{"version":"1.0.0","segments":[{"speaker":"The Mindshift Podcast","startTime":1.65,"endTime":4.05,"body":"This is"},{"speaker":"The Mindshift Podcast","startTime":1.65,"endTime":4.05,"body":"The MindShift Podcast where we"},{"speaker":"The Mindshift Podcast","startTime":4.05,"endTime":7.23,"body":"share real stories, real"},{"speaker":"The Mindshift Podcast","startTime":4.05,"endTime":7.23,"body":"strategies, that will help you"},{"speaker":"The Mindshift Podcast","startTime":7.26,"endTime":11.16,"body":"find real success. This is the"},{"speaker":"The Mindshift Podcast","startTime":7.26,"endTime":11.16,"body":"place to hear from people just"},{"speaker":"The Mindshift Podcast","startTime":11.16,"endTime":14.46,"body":"like you who have taken their"},{"speaker":"The Mindshift Podcast","startTime":11.16,"endTime":14.46,"body":"ideas, goals and dreams from a"},{"speaker":"The Mindshift Podcast","startTime":14.46,"endTime":17.58,"body":"point of inspiration to"},{"speaker":"The Mindshift Podcast","startTime":14.46,"endTime":17.58,"body":"realization or when life knocked"},{"speaker":"The Mindshift Podcast","startTime":17.58,"endTime":21.45,"body":"them down, from a point of"},{"speaker":"The Mindshift Podcast","startTime":17.58,"endTime":21.45,"body":"breakdown to breakthrough. I'm"},{"speaker":"The Mindshift Podcast","startTime":21.45,"endTime":23.85,"body":"your host, Darrell Evans. Let's"},{"speaker":"The Mindshift Podcast","startTime":21.45,"endTime":23.85,"body":"get started with today's"},{"speaker":"The Mindshift Podcast","startTime":23.85,"endTime":24.3,"body":"episode."},{"speaker":"Darrell Evans","startTime":29.91,"endTime":31.35,"body":"Hey, my friend,"},{"speaker":"Darrell Evans","startTime":29.91,"endTime":31.35,"body":"welcome back to The MindShift"},{"speaker":"Darrell Evans","startTime":31.35,"endTime":34.47,"body":"Podcast. Really excited to have"},{"speaker":"Darrell Evans","startTime":31.35,"endTime":34.47,"body":"you here today. Thank you for"},{"speaker":"Darrell Evans","startTime":34.47,"endTime":37.68,"body":"coming back each and every week."},{"speaker":"Darrell Evans","startTime":34.47,"endTime":37.68,"body":"Today is a very special episode"},{"speaker":"Darrell Evans","startTime":37.68,"endTime":43.8,"body":"as we are airing the episode of"},{"speaker":"Darrell Evans","startTime":37.68,"endTime":43.8,"body":"me speaking to Nick Nalbach, on"},{"speaker":"Darrell Evans","startTime":43.8,"endTime":49.89,"body":"his podcast, the Nine-Five to"},{"speaker":"Darrell Evans","startTime":43.8,"endTime":49.89,"body":"Freedom Show. Nick and I got"},{"speaker":"Darrell Evans","startTime":49.89,"endTime":55.86,"body":"connected and he wanted to talk"},{"speaker":"Darrell Evans","startTime":49.89,"endTime":55.86,"body":"to me about paid advertising. He"},{"speaker":"Darrell Evans","startTime":55.86,"endTime":59.22,"body":"says that it had always baffled"},{"speaker":"Darrell Evans","startTime":55.86,"endTime":59.22,"body":"him and that there had been so"},{"speaker":"Darrell Evans","startTime":59.22,"endTime":62.49,"body":"many experts out there who made"},{"speaker":"Darrell Evans","startTime":59.22,"endTime":62.49,"body":"it sound so easy, but when put"},{"speaker":"Darrell Evans","startTime":62.49,"endTime":66.33,"body":"into practice, it ended up"},{"speaker":"Darrell Evans","startTime":62.49,"endTime":66.33,"body":"costing you a lot of money. And"},{"speaker":"Darrell Evans","startTime":66.33,"endTime":71.13,"body":"he asked me to break down paid"},{"speaker":"Darrell Evans","startTime":66.33,"endTime":71.13,"body":"advertising in a way that he"},{"speaker":"Darrell Evans","startTime":71.13,"endTime":73.77,"body":"could share with his audience"},{"speaker":"Darrell Evans","startTime":71.13,"endTime":73.77,"body":"and in a way he says that he had"},{"speaker":"Darrell Evans","startTime":73.77,"endTime":77.76,"body":"never even heard before. He"},{"speaker":"Darrell Evans","startTime":73.77,"endTime":77.76,"body":"asked me to go through exact"},{"speaker":"Darrell Evans","startTime":77.76,"endTime":81.84,"body":"processes and strategies. The"},{"speaker":"Darrell Evans","startTime":77.76,"endTime":81.84,"body":"things that we use every day for"},{"speaker":"Darrell Evans","startTime":81.84,"endTime":86.67,"body":"our clients to attract leads,"},{"speaker":"Darrell Evans","startTime":81.84,"endTime":86.67,"body":"more customers and I really hope"},{"speaker":"Darrell Evans","startTime":86.67,"endTime":91.68,"body":"you enjoy today's episode, be"},{"speaker":"Darrell Evans","startTime":86.67,"endTime":91.68,"body":"sure to connect with Nick on his"},{"speaker":"Darrell Evans","startTime":91.68,"endTime":96.87,"body":"show at ninefivetofreedom.com."},{"speaker":"Darrell Evans","startTime":91.68,"endTime":96.87,"body":"It's going to be linked up in"},{"speaker":"Darrell Evans","startTime":96.87,"endTime":100.35,"body":"the show notes. Show him some"},{"speaker":"Darrell Evans","startTime":96.87,"endTime":100.35,"body":"love if you enjoy today's"},{"speaker":"Darrell Evans","startTime":100.35,"endTime":104.19,"body":"episode and without further ado,"},{"speaker":"Darrell Evans","startTime":100.35,"endTime":104.19,"body":"let's dive in to the original"},{"speaker":"Darrell Evans","startTime":104.19,"endTime":109.95,"body":"airing of my visit with Nick on"},{"speaker":"Darrell Evans","startTime":104.19,"endTime":109.95,"body":"what he says is the genius paid"},{"speaker":"Darrell Evans","startTime":109.95,"endTime":113.01,"body":"ads strategy that no one is"},{"speaker":"Darrell Evans","startTime":109.95,"endTime":113.01,"body":"telling you about."},{"speaker":"Nick Nalbach","startTime":116.37,"endTime":119.01,"body":"Welcome back to"},{"speaker":"Nick Nalbach","startTime":116.37,"endTime":119.01,"body":"the Nine-Five Podcast. I'm your"},{"speaker":"Nick Nalbach","startTime":119.01,"endTime":121.05,"body":"host Nick Nalbach. And this is a"},{"speaker":"Nick Nalbach","startTime":119.01,"endTime":121.05,"body":"show where we bring on"},{"speaker":"Nick Nalbach","startTime":121.05,"endTime":123.15,"body":"entrepreneurs and business"},{"speaker":"Nick Nalbach","startTime":121.05,"endTime":123.15,"body":"owners to help you start and"},{"speaker":"Nick Nalbach","startTime":123.15,"endTime":126.33,"body":"grow your own business. And"},{"speaker":"Nick Nalbach","startTime":123.15,"endTime":126.33,"body":"today with me, we have Darrell"},{"speaker":"Nick Nalbach","startTime":126.36,"endTime":129.0,"body":"Evans. Darrell, welcome to the"},{"speaker":"Nick Nalbach","startTime":126.36,"endTime":129.0,"body":"Nine-Five Podcast."},{"speaker":"Darrell Evans","startTime":129.389,"endTime":131.279,"body":"Excited to be"},{"speaker":"Darrell Evans","startTime":129.389,"endTime":131.279,"body":"here, Nick, let's do it."},{"speaker":"Nick Nalbach","startTime":131.61,"endTime":134.22,"body":"Absolutely, man."},{"speaker":"Nick Nalbach","startTime":131.61,"endTime":134.22,"body":"I'm excited to dive right into"},{"speaker":"Nick Nalbach","startTime":134.22,"endTime":138.75,"body":"this topic that we got here"},{"speaker":"Nick Nalbach","startTime":134.22,"endTime":138.75,"body":"today. And you, your focus is"},{"speaker":"Nick Nalbach","startTime":138.75,"endTime":142.41,"body":"mainly helping businesses"},{"speaker":"Nick Nalbach","startTime":138.75,"endTime":142.41,"body":"generate more leads, close more"},{"speaker":"Nick Nalbach","startTime":142.41,"endTime":147.0,"body":"sales. Talk to me just a little"},{"speaker":"Nick Nalbach","startTime":142.41,"endTime":147.0,"body":"bit about what you do and how"},{"speaker":"Nick Nalbach","startTime":147.0,"endTime":148.26,"body":"you help other businesses."},{"speaker":"Darrell Evans","startTime":149.04,"endTime":151.92,"body":"Yes, great, great"},{"speaker":"Darrell Evans","startTime":149.04,"endTime":151.92,"body":"question. Yeah, you know, I've"},{"speaker":"Darrell Evans","startTime":151.92,"endTime":153.78,"body":"been an entrepreneur for a"},{"speaker":"Darrell Evans","startTime":151.92,"endTime":153.78,"body":"while, I know we're gonna get"},{"speaker":"Darrell Evans","startTime":153.78,"endTime":157.41,"body":"there, especially with the topic"},{"speaker":"Darrell Evans","startTime":153.78,"endTime":157.41,"body":"of this show. But you know, at"},{"speaker":"Darrell Evans","startTime":157.41,"endTime":161.01,"body":"the end of the day sales drives"},{"speaker":"Darrell Evans","startTime":157.41,"endTime":161.01,"body":"business growth. And in my"},{"speaker":"Darrell Evans","startTime":161.01,"endTime":164.37,"body":"earlier days as an entrepreneur,"},{"speaker":"Darrell Evans","startTime":161.01,"endTime":164.37,"body":"it was the number one challenge"},{"speaker":"Darrell Evans","startTime":164.37,"endTime":167.64,"body":"I had. It wasn't understanding"},{"speaker":"Darrell Evans","startTime":164.37,"endTime":167.64,"body":"how to build a brand, a logo or"},{"speaker":"Darrell Evans","startTime":167.64,"endTime":169.98,"body":"back then it was even before"},{"speaker":"Darrell Evans","startTime":167.64,"endTime":169.98,"body":"websites, it wasn't your"},{"speaker":"Darrell Evans","startTime":169.98,"endTime":173.49,"body":"business card or your"},{"speaker":"Darrell Evans","startTime":169.98,"endTime":173.49,"body":"letterhead. The essence of a"},{"speaker":"Darrell Evans","startTime":173.49,"endTime":176.94,"body":"business is to sell a product or"},{"speaker":"Darrell Evans","startTime":173.49,"endTime":176.94,"body":"a service to a customer who has"},{"speaker":"Darrell Evans","startTime":176.94,"endTime":181.11,"body":"a problem. And I just took an"},{"speaker":"Darrell Evans","startTime":176.94,"endTime":181.11,"body":"early interest in how to make"},{"speaker":"Darrell Evans","startTime":181.11,"endTime":184.56,"body":"that happen, both from a"},{"speaker":"Darrell Evans","startTime":181.11,"endTime":184.56,"body":"marketing and a sales side. So"},{"speaker":"Darrell Evans","startTime":184.71,"endTime":189.99,"body":"today, in 2011 or so and up till"},{"speaker":"Darrell Evans","startTime":184.71,"endTime":189.99,"body":"today, we have focused on"},{"speaker":"Darrell Evans","startTime":189.99,"endTime":193.17,"body":"helping small and midsize"},{"speaker":"Darrell Evans","startTime":189.99,"endTime":193.17,"body":"companies drive revenue, through"},{"speaker":"Darrell Evans","startTime":193.17,"endTime":195.03,"body":"digital marketing, the"},{"speaker":"Darrell Evans","startTime":193.17,"endTime":195.03,"body":"traditional things you've heard"},{"speaker":"Darrell Evans","startTime":195.03,"endTime":198.15,"body":"of. But our emphasis is all"},{"speaker":"Darrell Evans","startTime":195.03,"endTime":198.15,"body":"around lead generation and sales"},{"speaker":"Darrell Evans","startTime":198.15,"endTime":201.69,"body":"revenue, as opposed to brand"},{"speaker":"Darrell Evans","startTime":198.15,"endTime":201.69,"body":"creative or top of funnel"},{"speaker":"Darrell Evans","startTime":201.69,"endTime":204.69,"body":"awareness and all of those"},{"speaker":"Darrell Evans","startTime":201.69,"endTime":204.69,"body":"things. We were working with"},{"speaker":"Darrell Evans","startTime":204.69,"endTime":207.81,"body":"companies that want to grow"},{"speaker":"Darrell Evans","startTime":204.69,"endTime":207.81,"body":"revenue. And so all of the work"},{"speaker":"Darrell Evans","startTime":207.81,"endTime":209.76,"body":"that we do is built around the"},{"speaker":"Darrell Evans","startTime":207.81,"endTime":209.76,"body":"middle of the funnel to the"},{"speaker":"Darrell Evans","startTime":209.76,"endTime":213.72,"body":"bottom of the funnel. And, you"},{"speaker":"Darrell Evans","startTime":209.76,"endTime":213.72,"body":"know, as they say, there's only"},{"speaker":"Darrell Evans","startTime":213.72,"endTime":216.15,"body":"three ways to grow a business,"},{"speaker":"Darrell Evans","startTime":213.72,"endTime":216.15,"body":"right, you get more customers,"},{"speaker":"Darrell Evans","startTime":216.18,"endTime":219.45,"body":"you increase the lifetime value"},{"speaker":"Darrell Evans","startTime":216.18,"endTime":219.45,"body":"of the customers or you increase"},{"speaker":"Darrell Evans","startTime":219.45,"endTime":222.78,"body":"the average order value. And you"},{"speaker":"Darrell Evans","startTime":219.45,"endTime":222.78,"body":"increase the frequency from"},{"speaker":"Darrell Evans","startTime":222.78,"endTime":224.64,"body":"which they buy, there's really"},{"speaker":"Darrell Evans","startTime":222.78,"endTime":224.64,"body":"only three ways to grow the"},{"speaker":"Darrell Evans","startTime":224.64,"endTime":226.62,"body":"business and we help in all"},{"speaker":"Darrell Evans","startTime":224.64,"endTime":226.62,"body":"three areas."},{"speaker":"Nick Nalbach","startTime":226.95,"endTime":230.7,"body":"That's really"},{"speaker":"Nick Nalbach","startTime":226.95,"endTime":230.7,"body":"cool. So do you, what, what size"},{"speaker":"Nick Nalbach","startTime":230.7,"endTime":232.92,"body":"businesses do you typically work"},{"speaker":"Nick Nalbach","startTime":230.7,"endTime":232.92,"body":"with? Do you work with"},{"speaker":"Nick Nalbach","startTime":233.1,"endTime":235.83,"body":"entrepreneurs or small business"},{"speaker":"Nick Nalbach","startTime":233.1,"endTime":235.83,"body":"owners or what kind of threshold"},{"speaker":"Nick Nalbach","startTime":235.83,"endTime":236.22,"body":"do you have there?"},{"speaker":"Darrell Evans","startTime":236.73,"endTime":238.5,"body":"Great. Yeah,"},{"speaker":"Darrell Evans","startTime":236.73,"endTime":238.5,"body":"great question. So we don't have"},{"speaker":"Darrell Evans","startTime":238.5,"endTime":241.65,"body":"a threshold. I mean, I will say"},{"speaker":"Darrell Evans","startTime":238.5,"endTime":241.65,"body":"we spent some time working with"},{"speaker":"Darrell Evans","startTime":241.65,"endTime":243.24,"body":"some of the bigger name"},{"speaker":"Darrell Evans","startTime":241.65,"endTime":243.24,"body":"companies that you could think"},{"speaker":"Darrell Evans","startTime":243.24,"endTime":246.18,"body":"about in the world today. We had"},{"speaker":"Darrell Evans","startTime":243.24,"endTime":246.18,"body":"some opportunities to do some"},{"speaker":"Darrell Evans","startTime":246.18,"endTime":249.39,"body":"stuff with some nationwide firms"},{"speaker":"Darrell Evans","startTime":246.18,"endTime":249.39,"body":"that would be recognizable here"},{"speaker":"Darrell Evans","startTime":249.39,"endTime":253.38,"body":"vut you know, through NDA, I"},{"speaker":"Darrell Evans","startTime":249.39,"endTime":253.38,"body":"won't mention. But we typically"},{"speaker":"Darrell Evans","startTime":253.38,"endTime":255.78,"body":"work with small to midsize"},{"speaker":"Darrell Evans","startTime":253.38,"endTime":255.78,"body":"companies, generally speaking,"},{"speaker":"Darrell Evans","startTime":255.78,"endTime":258.6,"body":"they've gotten off the ground,"},{"speaker":"Darrell Evans","startTime":255.78,"endTime":258.6,"body":"and they're the half a million"},{"speaker":"Darrell Evans","startTime":258.6,"endTime":262.56,"body":"to a million mark. Generally, up"},{"speaker":"Darrell Evans","startTime":258.6,"endTime":262.56,"body":"to about 30 million is the sweet"},{"speaker":"Darrell Evans","startTime":262.56,"endTime":266.01,"body":"spot for us. When we get to $50,"},{"speaker":"Darrell Evans","startTime":262.56,"endTime":266.01,"body":"$100 million companies, they"},{"speaker":"Darrell Evans","startTime":266.01,"endTime":269.49,"body":"tend to have some sort of"},{"speaker":"Darrell Evans","startTime":266.01,"endTime":269.49,"body":"infrastructure. And it doesn't"},{"speaker":"Darrell Evans","startTime":269.49,"endTime":272.73,"body":"mean we can't help them. But"},{"speaker":"Darrell Evans","startTime":269.49,"endTime":272.73,"body":"what we're not in the world of"},{"speaker":"Darrell Evans","startTime":272.73,"endTime":276.27,"body":"what we do is we're not a"},{"speaker":"Darrell Evans","startTime":272.73,"endTime":276.27,"body":"vendor, meaning some people call"},{"speaker":"Darrell Evans","startTime":276.27,"endTime":279.06,"body":"us and say hey, we just need"},{"speaker":"Darrell Evans","startTime":276.27,"endTime":279.06,"body":"help with email marketing. We"},{"speaker":"Darrell Evans","startTime":279.06,"endTime":281.04,"body":"just like you to help us with"},{"speaker":"Darrell Evans","startTime":279.06,"endTime":281.04,"body":"well, we're not that kind of"},{"speaker":"Darrell Evans","startTime":281.04,"endTime":283.68,"body":"company. So we're trying to come"},{"speaker":"Darrell Evans","startTime":281.04,"endTime":283.68,"body":"in because we believe our"},{"speaker":"Darrell Evans","startTime":283.68,"endTime":287.1,"body":"solution is holistic. It's,"},{"speaker":"Darrell Evans","startTime":283.68,"endTime":287.1,"body":"it's, it's, it's a holistic"},{"speaker":"Darrell Evans","startTime":287.1,"endTime":291.6,"body":"solution. It's not just a insert"},{"speaker":"Darrell Evans","startTime":287.1,"endTime":291.6,"body":"my company or my team into a"},{"speaker":"Darrell Evans","startTime":291.6,"endTime":295.08,"body":"spot in the process. And so we"},{"speaker":"Darrell Evans","startTime":291.6,"endTime":295.08,"body":"turn down scenarios where"},{"speaker":"Darrell Evans","startTime":295.08,"endTime":297.57,"body":"companies have already 10 15"},{"speaker":"Darrell Evans","startTime":295.08,"endTime":297.57,"body":"people in marketing and they"},{"speaker":"Darrell Evans","startTime":297.57,"endTime":301.32,"body":"just want us to do Google ads,"},{"speaker":"Darrell Evans","startTime":297.57,"endTime":301.32,"body":"and we just don't do that. So"},{"speaker":"Darrell Evans","startTime":301.32,"endTime":304.26,"body":"we're working with companies"},{"speaker":"Darrell Evans","startTime":301.32,"endTime":304.26,"body":"that are smaller growth firms,"},{"speaker":"Darrell Evans","startTime":304.35,"endTime":309.0,"body":"entrepreneurial in nature. But"},{"speaker":"Darrell Evans","startTime":304.35,"endTime":309.0,"body":"we have had our share of"},{"speaker":"Darrell Evans","startTime":309.0,"endTime":311.73,"body":"companies I think are outside of"},{"speaker":"Darrell Evans","startTime":309.0,"endTime":311.73,"body":"a nationwide company that"},{"speaker":"Darrell Evans","startTime":311.73,"endTime":315.66,"body":"everybody would know here, an"},{"speaker":"Darrell Evans","startTime":311.73,"endTime":315.66,"body":"$80 million company was, it was"},{"speaker":"Darrell Evans","startTime":315.66,"endTime":318.3,"body":"strange to see an $80 million"},{"speaker":"Darrell Evans","startTime":315.66,"endTime":318.3,"body":"company only have two people in"},{"speaker":"Darrell Evans","startTime":318.3,"endTime":319.74,"body":"marketing. I was just blown"},{"speaker":"Darrell Evans","startTime":318.3,"endTime":319.74,"body":"away."},{"speaker":"Nick Nalbach","startTime":319.89,"endTime":321.42,"body":"Oh, that's insane!"},{"speaker":"Darrell Evans","startTime":321.42,"endTime":323.37,"body":"I was just blown"},{"speaker":"Darrell Evans","startTime":321.42,"endTime":323.37,"body":"away. Yeah, I was blown away,"},{"speaker":"Darrell Evans","startTime":323.4,"endTime":325.83,"body":"they needed all the help they"},{"speaker":"Darrell Evans","startTime":323.4,"endTime":325.83,"body":"can get but I mean, but they"},{"speaker":"Darrell Evans","startTime":325.83,"endTime":327.24,"body":"just built their business a"},{"speaker":"Darrell Evans","startTime":325.83,"endTime":327.24,"body":"different way."},{"speaker":"Nick Nalbach","startTime":327.6,"endTime":331.59,"body":"Right. Now, that's"},{"speaker":"Nick Nalbach","startTime":327.6,"endTime":331.59,"body":"really fascinating. I am super"},{"speaker":"Nick Nalbach","startTime":331.59,"endTime":336.48,"body":"excited to kind of get into this"},{"speaker":"Nick Nalbach","startTime":331.59,"endTime":336.48,"body":"sales stuff because we've, I"},{"speaker":"Nick Nalbach","startTime":336.48,"endTime":339.24,"body":"mean, obviously, that's a part"},{"speaker":"Nick Nalbach","startTime":336.48,"endTime":339.24,"body":"of almost every business,"},{"speaker":"Nick Nalbach","startTime":339.27,"endTime":341.4,"body":"there's got to be some kind of"},{"speaker":"Nick Nalbach","startTime":339.27,"endTime":341.4,"body":"sale or transaction happening"},{"speaker":"Nick Nalbach","startTime":341.4,"endTime":344.67,"body":"here. But we haven't really"},{"speaker":"Nick Nalbach","startTime":341.4,"endTime":344.67,"body":"talked about it strictly from a"},{"speaker":"Nick Nalbach","startTime":344.67,"endTime":347.49,"body":"sales perspective and like,"},{"speaker":"Nick Nalbach","startTime":344.67,"endTime":347.49,"body":"trying to close more sales and"},{"speaker":"Nick Nalbach","startTime":347.49,"endTime":350.94,"body":"generate those leads. So it's,"},{"speaker":"Nick Nalbach","startTime":347.49,"endTime":350.94,"body":"it's going to be an interesting"},{"speaker":"Nick Nalbach","startTime":350.94,"endTime":355.2,"body":"topic. Before, before we get"},{"speaker":"Nick Nalbach","startTime":350.94,"endTime":355.2,"body":"into all that, for everyone"},{"speaker":"Nick Nalbach","startTime":355.2,"endTime":358.89,"body":"listening, they know I like to"},{"speaker":"Nick Nalbach","startTime":355.2,"endTime":358.89,"body":"do this pod decks icebreaker. So"},{"speaker":"Nick Nalbach","startTime":358.92,"endTime":361.17,"body":"we're gonna get to know you just"},{"speaker":"Nick Nalbach","startTime":358.92,"endTime":361.17,"body":"a little bit better with a"},{"speaker":"Nick Nalbach","startTime":361.17,"endTime":364.23,"body":"couple of these pod deck"},{"speaker":"Nick Nalbach","startTime":361.17,"endTime":364.23,"body":"questions. And then we'll kind"},{"speaker":"Nick Nalbach","startTime":364.23,"endTime":366.12,"body":"of talk about more about your"},{"speaker":"Nick Nalbach","startTime":364.23,"endTime":366.12,"body":"story and get into the real"},{"speaker":"Nick Nalbach","startTime":366.12,"endTime":367.32,"body":"tactical stuff. How's that"},{"speaker":"Nick Nalbach","startTime":366.12,"endTime":367.32,"body":"sound?"