{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":7.92,"endTime":11.94,"body":"Matt, welcome to the"},{"speaker":"Unknown","startTime":7.92,"endTime":11.94,"body":"real advisor podcast, T, R, A,"},{"speaker":"Unknown","startTime":11.94,"endTime":15.72,"body":"P, T, T, please follow us and"},{"speaker":"Unknown","startTime":11.94,"endTime":15.72,"body":"join in the conversation on"},{"speaker":"Unknown","startTime":15.72,"endTime":19.92,"body":"Twitter at advisor podcast,"},{"speaker":"Unknown","startTime":15.72,"endTime":19.92,"body":"where you can suggest ideas and"},{"speaker":"Unknown","startTime":19.92,"endTime":23.48,"body":"themes you'd like the trap team"},{"speaker":"Unknown","startTime":19.92,"endTime":23.48,"body":"to discuss. Also remember to"},{"speaker":"Unknown","startTime":23.48,"endTime":26.66,"body":"like and subscribe to our"},{"speaker":"Unknown","startTime":23.48,"endTime":26.66,"body":"YouTube channel and leave a six"},{"speaker":"Unknown","startTime":26.66,"endTime":30.26,"body":"out of five star review on"},{"speaker":"Unknown","startTime":26.66,"endTime":30.26,"body":"iTunes. Doing all this really,"},{"speaker":"Unknown","startTime":30.26,"endTime":33.92,"body":"really helps us, which means we"},{"speaker":"Unknown","startTime":30.26,"endTime":33.92,"body":"can do more to help you. Now,"},{"speaker":"Unknown","startTime":33.92,"endTime":37.16,"body":"let's head over to the studio"},{"speaker":"Unknown","startTime":33.92,"endTime":37.16,"body":"for the latest pile of trap."},{"speaker":"Nick Lincoln","startTime":42.08,"endTime":44.26,"body":"Yes, indeed, dear"},{"speaker":"Nick Lincoln","startTime":42.08,"endTime":44.26,"body":"TRAPPIST, welcome back to what"},{"speaker":"Nick Lincoln","startTime":44.26,"endTime":48.16,"body":"many people are calling episode"},{"speaker":"Nick Lincoln","startTime":44.26,"endTime":48.16,"body":"84 of the real advisor podcast,"},{"speaker":"Nick Lincoln","startTime":48.16,"endTime":53.14,"body":"T, R, A, P, trap joining me in"},{"speaker":"Nick Lincoln","startTime":48.16,"endTime":53.14,"body":"the digital studio of doom are"},{"speaker":"Nick Lincoln","startTime":53.14,"endTime":58.36,"body":"two of the other three horsemen"},{"speaker":"Nick Lincoln","startTime":53.14,"endTime":58.36,"body":"of the apocalypse, Alan, the"},{"speaker":"Nick Lincoln","startTime":58.36,"endTime":63.06,"body":"storyteller, Smith and and the"},{"speaker":"Nick Lincoln","startTime":58.36,"endTime":63.06,"body":"ultra heart, the third horseman,"},{"speaker":"Nick Lincoln","startTime":63.54,"endTime":67.8,"body":"Carl, our close friend, Carl,"},{"speaker":"Nick Lincoln","startTime":63.54,"endTime":67.8,"body":"can't be here today. Sadly, last"},{"speaker":"Nick Lincoln","startTime":67.8,"endTime":72.06,"body":"week, Carl's father, after an"},{"speaker":"Nick Lincoln","startTime":67.8,"endTime":72.06,"body":"illness, short illness, passed"},{"speaker":"Nick Lincoln","startTime":72.06,"endTime":76.38,"body":"away, and Carl, obviously, he's"},{"speaker":"Nick Lincoln","startTime":72.06,"endTime":76.38,"body":"just taken some time out to be"},{"speaker":"Nick Lincoln","startTime":76.38,"endTime":79.5,"body":"with his family, be with his mum"},{"speaker":"Nick Lincoln","startTime":76.38,"endTime":79.5,"body":"and his sisters and everybody"},{"speaker":"Nick Lincoln","startTime":79.5,"endTime":82.58,"body":"else and his children. So what"},{"speaker":"Nick Lincoln","startTime":79.5,"endTime":82.58,"body":"can we say these these times"},{"speaker":"Nick Lincoln","startTime":82.58,"endTime":85.64,"body":"never easy. Carl, massive"},{"speaker":"Nick Lincoln","startTime":82.58,"endTime":85.64,"body":"condolences from the trap pack."},{"speaker":"Nick Lincoln","startTime":85.64,"endTime":88.52,"body":"I'm sure I speak for the"},{"speaker":"Nick Lincoln","startTime":85.64,"endTime":88.52,"body":"TRAPPIST audience when I say the"},{"speaker":"Nick Lincoln","startTime":88.52,"endTime":92.24,"body":"same. And I hope you guys are"},{"speaker":"Nick Lincoln","startTime":88.52,"endTime":92.24,"body":"holding it all over together in"},{"speaker":"Nick Lincoln","startTime":92.24,"endTime":95.36,"body":"Ireland, the Wake looked very"},{"speaker":"Nick Lincoln","startTime":92.24,"endTime":95.36,"body":"good, boys. Anything to add?"},{"speaker":"Andy Hart","startTime":97.34,"endTime":99.32,"body":"I think you said most"},{"speaker":"Andy Hart","startTime":97.34,"endTime":99.32,"body":"of it, but yeah, thoughts with"},{"speaker":"Andy Hart","startTime":99.32,"endTime":102.4,"body":"you, my friend and your family"},{"speaker":"Andy Hart","startTime":99.32,"endTime":102.4,"body":"and yeah, hopefully we'll see"},{"speaker":"Andy Hart","startTime":102.4,"endTime":104.8,"body":"you very shortly. Smithy, yeah."},{"speaker":"Alan Smith","startTime":105.16,"endTime":109.36,"body":"Thoughts, no, same,"},{"speaker":"Alan Smith","startTime":105.16,"endTime":109.36,"body":"same. These are just, you know,"},{"speaker":"Alan Smith","startTime":109.42,"endTime":113.26,"body":"terrible moments, unfortunately,"},{"speaker":"Alan Smith","startTime":109.42,"endTime":113.26,"body":"come to all of us through life."},{"speaker":"Alan Smith","startTime":113.26,"endTime":116.62,"body":"And you know, Carl's there. 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Pains me to"},{"speaker":"Andy Hart","startTime":189.9,"endTime":194.64,"body":"read the next bit out last"},{"speaker":"Andy Hart","startTime":194.64,"endTime":198.18,"body":"Wednesday, a conference, I had"},{"speaker":"Andy Hart","startTime":194.64,"endTime":198.18,"body":"the chance to meet Alan Smith in"},{"speaker":"Andy Hart","startTime":198.18,"endTime":202.22,"body":"person, together with his more"},{"speaker":"Andy Hart","startTime":198.18,"endTime":202.22,"body":"competent and capable colleague,"},{"speaker":"Andy Hart","startTime":202.82,"endTime":205.82,"body":"Charles, spending the whole day"},{"speaker":"Andy Hart","startTime":202.82,"endTime":205.82,"body":"with them and getting to know"},{"speaker":"Andy Hart","startTime":205.82,"endTime":209.06,"body":"their business model approach"},{"speaker":"Andy Hart","startTime":205.82,"endTime":209.06,"body":"was a fantastic experience."},{"speaker":"Andy Hart","startTime":209.36,"endTime":211.52,"body":"Listening to the podcast is"},{"speaker":"Andy Hart","startTime":209.36,"endTime":211.52,"body":"great, but having a real"},{"speaker":"Andy Hart","startTime":211.52,"endTime":215.36,"body":"conversation face to face is on"},{"speaker":"Andy Hart","startTime":211.52,"endTime":215.36,"body":"a completely different level. It"},{"speaker":"Andy Hart","startTime":215.36,"endTime":218.48,"body":"was super motivating and has"},{"speaker":"Andy Hart","startTime":215.36,"endTime":218.48,"body":"given me a real boost to move"},{"speaker":"Andy Hart","startTime":218.48,"endTime":222.16,"body":"forward with my own journey."},{"speaker":"Andy Hart","startTime":218.48,"endTime":222.16,"body":"What I truly appreciate is that"},{"speaker":"Andy Hart","startTime":222.16,"endTime":225.22,"body":"this podcast allows me both to"},{"speaker":"Andy Hart","startTime":222.16,"endTime":225.22,"body":"switch off from the daily noise"},{"speaker":"Andy Hart","startTime":225.22,"endTime":229.18,"body":"and at the same time to learn so"},{"speaker":"Andy Hart","startTime":225.22,"endTime":229.18,"body":"much that I can directly use in"},{"speaker":"Andy Hart","startTime":229.18,"endTime":233.02,"body":"my profession. I really hope the"},{"speaker":"Andy Hart","startTime":229.18,"endTime":233.02,"body":"team continues this podcast for"},{"speaker":"Andy Hart","startTime":233.02,"endTime":237.46,"body":"a long time to come back to you."},{"speaker":"Andy Hart","startTime":233.02,"endTime":237.46,"body":"Nicholas, wonderful, yeah."},{"speaker":"Alan Smith","startTime":237.46,"endTime":239.92,"body":"Shout out to Louis."},{"speaker":"Alan Smith","startTime":237.46,"endTime":239.92,"body":"Is right. 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There is, like,"},{"speaker":"Alan Smith","startTime":256.14,"endTime":258.48,"body":"all these, let not all of them,"},{"speaker":"Alan Smith","startTime":258.48,"endTime":263.42,"body":"but a few European countries as"},{"speaker":"Alan Smith","startTime":258.48,"endTime":263.42,"body":"a small pioneering group of"},{"speaker":"Alan Smith","startTime":263.42,"endTime":265.94,"body":"independent financial planners."},{"speaker":"Alan Smith","startTime":263.42,"endTime":265.94,"body":"You know, we know a bunch of"},{"speaker":"Alan Smith","startTime":265.94,"endTime":269.36,"body":"them from the Netherlands."},{"speaker":"Alan Smith","startTime":265.94,"endTime":269.36,"body":"There's one or two in France,"},{"speaker":"Alan Smith","startTime":269.42,"endTime":273.08,"body":"and now there's an emerging"},{"speaker":"Alan Smith","startTime":269.42,"endTime":273.08,"body":"group in Germany too. So well"},{"speaker":"Alan Smith","startTime":273.08,"endTime":276.44,"body":"done, Louis. Keep up the good"},{"speaker":"Alan Smith","startTime":273.08,"endTime":276.44,"body":"work, and we'll keep keep on"},{"speaker":"Alan Smith","startTime":276.86,"endTime":278.96,"body":"delivering our wisdom and"},{"speaker":"Alan Smith","startTime":276.86,"endTime":278.96,"body":"advice."},{"speaker":"Nick Lincoln","startTime":278.96,"endTime":281.38,"body":"Keep on. Keep on,"},{"speaker":"Nick Lincoln","startTime":278.96,"endTime":281.38,"body":"keeping on. Yeah, thank you"},{"speaker":"Nick Lincoln","startTime":281.38,"endTime":283.42,"body":"TRAPPIST for the reviews. We do"},{"speaker":"Nick Lincoln","startTime":281.38,"endTime":283.42,"body":"love them. We love them. We"},{"speaker":"Nick Lincoln","startTime":283.42,"endTime":286.48,"body":"can't get enough of them. Our"},{"speaker":"Nick Lincoln","startTime":283.42,"endTime":286.48,"body":"egos are unbound, unbounded."},{"speaker":"Nick Lincoln","startTime":286.6,"endTime":290.86,"body":"Okay, let's put a topical"},{"speaker":"Nick Lincoln","startTime":286.6,"endTime":290.86,"body":"timestamp on episode 84 Ultra."},{"speaker":"Nick Lincoln","startTime":290.86,"endTime":292.24,"body":"Lead off with some exciting"},{"speaker":"Nick Lincoln","startTime":290.86,"endTime":292.24,"body":"news."},{"speaker":"Andy Hart","startTime":292.78,"endTime":295.72,"body":"Very exciting news,"},{"speaker":"Andy Hart","startTime":292.78,"endTime":295.72,"body":"yes, we alluded to alluded to it"},{"speaker":"Andy Hart","startTime":295.72,"endTime":299.92,"body":"on the last show, we have two"},{"speaker":"Andy Hart","startTime":295.72,"endTime":299.92,"body":"new partners, the mighty van."},{"speaker":"Andy Hart","startTime":300.0,"endTime":302.76,"body":"Garden the mighty fundment, we"},{"speaker":"Andy Hart","startTime":300.0,"endTime":302.76,"body":"did a bit of an official"},{"speaker":"Andy Hart","startTime":302.76,"endTime":306.12,"body":"announcement for Vanguard. 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It's about trust."},{"speaker":"Andy Hart","startTime":345.28,"endTime":348.4,"body":"It's about giving advisors back"},{"speaker":"Andy Hart","startTime":348.4,"endTime":351.28,"body":"their time and their confidence"},{"speaker":"Andy Hart","startTime":348.4,"endTime":351.28,"body":"that their advice will be"},{"speaker":"Andy Hart","startTime":351.28,"endTime":354.16,"body":"properly looked advice clients"},{"speaker":"Andy Hart","startTime":351.28,"endTime":354.16,"body":"will be properly looked after."},{"speaker":"Andy Hart","startTime":354.46,"endTime":357.46,"body":"So whether you're running a solo"},{"speaker":"Andy Hart","startTime":354.46,"endTime":357.46,"body":"practice or scaling a growing"},{"speaker":"Andy Hart","startTime":357.46,"endTime":362.22,"body":"firm, fundment helps you thrive."},{"speaker":"Andy Hart","startTime":357.46,"endTime":362.22,"body":"So welcome to fundment as an"},{"speaker":"Andy Hart","startTime":362.22,"endTime":366.24,"body":"official partner to the trap"},{"speaker":"Andy Hart","startTime":362.22,"endTime":366.24,"body":"podcast. 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I think"},{"speaker":"Andy Hart","startTime":430.98,"endTime":433.44,"body":"they're going to get independent"},{"speaker":"Andy Hart","startTime":430.98,"endTime":433.44,"body":"experts on I think they're"},{"speaker":"Andy Hart","startTime":433.44,"endTime":436.68,"body":"focusing on the compliance side"},{"speaker":"Andy Hart","startTime":433.44,"endTime":436.68,"body":"of this business. But they are"},{"speaker":"Andy Hart","startTime":436.92,"endTime":442.94,"body":"two very experienced executives,"},{"speaker":"Andy Hart","startTime":436.92,"endTime":442.94,"body":"former SJP duo, Claire Blackwell"},{"speaker":"Andy Hart","startTime":442.94,"endTime":446.96,"body":"and John Owen. I think Claire"},{"speaker":"Andy Hart","startTime":442.94,"endTime":446.96,"body":"was head, Chief client officer,"},{"speaker":"Andy Hart","startTime":447.74,"endTime":452.0,"body":"and John Owen was a director at"},{"speaker":"Andy Hart","startTime":447.74,"endTime":452.0,"body":"the firm. So yeah, they've spent"},{"speaker":"Andy Hart","startTime":452.0,"endTime":455.42,"body":"probably many, many years at the"},{"speaker":"Andy Hart","startTime":452.0,"endTime":455.42,"body":"big blue and now they are, they"},{"speaker":"Andy Hart","startTime":455.42,"endTime":457.94,"body":"are branching off. So it's"},{"speaker":"Andy Hart","startTime":455.42,"endTime":457.94,"body":"always good to see people start"},{"speaker":"Andy Hart","startTime":457.94,"endTime":458.6,"body":"new businesses."},{"speaker":"Alan Smith","startTime":459.2,"endTime":462.88,"body":"Are they providing"},{"speaker":"Alan Smith","startTime":459.2,"endTime":462.88,"body":"advice? Providing advice to SJP"},{"speaker":"Alan Smith","startTime":462.88,"endTime":464.14,"body":"practices or"},{"speaker":"Andy Hart","startTime":464.139,"endTime":467.439,"body":"to, I'm not sure."},{"speaker":"Andy Hart","startTime":464.139,"endTime":467.439,"body":"Obviously, they know the"},{"speaker":"Andy Hart","startTime":467.439,"endTime":471.759,"body":"partnership and the SJP advice"},{"speaker":"Andy Hart","startTime":467.439,"endTime":471.759,"body":"model inside out, so they might"},{"speaker":"Andy Hart","startTime":471.759,"endTime":474.339,"body":"pivot and focus on them, or they"},{"speaker":"Andy Hart","startTime":471.759,"endTime":474.339,"body":"might just go for the wider"},{"speaker":"Andy Hart","startTime":474.339,"endTime":477.279,"body":"market. I'm yeah, I'm not 100%"},{"speaker":"Andy Hart","startTime":474.339,"endTime":477.279,"body":"sure. I can't even find a"},{"speaker":"Andy Hart","startTime":477.279,"endTime":481.679,"body":"website for the firm, but yeah,"},{"speaker":"Andy Hart","startTime":477.279,"endTime":481.679,"body":"so that's super helpful at 10"},{"speaker":"Andy Hart","startTime":481.739,"endTime":484.799,"body":"pence, but, but you've got the"},{"speaker":"Andy Hart","startTime":481.739,"endTime":484.799,"body":"name, you know, the people"},{"speaker":"Andy Hart","startTime":484.799,"endTime":488.339,"body":"behind it, I think they're"},{"speaker":"Andy Hart","startTime":484.799,"endTime":488.339,"body":"focusing on consumer duty, AI"},{"speaker":"Andy Hart","startTime":488.339,"endTime":491.579,"body":"consolidation, as I say, it"},{"speaker":"Andy Hart","startTime":488.339,"endTime":491.579,"body":"sounds quite, quite a wide"},{"speaker":"Andy Hart","startTime":491.579,"endTime":492.479,"body":"agreement at the"},{"speaker":"Alan Smith","startTime":492.479,"endTime":496.439,"body":"moment, all"},{"speaker":"Alan Smith","startTime":492.479,"endTime":496.439,"body":"encompassing, to be fair, if"},{"speaker":"Alan Smith","startTime":496.439,"endTime":499.259,"body":"they've been on the journey that"},{"speaker":"Alan Smith","startTime":496.439,"endTime":499.259,"body":"SJP has been on for the last,"},{"speaker":"Alan Smith","startTime":499.259,"endTime":502.219,"body":"say, two years, It will be quite"},{"speaker":"Alan Smith","startTime":499.259,"endTime":502.219,"body":"interesting from going from a"},{"speaker":"Alan Smith","startTime":502.999,"endTime":506.479,"body":"pretty challenging brand"},{"speaker":"Alan Smith","startTime":502.999,"endTime":506.479,"body":"reputation to one that looks,"},{"speaker":"Alan Smith","startTime":507.019,"endTime":509.299,"body":"you know, to the outside world,"},{"speaker":"Alan Smith","startTime":507.019,"endTime":509.299,"body":"quite appealing in terms of"},{"speaker":"Alan Smith","startTime":509.299,"endTime":513.379,"body":"their how they've changed the"},{"speaker":"Alan Smith","startTime":509.299,"endTime":513.379,"body":"model and the fee structure and"},{"speaker":"Alan Smith","startTime":513.379,"endTime":516.319,"body":"all the rest of it. So could be,"},{"speaker":"Alan Smith","startTime":513.379,"endTime":516.319,"body":"could be quite interesting to"},{"speaker":"Alan Smith","startTime":516.319,"endTime":516.859,"body":"hear from"},{"speaker":"Nick Lincoln","startTime":517.58,"endTime":521.56,"body":"them. Yep, all"},{"speaker":"Nick Lincoln","startTime":517.58,"endTime":521.56,"body":"right, yep, okay, the fast tempo"},{"speaker":"Nick Lincoln","startTime":521.56,"endTime":524.62,"body":"that our Trappists love and"},{"speaker":"Nick Lincoln","startTime":521.56,"endTime":524.62,"body":"need. I've got some good news."},{"speaker":"Nick Lincoln","startTime":524.62,"endTime":527.08,"body":"We often get mired in especially"},{"speaker":"Nick Lincoln","startTime":524.62,"endTime":527.08,"body":"with the budget looming on the"},{"speaker":"Nick Lincoln","startTime":527.08,"endTime":530.02,"body":"horizon like a train coming down"},{"speaker":"Nick Lincoln","startTime":527.08,"endTime":530.02,"body":"the tracks. We often get mired"},{"speaker":"Nick Lincoln","startTime":530.02,"endTime":532.54,"body":"in a negative state of mind. But"},{"speaker":"Nick Lincoln","startTime":530.02,"endTime":532.54,"body":"I've got some good news to"},{"speaker":"Nick Lincoln","startTime":532.54,"endTime":534.88,"body":"report about an old life"},{"speaker":"Nick Lincoln","startTime":532.54,"endTime":534.88,"body":"assurance, dinosaur company."},{"speaker":"Nick Lincoln","startTime":534.88,"endTime":537.34,"body":"Quick shout out. Nothing to say"},{"speaker":"Nick Lincoln","startTime":534.88,"endTime":537.34,"body":"about if you don't want to guys"},{"speaker":"Nick Lincoln","startTime":537.58,"endTime":540.12,"body":"to Scottish Widows, who I do"},{"speaker":"Nick Lincoln","startTime":537.58,"endTime":540.12,"body":"signed over a letter of"},{"speaker":"Nick Lincoln","startTime":540.12,"endTime":544.08,"body":"authority to them two weeks ago,"},{"speaker":"Nick Lincoln","startTime":540.12,"endTime":544.08,"body":"and on the same day, that"},{"speaker":"Nick Lincoln","startTime":544.08,"endTime":546.54,"body":"afternoon, they came back with"},{"speaker":"Nick Lincoln","startTime":544.08,"endTime":546.54,"body":"all the information I asked for,"},{"speaker":"Nick Lincoln","startTime":546.54,"endTime":549.18,"body":"not a generic pack, but all the"},{"speaker":"Nick Lincoln","startTime":546.54,"endTime":549.18,"body":"specific information I'd asked"},{"speaker":"Nick Lincoln","startTime":549.66,"endTime":552.36,"body":"for. Then submitted the relevant"},{"speaker":"Nick Lincoln","startTime":549.66,"endTime":552.36,"body":"pension switch to move them onto"},{"speaker":"Nick Lincoln","startTime":552.36,"endTime":558.3,"body":"my preferred platform. And it"},{"speaker":"Nick Lincoln","startTime":552.36,"endTime":558.3,"body":"took just over a day for the"},{"speaker":"Nick Lincoln","startTime":558.3,"endTime":561.92,"body":"whole thing to go through, maybe"},{"speaker":"Nick Lincoln","startTime":558.3,"endTime":561.92,"body":"no, just just over, yeah, two"},{"speaker":"Nick Lincoln","startTime":561.92,"endTime":564.08,"body":"working days, let's say, for the"},{"speaker":"Nick Lincoln","startTime":561.92,"endTime":564.08,"body":"whole switch to go through. Just"},{"speaker":"Nick Lincoln","startTime":564.08,"endTime":567.26,"body":"amazing. And when he happens is"},{"speaker":"Nick Lincoln","startTime":564.08,"endTime":567.26,"body":"it's such a I've got another"},{"speaker":"Nick Lincoln","startTime":567.26,"endTime":569.78,"body":"case with another company that"},{"speaker":"Nick Lincoln","startTime":567.26,"endTime":569.78,"body":"starts with legal, ends with"},{"speaker":"Nick Lincoln","startTime":569.78,"endTime":572.54,"body":"General, and I could quite"},{"speaker":"Nick Lincoln","startTime":569.78,"endTime":572.54,"body":"happily throttle someone there."},{"speaker":"Nick Lincoln","startTime":572.9,"endTime":575.48,"body":"So go wrong. They just get lost"},{"speaker":"Nick Lincoln","startTime":572.9,"endTime":575.48,"body":"in the abyss. But this good"},{"speaker":"Nick Lincoln","startTime":575.48,"endTime":577.76,"body":"stuff, and it's not the first"},{"speaker":"Nick Lincoln","startTime":575.48,"endTime":577.76,"body":"time, winners have been really"},{"speaker":"Nick Lincoln","startTime":577.76,"endTime":579.92,"body":"quick with letters of authority,"},{"speaker":"Nick Lincoln","startTime":577.76,"endTime":579.92,"body":"so just credit where"},{"speaker":"Alan Smith","startTime":580.22,"endTime":582.1,"body":"it's due. So you"},{"speaker":"Alan Smith","startTime":580.22,"endTime":582.1,"body":"think that is something that"},{"speaker":"Alan Smith","startTime":582.1,"endTime":585.16,"body":"Scottish Widows do just as a"},{"speaker":"Alan Smith","startTime":582.1,"endTime":585.16,"body":"matter of course, now they're"},{"speaker":"Alan Smith","startTime":585.16,"endTime":588.34,"body":"just really efficient. This"},{"speaker":"Alan Smith","startTime":585.16,"endTime":588.34,"body":"isn't just a one off for this"},{"speaker":"Alan Smith","startTime":588.34,"endTime":589.48,"body":"one client. No, I've had it"},{"speaker":"Nick Lincoln","startTime":589.48,"endTime":591.46,"body":"before with them."},{"speaker":"Nick Lincoln","startTime":589.48,"endTime":591.46,"body":"I've had it before. So it just"},{"speaker":"Nick Lincoln","startTime":591.46,"endTime":593.32,"body":"seems to be a thing where"},{"speaker":"Nick Lincoln","startTime":591.46,"endTime":593.32,"body":"they're just, they're putting"},{"speaker":"Nick Lincoln","startTime":593.32,"endTime":595.78,"body":"the resources into doing the"},{"speaker":"Nick Lincoln","startTime":593.32,"endTime":595.78,"body":"right thing by their clients."},{"speaker":"Nick Lincoln","startTime":596.86,"endTime":599.5,"body":"You know, who paid their charges"},{"speaker":"Nick Lincoln","startTime":596.86,"endTime":599.5,"body":"over the years? And those"},{"speaker":"Nick Lincoln","startTime":599.5,"endTime":602.22,"body":"clients. Deserve every bit as"},{"speaker":"Nick Lincoln","startTime":599.5,"endTime":602.22,"body":"much good service as and when"},{"speaker":"Nick Lincoln","startTime":602.22,"endTime":604.68,"body":"and if they're thinking of"},{"speaker":"Nick Lincoln","startTime":602.22,"endTime":604.68,"body":"leaving a company as if, as when"},{"speaker":"Nick Lincoln","startTime":604.68,"endTime":606.0,"body":"they're staying with it. I think"},{"speaker":"Alan Smith","startTime":606.72,"endTime":608.58,"body":"that's that's"},{"speaker":"Alan Smith","startTime":606.72,"endTime":608.58,"body":"encouraging, because I always"},{"speaker":"Alan Smith","startTime":608.58,"endTime":611.94,"body":"felt that, no, no company is"},{"speaker":"Alan Smith","startTime":608.58,"endTime":611.94,"body":"going to put significant"},{"speaker":"Alan Smith","startTime":611.94,"endTime":615.66,"body":"resources in to having clients."},{"speaker":"Alan Smith","startTime":611.94,"endTime":615.66,"body":"You know, most don't know."},{"speaker":"Alan Smith","startTime":615.66,"endTime":618.12,"body":"That's why, when it happens,"},{"speaker":"Alan Smith","startTime":615.66,"endTime":618.12,"body":"it's so refreshing. Yeah,"},{"speaker":"Alan Smith","startTime":618.12,"endTime":621.56,"body":"exactly. Well, yeah, let them be"},{"speaker":"Alan Smith","startTime":618.12,"endTime":621.56,"body":"the shining beacon and setting"},{"speaker":"Alan Smith","startTime":621.56,"endTime":623.66,"body":"an example for the rest of the"},{"speaker":"Alan Smith","startTime":621.56,"endTime":623.66,"body":"dinosaur group,"},{"speaker":"Nick Lincoln","startTime":625.28,"endTime":628.1,"body":"Scottish Widows."},{"speaker":"Nick Lincoln","startTime":625.28,"endTime":628.1,"body":"Yeah, Okay, moving on. Let's get"},{"speaker":"Nick Lincoln","startTime":628.1,"endTime":629.36,"body":"this tempo nice and"},{"speaker":"Alan Smith","startTime":630.38,"endTime":632.6,"body":"forward, quick with"},{"speaker":"Alan Smith","startTime":630.38,"endTime":632.6,"body":"a quicker pace. Yes, 200"},{"speaker":"Nick Lincoln","startTime":633.02,"endTime":635.66,"body":"beats per minute."},{"speaker":"Nick Lincoln","startTime":633.02,"endTime":635.66,"body":"Come on. So we can do the so."},{"speaker":"Nick Lincoln","startTime":635.66,"endTime":637.52,"body":"Smithy, you're just you're"},{"speaker":"Alan Smith","startTime":637.52,"endTime":640.16,"body":"it's just a quick"},{"speaker":"Alan Smith","startTime":637.52,"endTime":640.16,"body":"this is just a quick shout out."},{"speaker":"Alan Smith","startTime":640.16,"endTime":643.72,"body":"We like to bring ideas,"},{"speaker":"Alan Smith","startTime":640.16,"endTime":643.72,"body":"innovation and resources to our"},{"speaker":"Alan Smith","startTime":643.72,"endTime":647.8,"body":"beloved Trappists. It's pity"},{"speaker":"Alan Smith","startTime":643.72,"endTime":647.8,"body":"that crypto Carl isn't here, but"},{"speaker":"Alan Smith","startTime":648.16,"endTime":653.32,"body":"other friend of the podcast, Dan"},{"speaker":"Alan Smith","startTime":648.16,"endTime":653.32,"body":"Parkinson the Bitcoin IFA, he's"},{"speaker":"Alan Smith","startTime":653.32,"endTime":658.9,"body":"now rolling out a free course"},{"speaker":"Alan Smith","startTime":653.32,"endTime":658.9,"body":"for ifas. You know, it's we've"},{"speaker":"Alan Smith","startTime":658.9,"endTime":661.32,"body":"brought this up many times in"},{"speaker":"Alan Smith","startTime":658.9,"endTime":661.32,"body":"the past. You know, Bitcoin is a"},{"speaker":"Alan Smith","startTime":661.32,"endTime":664.74,"body":"thing. It's not going away."},{"speaker":"Alan Smith","startTime":661.32,"endTime":664.74,"body":"There are now Bitcoin et ends."},{"speaker":"Alan Smith","startTime":664.74,"endTime":669.12,"body":"There will be ETFs, probably in"},{"speaker":"Alan Smith","startTime":664.74,"endTime":669.12,"body":"short order. Clients are asking"},{"speaker":"Alan Smith","startTime":669.12,"endTime":672.3,"body":"about it. So Dan has this. He's"},{"speaker":"Alan Smith","startTime":669.12,"endTime":672.3,"body":"got, as you know, he's got a"},{"speaker":"Alan Smith","startTime":672.42,"endTime":675.66,"body":"number of different services, in"},{"speaker":"Alan Smith","startTime":672.42,"endTime":675.66,"body":"person, seminars, webinars,"},{"speaker":"Alan Smith","startTime":675.66,"endTime":678.96,"body":"things that you pay for. But he"},{"speaker":"Alan Smith","startTime":675.66,"endTime":678.96,"body":"felt that for those that weren't"},{"speaker":"Alan Smith","startTime":678.96,"endTime":681.56,"body":"quite ready to put the hand in"},{"speaker":"Alan Smith","startTime":678.96,"endTime":681.56,"body":"the pocket and write a check or"},{"speaker":"Alan Smith","startTime":681.56,"endTime":684.56,"body":"to pay for something yet, but"},{"speaker":"Alan Smith","startTime":681.56,"endTime":684.56,"body":"they are still interested. He's"},{"speaker":"Alan Smith","startTime":684.56,"endTime":688.34,"body":"got a free course program."},{"speaker":"Alan Smith","startTime":684.56,"endTime":688.34,"body":"There's a link to it in the show"},{"speaker":"Alan Smith","startTime":688.34,"endTime":693.08,"body":"notes available now"},{"speaker":"Alan Smith","startTime":688.34,"endTime":693.08,"body":"complimentary from the Bitcoin."},{"speaker":"Alan Smith","startTime":693.08,"endTime":696.14,"body":"If a worth taking a quick look"},{"speaker":"Alan Smith","startTime":693.08,"endTime":696.14,"body":"at that, I would suggest. Okay,"},{"speaker":"Alan Smith","startTime":696.14,"endTime":696.44,"body":"lovely."},{"speaker":"Nick Lincoln","startTime":696.44,"endTime":698.12,"body":"Very, very, very"},{"speaker":"Nick Lincoln","startTime":696.44,"endTime":698.12,"body":"nice. Thank you for that. Can I"},{"speaker":"Nick Lincoln","startTime":698.12,"endTime":700.66,"body":"quickly come back to my previous"},{"speaker":"Nick Lincoln","startTime":698.12,"endTime":700.66,"body":"I meant to on my previous I"},{"speaker":"Nick Lincoln","startTime":700.66,"endTime":703.12,"body":"meant to on my previous point. I"},{"speaker":"Nick Lincoln","startTime":700.66,"endTime":703.12,"body":"meant to shout out one other"},{"speaker":"Nick Lincoln","startTime":703.12,"endTime":705.58,"body":"thing as well, another bit of"},{"speaker":"Nick Lincoln","startTime":703.12,"endTime":705.58,"body":"good news. No, sorry for missing"},{"speaker":"Nick Lincoln","startTime":705.58,"endTime":708.04,"body":"that off. I subscribe to the"},{"speaker":"Nick Lincoln","startTime":705.58,"endTime":708.04,"body":"compliance department called the"},{"speaker":"Nick Lincoln","startTime":708.04,"endTime":712.3,"body":"TCD mark and Sarah Dennison."},{"speaker":"Nick Lincoln","startTime":708.04,"endTime":712.3,"body":"Every week, Mark puts out a"},{"speaker":"Nick Lincoln","startTime":712.3,"endTime":715.42,"body":"little five minute podcast on"},{"speaker":"Nick Lincoln","startTime":712.3,"endTime":715.42,"body":"something to do with compliance"},{"speaker":"Nick Lincoln","startTime":715.48,"endTime":718.66,"body":"as well as at least one email"},{"speaker":"Nick Lincoln","startTime":715.48,"endTime":718.66,"body":"missive. And in this last"},{"speaker":"Nick Lincoln","startTime":718.66,"endTime":721.56,"body":"podcast, Mark Dennison of the"},{"speaker":"Nick Lincoln","startTime":718.66,"endTime":721.56,"body":"compliance department said it's"},{"speaker":"Nick Lincoln","startTime":721.56,"endTime":723.78,"body":"funny when we're checking"},{"speaker":"Nick Lincoln","startTime":721.56,"endTime":723.78,"body":"compliance records for our"},{"speaker":"Nick Lincoln","startTime":723.78,"endTime":726.06,"body":"clients, ifas to make sure"},{"speaker":"Nick Lincoln","startTime":723.78,"endTime":726.06,"body":"they've done the number of"},{"speaker":"Nick Lincoln","startTime":726.06,"endTime":728.82,"body":"hours, they never put down the"},{"speaker":"Nick Lincoln","startTime":726.06,"endTime":728.82,"body":"fact they listen to this podcast"},{"speaker":"Nick Lincoln","startTime":728.82,"endTime":733.32,"body":"and they read these emails, and"},{"speaker":"Nick Lincoln","startTime":728.82,"endTime":733.32,"body":"50 weeks a year of a four minute"},{"speaker":"Nick Lincoln","startTime":733.32,"endTime":736.5,"body":"podcast and a four minute to"},{"speaker":"Nick Lincoln","startTime":733.32,"endTime":736.5,"body":"read email equates to roughly"},{"speaker":"Nick Lincoln","startTime":736.74,"endTime":739.92,"body":"six hours of unstructured CPD."},{"speaker":"Nick Lincoln","startTime":736.74,"endTime":739.92,"body":"So you don't have to be a client"},{"speaker":"Nick Lincoln","startTime":739.92,"endTime":743.18,"body":"of the compliance department to"},{"speaker":"Nick Lincoln","startTime":739.92,"endTime":743.18,"body":"listen to their podcast, but I"},{"speaker":"Nick Lincoln","startTime":743.18,"endTime":745.64,"body":"would certainly suggest you do"},{"speaker":"Nick Lincoln","startTime":743.18,"endTime":745.64,"body":"subscribe to it. It's just"},{"speaker":"Nick Lincoln","startTime":745.64,"endTime":747.74,"body":"another way of getting up to"},{"speaker":"Nick Lincoln","startTime":745.64,"endTime":747.74,"body":"date, getting that stuff in"},{"speaker":"Nick Lincoln","startTime":747.74,"endTime":750.08,"body":"between your ears, keeping on"},{"speaker":"Nick Lincoln","startTime":747.74,"endTime":750.08,"body":"top of what you need to keep on"},{"speaker":"Nick Lincoln","startTime":750.08,"endTime":753.02,"body":"top of. And if it's doing six"},{"speaker":"Nick Lincoln","startTime":750.08,"endTime":753.02,"body":"hours of heavy lifting for you,"},{"speaker":"Nick Lincoln","startTime":753.02,"endTime":756.56,"body":"which it effectively is, do it."},{"speaker":"Nick Lincoln","startTime":753.02,"endTime":756.56,"body":"So thank you. Mark Dennison of"},{"speaker":"Nick Lincoln","startTime":756.56,"endTime":759.38,"body":"the compliance department, I"},{"speaker":"Nick Lincoln","startTime":756.56,"endTime":759.38,"body":"know some therapists do use"},{"speaker":"Nick Lincoln","startTime":759.38,"endTime":759.56,"body":"them."},{"speaker":"Alan Smith","startTime":759.62,"endTime":762.1,"body":"They do. And I think"},{"speaker":"Alan Smith","startTime":759.62,"endTime":762.1,"body":"just completing that circle and"},{"speaker":"Alan Smith","startTime":762.1,"endTime":765.64,"body":"those two points, Dan"},{"speaker":"Alan Smith","startTime":762.1,"endTime":765.64,"body":"Parkinson's Bitcoin, IFA is CPD"},{"speaker":"Alan Smith","startTime":765.64,"endTime":768.88,"body":"credited as well, so you will"},{"speaker":"Alan Smith","startTime":765.64,"endTime":768.88,"body":"get you, you'll accumulate your"},{"speaker":"Alan Smith","startTime":768.88,"endTime":774.22,"body":"hours one way or other. We, I"},{"speaker":"Alan Smith","startTime":768.88,"endTime":774.22,"body":"think trap is as well, isn't it?"},{"speaker":"Alan Smith","startTime":774.28,"endTime":776.62,"body":"We were unstructured."},{"speaker":"Alan Smith","startTime":774.28,"endTime":776.62,"body":"Unstructured the"},{"speaker":"Nick Lincoln","startTime":777.04,"endTime":781.5,"body":"most, the most"},{"speaker":"Nick Lincoln","startTime":777.04,"endTime":781.5,"body":"definition of unstructured."},{"speaker":"Nick Lincoln","startTime":782.22,"endTime":784.86,"body":"Yeah, chaotic. There should be"},{"speaker":"Nick Lincoln","startTime":782.22,"endTime":784.86,"body":"chaotic. CPD, we'd win every"},{"speaker":"Nick Lincoln","startTime":784.86,"endTime":785.22,"body":"warning,"},{"speaker":"Alan Smith","startTime":785.22,"endTime":787.56,"body":"structured,"},{"speaker":"Alan Smith","startTime":785.22,"endTime":787.56,"body":"unstructured and completely"},{"speaker":"Alan Smith","startTime":787.56,"endTime":788.16,"body":"chaotic."},{"speaker":"Nick Lincoln","startTime":789.36,"endTime":792.6,"body":"Okay, moving on."},{"speaker":"Nick Lincoln","startTime":789.36,"endTime":792.6,"body":"Oh, my God. Andy, budget tax"},{"speaker":"Nick Lincoln","startTime":792.6,"endTime":794.16,"body":"calculated. Christ, save us."},{"speaker":"Andy Hart","startTime":794.76,"endTime":797.94,"body":"Well, I did ask you"},{"speaker":"Andy Hart","startTime":794.76,"endTime":797.94,"body":"boys if I should put this in all"},{"speaker":"Andy Hart","startTime":797.94,"endTime":801.26,"body":"struggle to pronounce his"},{"speaker":"Andy Hart","startTime":797.94,"endTime":801.26,"body":"surname, but he's very prolific"},{"speaker":"Andy Hart","startTime":801.26,"endTime":807.5,"body":"on Main needles, Dan needle. I"},{"speaker":"Andy Hart","startTime":801.26,"endTime":807.5,"body":"believe he runs an organization,"},{"speaker":"Andy Hart","startTime":807.56,"endTime":810.62,"body":"or is very key in this"},{"speaker":"Andy Hart","startTime":807.56,"endTime":810.62,"body":"organization called Tax Policy"},{"speaker":"Andy Hart","startTime":810.62,"endTime":816.08,"body":"associates. He's got this"},{"speaker":"Andy Hart","startTime":810.62,"endTime":816.08,"body":"incredibly complex, convoluted,"},{"speaker":"Andy Hart","startTime":816.92,"endTime":820.48,"body":"detailed spreadsheet calculator."},{"speaker":"Andy Hart","startTime":816.92,"endTime":820.48,"body":"I'll put a link to it in the so"},{"speaker":"Andy Hart","startTime":820.48,"endTime":824.44,"body":"called show notes, the budget"},{"speaker":"Andy Hart","startTime":820.48,"endTime":824.44,"body":"2025, tax calculator. So you put"},{"speaker":"Andy Hart","startTime":824.44,"endTime":828.28,"body":"in your income, where it comes"},{"speaker":"Andy Hart","startTime":824.44,"endTime":828.28,"body":"from, and it works out the tax"},{"speaker":"Andy Hart","startTime":828.28,"endTime":831.16,"body":"marginal rates and loads of"},{"speaker":"Andy Hart","startTime":828.28,"endTime":831.16,"body":"other stuff. And then you can"},{"speaker":"Andy Hart","startTime":831.16,"endTime":834.76,"body":"compare it to some proposed"},{"speaker":"Andy Hart","startTime":831.16,"endTime":834.76,"body":"changes, which, again, the in"},{"speaker":"Andy Hart","startTime":835.0,"endTime":837.82,"body":"reality, what's actually going"},{"speaker":"Andy Hart","startTime":835.0,"endTime":837.82,"body":"to happen is probably going to"},{"speaker":"Andy Hart","startTime":837.82,"endTime":840.18,"body":"be very different to what"},{"speaker":"Andy Hart","startTime":837.82,"endTime":840.18,"body":"everyone's speculating. It's"},{"speaker":"Andy Hart","startTime":840.48,"endTime":842.88,"body":"probably been, I mean, you boys"},{"speaker":"Andy Hart","startTime":840.48,"endTime":842.88,"body":"a little bit older than me, so"},{"speaker":"Andy Hart","startTime":842.88,"endTime":844.92,"body":"I'm sure you'll concur with what"},{"speaker":"Andy Hart","startTime":842.88,"endTime":844.92,"body":"I'm going to say. Now, it's"},{"speaker":"Andy Hart","startTime":845.28,"endTime":848.64,"body":"probably been the budget that,"},{"speaker":"Andy Hart","startTime":845.28,"endTime":848.64,"body":"as most people are looking"},{"speaker":"Andy Hart","startTime":848.64,"endTime":851.76,"body":"forward to in many, many years,"},{"speaker":"Andy Hart","startTime":848.64,"endTime":851.76,"body":"I'll say looking forward to, you"},{"speaker":"Andy Hart","startTime":851.76,"endTime":857.46,"body":"know, yeah, not looking forward"},{"speaker":"Andy Hart","startTime":851.76,"endTime":857.46,"body":"to, whatever's concluded. But"},{"speaker":"Andy Hart","startTime":858.12,"endTime":862.1,"body":"the speculation leading up to it"},{"speaker":"Andy Hart","startTime":858.12,"endTime":862.1,"body":"has been like nothing else."},{"speaker":"Andy Hart","startTime":862.1,"endTime":864.14,"body":"They're going to do this."},{"speaker":"Andy Hart","startTime":862.1,"endTime":864.14,"body":"They're not going to do that."},{"speaker":"Andy Hart","startTime":864.14,"endTime":866.66,"body":"They're going to do this. They"},{"speaker":"Andy Hart","startTime":864.14,"endTime":866.66,"body":"might do that. The bond yields"},{"speaker":"Andy Hart","startTime":866.66,"endTime":868.1,"body":"gone up, so now they're not"},{"speaker":"Andy Hart","startTime":866.66,"endTime":868.1,"body":"going"},{"speaker":"Alan Smith","startTime":868.1,"endTime":871.52,"body":"to do this. It's"},{"speaker":"Alan Smith","startTime":868.1,"endTime":871.52,"body":"always going on. It's absolutely"},{"speaker":"Alan Smith","startTime":871.52,"endTime":873.8,"body":"crazy. I don't know about you"},{"speaker":"Alan Smith","startTime":871.52,"endTime":873.8,"body":"guys, but speaking to my"},{"speaker":"Alan Smith","startTime":873.8,"endTime":877.4,"body":"colleagues, Shambles the the"},{"speaker":"Alan Smith","startTime":873.8,"endTime":877.4,"body":"amount of inbound that that"},{"speaker":"Alan Smith","startTime":877.4,"endTime":879.74,"body":"therefore generates from"},{"speaker":"Alan Smith","startTime":877.4,"endTime":879.74,"body":"clients. I've just read this."},{"speaker":"Alan Smith","startTime":879.74,"endTime":882.1,"body":"What do you think? And people"},{"speaker":"Alan Smith","startTime":879.74,"endTime":882.1,"body":"just say to you, what do you"},{"speaker":"Alan Smith","startTime":882.1,"endTime":885.28,"body":"think we should do? Of course,"},{"speaker":"Alan Smith","startTime":882.1,"endTime":885.28,"body":"we all take the standard stance,"},{"speaker":"Alan Smith","startTime":885.28,"endTime":888.34,"body":"which is, well, until it's fact,"},{"speaker":"Alan Smith","startTime":885.28,"endTime":888.34,"body":"we can't really take any action"},{"speaker":"Alan Smith","startTime":888.34,"endTime":893.14,"body":"on it. But it does generate a"},{"speaker":"Alan Smith","startTime":888.34,"endTime":893.14,"body":"lot of client communication."