger","startTime":3411.159,"endTime":3413.859,"body":"know, just ask to maybe this is"},{"speaker":"Carl Widger","startTime":3411.159,"endTime":3413.859,"body":"getting into too much detail."},{"speaker":"Carl Widger","startTime":3413.859,"endTime":3417.339,"body":"But I'd be interested to know,"},{"speaker":"Carl Widger","startTime":3413.859,"endTime":3417.339,"body":"how did you let them go? Did you"},{"speaker":"Carl Widger","startTime":3417.3689999999997,"endTime":3419.859,"body":"meet them? Did you write to"},{"speaker":"Carl Widger","startTime":3417.3689999999997,"endTime":3419.859,"body":"them? Or what was that"},{"speaker":"Carl Widger","startTime":3419.859,"endTime":3420.6389999999997,"body":"conversation? Like?"},{"speaker":"Nick Lincoln","startTime":3421.0899999999997,"endTime":3422.44,"body":"I sent them an"},{"speaker":"Nick Lincoln","startTime":3421.0899999999997,"endTime":3422.44,"body":"email, and then they'd never"},{"speaker":"Nick Lincoln","startTime":3422.44,"endTime":3424.5699999999997,"body":"read it because I'm too afraid"},{"speaker":"Nick Lincoln","startTime":3422.44,"endTime":3424.5699999999997,"body":"to have these confrontations."},{"speaker":"Nick Lincoln","startTime":3424.7799999999997,"endTime":3427.99,"body":"But then I sent them I sent him"},{"speaker":"Nick Lincoln","startTime":3424.7799999999997,"endTime":3427.99,"body":"a letter. I sent them a letter"},{"speaker":"Nick Lincoln","startTime":3428.0499999999997,"endTime":3431.5899999999997,"body":"saying this is this plane is not"},{"speaker":"Nick Lincoln","startTime":3428.0499999999997,"endTime":3431.5899999999997,"body":"working. I'm resigning the"},{"speaker":"Nick Lincoln","startTime":3431.5899999999997,"endTime":3433.69,"body":"account of the exact words I"},{"speaker":"Nick Lincoln","startTime":3431.5899999999997,"endTime":3433.69,"body":"use. Thank you. Thank you for"},{"speaker":"Nick Lincoln","startTime":3433.69,"endTime":3436.0,"body":"your customer over the years. I"},{"speaker":"Nick Lincoln","startTime":3433.69,"endTime":3436.0,"body":"wish you all the best going"},{"speaker":"Nick Lincoln","startTime":3436.0,"endTime":3439.5699999999997,"body":"forward. And I never never heard"},{"speaker":"Nick Lincoln","startTime":3436.0,"endTime":3439.5699999999997,"body":"anything back. Turned off the"},{"speaker":"Nick Lincoln","startTime":3439.5699999999997,"endTime":3442.87,"body":"taps of the that there was funds"},{"speaker":"Nick Lincoln","startTime":3439.5699999999997,"endTime":3442.87,"body":"networked on that day turned off"},{"speaker":"Nick Lincoln","startTime":3442.87,"endTime":3447.22,"body":"the advisor charging and moved"},{"speaker":"Nick Lincoln","startTime":3442.87,"endTime":3447.22,"body":"on. And they're not fighting for"},{"speaker":"Nick Lincoln","startTime":3447.22,"endTime":3451.42,"body":"me. They will do about 5k in"},{"speaker":"Nick Lincoln","startTime":3447.22,"endTime":3451.42,"body":"fees. Yeah. And advisor charging"},{"speaker":"Nick Lincoln","startTime":3451.42,"endTime":3453.58,"body":"a year. So they weren't they"},{"speaker":"Nick Lincoln","startTime":3451.42,"endTime":3453.58,"body":"weren't they weren't penny ante"},{"speaker":"Nick Lincoln","startTime":3453.58,"endTime":3455.44,"body":"people. And they were they were"},{"speaker":"Nick Lincoln","startTime":3453.58,"endTime":3455.44,"body":"in themselves reasonably"},{"speaker":"Nick Lincoln","startTime":3455.44,"endTime":3458.5899999999997,"body":"pleasant. But they're just too"},{"speaker":"Nick Lincoln","startTime":3455.44,"endTime":3458.5899999999997,"body":"much. It was just too much and"},{"speaker":"Nick Lincoln","startTime":3458.5899999999997,"endTime":3461.5299999999997,"body":"it just broke broke the camel's"},{"speaker":"Nick Lincoln","startTime":3458.5899999999997,"endTime":3461.5299999999997,"body":"back. Yeah."},{"speaker":"Andy Hart","startTime":3463.69,"endTime":3465.73,"body":"Another couple of"},{"speaker":"Andy Hart","startTime":3463.69,"endTime":3465.73,"body":"yellow cards just to get the"},{"speaker":"Andy Hart","startTime":3465.73,"endTime":3468.16,"body":"juices flowing. Yeah, I think"},{"speaker":"Andy Hart","startTime":3465.73,"endTime":3468.16,"body":"you alluded to it, Nick. Yeah,"},{"speaker":"Andy Hart","startTime":3468.16,"endTime":3470.62,"body":"sending instructions rather than"},{"speaker":"Andy Hart","startTime":3468.16,"endTime":3470.62,"body":"seeking advice. Like this is"},{"speaker":"Andy Hart","startTime":3470.62,"endTime":3472.87,"body":"what we're going to do. It's"},{"speaker":"Andy Hart","startTime":3470.62,"endTime":3472.87,"body":"like, no, no, this is what we're"},{"speaker":"Andy Hart","startTime":3472.87,"endTime":3475.3599999999997,"body":"thinking about planning on"},{"speaker":"Andy Hart","startTime":3472.87,"endTime":3475.3599999999997,"body":"doing. Are there any other"},{"speaker":"Andy Hart","startTime":3475.3599999999997,"endTime":3477.94,"body":"alternatives we've not thought"},{"speaker":"Andy Hart","startTime":3475.3599999999997,"endTime":3477.94,"body":"about, you know, I'd like your"},{"speaker":"Andy Hart","startTime":3477.94,"endTime":3480.5499999999997,"body":"input and he rather than saying"},{"speaker":"Andy Hart","startTime":3477.94,"endTime":3480.5499999999997,"body":"we thought about it, and here's"},{"speaker":"Andy Hart","startTime":3480.5499999999997,"endTime":3484.66,"body":"the answer. So for me it's it's"},{"speaker":"Andy Hart","startTime":3480.5499999999997,"endTime":3484.66,"body":"a it's a it's a strong yellow"},{"speaker":"Andy Hart","startTime":3484.66,"endTime":3487.45,"body":"when it's sending instructions"},{"speaker":"Andy Hart","startTime":3484.66,"endTime":3487.45,"body":"rather than seeking advice. the"},{"speaker":"Andy Hart","startTime":3487.45,"endTime":3489.2799999999997,"body":"rudest thing that Carl"},{"speaker":"Andy Hart","startTime":3487.45,"endTime":3489.2799999999997,"body":"mentioned. I mean, there's zero"},{"speaker":"Andy Hart","startTime":3489.2799999999997,"endTime":3491.98,"body":"tolerance for that. So you know,"},{"speaker":"Andy Hart","startTime":3489.2799999999997,"endTime":3491.98,"body":"rudeness demands abuse towards"},{"speaker":"Andy Hart","startTime":3491.98,"endTime":3496.63,"body":"me staff, anyone, that's just"},{"speaker":"Andy Hart","startTime":3491.98,"endTime":3496.63,"body":"immediately gone. Isn't it?"},{"speaker":"Andy Hart","startTime":3496.63,"endTime":3499.24,"body":"Yeah. We've alluded Yeah, so"},{"speaker":"Andy Hart","startTime":3496.63,"endTime":3499.24,"body":"that's a given that we've"},{"speaker":"Andy Hart","startTime":3499.24,"endTime":3503.1099999999997,"body":"alluded to it, where it's like"},{"speaker":"Andy Hart","startTime":3499.24,"endTime":3503.1099999999997,"body":"sharing links to investment"},{"speaker":"Andy Hart","startTime":3503.1099999999997,"endTime":3507.1,"body":"articles. And have you thought"},{"speaker":"Andy Hart","startTime":3503.1099999999997,"endTime":3507.1,"body":"about this? I know they're human"},{"speaker":"Andy Hart","startTime":3507.1,"endTime":3510.04,"body":"and they might do this every so"},{"speaker":"Andy Hart","startTime":3507.1,"endTime":3510.04,"body":"often. But for me, it's"},{"speaker":"Andy Hart","startTime":3510.04,"endTime":3513.04,"body":"incredibly insulting. You know,"},{"speaker":"Andy Hart","startTime":3510.04,"endTime":3513.04,"body":"it's like sending Gordon Ramsay"},{"speaker":"Andy Hart","startTime":3513.04,"endTime":3515.62,"body":"links to friggin recipes and"},{"speaker":"Andy Hart","startTime":3513.04,"endTime":3515.62,"body":"stuff saying you know have you"},{"speaker":"Andy Hart","startTime":3515.62,"endTime":3518.02,"body":"thought about this is that I"},{"speaker":"Andy Hart","startTime":3515.62,"endTime":3518.02,"body":"live sleep and breathe personal"},{"speaker":"Andy Hart","startTime":3518.02,"endTime":3519.43,"body":"finance and investing"},{"speaker":"Unknown","startTime":3520.0299999999997,"endTime":3525.6099999999997,"body":"and the the hills recap"},{"speaker":"Unknown","startTime":3520.0299999999997,"endTime":3525.6099999999997,"body":"of Darien Agni. He knows about"},{"speaker":"Unknown","startTime":3525.6099999999997,"endTime":3531.46,"body":"everything. Andy can be told"},{"speaker":"Unknown","startTime":3525.6099999999997,"endTime":3531.46,"body":"anything. His name is Andrew"},{"speaker":"Unknown","startTime":3531.46,"endTime":3532.0899999999997,"body":"Hart."},{"speaker":"Carl Widger","startTime":3536.44,"endTime":3541.21,"body":"In the Age Andy of"},{"speaker":"Carl Widger","startTime":3536.44,"endTime":3541.21,"body":"instant information on constant"},{"speaker":"Carl Widger","startTime":3541.21,"endTime":3545.83,"body":"information, is it not just"},{"speaker":"Carl Widger","startTime":3541.21,"endTime":3545.83,"body":"human nature for people to go? I"},{"speaker":"Carl Widger","startTime":3545.83,"endTime":3548.17,"body":"was just wondering about this"},{"speaker":"Carl Widger","startTime":3545.83,"endTime":3548.17,"body":"bearing in mind that they're"},{"speaker":"Carl Widger","startTime":3548.2,"endTime":3553.7799999999997,"body":"there, they have a little"},{"speaker":"Carl Widger","startTime":3548.2,"endTime":3553.7799999999997,"body":"information. Like I Yellowcard"},{"speaker":"Carl Widger","startTime":3553.81,"endTime":3556.24,"body":"because someone sent you an"},{"speaker":"Carl Widger","startTime":3553.81,"endTime":3556.24,"body":"article, like when I"},{"speaker":"Andy Hart","startTime":3556.24,"endTime":3558.8199999999997,"body":"say yeah, like I'd"},{"speaker":"Andy Hart","startTime":3556.24,"endTime":3558.8199999999997,"body":"call it's just, it's just a mark"},{"speaker":"Andy Hart","startTime":3558.8199999999997,"endTime":3562.0299999999997,"body":"on their file. I don't go here's"},{"speaker":"Andy Hart","startTime":3558.8199999999997,"endTime":3562.0299999999997,"body":"your first yellow card, be very"},{"speaker":"Andy Hart","startTime":3562.0299999999997,"endTime":3567.04,"body":"careful. I mean, sometimes I do"},{"speaker":"Andy Hart","startTime":3562.0299999999997,"endTime":3567.04,"body":"just just tongue in cheek, so"},{"speaker":"Andy Hart","startTime":3567.04,"endTime":3569.65,"body":"they understand what's going on."},{"speaker":"Andy Hart","startTime":3567.04,"endTime":3569.65,"body":"I think it's rather insulting"},{"speaker":"Andy Hart","startTime":3569.65,"endTime":3572.02,"body":"Carl, I literally been very"},{"speaker":"Andy Hart","startTime":3569.65,"endTime":3572.02,"body":"personal finance and investing,"},{"speaker":"Andy Hart","startTime":3572.02,"endTime":3575.62,"body":"I spent 1000s of hours thinking"},{"speaker":"Andy Hart","startTime":3572.02,"endTime":3575.62,"body":"about discussing, you know,"},{"speaker":"Andy Hart","startTime":3575.62,"endTime":3579.94,"body":"reading research in listening"},{"speaker":"Andy Hart","startTime":3575.62,"endTime":3579.94,"body":"to, but if there was anything to"},{"speaker":"Andy Hart","startTime":3579.94,"endTime":3583.3599999999997,"body":"happen, I'd be on the front"},{"speaker":"Andy Hart","startTime":3579.94,"endTime":3583.3599999999997,"body":"foot, you know, communicating"},{"speaker":"Andy Hart","startTime":3583.3599999999997,"endTime":3585.88,"body":"with them. But again, it is all"},{"speaker":"Andy Hart","startTime":3583.3599999999997,"endTime":3585.88,"body":"back to the onboarding process,"},{"speaker":"Andy Hart","startTime":3585.88,"endTime":3589.33,"body":"as Nick said, to make it very"},{"speaker":"Andy Hart","startTime":3585.88,"endTime":3589.33,"body":"clear to them about this. A lot"},{"speaker":"Andy Hart","startTime":3589.33,"endTime":3591.46,"body":"of my clients come to me from"},{"speaker":"Andy Hart","startTime":3589.33,"endTime":3591.46,"body":"the content I create so they"},{"speaker":"Andy Hart","startTime":3591.46,"endTime":3594.22,"body":"know sort of my my message"},{"speaker":"Andy Hart","startTime":3591.46,"endTime":3594.22,"body":"anyway. And a lot of them say,"},{"speaker":"Andy Hart","startTime":3594.52,"endTime":3597.85,"body":"Andy, I was concerned about X,"},{"speaker":"Andy Hart","startTime":3594.52,"endTime":3597.85,"body":"but I just had your voice in my"},{"speaker":"Andy Hart","startTime":3597.85,"endTime":3599.77,"body":"head saying Don't worry about it"},{"speaker":"Andy Hart","startTime":3597.85,"endTime":3599.77,"body":"and just move on. That's"},{"speaker":"Andy Hart","startTime":3599.77,"endTime":3604.0,"body":"fantastic. Your point Carl,"},{"speaker":"Andy Hart","startTime":3599.77,"endTime":3604.0,"body":"about you know, bombarding of"},{"speaker":"Andy Hart","startTime":3604.0,"endTime":3606.5499999999997,"body":"information. Again, it's"},{"speaker":"Andy Hart","startTime":3604.0,"endTime":3606.5499999999997,"body":"frictionless for clients now to"},{"speaker":"Andy Hart","startTime":3606.5499999999997,"endTime":3610.0899999999997,"body":"send grenades into our into our"},{"speaker":"Andy Hart","startTime":3606.5499999999997,"endTime":3610.0899999999997,"body":"practices. As I often say, a"},{"speaker":"Andy Hart","startTime":3610.0899999999997,"endTime":3613.5099999999998,"body":"client can literally parked"},{"speaker":"Andy Hart","startTime":3610.0899999999997,"endTime":3613.5099999999998,"body":"their car in the car park at the"},{"speaker":"Andy Hart","startTime":3613.5099999999998,"endTime":3616.7799999999997,"body":"station, on the way towards the"},{"speaker":"Andy Hart","startTime":3613.5099999999998,"endTime":3616.7799999999997,"body":"station, 30 seconds, I can write"},{"speaker":"Andy Hart","startTime":3616.7799999999997,"endTime":3619.9,"body":"you an email, it's gonna ruin"},{"speaker":"Andy Hart","startTime":3616.7799999999997,"endTime":3619.9,"body":"your morning and it's taken them"},{"speaker":"Andy Hart","startTime":3620.02,"endTime":3624.22,"body":"28 seconds to send that email."