{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":11.82,"endTime":16.86,"body":"Welcome to The Real"},{"speaker":"Unknown","startTime":11.82,"endTime":16.86,"body":"advisor podcast, t r a p twerp"},{"speaker":"Unknown","startTime":17.25,"endTime":20.46,"body":"please follow us and join in the"},{"speaker":"Unknown","startTime":17.25,"endTime":20.46,"body":"conversation on Twitter at"},{"speaker":"Unknown","startTime":20.46,"endTime":24.21,"body":"advisor podcast where you can"},{"speaker":"Unknown","startTime":20.46,"endTime":24.21,"body":"suggest ideas and themes you'd"},{"speaker":"Unknown","startTime":24.21,"endTime":27.66,"body":"like the track team to discuss."},{"speaker":"Unknown","startTime":24.21,"endTime":27.66,"body":"Also remember to like and"},{"speaker":"Unknown","startTime":27.66,"endTime":31.32,"body":"subscribe to our YouTube channel"},{"speaker":"Unknown","startTime":27.66,"endTime":31.32,"body":"and leave a six out of five star"},{"speaker":"Unknown","startTime":31.32,"endTime":35.28,"body":"review on iTunes. Doing all this"},{"speaker":"Unknown","startTime":31.32,"endTime":35.28,"body":"really really helps us which"},{"speaker":"Unknown","startTime":35.28,"endTime":38.76,"body":"means we can do more to help"},{"speaker":"Unknown","startTime":35.28,"endTime":38.76,"body":"you. Now let's head over to the"},{"speaker":"Unknown","startTime":38.76,"endTime":41.07,"body":"studio for the latest pilot trap"},{"speaker":"Nick Lincoln","startTime":46.77,"endTime":49.17,"body":"yes indeed, dear"},{"speaker":"Nick Lincoln","startTime":46.77,"endTime":49.17,"body":"TRAPPIST, welcome back to what"},{"speaker":"Nick Lincoln","startTime":49.17,"endTime":53.25,"body":"many people are calling episode"},{"speaker":"Nick Lincoln","startTime":49.17,"endTime":53.25,"body":"33 of the real advisor podcast T"},{"speaker":"Nick Lincoln","startTime":53.28,"endTime":57.0,"body":"R A P trap. My name is Lincoln"},{"speaker":"Nick Lincoln","startTime":53.28,"endTime":57.0,"body":"Lincoln and joining me as ever"},{"speaker":"Nick Lincoln","startTime":57.0,"endTime":59.61,"body":"in the studio of doom are the"},{"speaker":"Nick Lincoln","startTime":57.0,"endTime":59.61,"body":"three other horsemen of the"},{"speaker":"Nick Lincoln","startTime":59.61,"endTime":64.5,"body":"apocalypse call the voice which"},{"speaker":"Nick Lincoln","startTime":59.61,"endTime":64.5,"body":"are Alan the storyteller Smith"},{"speaker":"Nick Lincoln","startTime":64.92,"endTime":68.79,"body":"and and the ultra heart Now"},{"speaker":"Nick Lincoln","startTime":64.92,"endTime":68.79,"body":"gentlemen, we have a show packed"},{"speaker":"Nick Lincoln","startTime":68.79,"endTime":71.82,"body":"full of absolutely nothing. So"},{"speaker":"Nick Lincoln","startTime":68.79,"endTime":71.82,"body":"let's start unpacking it. From"},{"speaker":"Nick Lincoln","startTime":71.82,"endTime":75.54,"body":"the get go with some"},{"speaker":"Nick Lincoln","startTime":71.82,"endTime":75.54,"body":"effervescent high energy review"},{"speaker":"Nick Lincoln","startTime":75.54,"endTime":77.64,"body":"reads from my good friend Mr."},{"speaker":"Nick Lincoln","startTime":75.54,"endTime":77.64,"body":"Andrew Hart."},{"speaker":"Andy Hart","startTime":78.69,"endTime":83.34,"body":"Thank you today we"},{"speaker":"Andy Hart","startTime":78.69,"endTime":83.34,"body":"just have one review. Is my mic"},{"speaker":"Andy Hart","startTime":83.76,"endTime":87.21,"body":"is okay we have one review"},{"speaker":"Andy Hart","startTime":83.76,"endTime":87.21,"body":"entitled What a trap review five"},{"speaker":"Andy Hart","startTime":87.21,"endTime":91.98,"body":"stars. This is from Kyle punter."},{"speaker":"Andy Hart","startTime":87.21,"endTime":91.98,"body":"It also Carpenter on Twitter and"},{"speaker":"Andy Hart","startTime":91.98,"endTime":94.17,"body":"LinkedIn, a thoroughly"},{"speaker":"Andy Hart","startTime":91.98,"endTime":94.17,"body":"entertaining and insightful"},{"speaker":"Andy Hart","startTime":94.17,"endTime":97.77,"body":"podcast all rolled into one. As"},{"speaker":"Andy Hart","startTime":94.17,"endTime":97.77,"body":"a relatively new advisor"},{"speaker":"Andy Hart","startTime":97.77,"endTime":100.74,"body":"compared to these fine"},{"speaker":"Andy Hart","startTime":97.77,"endTime":100.74,"body":"gentlemen. 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We"},{"speaker":"Nick Lincoln","startTime":215.55,"endTime":218.13,"body":"said, the summer the summer"},{"speaker":"Nick Lincoln","startTime":215.55,"endTime":218.13,"body":"months are very quiet. And then"},{"speaker":"Nick Lincoln","startTime":218.13,"endTime":221.16,"body":"some stuff just happens. It's it"},{"speaker":"Nick Lincoln","startTime":218.13,"endTime":221.16,"body":"seems in the autumn, and we've"},{"speaker":"Nick Lincoln","startTime":221.16,"endTime":224.07,"body":"got loads to get through. So Mr."},{"speaker":"Nick Lincoln","startTime":221.16,"endTime":224.07,"body":"Hart you had what's the name of"},{"speaker":"Nick Lincoln","startTime":224.07,"endTime":225.42,"body":"your conference, a human?"},{"speaker":"Andy Hart","startTime":227.13,"endTime":230.34,"body":"And he talked us"},{"speaker":"Andy Hart","startTime":227.13,"endTime":230.34,"body":"about it. Yeah, sure. So, two"},{"speaker":"Andy Hart","startTime":230.34,"endTime":234.51,"body":"weeks ago, today, humans on the"},{"speaker":"Andy Hart","startTime":230.34,"endTime":234.51,"body":"management London happened. It"},{"speaker":"Andy Hart","startTime":234.51,"endTime":238.5,"body":"was our most successful"},{"speaker":"Andy Hart","startTime":234.51,"endTime":238.5,"body":"conference yet. Nick and Alan"},{"speaker":"Andy Hart","startTime":238.5,"endTime":242.1,"body":"were there Carl couldn't make it"},{"speaker":"Andy Hart","startTime":238.5,"endTime":242.1,"body":"this year. And the you boys will"},{"speaker":"Andy Hart","startTime":242.1,"endTime":244.92,"body":"say a couple of words in a"},{"speaker":"Andy Hart","startTime":242.1,"endTime":244.92,"body":"second. The overall score out of"},{"speaker":"Andy Hart","startTime":244.92,"endTime":249.18,"body":"10 at the moment is 8.93, which"},{"speaker":"Andy Hart","startTime":244.92,"endTime":249.18,"body":"is staggering. The top three"},{"speaker":"Andy Hart","startTime":249.18,"endTime":253.95,"body":"speakers in order number three"},{"speaker":"Andy Hart","startTime":249.18,"endTime":253.95,"body":"was Paul Craven. He got 9.18 out"},{"speaker":"Andy Hart","startTime":253.95,"endTime":257.52,"body":"of 10 Daniel Crosby, who flew"},{"speaker":"Andy Hart","startTime":253.95,"endTime":257.52,"body":"over from the States with his"},{"speaker":"Andy Hart","startTime":257.52,"endTime":262.41,"body":"little boy got 9.41 out of 10."},{"speaker":"Andy Hart","startTime":257.52,"endTime":262.41,"body":"And the winner is Mr. Rory"},{"speaker":"Andy Hart","startTime":262.41,"endTime":269.04,"body":"Sutherland with 9.51 out of 10."},{"speaker":"Andy Hart","startTime":262.41,"endTime":269.04,"body":"So yeah, it was a cracking day."},{"speaker":"Andy Hart","startTime":269.61,"endTime":272.46,"body":"Yeah, pretty much the biggest"},{"speaker":"Andy Hart","startTime":269.61,"endTime":272.46,"body":"day of my professional career,"},{"speaker":"Andy Hart","startTime":272.46,"endTime":274.86,"body":"and I couldn't have been happy"},{"speaker":"Andy Hart","startTime":272.46,"endTime":274.86,"body":"with how it all went. So thank"},{"speaker":"Andy Hart","startTime":274.86,"endTime":278.61,"body":"you all for those who came."},{"speaker":"Andy Hart","startTime":274.86,"endTime":278.61,"body":"Obviously the delegates make"},{"speaker":"Andy Hart","startTime":278.67,"endTime":282.15,"body":"make the event. And yeah, that's"},{"speaker":"Andy Hart","startTime":278.67,"endTime":282.15,"body":"it really almost the next year."},{"speaker":"Andy Hart","startTime":282.15,"endTime":285.42,"body":"So I sold it out many months"},{"speaker":"Andy Hart","startTime":282.15,"endTime":285.42,"body":"before kicking off. 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So yeah, over"},{"speaker":"Andy Hart","startTime":293.82,"endTime":298.86,"body":"to you and you and Alan who were"},{"speaker":"Andy Hart","startTime":298.86,"endTime":300.69,"body":"here I worshipped you said"},{"speaker":"Andy Hart","startTime":298.86,"endTime":300.69,"body":"During the day when"},{"speaker":"Nick Lincoln","startTime":301.949,"endTime":305.579,"body":"we're close on the"},{"speaker":"Nick Lincoln","startTime":301.949,"endTime":305.579,"body":"hump wrap up but yeah, I just"},{"speaker":"Nick Lincoln","startTime":305.579,"endTime":308.789,"body":"want to say to all the TRAPPIST"},{"speaker":"Nick Lincoln","startTime":305.579,"endTime":308.789,"body":"that were there, just thank you"},{"speaker":"Nick Lincoln","startTime":308.789,"endTime":312.149,"body":"very much it was just lovely"},{"speaker":"Nick Lincoln","startTime":308.789,"endTime":312.149,"body":"myself and and I think we're"},{"speaker":"Nick Lincoln","startTime":312.899,"endTime":315.359,"body":"overwhelmed by Rachel throughout"},{"speaker":"Nick Lincoln","startTime":312.899,"endTime":315.359,"body":"the day people coming up to us"},{"speaker":"Nick Lincoln","startTime":315.359,"endTime":318.539,"body":"and saying thank you and the"},{"speaker":"Nick Lincoln","startTime":315.359,"endTime":318.539,"body":"show is great and it's we're"},{"speaker":"Nick Lincoln","startTime":318.539,"endTime":320.579,"body":"learning stuff from it just"},{"speaker":"Nick Lincoln","startTime":318.539,"endTime":320.579,"body":"really, really lovely. We do"},{"speaker":"Nick Lincoln","startTime":320.579,"endTime":323.489,"body":"appreciate it. You know, the"},{"speaker":"Nick Lincoln","startTime":320.579,"endTime":323.489,"body":"show is for you. And to meet"},{"speaker":"Nick Lincoln","startTime":323.489,"endTime":327.719,"body":"people is, is a real is a real"},{"speaker":"Nick Lincoln","startTime":323.489,"endTime":327.719,"body":"privilege. Alan any any comment?"},{"speaker":"Alan Smith","startTime":329.1,"endTime":330.99,"body":"I'm gonna give you a"},{"speaker":"Alan Smith","startTime":329.1,"endTime":330.99,"body":"new word that you haven't heard"},{"speaker":"Alan Smith","startTime":330.99,"endTime":335.67,"body":"before. liminal. Do you know"},{"speaker":"Alan Smith","startTime":330.99,"endTime":335.67,"body":"what liminal means? No, didn't"},{"speaker":"Alan Smith","startTime":335.67,"endTime":338.97,"body":"think so. 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It's lovely to get the"},{"speaker":"Alan Smith","startTime":428.25,"endTime":432.12,"body":"positive feedback and gives us"},{"speaker":"Alan Smith","startTime":428.25,"endTime":432.12,"body":"encouragement to carry on. Keep"},{"speaker":"Alan Smith","startTime":432.12,"endTime":432.51,"body":"on going,"},{"speaker":"Unknown","startTime":432.54,"endTime":433.5,"body":"hopefully, hopefully,"},{"speaker":"Unknown","startTime":432.54,"endTime":433.5,"body":"we"},{"speaker":"Andy Hart","startTime":433.5,"endTime":437.22,"body":"can do a trap live at"},{"speaker":"Andy Hart","startTime":433.5,"endTime":437.22,"body":"home, London 2024. But"},{"speaker":"Andy Hart","startTime":437.22,"endTime":438.96,"body":"obviously, we'll we'll discuss"},{"speaker":"Andy Hart","startTime":437.22,"endTime":438.96,"body":"that we're going to do a"},{"speaker":"Andy Hart","startTime":438.96,"endTime":441.78,"body":"separate event anyway. So yeah,"},{"speaker":"Andy Hart","startTime":438.96,"endTime":441.78,"body":"enough about that."},{"speaker":"Alan Smith","startTime":442.29,"endTime":445.47,"body":"But you're doing,"},{"speaker":"Alan Smith","startTime":442.29,"endTime":445.47,"body":"you're considering doing them in"},{"speaker":"Alan Smith","startTime":445.47,"endTime":447.69,"body":"other cities right now we might."},{"speaker":"Nick Lincoln","startTime":449.31,"endTime":453.72,"body":"Barbados, just to"},{"speaker":"Nick Lincoln","startTime":449.31,"endTime":453.72,"body":"say this for the hump podcast"},{"speaker":"Nick Lincoln","startTime":453.72,"endTime":454.38,"body":"when it comes out."},{"speaker":"Andy Hart","startTime":454.65,"endTime":457.98,"body":"Let me just tie a"},{"speaker":"Andy Hart","startTime":454.65,"endTime":457.98,"body":"bow. So when we just talked"},{"speaker":"Andy Hart","startTime":457.98,"endTime":460.83,"body":"about this 100, South Africa is"},{"speaker":"Andy Hart","startTime":457.98,"endTime":460.83,"body":"going to be on the 17th of"},{"speaker":"Andy Hart","startTime":460.83,"endTime":464.88,"body":"September 2024. I'm hoping to do"},{"speaker":"Andy Hart","startTime":460.83,"endTime":464.88,"body":"either Dublin or Sydney in"},{"speaker":"Andy Hart","startTime":464.88,"endTime":467.61,"body":"October that I need to finalize"},{"speaker":"Andy Hart","startTime":464.88,"endTime":467.61,"body":"that soon. And then London will"},{"speaker":"Andy Hart","startTime":467.61,"endTime":470.52,"body":"likely be on the 14th of"},{"speaker":"Andy Hart","startTime":467.61,"endTime":470.52,"body":"November. Anyway, enough about"},{"speaker":"Andy Hart","startTime":470.52,"endTime":473.46,"body":"that. Thank you very much for"},{"speaker":"Andy Hart","startTime":470.52,"endTime":473.46,"body":"supporting, it means a lot back"},{"speaker":"Andy Hart","startTime":473.46,"endTime":474.9,"body":"to your boss. Now,"},{"speaker":"Nick Lincoln","startTime":474.93,"endTime":477.03,"body":"well done, Andy."},{"speaker":"Nick Lincoln","startTime":474.93,"endTime":477.03,"body":"Well done indeed. Okay, we're at"},{"speaker":"Nick Lincoln","startTime":477.03,"endTime":479.64,"body":"500 subscribers on YouTube is"},{"speaker":"Nick Lincoln","startTime":477.03,"endTime":479.64,"body":"quite an effort to get"},{"speaker":"Nick Lincoln","startTime":479.64,"endTime":483.75,"body":"subscribers on YouTube and 500"},{"speaker":"Nick Lincoln","startTime":479.64,"endTime":483.75,"body":"is quite a decent number. So"},{"speaker":"Nick Lincoln","startTime":483.75,"endTime":485.97,"body":"when we get to 1000, that does"},{"speaker":"Nick Lincoln","startTime":483.75,"endTime":485.97,"body":"give us a chance to sort of"},{"speaker":"Nick Lincoln","startTime":486.03,"endTime":488.52,"body":"monetize the show a little bit"},{"speaker":"Nick Lincoln","startTime":486.03,"endTime":488.52,"body":"of a landmark, no need to"},{"speaker":"Nick Lincoln","startTime":488.52,"endTime":495.57,"body":"comment on that necessarily."},{"speaker":"Nick Lincoln","startTime":488.52,"endTime":495.57,"body":"Voice voice, your unique ideas"},{"speaker":"Nick Lincoln","startTime":495.57,"endTime":498.54,"body":"exchange the first one ever of"},{"speaker":"Nick Lincoln","startTime":495.57,"endTime":498.54,"body":"its kind in Ireland, we"},{"speaker":"Nick Lincoln","startTime":498.54,"endTime":502.17,"body":"understand and build on your"},{"speaker":"Nick Lincoln","startTime":498.54,"endTime":502.17,"body":"call."},{"speaker":"Carl Widger","startTime":504.96,"endTime":508.8,"body":"Thursday, the 30th"},{"speaker":"Carl Widger","startTime":504.96,"endTime":508.8,"body":"of November house on Leeson"},{"speaker":"Carl Widger","startTime":508.8,"endTime":513.51,"body":"Street in Dublin at 6pm. If"},{"speaker":"Carl Widger","startTime":508.8,"endTime":513.51,"body":"you're a principal of a"},{"speaker":"Carl Widger","startTime":513.51,"endTime":516.81,"body":"financial planning firm, or have"},{"speaker":"Carl Widger","startTime":513.51,"endTime":516.81,"body":"a firm that's looking to"},{"speaker":"Carl Widger","startTime":516.81,"endTime":520.59,"body":"transition to financial"},{"speaker":"Carl Widger","startTime":516.81,"endTime":520.59,"body":"planning, please do come along."},{"speaker":"Carl Widger","startTime":520.74,"endTime":526.53,"body":"It has been pointed out that I"},{"speaker":"Carl Widger","startTime":520.74,"endTime":526.53,"body":"have perhaps inferred that this"},{"speaker":"Carl Widger","startTime":526.53,"endTime":530.49,"body":"is a unique idea. I didn't think"},{"speaker":"Carl Widger","startTime":526.53,"endTime":530.49,"body":"I did I apologize to anyone who"},{"speaker":"Carl Widger","startTime":530.49,"endTime":534.3,"body":"was offended. I know it's not a"},{"speaker":"Carl Widger","startTime":530.49,"endTime":534.3,"body":"unique idea clearly, because"},{"speaker":"Carl Widger","startTime":534.3,"endTime":537.33,"body":"we've spoken about the ideas"},{"speaker":"Carl Widger","startTime":534.3,"endTime":537.33,"body":"exchange here. I do know there's"},{"speaker":"Carl Widger","startTime":537.33,"endTime":540.3,"body":"a couple of smaller groups in"},{"speaker":"Carl Widger","startTime":537.33,"endTime":540.3,"body":"Ireland. I just thought I'd put"},{"speaker":"Carl Widger","startTime":540.3,"endTime":543.24,"body":"it out there. So if you're"},{"speaker":"Carl Widger","startTime":540.3,"endTime":543.24,"body":"interested, who knows where it"},{"speaker":"Carl Widger","startTime":543.24,"endTime":547.92,"body":"might go, it might go absolutely"},{"speaker":"Carl Widger","startTime":543.24,"endTime":547.92,"body":"nowhere, but all are welcome."},{"speaker":"Carl Widger","startTime":547.98,"endTime":552.75,"body":"And I know there's I think"},{"speaker":"Carl Widger","startTime":547.98,"endTime":552.75,"body":"there's about 10 or 12 have said"},{"speaker":"Carl Widger","startTime":552.75,"endTime":555.06,"body":"that they're definitely going"},{"speaker":"Carl Widger","startTime":552.75,"endTime":555.06,"body":"there might be more coming"},{"speaker":"Carl Widger","startTime":555.06,"endTime":559.53,"body":"along. So yeah, I'll fill you"},{"speaker":"Carl Widger","startTime":555.06,"endTime":559.53,"body":"all in on the next episode as to"},{"speaker":"Carl Widger","startTime":559.53,"endTime":566.34,"body":"how it went. Assuming we can"},{"speaker":"Carl Widger","startTime":559.53,"endTime":566.34,"body":"tell you how it went. But"},{"speaker":"Carl Widger","startTime":566.34,"endTime":569.34,"body":"anyway, yeah, looking forward to"},{"speaker":"Carl Widger","startTime":566.34,"endTime":569.34,"body":"it. Looking forward to catching"},{"speaker":"Carl Widger","startTime":569.34,"endTime":572.61,"body":"up with everybody and she'll be"},{"speaker":"Carl Widger","startTime":569.34,"endTime":572.61,"body":"she'll be a bit of fun."},{"speaker":"Nick Lincoln","startTime":574.2,"endTime":577.23,"body":"Brilliant. Okay."},{"speaker":"Nick Lincoln","startTime":574.2,"endTime":577.23,"body":"Alan, you've got a bit of a what"},{"speaker":"Nick Lincoln","startTime":577.23,"endTime":581.19,"body":"from my perspective, you can"},{"speaker":"Nick Lincoln","startTime":577.23,"endTime":581.19,"body":"maybe disabuse me, but it's not"},{"speaker":"Nick Lincoln","startTime":581.19,"endTime":583.26,"body":"like a horror story consumer"},{"speaker":"Nick Lincoln","startTime":581.19,"endTime":583.26,"body":"duty update."},{"speaker":"Alan Smith","startTime":586.259,"endTime":588.059,"body":"Is that a horror"},{"speaker":"Alan Smith","startTime":586.259,"endTime":588.059,"body":"story that there's a couple of"},{"speaker":"Alan Smith","startTime":588.059,"endTime":591.119,"body":"points I just want to raise."},{"speaker":"Alan Smith","startTime":588.059,"endTime":591.119,"body":"Here's the headlines on consumer"},{"speaker":"Alan Smith","startTime":591.119,"endTime":595.409,"body":"duty just to remind you and call"},{"speaker":"Alan Smith","startTime":591.119,"endTime":595.409,"body":"which who isn't affected yet."},{"speaker":"Alan Smith","startTime":596.369,"endTime":599.249,"body":"Consumer duty is a wide sweeping"},{"speaker":"Alan Smith","startTime":596.369,"endTime":599.249,"body":"piece of legislation that was"},{"speaker":"Alan Smith","startTime":599.249,"endTime":604.919,"body":"came into force Since July of"},{"speaker":"Alan Smith","startTime":599.249,"endTime":604.919,"body":"this year, all of us just simply"},{"speaker":"Alan Smith","startTime":604.919,"endTime":607.529,"body":"had to comply like all these"},{"speaker":"Alan Smith","startTime":604.919,"endTime":607.529,"body":"things, you can, you don't pay"},{"speaker":"Alan Smith","startTime":607.529,"endTime":609.659,"body":"too much attention till it gets"},{"speaker":"Alan Smith","startTime":607.529,"endTime":609.659,"body":"close to the deadline, you say,"},{"speaker":"Alan Smith","startTime":609.659,"endTime":611.579,"body":"you know shit what we're"},{"speaker":"Alan Smith","startTime":609.659,"endTime":611.579,"body":"supposed to do here and you make"},{"speaker":"Alan Smith","startTime":611.579,"endTime":614.219,"body":"sure it's done and credit to my"},{"speaker":"Alan Smith","startTime":611.579,"endTime":614.219,"body":"colleague Shareen, who took care"},{"speaker":"Alan Smith","startTime":614.219,"endTime":616.949,"body":"of it all for us. And there was"},{"speaker":"Alan Smith","startTime":614.219,"endTime":616.949,"body":"a lot more actually that she"},{"speaker":"Alan Smith","startTime":616.949,"endTime":620.249,"body":"did, that I wasn't fully aware"},{"speaker":"Alan Smith","startTime":616.949,"endTime":620.249,"body":"of. But you know, we were"},{"speaker":"Alan Smith","startTime":620.249,"endTime":624.209,"body":"compliant by the deadline Happy"},{"speaker":"Alan Smith","startTime":620.249,"endTime":624.209,"body":"Days, just fast forward to"},{"speaker":"Alan Smith","startTime":624.329,"endTime":627.809,"body":"present a few months later. And"},{"speaker":"Alan Smith","startTime":624.329,"endTime":627.809,"body":"one of the responsibilities one"},{"speaker":"Alan Smith","startTime":627.809,"endTime":631.529,"body":"of the expectations is that"},{"speaker":"Alan Smith","startTime":627.809,"endTime":631.529,"body":"organizations, make sure that"},{"speaker":"Alan Smith","startTime":631.529,"endTime":635.009,"body":"all their employees, all people"},{"speaker":"Alan Smith","startTime":631.529,"endTime":635.009,"body":"in the team are fully conversant"},{"speaker":"Alan Smith","startTime":635.039,"endTime":638.309,"body":"up to date and have been"},{"speaker":"Alan Smith","startTime":635.039,"endTime":638.309,"body":"trained. 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Thought it was."},{"speaker":"Alan Smith","startTime":668.189,"endTime":671.819,"body":"So I'm just going to throw a"},{"speaker":"Alan Smith","startTime":671.819,"endTime":677.159,"body":"couple of a couple of points"},{"speaker":"Alan Smith","startTime":671.819,"endTime":677.159,"body":"out. The specifically the"},{"speaker":"Alan Smith","startTime":677.159,"endTime":681.239,"body":"regulator, the FCA specifically"},{"speaker":"Alan Smith","startTime":677.159,"endTime":681.239,"body":"targets, percentage charging,"},{"speaker":"Alan Smith","startTime":681.539,"endTime":685.529,"body":"and fee models for advisors, and"},{"speaker":"Alan Smith","startTime":681.539,"endTime":685.529,"body":"specifically uses phrases like"},{"speaker":"Alan Smith","startTime":685.529,"endTime":690.029,"body":"conflicts of interest, and"},{"speaker":"Alan Smith","startTime":685.529,"endTime":690.029,"body":"similar service or same service"},{"speaker":"Alan Smith","startTime":690.029,"endTime":692.939,"body":"for broadly similar fees. And it"},{"speaker":"Alan Smith","startTime":690.029,"endTime":692.939,"body":"really goes into quite some"},{"speaker":"Alan Smith","startTime":692.939,"endTime":699.149,"body":"detail about that. It talks a"},{"speaker":"Alan Smith","startTime":692.939,"endTime":699.149,"body":"lot about value for money. I"},{"speaker":"Alan Smith","startTime":699.149,"endTime":701.699,"body":"know Nick will say the value is"},{"speaker":"Alan Smith","startTime":699.149,"endTime":701.699,"body":"decided by the clients, but"},{"speaker":"Alan Smith","startTime":701.699,"endTime":705.359,"body":"there's an increasing kind of"},{"speaker":"Alan Smith","startTime":701.699,"endTime":705.359,"body":"narrative coming out of the"},{"speaker":"Alan Smith","startTime":705.359,"endTime":708.179,"body":"regulator to say, you know, we"},{"speaker":"Alan Smith","startTime":705.359,"endTime":708.179,"body":"will have an impact on what be"},{"speaker":"Alan Smith","startTime":708.179,"endTime":715.679,"body":"perceived to be value for money."},{"speaker":"Alan Smith","startTime":708.179,"endTime":715.679,"body":"And just untying that up, as you"},{"speaker":"Alan Smith","startTime":715.679,"endTime":718.889,"body":"know, giving some evidence that"},{"speaker":"Alan Smith","startTime":715.679,"endTime":718.889,"body":"well, first of all, we all all"},{"speaker":"Alan Smith","startTime":718.889,"endTime":721.499,"body":"of our kind of investment"},{"speaker":"Alan Smith","startTime":718.889,"endTime":721.499,"body":"propositions generally for our"},{"speaker":"Alan Smith","startTime":721.499,"endTime":725.759,"body":"clients. Take the view that"},{"speaker":"Alan Smith","startTime":721.499,"endTime":725.759,"body":"markets are efficient and"},{"speaker":"Alan Smith","startTime":725.759,"endTime":728.339,"body":"markets and stock markets and"},{"speaker":"Alan Smith","startTime":725.759,"endTime":728.339,"body":"capital markets are generally"},{"speaker":"Alan Smith","startTime":728.339,"endTime":731.279,"body":"forward looking, you know, all"},{"speaker":"Alan Smith","startTime":728.339,"endTime":731.279,"body":"the information is currently"},{"speaker":"Alan Smith","startTime":731.279,"endTime":734.759,"body":"baked into the price. And you"},{"speaker":"Alan Smith","startTime":731.279,"endTime":734.759,"body":"begin to look at people like St."},{"speaker":"Alan Smith","startTime":734.759,"endTime":737.909,"body":"James's place whose share price"},{"speaker":"Alan Smith","startTime":734.759,"endTime":737.909,"body":"has haft in the last few months."},{"speaker":"Alan Smith","startTime":738.059,"endTime":741.059,"body":"But they're not the only one."},{"speaker":"Alan Smith","startTime":738.059,"endTime":741.059,"body":"All the listed discretionary"},{"speaker":"Alan Smith","startTime":741.059,"endTime":743.819,"body":"portfolio managers in the UK"},{"speaker":"Alan Smith","startTime":741.059,"endTime":743.819,"body":"that I've looked at have had"},{"speaker":"Alan Smith","startTime":743.819,"endTime":748.259,"body":"similar collapses in their share"},{"speaker":"Alan Smith","startTime":743.819,"endTime":748.259,"body":"price. And it's pretty obvious"},{"speaker":"Alan Smith","startTime":748.259,"endTime":751.199,"body":"to me that, you know, all the"},{"speaker":"Alan Smith","startTime":748.259,"endTime":751.199,"body":"markets and the analysts and the"},{"speaker":"Alan Smith","startTime":751.199,"endTime":753.479,"body":"people who look at these things"},{"speaker":"Alan Smith","startTime":751.199,"endTime":753.479,"body":"in detail have are fully"},{"speaker":"Alan Smith","startTime":753.479,"endTime":756.749,"body":"conversant with the legislation"},{"speaker":"Alan Smith","startTime":753.479,"endTime":756.749,"body":"and saying these organizations"},{"speaker":"Alan Smith","startTime":756.749,"endTime":759.419,"body":"will not be able to get away"},{"speaker":"Alan Smith","startTime":756.749,"endTime":759.419,"body":"with it to the extent they have"},{"speaker":"Alan Smith","startTime":759.509,"endTime":764.159,"body":"been doing. I think some of the"},{"speaker":"Alan Smith","startTime":759.509,"endTime":764.159,"body":"biggest public biggest"},{"speaker":"Alan Smith","startTime":764.159,"endTime":767.069,"body":"organizations that will be hit"},{"speaker":"Alan Smith","startTime":764.159,"endTime":767.069,"body":"by this stuff are the"},{"speaker":"Alan Smith","startTime":767.069,"endTime":769.799,"body":"traditional discretionary"},{"speaker":"Alan Smith","startTime":767.069,"endTime":769.799,"body":"portfolio managers who to this"},{"speaker":"Alan Smith","startTime":769.799,"endTime":772.469,"body":"day, and I look at stuff I"},{"speaker":"Alan Smith","startTime":769.799,"endTime":772.469,"body":"looked at another one last week"},{"speaker":"Alan Smith","startTime":772.499,"endTime":778.019,"body":"I charging between two and 3%"},{"speaker":"Alan Smith","startTime":772.499,"endTime":778.019,"body":"per annum for financial advice,"},{"speaker":"Alan Smith","startTime":778.049,"endTime":782.789,"body":"no financial planning for"},{"speaker":"Alan Smith","startTime":778.049,"endTime":782.789,"body":"basically. Yeah, portfolio"},{"speaker":"Alan Smith","startTime":782.789,"endTime":787.049,"body":"management. When you when you"},{"speaker":"Alan Smith","startTime":782.789,"endTime":787.049,"body":"know, you can buy an off the peg"},{"speaker":"Alan Smith","startTime":787.109,"endTime":790.919,"body":"version, which is as good as you"},{"speaker":"Alan Smith","startTime":787.109,"endTime":790.919,"body":"need for 95% of the population."},{"speaker":"Alan Smith","startTime":791.099,"endTime":793.919,"body":"For you know, for pennies,"},{"speaker":"Alan Smith","startTime":791.099,"endTime":793.919,"body":"really, I just don't see how"},{"speaker":"Alan Smith","startTime":793.919,"endTime":797.309,"body":"these people can continue in"},{"speaker":"Alan Smith","startTime":793.919,"endTime":797.309,"body":"their current format. And just"},{"speaker":"Alan Smith","startTime":797.309,"endTime":801.149,"body":"to put additional bit of color"},{"speaker":"Alan Smith","startTime":797.309,"endTime":801.149,"body":"on this, this is there's been"},{"speaker":"Alan Smith","startTime":801.149,"endTime":804.329,"body":"legislation in the past RDR came"},{"speaker":"Alan Smith","startTime":801.149,"endTime":804.329,"body":"in there was a kind of what"},{"speaker":"Alan Smith","startTime":804.329,"endTime":807.269,"body":"would you call that assets"},{"speaker":"Alan Smith","startTime":804.329,"endTime":807.269,"body":"review that the the FCA did a"},{"speaker":"Alan Smith","startTime":807.269,"endTime":810.779,"body":"few years ago. And this is the"},{"speaker":"Alan Smith","startTime":807.269,"endTime":810.779,"body":"latest one. And I initially"},{"speaker":"Alan Smith","startTime":810.779,"endTime":813.029,"body":"thought this another just piece"},{"speaker":"Alan Smith","startTime":810.779,"endTime":813.029,"body":"of nonsense. We're all going"},{"speaker":"Alan Smith","startTime":813.029,"endTime":815.549,"body":"it's a tick box exercise, we'll"},{"speaker":"Alan Smith","startTime":813.029,"endTime":815.549,"body":"tick the boxes in life, we'll"},{"speaker":"Alan Smith","startTime":815.549,"endTime":820.109,"body":"move on, I'll give you some real"},{"speaker":"Alan Smith","startTime":815.549,"endTime":820.109,"body":"life, evidence that there's more"},{"speaker":"Alan Smith","startTime":820.109,"endTime":824.069,"body":"to it than this. In the last"},{"speaker":"Alan Smith","startTime":820.109,"endTime":824.069,"body":"couple of weeks, our firm"},{"speaker":"Alan Smith","startTime":824.099,"endTime":827.339,"body":"received a letter from a"},{"speaker":"Alan Smith","startTime":824.099,"endTime":827.339,"body":"platform provider that we use a"},{"speaker":"Alan Smith","startTime":827.339,"endTime":832.529,"body":"lot, which in turn was"},{"speaker":"Alan Smith","startTime":827.339,"endTime":832.529,"body":"encouraged by the regulator. And"},{"speaker":"Alan Smith","startTime":832.559,"endTime":836.669,"body":"they asked the identified, I"},{"speaker":"Alan Smith","startTime":832.559,"endTime":836.669,"body":"think three or four clients. And"},{"speaker":"Alan Smith","startTime":836.669,"endTime":840.089,"body":"they asked us to justify our"},{"speaker":"Alan Smith","startTime":836.669,"endTime":840.089,"body":"fees for the times and all that"},{"speaker":"Alan Smith","startTime":840.089,"endTime":842.789,"body":"all they looked at was the fee"},{"speaker":"Alan Smith","startTime":840.089,"endTime":842.789,"body":"that we would take it as you"},{"speaker":"Alan Smith","startTime":842.789,"endTime":846.149,"body":"know, we charge retainers, but"},{"speaker":"Alan Smith","startTime":842.789,"endTime":846.149,"body":"the fee, we were we were taking"},{"speaker":"Alan Smith","startTime":846.179,"endTime":848.939,"body":"in relation to the value of the"},{"speaker":"Alan Smith","startTime":846.179,"endTime":848.939,"body":"portfolio sitting on their"},{"speaker":"Alan Smith","startTime":848.939,"endTime":851.399,"body":"platform. Now, of course, they"},{"speaker":"Alan Smith","startTime":848.939,"endTime":851.399,"body":"know nothing about our"},{"speaker":"Alan Smith","startTime":851.489,"endTime":853.109,"body":"relationship with the client,"},{"speaker":"Alan Smith","startTime":851.489,"endTime":853.109,"body":"they don't know where their"},{"speaker":"Alan Smith","startTime":853.109,"endTime":855.449,"body":"other assets are held. They"},{"speaker":"Alan Smith","startTime":853.109,"endTime":855.449,"body":"don't know what our arrangement"},{"speaker":"Alan Smith","startTime":855.449,"endTime":858.779,"body":"for the client. And you know,"},{"speaker":"Alan Smith","startTime":855.449,"endTime":858.779,"body":"they weren't saying this is"},{"speaker":"Alan Smith","startTime":858.809,"endTime":862.079,"body":"awful, you can't do this, but"},{"speaker":"Alan Smith","startTime":858.809,"endTime":862.079,"body":"we're saying please report back"},{"speaker":"Alan Smith","startTime":862.109,"endTime":865.649,"body":"and tell us why this fee looks"},{"speaker":"Alan Smith","startTime":862.109,"endTime":865.649,"body":"disproportionate. And one in"},{"speaker":"Alan Smith","startTime":865.649,"endTime":869.189,"body":"particular, was an interesting"},{"speaker":"Alan Smith","startTime":865.649,"endTime":869.189,"body":"one that we just took on which"},{"speaker":"Alan Smith","startTime":869.189,"endTime":873.239,"body":"was we recently took on a client"},{"speaker":"Alan Smith","startTime":869.189,"endTime":873.239,"body":"and they came with an exam with"},{"speaker":"Alan Smith","startTime":873.239,"endTime":877.529,"body":"an ETF they already owned an ETF"},{"speaker":"Alan Smith","startTime":873.239,"endTime":877.529,"body":"and as we're kind of going"},{"speaker":"Alan Smith","startTime":877.529,"endTime":881.189,"body":"through and we our portfolios"},{"speaker":"Alan Smith","startTime":877.529,"endTime":881.189,"body":"don't hold ETFs for various"},{"speaker":"Alan Smith","startTime":881.189,"endTime":883.769,"body":"reasons. But we held whilst we"},{"speaker":"Alan Smith","startTime":881.189,"endTime":883.769,"body":"were getting everything else"},{"speaker":"Alan Smith","startTime":883.769,"endTime":886.079,"body":"organized as on the platform for"},{"speaker":"Alan Smith","startTime":883.769,"endTime":886.079,"body":"a couple of months and of course"},{"speaker":"Alan Smith","startTime":886.079,"endTime":887.969,"body":"if there are any if there's"},{"speaker":"Alan Smith","startTime":886.079,"endTime":887.969,"body":"income being taken out of it"},{"speaker":"Alan Smith","startTime":889.199,"endTime":891.389,"body":"that's a trade considered a"},{"speaker":"Alan Smith","startTime":889.199,"endTime":891.389,"body":"trade and I think the platform"},{"speaker":"Alan Smith","startTime":891.389,"endTime":894.899,"body":"charges 10 pounds a trade so"},{"speaker":"Alan Smith","startTime":891.389,"endTime":894.899,"body":"they're looking at things that"},{"speaker":"Alan Smith","startTime":894.899,"endTime":898.409,"body":"overtrading Why is it been four"},{"speaker":"Alan Smith","startTime":894.899,"endTime":898.409,"body":"trades on this and cost the"},{"speaker":"Alan Smith","startTime":898.409,"endTime":901.169,"body":"client 40 quid for this and Of"},{"speaker":"Alan Smith","startTime":898.409,"endTime":901.169,"body":"course, we explain why we're"},{"speaker":"Alan Smith","startTime":901.169,"endTime":904.649,"body":"going through a process, we're"},{"speaker":"Alan Smith","startTime":901.169,"endTime":904.649,"body":"going to stop doing that. And in"},{"speaker":"Alan Smith","startTime":904.649,"endTime":906.779,"body":"the very near future, it was"},{"speaker":"Alan Smith","startTime":904.649,"endTime":906.779,"body":"never our intention, but"},{"speaker":"Alan Smith","startTime":906.779,"endTime":910.049,"body":"something we inherited. But just"},{"speaker":"Alan Smith","startTime":906.779,"endTime":910.049,"body":"interesting platforms are now"},{"speaker":"Alan Smith","startTime":910.079,"endTime":913.769,"body":"analyzing with the backing of"},{"speaker":"Alan Smith","startTime":910.079,"endTime":913.769,"body":"the regulator, looking at"},{"speaker":"Alan Smith","startTime":913.769,"endTime":916.289,"body":"clients looking at portfolios"},{"speaker":"Alan Smith","startTime":913.769,"endTime":916.289,"body":"looking at fee charges in"},{"speaker":"Alan Smith","startTime":916.289,"endTime":918.719,"body":"relation to values of"},{"speaker":"Alan Smith","startTime":916.289,"endTime":918.719,"body":"portfolios. And I think this is"},{"speaker":"Alan Smith","startTime":918.719,"endTime":921.749,"body":"just the beginning of it. Long"},{"speaker":"Alan Smith","startTime":918.719,"endTime":921.749,"body":"story short, I think it's"},{"speaker":"Alan Smith","startTime":921.749,"endTime":925.619,"body":"actually a very good thing. And"},{"speaker":"Alan Smith","startTime":921.749,"endTime":925.619,"body":"I think the ultimate beneficiary"},{"speaker":"Alan Smith","startTime":925.619,"endTime":928.499,"body":"will be the customer. But it"},{"speaker":"Alan Smith","startTime":925.619,"endTime":928.499,"body":"will be at the expense of a lot"},{"speaker":"Alan Smith","startTime":928.499,"endTime":931.259,"body":"of the fat that exists in the"},{"speaker":"Alan Smith","startTime":928.499,"endTime":931.259,"body":"industry and has done for"},{"speaker":"Alan Smith","startTime":931.259,"endTime":934.469,"body":"decades, and I think long, you"},{"speaker":"Alan Smith","startTime":931.259,"endTime":934.469,"body":"know, five years from now, seven"},{"speaker":"Alan Smith","startTime":934.469,"endTime":937.649,"body":"years, and I'll be a far better"},{"speaker":"Alan Smith","startTime":934.469,"endTime":937.649,"body":"sector, and and more people will"},{"speaker":"Alan Smith","startTime":937.649,"endTime":941.549,"body":"be encouraged to seek financial"},{"speaker":"Alan Smith","startTime":937.649,"endTime":941.549,"body":"advice. So, Carl, you got a"},{"speaker":"Alan Smith","startTime":941.549,"endTime":942.539,"body":"point? Yeah."},{"speaker":"Carl Widger","startTime":942.569,"endTime":945.179,"body":"Just to come in."