{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":7.56,"endTime":12.6,"body":"Welcome to The Real"},{"speaker":"Unknown","startTime":7.56,"endTime":12.6,"body":"advisor podcast, t r a p twerp"},{"speaker":"Unknown","startTime":12.99,"endTime":16.2,"body":"please follow us and join in the"},{"speaker":"Unknown","startTime":12.99,"endTime":16.2,"body":"conversation on Twitter at"},{"speaker":"Unknown","startTime":16.2,"endTime":19.95,"body":"advisor podcast where you can"},{"speaker":"Unknown","startTime":16.2,"endTime":19.95,"body":"suggest ideas and themes you'd"},{"speaker":"Unknown","startTime":19.95,"endTime":23.4,"body":"like the truck team to discuss."},{"speaker":"Unknown","startTime":19.95,"endTime":23.4,"body":"Also remember to like and"},{"speaker":"Unknown","startTime":23.4,"endTime":27.06,"body":"subscribe to our YouTube channel"},{"speaker":"Unknown","startTime":23.4,"endTime":27.06,"body":"and leave a six out of five star"},{"speaker":"Unknown","startTime":27.06,"endTime":31.02,"body":"review on iTunes. Doing all this"},{"speaker":"Unknown","startTime":27.06,"endTime":31.02,"body":"really really helps us which"},{"speaker":"Unknown","startTime":31.02,"endTime":34.47,"body":"means we can do more to help"},{"speaker":"Unknown","startTime":31.02,"endTime":34.47,"body":"you. Now let's head over to the"},{"speaker":"Unknown","startTime":34.47,"endTime":36.87,"body":"studio for the latest pile of"},{"speaker":"Unknown","startTime":34.47,"endTime":36.87,"body":"track"},{"speaker":"Nick Lincoln","startTime":42.54,"endTime":45.39,"body":"yes and D there"},{"speaker":"Nick Lincoln","startTime":42.54,"endTime":45.39,"body":"Trappist. Welcome back to what"},{"speaker":"Nick Lincoln","startTime":45.39,"endTime":48.99,"body":"many people are calling episode"},{"speaker":"Nick Lincoln","startTime":45.39,"endTime":48.99,"body":"35 of the real advisor podcast"},{"speaker":"Nick Lincoln","startTime":48.99,"endTime":53.01,"body":"te R A P trap. My name is"},{"speaker":"Nick Lincoln","startTime":48.99,"endTime":53.01,"body":"Lincoln and joining me as ever"},{"speaker":"Nick Lincoln","startTime":53.01,"endTime":56.16,"body":"in the digital studio of doom"},{"speaker":"Nick Lincoln","startTime":53.01,"endTime":56.16,"body":"are the three other Horsemen of"},{"speaker":"Nick Lincoln","startTime":56.16,"endTime":60.36,"body":"the Apocalypse. Alan the"},{"speaker":"Nick Lincoln","startTime":56.16,"endTime":60.36,"body":"storyteller Smith call the voice"},{"speaker":"Nick Lincoln","startTime":60.36,"endTime":64.44,"body":"Witcher and and the ultra heart"},{"speaker":"Nick Lincoln","startTime":60.36,"endTime":64.44,"body":"Now gentlemen, we have a show"},{"speaker":"Nick Lincoln","startTime":64.44,"endTime":68.16,"body":"packed full of app salutely"},{"speaker":"Nick Lincoln","startTime":64.44,"endTime":68.16,"body":"nothing so let's start packing"},{"speaker":"Nick Lincoln","startTime":68.16,"endTime":71.73,"body":"it straight away with some more"},{"speaker":"Nick Lincoln","startTime":68.16,"endTime":71.73,"body":"high energy review reads and my"},{"speaker":"Nick Lincoln","startTime":71.73,"endTime":73.83,"body":"good friend Mr. Andrew Hart."},{"speaker":"Andy Hart","startTime":74.4,"endTime":76.32,"body":"Thank you, Nick."},{"speaker":"Andy Hart","startTime":74.4,"endTime":76.32,"body":"Merry Christmas, everybody."},{"speaker":"Andy Hart","startTime":76.35,"endTime":80.16,"body":"Okay, first reviews entitled"},{"speaker":"Andy Hart","startTime":76.35,"endTime":80.16,"body":"just what I needed by John J."},{"speaker":"Andy Hart","startTime":80.16,"endTime":83.73,"body":"fivestars. Amazing podcast and"},{"speaker":"Andy Hart","startTime":80.16,"endTime":83.73,"body":"the banter between the group"},{"speaker":"Andy Hart","startTime":83.73,"endTime":86.4,"body":"makes it feel like really"},{"speaker":"Andy Hart","startTime":83.73,"endTime":86.4,"body":"relaxed like you're listening to"},{"speaker":"Andy Hart","startTime":86.4,"endTime":89.76,"body":"a chat in a local pub. I started"},{"speaker":"Andy Hart","startTime":86.4,"endTime":89.76,"body":"my business late last year so"},{"speaker":"Andy Hart","startTime":89.88,"endTime":92.58,"body":"that I could provide full fat"},{"speaker":"Andy Hart","startTime":89.88,"endTime":92.58,"body":"financial planning with factor"},{"speaker":"Andy Hart","startTime":92.58,"endTime":95.94,"body":"based investing. So the insights"},{"speaker":"Andy Hart","startTime":92.58,"endTime":95.94,"body":"into the experiences of all and"},{"speaker":"Andy Hart","startTime":95.94,"endTime":100.29,"body":"podcast has been invaluable."},{"speaker":"Andy Hart","startTime":95.94,"endTime":100.29,"body":"final review is from Kelly Kay."},{"speaker":"Andy Hart","startTime":100.83,"endTime":105.12,"body":"Her username is UK Kelly"},{"speaker":"Andy Hart","startTime":100.83,"endTime":105.12,"body":"entitled five stars my friend"},{"speaker":"Andy Hart","startTime":105.12,"endTime":107.97,"body":"and colleague recommended your"},{"speaker":"Andy Hart","startTime":105.12,"endTime":107.97,"body":"show. After advising for nearly"},{"speaker":"Andy Hart","startTime":107.97,"endTime":111.33,"body":"22 years, I want to let you know"},{"speaker":"Andy Hart","startTime":107.97,"endTime":111.33,"body":"that I find the show really"},{"speaker":"Andy Hart","startTime":111.33,"endTime":114.06,"body":"helpful, invigorating. Plus it"},{"speaker":"Andy Hart","startTime":111.33,"endTime":114.06,"body":"makes me chuckle which is an"},{"speaker":"Andy Hart","startTime":114.06,"endTime":116.25,"body":"added bonus love the"},{"speaker":"Andy Hart","startTime":114.06,"endTime":116.25,"body":"collaboration and the dynamics"},{"speaker":"Andy Hart","startTime":116.28,"endTime":120.09,"body":"between the team. Keep up the"},{"speaker":"Andy Hart","startTime":116.28,"endTime":120.09,"body":"great work back to you boss."},{"speaker":"Nick Lincoln","startTime":120.78,"endTime":122.28,"body":"Great stuff."},{"speaker":"Nick Lincoln","startTime":120.78,"endTime":122.28,"body":"Thanks, Eddie. Thank you, John"},{"speaker":"Nick Lincoln","startTime":122.28,"endTime":124.62,"body":"and Kelly really do appreciate"},{"speaker":"Nick Lincoln","startTime":122.28,"endTime":124.62,"body":"those reviews do keep them"},{"speaker":"Nick Lincoln","startTime":124.65,"endTime":129.72,"body":"coming on in. Okay, let's go"},{"speaker":"Nick Lincoln","startTime":124.65,"endTime":129.72,"body":"over to tropical tidbits and put"},{"speaker":"Nick Lincoln","startTime":129.72,"endTime":132.9,"body":"a sort of timestamp on this"},{"speaker":"Nick Lincoln","startTime":129.72,"endTime":132.9,"body":"episode in Episode 35. A trap"},{"speaker":"Nick Lincoln","startTime":133.11,"endTime":136.23,"body":"and we'll lead off with you Mr."},{"speaker":"Nick Lincoln","startTime":133.11,"endTime":136.23,"body":"Smith, the Lang cat thing."},{"speaker":"Alan Smith","startTime":137.94,"endTime":140.88,"body":"Well, first of all,"},{"speaker":"Alan Smith","startTime":137.94,"endTime":140.88,"body":"yes. Merry Christmas to all our"},{"speaker":"Alan Smith","startTime":140.91,"endTime":143.94,"body":"listeners and supporters. Thank"},{"speaker":"Alan Smith","startTime":140.91,"endTime":143.94,"body":"you very much to my fellow trap"},{"speaker":"Alan Smith","startTime":144.21,"endTime":148.02,"body":"pack. We agreed that we would"},{"speaker":"Alan Smith","startTime":144.21,"endTime":148.02,"body":"appear on the show. For those of"},{"speaker":"Alan Smith","startTime":148.05,"endTime":152.43,"body":"for those of you watching on"},{"speaker":"Alan Smith","startTime":148.05,"endTime":152.43,"body":"YouTube. Yeah, fully decked out"},{"speaker":"Alan Smith","startTime":152.43,"endTime":157.56,"body":"in our festive gear. And I'm the"},{"speaker":"Alan Smith","startTime":152.43,"endTime":157.56,"body":"only one who bloody did it. Oh,"},{"speaker":"Alan Smith","startTime":157.56,"endTime":164.22,"body":"Mr. Hart. He's got his he's got"},{"speaker":"Alan Smith","startTime":157.56,"endTime":164.22,"body":"a hat. A little hat? No expense"},{"speaker":"Alan Smith","startTime":164.31,"endTime":167.49,"body":"spent. Well done. At least"},{"speaker":"Alan Smith","startTime":164.31,"endTime":167.49,"body":"Carl's got a Christmas tree to"},{"speaker":"Alan Smith","startTime":167.49,"endTime":171.24,"body":"celebrate Christmas in your in"},{"speaker":"Alan Smith","startTime":167.49,"endTime":171.24,"body":"your home. Nicholas"},{"speaker":"Nick Lincoln","startTime":173.25,"endTime":175.11,"body":"we are aware of"},{"speaker":"Nick Lincoln","startTime":173.25,"endTime":175.11,"body":"the date"},{"speaker":"Alan Smith","startTime":179.22,"endTime":180.93,"body":"All right. Well,"},{"speaker":"Alan Smith","startTime":179.22,"endTime":180.93,"body":"Happy Christmas Everyone"},{"speaker":"Andy Hart","startTime":181.26,"endTime":183.66,"body":"loves turkey or beef"},{"speaker":"Andy Hart","startTime":181.26,"endTime":183.66,"body":"Nick."},{"speaker":"Nick Lincoln","startTime":187.77,"endTime":189.78,"body":"Yeah, anything but"},{"speaker":"Nick Lincoln","startTime":187.77,"endTime":189.78,"body":"Turkey. There's a reason only"},{"speaker":"Nick Lincoln","startTime":189.78,"endTime":191.64,"body":"have brussel sprouts in Turkey"},{"speaker":"Nick Lincoln","startTime":189.78,"endTime":191.64,"body":"once a year because they're"},{"speaker":"Nick Lincoln","startTime":191.64,"endTime":194.07,"body":"bloody awful. So anything but"},{"speaker":"Nick Lincoln","startTime":191.64,"endTime":194.07,"body":"Turkey."},{"speaker":"Alan Smith","startTime":195.48,"endTime":198.72,"body":"Right back on with"},{"speaker":"Alan Smith","startTime":195.48,"endTime":198.72,"body":"the show. Topical titbits"},{"speaker":"Alan Smith","startTime":199.41,"endTime":204.06,"body":"another industry report this"},{"speaker":"Alan Smith","startTime":199.41,"endTime":204.06,"body":"time from our friends at the"},{"speaker":"Alan Smith","startTime":204.06,"endTime":208.95,"body":"Lang cat in association with"},{"speaker":"Alan Smith","startTime":204.06,"endTime":208.95,"body":"Royal London. Royal London,"},{"speaker":"Alan Smith","startTime":208.95,"endTime":212.79,"body":"according to their website are"},{"speaker":"Alan Smith","startTime":208.95,"endTime":212.79,"body":"the largest mutual insurance"},{"speaker":"Alan Smith","startTime":212.79,"endTime":215.7,"body":"company in the UK, I suppose."},{"speaker":"Alan Smith","startTime":212.79,"endTime":215.7,"body":"Because all the rest of them"},{"speaker":"Alan Smith","startTime":215.7,"endTime":218.46,"body":"have kind of gone or de"},{"speaker":"Alan Smith","startTime":215.7,"endTime":218.46,"body":"Mutual's. But anyway, there's"},{"speaker":"Alan Smith","startTime":218.46,"endTime":220.86,"body":"still a big operation. We don't"},{"speaker":"Alan Smith","startTime":218.46,"endTime":220.86,"body":"have much of a relationship with"},{"speaker":"Alan Smith","startTime":220.86,"endTime":223.95,"body":"them, but they seem to still be"},{"speaker":"Alan Smith","startTime":220.86,"endTime":223.95,"body":"doing some interesting things."},{"speaker":"Alan Smith","startTime":223.98,"endTime":230.49,"body":"So Royal London hired the Lange"},{"speaker":"Alan Smith","startTime":223.98,"endTime":230.49,"body":"cat, to do a report to create a"},{"speaker":"Alan Smith","startTime":230.49,"endTime":234.12,"body":"report, do some research speak"},{"speaker":"Alan Smith","startTime":230.49,"endTime":234.12,"body":"to clients and customers have"},{"speaker":"Alan Smith","startTime":234.12,"endTime":238.2,"body":"advisors speak to advisors and"},{"speaker":"Alan Smith","startTime":234.12,"endTime":238.2,"body":"they've got what is called the"},{"speaker":"Alan Smith","startTime":238.2,"endTime":242.25,"body":"inaugural, the meaning of value"},{"speaker":"Alan Smith","startTime":238.2,"endTime":242.25,"body":"report. Obviously, this is a"},{"speaker":"Alan Smith","startTime":242.25,"endTime":244.8,"body":"follow up to consumer duty which"},{"speaker":"Alan Smith","startTime":242.25,"endTime":244.8,"body":"came in and this whole big"},{"speaker":"Alan Smith","startTime":244.83,"endTime":249.36,"body":"ongoing debate around value for"},{"speaker":"Alan Smith","startTime":244.83,"endTime":249.36,"body":"money. I thought it's quite"},{"speaker":"Alan Smith","startTime":249.36,"endTime":252.42,"body":"interesting study four pages"},{"speaker":"Alan Smith","startTime":249.36,"endTime":252.42,"body":"long, and there are some"},{"speaker":"Alan Smith","startTime":252.78,"endTime":257.94,"body":"interesting parts of it that are"},{"speaker":"Alan Smith","startTime":252.78,"endTime":257.94,"body":"worth reviewing. First one is a"},{"speaker":"Alan Smith","startTime":257.94,"endTime":262.74,"body":"bit obvious 45% of consumers"},{"speaker":"Alan Smith","startTime":257.94,"endTime":262.74,"body":"defined value as a combination"},{"speaker":"Alan Smith","startTime":262.74,"endTime":265.8,"body":"of getting value for money and"},{"speaker":"Alan Smith","startTime":262.74,"endTime":265.8,"body":"getting their money's worth"},{"speaker":"Alan Smith","startTime":267.51,"endTime":274.89,"body":"meaningless. 16% define it as"},{"speaker":"Alan Smith","startTime":267.51,"endTime":274.89,"body":"price which again, I think is"},{"speaker":"Alan Smith","startTime":274.92,"endTime":277.83,"body":"pretty obvious to us. It's not"},{"speaker":"Alan Smith","startTime":274.92,"endTime":277.83,"body":"just about price, a relatively"},{"speaker":"Alan Smith","startTime":277.83,"endTime":283.29,"body":"small number. Considered just"},{"speaker":"Alan Smith","startTime":277.83,"endTime":283.29,"body":"only about price. advisors"},{"speaker":"Alan Smith","startTime":283.29,"endTime":287.43,"body":"believe that clients value peace"},{"speaker":"Alan Smith","startTime":283.29,"endTime":287.43,"body":"of mind 66% Two thirds of"},{"speaker":"Alan Smith","startTime":287.43,"endTime":291.69,"body":"advisors believe that their"},{"speaker":"Alan Smith","startTime":287.43,"endTime":291.69,"body":"clients value peace of mind most"},{"speaker":"Alan Smith","startTime":291.93,"endTime":295.11,"body":"than helping them reach their"},{"speaker":"Alan Smith","startTime":291.93,"endTime":295.11,"body":"financial goals and then clear"},{"speaker":"Alan Smith","startTime":295.11,"endTime":297.78,"body":"communication. The interesting"},{"speaker":"Alan Smith","startTime":295.11,"endTime":297.78,"body":"point perhaps the most"},{"speaker":"Alan Smith","startTime":297.78,"endTime":299.64,"body":"interesting part, the whole"},{"speaker":"Alan Smith","startTime":297.78,"endTime":299.64,"body":"report, I would still recommend"},{"speaker":"Alan Smith","startTime":299.64,"endTime":301.8,"body":"you have a read through at least"},{"speaker":"Alan Smith","startTime":299.64,"endTime":301.8,"body":"browse through it. There are"},{"speaker":"Alan Smith","startTime":301.8,"endTime":305.22,"body":"some useful tidbits within it."},{"speaker":"Alan Smith","startTime":301.8,"endTime":305.22,"body":"But the thing that I don't think"},{"speaker":"Alan Smith","startTime":305.22,"endTime":308.31,"body":"is particularly well"},{"speaker":"Alan Smith","startTime":305.22,"endTime":308.31,"body":"acknowledged by a number of"},{"speaker":"Alan Smith","startTime":308.31,"endTime":311.79,"body":"advisors, and I'll put our hands"},{"speaker":"Alan Smith","startTime":308.31,"endTime":311.79,"body":"up here as well is that a quite"},{"speaker":"Alan Smith","startTime":311.79,"endTime":315.36,"body":"a large number, at least 50% of"},{"speaker":"Alan Smith","startTime":311.79,"endTime":315.36,"body":"consumers who paid for"},{"speaker":"Alan Smith","startTime":315.36,"endTime":320.19,"body":"investment advice, say that it"},{"speaker":"Alan Smith","startTime":315.36,"endTime":320.19,"body":"is the most important thing for"},{"speaker":"Alan Smith","startTime":320.22,"endTime":324.18,"body":"investment returns positive"},{"speaker":"Alan Smith","startTime":320.22,"endTime":324.18,"body":"investment returns are the most"},{"speaker":"Alan Smith","startTime":324.18,"endTime":328.65,"body":"important aspects of how they"},{"speaker":"Alan Smith","startTime":324.18,"endTime":328.65,"body":"determined value for money. And"},{"speaker":"Alan Smith","startTime":328.65,"endTime":330.3,"body":"we might have mentioned this in"},{"speaker":"Alan Smith","startTime":328.65,"endTime":330.3,"body":"the podcast before, it's"},{"speaker":"Alan Smith","startTime":330.3,"endTime":333.18,"body":"certainly a theme that's come up"},{"speaker":"Alan Smith","startTime":330.3,"endTime":333.18,"body":"in our firm of the last year or"},{"speaker":"Alan Smith","startTime":333.18,"endTime":336.93,"body":"two, in that we kind of almost"},{"speaker":"Alan Smith","startTime":333.18,"endTime":336.93,"body":"have felt that the investment"},{"speaker":"Alan Smith","startTime":336.93,"endTime":340.26,"body":"piece was a battle we've already"},{"speaker":"Alan Smith","startTime":336.93,"endTime":340.26,"body":"won. We know how to invest"},{"speaker":"Alan Smith","startTime":340.26,"endTime":345.57,"body":"capital wisely. And we've"},{"speaker":"Alan Smith","startTime":340.26,"endTime":345.57,"body":"probably been less kind of vocal"},{"speaker":"Alan Smith","startTime":345.63,"endTime":348.0,"body":"about investment investment"},{"speaker":"Alan Smith","startTime":345.63,"endTime":348.0,"body":"returns, how you construct"},{"speaker":"Alan Smith","startTime":348.0,"endTime":350.73,"body":"investment portfolios, how you"},{"speaker":"Alan Smith","startTime":348.0,"endTime":350.73,"body":"optimize how you maximize, etc."},{"speaker":"Alan Smith","startTime":351.0,"endTime":354.33,"body":"Because we've we've all evolved"},{"speaker":"Alan Smith","startTime":351.0,"endTime":354.33,"body":"much more to the Canada, the"},{"speaker":"Alan Smith","startTime":354.33,"endTime":357.54,"body":"planning the strategy, the"},{"speaker":"Alan Smith","startTime":354.33,"endTime":357.54,"body":"delivering good outcomes for"},{"speaker":"Alan Smith","startTime":357.54,"endTime":359.76,"body":"clients from a kind of"},{"speaker":"Alan Smith","startTime":357.54,"endTime":359.76,"body":"lifestyle, or full fat financial"},{"speaker":"Alan Smith","startTime":359.76,"endTime":362.7,"body":"planning basis. So interesting,"},{"speaker":"Alan Smith","startTime":359.76,"endTime":362.7,"body":"this report can't remember how"},{"speaker":"Alan Smith","startTime":362.7,"endTime":365.46,"body":"many people which is a"},{"speaker":"Alan Smith","startTime":362.7,"endTime":365.46,"body":"reasonable number of consumers,"},{"speaker":"Alan Smith","startTime":365.49,"endTime":368.67,"body":"who are clients of financial"},{"speaker":"Alan Smith","startTime":365.49,"endTime":368.67,"body":"advisors, have said that their"},{"speaker":"Alan Smith","startTime":368.67,"endTime":372.6,"body":"single most important"},{"speaker":"Alan Smith","startTime":368.67,"endTime":372.6,"body":"determinant of value is positive"},{"speaker":"Alan Smith","startTime":372.6,"endTime":375.42,"body":"investment returns a useful"},{"speaker":"Alan Smith","startTime":372.6,"endTime":375.42,"body":"reminder for all of us, as we"},{"speaker":"Alan Smith","startTime":375.42,"endTime":378.48,"body":"think about our client comes"},{"speaker":"Alan Smith","startTime":375.42,"endTime":378.48,"body":"next year, Mr. Hart,"},{"speaker":"Andy Hart","startTime":379.35,"endTime":381.15,"body":"really good point. I"},{"speaker":"Andy Hart","startTime":379.35,"endTime":381.15,"body":"love that. Thanks for sharing"},{"speaker":"Andy Hart","startTime":381.15,"endTime":381.96,"body":"that. Yeah."},{"speaker":"Nick Lincoln","startTime":383.07,"endTime":385.62,"body":"Very, very"},{"speaker":"Nick Lincoln","startTime":383.07,"endTime":385.62,"body":"critical."},{"speaker":"Andy Hart","startTime":388.11,"endTime":391.35,"body":"I think when people"},{"speaker":"Andy Hart","startTime":388.11,"endTime":391.35,"body":"get into financial planning,"},{"speaker":"Andy Hart","startTime":391.35,"endTime":394.59,"body":"they get too into it, and"},{"speaker":"Andy Hart","startTime":391.35,"endTime":394.59,"body":"sometimes can become a bit too"},{"speaker":"Andy Hart","startTime":394.59,"endTime":398.34,"body":"evangelical. And you're right,"},{"speaker":"Andy Hart","startTime":394.59,"endTime":398.34,"body":"in an initial meeting with the"},{"speaker":"Andy Hart","startTime":398.34,"endTime":401.01,"body":"client, you say, are the"},{"speaker":"Andy Hart","startTime":398.34,"endTime":401.01,"body":"investments as easy, we'll deal"},{"speaker":"Andy Hart","startTime":401.01,"endTime":403.77,"body":"with that later on, we've just"},{"speaker":"Andy Hart","startTime":401.01,"endTime":403.77,"body":"got a cheap low cost portfolio"},{"speaker":"Andy Hart","startTime":403.77,"endTime":407.7,"body":"that fixes that problem, and"},{"speaker":"Andy Hart","startTime":403.77,"endTime":407.7,"body":"they push it to the side, I've"},{"speaker":"Andy Hart","startTime":407.7,"endTime":411.84,"body":"probably made that mistake a few"},{"speaker":"Andy Hart","startTime":407.7,"endTime":411.84,"body":"times in the past. So now it is"},{"speaker":"Andy Hart","startTime":411.84,"endTime":415.44,"body":"their life savings is a central"},{"speaker":"Andy Hart","startTime":411.84,"endTime":415.44,"body":"thing. The investment piece is"},{"speaker":"Andy Hart","startTime":415.44,"endTime":419.49,"body":"massively important. So I do put"},{"speaker":"Andy Hart","startTime":415.44,"endTime":419.49,"body":"it you know, front and center,"},{"speaker":"Andy Hart","startTime":419.58,"endTime":422.19,"body":"and then just to see their"},{"speaker":"Andy Hart","startTime":419.58,"endTime":422.19,"body":"appetite of how much they want"},{"speaker":"Andy Hart","startTime":422.19,"endTime":426.15,"body":"to speak about it. So that is a"},{"speaker":"Andy Hart","startTime":422.19,"endTime":426.15,"body":"note of warning to younger"},{"speaker":"Andy Hart","startTime":426.15,"endTime":429.63,"body":"advisors that come through the"},{"speaker":"Andy Hart","startTime":426.15,"endTime":429.63,"body":"once they realize that you're"},{"speaker":"Andy Hart","startTime":429.63,"endTime":432.87,"body":"right, the investment journey"},{"speaker":"Andy Hart","startTime":429.63,"endTime":432.87,"body":"has been, or the investment"},{"speaker":"Andy Hart","startTime":432.87,"endTime":435.3,"body":"battle has been won, like we"},{"speaker":"Andy Hart","startTime":432.87,"endTime":435.3,"body":"sort of know the answer to it,"},{"speaker":"Andy Hart","startTime":435.3,"endTime":437.76,"body":"but still have it front and"},{"speaker":"Andy Hart","startTime":435.3,"endTime":437.76,"body":"center is their life savings."},{"speaker":"Andy Hart","startTime":437.76,"endTime":440.49,"body":"And they are seeking advice"},{"speaker":"Andy Hart","startTime":437.76,"endTime":440.49,"body":"around that. I mean, me and"},{"speaker":"Andy Hart","startTime":440.49,"endTime":442.56,"body":"Carla spoken about this over the"},{"speaker":"Andy Hart","startTime":440.49,"endTime":442.56,"body":"years, what do you call yourself"},{"speaker":"Andy Hart","startTime":442.56,"endTime":444.57,"body":"to call yourself a financial"},{"speaker":"Andy Hart","startTime":442.56,"endTime":444.57,"body":"planner, a financial adviser or"},{"speaker":"Andy Hart","startTime":444.57,"endTime":446.97,"body":"investment advisor, I think a"},{"speaker":"Andy Hart","startTime":444.57,"endTime":446.97,"body":"lot of people are actually"},{"speaker":"Andy Hart","startTime":446.97,"endTime":449.52,"body":"looking for investment advisors,"},{"speaker":"Andy Hart","startTime":446.97,"endTime":449.52,"body":"nobody's looking for a financial"},{"speaker":"Andy Hart","startTime":449.52,"endTime":451.65,"body":"planner, quite a few people"},{"speaker":"Andy Hart","startTime":449.52,"endTime":451.65,"body":"looking for a financial advisor."},{"speaker":"Andy Hart","startTime":451.65,"endTime":455.58,"body":"So meet the clients where they"},{"speaker":"Andy Hart","startTime":451.65,"endTime":455.58,"body":"are, if you've got to play some"},{"speaker":"Andy Hart","startTime":455.58,"endTime":458.04,"body":"kind of game to attract more"},{"speaker":"Andy Hart","startTime":455.58,"endTime":458.04,"body":"clients, then give them the good"},{"speaker":"Andy Hart","startTime":458.04,"endTime":462.03,"body":"stuff. So be it you know, this"},{"speaker":"Andy Hart","startTime":458.04,"endTime":462.03,"body":"is a sales profession. Anyone"},{"speaker":"Andy Hart","startTime":462.03,"endTime":462.42,"body":"else?"},{"speaker":"Carl Widger","startTime":462.99,"endTime":466.5,"body":"Yeah, meet them"},{"speaker":"Carl Widger","startTime":462.99,"endTime":466.5,"body":"where they're at, you know, and"},{"speaker":"Carl Widger","startTime":466.5,"endTime":468.96,"body":"then bring them through the"},{"speaker":"Carl Widger","startTime":466.5,"endTime":468.96,"body":"process. But I think it's a"},{"speaker":"Carl Widger","startTime":469.32,"endTime":474.18,"body":"really, really good point. And"},{"speaker":"Carl Widger","startTime":469.32,"endTime":474.18,"body":"certainly something we've, it's"},{"speaker":"Carl Widger","startTime":474.18,"endTime":477.54,"body":"funny when you start out and you"},{"speaker":"Carl Widger","startTime":474.18,"endTime":477.54,"body":"you're very evangelical about"},{"speaker":"Carl Widger","startTime":477.54,"endTime":479.97,"body":"the whole financial planning"},{"speaker":"Carl Widger","startTime":477.54,"endTime":479.97,"body":"process. It's like, you know,"},{"speaker":"Carl Widger","startTime":479.97,"endTime":484.74,"body":"it's all about the planning. And"},{"speaker":"Carl Widger","startTime":479.97,"endTime":484.74,"body":"exactly, Alan and, and Andy and"},{"speaker":"Carl Widger","startTime":484.74,"endTime":487.05,"body":"myself have had this"},{"speaker":"Carl Widger","startTime":484.74,"endTime":487.05,"body":"conversation in the last"},{"speaker":"Carl Widger","startTime":487.08,"endTime":490.98,"body":"probably 18 months, like, we"},{"speaker":"Carl Widger","startTime":487.08,"endTime":490.98,"body":"need to start talking a little"},{"speaker":"Carl Widger","startTime":490.98,"endTime":492.93,"body":"bit more, we need to focus a"},{"speaker":"Carl Widger","startTime":490.98,"endTime":492.93,"body":"little bit more on the"},{"speaker":"Carl Widger","startTime":492.93,"endTime":496.44,"body":"investment. So I think it's a"},{"speaker":"Carl Widger","startTime":492.93,"endTime":496.44,"body":"very well made point. And I"},{"speaker":"Carl Widger","startTime":496.44,"endTime":498.6,"body":"think learning for everybody,"},{"speaker":"Carl Widger","startTime":496.44,"endTime":498.6,"body":"certainly."},{"speaker":"Nick Lincoln","startTime":530.74,"endTime":532.9,"body":"Okay, good stuff."},{"speaker":"Nick Lincoln","startTime":530.74,"endTime":532.9,"body":"Thank you very much. Very good"},{"speaker":"Nick Lincoln","startTime":532.9,"endTime":536.02,"body":"point mu. And he's really,"},{"speaker":"Nick Lincoln","startTime":532.9,"endTime":536.02,"body":"really good point strong. Very"},{"speaker":"Nick Lincoln","startTime":536.02,"endTime":537.61,"body":"good. Well,"},{"speaker":"Andy Hart","startTime":537.64,"endTime":539.17,"body":"thank you, Nick."},{"speaker":"Andy Hart","startTime":537.64,"endTime":539.17,"body":"Thank you. Thank you for showing"},{"speaker":"Andy Hart","startTime":539.17,"endTime":541.48,"body":"up today. Really appreciate it,"},{"speaker":"Andy Hart","startTime":539.17,"endTime":541.48,"body":"mate."},{"speaker":"Nick Lincoln","startTime":541.48,"endTime":544.2099999999999,"body":"Thank you just for"},{"speaker":"Nick Lincoln","startTime":541.48,"endTime":544.2099999999999,"body":"being in my life, call market"},{"speaker":"Nick Lincoln","startTime":544.2099999999999,"endTime":544.78,"body":"hours."},{"speaker":"Carl Widger","startTime":545.5,"endTime":547.81,"body":"The market problems"},{"speaker":"Carl Widger","startTime":545.5,"endTime":547.81,"body":"we should say, right, so we've"},{"speaker":"Carl Widger","startTime":547.81,"endTime":551.23,"body":"got maybe some feedback that"},{"speaker":"Carl Widger","startTime":547.81,"endTime":551.23,"body":"we're getting a little bit too"},{"speaker":"Carl Widger","startTime":551.23,"endTime":555.13,"body":"touchy with each other. So we're"},{"speaker":"Carl Widger","startTime":551.23,"endTime":555.13,"body":"having to come by moment."},{"speaker":"Carl Widger","startTime":556.7199999999999,"endTime":560.77,"body":"Christmas time, after all, so"},{"speaker":"Carl Widger","startTime":556.7199999999999,"endTime":560.77,"body":"we're all going to be so nice to"},{"speaker":"Carl Widger","startTime":560.77,"endTime":562.3299999999999,"body":"each other. I'm so respectful."},{"speaker":"Alan Smith","startTime":563.5899999999999,"endTime":568.15,"body":"Let's see how long"},{"speaker":"Alan Smith","startTime":563.5899999999999,"endTime":568.15,"body":"these last minutes to the end of"},{"speaker":"Alan Smith","startTime":568.15,"endTime":568.5999999999999,"body":"this"},{"speaker":"Andy Hart","startTime":569.8299999999999,"endTime":571.24,"body":"shaking table."},{"speaker":"Carl Widger","startTime":573.16,"endTime":575.62,"body":"minute the record"},{"speaker":"Carl Widger","startTime":573.16,"endTime":575.62,"body":"button goes off. It's true."},{"speaker":"Carl Widger","startTime":575.8299999999999,"endTime":579.67,"body":"We're never doing that again."},{"speaker":"Carl Widger","startTime":575.8299999999999,"endTime":579.67,"body":"Anyway. Yes, the market bounce"},{"speaker":"Carl Widger","startTime":579.67,"endTime":583.24,"body":"has been fantastic, a little"},{"speaker":"Carl Widger","startTime":579.67,"endTime":583.24,"body":"Christmas present for all of our"},{"speaker":"Carl Widger","startTime":583.24,"endTime":587.1999999999999,"body":"clients to whom maybe we're"},{"speaker":"Carl Widger","startTime":583.24,"endTime":587.1999999999999,"body":"getting a little bit worried."},{"speaker":"Carl Widger","startTime":587.5899999999999,"endTime":593.62,"body":"God knows who knows when this is"},{"speaker":"Carl Widger","startTime":587.5899999999999,"endTime":593.62,"body":"going to end. But there has been"},{"speaker":"Carl Widger","startTime":593.62,"endTime":597.04,"body":"a nice little rally. Of course,"},{"speaker":"Carl Widger","startTime":593.62,"endTime":597.04,"body":"all the predictions are going to"},{"speaker":"Carl Widger","startTime":597.04,"endTime":601.15,"body":"be due out in the next little"},{"speaker":"Carl Widger","startTime":597.04,"endTime":601.15,"body":"while and you'll open your"},{"speaker":"Carl Widger","startTime":601.15,"endTime":604.3299999999999,"body":"newspapers in first of January."},{"speaker":"Carl Widger","startTime":601.15,"endTime":604.3299999999999,"body":"And you'll have loads of people"},{"speaker":"Carl Widger","startTime":604.3299999999999,"endTime":607.7199999999999,"body":"telling you they know what's"},{"speaker":"Carl Widger","startTime":604.3299999999999,"endTime":607.7199999999999,"body":"going to happen next and their"},{"speaker":"Carl Widger","startTime":607.7199999999999,"endTime":612.0999999999999,"body":"predictions for the market."},{"speaker":"Carl Widger","startTime":607.7199999999999,"endTime":612.0999999999999,"body":"Correct. They are totally and"},{"speaker":"Carl Widger","startTime":612.13,"endTime":617.1999999999999,"body":"utterly pointless, of course,"},{"speaker":"Carl Widger","startTime":612.13,"endTime":617.1999999999999,"body":"but it is very nice to finally"},{"speaker":"Carl Widger","startTime":617.1999999999999,"endTime":622.39,"body":"be delivering lots of good news."},{"speaker":"Carl Widger","startTime":617.1999999999999,"endTime":622.39,"body":"And those of us who have"},{"speaker":"Carl Widger","startTime":623.02,"endTime":626.86,"body":"portfolios that are tilted"},{"speaker":"Carl Widger","startTime":623.02,"endTime":626.86,"body":"towards small caps are getting"},{"speaker":"Carl Widger","startTime":626.86,"endTime":630.01,"body":"an even extra little bounce at"},{"speaker":"Carl Widger","startTime":626.86,"endTime":630.01,"body":"the moment. So it is really"},{"speaker":"Carl Widger","startTime":630.04,"endTime":634.2099999999999,"body":"really good I look at it you"},{"speaker":"Carl Widger","startTime":630.04,"endTime":634.2099999999999,"body":"know what it's actually lovely"},{"speaker":"Carl Widger","startTime":634.2099999999999,"endTime":639.43,"body":"to reward clients who have been"},{"speaker":"Carl Widger","startTime":634.2099999999999,"endTime":639.43,"body":"sticking with the plan just"},{"speaker":"Carl Widger","startTime":639.43,"endTime":641.56,"body":"sitting on their hands looking"},{"speaker":"Carl Widger","startTime":639.43,"endTime":641.56,"body":"out the window and now they're"},{"speaker":"Carl Widger","startTime":641.56,"endTime":647.1999999999999,"body":"gonna get the benefit of doing"},{"speaker":"Carl Widger","startTime":641.56,"endTime":647.1999999999999,"body":"exactly that so let's enjoy it"},{"speaker":"Carl Widger","startTime":647.23,"endTime":650.65,"body":"while we have it and we were"},{"speaker":"Carl Widger","startTime":647.23,"endTime":650.65,"body":"never going to predict what's"},{"speaker":"Carl Widger","startTime":650.65,"endTime":654.16,"body":"going to happen next but it's"},{"speaker":"Carl Widger","startTime":650.65,"endTime":654.16,"body":"nice and thank you for that"},{"speaker":"Carl Widger","startTime":654.16,"endTime":657.8199999999999,"body":"little Christmas present the"},{"speaker":"Carl Widger","startTime":654.16,"endTime":657.8199999999999,"body":"markets Mr. Hot"},{"speaker":"Andy Hart","startTime":658.8399999999999,"endTime":662.11,"body":"by the time this show"},{"speaker":"Andy Hart","startTime":658.8399999999999,"endTime":662.11,"body":"launches, we might have hit a"},{"speaker":"Andy Hart","startTime":662.11,"endTime":666.5799999999999,"body":"new all time high in the s\u0026p 500"},{"speaker":"Andy Hart","startTime":662.11,"endTime":666.5799999999999,"body":"We're we're about percentage"},{"speaker":"Andy Hart","startTime":666.5799999999999,"endTime":670.75,"body":"away from it so yeah, hopefully"},{"speaker":"Andy Hart","startTime":666.5799999999999,"endTime":670.75,"body":"that that happens and then who"},{"speaker":"Andy Hart","startTime":670.75,"endTime":672.37,"body":"knows where we're going for next"},{"speaker":"Andy Hart","startTime":670.75,"endTime":672.37,"body":"year but yeah, all the"},{"speaker":"Andy Hart","startTime":672.37,"endTime":674.68,"body":"predictions will come in and"},{"speaker":"Andy Hart","startTime":672.37,"endTime":674.68,"body":"obviously some of them be right"},{"speaker":"Andy Hart","startTime":674.68,"endTime":678.13,"body":"and most of them will be wrong"},{"speaker":"Andy Hart","startTime":674.68,"endTime":678.13,"body":"but yeah, ignore basically"},{"speaker":"Alan Smith","startTime":678.88,"endTime":682.5999999999999,"body":"yeah, it is nice"},{"speaker":"Alan Smith","startTime":678.88,"endTime":682.5999999999999,"body":"when are kind of buying whole"},{"speaker":"Alan Smith","startTime":682.5999999999999,"endTime":686.26,"body":"stick to the plan stick to the"},{"speaker":"Alan Smith","startTime":682.5999999999999,"endTime":686.26,"body":"program come sit we we're not"},{"speaker":"Alan Smith","startTime":686.26,"endTime":689.3199999999999,"body":"we're not you know, markets go"},{"speaker":"Alan Smith","startTime":686.26,"endTime":689.3199999999999,"body":"up markets go down as the most"},{"speaker":"Alan Smith","startTime":689.3199999999999,"endTime":691.18,"body":"challenging thing the last"},{"speaker":"Alan Smith","startTime":689.3199999999999,"endTime":691.18,"body":"couple of years as markets have"},{"speaker":"Alan Smith","startTime":691.18,"endTime":694.15,"body":"gone sideways and that's kind of"},{"speaker":"Alan Smith","startTime":691.18,"endTime":694.15,"body":"almost the worst the worst"},{"speaker":"Alan Smith","startTime":694.15,"endTime":698.77,"body":"version. When markets we've"},{"speaker":"Alan Smith","startTime":694.15,"endTime":698.77,"body":"talked about the heart that's"},{"speaker":"Alan Smith","startTime":698.77,"endTime":701.5899999999999,"body":"pretty hawkish good down you"},{"speaker":"Alan Smith","startTime":698.77,"endTime":701.5899999999999,"body":"know, future anticipated returns"},{"speaker":"Alan Smith","startTime":701.5899999999999,"endTime":704.4399999999999,"body":"future expected returns are just"},{"speaker":"Alan Smith","startTime":701.5899999999999,"endTime":704.4399999999999,"body":"higher if you get down 20% You"},{"speaker":"Alan Smith","startTime":704.4399999999999,"endTime":708.13,"body":"just know long term reversion to"},{"speaker":"Alan Smith","startTime":704.4399999999999,"endTime":708.13,"body":"mean etc. I'm terrible for I"},{"speaker":"Alan Smith","startTime":708.13,"endTime":710.89,"body":"think you do this as well. Now I"},{"speaker":"Alan Smith","startTime":708.13,"endTime":710.89,"body":"see newspaper articles and I"},{"speaker":"Alan Smith","startTime":710.89,"endTime":714.3399999999999,"body":"just clip them out and I save"},{"speaker":"Alan Smith","startTime":710.89,"endTime":714.3399999999999,"body":"them for future reference. Yeah,"},{"speaker":"Alan Smith","startTime":714.3399999999999,"endTime":717.9399999999999,"body":"this is another one so there's"},{"speaker":"Alan Smith","startTime":714.3399999999999,"endTime":717.9399999999999,"body":"one about a year ago which I'll"},{"speaker":"Alan Smith","startTime":718.0899999999999,"endTime":722.26,"body":"I'll probably share later just"},{"speaker":"Alan Smith","startTime":718.0899999999999,"endTime":722.26,"body":"city wide magazine you know they"},{"speaker":"Alan Smith","startTime":722.26,"endTime":726.31,"body":"have they're looking at you"},{"speaker":"Alan Smith","startTime":722.26,"endTime":726.31,"body":"know, active investment managers"},{"speaker":"Alan Smith","startTime":726.37,"endTime":728.5899999999999,"body":"and the headlines I can't"},{"speaker":"Alan Smith","startTime":726.37,"endTime":728.5899999999999,"body":"remember exactly what it says"},{"speaker":"Alan Smith","startTime":728.5899999999999,"endTime":733.78,"body":"along the lines of You know,"},{"speaker":"Alan Smith","startTime":728.5899999999999,"endTime":733.78,"body":"this is a year ago. Fears of"},{"speaker":"Alan Smith","startTime":733.78,"endTime":738.1899999999999,"body":"impending recession frighten"},{"speaker":"Alan Smith","startTime":733.78,"endTime":738.1899999999999,"body":"asset managers out of equities"},{"speaker":"Alan Smith","startTime":738.2199999999999,"endTime":741.13,"body":"so holding bonds in cash is what"},{"speaker":"Alan Smith","startTime":738.2199999999999,"endTime":741.13,"body":"a lot of active managers have"},{"speaker":"Alan Smith","startTime":741.13,"endTime":741.8499999999999,"body":"chosen to do"},{"speaker":"Alan Smith","startTime":749.23,"endTime":752.9499999999999,"body":"and as Andy says we're about to"},{"speaker":"Alan Smith","startTime":749.23,"endTime":752.9499999999999,"body":"hit if we haven't done by the"},{"speaker":"Alan Smith","startTime":752.9499999999999,"endTime":755.4699999999999,"body":"time this goes out but there"},{"speaker":"Alan Smith","startTime":752.9499999999999,"endTime":755.4699999999999,"body":"there abouts okay, what's the"},{"speaker":"Alan Smith","startTime":755.4699999999999,"endTime":759.1899999999999,"body":"s\u0026p is up over 20% I think not"},{"speaker":"Alan Smith","startTime":755.4699999999999,"endTime":759.1899999999999,"body":"that not that's the only index"},{"speaker":"Alan Smith","startTime":759.1899999999999,"endTime":761.17,"body":"in the world but it is sort of"},{"speaker":"Alan Smith","startTime":759.1899999999999,"endTime":761.17,"body":"half the more and more"},{"speaker":"Andy Hart","startTime":761.17,"endTime":763.0899999999999,"body":"as the biggest one"},{"speaker":"Andy Hart","startTime":761.17,"endTime":763.0899999999999,"body":"isn't it really is the proxy"},{"speaker":"Andy Hart","startTime":763.0899999999999,"endTime":764.56,"body":"biggest stock market Yeah,"},{"speaker":"Alan Smith","startTime":765.0999999999999,"endTime":768.4,"body":"it is the up usually"},{"speaker":"Alan Smith","startTime":765.0999999999999,"endTime":768.4,"body":"but so all these you know a"},{"speaker":"Alan Smith","startTime":768.4,"endTime":770.89,"body":"significant number of active"},{"speaker":"Alan Smith","startTime":768.4,"endTime":770.89,"body":"managers have kind of dialed"},{"speaker":"Alan Smith","startTime":770.89,"endTime":774.0699999999999,"body":"down their equity exposure a"},{"speaker":"Alan Smith","startTime":770.89,"endTime":774.0699999999999,"body":"year ago it probably exactly the"},{"speaker":"Alan Smith","startTime":774.0699999999999,"endTime":777.52,"body":"wrong time to do it is just"},{"speaker":"Alan Smith","startTime":774.0699999999999,"endTime":777.52,"body":"another you know, as what's the"},{"speaker":"Alan Smith","startTime":777.52,"endTime":780.43,"body":"what's the phrase, what's the"},{"speaker":"Alan Smith","startTime":777.52,"endTime":780.43,"body":"Nick Murray, humans humans are a"},{"speaker":"Alan Smith","startTime":780.43,"endTime":780.73,"body":"failed"},{"speaker":"Nick Lincoln","startTime":780.73,"endTime":782.7099999999999,"body":"investor. Human"},{"speaker":"Nick Lincoln","startTime":780.73,"endTime":782.7099999999999,"body":"nature, human"},{"speaker":"Andy Hart","startTime":782.7099999999999,"endTime":786.31,"body":"nature, human nature"},{"speaker":"Andy Hart","startTime":782.7099999999999,"endTime":786.31,"body":"stuff. Yeah, yes. The s\u0026p 500"},{"speaker":"Andy Hart","startTime":786.31,"endTime":789.52,"body":"year to date is up 22% The last"},{"speaker":"Andy Hart","startTime":786.31,"endTime":789.52,"body":"market high we hit was on the"},{"speaker":"Andy Hart","startTime":789.52,"endTime":793.9,"body":"third of January 2022. It's"},{"speaker":"Andy Hart","startTime":789.52,"endTime":793.9,"body":"almost like a pure two year"},{"speaker":"Andy Hart","startTime":793.9,"endTime":795.67,"body":"slice which is quite"},{"speaker":"Andy Hart","startTime":793.9,"endTime":795.67,"body":"interesting. Again, it's all"},{"speaker":"Andy Hart","startTime":795.67,"endTime":798.28,"body":"just meaningless really at the"},{"speaker":"Andy Hart","startTime":795.67,"endTime":798.28,"body":"end of the day but yeah, good"},{"speaker":"Andy Hart","startTime":798.28,"endTime":800.7099999999999,"body":"news for all historical"},{"speaker":"Andy Hart","startTime":798.28,"endTime":800.7099999999999,"body":"investors that have stuck with"},{"speaker":"Andy Hart","startTime":800.7099999999999,"endTime":804.01,"body":"the plan throughout these cycles"},{"speaker":"Andy Hart","startTime":800.7099999999999,"endTime":804.01,"body":"markets. Okay."