{"version":"1.0.0","segments":[{"speaker":"Nick Lincoln","startTime":1.41,"endTime":4.17,"body":"Hello dear"},{"speaker":"Nick Lincoln","startTime":1.41,"endTime":4.17,"body":"TRAPPIST, this is LIG if you're"},{"speaker":"Nick Lincoln","startTime":4.17,"endTime":6.72,"body":"listening to this on the day of"},{"speaker":"Nick Lincoln","startTime":4.17,"endTime":6.72,"body":"its release on May the ninth"},{"speaker":"Nick Lincoln","startTime":6.75,"endTime":10.83,"body":"2024 This is the day of trap"},{"speaker":"Nick Lincoln","startTime":6.75,"endTime":10.83,"body":"live. So we can't put out an"},{"speaker":"Nick Lincoln","startTime":10.83,"endTime":14.1,"body":"episode today trap live is being"},{"speaker":"Nick Lincoln","startTime":10.83,"endTime":14.1,"body":"recorded and will come out in"},{"speaker":"Nick Lincoln","startTime":14.1,"endTime":16.38,"body":"two weeks time. But today's"},{"speaker":"Nick Lincoln","startTime":14.1,"endTime":16.38,"body":"episode is really just a"},{"speaker":"Nick Lincoln","startTime":16.38,"endTime":19.17,"body":"placeholder ideas and themes"},{"speaker":"Nick Lincoln","startTime":16.38,"endTime":19.17,"body":"just to give you something to"},{"speaker":"Nick Lincoln","startTime":19.17,"endTime":22.8,"body":"get your ears into. And tide you"},{"speaker":"Nick Lincoln","startTime":19.17,"endTime":22.8,"body":"over for the next two weeks to"},{"speaker":"Nick Lincoln","startTime":22.8,"endTime":26.25,"body":"channel this episode is we put"},{"speaker":"Nick Lincoln","startTime":22.8,"endTime":26.25,"body":"it together at virtually no"},{"speaker":"Nick Lincoln","startTime":26.25,"endTime":28.86,"body":"expense. It's a compendium of"},{"speaker":"Nick Lincoln","startTime":26.25,"endTime":28.86,"body":"some of the best bits of trap"},{"speaker":"Nick Lincoln","startTime":29.07,"endTime":32.34,"body":"since the inception. So hope you"},{"speaker":"Nick Lincoln","startTime":29.07,"endTime":32.34,"body":"enjoy it, speak with you on the"},{"speaker":"Nick Lincoln","startTime":32.34,"endTime":34.2,"body":"other side, assuming we don't"},{"speaker":"Nick Lincoln","startTime":32.34,"endTime":34.2,"body":"kill each other"},{"speaker":"Andy Hart","startTime":34.77,"endTime":35.19,"body":"alive."},{"speaker":"Nick Lincoln","startTime":40.02,"endTime":42.15,"body":"I think when I get"},{"speaker":"Nick Lincoln","startTime":40.02,"endTime":42.15,"body":"to 60, I'm gonna keep on doing"},{"speaker":"Nick Lincoln","startTime":42.15,"endTime":44.64,"body":"what I do, because I love it."},{"speaker":"Nick Lincoln","startTime":42.15,"endTime":44.64,"body":"And I love that like Carl, I"},{"speaker":"Nick Lincoln","startTime":44.64,"endTime":47.37,"body":"love the meetings, it's the best"},{"speaker":"Nick Lincoln","startTime":44.64,"endTime":47.37,"body":"part of the job and interacting"},{"speaker":"Nick Lincoln","startTime":47.37,"endTime":50.34,"body":"with people. And I get a lot of"},{"speaker":"Nick Lincoln","startTime":47.37,"endTime":50.34,"body":"personal worth from from from"},{"speaker":"Nick Lincoln","startTime":50.34,"endTime":52.35,"body":"doing my job, what am I going to"},{"speaker":"Nick Lincoln","startTime":50.34,"endTime":52.35,"body":"do? You know, I'd be looking at"},{"speaker":"Nick Lincoln","startTime":52.35,"endTime":55.92,"body":"the other pubs open yet, you"},{"speaker":"Nick Lincoln","startTime":52.35,"endTime":55.92,"body":"know, and that that's that I"},{"speaker":"Nick Lincoln","startTime":55.92,"endTime":58.17,"body":"don't I don't want to fall more"},{"speaker":"Nick Lincoln","startTime":55.92,"endTime":58.17,"body":"into that kind of lifestyle for"},{"speaker":"Nick Lincoln","startTime":58.17,"endTime":62.07,"body":"sure. So what I'm saying is I'll"},{"speaker":"Nick Lincoln","startTime":58.17,"endTime":62.07,"body":"probably work and work and work"},{"speaker":"Nick Lincoln","startTime":62.07,"endTime":63.99,"body":"until one day I just you know, I"},{"speaker":"Nick Lincoln","startTime":62.07,"endTime":63.99,"body":"just don't enjoy it, the"},{"speaker":"Nick Lincoln","startTime":63.99,"endTime":67.29,"body":"regulatory burdens are too much."},{"speaker":"Nick Lincoln","startTime":63.99,"endTime":67.29,"body":"And at that point, I'll either"},{"speaker":"Nick Lincoln","startTime":67.29,"endTime":70.23,"body":"sell my business or I'll just"},{"speaker":"Nick Lincoln","startTime":67.29,"endTime":70.23,"body":"give it to somebody I you know,"},{"speaker":"Nick Lincoln","startTime":70.23,"endTime":72.24,"body":"I've always said that in our"},{"speaker":"Nick Lincoln","startTime":70.23,"endTime":72.24,"body":"financial plan myself and"},{"speaker":"Nick Lincoln","startTime":72.24,"endTime":74.61,"body":"pennies. There is no sell value"},{"speaker":"Nick Lincoln","startTime":72.24,"endTime":74.61,"body":"on the business. If we get"},{"speaker":"Nick Lincoln","startTime":74.61,"endTime":77.1,"body":"something it's an absolute bone"},{"speaker":"Nick Lincoln","startTime":74.61,"endTime":77.1,"body":"who knows what legislation is"},{"speaker":"Nick Lincoln","startTime":77.1,"endTime":80.19,"body":"coming down the train the train"},{"speaker":"Nick Lincoln","startTime":77.1,"endTime":80.19,"body":"tracks in 1015 years time that"},{"speaker":"Nick Lincoln","startTime":80.19,"endTime":82.86,"body":"could wipe out all of our"},{"speaker":"Nick Lincoln","startTime":80.19,"endTime":82.86,"body":"businesses, there may well be"},{"speaker":"Nick Lincoln","startTime":82.86,"endTime":85.17,"body":"the FCA says Listen, going"},{"speaker":"Nick Lincoln","startTime":82.86,"endTime":85.17,"body":"forward. Now, we don't want this"},{"speaker":"Nick Lincoln","startTime":85.17,"endTime":88.08,"body":"one man or small micro"},{"speaker":"Nick Lincoln","startTime":85.17,"endTime":88.08,"body":"businesses, you've got to have X"},{"speaker":"Nick Lincoln","startTime":88.35,"endTime":92.49,"body":"million of CAP add, you've got"},{"speaker":"Nick Lincoln","startTime":88.35,"endTime":92.49,"body":"to have at least 30 advisors and"},{"speaker":"Nick Lincoln","startTime":92.49,"endTime":94.35,"body":"you're going to follow a"},{"speaker":"Nick Lincoln","startTime":92.49,"endTime":94.35,"body":"prescribed path to deliver"},{"speaker":"Nick Lincoln","startTime":94.35,"endTime":96.81,"body":"financial advice might sound a"},{"speaker":"Nick Lincoln","startTime":94.35,"endTime":96.81,"body":"bit wacky, but you never know"},{"speaker":"Nick Lincoln","startTime":96.81,"endTime":98.73,"body":"what's coming down the line and"},{"speaker":"Nick Lincoln","startTime":96.81,"endTime":98.73,"body":"that would wipe out all of our"},{"speaker":"Nick Lincoln","startTime":98.73,"endTime":102.12,"body":"businesses so I haven't built in"},{"speaker":"Nick Lincoln","startTime":98.73,"endTime":102.12,"body":"any business plan business"},{"speaker":"Nick Lincoln","startTime":102.12,"endTime":105.63,"body":"selling in our financial plans,"},{"speaker":"Nick Lincoln","startTime":102.12,"endTime":105.63,"body":"I will just sell the business"},{"speaker":"Nick Lincoln","startTime":105.99,"endTime":108.45,"body":"and I'll just do it cold turkey"},{"speaker":"Nick Lincoln","startTime":105.99,"endTime":108.45,"body":"I won't hand over Andy to"},{"speaker":"Nick Lincoln","startTime":108.45,"endTime":111.9,"body":"someone like young apprentice I"},{"speaker":"Nick Lincoln","startTime":108.45,"endTime":111.9,"body":"mean, maybe my son will develop"},{"speaker":"Nick Lincoln","startTime":111.9,"endTime":115.29,"body":"into an financial advisor. I"},{"speaker":"Nick Lincoln","startTime":111.9,"endTime":115.29,"body":"don't know. But I'm not forcing"},{"speaker":"Nick Lincoln","startTime":115.29,"endTime":116.91,"body":"that on him by any means. And"},{"speaker":"Nick Lincoln","startTime":115.29,"endTime":116.91,"body":"I'm certainly not letting him"},{"speaker":"Nick Lincoln","startTime":116.91,"endTime":118.74,"body":"know it's an option because I"},{"speaker":"Nick Lincoln","startTime":116.91,"endTime":118.74,"body":"want him to go and forge his own"},{"speaker":"Nick Lincoln","startTime":118.74,"endTime":121.56,"body":"path in the world and not so I"},{"speaker":"Nick Lincoln","startTime":118.74,"endTime":121.56,"body":"think we've all known if a"},{"speaker":"Nick Lincoln","startTime":121.56,"endTime":124.23,"body":"firm's where it goes from and"},{"speaker":"Nick Lincoln","startTime":121.56,"endTime":124.23,"body":"yes it yes sorry ladies, it is"},{"speaker":"Nick Lincoln","startTime":124.23,"endTime":126.72,"body":"Mayor when it goes from father"},{"speaker":"Nick Lincoln","startTime":124.23,"endTime":126.72,"body":"to son, and the son isn't"},{"speaker":"Nick Lincoln","startTime":126.72,"endTime":129.24,"body":"entitled to act and that they're"},{"speaker":"Nick Lincoln","startTime":126.72,"endTime":129.24,"body":"just generally use and it"},{"speaker":"Nick Lincoln","startTime":129.24,"endTime":132.42,"body":"doesn't end up well. That's"},{"speaker":"Nick Lincoln","startTime":129.24,"endTime":132.42,"body":"that's a Latin phrase car. So"},{"speaker":"Nick Lincoln","startTime":132.42,"endTime":135.15,"body":"that's my that's my view on it"},{"speaker":"Nick Lincoln","startTime":132.42,"endTime":135.15,"body":"as as as the ultimate one I'm"},{"speaker":"Nick Lincoln","startTime":135.15,"endTime":138.3,"body":"really I'm more of a one man"},{"speaker":"Nick Lincoln","startTime":135.15,"endTime":138.3,"body":"band and Ultra and that's saying"},{"speaker":"Nick Lincoln","startTime":138.3,"endTime":140.94,"body":"something that and that's my"},{"speaker":"Nick Lincoln","startTime":138.3,"endTime":140.94,"body":"approach to it. I'll keep on"},{"speaker":"Nick Lincoln","startTime":140.94,"endTime":142.98,"body":"doing it for as long as I love"},{"speaker":"Nick Lincoln","startTime":140.94,"endTime":142.98,"body":"it the moment I don't love it,"},{"speaker":"Nick Lincoln","startTime":143.37,"endTime":147.03,"body":"and we've got enough I'll walk"},{"speaker":"Nick Lincoln","startTime":143.37,"endTime":147.03,"body":"away adding"},{"speaker":"Andy Hart","startTime":147.18,"endTime":150.99,"body":"just a quick tip in"},{"speaker":"Andy Hart","startTime":147.18,"endTime":150.99,"body":"there. The advisors I know that"},{"speaker":"Andy Hart","startTime":150.99,"endTime":154.41,"body":"are solo founders that are then"},{"speaker":"Andy Hart","startTime":150.99,"endTime":154.41,"body":"employed an advisor to basically"},{"speaker":"Andy Hart","startTime":154.41,"endTime":157.11,"body":"take over all the client work"},{"speaker":"Andy Hart","startTime":154.41,"endTime":157.11,"body":"they're not taken on a young"},{"speaker":"Andy Hart","startTime":157.11,"endTime":160.47,"body":"apprentice is a very established"},{"speaker":"Andy Hart","startTime":157.11,"endTime":160.47,"body":"advisor and they're paying them"},{"speaker":"Andy Hart","startTime":160.53,"endTime":163.71,"body":"a serious chunk of money because"},{"speaker":"Andy Hart","startTime":160.53,"endTime":163.71,"body":"the company can afford it you"},{"speaker":"Andy Hart","startTime":163.71,"endTime":166.26,"body":"know, they're hitting the ground"},{"speaker":"Andy Hart","startTime":163.71,"endTime":166.26,"body":"sprinting than or hitting the"},{"speaker":"Andy Hart","startTime":166.26,"endTime":168.63,"body":"ground walking, running or"},{"speaker":"Andy Hart","startTime":166.26,"endTime":168.63,"body":"hitting the ground sprinting and"},{"speaker":"Andy Hart","startTime":168.63,"endTime":172.74,"body":"it's usually an advisor they've"},{"speaker":"Andy Hart","startTime":168.63,"endTime":172.74,"body":"known for 1020 years anyway and"},{"speaker":"Andy Hart","startTime":172.74,"endTime":175.77,"body":"that advisor for various reasons"},{"speaker":"Andy Hart","startTime":172.74,"endTime":175.77,"body":"have got there's got capacity to"},{"speaker":"Andy Hart","startTime":175.83,"endTime":178.17,"body":"basically look after the kinds"},{"speaker":"Andy Hart","startTime":175.83,"endTime":178.17,"body":"of X amount of years so that's"},{"speaker":"Andy Hart","startTime":178.17,"endTime":179.22,"body":"the quick point on that."},{"speaker":"Nick Lincoln","startTime":179.46,"endTime":180.69,"body":"So what are you"},{"speaker":"Alan Smith","startTime":180.72,"endTime":183.57,"body":"are you angling you"},{"speaker":"Alan Smith","startTime":180.72,"endTime":183.57,"body":"angling there to take over hat"},{"speaker":"Alan Smith","startTime":183.57,"endTime":185.76,"body":"tip financial services so"},{"speaker":"Carl Widger","startTime":186.9,"endTime":189.21,"body":"it might be a next"},{"speaker":"Carl Widger","startTime":186.9,"endTime":189.21,"body":"business plan but I can tell you"},{"speaker":"Nick Lincoln","startTime":191.79,"endTime":198.39,"body":"a big spike in my"},{"speaker":"Nick Lincoln","startTime":191.79,"endTime":198.39,"body":"voice it would be to like minded"},{"speaker":"Nick Lincoln","startTime":198.39,"endTime":200.19,"body":"advisors like like Andy"},{"speaker":"Nick Lincoln","startTime":198.39,"endTime":200.19,"body":"obviously because we're very"},{"speaker":"Nick Lincoln","startTime":200.25,"endTime":203.91,"body":"similar outlook and we see the"},{"speaker":"Nick Lincoln","startTime":200.25,"endTime":203.91,"body":"world in similar ways we use the"},{"speaker":"Nick Lincoln","startTime":203.91,"endTime":205.74,"body":"same kind of language with our"},{"speaker":"Nick Lincoln","startTime":203.91,"endTime":205.74,"body":"clients and you want to you want"},{"speaker":"Nick Lincoln","startTime":205.74,"endTime":209.4,"body":"to consistency and continuity of"},{"speaker":"Nick Lincoln","startTime":205.74,"endTime":209.4,"body":"message and so with only with"},{"speaker":"Nick Lincoln","startTime":209.55,"endTime":211.44,"body":"with your approach and if you"},{"speaker":"Nick Lincoln","startTime":209.55,"endTime":211.44,"body":"did that if you if you brought"},{"speaker":"Nick Lincoln","startTime":211.44,"endTime":214.35,"body":"in an experienced advisor,"},{"speaker":"Nick Lincoln","startTime":211.44,"endTime":214.35,"body":"right, you would still be owning"},{"speaker":"Nick Lincoln","startTime":214.38,"endTime":217.98,"body":"Maven, but But you should be"},{"speaker":"Nick Lincoln","startTime":214.38,"endTime":217.98,"body":"paying this guy to or Girl Yeah,"},{"speaker":"Nick Lincoln","startTime":217.98,"endTime":218.37,"body":"you"},{"speaker":"Andy Hart","startTime":218.37,"endTime":222.24,"body":"as 100% owner of the"},{"speaker":"Andy Hart","startTime":218.37,"endTime":222.24,"body":"business, you are 100% entitled"},{"speaker":"Andy Hart","startTime":222.24,"endTime":224.58,"body":"to the profits or however you"},{"speaker":"Andy Hart","startTime":222.24,"endTime":224.58,"body":"want to distribute everything"},{"speaker":"Andy Hart","startTime":224.76,"endTime":226.05,"body":"the numbers need to be give me"},{"speaker":"Nick Lincoln","startTime":226.05,"endTime":227.19,"body":"a call, I'll"},{"speaker":"Nick Lincoln","startTime":226.05,"endTime":227.19,"body":"change your mind, give me a call"},{"speaker":"Nick Lincoln","startTime":227.19,"endTime":231.57,"body":"and you after this. That's"},{"speaker":"Nick Lincoln","startTime":227.19,"endTime":231.57,"body":"great. Whatever. two pints by"},{"speaker":"Nick Lincoln","startTime":231.81,"endTime":233.1,"body":"and sealed, yeah."},{"speaker":"Carl Widger","startTime":233.49,"endTime":236.94,"body":"What does this"},{"speaker":"Carl Widger","startTime":233.49,"endTime":236.94,"body":"person then do all the client"},{"speaker":"Carl Widger","startTime":236.94,"endTime":238.8,"body":"meeting do absolutely"},{"speaker":"Carl Widger","startTime":236.94,"endTime":238.8,"body":"everything."},{"speaker":"Andy Hart","startTime":238.8,"endTime":240.99,"body":"So what I've seen,"},{"speaker":"Andy Hart","startTime":238.8,"endTime":240.99,"body":"what I've seen is keep it simple"},{"speaker":"Andy Hart","startTime":240.99,"endTime":245.58,"body":"one solo advisor founder with a"},{"speaker":"Andy Hart","startTime":240.99,"endTime":245.58,"body":"team of three admin, you know,"},{"speaker":"Andy Hart","startTime":245.58,"endTime":249.18,"body":"looking at the punchy numbers in"},{"speaker":"Andy Hart","startTime":245.58,"endTime":249.18,"body":"client, so high high profit in"},{"speaker":"Andy Hart","startTime":249.18,"endTime":252.63,"body":"the company, minimal costs, you"},{"speaker":"Andy Hart","startTime":249.18,"endTime":252.63,"body":"know, the the the, you know, the"},{"speaker":"Andy Hart","startTime":252.63,"endTime":257.4,"body":"ultimate type firm have that"},{"speaker":"Andy Hart","startTime":252.63,"endTime":257.4,"body":"setup. And then they don't want"},{"speaker":"Andy Hart","startTime":257.4,"endTime":263.49,"body":"to sell to x y Zed grubby PLC."},{"speaker":"Andy Hart","startTime":257.4,"endTime":263.49,"body":"However, they want the clients"},{"speaker":"Andy Hart","startTime":263.49,"endTime":267.06,"body":"to be looked after, and still,"},{"speaker":"Andy Hart","startTime":263.49,"endTime":267.06,"body":"you know, juice the income out"},{"speaker":"Andy Hart","startTime":267.06,"endTime":269.25,"body":"of that business that they've"},{"speaker":"Andy Hart","startTime":267.06,"endTime":269.25,"body":"built for the last 20 or 30"},{"speaker":"Andy Hart","startTime":269.25,"endTime":272.13,"body":"years. So they find the device"},{"speaker":"Andy Hart","startTime":269.25,"endTime":272.13,"body":"that they know well enough that"},{"speaker":"Andy Hart","startTime":272.13,"endTime":277.23,"body":"still quite young, let's say"},{"speaker":"Andy Hart","startTime":272.13,"endTime":277.23,"body":"late 40s, early 50s You pay them"},{"speaker":"Andy Hart","startTime":277.23,"endTime":280.62,"body":"a couple 100 grand to to do all"},{"speaker":"Andy Hart","startTime":277.23,"endTime":280.62,"body":"the client work. You're still"},{"speaker":"Andy Hart","startTime":280.62,"endTime":284.73,"body":"regulated as the owner for"},{"speaker":"Andy Hart","startTime":280.62,"endTime":284.73,"body":"various reasons, because you're"},{"speaker":"Andy Hart","startTime":284.73,"endTime":288.33,"body":"still discussing things. And"},{"speaker":"Andy Hart","startTime":284.73,"endTime":288.33,"body":"you're and you're a rainmaker so"},{"speaker":"Andy Hart","startTime":288.33,"endTime":292.29,"body":"you bring in new clients for the"},{"speaker":"Andy Hart","startTime":288.33,"endTime":292.29,"body":"person or them so you're given"},{"speaker":"Andy Hart","startTime":292.29,"endTime":296.76,"body":"up, I don't know let's say 20 to"},{"speaker":"Andy Hart","startTime":292.29,"endTime":296.76,"body":"30% of what used to take out the"},{"speaker":"Andy Hart","startTime":296.76,"endTime":300.87,"body":"company will be now diverted to"},{"speaker":"Andy Hart","startTime":296.76,"endTime":300.87,"body":"the to the salary We have this"},{"speaker":"Andy Hart","startTime":300.93,"endTime":304.68,"body":"advisor that's going to hit the"},{"speaker":"Andy Hart","startTime":300.93,"endTime":304.68,"body":"ground, sprinting and take over"},{"speaker":"Andy Hart","startTime":304.68,"endTime":309.75,"body":"the clients. Again, similar type"},{"speaker":"Andy Hart","startTime":304.68,"endTime":309.75,"body":"of advisor that is, you know,"},{"speaker":"Andy Hart","startTime":309.75,"endTime":314.07,"body":"financial planning lead, you"},{"speaker":"Andy Hart","startTime":309.75,"endTime":314.07,"body":"know, global equity allocation"},{"speaker":"Andy Hart","startTime":314.07,"endTime":317.01,"body":"investing, you know, it's not"},{"speaker":"Andy Hart","startTime":314.07,"endTime":317.01,"body":"like, Oh, we're going to pull"},{"speaker":"Andy Hart","startTime":317.01,"endTime":319.68,"body":"out the plumbing of Mr. Mrs."},{"speaker":"Andy Hart","startTime":317.01,"endTime":319.68,"body":"Mackenzie Milliken after the"},{"speaker":"Andy Hart","startTime":319.68,"endTime":322.53,"body":"last 20 years, and we're going"},{"speaker":"Andy Hart","startTime":319.68,"endTime":322.53,"body":"to set up an offshore multi"},{"speaker":"Andy Hart","startTime":322.53,"endTime":326.55,"body":"trust situated site now. Keep"},{"speaker":"Andy Hart","startTime":322.53,"endTime":326.55,"body":"all the plumbing the same, it's"},{"speaker":"Andy Hart","startTime":326.67,"endTime":329.88,"body":"perfectly set up my friend,"},{"speaker":"Andy Hart","startTime":326.67,"endTime":329.88,"body":"don't they bollocks it up. So"},{"speaker":"Andy Hart","startTime":329.88,"endTime":332.52,"body":"yeah, that that's the strategy"},{"speaker":"Andy Hart","startTime":329.88,"endTime":332.52,"body":"I've seen. And I think that is"},{"speaker":"Andy Hart","startTime":332.79,"endTime":334.83,"body":"going to become more and more"},{"speaker":"Andy Hart","startTime":332.79,"endTime":334.83,"body":"common potentially."},{"speaker":"Alan Smith","startTime":338.31,"endTime":340.59,"body":"It's interesting,"},{"speaker":"Alan Smith","startTime":338.31,"endTime":340.59,"body":"because we don't, we don't take"},{"speaker":"Alan Smith","startTime":341.01,"endTime":344.19,"body":"much of an onboarding fee and"},{"speaker":"Alan Smith","startTime":341.01,"endTime":344.19,"body":"upfront initial cost, sometimes"},{"speaker":"Alan Smith","startTime":344.19,"endTime":348.57,"body":"we take we take zero, as long as"},{"speaker":"Alan Smith","startTime":344.19,"endTime":348.57,"body":"it's relatively small, the model"},{"speaker":"Alan Smith","startTime":348.57,"endTime":353.52,"body":"is 3%. That's it, you take 3% of"},{"speaker":"Alan Smith","startTime":348.57,"endTime":353.52,"body":"assets. So there is a, there's a"},{"speaker":"Alan Smith","startTime":353.52,"endTime":356.79,"body":"huge incentive to onboard"},{"speaker":"Alan Smith","startTime":353.52,"endTime":356.79,"body":"clients to take 3% of their"},{"speaker":"Alan Smith","startTime":356.79,"endTime":360.33,"body":"wealth as an initial provide no"},{"speaker":"Alan Smith","startTime":356.79,"endTime":360.33,"body":"service fee. And then that's it."},{"speaker":"Alan Smith","startTime":360.33,"endTime":364.53,"body":"And, again, sgmp thing was all"},{"speaker":"Alan Smith","startTime":360.33,"endTime":364.53,"body":"about incentives, and people"},{"speaker":"Alan Smith","startTime":364.53,"endTime":366.69,"body":"were getting rewarded. 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And then, and"},{"speaker":"Alan Smith","startTime":380.85,"endTime":383.01,"body":"then you just want to keep them"},{"speaker":"Alan Smith","startTime":380.85,"endTime":383.01,"body":"on board. And we're doing as"},{"speaker":"Alan Smith","startTime":383.01,"endTime":385.35,"body":"little as possible commercially,"},{"speaker":"Alan Smith","startTime":383.01,"endTime":385.35,"body":"you want to do as little as"},{"speaker":"Alan Smith","startTime":385.35,"endTime":387.57,"body":"possible, because there's more"},{"speaker":"Alan Smith","startTime":385.35,"endTime":387.57,"body":"profit in doing that. But"},{"speaker":"Alan Smith","startTime":387.81,"endTime":390.69,"body":"legally, you're expected to do"},{"speaker":"Alan Smith","startTime":387.81,"endTime":390.69,"body":"something, Nick,"},{"speaker":"Nick Lincoln","startTime":390.899,"endTime":392.669,"body":"it's funny, but"},{"speaker":"Nick Lincoln","startTime":390.899,"endTime":392.669,"body":"it's, I mean, our business"},{"speaker":"Nick Lincoln","startTime":392.669,"endTime":396.689,"body":"models here, I like you, like I"},{"speaker":"Nick Lincoln","startTime":392.669,"endTime":396.689,"body":"don't charge for the initial"},{"speaker":"Nick Lincoln","startTime":396.689,"endTime":398.909,"body":"financial plan, I don't charge"},{"speaker":"Nick Lincoln","startTime":396.689,"endTime":398.909,"body":"for the onboarding, because the"},{"speaker":"Nick Lincoln","startTime":398.909,"endTime":401.459,"body":"value to be blunt, the value to"},{"speaker":"Nick Lincoln","startTime":398.909,"endTime":401.459,"body":"me is that the ongoing"},{"speaker":"Nick Lincoln","startTime":402.149,"endTime":404.639,"body":"relationship with a client for"},{"speaker":"Nick Lincoln","startTime":402.149,"endTime":404.639,"body":"which they are paying me for"},{"speaker":"Nick Lincoln","startTime":404.639,"endTime":406.739,"body":"which I provide an ongoing"},{"speaker":"Nick Lincoln","startTime":404.639,"endTime":406.739,"body":"service. So that's the bit that"},{"speaker":"Nick Lincoln","startTime":406.739,"endTime":410.129,"body":"I absolutely focus on, it's"},{"speaker":"Nick Lincoln","startTime":406.739,"endTime":410.129,"body":"completely inverted to the asset"},{"speaker":"Nick Lincoln","startTime":410.129,"endTime":410.489,"body":"gathering."},{"speaker":"Carl Widger","startTime":411.93,"endTime":413.85,"body":"That's why Nick,"},{"speaker":"Carl Widger","startTime":411.93,"endTime":413.85,"body":"that scaling of financial"},{"speaker":"Carl Widger","startTime":413.85,"endTime":417.78,"body":"planning firm is bloody hard."},{"speaker":"Carl Widger","startTime":413.85,"endTime":417.78,"body":"Yeah, that's why we have to hire"},{"speaker":"Carl Widger","startTime":417.9,"endTime":422.88,"body":"more stuff, because we've"},{"speaker":"Carl Widger","startTime":417.9,"endTime":422.88,"body":"committed to proper real full"},{"speaker":"Carl Widger","startTime":422.88,"endTime":426.54,"body":"financial planning. So you got"},{"speaker":"Carl Widger","startTime":422.88,"endTime":426.54,"body":"to deliver the service. So like,"},{"speaker":"Carl Widger","startTime":426.75,"endTime":430.89,"body":"these the SGPs of this world who"},{"speaker":"Carl Widger","startTime":426.75,"endTime":430.89,"body":"are trying to reinvent"},{"speaker":"Carl Widger","startTime":430.89,"endTime":434.04,"body":"themselves to offer this, it"},{"speaker":"Carl Widger","startTime":430.89,"endTime":434.04,"body":"ain't gonna be easy, it is not"},{"speaker":"Carl Widger","startTime":434.04,"endTime":434.43,"body":"going to be"},{"speaker":"Alan Smith","startTime":436.259,"endTime":438.719,"body":"hugely as a result,"},{"speaker":"Alan Smith","startTime":436.259,"endTime":438.719,"body":"because bottom line, you need"},{"speaker":"Alan Smith","startTime":438.959,"endTime":442.619,"body":"more time more people, just more"},{"speaker":"Alan Smith","startTime":438.959,"endTime":442.619,"body":"resources to deliver this stuff."},{"speaker":"Carl Widger","startTime":443.1,"endTime":444.72,"body":"Yeah, lots of"},{"speaker":"Carl Widger","startTime":443.1,"endTime":444.72,"body":"expertise."},{"speaker":"Alan Smith","startTime":446.67,"endTime":448.41,"body":"Must have been a"},{"speaker":"Alan Smith","startTime":446.67,"endTime":448.41,"body":"gravy train for some of these"},{"speaker":"Alan Smith","startTime":448.41,"endTime":450.63,"body":"companies, if you can onboard"},{"speaker":"Alan Smith","startTime":448.41,"endTime":450.63,"body":"clients and take half percent or"},{"speaker":"Alan Smith","startTime":450.63,"endTime":455.52,"body":"1% a year of their generally"},{"speaker":"Alan Smith","startTime":450.63,"endTime":455.52,"body":"growing assets, and send out an"},{"speaker":"Alan Smith","startTime":455.52,"endTime":458.43,"body":"annual valuation statement or"},{"speaker":"Alan Smith","startTime":455.52,"endTime":458.43,"body":"something that whatever was"},{"speaker":"Alan Smith","startTime":458.43,"endTime":459.15,"body":"being done"},{"speaker":"Carl Widger","startTime":459.209,"endTime":461.429,"body":"or not talk about"},{"speaker":"Carl Widger","startTime":459.209,"endTime":461.429,"body":"in a second."},{"speaker":"Alan Smith","startTime":466.379,"endTime":469.199,"body":"This is a version of"},{"speaker":"Alan Smith","startTime":466.379,"endTime":469.199,"body":"extrapolation, isn't it, we"},{"speaker":"Alan Smith","startTime":469.199,"endTime":471.239,"body":"assume something's just"},{"speaker":"Alan Smith","startTime":469.199,"endTime":471.239,"body":"happened, or something's recent"},{"speaker":"Alan Smith","startTime":471.239,"endTime":475.139,"body":"is exactly always gonna happen,"},{"speaker":"Alan Smith","startTime":471.239,"endTime":475.139,"body":"it's gonna get worse or better,"},{"speaker":"Alan Smith","startTime":475.139,"endTime":478.049,"body":"or whatever. It works the other"},{"speaker":"Alan Smith","startTime":475.139,"endTime":478.049,"body":"way as well. The danger of"},{"speaker":"Alan Smith","startTime":478.049,"endTime":481.229,"body":"straight line cash flow"},{"speaker":"Alan Smith","startTime":478.049,"endTime":481.229,"body":"forecasting is we assume it's"},{"speaker":"Alan Smith","startTime":481.229,"endTime":483.899,"body":"always going to be that or"},{"speaker":"Alan Smith","startTime":481.229,"endTime":483.899,"body":"potentially could be, could be"},{"speaker":"Alan Smith","startTime":483.899,"endTime":485.969,"body":"good. If you have if you're on a"},{"speaker":"Alan Smith","startTime":483.899,"endTime":485.969,"body":"cash flow model, and it looks,"},{"speaker":"Alan Smith","startTime":485.969,"endTime":488.399,"body":"you're absolutely fine for the"},{"speaker":"Alan Smith","startTime":485.969,"endTime":488.399,"body":"rest of your life, it might not"},{"speaker":"Alan Smith","startTime":488.399,"endTime":491.849,"body":"be the case. So there are no"},{"speaker":"Alan Smith","startTime":488.399,"endTime":491.849,"body":"guarantees here. The other thing"},{"speaker":"Alan Smith","startTime":491.849,"endTime":494.819,"body":"that's never factored in is the"},{"speaker":"Alan Smith","startTime":491.849,"endTime":494.819,"body":"rate. You mentioned, one net,"},{"speaker":"Alan Smith","startTime":494.819,"endTime":497.849,"body":"which is job security, for"},{"speaker":"Alan Smith","startTime":494.819,"endTime":497.849,"body":"example, there's a whole load of"},{"speaker":"Alan Smith","startTime":497.849,"endTime":501.599,"body":"other variables that are never"},{"speaker":"Alan Smith","startTime":497.849,"endTime":501.599,"body":"factored in. So you've got"},{"speaker":"Alan Smith","startTime":501.599,"endTime":504.089,"body":"health, health as well, this is"},{"speaker":"Alan Smith","startTime":501.599,"endTime":504.089,"body":"assuming you're always going to"},{"speaker":"Alan Smith","startTime":504.089,"endTime":507.269,"body":"be healthy enough to work or"},{"speaker":"Alan Smith","startTime":504.089,"endTime":507.269,"body":"create an income or whatever."