},{"speaker":"Carl Widger","startTime":942.569,"endTime":945.179,"body":"That's like, unbelievably"},{"speaker":"Carl Widger","startTime":945.179,"endTime":948.389,"body":"interesting. Did I also see,"},{"speaker":"Carl Widger","startTime":945.179,"endTime":948.389,"body":"Alan, that one of the points"},{"speaker":"Carl Widger","startTime":948.389,"endTime":951.959,"body":"that's coming through is that"},{"speaker":"Carl Widger","startTime":948.389,"endTime":951.959,"body":"they would the regulator would"},{"speaker":"Carl Widger","startTime":951.959,"endTime":956.069,"body":"like to see all clients get cash"},{"speaker":"Carl Widger","startTime":951.959,"endTime":956.069,"body":"flow modeling of some"},{"speaker":"Carl Widger","startTime":956.069,"endTime":956.729,"body":"description."},{"speaker":"Alan Smith","startTime":957.0,"endTime":958.71,"body":"Yep. That's not the"},{"speaker":"Alan Smith","startTime":957.0,"endTime":958.71,"body":"point. I posted that Yeah,"},{"speaker":"Alan Smith","startTime":958.71,"endTime":959.58,"body":"exactly. Right. Like,"},{"speaker":"Carl Widger","startTime":959.7,"endTime":962.52,"body":"like when I think"},{"speaker":"Carl Widger","startTime":959.7,"endTime":962.52,"body":"about the Irish market,"},{"speaker":"Carl Widger","startTime":962.52,"endTime":966.36,"body":"obviously, we haven't had RDR."},{"speaker":"Carl Widger","startTime":962.52,"endTime":966.36,"body":"It was being talked about, but"},{"speaker":"Carl Widger","startTime":966.36,"endTime":969.45,"body":"we haven't implemented it like"},{"speaker":"Carl Widger","startTime":966.36,"endTime":969.45,"body":"this is this is like, eight"},{"speaker":"Carl Widger","startTime":969.45,"endTime":973.86,"body":"steps ahead of of RDR. So you"},{"speaker":"Carl Widger","startTime":969.45,"endTime":973.86,"body":"could"},{"speaker":"Alan Smith","startTime":973.86,"endTime":977.1,"body":"just cut out all"},{"speaker":"Alan Smith","startTime":973.86,"endTime":977.1,"body":"your consumer duty. Yeah,"},{"speaker":"Carl Widger","startTime":977.1,"endTime":977.43,"body":"maybe?"},{"speaker":"Andy Hart","startTime":978.329,"endTime":979.709,"body":"I'll do two. Yeah."},{"speaker":"Carl Widger","startTime":979.74,"endTime":981.42,"body":"And maybe that's"},{"speaker":"Carl Widger","startTime":979.74,"endTime":981.42,"body":"what maybe that's what they will"},{"speaker":"Carl Widger","startTime":981.42,"endTime":987.51,"body":"do. But I think I think you're"},{"speaker":"Carl Widger","startTime":981.42,"endTime":987.51,"body":"right, I think it seems a lot of"},{"speaker":"Carl Widger","startTime":987.51,"endTime":990.75,"body":"it may be seems a little bit"},{"speaker":"Carl Widger","startTime":987.51,"endTime":990.75,"body":"draconian, but who's going to"},{"speaker":"Carl Widger","startTime":990.75,"endTime":995.1,"body":"win the client is definitely"},{"speaker":"Carl Widger","startTime":990.75,"endTime":995.1,"body":"going to win here. And the"},{"speaker":"Carl Widger","startTime":995.1,"endTime":1000.59,"body":"question I would have is, how"},{"speaker":"Carl Widger","startTime":995.1,"endTime":1000.59,"body":"are they planning on regulating"},{"speaker":"Carl Widger","startTime":1000.59,"endTime":1003.44,"body":"this on actually implementing"},{"speaker":"Carl Widger","startTime":1000.59,"endTime":1003.44,"body":"the regulation? And will there"},{"speaker":"Carl Widger","startTime":1003.44,"endTime":1007.64,"body":"be, you know, inspections, when"},{"speaker":"Carl Widger","startTime":1003.44,"endTime":1007.64,"body":"the refines How was, is there"},{"speaker":"Carl Widger","startTime":1007.64,"endTime":1012.68,"body":"any indication as to how they're"},{"speaker":"Carl Widger","startTime":1007.64,"endTime":1012.68,"body":"going to actually implement the"},{"speaker":"Carl Widger","startTime":1012.74,"endTime":1013.73,"body":"regulation? Yeah,"},{"speaker":"Alan Smith","startTime":1013.76,"endTime":1015.89,"body":"the narrative that's"},{"speaker":"Alan Smith","startTime":1013.76,"endTime":1015.89,"body":"come from the regulatory see"},{"speaker":"Alan Smith","startTime":1015.89,"endTime":1019.1,"body":"some of the letters they've"},{"speaker":"Alan Smith","startTime":1015.89,"endTime":1019.1,"body":"issued a dear CEO letter, you"},{"speaker":"Alan Smith","startTime":1019.1,"endTime":1020.72,"body":"might be familiar with this"},{"speaker":"Alan Smith","startTime":1019.1,"endTime":1020.72,"body":"concept, the right out to"},{"speaker":"Alan Smith","startTime":1020.72,"endTime":1024.35,"body":"everyone, we've pretty much"},{"speaker":"Alan Smith","startTime":1020.72,"endTime":1024.35,"body":"everyone has received one. And"},{"speaker":"Alan Smith","startTime":1024.86,"endTime":1029.18,"body":"the words are pretty robust,"},{"speaker":"Alan Smith","startTime":1024.86,"endTime":1029.18,"body":"hard hitting sort of long lines,"},{"speaker":"Alan Smith","startTime":1029.18,"endTime":1032.78,"body":"as you know, beyond Make no"},{"speaker":"Alan Smith","startTime":1029.18,"endTime":1032.78,"body":"mistake, we will be following"},{"speaker":"Alan Smith","startTime":1032.78,"endTime":1035.72,"body":"this up, we'll be in axing where"},{"speaker":"Alan Smith","startTime":1032.78,"endTime":1035.72,"body":"we see things we'll be visiting,"},{"speaker":"Alan Smith","startTime":1035.72,"endTime":1039.08,"body":"we will be we're increasing our"},{"speaker":"Alan Smith","startTime":1035.72,"endTime":1039.08,"body":"resources. Okay. There's another"},{"speaker":"Alan Smith","startTime":1039.08,"endTime":1043.91,"body":"thing that they've said. It just"},{"speaker":"Alan Smith","startTime":1039.08,"endTime":1043.91,"body":"is kind of data driven. So"},{"speaker":"Alan Smith","startTime":1043.94,"endTime":1046.4,"body":"vulnerable clients is an issue."},{"speaker":"Alan Smith","startTime":1043.94,"endTime":1046.4,"body":"You know, everyone's got"},{"speaker":"Alan Smith","startTime":1046.4,"endTime":1049.82,"body":"vulnerable clients, and you're"},{"speaker":"Alan Smith","startTime":1046.4,"endTime":1049.82,"body":"deaf, and actually everyone"},{"speaker":"Alan Smith","startTime":1049.85,"endTime":1053.57,"body":"according to the data, but the"},{"speaker":"Alan Smith","startTime":1049.85,"endTime":1053.57,"body":"vast majority of human beings"},{"speaker":"Alan Smith","startTime":1053.57,"endTime":1055.97,"body":"will be vulnerable by the"},{"speaker":"Alan Smith","startTime":1053.57,"endTime":1055.97,"body":"definition at some point in"},{"speaker":"Alan Smith","startTime":1055.97,"endTime":1058.97,"body":"their life. So they've done the"},{"speaker":"Alan Smith","startTime":1055.97,"endTime":1058.97,"body":"research and something like"},{"speaker":"Alan Smith","startTime":1058.97,"endTime":1062.87,"body":"69% 70% of stockbrokers"},{"speaker":"Alan Smith","startTime":1058.97,"endTime":1062.87,"body":"discretionary managers say they"},{"speaker":"Alan Smith","startTime":1062.87,"endTime":1066.98,"body":"have 00 vulnerable clients. And"},{"speaker":"Alan Smith","startTime":1062.87,"endTime":1066.98,"body":"by definition, that can't be"},{"speaker":"Alan Smith","startTime":1066.98,"endTime":1070.25,"body":"right. So they're really"},{"speaker":"Alan Smith","startTime":1066.98,"endTime":1070.25,"body":"focusing on that. And it's sort"},{"speaker":"Alan Smith","startTime":1070.25,"endTime":1072.77,"body":"of their median. So it's only"},{"speaker":"Alan Smith","startTime":1070.25,"endTime":1072.77,"body":"been in place, you know, a few"},{"speaker":"Alan Smith","startTime":1072.77,"endTime":1074.54,"body":"months, and they're really"},{"speaker":"Alan Smith","startTime":1072.77,"endTime":1074.54,"body":"coming back with it, their"},{"speaker":"Alan Smith","startTime":1074.54,"endTime":1077.27,"body":"feedback, their data, that's the"},{"speaker":"Alan Smith","startTime":1074.54,"endTime":1077.27,"body":"unacceptable, unacceptable."},{"speaker":"Alan Smith","startTime":1077.42,"endTime":1079.43,"body":"We've all been putting"},{"speaker":"Alan Smith","startTime":1077.42,"endTime":1079.43,"body":"resources. I think it's a great"},{"speaker":"Alan Smith","startTime":1079.43,"endTime":1082.25,"body":"thing for businesses like ours"},{"speaker":"Alan Smith","startTime":1079.43,"endTime":1082.25,"body":"and others who will start"},{"speaker":"Carl Widger","startTime":1082.25,"endTime":1083.81,"body":"was the point I was"},{"speaker":"Carl Widger","startTime":1082.25,"endTime":1083.81,"body":"going to make like, I mean,"},{"speaker":"Carl Widger","startTime":1083.81,"endTime":1087.83,"body":"surely this is, you know, if"},{"speaker":"Carl Widger","startTime":1083.81,"endTime":1087.83,"body":"you're doing financial planning,"},{"speaker":"Carl Widger","startTime":1087.83,"endTime":1091.61,"body":"lead, financial planning, low"},{"speaker":"Carl Widger","startTime":1087.83,"endTime":1091.61,"body":"cost funds, that kind of stuff."},{"speaker":"Carl Widger","startTime":1091.7,"endTime":1096.05,"body":"Surely, this has to be a"},{"speaker":"Carl Widger","startTime":1091.7,"endTime":1096.05,"body":"massive, massive opportunity."},{"speaker":"Carl Widger","startTime":1096.89,"endTime":1105.23,"body":"Essentially, Irish market? No, I"},{"speaker":"Carl Widger","startTime":1096.89,"endTime":1105.23,"body":"think I would be gone. Yeah. I"},{"speaker":"Carl Widger","startTime":1105.23,"endTime":1111.47,"body":"think it might even be 90%. So"},{"speaker":"Carl Widger","startTime":1105.23,"endTime":1111.47,"body":"look, does the client win out of"},{"speaker":"Carl Widger","startTime":1111.47,"endTime":1115.13,"body":"this? Yes, the client definitely"},{"speaker":"Carl Widger","startTime":1111.47,"endTime":1115.13,"body":"does. Therefore, this is a good"},{"speaker":"Carl Widger","startTime":1115.13,"endTime":1119.12,"body":"thing. I've always extolled the"},{"speaker":"Carl Widger","startTime":1115.13,"endTime":1119.12,"body":"virtue of proper proper"},{"speaker":"Carl Widger","startTime":1119.12,"endTime":1121.97,"body":"corporate governance, and"},{"speaker":"Carl Widger","startTime":1119.12,"endTime":1121.97,"body":"looking after the client first,"},{"speaker":"Carl Widger","startTime":1122.0,"endTime":1125.66,"body":"and I think this can only be a"},{"speaker":"Carl Widger","startTime":1122.0,"endTime":1125.66,"body":"good thing. Albeit I appreciate"},{"speaker":"Carl Widger","startTime":1125.87,"endTime":1129.17,"body":"it has meant an awful lot of"},{"speaker":"Carl Widger","startTime":1125.87,"endTime":1129.17,"body":"extra work for everybody in the"},{"speaker":"Carl Widger","startTime":1129.17,"endTime":1132.95,"body":"UK market. But I'd love to see"},{"speaker":"Carl Widger","startTime":1129.17,"endTime":1132.95,"body":"the Irish regulator following"},{"speaker":"Carl Widger","startTime":1132.95,"endTime":1135.68,"body":"suit and doing something seminar"},{"speaker":"Carl Widger","startTime":1132.95,"endTime":1135.68,"body":"really, really, really good."},{"speaker":"Alan Smith","startTime":1136.76,"endTime":1137.93,"body":"Any thoughts?"},{"speaker":"Alan Smith","startTime":1136.76,"endTime":1137.93,"body":"Nicolas?"},{"speaker":"Nick Lincoln","startTime":1139.25,"endTime":1142.97,"body":"No, I mean, I felt"},{"speaker":"Nick Lincoln","startTime":1139.25,"endTime":1142.97,"body":"my blood pressure rising as you"},{"speaker":"Nick Lincoln","startTime":1143.0,"endTime":1146.81,"body":"describe your experience. I"},{"speaker":"Nick Lincoln","startTime":1143.0,"endTime":1146.81,"body":"mean, I yeah, I I consumed."},{"speaker":"Nick Lincoln","startTime":1147.26,"endTime":1149.09,"body":"There are definitely people in"},{"speaker":"Nick Lincoln","startTime":1147.26,"endTime":1149.09,"body":"this profession on the"},{"speaker":"Nick Lincoln","startTime":1149.09,"endTime":1151.82,"body":"industrial side of what we do"},{"speaker":"Nick Lincoln","startTime":1149.09,"endTime":1151.82,"body":"who charge way too much and"},{"speaker":"Nick Lincoln","startTime":1151.82,"endTime":1155.27,"body":"don't offer any value for it and"},{"speaker":"Nick Lincoln","startTime":1151.82,"endTime":1155.27,"body":"have done for you know, DFM"},{"speaker":"Nick Lincoln","startTime":1155.27,"endTime":1161.84,"body":"decades. SFS DFM you heard of"},{"speaker":"Nick Lincoln","startTime":1155.27,"endTime":1161.84,"body":"SFS DFM resorted not not for the"},{"speaker":"Nick Lincoln","startTime":1161.84,"endTime":1164.72,"body":"clients but for talking and"},{"speaker":"Nick Lincoln","startTime":1161.84,"endTime":1164.72,"body":"Petronella it's called visa"},{"speaker":"Nick Lincoln","startTime":1164.72,"endTime":1168.17,"body":"sorted by the exorbitant fees"},{"speaker":"Nick Lincoln","startTime":1164.72,"endTime":1168.17,"body":"they charge and these people can"},{"speaker":"Nick Lincoln","startTime":1168.17,"endTime":1170.63,"body":"reduce to them. But if I got a"},{"speaker":"Nick Lincoln","startTime":1168.17,"endTime":1170.63,"body":"letter from my platform saying"},{"speaker":"Nick Lincoln","startTime":1170.63,"endTime":1175.04,"body":"justify this fee I just don't"},{"speaker":"Nick Lincoln","startTime":1170.63,"endTime":1175.04,"body":"know how I react. I don't think"},{"speaker":"Nick Lincoln","startTime":1175.04,"endTime":1176.96,"body":"I'd react particularly well to"},{"speaker":"Nick Lincoln","startTime":1175.04,"endTime":1176.96,"body":"it. I have to say"},{"speaker":"Alan Smith","startTime":1178.1,"endTime":1181.28,"body":"you can but you just"},{"speaker":"Alan Smith","startTime":1178.1,"endTime":1181.28,"body":"you just you do a two line email"},{"speaker":"Alan Smith","startTime":1181.28,"endTime":1185.54,"body":"response and then move on."},{"speaker":"Alan Smith","startTime":1181.28,"endTime":1185.54,"body":"That's all you need. It's all"},{"speaker":"Alan Smith","startTime":1185.54,"endTime":1188.12,"body":"you need. And then the two word"},{"speaker":"Alan Smith","startTime":1185.54,"endTime":1188.12,"body":"response"},{"speaker":"Andy Hart","startTime":1188.33,"endTime":1191.0,"body":"you'll do more than"},{"speaker":"Andy Hart","startTime":1188.33,"endTime":1191.0,"body":"enough Nick as you know, you"},{"speaker":"Andy Hart","startTime":1191.0,"endTime":1193.52,"body":"know financial planning lead"},{"speaker":"Andy Hart","startTime":1191.0,"endTime":1193.52,"body":"portfolios, blah, blah,"},{"speaker":"Alan Smith","startTime":1193.55,"endTime":1197.45,"body":"of course course he"},{"speaker":"Alan Smith","startTime":1193.55,"endTime":1197.45,"body":"is. So so we all Yeah, so you"},{"speaker":"Alan Smith","startTime":1197.45,"endTime":1199.7,"body":"know the good the good news is"},{"speaker":"Alan Smith","startTime":1197.45,"endTime":1199.7,"body":"if a firm like ours, which has"},{"speaker":"Alan Smith","startTime":1199.7,"endTime":1204.14,"body":"been doing All yours gets the"},{"speaker":"Alan Smith","startTime":1199.7,"endTime":1204.14,"body":"letter then and we're getting"},{"speaker":"Alan Smith","startTime":1204.14,"endTime":1207.8,"body":"examined, then, you know, the"},{"speaker":"Alan Smith","startTime":1204.14,"endTime":1207.8,"body":"rest of the market is none of"},{"speaker":"Alan Smith","startTime":1207.8,"endTime":1209.96,"body":"this stuff what their answers"},{"speaker":"Alan Smith","startTime":1207.8,"endTime":1209.96,"body":"are going to be will be"},{"speaker":"Alan Smith","startTime":1209.96,"endTime":1210.5,"body":"interesting."},{"speaker":"Carl Widger","startTime":1210.68,"endTime":1215.06,"body":"How? What's the"},{"speaker":"Carl Widger","startTime":1210.68,"endTime":1215.06,"body":"percentage of firms? Nevermind"},{"speaker":"Carl Widger","startTime":1215.06,"endTime":1219.47,"body":"the D. FM's and the bigger firms"},{"speaker":"Carl Widger","startTime":1215.06,"endTime":1219.47,"body":"but of the IFA market who are"},{"speaker":"Carl Widger","startTime":1219.47,"endTime":1222.29,"body":"actually doing cash flow"},{"speaker":"Carl Widger","startTime":1219.47,"endTime":1222.29,"body":"modeling real financial"},{"speaker":"Carl Widger","startTime":1222.29,"endTime":1225.35,"body":"planning, as we would describe"},{"speaker":"Carl Widger","startTime":1222.29,"endTime":1225.35,"body":"it, like, is there still a big"},{"speaker":"Carl Widger","startTime":1225.35,"endTime":1228.86,"body":"lag? Is there still Yeah, one or"},{"speaker":"Carl Widger","startTime":1225.35,"endTime":1228.86,"body":"two are not doing it?"},{"speaker":"Andy Hart","startTime":1230.18,"endTime":1233.21,"body":"If I was being very"},{"speaker":"Andy Hart","startTime":1230.18,"endTime":1233.21,"body":"generous, I'd probably say 20%."},{"speaker":"Andy Hart","startTime":1233.24,"endTime":1236.6,"body":"If I was being quite"},{"speaker":"Andy Hart","startTime":1233.24,"endTime":1236.6,"body":"pessimistic, it could be as low"},{"speaker":"Andy Hart","startTime":1236.6,"endTime":1240.02,"body":"as 10%. You know, we were in a"},{"speaker":"Andy Hart","startTime":1236.6,"endTime":1240.02,"body":"slightly different bubble,"},{"speaker":"Andy Hart","startTime":1240.02,"endTime":1242.87,"body":"aren't we? But but but a lot of"},{"speaker":"Andy Hart","startTime":1240.02,"endTime":1242.87,"body":"them are obviously embracing it,"},{"speaker":"Andy Hart","startTime":1242.87,"endTime":1245.39,"body":"they know it is the future. So"},{"speaker":"Andy Hart","startTime":1242.87,"endTime":1245.39,"body":"they are accelerating that"},{"speaker":"Andy Hart","startTime":1245.39,"endTime":1246.41,"body":"journey towards it."},{"speaker":"Carl Widger","startTime":1248.39,"endTime":1250.25,"body":"There's one thing"},{"speaker":"Carl Widger","startTime":1248.39,"endTime":1250.25,"body":"knowing is the future. And"},{"speaker":"Carl Widger","startTime":1250.25,"endTime":1253.01,"body":"there's another thing the"},{"speaker":"Carl Widger","startTime":1250.25,"endTime":1253.01,"body":"regular telling you it is the"},{"speaker":"Carl Widger","startTime":1253.01,"endTime":1256.46,"body":"future. And if you don't do it,"},{"speaker":"Carl Widger","startTime":1253.01,"endTime":1256.46,"body":"you're not going to be allowed"},{"speaker":"Carl Widger","startTime":1256.52,"endTime":1261.26,"body":"advice slides like this is"},{"speaker":"Carl Widger","startTime":1256.52,"endTime":1261.26,"body":"massive, massive, huge, huge."},{"speaker":"Nick Lincoln","startTime":1261.38,"endTime":1263.36,"body":"Yeah. And now"},{"speaker":"Nick Lincoln","startTime":1261.38,"endTime":1263.36,"body":"there are some well known brands"},{"speaker":"Nick Lincoln","startTime":1263.36,"endTime":1265.55,"body":"in this in this country,"},{"speaker":"Nick Lincoln","startTime":1263.36,"endTime":1265.55,"body":"certainly who say they do cash"},{"speaker":"Nick Lincoln","startTime":1265.55,"endTime":1266.63,"body":"flow modeling and just that"},{"speaker":"Andy Hart","startTime":1266.63,"endTime":1269.66,"body":"they pay lip service."},{"speaker":"Andy Hart","startTime":1266.63,"endTime":1269.66,"body":"So you think your mic is a bit"},{"speaker":"Andy Hart","startTime":1269.78,"endTime":1273.77,"body":"your mics, a bit scratchy, so"},{"speaker":"Andy Hart","startTime":1269.78,"endTime":1273.77,"body":"maybe trying to speak a bit"},{"speaker":"Andy Hart","startTime":1273.83,"endTime":1275.15,"body":"quieter, anyway."},{"speaker":"Carl Widger","startTime":1278.06,"endTime":1279.35,"body":"Or we'll just go on"},{"speaker":"Carl Widger","startTime":1278.06,"endTime":1279.35,"body":"to three."},{"speaker":"Carl Widger","startTime":1284.48,"endTime":1287.42,"body":"Really, really, really, really"},{"speaker":"Carl Widger","startTime":1284.48,"endTime":1287.42,"body":"interesting, soft things"},{"speaker":"Nick Lincoln","startTime":1288.47,"endTime":1290.3,"body":"in the show notes,"},{"speaker":"Nick Lincoln","startTime":1288.47,"endTime":1290.3,"body":"but with the FCA letter"},{"speaker":"Nick Lincoln","startTime":1290.42,"endTime":1293.57,"body":"recovered about the fee"},{"speaker":"Nick Lincoln","startTime":1290.42,"endTime":1293.57,"body":"justification put in there by"},{"speaker":"Nick Lincoln","startTime":1293.57,"endTime":1297.5,"body":"Smith. Okay, now, Morningstar"},{"speaker":"Nick Lincoln","startTime":1293.57,"endTime":1297.5,"body":"came out with an article though"},{"speaker":"Nick Lincoln","startTime":1297.68,"endTime":1299.99,"body":"they do every year she new"},{"speaker":"Nick Lincoln","startTime":1297.68,"endTime":1299.99,"body":"research on safe withdrawal"},{"speaker":"Nick Lincoln","startTime":1300.02,"endTime":1303.14,"body":"withdrawal rates that was put"},{"speaker":"Nick Lincoln","startTime":1300.02,"endTime":1303.14,"body":"into the show notes by somebody"},{"speaker":"Nick Lincoln","startTime":1303.14,"endTime":1305.93,"body":"else. But apparently I've now"},{"speaker":"Nick Lincoln","startTime":1303.14,"endTime":1305.93,"body":"been tagged with it. So I can"},{"speaker":"Nick Lincoln","startTime":1305.93,"endTime":1311.45,"body":"talk about it. Bizarrely, the"},{"speaker":"Nick Lincoln","startTime":1305.93,"endTime":1311.45,"body":"Morningstar site, their safest"},{"speaker":"Nick Lincoln","startTime":1311.45,"endTime":1317.18,"body":"portfolio for a 30 year 30 year"},{"speaker":"Nick Lincoln","startTime":1311.45,"endTime":1317.18,"body":"retirement portfolio, with the"},{"speaker":"Nick Lincoln","startTime":1317.18,"endTime":1321.68,"body":"highest withdrawal rate is one"},{"speaker":"Nick Lincoln","startTime":1317.18,"endTime":1321.68,"body":"that has 20% in equities, and"},{"speaker":"Nick Lincoln","startTime":1321.71,"endTime":1325.49,"body":"80% in fixed income and their"},{"speaker":"Nick Lincoln","startTime":1321.71,"endTime":1325.49,"body":"premises. Well, that's the"},{"speaker":"Nick Lincoln","startTime":1325.52,"endTime":1328.16,"body":"current goes into yesterday,"},{"speaker":"Nick Lincoln","startTime":1325.52,"endTime":1328.16,"body":"bond yields are now so much"},{"speaker":"Nick Lincoln","startTime":1328.16,"endTime":1330.5,"body":"higher than they were a year ago"},{"speaker":"Nick Lincoln","startTime":1328.16,"endTime":1330.5,"body":"or two years or even five years"},{"speaker":"Nick Lincoln","startTime":1330.5,"endTime":1333.26,"body":"ago, you can have way more, but"},{"speaker":"Nick Lincoln","startTime":1330.5,"endTime":1333.26,"body":"I still don't get it, I still do"},{"speaker":"Nick Lincoln","startTime":1333.26,"endTime":1338.63,"body":"not understand how a 30 year"},{"speaker":"Nick Lincoln","startTime":1333.26,"endTime":1338.63,"body":"portfolio predominantly"},{"speaker":"Nick Lincoln","startTime":1338.63,"endTime":1342.8,"body":"massively in fixed income can"},{"speaker":"Nick Lincoln","startTime":1338.63,"endTime":1342.8,"body":"cope with rising lifestyle"},{"speaker":"Nick Lincoln","startTime":1342.8,"endTime":1345.8,"body":"costs. It just doesn't. You can"},{"speaker":"Nick Lincoln","startTime":1342.8,"endTime":1345.8,"body":"obviously they got all the"},{"speaker":"Nick Lincoln","startTime":1345.8,"endTime":1348.62,"body":"research and they've have these"},{"speaker":"Nick Lincoln","startTime":1345.8,"endTime":1348.62,"body":"guardrails and the assumptions"},{"speaker":"Nick Lincoln","startTime":1348.62,"endTime":1351.08,"body":"they make and so forth. But to"},{"speaker":"Nick Lincoln","startTime":1348.62,"endTime":1351.08,"body":"me, I just think that's"},{"speaker":"Nick Lincoln","startTime":1351.08,"endTime":1356.99,"body":"nonsense. And so a 20, a 2080,"},{"speaker":"Nick Lincoln","startTime":1351.08,"endTime":1356.99,"body":"portfolio, 20%, equities, 8%"},{"speaker":"Nick Lincoln","startTime":1356.99,"endTime":1360.86,"body":"bonds, the withdrawal rate is"},{"speaker":"Nick Lincoln","startTime":1356.99,"endTime":1360.86,"body":"4%. They say over 30 years, and"},{"speaker":"Nick Lincoln","startTime":1360.86,"endTime":1364.58,"body":"you have a 90% success rate of"},{"speaker":"Nick Lincoln","startTime":1360.86,"endTime":1364.58,"body":"the portfolio outliving the"},{"speaker":"Nick Lincoln","startTime":1364.58,"endTime":1368.24,"body":"person. Whereas 100% equity"},{"speaker":"Nick Lincoln","startTime":1364.58,"endTime":1368.24,"body":"portfolio has a withdrawal rate"},{"speaker":"Nick Lincoln","startTime":1368.24,"endTime":1373.07,"body":"of 3.3%, over 30 years, I got a"},{"speaker":"Nick Lincoln","startTime":1368.24,"endTime":1373.07,"body":"to me it just I just I maybe I'm"},{"speaker":"Nick Lincoln","startTime":1373.07,"endTime":1377.33,"body":"thick, fixed income, rising"},{"speaker":"Nick Lincoln","startTime":1373.07,"endTime":1377.33,"body":"lifestyle cost, you know, the"},{"speaker":"Nick Lincoln","startTime":1377.33,"endTime":1379.64,"body":"dissonance in my head is just"},{"speaker":"Nick Lincoln","startTime":1377.33,"endTime":1379.64,"body":"too much. I can't I can't"},{"speaker":"Nick Lincoln","startTime":1379.64,"endTime":1381.92,"body":"compute that. I don't know if"},{"speaker":"Nick Lincoln","startTime":1379.64,"endTime":1381.92,"body":"you guys have any feelings on"},{"speaker":"Nick Lincoln","startTime":1381.92,"endTime":1383.36,"body":"this on this report this report."},{"speaker":"Alan Smith","startTime":1416.19,"endTime":1418.68,"body":"Yeah, I just it was"},{"speaker":"Alan Smith","startTime":1416.19,"endTime":1418.68,"body":"me who put it in to the show"},{"speaker":"Alan Smith","startTime":1418.68,"endTime":1422.67,"body":"notes, because I read it a few"},{"speaker":"Alan Smith","startTime":1418.68,"endTime":1422.67,"body":"days ago. And I mean, these"},{"speaker":"Alan Smith","startTime":1422.67,"endTime":1427.35,"body":"things come out all the time. It"},{"speaker":"Alan Smith","startTime":1422.67,"endTime":1427.35,"body":"just feels somewhat distanced"},{"speaker":"Alan Smith","startTime":1427.35,"endTime":1429.99,"body":"from the real life practical"},{"speaker":"Alan Smith","startTime":1427.35,"endTime":1429.99,"body":"experience of working with other"},{"speaker":"Alan Smith","startTime":1429.99,"endTime":1433.1399999999999,"body":"clients and human beings."},{"speaker":"Alan Smith","startTime":1429.99,"endTime":1433.1399999999999,"body":"Because there's a phrase I can't"},{"speaker":"Alan Smith","startTime":1433.1399999999999,"endTime":1436.29,"body":"quite remember it. But it's"},{"speaker":"Alan Smith","startTime":1433.1399999999999,"endTime":1436.29,"body":"something like, it's like naive"},{"speaker":"Alan Smith","startTime":1436.29,"endTime":1439.35,"body":"precision, because the amount of"},{"speaker":"Alan Smith","startTime":1436.29,"endTime":1439.35,"body":"precision is built into this. It"},{"speaker":"Alan Smith","startTime":1439.35,"endTime":1443.01,"body":"says something like you've got"},{"speaker":"Alan Smith","startTime":1439.35,"endTime":1443.01,"body":"this range of portfolios 100%,"},{"speaker":"Alan Smith","startTime":1443.01,"endTime":1445.11,"body":"equities all the way through,"},{"speaker":"Alan Smith","startTime":1443.01,"endTime":1445.11,"body":"and it's there, then it gives"},{"speaker":"Alan Smith","startTime":1445.11,"endTime":1448.1399999999999,"body":"you in terms of that with safe"},{"speaker":"Alan Smith","startTime":1445.11,"endTime":1448.1399999999999,"body":"withdrawal rate talks about"},{"speaker":"Alan Smith","startTime":1448.1399999999999,"endTime":1453.93,"body":"3.1% 3.4% 3.6% based. And it's"},{"speaker":"Alan Smith","startTime":1448.1399999999999,"endTime":1453.93,"body":"just, it's just, it's trying to"},{"speaker":"Alan Smith","startTime":1453.93,"endTime":1457.08,"body":"put human beings into a"},{"speaker":"Alan Smith","startTime":1453.93,"endTime":1457.08,"body":"spreadsheet. And guess what"},{"speaker":"Alan Smith","startTime":1457.08,"endTime":1460.92,"body":"Morningstar it just doesn't"},{"speaker":"Alan Smith","startTime":1457.08,"endTime":1460.92,"body":"work? Because it doesn't, we've"},{"speaker":"Alan Smith","startTime":1460.92,"endTime":1462.96,"body":"talked about this before. And no"},{"speaker":"Alan Smith","startTime":1460.92,"endTime":1462.96,"body":"doubt, we'll talk about it"},{"speaker":"Alan Smith","startTime":1462.96,"endTime":1466.2,"body":"again. And this is another"},{"speaker":"Alan Smith","startTime":1462.96,"endTime":1466.2,"body":"message for the younger trappers"},{"speaker":"Alan Smith","startTime":1466.2,"endTime":1468.6299999999999,"body":"listening in who get caught up"},{"speaker":"Alan Smith","startTime":1466.2,"endTime":1468.6299999999999,"body":"and read this stuff, and then"},{"speaker":"Alan Smith","startTime":1468.6299999999999,"endTime":1473.97,"body":"try to optimize for precision"},{"speaker":"Alan Smith","startTime":1468.6299999999999,"endTime":1473.97,"body":"and efficiency and have a 3.156%"},{"speaker":"Alan Smith","startTime":1474.0,"endTime":1476.6399999999999,"body":"withdrawal rate for their"},{"speaker":"Alan Smith","startTime":1474.0,"endTime":1476.6399999999999,"body":"client. And then guess what the"},{"speaker":"Alan Smith","startTime":1476.6399999999999,"endTime":1479.73,"body":"client gets ill or the client"},{"speaker":"Alan Smith","startTime":1476.6399999999999,"endTime":1479.73,"body":"gets divorced, or the tax rates"},{"speaker":"Alan Smith","startTime":1479.73,"endTime":1486.6599999999999,"body":"go up 10% Or just life happens."},{"speaker":"Alan Smith","startTime":1479.73,"endTime":1486.6599999999999,"body":"And that you often say this is"},{"speaker":"Alan Smith","startTime":1486.99,"endTime":1489.6599999999999,"body":"this is an art as well as a"},{"speaker":"Alan Smith","startTime":1486.99,"endTime":1489.6599999999999,"body":"science. This is the science"},{"speaker":"Alan Smith","startTime":1489.6599999999999,"endTime":1492.0,"body":"part of it. The Morningstar,"},{"speaker":"Alan Smith","startTime":1489.6599999999999,"endTime":1492.0,"body":"talking about fine, they provide"},{"speaker":"Alan Smith","startTime":1492.0,"endTime":1496.2,"body":"you a ground, a framework, and"},{"speaker":"Alan Smith","startTime":1492.0,"endTime":1496.2,"body":"some grounding. But the art part"},{"speaker":"Alan Smith","startTime":1496.2,"endTime":1498.48,"body":"of it is far more important"},{"speaker":"Alan Smith","startTime":1496.2,"endTime":1498.48,"body":"because the art is about the"},{"speaker":"Alan Smith","startTime":1498.48,"endTime":1503.76,"body":"human experience. And so I would"},{"speaker":"Alan Smith","startTime":1498.48,"endTime":1503.76,"body":"read this sort of stuff, and"},{"speaker":"Alan Smith","startTime":1503.76,"endTime":1508.44,"body":"then dismiss it. Not not not"},{"speaker":"Alan Smith","startTime":1503.76,"endTime":1508.44,"body":"sort of not not, you know,"},{"speaker":"Alan Smith","startTime":1508.44,"endTime":1510.48,"body":"rudely, but I think that's"},{"speaker":"Alan Smith","startTime":1508.44,"endTime":1510.48,"body":"interesting, but it doesn't"},{"speaker":"Alan Smith","startTime":1510.48,"endTime":1513.75,"body":"apply to every client on a day"},{"speaker":"Alan Smith","startTime":1510.48,"endTime":1513.75,"body":"to day basis."},{"speaker":"Nick Lincoln","startTime":1513.87,"endTime":1515.73,"body":"It's always done"},{"speaker":"Nick Lincoln","startTime":1513.87,"endTime":1515.73,"body":"by people who aren't"},{"speaker":"Nick Lincoln","startTime":1515.73,"endTime":1518.25,"body":"practitioners. I know I go on"},{"speaker":"Nick Lincoln","startTime":1515.73,"endTime":1518.25,"body":"about the broken record, but"},{"speaker":"Nick Lincoln","startTime":1518.25,"endTime":1522.72,"body":"this is their sort of boffins."},{"speaker":"Nick Lincoln","startTime":1518.25,"endTime":1522.72,"body":"They're the techs who come out"},{"speaker":"Nick Lincoln","startTime":1522.72,"endTime":1524.7,"body":"with this stuff that just don't"},{"speaker":"Nick Lincoln","startTime":1522.72,"endTime":1524.7,"body":"it doesn't have that much"},{"speaker":"Nick Lincoln","startTime":1524.7,"endTime":1527.97,"body":"relation to the to the real"},{"speaker":"Nick Lincoln","startTime":1524.7,"endTime":1527.97,"body":"world. You know, easy example is"},{"speaker":"Nick Lincoln","startTime":1527.97,"endTime":1530.01,"body":"you got to retire a couple and"},{"speaker":"Nick Lincoln","startTime":1527.97,"endTime":1530.01,"body":"maybe they were drawing at sea"},{"speaker":"Nick Lincoln","startTime":1530.04,"endTime":1533.73,"body":"7% from their portfolio, but"},{"speaker":"Nick Lincoln","startTime":1530.04,"endTime":1533.73,"body":"it'll come down to four or 5%"},{"speaker":"Nick Lincoln","startTime":1533.73,"endTime":1535.8899999999999,"body":"when their state pensions kick"},{"speaker":"Nick Lincoln","startTime":1533.73,"endTime":1535.8899999999999,"body":"in, or when their final set."},{"speaker":"Nick Lincoln","startTime":1536.1599999999999,"endTime":1539.1299999999999,"body":"It's just this, oh, it's gonna"},{"speaker":"Nick Lincoln","startTime":1536.1599999999999,"endTime":1539.1299999999999,"body":"be 4% for the next 30 years, and"},{"speaker":"Nick Lincoln","startTime":1539.1299999999999,"endTime":1542.76,"body":"we think that's safe. It's just,"},{"speaker":"Nick Lincoln","startTime":1539.1299999999999,"endTime":1542.76,"body":"that's just so disconnected from"},{"speaker":"Nick Lincoln","startTime":1542.76,"endTime":1542.94,"body":"what we"},{"speaker":"Carl Widger","startTime":1543.51,"endTime":1545.61,"body":"experienced, like"},{"speaker":"Carl Widger","startTime":1543.51,"endTime":1545.61,"body":"life doesn't go on a straight"},{"speaker":"Carl Widger","startTime":1545.61,"endTime":1550.26,"body":"line. It's not. And it's I love"},{"speaker":"Carl Widger","startTime":1545.61,"endTime":1550.26,"body":"the science and art. But you"},{"speaker":"Carl Widger","startTime":1550.26,"endTime":1552.33,"body":"know, do you know what this"},{"speaker":"Carl Widger","startTime":1550.26,"endTime":1552.33,"body":"reminded me of? When I read it?"},{"speaker":"Carl Widger","startTime":1552.33,"endTime":1557.73,"body":"It was like, probably less than"},{"speaker":"Carl Widger","startTime":1552.33,"endTime":1557.73,"body":"before now. But like, do you"},{"speaker":"Carl Widger","startTime":1557.73,"endTime":1560.79,"body":"remember back early 2000?"},{"speaker":"Carl Widger","startTime":1557.73,"endTime":1560.79,"body":"Certainly, in Ireland, we had"},{"speaker":"Carl Widger","startTime":1560.79,"endTime":1564.33,"body":"like loads of fund managers"},{"speaker":"Carl Widger","startTime":1560.79,"endTime":1564.33,"body":"saying, here's what we're going"},{"speaker":"Carl Widger","startTime":1564.33,"endTime":1568.5,"body":"to do, we're going to do a new"},{"speaker":"Carl Widger","startTime":1564.33,"endTime":1568.5,"body":"strategy based on a spreadsheet"},{"speaker":"Carl Widger","startTime":1568.5,"endTime":1572.7,"body":"that tells us if we did the"},{"speaker":"Carl Widger","startTime":1568.5,"endTime":1572.7,"body":"strategy for the last 510 15"},{"speaker":"Carl Widger","startTime":1572.7,"endTime":1576.21,"body":"years, it's going to work on it"},{"speaker":"Carl Widger","startTime":1572.7,"endTime":1576.21,"body":"never works, because things"},{"speaker":"Carl Widger","startTime":1576.21,"endTime":1580.71,"body":"change. And as Alan says, you"},{"speaker":"Carl Widger","startTime":1576.21,"endTime":1580.71,"body":"know, life just happens. And"},{"speaker":"Carl Widger","startTime":1580.71,"endTime":1584.1299999999999,"body":"when when, when life goes in"},{"speaker":"Carl Widger","startTime":1580.71,"endTime":1584.1299999999999,"body":"transition money moves, that"},{"speaker":"Carl Widger","startTime":1584.1299999999999,"endTime":1590.07,"body":"famous Mitch Anthony phrase, you"},{"speaker":"Carl Widger","startTime":1584.1299999999999,"endTime":1590.07,"body":"know, trying to find linear"},{"speaker":"Carl Widger","startTime":1590.85,"endTime":1597.78,"body":"solutions in people's families,"},{"speaker":"Carl Widger","startTime":1590.85,"endTime":1597.78,"body":"financial plans, it can't work,"},{"speaker":"Carl Widger","startTime":1597.81,"endTime":1601.2,"body":"it does not work, it will never"},{"speaker":"Carl Widger","startTime":1597.81,"endTime":1601.2,"body":"work. That is why financial real"},{"speaker":"Carl Widger","startTime":1601.2,"endTime":1606.03,"body":"financial planning is a process."},{"speaker":"Carl Widger","startTime":1601.2,"endTime":1606.03,"body":"It is not a one and done. And I"},{"speaker":"Carl Widger","startTime":1606.03,"endTime":1610.2,"body":"think there's some links to this"},{"speaker":"Carl Widger","startTime":1606.03,"endTime":1610.2,"body":"in terms of a question that's"},{"speaker":"Carl Widger","startTime":1610.2,"endTime":1613.02,"body":"going to be asked later on,"},{"speaker":"Carl Widger","startTime":1610.2,"endTime":1613.02,"body":"because, you know, reviewing"},{"speaker":"Carl Widger","startTime":1613.59,"endTime":1618.57,"body":"financial planning for a family"},{"speaker":"Carl Widger","startTime":1613.59,"endTime":1618.57,"body":"on an annual basis is so, so"},{"speaker":"Carl Widger","startTime":1618.57,"endTime":1622.5,"body":"important, and that's your AGM."},{"speaker":"Carl Widger","startTime":1618.57,"endTime":1622.5,"body":"But ATMs happen, you know, when"},{"speaker":"Carl Widger","startTime":1622.5,"endTime":1625.86,"body":"when stuff happens in your life,"},{"speaker":"Carl Widger","startTime":1622.5,"endTime":1625.86,"body":"you gotta, you gotta you gotta"},{"speaker":"Carl Widger","startTime":1625.86,"endTime":1629.76,"body":"just step in, reviewed a"},{"speaker":"Carl Widger","startTime":1625.86,"endTime":1629.76,"body":"financial plan and make changes"},{"speaker":"Carl Widger","startTime":1630.03,"endTime":1630.33,"body":"like"},{"speaker":"Nick Lincoln","startTime":1630.33,"endTime":1632.6399999999999,"body":"that car like"},{"speaker":"Nick Lincoln","startTime":1630.33,"endTime":1632.6399999999999,"body":"that. Yeah, we you know, there's"},{"speaker":"Nick Lincoln","startTime":1632.6399999999999,"endTime":1635.34,"body":"one world it's all just AGM and"},{"speaker":"Nick Lincoln","startTime":1632.6399999999999,"endTime":1635.34,"body":"everything. everything's hunky"},{"speaker":"Nick Lincoln","startTime":1635.34,"endTime":1638.04,"body":"dory. But in the real world,"},{"speaker":"Nick Lincoln","startTime":1635.34,"endTime":1638.04,"body":"there's lots of EDMS that come"},{"speaker":"Nick Lincoln","startTime":1638.04,"endTime":1642.81,"body":"up, Breakaway frame. Okay, so"},{"speaker":"Nick Lincoln","startTime":1638.04,"endTime":1642.81,"body":"the next thing Oh, Mr. Smith,"},{"speaker":"Nick Lincoln","startTime":1642.81,"endTime":1644.85,"body":"you're going to bring some filth"},{"speaker":"Nick Lincoln","startTime":1642.81,"endTime":1644.85,"body":"into the conversation."