},{"speaker":"Andy Hart","startTime":3620.02,"endTime":3624.22,"body":"And they just think it's a"},{"speaker":"Andy Hart","startTime":3624.22,"endTime":3626.74,"body":"passing comment like Oh little"},{"speaker":"Andy Hart","startTime":3624.22,"endTime":3626.74,"body":"bit concerned about this and"},{"speaker":"Andy Hart","startTime":3626.74,"endTime":3629.29,"body":"you're like, Whoa, what is this"},{"speaker":"Andy Hart","startTime":3626.74,"endTime":3629.29,"body":"a complaint now we're gonna get"},{"speaker":"Andy Hart","startTime":3629.29,"endTime":3631.6,"body":"go with this, we've got to speak"},{"speaker":"Andy Hart","startTime":3629.29,"endTime":3631.6,"body":"to about this do want to check"},{"speaker":"Andy Hart","startTime":3631.6,"endTime":3633.37,"body":"their investment portfolios or"},{"speaker":"Andy Hart","startTime":3631.6,"endTime":3633.37,"body":"what they originally"},{"speaker":"Andy Hart","startTime":3633.37,"endTime":3635.98,"body":"investigate, you know, who's the"},{"speaker":"Andy Hart","startTime":3633.37,"endTime":3635.98,"body":"advisor looking after it's just"},{"speaker":"Andy Hart","startTime":3636.46,"endTime":3641.02,"body":"the loan friction is obviously a"},{"speaker":"Andy Hart","startTime":3636.46,"endTime":3641.02,"body":"blessing and a curse. A couple"},{"speaker":"Andy Hart","startTime":3641.02,"endTime":3643.21,"body":"of other red yellow flags, I"},{"speaker":"Andy Hart","startTime":3641.02,"endTime":3643.21,"body":"mean, not taking out the right"},{"speaker":"Andy Hart","startTime":3643.21,"endTime":3646.5699999999997,"body":"insurance. You know, if it's"},{"speaker":"Andy Hart","startTime":3643.21,"endTime":3646.5699999999997,"body":"very clear, you need income"},{"speaker":"Andy Hart","startTime":3646.5699999999997,"endTime":3648.67,"body":"protection. If you get hit by a"},{"speaker":"Andy Hart","startTime":3646.5699999999997,"endTime":3648.67,"body":"bus, you and your family are in"},{"speaker":"Andy Hart","startTime":3648.67,"endTime":3651.73,"body":"a bad situation and you're not"},{"speaker":"Andy Hart","startTime":3648.67,"endTime":3651.73,"body":"willing to spend, you know,"},{"speaker":"Andy Hart","startTime":3651.73,"endTime":3655.24,"body":"peanuts every month, like I'm"},{"speaker":"Andy Hart","startTime":3651.73,"endTime":3655.24,"body":"going to negotiate on maybe to"},{"speaker":"Andy Hart","startTime":3655.24,"endTime":3657.6099999999997,"body":"the following year, and then"},{"speaker":"Andy Hart","startTime":3655.24,"endTime":3657.6099999999997,"body":"maybe you get a third on the"},{"speaker":"Andy Hart","startTime":3657.6099999999997,"endTime":3660.49,"body":"third year if you're not taken"},{"speaker":"Andy Hart","startTime":3657.6099999999997,"endTime":3660.49,"body":"out for not valid reasons."},{"speaker":"Andy Hart","startTime":3660.94,"endTime":3664.48,"body":"Again, I don't want to be co"},{"speaker":"Andy Hart","startTime":3660.94,"endTime":3664.48,"body":"pilot to a financial sinking"},{"speaker":"Andy Hart","startTime":3664.48,"endTime":3668.2,"body":"ship. You know, we've seen the,"},{"speaker":"Andy Hart","startTime":3664.48,"endTime":3668.2,"body":"the outcome of the wrong"},{"speaker":"Andy Hart","startTime":3668.2,"endTime":3672.0699999999997,"body":"insurance or not, not any"},{"speaker":"Andy Hart","startTime":3668.2,"endTime":3672.0699999999997,"body":"insurance in place. Yeah, so"},{"speaker":"Andy Hart","startTime":3672.0699999999997,"endTime":3674.14,"body":"that's another one for me. I"},{"speaker":"Andy Hart","startTime":3672.0699999999997,"endTime":3674.14,"body":"mean, the one we can discuss is"},{"speaker":"Andy Hart","startTime":3674.14,"endTime":3675.85,"body":"splitting an investment"},{"speaker":"Andy Hart","startTime":3674.14,"endTime":3675.85,"body":"portfolio gone"},{"speaker":"Alan Smith","startTime":3677.29,"endTime":3680.56,"body":"I'm literally just"},{"speaker":"Alan Smith","startTime":3677.29,"endTime":3680.56,"body":"about to ask you that in terms"},{"speaker":"Alan Smith","startTime":3680.56,"endTime":3683.89,"body":"of what you do call said that"},{"speaker":"Alan Smith","startTime":3680.56,"endTime":3683.89,"body":"they would do we historically"},{"speaker":"Alan Smith","startTime":3683.98,"endTime":3688.45,"body":"have done or we've learned to"},{"speaker":"Alan Smith","startTime":3683.98,"endTime":3688.45,"body":"our cost now that is just, it's"},{"speaker":"Alan Smith","startTime":3688.48,"endTime":3691.5099999999998,"body":"it's just a nightmare to do"},{"speaker":"Alan Smith","startTime":3688.48,"endTime":3691.5099999999998,"body":"that. We'll give you some money"},{"speaker":"Alan Smith","startTime":3691.5099999999998,"endTime":3696.25,"body":"and and someone else, I'm still"},{"speaker":"Alan Smith","startTime":3691.5099999999998,"endTime":3696.25,"body":"I can work with, you know the"},{"speaker":"Alan Smith","startTime":3696.25,"endTime":3698.5,"body":"concepts. I think we talked"},{"speaker":"Alan Smith","startTime":3696.25,"endTime":3698.5,"body":"about it here before the family"},{"speaker":"Alan Smith","startTime":3698.5,"endTime":3701.3199999999997,"body":"fortress and the investment"},{"speaker":"Alan Smith","startTime":3698.5,"endTime":3701.3199999999997,"body":"playpen. If you want to take a"},{"speaker":"Alan Smith","startTime":3701.3199999999997,"endTime":3704.0499999999997,"body":"small amount of money and go and"},{"speaker":"Alan Smith","startTime":3701.3199999999997,"endTime":3704.0499999999997,"body":"dig around with it yourself, or"},{"speaker":"Alan Smith","startTime":3704.0499999999997,"endTime":3706.99,"body":"your little hedge fund, or"},{"speaker":"Alan Smith","startTime":3704.0499999999997,"endTime":3706.99,"body":"whatever it might be got"},{"speaker":"Alan Smith","startTime":3706.99,"endTime":3709.48,"body":"yourself out, but no, we're"},{"speaker":"Alan Smith","startTime":3706.99,"endTime":3709.48,"body":"gonna give you half we're gonna"},{"speaker":"Alan Smith","startTime":3709.48,"endTime":3712.0899999999997,"body":"give this other big national"},{"speaker":"Alan Smith","startTime":3709.48,"endTime":3712.0899999999997,"body":"brand half as well. And we'll"},{"speaker":"Alan Smith","startTime":3712.0899999999997,"endTime":3715.63,"body":"see who does best we'll compare"},{"speaker":"Alan Smith","startTime":3712.0899999999997,"endTime":3715.63,"body":"them next year. That's a red"},{"speaker":"Alan Smith","startTime":3715.63,"endTime":3718.7799999999997,"body":"flag from day one. So we will do"},{"speaker":"Alan Smith","startTime":3715.63,"endTime":3718.7799999999997,"body":"that we have done so"},{"speaker":"Carl Widger","startTime":3718.7799999999997,"endTime":3721.5699999999997,"body":"give you give you a"},{"speaker":"Carl Widger","startTime":3718.7799999999997,"endTime":3721.5699999999997,"body":"scenario. Most of our clients"},{"speaker":"Carl Widger","startTime":3722.17,"endTime":3725.56,"body":"come to us because they already"},{"speaker":"Carl Widger","startTime":3722.17,"endTime":3725.56,"body":"have existing portfolios. And"},{"speaker":"Carl Widger","startTime":3725.56,"endTime":3728.5899999999997,"body":"someone has said, you need to"},{"speaker":"Carl Widger","startTime":3725.56,"endTime":3728.5899999999997,"body":"talk to these guys. They do it"},{"speaker":"Carl Widger","startTime":3728.5899999999997,"endTime":3731.7999999999997,"body":"differently. So we do the"},{"speaker":"Carl Widger","startTime":3728.5899999999997,"endTime":3731.7999999999997,"body":"financial plan, and someone has"},{"speaker":"Carl Widger","startTime":3732.25,"endTime":3737.2599999999998,"body":"500 grand in a trading account."},{"speaker":"Carl Widger","startTime":3732.25,"endTime":3737.2599999999998,"body":"But there's a clear and defined"},{"speaker":"Carl Widger","startTime":3737.2599999999998,"endTime":3741.49,"body":"need for appear to say, which is"},{"speaker":"Carl Widger","startTime":3737.2599999999998,"endTime":3741.49,"body":"a pension pot here. And we'll do"},{"speaker":"Carl Widger","startTime":3741.49,"endTime":3745.0,"body":"the pension pot for them. But we"},{"speaker":"Carl Widger","startTime":3741.49,"endTime":3745.0,"body":"won't insist that they"},{"speaker":"Carl Widger","startTime":3745.0,"endTime":3748.66,"body":"transferred the five the other"},{"speaker":"Carl Widger","startTime":3745.0,"endTime":3748.66,"body":"500 grand across to us No. So"},{"speaker":"Carl Widger","startTime":3748.75,"endTime":3752.38,"body":"that's more than the scenario"},{"speaker":"Carl Widger","startTime":3748.75,"endTime":3752.38,"body":"that we get. But what will"},{"speaker":"Carl Widger","startTime":3752.38,"endTime":3755.92,"body":"happen is a year two three in"},{"speaker":"Carl Widger","startTime":3752.38,"endTime":3755.92,"body":"there you go, can you just look"},{"speaker":"Carl Widger","startTime":3755.92,"endTime":3759.13,"body":"after that thing as well. So"},{"speaker":"Carl Widger","startTime":3755.92,"endTime":3759.13,"body":"that's really more our"},{"speaker":"Carl Widger","startTime":3759.13,"endTime":3761.83,"body":"experience. But I don't I don't"},{"speaker":"Carl Widger","startTime":3759.13,"endTime":3761.83,"body":"tend to get people coming in"},{"speaker":"Carl Widger","startTime":3761.83,"endTime":3764.47,"body":"with, you know, 5 million quid"},{"speaker":"Carl Widger","startTime":3761.83,"endTime":3764.47,"body":"we're going to give you two and"},{"speaker":"Carl Widger","startTime":3764.47,"endTime":3766.72,"body":"a half. And we're going to give"},{"speaker":"Carl Widger","startTime":3764.47,"endTime":3766.72,"body":"them two and a half. But what"},{"speaker":"Carl Widger","startTime":3766.72,"endTime":3769.96,"body":"hasn't happened? Yes. Did we"},{"speaker":"Carl Widger","startTime":3766.72,"endTime":3769.96,"body":"take the business? Yes. Have we"},{"speaker":"Carl Widger","startTime":3769.96,"endTime":3771.58,"body":"won the rest of the business?"},{"speaker":"Carl Widger","startTime":3769.96,"endTime":3771.58,"body":"Yes."