},{"speaker":"Alan Smith","startTime":508.709,"endTime":512.129,"body":"There is political things, tax"},{"speaker":"Alan Smith","startTime":508.709,"endTime":512.129,"body":"rates, you assume something's"},{"speaker":"Alan Smith","startTime":512.129,"endTime":514.829,"body":"going to happen and the tax rate"},{"speaker":"Alan Smith","startTime":512.129,"endTime":514.829,"body":"doubles. What again, outside of"},{"speaker":"Alan Smith","startTime":514.829,"endTime":519.419,"body":"your control. Golf forbid, what"},{"speaker":"Alan Smith","startTime":514.829,"endTime":519.419,"body":"if you got divorced, all of a"},{"speaker":"Alan Smith","startTime":519.419,"endTime":521.729,"body":"sudden, all your things on"},{"speaker":"Alan Smith","startTime":519.419,"endTime":521.729,"body":"track, you suddenly you know,"},{"speaker":"Alan Smith","startTime":521.759,"endTime":525.719,"body":"walked away from you'll put it"},{"speaker":"Alan Smith","startTime":521.759,"endTime":525.719,"body":"this way, your personal finance,"},{"speaker":"Alan Smith","startTime":525.719,"endTime":528.659,"body":"your wealth is significantly"},{"speaker":"Alan Smith","startTime":525.719,"endTime":528.659,"body":"different to what it was before."},{"speaker":"Alan Smith","startTime":528.659,"endTime":533.039,"body":"So the multiple just life"},{"speaker":"Alan Smith","startTime":528.659,"endTime":533.039,"body":"associated variables of which"},{"speaker":"Alan Smith","startTime":533.039,"endTime":537.059,"body":"there are no guarantees. And"},{"speaker":"Alan Smith","startTime":533.039,"endTime":537.059,"body":"this just demand or expectation"},{"speaker":"Alan Smith","startTime":537.059,"endTime":540.509,"body":"for absolute guarantee and a 4%"},{"speaker":"Alan Smith","startTime":537.059,"endTime":540.509,"body":"withdrawal rate will keep you"},{"speaker":"Alan Smith","startTime":540.509,"endTime":543.869,"body":"safe and all that wrong. So your"},{"speaker":"Alan Smith","startTime":540.509,"endTime":543.869,"body":"point is well made, Nick is"},{"speaker":"Alan Smith","startTime":543.869,"endTime":546.719,"body":"about being grown up. It's about"},{"speaker":"Alan Smith","startTime":543.869,"endTime":546.719,"body":"being you know, essentially"},{"speaker":"Alan Smith","startTime":546.719,"endTime":550.799,"body":"human having the kind of right"},{"speaker":"Alan Smith","startTime":546.719,"endTime":550.799,"body":"brain skills to advise consult,"},{"speaker":"Alan Smith","startTime":551.339,"endTime":553.469,"body":"really go deep with your"},{"speaker":"Alan Smith","startTime":551.339,"endTime":553.469,"body":"clients, what's important to"},{"speaker":"Alan Smith","startTime":553.469,"endTime":557.999,"body":"them. And it's just it's a, it's"},{"speaker":"Alan Smith","startTime":553.469,"endTime":557.999,"body":"a compass, it's not a specific,"},{"speaker":"Alan Smith","startTime":557.999,"endTime":560.399,"body":"it's not a map, it's not just"},{"speaker":"Alan Smith","startTime":557.999,"endTime":560.399,"body":"telling you exactly where you"},{"speaker":"Alan Smith","startTime":560.399,"endTime":563.609,"body":"must go. It's just telling you"},{"speaker":"Alan Smith","startTime":560.399,"endTime":563.609,"body":"the broad direction of where you"},{"speaker":"Alan Smith","startTime":563.609,"endTime":567.509,"body":"are today and where you need to"},{"speaker":"Alan Smith","startTime":563.609,"endTime":567.509,"body":"be 135 10 years from now, that's"},{"speaker":"Alan Smith","startTime":567.509,"endTime":570.179,"body":"all this can be so completely"},{"speaker":"Alan Smith","startTime":567.509,"endTime":570.179,"body":"agree with you all the academics"},{"speaker":"Alan Smith","startTime":570.179,"endTime":574.739,"body":"that are demanding precise"},{"speaker":"Alan Smith","startTime":570.179,"endTime":574.739,"body":"science behind it. It's not"},{"speaker":"Alan Smith","startTime":574.739,"endTime":579.269,"body":"true, as we know, you know, good"},{"speaker":"Alan Smith","startTime":574.739,"endTime":579.269,"body":"quality outcomes are more of a"},{"speaker":"Alan Smith","startTime":579.269,"endTime":582.269,"body":"human and a personal sort of"},{"speaker":"Alan Smith","startTime":579.269,"endTime":582.269,"body":"issue than the art a scientific"},{"speaker":"Alan Smith","startTime":582.269,"endTime":585.359,"body":"or a maths one. That's my"},{"speaker":"Alan Smith","startTime":582.269,"endTime":585.359,"body":"thoughts. What do you think Mr."},{"speaker":"Alan Smith","startTime":585.359,"endTime":586.529,"body":"widget from Ireland?"},{"speaker":"Carl Widger","startTime":618.04,"endTime":620.65,"body":"Yeah, I think I"},{"speaker":"Carl Widger","startTime":618.04,"endTime":620.65,"body":"think Nick kind of hit the nail"},{"speaker":"Carl Widger","startTime":620.65,"endTime":622.81,"body":"on the head there when he said,"},{"speaker":"Carl Widger","startTime":620.65,"endTime":622.81,"body":"You know, it's it's when you're"},{"speaker":"Carl Widger","startTime":622.81,"endTime":625.9,"body":"planning for people who are"},{"speaker":"Carl Widger","startTime":622.81,"endTime":625.9,"body":"somewhere between 50 and 70."},{"speaker":"Carl Widger","startTime":625.9,"endTime":629.68,"body":"You're doing a 50 year plan. If"},{"speaker":"Carl Widger","startTime":625.9,"endTime":629.68,"body":"you're doing a 50 year plan for"},{"speaker":"Carl Widger","startTime":629.68,"endTime":633.37,"body":"someone There's only one thing"},{"speaker":"Carl Widger","startTime":629.68,"endTime":633.37,"body":"absolutely sure is that that"},{"speaker":"Carl Widger","startTime":633.37,"endTime":638.3499999999999,"body":"plan is wrong. Because you just"},{"speaker":"Carl Widger","startTime":633.37,"endTime":638.3499999999999,"body":"there, we've you just said it,"},{"speaker":"Carl Widger","startTime":638.41,"endTime":643.18,"body":"and there are too many"},{"speaker":"Carl Widger","startTime":638.41,"endTime":643.18,"body":"variables. So I think the point"},{"speaker":"Carl Widger","startTime":643.18,"endTime":647.65,"body":"is that people, however, do like"},{"speaker":"Carl Widger","startTime":643.18,"endTime":647.65,"body":"to have some semblance of a"},{"speaker":"Carl Widger","startTime":647.65,"endTime":651.49,"body":"plan. And I think that's why"},{"speaker":"Carl Widger","startTime":647.65,"endTime":651.49,"body":"financial planning and being"},{"speaker":"Carl Widger","startTime":651.52,"endTime":655.8399999999999,"body":"real financial planners, it's so"},{"speaker":"Carl Widger","startTime":651.52,"endTime":655.8399999999999,"body":"important that we impress on"},{"speaker":"Carl Widger","startTime":655.87,"endTime":658.78,"body":"every single person that comes"},{"speaker":"Carl Widger","startTime":655.87,"endTime":658.78,"body":"through our doors, that it's a"},{"speaker":"Carl Widger","startTime":658.78,"endTime":662.77,"body":"process. It's not a one off. So"},{"speaker":"Carl Widger","startTime":658.78,"endTime":662.77,"body":"you can have a beautiful"},{"speaker":"Carl Widger","startTime":662.77,"endTime":665.14,"body":"document saying, Here's your"},{"speaker":"Carl Widger","startTime":662.77,"endTime":665.14,"body":"financial plan, and good luck"},{"speaker":"Carl Widger","startTime":665.14,"endTime":669.0999999999999,"body":"and good night, and we think you"},{"speaker":"Carl Widger","startTime":665.14,"endTime":669.0999999999999,"body":"should go into XY and Z. Well,"},{"speaker":"Carl Widger","startTime":669.0999999999999,"endTime":671.1999999999999,"body":"that's what the private banks"},{"speaker":"Carl Widger","startTime":669.0999999999999,"endTime":671.1999999999999,"body":"do, right? That's not what real"},{"speaker":"Carl Widger","startTime":671.1999999999999,"endTime":677.11,"body":"financial planners do, they map"},{"speaker":"Carl Widger","startTime":671.1999999999999,"endTime":677.11,"body":"out a rough plan over a long"},{"speaker":"Carl Widger","startTime":677.11,"endTime":680.68,"body":"period of time. But where you"},{"speaker":"Carl Widger","startTime":677.11,"endTime":680.68,"body":"can get specific, is the first"},{"speaker":"Carl Widger","startTime":680.68,"endTime":683.41,"body":"few years of the plan. So on the"},{"speaker":"Carl Widger","startTime":680.68,"endTime":683.41,"body":"one hand, we're trying to say,"},{"speaker":"Carl Widger","startTime":683.62,"endTime":685.6899999999999,"body":"trying to encourage people to"},{"speaker":"Carl Widger","startTime":683.62,"endTime":685.6899999999999,"body":"look to the long term or"},{"speaker":"Carl Widger","startTime":685.6899999999999,"endTime":688.39,"body":"whatever. But then on the other"},{"speaker":"Carl Widger","startTime":685.6899999999999,"endTime":688.39,"body":"hand, as financial planners, we"},{"speaker":"Carl Widger","startTime":688.39,"endTime":691.15,"body":"can look to, well, how much"},{"speaker":"Carl Widger","startTime":688.39,"endTime":691.15,"body":"money are we going to need to"},{"speaker":"Carl Widger","startTime":691.15,"endTime":694.3299999999999,"body":"spend over the next couple of"},{"speaker":"Carl Widger","startTime":691.15,"endTime":694.3299999999999,"body":"years? And we don't have that"},{"speaker":"Carl Widger","startTime":694.3299999999999,"endTime":698.02,"body":"money in the market? So we do"},{"speaker":"Carl Widger","startTime":694.3299999999999,"endTime":698.02,"body":"have that money available? And,"},{"speaker":"Carl Widger","startTime":698.23,"endTime":701.74,"body":"you know, it's it's so, so"},{"speaker":"Carl Widger","startTime":698.23,"endTime":701.74,"body":"important that you stress that"},{"speaker":"Carl Widger","startTime":701.74,"endTime":704.5,"body":"to the clients. And I think, you"},{"speaker":"Carl Widger","startTime":701.74,"endTime":704.5,"body":"know, we've all been through it"},{"speaker":"Carl Widger","startTime":704.5,"endTime":708.76,"body":"over many, many years now with,"},{"speaker":"Carl Widger","startTime":704.5,"endTime":708.76,"body":"with certain clients. And you"},{"speaker":"Carl Widger","startTime":708.76,"endTime":712.93,"body":"know, that yeah, the best, the"},{"speaker":"Carl Widger","startTime":708.76,"endTime":712.93,"body":"best meetings, for me in terms"},{"speaker":"Carl Widger","startTime":712.93,"endTime":715.51,"body":"of financial planning are when"},{"speaker":"Carl Widger","startTime":712.93,"endTime":715.51,"body":"the clients are standing up, and"},{"speaker":"Carl Widger","startTime":715.51,"endTime":717.9399999999999,"body":"they're, they're looking at"},{"speaker":"Carl Widger","startTime":715.51,"endTime":717.9399999999999,"body":"their plan, and they're saying,"},{"speaker":"Carl Widger","startTime":717.9399999999999,"endTime":720.0699999999999,"body":"what have we put this in here?"},{"speaker":"Carl Widger","startTime":717.9399999999999,"endTime":720.0699999999999,"body":"And why don't we put that in"},{"speaker":"Carl Widger","startTime":720.0699999999999,"endTime":723.28,"body":"there. So they get engaged in"},{"speaker":"Carl Widger","startTime":720.0699999999999,"endTime":723.28,"body":"the plan. But but they"},{"speaker":"Carl Widger","startTime":723.28,"endTime":726.67,"body":"understand the short term, you"},{"speaker":"Carl Widger","startTime":723.28,"endTime":726.67,"body":"know, focus, but also the long"},{"speaker":"Carl Widger","startTime":726.67,"endTime":732.4,"body":"term focus. And I think, you"},{"speaker":"Carl Widger","startTime":726.67,"endTime":732.4,"body":"know, to summarize Alan's point"},{"speaker":"Carl Widger","startTime":732.4,"endTime":736.2099999999999,"body":"is the famous Mitch Antony"},{"speaker":"Carl Widger","startTime":732.4,"endTime":736.2099999999999,"body":"phrase, you know, when life goes"},{"speaker":"Carl Widger","startTime":736.2099999999999,"endTime":740.38,"body":"in transition, money moves, and"},{"speaker":"Carl Widger","startTime":736.2099999999999,"endTime":740.38,"body":"you don't know what that"},{"speaker":"Carl Widger","startTime":740.38,"endTime":744.2199999999999,"body":"transition might look like. And"},{"speaker":"Carl Widger","startTime":740.38,"endTime":744.2199999999999,"body":"it can be good, it can be bad,"},{"speaker":"Carl Widger","startTime":744.25,"endTime":747.9399999999999,"body":"and it can be bloody ugly. So"},{"speaker":"Carl Widger","startTime":744.25,"endTime":747.9399999999999,"body":"you know, we're trying to give,"},{"speaker":"Carl Widger","startTime":747.9699999999999,"endTime":750.73,"body":"you know, guidance over a long"},{"speaker":"Carl Widger","startTime":747.9699999999999,"endTime":750.73,"body":"period of time. But that's all"},{"speaker":"Carl Widger","startTime":750.73,"endTime":754.42,"body":"we're trying to give, I'm trying"},{"speaker":"Carl Widger","startTime":750.73,"endTime":754.42,"body":"to be precise, or I agree with"},{"speaker":"Carl Widger","startTime":754.42,"endTime":757.87,"body":"you, Nick, this guardrails and"},{"speaker":"Carl Widger","startTime":754.42,"endTime":757.87,"body":"all that stuff. They're just"},{"speaker":"Carl Widger","startTime":758.38,"endTime":761.8,"body":"useless financial products that"},{"speaker":"Carl Widger","startTime":758.38,"endTime":761.8,"body":"are not required, in my opinion,"},{"speaker":"Carl Widger","startTime":762.55,"endTime":762.9399999999999,"body":"call,"},{"speaker":"Alan Smith","startTime":762.9399999999999,"endTime":766.9599999999999,"body":"which, once again,"},{"speaker":"Alan Smith","startTime":762.9399999999999,"endTime":766.9599999999999,"body":"showing the wisdom of the Irish,"},{"speaker":"Alan Smith","startTime":767.23,"endTime":767.77,"body":"amazing."},{"speaker":"Andy Hart","startTime":770.68,"endTime":773.29,"body":"When people haven't"},{"speaker":"Andy Hart","startTime":770.68,"endTime":773.29,"body":"gone on the quest to find the"},{"speaker":"Andy Hart","startTime":773.29,"endTime":776.4399999999999,"body":"financial advisor, they think"},{"speaker":"Andy Hart","startTime":773.29,"endTime":776.4399999999999,"body":"financial advisors are desperate"},{"speaker":"Andy Hart","startTime":776.4399999999999,"endTime":779.4699999999999,"body":"to take them on. So they'll call"},{"speaker":"Andy Hart","startTime":776.4399999999999,"endTime":779.4699999999999,"body":"up one person and be a little"},{"speaker":"Andy Hart","startTime":779.4699999999999,"endTime":781.42,"body":"bit rude and be like, well, I've"},{"speaker":"Andy Hart","startTime":779.4699999999999,"endTime":781.42,"body":"got this, so you're gonna come"},{"speaker":"Andy Hart","startTime":781.42,"endTime":784.24,"body":"see. And the advisor might be"},{"speaker":"Andy Hart","startTime":781.42,"endTime":784.24,"body":"like, we don't really do that."},{"speaker":"Andy Hart","startTime":784.3,"endTime":786.9399999999999,"body":"And they think, Oh, my God, I"},{"speaker":"Andy Hart","startTime":784.3,"endTime":786.9399999999999,"body":"got pushed back there. And then"},{"speaker":"Andy Hart","startTime":786.9399999999999,"endTime":790.3,"body":"the next person they call, there"},{"speaker":"Andy Hart","startTime":786.9399999999999,"endTime":790.3,"body":"are a lot more, oh, I'm looking"},{"speaker":"Andy Hart","startTime":790.3,"endTime":792.4,"body":"for financial advisors, or any"},{"speaker":"Andy Hart","startTime":790.3,"endTime":792.4,"body":"type charts, you can, you know,"},{"speaker":"Andy Hart","startTime":792.4,"endTime":794.74,"body":"they're a lot more sort of"},{"speaker":"Andy Hart","startTime":792.4,"endTime":794.74,"body":"cordial to the to the process."},{"speaker":"Andy Hart","startTime":795.2199999999999,"endTime":797.38,"body":"And they might have got pushback"},{"speaker":"Andy Hart","startTime":795.2199999999999,"endTime":797.38,"body":"from about three or four"},{"speaker":"Andy Hart","startTime":797.38,"endTime":799.78,"body":"financial advisors. And then"},{"speaker":"Andy Hart","startTime":797.38,"endTime":799.78,"body":"they bring up the fifth one, and"},{"speaker":"Andy Hart","startTime":799.78,"endTime":802.7199999999999,"body":"they'll go, what have I got to"},{"speaker":"Andy Hart","startTime":799.78,"endTime":802.7199999999999,"body":"do to get financial advisor, I"},{"speaker":"Andy Hart","startTime":802.7199999999999,"endTime":805.8399999999999,"body":"thought it would be easy, you"},{"speaker":"Andy Hart","startTime":802.7199999999999,"endTime":805.8399999999999,"body":"guys and gals will be clamoring"},{"speaker":"Andy Hart","startTime":805.8399999999999,"endTime":809.89,"body":"to my door to sign me up. And"},{"speaker":"Andy Hart","startTime":805.8399999999999,"endTime":809.89,"body":"we're all sort of screening them"},{"speaker":"Andy Hart","startTime":809.89,"endTime":813.0699999999999,"body":"going? No, I don't want you from"},{"speaker":"Andy Hart","startTime":809.89,"endTime":813.0699999999999,"body":"a sort of personality point of"},{"speaker":"Andy Hart","startTime":813.0699999999999,"endTime":814.5999999999999,"body":"view, I don't want you from a"},{"speaker":"Andy Hart","startTime":813.0699999999999,"endTime":814.5999999999999,"body":"wealth point of view."},{"speaker":"Alan Smith","startTime":815.56,"endTime":819.49,"body":"It's no surprise as"},{"speaker":"Alan Smith","startTime":815.56,"endTime":819.49,"body":"we describe that initial"},{"speaker":"Alan Smith","startTime":819.64,"endTime":824.05,"body":"conversation with a prospective"},{"speaker":"Alan Smith","startTime":819.64,"endTime":824.05,"body":"client. And we say, the purpose"},{"speaker":"Alan Smith","startTime":824.05,"endTime":826.51,"body":"of that is just to identify if"},{"speaker":"Alan Smith","startTime":824.05,"endTime":826.51,"body":"you're a good fit for us if"},{"speaker":"Alan Smith","startTime":826.51,"endTime":829.3,"body":"we're a good fit for you. But"},{"speaker":"Alan Smith","startTime":826.51,"endTime":829.3,"body":"sometimes we aren't people that"},{"speaker":"Alan Smith","startTime":829.3,"endTime":832.3299999999999,"body":"aren't a great fit for us. But"},{"speaker":"Alan Smith","startTime":829.3,"endTime":832.3299999999999,"body":"we would happily send you to"},{"speaker":"Alan Smith","startTime":832.3299999999999,"endTime":835.12,"body":"somewhere else, and we might be"},{"speaker":"Alan Smith","startTime":832.3299999999999,"endTime":835.12,"body":"a better fit for that. And all"},{"speaker":"Alan Smith","startTime":835.12,"endTime":837.64,"body":"of a sudden the dynamics change."},{"speaker":"Alan Smith","startTime":835.12,"endTime":837.64,"body":"You're right, they go hang on."},{"speaker":"Alan Smith","startTime":837.64,"endTime":840.28,"body":"Yeah, every thought every"},{"speaker":"Alan Smith","startTime":837.64,"endTime":840.28,"body":"advisor wants my business. Well,"},{"speaker":"Alan Smith","startTime":840.31,"endTime":842.1999999999999,"body":"maybe maybe not. And that's"},{"speaker":"Alan Smith","startTime":840.31,"endTime":842.1999999999999,"body":"that's the thing. Once you've"},{"speaker":"Alan Smith","startTime":842.77,"endTime":844.87,"body":"been in business for a while"},{"speaker":"Alan Smith","startTime":842.77,"endTime":844.87,"body":"you've got a mature business,"},{"speaker":"Alan Smith","startTime":844.9,"endTime":848.8299999999999,"body":"you definitely you definitely"},{"speaker":"Alan Smith","startTime":844.9,"endTime":848.8299999999999,"body":"know. Considering I haven't"},{"speaker":"Andy Hart","startTime":848.8299999999999,"endTime":851.26,"body":"gone full steam ahead"},{"speaker":"Andy Hart","startTime":848.8299999999999,"endTime":851.26,"body":"with it. But I think some people"},{"speaker":"Andy Hart","startTime":851.26,"endTime":855.4,"body":"call them client interviews. You"},{"speaker":"Andy Hart","startTime":851.26,"endTime":855.4,"body":"know, like a discovery meeting."},{"speaker":"Andy Hart","startTime":856.18,"endTime":858.3399999999999,"body":"You know, we'll have an"},{"speaker":"Andy Hart","startTime":856.18,"endTime":858.3399999999999,"body":"interview to see if you're a fit"},{"speaker":"Andy Hart","startTime":858.3399999999999,"endTime":861.37,"body":"for us. And immediately the"},{"speaker":"Andy Hart","startTime":858.3399999999999,"endTime":861.37,"body":"framing of that is, is Jesus"},{"speaker":"Andy Hart","startTime":861.37,"endTime":863.5899999999999,"body":"Christ. I didn't realize you"},{"speaker":"Andy Hart","startTime":861.37,"endTime":863.5899999999999,"body":"were interviewing me. I mean,"},{"speaker":"Andy Hart","startTime":863.5899999999999,"endTime":865.9,"body":"it's the whole Nick America,"},{"speaker":"Andy Hart","startTime":863.5899999999999,"endTime":865.9,"body":"isn't it? We're qualifying them."},{"speaker":"Andy Hart","startTime":865.9,"endTime":867.0999999999999,"body":"They're not qualifying us."},{"speaker":"Carl Widger","startTime":868.0899999999999,"endTime":872.5,"body":"I heard on one of"},{"speaker":"Carl Widger","startTime":868.0899999999999,"endTime":872.5,"body":"your on your latest podcast on"},{"speaker":"Carl Widger","startTime":872.5,"endTime":875.5,"body":"the guy DT depressant trainer"},{"speaker":"Carl Widger","startTime":872.5,"endTime":875.5,"body":"guy that you interviewed was"},{"speaker":"Carl Widger","startTime":875.5,"endTime":880.63,"body":"really good. And he does market"},{"speaker":"Carl Widger","startTime":875.5,"endTime":880.63,"body":"marketing on his website. So"},{"speaker":"Carl Widger","startTime":880.63,"endTime":884.05,"body":"he's kind of pre screening"},{"speaker":"Carl Widger","startTime":880.63,"endTime":884.05,"body":"people saying if you're not x, y"},{"speaker":"Carl Widger","startTime":884.05,"endTime":888.8199999999999,"body":"and Zed basically don't contact"},{"speaker":"Carl Widger","startTime":884.05,"endTime":888.8199999999999,"body":"we're not gonna get on. Yeah."},{"speaker":"Carl Widger","startTime":888.8199999999999,"endTime":893.14,"body":"And I thought it was, you know,"},{"speaker":"Carl Widger","startTime":888.8199999999999,"endTime":893.14,"body":"maybe not quite as harsh as how"},{"speaker":"Carl Widger","startTime":893.14,"endTime":897.1899999999999,"body":"he puts it. But you know, your"},{"speaker":"Carl Widger","startTime":893.14,"endTime":897.1899999999999,"body":"your marketing messaging can"},{"speaker":"Carl Widger","startTime":897.1899999999999,"endTime":900.01,"body":"help in terms of screening"},{"speaker":"Carl Widger","startTime":897.1899999999999,"endTime":900.01,"body":"people before they even come to"},{"speaker":"Carl Widger","startTime":900.01,"endTime":904.9,"body":"you for that first meeting. So I"},{"speaker":"Carl Widger","startTime":900.01,"endTime":904.9,"body":"think to focus in on that would"},{"speaker":"Carl Widger","startTime":904.9,"endTime":907.8399999999999,"body":"be would be a good idea for"},{"speaker":"Carl Widger","startTime":904.9,"endTime":907.8399999999999,"body":"everybody. Tell people in the"},{"speaker":"Carl Widger","startTime":907.8399999999999,"endTime":909.0999999999999,"body":"messaging call."},{"speaker":"Nick Lincoln","startTime":909.28,"endTime":911.5899999999999,"body":"Yeah, given that,"},{"speaker":"Nick Lincoln","startTime":909.28,"endTime":911.5899999999999,"body":"we've been good. We've done that"},{"speaker":"Nick Lincoln","startTime":911.5899999999999,"endTime":913.78,"body":"a good going over. I'm gonna"},{"speaker":"Nick Lincoln","startTime":911.5899999999999,"endTime":913.78,"body":"draw a line under it because"},{"speaker":"Nick Lincoln","startTime":913.78,"endTime":917.4699999999999,"body":"we're temperatures fugitive as"},{"speaker":"Nick Lincoln","startTime":913.78,"endTime":917.4699999999999,"body":"we speak. So you mentioned that"},{"speaker":"Nick Lincoln","startTime":917.4699999999999,"endTime":920.4699999999999,"body":"the vetting process that"},{"speaker":"Nick Lincoln","startTime":917.4699999999999,"endTime":920.4699999999999,"body":"discovery meetings, the client"},{"speaker":"Nick Lincoln","startTime":920.4699999999999,"endTime":922.5699999999999,"body":"thinks they're interviewing you,"},{"speaker":"Nick Lincoln","startTime":920.4699999999999,"endTime":922.5699999999999,"body":"you're interviewing them, and"},{"speaker":"Nick Lincoln","startTime":922.5699999999999,"endTime":925.15,"body":"that is a Nick Murray ism. And"},{"speaker":"Nick Lincoln","startTime":922.5699999999999,"endTime":925.15,"body":"on that note, Nick Murray had"},{"speaker":"Nick Lincoln","startTime":925.15,"endTime":929.23,"body":"his annual behavioral conference"},{"speaker":"Nick Lincoln","startTime":925.15,"endTime":929.23,"body":"last week. He used to do it in"},{"speaker":"Nick Lincoln","startTime":929.26,"endTime":932.89,"body":"in Manhattan. and he's certainly"},{"speaker":"Nick Lincoln","startTime":929.26,"endTime":932.89,"body":"been I think, Alan, you might"},{"speaker":"Nick Lincoln","startTime":932.89,"endTime":935.5,"body":"have been I can't remember. I"},{"speaker":"Nick Lincoln","startTime":932.89,"endTime":935.5,"body":"never had the chance to go he's"},{"speaker":"Nick Lincoln","startTime":935.5,"endTime":939.04,"body":"not doing the physical meetings"},{"speaker":"Nick Lincoln","startTime":935.5,"endTime":939.04,"body":"anymore. It's all online. I"},{"speaker":"Nick Lincoln","startTime":939.9699999999999,"endTime":942.9699999999999,"body":"attended that online thing last"},{"speaker":"Nick Lincoln","startTime":939.9699999999999,"endTime":942.9699999999999,"body":"weekend it was you know, I know"},{"speaker":"Nick Lincoln","startTime":942.9699999999999,"endTime":945.73,"body":"some of us are a little we raise"},{"speaker":"Nick Lincoln","startTime":942.9699999999999,"endTime":945.73,"body":"our I can feel people in the in"},{"speaker":"Nick Lincoln","startTime":945.73,"endTime":948.31,"body":"the trap studio raising their"},{"speaker":"Nick Lincoln","startTime":945.73,"endTime":948.31,"body":"eyebrows at Nick Murray a little"},{"speaker":"Nick Lincoln","startTime":948.31,"endTime":951.31,"body":"bit. Yes, he does say the same"},{"speaker":"Nick Lincoln","startTime":948.31,"endTime":951.31,"body":"thing. Pretty much every year,"},{"speaker":"Nick Lincoln","startTime":951.31,"endTime":954.1899999999999,"body":"he'd find you always to say and"},{"speaker":"Nick Lincoln","startTime":951.31,"endTime":954.1899999999999,"body":"invent new words to say that go"},{"speaker":"Nick Lincoln","startTime":954.1899999999999,"endTime":956.62,"body":"on. And his new word list that"},{"speaker":"Nick Lincoln","startTime":954.1899999999999,"endTime":956.62,"body":"he's, he's building up in the"},{"speaker":"Nick Lincoln","startTime":956.62,"endTime":960.13,"body":"background. True story he talks"},{"speaker":"Nick Lincoln","startTime":956.62,"endTime":960.13,"body":"about get dispensing the vitamin"},{"speaker":"Nick Lincoln","startTime":960.13,"endTime":963.52,"body":"C to clients all the time. And"},{"speaker":"Nick Lincoln","startTime":960.13,"endTime":963.52,"body":"when I listened to Nick Murray"},{"speaker":"Nick Lincoln","startTime":963.52,"endTime":967.36,"body":"is dispensing the vitamin C for"},{"speaker":"Nick Lincoln","startTime":963.52,"endTime":967.36,"body":"me, you know, it's just Oh,"},{"speaker":"Nick Lincoln","startTime":967.36,"endTime":969.37,"body":"yeah, you know what he is right."},{"speaker":"Nick Lincoln","startTime":967.36,"endTime":969.37,"body":"And that's a nice turn of"},{"speaker":"Nick Lincoln","startTime":969.37,"endTime":972.73,"body":"phrase. And the stats do add up."},{"speaker":"Nick Lincoln","startTime":969.37,"endTime":972.73,"body":"It was very good. The best part"},{"speaker":"Nick Lincoln","startTime":972.76,"endTime":975.2199999999999,"body":"is that he does three sessions"},{"speaker":"Nick Lincoln","startTime":972.76,"endTime":975.2199999999999,"body":"and then a q\u0026a session at the"},{"speaker":"Nick Lincoln","startTime":975.2199999999999,"endTime":977.7099999999999,"body":"end, which is overcoming"},{"speaker":"Nick Lincoln","startTime":975.2199999999999,"endTime":977.7099999999999,"body":"objections, but he will he"},{"speaker":"Nick Lincoln","startTime":977.7099999999999,"endTime":980.4699999999999,"body":"wouldn't call it He slapped me"},{"speaker":"Nick Lincoln","startTime":977.7099999999999,"endTime":980.4699999999999,"body":"if I said overcoming objections."},{"speaker":"Nick Lincoln","startTime":980.9499999999999,"endTime":984.49,"body":"And the q\u0026a bit is very, very"},{"speaker":"Nick Lincoln","startTime":980.9499999999999,"endTime":984.49,"body":"good. You know how, when when"},{"speaker":"Nick Lincoln","startTime":984.49,"endTime":987.04,"body":"somebody has an objection to a"},{"speaker":"Nick Lincoln","startTime":984.49,"endTime":987.04,"body":"race, someone just asked what"},{"speaker":"Nick Lincoln","startTime":987.04,"endTime":989.41,"body":"the real just keep on ask the"},{"speaker":"Nick Lincoln","startTime":987.04,"endTime":989.41,"body":"question, ask a question back"},{"speaker":"Nick Lincoln","startTime":989.5,"endTime":992.9499999999999,"body":"and find out what the real issue"},{"speaker":"Nick Lincoln","startTime":989.5,"endTime":992.9499999999999,"body":"is because people prospects will"},{"speaker":"Nick Lincoln","startTime":992.9499999999999,"endTime":994.63,"body":"ask a question, but that's not"},{"speaker":"Nick Lincoln","startTime":992.9499999999999,"endTime":994.63,"body":"actually the question they're"},{"speaker":"Nick Lincoln","startTime":994.63,"endTime":997.36,"body":"asking. They, they they just,"},{"speaker":"Nick Lincoln","startTime":994.63,"endTime":997.36,"body":"there's something else going on"},{"speaker":"Nick Lincoln","startTime":997.36,"endTime":999.61,"body":"in us. You just got to peel the"},{"speaker":"Nick Lincoln","startTime":997.36,"endTime":999.61,"body":"onion very slowly. So that was"},{"speaker":"Nick Lincoln","startTime":999.61,"endTime":1002.31,"body":"very good. I don't have much"},{"speaker":"Nick Lincoln","startTime":999.61,"endTime":1002.31,"body":"more to say on that. Except to"},{"speaker":"Nick Lincoln","startTime":1002.31,"endTime":1005.25,"body":"say that on the back of the"},{"speaker":"Nick Lincoln","startTime":1002.31,"endTime":1005.25,"body":"whole behavioral thing, which I"},{"speaker":"Nick Lincoln","startTime":1005.25,"endTime":1007.4699999999999,"body":"think we you know, we're all"},{"speaker":"Nick Lincoln","startTime":1005.25,"endTime":1007.4699999999999,"body":"wedded into, right? That's our"},{"speaker":"Nick Lincoln","startTime":1007.4699999999999,"endTime":1010.41,"body":"value proposition really is"},{"speaker":"Nick Lincoln","startTime":1007.4699999999999,"endTime":1010.41,"body":"here's Mr. Mrs. Client, here's"},{"speaker":"Nick Lincoln","startTime":1010.41,"endTime":1013.8,"body":"your plan. Here's the next 30"},{"speaker":"Nick Lincoln","startTime":1010.41,"endTime":1013.8,"body":"years of your life, we're going"},{"speaker":"Nick Lincoln","startTime":1013.8,"endTime":1015.78,"body":"to keep you on this plan, right,"},{"speaker":"Nick Lincoln","startTime":1013.8,"endTime":1015.78,"body":"we're going to stop you blowing"},{"speaker":"Nick Lincoln","startTime":1015.78,"endTime":1018.51,"body":"yourself up. And we're going to"},{"speaker":"Nick Lincoln","startTime":1015.78,"endTime":1018.51,"body":"save your tax and costs and"},{"speaker":"Nick Lincoln","startTime":1018.51,"endTime":1021.0899999999999,"body":"expensive fees along the way."