},{"speaker":"Andy Hart","startTime":893.5,"endTime":895.6,"body":"Well, again, it's"},{"speaker":"Andy Hart","startTime":893.5,"endTime":895.6,"body":"probably played into our hands."},{"speaker":"Andy Hart","startTime":895.6,"endTime":898.36,"body":"Again, the point we mentioned"},{"speaker":"Andy Hart","startTime":895.6,"endTime":898.36,"body":"before, because they're"},{"speaker":"Andy Hart","startTime":898.36,"endTime":901.5,"body":"inundated every day. The"},{"speaker":"Andy Hart","startTime":898.36,"endTime":901.5,"body":"morning, it's going to do that."},{"speaker":"Andy Hart","startTime":901.5,"endTime":903.96,"body":"In the afternoon, it's going to"},{"speaker":"Andy Hart","startTime":901.5,"endTime":903.96,"body":"do this. So in some ways, a lot"},{"speaker":"Andy Hart","startTime":903.96,"endTime":907.56,"body":"of clients are a little bit"},{"speaker":"Andy Hart","startTime":903.96,"endTime":907.56,"body":"paralyzed in terms of, you know,"},{"speaker":"Andy Hart","startTime":907.56,"endTime":910.98,"body":"if it was just one huge change"},{"speaker":"Andy Hart","startTime":907.56,"endTime":910.98,"body":"that they were speculating on,"},{"speaker":"Andy Hart","startTime":911.34,"endTime":914.94,"body":"maybe clients would be, you"},{"speaker":"Andy Hart","startTime":911.34,"endTime":914.94,"body":"know, a bit more on the front"},{"speaker":"Andy Hart","startTime":914.94,"endTime":915.42,"body":"foot, because"},{"speaker":"Alan Smith","startTime":915.42,"endTime":917.82,"body":"income tax rates are"},{"speaker":"Alan Smith","startTime":915.42,"endTime":917.82,"body":"going up so quickly. What should"},{"speaker":"Alan Smith","startTime":917.82,"endTime":918.96,"body":"we do?"},{"speaker":"Andy Hart","startTime":918.96,"endTime":922.04,"body":"Ni is going up, and"},{"speaker":"Andy Hart","startTime":918.96,"endTime":922.04,"body":"Ni's going up, and this is going"},{"speaker":"Andy Hart","startTime":922.04,"endTime":925.28,"body":"to be pulled, and tax free cash"},{"speaker":"Andy Hart","startTime":922.04,"endTime":925.28,"body":"is going and thresholds."},{"speaker":"Alan Smith","startTime":925.34,"endTime":928.46,"body":"What's your view,"},{"speaker":"Alan Smith","startTime":925.34,"endTime":928.46,"body":"you boys in terms of some people"},{"speaker":"Alan Smith","startTime":928.46,"endTime":931.04,"body":"say, Well, you shouldn't even"},{"speaker":"Alan Smith","startTime":928.46,"endTime":931.04,"body":"talk about it. It's newspaper"},{"speaker":"Alan Smith","startTime":931.04,"endTime":934.22,"body":"press speculation. But my"},{"speaker":"Alan Smith","startTime":931.04,"endTime":934.22,"body":"understanding is a lot of this"},{"speaker":"Alan Smith","startTime":934.22,"endTime":936.56,"body":"is fed from the treasury, just"},{"speaker":"Alan Smith","startTime":934.22,"endTime":936.56,"body":"to test the water."},{"speaker":"Nick Lincoln","startTime":936.68,"endTime":938.3,"body":"Shall? I was"},{"speaker":"Nick Lincoln","startTime":936.68,"endTime":938.3,"body":"thinking about this maybe for"},{"speaker":"Nick Lincoln","startTime":938.3,"endTime":940.94,"body":"our next meat in potatoes, which"},{"speaker":"Nick Lincoln","startTime":938.3,"endTime":940.94,"body":"is prior to the budget. And we"},{"speaker":"Nick Lincoln","startTime":940.94,"endTime":943.54,"body":"don't often make we don't go"},{"speaker":"Nick Lincoln","startTime":940.94,"endTime":943.54,"body":"into prognostications or"},{"speaker":"Nick Lincoln","startTime":943.54,"endTime":945.76,"body":"forecast, but this one is,"},{"speaker":"Nick Lincoln","startTime":943.54,"endTime":945.76,"body":"there's so much going on we"},{"speaker":"Nick Lincoln","startTime":945.76,"endTime":946.06,"body":"could"},{"speaker":"Alan Smith","startTime":946.3,"endTime":948.76,"body":"do. What do we think"},{"speaker":"Alan Smith","startTime":946.3,"endTime":948.76,"body":"the next MMP is after the"},{"speaker":"Alan Smith","startTime":948.76,"endTime":949.12,"body":"budget?"},{"speaker":"Nick Lincoln","startTime":950.62,"endTime":953.98,"body":"The next MMP is 14"},{"speaker":"Nick Lincoln","startTime":950.62,"endTime":953.98,"body":"days, I think, yes, come out"},{"speaker":"Nick Lincoln","startTime":953.98,"endTime":956.38,"body":"with which case our"},{"speaker":"Nick Lincoln","startTime":953.98,"endTime":956.38,"body":"prognostications will all be"},{"speaker":"Nick Lincoln","startTime":956.38,"endTime":960.46,"body":"right. Okay, you're right. I"},{"speaker":"Nick Lincoln","startTime":956.38,"endTime":960.46,"body":"don't know. It's a shambles."},{"speaker":"Nick Lincoln","startTime":960.46,"endTime":963.66,"body":"It's a shambles. It's a complete"},{"speaker":"Nick Lincoln","startTime":960.46,"endTime":963.66,"body":"shit show, isn't it? This really"},{"speaker":"Nick Lincoln","startTime":963.66,"endTime":967.02,"body":"is a shit show. Okay, off the"},{"speaker":"Nick Lincoln","startTime":963.66,"endTime":967.02,"body":"cuff. That off the cuff thing,"},{"speaker":"Nick Lincoln","startTime":967.14,"endTime":970.44,"body":"one thing each guy is that you,"},{"speaker":"Nick Lincoln","startTime":967.14,"endTime":970.44,"body":"you hang your hat on. They're"},{"speaker":"Nick Lincoln","startTime":970.44,"endTime":972.42,"body":"gonna, I'm gonna go with the"},{"speaker":"Nick Lincoln","startTime":970.44,"endTime":972.42,"body":"easy load, hanging fruit. I"},{"speaker":"Nick Lincoln","startTime":972.42,"endTime":974.82,"body":"reckon they're gonna raise"},{"speaker":"Nick Lincoln","startTime":972.42,"endTime":974.82,"body":"capital gains tax percent that"},{"speaker":"Nick Lincoln","startTime":974.82,"endTime":978.84,"body":"the tax rates higher. Next"},{"speaker":"Nick Lincoln","startTime":974.82,"endTime":978.84,"body":"quick, punchy, come"},{"speaker":"Alan Smith","startTime":1008.88,"endTime":1012.5,"body":"on go. The going to"},{"speaker":"Alan Smith","startTime":1008.88,"endTime":1012.5,"body":"cap the amount that you can put"},{"speaker":"Alan Smith","startTime":1012.5,"endTime":1017.3,"body":"into a pension using salary"},{"speaker":"Alan Smith","startTime":1012.5,"endTime":1017.3,"body":"sacrifice or with no ni"},{"speaker":"Alan Smith","startTime":1017.3,"endTime":1018.1999999999999,"body":"contributions."},{"speaker":"Andy Hart","startTime":1018.5,"endTime":1021.74,"body":"Ultra, no"},{"speaker":"Andy Hart","startTime":1018.5,"endTime":1021.74,"body":"predictions, no predictions."},{"speaker":"Andy Hart","startTime":1021.8,"endTime":1021.98,"body":"Okay,"},{"speaker":"Nick Lincoln","startTime":1021.98,"endTime":1023.78,"body":"I'll do Ultra one"},{"speaker":"Nick Lincoln","startTime":1021.98,"endTime":1023.78,"body":"for him. They're going to get"},{"speaker":"Nick Lincoln","startTime":1023.78,"endTime":1027.26,"body":"rid of the CGT, wipe off on"},{"speaker":"Nick Lincoln","startTime":1023.78,"endTime":1027.26,"body":"death. Okay, there we go, moving"},{"speaker":"Nick Lincoln","startTime":1027.26,"endTime":1027.8600000000001,"body":"through the Oh, yeah, that"},{"speaker":"Andy Hart","startTime":1027.98,"endTime":1030.08,"body":"would be an"},{"speaker":"Andy Hart","startTime":1027.98,"endTime":1030.08,"body":"interesting one. Nick the CGT,"},{"speaker":"Andy Hart","startTime":1030.08,"endTime":1033.52,"body":"uplift on there? Yeah, well,"},{"speaker":"Andy Hart","startTime":1030.08,"endTime":1033.52,"body":"it's not, well,"},{"speaker":"Nick Lincoln","startTime":1033.76,"endTime":1035.56,"body":"it's not really"},{"speaker":"Nick Lincoln","startTime":1033.76,"endTime":1035.56,"body":"all you doing. You're getting"},{"speaker":"Nick Lincoln","startTime":1035.68,"endTime":1039.28,"body":"taxed for inflation. I mean, if"},{"speaker":"Nick Lincoln","startTime":1035.68,"endTime":1039.28,"body":"they bring anyway, but they"},{"speaker":"Nick Lincoln","startTime":1039.28,"endTime":1043.42,"body":"don't care. They don't care. So"},{"speaker":"Nick Lincoln","startTime":1039.28,"endTime":1043.42,"body":"what's next on the slate? We did"},{"speaker":"Nick Lincoln","startTime":1043.48,"endTime":1046.78,"body":"the budget. Okay. Well, yeah,"},{"speaker":"Nick Lincoln","startTime":1043.48,"endTime":1046.78,"body":"okay, so we Rachel Reeves'"},{"speaker":"Nick Lincoln","startTime":1046.78,"endTime":1049.1200000000001,"body":"Mansion House speech of last"},{"speaker":"Nick Lincoln","startTime":1046.78,"endTime":1049.1200000000001,"body":"year, in which she sort of"},{"speaker":"Nick Lincoln","startTime":1049.3,"endTime":1052.26,"body":"suggested further that private"},{"speaker":"Nick Lincoln","startTime":1049.3,"endTime":1052.26,"body":"equity has got to get involved"},{"speaker":"Nick Lincoln","startTime":1052.26,"endTime":1055.26,"body":"more in pension funds, or"},{"speaker":"Nick Lincoln","startTime":1052.26,"endTime":1055.26,"body":"rather, the way around, that"},{"speaker":"Nick Lincoln","startTime":1055.56,"endTime":1059.28,"body":"pension funds need to invest"},{"speaker":"Nick Lincoln","startTime":1055.56,"endTime":1059.28,"body":"more in UK equities. We've now"},{"speaker":"Nick Lincoln","startTime":1059.28,"endTime":1063.24,"body":"got the science, science and"},{"speaker":"Nick Lincoln","startTime":1059.28,"endTime":1063.24,"body":"tech committee, another room"},{"speaker":"Nick Lincoln","startTime":1063.24,"endTime":1065.76,"body":"full of the unemployed in suits"},{"speaker":"Nick Lincoln","startTime":1063.24,"endTime":1065.76,"body":"who have come out with another"},{"speaker":"Nick Lincoln","startTime":1065.76,"endTime":1068.1599999999999,"body":"report on the back of the"},{"speaker":"Nick Lincoln","startTime":1065.76,"endTime":1068.1599999999999,"body":"Mansion House reforms. I read"},{"speaker":"Nick Lincoln","startTime":1068.1599999999999,"endTime":1070.86,"body":"this paragraph verbatim. This is"},{"speaker":"Nick Lincoln","startTime":1068.1599999999999,"endTime":1070.86,"body":"what this committee said. So"},{"speaker":"Nick Lincoln","startTime":1071.1599999999999,"endTime":1073.3999999999999,"body":"just listen to what I'm saying"},{"speaker":"Nick Lincoln","startTime":1071.1599999999999,"endTime":1073.3999999999999,"body":"here and listen to the"},{"speaker":"Nick Lincoln","startTime":1073.3999999999999,"endTime":1076.82,"body":"arrogance. We do not believe"},{"speaker":"Nick Lincoln","startTime":1073.3999999999999,"endTime":1076.82,"body":"that the average contributor to"},{"speaker":"Nick Lincoln","startTime":1076.82,"endTime":1080.36,"body":"you to a UK pension fund would"},{"speaker":"Nick Lincoln","startTime":1076.82,"endTime":1080.36,"body":"think it is right that most of"},{"speaker":"Nick Lincoln","startTime":1080.36,"endTime":1083.18,"body":"their contributions should go to"},{"speaker":"Nick Lincoln","startTime":1080.36,"endTime":1083.18,"body":"boost overseas economies"},{"speaker":"Nick Lincoln","startTime":1083.3,"endTime":1087.26,"body":"starving their own country of"},{"speaker":"Nick Lincoln","startTime":1083.3,"endTime":1087.26,"body":"investment. The government"},{"speaker":"Nick Lincoln","startTime":1087.26,"endTime":1092.02,"body":"should ask pension funds ask to"},{"speaker":"Nick Lincoln","startTime":1087.26,"endTime":1092.02,"body":"survey their active contributors"},{"speaker":"Nick Lincoln","startTime":1092.8,"endTime":1095.5,"body":"on this matter and respond"},{"speaker":"Nick Lincoln","startTime":1092.8,"endTime":1095.5,"body":"accordingly, the government"},{"speaker":"Nick Lincoln","startTime":1095.5,"endTime":1099.1599999999999,"body":"should reserve powers including"},{"speaker":"Nick Lincoln","startTime":1095.5,"endTime":1099.1599999999999,"body":"mandation and withholding tax"},{"speaker":"Nick Lincoln","startTime":1099.1599999999999,"endTime":1102.94,"body":"relief from funds that fail to"},{"speaker":"Nick Lincoln","startTime":1099.1599999999999,"endTime":1102.94,"body":"meet their mansion house"},{"speaker":"Nick Lincoln","startTime":1102.94,"endTime":1107.56,"body":"targets. This is the iron fist"},{"speaker":"Nick Lincoln","startTime":1102.94,"endTime":1107.56,"body":"in the glove approach. It is"},{"speaker":"Nick Lincoln","startTime":1107.56,"endTime":1112.1399999999999,"body":"naked, naked interference with"},{"speaker":"Nick Lincoln","startTime":1107.56,"endTime":1112.1399999999999,"body":"with with pension funds and the"},{"speaker":"Nick Lincoln","startTime":1112.1399999999999,"endTime":1114.78,"body":"pension fund members on what"},{"speaker":"Nick Lincoln","startTime":1112.1399999999999,"endTime":1114.78,"body":"they do. Most pension fund"},{"speaker":"Nick Lincoln","startTime":1114.78,"endTime":1118.5,"body":"members don't give a monkeys."},{"speaker":"Nick Lincoln","startTime":1114.78,"endTime":1118.5,"body":"And to be honest with you, if I"},{"speaker":"Nick Lincoln","startTime":1118.5,"endTime":1120.8999999999999,"body":"was Joe Public and just had a"},{"speaker":"Nick Lincoln","startTime":1118.5,"endTime":1120.8999999999999,"body":"smattering of knowledge about"},{"speaker":"Nick Lincoln","startTime":1120.8999999999999,"endTime":1123.48,"body":"world markets, I'd be thinking,"},{"speaker":"Nick Lincoln","startTime":1120.8999999999999,"endTime":1123.48,"body":"I hope I've invested in you in"},{"speaker":"Nick Lincoln","startTime":1123.48,"endTime":1126.06,"body":"the USA for the last 20 years,"},{"speaker":"Nick Lincoln","startTime":1123.48,"endTime":1126.06,"body":"and not the UK, because, from"},{"speaker":"Nick Lincoln","startTime":1126.06,"endTime":1128.8799999999999,"body":"what I understand from page 17"},{"speaker":"Nick Lincoln","startTime":1126.06,"endTime":1128.8799999999999,"body":"of the sun, the UK stock market"},{"speaker":"Nick Lincoln","startTime":1128.8799999999999,"endTime":1132.32,"body":"is down three fifths of Jack all"},{"speaker":"Nick Lincoln","startTime":1128.8799999999999,"endTime":1132.32,"body":"so another terrible idea,"},{"speaker":"Nick Lincoln","startTime":1132.32,"endTime":1135.08,"body":"coercing pension funds to invest"},{"speaker":"Nick Lincoln","startTime":1132.32,"endTime":1135.08,"body":"in the UK stock market in some"},{"speaker":"Nick Lincoln","startTime":1135.56,"endTime":1139.82,"body":"lame, harebrained scheme to get"},{"speaker":"Nick Lincoln","startTime":1135.56,"endTime":1139.82,"body":"the UK stock market going again."},{"speaker":"Nick Lincoln","startTime":1139.82,"endTime":1142.52,"body":"It doesn't work that way."},{"speaker":"Nick Lincoln","startTime":1139.82,"endTime":1142.52,"body":"Capital flows freely. It's like"},{"speaker":"Nick Lincoln","startTime":1142.52,"endTime":1146.12,"body":"water. You can't you can't"},{"speaker":"Nick Lincoln","startTime":1142.52,"endTime":1146.12,"body":"corral it. Guys, what do you"},{"speaker":"Nick Lincoln","startTime":1146.12,"endTime":1146.36,"body":"think"},{"speaker":"Alan Smith","startTime":1146.96,"endTime":1150.02,"body":"I've got my hand up"},{"speaker":"Alan Smith","startTime":1146.96,"endTime":1150.02,"body":"Nick because I read that's the"},{"speaker":"Alan Smith","startTime":1150.08,"endTime":1154.06,"body":"House of Lords report came out"},{"speaker":"Alan Smith","startTime":1150.08,"endTime":1154.06,"body":"last week. Yeah, House of Lords,"},{"speaker":"Alan Smith","startTime":1154.06,"endTime":1156.46,"body":"Science and Technology"},{"speaker":"Alan Smith","startTime":1154.06,"endTime":1156.46,"body":"Committee, yeah, yeah, which I"},{"speaker":"Alan Smith","startTime":1156.82,"endTime":1163.0,"body":"read in detail and broadly"},{"speaker":"Alan Smith","startTime":1156.82,"endTime":1163.0,"body":"speaking. Well, it's, it's,"},{"speaker":"Alan Smith","startTime":1163.06,"endTime":1167.44,"body":"it's, it's thoughtful and"},{"speaker":"Alan Smith","startTime":1163.06,"endTime":1167.44,"body":"positive in a range of its its"},{"speaker":"Alan Smith","startTime":1167.44,"endTime":1171.42,"body":"ideas and suggestions. The"},{"speaker":"Alan Smith","startTime":1167.44,"endTime":1171.42,"body":"fundamental issue here is that"},{"speaker":"Alan Smith","startTime":1171.42,"endTime":1175.1399999999999,"body":"the UK kind of entrepreneurial"},{"speaker":"Alan Smith","startTime":1171.42,"endTime":1175.1399999999999,"body":"startup scene is on its knees."},{"speaker":"Alan Smith","startTime":1175.3799999999999,"endTime":1177.72,"body":"There's all sorts of issues. We"},{"speaker":"Alan Smith","startTime":1175.3799999999999,"endTime":1177.72,"body":"already talked about them. We'll"},{"speaker":"Alan Smith","startTime":1177.72,"endTime":1181.5,"body":"talk about them again in terms"},{"speaker":"Alan Smith","startTime":1177.72,"endTime":1181.5,"body":"of government policy, tax policy"},{"speaker":"Alan Smith","startTime":1181.5,"endTime":1185.94,"body":"and what have you. But it is"},{"speaker":"Alan Smith","startTime":1181.5,"endTime":1185.94,"body":"very, very difficult for early"},{"speaker":"Alan Smith","startTime":1185.94,"endTime":1190.58,"body":"stage companies to raise money"},{"speaker":"Alan Smith","startTime":1185.94,"endTime":1190.58,"body":"in the UK for all the reasons"},{"speaker":"Alan Smith","startTime":1190.58,"endTime":1193.8799999999999,"body":"that it goes into in that"},{"speaker":"Alan Smith","startTime":1190.58,"endTime":1193.8799999999999,"body":"report. So a lot of them, some"},{"speaker":"Alan Smith","startTime":1193.8799999999999,"endTime":1196.8799999999999,"body":"that I know, I certainly know"},{"speaker":"Alan Smith","startTime":1193.8799999999999,"endTime":1196.8799999999999,"body":"some that Andy knows, they they"},{"speaker":"Alan Smith","startTime":1196.8799999999999,"endTime":1200.3,"body":"list in the US, or they raise"},{"speaker":"Alan Smith","startTime":1196.8799999999999,"endTime":1200.3,"body":"funds in the US, and a lot of"},{"speaker":"Alan Smith","startTime":1200.3,"endTime":1204.8,"body":"that capital flows outside of"},{"speaker":"Alan Smith","startTime":1200.3,"endTime":1204.8,"body":"the UK anyway. And this is me."},{"speaker":"Alan Smith","startTime":1204.8,"endTime":1207.5,"body":"I'm going kind of back on what I"},{"speaker":"Alan Smith","startTime":1204.8,"endTime":1207.5,"body":"have said before, but I'm"},{"speaker":"Alan Smith","startTime":1207.5,"endTime":1210.8799999999999,"body":"beginning to understand this a"},{"speaker":"Alan Smith","startTime":1207.5,"endTime":1210.8799999999999,"body":"bit more. This is, I think it's"},{"speaker":"Alan Smith","startTime":1210.8799999999999,"endTime":1213.7,"body":"not reasonable that pension"},{"speaker":"Alan Smith","startTime":1210.8799999999999,"endTime":1213.7,"body":"funds should be forced to buy,"},{"speaker":"Alan Smith","startTime":1213.7,"endTime":1217.6599999999999,"body":"you know, big listed UK"},{"speaker":"Alan Smith","startTime":1213.7,"endTime":1217.6599999999999,"body":"companies, as we know, most of"},{"speaker":"Alan Smith","startTime":1217.6599999999999,"endTime":1222.3999999999999,"body":"them make most of their revenue"},{"speaker":"Alan Smith","startTime":1217.6599999999999,"endTime":1222.3999999999999,"body":"overseas. Some of them are"},{"speaker":"Alan Smith","startTime":1222.3999999999999,"endTime":1225.1,"body":"headquarters overseas. They just"},{"speaker":"Alan Smith","startTime":1222.3999999999999,"endTime":1225.1,"body":"happen to be listed in a London"},{"speaker":"Alan Smith","startTime":1225.1,"endTime":1229.24,"body":"Stock Exchange. I think with all"},{"speaker":"Alan Smith","startTime":1225.1,"endTime":1229.24,"body":"the tax breaks that pensions"},{"speaker":"Alan Smith","startTime":1229.24,"endTime":1231.3,"body":"get, I don't think. As a"},{"speaker":"Alan Smith","startTime":1229.24,"endTime":1231.3,"body":"starting point. It's not"},{"speaker":"Alan Smith","startTime":1231.3,"endTime":1235.02,"body":"unreasonable that they could"},{"speaker":"Alan Smith","startTime":1231.3,"endTime":1235.02,"body":"start off by surveying their"},{"speaker":"Alan Smith","startTime":1235.02,"endTime":1238.74,"body":"members and saying, Would you be"},{"speaker":"Alan Smith","startTime":1235.02,"endTime":1238.74,"body":"willing to have a small"},{"speaker":"Alan Smith","startTime":1238.74,"endTime":1243.0,"body":"allocation, I'm talking one to"},{"speaker":"Alan Smith","startTime":1238.74,"endTime":1243.0,"body":"2% of an overall pension fund in"},{"speaker":"Alan Smith","startTime":1243.42,"endTime":1247.44,"body":"innovative UK startups, AI"},{"speaker":"Alan Smith","startTime":1243.42,"endTime":1247.44,"body":"companies, tech companies,"},{"speaker":"Alan Smith","startTime":1247.44,"endTime":1250.7,"body":"biotech, that sort of thing. Is"},{"speaker":"Alan Smith","startTime":1247.44,"endTime":1250.7,"body":"a very small percentage, because"},{"speaker":"Alan Smith","startTime":1250.7,"endTime":1253.76,"body":"they are there are very, very"},{"speaker":"Alan Smith","startTime":1250.7,"endTime":1253.76,"body":"generous tax breaks that"},{"speaker":"Alan Smith","startTime":1253.76,"endTime":1256.46,"body":"everyone, all of us, benefit."},{"speaker":"Alan Smith","startTime":1253.76,"endTime":1256.46,"body":"Not generous. They're"},{"speaker":"Nick Lincoln","startTime":1256.46,"endTime":1258.3799999999999,"body":"not generous tax"},{"speaker":"Nick Lincoln","startTime":1256.46,"endTime":1258.3799999999999,"body":"breaks. They just don't get"},{"speaker":"Nick Lincoln","startTime":1258.3799999999999,"endTime":1261.2,"body":"taxed to bug we like everybody"},{"speaker":"Nick Lincoln","startTime":1258.3799999999999,"endTime":1261.2,"body":"else. That's not the same thing,"},{"speaker":"Nick Lincoln","startTime":1261.92,"endTime":1263.72,"body":"yeah, but it's"},{"speaker":"Alan Smith","startTime":1263.72,"endTime":1267.32,"body":"a fundamental issue"},{"speaker":"Alan Smith","startTime":1263.72,"endTime":1267.32,"body":"for, you know, the next"},{"speaker":"Alan Smith","startTime":1267.32,"endTime":1267.92,"body":"generation of"},{"speaker":"Nick Lincoln","startTime":1267.92,"endTime":1269.54,"body":"British but"},{"speaker":"Nick Lincoln","startTime":1267.92,"endTime":1269.54,"body":"address the underlying issue,"},{"speaker":"Nick Lincoln","startTime":1269.8999999999999,"endTime":1272.86,"body":"why don't these companies? Why"},{"speaker":"Nick Lincoln","startTime":1269.8999999999999,"endTime":1272.86,"body":"don't these funds it? Why don't"},{"speaker":"Nick Lincoln","startTime":1272.86,"endTime":1274.96,"body":"these startups get the"},{"speaker":"Nick Lincoln","startTime":1272.86,"endTime":1274.96,"body":"investment address the bloody"},{"speaker":"Nick Lincoln","startTime":1274.96,"endTime":1278.5,"body":"cause? Don't put another band"},{"speaker":"Nick Lincoln","startTime":1274.96,"endTime":1278.5,"body":"aid over the wound. Why don't"},{"speaker":"Nick Lincoln","startTime":1278.5,"endTime":1280.0,"body":"people invest in these startups?"},{"speaker":"Alan Smith","startTime":1280.06,"endTime":1282.82,"body":"Well, it's there's a"},{"speaker":"Alan Smith","startTime":1280.06,"endTime":1282.82,"body":"range of suggestions that are"},{"speaker":"Alan Smith","startTime":1283.06,"endTime":1285.46,"body":"made consequences. There's a"},{"speaker":"Alan Smith","startTime":1283.06,"endTime":1285.46,"body":"whole list of things. You're"},{"speaker":"Alan Smith","startTime":1285.46,"endTime":1287.86,"body":"absolutely right, but the"},{"speaker":"Alan Smith","startTime":1285.46,"endTime":1287.86,"body":"fundamental thing, you've got to"},{"speaker":"Alan Smith","startTime":1287.86,"endTime":1290.82,"body":"create an attractive economy."},{"speaker":"Alan Smith","startTime":1287.86,"endTime":1290.82,"body":"But right now, it is very, very"},{"speaker":"Alan Smith","startTime":1290.82,"endTime":1294.06,"body":"difficult for any early stage"},{"speaker":"Alan Smith","startTime":1290.82,"endTime":1294.06,"body":"company within the first 123,"},{"speaker":"Alan Smith","startTime":1294.36,"endTime":1296.82,"body":"years to even get off the"},{"speaker":"Alan Smith","startTime":1294.36,"endTime":1296.82,"body":"ground. And those with good"},{"speaker":"Alan Smith","startTime":1296.82,"endTime":1301.32,"body":"ideas and innovation, they're"},{"speaker":"Alan Smith","startTime":1296.82,"endTime":1301.32,"body":"just upping sticks. And so I'm"},{"speaker":"Alan Smith","startTime":1301.32,"endTime":1304.44,"body":"just thinking the next 10 or 20"},{"speaker":"Alan Smith","startTime":1301.32,"endTime":1304.44,"body":"years in this country, and all"},{"speaker":"Alan Smith","startTime":1304.44,"endTime":1307.32,"body":"the examples given, there's"},{"speaker":"Alan Smith","startTime":1304.44,"endTime":1307.32,"body":"examples within that report. I"},{"speaker":"Alan Smith","startTime":1307.32,"endTime":1310.46,"body":"think of things like Deep Mind,"},{"speaker":"Alan Smith","startTime":1307.32,"endTime":1310.46,"body":"which Andy knows, which was"},{"speaker":"Alan Smith","startTime":1310.46,"endTime":1314.18,"body":"bought by Google and for 500"},{"speaker":"Alan Smith","startTime":1310.46,"endTime":1314.18,"body":"million, or something like that,"},{"speaker":"Alan Smith","startTime":1314.18,"endTime":1317.54,"body":"or 400 some, some low figure"},{"speaker":"Alan Smith","startTime":1314.18,"endTime":1317.54,"body":"anyway, and it's now worth 10s"},{"speaker":"Alan Smith","startTime":1317.54,"endTime":1321.86,"body":"of billions. And there are so"},{"speaker":"Alan Smith","startTime":1317.54,"endTime":1321.86,"body":"many companies UK, you know,"},{"speaker":"Alan Smith","startTime":1321.86,"endTime":1324.8,"body":"good companies worth a lot that"},{"speaker":"Alan Smith","startTime":1321.86,"endTime":1324.8,"body":"have all if they've been bought"},{"speaker":"Alan Smith","startTime":1324.8,"endTime":1329.48,"body":"by us, companies, Chinese,"},{"speaker":"Alan Smith","startTime":1324.8,"endTime":1329.48,"body":"companies, other non UK. And"},{"speaker":"Alan Smith","startTime":1329.48,"endTime":1332.5,"body":"it's just, you know, if we"},{"speaker":"Alan Smith","startTime":1329.48,"endTime":1332.5,"body":"continue to ignore this issue,"},{"speaker":"Alan Smith","startTime":1332.5,"endTime":1334.96,"body":"then it's just going to get"},{"speaker":"Alan Smith","startTime":1332.5,"endTime":1334.96,"body":"worse and worse. I'm not saying"},{"speaker":"Alan Smith","startTime":1334.96,"endTime":1337.42,"body":"that's the only thing. There's a"},{"speaker":"Alan Smith","startTime":1334.96,"endTime":1337.42,"body":"whole range of other things that"},{"speaker":"Alan Smith","startTime":1337.42,"endTime":1341.2,"body":"the country should do, but we"},{"speaker":"Alan Smith","startTime":1337.42,"endTime":1341.2,"body":"should start thinking in terms"},{"speaker":"Alan Smith","startTime":1341.2,"endTime":1344.44,"body":"of being more innovative, more"},{"speaker":"Alan Smith","startTime":1341.2,"endTime":1344.44,"body":"more creative, and thinking"},{"speaker":"Alan Smith","startTime":1344.44,"endTime":1346.84,"body":"about the next five and 10"},{"speaker":"Alan Smith","startTime":1344.44,"endTime":1346.84,"body":"years, because if you think"},{"speaker":"Alan Smith","startTime":1346.84,"endTime":1349.6599999999999,"body":"things are bad now they're going"},{"speaker":"Alan Smith","startTime":1346.84,"endTime":1349.6599999999999,"body":"to get a lot worse. Okay,"},{"speaker":"Nick Lincoln","startTime":1349.6599999999999,"endTime":1351.78,"body":"I'm going to start"},{"speaker":"Nick Lincoln","startTime":1349.6599999999999,"endTime":1351.78,"body":"up a company tomorrow, and I"},{"speaker":"Nick Lincoln","startTime":1351.78,"endTime":1355.1399999999999,"body":"want one reason not to a"},{"speaker":"Nick Lincoln","startTime":1351.78,"endTime":1355.1399999999999,"body":"proposed exit tax, right?"},{"speaker":"Nick Lincoln","startTime":1355.1399999999999,"endTime":1358.44,"body":"Exactly things. In"},{"speaker":"Alan Smith","startTime":1358.44,"endTime":1361.26,"body":"fact, that report,"},{"speaker":"Alan Smith","startTime":1358.44,"endTime":1361.26,"body":"interestingly, didn't even"},{"speaker":"Alan Smith","startTime":1361.26,"endTime":1363.48,"body":"mention tax. They didn't. That's"},{"speaker":"Alan Smith","startTime":1361.26,"endTime":1363.48,"body":"a whole"},{"speaker":"Nick Lincoln","startTime":1363.48,"endTime":1365.7,"body":"lot of other pain."},{"speaker":"Nick Lincoln","startTime":1363.48,"endTime":1365.7,"body":"The people that are tax rates"},{"speaker":"Nick Lincoln","startTime":1365.94,"endTime":1371.54,"body":"never want to mention tax. Those"},{"speaker":"Nick Lincoln","startTime":1365.94,"endTime":1371.54,"body":"anyway, right? Okay, so right"},{"speaker":"Nick Lincoln","startTime":1371.72,"endTime":1374.8999999999999,"body":"now that one down, no. Hands are"},{"speaker":"Nick Lincoln","startTime":1371.72,"endTime":1374.8999999999999,"body":"raised. Your hands still raised"},{"speaker":"Nick Lincoln","startTime":1374.8999999999999,"endTime":1378.92,"body":"on right Ultra Yes, give it. Go"},{"speaker":"Nick Lincoln","startTime":1374.8999999999999,"endTime":1378.92,"body":"on. Go on. It was good."},{"speaker":"Andy Hart","startTime":1378.92,"endTime":1382.3999999999999,"body":"Yeah, no, I'll get"},{"speaker":"Andy Hart","startTime":1378.92,"endTime":1382.3999999999999,"body":"this is a little bit self"},{"speaker":"Andy Hart","startTime":1382.3999999999999,"endTime":1386.12,"body":"indulgent, but I'm still on a"},{"speaker":"Andy Hart","startTime":1382.3999999999999,"endTime":1386.12,"body":"bit of a high from humans under"},{"speaker":"Andy Hart","startTime":1386.12,"endTime":1392.1399999999999,"body":"management. Last Last week, you"},{"speaker":"Andy Hart","startTime":1386.12,"endTime":1392.1399999999999,"body":"boys were there. I moved to a"},{"speaker":"Andy Hart","startTime":1392.1399999999999,"endTime":1399.1,"body":"new venue, the Pullman hotel,"},{"speaker":"Andy Hart","startTime":1392.1399999999999,"endTime":1399.1,"body":"sure theater. Lots of Trappists"},{"speaker":"Andy Hart","startTime":1399.1,"endTime":1403.12,"body":"were there. Yeah, no, it's,"},{"speaker":"Andy Hart","startTime":1399.1,"endTime":1403.12,"body":"yeah, awesome. I'm still going"},{"speaker":"Andy Hart","startTime":1403.12,"endTime":1405.58,"body":"through all the feedback and"},{"speaker":"Andy Hart","startTime":1403.12,"endTime":1405.58,"body":"tweaking for next year, but I"},{"speaker":"Andy Hart","startTime":1405.58,"endTime":1409.3,"body":"was pleased with how the new"},{"speaker":"Andy Hart","startTime":1405.58,"endTime":1409.3,"body":"venue went. I asked everybody"},{"speaker":"Andy Hart","startTime":1409.3,"endTime":1411.78,"body":"for a score out of 10, how do"},{"speaker":"Andy Hart","startTime":1409.3,"endTime":1411.78,"body":"you rate the overall conference?"},{"speaker":"Andy Hart","startTime":1411.78,"endTime":1415.44,"body":"And so far, it's the highest"},{"speaker":"Andy Hart","startTime":1411.78,"endTime":1415.44,"body":"score we've ever got. We're at"},{"speaker":"Andy Hart","startTime":1415.44,"endTime":1420.12,"body":"9.2 out of 10 for financial"},{"speaker":"Andy Hart","startTime":1415.44,"endTime":1420.12,"body":"services, financial advice"},{"speaker":"Andy Hart","startTime":1420.12,"endTime":1427.92,"body":"conference. That's pretty high."},{"speaker":"Andy Hart","startTime":1420.12,"endTime":1427.92,"body":"And the overall speaker scores"},{"speaker":"Andy Hart","startTime":1427.92,"endTime":1430.22,"body":"are, again, are crazily high."},{"speaker":"Andy Hart","startTime":1427.92,"endTime":1430.22,"body":"The overall speaker scores at"},{"speaker":"Andy Hart","startTime":1430.22,"endTime":1434.84,"body":"the moment, at 8.69 out of 10,"},{"speaker":"Andy Hart","startTime":1430.22,"endTime":1434.84,"body":"yes. Thank you to all the"},{"speaker":"Andy Hart","startTime":1434.84,"endTime":1438.08,"body":"exhibitors who came, Vanguard"},{"speaker":"Andy Hart","startTime":1434.84,"endTime":1438.08,"body":"and funman were there amongst"},{"speaker":"Andy Hart","startTime":1438.08,"endTime":1440.72,"body":"the other exhibitors. Thank you"},{"speaker":"Andy Hart","startTime":1438.08,"endTime":1440.72,"body":"to all the speakers who came,"},{"speaker":"Andy Hart","startTime":1440.78,"endTime":1445.22,"body":"and thank you to all of the"},{"speaker":"Andy Hart","startTime":1440.78,"endTime":1445.22,"body":"delegates, because without you,"},{"speaker":"Andy Hart","startTime":1445.22,"endTime":1449.36,"body":"we have no show. I'll be staying"},{"speaker":"Andy Hart","startTime":1445.22,"endTime":1449.36,"body":"at the same venue next year, but"},{"speaker":"Andy Hart","startTime":1449.6,"endTime":1453.8799999999999,"body":"tweaking, I think the main"},{"speaker":"Andy Hart","startTime":1449.6,"endTime":1453.8799999999999,"body":"feedback is, have a have another"},{"speaker":"Andy Hart","startTime":1453.8799999999999,"endTime":1456.58,"body":"fancy coffee cart. And a few"},{"speaker":"Andy Hart","startTime":1453.8799999999999,"endTime":1456.58,"body":"boys were there, but the venue"},{"speaker":"Andy Hart","startTime":1456.58,"endTime":1462.1599999999999,"body":"provides its own coffee. And"},{"speaker":"Andy Hart","startTime":1456.58,"endTime":1462.1599999999999,"body":"then I had to buy in another"},{"speaker":"Andy Hart","startTime":1462.1599999999999,"endTime":1465.1,"body":"coffee cart, and that was just"},{"speaker":"Andy Hart","startTime":1462.1599999999999,"endTime":1465.1,"body":"absolutely round all bloody day."},{"speaker":"Andy Hart","startTime":1465.1,"endTime":1468.3999999999999,"body":"So don't worry, I'm listening to"},{"speaker":"Andy Hart","startTime":1465.1,"endTime":1468.3999999999999,"body":"you. There'll be more fancy"},{"speaker":"Andy Hart","startTime":1468.3999999999999,"endTime":1471.6599999999999,"body":"coffee next year. And a couple"},{"speaker":"Andy Hart","startTime":1468.3999999999999,"endTime":1471.6599999999999,"body":"of other minor points. Daniel"},{"speaker":"Andy Hart","startTime":1471.6599999999999,"endTime":1474.6599999999999,"body":"Priestley, who lots of you may"},{"speaker":"Andy Hart","startTime":1471.6599999999999,"endTime":1474.6599999999999,"body":"know, finished off the show."},{"speaker":"Andy Hart","startTime":1474.6599999999999,"endTime":1478.3799999999999,"body":"That was good. I was speaking to"},{"speaker":"Andy Hart","startTime":1474.6599999999999,"endTime":1478.3799999999999,"body":"him for quite a while backstage."},{"speaker":"Andy Hart","startTime":1478.44,"endTime":1480.6599999999999,"body":"Smithy, you were backstage with"},{"speaker":"Andy Hart","startTime":1478.44,"endTime":1480.6599999999999,"body":"me for a while in the green"},{"speaker":"Alan Smith","startTime":1480.6599999999999,"endTime":1483.24,"body":"room, seeing the, oh"},{"speaker":"Alan Smith","startTime":1480.6599999999999,"endTime":1483.24,"body":"yeah, with all the celebrities"},{"speaker":"Alan Smith","startTime":1483.24,"endTime":1485.1599999999999,"body":"and keynote speakers and the"},{"speaker":"Andy Hart","startTime":1485.399,"endTime":1488.639,"body":"screen we had at the"},{"speaker":"Andy Hart","startTime":1485.399,"endTime":1488.639,"body":"event, it was, it was back lit,"},{"speaker":"Andy Hart","startTime":1488.639,"endTime":1490.819,"body":"so people were looking at a"},{"speaker":"Andy Hart","startTime":1488.639,"endTime":1490.819,"body":"screen. But imagine, like a"},{"speaker":"Andy Hart","startTime":1490.819,"endTime":1495.319,"body":"cinema that the screen has the"},{"speaker":"Andy Hart","startTime":1490.819,"endTime":1495.319,"body":"projector behind it, and you, at"},{"speaker":"Andy Hart","startTime":1495.319,"endTime":1498.199,"body":"one point, walked behind the"},{"speaker":"Andy Hart","startTime":1495.319,"endTime":1498.199,"body":"screen to go and sit down at the"},{"speaker":"Andy Hart","startTime":1499.1589999999999,"endTime":1502.9389999999999,"body":"at the sofas, and your image"},{"speaker":"Andy Hart","startTime":1499.1589999999999,"endTime":1502.9389999999999,"body":"head just walked across the"},{"speaker":"Andy Hart","startTime":1502.9389999999999,"endTime":1506.839,"body":"screen. Anyway, you boys were"},{"speaker":"Andy Hart","startTime":1502.9389999999999,"endTime":1506.839,"body":"there. What did you think? Over"},{"speaker":"Andy Hart","startTime":1506.839,"endTime":1507.619,"body":"to you, Smithy,"},{"speaker":"Unknown","startTime":1509.06,"endTime":1512.08,"body":"credit where it's due."},{"speaker":"Unknown","startTime":1509.06,"endTime":1512.08,"body":"Andy, honestly, you know, we'd"},{"speaker":"Unknown","startTime":1512.08,"endTime":1516.1,"body":"be the first to criticize you,"},{"speaker":"Unknown","startTime":1512.08,"endTime":1516.1,"body":"and we have been in the past."},{"speaker":"Unknown","startTime":1516.22,"endTime":1520.3,"body":"And I think, look, I've said"},{"speaker":"Unknown","startTime":1516.22,"endTime":1520.3,"body":"this to you personally for me,"},{"speaker":"Unknown","startTime":1520.3,"endTime":1523.0,"body":"and I've been to every single"},{"speaker":"Unknown","startTime":1520.3,"endTime":1523.0,"body":"one, I think Nick has as well,"},{"speaker":"Unknown","startTime":1523.0,"endTime":1526.0,"body":"every single one. And I've been"},{"speaker":"Unknown","startTime":1523.0,"endTime":1526.0,"body":"to Dublin, I've been to Cape"},{"speaker":"Unknown","startTime":1526.0,"endTime":1530.22,"body":"Town, and there was a time maybe"},{"speaker":"Unknown","startTime":1526.0,"endTime":1530.22,"body":"a couple of years ago, I. Was"},{"speaker":"Unknown","startTime":1530.22,"endTime":1533.22,"body":"thinking maybe it was just me. I"},{"speaker":"Unknown","startTime":1530.22,"endTime":1533.22,"body":"just been to a lot of it. It was"},{"speaker":"Unknown","startTime":1533.22,"endTime":1536.3999999999999,"body":"all got bit samey, same sort of"},{"speaker":"Unknown","startTime":1533.22,"endTime":1536.3999999999999,"body":"subject, same sort of thing."},{"speaker":"Unknown","startTime":1536.3999999999999,"endTime":1539.46,"body":"This one, you came flying back"},{"speaker":"Unknown","startTime":1536.3999999999999,"endTime":1539.46,"body":"with a vengeance. I thought this"},{"speaker":"Unknown","startTime":1539.46,"endTime":1544.2,"body":"was the best I'd ever attended."},{"speaker":"Unknown","startTime":1539.46,"endTime":1544.2,"body":"I saw pretty much all the"},{"speaker":"Unknown","startTime":1544.2,"endTime":1548.3999999999999,"body":"speakers, I think almost all of"},{"speaker":"Unknown","startTime":1544.2,"endTime":1548.3999999999999,"body":"them, and the one for me link,"},{"speaker":"Unknown","startTime":1548.8799999999999,"endTime":1553.34,"body":"apart from you, actually, that"},{"speaker":"Unknown","startTime":1548.8799999999999,"endTime":1553.34,"body":"was, that's one of the funniest"},{"speaker":"Unknown","startTime":1553.3999999999999,"endTime":1557.18,"body":"bits of the day, because you're"},{"speaker":"Unknown","startTime":1553.3999999999999,"endTime":1557.18,"body":"right, because none of us you,"},{"speaker":"Unknown","startTime":1557.48,"endTime":1560.18,"body":"it's worth saying that you"},{"speaker":"Unknown","startTime":1557.48,"endTime":1560.18,"body":"launched on stage first thing in"},{"speaker":"Unknown","startTime":1560.18,"endTime":1564.32,"body":"the morning. We've been"},{"speaker":"Unknown","startTime":1560.18,"endTime":1564.32,"body":"obviously socializing the day"},{"speaker":"Unknown","startTime":1564.32,"endTime":1569.6,"body":"before, and none of your fellow"},{"speaker":"Unknown","startTime":1564.32,"endTime":1569.6,"body":"track pack members had made it"},{"speaker":"Unknown","startTime":1569.6599999999999,"endTime":1572.08,"body":"quite on time. We're running a"},{"speaker":"Unknown","startTime":1569.6599999999999,"endTime":1572.08,"body":"few minutes late."},{"speaker":"Andy Hart","startTime":1574.6589999999999,"endTime":1576.459,"body":"All added to the"},{"speaker":"Andy Hart","startTime":1574.6589999999999,"endTime":1576.459,"body":"bands,"},{"speaker":"Nick Lincoln","startTime":1576.46,"endTime":1577.8999999999999,"body":"okay, yeah, it"},{"speaker":"Nick Lincoln","startTime":1576.46,"endTime":1577.8999999999999,"body":"was,"},{"speaker":"Alan Smith","startTime":1577.8999999999999,"endTime":1581.02,"body":"anyway, it was, it"},{"speaker":"Alan Smith","startTime":1577.8999999999999,"endTime":1581.02,"body":"was really good. And look"},{"speaker":"Alan Smith","startTime":1581.74,"endTime":1583.0,"body":"forward to doing it all again"},{"speaker":"Andy Hart","startTime":1583.0,"endTime":1584.74,"body":"next year. So"},{"speaker":"Andy Hart","startTime":1583.0,"endTime":1584.74,"body":"hopefully, yeah, you'll be"},{"speaker":"Andy Hart","startTime":1584.74,"endTime":1587.26,"body":"supporting me next year. Okay,"},{"speaker":"Andy Hart","startTime":1584.74,"endTime":1587.26,"body":"so that's enough hum for the"},{"speaker":"Andy Hart","startTime":1587.26,"endTime":1587.62,"body":"moment."