},{"speaker":"Andy Hart","startTime":3772.45,"endTime":3774.97,"body":"Yeah, we've all had"},{"speaker":"Andy Hart","startTime":3772.45,"endTime":3774.97,"body":"different experiences of this"},{"speaker":"Andy Hart","startTime":3775.0,"endTime":3777.97,"body":"over the years. Yeah, I'm very"},{"speaker":"Andy Hart","startTime":3775.0,"endTime":3777.97,"body":"strict on this. I've been sort"},{"speaker":"Andy Hart","startTime":3777.97,"endTime":3781.15,"body":"of Nick married in this. It's"},{"speaker":"Andy Hart","startTime":3777.97,"endTime":3781.15,"body":"all about the wood and wood, an"},{"speaker":"Andy Hart","startTime":3781.15,"endTime":3784.39,"body":"army general look after half an"},{"speaker":"Andy Hart","startTime":3781.15,"endTime":3784.39,"body":"army and split an army, you"},{"speaker":"Andy Hart","startTime":3784.39,"endTime":3786.1,"body":"know, there's no chance you're"},{"speaker":"Andy Hart","startTime":3784.39,"endTime":3786.1,"body":"going to win any battles,"},{"speaker":"Andy Hart","startTime":3786.1,"endTime":3788.92,"body":"there's no chance you're going"},{"speaker":"Andy Hart","startTime":3786.1,"endTime":3788.92,"body":"to win any wars. I think it's a"},{"speaker":"Andy Hart","startTime":3788.92,"endTime":3793.2999999999997,"body":"sign in my opinion of a weak"},{"speaker":"Andy Hart","startTime":3788.92,"endTime":3793.2999999999997,"body":"advisor who's willing to do that"},{"speaker":"Andy Hart","startTime":3793.2999999999997,"endTime":3796.18,"body":"on the other side. So if there's"},{"speaker":"Andy Hart","startTime":3793.2999999999997,"endTime":3796.18,"body":"another army general in the mix,"},{"speaker":"Andy Hart","startTime":3796.21,"endTime":3798.8199999999997,"body":"and he he or she goes, Yeah, I'm"},{"speaker":"Andy Hart","startTime":3796.21,"endTime":3798.8199999999997,"body":"willing to take half and I don't"},{"speaker":"Andy Hart","startTime":3798.8199999999997,"endTime":3801.0099999999998,"body":"know, I'm not willing to take"},{"speaker":"Andy Hart","startTime":3798.8199999999997,"endTime":3801.0099999999998,"body":"off. And when I say I'm not"},{"speaker":"Andy Hart","startTime":3801.0099999999998,"endTime":3803.71,"body":"willing to take off, I think"},{"speaker":"Andy Hart","startTime":3801.0099999999998,"endTime":3803.71,"body":"that shows more of my character."},{"speaker":"Andy Hart","startTime":3803.98,"endTime":3806.47,"body":"Look, I'm all in on this with"},{"speaker":"Andy Hart","startTime":3803.98,"endTime":3806.47,"body":"you, or I'm all out on this with"},{"speaker":"Andy Hart","startTime":3806.47,"endTime":3809.74,"body":"you. With this one says I don't"},{"speaker":"Andy Hart","startTime":3806.47,"endTime":3809.74,"body":"mind doing half and I'm quite"},{"speaker":"Andy Hart","startTime":3809.74,"endTime":3812.71,"body":"strict in it. That's my opinion"},{"speaker":"Andy Hart","startTime":3809.74,"endTime":3812.71,"body":"on it. And we've heard other"},{"speaker":"Andy Hart","startTime":3812.71,"endTime":3813.88,"body":"people. So Nick, over to you."},{"speaker":"Nick Lincoln","startTime":3815.68,"endTime":3817.45,"body":"Okay, I think we"},{"speaker":"Nick Lincoln","startTime":3815.68,"endTime":3817.45,"body":"can probably just tie a bow on"},{"speaker":"Nick Lincoln","startTime":3817.45,"endTime":3819.22,"body":"this unless you guys disagree"},{"speaker":"Nick Lincoln","startTime":3817.45,"endTime":3819.22,"body":"with me on it."},{"speaker":"Carl Widger","startTime":3819.25,"endTime":3824.2599999999998,"body":"I can't leave that"},{"speaker":"Carl Widger","startTime":3819.25,"endTime":3824.2599999999998,"body":"one hanging out. Right. So no,"},{"speaker":"Alan Smith","startTime":3824.68,"endTime":3826.69,"body":"he did. You said"},{"speaker":"Alan Smith","startTime":3824.68,"endTime":3826.69,"body":"you're a terrible advisor call."},{"speaker":"Andy Hart","startTime":3827.62,"endTime":3829.99,"body":"He said he said no"},{"speaker":"Andy Hart","startTime":3827.62,"endTime":3829.99,"body":"call we've we"},{"speaker":"Carl Widger","startTime":3831.67,"endTime":3833.56,"body":"know he wanted to"},{"speaker":"Carl Widger","startTime":3831.67,"endTime":3833.56,"body":"tie a bow on it. So he doesn't"},{"speaker":"Carl Widger","startTime":3833.56,"endTime":3837.04,"body":"have an opinion on this one. So"},{"speaker":"Carl Widger","startTime":3833.56,"endTime":3837.04,"body":"if you don't mind, I'll reply to"},{"speaker":"Carl Widger","startTime":3837.04,"endTime":3842.47,"body":"your comments. Right. Great. All"},{"speaker":"Carl Widger","startTime":3837.04,"endTime":3842.47,"body":"right. I think that's when"},{"speaker":"Carl Widger","startTime":3842.47,"endTime":3845.83,"body":"you're in the business of"},{"speaker":"Carl Widger","startTime":3842.47,"endTime":3845.83,"body":"growing a firm, these, these"},{"speaker":"Carl Widger","startTime":3845.83,"endTime":3851.1099999999997,"body":"scenarios tend to come up a bit,"},{"speaker":"Carl Widger","startTime":3845.83,"endTime":3851.1099999999997,"body":"do they come up often? No, they"},{"speaker":"Carl Widger","startTime":3851.1099999999997,"endTime":3855.0699999999997,"body":"don't. Now, what do we ever"},{"speaker":"Carl Widger","startTime":3851.1099999999997,"endTime":3855.0699999999997,"body":"propose to a client that hey,"},{"speaker":"Carl Widger","startTime":3855.13,"endTime":3859.21,"body":"look, Mr. Client, it would be"},{"speaker":"Carl Widger","startTime":3855.13,"endTime":3859.21,"body":"absolutely okay, if you split"},{"speaker":"Carl Widger","startTime":3859.24,"endTime":3863.0499999999997,"body":"that and gave it the other half"},{"speaker":"Carl Widger","startTime":3859.24,"endTime":3863.0499999999997,"body":"to the other investor, to the"},{"speaker":"Carl Widger","startTime":3863.0499999999997,"endTime":3871.39,"body":"other investment firm?"},{"speaker":"Carl Widger","startTime":3863.0499999999997,"endTime":3871.39,"body":"Absolutely not. But if it comes"},{"speaker":"Carl Widger","startTime":3871.39,"endTime":3875.83,"body":"to where that line goes, Look,"},{"speaker":"Carl Widger","startTime":3871.39,"endTime":3875.83,"body":"we are totally new to this, we"},{"speaker":"Carl Widger","startTime":3875.83,"endTime":3879.0099999999998,"body":"don't really know what we're"},{"speaker":"Carl Widger","startTime":3875.83,"endTime":3879.0099999999998,"body":"doing. We really like what"},{"speaker":"Carl Widger","startTime":3879.0099999999998,"endTime":3883.06,"body":"you're doing. But honestly, you"},{"speaker":"Carl Widger","startTime":3879.0099999999998,"endTime":3883.06,"body":"know, we're thinking not having"},{"speaker":"Carl Widger","startTime":3883.06,"endTime":3885.64,"body":"all the eggs in one basket, a"},{"speaker":"Carl Widger","startTime":3883.06,"endTime":3885.64,"body":"bit of diversification, and"},{"speaker":"Carl Widger","startTime":3885.64,"endTime":3887.83,"body":"we're just trying to protect"},{"speaker":"Carl Widger","startTime":3885.64,"endTime":3887.83,"body":"ourselves because I hear"},{"speaker":"Carl Widger","startTime":3887.83,"endTime":3891.19,"body":"everything that you're saying."},{"speaker":"Carl Widger","startTime":3887.83,"endTime":3891.19,"body":"But would it be okay, if we"},{"speaker":"Carl Widger","startTime":3891.19,"endTime":3894.22,"body":"split this, you know, our that"},{"speaker":"Carl Widger","startTime":3891.19,"endTime":3894.22,"body":"we left our existing portfolio"},{"speaker":"Carl Widger","startTime":3894.22,"endTime":3898.3599999999997,"body":"with the with the with the other"},{"speaker":"Carl Widger","startTime":3894.22,"endTime":3898.3599999999997,"body":"house? You know, is that"},{"speaker":"Carl Widger","startTime":3898.3599999999997,"endTime":3901.39,"body":"weakness? Or is that commercial?"},{"speaker":"Carl Widger","startTime":3898.3599999999997,"endTime":3901.39,"body":"For me? That's not weakness."},{"speaker":"Carl Widger","startTime":3901.42,"endTime":3904.96,"body":"That's, that's just us doing"},{"speaker":"Carl Widger","startTime":3901.42,"endTime":3904.96,"body":"your thing. And to repeat, which"},{"speaker":"Carl Widger","startTime":3904.96,"endTime":3907.66,"body":"I've noticed that three times we"},{"speaker":"Carl Widger","startTime":3904.96,"endTime":3907.66,"body":"end up getting all the business"},{"speaker":"Carl Widger","startTime":3907.66,"endTime":3911.8599999999997,"body":"anyway. So, you know, we're more"},{"speaker":"Carl Widger","startTime":3907.66,"endTime":3911.8599999999997,"body":"than comfortable to do it. And I"},{"speaker":"Carl Widger","startTime":3911.8599999999997,"endTime":3916.27,"body":"think if you're in the business"},{"speaker":"Carl Widger","startTime":3911.8599999999997,"endTime":3916.27,"body":"of growing and expansion, you"},{"speaker":"Carl Widger","startTime":3916.27,"endTime":3918.97,"body":"know, I think you're just gonna"},{"speaker":"Carl Widger","startTime":3916.27,"endTime":3918.97,"body":"have to suck it up. Sometimes."},{"speaker":"Andy Hart","startTime":3919.99,"endTime":3924.31,"body":"All your points are"},{"speaker":"Andy Hart","startTime":3919.99,"endTime":3924.31,"body":"valid May I spent at least four"},{"speaker":"Andy Hart","startTime":3924.31,"endTime":3928.42,"body":"or five months trying to take on"},{"speaker":"Andy Hart","startTime":3924.31,"endTime":3928.42,"body":"a new prospect client, 4 million"},{"speaker":"Andy Hart","startTime":3928.42,"endTime":3933.2799999999997,"body":"quid everything was then agreed"},{"speaker":"Andy Hart","startTime":3928.42,"endTime":3933.2799999999997,"body":"last meeting, vague or LMR last"},{"speaker":"Andy Hart","startTime":3933.2799999999997,"endTime":3935.5299999999997,"body":"minute resistance. So they said"},{"speaker":"Andy Hart","startTime":3933.2799999999997,"endTime":3935.5299999999997,"body":"actually, we're going to keep"},{"speaker":"Andy Hart","startTime":3936.37,"endTime":3941.3199999999997,"body":"two with the existing provider"},{"speaker":"Andy Hart","startTime":3936.37,"endTime":3941.3199999999997,"body":"who's an absolute DFM sharks,"},{"speaker":"Andy Hart","startTime":3941.38,"endTime":3944.2,"body":"and we're going to put two with"},{"speaker":"Andy Hart","startTime":3941.38,"endTime":3944.2,"body":"you. I literally just said, all"},{"speaker":"Andy Hart","startTime":3944.2,"endTime":3948.67,"body":"the best and just walked out. So"},{"speaker":"Andy Hart","startTime":3944.2,"endTime":3948.67,"body":"yeah, I'm super strong"},{"speaker":"Andy Hart","startTime":3948.67,"endTime":3951.37,"body":"opinionated on this. But yeah,"},{"speaker":"Andy Hart","startTime":3948.67,"endTime":3951.37,"body":"oh, cool. All different"},{"speaker":"Andy Hart","startTime":3951.37,"endTime":3953.7999999999997,"body":"opinions. But to your boss, you"},{"speaker":"Andy Hart","startTime":3951.37,"endTime":3953.7999999999997,"body":"know,"},{"speaker":"Alan Smith","startTime":3953.7999999999997,"endTime":3957.73,"body":"I've just, I've just"},{"speaker":"Alan Smith","startTime":3953.7999999999997,"endTime":3957.73,"body":"thought of a situation where we"},{"speaker":"Alan Smith","startTime":3957.73,"endTime":3964.99,"body":"had really we disengaged from a"},{"speaker":"Alan Smith","startTime":3957.73,"endTime":3964.99,"body":"client 80 months ago. And we did"},{"speaker":"Alan Smith","startTime":3964.99,"endTime":3969.31,"body":"it face to face with a husband"},{"speaker":"Alan Smith","startTime":3964.99,"endTime":3969.31,"body":"and wife in a room. And again,"},{"speaker":"Alan Smith","startTime":3969.31,"endTime":3973.54,"body":"it was just, it was just awful."},{"speaker":"Alan Smith","startTime":3969.31,"endTime":3973.54,"body":"wife was crying. It was just a"},{"speaker":"Alan Smith","startTime":3973.54,"endTime":3977.98,"body":"mess. It was the conversation"},{"speaker":"Alan Smith","startTime":3973.54,"endTime":3977.98,"body":"and actually It was 5050 in"},{"speaker":"Alan Smith","startTime":3977.98,"endTime":3981.2799999999997,"body":"terms of the blame, because we"},{"speaker":"Alan Smith","startTime":3977.98,"endTime":3981.2799999999997,"body":"should never taken his client on"},{"speaker":"Alan Smith","startTime":3981.2799999999997,"endTime":3984.64,"body":"this. This is pretty big ticket"},{"speaker":"Alan Smith","startTime":3981.2799999999997,"endTime":3984.64,"body":"clients, pretty, you know,"},{"speaker":"Alan Smith","startTime":3984.64,"endTime":3988.5099999999998,"body":"revenue wise nothing else. But"},{"speaker":"Alan Smith","startTime":3984.64,"endTime":3988.5099999999998,"body":"what they wanted us to do. We"},{"speaker":"Alan Smith","startTime":3988.5099999999998,"endTime":3991.45,"body":"couldn't we really couldn't do"},{"speaker":"Alan Smith","startTime":3988.5099999999998,"endTime":3991.45,"body":"it. It was just a man. It was"},{"speaker":"Alan Smith","startTime":3991.45,"endTime":3994.63,"body":"just a massive offshore"},{"speaker":"Alan Smith","startTime":3991.45,"endTime":3994.63,"body":"complexity and trusts and all"},{"speaker":"Alan Smith","startTime":3994.63,"endTime":3998.0499999999997,"body":"sorts of stuff that we sort of"},{"speaker":"Alan Smith","startTime":3994.63,"endTime":3998.0499999999997,"body":"said to us and Andy Hart phrase"},{"speaker":"Alan Smith","startTime":3998.08,"endTime":4001.5299999999997,"body":"in a derogatory sense, we'll"},{"speaker":"Alan Smith","startTime":3998.08,"endTime":4001.5299999999997,"body":"give it a go. We'll give it a"},{"speaker":"Alan Smith","startTime":4001.5299999999997,"endTime":4003.69,"body":"go. What you know, how difficult"},{"speaker":"Alan Smith","startTime":4001.5299999999997,"endTime":4003.69,"body":"can it be? And it really was"},{"speaker":"Alan Smith","startTime":4003.69,"endTime":4007.77,"body":"much more complex, very, very"},{"speaker":"Alan Smith","startTime":4003.69,"endTime":4007.77,"body":"difficult. Yeah, it was just, it"},{"speaker":"Alan Smith","startTime":4007.77,"endTime":4011.91,"body":"was just awful. And so that's"},{"speaker":"Alan Smith","startTime":4007.77,"endTime":4011.91,"body":"another I suppose all roads lead"},{"speaker":"Alan Smith","startTime":4011.91,"endTime":4017.52,"body":"back to Mr. Lincoln, as always"},{"speaker":"Alan Smith","startTime":4011.91,"endTime":4017.52,"body":"Mr. disagreeable, and in your"},{"speaker":"Alan Smith","startTime":4017.52,"endTime":4021.18,"body":"commercials one thing, but"},{"speaker":"Alan Smith","startTime":4017.52,"endTime":4021.18,"body":"turning down and credit to you."