},{"speaker":"Nick Lincoln","startTime":1018.51,"endTime":1021.0899999999999,"body":"But we're gonna stand between"},{"speaker":"Nick Lincoln","startTime":1021.0899999999999,"endTime":1021.75,"body":"you and stupid."},{"speaker":"Andy Hart","startTime":1024.93,"endTime":1028.14,"body":"Now, so on my Maven,"},{"speaker":"Andy Hart","startTime":1024.93,"endTime":1028.14,"body":"advisor.com website, people go"},{"speaker":"Andy Hart","startTime":1028.14,"endTime":1030.8700000000001,"body":"there and want to potentially"},{"speaker":"Andy Hart","startTime":1028.14,"endTime":1030.8700000000001,"body":"become a client anyway. So"},{"speaker":"Andy Hart","startTime":1030.8700000000001,"endTime":1033.78,"body":"subscribe to my email"},{"speaker":"Andy Hart","startTime":1030.8700000000001,"endTime":1033.78,"body":"newsletter. And the first"},{"speaker":"Andy Hart","startTime":1033.78,"endTime":1036.03,"body":"question I asked them in bold"},{"speaker":"Andy Hart","startTime":1033.78,"endTime":1036.03,"body":"is, what's your biggest"},{"speaker":"Andy Hart","startTime":1036.03,"endTime":1038.6100000000001,"body":"financial concern at the moment,"},{"speaker":"Andy Hart","startTime":1036.03,"endTime":1038.6100000000001,"body":"just hit them hit reply, just to"},{"speaker":"Andy Hart","startTime":1038.6100000000001,"endTime":1041.46,"body":"see where they're at. And I got"},{"speaker":"Andy Hart","startTime":1038.6100000000001,"endTime":1041.46,"body":"reply a couple of days ago from"},{"speaker":"Andy Hart","startTime":1041.46,"endTime":1045.45,"body":"someone saying my biggest"},{"speaker":"Andy Hart","startTime":1041.46,"endTime":1045.45,"body":"financial concern is to do with"},{"speaker":"Andy Hart","startTime":1045.45,"endTime":1049.47,"body":"whether I should have bond bonds"},{"speaker":"Andy Hart","startTime":1045.45,"endTime":1049.47,"body":"as part of my portfolio at all."},{"speaker":"Andy Hart","startTime":1050.04,"endTime":1053.91,"body":"And then he goes on to list four"},{"speaker":"Andy Hart","startTime":1050.04,"endTime":1053.91,"body":"points about bond funds. I think"},{"speaker":"Andy Hart","startTime":1053.91,"endTime":1057.12,"body":"I shared it with you the other"},{"speaker":"Andy Hart","startTime":1053.91,"endTime":1057.12,"body":"guys. This, to me is obviously a"},{"speaker":"Andy Hart","startTime":1057.12,"endTime":1059.25,"body":"red flag. This is not your"},{"speaker":"Andy Hart","startTime":1057.12,"endTime":1059.25,"body":"biggest financial concern at the"},{"speaker":"Andy Hart","startTime":1059.43,"endTime":1062.6399999999999,"body":"moment. I suppose it might be."},{"speaker":"Andy Hart","startTime":1059.43,"endTime":1062.6399999999999,"body":"But it's not the real concern."},{"speaker":"Andy Hart","startTime":1063.1499999999999,"endTime":1066.18,"body":"But yeah, when clients aren't,"},{"speaker":"Andy Hart","startTime":1063.1499999999999,"endTime":1066.18,"body":"so things like that, but"},{"speaker":"Carl Widger","startTime":1066.18,"endTime":1069.81,"body":"I think I need to"},{"speaker":"Carl Widger","startTime":1066.18,"endTime":1069.81,"body":"be fair, he that that clients or"},{"speaker":"Carl Widger","startTime":1069.84,"endTime":1074.67,"body":"prospect may well consider that"},{"speaker":"Carl Widger","startTime":1069.84,"endTime":1074.67,"body":"to be his greatest financial"},{"speaker":"Carl Widger","startTime":1074.67,"endTime":1078.48,"body":"concern at the moment. Yep. And"},{"speaker":"Carl Widger","startTime":1074.67,"endTime":1078.48,"body":"I suppose it's, it's inherent on"},{"speaker":"Carl Widger","startTime":1078.51,"endTime":1081.57,"body":"all of us, if real financial"},{"speaker":"Carl Widger","startTime":1078.51,"endTime":1081.57,"body":"planning is what we're about is"},{"speaker":"Carl Widger","startTime":1081.57,"endTime":1086.61,"body":"to is to bring those clients on"},{"speaker":"Carl Widger","startTime":1081.57,"endTime":1086.61,"body":"the journey with us and to"},{"speaker":"Carl Widger","startTime":1086.61,"endTime":1090.6599999999999,"body":"explain, you know, the real"},{"speaker":"Carl Widger","startTime":1086.61,"endTime":1090.6599999999999,"body":"important you're so right at"},{"speaker":"Carl Widger","startTime":1090.6599999999999,"endTime":1094.47,"body":"simple Core i, what I've learned"},{"speaker":"Carl Widger","startTime":1090.6599999999999,"endTime":1094.47,"body":"over the years is to meet that"},{"speaker":"Carl Widger","startTime":1094.47,"endTime":1097.3799999999999,"body":"client or that prospective"},{"speaker":"Carl Widger","startTime":1094.47,"endTime":1097.3799999999999,"body":"client where they are I used to"},{"speaker":"Carl Widger","startTime":1097.44,"endTime":1100.17,"body":"have met someone that that said,"},{"speaker":"Carl Widger","startTime":1097.44,"endTime":1100.17,"body":"no, no, none of that is not your"},{"speaker":"Carl Widger","startTime":1100.2,"endTime":1102.72,"body":"issue at all. Your issue is, you"},{"speaker":"Carl Widger","startTime":1100.2,"endTime":1102.72,"body":"know, something else having"},{"speaker":"Carl Widger","startTime":1102.72,"endTime":1105.54,"body":"enough money, if to last the"},{"speaker":"Carl Widger","startTime":1102.72,"endTime":1105.54,"body":"rest of your life. And that's"},{"speaker":"Carl Widger","startTime":1105.54,"endTime":1108.54,"body":"not how you win. People. That's"},{"speaker":"Carl Widger","startTime":1105.54,"endTime":1108.54,"body":"again, engagement. If"},{"speaker":"Alan Smith","startTime":1108.6299999999999,"endTime":1110.37,"body":"you say, Oh, I"},{"speaker":"Alan Smith","startTime":1108.6299999999999,"endTime":1110.37,"body":"understand you tell me more"},{"speaker":"Alan Smith","startTime":1110.37,"endTime":1112.3799999999999,"body":"about the bond issue. Tell me"},{"speaker":"Alan Smith","startTime":1110.37,"endTime":1112.3799999999999,"body":"more about that. And then you'll"},{"speaker":"Alan Smith","startTime":1112.3799999999999,"endTime":1113.85,"body":"win them across. Okay, if"},{"speaker":"Andy Hart","startTime":1113.85,"endTime":1116.1299999999999,"body":"you saw the rest of"},{"speaker":"Andy Hart","startTime":1113.85,"endTime":1116.1299999999999,"body":"the four points that this person"},{"speaker":"Andy Hart","startTime":1116.25,"endTime":1119.94,"body":"it's obviously a guy has listed."},{"speaker":"Andy Hart","startTime":1116.25,"endTime":1119.94,"body":"My tacit knowledge tells me this"},{"speaker":"Andy Hart","startTime":1119.94,"endTime":1121.44,"body":"client is going to be a"},{"speaker":"Andy Hart","startTime":1119.94,"endTime":1121.44,"body":"nightmare. But"},{"speaker":"Alan Smith","startTime":1121.589,"endTime":1123.509,"body":"yeah, I get it, but"},{"speaker":"Alan Smith","startTime":1121.589,"endTime":1123.509,"body":"you'll take him on anyway."},{"speaker":"Nick Lincoln","startTime":1126.839,"endTime":1129.1789999999999,"body":"So I don't do I"},{"speaker":"Nick Lincoln","startTime":1126.839,"endTime":1129.1789999999999,"body":"don't do seminars, I don't I"},{"speaker":"Nick Lincoln","startTime":1129.1789999999999,"endTime":1132.6889999999999,"body":"haven't organized a seminar for"},{"speaker":"Nick Lincoln","startTime":1129.1789999999999,"endTime":1132.6889999999999,"body":"either my clients or for other"},{"speaker":"Nick Lincoln","startTime":1132.6889999999999,"endTime":1136.529,"body":"advisors really I get involved"},{"speaker":"Nick Lincoln","startTime":1132.6889999999999,"endTime":1136.529,"body":"with Andy with the voices user"},{"speaker":"Nick Lincoln","startTime":1136.529,"endTime":1140.459,"body":"group to an extent and that's"},{"speaker":"Nick Lincoln","startTime":1136.529,"endTime":1140.459,"body":"now a webinar and that's really"},{"speaker":"Nick Lincoln","startTime":1140.459,"endTime":1144.389,"body":"what what Yes, I know I can I"},{"speaker":"Nick Lincoln","startTime":1140.459,"endTime":1144.389,"body":"can feel a part of your dying"},{"speaker":"Nick Lincoln","startTime":1144.389,"endTime":1147.389,"body":"inside and and maybe you as"},{"speaker":"Nick Lincoln","startTime":1144.389,"endTime":1147.389,"body":"well, if I was to do anything, I"},{"speaker":"Nick Lincoln","startTime":1147.389,"endTime":1152.009,"body":"would now do it as a webinar not"},{"speaker":"Nick Lincoln","startTime":1147.389,"endTime":1152.009,"body":"a seminar I think the days of"},{"speaker":"Nick Lincoln","startTime":1152.969,"endTime":1155.369,"body":"unless you you know, bigger"},{"speaker":"Nick Lincoln","startTime":1152.969,"endTime":1155.369,"body":"firms, maybe you can do"},{"speaker":"Nick Lincoln","startTime":1155.369,"endTime":1158.129,"body":"something you do golf days, I"},{"speaker":"Nick Lincoln","startTime":1155.369,"endTime":1158.129,"body":"totally get it fine. But I think"},{"speaker":"Nick Lincoln","startTime":1158.129,"endTime":1160.289,"body":"for the for the for the"},{"speaker":"Nick Lincoln","startTime":1158.129,"endTime":1160.289,"body":"lifestyle, financial planner,"},{"speaker":"Nick Lincoln","startTime":1160.319,"endTime":1165.509,"body":"webinars are the way forward."},{"speaker":"Nick Lincoln","startTime":1160.319,"endTime":1165.509,"body":"And Phil Bray, who is a who does"},{"speaker":"Nick Lincoln","startTime":1165.509,"endTime":1167.849,"body":"listen to the show runs the"},{"speaker":"Nick Lincoln","startTime":1165.509,"endTime":1167.849,"body":"yardstick agency, a well known"},{"speaker":"Nick Lincoln","startTime":1167.849,"endTime":1171.899,"body":"marketing brand in in front of"},{"speaker":"Nick Lincoln","startTime":1167.849,"endTime":1171.899,"body":"UK financial services, he's"},{"speaker":"Nick Lincoln","startTime":1171.899,"endTime":1176.609,"body":"written two really good long"},{"speaker":"Nick Lincoln","startTime":1171.899,"endTime":1176.609,"body":"forms on how to organize a, a"},{"speaker":"Nick Lincoln","startTime":1176.609,"endTime":1181.289,"body":"webinar, not a seminar, but a"},{"speaker":"Nick Lincoln","startTime":1176.609,"endTime":1181.289,"body":"webinar. And I'll put links into"},{"speaker":"Nick Lincoln","startTime":1181.289,"endTime":1184.139,"body":"them. And actually, it's an"},{"speaker":"Nick Lincoln","startTime":1181.289,"endTime":1184.139,"body":"object lesson in content"},{"speaker":"Nick Lincoln","startTime":1184.139,"endTime":1186.239,"body":"marketing from Phil, which you'd"},{"speaker":"Nick Lincoln","startTime":1184.139,"endTime":1186.239,"body":"expect because he's a marketing"},{"speaker":"Nick Lincoln","startTime":1186.239,"endTime":1189.599,"body":"expert, because he's given"},{"speaker":"Nick Lincoln","startTime":1186.239,"endTime":1189.599,"body":"chapter on verse. The first"},{"speaker":"Nick Lincoln","startTime":1189.599,"endTime":1192.449,"body":"piece is how to organize a"},{"speaker":"Nick Lincoln","startTime":1189.599,"endTime":1192.449,"body":"webinar, everything you need to"},{"speaker":"Nick Lincoln","startTime":1192.449,"endTime":1194.9389999999999,"body":"do. So he mentions Eventbrite,"},{"speaker":"Nick Lincoln","startTime":1192.449,"endTime":1194.9389999999999,"body":"he mentions LinkedIn, he"},{"speaker":"Nick Lincoln","startTime":1194.9389999999999,"endTime":1197.6689999999999,"body":"mentioned upgrading your zoom"},{"speaker":"Nick Lincoln","startTime":1194.9389999999999,"endTime":1197.6689999999999,"body":"package, don't run it as a Zoom"},{"speaker":"Nick Lincoln","startTime":1197.6689999999999,"endTime":1200.219,"body":"meeting, you have to buy the"},{"speaker":"Nick Lincoln","startTime":1197.6689999999999,"endTime":1200.219,"body":"webinar package, which is about"},{"speaker":"Nick Lincoln","startTime":1200.219,"endTime":1203.759,"body":"600 quid a year. It just, it"},{"speaker":"Nick Lincoln","startTime":1200.219,"endTime":1203.759,"body":"just works way better if you do"},{"speaker":"Nick Lincoln","startTime":1203.759,"endTime":1206.759,"body":"that. And then the second long"},{"speaker":"Nick Lincoln","startTime":1203.759,"endTime":1206.759,"body":"form piece that he wrote is the"},{"speaker":"Nick Lincoln","startTime":1206.759,"endTime":1209.069,"body":"10 mistakes that you should"},{"speaker":"Nick Lincoln","startTime":1206.759,"endTime":1209.069,"body":"avoid when doing a webinar,"},{"speaker":"Nick Lincoln","startTime":1209.069,"endTime":1212.1889999999999,"body":"which is really the same article"},{"speaker":"Nick Lincoln","startTime":1209.069,"endTime":1212.1889999999999,"body":"but just rewritten. Really good"},{"speaker":"Nick Lincoln","startTime":1212.1889999999999,"endTime":1215.039,"body":"and you read this thing crikey,"},{"speaker":"Nick Lincoln","startTime":1212.1889999999999,"endTime":1215.039,"body":"he's Phil here has given away"},{"speaker":"Nick Lincoln","startTime":1215.069,"endTime":1219.149,"body":"everything I need to organize a"},{"speaker":"Nick Lincoln","startTime":1215.069,"endTime":1219.149,"body":"webinar. But it's subtle content"},{"speaker":"Nick Lincoln","startTime":1219.149,"endTime":1220.979,"body":"marketing, because I think a lot"},{"speaker":"Nick Lincoln","startTime":1219.149,"endTime":1220.979,"body":"of people will look at this and"},{"speaker":"Nick Lincoln","startTime":1220.979,"endTime":1223.499,"body":"think Jesus Christ, there's a"},{"speaker":"Nick Lincoln","startTime":1220.979,"endTime":1223.499,"body":"lot of moving parts that can go"},{"speaker":"Nick Lincoln","startTime":1223.499,"endTime":1226.139,"body":"wrong. I need to turn to an"},{"speaker":"Nick Lincoln","startTime":1223.499,"endTime":1226.139,"body":"expert to organize this webinar"},{"speaker":"Nick Lincoln","startTime":1226.139,"endTime":1229.469,"body":"for me, who's the expert. He's"},{"speaker":"Nick Lincoln","startTime":1226.139,"endTime":1229.469,"body":"just demonstrated his expertise."},{"speaker":"Nick Lincoln","startTime":1229.469,"endTime":1232.259,"body":"It's Philbrook At the Arctic"},{"speaker":"Nick Lincoln","startTime":1229.469,"endTime":1232.259,"body":"agency who makes one oblique"},{"speaker":"Nick Lincoln","startTime":1232.259,"endTime":1235.049,"body":"sales line in it and says, of"},{"speaker":"Nick Lincoln","startTime":1232.259,"endTime":1235.049,"body":"course, this is too much for"},{"speaker":"Nick Lincoln","startTime":1235.049,"endTime":1237.839,"body":"you, you might wish to outsource"},{"speaker":"Nick Lincoln","startTime":1235.049,"endTime":1237.839,"body":"the organizing and running your"},{"speaker":"Nick Lincoln","startTime":1237.839,"endTime":1240.509,"body":"webinar to people that know what"},{"speaker":"Nick Lincoln","startTime":1237.839,"endTime":1240.509,"body":"they're doing. So it's very"},{"speaker":"Nick Lincoln","startTime":1240.509,"endTime":1244.769,"body":"subtle. So I would, I would look"},{"speaker":"Nick Lincoln","startTime":1240.509,"endTime":1244.769,"body":"at that, I might, I'm just"},{"speaker":"Nick Lincoln","startTime":1244.799,"endTime":1248.249,"body":"country without it, I might run"},{"speaker":"Nick Lincoln","startTime":1244.799,"endTime":1248.249,"body":"an annual webinar for my"},{"speaker":"Nick Lincoln","startTime":1248.249,"endTime":1255.809,"body":"clients, which will just be to"},{"speaker":"Nick Lincoln","startTime":1248.249,"endTime":1255.809,"body":"talk around the investment. Fun"},{"speaker":"Nick Lincoln","startTime":1255.809,"endTime":1258.539,"body":"running the portfolio, maybe do"},{"speaker":"Nick Lincoln","startTime":1255.809,"endTime":1258.539,"body":"it in January each year looking"},{"speaker":"Nick Lincoln","startTime":1258.539,"endTime":1261.149,"body":"back over the last year. But of"},{"speaker":"Nick Lincoln","startTime":1258.539,"endTime":1261.149,"body":"course, as a one man band, I"},{"speaker":"Nick Lincoln","startTime":1261.149,"endTime":1263.789,"body":"would need to get a third party"},{"speaker":"Nick Lincoln","startTime":1261.149,"endTime":1263.789,"body":"involved the one if you're doing"},{"speaker":"Nick Lincoln","startTime":1263.789,"endTime":1266.819,"body":"webinars, don't do it by"},{"speaker":"Nick Lincoln","startTime":1263.789,"endTime":1266.819,"body":"yourself, because you've got"},{"speaker":"Nick Lincoln","startTime":1266.819,"endTime":1268.829,"body":"enough going on with the"},{"speaker":"Nick Lincoln","startTime":1266.819,"endTime":1268.829,"body":"presentation, you have to have"},{"speaker":"Nick Lincoln","startTime":1268.829,"endTime":1271.799,"body":"someone looking at the chat,"},{"speaker":"Nick Lincoln","startTime":1268.829,"endTime":1271.799,"body":"looking at the questions doing"},{"speaker":"Nick Lincoln","startTime":1271.799,"endTime":1274.079,"body":"the housekeeping and so forth."},{"speaker":"Nick Lincoln","startTime":1271.799,"endTime":1274.079,"body":"So I don't know if maybe"},{"speaker":"Nick Lincoln","startTime":1274.079,"endTime":1277.229,"body":"dementia would step in and would"},{"speaker":"Nick Lincoln","startTime":1274.079,"endTime":1277.229,"body":"give a 10 minute overview of"},{"speaker":"Nick Lincoln","startTime":1277.229,"endTime":1280.259,"body":"where the markets had been over"},{"speaker":"Nick Lincoln","startTime":1277.229,"endTime":1280.259,"body":"the last year or so. And I know"},{"speaker":"Nick Lincoln","startTime":1280.259,"endTime":1282.449,"body":"you're thinking, Nicholas, that"},{"speaker":"Nick Lincoln","startTime":1280.259,"endTime":1282.449,"body":"that's kind of counterintuitive"},{"speaker":"Nick Lincoln","startTime":1282.449,"endTime":1284.849,"body":"to your core message, which is"},{"speaker":"Nick Lincoln","startTime":1282.449,"endTime":1284.849,"body":"don't use on the investments."},{"speaker":"Nick Lincoln","startTime":1285.059,"endTime":1287.129,"body":"But I just think once a year"},{"speaker":"Nick Lincoln","startTime":1285.059,"endTime":1287.129,"body":"just saying, Oh, what's"},{"speaker":"Nick Lincoln","startTime":1287.129,"endTime":1289.229,"body":"happened? Where what just just"},{"speaker":"Nick Lincoln","startTime":1287.129,"endTime":1289.229,"body":"just going through the"},{"speaker":"Nick Lincoln","startTime":1289.229,"endTime":1291.629,"body":"portfolio, just going through"},{"speaker":"Nick Lincoln","startTime":1289.229,"endTime":1291.629,"body":"the 13,000. Great company, I"},{"speaker":"Nick Lincoln","startTime":1291.629,"endTime":1293.549,"body":"don't know I'm just throwing it"},{"speaker":"Nick Lincoln","startTime":1291.629,"endTime":1293.549,"body":"out there. It's probably because"},{"speaker":"Nick Lincoln","startTime":1293.549,"endTime":1295.649,"body":"I read this article, it's front"},{"speaker":"Nick Lincoln","startTime":1293.549,"endTime":1295.649,"body":"of my mind on how to do a"},{"speaker":"Nick Lincoln","startTime":1295.649,"endTime":1298.4389999999999,"body":"webinar. And I haven't done a"},{"speaker":"Nick Lincoln","startTime":1295.649,"endTime":1298.4389999999999,"body":"webinar, and I want to do it. I"},{"speaker":"Nick Lincoln","startTime":1298.469,"endTime":1299.879,"body":"yeah, I just I"},{"speaker":"Carl Widger","startTime":1299.8799999999999,"endTime":1303.09,"body":"like that idea,"},{"speaker":"Carl Widger","startTime":1299.8799999999999,"endTime":1303.09,"body":"Nick. And look, there's no part"},{"speaker":"Carl Widger","startTime":1303.09,"endTime":1307.71,"body":"of me thinks that it's not the"},{"speaker":"Carl Widger","startTime":1303.09,"endTime":1307.71,"body":"way to go is to do webinars"},{"speaker":"Carl Widger","startTime":1307.71,"endTime":1310.53,"body":"going forward. We're definitely"},{"speaker":"Carl Widger","startTime":1307.71,"endTime":1310.53,"body":"looking at them. And throughout"},{"speaker":"Carl Widger","startTime":1310.53,"endTime":1314.1599999999999,"body":"COVID, we did a number of"},{"speaker":"Carl Widger","startTime":1310.53,"endTime":1314.1599999999999,"body":"webinars that I hosted and we"},{"speaker":"Carl Widger","startTime":1314.1599999999999,"endTime":1316.98,"body":"got actually loads of people on"},{"speaker":"Carl Widger","startTime":1314.1599999999999,"endTime":1316.98,"body":"them. So I'm not against that"},{"speaker":"Carl Widger","startTime":1317.25,"endTime":1321.54,"body":"idea at all. I just a little bit"},{"speaker":"Carl Widger","startTime":1317.25,"endTime":1321.54,"body":"old fashioned and I love"},{"speaker":"Carl Widger","startTime":1322.05,"endTime":1325.4099999999999,"body":"pressing the flesh. And I love"},{"speaker":"Carl Widger","startTime":1322.05,"endTime":1325.4099999999999,"body":"just meeting people face to"},{"speaker":"Carl Widger","startTime":1325.4099999999999,"endTime":1329.31,"body":"face. So you know, but I do"},{"speaker":"Carl Widger","startTime":1325.4099999999999,"endTime":1329.31,"body":"understand that there is another"},{"speaker":"Carl Widger","startTime":1329.31,"endTime":1332.58,"body":"way. And I'm not convinced it's"},{"speaker":"Carl Widger","startTime":1329.31,"endTime":1332.58,"body":"a better way. But there's"},{"speaker":"Carl Widger","startTime":1332.58,"endTime":1335.85,"body":"another way. And of course, we"},{"speaker":"Carl Widger","startTime":1332.58,"endTime":1335.85,"body":"should be exploring all of the"},{"speaker":"Carl Widger","startTime":1335.85,"endTime":1340.35,"body":"ways. So yeah, I like that idea."},{"speaker":"Carl Widger","startTime":1335.85,"endTime":1340.35,"body":"And I do like the annual seminar"},{"speaker":"Carl Widger","startTime":1340.35,"endTime":1342.75,"body":"about investments. I think"},{"speaker":"Carl Widger","startTime":1340.35,"endTime":1342.75,"body":"that's a really good idea"},{"speaker":"Carl Widger","startTime":1342.75,"endTime":1343.11,"body":"actually."},{"speaker":"Alan Smith","startTime":1346.079,"endTime":1349.739,"body":"In 2015, our"},{"speaker":"Alan Smith","startTime":1346.079,"endTime":1349.739,"body":"esteemed regulator, the FCA"},{"speaker":"Alan Smith","startTime":1349.769,"endTime":1352.799,"body":"published document fair"},{"speaker":"Alan Smith","startTime":1349.769,"endTime":1352.799,"body":"treatment of customers, which"},{"speaker":"Alan Smith","startTime":1352.799,"endTime":1356.249,"body":"was distilled down as TCF"},{"speaker":"Alan Smith","startTime":1352.799,"endTime":1356.249,"body":"treating customers fairly first"},{"speaker":"Alan Smith","startTime":1356.249,"endTime":1360.299,"body":"published 12th of May 2015. Have"},{"speaker":"Alan Smith","startTime":1356.249,"endTime":1360.299,"body":"it in front of me, obviously, I"},{"speaker":"Alan Smith","startTime":1360.719,"endTime":1365.759,"body":"I remember it very well. But"},{"speaker":"Alan Smith","startTime":1360.719,"endTime":1365.759,"body":"going through there are six"},{"speaker":"Alan Smith","startTime":1365.759,"endTime":1369.509,"body":"consumer outcomes. And without"},{"speaker":"Alan Smith","startTime":1365.759,"endTime":1369.509,"body":"reading them all out, but"},{"speaker":"Alan Smith","startTime":1369.509,"endTime":1373.949,"body":"outcome six, and I quote,"},{"speaker":"Alan Smith","startTime":1369.509,"endTime":1373.949,"body":"consumers do not face"},{"speaker":"Alan Smith","startTime":1373.979,"endTime":1377.789,"body":"unreasonable post sale barriers"},{"speaker":"Alan Smith","startTime":1373.979,"endTime":1377.789,"body":"imposed by firms to change"},{"speaker":"Alan Smith","startTime":1377.789,"endTime":1381.569,"body":"product should switch provider"},{"speaker":"Alan Smith","startTime":1377.789,"endTime":1381.569,"body":"submit a claim or make a"},{"speaker":"Alan Smith","startTime":1381.569,"endTime":1382.199,"body":"complaint?"},{"speaker":"Andy Hart","startTime":1382.77,"endTime":1385.2,"body":"I think you told me"},{"speaker":"Andy Hart","startTime":1382.77,"endTime":1385.2,"body":"it was unreasonable. Alan, I"},{"speaker":"Alan Smith","startTime":1385.199,"endTime":1387.479,"body":"think the key word"},{"speaker":"Alan Smith","startTime":1385.199,"endTime":1387.479,"body":"there to be interpreted. I'm not"},{"speaker":"Alan Smith","startTime":1387.479,"endTime":1392.9089999999999,"body":"saying for or against that word"},{"speaker":"Alan Smith","startTime":1387.479,"endTime":1392.9089999999999,"body":"unreasonable is just Wallace's"},{"speaker":"Alan Smith","startTime":1392.9389999999999,"endTime":1396.869,"body":"as always reputations, lawyers"},{"speaker":"Alan Smith","startTime":1392.9389999999999,"endTime":1396.869,"body":"dream, right? So I and I just"},{"speaker":"Alan Smith","startTime":1396.869,"endTime":1399.239,"body":"think in my business, I'm"},{"speaker":"Alan Smith","startTime":1396.869,"endTime":1399.239,"body":"looking at you guys as well, if"},{"speaker":"Alan Smith","startTime":1399.239,"endTime":1403.559,"body":"I took on a client and need a"},{"speaker":"Alan Smith","startTime":1399.239,"endTime":1403.559,"body":"million pounds in a pension"},{"speaker":"Alan Smith","startTime":1403.739,"endTime":1406.559,"body":"product, and we did all the work"},{"speaker":"Alan Smith","startTime":1403.739,"endTime":1406.559,"body":"for him, he set them all up and"},{"speaker":"Alan Smith","startTime":1406.559,"endTime":1408.869,"body":"he just and he came back to me"},{"speaker":"Alan Smith","startTime":1406.559,"endTime":1408.869,"body":"11 months later said my"},{"speaker":"Alan Smith","startTime":1408.869,"endTime":1411.359,"body":"circumstances have changed or"},{"speaker":"Alan Smith","startTime":1408.869,"endTime":1411.359,"body":"something else has happened. I"},{"speaker":"Alan Smith","startTime":1411.359,"endTime":1415.949,"body":"need to move that font else"},{"speaker":"Alan Smith","startTime":1411.359,"endTime":1415.949,"body":"where I say absolutely fine."},{"speaker":"Alan Smith","startTime":1415.979,"endTime":1418.859,"body":"Here's my invoice. 60,000"},{"speaker":"Alan Smith","startTime":1415.979,"endTime":1418.859,"body":"pounds, please pay the invoice"},{"speaker":"Alan Smith","startTime":1418.859,"endTime":1421.1689999999999,"body":"and I'll make sure the paperwork"},{"speaker":"Alan Smith","startTime":1418.859,"endTime":1421.1689999999999,"body":"is done. I think I'll be having"},{"speaker":"Alan Smith","startTime":1421.1689999999999,"endTime":1423.209,"body":"a battle for that particular I"},{"speaker":"Alan Smith","startTime":1421.1689999999999,"endTime":1423.209,"body":"think that client would"},{"speaker":"Alan Smith","startTime":1423.209,"endTime":1426.6889999999999,"body":"interpret that as being"},{"speaker":"Alan Smith","startTime":1423.209,"endTime":1426.6889999999999,"body":"unreasonable reasonable. I just"},{"speaker":"Alan Smith","startTime":1426.719,"endTime":1431.039,"body":"I just do. And the other thing I"},{"speaker":"Alan Smith","startTime":1426.719,"endTime":1431.039,"body":"would say is for the largest"},{"speaker":"Alan Smith","startTime":1431.1889999999999,"endTime":1434.489,"body":"wealth management companies, you"},{"speaker":"Alan Smith","startTime":1431.1889999999999,"endTime":1434.489,"body":"see Andy with 200 billion of"},{"speaker":"Alan Smith","startTime":1434.489,"endTime":1438.719,"body":"assets under management, the"},{"speaker":"Alan Smith","startTime":1434.489,"endTime":1438.719,"body":"weight of evidence in favor of"},{"speaker":"Alan Smith","startTime":1438.749,"endTime":1443.549,"body":"index investing, and not"},{"speaker":"Alan Smith","startTime":1438.749,"endTime":1443.549,"body":"employing active fund pickers"},{"speaker":"Alan Smith","startTime":1443.549,"endTime":1446.729,"body":"stock pickers, the weight of"},{"speaker":"Alan Smith","startTime":1443.549,"endTime":1446.729,"body":"evidence is overwhelming is not"},{"speaker":"Alan Smith","startTime":1446.729,"endTime":1450.9289999999999,"body":"even up for dispute, peer"},{"speaker":"Alan Smith","startTime":1446.729,"endTime":1450.9289999999999,"body":"reviewed academic papers, year"},{"speaker":"Alan Smith","startTime":1450.9289999999999,"endTime":1454.289,"body":"after year after year. As far as"},{"speaker":"Alan Smith","startTime":1450.9289999999999,"endTime":1454.289,"body":"I'm aware, there is not one"},{"speaker":"Alan Smith","startTime":1454.289,"endTime":1458.069,"body":"single index passive type fund"},{"speaker":"Alan Smith","startTime":1454.289,"endTime":1458.069,"body":"that you can get access to"},{"speaker":"Alan Smith","startTime":1458.279,"endTime":1458.639,"body":"through that."