},{"speaker":"Nick Lincoln","startTime":1587.8,"endTime":1590.08,"body":"Superb stuff. Over"},{"speaker":"Nick Lincoln","startTime":1587.8,"endTime":1590.08,"body":"to you. Okay, well, thank you,"},{"speaker":"Nick Lincoln","startTime":1590.08,"endTime":1593.3999999999999,"body":"and thanks. And it was, it was"},{"speaker":"Nick Lincoln","startTime":1590.08,"endTime":1593.3999999999999,"body":"superb. Moving on to moving on"},{"speaker":"Nick Lincoln","startTime":1593.3999999999999,"endTime":1596.94,"body":"to it's back to me, make this"},{"speaker":"Nick Lincoln","startTime":1593.3999999999999,"endTime":1596.94,"body":"snappy smithy, because it looks"},{"speaker":"Nick Lincoln","startTime":1596.94,"endTime":1598.8,"body":"like you can send the whole"},{"speaker":"Nick Lincoln","startTime":1596.94,"endTime":1598.8,"body":"audience to sleep."},{"speaker":"Alan Smith","startTime":1599.04,"endTime":1601.68,"body":"No, no, it's not. I"},{"speaker":"Alan Smith","startTime":1599.04,"endTime":1601.68,"body":"don't know about you boys, but"},{"speaker":"Alan Smith","startTime":1601.68,"endTime":1604.86,"body":"with all the aforementioned tax"},{"speaker":"Alan Smith","startTime":1601.68,"endTime":1604.86,"body":"changes, things getting"},{"speaker":"Alan Smith","startTime":1604.86,"endTime":1607.5,"body":"progressively worse across the"},{"speaker":"Alan Smith","startTime":1604.86,"endTime":1607.5,"body":"more traditional tax wrappers,"},{"speaker":"Alan Smith","startTime":1607.98,"endTime":1611.42,"body":"we're certainly finding"},{"speaker":"Alan Smith","startTime":1607.98,"endTime":1611.42,"body":"increasing demand or advice"},{"speaker":"Alan Smith","startTime":1611.42,"endTime":1614.12,"body":"given for bond wrappers, life"},{"speaker":"Alan Smith","startTime":1611.42,"endTime":1614.12,"body":"insurance, Bond wrappers,"},{"speaker":"Alan Smith","startTime":1614.12,"endTime":1617.3,"body":"onshore and particularly"},{"speaker":"Alan Smith","startTime":1614.12,"endTime":1617.3,"body":"offshore. I can't remember if I"},{"speaker":"Alan Smith","startTime":1617.3,"endTime":1619.58,"body":"mentioned that in the last"},{"speaker":"Alan Smith","startTime":1617.3,"endTime":1619.58,"body":"episode, but it's certainly"},{"speaker":"Alan Smith","startTime":1619.58,"endTime":1622.1,"body":"something I've had discussions"},{"speaker":"Alan Smith","startTime":1619.58,"endTime":1622.1,"body":"about the FT did a thing in the"},{"speaker":"Alan Smith","startTime":1622.1,"endTime":1625.34,"body":"last last weekend's Financial"},{"speaker":"Alan Smith","startTime":1622.1,"endTime":1625.34,"body":"Times saying that inflows to"},{"speaker":"Alan Smith","startTime":1625.34,"endTime":1628.8799999999999,"body":"offshore bonds have doubled in"},{"speaker":"Alan Smith","startTime":1625.34,"endTime":1628.8799999999999,"body":"the previous 12 months, because"},{"speaker":"Alan Smith","startTime":1628.8799999999999,"endTime":1632.08,"body":"as capital gains tax gets"},{"speaker":"Alan Smith","startTime":1628.8799999999999,"endTime":1632.08,"body":"impacted as pensions come into"},{"speaker":"Alan Smith","startTime":1632.08,"endTime":1635.68,"body":"the inheritance tax estate bonds"},{"speaker":"Alan Smith","startTime":1632.08,"endTime":1635.68,"body":"are kind of making a worthy"},{"speaker":"Alan Smith","startTime":1635.68,"endTime":1638.44,"body":"comeback as part of your"},{"speaker":"Alan Smith","startTime":1635.68,"endTime":1638.44,"body":"investment and Tax Planning"},{"speaker":"Alan Smith","startTime":1639.04,"endTime":1642.8799999999999,"body":"Toolkit, and we're certainly"},{"speaker":"Alan Smith","startTime":1639.04,"endTime":1642.8799999999999,"body":"experiencing that. That's the"},{"speaker":"Alan Smith","startTime":1642.8799999999999,"endTime":1645.94,"body":"first thing to say, interesting"},{"speaker":"Alan Smith","startTime":1642.8799999999999,"endTime":1645.94,"body":"observation, and the second"},{"speaker":"Alan Smith","startTime":1645.94,"endTime":1651.12,"body":"thing is mentioned them before"},{"speaker":"Alan Smith","startTime":1645.94,"endTime":1651.12,"body":"as well, but a company called"},{"speaker":"Alan Smith","startTime":1651.12,"endTime":1656.28,"body":"Firenze, who are an independent"},{"speaker":"Alan Smith","startTime":1651.12,"endTime":1656.28,"body":"Lombard lender, which in other"},{"speaker":"Alan Smith","startTime":1656.28,"endTime":1659.6399999999999,"body":"words, they will lend money"},{"speaker":"Alan Smith","startTime":1656.28,"endTime":1659.6399999999999,"body":"against portfolios."},{"speaker":"Alan Smith","startTime":1660.3,"endTime":1664.1399999999999,"body":"Historically, only done it on"},{"speaker":"Alan Smith","startTime":1660.3,"endTime":1664.1399999999999,"body":"GIS and isas. They are now"},{"speaker":"Alan Smith","startTime":1664.1399999999999,"endTime":1668.94,"body":"rolling this out for bonds. So"},{"speaker":"Alan Smith","startTime":1664.1399999999999,"endTime":1668.94,"body":"this is a sort of this is where"},{"speaker":"Alan Smith","startTime":1669.0,"endTime":1671.42,"body":"our clients, and particularly"},{"speaker":"Alan Smith","startTime":1669.0,"endTime":1671.42,"body":"the high net worths and super"},{"speaker":"Alan Smith","startTime":1671.42,"endTime":1675.26,"body":"wealthy ones are able to use"},{"speaker":"Alan Smith","startTime":1671.42,"endTime":1675.26,"body":"some of the tools that they you"},{"speaker":"Alan Smith","startTime":1675.26,"endTime":1677.78,"body":"know, the billionaires, what"},{"speaker":"Alan Smith","startTime":1675.26,"endTime":1677.78,"body":"have you been using for years?"},{"speaker":"Alan Smith","startTime":1677.78,"endTime":1680.24,"body":"If you've got a couple of"},{"speaker":"Alan Smith","startTime":1677.78,"endTime":1680.24,"body":"million quid or a few million"},{"speaker":"Alan Smith","startTime":1680.24,"endTime":1682.7,"body":"quid sitting in an offshore bond"},{"speaker":"Alan Smith","startTime":1680.24,"endTime":1682.7,"body":"wrapper, and then you have a"},{"speaker":"Alan Smith","startTime":1682.7,"endTime":1685.52,"body":"short term liquidity need, you"},{"speaker":"Alan Smith","startTime":1682.7,"endTime":1685.52,"body":"need to bridge a property"},{"speaker":"Alan Smith","startTime":1685.52,"endTime":1689.54,"body":"purchase or to help your kids"},{"speaker":"Alan Smith","startTime":1685.52,"endTime":1689.54,"body":"temporarily or something, and a"},{"speaker":"Alan Smith","startTime":1689.54,"endTime":1692.86,"body":"lot of your wealth is tied up"},{"speaker":"Alan Smith","startTime":1689.54,"endTime":1692.86,"body":"already. Then just borrowing"},{"speaker":"Alan Smith","startTime":1692.86,"endTime":1697.0,"body":"some money, borrowing against"},{"speaker":"Alan Smith","startTime":1692.86,"endTime":1697.0,"body":"the security of your investment"},{"speaker":"Alan Smith","startTime":1697.0,"endTime":1701.74,"body":"bond at a relatively low rate,"},{"speaker":"Alan Smith","startTime":1697.0,"endTime":1701.74,"body":"competitive rate, hopefully a"},{"speaker":"Alan Smith","startTime":1701.74,"endTime":1704.86,"body":"relatively small percentage,"},{"speaker":"Alan Smith","startTime":1701.74,"endTime":1704.86,"body":"let's call it 20% of the overall"},{"speaker":"Alan Smith","startTime":1704.86,"endTime":1707.86,"body":"value of the portfolio. Pay a"},{"speaker":"Alan Smith","startTime":1704.86,"endTime":1707.86,"body":"low rate of interest. Don't have"},{"speaker":"Alan Smith","startTime":1707.86,"endTime":1710.8799999999999,"body":"to encash anything, don't have"},{"speaker":"Alan Smith","startTime":1707.86,"endTime":1710.8799999999999,"body":"to sell it down and then pay the"},{"speaker":"Alan Smith","startTime":1710.8799999999999,"endTime":1714.18,"body":"loan back once you've dealt with"},{"speaker":"Alan Smith","startTime":1710.8799999999999,"endTime":1714.18,"body":"that sort of short term"},{"speaker":"Alan Smith","startTime":1714.18,"endTime":1716.94,"body":"liquidity squeeze. I think"},{"speaker":"Alan Smith","startTime":1714.18,"endTime":1716.94,"body":"that's really useful, and I"},{"speaker":"Alan Smith","startTime":1716.94,"endTime":1719.22,"body":"think not, certainly not"},{"speaker":"Alan Smith","startTime":1716.94,"endTime":1719.22,"body":"available, not right for"},{"speaker":"Alan Smith","startTime":1719.22,"endTime":1722.3999999999999,"body":"everyone, but for a few of your"},{"speaker":"Alan Smith","startTime":1719.22,"endTime":1722.3999999999999,"body":"wealthier clients, they've got"},{"speaker":"Alan Smith","startTime":1722.3999999999999,"endTime":1726.42,"body":"lots of moving parts in their"},{"speaker":"Alan Smith","startTime":1722.3999999999999,"endTime":1726.42,"body":"lives that can be a useful"},{"speaker":"Alan Smith","startTime":1726.48,"endTime":1730.46,"body":"addition to your to the range of"},{"speaker":"Alan Smith","startTime":1726.48,"endTime":1730.46,"body":"tools that you've got. I know"},{"speaker":"Alan Smith","startTime":1730.46,"endTime":1732.98,"body":"Nick fell asleep because you"},{"speaker":"Alan Smith","startTime":1730.46,"endTime":1732.98,"body":"will never use them. We will"},{"speaker":"Alan Smith","startTime":1732.98,"endTime":1737.06,"body":"only ever use ices and Gia. But"},{"speaker":"Alan Smith","startTime":1732.98,"endTime":1737.06,"body":"for some people, it can be"},{"speaker":"Alan Smith","startTime":1737.06,"endTime":1737.6599999999999,"body":"appropriate."},{"speaker":"Nick Lincoln","startTime":1737.779,"endTime":1739.519,"body":"No, I was"},{"speaker":"Nick Lincoln","startTime":1737.779,"endTime":1739.519,"body":"listening. I wasn't falling"},{"speaker":"Nick Lincoln","startTime":1739.519,"endTime":1742.639,"body":"asleep. I'm just recording this"},{"speaker":"Nick Lincoln","startTime":1739.519,"endTime":1742.639,"body":"shirt at my brother's house in"},{"speaker":"Nick Lincoln","startTime":1742.639,"endTime":1745.279,"body":"the Cotswolds, and I'm sort of"},{"speaker":"Nick Lincoln","startTime":1742.639,"endTime":1745.279,"body":"crouched on a sofa, so I'm just"},{"speaker":"Nick Lincoln","startTime":1745.279,"endTime":1747.9189999999999,"body":"giving my back some release. I"},{"speaker":"Nick Lincoln","startTime":1745.279,"endTime":1747.9189999999999,"body":"was just, she thought you just"},{"speaker":"Nick Lincoln","startTime":1747.9189999999999,"endTime":1750.199,"body":"laid down on the sofa,"},{"speaker":"Nick Lincoln","startTime":1747.9189999999999,"endTime":1750.199,"body":"stretching out. No, no, no, no,"},{"speaker":"Nick Lincoln","startTime":1750.199,"endTime":1752.199,"body":"no. I was listening to it. And"},{"speaker":"Nick Lincoln","startTime":1750.199,"endTime":1752.199,"body":"then, you know, as ever, as"},{"speaker":"Nick Lincoln","startTime":1752.199,"endTime":1754.539,"body":"ever, yes, course, life"},{"speaker":"Nick Lincoln","startTime":1752.199,"endTime":1754.539,"body":"assurance dinosaurs are pushing"},{"speaker":"Nick Lincoln","startTime":1754.539,"endTime":1757.959,"body":"their investment bonds. Enter"},{"speaker":"Nick Lincoln","startTime":1754.539,"endTime":1757.959,"body":"into that relationship with your"},{"speaker":"Nick Lincoln","startTime":1757.959,"endTime":1760.359,"body":"eyes open. They're going to be"},{"speaker":"Nick Lincoln","startTime":1757.959,"endTime":1760.359,"body":"your partners for the next 30"},{"speaker":"Nick Lincoln","startTime":1760.359,"endTime":1762.579,"body":"years. There's no getting out of"},{"speaker":"Nick Lincoln","startTime":1760.359,"endTime":1762.579,"body":"it once you're in them, you"},{"speaker":"Nick Lincoln","startTime":1762.579,"endTime":1765.879,"body":"can't in specie, those buggers"},{"speaker":"Nick Lincoln","startTime":1762.579,"endTime":1765.879,"body":"away. Right? True, moving on."},{"speaker":"Andy Hart","startTime":1766.06,"endTime":1768.04,"body":"Is this the first"},{"speaker":"Andy Hart","startTime":1766.06,"endTime":1768.04,"body":"time you've left Fort for this"},{"speaker":"Andy Hart","startTime":1768.04,"endTime":1772.78,"body":"year? Nick, I've left this the"},{"speaker":"Andy Hart","startTime":1768.04,"endTime":1772.78,"body":"first time you've left what for"},{"speaker":"Andy Hart","startTime":1772.78,"endTime":1773.34,"body":"this? Year,"},{"speaker":"Nick Lincoln","startTime":1773.879,"endTime":1777.6589999999999,"body":"left Valley path."},{"speaker":"Nick Lincoln","startTime":1773.879,"endTime":1777.6589999999999,"body":"Yes, it's the first time. No, I"},{"speaker":"Nick Lincoln","startTime":1777.719,"endTime":1781.619,"body":"ventured into company. Comes"},{"speaker":"Nick Lincoln","startTime":1777.719,"endTime":1781.619,"body":"into central last week. I"},{"speaker":"Nick Lincoln","startTime":1781.619,"endTime":1784.499,"body":"survived just right. Let's move"},{"speaker":"Nick Lincoln","startTime":1781.619,"endTime":1784.499,"body":"on to renters rights. Ultra"},{"speaker":"Andy Hart","startTime":1785.28,"endTime":1790.82,"body":"renters rights. This"},{"speaker":"Andy Hart","startTime":1785.28,"endTime":1790.82,"body":"is the new renters rights act"},{"speaker":"Andy Hart","startTime":1790.82,"endTime":1794.42,"body":"that's been introduced in the"},{"speaker":"Andy Hart","startTime":1790.82,"endTime":1794.42,"body":"middle of next year. I suppose"},{"speaker":"Andy Hart","startTime":1794.42,"endTime":1798.02,"body":"it's the wider conversation that"},{"speaker":"Andy Hart","startTime":1794.42,"endTime":1798.02,"body":"we frequently have. You know,"},{"speaker":"Andy Hart","startTime":1798.02,"endTime":1800.78,"body":"the golden age of property, the"},{"speaker":"Andy Hart","startTime":1798.02,"endTime":1800.78,"body":"golden age of property,"},{"speaker":"Andy Hart","startTime":1800.78,"endTime":1804.74,"body":"investing in physical property,"},{"speaker":"Andy Hart","startTime":1800.78,"endTime":1804.74,"body":"I think, probably ended about 10"},{"speaker":"Andy Hart","startTime":1804.74,"endTime":1807.5,"body":"years ago, and then since then,"},{"speaker":"Andy Hart","startTime":1804.74,"endTime":1807.5,"body":"it's been an absolute slow"},{"speaker":"Andy Hart","startTime":1807.5,"endTime":1813.6399999999999,"body":"death. So there's more absolute"},{"speaker":"Andy Hart","startTime":1807.5,"endTime":1813.6399999999999,"body":"regulation, red tape, new acts"},{"speaker":"Andy Hart","startTime":1813.6399999999999,"endTime":1817.6,"body":"coming in that are going to"},{"speaker":"Andy Hart","startTime":1813.6399999999999,"endTime":1817.6,"body":"impact private landlords. The"},{"speaker":"Andy Hart","startTime":1817.6,"endTime":1822.76,"body":"big thing that's got a lot of"},{"speaker":"Andy Hart","startTime":1817.6,"endTime":1822.76,"body":"attention is, you know, no no"},{"speaker":"Andy Hart","startTime":1822.76,"endTime":1826.96,"body":"reason evictions, currently, you"},{"speaker":"Andy Hart","startTime":1822.76,"endTime":1826.96,"body":"can just decide to kick someone"},{"speaker":"Andy Hart","startTime":1826.96,"endTime":1830.58,"body":"out with a bit of notice and do"},{"speaker":"Andy Hart","startTime":1826.96,"endTime":1830.58,"body":"whatever. You wish with the"},{"speaker":"Andy Hart","startTime":1830.58,"endTime":1835.92,"body":"property. So a couple of the"},{"speaker":"Andy Hart","startTime":1830.58,"endTime":1835.92,"body":"main changes. So currently you"},{"speaker":"Andy Hart","startTime":1835.92,"endTime":1840.18,"body":"can serve a section 21 eviction"},{"speaker":"Andy Hart","startTime":1835.92,"endTime":1840.18,"body":"notice for no reason. After the"},{"speaker":"Andy Hart","startTime":1840.18,"endTime":1843.84,"body":"first of May next year, your"},{"speaker":"Andy Hart","startTime":1840.18,"endTime":1843.84,"body":"landlord will need a legal"},{"speaker":"Andy Hart","startTime":1843.84,"endTime":1848.34,"body":"reason to evict you with a"},{"speaker":"Andy Hart","startTime":1843.84,"endTime":1848.34,"body":"section eight the main the only"},{"speaker":"Andy Hart","startTime":1848.34,"endTime":1852.74,"body":"one really is if they're selling"},{"speaker":"Andy Hart","startTime":1848.34,"endTime":1852.74,"body":"the property, the one that is"},{"speaker":"Andy Hart","startTime":1853.6399999999999,"endTime":1857.3,"body":"quite interesting. Currently,"},{"speaker":"Andy Hart","startTime":1853.6399999999999,"endTime":1857.3,"body":"there's no limit on rent in"},{"speaker":"Andy Hart","startTime":1857.3,"endTime":1860.06,"body":"advance. And I know a lot of"},{"speaker":"Andy Hart","startTime":1857.3,"endTime":1860.06,"body":"people that you have used rent"},{"speaker":"Andy Hart","startTime":1860.06,"endTime":1863.6,"body":"in advance over the years. So a"},{"speaker":"Andy Hart","startTime":1860.06,"endTime":1863.6,"body":"typical example would be, let's"},{"speaker":"Andy Hart","startTime":1863.6,"endTime":1868.1599999999999,"body":"say someone just got recently"},{"speaker":"Andy Hart","startTime":1863.6,"endTime":1868.1599999999999,"body":"divorced, and it might be the"},{"speaker":"Andy Hart","startTime":1868.1599999999999,"endTime":1871.04,"body":"less financially savvy one. They"},{"speaker":"Andy Hart","startTime":1868.1599999999999,"endTime":1871.04,"body":"might have a load of capital."},{"speaker":"Andy Hart","startTime":1871.04,"endTime":1873.8799999999999,"body":"They don't have any income. So"},{"speaker":"Andy Hart","startTime":1871.04,"endTime":1873.8799999999999,"body":"they'd say to a landlord, look,"},{"speaker":"Andy Hart","startTime":1873.94,"endTime":1877.36,"body":"I'm a good tenant, you know, I'm"},{"speaker":"Andy Hart","startTime":1873.94,"endTime":1877.36,"body":"not going to cause you any"},{"speaker":"Andy Hart","startTime":1877.36,"endTime":1880.84,"body":"problems. And just to sweeten"},{"speaker":"Andy Hart","startTime":1877.36,"endTime":1880.84,"body":"the deal, I'll give you 12 112,"},{"speaker":"Andy Hart","startTime":1881.32,"endTime":1885.76,"body":"months rent upfront, and then"},{"speaker":"Andy Hart","startTime":1881.32,"endTime":1885.76,"body":"I'll start paying your rent with"},{"speaker":"Andy Hart","startTime":1885.76,"endTime":1889.18,"body":"three months to go. For the 13th"},{"speaker":"Andy Hart","startTime":1885.76,"endTime":1889.18,"body":"month, 40. You know, I'm just"},{"speaker":"Andy Hart","startTime":1889.18,"endTime":1891.96,"body":"going to front load this deal,"},{"speaker":"Andy Hart","startTime":1889.18,"endTime":1891.96,"body":"whereas the new changes coming"},{"speaker":"Andy Hart","startTime":1891.96,"endTime":1894.6,"body":"in, the maximum they can ask for"},{"speaker":"Andy Hart","startTime":1891.96,"endTime":1894.6,"body":"is one month. There's gonna be a"},{"speaker":"Andy Hart","startTime":1894.6,"endTime":1898.62,"body":"lot of people who are capital,"},{"speaker":"Andy Hart","startTime":1894.6,"endTime":1898.62,"body":"heavy, income, job, poor, let's"},{"speaker":"Andy Hart","startTime":1898.62,"endTime":1902.46,"body":"say that will probably struggle"},{"speaker":"Andy Hart","startTime":1898.62,"endTime":1902.46,"body":"to find places. So there's a lot"},{"speaker":"Andy Hart","startTime":1902.46,"endTime":1905.7,"body":"of you know, intentions versus"},{"speaker":"Andy Hart","startTime":1902.46,"endTime":1905.7,"body":"outcomes with this, but it's"},{"speaker":"Andy Hart","startTime":1905.7,"endTime":1911.54,"body":"just more and more red tape"},{"speaker":"Andy Hart","startTime":1905.7,"endTime":1911.54,"body":"compliance issues for private"},{"speaker":"Andy Hart","startTime":1911.54,"endTime":1914.18,"body":"landlords and renting. Yes,"},{"speaker":"Andy Hart","startTime":1911.54,"endTime":1914.18,"body":"Nick, what's Ultra"},{"speaker":"Nick Lincoln","startTime":1914.18,"endTime":1915.92,"body":"what problem"},{"speaker":"Nick Lincoln","startTime":1914.18,"endTime":1915.92,"body":"they're trying to solve with"},{"speaker":"Nick Lincoln","startTime":1915.92,"endTime":1917.36,"body":"that last thing you talked about"},{"speaker":"Nick Lincoln","startTime":1915.92,"endTime":1917.36,"body":"there?"},{"speaker":"Andy Hart","startTime":1918.56,"endTime":1922.1,"body":"Well, I think they're"},{"speaker":"Andy Hart","startTime":1918.56,"endTime":1922.1,"body":"probably assuming that greedy"},{"speaker":"Andy Hart","startTime":1922.1,"endTime":1925.52,"body":"landlords are constantly asking"},{"speaker":"Andy Hart","startTime":1922.1,"endTime":1925.52,"body":"for rent upfront, whereas most"},{"speaker":"Andy Hart","startTime":1925.52,"endTime":1928.22,"body":"of them don't really want rent"},{"speaker":"Andy Hart","startTime":1925.52,"endTime":1928.22,"body":"upfront. From my experience,"},{"speaker":"Andy Hart","startTime":1928.22,"endTime":1931.54,"body":"they just want consistent cash"},{"speaker":"Andy Hart","startTime":1928.22,"endTime":1931.54,"body":"flow. But as I say, there are"},{"speaker":"Andy Hart","startTime":1931.54,"endTime":1935.44,"body":"niche examples where someone"},{"speaker":"Andy Hart","startTime":1931.54,"endTime":1935.44,"body":"needs to keep it simple, pay six"},{"speaker":"Andy Hart","startTime":1935.44,"endTime":1938.26,"body":"months up front and continue to"},{"speaker":"Andy Hart","startTime":1935.44,"endTime":1938.26,"body":"pay that because they're capital"},{"speaker":"Andy Hart","startTime":1938.26,"endTime":1941.56,"body":"rich, they haven't got any"},{"speaker":"Andy Hart","startTime":1938.26,"endTime":1941.56,"body":"income so that so they're going"},{"speaker":"Andy Hart","startTime":1941.56,"endTime":1946.48,"body":"to fail the the income test for"},{"speaker":"Andy Hart","startTime":1941.56,"endTime":1946.48,"body":"rent. So there's a whole other"},{"speaker":"Andy Hart","startTime":1946.48,"endTime":1949.96,"body":"heap of stuff that is coming"},{"speaker":"Andy Hart","startTime":1946.48,"endTime":1949.96,"body":"down the line, and obviously"},{"speaker":"Andy Hart","startTime":1949.96,"endTime":1952.86,"body":"rental agents need to be more"},{"speaker":"Andy Hart","startTime":1949.96,"endTime":1952.86,"body":"aware of it. Private landlords"},{"speaker":"Andy Hart","startTime":1952.86,"endTime":1955.3799999999999,"body":"need to be work more aware of"},{"speaker":"Andy Hart","startTime":1952.86,"endTime":1955.3799999999999,"body":"it. Financial Advisors loosely"},{"speaker":"Andy Hart","startTime":1955.3799999999999,"endTime":1960.54,"body":"aware of it. But I'm assuming"},{"speaker":"Andy Hart","startTime":1955.3799999999999,"endTime":1960.54,"body":"we're focusing less and less on"},{"speaker":"Andy Hart","startTime":1960.54,"endTime":1964.3799999999999,"body":"portfolio landlords. But as I"},{"speaker":"Andy Hart","startTime":1960.54,"endTime":1964.3799999999999,"body":"say, Yeah, we left the Golden"},{"speaker":"Andy Hart","startTime":1964.3799999999999,"endTime":1966.8999999999999,"body":"Age many, many years ago, and"},{"speaker":"Andy Hart","startTime":1964.3799999999999,"endTime":1966.8999999999999,"body":"since then, there's been just"},{"speaker":"Andy Hart","startTime":1966.8999999999999,"endTime":1968.04,"body":"been more and more reasons"},{"speaker":"Nick Lincoln","startTime":1968.04,"endTime":1971.12,"body":"we did, we did"},{"speaker":"Nick Lincoln","startTime":1968.04,"endTime":1971.12,"body":"avoid it. So just conscious of"},{"speaker":"Nick Lincoln","startTime":1971.12,"endTime":1973.7,"body":"time, guys, we're 33 minutes in."},{"speaker":"Nick Lincoln","startTime":1971.12,"endTime":1973.7,"body":"Our guest has been waiting in"},{"speaker":"Nick Lincoln","startTime":1973.7,"endTime":1976.28,"body":"the lobby for the last 30"},{"speaker":"Nick Lincoln","startTime":1973.7,"endTime":1976.28,"body":"minutes. So I know you can't see"},{"speaker":"Nick Lincoln","startTime":1976.28,"endTime":1979.28,"body":"that, but it's, I know it's"},{"speaker":"Nick Lincoln","startTime":1976.28,"endTime":1979.28,"body":"praying on my mind. Okay,"},{"speaker":"Nick Lincoln","startTime":1979.28,"endTime":1982.3999999999999,"body":"Buffett's final letter. Oh no,"},{"speaker":"Nick Lincoln","startTime":1979.28,"endTime":1982.3999999999999,"body":"sorry. Storyteller. Mind the"},{"speaker":"Unknown","startTime":1983.239,"endTime":1984.079,"body":"Gap. Mind the Gap. This"},{"speaker":"Alan Smith","startTime":1984.8,"endTime":1987.62,"body":"is, this will be"},{"speaker":"Alan Smith","startTime":1984.8,"endTime":1987.62,"body":"very brief. This comes out every"},{"speaker":"Alan Smith","startTime":1987.62,"endTime":1992.5,"body":"year. It's morning star who"},{"speaker":"Alan Smith","startTime":1987.62,"endTime":1992.5,"body":"produces report. It's like a bit"},{"speaker":"Alan Smith","startTime":1992.5,"endTime":1996.3999999999999,"body":"like our friends at Vanguard and"},{"speaker":"Alan Smith","startTime":1992.5,"endTime":1996.3999999999999,"body":"their advisor, alpha, but this"},{"speaker":"Alan Smith","startTime":1996.3999999999999,"endTime":1999.46,"body":"is just very specifically"},{"speaker":"Alan Smith","startTime":1996.3999999999999,"endTime":1999.46,"body":"focuses, and it's just pure"},{"speaker":"Alan Smith","startTime":1999.46,"endTime":2004.1399999999999,"body":"data. It's looking at investment"},{"speaker":"Alan Smith","startTime":1999.46,"endTime":2004.1399999999999,"body":"return, ETF, investment returns"},{"speaker":"Alan Smith","startTime":2004.26,"endTime":2008.7,"body":"in the US and across the world"},{"speaker":"Alan Smith","startTime":2004.26,"endTime":2008.7,"body":"versus because Morningstar track"},{"speaker":"Alan Smith","startTime":2008.7,"endTime":2013.6399999999999,"body":"inflows and outflows into funds."},{"speaker":"Alan Smith","startTime":2008.7,"endTime":2013.6399999999999,"body":"So average investor returns"},{"speaker":"Alan Smith","startTime":2013.6399999999999,"endTime":2019.22,"body":"versus actual market returns,"},{"speaker":"Alan Smith","startTime":2013.6399999999999,"endTime":2019.22,"body":"their number across the board,"},{"speaker":"Alan Smith","startTime":2019.3999999999999,"endTime":2024.26,"body":"is about 15% lower. In other"},{"speaker":"Alan Smith","startTime":2019.3999999999999,"endTime":2024.26,"body":"words, the average investor"},{"speaker":"Alan Smith","startTime":2025.22,"endTime":2028.52,"body":"obtains about 15% lower"},{"speaker":"Alan Smith","startTime":2025.22,"endTime":2028.52,"body":"investment returns than the"},{"speaker":"Alan Smith","startTime":2028.52,"endTime":2033.22,"body":"markets actually deliver. We all"},{"speaker":"Alan Smith","startTime":2028.52,"endTime":2033.22,"body":"know why, because investors make"},{"speaker":"Alan Smith","startTime":2033.22,"endTime":2036.58,"body":"dumb decisions, and they are"},{"speaker":"Alan Smith","startTime":2033.22,"endTime":2036.58,"body":"guard guided by their own"},{"speaker":"Alan Smith","startTime":2036.58,"endTime":2040.18,"body":"behavior, which is likely to"},{"speaker":"Alan Smith","startTime":2036.58,"endTime":2040.18,"body":"make wrong decisions. So it's as"},{"speaker":"Alan Smith","startTime":2040.3,"endTime":2043.24,"body":"you expect from Morningstar."},{"speaker":"Alan Smith","startTime":2040.3,"endTime":2043.24,"body":"It's just full of facts and"},{"speaker":"Alan Smith","startTime":2043.24,"endTime":2048.04,"body":"data. Some of the returns,"},{"speaker":"Alan Smith","startTime":2043.24,"endTime":2048.04,"body":"that's that's a general across"},{"speaker":"Alan Smith","startTime":2048.46,"endTime":2051.7200000000003,"body":"all funds, but some of them are"},{"speaker":"Alan Smith","startTime":2048.46,"endTime":2051.7200000000003,"body":"the gap is much, what? Much"},{"speaker":"Alan Smith","startTime":2051.7200000000003,"endTime":2054.42,"body":"wider. I think international"},{"speaker":"Alan Smith","startTime":2051.7200000000003,"endTime":2054.42,"body":"equities, for example, they said"},{"speaker":"Alan Smith","startTime":2054.42,"endTime":2057.96,"body":"was much wider. So I put a link"},{"speaker":"Alan Smith","startTime":2054.42,"endTime":2057.96,"body":"to the report in the show notes,"},{"speaker":"Alan Smith","startTime":2058.6800000000003,"endTime":2062.28,"body":"and it's good again, not that"},{"speaker":"Alan Smith","startTime":2058.6800000000003,"endTime":2062.28,"body":"you need to justify yourself,"},{"speaker":"Alan Smith","startTime":2062.28,"endTime":2065.34,"body":"but that in itself, would cover"},{"speaker":"Alan Smith","startTime":2062.28,"endTime":2065.34,"body":"an advisor's fee if they did"},{"speaker":"Alan Smith","startTime":2065.34,"endTime":2069.48,"body":"nothing else other than keep the"},{"speaker":"Alan Smith","startTime":2065.34,"endTime":2069.48,"body":"client in a seat. And it's fact"},{"speaker":"Alan Smith","startTime":2069.48,"endTime":2071.1800000000003,"body":"and data worth checking. Oh,"},{"speaker":"Alan Smith","startTime":2069.48,"endTime":2071.1800000000003,"body":"that's interesting."},{"speaker":"Nick Lincoln","startTime":2071.3,"endTime":2073.94,"body":"That isn't Thank"},{"speaker":"Nick Lincoln","startTime":2071.3,"endTime":2073.94,"body":"you. Okay, getting getting"},{"speaker":"Nick Lincoln","startTime":2073.94,"endTime":2078.86,"body":"through it at a decent temper."},{"speaker":"Nick Lincoln","startTime":2073.94,"endTime":2078.86,"body":"Now we have it. Mrs. Name was a,"},{"speaker":"Nick Lincoln","startTime":2078.86,"endTime":2079.46,"body":"was a buffet"},{"speaker":"Andy Hart","startTime":2080.239,"endTime":2083.179,"body":"was a. I am an"},{"speaker":"Andy Hart","startTime":2080.239,"endTime":2083.179,"body":"absolute Warren Buffett fanboy,"},{"speaker":"Andy Hart","startTime":2083.239,"endTime":2087.079,"body":"as you boys well know most"},{"speaker":"Andy Hart","startTime":2083.239,"endTime":2087.079,"body":"Absolutely he loves me. He's big"},{"speaker":"Andy Hart","startTime":2087.079,"endTime":2091.419,"body":"fan of me. Big big fan, big fan"},{"speaker":"Andy Hart","startTime":2087.079,"endTime":2091.419,"body":"of mine. Who is, yeah. So"},{"speaker":"Andy Hart","startTime":2092.439,"endTime":2096.519,"body":"whenever he produces one of his"},{"speaker":"Andy Hart","startTime":2092.439,"endTime":2096.519,"body":"letters, I print it out and I"},{"speaker":"Andy Hart","startTime":2096.519,"endTime":2100.419,"body":"highlight the keynotes. So this"},{"speaker":"Andy Hart","startTime":2096.519,"endTime":2100.419,"body":"is, I suppose, quite a sad"},{"speaker":"Andy Hart","startTime":2100.419,"endTime":2104.499,"body":"moment in the in the investment"},{"speaker":"Andy Hart","startTime":2100.419,"endTime":2104.499,"body":"world. So Buffett used to come"},{"speaker":"Andy Hart","startTime":2104.499,"endTime":2108.099,"body":"out with his his annual letter"},{"speaker":"Andy Hart","startTime":2104.499,"endTime":2108.099,"body":"just before the annual meeting"},{"speaker":"Andy Hart","startTime":2108.459,"endTime":2110.999,"body":"in May. The meeting wasn't you"},{"speaker":"Andy Hart","startTime":2108.459,"endTime":2110.999,"body":"come out the letter in about"},{"speaker":"Andy Hart","startTime":2110.999,"endTime":2114.659,"body":"April, anyway. So this is his"},{"speaker":"Andy Hart","startTime":2110.999,"endTime":2114.659,"body":"final official publication, as"},{"speaker":"Andy Hart","startTime":2114.659,"endTime":2117.419,"body":"let's say, being directly"},{"speaker":"Andy Hart","startTime":2114.659,"endTime":2117.419,"body":"involved in Berkshire Hathaway."},{"speaker":"Andy Hart","startTime":2117.779,"endTime":2120.359,"body":"But what he's going to do going"},{"speaker":"Andy Hart","startTime":2117.779,"endTime":2120.359,"body":"forward is going to he's going"},{"speaker":"Andy Hart","startTime":2120.359,"endTime":2122.639,"body":"to do what he calls a"},{"speaker":"Andy Hart","startTime":2120.359,"endTime":2122.639,"body":"Thanksgiving message. It's going"},{"speaker":"Andy Hart","startTime":2122.639,"endTime":2125.459,"body":"to be like a watered down"},{"speaker":"Andy Hart","startTime":2122.639,"endTime":2125.459,"body":"version of the Buffett letter."},{"speaker":"Andy Hart","startTime":2125.819,"endTime":2129.0589999999997,"body":"Couple of things I'm going to"},{"speaker":"Andy Hart","startTime":2125.819,"endTime":2129.0589999999997,"body":"highlight in here. He mentions"},{"speaker":"Andy Hart","startTime":2129.0589999999997,"endTime":2133.159,"body":"in the letter that in nine."},{"speaker":"Andy Hart","startTime":2129.0589999999997,"endTime":2133.159,"body":"1958, he bought his first and"},{"speaker":"Andy Hart","startTime":2133.159,"endTime":2136.639,"body":"only home, which is very"},{"speaker":"Andy Hart","startTime":2133.159,"endTime":2136.639,"body":"interesting. So he bought the"},{"speaker":"Andy Hart","startTime":2136.639,"endTime":2138.859,"body":"one home. Stayed in it forever,"},{"speaker":"Andy Hart","startTime":2136.639,"endTime":2138.859,"body":"and he's going to be there"},{"speaker":"Andy Hart","startTime":2139.339,"endTime":2143.599,"body":"forever. He's talking about"},{"speaker":"Andy Hart","startTime":2139.339,"endTime":2143.599,"body":"obviously his old age is 95 at"},{"speaker":"Andy Hart","startTime":2143.599,"endTime":2147.979,"body":"the moment, those who reach old"},{"speaker":"Andy Hart","startTime":2143.599,"endTime":2147.979,"body":"age need a huge dose of good"},{"speaker":"Andy Hart","startTime":2147.979,"endTime":2151.719,"body":"luck daily, escaping banana"},{"speaker":"Andy Hart","startTime":2147.979,"endTime":2151.719,"body":"peels, natural disasters, drunk"},{"speaker":"Andy Hart","startTime":2151.719,"endTime":2155.799,"body":"or distracted drivers, lightning"},{"speaker":"Andy Hart","startTime":2151.719,"endTime":2155.799,"body":"strike, strikes, you name it."},{"speaker":"Andy Hart","startTime":2155.979,"endTime":2160.659,"body":"Basically saying luck's been on"},{"speaker":"Andy Hart","startTime":2155.979,"endTime":2160.659,"body":"his side. His children are"},{"speaker":"Andy Hart","startTime":2160.659,"endTime":2167.019,"body":"currently age 7270 and 67 it's"},{"speaker":"Andy Hart","startTime":2160.659,"endTime":2167.019,"body":"all very old. My camera's sort"},{"speaker":"Andy Hart","startTime":2167.019,"endTime":2170.019,"body":"of playing up. I don't know why."},{"speaker":"Andy Hart","startTime":2167.019,"endTime":2170.019,"body":"Anyway, I'll move on from that."},{"speaker":"Andy Hart","startTime":2170.319,"endTime":2173.459,"body":"And he also says ruling from the"},{"speaker":"Andy Hart","startTime":2170.319,"endTime":2173.459,"body":"grave does not have a great"},{"speaker":"Andy Hart","startTime":2173.459,"endTime":2177.839,"body":"record, just adding some humor"},{"speaker":"Andy Hart","startTime":2173.459,"endTime":2177.839,"body":"in there. But the one thing I've"},{"speaker":"Andy Hart","startTime":2177.839,"endTime":2184.379,"body":"got to speak to focus on is he"},{"speaker":"Andy Hart","startTime":2177.839,"endTime":2184.379,"body":"mentions about, about, you know,"},{"speaker":"Andy Hart","startTime":2184.379,"endTime":2186.719,"body":"where these policies come out"},{"speaker":"Andy Hart","startTime":2184.379,"endTime":2186.719,"body":"with good intentions, but they"},{"speaker":"Andy Hart","startTime":2186.719,"endTime":2191.0389999999998,"body":"end up, you know, achieving what"},{"speaker":"Andy Hart","startTime":2186.719,"endTime":2191.0389999999998,"body":"they try to avoid. Anyway. He's"},{"speaker":"Andy Hart","startTime":2191.0389999999998,"endTime":2193.579,"body":"all of them, yeah. It's called"},{"speaker":"Andy Hart","startTime":2191.0389999999998,"endTime":2193.579,"body":"all of them, yeah, well done."},{"speaker":"Andy Hart","startTime":2193.579,"endTime":2198.5589999999997,"body":"Nick it was mentioned about CEO"},{"speaker":"Andy Hart","startTime":2193.579,"endTime":2198.5589999999997,"body":"pay. So there was a mandate or a"},{"speaker":"Andy Hart","startTime":2198.5589999999997,"endTime":2202.099,"body":"directive that came out in"},{"speaker":"Andy Hart","startTime":2198.5589999999997,"endTime":2202.099,"body":"America that said all CEOs need"},{"speaker":"Andy Hart","startTime":2202.099,"endTime":2206.359,"body":"to publicly display what they"},{"speaker":"Andy Hart","startTime":2202.099,"endTime":2206.359,"body":"earn. And they thought this"},{"speaker":"Andy Hart","startTime":2206.359,"endTime":2210.079,"body":"would incentivize them to not"},{"speaker":"Andy Hart","startTime":2206.359,"endTime":2210.079,"body":"be, let's say, so greedy. And a"},{"speaker":"Andy Hart","startTime":2210.079,"endTime":2214.779,"body":"lot of companies used to have to"},{"speaker":"Andy Hart","startTime":2210.079,"endTime":2214.779,"body":"publish the average wage of one"},{"speaker":"Andy Hart","startTime":2214.779,"endTime":2218.799,"body":"of their employees, and how many"},{"speaker":"Andy Hart","startTime":2214.779,"endTime":2218.799,"body":"times the CEO wage was that. And"},{"speaker":"Andy Hart","startTime":2218.799,"endTime":2222.939,"body":"it started off at 70 times and"},{"speaker":"Andy Hart","startTime":2218.799,"endTime":2222.939,"body":"100 times. Now it's at 350 times"},{"speaker":"Andy Hart","startTime":2222.939,"endTime":2226.959,"body":"or something. But what he said"},{"speaker":"Andy Hart","startTime":2222.939,"endTime":2226.959,"body":"the result of this was CEOs were"},{"speaker":"Andy Hart","startTime":2226.959,"endTime":2232.379,"body":"publishing their pay records,"},{"speaker":"Andy Hart","startTime":2226.959,"endTime":2232.379,"body":"but the new rules produced envy,"},{"speaker":"Andy Hart","startTime":2232.379,"endTime":2236.279,"body":"not moderation. What happened"},{"speaker":"Andy Hart","startTime":2232.379,"endTime":2236.279,"body":"was other CEOs saw what other"},{"speaker":"Andy Hart","startTime":2236.279,"endTime":2239.639,"body":"CEOs are earning, and they were"},{"speaker":"Andy Hart","startTime":2236.279,"endTime":2239.639,"body":"like, Why am I only earning 47"},{"speaker":"Andy Hart","startTime":2239.999,"endTime":2242.999,"body":"million when the guy or girl"},{"speaker":"Andy Hart","startTime":2239.999,"endTime":2242.999,"body":"down the road's earning 82"},{"speaker":"Andy Hart","startTime":2243.239,"endTime":2247.859,"body":"million? So it was it was"},{"speaker":"Andy Hart","startTime":2243.239,"endTime":2247.859,"body":"devised to hopefully incentivize"},{"speaker":"Andy Hart","startTime":2247.919,"endTime":2252.379,"body":"moderation, but the result of it"},{"speaker":"Andy Hart","startTime":2247.919,"endTime":2252.379,"body":"was envy, which I think is human"},{"speaker":"Andy Hart","startTime":2252.379,"endTime":2254.0589999999997,"body":"behavior. Human behavior?"},{"speaker":"Nick Lincoln","startTime":2254.6,"endTime":2256.16,"body":"No. Sherlock,"},{"speaker":"Nick Lincoln","startTime":2254.6,"endTime":2256.16,"body":"yeah,"},{"speaker":"Andy Hart","startTime":2256.22,"endTime":2258.68,"body":"okay, thank you. It's"},{"speaker":"Andy Hart","startTime":2256.22,"endTime":2258.68,"body":"like that they're publishing it"},{"speaker":"Andy Hart","startTime":2258.68,"endTime":2261.98,"body":"in their own accounts that you"},{"speaker":"Andy Hart","startTime":2258.68,"endTime":2261.98,"body":"know me as the CEO, I'm earning"},{"speaker":"Andy Hart","startTime":2261.98,"endTime":2267.62,"body":"480 times my typical employee"},{"speaker":"Andy Hart","startTime":2261.98,"endTime":2267.62,"body":"salary, but I'm annoyed that I'm"},{"speaker":"Andy Hart","startTime":2267.62,"endTime":2272.38,"body":"not earning twice as much. Yeah,"},{"speaker":"Andy Hart","startTime":2267.62,"endTime":2272.38,"body":"you know, 680,000 because you"},{"speaker":"Andy Hart","startTime":2272.38,"endTime":2274.96,"body":"know the guy down the road who I"},{"speaker":"Andy Hart","startTime":2272.38,"endTime":2274.96,"body":"think's a worse job. They"},{"speaker":"Alan Smith","startTime":2274.96,"endTime":2277.3,"body":"use that then in"},{"speaker":"Alan Smith","startTime":2274.96,"endTime":2277.3,"body":"negotiations with their with"},{"speaker":"Alan Smith","startTime":2277.3,"endTime":2280.66,"body":"their board, you say, Well, I'm"},{"speaker":"Alan Smith","startTime":2277.3,"endTime":2280.66,"body":"underpaid relative to my peers."