},{"speaker":"Carl Widger","startTime":805.3299999999999,"endTime":808.0,"body":"Great point. Great"},{"speaker":"Carl Widger","startTime":805.3299999999999,"endTime":808.0,"body":"great point Ireland"},{"speaker":"Andy Hart","startTime":808.03,"endTime":809.68,"body":"yeah, thanks for"},{"speaker":"Andy Hart","startTime":808.03,"endTime":809.68,"body":"bringing alcohol that's"},{"speaker":"Nick Lincoln","startTime":811.75,"endTime":816.4,"body":"now it's too much"},{"speaker":"Nick Lincoln","startTime":811.75,"endTime":816.4,"body":"done. I'm done with it. zip"},{"speaker":"Alan Smith","startTime":818.17,"endTime":819.73,"body":"drive a quite"},{"speaker":"Alan Smith","startTime":818.17,"endTime":819.73,"body":"talking"},{"speaker":"Nick Lincoln","startTime":819.73,"endTime":822.9699999999999,"body":"to things bouncing"},{"speaker":"Nick Lincoln","startTime":819.73,"endTime":822.9699999999999,"body":"Bitcoin Mr. Smith, I'm"},{"speaker":"Alan Smith","startTime":823.24,"endTime":825.76,"body":"gonna give you this."},{"speaker":"Alan Smith","startTime":823.24,"endTime":825.76,"body":"Are you gonna keep smiling all"},{"speaker":"Alan Smith","startTime":825.76,"endTime":828.8499999999999,"body":"of you keep smiling and nodding"},{"speaker":"Alan Smith","startTime":825.76,"endTime":828.8499999999999,"body":"and supporting me through this"},{"speaker":"Alan Smith","startTime":828.8499999999999,"endTime":834.49,"body":"conversation? It just got so"},{"speaker":"Alan Smith","startTime":828.8499999999999,"endTime":834.49,"body":"involved is the s\u0026p is up 22%"},{"speaker":"Alan Smith","startTime":834.49,"endTime":841.15,"body":"bitcoins up nearly 200 Say 160%"},{"speaker":"Alan Smith","startTime":834.49,"endTime":841.15,"body":"last time this year percent this"},{"speaker":"Alan Smith","startTime":841.15,"endTime":845.11,"body":"year alone. I've had a couple of"},{"speaker":"Alan Smith","startTime":841.15,"endTime":845.11,"body":"conversations that I'm we all"},{"speaker":"Alan Smith","startTime":845.11,"endTime":848.7099999999999,"body":"agree we all agree Bitcoin and"},{"speaker":"Alan Smith","startTime":845.11,"endTime":848.7099999999999,"body":"specifically Bitcoin not other"},{"speaker":"Alan Smith","startTime":848.7099999999999,"endTime":851.53,"body":"crypto Bitcoin but it's not a"},{"speaker":"Alan Smith","startTime":848.7099999999999,"endTime":851.53,"body":"traditional investment. It"},{"speaker":"Alan Smith","startTime":851.53,"endTime":853.87,"body":"doesn't it doesn't have assets."},{"speaker":"Alan Smith","startTime":851.53,"endTime":853.87,"body":"It doesn't it doesn't produce"},{"speaker":"Alan Smith","startTime":853.9,"endTime":857.65,"body":"yield. It's not a real asset is"},{"speaker":"Alan Smith","startTime":853.9,"endTime":857.65,"body":"a gamble is the speculation we"},{"speaker":"Alan Smith","startTime":857.65,"endTime":860.14,"body":"know that. So effectively. A"},{"speaker":"Alan Smith","startTime":857.65,"endTime":860.14,"body":"digital is effectively a digital"},{"speaker":"Alan Smith","startTime":860.14,"endTime":865.3299999999999,"body":"currency. or digital Yeah, they"},{"speaker":"Alan Smith","startTime":860.14,"endTime":865.3299999999999,"body":"should go digital currency. But"},{"speaker":"Alan Smith","startTime":865.3299999999999,"endTime":869.23,"body":"I've got a couple of"},{"speaker":"Alan Smith","startTime":865.3299999999999,"endTime":869.23,"body":"conversations with smart clients"},{"speaker":"Alan Smith","startTime":869.26,"endTime":873.31,"body":"in this this year. And the same"},{"speaker":"Alan Smith","startTime":869.26,"endTime":873.31,"body":"would it be any sort of damage"},{"speaker":"Alan Smith","startTime":873.31,"endTime":878.86,"body":"in me holding 1% Specifically"},{"speaker":"Alan Smith","startTime":873.31,"endTime":878.86,"body":"the said 1% of my assets. I just"},{"speaker":"Alan Smith","startTime":878.86,"endTime":881.9499999999999,"body":"bought by you know, a couple of"},{"speaker":"Alan Smith","startTime":878.86,"endTime":881.9499999999999,"body":"bitcoins what what's the Bitcoin"},{"speaker":"Alan Smith","startTime":881.9499999999999,"endTime":887.53,"body":"now? $40,000.25 times before you"},{"speaker":"Alan Smith","startTime":881.9499999999999,"endTime":887.53,"body":"want those? Yeah, yeah. So"},{"speaker":"Alan Smith","startTime":888.01,"endTime":892.75,"body":"owning owning two or three"},{"speaker":"Alan Smith","startTime":888.01,"endTime":892.75,"body":"Bitcoins. How terrible is that?"},{"speaker":"Alan Smith","startTime":892.78,"endTime":896.14,"body":"And I'm not against it as a"},{"speaker":"Alan Smith","startTime":892.78,"endTime":896.14,"body":"thought as a thought experiment"},{"speaker":"Alan Smith","startTime":896.3499999999999,"endTime":899.5,"body":"as an idea on the basis that"},{"speaker":"Alan Smith","startTime":896.3499999999999,"endTime":899.5,"body":"fundamentally contradicts our"},{"speaker":"Alan Smith","startTime":899.5,"endTime":901.99,"body":"core investment philosophy. But"},{"speaker":"Alan Smith","startTime":899.5,"endTime":901.99,"body":"in the same way as we've talked"},{"speaker":"Alan Smith","startTime":901.99,"endTime":904.7199999999999,"body":"about before, you've got your"},{"speaker":"Alan Smith","startTime":901.99,"endTime":904.7199999999999,"body":"family fortress and you've got"},{"speaker":"Alan Smith","startTime":904.7199999999999,"endTime":907.87,"body":"your investment playpen, chuck"},{"speaker":"Alan Smith","startTime":904.7199999999999,"endTime":907.87,"body":"it in the investment playpen. If"},{"speaker":"Alan Smith","startTime":907.87,"endTime":911.23,"body":"it goes to zero, it's not going"},{"speaker":"Alan Smith","startTime":907.87,"endTime":911.23,"body":"to kill you. If it does do 10"},{"speaker":"Alan Smith","startTime":911.23,"endTime":914.23,"body":"times 100 times 1000 times the"},{"speaker":"Alan Smith","startTime":911.23,"endTime":914.23,"body":"next 10 years. You'll probably"},{"speaker":"Alan Smith","startTime":914.23,"endTime":918.55,"body":"be quite glad you did it. Any"},{"speaker":"Alan Smith","startTime":914.23,"endTime":918.55,"body":"thoughts on that? And the you've"},{"speaker":"Alan Smith","startTime":918.55,"endTime":920.26,"body":"always had a vague interest and"},{"speaker":"Andy Hart","startTime":921.13,"endTime":924.25,"body":"yeah, I kept an eye"},{"speaker":"Andy Hart","startTime":921.13,"endTime":924.25,"body":"on this obviously because our"},{"speaker":"Andy Hart","startTime":924.25,"endTime":926.38,"body":"clients are getting involved in"},{"speaker":"Andy Hart","startTime":924.25,"endTime":926.38,"body":"it. I think more people on"},{"speaker":"Andy Hart","startTime":926.38,"endTime":931.0,"body":"cryptocurrency the pension in"},{"speaker":"Andy Hart","startTime":926.38,"endTime":931.0,"body":"the UK, something like 64% of"},{"speaker":"Andy Hart","startTime":931.0,"endTime":934.8399999999999,"body":"adults have cryptocurrency and"},{"speaker":"Andy Hart","startTime":931.0,"endTime":934.8399999999999,"body":"63% of pensions or some so it is"},{"speaker":"Andy Hart","startTime":934.8399999999999,"endTime":938.23,"body":"ridiculous. We've gone through"},{"speaker":"Andy Hart","startTime":934.8399999999999,"endTime":938.23,"body":"this crazy sort of bull market"},{"speaker":"Andy Hart","startTime":938.23,"endTime":940.6899999999999,"body":"and loads of people made loads"},{"speaker":"Andy Hart","startTime":938.23,"endTime":940.6899999999999,"body":"of money. Sorry a few people"},{"speaker":"Andy Hart","startTime":940.6899999999999,"endTime":942.9399999999999,"body":"made loads of money a lot of"},{"speaker":"Andy Hart","startTime":940.6899999999999,"endTime":942.9399999999999,"body":"people lost a load money. Yeah,"},{"speaker":"Andy Hart","startTime":942.9399999999999,"endTime":944.98,"body":"keep a rough eye on it like a"},{"speaker":"Andy Hart","startTime":942.9399999999999,"endTime":944.98,"body":"keep a rough eye and all the"},{"speaker":"Andy Hart","startTime":944.98,"endTime":947.26,"body":"other weird and wacky stuff that"},{"speaker":"Andy Hart","startTime":944.98,"endTime":947.26,"body":"gets invented just to throw it"},{"speaker":"Andy Hart","startTime":947.26,"endTime":950.53,"body":"into the, you know, avoid"},{"speaker":"Andy Hart","startTime":947.26,"endTime":950.53,"body":"anything that's working now"},{"speaker":"Andy Hart","startTime":950.53,"endTime":952.66,"body":"bucket and we stick to things"},{"speaker":"Andy Hart","startTime":950.53,"endTime":952.66,"body":"which have always worked. But"},{"speaker":"Andy Hart","startTime":952.66,"endTime":955.12,"body":"you're right, if a client needs"},{"speaker":"Andy Hart","startTime":952.66,"endTime":955.12,"body":"a release, and they got to buy"},{"speaker":"Andy Hart","startTime":955.12,"endTime":958.99,"body":"some tiny, something just to"},{"speaker":"Andy Hart","startTime":955.12,"endTime":958.99,"body":"keep up with the Joneses or the"},{"speaker":"Andy Hart","startTime":958.99,"endTime":961.6899999999999,"body":"people down the golf club, then"},{"speaker":"Andy Hart","startTime":958.99,"endTime":961.6899999999999,"body":"they're not knock yourself out."},{"speaker":"Andy Hart","startTime":961.6899999999999,"endTime":964.2099999999999,"body":"Obviously, you're not providing"},{"speaker":"Andy Hart","startTime":961.6899999999999,"endTime":964.2099999999999,"body":"advice you say? Yep, crack on."},{"speaker":"Andy Hart","startTime":964.24,"endTime":968.05,"body":"But I think Nick's reached his"},{"speaker":"Andy Hart","startTime":964.24,"endTime":968.05,"body":"boiling point with this one. So"},{"speaker":"Andy Hart","startTime":968.7099999999999,"endTime":972.9399999999999,"body":"we'll move on. But great point."},{"speaker":"Andy Hart","startTime":968.7099999999999,"endTime":972.9399999999999,"body":"Great point. Thanks for bringing"},{"speaker":"Andy Hart","startTime":972.9399999999999,"endTime":973.24,"body":"that up."},{"speaker":"Alan Smith","startTime":975.73,"endTime":977.9499999999999,"body":"Right. Okay. Don't"},{"speaker":"Alan Smith","startTime":975.73,"endTime":977.9499999999999,"body":"Don't ask Nick. Just move on."},{"speaker":"Nick Lincoln","startTime":979.0899999999999,"endTime":982.3,"body":"I have nothing to"},{"speaker":"Nick Lincoln","startTime":979.0899999999999,"endTime":982.3,"body":"add. It's, it's, it's it's"},{"speaker":"Nick Lincoln","startTime":982.3,"endTime":987.25,"body":"anathema to me. Pension"},{"speaker":"Nick Lincoln","startTime":982.3,"endTime":987.25,"body":"simplification in 2006. It's a"},{"speaker":"Nick Lincoln","startTime":987.25,"endTime":989.92,"body":"cliche to say it seems so long"},{"speaker":"Nick Lincoln","startTime":987.25,"endTime":989.92,"body":"ago that it almost never"},{"speaker":"Nick Lincoln","startTime":989.92,"endTime":993.88,"body":"happened. And just just I read a"},{"speaker":"Nick Lincoln","startTime":989.92,"endTime":993.88,"body":"note from the formerly respected"},{"speaker":"Nick Lincoln","startTime":993.88,"endTime":996.79,"body":"brand called Standard Life, who"},{"speaker":"Nick Lincoln","startTime":993.88,"endTime":996.79,"body":"sent out this quite good"},{"speaker":"Nick Lincoln","startTime":996.79,"endTime":1001.3199999999999,"body":"technical briefings about tax"},{"speaker":"Nick Lincoln","startTime":996.79,"endTime":1001.3199999999999,"body":"free cash around pensions, and"},{"speaker":"Nick Lincoln","startTime":1001.3199999999999,"endTime":1005.9699999999999,"body":"it is now so complicated for a"},{"speaker":"Nick Lincoln","startTime":1001.3199999999999,"endTime":1005.9699999999999,"body":"certain small segment of our"},{"speaker":"Nick Lincoln","startTime":1005.9699999999999,"endTime":1009.15,"body":"population. But it is so"},{"speaker":"Nick Lincoln","startTime":1005.9699999999999,"endTime":1009.15,"body":"complicated, I think it's almost"},{"speaker":"Nick Lincoln","startTime":1009.15,"endTime":1012.15,"body":"wicked. I know we say it's"},{"speaker":"Nick Lincoln","startTime":1009.15,"endTime":1012.15,"body":"really good that things are"},{"speaker":"Nick Lincoln","startTime":1012.15,"endTime":1014.01,"body":"complicated, because if things"},{"speaker":"Nick Lincoln","startTime":1012.15,"endTime":1014.01,"body":"were simple, the clients would"},{"speaker":"Nick Lincoln","startTime":1014.01,"endTime":1016.26,"body":"need us and that's true. They"},{"speaker":"Nick Lincoln","startTime":1014.01,"endTime":1016.26,"body":"need us for our technical"},{"speaker":"Nick Lincoln","startTime":1016.26,"endTime":1018.27,"body":"expertise. You know, most of our"},{"speaker":"Nick Lincoln","startTime":1016.26,"endTime":1018.27,"body":"value I think comes from"},{"speaker":"Nick Lincoln","startTime":1018.27,"endTime":1020.16,"body":"behavior modification and"},{"speaker":"Nick Lincoln","startTime":1018.27,"endTime":1020.16,"body":"keeping people sticking to the"},{"speaker":"Nick Lincoln","startTime":1020.16,"endTime":1022.74,"body":"plan. You don't need technical"},{"speaker":"Nick Lincoln","startTime":1020.16,"endTime":1022.74,"body":"expertise, expertise for that."},{"speaker":"Nick Lincoln","startTime":1023.55,"endTime":1025.47,"body":"But yeah, if everything was"},{"speaker":"Nick Lincoln","startTime":1023.55,"endTime":1025.47,"body":"straightforward, and vanilla,"},{"speaker":"Nick Lincoln","startTime":1025.5,"endTime":1028.1100000000001,"body":"people would have less need to"},{"speaker":"Nick Lincoln","startTime":1025.5,"endTime":1028.1100000000001,"body":"say financial advisor but but"},{"speaker":"Nick Lincoln","startTime":1028.1100000000001,"endTime":1031.95,"body":"the rules around this now are"},{"speaker":"Nick Lincoln","startTime":1028.1100000000001,"endTime":1031.95,"body":"just so it's an I'm gonna say"},{"speaker":"Nick Lincoln","startTime":1031.95,"endTime":1034.59,"body":"wicked, I mean, wicked in the"},{"speaker":"Nick Lincoln","startTime":1031.95,"endTime":1034.59,"body":"cool sense that the youth might"},{"speaker":"Nick Lincoln","startTime":1034.59,"endTime":1037.35,"body":"say, I mean, wicked as Bloody"},{"speaker":"Nick Lincoln","startTime":1034.59,"endTime":1037.35,"body":"wicked, whoever. I'll give you"},{"speaker":"Nick Lincoln","startTime":1037.35,"endTime":1040.71,"body":"an example. This would be quite"},{"speaker":"Nick Lincoln","startTime":1037.35,"endTime":1040.71,"body":"dull, I think so you slightly"},{"speaker":"Nick Lincoln","startTime":1040.71,"endTime":1042.3600000000001,"body":"Bowman's when I'm gonna make"},{"speaker":"Nick Lincoln","startTime":1040.71,"endTime":1042.3600000000001,"body":"this point where by reading this"},{"speaker":"Nick Lincoln","startTime":1042.63,"endTime":1046.92,"body":"scheme specific tax free cash"},{"speaker":"Nick Lincoln","startTime":1042.63,"endTime":1046.92,"body":"protection, the formula is open"},{"speaker":"Nick Lincoln","startTime":1046.92,"endTime":1050.79,"body":"brackets, the fifth of April"},{"speaker":"Nick Lincoln","startTime":1046.92,"endTime":1050.79,"body":"2006, tax free cash times 1.8"},{"speaker":"Nick Lincoln","startTime":1050.79,"endTime":1055.17,"body":"million divided by 1.5 million"},{"speaker":"Nick Lincoln","startTime":1050.79,"endTime":1055.17,"body":"close brackets, plus 25% of"},{"speaker":"Nick Lincoln","startTime":1055.35,"endTime":1059.73,"body":"times open bracket retirement"},{"speaker":"Nick Lincoln","startTime":1055.35,"endTime":1059.73,"body":"fund minus open brackets, fifth"},{"speaker":"Nick Lincoln","startTime":1059.73,"endTime":1063.36,"body":"of April 2006 fund times current"},{"speaker":"Nick Lincoln","startTime":1059.73,"endTime":1063.36,"body":"lifetime allowance divided by"},{"speaker":"Nick Lincoln","startTime":1063.36,"endTime":1069.6599999999999,"body":"1.5 million close to brackets."},{"speaker":"Nick Lincoln","startTime":1063.36,"endTime":1069.6599999999999,"body":"And the latest Finance Bill"},{"speaker":"Nick Lincoln","startTime":1069.6599999999999,"endTime":1072.18,"body":"simplifies that slightly to this"},{"speaker":"Nick Lincoln","startTime":1069.6599999999999,"endTime":1072.18,"body":"being about 14 different"},{"speaker":"Nick Lincoln","startTime":1072.18,"endTime":1072.6,"body":"brackets."},{"speaker":"Andy Hart","startTime":1072.6299999999999,"endTime":1074.3999999999999,"body":"I mean, obviously"},{"speaker":"Andy Hart","startTime":1072.6299999999999,"endTime":1074.3999999999999,"body":"just rest with that again, Nick,"},{"speaker":"Andy Hart","startTime":1074.3999999999999,"endTime":1075.0,"body":"could you transfer?"},{"speaker":"Nick Lincoln","startTime":1075.69,"endTime":1076.98,"body":"I couldn't I"},{"speaker":"Nick Lincoln","startTime":1075.69,"endTime":1076.98,"body":"couldn't even say it, could I"},{"speaker":"Nick Lincoln","startTime":1076.98,"endTime":1080.76,"body":"smooth it. I don't know there's"},{"speaker":"Nick Lincoln","startTime":1076.98,"endTime":1080.76,"body":"something wrong with our system"},{"speaker":"Nick Lincoln","startTime":1080.76,"endTime":1084.33,"body":"where you can where the thing"},{"speaker":"Nick Lincoln","startTime":1080.76,"endTime":1084.33,"body":"could be. So I think it'd be a"},{"speaker":"Nick Lincoln","startTime":1084.33,"endTime":1086.3999999999999,"body":"really positive thing just just"},{"speaker":"Nick Lincoln","startTime":1084.33,"endTime":1086.3999999999999,"body":"up in order to say, You know"},{"speaker":"Nick Lincoln","startTime":1086.3999999999999,"endTime":1088.8,"body":"what, get rid of all this crap."},{"speaker":"Nick Lincoln","startTime":1086.3999999999999,"endTime":1088.8,"body":"Yes, some people are going to"},{"speaker":"Nick Lincoln","startTime":1088.8,"endTime":1091.11,"body":"benefit, they'll have a double"},{"speaker":"Nick Lincoln","startTime":1088.8,"endTime":1091.11,"body":"dip on their tax free cash or"},{"speaker":"Nick Lincoln","startTime":1091.11,"endTime":1094.08,"body":"what have you. It's a tiny"},{"speaker":"Nick Lincoln","startTime":1091.11,"endTime":1094.08,"body":"sliver, this stuff is so"},{"speaker":"Nick Lincoln","startTime":1094.08,"endTime":1097.17,"body":"complicated. I just, I just"},{"speaker":"Nick Lincoln","startTime":1094.08,"endTime":1097.17,"body":"think it's wrong. I think it's"},{"speaker":"Nick Lincoln","startTime":1097.17,"endTime":1099.3,"body":"it's a moral, there you go just"},{"speaker":"Nick Lincoln","startTime":1097.17,"endTime":1099.3,"body":"anywhere."},{"speaker":"Carl Widger","startTime":1099.42,"endTime":1102.18,"body":"So we're on the"},{"speaker":"Carl Widger","startTime":1099.42,"endTime":1102.18,"body":"road to simplification here in"},{"speaker":"Carl Widger","startTime":1102.18,"endTime":1105.06,"body":"Ireland, and it is actually"},{"speaker":"Carl Widger","startTime":1102.18,"endTime":1105.06,"body":"working, although it's kind of"},{"speaker":"Carl Widger","startTime":1105.06,"endTime":1109.17,"body":"comfy. Like, you got to suffer a"},{"speaker":"Carl Widger","startTime":1105.06,"endTime":1109.17,"body":"little bit of time of complexity"},{"speaker":"Carl Widger","startTime":1109.17,"endTime":1112.83,"body":"to get to the simplification,"},{"speaker":"Carl Widger","startTime":1109.17,"endTime":1112.83,"body":"which I suppose is difficult"},{"speaker":"Carl Widger","startTime":1112.83,"endTime":1115.3799999999999,"body":"sometimes for clients to get get"},{"speaker":"Carl Widger","startTime":1112.83,"endTime":1115.3799999999999,"body":"their heads around. But we have"},{"speaker":"Carl Widger","startTime":1115.3799999999999,"endTime":1120.36,"body":"a much more simple calculation"},{"speaker":"Carl Widger","startTime":1115.3799999999999,"endTime":1120.36,"body":"in terms of lump sums, the first"},{"speaker":"Carl Widger","startTime":1120.36,"endTime":1123.8999999999999,"body":"200 grand is tax free, and the"},{"speaker":"Carl Widger","startTime":1120.36,"endTime":1123.8999999999999,"body":"next 300 grand is at the"},{"speaker":"Carl Widger","startTime":1123.8999999999999,"endTime":1127.35,"body":"standard rate of tax. So it's"},{"speaker":"Carl Widger","startTime":1123.8999999999999,"endTime":1127.35,"body":"lovely. It's like, you know,"},{"speaker":"Carl Widger","startTime":1127.3799999999999,"endTime":1130.23,"body":"there's their lifetime allowance"},{"speaker":"Carl Widger","startTime":1127.3799999999999,"endTime":1130.23,"body":"as they're talking about maybe"},{"speaker":"Carl Widger","startTime":1130.23,"endTime":1133.83,"body":"increasing the standard fund"},{"speaker":"Carl Widger","startTime":1130.23,"endTime":1133.83,"body":"threshold from the current 2"},{"speaker":"Carl Widger","startTime":1133.83,"endTime":1139.26,"body":"million or over to go kind of"},{"speaker":"Carl Widger","startTime":1133.83,"endTime":1139.26,"body":"back towards the 5 million that"},{"speaker":"Carl Widger","startTime":1139.26,"endTime":1146.58,"body":"it was at. But yeah, I think, to"},{"speaker":"Carl Widger","startTime":1139.26,"endTime":1146.58,"body":"be fair, the Irish system has a"},{"speaker":"Carl Widger","startTime":1146.58,"endTime":1150.6599999999999,"body":"really good pension system. And"},{"speaker":"Carl Widger","startTime":1146.58,"endTime":1150.6599999999999,"body":"it is that there's been an awful"},{"speaker":"Carl Widger","startTime":1150.6599999999999,"endTime":1156.24,"body":"lot of work over the last 25"},{"speaker":"Carl Widger","startTime":1150.6599999999999,"endTime":1156.24,"body":"years, probably the stage to, I"},{"speaker":"Carl Widger","startTime":1156.24,"endTime":1159.81,"body":"suppose, give the pension"},{"speaker":"Carl Widger","startTime":1156.24,"endTime":1159.81,"body":"freedoms that you guys have had"},{"speaker":"Carl Widger","startTime":1159.81,"endTime":1163.95,"body":"over the last couple of years."},{"speaker":"Carl Widger","startTime":1159.81,"endTime":1163.95,"body":"And it's definitely going down"},{"speaker":"Carl Widger","startTime":1163.98,"endTime":1167.07,"body":"to roads where you'll be in"},{"speaker":"Carl Widger","startTime":1163.98,"endTime":1167.07,"body":"either a master trust or what we"},{"speaker":"Carl Widger","startTime":1167.07,"endTime":1171.8999999999999,"body":"call appear to say, and that's"},{"speaker":"Carl Widger","startTime":1167.07,"endTime":1171.8999999999999,"body":"good. And the more if people can"},{"speaker":"Carl Widger","startTime":1171.8999999999999,"endTime":1174.6299999999999,"body":"get their heads around it. I"},{"speaker":"Carl Widger","startTime":1171.8999999999999,"endTime":1174.6299999999999,"body":"think there'll be a little bit"},{"speaker":"Carl Widger","startTime":1174.6299999999999,"endTime":1178.56,"body":"more engaged. So the simpler it"},{"speaker":"Carl Widger","startTime":1174.6299999999999,"endTime":1178.56,"body":"is the better so yeah, it's put"},{"speaker":"Carl Widger","startTime":1178.56,"endTime":1183.0,"body":"that that cocktail you just"},{"speaker":"Carl Widger","startTime":1178.56,"endTime":1183.0,"body":"described there and it sounds"},{"speaker":"Carl Widger","startTime":1183.0,"endTime":1186.81,"body":"absolutely ridiculous. Like"},{"speaker":"Carl Widger","startTime":1183.0,"endTime":1186.81,"body":"who's who's Yeah, that makes no"},{"speaker":"Carl Widger","startTime":1186.81,"endTime":1187.6499999999999,"body":"sense to anybody thing"},{"speaker":"Nick Lincoln","startTime":1187.6499999999999,"endTime":1189.6299999999999,"body":"is it's written by"},{"speaker":"Nick Lincoln","startTime":1187.6499999999999,"endTime":1189.6299999999999,"body":"civil service Swank's who have"},{"speaker":"Nick Lincoln","startTime":1189.6299999999999,"endTime":1191.9099999999999,"body":"their lovely final salary"},{"speaker":"Nick Lincoln","startTime":1189.6299999999999,"endTime":1191.9099999999999,"body":"pensions, applying these laws to"},{"speaker":"Nick Lincoln","startTime":1191.9099999999999,"endTime":1194.73,"body":"us money purchase plebs. That's"},{"speaker":"Nick Lincoln","startTime":1191.9099999999999,"endTime":1194.73,"body":"the other thing that great as"},{"speaker":"Nick Lincoln","startTime":1194.73,"endTime":1195.69,"body":"well. Yeah."},{"speaker":"Carl Widger","startTime":1196.53,"endTime":1198.54,"body":"And there is the"},{"speaker":"Carl Widger","startTime":1196.53,"endTime":1198.54,"body":"reason by the way that we're"},{"speaker":"Carl Widger","startTime":1198.78,"endTime":1201.6,"body":"talking about potentially"},{"speaker":"Carl Widger","startTime":1198.78,"endTime":1201.6,"body":"increasing the standard phone"},{"speaker":"Carl Widger","startTime":1201.6,"endTime":1206.43,"body":"threshold in Ireland is because"},{"speaker":"Carl Widger","startTime":1201.6,"endTime":1206.43,"body":"the civil servants when they the"},{"speaker":"Carl Widger","startTime":1206.46,"endTime":1210.75,"body":"high earning civil servants when"},{"speaker":"Carl Widger","startTime":1206.46,"endTime":1210.75,"body":"they get to the end, because"},{"speaker":"Carl Widger","startTime":1210.75,"endTime":1214.2,"body":"they're on DB pensions, they"},{"speaker":"Carl Widger","startTime":1210.75,"endTime":1214.2,"body":"have to you have to put a value"},{"speaker":"Carl Widger","startTime":1214.2,"endTime":1216.78,"body":"on it, and they're finding"},{"speaker":"Carl Widger","startTime":1214.2,"endTime":1216.78,"body":"themselves in excess of the 2"},{"speaker":"Carl Widger","startTime":1216.78,"endTime":1219.84,"body":"million. That is why the"},{"speaker":"Carl Widger","startTime":1216.78,"endTime":1219.84,"body":"minister has announced a review"},{"speaker":"Carl Widger","startTime":1219.84,"endTime":1220.11,"body":"of the"},{"speaker":"Andy Hart","startTime":1223.11,"endTime":1225.93,"body":"isn't it judges in"},{"speaker":"Andy Hart","startTime":1223.11,"endTime":1225.93,"body":"the UK NIC that have the most"},{"speaker":"Andy Hart","startTime":1226.83,"endTime":1231.33,"body":"you know, the best DB system is"},{"speaker":"Andy Hart","startTime":1226.83,"endTime":1231.33,"body":"like One the 15th or so"},{"speaker":"Nick Lincoln","startTime":1232.32,"endTime":1233.82,"body":"they've got a"},{"speaker":"Nick Lincoln","startTime":1232.32,"endTime":1233.82,"body":"separate carve out in"},{"speaker":"Nick Lincoln","startTime":1233.82,"endTime":1235.5,"body":"legislation I know Kier Starmer?"},{"speaker":"Andy Hart","startTime":1239.61,"endTime":1242.82,"body":"So he's voting for"},{"speaker":"Andy Hart","startTime":1239.61,"endTime":1242.82,"body":"Christmas is unbelievably"},{"speaker":"Nick Lincoln","startTime":1242.85,"endTime":1244.8,"body":"trolling the rest"},{"speaker":"Nick Lincoln","startTime":1242.85,"endTime":1244.8,"body":"of us, we'll just make our own"},{"speaker":"Nick Lincoln","startTime":1244.8,"endTime":1247.47,"body":"little rules, but you log in,"},{"speaker":"Nick Lincoln","startTime":1244.8,"endTime":1247.47,"body":"you'll just carve it out. So it"},{"speaker":"Nick Lincoln","startTime":1247.47,"endTime":1249.87,"body":"doesn't apply. It is it is what"},{"speaker":"Nick Lincoln","startTime":1247.47,"endTime":1249.87,"body":"it is."},{"speaker":"Alan Smith","startTime":1250.74,"endTime":1253.8899999999999,"body":"There are"},{"speaker":"Alan Smith","startTime":1250.74,"endTime":1253.8899999999999,"body":"calculators that exists that you"},{"speaker":"Alan Smith","startTime":1253.8899999999999,"endTime":1256.23,"body":"could just sort of plug into"},{"speaker":"Alan Smith","startTime":1253.8899999999999,"endTime":1256.23,"body":"details, net, your client"},{"speaker":"Alan Smith","startTime":1256.8,"endTime":1261.51,"body":"details, fund value, etc. And"},{"speaker":"Alan Smith","startTime":1256.8,"endTime":1261.51,"body":"it's just, it's just a"},{"speaker":"Alan Smith","startTime":1261.51,"endTime":1264.18,"body":"calculation, isn't it? It's just"},{"speaker":"Alan Smith","startTime":1261.51,"endTime":1264.18,"body":"a check in here,"},{"speaker":"Andy Hart","startTime":1264.18,"endTime":1266.1599999999999,"body":"but it's just spits"},{"speaker":"Andy Hart","startTime":1264.18,"endTime":1266.1599999999999,"body":"up spreadsheets that we"},{"speaker":"Nick Lincoln","startTime":1266.1599999999999,"endTime":1268.74,"body":"spreadsheets,"},{"speaker":"Nick Lincoln","startTime":1266.1599999999999,"endTime":1268.74,"body":"spreadsheets. So why do you need"},{"speaker":"Nick Lincoln","startTime":1268.74,"endTime":1271.5,"body":"a spreadsheet? To make it that"},{"speaker":"Nick Lincoln","startTime":1268.74,"endTime":1271.5,"body":"complicated? You need an Excel"},{"speaker":"Nick Lincoln","startTime":1271.5,"endTime":1274.32,"body":"spreadsheet with macros enabled,"},{"speaker":"Nick Lincoln","startTime":1271.5,"endTime":1274.32,"body":"otherwise, you know, it's just"},{"speaker":"Nick Lincoln","startTime":1274.32,"endTime":1274.8899999999999,"body":"like, Come on,"},{"speaker":"Carl Widger","startTime":1274.92,"endTime":1276.6,"body":"we used to have a"},{"speaker":"Carl Widger","startTime":1274.92,"endTime":1276.6,"body":"system whereby"},{"speaker":"Andy Hart","startTime":1276.6299999999999,"endTime":1278.58,"body":"you've lost macros"},{"speaker":"Andy Hart","startTime":1276.6299999999999,"endTime":1278.58,"body":"enabled"},{"speaker":"Carl Widger","startTime":1279.8999999999999,"endTime":1286.44,"body":"for saying, Whoa,"},{"speaker":"Carl Widger","startTime":1279.8999999999999,"endTime":1286.44,"body":"whoa, whoa, whoa. You had to"},{"speaker":"Carl Widger","startTime":1286.44,"endTime":1289.83,"body":"have like you there was revenue"},{"speaker":"Carl Widger","startTime":1286.44,"endTime":1289.83,"body":"maximum that you could put in"},{"speaker":"Carl Widger","startTime":1289.83,"endTime":1295.4099999999999,"body":"and it depended on your existing"},{"speaker":"Carl Widger","startTime":1289.83,"endTime":1295.4099999999999,"body":"fund value, your age, and your"},{"speaker":"Carl Widger","startTime":1295.4099999999999,"endTime":1298.77,"body":"salary and lots of other stuff."},{"speaker":"Carl Widger","startTime":1295.4099999999999,"endTime":1298.77,"body":"And they've just scrapped it all"},{"speaker":"Carl Widger","startTime":1298.8,"endTime":1301.2,"body":"they said right, put in whatever"},{"speaker":"Carl Widger","startTime":1298.8,"endTime":1301.2,"body":"you wanted to appear, say."},{"speaker":"Carl Widger","startTime":1301.86,"endTime":1306.21,"body":"Brilliant, much more simple. And"},{"speaker":"Carl Widger","startTime":1301.86,"endTime":1306.21,"body":"yes, there are, you know, high"},{"speaker":"Carl Widger","startTime":1306.21,"endTime":1309.12,"body":"earners who are who are sitting"},{"speaker":"Carl Widger","startTime":1306.21,"endTime":1309.12,"body":"on a lot of money in companies"},{"speaker":"Carl Widger","startTime":1309.12,"endTime":1312.36,"body":"and they're going to benefit."},{"speaker":"Carl Widger","startTime":1309.12,"endTime":1312.36,"body":"But let's not throw the baby out"},{"speaker":"Carl Widger","startTime":1312.36,"endTime":1315.27,"body":"with the bathwater here, if it's"},{"speaker":"Carl Widger","startTime":1312.36,"endTime":1315.27,"body":"simple for everybody, and"},{"speaker":"Carl Widger","startTime":1315.27,"endTime":1318.6599999999999,"body":"everybody knows, and a few"},{"speaker":"Carl Widger","startTime":1315.27,"endTime":1318.6599999999999,"body":"people at the higher end are"},{"speaker":"Carl Widger","startTime":1318.6599999999999,"endTime":1322.6499999999999,"body":"going to benefit Well, good luck"},{"speaker":"Carl Widger","startTime":1318.6599999999999,"endTime":1322.6499999999999,"body":"to them. But everybody else is"},{"speaker":"Carl Widger","startTime":1322.68,"endTime":1326.7,"body":"in a much more simple system,"},{"speaker":"Carl Widger","startTime":1322.68,"endTime":1326.7,"body":"that if the simpler it gets the"},{"speaker":"Carl Widger","startTime":1326.7,"endTime":1328.6499999999999,"body":"more engaged people are going to"},{"speaker":"Carl Widger","startTime":1326.7,"endTime":1328.6499999999999,"body":"be simple as that."},{"speaker":"Nick Lincoln","startTime":1328.83,"endTime":1331.47,"body":"Well, well said"},{"speaker":"Nick Lincoln","startTime":1328.83,"endTime":1331.47,"body":"and well done for the Irish and"},{"speaker":"Nick Lincoln","startTime":1331.47,"endTime":1333.84,"body":"their continuing cultural"},{"speaker":"Nick Lincoln","startTime":1331.47,"endTime":1333.84,"body":"differences."},{"speaker":"Carl Widger","startTime":1336.81,"endTime":1338.82,"body":"And then also,"},{"speaker":"Carl Widger","startTime":1336.81,"endTime":1338.82,"body":"they'll also see that I was"},{"speaker":"Carl Widger","startTime":1338.82,"endTime":1342.33,"body":"deeply uncomfortable with the"},{"speaker":"Carl Widger","startTime":1338.82,"endTime":1342.33,"body":"content of some who today's Yes."},{"speaker":"Carl Widger","startTime":1342.84,"endTime":1347.52,"body":"Always to the Irish versus UK"},{"speaker":"Carl Widger","startTime":1342.84,"endTime":1347.52,"body":"cultural differences"},{"speaker":"Carl Widger","startTime":1355.68,"endTime":1358.83,"body":"Okay, that was the last time we"},{"speaker":"Carl Widger","startTime":1355.68,"endTime":1358.83,"body":"were saying that was at the the"},{"speaker":"Carl Widger","startTime":1358.86,"endTime":1362.3999999999999,"body":"World Cup match when Ireland"},{"speaker":"Carl Widger","startTime":1358.86,"endTime":1362.3999999999999,"body":"beat Scotland and bizarrely"},{"speaker":"Carl Widger","startTime":1362.3999999999999,"endTime":1365.67,"body":"guys, Andy Farrell has been"},{"speaker":"Carl Widger","startTime":1362.3999999999999,"endTime":1365.67,"body":"named Manager of the Year here"},{"speaker":"Carl Widger","startTime":1365.67,"endTime":1371.52,"body":"in Ireland. Well, that's a bit"},{"speaker":"Carl Widger","startTime":1365.67,"endTime":1371.52,"body":"mad, but anyway, was"},{"speaker":"Nick Lincoln","startTime":1372.87,"endTime":1373.98,"body":"the competition."},{"speaker":"Nick Lincoln","startTime":1372.87,"endTime":1373.98,"body":"Yeah, who"},{"speaker":"Alan Smith","startTime":1374.37,"endTime":1376.95,"body":"else was up for?"},{"speaker":"Alan Smith","startTime":1374.37,"endTime":1376.95,"body":"International?"