},{"speaker":"Darrell Evans","startTime":367.98,"endTime":368.76,"body":"Sounds excellent."},{"speaker":"Nick Nalbach","startTime":369.09,"endTime":373.59,"body":"Awesome. So let's"},{"speaker":"Nick Nalbach","startTime":369.09,"endTime":373.59,"body":"pull at random here. See what we"},{"speaker":"Nick Nalbach","startTime":373.59,"endTime":374.07,"body":"get."},{"speaker":"Darrell Evans","startTime":374.25,"endTime":375.27,"body":"See what we get."},{"speaker":"Nick Nalbach","startTime":377.04,"endTime":379.38,"body":"Oooh this is a"},{"speaker":"Nick Nalbach","startTime":377.04,"endTime":379.38,"body":"good one. What is the main thing"},{"speaker":"Nick Nalbach","startTime":379.41,"endTime":380.52,"body":"on your bucket list?"},{"speaker":"Darrell Evans","startTime":381.96,"endTime":386.04,"body":"The main thing on"},{"speaker":"Darrell Evans","startTime":381.96,"endTime":386.04,"body":"my bucket list. Wow, right now?"},{"speaker":"Darrell Evans","startTime":387.93,"endTime":392.52,"body":"The main thing on my bucket"},{"speaker":"Darrell Evans","startTime":387.93,"endTime":392.52,"body":"list. I don't want to . . . I'm"},{"speaker":"Darrell Evans","startTime":392.52,"endTime":394.89,"body":"trying to find something that's,"},{"speaker":"Darrell Evans","startTime":392.52,"endTime":394.89,"body":"I'm actually living part of my"},{"speaker":"Darrell Evans","startTime":394.89,"endTime":399.33,"body":"bucket list right now. But I"},{"speaker":"Darrell Evans","startTime":394.89,"endTime":399.33,"body":"would say right now one of my"},{"speaker":"Darrell Evans","startTime":399.33,"endTime":405.39,"body":"bucket list items is to my gosh,"},{"speaker":"Darrell Evans","startTime":399.33,"endTime":405.39,"body":"travel to Greece and stay in"},{"speaker":"Darrell Evans","startTime":405.39,"endTime":405.99,"body":"Santorini."},{"speaker":"Nick Nalbach","startTime":406.44,"endTime":407.46,"body":"Oh, that'd be"},{"speaker":"Nick Nalbach","startTime":406.44,"endTime":407.46,"body":"awesome."},{"speaker":"Darrell Evans","startTime":408.0,"endTime":410.58,"body":"Yeah, the"},{"speaker":"Darrell Evans","startTime":408.0,"endTime":410.58,"body":"pictures are just too amazing."},{"speaker":"Darrell Evans","startTime":410.61,"endTime":413.88,"body":"And wherever the postcard was, I"},{"speaker":"Darrell Evans","startTime":410.61,"endTime":413.88,"body":"want to stay right there."},{"speaker":"Nick Nalbach","startTime":414.15,"endTime":415.56,"body":"Is that where"},{"speaker":"Nick Nalbach","startTime":414.15,"endTime":415.56,"body":"they've got all the buildings up"},{"speaker":"Nick Nalbach","startTime":415.56,"endTime":416.43,"body":"on, like the cliff?"},{"speaker":"Darrell Evans","startTime":416.46,"endTime":417.57,"body":"Oh, of course."},{"speaker":"Nick Nalbach","startTime":417.6,"endTime":418.47,"body":"Yes. Okay."},{"speaker":"Darrell Evans","startTime":418.47,"endTime":420.51,"body":"Yeah, wherever"},{"speaker":"Darrell Evans","startTime":418.47,"endTime":420.51,"body":"that is, I want to go there. I"},{"speaker":"Darrell Evans","startTime":420.51,"endTime":424.11,"body":"haven't been to Greece. And"},{"speaker":"Darrell Evans","startTime":420.51,"endTime":424.11,"body":"yeah, so that's definitely on"},{"speaker":"Darrell Evans","startTime":424.11,"endTime":424.89,"body":"the bucket list."},{"speaker":"Nick Nalbach","startTime":425.13,"endTime":427.86,"body":"Dude, that, I,"},{"speaker":"Nick Nalbach","startTime":425.13,"endTime":427.86,"body":"that'd be awesome. I want to do"},{"speaker":"Nick Nalbach","startTime":427.86,"endTime":430.92,"body":"that. My wife and I just got"},{"speaker":"Nick Nalbach","startTime":427.86,"endTime":430.92,"body":"scuba certified a few months"},{"speaker":"Nick Nalbach","startTime":430.92,"endTime":434.34,"body":"ago. And we've been like looking"},{"speaker":"Nick Nalbach","startTime":430.92,"endTime":434.34,"body":"at all different kinds of places"},{"speaker":"Nick Nalbach","startTime":434.34,"endTime":438.12,"body":"that we can go diving and like"},{"speaker":"Nick Nalbach","startTime":434.34,"endTime":438.12,"body":"now it's turning in like our"},{"speaker":"Nick Nalbach","startTime":438.12,"endTime":440.4,"body":"list has grown into like a world"},{"speaker":"Nick Nalbach","startTime":438.12,"endTime":440.4,"body":"tour, basically."},{"speaker":"Darrell Evans","startTime":440.91,"endTime":442.53,"body":"Yeah, I get it. I"},{"speaker":"Darrell Evans","startTime":440.91,"endTime":442.53,"body":"get it."},{"speaker":"Nick Nalbach","startTime":443.16,"endTime":445.53,"body":"Awesome. Well,"},{"speaker":"Nick Nalbach","startTime":443.16,"endTime":445.53,"body":"that's cool. All right, one more"},{"speaker":"Nick Nalbach","startTime":445.53,"endTime":451.83,"body":"of these pod deck questions."},{"speaker":"Nick Nalbach","startTime":445.53,"endTime":451.83,"body":"What is something you love that"},{"speaker":"Nick Nalbach","startTime":451.83,"endTime":453.27,"body":"is vintage?"},{"speaker":"Darrell Evans","startTime":455.01,"endTime":458.22,"body":"Something I love"},{"speaker":"Darrell Evans","startTime":455.01,"endTime":458.22,"body":"that's vintage, K Swiss. Now for"},{"speaker":"Darrell Evans","startTime":458.22,"endTime":463.2,"body":"those listening. For those that"},{"speaker":"Darrell Evans","startTime":458.22,"endTime":463.2,"body":". . . (laughing)"},{"speaker":"Nick Nalbach","startTime":463.2,"endTime":463.83,"body":"I'm listening."},{"speaker":"Darrell Evans","startTime":464.31,"endTime":467.43,"body":"For those"},{"speaker":"Darrell Evans","startTime":464.31,"endTime":467.43,"body":"listening, I grew up in the 80s"},{"speaker":"Darrell Evans","startTime":467.61,"endTime":471.09,"body":"in high school and K Swiss, they"},{"speaker":"Darrell Evans","startTime":467.61,"endTime":471.09,"body":"were my jam back, they were,"},{"speaker":"Darrell Evans","startTime":471.12,"endTime":474.75,"body":"they were the shoes of choice."},{"speaker":"Darrell Evans","startTime":471.12,"endTime":474.75,"body":"And so I am still a fan of K"},{"speaker":"Darrell Evans","startTime":474.75,"endTime":477.48,"body":"Swiss and they've made a bit of"},{"speaker":"Darrell Evans","startTime":474.75,"endTime":477.48,"body":"a comeback in the last few"},{"speaker":"Darrell Evans","startTime":477.48,"endTime":480.99,"body":"years. For those listening, some"},{"speaker":"Darrell Evans","startTime":477.48,"endTime":480.99,"body":"people might know the name Gary"},{"speaker":"Darrell Evans","startTime":480.99,"endTime":485.73,"body":"Vaynerchuk. And he dropped his"},{"speaker":"Darrell Evans","startTime":480.99,"endTime":485.73,"body":"shoe line. And it just seems"},{"speaker":"Darrell Evans","startTime":485.73,"endTime":488.73,"body":"like K Swiss was all a bit of a"},{"speaker":"Darrell Evans","startTime":485.73,"endTime":488.73,"body":"revival. So for me, it's a bit"},{"speaker":"Darrell Evans","startTime":488.73,"endTime":491.46,"body":"vintage because not many people"},{"speaker":"Darrell Evans","startTime":488.73,"endTime":491.46,"body":"wear K Swiss was these days. So"},{"speaker":"Darrell Evans","startTime":491.46,"endTime":494.82,"body":"that's I just took a pair off"},{"speaker":"Darrell Evans","startTime":491.46,"endTime":494.82,"body":"just before we got here."},{"speaker":"Nick Nalbach","startTime":494.82,"endTime":498.81,"body":"That is awesome."},{"speaker":"Nick Nalbach","startTime":494.82,"endTime":498.81,"body":"Yes. I mean, I see 'em in the"},{"speaker":"Nick Nalbach","startTime":498.81,"endTime":501.15,"body":"store all the time, but I've"},{"speaker":"Nick Nalbach","startTime":498.81,"endTime":501.15,"body":"never actually owned a pair."},{"speaker":"Darrell Evans","startTime":501.84,"endTime":502.26,"body":"Yeah."},{"speaker":"Nick Nalbach","startTime":504.15,"endTime":504.72,"body":"That's awesome."},{"speaker":"Darrell Evans","startTime":505.11,"endTime":506.49,"body":"I don't think"},{"speaker":"Darrell Evans","startTime":505.11,"endTime":506.49,"body":"that was probably, was probably"},{"speaker":"Darrell Evans","startTime":506.49,"endTime":507.69,"body":"not what you thought I was gonna"},{"speaker":"Darrell Evans","startTime":506.49,"endTime":507.69,"body":"say."},{"speaker":"Nick Nalbach","startTime":507.93,"endTime":510.27,"body":"I definitely"},{"speaker":"Nick Nalbach","startTime":507.93,"endTime":510.27,"body":"wasn't expecting it, we'll put"},{"speaker":"Nick Nalbach","startTime":510.27,"endTime":515.07,"body":"it that way. Awesome. So that's"},{"speaker":"Nick Nalbach","startTime":510.27,"endTime":515.07,"body":"it for the pod deck questions."},{"speaker":"Nick Nalbach","startTime":515.07,"endTime":517.26,"body":"One question that I do want to"},{"speaker":"Nick Nalbach","startTime":515.07,"endTime":517.26,"body":"ask you that I ask everybody"},{"speaker":"Nick Nalbach","startTime":517.26,"endTime":521.37,"body":"that comes on the show, and that"},{"speaker":"Nick Nalbach","startTime":517.26,"endTime":521.37,"body":"is what is your superpower? I"},{"speaker":"Nick Nalbach","startTime":521.37,"endTime":524.79,"body":"love this question, as because"},{"speaker":"Nick Nalbach","startTime":521.37,"endTime":524.79,"body":"everyone's got a superpower. And"},{"speaker":"Nick Nalbach","startTime":524.79,"endTime":526.71,"body":"I'm just really curious what"},{"speaker":"Nick Nalbach","startTime":524.79,"endTime":526.71,"body":"yours is."},{"speaker":"Darrell Evans","startTime":527.25,"endTime":529.38,"body":"I love the"},{"speaker":"Darrell Evans","startTime":527.25,"endTime":529.38,"body":"question, ah, believe it or not,"},{"speaker":"Darrell Evans","startTime":529.38,"endTime":532.11,"body":"I ask it in every interview,"},{"speaker":"Darrell Evans","startTime":529.38,"endTime":532.11,"body":"when I'm hiring people. Right"},{"speaker":"Darrell Evans","startTime":532.11,"endTime":534.6,"body":"now we're adding a few people to"},{"speaker":"Darrell Evans","startTime":532.11,"endTime":534.6,"body":"our team. It's been a question I"},{"speaker":"Darrell Evans","startTime":534.6,"endTime":538.62,"body":"aske them all the time. So for"},{"speaker":"Darrell Evans","startTime":534.6,"endTime":538.62,"body":"me my ah, my superpower, I think"},{"speaker":"Darrell Evans","startTime":538.62,"endTime":544.44,"body":"is discernment. Discernment for"},{"speaker":"Darrell Evans","startTime":538.62,"endTime":544.44,"body":"me is a little hard to put hands"},{"speaker":"Darrell Evans","startTime":544.44,"endTime":547.89,"body":"around for some people, but some"},{"speaker":"Darrell Evans","startTime":544.44,"endTime":547.89,"body":"people call it intuition. Some"},{"speaker":"Darrell Evans","startTime":547.89,"endTime":551.49,"body":"people call it you know,"},{"speaker":"Darrell Evans","startTime":547.89,"endTime":551.49,"body":"whatever . . . I have, for"},{"speaker":"Darrell Evans","startTime":551.49,"endTime":553.23,"body":"whatever reason, and I might"},{"speaker":"Darrell Evans","startTime":551.49,"endTime":553.23,"body":"have picked it up from my"},{"speaker":"Darrell Evans","startTime":553.23,"endTime":555.69,"body":"grandmother because my"},{"speaker":"Darrell Evans","startTime":553.23,"endTime":555.69,"body":"grandmother has it as well. And"},{"speaker":"Darrell Evans","startTime":555.87,"endTime":559.26,"body":"some people in the spiritual or"},{"speaker":"Darrell Evans","startTime":555.87,"endTime":559.26,"body":"religious world will know this"},{"speaker":"Darrell Evans","startTime":559.26,"endTime":562.74,"body":"phrase. But for whatever reason,"},{"speaker":"Darrell Evans","startTime":559.26,"endTime":562.74,"body":"I have a spidey sense for"},{"speaker":"Darrell Evans","startTime":562.74,"endTime":567.3,"body":"knowing the right thing to do."},{"speaker":"Darrell Evans","startTime":562.74,"endTime":567.3,"body":"And doesn't mean I always do it,"},{"speaker":"Darrell Evans","startTime":567.3,"endTime":570.39,"body":"but it's made me a good"},{"speaker":"Darrell Evans","startTime":567.3,"endTime":570.39,"body":"strategist in business. It's"},{"speaker":"Darrell Evans","startTime":570.39,"endTime":575.13,"body":"made me a great analyzer of"},{"speaker":"Darrell Evans","startTime":570.39,"endTime":575.13,"body":"people. It's made me have a lot"},{"speaker":"Darrell Evans","startTime":575.13,"endTime":578.97,"body":"more empathy for other people's"},{"speaker":"Darrell Evans","startTime":575.13,"endTime":578.97,"body":"situations and be adaptable in"},{"speaker":"Darrell Evans","startTime":578.97,"endTime":585.39,"body":"variety of environments. And,"},{"speaker":"Darrell Evans","startTime":578.97,"endTime":585.39,"body":"you know, interesting story. I"},{"speaker":"Darrell Evans","startTime":585.39,"endTime":589.5,"body":"said no to a business"},{"speaker":"Darrell Evans","startTime":585.39,"endTime":589.5,"body":"partnership sort of investment"},{"speaker":"Darrell Evans","startTime":589.53,"endTime":594.78,"body":"back in 2002. And it just didn't"},{"speaker":"Darrell Evans","startTime":589.53,"endTime":594.78,"body":"feel right. All the logistics on"},{"speaker":"Darrell Evans","startTime":594.78,"endTime":598.68,"body":"paper were there and I should"},{"speaker":"Darrell Evans","startTime":594.78,"endTime":598.68,"body":"have said yes, normally somebody"},{"speaker":"Darrell Evans","startTime":598.68,"endTime":603.18,"body":"with the analytical brain would"},{"speaker":"Darrell Evans","startTime":598.68,"endTime":603.18,"body":"have said yes. And my decision"},{"speaker":"Darrell Evans","startTime":603.18,"endTime":607.29,"body":"was no. And I walked away from"},{"speaker":"Darrell Evans","startTime":603.18,"endTime":607.29,"body":"that situation. And five years"},{"speaker":"Darrell Evans","startTime":607.29,"endTime":611.07,"body":"later, the founders of that"},{"speaker":"Darrell Evans","startTime":607.29,"endTime":611.07,"body":"group, one of them, was arrested"},{"speaker":"Darrell Evans","startTime":611.16,"endTime":613.68,"body":"for embezzlement and fraud."},{"speaker":"Nick Nalbach","startTime":614.07,"endTime":615.15,"body":"Holy cow."},{"speaker":"Darrell Evans","startTime":615.69,"endTime":618.36,"body":"So I went to a"},{"speaker":"Darrell Evans","startTime":615.69,"endTime":618.36,"body":"bunch of the meetings and I just"},{"speaker":"Darrell Evans","startTime":618.42,"endTime":621.87,"body":". . . I walked away and eight"},{"speaker":"Darrell Evans","startTime":618.42,"endTime":621.87,"body":"years, five years later, I four"},{"speaker":"Darrell Evans","startTime":621.87,"endTime":627.09,"body":"years, five years later, I saw,"},{"speaker":"Darrell Evans","startTime":621.87,"endTime":627.09,"body":"I don't know, Nick, that's an"},{"speaker":"Darrell Evans","startTime":627.09,"endTime":630.06,"body":"interesting superpower. But I"},{"speaker":"Darrell Evans","startTime":627.09,"endTime":630.06,"body":"think everybody has been blessed"},{"speaker":"Darrell Evans","startTime":630.06,"endTime":632.49,"body":"with something and for whatever"},{"speaker":"Darrell Evans","startTime":630.06,"endTime":632.49,"body":"reason I can, I can discern"},{"speaker":"Darrell Evans","startTime":632.49,"endTime":633.03,"body":"things."},{"speaker":"Nick Nalbach","startTime":633.39,"endTime":637.14,"body":"That is probably"},{"speaker":"Nick Nalbach","startTime":633.39,"endTime":637.14,"body":"one of the, the most superpower"},{"speaker":"Nick Nalbach","startTime":637.14,"endTime":640.92,"body":"superpowers that we've had on"},{"speaker":"Nick Nalbach","startTime":637.14,"endTime":640.92,"body":"the show. That is awesome."},{"speaker":"Nick Nalbach","startTime":640.92,"endTime":645.24,"body":"That's so cool. And I mean, as"},{"speaker":"Nick Nalbach","startTime":640.92,"endTime":645.24,"body":"an entrepreneur, being a"},{"speaker":"Nick Nalbach","startTime":645.24,"endTime":649.08,"body":"decision maker like that is"},{"speaker":"Nick Nalbach","startTime":645.24,"endTime":649.08,"body":"huge. Because every single day,"},{"speaker":"Nick Nalbach","startTime":649.08,"endTime":651.78,"body":"you're faced with decisions. And"},{"speaker":"Nick Nalbach","startTime":649.08,"endTime":651.78,"body":"yeah, if you can go with that"},{"speaker":"Nick Nalbach","startTime":651.93,"endTime":652.5,"body":"gut feeling."},{"speaker":"Darrell Evans","startTime":652.92,"endTime":654.21,"body":"What do we want?"},{"speaker":"Darrell Evans","startTime":652.92,"endTime":654.21,"body":"Yep."},{"speaker":"Nick Nalbach","startTime":654.39,"endTime":656.61,"body":"Yeah, that's,"},{"speaker":"Nick Nalbach","startTime":654.39,"endTime":656.61,"body":"that's incredible. That's,"},{"speaker":"Nick Nalbach","startTime":656.64,"endTime":662.07,"body":"that's a great one. So okay,"},{"speaker":"Nick Nalbach","startTime":656.64,"endTime":662.07,"body":"let's talk. Let's talk a little"},{"speaker":"Nick Nalbach","startTime":662.07,"endTime":665.4,"body":"bit more about you. Kind of your"},{"speaker":"Nick Nalbach","startTime":662.07,"endTime":665.4,"body":"story, how you got to where you"},{"speaker":"Nick Nalbach","startTime":665.4,"endTime":669.24,"body":"are, because I am, if I'm not"},{"speaker":"Nick Nalbach","startTime":665.4,"endTime":669.24,"body":"mistaken, before you stepped"},{"speaker":"Nick Nalbach","startTime":669.24,"endTime":672.51,"body":"into like the entrepreneur"},{"speaker":"Nick Nalbach","startTime":669.24,"endTime":672.51,"body":"space, you were like a cook. Is"},{"speaker":"Nick Nalbach","startTime":672.51,"endTime":673.8,"body":"that, does that sound right?"},{"speaker":"Darrell Evans","startTime":673.8,"endTime":677.28,"body":"Yeah. Yeah. So"},{"speaker":"Darrell Evans","startTime":673.8,"endTime":677.28,"body":"those, yeah, so yeah, just my"},{"speaker":"Darrell Evans","startTime":677.28,"endTime":680.43,"body":"working, my working career, if"},{"speaker":"Darrell Evans","startTime":677.28,"endTime":680.43,"body":"you will, when I was 16 years"},{"speaker":"Darrell Evans","startTime":680.43,"endTime":684.78,"body":"old, I started as a fry cook at"},{"speaker":"Darrell Evans","startTime":680.43,"endTime":684.78,"body":"Taco Bell. And I ended up, you"},{"speaker":"Darrell Evans","startTime":684.78,"endTime":687.27,"body":"know, side weekend hustle job,"},{"speaker":"Darrell Evans","startTime":684.78,"endTime":687.27,"body":"just to put some money in my"},{"speaker":"Darrell Evans","startTime":687.27,"endTime":689.46,"body":"pocket. I was an athlete, played"},{"speaker":"Darrell Evans","startTime":687.27,"endTime":689.46,"body":"football and baseball through"},{"speaker":"Darrell Evans","startTime":689.46,"endTime":693.81,"body":"high school. So wasn't working"},{"speaker":"Darrell Evans","startTime":689.46,"endTime":693.81,"body":"full time. But yeah, I actually"},{"speaker":"Darrell Evans","startTime":693.81,"endTime":698.07,"body":"got my, technically my first job"},{"speaker":"Darrell Evans","startTime":693.81,"endTime":698.07,"body":"was at a supermarket. And it was"},{"speaker":"Darrell Evans","startTime":698.07,"endTime":701.01,"body":"just for June and July of that"},{"speaker":"Darrell Evans","startTime":698.07,"endTime":701.01,"body":"summer. But because I played"},{"speaker":"Darrell Evans","startTime":701.01,"endTime":703.95,"body":"football, they didn't want to"},{"speaker":"Darrell Evans","startTime":701.01,"endTime":703.95,"body":"adjust my schedule, to the"},{"speaker":"Darrell Evans","startTime":703.95,"endTime":707.13,"body":"football schedule, which is come"},{"speaker":"Darrell Evans","startTime":703.95,"endTime":707.13,"body":"in after 5.30 or 6.00. So they"},{"speaker":"Darrell Evans","startTime":707.13,"endTime":710.82,"body":"fired me, of course. And so I"},{"speaker":"Darrell Evans","startTime":707.13,"endTime":710.82,"body":"don't really call that a first"},{"speaker":"Darrell Evans","startTime":710.82,"endTime":714.27,"body":"job, although it was, but the"},{"speaker":"Darrell Evans","startTime":710.82,"endTime":714.27,"body":"fry cook job came along. A"},{"speaker":"Darrell Evans","startTime":714.33,"endTime":717.51,"body":"friend of the family called me"},{"speaker":"Darrell Evans","startTime":714.33,"endTime":717.51,"body":"up, knew I was looking for a job"},{"speaker":"Darrell Evans","startTime":717.96,"endTime":720.81,"body":"and said, Hey, if you want a"},{"speaker":"Darrell Evans","startTime":717.96,"endTime":720.81,"body":"job, you gotta be here by 5.30."