},{"speaker":"Andy Hart","startTime":1459.72,"endTime":1461.61,"body":"Maybe some other can"},{"speaker":"Andy Hart","startTime":1459.72,"endTime":1461.61,"body":"answer that. The other thing"},{"speaker":"Andy Hart","startTime":1461.61,"endTime":1464.31,"body":"that people obviously say about"},{"speaker":"Andy Hart","startTime":1461.61,"endTime":1464.31,"body":"them is they're they're high"},{"speaker":"Andy Hart","startTime":1464.31,"endTime":1468.51,"body":"costs. So their annual"},{"speaker":"Andy Hart","startTime":1464.31,"endTime":1468.51,"body":"management charge all in, I"},{"speaker":"Andy Hart","startTime":1468.51,"endTime":1471.45,"body":"think the lowest it can be is"},{"speaker":"Andy Hart","startTime":1468.51,"endTime":1471.45,"body":"about 1.6. I could be wrong on"},{"speaker":"Andy Hart","startTime":1471.45,"endTime":1474.84,"body":"that. And the highest it can be"},{"speaker":"Andy Hart","startTime":1471.45,"endTime":1474.84,"body":"is about 2.3. But again, there"},{"speaker":"Andy Hart","startTime":1474.84,"endTime":1478.98,"body":"might be other fees I'm not too"},{"speaker":"Andy Hart","startTime":1474.84,"endTime":1478.98,"body":"aware of. It just shows you the"},{"speaker":"Andy Hart","startTime":1478.98,"endTime":1483.78,"body":"real cost to run a long term"},{"speaker":"Andy Hart","startTime":1478.98,"endTime":1483.78,"body":"scalable business that employs"},{"speaker":"Andy Hart","startTime":1483.78,"endTime":1486.99,"body":"all the right people in all the"},{"speaker":"Andy Hart","startTime":1483.78,"endTime":1486.99,"body":"right places. I believe they're"},{"speaker":"Andy Hart","startTime":1486.99,"endTime":1489.42,"body":"a high end vanilla firm. They"},{"speaker":"Andy Hart","startTime":1486.99,"endTime":1489.42,"body":"don't get involved in too many"},{"speaker":"Andy Hart","startTime":1489.42,"endTime":1492.96,"body":"weird and wacky type financial"},{"speaker":"Andy Hart","startTime":1489.42,"endTime":1492.96,"body":"products. I mean, yes, they are"},{"speaker":"Andy Hart","startTime":1492.96,"endTime":1496.5,"body":"quite involved. I believed in I"},{"speaker":"Andy Hart","startTime":1492.96,"endTime":1496.5,"body":"believe in EIS and VCT and a"},{"speaker":"Andy Hart","startTime":1496.5,"endTime":1499.3799999999999,"body":"couple of other sort of"},{"speaker":"Andy Hart","startTime":1496.5,"endTime":1499.3799999999999,"body":"inheritance tax type products"},{"speaker":"Andy Hart","startTime":1499.3799999999999,"endTime":1502.53,"body":"stuff, but you don't often hear"},{"speaker":"Andy Hart","startTime":1499.3799999999999,"endTime":1502.53,"body":"about huge blow ups within the"},{"speaker":"Andy Hart","startTime":1502.53,"endTime":1506.97,"body":"company. So they're quite tight"},{"speaker":"Andy Hart","startTime":1502.53,"endTime":1506.97,"body":"on their on their risk. So as I"},{"speaker":"Andy Hart","startTime":1506.97,"endTime":1509.58,"body":"say it is said that they are"},{"speaker":"Andy Hart","startTime":1506.97,"endTime":1509.58,"body":"quite expensive on an ongoing"},{"speaker":"Andy Hart","startTime":1509.58,"endTime":1514.02,"body":"basis. But is that is that the"},{"speaker":"Andy Hart","startTime":1509.58,"endTime":1514.02,"body":"cost to run a business that can"},{"speaker":"Andy Hart","startTime":1514.02,"endTime":1518.22,"body":"be scalable for this long, many"},{"speaker":"Andy Hart","startTime":1514.02,"endTime":1518.22,"body":"have tried to do it cheap, and"},{"speaker":"Andy Hart","startTime":1518.22,"endTime":1520.4099999999999,"body":"it's not worked out. Nick and"},{"speaker":"Andy Hart","startTime":1518.22,"endTime":1520.4099999999999,"body":"then Carl."},{"speaker":"Nick Lincoln","startTime":1520.649,"endTime":1523.289,"body":"Yeah, thank you."},{"speaker":"Nick Lincoln","startTime":1520.649,"endTime":1523.289,"body":"So my views on SGP, it is an"},{"speaker":"Nick Lincoln","startTime":1523.289,"endTime":1526.529,"body":"interesting one I Yeah, business"},{"speaker":"Nick Lincoln","startTime":1523.289,"endTime":1526.529,"body":"wise, absolutely superb,"},{"speaker":"Nick Lincoln","startTime":1526.559,"endTime":1529.649,"body":"brilliant. And it just shows"},{"speaker":"Nick Lincoln","startTime":1526.559,"endTime":1529.649,"body":"that some people want to pay a"},{"speaker":"Nick Lincoln","startTime":1529.649,"endTime":1532.229,"body":"bit more They're quite happy to"},{"speaker":"Nick Lincoln","startTime":1529.649,"endTime":1532.229,"body":"do it. It's the stellar Artois"},{"speaker":"Nick Lincoln","startTime":1532.229,"endTime":1534.719,"body":"thing we seem to be consumed"},{"speaker":"Nick Lincoln","startTime":1532.229,"endTime":1534.719,"body":"with getting down to the lowest"},{"speaker":"Nick Lincoln","startTime":1534.719,"endTime":1537.119,"body":"basis point shaving a basis"},{"speaker":"Nick Lincoln","startTime":1534.719,"endTime":1537.119,"body":"point. Some people don't want"},{"speaker":"Nick Lincoln","startTime":1537.119,"endTime":1540.1789999999999,"body":"that some people don't want low"},{"speaker":"Nick Lincoln","startTime":1537.119,"endTime":1540.1789999999999,"body":"touch, low costs, some people"},{"speaker":"Nick Lincoln","startTime":1540.1789999999999,"endTime":1544.049,"body":"want high touch and higher cost."},{"speaker":"Nick Lincoln","startTime":1540.1789999999999,"endTime":1544.049,"body":"And that's exactly what SJP"},{"speaker":"Nick Lincoln","startTime":1544.049,"endTime":1548.1889999999999,"body":"gives, gives them. Some people"},{"speaker":"Nick Lincoln","startTime":1544.049,"endTime":1548.1889999999999,"body":"want want a seminar at the local"},{"speaker":"Nick Lincoln","startTime":1548.1889999999999,"endTime":1551.249,"body":"country pile on inheritance tax"},{"speaker":"Nick Lincoln","startTime":1548.1889999999999,"endTime":1551.249,"body":"and coming up for some food and"},{"speaker":"Nick Lincoln","startTime":1551.249,"endTime":1554.519,"body":"wine. They want that they want"},{"speaker":"Nick Lincoln","startTime":1551.249,"endTime":1554.519,"body":"the massively thick business"},{"speaker":"Nick Lincoln","startTime":1554.519,"endTime":1557.249,"body":"card, they want the valuations"},{"speaker":"Nick Lincoln","startTime":1554.519,"endTime":1557.249,"body":"on beautiful cartridge paper."},{"speaker":"Nick Lincoln","startTime":1557.4289999999999,"endTime":1559.229,"body":"Some people want that."},{"speaker":"Carl Widger","startTime":1562.4089999999999,"endTime":1566.399,"body":"No, no, all all."},{"speaker":"Carl Widger","startTime":1562.4089999999999,"endTime":1566.399,"body":"This is the point just you guys"},{"speaker":"Carl Widger","startTime":1566.399,"endTime":1570.479,"body":"want to admit to it right? We"},{"speaker":"Carl Widger","startTime":1566.399,"endTime":1570.479,"body":"are not trying to reinvent the"},{"speaker":"Carl Widger","startTime":1570.479,"endTime":1575.549,"body":"wheel. None of us on this"},{"speaker":"Carl Widger","startTime":1570.479,"endTime":1575.549,"body":"podcast, have come up with any"},{"speaker":"Carl Widger","startTime":1575.549,"endTime":1579.869,"body":"original ideas. We've just seen"},{"speaker":"Carl Widger","startTime":1575.549,"endTime":1579.869,"body":"some stuff that has worked"},{"speaker":"Carl Widger","startTime":1579.899,"endTime":1583.109,"body":"really, really well. And we're"},{"speaker":"Carl Widger","startTime":1579.899,"endTime":1583.109,"body":"just we're just putting our own"},{"speaker":"Carl Widger","startTime":1583.139,"endTime":1586.529,"body":"twist on it. And we have so"},{"speaker":"Carl Widger","startTime":1583.139,"endTime":1586.529,"body":"like, if you come if you tell me"},{"speaker":"Carl Widger","startTime":1586.529,"endTime":1589.979,"body":"that oh, well, I thought of this"},{"speaker":"Carl Widger","startTime":1586.529,"endTime":1589.979,"body":"idea. You didn't? Because I can"},{"speaker":"Carl Widger","startTime":1589.979,"endTime":1593.009,"body":"guarantee I find someone who"},{"speaker":"Carl Widger","startTime":1589.979,"endTime":1593.009,"body":"came up with the idea first,"},{"speaker":"Carl Widger","startTime":1593.009,"endTime":1596.279,"body":"right? Who's done it already?"},{"speaker":"Carl Widger","startTime":1593.009,"endTime":1596.279,"body":"We're just can you put them into"},{"speaker":"Carl Widger","startTime":1596.279,"endTime":1601.649,"body":"a complete package? And make it"},{"speaker":"Carl Widger","startTime":1596.279,"endTime":1601.649,"body":"you know, something? That's a"},{"speaker":"Carl Widger","startTime":1601.649,"endTime":1605.039,"body":"really great experience? And,"},{"speaker":"Carl Widger","startTime":1601.649,"endTime":1605.039,"body":"look, there's lots of things"},{"speaker":"Carl Widger","startTime":1605.039,"endTime":1607.859,"body":"that and I'm very interested to"},{"speaker":"Carl Widger","startTime":1605.039,"endTime":1607.859,"body":"hear Ireland's right, because"},{"speaker":"Carl Widger","startTime":1607.859,"endTime":1610.859,"body":"he's obviously put some thought"},{"speaker":"Carl Widger","startTime":1607.859,"endTime":1610.859,"body":"into this, right. But I saw a"},{"speaker":"Carl Widger","startTime":1610.859,"endTime":1615.869,"body":"post from Stephanie bulgan on"},{"speaker":"Carl Widger","startTime":1610.859,"endTime":1615.869,"body":"LinkedIn only last week, and it"},{"speaker":"Carl Widger","startTime":1615.869,"endTime":1618.839,"body":"was relevant to this, right? And"},{"speaker":"Carl Widger","startTime":1615.869,"endTime":1618.839,"body":"it was like, how can you make"},{"speaker":"Carl Widger","startTime":1618.839,"endTime":1622.469,"body":"your client meetings, like a"},{"speaker":"Carl Widger","startTime":1618.839,"endTime":1622.469,"body":"Michelin star experience? And"},{"speaker":"Carl Widger","startTime":1622.499,"endTime":1625.349,"body":"I'll put the link in the in the"},{"speaker":"Carl Widger","startTime":1622.499,"endTime":1625.349,"body":"show notes to that as well. And"},{"speaker":"Carl Widger","startTime":1625.349,"endTime":1629.039,"body":"that's what you're after? And"},{"speaker":"Carl Widger","startTime":1625.349,"endTime":1629.039,"body":"it's like every touchpoint? How"},{"speaker":"Carl Widger","startTime":1629.039,"endTime":1634.649,"body":"can you make it, you know, 567"},{"speaker":"Carl Widger","startTime":1629.039,"endTime":1634.649,"body":"star experience? And that's what"},{"speaker":"Carl Widger","startTime":1634.649,"endTime":1637.049,"body":"you should always be trying to"},{"speaker":"Carl Widger","startTime":1634.649,"endTime":1637.049,"body":"do? And you know, I'm always"},{"speaker":"Carl Widger","startTime":1637.049,"endTime":1639.569,"body":"challenging the guys here, how"},{"speaker":"Carl Widger","startTime":1637.049,"endTime":1639.569,"body":"can we make it better? How can"},{"speaker":"Carl Widger","startTime":1639.569,"endTime":1642.239,"body":"we make it better? And when you"},{"speaker":"Carl Widger","startTime":1639.569,"endTime":1642.239,"body":"think you have a nailed, then"},{"speaker":"Carl Widger","startTime":1642.239,"endTime":1644.699,"body":"it's you know, let's go and look"},{"speaker":"Carl Widger","startTime":1642.239,"endTime":1644.699,"body":"for other ideas."},{"speaker":"Alan Smith","startTime":1647.7,"endTime":1649.53,"body":"You know, because"},{"speaker":"Alan Smith","startTime":1647.7,"endTime":1649.53,"body":"I've been in this business a"},{"speaker":"Alan Smith","startTime":1649.53,"endTime":1651.57,"body":"long time, I've seen them or I"},{"speaker":"Alan Smith","startTime":1649.53,"endTime":1651.57,"body":"remember when commission"},{"speaker":"Alan Smith","startTime":1651.57,"endTime":1655.2,"body":"disclosure was brought. I was I"},{"speaker":"Alan Smith","startTime":1651.57,"endTime":1655.2,"body":"was not an advisor then but it"},{"speaker":"Alan Smith","startTime":1655.2,"endTime":1658.05,"body":"was gonna you know, you had to"},{"speaker":"Alan Smith","startTime":1655.2,"endTime":1658.05,"body":"actually tell your customers,"},{"speaker":"Alan Smith","startTime":1658.3799999999999,"endTime":1661.17,"body":"your clients how much you are"},{"speaker":"Alan Smith","startTime":1658.3799999999999,"endTime":1661.17,"body":"earning, yes of advice. It's a"},{"speaker":"Alan Smith","startTime":1661.17,"endTime":1664.5,"body":"shocking, immunize. When I was"},{"speaker":"Alan Smith","startTime":1661.17,"endTime":1664.5,"body":"working for a product provider,"},{"speaker":"Alan Smith","startTime":1664.5,"endTime":1668.22,"body":"you speak to my ifas. And if"},{"speaker":"Alan Smith","startTime":1664.5,"endTime":1668.22,"body":"we're all just freaking out"},{"speaker":"Alan Smith","startTime":1668.22,"endTime":1671.79,"body":"about it, how can I possibly"},{"speaker":"Alan Smith","startTime":1668.22,"endTime":1671.79,"body":"tell my customers what I'm going"},{"speaker":"Alan Smith","startTime":1671.79,"endTime":1674.46,"body":"to earn from it? And then you"},{"speaker":"Alan Smith","startTime":1671.79,"endTime":1674.46,"body":"had of course, commission"},{"speaker":"Alan Smith","startTime":1674.46,"endTime":1677.73,"body":"disclosure on quotations, which"},{"speaker":"Alan Smith","startTime":1674.46,"endTime":1677.73,"body":"often would get dropped off"},{"speaker":"Alan Smith","startTime":1677.73,"endTime":1680.85,"body":"there. Mysteriously removed from"},{"speaker":"Alan Smith","startTime":1677.73,"endTime":1680.85,"body":"the stapling?"},{"speaker":"Nick Lincoln","startTime":1682.349,"endTime":1684.989,"body":"No, no, I when I"},{"speaker":"Nick Lincoln","startTime":1682.349,"endTime":1684.989,"body":"was a broker consultant, I used"},{"speaker":"Nick Lincoln","startTime":1684.989,"endTime":1688.709,"body":"to deal with the least one IFA,"},{"speaker":"Nick Lincoln","startTime":1684.989,"endTime":1688.709,"body":"who would just rip off the final"},{"speaker":"Nick Lincoln","startTime":1688.709,"endTime":1692.279,"body":"page. It was okay, whatever, you"},{"speaker":"Nick Lincoln","startTime":1688.709,"endTime":1692.279,"body":"know,"},{"speaker":"Andy Hart","startTime":1692.31,"endTime":1695.01,"body":"whatever. You said at"},{"speaker":"Andy Hart","startTime":1692.31,"endTime":1695.01,"body":"least one, Nick, I thought"},{"speaker":"Andy Hart","startTime":1695.01,"endTime":1697.71,"body":"you're gonna say at least one"},{"speaker":"Andy Hart","startTime":1695.01,"endTime":1697.71,"body":"didn't rip off the back page."},{"speaker":"Nick Lincoln","startTime":1699.42,"endTime":1702.1499999999999,"body":"But commissioned"},{"speaker":"Nick Lincoln","startTime":1699.42,"endTime":1702.1499999999999,"body":"disclosure in 93, slash 94. But"},{"speaker":"Nick Lincoln","startTime":1702.1499999999999,"endTime":1707.61,"body":"I just joined and as a cologne,"},{"speaker":"Nick Lincoln","startTime":1702.1499999999999,"endTime":1707.61,"body":"seven year old. Yeah, it was, it"},{"speaker":"Nick Lincoln","startTime":1707.61,"endTime":1711.57,"body":"was like, now it's just like,"},{"speaker":"Nick Lincoln","startTime":1707.61,"endTime":1711.57,"body":"it's so automatic, isn't it?"},{"speaker":"Nick Lincoln","startTime":1711.57,"endTime":1715.56,"body":"It's just you don't even Yeah,"},{"speaker":"Nick Lincoln","startTime":1711.57,"endTime":1715.56,"body":"we the old days, we got paid"},{"speaker":"Nick Lincoln","startTime":1715.56,"endTime":1717.45,"body":"commission, and they weren't,"},{"speaker":"Nick Lincoln","startTime":1715.56,"endTime":1717.45,"body":"you know, people knew it knew."},{"speaker":"Nick Lincoln","startTime":1717.45,"endTime":1721.74,"body":"But of pre 1994. You didn't have"},{"speaker":"Nick Lincoln","startTime":1717.45,"endTime":1721.74,"body":"to disclose it. It's just like,"},{"speaker":"Nick Lincoln","startTime":1721.74,"endTime":1723.48,"body":"wow, different world. Different."},{"speaker":"Andy Hart","startTime":1724.23,"endTime":1726.51,"body":"I think I think the"},{"speaker":"Andy Hart","startTime":1724.23,"endTime":1726.51,"body":"two themes were just becoming"},{"speaker":"Andy Hart","startTime":1726.51,"endTime":1730.11,"body":"more transparent and better"},{"speaker":"Andy Hart","startTime":1726.51,"endTime":1730.11,"body":"qualified, which is great. There"},{"speaker":"Andy Hart","startTime":1730.11,"endTime":1732.81,"body":"are two big things that we're"},{"speaker":"Andy Hart","startTime":1730.11,"endTime":1732.81,"body":"we're very keen on. But then it"},{"speaker":"Andy Hart","startTime":1732.81,"endTime":1736.59,"body":"overcorrect, isn't it? So then"},{"speaker":"Andy Hart","startTime":1732.81,"endTime":1736.59,"body":"now, you know, the disclosure"},{"speaker":"Andy Hart","startTime":1736.59,"endTime":1739.83,"body":"and transparency is like the"},{"speaker":"Andy Hart","startTime":1736.59,"endTime":1739.83,"body":"clients thinking, why do I need"},{"speaker":"Andy Hart","startTime":1739.83,"endTime":1744.12,"body":"to? You know, I get it, Andy,"},{"speaker":"Andy Hart","startTime":1739.83,"endTime":1744.12,"body":"we're in anyway. Yeah. All good,"},{"speaker":"Andy Hart","startTime":1744.12,"endTime":1744.54,"body":"long story."},{"speaker":"Carl Widger","startTime":1744.93,"endTime":1748.71,"body":"My final point of"},{"speaker":"Carl Widger","startTime":1744.93,"endTime":1748.71,"body":"that is, you know, there is"},{"speaker":"Carl Widger","startTime":1749.1,"endTime":1752.58,"body":"potentially good news in this"},{"speaker":"Carl Widger","startTime":1749.1,"endTime":1752.58,"body":"right for us who are already set"},{"speaker":"Carl Widger","startTime":1752.58,"endTime":1755.73,"body":"up and in business is that it's"},{"speaker":"Carl Widger","startTime":1752.58,"endTime":1755.73,"body":"a barrier to entry, it's another"},{"speaker":"Carl Widger","startTime":1755.73,"endTime":1760.47,"body":"barrier to entry. So is that the"},{"speaker":"Carl Widger","startTime":1755.73,"endTime":1760.47,"body":"regulator's surely don't want"},{"speaker":"Carl Widger","startTime":1760.47,"endTime":1763.56,"body":"that that the thought advice"},{"speaker":"Carl Widger","startTime":1760.47,"endTime":1763.56,"body":"I've spoken about before, they"},{"speaker":"Nick Lincoln","startTime":1763.56,"endTime":1766.2,"body":"don't care, they"},{"speaker":"Nick Lincoln","startTime":1763.56,"endTime":1766.2,"body":"don't care about the advice, Cap"},{"speaker":"Nick Lincoln","startTime":1766.23,"endTime":1768.33,"body":"everything, they don't look at"},{"speaker":"Nick Lincoln","startTime":1766.23,"endTime":1768.33,"body":"what people say, or what they"},{"speaker":"Nick Lincoln","startTime":1768.33,"endTime":1772.08,"body":"do. Everything that they do"},{"speaker":"Nick Lincoln","startTime":1768.33,"endTime":1772.08,"body":"broadens this so called advice"},{"speaker":"Nick Lincoln","startTime":1772.08,"endTime":1772.35,"body":"gap,"},{"speaker":"Alan Smith","startTime":1772.589,"endTime":1774.779,"body":"right. But you know,"},{"speaker":"Alan Smith","startTime":1772.589,"endTime":1774.779,"body":"I think about this, and there's"},{"speaker":"Alan Smith","startTime":1774.779,"endTime":1780.029,"body":"all the comparisons with sport,"},{"speaker":"Alan Smith","startTime":1774.779,"endTime":1780.029,"body":"for example. And it's like it"},{"speaker":"Alan Smith","startTime":1780.029,"endTime":1782.6689999999999,"body":"football or rugby and knowing"},{"speaker":"Alan Smith","startTime":1780.029,"endTime":1782.6689999999999,"body":"the offside rule or something"},{"speaker":"Alan Smith","startTime":1782.6689999999999,"endTime":1785.9389999999999,"body":"like that you can, you can use"},{"speaker":"Alan Smith","startTime":1782.6689999999999,"endTime":1785.9389999999999,"body":"it to your advantage, I've often"},{"speaker":"Alan Smith","startTime":1785.9389999999999,"endTime":1788.9089999999999,"body":"thought about compliance, and"},{"speaker":"Alan Smith","startTime":1785.9389999999999,"endTime":1788.9089999999999,"body":"everyone I spoke to was say, Ah,"},{"speaker":"Alan Smith","startTime":1789.029,"endTime":1791.6689999999999,"body":"I know just moaning rally"},{"speaker":"Alan Smith","startTime":1789.029,"endTime":1791.6689999999999,"body":"regulators, buddy compliance,"},{"speaker":"Alan Smith","startTime":1791.6689999999999,"endTime":1794.129,"body":"and I thought, if I can get a"},{"speaker":"Alan Smith","startTime":1791.6689999999999,"endTime":1794.129,"body":"step ahead of it, if I can"},{"speaker":"Alan Smith","startTime":1794.129,"endTime":1798.839,"body":"understand, like the rules of"},{"speaker":"Alan Smith","startTime":1794.129,"endTime":1798.839,"body":"the game, and I can optimize it"},{"speaker":"Alan Smith","startTime":1798.839,"endTime":1801.149,"body":"the way that we would then"},{"speaker":"Alan Smith","startTime":1798.839,"endTime":1801.149,"body":"you're either I agree with you"},{"speaker":"Alan Smith","startTime":1801.149,"endTime":1804.089,"body":"call if it's making life"},{"speaker":"Alan Smith","startTime":1801.149,"endTime":1804.089,"body":"difficult for everyone else. And"},{"speaker":"Alan Smith","startTime":1804.089,"endTime":1806.489,"body":"we've just got to spend a bit of"},{"speaker":"Alan Smith","startTime":1804.089,"endTime":1806.489,"body":"time and attention to make it"},{"speaker":"Alan Smith","startTime":1806.489,"endTime":1810.599,"body":"better or smoother. That's"},{"speaker":"Alan Smith","startTime":1806.489,"endTime":1810.599,"body":"that's a competitive advantage"},{"speaker":"Alan Smith","startTime":1810.6889999999999,"endTime":1812.969,"body":"for us. And that's the way I"},{"speaker":"Alan Smith","startTime":1810.6889999999999,"endTime":1812.969,"body":"treat these things. Yeah, I huff"},{"speaker":"Alan Smith","startTime":1812.969,"endTime":1815.9089999999999,"body":"and puff like everyone else"},{"speaker":"Alan Smith","startTime":1812.969,"endTime":1815.9089999999999,"body":"does. But I think right, you"},{"speaker":"Alan Smith","startTime":1815.9089999999999,"endTime":1818.759,"body":"know, you're either one, you"},{"speaker":"Alan Smith","startTime":1815.9089999999999,"endTime":1818.759,"body":"either play around, you know,"},{"speaker":"Alan Smith","startTime":1864.839,"endTime":1867.4489999999998,"body":"understand the offside rule or"},{"speaker":"Alan Smith","startTime":1864.839,"endTime":1867.4489999999998,"body":"don't play the game. That's the"},{"speaker":"Alan Smith","startTime":1867.4489999999998,"endTime":1868.1689999999999,"body":"way I see this."},{"speaker":"Andy Hart","startTime":1868.319,"endTime":1871.139,"body":"I got a final point"},{"speaker":"Andy Hart","startTime":1868.319,"endTime":1871.139,"body":"on this. A very old wise"},{"speaker":"Andy Hart","startTime":1871.139,"endTime":1874.049,"body":"financial advisor who I often"},{"speaker":"Andy Hart","startTime":1871.139,"endTime":1874.049,"body":"moan to about this profession"},{"speaker":"Andy Hart","startTime":1874.049,"endTime":1877.319,"body":"and all the things coming in"},{"speaker":"Andy Hart","startTime":1874.049,"endTime":1877.319,"body":"He's probably going to take the"},{"speaker":"Andy Hart","startTime":1877.349,"endTime":1880.0189999999998,"body":"mick out of me for saying this."},{"speaker":"Andy Hart","startTime":1877.349,"endTime":1880.0189999999998,"body":"But he said, the way you gotta"},{"speaker":"Andy Hart","startTime":1880.0189999999998,"endTime":1885.4189999999999,"body":"look at it and he is, isn't it?"},{"speaker":"Andy Hart","startTime":1880.0189999999998,"endTime":1885.4189999999999,"body":"Amazing? That thorns have roses?"},{"speaker":"Andy Hart","startTime":1885.899,"endTime":1888.2389999999998,"body":"Isn't it terrible that roses"},{"speaker":"Andy Hart","startTime":1885.899,"endTime":1888.2389999999998,"body":"have thorns? You know, it's the"},{"speaker":"Andy Hart","startTime":1888.2389999999998,"endTime":1890.9689999999998,"body":"way you look at these things"},{"speaker":"Andy Hart","startTime":1888.2389999999998,"endTime":1890.9689999999998,"body":"that will, you know, dictate how"},{"speaker":"Andy Hart","startTime":1890.9689999999998,"endTime":1893.2189999999998,"body":"you deal with it. And that's it."},{"speaker":"Nick Lincoln","startTime":1894.2089999999998,"endTime":1896.129,"body":"Yeah, stick to the"},{"speaker":"Nick Lincoln","startTime":1894.2089999999998,"endTime":1896.129,"body":"magic mushrooms my friend. Okay."},{"speaker":"Nick Lincoln","startTime":1898.049,"endTime":1899.039,"body":"That does kind of lead us"},{"speaker":"Carl Widger","startTime":1903.6889999999999,"endTime":1906.9589999999998,"body":"when we do, say"},{"speaker":"Carl Widger","startTime":1903.6889999999999,"endTime":1906.9589999999998,"body":"cashflow plans, right, are what"},{"speaker":"Carl Widger","startTime":1906.9589999999998,"endTime":1908.849,"body":"what are we always looking to"},{"speaker":"Carl Widger","startTime":1906.9589999999998,"endTime":1908.849,"body":"do? We're trying to get rid of"},{"speaker":"Carl Widger","startTime":1908.849,"endTime":1912.7489999999998,"body":"ranch out of the plan. Right, so"},{"speaker":"Carl Widger","startTime":1908.849,"endTime":1912.7489999999998,"body":"any cashflow shortfalls in the"},{"speaker":"Carl Widger","startTime":1912.7489999999998,"endTime":1915.6589999999999,"body":"long term, and when we talk"},{"speaker":"Carl Widger","startTime":1912.7489999999998,"endTime":1915.6589999999999,"body":"about investments we're always"},{"speaker":"Carl Widger","startTime":1915.6589999999999,"endTime":1918.7189999999998,"body":"talking about in the long term,"},{"speaker":"Carl Widger","startTime":1915.6589999999999,"endTime":1918.7189999999998,"body":"so you got to stick with the"},{"speaker":"Carl Widger","startTime":1918.7189999999998,"endTime":1921.869,"body":"plan. And you got to, you know,"},{"speaker":"Carl Widger","startTime":1918.7189999999998,"endTime":1921.869,"body":"look to the long term and for"},{"speaker":"Carl Widger","startTime":1921.869,"endTime":1924.1789999999999,"body":"looking at returns and all that"},{"speaker":"Carl Widger","startTime":1921.869,"endTime":1924.1789999999999,"body":"kind of stuff. It's long term,"},{"speaker":"Carl Widger","startTime":1924.1789999999999,"endTime":1928.4389999999999,"body":"it's long term, everything is"},{"speaker":"Carl Widger","startTime":1924.1789999999999,"endTime":1928.4389999999999,"body":"long term. And I talked about"},{"speaker":"Carl Widger","startTime":1928.4389999999999,"endTime":1932.339,"body":"this from my own point of view"},{"speaker":"Carl Widger","startTime":1928.4389999999999,"endTime":1932.339,"body":"that you know, Joe hot. I've"},{"speaker":"Carl Widger","startTime":1932.339,"endTime":1936.839,"body":"been doing a lot of over the"},{"speaker":"Carl Widger","startTime":1932.339,"endTime":1936.839,"body":"last few years, when this"},{"speaker":"Carl Widger","startTime":1936.839,"endTime":1941.2489999999998,"body":"happens, I will do this, our you"},{"speaker":"Carl Widger","startTime":1936.839,"endTime":1941.2489999999998,"body":"know, we will have that"},{"speaker":"Carl Widger","startTime":1941.2489999999998,"endTime":1946.319,"body":"experience, our I will feel this"},{"speaker":"Carl Widger","startTime":1941.2489999999998,"endTime":1946.319,"body":"particular way. And General"},{"speaker":"Carl Widger","startTime":1946.319,"endTime":1949.319,"body":"luck, guys. I'm just tearing"},{"speaker":"Carl Widger","startTime":1946.319,"endTime":1949.319,"body":"that plan up. And I'm going to"},{"speaker":"Carl Widger","startTime":1949.4689999999998,"endTime":1952.619,"body":"start living each day as it"},{"speaker":"Carl Widger","startTime":1949.4689999999998,"endTime":1952.619,"body":"comes. I'm going to start living"},{"speaker":"Carl Widger","startTime":1952.859,"endTime":1958.079,"body":"living in the moment. And I've"},{"speaker":"Carl Widger","startTime":1952.859,"endTime":1958.079,"body":"had some experiences in the very"},{"speaker":"Carl Widger","startTime":1958.079,"endTime":1961.4089999999999,"body":"recent past with clients,"},{"speaker":"Carl Widger","startTime":1958.079,"endTime":1961.4089999999999,"body":"whereby, yeah, of course, we're"},{"speaker":"Carl Widger","startTime":1961.4089999999999,"endTime":1964.4089999999999,"body":"always looking to, are we going"},{"speaker":"Carl Widger","startTime":1961.4089999999999,"endTime":1964.4089999999999,"body":"to run out of money and all of"},{"speaker":"Carl Widger","startTime":1964.4089999999999,"endTime":1967.289,"body":"that kind of stuff. So just just"},{"speaker":"Carl Widger","startTime":1964.4089999999999,"endTime":1967.289,"body":"two quick stories, I have a"},{"speaker":"Carl Widger","startTime":1967.6789999999999,"endTime":1971.6689999999999,"body":"absolutely wonderful couple who"},{"speaker":"Carl Widger","startTime":1967.6789999999999,"endTime":1971.6689999999999,"body":"have been clients of ours for a"},{"speaker":"Carl Widger","startTime":1971.6689999999999,"endTime":1974.549,"body":"good few years. And"},{"speaker":"Carl Widger","startTime":1971.6689999999999,"endTime":1974.549,"body":"unfortunately, the husband"},{"speaker":"Carl Widger","startTime":1974.549,"endTime":1979.9189999999999,"body":"passed away last year, so it's,"},{"speaker":"Carl Widger","startTime":1974.549,"endTime":1979.9189999999999,"body":"it's about maybe nine months ago"},{"speaker":"Carl Widger","startTime":1979.9189999999999,"endTime":1983.609,"body":"at this stage. And I left a gap"},{"speaker":"Carl Widger","startTime":1979.9189999999999,"endTime":1983.609,"body":"before obviously, there's some"},{"speaker":"Carl Widger","startTime":1983.609,"endTime":1986.099,"body":"cleaning up we have to do in"},{"speaker":"Carl Widger","startTime":1983.609,"endTime":1986.099,"body":"terms of investment portfolios,"},{"speaker":"Carl Widger","startTime":1986.099,"endTime":1987.9289999999999,"body":"and that kind of stuff and"},{"speaker":"Carl Widger","startTime":1986.099,"endTime":1987.9289999999999,"body":"putting it into one name. And"},{"speaker":"Carl Widger","startTime":1987.9289999999999,"endTime":1991.4689999999998,"body":"it's, it's all tough stuff. So I"},{"speaker":"Carl Widger","startTime":1987.9289999999999,"endTime":1991.4689999999998,"body":"always try and leave a big gap."},{"speaker":"Carl Widger","startTime":1991.7689999999998,"endTime":1996.059,"body":"Painfully this hasn't happened"},{"speaker":"Carl Widger","startTime":1991.7689999999998,"endTime":1996.059,"body":"too often. But when I sent the"},{"speaker":"Carl Widger","startTime":1996.059,"endTime":2000.7389999999998,"body":"email out to the spouse, she's"},{"speaker":"Carl Widger","startTime":1996.059,"endTime":2000.7389999999998,"body":"absolutely diamond, other lady."},{"speaker":"Carl Widger","startTime":2000.7689999999998,"endTime":2003.619,"body":"And she just came back and went,"},{"speaker":"Carl Widger","startTime":2000.7689999999998,"endTime":2003.619,"body":"Yeah, look, it's been a tough,"},{"speaker":"Carl Widger","startTime":2003.649,"endTime":2007.639,"body":"tough time. And we had so many"},{"speaker":"Carl Widger","startTime":2003.649,"endTime":2007.639,"body":"plans for travel post COVID. And"},{"speaker":"Carl Widger","startTime":2007.639,"endTime":2010.399,"body":"they were they were hanging on."