},{"speaker":"Nick Lincoln","startTime":1382.44,"endTime":1384.75,"body":"Christmas gifts"},{"speaker":"Nick Lincoln","startTime":1382.44,"endTime":1384.75,"body":"smithy, bring it back, bring it"},{"speaker":"Nick Lincoln","startTime":1384.75,"endTime":1387.72,"body":"back before we descend? Yeah."},{"speaker":"Nick Lincoln","startTime":1384.75,"endTime":1387.72,"body":"Yes,"},{"speaker":"Alan Smith","startTime":1387.78,"endTime":1389.7,"body":"obviously, this is"},{"speaker":"Alan Smith","startTime":1387.78,"endTime":1389.7,"body":"going this time of the year. I"},{"speaker":"Alan Smith","startTime":1389.7,"endTime":1392.61,"body":"just wanted I haven't spoken to"},{"speaker":"Alan Smith","startTime":1389.7,"endTime":1392.61,"body":"you guys about this before. I"},{"speaker":"Alan Smith","startTime":1392.61,"endTime":1396.69,"body":"just wondered what if anything"},{"speaker":"Alan Smith","startTime":1392.61,"endTime":1396.69,"body":"you do around kind of clients"},{"speaker":"Alan Smith","startTime":1396.69,"endTime":1400.8899999999999,"body":"and Christmas gifts. And I say"},{"speaker":"Alan Smith","startTime":1396.69,"endTime":1400.8899999999999,"body":"this from a background. First of"},{"speaker":"Alan Smith","startTime":1400.8899999999999,"endTime":1404.55,"body":"all, as you know, my other half"},{"speaker":"Alan Smith","startTime":1400.8899999999999,"endTime":1404.55,"body":"is Scandinavian, she's Swedish."},{"speaker":"Alan Smith","startTime":1404.58,"endTime":1407.46,"body":"They don't have the concepts of"},{"speaker":"Alan Smith","startTime":1404.58,"endTime":1407.46,"body":"Christmas cards, for example,"},{"speaker":"Alan Smith","startTime":1407.49,"endTime":1410.34,"body":"donor Christmas cards. And I've"},{"speaker":"Alan Smith","startTime":1407.49,"endTime":1410.34,"body":"always thought Christmas cards a"},{"speaker":"Alan Smith","startTime":1410.34,"endTime":1412.4099999999999,"body":"bit of a waste of time,"},{"speaker":"Alan Smith","startTime":1410.34,"endTime":1412.4099999999999,"body":"actually, you send them out and"},{"speaker":"Alan Smith","startTime":1412.4099999999999,"endTime":1415.8,"body":"you'd write scribble a note on"},{"speaker":"Alan Smith","startTime":1412.4099999999999,"endTime":1415.8,"body":"it. And so we, for years, we"},{"speaker":"Alan Smith","startTime":1415.8,"endTime":1418.8899999999999,"body":"haven't sent out any Christmas"},{"speaker":"Alan Smith","startTime":1415.8,"endTime":1418.8899999999999,"body":"cards. And now when we used to"},{"speaker":"Alan Smith","startTime":1418.8899999999999,"endTime":1421.68,"body":"get loads coming back, I'm sure"},{"speaker":"Alan Smith","startTime":1418.8899999999999,"endTime":1421.68,"body":"everyone else noticed. So they"},{"speaker":"Alan Smith","startTime":1421.68,"endTime":1424.17,"body":"don't send us a card. So bit by"},{"speaker":"Alan Smith","startTime":1421.68,"endTime":1424.17,"body":"bit, you get blackballed, but on"},{"speaker":"Alan Smith","startTime":1424.17,"endTime":1427.26,"body":"top of friends, friends and"},{"speaker":"Alan Smith","startTime":1424.17,"endTime":1427.26,"body":"family, so now we need to send"},{"speaker":"Alan Smith","startTime":1427.26,"endTime":1429.93,"body":"Christmas cards, no received"},{"speaker":"Alan Smith","startTime":1427.26,"endTime":1429.93,"body":"them. But from a, from a"},{"speaker":"Alan Smith","startTime":1429.93,"endTime":1433.32,"body":"business and a corporate"},{"speaker":"Alan Smith","startTime":1429.93,"endTime":1433.32,"body":"viewpoint. years ago, some years"},{"speaker":"Alan Smith","startTime":1433.32,"endTime":1437.22,"body":"ago, in our firm, we used to for"},{"speaker":"Alan Smith","startTime":1433.32,"endTime":1437.22,"body":"clients paying fees above a"},{"speaker":"Alan Smith","startTime":1437.22,"endTime":1442.98,"body":"certain level, we brought a"},{"speaker":"Alan Smith","startTime":1437.22,"endTime":1442.98,"body":"threshold we would buy a it was"},{"speaker":"Alan Smith","startTime":1442.98,"endTime":1446.43,"body":"specifically it was a small"},{"speaker":"Alan Smith","startTime":1442.98,"endTime":1446.43,"body":"hamper from Fortnum and Mason."},{"speaker":"Alan Smith","startTime":1447.12,"endTime":1451.95,"body":"And it cost about 50 quid, right"},{"speaker":"Alan Smith","startTime":1447.12,"endTime":1451.95,"body":"but it looks much more just the"},{"speaker":"Alan Smith","startTime":1451.95,"endTime":1455.49,"body":"packaging was absolutely you"},{"speaker":"Alan Smith","startTime":1451.95,"endTime":1455.49,"body":"know, world class beautiful and"},{"speaker":"Alan Smith","startTime":1455.49,"endTime":1459.69,"body":"have it delivered to people's"},{"speaker":"Alan Smith","startTime":1455.49,"endTime":1459.69,"body":"homes. And it was basically a"},{"speaker":"Alan Smith","startTime":1459.69,"endTime":1462.57,"body":"bottle of champagne and some"},{"speaker":"Alan Smith","startTime":1459.69,"endTime":1462.57,"body":"sort of high end chocolates. But"},{"speaker":"Alan Smith","startTime":1462.57,"endTime":1465.6599999999999,"body":"in a nice box, little drawer,"},{"speaker":"Alan Smith","startTime":1462.57,"endTime":1465.6599999999999,"body":"you pulled out a fit. And I"},{"speaker":"Alan Smith","startTime":1465.6599999999999,"endTime":1468.18,"body":"always thought the clients"},{"speaker":"Alan Smith","startTime":1465.6599999999999,"endTime":1468.18,"body":"paying you, you know, pretty"},{"speaker":"Alan Smith","startTime":1468.18,"endTime":1471.1499999999999,"body":"significant sums. That was that"},{"speaker":"Alan Smith","startTime":1468.18,"endTime":1471.1499999999999,"body":"was a bargain for us to send it"},{"speaker":"Alan Smith","startTime":1471.1499999999999,"endTime":1474.99,"body":"out just to sort of say Merry"},{"speaker":"Alan Smith","startTime":1471.1499999999999,"endTime":1474.99,"body":"Christmas and, you know, enjoy"},{"speaker":"Alan Smith","startTime":1474.99,"endTime":1478.62,"body":"the break, etc. But then it led"},{"speaker":"Alan Smith","startTime":1474.99,"endTime":1478.62,"body":"to it just began to be sort of"},{"speaker":"Alan Smith","startTime":1478.62,"endTime":1482.61,"body":"lots of issues and problems."},{"speaker":"Alan Smith","startTime":1478.62,"endTime":1482.61,"body":"Some clients that were away for"},{"speaker":"Alan Smith","startTime":1482.61,"endTime":1484.44,"body":"Christmas, didn't receive it"},{"speaker":"Alan Smith","startTime":1482.61,"endTime":1484.44,"body":"delivered to next door"},{"speaker":"Alan Smith","startTime":1484.44,"endTime":1488.1,"body":"neighbors, some received it and"},{"speaker":"Alan Smith","startTime":1484.44,"endTime":1488.1,"body":"then didn't know who it was from"},{"speaker":"Alan Smith","startTime":1488.1299999999999,"endTime":1493.62,"body":"because as the note wasn't put"},{"speaker":"Alan Smith","startTime":1488.1299999999999,"endTime":1493.62,"body":"on properly, some received it"},{"speaker":"Alan Smith","startTime":1493.6499999999999,"endTime":1496.05,"body":"and said, Look, we're fine. You"},{"speaker":"Alan Smith","startTime":1493.6499999999999,"endTime":1496.05,"body":"don't need to bother, don't"},{"speaker":"Alan Smith","startTime":1496.08,"endTime":1498.6599999999999,"body":"bother sending it and it was a"},{"speaker":"Alan Smith","startTime":1496.08,"endTime":1498.6599999999999,"body":"sort of, there was a sentiment"},{"speaker":"Alan Smith","startTime":1498.69,"endTime":1503.28,"body":"of us kind of being overly"},{"speaker":"Alan Smith","startTime":1498.69,"endTime":1503.28,"body":"grateful to them being clients"},{"speaker":"Alan Smith","startTime":1503.43,"endTime":1506.3999999999999,"body":"germane instead of just"},{"speaker":"Alan Smith","startTime":1503.43,"endTime":1506.3999999999999,"body":"sometimes it's kind of it's a"},{"speaker":"Alan Smith","startTime":1506.3999999999999,"endTime":1510.03,"body":"mutually beneficial arrangement,"},{"speaker":"Alan Smith","startTime":1506.3999999999999,"endTime":1510.03,"body":"we deliver great value they they"},{"speaker":"Alan Smith","startTime":1510.03,"endTime":1512.7,"body":"effectively pay us for the"},{"speaker":"Alan Smith","startTime":1510.03,"endTime":1512.7,"body":"value. So why are you paying"},{"speaker":"Alan Smith","startTime":1512.73,"endTime":1516.93,"body":"anything else? So we had kind of"},{"speaker":"Alan Smith","startTime":1512.73,"endTime":1516.93,"body":"mixed experience over several"},{"speaker":"Alan Smith","startTime":1516.93,"endTime":1519.09,"body":"years. So we stopped doing it."},{"speaker":"Alan Smith","startTime":1516.93,"endTime":1519.09,"body":"We're just sort of pulled the"},{"speaker":"Alan Smith","startTime":1519.09,"endTime":1521.76,"body":"plug on doing these Christmas"},{"speaker":"Alan Smith","startTime":1519.09,"endTime":1521.76,"body":"gifts. And then we had a bunch"},{"speaker":"Alan Smith","startTime":1521.76,"endTime":1523.98,"body":"of people saying Oh, don't get"},{"speaker":"Alan Smith","startTime":1521.76,"endTime":1523.98,"body":"our Christmas get I always look"},{"speaker":"Alan Smith","startTime":1523.98,"endTime":1527.28,"body":"forward to that every year. So I"},{"speaker":"Alan Smith","startTime":1523.98,"endTime":1527.28,"body":"wish we hadn't sort of started"},{"speaker":"Alan Smith","startTime":1527.28,"endTime":1530.46,"body":"in the first place. I just"},{"speaker":"Alan Smith","startTime":1527.28,"endTime":1530.46,"body":"thought kicking it Around"},{"speaker":"Alan Smith","startTime":1530.46,"endTime":1534.27,"body":"amongst the group here. What if"},{"speaker":"Alan Smith","startTime":1530.46,"endTime":1534.27,"body":"anything do you guys do to"},{"speaker":"Alan Smith","startTime":1534.27,"endTime":1537.6299999999999,"body":"either to acknowledge reward"},{"speaker":"Alan Smith","startTime":1534.27,"endTime":1537.6299999999999,"body":"thank or just you know, this"},{"speaker":"Alan Smith","startTime":1537.6299999999999,"endTime":1541.05,"body":"time of year Christmas,"},{"speaker":"Alan Smith","startTime":1537.6299999999999,"endTime":1541.05,"body":"Christmas gifts or otherwise?"},{"speaker":"Alan Smith","startTime":1541.11,"endTime":1542.01,"body":"What do you do, Andy?"},{"speaker":"Andy Hart","startTime":1542.6399999999999,"endTime":1545.67,"body":"Good point out and"},{"speaker":"Andy Hart","startTime":1542.6399999999999,"endTime":1545.67,"body":"thanks for raising it. Yeah, so"},{"speaker":"Andy Hart","startTime":1545.67,"endTime":1551.07,"body":"I didn't say either the same"},{"speaker":"Andy Hart","startTime":1545.67,"endTime":1551.07,"body":"every year I send all of my"},{"speaker":"Andy Hart","startTime":1551.52,"endTime":1555.69,"body":"active clients our hotel"},{"speaker":"Andy Hart","startTime":1551.52,"endTime":1555.69,"body":"Shakalaka Christmas box. I think"},{"speaker":"Andy Hart","startTime":1555.69,"endTime":1559.6499999999999,"body":"it cost about 30 quid it's"},{"speaker":"Andy Hart","startTime":1555.69,"endTime":1559.6499999999999,"body":"nicely packed, wrap it nicely"},{"speaker":"Andy Hart","startTime":1559.6499999999999,"endTime":1563.97,"body":"packed etc with a with a gift"},{"speaker":"Andy Hart","startTime":1559.6499999999999,"endTime":1563.97,"body":"note. I also send Diane"},{"speaker":"Nick Lincoln","startTime":1563.97,"endTime":1566.1299999999999,"body":"in diabetic day"},{"speaker":"Nick Lincoln","startTime":1563.97,"endTime":1566.1299999999999,"body":"get that as well. I also"},{"speaker":"Carl Widger","startTime":1566.76,"endTime":1569.6399999999999,"body":"as my as a client"},{"speaker":"Carl Widger","startTime":1566.76,"endTime":1569.6399999999999,"body":"of yours, Andy is mine on the"},{"speaker":"Carl Widger","startTime":1569.6399999999999,"endTime":1570.8999999999999,"body":"way because I haven't got a jet."},{"speaker":"Andy Hart","startTime":1571.59,"endTime":1573.6299999999999,"body":"I mean, proper"},{"speaker":"Andy Hart","startTime":1571.59,"endTime":1573.6299999999999,"body":"clients, financial planning"},{"speaker":"Andy Hart","startTime":1573.6299999999999,"endTime":1575.97,"body":"clients, if I had to send it to"},{"speaker":"Andy Hart","startTime":1573.6299999999999,"endTime":1575.97,"body":"financial advisor clients, I'd"},{"speaker":"Andy Hart","startTime":1575.97,"endTime":1577.47,"body":"be I'd be bankrupt."},{"speaker":"Carl Widger","startTime":1578.52,"endTime":1581.1599999999999,"body":"We see we don't"},{"speaker":"Carl Widger","startTime":1578.52,"endTime":1581.1599999999999,"body":"matter. Oh, so"},{"speaker":"Andy Hart","startTime":1581.31,"endTime":1583.2,"body":"So I sent them over"},{"speaker":"Andy Hart","startTime":1581.31,"endTime":1583.2,"body":"the last couple of weeks, I send"},{"speaker":"Andy Hart","startTime":1583.2,"endTime":1586.1399999999999,"body":"about 50 boxes. I started doing"},{"speaker":"Andy Hart","startTime":1583.2,"endTime":1586.1399999999999,"body":"it since the start of Maven"},{"speaker":"Andy Hart","startTime":1586.1399999999999,"endTime":1589.77,"body":"advisor. And you're right Alan"},{"speaker":"Andy Hart","startTime":1586.1399999999999,"endTime":1589.77,"body":"clients expected one year, I"},{"speaker":"Andy Hart","startTime":1589.77,"endTime":1593.1599999999999,"body":"think they'd deliver them quite"},{"speaker":"Andy Hart","startTime":1589.77,"endTime":1593.1599999999999,"body":"late and my best client, she"},{"speaker":"Andy Hart","startTime":1593.1599999999999,"endTime":1595.08,"body":"called me up and said you send"},{"speaker":"Andy Hart","startTime":1593.1599999999999,"endTime":1595.08,"body":"them the chocolates this year."},{"speaker":"Andy Hart","startTime":1641.8799999999999,"endTime":1644.8799999999999,"body":"That's it. Don't worry. They're"},{"speaker":"Andy Hart","startTime":1641.8799999999999,"endTime":1644.8799999999999,"body":"on their way. And she liked them"},{"speaker":"Andy Hart","startTime":1644.8799999999999,"endTime":1647.7299999999998,"body":"so much. She had a she had an"},{"speaker":"Andy Hart","startTime":1644.8799999999999,"endTime":1647.7299999999998,"body":"operation. And she said to me,"},{"speaker":"Andy Hart","startTime":1647.7299999999998,"endTime":1650.4299999999998,"body":"can you send a box of chocolates"},{"speaker":"Andy Hart","startTime":1647.7299999999998,"endTime":1650.4299999999998,"body":"to the the guy who starts"},{"speaker":"Andy Hart","startTime":1650.4299999999998,"endTime":1653.37,"body":"operation on so I got myself"},{"speaker":"Andy Hart","startTime":1650.4299999999998,"endTime":1653.37,"body":"into a whole heap a mess. But"},{"speaker":"Andy Hart","startTime":1653.37,"endTime":1656.61,"body":"anyway, that's what I do I send"},{"speaker":"Andy Hart","startTime":1653.37,"endTime":1656.61,"body":"the box. I send the box of hotel"},{"speaker":"Andy Hart","startTime":1656.61,"endTime":1660.4799999999998,"body":"shock and chocolate. And it goes"},{"speaker":"Andy Hart","startTime":1656.61,"endTime":1660.4799999999998,"body":"down really well. Yeah, keep it"},{"speaker":"Andy Hart","startTime":1660.4799999999998,"endTime":1664.4099999999999,"body":"simple. It's not it's not overly"},{"speaker":"Andy Hart","startTime":1660.4799999999998,"endTime":1664.4099999999999,"body":"expensive. But it obviously, you"},{"speaker":"Andy Hart","startTime":1664.4099999999999,"endTime":1667.6499999999999,"body":"know, cost a few quid to send 50"},{"speaker":"Andy Hart","startTime":1664.4099999999999,"endTime":1667.6499999999999,"body":"boxes. But um, yeah, I enjoy"},{"speaker":"Andy Hart","startTime":1667.6499999999999,"endTime":1669.87,"body":"doing it. It's a nice touch. But"},{"speaker":"Andy Hart","startTime":1667.6499999999999,"endTime":1669.87,"body":"yeah,"},{"speaker":"Carl Widger","startTime":1671.1,"endTime":1674.9699999999998,"body":"we don't send"},{"speaker":"Carl Widger","startTime":1671.1,"endTime":1674.9699999999998,"body":"cards, we don't send gifts. We"},{"speaker":"Carl Widger","startTime":1674.9699999999998,"endTime":1679.9499999999998,"body":"used it. But now we just make a"},{"speaker":"Carl Widger","startTime":1674.9699999999998,"endTime":1679.9499999999998,"body":"donation to a charity. And we"},{"speaker":"Carl Widger","startTime":1679.9799999999998,"endTime":1682.62,"body":"just we tell our clients that"},{"speaker":"Carl Widger","startTime":1679.9799999999998,"endTime":1682.62,"body":"that's what we're doing. Because"},{"speaker":"Carl Widger","startTime":1683.07,"endTime":1686.1899999999998,"body":"I'm not sure Alan, I think"},{"speaker":"Carl Widger","startTime":1683.07,"endTime":1686.1899999999998,"body":"Christmas cards may be kind of"},{"speaker":"Carl Widger","startTime":1686.1899999999998,"endTime":1690.06,"body":"just a thing of the past because"},{"speaker":"Carl Widger","startTime":1686.1899999999998,"endTime":1690.06,"body":"I don't see any or many coming"},{"speaker":"Carl Widger","startTime":1690.06,"endTime":1693.6899999999998,"body":"in here. Not getting any home"},{"speaker":"Carl Widger","startTime":1690.06,"endTime":1693.6899999999998,"body":"either. But that's probably"},{"speaker":"Carl Widger","startTime":1693.6899999999998,"endTime":1697.6499999999999,"body":"because I didn't say because you"},{"speaker":"Carl Widger","startTime":1693.6899999999998,"endTime":1697.6499999999999,"body":"said Christmas card in many,"},{"speaker":"Carl Widger","startTime":1697.6499999999999,"endTime":1702.6299999999999,"body":"many years. So it's probably not"},{"speaker":"Carl Widger","startTime":1697.6499999999999,"endTime":1702.6299999999999,"body":"being reciprocated. But yeah, I"},{"speaker":"Carl Widger","startTime":1702.6299999999999,"endTime":1707.1599999999999,"body":"just like the idea of look, you"},{"speaker":"Carl Widger","startTime":1702.6299999999999,"endTime":1707.1599999999999,"body":"know, business has we've had a"},{"speaker":"Carl Widger","startTime":1707.1599999999999,"endTime":1711.09,"body":"good year, we're going to make a"},{"speaker":"Carl Widger","startTime":1707.1599999999999,"endTime":1711.09,"body":"donation, proper proper donation"},{"speaker":"Carl Widger","startTime":1711.09,"endTime":1714.33,"body":"to a charity, and we tell our"},{"speaker":"Carl Widger","startTime":1711.09,"endTime":1714.33,"body":"clients so that's what we're"},{"speaker":"Carl Widger","startTime":1714.33,"endTime":1718.8,"body":"going to do. And yeah, that's"},{"speaker":"Carl Widger","startTime":1714.33,"endTime":1718.8,"body":"that's I'm, it's not right or"},{"speaker":"Carl Widger","startTime":1718.8,"endTime":1719.79,"body":"wrong. That's what we do."},{"speaker":"Andy Hart","startTime":1720.1499999999999,"endTime":1721.56,"body":"Nick, what do you do?"},{"speaker":"Andy Hart","startTime":1720.1499999999999,"endTime":1721.56,"body":"Nothing."},{"speaker":"Nick Lincoln","startTime":1722.9699999999998,"endTime":1724.02,"body":"Christmas, nothing"},{"speaker":"Nick Lincoln","startTime":1722.9699999999998,"endTime":1724.02,"body":"at all."},{"speaker":"Andy Hart","startTime":1725.1299999999999,"endTime":1726.8999999999999,"body":"So I'm the only one"},{"speaker":"Andy Hart","startTime":1725.1299999999999,"endTime":1726.8999999999999,"body":"who says clients Christmas"},{"speaker":"Andy Hart","startTime":1726.8999999999999,"endTime":1727.8,"body":"gifts. Interesting."},{"speaker":"Nick Lincoln","startTime":1728.6399999999999,"endTime":1732.6299999999999,"body":"I send birthday"},{"speaker":"Nick Lincoln","startTime":1728.6399999999999,"endTime":1732.6299999999999,"body":"cards. I'm sure you know, I've"},{"speaker":"Nick Lincoln","startTime":1732.6299999999999,"endTime":1734.6699999999998,"body":"got some of this. I do send"},{"speaker":"Nick Lincoln","startTime":1732.6299999999999,"endTime":1734.6699999999998,"body":"birthday cards to my clients."},{"speaker":"Nick Lincoln","startTime":1734.6699999999998,"endTime":1737.55,"body":"And if they have life events,"},{"speaker":"Nick Lincoln","startTime":1734.6699999999998,"endTime":1737.55,"body":"then I'll send them some, you"},{"speaker":"Nick Lincoln","startTime":1737.55,"endTime":1739.77,"body":"know, a bottle of champagne. So"},{"speaker":"Nick Lincoln","startTime":1737.55,"endTime":1739.77,"body":"moving house or business"},{"speaker":"Nick Lincoln","startTime":1739.77,"endTime":1742.4399999999998,"body":"promotion somebody or business"},{"speaker":"Nick Lincoln","startTime":1739.77,"endTime":1742.4399999999998,"body":"sale, that kind of thing. I just"},{"speaker":"Nick Lincoln","startTime":1742.4399999999998,"endTime":1745.32,"body":"think Christmas time everybody"},{"speaker":"Nick Lincoln","startTime":1742.4399999999998,"endTime":1745.32,"body":"gets some, there's so much stuff"},{"speaker":"Nick Lincoln","startTime":1745.32,"endTime":1748.7099999999998,"body":"going out there. Yeah, it gets"},{"speaker":"Nick Lincoln","startTime":1745.32,"endTime":1748.7099999999998,"body":"lost in the mix. So"},{"speaker":"Alan Smith","startTime":1749.7299999999998,"endTime":1751.4099999999999,"body":"you're right,"},{"speaker":"Alan Smith","startTime":1749.7299999999998,"endTime":1751.4099999999999,"body":"really? Yeah, we did that as"},{"speaker":"Alan Smith","startTime":1751.4099999999999,"endTime":1755.6399999999999,"body":"well. We do. I think it varies"},{"speaker":"Alan Smith","startTime":1751.4099999999999,"endTime":1755.6399999999999,"body":"between advisors, some advisors"},{"speaker":"Alan Smith","startTime":1755.6399999999999,"endTime":1759.27,"body":"send birthday cards to every"},{"speaker":"Alan Smith","startTime":1755.6399999999999,"endTime":1759.27,"body":"single client, some do it for"},{"speaker":"Alan Smith","startTime":1759.78,"endTime":1763.9499999999998,"body":"big birthdays, as they say"},{"speaker":"Alan Smith","startTime":1759.78,"endTime":1763.9499999999998,"body":"50 6070, whatever. And we will"},{"speaker":"Alan Smith","startTime":1763.9499999999998,"endTime":1768.33,"body":"generally will on those ones on"},{"speaker":"Alan Smith","startTime":1763.9499999999998,"endTime":1768.33,"body":"the big birthdays, again, send a"},{"speaker":"Alan Smith","startTime":1768.33,"endTime":1772.1999999999998,"body":"bottle of champagne. I will send"},{"speaker":"Alan Smith","startTime":1768.33,"endTime":1772.1999999999998,"body":"a bunch of flowers that are both"},{"speaker":"Alan Smith","startTime":1772.4099999999999,"endTime":1774.87,"body":"I think all these things good"},{"speaker":"Alan Smith","startTime":1772.4099999999999,"endTime":1774.87,"body":"did do good downbeat about"},{"speaker":"Alan Smith","startTime":1774.9899999999998,"endTime":1778.32,"body":"absolutely right. As you get"},{"speaker":"Alan Smith","startTime":1774.9899999999998,"endTime":1778.32,"body":"older, Nick, you I can tell you"},{"speaker":"Alan Smith","startTime":1778.35,"endTime":1780.9299999999998,"body":"being the oldest here, you get"},{"speaker":"Alan Smith","startTime":1778.35,"endTime":1780.9299999999998,"body":"less and less birthday cards"},{"speaker":"Alan Smith","startTime":1780.9299999999998,"endTime":1783.2099999999998,"body":"less and less acknowledgement"},{"speaker":"Alan Smith","startTime":1780.9299999999998,"endTime":1783.2099999999998,"body":"that that your birthday comes"},{"speaker":"Alan Smith","startTime":1783.2099999999998,"endTime":1786.78,"body":"and goes. No. And as you say"},{"speaker":"Alan Smith","startTime":1783.2099999999998,"endTime":1786.78,"body":"Christmas is just busy, and it"},{"speaker":"Alan Smith","startTime":1786.78,"endTime":1789.6899999999998,"body":"just loads of things flying"},{"speaker":"Alan Smith","startTime":1786.78,"endTime":1789.6899999999998,"body":"around. So you're focused on"},{"speaker":"Alan Smith","startTime":1789.6899999999998,"endTime":1791.9699999999998,"body":"birthdays, I think if you're"},{"speaker":"Alan Smith","startTime":1789.6899999999998,"endTime":1791.9699999999998,"body":"gonna do anything, Andy, if"},{"speaker":"Andy Hart","startTime":1791.9699999999998,"endTime":1794.37,"body":"we're talking about"},{"speaker":"Andy Hart","startTime":1791.9699999999998,"endTime":1794.37,"body":"gifts, a superb thing that I've"},{"speaker":"Andy Hart","startTime":1794.37,"endTime":1796.9199999999998,"body":"done over the years, I must have"},{"speaker":"Andy Hart","startTime":1794.37,"endTime":1796.9199999999998,"body":"sent at least 20 of these."},{"speaker":"Andy Hart","startTime":1797.31,"endTime":1799.9799999999998,"body":"There's a website called"},{"speaker":"Andy Hart","startTime":1797.31,"endTime":1799.9799999999998,"body":"historical newspapers. So I send"},{"speaker":"Andy Hart","startTime":1799.9799999999998,"endTime":1804.9899999999998,"body":"clients on their big birthdays,"},{"speaker":"Andy Hart","startTime":1799.9799999999998,"endTime":1804.9899999999998,"body":"five and zero. So 5560 6570 I"},{"speaker":"Andy Hart","startTime":1804.9899999999998,"endTime":1808.1399999999999,"body":"send them usually the times if"},{"speaker":"Andy Hart","startTime":1804.9899999999998,"endTime":1808.1399999999999,"body":"it's available the day that they"},{"speaker":"Andy Hart","startTime":1808.1399999999999,"endTime":1811.8,"body":"were born. I've also done it to"},{"speaker":"Andy Hart","startTime":1808.1399999999999,"endTime":1811.8,"body":"myself. So I've got the times of"},{"speaker":"Andy Hart","startTime":1811.8,"endTime":1815.28,"body":"the day I was born center"},{"speaker":"Andy Hart","startTime":1811.8,"endTime":1815.28,"body":"myself. And brilliantly. I'm"},{"speaker":"Andy Hart","startTime":1815.28,"endTime":1818.76,"body":"born on a Sunday. So the"},{"speaker":"Andy Hart","startTime":1815.28,"endTime":1818.76,"body":"newspapers enormous. I did a"},{"speaker":"Andy Hart","startTime":1818.76,"endTime":1821.61,"body":"whole podcast on actually, I'm"},{"speaker":"Andy Hart","startTime":1818.76,"endTime":1821.61,"body":"just about to send the client"},{"speaker":"Andy Hart","startTime":1821.76,"endTime":1825.81,"body":"who's 60 on the 23rd of"},{"speaker":"Andy Hart","startTime":1821.76,"endTime":1825.81,"body":"December, the times on the day"},{"speaker":"Andy Hart","startTime":1826.02,"endTime":1828.6,"body":"that he was born. It's a"},{"speaker":"Andy Hart","startTime":1826.02,"endTime":1828.6,"body":"brilliant gift. It's the best"},{"speaker":"Andy Hart","startTime":1828.6,"endTime":1830.9099999999999,"body":"gift they get, you know, it's a"},{"speaker":"Andy Hart","startTime":1828.6,"endTime":1830.9099999999999,"body":"big birthday, they get loads of"},{"speaker":"Andy Hart","startTime":1830.9099999999999,"endTime":1833.2199999999998,"body":"crap from everyone. And then"},{"speaker":"Andy Hart","startTime":1830.9099999999999,"endTime":1833.2199999999998,"body":"this beautiful box arrives"},{"speaker":"Andy Hart","startTime":1833.2199999999998,"endTime":1835.5,"body":"they're like What the hell is"},{"speaker":"Andy Hart","startTime":1833.2199999999998,"endTime":1835.5,"body":"this? And it's like the the"},{"speaker":"Andy Hart","startTime":1835.53,"endTime":1837.9899999999998,"body":"newspaper the day they were born"},{"speaker":"Andy Hart","startTime":1835.53,"endTime":1837.9899999999998,"body":"to spend all day reading it."},{"speaker":"Andy Hart","startTime":1838.59,"endTime":1840.84,"body":"It's definitely worth doing it."},{"speaker":"Andy Hart","startTime":1838.59,"endTime":1840.84,"body":"So if you want to do it for your"},{"speaker":"Andy Hart","startTime":1840.84,"endTime":1844.7399999999998,"body":"clients, it's called Historical"},{"speaker":"Andy Hart","startTime":1840.84,"endTime":1844.7399999999998,"body":"Newspapers dot code at UK is a"},{"speaker":"Andy Hart","startTime":1844.7399999999998,"endTime":1846.36,"body":"great site. So yeah, check it"},{"speaker":"Andy Hart","startTime":1844.7399999999998,"endTime":1846.36,"body":"out."},{"speaker":"Nick Lincoln","startTime":1848.34,"endTime":1849.9299999999998,"body":"Thought that"},{"speaker":"Nick Lincoln","startTime":1848.34,"endTime":1849.9299999999998,"body":"whoever thought that was a"},{"speaker":"Nick Lincoln","startTime":1849.9299999999998,"endTime":1853.53,"body":"birthday present idea is a"},{"speaker":"Nick Lincoln","startTime":1849.9299999999998,"endTime":1853.53,"body":"fantastic Okay, given that a"},{"speaker":"Nick Lincoln","startTime":1853.53,"endTime":1856.35,"body":"damn good thrashing I think"},{"speaker":"Nick Lincoln","startTime":1853.53,"endTime":1856.35,"body":"that's it for topical tickets"},{"speaker":"Nick Lincoln","startTime":1856.3799999999999,"endTime":1860.1299999999999,"body":"isn't a gentleman. Yes, it is"},{"speaker":"Nick Lincoln","startTime":1856.3799999999999,"endTime":1860.1299999999999,"body":"Nick. Okay, let's in that case,"},{"speaker":"Nick Lincoln","startTime":1860.1299999999999,"endTime":1864.9599999999998,"body":"move on to the meat and potatoes"},{"speaker":"Nick Lincoln","startTime":1860.1299999999999,"endTime":1864.9599999999998,"body":"of episode 35 of the red advisor"},{"speaker":"Nick Lincoln","startTime":1864.9599999999998,"endTime":1869.07,"body":"podcast. And this is the third"},{"speaker":"Nick Lincoln","startTime":1864.9599999999998,"endTime":1869.07,"body":"of three episodes we've done on"},{"speaker":"Nick Lincoln","startTime":1869.07,"endTime":1872.28,"body":"the back. So even my simple math"},{"speaker":"Nick Lincoln","startTime":1869.07,"endTime":1872.28,"body":"tells me it's episodes 3334 and"},{"speaker":"Nick Lincoln","startTime":1872.28,"endTime":1877.9799999999998,"body":"35. Around the subject of"},{"speaker":"Nick Lincoln","startTime":1872.28,"endTime":1877.9799999999998,"body":"marketing And this final episode"},{"speaker":"Nick Lincoln","startTime":1878.01,"endTime":1884.1899999999998,"body":"of three, the third leg of the"},{"speaker":"Nick Lincoln","startTime":1878.01,"endTime":1884.1899999999998,"body":"stool is about content strategy."},{"speaker":"Nick Lincoln","startTime":1884.6399999999999,"endTime":1888.9299999999998,"body":"And the results that we have got"},{"speaker":"Nick Lincoln","startTime":1884.6399999999999,"endTime":1888.9299999999998,"body":"from it. All of us on traveled"},{"speaker":"Nick Lincoln","startTime":1888.9299999999998,"endTime":1893.1899999999998,"body":"with all the three musketeers"},{"speaker":"Nick Lincoln","startTime":1888.9299999999998,"endTime":1893.1899999999998,"body":"here, Four Musketeers. We all do"},{"speaker":"Nick Lincoln","startTime":1893.1899999999998,"endTime":1895.6799999999998,"body":"content creation to different"},{"speaker":"Nick Lincoln","startTime":1893.1899999999998,"endTime":1895.6799999999998,"body":"levels. Some of us do more than"},{"speaker":"Nick Lincoln","startTime":1895.6799999999998,"endTime":1898.56,"body":"others, who's gonna lead off on"},{"speaker":"Nick Lincoln","startTime":1895.6799999999998,"endTime":1898.56,"body":"this thing, we're gonna lead off"},{"speaker":"Nick Lincoln","startTime":1898.56,"endTime":1901.7399999999998,"body":"with Mr. Hart, who is renowned"},{"speaker":"Nick Lincoln","startTime":1898.56,"endTime":1901.7399999999998,"body":"in the profession for the amount"},{"speaker":"Nick Lincoln","startTime":1901.7399999999998,"endTime":1905.01,"body":"of stuff that he knocks out. Mr."},{"speaker":"Nick Lincoln","startTime":1901.7399999999998,"endTime":1905.01,"body":"Hart?"},{"speaker":"Andy Hart","startTime":1906.2099999999998,"endTime":1909.33,"body":"It's very kind of"},{"speaker":"Andy Hart","startTime":1906.2099999999998,"endTime":1909.33,"body":"unique. Yes, this is about I"},{"speaker":"Andy Hart","startTime":1909.33,"endTime":1911.55,"body":"suppose digital content we're"},{"speaker":"Andy Hart","startTime":1909.33,"endTime":1911.55,"body":"talking about. So I thought I'd"},{"speaker":"Andy Hart","startTime":1911.55,"endTime":1915.09,"body":"just lay out what's involved"},{"speaker":"Andy Hart","startTime":1911.55,"endTime":1915.09,"body":"here. The obvious ones, things"},{"speaker":"Andy Hart","startTime":1915.09,"endTime":1919.5,"body":"like blogs, articles, essays,"},{"speaker":"Andy Hart","startTime":1915.09,"endTime":1919.5,"body":"newspapers, videos, visuals,"},{"speaker":"Andy Hart","startTime":1920.52,"endTime":1924.33,"body":"podcast as well. So this is an"},{"speaker":"Andy Hart","startTime":1920.52,"endTime":1924.33,"body":"example of content marketing."},{"speaker":"Andy Hart","startTime":1924.78,"endTime":1927.54,"body":"Obviously, we're sort of finding"},{"speaker":"Andy Hart","startTime":1924.78,"endTime":1927.54,"body":"our feet with it. We're just"},{"speaker":"Andy Hart","startTime":1927.54,"endTime":1932.07,"body":"over a year into it now. And"},{"speaker":"Andy Hart","startTime":1927.54,"endTime":1932.07,"body":"lots of things have come as a"},{"speaker":"Andy Hart","startTime":1932.07,"endTime":1936.0,"body":"result of doing it. It's often"},{"speaker":"Andy Hart","startTime":1932.07,"endTime":1936.0,"body":"not clear at the beginning what"},{"speaker":"Andy Hart","startTime":1936.0,"endTime":1940.6799999999998,"body":"they will be. I ran another"},{"speaker":"Andy Hart","startTime":1936.0,"endTime":1940.6799999999998,"body":"podcast Maven money, I did 300"},{"speaker":"Andy Hart","startTime":1940.6799999999998,"endTime":1943.83,"body":"episodes of pretty much"},{"speaker":"Andy Hart","startTime":1940.6799999999998,"endTime":1943.83,"body":"discussed everything you could"},{"speaker":"Andy Hart","startTime":1943.83,"endTime":1947.1299999999999,"body":"possibly do with money on that"},{"speaker":"Andy Hart","startTime":1943.83,"endTime":1947.1299999999999,"body":"stuff. Yeah, I'm quite prolific"},{"speaker":"Andy Hart","startTime":1947.1899999999998,"endTime":1951.54,"body":"on LinkedIn on X on Twitter, as"},{"speaker":"Andy Hart","startTime":1947.1899999999998,"endTime":1951.54,"body":"you're gonna play, there's Rob"},{"speaker":"Andy Hart","startTime":1951.54,"endTime":1956.52,"body":"is enough, either up. Yeah, so"},{"speaker":"Andy Hart","startTime":1951.54,"endTime":1956.52,"body":"that's, that's a starter. So it"},{"speaker":"Andy Hart","startTime":1956.52,"endTime":1958.62,"body":"is very, very important. You"},{"speaker":"Andy Hart","startTime":1956.52,"endTime":1958.62,"body":"still need to the old school"},{"speaker":"Andy Hart","startTime":1958.62,"endTime":1963.78,"body":"stuff, referrals, networking,"},{"speaker":"Andy Hart","startTime":1958.62,"endTime":1963.78,"body":"you know, showing up and doing"},{"speaker":"Andy Hart","startTime":1963.78,"endTime":1966.54,"body":"doing good work. But then"},{"speaker":"Andy Hart","startTime":1963.78,"endTime":1966.54,"body":"obviously, these days, everyone"},{"speaker":"Andy Hart","startTime":1966.54,"endTime":1970.5,"body":"is scrolling constantly on their"},{"speaker":"Andy Hart","startTime":1966.54,"endTime":1970.5,"body":"phones, on their iPads on their"},{"speaker":"Andy Hart","startTime":1970.5,"endTime":1976.02,"body":"computers. And yeah, I, I run"},{"speaker":"Andy Hart","startTime":1970.5,"endTime":1976.02,"body":"humans on the management, which"},{"speaker":"Andy Hart","startTime":1976.02,"endTime":1978.6,"body":"is obviously a physical brand in"},{"speaker":"Andy Hart","startTime":1976.02,"endTime":1978.6,"body":"terms of conferences, but it"},{"speaker":"Andy Hart","startTime":1978.6,"endTime":1981.09,"body":"does it has a sort of digital"},{"speaker":"Andy Hart","startTime":1978.6,"endTime":1981.09,"body":"offering via humans on the"},{"speaker":"Andy Hart","startTime":1981.09,"endTime":1983.8799999999999,"body":"management premium. So I'm very"},{"speaker":"Andy Hart","startTime":1981.09,"endTime":1983.8799999999999,"body":"prolific posting stuff on"},{"speaker":"Andy Hart","startTime":1983.8799999999999,"endTime":1988.1999999999998,"body":"LinkedIn. Yeah, it's very"},{"speaker":"Andy Hart","startTime":1983.8799999999999,"endTime":1988.1999999999998,"body":"important. And I've said before"},{"speaker":"Andy Hart","startTime":1988.2299999999998,"endTime":1992.52,"body":"any content, endeavor, whatever"},{"speaker":"Andy Hart","startTime":1988.2299999999998,"endTime":1992.52,"body":"that may be for you, you should"},{"speaker":"Andy Hart","startTime":1992.52,"endTime":1996.6899999999998,"body":"think 30 months before you get"},{"speaker":"Andy Hart","startTime":1992.52,"endTime":1996.6899999999998,"body":"any traction, too many people"},{"speaker":"Andy Hart","startTime":1996.6899999999998,"endTime":1999.2399999999998,"body":"start things and stop things"},{"speaker":"Andy Hart","startTime":1996.6899999999998,"endTime":1999.2399999999998,"body":"because they don't get enough"},{"speaker":"Andy Hart","startTime":1999.3,"endTime":2001.79,"body":"sort of results from it. You"},{"speaker":"Andy Hart","startTime":1999.3,"endTime":2001.79,"body":"know, I've been doing this"},{"speaker":"Andy Hart","startTime":2001.79,"endTime":2004.58,"body":"YouTube channel for nine months,"},{"speaker":"Andy Hart","startTime":2001.79,"endTime":2004.58,"body":"and nothing happened. It's like,"},{"speaker":"Andy Hart","startTime":2004.58,"endTime":2007.58,"body":"Well, now you've got to commit,"},{"speaker":"Andy Hart","startTime":2004.58,"endTime":2007.58,"body":"ideally, to 30 months to begin"},{"speaker":"Andy Hart","startTime":2007.58,"endTime":2011.06,"body":"with, which is two and a half"},{"speaker":"Andy Hart","startTime":2007.58,"endTime":2011.06,"body":"years, we've got lucky with"},{"speaker":"Andy Hart","startTime":2011.06,"endTime":2014.4499999999998,"body":"trap, because quite a few of us"},{"speaker":"Andy Hart","startTime":2011.06,"endTime":2014.4499999999998,"body":"have got, you know, an audience"},{"speaker":"Andy Hart","startTime":2014.4499999999998,"endTime":2017.9899999999998,"body":"already. So we've got traction a"},{"speaker":"Andy Hart","startTime":2014.4499999999998,"endTime":2017.9899999999998,"body":"bit sooner than that, say 30"},{"speaker":"Andy Hart","startTime":2017.9899999999998,"endTime":2021.4099999999999,"body":"months. But still, we need to"},{"speaker":"Andy Hart","startTime":2017.9899999999998,"endTime":2021.4099999999999,"body":"give this a good crack for 30"},{"speaker":"Andy Hart","startTime":2021.4099999999999,"endTime":2024.1399999999999,"body":"months and sort of, you know,"},{"speaker":"Andy Hart","startTime":2021.4099999999999,"endTime":2024.1399999999999,"body":"practice what we preach. So"},{"speaker":"Andy Hart","startTime":2024.1699999999998,"endTime":2027.35,"body":"yeah, that's the opening of it."},{"speaker":"Andy Hart","startTime":2024.1699999999998,"endTime":2027.35,"body":"Who's next?"},{"speaker":"Carl Widger","startTime":2029.57,"endTime":2032.51,"body":"When I when I go"},{"speaker":"Carl Widger","startTime":2029.57,"endTime":2032.51,"body":"next, because I'm, I think I"},{"speaker":"Carl Widger","startTime":2032.51,"endTime":2036.2299999999998,"body":"need to defer here to Mr. Hart."