},{"speaker":"Darrell Evans","startTime":720.84,"endTime":723.66,"body":"So I started as fry cook at Taco"},{"speaker":"Darrell Evans","startTime":720.84,"endTime":723.66,"body":"Bell. And before you know it, I"},{"speaker":"Darrell Evans","startTime":723.66,"endTime":728.01,"body":"was a general manager a couple"},{"speaker":"Darrell Evans","startTime":723.66,"endTime":728.01,"body":"years later, and didn't see that"},{"speaker":"Darrell Evans","startTime":728.01,"endTime":730.17,"body":"coming. But you know, I've"},{"speaker":"Darrell Evans","startTime":728.01,"endTime":730.17,"body":"always believed that if you"},{"speaker":"Darrell Evans","startTime":730.17,"endTime":732.87,"body":"prosper where you're planted,"},{"speaker":"Darrell Evans","startTime":730.17,"endTime":732.87,"body":"good things will happen. And my"},{"speaker":"Darrell Evans","startTime":732.87,"endTime":735.3,"body":"dad taught me that when I was"},{"speaker":"Darrell Evans","startTime":732.87,"endTime":735.3,"body":"little, and you know, used to"},{"speaker":"Darrell Evans","startTime":735.3,"endTime":737.64,"body":"say never, you never get a"},{"speaker":"Darrell Evans","startTime":735.3,"endTime":737.64,"body":"chance, a second chance to make"},{"speaker":"Darrell Evans","startTime":737.64,"endTime":740.67,"body":"a good first impression. So it"},{"speaker":"Darrell Evans","startTime":737.64,"endTime":740.67,"body":"didn't matter what my uniform"},{"speaker":"Darrell Evans","startTime":740.67,"endTime":742.83,"body":"was, it didn't matter how stinky"},{"speaker":"Darrell Evans","startTime":740.67,"endTime":742.83,"body":"I was, when I went home at"},{"speaker":"Darrell Evans","startTime":742.83,"endTime":745.89,"body":"night. I just did the best I"},{"speaker":"Darrell Evans","startTime":742.83,"endTime":745.89,"body":"could. And people would say,"},{"speaker":"Darrell Evans","startTime":745.89,"endTime":748.53,"body":"Well, this guy, maybe he could"},{"speaker":"Darrell Evans","startTime":745.89,"endTime":748.53,"body":"do other things, if he can do,"},{"speaker":"Darrell Evans","startTime":748.68,"endTime":751.53,"body":"by the way, I would be in there"},{"speaker":"Darrell Evans","startTime":748.68,"endTime":751.53,"body":"to fry for four hours or five"},{"speaker":"Darrell Evans","startTime":751.53,"endTime":754.02,"body":"hours, I'd be done in two. And I"},{"speaker":"Darrell Evans","startTime":751.53,"endTime":754.02,"body":"didn't know that was"},{"speaker":"Darrell Evans","startTime":754.02,"endTime":756.81,"body":"overachieving. I just was like,"},{"speaker":"Darrell Evans","startTime":754.02,"endTime":756.81,"body":"Well, you told me what I had to"},{"speaker":"Darrell Evans","startTime":756.81,"endTime":759.54,"body":"do. He told me what my capacity"},{"speaker":"Darrell Evans","startTime":756.81,"endTime":759.54,"body":"was. You told me what my output"},{"speaker":"Darrell Evans","startTime":759.54,"endTime":762.96,"body":"needs to be. I just assumed get"},{"speaker":"Darrell Evans","startTime":759.54,"endTime":762.96,"body":"it done as quick as I could."},{"speaker":"Nick Nalbach","startTime":763.44,"endTime":763.95,"body":"Right."},{"speaker":"Darrell Evans","startTime":764.01,"endTime":766.74,"body":"And then that led"},{"speaker":"Darrell Evans","startTime":764.01,"endTime":766.74,"body":"to, Oh can you help in the"},{"speaker":"Darrell Evans","startTime":766.74,"endTime":769.32,"body":"kitchen? Oh, can you cook some?"},{"speaker":"Darrell Evans","startTime":766.74,"endTime":769.32,"body":"Oh, can you do this? Oh, can you"},{"speaker":"Darrell Evans","startTime":769.32,"endTime":771.57,"body":"come up front? Oh, can you do"},{"speaker":"Darrell Evans","startTime":769.32,"endTime":771.57,"body":"the draw? Before you knew it I"},{"speaker":"Darrell Evans","startTime":771.57,"endTime":774.3,"body":"had keys to the store. Before"},{"speaker":"Darrell Evans","startTime":771.57,"endTime":774.3,"body":"you know it I was in Newport"},{"speaker":"Darrell Evans","startTime":774.3,"endTime":778.17,"body":"Beach. I'm in Newport Beach at a"},{"speaker":"Darrell Evans","startTime":774.3,"endTime":778.17,"body":"leadership training. And then"},{"speaker":"Darrell Evans","startTime":778.2,"endTime":781.02,"body":"six months later, three, four or"},{"speaker":"Darrell Evans","startTime":778.2,"endTime":781.02,"body":"five, six months later, I've got"},{"speaker":"Darrell Evans","startTime":781.02,"endTime":782.91,"body":"a restaurant. I'm like, How the"},{"speaker":"Darrell Evans","startTime":781.02,"endTime":782.91,"body":"hell did this happen?"},{"speaker":"Nick Nalbach","startTime":783.36,"endTime":784.08,"body":"That's nuts."},{"speaker":"Darrell Evans","startTime":785.43,"endTime":786.0,"body":"It was!"},{"speaker":"Nick Nalbach","startTime":786.36,"endTime":789.75,"body":"It was that then"},{"speaker":"Nick Nalbach","startTime":786.36,"endTime":789.75,"body":"from from there? Is that how you"},{"speaker":"Nick Nalbach","startTime":789.75,"endTime":793.59,"body":"just kind of like went on to try"},{"speaker":"Nick Nalbach","startTime":789.75,"endTime":793.59,"body":"to start a business or . . .?"},{"speaker":"Darrell Evans","startTime":793.92,"endTime":797.67,"body":"No, no. So I got"},{"speaker":"Darrell Evans","startTime":793.92,"endTime":797.67,"body":"the entrepreneurial bug,"},{"speaker":"Darrell Evans","startTime":798.21,"endTime":801.63,"body":"literally from selling Now and"},{"speaker":"Darrell Evans","startTime":798.21,"endTime":801.63,"body":"Laters with my buddy, my buddies"},{"speaker":"Darrell Evans","startTime":801.63,"endTime":804.84,"body":"in high school. So we would go"},{"speaker":"Darrell Evans","startTime":801.63,"endTime":804.84,"body":"to this place called Smart and"},{"speaker":"Darrell Evans","startTime":804.84,"endTime":807.87,"body":"Final in Vegas. And today it's a"},{"speaker":"Darrell Evans","startTime":804.84,"endTime":807.87,"body":"Costco or Sam's Club."},{"speaker":"Nick Nalbach","startTime":808.11,"endTime":808.35,"body":"Okay."},{"speaker":"Darrell Evans","startTime":808.35,"endTime":811.32,"body":"And we would, we"},{"speaker":"Darrell Evans","startTime":808.35,"endTime":811.32,"body":"just, we just decided to do this"},{"speaker":"Darrell Evans","startTime":811.32,"endTime":813.96,"body":"little side hustle thing, like"},{"speaker":"Darrell Evans","startTime":811.32,"endTime":813.96,"body":"the Snack Shack at the school"},{"speaker":"Darrell Evans","startTime":814.29,"endTime":818.55,"body":"was selling Now and Laters for"},{"speaker":"Darrell Evans","startTime":814.29,"endTime":818.55,"body":"whatever, call it $1. And we"},{"speaker":"Darrell Evans","startTime":818.55,"endTime":822.3,"body":"were like, oh, wait a minute"},{"speaker":"Darrell Evans","startTime":818.55,"endTime":822.3,"body":"Spartan Final, we can get 10 of"},{"speaker":"Darrell Evans","startTime":822.3,"endTime":827.25,"body":"those. Like, we can get a pack"},{"speaker":"Darrell Evans","startTime":822.3,"endTime":827.25,"body":"of 20 for $8, or whatever it"},{"speaker":"Darrell Evans","startTime":827.25,"endTime":830.85,"body":"was. So we're like, oh, so we"},{"speaker":"Darrell Evans","startTime":827.25,"endTime":830.85,"body":"could actually undercut the"},{"speaker":"Darrell Evans","startTime":830.85,"endTime":834.24,"body":"Snack Shack if we just sell them"},{"speaker":"Darrell Evans","startTime":830.85,"endTime":834.24,"body":"out of our locker. And in Vegas,"},{"speaker":"Darrell Evans","startTime":834.27,"endTime":838.2,"body":"you can't sell candy bars"},{"speaker":"Darrell Evans","startTime":834.27,"endTime":838.2,"body":"because it's hot as hell. You"},{"speaker":"Darrell Evans","startTime":838.2,"endTime":844.2,"body":"got to sell something that don't"},{"speaker":"Darrell Evans","startTime":838.2,"endTime":844.2,"body":"melt. So that was kind of the"},{"speaker":"Darrell Evans","startTime":844.2,"endTime":848.07,"body":"first little thing but, but, but"},{"speaker":"Darrell Evans","startTime":844.2,"endTime":848.07,"body":"when I got into college, I had"},{"speaker":"Darrell Evans","startTime":848.07,"endTime":851.1,"body":"the entrepreneurial bug. And so"},{"speaker":"Darrell Evans","startTime":848.07,"endTime":851.1,"body":"I started a business out of the"},{"speaker":"Darrell Evans","startTime":851.1,"endTime":853.62,"body":"trunk of my car. And this was"},{"speaker":"Darrell Evans","startTime":851.1,"endTime":853.62,"body":"really to pay for college"},{"speaker":"Darrell Evans","startTime":853.62,"endTime":855.51,"body":"expenses because I paid my way"},{"speaker":"Darrell Evans","startTime":853.62,"endTime":855.51,"body":"through school. I stopped"},{"speaker":"Darrell Evans","startTime":855.51,"endTime":857.64,"body":"playing sports at the end of"},{"speaker":"Darrell Evans","startTime":855.51,"endTime":857.64,"body":"high school. I wasn't, the"},{"speaker":"Darrell Evans","startTime":857.64,"endTime":861.99,"body":"protract wasn't ideal. I still"},{"speaker":"Darrell Evans","startTime":857.64,"endTime":861.99,"body":"love sports. I'm a fanatic at"},{"speaker":"Darrell Evans","startTime":861.99,"endTime":864.72,"body":"sports, but I ended up coaching"},{"speaker":"Darrell Evans","startTime":861.99,"endTime":864.72,"body":"sports but I knew I wasn't gonna"},{"speaker":"Darrell Evans","startTime":864.72,"endTime":868.56,"body":"play pro ball. So I started"},{"speaker":"Darrell Evans","startTime":864.72,"endTime":868.56,"body":"selling sports wear hats, T"},{"speaker":"Darrell Evans","startTime":868.56,"endTime":870.57,"body":"shirts and stuff like that out"},{"speaker":"Darrell Evans","startTime":868.56,"endTime":870.57,"body":"of the trunk of my car at the"},{"speaker":"Darrell Evans","startTime":870.57,"endTime":875.91,"body":"Swap Meet. So I would buy stuff,"},{"speaker":"Darrell Evans","startTime":870.57,"endTime":875.91,"body":"today it's E commerce where you"},{"speaker":"Darrell Evans","startTime":875.91,"endTime":878.4,"body":"can do drop shipping, I would"},{"speaker":"Darrell Evans","startTime":875.91,"endTime":878.4,"body":"actually buy inventory, ship it"},{"speaker":"Darrell Evans","startTime":878.4,"endTime":881.85,"body":"to my house. I used to order"},{"speaker":"Darrell Evans","startTime":878.4,"endTime":881.85,"body":"from New York and California if"},{"speaker":"Darrell Evans","startTime":881.85,"endTime":885.66,"body":"my memory is correct. And I like"},{"speaker":"Darrell Evans","startTime":881.85,"endTime":885.66,"body":"had to send a physical check and"},{"speaker":"Darrell Evans","startTime":885.84,"endTime":888.15,"body":"send it somewhere and hope"},{"speaker":"Darrell Evans","startTime":885.84,"endTime":888.15,"body":"they'd send me the stuff and"},{"speaker":"Darrell Evans","startTime":888.15,"endTime":890.64,"body":"then if I had a return I had to"},{"speaker":"Darrell Evans","startTime":888.15,"endTime":890.64,"body":"do, I mean so you can imagine"},{"speaker":"Darrell Evans","startTime":890.64,"endTime":894.24,"body":"the timeframe of doing all that."},{"speaker":"Darrell Evans","startTime":890.64,"endTime":894.24,"body":"This is all pre Amazon and pre"},{"speaker":"Darrell Evans","startTime":894.24,"endTime":897.75,"body":"FedEx and I mean . . . so and I"},{"speaker":"Darrell Evans","startTime":894.24,"endTime":897.75,"body":"would back my little Honda Civic"},{"speaker":"Darrell Evans","startTime":897.75,"endTime":901.41,"body":"up, pull out my little table and"},{"speaker":"Darrell Evans","startTime":897.75,"endTime":901.41,"body":"I kept all the popular teams,"},{"speaker":"Darrell Evans","startTime":902.01,"endTime":904.47,"body":"because you know, the popular"},{"speaker":"Darrell Evans","startTime":902.01,"endTime":904.47,"body":"teams are going to sell faster"},{"speaker":"Darrell Evans","startTime":904.47,"endTime":908.19,"body":"than everybody else's teams. And"},{"speaker":"Darrell Evans","startTime":904.47,"endTime":908.19,"body":"I used to make a couple $100 a"},{"speaker":"Darrell Evans","startTime":908.19,"endTime":912.06,"body":"weekend. I had maybe $100, $150"},{"speaker":"Darrell Evans","startTime":908.19,"endTime":912.06,"body":"or rent. And I was making a"},{"speaker":"Darrell Evans","startTime":912.06,"endTime":914.97,"body":"couple $100 a day or a couple"},{"speaker":"Darrell Evans","startTime":912.06,"endTime":914.97,"body":"$300 dollars a weekend,"},{"speaker":"Darrell Evans","startTime":914.97,"endTime":916.65,"body":"something like that. So it was"},{"speaker":"Darrell Evans","startTime":914.97,"endTime":916.65,"body":"kind of my first little side"},{"speaker":"Darrell Evans","startTime":916.65,"endTime":920.13,"body":"hustle. I never had any glamour"},{"speaker":"Darrell Evans","startTime":916.65,"endTime":920.13,"body":"thinking I was gonna be in the"},{"speaker":"Darrell Evans","startTime":920.13,"endTime":922.95,"body":"retail business. I mean but it"},{"speaker":"Darrell Evans","startTime":920.13,"endTime":922.95,"body":"was just something I stuck my"},{"speaker":"Darrell Evans","startTime":922.95,"endTime":925.2,"body":"toe in, and then I became a real"},{"speaker":"Darrell Evans","startTime":922.95,"endTime":925.2,"body":"estate agent. So this is all in"},{"speaker":"Darrell Evans","startTime":925.2,"endTime":928.44,"body":"college. I'm still working at"},{"speaker":"Darrell Evans","startTime":925.2,"endTime":928.44,"body":"Taco Bell by the way. Yeah, so I"},{"speaker":"Darrell Evans","startTime":928.44,"endTime":932.67,"body":"was just curious. And I just,"},{"speaker":"Darrell Evans","startTime":928.44,"endTime":932.67,"body":"there was something at Taco Bell"},{"speaker":"Darrell Evans","startTime":932.67,"endTime":935.13,"body":"that happened that made me"},{"speaker":"Darrell Evans","startTime":932.67,"endTime":935.13,"body":"realize that I for sure wasn't"},{"speaker":"Darrell Evans","startTime":935.13,"endTime":939.06,"body":"going to stay at Taco Bell. And,"},{"speaker":"Darrell Evans","startTime":935.13,"endTime":939.06,"body":"and I realized that this"},{"speaker":"Darrell Evans","startTime":939.06,"endTime":941.4,"body":"corporate America thing is a"},{"speaker":"Darrell Evans","startTime":939.06,"endTime":941.4,"body":"little weird. Because I'm"},{"speaker":"Darrell Evans","startTime":941.4,"endTime":944.55,"body":"working my tail off, I've never"},{"speaker":"Darrell Evans","startTime":941.4,"endTime":944.55,"body":"missed a day of work. Or I miss"},{"speaker":"Darrell Evans","startTime":944.55,"endTime":946.86,"body":"very few days of work, I'm"},{"speaker":"Darrell Evans","startTime":944.55,"endTime":946.86,"body":"giving more to you that I'm"},{"speaker":"Darrell Evans","startTime":946.86,"endTime":950.55,"body":"giving to myself, I care more"},{"speaker":"Darrell Evans","startTime":946.86,"endTime":950.55,"body":"about this business in some"},{"speaker":"Darrell Evans","startTime":950.55,"endTime":955.44,"body":"cases, than you're caring about"},{"speaker":"Darrell Evans","startTime":950.55,"endTime":955.44,"body":"me and my team and my staff. And"},{"speaker":"Darrell Evans","startTime":955.47,"endTime":959.64,"body":"I found myself like, I'm like,"},{"speaker":"Darrell Evans","startTime":955.47,"endTime":959.64,"body":"something's out of balance here."},{"speaker":"Darrell Evans","startTime":959.64,"endTime":962.28,"body":"Like I'm giving you all this,"},{"speaker":"Darrell Evans","startTime":959.64,"endTime":962.28,"body":"and you're not giving me"},{"speaker":"Darrell Evans","startTime":962.28,"endTime":966.12,"body":"anything back in return, except"},{"speaker":"Darrell Evans","startTime":962.28,"endTime":966.12,"body":"a little 3 or 4% raise. I"},{"speaker":"Darrell Evans","startTime":966.12,"endTime":968.4,"body":"remember one restaurant I was"},{"speaker":"Darrell Evans","startTime":966.12,"endTime":968.4,"body":"in, and I'm not talking bad"},{"speaker":"Darrell Evans","startTime":968.4,"endTime":971.79,"body":"about it, but it's just, there"},{"speaker":"Darrell Evans","startTime":968.4,"endTime":971.79,"body":"was no heat in the restaurant."},{"speaker":"Darrell Evans","startTime":971.79,"endTime":975.39,"body":"So in the winter, it was"},{"speaker":"Darrell Evans","startTime":971.79,"endTime":975.39,"body":"freezing cold. And it was, there"},{"speaker":"Darrell Evans","startTime":975.39,"endTime":978.96,"body":"was no air in the summer, it was"},{"speaker":"Darrell Evans","startTime":975.39,"endTime":978.96,"body":"a swamp cooler. This is Vegas."},{"speaker":"Darrell Evans","startTime":979.68,"endTime":983.04,"body":"And we couldn't get an air"},{"speaker":"Darrell Evans","startTime":979.68,"endTime":983.04,"body":"conditioning unit to work and"},{"speaker":"Darrell Evans","startTime":983.04,"endTime":988.35,"body":"they wouldn't give us jackets in"},{"speaker":"Darrell Evans","startTime":983.04,"endTime":988.35,"body":"the winter. So what is this? So"},{"speaker":"Darrell Evans","startTime":988.35,"endTime":993.78,"body":"I'm like, so if I've got to"},{"speaker":"Darrell Evans","startTime":988.35,"endTime":993.78,"body":"fight for stupid stuff, like"},{"speaker":"Darrell Evans","startTime":993.81,"endTime":995.43,"body":"we're in here making you money."},{"speaker":"Nick Nalbach","startTime":995.79,"endTime":996.12,"body":"Right."},{"speaker":"Darrell Evans","startTime":996.12,"endTime":997.86,"body":"I got to fight"},{"speaker":"Darrell Evans","startTime":996.12,"endTime":997.86,"body":"for silly stuff, like you want"},{"speaker":"Darrell Evans","startTime":997.86,"endTime":1000.65,"body":"me to hand these kids over? I'm"},{"speaker":"Darrell Evans","startTime":997.86,"endTime":1000.65,"body":"kid, I'm a kid too. But you"},{"speaker":"Darrell Evans","startTime":1000.65,"endTime":1002.6,"body":"know, you want my people to"},{"speaker":"Darrell Evans","startTime":1000.65,"endTime":1002.6,"body":"stand over here at this cold"},{"speaker":"Darrell Evans","startTime":1002.6,"endTime":1005.24,"body":"drive through window. Vegas"},{"speaker":"Darrell Evans","startTime":1002.6,"endTime":1005.24,"body":"isn't like, you know, some of"},{"speaker":"Darrell Evans","startTime":1005.24,"endTime":1009.23,"body":"the coldest places in the world."},{"speaker":"Darrell Evans","startTime":1005.24,"endTime":1009.23,"body":"But 42 and windy is freezing"},{"speaker":"Darrell Evans","startTime":1009.23,"endTime":1010.91,"body":"when you open that window, and"},{"speaker":"Darrell Evans","startTime":1009.23,"endTime":1010.91,"body":"I'm not gonna have these kids."},{"speaker":"Darrell Evans","startTime":1011.0,"endTime":1015.02,"body":"So anyway, there was just some"},{"speaker":"Darrell Evans","startTime":1011.0,"endTime":1015.02,"body":"things that were not congruent"},{"speaker":"Darrell Evans","startTime":1015.02,"endTime":1018.23,"body":"with my level of desire. And I"},{"speaker":"Darrell Evans","startTime":1015.02,"endTime":1018.23,"body":"said, Well, I won't be here too"},{"speaker":"Darrell Evans","startTime":1018.23,"endTime":1020.6,"body":"much longer and I hadn't"},{"speaker":"Darrell Evans","startTime":1018.23,"endTime":1020.6,"body":"intended to be. As a matter of"},{"speaker":"Darrell Evans","startTime":1020.6,"endTime":1023.06,"body":"fact, when I took the job, I"},{"speaker":"Darrell Evans","startTime":1020.6,"endTime":1023.06,"body":"remember telling them, I don't"},{"speaker":"Darrell Evans","startTime":1023.06,"endTime":1025.19,"body":"think you're promoting the right"},{"speaker":"Darrell Evans","startTime":1023.06,"endTime":1025.19,"body":"guy, because I have no intention"},{"speaker":"Darrell Evans","startTime":1025.19,"endTime":1028.37,"body":"on being here long term. I told"},{"speaker":"Darrell Evans","startTime":1025.19,"endTime":1028.37,"body":"'em that. And they were like,"},{"speaker":"Darrell Evans","startTime":1028.43,"endTime":1030.17,"body":"What are you gonna give us, two"},{"speaker":"Darrell Evans","startTime":1028.43,"endTime":1030.17,"body":"or three years until you get out"},{"speaker":"Darrell Evans","startTime":1030.17,"endTime":1031.76,"body":"of college? I'm like, Yeah, I"},{"speaker":"Darrell Evans","startTime":1030.17,"endTime":1031.76,"body":"can give you two or three years"},{"speaker":"Darrell Evans","startTime":1031.76,"endTime":1034.94,"body":"until I get a college and that's"},{"speaker":"Darrell Evans","startTime":1031.76,"endTime":1034.94,"body":"it. And it ended up being a few"},{"speaker":"Darrell Evans","startTime":1034.94,"endTime":1037.61,"body":"years longer than that. But, but"},{"speaker":"Darrell Evans","startTime":1034.94,"endTime":1037.61,"body":"they knew the deal upfront. And"},{"speaker":"Darrell Evans","startTime":1037.79,"endTime":1040.76,"body":"it was a great relationship for"},{"speaker":"Darrell Evans","startTime":1037.79,"endTime":1040.76,"body":"both of us. I got a ton out of"},{"speaker":"Darrell Evans","startTime":1040.76,"endTime":1042.98,"body":"my experience there. No"},{"speaker":"Darrell Evans","startTime":1040.76,"endTime":1042.98,"body":"question, Nick, I learned so"},{"speaker":"Darrell Evans","startTime":1042.98,"endTime":1047.0,"body":"much about business, so much"},{"speaker":"Darrell Evans","startTime":1042.98,"endTime":1047.0,"body":"about systems, customer service,"},{"speaker":"Darrell Evans","startTime":1047.03,"endTime":1050.72,"body":"hiring, training, empowering"},{"speaker":"Darrell Evans","startTime":1047.03,"endTime":1050.72,"body":"leadership. I mean, I learned"},{"speaker":"Darrell Evans","startTime":1050.72,"endTime":1054.08,"body":"more in that, in that window of"},{"speaker":"Darrell Evans","startTime":1050.72,"endTime":1054.08,"body":"time, that helped me I think,"},{"speaker":"Darrell Evans","startTime":1054.08,"endTime":1057.95,"body":"become a better entrepreneur,"},{"speaker":"Darrell Evans","startTime":1054.08,"endTime":1057.95,"body":"than, than probably most people"},{"speaker":"Darrell Evans","startTime":1058.07,"endTime":1058.85,"body":"would imagine."},{"speaker":"Nick Nalbach","startTime":1059.57,"endTime":1061.64,"body":"That's crazy."