},{"speaker":"Alan Smith","startTime":4021.18,"endTime":4023.0699999999997,"body":"And if you turned out a 4"},{"speaker":"Alan Smith","startTime":4021.18,"endTime":4023.0699999999997,"body":"million pound client, or in this"},{"speaker":"Alan Smith","startTime":4023.0699999999997,"endTime":4025.65,"body":"case, a 2 million pound client,"},{"speaker":"Alan Smith","startTime":4023.0699999999997,"endTime":4025.65,"body":"if you're gonna get half of it"},{"speaker":"Alan Smith","startTime":4025.65,"endTime":4028.83,"body":"with a view to winning the other"},{"speaker":"Alan Smith","startTime":4025.65,"endTime":4028.83,"body":"half down the line? I'm not sure"},{"speaker":"Alan Smith","startTime":4028.83,"endTime":4033.0,"body":"I'm either I'm half half and"},{"speaker":"Alan Smith","startTime":4028.83,"endTime":4033.0,"body":"half between, you know, all"},{"speaker":"Alan Smith","startTime":4033.0,"endTime":4035.67,"body":"credit to you. And also you're"},{"speaker":"Alan Smith","startTime":4033.0,"endTime":4035.67,"body":"not commercial at all, you know,"},{"speaker":"Alan Smith","startTime":4035.67,"endTime":4038.04,"body":"you have still 2 million pound"},{"speaker":"Alan Smith","startTime":4035.67,"endTime":4038.04,"body":"clients that you could have won"},{"speaker":"Alan Smith","startTime":4038.04,"endTime":4041.91,"body":"across over the next year or"},{"speaker":"Alan Smith","startTime":4038.04,"endTime":4041.91,"body":"two. I think, the ultimate in"},{"speaker":"Alan Smith","startTime":4041.91,"endTime":4045.69,"body":"conclusion, it's client by"},{"speaker":"Alan Smith","startTime":4041.91,"endTime":4045.69,"body":"client prospect by prospect."},{"speaker":"Alan Smith","startTime":4045.93,"endTime":4048.18,"body":"We've got our value proposition,"},{"speaker":"Alan Smith","startTime":4045.93,"endTime":4048.18,"body":"we've got the things that we"},{"speaker":"Alan Smith","startTime":4048.18,"endTime":4050.91,"body":"won't stand for. I think we're"},{"speaker":"Alan Smith","startTime":4048.18,"endTime":4050.91,"body":"all in agreement that, you know,"},{"speaker":"Alan Smith","startTime":4050.91,"endTime":4053.97,"body":"rudeness, and just kind of"},{"speaker":"Alan Smith","startTime":4050.91,"endTime":4053.97,"body":"downright being sort of negative"},{"speaker":"Alan Smith","startTime":4053.97,"endTime":4057.2999999999997,"body":"or or ignoring our advice, or"},{"speaker":"Alan Smith","startTime":4053.97,"endTime":4057.2999999999997,"body":"kind of question"},{"speaker":"Andy Hart","startTime":4057.2999999999997,"endTime":4058.83,"body":"Are these constantly."},{"speaker":"Alan Smith","startTime":4061.23,"endTime":4063.72,"body":"But but there's a"},{"speaker":"Alan Smith","startTime":4061.23,"endTime":4063.72,"body":"lot of gray areas in between a"},{"speaker":"Alan Smith","startTime":4063.72,"endTime":4067.1099999999997,"body":"lot of black and white, I"},{"speaker":"Alan Smith","startTime":4063.72,"endTime":4067.1099999999997,"body":"suppose. But no, I think that's"},{"speaker":"Alan Smith","startTime":4067.14,"endTime":4071.16,"body":"good conversation. Really all"},{"speaker":"Alan Smith","startTime":4067.14,"endTime":4071.16,"body":"backs back to you, Mr. Chairman."},{"speaker":"Nick Lincoln","startTime":4071.52,"endTime":4074.91,"body":"Okay. Okay. Just"},{"speaker":"Nick Lincoln","startTime":4071.52,"endTime":4074.91,"body":"to clarify, just just just to"},{"speaker":"Nick Lincoln","startTime":4074.91,"endTime":4077.37,"body":"draw a line under this, just"},{"speaker":"Nick Lincoln","startTime":4074.91,"endTime":4077.37,"body":"just to repeat, I've only sat"},{"speaker":"Nick Lincoln","startTime":4077.37,"endTime":4079.41,"body":"the one client. So I might have"},{"speaker":"Nick Lincoln","startTime":4077.37,"endTime":4079.41,"body":"this reputation of being"},{"speaker":"Nick Lincoln","startTime":4079.41,"endTime":4081.5099999999998,"body":"disagreeable, and maybe I am,"},{"speaker":"Nick Lincoln","startTime":4079.41,"endTime":4081.5099999999998,"body":"but I haven't, I've only sat one"},{"speaker":"Nick Lincoln","startTime":4081.5099999999998,"endTime":4083.91,"body":"client and I didn't particularly"},{"speaker":"Nick Lincoln","startTime":4081.5099999999998,"endTime":4083.91,"body":"enjoy doing it, but I didn't"},{"speaker":"Nick Lincoln","startTime":4083.91,"endTime":4086.58,"body":"feel better for doing it. And"},{"speaker":"Nick Lincoln","startTime":4083.91,"endTime":4086.58,"body":"the second thing, I think that"},{"speaker":"Nick Lincoln","startTime":4086.58,"endTime":4089.58,"body":"we have a lot of younger"},{"speaker":"Nick Lincoln","startTime":4086.58,"endTime":4089.58,"body":"Trappists younger advisors who"},{"speaker":"Nick Lincoln","startTime":4089.58,"endTime":4091.68,"body":"are in a sort of storming and"},{"speaker":"Nick Lincoln","startTime":4089.58,"endTime":4091.68,"body":"forming stage and they've got to"},{"speaker":"Nick Lincoln","startTime":4091.68,"endTime":4094.68,"body":"be very commercial, I get that."},{"speaker":"Nick Lincoln","startTime":4091.68,"endTime":4094.68,"body":"But if you're ever, ever at the"},{"speaker":"Nick Lincoln","startTime":4094.68,"endTime":4097.08,"body":"point with with a client"},{"speaker":"Nick Lincoln","startTime":4094.68,"endTime":4097.08,"body":"relationship, anything every"},{"speaker":"Nick Lincoln","startTime":4097.08,"endTime":4102.0,"body":"time you see his or her name on"},{"speaker":"Nick Lincoln","startTime":4097.08,"endTime":4102.0,"body":"your phone, or an email in your"},{"speaker":"Nick Lincoln","startTime":4102.0,"endTime":4105.45,"body":"inbox, and your heart sinks, as"},{"speaker":"Nick Lincoln","startTime":4102.0,"endTime":4105.45,"body":"soon as you are able to"},{"speaker":"Nick Lincoln","startTime":4105.45,"endTime":4110.31,"body":"financially get rid do not"},{"speaker":"Nick Lincoln","startTime":4105.45,"endTime":4110.31,"body":"become a goal do not 20 years"},{"speaker":"Nick Lincoln","startTime":4110.31,"endTime":4114.96,"body":"look back and with 350 customers"},{"speaker":"Nick Lincoln","startTime":4110.31,"endTime":4114.96,"body":"in your client bank, of which a"},{"speaker":"Nick Lincoln","startTime":4114.96,"endTime":4118.83,"body":"good 90 or so don't like you,"},{"speaker":"Nick Lincoln","startTime":4114.96,"endTime":4118.83,"body":"and you don't like them because"},{"speaker":"Nick Lincoln","startTime":4118.83,"endTime":4122.16,"body":"you haven't given them the time."},{"speaker":"Nick Lincoln","startTime":4118.83,"endTime":4122.16,"body":"Or the effort or or you just"},{"speaker":"Nick Lincoln","startTime":4122.16,"endTime":4125.82,"body":"don't just just get in the habit"},{"speaker":"Nick Lincoln","startTime":4122.16,"endTime":4125.82,"body":"of recognizing that you cannot"},{"speaker":"Nick Lincoln","startTime":4125.82,"endTime":4130.02,"body":"be all things to all men. Okay,"},{"speaker":"Nick Lincoln","startTime":4125.82,"endTime":4130.02,"body":"down that road. Lies misery."},{"speaker":"Nick Lincoln","startTime":4130.5,"endTime":4135.1500000000005,"body":"Talking of misery. I see our"},{"speaker":"Nick Lincoln","startTime":4130.5,"endTime":4135.1500000000005,"body":"post post is at the at the front"},{"speaker":"Nick Lincoln","startTime":4135.1500000000005,"endTime":4138.36,"body":"door. She's She's, she's she's"},{"speaker":"Nick Lincoln","startTime":4135.1500000000005,"endTime":4138.36,"body":"grumpy, and she's holding a"},{"speaker":"Nick Lincoln","startTime":4138.36,"endTime":4140.82,"body":"bulging sack of practice"},{"speaker":"Nick Lincoln","startTime":4138.36,"endTime":4140.82,"body":"questions. Now listen to your"},{"speaker":"Nick Lincoln","startTime":4140.82,"endTime":4143.52,"body":"traffic. Do you know now? How to"},{"speaker":"Nick Lincoln","startTime":4140.82,"endTime":4143.52,"body":"do it, but I shall repeat"},{"speaker":"Nick Lincoln","startTime":4143.52,"endTime":4146.64,"body":"myself. There's a pinned tweet"},{"speaker":"Nick Lincoln","startTime":4143.52,"endTime":4146.64,"body":"at advisor podcast if you click"},{"speaker":"Nick Lincoln","startTime":4146.64,"endTime":4148.77,"body":"on the link in the pin to"},{"speaker":"Nick Lincoln","startTime":4146.64,"endTime":4148.77,"body":"YouTube and leave an inane"},{"speaker":"Nick Lincoln","startTime":4148.77,"endTime":4153.0,"body":"question for us to answer. And"},{"speaker":"Nick Lincoln","startTime":4148.77,"endTime":4153.0,"body":"we will get through them. We're"},{"speaker":"Nick Lincoln","startTime":4153.0,"endTime":4155.16,"body":"catching up. But we still got"},{"speaker":"Nick Lincoln","startTime":4153.0,"endTime":4155.16,"body":"loads of unanswered question,"},{"speaker":"Nick Lincoln","startTime":4155.16,"endTime":4158.4000000000005,"body":"but we only have so much time."},{"speaker":"Nick Lincoln","startTime":4155.16,"endTime":4158.4000000000005,"body":"So without any further ado, I"},{"speaker":"Nick Lincoln","startTime":4158.4000000000005,"endTime":4160.17,"body":"think I'm gonna cut the"},{"speaker":"Nick Lincoln","startTime":4158.4000000000005,"endTime":4160.17,"body":"Trappists off and pull the first"},{"speaker":"Nick Lincoln","startTime":4160.17,"endTime":4164.67,"body":"one out of the sack. And this is"},{"speaker":"Nick Lincoln","startTime":4160.17,"endTime":4164.67,"body":"from a Darren Bill key who's on"},{"speaker":"Nick Lincoln","startTime":4164.67,"endTime":4169.17,"body":"Twitter as at Darren Bill key. A"},{"speaker":"Nick Lincoln","startTime":4164.67,"endTime":4169.17,"body":"large part of real financial"},{"speaker":"Nick Lincoln","startTime":4169.17,"endTime":4172.53,"body":"planning undoubtedly includes"},{"speaker":"Nick Lincoln","startTime":4169.17,"endTime":4172.53,"body":"cash flow, planning, lifetime"},{"speaker":"Nick Lincoln","startTime":4172.5599999999995,"endTime":4175.98,"body":"lifetime cash flow forecasting."},{"speaker":"Nick Lincoln","startTime":4172.5599999999995,"endTime":4175.98,"body":"I'd like to hear a big debate"},{"speaker":"Nick Lincoln","startTime":4175.98,"endTime":4179.97,"body":"about the tools you use, in cars"},{"speaker":"Nick Lincoln","startTime":4175.98,"endTime":4179.97,"body":"and Alan's case, whether all of"},{"speaker":"Nick Lincoln","startTime":4179.97,"endTime":4182.76,"body":"your firms use the same tools or"},{"speaker":"Nick Lincoln","startTime":4179.97,"endTime":4182.76,"body":"different ones per advisor or"},{"speaker":"Nick Lincoln","startTime":4182.76,"endTime":4186.21,"body":"pour oil per client life stage,"},{"speaker":"Nick Lincoln","startTime":4182.76,"endTime":4186.21,"body":"and what type of assumptions you"},{"speaker":"Nick Lincoln","startTime":4186.21,"endTime":4189.2699999999995,"body":"each use and why. I think"},{"speaker":"Nick Lincoln","startTime":4186.21,"endTime":4189.2699999999995,"body":"there's a big debate around this"},{"speaker":"Nick Lincoln","startTime":4189.2699999999995,"endTime":4192.0,"body":"area. Clearly, there's no right"},{"speaker":"Nick Lincoln","startTime":4189.2699999999995,"endTime":4192.0,"body":"answer. So how would you each"},{"speaker":"Nick Lincoln","startTime":4192.0,"endTime":4194.82,"body":"approach this with your clients?"