},{"speaker":"Alan Smith","startTime":1647.3999999999999,"endTime":1654.99,"body":"I posted it in our"},{"speaker":"Alan Smith","startTime":1647.3999999999999,"endTime":1654.99,"body":"notes. Yeah, hope the lawyers"},{"speaker":"Alan Smith","startTime":1654.99,"endTime":1660.6299999999999,"body":"aren't listening. This is just"},{"speaker":"Alan Smith","startTime":1654.99,"endTime":1660.6299999999999,"body":"something I just I travel,"},{"speaker":"Alan Smith","startTime":1661.2,"endTime":1663.48,"body":"travel to London Underground and"},{"speaker":"Alan Smith","startTime":1661.2,"endTime":1663.48,"body":"came down to the tube station"},{"speaker":"Alan Smith","startTime":1663.48,"endTime":1667.23,"body":"the other day, a bank station in"},{"speaker":"Alan Smith","startTime":1663.48,"endTime":1667.23,"body":"the City of London, where 1000s,"},{"speaker":"Alan Smith","startTime":1667.23,"endTime":1671.31,"body":"hundreds of 1000s of people pass"},{"speaker":"Alan Smith","startTime":1667.23,"endTime":1671.31,"body":"through everyday. And I see this"},{"speaker":"Alan Smith","startTime":1671.31,"endTime":1677.43,"body":"massive billboard for a company"},{"speaker":"Alan Smith","startTime":1671.31,"endTime":1677.43,"body":"called tick mill, tick mill.com."},{"speaker":"Alan Smith","startTime":1678.03,"endTime":1681.6299999999999,"body":"And effectively, they're an"},{"speaker":"Alan Smith","startTime":1678.03,"endTime":1681.6299999999999,"body":"online trading platform. And"},{"speaker":"Alan Smith","startTime":1681.6599999999999,"endTime":1686.3999999999999,"body":"they say Auckland accounts,"},{"speaker":"Alan Smith","startTime":1681.6599999999999,"endTime":1686.3999999999999,"body":"takes two seconds, and make"},{"speaker":"Alan Smith","startTime":1686.3999999999999,"endTime":1690.78,"body":"loads of money and trade trades,"},{"speaker":"Alan Smith","startTime":1686.3999999999999,"endTime":1690.78,"body":"contact Contracts for Difference"},{"speaker":"Alan Smith","startTime":1690.78,"endTime":1695.94,"body":"wherever they are on trade"},{"speaker":"Alan Smith","startTime":1690.78,"endTime":1695.94,"body":"options, leveraged trading, and"},{"speaker":"Alan Smith","startTime":1695.94,"endTime":1698.79,"body":"a borrow money and live and all"},{"speaker":"Alan Smith","startTime":1695.94,"endTime":1698.79,"body":"this sort of stuff. And so I"},{"speaker":"Alan Smith","startTime":1698.79,"endTime":1701.52,"body":"just I look at this as a manual,"},{"speaker":"Alan Smith","startTime":1698.79,"endTime":1701.52,"body":"you see people looking at it,"},{"speaker":"Alan Smith","startTime":1701.85,"endTime":1704.43,"body":"the point of advertising is it"},{"speaker":"Alan Smith","startTime":1701.85,"endTime":1704.43,"body":"tends to work otherwise people"},{"speaker":"Alan Smith","startTime":1704.43,"endTime":1707.22,"body":"wouldn't, you know, wouldn't"},{"speaker":"Alan Smith","startTime":1704.43,"endTime":1707.22,"body":"advertise. And so 1000s 1000"},{"speaker":"Alan Smith","startTime":1707.22,"endTime":1711.36,"body":"people pass by. So you go online"},{"speaker":"Alan Smith","startTime":1707.22,"endTime":1711.36,"body":"are quickly checked their"},{"speaker":"Alan Smith","startTime":1711.36,"endTime":1714.51,"body":"website, you know, it does see"},{"speaker":"Alan Smith","startTime":1711.36,"endTime":1714.51,"body":"or be it in a kind of disclaimer"},{"speaker":"Alan Smith","startTime":1714.51,"endTime":1719.1299999999999,"body":"down the book down the bottom"},{"speaker":"Alan Smith","startTime":1714.51,"endTime":1719.1299999999999,"body":"70% of investors lose money"},{"speaker":"Alan Smith","startTime":1719.1299999999999,"endTime":1724.3799999999999,"body":"using our services 70% lose,"},{"speaker":"Alan Smith","startTime":1719.1299999999999,"endTime":1724.3799999999999,"body":"because they have to have some"},{"speaker":"Alan Smith","startTime":1724.3799999999999,"endTime":1728.07,"body":"disclaimer, you look at it that"},{"speaker":"Alan Smith","startTime":1724.3799999999999,"endTime":1728.07,"body":"way. That led me to look at a"},{"speaker":"Alan Smith","startTime":1728.07,"endTime":1730.17,"body":"couple of other ones. There's"},{"speaker":"Alan Smith","startTime":1728.07,"endTime":1730.17,"body":"another one I can't remember"},{"speaker":"Alan Smith","startTime":1730.17,"endTime":1733.8899999999999,"body":"their name, but they say 86% of"},{"speaker":"Alan Smith","startTime":1730.17,"endTime":1733.8899999999999,"body":"investors lose money, eventually"},{"speaker":"Alan Smith","startTime":1733.8899999999999,"endTime":1736.35,"body":"that it depends on the time"},{"speaker":"Alan Smith","startTime":1733.8899999999999,"endTime":1736.35,"body":"horizon, you talk yeah, it's"},{"speaker":"Alan Smith","startTime":1736.35,"endTime":1740.79,"body":"close, closer to 99 It's close"},{"speaker":"Alan Smith","startTime":1736.35,"endTime":1740.79,"body":"to one. And goes yeah, if you go"},{"speaker":"Alan Smith","startTime":1740.79,"endTime":1744.12,"body":"if you go into the into the"},{"speaker":"Alan Smith","startTime":1740.79,"endTime":1744.12,"body":"years, 99% people lose money and"},{"speaker":"Alan Smith","startTime":1744.12,"endTime":1747.69,"body":"just a pure gambling company,"},{"speaker":"Alan Smith","startTime":1744.12,"endTime":1747.69,"body":"and even those who make money,"},{"speaker":"Alan Smith","startTime":1748.11,"endTime":1752.43,"body":"investors. Some other report I"},{"speaker":"Alan Smith","startTime":1748.11,"endTime":1752.43,"body":"saw coming out of the US it's"},{"speaker":"Alan Smith","startTime":1752.43,"endTime":1757.6499999999999,"body":"equivalent to gambling was point"},{"speaker":"Alan Smith","startTime":1752.43,"endTime":1757.6499999999999,"body":"0001 Whatever it was, because"},{"speaker":"Alan Smith","startTime":1757.6499999999999,"endTime":1761.7,"body":"that's the nature of of you"},{"speaker":"Alan Smith","startTime":1757.6499999999999,"endTime":1761.7,"body":"know, distribution of outcomes."},{"speaker":"Alan Smith","startTime":1762.33,"endTime":1765.3,"body":"And just Data Statistics some"},{"speaker":"Alan Smith","startTime":1762.33,"endTime":1765.3,"body":"people some one in a million"},{"speaker":"Alan Smith","startTime":1765.3,"endTime":1767.61,"body":"makes a fortune, you know, one"},{"speaker":"Alan Smith","startTime":1765.3,"endTime":1767.61,"body":"to 10 million win the lottery,"},{"speaker":"Alan Smith","startTime":1767.6399999999999,"endTime":1770.8799999999999,"body":"etc. But even those a small"},{"speaker":"Alan Smith","startTime":1767.6399999999999,"endTime":1770.8799999999999,"body":"amount that do make money is"},{"speaker":"Alan Smith","startTime":1770.8799999999999,"endTime":1773.49,"body":"kind of equivalent to minimum"},{"speaker":"Alan Smith","startTime":1770.8799999999999,"endTime":1773.49,"body":"wage, you get you doing more"},{"speaker":"Alan Smith","startTime":1773.49,"endTime":1775.77,"body":"work in in McDonald's, you know,"},{"speaker":"Alan Smith","startTime":1773.49,"endTime":1775.77,"body":"for the for the time you spend."},{"speaker":"Alan Smith","startTime":1775.77,"endTime":1780.6299999999999,"body":"So earlier on, I was giving some"},{"speaker":"Alan Smith","startTime":1775.77,"endTime":1780.6299999999999,"body":"kind of general positive faint"},{"speaker":"Alan Smith","startTime":1780.6299999999999,"endTime":1783.54,"body":"praise towards the regulator,"},{"speaker":"Alan Smith","startTime":1780.6299999999999,"endTime":1783.54,"body":"the FCA that now I'm going to"},{"speaker":"Alan Smith","startTime":1783.54,"endTime":1786.57,"body":"criticize them because this this"},{"speaker":"Alan Smith","startTime":1783.54,"endTime":1786.57,"body":"is an approved advertisement"},{"speaker":"Alan Smith","startTime":1787.1399999999999,"endTime":1791.7,"body":"that is going to create"},{"speaker":"Alan Smith","startTime":1787.1399999999999,"endTime":1791.7,"body":"meaningful misery, misery,"},{"speaker":"Alan Smith","startTime":1791.7,"endTime":1795.78,"body":"negative outcomes and harm to"},{"speaker":"Alan Smith","startTime":1791.7,"endTime":1795.78,"body":"retail customers and investors"},{"speaker":"Alan Smith","startTime":1795.78,"endTime":1798.57,"body":"because I tell you, people are"},{"speaker":"Alan Smith","startTime":1795.78,"endTime":1798.57,"body":"you know, it's tough times out"},{"speaker":"Alan Smith","startTime":1798.57,"endTime":1800.79,"body":"there, there is a cost of living"},{"speaker":"Alan Smith","startTime":1798.57,"endTime":1800.79,"body":"crisis things are going on. If"},{"speaker":"Alan Smith","startTime":1800.79,"endTime":1803.67,"body":"you've got like a small amount"},{"speaker":"Alan Smith","startTime":1800.79,"endTime":1803.67,"body":"to spend you think I can trade"},{"speaker":"Alan Smith","startTime":1803.67,"endTime":1807.81,"body":"my way into good financial"},{"speaker":"Alan Smith","startTime":1803.67,"endTime":1807.81,"body":"outcomes. And you open an"},{"speaker":"Alan Smith","startTime":1807.81,"endTime":1810.21,"body":"account and no doubt obviously"},{"speaker":"Alan Smith","startTime":1807.81,"endTime":1810.21,"body":"didn't do it know that it takes"},{"speaker":"Alan Smith","startTime":1810.21,"endTime":1812.61,"body":"two seconds to open an account"},{"speaker":"Alan Smith","startTime":1810.21,"endTime":1812.61,"body":"will be very quick and efficient"},{"speaker":"Alan Smith","startTime":1812.61,"endTime":1815.01,"body":"and sleek, it won't be some of"},{"speaker":"Alan Smith","startTime":1812.61,"endTime":1815.01,"body":"the stuff we have to do in the"},{"speaker":"Alan Smith","startTime":1815.01,"endTime":1818.7,"body":"hopes we have to jump through."},{"speaker":"Alan Smith","startTime":1815.01,"endTime":1818.7,"body":"And so I think the regulator"},{"speaker":"Alan Smith","startTime":1818.7,"endTime":1820.95,"body":"ought to clamp clamp down on"},{"speaker":"Alan Smith","startTime":1818.7,"endTime":1820.95,"body":"this stuff. If you're a serious"},{"speaker":"Alan Smith","startTime":1820.95,"endTime":1824.07,"body":"professional investor, you know,"},{"speaker":"Alan Smith","startTime":1820.95,"endTime":1824.07,"body":"have a party knock yourself out."},{"speaker":"Alan Smith","startTime":1824.37,"endTime":1827.37,"body":"But if you're an average punter"},{"speaker":"Alan Smith","startTime":1824.37,"endTime":1827.37,"body":"going through bank tube station"},{"speaker":"Alan Smith","startTime":1827.43,"endTime":1829.86,"body":"and think that's a good idea,"},{"speaker":"Alan Smith","startTime":1827.43,"endTime":1829.86,"body":"I'll open this up on my phone"},{"speaker":"Alan Smith","startTime":1830.04,"endTime":1832.8899999999999,"body":"You're destined for a world of"},{"speaker":"Alan Smith","startTime":1830.04,"endTime":1832.8899999999999,"body":"hurt my friend. So"},{"speaker":"Carl Widger","startTime":1834.089,"endTime":1835.709,"body":"the other thing"},{"speaker":"Carl Widger","startTime":1834.089,"endTime":1835.709,"body":"like not only will they lose"},{"speaker":"Carl Widger","startTime":1835.709,"endTime":1838.289,"body":"their money that they put in,"},{"speaker":"Carl Widger","startTime":1835.709,"endTime":1838.289,"body":"like, if you're doing CFDs with"},{"speaker":"Carl Widger","startTime":1838.289,"endTime":1842.849,"body":"leverage, you're you've you've"},{"speaker":"Carl Widger","startTime":1838.289,"endTime":1842.849,"body":"got these dreaded margin calls."},{"speaker":"Carl Widger","startTime":1842.879,"endTime":1844.259,"body":"Yeah. Well,"},{"speaker":"Alan Smith","startTime":1844.26,"endTime":1846.1499999999999,"body":"it's no limits, no"},{"speaker":"Alan Smith","startTime":1844.26,"endTime":1846.1499999999999,"body":"limits your downside, if you"},{"speaker":"Alan Smith","startTime":1846.1499999999999,"endTime":1847.35,"body":"just put money,"},{"speaker":"Andy Hart","startTime":1847.74,"endTime":1849.57,"body":"like someone's"},{"speaker":"Andy Hart","startTime":1847.74,"endTime":1849.57,"body":"talking from experience their"},{"speaker":"Andy Hart","startTime":1849.57,"endTime":1853.2,"body":"call. Just"},{"speaker":"Nick Lincoln","startTime":1854.61,"endTime":1856.83,"body":"in the meantime,"},{"speaker":"Nick Lincoln","startTime":1854.61,"endTime":1856.83,"body":"you know, just make sure you can"},{"speaker":"Nick Lincoln","startTime":1856.83,"endTime":1858.3,"body":"justify your fees. Yeah,"},{"speaker":"Nick Lincoln","startTime":1856.83,"endTime":1858.3,"body":"whenever"},{"speaker":"Andy Hart","startTime":1860.55,"endTime":1862.86,"body":"there is a cost of"},{"speaker":"Andy Hart","startTime":1860.55,"endTime":1862.86,"body":"living crisis, I could tell that"},{"speaker":"Andy Hart","startTime":1863.28,"endTime":1866.67,"body":"Alan's a gray shirt. Anyway,"},{"speaker":"Andy Hart","startTime":1863.28,"endTime":1866.67,"body":"back to Nick."},{"speaker":"Nick Lincoln","startTime":1868.4099999999999,"endTime":1871.53,"body":"session with a"},{"speaker":"Nick Lincoln","startTime":1868.4099999999999,"endTime":1871.53,"body":"shirt. Okay, moving on. So"},{"speaker":"Nick Lincoln","startTime":1871.53,"endTime":1876.96,"body":"advisor asset is a platform that"},{"speaker":"Nick Lincoln","startTime":1871.53,"endTime":1876.96,"body":"enables you to do your due"},{"speaker":"Nick Lincoln","startTime":1876.96,"endTime":1879.6,"body":"diligence and pension switch"},{"speaker":"Nick Lincoln","startTime":1876.96,"endTime":1879.6,"body":"comparisons, it's got a"},{"speaker":"Nick Lincoln","startTime":1879.6,"endTime":1882.18,"body":"reduction in yield calculation,"},{"speaker":"Nick Lincoln","startTime":1879.6,"endTime":1882.18,"body":"I'm gonna use it for my platform"},{"speaker":"Nick Lincoln","startTime":1882.18,"endTime":1884.79,"body":"due diligence, it's used by a"},{"speaker":"Nick Lincoln","startTime":1882.18,"endTime":1884.79,"body":"number of ifas. And they just"},{"speaker":"Nick Lincoln","startTime":1884.79,"endTime":1887.73,"body":"got a new, a new thing where"},{"speaker":"Nick Lincoln","startTime":1884.79,"endTime":1887.73,"body":"they I think, on a daily basis"},{"speaker":"Nick Lincoln","startTime":1887.73,"endTime":1890.79,"body":"with might be a bit too much for"},{"speaker":"Nick Lincoln","startTime":1887.73,"endTime":1890.79,"body":"people, but they curate all the"},{"speaker":"Nick Lincoln","startTime":1891.03,"endTime":1893.3999999999999,"body":"announcements from platforms and"},{"speaker":"Nick Lincoln","startTime":1891.03,"endTime":1893.3999999999999,"body":"insurance companies in one"},{"speaker":"Nick Lincoln","startTime":1893.3999999999999,"endTime":1896.34,"body":"email. So if that's a way of"},{"speaker":"Nick Lincoln","startTime":1893.3999999999999,"endTime":1896.34,"body":"keeping in contact with the"},{"speaker":"Nick Lincoln","startTime":1896.34,"endTime":1898.98,"body":"industry, and the professional,"},{"speaker":"Nick Lincoln","startTime":1896.34,"endTime":1898.98,"body":"you might want to do that, I'll"},{"speaker":"Nick Lincoln","startTime":1898.98,"endTime":1901.26,"body":"put a link to it in the so"},{"speaker":"Nick Lincoln","startTime":1898.98,"endTime":1901.26,"body":"called show notes. And you just"},{"speaker":"Nick Lincoln","startTime":1901.26,"endTime":1903.84,"body":"say sign me up for your"},{"speaker":"Nick Lincoln","startTime":1901.26,"endTime":1903.84,"body":"communications targeting UK"},{"speaker":"Nick Lincoln","startTime":1903.84,"endTime":1906.93,"body":"financial advisors is not the"},{"speaker":"Nick Lincoln","startTime":1903.84,"endTime":1906.93,"body":"best landing page, you've got to"},{"speaker":"Nick Lincoln","startTime":1906.93,"endTime":1909.3899999999999,"body":"type them in the box. And that"},{"speaker":"Nick Lincoln","startTime":1906.93,"endTime":1909.3899999999999,"body":"will come into your inbox and as"},{"speaker":"Nick Lincoln","startTime":1909.3899999999999,"endTime":1912.42,"body":"a way of keeping in touch if you"},{"speaker":"Nick Lincoln","startTime":1909.3899999999999,"endTime":1912.42,"body":"don't, so I don't listen to I"},{"speaker":"Nick Lincoln","startTime":1912.42,"endTime":1914.55,"body":"don't really read so much new"},{"speaker":"Nick Lincoln","startTime":1912.42,"endTime":1914.55,"body":"model advisor anymore or any"},{"speaker":"Nick Lincoln","startTime":1914.55,"endTime":1918.03,"body":"that those publications so much."},{"speaker":"Nick Lincoln","startTime":1914.55,"endTime":1918.03,"body":"So there you go. Just another"},{"speaker":"Nick Lincoln","startTime":1918.03,"endTime":1922.56,"body":"source of data. Mr. Hart, you're"},{"speaker":"Nick Lincoln","startTime":1918.03,"endTime":1922.56,"body":"now going to finagle hotel shock"},{"speaker":"Nick Lincoln","startTime":1922.56,"endTime":1924.69,"body":"a lot into financial services"},{"speaker":"Nick Lincoln","startTime":1922.56,"endTime":1924.69,"body":"make it relevant for our"},{"speaker":"Nick Lincoln","startTime":1924.69,"endTime":1925.92,"body":"TRAPPIST audience go."},{"speaker":"Andy Hart","startTime":1926.97,"endTime":1929.1299999999999,"body":"Yeah, this is just a"},{"speaker":"Andy Hart","startTime":1926.97,"endTime":1929.1299999999999,"body":"very brief point. But hotel"},{"speaker":"Andy Hart","startTime":1929.1299999999999,"endTime":1932.61,"body":"shock allow the famous luxury"},{"speaker":"Andy Hart","startTime":1929.1299999999999,"endTime":1932.61,"body":"Chocolatier has been recently"},{"speaker":"Andy Hart","startTime":1932.61,"endTime":1937.05,"body":"sold to Mars for very inflated"},{"speaker":"Andy Hart","startTime":1932.61,"endTime":1937.05,"body":"price compared to its share"},{"speaker":"Andy Hart","startTime":1937.05,"endTime":1940.59,"body":"price before the news came out."},{"speaker":"Andy Hart","startTime":1937.05,"endTime":1940.59,"body":"So sold for about 500 million."},{"speaker":"Andy Hart","startTime":1941.22,"endTime":1944.58,"body":"And it was just the thing that"},{"speaker":"Andy Hart","startTime":1941.22,"endTime":1944.58,"body":"struck me was the founder of"},{"speaker":"Andy Hart","startTime":1944.61,"endTime":1949.17,"body":"this company has been very"},{"speaker":"Andy Hart","startTime":1944.61,"endTime":1949.17,"body":"outspoken about how authentic he"},{"speaker":"Andy Hart","startTime":1949.17,"endTime":1953.46,"body":"and his brand is. And he was"},{"speaker":"Andy Hart","startTime":1949.17,"endTime":1953.46,"body":"sort of ganging up against Yeah,"},{"speaker":"Andy Hart","startTime":1953.46,"endTime":1957.96,"body":"I guess. Yes. Yeah, it was a"},{"speaker":"Andy Hart","startTime":1953.46,"endTime":1957.96,"body":"close personal friend."},{"speaker":"Alan Smith","startTime":1960.27,"endTime":1962.22,"body":"Nick, you're off,"},{"speaker":"Alan Smith","startTime":1960.27,"endTime":1962.22,"body":"you're off color to"},{"speaker":"Andy Hart","startTime":1962.22,"endTime":1969.6,"body":"Slack and his lack of"},{"speaker":"Andy Hart","startTime":1962.22,"endTime":1969.6,"body":"Yes. So they sold to Mars for a"},{"speaker":"Andy Hart","startTime":1969.6,"endTime":1972.3899999999999,"body":"soul to Mars for 500 million."},{"speaker":"Andy Hart","startTime":1969.6,"endTime":1972.3899999999999,"body":"It's the whole selling out"},{"speaker":"Andy Hart","startTime":1972.3899999999999,"endTime":1976.59,"body":"concept that, again, financial"},{"speaker":"Andy Hart","startTime":1972.3899999999999,"endTime":1976.59,"body":"advisor business owners have to,"},{"speaker":"Andy Hart","startTime":1976.68,"endTime":1979.2,"body":"you know, navigate that"},{"speaker":"Andy Hart","startTime":1976.68,"endTime":1979.2,"body":"themselves. You know, integrity"},{"speaker":"Andy Hart","startTime":1979.2,"endTime":1982.5,"body":"will cost you a fortune, but"},{"speaker":"Andy Hart","startTime":1979.2,"endTime":1982.5,"body":"it's worth every penny. That's"},{"speaker":"Andy Hart","startTime":1982.5,"endTime":1986.67,"body":"this another one. Another one"},{"speaker":"Andy Hart","startTime":1982.5,"endTime":1986.67,"body":"that you I gave you embellished"},{"speaker":"Andy Hart","startTime":1986.67,"endTime":1992.01,"body":"anyway, so innocent drink sold"},{"speaker":"Andy Hart","startTime":1986.67,"endTime":1992.01,"body":"to Coca Cola, Costa Coffee sold"},{"speaker":"Andy Hart","startTime":1992.01,"endTime":1996.45,"body":"to McDonald's. You know, it's"},{"speaker":"Andy Hart","startTime":1992.01,"endTime":1996.45,"body":"the business narrative that, you"},{"speaker":"Andy Hart","startTime":1996.45,"endTime":1999.57,"body":"know, is ever present, isn't it?"},{"speaker":"Andy Hart","startTime":1996.45,"endTime":1999.57,"body":"You know, new startups come"},{"speaker":"Andy Hart","startTime":1999.57,"endTime":2002.6299999999999,"body":"along. And then, and then"},{"speaker":"Andy Hart","startTime":1999.57,"endTime":2002.6299999999999,"body":"companies with that are slow"},{"speaker":"Andy Hart","startTime":2048.71,"endTime":2052.31,"body":"learners with deep pockets and"},{"speaker":"Andy Hart","startTime":2048.71,"endTime":2052.31,"body":"not buying them. gave you?"},{"speaker":"Andy Hart","startTime":2052.76,"endTime":2055.55,"body":"That's that's basically how it"},{"speaker":"Andy Hart","startTime":2052.76,"endTime":2055.55,"body":"works. So I just thought I'd"},{"speaker":"Andy Hart","startTime":2055.55,"endTime":2058.1,"body":"mentioned if is in relation to"},{"speaker":"Andy Hart","startTime":2055.55,"endTime":2058.1,"body":"financial advisors, obviously,"},{"speaker":"Andy Hart","startTime":2058.1,"endTime":2062.09,"body":"they have that dilemma of who do"},{"speaker":"Andy Hart","startTime":2058.1,"endTime":2062.09,"body":"they sell to? Because for years,"},{"speaker":"Andy Hart","startTime":2062.09,"endTime":2065.51,"body":"they've been banging on about,"},{"speaker":"Andy Hart","startTime":2062.09,"endTime":2065.51,"body":"you know, their story and the"},{"speaker":"Andy Hart","startTime":2065.51,"endTime":2068.24,"body":"startups and you know, they do"},{"speaker":"Andy Hart","startTime":2065.51,"endTime":2068.24,"body":"things into, you know, with high"},{"speaker":"Andy Hart","startTime":2068.24,"endTime":2071.21,"body":"integrity, and then, you know, a"},{"speaker":"Andy Hart","startTime":2068.24,"endTime":2071.21,"body":"big check comes along and things"},{"speaker":"Andy Hart","startTime":2071.21,"endTime":2074.54,"body":"might change. So, yeah, that's"},{"speaker":"Andy Hart","startTime":2071.21,"endTime":2074.54,"body":"my final point on it. anyone"},{"speaker":"Andy Hart","startTime":2074.57,"endTime":2075.59,"body":"wish to sign it in?"},{"speaker":"Nick Lincoln","startTime":2079.25,"endTime":2082.13,"body":"Tumbleweed. Okay."},{"speaker":"Nick Lincoln","startTime":2079.25,"endTime":2082.13,"body":"Thank you. Very interesting."},{"speaker":"Nick Lincoln","startTime":2082.13,"endTime":2082.7,"body":"Andrew, move on."},{"speaker":"Andy Hart","startTime":2082.73,"endTime":2085.22,"body":"You intentionally did"},{"speaker":"Andy Hart","startTime":2082.73,"endTime":2085.22,"body":"that, lads. I'll get you back."},{"speaker":"Andy Hart","startTime":2085.22,"endTime":2085.55,"body":"All right."},{"speaker":"Carl Widger","startTime":2088.58,"endTime":2094.07,"body":"Yes, we did. Leave"},{"speaker":"Carl Widger","startTime":2088.58,"endTime":2094.07,"body":"on our invoice leave it."},{"speaker":"Nick Lincoln","startTime":2095.66,"endTime":2098.54,"body":"Okay, quick plug"},{"speaker":"Nick Lincoln","startTime":2095.66,"endTime":2098.54,"body":"for my if a foreign thing is now"},{"speaker":"Nick Lincoln","startTime":2098.54,"endTime":2102.56,"body":"about 350 advisers and"},{"speaker":"Nick Lincoln","startTime":2098.54,"endTime":2102.56,"body":"paraplanners. And people in the"},{"speaker":"Nick Lincoln","startTime":2102.56,"endTime":2105.5,"body":"advice chain, a very good Google"},{"speaker":"Nick Lincoln","startTime":2102.56,"endTime":2105.5,"body":"group that you might want to"},{"speaker":"Nick Lincoln","startTime":2105.5,"endTime":2107.72,"body":"consider signing up for if"},{"speaker":"Nick Lincoln","startTime":2105.5,"endTime":2107.72,"body":"especially if you work on your"},{"speaker":"Nick Lincoln","startTime":2107.72,"endTime":2111.26,"body":"own. And you just want to have a"},{"speaker":"Nick Lincoln","startTime":2107.72,"endTime":2111.26,"body":"forum where you can post"},{"speaker":"Nick Lincoln","startTime":2111.26,"endTime":2115.43,"body":"questions to get answers. It"},{"speaker":"Nick Lincoln","startTime":2111.26,"endTime":2115.43,"body":"just works. And I'll put a link"},{"speaker":"Nick Lincoln","startTime":2115.43,"endTime":2116.51,"body":"to in the show notes. Yes, Andy."},{"speaker":"Andy Hart","startTime":2117.08,"endTime":2119.42,"body":"Yeah, just to follow"},{"speaker":"Andy Hart","startTime":2117.08,"endTime":2119.42,"body":"up on that is absolutely"},{"speaker":"Andy Hart","startTime":2119.42,"endTime":2123.14,"body":"brilliant. It's very, very"},{"speaker":"Andy Hart","startTime":2119.42,"endTime":2123.14,"body":"technical. so practical. You"},{"speaker":"Andy Hart","startTime":2123.14,"endTime":2125.33,"body":"know, a lot of the other forums"},{"speaker":"Andy Hart","startTime":2123.14,"endTime":2125.33,"body":"are just, you know, high level"},{"speaker":"Andy Hart","startTime":2125.33,"endTime":2128.96,"body":"wishy washy. This is like bang,"},{"speaker":"Andy Hart","startTime":2125.33,"endTime":2128.96,"body":"I need a real good steer on this"},{"speaker":"Andy Hart","startTime":2128.96,"endTime":2131.48,"body":"really technical thing that I"},{"speaker":"Andy Hart","startTime":2128.96,"endTime":2131.48,"body":"know someone in this group is"},{"speaker":"Andy Hart","startTime":2131.48,"endTime":2134.12,"body":"going to help me out with. So if"},{"speaker":"Andy Hart","startTime":2131.48,"endTime":2134.12,"body":"you are listening to this, and"},{"speaker":"Andy Hart","startTime":2134.12,"endTime":2137.33,"body":"you are a UK advisor, Irish"},{"speaker":"Andy Hart","startTime":2134.12,"endTime":2137.33,"body":"advisor, obviously can join but"},{"speaker":"Andy Hart","startTime":2137.33,"endTime":2139.7599999999998,"body":"yeah, definitely do. Do join and"},{"speaker":"Andy Hart","startTime":2137.33,"endTime":2139.7599999999998,"body":"go out of your way to find out"},{"speaker":"Andy Hart","startTime":2139.7599999999998,"endTime":2143.21,"body":"how to do it. Thanks. Thanks for"},{"speaker":"Andy Hart","startTime":2139.7599999999998,"endTime":2143.21,"body":"sending in our.cc/ifa"},{"speaker":"Nick Lincoln","startTime":2143.209,"endTime":2144.709,"body":"forum, but I'll"},{"speaker":"Nick Lincoln","startTime":2143.209,"endTime":2144.709,"body":"put a link to in the show notes."},{"speaker":"Nick Lincoln","startTime":2144.709,"endTime":2149.449,"body":"Thank you for the kind words Mr."},{"speaker":"Nick Lincoln","startTime":2144.709,"endTime":2149.449,"body":"Hart. Mr. Smith. FinTech launch."},{"speaker":"Alan Smith","startTime":2151.159,"endTime":2154.8489999999997,"body":"Yeah, just a quick"},{"speaker":"Alan Smith","startTime":2151.159,"endTime":2154.8489999999997,"body":"one. I love the whole concept of"},{"speaker":"Alan Smith","startTime":2154.8489999999997,"endTime":2157.759,"body":"entrepreneurship and startups"},{"speaker":"Alan Smith","startTime":2154.8489999999997,"endTime":2157.759,"body":"and finding new ideas and new"},{"speaker":"Alan Smith","startTime":2157.759,"endTime":2161.089,"body":"businesses is amazing. Spend a"},{"speaker":"Alan Smith","startTime":2157.759,"endTime":2161.089,"body":"lot of my time in amongst an in"},{"speaker":"Alan Smith","startTime":2161.089,"endTime":2165.739,"body":"that in that world. But my heart"},{"speaker":"Alan Smith","startTime":2161.089,"endTime":2165.739,"body":"sinks a little bit when I see"},{"speaker":"Alan Smith","startTime":2165.739,"endTime":2172.219,"body":"yet another Fintech startup. So"},{"speaker":"Alan Smith","startTime":2165.739,"endTime":2172.219,"body":"when they call Andy tied tied"},{"speaker":"Alan Smith","startTime":2172.219,"endTime":2177.5589999999997,"body":"Bank is a title title says it is"},{"speaker":"Alan Smith","startTime":2172.219,"endTime":2177.5589999999997,"body":"tied, tied. So tide bank or a,"},{"speaker":"Alan Smith","startTime":2177.589,"endTime":2181.819,"body":"you know, one of these so called"},{"speaker":"Alan Smith","startTime":2177.589,"endTime":2181.819,"body":"challenger banks in the UK. And"},{"speaker":"Alan Smith","startTime":2181.819,"endTime":2184.909,"body":"I just noticed in one of the"},{"speaker":"Alan Smith","startTime":2181.819,"endTime":2184.909,"body":"tech publications last week,"},{"speaker":"Alan Smith","startTime":2185.449,"endTime":2189.019,"body":"they've raised 3 million pounds"},{"speaker":"Alan Smith","startTime":2185.449,"endTime":2189.019,"body":"from, you know, seed type"},{"speaker":"Alan Smith","startTime":2189.019,"endTime":2193.7889999999998,"body":"investors to launch a new online"},{"speaker":"Alan Smith","startTime":2189.019,"endTime":2193.7889999999998,"body":"digital wealth management to"},{"speaker":"Andy Hart","startTime":2193.7889999999998,"endTime":2196.159,"body":"disrupt the"},{"speaker":"Andy Hart","startTime":2193.7889999999998,"endTime":2196.159,"body":"traditional wealth management"},{"speaker":"Andy Hart","startTime":2196.189,"endTime":2197.479,"body":"industry, you know?"},{"speaker":"Alan Smith","startTime":2199.25,"endTime":2200.6,"body":"Yeah, yeah, exactly."},{"speaker":"Andy Hart","startTime":2200.93,"endTime":2202.25,"body":"Spend out further."},{"speaker":"Alan Smith","startTime":2205.37,"endTime":2209.0299999999997,"body":"Yeah, exactly. The,"},{"speaker":"Alan Smith","startTime":2205.37,"endTime":2209.0299999999997,"body":"who knows, they might be the"},{"speaker":"Alan Smith","startTime":2209.0299999999997,"endTime":2212.33,"body":"first ones to crack it. But"},{"speaker":"Alan Smith","startTime":2209.0299999999997,"endTime":2212.33,"body":"that, again, the narrative if"},{"speaker":"Alan Smith","startTime":2212.33,"endTime":2214.8199999999997,"body":"you read this story, and look,"},{"speaker":"Alan Smith","startTime":2212.33,"endTime":2214.8199999999997,"body":"there are some really smart"},{"speaker":"Alan Smith","startTime":2214.8199999999997,"endTime":2217.94,"body":"people who've had huge successes"},{"speaker":"Alan Smith","startTime":2214.8199999999997,"endTime":2217.94,"body":"through their own sort of tech"},{"speaker":"Alan Smith","startTime":2217.94,"endTime":2220.3399999999997,"body":"businesses and startups in the"},{"speaker":"Alan Smith","startTime":2217.94,"endTime":2220.3399999999997,"body":"past that are throwing money"},{"speaker":"Alan Smith","startTime":2220.37,"endTime":2224.06,"body":"into this. But once again,"},{"speaker":"Alan Smith","startTime":2220.37,"endTime":2224.06,"body":"they're going for low cost, the"},{"speaker":"Alan Smith","startTime":2224.06,"endTime":2225.35,"body":"same Wealth Management even"},{"speaker":"Andy Hart","startTime":2225.35,"endTime":2228.1099999999997,"body":"even for free, Elon,"},{"speaker":"Andy Hart","startTime":2225.35,"endTime":2228.1099999999997,"body":"even free some of the funds,"},{"speaker":"Andy Hart","startTime":2228.1099999999997,"endTime":2231.0499999999997,"body":"it's even worse, why don't they"},{"speaker":"Andy Hart","startTime":2228.1099999999997,"endTime":2231.0499999999997,"body":"just set up something really"},{"speaker":"Andy Hart","startTime":2231.0499999999997,"endTime":2234.2,"body":"good digital and charge"},{"speaker":"Andy Hart","startTime":2231.0499999999997,"endTime":2234.2,"body":"accordingly and be profitable,"},{"speaker":"Andy Hart","startTime":2234.44,"endTime":2237.35,"body":"that the consumers are not for"},{"speaker":"Andy Hart","startTime":2234.44,"endTime":2237.35,"body":"just paying nothing? They'll"},{"speaker":"Andy Hart","startTime":2237.35,"endTime":2240.89,"body":"happily pay for a service? It's"},{"speaker":"Andy Hart","startTime":2237.35,"endTime":2240.89,"body":"amazing. blows my mind? Sorry."},{"speaker":"Andy Hart","startTime":2241.52,"endTime":2241.8199999999997,"body":"But"},{"speaker":"Alan Smith","startTime":2241.8199999999997,"endTime":2245.6,"body":"no, it's a couple of"},{"speaker":"Alan Smith","startTime":2241.8199999999997,"endTime":2245.6,"body":"other points that you said. But"},{"speaker":"Alan Smith","startTime":2245.6,"endTime":2248.6,"body":"one of the one of your phrases"},{"speaker":"Alan Smith","startTime":2245.6,"endTime":2248.6,"body":"I'll give you this one was"},{"speaker":"Alan Smith","startTime":2248.6,"endTime":2253.8199999999997,"body":"people don't want cheap they"},{"speaker":"Alan Smith","startTime":2248.6,"endTime":2253.8199999999997,"body":"want safe strew. And you"},{"speaker":"Alan Smith","startTime":2253.8199999999997,"endTime":2259.0699999999997,"body":"mentioned Andy, pension B, who"},{"speaker":"Alan Smith","startTime":2253.8199999999997,"endTime":2259.0699999999997,"body":"charged What 7.7, which is"},{"speaker":"Alan Smith","startTime":2259.0699999999997,"endTime":2261.8599999999997,"body":"considered to be expensive 05."},{"speaker":"Andy Hart","startTime":2261.8889999999997,"endTime":2264.739,"body":"And they want to be a"},{"speaker":"Andy Hart","startTime":2261.8889999999997,"endTime":2264.739,"body":"profitable sustainable"},{"speaker":"Alan Smith","startTime":2264.739,"endTime":2266.719,"body":"company. Yes, there"},{"speaker":"Alan Smith","startTime":2264.739,"endTime":2266.719,"body":"seems to be I don't know if"},{"speaker":"Alan Smith","startTime":2266.719,"endTime":2268.8489999999997,"body":"they're in profit yet. But there"},{"speaker":"Alan Smith","startTime":2266.719,"endTime":2268.8489999999997,"body":"are listed business, they've got"},{"speaker":"Alan Smith","startTime":2268.8489999999997,"endTime":2271.6389999999997,"body":"the list and the London Stock"},{"speaker":"Alan Smith","startTime":2268.8489999999997,"endTime":2271.6389999999997,"body":"Exchange. And I would give them"},{"speaker":"Alan Smith","startTime":2271.6389999999997,"endTime":2273.979,"body":"more chance of survival than"},{"speaker":"Alan Smith","startTime":2271.6389999999997,"endTime":2273.979,"body":"some of these other companies"},{"speaker":"Alan Smith","startTime":2274.0389999999998,"endTime":2277.3689999999997,"body":"charging zero or a couple of"},{"speaker":"Alan Smith","startTime":2274.0389999999998,"endTime":2277.3689999999997,"body":"basis points for online"},{"speaker":"Alan Smith","startTime":2277.399,"endTime":2280.0389999999998,"body":"services. And interestingly, I"},{"speaker":"Alan Smith","startTime":2277.399,"endTime":2280.0389999999998,"body":"looked at something the other"},{"speaker":"Alan Smith","startTime":2280.0389999999998,"endTime":2284.689,"body":"day, these challenger banks,"},{"speaker":"Alan Smith","startTime":2280.0389999999998,"endTime":2284.689,"body":"tied Starling, a few others,"},{"speaker":"Alan Smith","startTime":2285.409,"endTime":2287.839,"body":"they make a lot of noise, but"},{"speaker":"Alan Smith","startTime":2285.409,"endTime":2287.839,"body":"they haven't made much inroad,"},{"speaker":"Alan Smith","startTime":2287.839,"endTime":2290.839,"body":"really into the kind of retail"},{"speaker":"Alan Smith","startTime":2287.839,"endTime":2290.839,"body":"banking segment, they're still"},{"speaker":"Alan Smith","startTime":2290.839,"endTime":2293.749,"body":"single digit percentage of the"},{"speaker":"Alan Smith","startTime":2290.839,"endTime":2293.749,"body":"entire market after you know,"},{"speaker":"Alan Smith","startTime":2293.749,"endTime":2297.319,"body":"1015 years or so. So they"},{"speaker":"Alan Smith","startTime":2293.749,"endTime":2297.319,"body":"haven't exactly disrupted. And I"},{"speaker":"Alan Smith","startTime":2297.319,"endTime":2300.1389999999997,"body":"think what will happen, what is"},{"speaker":"Alan Smith","startTime":2297.319,"endTime":2300.1389999999997,"body":"happening is a lot of the"},{"speaker":"Alan Smith","startTime":2300.169,"endTime":2303.019,"body":"incumbents, the big banks with"},{"speaker":"Alan Smith","startTime":2300.169,"endTime":2303.019,"body":"deep pockets, listed companies,"},{"speaker":"Alan Smith","startTime":2303.3489999999997,"endTime":2307.669,"body":"they'll begin to catch up on the"},{"speaker":"Alan Smith","startTime":2303.3489999999997,"endTime":2307.669,"body":"tech. You know, it's great to"},{"speaker":"Alan Smith","startTime":2307.669,"endTime":2311.419,"body":"have a competitive marketplace"},{"speaker":"Alan Smith","startTime":2307.669,"endTime":2311.419,"body":"but you see yet another online"},{"speaker":"Alan Smith","startTime":2311.419,"endTime":2314.689,"body":"digital platform being launched"},{"speaker":"Alan Smith","startTime":2311.419,"endTime":2314.689,"body":"when someone like Vanguard with"},{"speaker":"Alan Smith","startTime":2314.779,"endTime":2317.989,"body":"8 trillion of assets under"},{"speaker":"Alan Smith","startTime":2314.779,"endTime":2317.989,"body":"management can't make it work in"},{"speaker":"Alan Smith","startTime":2317.989,"endTime":2319.999,"body":"the UK, we noticed that we"},{"speaker":"Alan Smith","startTime":2317.989,"endTime":2319.999,"body":"talked about it last time. Can't"},{"speaker":"Alan Smith","startTime":2319.999,"endTime":2322.129,"body":"remember but we but we know that"},{"speaker":"Alan Smith","startTime":2319.999,"endTime":2322.129,"body":"they've closed down their"},{"speaker":"Alan Smith","startTime":2322.159,"endTime":2325.999,"body":"operation in Germany, which is"},{"speaker":"Alan Smith","startTime":2322.159,"endTime":2325.999,"body":"huge market bigger than the UK"},{"speaker":"Alan Smith","startTime":2325.999,"endTime":2328.489,"body":"in terms of what has 100 million"},{"speaker":"Alan Smith","startTime":2325.999,"endTime":2328.489,"body":"population so it must be a big"},{"speaker":"Alan Smith","startTime":2328.489,"endTime":2331.459,"body":"market. Vanguard can't make it"},{"speaker":"Alan Smith","startTime":2328.489,"endTime":2331.459,"body":"work in Germany can't make it"},{"speaker":"Alan Smith","startTime":2331.459,"endTime":2334.909,"body":"work in the UK. But yet another"},{"speaker":"Alan Smith","startTime":2331.459,"endTime":2334.909,"body":"startup thinks that they can"},{"speaker":"Alan Smith","startTime":2334.939,"endTime":2338.209,"body":"come in lower cost and even"},{"speaker":"Alan Smith","startTime":2334.939,"endTime":2338.209,"body":"Vanguard Yeah, so they're"},{"speaker":"Alan Smith","startTime":2338.209,"endTime":2340.969,"body":"offering wealth management for"},{"speaker":"Alan Smith","startTime":2338.209,"endTime":2340.969,"body":"free and I've got a 3 million"},{"speaker":"Alan Smith","startTime":2340.999,"endTime":2344.209,"body":"run rate. I mean, what could go"},{"speaker":"Alan Smith","startTime":2340.999,"endTime":2344.209,"body":"wrong either way, by the way, I"},{"speaker":"Alan Smith","startTime":2344.209,"endTime":2347.209,"body":"just looked through my notes not"},{"speaker":"Alan Smith","startTime":2344.209,"endTime":2347.209,"body":"tied bank tied is washing powder"},{"speaker":"Alan Smith","startTime":2347.299,"endTime":2349.7889999999998,"body":"is tandem. Tandem bank."