},{"speaker":"Nick Nalbach","startTime":1059.57,"endTime":1061.64,"body":"Because I always read about and"},{"speaker":"Nick Nalbach","startTime":1061.64,"endTime":1065.3,"body":"hear stories of like, people"},{"speaker":"Nick Nalbach","startTime":1061.64,"endTime":1065.3,"body":"talking about wanting to start a"},{"speaker":"Nick Nalbach","startTime":1065.3,"endTime":1068.15,"body":"business and like the first"},{"speaker":"Nick Nalbach","startTime":1065.3,"endTime":1068.15,"body":"thing people will say is like,"},{"speaker":"Nick Nalbach","startTime":1068.21,"endTime":1073.01,"body":"get a job in whatever industry"},{"speaker":"Nick Nalbach","startTime":1068.21,"endTime":1073.01,"body":"or whatever kind of business you"},{"speaker":"Nick Nalbach","startTime":1073.01,"endTime":1077.3,"body":"want to work in or start a"},{"speaker":"Nick Nalbach","startTime":1073.01,"endTime":1077.3,"body":"business in, and just exist as"},{"speaker":"Nick Nalbach","startTime":1077.3,"endTime":1080.45,"body":"an employee for so long until"},{"speaker":"Nick Nalbach","startTime":1077.3,"endTime":1080.45,"body":"you can build those skills. And"},{"speaker":"Nick Nalbach","startTime":1080.87,"endTime":1083.57,"body":"obviously, that's very much"},{"speaker":"Nick Nalbach","startTime":1080.87,"endTime":1083.57,"body":"served you well."},{"speaker":"Darrell Evans","startTime":1084.29,"endTime":1086.9,"body":"Yeah. I call it"},{"speaker":"Darrell Evans","startTime":1084.29,"endTime":1086.9,"body":"luck. I, I really lucked out."},{"speaker":"Darrell Evans","startTime":1086.9,"endTime":1090.74,"body":"And I had a fantastic district"},{"speaker":"Darrell Evans","startTime":1086.9,"endTime":1090.74,"body":"manager. I wouldn't trade, first"},{"speaker":"Darrell Evans","startTime":1090.74,"endTime":1094.19,"body":"of all I had, I had a fantastic"},{"speaker":"Darrell Evans","startTime":1090.74,"endTime":1094.19,"body":"general manager when I was an"},{"speaker":"Darrell Evans","startTime":1094.19,"endTime":1097.61,"body":"assistant manager, who taught me"},{"speaker":"Darrell Evans","startTime":1094.19,"endTime":1097.61,"body":"the ropes of how to be a general"},{"speaker":"Darrell Evans","startTime":1097.61,"endTime":1102.56,"body":"manager. And he taught it from a"},{"speaker":"Darrell Evans","startTime":1097.61,"endTime":1102.56,"body":"way that was so down to earth"},{"speaker":"Darrell Evans","startTime":1102.56,"endTime":1108.02,"body":"and relatable for me, and just a"},{"speaker":"Darrell Evans","startTime":1102.56,"endTime":1108.02,"body":"great leader. And then his boss"},{"speaker":"Darrell Evans","startTime":1108.02,"endTime":1111.83,"body":"who ended up becoming my boss,"},{"speaker":"Darrell Evans","startTime":1108.02,"endTime":1111.83,"body":"after I got promoted and out"},{"speaker":"Darrell Evans","startTime":1111.83,"endTime":1116.33,"body":"from under his wing. She just"},{"speaker":"Darrell Evans","startTime":1111.83,"endTime":1116.33,"body":"gave me room to make mistakes."},{"speaker":"Darrell Evans","startTime":1116.36,"endTime":1120.5,"body":"She never punished me. She"},{"speaker":"Darrell Evans","startTime":1116.36,"endTime":1120.5,"body":"educated me, she counseled me."},{"speaker":"Darrell Evans","startTime":1120.77,"endTime":1123.2,"body":"She kept trying to show me the"},{"speaker":"Darrell Evans","startTime":1120.77,"endTime":1123.2,"body":"ropes, but she never tried to"},{"speaker":"Darrell Evans","startTime":1123.2,"endTime":1126.35,"body":"stop me from failing. Which was"},{"speaker":"Darrell Evans","startTime":1123.2,"endTime":1126.35,"body":"really interesting, because it"},{"speaker":"Darrell Evans","startTime":1126.35,"endTime":1128.84,"body":"took me a couple of years to get"},{"speaker":"Darrell Evans","startTime":1126.35,"endTime":1128.84,"body":"the GM thing right. Because"},{"speaker":"Darrell Evans","startTime":1128.84,"endTime":1131.69,"body":"you're, you know, when you're 20"},{"speaker":"Darrell Evans","startTime":1128.84,"endTime":1131.69,"body":"and you get the keys to a whole"},{"speaker":"Darrell Evans","startTime":1131.69,"endTime":1135.05,"body":"restaurant, you're little"},{"speaker":"Darrell Evans","startTime":1131.69,"endTime":1135.05,"body":"arrogrant. Okay, you like,"},{"speaker":"Darrell Evans","startTime":1135.05,"endTime":1137.27,"body":"you're little arrogant, right?"},{"speaker":"Darrell Evans","startTime":1135.05,"endTime":1137.27,"body":"You're like ahh . . ."},{"speaker":"Darrell Evans","startTime":1137.27,"endTime":1146.54,"body":". . . until you realize you're"},{"speaker":"Darrell Evans","startTime":1137.27,"endTime":1146.54,"body":"not. Right? Until you realize,"},{"speaker":"Darrell Evans","startTime":1146.87,"endTime":1150.62,"body":"until you realize what you used"},{"speaker":"Darrell Evans","startTime":1146.87,"endTime":1150.62,"body":"to do good for eight hours on a"},{"speaker":"Darrell Evans","startTime":1150.62,"endTime":1154.61,"body":"shift. You're now responsible"},{"speaker":"Darrell Evans","startTime":1150.62,"endTime":1154.61,"body":"for 24 hours a day. And now"},{"speaker":"Darrell Evans","startTime":1154.61,"endTime":1157.19,"body":"you're not responsible, things"},{"speaker":"Darrell Evans","startTime":1154.61,"endTime":1157.19,"body":"you weren't responsible for,"},{"speaker":"Darrell Evans","startTime":1157.19,"endTime":1159.2,"body":"you're now responsible for and"},{"speaker":"Darrell Evans","startTime":1157.19,"endTime":1159.2,"body":"you're responsible for it at a"},{"speaker":"Darrell Evans","startTime":1159.2,"endTime":1162.14,"body":"different level. Instead of"},{"speaker":"Darrell Evans","startTime":1159.2,"endTime":1162.14,"body":"being a doer of all things on"},{"speaker":"Darrell Evans","startTime":1162.14,"endTime":1166.97,"body":"your shift. You're now a coach,"},{"speaker":"Darrell Evans","startTime":1162.14,"endTime":1166.97,"body":"you're now a leader, you now"},{"speaker":"Darrell Evans","startTime":1166.97,"endTime":1171.02,"body":"have to inspire and empower the"},{"speaker":"Darrell Evans","startTime":1166.97,"endTime":1171.02,"body":"execution. Right? And there"},{"speaker":"Darrell Evans","startTime":1171.02,"endTime":1173.63,"body":"were, everything in Taco Bell"},{"speaker":"Darrell Evans","startTime":1171.02,"endTime":1173.63,"body":"was metric driven. Like people"},{"speaker":"Darrell Evans","startTime":1173.63,"endTime":1177.11,"body":"may not know this, but this, how"},{"speaker":"Darrell Evans","startTime":1173.63,"endTime":1177.11,"body":"food is made. It's all metric"},{"speaker":"Darrell Evans","startTime":1177.11,"endTime":1179.48,"body":"driven. If you think about what"},{"speaker":"Darrell Evans","startTime":1177.11,"endTime":1179.48,"body":"I do in the world of marketing"},{"speaker":"Darrell Evans","startTime":1179.48,"endTime":1181.82,"body":"today, think about what I do in"},{"speaker":"Darrell Evans","startTime":1179.48,"endTime":1181.82,"body":"the world of entrepreneurship"},{"speaker":"Darrell Evans","startTime":1181.82,"endTime":1185.45,"body":"and sales and growth. Back then"},{"speaker":"Darrell Evans","startTime":1181.82,"endTime":1185.45,"body":"I learned metrics. We were"},{"speaker":"Darrell Evans","startTime":1185.45,"endTime":1189.38,"body":"getting mystery shopped two or"},{"speaker":"Darrell Evans","startTime":1185.45,"endTime":1189.38,"body":"three or four times a month by a"},{"speaker":"Darrell Evans","startTime":1189.38,"endTime":1193.4,"body":"customer hired by the company to"},{"speaker":"Darrell Evans","startTime":1189.38,"endTime":1193.4,"body":"come in and they were checking"},{"speaker":"Darrell Evans","startTime":1193.4,"endTime":1195.02,"body":"everything, the temperature, the"},{"speaker":"Darrell Evans","startTime":1193.4,"endTime":1195.02,"body":"food, and we didn't know who"},{"speaker":"Darrell Evans","startTime":1195.02,"endTime":1198.35,"body":"they were. We did not know who"},{"speaker":"Darrell Evans","startTime":1195.02,"endTime":1198.35,"body":"they were. They would just walk"},{"speaker":"Darrell Evans","startTime":1198.35,"endTime":1200.78,"body":"through the line or the drive"},{"speaker":"Darrell Evans","startTime":1198.35,"endTime":1200.78,"body":"thru just like anybody else and"},{"speaker":"Darrell Evans","startTime":1200.78,"endTime":1203.66,"body":"I've used that tra. . . , I've"},{"speaker":"Darrell Evans","startTime":1200.78,"endTime":1203.66,"body":"used that technology or that,"},{"speaker":"Darrell Evans","startTime":1203.99,"endTime":1208.34,"body":"that process ever since I left"},{"speaker":"Darrell Evans","startTime":1203.99,"endTime":1208.34,"body":"there. We would have to stay on"},{"speaker":"Darrell Evans","startTime":1208.34,"endTime":1210.89,"body":"our toes for all the things and"},{"speaker":"Darrell Evans","startTime":1208.34,"endTime":1210.89,"body":"I forget how many things were on"},{"speaker":"Darrell Evans","startTime":1210.89,"endTime":1213.98,"body":"this report. But it was the"},{"speaker":"Darrell Evans","startTime":1210.89,"endTime":1213.98,"body":"cleanliness of the restaurant,"},{"speaker":"Darrell Evans","startTime":1213.98,"endTime":1216.23,"body":"what the person said at the"},{"speaker":"Darrell Evans","startTime":1213.98,"endTime":1216.23,"body":"drive thru window, what the"},{"speaker":"Darrell Evans","startTime":1216.23,"endTime":1219.08,"body":"counter person said, did they"},{"speaker":"Darrell Evans","startTime":1216.23,"endTime":1219.08,"body":"see someone come out and clean"},{"speaker":"Darrell Evans","startTime":1219.08,"endTime":1221.12,"body":"the tables in the lobby? What"},{"speaker":"Darrell Evans","startTime":1219.08,"endTime":1221.12,"body":"was the cleanliness of the"},{"speaker":"Darrell Evans","startTime":1221.12,"endTime":1223.82,"body":"lobby? What was the cleanliness"},{"speaker":"Darrell Evans","startTime":1221.12,"endTime":1223.82,"body":"of the front line? Could they"},{"speaker":"Darrell Evans","startTime":1223.82,"endTime":1226.7,"body":"see food? Could they see trash"},{"speaker":"Darrell Evans","startTime":1223.82,"endTime":1226.7,"body":"on the floor, from the"},{"speaker":"Darrell Evans","startTime":1226.79,"endTime":1230.69,"body":"countertop to the back door? All"},{"speaker":"Darrell Evans","startTime":1226.79,"endTime":1230.69,"body":"this stuff, was there trash in"},{"speaker":"Darrell Evans","startTime":1230.69,"endTime":1233.66,"body":"the garbage can hanging outside"},{"speaker":"Darrell Evans","startTime":1230.69,"endTime":1233.66,"body":"of the bin, I mean, it was, they"},{"speaker":"Darrell Evans","startTime":1233.66,"endTime":1237.23,"body":"were detailed about this stuff."},{"speaker":"Darrell Evans","startTime":1233.66,"endTime":1237.23,"body":"So you had to be on your toes."},{"speaker":"Darrell Evans","startTime":1237.53,"endTime":1241.25,"body":"And so I think the metric driven"},{"speaker":"Darrell Evans","startTime":1237.53,"endTime":1241.25,"body":"mindset that I have about growth"},{"speaker":"Darrell Evans","startTime":1241.28,"endTime":1246.53,"body":"in marketing today, maybe even"},{"speaker":"Darrell Evans","startTime":1241.28,"endTime":1246.53,"body":"has some sense of being having"},{"speaker":"Darrell Evans","startTime":1246.53,"endTime":1249.11,"body":"to tie up those metrics and"},{"speaker":"Darrell Evans","startTime":1246.53,"endTime":1249.11,"body":"variables back inside that"},{"speaker":"Darrell Evans","startTime":1249.11,"endTime":1253.43,"body":"restaurant, and in that"},{"speaker":"Darrell Evans","startTime":1249.11,"endTime":1253.43,"body":"environment. So I tell people"},{"speaker":"Darrell Evans","startTime":1253.43,"endTime":1255.92,"body":"all the time, I'm not saying you"},{"speaker":"Darrell Evans","startTime":1253.43,"endTime":1255.92,"body":"got to go work for Taco Bell or"},{"speaker":"Darrell Evans","startTime":1255.92,"endTime":1259.28,"body":"fast food restaurant to pick up"},{"speaker":"Darrell Evans","startTime":1255.92,"endTime":1259.28,"body":"entrepreneurship, you don't. But"},{"speaker":"Darrell Evans","startTime":1259.28,"endTime":1261.47,"body":"if you've ever been there, think"},{"speaker":"Darrell Evans","startTime":1259.28,"endTime":1261.47,"body":"back, if you're an entrepreneur"},{"speaker":"Darrell Evans","startTime":1261.47,"endTime":1264.35,"body":"today, think back to what you"},{"speaker":"Darrell Evans","startTime":1261.47,"endTime":1264.35,"body":"saw, and look at it from a"},{"speaker":"Darrell Evans","startTime":1264.35,"endTime":1267.8,"body":"different lens and apply that."},{"speaker":"Darrell Evans","startTime":1264.35,"endTime":1267.8,"body":"And like I said, I had one of"},{"speaker":"Darrell Evans","startTime":1267.8,"endTime":1270.68,"body":"the best general managers, she"},{"speaker":"Darrell Evans","startTime":1267.8,"endTime":1270.68,"body":"was my general manager, or she"},{"speaker":"Darrell Evans","startTime":1270.68,"endTime":1273.95,"body":"was my district manager for the"},{"speaker":"Darrell Evans","startTime":1270.68,"endTime":1273.95,"body":"vast majority of my time as a"},{"speaker":"Darrell Evans","startTime":1273.95,"endTime":1276.2,"body":"general manager, I think maybe"},{"speaker":"Darrell Evans","startTime":1273.95,"endTime":1276.2,"body":"the last year, year and a half"},{"speaker":"Darrell Evans","startTime":1276.2,"endTime":1279.83,"body":"she wasn't. And and, and I give"},{"speaker":"Darrell Evans","startTime":1276.2,"endTime":1279.83,"body":"her a ton of credit as well."},{"speaker":"Nick Nalbach","startTime":1280.73,"endTime":1282.68,"body":"That's, hearing"},{"speaker":"Nick Nalbach","startTime":1280.73,"endTime":1282.68,"body":"you talk about that, because I"},{"speaker":"Nick Nalbach","startTime":1282.68,"endTime":1285.89,"body":"used to work at Pizza Hut in"},{"speaker":"Nick Nalbach","startTime":1282.68,"endTime":1285.89,"body":"college like part time, kind of"},{"speaker":"Nick Nalbach","startTime":1285.89,"endTime":1289.58,"body":"doing the same thing. I was in"},{"speaker":"Nick Nalbach","startTime":1285.89,"endTime":1289.58,"body":"athletics. So part time was, was"},{"speaker":"Nick Nalbach","startTime":1289.58,"endTime":1294.56,"body":"it. But hearing you say that it"},{"speaker":"Nick Nalbach","startTime":1289.58,"endTime":1294.56,"body":"very much was metric driven. I"},{"speaker":"Nick Nalbach","startTime":1294.56,"endTime":1297.05,"body":"didn't have that kind of like"},{"speaker":"Nick Nalbach","startTime":1294.56,"endTime":1297.05,"body":"thought process behind it."},{"speaker":"Nick Nalbach","startTime":1297.05,"endTime":1301.43,"body":"Because I wasn't involved in the"},{"speaker":"Nick Nalbach","startTime":1297.05,"endTime":1301.43,"body":"business digital marketing world"},{"speaker":"Nick Nalbach","startTime":1301.43,"endTime":1304.55,"body":"at all. Like I, it just never"},{"speaker":"Nick Nalbach","startTime":1301.43,"endTime":1304.55,"body":"crossed my mind. But looking"},{"speaker":"Nick Nalbach","startTime":1304.55,"endTime":1308.06,"body":"back down the, yeah, that makes"},{"speaker":"Nick Nalbach","startTime":1304.55,"endTime":1308.06,"body":"a lot of sense. And they're"},{"speaker":"Nick Nalbach","startTime":1308.06,"endTime":1312.38,"body":"running a very, I mean,"},{"speaker":"Nick Nalbach","startTime":1308.06,"endTime":1312.38,"body":"strategic, proven method, when"},{"speaker":"Nick Nalbach","startTime":1312.38,"endTime":1314.33,"body":"that's why it's got to be that"},{"speaker":"Nick Nalbach","startTime":1312.38,"endTime":1314.33,"body":"way. And that's . . ."},{"speaker":"Darrell Evans","startTime":1314.33,"endTime":1316.46,"body":"Yeah. And when"},{"speaker":"Darrell Evans","startTime":1314.33,"endTime":1316.46,"body":"you manage a P\u0026L, if you're"},{"speaker":"Darrell Evans","startTime":1316.46,"endTime":1318.62,"body":"inside a restaurant, you look at"},{"speaker":"Darrell Evans","startTime":1316.46,"endTime":1318.62,"body":"the P\u0026L and all the stuff that"},{"speaker":"Darrell Evans","startTime":1318.62,"endTime":1321.35,"body":"matters. I mean, I would have to"},{"speaker":"Darrell Evans","startTime":1318.62,"endTime":1321.35,"body":"give reports first thing in the"},{"speaker":"Darrell Evans","startTime":1321.35,"endTime":1324.17,"body":"morning on the previous day's"},{"speaker":"Darrell Evans","startTime":1321.35,"endTime":1324.17,"body":"numbers. And there were six or"},{"speaker":"Darrell Evans","startTime":1324.17,"endTime":1327.59,"body":"seven KPIs that, we call them"},{"speaker":"Darrell Evans","startTime":1324.17,"endTime":1327.59,"body":"KPIs in the world of digital"},{"speaker":"Darrell Evans","startTime":1327.59,"endTime":1330.32,"body":"marketing and sales growth. But"},{"speaker":"Darrell Evans","startTime":1327.59,"endTime":1330.32,"body":"there were six or seven things I"},{"speaker":"Darrell Evans","startTime":1330.32,"endTime":1332.93,"body":"had to report to every single"},{"speaker":"Darrell Evans","startTime":1330.32,"endTime":1332.93,"body":"morning at 7, 7.30 In the"},{"speaker":"Darrell Evans","startTime":1332.93,"endTime":1337.49,"body":"morning, right? You're being"},{"speaker":"Darrell Evans","startTime":1332.93,"endTime":1337.49,"body":"called to the carpet every,"},{"speaker":"Darrell Evans","startTime":1337.52,"endTime":1341.78,"body":"every day of the morning. 730."},{"speaker":"Darrell Evans","startTime":1337.52,"endTime":1341.78,"body":"Right. So there's no room for,"},{"speaker":"Darrell Evans","startTime":1342.59,"endTime":1345.47,"body":"and if there are some numbers"},{"speaker":"Darrell Evans","startTime":1342.59,"endTime":1345.47,"body":"that were off, you got to answer"},{"speaker":"Darrell Evans","startTime":1345.47,"endTime":1349.94,"body":"questions as to why they're off."},{"speaker":"Darrell Evans","startTime":1345.47,"endTime":1349.94,"body":"And they knew what the variable"},{"speaker":"Darrell Evans","startTime":1349.97,"endTime":1353.18,"body":"and the variance could be."},{"speaker":"Darrell Evans","startTime":1349.97,"endTime":1353.18,"body":"Right? So if there was a number"},{"speaker":"Darrell Evans","startTime":1353.18,"endTime":1355.04,"body":"you reported, I'm making"},{"speaker":"Darrell Evans","startTime":1353.18,"endTime":1355.04,"body":"something up right now. But"},{"speaker":"Darrell Evans","startTime":1355.04,"endTime":1357.56,"body":"let's say your deletion"},{"speaker":"Darrell Evans","startTime":1355.04,"endTime":1357.56,"body":"percentage was 4%. They knew the"},{"speaker":"Darrell Evans","startTime":1357.56,"endTime":1361.4,"body":"variable should have been around"},{"speaker":"Darrell Evans","startTime":1357.56,"endTime":1361.4,"body":"2%. 4%'s way too high. So either"},{"speaker":"Darrell Evans","startTime":1361.43,"endTime":1363.98,"body":"(a) you've made a mistake in"},{"speaker":"Darrell Evans","startTime":1361.43,"endTime":1363.98,"body":"your calculation, or (b) someone"},{"speaker":"Darrell Evans","startTime":1363.98,"endTime":1367.97,"body":"stole money. That's easy."},{"speaker":"Darrell Evans","startTime":1363.98,"endTime":1367.97,"body":"Because the only reason your"},{"speaker":"Darrell Evans","startTime":1367.97,"endTime":1370.1,"body":"deletions will be high is if"},{"speaker":"Darrell Evans","startTime":1367.97,"endTime":1370.1,"body":"someone's stealing money."},{"speaker":"Darrell Evans","startTime":1370.1,"endTime":1372.32,"body":"They're making food, bringing"},{"speaker":"Darrell Evans","startTime":1370.1,"endTime":1372.32,"body":"stuff up, then they're deleting"},{"speaker":"Darrell Evans","startTime":1372.32,"endTime":1375.56,"body":"the items, and they're stealing"},{"speaker":"Darrell Evans","startTime":1372.32,"endTime":1375.56,"body":"the money. And it was a scam"},{"speaker":"Darrell Evans","startTime":1375.56,"endTime":1378.95,"body":"inside the fast food world."},{"speaker":"Darrell Evans","startTime":1375.56,"endTime":1378.95,"body":"Right? Where if you come through"},{"speaker":"Darrell Evans","startTime":1378.98,"endTime":1382.46,"body":"with your team, and we're in it"},{"speaker":"Darrell Evans","startTime":1378.98,"endTime":1382.46,"body":"together, and I tell four, you"},{"speaker":"Darrell Evans","startTime":1382.46,"endTime":1385.22,"body":"and five people to come through"},{"speaker":"Darrell Evans","startTime":1382.46,"endTime":1385.22,"body":"the drive thru, and we calculate"},{"speaker":"Darrell Evans","startTime":1385.22,"endTime":1388.34,"body":"what you're going to order. The"},{"speaker":"Darrell Evans","startTime":1385.22,"endTime":1388.34,"body":"order comes to 20 bucks, you"},{"speaker":"Darrell Evans","startTime":1388.34,"endTime":1390.92,"body":"give me the 20 bucks, I delete"},{"speaker":"Darrell Evans","startTime":1388.34,"endTime":1390.92,"body":"the order, give you the food,"},{"speaker":"Darrell Evans","startTime":1390.92,"endTime":1394.76,"body":"put the 20 bucks in my pocket."},{"speaker":"Darrell Evans","startTime":1390.92,"endTime":1394.76,"body":"It was a scam. There was Oh"},{"speaker":"Darrell Evans","startTime":1394.76,"endTime":1397.49,"body":"believe me, theft in a fast food"},{"speaker":"Darrell Evans","startTime":1394.76,"endTime":1397.49,"body":"restaurant is your biggest"},{"speaker":"Darrell Evans","startTime":1397.49,"endTime":1397.88,"body":"enemy."},{"speaker":"Nick Nalbach","startTime":1398.81,"endTime":1399.47,"body":"That's crazy."},{"speaker":"Darrell Evans","startTime":1399.47,"endTime":1402.5,"body":"So it happens."},{"speaker":"Darrell Evans","startTime":1399.47,"endTime":1402.5,"body":"And it happens in food too. So"},{"speaker":"Darrell Evans","startTime":1402.5,"endTime":1405.68,"body":"not just the money, it was food."},{"speaker":"Darrell Evans","startTime":1402.5,"endTime":1405.68,"body":"So as a GM you had to be, you"},{"speaker":"Darrell Evans","startTime":1405.68,"endTime":1406.73,"body":"had to keep your eye on stuff."