},{"speaker":"Alan Smith","startTime":2281.14,"endTime":2283.66,"body":"Okay, it's just pure, pure human"},{"speaker":"Nick Lincoln","startTime":2284.14,"endTime":2287.5,"body":"behavior. My"},{"speaker":"Nick Lincoln","startTime":2284.14,"endTime":2287.5,"body":"battery is also going as well,"},{"speaker":"Nick Lincoln","startTime":2287.5,"endTime":2290.46,"body":"by the way, which is another"},{"speaker":"Nick Lincoln","startTime":2287.5,"endTime":2290.46,"body":"pressure, Okay, moving quickly"},{"speaker":"Nick Lincoln","startTime":2290.46,"endTime":2293.94,"body":"on so this, this kind of snuck"},{"speaker":"Nick Lincoln","startTime":2290.46,"endTime":2293.94,"body":"out. I didn't hear a big fan for"},{"speaker":"Nick Lincoln","startTime":2293.94,"endTime":2296.52,"body":"about it, because I think with"},{"speaker":"Nick Lincoln","startTime":2293.94,"endTime":2296.52,"body":"this impending budget of doom,"},{"speaker":"Nick Lincoln","startTime":2296.52,"endTime":2299.1,"body":"the proposed or the muted or the"},{"speaker":"Nick Lincoln","startTime":2296.52,"endTime":2299.1,"body":"potential changes to tax free"},{"speaker":"Nick Lincoln","startTime":2299.1,"endTime":2301.8,"body":"cash being produced was kind of"},{"speaker":"Nick Lincoln","startTime":2299.1,"endTime":2301.8,"body":"front and center for a lot of"},{"speaker":"Nick Lincoln","startTime":2301.8,"endTime":2304.14,"body":"us, and certainly for our"},{"speaker":"Nick Lincoln","startTime":2301.8,"endTime":2304.14,"body":"clients, but the Treasury has"},{"speaker":"Nick Lincoln","startTime":2304.14,"endTime":2306.36,"body":"actually gone out. And now I"},{"speaker":"Nick Lincoln","startTime":2304.14,"endTime":2306.36,"body":"said that's not happening. I"},{"speaker":"Nick Lincoln","startTime":2306.36,"endTime":2308.7,"body":"mean, it's a bit bloody late in"},{"speaker":"Nick Lincoln","startTime":2306.36,"endTime":2308.7,"body":"the day, but there's an article"},{"speaker":"Nick Lincoln","startTime":2308.7,"endTime":2310.74,"body":"in The Telegraph behind the"},{"speaker":"Nick Lincoln","startTime":2308.7,"endTime":2310.74,"body":"paywall, but there are ways"},{"speaker":"Nick Lincoln","startTime":2310.74,"endTime":2312.66,"body":"around it, if you know how in"},{"speaker":"Nick Lincoln","startTime":2310.74,"endTime":2312.66,"body":"the so called show notes, the"},{"speaker":"Nick Lincoln","startTime":2312.66,"endTime":2316.04,"body":"Treasury have ruled that out."},{"speaker":"Nick Lincoln","startTime":2312.66,"endTime":2316.04,"body":"However, however, that might"},{"speaker":"Nick Lincoln","startTime":2316.04,"endTime":2319.64,"body":"come a bit too late for many UK"},{"speaker":"Nick Lincoln","startTime":2316.04,"endTime":2319.64,"body":"advisors, because my next"},{"speaker":"Nick Lincoln","startTime":2319.82,"endTime":2323.66,"body":"subject is a thing I subscribe"},{"speaker":"Nick Lincoln","startTime":2319.82,"endTime":2323.66,"body":"to from a company called"},{"speaker":"Nick Lincoln","startTime":2323.66,"endTime":2327.08,"body":"callerstone. Callerstone.co.uk"},{"speaker":"Nick Lincoln","startTime":2323.66,"endTime":2327.08,"body":"link in the show notes, who"},{"speaker":"Nick Lincoln","startTime":2327.08,"endTime":2331.84,"body":"measure UK funding, flowers and"},{"speaker":"Nick Lincoln","startTime":2327.08,"endTime":2331.84,"body":"out UK domiciled funds. There"},{"speaker":"Nick Lincoln","startTime":2331.84,"endTime":2334.3,"body":"could be UK funds. It could be"},{"speaker":"Nick Lincoln","startTime":2331.84,"endTime":2334.3,"body":"global equity funds, but if"},{"speaker":"Nick Lincoln","startTime":2334.3,"endTime":2336.46,"body":"they're domiciled in the UK,"},{"speaker":"Nick Lincoln","startTime":2334.3,"endTime":2336.46,"body":"okay, they don't pick up Ireland"},{"speaker":"Nick Lincoln","startTime":2336.46,"endTime":2339.46,"body":"yet. Hopefully they do. But"},{"speaker":"Nick Lincoln","startTime":2336.46,"endTime":2339.46,"body":"October was their worst ever"},{"speaker":"Nick Lincoln","startTime":2339.46,"endTime":2345.88,"body":"record for outflows from UK"},{"speaker":"Nick Lincoln","startTime":2339.46,"endTime":2345.88,"body":"domiciled funds. And it's just"},{"speaker":"Nick Lincoln","startTime":2345.88,"endTime":2348.16,"body":"another example, really, of"},{"speaker":"Nick Lincoln","startTime":2345.88,"endTime":2348.16,"body":"this, this, this nature of"},{"speaker":"Nick Lincoln","startTime":2348.16,"endTime":2351.04,"body":"which, don't know what's going"},{"speaker":"Nick Lincoln","startTime":2348.16,"endTime":2351.04,"body":"on. And Edward Glynn, Head of"},{"speaker":"Nick Lincoln","startTime":2351.04,"endTime":2354.24,"body":"Global Markets at Callisto, and"},{"speaker":"Nick Lincoln","startTime":2351.04,"endTime":2354.24,"body":"said, callerstone, said, one of"},{"speaker":"Nick Lincoln","startTime":2354.24,"endTime":2356.52,"body":"the reasons this outflow is"},{"speaker":"Nick Lincoln","startTime":2354.24,"endTime":2356.52,"body":"happening, they think, is"},{"speaker":"Nick Lincoln","startTime":2356.52,"endTime":2359.34,"body":"growing concern about Rachel"},{"speaker":"Nick Lincoln","startTime":2356.52,"endTime":2359.34,"body":"Reeves' budget and the"},{"speaker":"Nick Lincoln","startTime":2359.34,"endTime":2362.64,"body":"anticipated tax implications."},{"speaker":"Nick Lincoln","startTime":2359.34,"endTime":2362.64,"body":"For some it's a simple matter of"},{"speaker":"Nick Lincoln","startTime":2362.64,"endTime":2365.7599999999998,"body":"crystallizing capital gains. In"},{"speaker":"Nick Lincoln","startTime":2362.64,"endTime":2365.7599999999998,"body":"case races go up, rates go up. I"},{"speaker":"Nick Lincoln","startTime":2365.7599999999998,"endTime":2368.64,"body":"think that's probably right."},{"speaker":"Nick Lincoln","startTime":2365.7599999999998,"endTime":2368.64,"body":"This drives a huge uptick in"},{"speaker":"Nick Lincoln","startTime":2368.64,"endTime":2371.66,"body":"selling. It did so last year,"},{"speaker":"Nick Lincoln","startTime":2368.64,"endTime":2371.66,"body":"and is doing so now. But for"},{"speaker":"Nick Lincoln","startTime":2371.66,"endTime":2374.48,"body":"many others, is about pensions."},{"speaker":"Nick Lincoln","startTime":2371.66,"endTime":2374.48,"body":"The tax free lump sum that over"},{"speaker":"Nick Lincoln","startTime":2374.48,"endTime":2377.66,"body":"55 may draw down from their"},{"speaker":"Nick Lincoln","startTime":2374.48,"endTime":2377.66,"body":"pension is such a vital part of"},{"speaker":"Nick Lincoln","startTime":2377.66,"endTime":2380.12,"body":"most people's retirement"},{"speaker":"Nick Lincoln","startTime":2377.66,"endTime":2380.12,"body":"planning that the risk it will"},{"speaker":"Nick Lincoln","startTime":2380.12,"endTime":2382.4,"body":"be scrapped or drastically"},{"speaker":"Nick Lincoln","startTime":2380.12,"endTime":2382.4,"body":"scaled back is simply too"},{"speaker":"Nick Lincoln","startTime":2382.4,"endTime":2385.7,"body":"concerning for many diligent"},{"speaker":"Nick Lincoln","startTime":2382.4,"endTime":2385.7,"body":"pension savers in their 50s and"},{"speaker":"Nick Lincoln","startTime":2385.7,"endTime":2388.7,"body":"beyond to contemplate"},{"speaker":"Nick Lincoln","startTime":2385.7,"endTime":2388.7,"body":"speculation on policy has made"},{"speaker":"Nick Lincoln","startTime":2388.7,"endTime":2392.02,"body":"this drastic step the only"},{"speaker":"Nick Lincoln","startTime":2388.7,"endTime":2392.02,"body":"rational choice for many, even"},{"speaker":"Nick Lincoln","startTime":2392.02,"endTime":2396.1,"body":"if it may ultimately harm, harm"},{"speaker":"Nick Lincoln","startTime":2392.02,"endTime":2396.1,"body":"their longer term financial"},{"speaker":"Nick Lincoln","startTime":2396.1,"endTime":2398.56,"body":"goals. Now here we are as"},{"speaker":"Nick Lincoln","startTime":2396.1,"endTime":2398.56,"body":"regulated advisors, hide, bound"},{"speaker":"Nick Lincoln","startTime":2398.56,"endTime":2401.5,"body":"by consumer duty and everything"},{"speaker":"Nick Lincoln","startTime":2398.56,"endTime":2401.5,"body":"else. And, you know, consumer"},{"speaker":"Nick Lincoln","startTime":2401.5,"endTime":2404.56,"body":"detriment is worse than is worse"},{"speaker":"Nick Lincoln","startTime":2401.5,"endTime":2404.56,"body":"than mass murder. But here we"},{"speaker":"Nick Lincoln","startTime":2404.56,"endTime":2407.44,"body":"have a regulatory here we have a"},{"speaker":"Nick Lincoln","startTime":2404.56,"endTime":2407.44,"body":"government and the whole regime"},{"speaker":"Nick Lincoln","startTime":2407.44,"endTime":2411.24,"body":"that is if, and I totally get"},{"speaker":"Nick Lincoln","startTime":2407.44,"endTime":2411.24,"body":"it, if I was Joe Public, I, you"},{"speaker":"Nick Lincoln","startTime":2411.24,"endTime":2414.12,"body":"know, and I was relying on, I"},{"speaker":"Nick Lincoln","startTime":2411.24,"endTime":2414.12,"body":"need my pension, tax free lump"},{"speaker":"Nick Lincoln","startTime":2414.12,"endTime":2416.7599999999998,"body":"sum to fund clear the mortgage"},{"speaker":"Nick Lincoln","startTime":2414.12,"endTime":2416.7599999999998,"body":"next year, and we're going on"},{"speaker":"Nick Lincoln","startTime":2416.7599999999998,"endTime":2419.52,"body":"this lovely holiday, and my"},{"speaker":"Nick Lincoln","startTime":2416.7599999999998,"endTime":2419.52,"body":"girls weddings are coming up"},{"speaker":"Nick Lincoln","startTime":2419.52,"endTime":2423.06,"body":"that I would take the money out,"},{"speaker":"Nick Lincoln","startTime":2419.52,"endTime":2423.06,"body":"and I've done it, and it's just,"},{"speaker":"Alan Smith","startTime":2423.06,"endTime":2425.2799999999997,"body":"it's so bad, it's"},{"speaker":"Alan Smith","startTime":2423.06,"endTime":2425.2799999999997,"body":"bird in the hand, and all rest"},{"speaker":"Alan Smith","startTime":2425.2799999999997,"endTime":2428.52,"body":"of it's probably not going to"},{"speaker":"Alan Smith","startTime":2425.2799999999997,"endTime":2428.52,"body":"happen. But who knows, there is"},{"speaker":"Alan Smith","startTime":2428.52,"endTime":2432.2,"body":"just a complete lack of trust."},{"speaker":"Alan Smith","startTime":2428.52,"endTime":2432.2,"body":"Trust. Old, lack of trust has"},{"speaker":"Alan Smith","startTime":2432.2599999999998,"endTime":2435.02,"body":"evaporated across the board. So"},{"speaker":"Alan Smith","startTime":2432.2599999999998,"endTime":2435.02,"body":"it's like, I'm going to take"},{"speaker":"Alan Smith","startTime":2435.02,"endTime":2437.3,"body":"this whilst I can, because they"},{"speaker":"Alan Smith","startTime":2435.02,"endTime":2437.3,"body":"might not do it now, but they"},{"speaker":"Alan Smith","startTime":2437.3,"endTime":2439.52,"body":"probably do it sometime in the"},{"speaker":"Alan Smith","startTime":2437.3,"endTime":2439.52,"body":"future. Chances are they"},{"speaker":"Alan Smith","startTime":2439.52,"endTime":2442.82,"body":"probably will never do it. But"},{"speaker":"Alan Smith","startTime":2439.52,"endTime":2442.82,"body":"once trust is gone, then you've"},{"speaker":"Alan Smith","startTime":2442.82,"endTime":2444.92,"body":"got no chance. And you and"},{"speaker":"Alan Smith","startTime":2442.82,"endTime":2444.92,"body":"you're right. So all this God,"},{"speaker":"Alan Smith","startTime":2444.92,"endTime":2446.96,"body":"with all this stuff you were"},{"speaker":"Alan Smith","startTime":2444.92,"endTime":2446.96,"body":"talking about before, about"},{"speaker":"Alan Smith","startTime":2446.96,"endTime":2450.02,"body":"encouraging investment in the"},{"speaker":"Alan Smith","startTime":2446.96,"endTime":2450.02,"body":"UK, and we're having billions"},{"speaker":"Alan Smith","startTime":2450.02,"endTime":2453.34,"body":"withdrawn just by short term"},{"speaker":"Alan Smith","startTime":2450.02,"endTime":2453.34,"body":"tactical stupidity."},{"speaker":"Nick Lincoln","startTime":2454.18,"endTime":2456.34,"body":"Address the"},{"speaker":"Nick Lincoln","startTime":2454.18,"endTime":2456.34,"body":"underlying causes. Don't bloody"},{"speaker":"Nick Lincoln","startTime":2456.34,"endTime":2459.82,"body":"force pension funds into you."},{"speaker":"Nick Lincoln","startTime":2456.34,"endTime":2459.82,"body":"Okay, so sorry, guys. I'm"},{"speaker":"Nick Lincoln","startTime":2459.82,"endTime":2462.4,"body":"resting this now the final, the"},{"speaker":"Nick Lincoln","startTime":2459.82,"endTime":2462.4,"body":"very final thing before we our"},{"speaker":"Nick Lincoln","startTime":2462.52,"endTime":2464.74,"body":"guest gets let into the trap"},{"speaker":"Nick Lincoln","startTime":2462.52,"endTime":2464.74,"body":"studio of doom."},{"speaker":"Alan Smith","startTime":2465.16,"endTime":2469.0,"body":"Storyteller, I was"},{"speaker":"Alan Smith","startTime":2465.16,"endTime":2469.0,"body":"hesitant to add this, in case"},{"speaker":"Alan Smith","startTime":2469.0,"endTime":2473.16,"body":"you all went, oh god, that's,"},{"speaker":"Alan Smith","startTime":2469.0,"endTime":2473.16,"body":"that's, that's old news, but one"},{"speaker":"Alan Smith","startTime":2473.16,"endTime":2475.14,"body":"of my colleagues shared with me,"},{"speaker":"Alan Smith","startTime":2473.16,"endTime":2475.14,"body":"because, as you know, I'm off"},{"speaker":"Alan Smith","startTime":2475.14,"endTime":2479.1,"body":"the tools. I don't get into the"},{"speaker":"Alan Smith","startTime":2475.14,"endTime":2479.1,"body":"my new shy of day to day. But"},{"speaker":"Alan Smith","startTime":2479.1,"endTime":2482.2799999999997,"body":"there is, if you come, if you"},{"speaker":"Alan Smith","startTime":2479.1,"endTime":2482.2799999999997,"body":"meet a new client, and all this"},{"speaker":"Alan Smith","startTime":2482.2799999999997,"endTime":2485.7,"body":"stuff about protect, you know,"},{"speaker":"Alan Smith","startTime":2482.2799999999997,"endTime":2485.7,"body":"tax free, cash, pension,"},{"speaker":"Alan Smith","startTime":2485.7,"endTime":2487.98,"body":"commencement, lump sum. And"},{"speaker":"Alan Smith","startTime":2485.7,"endTime":2487.98,"body":"there's all the various"},{"speaker":"Alan Smith","startTime":2487.98,"endTime":2491.0,"body":"historical iterations, and some"},{"speaker":"Alan Smith","startTime":2487.98,"endTime":2491.0,"body":"people got various protections"},{"speaker":"Alan Smith","startTime":2491.0,"endTime":2493.52,"body":"in place. And sometimes a new"},{"speaker":"Alan Smith","startTime":2491.0,"endTime":2493.52,"body":"client comes to you, and you"},{"speaker":"Alan Smith","startTime":2493.52,"endTime":2496.82,"body":"can't quite remember what it is"},{"speaker":"Alan Smith","startTime":2493.52,"endTime":2496.82,"body":"that now all that data is now,"},{"speaker":"Alan Smith","startTime":2497.0,"endTime":2499.52,"body":"might have been for a while, but"},{"speaker":"Alan Smith","startTime":2497.0,"endTime":2499.52,"body":"I just found out about it last"},{"speaker":"Alan Smith","startTime":2499.52,"endTime":2503.3,"body":"week in our centralized"},{"speaker":"Alan Smith","startTime":2499.52,"endTime":2503.3,"body":"database. Put the link in it on"},{"speaker":"Alan Smith","startTime":2503.42,"endTime":2507.14,"body":"a.gov then you can find out"},{"speaker":"Alan Smith","startTime":2503.42,"endTime":2507.14,"body":"exactly what protections your"},{"speaker":"Alan Smith","startTime":2507.14,"endTime":2510.5,"body":"client has. HMRC, that's it"},{"speaker":"Nick Lincoln","startTime":2510.62,"endTime":2512.38,"body":"useful. There's"},{"speaker":"Nick Lincoln","startTime":2510.62,"endTime":2512.38,"body":"the link to that so called show"},{"speaker":"Nick Lincoln","startTime":2512.38,"endTime":2514.54,"body":"notes. Another thing we're"},{"speaker":"Nick Lincoln","startTime":2512.38,"endTime":2514.54,"body":"giving all you beloved trappers."},{"speaker":"Nick Lincoln","startTime":2514.54,"endTime":2517.06,"body":"Okay, we're now at whatever we"},{"speaker":"Nick Lincoln","startTime":2514.54,"endTime":2517.06,"body":"bloody our 41 minutes in, our"},{"speaker":"Nick Lincoln","startTime":2517.06,"endTime":2519.46,"body":"guest is hovering. He's not a"},{"speaker":"Nick Lincoln","startTime":2517.06,"endTime":2519.46,"body":"man to wait either. He'll be,"},{"speaker":"Nick Lincoln","startTime":2519.46,"endTime":2522.16,"body":"he'll be pent up with the with"},{"speaker":"Nick Lincoln","startTime":2519.46,"endTime":2522.16,"body":"God knows what. But let's move"},{"speaker":"Nick Lincoln","startTime":2522.16,"endTime":2525.64,"body":"on to what many people call the"},{"speaker":"Nick Lincoln","startTime":2522.16,"endTime":2525.64,"body":"meat and potatoes of the real"},{"speaker":"Nick Lincoln","startTime":2525.7,"endTime":2528.7599999999998,"body":"advisor podcast. Now we're going"},{"speaker":"Nick Lincoln","startTime":2525.7,"endTime":2528.7599999999998,"body":"to let him manage the lobby, who"},{"speaker":"Nick Lincoln","startTime":2528.7599999999998,"endTime":2531.18,"body":"we've all had interactions with"},{"speaker":"Nick Lincoln","startTime":2528.7599999999998,"endTime":2531.18,"body":"over the years, he's interacted"},{"speaker":"Nick Lincoln","startTime":2531.18,"endTime":2534.96,"body":"with many, many advisors. He's"},{"speaker":"Nick Lincoln","startTime":2531.18,"endTime":2534.96,"body":"been transformative. He's also"},{"speaker":"Nick Lincoln","startTime":2534.96,"endTime":2538.38,"body":"divisive, and I think that's not"},{"speaker":"Nick Lincoln","startTime":2534.96,"endTime":2538.38,"body":"necessarily a bad thing, and"},{"speaker":"Nick Lincoln","startTime":2538.38,"endTime":2541.56,"body":"he's an interesting guy, so"},{"speaker":"Nick Lincoln","startTime":2538.38,"endTime":2541.56,"body":"let's let him in and let him"},{"speaker":"Nick Lincoln","startTime":2541.56,"endTime":2548.2799999999997,"body":"talk for himself. Hey, there's"},{"speaker":"Nick Lincoln","startTime":2541.56,"endTime":2548.2799999999997,"body":"somebody at the door. You"},{"speaker":"Nick Lincoln","startTime":2553.64,"endTime":2556.1,"body":"can hear you, sir, we can see"},{"speaker":"Nick Lincoln","startTime":2553.64,"endTime":2556.1,"body":"you. Can you hear us?"},{"speaker":"Paul Armson","startTime":2557.36,"endTime":2560.12,"body":"That's better"},{"speaker":"Paul Armson","startTime":2557.36,"endTime":2560.12,"body":"taking these things out. Can you"},{"speaker":"Paul Armson","startTime":2560.12,"endTime":2563.3,"body":"hear us? Paul, can hear now."},{"speaker":"Nick Lincoln","startTime":2564.5,"endTime":2568.82,"body":"Yeah, rehearsal"},{"speaker":"Nick Lincoln","startTime":2564.5,"endTime":2568.82,"body":"before the so, anyway,"},{"speaker":"Nick Lincoln","startTime":2569.48,"endTime":2572.2599999999998,"body":"completely Mr. Marmite is in the"},{"speaker":"Nick Lincoln","startTime":2569.48,"endTime":2572.2599999999998,"body":"room. Mr. Marmite, the man who"},{"speaker":"Nick Lincoln","startTime":2572.2599999999998,"endTime":2575.5,"body":"puts the money into Marmite."},{"speaker":"Nick Lincoln","startTime":2572.2599999999998,"endTime":2575.5,"body":"Paul, hello, welcome Alan."},{"speaker":"Nick Lincoln","startTime":2575.92,"endTime":2578.14,"body":"Before you get before you go."},{"speaker":"Nick Lincoln","startTime":2575.92,"endTime":2578.14,"body":"Alan, give, give God's quick"},{"speaker":"Nick Lincoln","startTime":2578.14,"endTime":2579.58,"body":"potted bio of Mr. Armstrong."},{"speaker":"Alan Smith","startTime":2579.88,"endTime":2583.3,"body":"Well, now I'm going"},{"speaker":"Alan Smith","startTime":2579.88,"endTime":2583.3,"body":"to invite Paul to give a bio I"},{"speaker":"Alan Smith","startTime":2583.3,"endTime":2589.12,"body":"was just saying before you came"},{"speaker":"Alan Smith","startTime":2583.3,"endTime":2589.12,"body":"on. You and I, we go back a long"},{"speaker":"Alan Smith","startTime":2589.12,"endTime":2594.48,"body":"way, a long time. I've even been"},{"speaker":"Alan Smith","startTime":2589.12,"endTime":2594.48,"body":"sailing on your majestic around"},{"speaker":"Alan Smith","startTime":2594.54,"endTime":2599.2799999999997,"body":"the Aegean. So we've known each"},{"speaker":"Alan Smith","startTime":2594.54,"endTime":2599.2799999999997,"body":"other for many years, but and"},{"speaker":"Alan Smith","startTime":2599.2799999999997,"endTime":2603.7799999999997,"body":"you were, and I think certainly"},{"speaker":"Alan Smith","startTime":2599.2799999999997,"endTime":2603.7799999999997,"body":"I Nick Lincoln in particular,"},{"speaker":"Alan Smith","startTime":2603.7799999999997,"endTime":2607.62,"body":"and a whole bunch of us of that"},{"speaker":"Alan Smith","startTime":2603.7799999999997,"endTime":2607.62,"body":"kind of cohort, that generation"},{"speaker":"Alan Smith","startTime":2607.62,"endTime":2611.18,"body":"that was growing up sort of 15"},{"speaker":"Alan Smith","startTime":2607.62,"endTime":2611.18,"body":"plus years ago and trying to"},{"speaker":"Alan Smith","startTime":2611.18,"endTime":2613.7,"body":"build financial planning"},{"speaker":"Alan Smith","startTime":2611.18,"endTime":2613.7,"body":"businesses. I've got a debt of"},{"speaker":"Alan Smith","startTime":2613.7,"endTime":2617.9,"body":"gratitude to you, because we all"},{"speaker":"Alan Smith","startTime":2613.7,"endTime":2617.9,"body":"went to this when you did a kind"},{"speaker":"Alan Smith","startTime":2617.96,"endTime":2620.7799999999997,"body":"of UK tour, didn't you? We're"},{"speaker":"Alan Smith","startTime":2617.96,"endTime":2620.7799999999997,"body":"giving presentations up and down"},{"speaker":"Alan Smith","startTime":2620.7799999999997,"endTime":2623.7799999999997,"body":"the country, going back quite a"},{"speaker":"Alan Smith","startTime":2620.7799999999997,"endTime":2623.7799999999997,"body":"number of years, and you were"},{"speaker":"Alan Smith","startTime":2623.7799999999997,"endTime":2627.32,"body":"really impactful. And I was"},{"speaker":"Alan Smith","startTime":2623.7799999999997,"endTime":2627.32,"body":"speaking to colleagues in my"},{"speaker":"Alan Smith","startTime":2627.32,"endTime":2630.2799999999997,"body":"company recently, saying"},{"speaker":"Alan Smith","startTime":2627.32,"endTime":2630.2799999999997,"body":"thinking about some of the most"},{"speaker":"Alan Smith","startTime":2630.2799999999997,"endTime":2633.16,"body":"impactful things that we ever"},{"speaker":"Alan Smith","startTime":2630.2799999999997,"endTime":2633.16,"body":"did in the company, and engaging"},{"speaker":"Alan Smith","startTime":2633.16,"endTime":2636.7,"body":"with you and the sort of"},{"speaker":"Alan Smith","startTime":2633.16,"endTime":2636.7,"body":"presentations that you gave us"},{"speaker":"Alan Smith","startTime":2637.48,"endTime":2641.08,"body":"was really, really meaningful,"},{"speaker":"Alan Smith","startTime":2637.48,"endTime":2641.08,"body":"and it still is to the business"},{"speaker":"Alan Smith","startTime":2687.16,"endTime":2691.24,"body":"today, and it is for many, many"},{"speaker":"Alan Smith","startTime":2687.16,"endTime":2691.24,"body":"others. Having said all that,"},{"speaker":"Alan Smith","startTime":2691.8399999999997,"endTime":2694.72,"body":"there's quite a few people on"},{"speaker":"Alan Smith","startTime":2691.8399999999997,"endTime":2694.72,"body":"this podcast and Trappists and"},{"speaker":"Alan Smith","startTime":2694.72,"endTime":2698.2799999999997,"body":"people who tune into it that"},{"speaker":"Alan Smith","startTime":2694.72,"endTime":2698.2799999999997,"body":"probably aren't so well versed"},{"speaker":"Alan Smith","startTime":2698.2799999999997,"endTime":2701.46,"body":"with your work, your background,"},{"speaker":"Alan Smith","startTime":2698.2799999999997,"endTime":2701.46,"body":"your experience. So just as we"},{"speaker":"Alan Smith","startTime":2701.46,"endTime":2704.52,"body":"open this up, Paul, can you just"},{"speaker":"Alan Smith","startTime":2701.46,"endTime":2704.52,"body":"go back and give people who"},{"speaker":"Alan Smith","startTime":2704.52,"endTime":2707.4,"body":"don't know too much about you a"},{"speaker":"Alan Smith","startTime":2704.52,"endTime":2707.4,"body":"bit of a potted history"},{"speaker":"Alan Smith","startTime":2707.46,"endTime":2709.98,"body":"background where you've come"},{"speaker":"Alan Smith","startTime":2707.46,"endTime":2709.98,"body":"from, and that journey over the"},{"speaker":"Alan Smith","startTime":2709.98,"endTime":2713.8199999999997,"body":"last 10 or 15 years or more,"},{"speaker":"Alan Smith","startTime":2709.98,"endTime":2713.8199999999997,"body":"Journey of the last 1015 years"},{"speaker":"Alan Smith","startTime":2713.94,"endTime":2715.3199999999997,"body":"or more?"},{"speaker":"Paul Armson","startTime":2715.319,"endTime":2718.819,"body":"Cool. Okay, thanks."},{"speaker":"Paul Armson","startTime":2715.319,"endTime":2718.819,"body":"I'll try not to go on too much."},{"speaker":"Paul Armson","startTime":2719.839,"endTime":2724.5789999999997,"body":"So for those people that may not"},{"speaker":"Paul Armson","startTime":2719.839,"endTime":2724.5789999999997,"body":"know anything about me, I fell"},{"speaker":"Paul Armson","startTime":2724.5789999999997,"endTime":2727.459,"body":"into the job as a financial"},{"speaker":"Paul Armson","startTime":2724.5789999999997,"endTime":2727.459,"body":"advisor when I was 22 so that"},{"speaker":"Paul Armson","startTime":2727.459,"endTime":2733.339,"body":"was in 1982 so it's interesting"},{"speaker":"Paul Armson","startTime":2727.459,"endTime":2733.339,"body":"for me now to see youngsters in"},{"speaker":"Paul Armson","startTime":2733.339,"endTime":2738.279,"body":"financial planning wanting to"},{"speaker":"Paul Armson","startTime":2733.339,"endTime":2738.279,"body":"sort of achieve success. So I"},{"speaker":"Paul Armson","startTime":2738.279,"endTime":2740.679,"body":"think the people on the call"},{"speaker":"Paul Armson","startTime":2738.279,"endTime":2740.679,"body":"started very early on. So I was"},{"speaker":"Paul Armson","startTime":2740.679,"endTime":2744.759,"body":"22 when I started in financial"},{"speaker":"Paul Armson","startTime":2740.679,"endTime":2744.759,"body":"services, fell into the job, and"},{"speaker":"Paul Armson","startTime":2744.759,"endTime":2747.699,"body":"for the first eight years of my"},{"speaker":"Paul Armson","startTime":2744.759,"endTime":2747.699,"body":"life, was busy selling financial"},{"speaker":"Paul Armson","startTime":2747.699,"endTime":2749.979,"body":"products and doing all the"},{"speaker":"Paul Armson","startTime":2747.699,"endTime":2749.979,"body":"things that the industry had"},{"speaker":"Paul Armson","startTime":2749.979,"endTime":2753.459,"body":"trained me to do full commission"},{"speaker":"Paul Armson","startTime":2749.979,"endTime":2753.459,"body":"back then. And I was busy. I was"},{"speaker":"Paul Armson","startTime":2753.459,"endTime":2756.479,"body":"seeing people who had anyone at"},{"speaker":"Paul Armson","startTime":2753.459,"endTime":2756.479,"body":"a pulse. I'd be working"},{"speaker":"Paul Armson","startTime":2756.479,"endTime":2760.319,"body":"evenings, weekends and so on."},{"speaker":"Paul Armson","startTime":2756.479,"endTime":2760.319,"body":"And then everyone on the call"},{"speaker":"Paul Armson","startTime":2760.319,"endTime":2763.679,"body":"knows this. You guys know this."},{"speaker":"Paul Armson","startTime":2760.319,"endTime":2763.679,"body":"That, to me, happened that sort"},{"speaker":"Paul Armson","startTime":2763.679,"endTime":2766.859,"body":"of changed my life. And that was"},{"speaker":"Paul Armson","startTime":2763.679,"endTime":2766.859,"body":"my mom died suddenly. And when"},{"speaker":"Paul Armson","startTime":2766.859,"endTime":2769.679,"body":"she died, that sort of woke me"},{"speaker":"Paul Armson","startTime":2766.859,"endTime":2769.679,"body":"up to this idea, or this fact"},{"speaker":"Paul Armson","startTime":2769.679,"endTime":2772.739,"body":"that life is not a rehearsal. So"},{"speaker":"Paul Armson","startTime":2769.679,"endTime":2772.739,"body":"I really got this sort of"},{"speaker":"Paul Armson","startTime":2773.339,"endTime":2776.419,"body":"awakening, if you like, about"},{"speaker":"Paul Armson","startTime":2773.339,"endTime":2776.419,"body":"how life speeds up. The older"},{"speaker":"Paul Armson","startTime":2776.419,"endTime":2779.419,"body":"you get, even for a 30 year old,"},{"speaker":"Paul Armson","startTime":2776.419,"endTime":2779.419,"body":"I had that awakening, awakening"},{"speaker":"Paul Armson","startTime":2779.419,"endTime":2783.0789999999997,"body":"and that awareness that it is"},{"speaker":"Paul Armson","startTime":2779.419,"endTime":2783.0789999999997,"body":"going fast, and I'm only 30"},{"speaker":"Paul Armson","startTime":2783.0789999999997,"endTime":2786.679,"body":"right. And then so I then"},{"speaker":"Paul Armson","startTime":2783.0789999999997,"endTime":2786.679,"body":"started to live by this mantra"},{"speaker":"Paul Armson","startTime":2786.679,"endTime":2790.159,"body":"that life is not a rehearsal."},{"speaker":"Paul Armson","startTime":2786.679,"endTime":2790.159,"body":"And what then happened, though,"},{"speaker":"Paul Armson","startTime":2790.159,"endTime":2793.939,"body":"was when I first started to see"},{"speaker":"Paul Armson","startTime":2790.159,"endTime":2793.939,"body":"clients. After my mom died, I"},{"speaker":"Paul Armson","startTime":2793.939,"endTime":2796.299,"body":"started to hear clients say"},{"speaker":"Paul Armson","startTime":2793.939,"endTime":2796.299,"body":"certain things that my dad had"},{"speaker":"Paul Armson","startTime":2796.299,"endTime":2799.0589999999997,"body":"always said, always said, and"},{"speaker":"Paul Armson","startTime":2796.299,"endTime":2799.0589999999997,"body":"those words were often, one day,"},{"speaker":"Paul Armson","startTime":2799.0589999999997,"endTime":2801.939,"body":"we'll do this one day. We'll do"},{"speaker":"Paul Armson","startTime":2799.0589999999997,"endTime":2801.939,"body":"that one day with the other and"},{"speaker":"Paul Armson","startTime":2801.939,"endTime":2804.279,"body":"I had this, I remember having"},{"speaker":"Paul Armson","startTime":2801.939,"endTime":2804.279,"body":"this conversation with one"},{"speaker":"Paul Armson","startTime":2804.279,"endTime":2807.999,"body":"client, and just really got"},{"speaker":"Paul Armson","startTime":2804.279,"endTime":2807.999,"body":"quite annoyed with them because"},{"speaker":"Paul Armson","startTime":2807.999,"endTime":2810.5789999999997,"body":"they were saying that this, this"},{"speaker":"Paul Armson","startTime":2807.999,"endTime":2810.5789999999997,"body":"thing about one day, will do"},{"speaker":"Paul Armson","startTime":2810.5789999999997,"endTime":2813.0389999999998,"body":"stuff. And I said, Why not do"},{"speaker":"Paul Armson","startTime":2810.5789999999997,"endTime":2813.0389999999998,"body":"these things now? Why not do"},{"speaker":"Paul Armson","startTime":2813.0389999999998,"endTime":2815.379,"body":"these things now? It's not a"},{"speaker":"Paul Armson","startTime":2813.0389999999998,"endTime":2815.379,"body":"rehearsal. So what happens? I"},{"speaker":"Paul Armson","startTime":2815.379,"endTime":2818.219,"body":"bought this whole new dimension"},{"speaker":"Paul Armson","startTime":2815.379,"endTime":2818.219,"body":"to the conversation with clients"},{"speaker":"Paul Armson","startTime":2818.219,"endTime":2821.519,"body":"about life and how it speeds up"},{"speaker":"Paul Armson","startTime":2818.219,"endTime":2821.519,"body":"the older you get and you've"},{"speaker":"Paul Armson","startTime":2821.519,"endTime":2824.399,"body":"only got one chance to do stuff."},{"speaker":"Paul Armson","startTime":2821.519,"endTime":2824.399,"body":"And I started to realize that my"},{"speaker":"Paul Armson","startTime":2824.399,"endTime":2826.919,"body":"job as a financial advisor"},{"speaker":"Paul Armson","startTime":2824.399,"endTime":2826.919,"body":"wasn't to peddle products on"},{"speaker":"Paul Armson","startTime":2826.919,"endTime":2829.5589999999997,"body":"behalf of the industry, it was"},{"speaker":"Paul Armson","startTime":2826.919,"endTime":2829.5589999999997,"body":"to really engage with clients"},{"speaker":"Paul Armson","startTime":2829.5589999999997,"endTime":2832.439,"body":"about where they are in life"},{"speaker":"Paul Armson","startTime":2829.5589999999997,"endTime":2832.439,"body":"right now, how they got to where"},{"speaker":"Paul Armson","startTime":2832.439,"endTime":2835.439,"body":"they are now, what's their"},{"speaker":"Paul Armson","startTime":2832.439,"endTime":2835.439,"body":"story. And then once you"},{"speaker":"Paul Armson","startTime":2835.439,"endTime":2838.219,"body":"understand where they are now,"},{"speaker":"Paul Armson","startTime":2835.439,"endTime":2838.219,"body":"you could then start delving"},{"speaker":"Paul Armson","startTime":2838.279,"endTime":2840.6189999999997,"body":"into what they would like their"},{"speaker":"Paul Armson","startTime":2838.279,"endTime":2840.6189999999997,"body":"future to be, and then it's my"},{"speaker":"Paul Armson","startTime":2840.6189999999997,"endTime":2842.779,"body":"job to help them to have the"},{"speaker":"Paul Armson","startTime":2840.6189999999997,"endTime":2842.779,"body":"right money at the right time,"},{"speaker":"Paul Armson","startTime":2842.779,"endTime":2844.879,"body":"to get the things out of life"},{"speaker":"Paul Armson","startTime":2842.779,"endTime":2844.879,"body":"that they say that they want. So"},{"speaker":"Paul Armson","startTime":2845.179,"endTime":2847.6389999999997,"body":"I started to have this"},{"speaker":"Paul Armson","startTime":2845.179,"endTime":2847.6389999999997,"body":"realization about the concept of"},{"speaker":"Paul Armson","startTime":2847.6389999999997,"endTime":2850.339,"body":"lifestyle financial planning. I"},{"speaker":"Paul Armson","startTime":2847.6389999999997,"endTime":2850.339,"body":"created this concept called"},{"speaker":"Paul Armson","startTime":2850.399,"endTime":2852.859,"body":"Lifestyle financial planning,"},{"speaker":"Paul Armson","startTime":2850.399,"endTime":2852.859,"body":"which is basically helping"},{"speaker":"Paul Armson","startTime":2852.859,"endTime":2856.0389999999998,"body":"clients to identify, achieve and"},{"speaker":"Paul Armson","startTime":2852.859,"endTime":2856.0389999999998,"body":"maintain their desired lifestyle"},{"speaker":"Paul Armson","startTime":2856.759,"endTime":2859.899,"body":"without ever running out of"},{"speaker":"Paul Armson","startTime":2856.759,"endTime":2859.899,"body":"money or dying with too much."},{"speaker":"Paul Armson","startTime":2859.959,"endTime":2862.959,"body":"And that's really what I"},{"speaker":"Paul Armson","startTime":2859.959,"endTime":2862.959,"body":"realized my purpose was in life."},{"speaker":"Paul Armson","startTime":2863.439,"endTime":2866.259,"body":"So anyway, cut a long story"},{"speaker":"Paul Armson","startTime":2863.439,"endTime":2866.259,"body":"short, I just did that for every"},{"speaker":"Paul Armson","startTime":2866.259,"endTime":2868.719,"body":"single client that I took on"},{"speaker":"Paul Armson","startTime":2866.259,"endTime":2868.719,"body":"from that point forward. Got"},{"speaker":"Paul Armson","startTime":2868.719,"endTime":2871.899,"body":"very choosy about the clients"},{"speaker":"Paul Armson","startTime":2868.719,"endTime":2871.899,"body":"that I took on, and that enabled"},{"speaker":"Paul Armson","startTime":2872.0789999999997,"endTime":2875.319,"body":"me to have a decent life and"},{"speaker":"Paul Armson","startTime":2872.0789999999997,"endTime":2875.319,"body":"semi retire at 45 that's what I"},{"speaker":"Paul Armson","startTime":2875.319,"endTime":2878.159,"body":"then did, because it's my my"},{"speaker":"Paul Armson","startTime":2875.319,"endTime":2878.159,"body":"life too. It's your life too, on"},{"speaker":"Paul Armson","startTime":2878.159,"endTime":2882.5389999999998,"body":"the call. So um, and then other"},{"speaker":"Paul Armson","startTime":2878.159,"endTime":2882.5389999999998,"body":"advisors started asking me how"},{"speaker":"Paul Armson","startTime":2882.5389999999998,"endTime":2885.5389999999998,"body":"to achieve those things, and"},{"speaker":"Paul Armson","startTime":2882.5389999999998,"endTime":2885.5389999999998,"body":"they asked if I could then teach"},{"speaker":"Paul Armson","startTime":2885.5389999999998,"endTime":2889.499,"body":"them what I knew. And that's how"},{"speaker":"Paul Armson","startTime":2885.5389999999998,"endTime":2889.499,"body":"I became if you like Coach, you"},{"speaker":"Paul Armson","startTime":2889.499,"endTime":2891.5989999999997,"body":"want a better word. I don't"},{"speaker":"Paul Armson","startTime":2889.499,"endTime":2891.5989999999997,"body":"really see myself as a coach,"},{"speaker":"Paul Armson","startTime":2891.5989999999997,"endTime":2895.0789999999997,"body":"but that's how you came across"},{"speaker":"Paul Armson","startTime":2891.5989999999997,"endTime":2895.0789999999997,"body":"me when I started to share up"},{"speaker":"Paul Armson","startTime":2895.0789999999997,"endTime":2897.979,"body":"and down the country my concept"},{"speaker":"Paul Armson","startTime":2895.0789999999997,"endTime":2897.979,"body":"of lifestyle, financial"},{"speaker":"Paul Armson","startTime":2897.979,"endTime":2901.5789999999997,"body":"planning, and how to adopt it to"},{"speaker":"Paul Armson","startTime":2897.979,"endTime":2901.5789999999997,"body":"demonstrate and deliver more"},{"speaker":"Paul Armson","startTime":2901.5789999999997,"endTime":2904.819,"body":"value, and, more importantly,"},{"speaker":"Paul Armson","startTime":2901.5789999999997,"endTime":2904.819,"body":"how to enjoy the job again. I"},{"speaker":"Paul Armson","startTime":2904.819,"endTime":2906.859,"body":"mean, that's the thing."},{"speaker":"Paul Armson","startTime":2904.819,"endTime":2906.859,"body":"Financial Products are pretty"},{"speaker":"Paul Armson","startTime":2906.859,"endTime":2910.519,"body":"boring. Investments are pretty"},{"speaker":"Paul Armson","startTime":2906.859,"endTime":2910.519,"body":"boring. It's helping clients to"},{"speaker":"Paul Armson","startTime":2910.519,"endTime":2912.919,"body":"get the life that they want."},{"speaker":"Paul Armson","startTime":2910.519,"endTime":2912.919,"body":"That's exciting. That's it."},{"speaker":"Paul Armson","startTime":2912.919,"endTime":2916.399,"body":"That's sexy. I call it. So"},{"speaker":"Paul Armson","startTime":2912.919,"endTime":2916.399,"body":"hopefully that gives an"},{"speaker":"Paul Armson","startTime":2916.399,"endTime":2919.0589999999997,"body":"overview. And then when I was"},{"speaker":"Paul Armson","startTime":2916.399,"endTime":2919.0589999999997,"body":"running around the country, I"},{"speaker":"Paul Armson","startTime":2919.0589999999997,"endTime":2921.339,"body":"thought, hang a minute. Why am I"},{"speaker":"Paul Armson","startTime":2919.0589999999997,"endTime":2921.339,"body":"running around the country doing"},{"speaker":"Paul Armson","startTime":2921.339,"endTime":2924.939,"body":"this when I can actually put all"},{"speaker":"Paul Armson","startTime":2921.339,"endTime":2924.939,"body":"of this online through videos?"},{"speaker":"Paul Armson","startTime":2924.939,"endTime":2927.519,"body":"And that's where I created"},{"speaker":"Paul Armson","startTime":2924.939,"endTime":2927.519,"body":"inspiring advisors with a whole"},{"speaker":"Paul Armson","startTime":2927.519,"endTime":2931.479,"body":"load of videos that then teach"},{"speaker":"Paul Armson","startTime":2927.519,"endTime":2931.479,"body":"advisors how to how to adopt a"},{"speaker":"Paul Armson","startTime":2931.479,"endTime":2933.879,"body":"more meaningful service"},{"speaker":"Paul Armson","startTime":2931.479,"endTime":2933.879,"body":"proposition with lifestyle,"},{"speaker":"Paul Armson","startTime":2933.879,"endTime":2937.799,"body":"financial planning. And my"},{"speaker":"Paul Armson","startTime":2933.879,"endTime":2937.799,"body":"videos basically teach, step by"},{"speaker":"Paul Armson","startTime":2937.799,"endTime":2940.5589999999997,"body":"step by step, how to do it, what"},{"speaker":"Paul Armson","startTime":2937.799,"endTime":2940.5589999999997,"body":"to say, when to say it, and so"},{"speaker":"Paul Armson","startTime":2940.5589999999997,"endTime":2944.5789999999997,"body":"on. So lots of advisors adopted"},{"speaker":"Paul Armson","startTime":2940.5589999999997,"endTime":2944.5789999999997,"body":"that process now. And, yeah, I"},{"speaker":"Paul Armson","startTime":2944.5789999999997,"endTime":2945.659,"body":"got a kick out of that still"},{"speaker":"Alan Smith","startTime":2947.46,"endTime":2949.08,"body":"brilliant Nick."},{"speaker":"Alan Smith","startTime":2947.46,"endTime":2949.08,"body":"You've got a question."