},{"speaker":"Carl Widger","startTime":2032.51,"endTime":2036.2299999999998,"body":"And Mr. Smith, who's content"},{"speaker":"Carl Widger","startTime":2036.2299999999998,"endTime":2041.54,"body":"creation is absolutely smashing"},{"speaker":"Carl Widger","startTime":2036.2299999999998,"endTime":2041.54,"body":"it out of the park. So my I've"},{"speaker":"Carl Widger","startTime":2041.54,"endTime":2046.28,"body":"done I've been, I've done a good"},{"speaker":"Carl Widger","startTime":2041.54,"endTime":2046.28,"body":"bit on on X, I've done a good"},{"speaker":"Carl Widger","startTime":2046.28,"endTime":2049.88,"body":"bit on LinkedIn, but it's very"},{"speaker":"Carl Widger","startTime":2046.28,"endTime":2049.88,"body":"sporadic. So I'm definitely not"},{"speaker":"Carl Widger","startTime":2049.88,"endTime":2055.07,"body":"playing to the rule that the two"},{"speaker":"Carl Widger","startTime":2049.88,"endTime":2055.07,"body":"and a half year rule, I find,"},{"speaker":"Carl Widger","startTime":2055.58,"endTime":2059.66,"body":"when I get really busy, I just"},{"speaker":"Carl Widger","startTime":2055.58,"endTime":2059.66,"body":"leave it off, which is probably"},{"speaker":"Carl Widger","startTime":2059.66,"endTime":2063.71,"body":"the time that I need to up my"},{"speaker":"Carl Widger","startTime":2059.66,"endTime":2063.71,"body":"game. So that's 2024 is going to"},{"speaker":"Carl Widger","startTime":2063.71,"endTime":2068.51,"body":"be about trying to get bring"},{"speaker":"Carl Widger","startTime":2063.71,"endTime":2068.51,"body":"some consistency to that. We"},{"speaker":"Carl Widger","startTime":2068.51,"endTime":2071.99,"body":"have done a couple of them"},{"speaker":"Carl Widger","startTime":2068.51,"endTime":2071.99,"body":"holding one of the guides that"},{"speaker":"Carl Widger","startTime":2071.99,"endTime":2076.76,"body":"we've done here. And you know,"},{"speaker":"Carl Widger","startTime":2071.99,"endTime":2076.76,"body":"we've asked people to download"},{"speaker":"Carl Widger","startTime":2076.76,"endTime":2079.67,"body":"them off the website, or we have"},{"speaker":"Carl Widger","startTime":2076.76,"endTime":2079.67,"body":"hard copies as well, that's"},{"speaker":"Carl Widger","startTime":2079.7,"endTime":2084.71,"body":"actually been really successful"},{"speaker":"Carl Widger","startTime":2079.7,"endTime":2084.71,"body":"for us. You know, stuff like 10"},{"speaker":"Carl Widger","startTime":2084.71,"endTime":2087.41,"body":"tips to take care of your future"},{"speaker":"Carl Widger","startTime":2084.71,"endTime":2087.41,"body":"while you're taking care of your"},{"speaker":"Carl Widger","startTime":2087.41,"endTime":2091.07,"body":"business. So aimed up business"},{"speaker":"Carl Widger","startTime":2087.41,"endTime":2091.07,"body":"owners, that kind of stuff. I"},{"speaker":"Carl Widger","startTime":2091.07,"endTime":2095.54,"body":"think we've four different"},{"speaker":"Carl Widger","startTime":2091.07,"endTime":2095.54,"body":"guides at the moment. They take"},{"speaker":"Carl Widger","startTime":2095.57,"endTime":2099.5,"body":"a lot of effort, so you can't"},{"speaker":"Carl Widger","startTime":2095.57,"endTime":2099.5,"body":"put out BS you know, you got you"},{"speaker":"Carl Widger","startTime":2099.5,"endTime":2103.76,"body":"gotta be careful in you know,"},{"speaker":"Carl Widger","startTime":2099.5,"endTime":2103.76,"body":"that it's engaging, that the"},{"speaker":"Carl Widger","startTime":2103.79,"endTime":2107.36,"body":"the, you know, the title of the"},{"speaker":"Carl Widger","startTime":2103.79,"endTime":2107.36,"body":"guide is something that kind of"},{"speaker":"Carl Widger","startTime":2107.36,"endTime":2110.27,"body":"grabs Oh, yeah, that's, that's"},{"speaker":"Carl Widger","startTime":2107.36,"endTime":2110.27,"body":"where I'm at. So that's what I'm"},{"speaker":"Carl Widger","startTime":2110.27,"endTime":2115.1,"body":"going to download. Yeah, but I"},{"speaker":"Carl Widger","startTime":2110.27,"endTime":2115.1,"body":"think 2024 We're going to"},{"speaker":"Carl Widger","startTime":2115.1,"endTime":2119.78,"body":"definitely be upping our game in"},{"speaker":"Carl Widger","startTime":2115.1,"endTime":2119.78,"body":"terms of our content and driving"},{"speaker":"Carl Widger","startTime":2119.78,"endTime":2123.74,"body":"stuff out via say LinkedIn and"},{"speaker":"Carl Widger","startTime":2119.78,"endTime":2123.74,"body":"Twitter but I'm always amazed at"},{"speaker":"Carl Widger","startTime":2123.74,"endTime":2128.42,"body":"the at the commitment and the"},{"speaker":"Carl Widger","startTime":2123.74,"endTime":2128.42,"body":"consistency that both Andy and"},{"speaker":"Carl Widger","startTime":2128.42,"endTime":2132.83,"body":"Ireland have in terms of their"},{"speaker":"Carl Widger","startTime":2128.42,"endTime":2132.83,"body":"social media strategy. So this"},{"speaker":"Carl Widger","startTime":2132.83,"endTime":2136.31,"body":"was a this is a piece I think"},{"speaker":"Carl Widger","startTime":2132.83,"endTime":2136.31,"body":"I'm going to just shut up and"},{"speaker":"Carl Widger","startTime":2136.31,"endTime":2139.79,"body":"I'm gonna learn now as to you"},{"speaker":"Carl Widger","startTime":2136.31,"endTime":2139.79,"body":"know, exactly how you how you"},{"speaker":"Carl Widger","startTime":2140.06,"endTime":2142.19,"body":"get the success that you've got,"},{"speaker":"Carl Widger","startTime":2140.06,"endTime":2142.19,"body":"because I know that this"},{"speaker":"Carl Widger","startTime":2142.22,"endTime":2143.9,"body":"delivers results for both of"},{"speaker":"Carl Widger","startTime":2142.22,"endTime":2143.9,"body":"you."},{"speaker":"Alan Smith","startTime":2148.19,"endTime":2152.15,"body":"Yes, it's a skewed"},{"speaker":"Alan Smith","startTime":2148.19,"endTime":2152.15,"body":"subjects relevant subject and"},{"speaker":"Alan Smith","startTime":2152.15,"endTime":2154.88,"body":"it's a huge subject. So I'll"},{"speaker":"Alan Smith","startTime":2152.15,"endTime":2154.88,"body":"just share my own. I think we"},{"speaker":"Alan Smith","startTime":2154.88,"endTime":2157.04,"body":"have talked about this a little"},{"speaker":"Alan Smith","startTime":2154.88,"endTime":2157.04,"body":"bit in the past. I'll bring you"},{"speaker":"Alan Smith","startTime":2157.04,"endTime":2160.85,"body":"up to date with my experiences"},{"speaker":"Alan Smith","startTime":2157.04,"endTime":2160.85,"body":"and and importantly perhaps"},{"speaker":"Alan Smith","startTime":2160.85,"endTime":2168.38,"body":"results that you and I went on a"},{"speaker":"Alan Smith","startTime":2160.85,"endTime":2168.38,"body":"writing course. Coming up two"},{"speaker":"Alan Smith","startTime":2168.38,"endTime":2173.15,"body":"years ago, we started January"},{"speaker":"Alan Smith","startTime":2168.38,"endTime":2173.15,"body":"2020 to ship 30 for 30. That was"},{"speaker":"Alan Smith","startTime":2173.15,"endTime":2177.83,"body":"the trigger for me because it"},{"speaker":"Alan Smith","startTime":2173.15,"endTime":2177.83,"body":"compelled To me, and you did it"},{"speaker":"Alan Smith","startTime":2177.83,"endTime":2181.79,"body":"as well, Nick to create"},{"speaker":"Alan Smith","startTime":2177.83,"endTime":2181.79,"body":"something every day for 30 days."},{"speaker":"Alan Smith","startTime":2181.8199999999997,"endTime":2184.7599999999998,"body":"And it's only that, you know, as"},{"speaker":"Alan Smith","startTime":2181.8199999999997,"endTime":2184.7599999999998,"body":"they say, That's habit forming."},{"speaker":"Alan Smith","startTime":2185.0299999999997,"endTime":2188.21,"body":"If you do anything, whether it's"},{"speaker":"Alan Smith","startTime":2185.0299999999997,"endTime":2188.21,"body":"you know, exercise or whatever,"},{"speaker":"Alan Smith","startTime":2188.27,"endTime":2191.48,"body":"meditate 30 days consistently"},{"speaker":"Alan Smith","startTime":2188.27,"endTime":2191.48,"body":"seems to kind of rewire your"},{"speaker":"Alan Smith","startTime":2191.48,"endTime":2196.0099999999998,"body":"brain a little bit. And that's"},{"speaker":"Alan Smith","startTime":2191.48,"endTime":2196.0099999999998,"body":"what worked for me. Somewhat"},{"speaker":"Alan Smith","startTime":2196.0099999999998,"endTime":2200.0899999999997,"body":"prior to that I was very"},{"speaker":"Alan Smith","startTime":2196.0099999999998,"endTime":2200.0899999999997,"body":"sporadic around writing stuff on"},{"speaker":"Alan Smith","startTime":2200.96,"endTime":2204.35,"body":"on social media and kind of"},{"speaker":"Alan Smith","startTime":2200.96,"endTime":2204.35,"body":"pathetic, really, you know, the"},{"speaker":"Alan Smith","startTime":2204.5299999999997,"endTime":2208.4,"body":"little messages and the"},{"speaker":"Alan Smith","startTime":2204.5299999999997,"endTime":2208.4,"body":"traditional photograph of what"},{"speaker":"Alan Smith","startTime":2208.4,"endTime":2210.89,"body":"you had for lunch or something"},{"speaker":"Alan Smith","startTime":2208.4,"endTime":2210.89,"body":"completely irrelevant. But the"},{"speaker":"Alan Smith","startTime":2210.89,"endTime":2214.7,"body":"whole ship 30 thing was quite a"},{"speaker":"Alan Smith","startTime":2210.89,"endTime":2214.7,"body":"catalyst for me, because I began"},{"speaker":"Alan Smith","startTime":2214.7,"endTime":2218.0899999999997,"body":"to understand because digital"},{"speaker":"Alan Smith","startTime":2214.7,"endTime":2218.0899999999997,"body":"content creation is so different"},{"speaker":"Alan Smith","startTime":2218.3599999999997,"endTime":2224.06,"body":"to so many other ways of writing"},{"speaker":"Alan Smith","startTime":2218.3599999999997,"endTime":2224.06,"body":"or creating the way we, we"},{"speaker":"Alan Smith","startTime":2224.06,"endTime":2227.0899999999997,"body":"consume information differently"},{"speaker":"Alan Smith","startTime":2224.06,"endTime":2227.0899999999997,"body":"digitally, basically scroll, no"},{"speaker":"Alan Smith","startTime":2227.0899999999997,"endTime":2230.69,"body":"one's really reading things like"},{"speaker":"Alan Smith","startTime":2227.0899999999997,"endTime":2230.69,"body":"they read a book. So and there's"},{"speaker":"Alan Smith","startTime":2230.69,"endTime":2232.91,"body":"all sorts of tips and tricks,"},{"speaker":"Alan Smith","startTime":2230.69,"endTime":2232.91,"body":"which I won't go into here. If"},{"speaker":"Alan Smith","startTime":2232.91,"endTime":2235.88,"body":"anyone's interested, there's a"},{"speaker":"Alan Smith","startTime":2232.91,"endTime":2235.88,"body":"ton of stuff available on the"},{"speaker":"Alan Smith","startTime":2235.88,"endTime":2239.69,"body":"ship 30 website and their"},{"speaker":"Alan Smith","startTime":2235.88,"endTime":2239.69,"body":"YouTube channel, little things"},{"speaker":"Alan Smith","startTime":2239.69,"endTime":2243.3199999999997,"body":"about how to hook the first line"},{"speaker":"Alan Smith","startTime":2239.69,"endTime":2243.3199999999997,"body":"that you you write is really"},{"speaker":"Alan Smith","startTime":2243.3199999999997,"endTime":2246.1099999999997,"body":"important use use of bullet"},{"speaker":"Alan Smith","startTime":2243.3199999999997,"endTime":2246.1099999999997,"body":"points, use of formatting and"},{"speaker":"Alan Smith","startTime":2246.1099999999997,"endTime":2249.29,"body":"spacing, all that sort of stuff."},{"speaker":"Alan Smith","startTime":2246.1099999999997,"endTime":2249.29,"body":"And I forget half of it, and I'm"},{"speaker":"Alan Smith","startTime":2249.29,"endTime":2251.6,"body":"not really as consistent as I"},{"speaker":"Alan Smith","startTime":2249.29,"endTime":2251.6,"body":"should be. But however, that was"},{"speaker":"Alan Smith","startTime":2251.6,"endTime":2256.97,"body":"the starting point of creating"},{"speaker":"Alan Smith","startTime":2251.6,"endTime":2256.97,"body":"content now. What's the purpose"},{"speaker":"Alan Smith","startTime":2257.0,"endTime":2262.25,"body":"of it, and for me, it's"},{"speaker":"Alan Smith","startTime":2257.0,"endTime":2262.25,"body":"multiple. Undoubtedly, part of"},{"speaker":"Alan Smith","startTime":2262.25,"endTime":2267.5,"body":"this is to kind of be, you know,"},{"speaker":"Alan Smith","startTime":2262.25,"endTime":2267.5,"body":"it's a bit of a bullshit term,"},{"speaker":"Alan Smith","startTime":2267.5,"endTime":2270.2,"body":"but you know, what I mean,"},{"speaker":"Alan Smith","startTime":2267.5,"endTime":2270.2,"body":"thought leadership, all it is,"},{"speaker":"Alan Smith","startTime":2270.2,"endTime":2273.14,"body":"is sharing thoughts, ideas and"},{"speaker":"Alan Smith","startTime":2270.2,"endTime":2273.14,"body":"inspirations that I've had, you"},{"speaker":"Alan Smith","startTime":2273.14,"endTime":2276.5899999999997,"body":"know, we all I consume a lot, I"},{"speaker":"Alan Smith","startTime":2273.14,"endTime":2276.5899999999997,"body":"read a lot of stuff, and I share"},{"speaker":"Alan Smith","startTime":2276.5899999999997,"endTime":2281.0899999999997,"body":"my take on it. The other thing"},{"speaker":"Alan Smith","startTime":2276.5899999999997,"endTime":2281.0899999999997,"body":"it forces you to do by creating"},{"speaker":"Alan Smith","startTime":2281.24,"endTime":2284.2999999999997,"body":"content publicly is you need to"},{"speaker":"Alan Smith","startTime":2281.24,"endTime":2284.2999999999997,"body":"understand your subject"},{"speaker":"Alan Smith","startTime":2284.99,"endTime":2287.69,"body":"reasonably well, because you're"},{"speaker":"Alan Smith","startTime":2284.99,"endTime":2287.69,"body":"gonna post something. So I"},{"speaker":"Alan Smith","startTime":2287.75,"endTime":2290.66,"body":"whether, you know, sometimes"},{"speaker":"Alan Smith","startTime":2287.75,"endTime":2290.66,"body":"I'll do a summary of podcasts"},{"speaker":"Alan Smith","startTime":2290.66,"endTime":2292.8199999999997,"body":"I've listened to or something"},{"speaker":"Alan Smith","startTime":2290.66,"endTime":2292.8199999999997,"body":"and I want to be able to ensure"},{"speaker":"Alan Smith","startTime":2292.8199999999997,"endTime":2296.0899999999997,"body":"if I take my notes, I want to"},{"speaker":"Alan Smith","startTime":2292.8199999999997,"endTime":2296.0899999999997,"body":"make sure that I know it calm"},{"speaker":"Alan Smith","startTime":2296.12,"endTime":2299.3599999999997,"body":"confident about the information."},{"speaker":"Alan Smith","startTime":2296.12,"endTime":2299.3599999999997,"body":"This year, there's so much the"},{"speaker":"Alan Smith","startTime":2299.3599999999997,"endTime":2301.67,"body":"social media people post stuff,"},{"speaker":"Alan Smith","startTime":2299.3599999999997,"endTime":2301.67,"body":"which is you know, it's"},{"speaker":"Alan Smith","startTime":2301.67,"endTime":2303.3199999999997,"body":"nonsense. There's not"},{"speaker":"Alan Smith","startTime":2301.67,"endTime":2303.3199999999997,"body":"thoughtful, it's not been"},{"speaker":"Alan Smith","startTime":2303.3199999999997,"endTime":2308.6,"body":"thought through. So allows you"},{"speaker":"Alan Smith","startTime":2303.3199999999997,"endTime":2308.6,"body":"to do that. So wide subject I"},{"speaker":"Alan Smith","startTime":2308.6,"endTime":2312.17,"body":"agree with Andy as a result of"},{"speaker":"Alan Smith","startTime":2308.6,"endTime":2312.17,"body":"that. Sometime after about six"},{"speaker":"Alan Smith","startTime":2312.17,"endTime":2314.63,"body":"months after doing that writing"},{"speaker":"Alan Smith","startTime":2312.17,"endTime":2314.63,"body":"course, I launched my own"},{"speaker":"Alan Smith","startTime":2314.63,"endTime":2318.0499999999997,"body":"podcast, the award winning"},{"speaker":"Alan Smith","startTime":2314.63,"endTime":2318.0499999999997,"body":"bulletproof entrepreneur started"},{"speaker":"Alan Smith","startTime":2318.0499999999997,"endTime":2323.18,"body":"by laughing as true as we won."},{"speaker":"Alan Smith","startTime":2318.0499999999997,"endTime":2323.18,"body":"The five star the five star"},{"speaker":"Alan Smith","startTime":2323.18,"endTime":2328.67,"body":"bulletproof. Yeah, 4.9 Star 4.9."},{"speaker":"Alan Smith","startTime":2323.18,"endTime":2328.67,"body":"Sorry, almost almost five star,"},{"speaker":"Alan Smith","startTime":2328.73,"endTime":2334.2799999999997,"body":"just that one, one star, which"},{"speaker":"Alan Smith","startTime":2328.73,"endTime":2334.2799999999997,"body":"threw me off track. Now, so"},{"speaker":"Alan Smith","startTime":2334.5499999999997,"endTime":2338.63,"body":"those are the only platforms"},{"speaker":"Alan Smith","startTime":2334.5499999999997,"endTime":2338.63,"body":"that I'm active on. Like Andy, I"},{"speaker":"Alan Smith","startTime":2338.63,"endTime":2343.25,"body":"think his LinkedIn, Twitter,"},{"speaker":"Alan Smith","startTime":2338.63,"endTime":2343.25,"body":"slash x and this podcast, and is"},{"speaker":"Alan Smith","startTime":2343.25,"endTime":2345.56,"body":"an ecosystem One is not better"},{"speaker":"Alan Smith","startTime":2343.25,"endTime":2345.56,"body":"than the other. But it was Andy"},{"speaker":"Alan Smith","startTime":2345.56,"endTime":2347.12,"body":"who told me if you're gonna"},{"speaker":"Alan Smith","startTime":2345.56,"endTime":2347.12,"body":"start anything, you got to"},{"speaker":"Alan Smith","startTime":2347.12,"endTime":2350.7799999999997,"body":"commit to it. With a podcast, I"},{"speaker":"Alan Smith","startTime":2347.12,"endTime":2350.7799999999997,"body":"think you said commit to 100"},{"speaker":"Alan Smith","startTime":2350.7799999999997,"endTime":2355.49,"body":"episodes minimum 100 Nicholas,"},{"speaker":"Alan Smith","startTime":2350.7799999999997,"endTime":2355.49,"body":"not 99 Oh, that's where I went"},{"speaker":"Alan Smith","startTime":2355.49,"endTime":2358.5499999999997,"body":"wrong. So you went wrong. So"},{"speaker":"Alan Smith","startTime":2355.49,"endTime":2358.5499999999997,"body":"commit to 100? I think I'm about"},{"speaker":"Alan Smith","startTime":2358.58,"endTime":2362.72,"body":"40 Something at the moment. So"},{"speaker":"Alan Smith","startTime":2358.58,"endTime":2362.72,"body":"I'll keep I'll keep going with"},{"speaker":"Alan Smith","startTime":2362.75,"endTime":2365.21,"body":"and it is part of an ecosystem."},{"speaker":"Alan Smith","startTime":2362.75,"endTime":2365.21,"body":"Sometimes you work out well, how"},{"speaker":"Alan Smith","startTime":2365.21,"endTime":2368.33,"body":"did how did somebody find us was"},{"speaker":"Alan Smith","startTime":2365.21,"endTime":2368.33,"body":"a LinkedIn post where and one"},{"speaker":"Alan Smith","startTime":2368.33,"endTime":2371.42,"body":"thing leads to another, somebody"},{"speaker":"Alan Smith","startTime":2368.33,"endTime":2371.42,"body":"sees something, they check out"},{"speaker":"Alan Smith","startTime":2371.42,"endTime":2374.39,"body":"something else and then they go"},{"speaker":"Alan Smith","startTime":2371.42,"endTime":2374.39,"body":"and follow other information"},{"speaker":"Alan Smith","startTime":2374.39,"endTime":2379.43,"body":"you've shared now. As I say,"},{"speaker":"Alan Smith","startTime":2374.39,"endTime":2379.43,"body":"there is a specific strategy and"},{"speaker":"Alan Smith","startTime":2379.43,"endTime":2383.06,"body":"as a specific art and I've had"},{"speaker":"Alan Smith","startTime":2379.43,"endTime":2383.06,"body":"to learn to be more effective to"},{"speaker":"Alan Smith","startTime":2383.06,"endTime":2386.0299999999997,"body":"your points call. We're all"},{"speaker":"Alan Smith","startTime":2383.06,"endTime":2386.0299999999997,"body":"busy, we can't be sitting you"},{"speaker":"Alan Smith","startTime":2386.0299999999997,"endTime":2389.72,"body":"know, on social media all day."},{"speaker":"Alan Smith","startTime":2386.0299999999997,"endTime":2389.72,"body":"So use of scheduling tools I"},{"speaker":"Alan Smith","startTime":2389.72,"endTime":2393.7999999999997,"body":"have used HootSuite, for"},{"speaker":"Alan Smith","startTime":2389.72,"endTime":2393.7999999999997,"body":"example. And I was sort of I've"},{"speaker":"Alan Smith","startTime":2393.7999999999997,"endTime":2396.65,"body":"tried to schedule things men"},{"speaker":"Alan Smith","startTime":2393.7999999999997,"endTime":2396.65,"body":"often on a Sunday I'll write"},{"speaker":"Alan Smith","startTime":2396.65,"endTime":2399.02,"body":"three or four or five things and"},{"speaker":"Alan Smith","startTime":2396.65,"endTime":2399.02,"body":"we'll have them sort of drop"},{"speaker":"Alan Smith","startTime":2399.02,"endTime":2403.04,"body":"into the various platforms on a"},{"speaker":"Alan Smith","startTime":2399.02,"endTime":2403.04,"body":"scheduled time throughout the"},{"speaker":"Alan Smith","startTime":2403.04,"endTime":2406.3399999999997,"body":"week. So it appears that I'm"},{"speaker":"Alan Smith","startTime":2403.04,"endTime":2406.3399999999997,"body":"sort of productive and on it and"},{"speaker":"Alan Smith","startTime":2406.3399999999997,"endTime":2408.29,"body":"I'm not quite as much so it"},{"speaker":"Alan Smith","startTime":2406.3399999999997,"endTime":2408.29,"body":"takes a bit of thought takes a"},{"speaker":"Alan Smith","startTime":2408.29,"endTime":2412.5499999999997,"body":"bit of practice takes a bit of"},{"speaker":"Alan Smith","startTime":2408.29,"endTime":2412.5499999999997,"body":"organization now that's all well"},{"speaker":"Alan Smith","startTime":2412.5499999999997,"endTime":2416.42,"body":"and good but what are the"},{"speaker":"Alan Smith","startTime":2412.5499999999997,"endTime":2416.42,"body":"results one I've kind of feel"},{"speaker":"Alan Smith","startTime":2416.42,"endTime":2419.15,"body":"like raise raise my profile"},{"speaker":"Alan Smith","startTime":2416.42,"endTime":2419.15,"body":"probably more people know about"},{"speaker":"Alan Smith","startTime":2419.21,"endTime":2422.54,"body":"I've lots of opportunities have"},{"speaker":"Alan Smith","startTime":2419.21,"endTime":2422.54,"body":"come my way some are good some"},{"speaker":"Alan Smith","startTime":2422.54,"endTime":2425.0299999999997,"body":"are less good you know you've"},{"speaker":"Alan Smith","startTime":2422.54,"endTime":2425.0299999999997,"body":"got you end up having to say no"},{"speaker":"Alan Smith","startTime":2425.0299999999997,"endTime":2428.0299999999997,"body":"to quite a few things because"},{"speaker":"Alan Smith","startTime":2425.0299999999997,"endTime":2428.0299999999997,"body":"there's a lot of people who want"},{"speaker":"Alan Smith","startTime":2428.0299999999997,"endTime":2431.3599999999997,"body":"to you know, pick your brain as"},{"speaker":"Alan Smith","startTime":2428.0299999999997,"endTime":2431.3599999999997,"body":"they say or any other number of"},{"speaker":"Alan Smith","startTime":2431.39,"endTime":2436.49,"body":"other ways of of just getting"},{"speaker":"Alan Smith","startTime":2431.39,"endTime":2436.49,"body":"involved because of some of the"},{"speaker":"Alan Smith","startTime":2436.49,"endTime":2441.35,"body":"stuff I posted but in in in"},{"speaker":"Alan Smith","startTime":2436.49,"endTime":2441.35,"body":"reality if this if definitely"},{"speaker":"Alan Smith","startTime":2441.35,"endTime":2443.66,"body":"one of the most important"},{"speaker":"Alan Smith","startTime":2441.35,"endTime":2443.66,"body":"reasons is business generation,"},{"speaker":"Alan Smith","startTime":2444.1099999999997,"endTime":2446.72,"body":"new client opportunities, new"},{"speaker":"Alan Smith","startTime":2444.1099999999997,"endTime":2446.72,"body":"partnerships, everything else"},{"speaker":"Alan Smith","startTime":2447.17,"endTime":2449.69,"body":"looking at the numbers we've had"},{"speaker":"Alan Smith","startTime":2447.17,"endTime":2449.69,"body":"a good year this year we will"},{"speaker":"Alan Smith","startTime":2449.69,"endTime":2453.02,"body":"have had our most successful"},{"speaker":"Alan Smith","startTime":2449.69,"endTime":2453.02,"body":"year ever will have the most"},{"speaker":"Alan Smith","startTime":2453.02,"endTime":2457.7,"body":"sort of revenue most"},{"speaker":"Alan Smith","startTime":2453.02,"endTime":2457.7,"body":"profitability content in its in"},{"speaker":"Alan Smith","startTime":2457.7,"endTime":2460.3399999999997,"body":"its Thank you."},{"speaker":"Nick Lincoln","startTime":2461.72,"endTime":2466.43,"body":"Thank you so much."},{"speaker":"Nick Lincoln","startTime":2461.72,"endTime":2466.43,"body":"Well done, Alan. Yeah."},{"speaker":"Andy Hart","startTime":2467.24,"endTime":2468.2,"body":"Yeah."},{"speaker":"Andy Hart","startTime":2467.24,"endTime":2468.2,"body":"Congratulations."},{"speaker":"Alan Smith","startTime":2469.5499999999997,"endTime":2471.41,"body":"I'd like to thank"},{"speaker":"Alan Smith","startTime":2469.5499999999997,"endTime":2471.41,"body":"you guys. I wouldn't have done"},{"speaker":"Alan Smith","startTime":2471.41,"endTime":2478.37,"body":"it without you. It's It's It's"},{"speaker":"Alan Smith","startTime":2471.41,"endTime":2478.37,"body":"cannot last. The point being we"},{"speaker":"Alan Smith","startTime":2478.37,"endTime":2484.85,"body":"have content creation is our"},{"speaker":"Alan Smith","startTime":2478.37,"endTime":2484.85,"body":"second most important source of"},{"speaker":"Alan Smith","startTime":2484.88,"endTime":2488.7799999999997,"body":"new business referrals actually"},{"speaker":"Alan Smith","startTime":2484.88,"endTime":2488.7799999999997,"body":"remain rare client referrals"},{"speaker":"Alan Smith","startTime":2488.7799999999997,"endTime":2491.5099999999998,"body":"remain our single most"},{"speaker":"Alan Smith","startTime":2488.7799999999997,"endTime":2491.5099999999998,"body":"important. However, I can see"},{"speaker":"Alan Smith","startTime":2491.5099999999998,"endTime":2493.91,"body":"that changing next year, I can"},{"speaker":"Alan Smith","startTime":2491.5099999999998,"endTime":2493.91,"body":"think this sort of content"},{"speaker":"Alan Smith","startTime":2493.91,"endTime":2497.7799999999997,"body":"creation will become our single"},{"speaker":"Alan Smith","startTime":2493.91,"endTime":2497.7799999999997,"body":"biggest source of new business"},{"speaker":"Alan Smith","startTime":2497.7799999999997,"endTime":2502.0099999999998,"body":"generation new clients, and new"},{"speaker":"Alan Smith","startTime":2497.7799999999997,"endTime":2502.0099999999998,"body":"opportunities. And I'll sort of"},{"speaker":"Alan Smith","startTime":2502.0099999999998,"endTime":2502.52,"body":"stop there."},{"speaker":"Andy Hart","startTime":2503.39,"endTime":2505.19,"body":"Okay, I've got a"},{"speaker":"Andy Hart","startTime":2503.39,"endTime":2505.19,"body":"couple of other things to throw"},{"speaker":"Andy Hart","startTime":2505.19,"endTime":2509.81,"body":"in the mix. Scheduling or"},{"speaker":"Andy Hart","startTime":2505.19,"endTime":2509.81,"body":"scheduling scheduling is key"},{"speaker":"Andy Hart","startTime":2510.1099999999997,"endTime":2514.2799999999997,"body":"traps an example. It's in the"},{"speaker":"Andy Hart","startTime":2510.1099999999997,"endTime":2514.2799999999997,"body":"diary 2024. We've got 26"},{"speaker":"Andy Hart","startTime":2514.2799999999997,"endTime":2519.5899999999997,"body":"episodes to do we're committed"},{"speaker":"Andy Hart","startTime":2514.2799999999997,"endTime":2519.5899999999997,"body":"is the similar with the other"},{"speaker":"Andy Hart","startTime":2519.5899999999997,"endTime":2522.1099999999997,"body":"stuff. I do humans on a"},{"speaker":"Andy Hart","startTime":2519.5899999999997,"endTime":2522.1099999999997,"body":"management Advisor newsletter,"},{"speaker":"Andy Hart","startTime":2522.1099999999997,"endTime":2524.8399999999997,"body":"it's monthly. So I'm committed"},{"speaker":"Andy Hart","startTime":2522.1099999999997,"endTime":2524.8399999999997,"body":"that needs to be done. You need"},{"speaker":"Andy Hart","startTime":2524.8399999999997,"endTime":2527.9,"body":"to force yourself to do it. So"},{"speaker":"Andy Hart","startTime":2524.8399999999997,"endTime":2527.9,"body":"schedule having a schedule"},{"speaker":"Andy Hart","startTime":2527.9,"endTime":2531.5299999999997,"body":"schedule is key. There's a good"},{"speaker":"Andy Hart","startTime":2527.9,"endTime":2531.5299999999997,"body":"book on this a guy called Steven"},{"speaker":"Andy Hart","startTime":2531.5299999999997,"endTime":2535.94,"body":"Pressfield he the greatest book"},{"speaker":"Andy Hart","startTime":2531.5299999999997,"endTime":2535.94,"body":"ever is called The War of Art. I"},{"speaker":"Andy Hart","startTime":2535.94,"endTime":2539.0299999999997,"body":"recommend you read it. It's"},{"speaker":"Andy Hart","startTime":2535.94,"endTime":2539.0299999999997,"body":"really thin. Have it as a bit of"},{"speaker":"Andy Hart","startTime":2539.0299999999997,"endTime":2542.27,"body":"a Christmas read. He's also got"},{"speaker":"Andy Hart","startTime":2539.0299999999997,"endTime":2542.27,"body":"another book called Turning Pro."},{"speaker":"Andy Hart","startTime":2543.08,"endTime":2544.8199999999997,"body":"I love his writing"},{"speaker":"Alan Smith","startTime":2545.96,"endTime":2548.48,"body":"him and you"},{"speaker":"Alan Smith","startTime":2545.96,"endTime":2548.48,"body":"mentioned him every episode,"},{"speaker":"Alan Smith","startTime":2548.75,"endTime":2551.9,"body":"don't you? It's not that it's a"},{"speaker":"Alan Smith","startTime":2548.75,"endTime":2551.9,"body":"random we can we can remote."},{"speaker":"Alan Smith","startTime":2552.2,"endTime":2555.65,"body":"Brilliant. Helped. Helps outs"},{"speaker":"Alan Smith","startTime":2552.2,"endTime":2555.65,"body":"when you repeat you."},{"speaker":"Andy Hart","startTime":2555.68,"endTime":2558.71,"body":"You are the king you"},{"speaker":"Andy Hart","startTime":2555.68,"endTime":2558.71,"body":"are the king story."},{"speaker":"Andy Hart","startTime":2558.74,"endTime":2560.7799999999997,"body":"Regurgitator. Anyway,"},{"speaker":"Alan Smith","startTime":2561.29,"endTime":2562.6099999999997,"body":"I appreciate your"},{"speaker":"Alan Smith","startTime":2561.29,"endTime":2562.6099999999997,"body":"positive feedback."},{"speaker":"Unknown","startTime":2564.38,"endTime":2567.35,"body":"Talk about wins. I"},{"speaker":"Unknown","startTime":2564.38,"endTime":2567.35,"body":"mean, maybe one minutes it is"},{"speaker":"Unknown","startTime":2567.35,"endTime":2569.96,"body":"still a record though. Amazing."},{"speaker":"Unknown","startTime":2567.35,"endTime":2569.96,"body":"goodwill to"},{"speaker":"Nick Lincoln","startTime":2569.96,"endTime":2571.52,"body":"all men. It's"},{"speaker":"Nick Lincoln","startTime":2569.96,"endTime":2571.52,"body":"sickening, isn't it? Anyway,"},{"speaker":"Nick Lincoln","startTime":2571.52,"endTime":2573.1099999999997,"body":"gone. Alright, coming. So"},{"speaker":"Andy Hart","startTime":2573.1099999999997,"endTime":2575.63,"body":"I'm gonna carry on"},{"speaker":"Andy Hart","startTime":2573.1099999999997,"endTime":2575.63,"body":"moving money breached a million"},{"speaker":"Andy Hart","startTime":2575.63,"endTime":2580.73,"body":"downloads, which is a pretty"},{"speaker":"Andy Hart","startTime":2575.63,"endTime":2580.73,"body":"yeah, pretty big, big target on"},{"speaker":"Andy Hart","startTime":2580.73,"endTime":2584.12,"body":"the on the podcast space. Yeah,"},{"speaker":"Andy Hart","startTime":2580.73,"endTime":2584.12,"body":"back to Alan's point, the more"},{"speaker":"Andy Hart","startTime":2584.12,"endTime":2586.49,"body":"content you put out there, the"},{"speaker":"Andy Hart","startTime":2584.12,"endTime":2586.49,"body":"more opportunities come we don't"},{"speaker":"Andy Hart","startTime":2586.49,"endTime":2588.95,"body":"know exactly what they're going"},{"speaker":"Andy Hart","startTime":2586.49,"endTime":2588.95,"body":"to be. But just just stuff"},{"speaker":"Andy Hart","startTime":2588.95,"endTime":2591.83,"body":"happens, you know, sort of"},{"speaker":"Andy Hart","startTime":2588.95,"endTime":2591.83,"body":"increase in your luck, surface"},{"speaker":"Andy Hart","startTime":2591.83,"endTime":2594.7999999999997,"body":"area, whatever you want to call"},{"speaker":"Andy Hart","startTime":2591.83,"endTime":2594.7999999999997,"body":"it. And also, you should be"},{"speaker":"Andy Hart","startTime":2594.7999999999997,"endTime":2598.46,"body":"somewhat embarrassed of your"},{"speaker":"Andy Hart","startTime":2594.7999999999997,"endTime":2598.46,"body":"early content, it means if"},{"speaker":"Andy Hart","startTime":2598.46,"endTime":2600.17,"body":"you're not embarrassed of your"},{"speaker":"Andy Hart","startTime":2598.46,"endTime":2600.17,"body":"early content, it means you"},{"speaker":"Andy Hart","startTime":2600.17,"endTime":2603.5899999999997,"body":"launch too late. You know, I put"},{"speaker":"Andy Hart","startTime":2600.17,"endTime":2603.5899999999997,"body":"some terrible stuff out there"},{"speaker":"Andy Hart","startTime":2603.77,"endTime":2605.96,"body":"over the years. I mean, it's not"},{"speaker":"Andy Hart","startTime":2603.77,"endTime":2605.96,"body":"it's not offensive or anything."},{"speaker":"Andy Hart","startTime":2605.96,"endTime":2609.14,"body":"It's just sort of, you know, bad"},{"speaker":"Andy Hart","startTime":2605.96,"endTime":2609.14,"body":"mics, bad lighting, you know,"},{"speaker":"Andy Hart","startTime":2609.17,"endTime":2612.7999999999997,"body":"badly worded essays or whatever."},{"speaker":"Andy Hart","startTime":2609.17,"endTime":2612.7999999999997,"body":"And obviously, you just get"},{"speaker":"Andy Hart","startTime":2612.83,"endTime":2616.3399999999997,"body":"better and better at it. Here's"},{"speaker":"Andy Hart","startTime":2612.83,"endTime":2616.3399999999997,"body":"a quote that's going to sort of"},{"speaker":"Andy Hart","startTime":2616.3399999999997,"endTime":2619.16,"body":"great with Nick, you know, I've"},{"speaker":"Andy Hart","startTime":2616.3399999999997,"endTime":2619.16,"body":"sort of I've grown up and you"},{"speaker":"Andy Hart","startTime":2619.16,"endTime":2622.31,"body":"probably get ready with a drop"},{"speaker":"Andy Hart","startTime":2619.16,"endTime":2622.31,"body":"over. I've grown up in public in"},{"speaker":"Andy Hart","startTime":2622.31,"endTime":2626.12,"body":"this business. And I'll continue"},{"speaker":"Andy Hart","startTime":2622.31,"endTime":2626.12,"body":"to do that. Anyway. Any other"},{"speaker":"Andy Hart","startTime":2626.12,"endTime":2626.9,"body":"final points?"},{"speaker":"Alan Smith","startTime":2628.52,"endTime":2632.81,"body":"Is that is that the"},{"speaker":"Alan Smith","startTime":2628.52,"endTime":2632.81,"body":"quote? Oh, it's just as you say."},{"speaker":"Alan Smith","startTime":2633.47,"endTime":2638.69,"body":"And it's the same as this"},{"speaker":"Alan Smith","startTime":2633.47,"endTime":2638.69,"body":"podcast. Trap. It's so it's so"},{"speaker":"Alan Smith","startTime":2638.69,"endTime":2641.72,"body":"polished and professional NAMM"},{"speaker":"Alan Smith","startTime":2638.69,"endTime":2641.72,"body":"was so respectful to each other."},{"speaker":"Alan Smith","startTime":2641.9,"endTime":2645.41,"body":"Some of those early episodes"},{"speaker":"Alan Smith","startTime":2641.9,"endTime":2645.41,"body":"when, when the when the smoke"},{"speaker":"Alan Smith","startTime":2645.41,"endTime":2648.5299999999997,"body":"alarms going off in the"},{"speaker":"Alan Smith","startTime":2645.41,"endTime":2648.5299999999997,"body":"background or the Yeah, exactly."},{"speaker":"Alan Smith","startTime":2648.83,"endTime":2652.25,"body":"We should cause heavy breathing"},{"speaker":"Alan Smith","startTime":2648.83,"endTime":2652.25,"body":"through the whole thing."},{"speaker":"Andy Hart","startTime":2652.2799999999997,"endTime":2655.3399999999997,"body":"I'm coughing entire"},{"speaker":"Andy Hart","startTime":2652.2799999999997,"endTime":2655.3399999999997,"body":"time. Yeah, it's a bit rough"},{"speaker":"Andy Hart","startTime":2655.3399999999997,"endTime":2655.88,"body":"around now."},{"speaker":"Alan Smith","startTime":2655.88,"endTime":2658.49,"body":"It's now it's"},{"speaker":"Alan Smith","startTime":2655.88,"endTime":2658.49,"body":"wonderful. It's so professional."},{"speaker":"Alan Smith","startTime":2658.7,"endTime":2659.93,"body":"When you finally"},{"speaker":"Andy Hart","startTime":2659.93,"endTime":2662.39,"body":"learn how to connect"},{"speaker":"Andy Hart","startTime":2659.93,"endTime":2662.39,"body":"your mic to your computer for"},{"speaker":"Andy Hart","startTime":2662.39,"endTime":2664.88,"body":"the first eight episodes. You"},{"speaker":"Andy Hart","startTime":2662.39,"endTime":2664.88,"body":"had the mic in front of you, but"},{"speaker":"Andy Hart","startTime":2664.88,"endTime":2667.7,"body":"you were using the computer mic"},{"speaker":"Andy Hart","startTime":2664.88,"endTime":2667.7,"body":"anyway. It's totally fine to"},{"speaker":"Andy Hart","startTime":2667.7,"endTime":2670.22,"body":"make some small mistakes like"},{"speaker":"Andy Hart","startTime":2667.7,"endTime":2670.22,"body":"that, Alan, that's how we learn."},{"speaker":"Andy Hart","startTime":2671.0,"endTime":2671.63,"body":"Exactly"},{"speaker":"Alan Smith","startTime":2671.63,"endTime":2675.44,"body":"right. I appreciate"},{"speaker":"Alan Smith","startTime":2671.63,"endTime":2675.44,"body":"that. And there is a good I"},{"speaker":"Alan Smith","startTime":2675.44,"endTime":2680.06,"body":"think I shared it with you guys"},{"speaker":"Alan Smith","startTime":2675.44,"endTime":2680.06,"body":"is there's a good podcast out"},{"speaker":"Alan Smith","startTime":2680.0899999999997,"endTime":2682.94,"body":"let me just see if I've got it"},{"speaker":"Alan Smith","startTime":2680.0899999999997,"endTime":2682.94,"body":"Steve Sandusky. Some of you guys"},{"speaker":"Alan Smith","startTime":2682.94,"endTime":2686.9,"body":"know Steve Sandusky, yeah,"},{"speaker":"Alan Smith","startTime":2682.94,"endTime":2686.9,"body":"produces podcast comm or exactly"},{"speaker":"Alan Smith","startTime":2686.9,"endTime":2690.29,"body":"what it's called, but worth"},{"speaker":"Alan Smith","startTime":2686.9,"endTime":2690.29,"body":"looking at. We probably can post"},{"speaker":"Alan Smith","startTime":2690.29,"endTime":2692.39,"body":"a link to this in the show"},{"speaker":"Alan Smith","startTime":2690.29,"endTime":2692.39,"body":"notes. But just the last one is"},{"speaker":"Alan Smith","startTime":2692.39,"endTime":2695.7799999999997,"body":"just a couple of weeks ago, he"},{"speaker":"Alan Smith","startTime":2692.39,"endTime":2695.7799999999997,"body":"interviews this young financial"},{"speaker":"Alan Smith","startTime":2695.7799999999997,"endTime":2700.46,"body":"planner in America, obviously."