},{"speaker":"Nick Nalbach","startTime":1407.15,"endTime":1408.8,"body":"Dang, that's,"},{"speaker":"Nick Nalbach","startTime":1407.15,"endTime":1408.8,"body":"that's nuts."},{"speaker":"Darrell Evans","startTime":1408.89,"endTime":1410.84,"body":"Yeah, I'm going"},{"speaker":"Darrell Evans","startTime":1408.89,"endTime":1410.84,"body":"back way back in the day of some"},{"speaker":"Darrell Evans","startTime":1410.84,"endTime":1412.91,"body":"stuff, man. But you're, you're"},{"speaker":"Darrell Evans","startTime":1410.84,"endTime":1412.91,"body":"making me remember some things."},{"speaker":"Nick Nalbach","startTime":1414.38,"endTime":1416.45,"body":"I love it. It's"},{"speaker":"Nick Nalbach","startTime":1414.38,"endTime":1416.45,"body":"really fascinating because it,"},{"speaker":"Nick Nalbach","startTime":1417.26,"endTime":1419.72,"body":"hearing you talk about it. Like"},{"speaker":"Nick Nalbach","startTime":1417.26,"endTime":1419.72,"body":"it's very clear how well it"},{"speaker":"Nick Nalbach","startTime":1419.72,"endTime":1423.65,"body":"translates over to a lot of the"},{"speaker":"Nick Nalbach","startTime":1419.72,"endTime":1423.65,"body":"things that we as entrepreneurs"},{"speaker":"Nick Nalbach","startTime":1423.65,"endTime":1427.37,"body":"do now, it's a little bit"},{"speaker":"Nick Nalbach","startTime":1423.65,"endTime":1427.37,"body":"different scenery, but it's,"},{"speaker":"Nick Nalbach","startTime":1427.37,"endTime":1432.92,"body":"it's really all the same thing."},{"speaker":"Nick Nalbach","startTime":1427.37,"endTime":1432.92,"body":"So I guess talk to me about"},{"speaker":"Nick Nalbach","startTime":1432.92,"endTime":1437.36,"body":"this, the business that you have"},{"speaker":"Nick Nalbach","startTime":1432.92,"endTime":1437.36,"body":"now like, how did you get into"},{"speaker":"Nick Nalbach","startTime":1437.72,"endTime":1440.48,"body":"what you're doing, the lead gen"},{"speaker":"Nick Nalbach","startTime":1437.72,"endTime":1440.48,"body":"and the sales."},{"speaker":"Darrell Evans","startTime":1440.9,"endTime":1444.08,"body":"Yeah. So it stems"},{"speaker":"Darrell Evans","startTime":1440.9,"endTime":1444.08,"body":"originally from, so in the 90s"},{"speaker":"Darrell Evans","startTime":1444.14,"endTime":1448.01,"body":"after I left, or I was still in"},{"speaker":"Darrell Evans","startTime":1444.14,"endTime":1448.01,"body":"college, and I was still at the"},{"speaker":"Darrell Evans","startTime":1448.01,"endTime":1451.4,"body":"restaurant, but I got involved"},{"speaker":"Darrell Evans","startTime":1448.01,"endTime":1451.4,"body":"in real estate and real estate"},{"speaker":"Darrell Evans","startTime":1451.4,"endTime":1454.13,"body":"was just something I was always"},{"speaker":"Darrell Evans","startTime":1451.4,"endTime":1454.13,"body":"interested in. I was a finance"},{"speaker":"Darrell Evans","startTime":1454.13,"endTime":1456.83,"body":"major in college. And so I was"},{"speaker":"Darrell Evans","startTime":1454.13,"endTime":1456.83,"body":"tossed between real estate and"},{"speaker":"Darrell Evans","startTime":1456.83,"endTime":1460.73,"body":"going to work on Wall Street and"},{"speaker":"Darrell Evans","startTime":1456.83,"endTime":1460.73,"body":"but again, once you're a real"},{"speaker":"Darrell Evans","startTime":1460.73,"endTime":1463.4,"body":"estate agent, you're really self"},{"speaker":"Darrell Evans","startTime":1460.73,"endTime":1463.4,"body":"employed, like they don't give"},{"speaker":"Darrell Evans","startTime":1463.4,"endTime":1465.74,"body":"you business. So you've got to"},{"speaker":"Darrell Evans","startTime":1463.4,"endTime":1465.74,"body":"go figure out your own business."},{"speaker":"Darrell Evans","startTime":1465.74,"endTime":1468.5,"body":"So marketing was one of my"},{"speaker":"Darrell Evans","startTime":1465.74,"endTime":1468.5,"body":"things that just took my"},{"speaker":"Darrell Evans","startTime":1468.5,"endTime":1470.99,"body":"interest. I didn't feel like"},{"speaker":"Darrell Evans","startTime":1468.5,"endTime":1470.99,"body":"selling was a problem for me"},{"speaker":"Darrell Evans","startTime":1470.99,"endTime":1473.69,"body":"because I'm just a relationship"},{"speaker":"Darrell Evans","startTime":1470.99,"endTime":1473.69,"body":"kind of guy. I just believe in,"},{"speaker":"Darrell Evans","startTime":1473.99,"endTime":1476.78,"body":"you know, the conversation that"},{"speaker":"Darrell Evans","startTime":1473.99,"endTime":1476.78,"body":"has to happen in sales and I can"},{"speaker":"Darrell Evans","startTime":1476.78,"endTime":1479.39,"body":"talk more about sales and why I"},{"speaker":"Darrell Evans","startTime":1476.78,"endTime":1479.39,"body":"don't ever think anyone selling"},{"speaker":"Darrell Evans","startTime":1479.39,"endTime":1483.05,"body":"anything ever, which is a hang"},{"speaker":"Darrell Evans","startTime":1479.39,"endTime":1483.05,"body":"up for most people. Some people"},{"speaker":"Darrell Evans","startTime":1483.05,"endTime":1485.6,"body":"think of sales as a bad thing."},{"speaker":"Darrell Evans","startTime":1483.05,"endTime":1485.6,"body":"And I talk about it differently"},{"speaker":"Darrell Evans","startTime":1485.6,"endTime":1489.32,"body":"as sales is just a conversation."},{"speaker":"Darrell Evans","startTime":1485.6,"endTime":1489.32,"body":"We can come back to that. So I"},{"speaker":"Darrell Evans","startTime":1489.32,"endTime":1492.44,"body":"took involved, I got interested"},{"speaker":"Darrell Evans","startTime":1489.32,"endTime":1492.44,"body":"in marketing and I ended up"},{"speaker":"Darrell Evans","startTime":1492.44,"endTime":1497.36,"body":"working with a guy. He was a top"},{"speaker":"Darrell Evans","startTime":1492.44,"endTime":1497.36,"body":"producing agent around '96. '95,"},{"speaker":"Darrell Evans","startTime":1497.36,"endTime":1502.34,"body":"'96 and I learned something from"},{"speaker":"Darrell Evans","startTime":1497.36,"endTime":1502.34,"body":"him about direct response"},{"speaker":"Darrell Evans","startTime":1502.34,"endTime":1505.91,"body":"marketing, whereby you're"},{"speaker":"Darrell Evans","startTime":1502.34,"endTime":1505.91,"body":"producing some sort of"},{"speaker":"Darrell Evans","startTime":1505.91,"endTime":1509.18,"body":"advertisement or marketing"},{"speaker":"Darrell Evans","startTime":1505.91,"endTime":1509.18,"body":"material, to a very specific"},{"speaker":"Darrell Evans","startTime":1509.18,"endTime":1512.45,"body":"target audience with a very"},{"speaker":"Darrell Evans","startTime":1509.18,"endTime":1512.45,"body":"specific really laser focused"},{"speaker":"Darrell Evans","startTime":1512.45,"endTime":1516.83,"body":"message, if and only if the"},{"speaker":"Darrell Evans","startTime":1512.45,"endTime":1516.83,"body":"thing on the messaging mattered"},{"speaker":"Darrell Evans","startTime":1516.83,"endTime":1520.28,"body":"to them when they raise their"},{"speaker":"Darrell Evans","startTime":1516.83,"endTime":1520.28,"body":"hand. Fast forward to 2000. I'm"},{"speaker":"Darrell Evans","startTime":1520.28,"endTime":1523.1,"body":"in the mortgage industry. And I"},{"speaker":"Darrell Evans","startTime":1520.28,"endTime":1523.1,"body":"left that, I'm still in real"},{"speaker":"Darrell Evans","startTime":1523.1,"endTime":1526.1,"body":"estate, but I preferred the"},{"speaker":"Darrell Evans","startTime":1523.1,"endTime":1526.1,"body":"mortgage side. So I'm a"},{"speaker":"Darrell Evans","startTime":1526.13,"endTime":1527.99,"body":"originator in the mortgage"},{"speaker":"Darrell Evans","startTime":1526.13,"endTime":1527.99,"body":"industry, independent"},{"speaker":"Darrell Evans","startTime":1527.99,"endTime":1532.25,"body":"contractor, self employed,"},{"speaker":"Darrell Evans","startTime":1527.99,"endTime":1532.25,"body":"basically. And I started getting"},{"speaker":"Darrell Evans","startTime":1532.25,"endTime":1536.18,"body":"involved in digital around '03."},{"speaker":"Darrell Evans","startTime":1532.25,"endTime":1536.18,"body":"So I got my first email"},{"speaker":"Darrell Evans","startTime":1536.18,"endTime":1538.79,"body":"marketing system in 2003,"},{"speaker":"Darrell Evans","startTime":1536.18,"endTime":1538.79,"body":"because I realized I'm saying"},{"speaker":"Darrell Evans","startTime":1538.79,"endTime":1540.89,"body":"the same thing to people over"},{"speaker":"Darrell Evans","startTime":1538.79,"endTime":1540.89,"body":"and over and over again, and"},{"speaker":"Darrell Evans","startTime":1540.89,"endTime":1543.89,"body":"over and over and over again."},{"speaker":"Darrell Evans","startTime":1540.89,"endTime":1543.89,"body":"And then there's the sales cycle"},{"speaker":"Darrell Evans","startTime":1543.89,"endTime":1547.55,"body":"for buying a house or getting a"},{"speaker":"Darrell Evans","startTime":1543.89,"endTime":1547.55,"body":"mortgage, it's not an emergency."},{"speaker":"Darrell Evans","startTime":1547.91,"endTime":1550.67,"body":"So for example, somebody could"},{"speaker":"Darrell Evans","startTime":1547.91,"endTime":1550.67,"body":"be transferring from one"},{"speaker":"Darrell Evans","startTime":1550.67,"endTime":1554.72,"body":"military base in Texas to Las"},{"speaker":"Darrell Evans","startTime":1550.67,"endTime":1554.72,"body":"Vegas, which is where I was. And"},{"speaker":"Darrell Evans","startTime":1554.78,"endTime":1558.38,"body":"they are inquiring about some"},{"speaker":"Darrell Evans","startTime":1554.78,"endTime":1558.38,"body":"things that they have to have in"},{"speaker":"Darrell Evans","startTime":1558.38,"endTime":1561.68,"body":"place 10 months from now. So"},{"speaker":"Darrell Evans","startTime":1558.38,"endTime":1561.68,"body":"there is no mortgage to write,"},{"speaker":"Darrell Evans","startTime":1561.68,"endTime":1565.46,"body":"there is no homes to go look"},{"speaker":"Darrell Evans","startTime":1561.68,"endTime":1565.46,"body":"for. But I've got to stay top of"},{"speaker":"Darrell Evans","startTime":1565.46,"endTime":1568.16,"body":"mind. And I've got to make sure"},{"speaker":"Darrell Evans","startTime":1565.46,"endTime":1568.16,"body":"that I'm relevant to them when"},{"speaker":"Darrell Evans","startTime":1568.16,"endTime":1571.25,"body":"it gets closer to the time. So I"},{"speaker":"Darrell Evans","startTime":1568.16,"endTime":1571.25,"body":"started using email marketing,"},{"speaker":"Darrell Evans","startTime":1571.25,"endTime":1574.91,"body":"fast forward to '05, I now co"},{"speaker":"Darrell Evans","startTime":1571.25,"endTime":1574.91,"body":"owned a mortgage company with"},{"speaker":"Darrell Evans","startTime":1574.91,"endTime":1578.66,"body":"some partners at the time. And"},{"speaker":"Darrell Evans","startTime":1574.91,"endTime":1578.66,"body":"we started, we started buying"},{"speaker":"Darrell Evans","startTime":1578.66,"endTime":1581.66,"body":"leads from lead generating"},{"speaker":"Darrell Evans","startTime":1578.66,"endTime":1581.66,"body":"companies online. So I started"},{"speaker":"Darrell Evans","startTime":1581.66,"endTime":1585.2,"body":"seeing the leveraging part power"},{"speaker":"Darrell Evans","startTime":1581.66,"endTime":1585.2,"body":"of the Internet. In that"},{"speaker":"Darrell Evans","startTime":1585.2,"endTime":1590.93,"body":"timeframe, 2003, 4 and 5,"},{"speaker":"Darrell Evans","startTime":1585.2,"endTime":1590.93,"body":"YouTube opens up. And I'm like,"},{"speaker":"Darrell Evans","startTime":1591.47,"endTime":1594.62,"body":"Oh, so now I can use a video to"},{"speaker":"Darrell Evans","startTime":1591.47,"endTime":1594.62,"body":"answer those frequently asked"},{"speaker":"Darrell Evans","startTime":1594.62,"endTime":1597.8,"body":"questions that I'm tired of"},{"speaker":"Darrell Evans","startTime":1594.62,"endTime":1597.8,"body":"answering 52 times a month for"},{"speaker":"Darrell Evans","startTime":1597.8,"endTime":1601.46,"body":"all my clients. They're relevant"},{"speaker":"Darrell Evans","startTime":1597.8,"endTime":1601.46,"body":"questions, but gosh, I'm tired"},{"speaker":"Darrell Evans","startTime":1601.46,"endTime":1604.31,"body":"of answering them on the phone."},{"speaker":"Darrell Evans","startTime":1601.46,"endTime":1604.31,"body":"You know, I hate to tell you,"},{"speaker":"Darrell Evans","startTime":1604.31,"endTime":1606.74,"body":"but when you're doing 30 to 50"},{"speaker":"Darrell Evans","startTime":1604.31,"endTime":1606.74,"body":"loan applications a month for"},{"speaker":"Darrell Evans","startTime":1606.74,"endTime":1609.59,"body":"clients, which was a good month"},{"speaker":"Darrell Evans","startTime":1606.74,"endTime":1609.59,"body":"for me, I mean, probably an"},{"speaker":"Darrell Evans","startTime":1609.59,"endTime":1613.82,"body":"average of 20 to 25 on average."},{"speaker":"Darrell Evans","startTime":1609.59,"endTime":1613.82,"body":"I'm saying the same things over"},{"speaker":"Darrell Evans","startTime":1613.82,"endTime":1616.19,"body":"and over again. And I'm like,"},{"speaker":"Darrell Evans","startTime":1613.82,"endTime":1616.19,"body":"gosh, this is too, this is"},{"speaker":"Darrell Evans","startTime":1616.19,"endTime":1619.64,"body":"draining, like so I said, Okay,"},{"speaker":"Darrell Evans","startTime":1616.19,"endTime":1619.64,"body":"why don't I record all the"},{"speaker":"Darrell Evans","startTime":1619.64,"endTime":1622.79,"body":"frequently asked questions on"},{"speaker":"Darrell Evans","startTime":1619.64,"endTime":1622.79,"body":"YouTube, or I'm sorry, on a"},{"speaker":"Darrell Evans","startTime":1622.79,"endTime":1626.48,"body":"video recorder, camcorder at the"},{"speaker":"Darrell Evans","startTime":1622.79,"endTime":1626.48,"body":"time, transfer them to the"},{"speaker":"Darrell Evans","startTime":1626.48,"endTime":1629.84,"body":"computer with a FireWire which"},{"speaker":"Darrell Evans","startTime":1626.48,"endTime":1629.84,"body":"anybody listening to show that"},{"speaker":"Darrell Evans","startTime":1629.84,"endTime":1631.64,"body":"don't know what that is look"},{"speaker":"Darrell Evans","startTime":1629.84,"endTime":1631.64,"body":"that one up for kicks and"},{"speaker":"Darrell Evans","startTime":1631.64,"endTime":1634.22,"body":"giggles, it would take eight"},{"speaker":"Darrell Evans","startTime":1631.64,"endTime":1634.22,"body":"hours to get the stuff from my"},{"speaker":"Darrell Evans","startTime":1634.22,"endTime":1637.01,"body":"camcorder to the computer."},{"speaker":"Darrell Evans","startTime":1634.22,"endTime":1637.01,"body":"Anyway, I'd finally make them up"},{"speaker":"Darrell Evans","startTime":1637.01,"endTime":1640.82,"body":"to YouTube. And so that was my"},{"speaker":"Darrell Evans","startTime":1637.01,"endTime":1640.82,"body":"first YouTube channel 2007. And"},{"speaker":"Darrell Evans","startTime":1640.82,"endTime":1643.07,"body":"it wasn't to be a famous"},{"speaker":"Darrell Evans","startTime":1640.82,"endTime":1643.07,"body":"YouTuber like you see today, it"},{"speaker":"Darrell Evans","startTime":1643.07,"endTime":1646.1,"body":"was to take what was in my head"},{"speaker":"Darrell Evans","startTime":1643.07,"endTime":1646.1,"body":"that would come out of my mouth"},{"speaker":"Darrell Evans","startTime":1646.31,"endTime":1649.67,"body":"for a customer or prospective"},{"speaker":"Darrell Evans","startTime":1646.31,"endTime":1649.67,"body":"customer who had a valid"},{"speaker":"Darrell Evans","startTime":1649.67,"endTime":1652.52,"body":"question to ask, but I would"},{"speaker":"Darrell Evans","startTime":1649.67,"endTime":1652.52,"body":"just direct them to my YouTube"},{"speaker":"Darrell Evans","startTime":1652.52,"endTime":1654.32,"body":"channel. And then they would get"},{"speaker":"Darrell Evans","startTime":1652.52,"endTime":1654.32,"body":"all the answers to their"},{"speaker":"Darrell Evans","startTime":1654.32,"endTime":1657.98,"body":"questions at once. And it would"},{"speaker":"Darrell Evans","startTime":1654.32,"endTime":1657.98,"body":"increase my level of trust and"},{"speaker":"Darrell Evans","startTime":1657.98,"endTime":1661.04,"body":"authority and would actually"},{"speaker":"Darrell Evans","startTime":1657.98,"endTime":1661.04,"body":"help them build a relationship"},{"speaker":"Darrell Evans","startTime":1661.04,"endTime":1663.95,"body":"with me even before we met or"},{"speaker":"Darrell Evans","startTime":1661.04,"endTime":1663.95,"body":"even before we had a number of"},{"speaker":"Darrell Evans","startTime":1664.13,"endTime":1667.49,"body":"face to face interactions. So I"},{"speaker":"Darrell Evans","startTime":1664.13,"endTime":1667.49,"body":"just became fascinated with the"},{"speaker":"Darrell Evans","startTime":1667.49,"endTime":1670.28,"body":"leveraging component. And then"},{"speaker":"Darrell Evans","startTime":1667.49,"endTime":1670.28,"body":"as the internet continued to"},{"speaker":"Darrell Evans","startTime":1670.28,"endTime":1673.49,"body":"take off, and more and more"},{"speaker":"Darrell Evans","startTime":1670.28,"endTime":1673.49,"body":"people went to search online for"},{"speaker":"Darrell Evans","startTime":1673.49,"endTime":1678.29,"body":"questions, for queries and for"},{"speaker":"Darrell Evans","startTime":1673.49,"endTime":1678.29,"body":"services and for products. I was"},{"speaker":"Darrell Evans","startTime":1678.29,"endTime":1680.9,"body":"just like, no one else around me"},{"speaker":"Darrell Evans","startTime":1678.29,"endTime":1680.9,"body":"was doing it. And I'm like,"},{"speaker":"Darrell Evans","startTime":1681.38,"endTime":1685.55,"body":"nobody's doing this, like, am I"},{"speaker":"Darrell Evans","startTime":1681.38,"endTime":1685.55,"body":"an anomaly or something? So the"},{"speaker":"Darrell Evans","startTime":1685.58,"endTime":1689.6,"body":"market crashes in '08, obviously"},{"speaker":"Darrell Evans","startTime":1685.58,"endTime":1689.6,"body":"and you know, I take my lumps,"},{"speaker":"Darrell Evans","startTime":1689.6,"endTime":1692.03,"body":"just like the rest of them. The"},{"speaker":"Darrell Evans","startTime":1689.6,"endTime":1692.03,"body":"rest of us in the industry, we,"},{"speaker":"Darrell Evans","startTime":1692.03,"endTime":1695.81,"body":"we got beat up. And I was still"},{"speaker":"Darrell Evans","startTime":1692.03,"endTime":1695.81,"body":"doing well. Like I mean, I got"},{"speaker":"Darrell Evans","startTime":1695.81,"endTime":1699.08,"body":"beat up because of what"},{"speaker":"Darrell Evans","startTime":1695.81,"endTime":1699.08,"body":"happened. But I bounced back and"},{"speaker":"Darrell Evans","startTime":1699.08,"endTime":1700.85,"body":"recovered. And my business was"},{"speaker":"Darrell Evans","startTime":1699.08,"endTime":1700.85,"body":"booming. And I'm getting"},{"speaker":"Darrell Evans","startTime":1700.85,"endTime":1703.37,"body":"business from people in and out"},{"speaker":"Darrell Evans","startTime":1700.85,"endTime":1703.37,"body":"of the country. And they're all"},{"speaker":"Darrell Evans","startTime":1703.37,"endTime":1705.8,"body":"finding me online. And they're"},{"speaker":"Darrell Evans","startTime":1703.37,"endTime":1705.8,"body":"finding me on forums, and"},{"speaker":"Darrell Evans","startTime":1705.8,"endTime":1709.04,"body":"they're finding me on these"},{"speaker":"Darrell Evans","startTime":1705.8,"endTime":1709.04,"body":"sites. And I'm like, but"},{"speaker":"Darrell Evans","startTime":1709.28,"endTime":1711.62,"body":"nobody's doing this? Because a"},{"speaker":"Darrell Evans","startTime":1709.28,"endTime":1711.62,"body":"lot of my friends were"},{"speaker":"Darrell Evans","startTime":1711.62,"endTime":1713.66,"body":"struggling. They're like how you"},{"speaker":"Darrell Evans","startTime":1711.62,"endTime":1713.66,"body":"closing loans? Ain't nobody"},{"speaker":"Darrell Evans","startTime":1713.66,"endTime":1717.05,"body":"buying nothing. I'm like, I'm"},{"speaker":"Darrell Evans","startTime":1713.66,"endTime":1717.05,"body":"using the internet, this thing"},{"speaker":"Darrell Evans","startTime":1717.05,"endTime":1718.31,"body":"called the internet. You ever"},{"speaker":"Darrell Evans","startTime":1717.05,"endTime":1718.31,"body":"heard of it?"},{"speaker":"Nick Nalbach","startTime":1719.06,"endTime":1719.69,"body":"That's crazy!"},{"speaker":"Darrell Evans","startTime":1719.69,"endTime":1723.89,"body":"Yeah, this thing"},{"speaker":"Darrell Evans","startTime":1719.69,"endTime":1723.89,"body":"called the internet. And so I"},{"speaker":"Darrell Evans","startTime":1723.89,"endTime":1727.46,"body":"just had an awareness, one of"},{"speaker":"Darrell Evans","startTime":1723.89,"endTime":1727.46,"body":"those things. I'm like, oh, not"},{"speaker":"Darrell Evans","startTime":1727.46,"endTime":1731.45,"body":"enough people know what the"},{"speaker":"Darrell Evans","startTime":1727.46,"endTime":1731.45,"body":"power of this is? They don't"},{"speaker":"Darrell Evans","startTime":1731.45,"endTime":1733.58,"body":"know that they could work"},{"speaker":"Darrell Evans","startTime":1731.45,"endTime":1733.58,"body":"smarter instead of harder? They"},{"speaker":"Darrell Evans","startTime":1733.58,"endTime":1736.4,"body":"don't know that they could stop"},{"speaker":"Darrell Evans","startTime":1733.58,"endTime":1736.4,"body":"going to networking groups, one"},{"speaker":"Darrell Evans","startTime":1736.4,"endTime":1739.55,"body":"on one. I'm not saying anything"},{"speaker":"Darrell Evans","startTime":1736.4,"endTime":1739.55,"body":"bad about networking groups but"},{"speaker":"Darrell Evans","startTime":1739.61,"endTime":1741.83,"body":"they don't know that they could"},{"speaker":"Darrell Evans","startTime":1739.61,"endTime":1741.83,"body":"say something once and have"},{"speaker":"Darrell Evans","startTime":1741.83,"endTime":1745.79,"body":"thousands of people hear it?"