},{"speaker":"Carl Widger","startTime":2007.639,"endTime":2010.399,"body":"And obviously, those plans are"},{"speaker":"Carl Widger","startTime":2010.399,"endTime":2015.2589999999998,"body":"out the window now. And I just"},{"speaker":"Carl Widger","startTime":2010.399,"endTime":2015.2589999999998,"body":"felt so what I've done, and I"},{"speaker":"Carl Widger","startTime":2015.4989999999998,"endTime":2018.2589999999998,"body":"really, really hope this doesn't"},{"speaker":"Carl Widger","startTime":2015.4989999999998,"endTime":2018.2589999999998,"body":"sound condescending at all, but"},{"speaker":"Carl Widger","startTime":2018.289,"endTime":2022.7589999999998,"body":"I just felt so sad. And so sorry"},{"speaker":"Carl Widger","startTime":2018.289,"endTime":2022.7589999999998,"body":"for because they didn't get to"},{"speaker":"Carl Widger","startTime":2022.789,"endTime":2026.809,"body":"do all of the things that they"},{"speaker":"Carl Widger","startTime":2022.789,"endTime":2026.809,"body":"wanted to do. And, you know,"},{"speaker":"Carl Widger","startTime":2026.809,"endTime":2031.309,"body":"it's it's, it just, it just"},{"speaker":"Carl Widger","startTime":2026.809,"endTime":2031.309,"body":"drove home the point that look,"},{"speaker":"Carl Widger","startTime":2031.339,"endTime":2035.359,"body":"you know, don't wait around to"},{"speaker":"Carl Widger","startTime":2031.339,"endTime":2035.359,"body":"do that bucket list item. And"},{"speaker":"Carl Widger","startTime":2035.359,"endTime":2039.529,"body":"look, we're in the lucky"},{"speaker":"Carl Widger","startTime":2035.359,"endTime":2039.529,"body":"position that most of the people"},{"speaker":"Carl Widger","startTime":2039.529,"endTime":2043.1889999999999,"body":"we talk to are quite privileged."},{"speaker":"Carl Widger","startTime":2039.529,"endTime":2043.1889999999999,"body":"So they do have the resources to"},{"speaker":"Carl Widger","startTime":2043.1889999999999,"endTime":2047.569,"body":"do the stuff now. And, you know,"},{"speaker":"Carl Widger","startTime":2043.1889999999999,"endTime":2047.569,"body":"it's so incumbent on us as, as"},{"speaker":"Carl Widger","startTime":2047.599,"endTime":2050.599,"body":"real financial planners to make"},{"speaker":"Carl Widger","startTime":2047.599,"endTime":2050.599,"body":"sure that people go and live"},{"speaker":"Carl Widger","startTime":2050.599,"endTime":2053.869,"body":"their best lives like that, in"},{"speaker":"Carl Widger","startTime":2050.599,"endTime":2053.869,"body":"effect, that is our job, our job"},{"speaker":"Carl Widger","startTime":2053.869,"endTime":2057.349,"body":"is to, you know, match the"},{"speaker":"Carl Widger","startTime":2053.869,"endTime":2057.349,"body":"resources with getting people to"},{"speaker":"Carl Widger","startTime":2057.349,"endTime":2063.319,"body":"live their best lives. And I had"},{"speaker":"Carl Widger","startTime":2057.349,"endTime":2063.319,"body":"another new clients sold their"},{"speaker":"Carl Widger","startTime":2063.319,"endTime":2068.539,"body":"business and have a bunch of"},{"speaker":"Carl Widger","startTime":2063.319,"endTime":2068.539,"body":"money for the last three years"},{"speaker":"Carl Widger","startTime":2069.109,"endTime":2072.679,"body":"in the bank. And they're now"},{"speaker":"Carl Widger","startTime":2069.109,"endTime":2072.679,"body":"kind of coming to us because"},{"speaker":"Carl Widger","startTime":2072.679,"endTime":2074.479,"body":"they're worried about the"},{"speaker":"Carl Widger","startTime":2072.679,"endTime":2074.479,"body":"effects of inflation as they"},{"speaker":"Carl Widger","startTime":2074.479,"endTime":2078.889,"body":"should be, you know, as as,"},{"speaker":"Carl Widger","startTime":2074.479,"endTime":2078.889,"body":"right. So they came in and we"},{"speaker":"Carl Widger","startTime":2078.889,"endTime":2081.229,"body":"did the plan, they're never"},{"speaker":"Carl Widger","startTime":2078.889,"endTime":2081.229,"body":"going to run out of money. And,"},{"speaker":"Carl Widger","startTime":2081.469,"endTime":2083.929,"body":"you know, they wanted to do"},{"speaker":"Carl Widger","startTime":2081.469,"endTime":2083.929,"body":"things like put in new windows"},{"speaker":"Carl Widger","startTime":2083.929,"endTime":2087.379,"body":"in the house and put in solar"},{"speaker":"Carl Widger","startTime":2083.929,"endTime":2087.379,"body":"plans, and haven't been doing it"},{"speaker":"Carl Widger","startTime":2087.379,"endTime":2089.209,"body":"because they were worried that"},{"speaker":"Carl Widger","startTime":2087.379,"endTime":2089.209,"body":"they were going to run out of"},{"speaker":"Carl Widger","startTime":2089.209,"endTime":2092.899,"body":"money. And it was like, okay,"},{"speaker":"Carl Widger","startTime":2089.209,"endTime":2092.899,"body":"the financial plan was able to"},{"speaker":"Carl Widger","startTime":2092.899,"endTime":2095.509,"body":"tell us look, this is not going"},{"speaker":"Carl Widger","startTime":2092.899,"endTime":2095.509,"body":"to be an issue we can drive it"},{"speaker":"Carl Widger","startTime":2095.509,"endTime":2099.829,"body":"on. But more than that, it was"},{"speaker":"Carl Widger","startTime":2095.509,"endTime":2099.829,"body":"kind of you know, couldn't get a"},{"speaker":"Carl Widger","startTime":2099.829,"endTime":2102.259,"body":"new car. And that would, you"},{"speaker":"Carl Widger","startTime":2099.829,"endTime":2102.259,"body":"know, we get some thrill out of"},{"speaker":"Carl Widger","startTime":2102.259,"endTime":2104.629,"body":"that, because we haven't had a"},{"speaker":"Carl Widger","startTime":2102.259,"endTime":2104.629,"body":"new car in years. And we'd love"},{"speaker":"Carl Widger","startTime":2104.629,"endTime":2109.189,"body":"to go and visit our daughter"},{"speaker":"Carl Widger","startTime":2104.629,"endTime":2109.189,"body":"who's who's living abroad. And,"},{"speaker":"Carl Widger","startTime":2109.489,"endTime":2111.799,"body":"you know, we're worried, you"},{"speaker":"Carl Widger","startTime":2109.489,"endTime":2111.799,"body":"know, couldn't be gone for more"},{"speaker":"Carl Widger","startTime":2111.799,"endTime":2114.469,"body":"than a week or whatever. And"},{"speaker":"Carl Widger","startTime":2111.799,"endTime":2114.469,"body":"without any question or doubt we"},{"speaker":"Carl Widger","startTime":2114.469,"endTime":2118.099,"body":"can and I just thought it'd be"},{"speaker":"Carl Widger","startTime":2114.469,"endTime":2118.099,"body":"it'd be it'd be a good"},{"speaker":"Carl Widger","startTime":2118.099,"endTime":2122.119,"body":"conversation. It's not it's kind"},{"speaker":"Carl Widger","startTime":2118.099,"endTime":2122.119,"body":"of philosophical as opposed to"},{"speaker":"Carl Widger","startTime":2122.389,"endTime":2126.529,"body":"anything to do with investments"},{"speaker":"Carl Widger","startTime":2122.389,"endTime":2126.529,"body":"or any technical stuff. But, you"},{"speaker":"Carl Widger","startTime":2126.529,"endTime":2131.569,"body":"know, we spoke about what is our"},{"speaker":"Carl Widger","startTime":2126.529,"endTime":2131.569,"body":"what is our main role here, it's"},{"speaker":"Carl Widger","startTime":2131.569,"endTime":2134.839,"body":"about managing human behavior,"},{"speaker":"Carl Widger","startTime":2131.569,"endTime":2134.839,"body":"but that's not the right way to"},{"speaker":"Carl Widger","startTime":2134.839,"endTime":2141.259,"body":"say it. Our role here is to be"},{"speaker":"Carl Widger","startTime":2134.839,"endTime":2141.259,"body":"the the facilitator to help"},{"speaker":"Carl Widger","startTime":2141.2889999999998,"endTime":2146.299,"body":"people live their very best"},{"speaker":"Carl Widger","startTime":2141.2889999999998,"endTime":2146.299,"body":"lives. And that's where I get my"},{"speaker":"Carl Widger","startTime":2146.3289999999997,"endTime":2150.199,"body":"greatest thrill when we we, I"},{"speaker":"Carl Widger","startTime":2146.3289999999997,"endTime":2150.199,"body":"have a nother story which I"},{"speaker":"Carl Widger","startTime":2150.199,"endTime":2158.149,"body":"won't go into but I get a client"},{"speaker":"Carl Widger","startTime":2150.199,"endTime":2158.149,"body":"has gone out we're running our"},{"speaker":"Carl Widger","startTime":2158.149,"endTime":2161.419,"body":"future EU event and he told me a"},{"speaker":"Carl Widger","startTime":2158.149,"endTime":2161.419,"body":"story about he went to New"},{"speaker":"Carl Widger","startTime":2161.419,"endTime":2164.899,"body":"Zealand for seven weeks to visit"},{"speaker":"Carl Widger","startTime":2161.419,"endTime":2164.899,"body":"his son and brought his daughter"},{"speaker":"Carl Widger","startTime":2164.899,"endTime":2170.719,"body":"over to New Zealand because his"},{"speaker":"Carl Widger","startTime":2164.899,"endTime":2170.719,"body":"daughter had had a baby as his"},{"speaker":"Carl Widger","startTime":2170.749,"endTime":2174.109,"body":"son's wife had had a baby and"},{"speaker":"Carl Widger","startTime":2170.749,"endTime":2174.109,"body":"the two cousins had never met"},{"speaker":"Carl Widger","startTime":2174.109,"endTime":2176.8689999999997,"body":"each other and he was able to"},{"speaker":"Carl Widger","startTime":2174.109,"endTime":2176.8689999999997,"body":"facilitate that. And he said to"},{"speaker":"Carl Widger","startTime":2176.8689999999997,"endTime":2179.929,"body":"me straight out, as you all"},{"speaker":"Carl Widger","startTime":2176.8689999999997,"endTime":2179.929,"body":"know, we call it the Mattis life"},{"speaker":"Carl Widger","startTime":2179.929,"endTime":2183.1389999999997,"body":"band. He said it because the"},{"speaker":"Carl Widger","startTime":2179.929,"endTime":2183.1389999999997,"body":"Mattis life plan gave us"},{"speaker":"Carl Widger","startTime":2183.1389999999997,"endTime":2187.3089999999997,"body":"confidence to go and do that."},{"speaker":"Carl Widger","startTime":2183.1389999999997,"endTime":2187.3089999999997,"body":"And I just, I, the hairs in the"},{"speaker":"Carl Widger","startTime":2187.3089999999997,"endTime":2187.669,"body":"back of my head"},{"speaker":"Nick Lincoln","startTime":2187.67,"endTime":2188.96,"body":"brilliant."},{"speaker":"Nick Lincoln","startTime":2187.67,"endTime":2188.96,"body":"Absolutely."},{"speaker":"Alan Smith","startTime":2192.14,"endTime":2194.18,"body":"We send that"},{"speaker":"Alan Smith","startTime":2192.14,"endTime":2194.18,"body":"advanced a couple of videos"},{"speaker":"Alan Smith","startTime":2194.21,"endTime":2196.97,"body":"differently, we explain our"},{"speaker":"Alan Smith","startTime":2194.21,"endTime":2196.97,"body":"investment proposition, one of"},{"speaker":"Alan Smith","startTime":2196.97,"endTime":2199.7599999999998,"body":"our one of my colleagues,"},{"speaker":"Alan Smith","startTime":2196.97,"endTime":2199.7599999999998,"body":"Graham, he said, he's created"},{"speaker":"Alan Smith","startTime":2199.79,"endTime":2203.8399999999997,"body":"several really good quality"},{"speaker":"Alan Smith","startTime":2199.79,"endTime":2203.8399999999997,"body":"videos, which explain three"},{"speaker":"Alan Smith","startTime":2203.8399999999997,"endTime":2206.63,"body":"minutes, five minutes, seven"},{"speaker":"Alan Smith","startTime":2203.8399999999997,"endTime":2206.63,"body":"minute versions, because that's"},{"speaker":"Alan Smith","startTime":2206.63,"endTime":2209.54,"body":"too it takes too much time to"},{"speaker":"Alan Smith","startTime":2206.63,"endTime":2209.54,"body":"explain it in a meeting. And"},{"speaker":"Alan Smith","startTime":2209.54,"endTime":2212.15,"body":"people haven't got all this sort"},{"speaker":"Alan Smith","startTime":2209.54,"endTime":2212.15,"body":"of cognitive ability to process,"},{"speaker":"Alan Smith","startTime":2212.15,"endTime":2215.45,"body":"you know, index fund and factor"},{"speaker":"Alan Smith","startTime":2212.15,"endTime":2215.45,"body":"based investing. So we just sent"},{"speaker":"Alan Smith","startTime":2215.48,"endTime":2217.58,"body":"a couple of things. If they"},{"speaker":"Alan Smith","startTime":2215.48,"endTime":2217.58,"body":"don't watch it, they don't watch"},{"speaker":"Alan Smith","startTime":2217.58,"endTime":2220.64,"body":"it, we don't sort of not have"},{"speaker":"Alan Smith","startTime":2217.58,"endTime":2220.64,"body":"the meeting, if they don't, we"},{"speaker":"Alan Smith","startTime":2220.64,"endTime":2223.7599999999998,"body":"name everything. So all the"},{"speaker":"Alan Smith","startTime":2220.64,"endTime":2223.7599999999998,"body":"things. So this meeting is not"},{"speaker":"Alan Smith","startTime":2223.7599999999998,"endTime":2225.92,"body":"called a strategy meeting, which"},{"speaker":"Alan Smith","startTime":2223.7599999999998,"endTime":2225.92,"body":"is generic, it's called a"},{"speaker":"Alan Smith","startTime":2225.92,"endTime":2229.64,"body":"blueprint. So everyone knows"},{"speaker":"Alan Smith","startTime":2225.92,"endTime":2229.64,"body":"that if we, if you're building a"},{"speaker":"Alan Smith","startTime":2229.64,"endTime":2233.33,"body":"house, you hire an architect,"},{"speaker":"Alan Smith","startTime":2229.64,"endTime":2233.33,"body":"and the design a blueprint, it"},{"speaker":"Alan Smith","startTime":2233.33,"endTime":2235.94,"body":"doesn't tell you what color the"},{"speaker":"Alan Smith","startTime":2233.33,"endTime":2235.94,"body":"tiles are in the bathroom, but"},{"speaker":"Alan Smith","startTime":2235.94,"endTime":2238.22,"body":"it tells you how many bedrooms"},{"speaker":"Alan Smith","startTime":2235.94,"endTime":2238.22,"body":"it has, whether you're south"},{"speaker":"Alan Smith","startTime":2238.22,"endTime":2240.62,"body":"facing or north facing or"},{"speaker":"Alan Smith","startTime":2238.22,"endTime":2240.62,"body":"whatever, which is what this"},{"speaker":"Alan Smith","startTime":2240.77,"endTime":2243.3199999999997,"body":"this is all about. We're not"},{"speaker":"Alan Smith","startTime":2240.77,"endTime":2243.3199999999997,"body":"going into the granular detail."},{"speaker":"Alan Smith","startTime":2243.68,"endTime":2247.5499999999997,"body":"It's high level stuff. In terms"},{"speaker":"Alan Smith","startTime":2243.68,"endTime":2247.5499999999997,"body":"of the actual work, we follow"},{"speaker":"Alan Smith","startTime":2247.5499999999997,"endTime":2251.0899999999997,"body":"Nick Lincoln's approach in terms"},{"speaker":"Alan Smith","startTime":2247.5499999999997,"endTime":2251.0899999999997,"body":"of we build the initial model"},{"speaker":"Alan Smith","startTime":2251.0899999999997,"endTime":2254.39,"body":"based on the information that"},{"speaker":"Alan Smith","startTime":2251.0899999999997,"endTime":2254.39,"body":"we've had. And then in real"},{"speaker":"Alan Smith","startTime":2254.39,"endTime":2257.0299999999997,"body":"time, we'll adjust it, is this"},{"speaker":"Alan Smith","startTime":2254.39,"endTime":2257.0299999999997,"body":"right? Is this correct? And if"},{"speaker":"Alan Smith","startTime":2257.0299999999997,"endTime":2259.7,"body":"so, and you do a number of what"},{"speaker":"Alan Smith","startTime":2257.0299999999997,"endTime":2259.7,"body":"ifs. Of course, that's where the"},{"speaker":"Alan Smith","startTime":2259.7,"endTime":2262.25,"body":"magic is, what if you did retire"},{"speaker":"Alan Smith","startTime":2259.7,"endTime":2262.25,"body":"five years early? What if you"},{"speaker":"Alan Smith","startTime":2262.25,"endTime":2265.58,"body":"did give the kids additional"},{"speaker":"Alan Smith","startTime":2262.25,"endTime":2265.58,"body":"money, etc. And I think that is"},{"speaker":"Alan Smith","startTime":2265.6099999999997,"endTime":2268.49,"body":"so important. I've seen other"},{"speaker":"Alan Smith","startTime":2265.6099999999997,"endTime":2268.49,"body":"people who kind of have a pre"},{"speaker":"Alan Smith","startTime":2268.49,"endTime":2271.67,"body":"packed presentation here, it is"},{"speaker":"Alan Smith","startTime":2268.49,"endTime":2271.67,"body":"almost like a PDF. This is your."},{"speaker":"Alan Smith","startTime":2272.0299999999997,"endTime":2274.52,"body":"And that's just that doesn't"},{"speaker":"Alan Smith","startTime":2272.0299999999997,"endTime":2274.52,"body":"work. It's very interactive, and"},{"speaker":"Alan Smith","startTime":2274.52,"endTime":2277.1,"body":"also shows that it's up to that"},{"speaker":"Alan Smith","startTime":2274.52,"endTime":2277.1,"body":"you decide what life you want to"},{"speaker":"Alan Smith","startTime":2277.1,"endTime":2280.46,"body":"live, you tell me and we'll see"},{"speaker":"Alan Smith","startTime":2277.1,"endTime":2280.46,"body":"if the numbers stack up. So it's"},{"speaker":"Alan Smith","startTime":2280.46,"endTime":2284.69,"body":"a really live and interactive"},{"speaker":"Alan Smith","startTime":2280.46,"endTime":2284.69,"body":"situation. The only other thing"},{"speaker":"Alan Smith","startTime":2284.69,"endTime":2288.35,"body":"I'll say is on the basis that we"},{"speaker":"Alan Smith","startTime":2284.69,"endTime":2288.35,"body":"really think through because if"},{"speaker":"Alan Smith","startTime":2288.35,"endTime":2292.58,"body":"these meetings do generally last"},{"speaker":"Alan Smith","startTime":2288.35,"endTime":2292.58,"body":"two hours, we'll have it"},{"speaker":"Alan Smith","startTime":2292.6099999999997,"endTime":2295.52,"body":"automatically one of the other"},{"speaker":"Alan Smith","startTime":2292.6099999999997,"endTime":2295.52,"body":"members of the team have a duty"},{"speaker":"Alan Smith","startTime":2295.52,"endTime":2299.0,"body":"to people lead advisor advisor"},{"speaker":"Alan Smith","startTime":2295.52,"endTime":2299.0,"body":"and an Associates which in other"},{"speaker":"Alan Smith","startTime":2299.0299999999997,"endTime":2302.3599999999997,"body":"in all money is a paraplanner to"},{"speaker":"Alan Smith","startTime":2299.0299999999997,"endTime":2302.3599999999997,"body":"people in the room because it's"},{"speaker":"Alan Smith","startTime":2302.3599999999997,"endTime":2305.87,"body":"quite difficult. Someone else"},{"speaker":"Alan Smith","startTime":2302.3599999999997,"endTime":2305.87,"body":"has said to manage the client"},{"speaker":"Alan Smith","startTime":2305.9,"endTime":2310.0699999999997,"body":"conversations, the tech, if it's"},{"speaker":"Alan Smith","startTime":2305.9,"endTime":2310.0699999999997,"body":"just one person doing it so to"},{"speaker":"Alan Smith","startTime":2310.52,"endTime":2313.7,"body":"an advisor and a co pilot it"},{"speaker":"Alan Smith","startTime":2310.52,"endTime":2313.7,"body":"works really well. And after"},{"speaker":"Alan Smith","startTime":2313.7,"endTime":2315.83,"body":"about an hour what we know is"},{"speaker":"Alan Smith","startTime":2313.7,"endTime":2315.83,"body":"people will either want a"},{"speaker":"Alan Smith","startTime":2315.83,"endTime":2318.68,"body":"comfort break, or they might"},{"speaker":"Alan Smith","startTime":2315.83,"endTime":2318.68,"body":"want to top up with their coffee"},{"speaker":"Alan Smith","startTime":2318.68,"endTime":2321.38,"body":"or something so someone gently"},{"speaker":"Alan Smith","startTime":2318.68,"endTime":2321.38,"body":"knocks on the door after 60"},{"speaker":"Alan Smith","startTime":2321.38,"endTime":2324.68,"body":"minutes pre planned in advance"},{"speaker":"Alan Smith","startTime":2321.38,"endTime":2324.68,"body":"it says we don't want to take"},{"speaker":"Alan Smith","startTime":2324.68,"endTime":2326.75,"body":"you want to take a break now or"},{"speaker":"Alan Smith","startTime":2324.68,"endTime":2326.75,"body":"do you want another coffee and"},{"speaker":"Alan Smith","startTime":2326.75,"endTime":2329.45,"body":"people think this is slick. It"},{"speaker":"Alan Smith","startTime":2326.75,"endTime":2329.45,"body":"looks good. well thought through"},{"speaker":"Alan Smith","startTime":2329.48,"endTime":2330.17,"body":"and organized."},{"speaker":"Nick Lincoln","startTime":2332.93,"endTime":2334.7,"body":"It's about it's"},{"speaker":"Nick Lincoln","startTime":2332.93,"endTime":2334.7,"body":"about filtering and having an"},{"speaker":"Nick Lincoln","startTime":2334.7,"endTime":2338.12,"body":"onboarding process you know and"},{"speaker":"Nick Lincoln","startTime":2334.7,"endTime":2338.12,"body":"if you've if you've if you're"},{"speaker":"Nick Lincoln","startTime":2338.12,"endTime":2340.46,"body":"very careful with the vetting of"},{"speaker":"Nick Lincoln","startTime":2338.12,"endTime":2340.46,"body":"people you bring on board you"},{"speaker":"Nick Lincoln","startTime":2340.46,"endTime":2342.56,"body":"shouldn't have problems down the"},{"speaker":"Nick Lincoln","startTime":2340.46,"endTime":2342.56,"body":"line which we'll come on to the"},{"speaker":"Nick Lincoln","startTime":2342.56,"endTime":2346.16,"body":"meat and potatoes but also you"},{"speaker":"Nick Lincoln","startTime":2342.56,"endTime":2346.16,"body":"bring people on who fit your"},{"speaker":"Nick Lincoln","startTime":2346.16,"endTime":2348.5,"body":"service property this is what I"},{"speaker":"Nick Lincoln","startTime":2346.16,"endTime":2348.5,"body":"do for all people all the time"},{"speaker":"Nick Lincoln","startTime":2348.5,"endTime":2351.35,"body":"and if you don't want this you"},{"speaker":"Nick Lincoln","startTime":2348.5,"endTime":2351.35,"body":"don't get on the boat you don't"},{"speaker":"Nick Lincoln","startTime":2351.35,"endTime":2353.69,"body":"come on you're not you're not"},{"speaker":"Nick Lincoln","startTime":2351.35,"endTime":2353.69,"body":"part of the squad in the first"},{"speaker":"Nick Lincoln","startTime":2353.69,"endTime":2357.8599999999997,"body":"place. So once again, you know"},{"speaker":"Nick Lincoln","startTime":2353.69,"endTime":2357.8599999999997,"body":"if you know what you stand for"},{"speaker":"Nick Lincoln","startTime":2357.8599999999997,"endTime":2360.98,"body":"and what your service is about,"},{"speaker":"Nick Lincoln","startTime":2357.8599999999997,"endTime":2360.98,"body":"offer that to people and they"},{"speaker":"Nick Lincoln","startTime":2360.98,"endTime":2363.5299999999997,"body":"either take it or they leave it"},{"speaker":"Nick Lincoln","startTime":2360.98,"endTime":2363.5299999999997,"body":"okay but if they come on board"},{"speaker":"Nick Lincoln","startTime":2363.5299999999997,"endTime":2365.75,"body":"wanting that service, they pay"},{"speaker":"Nick Lincoln","startTime":2363.5299999999997,"endTime":2365.75,"body":"for that service"},{"speaker":"Andy Hart","startTime":2369.17,"endTime":2371.45,"body":"latest client I've"},{"speaker":"Andy Hart","startTime":2369.17,"endTime":2371.45,"body":"taken on after you try to embark"},{"speaker":"Andy Hart","startTime":2371.45,"endTime":2374.99,"body":"on this on his own the numbers"},{"speaker":"Andy Hart","startTime":2371.45,"endTime":2374.99,"body":"just got too big and he needed a"},{"speaker":"Andy Hart","startTime":2374.99,"endTime":2377.0899999999997,"body":"lot of help and since I've"},{"speaker":"Andy Hart","startTime":2374.99,"endTime":2377.0899999999997,"body":"worked with him I've added so"},{"speaker":"Andy Hart","startTime":2377.0899999999997,"endTime":2380.27,"body":"much value the first thing we"},{"speaker":"Andy Hart","startTime":2377.0899999999997,"endTime":2380.27,"body":"did is work out the money flow"},{"speaker":"Andy Hart","startTime":2380.27,"endTime":2382.37,"body":"where's the money flow and is it"},{"speaker":"Andy Hart","startTime":2380.27,"endTime":2382.37,"body":"going to the right parts and is"},{"speaker":"Andy Hart","startTime":2382.37,"endTime":2383.15,"body":"it doing the right thing"},{"speaker":"Unknown","startTime":2385.25,"endTime":2390.8599999999997,"body":"and the the Hilldrup a"},{"speaker":"Unknown","startTime":2385.25,"endTime":2390.8599999999997,"body":"Darien Andy knows about"},{"speaker":"Unknown","startTime":2390.8599999999997,"endTime":2396.71,"body":"everything Andy can be told"},{"speaker":"Unknown","startTime":2390.8599999999997,"endTime":2396.71,"body":"anything. His name is Andrew"},{"speaker":"Unknown","startTime":2396.71,"endTime":2397.2799999999997,"body":"Hart."},{"speaker":"Andy Hart","startTime":2401.8399999999997,"endTime":2404.42,"body":"So I suppose it again"},{"speaker":"Andy Hart","startTime":2401.8399999999997,"endTime":2404.42,"body":"boils down to we help people"},{"speaker":"Andy Hart","startTime":2404.42,"endTime":2409.37,"body":"answer expensive questions"},{"speaker":"Andy Hart","startTime":2404.42,"endTime":2409.37,"body":"seamless, seamless. Yeah, so it"},{"speaker":"Andy Hart","startTime":2409.37,"endTime":2412.37,"body":"got to a point where he had"},{"speaker":"Andy Hart","startTime":2409.37,"endTime":2412.37,"body":"expensive questions. He didn't"},{"speaker":"Andy Hart","startTime":2412.37,"endTime":2414.8599999999997,"body":"want to make a mistake. So"},{"speaker":"Andy Hart","startTime":2412.37,"endTime":2414.8599999999997,"body":"pensee saw our financial"},{"speaker":"Andy Hart","startTime":2414.8599999999997,"endTime":2418.43,"body":"advisor, Alan mentioned it is"},{"speaker":"Andy Hart","startTime":2414.8599999999997,"endTime":2418.43,"body":"this Lean versus fat fire. So"},{"speaker":"Andy Hart","startTime":2418.43,"endTime":2424.37,"body":"lean is yes, I want to retire at"},{"speaker":"Andy Hart","startTime":2418.43,"endTime":2424.37,"body":"37 sell my car eat very fruit"},{"speaker":"Andy Hart","startTime":2424.4,"endTime":2428.21,"body":"frugally, conveniently that they"},{"speaker":"Andy Hart","startTime":2424.4,"endTime":2428.21,"body":"don't have children, you know,"},{"speaker":"Andy Hart","startTime":2428.21,"endTime":2431.6,"body":"and they only want to have a"},{"speaker":"Andy Hart","startTime":2428.21,"endTime":2431.6,"body":"burn rate of, I don't know 2200"},{"speaker":"Andy Hart","startTime":2431.6,"endTime":2434.0899999999997,"body":"pounds a month and you know, and"},{"speaker":"Andy Hart","startTime":2431.6,"endTime":2434.0899999999997,"body":"they can get there relatively"},{"speaker":"Andy Hart","startTime":2434.0899999999997,"endTime":2437.7799999999997,"body":"easily. Whereas fat fire is you"},{"speaker":"Andy Hart","startTime":2434.0899999999997,"endTime":2437.7799999999997,"body":"know, I want to spend 10 grand a"},{"speaker":"Andy Hart","startTime":2437.7799999999997,"endTime":2440.33,"body":"month I still crunch all the"},{"speaker":"Andy Hart","startTime":2437.7799999999997,"endTime":2440.33,"body":"numbers are still being global"},{"speaker":"Andy Hart","startTime":2440.33,"endTime":2443.63,"body":"equities. I still want to retire"},{"speaker":"Andy Hart","startTime":2440.33,"endTime":2443.63,"body":"early at let's say 46 and do"},{"speaker":"Andy Hart","startTime":2443.63,"endTime":2446.0299999999997,"body":"something that I'm more"},{"speaker":"Andy Hart","startTime":2443.63,"endTime":2446.0299999999997,"body":"passionate about. So it's not as"},{"speaker":"Andy Hart","startTime":2446.0299999999997,"endTime":2450.02,"body":"if I'm gonna retire 46 You know,"},{"speaker":"Andy Hart","startTime":2446.0299999999997,"endTime":2450.02,"body":"and sit there and do nothing you"},{"speaker":"Andy Hart","startTime":2450.02,"endTime":2452.81,"body":"know, I'm going to be driven and"},{"speaker":"Andy Hart","startTime":2450.02,"endTime":2452.81,"body":"you know, help more and more"},{"speaker":"Andy Hart","startTime":2452.81,"endTime":2456.8599999999997,"body":"people for what I can do. So you"},{"speaker":"Andy Hart","startTime":2452.81,"endTime":2456.8599999999997,"body":"can there's various ways to skin"},{"speaker":"Andy Hart","startTime":2456.8599999999997,"endTime":2457.79,"body":"it slice and dice it."},{"speaker":"Alan Smith","startTime":2460.88,"endTime":2463.6099999999997,"body":"Turn the recording,"},{"speaker":"Alan Smith","startTime":2460.88,"endTime":2463.6099999999997,"body":"we're heading towards the end of"},{"speaker":"Alan Smith","startTime":2463.6099999999997,"endTime":2467.39,"body":"2023 and I'm just sort of"},{"speaker":"Alan Smith","startTime":2463.6099999999997,"endTime":2467.39,"body":"throwing it open in terms of"},{"speaker":"Alan Smith","startTime":2467.39,"endTime":2471.38,"body":"what people think about what are"},{"speaker":"Alan Smith","startTime":2467.39,"endTime":2471.38,"body":"the what do you do for planning"},{"speaker":"Alan Smith","startTime":2471.41,"endTime":2476.0899999999997,"body":"next year, so I have just bought"},{"speaker":"Alan Smith","startTime":2471.41,"endTime":2476.0899999999997,"body":"three days away by myself."},{"speaker":"Alan Smith","startTime":2476.12,"endTime":2480.5299999999997,"body":"little cottage, on the beach"},{"speaker":"Alan Smith","startTime":2476.12,"endTime":2480.5299999999997,"body":"where I've got time away from"},{"speaker":"Alan Smith","startTime":2480.5299999999997,"endTime":2483.5299999999997,"body":"the office away from home life."},{"speaker":"Alan Smith","startTime":2480.5299999999997,"endTime":2483.5299999999997,"body":"But I've got time to miss his"},{"speaker":"Alan Smith","startTime":2483.5299999999997,"endTime":2485.39,"body":"last story. I've got a story"},{"speaker":"Alan Smith","startTime":2483.5299999999997,"endTime":2485.39,"body":"coming up,"},{"speaker":"Unknown","startTime":2485.7799999999997,"endTime":2490.58,"body":"grab yourself a drink,"},{"speaker":"Unknown","startTime":2485.7799999999997,"endTime":2490.58,"body":"a very long drink. It's story"},{"speaker":"Unknown","startTime":2490.58,"endTime":2492.8599999999997,"body":"time with Alan Smith."},{"speaker":"Alan Smith","startTime":2495.38,"endTime":2498.2599999999998,"body":"Once again, you were"},{"speaker":"Alan Smith","startTime":2495.38,"endTime":2498.2599999999998,"body":"premature mr. Lincoln. Once"},{"speaker":"Alan Smith","startTime":2498.2599999999998,"endTime":2498.68,"body":"again,"},{"speaker":"Nick Lincoln","startTime":2498.71,"endTime":2500.48,"body":"tell me you've got"},{"speaker":"Nick Lincoln","startTime":2498.71,"endTime":2500.48,"body":"a story coming up. How am I"},{"speaker":"Nick Lincoln","startTime":2500.48,"endTime":2501.2599999999998,"body":"supposed to know?"},{"speaker":"Alan Smith","startTime":2501.5,"endTime":2504.02,"body":"Just trust me balls"},{"speaker":"Alan Smith","startTime":2501.5,"endTime":2504.02,"body":"got a story. But not always."