},{"speaker":"Nick Lincoln","startTime":4192.0,"endTime":4194.82,"body":"Well, I'll just just lead off"},{"speaker":"Nick Lincoln","startTime":4194.82,"endTime":4197.0999999999995,"body":"and then we can we can make it a"},{"speaker":"Nick Lincoln","startTime":4194.82,"endTime":4197.0999999999995,"body":"big debate all the way one hour,"},{"speaker":"Nick Lincoln","startTime":4197.16,"endTime":4201.3,"body":"eight minutes. And so myself,"},{"speaker":"Nick Lincoln","startTime":4197.16,"endTime":4201.3,"body":"Carl and Andy, we are we are"},{"speaker":"Nick Lincoln","startTime":4201.33,"endTime":4204.51,"body":"very much committed to voyant"},{"speaker":"Nick Lincoln","startTime":4201.33,"endTime":4204.51,"body":"not saying it's a good or a bad"},{"speaker":"Nick Lincoln","startTime":4204.51,"endTime":4206.67,"body":"thing, but we're totally"},{"speaker":"Nick Lincoln","startTime":4204.51,"endTime":4206.67,"body":"immersed and buoyant. And we are"},{"speaker":"Nick Lincoln","startTime":4206.67,"endTime":4208.86,"body":"in as much as you can love"},{"speaker":"Nick Lincoln","startTime":4206.67,"endTime":4208.86,"body":"financial planning software, we"},{"speaker":"Nick Lincoln","startTime":4208.86,"endTime":4213.93,"body":"love voyant and have very little"},{"speaker":"Nick Lincoln","startTime":4208.86,"endTime":4213.93,"body":"few issues with it. Right, I'm"},{"speaker":"Nick Lincoln","startTime":4214.08,"endTime":4219.5999999999995,"body":"gonna go to call in terms of how"},{"speaker":"Nick Lincoln","startTime":4214.08,"endTime":4219.5999999999995,"body":"do you across Metis Norway? How"},{"speaker":"Nick Lincoln","startTime":4219.5999999999995,"endTime":4222.0,"body":"do you roll out the assumptions"},{"speaker":"Nick Lincoln","startTime":4219.5999999999995,"endTime":4222.0,"body":"to be used? Because you've got"},{"speaker":"Nick Lincoln","startTime":4222.0,"endTime":4223.86,"body":"multiple advisors? How do you"},{"speaker":"Nick Lincoln","startTime":4222.0,"endTime":4223.86,"body":"how do you handle that?"},{"speaker":"Carl Widger","startTime":4225.18,"endTime":4227.58,"body":"So everyone uses"},{"speaker":"Carl Widger","startTime":4225.18,"endTime":4227.58,"body":"the same systems, they use"},{"speaker":"Carl Widger","startTime":4227.58,"endTime":4233.34,"body":"valand. Same funds, we have"},{"speaker":"Carl Widger","startTime":4227.58,"endTime":4233.34,"body":"preferred providers list. We"},{"speaker":"Carl Widger","startTime":4233.34,"endTime":4237.75,"body":"have an investment committee"},{"speaker":"Carl Widger","startTime":4233.34,"endTime":4237.75,"body":"that meets so they they decide"},{"speaker":"Carl Widger","startTime":4237.78,"endTime":4241.92,"body":"what everybody gets. So no two"},{"speaker":"Carl Widger","startTime":4237.78,"endTime":4241.92,"body":"clients are treated differently."},{"speaker":"Carl Widger","startTime":4242.13,"endTime":4245.13,"body":"But our financial plan, of"},{"speaker":"Carl Widger","startTime":4242.13,"endTime":4245.13,"body":"course, will be will will be"},{"speaker":"Carl Widger","startTime":4245.13,"endTime":4248.13,"body":"much different in terms of the"},{"speaker":"Carl Widger","startTime":4245.13,"endTime":4248.13,"body":"assumptions that they use and"},{"speaker":"Carl Widger","startTime":4248.13,"endTime":4250.74,"body":"vote. I'm not going to actually"},{"speaker":"Carl Widger","startTime":4248.13,"endTime":4250.74,"body":"tell you what they are because"},{"speaker":"Carl Widger","startTime":4250.74,"endTime":4257.49,"body":"they don't know. But I do know"},{"speaker":"Carl Widger","startTime":4250.74,"endTime":4257.49,"body":"that we have very conservative"},{"speaker":"Carl Widger","startTime":4257.49,"endTime":4263.97,"body":"growth rates for investment fund"},{"speaker":"Carl Widger","startTime":4257.49,"endTime":4263.97,"body":"growth. And again, our financial"},{"speaker":"Carl Widger","startTime":4263.97,"endTime":4268.53,"body":"planning team meet undecided"},{"speaker":"Carl Widger","startTime":4263.97,"endTime":4268.53,"body":"that and there are very, you"},{"speaker":"Carl Widger","startTime":4268.53,"endTime":4271.8,"body":"know, we were contemplating, you"},{"speaker":"Carl Widger","startTime":4268.53,"endTime":4271.8,"body":"know, do we make different"},{"speaker":"Carl Widger","startTime":4271.8,"endTime":4274.38,"body":"assumptions for inflation now or"},{"speaker":"Carl Widger","startTime":4271.8,"endTime":4274.38,"body":"whatever and they came to the"},{"speaker":"Carl Widger","startTime":4274.38,"endTime":4276.96,"body":"conclusion, but why would we do"},{"speaker":"Carl Widger","startTime":4274.38,"endTime":4276.96,"body":"that? because we're, you know,"},{"speaker":"Carl Widger","startTime":4276.99,"endTime":4279.57,"body":"long term financial planning,"},{"speaker":"Carl Widger","startTime":4276.99,"endTime":4279.57,"body":"inflation will be around this"},{"speaker":"Carl Widger","startTime":4279.57,"endTime":4283.29,"body":"amount over, you know, multi"},{"speaker":"Carl Widger","startTime":4279.57,"endTime":4283.29,"body":"decade investing. So we're"},{"speaker":"Carl Widger","startTime":4283.29,"endTime":4286.0199999999995,"body":"comfortable with that. But we do"},{"speaker":"Carl Widger","startTime":4283.29,"endTime":4286.0199999999995,"body":"kind of bring it up and talk to"},{"speaker":"Carl Widger","startTime":4286.0199999999995,"endTime":4288.57,"body":"clients. Look, we've used this"},{"speaker":"Carl Widger","startTime":4286.0199999999995,"endTime":4288.57,"body":"assumption for inflation."},{"speaker":"Carl Widger","startTime":4288.78,"endTime":4290.79,"body":"However, it hasn't been out for"},{"speaker":"Carl Widger","startTime":4288.78,"endTime":4290.79,"body":"the last couple of years. But"},{"speaker":"Carl Widger","startTime":4290.82,"endTime":4293.25,"body":"but you know, over the long"},{"speaker":"Carl Widger","startTime":4290.82,"endTime":4293.25,"body":"term, this is what it will be."},{"speaker":"Carl Widger","startTime":4293.46,"endTime":4297.09,"body":"And anyway, we have a"},{"speaker":"Carl Widger","startTime":4293.46,"endTime":4297.09,"body":"conservative growth rate for our"},{"speaker":"Carl Widger","startTime":4297.09,"endTime":4301.62,"body":"investments. So yeah, everybody"},{"speaker":"Carl Widger","startTime":4297.09,"endTime":4301.62,"body":"gets the same experience the"},{"speaker":"Carl Widger","startTime":4301.62,"endTime":4305.37,"body":"same service, obviously,"},{"speaker":"Carl Widger","startTime":4301.62,"endTime":4305.37,"body":"different advisors bring"},{"speaker":"Carl Widger","startTime":4305.37,"endTime":4308.88,"body":"different styles to it. But I"},{"speaker":"Carl Widger","startTime":4305.37,"endTime":4308.88,"body":"think that's super, super"},{"speaker":"Carl Widger","startTime":4308.88,"endTime":4312.0599999999995,"body":"important. If you have a lot of"},{"speaker":"Carl Widger","startTime":4308.88,"endTime":4312.0599999999995,"body":"advisors because it would be"},{"speaker":"Carl Widger","startTime":4313.26,"endTime":4315.39,"body":"it'd be a business nightmare."},{"speaker":"Carl Widger","startTime":4313.26,"endTime":4315.39,"body":"Never mind a compliance"},{"speaker":"Carl Widger","startTime":4315.39,"endTime":4317.49,"body":"nightmare if you had everybody"},{"speaker":"Carl Widger","startTime":4315.39,"endTime":4317.49,"body":"doing the wrong thing."},{"speaker":"Nick Lincoln","startTime":4317.61,"endTime":4319.71,"body":"Okay. And it was"},{"speaker":"Nick Lincoln","startTime":4317.61,"endTime":4319.71,"body":"your finger raised, and I'm just"},{"speaker":"Nick Lincoln","startTime":4319.71,"endTime":4321.0599999999995,"body":"having a fit. It was"},{"speaker":"Andy Hart","startTime":4321.57,"endTime":4323.61,"body":"finger raised."},{"speaker":"Andy Hart","startTime":4321.57,"endTime":4323.61,"body":"Obviously, this is my specialist"},{"speaker":"Andy Hart","startTime":4323.61,"endTime":4326.58,"body":"subject, I'm going to bore"},{"speaker":"Andy Hart","startTime":4323.61,"endTime":4326.58,"body":"people with it. Yeah, whenever"},{"speaker":"Andy Hart","startTime":4326.58,"endTime":4330.57,"body":"you're using a multi decade"},{"speaker":"Andy Hart","startTime":4326.58,"endTime":4330.57,"body":"compounding machine, be very"},{"speaker":"Andy Hart","startTime":4330.63,"endTime":4333.18,"body":"careful, you know, with great"},{"speaker":"Andy Hart","startTime":4330.63,"endTime":4333.18,"body":"power and all that and all that"},{"speaker":"Andy Hart","startTime":4333.18,"endTime":4338.34,"body":"jazz. So I would recommend using"},{"speaker":"Andy Hart","startTime":4333.18,"endTime":4338.34,"body":"simplistically cautious numbers,"},{"speaker":"Andy Hart","startTime":4338.37,"endTime":4340.83,"body":"the three most important numbers"},{"speaker":"Andy Hart","startTime":4338.37,"endTime":4340.83,"body":"in any financial forecasting"},{"speaker":"Andy Hart","startTime":4340.83,"endTime":4344.43,"body":"tool are is your inflation"},{"speaker":"Andy Hart","startTime":4340.83,"endTime":4344.43,"body":"number, what returns you give to"},{"speaker":"Andy Hart","startTime":4344.43,"endTime":4348.24,"body":"cash and our cash drags against"},{"speaker":"Andy Hart","startTime":4344.43,"endTime":4348.24,"body":"inflation, and then what returns"},{"speaker":"Andy Hart","startTime":4348.24,"endTime":4350.73,"body":"you give to investments and"},{"speaker":"Andy Hart","startTime":4348.24,"endTime":4350.73,"body":"pensions, my investments and"},{"speaker":"Andy Hart","startTime":4350.73,"endTime":4354.33,"body":"pensions outpace inflation, and"},{"speaker":"Andy Hart","startTime":4350.73,"endTime":4354.33,"body":"very much outpaced, outpaced"},{"speaker":"Andy Hart","startTime":4354.33,"endTime":4357.5999999999995,"body":"cash. That's the fundamental"},{"speaker":"Andy Hart","startTime":4354.33,"endTime":4357.5999999999995,"body":"principles without telling you"},{"speaker":"Andy Hart","startTime":4357.63,"endTime":4360.96,"body":"the specifics. Over to you,"},{"speaker":"Andy Hart","startTime":4357.63,"endTime":4360.96,"body":"Alan."},{"speaker":"Alan Smith","startTime":4365.88,"endTime":4368.91,"body":"Not a lot else to"},{"speaker":"Alan Smith","startTime":4365.88,"endTime":4368.91,"body":"add on on the projection"},{"speaker":"Alan Smith","startTime":4369.0,"endTime":4373.83,"body":"numbers. To some degree that I"},{"speaker":"Alan Smith","startTime":4369.0,"endTime":4373.83,"body":"mean, ours are set we mentioned"},{"speaker":"Alan Smith","startTime":4373.83,"endTime":4379.11,"body":"before we retain the services of"},{"speaker":"Alan Smith","startTime":4373.83,"endTime":4379.11,"body":"Albion, Tim Hale and his team,"},{"speaker":"Alan Smith","startTime":4379.2,"endTime":4382.38,"body":"and they helped work capital"},{"speaker":"Alan Smith","startTime":4379.2,"endTime":4382.38,"body":"market assumptions long term."