},{"speaker":"Darrell Evans","startTime":1741.83,"endTime":1745.79,"body":"They don't know that actually"},{"speaker":"Darrell Evans","startTime":1746.03,"endTime":1749.57,"body":"that if people agree, most of"},{"speaker":"Darrell Evans","startTime":1746.03,"endTime":1749.57,"body":"the time. Nick, people agree"},{"speaker":"Darrell Evans","startTime":1749.57,"endTime":1752.09,"body":"when I ask this question. Do you"},{"speaker":"Darrell Evans","startTime":1749.57,"endTime":1752.09,"body":"believe people buy from people"},{"speaker":"Darrell Evans","startTime":1752.09,"endTime":1756.56,"body":"they know, like and trust? 9 out"},{"speaker":"Darrell Evans","startTime":1752.09,"endTime":1756.56,"body":"of 10 business owners agree with"},{"speaker":"Darrell Evans","startTime":1756.56,"endTime":1760.91,"body":"that statement. Then, if there"},{"speaker":"Darrell Evans","startTime":1756.56,"endTime":1760.91,"body":"was a way to get them to know,"},{"speaker":"Darrell Evans","startTime":1760.91,"endTime":1765.08,"body":"like and trust you, without you"},{"speaker":"Darrell Evans","startTime":1760.91,"endTime":1765.08,"body":"having to be there face to face"},{"speaker":"Darrell Evans","startTime":1765.08,"endTime":1767.69,"body":"and shaking their hands, belly"},{"speaker":"Darrell Evans","startTime":1765.08,"endTime":1767.69,"body":"to belly as I used to call it,"},{"speaker":"Darrell Evans","startTime":1768.02,"endTime":1769.22,"body":"would you want to do that?"},{"speaker":"Nick Nalbach","startTime":1770.36,"endTime":1770.69,"body":"Yeah."},{"speaker":"Darrell Evans","startTime":1770.72,"endTime":1772.34,"body":"Well yeah I'd"},{"speaker":"Darrell Evans","startTime":1770.72,"endTime":1772.34,"body":"like to do that. And I'm like"},{"speaker":"Darrell Evans","startTime":1772.34,"endTime":1774.98,"body":"great, well shoot these videos"},{"speaker":"Darrell Evans","startTime":1772.34,"endTime":1774.98,"body":"and then that's where I'd get a"},{"speaker":"Darrell Evans","startTime":1774.98,"endTime":1778.52,"body":"blank stare. Cos the idea of"},{"speaker":"Darrell Evans","startTime":1774.98,"endTime":1778.52,"body":"them sitting in front of a"},{"speaker":"Darrell Evans","startTime":1778.52,"endTime":1782.81,"body":"camera just kills 'em. So I was"},{"speaker":"Darrell Evans","startTime":1778.52,"endTime":1782.81,"body":"like, Okay, there's a world of"},{"speaker":"Darrell Evans","startTime":1782.81,"endTime":1785.51,"body":"opportunity here. So that's what"},{"speaker":"Darrell Evans","startTime":1782.81,"endTime":1785.51,"body":"got me curious. I started"},{"speaker":"Darrell Evans","startTime":1785.51,"endTime":1788.39,"body":"working one on one with some"},{"speaker":"Darrell Evans","startTime":1785.51,"endTime":1788.39,"body":"businesses. And I was at a"},{"speaker":"Darrell Evans","startTime":1788.39,"endTime":1791.18,"body":"decision point in the mortgage"},{"speaker":"Darrell Evans","startTime":1788.39,"endTime":1791.18,"body":"industry around some life"},{"speaker":"Darrell Evans","startTime":1791.18,"endTime":1793.88,"body":"decisions and business decisions"},{"speaker":"Darrell Evans","startTime":1791.18,"endTime":1793.88,"body":"that I was making and kind of my"},{"speaker":"Darrell Evans","startTime":1793.88,"endTime":1798.02,"body":"life plan. And I just decided to"},{"speaker":"Darrell Evans","startTime":1793.88,"endTime":1798.02,"body":"make it, I could see doing this"},{"speaker":"Darrell Evans","startTime":1798.02,"endTime":1801.02,"body":"for the rest of my life. I"},{"speaker":"Darrell Evans","startTime":1798.02,"endTime":1801.02,"body":"couldn't see during the mortgage"},{"speaker":"Darrell Evans","startTime":1801.02,"endTime":1803.0,"body":"industry for the rest of my"},{"speaker":"Darrell Evans","startTime":1801.02,"endTime":1803.0,"body":"life, I enjoyed it. I had a"},{"speaker":"Darrell Evans","startTime":1803.0,"endTime":1805.73,"body":"blast. I was great at it. I had"},{"speaker":"Darrell Evans","startTime":1803.0,"endTime":1805.73,"body":"great friends I still had great"},{"speaker":"Darrell Evans","startTime":1805.73,"endTime":1809.03,"body":"relationships in the industry,"},{"speaker":"Darrell Evans","startTime":1805.73,"endTime":1809.03,"body":"in that industry. But I was"},{"speaker":"Darrell Evans","startTime":1809.03,"endTime":1810.95,"body":"like, Yeah, I don't know if I"},{"speaker":"Darrell Evans","startTime":1809.03,"endTime":1810.95,"body":"want to do this the rest of my"},{"speaker":"Darrell Evans","startTime":1810.95,"endTime":1813.95,"body":"life I. So I wanted something"},{"speaker":"Darrell Evans","startTime":1810.95,"endTime":1813.95,"body":"where I could work from anywhere"},{"speaker":"Darrell Evans","startTime":1813.98,"endTime":1815.9,"body":"on the planet, I wanted to be"},{"speaker":"Darrell Evans","startTime":1813.98,"endTime":1815.9,"body":"able to work from a mobile"},{"speaker":"Darrell Evans","startTime":1815.9,"endTime":1819.47,"body":"device or laptop, on any planet"},{"speaker":"Darrell Evans","startTime":1815.9,"endTime":1819.47,"body":"in the country in the world,"},{"speaker":"Darrell Evans","startTime":1819.47,"endTime":1822.8,"body":"sorry. Or any planet in the"},{"speaker":"Darrell Evans","startTime":1819.47,"endTime":1822.8,"body":"country, any country on the"},{"speaker":"Darrell Evans","startTime":1822.8,"endTime":1826.49,"body":"planet. So maybe one day we'll"},{"speaker":"Darrell Evans","startTime":1822.8,"endTime":1826.49,"body":"be on other planets, who knows."},{"speaker":"Darrell Evans","startTime":1828.17,"endTime":1830.87,"body":"And so that was part of my"},{"speaker":"Darrell Evans","startTime":1828.17,"endTime":1830.87,"body":"design. And that was part of the"},{"speaker":"Darrell Evans","startTime":1830.87,"endTime":1833.09,"body":"way my life was developing. And"},{"speaker":"Darrell Evans","startTime":1830.87,"endTime":1833.09,"body":"that was something I said, and I"},{"speaker":"Darrell Evans","startTime":1833.09,"endTime":1835.76,"body":"said, You know what, I think"},{"speaker":"Darrell Evans","startTime":1833.09,"endTime":1835.76,"body":"this digital thing, no one seems"},{"speaker":"Darrell Evans","startTime":1835.76,"endTime":1838.97,"body":"to get it and I seem to get it."},{"speaker":"Darrell Evans","startTime":1835.76,"endTime":1838.97,"body":"So a lot of people get it now."},{"speaker":"Darrell Evans","startTime":1840.62,"endTime":1842.51,"body":"That's, that's what led me to"},{"speaker":"Darrell Evans","startTime":1840.62,"endTime":1842.51,"body":"where we are."},{"speaker":"Nick Nalbach","startTime":1843.44,"endTime":1849.08,"body":"That's an"},{"speaker":"Nick Nalbach","startTime":1843.44,"endTime":1849.08,"body":"incredible story man. It kind"},{"speaker":"Nick Nalbach","startTime":1849.08,"endTime":1850.88,"body":"of, it kind of blows my mind, it"},{"speaker":"Nick Nalbach","startTime":1849.08,"endTime":1850.88,"body":"goes back to your superpower,"},{"speaker":"Nick Nalbach","startTime":1850.88,"endTime":1854.27,"body":"that intuition to even just get"},{"speaker":"Nick Nalbach","startTime":1850.88,"endTime":1854.27,"body":"on video. So I was thinking, I"},{"speaker":"Nick Nalbach","startTime":1854.27,"endTime":1855.83,"body":"was actually having a"},{"speaker":"Nick Nalbach","startTime":1854.27,"endTime":1855.83,"body":"conversation just today with"},{"speaker":"Nick Nalbach","startTime":1855.83,"endTime":1859.58,"body":"someone. And we were talking"},{"speaker":"Nick Nalbach","startTime":1855.83,"endTime":1859.58,"body":"about, like how new of a"},{"speaker":"Nick Nalbach","startTime":1859.58,"endTime":1863.39,"body":"platform podcasting still is."},{"speaker":"Nick Nalbach","startTime":1859.58,"endTime":1863.39,"body":"It's like, imagine you could go"},{"speaker":"Nick Nalbach","startTime":1863.39,"endTime":1865.85,"body":"back to when YouTube just"},{"speaker":"Nick Nalbach","startTime":1863.39,"endTime":1865.85,"body":"started and like start putting"},{"speaker":"Nick Nalbach","startTime":1865.85,"endTime":1868.01,"body":"content out. Like if you could"},{"speaker":"Nick Nalbach","startTime":1865.85,"endTime":1868.01,"body":"go back right now and start"},{"speaker":"Nick Nalbach","startTime":1868.01,"endTime":1870.44,"body":"putting content on YouTube, you"},{"speaker":"Nick Nalbach","startTime":1868.01,"endTime":1870.44,"body":"would do it, knowing how big"},{"speaker":"Nick Nalbach","startTime":1870.44,"endTime":1870.83,"body":"it's gotten."},{"speaker":"Darrell Evans","startTime":1870.83,"endTime":1874.16,"body":"Yeah. My mistake"},{"speaker":"Darrell Evans","startTime":1870.83,"endTime":1874.16,"body":"was, I stopped. Like, I did do"},{"speaker":"Darrell Evans","startTime":1874.19,"endTime":1876.74,"body":"what I needed to do for the"},{"speaker":"Darrell Evans","startTime":1874.19,"endTime":1876.74,"body":"product and for the window. I"},{"speaker":"Darrell Evans","startTime":1876.74,"endTime":1880.61,"body":"didn't do what, I didn't even"},{"speaker":"Darrell Evans","startTime":1876.74,"endTime":1880.61,"body":"think about that. So I miss a"},{"speaker":"Darrell Evans","startTime":1880.61,"endTime":1885.2,"body":"lot, I missed the idea of that,"},{"speaker":"Darrell Evans","startTime":1880.61,"endTime":1885.2,"body":"and never crossed my mind. I was"},{"speaker":"Darrell Evans","startTime":1885.2,"endTime":1888.83,"body":"solely focused on the laser"},{"speaker":"Darrell Evans","startTime":1885.2,"endTime":1888.83,"body":"focus of serving my customers"},{"speaker":"Darrell Evans","startTime":1888.83,"endTime":1892.91,"body":"and being a resource. That's one"},{"speaker":"Darrell Evans","startTime":1888.83,"endTime":1892.91,"body":"of my core, my core beliefs is"},{"speaker":"Darrell Evans","startTime":1892.91,"endTime":1897.5,"body":"that great businesses and great"},{"speaker":"Darrell Evans","startTime":1892.91,"endTime":1897.5,"body":"professionals are resources to"},{"speaker":"Darrell Evans","startTime":1897.5,"endTime":1901.67,"body":"their clients first, then sales"},{"speaker":"Darrell Evans","startTime":1897.5,"endTime":1901.67,"body":"happen. And so it's just"},{"speaker":"Darrell Evans","startTime":1901.67,"endTime":1904.61,"body":"something I believed in. I never"},{"speaker":"Darrell Evans","startTime":1901.67,"endTime":1904.61,"body":"thought about the idea of"},{"speaker":"Darrell Evans","startTime":1904.61,"endTime":1907.76,"body":"recording content and all that."},{"speaker":"Darrell Evans","startTime":1904.61,"endTime":1907.76,"body":"I have missed a lot of stuff"},{"speaker":"Darrell Evans","startTime":1907.76,"endTime":1910.85,"body":"like Bitcoin got produced."},{"speaker":"Darrell Evans","startTime":1907.76,"endTime":1910.85,"body":"Bitcoin, just to be funny, not"},{"speaker":"Darrell Evans","startTime":1910.85,"endTime":1913.82,"body":"funny, really not funny."},{"speaker":"Darrell Evans","startTime":1910.85,"endTime":1913.82,"body":"Somebody who worked for our"},{"speaker":"Darrell Evans","startTime":1913.82,"endTime":1918.77,"body":"company in 2013, or 14 wanted to"},{"speaker":"Darrell Evans","startTime":1913.82,"endTime":1918.77,"body":"mine Bitcoin in my company and"},{"speaker":"Darrell Evans","startTime":1918.77,"endTime":1922.91,"body":"make us a partner. And I was"},{"speaker":"Darrell Evans","startTime":1918.77,"endTime":1922.91,"body":"like, Okay, give it a shot. My"},{"speaker":"Darrell Evans","startTime":1922.91,"endTime":1925.25,"body":"partner and I were like, give it"},{"speaker":"Darrell Evans","startTime":1922.91,"endTime":1925.25,"body":"a shot. And then we saw the"},{"speaker":"Darrell Evans","startTime":1925.25,"endTime":1927.65,"body":"electricity bill and we're like,"},{"speaker":"Darrell Evans","startTime":1925.25,"endTime":1927.65,"body":"cut that shit off. I mean, I'm"},{"speaker":"Darrell Evans","startTime":1927.65,"endTime":1932.9,"body":"sorry, I shouldn't have cussed,"},{"speaker":"Darrell Evans","startTime":1927.65,"endTime":1932.9,"body":"I'm sorry. Like, we're like,"},{"speaker":"Darrell Evans","startTime":1932.9,"endTime":1937.1,"body":"turn that mess off. Like, we"},{"speaker":"Darrell Evans","startTime":1932.9,"endTime":1937.1,"body":"just didn't understand it. Now"},{"speaker":"Darrell Evans","startTime":1937.1,"endTime":1940.34,"body":"imagine if we'd been mining"},{"speaker":"Darrell Evans","startTime":1937.1,"endTime":1940.34,"body":"Bitcoin since 2014. You might"},{"speaker":"Darrell Evans","startTime":1940.34,"endTime":1942.65,"body":"not even be talking to me right"},{"speaker":"Darrell Evans","startTime":1940.34,"endTime":1942.65,"body":"now. Shoot, I might be on Pluto"},{"speaker":"Darrell Evans","startTime":1942.65,"endTime":1948.23,"body":"somewhere. Anyway, so I'm not, I"},{"speaker":"Darrell Evans","startTime":1942.65,"endTime":1948.23,"body":"don't have all, I don't, I don't"},{"speaker":"Darrell Evans","startTime":1948.23,"endTime":1950.39,"body":"have the crystal ball to all"},{"speaker":"Darrell Evans","startTime":1948.23,"endTime":1950.39,"body":"things. I missed a bunch of"},{"speaker":"Darrell Evans","startTime":1950.39,"endTime":1951.2,"body":"things in my run."},{"speaker":"Nick Nalbach","startTime":1956.0,"endTime":1961.28,"body":"So okay, let's"},{"speaker":"Nick Nalbach","startTime":1956.0,"endTime":1961.28,"body":"kind of transition into a little"},{"speaker":"Nick Nalbach","startTime":1961.28,"endTime":1966.05,"body":"bit more of the actionable stuff"},{"speaker":"Nick Nalbach","startTime":1961.28,"endTime":1966.05,"body":"here. First off, you said"},{"speaker":"Nick Nalbach","startTime":1966.05,"endTime":1967.97,"body":"something earlier in the episode"},{"speaker":"Nick Nalbach","startTime":1966.05,"endTime":1967.97,"body":"that I think is really"},{"speaker":"Nick Nalbach","startTime":1967.97,"endTime":1972.77,"body":"interesting. Your, your focus is"},{"speaker":"Nick Nalbach","startTime":1967.97,"endTime":1972.77,"body":"on generating leads outside of"},{"speaker":"Nick Nalbach","startTime":1972.77,"endTime":1978.53,"body":"like the content realm. Is that,"},{"speaker":"Nick Nalbach","startTime":1972.77,"endTime":1978.53,"body":"so as opposed to like driving"},{"speaker":"Nick Nalbach","startTime":1978.53,"endTime":1980.96,"body":"people with content creation"},{"speaker":"Nick Nalbach","startTime":1978.53,"endTime":1980.96,"body":"type of thing, like building the"},{"speaker":"Nick Nalbach","startTime":1980.96,"endTime":1982.91,"body":"audience like that type? Is that"},{"speaker":"Nick Nalbach","startTime":1980.96,"endTime":1982.91,"body":"what you mean by that?"},{"speaker":"Darrell Evans","startTime":1983.24,"endTime":1986.66,"body":"We do, we do it"},{"speaker":"Darrell Evans","startTime":1983.24,"endTime":1986.66,"body":"all. However, yeah, we do it"},{"speaker":"Darrell Evans","startTime":1986.66,"endTime":1988.94,"body":"all. We use content SEO. That"},{"speaker":"Darrell Evans","startTime":1986.66,"endTime":1988.94,"body":"was actually how we started the"},{"speaker":"Darrell Evans","startTime":1988.94,"endTime":1997.1,"body":"company. I think today in 2022,"},{"speaker":"Darrell Evans","startTime":1988.94,"endTime":1997.1,"body":"different than 2010, 11 is that"},{"speaker":"Darrell Evans","startTime":1997.16,"endTime":2002.26,"body":"it's not novel anymore. Meaning"},{"speaker":"Darrell Evans","startTime":1997.16,"endTime":2002.26,"body":"everyone's involved in SEO."},{"speaker":"Darrell Evans","startTime":2002.26,"endTime":2005.44,"body":"Everyone wants to write content."},{"speaker":"Darrell Evans","startTime":2002.26,"endTime":2005.44,"body":"There's no shortage of blog"},{"speaker":"Darrell Evans","startTime":2005.44,"endTime":2009.82,"body":"posts. The problem is a business"},{"speaker":"Darrell Evans","startTime":2005.44,"endTime":2009.82,"body":"that's just getting started with"},{"speaker":"Darrell Evans","startTime":2009.82,"endTime":2013.9,"body":"their digital journey today, or"},{"speaker":"Darrell Evans","startTime":2009.82,"endTime":2013.9,"body":"a business that's been around"},{"speaker":"Darrell Evans","startTime":2013.9,"endTime":2018.04,"body":"for a while who's just getting"},{"speaker":"Darrell Evans","startTime":2013.9,"endTime":2018.04,"body":"serious about their digital"},{"speaker":"Darrell Evans","startTime":2018.1,"endTime":2021.91,"body":"online customer acquisition"},{"speaker":"Darrell Evans","startTime":2018.1,"endTime":2021.91,"body":"process. There's a mountain to"},{"speaker":"Darrell Evans","startTime":2021.91,"endTime":2026.98,"body":"climb that they can't bear to"},{"speaker":"Darrell Evans","startTime":2021.91,"endTime":2026.98,"body":"carry. Here's what I mean. It"},{"speaker":"Darrell Evans","startTime":2026.98,"endTime":2029.83,"body":"used to be we could take a"},{"speaker":"Darrell Evans","startTime":2026.98,"endTime":2029.83,"body":"client back in 2010, 11, 12, 13,"},{"speaker":"Darrell Evans","startTime":2029.83,"endTime":2032.98,"body":"maybe even up to 14 and 15. No"},{"speaker":"Darrell Evans","startTime":2029.83,"endTime":2032.98,"body":"problem, take them from no"},{"speaker":"Darrell Evans","startTime":2032.98,"endTime":2037.0,"body":"online presence to first page of"},{"speaker":"Darrell Evans","startTime":2032.98,"endTime":2037.0,"body":"Google in a couple of months, no"},{"speaker":"Darrell Evans","startTime":2037.0,"endTime":2039.49,"body":"problem and have leads coming"},{"speaker":"Darrell Evans","startTime":2037.0,"endTime":2039.49,"body":"through the door no problem."},{"speaker":"Darrell Evans","startTime":2040.51,"endTime":2044.77,"body":"Today, especially in this gig"},{"speaker":"Darrell Evans","startTime":2040.51,"endTime":2044.77,"body":"economy, especially with the"},{"speaker":"Darrell Evans","startTime":2044.77,"endTime":2049.33,"body":"world of YouTube University and"},{"speaker":"Darrell Evans","startTime":2044.77,"endTime":2049.33,"body":"Udemy dot coms and HubSpot"},{"speaker":"Darrell Evans","startTime":2049.33,"endTime":2053.02,"body":"academies, and everyone's"},{"speaker":"Darrell Evans","startTime":2049.33,"endTime":2053.02,"body":"teaching how to do it. And then"},{"speaker":"Darrell Evans","startTime":2053.02,"endTime":2057.85,"body":"now with the globalization, it's"},{"speaker":"Darrell Evans","startTime":2053.02,"endTime":2057.85,"body":"been a commoditized conversation"},{"speaker":"Darrell Evans","startTime":2058.36,"endTime":2061.66,"body":"that everybody's doing. So when"},{"speaker":"Darrell Evans","startTime":2058.36,"endTime":2061.66,"body":"you want to stand out in the"},{"speaker":"Darrell Evans","startTime":2061.66,"endTime":2066.01,"body":"market, you've got to get better"},{"speaker":"Darrell Evans","startTime":2061.66,"endTime":2066.01,"body":"at getting the client a result."},{"speaker":"Darrell Evans","startTime":2066.28,"endTime":2068.68,"body":"And so the question that I"},{"speaker":"Darrell Evans","startTime":2066.28,"endTime":2068.68,"body":"always operate from and I got"},{"speaker":"Darrell Evans","startTime":2068.68,"endTime":2072.1,"body":"taught this in 2002, by one of"},{"speaker":"Darrell Evans","startTime":2068.68,"endTime":2072.1,"body":"my early business coaches, and"},{"speaker":"Darrell Evans","startTime":2072.1,"endTime":2077.08,"body":"that is what would you do if you"},{"speaker":"Darrell Evans","startTime":2072.1,"endTime":2077.08,"body":"only got paid when the client"},{"speaker":"Darrell Evans","startTime":2077.08,"endTime":2083.62,"body":"got a result? What would you do"},{"speaker":"Darrell Evans","startTime":2077.08,"endTime":2083.62,"body":"if you only got paid when a"},{"speaker":"Darrell Evans","startTime":2083.62,"endTime":2088.93,"body":"client got a result? The result"},{"speaker":"Darrell Evans","startTime":2083.62,"endTime":2088.93,"body":"is the key phrase, not what"},{"speaker":"Darrell Evans","startTime":2088.93,"endTime":2092.47,"body":"would you do when they pay you"},{"speaker":"Darrell Evans","startTime":2088.93,"endTime":2092.47,"body":"for the retainer? What would"},{"speaker":"Darrell Evans","startTime":2092.47,"endTime":2095.83,"body":"they do? Right? It's what would"},{"speaker":"Darrell Evans","startTime":2092.47,"endTime":2095.83,"body":"they do? What would you do if"},{"speaker":"Darrell Evans","startTime":2095.83,"endTime":2098.89,"body":"you only got paid when they,"},{"speaker":"Darrell Evans","startTime":2095.83,"endTime":2098.89,"body":"when you got them a result?"