},{"speaker":"Alan Smith","startTime":2695.7799999999997,"endTime":2700.46,"body":"And this guy just started his"},{"speaker":"Alan Smith","startTime":2700.46,"endTime":2704.21,"body":"own YouTube channel. And he was"},{"speaker":"Alan Smith","startTime":2700.46,"endTime":2704.21,"body":"and he's got again, he basically"},{"speaker":"Alan Smith","startTime":2704.24,"endTime":2707.45,"body":"unpacks exactly how he does it."},{"speaker":"Alan Smith","startTime":2704.24,"endTime":2707.45,"body":"He goes, he records, I think"},{"speaker":"Alan Smith","startTime":2707.45,"endTime":2714.98,"body":"five, under 1510 to 15 minutes,"},{"speaker":"Alan Smith","startTime":2707.45,"endTime":2714.98,"body":"YouTube films, whatever you call"},{"speaker":"Alan Smith","startTime":2714.98,"endTime":2718.19,"body":"it, YouTube clips, shorts,"},{"speaker":"Alan Smith","startTime":2714.98,"endTime":2718.19,"body":"whatever. And he records them"},{"speaker":"Alan Smith","startTime":2718.19,"endTime":2720.56,"body":"kind of all at once he Batch"},{"speaker":"Alan Smith","startTime":2718.19,"endTime":2720.56,"body":"Records and he did pretty basic"},{"speaker":"Alan Smith","startTime":2720.56,"endTime":2722.99,"body":"stuff. He does them in his home"},{"speaker":"Alan Smith","startTime":2720.56,"endTime":2722.99,"body":"and his bedroom. And somebody"},{"speaker":"Alan Smith","startTime":2722.99,"endTime":2726.17,"body":"films if and he tells you"},{"speaker":"Alan Smith","startTime":2722.99,"endTime":2726.17,"body":"exactly how he does it and"},{"speaker":"Alan Smith","startTime":2726.17,"endTime":2729.65,"body":"speaks to camera, etc. And I"},{"speaker":"Alan Smith","startTime":2726.17,"endTime":2729.65,"body":"can't remember what the numbers"},{"speaker":"Alan Smith","startTime":2729.65,"endTime":2733.49,"body":"are. But he is getting just"},{"speaker":"Alan Smith","startTime":2729.65,"endTime":2733.49,"body":"hundreds and hundreds and"},{"speaker":"Alan Smith","startTime":2733.49,"endTime":2736.67,"body":"hundreds of new business is your"},{"speaker":"Alan Smith","startTime":2733.49,"endTime":2736.67,"body":"business inquiries. I think you"},{"speaker":"Alan Smith","startTime":2736.67,"endTime":2739.73,"body":"said he's added about 150"},{"speaker":"Alan Smith","startTime":2736.67,"endTime":2739.73,"body":"million of assets or 100 20"},{"speaker":"Alan Smith","startTime":2739.73,"endTime":2743.7799999999997,"body":"million of assets dollars in the"},{"speaker":"Alan Smith","startTime":2739.73,"endTime":2743.7799999999997,"body":"last 12 months alone just as"},{"speaker":"Alan Smith","startTime":2744.29,"endTime":2747.14,"body":"almost everything from this"},{"speaker":"Alan Smith","startTime":2744.29,"endTime":2747.14,"body":"YouTube channel. And again, he"},{"speaker":"Alan Smith","startTime":2747.14,"endTime":2750.47,"body":"explained that first few are"},{"speaker":"Alan Smith","startTime":2747.14,"endTime":2750.47,"body":"absolutely terrible. He's got a"},{"speaker":"Alan Smith","startTime":2750.47,"endTime":2754.94,"body":"system that is going to program"},{"speaker":"Alan Smith","startTime":2750.47,"endTime":2754.94,"body":"and he's absolutely flying. And"},{"speaker":"Alan Smith","startTime":2754.94,"endTime":2757.3399999999997,"body":"the other thing I suppose it's"},{"speaker":"Alan Smith","startTime":2754.94,"endTime":2757.3399999999997,"body":"relevant to this when you create"},{"speaker":"Alan Smith","startTime":2757.3399999999997,"endTime":2760.19,"body":"content, anyone in theory from"},{"speaker":"Alan Smith","startTime":2757.3399999999997,"endTime":2760.19,"body":"anywhere in the world can read"},{"speaker":"Alan Smith","startTime":2760.19,"endTime":2765.65,"body":"it or consume it as it pertains"},{"speaker":"Alan Smith","startTime":2760.19,"endTime":2765.65,"body":"to our work in this kind of"},{"speaker":"Alan Smith","startTime":2765.65,"endTime":2769.16,"body":"modern digital kind of remote"},{"speaker":"Alan Smith","startTime":2765.65,"endTime":2769.16,"body":"zoom type world that we live in."},{"speaker":"Alan Smith","startTime":2769.52,"endTime":2771.41,"body":"It's perfectly reasonable to"},{"speaker":"Alan Smith","startTime":2769.52,"endTime":2771.41,"body":"take on a client that lives"},{"speaker":"Alan Smith","startTime":2771.41,"endTime":2773.7799999999997,"body":"outside of the country, they"},{"speaker":"Alan Smith","startTime":2771.41,"endTime":2773.7799999999997,"body":"will actually never meet in"},{"speaker":"Alan Smith","startTime":2773.7799999999997,"endTime":2776.24,"body":"person, whereas the old version"},{"speaker":"Alan Smith","startTime":2773.7799999999997,"endTime":2776.24,"body":"which you can avoid We're"},{"speaker":"Alan Smith","startTime":2776.24,"endTime":2778.5499999999997,"body":"looking at your local"},{"speaker":"Alan Smith","startTime":2776.24,"endTime":2778.5499999999997,"body":"literature, your geographical"},{"speaker":"Alan Smith","startTime":2778.5499999999997,"endTime":2781.16,"body":"area, hence the needs for people"},{"speaker":"Alan Smith","startTime":2778.5499999999997,"endTime":2781.16,"body":"used to take your adverts in"},{"speaker":"Alan Smith","startTime":2781.16,"endTime":2783.8599999999997,"body":"their local paper and stuff."},{"speaker":"Alan Smith","startTime":2781.16,"endTime":2783.8599999999997,"body":"It's all kind of gone now. So if"},{"speaker":"Alan Smith","startTime":2783.8599999999997,"endTime":2788.69,"body":"somebody in Edinburgh just reads"},{"speaker":"Alan Smith","startTime":2783.8599999999997,"endTime":2788.69,"body":"your blog and loves it, then you"},{"speaker":"Alan Smith","startTime":2788.69,"endTime":2791.8399999999997,"body":"can engage with them, which is a"},{"speaker":"Alan Smith","startTime":2788.69,"endTime":2791.8399999999997,"body":"useful benefit as well. And what"},{"speaker":"Andy Hart","startTime":2791.8399999999997,"endTime":2793.25,"body":"I mean yeah, a good"},{"speaker":"Andy Hart","startTime":2791.8399999999997,"endTime":2793.25,"body":"example of that is obviously"},{"speaker":"Andy Hart","startTime":2793.25,"endTime":2796.67,"body":"Pete Matthews who's in Penzance,"},{"speaker":"Andy Hart","startTime":2793.25,"endTime":2796.67,"body":"which is in the, you know, the"},{"speaker":"Andy Hart","startTime":2796.73,"endTime":2798.98,"body":"center of nowhere, you know,"},{"speaker":"Andy Hart","startTime":2796.73,"endTime":2798.98,"body":"still three hours once you get"},{"speaker":"Andy Hart","startTime":2798.98,"endTime":2801.5899999999997,"body":"to Cornwall to Penzance, but"},{"speaker":"Andy Hart","startTime":2798.98,"endTime":2801.5899999999997,"body":"obviously, he's been able to"},{"speaker":"Andy Hart","startTime":2801.5899999999997,"endTime":2805.58,"body":"take on clients everywhere. A"},{"speaker":"Andy Hart","startTime":2801.5899999999997,"endTime":2805.58,"body":"bit of a humble brag humans on a"},{"speaker":"Andy Hart","startTime":2805.58,"endTime":2808.85,"body":"management premium, we've got"},{"speaker":"Andy Hart","startTime":2805.58,"endTime":2808.85,"body":"members from 13 countries around"},{"speaker":"Andy Hart","startTime":2808.85,"endTime":2811.67,"body":"the world. I mean, that's"},{"speaker":"Andy Hart","startTime":2808.85,"endTime":2811.67,"body":"ridiculous. You know, me sitting"},{"speaker":"Andy Hart","startTime":2811.67,"endTime":2814.4,"body":"in my little chicken shed and"},{"speaker":"Andy Hart","startTime":2811.67,"endTime":2814.4,"body":"hacen and then getting"},{"speaker":"Andy Hart","startTime":2814.4,"endTime":2818.2999999999997,"body":"subscribers from like Norway and"},{"speaker":"Andy Hart","startTime":2814.4,"endTime":2818.2999999999997,"body":"Singapore. I mean, it's all from"},{"speaker":"Andy Hart","startTime":2818.33,"endTime":2821.69,"body":"basically LinkedIn to LinkedIn"},{"speaker":"Andy Hart","startTime":2818.33,"endTime":2821.69,"body":"is a huge huge, huge base for me"},{"speaker":"Andy Hart","startTime":2821.69,"endTime":2825.2599999999998,"body":"now, that might not be the same"},{"speaker":"Andy Hart","startTime":2821.69,"endTime":2825.2599999999998,"body":"for advisors looking for"},{"speaker":"Andy Hart","startTime":2825.2599999999998,"endTime":2827.42,"body":"clients, let's say but it's all"},{"speaker":"Andy Hart","startTime":2825.2599999999998,"endTime":2827.42,"body":"still part of that sort of"},{"speaker":"Andy Hart","startTime":2827.42,"endTime":2830.33,"body":"digital presence. Yeah, it's"},{"speaker":"Andy Hart","startTime":2827.42,"endTime":2830.33,"body":"let's"},{"speaker":"Alan Smith","startTime":2830.33,"endTime":2834.02,"body":"not let's not let's"},{"speaker":"Alan Smith","startTime":2830.33,"endTime":2834.02,"body":"not let's not forget Andy that"},{"speaker":"Alan Smith","startTime":2834.02,"endTime":2837.62,"body":"this very podcast, the real"},{"speaker":"Alan Smith","startTime":2834.02,"endTime":2837.62,"body":"advisor podcast, yeah, goes down"},{"speaker":"Alan Smith","startTime":2837.62,"endTime":2842.18,"body":"now was was the number one"},{"speaker":"Alan Smith","startTime":2837.62,"endTime":2842.18,"body":"podcast the number of years in"},{"speaker":"Alan Smith","startTime":2842.18,"endTime":2844.4,"body":"Mauritius, Mauritius"},{"speaker":"Andy Hart","startTime":2845.5699999999997,"endTime":2847.4,"body":"and we're still"},{"speaker":"Andy Hart","startTime":2845.5699999999997,"endTime":2847.4,"body":"waiting to close personal"},{"speaker":"Andy Hart","startTime":2847.4,"endTime":2849.5,"body":"friends Harry Smith listening"},{"speaker":"Andy Hart","startTime":2847.4,"endTime":2849.5,"body":"Oh, yeah,"},{"speaker":"Alan Smith","startTime":2849.5299999999997,"endTime":2854.33,"body":"it must it must have"},{"speaker":"Alan Smith","startTime":2849.5299999999997,"endTime":2854.33,"body":"been and we are still waiting"},{"speaker":"Alan Smith","startTime":2854.42,"endTime":2857.12,"body":"for the invite to go out there"},{"speaker":"Alan Smith","startTime":2854.42,"endTime":2857.12,"body":"and do a live and in person"},{"speaker":"Alan Smith","startTime":2857.15,"endTime":2861.29,"body":"event in Mauritius to all our"},{"speaker":"Alan Smith","startTime":2857.15,"endTime":2861.29,"body":"listeners out there. Okay, what"},{"speaker":"Alan Smith","startTime":2861.29,"endTime":2863.48,"body":"else it Nick You haven't you"},{"speaker":"Alan Smith","startTime":2861.29,"endTime":2863.48,"body":"been quiet but you're you're"},{"speaker":"Alan Smith","startTime":2863.48,"endTime":2864.89,"body":"fairly prolific although"},{"speaker":"Nick Lincoln","startTime":2865.16,"endTime":2868.43,"body":"I do yeah. My"},{"speaker":"Nick Lincoln","startTime":2865.16,"endTime":2868.43,"body":"slightly different slant just to"},{"speaker":"Nick Lincoln","startTime":2868.43,"endTime":2872.15,"body":"say by the way I'm very this is"},{"speaker":"Nick Lincoln","startTime":2868.43,"endTime":2872.15,"body":"not part of the kumbaya I love"},{"speaker":"Nick Lincoln","startTime":2872.15,"endTime":2874.7,"body":"it and the Christmas episode and"},{"speaker":"Nick Lincoln","startTime":2872.15,"endTime":2874.7,"body":"the Google tormenting I am I am"},{"speaker":"Nick Lincoln","startTime":2874.7,"endTime":2878.75,"body":"very much respect the content"},{"speaker":"Nick Lincoln","startTime":2874.7,"endTime":2878.75,"body":"that you three put out Carl,"},{"speaker":"Nick Lincoln","startTime":2878.75,"endTime":2881.15,"body":"your your guides are great. And"},{"speaker":"Nick Lincoln","startTime":2878.75,"endTime":2881.15,"body":"obviously a lot of work does go"},{"speaker":"Nick Lincoln","startTime":2881.15,"endTime":2883.16,"body":"into them. And Andy, you're"},{"speaker":"Nick Lincoln","startTime":2881.15,"endTime":2883.16,"body":"renowned for what you do. And"},{"speaker":"Nick Lincoln","startTime":2883.16,"endTime":2885.47,"body":"Alan, I mean, to take one"},{"speaker":"Nick Lincoln","startTime":2883.16,"endTime":2885.47,"body":"example of what you do and the"},{"speaker":"Nick Lincoln","startTime":2885.47,"endTime":2888.08,"body":"threads on I wouldn't call it x"},{"speaker":"Nick Lincoln","startTime":2885.47,"endTime":2888.08,"body":"the threads you don't Twitter"},{"speaker":"Nick Lincoln","startTime":2888.1099999999997,"endTime":2890.66,"body":"are always very well composed."},{"speaker":"Nick Lincoln","startTime":2888.1099999999997,"endTime":2890.66,"body":"And it's, it's a credit to your"},{"speaker":"Nick Lincoln","startTime":2890.66,"endTime":2894.35,"body":"children, they can compose them."},{"speaker":"Nick Lincoln","startTime":2890.66,"endTime":2894.35,"body":"So well on your behalf. Thank"},{"speaker":"Nick Lincoln","startTime":2894.35,"endTime":2898.3399999999997,"body":"you. I do content downtime. I'm"},{"speaker":"Nick Lincoln","startTime":2894.35,"endTime":2898.3399999999997,"body":"a bit more flippant, and I'm you"},{"speaker":"Nick Lincoln","startTime":2898.3399999999997,"endTime":2902.15,"body":"know, I'm very direct and I bit"},{"speaker":"Nick Lincoln","startTime":2898.3399999999997,"endTime":2902.15,"body":"perhaps more servic than then"},{"speaker":"Nick Lincoln","startTime":2902.24,"endTime":2905.96,"body":"some elements. So the call can"},{"speaker":"Nick Lincoln","startTime":2902.24,"endTime":2905.96,"body":"be added to my newsletter once a"},{"speaker":"Nick Lincoln","startTime":2905.96,"endTime":2908.27,"body":"quarter and I'm not even sure I"},{"speaker":"Nick Lincoln","startTime":2905.96,"endTime":2908.27,"body":"mean, I've got about 400 people"},{"speaker":"Nick Lincoln","startTime":2908.27,"endTime":2910.5499999999997,"body":"who subscribed Now how many of"},{"speaker":"Nick Lincoln","startTime":2908.27,"endTime":2910.5499999999997,"body":"them actually read the I could"},{"speaker":"Nick Lincoln","startTime":2910.5499999999997,"endTime":2912.83,"body":"check on MailChimp, I don't want"},{"speaker":"Nick Lincoln","startTime":2910.5499999999997,"endTime":2912.83,"body":"to check I don't really care."},{"speaker":"Nick Lincoln","startTime":2913.49,"endTime":2916.88,"body":"And I put this out once a"},{"speaker":"Nick Lincoln","startTime":2913.49,"endTime":2916.88,"body":"quarter and for me it's it's the"},{"speaker":"Nick Lincoln","startTime":2916.88,"endTime":2920.54,"body":"art of actually writing stuff"},{"speaker":"Nick Lincoln","startTime":2916.88,"endTime":2920.54,"body":"helps me just get my thoughts"},{"speaker":"Nick Lincoln","startTime":2920.54,"endTime":2923.42,"body":"organized. That's that's the"},{"speaker":"Nick Lincoln","startTime":2920.54,"endTime":2923.42,"body":"that's, I really do the"},{"speaker":"Nick Lincoln","startTime":2923.42,"endTime":2926.99,"body":"newsletter for myself, just to"},{"speaker":"Nick Lincoln","startTime":2923.42,"endTime":2926.99,"body":"get my head around concepts and"},{"speaker":"Nick Lincoln","startTime":2927.02,"endTime":2930.92,"body":"just just do some research, find"},{"speaker":"Nick Lincoln","startTime":2927.02,"endTime":2930.92,"body":"the figures backup my you know,"},{"speaker":"Nick Lincoln","startTime":2930.92,"endTime":2933.44,"body":"fine, fine, like most things you"},{"speaker":"Nick Lincoln","startTime":2930.92,"endTime":2933.44,"body":"go into, and you've got an"},{"speaker":"Nick Lincoln","startTime":2933.44,"endTime":2935.12,"body":"argument already in your head"},{"speaker":"Nick Lincoln","startTime":2933.44,"endTime":2935.12,"body":"and then you find stuff that"},{"speaker":"Nick Lincoln","startTime":2935.15,"endTime":2936.95,"body":"backs up the argument and you"},{"speaker":"Nick Lincoln","startTime":2935.15,"endTime":2936.95,"body":"can find the facts that the"},{"speaker":"Nick Lincoln","startTime":2936.95,"endTime":2939.5899999999997,"body":"argument you know, equity is a"},{"speaker":"Nick Lincoln","startTime":2936.95,"endTime":2939.5899999999997,"body":"brilliant, inflation is wrong."},{"speaker":"Nick Lincoln","startTime":2939.68,"endTime":2942.2,"body":"Mainstream media is an absolute"},{"speaker":"Nick Lincoln","startTime":2939.68,"endTime":2942.2,"body":"millstone around your neck if"},{"speaker":"Nick Lincoln","startTime":2942.2,"endTime":2943.91,"body":"you follow any of it, and most"},{"speaker":"Nick Lincoln","startTime":2942.2,"endTime":2943.91,"body":"of the people in it are"},{"speaker":"Nick Lincoln","startTime":2943.91,"endTime":2947.63,"body":"clueless. And it just helps me"},{"speaker":"Nick Lincoln","startTime":2943.91,"endTime":2947.63,"body":"organize my thought process. But"},{"speaker":"Nick Lincoln","startTime":2947.63,"endTime":2950.12,"body":"it also means I have got a whole"},{"speaker":"Nick Lincoln","startTime":2947.63,"endTime":2950.12,"body":"library of articles now that I"},{"speaker":"Nick Lincoln","startTime":2950.12,"endTime":2952.5499999999997,"body":"can just reference to Clark, you"},{"speaker":"Nick Lincoln","startTime":2950.12,"endTime":2952.5499999999997,"body":"know, I keep a spreadsheet of"},{"speaker":"Nick Lincoln","startTime":2952.5499999999997,"endTime":2955.6099999999997,"body":"everything I've written and I"},{"speaker":"Nick Lincoln","startTime":2952.5499999999997,"endTime":2955.6099999999997,"body":"tag it so I know that articles"},{"speaker":"Nick Lincoln","startTime":2955.6099999999997,"endTime":2959.21,"body":"on that then I can send it to"},{"speaker":"Nick Lincoln","startTime":2955.6099999999997,"endTime":2959.21,"body":"clients or prospects and because"},{"speaker":"Nick Lincoln","startTime":2959.21,"endTime":2962.27,"body":"my newsletters on Squarespace"},{"speaker":"Nick Lincoln","startTime":2959.21,"endTime":2962.27,"body":"you can actually put a hyperlink"},{"speaker":"Nick Lincoln","startTime":2962.27,"endTime":2964.52,"body":"in so although it's a big long"},{"speaker":"Nick Lincoln","startTime":2962.27,"endTime":2964.52,"body":"scrolling page, you can go"},{"speaker":"Nick Lincoln","startTime":2964.52,"endTime":2967.85,"body":"straight to Article Three and"},{"speaker":"Nick Lincoln","startTime":2964.52,"endTime":2967.85,"body":"send that to client it's just"},{"speaker":"Nick Lincoln","startTime":2967.85,"endTime":2970.8199999999997,"body":"putting up a resume of"},{"speaker":"Nick Lincoln","startTime":2967.85,"endTime":2970.8199999999997,"body":"information that's that's hot in"},{"speaker":"Nick Lincoln","startTime":2970.8199999999997,"endTime":2974.72,"body":"my case, I don't know I take it"},{"speaker":"Nick Lincoln","startTime":2970.8199999999997,"endTime":2974.72,"body":"to extremes. And so in quotes"},{"speaker":"Nick Lincoln","startTime":2974.72,"endTime":2977.2999999999997,"body":"joke's on my political comments,"},{"speaker":"Nick Lincoln","startTime":2974.72,"endTime":2977.2999999999997,"body":"but it is very highly"},{"speaker":"Nick Lincoln","startTime":2977.2999999999997,"endTime":2980.63,"body":"personalized because you know,"},{"speaker":"Nick Lincoln","startTime":2977.2999999999997,"endTime":2980.63,"body":"as you guys do, I believe what"},{"speaker":"Nick Lincoln","startTime":2980.63,"endTime":2983.0299999999997,"body":"clients see is what they must"},{"speaker":"Nick Lincoln","startTime":2980.63,"endTime":2983.0299999999997,"body":"get right you can't put it on or"},{"speaker":"Nick Lincoln","startTime":2983.06,"endTime":2986.69,"body":"you can't put on a sort of a"},{"speaker":"Nick Lincoln","startTime":2983.06,"endTime":2986.69,"body":"cara pace. You can't maintain a"},{"speaker":"Nick Lincoln","startTime":2987.0499999999997,"endTime":2989.54,"body":"two personalities that you've"},{"speaker":"Nick Lincoln","startTime":2987.0499999999997,"endTime":2989.54,"body":"got to be yourself all the time"},{"speaker":"Nick Lincoln","startTime":2989.54,"endTime":2992.45,"body":"and and that some people that's"},{"speaker":"Nick Lincoln","startTime":2989.54,"endTime":2992.45,"body":"going to repel and some people"},{"speaker":"Nick Lincoln","startTime":2992.45,"endTime":2995.18,"body":"that's going to attract and so I"},{"speaker":"Nick Lincoln","startTime":2992.45,"endTime":2995.18,"body":"make my content when I do it"},{"speaker":"Nick Lincoln","startTime":2995.18,"endTime":2999.08,"body":"very much about me. I've got a"},{"speaker":"Nick Lincoln","startTime":2995.18,"endTime":2999.08,"body":"few 100 People read my"},{"speaker":"Nick Lincoln","startTime":2999.08,"endTime":3002.68,"body":"newsletter, I probably got a few"},{"speaker":"Nick Lincoln","startTime":2999.08,"endTime":3002.68,"body":"100,000 people because of my"},{"speaker":"Nick Lincoln","startTime":3002.68,"endTime":3005.5899999999997,"body":"newsletter, and that was few"},{"speaker":"Nick Lincoln","startTime":3002.68,"endTime":3005.5899999999997,"body":"million Nick a few million, a"},{"speaker":"Nick Lincoln","startTime":3005.5899999999997,"endTime":3011.5,"body":"few million in the end it but I"},{"speaker":"Nick Lincoln","startTime":3005.5899999999997,"endTime":3011.5,"body":"do it mainly for personal,"},{"speaker":"Nick Lincoln","startTime":3011.8599999999997,"endTime":3014.95,"body":"personal self improvement."},{"speaker":"Nick Lincoln","startTime":3011.8599999999997,"endTime":3014.95,"body":"That's, that's that's why I do"},{"speaker":"Nick Lincoln","startTime":3014.95,"endTime":3018.67,"body":"that the content and just"},{"speaker":"Nick Lincoln","startTime":3014.95,"endTime":3018.67,"body":"talking I just want to kind of"},{"speaker":"Nick Lincoln","startTime":3018.67,"endTime":3020.68,"body":"segue off a bit bit but in"},{"speaker":"Nick Lincoln","startTime":3018.67,"endTime":3020.68,"body":"marketing, you know, my"},{"speaker":"Nick Lincoln","startTime":3020.68,"endTime":3024.8199999999997,"body":"marketing thing is about"},{"speaker":"Nick Lincoln","startTime":3020.68,"endTime":3024.8199999999997,"body":"referrals. And that's that's"},{"speaker":"Nick Lincoln","startTime":3024.8199999999997,"endTime":3028.75,"body":"where I get all my clients from"},{"speaker":"Nick Lincoln","startTime":3024.8199999999997,"endTime":3028.75,"body":"and I after we finished doing"},{"speaker":"Nick Lincoln","startTime":3028.75,"endTime":3031.93,"body":"today's recording of trap, I've"},{"speaker":"Nick Lincoln","startTime":3028.75,"endTime":3031.93,"body":"got whatever you want to call it"},{"speaker":"Nick Lincoln","startTime":3031.93,"endTime":3036.22,"body":"a discovery meeting with with"},{"speaker":"Nick Lincoln","startTime":3031.93,"endTime":3036.22,"body":"with prospects. And long story"},{"speaker":"Nick Lincoln","startTime":3036.22,"endTime":3039.31,"body":"short in 2008 Nine I took on a"},{"speaker":"Nick Lincoln","startTime":3036.22,"endTime":3039.31,"body":"couple I won't give away their"},{"speaker":"Nick Lincoln","startTime":3039.31,"endTime":3043.3599999999997,"body":"names. That's D and I couple"},{"speaker":"Nick Lincoln","startTime":3039.31,"endTime":3043.3599999999997,"body":"coming into retirement since"},{"speaker":"Nick Lincoln","startTime":3043.3599999999997,"endTime":3047.35,"body":"then D has referred his son to"},{"speaker":"Nick Lincoln","startTime":3043.3599999999997,"endTime":3047.35,"body":"me and his wife is also referred"},{"speaker":"Nick Lincoln","startTime":3047.35,"endTime":3051.22,"body":"his daughter to me and her"},{"speaker":"Nick Lincoln","startTime":3047.35,"endTime":3051.22,"body":"husband, now the son and wife"},{"speaker":"Nick Lincoln","startTime":3051.22,"endTime":3053.95,"body":"that he referred to me, they"},{"speaker":"Nick Lincoln","startTime":3051.22,"endTime":3053.95,"body":"referred me on to another couple"},{"speaker":"Nick Lincoln","startTime":3053.95,"endTime":3057.31,"body":"so it's like a referral of a"},{"speaker":"Nick Lincoln","startTime":3053.95,"endTime":3057.31,"body":"referral called P and S and P"},{"speaker":"Nick Lincoln","startTime":3057.31,"endTime":3061.81,"body":"and S I've just referred a"},{"speaker":"Nick Lincoln","startTime":3057.31,"endTime":3061.81,"body":"another couple to me who I'm"},{"speaker":"Nick Lincoln","startTime":3061.8399999999997,"endTime":3064.45,"body":"meeting with today online for"},{"speaker":"Nick Lincoln","startTime":3061.8399999999997,"endTime":3064.45,"body":"this discovery meeting and it"},{"speaker":"Nick Lincoln","startTime":3064.45,"endTime":3067.93,"body":"just cascades down and all of"},{"speaker":"Nick Lincoln","startTime":3064.45,"endTime":3067.93,"body":"these people mix in the same"},{"speaker":"Nick Lincoln","startTime":3067.93,"endTime":3070.0299999999997,"body":"milieu they're their children go"},{"speaker":"Nick Lincoln","startTime":3067.93,"endTime":3070.0299999999997,"body":"to the same schools that's how"},{"speaker":"Nick Lincoln","startTime":3070.0299999999997,"endTime":3073.18,"body":"they met. But the thing is"},{"speaker":"Nick Lincoln","startTime":3070.0299999999997,"endTime":3073.18,"body":"people mixed with like me said"},{"speaker":"Nick Lincoln","startTime":3073.18,"endTime":3075.73,"body":"with like and this is the power"},{"speaker":"Nick Lincoln","startTime":3073.18,"endTime":3075.73,"body":"if you do a good I did a good"},{"speaker":"Nick Lincoln","startTime":3075.73,"endTime":3079.9,"body":"job at A D and I, back in 2008."},{"speaker":"Nick Lincoln","startTime":3075.73,"endTime":3079.9,"body":"Nine he's given me his children,"},{"speaker":"Nick Lincoln","startTime":3079.9,"endTime":3083.0499999999997,"body":"his children, they in turn have"},{"speaker":"Nick Lincoln","startTime":3079.9,"endTime":3083.0499999999997,"body":"given me their close friends and"},{"speaker":"Nick Lincoln","startTime":3083.0499999999997,"endTime":3086.5,"body":"it goes on it goes. And it's"},{"speaker":"Nick Lincoln","startTime":3083.0499999999997,"endTime":3086.5,"body":"just this ripple of if you do a"},{"speaker":"Nick Lincoln","startTime":3086.5,"endTime":3090.79,"body":"good job, but they all you know,"},{"speaker":"Nick Lincoln","startTime":3086.5,"endTime":3090.79,"body":"they're all the people, all the"},{"speaker":"Nick Lincoln","startTime":3090.79,"endTime":3094.15,"body":"earners in those relationships"},{"speaker":"Nick Lincoln","startTime":3090.79,"endTime":3094.15,"body":"are all on six figures. Some of"},{"speaker":"Nick Lincoln","startTime":3094.15,"endTime":3096.5499999999997,"body":"them start with three and four"},{"speaker":"Nick Lincoln","startTime":3094.15,"endTime":3096.5499999999997,"body":"once you factor in bonuses, and"},{"speaker":"Nick Lincoln","startTime":3096.5499999999997,"endTime":3098.5299999999997,"body":"so forth. So they're really"},{"speaker":"Nick Lincoln","startTime":3096.5499999999997,"endTime":3098.5299999999997,"body":"good. They're bright, smart,"},{"speaker":"Nick Lincoln","startTime":3098.5299999999997,"endTime":3101.02,"body":"they want to save their future"},{"speaker":"Nick Lincoln","startTime":3098.5299999999997,"endTime":3101.02,"body":"selves. And they're all coming"},{"speaker":"Nick Lincoln","startTime":3101.02,"endTime":3104.62,"body":"to me saying, Nick Lincoln is"},{"speaker":"Nick Lincoln","startTime":3101.02,"endTime":3104.62,"body":"done this for us. We like him."},{"speaker":"Nick Lincoln","startTime":3104.74,"endTime":3107.38,"body":"And because we're friends with"},{"speaker":"Nick Lincoln","startTime":3104.74,"endTime":3107.38,"body":"you, we'll think you'll like him"},{"speaker":"Nick Lincoln","startTime":3107.38,"endTime":3109.8399999999997,"body":"as well, because we you we all"},{"speaker":"Nick Lincoln","startTime":3107.38,"endTime":3109.8399999999997,"body":"have the same set of personality"},{"speaker":"Nick Lincoln","startTime":3109.8399999999997,"endTime":3110.08,"body":"traits."},{"speaker":"Andy Hart","startTime":3110.2,"endTime":3112.39,"body":"I wonder how they"},{"speaker":"Andy Hart","startTime":3110.2,"endTime":3112.39,"body":"introduce you, Nick, do they say"},{"speaker":"Andy Hart","startTime":3112.39,"endTime":3114.31,"body":"anything like there's a little"},{"speaker":"Andy Hart","startTime":3112.39,"endTime":3114.31,"body":"bit of a character you've got to"},{"speaker":"Andy Hart","startTime":3114.31,"endTime":3119.23,"body":"sort of take in with Google, I"},{"speaker":"Andy Hart","startTime":3114.31,"endTime":3119.23,"body":"noticed, you might appear a bit"},{"speaker":"Andy Hart","startTime":3119.23,"endTime":3120.1,"body":"wacky, but"},{"speaker":"Nick Lincoln","startTime":3121.0899999999997,"endTime":3122.5899999999997,"body":"that's okay. When"},{"speaker":"Nick Lincoln","startTime":3121.0899999999997,"endTime":3122.5899999999997,"body":"we come on to them, which you"},{"speaker":"Nick Lincoln","startTime":3122.5899999999997,"endTime":3124.27,"body":"might do in a minute, because"},{"speaker":"Nick Lincoln","startTime":3122.5899999999997,"endTime":3124.27,"body":"every 15 minutes when we come on"},{"speaker":"Nick Lincoln","startTime":3124.27,"endTime":3127.42,"body":"to the TRAPPIST questions, one"},{"speaker":"Nick Lincoln","startTime":3124.27,"endTime":3127.42,"body":"of the questions that the"},{"speaker":"Nick Lincoln","startTime":3127.42,"endTime":3129.64,"body":"question is asked of us is how"},{"speaker":"Nick Lincoln","startTime":3127.42,"endTime":3129.64,"body":"do we what questions do we ask"},{"speaker":"Nick Lincoln","startTime":3129.64,"endTime":3132.73,"body":"clients? In meetings? One of the"},{"speaker":"Nick Lincoln","startTime":3129.64,"endTime":3132.73,"body":"questions I always try to get"},{"speaker":"Nick Lincoln","startTime":3132.73,"endTime":3134.56,"body":"the conversation going, I say,"},{"speaker":"Nick Lincoln","startTime":3132.73,"endTime":3134.56,"body":"okay, you've been referred to me"},{"speaker":"Nick Lincoln","startTime":3134.56,"endTime":3138.7599999999998,"body":"by by DNI, in your words, what"},{"speaker":"Nick Lincoln","startTime":3134.56,"endTime":3138.7599999999998,"body":"did they tell you about what"},{"speaker":"Nick Lincoln","startTime":3138.7599999999998,"endTime":3141.6099999999997,"body":"I've done for them, and then"},{"speaker":"Nick Lincoln","startTime":3138.7599999999998,"endTime":3141.6099999999997,"body":"just shut up. And then they're"},{"speaker":"Nick Lincoln","startTime":3141.6099999999997,"endTime":3145.15,"body":"gonna say, Oh, you did the"},{"speaker":"Nick Lincoln","startTime":3141.6099999999997,"endTime":3145.15,"body":"graph, you did the chart, style"},{"speaker":"Nick Lincoln","startTime":3145.18,"endTime":3151.63,"body":"thing. Open, open, get them to"},{"speaker":"Nick Lincoln","startTime":3145.18,"endTime":3151.63,"body":"talk to you in their words, and"},{"speaker":"Nick Lincoln","startTime":3151.63,"endTime":3153.46,"body":"then you can use their words"},{"speaker":"Nick Lincoln","startTime":3151.63,"endTime":3153.46,"body":"back to them. That's a very good"},{"speaker":"Nick Lincoln","startTime":3153.46,"endTime":3159.43,"body":"way of, of pretending you're"},{"speaker":"Nick Lincoln","startTime":3153.46,"endTime":3159.43,"body":"empathetic. Okay? Just"},{"speaker":"Alan Smith","startTime":3159.43,"endTime":3161.71,"body":"so just to bring"},{"speaker":"Alan Smith","startTime":3159.43,"endTime":3161.71,"body":"this just to wrap up, put a bow"},{"speaker":"Alan Smith","startTime":3161.71,"endTime":3162.6099999999997,"body":"on this, as we say,"},{"speaker":"Nick Lincoln","startTime":3163.66,"endTime":3165.5499999999997,"body":"unmuted, sorry,"},{"speaker":"Nick Lincoln","startTime":3163.66,"endTime":3165.5499999999997,"body":"you're missing your lovely"},{"speaker":"Nick Lincoln","startTime":3165.5499999999997,"endTime":3167.14,"body":"bloody laugh, maybe I think we"},{"speaker":"Nick Lincoln","startTime":3165.5499999999997,"endTime":3167.14,"body":"could do a"},{"speaker":"Carl Widger","startTime":3169.06,"endTime":3171.2799999999997,"body":"little joke,"},{"speaker":"Carl Widger","startTime":3169.06,"endTime":3171.2799999999997,"body":"pretending I was"},{"speaker":"Andy Hart","startTime":3173.68,"endTime":3175.06,"body":"where we live doing."},{"speaker":"Alan Smith","startTime":3176.71,"endTime":3178.39,"body":"I thought, that"},{"speaker":"Alan Smith","startTime":3176.71,"endTime":3178.39,"body":"wasn't a joke. He's been doing"},{"speaker":"Alan Smith","startTime":3178.39,"endTime":3178.5099999999998,"body":"that"},{"speaker":"Andy Hart","startTime":3179.0499999999997,"endTime":3180.91,"body":"65. Just"},{"speaker":"Alan Smith","startTime":3181.0899999999997,"endTime":3184.12,"body":"to bring that back"},{"speaker":"Alan Smith","startTime":3181.0899999999997,"endTime":3184.12,"body":"to the subject matter, which was"},{"speaker":"Alan Smith","startTime":3184.15,"endTime":3187.8399999999997,"body":"we're still this is the third of"},{"speaker":"Alan Smith","startTime":3184.15,"endTime":3187.8399999999997,"body":"three on business growth and"},{"speaker":"Alan Smith","startTime":3187.8399999999997,"endTime":3192.04,"body":"marketing and focusing on"},{"speaker":"Alan Smith","startTime":3187.8399999999997,"endTime":3192.04,"body":"leveraging the power of content"},{"speaker":"Alan Smith","startTime":3192.04,"endTime":3195.1,"body":"creation, and whatever format"},{"speaker":"Alan Smith","startTime":3192.04,"endTime":3195.1,"body":"you use. Interesting, the I"},{"speaker":"Alan Smith","startTime":3195.1,"endTime":3198.1,"body":"would not be surprised if your"},{"speaker":"Alan Smith","startTime":3195.1,"endTime":3198.1,"body":"newsletter, for example, as a"},{"speaker":"Alan Smith","startTime":3198.1,"endTime":3201.16,"body":"consistent example of your"},{"speaker":"Alan Smith","startTime":3198.1,"endTime":3201.16,"body":"thought leadership, content"},{"speaker":"Alan Smith","startTime":3201.16,"endTime":3204.19,"body":"creation, wouldn't be you know,"},{"speaker":"Alan Smith","startTime":3201.16,"endTime":3204.19,"body":"it might be shared around so"},{"speaker":"Alan Smith","startTime":3204.19,"endTime":3207.7,"body":"that Dee and I might ping it"},{"speaker":"Alan Smith","startTime":3204.19,"endTime":3207.7,"body":"across the link to once they"},{"speaker":"Alan Smith","startTime":3207.7,"endTime":3211.12,"body":"receive it to their friends,"},{"speaker":"Alan Smith","startTime":3207.7,"endTime":3211.12,"body":"families, colleagues. Some of"},{"speaker":"Alan Smith","startTime":3211.12,"endTime":3213.7,"body":"them may say, Oh, this is"},{"speaker":"Alan Smith","startTime":3211.12,"endTime":3213.7,"body":"horrible, I don't like and some"},{"speaker":"Alan Smith","startTime":3213.7,"endTime":3215.41,"body":"will say, Oh, I like the way he"},{"speaker":"Alan Smith","startTime":3213.7,"endTime":3215.41,"body":"writes, I like his thought"},{"speaker":"Alan Smith","startTime":3215.41,"endTime":3218.47,"body":"process. You know that. In other"},{"speaker":"Alan Smith","startTime":3215.41,"endTime":3218.47,"body":"words, it's another calling card"},{"speaker":"Alan Smith","startTime":3218.47,"endTime":3222.49,"body":"that exists out there in the"},{"speaker":"Alan Smith","startTime":3218.47,"endTime":3222.49,"body":"world, that people can sort of"},{"speaker":"Alan Smith","startTime":3222.49,"endTime":3225.04,"body":"delve into, without the need"},{"speaker":"Alan Smith","startTime":3222.49,"endTime":3225.04,"body":"necessarily to make a phone call"},{"speaker":"Alan Smith","startTime":3225.04,"endTime":3227.2,"body":"that reaching out making an"},{"speaker":"Alan Smith","startTime":3225.04,"endTime":3227.2,"body":"initial phone call or email and"},{"speaker":"Alan Smith","startTime":3227.2,"endTime":3230.5899999999997,"body":"first meeting first contact is"},{"speaker":"Alan Smith","startTime":3227.2,"endTime":3230.5899999999997,"body":"quite a big step for people. So"},{"speaker":"Alan Smith","startTime":3230.5899999999997,"endTime":3233.56,"body":"once you get used to what this"},{"speaker":"Alan Smith","startTime":3230.5899999999997,"endTime":3233.56,"body":"sort of cut of the person's job"},{"speaker":"Alan Smith","startTime":3233.95,"endTime":3239.65,"body":"is. So consecration, whatever"},{"speaker":"Alan Smith","startTime":3233.95,"endTime":3239.65,"body":"format you do particularly just"},{"speaker":"Alan Smith","startTime":3239.68,"endTime":3243.5499999999997,"body":"represents you as an individual,"},{"speaker":"Alan Smith","startTime":3239.68,"endTime":3243.5499999999997,"body":"you kind of outlook outlook on"},{"speaker":"Alan Smith","startTime":3243.5499999999997,"endTime":3246.97,"body":"life, and therefore it's either"},{"speaker":"Alan Smith","startTime":3243.5499999999997,"endTime":3246.97,"body":"going to be engaging or not. And"},{"speaker":"Alan Smith","startTime":3246.97,"endTime":3249.19,"body":"the last thing I want to say on"},{"speaker":"Alan Smith","startTime":3246.97,"endTime":3249.19,"body":"this and want to leave the"},{"speaker":"Alan Smith","startTime":3249.19,"endTime":3253.12,"body":"audience with some practical"},{"speaker":"Alan Smith","startTime":3249.19,"endTime":3253.12,"body":"tools, the art of content"},{"speaker":"Alan Smith","startTime":3253.12,"endTime":3255.67,"body":"creation, particularly for using"},{"speaker":"Alan Smith","startTime":3253.12,"endTime":3255.67,"body":"social media platforms,"},{"speaker":"Alan Smith","startTime":3255.67,"endTime":3258.64,"body":"beginning to understand how the"},{"speaker":"Alan Smith","startTime":3255.67,"endTime":3258.64,"body":"algorithms work, and how you can"},{"speaker":"Alan Smith","startTime":3258.64,"endTime":3262.0299999999997,"body":"leverage them to your advantage,"},{"speaker":"Alan Smith","startTime":3258.64,"endTime":3262.0299999999997,"body":"as opposed to being a victim of"},{"speaker":"Alan Smith","startTime":3262.0299999999997,"endTime":3265.7799999999997,"body":"them. I've mentioned already, if"},{"speaker":"Alan Smith","startTime":3262.0299999999997,"endTime":3265.7799999999997,"body":"someone's serious about this,"},{"speaker":"Alan Smith","startTime":3266.23,"endTime":3269.71,"body":"invest the time, invested money"},{"speaker":"Alan Smith","startTime":3266.23,"endTime":3269.71,"body":"and learn, check out the ship 30"},{"speaker":"Alan Smith","startTime":3269.71,"endTime":3272.17,"body":"for 30 course and the other one,"},{"speaker":"Alan Smith","startTime":3269.71,"endTime":3272.17,"body":"which is specifically around"},{"speaker":"Alan Smith","startTime":3272.17,"endTime":3277.3599999999997,"body":"LinkedIn, which I've done is a"},{"speaker":"Alan Smith","startTime":3272.17,"endTime":3277.3599999999997,"body":"guy called Justin Welsh, w e"},{"speaker":"Alan Smith","startTime":3277.3599999999997,"endTime":3281.62,"body":"LSH. He's got a program"},{"speaker":"Alan Smith","startTime":3277.3599999999997,"endTime":3281.62,"body":"economist about $300 or"},{"speaker":"Alan Smith","startTime":3281.62,"endTime":3285.43,"body":"something. And it's just the art"},{"speaker":"Alan Smith","startTime":3281.62,"endTime":3285.43,"body":"and science of being successful"},{"speaker":"Alan Smith","startTime":3285.43,"endTime":3289.33,"body":"in LinkedIn. And this guy is due"},{"speaker":"Alan Smith","startTime":3285.43,"endTime":3289.33,"body":"he's a solo operator working"},{"speaker":"Alan Smith","startTime":3289.33,"endTime":3294.13,"body":"from these chicken shed in Idaho"},{"speaker":"Alan Smith","startTime":3289.33,"endTime":3294.13,"body":"or something. And he's doing a"},{"speaker":"Alan Smith","startTime":3294.13,"endTime":3296.98,"body":"million dollars a year and more"},{"speaker":"Alan Smith","startTime":3294.13,"endTime":3296.98,"body":"because he's really understood"},{"speaker":"Alan Smith","startTime":3296.98,"endTime":3299.62,"body":"the power and the impact is"},{"speaker":"Alan Smith","startTime":3296.98,"endTime":3299.62,"body":"literally shedloads"},{"speaker":"Andy Hart","startTime":3299.62,"endTime":3302.2599999999998,"body":"Island. He's doing"},{"speaker":"Andy Hart","startTime":3299.62,"endTime":3302.2599999999998,"body":"like 5 million as a solo Yeah."