},{"speaker":"Alan Smith","startTime":2504.08,"endTime":2506.96,"body":"I've got I've got a brief story"},{"speaker":"Alan Smith","startTime":2504.08,"endTime":2506.96,"body":"coming up in a few minutes. But"},{"speaker":"Alan Smith","startTime":2507.3199999999997,"endTime":2509.27,"body":"this is not a story. This is"},{"speaker":"Alan Smith","startTime":2507.3199999999997,"endTime":2509.27,"body":"just a reflection. This is"},{"speaker":"Alan Smith","startTime":2509.27,"endTime":2513.5299999999997,"body":"something those of us who are"},{"speaker":"Alan Smith","startTime":2509.27,"endTime":2513.5299999999997,"body":"serious about our business"},{"speaker":"Alan Smith","startTime":2513.5299999999997,"endTime":2517.04,"body":"lives, I think that next year"},{"speaker":"Alan Smith","startTime":2513.5299999999997,"endTime":2517.04,"body":"will be an interesting year. I"},{"speaker":"Alan Smith","startTime":2517.04,"endTime":2519.41,"body":"think it'd be challenging in"},{"speaker":"Alan Smith","startTime":2517.04,"endTime":2519.41,"body":"many ways, I think the economy"},{"speaker":"Alan Smith","startTime":2519.41,"endTime":2522.08,"body":"will be extremely challenging."},{"speaker":"Alan Smith","startTime":2519.41,"endTime":2522.08,"body":"There's as we already know,"},{"speaker":"Alan Smith","startTime":2522.08,"endTime":2525.23,"body":"there's a hell of a lot going on"},{"speaker":"Alan Smith","startTime":2522.08,"endTime":2525.23,"body":"in our sector in our industry."},{"speaker":"Alan Smith","startTime":2525.2599999999998,"endTime":2527.99,"body":"And I like to take time away"},{"speaker":"Alan Smith","startTime":2525.2599999999998,"endTime":2527.99,"body":"because I never give myself"},{"speaker":"Alan Smith","startTime":2527.99,"endTime":2532.31,"body":"enough time to think to reflect"},{"speaker":"Alan Smith","startTime":2527.99,"endTime":2532.31,"body":"and to plan and to organize and"},{"speaker":"Alan Smith","startTime":2532.31,"endTime":2534.7999999999997,"body":"so I'm I just say I'm taking"},{"speaker":"Alan Smith","startTime":2532.31,"endTime":2534.7999999999997,"body":"myself away for three days, I"},{"speaker":"Alan Smith","startTime":2534.7999999999997,"endTime":2538.43,"body":"just booked an Airbnb cottage on"},{"speaker":"Alan Smith","startTime":2534.7999999999997,"endTime":2538.43,"body":"the beach secret location, can't"},{"speaker":"Alan Smith","startTime":2538.43,"endTime":2541.0699999999997,"body":"tell you boys could you might"},{"speaker":"Alan Smith","startTime":2538.43,"endTime":2541.0699999999997,"body":"come and crash it and try to"},{"speaker":"Alan Smith","startTime":2541.0699999999997,"endTime":2542.75,"body":"take me out to the pub, which"},{"speaker":"Alan Smith","startTime":2541.0699999999997,"endTime":2542.75,"body":"I'm not you have to"},{"speaker":"Nick Lincoln","startTime":2543.0499999999997,"endTime":2544.91,"body":"you have to crash"},{"speaker":"Nick Lincoln","startTime":2543.0499999999997,"endTime":2544.91,"body":"it."},{"speaker":"Alan Smith","startTime":2550.22,"endTime":2553.16,"body":"Of a patient though"},{"speaker":"Alan Smith","startTime":2550.22,"endTime":2553.16,"body":"I specifically removed the link."},{"speaker":"Carl Widger","startTime":2554.33,"endTime":2556.31,"body":"You're going on"},{"speaker":"Carl Widger","startTime":2554.33,"endTime":2556.31,"body":"your own to reflect for three"},{"speaker":"Carl Widger","startTime":2556.31,"endTime":2558.8599999999997,"body":"days. So you're gonna talk to"},{"speaker":"Carl Widger","startTime":2556.31,"endTime":2558.8599999999997,"body":"nobody for three days. All"},{"speaker":"Carl Widger","startTime":2558.8599999999997,"endTime":2563.96,"body":"right. God bless cash when you"},{"speaker":"Carl Widger","startTime":2558.8599999999997,"endTime":2563.96,"body":"get home. Yeah, I am a lot of"},{"speaker":"Carl Widger","startTime":2563.96,"endTime":2565.94,"body":"talking he needs to get out of"},{"speaker":"Carl Widger","startTime":2563.96,"endTime":2565.94,"body":"the system."},{"speaker":"Alan Smith","startTime":2566.33,"endTime":2569.48,"body":"I wasn't thinking of"},{"speaker":"Alan Smith","startTime":2566.33,"endTime":2569.48,"body":"going on a silent retreat, no"},{"speaker":"Alan Smith","startTime":2569.48,"endTime":2570.68,"body":"talking for several days."},{"speaker":"Andy Hart","startTime":2574.22,"endTime":2575.9,"body":"You'll be kicked out"},{"speaker":"Andy Hart","startTime":2574.22,"endTime":2575.9,"body":"in the first three hours."},{"speaker":"Nick Lincoln","startTime":2579.56,"endTime":2581.87,"body":"So we've got a"},{"speaker":"Nick Lincoln","startTime":2579.56,"endTime":2581.87,"body":"question posted via Twitter from"},{"speaker":"Nick Lincoln","startTime":2581.96,"endTime":2586.16,"body":"James Marston. And he's on"},{"speaker":"Nick Lincoln","startTime":2581.96,"endTime":2586.16,"body":"Twitter at James Marsden ATA,"},{"speaker":"Nick Lincoln","startTime":2586.19,"endTime":2588.47,"body":"I'll read the question out and"},{"speaker":"Nick Lincoln","startTime":2586.19,"endTime":2588.47,"body":"then one of you maybe can who"},{"speaker":"Nick Lincoln","startTime":2588.47,"endTime":2590.87,"body":"who picked up on this question"},{"speaker":"Nick Lincoln","startTime":2588.47,"endTime":2590.87,"body":"can answer it. Does the recent"},{"speaker":"Nick Lincoln","startTime":2590.87,"endTime":2594.1099999999997,"body":"collapse in bonds invalidate the"},{"speaker":"Nick Lincoln","startTime":2590.87,"endTime":2594.1099999999997,"body":"whole risk profiling process?"},{"speaker":"Nick Lincoln","startTime":2594.44,"endTime":2597.38,"body":"And given the bonds clearly have"},{"speaker":"Nick Lincoln","startTime":2594.44,"endTime":2597.38,"body":"as much downside as stocks in"},{"speaker":"Nick Lincoln","startTime":2597.38,"endTime":2601.8199999999997,"body":"certain scenarios? Are we all"},{"speaker":"Nick Lincoln","startTime":2597.38,"endTime":2601.8199999999997,"body":"better off being in 100% Global"},{"speaker":"Nick Lincoln","startTime":2601.8199999999997,"endTime":2605.18,"body":"Equity ETF? So who posted that"},{"speaker":"Nick Lincoln","startTime":2601.8199999999997,"endTime":2605.18,"body":"question in that in there in"},{"speaker":"Nick Lincoln","startTime":2605.18,"endTime":2605.39,"body":"there?"},{"speaker":"Alan Smith","startTime":2605.96,"endTime":2610.8199999999997,"body":"I did. I got I got"},{"speaker":"Alan Smith","startTime":2605.96,"endTime":2610.8199999999997,"body":"the message from James about"},{"speaker":"Alan Smith","startTime":2610.8199999999997,"endTime":2616.3399999999997,"body":"that, who just been asking me"},{"speaker":"Alan Smith","startTime":2610.8199999999997,"endTime":2616.3399999999997,"body":"via messages on Twitter. And so"},{"speaker":"Alan Smith","startTime":2616.3399999999997,"endTime":2619.04,"body":"James, as I understand it's a"},{"speaker":"Alan Smith","startTime":2616.3399999999997,"endTime":2619.04,"body":"relatively new advisor. And of"},{"speaker":"Alan Smith","startTime":2619.04,"endTime":2622.79,"body":"course, he's been given the Kool"},{"speaker":"Alan Smith","startTime":2619.04,"endTime":2622.79,"body":"Aid to drink. This is what you"},{"speaker":"Alan Smith","startTime":2622.79,"endTime":2625.25,"body":"do here, you do a risk profile a"},{"speaker":"Alan Smith","startTime":2622.79,"endTime":2625.25,"body":"questionnaire and if a client"},{"speaker":"Alan Smith","startTime":2625.25,"endTime":2628.37,"body":"says I'm low volatility, then"},{"speaker":"Alan Smith","startTime":2625.25,"endTime":2628.37,"body":"you give him a load of bonds in"},{"speaker":"Alan Smith","startTime":2628.37,"endTime":2630.3199999999997,"body":"your investment. And he's"},{"speaker":"Alan Smith","startTime":2628.37,"endTime":2630.3199999999997,"body":"obviously being somewhat"},{"speaker":"Alan Smith","startTime":2630.3199999999997,"endTime":2633.14,"body":"disillusioned by having done"},{"speaker":"Alan Smith","startTime":2630.3199999999997,"endTime":2633.14,"body":"that found that he's encountered"},{"speaker":"Alan Smith","startTime":2633.14,"endTime":2635.66,"body":"tons of volatility and said, you"},{"speaker":"Alan Smith","startTime":2633.14,"endTime":2635.66,"body":"know, what, we know that long"},{"speaker":"Alan Smith","startTime":2635.66,"endTime":2639.2,"body":"term global equities is the"},{"speaker":"Alan Smith","startTime":2635.66,"endTime":2639.2,"body":"place to be. And so why don't we"},{"speaker":"Alan Smith","startTime":2639.2,"endTime":2644.27,"body":"just invest in that 100%? Which,"},{"speaker":"Alan Smith","startTime":2639.2,"endTime":2644.27,"body":"you know, we all we want to have"},{"speaker":"Alan Smith","startTime":2644.27,"endTime":2647.87,"body":"some controversy, we want to"},{"speaker":"Alan Smith","startTime":2644.27,"endTime":2647.87,"body":"have some a good quality debate"},{"speaker":"Alan Smith","startTime":2647.9,"endTime":2650.18,"body":"on this, but I think something"},{"speaker":"Alan Smith","startTime":2647.9,"endTime":2650.18,"body":"we all agree with?"},{"speaker":"Nick Lincoln","startTime":2651.2599999999998,"endTime":2653.99,"body":"Well, I think I"},{"speaker":"Nick Lincoln","startTime":2651.2599999999998,"endTime":2653.99,"body":"think, I think we I think"},{"speaker":"Nick Lincoln","startTime":2653.99,"endTime":2656.7799999999997,"body":"outside of our circle, and maybe"},{"speaker":"Nick Lincoln","startTime":2653.99,"endTime":2656.7799999999997,"body":"the Spartans that the mix with"},{"speaker":"Nick Lincoln","startTime":2656.7799999999997,"endTime":2659.0299999999997,"body":"what we're about to say, and"},{"speaker":"Nick Lincoln","startTime":2656.7799999999997,"endTime":2659.0299999999997,"body":"what you just said, is gonna"},{"speaker":"Nick Lincoln","startTime":2659.0299999999997,"endTime":2663.17,"body":"give a lot of advisors will is"},{"speaker":"Nick Lincoln","startTime":2659.0299999999997,"endTime":2663.17,"body":"because they love their asset"},{"speaker":"Nick Lincoln","startTime":2663.17,"endTime":2666.47,"body":"allocation. And they love their"},{"speaker":"Nick Lincoln","startTime":2663.17,"endTime":2666.47,"body":"fixed interest exposure because"},{"speaker":"Nick Lincoln","startTime":2666.47,"endTime":2671.0899999999997,"body":"of modern portfolio theory."},{"speaker":"Nick Lincoln","startTime":2666.47,"endTime":2671.0899999999997,"body":"Stuff that I think we over the"},{"speaker":"Nick Lincoln","startTime":2671.0899999999997,"endTime":2673.97,"body":"last 15 years, we've we've"},{"speaker":"Nick Lincoln","startTime":2671.0899999999997,"endTime":2673.97,"body":"realized that bonds are rubbish"},{"speaker":"Nick Lincoln","startTime":2673.97,"endTime":2676.67,"body":"for income, they don't they"},{"speaker":"Nick Lincoln","startTime":2673.97,"endTime":2676.67,"body":"don't do anything for income."},{"speaker":"Nick Lincoln","startTime":2677.6,"endTime":2680.06,"body":"And now we're seeing we actually"},{"speaker":"Nick Lincoln","startTime":2677.6,"endTime":2680.06,"body":"said they don't do anything to"},{"speaker":"Nick Lincoln","startTime":2680.06,"endTime":2682.94,"body":"dampen portfolio volatility. So"},{"speaker":"Nick Lincoln","startTime":2680.06,"endTime":2682.94,"body":"you have to ask the question,"},{"speaker":"Nick Lincoln","startTime":2682.94,"endTime":2685.43,"body":"what is the point of them? What"},{"speaker":"Nick Lincoln","startTime":2682.94,"endTime":2685.43,"body":"is the point of attitude to risk"},{"speaker":"Nick Lincoln","startTime":2685.43,"endTime":2688.85,"body":"questionnaires? I think this is"},{"speaker":"Nick Lincoln","startTime":2685.43,"endTime":2688.85,"body":"us. This is, this is the great"},{"speaker":"Nick Lincoln","startTime":2688.85,"endTime":2691.19,"body":"reset for bonds, this is our"},{"speaker":"Nick Lincoln","startTime":2688.85,"endTime":2691.19,"body":"chance to get rid of this cancer"},{"speaker":"Nick Lincoln","startTime":2691.19,"endTime":2693.98,"body":"out of our clients lives. And I"},{"speaker":"Nick Lincoln","startTime":2691.19,"endTime":2693.98,"body":"feel quite strongly about this,"},{"speaker":"Nick Lincoln","startTime":2693.98,"endTime":2696.2599999999998,"body":"as you'll find out and when I"},{"speaker":"Nick Lincoln","startTime":2693.98,"endTime":2696.2599999999998,"body":"when I want to talk about it."},{"speaker":"Nick Lincoln","startTime":2696.2599999999998,"endTime":2699.92,"body":"How do you think so we think"},{"speaker":"Nick Lincoln","startTime":2696.2599999999998,"endTime":2699.92,"body":"this is this is a real risk? Is"},{"speaker":"Nick Lincoln","startTime":2699.92,"endTime":2700.13,"body":"it?"},{"speaker":"Alan Smith","startTime":2700.16,"endTime":2703.49,"body":"Is it fair to say"},{"speaker":"Alan Smith","startTime":2700.16,"endTime":2703.49,"body":"that this current crisis is the"},{"speaker":"Alan Smith","startTime":2703.49,"endTime":2706.43,"body":"first the first time I can"},{"speaker":"Alan Smith","startTime":2703.49,"endTime":2706.43,"body":"remember where you've had a"},{"speaker":"Alan Smith","startTime":2708.68,"endTime":2712.5499999999997,"body":"significant correction bear"},{"speaker":"Alan Smith","startTime":2708.68,"endTime":2712.5499999999997,"body":"market in equities and long"},{"speaker":"Alan Smith","startTime":2712.5499999999997,"endTime":2716.2999999999997,"body":"dated bonds, particularly at the"},{"speaker":"Alan Smith","startTime":2712.5499999999997,"endTime":2716.2999999999997,"body":"same time? I mean, the financial"},{"speaker":"Alan Smith","startTime":2716.2999999999997,"endTime":2720.83,"body":"crisis worse? Yeah, I know. But"},{"speaker":"Alan Smith","startTime":2716.2999999999997,"endTime":2720.83,"body":"so in 2007, eight, if you"},{"speaker":"Alan Smith","startTime":2720.83,"endTime":2723.56,"body":"invested in long government"},{"speaker":"Alan Smith","startTime":2720.83,"endTime":2723.56,"body":"bonds, you actually you're in"},{"speaker":"Alan Smith","startTime":2723.56,"endTime":2725.75,"body":"positive territory, I think your"},{"speaker":"Alan Smith","startTime":2723.56,"endTime":2725.75,"body":"opposite theory did, right."},{"speaker":"Alan Smith","startTime":2725.81,"endTime":2727.85,"body":"Yeah. You were right in that"},{"speaker":"Alan Smith","startTime":2725.81,"endTime":2727.85,"body":"period. So that was one where"},{"speaker":"Alan Smith","startTime":2727.85,"endTime":2729.7999999999997,"body":"the so called, you know, the"},{"speaker":"Alan Smith","startTime":2727.85,"endTime":2729.7999999999997,"body":"asset allocation thing. If you"},{"speaker":"Alan Smith","startTime":2729.7999999999997,"endTime":2732.95,"body":"wanted to dampen volatility that"},{"speaker":"Alan Smith","startTime":2729.7999999999997,"endTime":2732.95,"body":"was that was fine. You did get"},{"speaker":"Alan Smith","startTime":2733.73,"endTime":2736.88,"body":"you did achieve that. Yeah, you"},{"speaker":"Alan Smith","startTime":2733.73,"endTime":2736.88,"body":"haven't had it? You're"},{"speaker":"Andy Hart","startTime":2736.88,"endTime":2739.0699999999997,"body":"right. Alan,"},{"speaker":"Andy Hart","startTime":2736.88,"endTime":2739.0699999999997,"body":"certainly is not having the last"},{"speaker":"Andy Hart","startTime":2739.0699999999997,"endTime":2742.2799999999997,"body":"25 years. I don't know well"},{"speaker":"Andy Hart","startTime":2739.0699999999997,"endTime":2742.2799999999997,"body":"enough to even go back further"},{"speaker":"Andy Hart","startTime":2742.2799999999997,"endTime":2744.38,"body":"than that. But there might be a"},{"speaker":"Andy Hart","startTime":2742.2799999999997,"endTime":2744.38,"body":"case of it's never ever"},{"speaker":"Andy Hart","startTime":2744.38,"endTime":2744.95,"body":"happened."},{"speaker":"Nick Lincoln","startTime":2745.73,"endTime":2750.5299999999997,"body":"It has about"},{"speaker":"Nick Lincoln","startTime":2745.73,"endTime":2750.5299999999997,"body":"1994 1991 global equities, lost"},{"speaker":"Nick Lincoln","startTime":2750.56,"endTime":2754.46,"body":"value in that year and the fixed"},{"speaker":"Nick Lincoln","startTime":2750.56,"endTime":2754.46,"body":"income markets global government"},{"speaker":"Nick Lincoln","startTime":2754.46,"endTime":2758.21,"body":"bonds around the world fell in"},{"speaker":"Nick Lincoln","startTime":2754.46,"endTime":2758.21,"body":"value. Okay. So unusual. It's so"},{"speaker":"Nick Lincoln","startTime":2758.21,"endTime":2759.2599999999998,"body":"ya know, it's"},{"speaker":"Andy Hart","startTime":2759.2599999999998,"endTime":2762.83,"body":"20 years ago. So"},{"speaker":"Andy Hart","startTime":2759.2599999999998,"endTime":2762.83,"body":"you're about you're about 45"},{"speaker":"Andy Hart","startTime":2762.83,"endTime":2764.5699999999997,"body":"Then when you look in"},{"speaker":"Nick Lincoln","startTime":2764.5699999999997,"endTime":2765.8599999999997,"body":"Earth years, I was"},{"speaker":"Nick Lincoln","startTime":2764.5699999999997,"endTime":2765.8599999999997,"body":"45."},{"speaker":"Alan Smith","startTime":2768.17,"endTime":2770.5699999999997,"body":"But is that maybe"},{"speaker":"Alan Smith","startTime":2768.17,"endTime":2770.5699999999997,"body":"the answer if you've been"},{"speaker":"Alan Smith","startTime":2770.5699999999997,"endTime":2774.35,"body":"contentious, are you defending"},{"speaker":"Alan Smith","startTime":2770.5699999999997,"endTime":2774.35,"body":"you know, Asset Modeling and"},{"speaker":"Alan Smith","startTime":2774.35,"endTime":2777.83,"body":"risk profile and say it is a"},{"speaker":"Alan Smith","startTime":2774.35,"endTime":2777.83,"body":"Once in a quarter of a century"},{"speaker":"Alan Smith","startTime":2777.83,"endTime":2781.49,"body":"or more situation, and you can't"},{"speaker":"Alan Smith","startTime":2777.83,"endTime":2781.49,"body":"mitigate for those things in"},{"speaker":"Alan Smith","startTime":2781.64,"endTime":2784.22,"body":"relatively normal markets, I"},{"speaker":"Alan Smith","startTime":2781.64,"endTime":2784.22,"body":"mean, relatively normal is a"},{"speaker":"Alan Smith","startTime":2784.3399999999997,"endTime":2788.3599999999997,"body":"global financial crisis 2008"},{"speaker":"Alan Smith","startTime":2784.3399999999997,"endTime":2788.3599999999997,"body":"They held up well, I can't"},{"speaker":"Alan Smith","startTime":2788.3599999999997,"endTime":2790.85,"body":"remember what happened in COVID"},{"speaker":"Alan Smith","startTime":2788.3599999999997,"endTime":2790.85,"body":"times I think bonds mostly held"},{"speaker":"Alan Smith","startTime":2790.85,"endTime":2794.66,"body":"up pretty well as well. But the"},{"speaker":"Alan Smith","startTime":2790.85,"endTime":2794.66,"body":"markets collapsed when equity"},{"speaker":"Alan Smith","startTime":2794.66,"endTime":2797.87,"body":"markets collapse, so generally"},{"speaker":"Alan Smith","startTime":2794.66,"endTime":2797.87,"body":"speaking, they do. And this is"},{"speaker":"Alan Smith","startTime":2797.87,"endTime":2799.7599999999998,"body":"this is you have to be clear as"},{"speaker":"Alan Smith","startTime":2797.87,"endTime":2799.7599999999998,"body":"well about the particular type"},{"speaker":"Alan Smith","startTime":2799.7599999999998,"endTime":2802.58,"body":"of bonds because I know in 2007"},{"speaker":"Alan Smith","startTime":2799.7599999999998,"endTime":2802.58,"body":"people were invested in"},{"speaker":"Alan Smith","startTime":2802.58,"endTime":2805.6099999999997,"body":"corporate bonds, which collapsed"},{"speaker":"Alan Smith","startTime":2802.58,"endTime":2805.6099999999997,"body":"as far and fast as equities did,"},{"speaker":"Alan Smith","startTime":2805.6099999999997,"endTime":2808.04,"body":"but, you know, government"},{"speaker":"Alan Smith","startTime":2805.6099999999997,"endTime":2808.04,"body":"sovereign debt with like"},{"speaker":"Alan Smith","startTime":2808.04,"endTime":2812.21,"body":"countries like UK, US and so on,"},{"speaker":"Alan Smith","startTime":2808.04,"endTime":2812.21,"body":"tend to be a safe haven asset."},{"speaker":"Alan Smith","startTime":2812.87,"endTime":2813.17,"body":"So,"},{"speaker":"Nick Lincoln","startTime":2813.83,"endTime":2816.23,"body":"there are two"},{"speaker":"Nick Lincoln","startTime":2813.83,"endTime":2816.23,"body":"points here there are, I hear"},{"speaker":"Nick Lincoln","startTime":2816.23,"endTime":2818.39,"body":"what you're saying. But we've"},{"speaker":"Nick Lincoln","startTime":2816.23,"endTime":2818.39,"body":"worked we've had bonds in"},{"speaker":"Nick Lincoln","startTime":2818.39,"endTime":2822.8599999999997,"body":"portfolios as this as this"},{"speaker":"Nick Lincoln","startTime":2818.39,"endTime":2822.8599999999997,"body":"dampener. But But why? Because"},{"speaker":"Nick Lincoln","startTime":2822.89,"endTime":2825.41,"body":"there's this this this slag,"},{"speaker":"Nick Lincoln","startTime":2822.89,"endTime":2825.41,"body":"there's this dragon that was"},{"speaker":"Nick Lincoln","startTime":2825.41,"endTime":2828.38,"body":"saying it doesn't exist, you"},{"speaker":"Nick Lincoln","startTime":2825.41,"endTime":2828.38,"body":"know, when you only run out and"},{"speaker":"Nick Lincoln","startTime":2828.38,"endTime":2830.5699999999997,"body":"you mentioned that we're we're"},{"speaker":"Nick Lincoln","startTime":2828.38,"endTime":2830.5699999999997,"body":"looking at 30 year plans, multi"},{"speaker":"Nick Lincoln","startTime":2830.5699999999997,"endTime":2833.81,"body":"generational plans, plans that"},{"speaker":"Nick Lincoln","startTime":2830.5699999999997,"endTime":2833.81,"body":"will span decades, it's"},{"speaker":"Nick Lincoln","startTime":2833.81,"endTime":2836.9,"body":"impossible to lose money"},{"speaker":"Nick Lincoln","startTime":2833.81,"endTime":2836.9,"body":"historically, over any rolling"},{"speaker":"Nick Lincoln","startTime":2836.9,"endTime":2840.5899999999997,"body":"20 year period, and the MSCI"},{"speaker":"Nick Lincoln","startTime":2836.9,"endTime":2840.5899999999997,"body":"MSCI World Index, you cannot"},{"speaker":"Nick Lincoln","startTime":2840.5899999999997,"endTime":2841.49,"body":"lose money, of course."},{"speaker":"Alan Smith","startTime":2843.71,"endTime":2848.21,"body":"This is a sop to is"},{"speaker":"Alan Smith","startTime":2843.71,"endTime":2848.21,"body":"a sauce to human behavioral"},{"speaker":"Alan Smith","startTime":2848.21,"endTime":2851.39,"body":"psychology because we know there"},{"speaker":"Alan Smith","startTime":2848.21,"endTime":2851.39,"body":"are certain people that see if"},{"speaker":"Alan Smith","startTime":2851.42,"endTime":2854.72,"body":"my investments for I know Nick,"},{"speaker":"Alan Smith","startTime":2851.42,"endTime":2854.72,"body":"I'm investing for 20 or 30"},{"speaker":"Alan Smith","startTime":2854.72,"endTime":2858.0499999999997,"body":"years. But if I wake up one day,"},{"speaker":"Alan Smith","startTime":2854.72,"endTime":2858.0499999999997,"body":"and my 100,000 pounds is worth"},{"speaker":"Alan Smith","startTime":2858.0499999999997,"endTime":2861.65,"body":"80,000, or buy millions worth"},{"speaker":"Alan Smith","startTime":2858.0499999999997,"endTime":2861.65,"body":"800, I'm going to be I will be"},{"speaker":"Alan Smith","startTime":2861.65,"endTime":2864.7999999999997,"body":"able to sleep at night that all"},{"speaker":"Alan Smith","startTime":2861.65,"endTime":2864.7999999999997,"body":"that. So that's why and yes,"},{"speaker":"Alan Smith","startTime":2864.7999999999997,"endTime":2867.56,"body":"it's an education process. But I"},{"speaker":"Alan Smith","startTime":2864.7999999999997,"endTime":2867.56,"body":"think as we've all identified,"},{"speaker":"Alan Smith","startTime":2868.19,"endTime":2870.95,"body":"you can have these conversations"},{"speaker":"Alan Smith","startTime":2868.19,"endTime":2870.95,"body":"with the clients that one of the"},{"speaker":"Alan Smith","startTime":2870.95,"endTime":2874.46,"body":"biggest failings in my mind for"},{"speaker":"Alan Smith","startTime":2870.95,"endTime":2874.46,"body":"risk profiling is it asks you a"},{"speaker":"Alan Smith","startTime":2874.46,"endTime":2878.15,"body":"question at a time when you're"},{"speaker":"Alan Smith","startTime":2874.46,"endTime":2878.15,"body":"in a in a place of if you'd like"},{"speaker":"Alan Smith","startTime":2878.15,"endTime":2881.06,"body":"calm, calm discussions, you"},{"speaker":"Alan Smith","startTime":2878.15,"endTime":2881.06,"body":"know, what would you how would"},{"speaker":"Alan Smith","startTime":2881.06,"endTime":2883.7,"body":"you feel if such and such such"},{"speaker":"Alan Smith","startTime":2881.06,"endTime":2883.7,"body":"and such, so what but what"},{"speaker":"Alan Smith","startTime":2883.7,"endTime":2886.79,"body":"always happens when you have"},{"speaker":"Alan Smith","startTime":2883.7,"endTime":2886.79,"body":"significant market volatility,"},{"speaker":"Alan Smith","startTime":2886.91,"endTime":2889.22,"body":"there's loads of other things"},{"speaker":"Alan Smith","startTime":2886.91,"endTime":2889.22,"body":"going on in the world by so"},{"speaker":"Alan Smith","startTime":2889.22,"endTime":2892.22,"body":"COVID was you might buddy die"},{"speaker":"Alan Smith","startTime":2889.22,"endTime":2892.22,"body":"and your family might die. So"},{"speaker":"Alan Smith","startTime":2892.22,"endTime":2894.83,"body":"you don't really work. And right"},{"speaker":"Alan Smith","startTime":2892.22,"endTime":2894.83,"body":"now your mortgage rates gone"},{"speaker":"Alan Smith","startTime":2894.83,"endTime":2896.99,"body":"through the roof, you might lose"},{"speaker":"Alan Smith","startTime":2894.83,"endTime":2896.99,"body":"your job, your family might lose"},{"speaker":"Alan Smith","startTime":2896.99,"endTime":2899.96,"body":"their job. So there's a lot of"},{"speaker":"Alan Smith","startTime":2896.99,"endTime":2899.96,"body":"other things, which makes risk"},{"speaker":"Alan Smith","startTime":2899.96,"endTime":2906.2,"body":"profiling in itself."},{"speaker":"Alan Smith","startTime":2899.96,"endTime":2906.2,"body":"Questionable though, I've talked"},{"speaker":"Alan Smith","startTime":2906.2,"endTime":2910.49,"body":"in the past, if I said to either"},{"speaker":"Alan Smith","startTime":2906.2,"endTime":2910.49,"body":"of any of you, are you are you"},{"speaker":"Alan Smith","startTime":2910.49,"endTime":2914.42,"body":"scared of snakes? You might see"},{"speaker":"Alan Smith","startTime":2910.49,"endTime":2914.42,"body":"them not really, if I literally"},{"speaker":"Alan Smith","startTime":2914.42,"endTime":2916.91,"body":"throw a live snake on your lap,"},{"speaker":"Alan Smith","startTime":2914.42,"endTime":2916.91,"body":"or trust me, you're going to"},{"speaker":"Alan Smith","startTime":2917.0299999999997,"endTime":2919.3399999999997,"body":"you're going to recoil, you're"},{"speaker":"Alan Smith","startTime":2917.0299999999997,"endTime":2919.3399999999997,"body":"gonna stand up or do something"},{"speaker":"Alan Smith","startTime":2919.3399999999997,"endTime":2923.66,"body":"you told me not scared of them."},{"speaker":"Alan Smith","startTime":2919.3399999999997,"endTime":2923.66,"body":"So risk profiles are somewhat"},{"speaker":"Alan Smith","startTime":2923.69,"endTime":2926.27,"body":"artificial in the way that they"},{"speaker":"Alan Smith","startTime":2923.69,"endTime":2926.27,"body":"are presented and the time"},{"speaker":"Alan Smith","startTime":2926.27,"endTime":2927.8599999999997,"body":"they're presented, because you"},{"speaker":"Alan Smith","startTime":2926.27,"endTime":2927.8599999999997,"body":"don't know how you're gonna"},{"speaker":"Alan Smith","startTime":2927.8599999999997,"endTime":2930.17,"body":"feel. Because it's probably a"},{"speaker":"Alan Smith","startTime":2927.8599999999997,"endTime":2930.17,"body":"lot of other things going on."