},{"speaker":"Alan Smith","startTime":4382.5,"endTime":4384.66,"body":"And they've been the same for"},{"speaker":"Alan Smith","startTime":4382.5,"endTime":4384.66,"body":"years. I think we've adjusted"},{"speaker":"Alan Smith","startTime":4384.66,"endTime":4387.9,"body":"them down recently. But yeah,"},{"speaker":"Alan Smith","startTime":4384.66,"endTime":4387.9,"body":"it's the relationship between"},{"speaker":"Alan Smith","startTime":4388.44,"endTime":4391.68,"body":"inflation and capital markets"},{"speaker":"Alan Smith","startTime":4388.44,"endTime":4391.68,"body":"over the longer term. And"},{"speaker":"Alan Smith","startTime":4391.74,"endTime":4395.88,"body":"caution is important word. And"},{"speaker":"Alan Smith","startTime":4391.74,"endTime":4395.88,"body":"in terms of the tool and or"},{"speaker":"Alan Smith","startTime":4395.88,"endTime":4400.08,"body":"tools, people get quite kind of"},{"speaker":"Alan Smith","startTime":4395.88,"endTime":4400.08,"body":"excited about this about voyance"},{"speaker":"Alan Smith","startTime":4400.08,"endTime":4403.23,"body":"or cash cow or whatever. And I"},{"speaker":"Alan Smith","startTime":4400.08,"endTime":4403.23,"body":"would just say, Ken doesn't"},{"speaker":"Alan Smith","startTime":4403.23,"endTime":4407.16,"body":"really matter. Whatever tool"},{"speaker":"Alan Smith","startTime":4403.23,"endTime":4407.16,"body":"works for you. I mean, we were,"},{"speaker":"Alan Smith","startTime":4407.4,"endTime":4411.48,"body":"I've got the oldest, along with"},{"speaker":"Alan Smith","startTime":4407.4,"endTime":4411.48,"body":"Lipitor is the most longest"},{"speaker":"Alan Smith","startTime":4411.48,"endTime":4416.8499999999995,"body":"established firm on this"},{"speaker":"Alan Smith","startTime":4411.48,"endTime":4416.8499999999995,"body":"podcast. And so when we first"},{"speaker":"Alan Smith","startTime":4416.8499999999995,"endTime":4420.5999999999995,"body":"adopted cash flow modeling, I"},{"speaker":"Alan Smith","startTime":4416.8499999999995,"endTime":4420.5999999999995,"body":"don't think voin existed in the"},{"speaker":"Alan Smith","startTime":4420.5999999999995,"endTime":4423.33,"body":"UK a common when it came to the"},{"speaker":"Alan Smith","startTime":4420.5999999999995,"endTime":4423.33,"body":"UK, but it only existed but we"},{"speaker":"Alan Smith","startTime":4423.33,"endTime":4427.89,"body":"were we adopted what was then"},{"speaker":"Alan Smith","startTime":4423.33,"endTime":4427.89,"body":"called Presswood. Truth created"},{"speaker":"Alan Smith","startTime":4427.89,"endTime":4434.01,"body":"by the late Paul Etheridge, who"},{"speaker":"Alan Smith","startTime":4427.89,"endTime":4434.01,"body":"was kind of considered to be the"},{"speaker":"Alan Smith","startTime":4434.13,"endTime":4437.73,"body":"sort of grandfather of cashflow"},{"speaker":"Alan Smith","startTime":4434.13,"endTime":4437.73,"body":"planning and financial planners,"},{"speaker":"Alan Smith","startTime":4437.73,"endTime":4442.14,"body":"gender interviews. Now, well, I"},{"speaker":"Alan Smith","startTime":4437.73,"endTime":4442.14,"body":"met him once, and then I did a"},{"speaker":"Alan Smith","startTime":4442.17,"endTime":4446.67,"body":"joint presentation with him,"},{"speaker":"Alan Smith","startTime":4442.17,"endTime":4446.67,"body":"which was, yeah, well, he kind"},{"speaker":"Alan Smith","startTime":4446.67,"endTime":4450.42,"body":"of showed me, he showed me the"},{"speaker":"Alan Smith","startTime":4446.67,"endTime":4450.42,"body":"ropes about how to present an IP"},{"speaker":"Alan Smith","startTime":4450.42,"endTime":4453.57,"body":"conference. But that's a whole"},{"speaker":"Alan Smith","startTime":4450.42,"endTime":4453.57,"body":"other story. But so we, we"},{"speaker":"Alan Smith","startTime":4453.57,"endTime":4456.03,"body":"learned using that tool, and"},{"speaker":"Alan Smith","startTime":4453.57,"endTime":4456.03,"body":"honestly, we didn't feel the"},{"speaker":"Alan Smith","startTime":4456.03,"endTime":4459.42,"body":"need to change it dramatically"},{"speaker":"Alan Smith","startTime":4456.03,"endTime":4459.42,"body":"is quite a comprehensive"},{"speaker":"Alan Smith","startTime":4459.42,"endTime":4464.04,"body":"financial planning tool. More"},{"speaker":"Alan Smith","startTime":4459.42,"endTime":4464.04,"body":"recently, I've seen new tools"},{"speaker":"Alan Smith","startTime":4464.04,"endTime":4468.75,"body":"come come to come to the market."},{"speaker":"Alan Smith","startTime":4464.04,"endTime":4468.75,"body":"And a couple of our younger"},{"speaker":"Alan Smith","startTime":4468.75,"endTime":4471.87,"body":"advisors were really keen on"},{"speaker":"Alan Smith","startTime":4468.75,"endTime":4471.87,"body":"cash cow, because cash cow was"},{"speaker":"Alan Smith","startTime":4471.87,"endTime":4474.48,"body":"considered to be a sort of a"},{"speaker":"Alan Smith","startTime":4471.87,"endTime":4474.48,"body":"quick and dirty version, you"},{"speaker":"Alan Smith","startTime":4474.48,"endTime":4476.58,"body":"could do a sort of high level"},{"speaker":"Alan Smith","startTime":4474.48,"endTime":4476.58,"body":"financial plan, you were never"},{"speaker":"Alan Smith","startTime":4476.58,"endTime":4478.95,"body":"going to, it wasn't granular you"},{"speaker":"Alan Smith","startTime":4476.58,"endTime":4478.95,"body":"weren't going into detail. But"},{"speaker":"Alan Smith","startTime":4478.95,"endTime":4480.93,"body":"if you're dealing with a younger"},{"speaker":"Alan Smith","startTime":4478.95,"endTime":4480.93,"body":"client with some of our younger"},{"speaker":"Alan Smith","startTime":4480.93,"endTime":4484.17,"body":"team, we're doing sort of peer"},{"speaker":"Alan Smith","startTime":4480.93,"endTime":4484.17,"body":"group people and maybe the 30s"},{"speaker":"Alan Smith","startTime":4484.17,"endTime":4488.79,"body":"or 40s, it was seen it was"},{"speaker":"Alan Smith","startTime":4484.17,"endTime":4488.79,"body":"deemed sufficient. And so we've,"},{"speaker":"Alan Smith","startTime":4489.54,"endTime":4493.74,"body":"we've been using that. And we've"},{"speaker":"Alan Smith","startTime":4489.54,"endTime":4493.74,"body":"been using timeline as well,"},{"speaker":"Alan Smith","startTime":4493.7699999999995,"endTime":4496.0199999999995,"body":"that was that was initially"},{"speaker":"Alan Smith","startTime":4493.7699999999995,"endTime":4496.0199999999995,"body":"designed, there are people who"},{"speaker":"Alan Smith","startTime":4496.0199999999995,"endTime":4499.11,"body":"are just going into retirement"},{"speaker":"Alan Smith","startTime":4496.0199999999995,"endTime":4499.11,"body":"wanted a lot more granularity"},{"speaker":"Alan Smith","startTime":4499.11,"endTime":4501.54,"body":"about the projections and using"},{"speaker":"Alan Smith","startTime":4499.11,"endTime":4501.54,"body":"the sort of various tools that"},{"speaker":"Alan Smith","startTime":4501.54,"endTime":4505.95,"body":"timeline offer. So we've got a"},{"speaker":"Alan Smith","startTime":4501.54,"endTime":4505.95,"body":"project on at the moment to"},{"speaker":"Alan Smith","startTime":4505.95,"endTime":4508.65,"body":"streamline because we really, we"},{"speaker":"Alan Smith","startTime":4505.95,"endTime":4508.65,"body":"really need to just sort of get"},{"speaker":"Alan Smith","startTime":4508.65,"endTime":4511.47,"body":"our selves behind one one tool"},{"speaker":"Alan Smith","startTime":4508.65,"endTime":4511.47,"body":"because you know, the answer is"},{"speaker":"Alan Smith","startTime":4511.47,"endTime":4516.0,"body":"right now we use three different"},{"speaker":"Alan Smith","startTime":4511.47,"endTime":4516.0,"body":"modeling tools for different"},{"speaker":"Alan Smith","startTime":4516.0,"endTime":4519.0599999999995,"body":"reasons for different clients."},{"speaker":"Alan Smith","startTime":4516.0,"endTime":4519.0599999999995,"body":"And I think we probably need to"},{"speaker":"Alan Smith","startTime":4519.0599999999995,"endTime":4523.86,"body":"streamline it more than we are"},{"speaker":"Alan Smith","startTime":4519.0599999999995,"endTime":4523.86,"body":"doing at the moment but overall,"},{"speaker":"Alan Smith","startTime":4524.37,"endTime":4526.8,"body":"doesn't really matter. Is it"},{"speaker":"Alan Smith","startTime":4524.37,"endTime":4526.8,"body":"something that you're familiar"},{"speaker":"Alan Smith","startTime":4526.8,"endTime":4530.0999999999995,"body":"with you can deliver you can use"},{"speaker":"Alan Smith","startTime":4526.8,"endTime":4530.0999999999995,"body":"competently gives you the"},{"speaker":"Alan Smith","startTime":4530.16,"endTime":4533.67,"body":"results helps clients understand"},{"speaker":"Alan Smith","startTime":4530.16,"endTime":4533.67,"body":"where they are trying to get to,"},{"speaker":"Alan Smith","startTime":4534.24,"endTime":4536.97,"body":"I wouldn't get I wouldn't get"},{"speaker":"Alan Smith","startTime":4534.24,"endTime":4536.97,"body":"too excited understand what I"},{"speaker":"Alan Smith","startTime":4536.97,"endTime":4540.36,"body":"mean by and probably have got"},{"speaker":"Alan Smith","startTime":4536.97,"endTime":4540.36,"body":"the vast majority of the advisor"},{"speaker":"Alan Smith","startTime":4540.36,"endTime":4543.3,"body":"market from what I gather"},{"speaker":"Alan Smith","startTime":4540.36,"endTime":4543.3,"body":"everyone I know, uses voice and"},{"speaker":"Alan Smith","startTime":4543.3,"endTime":4546.0599999999995,"body":"must be a decent tool. We've"},{"speaker":"Alan Smith","startTime":4543.3,"endTime":4546.0599999999995,"body":"never got around to using it."},{"speaker":"Nick Lincoln","startTime":4546.93,"endTime":4548.79,"body":"Okay, all right. I"},{"speaker":"Nick Lincoln","startTime":4546.93,"endTime":4548.79,"body":"think we've given that"},{"speaker":"Nick Lincoln","startTime":4548.79,"endTime":4554.07,"body":"sufficient depth. Again, 7575"},{"speaker":"Nick Lincoln","startTime":4548.79,"endTime":4554.07,"body":"minutes. Okay, we've got three"},{"speaker":"Nick Lincoln","startTime":4554.07,"endTime":4555.78,"body":"more questions. These are all"},{"speaker":"Nick Lincoln","startTime":4554.07,"endTime":4555.78,"body":"joke ones, so you don't really"},{"speaker":"Nick Lincoln","startTime":4555.78,"endTime":4558.2699999999995,"body":"need to respond. The first one"},{"speaker":"Nick Lincoln","startTime":4555.78,"endTime":4558.2699999999995,"body":"is from Bill one who's on"},{"speaker":"Nick Lincoln","startTime":4558.2699999999995,"endTime":4562.47,"body":"Twitter as Bill anyone. So you"},{"speaker":"Nick Lincoln","startTime":4558.2699999999995,"endTime":4562.47,"body":"can guess what he's like why do"},{"speaker":"Nick Lincoln","startTime":4562.47,"endTime":4564.78,"body":"you spend so much time talking"},{"speaker":"Nick Lincoln","startTime":4562.47,"endTime":4564.78,"body":"about client outcomes? Can you"},{"speaker":"Nick Lincoln","startTime":4564.78,"endTime":4567.51,"body":"not focus on how we can make"},{"speaker":"Nick Lincoln","startTime":4564.78,"endTime":4567.51,"body":"more money from our clients if"},{"speaker":"Nick Lincoln","startTime":4567.51,"endTime":4570.66,"body":"you'd like I'd be happy to"},{"speaker":"Nick Lincoln","startTime":4567.51,"endTime":4570.66,"body":"appear as a guest or send you my"},{"speaker":"Nick Lincoln","startTime":4570.66,"endTime":4573.75,"body":"company brochures as a parody"},{"speaker":"Nick Lincoln","startTime":4570.66,"endTime":4573.75,"body":"account, old old school kind of"},{"speaker":"Nick Lincoln","startTime":4573.75,"endTime":4576.9,"body":"thing. The next one too though."},{"speaker":"Nick Lincoln","startTime":4573.75,"endTime":4576.9,"body":"These are genuine This is from"},{"speaker":"Nick Lincoln","startTime":4576.9,"endTime":4580.59,"body":"Lawrence Llewellyn Bowen, who is"},{"speaker":"Nick Lincoln","startTime":4576.9,"endTime":4580.59,"body":"on Twitter at Lewin and VO and a"},{"speaker":"Nick Lincoln","startTime":4580.59,"endTime":4583.0199999999995,"body":"question for Andy please"},{"speaker":"Nick Lincoln","startTime":4580.59,"endTime":4583.0199999999995,"body":"decorating my windows and I was"},{"speaker":"Nick Lincoln","startTime":4583.0199999999995,"endTime":4585.78,"body":"just wondering if I should"},{"speaker":"Nick Lincoln","startTime":4583.0199999999995,"endTime":4585.78,"body":"consider the John Lewis Roman"},{"speaker":"Nick Lincoln","startTime":4585.78,"endTime":4588.72,"body":"blinds or the Dunelm cream"},{"speaker":"Nick Lincoln","startTime":4585.78,"endTime":4588.72,"body":"shades, yours in eager"},{"speaker":"Nick Lincoln","startTime":4588.72,"endTime":4592.92,"body":"anticipation. And finally, Karen"},{"speaker":"Nick Lincoln","startTime":4588.72,"endTime":4592.92,"body":"Foley is on Twitter at Karen"},{"speaker":"Nick Lincoln","startTime":4592.92,"endTime":4596.13,"body":"Foley. Could we have a track"},{"speaker":"Nick Lincoln","startTime":4592.92,"endTime":4596.13,"body":"special on the IKEA wardrobe"},{"speaker":"Nick Lincoln","startTime":4596.13,"endTime":4599.0999999999995,"body":"design system? Perhaps the guest"},{"speaker":"Nick Lincoln","startTime":4596.13,"endTime":4599.0999999999995,"body":"panel of experts from the"},{"speaker":"Nick Lincoln","startTime":4599.0999999999995,"endTime":4602.22,"body":"financial services industry"},{"speaker":"Nick Lincoln","startTime":4599.0999999999995,"endTime":4602.22,"body":"sharing their experiences with"},{"speaker":"Nick Lincoln","startTime":4602.22,"endTime":4605.49,"body":"this magical software and in"},{"speaker":"Nick Lincoln","startTime":4602.22,"endTime":4605.49,"body":"Andy's