},{"speaker":"Nick Lincoln","startTime":2951.24,"endTime":2953.22,"body":"Yeah, it's more of"},{"speaker":"Nick Lincoln","startTime":2951.24,"endTime":2953.22,"body":"a comment, really. I just wanted"},{"speaker":"Nick Lincoln","startTime":2953.58,"endTime":2956.1,"body":"to, you know, we've all paid"},{"speaker":"Nick Lincoln","startTime":2953.58,"endTime":2956.1,"body":"homage to armison Over the"},{"speaker":"Nick Lincoln","startTime":2956.1,"endTime":2959.18,"body":"years, and, and, and I just want"},{"speaker":"Nick Lincoln","startTime":2956.1,"endTime":2959.18,"body":"to get, I want it on the record"},{"speaker":"Nick Lincoln","startTime":2959.18,"endTime":2964.4,"body":"again that I went to a, I went"},{"speaker":"Nick Lincoln","startTime":2959.18,"endTime":2964.4,"body":"to a presentation by Paul in"},{"speaker":"Nick Lincoln","startTime":2964.4,"endTime":2968.72,"body":"2008 and he was nothing wrong"},{"speaker":"Nick Lincoln","startTime":2964.4,"endTime":2968.72,"body":"with this. He was selling, he"},{"speaker":"Nick Lincoln","startTime":2968.72,"endTime":2971.3599999999997,"body":"was selling truth software, but"},{"speaker":"Nick Lincoln","startTime":2968.72,"endTime":2971.3599999999997,"body":"on the around the concept of"},{"speaker":"Nick Lincoln","startTime":2971.42,"endTime":2974.06,"body":"lifestyle, financial planning."},{"speaker":"Nick Lincoln","startTime":2971.42,"endTime":2974.06,"body":"And I was in this hotel room"},{"speaker":"Nick Lincoln","startTime":2974.06,"endTime":2976.8199999999997,"body":"above St Albans train station,"},{"speaker":"Nick Lincoln","startTime":2974.06,"endTime":2976.8199999999997,"body":"not just myself and Paul. There"},{"speaker":"Nick Lincoln","startTime":2976.8199999999997,"endTime":2979.42,"body":"are other fully clothed people"},{"speaker":"Nick Lincoln","startTime":2976.8199999999997,"endTime":2979.42,"body":"in this hotel room. And hotel"},{"speaker":"Nick Lincoln","startTime":2979.42,"endTime":2982.24,"body":"room, and Paul gave us this"},{"speaker":"Nick Lincoln","startTime":2979.42,"endTime":2982.24,"body":"presentation. And I was just"},{"speaker":"Nick Lincoln","startTime":2982.24,"endTime":2984.7,"body":"blown away by and of course, it"},{"speaker":"Nick Lincoln","startTime":2982.24,"endTime":2984.7,"body":"was the bucket, which I'm sure"},{"speaker":"Nick Lincoln","startTime":2984.7,"endTime":2987.88,"body":"Paul wishes he'd copywriting,"},{"speaker":"Nick Lincoln","startTime":2984.7,"endTime":2987.88,"body":"but it's this brilliant concept"},{"speaker":"Nick Lincoln","startTime":2987.88,"endTime":2990.1,"body":"of just showing people within a"},{"speaker":"Nick Lincoln","startTime":2987.88,"endTime":2990.1,"body":"picture, because the picture"},{"speaker":"Nick Lincoln","startTime":2990.1,"endTime":2992.74,"body":"says 1000 words. This is what we"},{"speaker":"Nick Lincoln","startTime":2990.1,"endTime":2992.74,"body":"do. We help people through this"},{"speaker":"Nick Lincoln","startTime":2992.74,"endTime":2995.2,"body":"morass of stuff. Have you got"},{"speaker":"Nick Lincoln","startTime":2992.74,"endTime":2995.2,"body":"enough? Will you? Will you have"},{"speaker":"Nick Lincoln","startTime":2995.2,"endTime":2997.68,"body":"enough to enable you to do all"},{"speaker":"Nick Lincoln","startTime":2995.2,"endTime":2997.68,"body":"your life goals. And this just"},{"speaker":"Nick Lincoln","startTime":2997.68,"endTime":3000.5,"body":"blew me away. And in that room"},{"speaker":"Nick Lincoln","startTime":2997.68,"endTime":3000.5,"body":"at the time there was there was"},{"speaker":"Nick Lincoln","startTime":3000.5,"endTime":3003.62,"body":"certainly Tina weeks was in that"},{"speaker":"Nick Lincoln","startTime":3000.5,"endTime":3003.62,"body":"room there probably some other"},{"speaker":"Nick Lincoln","startTime":3003.62,"endTime":3006.38,"body":"big hitters who've gone on from"},{"speaker":"Nick Lincoln","startTime":3003.62,"endTime":3006.38,"body":"that moment onwards who are"},{"speaker":"Nick Lincoln","startTime":3006.38,"endTime":3009.8599999999997,"body":"inspired by Paul. So I want to"},{"speaker":"Nick Lincoln","startTime":3006.38,"endTime":3009.8599999999997,"body":"say a real thank you to you, and"},{"speaker":"Nick Lincoln","startTime":3009.8599999999997,"endTime":3013.04,"body":"that message can be repeated"},{"speaker":"Nick Lincoln","startTime":3009.8599999999997,"endTime":3013.04,"body":"hundreds, if not 1000s of times"},{"speaker":"Nick Lincoln","startTime":3013.8199999999997,"endTime":3016.54,"body":"through through this mighty"},{"speaker":"Nick Lincoln","startTime":3013.8199999999997,"endTime":3016.54,"body":"profession of ours. And along"},{"speaker":"Nick Lincoln","startTime":3016.54,"endTime":3019.6,"body":"the way you've you piss some"},{"speaker":"Nick Lincoln","startTime":3016.54,"endTime":3019.6,"body":"people off, and that's a good"},{"speaker":"Nick Lincoln","startTime":3019.6,"endTime":3023.74,"body":"thing, right? We want, we need,"},{"speaker":"Nick Lincoln","startTime":3019.6,"endTime":3023.74,"body":"we need. But you know, if you're"},{"speaker":"Nick Lincoln","startTime":3023.74,"endTime":3026.3199999999997,"body":"not upsetting somebody almost"},{"speaker":"Nick Lincoln","startTime":3023.74,"endTime":3026.3199999999997,"body":"every day, you're probably not"},{"speaker":"Nick Lincoln","startTime":3026.3199999999997,"endTime":3028.54,"body":"doing the right thing. And I'm,"},{"speaker":"Nick Lincoln","startTime":3026.3199999999997,"endTime":3028.54,"body":"you know, I live by that mantra,"},{"speaker":"Nick Lincoln","startTime":3028.7799999999997,"endTime":3031.48,"body":"which is why I got a very small"},{"speaker":"Nick Lincoln","startTime":3028.7799999999997,"endTime":3031.48,"body":"circle of friends. But you're"},{"speaker":"Nick Lincoln","startTime":3031.48,"endTime":3034.12,"body":"such an advocate for good. You"},{"speaker":"Nick Lincoln","startTime":3031.48,"endTime":3034.12,"body":"don't give a monkey's who you"},{"speaker":"Nick Lincoln","startTime":3034.12,"endTime":3037.62,"body":"upset. You realize that the"},{"speaker":"Nick Lincoln","startTime":3034.12,"endTime":3037.62,"body":"industry really has been opposed"},{"speaker":"Nick Lincoln","startTime":3037.62,"endTime":3040.14,"body":"against us for first, way too"},{"speaker":"Nick Lincoln","startTime":3037.62,"endTime":3040.14,"body":"long. I think it's getting"},{"speaker":"Nick Lincoln","startTime":3040.14,"endTime":3042.66,"body":"better now, but I want to just"},{"speaker":"Nick Lincoln","startTime":3040.14,"endTime":3042.66,"body":"say on record, thanks. And for"},{"speaker":"Nick Lincoln","startTime":3042.66,"endTime":3044.88,"body":"the younger advisors who haven't"},{"speaker":"Nick Lincoln","startTime":3042.66,"endTime":3044.88,"body":"listened to Paul, aren't"},{"speaker":"Nick Lincoln","startTime":3044.88,"endTime":3047.1,"body":"familiar with Paul and his"},{"speaker":"Nick Lincoln","startTime":3044.88,"endTime":3047.1,"body":"inspiring advisors and"},{"speaker":"Nick Lincoln","startTime":3047.1,"endTime":3049.56,"body":"everything else, just immerse"},{"speaker":"Nick Lincoln","startTime":3047.1,"endTime":3049.56,"body":"yourself in this. It is a very"},{"speaker":"Nick Lincoln","startTime":3049.56,"endTime":3052.2599999999998,"body":"quick way to be coming on the"},{"speaker":"Nick Lincoln","startTime":3049.56,"endTime":3052.2599999999998,"body":"righteous path doing full fat"},{"speaker":"Nick Lincoln","startTime":3052.2599999999998,"endTime":3056.58,"body":"financial planning. So there we"},{"speaker":"Nick Lincoln","startTime":3052.2599999999998,"endTime":3056.58,"body":"go. There's enough smoke."},{"speaker":"Paul Armson","startTime":3058.859,"endTime":3060.379,"body":"I'll say, Thank you"},{"speaker":"Paul Armson","startTime":3058.859,"endTime":3060.379,"body":"for your nice words."},{"speaker":"Andy Hart","startTime":3064.22,"endTime":3068.24,"body":"I will chip in. Yeah,"},{"speaker":"Andy Hart","startTime":3064.22,"endTime":3068.24,"body":"I first came across Paul similar"},{"speaker":"Andy Hart","startTime":3068.24,"endTime":3072.62,"body":"event. It was in St Albans."},{"speaker":"Andy Hart","startTime":3068.24,"endTime":3072.62,"body":"There was an advert in the new"},{"speaker":"Andy Hart","startTime":3072.62,"endTime":3076.2999999999997,"body":"model advisor. It was my first"},{"speaker":"Andy Hart","startTime":3072.62,"endTime":3076.2999999999997,"body":"paid event. I don't know if. It"},{"speaker":"Andy Hart","startTime":3076.2999999999997,"endTime":3077.3199999999997,"body":"was 47 quid."},{"speaker":"Nick Lincoln","startTime":3077.319,"endTime":3082.299,"body":"5767 47 quid. It"},{"speaker":"Nick Lincoln","startTime":3077.319,"endTime":3082.299,"body":"was 47 quid. I remembered, yeah,"},{"speaker":"Andy Hart","startTime":3083.56,"endTime":3086.02,"body":"I was a lonely"},{"speaker":"Andy Hart","startTime":3083.56,"endTime":3086.02,"body":"mortgage advisor, but I was"},{"speaker":"Andy Hart","startTime":3086.02,"endTime":3089.08,"body":"doing the exams to become a"},{"speaker":"Andy Hart","startTime":3086.02,"endTime":3089.08,"body":"financial advisor. I was 27 I"},{"speaker":"Andy Hart","startTime":3089.56,"endTime":3091.96,"body":"was very impressed with what"},{"speaker":"Andy Hart","startTime":3089.56,"endTime":3091.96,"body":"Paul saying, but I was a little"},{"speaker":"Andy Hart","startTime":3091.96,"endTime":3094.72,"body":"bit underwhelmed that the lack"},{"speaker":"Andy Hart","startTime":3091.96,"endTime":3094.72,"body":"of technology in the industry at"},{"speaker":"Andy Hart","startTime":3094.72,"endTime":3098.16,"body":"the time. And then I spent a"},{"speaker":"Andy Hart","startTime":3094.72,"endTime":3098.16,"body":"couple of years trying to become"},{"speaker":"Andy Hart","startTime":3098.16,"endTime":3101.16,"body":"a financial advisor, and things"},{"speaker":"Andy Hart","startTime":3098.16,"endTime":3101.16,"body":"came full circle. We've all"},{"speaker":"Andy Hart","startTime":3101.16,"endTime":3103.74,"body":"spoken it back to why haven't"},{"speaker":"Andy Hart","startTime":3101.16,"endTime":3103.74,"body":"we? Paul, and you said I was the"},{"speaker":"Andy Hart","startTime":3103.74,"endTime":3107.2799999999997,"body":"best speaker. These boys were"},{"speaker":"Andy Hart","startTime":3103.74,"endTime":3107.2799999999997,"body":"fillers. Still the case. Dream"},{"speaker":"Andy Hart","startTime":3107.2799999999997,"endTime":3107.46,"body":"on"},{"speaker":"Paul Armson","startTime":3107.46,"endTime":3111.48,"body":"Ultra. Yeah, I"},{"speaker":"Paul Armson","startTime":3107.46,"endTime":3111.48,"body":"remember, I remember you being"},{"speaker":"Paul Armson","startTime":3111.48,"endTime":3116.04,"body":"in that seminar Andy, and I"},{"speaker":"Paul Armson","startTime":3111.48,"endTime":3116.04,"body":"remember thinking that guy is"},{"speaker":"Paul Armson","startTime":3116.04,"endTime":3119.9,"body":"going to be a superstar or a"},{"speaker":"Paul Armson","startTime":3116.04,"endTime":3119.9,"body":"complete Oh, for God's sake, but"},{"speaker":"Paul Armson","startTime":3119.9,"endTime":3121.46,"body":"anyway, you've turned out to be"},{"speaker":"Paul Armson","startTime":3119.9,"endTime":3121.46,"body":"a superstar."},{"speaker":"Nick Lincoln","startTime":3121.46,"endTime":3126.74,"body":"One of the reasons"},{"speaker":"Nick Lincoln","startTime":3121.46,"endTime":3126.74,"body":"we wanted to get you on anyway,"},{"speaker":"Nick Lincoln","startTime":3126.74,"endTime":3129.44,"body":"Paul, because because of who you"},{"speaker":"Nick Lincoln","startTime":3126.74,"endTime":3129.44,"body":"are. But so financial planning"},{"speaker":"Nick Lincoln","startTime":3129.68,"endTime":3132.02,"body":"has become embedded in a lot"},{"speaker":"Nick Lincoln","startTime":3129.68,"endTime":3132.02,"body":"more firms than it was,"},{"speaker":"Nick Lincoln","startTime":3132.02,"endTime":3134.7799999999997,"body":"certainly when you started out,"},{"speaker":"Nick Lincoln","startTime":3132.02,"endTime":3134.7799999999997,"body":"and since I started doing it,"},{"speaker":"Nick Lincoln","startTime":3134.7799999999997,"endTime":3138.1,"body":"2008 is way more common, but"},{"speaker":"Nick Lincoln","startTime":3134.7799999999997,"endTime":3138.1,"body":"it's still nowhere near as"},{"speaker":"Nick Lincoln","startTime":3138.1,"endTime":3140.92,"body":"commonplace as it should be."},{"speaker":"Nick Lincoln","startTime":3138.1,"endTime":3140.92,"body":"That's not the only issue. I"},{"speaker":"Nick Lincoln","startTime":3141.7,"endTime":3144.3399999999997,"body":"don't think a lot of people are"},{"speaker":"Nick Lincoln","startTime":3141.7,"endTime":3144.3399999999997,"body":"doing full fat financial"},{"speaker":"Nick Lincoln","startTime":3144.3399999999997,"endTime":3147.8199999999997,"body":"planning as well as they should"},{"speaker":"Nick Lincoln","startTime":3144.3399999999997,"endTime":3147.8199999999997,"body":"be, and I think there are issues"},{"speaker":"Nick Lincoln","startTime":3147.8199999999997,"endTime":3150.64,"body":"with it. You wrote a very good"},{"speaker":"Nick Lincoln","startTime":3147.8199999999997,"endTime":3150.64,"body":"piece on LinkedIn recently. They"},{"speaker":"Nick Lincoln","startTime":3150.64,"endTime":3153.7599999999998,"body":"linked to it in the so called"},{"speaker":"Nick Lincoln","startTime":3150.64,"endTime":3153.7599999999998,"body":"show notes. And again, as as is"},{"speaker":"Nick Lincoln","startTime":3153.7599999999998,"endTime":3157.08,"body":"your way, you were very dogmatic"},{"speaker":"Nick Lincoln","startTime":3153.7599999999998,"endTime":3157.08,"body":"about it. You were saying is,"},{"speaker":"Nick Lincoln","startTime":3157.08,"endTime":3159.2999999999997,"body":"this is what I would do, and"},{"speaker":"Nick Lincoln","startTime":3157.08,"endTime":3159.2999999999997,"body":"this is the reason I would do"},{"speaker":"Nick Lincoln","startTime":3159.2999999999997,"endTime":3162.0,"body":"it. Just expand on that. And"},{"speaker":"Nick Lincoln","startTime":3159.2999999999997,"endTime":3162.0,"body":"it's loosely around the subject"},{"speaker":"Nick Lincoln","startTime":3162.12,"endTime":3166.08,"body":"of unrealistic future"},{"speaker":"Nick Lincoln","startTime":3162.12,"endTime":3166.08,"body":"assumptions being made about"},{"speaker":"Nick Lincoln","startTime":3166.08,"endTime":3169.56,"body":"someone's cash flow, that they"},{"speaker":"Nick Lincoln","startTime":3166.08,"endTime":3169.56,"body":"can kind of get off the hook for"},{"speaker":"Nick Lincoln","startTime":3169.56,"endTime":3172.2,"body":"taking personal responsibility."},{"speaker":"Nick Lincoln","startTime":3169.56,"endTime":3172.2,"body":"I won't say more. I'll let you"},{"speaker":"Nick Lincoln","startTime":3172.2,"endTime":3174.66,"body":"fill in the gaps. Personal"},{"speaker":"Nick Lincoln","startTime":3172.2,"endTime":3174.66,"body":"Responsibility. I won't say any"},{"speaker":"Nick Lincoln","startTime":3174.66,"endTime":3175.62,"body":"more. I'll let you fill in the"},{"speaker":"Paul Armson","startTime":3175.62,"endTime":3177.74,"body":"gaps. Okay, there's"},{"speaker":"Paul Armson","startTime":3175.62,"endTime":3177.74,"body":"a bit of a lag on the"},{"speaker":"Paul Armson","startTime":3177.74,"endTime":3181.1,"body":"conversation, by the way, but"},{"speaker":"Paul Armson","startTime":3177.74,"endTime":3181.1,"body":"yeah, I think that's an apple"},{"speaker":"Paul Armson","startTime":3181.1,"endTime":3185.3599999999997,"body":"thing, isn't it? Yeah, yeah. So"},{"speaker":"Paul Armson","startTime":3181.1,"endTime":3185.3599999999997,"body":"that post, that post, I think,"},{"speaker":"Paul Armson","startTime":3185.3599999999997,"endTime":3189.8599999999997,"body":"was talking about how it came"},{"speaker":"Paul Armson","startTime":3185.3599999999997,"endTime":3189.8599999999997,"body":"about, because I was talking to"},{"speaker":"Paul Armson","startTime":3189.8599999999997,"endTime":3193.1,"body":"an advisor who was like,"},{"speaker":"Paul Armson","startTime":3189.8599999999997,"endTime":3193.1,"body":"checking out my stuff, and he"},{"speaker":"Paul Armson","startTime":3193.1,"endTime":3195.2599999999998,"body":"has to have a call. And he said,"},{"speaker":"Paul Armson","startTime":3193.1,"endTime":3195.2599999999998,"body":"I don't know what all the fuss"},{"speaker":"Paul Armson","startTime":3195.2599999999998,"endTime":3198.1,"body":"is about, because none of my"},{"speaker":"Paul Armson","startTime":3195.2599999999998,"endTime":3198.1,"body":"clients run out of money, and it"},{"speaker":"Paul Armson","startTime":3198.1,"endTime":3200.5,"body":"was like doing cash flow"},{"speaker":"Paul Armson","startTime":3198.1,"endTime":3200.5,"body":"forecast. None of his clients"},{"speaker":"Paul Armson","startTime":3200.5,"endTime":3202.42,"body":"ever run out of money. And I"},{"speaker":"Paul Armson","startTime":3200.5,"endTime":3202.42,"body":"said, Tell me about your"},{"speaker":"Paul Armson","startTime":3202.42,"endTime":3204.94,"body":"clients. They said they're all"},{"speaker":"Paul Armson","startTime":3202.42,"endTime":3204.94,"body":"business owners and and I said,"},{"speaker":"Paul Armson","startTime":3204.94,"endTime":3207.16,"body":"they never run out of money. He"},{"speaker":"Paul Armson","startTime":3204.94,"endTime":3207.16,"body":"said, No, they never ran money."},{"speaker":"Paul Armson","startTime":3207.16,"endTime":3209.2599999999998,"body":"I said, Well, something's not"},{"speaker":"Paul Armson","startTime":3207.16,"endTime":3209.2599999999998,"body":"right here, so it's not right."},{"speaker":"Paul Armson","startTime":3209.92,"endTime":3212.3199999999997,"body":"And he got, when I got to the"},{"speaker":"Paul Armson","startTime":3209.92,"endTime":3212.3199999999997,"body":"bottom of it, this guy was"},{"speaker":"Paul Armson","startTime":3212.3199999999997,"endTime":3215.2,"body":"basically putting in every"},{"speaker":"Paul Armson","startTime":3212.3199999999997,"endTime":3215.2,"body":"single financial plan, every"},{"speaker":"Paul Armson","startTime":3215.2,"endTime":3218.7,"body":"single cash flow model that he"},{"speaker":"Paul Armson","startTime":3215.2,"endTime":3218.7,"body":"did. He was including, and it"},{"speaker":"Paul Armson","startTime":3218.7,"endTime":3222.18,"body":"was his suggestion as well,"},{"speaker":"Paul Armson","startTime":3218.7,"endTime":3222.18,"body":"which is even worse, a business"},{"speaker":"Paul Armson","startTime":3222.18,"endTime":3225.2999999999997,"body":"sale. He was including a house"},{"speaker":"Paul Armson","startTime":3222.18,"endTime":3225.2999999999997,"body":"downscale. And it was even"},{"speaker":"Paul Armson","startTime":3225.2999999999997,"endTime":3227.8199999999997,"body":"asking things like, do you"},{"speaker":"Paul Armson","startTime":3225.2999999999997,"endTime":3227.8199999999997,"body":"expect to receive an"},{"speaker":"Paul Armson","startTime":3227.8199999999997,"endTime":3231.06,"body":"inheritance? Any inheritances?"},{"speaker":"Paul Armson","startTime":3227.8199999999997,"endTime":3231.06,"body":"And all of these things went"},{"speaker":"Paul Armson","startTime":3231.06,"endTime":3233.94,"body":"into the plan. And I was just"},{"speaker":"Paul Armson","startTime":3231.06,"endTime":3233.94,"body":"completely shocked and stunned"},{"speaker":"Paul Armson","startTime":3233.94,"endTime":3238.4,"body":"by this particular methodology."},{"speaker":"Paul Armson","startTime":3233.94,"endTime":3238.4,"body":"And all he was doing really, was"},{"speaker":"Paul Armson","startTime":3238.4,"endTime":3240.74,"body":"trying to make the client feel"},{"speaker":"Paul Armson","startTime":3238.4,"endTime":3240.74,"body":"good when they saw their"},{"speaker":"Paul Armson","startTime":3240.74,"endTime":3245.18,"body":"lifetime cash flow. He was using"},{"speaker":"Paul Armson","startTime":3240.74,"endTime":3245.18,"body":"voyant to make them sure feel"},{"speaker":"Paul Armson","startTime":3245.3599999999997,"endTime":3248.3599999999997,"body":"really pleased about where they"},{"speaker":"Paul Armson","startTime":3245.3599999999997,"endTime":3248.3599999999997,"body":"were heading financially so he"},{"speaker":"Paul Armson","startTime":3248.3599999999997,"endTime":3251.54,"body":"could get hold of their assets"},{"speaker":"Paul Armson","startTime":3248.3599999999997,"endTime":3251.54,"body":"and invest it, basically. So"},{"speaker":"Paul Armson","startTime":3251.54,"endTime":3254.66,"body":"that's that was the bottom line."},{"speaker":"Paul Armson","startTime":3251.54,"endTime":3254.66,"body":"He didn't really sort of deny"},{"speaker":"Paul Armson","startTime":3254.66,"endTime":3257.38,"body":"that that's what he was doing."},{"speaker":"Paul Armson","startTime":3254.66,"endTime":3257.38,"body":"And I think there's an awful lot"},{"speaker":"Paul Armson","startTime":3257.38,"endTime":3260.2599999999998,"body":"going on where client, where"},{"speaker":"Paul Armson","startTime":3257.38,"endTime":3260.2599999999998,"body":"financial planners, so called,"},{"speaker":"Paul Armson","startTime":3260.2599999999998,"endTime":3262.96,"body":"financial planners, aren't"},{"speaker":"Paul Armson","startTime":3260.2599999999998,"endTime":3262.96,"body":"really taking this seriously,"},{"speaker":"Paul Armson","startTime":3263.74,"endTime":3266.62,"body":"and they're quite happy to build"},{"speaker":"Paul Armson","startTime":3263.74,"endTime":3266.62,"body":"a financial model or a cash flow"},{"speaker":"Paul Armson","startTime":3266.62,"endTime":3270.8199999999997,"body":"forecast to help justify the"},{"speaker":"Paul Armson","startTime":3266.62,"endTime":3270.8199999999997,"body":"sale of a product or to keep the"},{"speaker":"Paul Armson","startTime":3270.8199999999997,"endTime":3273.7599999999998,"body":"compliance department happy, but"},{"speaker":"Paul Armson","startTime":3270.8199999999997,"endTime":3273.7599999999998,"body":"they're not realizing the power"},{"speaker":"Paul Armson","startTime":3273.7599999999998,"endTime":3276.52,"body":"they've got with that tool to do"},{"speaker":"Paul Armson","startTime":3273.7599999999998,"endTime":3276.52,"body":"the job properly, and there's"},{"speaker":"Paul Armson","startTime":3276.8199999999997,"endTime":3279.6,"body":"Only one way to do it properly,"},{"speaker":"Paul Armson","startTime":3276.8199999999997,"endTime":3279.6,"body":"and that's realized that it's a"},{"speaker":"Paul Armson","startTime":3279.6,"endTime":3282.24,"body":"draft financial plan. As soon as"},{"speaker":"Paul Armson","startTime":3279.6,"endTime":3282.24,"body":"you create it, it's out of date."},{"speaker":"Paul Armson","startTime":3282.24,"endTime":3284.64,"body":"And therefore, the only reason"},{"speaker":"Paul Armson","startTime":3282.24,"endTime":3284.64,"body":"why it works, as Andy will know,"},{"speaker":"Paul Armson","startTime":3284.64,"endTime":3287.94,"body":"is because you can repeat the"},{"speaker":"Paul Armson","startTime":3284.64,"endTime":3287.94,"body":"process year after year after"},{"speaker":"Paul Armson","startTime":3287.94,"endTime":3291.42,"body":"year after year after year,"},{"speaker":"Paul Armson","startTime":3287.94,"endTime":3291.42,"body":"ideally, using the same software"},{"speaker":"Paul Armson","startTime":3291.42,"endTime":3295.08,"body":"with the same words, the same"},{"speaker":"Paul Armson","startTime":3291.42,"endTime":3295.08,"body":"mindset, the same communication"},{"speaker":"Paul Armson","startTime":3295.08,"endTime":3297.68,"body":"of the service that you're"},{"speaker":"Paul Armson","startTime":3295.08,"endTime":3297.68,"body":"delivering is communicated that"},{"speaker":"Paul Armson","startTime":3297.68,"endTime":3300.56,"body":"client year after year. You"},{"speaker":"Paul Armson","startTime":3297.68,"endTime":3300.56,"body":"don't go switching softwares"},{"speaker":"Paul Armson","startTime":3300.56,"endTime":3303.08,"body":"every five minutes because you"},{"speaker":"Paul Armson","startTime":3300.56,"endTime":3303.08,"body":"get one cheaper or you get a"},{"speaker":"Paul Armson","startTime":3303.08,"endTime":3305.42,"body":"free one with your company, or"},{"speaker":"Paul Armson","startTime":3303.08,"endTime":3305.42,"body":"whatever. That's what's going"},{"speaker":"Paul Armson","startTime":3305.42,"endTime":3308.2999999999997,"body":"on, as we know. So I think what"},{"speaker":"Paul Armson","startTime":3305.42,"endTime":3308.2999999999997,"body":"we've got to do is planners,"},{"speaker":"Paul Armson","startTime":3308.54,"endTime":3311.54,"body":"real, full fat financial"},{"speaker":"Paul Armson","startTime":3308.54,"endTime":3311.54,"body":"planners, people who really"},{"speaker":"Paul Armson","startTime":3311.54,"endTime":3315.5,"body":"believe this stuff, we've got to"},{"speaker":"Paul Armson","startTime":3311.54,"endTime":3315.5,"body":"stand up and call out those"},{"speaker":"Paul Armson","startTime":3315.5,"endTime":3318.94,"body":"people that are taking shortcuts"},{"speaker":"Paul Armson","startTime":3315.5,"endTime":3318.94,"body":"and are doing one off, one off"},{"speaker":"Paul Armson","startTime":3318.94,"endTime":3322.42,"body":"financial plans, or one off cash"},{"speaker":"Paul Armson","startTime":3318.94,"endTime":3322.42,"body":"flow forecast never to be visit,"},{"speaker":"Paul Armson","startTime":3322.42,"endTime":3325.18,"body":"revisit again, because it's"},{"speaker":"Paul Armson","startTime":3322.42,"endTime":3325.18,"body":"done. It served its purpose."},{"speaker":"Paul Armson","startTime":3325.18,"endTime":3328.06,"body":"It's got the assets, and from"},{"speaker":"Paul Armson","startTime":3325.18,"endTime":3328.06,"body":"now on, the conversation is"},{"speaker":"Paul Armson","startTime":3328.06,"endTime":3331.2999999999997,"body":"about the money, and that's"},{"speaker":"Paul Armson","startTime":3328.06,"endTime":3331.2999999999997,"body":"where I think we need to really"},{"speaker":"Paul Armson","startTime":3331.2999999999997,"endTime":3334.42,"body":"shout from the rooftops that if"},{"speaker":"Paul Armson","startTime":3331.2999999999997,"endTime":3334.42,"body":"you're going to deliver real"},{"speaker":"Paul Armson","startTime":3334.42,"endTime":3336.64,"body":"financial planning, if you're"},{"speaker":"Paul Armson","startTime":3334.42,"endTime":3336.64,"body":"going to call yourself a"},{"speaker":"Paul Armson","startTime":3336.64,"endTime":3339.54,"body":"financial planner, then you do"},{"speaker":"Paul Armson","startTime":3336.64,"endTime":3339.54,"body":"the job properly, and you do it"},{"speaker":"Paul Armson","startTime":3339.54,"endTime":3342.96,"body":"year after year after year after"},{"speaker":"Paul Armson","startTime":3339.54,"endTime":3342.96,"body":"year you don't then default to"},{"speaker":"Paul Armson","startTime":3342.96,"endTime":3345.8399999999997,"body":"being a money focused advisor,"},{"speaker":"Paul Armson","startTime":3342.96,"endTime":3345.8399999999997,"body":"which is what most advisors tend"},{"speaker":"Paul Armson","startTime":3345.8399999999997,"endTime":3346.62,"body":"to do. Sadly,"},{"speaker":"Andy Hart","startTime":3350.64,"endTime":3353.2799999999997,"body":"good point. So my"},{"speaker":"Andy Hart","startTime":3350.64,"endTime":3353.2799999999997,"body":"point to you, Paul, really, you"},{"speaker":"Andy Hart","startTime":3353.2799999999997,"endTime":3356.04,"body":"know, for the last two decades,"},{"speaker":"Andy Hart","startTime":3353.2799999999997,"endTime":3356.04,"body":"you've been champion, you know,"},{"speaker":"Andy Hart","startTime":3356.04,"endTime":3359.54,"body":"lifestyle financial planning,"},{"speaker":"Andy Hart","startTime":3356.04,"endTime":3359.54,"body":"you were the sort of initial"},{"speaker":"Andy Hart","startTime":3359.54,"endTime":3364.4,"body":"person to popularize that term."},{"speaker":"Andy Hart","startTime":3359.54,"endTime":3364.4,"body":"My question is, the future, the"},{"speaker":"Andy Hart","startTime":3364.4,"endTime":3368.24,"body":"state of the profession. Are you"},{"speaker":"Andy Hart","startTime":3364.4,"endTime":3368.24,"body":"optimistic where the profession"},{"speaker":"Andy Hart","startTime":3368.24,"endTime":3371.42,"body":"is heading? Have you seen good"},{"speaker":"Andy Hart","startTime":3368.24,"endTime":3371.42,"body":"changes in your last two decades"},{"speaker":"Andy Hart","startTime":3371.42,"endTime":3374.6,"body":"being a coach, or do you still"},{"speaker":"Andy Hart","startTime":3371.42,"endTime":3374.6,"body":"think we've got a long way to"},{"speaker":"Andy Hart","startTime":3374.6,"endTime":3377.38,"body":"go? So my sort of question for"},{"speaker":"Andy Hart","startTime":3374.6,"endTime":3377.38,"body":"you. Is the state of the"},{"speaker":"Andy Hart","startTime":3377.38,"endTime":3379.54,"body":"profession and the future ahead."},{"speaker":"Paul Armson","startTime":3382.839,"endTime":3385.659,"body":"It's going in the"},{"speaker":"Paul Armson","startTime":3382.839,"endTime":3385.659,"body":"right direction. The problem"},{"speaker":"Paul Armson","startTime":3385.659,"endTime":3388.659,"body":"we've got, as always, is we're"},{"speaker":"Paul Armson","startTime":3385.659,"endTime":3388.659,"body":"about we shouting from the"},{"speaker":"Paul Armson","startTime":3388.719,"endTime":3392.259,"body":"rooftops about real financial"},{"speaker":"Paul Armson","startTime":3388.719,"endTime":3392.259,"body":"planning. Can do what we can do,"},{"speaker":"Paul Armson","startTime":3393.0989999999997,"endTime":3395.499,"body":"and we can get people's"},{"speaker":"Paul Armson","startTime":3393.0989999999997,"endTime":3395.499,"body":"attention about it, and we can"},{"speaker":"Paul Armson","startTime":3395.499,"endTime":3400.499,"body":"get people's heart and mind"},{"speaker":"Paul Armson","startTime":3395.499,"endTime":3400.499,"body":"engage with the idea about doing"},{"speaker":"Paul Armson","startTime":3400.499,"endTime":3403.739,"body":"it properly. But as soon as they"},{"speaker":"Paul Armson","startTime":3400.499,"endTime":3403.739,"body":"finish listening to me or finish"},{"speaker":"Paul Armson","startTime":3403.739,"endTime":3406.679,"body":"listening to trap, what happens"},{"speaker":"Paul Armson","startTime":3403.739,"endTime":3406.679,"body":"is they go back to their day"},{"speaker":"Paul Armson","startTime":3406.679,"endTime":3410.0989999999997,"body":"job, and they're bombarded then"},{"speaker":"Paul Armson","startTime":3406.679,"endTime":3410.0989999999997,"body":"with messages from the industry"},{"speaker":"Paul Armson","startTime":3410.0989999999997,"endTime":3412.859,"body":"that gets back in their head"},{"speaker":"Paul Armson","startTime":3410.0989999999997,"endTime":3412.859,"body":"again to make it sound like it's"},{"speaker":"Paul Armson","startTime":3412.859,"endTime":3416.299,"body":"all about the money. So we're"},{"speaker":"Paul Armson","startTime":3412.859,"endTime":3416.299,"body":"fighting still not as much as we"},{"speaker":"Paul Armson","startTime":3416.299,"endTime":3418.879,"body":"were, because we've got more"},{"speaker":"Paul Armson","startTime":3416.299,"endTime":3418.879,"body":"people believing in this now,"},{"speaker":"Paul Armson","startTime":3418.879,"endTime":3421.6389999999997,"body":"thank heavens. But we're still"},{"speaker":"Paul Armson","startTime":3418.879,"endTime":3421.6389999999997,"body":"fighting against this thing"},{"speaker":"Paul Armson","startTime":3421.6389999999997,"endTime":3424.399,"body":"called the industry, as you"},{"speaker":"Paul Armson","startTime":3421.6389999999997,"endTime":3424.399,"body":"know, I always put industry in"},{"speaker":"Paul Armson","startTime":3424.399,"endTime":3426.679,"body":"the inverted commas, because"},{"speaker":"Paul Armson","startTime":3424.399,"endTime":3426.679,"body":"we're not in industry. We are"},{"speaker":"Paul Armson","startTime":3426.679,"endTime":3429.379,"body":"fighting for a profession, a"},{"speaker":"Paul Armson","startTime":3426.679,"endTime":3429.379,"body":"mighty profession, as Andy calls"},{"speaker":"Paul Armson","startTime":3429.379,"endTime":3433.219,"body":"it. So we're making massive"},{"speaker":"Paul Armson","startTime":3429.379,"endTime":3433.219,"body":"advances. Course we are. But the"},{"speaker":"Paul Armson","startTime":3433.219,"endTime":3436.5989999999997,"body":"challenge we've got is advisors"},{"speaker":"Paul Armson","startTime":3433.219,"endTime":3436.5989999999997,"body":"still get caught in the money"},{"speaker":"Paul Armson","startTime":3436.5989999999997,"endTime":3440.6189999999997,"body":"stuff and the Transaction Trap,"},{"speaker":"Paul Armson","startTime":3436.5989999999997,"endTime":3440.6189999999997,"body":"and they still such good people"},{"speaker":"Paul Armson","startTime":3440.859,"endTime":3444.279,"body":"are still not delivering what"},{"speaker":"Paul Armson","startTime":3440.859,"endTime":3444.279,"body":"they could deliver, and"},{"speaker":"Paul Armson","startTime":3444.279,"endTime":3448.419,"body":"therefore not believing in their"},{"speaker":"Paul Armson","startTime":3444.279,"endTime":3448.419,"body":"their power and purpose"},{"speaker":"Paul Armson","startTime":3448.419,"endTime":3451.779,"body":"sufficiently. That's what we're"},{"speaker":"Paul Armson","startTime":3448.419,"endTime":3451.779,"body":"up against, and that's where"},{"speaker":"Paul Armson","startTime":3451.779,"endTime":3454.959,"body":"we've got to inspire more people"},{"speaker":"Paul Armson","startTime":3451.779,"endTime":3454.959,"body":"to do the job properly. In"},{"speaker":"Paul Armson","startTime":3454.959,"endTime":3459.239,"body":"inverted commas, I'll say how."},{"speaker":"Nick Lincoln","startTime":3459.24,"endTime":3461.04,"body":"Do we do this? Do"},{"speaker":"Nick Lincoln","startTime":3459.24,"endTime":3461.04,"body":"you think, I mean, it's"},{"speaker":"Nick Lincoln","startTime":3461.22,"endTime":3464.3399999999997,"body":"financial planning is such a one"},{"speaker":"Nick Lincoln","startTime":3461.22,"endTime":3464.3399999999997,"body":"to one thing, isn't it, Paul,"},{"speaker":"Nick Lincoln","startTime":3464.3399999999997,"endTime":3468.66,"body":"and it's so, it's so you're so"},{"speaker":"Nick Lincoln","startTime":3464.3399999999997,"endTime":3468.66,"body":"enmeshed with the clients lives,"},{"speaker":"Nick Lincoln","startTime":3468.96,"endTime":3472.7999999999997,"body":"it's and we've only got so much"},{"speaker":"Nick Lincoln","startTime":3468.96,"endTime":3472.7999999999997,"body":"bandwidth. Is it a problem that"},{"speaker":"Nick Lincoln","startTime":3472.7999999999997,"endTime":3475.68,"body":"we should be looking to solve?"},{"speaker":"Nick Lincoln","startTime":3472.7999999999997,"endTime":3475.68,"body":"Or is it, is Is it because of"},{"speaker":"Nick Lincoln","startTime":3475.68,"endTime":3477.9,"body":"scale issues? It's just going to"},{"speaker":"Nick Lincoln","startTime":3475.68,"endTime":3477.9,"body":"be one of those things that"},{"speaker":"Nick Lincoln","startTime":3477.9,"endTime":3479.96,"body":"would be lovely to have in a put"},{"speaker":"Nick Lincoln","startTime":3477.9,"endTime":3479.96,"body":"lovely to have in a perfect"},{"speaker":"Nick Lincoln","startTime":3479.96,"endTime":3483.56,"body":"universe. But is it actually"},{"speaker":"Nick Lincoln","startTime":3479.96,"endTime":3483.56,"body":"something that we're going for,"},{"speaker":"Nick Lincoln","startTime":3483.56,"endTime":3485.66,"body":"something that's just not"},{"speaker":"Nick Lincoln","startTime":3483.56,"endTime":3485.66,"body":"attainable"},{"speaker":"Paul Armson","startTime":3490.7,"endTime":3493.7599999999998,"body":"to agree with you?"},{"speaker":"Paul Armson","startTime":3490.7,"endTime":3493.7599999999998,"body":"Yeah, possibly. So all we can do"},{"speaker":"Paul Armson","startTime":3493.7599999999998,"endTime":3499.18,"body":"is hope that a where, whereas"},{"speaker":"Paul Armson","startTime":3493.7599999999998,"endTime":3499.18,"body":"you might have two or 3% of"},{"speaker":"Paul Armson","startTime":3499.18,"endTime":3501.88,"body":"financial planners, real"},{"speaker":"Paul Armson","startTime":3499.18,"endTime":3501.88,"body":"financial planners delivering"},{"speaker":"Paul Armson","startTime":3501.88,"endTime":3504.7599999999998,"body":"real financial planning, which"},{"speaker":"Paul Armson","startTime":3501.88,"endTime":3504.7599999999998,"body":"I'm guessing is about right,"},{"speaker":"Paul Armson","startTime":3504.8199999999997,"endTime":3509.3199999999997,"body":"could be 5% at best. And what I"},{"speaker":"Paul Armson","startTime":3504.8199999999997,"endTime":3509.3199999999997,"body":"mean by real, proper financial"},{"speaker":"Paul Armson","startTime":3509.3199999999997,"endTime":3513.94,"body":"planning is when a client"},{"speaker":"Paul Armson","startTime":3509.3199999999997,"endTime":3513.94,"body":"receive every single client"},{"speaker":"Paul Armson","startTime":3513.94,"endTime":3518.52,"body":"receives one consistent service,"},{"speaker":"Paul Armson","startTime":3513.94,"endTime":3518.52,"body":"which I say, revolves around"},{"speaker":"Paul Armson","startTime":3518.52,"endTime":3520.98,"body":"three parts of our job, life,"},{"speaker":"Paul Armson","startTime":3518.52,"endTime":3520.98,"body":"planning, financial planning,"},{"speaker":"Paul Armson","startTime":3520.98,"endTime":3526.02,"body":"and if necessary, if necessary,"},{"speaker":"Paul Armson","startTime":3520.98,"endTime":3526.02,"body":"a financial product. The problem"},{"speaker":"Paul Armson","startTime":3526.02,"endTime":3529.08,"body":"as if we've got here, as the"},{"speaker":"Paul Armson","startTime":3526.02,"endTime":3529.08,"body":"industry survives on this, this"},{"speaker":"Paul Armson","startTime":3529.08,"endTime":3532.68,"body":"bit here being the product piece"},{"speaker":"Paul Armson","startTime":3529.08,"endTime":3532.68,"body":"being sold, and that's why it's"},{"speaker":"Paul Armson","startTime":3532.68,"endTime":3537.44,"body":"so dominant in getting into"},{"speaker":"Paul Armson","startTime":3532.68,"endTime":3537.44,"body":"advisors heads will not change."},{"speaker":"Paul Armson","startTime":3537.44,"endTime":3540.38,"body":"We can't change all advisors"},{"speaker":"Paul Armson","startTime":3537.44,"endTime":3540.38,"body":"into one of these because the"},{"speaker":"Paul Armson","startTime":3540.38,"endTime":3542.7799999999997,"body":"industry's got too much power,"},{"speaker":"Paul Armson","startTime":3540.38,"endTime":3542.7799999999997,"body":"and always will have too much"},{"speaker":"Paul Armson","startTime":3542.7799999999997,"endTime":3547.16,"body":"power. But if we can get from 5%"},{"speaker":"Paul Armson","startTime":3542.7799999999997,"endTime":3547.16,"body":"to 20% of advisors delivering"},{"speaker":"Paul Armson","startTime":3547.16,"endTime":3549.8599999999997,"body":"proper financial planning to"},{"speaker":"Paul Armson","startTime":3547.16,"endTime":3549.8599999999997,"body":"every client every time, that's"},{"speaker":"Paul Armson","startTime":3549.8599999999997,"endTime":3552.62,"body":"the only chance we'll ever have"},{"speaker":"Paul Armson","startTime":3549.8599999999997,"endTime":3552.62,"body":"of creating a proper, proper"},{"speaker":"Paul Armson","startTime":3552.62,"endTime":3556.96,"body":"profession. That's hard to say."