},{"speaker":"Darrell Evans","startTime":2099.46,"endTime":2104.8,"body":"Well, today, it's not realistic"},{"speaker":"Darrell Evans","startTime":2099.46,"endTime":2104.8,"body":"to get them a result with SEO,"},{"speaker":"Darrell Evans","startTime":2105.25,"endTime":2107.8,"body":"if they're just, if they're in"},{"speaker":"Darrell Evans","startTime":2105.25,"endTime":2107.8,"body":"their early stage of getting"},{"speaker":"Darrell Evans","startTime":2107.8,"endTime":2110.68,"body":"started, or if they're"},{"speaker":"Darrell Evans","startTime":2107.8,"endTime":2110.68,"body":"transitioning from an offline to"},{"speaker":"Darrell Evans","startTime":2110.68,"endTime":2114.46,"body":"an online world. Now, we can do"},{"speaker":"Darrell Evans","startTime":2110.68,"endTime":2114.46,"body":"that all day. But the way we do"},{"speaker":"Darrell Evans","startTime":2114.46,"endTime":2117.94,"body":"that today is through paid"},{"speaker":"Darrell Evans","startTime":2114.46,"endTime":2117.94,"body":"advertising. And that's what I"},{"speaker":"Darrell Evans","startTime":2117.94,"endTime":2120.73,"body":"became good at way back in the"},{"speaker":"Darrell Evans","startTime":2117.94,"endTime":2120.73,"body":"day before this internet thing"},{"speaker":"Darrell Evans","startTime":2120.73,"endTime":2124.18,"body":"popped off. I was great at"},{"speaker":"Darrell Evans","startTime":2120.73,"endTime":2124.18,"body":"direct mail. I was great at"},{"speaker":"Darrell Evans","startTime":2124.18,"endTime":2127.51,"body":"classified ads, I was great at"},{"speaker":"Darrell Evans","startTime":2124.18,"endTime":2127.51,"body":"direct response copywriting, I"},{"speaker":"Darrell Evans","startTime":2127.51,"endTime":2130.96,"body":"was great at saying, Okay, I"},{"speaker":"Darrell Evans","startTime":2127.51,"endTime":2130.96,"body":"want to target a first time"},{"speaker":"Darrell Evans","startTime":2130.96,"endTime":2135.49,"body":"homebuyer who's renting a"},{"speaker":"Darrell Evans","startTime":2130.96,"endTime":2135.49,"body":"property, or renting a house who"},{"speaker":"Darrell Evans","startTime":2135.49,"endTime":2139.36,"body":"may not have enough money to"},{"speaker":"Darrell Evans","startTime":2135.49,"endTime":2139.36,"body":"save to put a down payment. So I"},{"speaker":"Darrell Evans","startTime":2139.36,"endTime":2143.26,"body":"would propose through this ad,"},{"speaker":"Darrell Evans","startTime":2139.36,"endTime":2143.26,"body":"how to buy a house with no money"},{"speaker":"Darrell Evans","startTime":2143.26,"endTime":2147.25,"body":"down, or somebody who had a high"},{"speaker":"Darrell Evans","startTime":2143.26,"endTime":2147.25,"body":"interest rate credit card or a"},{"speaker":"Darrell Evans","startTime":2147.25,"endTime":2149.8,"body":"higher interest rate mortgage"},{"speaker":"Darrell Evans","startTime":2147.25,"endTime":2149.8,"body":"loan, because maybe their credit"},{"speaker":"Darrell Evans","startTime":2149.8,"endTime":2153.76,"body":"was deemed up when they bought"},{"speaker":"Darrell Evans","startTime":2149.8,"endTime":2153.76,"body":"it, I would run campaigns to"},{"speaker":"Darrell Evans","startTime":2153.76,"endTime":2156.67,"body":"help people get their credit"},{"speaker":"Darrell Evans","startTime":2153.76,"endTime":2156.67,"body":"improved so they could get out"},{"speaker":"Darrell Evans","startTime":2156.67,"endTime":2160.72,"body":"of the high interest rate,"},{"speaker":"Darrell Evans","startTime":2156.67,"endTime":2160.72,"body":"mortgage financing into prime"},{"speaker":"Darrell Evans","startTime":2160.72,"endTime":2163.84,"body":"weight rate financing. So if you"},{"speaker":"Darrell Evans","startTime":2160.72,"endTime":2163.84,"body":"don't have that problem, you'd"},{"speaker":"Darrell Evans","startTime":2163.87,"endTime":2166.78,"body":"ignore the message. So I got"},{"speaker":"Darrell Evans","startTime":2163.87,"endTime":2166.78,"body":"really specific about target"},{"speaker":"Darrell Evans","startTime":2166.78,"endTime":2170.68,"body":"marketing, and target focused"},{"speaker":"Darrell Evans","startTime":2166.78,"endTime":2170.68,"body":"buyer persona. So what we do in"},{"speaker":"Darrell Evans","startTime":2170.68,"endTime":2174.97,"body":"our work today is very much"},{"speaker":"Darrell Evans","startTime":2170.68,"endTime":2174.97,"body":"that. But again, we're trying to"},{"speaker":"Darrell Evans","startTime":2174.97,"endTime":2178.81,"body":"go to a place where there's less"},{"speaker":"Darrell Evans","startTime":2174.97,"endTime":2178.81,"body":"competition, sometimes even more"},{"speaker":"Darrell Evans","startTime":2178.81,"endTime":2181.42,"body":"risk on our part, because we"},{"speaker":"Darrell Evans","startTime":2178.81,"endTime":2181.42,"body":"have to take the risk of"},{"speaker":"Darrell Evans","startTime":2182.11,"endTime":2185.38,"body":"delivering results at a high"},{"speaker":"Darrell Evans","startTime":2182.11,"endTime":2185.38,"body":"level, though we're not trying"},{"speaker":"Darrell Evans","startTime":2185.38,"endTime":2188.68,"body":"to be, we know that all a"},{"speaker":"Darrell Evans","startTime":2185.38,"endTime":2188.68,"body":"business cares about is the"},{"speaker":"Darrell Evans","startTime":2188.68,"endTime":2192.43,"body":"growth of the rep and the growth"},{"speaker":"Darrell Evans","startTime":2188.68,"endTime":2192.43,"body":"of their business. And a return"},{"speaker":"Darrell Evans","startTime":2192.43,"endTime":2195.01,"body":"on investment in the money, they"},{"speaker":"Darrell Evans","startTime":2192.43,"endTime":2195.01,"body":"don't care about all the stuff,"},{"speaker":"Darrell Evans","startTime":2195.04,"endTime":2197.2,"body":"I hate to tell you now one of"},{"speaker":"Darrell Evans","startTime":2195.04,"endTime":2197.2,"body":"our clients really care about"},{"speaker":"Darrell Evans","startTime":2197.2,"endTime":2200.02,"body":"how SEO works. They don't care"},{"speaker":"Darrell Evans","startTime":2197.2,"endTime":2200.02,"body":"about how conversion"},{"speaker":"Darrell Evans","startTime":2200.02,"endTime":2202.63,"body":"optimization works, and heat"},{"speaker":"Darrell Evans","startTime":2200.02,"endTime":2202.63,"body":"maps, they don't care about"},{"speaker":"Darrell Evans","startTime":2202.63,"endTime":2205.06,"body":"this. The call to actions, they"},{"speaker":"Darrell Evans","startTime":2202.63,"endTime":2205.06,"body":"don't care about copywriting."},{"speaker":"Darrell Evans","startTime":2205.3,"endTime":2208.87,"body":"They don't care. They don't care"},{"speaker":"Darrell Evans","startTime":2205.3,"endTime":2208.87,"body":"about how Google Ads works. They"},{"speaker":"Darrell Evans","startTime":2208.87,"endTime":2212.92,"body":"want to, if they give us $1,"},{"speaker":"Darrell Evans","startTime":2208.87,"endTime":2212.92,"body":"they want to get 2, 4, 5, 10"},{"speaker":"Darrell Evans","startTime":2212.92,"endTime":2215.17,"body":"back. And as long as that"},{"speaker":"Darrell Evans","startTime":2212.92,"endTime":2215.17,"body":"happens, we don't have a"},{"speaker":"Darrell Evans","startTime":2215.17,"endTime":2219.61,"body":"problem. So my job and our"},{"speaker":"Darrell Evans","startTime":2215.17,"endTime":2219.61,"body":"team's job is to solve that. If"},{"speaker":"Darrell Evans","startTime":2219.61,"endTime":2223.18,"body":"you give me $1 and I give you"},{"speaker":"Darrell Evans","startTime":2219.61,"endTime":2223.18,"body":"three back, do you want to play"},{"speaker":"Darrell Evans","startTime":2223.18,"endTime":2226.78,"body":"that game? And the answer is"},{"speaker":"Darrell Evans","startTime":2223.18,"endTime":2226.78,"body":"yes. Great. My job then is to"},{"speaker":"Darrell Evans","startTime":2226.78,"endTime":2228.7,"body":"figure out how to make sure we"},{"speaker":"Darrell Evans","startTime":2226.78,"endTime":2228.7,"body":"get them three, four or five"},{"speaker":"Darrell Evans","startTime":2228.7,"endTime":2230.95,"body":"back because there's cost of"},{"speaker":"Darrell Evans","startTime":2228.7,"endTime":2230.95,"body":"goods on whatever they're doing."},{"speaker":"Darrell Evans","startTime":2232.03,"endTime":2234.64,"body":"That's our, that's, that's our"},{"speaker":"Darrell Evans","startTime":2232.03,"endTime":2234.64,"body":"game. And so we're not in, we"},{"speaker":"Darrell Evans","startTime":2234.64,"endTime":2237.85,"body":"do, we do all the other stuff."},{"speaker":"Darrell Evans","startTime":2234.64,"endTime":2237.85,"body":"Sure. But we're selling the"},{"speaker":"Darrell Evans","startTime":2237.85,"endTime":2238.51,"body":"result."},{"speaker":"Nick Nalbach","startTime":2240.19,"endTime":2243.7,"body":"So is that, like"},{"speaker":"Nick Nalbach","startTime":2240.19,"endTime":2243.7,"body":"hearing you say that, your"},{"speaker":"Nick Nalbach","startTime":2244.18,"endTime":2248.26,"body":"strategy in a way is getting"},{"speaker":"Nick Nalbach","startTime":2244.18,"endTime":2248.26,"body":"like hyper niched down, like"},{"speaker":"Nick Nalbach","startTime":2248.26,"endTime":2250.63,"body":"hyper specific with who you're"},{"speaker":"Nick Nalbach","startTime":2248.26,"endTime":2250.63,"body":"targeting."},{"speaker":"Darrell Evans","startTime":2251.17,"endTime":2253.33,"body":"So we try to"},{"speaker":"Darrell Evans","startTime":2251.17,"endTime":2253.33,"body":"find, so again, going back to"},{"speaker":"Darrell Evans","startTime":2253.33,"endTime":2257.71,"body":"competition, right? Take a, an"},{"speaker":"Darrell Evans","startTime":2253.33,"endTime":2257.71,"body":"attorney for an example. I'm"},{"speaker":"Darrell Evans","startTime":2257.71,"endTime":2260.74,"body":"going to give you a quick case"},{"speaker":"Darrell Evans","startTime":2257.71,"endTime":2260.74,"body":"study and I got case studies a"},{"speaker":"Darrell Evans","startTime":2260.74,"endTime":2262.72,"body":"mile a minute, if this one"},{"speaker":"Darrell Evans","startTime":2260.74,"endTime":2262.72,"body":"doesn't work, ask me for"},{"speaker":"Darrell Evans","startTime":2262.72,"endTime":2265.66,"body":"something else I got. So that's"},{"speaker":"Darrell Evans","startTime":2262.72,"endTime":2265.66,"body":"the other thing. People wonder."},{"speaker":"Darrell Evans","startTime":2265.78,"endTime":2268.57,"body":"So what industry do you"},{"speaker":"Darrell Evans","startTime":2265.78,"endTime":2268.57,"body":"specialize in? I specialize in"},{"speaker":"Darrell Evans","startTime":2268.57,"endTime":2272.26,"body":"industries that sell to humans."},{"speaker":"Darrell Evans","startTime":2268.57,"endTime":2272.26,"body":"See, as long as, see human"},{"speaker":"Darrell Evans","startTime":2272.26,"endTime":2274.51,"body":"behavior is the same. And I"},{"speaker":"Darrell Evans","startTime":2272.26,"endTime":2274.51,"body":"don't have a degree in"},{"speaker":"Darrell Evans","startTime":2274.51,"endTime":2277.39,"body":"psychology, but I think I should"},{"speaker":"Darrell Evans","startTime":2274.51,"endTime":2277.39,"body":"have an honorary one right now,"},{"speaker":"Darrell Evans","startTime":2277.54,"endTime":2279.88,"body":"after this many years in"},{"speaker":"Darrell Evans","startTime":2277.54,"endTime":2279.88,"body":"marketing and sales and human"},{"speaker":"Darrell Evans","startTime":2280.15,"endTime":2283.84,"body":"interaction. But here's what"},{"speaker":"Darrell Evans","startTime":2280.15,"endTime":2283.84,"body":"I've learned is that this"},{"speaker":"Darrell Evans","startTime":2283.84,"endTime":2287.65,"body":"applies to any industry because"},{"speaker":"Darrell Evans","startTime":2283.84,"endTime":2287.65,"body":"humans do the same thing."},{"speaker":"Darrell Evans","startTime":2288.01,"endTime":2292.36,"body":"Whenever they have a problem"},{"speaker":"Darrell Evans","startTime":2288.01,"endTime":2292.36,"body":"that they become aware of, that"},{"speaker":"Darrell Evans","startTime":2292.36,"endTime":2295.36,"body":"they decide to solve. And they"},{"speaker":"Darrell Evans","startTime":2292.36,"endTime":2295.36,"body":"go through the same decision"},{"speaker":"Darrell Evans","startTime":2295.36,"endTime":2298.54,"body":"price, process once they become"},{"speaker":"Darrell Evans","startTime":2295.36,"endTime":2298.54,"body":"aware of the solution and the"},{"speaker":"Darrell Evans","startTime":2298.54,"endTime":2302.08,"body":"providers who do set solutions."},{"speaker":"Darrell Evans","startTime":2298.54,"endTime":2302.08,"body":"And they make the same"},{"speaker":"Darrell Evans","startTime":2302.38,"endTime":2306.67,"body":"behavioral distinctions before"},{"speaker":"Darrell Evans","startTime":2302.38,"endTime":2306.67,"body":"they make the purchase. So I"},{"speaker":"Darrell Evans","startTime":2306.67,"endTime":2312.61,"body":"don't care if you sell frickin"},{"speaker":"Darrell Evans","startTime":2306.67,"endTime":2312.61,"body":"robotics. Or if you sell frickin"},{"speaker":"Darrell Evans","startTime":2312.64,"endTime":2316.54,"body":"fitness memberships. As long as"},{"speaker":"Darrell Evans","startTime":2312.64,"endTime":2316.54,"body":"a human is going to purchase it,"},{"speaker":"Darrell Evans","startTime":2316.63,"endTime":2319.78,"body":"we can figure out how to map the"},{"speaker":"Darrell Evans","startTime":2316.63,"endTime":2319.78,"body":"buyers journey. So here's the"},{"speaker":"Darrell Evans","startTime":2319.78,"endTime":2323.98,"body":"lawyers example. Here's the"},{"speaker":"Darrell Evans","startTime":2319.78,"endTime":2323.98,"body":"lawyers example. There's a 30"},{"speaker":"Darrell Evans","startTime":2323.98,"endTime":2327.88,"body":"year attorney. He's a family law"},{"speaker":"Darrell Evans","startTime":2323.98,"endTime":2327.88,"body":"attorney who handles divorces"},{"speaker":"Darrell Evans","startTime":2327.91,"endTime":2331.6,"body":"child custody, the whole nine."},{"speaker":"Darrell Evans","startTime":2327.91,"endTime":2331.6,"body":"He started years in the business"},{"speaker":"Darrell Evans","startTime":2331.6,"endTime":2336.43,"body":"and he's like, Darrell, I want a"},{"speaker":"Darrell Evans","startTime":2331.6,"endTime":2336.43,"body":"son, I'm gonna get ready to"},{"speaker":"Darrell Evans","startTime":2336.43,"endTime":2340.42,"body":"retire. I'm tired of going to"},{"speaker":"Darrell Evans","startTime":2336.43,"endTime":2340.42,"body":"court. I just don't want to go"},{"speaker":"Darrell Evans","startTime":2340.42,"endTime":2343.21,"body":"to court no more. He's like, I"},{"speaker":"Darrell Evans","startTime":2340.42,"endTime":2343.21,"body":"just can't do it. He goes, I"},{"speaker":"Darrell Evans","startTime":2343.21,"endTime":2346.6,"body":"want to only do. I don't want to"},{"speaker":"Darrell Evans","startTime":2343.21,"endTime":2346.6,"body":"do child custody fights anymore."},{"speaker":"Darrell Evans","startTime":2346.69,"endTime":2350.47,"body":"I don't want to do, what it was"},{"speaker":"Darrell Evans","startTime":2346.69,"endTime":2350.47,"body":"the one, alimony. I don't want"},{"speaker":"Darrell Evans","startTime":2350.47,"endTime":2352.48,"body":"to fight with that stuff. I"},{"speaker":"Darrell Evans","startTime":2350.47,"endTime":2352.48,"body":"don't want to go before a judge"},{"speaker":"Darrell Evans","startTime":2352.48,"endTime":2356.65,"body":"if I ever have to, again, I only"},{"speaker":"Darrell Evans","startTime":2352.48,"endTime":2356.65,"body":"want to work with people who"},{"speaker":"Darrell Evans","startTime":2356.65,"endTime":2360.97,"body":"were married, partners who were"},{"speaker":"Darrell Evans","startTime":2356.65,"endTime":2360.97,"body":"married, who have agreed that"},{"speaker":"Darrell Evans","startTime":2360.97,"endTime":2363.46,"body":"they're going to get divorced."},{"speaker":"Darrell Evans","startTime":2360.97,"endTime":2363.46,"body":"And they've already agreed on"},{"speaker":"Darrell Evans","startTime":2363.46,"endTime":2366.4,"body":"the separation of property. And"},{"speaker":"Darrell Evans","startTime":2363.46,"endTime":2366.4,"body":"who's going to watch the kids"},{"speaker":"Darrell Evans","startTime":2366.4,"endTime":2371.14,"body":"and what the, they call it an"},{"speaker":"Darrell Evans","startTime":2366.4,"endTime":2371.14,"body":"uncontested divorce. So when he"},{"speaker":"Darrell Evans","startTime":2371.14,"endTime":2373.36,"body":"approached me with this, we're"},{"speaker":"Darrell Evans","startTime":2371.14,"endTime":2373.36,"body":"like, I'm like, hmmm that's"},{"speaker":"Darrell Evans","startTime":2373.36,"endTime":2377.23,"body":"interesting. So we have to go"},{"speaker":"Darrell Evans","startTime":2373.36,"endTime":2377.23,"body":"figure out, does that actually"},{"speaker":"Darrell Evans","startTime":2377.23,"endTime":2383.83,"body":"happen? Because on TV it looks"},{"speaker":"Darrell Evans","startTime":2377.23,"endTime":2383.83,"body":"like all divorces are nasty. So"},{"speaker":"Darrell Evans","startTime":2383.83,"endTime":2386.74,"body":"I first had to say I don't know"},{"speaker":"Darrell Evans","startTime":2383.83,"endTime":2386.74,"body":"if that's possible. So we go"},{"speaker":"Darrell Evans","startTime":2386.74,"endTime":2389.95,"body":"research, right? We put our"},{"speaker":"Darrell Evans","startTime":2386.74,"endTime":2389.95,"body":"team, we get, we go to the, to"},{"speaker":"Darrell Evans","startTime":2389.95,"endTime":2392.62,"body":"the process, Google, Google Ads"},{"speaker":"Darrell Evans","startTime":2389.95,"endTime":2392.62,"body":"search. We do all the research."},{"speaker":"Darrell Evans","startTime":2392.77,"endTime":2397.66,"body":"And we're like, oh, there's"},{"speaker":"Darrell Evans","startTime":2392.77,"endTime":2397.66,"body":"actually a market for this. And"},{"speaker":"Darrell Evans","startTime":2397.69,"endTime":2400.48,"body":"not a lot of the other"},{"speaker":"Darrell Evans","startTime":2397.69,"endTime":2400.48,"body":"competitors are paying attention"},{"speaker":"Darrell Evans","startTime":2400.48,"endTime":2404.86,"body":"to it. So here's the, here's the"},{"speaker":"Darrell Evans","startTime":2400.48,"endTime":2404.86,"body":"punch line. His name is Bruce."},{"speaker":"Darrell Evans","startTime":2404.89,"endTime":2408.85,"body":"Bruce has been with us since"},{"speaker":"Darrell Evans","startTime":2404.89,"endTime":2408.85,"body":"2015. He gets 30, 35 leads a"},{"speaker":"Darrell Evans","startTime":2408.85,"endTime":2413.68,"body":"month. He only charges $400 or"},{"speaker":"Darrell Evans","startTime":2408.85,"endTime":2413.68,"body":"$450 for this service, so he's"},{"speaker":"Darrell Evans","startTime":2413.68,"endTime":2417.73,"body":"not charging the $2,000 you"},{"speaker":"Darrell Evans","startTime":2413.68,"endTime":2417.73,"body":"probably know, or more for the"},{"speaker":"Darrell Evans","startTime":2417.73,"endTime":2422.14,"body":"big contested thing. He does get"},{"speaker":"Darrell Evans","startTime":2417.73,"endTime":2422.14,"body":"leads that are contested divorce"},{"speaker":"Darrell Evans","startTime":2422.14,"endTime":2425.41,"body":"cases and he's partnered up with"},{"speaker":"Darrell Evans","startTime":2422.14,"endTime":2425.41,"body":"another guy, but he gets 30 to"},{"speaker":"Darrell Evans","startTime":2425.41,"endTime":2429.58,"body":"35 leads a month and I'm"},{"speaker":"Darrell Evans","startTime":2425.41,"endTime":2429.58,"body":"embarrassed. I can't, I don't"},{"speaker":"Darrell Evans","startTime":2429.58,"endTime":2431.59,"body":"even want to tell you what he,"},{"speaker":"Darrell Evans","startTime":2429.58,"endTime":2431.59,"body":"what he pays for his campaign"},{"speaker":"Darrell Evans","startTime":2431.59,"endTime":2434.44,"body":"because it's so low for an"},{"speaker":"Darrell Evans","startTime":2431.59,"endTime":2434.44,"body":"attorney because he got archived"},{"speaker":"Darrell Evans","startTime":2434.44,"endTime":2439.18,"body":"in to our rates. He don't even"},{"speaker":"Darrell Evans","startTime":2434.44,"endTime":2439.18,"body":"show up to meetings. He has"},{"speaker":"Darrell Evans","startTime":2439.18,"endTime":2441.79,"body":"everything he needs, he don't"},{"speaker":"Darrell Evans","startTime":2439.18,"endTime":2441.79,"body":"want to dime more than, he don't"},{"speaker":"Darrell Evans","startTime":2441.79,"endTime":2444.82,"body":"want 10 more leads than he has."},{"speaker":"Darrell Evans","startTime":2441.79,"endTime":2444.82,"body":"He, you know, he knows what"},{"speaker":"Darrell Evans","startTime":2444.82,"endTime":2448.51,"body":"season of the year divorces, the"},{"speaker":"Darrell Evans","startTime":2444.82,"endTime":2448.51,"body":"leads drop, the, the leads drop"},{"speaker":"Darrell Evans","startTime":2448.51,"endTime":2450.79,"body":"at November and December because"},{"speaker":"Darrell Evans","startTime":2448.51,"endTime":2450.79,"body":"no one gets divorced around the"},{"speaker":"Darrell Evans","startTime":2450.79,"endTime":2453.94,"body":"holidays. He's been on set it"},{"speaker":"Darrell Evans","startTime":2450.79,"endTime":2453.94,"body":"and forget it for the entire"},{"speaker":"Darrell Evans","startTime":2453.94,"endTime":2456.13,"body":"time and he got exactly what he"},{"speaker":"Darrell Evans","startTime":2453.94,"endTime":2456.13,"body":"needed because we were able to"},{"speaker":"Darrell Evans","startTime":2456.13,"endTime":2457.96,"body":"go into the market and find the"},{"speaker":"Darrell Evans","startTime":2456.13,"endTime":2457.96,"body":"gap."},{"speaker":"Nick Nalbach","startTime":2458.35,"endTime":2458.65,"body":"That's amazing."},{"speaker":"Darrell Evans","startTime":2458.65,"endTime":2460.78,"body":"We do that with"},{"speaker":"Darrell Evans","startTime":2458.65,"endTime":2460.78,"body":"plumbers, we do, we do it with"},{"speaker":"Darrell Evans","startTime":2460.81,"endTime":2466.99,"body":"every, every industry, Lasik eye"},{"speaker":"Darrell Evans","startTime":2460.81,"endTime":2466.99,"body":"surgery, you know, Lasik. We"},{"speaker":"Darrell Evans","startTime":2466.99,"endTime":2470.53,"body":"figured out what gets people to"},{"speaker":"Darrell Evans","startTime":2466.99,"endTime":2470.53,"body":"buy and what gets, gives people"},{"speaker":"Darrell Evans","startTime":2470.53,"endTime":2474.46,"body":"concern over buying. We solve"},{"speaker":"Darrell Evans","startTime":2470.53,"endTime":2474.46,"body":"those two problems. He was"},{"speaker":"Darrell Evans","startTime":2474.46,"endTime":2477.13,"body":"getting 220 leads a month, when"},{"speaker":"Darrell Evans","startTime":2474.46,"endTime":2477.13,"body":"he was getting, he was getting"},{"speaker":"Darrell Evans","startTime":2477.16,"endTime":2480.67,"body":"30 when he arrived. He was"},{"speaker":"Darrell Evans","startTime":2477.16,"endTime":2480.67,"body":"getting him, we had him up to"},{"speaker":"Darrell Evans","startTime":2480.67,"endTime":2485.17,"body":"220 leads a month and surgery"},{"speaker":"Darrell Evans","startTime":2480.67,"endTime":2485.17,"body":"for LASIK back then was $3000,"},{"speaker":"Darrell Evans","startTime":2485.17,"endTime":2485.71,"body":"$4,000 a surgery?"