},{"speaker":"Alan Smith","startTime":3303.85,"endTime":3306.52,"body":"He's doing a lot."},{"speaker":"Alan Smith","startTime":3303.85,"endTime":3306.52,"body":"He's my heroes about it. Yeah,"},{"speaker":"Alan Smith","startTime":3306.5499999999997,"endTime":3310.54,"body":"spend the time spend the money"},{"speaker":"Alan Smith","startTime":3306.5499999999997,"endTime":3310.54,"body":"engage in it, and good luck to"},{"speaker":"Alan Smith","startTime":3310.54,"endTime":3314.5899999999997,"body":"you all, let us know how you get"},{"speaker":"Alan Smith","startTime":3310.54,"endTime":3314.5899999999997,"body":"on. Okay. Fantastic."},{"speaker":"Nick Lincoln","startTime":3314.65,"endTime":3316.81,"body":"Fantastic. I think"},{"speaker":"Nick Lincoln","startTime":3314.65,"endTime":3316.81,"body":"we've given that given that"},{"speaker":"Nick Lincoln","startTime":3316.81,"endTime":3319.72,"body":"loads of value there over the"},{"speaker":"Nick Lincoln","startTime":3316.81,"endTime":3319.72,"body":"last three episodes on the whole"},{"speaker":"Nick Lincoln","startTime":3319.75,"endTime":3321.91,"body":"subject of marketing and when"},{"speaker":"Nick Lincoln","startTime":3319.75,"endTime":3321.91,"body":"I'm sure we'll revisit this"},{"speaker":"Nick Lincoln","startTime":3321.91,"endTime":3325.75,"body":"because these things change."},{"speaker":"Nick Lincoln","startTime":3321.91,"endTime":3325.75,"body":"This is a very fluid fluid"},{"speaker":"Nick Lincoln","startTime":3325.75,"endTime":3328.24,"body":"subject isn't it? Just just the"},{"speaker":"Nick Lincoln","startTime":3325.75,"endTime":3328.24,"body":"tech changes things we can do"},{"speaker":"Nick Lincoln","startTime":3328.24,"endTime":3331.66,"body":"now? We couldn't do 10 years ago"},{"speaker":"Nick Lincoln","startTime":3328.24,"endTime":3331.66,"body":"15 years ago in a loom"},{"speaker":"Nick Lincoln","startTime":3333.25,"endTime":3335.5,"body":"everything that we can do we can"},{"speaker":"Nick Lincoln","startTime":3333.25,"endTime":3335.5,"body":"reach out to people in different"},{"speaker":"Nick Lincoln","startTime":3335.5,"endTime":3338.92,"body":"ways. And it's amazing that it'd"},{"speaker":"Nick Lincoln","startTime":3335.5,"endTime":3338.92,"body":"be all different again in five"},{"speaker":"Nick Lincoln","startTime":3338.92,"endTime":3341.41,"body":"years time it really well. Okay,"},{"speaker":"Nick Lincoln","startTime":3338.92,"endTime":3341.41,"body":"without any further ado then I"},{"speaker":"Nick Lincoln","startTime":3341.41,"endTime":3346.45,"body":"suggest that we move on to the"},{"speaker":"Nick Lincoln","startTime":3341.41,"endTime":3346.45,"body":"next section of the show because"},{"speaker":"Nick Lincoln","startTime":3346.48,"endTime":3352.0299999999997,"body":"at the doorbell are the is my"},{"speaker":"Nick Lincoln","startTime":3346.48,"endTime":3352.0299999999997,"body":"post lady who is not ringing the"},{"speaker":"Nick Lincoln","startTime":3352.0299999999997,"endTime":3354.25,"body":"doorbell must not be working."},{"speaker":"Nick Lincoln","startTime":3352.0299999999997,"endTime":3354.25,"body":"That's all I can think. If this"},{"speaker":"Nick Lincoln","startTime":3354.25,"endTime":3356.5899999999997,"body":"is not making the noise, which"},{"speaker":"Nick Lincoln","startTime":3354.25,"endTime":3356.5899999999997,"body":"is inconvenient. Nevermind,"},{"speaker":"Nick Lincoln","startTime":3356.5899999999997,"endTime":3362.08,"body":"which might kick in in a minute"},{"speaker":"Nick Lincoln","startTime":3356.5899999999997,"endTime":3362.08,"body":"hide over me rambling. Now, the"},{"speaker":"Nick Lincoln","startTime":3362.08,"endTime":3367.0,"body":"doorbell button. That's very"},{"speaker":"Nick Lincoln","startTime":3362.08,"endTime":3367.0,"body":"good. That's very good. I might"},{"speaker":"Nick Lincoln","startTime":3367.0,"endTime":3370.15,"body":"refresh if I refresh. Yeah,"},{"speaker":"Nick Lincoln","startTime":3367.0,"endTime":3370.15,"body":"right. Right. Right. Right."},{"speaker":"Nick Lincoln","startTime":3370.39,"endTime":3371.92,"body":"Right. Right. Right. Right."},{"speaker":"Nick Lincoln","startTime":3370.39,"endTime":3371.92,"body":"Jesus wept,"},{"speaker":"Alan Smith","startTime":3371.95,"endTime":3376.21,"body":"are you are you"},{"speaker":"Alan Smith","startTime":3371.95,"endTime":3376.21,"body":"drops not working today. So Are"},{"speaker":"Alan Smith","startTime":3376.21,"endTime":3379.63,"body":"many opportunities brilliant"},{"speaker":"Alan Smith","startTime":3376.21,"endTime":3379.63,"body":"they froze when outra was"},{"speaker":"Alan Smith","startTime":3379.63,"endTime":3382.99,"body":"talking about how prolific he"},{"speaker":"Alan Smith","startTime":3379.63,"endTime":3382.99,"body":"was amazing he is. I"},{"speaker":"Andy Hart","startTime":3382.99,"endTime":3385.5099999999998,"body":"thought I was I was I"},{"speaker":"Andy Hart","startTime":3382.99,"endTime":3385.5099999999998,"body":"was waiting for a limit content"},{"speaker":"Andy Hart","startTime":3385.5099999999998,"endTime":3388.06,"body":"grades just like you're a"},{"speaker":"Andy Hart","startTime":3385.5099999999998,"endTime":3388.06,"body":"worker. You're an app you're"},{"speaker":"Andy Hart","startTime":3388.06,"endTime":3391.5099999999998,"body":"Yeah, you're a total worker work"},{"speaker":"Alan Smith","startTime":3391.63,"endTime":3395.65,"body":"Correct. Absolute"},{"speaker":"Alan Smith","startTime":3391.63,"endTime":3395.65,"body":"shambles, absolute shambles."},{"speaker":"Alan Smith","startTime":3395.74,"endTime":3396.6099999999997,"body":"That works."},{"speaker":"Nick Lincoln","startTime":3396.67,"endTime":3398.74,"body":"But postman the"},{"speaker":"Nick Lincoln","startTime":3396.67,"endTime":3398.74,"body":"doors not working. Okay,"},{"speaker":"Nick Lincoln","startTime":3398.74,"endTime":3403.96,"body":"nevermind. So the postie is here"},{"speaker":"Nick Lincoln","startTime":3398.74,"endTime":3403.96,"body":"and first question is from Who"},{"speaker":"Nick Lincoln","startTime":3403.96,"endTime":3406.96,"body":"is it from? Let's see if we can"},{"speaker":"Nick Lincoln","startTime":3403.96,"endTime":3406.96,"body":"find out who it is from it is"},{"speaker":"Nick Lincoln","startTime":3406.96,"endTime":3411.94,"body":"from Plymouth. Okay, Paul Klee"},{"speaker":"Nick Lincoln","startTime":3406.96,"endTime":3411.94,"body":"with or clue. Paul is a friend"},{"speaker":"Nick Lincoln","startTime":3411.94,"endTime":3415.18,"body":"of the show. Good. Good chap,"},{"speaker":"Nick Lincoln","startTime":3411.94,"endTime":3415.18,"body":"one of the UK is most switched"},{"speaker":"Nick Lincoln","startTime":3415.18,"endTime":3419.2599999999998,"body":"on advisors. And I think we're"},{"speaker":"Nick Lincoln","startTime":3415.18,"endTime":3419.2599999999998,"body":"seeing him next week, aren't we"},{"speaker":"Nick Lincoln","startTime":3419.2599999999998,"endTime":3423.3399999999997,"body":"at our lunch club? Ron? Paul is"},{"speaker":"Nick Lincoln","startTime":3419.2599999999998,"endTime":3423.3399999999997,"body":"our Paul's on Twitter at Paul"},{"speaker":"Nick Lincoln","startTime":3423.3399999999997,"endTime":3425.89,"body":"Coworth or Plymouth and also on"},{"speaker":"Nick Lincoln","startTime":3423.3399999999997,"endTime":3425.89,"body":"LinkedIn. And I'll put his"},{"speaker":"Nick Lincoln","startTime":3425.89,"endTime":3429.2799999999997,"body":"details in the show notes. Okay,"},{"speaker":"Nick Lincoln","startTime":3425.89,"endTime":3429.2799999999997,"body":"he asked us what are the best"},{"speaker":"Nick Lincoln","startTime":3429.2799999999997,"endTime":3431.5,"body":"questions you can ask a new"},{"speaker":"Nick Lincoln","startTime":3429.2799999999997,"endTime":3431.5,"body":"prospective client to get them"},{"speaker":"Nick Lincoln","startTime":3431.5,"endTime":3434.41,"body":"to open up and elaborate about"},{"speaker":"Nick Lincoln","startTime":3431.5,"endTime":3434.41,"body":"themselves, their circumstances"},{"speaker":"Nick Lincoln","startTime":3434.41,"endTime":3437.3199999999997,"body":"and their finances? What"},{"speaker":"Nick Lincoln","startTime":3434.41,"endTime":3437.3199999999997,"body":"techniques do you use to develop"},{"speaker":"Nick Lincoln","startTime":3437.3199999999997,"endTime":3440.0499999999997,"body":"the conversation to wow them,"},{"speaker":"Nick Lincoln","startTime":3437.3199999999997,"endTime":3440.0499999999997,"body":"and to sell them on your"},{"speaker":"Nick Lincoln","startTime":3440.0499999999997,"endTime":3443.41,"body":"services? I know what I asked my"},{"speaker":"Nick Lincoln","startTime":3440.0499999999997,"endTime":3443.41,"body":"clients, but I'm interested in"},{"speaker":"Nick Lincoln","startTime":3443.41,"endTime":3446.02,"body":"all four horsemen's thoughts"},{"speaker":"Nick Lincoln","startTime":3443.41,"endTime":3446.02,"body":"because great questions lead to"},{"speaker":"Nick Lincoln","startTime":3446.02,"endTime":3448.96,"body":"great answers. That is true."},{"speaker":"Nick Lincoln","startTime":3446.02,"endTime":3448.96,"body":"Newer advisors can have all the"},{"speaker":"Nick Lincoln","startTime":3448.96,"endTime":3451.5099999999998,"body":"qualifications and competence in"},{"speaker":"Nick Lincoln","startTime":3448.96,"endTime":3451.5099999999998,"body":"the world, but they must learn"},{"speaker":"Nick Lincoln","startTime":3451.5099999999998,"endTime":3454.75,"body":"the art of asking great"},{"speaker":"Nick Lincoln","startTime":3451.5099999999998,"endTime":3454.75,"body":"questions, the art of selling"},{"speaker":"Nick Lincoln","startTime":3454.9,"endTime":3459.2799999999997,"body":"and how to build value. Mr."},{"speaker":"Nick Lincoln","startTime":3454.9,"endTime":3459.2799999999997,"body":"Smith does want to lead off on"},{"speaker":"Nick Lincoln","startTime":3459.2799999999997,"endTime":3460.72,"body":"this. I can see you twitching"},{"speaker":"Nick Lincoln","startTime":3459.2799999999997,"endTime":3460.72,"body":"this long."},{"speaker":"Andy Hart","startTime":3460.7799999999997,"endTime":3464.0499999999997,"body":"Sorry. We saw Paul"},{"speaker":"Andy Hart","startTime":3460.7799999999997,"endTime":3464.0499999999997,"body":"yesterday, Nick York and"},{"speaker":"Andy Hart","startTime":3464.0499999999997,"endTime":3464.5,"body":"Alberni."},{"speaker":"Nick Lincoln","startTime":3468.7,"endTime":3472.45,"body":"We're seeing him"},{"speaker":"Nick Lincoln","startTime":3468.7,"endTime":3472.45,"body":"later on this week when Minister"},{"speaker":"Nick Lincoln","startTime":3472.45,"endTime":3474.7,"body":"abuses recorded the listeners."},{"speaker":"Andy Hart","startTime":3474.73,"endTime":3477.2799999999997,"body":"Yeah, this was"},{"speaker":"Andy Hart","startTime":3474.73,"endTime":3477.2799999999997,"body":"yesterday. It was a great day."},{"speaker":"Andy Hart","startTime":3477.94,"endTime":3478.24,"body":"No"},{"speaker":"Alan Smith","startTime":3478.24,"endTime":3481.6,"body":"one cares, Andy."},{"speaker":"Alan Smith","startTime":3478.24,"endTime":3481.6,"body":"Okay. So listen, let me let me"},{"speaker":"Alan Smith","startTime":3481.6,"endTime":3485.41,"body":"shambles. Let me get off on"},{"speaker":"Alan Smith","startTime":3481.6,"endTime":3485.41,"body":"this. Let me break down. So I"},{"speaker":"Alan Smith","startTime":3485.41,"endTime":3489.25,"body":"go. Let me tell you a little"},{"speaker":"Alan Smith","startTime":3485.41,"endTime":3489.25,"body":"story about this. And how some"},{"speaker":"Alan Smith","startTime":3489.25,"endTime":3490.0,"body":"of the mistakes"},{"speaker":"Unknown","startTime":3493.21,"endTime":3498.0699999999997,"body":"grab yourself a drink?"},{"speaker":"Unknown","startTime":3493.21,"endTime":3498.0699999999997,"body":"A very long drink. It's story"},{"speaker":"Unknown","startTime":3498.0699999999997,"endTime":3500.23,"body":"time with Ellen Smith."},{"speaker":"Alan Smith","startTime":3502.0,"endTime":3506.3199999999997,"body":"Water everywhere."},{"speaker":"Alan Smith","startTime":3502.0,"endTime":3506.3199999999997,"body":"Thank you. Yes, this is a huge"},{"speaker":"Alan Smith","startTime":3506.3199999999997,"endTime":3508.5099999999998,"body":"subject. I think we've spoken"},{"speaker":"Alan Smith","startTime":3506.3199999999997,"endTime":3508.5099999999998,"body":"about this before somewhat. And"},{"speaker":"Alan Smith","startTime":3508.5099999999998,"endTime":3510.85,"body":"again, as you say, I said"},{"speaker":"Alan Smith","startTime":3508.5099999999998,"endTime":3510.85,"body":"earlier on, Nick, there's some"},{"speaker":"Alan Smith","startTime":3510.85,"endTime":3513.0699999999997,"body":"of the subjects are perennial,"},{"speaker":"Alan Smith","startTime":3510.85,"endTime":3513.0699999999997,"body":"they'll keep coming up the"},{"speaker":"Alan Smith","startTime":3513.0699999999997,"endTime":3518.65,"body":"Evergreen, and the evolve and"},{"speaker":"Alan Smith","startTime":3513.0699999999997,"endTime":3518.65,"body":"the change. So when I went on"},{"speaker":"Alan Smith","startTime":3518.65,"endTime":3523.72,"body":"this famous course CEG,"},{"speaker":"Alan Smith","startTime":3518.65,"endTime":3523.72,"body":"worldwide, I think these kind of"},{"speaker":"Alan Smith","startTime":3523.72,"endTime":3526.69,"body":"Americans came over to London"},{"speaker":"Alan Smith","startTime":3523.72,"endTime":3526.69,"body":"and told us all how to be"},{"speaker":"Alan Smith","startTime":3526.69,"endTime":3529.93,"body":"successful because they were"},{"speaker":"Alan Smith","startTime":3526.69,"endTime":3529.93,"body":"coaches to the elite financial"},{"speaker":"Alan Smith","startTime":3529.93,"endTime":3532.39,"body":"planners of the United States."},{"speaker":"Alan Smith","startTime":3529.93,"endTime":3532.39,"body":"But it was there was some"},{"speaker":"Alan Smith","startTime":3532.39,"endTime":3535.33,"body":"absolute gems within which we"},{"speaker":"Alan Smith","startTime":3532.39,"endTime":3535.33,"body":"still use. So this is where the"},{"speaker":"Alan Smith","startTime":3535.33,"endTime":3538.0299999999997,"body":"original kind of discovery"},{"speaker":"Alan Smith","startTime":3535.33,"endTime":3538.0299999999997,"body":"meeting questions came from."},{"speaker":"Alan Smith","startTime":3538.0299999999997,"endTime":3540.7,"body":"Because up until that point, we"},{"speaker":"Alan Smith","startTime":3538.0299999999997,"endTime":3540.7,"body":"were asking what are called fact"},{"speaker":"Alan Smith","startTime":3540.7,"endTime":3543.4,"body":"find questions. Tell me about"},{"speaker":"Alan Smith","startTime":3540.7,"endTime":3543.4,"body":"your assets, your liabilities,"},{"speaker":"Alan Smith","startTime":3543.4,"endTime":3547.0299999999997,"body":"your income, your expenditure?"},{"speaker":"Alan Smith","startTime":3543.4,"endTime":3547.0299999999997,"body":"And they said to us, no, you got"},{"speaker":"Alan Smith","startTime":3547.0299999999997,"endTime":3549.79,"body":"to ask ask people go deeper, ask"},{"speaker":"Alan Smith","startTime":3547.0299999999997,"endTime":3549.79,"body":"them about their life, their"},{"speaker":"Alan Smith","startTime":3549.79,"endTime":3552.8199999999997,"body":"background, their history, their"},{"speaker":"Alan Smith","startTime":3549.79,"endTime":3552.8199999999997,"body":"all those sort of softer"},{"speaker":"Alan Smith","startTime":3552.8199999999997,"endTime":3556.21,"body":"questions, and I quite a quite"},{"speaker":"Alan Smith","startTime":3552.8199999999997,"endTime":3556.21,"body":"liked it. And we had a list of"},{"speaker":"Alan Smith","startTime":3556.21,"endTime":3560.14,"body":"64 questions. And they just"},{"speaker":"Alan Smith","startTime":3556.21,"endTime":3560.14,"body":"said, just ask them just ask. I"},{"speaker":"Alan Smith","startTime":3560.14,"endTime":3563.74,"body":"mean, some of them were just a"},{"speaker":"Alan Smith","startTime":3560.14,"endTime":3563.74,"body":"little bit left field, for"},{"speaker":"Alan Smith","startTime":3563.74,"endTime":3566.68,"body":"example, asking you about pets."},{"speaker":"Alan Smith","startTime":3563.74,"endTime":3566.68,"body":"Tell us about your pets, what"},{"speaker":"Alan Smith","startTime":3566.68,"endTime":3568.66,"body":"are your pets names? What you"},{"speaker":"Alan Smith","startTime":3566.68,"endTime":3568.66,"body":"know, how the what's the"},{"speaker":"Alan Smith","startTime":3568.66,"endTime":3571.0299999999997,"body":"relationship? The family? One of"},{"speaker":"Alan Smith","startTime":3568.66,"endTime":3571.0299999999997,"body":"the questions was, do you know"},{"speaker":"Alan Smith","startTime":3571.0299999999997,"endTime":3574.8399999999997,"body":"Eddie, do you know anybody"},{"speaker":"Alan Smith","startTime":3571.0299999999997,"endTime":3574.8399999999997,"body":"famous? That was a question. And"},{"speaker":"Alan Smith","startTime":3574.8399999999997,"endTime":3577.33,"body":"it was, but there was a lot of"},{"speaker":"Alan Smith","startTime":3574.8399999999997,"endTime":3577.33,"body":"science behind it. They could"},{"speaker":"Alan Smith","startTime":3577.33,"endTime":3579.4,"body":"identify, they were putting"},{"speaker":"Alan Smith","startTime":3577.33,"endTime":3579.4,"body":"people into different"},{"speaker":"Alan Smith","startTime":3579.4,"endTime":3583.8399999999997,"body":"categories. And then it would"},{"speaker":"Alan Smith","startTime":3579.4,"endTime":3583.8399999999997,"body":"therefore, kind of it would"},{"speaker":"Alan Smith","startTime":3583.8399999999997,"endTime":3586.66,"body":"inform your future communication"},{"speaker":"Alan Smith","startTime":3583.8399999999997,"endTime":3586.66,"body":"style with that client. But that"},{"speaker":"Alan Smith","startTime":3586.66,"endTime":3589.27,"body":"will get a little bit"},{"speaker":"Alan Smith","startTime":3586.66,"endTime":3589.27,"body":"complicated. So but we did focus"},{"speaker":"Alan Smith","startTime":3589.27,"endTime":3591.67,"body":"on out of the 64. There were"},{"speaker":"Alan Smith","startTime":3589.27,"endTime":3591.67,"body":"certainly was a dozen or so"},{"speaker":"Alan Smith","startTime":3591.67,"endTime":3594.94,"body":"which were really good"},{"speaker":"Alan Smith","startTime":3591.67,"endTime":3594.94,"body":"questions. And we started just"},{"speaker":"Alan Smith","startTime":3594.94,"endTime":3598.45,"body":"to use them because they said,"},{"speaker":"Alan Smith","startTime":3594.94,"endTime":3598.45,"body":"you know, this, this is a"},{"speaker":"Alan Smith","startTime":3598.45,"endTime":3601.18,"body":"company out of California and"},{"speaker":"Alan Smith","startTime":3598.45,"endTime":3601.18,"body":"California has, I think"},{"speaker":"Alan Smith","startTime":3601.21,"endTime":3603.88,"body":"approached things somewhat"},{"speaker":"Alan Smith","startTime":3601.21,"endTime":3603.88,"body":"differently to the kind of stiff"},{"speaker":"Alan Smith","startTime":3603.88,"endTime":3607.12,"body":"upper lip, Brit. And some of the"},{"speaker":"Alan Smith","startTime":3603.88,"endTime":3607.12,"body":"questions they said, Just do it,"},{"speaker":"Alan Smith","startTime":3607.15,"endTime":3609.79,"body":"don't ask questions. Just do it."},{"speaker":"Alan Smith","startTime":3607.15,"endTime":3609.79,"body":"Your clients love it. And we"},{"speaker":"Alan Smith","startTime":3609.79,"endTime":3612.13,"body":"still we did. And to be fair, a"},{"speaker":"Alan Smith","startTime":3609.79,"endTime":3612.13,"body":"lot of clients did love it. But"},{"speaker":"Alan Smith","startTime":3612.37,"endTime":3615.7599999999998,"body":"one thing he wants to her I"},{"speaker":"Alan Smith","startTime":3612.37,"endTime":3615.7599999999998,"body":"always remember we were"},{"speaker":"Alan Smith","startTime":3615.7599999999998,"endTime":3619.3599999999997,"body":"introduced to a new prospective"},{"speaker":"Alan Smith","startTime":3615.7599999999998,"endTime":3619.3599999999997,"body":"clients. And this guy was scared"},{"speaker":"Alan Smith","startTime":3619.3599999999997,"endTime":3622.8399999999997,"body":"like some of our clients are"},{"speaker":"Alan Smith","startTime":3619.3599999999997,"endTime":3622.8399999999997,"body":"kind of, I kind of put it so a"},{"speaker":"Alan Smith","startTime":3622.8399999999997,"endTime":3626.74,"body":"real go getter, entrepreneur,"},{"speaker":"Alan Smith","startTime":3622.8399999999997,"endTime":3626.74,"body":"very successful guy, started his"},{"speaker":"Alan Smith","startTime":3626.74,"endTime":3632.38,"body":"own business, was making a load"},{"speaker":"Alan Smith","startTime":3626.74,"endTime":3632.38,"body":"of money and had issues around"},{"speaker":"Alan Smith","startTime":3632.38,"endTime":3638.44,"body":"his kind of pension challenges."},{"speaker":"Alan Smith","startTime":3632.38,"endTime":3638.44,"body":"And we set up this we set up"},{"speaker":"Alan Smith","startTime":3638.44,"endTime":3641.1099999999997,"body":"this meeting with colleague and"},{"speaker":"Alan Smith","startTime":3638.44,"endTime":3641.1099999999997,"body":"I to do our discovery meeting."},{"speaker":"Alan Smith","startTime":3641.65,"endTime":3644.23,"body":"And I just remember the"},{"speaker":"Alan Smith","startTime":3641.65,"endTime":3644.23,"body":"conditions were it was passing"},{"speaker":"Alan Smith","startTime":3644.23,"endTime":3648.04,"body":"down with rain outside, it was"},{"speaker":"Alan Smith","startTime":3644.23,"endTime":3648.04,"body":"dark, it was about November"},{"speaker":"Alan Smith","startTime":3648.04,"endTime":3651.22,"body":"time, it was really dark"},{"speaker":"Alan Smith","startTime":3648.04,"endTime":3651.22,"body":"outside. The weather was"},{"speaker":"Alan Smith","startTime":3651.22,"endTime":3654.04,"body":"horrible. And the meeting was a"},{"speaker":"Alan Smith","startTime":3651.22,"endTime":3654.04,"body":"9am on a Monday morning because"},{"speaker":"Alan Smith","startTime":3654.04,"endTime":3656.71,"body":"that's never a you know,"},{"speaker":"Alan Smith","startTime":3654.04,"endTime":3656.71,"body":"beautiful time of day or"},{"speaker":"Alan Smith","startTime":3656.71,"endTime":3662.08,"body":"experience to have this sort of"},{"speaker":"Alan Smith","startTime":3656.71,"endTime":3662.08,"body":"conversation. But we go ahead"},{"speaker":"Alan Smith","startTime":3662.08,"endTime":3667.66,"body":"with it. Anyway, and and I"},{"speaker":"Alan Smith","startTime":3662.08,"endTime":3667.66,"body":"opened the questioning, I said,"},{"speaker":"Alan Smith","startTime":3667.66,"endTime":3669.8199999999997,"body":"you know, nice to meet you."},{"speaker":"Alan Smith","startTime":3667.66,"endTime":3669.8199999999997,"body":"Thanks for coming in. Let me"},{"speaker":"Alan Smith","startTime":3669.8199999999997,"endTime":3672.25,"body":"start by asking you the first"},{"speaker":"Alan Smith","startTime":3669.8199999999997,"endTime":3672.25,"body":"question. And the first question"},{"speaker":"Alan Smith","startTime":3672.25,"endTime":3674.44,"body":"was an offered I've talked"},{"speaker":"Alan Smith","startTime":3672.25,"endTime":3674.44,"body":"spoken about another example."},{"speaker":"Alan Smith","startTime":3674.44,"endTime":3678.4,"body":"This is a different one. I just"},{"speaker":"Alan Smith","startTime":3674.44,"endTime":3678.4,"body":"remembered that this this"},{"speaker":"Alan Smith","startTime":3678.4,"endTime":3680.8599999999997,"body":"experience, and I still have"},{"speaker":"Alan Smith","startTime":3678.4,"endTime":3680.8599999999997,"body":"shutters thinking about it,"},{"speaker":"Alan Smith","startTime":3681.04,"endTime":3684.43,"body":"because I just opened up with"},{"speaker":"Alan Smith","startTime":3681.04,"endTime":3684.43,"body":"this, this question which we've"},{"speaker":"Alan Smith","startTime":3684.43,"endTime":3686.98,"body":"all got versions of it, but we"},{"speaker":"Alan Smith","startTime":3684.43,"endTime":3686.98,"body":"were told this is what people"},{"speaker":"Alan Smith","startTime":3686.98,"endTime":3691.0,"body":"want to talk about. Question"},{"speaker":"Alan Smith","startTime":3686.98,"endTime":3691.0,"body":"number one, what does money mean"},{"speaker":"Alan Smith","startTime":3691.0,"endTime":3695.2,"body":"to you? What does money mean to"},{"speaker":"Alan Smith","startTime":3691.0,"endTime":3695.2,"body":"you? And then that leads find"},{"speaker":"Alan Smith","startTime":3695.2,"endTime":3698.89,"body":"the guys going, what the hell?"},{"speaker":"Alan Smith","startTime":3695.2,"endTime":3698.89,"body":"What the hell? Where were we"},{"speaker":"Alan Smith","startTime":3698.89,"endTime":3701.77,"body":"going with this? And then the"},{"speaker":"Alan Smith","startTime":3698.89,"endTime":3701.77,"body":"second question was, tell me,"},{"speaker":"Alan Smith","startTime":3702.04,"endTime":3704.5899999999997,"body":"what was money like in your"},{"speaker":"Alan Smith","startTime":3702.04,"endTime":3704.5899999999997,"body":"family when you were growing up?"},{"speaker":"Alan Smith","startTime":3706.0899999999997,"endTime":3709.8399999999997,"body":"And, and it just felt just"},{"speaker":"Alan Smith","startTime":3706.0899999999997,"endTime":3709.8399999999997,"body":"really, really awkward? And he"},{"speaker":"Alan Smith","startTime":3709.8399999999997,"endTime":3712.99,"body":"was sort of say, oh, yeah, and"},{"speaker":"Alan Smith","startTime":3709.8399999999997,"endTime":3712.99,"body":"he did his best to answer it."},{"speaker":"Alan Smith","startTime":3712.99,"endTime":3716.83,"body":"But the moral of the story is,"},{"speaker":"Alan Smith","startTime":3712.99,"endTime":3716.83,"body":"there's two, there's two parts"},{"speaker":"Alan Smith","startTime":3716.83,"endTime":3719.41,"body":"of the story. One, you can ask"},{"speaker":"Alan Smith","startTime":3716.83,"endTime":3719.41,"body":"yourself the questions, but the"},{"speaker":"Alan Smith","startTime":3719.41,"endTime":3723.0699999999997,"body":"order in which you ask them is"},{"speaker":"Alan Smith","startTime":3719.41,"endTime":3723.0699999999997,"body":"really, really important. You've"},{"speaker":"Alan Smith","startTime":3723.0699999999997,"endTime":3726.43,"body":"also got to set up the you got"},{"speaker":"Alan Smith","startTime":3723.0699999999997,"endTime":3726.43,"body":"to frame it. Before you start"},{"speaker":"Alan Smith","startTime":3726.43,"endTime":3728.02,"body":"launching into it, you got to"},{"speaker":"Alan Smith","startTime":3726.43,"endTime":3728.02,"body":"say, look, we're going to ask"},{"speaker":"Alan Smith","startTime":3728.02,"endTime":3730.12,"body":"you a number of questions, we're"},{"speaker":"Alan Smith","startTime":3728.02,"endTime":3730.12,"body":"absolutely going to get to the"},{"speaker":"Alan Smith","startTime":3730.12,"endTime":3732.19,"body":"key issues and challenges that"},{"speaker":"Alan Smith","startTime":3730.12,"endTime":3732.19,"body":"you've got, this guy just had a"},{"speaker":"Alan Smith","startTime":3732.19,"endTime":3736.81,"body":"pension related issue that he"},{"speaker":"Alan Smith","startTime":3732.19,"endTime":3736.81,"body":"felt we'd come in and solve. And"},{"speaker":"Alan Smith","startTime":3736.81,"endTime":3738.91,"body":"we make it clear that we're"},{"speaker":"Alan Smith","startTime":3736.81,"endTime":3738.91,"body":"going to be saying, we're going"},{"speaker":"Alan Smith","startTime":3738.91,"endTime":3741.04,"body":"to ask you a number of"},{"speaker":"Alan Smith","startTime":3738.91,"endTime":3741.04,"body":"questions, one or two of which"},{"speaker":"Alan Smith","startTime":3741.04,"endTime":3743.77,"body":"might seem a little bit odd. But"},{"speaker":"Alan Smith","startTime":3741.04,"endTime":3743.77,"body":"it's also really important, as"},{"speaker":"Alan Smith","startTime":3743.77,"endTime":3747.52,"body":"part of our kind of, you know,"},{"speaker":"Alan Smith","startTime":3743.77,"endTime":3747.52,"body":"understanding you what makes you"},{"speaker":"Alan Smith","startTime":3747.52,"endTime":3750.0099999999998,"body":"tick and and an order that we"},{"speaker":"Alan Smith","startTime":3747.52,"endTime":3750.0099999999998,"body":"can deliver high quality advice."},{"speaker":"Alan Smith","startTime":3750.0099999999998,"endTime":3756.7,"body":"So a reasonable question to open"},{"speaker":"Alan Smith","startTime":3750.0099999999998,"endTime":3756.7,"body":"with, is just simply tell me"},{"speaker":"Alan Smith","startTime":3756.7,"endTime":3759.8199999999997,"body":"your story. Tell me tell me your"},{"speaker":"Alan Smith","startTime":3756.7,"endTime":3759.8199999999997,"body":"background, tell me a story."},{"speaker":"Alan Smith","startTime":3759.8199999999997,"endTime":3762.5499999999997,"body":"What brings you to be here"},{"speaker":"Alan Smith","startTime":3759.8199999999997,"endTime":3762.5499999999997,"body":"today, the important thing about"},{"speaker":"Alan Smith","startTime":3762.5499999999997,"endTime":3765.5499999999997,"body":"that is it gets the client or"},{"speaker":"Alan Smith","startTime":3762.5499999999997,"endTime":3765.5499999999997,"body":"the prospective client talking,"},{"speaker":"Alan Smith","startTime":3765.5499999999997,"endTime":3767.83,"body":"because everyone can talk about"},{"speaker":"Alan Smith","startTime":3765.5499999999997,"endTime":3767.83,"body":"that till the cows come home."},{"speaker":"Alan Smith","startTime":3769.42,"endTime":3771.16,"body":"And the other thing I can't"},{"speaker":"Alan Smith","startTime":3769.42,"endTime":3771.16,"body":"remember, I mentioned this"},{"speaker":"Alan Smith","startTime":3771.16,"endTime":3773.3199999999997,"body":"before, but something is very"},{"speaker":"Alan Smith","startTime":3771.16,"endTime":3773.3199999999997,"body":"specifically that we learned"},{"speaker":"Alan Smith","startTime":3773.3199999999997,"endTime":3775.96,"body":"from these people and we"},{"speaker":"Alan Smith","startTime":3773.3199999999997,"endTime":3775.96,"body":"continue to do to this day is"},{"speaker":"Alan Smith","startTime":3775.96,"endTime":3780.1,"body":"where you've got a couple,"},{"speaker":"Alan Smith","startTime":3775.96,"endTime":3780.1,"body":"husband and wife. The initial"},{"speaker":"Alan Smith","startTime":3780.1,"endTime":3782.62,"body":"question is ask it, you should"},{"speaker":"Alan Smith","startTime":3780.1,"endTime":3782.62,"body":"be asking them, and you just you"},{"speaker":"Alan Smith","startTime":3782.62,"endTime":3787.45,"body":"simply state without any sort of"},{"speaker":"Alan Smith","startTime":3782.62,"endTime":3787.45,"body":"preconceived thoughts. In most"},{"speaker":"Alan Smith","startTime":3787.45,"endTime":3790.63,"body":"families, one of the couple"},{"speaker":"Alan Smith","startTime":3787.45,"endTime":3790.63,"body":"tends to take the lead on the"},{"speaker":"Alan Smith","startTime":3790.63,"endTime":3794.14,"body":"family finances, family bank"},{"speaker":"Alan Smith","startTime":3790.63,"endTime":3794.14,"body":"accounts, paying bills, etc. May"},{"speaker":"Alan Smith","startTime":3794.14,"endTime":3798.58,"body":"I ask which of the two of you?"},{"speaker":"Alan Smith","startTime":3794.14,"endTime":3798.58,"body":"Is it? In my experience without"},{"speaker":"Alan Smith","startTime":3798.58,"endTime":3801.2799999999997,"body":"being sexist? Historically, the"},{"speaker":"Alan Smith","startTime":3798.58,"endTime":3801.2799999999997,"body":"majority, not always, but the"},{"speaker":"Alan Smith","startTime":3801.2799999999997,"endTime":3808.06,"body":"majority has been the male, the"},{"speaker":"Alan Smith","startTime":3801.2799999999997,"endTime":3808.06,"body":"husband, and therefore you very"},{"speaker":"Alan Smith","startTime":3808.06,"endTime":3810.94,"body":"specifically say, Well, that's"},{"speaker":"Alan Smith","startTime":3808.06,"endTime":3810.94,"body":"good to know, if I may, can I"},{"speaker":"Alan Smith","startTime":3810.94,"endTime":3815.5299999999997,"body":"start with you, Mrs. Ex Wife,"},{"speaker":"Alan Smith","startTime":3810.94,"endTime":3815.5299999999997,"body":"because you want to get everyone"},{"speaker":"Alan Smith","startTime":3815.5299999999997,"endTime":3818.8599999999997,"body":"involved in the conversation"},{"speaker":"Alan Smith","startTime":3815.5299999999997,"endTime":3818.8599999999997,"body":"early on, historically, we've"},{"speaker":"Alan Smith","startTime":3818.8599999999997,"endTime":3821.08,"body":"had conversations and the"},{"speaker":"Alan Smith","startTime":3818.8599999999997,"endTime":3821.08,"body":"husband starts talking doesn't"},{"speaker":"Alan Smith","startTime":3821.1099999999997,"endTime":3824.3199999999997,"body":"just doesn't stop talking for 20"},{"speaker":"Alan Smith","startTime":3821.1099999999997,"endTime":3824.3199999999997,"body":"minutes. And then the the other"},{"speaker":"Alan Smith","startTime":3824.3199999999997,"endTime":3828.25,"body":"half feels less engaged in the"},{"speaker":"Alan Smith","startTime":3824.3199999999997,"endTime":3828.25,"body":"conversation. So those are a"},{"speaker":"Alan Smith","startTime":3828.25,"endTime":3831.1,"body":"couple of things. But you must"},{"speaker":"Alan Smith","startTime":3828.25,"endTime":3831.1,"body":"start with these softer"},{"speaker":"Alan Smith","startTime":3831.1,"endTime":3833.44,"body":"questions. Tell me about your"},{"speaker":"Alan Smith","startTime":3831.1,"endTime":3833.44,"body":"story. And then you can go into"},{"speaker":"Alan Smith","startTime":3833.44,"endTime":3836.71,"body":"the other ones. So the order in"},{"speaker":"Alan Smith","startTime":3833.44,"endTime":3836.71,"body":"which you do it, frame it, set"},{"speaker":"Alan Smith","startTime":3836.71,"endTime":3840.52,"body":"it up. But also, just be careful"},{"speaker":"Alan Smith","startTime":3836.71,"endTime":3840.52,"body":"about the time of day, the time"},{"speaker":"Alan Smith","startTime":3840.52,"endTime":3843.4,"body":"of year, the weather, everything"},{"speaker":"Alan Smith","startTime":3840.52,"endTime":3843.4,"body":"else, because sometimes people"},{"speaker":"Alan Smith","startTime":3843.4,"endTime":3846.22,"body":"are just not ready for a really"},{"speaker":"Alan Smith","startTime":3843.4,"endTime":3846.22,"body":"fluffy type conversation."},{"speaker":"Alan Smith","startTime":3846.3399999999997,"endTime":3846.7599999999998,"body":"Andrew,"},{"speaker":"Andy Hart","startTime":3847.0899999999997,"endTime":3848.89,"body":"thank you for sharing"},{"speaker":"Andy Hart","startTime":3847.0899999999997,"endTime":3848.89,"body":"that story. Allen, I haven't"},{"speaker":"Andy Hart","startTime":3848.89,"endTime":3852.31,"body":"heard it 16 times. I'm gonna"},{"speaker":"Andy Hart","startTime":3848.89,"endTime":3852.31,"body":"keep this quite short. By the"},{"speaker":"Andy Hart","startTime":3852.31,"endTime":3852.97,"body":"way. That's that's a"},{"speaker":"Alan Smith","startTime":3853.33,"endTime":3854.17,"body":"that's a different"},{"speaker":"Alan Smith","startTime":3853.33,"endTime":3854.17,"body":"story."},{"speaker":"Andy Hart","startTime":3854.35,"endTime":3860.77,"body":"I don't know. Thanks."},{"speaker":"Andy Hart","startTime":3854.35,"endTime":3860.77,"body":"So I keep it quite simple. I go"},{"speaker":"Andy Hart","startTime":3860.77,"endTime":3864.67,"body":"into these sort of meetings with"},{"speaker":"Andy Hart","startTime":3860.77,"endTime":3864.67,"body":"clients thinking, just having"},{"speaker":"Andy Hart","startTime":3864.67,"endTime":3867.67,"body":"the conversation with friends. I"},{"speaker":"Andy Hart","startTime":3864.67,"endTime":3867.67,"body":"keep it quite simple. I open up"},{"speaker":"Andy Hart","startTime":3867.67,"endTime":3873.16,"body":"with how can I help? And then we"},{"speaker":"Andy Hart","startTime":3867.67,"endTime":3873.16,"body":"just see where it goes. I asked"},{"speaker":"Andy Hart","startTime":3873.16,"endTime":3873.2799999999997,"body":"that"},{"speaker":"Nick Lincoln","startTime":3873.2799999999997,"endTime":3875.92,"body":"written down."},{"speaker":"Nick Lincoln","startTime":3873.2799999999997,"endTime":3875.92,"body":"Yeah. Yeah. How can I help?"},{"speaker":"Nick Lincoln","startTime":3875.92,"endTime":3877.45,"body":"That's one of the ones I was"},{"speaker":"Nick Lincoln","startTime":3875.92,"endTime":3877.45,"body":"gonna do. Yeah. Sorry."},{"speaker":"Andy Hart","startTime":3877.87,"endTime":3879.8199999999997,"body":"Thank Thank you."},{"speaker":"Andy Hart","startTime":3877.87,"endTime":3879.8199999999997,"body":"Thank you. Thank you for rudely"},{"speaker":"Andy Hart","startTime":3879.8199999999997,"endTime":3881.89,"body":"interrupting, thank you for"},{"speaker":"Andy Hart","startTime":3879.8199999999997,"endTime":3881.89,"body":"bringing my question up. No, no,"},{"speaker":"Andy Hart","startTime":3881.89,"endTime":3886.12,"body":"thank you for being here today."