},{"speaker":"Paul Armson","startTime":3552.62,"endTime":3556.96,"body":"So again, it's that thing, isn't"},{"speaker":"Paul Armson","startTime":3556.96,"endTime":3560.2599999999998,"body":"it? It's, How can we possibly"},{"speaker":"Paul Armson","startTime":3556.96,"endTime":3560.2599999999998,"body":"build a profession if people"},{"speaker":"Paul Armson","startTime":3560.2599999999998,"endTime":3563.3199999999997,"body":"call themselves financial"},{"speaker":"Paul Armson","startTime":3560.2599999999998,"endTime":3563.3199999999997,"body":"planners, but don't really do"},{"speaker":"Paul Armson","startTime":3563.3199999999997,"endTime":3567.2799999999997,"body":"financial planning, because in"},{"speaker":"Paul Armson","startTime":3563.3199999999997,"endTime":3567.2799999999997,"body":"my head, if you and if people"},{"speaker":"Paul Armson","startTime":3567.2799999999997,"endTime":3570.3399999999997,"body":"watching this or listening to"},{"speaker":"Paul Armson","startTime":3567.2799999999997,"endTime":3570.3399999999997,"body":"this, really understand my three"},{"speaker":"Paul Armson","startTime":3570.3399999999997,"endTime":3574.06,"body":"hat message about, first of all,"},{"speaker":"Paul Armson","startTime":3570.3399999999997,"endTime":3574.06,"body":"it's know your client, plus"},{"speaker":"Paul Armson","startTime":3574.06,"endTime":3576.66,"body":"plus, plus, which is called life"},{"speaker":"Paul Armson","startTime":3574.06,"endTime":3576.66,"body":"planning. In other words, where"},{"speaker":"Paul Armson","startTime":3576.66,"endTime":3579.06,"body":"is the client now in their life,"},{"speaker":"Paul Armson","startTime":3576.66,"endTime":3579.06,"body":"and how did they get there? And"},{"speaker":"Paul Armson","startTime":3579.72,"endTime":3583.02,"body":"when you understood that you've"},{"speaker":"Paul Armson","startTime":3579.72,"endTime":3583.02,"body":"earned trust and respect and the"},{"speaker":"Paul Armson","startTime":3583.02,"endTime":3585.7799999999997,"body":"right to delve into their future"},{"speaker":"Paul Armson","startTime":3583.02,"endTime":3585.7799999999997,"body":"about where they're trying to"},{"speaker":"Paul Armson","startTime":3585.7799999999997,"endTime":3588.9,"body":"get to. So when you do that,"},{"speaker":"Paul Armson","startTime":3585.7799999999997,"endTime":3588.9,"body":"that's when you ascertain their"},{"speaker":"Paul Armson","startTime":3589.2,"endTime":3593.1,"body":"life and lifestyle goals. I hate"},{"speaker":"Paul Armson","startTime":3589.2,"endTime":3593.1,"body":"the word goals, but that's what"},{"speaker":"Paul Armson","startTime":3593.1,"endTime":3595.56,"body":"you got to do first. How can you"},{"speaker":"Paul Armson","startTime":3593.1,"endTime":3595.56,"body":"possibly advise any of that"},{"speaker":"Paul Armson","startTime":3595.56,"endTime":3598.22,"body":"shite over there until you"},{"speaker":"Paul Armson","startTime":3595.56,"endTime":3598.22,"body":"really understand your client."},{"speaker":"Paul Armson","startTime":3598.52,"endTime":3601.2799999999997,"body":"So getting to know your client,"},{"speaker":"Paul Armson","startTime":3598.52,"endTime":3601.2799999999997,"body":"what they're trying to achieve"},{"speaker":"Paul Armson","startTime":3601.2799999999997,"endTime":3604.22,"body":"is number one job. We all know"},{"speaker":"Paul Armson","startTime":3601.2799999999997,"endTime":3604.22,"body":"that, right? But people pay lip"},{"speaker":"Paul Armson","startTime":3604.22,"endTime":3607.1,"body":"service to it, as long as they"},{"speaker":"Paul Armson","startTime":3604.22,"endTime":3607.1,"body":"get older the money. So that's"},{"speaker":"Paul Armson","startTime":3607.1,"endTime":3609.62,"body":"our first and most important"},{"speaker":"Paul Armson","startTime":3607.1,"endTime":3609.62,"body":"job. Then when we understand"},{"speaker":"Paul Armson","startTime":3609.62,"endTime":3612.44,"body":"what the client's trying to"},{"speaker":"Paul Armson","startTime":3609.62,"endTime":3612.44,"body":"achieve, we can then do"},{"speaker":"Paul Armson","startTime":3612.74,"endTime":3615.44,"body":"financial planning, and that's"},{"speaker":"Paul Armson","startTime":3612.74,"endTime":3615.44,"body":"understanding the resources"},{"speaker":"Paul Armson","startTime":3615.44,"endTime":3618.3399999999997,"body":"available to them now, the"},{"speaker":"Paul Armson","startTime":3615.44,"endTime":3618.3399999999997,"body":"resources becoming available to"},{"speaker":"Paul Armson","startTime":3618.3399999999997,"endTime":3621.1,"body":"them in the future, and often"},{"speaker":"Paul Armson","startTime":3618.3399999999997,"endTime":3621.1,"body":"the resources that might need to"},{"speaker":"Paul Armson","startTime":3621.1,"endTime":3623.92,"body":"come available to them to"},{"speaker":"Paul Armson","startTime":3621.1,"endTime":3623.92,"body":"satisfy their financial plan"},{"speaker":"Paul Armson","startTime":3624.7,"endTime":3627.64,"body":"built through a comprehensive"},{"speaker":"Paul Armson","startTime":3624.7,"endTime":3627.64,"body":"cash flow model to help them to"},{"speaker":"Paul Armson","startTime":3627.64,"endTime":3631.24,"body":"see what that future looks like."},{"speaker":"Paul Armson","startTime":3627.64,"endTime":3631.24,"body":"If that financial plan indicates"},{"speaker":"Paul Armson","startTime":3631.24,"endTime":3635.3199999999997,"body":"needed a financial product. If"},{"speaker":"Paul Armson","startTime":3631.24,"endTime":3635.3199999999997,"body":"it does, then and only then, we"},{"speaker":"Paul Armson","startTime":3635.3199999999997,"endTime":3638.2799999999997,"body":"did a third happy the financial"},{"speaker":"Paul Armson","startTime":3635.3199999999997,"endTime":3638.2799999999997,"body":"advice piece which is right,"},{"speaker":"Paul Armson","startTime":3638.2799999999997,"endTime":3642.48,"body":"find the right product to suit"},{"speaker":"Paul Armson","startTime":3638.2799999999997,"endTime":3642.48,"body":"the client's real goals. That's"},{"speaker":"Paul Armson","startTime":3642.48,"endTime":3645.3599999999997,"body":"how it should be. That's what I"},{"speaker":"Paul Armson","startTime":3642.48,"endTime":3645.3599999999997,"body":"call full fat proper financial"},{"speaker":"Paul Armson","startTime":3645.3599999999997,"endTime":3649.74,"body":"planning. As I said, very few"},{"speaker":"Paul Armson","startTime":3645.3599999999997,"endTime":3649.74,"body":"advisors do that. They might do"},{"speaker":"Paul Armson","startTime":3649.74,"endTime":3653.2799999999997,"body":"it occasionally. The minute"},{"speaker":"Paul Armson","startTime":3649.74,"endTime":3653.2799999999997,"body":"percentage of people who do this"},{"speaker":"Paul Armson","startTime":3653.2799999999997,"endTime":3656.04,"body":"with every client every time, is"},{"speaker":"Paul Armson","startTime":3653.2799999999997,"endTime":3656.04,"body":"what we've got to focus on"},{"speaker":"Paul Armson","startTime":3656.04,"endTime":3659.18,"body":"increasing. That's how we'll"},{"speaker":"Paul Armson","startTime":3656.04,"endTime":3659.18,"body":"build a proper respective"},{"speaker":"Paul Armson","startTime":3659.18,"endTime":3662.66,"body":"profession. When every financial"},{"speaker":"Paul Armson","startTime":3659.18,"endTime":3662.66,"body":"planner does financial planning"},{"speaker":"Paul Armson","startTime":3662.72,"endTime":3665.72,"body":"with every client, every time,"},{"speaker":"Paul Armson","startTime":3662.72,"endTime":3665.72,"body":"no excuses, that's what we"},{"speaker":"Paul Armson","startTime":3665.72,"endTime":3672.02,"body":"should be standing for. So if we"},{"speaker":"Paul Armson","startTime":3665.72,"endTime":3672.02,"body":"can get that 5% up to 20% if we"},{"speaker":"Paul Armson","startTime":3672.02,"endTime":3676.04,"body":"can get that 5% up to 20% then"},{"speaker":"Paul Armson","startTime":3672.02,"endTime":3676.04,"body":"we've got a powerhouse family."},{"speaker":"Paul Armson","startTime":3676.12,"endTime":3685.72,"body":"Could change the world, but I"},{"speaker":"Paul Armson","startTime":3676.12,"endTime":3685.72,"body":"doubt it. Yeah, we were we, the"},{"speaker":"Paul Armson","startTime":3685.72,"endTime":3686.08,"body":"three"},{"speaker":"Alan Smith","startTime":3687.7,"endTime":3690.1,"body":"of us plus Carl,"},{"speaker":"Alan Smith","startTime":3687.7,"endTime":3690.1,"body":"were talking about this last"},{"speaker":"Alan Smith","startTime":3690.1,"endTime":3694.18,"body":"week. The term financial"},{"speaker":"Alan Smith","startTime":3690.1,"endTime":3694.18,"body":"planning is so generic, and so"},{"speaker":"Alan Smith","startTime":3694.18,"endTime":3698.4,"body":"you get a lot of advisers say,"},{"speaker":"Alan Smith","startTime":3694.18,"endTime":3698.4,"body":"Yes, we do financial planning."},{"speaker":"Alan Smith","startTime":3698.64,"endTime":3702.0,"body":"It's only when you're sort of in"},{"speaker":"Alan Smith","startTime":3698.64,"endTime":3702.0,"body":"the weeds, like, let's say I am"},{"speaker":"Alan Smith","startTime":3702.06,"endTime":3704.7599999999998,"body":"with our firm. And as you know,"},{"speaker":"Alan Smith","startTime":3702.06,"endTime":3704.7599999999998,"body":"we do full fat financial"},{"speaker":"Alan Smith","startTime":3704.7599999999998,"endTime":3708.24,"body":"planning all clients every time,"},{"speaker":"Alan Smith","startTime":3704.7599999999998,"endTime":3708.24,"body":"no excuses. We tried to do a"},{"speaker":"Alan Smith","startTime":3708.24,"endTime":3711.7799999999997,"body":"kind of low tier service without"},{"speaker":"Alan Smith","startTime":3708.24,"endTime":3711.7799999999997,"body":"doing it. And within a couple of"},{"speaker":"Alan Smith","startTime":3711.7799999999997,"endTime":3714.6,"body":"client meetings, we realized"},{"speaker":"Alan Smith","startTime":3711.7799999999997,"endTime":3714.6,"body":"it's impossible. You can't get"},{"speaker":"Alan Smith","startTime":3714.6,"endTime":3717.8599999999997,"body":"to parts two and three without"},{"speaker":"Alan Smith","startTime":3714.6,"endTime":3717.8599999999997,"body":"doing part one, and that's the"},{"speaker":"Alan Smith","startTime":3717.8599999999997,"endTime":3722.12,"body":"position you get to. And yet,"},{"speaker":"Alan Smith","startTime":3717.8599999999997,"endTime":3722.12,"body":"you know, doing interviews and"},{"speaker":"Alan Smith","startTime":3722.12,"endTime":3724.64,"body":"things I'd be speaking to, you"},{"speaker":"Alan Smith","startTime":3722.12,"endTime":3724.64,"body":"know, potential power planners"},{"speaker":"Alan Smith","startTime":3724.64,"endTime":3728.06,"body":"and things, they'd be coming"},{"speaker":"Alan Smith","startTime":3724.64,"endTime":3728.06,"body":"from a firm that I know of, and"},{"speaker":"Alan Smith","startTime":3728.06,"endTime":3731.24,"body":"their website was on and on"},{"speaker":"Alan Smith","startTime":3728.06,"endTime":3731.24,"body":"about financial planning. And"},{"speaker":"Alan Smith","startTime":3731.24,"endTime":3735.02,"body":"often they say, Well, yes, if a"},{"speaker":"Alan Smith","startTime":3731.24,"endTime":3735.02,"body":"client asks for it, that's the"},{"speaker":"Alan Smith","startTime":3735.02,"endTime":3738.8199999999997,"body":"classic. If a client asks for"},{"speaker":"Alan Smith","startTime":3735.02,"endTime":3738.8199999999997,"body":"it, no kind ever. And here's the"},{"speaker":"Alan Smith","startTime":3738.8199999999997,"endTime":3743.68,"body":"thing, it's so experiential, you"},{"speaker":"Alan Smith","startTime":3738.8199999999997,"endTime":3743.68,"body":"have to own it yourself. I mean,"},{"speaker":"Alan Smith","startTime":3743.7999999999997,"endTime":3747.7599999999998,"body":"story for another time is what"},{"speaker":"Alan Smith","startTime":3743.7999999999997,"endTime":3747.7599999999998,"body":"happened to me when I first went"},{"speaker":"Alan Smith","startTime":3747.7599999999998,"endTime":3750.94,"body":"on a personal basis, when I went"},{"speaker":"Alan Smith","startTime":3747.7599999999998,"endTime":3750.94,"body":"along to this to your"},{"speaker":"Alan Smith","startTime":3750.94,"endTime":3753.3399999999997,"body":"presentation, which was in"},{"speaker":"Alan Smith","startTime":3750.94,"endTime":3753.3399999999997,"body":"Knightsbridge in London over the"},{"speaker":"Alan Smith","startTime":3753.3399999999997,"endTime":3755.74,"body":"years. If you haven't got time"},{"speaker":"Alan Smith","startTime":3753.3399999999997,"endTime":3755.74,"body":"for it, I'll bring it back"},{"speaker":"Alan Smith","startTime":3755.74,"endTime":3760.2,"body":"later. But when it because it's"},{"speaker":"Alan Smith","startTime":3755.74,"endTime":3760.2,"body":"so personal and it's so"},{"speaker":"Alan Smith","startTime":3760.2,"endTime":3763.62,"body":"experiential, and then, then you"},{"speaker":"Alan Smith","startTime":3760.2,"endTime":3763.62,"body":"you roll it out, but you have to"},{"speaker":"Alan Smith","startTime":3763.62,"endTime":3766.2,"body":"believe it yourself. First and"},{"speaker":"Alan Smith","startTime":3763.62,"endTime":3766.2,"body":"foremost is the thing, once you"},{"speaker":"Alan Smith","startTime":3766.2,"endTime":3769.3199999999997,"body":"believe it, you cannot, you"},{"speaker":"Alan Smith","startTime":3766.2,"endTime":3769.3199999999997,"body":"can't not do it to your clients,"},{"speaker":"Alan Smith","startTime":3769.3199999999997,"endTime":3772.2599999999998,"body":"because you're doing your"},{"speaker":"Alan Smith","startTime":3769.3199999999997,"endTime":3772.2599999999998,"body":"clients a disservice. Yeah, you"},{"speaker":"Alan Smith","startTime":3772.38,"endTime":3775.56,"body":"all have got a wide range of"},{"speaker":"Alan Smith","startTime":3772.38,"endTime":3775.56,"body":"like, tools in your toolbox"},{"speaker":"Alan Smith","startTime":3775.56,"endTime":3779.96,"body":"here, the one that the we still"},{"speaker":"Alan Smith","startTime":3775.56,"endTime":3779.96,"body":"use to this day is your book."},{"speaker":"Alan Smith","startTime":3779.96,"endTime":3782.72,"body":"Tell us. Tell us. For those who"},{"speaker":"Alan Smith","startTime":3779.96,"endTime":3782.72,"body":"don't know, you've got a book"},{"speaker":"Alan Smith","startTime":3782.72,"endTime":3786.68,"body":"called enough. Tell us a bit"},{"speaker":"Alan Smith","startTime":3782.72,"endTime":3786.68,"body":"more about the book, why you"},{"speaker":"Alan Smith","startTime":3786.68,"endTime":3792.98,"body":"wrote it, and how advisors can"},{"speaker":"Alan Smith","startTime":3786.68,"endTime":3792.98,"body":"use it. Use it."},{"speaker":"Paul Armson","startTime":3794.12,"endTime":3797.02,"body":"Okay, so I'll wave"},{"speaker":"Paul Armson","startTime":3794.12,"endTime":3797.02,"body":"it about. That's pretty good"},{"speaker":"Paul Armson","startTime":3797.02,"endTime":3799.66,"body":"thing to do. That's that's a bit"},{"speaker":"Paul Armson","startTime":3797.02,"endTime":3799.66,"body":"you're talking about there."},{"speaker":"Paul Armson","startTime":3799.7799999999997,"endTime":3803.14,"body":"There's actually two versions of"},{"speaker":"Paul Armson","startTime":3799.7799999999997,"endTime":3803.14,"body":"that book. There's a one on"},{"speaker":"Paul Armson","startTime":3803.14,"endTime":3806.02,"body":"Amazon, which is designed for"},{"speaker":"Paul Armson","startTime":3803.14,"endTime":3806.02,"body":"consumers to learn a little bit"},{"speaker":"Paul Armson","startTime":3806.02,"endTime":3808.42,"body":"about lifestyle, financial"},{"speaker":"Paul Armson","startTime":3806.02,"endTime":3808.42,"body":"planning and what they should be"},{"speaker":"Paul Armson","startTime":3808.42,"endTime":3813.64,"body":"receiving from a from a planner."},{"speaker":"Paul Armson","startTime":3808.42,"endTime":3813.64,"body":"That is not really designed for"},{"speaker":"Paul Armson","startTime":3813.64,"endTime":3816.04,"body":"advisors to give out to their"},{"speaker":"Paul Armson","startTime":3813.64,"endTime":3816.04,"body":"clients. Because what it does,"},{"speaker":"Paul Armson","startTime":3816.04,"endTime":3818.46,"body":"it urges the reader to talk to"},{"speaker":"Paul Armson","startTime":3816.04,"endTime":3818.46,"body":"me, to put him in touch with one"},{"speaker":"Paul Armson","startTime":3818.46,"endTime":3821.58,"body":"of my inspiring advisors"},{"speaker":"Paul Armson","startTime":3818.46,"endTime":3821.58,"body":"members. So any advisor giving"},{"speaker":"Paul Armson","startTime":3821.58,"endTime":3825.3599999999997,"body":"that out is risking them"},{"speaker":"Paul Armson","startTime":3821.58,"endTime":3825.3599999999997,"body":"contacting me to then get a"},{"speaker":"Paul Armson","startTime":3825.3599999999997,"endTime":3829.38,"body":"competitive advisor. This"},{"speaker":"Paul Armson","startTime":3825.3599999999997,"endTime":3829.38,"body":"version here is the advisor"},{"speaker":"Paul Armson","startTime":3829.38,"endTime":3833.1,"body":"version, and that version there"},{"speaker":"Paul Armson","startTime":3829.38,"endTime":3833.1,"body":"basically gets, educates and"},{"speaker":"Paul Armson","startTime":3833.1,"endTime":3838.88,"body":"inspires the reader about real"},{"speaker":"Paul Armson","startTime":3833.1,"endTime":3838.88,"body":"lifestyle financial planning,"},{"speaker":"Paul Armson","startTime":3838.94,"endTime":3842.7799999999997,"body":"but it starts off inspiring them"},{"speaker":"Paul Armson","startTime":3838.94,"endTime":3842.7799999999997,"body":"about their own life first,"},{"speaker":"Paul Armson","startTime":3842.8399999999997,"endTime":3845.7799999999997,"body":"okay, because it's back to what"},{"speaker":"Paul Armson","startTime":3842.8399999999997,"endTime":3845.7799999999997,"body":"I think Nick was saying earlier."},{"speaker":"Paul Armson","startTime":3846.62,"endTime":3849.2599999999998,"body":"Alan said, then it's an"},{"speaker":"Paul Armson","startTime":3846.62,"endTime":3849.2599999999998,"body":"experiential thing is this"},{"speaker":"Paul Armson","startTime":3849.2599999999998,"endTime":3852.02,"body":"lifestyle financial planning"},{"speaker":"Paul Armson","startTime":3849.2599999999998,"endTime":3852.02,"body":"business and this real financial"},{"speaker":"Paul Armson","startTime":3852.02,"endTime":3854.66,"body":"planning business, where you've"},{"speaker":"Paul Armson","startTime":3852.02,"endTime":3854.66,"body":"got to connect with that"},{"speaker":"Paul Armson","startTime":3854.66,"endTime":3858.64,"body":"client's heart and mind about"},{"speaker":"Paul Armson","startTime":3854.66,"endTime":3858.64,"body":"their life, and possibly if you"},{"speaker":"Paul Armson","startTime":3858.64,"endTime":3861.7599999999998,"body":"can bring that sense of urgency"},{"speaker":"Paul Armson","startTime":3858.64,"endTime":3861.7599999999998,"body":"to them to remind them very ever"},{"speaker":"Paul Armson","startTime":3861.7599999999998,"endTime":3864.3399999999997,"body":"so subtly, they're going to be"},{"speaker":"Paul Armson","startTime":3861.7599999999998,"endTime":3864.3399999999997,"body":"dead soon. So therefore, what is"},{"speaker":"Paul Armson","startTime":3864.3399999999997,"endTime":3866.8599999999997,"body":"it, Mr. Client, that you want to"},{"speaker":"Paul Armson","startTime":3864.3399999999997,"endTime":3866.8599999999997,"body":"do between now and the day"},{"speaker":"Paul Armson","startTime":3866.8599999999997,"endTime":3869.56,"body":"you're dead in the box? That's"},{"speaker":"Paul Armson","startTime":3866.8599999999997,"endTime":3869.56,"body":"when the conversations get"},{"speaker":"Paul Armson","startTime":3869.56,"endTime":3872.08,"body":"interesting. That's when the"},{"speaker":"Paul Armson","startTime":3869.56,"endTime":3872.08,"body":"conversations get very"},{"speaker":"Paul Armson","startTime":3872.08,"endTime":3874.8399999999997,"body":"meaningful without being too"},{"speaker":"Paul Armson","startTime":3872.08,"endTime":3874.8399999999997,"body":"touchy feely. It's but it's"},{"speaker":"Paul Armson","startTime":3874.8399999999997,"endTime":3877.92,"body":"bottom line stuff here. It's not"},{"speaker":"Paul Armson","startTime":3874.8399999999997,"endTime":3877.92,"body":"a rehearsal. Time is speeding up"},{"speaker":"Paul Armson","startTime":3877.92,"endTime":3880.2599999999998,"body":"the older you get. You know that"},{"speaker":"Paul Armson","startTime":3877.92,"endTime":3880.2599999999998,"body":"to be a fact. No one can deny"},{"speaker":"Paul Armson","startTime":3880.2599999999998,"endTime":3882.9,"body":"it. Therefore, what is it you"},{"speaker":"Paul Armson","startTime":3880.2599999999998,"endTime":3882.9,"body":"want to do between now and the"},{"speaker":"Paul Armson","startTime":3882.9,"endTime":3885.12,"body":"day, dead in a box in"},{"speaker":"Paul Armson","startTime":3882.9,"endTime":3885.12,"body":"particular, what sort of life"},{"speaker":"Paul Armson","startTime":3885.12,"endTime":3887.46,"body":"have you got now? What sort of"},{"speaker":"Paul Armson","startTime":3885.12,"endTime":3887.46,"body":"lifestyle you enjoy, and what"},{"speaker":"Paul Armson","startTime":3887.46,"endTime":3890.46,"body":"sort of lifestyle do you want to"},{"speaker":"Paul Armson","startTime":3887.46,"endTime":3890.46,"body":"enjoy going forward? That's what"},{"speaker":"Paul Armson","startTime":3890.46,"endTime":3892.7999999999997,"body":"we've got to get to the bottom"},{"speaker":"Paul Armson","startTime":3890.46,"endTime":3892.7999999999997,"body":"of in that certainly first"},{"speaker":"Paul Armson","startTime":3892.7999999999997,"endTime":3897.02,"body":"meeting. So that's why I thought"},{"speaker":"Paul Armson","startTime":3892.7999999999997,"endTime":3897.02,"body":"I write a book about it to"},{"speaker":"Paul Armson","startTime":3897.02,"endTime":3901.22,"body":"inspire people to reach out for"},{"speaker":"Paul Armson","startTime":3897.02,"endTime":3901.22,"body":"this thing called Lifestyle"},{"speaker":"Paul Armson","startTime":3901.22,"endTime":3904.16,"body":"financial planning. Because one"},{"speaker":"Paul Armson","startTime":3901.22,"endTime":3904.16,"body":"of the things I've noticed about"},{"speaker":"Paul Armson","startTime":3904.16,"endTime":3907.04,"body":"financial great financial"},{"speaker":"Paul Armson","startTime":3904.16,"endTime":3907.04,"body":"planners, I'm talking about the"},{"speaker":"Paul Armson","startTime":3907.04,"endTime":3909.8599999999997,"body":"great ones here. They're bloody"},{"speaker":"Paul Armson","startTime":3907.04,"endTime":3909.8599999999997,"body":"good at what they do. They"},{"speaker":"Paul Armson","startTime":3909.8599999999997,"endTime":3912.74,"body":"really are good when they"},{"speaker":"Paul Armson","startTime":3909.8599999999997,"endTime":3912.74,"body":"deliver real lifestyle financial"},{"speaker":"Paul Armson","startTime":3912.74,"endTime":3916.48,"body":"planning. They're amazing. But"},{"speaker":"Paul Armson","startTime":3912.74,"endTime":3916.48,"body":"the temptation to fall into the"},{"speaker":"Paul Armson","startTime":3916.48,"endTime":3920.98,"body":"Transaction Trap is just too"},{"speaker":"Paul Armson","startTime":3916.48,"endTime":3920.98,"body":"great. And also, if they've got"},{"speaker":"Paul Armson","startTime":3920.98,"endTime":3923.44,"body":"to pay their bills, they've got"},{"speaker":"Paul Armson","startTime":3920.98,"endTime":3923.44,"body":"to get some business in, or they"},{"speaker":"Paul Armson","startTime":3923.44,"endTime":3927.04,"body":"think they've got to get AUM in,"},{"speaker":"Paul Armson","startTime":3923.44,"endTime":3927.04,"body":"then that will change the"},{"speaker":"Paul Armson","startTime":3927.04,"endTime":3931.2999999999997,"body":"conversation, fortunately. So I"},{"speaker":"Paul Armson","startTime":3927.04,"endTime":3931.2999999999997,"body":"thought, well, if I wrote a book"},{"speaker":"Paul Armson","startTime":3931.66,"endTime":3934.7799999999997,"body":"that any advisor can give to"},{"speaker":"Paul Armson","startTime":3931.66,"endTime":3934.7799999999997,"body":"their client and say, Hey, read"},{"speaker":"Paul Armson","startTime":3934.7799999999997,"endTime":3937.74,"body":"this. This is what we do. And"},{"speaker":"Paul Armson","startTime":3934.7799999999997,"endTime":3937.74,"body":"the client goes, Wow, this is"},{"speaker":"Paul Armson","startTime":3937.74,"endTime":3940.3199999999997,"body":"what I've always been looking"},{"speaker":"Paul Armson","startTime":3937.74,"endTime":3940.3199999999997,"body":"for from a financial advisor."},{"speaker":"Paul Armson","startTime":3940.5,"endTime":3943.08,"body":"Let's have a chat. You see,"},{"speaker":"Paul Armson","startTime":3940.5,"endTime":3943.08,"body":"that's that's I had that in mind"},{"speaker":"Paul Armson","startTime":3943.08,"endTime":3945.24,"body":"when I wrote this, this"},{"speaker":"Paul Armson","startTime":3943.08,"endTime":3945.24,"body":"particular version of the"},{"speaker":"Paul Armson","startTime":3945.24,"endTime":3949.08,"body":"booking us. So, yeah. So"},{"speaker":"Paul Armson","startTime":3945.24,"endTime":3949.08,"body":"educates them about the concept,"},{"speaker":"Paul Armson","startTime":3949.08,"endTime":3952.74,"body":"about lifestyle, being a"},{"speaker":"Paul Armson","startTime":3949.08,"endTime":3952.74,"body":"rehearsal. It inspires them"},{"speaker":"Paul Armson","startTime":3952.74,"endTime":3957.56,"body":"about the concept, about my"},{"speaker":"Paul Armson","startTime":3952.74,"endTime":3957.56,"body":"bucket. It inspires them about"},{"speaker":"Paul Armson","startTime":3957.8599999999997,"endTime":3961.4,"body":"the industry. It does inspire"},{"speaker":"Paul Armson","startTime":3957.8599999999997,"endTime":3961.4,"body":"them about the industry, and"},{"speaker":"Paul Armson","startTime":3961.4,"endTime":3964.46,"body":"that is, avoid it at all costs,"},{"speaker":"Paul Armson","startTime":3961.4,"endTime":3964.46,"body":"primarily. In other words, speak"},{"speaker":"Paul Armson","startTime":3964.46,"endTime":3969.74,"body":"to an advisor that is focused on"},{"speaker":"Paul Armson","startTime":3964.46,"endTime":3969.74,"body":"you, not your many and yeah, it"},{"speaker":"Paul Armson","startTime":3969.74,"endTime":3971.9,"body":"works a treat for those"},{"speaker":"Paul Armson","startTime":3969.74,"endTime":3971.9,"body":"advisors. Well, it"},{"speaker":"Alan Smith","startTime":3972.68,"endTime":3977.08,"body":"works a treat if we"},{"speaker":"Alan Smith","startTime":3972.68,"endTime":3977.08,"body":"it's. Still give this book out"},{"speaker":"Alan Smith","startTime":3977.08,"endTime":3981.16,"body":"to prospective clients. So early"},{"speaker":"Alan Smith","startTime":3977.08,"endTime":3981.16,"body":"stage, we just say, look, take"},{"speaker":"Alan Smith","startTime":3981.16,"endTime":3984.04,"body":"this away. And it's a relatively"},{"speaker":"Alan Smith","startTime":3981.16,"endTime":3984.04,"body":"small book. It's not going to"},{"speaker":"Alan Smith","startTime":3984.04,"endTime":3986.2,"body":"take you too long to get"},{"speaker":"Alan Smith","startTime":3984.04,"endTime":3986.2,"body":"through. It's very readable."},{"speaker":"Alan Smith","startTime":3986.5,"endTime":3990.2799999999997,"body":"Lots of stories, and almost any"},{"speaker":"Alan Smith","startTime":3986.5,"endTime":3990.2799999999997,"body":"client or prospective client can"},{"speaker":"Alan Smith","startTime":3990.2799999999997,"endTime":3993.3399999999997,"body":"see themselves in at least one"},{"speaker":"Alan Smith","startTime":3990.2799999999997,"endTime":3993.3399999999997,"body":"of the characters in the"},{"speaker":"Alan Smith","startTime":3993.3399999999997,"endTime":3996.16,"body":"stories, which, as I understand,"},{"speaker":"Alan Smith","startTime":3993.3399999999997,"endTime":3996.16,"body":"are real life experiences, real"},{"speaker":"Alan Smith","startTime":3996.16,"endTime":3999.42,"body":"life clients of yours back in"},{"speaker":"Alan Smith","startTime":3996.16,"endTime":3999.42,"body":"the day, and so they can see"},{"speaker":"Alan Smith","startTime":3999.42,"endTime":4002.2999999999997,"body":"themselves. And I got to say"},{"speaker":"Alan Smith","startTime":3999.42,"endTime":4002.2999999999997,"body":"that I've handed that out to,"},{"speaker":"Alan Smith","startTime":4002.2999999999997,"endTime":4006.68,"body":"you know, super sophisticated"},{"speaker":"Alan Smith","startTime":4002.2999999999997,"endTime":4006.68,"body":"senior partners at law firms and"},{"speaker":"Alan Smith","startTime":4006.68,"endTime":4009.56,"body":"people you think, Oh, they won't"},{"speaker":"Alan Smith","startTime":4006.68,"endTime":4009.56,"body":"be interested. I've never had"},{"speaker":"Alan Smith","startTime":4009.56,"endTime":4012.7999999999997,"body":"anything other than positive"},{"speaker":"Alan Smith","startTime":4009.56,"endTime":4012.7999999999997,"body":"feedback. People have said, it's"},{"speaker":"Alan Smith","startTime":4012.7999999999997,"endTime":4015.98,"body":"great. And of course, no one"},{"speaker":"Alan Smith","startTime":4012.7999999999997,"endTime":4015.98,"body":"throws a book away. It's sort of"},{"speaker":"Alan Smith","startTime":4015.98,"endTime":4018.22,"body":"lying around their house. And I"},{"speaker":"Alan Smith","startTime":4015.98,"endTime":4018.22,"body":"say, once you've finished, give"},{"speaker":"Alan Smith","startTime":4018.22,"endTime":4021.22,"body":"it to a friend, so it becomes a,"},{"speaker":"Alan Smith","startTime":4018.22,"endTime":4021.22,"body":"you know, a referral technique"},{"speaker":"Alan Smith","startTime":4021.22,"endTime":4024.04,"body":"as well. I think it's a really"},{"speaker":"Alan Smith","startTime":4021.22,"endTime":4024.04,"body":"useful tool. And people should"},{"speaker":"Alan Smith","startTime":4024.04,"endTime":4026.62,"body":"advise us listening to this,"},{"speaker":"Alan Smith","startTime":4024.04,"endTime":4026.62,"body":"should probably get themselves a"},{"speaker":"Alan Smith","startTime":4026.62,"endTime":4029.2,"body":"few copies and hand it out,"},{"speaker":"Alan Smith","startTime":4026.62,"endTime":4029.2,"body":"particularly to prospective"},{"speaker":"Alan Smith","startTime":4029.2,"endTime":4032.14,"body":"clients. It's just a nice thing"},{"speaker":"Alan Smith","startTime":4029.2,"endTime":4032.14,"body":"to do and explain this in"},{"speaker":"Alan Smith","startTime":4032.14,"endTime":4035.74,"body":"storytelling format. What it is"},{"speaker":"Alan Smith","startTime":4032.14,"endTime":4035.74,"body":"that they're going to they can"},{"speaker":"Alan Smith","startTime":4035.74,"endTime":4039.72,"body":"expect if they become a client"},{"speaker":"Alan Smith","startTime":4035.74,"endTime":4039.72,"body":"of that firm, x, if they become"},{"speaker":"Alan Smith","startTime":4039.72,"endTime":4040.2,"body":"a client?"},{"speaker":"Paul Armson","startTime":4041.04,"endTime":4043.14,"body":"Yeah. And this one"},{"speaker":"Paul Armson","startTime":4041.04,"endTime":4043.14,"body":"in particular, in particular"},{"speaker":"Paul Armson","startTime":4043.14,"endTime":4045.2999999999997,"body":"here, this is a co branded"},{"speaker":"Paul Armson","startTime":4043.14,"endTime":4045.2999999999997,"body":"version here. Look so that's"},{"speaker":"Paul Armson","startTime":4045.2999999999997,"endTime":4047.52,"body":"Cooper Parry's version there."},{"speaker":"Paul Armson","startTime":4045.2999999999997,"endTime":4047.52,"body":"Cooper parry, we've got a co"},{"speaker":"Paul Armson","startTime":4047.52,"endTime":4050.1,"body":"branded version. So it's got"},{"speaker":"Paul Armson","startTime":4047.52,"endTime":4050.1,"body":"their label all over it, and"},{"speaker":"Paul Armson","startTime":4050.1,"endTime":4052.5,"body":"it's got their call to action at"},{"speaker":"Paul Armson","startTime":4050.1,"endTime":4052.5,"body":"the bottom every single page."},{"speaker":"Paul Armson","startTime":4052.7999999999997,"endTime":4055.2599999999998,"body":"And it's got their own forward"},{"speaker":"Paul Armson","startTime":4052.7999999999997,"endTime":4055.2599999999998,"body":"as well. So that's really"},{"speaker":"Paul Armson","startTime":4055.2599999999998,"endTime":4059.2999999999997,"body":"personalized. Cooper Paris,"},{"speaker":"Paul Armson","startTime":4055.2599999999998,"endTime":4059.2999999999997,"body":"belief in what it is the books"},{"speaker":"Paul Armson","startTime":4059.2999999999997,"endTime":4062.48,"body":"all about, and that's that"},{"speaker":"Paul Armson","startTime":4059.2999999999997,"endTime":4062.48,"body":"magnifies the effectiveness of"},{"speaker":"Paul Armson","startTime":4062.48,"endTime":4066.56,"body":"the book quite massively."},{"speaker":"Paul Armson","startTime":4062.48,"endTime":4066.56,"body":"Anyway. It's not all about"},{"speaker":"Andy Hart","startTime":4069.5,"endTime":4072.56,"body":"the book, that old"},{"speaker":"Andy Hart","startTime":4069.5,"endTime":4072.56,"body":"thing just hanging around. Well,"},{"speaker":"Andy Hart","startTime":4072.56,"endTime":4075.98,"body":"I think my question follows on"},{"speaker":"Andy Hart","startTime":4072.56,"endTime":4075.98,"body":"from that. I suppose it's about"},{"speaker":"Andy Hart","startTime":4075.98,"endTime":4079.48,"body":"future ideas in your business"},{"speaker":"Andy Hart","startTime":4075.98,"endTime":4079.48,"body":"really. You know, as someone who"},{"speaker":"Andy Hart","startTime":4079.48,"endTime":4082.12,"body":"spent his career in your"},{"speaker":"Andy Hart","startTime":4079.48,"endTime":4082.12,"body":"Slipstream, I'm always"},{"speaker":"Andy Hart","startTime":4082.12,"endTime":4084.7,"body":"interested to know what you're"},{"speaker":"Andy Hart","startTime":4082.12,"endTime":4084.7,"body":"up to. I mean, you were very"},{"speaker":"Andy Hart","startTime":4084.7,"endTime":4087.7599999999998,"body":"early on with, obviously, the"},{"speaker":"Andy Hart","startTime":4084.7,"endTime":4087.7599999999998,"body":"book that you just showed. You"},{"speaker":"Andy Hart","startTime":4087.7599999999998,"endTime":4091.06,"body":"were early on with membership"},{"speaker":"Andy Hart","startTime":4087.7599999999998,"endTime":4091.06,"body":"sites, independent conferences."},{"speaker":"Andy Hart","startTime":4091.8399999999997,"endTime":4096.22,"body":"What's next in the arms and"},{"speaker":"Andy Hart","startTime":4091.8399999999997,"endTime":4096.22,"body":"stable of business ideas,"},{"speaker":"Andy Hart","startTime":4097.24,"endTime":4099.72,"body":"business ideas still"},{"speaker":"Paul Armson","startTime":4099.72,"endTime":4102.96,"body":"working on an idea"},{"speaker":"Paul Armson","startTime":4099.72,"endTime":4102.96,"body":"to try and unite and bring"},{"speaker":"Paul Armson","startTime":4102.96,"endTime":4106.62,"body":"together those great financial"},{"speaker":"Paul Armson","startTime":4102.96,"endTime":4106.62,"body":"planners. Because, again, the"},{"speaker":"Paul Armson","startTime":4106.68,"endTime":4109.2,"body":"problem we've got is consumers"},{"speaker":"Paul Armson","startTime":4106.68,"endTime":4109.2,"body":"don't know where to find these"},{"speaker":"Paul Armson","startTime":4109.2,"endTime":4114.0,"body":"people. I mean, arguably, you've"},{"speaker":"Paul Armson","startTime":4109.2,"endTime":4114.0,"body":"got the IFP web, sorry, sissy"},{"speaker":"Paul Armson","startTime":4114.4800000000005,"endTime":4117.18,"body":"panel for planners, but are you"},{"speaker":"Paul Armson","startTime":4114.4800000000005,"endTime":4117.18,"body":"still? How do you how do you"},{"speaker":"Paul Armson","startTime":4117.18,"endTime":4119.3,"body":"know you're dealing with a great"},{"speaker":"Paul Armson","startTime":4117.18,"endTime":4119.3,"body":"financial planner? Financial"},{"speaker":"Paul Armson","startTime":4119.3,"endTime":4122.66,"body":"planner at Sis, you don't,"},{"speaker":"Paul Armson","startTime":4119.3,"endTime":4122.66,"body":"because, let's face it, not all"},{"speaker":"Paul Armson","startTime":4122.66,"endTime":4126.4400000000005,"body":"of them deliver what we're"},{"speaker":"Paul Armson","startTime":4122.66,"endTime":4126.4400000000005,"body":"talking about. Yeah, and again,"},{"speaker":"Paul Armson","startTime":4126.4400000000005,"endTime":4129.32,"body":"globally, it's the same problem"},{"speaker":"Paul Armson","startTime":4126.4400000000005,"endTime":4129.32,"body":"everywhere, isn't it? You've got"},{"speaker":"Paul Armson","startTime":4129.32,"endTime":4132.68,"body":"CFPs everywhere, but a lot of"},{"speaker":"Paul Armson","startTime":4129.32,"endTime":4132.68,"body":"them are money focused advisors."},{"speaker":"Paul Armson","startTime":4132.68,"endTime":4134.4800000000005,"body":"They've got to be because"},{"speaker":"Paul Armson","startTime":4132.68,"endTime":4134.4800000000005,"body":"they've got to get the Aum in."},{"speaker":"Paul Armson","startTime":4134.4800000000005,"endTime":4136.42,"body":"They've got to hit their"},{"speaker":"Paul Armson","startTime":4134.4800000000005,"endTime":4136.42,"body":"targets, and they're not"},{"speaker":"Paul Armson","startTime":4136.42,"endTime":4139.24,"body":"delivering what it is that we're"},{"speaker":"Paul Armson","startTime":4136.42,"endTime":4139.24,"body":"talking about. We know we're"},{"speaker":"Paul Armson","startTime":4139.24,"endTime":4142.24,"body":"talking about on this call. It's"},{"speaker":"Paul Armson","startTime":4139.24,"endTime":4142.24,"body":"interesting. You know, one of"},{"speaker":"Paul Armson","startTime":4142.24,"endTime":4145.54,"body":"the things that back to what"},{"speaker":"Paul Armson","startTime":4142.24,"endTime":4145.54,"body":"Alan said, more than nothing"},{"speaker":"Paul Armson","startTime":4145.54,"endTime":4151.12,"body":"Andy, is this term financial"},{"speaker":"Paul Armson","startTime":4145.54,"endTime":4151.12,"body":"planning. And I was talking to"},{"speaker":"Paul Armson","startTime":4151.12,"endTime":4154.24,"body":"somebody the other day in Canada"},{"speaker":"Paul Armson","startTime":4151.12,"endTime":4154.24,"body":"who owns a software company in"},{"speaker":"Paul Armson","startTime":4154.24,"endTime":4158.04,"body":"Canada, Michael Curtis, and we"},{"speaker":"Paul Armson","startTime":4154.24,"endTime":4158.04,"body":"were talking about this, and the"},{"speaker":"Paul Armson","startTime":4158.04,"endTime":4162.96,"body":"term has been so abused over the"},{"speaker":"Paul Armson","startTime":4158.04,"endTime":4162.96,"body":"years, and now, unfortunately,"},{"speaker":"Paul Armson","startTime":4162.96,"endTime":4165.54,"body":"in the UK, you know, everyone's"},{"speaker":"Paul Armson","startTime":4162.96,"endTime":4165.54,"body":"a lifestyle financial planner."},{"speaker":"Paul Armson","startTime":4165.66,"endTime":4169.8,"body":"It gets worse. They've changed"},{"speaker":"Paul Armson","startTime":4165.66,"endTime":4169.8,"body":"their job title so they didn't"},{"speaker":"Paul Armson","startTime":4169.8,"endTime":4172.02,"body":"like be cool, they didn't like"},{"speaker":"Paul Armson","startTime":4169.8,"endTime":4172.02,"body":"being called the financial"},{"speaker":"Paul Armson","startTime":4172.02,"endTime":4174.5999999999995,"body":"advisor. So they call themselves"},{"speaker":"Paul Armson","startTime":4172.02,"endTime":4174.5999999999995,"body":"a financial planner. And even"},{"speaker":"Paul Armson","startTime":4174.5999999999995,"endTime":4177.26,"body":"financial planners got a little"},{"speaker":"Paul Armson","startTime":4174.5999999999995,"endTime":4177.26,"body":"bit too populous now. They're"},{"speaker":"Paul Armson","startTime":4177.26,"endTime":4179.72,"body":"lifestyle financial planners,"},{"speaker":"Paul Armson","startTime":4177.26,"endTime":4179.72,"body":"but they still don't do any of"},{"speaker":"Paul Armson","startTime":4179.72,"endTime":4182.42,"body":"those things. They still just"},{"speaker":"Paul Armson","startTime":4179.72,"endTime":4182.42,"body":"pedal financial product. That's"},{"speaker":"Paul Armson","startTime":4182.42,"endTime":4185.36,"body":"a frustrating thing that we're"},{"speaker":"Paul Armson","startTime":4182.42,"endTime":4185.36,"body":"all up against. But one of the"},{"speaker":"Paul Armson","startTime":4185.36,"endTime":4189.26,"body":"things that I think I'll mention"},{"speaker":"Paul Armson","startTime":4185.36,"endTime":4189.26,"body":"here often we wanted to get this"},{"speaker":"Paul Armson","startTime":4189.26,"endTime":4192.98,"body":"out, is I thought this is quite"},{"speaker":"Paul Armson","startTime":4189.26,"endTime":4192.98,"body":"a good opportunity to do so when"},{"speaker":"Paul Armson","startTime":4192.98,"endTime":4195.68,"body":"I first sort of went, came on"},{"speaker":"Paul Armson","startTime":4192.98,"endTime":4195.68,"body":"the scene, if you like, back in"},{"speaker":"Paul Armson","startTime":4195.68,"endTime":4200.44,"body":"nine, 2006 after I got back from"},{"speaker":"Paul Armson","startTime":4195.68,"endTime":4200.44,"body":"middle from a little gap year,"},{"speaker":"Paul Armson","startTime":4200.44,"endTime":4204.22,"body":"2006 seven, when I started doing"},{"speaker":"Paul Armson","startTime":4200.44,"endTime":4204.22,"body":"my talks around the country,"},{"speaker":"Paul Armson","startTime":4204.22,"endTime":4206.86,"body":"that's when I started to have, I"},{"speaker":"Paul Armson","startTime":4204.22,"endTime":4206.86,"body":"suppose, meetings with certain"},{"speaker":"Paul Armson","startTime":4206.86,"endTime":4212.08,"body":"key people in key positions in"},{"speaker":"Paul Armson","startTime":4206.86,"endTime":4212.08,"body":"various professional bodies, and"},{"speaker":"Paul Armson","startTime":4212.08,"endTime":4217.32,"body":"also key people in certain large"},{"speaker":"Paul Armson","startTime":4212.08,"endTime":4217.32,"body":"industry Companies, if you know,"},{"speaker":"Paul Armson","startTime":4217.32,"endTime":4221.34,"body":"investment platforms and so on."