},{"speaker":"Andy Hart","startTime":2933.2599999999998,"endTime":2936.17,"body":"I think people should"},{"speaker":"Andy Hart","startTime":2933.2599999999998,"endTime":2936.17,"body":"try and acquire new skills that"},{"speaker":"Andy Hart","startTime":2936.17,"endTime":2938.3599999999997,"body":"will then lead to goals. When"},{"speaker":"Andy Hart","startTime":2936.17,"endTime":2938.3599999999997,"body":"people set goals, they're just"},{"speaker":"Andy Hart","startTime":2938.3599999999997,"endTime":2942.92,"body":"that they're quite loose. So I'm"},{"speaker":"Andy Hart","startTime":2938.3599999999997,"endTime":2942.92,"body":"a fan of learning new skills"},{"speaker":"Andy Hart","startTime":2942.92,"endTime":2945.98,"body":"anyway. So a skill I learned"},{"speaker":"Andy Hart","startTime":2942.92,"endTime":2945.98,"body":"last year was PowerPoint sounds"},{"speaker":"Andy Hart","startTime":2945.98,"endTime":2950.24,"body":"a bit lame, but I need to up my"},{"speaker":"Andy Hart","startTime":2945.98,"endTime":2950.24,"body":"skills on it. Anyway. So that's"},{"speaker":"Andy Hart","startTime":2950.24,"endTime":2953.24,"body":"that's what I'm basically just"},{"speaker":"Andy Hart","startTime":2950.24,"endTime":2953.24,"body":"trying to say don't set goals"},{"speaker":"Andy Hart","startTime":2953.24,"endTime":2955.79,"body":"learn new skills. So if this"},{"speaker":"Andy Hart","startTime":2953.24,"endTime":2955.79,"body":"year, you've got a lot of stuff"},{"speaker":"Andy Hart","startTime":2955.79,"endTime":2959.96,"body":"to achieve, rather than saying,"},{"speaker":"Andy Hart","startTime":2955.79,"endTime":2959.96,"body":"I'm going to do X by then or why"},{"speaker":"Andy Hart","startTime":2959.96,"endTime":2964.25,"body":"by then just learn new skills"},{"speaker":"Andy Hart","startTime":2959.96,"endTime":2964.25,"body":"like this called your your skill"},{"speaker":"Andy Hart","startTime":2964.25,"endTime":2968.18,"body":"stack, as Scott Adams talks"},{"speaker":"Andy Hart","startTime":2964.25,"endTime":2968.18,"body":"about intentional"},{"speaker":"Carl Widger","startTime":2968.39,"endTime":2973.6099999999997,"body":"working and living"},{"speaker":"Carl Widger","startTime":2968.39,"endTime":2973.6099999999997,"body":"for me. So I, I've been down the"},{"speaker":"Carl Widger","startTime":2973.6099999999997,"endTime":2977.24,"body":"burnout road before, right? And"},{"speaker":"Carl Widger","startTime":2973.6099999999997,"endTime":2977.24,"body":"you'd imagine, well, if you've"},{"speaker":"Carl Widger","startTime":2977.24,"endTime":2979.73,"body":"been down there once, you"},{"speaker":"Carl Widger","startTime":2977.24,"endTime":2979.73,"body":"wouldn't let it happen again, I"},{"speaker":"Carl Widger","startTime":2979.73,"endTime":2983.45,"body":"nearly let it happen again, this"},{"speaker":"Carl Widger","startTime":2979.73,"endTime":2983.45,"body":"year, I spent Christmas nursing"},{"speaker":"Carl Widger","startTime":2983.45,"endTime":2986.15,"body":"a bit of a cold. And the reason"},{"speaker":"Carl Widger","startTime":2983.45,"endTime":2986.15,"body":"I'm standing today is because I"},{"speaker":"Carl Widger","startTime":2986.15,"endTime":2990.23,"body":"popped a disc in my back. So for"},{"speaker":"Carl Widger","startTime":2986.15,"endTime":2990.23,"body":"me, that's my body going, Dude"},{"speaker":"Carl Widger","startTime":2990.3199999999997,"endTime":2993.65,"body":"starts off now out here, because"},{"speaker":"Carl Widger","startTime":2990.3199999999997,"endTime":2993.65,"body":"otherwise you're on a slow road"},{"speaker":"Carl Widger","startTime":2993.65,"endTime":2997.67,"body":"to nowhere. So for me, it's to"},{"speaker":"Carl Widger","startTime":2993.65,"endTime":2997.67,"body":"be really intentional about"},{"speaker":"Carl Widger","startTime":2997.67,"endTime":3001.3599999999997,"body":"looking after myself. So that,"},{"speaker":"Carl Widger","startTime":2997.67,"endTime":3001.3599999999997,"body":"you know, my job here at matters"},{"speaker":"Carl Widger","startTime":3001.39,"endTime":3007.18,"body":"is we have a really good thing"},{"speaker":"Carl Widger","startTime":3001.39,"endTime":3007.18,"body":"going. So if I can be the best"},{"speaker":"Carl Widger","startTime":3007.21,"endTime":3013.9,"body":"type of, you know, leader, to be"},{"speaker":"Carl Widger","startTime":3007.21,"endTime":3013.9,"body":"a visionary to inspire people,"},{"speaker":"Carl Widger","startTime":3013.93,"endTime":3017.14,"body":"well, then that's, that's where"},{"speaker":"Carl Widger","startTime":3013.93,"endTime":3017.14,"body":"I'm going to have the most"},{"speaker":"Carl Widger","startTime":3017.14,"endTime":3022.0299999999997,"body":"impact. And that's where this"},{"speaker":"Carl Widger","startTime":3017.14,"endTime":3022.0299999999997,"body":"team needs me most. Your point,"},{"speaker":"Alan Smith","startTime":3022.0299999999997,"endTime":3025.21,"body":"their call about"},{"speaker":"Alan Smith","startTime":3022.0299999999997,"endTime":3025.21,"body":"sort of looking after yourself"},{"speaker":"Alan Smith","startTime":3025.48,"endTime":3028.2999999999997,"body":"is really well made in again,"},{"speaker":"Alan Smith","startTime":3025.48,"endTime":3028.2999999999997,"body":"we've talked about this in the"},{"speaker":"Alan Smith","startTime":3028.2999999999997,"endTime":3032.83,"body":"past. I mentioned that to you."},{"speaker":"Alan Smith","startTime":3028.2999999999997,"endTime":3032.83,"body":"There's there's a book called"},{"speaker":"Alan Smith","startTime":3032.83,"endTime":3036.22,"body":"Essentialism by Greg McEwan and"},{"speaker":"Alan Smith","startTime":3032.83,"endTime":3036.22,"body":"as a chapter in that there's a"},{"speaker":"Alan Smith","startTime":3036.22,"endTime":3038.47,"body":"whole section you can look at"},{"speaker":"Alan Smith","startTime":3036.22,"endTime":3038.47,"body":"his unspecific blogs on it's"},{"speaker":"Alan Smith","startTime":3038.47,"endTime":3042.1,"body":"called protect the assets. And"},{"speaker":"Alan Smith","startTime":3038.47,"endTime":3042.1,"body":"the point the point being you"},{"speaker":"Alan Smith","startTime":3042.1,"endTime":3044.83,"body":"can have people in your"},{"speaker":"Alan Smith","startTime":3042.1,"endTime":3044.83,"body":"circumstances to look after"},{"speaker":"Alan Smith","startTime":3044.83,"endTime":3046.9,"body":"everyone else around them and"},{"speaker":"Alan Smith","startTime":3044.83,"endTime":3046.9,"body":"trying to keep the team going"},{"speaker":"Alan Smith","startTime":3046.9,"endTime":3049.45,"body":"and support the team and the"},{"speaker":"Alan Smith","startTime":3046.9,"endTime":3049.45,"body":"family and everything else. But"},{"speaker":"Alan Smith","startTime":3049.45,"endTime":3052.54,"body":"you're the big domino if you go"},{"speaker":"Alan Smith","startTime":3049.45,"endTime":3052.54,"body":"down, if you're getting stressed"},{"speaker":"Alan Smith","startTime":3052.54,"endTime":3054.46,"body":"or you sort of can't show up"},{"speaker":"Alan Smith","startTime":3052.54,"endTime":3054.46,"body":"then there's so many other"},{"speaker":"Alan Smith","startTime":3054.46,"endTime":3058.0899999999997,"body":"negatives that happen as a"},{"speaker":"Alan Smith","startTime":3054.46,"endTime":3058.0899999999997,"body":"result of that. So so important"},{"speaker":"Alan Smith","startTime":3058.5099999999998,"endTime":3061.06,"body":"to protect the asset and the"},{"speaker":"Alan Smith","startTime":3058.5099999999998,"endTime":3061.06,"body":"number one asset is you and it"},{"speaker":"Alan Smith","startTime":3061.06,"endTime":3063.25,"body":"sounds selfish, as you say, but"},{"speaker":"Alan Smith","startTime":3061.06,"endTime":3063.25,"body":"it's absolutely not. It'd be"},{"speaker":"Alan Smith","startTime":3063.25,"endTime":3067.06,"body":"selfish not to do that is the"},{"speaker":"Alan Smith","startTime":3063.25,"endTime":3067.06,"body":"point but check out Greg McEwan,"},{"speaker":"Alan Smith","startTime":3067.24,"endTime":3067.66,"body":"writing."},{"speaker":"Andy Hart","startTime":3068.95,"endTime":3071.23,"body":"I think all of us on"},{"speaker":"Andy Hart","startTime":3068.95,"endTime":3071.23,"body":"this call have read enough books"},{"speaker":"Andy Hart","startTime":3071.23,"endTime":3073.66,"body":"to know what we need to be doing"},{"speaker":"Andy Hart","startTime":3071.23,"endTime":3073.66,"body":"in terms of looking after"},{"speaker":"Andy Hart","startTime":3073.66,"endTime":3077.5,"body":"ourselves. But yeah, employee"},{"speaker":"Andy Hart","startTime":3073.66,"endTime":3077.5,"body":"went in monk mode a lot more in"},{"speaker":"Andy Hart","startTime":3077.5,"endTime":3080.56,"body":"2024 is going to be something"},{"speaker":"Andy Hart","startTime":3077.5,"endTime":3080.56,"body":"that yeah, I'm also going to be"},{"speaker":"Andy Hart","startTime":3080.56,"endTime":3085.48,"body":"doing as much as I can. But it's"},{"speaker":"Andy Hart","startTime":3080.56,"endTime":3085.48,"body":"hard. But you know, we can read"},{"speaker":"Andy Hart","startTime":3085.48,"endTime":3087.43,"body":"all the books, we can listen to"},{"speaker":"Andy Hart","startTime":3085.48,"endTime":3087.43,"body":"all the podcasts, we can watch"},{"speaker":"Andy Hart","startTime":3087.43,"endTime":3089.74,"body":"all the YouTube videos that we"},{"speaker":"Andy Hart","startTime":3087.43,"endTime":3089.74,"body":"did wake up every day and put in"},{"speaker":"Andy Hart","startTime":3089.74,"endTime":3093.5499999999997,"body":"the right behaviors. And we know"},{"speaker":"Andy Hart","startTime":3089.74,"endTime":3093.5499999999997,"body":"what the triggers dominoes are"},{"speaker":"Andy Hart","startTime":3093.58,"endTime":3097.72,"body":"for ourselves. Yeah, so let's"},{"speaker":"Andy Hart","startTime":3093.58,"endTime":3097.72,"body":"try and keep each other all"},{"speaker":"Andy Hart","startTime":3097.72,"endTime":3100.5099999999998,"body":"accountable. Yeah, anyway."},{"speaker":"Nick Lincoln","startTime":3101.71,"endTime":3103.87,"body":"Okay, well, okay,"},{"speaker":"Nick Lincoln","startTime":3101.71,"endTime":3103.87,"body":"let's stick around to me, I"},{"speaker":"Nick Lincoln","startTime":3103.87,"endTime":3111.79,"body":"think with my one goal for 2024"},{"speaker":"Nick Lincoln","startTime":3103.87,"endTime":3111.79,"body":"when it kinda time ties, all"},{"speaker":"Andy Hart","startTime":3111.79,"endTime":3113.5899999999997,"body":"right, no more, no"},{"speaker":"Andy Hart","startTime":3111.79,"endTime":3113.5899999999997,"body":"more of that drop note, we've"},{"speaker":"Andy Hart","startTime":3113.5899999999997,"endTime":3114.5499999999997,"body":"had enough of that drop."},{"speaker":"Nick Lincoln","startTime":3114.7599999999998,"endTime":3116.35,"body":"There's two more"},{"speaker":"Nick Lincoln","startTime":3114.7599999999998,"endTime":3116.35,"body":"to go mate. And I'm gonna do it"},{"speaker":"Nick Lincoln","startTime":3116.35,"endTime":3120.19,"body":"with all three when you're"},{"speaker":"Nick Lincoln","startTime":3116.35,"endTime":3120.19,"body":"talking. My one ties in with"},{"speaker":"Nick Lincoln","startTime":3120.19,"endTime":3124.9,"body":"voices, sort of health and well,"},{"speaker":"Nick Lincoln","startTime":3120.19,"endTime":3124.9,"body":"being minds to be more stoic and"},{"speaker":"Nick Lincoln","startTime":3124.9,"endTime":3128.62,"body":"not to get maybe so caught up in"},{"speaker":"Nick Lincoln","startTime":3124.9,"endTime":3128.62,"body":"what happens? You know, Marcus"},{"speaker":"Nick Lincoln","startTime":3128.62,"endTime":3131.1099999999997,"body":"Aurelius said, and then"},{"speaker":"Nick Lincoln","startTime":3128.62,"endTime":3131.1099999999997,"body":"Shakespeare quoted that as well."},{"speaker":"Nick Lincoln","startTime":3131.1099999999997,"endTime":3132.79,"body":"But it's not what like, it's not"},{"speaker":"Nick Lincoln","startTime":3131.1099999999997,"endTime":3132.79,"body":"what happens to you in life."},{"speaker":"Nick Lincoln","startTime":3132.79,"endTime":3135.37,"body":"It's how you choose how you"},{"speaker":"Nick Lincoln","startTime":3132.79,"endTime":3135.37,"body":"choose. That's the important"},{"speaker":"Nick Lincoln","startTime":3135.85,"endTime":3138.43,"body":"word there, how you choose to"},{"speaker":"Nick Lincoln","startTime":3135.85,"endTime":3138.43,"body":"react to events. So I'm just"},{"speaker":"Nick Lincoln","startTime":3138.43,"endTime":3141.0099999999998,"body":"going to try and disassociate"},{"speaker":"Nick Lincoln","startTime":3138.43,"endTime":3141.0099999999998,"body":"myself from what happens to me"},{"speaker":"Nick Lincoln","startTime":3142.0,"endTime":3145.42,"body":"and focus more on actually how"},{"speaker":"Nick Lincoln","startTime":3142.0,"endTime":3145.42,"body":"you react to it. So I think just"},{"speaker":"Nick Lincoln","startTime":3145.42,"endTime":3150.7,"body":"just from a just from being a"},{"speaker":"Nick Lincoln","startTime":3145.42,"endTime":3150.7,"body":"more, a more loving, reasonable,"},{"speaker":"Nick Lincoln","startTime":3151.12,"endTime":3156.8199999999997,"body":"rounded Lik, Lincoln that's my"},{"speaker":"Nick Lincoln","startTime":3151.12,"endTime":3156.8199999999997,"body":"goal for 2024 set"},{"speaker":"Carl Widger","startTime":3156.8199999999997,"endTime":3158.56,"body":"yourself up for"},{"speaker":"Carl Widger","startTime":3156.8199999999997,"endTime":3158.56,"body":"failure there but"},{"speaker":"Nick Lincoln","startTime":3160.93,"endTime":3162.22,"body":"right Smithy?"},{"speaker":"Alan Smith","startTime":3167.44,"endTime":3171.2799999999997,"body":"Simplify in a word?"},{"speaker":"Alan Smith","startTime":3167.44,"endTime":3171.2799999999997,"body":"Yep. That's great."},{"speaker":"Nick Lincoln","startTime":3175.0299999999997,"endTime":3178.0899999999997,"body":"My antipathy to"},{"speaker":"Nick Lincoln","startTime":3175.0299999999997,"endTime":3178.0899999999997,"body":"bond was existed before the"},{"speaker":"Nick Lincoln","startTime":3178.0899999999997,"endTime":3181.18,"body":"meltdown in the bond market last"},{"speaker":"Nick Lincoln","startTime":3178.0899999999997,"endTime":3181.18,"body":"year, it just happened to"},{"speaker":"Nick Lincoln","startTime":3181.21,"endTime":3184.93,"body":"coincide nicely with it, then my"},{"speaker":"Nick Lincoln","startTime":3181.21,"endTime":3184.93,"body":"message was more resonant. But I"},{"speaker":"Nick Lincoln","startTime":3184.93,"endTime":3187.12,"body":"just think you want to be an"},{"speaker":"Nick Lincoln","startTime":3184.93,"endTime":3187.12,"body":"owner of the companies, you"},{"speaker":"Nick Lincoln","startTime":3187.12,"endTime":3189.85,"body":"don't want to be a lender, you"},{"speaker":"Nick Lincoln","startTime":3187.12,"endTime":3189.85,"body":"want to own a future income"},{"speaker":"Nick Lincoln","startTime":3189.85,"endTime":3191.02,"body":"stream, you don't want to lend"},{"speaker":"Andy Hart","startTime":3191.68,"endTime":3192.79,"body":"rising income that"},{"speaker":"Nick Lincoln","startTime":3194.7999999999997,"endTime":3197.68,"body":"and just and in"},{"speaker":"Nick Lincoln","startTime":3194.7999999999997,"endTime":3197.68,"body":"case, we come across as holier"},{"speaker":"Nick Lincoln","startTime":3197.68,"endTime":3201.13,"body":"than thou and perhaps I do"},{"speaker":"Nick Lincoln","startTime":3197.68,"endTime":3201.13,"body":"sometimes, I have made every"},{"speaker":"Nick Lincoln","startTime":3201.13,"endTime":3204.5499999999997,"body":"investment mistake under this"},{"speaker":"Nick Lincoln","startTime":3201.13,"endTime":3204.5499999999997,"body":"under the sun to to get where I"},{"speaker":"Nick Lincoln","startTime":3204.5499999999997,"endTime":3207.22,"body":"am today. So when people sit"},{"speaker":"Nick Lincoln","startTime":3204.5499999999997,"endTime":3207.22,"body":"down with me with their, with"},{"speaker":"Nick Lincoln","startTime":3207.22,"endTime":3209.98,"body":"their little pots of money, and"},{"speaker":"Nick Lincoln","startTime":3207.22,"endTime":3209.98,"body":"they're, they're sort of the"},{"speaker":"Nick Lincoln","startTime":3210.73,"endTime":3213.1,"body":"they're figuratively holding me"},{"speaker":"Nick Lincoln","startTime":3210.73,"endTime":3213.1,"body":"by the hand and saying, Nick,"},{"speaker":"Nick Lincoln","startTime":3213.1,"endTime":3216.0699999999997,"body":"don't screw this up. Because"},{"speaker":"Nick Lincoln","startTime":3213.1,"endTime":3216.0699999999997,"body":"this is all we've got. What I"},{"speaker":"Nick Lincoln","startTime":3216.0699999999997,"endTime":3219.16,"body":"bring to the table is over 20"},{"speaker":"Nick Lincoln","startTime":3216.0699999999997,"endTime":3219.16,"body":"years of knowledge of knowing"},{"speaker":"Nick Lincoln","startTime":3219.16,"endTime":3222.0699999999997,"body":"how not to do things, it's the"},{"speaker":"Nick Lincoln","startTime":3219.16,"endTime":3222.0699999999997,"body":"stuff you don't do with your"},{"speaker":"Nick Lincoln","startTime":3222.0699999999997,"endTime":3224.74,"body":"money that will determine"},{"speaker":"Nick Lincoln","startTime":3222.0699999999997,"endTime":3224.74,"body":"successful outcomes more than"},{"speaker":"Nick Lincoln","startTime":3224.74,"endTime":3227.17,"body":"what you will do with it. It's"},{"speaker":"Nick Lincoln","startTime":3224.74,"endTime":3227.17,"body":"avoiding all the all the crud."},{"speaker":"Nick Lincoln","startTime":3228.1,"endTime":3231.16,"body":"And having learned all these and"},{"speaker":"Nick Lincoln","startTime":3228.1,"endTime":3231.16,"body":"having sort of got this thick"},{"speaker":"Nick Lincoln","startTime":3231.16,"endTime":3233.83,"body":"skin from the mistakes, haven't"},{"speaker":"Nick Lincoln","startTime":3231.16,"endTime":3233.83,"body":"got the calluses on my hand from"},{"speaker":"Nick Lincoln","startTime":3233.83,"endTime":3236.8599999999997,"body":"all the mistakes I made at the"},{"speaker":"Nick Lincoln","startTime":3233.83,"endTime":3236.8599999999997,"body":"coalface that's given me this"},{"speaker":"Nick Lincoln","startTime":3236.89,"endTime":3239.5299999999997,"body":"anchor that I can drop into the"},{"speaker":"Nick Lincoln","startTime":3236.89,"endTime":3239.5299999999997,"body":"ocean. So when the waves come,"},{"speaker":"Nick Lincoln","startTime":3239.5299999999997,"endTime":3244.06,"body":"I'm not buffeted from this way"},{"speaker":"Nick Lincoln","startTime":3239.5299999999997,"endTime":3244.06,"body":"to that way that and this is you"},{"speaker":"Nick Lincoln","startTime":3244.06,"endTime":3247.48,"body":"know, we all believe in in the"},{"speaker":"Nick Lincoln","startTime":3244.06,"endTime":3247.48,"body":"great companies of the world,"},{"speaker":"Nick Lincoln","startTime":3247.5099999999998,"endTime":3249.91,"body":"there'll be times when the great"},{"speaker":"Nick Lincoln","startTime":3247.5099999999998,"endTime":3249.91,"body":"comes to the world are just"},{"speaker":"Nick Lincoln","startTime":3249.97,"endTime":3252.91,"body":"absolutely temporarily going"},{"speaker":"Nick Lincoln","startTime":3249.97,"endTime":3252.91,"body":"through the floor. And these"},{"speaker":"Nick Lincoln","startTime":3252.91,"endTime":3255.49,"body":"waves will be coming over you"},{"speaker":"Nick Lincoln","startTime":3252.91,"endTime":3255.49,"body":"have the pressure from clients,"},{"speaker":"Nick Lincoln","startTime":3255.49,"endTime":3259.39,"body":"the media, and we'd have this"},{"speaker":"Nick Lincoln","startTime":3255.49,"endTime":3259.39,"body":"anchor that's in the CS keeping"},{"speaker":"Nick Lincoln","startTime":3259.39,"endTime":3262.45,"body":"us there. There's we have a"},{"speaker":"Nick Lincoln","startTime":3259.39,"endTime":3262.45,"body":"belief system, and we don't let"},{"speaker":"Nick Lincoln","startTime":3262.45,"endTime":3265.42,"body":"it get rocked by our peers or"},{"speaker":"Nick Lincoln","startTime":3262.45,"endTime":3265.42,"body":"whatever the new shiny object is"},{"speaker":"Nick Lincoln","startTime":3265.42,"endTime":3266.3199999999997,"body":"on the street."},{"speaker":"Andy Hart","startTime":3269.14,"endTime":3271.0299999999997,"body":"It's a decision we"},{"speaker":"Andy Hart","startTime":3269.14,"endTime":3271.0299999999997,"body":"will have to make there's a sort"},{"speaker":"Andy Hart","startTime":3271.0299999999997,"endTime":3274.15,"body":"of key forks in the road, you"},{"speaker":"Andy Hart","startTime":3271.0299999999997,"endTime":3274.15,"body":"need to do your exams, you need"},{"speaker":"Andy Hart","startTime":3274.15,"endTime":3276.58,"body":"to understand how to do the job"},{"speaker":"Andy Hart","startTime":3274.15,"endTime":3276.58,"body":"correctly. You need to earn"},{"speaker":"Andy Hart","startTime":3276.58,"endTime":3279.25,"body":"money. You need to balance that"},{"speaker":"Andy Hart","startTime":3276.58,"endTime":3279.25,"body":"with Do you have kids and"},{"speaker":"Andy Hart","startTime":3279.25,"endTime":3282.31,"body":"family? You know it is"},{"speaker":"Andy Hart","startTime":3279.25,"endTime":3282.31,"body":"challenging. And as I said, I"},{"speaker":"Andy Hart","startTime":3282.31,"endTime":3286.27,"body":"earned sweet FA for my first 24"},{"speaker":"Andy Hart","startTime":3282.31,"endTime":3286.27,"body":"months. But luckily I had a"},{"speaker":"Andy Hart","startTime":3286.27,"endTime":3289.42,"body":"little bit of money saved. I"},{"speaker":"Andy Hart","startTime":3286.27,"endTime":3289.42,"body":"didn't have kids. Mortgage rates"},{"speaker":"Andy Hart","startTime":3289.42,"endTime":3294.19,"body":"were low. You know, I got lucky."},{"speaker":"Andy Hart","startTime":3289.42,"endTime":3294.19,"body":"But yeah, I took a lot of pain"},{"speaker":"Andy Hart","startTime":3294.19,"endTime":3299.0499999999997,"body":"for short term, but long term"},{"speaker":"Andy Hart","startTime":3294.19,"endTime":3299.0499999999997,"body":"it's potentially pulling off. So"},{"speaker":"Andy Hart","startTime":3299.0499999999997,"endTime":3299.68,"body":"who's next?"},{"speaker":"Alan Smith","startTime":3299.98,"endTime":3301.42,"body":"We didn't mention"},{"speaker":"Alan Smith","startTime":3299.98,"endTime":3301.42,"body":"the best day of your"},{"speaker":"Alan Smith","startTime":3301.42,"endTime":3303.91,"body":"professional life. That day. You"},{"speaker":"Alan Smith","startTime":3301.42,"endTime":3303.91,"body":"met me for a coffee and"},{"speaker":"Alan Smith","startTime":3303.91,"endTime":3304.8399999999997,"body":"everything changed."},{"speaker":"Andy Hart","startTime":3305.98,"endTime":3308.74,"body":"The day I went for a"},{"speaker":"Andy Hart","startTime":3305.98,"endTime":3308.74,"body":"coffee with a multimillionaire,"},{"speaker":"Andy Hart","startTime":3308.74,"endTime":3311.68,"body":"absolutely ambles but then I"},{"speaker":"Andy Hart","startTime":3308.74,"endTime":3311.68,"body":"ended up buying the coffee."},{"speaker":"Andy Hart","startTime":3311.71,"endTime":3312.16,"body":"Yeah,"},{"speaker":"Alan Smith","startTime":3312.4,"endTime":3314.83,"body":"that's it. Let me"},{"speaker":"Alan Smith","startTime":3312.4,"endTime":3314.83,"body":"forget the"},{"speaker":"Nick Lincoln","startTime":3314.83,"endTime":3316.63,"body":"key word. You were"},{"speaker":"Nick Lincoln","startTime":3314.83,"endTime":3316.63,"body":"like a key word you mentioned"},{"speaker":"Nick Lincoln","startTime":3316.63,"endTime":3321.43,"body":"there. And the was the role that"},{"speaker":"Nick Lincoln","startTime":3316.63,"endTime":3321.43,"body":"luck plays in, in our lives in"},{"speaker":"Nick Lincoln","startTime":3321.43,"endTime":3323.7999999999997,"body":"every aspect, not just our"},{"speaker":"Nick Lincoln","startTime":3321.43,"endTime":3323.7999999999997,"body":"business lives, but our personal"},{"speaker":"Nick Lincoln","startTime":3323.7999999999997,"endTime":3327.88,"body":"lives and life in general."},{"speaker":"Nick Lincoln","startTime":3323.7999999999997,"endTime":3327.88,"body":"Certainly in business luck, is"},{"speaker":"Nick Lincoln","startTime":3328.75,"endTime":3331.5099999999998,"body":"you can't you can't invent luck."},{"speaker":"Nick Lincoln","startTime":3328.75,"endTime":3331.5099999999998,"body":"You know, it just happens to"},{"speaker":"Nick Lincoln","startTime":3331.5099999999998,"endTime":3334.39,"body":"you. But when it does happen to"},{"speaker":"Nick Lincoln","startTime":3331.5099999999998,"endTime":3334.39,"body":"you. You've got to be you've got"},{"speaker":"Nick Lincoln","startTime":3334.39,"endTime":3336.4,"body":"to have a mouse to be able to"},{"speaker":"Nick Lincoln","startTime":3334.39,"endTime":3336.4,"body":"seize it. I think Carl, you've"},{"speaker":"Nick Lincoln","startTime":3336.4,"endTime":3338.44,"body":"got some thoughts, thoughts"},{"speaker":"Nick Lincoln","startTime":3336.4,"endTime":3338.44,"body":"around this? Yeah,"},{"speaker":"Carl Widger","startTime":3338.44,"endTime":3342.04,"body":"it's funny. Before"},{"speaker":"Carl Widger","startTime":3338.44,"endTime":3342.04,"body":"Andy and Alan joined myself and"},{"speaker":"Carl Widger","startTime":3342.04,"endTime":3343.8399999999997,"body":"Nick, were just chatting about"},{"speaker":"Carl Widger","startTime":3342.04,"endTime":3343.8399999999997,"body":"this this morning before we went"},{"speaker":"Carl Widger","startTime":3343.8399999999997,"endTime":3347.35,"body":"on air and that's exactly what I"},{"speaker":"Carl Widger","startTime":3343.8399999999997,"endTime":3347.35,"body":"said. I said, you know, we, we"},{"speaker":"Carl Widger","startTime":3347.35,"endTime":3352.21,"body":"gotta admit here that luck plays"},{"speaker":"Carl Widger","startTime":3347.35,"endTime":3352.21,"body":"a massive part in it. And I"},{"speaker":"Carl Widger","startTime":3352.21,"endTime":3355.96,"body":"think you know, that was"},{"speaker":"Carl Widger","startTime":3352.21,"endTime":3355.96,"body":"definitely a massive part of you"},{"speaker":"Carl Widger","startTime":3355.96,"endTime":3361.18,"body":"know, how I've ended up where I"},{"speaker":"Carl Widger","startTime":3355.96,"endTime":3361.18,"body":"am. First of all, I went I left"},{"speaker":"Carl Widger","startTime":3361.18,"endTime":3364.99,"body":"a brokerage in 2010 set up on my"},{"speaker":"Carl Widger","startTime":3361.18,"endTime":3364.99,"body":"own because I had to, I wouldn't"},{"speaker":"Carl Widger","startTime":3364.99,"endTime":3368.1099999999997,"body":"have I didn't have if I didn't"},{"speaker":"Carl Widger","startTime":3364.99,"endTime":3368.1099999999997,"body":"have to to be perfectly honest."},{"speaker":"Carl Widger","startTime":3368.41,"endTime":3372.52,"body":"I then did my own thing for for"},{"speaker":"Carl Widger","startTime":3368.41,"endTime":3372.52,"body":"three or four years. About"},{"speaker":"Carl Widger","startTime":3372.52,"endTime":3375.64,"body":"halfway through that. I was"},{"speaker":"Carl Widger","startTime":3372.52,"endTime":3375.64,"body":"product setting. As I said"},{"speaker":"Carl Widger","startTime":3375.64,"endTime":3380.3199999999997,"body":"before, I went, Okay, this is"},{"speaker":"Carl Widger","startTime":3375.64,"endTime":3380.3199999999997,"body":"I'm not adding any value here,"},{"speaker":"Carl Widger","startTime":3380.35,"endTime":3382.6,"body":"I'm not getting any job"},{"speaker":"Carl Widger","startTime":3380.35,"endTime":3382.6,"body":"satisfaction, there must be a"},{"speaker":"Carl Widger","startTime":3382.6,"endTime":3386.77,"body":"better way. So I went"},{"speaker":"Carl Widger","startTime":3382.6,"endTime":3386.77,"body":"researching myself. At the time"},{"speaker":"Carl Widger","startTime":3386.77,"endTime":3389.92,"body":"friends first, who no longer"},{"speaker":"Carl Widger","startTime":3386.77,"endTime":3389.92,"body":"exists here, they've been bought"},{"speaker":"Carl Widger","startTime":3389.92,"endTime":3393.97,"body":"out by Aviva ran a course about"},{"speaker":"Carl Widger","startTime":3389.92,"endTime":3393.97,"body":"financial planning. I went on"},{"speaker":"Carl Widger","startTime":3393.97,"endTime":3397.27,"body":"that course I met Carl Daly, who"},{"speaker":"Carl Widger","startTime":3393.97,"endTime":3397.27,"body":"I set up matters with originally"},{"speaker":"Carl Widger","startTime":3397.27,"endTime":3402.97,"body":"in 2014. And I kind of just took"},{"speaker":"Carl Widger","startTime":3397.27,"endTime":3402.97,"body":"it from there and went, Okay,"},{"speaker":"Carl Widger","startTime":3402.97,"endTime":3407.1099999999997,"body":"let's research this as best as"},{"speaker":"Carl Widger","startTime":3402.97,"endTime":3407.1099999999997,"body":"we possibly can. I do believe"},{"speaker":"Carl Widger","startTime":3407.38,"endTime":3413.5,"body":"people at that crossroads now"},{"speaker":"Carl Widger","startTime":3407.38,"endTime":3413.5,"body":"are luckier because they do have"},{"speaker":"Carl Widger","startTime":3415.12,"endTime":3417.8199999999997,"body":"what they've trapped, they've"},{"speaker":"Carl Widger","startTime":3415.12,"endTime":3417.8199999999997,"body":"DFA, they have loads of"},{"speaker":"Carl Widger","startTime":3417.8199999999997,"endTime":3420.22,"body":"different resources, they can go"},{"speaker":"Carl Widger","startTime":3417.8199999999997,"endTime":3420.22,"body":"to loads of different people who"},{"speaker":"Carl Widger","startTime":3420.22,"endTime":3424.0299999999997,"body":"are willing to kind of help"},{"speaker":"Carl Widger","startTime":3420.22,"endTime":3424.0299999999997,"body":"loads of people who are doing"},{"speaker":"Carl Widger","startTime":3424.24,"endTime":3427.33,"body":"real financial planning, and it"},{"speaker":"Carl Widger","startTime":3424.24,"endTime":3427.33,"body":"wasn't a thing in Ireland at"},{"speaker":"Carl Widger","startTime":3427.33,"endTime":3431.41,"body":"all. And I guess it was, you"},{"speaker":"Carl Widger","startTime":3427.33,"endTime":3431.41,"body":"know, when Andy was you, when"},{"speaker":"Carl Widger","startTime":3431.41,"endTime":3433.66,"body":"you were working with Tina, it"},{"speaker":"Carl Widger","startTime":3431.41,"endTime":3433.66,"body":"was kind of it was in its"},{"speaker":"Carl Widger","startTime":3433.66,"endTime":3437.23,"body":"infancy. So you know, you are in"},{"speaker":"Carl Widger","startTime":3433.66,"endTime":3437.23,"body":"a better place, because there's"},{"speaker":"Carl Widger","startTime":3437.23,"endTime":3442.39,"body":"lots more people to learn from."},{"speaker":"Carl Widger","startTime":3437.23,"endTime":3442.39,"body":"But exactly like Andy said, we"},{"speaker":"Carl Widger","startTime":3442.39,"endTime":3447.91,"body":"struggled really badly, from 14"},{"speaker":"Carl Widger","startTime":3442.39,"endTime":3447.91,"body":"to 16. I've often told this"},{"speaker":"Carl Widger","startTime":3447.91,"endTime":3453.67,"body":"story where struggled to pay"},{"speaker":"Carl Widger","startTime":3447.91,"endTime":3453.67,"body":"staff, the directors didn't get"},{"speaker":"Carl Widger","startTime":3453.67,"endTime":3457.5099999999998,"body":"paid for a number of months in"},{"speaker":"Carl Widger","startTime":3453.67,"endTime":3457.5099999999998,"body":"the first 24 months. And but it"},{"speaker":"Carl Widger","startTime":3457.5099999999998,"endTime":3460.7799999999997,"body":"was almost like a light switch"},{"speaker":"Carl Widger","startTime":3457.5099999999998,"endTime":3460.7799999999997,"body":"once it started to happen, then"},{"speaker":"Carl Widger","startTime":3460.99,"endTime":3464.77,"body":"we start to grow exponentially."},{"speaker":"Carl Widger","startTime":3460.99,"endTime":3464.77,"body":"But it did take two years. Now"},{"speaker":"Carl Widger","startTime":3464.7999999999997,"endTime":3470.68,"body":"looking back, right? I think"},{"speaker":"Carl Widger","startTime":3464.7999999999997,"endTime":3470.68,"body":"that's because we were poor ash,"},{"speaker":"Carl Widger","startTime":3470.71,"endTime":3474.37,"body":"telling the story about what"},{"speaker":"Carl Widger","startTime":3470.71,"endTime":3474.37,"body":"financial planning is the"},{"speaker":"Carl Widger","startTime":3474.37,"endTime":3476.98,"body":"benefits of financial planning."