},{"speaker":"Andy Hart","startTime":3881.89,"endTime":3886.12,"body":"And then thought, back to Alan's"},{"speaker":"Andy Hart","startTime":3886.12,"endTime":3888.91,"body":"point, I say, Who's the CMO? So"},{"speaker":"Andy Hart","startTime":3886.12,"endTime":3888.91,"body":"who's the CMO here? Who's the"},{"speaker":"Andy Hart","startTime":3888.91,"endTime":3891.16,"body":"chief money officer in the"},{"speaker":"Andy Hart","startTime":3888.91,"endTime":3891.16,"body":"house? And then they they look"},{"speaker":"Andy Hart","startTime":3891.16,"endTime":3894.91,"body":"at each other? And they sort of"},{"speaker":"Andy Hart","startTime":3891.16,"endTime":3894.91,"body":"decide? Yeah, you're right. It's"},{"speaker":"Andy Hart","startTime":3895.54,"endTime":3898.15,"body":"an interesting one to open up"},{"speaker":"Andy Hart","startTime":3895.54,"endTime":3898.15,"body":"with. Yeah, I just try and keep"},{"speaker":"Andy Hart","startTime":3898.15,"endTime":3902.0499999999997,"body":"it simple. I don't be too"},{"speaker":"Andy Hart","startTime":3898.15,"endTime":3902.0499999999997,"body":"contrived. I don't have like a"},{"speaker":"Andy Hart","startTime":3902.0499999999997,"endTime":3904.75,"body":"list of questions. I have tried"},{"speaker":"Andy Hart","startTime":3902.0499999999997,"endTime":3904.75,"body":"different things over the years."},{"speaker":"Andy Hart","startTime":3905.0499999999997,"endTime":3907.75,"body":"I think now I just go into it"},{"speaker":"Andy Hart","startTime":3905.0499999999997,"endTime":3907.75,"body":"wanting to have a conversation,"},{"speaker":"Andy Hart","startTime":3907.75,"endTime":3911.5299999999997,"body":"see where it leads, rather than"},{"speaker":"Andy Hart","startTime":3907.75,"endTime":3911.5299999999997,"body":"having sort of a set script that"},{"speaker":"Andy Hart","startTime":3911.5299999999997,"endTime":3914.47,"body":"I mean, Paul knows this better"},{"speaker":"Andy Hart","startTime":3911.5299999999997,"endTime":3914.47,"body":"than anyone. He's a superb"},{"speaker":"Andy Hart","startTime":3914.47,"endTime":3917.77,"body":"adviser. But yeah, thanks for"},{"speaker":"Andy Hart","startTime":3914.47,"endTime":3917.77,"body":"the question over to you, Carl."},{"speaker":"Carl Widger","startTime":3919.69,"endTime":3923.2599999999998,"body":"Yeah, kinda like"},{"speaker":"Carl Widger","startTime":3919.69,"endTime":3923.2599999999998,"body":"what Ireland says, right? I"},{"speaker":"Carl Widger","startTime":3923.2599999999998,"endTime":3929.29,"body":"think asking someone what's your"},{"speaker":"Carl Widger","startTime":3923.2599999999998,"endTime":3929.29,"body":"story or, like, just straight"},{"speaker":"Carl Widger","startTime":3929.29,"endTime":3932.5,"body":"off the bat is, you got to"},{"speaker":"Carl Widger","startTime":3929.29,"endTime":3932.5,"body":"position it. So that's where I"},{"speaker":"Carl Widger","startTime":3932.5,"endTime":3936.7599999999998,"body":"suppose talking to. I hate the"},{"speaker":"Carl Widger","startTime":3932.5,"endTime":3936.7599999999998,"body":"word prospects, but people who"},{"speaker":"Carl Widger","startTime":3936.7599999999998,"endTime":3942.04,"body":"are not yet clients of ours,"},{"speaker":"Carl Widger","startTime":3936.7599999999998,"endTime":3942.04,"body":"right. We'll talk It's hard,"},{"speaker":"Carl Widger","startTime":3942.04,"endTime":3944.17,"body":"isn't it to describe exactly"},{"speaker":"Carl Widger","startTime":3942.04,"endTime":3944.17,"body":"what the financial planning"},{"speaker":"Carl Widger","startTime":3944.17,"endTime":3947.7999999999997,"body":"process is? So it's like, okay,"},{"speaker":"Carl Widger","startTime":3944.17,"endTime":3947.7999999999997,"body":"this is the type of thing we do"},{"speaker":"Carl Widger","startTime":3947.7999999999997,"endTime":3951.19,"body":"and you might give some examples"},{"speaker":"Carl Widger","startTime":3947.7999999999997,"endTime":3951.19,"body":"or whatever, but nobody gets in"},{"speaker":"Carl Widger","startTime":3951.22,"endTime":3957.16,"body":"to do have a proper chat with us"},{"speaker":"Carl Widger","startTime":3951.22,"endTime":3957.16,"body":"if they don't first of all"},{"speaker":"Carl Widger","startTime":3957.19,"endTime":3959.5899999999997,"body":"complete to getting to know your"},{"speaker":"Carl Widger","startTime":3957.19,"endTime":3959.5899999999997,"body":"questionnaire as we call it,"},{"speaker":"Carl Widger","startTime":3959.5899999999997,"endTime":3963.4,"body":"right. And so that's the"},{"speaker":"Carl Widger","startTime":3959.5899999999997,"endTime":3963.4,"body":"traditional fact find bit in the"},{"speaker":"Carl Widger","startTime":3963.4,"endTime":3967.75,"body":"middle, but the precursor is I"},{"speaker":"Carl Widger","startTime":3963.4,"endTime":3967.75,"body":"have it in front of me. Exactly"},{"speaker":"Carl Widger","startTime":3967.75,"endTime":3971.35,"body":"like Alan you must have stolen"},{"speaker":"Carl Widger","startTime":3967.75,"endTime":3971.35,"body":"this from me. So the firt The"},{"speaker":"Carl Widger","startTime":3971.35,"endTime":3975.37,"body":"first question is that what what"},{"speaker":"Carl Widger","startTime":3971.35,"endTime":3975.37,"body":"is your story? Your earliest"},{"speaker":"Carl Widger","startTime":3975.91,"endTime":3980.62,"body":"your earliest memory when it"},{"speaker":"Carl Widger","startTime":3975.91,"endTime":3980.62,"body":"comes to money. What love this"},{"speaker":"Carl Widger","startTime":3980.62,"endTime":3982.33,"body":"one, right? This is really"},{"speaker":"Carl Widger","startTime":3980.62,"endTime":3982.33,"body":"important because this will"},{"speaker":"Carl Widger","startTime":3982.33,"endTime":3985.0,"body":"position where you need to go"},{"speaker":"Carl Widger","startTime":3982.33,"endTime":3985.0,"body":"with the clients. What's your"},{"speaker":"Carl Widger","startTime":3985.0,"endTime":3989.47,"body":"experience of financial advisors"},{"speaker":"Carl Widger","startTime":3985.0,"endTime":3989.47,"body":"to date? Imagine yourself three"},{"speaker":"Carl Widger","startTime":3989.47,"endTime":3992.92,"body":"years from now what makes this"},{"speaker":"Carl Widger","startTime":3989.47,"endTime":3992.92,"body":"relationship a success?"},{"speaker":"Alan Smith","startTime":3992.95,"endTime":3994.66,"body":"These are all"},{"speaker":"Alan Smith","startTime":3992.95,"endTime":3994.66,"body":"completely stolen from me"},{"speaker":"Alan Smith","startTime":3994.69,"endTime":3997.5099999999998,"body":"currently the source of our"},{"speaker":"Alan Smith","startTime":3994.69,"endTime":3997.5099999999998,"body":"Yeah, we"},{"speaker":"Carl Widger","startTime":3997.5099999999998,"endTime":4000.27,"body":"share information."},{"speaker":"Carl Widger","startTime":3997.5099999999998,"endTime":4000.27,"body":"And that's it."},{"speaker":"Nick Lincoln","startTime":4001.38,"endTime":4003.48,"body":"The sun gentleman"},{"speaker":"Nick Lincoln","startTime":4001.38,"endTime":4003.48,"body":"don't get to help yourself."},{"speaker":"Andy Hart","startTime":4004.5299999999997,"endTime":4006.42,"body":"That's the downside"},{"speaker":"Andy Hart","startTime":4004.5299999999997,"endTime":4006.42,"body":"of in question. The question I"},{"speaker":"Andy Hart","startTime":4006.42,"endTime":4006.9,"body":"believe, yeah."},{"speaker":"Carl Widger","startTime":4008.0099999999998,"endTime":4010.71,"body":"What what do you"},{"speaker":"Carl Widger","startTime":4008.0099999999998,"endTime":4010.71,"body":"like to do in your spare time?"},{"speaker":"Carl Widger","startTime":4010.71,"endTime":4013.5,"body":"So you're trying to get it"},{"speaker":"Carl Widger","startTime":4010.71,"endTime":4013.5,"body":"behind? You know, what, what do"},{"speaker":"Carl Widger","startTime":4013.5,"endTime":4017.4,"body":"they do? I don't like the Kinder"},{"speaker":"Carl Widger","startTime":4013.5,"endTime":4017.4,"body":"questions. I think they're too"},{"speaker":"Carl Widger","startTime":4017.4,"endTime":4020.58,"body":"way too bloody morbid, right. So"},{"speaker":"Carl Widger","startTime":4017.4,"endTime":4020.58,"body":"once we've asked those at the"},{"speaker":"Carl Widger","startTime":4020.58,"endTime":4023.67,"body":"outset, then it's the, it's"},{"speaker":"Carl Widger","startTime":4020.58,"endTime":4023.67,"body":"like, tell us all about your"},{"speaker":"Carl Widger","startTime":4023.67,"endTime":4026.85,"body":"money. And then at the end, it's"},{"speaker":"Carl Widger","startTime":4023.67,"endTime":4026.85,"body":"like, what are your top three?"},{"speaker":"Carl Widger","startTime":4027.96,"endTime":4032.25,"body":"Financial planning requirements"},{"speaker":"Carl Widger","startTime":4027.96,"endTime":4032.25,"body":"are your money requirements? And"},{"speaker":"Carl Widger","startTime":4032.25,"endTime":4035.04,"body":"then the last one is if money"},{"speaker":"Carl Widger","startTime":4032.25,"endTime":4035.04,"body":"was no issue, tell us what you"},{"speaker":"Carl Widger","startTime":4035.04,"endTime":4038.16,"body":"do. Right. So that's a so we"},{"speaker":"Carl Widger","startTime":4035.04,"endTime":4038.16,"body":"position it at a at the"},{"speaker":"Carl Widger","startTime":4038.16,"endTime":4043.23,"body":"beginning, and then at the end."},{"speaker":"Carl Widger","startTime":4038.16,"endTime":4043.23,"body":"And that tells them before they"},{"speaker":"Carl Widger","startTime":4043.23,"endTime":4046.77,"body":"come into us, this is not going"},{"speaker":"Carl Widger","startTime":4043.23,"endTime":4046.77,"body":"to be like any other discussion"},{"speaker":"Carl Widger","startTime":4046.77,"endTime":4050.97,"body":"you've had before. This is going"},{"speaker":"Carl Widger","startTime":4046.77,"endTime":4050.97,"body":"to be different. But we that"},{"speaker":"Carl Widger","startTime":4051.0,"endTime":4053.43,"body":"they're the only questions that"},{"speaker":"Carl Widger","startTime":4051.0,"endTime":4053.43,"body":"we have that's in our getting to"},{"speaker":"Carl Widger","startTime":4053.43,"endTime":4056.7599999999998,"body":"know you. And that positions,"},{"speaker":"Carl Widger","startTime":4053.43,"endTime":4056.7599999999998,"body":"how the discussion is going to"},{"speaker":"Carl Widger","startTime":4056.7599999999998,"endTime":4061.8599999999997,"body":"evolve. That's what we do. We've"},{"speaker":"Carl Widger","startTime":4056.7599999999998,"endTime":4061.8599999999997,"body":"tweaked him over the years."},{"speaker":"Carl Widger","startTime":4063.2999999999997,"endTime":4064.41,"body":"That's where we're at right now."},{"speaker":"Alan Smith","startTime":4064.68,"endTime":4067.17,"body":"We're back to the"},{"speaker":"Alan Smith","startTime":4064.68,"endTime":4067.17,"body":"world of it's an art and a"},{"speaker":"Alan Smith","startTime":4067.17,"endTime":4069.6,"body":"science. There's that there's,"},{"speaker":"Alan Smith","startTime":4067.17,"endTime":4069.6,"body":"there's several different things"},{"speaker":"Alan Smith","startTime":4069.6,"endTime":4072.0299999999997,"body":"going on here. I think, at the"},{"speaker":"Alan Smith","startTime":4069.6,"endTime":4072.0299999999997,"body":"end of the day, we're just"},{"speaker":"Alan Smith","startTime":4072.0299999999997,"endTime":4074.46,"body":"trying to open a relationship,"},{"speaker":"Alan Smith","startTime":4072.0299999999997,"endTime":4074.46,"body":"aren't we, as they say, we're"},{"speaker":"Alan Smith","startTime":4074.46,"endTime":4076.1099999999997,"body":"not trying to close a sale,"},{"speaker":"Alan Smith","startTime":4074.46,"endTime":4076.1099999999997,"body":"we're trying to open a"},{"speaker":"Alan Smith","startTime":4076.1099999999997,"endTime":4079.2599999999998,"body":"relationship. But that's true."},{"speaker":"Alan Smith","startTime":4076.1099999999997,"endTime":4079.2599999999998,"body":"We're trying to be we're trying"},{"speaker":"Alan Smith","startTime":4079.2599999999998,"endTime":4082.35,"body":"to build rapport, we're trying"},{"speaker":"Alan Smith","startTime":4079.2599999999998,"endTime":4082.35,"body":"to create rapport. And one of"},{"speaker":"Alan Smith","startTime":4082.35,"endTime":4086.13,"body":"the best ways is scientifically"},{"speaker":"Alan Smith","startTime":4082.35,"endTime":4086.13,"body":"proven of creating rapport is by"},{"speaker":"Alan Smith","startTime":4086.25,"endTime":4089.2799999999997,"body":"asking people questions and"},{"speaker":"Alan Smith","startTime":4086.25,"endTime":4089.2799999999997,"body":"listening intently to their"},{"speaker":"Alan Smith","startTime":4089.2799999999997,"endTime":4092.91,"body":"response. So you just want to do"},{"speaker":"Alan Smith","startTime":4089.2799999999997,"endTime":4092.91,"body":"things where a being human"},{"speaker":"Alan Smith","startTime":4092.94,"endTime":4095.73,"body":"there's, I mean, because we've"},{"speaker":"Alan Smith","startTime":4092.94,"endTime":4095.73,"body":"all got this again, we've"},{"speaker":"Alan Smith","startTime":4095.73,"endTime":4098.49,"body":"mentioned it before the curse of"},{"speaker":"Alan Smith","startTime":4095.73,"endTime":4098.49,"body":"knowledge, we do it in our sleep"},{"speaker":"Alan Smith","startTime":4098.49,"endTime":4102.18,"body":"we've been doing for years, we"},{"speaker":"Alan Smith","startTime":4098.49,"endTime":4102.18,"body":"meet clients, people come in a"},{"speaker":"Alan Smith","startTime":4102.18,"endTime":4104.13,"body":"lot of researchers, there's"},{"speaker":"Alan Smith","startTime":4102.18,"endTime":4104.13,"body":"people coming to me to financial"},{"speaker":"Alan Smith","startTime":4104.13,"endTime":4106.74,"body":"advisor, often for the first"},{"speaker":"Alan Smith","startTime":4104.13,"endTime":4106.74,"body":"time often been to see another"},{"speaker":"Alan Smith","startTime":4106.74,"endTime":4109.86,"body":"one who's a bit more of an old"},{"speaker":"Alan Smith","startTime":4106.74,"endTime":4109.86,"body":"school, you know, money manager"},{"speaker":"Alan Smith","startTime":4109.86,"endTime":4112.5,"body":"type thing. It's just a bit"},{"speaker":"Alan Smith","startTime":4109.86,"endTime":4112.5,"body":"uncomfortable. It's a bit"},{"speaker":"Alan Smith","startTime":4112.53,"endTime":4114.81,"body":"awkward, and what if they find"},{"speaker":"Alan Smith","startTime":4112.53,"endTime":4114.81,"body":"me out? What if they realize I"},{"speaker":"Alan Smith","startTime":4114.81,"endTime":4117.66,"body":"haven't been managing my"},{"speaker":"Alan Smith","startTime":4114.81,"endTime":4117.66,"body":"personal finances very well, I"},{"speaker":"Alan Smith","startTime":4117.66,"endTime":4122.52,"body":"might be shamed or embarrassed."},{"speaker":"Alan Smith","startTime":4117.66,"endTime":4122.52,"body":"So we just did the The Art of"},{"speaker":"Alan Smith","startTime":4122.52,"endTime":4126.03,"body":"Asking questions apart from to"},{"speaker":"Alan Smith","startTime":4122.52,"endTime":4126.03,"body":"elicit some ideas and"},{"speaker":"Alan Smith","startTime":4126.03,"endTime":4130.35,"body":"information from it's just to"},{"speaker":"Alan Smith","startTime":4126.03,"endTime":4130.35,"body":"build an open, open relationship"},{"speaker":"Alan Smith","startTime":4130.35,"endTime":4133.59,"body":"and create rapport through"},{"speaker":"Alan Smith","startTime":4130.35,"endTime":4133.59,"body":"asking questions that they will"},{"speaker":"Alan Smith","startTime":4133.59,"endTime":4138.06,"body":"find very easy to answer. So"},{"speaker":"Alan Smith","startTime":4133.59,"endTime":4138.06,"body":"they're not technical questions."},{"speaker":"Alan Smith","startTime":4138.24,"endTime":4141.36,"body":"And the other thing I just want"},{"speaker":"Alan Smith","startTime":4138.24,"endTime":4141.36,"body":"to throw in in conclusion for"},{"speaker":"Alan Smith","startTime":4141.36,"endTime":4145.2,"body":"this is, I was I was speaking to"},{"speaker":"Alan Smith","startTime":4141.36,"endTime":4145.2,"body":"another I think, another friend"},{"speaker":"Alan Smith","startTime":4145.2,"endTime":4147.18,"body":"of the podcast, certainly a well"},{"speaker":"Alan Smith","startTime":4145.2,"endTime":4147.18,"body":"known adviser to all of his"},{"speaker":"Alan Smith","startTime":4147.18,"endTime":4152.1900000000005,"body":"Steve mark, Steve Martin. And"},{"speaker":"Alan Smith","startTime":4147.18,"endTime":4152.1900000000005,"body":"Steve who runs a I don't know if"},{"speaker":"Alan Smith","startTime":4152.1900000000005,"endTime":4154.41,"body":"he's still doing it, he"},{"speaker":"Alan Smith","startTime":4152.1900000000005,"endTime":4154.41,"body":"certainly was running a training"},{"speaker":"Alan Smith","startTime":4154.41,"endTime":4158.64,"body":"program for advisors, young"},{"speaker":"Alan Smith","startTime":4154.41,"endTime":4158.64,"body":"advisors, and and it just gave"},{"speaker":"Alan Smith","startTime":4158.64,"endTime":4161.1,"body":"me some feedback. This is not to"},{"speaker":"Alan Smith","startTime":4158.64,"endTime":4161.1,"body":"be disrespectful in any way to"},{"speaker":"Alan Smith","startTime":4161.1,"endTime":4163.35,"body":"any of the advisors that have"},{"speaker":"Alan Smith","startTime":4161.1,"endTime":4163.35,"body":"been in the program. But he was"},{"speaker":"Alan Smith","startTime":4163.35,"endTime":4167.7300000000005,"body":"saying that a lot of younger"},{"speaker":"Alan Smith","startTime":4163.35,"endTime":4167.7300000000005,"body":"advisors who were doing going"},{"speaker":"Alan Smith","startTime":4167.7300000000005,"endTime":4169.74,"body":"through his program had they had"},{"speaker":"Alan Smith","startTime":4167.7300000000005,"endTime":4169.74,"body":"these they almost had the"},{"speaker":"Alan Smith","startTime":4169.74,"endTime":4173.3099999999995,"body":"questions like you said on a"},{"speaker":"Alan Smith","startTime":4169.74,"endTime":4173.3099999999995,"body":"questionnaire call. And they"},{"speaker":"Alan Smith","startTime":4173.3099999999995,"endTime":4175.95,"body":"would go Mister Mister prospect."},{"speaker":"Alan Smith","startTime":4173.3099999999995,"endTime":4175.95,"body":"So tell me what was money like"},{"speaker":"Alan Smith","startTime":4175.95,"endTime":4178.86,"body":"for you and your family growing"},{"speaker":"Alan Smith","startTime":4175.95,"endTime":4178.86,"body":"up? As if it was, you know, tell"},{"speaker":"Alan Smith","startTime":4178.86,"endTime":4181.41,"body":"me your address your National"},{"speaker":"Alan Smith","startTime":4178.86,"endTime":4181.41,"body":"Insurance number? I first would"},{"speaker":"Alan Smith","startTime":4181.41,"endTime":4184.38,"body":"give the person would give them"},{"speaker":"Alan Smith","startTime":4181.41,"endTime":4184.38,"body":"the answer. Oh, is it was really"},{"speaker":"Alan Smith","startTime":4184.38,"endTime":4186.03,"body":"difficult or you'd be didn't"},{"speaker":"Alan Smith","startTime":4184.38,"endTime":4186.03,"body":"have a pot to piss in blah,"},{"speaker":"Alan Smith","startTime":4186.03,"endTime":4188.8499999999995,"body":"blah. And they got Thank you"},{"speaker":"Alan Smith","startTime":4186.03,"endTime":4188.8499999999995,"body":"very much tick, right. Next."},{"speaker":"Alan Smith","startTime":4189.33,"endTime":4191.97,"body":"Tell me what does money mean to"},{"speaker":"Alan Smith","startTime":4189.33,"endTime":4191.97,"body":"you? Do you know?"},{"speaker":"Nick Lincoln","startTime":4192.87,"endTime":4194.55,"body":"What problems"},{"speaker":"Nick Lincoln","startTime":4192.87,"endTime":4194.55,"body":"Yeah, terminal cancer? Okay,"},{"speaker":"Nick Lincoln","startTime":4194.55,"endTime":4194.97,"body":"yeah."},{"speaker":"Alan Smith","startTime":4197.79,"endTime":4202.32,"body":"Yeah, no, okay. No,"},{"speaker":"Alan Smith","startTime":4197.79,"endTime":4202.32,"body":"yeah, yeah, I've got I've got a"},{"speaker":"Alan Smith","startTime":4202.89,"endTime":4207.12,"body":"pet giraffe. I've got a giraffe"},{"speaker":"Alan Smith","startTime":4202.89,"endTime":4207.12,"body":"and a monkey. Okay. Next, just"},{"speaker":"Alan Smith","startTime":4208.05,"endTime":4210.72,"body":"the point is, and he's stating"},{"speaker":"Alan Smith","startTime":4208.05,"endTime":4210.72,"body":"the bleeding obvious. And I"},{"speaker":"Alan Smith","startTime":4210.72,"endTime":4213.2699999999995,"body":"said, Surely people don't do"},{"speaker":"Alan Smith","startTime":4210.72,"endTime":4213.2699999999995,"body":"that, Steve. And he says, yeah,"},{"speaker":"Alan Smith","startTime":4213.45,"endTime":4215.73,"body":"they are wet. These are well"},{"speaker":"Alan Smith","startTime":4213.45,"endTime":4215.73,"body":"intentioned people. But they've"},{"speaker":"Alan Smith","startTime":4215.73,"endTime":4218.19,"body":"got they've been handed a set of"},{"speaker":"Alan Smith","startTime":4215.73,"endTime":4218.19,"body":"tools which ask clients"},{"speaker":"Alan Smith","startTime":4218.19,"endTime":4221.4,"body":"meaningful questions. And this"},{"speaker":"Alan Smith","startTime":4218.19,"endTime":4221.4,"body":"is where the art comes into."},{"speaker":"Alan Smith","startTime":4221.4,"endTime":4223.47,"body":"Because it's actually quite"},{"speaker":"Alan Smith","startTime":4221.4,"endTime":4223.47,"body":"difficult. You might, you know,"},{"speaker":"Alan Smith","startTime":4223.47,"endTime":4226.23,"body":"we used to go into this with"},{"speaker":"Alan Smith","startTime":4223.47,"endTime":4226.23,"body":"arms with a load of questions,"},{"speaker":"Alan Smith","startTime":4226.44,"endTime":4228.48,"body":"but they'll tell you something,"},{"speaker":"Alan Smith","startTime":4226.44,"endTime":4228.48,"body":"and all of a sudden, the next"},{"speaker":"Alan Smith","startTime":4228.48,"endTime":4231.3,"body":"five questions are irrelevant,"},{"speaker":"Alan Smith","startTime":4228.48,"endTime":4231.3,"body":"right. And so you've got to be"},{"speaker":"Alan Smith","startTime":4231.3,"endTime":4233.88,"body":"really on your game, you gotta"},{"speaker":"Alan Smith","startTime":4231.3,"endTime":4233.88,"body":"be able to shape the"},{"speaker":"Alan Smith","startTime":4233.88,"endTime":4236.67,"body":"conversation and be listening"},{"speaker":"Alan Smith","startTime":4233.88,"endTime":4236.67,"body":"intently. I don't know about"},{"speaker":"Alan Smith","startTime":4236.67,"endTime":4238.62,"body":"you. And I've done those"},{"speaker":"Alan Smith","startTime":4236.67,"endTime":4238.62,"body":"meetings in the two hours long"},{"speaker":"Alan Smith","startTime":4238.65,"endTime":4241.92,"body":"and bloody exhausted by the end"},{"speaker":"Alan Smith","startTime":4238.65,"endTime":4241.92,"body":"of them. Because I'm really, I'm"},{"speaker":"Alan Smith","startTime":4241.92,"endTime":4244.53,"body":"sort of my brain is trying to"},{"speaker":"Alan Smith","startTime":4241.92,"endTime":4244.53,"body":"manage a number of different"},{"speaker":"Alan Smith","startTime":4244.53,"endTime":4248.43,"body":"things going on at the same"},{"speaker":"Alan Smith","startTime":4244.53,"endTime":4248.43,"body":"time. So you don't just ask the"},{"speaker":"Alan Smith","startTime":4248.43,"endTime":4251.16,"body":"questions, listen very"},{"speaker":"Alan Smith","startTime":4248.43,"endTime":4251.16,"body":"carefully, and then shape the"},{"speaker":"Alan Smith","startTime":4251.16,"endTime":4252.66,"body":"next direction of the"},{"speaker":"Alan Smith","startTime":4251.16,"endTime":4252.66,"body":"conversation."},{"speaker":"Nick Lincoln","startTime":4252.689,"endTime":4253.709,"body":"Thank you, Andy."},{"speaker":"Andy Hart","startTime":4254.219,"endTime":4256.259,"body":"Before I have a"},{"speaker":"Andy Hart","startTime":4254.219,"endTime":4256.259,"body":"discovery meeting with any"},{"speaker":"Andy Hart","startTime":4256.259,"endTime":4259.439,"body":"client, they fill in my online"},{"speaker":"Andy Hart","startTime":4256.259,"endTime":4259.439,"body":"discovery form. I know it's"},{"speaker":"Andy Hart","startTime":4259.439,"endTime":4262.199,"body":"obviously not as good as live"},{"speaker":"Andy Hart","startTime":4259.439,"endTime":4262.199,"body":"questioning, of course not. But"},{"speaker":"Andy Hart","startTime":4262.199,"endTime":4264.479,"body":"I'll just give you what the"},{"speaker":"Andy Hart","startTime":4262.199,"endTime":4264.479,"body":"questions are. So the opening"},{"speaker":"Andy Hart","startTime":4264.479,"endTime":4266.879,"body":"question is, how did you hear"},{"speaker":"Andy Hart","startTime":4264.479,"endTime":4266.879,"body":"about us did someone recommend"},{"speaker":"Andy Hart","startTime":4266.879,"endTime":4270.209,"body":"us? That again, is quite open."},{"speaker":"Andy Hart","startTime":4266.879,"endTime":4270.209,"body":"The next question is, how can we"},{"speaker":"Andy Hart","startTime":4270.209,"endTime":4272.789,"body":"help? The next question is what"},{"speaker":"Andy Hart","startTime":4270.209,"endTime":4272.789,"body":"is your main financial concern"},{"speaker":"Andy Hart","startTime":4272.789,"endTime":4275.039,"body":"at the moment? The next"},{"speaker":"Andy Hart","startTime":4272.789,"endTime":4275.039,"body":"question, which is super"},{"speaker":"Andy Hart","startTime":4275.039,"endTime":4277.919,"body":"important is have you worked"},{"speaker":"Andy Hart","startTime":4275.039,"endTime":4277.919,"body":"with a financial advisor before?"},{"speaker":"Andy Hart","startTime":4277.949,"endTime":4282.539,"body":"If so, how did that go? And that"},{"speaker":"Andy Hart","startTime":4277.949,"endTime":4282.539,"body":"is a very, very insightful"},{"speaker":"Andy Hart","startTime":4282.539,"endTime":4284.909,"body":"question for us. So financial"},{"speaker":"Andy Hart","startTime":4282.539,"endTime":4284.909,"body":"advisor"},{"speaker":"Nick Lincoln","startTime":4285.45,"endTime":4287.61,"body":"pointed to himself"},{"speaker":"Nick Lincoln","startTime":4285.45,"endTime":4287.61,"body":"as if that's a question. I've"},{"speaker":"Nick Lincoln","startTime":4287.61,"endTime":4289.41,"body":"asked that question for years."},{"speaker":"Nick Lincoln","startTime":4287.61,"endTime":4289.41,"body":"And then"},{"speaker":"Andy Hart","startTime":4289.469,"endTime":4291.719,"body":"And then the final"},{"speaker":"Andy Hart","startTime":4289.469,"endTime":4291.719,"body":"final couple of questions are"},{"speaker":"Carl Widger","startTime":4291.75,"endTime":4294.09,"body":"did I just go"},{"speaker":"Carl Widger","startTime":4291.75,"endTime":4294.09,"body":"through all these questions"},{"speaker":"Carl Widger","startTime":4294.5999999999995,"endTime":4296.8499999999995,"body":"Lorman it's gonna be carried out"},{"speaker":"Carl Widger","startTime":4294.5999999999995,"endTime":4296.8499999999995,"body":"anyway, we're"},{"speaker":"Andy Hart","startTime":4296.8499999999995,"endTime":4298.86,"body":"letting each other"},{"speaker":"Andy Hart","startTime":4296.8499999999995,"endTime":4298.86,"body":"unrelated to other speakers."},{"speaker":"Alan Smith","startTime":4299.459,"endTime":4302.039,"body":"We didn't we need"},{"speaker":"Alan Smith","startTime":4299.459,"endTime":4302.039,"body":"come by our from you by"},{"speaker":"Andy Hart","startTime":4303.269,"endTime":4305.0689999999995,"body":"My next question is"},{"speaker":"Andy Hart","startTime":4303.269,"endTime":4305.0689999999995,"body":"what are you looking forward to"},{"speaker":"Andy Hart","startTime":4305.0689999999995,"endTime":4308.759,"body":"financial advisor My next"},{"speaker":"Andy Hart","startTime":4305.0689999999995,"endTime":4308.759,"body":"question is do you this is this"},{"speaker":"Andy Hart","startTime":4308.759,"endTime":4310.649,"body":"is an important one for"},{"speaker":"Andy Hart","startTime":4308.759,"endTime":4310.649,"body":"financial planners. My next"},{"speaker":"Andy Hart","startTime":4310.649,"endTime":4313.799,"body":"question is do you currently"},{"speaker":"Andy Hart","startTime":4310.649,"endTime":4313.799,"body":"have a written lb specific"},{"speaker":"Andy Hart","startTime":4313.799,"endTime":4317.129,"body":"financial life plan that's"},{"speaker":"Andy Hart","startTime":4313.799,"endTime":4317.129,"body":"teeing them up for this is what"},{"speaker":"Andy Hart","startTime":4317.129,"endTime":4318.869,"body":"we do. And then my final"},{"speaker":"Andy Hart","startTime":4317.129,"endTime":4318.869,"body":"question is what are your"},{"speaker":"Andy Hart","startTime":4318.869,"endTime":4321.059,"body":"hobbies interests or passions?"},{"speaker":"Carl Widger","startTime":4323.6089999999995,"endTime":4326.2789999999995,"body":"That's it so all"},{"speaker":"Carl Widger","startTime":4323.6089999999995,"endTime":4326.2789999999995,"body":"all the same as what I wrote."},{"speaker":"Carl Widger","startTime":4326.699,"endTime":4327.059,"body":"Read,"},{"speaker":"Andy Hart","startTime":4327.269,"endTime":4331.019,"body":"you are the chief."},{"speaker":"Andy Hart","startTime":4327.269,"endTime":4331.019,"body":"You are the chief Cloner car you"},{"speaker":"Andy Hart","startTime":4331.019,"endTime":4332.189,"body":"are very good at cloning my"},{"speaker":"Carl Widger","startTime":4332.189,"endTime":4335.549,"body":"friend. Also known"},{"speaker":"Carl Widger","startTime":4332.189,"endTime":4335.549,"body":"as any take good bits of dealing"},{"speaker":"Carl Widger","startTime":4335.549,"endTime":4336.149,"body":"filter out"},{"speaker":"Andy Hart","startTime":4336.149,"endTime":4337.289,"body":"all that to you"},{"speaker":"Andy Hart","startTime":4336.149,"endTime":4337.289,"body":"German."},{"speaker":"Nick Lincoln","startTime":4338.43,"endTime":4340.74,"body":"Okay, Paul Kurth,"},{"speaker":"Nick Lincoln","startTime":4338.43,"endTime":4340.74,"body":"hope you've got some value out"},{"speaker":"Nick Lincoln","startTime":4340.8,"endTime":4345.75,"body":"of that. And amongst that,"},{"speaker":"Nick Lincoln","startTime":4340.8,"endTime":4345.75,"body":"Rubble, yes, so if you think"},{"speaker":"Nick Lincoln","startTime":4345.75,"endTime":4348.15,"body":"we'll just have the one TRAPPIST"},{"speaker":"Nick Lincoln","startTime":4345.75,"endTime":4348.15,"body":"question this episode gentlemen,"},{"speaker":"Nick Lincoln","startTime":4348.15,"endTime":4351.09,"body":"that's okay, because we're in"},{"speaker":"Nick Lincoln","startTime":4348.15,"endTime":4351.09,"body":"one hour 10 minutes in. If you"},{"speaker":"Nick Lincoln","startTime":4351.09,"endTime":4354.9,"body":"want to submit a question to us"},{"speaker":"Nick Lincoln","startTime":4351.09,"endTime":4354.9,"body":"please do there's the link in"},{"speaker":"Nick Lincoln","startTime":4354.9,"endTime":4358.0199999999995,"body":"the pinned tweet at the top of"},{"speaker":"Nick Lincoln","startTime":4354.9,"endTime":4358.0199999999995,"body":"our Twitter profile also on our"},{"speaker":"Nick Lincoln","startTime":4358.0199999999995,"endTime":4360.96,"body":"brand new spanking shining new"},{"speaker":"Nick Lincoln","startTime":4358.0199999999995,"endTime":4360.96,"body":"website, the real advisor"},{"speaker":"Nick Lincoln","startTime":4360.96,"endTime":4363.78,"body":"podcast.com You can submit"},{"speaker":"Nick Lincoln","startTime":4360.96,"endTime":4363.78,"body":"questions there also on there"},{"speaker":"Nick Lincoln","startTime":4363.78,"endTime":4366.78,"body":"you can register your interest"},{"speaker":"Nick Lincoln","startTime":4363.78,"endTime":4366.78,"body":"for what many people are calling"},{"speaker":"Nick Lincoln","startTime":4367.47,"endTime":4371.3099999999995,"body":"the live event 2024 Trap live"},{"speaker":"Nick Lincoln","startTime":4367.47,"endTime":4371.3099999999995,"body":"May the ninth venue to be"},{"speaker":"Nick Lincoln","startTime":4371.3099999999995,"endTime":4374.28,"body":"determined if they ever bloody"},{"speaker":"Nick Lincoln","startTime":4371.3099999999995,"endTime":4374.28,"body":"well get back to one of us. But"},{"speaker":"Nick Lincoln","startTime":4374.28,"endTime":4378.21,"body":"please do look at that and let"},{"speaker":"Nick Lincoln","startTime":4374.28,"endTime":4378.21,"body":"us know if you're interested. I"},{"speaker":"Nick Lincoln","startTime":4378.21,"endTime":4381.21,"body":"think we should move on. Oh by"},{"speaker":"Nick Lincoln","startTime":4378.21,"endTime":4381.21,"body":"the way, and we're only August"},{"speaker":"Nick Lincoln","startTime":4381.21,"endTime":4383.3099999999995,"body":"with these questions. So we are"},{"speaker":"Nick Lincoln","startTime":4381.21,"endTime":4383.3099999999995,"body":"going through the hopper slowly"},{"speaker":"Nick Lincoln","startTime":4383.3099999999995,"endTime":4385.74,"body":"next up is guys Skinner you've"},{"speaker":"Nick Lincoln","startTime":4383.3099999999995,"endTime":4385.74,"body":"got quite a detailed question"},{"speaker":"Nick Lincoln","startTime":4385.74,"endTime":4388.71,"body":"guy which we'll address in the"},{"speaker":"Nick Lincoln","startTime":4385.74,"endTime":4388.71,"body":"next episode, but we're we will"},{"speaker":"Nick Lincoln","startTime":4388.71,"endTime":4392.97,"body":"plow through Okay, let's try and"},{"speaker":"Nick Lincoln","startTime":4388.71,"endTime":4392.97,"body":"seamlessly go on to culture"},{"speaker":"Nick Lincoln","startTime":4392.97,"endTime":4395.25,"body":"corner. I've got no idea if this"},{"speaker":"Nick Lincoln","startTime":4392.97,"endTime":4395.25,"body":"dropper works I'll press the"},{"speaker":"Nick Lincoln","startTime":4395.25,"endTime":4397.0199999999995,"body":"thing now there's an awkward"},{"speaker":"Nick Lincoln","startTime":4395.25,"endTime":4397.0199999999995,"body":"silence"},{"speaker":"Unknown","startTime":4400.229,"endTime":4401.489,"body":"absolute shambles,"},{"speaker":"Nick Lincoln","startTime":4401.489,"endTime":4403.409,"body":"absolute shambles,"},{"speaker":"Nick Lincoln","startTime":4401.489,"endTime":4403.409,"body":"right? Isn't it Riverside? Come"},{"speaker":"Nick Lincoln","startTime":4403.409,"endTime":4410.129,"body":"on, get your thing. Okay. And"},{"speaker":"Nick Lincoln","startTime":4403.409,"endTime":4410.129,"body":"the first one is Mr. Smith and G"},{"speaker":"Nick Lincoln","startTime":4410.189,"endTime":4412.469,"body":"E M which bills Game"},{"speaker":"Alan Smith","startTime":4413.79,"endTime":4417.69,"body":"Jam. So as you wish"},{"speaker":"Alan Smith","startTime":4413.79,"endTime":4417.69,"body":"I could sue culture corners the"},{"speaker":"Alan Smith","startTime":4417.69,"endTime":4421.47,"body":"both the almost diametrically"},{"speaker":"Alan Smith","startTime":4417.69,"endTime":4421.47,"body":"opposite, but both are"},{"speaker":"Alan Smith","startTime":4421.47,"endTime":4427.71,"body":"absolutely worth consuming"},{"speaker":"Alan Smith","startTime":4421.47,"endTime":4427.71,"body":"watching gem G M, which is on"},{"speaker":"Alan Smith","startTime":4427.71,"endTime":4430.5599999999995,"body":"Amazon Prime. It's just over one"},{"speaker":"Alan Smith","startTime":4427.71,"endTime":4430.5599999999995,"body":"hour, it's a stand up. It's a"},{"speaker":"Alan Smith","startTime":4430.5599999999995,"endTime":4435.21,"body":"guy. So Ozzie guy called Hugh"},{"speaker":"Alan Smith","startTime":4430.5599999999995,"endTime":4435.21,"body":"Vander coulomb Berg, who had"},{"speaker":"Alan Smith","startTime":4435.21,"endTime":4438.69,"body":"never heard of before, I don't"},{"speaker":"Alan Smith","startTime":4435.21,"endTime":4438.69,"body":"know what you know, encouraged"},{"speaker":"Alan Smith","startTime":4438.69,"endTime":4444.9,"body":"me to watch this or, or see the"},{"speaker":"Alan Smith","startTime":4438.69,"endTime":4444.9,"body":"video, but I did last week. And"},{"speaker":"Alan Smith","startTime":4444.9,"endTime":4447.42,"body":"it's fabulous. And actually it's"},{"speaker":"Alan Smith","startTime":4444.9,"endTime":4447.42,"body":"just highly relevant this time"},{"speaker":"Alan Smith","startTime":4447.42,"endTime":4449.64,"body":"of year, we've all got a bit"},{"speaker":"Alan Smith","startTime":4447.42,"endTime":4449.64,"body":"more, maybe a little bit more"},{"speaker":"Alan Smith","startTime":4449.64,"endTime":4453.3,"body":"time on our hands maybe a little"},{"speaker":"Alan Smith","startTime":4449.64,"endTime":4453.3,"body":"bit more reflective and looking"},{"speaker":"Alan Smith","startTime":4453.3,"endTime":4457.5,"body":"back at the previous year and"},{"speaker":"Alan Smith","startTime":4453.3,"endTime":4457.5,"body":"thinking thinking ahead. Yeah,"},{"speaker":"Alan Smith","startTime":4457.5,"endTime":4463.14,"body":"it's all I would say is it"},{"speaker":"Alan Smith","startTime":4457.5,"endTime":4463.14,"body":"allows you the G it stands for"},{"speaker":"Alan Smith","startTime":4463.14,"endTime":4467.19,"body":"gratitude, empathy and"},{"speaker":"Alan Smith","startTime":4463.14,"endTime":4467.19,"body":"mindfulness. And it sounds a"},{"speaker":"Alan Smith","startTime":4467.19,"endTime":4470.07,"body":"little I can see Nick's eyes"},{"speaker":"Alan Smith","startTime":4467.19,"endTime":4470.07,"body":"rolling and just shaking his"},{"speaker":"Alan Smith","startTime":4470.07,"endTime":4475.5,"body":"head as it is for everyone"},{"speaker":"Alan Smith","startTime":4470.07,"endTime":4475.5,"body":"except for Nick Lincoln, who's"},{"speaker":"Alan Smith","startTime":4475.53,"endTime":4480.03,"body":"already the epitome of empathy"},{"speaker":"Alan Smith","startTime":4475.53,"endTime":4480.03,"body":"and mindfulness and gratitude."