},{"speaker":"Paul Armson","startTime":4217.32,"endTime":4221.34,"body":"And that term financial"},{"speaker":"Paul Armson","startTime":4221.34,"endTime":4224.34,"body":"planning, often got raised. And"},{"speaker":"Paul Armson","startTime":4221.34,"endTime":4224.34,"body":"my biggest mistake I've ever"},{"speaker":"Paul Armson","startTime":4224.34,"endTime":4228.42,"body":"made in my life, I think, is the"},{"speaker":"Paul Armson","startTime":4224.34,"endTime":4228.42,"body":"assumption that when I use the"},{"speaker":"Paul Armson","startTime":4228.42,"endTime":4230.64,"body":"word financial planning, and"},{"speaker":"Paul Armson","startTime":4228.42,"endTime":4230.64,"body":"they were nodding in all the"},{"speaker":"Paul Armson","startTime":4230.64,"endTime":4235.0199999999995,"body":"right places, they understood"},{"speaker":"Paul Armson","startTime":4230.64,"endTime":4235.0199999999995,"body":"what I was talking about. And"},{"speaker":"Paul Armson","startTime":4235.0199999999995,"endTime":4238.34,"body":"that, I think, call it, call it"},{"speaker":"Paul Armson","startTime":4235.0199999999995,"endTime":4238.34,"body":"imposter syndrome, call it what"},{"speaker":"Paul Armson","startTime":4238.34,"endTime":4242.48,"body":"you will, but I shouldn't have"},{"speaker":"Paul Armson","startTime":4238.34,"endTime":4242.48,"body":"allowed that to happen. I should"},{"speaker":"Paul Armson","startTime":4242.48,"endTime":4244.64,"body":"not have allowed that to happen,"},{"speaker":"Paul Armson","startTime":4242.48,"endTime":4244.64,"body":"and possibly I was too"},{"speaker":"Paul Armson","startTime":4244.64,"endTime":4247.58,"body":"respectful of these people, but"},{"speaker":"Paul Armson","startTime":4244.64,"endTime":4247.58,"body":"really they didn't have a clue"},{"speaker":"Paul Armson","startTime":4247.58,"endTime":4251.36,"body":"what I was talking about. You"},{"speaker":"Paul Armson","startTime":4247.58,"endTime":4251.36,"body":"guys did and do, but they didn't"},{"speaker":"Paul Armson","startTime":4251.36,"endTime":4254.12,"body":"have a clue, but they nodded in"},{"speaker":"Paul Armson","startTime":4251.36,"endTime":4254.12,"body":"all the right places. And I"},{"speaker":"Paul Armson","startTime":4254.12,"endTime":4257.98,"body":"really feel like I've let down"},{"speaker":"Paul Armson","startTime":4254.12,"endTime":4257.98,"body":"my purpose by allowing that to"},{"speaker":"Paul Armson","startTime":4257.98,"endTime":4261.04,"body":"happen, that makes sense. It"},{"speaker":"Paul Armson","startTime":4257.98,"endTime":4261.04,"body":"could have been an insecurity in"},{"speaker":"Paul Armson","startTime":4261.04,"endTime":4263.0199999999995,"body":"me or whatever. I don't know,"},{"speaker":"Paul Armson","startTime":4261.04,"endTime":4263.0199999999995,"body":"but I just assumed they knew"},{"speaker":"Paul Armson","startTime":4263.0199999999995,"endTime":4265.36,"body":"what I was talking about, and"},{"speaker":"Paul Armson","startTime":4263.0199999999995,"endTime":4265.36,"body":"that was the biggest mistake"},{"speaker":"Andy Hart","startTime":4268.42,"endTime":4271.24,"body":"ever. And final next"},{"speaker":"Andy Hart","startTime":4268.42,"endTime":4271.24,"body":"question, if I may, I suppose"},{"speaker":"Andy Hart","startTime":4271.24,"endTime":4275.0199999999995,"body":"your, your, your most famous"},{"speaker":"Andy Hart","startTime":4271.24,"endTime":4275.0199999999995,"body":"work is the is the famous bucket"},{"speaker":"Andy Hart","startTime":4275.44,"endTime":4278.16,"body":"I've presented. Into that many"},{"speaker":"Andy Hart","startTime":4275.44,"endTime":4278.16,"body":"times in client meetings. I"},{"speaker":"Andy Hart","startTime":4278.16,"endTime":4281.04,"body":"think Nick has as well. Alan's"},{"speaker":"Andy Hart","startTime":4278.16,"endTime":4281.04,"body":"probably dabbled in it, the"},{"speaker":"Andy Hart","startTime":4281.04,"endTime":4283.8,"body":"usual. Yeah. So do you want to"},{"speaker":"Andy Hart","startTime":4281.04,"endTime":4283.8,"body":"explain a bit more about the"},{"speaker":"Andy Hart","startTime":4283.8,"endTime":4288.0599999999995,"body":"bucket, how it came about? And I"},{"speaker":"Andy Hart","startTime":4283.8,"endTime":4288.0599999999995,"body":"don't think it's changed since"},{"speaker":"Andy Hart","startTime":4288.0599999999995,"endTime":4291.42,"body":"I've seen it. It's still, I"},{"speaker":"Andy Hart","startTime":4288.0599999999995,"endTime":4291.42,"body":"mean, it changes per client, and"},{"speaker":"Andy Hart","startTime":4291.42,"endTime":4294.54,"body":"you include things, miss things,"},{"speaker":"Andy Hart","startTime":4291.42,"endTime":4294.54,"body":"focus on a certain area. But"},{"speaker":"Andy Hart","startTime":4294.54,"endTime":4297.32,"body":"yeah, do you want to explain"},{"speaker":"Andy Hart","startTime":4294.54,"endTime":4297.32,"body":"about the bucket? I know it's"},{"speaker":"Andy Hart","startTime":4297.32,"endTime":4300.14,"body":"obviously better if you just"},{"speaker":"Andy Hart","startTime":4297.32,"endTime":4300.14,"body":"draw it out. But yeah, over to"},{"speaker":"Andy Hart","startTime":4300.14,"endTime":4301.64,"body":"you with the with the bucket."},{"speaker":"Paul Armson","startTime":4303.26,"endTime":4305.9,"body":"I won't draw it for"},{"speaker":"Paul Armson","startTime":4303.26,"endTime":4305.9,"body":"you now. But how it came about"},{"speaker":"Paul Armson","startTime":4305.9,"endTime":4312.14,"body":"is an interesting one. Andy, and"},{"speaker":"Paul Armson","startTime":4305.9,"endTime":4312.14,"body":"it came about because at the"},{"speaker":"Paul Armson","startTime":4312.14,"endTime":4316.46,"body":"time. So you guys will know that"},{"speaker":"Paul Armson","startTime":4312.14,"endTime":4316.46,"body":"I've got a stake in a software"},{"speaker":"Paul Armson","startTime":4316.46,"endTime":4319.42,"body":"company that's died a bit of a"},{"speaker":"Paul Armson","startTime":4316.46,"endTime":4319.42,"body":"death. But anyway, that's,"},{"speaker":"Paul Armson","startTime":4319.42,"endTime":4324.0999999999995,"body":"that's another conversation, but"},{"speaker":"Paul Armson","startTime":4319.42,"endTime":4324.0999999999995,"body":"that company was set up by guy"},{"speaker":"Paul Armson","startTime":4324.0999999999995,"endTime":4328.24,"body":"called Paul Etheridge, who was"},{"speaker":"Paul Armson","startTime":4324.0999999999995,"endTime":4328.24,"body":"the original godfather of"},{"speaker":"Paul Armson","startTime":4328.24,"endTime":4334.12,"body":"financial planning, and he, he"},{"speaker":"Paul Armson","startTime":4328.24,"endTime":4334.12,"body":"was, he was a mentor of mine. I"},{"speaker":"Paul Armson","startTime":4334.12,"endTime":4337.68,"body":"guess I learned an awful lot"},{"speaker":"Paul Armson","startTime":4334.12,"endTime":4337.68,"body":"from Paul, but also started to"},{"speaker":"Paul Armson","startTime":4337.68,"endTime":4340.0199999999995,"body":"see through some of the"},{"speaker":"Paul Armson","startTime":4337.68,"endTime":4340.0199999999995,"body":"illusions that he was building"},{"speaker":"Paul Armson","startTime":4340.0199999999995,"endTime":4344.28,"body":"into his process. And one of the"},{"speaker":"Paul Armson","startTime":4340.0199999999995,"endTime":4344.28,"body":"things that he always liked to"},{"speaker":"Paul Armson","startTime":4344.34,"endTime":4348.0,"body":"do was demonstrate to a"},{"speaker":"Paul Armson","startTime":4344.34,"endTime":4348.0,"body":"prospect, when it came to his"},{"speaker":"Paul Armson","startTime":4348.0,"endTime":4352.32,"body":"Chicken Shack offices, he would"},{"speaker":"Paul Armson","startTime":4348.0,"endTime":4352.32,"body":"demonstrate the software to"},{"speaker":"Paul Armson","startTime":4352.32,"endTime":4356.5999999999995,"body":"these clients. And I thought,"},{"speaker":"Paul Armson","startTime":4352.32,"endTime":4356.5999999999995,"body":"Why on earth are you doing that."},{"speaker":"Paul Armson","startTime":4356.5999999999995,"endTime":4359.5999999999995,"body":"Why are you showing that client"},{"speaker":"Paul Armson","startTime":4356.5999999999995,"endTime":4359.5999999999995,"body":"someone else's financial plan,"},{"speaker":"Paul Armson","startTime":4359.78,"endTime":4362.9,"body":"even if it's a sample financial"},{"speaker":"Paul Armson","startTime":4359.78,"endTime":4362.9,"body":"plan, it's not their financial"},{"speaker":"Paul Armson","startTime":4362.9,"endTime":4365.36,"body":"plan. And now you've just gone"},{"speaker":"Paul Armson","startTime":4362.9,"endTime":4365.36,"body":"and blown your cover. You've"},{"speaker":"Paul Armson","startTime":4365.36,"endTime":4368.5999999999995,"body":"just gone and shown your secret"},{"speaker":"Paul Armson","startTime":4365.36,"endTime":4368.5999999999995,"body":"weapon with someone else's"},{"speaker":"Paul Armson","startTime":4368.5999999999995,"endTime":4371.36,"body":"information in there. It's not"},{"speaker":"Paul Armson","startTime":4368.5999999999995,"endTime":4371.36,"body":"their financial plan. So why are"},{"speaker":"Paul Armson","startTime":4371.36,"endTime":4374.72,"body":"you doing that? But at the same"},{"speaker":"Paul Armson","startTime":4371.36,"endTime":4374.72,"body":"time, you still need to convey"},{"speaker":"Paul Armson","startTime":4374.72,"endTime":4378.16,"body":"to clients what real, great"},{"speaker":"Paul Armson","startTime":4374.72,"endTime":4378.16,"body":"lifestyle financial planning is"},{"speaker":"Paul Armson","startTime":4378.16,"endTime":4380.92,"body":"all about, even though it"},{"speaker":"Paul Armson","startTime":4378.16,"endTime":4380.92,"body":"didn't, even though I was just"},{"speaker":"Paul Armson","startTime":4380.92,"endTime":4385.24,"body":"in the process of creating it"},{"speaker":"Paul Armson","startTime":4380.92,"endTime":4385.24,"body":"then. So what I thought is, I"},{"speaker":"Paul Armson","startTime":4385.24,"endTime":4389.8,"body":"need to draw something. I'm a"},{"speaker":"Paul Armson","startTime":4385.24,"endTime":4389.8,"body":"visual myself. I need to draw"},{"speaker":"Paul Armson","startTime":4389.8,"endTime":4393.16,"body":"something that conveys what real"},{"speaker":"Paul Armson","startTime":4389.8,"endTime":4393.16,"body":"financial planning is without"},{"speaker":"Paul Armson","startTime":4393.16,"endTime":4396.46,"body":"demoing software, without even"},{"speaker":"Paul Armson","startTime":4393.16,"endTime":4396.46,"body":"mentioning the word software. I"},{"speaker":"Paul Armson","startTime":4396.46,"endTime":4400.5,"body":"never, ever used the word cash"},{"speaker":"Paul Armson","startTime":4396.46,"endTime":4400.5,"body":"flow modeling. Ever, not in my"},{"speaker":"Paul Armson","startTime":4400.5,"endTime":4403.26,"body":"lifetime, I've ever used the"},{"speaker":"Paul Armson","startTime":4400.5,"endTime":4403.26,"body":"word cash flow models or cash"},{"speaker":"Paul Armson","startTime":4403.26,"endTime":4406.38,"body":"flow forecasting. It's only come"},{"speaker":"Paul Armson","startTime":4403.26,"endTime":4406.38,"body":"into my vocabulary in recent"},{"speaker":"Paul Armson","startTime":4406.38,"endTime":4410.7,"body":"years. Everything I ever did was"},{"speaker":"Paul Armson","startTime":4406.38,"endTime":4410.7,"body":"revolving around sharing the"},{"speaker":"Paul Armson","startTime":4410.7,"endTime":4413.46,"body":"concept of this bucket, which"},{"speaker":"Paul Armson","startTime":4410.7,"endTime":4413.46,"body":"basically is helping clients to"},{"speaker":"Paul Armson","startTime":4413.46,"endTime":4416.04,"body":"understand what's in their"},{"speaker":"Paul Armson","startTime":4413.46,"endTime":4416.04,"body":"bucket, which is liquid assets."},{"speaker":"Paul Armson","startTime":4416.04,"endTime":4418.58,"body":"They can spend that money"},{"speaker":"Paul Armson","startTime":4416.04,"endTime":4418.58,"body":"whenever they like. And they've"},{"speaker":"Paul Armson","startTime":4418.58,"endTime":4421.04,"body":"also got money outside their"},{"speaker":"Paul Armson","startTime":4418.58,"endTime":4421.04,"body":"bucket, which is intangible"},{"speaker":"Paul Armson","startTime":4421.04,"endTime":4423.5599999999995,"body":"assets, which they can't spend"},{"speaker":"Paul Armson","startTime":4421.04,"endTime":4423.5599999999995,"body":"unless they sell those assets."},{"speaker":"Paul Armson","startTime":4423.5599999999995,"endTime":4425.9,"body":"And if you can't sell them, you"},{"speaker":"Paul Armson","startTime":4423.5599999999995,"endTime":4425.9,"body":"can't spend it. That's the"},{"speaker":"Paul Armson","startTime":4425.96,"endTime":4429.2,"body":"bottom line there. So that"},{"speaker":"Paul Armson","startTime":4425.96,"endTime":4429.2,"body":"includes businesses. So that guy"},{"speaker":"Paul Armson","startTime":4429.2,"endTime":4432.0199999999995,"body":"who is putting the business into"},{"speaker":"Paul Armson","startTime":4429.2,"endTime":4432.0199999999995,"body":"the plan is like, broken my"},{"speaker":"Paul Armson","startTime":4432.0199999999995,"endTime":4435.2,"body":"first rule, straight away. You"},{"speaker":"Paul Armson","startTime":4432.0199999999995,"endTime":4435.2,"body":"don't you can put it in there as"},{"speaker":"Paul Armson","startTime":4435.2,"endTime":4438.7,"body":"a pound item for discussion, but"},{"speaker":"Paul Armson","startTime":4435.2,"endTime":4438.7,"body":"there's no value going in there"},{"speaker":"Paul Armson","startTime":4438.7,"endTime":4441.46,"body":"until the likelihood of that"},{"speaker":"Paul Armson","startTime":4438.7,"endTime":4441.46,"body":"happening is extremely high. So"},{"speaker":"Paul Armson","startTime":4442.0,"endTime":4445.54,"body":"anyway, and then you've got"},{"speaker":"Paul Armson","startTime":4442.0,"endTime":4445.54,"body":"various you've got various taps,"},{"speaker":"Paul Armson","startTime":4445.54,"endTime":4448.3,"body":"basically, and the taps your"},{"speaker":"Paul Armson","startTime":4445.54,"endTime":4448.3,"body":"lifestyle stages. So for"},{"speaker":"Paul Armson","startTime":4448.3,"endTime":4451.42,"body":"example, your tap number one is"},{"speaker":"Paul Armson","startTime":4448.3,"endTime":4451.42,"body":"your current lifestyle cost. In"},{"speaker":"Paul Armson","startTime":4451.42,"endTime":4454.54,"body":"other words, what it costs you"},{"speaker":"Paul Armson","startTime":4451.42,"endTime":4454.54,"body":"to live your life now. Tap two"},{"speaker":"Paul Armson","startTime":4454.54,"endTime":4457.74,"body":"is your early retirement tap"},{"speaker":"Paul Armson","startTime":4454.54,"endTime":4457.74,"body":"when you want to have the most"},{"speaker":"Paul Armson","startTime":4457.74,"endTime":4460.92,"body":"fun, and while you still fit and"},{"speaker":"Paul Armson","startTime":4457.74,"endTime":4460.92,"body":"able to have the most fun. And"},{"speaker":"Paul Armson","startTime":4461.82,"endTime":4465.78,"body":"then tap three I call it is your"},{"speaker":"Paul Armson","startTime":4461.82,"endTime":4465.78,"body":"later life. Tap when you become"},{"speaker":"Paul Armson","startTime":4465.78,"endTime":4468.96,"body":"too old to enjoy yourself. And"},{"speaker":"Paul Armson","startTime":4465.78,"endTime":4468.96,"body":"that has little circles, because"},{"speaker":"Paul Armson","startTime":4468.96,"endTime":4471.5999999999995,"body":"by then, you might not be able"},{"speaker":"Paul Armson","startTime":4468.96,"endTime":4471.5999999999995,"body":"to do stuff right. And then it"},{"speaker":"Paul Armson","startTime":4471.5999999999995,"endTime":4474.42,"body":"ends with a coffin that gets"},{"speaker":"Paul Armson","startTime":4471.5999999999995,"endTime":4474.42,"body":"drawn underneath these little"},{"speaker":"Paul Armson","startTime":4474.48,"endTime":4477.38,"body":"outflow. And there's another"},{"speaker":"Paul Armson","startTime":4474.48,"endTime":4477.38,"body":"great big tap as well, for one"},{"speaker":"Paul Armson","startTime":4477.38,"endTime":4482.3,"body":"off expenses for a world cruise,"},{"speaker":"Paul Armson","startTime":4477.38,"endTime":4482.3,"body":"buying a yacht, new roof,"},{"speaker":"Paul Armson","startTime":4482.3,"endTime":4484.82,"body":"whatever it might be. These are"},{"speaker":"Paul Armson","startTime":4482.3,"endTime":4484.82,"body":"big things that could seriously"},{"speaker":"Paul Armson","startTime":4484.82,"endTime":4488.24,"body":"impact your bucket. So by"},{"speaker":"Paul Armson","startTime":4484.82,"endTime":4488.24,"body":"drawing this in a very engaging"},{"speaker":"Paul Armson","startTime":4488.24,"endTime":4492.32,"body":"way, tailored around the client"},{"speaker":"Paul Armson","startTime":4488.24,"endTime":4492.32,"body":"and their life based on the fact"},{"speaker":"Paul Armson","startTime":4492.32,"endTime":4495.98,"body":"find you've just done with them."},{"speaker":"Paul Armson","startTime":4492.32,"endTime":4495.98,"body":"So you're drawing on that page,"},{"speaker":"Paul Armson","startTime":4495.98,"endTime":4499.5999999999995,"body":"on that a four pad. I used to"},{"speaker":"Paul Armson","startTime":4495.98,"endTime":4499.5999999999995,"body":"use an A four pad, or my my flip"},{"speaker":"Paul Armson","startTime":4499.5999999999995,"endTime":4504.46,"body":"chart. I'm drawing their life on"},{"speaker":"Paul Armson","startTime":4499.5999999999995,"endTime":4504.46,"body":"a piece of paper. I'm using"},{"speaker":"Paul Armson","startTime":4504.46,"endTime":4508.42,"body":"their words. I'm talking about"},{"speaker":"Paul Armson","startTime":4504.46,"endTime":4508.42,"body":"real life problems, about life"},{"speaker":"Paul Armson","startTime":4508.42,"endTime":4511.12,"body":"speeding up the older you get"},{"speaker":"Paul Armson","startTime":4508.42,"endTime":4511.12,"body":"whilst I'm doing it, and they"},{"speaker":"Paul Armson","startTime":4511.12,"endTime":4514.0599999999995,"body":"start to understand. Oh, right,"},{"speaker":"Paul Armson","startTime":4511.12,"endTime":4514.0599999999995,"body":"so you look at all of this here,"},{"speaker":"Paul Armson","startTime":4514.0599999999995,"endTime":4516.94,"body":"I better tell you about this."},{"speaker":"Paul Armson","startTime":4514.0599999999995,"endTime":4516.94,"body":"And then suddenly they tell you"},{"speaker":"Paul Armson","startTime":4516.94,"endTime":4519.36,"body":"about stuff they didn't tell you"},{"speaker":"Paul Armson","startTime":4516.94,"endTime":4519.36,"body":"before, because now they because"},{"speaker":"Paul Armson","startTime":4519.36,"endTime":4522.96,"body":"now they realize what you do. So"},{"speaker":"Paul Armson","startTime":4519.36,"endTime":4522.96,"body":"then, so this conveying this"},{"speaker":"Paul Armson","startTime":4522.96,"endTime":4525.72,"body":"concept of the bucket, and then"},{"speaker":"Paul Armson","startTime":4522.96,"endTime":4525.72,"body":"I would be able to say to them,"},{"speaker":"Paul Armson","startTime":4525.72,"endTime":4531.12,"body":"what this is this we call this"},{"speaker":"Paul Armson","startTime":4525.72,"endTime":4531.12,"body":"real wealth management, managing"},{"speaker":"Paul Armson","startTime":4531.12,"endTime":4534.96,"body":"your wealth to give you the life"},{"speaker":"Paul Armson","startTime":4531.12,"endTime":4534.96,"body":"that you want. Why else have"},{"speaker":"Paul Armson","startTime":4534.96,"endTime":4537.5599999999995,"body":"wealth if it doesn't give you"},{"speaker":"Paul Armson","startTime":4534.96,"endTime":4537.5599999999995,"body":"the life that you the life that"},{"speaker":"Paul Armson","startTime":4537.5599999999995,"endTime":4540.62,"body":"you want, good question, don't"},{"speaker":"Paul Armson","startTime":4537.5599999999995,"endTime":4540.62,"body":"you think? And clients will say,"},{"speaker":"Paul Armson","startTime":4540.62,"endTime":4542.9,"body":"Absolutely, poor, right? And I"},{"speaker":"Paul Armson","startTime":4540.62,"endTime":4542.9,"body":"say, right. So this is what we"},{"speaker":"Paul Armson","startTime":4542.9,"endTime":4545.54,"body":"do for our clients. Every client"},{"speaker":"Paul Armson","startTime":4542.9,"endTime":4545.54,"body":"gets this, whether you like it"},{"speaker":"Paul Armson","startTime":4545.54,"endTime":4548.42,"body":"or not, okay, this is what we're"},{"speaker":"Paul Armson","startTime":4545.54,"endTime":4548.42,"body":"going to do for you. Okay? And"},{"speaker":"Paul Armson","startTime":4548.42,"endTime":4552.26,"body":"then I then go away. I pitch my"},{"speaker":"Paul Armson","startTime":4548.42,"endTime":4552.26,"body":"feet at that time with a risk"},{"speaker":"Paul Armson","startTime":4552.26,"endTime":4555.26,"body":"reversal technique, which I know"},{"speaker":"Paul Armson","startTime":4552.26,"endTime":4555.26,"body":"Alan has used, if not still"},{"speaker":"Paul Armson","startTime":4555.26,"endTime":4558.94,"body":"uses, used at first. And that"},{"speaker":"Paul Armson","startTime":4555.26,"endTime":4558.94,"body":"is, look, hey, this is what we"},{"speaker":"Paul Armson","startTime":4558.94,"endTime":4561.88,"body":"do for our clients. But look,"},{"speaker":"Paul Armson","startTime":4558.94,"endTime":4561.88,"body":"we're going to do with this fee"},{"speaker":"Paul Armson","startTime":4561.88,"endTime":4565.5999999999995,"body":"anyway, whether you like it or"},{"speaker":"Paul Armson","startTime":4561.88,"endTime":4565.5999999999995,"body":"not. Okay. Now, if you do not"},{"speaker":"Paul Armson","startTime":4565.5999999999995,"endTime":4569.14,"body":"value what we do for you next,"},{"speaker":"Paul Armson","startTime":4565.5999999999995,"endTime":4569.14,"body":"right? Our fee is this, but if"},{"speaker":"Paul Armson","startTime":4569.14,"endTime":4571.5999999999995,"body":"you do not value what we do for"},{"speaker":"Paul Armson","startTime":4569.14,"endTime":4571.5999999999995,"body":"you, next, you don't have to pay"},{"speaker":"Paul Armson","startTime":4571.5999999999995,"endTime":4575.2,"body":"us. How does that sound? And"},{"speaker":"Paul Armson","startTime":4571.5999999999995,"endTime":4575.2,"body":"normally they go, that's fine."},{"speaker":"Paul Armson","startTime":4575.2,"endTime":4578.34,"body":"Paul, right? And. What that"},{"speaker":"Paul Armson","startTime":4575.2,"endTime":4578.34,"body":"enabled me to do was pitch a"},{"speaker":"Paul Armson","startTime":4578.34,"endTime":4583.26,"body":"decent fee for delivery of a"},{"speaker":"Paul Armson","startTime":4578.34,"endTime":4583.26,"body":"real financial plan. Whereas a"},{"speaker":"Paul Armson","startTime":4583.26,"endTime":4587.64,"body":"lot of advisors get caught in"},{"speaker":"Paul Armson","startTime":4583.26,"endTime":4587.64,"body":"the I'm gonna have to charge a"},{"speaker":"Paul Armson","startTime":4587.64,"endTime":4590.76,"body":"fee for this, right? But the"},{"speaker":"Paul Armson","startTime":4587.64,"endTime":4590.76,"body":"client hasn't experienced it"},{"speaker":"Paul Armson","startTime":4590.76,"endTime":4594.72,"body":"yet. So how can they value it?"},{"speaker":"Paul Armson","startTime":4590.76,"endTime":4594.72,"body":"You and me? So that's why they'd"},{"speaker":"Paul Armson","startTime":4594.72,"endTime":4598.28,"body":"only ever get a small fee. So"},{"speaker":"Paul Armson","startTime":4594.72,"endTime":4598.28,"body":"they get a small fee for"},{"speaker":"Paul Armson","startTime":4598.28,"endTime":4601.58,"body":"delivering a financial plan and"},{"speaker":"Paul Armson","startTime":4598.28,"endTime":4601.58,"body":"a whacking great big fee for"},{"speaker":"Paul Armson","startTime":4601.58,"endTime":4604.82,"body":"investing some money. And that"},{"speaker":"Paul Armson","startTime":4601.58,"endTime":4604.82,"body":"doesn't feel right to me. So"},{"speaker":"Paul Armson","startTime":4604.82,"endTime":4608.0,"body":"what you need to do is you need"},{"speaker":"Paul Armson","startTime":4604.82,"endTime":4608.0,"body":"a way to take away the risk from"},{"speaker":"Paul Armson","startTime":4608.0,"endTime":4611.0599999999995,"body":"the client, so you can pitch a"},{"speaker":"Paul Armson","startTime":4608.0,"endTime":4611.0599999999995,"body":"big fee for them to experience"},{"speaker":"Paul Armson","startTime":4611.0599999999995,"endTime":4614.3,"body":"what real financial plan is all"},{"speaker":"Paul Armson","startTime":4611.0599999999995,"endTime":4614.3,"body":"about, but give them escape"},{"speaker":"Paul Armson","startTime":4614.3,"endTime":4617.8,"body":"rules that says, hey, look, if"},{"speaker":"Paul Armson","startTime":4614.3,"endTime":4617.8,"body":"you don't value this, then you'd"},{"speaker":"Paul Armson","startTime":4617.8,"endTime":4621.88,"body":"have to pay us. Now the reality"},{"speaker":"Paul Armson","startTime":4617.8,"endTime":4621.88,"body":"is, course they value it. It"},{"speaker":"Paul Armson","startTime":4621.88,"endTime":4625.42,"body":"knocks their socks off, so of"},{"speaker":"Paul Armson","startTime":4621.88,"endTime":4625.42,"body":"course they're going to pay you."},{"speaker":"Paul Armson","startTime":4625.42,"endTime":4627.88,"body":"And then the point behind the"},{"speaker":"Paul Armson","startTime":4625.42,"endTime":4627.88,"body":"bucket then was when I would"},{"speaker":"Paul Armson","startTime":4627.88,"endTime":4631.42,"body":"then have the second financial"},{"speaker":"Paul Armson","startTime":4627.88,"endTime":4631.42,"body":"planning meeting with them. The"},{"speaker":"Paul Armson","startTime":4631.42,"endTime":4634.42,"body":"first thing I would do is get"},{"speaker":"Paul Armson","startTime":4631.42,"endTime":4634.42,"body":"them back in the room by"},{"speaker":"Paul Armson","startTime":4634.42,"endTime":4638.22,"body":"reminding them of that bucket"},{"speaker":"Paul Armson","startTime":4634.42,"endTime":4638.22,"body":"concept before I start showing"},{"speaker":"Paul Armson","startTime":4638.22,"endTime":4641.88,"body":"software, so you get them to"},{"speaker":"Paul Armson","startTime":4638.22,"endTime":4641.88,"body":"remember what is you talked"},{"speaker":"Paul Armson","startTime":4641.88,"endTime":4644.34,"body":"about last time? So today's"},{"speaker":"Paul Armson","startTime":4641.88,"endTime":4644.34,"body":"meeting, then is all about"},{"speaker":"Paul Armson","startTime":4644.34,"endTime":4647.0999999999995,"body":"understanding what's going to"},{"speaker":"Paul Armson","startTime":4644.34,"endTime":4647.0999999999995,"body":"happen to your bucket. This is"},{"speaker":"Paul Armson","startTime":4647.0999999999995,"endTime":4653.0999999999995,"body":"how we show you my special tool."},{"speaker":"Paul Armson","startTime":4647.0999999999995,"endTime":4653.0999999999995,"body":"Okay, that's based on the bucket"},{"speaker":"Paul Armson","startTime":4653.0999999999995,"endTime":4656.5199999999995,"body":"Andy was to enable me to convey"},{"speaker":"Paul Armson","startTime":4653.0999999999995,"endTime":4656.5199999999995,"body":"what real financial planning is"},{"speaker":"Paul Armson","startTime":4656.5199999999995,"endTime":4660.5599999999995,"body":"all about in a very empowering,"},{"speaker":"Paul Armson","startTime":4656.5199999999995,"endTime":4660.5599999999995,"body":"inspiring way that's tailored"},{"speaker":"Paul Armson","startTime":4660.5599999999995,"endTime":4664.0999999999995,"body":"around the client and their"},{"speaker":"Paul Armson","startTime":4660.5599999999995,"endTime":4664.0999999999995,"body":"life, without showing someone"},{"speaker":"Paul Armson","startTime":4664.0999999999995,"endTime":4667.76,"body":"else's plan or demoing the"},{"speaker":"Paul Armson","startTime":4664.0999999999995,"endTime":4667.76,"body":"software. So the software stays"},{"speaker":"Paul Armson","startTime":4667.76,"endTime":4670.4,"body":"up my sleeve. They don't see"},{"speaker":"Paul Armson","startTime":4667.76,"endTime":4670.4,"body":"that. They don't see that"},{"speaker":"Paul Armson","startTime":4670.4,"endTime":4674.18,"body":"financial plan until it's got"},{"speaker":"Paul Armson","startTime":4670.4,"endTime":4674.18,"body":"their data in there, their"},{"speaker":"Paul Armson","startTime":4674.18,"endTime":4676.96,"body":"values, their meanings, their"},{"speaker":"Paul Armson","startTime":4674.18,"endTime":4676.96,"body":"goals, their aspirations, is in"},{"speaker":"Paul Armson","startTime":4676.96,"endTime":4681.28,"body":"that plan. And then what you"},{"speaker":"Paul Armson","startTime":4676.96,"endTime":4681.28,"body":"then do, in my view, is you let"},{"speaker":"Paul Armson","startTime":4681.28,"endTime":4685.48,"body":"that software, that information"},{"speaker":"Paul Armson","startTime":4681.28,"endTime":4685.48,"body":"in that software, gradually"},{"speaker":"Paul Armson","startTime":4685.48,"endTime":4688.78,"body":"reveal itself to engage the"},{"speaker":"Paul Armson","startTime":4685.48,"endTime":4688.78,"body":"client more and more and more"},{"speaker":"Paul Armson","startTime":4688.78,"endTime":4692.2,"body":"and more so it becomes their"},{"speaker":"Paul Armson","startTime":4688.78,"endTime":4692.2,"body":"plan before you start showing"},{"speaker":"Paul Armson","startTime":4692.2,"endTime":4695.98,"body":"things like lifetime cash flow"},{"speaker":"Paul Armson","startTime":4692.2,"endTime":4695.98,"body":"charts. Whereas I've come across"},{"speaker":"Paul Armson","startTime":4695.98,"endTime":4700.08,"body":"advisors saying, Here's your"},{"speaker":"Paul Armson","startTime":4695.98,"endTime":4700.08,"body":"future. And the client goes,"},{"speaker":"Paul Armson","startTime":4700.26,"endTime":4703.68,"body":"What the fuck is that? Why is"},{"speaker":"Paul Armson","startTime":4700.26,"endTime":4703.68,"body":"everything going up? Because"},{"speaker":"Paul Armson","startTime":4703.68,"endTime":4706.32,"body":"that's what first glance of"},{"speaker":"Paul Armson","startTime":4703.68,"endTime":4706.32,"body":"things like volume level, like,"},{"speaker":"Paul Armson","startTime":4706.32,"endTime":4710.0999999999995,"body":"it's all going up, isn't it? So,"},{"speaker":"Paul Armson","startTime":4706.32,"endTime":4710.0999999999995,"body":"yeah. So the bucket is designed"},{"speaker":"Paul Armson","startTime":4710.0999999999995,"endTime":4713.28,"body":"to convey something really,"},{"speaker":"Paul Armson","startTime":4710.0999999999995,"endTime":4713.28,"body":"really important and magical and"},{"speaker":"Paul Armson","startTime":4713.28,"endTime":4716.78,"body":"powerful, and often clients"},{"speaker":"Paul Armson","startTime":4713.28,"endTime":4716.78,"body":"still say, even to this day, why"},{"speaker":"Paul Armson","startTime":4716.78,"endTime":4720.74,"body":"the more financial advisors do"},{"speaker":"Paul Armson","startTime":4716.78,"endTime":4720.74,"body":"this? And when they say that you"},{"speaker":"Paul Armson","startTime":4720.8,"endTime":4721.82,"body":"can charge you more money,"},{"speaker":"Nick Lincoln","startTime":4723.32,"endTime":4725.78,"body":"that's that's"},{"speaker":"Nick Lincoln","startTime":4723.32,"endTime":4725.78,"body":"great, great stuff. Paul, and we"},{"speaker":"Nick Lincoln","startTime":4725.78,"endTime":4728.48,"body":"listen. We've taken up nearly 40"},{"speaker":"Nick Lincoln","startTime":4725.78,"endTime":4728.48,"body":"minutes of your time there, and"},{"speaker":"Nick Lincoln","startTime":4728.48,"endTime":4731.36,"body":"you've just touched on something"},{"speaker":"Nick Lincoln","startTime":4728.48,"endTime":4731.36,"body":"there you could, you could talk"},{"speaker":"Nick Lincoln","startTime":4731.36,"endTime":4734.48,"body":"about the bucket, the process,"},{"speaker":"Nick Lincoln","startTime":4731.36,"endTime":4734.48,"body":"the things you should be saying"},{"speaker":"Nick Lincoln","startTime":4734.48,"endTime":4736.4,"body":"to prospects, the things you"},{"speaker":"Nick Lincoln","startTime":4734.48,"endTime":4736.4,"body":"shouldn't be saying to"},{"speaker":"Nick Lincoln","startTime":4736.4,"endTime":4740.98,"body":"prospects, the use of open"},{"speaker":"Nick Lincoln","startTime":4736.4,"endTime":4740.98,"body":"questions, of two ears and one"},{"speaker":"Nick Lincoln","startTime":4740.98,"endTime":4744.4,"body":"mouth and so forth, luckily for"},{"speaker":"Nick Lincoln","startTime":4740.98,"endTime":4744.4,"body":"the universe, and luckily for"},{"speaker":"Nick Lincoln","startTime":4744.4,"endTime":4747.16,"body":"the younger advisors who might"},{"speaker":"Nick Lincoln","startTime":4744.4,"endTime":4747.16,"body":"not know you have an online"},{"speaker":"Nick Lincoln","startTime":4747.16,"endTime":4749.74,"body":"resource. Quickly tell the"},{"speaker":"Nick Lincoln","startTime":4747.16,"endTime":4749.74,"body":"TRAPPIST about that, and I think"},{"speaker":"Nick Lincoln","startTime":4749.74,"endTime":4753.0999999999995,"body":"you've got a special code"},{"speaker":"Nick Lincoln","startTime":4749.74,"endTime":4753.0999999999995,"body":"discount for them, or discount"},{"speaker":"Nick Lincoln","startTime":4753.0999999999995,"endTime":4754.72,"body":"code even give us give us the"},{"speaker":"Nick Lincoln","startTime":4753.0999999999995,"endTime":4754.72,"body":"lowdown."},{"speaker":"Paul Armson","startTime":4757.059,"endTime":4760.019,"body":"Okay, so, so for"},{"speaker":"Paul Armson","startTime":4757.059,"endTime":4760.019,"body":"years, then I've had this thing"},{"speaker":"Paul Armson","startTime":4760.019,"endTime":4762.959,"body":"that I created called inspiring"},{"speaker":"Paul Armson","startTime":4760.019,"endTime":4762.959,"body":"advisors. Because it's called"},{"speaker":"Paul Armson","startTime":4762.959,"endTime":4765.119,"body":"inspiring advisors, because,"},{"speaker":"Paul Armson","startTime":4762.959,"endTime":4765.119,"body":"guess what, we should be"},{"speaker":"Paul Armson","startTime":4765.119,"endTime":4768.899,"body":"inspiring advisors, shouldn't"},{"speaker":"Paul Armson","startTime":4765.119,"endTime":4768.899,"body":"we? So it's called inspiring"},{"speaker":"Paul Armson","startTime":4768.899,"endTime":4774.719,"body":"advisors. So it's all my, it's"},{"speaker":"Paul Armson","startTime":4768.899,"endTime":4774.719,"body":"all my years of training, if you"},{"speaker":"Paul Armson","startTime":4774.719,"endTime":4779.599,"body":"like, put into bite size video"},{"speaker":"Paul Armson","startTime":4774.719,"endTime":4779.599,"body":"snippets, and just recently,"},{"speaker":"Paul Armson","startTime":4779.599,"endTime":4783.199,"body":"it's become accredited by Cissy,"},{"speaker":"Paul Armson","startTime":4779.599,"endTime":4783.199,"body":"and it now is now accredited"},{"speaker":"Paul Armson","startTime":4783.199,"endTime":4788.179,"body":"CPD, so that's now available to"},{"speaker":"Paul Armson","startTime":4783.199,"endTime":4788.179,"body":"advisors. So but more than that,"},{"speaker":"Paul Armson","startTime":4788.179,"endTime":4791.539,"body":"it's a community of advisors as"},{"speaker":"Paul Armson","startTime":4788.179,"endTime":4791.539,"body":"well. So hopefully people who"},{"speaker":"Paul Armson","startTime":4791.539,"endTime":4794.059,"body":"sign up for inspiring advisors"},{"speaker":"Paul Armson","startTime":4791.539,"endTime":4794.059,"body":"really want to do the job"},{"speaker":"Paul Armson","startTime":4794.059,"endTime":4796.959,"body":"properly and want to engage with"},{"speaker":"Paul Armson","startTime":4794.059,"endTime":4796.959,"body":"the concept of real lifestyle"},{"speaker":"Paul Armson","startTime":4796.959,"endTime":4801.639,"body":"financial planning. So it's a"},{"speaker":"Paul Armson","startTime":4796.959,"endTime":4801.639,"body":"training resource, yes, but it's"},{"speaker":"Paul Armson","startTime":4801.639,"endTime":4805.659,"body":"also a community where we have"},{"speaker":"Paul Armson","startTime":4801.639,"endTime":4805.659,"body":"monthly inspiration spot"},{"speaker":"Paul Armson","startTime":4805.7789999999995,"endTime":4809.3189999999995,"body":"sessions where we talk about all"},{"speaker":"Paul Armson","startTime":4805.7789999999995,"endTime":4809.3189999999995,"body":"things lifestyle financial"},{"speaker":"Paul Armson","startTime":4809.3189999999995,"endTime":4813.2789999999995,"body":"planning. So yeah, so one of the"},{"speaker":"Paul Armson","startTime":4809.3189999999995,"endTime":4813.2789999999995,"body":"things that because you kind of"},{"speaker":"Paul Armson","startTime":4813.2789999999995,"endTime":4816.299,"body":"invited me on to here, I"},{"speaker":"Paul Armson","startTime":4813.2789999999995,"endTime":4816.299,"body":"thought, What could I do to try"},{"speaker":"Paul Armson","startTime":4816.299,"endTime":4819.479,"body":"and help more people get the"},{"speaker":"Paul Armson","startTime":4816.299,"endTime":4819.479,"body":"message, and hopefully give"},{"speaker":"Paul Armson","startTime":4819.479,"endTime":4822.479,"body":"people a taste for what's"},{"speaker":"Paul Armson","startTime":4819.479,"endTime":4822.479,"body":"possible for them. Because it"},{"speaker":"Paul Armson","startTime":4822.479,"endTime":4824.939,"body":"does sadden me, and I know it"},{"speaker":"Paul Armson","startTime":4822.479,"endTime":4824.939,"body":"saddens some of you guys as well"},{"speaker":"Paul Armson","startTime":4824.939,"endTime":4829.799,"body":"when you've got such great"},{"speaker":"Paul Armson","startTime":4824.939,"endTime":4829.799,"body":"advisors, but they somehow still"},{"speaker":"Paul Armson","startTime":4829.799,"endTime":4835.8589999999995,"body":"can't communicate and deliver a"},{"speaker":"Paul Armson","startTime":4829.799,"endTime":4835.8589999999995,"body":"meaningful service that's high"},{"speaker":"Paul Armson","startTime":4835.8589999999995,"endTime":4838.999,"body":"value to every client every"},{"speaker":"Paul Armson","startTime":4835.8589999999995,"endTime":4838.999,"body":"time, and that's why I think we"},{"speaker":"Paul Armson","startTime":4838.999,"endTime":4843.919,"body":"can help and also under 30s as"},{"speaker":"Paul Armson","startTime":4838.999,"endTime":4843.919,"body":"well. So what I've done with"},{"speaker":"Paul Armson","startTime":4843.979,"endTime":4849.3189999999995,"body":"your agreement is put forward an"},{"speaker":"Paul Armson","startTime":4843.979,"endTime":4849.3189999999995,"body":"offer where people can join my"},{"speaker":"Paul Armson","startTime":4849.3189999999995,"endTime":4852.439,"body":"inspire advisers, community and"},{"speaker":"Paul Armson","startTime":4849.3189999999995,"endTime":4852.439,"body":"access all of my training with a"},{"speaker":"Paul Armson","startTime":4852.439,"endTime":4858.879,"body":"50% discount for six months."