},{"speaker":"Carl Widger","startTime":3474.37,"endTime":3476.98,"body":"And I suppose we were in a"},{"speaker":"Carl Widger","startTime":3476.98,"endTime":3481.96,"body":"marketplace where this was all"},{"speaker":"Carl Widger","startTime":3476.98,"endTime":3481.96,"body":"entirely new. So you know, if"},{"speaker":"Carl Widger","startTime":3481.96,"endTime":3485.62,"body":"you're in a place whereby you're"},{"speaker":"Carl Widger","startTime":3481.96,"endTime":3485.62,"body":"in a firm that's inverted"},{"speaker":"Carl Widger","startTime":3485.62,"endTime":3488.62,"body":"commas, a bad firm, and you want"},{"speaker":"Carl Widger","startTime":3485.62,"endTime":3488.62,"body":"to go and do it, I think you're"},{"speaker":"Carl Widger","startTime":3488.65,"endTime":3492.7599999999998,"body":"I think, you know, you're lucky"},{"speaker":"Carl Widger","startTime":3488.65,"endTime":3492.7599999999998,"body":"in that you're in an environment"},{"speaker":"Carl Widger","startTime":3492.7599999999998,"endTime":3495.85,"body":"where you can go and do us"},{"speaker":"Carl Widger","startTime":3492.7599999999998,"endTime":3495.85,"body":"understand, it's going to be"},{"speaker":"Carl Widger","startTime":3495.85,"endTime":3498.43,"body":"different, difficult for a"},{"speaker":"Carl Widger","startTime":3495.85,"endTime":3498.43,"body":"couple of years. And I always,"},{"speaker":"Carl Widger","startTime":3498.43,"endTime":3502.0899999999997,"body":"always, always say that. But if"},{"speaker":"Carl Widger","startTime":3498.43,"endTime":3502.0899999999997,"body":"you know that you can sell"},{"speaker":"Carl Widger","startTime":3502.0899999999997,"endTime":3504.97,"body":"right, and don't be afraid of"},{"speaker":"Carl Widger","startTime":3502.0899999999997,"endTime":3504.97,"body":"that word you need to sell,"},{"speaker":"Carl Widger","startTime":3504.97,"endTime":3507.64,"body":"right, because you need to get"},{"speaker":"Carl Widger","startTime":3504.97,"endTime":3507.64,"body":"out in front of people. If"},{"speaker":"Carl Widger","startTime":3507.64,"endTime":3510.5499999999997,"body":"you're a person who's sitting"},{"speaker":"Carl Widger","startTime":3507.64,"endTime":3510.5499999999997,"body":"behind a laptop, you're That's"},{"speaker":"Carl Widger","startTime":3510.5499999999997,"endTime":3513.43,"body":"not for you. So you just go and"},{"speaker":"Carl Widger","startTime":3510.5499999999997,"endTime":3513.43,"body":"find a firm and just go and work"},{"speaker":"Carl Widger","startTime":3513.43,"endTime":3516.19,"body":"for a proper firm. But if you"},{"speaker":"Carl Widger","startTime":3513.43,"endTime":3516.19,"body":"want to do it yourself, you need"},{"speaker":"Carl Widger","startTime":3516.19,"endTime":3518.92,"body":"to be able to sell, you need to"},{"speaker":"Carl Widger","startTime":3516.19,"endTime":3518.92,"body":"be massively, massively"},{"speaker":"Carl Widger","startTime":3518.92,"endTime":3523.12,"body":"resilient. And you'll need to"},{"speaker":"Carl Widger","startTime":3518.92,"endTime":3523.12,"body":"just consistently go out day"},{"speaker":"Carl Widger","startTime":3523.15,"endTime":3524.3199999999997,"body":"after day after day."},{"speaker":"Alan Smith","startTime":3527.5299999999997,"endTime":3530.68,"body":"If you were to"},{"speaker":"Alan Smith","startTime":3527.5299999999997,"endTime":3530.68,"body":"really consider the fact that"},{"speaker":"Alan Smith","startTime":3530.68,"endTime":3534.22,"body":"you've got little or no control"},{"speaker":"Alan Smith","startTime":3530.68,"endTime":3534.22,"body":"over your future revenues, and"},{"speaker":"Alan Smith","startTime":3534.22,"endTime":3537.49,"body":"it's your future revenues, and"},{"speaker":"Alan Smith","startTime":3534.22,"endTime":3537.49,"body":"therefore your profits are"},{"speaker":"Alan Smith","startTime":3537.49,"endTime":3540.2799999999997,"body":"predicated by global events of"},{"speaker":"Alan Smith","startTime":3537.49,"endTime":3540.2799999999997,"body":"Overwatch, you've got zero"},{"speaker":"Alan Smith","startTime":3540.2799999999997,"endTime":3543.64,"body":"control, up and down. That"},{"speaker":"Alan Smith","startTime":3540.2799999999997,"endTime":3543.64,"body":"doesn't sound like a sound"},{"speaker":"Alan Smith","startTime":3543.97,"endTime":3547.12,"body":"business model, you know, your"},{"speaker":"Alan Smith","startTime":3543.97,"endTime":3547.12,"body":"revenue, our revenue, well,"},{"speaker":"Alan Smith","startTime":3547.45,"endTime":3551.3199999999997,"body":"anyone who's an assets based fee"},{"speaker":"Alan Smith","startTime":3547.45,"endTime":3551.3199999999997,"body":"model could literally fall"},{"speaker":"Alan Smith","startTime":3551.35,"endTime":3557.14,"body":"1015 20% 30% In the course of a"},{"speaker":"Alan Smith","startTime":3551.35,"endTime":3557.14,"body":"year. And that's going to wipe"},{"speaker":"Alan Smith","startTime":3557.14,"endTime":3559.6,"body":"out for most advisors, that's"},{"speaker":"Alan Smith","startTime":3557.14,"endTime":3559.6,"body":"pretty much all their profit,"},{"speaker":"Alan Smith","startTime":3559.6,"endTime":3561.94,"body":"they're now making a loss for a"},{"speaker":"Alan Smith","startTime":3559.6,"endTime":3561.94,"body":"period of time. And I used to"},{"speaker":"Alan Smith","startTime":3561.94,"endTime":3564.8199999999997,"body":"saying well, or bank, the bank"},{"speaker":"Alan Smith","startTime":3561.94,"endTime":3564.8199999999997,"body":"this sort of money in the good"},{"speaker":"Alan Smith","startTime":3564.8199999999997,"endTime":3567.0699999999997,"body":"days, and we'll sort of bring it"},{"speaker":"Alan Smith","startTime":3564.8199999999997,"endTime":3567.0699999999997,"body":"out in the bad days. I don't"},{"speaker":"Alan Smith","startTime":3567.0699999999997,"endTime":3569.08,"body":"think it's a sound business"},{"speaker":"Alan Smith","startTime":3567.0699999999997,"endTime":3569.08,"body":"proposition, if I was going to"},{"speaker":"Alan Smith","startTime":3569.38,"endTime":3572.98,"body":"invest in a business over which"},{"speaker":"Alan Smith","startTime":3569.38,"endTime":3572.98,"body":"they had got zero control of"},{"speaker":"Alan Smith","startTime":3572.98,"endTime":3576.0099999999998,"body":"their future cash flows and"},{"speaker":"Alan Smith","startTime":3572.98,"endTime":3576.0099999999998,"body":"revenues, I will be questioning"},{"speaker":"Alan Smith","startTime":3576.0099999999998,"endTime":3580.5699999999997,"body":"that as a business model zeros"},{"speaker":"Alan Smith","startTime":3576.0099999999998,"endTime":3580.5699999999997,"body":"of a stronger what influence do"},{"speaker":"Alan Smith","startTime":3580.5699999999997,"endTime":3583.27,"body":"you have over the global capital"},{"speaker":"Alan Smith","startTime":3580.5699999999997,"endTime":3583.27,"body":"markets,"},{"speaker":"Andy Hart","startTime":3583.33,"endTime":3586.12,"body":"which are actually"},{"speaker":"Andy Hart","startTime":3583.33,"endTime":3586.12,"body":"which determined your personal"},{"speaker":"Andy Hart","startTime":3586.12,"endTime":3588.88,"body":"revenues and your business or"},{"speaker":"Andy Hart","startTime":3586.12,"endTime":3588.88,"body":"you don't have any it could be I"},{"speaker":"Andy Hart","startTime":3588.88,"endTime":3591.1,"body":"bought a bomb could go somewhere"},{"speaker":"Andy Hart","startTime":3588.88,"endTime":3591.1,"body":"this afternoon, I'm not market"},{"speaker":"Andy Hart","startTime":3591.1,"endTime":3593.62,"body":"your income will fall, I'm not"},{"speaker":"Andy Hart","startTime":3591.1,"endTime":3593.62,"body":"saying we have any influence,"},{"speaker":"Andy Hart","startTime":3593.62,"endTime":3599.0499999999997,"body":"I'm saying the historical data,"},{"speaker":"Andy Hart","startTime":3593.62,"endTime":3599.0499999999997,"body":"you know, goes back centuries."},{"speaker":"Andy Hart","startTime":3599.3199999999997,"endTime":3602.44,"body":"So we've got some insight of"},{"speaker":"Andy Hart","startTime":3599.3199999999997,"endTime":3602.44,"body":"where we're going to move, we"},{"speaker":"Andy Hart","startTime":3602.44,"endTime":3607.39,"body":"just don't know exactly which"},{"speaker":"Andy Hart","startTime":3602.44,"endTime":3607.39,"body":"direction. But yeah, that"},{"speaker":"Carl Widger","startTime":3607.39,"endTime":3610.21,"body":"would be what would"},{"speaker":"Carl Widger","startTime":3607.39,"endTime":3610.21,"body":"be, well, if we're asking our"},{"speaker":"Carl Widger","startTime":3610.21,"endTime":3613.24,"body":"clients all the time to look to"},{"speaker":"Carl Widger","startTime":3610.21,"endTime":3613.24,"body":"the long term, then we should"},{"speaker":"Carl Widger","startTime":3613.24,"endTime":3616.3599999999997,"body":"also be prepared to look to the"},{"speaker":"Carl Widger","startTime":3613.24,"endTime":3616.3599999999997,"body":"long term and I suppose that was"},{"speaker":"Carl Widger","startTime":3616.3599999999997,"endTime":3620.23,"body":"our big move towards the, you"},{"speaker":"Carl Widger","startTime":3616.3599999999997,"endTime":3620.23,"body":"know, towards the trail model,"},{"speaker":"Carl Widger","startTime":3620.23,"endTime":3622.75,"body":"the lower initial phase and all"},{"speaker":"Carl Widger","startTime":3620.23,"endTime":3622.75,"body":"of that kind of stuff. So"},{"speaker":"Carl Widger","startTime":3622.75,"endTime":3626.02,"body":"therefore, we're going to take"},{"speaker":"Carl Widger","startTime":3622.75,"endTime":3626.02,"body":"the rough with the smooth over a"},{"speaker":"Carl Widger","startTime":3626.02,"endTime":3628.18,"body":"long period of time, I'm"},{"speaker":"Carl Widger","startTime":3626.02,"endTime":3628.18,"body":"comfortable that that will"},{"speaker":"Carl Widger","startTime":3628.18,"endTime":3635.17,"body":"smooth itself out. Okay. And"},{"speaker":"Carl Widger","startTime":3628.18,"endTime":3635.17,"body":"also our, also our our ambitions"},{"speaker":"Carl Widger","startTime":3635.17,"endTime":3638.83,"body":"are aligned, so I'm feeling the"},{"speaker":"Carl Widger","startTime":3635.17,"endTime":3638.83,"body":"pain with the clients and you"},{"speaker":"Carl Widger","startTime":3638.83,"endTime":3641.38,"body":"know, when things are going"},{"speaker":"Carl Widger","startTime":3638.83,"endTime":3641.38,"body":"well, then, you know, everybody"},{"speaker":"Carl Widger","startTime":3641.38,"endTime":3645.73,"body":"is happy. And just a final point"},{"speaker":"Carl Widger","startTime":3641.38,"endTime":3645.73,"body":"of that if we have clients who"},{"speaker":"Carl Widger","startTime":3645.85,"endTime":3648.52,"body":"kind of invest on one of our"},{"speaker":"Carl Widger","startTime":3645.85,"endTime":3648.52,"body":"lower tiers and move through"},{"speaker":"Carl Widger","startTime":3648.94,"endTime":3652.12,"body":"more than you know, we will than"},{"speaker":"Carl Widger","startTime":3648.94,"endTime":3652.12,"body":"we have done and we will"},{"speaker":"Carl Widger","startTime":3652.12,"endTime":3654.7,"body":"continue to reduce their fees as"},{"speaker":"Carl Widger","startTime":3652.12,"endTime":3654.7,"body":"we go. So"},{"speaker":"Alan Smith","startTime":3655.7799999999997,"endTime":3660.13,"body":"it seems it seems"},{"speaker":"Alan Smith","startTime":3655.7799999999997,"endTime":3660.13,"body":"odd to me that you're the value"},{"speaker":"Alan Smith","startTime":3660.13,"endTime":3663.7,"body":"that you deliver to the clients"},{"speaker":"Alan Smith","startTime":3660.13,"endTime":3663.7,"body":"and the work and the time"},{"speaker":"Alan Smith","startTime":3663.7,"endTime":3666.64,"body":"probably during periods of"},{"speaker":"Alan Smith","startTime":3663.7,"endTime":3666.64,"body":"market stress and tension will"},{"speaker":"Alan Smith","startTime":3666.64,"endTime":3670.27,"body":"mark capital market values fall"},{"speaker":"Alan Smith","startTime":3666.64,"endTime":3670.27,"body":"will increase and yet your"},{"speaker":"Alan Smith","startTime":3670.27,"endTime":3673.33,"body":"revenues will fall now, I don't"},{"speaker":"Alan Smith","startTime":3670.27,"endTime":3673.33,"body":"know I know nothing about your"},{"speaker":"Alan Smith","startTime":3673.33,"endTime":3676.93,"body":"kind of your your business, your"},{"speaker":"Alan Smith","startTime":3673.33,"endTime":3676.93,"body":"p\u0026l and you've sort of forecasts"},{"speaker":"Alan Smith","startTime":3676.93,"endTime":3679.99,"body":"and stuff. But there's plenty of"},{"speaker":"Alan Smith","startTime":3676.93,"endTime":3679.99,"body":"businesses that if they had,"},{"speaker":"Alan Smith","startTime":3680.02,"endTime":3683.44,"body":"which has happened many times in"},{"speaker":"Alan Smith","startTime":3680.02,"endTime":3683.44,"body":"the past sustained periods, I'm"},{"speaker":"Alan Smith","startTime":3683.44,"endTime":3688.8399999999997,"body":"talking 578 years of low or zero"},{"speaker":"Alan Smith","startTime":3683.44,"endTime":3688.8399999999997,"body":"market returns, or negative"},{"speaker":"Alan Smith","startTime":3688.8399999999997,"endTime":3691.8399999999997,"body":"period periods of negative"},{"speaker":"Alan Smith","startTime":3688.8399999999997,"endTime":3691.8399999999997,"body":"return, you're going to have to,"},{"speaker":"Alan Smith","startTime":3691.9,"endTime":3694.54,"body":"and this has happened before,"},{"speaker":"Alan Smith","startTime":3691.9,"endTime":3694.54,"body":"and I'm aware of various"},{"speaker":"Alan Smith","startTime":3694.54,"endTime":3697.0899999999997,"body":"companies that start making"},{"speaker":"Alan Smith","startTime":3694.54,"endTime":3697.0899999999997,"body":"redundancies to start after"},{"speaker":"Alan Smith","startTime":3697.0899999999997,"endTime":3700.7799999999997,"body":"laying off lay off staff, which"},{"speaker":"Alan Smith","startTime":3697.0899999999997,"endTime":3700.7799999999997,"body":"is not ideal from if you if"},{"speaker":"Alan Smith","startTime":3700.7799999999997,"endTime":3703.72,"body":"you're hiring people, if your"},{"speaker":"Alan Smith","startTime":3700.7799999999997,"endTime":3703.72,"body":"income, your business income,"},{"speaker":"Alan Smith","startTime":3703.72,"endTime":3706.72,"body":"fell 30% and stayed low for two"},{"speaker":"Alan Smith","startTime":3703.72,"endTime":3706.72,"body":"or three years, let's, let's say"},{"speaker":"Alan Smith","startTime":3706.72,"endTime":3708.37,"body":"someone's going to have to take"},{"speaker":"Alan Smith","startTime":3706.72,"endTime":3708.37,"body":"the halo two from"},{"speaker":"Andy Hart","startTime":3708.37,"endTime":3710.41,"body":"the Watford wise one"},{"speaker":"Andy Hart","startTime":3708.37,"endTime":3710.41,"body":"over to you, Chairman."},{"speaker":"Nick Lincoln","startTime":3712.15,"endTime":3714.52,"body":"Well, Carl, just"},{"speaker":"Nick Lincoln","startTime":3712.15,"endTime":3714.52,"body":"just if you haven't gone Submit"},{"speaker":"Nick Lincoln","startTime":3714.52,"endTime":3718.39,"body":"button to say, my friend, you"},{"speaker":"Nick Lincoln","startTime":3714.52,"endTime":3718.39,"body":"don't we do. Yeah, I"},{"speaker":"Carl Widger","startTime":3718.39,"endTime":3720.25,"body":"think saying that"},{"speaker":"Carl Widger","startTime":3718.39,"endTime":3720.25,"body":"we're going to have five to"},{"speaker":"Carl Widger","startTime":3720.25,"endTime":3723.79,"body":"seven years of zero return,"},{"speaker":"Carl Widger","startTime":3720.25,"endTime":3723.79,"body":"right? That what that hurts,"},{"speaker":"Carl Widger","startTime":3723.85,"endTime":3728.89,"body":"Matt is Ireland 100%. However,"},{"speaker":"Carl Widger","startTime":3723.85,"endTime":3728.89,"body":"if Metis, Ireland was 100% fee"},{"speaker":"Carl Widger","startTime":3728.89,"endTime":3732.8199999999997,"body":"based, and we had five to seven"},{"speaker":"Carl Widger","startTime":3728.89,"endTime":3732.8199999999997,"body":"years of zero return, that would"},{"speaker":"Carl Widger","startTime":3732.8199999999997,"endTime":3735.97,"body":"also hurt us because we have"},{"speaker":"Carl Widger","startTime":3732.8199999999997,"endTime":3735.97,"body":"difficulty number one collecting"},{"speaker":"Carl Widger","startTime":3735.97,"endTime":3739.96,"body":"fees. And number two, I'm not"},{"speaker":"Carl Widger","startTime":3735.97,"endTime":3739.96,"body":"sure the business would come in"},{"speaker":"Carl Widger","startTime":3740.02,"endTime":3747.0099999999998,"body":"as its had done. So I don't"},{"speaker":"Carl Widger","startTime":3740.02,"endTime":3747.0099999999998,"body":"think it's to say that one model"},{"speaker":"Carl Widger","startTime":3747.0099999999998,"endTime":3750.67,"body":"is, you know, going to be"},{"speaker":"Carl Widger","startTime":3747.0099999999998,"endTime":3750.67,"body":"totally sheltered from that kind"},{"speaker":"Carl Widger","startTime":3750.67,"endTime":3753.97,"body":"of environment. I think that"},{"speaker":"Carl Widger","startTime":3750.67,"endTime":3753.97,"body":"that model, any every model"},{"speaker":"Carl Widger","startTime":3754.0299999999997,"endTime":3757.0,"body":"would struggle, if if that"},{"speaker":"Carl Widger","startTime":3754.0299999999997,"endTime":3757.0,"body":"happened, we spoke in the last"},{"speaker":"Carl Widger","startTime":3757.0,"endTime":3760.8399999999997,"body":"episode of having a few"},{"speaker":"Carl Widger","startTime":3757.0,"endTime":3760.8399999999997,"body":"difficult conversations with"},{"speaker":"Carl Widger","startTime":3760.8399999999997,"endTime":3763.48,"body":"clients, because we've had no"},{"speaker":"Carl Widger","startTime":3760.8399999999997,"endTime":3763.48,"body":"growth for 18 months. But like"},{"speaker":"Carl Widger","startTime":3763.48,"endTime":3767.7999999999997,"body":"has, you know, we will man up"},{"speaker":"Carl Widger","startTime":3763.48,"endTime":3767.7999999999997,"body":"and we'll talk about it. And"},{"speaker":"Carl Widger","startTime":3767.83,"endTime":3773.2599999999998,"body":"final point is, you know, do we"},{"speaker":"Carl Widger","startTime":3767.83,"endTime":3773.2599999999998,"body":"have loads more work to do? When"},{"speaker":"Carl Widger","startTime":3774.3399999999997,"endTime":3777.2799999999997,"body":"did we have loads more work to"},{"speaker":"Carl Widger","startTime":3774.3399999999997,"endTime":3777.2799999999997,"body":"do when Russia invaded Ukraine"},{"speaker":"Carl Widger","startTime":3777.2799999999997,"endTime":3781.39,"body":"and markets took a bit of a"},{"speaker":"Carl Widger","startTime":3777.2799999999997,"endTime":3781.39,"body":"hiccup? Nope, because we do all"},{"speaker":"Carl Widger","startTime":3781.39,"endTime":3785.14,"body":"of that really hard work and"},{"speaker":"Carl Widger","startTime":3781.39,"endTime":3785.14,"body":"training with our clients along"},{"speaker":"Carl Widger","startTime":3785.14,"endTime":3792.13,"body":"the way, in the good times. If"},{"speaker":"Carl Widger","startTime":3785.14,"endTime":3792.13,"body":"your clients are getting older,"},{"speaker":"Carl Widger","startTime":3792.13,"endTime":3797.98,"body":"say right to do and you have a"},{"speaker":"Carl Widger","startTime":3792.13,"endTime":3797.98,"body":"natural follow up, like do you"},{"speaker":"Carl Widger","startTime":3798.31,"endTime":3801.58,"body":"always try and replace those"},{"speaker":"Carl Widger","startTime":3798.31,"endTime":3801.58,"body":"slides? Or do you let that just"},{"speaker":"Carl Widger","startTime":3801.6099999999997,"endTime":3804.19,"body":"organically happen? Or how do"},{"speaker":"Carl Widger","startTime":3801.6099999999997,"endTime":3804.19,"body":"you deal with"},{"speaker":"Nick Lincoln","startTime":3804.58,"endTime":3808.69,"body":"when it's image"},{"speaker":"Nick Lincoln","startTime":3804.58,"endTime":3808.69,"body":"wise, you would imagine it"},{"speaker":"Nick Lincoln","startTime":3809.0499999999997,"endTime":3811.66,"body":"sounds the sounds cruel, but I'm"},{"speaker":"Nick Lincoln","startTime":3809.0499999999997,"endTime":3811.66,"body":"using this metaphor. So you can"},{"speaker":"Nick Lincoln","startTime":3811.66,"endTime":3813.6099999999997,"body":"people can see it from actually"},{"speaker":"Nick Lincoln","startTime":3811.66,"endTime":3813.6099999999997,"body":"conveyable going along and"},{"speaker":"Nick Lincoln","startTime":3813.6099999999997,"endTime":3815.74,"body":"clients at the end of their"},{"speaker":"Nick Lincoln","startTime":3813.6099999999997,"endTime":3815.74,"body":"lives will drop off the conveyor"},{"speaker":"Nick Lincoln","startTime":3815.74,"endTime":3819.46,"body":"belt, and they fall out of your"},{"speaker":"Nick Lincoln","startTime":3815.74,"endTime":3819.46,"body":"life as fee paying people, okay,"},{"speaker":"Nick Lincoln","startTime":3819.46,"endTime":3821.98,"body":"I'm not. They're human beings,"},{"speaker":"Nick Lincoln","startTime":3819.46,"endTime":3821.98,"body":"but as fee paying people, they"},{"speaker":"Nick Lincoln","startTime":3821.98,"endTime":3824.74,"body":"fall out of your life. And it"},{"speaker":"Nick Lincoln","startTime":3821.98,"endTime":3824.74,"body":"doesn't really compare but you"},{"speaker":"Nick Lincoln","startTime":3824.74,"endTime":3826.87,"body":"have younger people coming on"},{"speaker":"Nick Lincoln","startTime":3824.74,"endTime":3826.87,"body":"board and some years, you'll"},{"speaker":"Nick Lincoln","startTime":3826.87,"endTime":3829.27,"body":"have more people dropping off"},{"speaker":"Nick Lincoln","startTime":3826.87,"endTime":3829.27,"body":"the end, you'll have more people"},{"speaker":"Nick Lincoln","startTime":3829.27,"endTime":3833.56,"body":"coming on. I don't have a"},{"speaker":"Nick Lincoln","startTime":3829.27,"endTime":3833.56,"body":"vigorous client Recruitment"},{"speaker":"Nick Lincoln","startTime":3833.56,"endTime":3837.04,"body":"Policy, I work by referral only."},{"speaker":"Nick Lincoln","startTime":3833.56,"endTime":3837.04,"body":"So I do take on the some"},{"speaker":"Nick Lincoln","startTime":3837.04,"endTime":3839.62,"body":"children of clients and"},{"speaker":"Nick Lincoln","startTime":3837.04,"endTime":3839.62,"body":"grandchildren of clients. I get"},{"speaker":"Nick Lincoln","startTime":3839.62,"endTime":3843.46,"body":"referrals from accountants, and"},{"speaker":"Nick Lincoln","startTime":3839.62,"endTime":3843.46,"body":"it kind of washes through car,"},{"speaker":"Nick Lincoln","startTime":3843.49,"endTime":3846.37,"body":"but it just happens organically."},{"speaker":"Nick Lincoln","startTime":3843.49,"endTime":3846.37,"body":"It's not me going out. And you"},{"speaker":"Nick Lincoln","startTime":3846.37,"endTime":3848.1099999999997,"body":"know, I used to do the"},{"speaker":"Nick Lincoln","startTime":3846.37,"endTime":3848.1099999999997,"body":"networking and everything else."},{"speaker":"Nick Lincoln","startTime":3848.1099999999997,"endTime":3852.1,"body":"And I do I am taking clients on"},{"speaker":"Nick Lincoln","startTime":3848.1099999999997,"endTime":3852.1,"body":"but I am very choosy and clients"},{"speaker":"Nick Lincoln","startTime":3852.1,"endTime":3854.41,"body":"are very choosy with, you know,"},{"speaker":"Nick Lincoln","startTime":3852.1,"endTime":3854.41,"body":"the vetting process. We are"},{"speaker":"Nick Lincoln","startTime":3854.41,"endTime":3857.2,"body":"vetting the prospects, they"},{"speaker":"Nick Lincoln","startTime":3854.41,"endTime":3857.2,"body":"think they're vetting us, we are"},{"speaker":"Nick Lincoln","startTime":3857.2,"endTime":3859.96,"body":"vetting them. And a lot of them"},{"speaker":"Nick Lincoln","startTime":3857.2,"endTime":3859.96,"body":"don't get through, don't get"},{"speaker":"Nick Lincoln","startTime":3859.96,"endTime":3863.2,"body":"through the process. So I take"},{"speaker":"Nick Lincoln","startTime":3859.96,"endTime":3863.2,"body":"clients on but selectively but"},{"speaker":"Nick Lincoln","startTime":3863.23,"endTime":3866.0499999999997,"body":"you lose, you know, one day, I"},{"speaker":"Nick Lincoln","startTime":3863.23,"endTime":3866.0499999999997,"body":"might just be that I've got"},{"speaker":"Nick Lincoln","startTime":3866.0499999999997,"endTime":3868.06,"body":"three clients left, because the"},{"speaker":"Nick Lincoln","startTime":3866.0499999999997,"endTime":3868.06,"body":"rest of them have died. And I"},{"speaker":"Nick Lincoln","startTime":3868.06,"endTime":3870.49,"body":"shut up shop years ago, and I"},{"speaker":"Nick Lincoln","startTime":3868.06,"endTime":3870.49,"body":"walk away because my business is"},{"speaker":"Nick Lincoln","startTime":3870.52,"endTime":3873.94,"body":"I've got my pots stacked up for"},{"speaker":"Nick Lincoln","startTime":3870.52,"endTime":3873.94,"body":"the rest of my life. You know"},{"speaker":"Nick Lincoln","startTime":3873.94,"endTime":3876.3399999999997,"body":"that we talked about that as"},{"speaker":"Nick Lincoln","startTime":3873.94,"endTime":3876.3399999999997,"body":"well. I'm not saying that's"},{"speaker":"Carl Widger","startTime":3876.3399999999997,"endTime":3878.83,"body":"not Andy's plan."},{"speaker":"Carl Widger","startTime":3876.3399999999997,"endTime":3878.83,"body":"And his plan is that you'll give"},{"speaker":"Carl Widger","startTime":3878.83,"endTime":3881.74,"body":"up in a few years. And he'll"},{"speaker":"Carl Widger","startTime":3878.83,"endTime":3881.74,"body":"take it all on. But anyway,"},{"speaker":"Carl Widger","startTime":3881.83,"endTime":3882.22,"body":"yeah, we've"},{"speaker":"Nick Lincoln","startTime":3882.22,"endTime":3883.54,"body":"got to find"},{"speaker":"Nick Lincoln","startTime":3882.22,"endTime":3883.54,"body":"someone I trust. And like, and"},{"speaker":"Nick Lincoln","startTime":3883.54,"endTime":3884.38,"body":"this is where this whole thing"},{"speaker":"Nick Lincoln","startTime":3883.54,"endTime":3884.38,"body":"was."},{"speaker":"Alan Smith","startTime":3888.64,"endTime":3890.77,"body":"I was just"},{"speaker":"Alan Smith","startTime":3888.64,"endTime":3890.77,"body":"reflecting, as you may know,"},{"speaker":"Alan Smith","startTime":3890.77,"endTime":3894.64,"body":"I've been I've been sort of"},{"speaker":"Alan Smith","startTime":3890.77,"endTime":3894.64,"body":"away, I've been on holiday for"},{"speaker":"Alan Smith","startTime":3894.73,"endTime":3899.56,"body":"best part of a month, really."},{"speaker":"Alan Smith","startTime":3894.73,"endTime":3899.56,"body":"And I was thinking and I've come"},{"speaker":"Alan Smith","startTime":3899.56,"endTime":3903.73,"body":"back and I'm back at work today,"},{"speaker":"Alan Smith","startTime":3899.56,"endTime":3903.73,"body":"about half half a stone heavier"},{"speaker":"Alan Smith","startTime":3903.73,"endTime":3907.48,"body":"than I left. I've enjoyed the"},{"speaker":"Alan Smith","startTime":3903.73,"endTime":3907.48,"body":"good life. And what I was"},{"speaker":"Alan Smith","startTime":3907.48,"endTime":3910.39,"body":"thinking about is we talk in"},{"speaker":"Alan Smith","startTime":3907.48,"endTime":3910.39,"body":"this podcast quite regularly."},{"speaker":"Alan Smith","startTime":3910.39,"endTime":3913.87,"body":"And I think we can be sometimes"},{"speaker":"Alan Smith","startTime":3910.39,"endTime":3913.87,"body":"unfair with our kind of"},{"speaker":"Alan Smith","startTime":3914.02,"endTime":3918.64,"body":"demonizing or people, you know,"},{"speaker":"Alan Smith","startTime":3914.02,"endTime":3918.64,"body":"stick to the plan by the great"},{"speaker":"Alan Smith","startTime":3918.64,"endTime":3921.5499999999997,"body":"companies of the world, never"},{"speaker":"Alan Smith","startTime":3918.64,"endTime":3921.5499999999997,"body":"sell them stick to long term,"},{"speaker":"Alan Smith","startTime":3921.5499999999997,"endTime":3924.4,"body":"don't worry about volatility,"},{"speaker":"Alan Smith","startTime":3921.5499999999997,"endTime":3924.4,"body":"play the long game, et cetera."},{"speaker":"Alan Smith","startTime":3925.12,"endTime":3928.93,"body":"And that's just information but"},{"speaker":"Alan Smith","startTime":3925.12,"endTime":3928.93,"body":"it's hard to do. Because I can"},{"speaker":"Alan Smith","startTime":3928.93,"endTime":3932.44,"body":"tell you, I haven't really stuck"},{"speaker":"Alan Smith","startTime":3928.93,"endTime":3932.44,"body":"to my if you like personal"},{"speaker":"Alan Smith","startTime":3932.44,"endTime":3935.41,"body":"health plan over the last month,"},{"speaker":"Alan Smith","startTime":3932.44,"endTime":3935.41,"body":"what I should be doing is"},{"speaker":"Alan Smith","startTime":3935.41,"endTime":3938.71,"body":"exercising everyday eating"},{"speaker":"Alan Smith","startTime":3935.41,"endTime":3938.71,"body":"healthily, getting eight hours"},{"speaker":"Alan Smith","startTime":3938.71,"endTime":3940.96,"body":"sleep and I and I can tell you I"},{"speaker":"Alan Smith","startTime":3938.71,"endTime":3940.96,"body":"haven't been doing that for"},{"speaker":"Alan Smith","startTime":3940.96,"endTime":3943.6,"body":"quite a few weeks. And I was"},{"speaker":"Alan Smith","startTime":3940.96,"endTime":3943.6,"body":"just, I was reflecting on that"},{"speaker":"Alan Smith","startTime":3943.6,"endTime":3947.47,"body":"this easy to see, be consistent,"},{"speaker":"Alan Smith","startTime":3943.6,"endTime":3947.47,"body":"and then many things in life."},{"speaker":"Alan Smith","startTime":3947.5,"endTime":3949.99,"body":"It's actually quite hard to do"},{"speaker":"Alan Smith","startTime":3947.5,"endTime":3949.99,"body":"or it's certainly hard for me to"},{"speaker":"Alan Smith","startTime":3949.99,"endTime":3954.5499999999997,"body":"do so maybe we should be a bit"},{"speaker":"Alan Smith","startTime":3949.99,"endTime":3954.5499999999997,"body":"kinder, more gentle to people be"},{"speaker":"Alan Smith","startTime":3954.5499999999997,"endTime":3960.22,"body":"the advisors be the clients be"},{"speaker":"Alan Smith","startTime":3954.5499999999997,"endTime":3960.22,"body":"the investors. Because it's not"},{"speaker":"Alan Smith","startTime":3960.4,"endTime":3963.3399999999997,"body":"Yeah, there are there are"},{"speaker":"Alan Smith","startTime":3960.4,"endTime":3963.3399999999997,"body":"challenges in doing that. If it"},{"speaker":"Alan Smith","startTime":3963.3399999999997,"endTime":3967.99,"body":"was as Derek Severs if you"},{"speaker":"Alan Smith","startTime":3963.3399999999997,"endTime":3967.99,"body":"follow Derrick services, he said"},{"speaker":"Alan Smith","startTime":3968.0499999999997,"endTime":3972.49,"body":"if if all you needed was"},{"speaker":"Alan Smith","startTime":3968.0499999999997,"endTime":3972.49,"body":"information, what if more"},{"speaker":"Alan Smith","startTime":3972.49,"endTime":3976.12,"body":"information helped, then we'd"},{"speaker":"Alan Smith","startTime":3972.49,"endTime":3976.12,"body":"all be billionaires with six"},{"speaker":"Alan Smith","startTime":3976.12,"endTime":3976.66,"body":"specs"}]}