},{"speaker":"Carl Widger","startTime":2351.259,"endTime":2355.519,"body":"That's why we know"},{"speaker":"Carl Widger","startTime":2351.259,"endTime":2355.519,"body":"why. We know why. Washing Powder"},{"speaker":"Carl Widger","startTime":2355.549,"endTime":2358.969,"body":"came up because we believe it or"},{"speaker":"Carl Widger","startTime":2355.549,"endTime":2358.969,"body":"not strapless. We're talking"},{"speaker":"Carl Widger","startTime":2358.969,"endTime":2362.269,"body":"about washing powder just before"},{"speaker":"Carl Widger","startTime":2358.969,"endTime":2362.269,"body":"we came on, weren't we Andrew?"},{"speaker":"Nick Lincoln","startTime":2364.1,"endTime":2369.08,"body":"We were getting"},{"speaker":"Nick Lincoln","startTime":2364.1,"endTime":2369.08,"body":"very childish Come on. Be nice"},{"speaker":"Nick Lincoln","startTime":2369.08,"endTime":2372.95,"body":"to each other. But yes."},{"speaker":"Nick Lincoln","startTime":2369.08,"endTime":2372.95,"body":"Certainly what it is well worth"},{"speaker":"Nick Lincoln","startTime":2372.95,"endTime":2374.69,"body":"putting in a white detergent."},{"speaker":"Andy Hart","startTime":2377.33,"endTime":2381.65,"body":"clothes in the"},{"speaker":"Andy Hart","startTime":2377.33,"endTime":2381.65,"body":"dishwasher. Listen, listen,"},{"speaker":"Andy Hart","startTime":2381.7999999999997,"endTime":2386.0899999999997,"body":"listen. Listen, listen. gray"},{"speaker":"Andy Hart","startTime":2381.7999999999997,"endTime":2386.0899999999997,"body":"shirt, gray shirt. You can't"},{"speaker":"Alan Smith","startTime":2386.089,"endTime":2390.409,"body":"say this is a gray"},{"speaker":"Alan Smith","startTime":2386.089,"endTime":2390.409,"body":"shirt. What's the problem? All"},{"speaker":"Alan Smith","startTime":2390.409,"endTime":2390.649,"body":"right."},{"speaker":"Nick Lincoln","startTime":2392.9,"endTime":2394.1,"body":"Probably is wired"},{"speaker":"Nick Lincoln","startTime":2392.9,"endTime":2394.1,"body":"to go outside"},{"speaker":"Carl Widger","startTime":2394.25,"endTime":2396.95,"body":"shambles. And make"},{"speaker":"Carl Widger","startTime":2394.25,"endTime":2396.95,"body":"what Nick? Do you mind? If I"},{"speaker":"Carl Widger","startTime":2396.95,"endTime":2402.62,"body":"just make one comment? I people"},{"speaker":"Carl Widger","startTime":2396.95,"endTime":2402.62,"body":"firms who are coming in to"},{"speaker":"Carl Widger","startTime":2403.0699999999997,"endTime":2408.1099999999997,"body":"disrupt markets, right? You're"},{"speaker":"Carl Widger","startTime":2403.0699999999997,"endTime":2408.1099999999997,"body":"not stop saying that you're just"},{"speaker":"Carl Widger","startTime":2408.1099999999997,"endTime":2412.0099999999998,"body":"not There's people doing it"},{"speaker":"Carl Widger","startTime":2408.1099999999997,"endTime":2412.0099999999998,"body":"already. Like disruption of a"},{"speaker":"Carl Widger","startTime":2412.0099999999998,"endTime":2416.06,"body":"market is not I'm going to"},{"speaker":"Carl Widger","startTime":2412.0099999999998,"endTime":2416.06,"body":"charge less. Exactly. You know?"},{"speaker":"Andy Hart","startTime":2416.42,"endTime":2420.08,"body":"It's like Uber. Yeah."},{"speaker":"Andy Hart","startTime":2416.42,"endTime":2420.08,"body":"So Uber disrupted because they"},{"speaker":"Andy Hart","startTime":2420.08,"endTime":2423.65,"body":"charge less guy more efficient"},{"speaker":"Andy Hart","startTime":2420.08,"endTime":2423.65,"body":"type Skype. totally new. Uber"},{"speaker":"Andy Hart","startTime":2423.65,"endTime":2424.37,"body":"totally new."},{"speaker":"Nick Lincoln","startTime":2425.63,"endTime":2428.06,"body":"Totally new Uber"},{"speaker":"Nick Lincoln","startTime":2425.63,"endTime":2428.06,"body":"work. Sorry. Uber work because"},{"speaker":"Nick Lincoln","startTime":2428.06,"endTime":2431.2999999999997,"body":"air b\u0026b. You don't mind the"},{"speaker":"Nick Lincoln","startTime":2428.06,"endTime":2431.2999999999997,"body":"plane being delayed by two if"},{"speaker":"Nick Lincoln","startTime":2431.2999999999997,"endTime":2433.0699999999997,"body":"you're told it's delayed by two"},{"speaker":"Nick Lincoln","startTime":2431.2999999999997,"endTime":2433.0699999999997,"body":"hours."},{"speaker":"Alan Smith","startTime":2438.14,"endTime":2440.8399999999997,"body":"They did disrupt,"},{"speaker":"Alan Smith","startTime":2438.14,"endTime":2440.8399999999997,"body":"disrupt or be disrupted the"},{"speaker":"Alan Smith","startTime":2440.8399999999997,"endTime":2446.66,"body":"hotel sector. Those flicks"},{"speaker":"Alan Smith","startTime":2440.8399999999997,"endTime":2446.66,"body":"disrupted those disruptors, but"},{"speaker":"Alan Smith","startTime":2446.99,"endTime":2450.83,"body":"doing lower cost cheaper online"},{"speaker":"Alan Smith","startTime":2446.99,"endTime":2450.83,"body":"portfolios Hargreaves Lansdown"},{"speaker":"Alan Smith","startTime":2450.83,"endTime":2455.48,"body":"had been doing this for 30 years"},{"speaker":"Alan Smith","startTime":2450.83,"endTime":2455.48,"body":"1981 9091 They started it right"},{"speaker":"Alan Smith","startTime":2455.48,"endTime":2458.42,"body":"40 years plus and all they're"},{"speaker":"Alan Smith","startTime":2455.48,"endTime":2458.42,"body":"doing is like a cheaper version"},{"speaker":"Alan Smith","startTime":2458.42,"endTime":2462.2,"body":"of Hargreaves Lansdown and less"},{"speaker":"Alan Smith","startTime":2458.42,"endTime":2462.2,"body":"effective so worse"},{"speaker":"Andy Hart","startTime":2462.23,"endTime":2466.37,"body":"worse one the company"},{"speaker":"Andy Hart","startTime":2462.23,"endTime":2466.37,"body":"they're amazing the admin very"},{"speaker":"Andy Hart","startTime":2466.37,"endTime":2468.23,"body":"great to deal with. So"},{"speaker":"Carl Widger","startTime":2468.259,"endTime":2469.669,"body":"that's your these"},{"speaker":"Carl Widger","startTime":2468.259,"endTime":2469.669,"body":"guys will be closing."},{"speaker":"Nick Lincoln","startTime":2473.089,"endTime":2474.1389999999997,"body":"Yeah, thanks for"},{"speaker":"Nick Lincoln","startTime":2473.089,"endTime":2474.1389999999997,"body":"that go."},{"speaker":"Andy Hart","startTime":2474.47,"endTime":2476.42,"body":"It's insulting"},{"speaker":"Andy Hart","startTime":2474.47,"endTime":2476.42,"body":"actually. It's insane. wanting"},{"speaker":"Andy Hart","startTime":2476.42,"endTime":2478.4,"body":"them coming in thinking they're"},{"speaker":"Andy Hart","startTime":2476.42,"endTime":2478.4,"body":"disrupting just because they're"},{"speaker":"Andy Hart","startTime":2478.4,"endTime":2480.3199999999997,"body":"doing it for cheaper is"},{"speaker":"Andy Hart","startTime":2478.4,"endTime":2480.3199999999997,"body":"ridiculous."},{"speaker":"Nick Lincoln","startTime":2482.899,"endTime":2486.739,"body":"Okay, Weetabix"},{"speaker":"Nick Lincoln","startTime":2482.899,"endTime":2486.739,"body":"miles. Okay, finally, final"},{"speaker":"Nick Lincoln","startTime":2486.739,"endTime":2491.179,"body":"topical tidbit. 14 minutes. Give"},{"speaker":"Nick Lincoln","startTime":2486.739,"endTime":2491.179,"body":"me some rope. Mr. Smith you're"},{"speaker":"Nick Lincoln","startTime":2491.179,"endTime":2492.229,"body":"planning for next year?"},{"speaker":"Alan Smith","startTime":2493.43,"endTime":2498.89,"body":"Yes, we are. At the"},{"speaker":"Alan Smith","startTime":2493.43,"endTime":2498.89,"body":"time of recording, we're heading"},{"speaker":"Alan Smith","startTime":2498.92,"endTime":2503.69,"body":"towards the end of 2023. And I'm"},{"speaker":"Alan Smith","startTime":2498.92,"endTime":2503.69,"body":"just sort of throwing it open in"},{"speaker":"Alan Smith","startTime":2503.69,"endTime":2507.56,"body":"terms of what people think about"},{"speaker":"Alan Smith","startTime":2503.69,"endTime":2507.56,"body":"what are the what do you do for"},{"speaker":"Alan Smith","startTime":2507.56,"endTime":2512.2999999999997,"body":"planning next year. So I have"},{"speaker":"Alan Smith","startTime":2507.56,"endTime":2512.2999999999997,"body":"just bought three days away by"},{"speaker":"Alan Smith","startTime":2512.2999999999997,"endTime":2517.0699999999997,"body":"myself and little cottage on the"},{"speaker":"Alan Smith","startTime":2512.2999999999997,"endTime":2517.0699999999997,"body":"beach, where I've got time away"},{"speaker":"Alan Smith","startTime":2517.0699999999997,"endTime":2520.16,"body":"from the office away from home"},{"speaker":"Alan Smith","startTime":2517.0699999999997,"endTime":2520.16,"body":"life, but I've got time to this"},{"speaker":"Alan Smith","startTime":2520.16,"endTime":2522.14,"body":"is not a story. I've got a story"},{"speaker":"Alan Smith","startTime":2520.16,"endTime":2522.14,"body":"coming up,"},{"speaker":"Unknown","startTime":2522.5,"endTime":2526.8199999999997,"body":"grab yourself a drink,"},{"speaker":"Unknown","startTime":2522.5,"endTime":2526.8199999999997,"body":"a very long drink. It's"},{"speaker":"Unknown","startTime":2526.8199999999997,"endTime":2529.6099999999997,"body":"Storytime with Ellen Smith."},{"speaker":"Alan Smith","startTime":2532.1,"endTime":2535.0099999999998,"body":"Once again, you were"},{"speaker":"Alan Smith","startTime":2532.1,"endTime":2535.0099999999998,"body":"premature mr. Lincoln. Once"},{"speaker":"Alan Smith","startTime":2535.0099999999998,"endTime":2535.43,"body":"again,"},{"speaker":"Nick Lincoln","startTime":2535.46,"endTime":2537.23,"body":"tell me you've got"},{"speaker":"Nick Lincoln","startTime":2535.46,"endTime":2537.23,"body":"a story coming up. How am I"},{"speaker":"Nick Lincoln","startTime":2537.23,"endTime":2540.44,"body":"supposed to know just trust me"},{"speaker":"Nick Lincoln","startTime":2537.23,"endTime":2540.44,"body":"balls got a story. But not"},{"speaker":"Nick Lincoln","startTime":2540.44,"endTime":2540.77,"body":"always."},{"speaker":"Alan Smith","startTime":2540.83,"endTime":2542.96,"body":"I've got I've got a"},{"speaker":"Alan Smith","startTime":2540.83,"endTime":2542.96,"body":"brief story coming up in a few"},{"speaker":"Alan Smith","startTime":2542.96,"endTime":2545.24,"body":"minutes. But this is not a"},{"speaker":"Alan Smith","startTime":2542.96,"endTime":2545.24,"body":"story. This is just a"},{"speaker":"Alan Smith","startTime":2545.24,"endTime":2549.44,"body":"reflection. This is something"},{"speaker":"Alan Smith","startTime":2545.24,"endTime":2549.44,"body":"those of us who are serious"},{"speaker":"Alan Smith","startTime":2549.44,"endTime":2552.77,"body":"about our business lives, I"},{"speaker":"Alan Smith","startTime":2549.44,"endTime":2552.77,"body":"think that next year will be an"},{"speaker":"Alan Smith","startTime":2552.77,"endTime":2555.5,"body":"interesting year. I think it'd"},{"speaker":"Alan Smith","startTime":2552.77,"endTime":2555.5,"body":"be challenging in many ways, I"},{"speaker":"Alan Smith","startTime":2555.5,"endTime":2558.17,"body":"think the economy will be"},{"speaker":"Alan Smith","startTime":2555.5,"endTime":2558.17,"body":"extremely challenging. There's"},{"speaker":"Alan Smith","startTime":2558.17,"endTime":2561.17,"body":"as we already knows a hell of a"},{"speaker":"Alan Smith","startTime":2558.17,"endTime":2561.17,"body":"lot going on in our sector in"},{"speaker":"Alan Smith","startTime":2561.17,"endTime":2564.2599999999998,"body":"our industry. And I like to take"},{"speaker":"Alan Smith","startTime":2561.17,"endTime":2564.2599999999998,"body":"time away because I've never"},{"speaker":"Alan Smith","startTime":2564.2599999999998,"endTime":2567.98,"body":"given myself enough time to"},{"speaker":"Alan Smith","startTime":2564.2599999999998,"endTime":2567.98,"body":"think to reflect and to plan and"},{"speaker":"Alan Smith","startTime":2567.98,"endTime":2571.0699999999997,"body":"to organize. And so I'm as I"},{"speaker":"Alan Smith","startTime":2567.98,"endTime":2571.0699999999997,"body":"say, I'm taking myself away for"},{"speaker":"Alan Smith","startTime":2571.0699999999997,"endTime":2573.98,"body":"three days, I just booked an"},{"speaker":"Alan Smith","startTime":2571.0699999999997,"endTime":2573.98,"body":"Airbnb cottage on the beach"},{"speaker":"Alan Smith","startTime":2573.98,"endTime":2576.44,"body":"secret location can tell you"},{"speaker":"Alan Smith","startTime":2573.98,"endTime":2576.44,"body":"boys could you might come and"},{"speaker":"Alan Smith","startTime":2576.44,"endTime":2579.1099999999997,"body":"crash it and try to take me out"},{"speaker":"Alan Smith","startTime":2576.44,"endTime":2579.1099999999997,"body":"to the pub, which I'm not you"},{"speaker":"Alan Smith","startTime":2579.1099999999997,"endTime":2579.5299999999997,"body":"have to"},{"speaker":"Nick Lincoln","startTime":2579.799,"endTime":2581.5989999999997,"body":"you have to crash"},{"speaker":"Nick Lincoln","startTime":2579.799,"endTime":2581.5989999999997,"body":"it."},{"speaker":"Alan Smith","startTime":2586.969,"endTime":2589.879,"body":"Location, though I"},{"speaker":"Alan Smith","startTime":2586.969,"endTime":2589.879,"body":"specifically removed the link,"},{"speaker":"Carl Widger","startTime":2591.08,"endTime":2593.06,"body":"you're going on"},{"speaker":"Carl Widger","startTime":2591.08,"endTime":2593.06,"body":"your own to reflect for three"},{"speaker":"Carl Widger","startTime":2593.06,"endTime":2595.58,"body":"days. So you're going to talk to"},{"speaker":"Carl Widger","startTime":2593.06,"endTime":2595.58,"body":"nobody for three days. All"},{"speaker":"Carl Widger","startTime":2595.58,"endTime":2600.71,"body":"right. God bless cash when you"},{"speaker":"Carl Widger","startTime":2595.58,"endTime":2600.71,"body":"get home. Yeah, I am a lot of"},{"speaker":"Carl Widger","startTime":2600.71,"endTime":2603.17,"body":"talking he needs to get out of"},{"speaker":"Carl Widger","startTime":2600.71,"endTime":2603.17,"body":"the system. I"},{"speaker":"Alan Smith","startTime":2603.17,"endTime":2606.23,"body":"wasn't thinking of"},{"speaker":"Alan Smith","startTime":2603.17,"endTime":2606.23,"body":"going on a silent retreat, no"},{"speaker":"Alan Smith","startTime":2606.23,"endTime":2607.46,"body":"talking for seven days."},{"speaker":"Andy Hart","startTime":2610.969,"endTime":2612.649,"body":"You'll be kicked out"},{"speaker":"Andy Hart","startTime":2610.969,"endTime":2612.649,"body":"in the first three hours."},{"speaker":"Alan Smith","startTime":2615.529,"endTime":2619.159,"body":"No, I think I mean,"},{"speaker":"Alan Smith","startTime":2615.529,"endTime":2619.159,"body":"it just call you must be taking"},{"speaker":"Alan Smith","startTime":2619.159,"endTime":2621.229,"body":"some time to plan you're pretty"},{"speaker":"Alan Smith","startTime":2619.159,"endTime":2621.229,"body":"good at planning ahead"},{"speaker":"Alan Smith","startTime":2621.229,"endTime":2624.529,"body":"organizing, you've got a big"},{"speaker":"Alan Smith","startTime":2621.229,"endTime":2624.529,"body":"year of messes Norway next year."},{"speaker":"Alan Smith","startTime":2624.5589999999997,"endTime":2626.239,"body":"So what do you think I do?"},{"speaker":"Carl Widger","startTime":2627.41,"endTime":2629.54,"body":"I do that a couple"},{"speaker":"Carl Widger","startTime":2627.41,"endTime":2629.54,"body":"of times a year, as you know,"},{"speaker":"Carl Widger","startTime":2629.5699999999997,"endTime":2633.02,"body":"and it is it is really good."},{"speaker":"Carl Widger","startTime":2629.5699999999997,"endTime":2633.02,"body":"Like, as we've got a little bit"},{"speaker":"Carl Widger","startTime":2633.02,"endTime":2635.81,"body":"bigger, we have to do budgets"},{"speaker":"Carl Widger","startTime":2633.02,"endTime":2635.81,"body":"and all that kind of stuff."},{"speaker":"Carl Widger","startTime":2635.81,"endTime":2638.99,"body":"Right? Yeah. Which means I'm"},{"speaker":"Carl Widger","startTime":2635.81,"endTime":2638.99,"body":"sitting looking at spreadsheets"},{"speaker":"Carl Widger","startTime":2639.14,"endTime":2644.21,"body":"a lot in the last few weeks. And"},{"speaker":"Carl Widger","startTime":2639.14,"endTime":2644.21,"body":"really, God Almighty it is, I"},{"speaker":"Carl Widger","startTime":2644.21,"endTime":2647.45,"body":"just hate doing it. I just hate"},{"speaker":"Carl Widger","startTime":2644.21,"endTime":2647.45,"body":"doing it. But it has to be done."},{"speaker":"Carl Widger","startTime":2647.48,"endTime":2651.98,"body":"And I Oh, we're in serious."},{"speaker":"Carl Widger","startTime":2647.48,"endTime":2651.98,"body":"We're in serious planning mode."},{"speaker":"Carl Widger","startTime":2651.98,"endTime":2656.45,"body":"Like we you know, it's we've a"},{"speaker":"Carl Widger","startTime":2651.98,"endTime":2656.45,"body":"lot more people now. So, you"},{"speaker":"Carl Widger","startTime":2656.45,"endTime":2659.75,"body":"know, the expectations of"},{"speaker":"Carl Widger","startTime":2656.45,"endTime":2659.75,"body":"everybody has to be very, very,"},{"speaker":"Carl Widger","startTime":2659.75,"endTime":2665.0299999999997,"body":"very clear. And we got to be"},{"speaker":"Carl Widger","startTime":2659.75,"endTime":2665.0299999999997,"body":"very disciplined about our"},{"speaker":"Carl Widger","startTime":2665.0299999999997,"endTime":2669.5899999999997,"body":"approach. So rather than doing a"},{"speaker":"Carl Widger","startTime":2665.0299999999997,"endTime":2669.5899999999997,"body":"lot of stuff, kind of off the"},{"speaker":"Carl Widger","startTime":2669.5899999999997,"endTime":2673.0099999999998,"body":"cuff and ad hoc as we go, it's"},{"speaker":"Carl Widger","startTime":2669.5899999999997,"endTime":2673.0099999999998,"body":"like, No, we got to plan it out."},{"speaker":"Carl Widger","startTime":2673.0099999999998,"endTime":2675.5,"body":"We got to know what events are"},{"speaker":"Carl Widger","startTime":2673.0099999999998,"endTime":2675.5,"body":"on, we got to you know, so it's"},{"speaker":"Carl Widger","startTime":2675.5,"endTime":2678.3199999999997,"body":"all a year in advance, which is"},{"speaker":"Carl Widger","startTime":2675.5,"endTime":2678.3199999999997,"body":"which is you know, right. It's"},{"speaker":"Carl Widger","startTime":2678.3199999999997,"endTime":2681.5899999999997,"body":"good discipline, and especially"},{"speaker":"Carl Widger","startTime":2678.3199999999997,"endTime":2681.5899999999997,"body":"for me, because I tend to have"},{"speaker":"Carl Widger","startTime":2681.5899999999997,"endTime":2684.71,"body":"these great ideas and just"},{"speaker":"Carl Widger","startTime":2681.5899999999997,"endTime":2684.71,"body":"follow them. As opposed to"},{"speaker":"Carl Widger","startTime":2684.74,"endTime":2686.93,"body":"right, let's decide now, what"},{"speaker":"Carl Widger","startTime":2684.74,"endTime":2686.93,"body":"are we going to do? What are we"},{"speaker":"Carl Widger","startTime":2686.93,"endTime":2689.15,"body":"going to focus on? And we'll"},{"speaker":"Carl Widger","startTime":2686.93,"endTime":2689.15,"body":"talk about that actually a"},{"speaker":"Carl Widger","startTime":2689.15,"endTime":2692.39,"body":"little bit more so, but going"},{"speaker":"Carl Widger","startTime":2689.15,"endTime":2692.39,"body":"away on your own for a few days?"},{"speaker":"Carl Widger","startTime":2692.39,"endTime":2697.25,"body":"It is just absolutely. You know,"},{"speaker":"Carl Widger","startTime":2692.39,"endTime":2697.25,"body":"it's you got to take some time"},{"speaker":"Carl Widger","startTime":2697.25,"endTime":2700.13,"body":"you said this to me, Alan loads,"},{"speaker":"Carl Widger","startTime":2697.25,"endTime":2700.13,"body":"right, you got to take some time"},{"speaker":"Carl Widger","startTime":2700.3399999999997,"endTime":2703.91,"body":"to sit at your desk with nothing"},{"speaker":"Carl Widger","startTime":2700.3399999999997,"endTime":2703.91,"body":"on your agenda. And this is just"},{"speaker":"Carl Widger","startTime":2703.91,"endTime":2708.29,"body":"taken that to a kind of another"},{"speaker":"Carl Widger","startTime":2703.91,"endTime":2708.29,"body":"level just go away, be on your"},{"speaker":"Carl Widger","startTime":2708.29,"endTime":2711.29,"body":"own go to a nice place. I went"},{"speaker":"Carl Widger","startTime":2708.29,"endTime":2711.29,"body":"to a place in Ireland last year"},{"speaker":"Carl Widger","startTime":2711.29,"endTime":2714.3199999999997,"body":"called Park and Scylla. I spent"},{"speaker":"Carl Widger","startTime":2711.29,"endTime":2714.3199999999997,"body":"four or five days down a"},{"speaker":"Carl Widger","startTime":2714.3199999999997,"endTime":2717.44,"body":"beautiful, beautiful place to"},{"speaker":"Carl Widger","startTime":2714.3199999999997,"endTime":2717.44,"body":"kind of did a lot of walk. And"},{"speaker":"Carl Widger","startTime":2717.62,"endTime":2722.21,"body":"in the afternoons I just sat and"},{"speaker":"Carl Widger","startTime":2717.62,"endTime":2722.21,"body":"kind of rolled ideas. And that"},{"speaker":"Carl Widger","startTime":2722.21,"endTime":2726.7999999999997,"body":"was at the around this time last"},{"speaker":"Carl Widger","startTime":2722.21,"endTime":2726.7999999999997,"body":"year, I'd say yep. And we've had"},{"speaker":"Carl Widger","startTime":2726.7999999999997,"endTime":2729.56,"body":"a great year. I don't know,"},{"speaker":"Carl Widger","startTime":2726.7999999999997,"endTime":2729.56,"body":"because of that. But like, you"},{"speaker":"Carl Widger","startTime":2729.56,"endTime":2732.08,"body":"know, there's lots of little"},{"speaker":"Carl Widger","startTime":2729.56,"endTime":2732.08,"body":"things add up to make a"},{"speaker":"Carl Widger","startTime":2732.08,"endTime":2734.96,"body":"successful business. And that's"},{"speaker":"Carl Widger","startTime":2732.08,"endTime":2734.96,"body":"certainly one of them, I would"},{"speaker":"Carl Widger","startTime":2734.96,"endTime":2735.2,"body":"say."},{"speaker":"Alan Smith","startTime":2736.189,"endTime":2738.709,"body":"Yep, I recommend it."},{"speaker":"Alan Smith","startTime":2736.189,"endTime":2738.709,"body":"I wouldn't ask these two jokers"},{"speaker":"Alan Smith","startTime":2738.709,"endTime":2744.049,"body":"because they make it up as they"},{"speaker":"Alan Smith","startTime":2738.709,"endTime":2744.049,"body":"go along. But I always like to"},{"speaker":"Andy Hart","startTime":2745.069,"endTime":2747.5589999999997,"body":"do so I'm super"},{"speaker":"Andy Hart","startTime":2745.069,"endTime":2747.5589999999997,"body":"excited about 20/24 It's going"},{"speaker":"Andy Hart","startTime":2747.5589999999997,"endTime":2750.739,"body":"to be a fantastic year for for"},{"speaker":"Andy Hart","startTime":2747.5589999999997,"endTime":2750.739,"body":"many reasons. I think we're"},{"speaker":"Andy Hart","startTime":2751.189,"endTime":2755.839,"body":"heading into a bit of a boom"},{"speaker":"Andy Hart","startTime":2751.189,"endTime":2755.839,"body":"period. Let's hope Yeah, I think"},{"speaker":"Andy Hart","startTime":2755.839,"endTime":2759.259,"body":"by 2024 is pretty much sort of"},{"speaker":"Andy Hart","startTime":2755.839,"endTime":2759.259,"body":"sketched out. I've got all my"},{"speaker":"Andy Hart","startTime":2759.259,"endTime":2762.1389999999997,"body":"annual planning meetings between"},{"speaker":"Andy Hart","startTime":2759.259,"endTime":2762.1389999999997,"body":"January and March. Got the"},{"speaker":"Andy Hart","startTime":2762.1389999999997,"endTime":2764.8689999999997,"body":"conference is later on in the"},{"speaker":"Andy Hart","startTime":2762.1389999999997,"endTime":2764.8689999999997,"body":"year and most of my training"},{"speaker":"Andy Hart","startTime":2764.8689999999997,"endTime":2767.299,"body":"days have been booked out so I'm"},{"speaker":"Andy Hart","startTime":2764.8689999999997,"endTime":2767.299,"body":"waking up on January the first"},{"speaker":"Andy Hart","startTime":2767.299,"endTime":2770.929,"body":"we've pretty much you know the"},{"speaker":"Andy Hart","startTime":2767.299,"endTime":2770.929,"body":"full agenda sorted out obviously"},{"speaker":"Andy Hart","startTime":2770.929,"endTime":2774.919,"body":"I've got a trap every two weeks"},{"speaker":"Andy Hart","startTime":2770.929,"endTime":2774.919,"body":"as well. So yeah, I'm not really"},{"speaker":"Andy Hart","startTime":2774.919,"endTime":2777.769,"body":"looking for too much growth."},{"speaker":"Andy Hart","startTime":2774.919,"endTime":2777.769,"body":"It's more maintaining what I"},{"speaker":"Andy Hart","startTime":2777.769,"endTime":2781.069,"body":"currently have. Yeah. Sounds"},{"speaker":"Andy Hart","startTime":2777.769,"endTime":2781.069,"body":"interested in going away for a"},{"speaker":"Andy Hart","startTime":2781.069,"endTime":2784.3089999999997,"body":"couple of days in your own"},{"speaker":"Andy Hart","startTime":2781.069,"endTime":2784.3089999999997,"body":"island. I've never done it, but"},{"speaker":"Andy Hart","startTime":2784.3089999999997,"endTime":2786.589,"body":"I travel quite a bit on my own"},{"speaker":"Andy Hart","startTime":2784.3089999999997,"endTime":2786.589,"body":"anyway. So I've got quite a lot"},{"speaker":"Andy Hart","startTime":2786.589,"endTime":2790.3089999999997,"body":"of thinking time. I'm certainly"},{"speaker":"Andy Hart","startTime":2786.589,"endTime":2790.3089999999997,"body":"not having a packed diary. Next"},{"speaker":"Andy Hart","startTime":2790.3089999999997,"endTime":2794.239,"body":"year, I'm pretty much blocking"},{"speaker":"Andy Hart","startTime":2790.3089999999997,"endTime":2794.239,"body":"out my entire year now. So I'm"},{"speaker":"Andy Hart","startTime":2794.299,"endTime":2797.5389999999998,"body":"trying to avoid any phone call"},{"speaker":"Andy Hart","startTime":2794.299,"endTime":2797.5389999999998,"body":"conversations, they just ruin my"},{"speaker":"Andy Hart","startTime":2797.5389999999998,"endTime":2800.749,"body":"flow. So it's just only"},{"speaker":"Andy Hart","startTime":2797.5389999999998,"endTime":2800.749,"body":"important meetings to get into"},{"speaker":"Andy Hart","startTime":2800.749,"endTime":2803.779,"body":"the diary. It's weird. I'm sort"},{"speaker":"Andy Hart","startTime":2800.749,"endTime":2803.779,"body":"of the busiest I've ever been"},{"speaker":"Andy Hart","startTime":2803.779,"endTime":2806.089,"body":"with the most amount of clients"},{"speaker":"Andy Hart","startTime":2803.779,"endTime":2806.089,"body":"fuck it out."},{"speaker":"Nick Lincoln","startTime":2816.68,"endTime":2824.75,"body":"Name Flo, Ma,"},{"speaker":"Nick Lincoln","startTime":2816.68,"endTime":2824.75,"body":"three months But"},{"speaker":"Carl Widger","startTime":2826.969,"endTime":2829.489,"body":"in fairness, he"},{"speaker":"Carl Widger","startTime":2826.969,"endTime":2829.489,"body":"didn't he it took him a lot. It"},{"speaker":"Carl Widger","startTime":2829.489,"endTime":2832.189,"body":"took about 48 minutes to break,"},{"speaker":"Carl Widger","startTime":2829.489,"endTime":2832.189,"body":"but we broke them."},{"speaker":"Andy Hart","startTime":2833.15,"endTime":2833.6,"body":"Anyway."},{"speaker":"Carl Widger","startTime":2833.6,"endTime":2836.8399999999997,"body":"So just a question."},{"speaker":"Carl Widger","startTime":2833.6,"endTime":2836.8399999999997,"body":"When you say block out your"},{"speaker":"Carl Widger","startTime":2836.8399999999997,"endTime":2840.77,"body":"diary, right? Do you put in time"},{"speaker":"Carl Widger","startTime":2836.8399999999997,"endTime":2840.77,"body":"because I know islanders this"},{"speaker":"Carl Widger","startTime":2840.7999999999997,"endTime":2845.24,"body":"time have nothing? Because I've"},{"speaker":"Carl Widger","startTime":2840.7999999999997,"endTime":2845.24,"body":"never I just feel guilty myself"},{"speaker":"Carl Widger","startTime":2845.24,"endTime":2848.0,"body":"if I put in time for nothing."},{"speaker":"Carl Widger","startTime":2845.24,"endTime":2848.0,"body":"Definitely."},{"speaker":"Andy Hart","startTime":2848.0,"endTime":2849.74,"body":"Definitely. Yeah,"},{"speaker":"Andy Hart","startTime":2848.0,"endTime":2849.74,"body":"definitely."},{"speaker":"Alan Smith","startTime":2850.85,"endTime":2854.15,"body":"That's that's a huge"},{"speaker":"Alan Smith","startTime":2850.85,"endTime":2854.15,"body":"thing that I really struggled"},{"speaker":"Alan Smith","startTime":2854.15,"endTime":2858.5899999999997,"body":"with. Because despite rumors to"},{"speaker":"Alan Smith","startTime":2854.15,"endTime":2858.5899999999997,"body":"the contrary, I'm a I'm a"},{"speaker":"Alan Smith","startTime":2858.5899999999997,"endTime":2862.25,"body":"worker, I've always, you know,"},{"speaker":"Alan Smith","startTime":2858.5899999999997,"endTime":2862.25,"body":"come from humble roots that come"},{"speaker":"Alan Smith","startTime":2862.25,"endTime":2863.42,"body":"from Scotland work."},{"speaker":"Andy Hart","startTime":2863.42,"endTime":2865.0099999999998,"body":"I've you said that"},{"speaker":"Andy Hart","startTime":2863.42,"endTime":2865.0099999999998,"body":"correctly. I'm a"},{"speaker":"Alan Smith","startTime":2867.199,"endTime":2868.3089999999997,"body":"complete worker."},{"speaker":"Andy Hart","startTime":2871.16,"endTime":2872.87,"body":"You're the biggest"},{"speaker":"Andy Hart","startTime":2871.16,"endTime":2872.87,"body":"worker, I know you are the"},{"speaker":"Andy Hart","startTime":2872.87,"endTime":2874.31,"body":"biggest worker I've ever known."},{"speaker":"Alan Smith","startTime":2875.24,"endTime":2878.45,"body":"But when you get but"},{"speaker":"Alan Smith","startTime":2875.24,"endTime":2878.45,"body":"we are in thinking professional."},{"speaker":"Alan Smith","startTime":2878.5099999999998,"endTime":2880.49,"body":"I know Nick's gonna just eyes"},{"speaker":"Alan Smith","startTime":2878.5099999999998,"endTime":2880.49,"body":"glaze over. And"},{"speaker":"Andy Hart","startTime":2880.7889999999998,"endTime":2884.8689999999997,"body":"we are living,"},{"speaker":"Andy Hart","startTime":2880.7889999999998,"endTime":2884.8689999999997,"body":"living, living."},{"speaker":"Alan Smith","startTime":2884.93,"endTime":2887.42,"body":"And honestly, I"},{"speaker":"Alan Smith","startTime":2884.93,"endTime":2887.42,"body":"would just take it I've taken"},{"speaker":"Alan Smith","startTime":2887.42,"endTime":2889.52,"body":"time out in the past trying to"},{"speaker":"Alan Smith","startTime":2887.42,"endTime":2889.52,"body":"do it every week. But then"},{"speaker":"Alan Smith","startTime":2889.64,"endTime":2892.16,"body":"sometimes I don't do it. And go"},{"speaker":"Alan Smith","startTime":2889.64,"endTime":2892.16,"body":"for a walk in the park and I sit"},{"speaker":"Alan Smith","startTime":2892.16,"endTime":2895.5499999999997,"body":"in a park bench. So just stay"},{"speaker":"Alan Smith","startTime":2892.16,"endTime":2895.5499999999997,"body":"with this space. And I think and"},{"speaker":"Alan Smith","startTime":2895.5499999999997,"endTime":2898.67,"body":"after all the best ideas, the"},{"speaker":"Alan Smith","startTime":2895.5499999999997,"endTime":2898.67,"body":"best thoughts come to you're"},{"speaker":"Alan Smith","startTime":2898.67,"endTime":2900.44,"body":"never going to get your best"},{"speaker":"Alan Smith","startTime":2898.67,"endTime":2900.44,"body":"idea. You're never going to come"},{"speaker":"Alan Smith","startTime":2900.44,"endTime":2903.17,"body":"up with good. Yeah. So whilst"},{"speaker":"Alan Smith","startTime":2900.44,"endTime":2903.17,"body":"you're you know, yeah, on a"},{"speaker":"Alan Smith","startTime":2903.17,"endTime":2906.23,"body":"computer screen, doing stuff on"},{"speaker":"Alan Smith","startTime":2903.17,"endTime":2906.23,"body":"a phone call and zoom calls."},{"speaker":"Andy Hart","startTime":2906.2599999999998,"endTime":2909.14,"body":"Yeah, the more I do"},{"speaker":"Andy Hart","startTime":2906.2599999999998,"endTime":2909.14,"body":"get out of there, see people"},{"speaker":"Andy Hart","startTime":2909.14,"endTime":2912.3199999999997,"body":"stuff I get stuff over email,"},{"speaker":"Andy Hart","startTime":2909.14,"endTime":2912.3199999999997,"body":"phone calls, I just sit in my"},{"speaker":"Andy Hart","startTime":2912.3199999999997,"endTime":2914.72,"body":"office for two weeks, nothing"},{"speaker":"Andy Hart","startTime":2912.3199999999997,"endTime":2914.72,"body":"good will happen. Nothing."},{"speaker":"Andy Hart","startTime":2915.08,"endTime":2918.83,"body":"Burger off for three or four"},{"speaker":"Andy Hart","startTime":2915.08,"endTime":2918.83,"body":"days or even, you know, go away"},{"speaker":"Andy Hart","startTime":2918.83,"endTime":2920.87,"body":"or something. Lots of stuff"},{"speaker":"Andy Hart","startTime":2918.83,"endTime":2920.87,"body":"happened. I don't quite"},{"speaker":"Alan Smith","startTime":2920.87,"endTime":2924.0499999999997,"body":"know. Maybe another?"},{"speaker":"Alan Smith","startTime":2920.87,"endTime":2924.0499999999997,"body":"I don't know. I don't I don't"},{"speaker":"Alan Smith","startTime":2924.56,"endTime":2926.5099999999998,"body":"just conversation, probably not"},{"speaker":"Alan Smith","startTime":2924.56,"endTime":2926.5099999999998,"body":"in this one. Because we're"},{"speaker":"Alan Smith","startTime":2926.5099999999998,"endTime":2929.6,"body":"running over time. But about"},{"speaker":"Alan Smith","startTime":2926.5099999999998,"endTime":2929.6,"body":"optimizing and organizing your"},{"speaker":"Alan Smith","startTime":2929.6,"endTime":2931.6099999999997,"body":"day, your week, your month."},{"speaker":"Alan Smith","startTime":2929.6,"endTime":2931.6099999999997,"body":"There's things that I do that"},{"speaker":"Alan Smith","startTime":2931.6099999999997,"endTime":2935.0,"body":"didn't used to do. Yeah, which I"},{"speaker":"Alan Smith","startTime":2931.6099999999997,"endTime":2935.0,"body":"just I'm worried that we remain"},{"speaker":"Alan Smith","startTime":2935.0,"endTime":2937.1,"body":"in this. And I think we always"},{"speaker":"Alan Smith","startTime":2935.0,"endTime":2937.1,"body":"will be this kind of hybrid work"},{"speaker":"Alan Smith","startTime":2937.16,"endTime":2940.73,"body":"style. And this thing is there's"},{"speaker":"Alan Smith","startTime":2937.16,"endTime":2940.73,"body":"locations where I optimize for"},{"speaker":"Alan Smith","startTime":2940.73,"endTime":2943.85,"body":"certain activities, and some"},{"speaker":"Alan Smith","startTime":2940.73,"endTime":2943.85,"body":"some not others, there's times a"},{"speaker":"Alan Smith","startTime":2943.88,"endTime":2947.75,"body":"day. And for example, quick"},{"speaker":"Alan Smith","startTime":2943.88,"endTime":2947.75,"body":"example, I would just avoid at"},{"speaker":"Alan Smith","startTime":2947.7799999999997,"endTime":2950.96,"body":"all costs forever, unless it's"},{"speaker":"Alan Smith","startTime":2947.7799999999997,"endTime":2950.96,"body":"absolutely super urgent. Any"},{"speaker":"Alan Smith","startTime":2950.96,"endTime":2953.5699999999997,"body":"meetings, any phone calls,"},{"speaker":"Alan Smith","startTime":2950.96,"endTime":2953.5699999999997,"body":"anything to do with anyone"},{"speaker":"Alan Smith","startTime":2953.6,"endTime":2957.44,"body":"meeting anyone else? until"},{"speaker":"Alan Smith","startTime":2953.6,"endTime":2957.44,"body":"lunchtime? Every day morning. If"},{"speaker":"Alan Smith","startTime":2957.44,"endTime":2960.95,"body":"you do 234 hours of deep work,"},{"speaker":"Alan Smith","startTime":2957.44,"endTime":2960.95,"body":"creative work, whatever it might"},{"speaker":"Alan Smith","startTime":2960.95,"endTime":2963.8599999999997,"body":"be in the morning. And then"},{"speaker":"Alan Smith","startTime":2960.95,"endTime":2963.8599999999997,"body":"afternoons are free for other"},{"speaker":"Alan Smith","startTime":2963.89,"endTime":2967.22,"body":"things engagements, meetings,"},{"speaker":"Alan Smith","startTime":2963.89,"endTime":2967.22,"body":"face to face social etc. It's"},{"speaker":"Alan Smith","startTime":2967.25,"endTime":2969.83,"body":"for me anyway, it works. It"},{"speaker":"Alan Smith","startTime":2967.25,"endTime":2969.83,"body":"works but rather than a jumbled"},{"speaker":"Alan Smith","startTime":2969.83,"endTime":2972.71,"body":"up calendar jumbled up diary"},{"speaker":"Alan Smith","startTime":2969.83,"endTime":2972.71,"body":"with a meeting here trying to"},{"speaker":"Alan Smith","startTime":2972.71,"endTime":2974.63,"body":"write a blog article then maybe"},{"speaker":"Carl Widger","startTime":2974.63,"endTime":2976.85,"body":"maybe this is a"},{"speaker":"Carl Widger","startTime":2974.63,"endTime":2976.85,"body":"conversation to be developed,"},{"speaker":"Carl Widger","startTime":2976.85,"endTime":2980.45,"body":"you know, what does the optimum"},{"speaker":"Carl Widger","startTime":2976.85,"endTime":2980.45,"body":"water look like? You know, I'm"},{"speaker":"Carl Widger","startTime":2980.45,"endTime":2984.5,"body":"break break it out over over a"},{"speaker":"Carl Widger","startTime":2980.45,"endTime":2984.5,"body":"couple of months. And, and what"},{"speaker":"Carl Widger","startTime":2984.5,"endTime":2985.5499999999997,"body":"that looks like, yeah,"},{"speaker":"Andy Hart","startTime":2985.609,"endTime":2989.1189999999997,"body":"I start small that"},{"speaker":"Andy Hart","startTime":2985.609,"endTime":2989.1189999999997,"body":"calls in block out every other"},{"speaker":"Andy Hart","startTime":2989.1189999999997,"endTime":2991.819,"body":"Monday or something. And then"},{"speaker":"Andy Hart","startTime":2989.1189999999997,"endTime":2991.819,"body":"and then I started blocking out"},{"speaker":"Andy Hart","startTime":2991.819,"endTime":2994.759,"body":"every Monday then I started"},{"speaker":"Andy Hart","startTime":2991.819,"endTime":2994.759,"body":"blocking out every other Friday"},{"speaker":"Andy Hart","startTime":2994.759,"endTime":2997.729,"body":"and every Monday now just block"},{"speaker":"Andy Hart","startTime":2994.759,"endTime":2997.729,"body":"out basically every day, the"},{"speaker":"Andy Hart","startTime":2997.729,"endTime":2998.569,"body":"whole year."