world, the IKEA wardrobe"},{"speaker":"Nick Lincoln","startTime":4605.49,"endTime":4607.92,"body":"design thing is is magic. And"},{"speaker":"Nick Lincoln","startTime":4605.49,"endTime":4607.92,"body":"you referenced it about what"},{"speaker":"Nick Lincoln","startTime":4607.92,"endTime":4608.91,"body":"three episodes ago and"},{"speaker":"Andy Hart","startTime":4609.689,"endTime":4612.629,"body":"yeah, I did just to"},{"speaker":"Andy Hart","startTime":4609.689,"endTime":4612.629,"body":"pick up on your first sort of"},{"speaker":"Andy Hart","startTime":4612.629,"endTime":4615.0289999999995,"body":"joke What a big one is worth"},{"speaker":"Andy Hart","startTime":4612.629,"endTime":4615.0289999999995,"body":"following on Twitter, you know,"},{"speaker":"Andy Hart","startTime":4615.0289999999995,"endTime":4619.049,"body":"the jury's out of who is behind"},{"speaker":"Andy Hart","startTime":4615.0289999999995,"endTime":4619.049,"body":"this account. Some very funny"},{"speaker":"Andy Hart","startTime":4619.049,"endTime":4621.7789999999995,"body":"tweet. So so it's worth"},{"speaker":"Andy Hart","startTime":4619.049,"endTime":4621.7789999999995,"body":"following in the Twitter handle"},{"speaker":"Andy Hart","startTime":4621.7789999999995,"endTime":4626.879,"body":"was Bill at underscore n"},{"speaker":"Andy Hart","startTime":4621.7789999999995,"endTime":4626.879,"body":"underscore e underscore w a n n"},{"speaker":"Andy Hart","startTime":4626.879,"endTime":4629.459,"body":"for one. So yeah, definitely"},{"speaker":"Andy Hart","startTime":4626.879,"endTime":4629.459,"body":"worth following that. The final"},{"speaker":"Andy Hart","startTime":4629.459,"endTime":4633.659,"body":"point is like the IKEA gate, is"},{"speaker":"Andy Hart","startTime":4629.459,"endTime":4633.659,"body":"you didn't even let me finish my"},{"speaker":"Andy Hart","startTime":4633.659,"endTime":4636.869,"body":"story. The whole story was IKEA"},{"speaker":"Andy Hart","startTime":4633.659,"endTime":4636.869,"body":"offer this service, not you go"},{"speaker":"Andy Hart","startTime":4636.869,"endTime":4637.619,"body":"onto their website."},{"speaker":"Carl Widger","startTime":4639.57,"endTime":4640.71,"body":"Finish the German"},{"speaker":"Andy Hart","startTime":4643.14,"endTime":4646.53,"body":"you do a zoom call"},{"speaker":"Andy Hart","startTime":4643.14,"endTime":4646.53,"body":"with an Ikea wardrobe expert."},{"speaker":"Andy Hart","startTime":4646.53,"endTime":4648.42,"body":"They build it all in front of"},{"speaker":"Andy Hart","startTime":4646.53,"endTime":4648.42,"body":"you and you don't have to do"},{"speaker":"Andy Hart","startTime":4648.42,"endTime":4651.54,"body":"anything. It's all free. And"},{"speaker":"Andy Hart","startTime":4648.42,"endTime":4651.54,"body":"then they email you the specific"},{"speaker":"Andy Hart","startTime":4651.57,"endTime":4654.75,"body":"outcome of the call anyway, to"},{"speaker":"Andy Hart","startTime":4651.57,"endTime":4654.75,"body":"advisors. I know I've already"},{"speaker":"Andy Hart","startTime":4654.75,"endTime":4658.68,"body":"used it. So put that in your"},{"speaker":"Andy Hart","startTime":4654.75,"endTime":4658.68,"body":"bloody vapes. Anyway, back to"},{"speaker":"Andy Hart","startTime":4658.68,"endTime":4659.16,"body":"your boss."},{"speaker":"Nick Lincoln","startTime":4661.44,"endTime":4663.21,"body":"Okay, very good."},{"speaker":"Nick Lincoln","startTime":4661.44,"endTime":4663.21,"body":"Well, let's move on without any"},{"speaker":"Nick Lincoln","startTime":4663.21,"endTime":4668.7,"body":"further ado, to what many people"},{"speaker":"Nick Lincoln","startTime":4663.21,"endTime":4668.7,"body":"call culture corner. And we'll"},{"speaker":"Nick Lincoln","startTime":4668.7,"endTime":4672.84,"body":"lead off Mr. Hart with your more"},{"speaker":"Nick Lincoln","startTime":4668.7,"endTime":4672.84,"body":"perfect podcast."},{"speaker":"Andy Hart","startTime":4673.38,"endTime":4675.33,"body":"Yeah, I'll absolutely"},{"speaker":"Andy Hart","startTime":4673.38,"endTime":4675.33,"body":"love this podcast. Probably my"},{"speaker":"Andy Hart","startTime":4675.33,"endTime":4677.49,"body":"favorite podcast at the moment"},{"speaker":"Andy Hart","startTime":4675.33,"endTime":4677.49,"body":"is made by the people that make"},{"speaker":"Andy Hart","startTime":4677.49,"endTime":4679.8,"body":"radio lab if you know about"},{"speaker":"Andy Hart","startTime":4677.49,"endTime":4679.8,"body":"Radiolab, it's called more"},{"speaker":"Andy Hart","startTime":4679.8,"endTime":4684.45,"body":"perfect. And it's all about the"},{"speaker":"Andy Hart","startTime":4679.8,"endTime":4684.45,"body":"Supreme Court in America and how"},{"speaker":"Andy Hart","startTime":4684.48,"endTime":4688.0199999999995,"body":"influential this court is."},{"speaker":"Andy Hart","startTime":4684.48,"endTime":4688.0199999999995,"body":"They've got nine justices that"},{"speaker":"Andy Hart","startTime":4688.0199999999995,"endTime":4691.17,"body":"have been our belief elected by"},{"speaker":"Andy Hart","startTime":4688.0199999999995,"endTime":4691.17,"body":"all the presidents. And the"},{"speaker":"Andy Hart","startTime":4691.17,"endTime":4695.7,"body":"things that they discuss are"},{"speaker":"Andy Hart","startTime":4691.17,"endTime":4695.7,"body":"incredibly sort of nuanced"},{"speaker":"Andy Hart","startTime":4695.7,"endTime":4700.5,"body":"things around sort of religion,"},{"speaker":"Andy Hart","startTime":4695.7,"endTime":4700.5,"body":"artistic expression. It's an"},{"speaker":"Andy Hart","startTime":4700.5,"endTime":4703.44,"body":"incredibly insightful and"},{"speaker":"Andy Hart","startTime":4700.5,"endTime":4703.44,"body":"interesting podcast, if you're"},{"speaker":"Andy Hart","startTime":4703.44,"endTime":4706.14,"body":"into sort of story narrative"},{"speaker":"Andy Hart","startTime":4703.44,"endTime":4706.14,"body":"podcasts, I recommend you check"},{"speaker":"Andy Hart","startTime":4706.14,"endTime":4708.51,"body":"it out. It's called more"},{"speaker":"Andy Hart","startTime":4706.14,"endTime":4708.51,"body":"perfect. They had a load of"},{"speaker":"Andy Hart","startTime":4708.51,"endTime":4712.74,"body":"episodes previously. And then"},{"speaker":"Andy Hart","startTime":4708.51,"endTime":4712.74,"body":"they went sort of off grid, or"},{"speaker":"Andy Hart","startTime":4712.74,"endTime":4714.9,"body":"they just closed the podcast"},{"speaker":"Andy Hart","startTime":4712.74,"endTime":4714.9,"body":"down for about five or six"},{"speaker":"Andy Hart","startTime":4714.9,"endTime":4718.89,"body":"years. But now they're back with"},{"speaker":"Andy Hart","startTime":4714.9,"endTime":4718.89,"body":"a new series. And it's"},{"speaker":"Andy Hart","startTime":4719.37,"endTime":4723.09,"body":"incredibly eye opening. So yeah,"},{"speaker":"Andy Hart","startTime":4719.37,"endTime":4723.09,"body":"definitely check out the podcast"},{"speaker":"Andy Hart","startTime":4723.09,"endTime":4723.9,"body":"more perfect."},{"speaker":"Nick Lincoln","startTime":4725.73,"endTime":4728.13,"body":"Great stuff. Voice"},{"speaker":"Nick Lincoln","startTime":4725.73,"endTime":4728.13,"body":"the John McEnroe documentary."},{"speaker":"Carl Widger","startTime":4729.24,"endTime":4732.0599999999995,"body":"Yeah, absolutely"},{"speaker":"Carl Widger","startTime":4729.24,"endTime":4732.0599999999995,"body":"brilliant. It's on Sky"},{"speaker":"Carl Widger","startTime":4732.0599999999995,"endTime":4736.5,"body":"documentaries. So it's a two"},{"speaker":"Carl Widger","startTime":4732.0599999999995,"endTime":4736.5,"body":"hour documentary on John"},{"speaker":"Carl Widger","startTime":4736.5,"endTime":4739.59,"body":"McEnroe. And it was just look"},{"speaker":"Carl Widger","startTime":4736.5,"endTime":4739.59,"body":"from a from a sporting point of"},{"speaker":"Carl Widger","startTime":4739.59,"endTime":4742.11,"body":"view. I really, really enjoyed"},{"speaker":"Carl Widger","startTime":4739.59,"endTime":4742.11,"body":"it. But more from the kind of"},{"speaker":"Carl Widger","startTime":4742.11,"endTime":4745.98,"body":"personal story point of view and"},{"speaker":"Carl Widger","startTime":4742.11,"endTime":4745.98,"body":"where he was he was I actually"},{"speaker":"Carl Widger","startTime":4745.98,"endTime":4749.04,"body":"didn't realize he was as"},{"speaker":"Carl Widger","startTime":4745.98,"endTime":4749.04,"body":"successful as he was in his"},{"speaker":"Carl Widger","startTime":4749.04,"endTime":4752.79,"body":"earlier career. But then it was"},{"speaker":"Carl Widger","startTime":4749.04,"endTime":4752.79,"body":"like, the guy who was clearly"},{"speaker":"Carl Widger","startTime":4752.79,"endTime":4755.73,"body":"the best player in the world had"},{"speaker":"Carl Widger","startTime":4752.79,"endTime":4755.73,"body":"everything and everything kind"},{"speaker":"Carl Widger","startTime":4755.73,"endTime":4761.34,"body":"of went pear shaped because he"},{"speaker":"Carl Widger","startTime":4755.73,"endTime":4761.34,"body":"possibly had his priorities a"},{"speaker":"Carl Widger","startTime":4761.34,"endTime":4765.21,"body":"little bit mixed up. And that"},{"speaker":"Carl Widger","startTime":4761.34,"endTime":4765.21,"body":"John McEnroe? No, he just came"},{"speaker":"Carl Widger","startTime":4765.21,"endTime":4770.16,"body":"across as a fantastic guy,"},{"speaker":"Carl Widger","startTime":4765.21,"endTime":4770.16,"body":"clearly complex individual, but"},{"speaker":"Carl Widger","startTime":4770.19,"endTime":4773.4,"body":"he was kind of talking about"},{"speaker":"Carl Widger","startTime":4770.19,"endTime":4773.4,"body":"learning from the mistakes that"},{"speaker":"Carl Widger","startTime":4773.4,"endTime":4776.64,"body":"he made in his earlier life and"},{"speaker":"Carl Widger","startTime":4773.4,"endTime":4776.64,"body":"where he is now and where he"},{"speaker":"Carl Widger","startTime":4776.64,"endTime":4779.91,"body":"sees himself and it just fitted"},{"speaker":"Carl Widger","startTime":4776.64,"endTime":4779.91,"body":"I thought just beautifully into"},{"speaker":"Carl Widger","startTime":4779.91,"endTime":4784.62,"body":"our whole third act discussion"},{"speaker":"Carl Widger","startTime":4779.91,"endTime":4784.62,"body":"is really really, really well"},{"speaker":"Carl Widger","startTime":4784.62,"endTime":4790.41,"body":"made. Just yeah, I loved it. But"},{"speaker":"Carl Widger","startTime":4784.62,"endTime":4790.41,"body":"I think not only sports, people"},{"speaker":"Carl Widger","startTime":4790.41,"endTime":4794.19,"body":"should watch it. It's it's very,"},{"speaker":"Carl Widger","startTime":4790.41,"endTime":4794.19,"body":"very interesting. And there's"},{"speaker":"Carl Widger","startTime":4794.19,"endTime":4796.62,"body":"funny parts in it too. So yeah,"},{"speaker":"Carl Widger","startTime":4794.19,"endTime":4796.62,"body":"World War Two World War Two"},{"speaker":"Carl Widger","startTime":4796.62,"endTime":4797.07,"body":"watch."},{"speaker":"Nick Lincoln","startTime":4797.28,"endTime":4798.66,"body":"Thank you. Thank"},{"speaker":"Nick Lincoln","startTime":4797.28,"endTime":4798.66,"body":"you for that. And if you haven't"},{"speaker":"Nick Lincoln","startTime":4798.66,"endTime":4801.93,"body":"got Scarlet such as me, you can"},{"speaker":"Nick Lincoln","startTime":4798.66,"endTime":4801.93,"body":"get it on YouTube and Sophie"},{"speaker":"Nick Lincoln","startTime":4801.93,"endTime":4804.09,"body":"will be at the polar"},{"speaker":"Nick Lincoln","startTime":4801.93,"endTime":4804.09,"body":"subscription or Apple TV it's"},{"speaker":"Nick Lincoln","startTime":4804.09,"endTime":4806.79,"body":"like two pounds 50 and I will"},{"speaker":"Nick Lincoln","startTime":4804.09,"endTime":4806.79,"body":"watch that because just the just"},{"speaker":"Nick Lincoln","startTime":4806.79,"endTime":4809.73,"body":"the just the promo, which I did"},{"speaker":"Nick Lincoln","startTime":4806.79,"endTime":4809.73,"body":"see on YouTube of him playing"},{"speaker":"Nick Lincoln","startTime":4809.73,"endTime":4812.13,"body":"with a wooden racket it's like a"},{"speaker":"Nick Lincoln","startTime":4809.73,"endTime":4812.13,"body":"different game, you know if he"},{"speaker":"Nick Lincoln","startTime":4812.13,"endTime":4814.7699999999995,"body":"had if he had the gear, and of"},{"speaker":"Nick Lincoln","startTime":4812.13,"endTime":4814.7699999999995,"body":"course he's left handed which"},{"speaker":"Nick Lincoln","startTime":4814.7699999999995,"endTime":4818.07,"body":"makes him just one step closer"},{"speaker":"Nick Lincoln","startTime":4814.7699999999995,"endTime":4818.07,"body":"to God. Thank you for that car,"},{"speaker":"Nick Lincoln","startTime":4818.4,"endTime":4822.57,"body":"storyteller, and other sporting"},{"speaker":"Nick Lincoln","startTime":4818.4,"endTime":4822.57,"body":"related documentary air."