},{"speaker":"Alan Smith","startTime":4480.48,"endTime":4483.69,"body":"It's just really nice. And it"},{"speaker":"Alan Smith","startTime":4480.48,"endTime":4483.69,"body":"just tells a lot of stories. He"},{"speaker":"Alan Smith","startTime":4483.69,"endTime":4487.29,"body":"talks about this talks about"},{"speaker":"Alan Smith","startTime":4483.69,"endTime":4487.29,"body":"sport, and his examples and real"},{"speaker":"Alan Smith","startTime":4487.29,"endTime":4490.47,"body":"life things that this guy has"},{"speaker":"Alan Smith","startTime":4487.29,"endTime":4490.47,"body":"experienced worth an hour of"},{"speaker":"Alan Smith","startTime":4490.47,"endTime":4493.98,"body":"your time of anyone's time. The"},{"speaker":"Alan Smith","startTime":4490.47,"endTime":4493.98,"body":"other as I say almost a sort of"},{"speaker":"Alan Smith","startTime":4493.98,"endTime":4497.28,"body":"direct opposite is something I"},{"speaker":"Alan Smith","startTime":4493.98,"endTime":4497.28,"body":"just watched at the weekend"},{"speaker":"Alan Smith","startTime":4497.28,"endTime":4501.66,"body":"going past is the new things"},{"speaker":"Alan Smith","startTime":4497.28,"endTime":4501.66,"body":"Jeff Bezos interview with Lex"},{"speaker":"Alan Smith","startTime":4501.66,"endTime":4504.0,"body":"Friedman on the LEX Friedman"},{"speaker":"Alan Smith","startTime":4501.66,"endTime":4504.0,"body":"podcast, which I watched on"},{"speaker":"Alan Smith","startTime":4504.0,"endTime":4508.08,"body":"YouTube. It's about two hours"},{"speaker":"Alan Smith","startTime":4504.0,"endTime":4508.08,"body":"long. Jeff Bezos almost never"},{"speaker":"Alan Smith","startTime":4508.08,"endTime":4513.66,"body":"does podcasts, interviews,"},{"speaker":"Alan Smith","startTime":4508.08,"endTime":4513.66,"body":"conversations. This is for"},{"speaker":"Alan Smith","startTime":4513.66,"endTime":4515.97,"body":"anyone in business or anyone"},{"speaker":"Alan Smith","startTime":4513.66,"endTime":4515.97,"body":"attempting ever to be in"},{"speaker":"Alan Smith","startTime":4515.97,"endTime":4520.23,"body":"business. This is a master class"},{"speaker":"Alan Smith","startTime":4515.97,"endTime":4520.23,"body":"Amazon are just such they are"},{"speaker":"Alan Smith","startTime":4520.23,"endTime":4521.82,"body":"what do you call it? Andrew?"},{"speaker":"Alan Smith","startTime":4520.23,"endTime":4521.82,"body":"Would you steal it from"},{"speaker":"Alan Smith","startTime":4521.82,"endTime":4524.61,"body":"somewhere else they've"},{"speaker":"Alan Smith","startTime":4521.82,"endTime":4524.61,"body":"commoditize miracles, the fact"},{"speaker":"Alan Smith","startTime":4524.61,"endTime":4528.48,"body":"you can click something on your"},{"speaker":"Alan Smith","startTime":4524.61,"endTime":4528.48,"body":"phone, and the next day or"},{"speaker":"Alan Smith","startTime":4528.48,"endTime":4530.55,"body":"within hours something is"},{"speaker":"Alan Smith","startTime":4528.48,"endTime":4530.55,"body":"delivered, and everything that"},{"speaker":"Alan Smith","startTime":4530.55,"endTime":4533.49,"body":"they do from their Kindle to the"},{"speaker":"Alan Smith","startTime":4530.55,"endTime":4533.49,"body":"Amazon Web Services is just an"},{"speaker":"Alan Smith","startTime":4533.49,"endTime":4537.36,"body":"extraordinary operation. And"},{"speaker":"Alan Smith","startTime":4533.49,"endTime":4537.36,"body":"Jeff, along with Elon Musk is"},{"speaker":"Alan Smith","startTime":4537.36,"endTime":4539.91,"body":"undoubtedly one of the sort of"},{"speaker":"Alan Smith","startTime":4537.36,"endTime":4539.91,"body":"your one or two best"},{"speaker":"Alan Smith","startTime":4540.0,"endTime":4543.66,"body":"entrepreneurs of the last 100"},{"speaker":"Alan Smith","startTime":4540.0,"endTime":4543.66,"body":"years or so. And he just he"},{"speaker":"Alan Smith","startTime":4543.66,"endTime":4547.23,"body":"unpacks is basically his secrets"},{"speaker":"Alan Smith","startTime":4543.66,"endTime":4547.23,"body":"to success to Jeff Bezos on the"},{"speaker":"Alan Smith","startTime":4547.23,"endTime":4550.29,"body":"LEX Friedman podcast well worth"},{"speaker":"Alan Smith","startTime":4547.23,"endTime":4550.29,"body":"your time really"},{"speaker":"Andy Hart","startTime":4550.29,"endTime":4552.51,"body":"really much it's"},{"speaker":"Andy Hart","startTime":4550.29,"endTime":4552.51,"body":"really really good yes about two"},{"speaker":"Andy Hart","startTime":4552.51,"endTime":4554.8499999999995,"body":"and a half hours long he goes"},{"speaker":"Andy Hart","startTime":4552.51,"endTime":4554.8499999999995,"body":"into a lot of detail about a lot"},{"speaker":"Andy Hart","startTime":4554.8499999999995,"endTime":4558.18,"body":"of stuff it's uh yeah I highly"},{"speaker":"Andy Hart","startTime":4554.8499999999995,"endTime":4558.18,"body":"recommend it a really good"},{"speaker":"Andy Hart","startTime":4558.18,"endTime":4559.14,"body":"recommendation and"},{"speaker":"Nick Lincoln","startTime":4560.489,"endTime":4562.799,"body":"okay, I get that I"},{"speaker":"Nick Lincoln","startTime":4560.489,"endTime":4562.799,"body":"find Lex Friedman hard work but"},{"speaker":"Nick Lincoln","startTime":4562.949,"endTime":4565.739,"body":"given you guys a boost it up I'm"},{"speaker":"Nick Lincoln","startTime":4562.949,"endTime":4565.739,"body":"gonna give you I'm gonna try the"},{"speaker":"Nick Lincoln","startTime":4565.739,"endTime":4571.739,"body":"culture I refreshed let's just"},{"speaker":"Nick Lincoln","startTime":4565.739,"endTime":4571.739,"body":"see if this works. Oh there is"},{"speaker":"Nick Lincoln","startTime":4571.739,"endTime":4576.599,"body":"balanced restore to the force."},{"speaker":"Nick Lincoln","startTime":4571.739,"endTime":4576.599,"body":"Okay. Corner it is made"},{"speaker":"Nick Lincoln","startTime":4576.599,"endTime":4581.339,"body":"trillions trillions a book by"},{"speaker":"Nick Lincoln","startTime":4576.599,"endTime":4581.339,"body":"Robin Wigglesworth I was gonna"},{"speaker":"Nick Lincoln","startTime":4581.339,"endTime":4584.549,"body":"call him wrigglesworth. It's a"},{"speaker":"Nick Lincoln","startTime":4581.339,"endTime":4584.549,"body":"Wigglesworth and this is on the,"},{"speaker":"Nick Lincoln","startTime":4585.059,"endTime":4591.659,"body":"on the, the rise of the indexing"},{"speaker":"Nick Lincoln","startTime":4585.059,"endTime":4591.659,"body":"movement, which has, as we know,"},{"speaker":"Nick Lincoln","startTime":4591.659,"endTime":4596.639,"body":"is just it's just now massive"},{"speaker":"Nick Lincoln","startTime":4591.659,"endTime":4596.639,"body":"and dominates. And I read a book"},{"speaker":"Nick Lincoln","startTime":4596.669,"endTime":4600.659,"body":"this year, but by Charlie Ellis,"},{"speaker":"Nick Lincoln","startTime":4596.669,"endTime":4600.659,"body":"the story of the Vanguard, and I"},{"speaker":"Nick Lincoln","startTime":4600.659,"endTime":4604.889,"body":"found that quite a dull read"},{"speaker":"Nick Lincoln","startTime":4600.659,"endTime":4604.889,"body":"trillions by comparison, I'm"},{"speaker":"Nick Lincoln","startTime":4604.889,"endTime":4606.599,"body":"loving you. I haven't finished"},{"speaker":"Nick Lincoln","startTime":4604.889,"endTime":4606.599,"body":"it yet, but I am actually"},{"speaker":"Nick Lincoln","startTime":4606.599,"endTime":4609.539,"body":"reading it. Okay. So I can I can"},{"speaker":"Nick Lincoln","startTime":4606.599,"endTime":4609.539,"body":"get that into such a corner. And"},{"speaker":"Nick Lincoln","startTime":4609.539,"endTime":4613.709,"body":"it's, it's got a lot it goes"},{"speaker":"Nick Lincoln","startTime":4609.539,"endTime":4613.709,"body":"back way back then. So at the"},{"speaker":"Nick Lincoln","startTime":4613.709,"endTime":4616.8589999999995,"body":"19th century, how these early"},{"speaker":"Nick Lincoln","startTime":4613.709,"endTime":4616.8589999999995,"body":"these early academics were"},{"speaker":"Nick Lincoln","startTime":4616.8589999999995,"endTime":4619.8589999999995,"body":"looking at the Paris stock"},{"speaker":"Nick Lincoln","startTime":4616.8589999999995,"endTime":4619.8589999999995,"body":"market and thinking you know,"},{"speaker":"Nick Lincoln","startTime":4619.8589999999995,"endTime":4621.599,"body":"there's something funny, there's"},{"speaker":"Nick Lincoln","startTime":4619.8589999999995,"endTime":4621.599,"body":"something going on here, you"},{"speaker":"Nick Lincoln","startTime":4621.599,"endTime":4625.199,"body":"know, this, this random walks in"},{"speaker":"Nick Lincoln","startTime":4621.599,"endTime":4625.199,"body":"it, the prices do appear. And so"},{"speaker":"Nick Lincoln","startTime":4625.259,"endTime":4627.059,"body":"it's a lot of historical"},{"speaker":"Nick Lincoln","startTime":4625.259,"endTime":4627.059,"body":"context, but it brings in"},{"speaker":"Nick Lincoln","startTime":4627.059,"endTime":4630.449,"body":"everybody in the field. So you"},{"speaker":"Nick Lincoln","startTime":4627.059,"endTime":4630.449,"body":"got Rex Cinquefoil, you got your"},{"speaker":"Nick Lincoln","startTime":4630.479,"endTime":4634.289,"body":"French and pharma, you've"},{"speaker":"Nick Lincoln","startTime":4630.479,"endTime":4634.289,"body":"obviously got Bogle and it's a"},{"speaker":"Nick Lincoln","startTime":4634.289,"endTime":4636.629,"body":"really, really interesting read"},{"speaker":"Nick Lincoln","startTime":4634.289,"endTime":4636.629,"body":"and written and everything I"},{"speaker":"Nick Lincoln","startTime":4636.629,"endTime":4639.209,"body":"start and so I recommend that as"},{"speaker":"Nick Lincoln","startTime":4636.629,"endTime":4639.209,"body":"a link to the I'm doing on"},{"speaker":"Nick Lincoln","startTime":4639.209,"endTime":4642.899,"body":"Kindle, by the way, and it's a"},{"speaker":"Nick Lincoln","startTime":4639.209,"endTime":4642.899,"body":"good consumption because it's"},{"speaker":"Nick Lincoln","startTime":4642.899,"endTime":4645.629,"body":"consumed via Kindle. And there's"},{"speaker":"Nick Lincoln","startTime":4642.899,"endTime":4645.629,"body":"a link to it in the show notes."},{"speaker":"Nick Lincoln","startTime":4645.629,"endTime":4648.0289999999995,"body":"Also in the show notes. I know"},{"speaker":"Nick Lincoln","startTime":4645.629,"endTime":4648.0289999999995,"body":"that on your award winning"},{"speaker":"Nick Lincoln","startTime":4648.989,"endTime":4654.389,"body":"podcast, Alan, thank you. Robin"},{"speaker":"Nick Lincoln","startTime":4648.989,"endTime":4654.389,"body":"as a guest on Sirius two episode"},{"speaker":"Nick Lincoln","startTime":4654.389,"endTime":4657.119,"body":"three, so I've even put a link"},{"speaker":"Nick Lincoln","startTime":4654.389,"endTime":4657.119,"body":"in to that episode. And so you"},{"speaker":"Alan Smith","startTime":4657.12,"endTime":4659.82,"body":"are so kind is that"},{"speaker":"Alan Smith","startTime":4657.12,"endTime":4659.82,"body":"is that your Christmas gift to"},{"speaker":"Alan Smith","startTime":4659.82,"endTime":4664.83,"body":"me? Christmas gift. I really"},{"speaker":"Alan Smith","startTime":4659.82,"endTime":4664.83,"body":"appreciate it. Robin is a close"},{"speaker":"Alan Smith","startTime":4664.83,"endTime":4668.13,"body":"personal friend of mine. Come"},{"speaker":"Alan Smith","startTime":4664.83,"endTime":4668.13,"body":"on, come on. Come on, come up."},{"speaker":"Unknown","startTime":4669.7789999999995,"endTime":4670.919,"body":"Yes, he's a lovely guy."},{"speaker":"Alan Smith","startTime":4670.92,"endTime":4674.94,"body":"I've met him several"},{"speaker":"Alan Smith","startTime":4670.92,"endTime":4674.94,"body":"times. Interesting fact. Robin"},{"speaker":"Alan Smith","startTime":4674.97,"endTime":4678.75,"body":"Wigglesworth. What nationality"},{"speaker":"Alan Smith","startTime":4674.97,"endTime":4678.75,"body":"is he Canadian sounds. So it"},{"speaker":"Alan Smith","startTime":4678.75,"endTime":4682.98,"body":"could not be orangish Norwegian"},{"speaker":"Alan Smith","startTime":4678.75,"endTime":4682.98,"body":"in Norway, right. Another"},{"speaker":"Alan Smith","startTime":4683.04,"endTime":4686.01,"body":"potential client of Metis."},{"speaker":"Alan Smith","startTime":4683.04,"endTime":4686.01,"body":"Norway. What's this about"},{"speaker":"Alan Smith","startTime":4686.01,"endTime":4687.5999999999995,"body":"Norway. Anyway,"},{"speaker":"Carl Widger","startTime":4687.899,"endTime":4689.369,"body":"that is our"},{"speaker":"Carl Widger","startTime":4687.899,"endTime":4689.369,"body":"chairman."},{"speaker":"Alan Smith","startTime":4692.91,"endTime":4696.12,"body":"Robin because we're"},{"speaker":"Alan Smith","startTime":4692.91,"endTime":4696.12,"body":"just another sort of just to"},{"speaker":"Alan Smith","startTime":4696.12,"endTime":4699.72,"body":"back that up. Robin is the"},{"speaker":"Alan Smith","startTime":4696.12,"endTime":4699.72,"body":"editor of the Alphaville section"},{"speaker":"Alan Smith","startTime":4699.72,"endTime":4703.14,"body":"of the Financial Times. And that"},{"speaker":"Alan Smith","startTime":4699.72,"endTime":4703.14,"body":"is the only section of financial"},{"speaker":"Alan Smith","startTime":4703.14,"endTime":4705.72,"body":"times which is free to anyone."},{"speaker":"Alan Smith","startTime":4703.14,"endTime":4705.72,"body":"You don't have to subscribe."},{"speaker":"Alan Smith","startTime":4705.72,"endTime":4709.05,"body":"It's not paywall controlled. And"},{"speaker":"Alan Smith","startTime":4705.72,"endTime":4709.05,"body":"it's very kind of irreverent,"},{"speaker":"Alan Smith","startTime":4709.05,"endTime":4711.8099999999995,"body":"shall we say the right a lot of"},{"speaker":"Alan Smith","startTime":4709.05,"endTime":4711.8099999999995,"body":"just fun, interesting stories"},{"speaker":"Alan Smith","startTime":4711.8099999999995,"endTime":4714.96,"body":"about the world of finance. So"},{"speaker":"Alan Smith","startTime":4711.8099999999995,"endTime":4714.96,"body":"do check out Alphaville at ft"},{"speaker":"Alan Smith","startTime":4714.99,"endTime":4718.08,"body":"edited by Robin Wigglesworth."},{"speaker":"Alan Smith","startTime":4714.99,"endTime":4718.08,"body":"But good shout, Nick. Thank you."},{"speaker":"Nick Lincoln","startTime":4718.23,"endTime":4720.96,"body":"Okay, great. So"},{"speaker":"Nick Lincoln","startTime":4718.23,"endTime":4720.96,"body":"I'll just close. My podcast app"},{"speaker":"Nick Lincoln","startTime":4720.96,"endTime":4723.3,"body":"that I use is Pocket Cast, and I"},{"speaker":"Nick Lincoln","startTime":4720.96,"endTime":4723.3,"body":"pay the annual subscription, it"},{"speaker":"Nick Lincoln","startTime":4723.3,"endTime":4726.0599999999995,"body":"was 10 quid a year, I got a"},{"speaker":"Nick Lincoln","startTime":4723.3,"endTime":4726.0599999999995,"body":"notification coming through from"},{"speaker":"Nick Lincoln","startTime":4726.0599999999995,"endTime":4728.3099999999995,"body":"them. I know we're living in"},{"speaker":"Nick Lincoln","startTime":4726.0599999999995,"endTime":4728.3099999999995,"body":"high inflation time for that 10"},{"speaker":"Nick Lincoln","startTime":4728.3099999999995,"endTime":4731.8499999999995,"body":"quid a year is going up to 40"},{"speaker":"Nick Lincoln","startTime":4728.3099999999995,"endTime":4731.8499999999995,"body":"quid a year give or take. And"},{"speaker":"Nick Lincoln","startTime":4732.21,"endTime":4734.49,"body":"it's funny about it's a good"},{"speaker":"Nick Lincoln","startTime":4732.21,"endTime":4734.49,"body":"example of frame easily because"},{"speaker":"Nick Lincoln","startTime":4734.49,"endTime":4736.5599999999995,"body":"in the scheme of things, 40"},{"speaker":"Nick Lincoln","startTime":4734.49,"endTime":4736.5599999999995,"body":"pounds is not really here or"},{"speaker":"Nick Lincoln","startTime":4736.5599999999995,"endTime":4739.92,"body":"there. But the fact is a four"},{"speaker":"Nick Lincoln","startTime":4736.5599999999995,"endTime":4739.92,"body":"fold increase has really gotten"},{"speaker":"Nick Lincoln","startTime":4740.43,"endTime":4741.2699999999995,"body":"under my skin. So"},{"speaker":"Andy Hart","startTime":4741.93,"endTime":4744.0599999999995,"body":"you get a Pocket Cast"},{"speaker":"Andy Hart","startTime":4741.93,"endTime":4744.0599999999995,"body":"pro Nick, I don't know if I've"},{"speaker":"Andy Hart","startTime":4744.0599999999995,"endTime":4746.46,"body":"got it or not, I use Pocket"},{"speaker":"Andy Hart","startTime":4744.0599999999995,"endTime":4746.46,"body":"Casts. But I don't know if I've"},{"speaker":"Andy Hart","startTime":4746.46,"endTime":4748.23,"body":"got the programs. And I'll just"},{"speaker":"Andy Hart","startTime":4746.46,"endTime":4748.23,"body":"get the abilities that you can"},{"speaker":"Andy Hart","startTime":4748.23,"endTime":4751.47,"body":"download and store files on your"},{"speaker":"Andy Hart","startTime":4748.23,"endTime":4751.47,"body":"I must have the Pro version, I"},{"speaker":"Andy Hart","startTime":4751.47,"endTime":4753.3,"body":"must have the Pro version. Yeah,"},{"speaker":"Andy Hart","startTime":4751.47,"endTime":4753.3,"body":"it's coming up, it's going to"},{"speaker":"Andy Hart","startTime":4753.3,"endTime":4753.63,"body":"increase."},{"speaker":"Nick Lincoln","startTime":4755.489,"endTime":4756.899,"body":"The free version"},{"speaker":"Nick Lincoln","startTime":4755.489,"endTime":4756.899,"body":"is happy with I've gone back to"},{"speaker":"Nick Lincoln","startTime":4757.019,"endTime":4761.699,"body":"so super quick for me, I would"},{"speaker":"Nick Lincoln","startTime":4757.019,"endTime":4761.699,"body":"happily pay 10 to 12 quid 15"},{"speaker":"Nick Lincoln","startTime":4761.699,"endTime":4764.999,"body":"quid forever, you know, in line"},{"speaker":"Nick Lincoln","startTime":4761.699,"endTime":4764.999,"body":"broadly with inflation, but to"},{"speaker":"Nick Lincoln","startTime":4764.999,"endTime":4767.459,"body":"go from 10 to 40. I've cancelled"},{"speaker":"Nick Lincoln","startTime":4764.999,"endTime":4767.459,"body":"this and then they've not"},{"speaker":"Nick Lincoln","startTime":4767.459,"endTime":4769.229,"body":"getting the 40 they're not"},{"speaker":"Nick Lincoln","startTime":4767.459,"endTime":4769.229,"body":"getting the 10 anymore, either."},{"speaker":"Nick Lincoln","startTime":4769.709,"endTime":4773.399,"body":"So clear score app, Mr. Ha. Oh,"},{"speaker":"Nick Lincoln","startTime":4769.709,"endTime":4773.399,"body":"yes."},{"speaker":"Andy Hart","startTime":4773.399,"endTime":4775.259,"body":"So I don't think I've"},{"speaker":"Andy Hart","startTime":4773.399,"endTime":4775.259,"body":"spoken about this before. It's a"},{"speaker":"Andy Hart","startTime":4775.289,"endTime":4778.709,"body":"it's an app that tracks your"},{"speaker":"Andy Hart","startTime":4775.289,"endTime":4778.709,"body":"credit score, it's free. So I"},{"speaker":"Andy Hart","startTime":4778.709,"endTime":4781.229,"body":"recommend you as an advisor,"},{"speaker":"Andy Hart","startTime":4778.709,"endTime":4781.229,"body":"download it and use it and then"},{"speaker":"Andy Hart","startTime":4781.229,"endTime":4783.809,"body":"any clients that you have that"},{"speaker":"Andy Hart","startTime":4781.229,"endTime":4783.809,"body":"don't quite know what their"},{"speaker":"Andy Hart","startTime":4783.809,"endTime":4787.229,"body":"credit score is, or whatever"},{"speaker":"Andy Hart","startTime":4783.809,"endTime":4787.229,"body":"it's brilliant is super app,"},{"speaker":"Andy Hart","startTime":4787.229,"endTime":4789.119,"body":"it's got loads of detail behind"},{"speaker":"Andy Hart","startTime":4787.229,"endTime":4789.119,"body":"it shows you all of your"},{"speaker":"Andy Hart","startTime":4789.119,"endTime":4791.189,"body":"accounts, which shows you the"},{"speaker":"Andy Hart","startTime":4789.119,"endTime":4791.189,"body":"total value of your mortgages,"},{"speaker":"Andy Hart","startTime":4791.189,"endTime":4794.0689999999995,"body":"total value of your credit cards"},{"speaker":"Andy Hart","startTime":4791.189,"endTime":4794.0689999999995,"body":"is brilliant. So if you want a"},{"speaker":"Andy Hart","startTime":4794.0689999999995,"endTime":4797.999,"body":"credit score app that sort of"},{"speaker":"Andy Hart","startTime":4794.0689999999995,"endTime":4797.999,"body":"free unless they change your"},{"speaker":"Andy Hart","startTime":4797.999,"endTime":4800.249,"body":"price in the future, then I"},{"speaker":"Andy Hart","startTime":4797.999,"endTime":4800.249,"body":"recommend you download it and"},{"speaker":"Andy Hart","startTime":4800.249,"endTime":4804.239,"body":"obviously mentioned it to your"},{"speaker":"Andy Hart","startTime":4800.249,"endTime":4804.239,"body":"clients also. Final point is I"},{"speaker":"Andy Hart","startTime":4804.239,"endTime":4807.749,"body":"mentioned it earlier in"},{"speaker":"Andy Hart","startTime":4804.239,"endTime":4807.749,"body":"question, Nick. There isn't a"},{"speaker":"Andy Hart","startTime":4807.749,"endTime":4811.619,"body":"point I somehow got the perfect"},{"speaker":"Andy Hart","startTime":4807.749,"endTime":4811.619,"body":"score didn't I had 1000 out of"},{"speaker":"Andy Hart","startTime":4811.619,"endTime":4814.739,"body":"1000 Yeah, a mate of mine sent"},{"speaker":"Andy Hart","startTime":4811.619,"endTime":4814.739,"body":"me a screen slightly gone down."},{"speaker":"Andy Hart","startTime":4814.769,"endTime":4816.929,"body":"A mate of mine sent me a"},{"speaker":"Andy Hart","startTime":4814.769,"endTime":4816.929,"body":"screenshot the other day that he"},{"speaker":"Andy Hart","startTime":4816.929,"endTime":4819.329,"body":"also had 1000 I think my"},{"speaker":"Andy Hart","startTime":4816.929,"endTime":4819.329,"body":"brother's got 1000 as well."},{"speaker":"Andy Hart","startTime":4819.329,"endTime":4821.849,"body":"Mine's a little bit lower"},{"speaker":"Andy Hart","startTime":4819.329,"endTime":4821.849,"body":"because of my recent personal"},{"speaker":"Andy Hart","startTime":4821.849,"endTime":4824.759,"body":"circumstances, moving houses,"},{"speaker":"Andy Hart","startTime":4821.849,"endTime":4824.759,"body":"various things going on."},{"speaker":"Nick Lincoln","startTime":4825.15,"endTime":4827.73,"body":"But I'm still"},{"speaker":"Nick Lincoln","startTime":4825.15,"endTime":4827.73,"body":"seeing successful divorce so"},{"speaker":"Nick Lincoln","startTime":4827.73,"endTime":4828.0,"body":"yeah,"},{"speaker":"Andy Hart","startTime":4828.21,"endTime":4831.18,"body":"I'm still I'm still"},{"speaker":"Andy Hart","startTime":4828.21,"endTime":4831.18,"body":"about 800 out of 1000 Nick's I'm"},{"speaker":"Andy Hart","startTime":4831.18,"endTime":4833.8499999999995,"body":"not, I'm not, I'm still credit"},{"speaker":"Andy Hart","startTime":4831.18,"endTime":4833.8499999999995,"body":"worthy."},{"speaker":"Nick Lincoln","startTime":4833.849,"endTime":4836.219,"body":"Sure I can, I"},{"speaker":"Nick Lincoln","startTime":4833.849,"endTime":4836.219,"body":"can't really associate with you"},{"speaker":"Nick Lincoln","startTime":4836.219,"endTime":4838.019,"body":"and get the 900 so we can start."},{"speaker":"Andy Hart","startTime":4839.46,"endTime":4842.7,"body":"I sorry. My final"},{"speaker":"Andy Hart","startTime":4839.46,"endTime":4842.7,"body":"point I mentioned earlier on the"},{"speaker":"Andy Hart","startTime":4842.7,"endTime":4844.92,"body":"show, but I'll put a link in the"},{"speaker":"Andy Hart","startTime":4842.7,"endTime":4844.92,"body":"so called show notes. It's"},{"speaker":"Andy Hart","startTime":4844.92,"endTime":4848.34,"body":"called historical newspapers."},{"speaker":"Andy Hart","startTime":4844.92,"endTime":4848.34,"body":"The website is at historic"},{"speaker":"Andy Hart","startTime":4848.97,"endTime":4853.53,"body":"historic hyphen newspapers dot"},{"speaker":"Andy Hart","startTime":4848.97,"endTime":4853.53,"body":"code at UK brilliant worth"},{"speaker":"Andy Hart","startTime":4853.53,"endTime":4856.65,"body":"checking out and just a bit more"},{"speaker":"Andy Hart","startTime":4853.53,"endTime":4856.65,"body":"detail around that you can buy"},{"speaker":"Andy Hart","startTime":4856.65,"endTime":4860.46,"body":"the paper for like 30 or 40 quid"},{"speaker":"Andy Hart","startTime":4856.65,"endTime":4860.46,"body":"you can get it in a premium box"},{"speaker":"Andy Hart","startTime":4860.46,"endTime":4863.34,"body":"for about 45 quid and you can"},{"speaker":"Andy Hart","startTime":4860.46,"endTime":4863.34,"body":"throw in a bottle of wine as"},{"speaker":"Andy Hart","startTime":4863.34,"endTime":4865.83,"body":"well if you wish to. So they've"},{"speaker":"Andy Hart","startTime":4863.34,"endTime":4865.83,"body":"got it all sorted. It's well"},{"speaker":"Andy Hart","startTime":4865.83,"endTime":4869.01,"body":"packaged and they it's amazing"},{"speaker":"Andy Hart","startTime":4865.83,"endTime":4869.01,"body":"what they do. So yeah, do check"},{"speaker":"Andy Hart","startTime":4869.01,"endTime":4871.3499999999995,"body":"it out a special gifts for"},{"speaker":"Andy Hart","startTime":4869.01,"endTime":4871.3499999999995,"body":"clients, let's call it"},{"speaker":"Nick Lincoln","startTime":4872.55,"endTime":4874.5599999999995,"body":"Yeah, great."},{"speaker":"Nick Lincoln","startTime":4872.55,"endTime":4874.5599999999995,"body":"That's such a great idea. Okay,"},{"speaker":"Nick Lincoln","startTime":4874.5599999999995,"endTime":4877.74,"body":"the final culture corner is From"},{"speaker":"Nick Lincoln","startTime":4874.5599999999995,"endTime":4877.74,"body":"della Vaucher he wants to go"},{"speaker":"Nick Lincoln","startTime":4877.74,"endTime":4881.04,"body":"Lost Boys. Wow. Yeah."},{"speaker":"Carl Widger","startTime":4882.149,"endTime":4886.049,"body":"This game of life"},{"speaker":"Carl Widger","startTime":4882.149,"endTime":4886.049,"body":"can be tricky sometimes. And"},{"speaker":"Carl Widger","startTime":4886.3189999999995,"endTime":4889.5289999999995,"body":"this time of the year is great."},{"speaker":"Carl Widger","startTime":4886.3189999999995,"endTime":4889.5289999999995,"body":"And it's brilliant. And I'm"},{"speaker":"Carl Widger","startTime":4889.5289999999995,"endTime":4892.1089999999995,"body":"really looking forward to"},{"speaker":"Carl Widger","startTime":4889.5289999999995,"endTime":4892.1089999999995,"body":"spending the time with my kids."},{"speaker":"Carl Widger","startTime":4892.979,"endTime":4898.589,"body":"But not everyone is that lucky"},{"speaker":"Carl Widger","startTime":4892.979,"endTime":4898.589,"body":"all of the time. And I think we"},{"speaker":"Carl Widger","startTime":4898.619,"endTime":4902.099,"body":"all got to be cognizant that you"},{"speaker":"Carl Widger","startTime":4898.619,"endTime":4902.099,"body":"never know what people are going"},{"speaker":"Carl Widger","startTime":4902.099,"endTime":4907.769,"body":"through the the, the best"},{"speaker":"Carl Widger","startTime":4902.099,"endTime":4907.769,"body":"investment I've ever made for"},{"speaker":"Carl Widger","startTime":4907.769,"endTime":4913.079,"body":"myself is the Insight Timer app,"},{"speaker":"Carl Widger","startTime":4907.769,"endTime":4913.079,"body":"which is basically 70 quid a"},{"speaker":"Carl Widger","startTime":4913.079,"endTime":4917.6089999999995,"body":"year. And you get like 1000s and"},{"speaker":"Carl Widger","startTime":4913.079,"endTime":4917.6089999999995,"body":"1000s, of meditations. And I"},{"speaker":"Carl Widger","startTime":4917.6089999999995,"endTime":4920.369,"body":"think I've mentioned her before,"},{"speaker":"Carl Widger","startTime":4917.6089999999995,"endTime":4920.369,"body":"but I'm a little bit obsessed"},{"speaker":"Carl Widger","startTime":4920.369,"endTime":4923.939,"body":"with a lady who does meditations"},{"speaker":"Carl Widger","startTime":4920.369,"endTime":4923.939,"body":"called Sarah Blunden. And I've"},{"speaker":"Carl Widger","startTime":4923.939,"endTime":4926.789,"body":"put a link to one called"},{"speaker":"Carl Widger","startTime":4923.939,"endTime":4926.789,"body":"accepting change. So this"},{"speaker":"Carl Widger","startTime":4926.789,"endTime":4931.379,"body":"Christmas time, if you're having"},{"speaker":"Carl Widger","startTime":4926.789,"endTime":4931.379,"body":"a few issues, because it's not"},{"speaker":"Carl Widger","startTime":4931.379,"endTime":4933.899,"body":"happy for everyone all the time,"},{"speaker":"Carl Widger","startTime":4931.379,"endTime":4933.899,"body":"because that'd be just bloody"},{"speaker":"Carl Widger","startTime":4933.899,"endTime":4938.249,"body":"unrealistic. I recommend that"},{"speaker":"Carl Widger","startTime":4933.899,"endTime":4938.249,"body":"you do yourself a favor, take"},{"speaker":"Carl Widger","startTime":4938.249,"endTime":4941.339,"body":"yourself away for 10 minutes,"},{"speaker":"Carl Widger","startTime":4938.249,"endTime":4941.339,"body":"download that particular"},{"speaker":"Carl Widger","startTime":4941.369,"endTime":4946.229,"body":"meditation and listen to it. And"},{"speaker":"Carl Widger","startTime":4941.369,"endTime":4946.229,"body":"it might take you several goals"},{"speaker":"Carl Widger","startTime":4946.259,"endTime":4950.729,"body":"to get into meditation if you're"},{"speaker":"Carl Widger","startTime":4946.259,"endTime":4950.729,"body":"not in it already. But it is"},{"speaker":"Carl Widger","startTime":4950.729,"endTime":4953.2789999999995,"body":"really good. And it will"},{"speaker":"Carl Widger","startTime":4950.729,"endTime":4953.2789999999995,"body":"definitely help calm your"},{"speaker":"Carl Widger","startTime":4953.2789999999995,"endTime":4956.8189999999995,"body":"nervous system. And I just like"},{"speaker":"Carl Widger","startTime":4953.2789999999995,"endTime":4956.8189999999995,"body":"to say thank you to everybody"},{"speaker":"Carl Widger","startTime":4956.8189999999995,"endTime":4960.149,"body":"who has downloaded this podcast."},{"speaker":"Carl Widger","startTime":4956.8189999999995,"endTime":4960.149,"body":"Thank you for the words of"},{"speaker":"Carl Widger","startTime":4960.149,"endTime":4965.2789999999995,"body":"support, wishing everybody a"},{"speaker":"Carl Widger","startTime":4960.149,"endTime":4965.2789999999995,"body":"really, really happy and very,"},{"speaker":"Carl Widger","startTime":4965.309,"endTime":4970.169,"body":"very peaceful Christmas and good"},{"speaker":"Carl Widger","startTime":4965.309,"endTime":4970.169,"body":"luck and good night. I'll see"},{"speaker":"Carl Widger","startTime":4970.169,"endTime":4971.249,"body":"you all in the new year."},{"speaker":"Andy Hart","startTime":4971.46,"endTime":4974.16,"body":"I would, I would echo"},{"speaker":"Andy Hart","startTime":4971.46,"endTime":4974.16,"body":"that. Yeah. Thank you, everybody"},{"speaker":"Andy Hart","startTime":4974.16,"endTime":4976.89,"body":"for listening. Merry Christmas."},{"speaker":"Andy Hart","startTime":4974.16,"endTime":4976.89,"body":"We're gonna come back next year"},{"speaker":"Andy Hart","startTime":4976.89,"endTime":4983.25,"body":"with 26 Fresh shows the sort of"},{"speaker":"Andy Hart","startTime":4976.89,"endTime":4983.25,"body":"show is maturing. But yeah,"},{"speaker":"Andy Hart","startTime":4983.25,"endTime":4985.3499999999995,"body":"thank you very much for giving"},{"speaker":"Andy Hart","startTime":4983.25,"endTime":4985.3499999999995,"body":"us."},{"speaker":"Unknown","startTime":4987.809,"endTime":4989.699,"body":"I'm not sure about the"},{"speaker":"Unknown","startTime":4987.809,"endTime":4989.699,"body":"last of your"},{"speaker":"Andy Hart","startTime":4989.699,"endTime":4993.149,"body":"precious time. Yeah,"},{"speaker":"Andy Hart","startTime":4989.699,"endTime":4993.149,"body":"it means a lot that you're"},{"speaker":"Andy Hart","startTime":4993.149,"endTime":4995.789,"body":"listening over to Alan. Yeah, I"},{"speaker":"Alan Smith","startTime":4995.79,"endTime":4998.01,"body":"agree. Endorse"},{"speaker":"Alan Smith","startTime":4995.79,"endTime":4998.01,"body":"everything that's been said."},{"speaker":"Alan Smith","startTime":4998.16,"endTime":5000.83,"body":"What is particularly good about"},{"speaker":"Alan Smith","startTime":4998.16,"endTime":5000.83,"body":"this is building a community."},{"speaker":"Alan Smith","startTime":5000.86,"endTime":5003.2,"body":"That's the point building the"},{"speaker":"Alan Smith","startTime":5000.86,"endTime":5003.2,"body":"communities Nick often says in"},{"speaker":"Alan Smith","startTime":5003.2,"endTime":5005.93,"body":"the podcasts, it's not about us"},{"speaker":"Alan Smith","startTime":5003.2,"endTime":5005.93,"body":"just disseminating our thoughts"},{"speaker":"Alan Smith","startTime":5005.93,"endTime":5009.2,"body":"and wisdom. There's a lot of"},{"speaker":"Alan Smith","startTime":5005.93,"endTime":5009.2,"body":"feedback and we get questions"},{"speaker":"Alan Smith","startTime":5009.2,"endTime":5012.05,"body":"get community really looking"},{"speaker":"Alan Smith","startTime":5009.2,"endTime":5012.05,"body":"forward to the live event next"},{"speaker":"Alan Smith","startTime":5012.05,"endTime":5016.19,"body":"year, as Nick says, if we can"},{"speaker":"Alan Smith","startTime":5012.05,"endTime":5016.19,"body":"find a bloody venue, we will we"},{"speaker":"Alan Smith","startTime":5016.3099999999995,"endTime":5019.97,"body":"we will, we'll sort it out. Even"},{"speaker":"Alan Smith","startTime":5016.3099999999995,"endTime":5019.97,"body":"if we bloody standard a field or"},{"speaker":"Alan Smith","startTime":5019.97,"endTime":5022.88,"body":"a pub or something will get"},{"speaker":"Alan Smith","startTime":5019.97,"endTime":5022.88,"body":"organized. And I just that, to"},{"speaker":"Alan Smith","startTime":5022.88,"endTime":5026.54,"body":"me is just the most powerful"},{"speaker":"Alan Smith","startTime":5022.88,"endTime":5026.54,"body":"part of this all no one's got a"},{"speaker":"Alan Smith","startTime":5026.54,"endTime":5030.86,"body":"unique sort of approach to"},{"speaker":"Alan Smith","startTime":5026.54,"endTime":5030.86,"body":"ideas. We've all got ideas by"},{"speaker":"Alan Smith","startTime":5030.86,"endTime":5033.74,"body":"bouncing them off amongst each"},{"speaker":"Alan Smith","startTime":5030.86,"endTime":5033.74,"body":"other and sharing with the"},{"speaker":"Alan Smith","startTime":5033.74,"endTime":5037.4,"body":"community. We all get better as"},{"speaker":"Alan Smith","startTime":5033.74,"endTime":5037.4,"body":"a result. So again, for me and"},{"speaker":"Alan Smith","startTime":5037.4,"endTime":5039.68,"body":"from all of us. Thank you very"},{"speaker":"Alan Smith","startTime":5037.4,"endTime":5039.68,"body":"much for being part of our"},{"speaker":"Alan Smith","startTime":5039.68,"endTime":5043.46,"body":"journey. We look forward to"},{"speaker":"Alan Smith","startTime":5039.68,"endTime":5043.46,"body":"engaging next year. Over to you"},{"speaker":"Alan Smith","startTime":5043.46,"endTime":5043.79,"body":"Chairman"},{"speaker":"Nick Lincoln","startTime":5043.79,"endTime":5046.34,"body":"antastic stuff."},{"speaker":"Nick Lincoln","startTime":5043.79,"endTime":5046.34,"body":"Yeah, fantastic stuff I echo"},{"speaker":"Nick Lincoln","startTime":5046.34,"endTime":5049.16,"body":"that we're closing in on 100,000"},{"speaker":"Nick Lincoln","startTime":5046.34,"endTime":5049.16,"body":"downloads it's been an amazing"},{"speaker":"Nick Lincoln","startTime":5049.16,"endTime":5052.67,"body":"and amazing ride so far 35"},{"speaker":"Nick Lincoln","startTime":5049.16,"endTime":5052.67,"body":"episodes in thank you so much"},{"speaker":"Nick Lincoln","startTime":5052.67,"endTime":5055.61,"body":"for your kind words, whenever we"},{"speaker":"Nick Lincoln","startTime":5052.67,"endTime":5055.61,"body":"meet or interact with any of the"},{"speaker":"Nick Lincoln","startTime":5055.61,"endTime":5057.71,"body":"Trappists there's absolutely"},{"speaker":"Nick Lincoln","startTime":5055.61,"endTime":5057.71,"body":"it's just staggering to me"},{"speaker":"Nick Lincoln","startTime":5057.71,"endTime":5062.12,"body":"certainly. And just just want to"},{"speaker":"Nick Lincoln","startTime":5057.71,"endTime":5062.12,"body":"say thank you and wishing you"},{"speaker":"Nick Lincoln","startTime":5062.24,"endTime":5067.76,"body":"all a very happy Christmas and a"},{"speaker":"Nick Lincoln","startTime":5062.24,"endTime":5067.76,"body":"fantastic 2020 for both. I think"},{"speaker":"Nick Lincoln","startTime":5067.76,"endTime":5070.28,"body":"that is a wrap for this episode."},{"speaker":"Nick Lincoln","startTime":5067.76,"endTime":5070.28,"body":"If you want to leave a review"},{"speaker":"Nick Lincoln","startTime":5070.28,"endTime":5072.83,"body":"please do so on iTunes you know"},{"speaker":"Nick Lincoln","startTime":5070.28,"endTime":5072.83,"body":"the score six out of five, don't"},{"speaker":"Nick Lincoln","startTime":5072.83,"endTime":5074.93,"body":"don't muck around, don't be"},{"speaker":"Nick Lincoln","startTime":5072.83,"endTime":5074.93,"body":"stingy, it's time of giving us"},{"speaker":"Nick Lincoln","startTime":5074.93,"endTime":5077.69,"body":"and they'll give a really good"},{"speaker":"Nick Lincoln","startTime":5074.93,"endTime":5077.69,"body":"review. And make sure you"},{"speaker":"Nick Lincoln","startTime":5077.69,"endTime":5080.78,"body":"subscribe and then that every"},{"speaker":"Nick Lincoln","startTime":5077.69,"endTime":5080.78,"body":"Thursday in the early hours"},{"speaker":"Nick Lincoln","startTime":5080.78,"endTime":5084.59,"body":"you'll get a new baked loaf of"},{"speaker":"Nick Lincoln","startTime":5080.78,"endTime":5084.59,"body":"trap on your phone or device of"},{"speaker":"Nick Lincoln","startTime":5084.59,"endTime":5087.08,"body":"choices there also like a"},{"speaker":"Nick Lincoln","startTime":5084.59,"endTime":5087.08,"body":"subscribe on YouTube we've now"},{"speaker":"Nick Lincoln","startTime":5087.08,"endTime":5090.05,"body":"got about 600 people I think on"},{"speaker":"Nick Lincoln","startTime":5087.08,"endTime":5090.05,"body":"YouTube and that's which is"},{"speaker":"Nick Lincoln","startTime":5090.05,"endTime":5092.39,"body":"quite hard work. It's quite a"},{"speaker":"Nick Lincoln","startTime":5090.05,"endTime":5092.39,"body":"significant number. So thank you"},{"speaker":"Nick Lincoln","startTime":5092.39,"endTime":5095.78,"body":"very much. Thank you. Thank you"},{"speaker":"Nick Lincoln","startTime":5092.39,"endTime":5095.78,"body":"Thank you have a good one. Take"},{"speaker":"Nick Lincoln","startTime":5095.78,"endTime":5098.66,"body":"care out there at the OS over"},{"speaker":"Nick Lincoln","startTime":5095.78,"endTime":5098.66,"body":"and out and see you on the other"},{"speaker":"Nick Lincoln","startTime":5098.66,"endTime":5101.36,"body":"side through the mother in law's"},{"speaker":"Nick Lincoln","startTime":5098.66,"endTime":5101.36,"body":"through the brussel sprouts"},{"speaker":"Nick Lincoln","startTime":5101.36,"endTime":5103.8499999999995,"body":"through the bunny Turkey goodbye"},{"speaker":"Nick Lincoln","startTime":5101.36,"endTime":5103.8499999999995,"body":"get that on my computer"},{"speaker":"Alan Smith","startTime":5103.879,"endTime":5105.199,"body":"all of you happy"},{"speaker":"Alan Smith","startTime":5103.879,"endTime":5105.199,"body":"Christmas"},{"speaker":"Andy Hart","startTime":5109.55,"endTime":5111.65,"body":"well done for not"},{"speaker":"Andy Hart","startTime":5109.55,"endTime":5111.65,"body":"swearing in that episode lads."},{"speaker":"Nick Lincoln","startTime":5114.05,"endTime":5116.09,"body":"Well, I was about"},{"speaker":"Nick Lincoln","startTime":5114.05,"endTime":5116.09,"body":"to say"}]}