},{"speaker":"Nick Lincoln","startTime":3000.759,"endTime":3004.749,"body":"I mean, I do it as"},{"speaker":"Nick Lincoln","startTime":3000.759,"endTime":3004.749,"body":"well, I Monday, Monday 7am till"},{"speaker":"Nick Lincoln","startTime":3004.749,"endTime":3009.939,"body":"9am in my calendar is I block it"},{"speaker":"Nick Lincoln","startTime":3004.749,"endTime":3009.939,"body":"out every week, those two hours"},{"speaker":"Nick Lincoln","startTime":3009.939,"endTime":3012.489,"body":"and I call it GSD getting stuff"},{"speaker":"Nick Lincoln","startTime":3009.939,"endTime":3012.489,"body":"done. And I just look at the"},{"speaker":"Nick Lincoln","startTime":3012.489,"endTime":3014.769,"body":"week ahead, I do the worst tasks"},{"speaker":"Nick Lincoln","startTime":3012.489,"endTime":3014.769,"body":"that are coming up in the week."},{"speaker":"Nick Lincoln","startTime":3014.769,"endTime":3018.669,"body":"I do them in that mornings. on"},{"speaker":"Nick Lincoln","startTime":3014.769,"endTime":3018.669,"body":"that Monday, I just get my my"},{"speaker":"Nick Lincoln","startTime":3018.669,"endTime":3020.6189999999997,"body":"head organized, I see what I've"},{"speaker":"Nick Lincoln","startTime":3018.669,"endTime":3020.6189999999997,"body":"got to do. And I just think"},{"speaker":"Nick Lincoln","startTime":3020.6189999999997,"endTime":3024.189,"body":"about things I read. You know,"},{"speaker":"Nick Lincoln","startTime":3020.6189999999997,"endTime":3024.189,"body":"I'll read financial services,"},{"speaker":"Nick Lincoln","startTime":3024.189,"endTime":3027.669,"body":"stuff on the web and consume"},{"speaker":"Nick Lincoln","startTime":3024.189,"endTime":3027.669,"body":"content, but I just, I don't"},{"speaker":"Nick Lincoln","startTime":3027.669,"endTime":3029.8889999999997,"body":"want to be doing a client"},{"speaker":"Nick Lincoln","startTime":3027.669,"endTime":3029.8889999999997,"body":"meeting first thing on a Monday."},{"speaker":"Nick Lincoln","startTime":3029.919,"endTime":3032.169,"body":"I want to get my head in order"},{"speaker":"Nick Lincoln","startTime":3029.919,"endTime":3032.169,"body":"and I want to get my diary"},{"speaker":"Nick Lincoln","startTime":3032.169,"endTime":3035.6189999999997,"body":"mapped out for the week and that"},{"speaker":"Nick Lincoln","startTime":3032.169,"endTime":3035.6189999999997,"body":"every week. Monday seven till"},{"speaker":"Nick Lincoln","startTime":3035.6189999999997,"endTime":3040.089,"body":"nine is GSD getting stuff done."},{"speaker":"Nick Lincoln","startTime":3035.6189999999997,"endTime":3040.089,"body":"The phone's in airplane mode."},{"speaker":"Andy Hart","startTime":3041.799,"endTime":3046.3289999999997,"body":"It's just me at 7am"},{"speaker":"Andy Hart","startTime":3041.799,"endTime":3046.3289999999997,"body":"and 9am. Nick, like nobody"},{"speaker":"Andy Hart","startTime":3046.3289999999997,"endTime":3048.3689999999997,"body":"listening to this would ever"},{"speaker":"Andy Hart","startTime":3046.3289999999997,"endTime":3048.3689999999997,"body":"have a client meeting between"},{"speaker":"Andy Hart","startTime":3048.3689999999997,"endTime":3058.779,"body":"seven and 9am 7am to 9pm. Monday"},{"speaker":"Andy Hart","startTime":3048.3689999999997,"endTime":3058.779,"body":"now I'm now in 7am to 9am my"},{"speaker":"Nick Lincoln","startTime":3058.7799999999997,"endTime":3061.9,"body":"client meeting is"},{"speaker":"Nick Lincoln","startTime":3058.7799999999997,"endTime":3061.9,"body":"7am till 230. That's that's"},{"speaker":"Nick Lincoln","startTime":3061.93,"endTime":3064.0899999999997,"body":"that's less that's, that's"},{"speaker":"Nick Lincoln","startTime":3061.93,"endTime":3064.0899999999997,"body":"that's the window you've got me"},{"speaker":"Nick Lincoln","startTime":3064.0899999999997,"endTime":3067.63,"body":"in except for Monday, but"},{"speaker":"Nick Lincoln","startTime":3064.0899999999997,"endTime":3067.63,"body":"Tuesday, Wednesday, Thursday,"},{"speaker":"Andy Hart","startTime":3067.75,"endTime":3070.75,"body":"the earliest client"},{"speaker":"Andy Hart","startTime":3067.75,"endTime":3070.75,"body":"meeting start for me is 10:10am"},{"speaker":"Andy Hart","startTime":3071.44,"endTime":3071.74,"body":"I've"},{"speaker":"Nick Lincoln","startTime":3071.739,"endTime":3075.8489999999997,"body":"done some 730s"},{"speaker":"Nick Lincoln","startTime":3071.739,"endTime":3075.8489999999997,"body":"This year works. works. Alright,"},{"speaker":"Carl Widger","startTime":3075.88,"endTime":3077.65,"body":"okay. We'll come"},{"speaker":"Carl Widger","startTime":3075.88,"endTime":3077.65,"body":"back. Definitely yeah,"},{"speaker":"Carl Widger","startTime":3077.68,"endTime":3081.58,"body":"definitely. I'm because I'm on"},{"speaker":"Carl Widger","startTime":3077.68,"endTime":3081.58,"body":"this. I, my big thing is I'm"},{"speaker":"Carl Widger","startTime":3081.58,"endTime":3084.19,"body":"feeling guilty if I'm not in in"},{"speaker":"Carl Widger","startTime":3081.58,"endTime":3084.19,"body":"my diary. So I need to get over"},{"speaker":"Carl Widger","startTime":3084.19,"endTime":3086.44,"body":"myself. And because I do know"},{"speaker":"Carl Widger","startTime":3084.19,"endTime":3086.44,"body":"when"},{"speaker":"Alan Smith","startTime":3087.58,"endTime":3089.3199999999997,"body":"your best work is"},{"speaker":"Alan Smith","startTime":3087.58,"endTime":3089.3199999999997,"body":"when you're thinking,"},{"speaker":"Andy Hart","startTime":3089.6189999999997,"endTime":3092.469,"body":"Yeah, you think I"},{"speaker":"Andy Hart","startTime":3089.6189999999997,"endTime":3092.469,"body":"hold for a living, we think hard"},{"speaker":"Andy Hart","startTime":3092.469,"endTime":3092.979,"body":"for a living."},{"speaker":"Carl Widger","startTime":3093.43,"endTime":3097.54,"body":"Okay, maybe we'll"},{"speaker":"Carl Widger","startTime":3093.43,"endTime":3097.54,"body":"do it as a. Let's plan me out."},{"speaker":"Carl Widger","startTime":3097.6,"endTime":3099.6099999999997,"body":"How am I going to do it? All"},{"speaker":"Carl Widger","startTime":3097.6,"endTime":3099.6099999999997,"body":"right,"},{"speaker":"Nick Lincoln","startTime":3099.609,"endTime":3101.6189999999997,"body":"great. Great."},{"speaker":"Nick Lincoln","startTime":3099.609,"endTime":3101.6189999999997,"body":"Thanks, guys. So let's I think"},{"speaker":"Nick Lincoln","startTime":3101.679,"endTime":3104.2889999999998,"body":"this time that we moved on to"},{"speaker":"Nick Lincoln","startTime":3101.679,"endTime":3104.2889999999998,"body":"the meat and potatoes of the"},{"speaker":"Nick Lincoln","startTime":3104.2889999999998,"endTime":3108.249,"body":"shows, we're 50 minutes in, and"},{"speaker":"Nick Lincoln","startTime":3104.2889999999998,"endTime":3108.249,"body":"we are going to do a series of"},{"speaker":"Nick Lincoln","startTime":3108.549,"endTime":3111.339,"body":"what we loosely calling"},{"speaker":"Nick Lincoln","startTime":3108.549,"endTime":3111.339,"body":"marketing masterclass, episodes,"},{"speaker":"Nick Lincoln","startTime":3111.339,"endTime":3113.319,"body":"probably three on the bounce,"},{"speaker":"Nick Lincoln","startTime":3111.339,"endTime":3113.319,"body":"and this is the first of the"},{"speaker":"Nick Lincoln","startTime":3113.319,"endTime":3118.839,"body":"three of them. And the first of"},{"speaker":"Nick Lincoln","startTime":3113.319,"endTime":3118.839,"body":"those three, we're going to talk"},{"speaker":"Nick Lincoln","startTime":3118.839,"endTime":3123.3689999999997,"body":"about building a repeatable"},{"speaker":"Nick Lincoln","startTime":3118.839,"endTime":3123.3689999999997,"body":"referral strategy. And Mr."},{"speaker":"Nick Lincoln","startTime":3123.3689999999997,"endTime":3125.5589999999997,"body":"Smith, you're gonna lead us off"},{"speaker":"Nick Lincoln","startTime":3123.3689999999997,"endTime":3125.5589999999997,"body":"on this one."},{"speaker":"Alan Smith","startTime":3127.39,"endTime":3130.3599999999997,"body":"Okay, I'll wait for"},{"speaker":"Alan Smith","startTime":3127.39,"endTime":3130.3599999999997,"body":"the sharpening knives to stop."},{"speaker":"Alan Smith","startTime":3131.14,"endTime":3136.24,"body":"So, let everyone you speak to"},{"speaker":"Alan Smith","startTime":3131.14,"endTime":3136.24,"body":"talks about growth. Everyone in"},{"speaker":"Alan Smith","startTime":3136.24,"endTime":3138.67,"body":"our industry talks about growth,"},{"speaker":"Alan Smith","startTime":3136.24,"endTime":3138.67,"body":"everyone needs to grow their"},{"speaker":"Alan Smith","startTime":3138.67,"endTime":3142.06,"body":"business, if you're not growing,"},{"speaker":"Alan Smith","startTime":3138.67,"endTime":3142.06,"body":"you're dying. Historically,"},{"speaker":"Alan Smith","startTime":3142.0899999999997,"endTime":3145.75,"body":"referrals and by by referrals."},{"speaker":"Alan Smith","startTime":3142.0899999999997,"endTime":3145.75,"body":"Let's let's frame that from the"},{"speaker":"Alan Smith","startTime":3145.75,"endTime":3148.66,"body":"beginning referrals. I mean"},{"speaker":"Alan Smith","startTime":3145.75,"endTime":3148.66,"body":"referrals from existing clients,"},{"speaker":"Alan Smith","startTime":3148.66,"endTime":3152.5,"body":"you do good work. And everyone"},{"speaker":"Alan Smith","startTime":3148.66,"endTime":3152.5,"body":"tells you all the experts tell"},{"speaker":"Alan Smith","startTime":3152.5,"endTime":3154.6,"body":"you that's the way to grow a"},{"speaker":"Alan Smith","startTime":3152.5,"endTime":3154.6,"body":"business get further"},{"speaker":"Alan Smith","startTime":3154.6,"endTime":3157.18,"body":"introductions and recognition"},{"speaker":"Alan Smith","startTime":3154.6,"endTime":3157.18,"body":"and referrals from other"},{"speaker":"Alan Smith","startTime":3157.18,"endTime":3163.2999999999997,"body":"clients. And the concept of"},{"speaker":"Alan Smith","startTime":3157.18,"endTime":3163.2999999999997,"body":"having this this phrase, a"},{"speaker":"Alan Smith","startTime":3163.2999999999997,"endTime":3168.1,"body":"repeatable, scalable systemized"},{"speaker":"Alan Smith","startTime":3163.2999999999997,"endTime":3168.1,"body":"process for capturing referrals."},{"speaker":"Alan Smith","startTime":3168.4,"endTime":3171.04,"body":"I've been in many conferences"},{"speaker":"Alan Smith","startTime":3168.4,"endTime":3171.04,"body":"over the years and people, the"},{"speaker":"Alan Smith","startTime":3171.0699999999997,"endTime":3173.56,"body":"sort of speaker says, you know,"},{"speaker":"Alan Smith","startTime":3171.0699999999997,"endTime":3173.56,"body":"raise your hand, if you've got"},{"speaker":"Alan Smith","startTime":3173.5899999999997,"endTime":3177.13,"body":"what I just described, almost no"},{"speaker":"Alan Smith","startTime":3173.5899999999997,"endTime":3177.13,"body":"one raised their hand. People"},{"speaker":"Alan Smith","startTime":3177.13,"endTime":3179.5,"body":"say, is it the single biggest"},{"speaker":"Alan Smith","startTime":3177.13,"endTime":3179.5,"body":"opportunity you've got? Everyone"},{"speaker":"Alan Smith","startTime":3179.5,"endTime":3181.0,"body":"raises their hand? Yes,"},{"speaker":"Alan Smith","startTime":3179.5,"endTime":3181.0,"body":"referrals are biggest"},{"speaker":"Alan Smith","startTime":3181.0,"endTime":3185.3199999999997,"body":"opportunity. But but very few"},{"speaker":"Alan Smith","startTime":3181.0,"endTime":3185.3199999999997,"body":"people have ever nailed this. We"},{"speaker":"Alan Smith","startTime":3185.3199999999997,"endTime":3188.1099999999997,"body":"all get referrals, kind of by"},{"speaker":"Alan Smith","startTime":3185.3199999999997,"endTime":3188.1099999999997,"body":"accident, I'll speak from for"},{"speaker":"Alan Smith","startTime":3188.1099999999997,"endTime":3190.39,"body":"myself, we get them, of course,"},{"speaker":"Alan Smith","startTime":3188.1099999999997,"endTime":3190.39,"body":"we get them. They're a big"},{"speaker":"Alan Smith","startTime":3190.39,"endTime":3192.91,"body":"source of business for us. But"},{"speaker":"Alan Smith","startTime":3190.39,"endTime":3192.91,"body":"they're kind of accidental."},{"speaker":"Alan Smith","startTime":3192.91,"endTime":3195.8199999999997,"body":"There's not, there's not a lot"},{"speaker":"Alan Smith","startTime":3192.91,"endTime":3195.8199999999997,"body":"of a lot of intention around it."},{"speaker":"Alan Smith","startTime":3196.45,"endTime":3198.58,"body":"And I've given a lot of thought"},{"speaker":"Alan Smith","startTime":3196.45,"endTime":3198.58,"body":"to this. Over the years, I've"},{"speaker":"Alan Smith","startTime":3198.58,"endTime":3200.89,"body":"actually built something here"},{"speaker":"Alan Smith","startTime":3198.58,"endTime":3200.89,"body":"called the referral strategy"},{"speaker":"Alan Smith","startTime":3200.89,"endTime":3204.19,"body":"toolkit. And I've just gathered"},{"speaker":"Alan Smith","startTime":3200.89,"endTime":3204.19,"body":"a lot of information. I've read"},{"speaker":"Alan Smith","startTime":3204.19,"endTime":3207.25,"body":"a lot of books about it. And"},{"speaker":"Alan Smith","startTime":3204.19,"endTime":3207.25,"body":"I'll highlight a couple of those"},{"speaker":"Alan Smith","startTime":3207.43,"endTime":3213.5499999999997,"body":"in a moment. sources that you"},{"speaker":"Alan Smith","startTime":3207.43,"endTime":3213.5499999999997,"body":"can go to watch, optimize this"},{"speaker":"Alan Smith","startTime":3213.58,"endTime":3219.94,"body":"strategy, and I've realized a"},{"speaker":"Alan Smith","startTime":3213.58,"endTime":3219.94,"body":"few things about referrals. Let"},{"speaker":"Alan Smith","startTime":3219.94,"endTime":3221.14,"body":"me tell you a brief story."},{"speaker":"Nick Lincoln","startTime":3222.52,"endTime":3225.43,"body":"Now. Okay."},{"speaker":"Alan Smith","startTime":3227.859,"endTime":3231.129,"body":"True story. Last"},{"speaker":"Alan Smith","startTime":3227.859,"endTime":3231.129,"body":"week, I was getting kicked out"},{"speaker":"Alan Smith","startTime":3231.129,"endTime":3233.319,"body":"of the tube station, I was"},{"speaker":"Alan Smith","startTime":3231.129,"endTime":3233.319,"body":"heading to a quite an important"},{"speaker":"Alan Smith","startTime":3233.319,"endTime":3237.7889999999998,"body":"meeting. And I came out of the"},{"speaker":"Alan Smith","startTime":3233.319,"endTime":3237.7889999999998,"body":"tube station. And it was the"},{"speaker":"Alan Smith","startTime":3237.7889999999998,"endTime":3242.5589999999997,"body":"rain was biblical, it was just"},{"speaker":"Alan Smith","startTime":3237.7889999999998,"endTime":3242.5589999999997,"body":"absolutely chucking down. And I"},{"speaker":"Alan Smith","startTime":3242.5589999999997,"endTime":3245.439,"body":"had about seven minute walk to"},{"speaker":"Alan Smith","startTime":3242.5589999999997,"endTime":3245.439,"body":"my destination where I was"},{"speaker":"Alan Smith","startTime":3245.439,"endTime":3248.859,"body":"having this meeting. And trust"},{"speaker":"Alan Smith","startTime":3245.439,"endTime":3248.859,"body":"me, it would have been I've"},{"speaker":"Alan Smith","startTime":3248.859,"endTime":3251.529,"body":"never seen, I think was that"},{"speaker":"Alan Smith","startTime":3248.859,"endTime":3251.529,"body":"storm, whatever it was that came"},{"speaker":"Alan Smith","startTime":3251.529,"endTime":3254.709,"body":"through recently last week, and"},{"speaker":"Alan Smith","startTime":3251.529,"endTime":3254.709,"body":"I've never seen rain like it, it"},{"speaker":"Alan Smith","startTime":3254.709,"endTime":3257.019,"body":"was if I'd stepped out on that"},{"speaker":"Alan Smith","startTime":3254.709,"endTime":3257.019,"body":"for more than 30 seconds, I"},{"speaker":"Alan Smith","startTime":3257.019,"endTime":3258.729,"body":"might as well just jumped in the"},{"speaker":"Alan Smith","startTime":3257.019,"endTime":3258.729,"body":"bath and then go into the"},{"speaker":"Alan Smith","startTime":3258.729,"endTime":3261.609,"body":"meeting. It was that heavy. And"},{"speaker":"Alan Smith","startTime":3258.729,"endTime":3261.609,"body":"I thought, right I got a couple"},{"speaker":"Alan Smith","startTime":3261.609,"endTime":3263.589,"body":"of options here. I'm either just"},{"speaker":"Alan Smith","startTime":3261.609,"endTime":3263.589,"body":"going to be late for the"},{"speaker":"Alan Smith","startTime":3263.589,"endTime":3266.739,"body":"meeting, just not just not go. I"},{"speaker":"Alan Smith","startTime":3263.589,"endTime":3266.739,"body":"didn't have the phone number of"},{"speaker":"Alan Smith","startTime":3266.739,"endTime":3270.399,"body":"the person I was meeting so I"},{"speaker":"Alan Smith","startTime":3266.739,"endTime":3270.399,"body":"couldn't call them and say or"},{"speaker":"Alan Smith","startTime":3270.399,"endTime":3273.7889999999998,"body":"just go and get absolutely"},{"speaker":"Alan Smith","startTime":3270.399,"endTime":3273.7889999999998,"body":"soaked to the skin and just"},{"speaker":"Alan Smith","startTime":3273.7889999999998,"endTime":3277.269,"body":"arrived there like a drowned"},{"speaker":"Alan Smith","startTime":3273.7889999999998,"endTime":3277.269,"body":"rat. And then lo and behold"},{"speaker":"Alan Smith","startTime":3277.269,"endTime":3280.239,"body":"across the streets, this is"},{"speaker":"Alan Smith","startTime":3277.269,"endTime":3280.239,"body":"Oxford Street and central London"},{"speaker":"Alan Smith","startTime":3280.239,"endTime":3282.819,"body":"big shopping street across the"},{"speaker":"Alan Smith","startTime":3280.239,"endTime":3282.819,"body":"street. I see this one of these"},{"speaker":"Alan Smith","startTime":3282.819,"endTime":3289.5389999999998,"body":"tourist shops. Was it selling"},{"speaker":"Alan Smith","startTime":3282.819,"endTime":3289.5389999999998,"body":"umbrellas. So with great haste"},{"speaker":"Alan Smith","startTime":3289.5389999999998,"endTime":3292.989,"body":"to run across the street, got"},{"speaker":"Alan Smith","startTime":3289.5389999999998,"endTime":3292.989,"body":"soaked in this sort of 30"},{"speaker":"Alan Smith","startTime":3292.989,"endTime":3295.659,"body":"seconds it took me to run across"},{"speaker":"Alan Smith","startTime":3292.989,"endTime":3295.659,"body":"the street and went into him."},{"speaker":"Alan Smith","startTime":3295.659,"endTime":3298.659,"body":"And I said I noticed while I was"},{"speaker":"Alan Smith","startTime":3295.659,"endTime":3298.659,"body":"waiting looking at it that he"},{"speaker":"Alan Smith","startTime":3298.659,"endTime":3300.999,"body":"was taking his signs down. And"},{"speaker":"Alan Smith","startTime":3298.659,"endTime":3300.999,"body":"what he was doing was taking his"},{"speaker":"Alan Smith","startTime":3300.999,"endTime":3304.719,"body":"prices down. Because he's"},{"speaker":"Alan Smith","startTime":3300.999,"endTime":3304.719,"body":"realized, I've got a market the"},{"speaker":"Alan Smith","startTime":3304.719,"endTime":3310.419,"body":"market has suddenly changed"},{"speaker":"Alan Smith","startTime":3304.719,"endTime":3310.419,"body":"umbrellas completely. So go"},{"speaker":"Alan Smith","startTime":3310.419,"endTime":3313.3289999999997,"body":"across the road, and I grabbed"},{"speaker":"Alan Smith","startTime":3310.419,"endTime":3313.3289999999997,"body":"this umbrella. I say how much"},{"speaker":"Alan Smith","startTime":3313.359,"endTime":3317.709,"body":"this is? Yeah, so I say how much"},{"speaker":"Alan Smith","startTime":3313.359,"endTime":3317.709,"body":"of this umbrella? He says 20"},{"speaker":"Alan Smith","startTime":3317.709,"endTime":3321.249,"body":"pounds 20 quid I thought this is"},{"speaker":"Alan Smith","startTime":3317.709,"endTime":3321.249,"body":"an umbrella, you'd probably buy"},{"speaker":"Alan Smith","startTime":3321.249,"endTime":3326.499,"body":"an Amazon for about 499 I"},{"speaker":"Alan Smith","startTime":3321.249,"endTime":3326.499,"body":"reckon. 20 pounds. I think our"},{"speaker":"Alan Smith","startTime":3326.529,"endTime":3329.529,"body":"bollocks, fine, fine, fine,"},{"speaker":"Alan Smith","startTime":3326.529,"endTime":3329.529,"body":"fine. But I pick up the umbrella"},{"speaker":"Alan Smith","startTime":3329.529,"endTime":3331.689,"body":"ticket to the counter. But Tommy"},{"speaker":"Alan Smith","startTime":3329.529,"endTime":3331.689,"body":"gets to the counter. The guy at"},{"speaker":"Alan Smith","startTime":3331.689,"endTime":3334.719,"body":"the counter says alright mate,"},{"speaker":"Alan Smith","startTime":3331.689,"endTime":3334.719,"body":"there it is. 25 pounds. I said"},{"speaker":"Alan Smith","startTime":3334.719,"endTime":3337.3289999999997,"body":"well, what will the guy the guy"},{"speaker":"Alan Smith","startTime":3334.719,"endTime":3337.3289999999997,"body":"just at the your door your"},{"speaker":"Alan Smith","startTime":3337.3289999999997,"endTime":3340.509,"body":"colleagues is 20 I'm arguing"},{"speaker":"Alan Smith","startTime":3337.3289999999997,"endTime":3340.509,"body":"with over five is sorry, mate is"},{"speaker":"Alan Smith","startTime":3340.509,"endTime":3343.839,"body":"25. He's got it wrong. They made"},{"speaker":"Alan Smith","startTime":3340.509,"endTime":3343.839,"body":"the price up completely whether"},{"speaker":"Alan Smith","startTime":3343.839,"endTime":3348.159,"body":"I do fine. So I paid it in"},{"speaker":"Alan Smith","startTime":3343.839,"endTime":3348.159,"body":"relation to who's quite"},{"speaker":"Alan Smith","startTime":3348.159,"endTime":3351.8489999999997,"body":"important meetings. I was going"},{"speaker":"Alan Smith","startTime":3348.159,"endTime":3351.8489999999997,"body":"to the point of the story here"},{"speaker":"Alan Smith","startTime":3351.879,"endTime":3355.719,"body":"is there was urgency. I had some"},{"speaker":"Alan Smith","startTime":3351.879,"endTime":3355.719,"body":"urgency therefore executed on a"},{"speaker":"Alan Smith","startTime":3355.719,"endTime":3359.169,"body":"purchase decision right there."},{"speaker":"Alan Smith","startTime":3355.719,"endTime":3359.169,"body":"And then what I've realized"},{"speaker":"Alan Smith","startTime":3359.949,"endTime":3362.679,"body":"that's a long winded way of"},{"speaker":"Alan Smith","startTime":3359.949,"endTime":3362.679,"body":"getting here, but it's important"},{"speaker":"Alan Smith","startTime":3362.679,"endTime":3364.779,"body":"because it's fundamental to"},{"speaker":"Alan Smith","startTime":3362.679,"endTime":3364.779,"body":"referral strategy."},{"speaker":"Nick Lincoln","startTime":3364.929,"endTime":3366.759,"body":"Welcome to the"},{"speaker":"Nick Lincoln","startTime":3364.929,"endTime":3366.759,"body":"umbrella podcast."},{"speaker":"Alan Smith","startTime":3367.5389999999998,"endTime":3371.379,"body":"Very rarely, very"},{"speaker":"Alan Smith","startTime":3367.5389999999998,"endTime":3371.379,"body":"rarely got ruined running across"},{"speaker":"Alan Smith","startTime":3371.379,"endTime":3376.719,"body":"the road very rarely is the work"},{"speaker":"Alan Smith","startTime":3371.379,"endTime":3376.719,"body":"we do urgent if they If you have"},{"speaker":"Alan Smith","startTime":3376.719,"endTime":3378.939,"body":"to, if it's pouring rain, you go"},{"speaker":"Alan Smith","startTime":3376.719,"endTime":3378.939,"body":"into a meeting by umbrellas,"},{"speaker":"Alan Smith","startTime":3378.969,"endTime":3381.7889999999998,"body":"urgent, if there's a flood in"},{"speaker":"Alan Smith","startTime":3378.969,"endTime":3381.7889999999998,"body":"your house, getting a plumber"},{"speaker":"Alan Smith","startTime":3381.7889999999998,"endTime":3383.499,"body":"around deserting, you're not"},{"speaker":"Alan Smith","startTime":3381.7889999999998,"endTime":3383.499,"body":"really quibbling about it, you"},{"speaker":"Alan Smith","startTime":3383.499,"endTime":3386.199,"body":"just go and find a plumber, or"},{"speaker":"Alan Smith","startTime":3383.499,"endTime":3386.199,"body":"whatever, very rarely, the work"},{"speaker":"Alan Smith","startTime":3386.199,"endTime":3389.439,"body":"that we do is urgent, therefore,"},{"speaker":"Alan Smith","startTime":3386.199,"endTime":3389.439,"body":"you got to think differently."},{"speaker":"Alan Smith","startTime":3389.919,"endTime":3394.839,"body":"Because if you ask a client for"},{"speaker":"Alan Smith","startTime":3389.919,"endTime":3394.839,"body":"a referral, it's just it's"},{"speaker":"Alan Smith","startTime":3394.8689999999997,"endTime":3398.019,"body":"awkward, it's not urgent, and"},{"speaker":"Alan Smith","startTime":3394.8689999999997,"endTime":3398.019,"body":"they've got to then pass it on"},{"speaker":"Alan Smith","startTime":3398.019,"endTime":3400.479,"body":"to somebody else that they don't"},{"speaker":"Alan Smith","startTime":3398.019,"endTime":3400.479,"body":"know their circumstances. If you"},{"speaker":"Alan Smith","startTime":3400.479,"endTime":3404.0789999999997,"body":"ever, if you ever need advice, a"},{"speaker":"Alan Smith","startTime":3400.479,"endTime":3404.0789999999997,"body":"financial advisor, my guy, my"},{"speaker":"Alan Smith","startTime":3404.0789999999997,"endTime":3407.259,"body":"girl is good, you should contact"},{"speaker":"Alan Smith","startTime":3404.0789999999997,"endTime":3407.259,"body":"them, it doesn't make any sense."},{"speaker":"Alan Smith","startTime":3407.6189999999997,"endTime":3411.699,"body":"So there's, you can take this a"},{"speaker":"Alan Smith","startTime":3407.6189999999997,"endTime":3411.699,"body":"lot of different ways. But"},{"speaker":"Alan Smith","startTime":3411.699,"endTime":3414.6389999999997,"body":"there's a, there's a couple of"},{"speaker":"Alan Smith","startTime":3411.699,"endTime":3414.6389999999997,"body":"ways that I would suggest doing."},{"speaker":"Alan Smith","startTime":3415.029,"endTime":3420.489,"body":"Number one is just understanding"},{"speaker":"Alan Smith","startTime":3415.029,"endTime":3420.489,"body":"the idea of building, building"},{"speaker":"Alan Smith","startTime":3420.489,"endTime":3423.999,"body":"funnels, building something of"},{"speaker":"Alan Smith","startTime":3420.489,"endTime":3423.999,"body":"value and have help for clients"},{"speaker":"Alan Smith","startTime":3423.999,"endTime":3427.5389999999998,"body":"and prospective clients. So very"},{"speaker":"Alan Smith","startTime":3423.999,"endTime":3427.5389999999998,"body":"simply, what you can do is you"},{"speaker":"Alan Smith","startTime":3427.5389999999998,"endTime":3430.209,"body":"create a repository for really"},{"speaker":"Alan Smith","startTime":3427.5389999999998,"endTime":3430.209,"body":"helpful information that's"},{"speaker":"Alan Smith","startTime":3430.209,"endTime":3434.409,"body":"designed to be given to friends"},{"speaker":"Alan Smith","startTime":3430.209,"endTime":3434.409,"body":"of your clients, colleagues, of"},{"speaker":"Alan Smith","startTime":3434.409,"endTime":3438.069,"body":"your clients, etc. You've got to"},{"speaker":"Alan Smith","startTime":3434.409,"endTime":3438.069,"body":"build relationships, what we"},{"speaker":"Alan Smith","startTime":3438.069,"endTime":3442.509,"body":"know is very rarely, as I say,"},{"speaker":"Alan Smith","startTime":3438.069,"endTime":3442.509,"body":"this stuff urgent. So what we're"},{"speaker":"Alan Smith","startTime":3442.509,"endTime":3445.239,"body":"in the process of doing is"},{"speaker":"Alan Smith","startTime":3442.509,"endTime":3445.239,"body":"building a very simple website"},{"speaker":"Alan Smith","startTime":3445.239,"endTime":3447.879,"body":"landing page, which is a hidden"},{"speaker":"Alan Smith","startTime":3445.239,"endTime":3447.879,"body":"page to the rest of the world."},{"speaker":"Alan Smith","startTime":3448.359,"endTime":3452.769,"body":"But it contains very relevant,"},{"speaker":"Alan Smith","startTime":3448.359,"endTime":3452.769,"body":"very interesting information"},{"speaker":"Alan Smith","startTime":3452.799,"endTime":3456.219,"body":"that clients can refer their"},{"speaker":"Alan Smith","startTime":3452.799,"endTime":3456.219,"body":"friends to. So there will be a"},{"speaker":"Alan Smith","startTime":3456.219,"endTime":3459.129,"body":"classic lead capture documents"},{"speaker":"Alan Smith","startTime":3456.219,"endTime":3459.129,"body":"something of interest and"},{"speaker":"Alan Smith","startTime":3459.129,"endTime":3461.589,"body":"relevance and and that's as we"},{"speaker":"Alan Smith","startTime":3459.129,"endTime":3461.589,"body":"know, that sort of, and we'll"},{"speaker":"Alan Smith","startTime":3461.589,"endTime":3464.469,"body":"talk about this more later in"},{"speaker":"Alan Smith","startTime":3461.589,"endTime":3464.469,"body":"the in our section on content"},{"speaker":"Alan Smith","startTime":3464.469,"endTime":3467.769,"body":"creation. We are then given"},{"speaker":"Alan Smith","startTime":3464.469,"endTime":3467.769,"body":"opportunity in return for the"},{"speaker":"Alan Smith","startTime":3467.769,"endTime":3472.689,"body":"client potential refer ease,"},{"speaker":"Alan Smith","startTime":3467.769,"endTime":3472.689,"body":"email address, we get permission"},{"speaker":"Alan Smith","startTime":3472.689,"endTime":3476.649,"body":"to drip feed, highly relevant,"},{"speaker":"Alan Smith","startTime":3472.689,"endTime":3476.649,"body":"highly appropriate educational,"},{"speaker":"Alan Smith","startTime":3476.649,"endTime":3479.649,"body":"helpful information, because"},{"speaker":"Alan Smith","startTime":3476.649,"endTime":3479.649,"body":"rarely is the stuff that we do"},{"speaker":"Alan Smith","startTime":3479.739,"endTime":3483.6389999999997,"body":"urgent. But if we can drip feed,"},{"speaker":"Alan Smith","startTime":3479.739,"endTime":3483.6389999999997,"body":"nurture them over months, and"},{"speaker":"Alan Smith","startTime":3483.6389999999997,"endTime":3486.279,"body":"months, maybe years, because"},{"speaker":"Alan Smith","startTime":3483.6389999999997,"endTime":3486.279,"body":"once you create this, it doesn't"},{"speaker":"Alan Smith","startTime":3486.3089999999997,"endTime":3490.3289999999997,"body":"doesn't matter. And so there you"},{"speaker":"Alan Smith","startTime":3486.3089999999997,"endTime":3490.3289999999997,"body":"go, so there's just one thing to"},{"speaker":"Alan Smith","startTime":3490.3289999999997,"endTime":3492.159,"body":"kick start this conversation,"},{"speaker":"Alan Smith","startTime":3490.3289999999997,"endTime":3492.159,"body":"I've got quite I've got a few"},{"speaker":"Alan Smith","startTime":3492.159,"endTime":3494.439,"body":"other things I can share with in"},{"speaker":"Alan Smith","startTime":3492.159,"endTime":3494.439,"body":"terms of practical experiences."},{"speaker":"Alan Smith","startTime":3494.439,"endTime":3499.089,"body":"But the the idea of asking for"},{"speaker":"Alan Smith","startTime":3494.439,"endTime":3499.089,"body":"referrals and client meetings"},{"speaker":"Alan Smith","startTime":3499.089,"endTime":3502.989,"body":"makes no sense to me, it's just"},{"speaker":"Alan Smith","startTime":3499.089,"endTime":3502.989,"body":"so obscure and weird and awkward"},{"speaker":"Alan Smith","startTime":3502.989,"endTime":3506.649,"body":"unprofessional. But the idea of"},{"speaker":"Alan Smith","startTime":3502.989,"endTime":3506.649,"body":"helping your clients by saying"},{"speaker":"Alan Smith","startTime":3506.649,"endTime":3510.219,"body":"By the way, we built this piece"},{"speaker":"Alan Smith","startTime":3506.649,"endTime":3510.219,"body":"of this digital piece of"},{"speaker":"Alan Smith","startTime":3510.219,"endTime":3513.0989999999997,"body":"information, if you're an IT,"},{"speaker":"Alan Smith","startTime":3510.219,"endTime":3513.0989999999997,"body":"you can make different ones, it"},{"speaker":"Alan Smith","startTime":3513.0989999999997,"endTime":3514.929,"body":"could be a pre retirement one,"},{"speaker":"Alan Smith","startTime":3513.0989999999997,"endTime":3514.929,"body":"it could be a number of"},{"speaker":"Alan Smith","startTime":3514.929,"endTime":3518.859,"body":"different specific issues. But"},{"speaker":"Alan Smith","startTime":3514.929,"endTime":3518.859,"body":"we've got some really helpful"},{"speaker":"Alan Smith","startTime":3518.859,"endTime":3522.549,"body":"educational checklists,"},{"speaker":"Alan Smith","startTime":3518.859,"endTime":3522.549,"body":"downloads workbooks, you name it"},{"speaker":"Alan Smith","startTime":3522.549,"endTime":3525.819,"body":"that we've got for these friends"},{"speaker":"Alan Smith","startTime":3522.549,"endTime":3525.819,"body":"of yours, if you want, send them"},{"speaker":"Alan Smith","startTime":3525.819,"endTime":3529.749,"body":"a link to it. So you build it"},{"speaker":"Alan Smith","startTime":3525.819,"endTime":3529.749,"body":"into your makeup, a repeatable"},{"speaker":"Alan Smith","startTime":3529.749,"endTime":3532.1189999999997,"body":"system or strategy. Every time"},{"speaker":"Alan Smith","startTime":3529.749,"endTime":3532.1189999999997,"body":"you've got an annual planning"},{"speaker":"Alan Smith","startTime":3532.1189999999997,"endTime":3534.759,"body":"meeting, for example, every time"},{"speaker":"Alan Smith","startTime":3532.1189999999997,"endTime":3534.759,"body":"you sending a client newsletter,"},{"speaker":"Alan Smith","startTime":3534.8489999999997,"endTime":3538.1189999999997,"body":"for example, you send a link to"},{"speaker":"Alan Smith","startTime":3534.8489999999997,"endTime":3538.1189999999997,"body":"this, this might be helpful, and"},{"speaker":"Alan Smith","startTime":3538.1189999999997,"endTime":3541.089,"body":"all you're doing is capturing"},{"speaker":"Alan Smith","startTime":3538.1189999999997,"endTime":3541.089,"body":"people's attention. And building"},{"speaker":"Alan Smith","startTime":3541.089,"endTime":3543.7889999999998,"body":"a list that which which you can"},{"speaker":"Alan Smith","startTime":3541.089,"endTime":3543.7889999999998,"body":"nurture over time, and that they"},{"speaker":"Alan Smith","startTime":3543.7889999999998,"endTime":3547.149,"body":"can opt out from at any time if"},{"speaker":"Alan Smith","startTime":3543.7889999999998,"endTime":3547.149,"body":"they're not finding it any of"},{"speaker":"Alan Smith","startTime":3547.149,"endTime":3549.939,"body":"any value. That's the starting"},{"speaker":"Alan Smith","startTime":3547.149,"endTime":3549.939,"body":"point. He wants to go next."},{"speaker":"Carl Widger","startTime":3552.88,"endTime":3557.1099999999997,"body":"Job interview for"},{"speaker":"Carl Widger","startTime":3552.88,"endTime":3557.1099999999997,"body":"like, all great ideas clearly."},{"speaker":"Carl Widger","startTime":3557.14,"endTime":3560.92,"body":"Absolutely fantastic, right? For"},{"speaker":"Carl Widger","startTime":3557.14,"endTime":3560.92,"body":"me, that's kind of like the"},{"speaker":"Carl Widger","startTime":3560.92,"endTime":3562.96,"body":"content creation piece that"},{"speaker":"Carl Widger","startTime":3560.92,"endTime":3562.96,"body":"we're going to talk about,"},{"speaker":"Carl Widger","startTime":3562.96,"endTime":3563.7999999999997,"body":"because we've done"},{"speaker":"Alan Smith","startTime":3563.7999999999997,"endTime":3566.35,"body":"some it does"},{"speaker":"Alan Smith","startTime":3563.7999999999997,"endTime":3566.35,"body":"crossover a lot this year. But"},{"speaker":"Alan Smith","startTime":3566.38,"endTime":3566.95,"body":"so,"},{"speaker":"Carl Widger","startTime":3567.489,"endTime":3570.8489999999997,"body":"so look, what I"},{"speaker":"Carl Widger","startTime":3567.489,"endTime":3570.8489999999997,"body":"thought I'd just kind of talk"},{"speaker":"Carl Widger","startTime":3570.8489999999997,"endTime":3575.439,"body":"about is we've built this"},{"speaker":"Carl Widger","startTime":3570.8489999999997,"endTime":3575.439,"body":"business entirely, absolutely"},{"speaker":"Carl Widger","startTime":3575.439,"endTime":3581.049,"body":"entirely unplanned referrals. So"},{"speaker":"Carl Widger","startTime":3575.439,"endTime":3581.049,"body":"but I'm in the same boat as you"},{"speaker":"Carl Widger","startTime":3581.049,"endTime":3585.219,"body":"are and we don't ask for we"},{"speaker":"Carl Widger","startTime":3581.049,"endTime":3585.219,"body":"don't ask for the referrals."},{"speaker":"Carl Widger","startTime":3586.299,"endTime":3594.669,"body":"Right. So one thing that I think"},{"speaker":"Carl Widger","startTime":3586.299,"endTime":3594.669,"body":"is missed a lot is you even kind"},{"speaker":"Carl Widger","startTime":3594.669,"endTime":3597.279,"body":"of set it out in the very start,"},{"speaker":"Carl Widger","startTime":3594.669,"endTime":3597.279,"body":"you know, oh, do great work on"},{"speaker":"Carl Widger","startTime":3597.279,"endTime":3601.839,"body":"the on the client referrals and"},{"speaker":"Carl Widger","startTime":3597.279,"endTime":3601.839,"body":"calm. Don't miss the first part."