},{"speaker":"Alan Smith","startTime":4822.87,"endTime":4825.42,"body":"Just before we do"},{"speaker":"Alan Smith","startTime":4822.87,"endTime":4825.42,"body":"Nick, do you want to as one"},{"speaker":"Alan Smith","startTime":4825.42,"endTime":4828.63,"body":"sporting theme Do you want to"},{"speaker":"Alan Smith","startTime":4825.42,"endTime":4828.63,"body":"talk about cricket so ashes"},{"speaker":"Alan Smith","startTime":4828.63,"endTime":4829.47,"body":"sorry Alan, you're"},{"speaker":"Nick Lincoln","startTime":4829.47,"endTime":4833.79,"body":"breaking up there"},{"speaker":"Nick Lincoln","startTime":4829.47,"endTime":4833.79,"body":"for less So Alan. I do not know"},{"speaker":"Nick Lincoln","startTime":4833.79,"endTime":4836.34,"body":"much about Australian cricket"},{"speaker":"Nick Lincoln","startTime":4833.79,"endTime":4836.34,"body":"full stop that I have. I have a"},{"speaker":"Nick Lincoln","startTime":4836.37,"endTime":4837.24,"body":"word for them. We don't"},{"speaker":"Alan Smith","startTime":4837.24,"endTime":4839.8499999999995,"body":"say Don't say I"},{"speaker":"Alan Smith","startTime":4837.24,"endTime":4839.8499999999995,"body":"won't say I won't write back on."},{"speaker":"Alan Smith","startTime":4843.48,"endTime":4849.03,"body":"I I read like I've read a lot of"},{"speaker":"Alan Smith","startTime":4843.48,"endTime":4849.03,"body":"sporting books over the years"},{"speaker":"Alan Smith","startTime":4849.03,"endTime":4852.0599999999995,"body":"and watch documentaries that"},{"speaker":"Alan Smith","startTime":4849.03,"endTime":4852.0599999999995,"body":"intersection of sport and"},{"speaker":"Alan Smith","startTime":4852.0599999999995,"endTime":4856.11,"body":"business and kind of what we can"},{"speaker":"Alan Smith","startTime":4852.0599999999995,"endTime":4856.11,"body":"learn in business from sport and"},{"speaker":"Alan Smith","startTime":4856.11,"endTime":4859.62,"body":"to some degree or vice versa."},{"speaker":"Alan Smith","startTime":4856.11,"endTime":4859.62,"body":"Coming slight I think this has"},{"speaker":"Alan Smith","startTime":4859.62,"endTime":4862.59,"body":"been out for quite a while but"},{"speaker":"Alan Smith","startTime":4859.62,"endTime":4862.59,"body":"I've only recently seen it. It's"},{"speaker":"Alan Smith","startTime":4862.59,"endTime":4867.21,"body":"the film called Air Ayar which"},{"speaker":"Alan Smith","startTime":4862.59,"endTime":4867.21,"body":"is actually now free and"},{"speaker":"Alan Smith","startTime":4867.21,"endTime":4870.99,"body":"available if you've got Amazon"},{"speaker":"Alan Smith","startTime":4867.21,"endTime":4870.99,"body":"Prime. And obviously it's the"},{"speaker":"Alan Smith","startTime":4870.99,"endTime":4873.78,"body":"story about it's not so much"},{"speaker":"Alan Smith","startTime":4870.99,"endTime":4873.78,"body":"about the kind of the the"},{"speaker":"Alan Smith","startTime":4873.78,"endTime":4876.39,"body":"Michael Jordan story. He doesn't"},{"speaker":"Alan Smith","startTime":4873.78,"endTime":4876.39,"body":"really appear in it at all. It's"},{"speaker":"Alan Smith","startTime":4876.39,"endTime":4880.68,"body":"about the whole story behind"},{"speaker":"Alan Smith","startTime":4876.39,"endTime":4880.68,"body":"Naik getting him signing the"},{"speaker":"Alan Smith","startTime":4880.68,"endTime":4883.53,"body":"contract to get what is now"},{"speaker":"Alan Smith","startTime":4880.68,"endTime":4883.53,"body":"obviously you know a multi"},{"speaker":"Alan Smith","startTime":4883.5599999999995,"endTime":4887.3099999999995,"body":"million billion dollar business"},{"speaker":"Alan Smith","startTime":4883.5599999999995,"endTime":4887.3099999999995,"body":"which is unlike Air Jordan shoes"},{"speaker":"Alan Smith","startTime":4887.3099999999995,"endTime":4889.62,"body":"and all that sort of sporting"},{"speaker":"Alan Smith","startTime":4887.3099999999995,"endTime":4889.62,"body":"range that went went along with"},{"speaker":"Alan Smith","startTime":4889.62,"endTime":4892.7699999999995,"body":"it and of course, back in the"},{"speaker":"Alan Smith","startTime":4889.62,"endTime":4892.7699999999995,"body":"days when when Jordan was just"},{"speaker":"Alan Smith","startTime":4892.8,"endTime":4896.55,"body":"finally was first coming through"},{"speaker":"Alan Smith","startTime":4892.8,"endTime":4896.55,"body":"the college basketball scene is"},{"speaker":"Alan Smith","startTime":4896.55,"endTime":4900.57,"body":"going to sign pro contract the"},{"speaker":"Alan Smith","startTime":4896.55,"endTime":4900.57,"body":"NBA the big thing was who was"},{"speaker":"Alan Smith","startTime":4900.57,"endTime":4903.21,"body":"going to sign them up for your"},{"speaker":"Alan Smith","startTime":4900.57,"endTime":4903.21,"body":"added ass we're by far no sorry"},{"speaker":"Alan Smith","startTime":4903.21,"endTime":4907.11,"body":"Converse believe or not converse"},{"speaker":"Alan Smith","startTime":4903.21,"endTime":4907.11,"body":"with the number one basketball"},{"speaker":"Alan Smith","startTime":4907.11,"endTime":4909.78,"body":"shoe manufacturer at the time"},{"speaker":"Alan Smith","startTime":4907.11,"endTime":4909.78,"body":"added asked for a close second"},{"speaker":"Alan Smith","startTime":4909.9,"endTime":4912.63,"body":"and NyQuil nowhere they were"},{"speaker":"Alan Smith","startTime":4909.9,"endTime":4912.63,"body":"running shoe the run basketball"},{"speaker":"Alan Smith","startTime":4912.63,"endTime":4917.88,"body":"game at all. And it's a really"},{"speaker":"Alan Smith","startTime":4912.63,"endTime":4917.88,"body":"compelling story. And without"},{"speaker":"Alan Smith","startTime":4917.88,"endTime":4920.43,"body":"giving the game away, I think"},{"speaker":"Alan Smith","startTime":4917.88,"endTime":4920.43,"body":"there are lessons to all of us"},{"speaker":"Alan Smith","startTime":4920.43,"endTime":4924.2699999999995,"body":"if you're pitching for a new"},{"speaker":"Alan Smith","startTime":4920.43,"endTime":4924.2699999999995,"body":"clients, and you're up against"},{"speaker":"Alan Smith","startTime":4924.36,"endTime":4927.36,"body":"what would appear to be sort of"},{"speaker":"Alan Smith","startTime":4924.36,"endTime":4927.36,"body":"bigger, better, more well"},{"speaker":"Alan Smith","startTime":4927.36,"endTime":4931.26,"body":"resourced organizations, how"},{"speaker":"Alan Smith","startTime":4927.36,"endTime":4931.26,"body":"this guy Sonny Vaccaro, who was"},{"speaker":"Alan Smith","startTime":4931.26,"endTime":4933.99,"body":"the kind of the agent the guy"},{"speaker":"Alan Smith","startTime":4931.26,"endTime":4933.99,"body":"working for Nike, how he pitched"},{"speaker":"Alan Smith","startTime":4933.99,"endTime":4937.7699999999995,"body":"and what he actually did to"},{"speaker":"Alan Smith","startTime":4933.99,"endTime":4937.7699999999995,"body":"obviously you know, it's a known"},{"speaker":"Alan Smith","startTime":4937.7699999999995,"endTime":4940.3499999999995,"body":"thing that Jordan eventually"},{"speaker":"Alan Smith","startTime":4937.7699999999995,"endTime":4940.3499999999995,"body":"signed up signed for night which"},{"speaker":"Alan Smith","startTime":4940.3499999999995,"endTime":4944.55,"body":"was the you know, the sort of"},{"speaker":"Alan Smith","startTime":4940.3499999999995,"endTime":4944.55,"body":"the, the kind of the Dark Horse"},{"speaker":"Alan Smith","startTime":4944.55,"endTime":4948.21,"body":"if you like the less favorite in"},{"speaker":"Alan Smith","startTime":4944.55,"endTime":4948.21,"body":"the race, and eventually signed"},{"speaker":"Alan Smith","startTime":4948.21,"endTime":4951.48,"body":"up but what he actually did to"},{"speaker":"Alan Smith","startTime":4948.21,"endTime":4951.48,"body":"pitch to them to speak to his"},{"speaker":"Alan Smith","startTime":4951.48,"endTime":4954.69,"body":"parents is a really really"},{"speaker":"Alan Smith","startTime":4951.48,"endTime":4954.69,"body":"interesting story well worth"},{"speaker":"Alan Smith","startTime":4954.69,"endTime":4959.0999999999995,"body":"watching cold air the Michael"},{"speaker":"Alan Smith","startTime":4954.69,"endTime":4959.0999999999995,"body":"Jordan film on Amazon Prime"},{"speaker":"Nick Lincoln","startTime":4961.53,"endTime":4963.63,"body":"Okay, excellent. I"},{"speaker":"Nick Lincoln","startTime":4961.53,"endTime":4963.63,"body":"think in the interest of time,"},{"speaker":"Nick Lincoln","startTime":4963.63,"endTime":4966.18,"body":"we'll Oh, Andy Now you raise"},{"speaker":"Nick Lincoln","startTime":4963.63,"endTime":4966.18,"body":"your finger brilliant crack on"},{"speaker":"Andy Hart","startTime":4966.24,"endTime":4968.7,"body":"total random point."},{"speaker":"Andy Hart","startTime":4966.24,"endTime":4968.7,"body":"I'm keeping a list of words that"},{"speaker":"Andy Hart","startTime":4968.7,"endTime":4972.12,"body":"Alan Smith pronounces at the"},{"speaker":"Andy Hart","startTime":4968.7,"endTime":4972.12,"body":"most Scottish and the two I've"},{"speaker":"Andy Hart","startTime":4972.12,"endTime":4977.37,"body":"got the front run as a recurring"},{"speaker":"Andy Hart","startTime":4972.12,"endTime":4977.37,"body":"and the other one is food. Yeah,"},{"speaker":"Andy Hart","startTime":4977.37,"endTime":4979.83,"body":"so we'll keep this tally go."},{"speaker":"Andy Hart","startTime":4977.37,"endTime":4979.83,"body":"Because believe it or not, it's"},{"speaker":"Andy Hart","startTime":4980.4,"endTime":4984.66,"body":"Scotland recurring food proudly."},{"speaker":"Alan Smith","startTime":4990.09,"endTime":4991.92,"body":"Only half half"},{"speaker":"Alan Smith","startTime":4990.09,"endTime":4991.92,"body":"Scottish half Welsh."},{"speaker":"Andy Hart","startTime":4992.699,"endTime":4994.409,"body":"Scottish. Welsh."},{"speaker":"Andy Hart","startTime":4992.699,"endTime":4994.409,"body":"Yeah, I'm a mongrel."},{"speaker":"Carl Widger","startTime":4995.79,"endTime":4998.13,"body":"We should probably"},{"speaker":"Carl Widger","startTime":4995.79,"endTime":4998.13,"body":"we should probably just say"},{"speaker":"Carl Widger","startTime":4998.13,"endTime":5002.18,"body":"today that the giddiness as as a"},{"speaker":"Carl Widger","startTime":4998.13,"endTime":5002.18,"body":"result of the fact that the four"},{"speaker":"Carl Widger","startTime":5002.18,"endTime":5005.84,"body":"of us met up last week. We just"},{"speaker":"Carl Widger","startTime":5002.18,"endTime":5005.84,"body":"leave it at that but we'll leave"},{"speaker":"Carl Widger","startTime":5005.84,"endTime":5009.5599999999995,"body":"it at that in jokes that our"},{"speaker":"Carl Widger","startTime":5005.84,"endTime":5009.5599999999995,"body":"wrap up room"},{"speaker":"Nick Lincoln","startTime":5012.3499999999995,"endTime":5014.66,"body":"it happens that"},{"speaker":"Nick Lincoln","startTime":5012.3499999999995,"endTime":5014.66,"body":"wrap for this episode. Thank you"},{"speaker":"Nick Lincoln","startTime":5014.66,"endTime":5017.69,"body":"dear Trappist. For your precious"},{"speaker":"Nick Lincoln","startTime":5014.66,"endTime":5017.69,"body":"time on this show. Please rate"},{"speaker":"Nick Lincoln","startTime":5017.69,"endTime":5020.45,"body":"us and leave a six out of five"},{"speaker":"Nick Lincoln","startTime":5017.69,"endTime":5020.45,"body":"star review on iTunes like and"},{"speaker":"Nick Lincoln","startTime":5020.45,"endTime":5023.39,"body":"subscribe to our YouTube"},{"speaker":"Nick Lincoln","startTime":5020.45,"endTime":5023.39,"body":"channel. But until the next time"},{"speaker":"Nick Lincoln","startTime":5023.39,"endTime":5027.11,"body":"from the trap pack, it's an EOS"},{"speaker":"Nick Lincoln","startTime":5023.39,"endTime":5027.11,"body":"and take care of their folks."},{"speaker":"Nick Lincoln","startTime":5027.14,"endTime":5028.55,"body":"Goodbye. Bye"}]}