},{"speaker":"Paul Armson","startTime":4852.439,"endTime":4858.879,"body":"Okay, now you guys will know,"},{"speaker":"Paul Armson","startTime":4858.879,"endTime":4862.239,"body":"and hopefully you all agree that"},{"speaker":"Paul Armson","startTime":4858.879,"endTime":4862.239,"body":"I've never really been one for"},{"speaker":"Paul Armson","startTime":4862.239,"endTime":4865.299,"body":"free lunches. I think free"},{"speaker":"Paul Armson","startTime":4862.239,"endTime":4865.299,"body":"lunches is what the industry"},{"speaker":"Paul Armson","startTime":4865.299,"endTime":4868.659,"body":"suffers from, and that's why, if"},{"speaker":"Paul Armson","startTime":4865.299,"endTime":4868.659,"body":"you go to certain events like"},{"speaker":"Paul Armson","startTime":4868.659,"endTime":4871.599,"body":"the PFS and wherever you get the"},{"speaker":"Paul Armson","startTime":4868.659,"endTime":4871.599,"body":"exhibition hall and lots of free"},{"speaker":"Paul Armson","startTime":4871.599,"endTime":4874.239,"body":"stuff being given out, I'm"},{"speaker":"Paul Armson","startTime":4871.599,"endTime":4874.239,"body":"totally against that, and that's"},{"speaker":"Paul Armson","startTime":4874.239,"endTime":4879.527,"body":"why we're back to why I came"},{"speaker":"Paul Armson","startTime":4874.239,"endTime":4879.527,"body":"from. So it's 50% discount for"},{"speaker":"Paul Armson","startTime":4879.5869999999995,"endTime":4887.147,"body":"six months. But also for the"},{"speaker":"Paul Armson","startTime":4879.5869999999995,"endTime":4887.147,"body":"first 10 advisors under 30, they"},{"speaker":"Paul Armson","startTime":4887.147,"endTime":4893.147,"body":"can have free membership for"},{"speaker":"Paul Armson","startTime":4887.147,"endTime":4893.147,"body":"life. Okay? And the discount"},{"speaker":"Paul Armson","startTime":4893.147,"endTime":4895.727,"body":"code to use, what you need to do"},{"speaker":"Paul Armson","startTime":4893.147,"endTime":4895.727,"body":"is go to inspiring"},{"speaker":"Paul Armson","startTime":4895.727,"endTime":4903.799,"body":"advisors.co.uk, forward slash,"},{"speaker":"Paul Armson","startTime":4895.727,"endTime":4903.799,"body":"trap 50, t r a p 50. And there's"},{"speaker":"Paul Armson","startTime":4903.799,"endTime":4907.399,"body":"a discount code. You just put"},{"speaker":"Paul Armson","startTime":4903.799,"endTime":4907.399,"body":"the coupon code in as t r a p"},{"speaker":"Paul Armson","startTime":4907.399,"endTime":4912.259,"body":"50, capital letters, trap 50,"},{"speaker":"Paul Armson","startTime":4907.399,"endTime":4912.259,"body":"and that will give 50% discount"},{"speaker":"Paul Armson","startTime":4912.3189999999995,"endTime":4915.8589999999995,"body":"to everybody. For the"},{"speaker":"Paul Armson","startTime":4912.3189999999995,"endTime":4915.8589999999995,"body":"youngsters, then for under 30s,"},{"speaker":"Paul Armson","startTime":4915.919,"endTime":4918.519,"body":"they still need to pay that"},{"speaker":"Paul Armson","startTime":4915.919,"endTime":4918.519,"body":"first month, so I've got to go"},{"speaker":"Paul Armson","startTime":4918.519,"endTime":4921.639,"body":"through the same offer pay that"},{"speaker":"Paul Armson","startTime":4918.519,"endTime":4921.639,"body":"first month. But then what I"},{"speaker":"Paul Armson","startTime":4921.639,"endTime":4925.119,"body":"want you to do is email me"},{"speaker":"Paul Armson","startTime":4921.639,"endTime":4925.119,"body":"confirm your date of birth."},{"speaker":"Paul Armson","startTime":4925.3589999999995,"endTime":4927.639,"body":"Okay, just to make absolutely"},{"speaker":"Paul Armson","startTime":4925.3589999999995,"endTime":4927.639,"body":"sure, confirm your date of"},{"speaker":"Paul Armson","startTime":4927.639,"endTime":4932.139,"body":"birth, we might ask for proof,"},{"speaker":"Paul Armson","startTime":4927.639,"endTime":4932.139,"body":"and also tell me a little bit"},{"speaker":"Paul Armson","startTime":4932.139,"endTime":4935.439,"body":"about your story and what you're"},{"speaker":"Paul Armson","startTime":4932.139,"endTime":4935.439,"body":"trying to achieve in this, as"},{"speaker":"Paul Armson","startTime":4935.439,"endTime":4939.539,"body":"Andy calls it, mighty profession"},{"speaker":"Paul Armson","startTime":4935.439,"endTime":4939.539,"body":"do that, and the first 10 who"},{"speaker":"Paul Armson","startTime":4939.539,"endTime":4943.3189999999995,"body":"qualify get 10, okay, lifetime"},{"speaker":"Paul Armson","startTime":4939.539,"endTime":4943.3189999999995,"body":"access for free. I should"},{"speaker":"Paul Armson","startTime":4943.3189999999995,"endTime":4945.959,"body":"actually make it until they're"},{"speaker":"Paul Armson","startTime":4943.3189999999995,"endTime":4945.959,"body":"30, shouldn't I really think?"},{"speaker":"Paul Armson","startTime":4945.959,"endTime":4949.739,"body":"Because otherwise they're going"},{"speaker":"Paul Armson","startTime":4945.959,"endTime":4949.739,"body":"to be free, free business until"},{"speaker":"Paul Armson","startTime":4949.739,"endTime":4955.559,"body":"they're 4550, that's detailed."},{"speaker":"Paul Armson","startTime":4949.739,"endTime":4955.559,"body":"Detail. Yeah, okay, can tell me"},{"speaker":"Paul Armson","startTime":4955.559,"endTime":4958.759,"body":"what you think about that later."},{"speaker":"Paul Armson","startTime":4955.559,"endTime":4958.759,"body":"Anyway, the under 30s, if"},{"speaker":"Paul Armson","startTime":4958.939,"endTime":4962.299,"body":"they're under 30 and they"},{"speaker":"Paul Armson","startTime":4958.939,"endTime":4962.299,"body":"qualify lifetime access for"},{"speaker":"Paul Armson","startTime":4962.299,"endTime":4962.599,"body":"free."},{"speaker":"Nick Lincoln","startTime":4963.86,"endTime":4966.86,"body":"Okay, that's,"},{"speaker":"Nick Lincoln","startTime":4963.86,"endTime":4966.86,"body":"that's, that's brilliant. Paul,"},{"speaker":"Nick Lincoln","startTime":4966.86,"endTime":4969.08,"body":"I'm going to boot you out of the"},{"speaker":"Nick Lincoln","startTime":4966.86,"endTime":4969.08,"body":"meeting now, my friend, because"},{"speaker":"Nick Lincoln","startTime":4969.08,"endTime":4971.66,"body":"we've got a crack on Tempus is"},{"speaker":"Nick Lincoln","startTime":4969.08,"endTime":4971.66,"body":"fugitive. Paul, when I kick you"},{"speaker":"Nick Lincoln","startTime":4971.66,"endTime":4973.76,"body":"out the meeting, can leave your"},{"speaker":"Nick Lincoln","startTime":4971.66,"endTime":4973.76,"body":"browser open please, because"},{"speaker":"Nick Lincoln","startTime":4973.76,"endTime":4975.8,"body":"you're still uploading. Do not"},{"speaker":"Nick Lincoln","startTime":4973.76,"endTime":4975.8,"body":"close down the Riverside"},{"speaker":"Nick Lincoln","startTime":4975.8,"endTime":4978.0199999999995,"body":"browser. This will be nothing to"},{"speaker":"Nick Lincoln","startTime":4975.8,"endTime":4978.0199999999995,"body":"our listeners. I've got to say"},{"speaker":"Nick Lincoln","startTime":4978.0199999999995,"endTime":4980.14,"body":"it out loud. I'm sorry. We're"},{"speaker":"Nick Lincoln","startTime":4978.0199999999995,"endTime":4980.14,"body":"loud, I'm sorry. Paul armison,"},{"speaker":"Nick Lincoln","startTime":4980.14,"endTime":4980.86,"body":"you're a superstar."},{"speaker":"Andy Hart","startTime":4980.92,"endTime":4983.62,"body":"Thank you, pal for"},{"speaker":"Andy Hart","startTime":4980.92,"endTime":4983.62,"body":"all you do for this. Mike, yeah,"},{"speaker":"Andy Hart","startTime":4983.62,"endTime":4985.78,"body":"very much. Paul, thank you."},{"speaker":"Andy Hart","startTime":4983.62,"endTime":4985.78,"body":"Yeah, thanks. Goodbye."},{"speaker":"Nick Lincoln","startTime":4985.78,"endTime":4992.86,"body":"Get out of our"},{"speaker":"Nick Lincoln","startTime":4985.78,"endTime":4992.86,"body":"computers. Goodbye. Okay, okay,"},{"speaker":"Nick Lincoln","startTime":4992.86,"endTime":4994.78,"body":"we're back in the room. We can"},{"speaker":"Nick Lincoln","startTime":4992.86,"endTime":4994.78,"body":"all hear each other. Okay, cool."},{"speaker":"Nick Lincoln","startTime":4994.9,"endTime":4997.92,"body":"Well, that was well as ever."},{"speaker":"Nick Lincoln","startTime":4994.9,"endTime":4997.92,"body":"He's always such good value, and"},{"speaker":"Nick Lincoln","startTime":4997.92,"endTime":5000.38,"body":"it's not. He doesn't just say"},{"speaker":"Nick Lincoln","startTime":4997.92,"endTime":5000.38,"body":"stuff for the intent. He means"},{"speaker":"Nick Lincoln","startTime":5000.38,"endTime":5002.96,"body":"it, and he means it from an"},{"speaker":"Nick Lincoln","startTime":5000.38,"endTime":5002.96,"body":"immensely good place. And what a"},{"speaker":"Nick Lincoln","startTime":5003.38,"endTime":5006.32,"body":"what a force for change. Okay,"},{"speaker":"Nick Lincoln","startTime":5003.38,"endTime":5006.32,"body":"without any further bloody"},{"speaker":"Nick Lincoln","startTime":5006.32,"endTime":5010.7,"body":"dicking about, let's move on to"},{"speaker":"Nick Lincoln","startTime":5006.32,"endTime":5010.7,"body":"TRAPPIST questions. Because even"},{"speaker":"Nick Lincoln","startTime":5010.7,"endTime":5012.92,"body":"though at my brother's house, I"},{"speaker":"Nick Lincoln","startTime":5010.7,"endTime":5012.92,"body":"can still see post, he follows"},{"speaker":"Nick Lincoln","startTime":5012.92,"endTime":5015.14,"body":"me around. She's followed me"},{"speaker":"Nick Lincoln","startTime":5012.92,"endTime":5015.14,"body":"around to the Cotswolds with the"},{"speaker":"Nick Lincoln","startTime":5015.14,"endTime":5017.44,"body":"bulging sack of TRAPPIST"},{"speaker":"Nick Lincoln","startTime":5015.14,"endTime":5017.44,"body":"letters. And who is this"},{"speaker":"Nick Lincoln","startTime":5017.5,"endTime":5022.54,"body":"question from? Let's have a look"},{"speaker":"Nick Lincoln","startTime":5017.5,"endTime":5022.54,"body":"at this. This is from Aaron"},{"speaker":"Nick Lincoln","startTime":5022.54,"endTime":5025.54,"body":"brand, brand spelled with two"},{"speaker":"Nick Lincoln","startTime":5022.54,"endTime":5025.54,"body":"ends. And again, all your life,"},{"speaker":"Nick Lincoln","startTime":5025.54,"endTime":5028.84,"body":"no two ends. The chap on the"},{"speaker":"Nick Lincoln","startTime":5025.54,"endTime":5028.84,"body":"phone in Bangalore, you're on"},{"speaker":"Nick Lincoln","startTime":5029.0199999999995,"endTime":5032.2,"body":"LinkedIn, but not Twitter, but"},{"speaker":"Nick Lincoln","startTime":5029.0199999999995,"endTime":5032.2,"body":"no idea how to share the former."},{"speaker":"Nick Lincoln","startTime":5032.2,"endTime":5035.0199999999995,"body":"Okay, Aaron, you're already in a"},{"speaker":"Nick Lincoln","startTime":5032.2,"endTime":5035.0199999999995,"body":"negative position. Let's see if"},{"speaker":"Nick Lincoln","startTime":5035.0199999999995,"endTime":5037.5,"body":"you can redeem yourself here."},{"speaker":"Nick Lincoln","startTime":5035.0199999999995,"endTime":5037.5,"body":"Great episode again, boys, I"},{"speaker":"Nick Lincoln","startTime":5037.5,"endTime":5040.5599999999995,"body":"generally enjoy the raw,"},{"speaker":"Nick Lincoln","startTime":5037.5,"endTime":5040.5599999999995,"body":"unpolished style. I'm sure many"},{"speaker":"Nick Lincoln","startTime":5040.5599999999995,"endTime":5043.68,"body":"envy your ability to speak so"},{"speaker":"Nick Lincoln","startTime":5040.5599999999995,"endTime":5043.68,"body":"freely and without a filter. My"},{"speaker":"Nick Lincoln","startTime":5043.68,"endTime":5046.08,"body":"rating is four out of five, not"},{"speaker":"Nick Lincoln","startTime":5043.68,"endTime":5046.08,"body":"because it is lacking, but"},{"speaker":"Nick Lincoln","startTime":5046.08,"endTime":5048.78,"body":"because aiming high is always"},{"speaker":"Nick Lincoln","startTime":5046.08,"endTime":5048.78,"body":"what we should seek. You are not"},{"speaker":"Nick Lincoln","startTime":5048.78,"endTime":5050.82,"body":"bad, far from it, but"},{"speaker":"Nick Lincoln","startTime":5048.78,"endTime":5050.82,"body":"improvement should be the goal,"},{"speaker":"Nick Lincoln","startTime":5050.82,"endTime":5053.94,"body":"and nobody wants to get too"},{"speaker":"Nick Lincoln","startTime":5050.82,"endTime":5053.94,"body":"comfy. Really pleased to hear"},{"speaker":"Nick Lincoln","startTime":5053.94,"endTime":5056.16,"body":"some technical guests. They"},{"speaker":"Nick Lincoln","startTime":5053.94,"endTime":5056.16,"body":"brought depth and a level of"},{"speaker":"Nick Lincoln","startTime":5056.16,"endTime":5059.3,"body":"professionalism that is sorely"},{"speaker":"Nick Lincoln","startTime":5056.16,"endTime":5059.3,"body":"missing. Sorry, sorely needed in"},{"speaker":"Nick Lincoln","startTime":5059.3,"endTime":5062.0,"body":"some corners of this industry,"},{"speaker":"Nick Lincoln","startTime":5059.3,"endTime":5062.0,"body":"more of this, please, especially"},{"speaker":"Nick Lincoln","startTime":5062.0,"endTime":5064.4,"body":"for the younger audience who"},{"speaker":"Nick Lincoln","startTime":5062.0,"endTime":5064.4,"body":"need exposure to this kind of"},{"speaker":"Nick Lincoln","startTime":5064.4,"endTime":5067.28,"body":"broader thinking. Jesus Christ."},{"speaker":"Nick Lincoln","startTime":5064.4,"endTime":5067.28,"body":"I might have lie down halfway"},{"speaker":"Nick Lincoln","startTime":5067.28,"endTime":5069.98,"body":"through this on conflicts of"},{"speaker":"Nick Lincoln","startTime":5067.28,"endTime":5069.98,"body":"interest. Interesting topic,"},{"speaker":"Nick Lincoln","startTime":5070.16,"endTime":5073.76,"body":"Alan has been candid about a"},{"speaker":"Nick Lincoln","startTime":5070.16,"endTime":5073.76,"body":"couple white tree and time lean."},{"speaker":"Nick Lincoln","startTime":5074.0,"endTime":5076.22,"body":"Any others to declare your"},{"speaker":"Nick Lincoln","startTime":5074.0,"endTime":5076.22,"body":"comments about a few"},{"speaker":"Nick Lincoln","startTime":5076.22,"endTime":5078.64,"body":"questionable firms. Did raise an"},{"speaker":"Nick Lincoln","startTime":5076.22,"endTime":5078.64,"body":"eyebrow, not sure what the"},{"speaker":"Nick Lincoln","startTime":5078.64,"endTime":5081.82,"body":"inference is there. Otherwise,"},{"speaker":"Nick Lincoln","startTime":5078.64,"endTime":5081.82,"body":"keep doing what you do. Full fat"},{"speaker":"Nick Lincoln","startTime":5081.82,"endTime":5084.16,"body":"content, as you call it. Might"},{"speaker":"Nick Lincoln","startTime":5081.82,"endTime":5084.16,"body":"vary in flavor, but the core"},{"speaker":"Nick Lincoln","startTime":5084.16,"endTime":5087.28,"body":"ingredients are solid. There's a"},{"speaker":"Nick Lincoln","startTime":5084.16,"endTime":5087.28,"body":"lot to be learned, some but"},{"speaker":"Nick Lincoln","startTime":5087.28,"endTime":5090.4,"body":"excellent, some balanced and"},{"speaker":"Nick Lincoln","startTime":5087.28,"endTime":5090.4,"body":"some best digested with a large"},{"speaker":"Nick Lincoln","startTime":5090.4,"endTime":5093.16,"body":"portion of chips. But it's"},{"speaker":"Nick Lincoln","startTime":5090.4,"endTime":5093.16,"body":"always entertaining. Thank you."},{"speaker":"Nick Lincoln","startTime":5093.16,"endTime":5095.62,"body":"Aaron, okay, well, Alan, you can"},{"speaker":"Nick Lincoln","startTime":5093.16,"endTime":5095.62,"body":"ponder on that for a second,"},{"speaker":"Nick Lincoln","startTime":5095.62,"endTime":5097.96,"body":"obviously, conference event."},{"speaker":"Nick Lincoln","startTime":5095.62,"endTime":5097.96,"body":"Well, we've been very frank"},{"speaker":"Nick Lincoln","startTime":5097.96,"endTime":5100.44,"body":"about the fact we have got this."},{"speaker":"Nick Lincoln","startTime":5097.96,"endTime":5100.44,"body":"Have got these sponsorship deals"},{"speaker":"Nick Lincoln","startTime":5100.44,"endTime":5103.5,"body":"with two fantastic brands in"},{"speaker":"Nick Lincoln","startTime":5100.44,"endTime":5103.5,"body":"fundment and Vanguard, and we're"},{"speaker":"Nick Lincoln","startTime":5103.5,"endTime":5106.2,"body":"upfront about it. And why not?"},{"speaker":"Nick Lincoln","startTime":5103.5,"endTime":5106.2,"body":"Who would not want to be aligned"},{"speaker":"Nick Lincoln","startTime":5106.2,"endTime":5108.78,"body":"with those two brands? But Alan,"},{"speaker":"Nick Lincoln","startTime":5106.2,"endTime":5108.78,"body":"do you want to have any riposte"},{"speaker":"Nick Lincoln","startTime":5108.78,"endTime":5109.62,"body":"to Mr. Brand? The two"},{"speaker":"Alan Smith","startTime":5109.62,"endTime":5111.72,"body":"ends? Was that a"},{"speaker":"Alan Smith","startTime":5109.62,"endTime":5111.72,"body":"question that seemed a very just"},{"speaker":"Alan Smith","startTime":5111.72,"endTime":5115.38,"body":"long statement, seems like a"},{"speaker":"Alan Smith","startTime":5111.72,"endTime":5115.38,"body":"review. Review. Did it not get"},{"speaker":"Alan Smith","startTime":5115.38,"endTime":5117.92,"body":"mixed up with the reviews? And"},{"speaker":"Alan Smith","startTime":5115.38,"endTime":5117.92,"body":"there was no real question there"},{"speaker":"Alan Smith","startTime":5117.92,"endTime":5119.0599999999995,"body":"was, was there or was it?"},{"speaker":"Nick Lincoln","startTime":5119.5999999999995,"endTime":5121.28,"body":"Well, I mean, who"},{"speaker":"Nick Lincoln","startTime":5119.5999999999995,"endTime":5121.28,"body":"aren't listening? I can't"},{"speaker":"Unknown","startTime":5123.32,"endTime":5125.9,"body":"be halfway through,"},{"speaker":"Unknown","startTime":5123.32,"endTime":5125.9,"body":"sorry, back in a room conflict"},{"speaker":"Unknown","startTime":5125.9,"endTime":5131.48,"body":"of interest. 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So"},{"speaker":"Unknown","startTime":5147.46,"endTime":5151.5999999999995,"body":"we can only, we must maintain"},{"speaker":"Unknown","startTime":5152.14,"endTime":5155.5,"body":"our honesty and our integrity"},{"speaker":"Unknown","startTime":5152.14,"endTime":5155.5,"body":"throughout this, if any of us,"},{"speaker":"Unknown","startTime":5155.5,"endTime":5158.7,"body":"and I'll speak for myself, if"},{"speaker":"Unknown","startTime":5155.5,"endTime":5158.7,"body":"I've got a financial interest in"},{"speaker":"Unknown","startTime":5158.7,"endTime":5161.0999999999995,"body":"something, such as I've"},{"speaker":"Unknown","startTime":5158.7,"endTime":5161.0999999999995,"body":"invested, or I'm a shareholder"},{"speaker":"Unknown","startTime":5161.0999999999995,"endTime":5164.0999999999995,"body":"or something or something, then"},{"speaker":"Unknown","startTime":5161.0999999999995,"endTime":5164.0999999999995,"body":"I will always disclose that out"},{"speaker":"Unknown","startTime":5164.0999999999995,"endTime":5167.64,"body":"front. 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So no,"},{"speaker":"Unknown","startTime":5192.74,"endTime":5196.22,"body":"it's important that we always"},{"speaker":"Unknown","startTime":5196.22,"endTime":5199.72,"body":"maintain our own integrity."},{"speaker":"Unknown","startTime":5196.22,"endTime":5199.72,"body":"Jesus Christ, we'd get shot down"},{"speaker":"Unknown","startTime":5199.72,"endTime":5203.92,"body":"in flames if we were shilling"},{"speaker":"Unknown","startTime":5199.72,"endTime":5203.92,"body":"some product because it was"},{"speaker":"Unknown","startTime":5203.98,"endTime":5206.8,"body":"shit, but we hope everyone else"},{"speaker":"Unknown","startTime":5203.98,"endTime":5206.8,"body":"could buy it to save our share"},{"speaker":"Unknown","startTime":5206.8,"endTime":5208.84,"body":"price. Andrew, any thoughts on"},{"speaker":"Unknown","startTime":5206.8,"endTime":5208.84,"body":"that?"},{"speaker":"Andy Hart","startTime":5209.259,"endTime":5214.419,"body":"No, not really. Yeah."},{"speaker":"Andy Hart","startTime":5209.259,"endTime":5214.419,"body":"I mean, without being torturous,"},{"speaker":"Andy Hart","startTime":5214.899,"endTime":5217.679,"body":"do we have to mention that these"},{"speaker":"Andy Hart","startTime":5214.899,"endTime":5217.679,"body":"are companies we use in our"},{"speaker":"Andy Hart","startTime":5217.679,"endTime":5221.2789999999995,"body":"business like the whole show"},{"speaker":"Andy Hart","startTime":5217.679,"endTime":5221.2789999999995,"body":"wouldn't flow. I mean, four of"},{"speaker":"Andy Hart","startTime":5221.2789999999995,"endTime":5226.559,"body":"us are here to keep each other"},{"speaker":"Andy Hart","startTime":5221.2789999999995,"endTime":5226.559,"body":"accountable, and I'm not sure if"},{"speaker":"Andy Hart","startTime":5226.559,"endTime":5230.699,"body":"it is in the interest of every"},{"speaker":"Andy Hart","startTime":5226.559,"endTime":5230.699,"body":"single listener, every single"},{"speaker":"Andy Hart","startTime":5230.699,"endTime":5234.179,"body":"tiny commercial arrangement"},{"speaker":"Andy Hart","startTime":5230.699,"endTime":5234.179,"body":"we've got, but yeah. I mean,"},{"speaker":"Andy Hart","startTime":5234.299,"endTime":5237.139,"body":"obviously, if we've got"},{"speaker":"Andy Hart","startTime":5234.299,"endTime":5237.139,"body":"something that is official,"},{"speaker":"Andy Hart","startTime":5237.139,"endTime":5240.979,"body":"we've been remunerated like we"},{"speaker":"Andy Hart","startTime":5237.139,"endTime":5240.979,"body":"have disclosed with Vanguard and"},{"speaker":"Andy Hart","startTime":5240.979,"endTime":5244.879,"body":"fundman. Yeah, just it's"},{"speaker":"Andy Hart","startTime":5240.979,"endTime":5244.879,"body":"continued people to have, you"},{"speaker":"Andy Hart","startTime":5244.879,"endTime":5250.579,"body":"know, confidence in our"},{"speaker":"Andy Hart","startTime":5244.879,"endTime":5250.579,"body":"integrity. As you say, the show"},{"speaker":"Andy Hart","startTime":5250.579,"endTime":5255.619,"body":"does grow and become bigger."},{"speaker":"Andy Hart","startTime":5250.579,"endTime":5255.619,"body":"But, yeah, no. Good point. Well,"},{"speaker":"Andy Hart","startTime":5255.619,"endTime":5257.379,"body":"made. Onwards."},{"speaker":"Nick Lincoln","startTime":5257.38,"endTime":5259.36,"body":"Okay, thanks."},{"speaker":"Nick Lincoln","startTime":5257.38,"endTime":5259.36,"body":"Thanks, gents, thank you. And so"},{"speaker":"Nick Lincoln","startTime":5259.36,"endTime":5261.64,"body":"TRAPPIST, do keep the questions"},{"speaker":"Nick Lincoln","startTime":5259.36,"endTime":5261.64,"body":"coming in. If it could be"},{"speaker":"Nick Lincoln","startTime":5261.64,"endTime":5264.64,"body":"questions more than, rather than"},{"speaker":"Nick Lincoln","startTime":5261.64,"endTime":5264.64,"body":"sort of a novellas, that'll be"},{"speaker":"Nick Lincoln","startTime":5264.64,"endTime":5267.82,"body":"much appreciated. Let's move on"},{"speaker":"Nick Lincoln","startTime":5264.64,"endTime":5267.82,"body":"to what many people call culture"},{"speaker":"Nick Lincoln","startTime":5268.42,"endTime":5272.98,"body":"corner. And I'm leading off on"},{"speaker":"Nick Lincoln","startTime":5268.42,"endTime":5272.98,"body":"the culture corner. So the"},{"speaker":"Nick Lincoln","startTime":5272.98,"endTime":5276.66,"body":"spiked podcast, which is always"},{"speaker":"Nick Lincoln","startTime":5272.98,"endTime":5276.66,"body":"a decent listen. The episode is"},{"speaker":"Nick Lincoln","startTime":5276.66,"endTime":5279.18,"body":"called how Wikipedia lies to"},{"speaker":"Nick Lincoln","startTime":5276.66,"endTime":5279.18,"body":"you. And I think we know that"},{"speaker":"Nick Lincoln","startTime":5279.18,"endTime":5282.72,"body":"Wikipedia is not always the"},{"speaker":"Nick Lincoln","startTime":5279.18,"endTime":5282.72,"body":"repository of truth that some"},{"speaker":"Nick Lincoln","startTime":5282.72,"endTime":5285.5999999999995,"body":"people imagine through me and"},{"speaker":"Nick Lincoln","startTime":5282.72,"endTime":5285.5999999999995,"body":"Elon's got grokkedia out now,"},{"speaker":"Nick Lincoln","startTime":5285.5999999999995,"endTime":5288.42,"body":"and I'm experimenting with that."},{"speaker":"Nick Lincoln","startTime":5285.5999999999995,"endTime":5288.42,"body":"I know Alan is certain, and I'm"},{"speaker":"Nick Lincoln","startTime":5288.42,"endTime":5291.84,"body":"sure Andy is the reason why this"},{"speaker":"Nick Lincoln","startTime":5288.42,"endTime":5291.84,"body":"podcast is fascinating. And they"},{"speaker":"Nick Lincoln","startTime":5291.9,"endTime":5295.0199999999995,"body":"on. The guy on the podcast is an"},{"speaker":"Nick Lincoln","startTime":5291.9,"endTime":5295.0199999999995,"body":"author of a book called How"},{"speaker":"Nick Lincoln","startTime":5295.0199999999995,"endTime":5298.0999999999995,"body":"Wikipedia lies to you. Is that"},{"speaker":"Nick Lincoln","startTime":5295.0199999999995,"endTime":5298.0999999999995,"body":"these llms, and that means large"},{"speaker":"Nick Lincoln","startTime":5298.0999999999995,"endTime":5300.5,"body":"language models. Alan, I know"},{"speaker":"Nick Lincoln","startTime":5298.0999999999995,"endTime":5300.5,"body":"you're sort of getting your head"},{"speaker":"Nick Lincoln","startTime":5300.5,"endTime":5303.32,"body":"around AI and so forth, but the"},{"speaker":"Nick Lincoln","startTime":5300.5,"endTime":5303.32,"body":"large language models they mine,"},{"speaker":"Nick Lincoln","startTime":5303.38,"endTime":5307.94,"body":"they mine Google, and they mine"},{"speaker":"Nick Lincoln","startTime":5303.38,"endTime":5307.94,"body":"databases of info, and Wikipedia"},{"speaker":"Nick Lincoln","startTime":5307.94,"endTime":5311.48,"body":"is heavily, heavily behind the"},{"speaker":"Nick Lincoln","startTime":5307.94,"endTime":5311.48,"body":"large language models. And the a"},{"speaker":"Nick Lincoln","startTime":5311.48,"endTime":5314.9,"body":"lot of the information on"},{"speaker":"Nick Lincoln","startTime":5311.48,"endTime":5314.9,"body":"Wikipedia is flat out wrong, and"},{"speaker":"Nick Lincoln","startTime":5314.9,"endTime":5319.18,"body":"there's a very hard core set of"},{"speaker":"Nick Lincoln","startTime":5314.9,"endTime":5319.18,"body":"people who are advocates for"},{"speaker":"Nick Lincoln","startTime":5319.18,"endTime":5321.82,"body":"Wikipedia, who sort of are the"},{"speaker":"Nick Lincoln","startTime":5319.18,"endTime":5321.82,"body":"gatekeepers, and they will quite"},{"speaker":"Nick Lincoln","startTime":5321.82,"endTime":5325.36,"body":"happily doctor your biography,"},{"speaker":"Nick Lincoln","startTime":5321.82,"endTime":5325.36,"body":"change facts if they don't like"},{"speaker":"Nick Lincoln","startTime":5325.36,"endTime":5327.64,"body":"it doesn't fit with the"},{"speaker":"Nick Lincoln","startTime":5325.36,"endTime":5327.64,"body":"prevailing narrative. So an"},{"speaker":"Nick Lincoln","startTime":5327.64,"endTime":5330.28,"body":"interesting listen. Just be just"},{"speaker":"Nick Lincoln","startTime":5327.64,"endTime":5330.28,"body":"be wary. And again, it's another"},{"speaker":"Nick Lincoln","startTime":5330.28,"endTime":5334.66,"body":"reason just being wary of"},{"speaker":"Nick Lincoln","startTime":5330.28,"endTime":5334.66,"body":"perhaps, who is your AI provider"},{"speaker":"Nick Lincoln","startTime":5334.66,"endTime":5337.08,"body":"or everything in the world comes"},{"speaker":"Nick Lincoln","startTime":5334.66,"endTime":5337.08,"body":"with influence and bias. We"},{"speaker":"Nick Lincoln","startTime":5337.08,"endTime":5339.9,"body":"don't even know we're doing it."},{"speaker":"Nick Lincoln","startTime":5337.08,"endTime":5339.9,"body":"Sometimes. Don't think that AI,"},{"speaker":"Nick Lincoln","startTime":5339.9,"endTime":5343.0199999999995,"body":"as it currently stands, on the"},{"speaker":"Nick Lincoln","startTime":5339.9,"endTime":5343.0199999999995,"body":"objective stuff, is anywhere"},{"speaker":"Nick Lincoln","startTime":5343.0199999999995,"endTime":5345.3,"body":"near the truths. Sorry, on the"},{"speaker":"Nick Lincoln","startTime":5343.0199999999995,"endTime":5345.3,"body":"subjective stuff. On the"},{"speaker":"Nick Lincoln","startTime":5345.3,"endTime":5347.46,"body":"objective stuff, you know two"},{"speaker":"Nick Lincoln","startTime":5345.3,"endTime":5347.46,"body":"and two is four. AI will tell"},{"speaker":"Nick Lincoln","startTime":5347.46,"endTime":5351.24,"body":"you that. But on the subjective"},{"speaker":"Nick Lincoln","startTime":5347.46,"endTime":5351.24,"body":"stuff, just, just tread"},{"speaker":"Nick Lincoln","startTime":5351.24,"endTime":5352.8,"body":"carefully. That's my point on"},{"speaker":"Nick Lincoln","startTime":5351.24,"endTime":5352.8,"body":"that."},{"speaker":"Alan Smith","startTime":5353.58,"endTime":5358.58,"body":"Next there is"},{"speaker":"Alan Smith","startTime":5353.58,"endTime":5358.58,"body":"Andrew. Will know, I think you"},{"speaker":"Alan Smith","startTime":5358.58,"endTime":5363.44,"body":"all know that one of, I think"},{"speaker":"Alan Smith","startTime":5358.58,"endTime":5363.44,"body":"the most, best and clearest"},{"speaker":"Alan Smith","startTime":5363.44,"endTime":5368.0,"body":"thinkers out there is a guy"},{"speaker":"Alan Smith","startTime":5363.44,"endTime":5368.0,"body":"called naval Ravikant. He's been"},{"speaker":"Alan Smith","startTime":5368.0,"endTime":5370.94,"body":"a guest on multiple podcasts."},{"speaker":"Alan Smith","startTime":5368.0,"endTime":5370.94,"body":"He's been on Rogan he's been on"},{"speaker":"Alan Smith","startTime":5370.94,"endTime":5375.68,"body":"Tim Ferriss podcast a few times."},{"speaker":"Alan Smith","startTime":5370.94,"endTime":5375.68,"body":"And, you know, he's a writer,"},{"speaker":"Alan Smith","startTime":5375.68,"endTime":5378.22,"body":"he's a publisher, he's an"},{"speaker":"Alan Smith","startTime":5375.68,"endTime":5378.22,"body":"investor, and he's just got, I"},{"speaker":"Alan Smith","startTime":5378.22,"endTime":5381.28,"body":"just think, some of the clearest"},{"speaker":"Alan Smith","startTime":5378.22,"endTime":5381.28,"body":"thinking, the way he articulates"},{"speaker":"Alan Smith","startTime":5381.34,"endTime":5384.64,"body":"his ideas and his thoughts are"},{"speaker":"Alan Smith","startTime":5381.34,"endTime":5384.64,"body":"just super world class. There's"},{"speaker":"Alan Smith","startTime":5384.64,"endTime":5387.46,"body":"that. There's a very few people,"},{"speaker":"Alan Smith","startTime":5384.64,"endTime":5387.46,"body":"in my opinion, are able to do"},{"speaker":"Alan Smith","startTime":5387.46,"endTime":5393.22,"body":"that. He's got a podcast, and"},{"speaker":"Alan Smith","startTime":5387.46,"endTime":5393.22,"body":"someone else interviews him. You"},{"speaker":"Alan Smith","startTime":5393.28,"endTime":5395.68,"body":"know, he does these various sort"},{"speaker":"Alan Smith","startTime":5393.28,"endTime":5395.68,"body":"of Twitter threads and things"},{"speaker":"Alan Smith","startTime":5395.68,"endTime":5399.42,"body":"about just his thinking, some of"},{"speaker":"Alan Smith","startTime":5395.68,"endTime":5399.42,"body":"which have just gone absolutely"},{"speaker":"Alan Smith","startTime":5399.42,"endTime":5402.84,"body":"viral, million tweets. The one"},{"speaker":"Alan Smith","startTime":5399.42,"endTime":5402.84,"body":"about, however, I think, is the"},{"speaker":"Alan Smith","startTime":5402.84,"endTime":5405.42,"body":"most popular sort of tweet"},{"speaker":"Alan Smith","startTime":5402.84,"endTime":5405.42,"body":"storm, as he calls or Twitter"},{"speaker":"Alan Smith","startTime":5405.42,"endTime":5408.42,"body":"thread ever, ever in history."},{"speaker":"Alan Smith","startTime":5405.42,"endTime":5408.42,"body":"But there's one that came out"},{"speaker":"Alan Smith","startTime":5408.42,"endTime":5412.08,"body":"relatively recently. So his his"},{"speaker":"Alan Smith","startTime":5408.42,"endTime":5412.08,"body":"podcast, just the naval N, A, V,"},{"speaker":"Alan Smith","startTime":5412.32,"endTime":5415.8,"body":"a, l. There's one called in the"},{"speaker":"Alan Smith","startTime":5412.32,"endTime":5415.8,"body":"arena. And we all know that. We"},{"speaker":"Alan Smith","startTime":5415.8,"endTime":5418.22,"body":"all know the sort of the source"},{"speaker":"Alan Smith","startTime":5415.8,"endTime":5418.22,"body":"material for that, but it's"},{"speaker":"Alan Smith","startTime":5418.22,"endTime":5420.62,"body":"just, you know, one of these"},{"speaker":"Alan Smith","startTime":5418.22,"endTime":5420.62,"body":"ones for you listening, and"},{"speaker":"Alan Smith","startTime":5420.62,"endTime":5424.0999999999995,"body":"every single word is just"},{"speaker":"Alan Smith","startTime":5420.62,"endTime":5424.0999999999995,"body":"thoughtful, and just, really,"},{"speaker":"Alan Smith","startTime":5424.0999999999995,"endTime":5426.62,"body":"you're hanging on just to every"},{"speaker":"Alan Smith","startTime":5424.0999999999995,"endTime":5426.62,"body":"single word is, I just think,"},{"speaker":"Alan Smith","startTime":5426.62,"endTime":5428.96,"body":"personally, for me, it was"},{"speaker":"Alan Smith","startTime":5426.62,"endTime":5428.96,"body":"brilliant, and I've gone back"},{"speaker":"Alan Smith","startTime":5428.96,"endTime":5431.36,"body":"and listened to quite a few of"},{"speaker":"Alan Smith","startTime":5428.96,"endTime":5431.36,"body":"the other episodes. So that was"},{"speaker":"Alan Smith","startTime":5431.36,"endTime":5434.0599999999995,"body":"called collection in the arena."},{"speaker":"Alan Smith","startTime":5431.36,"endTime":5434.0599999999995,"body":"And I do have to, as we have"},{"speaker":"Alan Smith","startTime":5434.0599999999995,"endTime":5436.04,"body":"been doing a bit of self"},{"speaker":"Alan Smith","startTime":5434.0599999999995,"endTime":5436.04,"body":"promotion throughout this"},{"speaker":"Alan Smith","startTime":5436.04,"endTime":5439.12,"body":"episode. I'm going to do a bit"},{"speaker":"Alan Smith","startTime":5436.04,"endTime":5439.12,"body":"of self promotion my own. Other"},{"speaker":"Alan Smith","startTime":5439.12,"endTime":5441.46,"body":"award winning podcast, a"},{"speaker":"Alan Smith","startTime":5439.12,"endTime":5441.46,"body":"bulletproof entrepreneur, the"},{"speaker":"Alan Smith","startTime":5441.46,"endTime":5445.3,"body":"latest episode with billionaire"},{"speaker":"Alan Smith","startTime":5441.46,"endTime":5445.3,"body":"self made rags to riches."},{"speaker":"Alan Smith","startTime":5445.3,"endTime":5448.72,"body":"Billionaire Sir Tom Hunter was,"},{"speaker":"Alan Smith","startTime":5445.3,"endTime":5448.72,"body":"in my humble opinion, one of the"},{"speaker":"Alan Smith","startTime":5448.72,"endTime":5453.16,"body":"best I've ever done. Incredible"},{"speaker":"Alan Smith","startTime":5448.72,"endTime":5453.16,"body":"story of his life and what he's"},{"speaker":"Alan Smith","startTime":5453.16,"endTime":5456.82,"body":"done and making all his money"},{"speaker":"Alan Smith","startTime":5453.16,"endTime":5456.82,"body":"and now giving it back, doing"},{"speaker":"Alan Smith","startTime":5456.82,"endTime":5459.96,"body":"for the rest of his life. Well"},{"speaker":"Alan Smith","startTime":5456.82,"endTime":5459.96,"body":"worth checking out, sir. Tom"},{"speaker":"Alan Smith","startTime":5459.96,"endTime":5462.42,"body":"Hunter, bulletproof"},{"speaker":"Alan Smith","startTime":5459.96,"endTime":5462.42,"body":"entrepreneur. Andrew,"},{"speaker":"Andy Hart","startTime":5463.14,"endTime":5466.86,"body":"it was a really good"},{"speaker":"Andy Hart","startTime":5463.14,"endTime":5466.86,"body":"episode. Alan, I don't listen to"},{"speaker":"Andy Hart","startTime":5466.92,"endTime":5471.0,"body":"all the bulletproof entrepreneur"},{"speaker":"Andy Hart","startTime":5466.92,"endTime":5471.0,"body":"episodes I dip in and out, and"},{"speaker":"Andy Hart","startTime":5471.0,"endTime":5474.36,"body":"that was a good one that I"},{"speaker":"Andy Hart","startTime":5471.0,"endTime":5474.36,"body":"dipped into. Thank you. My"},{"speaker":"Andy Hart","startTime":5474.36,"endTime":5478.88,"body":"culture corner this week is. Is"},{"speaker":"Andy Hart","startTime":5474.36,"endTime":5478.88,"body":"Elon Musk. Disclosure, I own a"},{"speaker":"Andy Hart","startTime":5478.88,"endTime":5481.82,"body":"Tesla vehicle. Nicholas, any"},{"speaker":"Andy Hart","startTime":5478.88,"endTime":5481.82,"body":"disclosure,"},{"speaker":"Nick Lincoln","startTime":5482.24,"endTime":5484.58,"body":"I'm about to own a"},{"speaker":"Nick Lincoln","startTime":5482.24,"endTime":5484.58,"body":"Tesla vehicle. I'm picking it"},{"speaker":"Nick Lincoln","startTime":5484.94,"endTime":5487.76,"body":"up. So the day before you listen"},{"speaker":"Nick Lincoln","startTime":5484.94,"endTime":5487.76,"body":"to this post, I might be wrapped"},{"speaker":"Nick Lincoln","startTime":5487.76,"endTime":5490.34,"body":"around a lamppost somewhere"},{"speaker":"Nick Lincoln","startTime":5487.76,"endTime":5490.34,"body":"around Brent cross, and put my"},{"speaker":"Nick Lincoln","startTime":5490.34,"endTime":5493.04,"body":"foot down trying to go naught to"},{"speaker":"Nick Lincoln","startTime":5490.34,"endTime":5493.04,"body":"16, 3.3 seconds,"},{"speaker":"Alan Smith","startTime":5493.04,"endTime":5494.3,"body":"you'll be full self"},{"speaker":"Alan Smith","startTime":5493.04,"endTime":5494.3,"body":"driving."},{"speaker":"Andy Hart","startTime":5494.36,"endTime":5498.88,"body":"So my culture corner"},{"speaker":"Andy Hart","startTime":5494.36,"endTime":5498.88,"body":"is Elon Musk is on Ron Barron's"},{"speaker":"Andy Hart","startTime":5498.94,"endTime":5504.64,"body":"Baron capital conference, and"},{"speaker":"Andy Hart","startTime":5498.94,"endTime":5504.64,"body":"Ron is an Elon super fan. He"},{"speaker":"Andy Hart","startTime":5504.7,"endTime":5508.54,"body":"gets videoed in for just over an"},{"speaker":"Andy Hart","startTime":5504.7,"endTime":5508.54,"body":"hour a few technical issues. So"},{"speaker":"Andy Hart","startTime":5508.54,"endTime":5512.8,"body":"it even happens to the greatest"},{"speaker":"Andy Hart","startTime":5508.54,"endTime":5512.8,"body":"of people, those listening to"},{"speaker":"Andy Hart","startTime":5512.8,"endTime":5517.38,"body":"today's show. It is brilliant."},{"speaker":"Andy Hart","startTime":5512.8,"endTime":5517.38,"body":"Ron pushes him on what he's"},{"speaker":"Andy Hart","startTime":5517.38,"endTime":5522.12,"body":"working on, what the challenges"},{"speaker":"Andy Hart","startTime":5517.38,"endTime":5522.12,"body":"are, and it's very eye opening."},{"speaker":"Andy Hart","startTime":5522.5999999999995,"endTime":5527.04,"body":"Obviously, I'm a big Elon fan,"},{"speaker":"Andy Hart","startTime":5522.5999999999995,"endTime":5527.04,"body":"and I know lots of Trappists"},{"speaker":"Andy Hart","startTime":5527.04,"endTime":5531.24,"body":"are, and I know he's also a very"},{"speaker":"Andy Hart","startTime":5527.04,"endTime":5531.24,"body":"divisive character, but I am a"},{"speaker":"Andy Hart","startTime":5531.24,"endTime":5536.0999999999995,"body":"huge fan of his business"},{"speaker":"Andy Hart","startTime":5531.24,"endTime":5536.0999999999995,"body":"intentions. We're"},{"speaker":"Nick Lincoln","startTime":5536.0999999999995,"endTime":5540.68,"body":"taking advantage"},{"speaker":"Nick Lincoln","startTime":5536.0999999999995,"endTime":5540.68,"body":"of watches. We love Elon. We"},{"speaker":"Nick Lincoln","startTime":5540.68,"endTime":5543.74,"body":"love Elon. We love it. We got"},{"speaker":"Nick Lincoln","startTime":5540.68,"endTime":5543.74,"body":"there, we got there, we got it."},{"speaker":"Nick Lincoln","startTime":5543.74,"endTime":5547.04,"body":"Was that 9093, minutes of"},{"speaker":"Nick Lincoln","startTime":5543.74,"endTime":5547.04,"body":"absolute value, absolute"},{"speaker":"Nick Lincoln","startTime":5547.04,"endTime":5549.5599999999995,"body":"shambles, some chaotic tech"},{"speaker":"Nick Lincoln","startTime":5547.04,"endTime":5549.5599999999995,"body":"stuff. But that's the way you go"},{"speaker":"Nick Lincoln","startTime":5549.5599999999995,"endTime":5552.08,"body":"sometimes with these things."},{"speaker":"Nick Lincoln","startTime":5549.5599999999995,"endTime":5552.08,"body":"Dear TRAPPIST, thank you as ever"},{"speaker":"Nick Lincoln","startTime":5552.08,"endTime":5555.5599999999995,"body":"for giving us your time during"},{"speaker":"Nick Lincoln","startTime":5552.08,"endTime":5555.5599999999995,"body":"episode 84 episode 84 is sliding"},{"speaker":"Nick Lincoln","startTime":5555.5599999999995,"endTime":5557.78,"body":"down the U bend of Father Time."},{"speaker":"Nick Lincoln","startTime":5555.5599999999995,"endTime":5557.78,"body":"So we're going to say, adios,"},{"speaker":"Nick Lincoln","startTime":5557.78,"endTime":5560.08,"body":"please leave us 600 leave a six"},{"speaker":"Nick Lincoln","startTime":5557.78,"endTime":5560.08,"body":"out of five star review on"},{"speaker":"Nick Lincoln","startTime":5560.08,"endTime":5562.24,"body":"iTunes or Pocket Cast or"},{"speaker":"Nick Lincoln","startTime":5560.08,"endTime":5562.24,"body":"whichever app allows you to"},{"speaker":"Nick Lincoln","startTime":5562.24,"endTime":5565.12,"body":"leave reviews. Do the same on"},{"speaker":"Nick Lincoln","startTime":5562.24,"endTime":5565.12,"body":"Youtube, LIKE and SUBSCRIBE, but"},{"speaker":"Nick Lincoln","startTime":5565.12,"endTime":5568.0599999999995,"body":"well over 1000 subscribers now."},{"speaker":"Nick Lincoln","startTime":5565.12,"endTime":5568.0599999999995,"body":"It's absolutely amazing, but"},{"speaker":"Nick Lincoln","startTime":5568.0599999999995,"endTime":5570.58,"body":"until the next time it's goodbye"},{"speaker":"Nick Lincoln","startTime":5568.0599999999995,"endTime":5570.58,"body":"from the Track Pack, take care"},{"speaker":"Nick Lincoln","startTime":5570.58,"endTime":5577.92,"body":"out there and we will see you on"},{"speaker":"Nick Lincoln","startTime":5570.58,"endTime":5577.92,"body":"the other side. Good."},{"speaker":"Unknown","startTime":5586.8,"endTime":5587.4,"body":"Shamble."}]}