},{"speaker":"Carl Widger","startTime":3602.469,"endTime":3606.3089999999997,"body":"do great work. So what I mean by"},{"speaker":"Carl Widger","startTime":3602.469,"endTime":3606.3089999999997,"body":"that is how can you make the"},{"speaker":"Carl Widger","startTime":3606.3089999999997,"endTime":3611.109,"body":"whole financial planning process"},{"speaker":"Carl Widger","startTime":3606.3089999999997,"endTime":3611.109,"body":"really, really cool, really,"},{"speaker":"Carl Widger","startTime":3611.109,"endTime":3614.739,"body":"really memorable? So it's"},{"speaker":"Carl Widger","startTime":3611.109,"endTime":3614.739,"body":"obviously that's all just to"},{"speaker":"Carl Widger","startTime":3614.739,"endTime":3618.759,"body":"your cash flow model. It's not"},{"speaker":"Carl Widger","startTime":3614.739,"endTime":3618.759,"body":"right. And a lot of it is making"},{"speaker":"Carl Widger","startTime":3618.7889999999998,"endTime":3623.499,"body":"the clients feel like they are"},{"speaker":"Carl Widger","startTime":3618.7889999999998,"endTime":3623.499,"body":"hurt. Right? So it's a lot about"},{"speaker":"Carl Widger","startTime":3623.649,"endTime":3626.379,"body":"have been brave enough. Like I"},{"speaker":"Carl Widger","startTime":3623.649,"endTime":3626.379,"body":"remember and I've spoken about"},{"speaker":"Carl Widger","startTime":3626.379,"endTime":3629.049,"body":"this a lot. You know, when we"},{"speaker":"Carl Widger","startTime":3626.379,"endTime":3629.049,"body":"started talking about goals,"},{"speaker":"Carl Widger","startTime":3629.049,"endTime":3632.3489999999997,"body":"dreams and aspirations, it was"},{"speaker":"Carl Widger","startTime":3629.049,"endTime":3632.3489999999997,"body":"like, Holy shit, the pensions"},{"speaker":"Carl Widger","startTime":3632.3489999999997,"endTime":3634.719,"body":"guy is talking to me about"},{"speaker":"Carl Widger","startTime":3632.3489999999997,"endTime":3634.719,"body":"fluffy stuff, right? But"},{"speaker":"Carl Widger","startTime":3634.8689999999997,"endTime":3639.5789999999997,"body":"actually having the bravery to"},{"speaker":"Carl Widger","startTime":3634.8689999999997,"endTime":3639.5789999999997,"body":"go there with the clients so"},{"speaker":"Carl Widger","startTime":3639.5789999999997,"endTime":3642.339,"body":"that when they leave the"},{"speaker":"Carl Widger","startTime":3639.5789999999997,"endTime":3642.339,"body":"meeting, they'll walk out right"},{"speaker":"Carl Widger","startTime":3642.339,"endTime":3646.029,"body":"and say to each other, or maybe"},{"speaker":"Carl Widger","startTime":3642.339,"endTime":3646.029,"body":"even say to you Wow, that's an"},{"speaker":"Carl Widger","startTime":3646.029,"endTime":3649.149,"body":"awful lot different than I"},{"speaker":"Carl Widger","startTime":3646.029,"endTime":3649.149,"body":"thought it would be because they"},{"speaker":"Carl Widger","startTime":3649.149,"endTime":3653.199,"body":"will then spread the word. And"},{"speaker":"Carl Widger","startTime":3649.149,"endTime":3653.199,"body":"then it's really small things"},{"speaker":"Carl Widger","startTime":3653.199,"endTime":3660.399,"body":"can help massively so a client"},{"speaker":"Carl Widger","startTime":3653.199,"endTime":3660.399,"body":"comes into us recently and is"},{"speaker":"Carl Widger","startTime":3660.399,"endTime":3665.409,"body":"talking about buying a boat and"},{"speaker":"Carl Widger","startTime":3660.399,"endTime":3665.409,"body":"the one of the guys sat in the"},{"speaker":"Carl Widger","startTime":3666.249,"endTime":3670.3889999999997,"body":"meeting with me sent the client"},{"speaker":"Carl Widger","startTime":3666.249,"endTime":3670.3889999999997,"body":"an email of here's a boat for"},{"speaker":"Carl Widger","startTime":3670.3889999999997,"endTime":3673.1189999999997,"body":"sale, you might want to look at"},{"speaker":"Carl Widger","startTime":3670.3889999999997,"endTime":3673.1189999999997,"body":"that. Now it was a little bit of"},{"speaker":"Carl Widger","startTime":3673.1189999999997,"endTime":3675.999,"body":"a joke because he said this"},{"speaker":"Carl Widger","startTime":3673.1189999999997,"endTime":3675.999,"body":"massive, massive yacht right but"},{"speaker":"Carl Widger","startTime":3675.999,"endTime":3678.909,"body":"the Point is, the client was"},{"speaker":"Carl Widger","startTime":3675.999,"endTime":3678.909,"body":"heard. And we kind of made a"},{"speaker":"Carl Widger","startTime":3678.909,"endTime":3682.509,"body":"little bit of a joke out of it"},{"speaker":"Carl Widger","startTime":3678.909,"endTime":3682.509,"body":"right? Number one client came in"},{"speaker":"Carl Widger","startTime":3682.509,"endTime":3685.569,"body":"couple years ago, I want to go"},{"speaker":"Carl Widger","startTime":3682.509,"endTime":3685.569,"body":"to Australia and do a little bit"},{"speaker":"Carl Widger","startTime":3685.569,"endTime":3690.999,"body":"of a tour in my motorhome. And"},{"speaker":"Carl Widger","startTime":3685.569,"endTime":3690.999,"body":"we just sent him a book on"},{"speaker":"Carl Widger","startTime":3690.999,"endTime":3694.269,"body":"touring Australia. So these"},{"speaker":"Carl Widger","startTime":3690.999,"endTime":3694.269,"body":"small things, they're really"},{"speaker":"Carl Widger","startTime":3694.269,"endTime":3697.359,"body":"small, they do not cost a lot,"},{"speaker":"Carl Widger","startTime":3694.269,"endTime":3697.359,"body":"right. But it just tells and"},{"speaker":"Carl Widger","startTime":3697.359,"endTime":3701.8289999999997,"body":"shows the client, I'm listening,"},{"speaker":"Carl Widger","startTime":3697.359,"endTime":3701.8289999999997,"body":"we are listening, and what"},{"speaker":"Carl Widger","startTime":3701.8289999999997,"endTime":3705.759,"body":"matters to you matters to us."},{"speaker":"Carl Widger","startTime":3701.8289999999997,"endTime":3705.759,"body":"And then you make sure"},{"speaker":"Carl Widger","startTime":3705.7889999999998,"endTime":3709.029,"body":"obviously, that it's in the"},{"speaker":"Carl Widger","startTime":3705.7889999999998,"endTime":3709.029,"body":"financial plan for the next time"},{"speaker":"Carl Widger","startTime":3709.029,"endTime":3712.8689999999997,"body":"you have your AGM with them, you"},{"speaker":"Carl Widger","startTime":3709.029,"endTime":3712.8689999999997,"body":"know, how did that go? And you"},{"speaker":"Carl Widger","startTime":3712.8689999999997,"endTime":3717.0389999999998,"body":"have, we have voice memos after"},{"speaker":"Carl Widger","startTime":3712.8689999999997,"endTime":3717.0389999999998,"body":"every single meeting. Because"},{"speaker":"Carl Widger","startTime":3717.0389999999998,"endTime":3719.529,"body":"you can't remember every single"},{"speaker":"Carl Widger","startTime":3717.0389999999998,"endTime":3719.529,"body":"case. But if you have a voice"},{"speaker":"Carl Widger","startTime":3719.529,"endTime":3722.799,"body":"memo, here are the main things"},{"speaker":"Carl Widger","startTime":3719.529,"endTime":3722.799,"body":"that came up. Well, then you"},{"speaker":"Carl Widger","startTime":3722.799,"endTime":3726.429,"body":"talk to the clients again, about"},{"speaker":"Carl Widger","startTime":3722.799,"endTime":3726.429,"body":"at the outset at the start of"},{"speaker":"Carl Widger","startTime":3726.429,"endTime":3729.249,"body":"the meeting. Well, the last time"},{"speaker":"Carl Widger","startTime":3726.429,"endTime":3729.249,"body":"you were in this, what we spoke"},{"speaker":"Carl Widger","startTime":3729.249,"endTime":3732.279,"body":"about, did you go and do that or"},{"speaker":"Carl Widger","startTime":3729.249,"endTime":3732.279,"body":"whatever. So I think don't"},{"speaker":"Carl Widger","startTime":3732.279,"endTime":3735.669,"body":"underestimate the power of doing"},{"speaker":"Carl Widger","startTime":3732.279,"endTime":3735.669,"body":"great, great work. And then you"},{"speaker":"Carl Widger","startTime":3735.669,"endTime":3739.179,"body":"will be referred on right. And a"},{"speaker":"Carl Widger","startTime":3735.669,"endTime":3739.179,"body":"couple of things that we've"},{"speaker":"Carl Widger","startTime":3739.179,"endTime":3743.679,"body":"done. We've done lots of"},{"speaker":"Carl Widger","startTime":3739.179,"endTime":3743.679,"body":"different events, as you know,"},{"speaker":"Carl Widger","startTime":3743.8289999999997,"endTime":3747.3089999999997,"body":"and I think, now you learn and"},{"speaker":"Carl Widger","startTime":3743.8289999999997,"endTime":3747.3089999999997,"body":"you develop and they get better"},{"speaker":"Carl Widger","startTime":3747.3089999999997,"endTime":3751.839,"body":"as you go. But trying your best"},{"speaker":"Carl Widger","startTime":3747.3089999999997,"endTime":3751.839,"body":"at the outset to do five star"},{"speaker":"Carl Widger","startTime":3751.839,"endTime":3756.249,"body":"events. Because again, it's you"},{"speaker":"Carl Widger","startTime":3751.839,"endTime":3756.249,"body":"know, even if it's only a small"},{"speaker":"Carl Widger","startTime":3756.249,"endTime":3759.279,"body":"event, make sure as you think"},{"speaker":"Carl Widger","startTime":3756.249,"endTime":3759.279,"body":"about everything, because then"},{"speaker":"Carl Widger","startTime":3759.279,"endTime":3762.399,"body":"people have a have a good"},{"speaker":"Carl Widger","startTime":3759.279,"endTime":3762.399,"body":"feeling have a special feeling"},{"speaker":"Carl Widger","startTime":3762.549,"endTime":3766.719,"body":"we're dealing with matters. And"},{"speaker":"Carl Widger","startTime":3762.549,"endTime":3766.719,"body":"that's what we want them to get"},{"speaker":"Carl Widger","startTime":3766.719,"endTime":3772.149,"body":"out of every touchpoint they get"},{"speaker":"Carl Widger","startTime":3766.719,"endTime":3772.149,"body":"Office. And then it's stuff like"},{"speaker":"Carl Widger","startTime":3772.269,"endTime":3776.469,"body":"doing golf events and saying,"},{"speaker":"Carl Widger","startTime":3772.269,"endTime":3776.469,"body":"Hey, Mr. And Mrs. Client, would"},{"speaker":"Carl Widger","startTime":3776.469,"endTime":3779.679,"body":"you like to bring your friends"},{"speaker":"Carl Widger","startTime":3776.469,"endTime":3779.679,"body":"Mr. Mrs. Client, you know, the"},{"speaker":"Carl Widger","startTime":3779.679,"endTime":3782.649,"body":"kind of work that we do. And"},{"speaker":"Carl Widger","startTime":3779.679,"endTime":3782.649,"body":"look, we'd be delighted just to"},{"speaker":"Carl Widger","startTime":3782.649,"endTime":3785.859,"body":"have a game of golf, we won't"},{"speaker":"Carl Widger","startTime":3782.649,"endTime":3785.859,"body":"talk business. And look, if you"},{"speaker":"Carl Widger","startTime":3785.859,"endTime":3788.919,"body":"feel that a might fit. That has"},{"speaker":"Carl Widger","startTime":3785.859,"endTime":3788.919,"body":"worked really, really well for"},{"speaker":"Carl Widger","startTime":3788.919,"endTime":3792.6389999999997,"body":"us. And then countries have gone"},{"speaker":"Carl Widger","startTime":3788.919,"endTime":3792.6389999999997,"body":"on a bit here. But the last one"},{"speaker":"Carl Widger","startTime":3792.6389999999997,"endTime":3797.979,"body":"I talk about is I was going to"},{"speaker":"Carl Widger","startTime":3792.6389999999997,"endTime":3797.979,"body":"mention in our topical tidbits"},{"speaker":"Carl Widger","startTime":3798.009,"endTime":3800.379,"body":"because we had it last week."},{"speaker":"Carl Widger","startTime":3798.009,"endTime":3800.379,"body":"Right? So our latest client"},{"speaker":"Carl Widger","startTime":3800.379,"endTime":3804.699,"body":"advisory panel, right? Their"},{"speaker":"Carl Widger","startTime":3800.379,"endTime":3804.699,"body":"single biggest place where we"},{"speaker":"Carl Widger","startTime":3804.699,"endTime":3808.5389999999998,"body":"get the best referrals from and"},{"speaker":"Carl Widger","startTime":3804.699,"endTime":3808.5389999999998,"body":"and also for everyone and and"},{"speaker":"Carl Widger","startTime":3808.5389999999998,"endTime":3814.299,"body":"all indicators, right. So we"},{"speaker":"Carl Widger","startTime":3808.5389999999998,"endTime":3814.299,"body":"have for 12 or 14 of our very"},{"speaker":"Carl Widger","startTime":3814.299,"endTime":3818.979,"body":"best clients who come along to"},{"speaker":"Carl Widger","startTime":3814.299,"endTime":3818.979,"body":"two events every year. And we"},{"speaker":"Carl Widger","startTime":3818.979,"endTime":3822.999,"body":"asked we tell them how we've"},{"speaker":"Carl Widger","startTime":3818.979,"endTime":3822.999,"body":"done. We tell them what we're"},{"speaker":"Carl Widger","startTime":3822.999,"endTime":3825.879,"body":"planning to do, which is really"},{"speaker":"Carl Widger","startTime":3822.999,"endTime":3825.879,"body":"important to him. We're in the"},{"speaker":"Carl Widger","startTime":3825.879,"endTime":3831.459,"body":"phase right now. And then they"},{"speaker":"Carl Widger","startTime":3825.879,"endTime":3831.459,"body":"give us input on that. And they"},{"speaker":"Carl Widger","startTime":3831.459,"endTime":3834.999,"body":"always they all of them are"},{"speaker":"Carl Widger","startTime":3831.459,"endTime":3834.999,"body":"absolutely brilliant at"},{"speaker":"Carl Widger","startTime":3834.999,"endTime":3838.149,"body":"referring clients into us. Yes,"},{"speaker":"Carl Widger","startTime":3834.999,"endTime":3838.149,"body":"Nicholas? Sorry,"},{"speaker":"Nick Lincoln","startTime":3838.15,"endTime":3840.37,"body":"call you tell them"},{"speaker":"Nick Lincoln","startTime":3838.15,"endTime":3840.37,"body":"what you've done. So you share"},{"speaker":"Nick Lincoln","startTime":3840.37,"endTime":3842.41,"body":"the business growth with them?"},{"speaker":"Nick Lincoln","startTime":3840.37,"endTime":3842.41,"body":"Is that what you're saying?"},{"speaker":"Nick Lincoln","startTime":3842.41,"endTime":3843.5499999999997,"body":"Yeah, nice."},{"speaker":"Carl Widger","startTime":3843.609,"endTime":3847.029,"body":"So we have, so we"},{"speaker":"Carl Widger","startTime":3843.609,"endTime":3847.029,"body":"share with them a lot more than"},{"speaker":"Carl Widger","startTime":3847.029,"endTime":3849.8489999999997,"body":"people might think. And that has"},{"speaker":"Carl Widger","startTime":3847.029,"endTime":3849.8489999999997,"body":"evolved as well. So we weren't"},{"speaker":"Carl Widger","startTime":3849.8489999999997,"endTime":3854.319,"body":"probably telling them a lot of"},{"speaker":"Carl Widger","startTime":3849.8489999999997,"endTime":3854.319,"body":"the financials, client numbers,"},{"speaker":"Carl Widger","startTime":3854.319,"endTime":3860.679,"body":"we'd like we share the actual"},{"speaker":"Carl Widger","startTime":3854.319,"endTime":3860.679,"body":"numbers with them. So I think"},{"speaker":"Carl Widger","startTime":3860.679,"endTime":3863.6189999999997,"body":"they feel part of the story,"},{"speaker":"Carl Widger","startTime":3860.679,"endTime":3863.6189999999997,"body":"they feel very engaged, they"},{"speaker":"Carl Widger","startTime":3863.6189999999997,"endTime":3867.0389999999998,"body":"want matters to do really well."},{"speaker":"Carl Widger","startTime":3863.6189999999997,"endTime":3867.0389999999998,"body":"And if if all of those boxes are"},{"speaker":"Carl Widger","startTime":3867.0389999999998,"endTime":3870.909,"body":"ticked, well then and there are"},{"speaker":"Carl Widger","startTime":3867.0389999999998,"endTime":3870.909,"body":"there are perfect type of"},{"speaker":"Carl Widger","startTime":3870.909,"endTime":3874.689,"body":"client, remember, so they will"},{"speaker":"Carl Widger","startTime":3870.909,"endTime":3874.689,"body":"refer their peers to us. And"},{"speaker":"Carl Widger","startTime":3874.689,"endTime":3877.3889999999997,"body":"they just want to help and you"},{"speaker":"Carl Widger","startTime":3874.689,"endTime":3877.3889999999997,"body":"just get that feel I got to"},{"speaker":"Carl Widger","startTime":3877.3889999999997,"endTime":3881.499,"body":"feel, you know, over dinner. So"},{"speaker":"Carl Widger","startTime":3877.3889999999997,"endTime":3881.499,"body":"we go to a nice hotel, we do"},{"speaker":"Carl Widger","startTime":3881.529,"endTime":3886.149,"body":"lodge we the meeting is 2005"},{"speaker":"Carl Widger","startTime":3881.529,"endTime":3886.149,"body":"with a coffee break, then we"},{"speaker":"Carl Widger","startTime":3886.149,"endTime":3889.3889999999997,"body":"have pre dinner drinks, and then"},{"speaker":"Carl Widger","startTime":3886.149,"endTime":3889.3889999999997,"body":"we have have have have dinner,"},{"speaker":"Carl Widger","startTime":3889.419,"endTime":3892.689,"body":"but it's it we spend a few quid"},{"speaker":"Carl Widger","startTime":3889.419,"endTime":3892.689,"body":"on this, this is always a nice"},{"speaker":"Carl Widger","startTime":3892.689,"endTime":3898.3889999999997,"body":"place. Always a nice venue. And"},{"speaker":"Carl Widger","startTime":3892.689,"endTime":3898.3889999999997,"body":"we get like, obviously, when"},{"speaker":"Carl Widger","startTime":3898.3889999999997,"endTime":3900.969,"body":"you're talking about very busy"},{"speaker":"Carl Widger","startTime":3898.3889999999997,"endTime":3900.969,"body":"people, not everyone turns up"},{"speaker":"Carl Widger","startTime":3900.969,"endTime":3905.859,"body":"all the time, we always get"},{"speaker":"Carl Widger","startTime":3900.969,"endTime":3905.859,"body":"Tandel, you know, so maybe 234"},{"speaker":"Carl Widger","startTime":3905.859,"endTime":3910.779,"body":"Don't turn up. But we always get"},{"speaker":"Carl Widger","startTime":3905.859,"endTime":3910.779,"body":"10 people, that's enough to, you"},{"speaker":"Carl Widger","startTime":3910.779,"endTime":3914.6189999999997,"body":"know, have a really, really good"},{"speaker":"Carl Widger","startTime":3910.779,"endTime":3914.6189999999997,"body":"meeting and what's happened over"},{"speaker":"Carl Widger","startTime":3914.6189999999997,"endTime":3917.229,"body":"the last kind of couple of"},{"speaker":"Carl Widger","startTime":3914.6189999999997,"endTime":3917.229,"body":"years, especially post COVID,"},{"speaker":"Carl Widger","startTime":3917.229,"endTime":3920.109,"body":"since they've got to know each"},{"speaker":"Carl Widger","startTime":3917.229,"endTime":3920.109,"body":"other much better. They're all"},{"speaker":"Carl Widger","startTime":3920.109,"endTime":3923.259,"body":"doing some business with each"},{"speaker":"Carl Widger","startTime":3920.109,"endTime":3923.259,"body":"other, which is amazing. Like,"},{"speaker":"Carl Widger","startTime":3923.259,"endTime":3928.419,"body":"that's absolutely amazing. So if"},{"speaker":"Carl Widger","startTime":3923.259,"endTime":3928.419,"body":"I was starting out now, I would"},{"speaker":"Carl Widger","startTime":3928.419,"endTime":3932.949,"body":"find people who maybe even"},{"speaker":"Carl Widger","startTime":3928.419,"endTime":3932.949,"body":"aren't existing clients who I'd"},{"speaker":"Carl Widger","startTime":3932.949,"endTime":3936.249,"body":"like to talk to, and I'd put a"},{"speaker":"Carl Widger","startTime":3932.949,"endTime":3936.249,"body":"client advisory panel together"},{"speaker":"Carl Widger","startTime":3936.279,"endTime":3938.919,"body":"we call a client advisory panel,"},{"speaker":"Carl Widger","startTime":3936.279,"endTime":3938.919,"body":"by the way, just a small point,"},{"speaker":"Carl Widger","startTime":3939.279,"endTime":3941.8889999999997,"body":"so that people don't feel like"},{"speaker":"Carl Widger","startTime":3939.279,"endTime":3941.8889999999997,"body":"they're sitting on a board"},{"speaker":"Carl Widger","startTime":3941.8889999999997,"endTime":3944.529,"body":"because client advisory board"},{"speaker":"Carl Widger","startTime":3941.8889999999997,"endTime":3944.529,"body":"with the fiduciary"},{"speaker":"Carl Widger","startTime":3944.529,"endTime":3948.0989999999997,"body":"responsibilities, whatever. So"},{"speaker":"Carl Widger","startTime":3944.529,"endTime":3948.0989999999997,"body":"that's just a small, very small"},{"speaker":"Carl Widger","startTime":3948.0989999999997,"endTime":3954.549,"body":"point. But I would we started"},{"speaker":"Carl Widger","startTime":3948.0989999999997,"endTime":3954.549,"body":"that back in 2019. I think we'd"},{"speaker":"Carl Widger","startTime":3954.549,"endTime":3957.909,"body":"be well further out in our"},{"speaker":"Carl Widger","startTime":3954.549,"endTime":3957.909,"body":"growth phase if we start to just"},{"speaker":"Carl Widger","startTime":3957.939,"endTime":3960.339,"body":"when we started the business up."},{"speaker":"Nick Lincoln","startTime":3961.48,"endTime":3963.88,"body":"That's brilliant"},{"speaker":"Nick Lincoln","startTime":3961.48,"endTime":3963.88,"body":"Carlos that's man he told that"},{"speaker":"Nick Lincoln","startTime":3963.88,"endTime":3966.49,"body":"story in different iterations"},{"speaker":"Nick Lincoln","startTime":3963.88,"endTime":3966.49,"body":"numerous times. But it's really"},{"speaker":"Nick Lincoln","startTime":3966.49,"endTime":3969.58,"body":"interesting to listen to that"},{"speaker":"Nick Lincoln","startTime":3966.49,"endTime":3969.58,"body":"because it's so different"},{"speaker":"Nick Lincoln","startTime":3969.58,"endTime":3972.19,"body":"suddenly when I do and and what"},{"speaker":"Nick Lincoln","startTime":3969.58,"endTime":3972.19,"body":"Andy does as well which is which"},{"speaker":"Nick Lincoln","startTime":3972.22,"endTime":3974.62,"body":"well, we just don't do that kind"},{"speaker":"Nick Lincoln","startTime":3972.22,"endTime":3974.62,"body":"of thing because we're not that"},{"speaker":"Nick Lincoln","startTime":3974.62,"endTime":3976.75,"body":"kind of business, but I can"},{"speaker":"Nick Lincoln","startTime":3974.62,"endTime":3976.75,"body":"definitely see that value in"},{"speaker":"Nick Lincoln","startTime":3976.75,"endTime":3979.42,"body":"what you do. And you know, when"},{"speaker":"Nick Lincoln","startTime":3976.75,"endTime":3979.42,"body":"you do it, you do it. You're"},{"speaker":"Nick Lincoln","startTime":3979.45,"endTime":3982.0299999999997,"body":"you're one of these guys that"},{"speaker":"Nick Lincoln","startTime":3979.45,"endTime":3982.0299999999997,"body":"commits. You don't you don't"},{"speaker":"Nick Lincoln","startTime":3982.0299999999997,"endTime":3984.52,"body":"sort of stick your toe half in"},{"speaker":"Nick Lincoln","startTime":3982.0299999999997,"endTime":3984.52,"body":"the water, you go for it and"},{"speaker":"Nick Lincoln","startTime":3984.52,"endTime":3988.3599999999997,"body":"always depend on a good event"},{"speaker":"Nick Lincoln","startTime":3984.52,"endTime":3988.3599999999997,"body":"and it serves you. Well. Thank"},{"speaker":"Nick Lincoln","startTime":3988.3599999999997,"endTime":3992.2,"body":"you, Mr. Hart, what referrals?"},{"speaker":"Nick Lincoln","startTime":3988.3599999999997,"endTime":3992.2,"body":"How do you how do you approach"},{"speaker":"Nick Lincoln","startTime":3992.2,"endTime":3992.38,"body":"it?"},{"speaker":"Andy Hart","startTime":3994.149,"endTime":3995.799,"body":"Yeah, I was just"},{"speaker":"Andy Hart","startTime":3994.149,"endTime":3995.799,"body":"thinking about it. So I can go"},{"speaker":"Andy Hart","startTime":3995.799,"endTime":3999.3689999999997,"body":"on various different tangents I"},{"speaker":"Andy Hart","startTime":3995.799,"endTime":3999.3689999999997,"body":"suppose on this, obviously, I've"},{"speaker":"Andy Hart","startTime":3999.3689999999997,"endTime":4001.049,"body":"got various different"},{"speaker":"Andy Hart","startTime":3999.3689999999997,"endTime":4001.049,"body":"businesses, various different"},{"speaker":"Andy Hart","startTime":4001.049,"endTime":4004.799,"body":"things. So I do a mix of pretty"},{"speaker":"Andy Hart","startTime":4001.049,"endTime":4004.799,"body":"much what Alan said, I've been"},{"speaker":"Andy Hart","startTime":4004.799,"endTime":4007.109,"body":"doing that for years, obviously,"},{"speaker":"Andy Hart","startTime":4004.799,"endTime":4007.109,"body":"capturing email addresses and"},{"speaker":"Andy Hart","startTime":4007.109,"endTime":4010.1389999999997,"body":"then giving, you know,"},{"speaker":"Andy Hart","startTime":4007.109,"endTime":4010.1389999999997,"body":"information to people, I get"},{"speaker":"Andy Hart","startTime":4010.1389999999997,"endTime":4013.259,"body":"quite a lot of referrals from a"},{"speaker":"Andy Hart","startTime":4010.1389999999997,"endTime":4013.259,"body":"client who is a client of mine,"},{"speaker":"Andy Hart","startTime":4013.259,"endTime":4016.3489999999997,"body":"who's an accountant, and they"},{"speaker":"Andy Hart","startTime":4013.259,"endTime":4016.3489999999997,"body":"rec recommend a lot of their"},{"speaker":"Andy Hart","startTime":4016.3489999999997,"endTime":4020.5789999999997,"body":"clients. And that works really"},{"speaker":"Andy Hart","startTime":4016.3489999999997,"endTime":4020.5789999999997,"body":"well. I also probably the second"},{"speaker":"Andy Hart","startTime":4020.5789999999997,"endTime":4025.8889999999997,"body":"biggest referral channel is"},{"speaker":"Andy Hart","startTime":4020.5789999999997,"endTime":4025.8889999999997,"body":"other advisors. And other"},{"speaker":"Andy Hart","startTime":4025.8889999999997,"endTime":4029.339,"body":"advisors weirdly, do pass a lot"},{"speaker":"Andy Hart","startTime":4025.8889999999997,"endTime":4029.339,"body":"of clients between each other."},{"speaker":"Andy Hart","startTime":4029.3689999999997,"endTime":4033.149,"body":"For example, I've passed quite a"},{"speaker":"Andy Hart","startTime":4029.3689999999997,"endTime":4033.149,"body":"few clients to call if an Irish"},{"speaker":"Andy Hart","startTime":4033.149,"endTime":4036.179,"body":"connection says to you know, an"},{"speaker":"Andy Hart","startTime":4033.149,"endTime":4036.179,"body":"Irish advisor, they go to call."},{"speaker":"Andy Hart","startTime":4036.659,"endTime":4039.659,"body":"And again, lots of advisors"},{"speaker":"Andy Hart","startTime":4036.659,"endTime":4039.659,"body":"contact me and say, Andy, do you"},{"speaker":"Andy Hart","startTime":4039.659,"endTime":4043.019,"body":"know advisor and advisor in"},{"speaker":"Andy Hart","startTime":4039.659,"endTime":4043.019,"body":"Bath, in Glasgow, in Plymouth in"},{"speaker":"Andy Hart","startTime":4043.019,"endTime":4046.229,"body":"whatever. So, advisors do share"},{"speaker":"Andy Hart","startTime":4043.019,"endTime":4046.229,"body":"a lot of them clients between"},{"speaker":"Andy Hart","startTime":4046.229,"endTime":4051.089,"body":"each other, the latest Garner"},{"speaker":"Andy Hart","startTime":4046.229,"endTime":4051.089,"body":"taken on is a very good"},{"speaker":"Andy Hart","startTime":4051.089,"endTime":4053.879,"body":"financial adviser, they didn't"},{"speaker":"Andy Hart","startTime":4051.089,"endTime":4053.879,"body":"want to work with someone who's"},{"speaker":"Andy Hart","startTime":4053.879,"endTime":4057.299,"body":"so close within their family. So"},{"speaker":"Andy Hart","startTime":4053.879,"endTime":4057.299,"body":"then they said, Well, do you"},{"speaker":"Andy Hart","startTime":4057.299,"endTime":4061.0789999999997,"body":"know someone that can help me"},{"speaker":"Andy Hart","startTime":4057.299,"endTime":4061.0789999999997,"body":"and my name came, came"},{"speaker":"Andy Hart","startTime":4061.169,"endTime":4064.109,"body":"miraculously came into their"},{"speaker":"Andy Hart","startTime":4061.169,"endTime":4064.109,"body":"brain? And they basically said,"},{"speaker":"Andy Hart","startTime":4064.109,"endTime":4068.3689999999997,"body":"you know, this, just surprised"},{"speaker":"Andy Hart","startTime":4064.109,"endTime":4068.3689999999997,"body":"about that. You know, this guy"},{"speaker":"Andy Hart","startTime":4068.3689999999997,"endTime":4071.399,"body":"will look after you, you know, I"},{"speaker":"Andy Hart","startTime":4068.3689999999997,"endTime":4071.399,"body":"think he does similar to what"},{"speaker":"Andy Hart","startTime":4071.429,"endTime":4073.1389999999997,"body":"you know, I do in terms of"},{"speaker":"Andy Hart","startTime":4071.429,"endTime":4073.1389999999997,"body":"financial planning, good"},{"speaker":"Andy Hart","startTime":4073.1389999999997,"endTime":4075.149,"body":"investment portfolio, and he's"},{"speaker":"Andy Hart","startTime":4073.1389999999997,"endTime":4075.149,"body":"going to basically give you"},{"speaker":"Andy Hart","startTime":4075.149,"endTime":4077.3089999999997,"body":"tough financial love and gonna"},{"speaker":"Andy Hart","startTime":4075.149,"endTime":4077.3089999999997,"body":"get you to stick to the plan,"},{"speaker":"Andy Hart","startTime":4077.3089999999997,"endTime":4082.379,"body":"basically. Yeah, so that's on"},{"speaker":"Andy Hart","startTime":4077.3089999999997,"endTime":4082.379,"body":"the financial advice side. In"},{"speaker":"Andy Hart","startTime":4082.379,"endTime":4085.709,"body":"terms of my advisory focused"},{"speaker":"Andy Hart","startTime":4082.379,"endTime":4085.709,"body":"businesses, you know, I do"},{"speaker":"Andy Hart","startTime":4085.739,"endTime":4090.149,"body":"events, I do lots of stuff"},{"speaker":"Andy Hart","startTime":4085.739,"endTime":4090.149,"body":"online. Yeah, there's, it's"},{"speaker":"Andy Hart","startTime":4090.149,"endTime":4093.269,"body":"endless. It's constantly"},{"speaker":"Andy Hart","startTime":4090.149,"endTime":4093.269,"body":"constantly working it so it's"},{"speaker":"Andy Hart","startTime":4093.269,"endTime":4096.149,"body":"I'll keep it sort of focused on"},{"speaker":"Andy Hart","startTime":4093.269,"endTime":4096.149,"body":"the referrals for the client"},{"speaker":"Andy Hart","startTime":4096.149,"endTime":4097.829,"body":"side. Over to you, Nick."},{"speaker":"Nick Lincoln","startTime":4099.21,"endTime":4103.14,"body":"Okay, thank you."},{"speaker":"Nick Lincoln","startTime":4099.21,"endTime":4103.14,"body":"So I, I am pretty lacks on this."},{"speaker":"Nick Lincoln","startTime":4103.14,"endTime":4106.95,"body":"I mean, I don't I only get new"},{"speaker":"Nick Lincoln","startTime":4103.14,"endTime":4106.95,"body":"clients, new families through"},{"speaker":"Nick Lincoln","startTime":4106.95,"endTime":4111.6900000000005,"body":"referrals, the same way that you"},{"speaker":"Nick Lincoln","startTime":4106.95,"endTime":4111.6900000000005,"body":"do car and pro and you Alan's"},{"speaker":"Nick Lincoln","startTime":4111.6900000000005,"endTime":4115.68,"body":"well, but I don't actively seek"},{"speaker":"Nick Lincoln","startTime":4111.6900000000005,"endTime":4115.68,"body":"them. Because I'm at that stage"},{"speaker":"Nick Lincoln","startTime":4115.68,"endTime":4119.4000000000005,"body":"of my business, right? I just"},{"speaker":"Nick Lincoln","startTime":4115.68,"endTime":4119.4000000000005,"body":"don't necessarily need to, I"},{"speaker":"Nick Lincoln","startTime":4119.4000000000005,"endTime":4123.84,"body":"probably should be more on top"},{"speaker":"Nick Lincoln","startTime":4119.4000000000005,"endTime":4123.84,"body":"of this, but I don't, I just"},{"speaker":"Nick Lincoln","startTime":4123.84,"endTime":4126.93,"body":"don't need to, and I get it's"},{"speaker":"Nick Lincoln","startTime":4123.84,"endTime":4126.93,"body":"funny, you know, 80% of my"},{"speaker":"Nick Lincoln","startTime":4126.93,"endTime":4130.05,"body":"clients don't refer people to"},{"speaker":"Nick Lincoln","startTime":4126.93,"endTime":4130.05,"body":"me, but the 20% that do do it"},{"speaker":"Nick Lincoln","startTime":4130.05,"endTime":4133.83,"body":"all the time. It's just, you"},{"speaker":"Nick Lincoln","startTime":4130.05,"endTime":4133.83,"body":"know, very another iteration of"},{"speaker":"Nick Lincoln","startTime":4133.92,"endTime":4139.5,"body":"Pareto rule. The 8020 thing, and"},{"speaker":"Nick Lincoln","startTime":4133.92,"endTime":4139.5,"body":"there's no doubt about it that"},{"speaker":"Nick Lincoln","startTime":4139.5,"endTime":4142.26,"body":"referred clients you do not want"},{"speaker":"Nick Lincoln","startTime":4139.5,"endTime":4142.26,"body":"we talked earlier in the show"},{"speaker":"Nick Lincoln","startTime":4142.26,"endTime":4145.89,"body":"about how this this race to the"},{"speaker":"Nick Lincoln","startTime":4142.26,"endTime":4145.89,"body":"bottom, the internet is obsessed"},{"speaker":"Nick Lincoln","startTime":4145.89,"endTime":4148.2,"body":"with cost and getting the"},{"speaker":"Nick Lincoln","startTime":4145.89,"endTime":4148.2,"body":"cheapest, the cheapest, the"},{"speaker":"Nick Lincoln","startTime":4148.2,"endTime":4151.74,"body":"cheapest and you don't want web"},{"speaker":"Nick Lincoln","startTime":4148.2,"endTime":4151.74,"body":"trolls coming to that's my view."},{"speaker":"Nick Lincoln","startTime":4151.74,"endTime":4154.02,"body":"You don't want people coming to"},{"speaker":"Nick Lincoln","startTime":4151.74,"endTime":4154.02,"body":"you through the internet who"},{"speaker":"Nick Lincoln","startTime":4154.02,"endTime":4156.81,"body":"don't know you from Adam, I've"},{"speaker":"Nick Lincoln","startTime":4154.02,"endTime":4156.81,"body":"just seen your website. And that"},{"speaker":"Nick Lincoln","startTime":4156.81,"endTime":4160.92,"body":"yeah, you referred clients, they"},{"speaker":"Nick Lincoln","startTime":4156.81,"endTime":4160.92,"body":"come to you that they're not"},{"speaker":"Nick Lincoln","startTime":4160.92,"endTime":4163.4400000000005,"body":"there's begets you can buy from"},{"speaker":"Nick Lincoln","startTime":4160.92,"endTime":4163.4400000000005,"body":"the supermarket, the pocket,"},{"speaker":"Nick Lincoln","startTime":4163.4400000000005,"endTime":4166.74,"body":"we'll get to that all you need"},{"speaker":"Nick Lincoln","startTime":4163.4400000000005,"endTime":4166.74,"body":"to do, you don't just screw it"},{"speaker":"Nick Lincoln","startTime":4166.74,"endTime":4168.51,"body":"up, all you got to do is take"},{"speaker":"Nick Lincoln","startTime":4166.74,"endTime":4168.51,"body":"the big gets out and put them in"},{"speaker":"Nick Lincoln","startTime":4168.51,"endTime":4171.12,"body":"the oven for 10 minutes, they"},{"speaker":"Nick Lincoln","startTime":4168.51,"endTime":4171.12,"body":"almost done for you. And the"},{"speaker":"Nick Lincoln","startTime":4171.12,"endTime":4174.33,"body":"refer the client is is like"},{"speaker":"Nick Lincoln","startTime":4171.12,"endTime":4174.33,"body":"that, because because someone"},{"speaker":"Nick Lincoln","startTime":4174.33,"endTime":4178.29,"body":"they know will be like them has"},{"speaker":"Nick Lincoln","startTime":4174.33,"endTime":4178.29,"body":"the same outlook on life,"},{"speaker":"Nick Lincoln","startTime":4178.29,"endTime":4181.17,"body":"probably roughly the same money"},{"speaker":"Nick Lincoln","startTime":4178.29,"endTime":4181.17,"body":"situation life situation. And so"},{"speaker":"Nick Lincoln","startTime":4181.17,"endTime":4185.49,"body":"this is a nick Lincoln, he seems"},{"speaker":"Nick Lincoln","startTime":4181.17,"endTime":4185.49,"body":"all right. And it's validation."},{"speaker":"Nick Lincoln","startTime":4185.7,"endTime":4188.76,"body":"So people mix, like with Nike,"},{"speaker":"Nick Lincoln","startTime":4185.7,"endTime":4188.76,"body":"they come to you that they're"},{"speaker":"Nick Lincoln","startTime":4188.76,"endTime":4191.61,"body":"really, they're less, they're"},{"speaker":"Nick Lincoln","startTime":4188.76,"endTime":4191.61,"body":"sold on you really if they're"},{"speaker":"Nick Lincoln","startTime":4191.61,"endTime":4194.76,"body":"referred, and you've really got"},{"speaker":"Nick Lincoln","startTime":4191.61,"endTime":4194.76,"body":"to cook it up, or there's just"},{"speaker":"Nick Lincoln","startTime":4194.76,"endTime":4196.8,"body":"got to be something there. Let's"},{"speaker":"Nick Lincoln","startTime":4194.76,"endTime":4196.8,"body":"do think Hold on, this isn't"},{"speaker":"Nick Lincoln","startTime":4196.92,"endTime":4199.95,"body":"actually as good a fit as it"},{"speaker":"Nick Lincoln","startTime":4196.92,"endTime":4199.95,"body":"could be otherwise. That's how"},{"speaker":"Nick Lincoln","startTime":4199.95,"endTime":4203.37,"body":"you that's how that's what you"},{"speaker":"Nick Lincoln","startTime":4199.95,"endTime":4203.37,"body":"want. And if you have a restrict"},{"speaker":"Nick Lincoln","startTime":4203.37,"endTime":4206.58,"body":"strategy, which Carl does with"},{"speaker":"Nick Lincoln","startTime":4203.37,"endTime":4206.58,"body":"his client, advisory boards,"},{"speaker":"Nick Lincoln","startTime":4207.45,"endTime":4211.5599999999995,"body":"panels even sorry, panel, I've"},{"speaker":"Nick Lincoln","startTime":4207.45,"endTime":4211.5599999999995,"body":"tried to think of a client"},{"speaker":"Nick Lincoln","startTime":4211.5599999999995,"endTime":4214.44,"body":"relationship advisory panel. I"},{"speaker":"Nick Lincoln","startTime":4211.5599999999995,"endTime":4214.44,"body":"think that's a better acronym."},{"speaker":"Nick Lincoln","startTime":4215.55,"endTime":4219.69,"body":"And Alan with is just giving"},{"speaker":"Nick Lincoln","startTime":4215.55,"endTime":4219.69,"body":"some data out and just signing"},{"speaker":"Nick Lincoln","startTime":4219.69,"endTime":4223.62,"body":"people up to an email list to it"},{"speaker":"Nick Lincoln","startTime":4219.69,"endTime":4223.62,"body":"very loosely prospects, but just"},{"speaker":"Nick Lincoln","startTime":4223.62,"endTime":4226.41,"body":"feeding them useful stuff that"},{"speaker":"Nick Lincoln","startTime":4223.62,"endTime":4226.41,"body":"isn't salesy, but it's"},{"speaker":"Nick Lincoln","startTime":4226.41,"endTime":4229.17,"body":"informative. That's another"},{"speaker":"Nick Lincoln","startTime":4226.41,"endTime":4229.17,"body":"great way of just building up a"},{"speaker":"Nick Lincoln","startTime":4229.17,"endTime":4232.98,"body":"bank of people that one day may"},{"speaker":"Nick Lincoln","startTime":4229.17,"endTime":4232.98,"body":"well become clients, Alan, you"},{"speaker":"Nick Lincoln","startTime":4232.98,"endTime":4234.78,"body":"you. I just want to give"},{"speaker":"Alan Smith","startTime":4234.78,"endTime":4237.0,"body":"back on a couple of"},{"speaker":"Alan Smith","startTime":4234.78,"endTime":4237.0,"body":"points in terms of real"},{"speaker":"Alan Smith","startTime":4237.03,"endTime":4240.57,"body":"practical applications and where"},{"speaker":"Alan Smith","startTime":4237.03,"endTime":4240.57,"body":"listeners can potentially go"},{"speaker":"Alan Smith","startTime":4240.8099999999995,"endTime":4244.62,"body":"from here. And we do have to"},{"speaker":"Alan Smith","startTime":4240.8099999999995,"endTime":4244.62,"body":"always bear in mind that we're"},{"speaker":"Alan Smith","startTime":4244.62,"endTime":4249.69,"body":"all of us here are running,"},{"speaker":"Alan Smith","startTime":4244.62,"endTime":4249.69,"body":"mature businesses and a lot of"},{"speaker":"Alan Smith","startTime":4249.69,"endTime":4252.69,"body":"others are in startup phase and"},{"speaker":"Alan Smith","startTime":4249.69,"endTime":4252.69,"body":"are looking for every"},{"speaker":"Alan Smith","startTime":4252.69,"endTime":4255.99,"body":"opportunity they can to maximize"},{"speaker":"Alan Smith","startTime":4252.69,"endTime":4255.99,"body":"opportunity. So everyone should"},{"speaker":"Alan Smith","startTime":4255.99,"endTime":4260.49,"body":"be bit more intentional. There"},{"speaker":"Alan Smith","startTime":4255.99,"endTime":4260.49,"body":"are surveys out there I've"},{"speaker":"Alan Smith","startTime":4260.49,"endTime":4263.43,"body":"participated in surveys in the"},{"speaker":"Alan Smith","startTime":4260.49,"endTime":4263.43,"body":"past where they would ask we've"},{"speaker":"Alan Smith","startTime":4263.43,"endTime":4266.94,"body":"done it for example, you ask"},{"speaker":"Alan Smith","startTime":4263.43,"endTime":4266.94,"body":"your clients, it's the kind of"},{"speaker":"Alan Smith","startTime":4266.94,"endTime":4270.09,"body":"Net Promoter Score question,"},{"speaker":"Alan Smith","startTime":4266.94,"endTime":4270.09,"body":"Would you would you ever refer"},{"speaker":"Alan Smith","startTime":4270.12,"endTime":4273.8099999999995,"body":"us to friends, family,"},{"speaker":"Alan Smith","startTime":4270.12,"endTime":4273.8099999999995,"body":"colleagues, etc. You generally"},{"speaker":"Alan Smith","startTime":4273.8099999999995,"endTime":4276.09,"body":"most of us will get 90% Plus,"},{"speaker":"Alan Smith","startTime":4273.8099999999995,"endTime":4276.09,"body":"we'll see. Yeah, would it"},{"speaker":"Alan Smith","startTime":4276.12,"endTime":4279.78,"body":"Someone asked me, I would. And"},{"speaker":"Alan Smith","startTime":4276.12,"endTime":4279.78,"body":"then you ask, have you ever"},{"speaker":"Alan Smith","startTime":4279.78,"endTime":4284.13,"body":"referred as? And often you'll"},{"speaker":"Alan Smith","startTime":4279.78,"endTime":4284.13,"body":"get responses in the 50 60%."},{"speaker":"Alan Smith","startTime":4284.13,"endTime":4286.47,"body":"Yeah, I have referred you and"},{"speaker":"Alan Smith","startTime":4284.13,"endTime":4286.47,"body":"have you referred as in the last"},{"speaker":"Alan Smith","startTime":4286.5,"endTime":4289.98,"body":"year, even then the numbers will"},{"speaker":"Alan Smith","startTime":4286.5,"endTime":4289.98,"body":"be quite often moved on this two"},{"speaker":"Alan Smith","startTime":4289.98,"endTime":4292.7699999999995,"body":"or three times, you know, 20% of"},{"speaker":"Alan Smith","startTime":4289.98,"endTime":4292.7699999999995,"body":"your clients have referred you"},{"speaker":"Alan Smith","startTime":4292.7699999999995,"endTime":4294.84,"body":"in the last year, you look at"},{"speaker":"Alan Smith","startTime":4292.7699999999995,"endTime":4294.84,"body":"the actual referrals you"},{"speaker":"Alan Smith","startTime":4294.84,"endTime":4297.8099999999995,"body":"received, you think, well, it's"},{"speaker":"Alan Smith","startTime":4294.84,"endTime":4297.8099999999995,"body":"nothing like 20% of our client"},{"speaker":"Alan Smith","startTime":4297.8099999999995,"endTime":4300.87,"body":"base, and we get inquiries from"},{"speaker":"Alan Smith","startTime":4297.8099999999995,"endTime":4300.87,"body":"friends or family of these"},{"speaker":"Alan Smith","startTime":4301.2,"endTime":4303.72,"body":"people. So there is an"},{"speaker":"Alan Smith","startTime":4301.2,"endTime":4303.72,"body":"opportunity being missed,"},{"speaker":"Alan Smith","startTime":4303.72,"endTime":4306.09,"body":"because as you know, referral"},{"speaker":"Alan Smith","startTime":4303.72,"endTime":4306.09,"body":"could be the bumped into"},{"speaker":"Alan Smith","startTime":4306.09,"endTime":4309.8099999999995,"body":"somebody that proverbial"},{"speaker":"Alan Smith","startTime":4306.09,"endTime":4309.8099999999995,"body":"barbecue who? Yeah, it's Nick is"},{"speaker":"Alan Smith","startTime":4309.8099999999995,"endTime":4312.18,"body":"a good guy, I'll give you his"},{"speaker":"Alan Smith","startTime":4309.8099999999995,"endTime":4312.18,"body":"phone number, his email address,"},{"speaker":"Alan Smith","startTime":4312.39,"endTime":4314.19,"body":"and no one ever follows up. So"},{"speaker":"Alan Smith","startTime":4312.39,"endTime":4314.19,"body":"trying to"},{"speaker":"Nick Lincoln","startTime":4314.19,"endTime":4316.68,"body":"be a bit more, the"},{"speaker":"Nick Lincoln","startTime":4314.19,"endTime":4316.68,"body":"client thinks that's a roof in"},{"speaker":"Nick Lincoln","startTime":4316.68,"endTime":4317.8499999999995,"body":"their mind, that's a refer,"},{"speaker":"Alan Smith","startTime":4318.42,"endTime":4321.09,"body":"refer to give you a"},{"speaker":"Alan Smith","startTime":4318.42,"endTime":4321.09,"body":"name to somebody, they did"},{"speaker":"Alan Smith","startTime":4321.09,"endTime":4324.96,"body":"nothing at all with it. So I"},{"speaker":"Alan Smith","startTime":4321.09,"endTime":4324.96,"body":"think there's that there's a"},{"speaker":"Alan Smith","startTime":4324.96,"endTime":4328.5599999999995,"body":"couple of opportunities here."},{"speaker":"Alan Smith","startTime":4324.96,"endTime":4328.5599999999995,"body":"And I'm, you'd like this car."},{"speaker":"Alan Smith","startTime":4328.5599999999995,"endTime":4331.44,"body":"I'm a big believer in the James"},{"speaker":"Alan Smith","startTime":4328.5599999999995,"endTime":4331.44,"body":"clear atomic habits thing, which"},{"speaker":"Alan Smith","startTime":4331.44,"endTime":4333.99,"body":"is, don't worry about the"},{"speaker":"Alan Smith","startTime":4331.44,"endTime":4333.99,"body":"outcomes. I've got no control"},{"speaker":"Alan Smith","startTime":4333.99,"endTime":4336.96,"body":"over the outcomes, but try to"},{"speaker":"Alan Smith","startTime":4333.99,"endTime":4336.96,"body":"focus on the inputs, what could"},{"speaker":"Alan Smith","startTime":4337.05,"endTime":4340.5,"body":"what can we do to back to this"},{"speaker":"Alan Smith","startTime":4337.05,"endTime":4340.5,"body":"word systemize? What can we"},{"speaker":"Alan Smith","startTime":4340.65,"endTime":4343.74,"body":"actually do regularly, which"},{"speaker":"Alan Smith","startTime":4340.65,"endTime":4343.74,"body":"will just move the dial a bit if"},{"speaker":"Alan Smith","startTime":4343.74,"endTime":4346.3499999999995,"body":"we just if we increased our"},{"speaker":"Alan Smith","startTime":4343.74,"endTime":4346.3499999999995,"body":"referral opportunities. If we"},{"speaker":"Alan Smith","startTime":4346.3499999999995,"endTime":4350.04,"body":"captured even half of those ones"},{"speaker":"Alan Smith","startTime":4346.3499999999995,"endTime":4350.04,"body":"that people had mentioned to"},{"speaker":"Alan Smith","startTime":4350.04,"endTime":4354.54,"body":"their friend, down the pub at"},{"speaker":"Alan Smith","startTime":4350.04,"endTime":4354.54,"body":"the barbecue, etc, then that's"},{"speaker":"Alan Smith","startTime":4354.54,"endTime":4357.2699999999995,"body":"going to help fuel future"},{"speaker":"Alan Smith","startTime":4354.54,"endTime":4357.2699999999995,"body":"growth. And also the other"},{"speaker":"Alan Smith","startTime":4357.2699999999995,"endTime":4360.33,"body":"thing, of course, is to think"},{"speaker":"Alan Smith","startTime":4357.2699999999995,"endTime":4360.33,"body":"about, I honestly believe this,"},{"speaker":"Alan Smith","startTime":4360.33,"endTime":4362.82,"body":"as a client said to me, never"},{"speaker":"Alan Smith","startTime":4360.33,"endTime":4362.82,"body":"forget the words you use not"},{"speaker":"Alan Smith","startTime":4362.82,"endTime":4365.94,"body":"long ago, it's shark infested"},{"speaker":"Alan Smith","startTime":4362.82,"endTime":4365.94,"body":"waters out there, you've saved"},{"speaker":"Alan Smith","startTime":4365.94,"endTime":4368.94,"body":"us you've saved because it's,"},{"speaker":"Alan Smith","startTime":4365.94,"endTime":4368.94,"body":"let's face it, this as we sort"},{"speaker":"Alan Smith","startTime":4368.94,"endTime":4371.37,"body":"of alluded to earlier on today,"},{"speaker":"Alan Smith","startTime":4368.94,"endTime":4371.37,"body":"some of this stuff, some of the"},{"speaker":"Alan Smith","startTime":4371.37,"endTime":4374.97,"body":"advice, quality advice, costs of"},{"speaker":"Alan Smith","startTime":4371.37,"endTime":4374.97,"body":"advice, etc, is not good. So I"},{"speaker":"Alan Smith","startTime":4374.97,"endTime":4377.91,"body":"consider it helping more"},{"speaker":"Alan Smith","startTime":4374.97,"endTime":4377.91,"body":"families. And it's our noble"},{"speaker":"Alan Smith","startTime":4377.91,"endTime":4380.82,"body":"duty and responsibility to do"},{"speaker":"Alan Smith","startTime":4377.91,"endTime":4380.82,"body":"our best to capture more and"},{"speaker":"Alan Smith","startTime":4380.82,"endTime":4385.23,"body":"help more people. So try to"},{"speaker":"Alan Smith","startTime":4380.82,"endTime":4385.23,"body":"systemize this. So for example,"},{"speaker":"Alan Smith","startTime":4385.23,"endTime":4387.66,"body":"we've talked before about the"},{"speaker":"Alan Smith","startTime":4385.23,"endTime":4387.66,"body":"client journey, you're going to"},{"speaker":"Alan Smith","startTime":4387.66,"endTime":4392.22,"body":"welcome meeting you can. So"},{"speaker":"Alan Smith","startTime":4387.66,"endTime":4392.22,"body":"that's just a we just mentioned"},{"speaker":"Alan Smith","startTime":4392.22,"endTime":4395.43,"body":"it, our welcome meeting, often"},{"speaker":"Alan Smith","startTime":4392.22,"endTime":4395.43,"body":"if we can organize it is social"},{"speaker":"Alan Smith","startTime":4395.43,"endTime":4398.16,"body":"over lunch and a glass of wine,"},{"speaker":"Alan Smith","startTime":4395.43,"endTime":4398.16,"body":"we've once we've onboard the"},{"speaker":"Alan Smith","startTime":4398.16,"endTime":4401.34,"body":"client, and become fully"},{"speaker":"Alan Smith","startTime":4398.16,"endTime":4401.34,"body":"embedded clients of ours, and"},{"speaker":"Alan Smith","startTime":4401.34,"endTime":4403.89,"body":"we'll talk about that we'll go"},{"speaker":"Alan Smith","startTime":4401.34,"endTime":4403.89,"body":"back to the conversation around"},{"speaker":"Alan Smith","startTime":4404.0999999999995,"endTime":4407.13,"body":"how they first came to us. If"},{"speaker":"Alan Smith","startTime":4404.0999999999995,"endTime":4407.13,"body":"they came to us by referral, we"},{"speaker":"Alan Smith","startTime":4407.13,"endTime":4410.58,"body":"raise that the conversation is"},{"speaker":"Alan Smith","startTime":4407.13,"endTime":4410.58,"body":"great that John referred you to"},{"speaker":"Alan Smith","startTime":4410.58,"endTime":4412.7699999999995,"body":"us, that's how we build our"},{"speaker":"Alan Smith","startTime":4410.58,"endTime":4412.7699999999995,"body":"business are you just drip"},{"speaker":"Alan Smith","startTime":4412.7699999999995,"endTime":4414.96,"body":"feeding, and you're planning"},{"speaker":"Alan Smith","startTime":4412.7699999999995,"endTime":4414.96,"body":"meetings, you're just drip"},{"speaker":"Alan Smith","startTime":4414.96,"endTime":4417.5999999999995,"body":"feeding these conversations, and"},{"speaker":"Alan Smith","startTime":4414.96,"endTime":4417.5999999999995,"body":"but you've got to remember to do"},{"speaker":"Alan Smith","startTime":4417.5999999999995,"endTime":4420.42,"body":"it because easy just to forget"},{"speaker":"Alan Smith","startTime":4417.5999999999995,"endTime":4420.42,"body":"about it. So you know, you build"},{"speaker":"Alan Smith","startTime":4420.42,"endTime":4423.33,"body":"that into a checklist, various"},{"speaker":"Alan Smith","startTime":4420.42,"endTime":4423.33,"body":"other points when you first meet"},{"speaker":"Alan Smith","startTime":4423.36,"endTime":4426.45,"body":"prospective clients, if they've"},{"speaker":"Alan Smith","startTime":4423.36,"endTime":4426.45,"body":"come to you, as referral, you"},{"speaker":"Alan Smith","startTime":4426.45,"endTime":4429.2699999999995,"body":"say, Great Again, great that you"},{"speaker":"Alan Smith","startTime":4426.45,"endTime":4429.2699999999995,"body":"were referred to us. That's how"},{"speaker":"Alan Smith","startTime":4429.33,"endTime":4431.88,"body":"we get most of our referrals,"},{"speaker":"Alan Smith","startTime":4429.33,"endTime":4431.88,"body":"you drip feeding that if they"},{"speaker":"Alan Smith","startTime":4431.88,"endTime":4434.46,"body":"didn't come to you by referral,"},{"speaker":"Alan Smith","startTime":4431.88,"endTime":4434.46,"body":"you actually say to them"},{"speaker":"Alan Smith","startTime":4434.67,"endTime":4437.25,"body":"interesting, most of our clients"},{"speaker":"Alan Smith","startTime":4434.67,"endTime":4437.25,"body":"come by referrals great that you"},{"speaker":"Alan Smith","startTime":4437.25,"endTime":4439.38,"body":"found us on the internet, or"},{"speaker":"Alan Smith","startTime":4437.25,"endTime":4439.38,"body":"whatever. 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The last sort of"},{"speaker":"Alan Smith","startTime":4451.38,"endTime":4454.05,"body":"action, I would say and this is"},{"speaker":"Alan Smith","startTime":4451.38,"endTime":4454.05,"body":"a version of because not"},{"speaker":"Alan Smith","startTime":4454.05,"endTime":4458.73,"body":"everyone either wants to has the"},{"speaker":"Alan Smith","startTime":4454.05,"endTime":4458.73,"body":"ability, organization or budget"},{"speaker":"Alan Smith","startTime":4458.73,"endTime":4462.69,"body":"to create client relationship"},{"speaker":"Alan Smith","startTime":4458.73,"endTime":4462.69,"body":"advisory panels, as Nick just"},{"speaker":"Alan Smith","startTime":4462.69,"endTime":4467.16,"body":"described them, or client"},{"speaker":"Alan Smith","startTime":4462.69,"endTime":4467.16,"body":"advisory panels or whatever. I"},{"speaker":"Alan Smith","startTime":4467.16,"endTime":4469.29,"body":"know alternative version of"},{"speaker":"Alan Smith","startTime":4467.16,"endTime":4469.29,"body":"that, that anyone can do"},{"speaker":"Alan Smith","startTime":4469.29,"endTime":4473.88,"body":"tomorrow. I'm sure I talked"},{"speaker":"Alan Smith","startTime":4469.29,"endTime":4473.88,"body":"about this before, a pre in"},{"speaker":"Alan Smith","startTime":4473.88,"endTime":4477.12,"body":"previous episodes of trap. But"},{"speaker":"Alan Smith","startTime":4473.88,"endTime":4477.12,"body":"I've got a lot of time for a guy"},{"speaker":"Alan Smith","startTime":4477.12,"endTime":4481.47,"body":"called Dan Allison, who is a US"},{"speaker":"Alan Smith","startTime":4477.12,"endTime":4481.47,"body":"coach, I suppose who does"},{"speaker":"Alan Smith","startTime":4481.5,"endTime":4485.8499999999995,"body":"exclusively focuses on referral"},{"speaker":"Alan Smith","startTime":4481.5,"endTime":4485.8499999999995,"body":"strategies. And he's got this"},{"speaker":"Alan Smith","startTime":4485.8499999999995,"endTime":4488.19,"body":"concept. And again, I can post"},{"speaker":"Alan Smith","startTime":4485.8499999999995,"endTime":4488.19,"body":"the link in the show notes"},{"speaker":"Alan Smith","startTime":4488.19,"endTime":4490.38,"body":"because a lot of stuff out there"},{"speaker":"Alan Smith","startTime":4488.19,"endTime":4490.38,"body":"on the internet, there's YouTube"},{"speaker":"Alan Smith","startTime":4490.41,"endTime":4493.38,"body":"videos, et cetera, where he just"},{"speaker":"Alan Smith","startTime":4490.41,"endTime":4493.38,"body":"literally breaks down including"},{"speaker":"Alan Smith","startTime":4493.38,"endTime":4496.8,"body":"scripts, what he does. So"},{"speaker":"Alan Smith","startTime":4493.38,"endTime":4496.8,"body":"everyone think you know,"},{"speaker":"Alan Smith","startTime":4496.83,"endTime":4499.5,"body":"everyone listening to this,"},{"speaker":"Alan Smith","startTime":4496.83,"endTime":4499.5,"body":"think of what you would call"},{"speaker":"Alan Smith","startTime":4499.5,"endTime":4503.22,"body":"your advocates who are the who"},{"speaker":"Alan Smith","startTime":4499.5,"endTime":4503.22,"body":"are the clients that just love"},{"speaker":"Alan Smith","startTime":4503.22,"endTime":4505.92,"body":"what you do not everyone"},{"speaker":"Alan Smith","startTime":4503.22,"endTime":4505.92,"body":"absolutely loves what you do."},{"speaker":"Alan Smith","startTime":4505.92,"endTime":4508.5,"body":"But a percentage, it might be"},{"speaker":"Alan Smith","startTime":4505.92,"endTime":4508.5,"body":"five people might be 10, it"},{"speaker":"Alan Smith","startTime":4508.5,"endTime":4512.25,"body":"might be 20. They are your"},{"speaker":"Alan Smith","startTime":4508.5,"endTime":4512.25,"body":"advocates. And you will reach"},{"speaker":"Alan Smith","startTime":4512.25,"endTime":4515.34,"body":"out to them and offer to buy"},{"speaker":"Alan Smith","startTime":4512.25,"endTime":4515.34,"body":"them breakfast, lunch, coffee,"},{"speaker":"Alan Smith","startTime":4515.34,"endTime":4518.61,"body":"drink, whatever, and you've got"},{"speaker":"Alan Smith","startTime":4515.34,"endTime":4518.61,"body":"a pre organized conversation"},{"speaker":"Alan Smith","startTime":4518.61,"endTime":4521.37,"body":"going to have with them. Number"},{"speaker":"Alan Smith","startTime":4518.61,"endTime":4521.37,"body":"one, you're asking for feedback."},{"speaker":"Alan Smith","startTime":4521.49,"endTime":4524.7,"body":"How are we doing? It? Are there"},{"speaker":"Alan Smith","startTime":4521.49,"endTime":4524.7,"body":"any things that we are doing"},{"speaker":"Alan Smith","startTime":4524.7,"endTime":4526.86,"body":"that you wish we weren't doing"},{"speaker":"Alan Smith","startTime":4524.7,"endTime":4526.86,"body":"or any things we're not doing"},{"speaker":"Alan Smith","startTime":4526.86,"endTime":4529.26,"body":"that you wish that we weren't?"},{"speaker":"Alan Smith","startTime":4526.86,"endTime":4529.26,"body":"It's just a general feedback"},{"speaker":"Alan Smith","startTime":4529.26,"endTime":4531.66,"body":"conversation. There's that"},{"speaker":"Alan Smith","startTime":4529.26,"endTime":4531.66,"body":"there's another positioning"},{"speaker":"Alan Smith","startTime":4531.99,"endTime":4535.47,"body":"conversation? It's Can I just"},{"speaker":"Alan Smith","startTime":4531.99,"endTime":4535.47,"body":"share with you a bit it's no"},{"speaker":"Alan Smith","startTime":4535.47,"endTime":4538.0199999999995,"body":"doubt a version of what Cole"},{"speaker":"Alan Smith","startTime":4535.47,"endTime":4538.0199999999995,"body":"does in his group meeting with"},{"speaker":"Alan Smith","startTime":4538.0199999999995,"endTime":4540.69,"body":"his with his clients, but it's,"},{"speaker":"Alan Smith","startTime":4538.0199999999995,"endTime":4540.69,"body":"can I share with you what our"},{"speaker":"Alan Smith","startTime":4540.69,"endTime":4542.46,"body":"plans are for the future? These"},{"speaker":"Alan Smith","startTime":4540.69,"endTime":4542.46,"body":"are some of the things we"},{"speaker":"Alan Smith","startTime":4542.49,"endTime":4544.5599999999995,"body":"currently do. This is what our"},{"speaker":"Alan Smith","startTime":4542.49,"endTime":4544.5599999999995,"body":"plans are for the future. If"},{"speaker":"Alan Smith","startTime":4544.5599999999995,"endTime":4546.87,"body":"they're your advocates, and they"},{"speaker":"Alan Smith","startTime":4544.5599999999995,"endTime":4546.87,"body":"love what you do, and they"},{"speaker":"Alan Smith","startTime":4546.87,"endTime":4549.39,"body":"really enjoy being a client."},{"speaker":"Alan Smith","startTime":4546.87,"endTime":4549.39,"body":"They're really happy to be part"},{"speaker":"Alan Smith","startTime":4549.39,"endTime":4552.93,"body":"of that conversation. And the"},{"speaker":"Alan Smith","startTime":4549.39,"endTime":4552.93,"body":"last thing you put in into this,"},{"speaker":"Alan Smith","startTime":4553.62,"endTime":4556.92,"body":"this meeting is social and it's"},{"speaker":"Alan Smith","startTime":4553.62,"endTime":4556.92,"body":"nothing to do with their sort of"},{"speaker":"Alan Smith","startTime":4556.92,"endTime":4559.83,"body":"annual planning meeting etc."},{"speaker":"Alan Smith","startTime":4556.92,"endTime":4559.83,"body":"It's very specific conversation"},{"speaker":"Alan Smith","startTime":4559.83,"endTime":4562.95,"body":"you're going to be having as we"},{"speaker":"Alan Smith","startTime":4559.83,"endTime":4562.95,"body":"are planning to grow we do"},{"speaker":"Alan Smith","startTime":4562.95,"endTime":4565.0199999999995,"body":"believe that the best"},{"speaker":"Alan Smith","startTime":4562.95,"endTime":4565.0199999999995,"body":"opportunity to grow is through"},{"speaker":"Alan Smith","startTime":4565.0199999999995,"endTime":4568.2,"body":"individual referrals. If your my"},{"speaker":"Alan Smith","startTime":4565.0199999999995,"endTime":4568.2,"body":"circumstances what would you do"},{"speaker":"Alan Smith","startTime":4568.2,"endTime":4570.69,"body":"what would you advise me how"},{"speaker":"Alan Smith","startTime":4568.2,"endTime":4570.69,"body":"would you seek to grow that and"},{"speaker":"Alan Smith","startTime":4570.69,"endTime":4572.94,"body":"immediately you've told"},{"speaker":"Alan Smith","startTime":4570.69,"endTime":4572.94,"body":"advocates are didn't even"},{"speaker":"Alan Smith","startTime":4572.94,"endTime":4575.76,"body":"realize you were they might"},{"speaker":"Alan Smith","startTime":4572.94,"endTime":4575.76,"body":"often they will think I don't"},{"speaker":"Alan Smith","startTime":4575.76,"endTime":4577.53,"body":"even know You're planning to"},{"speaker":"Alan Smith","startTime":4575.76,"endTime":4577.53,"body":"grow. You always sound quite"},{"speaker":"Alan Smith","startTime":4577.53,"endTime":4581.07,"body":"busy to me, Novick, okay, and"},{"speaker":"Alan Smith","startTime":4577.53,"endTime":4581.07,"body":"they immediately and again, I'm"},{"speaker":"Alan Smith","startTime":4581.07,"endTime":4585.12,"body":"sure Carl will have examples of"},{"speaker":"Alan Smith","startTime":4581.07,"endTime":4585.12,"body":"this in his group panel meeting."},{"speaker":"Alan Smith","startTime":4585.63,"endTime":4587.91,"body":"But they say right, actually,"},{"speaker":"Alan Smith","startTime":4585.63,"endTime":4587.91,"body":"I've got a few ideas, you speak"},{"speaker":"Alan Smith","startTime":4587.91,"endTime":4589.86,"body":"to my accountant. 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The"},{"speaker":"Alan Smith","startTime":4598.23,"endTime":4602.94,"body":"resources I've got from this,"},{"speaker":"Alan Smith","startTime":4602.94,"endTime":4606.0599999999995,"body":"just two or three books, you"},{"speaker":"Alan Smith","startTime":4602.94,"endTime":4606.0599999999995,"body":"should read Nick Murray, the"},{"speaker":"Alan Smith","startTime":4606.0599999999995,"endTime":4610.95,"body":"game of numbers, you should read"},{"speaker":"Alan Smith","startTime":4606.0599999999995,"endTime":4610.95,"body":"a book, the guy I've mentioned a"},{"speaker":"Alan Smith","startTime":4610.95,"endTime":4616.89,"body":"moment for Graham Eisner, who is"},{"speaker":"Alan Smith","startTime":4610.95,"endTime":4616.89,"body":"the guy mentioned him before, is"},{"speaker":"Alan Smith","startTime":4616.89,"endTime":4620.01,"body":"the guy that built Goldman"},{"speaker":"Alan Smith","startTime":4616.89,"endTime":4620.01,"body":"Sachs, Wealth Management, and"},{"speaker":"Alan Smith","startTime":4620.01,"endTime":4624.96,"body":"how to get referrals. He's got a"},{"speaker":"Alan Smith","startTime":4620.01,"endTime":4624.96,"body":"book called just ask, which is"},{"speaker":"Alan Smith","startTime":4624.96,"endTime":4630.57,"body":"well worth reading. And there's"},{"speaker":"Alan Smith","startTime":4624.96,"endTime":4630.57,"body":"a guy called Steven Wirsching"},{"speaker":"Alan Smith","startTime":4630.5999999999995,"endTime":4632.8499999999995,"body":"done a US guy, you might have"},{"speaker":"Alan Smith","startTime":4630.5999999999995,"endTime":4632.8499999999995,"body":"seen him used to have a podcast,"},{"speaker":"Alan Smith","startTime":4633.0,"endTime":4635.82,"body":"all about referrals. His books"},{"speaker":"Alan Smith","startTime":4633.0,"endTime":4635.82,"body":"actually interesting called stop"},{"speaker":"Alan Smith","startTime":4635.8499999999995,"endTime":4638.76,"body":"asking for referrals, which is"},{"speaker":"Alan Smith","startTime":4635.8499999999995,"endTime":4638.76,"body":"older. So there's a lot of"},{"speaker":"Alan Smith","startTime":4638.76,"endTime":4641.13,"body":"resources out there, there's a"},{"speaker":"Alan Smith","startTime":4638.76,"endTime":4641.13,"body":"few practical things that people"},{"speaker":"Alan Smith","startTime":4641.13,"endTime":4643.32,"body":"can do. But I promise you, if"},{"speaker":"Alan Smith","startTime":4641.13,"endTime":4643.32,"body":"you're gonna make any success of"},{"speaker":"Alan Smith","startTime":4643.32,"endTime":4646.0199999999995,"body":"this, you do have to be"},{"speaker":"Alan Smith","startTime":4643.32,"endTime":4646.0199999999995,"body":"intentional, doing good work,"},{"speaker":"Alan Smith","startTime":4646.05,"endTime":4648.9,"body":"absolutely cold, but it's a"},{"speaker":"Alan Smith","startTime":4646.05,"endTime":4648.9,"body":"hygiene factor, I expect you to"},{"speaker":"Alan Smith","startTime":4648.9,"endTime":4651.42,"body":"do good work, but then you can"},{"speaker":"Alan Smith","startTime":4648.9,"endTime":4651.42,"body":"be a bit more proactive because"},{"speaker":"Alan Smith","startTime":4651.42,"endTime":4654.24,"body":"clients do want to refer you,"},{"speaker":"Alan Smith","startTime":4651.42,"endTime":4654.24,"body":"but they've got no framework in"},{"speaker":"Alan Smith","startTime":4654.24,"endTime":4657.36,"body":"which to do it. So hope that"},{"speaker":"Alan Smith","startTime":4654.24,"endTime":4657.36,"body":"helps, Nick. Okay. And, uh,"},{"speaker":"Nick Lincoln","startTime":4657.36,"endTime":4658.38,"body":"your finger was"},{"speaker":"Nick Lincoln","startTime":4657.36,"endTime":4658.38,"body":"raised."},{"speaker":"Andy Hart","startTime":4659.25,"endTime":4662.64,"body":"I just added a new"},{"speaker":"Andy Hart","startTime":4659.25,"endTime":4662.64,"body":"very Scottish word to Alan Smith"},{"speaker":"Andy Hart","startTime":4662.64,"endTime":4665.46,"body":"Scottish words Group. Group."},{"speaker":"Nick Lincoln","startTime":4668.0999999999995,"endTime":4673.95,"body":"Really? You might"},{"speaker":"Nick Lincoln","startTime":4668.0999999999995,"endTime":4673.95,"body":"well, you might well, thanks."},{"speaker":"Nick Lincoln","startTime":4673.95,"endTime":4680.97,"body":"Thanks. That's that's certainly"},{"speaker":"Nick Lincoln","startTime":4673.95,"endTime":4680.97,"body":"from from the call. And and I"},{"speaker":"Nick Lincoln","startTime":4680.97,"endTime":4684.57,"body":"want to thank you for that. We"},{"speaker":"Nick Lincoln","startTime":4680.97,"endTime":4684.57,"body":"are at one, one hour 16 minutes"},{"speaker":"Nick Lincoln","startTime":4684.57,"endTime":4688.29,"body":"in so I'm conscious that we may"},{"speaker":"Nick Lincoln","startTime":4684.57,"endTime":4688.29,"body":"have given that a damn good"},{"speaker":"Nick Lincoln","startTime":4688.29,"endTime":4690.48,"body":"thrashing. That's the first"},{"speaker":"Nick Lincoln","startTime":4688.29,"endTime":4690.48,"body":"three episodes. The next one is"},{"speaker":"Nick Lincoln","startTime":4690.48,"endTime":4692.5199999999995,"body":"going to be centers of"},{"speaker":"Nick Lincoln","startTime":4690.48,"endTime":4692.5199999999995,"body":"influence. Is that correct? And"},{"speaker":"Nick Lincoln","startTime":4692.5199999999995,"endTime":4694.92,"body":"I'm asking the most Yeah. And"},{"speaker":"Nick Lincoln","startTime":4692.5199999999995,"endTime":4694.92,"body":"then we'll follow up with with"},{"speaker":"Nick Lincoln","startTime":4694.92,"endTime":4698.82,"body":"the content, content masterful,"},{"speaker":"Nick Lincoln","startTime":4694.92,"endTime":4698.82,"body":"awesome. And what content are we"},{"speaker":"Nick Lincoln","startTime":4698.82,"endTime":4701.22,"body":"doing? Why are we doing it? How"},{"speaker":"Nick Lincoln","startTime":4698.82,"endTime":4701.22,"body":"do we do it? Do we outsource it?"},{"speaker":"Nick Lincoln","startTime":4701.3099999999995,"endTime":4704.55,"body":"How do we distribute it? How do"},{"speaker":"Nick Lincoln","startTime":4701.3099999999995,"endTime":4704.55,"body":"people consume it? So loads talk"},{"speaker":"Nick Lincoln","startTime":4704.55,"endTime":4706.44,"body":"about that. So thanks very much"},{"speaker":"Nick Lincoln","startTime":4704.55,"endTime":4706.44,"body":"for that. And it's just as well"},{"speaker":"Nick Lincoln","startTime":4706.44,"endTime":4710.13,"body":"that we wrap it up because at"},{"speaker":"Nick Lincoln","startTime":4706.44,"endTime":4710.13,"body":"the front door is posting she's"},{"speaker":"Nick Lincoln","startTime":4710.22,"endTime":4713.88,"body":"called that bolting sack up my"},{"speaker":"Nick Lincoln","startTime":4710.22,"endTime":4713.88,"body":"drive. And it's chance for us"},{"speaker":"Nick Lincoln","startTime":4713.88,"endTime":4716.8499999999995,"body":"now to just just respond to"},{"speaker":"Nick Lincoln","startTime":4713.88,"endTime":4716.8499999999995,"body":"track his questions posted by"},{"speaker":"Nick Lincoln","startTime":4716.8499999999995,"endTime":4720.45,"body":"you, our beloved audience, the"},{"speaker":"Nick Lincoln","startTime":4716.8499999999995,"endTime":4720.45,"body":"Trappists you are the show is a"},{"speaker":"Nick Lincoln","startTime":4720.45,"endTime":4724.08,"body":"link in the pinned tweet, index,"},{"speaker":"Nick Lincoln","startTime":4720.45,"endTime":4724.08,"body":"whatever you call these things."},{"speaker":"Nick Lincoln","startTime":4724.08,"endTime":4727.7699999999995,"body":"Now, submit your question there"},{"speaker":"Nick Lincoln","startTime":4724.08,"endTime":4727.7699999999995,"body":"we will come to you go into a"},{"speaker":"Nick Lincoln","startTime":4727.7699999999995,"endTime":4731.07,"body":"ginormous Hopper thing and we're"},{"speaker":"Nick Lincoln","startTime":4727.7699999999995,"endTime":4731.07,"body":"going through the hopper as we"},{"speaker":"Nick Lincoln","startTime":4731.07,"endTime":4734.22,"body":"can and this letter will I'm"},{"speaker":"Nick Lincoln","startTime":4731.07,"endTime":4734.22,"body":"going to open it in a second"},{"speaker":"Nick Lincoln","startTime":4734.22,"endTime":4736.8,"body":"it's a it's an enormous letters"},{"speaker":"Nick Lincoln","startTime":4734.22,"endTime":4736.8,"body":"very heavy let me just read this"},{"speaker":"Nick Lincoln","startTime":4736.83,"endTime":4740.7,"body":"put it on the desk that will be"},{"speaker":"Nick Lincoln","startTime":4736.83,"endTime":4740.7,"body":"dropping on the desk. So this is"},{"speaker":"Nick Lincoln","startTime":4740.7,"endTime":4745.5599999999995,"body":"from Master Jay. He sounds like"},{"speaker":"Nick Lincoln","startTime":4740.7,"endTime":4745.5599999999995,"body":"a rap artist Master Jay. He is"},{"speaker":"Nick Lincoln","startTime":4745.5599999999995,"endTime":4749.61,"body":"not got a social handle for good"},{"speaker":"Nick Lincoln","startTime":4745.5599999999995,"endTime":4749.61,"body":"reason. Okay. This is another"},{"speaker":"Nick Lincoln","startTime":4749.61,"endTime":4752.46,"body":"war on peace one. This is"},{"speaker":"Nick Lincoln","startTime":4749.61,"endTime":4752.46,"body":"anonymous for good reason. I was"},{"speaker":"Nick Lincoln","startTime":4752.46,"endTime":4755.13,"body":"recently invited to observe"},{"speaker":"Nick Lincoln","startTime":4752.46,"endTime":4755.13,"body":"another advisors client meeting."},{"speaker":"Nick Lincoln","startTime":4755.88,"endTime":4759.24,"body":"As we were discussing transfer"},{"speaker":"Nick Lincoln","startTime":4755.88,"endTime":4759.24,"body":"of clients from him to me, it"},{"speaker":"Nick Lincoln","startTime":4759.24,"endTime":4761.64,"body":"started okay as pre meeting we"},{"speaker":"Nick Lincoln","startTime":4759.24,"endTime":4761.64,"body":"looked at the cash flow. And"},{"speaker":"Nick Lincoln","startTime":4761.64,"endTime":4763.62,"body":"although we use different"},{"speaker":"Nick Lincoln","startTime":4761.64,"endTime":4763.62,"body":"assumptions, it kind of made"},{"speaker":"Nick Lincoln","startTime":4763.62,"endTime":4767.04,"body":"sense clients already drawing on"},{"speaker":"Nick Lincoln","startTime":4763.62,"endTime":4767.04,"body":"investments for living as he was"},{"speaker":"Nick Lincoln","startTime":4767.04,"endTime":4770.01,"body":"between consulting gigs but now"},{"speaker":"Nick Lincoln","startTime":4767.04,"endTime":4770.01,"body":"considering full on retirement."},{"speaker":"Nick Lincoln","startTime":4770.3099999999995,"endTime":4774.0599999999995,"body":"The forecast was tight with 100"},{"speaker":"Nick Lincoln","startTime":4770.3099999999995,"endTime":4774.0599999999995,"body":"grand after age 99, excluding"},{"speaker":"Nick Lincoln","startTime":4774.0599999999995,"endTime":4776.5199999999995,"body":"the house, but it seemed"},{"speaker":"Nick Lincoln","startTime":4774.0599999999995,"endTime":4776.5199999999995,"body":"manageable. But throughout the"},{"speaker":"Nick Lincoln","startTime":4776.5199999999995,"endTime":4780.2699999999995,"body":"meeting, alarm bells started to"},{"speaker":"Nick Lincoln","startTime":4776.5199999999995,"endTime":4780.2699999999995,"body":"ring. The first alarm bell was"},{"speaker":"Nick Lincoln","startTime":4780.45,"endTime":4782.79,"body":"early in the meeting the"},{"speaker":"Nick Lincoln","startTime":4780.45,"endTime":4782.79,"body":"adviser, not the client, the"},{"speaker":"Nick Lincoln","startTime":4782.79,"endTime":4786.39,"body":"advisor brought up gifting to"},{"speaker":"Nick Lincoln","startTime":4782.79,"endTime":4786.39,"body":"the family, and how 100,000"},{"speaker":"Nick Lincoln","startTime":4786.39,"endTime":4790.53,"body":"pounds might be a good plan as a"},{"speaker":"Nick Lincoln","startTime":4786.39,"endTime":4790.53,"body":"gift. So a non Question Master"},{"speaker":"Nick Lincoln","startTime":4790.53,"endTime":4793.5599999999995,"body":"Jay, his question is how much"},{"speaker":"Nick Lincoln","startTime":4790.53,"endTime":4793.5599999999995,"body":"fat and a plan you'd like to"},{"speaker":"Nick Lincoln","startTime":4793.5599999999995,"endTime":4796.5599999999995,"body":"have before giftee becomes"},{"speaker":"Nick Lincoln","startTime":4793.5599999999995,"endTime":4796.5599999999995,"body":"something you raise. Second"},{"speaker":"Nick Lincoln","startTime":4796.5599999999995,"endTime":4799.23,"body":"alarm bell clients discuss"},{"speaker":"Nick Lincoln","startTime":4796.5599999999995,"endTime":4799.23,"body":"burning through their cash pile,"},{"speaker":"Nick Lincoln","startTime":4799.26,"endTime":4801.72,"body":"meaning the outgoings were"},{"speaker":"Nick Lincoln","startTime":4799.26,"endTime":4801.72,"body":"drastically undisclosed by"},{"speaker":"Nick Lincoln","startTime":4801.72,"endTime":4804.8099999999995,"body":"multiple of five figures a year"},{"speaker":"Nick Lincoln","startTime":4801.72,"endTime":4804.8099999999995,"body":"which is a massive, that is a"},{"speaker":"Nick Lincoln","startTime":4804.8099999999995,"endTime":4807.9,"body":"massive under disclosure. After"},{"speaker":"Nick Lincoln","startTime":4804.8099999999995,"endTime":4807.9,"body":"the meeting, the adviser said"},{"speaker":"Nick Lincoln","startTime":4807.9,"endTime":4810.99,"body":"that was news to him. They"},{"speaker":"Nick Lincoln","startTime":4807.9,"endTime":4810.99,"body":"haven't really discussed this in"},{"speaker":"Nick Lincoln","startTime":4810.99,"endTime":4815.01,"body":"detail as retirement had only"},{"speaker":"Nick Lincoln","startTime":4810.99,"endTime":4815.01,"body":"just come up question how far in"},{"speaker":"Nick Lincoln","startTime":4815.01,"endTime":4817.14,"body":"advance of retirement you start"},{"speaker":"Nick Lincoln","startTime":4815.01,"endTime":4817.14,"body":"discussing the mechanics of"},{"speaker":"Nick Lincoln","startTime":4817.14,"endTime":4819.78,"body":"retirement planning and building"},{"speaker":"Nick Lincoln","startTime":4817.14,"endTime":4819.78,"body":"the cash buffer reserves Jesus"},{"speaker":"Nick Lincoln","startTime":4819.78,"endTime":4822.63,"body":"Christ Masterji your value here."},{"speaker":"Nick Lincoln","startTime":4819.78,"endTime":4822.63,"body":"Needless to say, I won't be"},{"speaker":"Nick Lincoln","startTime":4822.63,"endTime":4824.88,"body":"taking you on his clients. But"},{"speaker":"Nick Lincoln","startTime":4822.63,"endTime":4824.88,"body":"it surprised me as we talk the"},{"speaker":"Nick Lincoln","startTime":4824.88,"endTime":4827.94,"body":"same game but the standards were"},{"speaker":"Nick Lincoln","startTime":4824.88,"endTime":4827.94,"body":"way off where I was used to."},{"speaker":"Nick Lincoln","startTime":4827.94,"endTime":4831.36,"body":"Okay, I'll have a quick dip at"},{"speaker":"Nick Lincoln","startTime":4827.94,"endTime":4831.36,"body":"this first of all, yes, it's a"},{"speaker":"Nick Lincoln","startTime":4831.36,"endTime":4836.16,"body":"bit of a NAF, NAF meeting. I"},{"speaker":"Nick Lincoln","startTime":4831.36,"endTime":4836.16,"body":"don't think 100 grand for me, if"},{"speaker":"Nick Lincoln","startTime":4836.16,"endTime":4839.0999999999995,"body":"that's a nominal terms in 30"},{"speaker":"Nick Lincoln","startTime":4836.16,"endTime":4839.0999999999995,"body":"years time when he's 99 Or she's"},{"speaker":"Nick Lincoln","startTime":4839.0999999999995,"endTime":4843.78,"body":"99 You know, 100 grand could be"},{"speaker":"Nick Lincoln","startTime":4839.0999999999995,"endTime":4843.78,"body":"worth 30k. So whether it's"},{"speaker":"Nick Lincoln","startTime":4843.78,"endTime":4847.26,"body":"nominal or real 100k is tight."},{"speaker":"Nick Lincoln","startTime":4843.78,"endTime":4847.26,"body":"And why the advisor is raising"},{"speaker":"Nick Lincoln","startTime":4847.29,"endTime":4850.3499999999995,"body":"gifting. If the client raises it"},{"speaker":"Nick Lincoln","startTime":4847.29,"endTime":4850.3499999999995,"body":"fine that's like it's the"},{"speaker":"Nick Lincoln","startTime":4850.3499999999995,"endTime":4852.48,"body":"clients meeting it's the clients"},{"speaker":"Nick Lincoln","startTime":4850.3499999999995,"endTime":4852.48,"body":"time but why the advisor would"},{"speaker":"Nick Lincoln","startTime":4852.48,"endTime":4854.73,"body":"raise that and that situation"},{"speaker":"Nick Lincoln","startTime":4852.48,"endTime":4854.73,"body":"that wouldn't definitely"},{"speaker":"Nick Lincoln","startTime":4854.73,"endTime":4859.3499999999995,"body":"wouldn't like to do that. And"},{"speaker":"Nick Lincoln","startTime":4854.73,"endTime":4859.3499999999995,"body":"you're you've got an it's very"},{"speaker":"Nick Lincoln","startTime":4859.3499999999995,"endTime":4861.9,"body":"hard right we have all the"},{"speaker":"Nick Lincoln","startTime":4859.3499999999995,"endTime":4861.9,"body":"financials, don't we we can get"},{"speaker":"Nick Lincoln","startTime":4861.9,"endTime":4863.91,"body":"the valuations of the platform,"},{"speaker":"Nick Lincoln","startTime":4861.9,"endTime":4863.91,"body":"the client can tell us how much"},{"speaker":"Nick Lincoln","startTime":4863.91,"endTime":4866.61,"body":"they've got in the bank and all"},{"speaker":"Nick Lincoln","startTime":4863.91,"endTime":4866.61,"body":"that kind of stuff. If you"},{"speaker":"Nick Lincoln","startTime":4866.61,"endTime":4869.55,"body":"haven't got just a grasp of"},{"speaker":"Nick Lincoln","startTime":4866.61,"endTime":4869.55,"body":"what's going out of their bucket"},{"speaker":"Nick Lincoln","startTime":4869.55,"endTime":4871.62,"body":"each year in terms of their"},{"speaker":"Nick Lincoln","startTime":4869.55,"endTime":4871.62,"body":"expense, their lifestyle costs"},{"speaker":"Nick Lincoln","startTime":4871.62,"endTime":4873.24,"body":"and everything else is a waste"},{"speaker":"Nick Lincoln","startTime":4871.62,"endTime":4873.24,"body":"of time. I know it's very"},{"speaker":"Nick Lincoln","startTime":4873.24,"endTime":4875.0999999999995,"body":"difficult to get it right"},{"speaker":"Nick Lincoln","startTime":4873.24,"endTime":4875.0999999999995,"body":"because one year you're gonna"},{"speaker":"Nick Lincoln","startTime":4875.0999999999995,"endTime":4877.44,"body":"have more holidays you To buy"},{"speaker":"Nick Lincoln","startTime":4875.0999999999995,"endTime":4877.44,"body":"replacement cars, but you've got"},{"speaker":"Nick Lincoln","startTime":4877.44,"endTime":4880.65,"body":"to have a basic grasp of what"},{"speaker":"Nick Lincoln","startTime":4877.44,"endTime":4880.65,"body":"the client is spending. And if"},{"speaker":"Nick Lincoln","startTime":4880.65,"endTime":4883.38,"body":"it's clear that every year they"},{"speaker":"Nick Lincoln","startTime":4880.65,"endTime":4883.38,"body":"say they're spending x, but"},{"speaker":"Nick Lincoln","startTime":4883.38,"endTime":4887.28,"body":"their cash savings are going"},{"speaker":"Nick Lincoln","startTime":4883.38,"endTime":4887.28,"body":"down by why? Because they're"},{"speaker":"Nick Lincoln","startTime":4887.28,"endTime":4888.87,"body":"spending more than they told"},{"speaker":"Nick Lincoln","startTime":4887.28,"endTime":4888.87,"body":"you, then you've got to have"},{"speaker":"Nick Lincoln","startTime":4888.87,"endTime":4892.05,"body":"that conversation, you've got to"},{"speaker":"Nick Lincoln","startTime":4888.87,"endTime":4892.05,"body":"nail that down. So gents, a very"},{"speaker":"Nick Lincoln","startTime":4892.05,"endTime":4894.39,"body":"long question there any of you"},{"speaker":"Nick Lincoln","startTime":4892.05,"endTime":4894.39,"body":"want to chip in with a response"},{"speaker":"Nick Lincoln","startTime":4894.39,"endTime":4896.73,"body":"to Master Jay? The hip hop star?"},{"speaker":"Andy Hart","startTime":4897.84,"endTime":4899.58,"body":"Yeah, I'll just"},{"speaker":"Andy Hart","startTime":4897.84,"endTime":4899.58,"body":"explain a couple of points."},{"speaker":"Andy Hart","startTime":4899.58,"endTime":4902.34,"body":"Yeah, you mentioned it, then the"},{"speaker":"Andy Hart","startTime":4899.58,"endTime":4902.34,"body":"key thing is spending in"},{"speaker":"Andy Hart","startTime":4902.34,"endTime":4905.61,"body":"retirement. So yeah, with my"},{"speaker":"Andy Hart","startTime":4902.34,"endTime":4905.61,"body":"clients that are, let's say,"},{"speaker":"Andy Hart","startTime":4905.61,"endTime":4907.98,"body":"three years away from"},{"speaker":"Andy Hart","startTime":4905.61,"endTime":4907.98,"body":"retirement, I've got a rough"},{"speaker":"Andy Hart","startTime":4907.98,"endTime":4910.8,"body":"grasp of what they spend it, but"},{"speaker":"Andy Hart","startTime":4907.98,"endTime":4910.8,"body":"I sort of, you know, increase"},{"speaker":"Andy Hart","startTime":4910.8,"endTime":4912.75,"body":"the pressure for them to, you"},{"speaker":"Andy Hart","startTime":4910.8,"endTime":4912.75,"body":"know, take it a bit more"},{"speaker":"Andy Hart","startTime":4912.75,"endTime":4915.8099999999995,"body":"seriously. So at the point where"},{"speaker":"Andy Hart","startTime":4912.75,"endTime":4915.8099999999995,"body":"they are actually in full"},{"speaker":"Andy Hart","startTime":4915.8099999999995,"endTime":4918.63,"body":"retirement year, we've got a"},{"speaker":"Andy Hart","startTime":4915.8099999999995,"endTime":4918.63,"body":"very clear grasp of their"},{"speaker":"Andy Hart","startTime":4918.66,"endTime":4921.69,"body":"spending down to the nearest"},{"speaker":"Andy Hart","startTime":4918.66,"endTime":4921.69,"body":"sort of 500 pounds, you know,"},{"speaker":"Andy Hart","startTime":4921.69,"endTime":4927.0,"body":"33,500 60,500, is quite quite a"},{"speaker":"Andy Hart","startTime":4921.69,"endTime":4927.0,"body":"tight grasp. It's interesting,"},{"speaker":"Andy Hart","startTime":4927.0,"endTime":4929.67,"body":"because he's taken over the"},{"speaker":"Andy Hart","startTime":4927.0,"endTime":4929.67,"body":"client bank. So I think it's"},{"speaker":"Andy Hart","startTime":4929.67,"endTime":4932.43,"body":"quite good client bank to take"},{"speaker":"Andy Hart","startTime":4929.67,"endTime":4932.43,"body":"over if it hasn't gone so far to"},{"speaker":"Andy Hart","startTime":4932.43,"endTime":4935.37,"body":"the point where we potentially"},{"speaker":"Andy Hart","startTime":4932.43,"endTime":4935.37,"body":"thinking about doing it."},{"speaker":"Alan Smith","startTime":4937.26,"endTime":4939.8099999999995,"body":"Well, is declined."},{"speaker":"Alan Smith","startTime":4937.26,"endTime":4939.8099999999995,"body":"That's the point. Needless to"},{"speaker":"Alan Smith","startTime":4939.8099999999995,"endTime":4942.75,"body":"say, I won't be taking on the"},{"speaker":"Alan Smith","startTime":4939.8099999999995,"endTime":4942.75,"body":"clients. Well, it"},{"speaker":"Andy Hart","startTime":4942.75,"endTime":4945.36,"body":"depends on where he"},{"speaker":"Andy Hart","startTime":4942.75,"endTime":4945.36,"body":"is in where he is in his"},{"speaker":"Andy Hart","startTime":4945.36,"endTime":4949.32,"body":"journey. And the fact about"},{"speaker":"Andy Hart","startTime":4945.36,"endTime":4949.32,"body":"giving money away again, is, is"},{"speaker":"Andy Hart","startTime":4949.32,"endTime":4951.78,"body":"an important point that I want"},{"speaker":"Andy Hart","startTime":4949.32,"endTime":4951.78,"body":"to have quite a bit of sort of"},{"speaker":"Andy Hart","startTime":4951.78,"endTime":4954.5999999999995,"body":"fat in the plan before they give"},{"speaker":"Andy Hart","startTime":4951.78,"endTime":4954.5999999999995,"body":"gifting out money to the kids."},{"speaker":"Andy Hart","startTime":4955.5,"endTime":4959.07,"body":"You know, plan a plan A is for"},{"speaker":"Andy Hart","startTime":4955.5,"endTime":4959.07,"body":"them to be financially, you"},{"speaker":"Andy Hart","startTime":4959.07,"endTime":4963.66,"body":"know, financially solvent, you"},{"speaker":"Andy Hart","startTime":4959.07,"endTime":4963.66,"body":"have a, you know, a rockstar"},{"speaker":"Andy Hart","startTime":4963.66,"endTime":4966.33,"body":"retirement from sort of now"},{"speaker":"Andy Hart","startTime":4963.66,"endTime":4966.33,"body":"until until they pass away. So"},{"speaker":"Andy Hart","startTime":4966.57,"endTime":4968.7,"body":"there needs to be quite a lot of"},{"speaker":"Andy Hart","startTime":4966.57,"endTime":4968.7,"body":"additional fat for the start"},{"speaker":"Andy Hart","startTime":4968.7,"endTime":4971.3099999999995,"body":"giving away money. And I do use"},{"speaker":"Andy Hart","startTime":4968.7,"endTime":4971.3099999999995,"body":"cautious assumptions on the"},{"speaker":"Andy Hart","startTime":4971.3099999999995,"endTime":4974.25,"body":"investment returns. Yeah, so a"},{"speaker":"Andy Hart","startTime":4971.3099999999995,"endTime":4974.25,"body":"couple of points, or"},{"speaker":"Nick Lincoln","startTime":4976.11,"endTime":4977.16,"body":"James Carr,"},{"speaker":"Carl Widger","startTime":4980.07,"endTime":4983.79,"body":"either couple of"},{"speaker":"Carl Widger","startTime":4980.07,"endTime":4983.79,"body":"points, perhaps is a little bit"},{"speaker":"Carl Widger","startTime":4983.79,"endTime":4988.2,"body":"more nuanced than the guy or"},{"speaker":"Carl Widger","startTime":4983.79,"endTime":4988.2,"body":"girl who posed the question,"},{"speaker":"Carl Widger","startTime":4988.62,"endTime":4994.83,"body":"because maybe this is only the"},{"speaker":"Carl Widger","startTime":4988.62,"endTime":4994.83,"body":"second meeting. And maybe the"},{"speaker":"Carl Widger","startTime":4994.83,"endTime":5001.88,"body":"client is only beginning to open"},{"speaker":"Carl Widger","startTime":4994.83,"endTime":5001.88,"body":"up. So therefore, stuff like the"},{"speaker":"Carl Widger","startTime":5001.88,"endTime":5005.45,"body":"cash burn rate, so the spending,"},{"speaker":"Carl Widger","startTime":5001.88,"endTime":5005.45,"body":"maybe the time has gone,"},{"speaker":"Carl Widger","startTime":5005.51,"endTime":5010.88,"body":"actually, we're spending a lot"},{"speaker":"Carl Widger","startTime":5005.51,"endTime":5010.88,"body":"more and I think the the both of"},{"speaker":"Carl Widger","startTime":5010.88,"endTime":5013.22,"body":"them probably missed an"},{"speaker":"Carl Widger","startTime":5010.88,"endTime":5013.22,"body":"opportunity just to say to the"},{"speaker":"Carl Widger","startTime":5013.22,"endTime":5017.15,"body":"client, we need to we need to"},{"speaker":"Carl Widger","startTime":5013.22,"endTime":5017.15,"body":"this is very, very, very"},{"speaker":"Carl Widger","startTime":5017.15,"endTime":5021.05,"body":"important. So we need to really"},{"speaker":"Carl Widger","startTime":5017.15,"endTime":5021.05,"body":"kind of dive deep into this one,"},{"speaker":"Carl Widger","startTime":5021.08,"endTime":5024.89,"body":"and just explore that a little"},{"speaker":"Carl Widger","startTime":5021.08,"endTime":5024.89,"body":"bit more of what, you know,"},{"speaker":"Carl Widger","startTime":5025.46,"endTime":5029.3,"body":"what, what are your goals,"},{"speaker":"Carl Widger","startTime":5025.46,"endTime":5029.3,"body":"dreams and aspirations? And what"},{"speaker":"Carl Widger","startTime":5029.45,"endTime":5032.57,"body":"you know, what's the lifestyle"},{"speaker":"Carl Widger","startTime":5029.45,"endTime":5032.57,"body":"that you want to live? What does"},{"speaker":"Carl Widger","startTime":5032.57,"endTime":5036.38,"body":"living your best life look like?"},{"speaker":"Carl Widger","startTime":5032.57,"endTime":5036.38,"body":"And then kind of tease it out? I"},{"speaker":"Carl Widger","startTime":5036.38,"endTime":5039.5,"body":"think the gifting one is, is a"},{"speaker":"Carl Widger","startTime":5036.38,"endTime":5039.5,"body":"little bit easy. I can't"},{"speaker":"Alan Smith","startTime":5040.7,"endTime":5041.45,"body":"for me,"},{"speaker":"Carl Widger","startTime":5041.48,"endTime":5044.5999999999995,"body":"right and advisor"},{"speaker":"Carl Widger","startTime":5041.48,"endTime":5044.5999999999995,"body":"introducing gifting cash to"},{"speaker":"Carl Widger","startTime":5044.63,"endTime":5049.49,"body":"kids, when the plan is tight at"},{"speaker":"Carl Widger","startTime":5044.63,"endTime":5049.49,"body":"the end. I can't both think that"},{"speaker":"Carl Widger","startTime":5049.49,"endTime":5051.95,"body":"was a question that was asked"},{"speaker":"Carl Widger","startTime":5049.49,"endTime":5051.95,"body":"prior to the meeting. And it was"},{"speaker":"Carl Widger","startTime":5051.95,"endTime":5055.58,"body":"like, you know, can we have a"},{"speaker":"Carl Widger","startTime":5051.95,"endTime":5055.58,"body":"look at this, like gifting, I'm"},{"speaker":"Carl Widger","startTime":5055.58,"endTime":5059.51,"body":"assuming it's the same as in the"},{"speaker":"Carl Widger","startTime":5055.58,"endTime":5059.51,"body":"UK, like you have lifelong"},{"speaker":"Carl Widger","startTime":5059.51,"endTime":5062.21,"body":"opportunities for that. So"},{"speaker":"Carl Widger","startTime":5059.51,"endTime":5062.21,"body":"postponing gifting for a few"},{"speaker":"Carl Widger","startTime":5062.21,"endTime":5065.66,"body":"years, whilst you get into the"},{"speaker":"Carl Widger","startTime":5062.21,"endTime":5065.66,"body":"rhythm of the plan, I think is"},{"speaker":"Carl Widger","startTime":5065.75,"endTime":5068.36,"body":"definitely you know, I think"},{"speaker":"Carl Widger","startTime":5065.75,"endTime":5068.36,"body":"that that's a kind of a little"},{"speaker":"Carl Widger","startTime":5068.36,"endTime":5074.12,"body":"bit of a no brainer. But I think"},{"speaker":"Carl Widger","startTime":5068.36,"endTime":5074.12,"body":"the the opportunity to stop and"},{"speaker":"Carl Widger","startTime":5074.12,"endTime":5078.17,"body":"really do deep dive around the"},{"speaker":"Carl Widger","startTime":5074.12,"endTime":5078.17,"body":"spending, that's where the real"},{"speaker":"Carl Widger","startTime":5078.17,"endTime":5081.47,"body":"value will will will come with"},{"speaker":"Carl Widger","startTime":5078.17,"endTime":5081.47,"body":"the financial planning process."},{"speaker":"Carl Widger","startTime":5081.8,"endTime":5085.61,"body":"And that you build the trust,"},{"speaker":"Carl Widger","startTime":5081.8,"endTime":5085.61,"body":"you know, over the years, you"},{"speaker":"Carl Widger","startTime":5085.64,"endTime":5093.95,"body":"there's no little switch that"},{"speaker":"Carl Widger","startTime":5085.64,"endTime":5093.95,"body":"you turn on. And I just don't"},{"speaker":"Carl Widger","startTime":5093.95,"endTime":5097.0999999999995,"body":"know, the idea of the idea of"},{"speaker":"Carl Widger","startTime":5093.95,"endTime":5097.0999999999995,"body":"another advisor sitting in kind"},{"speaker":"Carl Widger","startTime":5097.0999999999995,"endTime":5100.64,"body":"of critiquing my work, right?"},{"speaker":"Carl Widger","startTime":5097.0999999999995,"endTime":5100.64,"body":"Just makes me feel a little bit"},{"speaker":"Carl Widger","startTime":5100.64,"endTime":5101.63,"body":"ache, right. So"},{"speaker":"Alan Smith","startTime":5102.65,"endTime":5105.2,"body":"I don't think I may"},{"speaker":"Alan Smith","startTime":5102.65,"endTime":5105.2,"body":"get this sort of call you"},{"speaker":"Carl Widger","startTime":5106.64,"endTime":5108.53,"body":"were just just my"},{"speaker":"Carl Widger","startTime":5106.64,"endTime":5108.53,"body":"last point, like make me get a"},{"speaker":"Carl Widger","startTime":5108.53,"endTime":5111.89,"body":"call or not taking a book of"},{"speaker":"Carl Widger","startTime":5108.53,"endTime":5111.89,"body":"clients based on one meeting. If"},{"speaker":"Carl Widger","startTime":5111.89,"endTime":5113.72,"body":"that's the fact right, you're"},{"speaker":"Carl Widger","startTime":5111.89,"endTime":5113.72,"body":"mad,"},{"speaker":"Alan Smith","startTime":5113.75,"endTime":5119.3,"body":"that's a mad take"},{"speaker":"Alan Smith","startTime":5113.75,"endTime":5119.3,"body":"the clients on? Well, it depends"},{"speaker":"Alan Smith","startTime":5119.3,"endTime":5121.64,"body":"if they're all overspending, and"},{"speaker":"Alan Smith","startTime":5119.3,"endTime":5121.64,"body":"it's all going to be end in"},{"speaker":"Alan Smith","startTime":5121.64,"endTime":5124.3099999999995,"body":"tears. And it's you'd be be"},{"speaker":"Alan Smith","startTime":5121.64,"endTime":5124.3099999999995,"body":"cautious, be careful. But I"},{"speaker":"Alan Smith","startTime":5124.3099999999995,"endTime":5128.18,"body":"think if that is the situation,"},{"speaker":"Alan Smith","startTime":5124.3099999999995,"endTime":5128.18,"body":"one meeting client, cash flow is"},{"speaker":"Alan Smith","startTime":5128.18,"endTime":5130.73,"body":"a bit tight. So therefore walk"},{"speaker":"Alan Smith","startTime":5128.18,"endTime":5130.73,"body":"away from a big business"},{"speaker":"Alan Smith","startTime":5130.73,"endTime":5134.0,"body":"opportunity. I would, I would"},{"speaker":"Alan Smith","startTime":5130.73,"endTime":5134.0,"body":"urge caution on that perhaps go"},{"speaker":"Alan Smith","startTime":5134.0,"endTime":5136.43,"body":"back in again, there's I've just"},{"speaker":"Alan Smith","startTime":5134.0,"endTime":5136.43,"body":"got a couple of observations"},{"speaker":"Alan Smith","startTime":5136.43,"endTime":5139.76,"body":"just sort of adding to what's"},{"speaker":"Alan Smith","startTime":5136.43,"endTime":5139.76,"body":"already been said. My experience"},{"speaker":"Alan Smith","startTime":5139.79,"endTime":5142.22,"body":"the single one of the single"},{"speaker":"Alan Smith","startTime":5139.79,"endTime":5142.22,"body":"biggest challenges to long term"},{"speaker":"Alan Smith","startTime":5142.22,"endTime":5145.61,"body":"Cash Flow Planning is clients"},{"speaker":"Alan Smith","startTime":5142.22,"endTime":5145.61,"body":"under estimating their cash burn"},{"speaker":"Alan Smith","startTime":5145.67,"endTime":5147.98,"body":"their expenditure, if you're"},{"speaker":"Alan Smith","startTime":5145.67,"endTime":5147.98,"body":"just asking them how much do you"},{"speaker":"Alan Smith","startTime":5147.98,"endTime":5150.83,"body":"spend on X, Y and Zed?"},{"speaker":"Alan Smith","startTime":5147.98,"endTime":5150.83,"body":"Particularly things or holidays?"},{"speaker":"Alan Smith","startTime":5150.89,"endTime":5153.41,"body":"Oh, we spend five grand a year"},{"speaker":"Alan Smith","startTime":5150.89,"endTime":5153.41,"body":"in holidays you. You've just"},{"speaker":"Alan Smith","startTime":5153.41,"endTime":5155.75,"body":"come back from three weeks in"},{"speaker":"Alan Smith","startTime":5153.41,"endTime":5155.75,"body":"Barbados, you went business"},{"speaker":"Alan Smith","startTime":5155.75,"endTime":5159.14,"body":"class and you spent at the sandy"},{"speaker":"Alan Smith","startTime":5155.75,"endTime":5159.14,"body":"Lane Hotel. Oh, well, that was a"},{"speaker":"Alan Smith","startTime":5159.14,"endTime":5161.84,"body":"one off. Oh, we did it again the"},{"speaker":"Alan Smith","startTime":5159.14,"endTime":5161.84,"body":"year before and the year before."},{"speaker":"Alan Smith","startTime":5162.2,"endTime":5165.86,"body":"So getting granular of course is"},{"speaker":"Alan Smith","startTime":5162.2,"endTime":5165.86,"body":"as life goes on. Technology"},{"speaker":"Alan Smith","startTime":5165.86,"endTime":5169.37,"body":"helps with these things. You get"},{"speaker":"Alan Smith","startTime":5165.86,"endTime":5169.37,"body":"access to sort of client data,"},{"speaker":"Alan Smith","startTime":5169.37,"endTime":5172.94,"body":"bank accounts, etc. So you get a"},{"speaker":"Alan Smith","startTime":5169.37,"endTime":5172.94,"body":"better understanding but the"},{"speaker":"Alan Smith","startTime":5172.94,"endTime":5176.39,"body":"most dangerous thing is under"},{"speaker":"Alan Smith","startTime":5172.94,"endTime":5176.39,"body":"estimating cash burn And then"},{"speaker":"Alan Smith","startTime":5176.39,"endTime":5179.24,"body":"not putting enough fat and"},{"speaker":"Alan Smith","startTime":5176.39,"endTime":5179.24,"body":"growth. And look, if you're"},{"speaker":"Alan Smith","startTime":5179.24,"endTime":5182.0599999999995,"body":"going to retirement, let's face"},{"speaker":"Alan Smith","startTime":5179.24,"endTime":5182.0599999999995,"body":"it, you want to live a lovely"},{"speaker":"Alan Smith","startTime":5182.0599999999995,"endTime":5184.64,"body":"life and for a lot of people"},{"speaker":"Alan Smith","startTime":5182.0599999999995,"endTime":5184.64,"body":"that's it doesn't involve"},{"speaker":"Alan Smith","startTime":5184.67,"endTime":5187.55,"body":"spending money, at least for"},{"speaker":"Alan Smith","startTime":5184.67,"endTime":5187.55,"body":"those will be called honeymoon"},{"speaker":"Alan Smith","startTime":5187.55,"endTime":5189.98,"body":"years, as far as 1015 years post"},{"speaker":"Alan Smith","startTime":5187.55,"endTime":5189.98,"body":"retirement, we do want to"},{"speaker":"Alan Smith","startTime":5189.98,"endTime":5192.05,"body":"travel, you do what you don't"},{"speaker":"Alan Smith","startTime":5189.98,"endTime":5192.05,"body":"want to stay in a one star"},{"speaker":"Alan Smith","startTime":5192.05,"endTime":5196.13,"body":"hotel, because you've worked"},{"speaker":"Alan Smith","startTime":5192.05,"endTime":5196.13,"body":"hard for 40 years, etc. So I"},{"speaker":"Alan Smith","startTime":5196.13,"endTime":5201.3499999999995,"body":"think that's an area to focus"},{"speaker":"Alan Smith","startTime":5196.13,"endTime":5201.3499999999995,"body":"on, on on that. And I'm a big"},{"speaker":"Alan Smith","startTime":5201.3499999999995,"endTime":5206.36,"body":"believer in gifting and the idea"},{"speaker":"Alan Smith","startTime":5201.3499999999995,"endTime":5206.36,"body":"of gifting with a warm hand as"},{"speaker":"Alan Smith","startTime":5206.36,"endTime":5209.69,"body":"they are gifting with a warm"},{"speaker":"Alan Smith","startTime":5206.36,"endTime":5209.69,"body":"heart and not a cold hand, as he"},{"speaker":"Alan Smith","startTime":5209.69,"endTime":5213.71,"body":"say. So give when if somebody I"},{"speaker":"Alan Smith","startTime":5209.69,"endTime":5213.71,"body":"mean life expectancy now as well"},{"speaker":"Alan Smith","startTime":5213.71,"endTime":5216.44,"body":"into 80s and 90s people chilled"},{"speaker":"Alan Smith","startTime":5213.71,"endTime":5216.44,"body":"people's kids will be in their"},{"speaker":"Alan Smith","startTime":5216.44,"endTime":5220.01,"body":"50s and 60s, when they reach"},{"speaker":"Alan Smith","startTime":5216.44,"endTime":5220.01,"body":"that unnatural age of death,"},{"speaker":"Alan Smith","startTime":5220.49,"endTime":5223.22,"body":"where they really want access to"},{"speaker":"Alan Smith","startTime":5220.49,"endTime":5223.22,"body":"money when you when money is"},{"speaker":"Alan Smith","startTime":5223.22,"endTime":5226.91,"body":"tight as often when you in your"},{"speaker":"Alan Smith","startTime":5223.22,"endTime":5226.91,"body":"30s 40s when you've got kids"},{"speaker":"Alan Smith","startTime":5226.91,"endTime":5228.83,"body":"yourself and your school fees"},{"speaker":"Alan Smith","startTime":5226.91,"endTime":5228.83,"body":"and mortgages and all that to"},{"speaker":"Alan Smith","startTime":5228.83,"endTime":5232.37,"body":"pay. So if you can, rather than"},{"speaker":"Alan Smith","startTime":5228.83,"endTime":5232.37,"body":"wait to the end, and you've got"},{"speaker":"Alan Smith","startTime":5232.37,"endTime":5236.42,"body":"to, you know, give money on"},{"speaker":"Alan Smith","startTime":5232.37,"endTime":5236.42,"body":"death, etc give it during that"},{"speaker":"Alan Smith","startTime":5236.42,"endTime":5238.76,"body":"time, but you do need to have to"},{"speaker":"Alan Smith","startTime":5236.42,"endTime":5238.76,"body":"test because gifting to children"},{"speaker":"Alan Smith","startTime":5238.76,"endTime":5243.11,"body":"is a luxury item. You only do"},{"speaker":"Alan Smith","startTime":5238.76,"endTime":5243.11,"body":"that if you're absolutely pretty"},{"speaker":"Alan Smith","startTime":5243.11,"endTime":5246.53,"body":"robust and resilient. And you've"},{"speaker":"Alan Smith","startTime":5243.11,"endTime":5246.53,"body":"got a lot of fat in them. Not if"},{"speaker":"Alan Smith","startTime":5246.53,"endTime":5248.75,"body":"things are a bit tight on this"},{"speaker":"Alan Smith","startTime":5246.53,"endTime":5248.75,"body":"model. And they've"},{"speaker":"Alan Smith","startTime":5248.75,"endTime":5252.2,"body":"underestimated spending and he's"},{"speaker":"Alan Smith","startTime":5248.75,"endTime":5252.2,"body":"talking about gifting 100 grand"},{"speaker":"Alan Smith","startTime":5252.2,"endTime":5255.86,"body":"right now, you know, loads of"},{"speaker":"Alan Smith","startTime":5252.2,"endTime":5255.86,"body":"red flags there. But not"},{"speaker":"Alan Smith","startTime":5255.86,"endTime":5259.25,"body":"necessarily enough to walk away"},{"speaker":"Alan Smith","startTime":5255.86,"endTime":5259.25,"body":"from entire business transition"},{"speaker":"Alan Smith","startTime":5259.25,"endTime":5261.7699999999995,"body":"and taking on all the other"},{"speaker":"Alan Smith","startTime":5259.25,"endTime":5261.7699999999995,"body":"clients. But it's an interesting"},{"speaker":"Alan Smith","startTime":5262.07,"endTime":5264.86,"body":"and interesting question."},{"speaker":"Alan Smith","startTime":5262.07,"endTime":5264.86,"body":"Another example that this is an"},{"speaker":"Alan Smith","startTime":5264.86,"endTime":5268.01,"body":"art more than it is a science."},{"speaker":"Alan Smith","startTime":5264.86,"endTime":5268.01,"body":"There's a lot of creativity"},{"speaker":"Alan Smith","startTime":5268.01,"endTime":5268.55,"body":"required."},{"speaker":"Nick Lincoln","startTime":5269.12,"endTime":5270.65,"body":"Absolutely,"},{"speaker":"Nick Lincoln","startTime":5269.12,"endTime":5270.65,"body":"absolutely. Okay, I think we've"},{"speaker":"Nick Lincoln","startTime":5270.65,"endTime":5273.47,"body":"got a good answer and you maybe"},{"speaker":"Nick Lincoln","startTime":5270.65,"endTime":5273.47,"body":"the client did raise it with the"},{"speaker":"Nick Lincoln","startTime":5273.47,"endTime":5275.51,"body":"advisor pre the meeting, but I"},{"speaker":"Nick Lincoln","startTime":5273.47,"endTime":5275.51,"body":"want to look at gifting and"},{"speaker":"Nick Lincoln","startTime":5275.51,"endTime":5278.42,"body":"that's why the advisor was"},{"speaker":"Nick Lincoln","startTime":5275.51,"endTime":5278.42,"body":"thought to have a thoughts of"},{"speaker":"Nick Lincoln","startTime":5278.42,"endTime":5284.0599999999995,"body":"raised. Okay, let's quickly go"},{"speaker":"Nick Lincoln","startTime":5278.42,"endTime":5284.0599999999995,"body":"on one hour, 26 minutes. Let's"},{"speaker":"Nick Lincoln","startTime":5284.0599999999995,"endTime":5292.04,"body":"quickly go on to culture corner."},{"speaker":"Nick Lincoln","startTime":5284.0599999999995,"endTime":5292.04,"body":"Okay, so my one. Okay, so this"},{"speaker":"Nick Lincoln","startTime":5292.04,"endTime":5294.17,"body":"might have been mentioned"},{"speaker":"Nick Lincoln","startTime":5292.04,"endTime":5294.17,"body":"before, I'm sure you one of one"},{"speaker":"Nick Lincoln","startTime":5294.17,"endTime":5297.11,"body":"of you would have if not all"},{"speaker":"Nick Lincoln","startTime":5294.17,"endTime":5297.11,"body":"three of you have this the money"},{"speaker":"Nick Lincoln","startTime":5297.11,"endTime":5300.5599999999995,"body":"beta log and emails really,"},{"speaker":"Nick Lincoln","startTime":5297.11,"endTime":5300.5599999999995,"body":"really, really good. A lot of"},{"speaker":"Nick Lincoln","startTime":5300.5599999999995,"endTime":5304.3099999999995,"body":"the content that's out there is"},{"speaker":"Nick Lincoln","startTime":5300.5599999999995,"endTime":5304.3099999999995,"body":"very us focused from us advisors"},{"speaker":"Nick Lincoln","startTime":5304.3099999999995,"endTime":5308.24,"body":"or US commentators, using US"},{"speaker":"Nick Lincoln","startTime":5304.3099999999995,"endTime":5308.24,"body":"centric stories understandably,"},{"speaker":"Nick Lincoln","startTime":5308.45,"endTime":5312.14,"body":"well, the money Vator blog and"},{"speaker":"Nick Lincoln","startTime":5308.45,"endTime":5312.14,"body":"email three emails a week this"},{"speaker":"Nick Lincoln","startTime":5312.14,"endTime":5316.67,"body":"Mr. UK based guy to a team of"},{"speaker":"Nick Lincoln","startTime":5312.14,"endTime":5316.67,"body":"guys and girls. Just put"},{"speaker":"Nick Lincoln","startTime":5316.67,"endTime":5319.55,"body":"together really good stories,"},{"speaker":"Nick Lincoln","startTime":5316.67,"endTime":5319.55,"body":"good, good implement and Irish"},{"speaker":"Nick Lincoln","startTime":5319.55,"endTime":5322.16,"body":"stories as well. And I would"},{"speaker":"Nick Lincoln","startTime":5319.55,"endTime":5322.16,"body":"definitely subscribe to that."},{"speaker":"Nick Lincoln","startTime":5322.34,"endTime":5325.28,"body":"And there's a link to that in"},{"speaker":"Nick Lincoln","startTime":5322.34,"endTime":5325.28,"body":"the so called you're loving it"},{"speaker":"Nick Lincoln","startTime":5325.28,"endTime":5332.12,"body":"that can't be empathetic. So"},{"speaker":"Nick Lincoln","startTime":5325.28,"endTime":5332.12,"body":"that's in the money"},{"speaker":"Nick Lincoln","startTime":5332.12,"endTime":5335.54,"body":"beta.com/subscribe Smithy."},{"speaker":"Alan Smith","startTime":5336.98,"endTime":5341.0,"body":"Yes, very briefly"},{"speaker":"Alan Smith","startTime":5336.98,"endTime":5341.0,"body":"keep us to time really useful"},{"speaker":"Alan Smith","startTime":5341.0,"endTime":5345.3499999999995,"body":"source this again. This does"},{"speaker":"Alan Smith","startTime":5341.0,"endTime":5345.3499999999995,"body":"come from the US. A guy called"},{"speaker":"Alan Smith","startTime":5345.3499999999995,"endTime":5348.14,"body":"James Paul art, who I understand"},{"speaker":"Alan Smith","startTime":5345.3499999999995,"endTime":5348.14,"body":"is a practicing financial"},{"speaker":"Alan Smith","startTime":5348.14,"endTime":5351.32,"body":"planner in the US and does a lot"},{"speaker":"Alan Smith","startTime":5348.14,"endTime":5351.32,"body":"of work though. For other"},{"speaker":"Alan Smith","startTime":5351.5599999999995,"endTime":5356.09,"body":"planners. He's got a lot of"},{"speaker":"Alan Smith","startTime":5351.5599999999995,"endTime":5356.09,"body":"content, a website, a podcast,"},{"speaker":"Alan Smith","startTime":5356.09,"endTime":5360.44,"body":"he's the advisor, the advisor"},{"speaker":"Alan Smith","startTime":5356.09,"endTime":5360.44,"body":"with always the Americans do"},{"speaker":"Alan Smith","startTime":5360.44,"endTime":5365.36,"body":"tend to spell it, the advisor"},{"speaker":"Alan Smith","startTime":5360.44,"endTime":5365.36,"body":"coach.com Sign up for his"},{"speaker":"Alan Smith","startTime":5365.36,"endTime":5368.33,"body":"newsletter, listen to his"},{"speaker":"Alan Smith","startTime":5365.36,"endTime":5368.33,"body":"podcast, he's got it. And he"},{"speaker":"Alan Smith","startTime":5368.33,"endTime":5370.67,"body":"actually really fits in with the"},{"speaker":"Alan Smith","startTime":5368.33,"endTime":5370.67,"body":"theme we're currently working"},{"speaker":"Alan Smith","startTime":5370.67,"endTime":5374.2699999999995,"body":"on, which is marketing growth."},{"speaker":"Alan Smith","startTime":5370.67,"endTime":5374.2699999999995,"body":"He's got some interesting ideas"},{"speaker":"Alan Smith","startTime":5374.2699999999995,"endTime":5377.33,"body":"on whether or not to outsource"},{"speaker":"Alan Smith","startTime":5374.2699999999995,"endTime":5377.33,"body":"to third party marketing"},{"speaker":"Alan Smith","startTime":5377.45,"endTime":5381.5,"body":"specialists. But yeah, do check"},{"speaker":"Alan Smith","startTime":5377.45,"endTime":5381.5,"body":"out his stuff. link in the show"},{"speaker":"Alan Smith","startTime":5381.5,"endTime":5381.95,"body":"notes."},{"speaker":"Nick Lincoln","startTime":5382.49,"endTime":5384.08,"body":"Great, Greg. Great"},{"speaker":"Nick Lincoln","startTime":5382.49,"endTime":5384.08,"body":"voice"},{"speaker":"Carl Widger","startTime":5387.05,"endTime":5391.16,"body":"I put up did I put"},{"speaker":"Carl Widger","startTime":5387.05,"endTime":5391.16,"body":"up Ben Carlson's article I think"},{"speaker":"Carl Widger","startTime":5391.16,"endTime":5394.61,"body":"that yeah, I did. Yeah, yeah."},{"speaker":"Carl Widger","startTime":5391.16,"endTime":5394.61,"body":"Brief History of the 6040"},{"speaker":"Carl Widger","startTime":5394.61,"endTime":5398.18,"body":"portfolio. Todd is really really"},{"speaker":"Carl Widger","startTime":5394.61,"endTime":5398.18,"body":"good Ben Carson stuff in general"},{"speaker":"Carl Widger","startTime":5398.21,"endTime":5404.39,"body":"is Yes, probably very American."},{"speaker":"Carl Widger","startTime":5398.21,"endTime":5404.39,"body":"But there's some really great"},{"speaker":"Carl Widger","startTime":5404.39,"endTime":5410.2699999999995,"body":"stuff there and it's all backed"},{"speaker":"Carl Widger","startTime":5404.39,"endTime":5410.2699999999995,"body":"up by data. And if you want some"},{"speaker":"Carl Widger","startTime":5410.2699999999995,"endTime":5416.03,"body":"comfort around why a 64 folio"},{"speaker":"Carl Widger","startTime":5410.2699999999995,"endTime":5416.03,"body":"6040 portfolio will work into"},{"speaker":"Carl Widger","startTime":5416.03,"endTime":5419.45,"body":"the future you should read that"},{"speaker":"Carl Widger","startTime":5416.03,"endTime":5419.45,"body":"article. I know several people"},{"speaker":"Carl Widger","startTime":5419.45,"endTime":5423.98,"body":"on this podcast do not share the"},{"speaker":"Carl Widger","startTime":5419.45,"endTime":5423.98,"body":"same view but I thought it was"},{"speaker":"Carl Widger","startTime":5423.98,"endTime":5427.13,"body":"really really good so but check"},{"speaker":"Carl Widger","startTime":5423.98,"endTime":5427.13,"body":"out his stuff to subscribe to"},{"speaker":"Carl Widger","startTime":5427.13,"endTime":5429.38,"body":"his email updates really good"},{"speaker":"Carl Widger","startTime":5427.13,"endTime":5429.38,"body":"stuff."},{"speaker":"Nick Lincoln","startTime":5430.19,"endTime":5432.23,"body":"Okay, fab and"},{"speaker":"Nick Lincoln","startTime":5430.19,"endTime":5432.23,"body":"finally Ultra"},{"speaker":"Andy Hart","startTime":5433.49,"endTime":5436.61,"body":"Yeah, so this is a"},{"speaker":"Andy Hart","startTime":5433.49,"endTime":5436.61,"body":"real life police drama series on"},{"speaker":"Andy Hart","startTime":5436.61,"endTime":5440.09,"body":"BBC called the Met is the fourth"},{"speaker":"Andy Hart","startTime":5436.61,"endTime":5440.09,"body":"season everyone's banging on"},{"speaker":"Andy Hart","startTime":5440.09,"endTime":5442.49,"body":"about it. Check it out if you"},{"speaker":"Andy Hart","startTime":5440.09,"endTime":5442.49,"body":"wish to"},{"speaker":"Nick Lincoln","startTime":5443.66,"endTime":5446.3,"body":"text them. Thanks."},{"speaker":"Nick Lincoln","startTime":5443.66,"endTime":5446.3,"body":"That's good. Because much"},{"speaker":"Nick Lincoln","startTime":5446.3,"endTime":5449.09,"body":"connection about the services"},{"speaker":"Nick Lincoln","startTime":5446.3,"endTime":5449.09,"body":"hotel shocking. Okay,"},{"speaker":"Carl Widger","startTime":5449.21,"endTime":5450.86,"body":"I think we're an"},{"speaker":"Carl Widger","startTime":5449.21,"endTime":5450.86,"body":"idea"},{"speaker":"Andy Hart","startTime":5454.43,"endTime":5456.23,"body":"you start your"},{"speaker":"Andy Hart","startTime":5454.43,"endTime":5456.23,"body":"fucking backpack."},{"speaker":"Unknown","startTime":5458.45,"endTime":5460.4,"body":"So F bombs this week"},{"speaker":"Unknown","startTime":5458.45,"endTime":5460.4,"body":"man."},{"speaker":"Alan Smith","startTime":5465.83,"endTime":5468.26,"body":"starts your what's"},{"speaker":"Alan Smith","startTime":5465.83,"endTime":5468.26,"body":"your Weetabix this morning son?"},{"speaker":"Nick Lincoln","startTime":5468.29,"endTime":5469.55,"body":"Oh yeah,"},{"speaker":"Andy Hart","startTime":5469.58,"endTime":5470.69,"body":"don't use my ones."},{"speaker":"Nick Lincoln","startTime":5474.0199999999995,"endTime":5476.09,"body":"Okay, so I think"},{"speaker":"Nick Lincoln","startTime":5474.0199999999995,"endTime":5476.09,"body":"it comes down to that very good"},{"speaker":"Nick Lincoln","startTime":5476.12,"endTime":5480.0199999999995,"body":"Good thank you as ever, dear"},{"speaker":"Nick Lincoln","startTime":5476.12,"endTime":5480.0199999999995,"body":"TRAPPIST for enduring this show"},{"speaker":"Nick Lincoln","startTime":5480.0199999999995,"endTime":5483.83,"body":"if you like us, please do"},{"speaker":"Nick Lincoln","startTime":5480.0199999999995,"endTime":5483.83,"body":"subscribe to the ring advisor"},{"speaker":"Nick Lincoln","startTime":5483.83,"endTime":5488.45,"body":"podcast on your podcast app of"},{"speaker":"Nick Lincoln","startTime":5483.83,"endTime":5488.45,"body":"choice rate and review a six out"},{"speaker":"Nick Lincoln","startTime":5488.45,"endTime":5491.66,"body":"of five star review is really"},{"speaker":"Nick Lincoln","startTime":5488.45,"endTime":5491.66,"body":"really good. Our average rating"},{"speaker":"Nick Lincoln","startTime":5491.66,"endTime":5493.82,"body":"is very, very high and we're"},{"speaker":"Nick Lincoln","startTime":5491.66,"endTime":5493.82,"body":"very appreciative of that. We're"},{"speaker":"Nick Lincoln","startTime":5493.82,"endTime":5496.13,"body":"also on YouTube as well. Some"},{"speaker":"Nick Lincoln","startTime":5493.82,"endTime":5496.13,"body":"people like to watch us God"},{"speaker":"Nick Lincoln","startTime":5496.13,"endTime":5498.89,"body":"knows why but they do. There's"},{"speaker":"Nick Lincoln","startTime":5496.13,"endTime":5498.89,"body":"enough pain and agony in the"},{"speaker":"Nick Lincoln","startTime":5498.89,"endTime":5501.08,"body":"world without having our four"},{"speaker":"Nick Lincoln","startTime":5498.89,"endTime":5501.08,"body":"I'd be Maxing your TV screen but"},{"speaker":"Nick Lincoln","startTime":5501.08,"endTime":5503.96,"body":"it can be done. And on that"},{"speaker":"Nick Lincoln","startTime":5501.08,"endTime":5503.96,"body":"note, I'm going to say adios"},{"speaker":"Nick Lincoln","startTime":5503.96,"endTime":5506.69,"body":"take care out there folks, and"},{"speaker":"Nick Lincoln","startTime":5503.96,"endTime":5506.69,"body":"we'll speak to you again in two"},{"speaker":"Nick Lincoln","startTime":5506.69,"endTime":5507.95,"body":"weeks time and goodbye."},{"speaker":"Alan Smith","startTime":5508.97,"endTime":5511.13,"body":"Bye bye. Everyone."},{"speaker":"Alan Smith","startTime":5519.14,"endTime":5522.83,"body":"Absolute Shambles to F bomb"}]}