},{"speaker":"Nick Nalbach","startTime":2485.77,"endTime":2486.55,"body":"Wow."},{"speaker":"Darrell Evans","startTime":2486.79,"endTime":2487.39,"body":"So . ."},{"speaker":"Nick Nalbach","startTime":2487.84,"endTime":2490.99,"body":"Is there, is there"},{"speaker":"Nick Nalbach","startTime":2487.84,"endTime":2490.99,"body":"like a secret to that? Like,"},{"speaker":"Nick Nalbach","startTime":2491.02,"endTime":2495.88,"body":"uncovering what that is. Like"},{"speaker":"Nick Nalbach","startTime":2491.02,"endTime":2495.88,"body":"that, it sounds like it makes"},{"speaker":"Nick Nalbach","startTime":2495.88,"endTime":2499.75,"body":"sense. And I hear it all the"},{"speaker":"Nick Nalbach","startTime":2495.88,"endTime":2499.75,"body":"time. Like get niched, figure"},{"speaker":"Nick Nalbach","startTime":2499.75,"endTime":2502.48,"body":"out what your audience or who"},{"speaker":"Nick Nalbach","startTime":2499.75,"endTime":2502.48,"body":"your audience really is."},{"speaker":"Darrell Evans","startTime":2502.51,"endTime":2502.78,"body":"Yeah."},{"speaker":"Nick Nalbach","startTime":2502.81,"endTime":2505.15,"body":"But is there like"},{"speaker":"Nick Nalbach","startTime":2502.81,"endTime":2505.15,"body":". . ."},{"speaker":"Darrell Evans","startTime":2505.15,"endTime":2509.29,"body":"It takes work."},{"speaker":"Darrell Evans","startTime":2505.15,"endTime":2509.29,"body":"I'll give you the strategy. I'll"},{"speaker":"Darrell Evans","startTime":2509.29,"endTime":2511.36,"body":"give you the strategy for your,"},{"speaker":"Darrell Evans","startTime":2509.29,"endTime":2511.36,"body":"for your people listening, let"},{"speaker":"Darrell Evans","startTime":2511.36,"endTime":2516.49,"body":"me give you the strategy. So let"},{"speaker":"Darrell Evans","startTime":2511.36,"endTime":2516.49,"body":"me give it, let me say it this"},{"speaker":"Darrell Evans","startTime":2516.49,"endTime":2520.87,"body":"way. When I, if I say to someone"},{"speaker":"Darrell Evans","startTime":2516.49,"endTime":2520.87,"body":"that our primary strategy is"},{"speaker":"Darrell Evans","startTime":2520.87,"endTime":2525.16,"body":"Google ads, and someone who's"},{"speaker":"Darrell Evans","startTime":2520.87,"endTime":2525.16,"body":"done Google ads and has not had"},{"speaker":"Darrell Evans","startTime":2525.16,"endTime":2527.56,"body":"successful Google ads, they"},{"speaker":"Darrell Evans","startTime":2525.16,"endTime":2527.56,"body":"typically say something like"},{"speaker":"Darrell Evans","startTime":2527.56,"endTime":2530.89,"body":"this, I've tried Google ads"},{"speaker":"Darrell Evans","startTime":2527.56,"endTime":2530.89,"body":"before and it didn't work. I"},{"speaker":"Darrell Evans","startTime":2530.89,"endTime":2534.31,"body":"tried Google ads. And all I did"},{"speaker":"Darrell Evans","startTime":2530.89,"endTime":2534.31,"body":"was spend a bunch of money $5,"},{"speaker":"Darrell Evans","startTime":2534.31,"endTime":2536.83,"body":"$10,000 a month and I got a"},{"speaker":"Darrell Evans","startTime":2534.31,"endTime":2536.83,"body":"bunch of clicks. But nobody"},{"speaker":"Darrell Evans","startTime":2536.83,"endTime":2541.27,"body":"converted. I can go down all of"},{"speaker":"Darrell Evans","startTime":2536.83,"endTime":2541.27,"body":"the objections. But here's I"},{"speaker":"Darrell Evans","startTime":2541.27,"endTime":2546.28,"body":"guarantee what they didn't do."},{"speaker":"Darrell Evans","startTime":2541.27,"endTime":2546.28,"body":"What they didn't do is they"},{"speaker":"Darrell Evans","startTime":2546.28,"endTime":2547.9,"body":"probably didn't have somebody"},{"speaker":"Darrell Evans","startTime":2546.28,"endTime":2547.9,"body":"like us working with them."},{"speaker":"Darrell Evans","startTime":2547.9,"endTime":2552.79,"body":"Number one, and here's how we go"},{"speaker":"Darrell Evans","startTime":2547.9,"endTime":2552.79,"body":"about it. Let's just say for"},{"speaker":"Darrell Evans","startTime":2552.79,"endTime":2558.1,"body":"example, your plumber, plumbing"},{"speaker":"Darrell Evans","startTime":2552.79,"endTime":2558.1,"body":"is something every household is"},{"speaker":"Darrell Evans","startTime":2558.1,"endTime":2562.06,"body":"going to have a need for at some"},{"speaker":"Darrell Evans","startTime":2558.1,"endTime":2562.06,"body":"point. And I know for a fact"},{"speaker":"Darrell Evans","startTime":2562.06,"endTime":2564.07,"body":"from working with plumbers that"},{"speaker":"Darrell Evans","startTime":2562.06,"endTime":2564.07,"body":"we've worked with over the"},{"speaker":"Darrell Evans","startTime":2564.07,"endTime":2570.16,"body":"years, the, the highest ROI"},{"speaker":"Darrell Evans","startTime":2564.07,"endTime":2570.16,"body":"service. And the one that"},{"speaker":"Darrell Evans","startTime":2570.16,"endTime":2575.17,"body":"converts to cash the fastest is"},{"speaker":"Darrell Evans","startTime":2570.16,"endTime":2575.17,"body":"when a water heater goes out."},{"speaker":"Darrell Evans","startTime":2576.01,"endTime":2578.68,"body":"And maybe that's not 100% of"},{"speaker":"Darrell Evans","startTime":2576.01,"endTime":2578.68,"body":"plumbers, but in our market,"},{"speaker":"Darrell Evans","startTime":2578.74,"endTime":2582.52,"body":"that was what it was. Okay. So"},{"speaker":"Darrell Evans","startTime":2578.74,"endTime":2582.52,"body":"they would normally come to a"},{"speaker":"Darrell Evans","startTime":2582.52,"endTime":2585.16,"body":"company like us and say, Yeah, I"},{"speaker":"Darrell Evans","startTime":2582.52,"endTime":2585.16,"body":"want to get more water heater"},{"speaker":"Darrell Evans","startTime":2585.16,"endTime":2587.32,"body":"repair business when the water"},{"speaker":"Darrell Evans","startTime":2585.16,"endTime":2587.32,"body":"heater goes out. Because they"},{"speaker":"Darrell Evans","startTime":2587.32,"endTime":2590.05,"body":"it's an emergency they have to"},{"speaker":"Darrell Evans","startTime":2587.32,"endTime":2590.05,"body":"get it it's three, four or $500"},{"speaker":"Darrell Evans","startTime":2590.08,"endTime":2594.55,"body":"transaction, $700. I don't know"},{"speaker":"Darrell Evans","startTime":2590.08,"endTime":2594.55,"body":"what they cost now. But okay, so"},{"speaker":"Darrell Evans","startTime":2594.55,"endTime":2597.76,"body":"if we go directly into Google"},{"speaker":"Darrell Evans","startTime":2594.55,"endTime":2597.76,"body":"ads, and we bid on Water Heater"},{"speaker":"Darrell Evans","startTime":2597.76,"endTime":2601.3,"body":"Repair in Las Vegas, or Water"},{"speaker":"Darrell Evans","startTime":2597.76,"endTime":2601.3,"body":"Heater Repair in your area of"},{"speaker":"Darrell Evans","startTime":2601.3,"endTime":2604.96,"body":"South Carolina, we're going to"},{"speaker":"Darrell Evans","startTime":2601.3,"endTime":2604.96,"body":"be in competition at $40 a"},{"speaker":"Darrell Evans","startTime":2604.96,"endTime":2609.91,"body":"click, $25 a click, $30 a click"},{"speaker":"Darrell Evans","startTime":2604.96,"endTime":2609.91,"body":"and this goes in every industry,"},{"speaker":"Darrell Evans","startTime":2609.91,"endTime":2612.94,"body":"personal injury. You know, I've"},{"speaker":"Darrell Evans","startTime":2609.91,"endTime":2612.94,"body":"got an IT company right now"},{"speaker":"Darrell Evans","startTime":2612.94,"endTime":2617.29,"body":"we're talking to them. $100,"},{"speaker":"Darrell Evans","startTime":2612.94,"endTime":2617.29,"body":"$150 a click. That scares most"},{"speaker":"Darrell Evans","startTime":2617.29,"endTime":2623.68,"body":"businesses. Here's what we do."},{"speaker":"Darrell Evans","startTime":2617.29,"endTime":2623.68,"body":"We say is there, is there a sign"},{"speaker":"Darrell Evans","startTime":2623.68,"endTime":2627.1,"body":"that the water heater could go"},{"speaker":"Darrell Evans","startTime":2623.68,"endTime":2627.1,"body":"out before it goes out? Is there"},{"speaker":"Darrell Evans","startTime":2627.1,"endTime":2631.15,"body":"a sign that happens on the water"},{"speaker":"Darrell Evans","startTime":2627.1,"endTime":2631.15,"body":"heater before it goes out, that"},{"speaker":"Darrell Evans","startTime":2631.15,"endTime":2634.18,"body":"may let the homeowner know that"},{"speaker":"Darrell Evans","startTime":2631.15,"endTime":2634.18,"body":"the water heater might go out?"},{"speaker":"Darrell Evans","startTime":2634.93,"endTime":2638.68,"body":"And it turned out that there was"},{"speaker":"Darrell Evans","startTime":2634.93,"endTime":2638.68,"body":"six, there were six things that"},{"speaker":"Darrell Evans","startTime":2638.68,"endTime":2641.2,"body":"could happen to the water heater"},{"speaker":"Darrell Evans","startTime":2638.68,"endTime":2641.2,"body":"before it actually officially"},{"speaker":"Darrell Evans","startTime":2641.2,"endTime":2644.38,"body":"went out and caused an"},{"speaker":"Darrell Evans","startTime":2641.2,"endTime":2644.38,"body":"emergency. Now I had one of"},{"speaker":"Darrell Evans","startTime":2644.38,"endTime":2646.96,"body":"those things happen where the"},{"speaker":"Darrell Evans","startTime":2644.38,"endTime":2646.96,"body":"water was spewing all over my"},{"speaker":"Darrell Evans","startTime":2646.96,"endTime":2651.4,"body":"garage. That was an emergency."},{"speaker":"Darrell Evans","startTime":2646.96,"endTime":2651.4,"body":"But I had never gotten a check."},{"speaker":"Darrell Evans","startTime":2651.61,"endTime":2655.51,"body":"So it happened to be that if you"},{"speaker":"Darrell Evans","startTime":2651.61,"endTime":2655.51,"body":"get in the shower, and you don't"},{"speaker":"Darrell Evans","startTime":2655.51,"endTime":2658.39,"body":"have any hot water, you might"},{"speaker":"Darrell Evans","startTime":2655.51,"endTime":2658.39,"body":"wonder if there's something"},{"speaker":"Darrell Evans","startTime":2658.39,"endTime":2663.13,"body":"wrong with the hot water heater."},{"speaker":"Darrell Evans","startTime":2658.39,"endTime":2663.13,"body":"It turned out that no hot water"},{"speaker":"Darrell Evans","startTime":2663.13,"endTime":2668.68,"body":"in the shower is not Water"},{"speaker":"Darrell Evans","startTime":2663.13,"endTime":2668.68,"body":"Heater Repair. But when we bid"},{"speaker":"Darrell Evans","startTime":2668.68,"endTime":2671.41,"body":"on no hot water, by the way out"},{"speaker":"Darrell Evans","startTime":2668.68,"endTime":2671.41,"body":"of curiosity, Nick, how many"},{"speaker":"Darrell Evans","startTime":2671.41,"endTime":2673.9,"body":"times would you take a cold"},{"speaker":"Darrell Evans","startTime":2671.41,"endTime":2673.9,"body":"shower on purpose when you were"},{"speaker":"Darrell Evans","startTime":2673.9,"endTime":2675.16,"body":"expecting the water to be warm?"},{"speaker":"Nick Nalbach","startTime":2675.28,"endTime":2676.69,"body":"Yeah, not that . ."},{"speaker":"Nick Nalbach","startTime":2675.28,"endTime":2676.69,"body":"."},{"speaker":"Darrell Evans","startTime":2676.69,"endTime":2680.35,"body":"Not many. Not"},{"speaker":"Darrell Evans","startTime":2676.69,"endTime":2680.35,"body":"many. Right? So what we found"},{"speaker":"Darrell Evans","startTime":2680.35,"endTime":2685.51,"body":"was 2000 people a month"},{"speaker":"Darrell Evans","startTime":2680.35,"endTime":2685.51,"body":"searching for that phrase. So"},{"speaker":"Darrell Evans","startTime":2685.51,"endTime":2691.3,"body":"guess where we showed up?"},{"speaker":"Darrell Evans","startTime":2685.51,"endTime":2691.3,"body":"Without paying $40 a click. So"},{"speaker":"Darrell Evans","startTime":2691.3,"endTime":2693.73,"body":"guess what it meant? It didn't"},{"speaker":"Darrell Evans","startTime":2691.3,"endTime":2693.73,"body":"mean the water heater was out"},{"speaker":"Darrell Evans","startTime":2693.73,"endTime":2696.85,"body":"that moment. But if they got a"},{"speaker":"Darrell Evans","startTime":2693.73,"endTime":2696.85,"body":"chance to get to the house"},{"speaker":"Darrell Evans","startTime":2696.85,"endTime":2699.52,"body":"because I believe in emergency"},{"speaker":"Darrell Evans","startTime":2696.85,"endTime":2699.52,"body":"services business, the goal is"},{"speaker":"Darrell Evans","startTime":2699.52,"endTime":2703.72,"body":"to get to the door, whoever gets"},{"speaker":"Darrell Evans","startTime":2699.52,"endTime":2703.72,"body":"to the door wins. I'm not"},{"speaker":"Darrell Evans","startTime":2703.72,"endTime":2707.23,"body":"shopping out water heater repair"},{"speaker":"Darrell Evans","startTime":2703.72,"endTime":2707.23,"body":"with five freaking plumbers,"},{"speaker":"Darrell Evans","startTime":2708.01,"endTime":2712.03,"body":"right? So your job is to get to"},{"speaker":"Darrell Evans","startTime":2708.01,"endTime":2712.03,"body":"the door, like you've got to get"},{"speaker":"Darrell Evans","startTime":2712.03,"endTime":2715.75,"body":"to the house. So if the water is"},{"speaker":"Darrell Evans","startTime":2712.03,"endTime":2715.75,"body":"not working, and someone's a new"},{"speaker":"Darrell Evans","startTime":2715.75,"endTime":2718.3,"body":"homeowner and doesn't have any"},{"speaker":"Darrell Evans","startTime":2715.75,"endTime":2718.3,"body":"construction background, they"},{"speaker":"Darrell Evans","startTime":2718.3,"endTime":2721.87,"body":"may not have no idea that the"},{"speaker":"Darrell Evans","startTime":2718.3,"endTime":2721.87,"body":"water heater is about to go out."},{"speaker":"Darrell Evans","startTime":2722.23,"endTime":2725.8,"body":"So it could obviously be a pilot"},{"speaker":"Darrell Evans","startTime":2722.23,"endTime":2725.8,"body":"light or something. So we do"},{"speaker":"Darrell Evans","startTime":2725.8,"endTime":2728.41,"body":"that. That's what we do, Nick,"},{"speaker":"Darrell Evans","startTime":2725.8,"endTime":2728.41,"body":"we try to find a blue ocean."},{"speaker":"Darrell Evans","startTime":2728.41,"endTime":2731.35,"body":"Have you? Have you ever read the"},{"speaker":"Darrell Evans","startTime":2728.41,"endTime":2731.35,"body":"book, The Blue Ocean Strategy?"},{"speaker":"Nick Nalbach","startTime":2731.95,"endTime":2734.44,"body":"I have not. But"},{"speaker":"Nick Nalbach","startTime":2731.95,"endTime":2734.44,"body":"someone mentioned it not that"},{"speaker":"Nick Nalbach","startTime":2734.44,"endTime":2735.07,"body":"long ago."},{"speaker":"Darrell Evans","startTime":2735.4,"endTime":2737.65,"body":"I read that book"},{"speaker":"Darrell Evans","startTime":2735.4,"endTime":2737.65,"body":"in 2003, or 4 under one of my"},{"speaker":"Darrell Evans","startTime":2737.65,"endTime":2740.65,"body":"coaching advisory groups that I"},{"speaker":"Darrell Evans","startTime":2737.65,"endTime":2740.65,"body":"was in that was, I was getting"},{"speaker":"Darrell Evans","startTime":2740.65,"endTime":2743.71,"body":"coached. That book has changed"},{"speaker":"Darrell Evans","startTime":2740.65,"endTime":2743.71,"body":"that, that book is where some of"},{"speaker":"Darrell Evans","startTime":2743.71,"endTime":2746.95,"body":"this comes from. It's not"},{"speaker":"Darrell Evans","startTime":2743.71,"endTime":2746.95,"body":"relative to all the stories in"},{"speaker":"Darrell Evans","startTime":2746.95,"endTime":2752.11,"body":"the book. But I began saying if"},{"speaker":"Darrell Evans","startTime":2746.95,"endTime":2752.11,"body":"everybody's going left, and"},{"speaker":"Darrell Evans","startTime":2752.11,"endTime":2756.37,"body":"everybody's fighting for the"},{"speaker":"Darrell Evans","startTime":2752.11,"endTime":2756.37,"body":"same customer, where else could"},{"speaker":"Darrell Evans","startTime":2756.37,"endTime":2761.2,"body":"that customer be that I could go"},{"speaker":"Darrell Evans","startTime":2756.37,"endTime":2761.2,"body":"without any competition. So I"},{"speaker":"Darrell Evans","startTime":2761.2,"endTime":2763.87,"body":"don't have time to talk. I call"},{"speaker":"Darrell Evans","startTime":2761.2,"endTime":2763.87,"body":"it the iceberg strategy when I"},{"speaker":"Darrell Evans","startTime":2763.87,"endTime":2767.89,"body":"teach it to my clients. But if"},{"speaker":"Darrell Evans","startTime":2763.87,"endTime":2767.89,"body":"we think about the iceberg, an"},{"speaker":"Darrell Evans","startTime":2767.89,"endTime":2772.09,"body":"iceberg, if anybody's watched,"},{"speaker":"Darrell Evans","startTime":2767.89,"endTime":2772.09,"body":"whatever that was Titanic,"},{"speaker":"Darrell Evans","startTime":2773.2,"endTime":2779.92,"body":"science says that 85% of the"},{"speaker":"Darrell Evans","startTime":2773.2,"endTime":2779.92,"body":"iceberg is underwater, we don't"},{"speaker":"Darrell Evans","startTime":2779.92,"endTime":2785.56,"body":"see it. And what I've learned"},{"speaker":"Darrell Evans","startTime":2779.92,"endTime":2785.56,"body":"over the years, is 15% of our"},{"speaker":"Darrell Evans","startTime":2785.56,"endTime":2788.74,"body":"customers are even less than"},{"speaker":"Darrell Evans","startTime":2785.56,"endTime":2788.74,"body":"that. Sometimes even 5 or 10%"},{"speaker":"Darrell Evans","startTime":2788.77,"endTime":2792.49,"body":"are above the water that we can"},{"speaker":"Darrell Evans","startTime":2788.77,"endTime":2792.49,"body":"see. And everybody's fighting"},{"speaker":"Darrell Evans","startTime":2792.49,"endTime":2796.96,"body":"for them. Everybody's fighting"},{"speaker":"Darrell Evans","startTime":2792.49,"endTime":2796.96,"body":"for those, the big keywords,"},{"speaker":"Darrell Evans","startTime":2797.35,"endTime":2800.86,"body":"we've always played in the"},{"speaker":"Darrell Evans","startTime":2797.35,"endTime":2800.86,"body":"longtail. So what we do is we"},{"speaker":"Darrell Evans","startTime":2800.86,"endTime":2805.15,"body":"say we go to the underneath the"},{"speaker":"Darrell Evans","startTime":2800.86,"endTime":2805.15,"body":"surface that nobody can see. And"},{"speaker":"Darrell Evans","startTime":2805.15,"endTime":2808.6,"body":"it may even take a little longer"},{"speaker":"Darrell Evans","startTime":2805.15,"endTime":2808.6,"body":"to convert those customers. But"},{"speaker":"Darrell Evans","startTime":2808.6,"endTime":2812.14,"body":"when you show up on the"},{"speaker":"Darrell Evans","startTime":2808.6,"endTime":2812.14,"body":"longtail, no hot water in the"},{"speaker":"Darrell Evans","startTime":2812.14,"endTime":2815.59,"body":"shower, and they find that"},{"speaker":"Darrell Evans","startTime":2812.14,"endTime":2815.59,"body":"you're a plumber, guess who gets"},{"speaker":"Darrell Evans","startTime":2815.59,"endTime":2820.54,"body":"the call? You! Guess how much"},{"speaker":"Darrell Evans","startTime":2815.59,"endTime":2820.54,"body":"you paid for that click? $1.80"},{"speaker":"Darrell Evans","startTime":2820.54,"endTime":2821.53,"body":"cents, not 40."},{"speaker":"Nick Nalbach","startTime":2822.07,"endTime":2822.58,"body":"Right."},{"speaker":"Darrell Evans","startTime":2823.03,"endTime":2825.25,"body":"Right. And so we"},{"speaker":"Darrell Evans","startTime":2823.03,"endTime":2825.25,"body":"took a, that's, that's an"},{"speaker":"Darrell Evans","startTime":2825.25,"endTime":2831.1,"body":"example. And it's looking for"},{"speaker":"Darrell Evans","startTime":2825.25,"endTime":2831.1,"body":"the blue oceans in marketplaces."},{"speaker":"Darrell Evans","startTime":2831.16,"endTime":2834.91,"body":"Right? Here's one on social"},{"speaker":"Darrell Evans","startTime":2831.16,"endTime":2834.91,"body":"media. So people always coming"},{"speaker":"Darrell Evans","startTime":2834.91,"endTime":2841.45,"body":"to me for social media stuff. I"},{"speaker":"Darrell Evans","startTime":2834.91,"endTime":2841.45,"body":"always say when you do something"},{"speaker":"Darrell Evans","startTime":2841.45,"endTime":2844.51,"body":"on social, by the way, I'm a"},{"speaker":"Darrell Evans","startTime":2841.45,"endTime":2844.51,"body":"paid ads guy. So this is not"},{"speaker":"Darrell Evans","startTime":2844.69,"endTime":2847.6,"body":"hacking an algorithm. I don't"},{"speaker":"Darrell Evans","startTime":2844.69,"endTime":2847.6,"body":"know how to do all that. I know"},{"speaker":"Darrell Evans","startTime":2847.6,"endTime":2851.71,"body":"how to put $1 in play, and get"},{"speaker":"Darrell Evans","startTime":2847.6,"endTime":2851.71,"body":"it to be 2, 4, 5, 10 back,"},{"speaker":"Darrell Evans","startTime":2851.71,"endTime":2855.28,"body":"that's that's my jam. Social"},{"speaker":"Darrell Evans","startTime":2851.71,"endTime":2855.28,"body":"media is an interesting one."},{"speaker":"Darrell Evans","startTime":2855.28,"endTime":2857.29,"body":"People always want to pop on"},{"speaker":"Darrell Evans","startTime":2855.28,"endTime":2857.29,"body":"social media and sell their"},{"speaker":"Darrell Evans","startTime":2857.29,"endTime":2861.52,"body":"stuff. And let's say it's a"},{"speaker":"Darrell Evans","startTime":2857.29,"endTime":2861.52,"body":"socially prominent type of"},{"speaker":"Darrell Evans","startTime":2861.52,"endTime":2864.31,"body":"business like retail, or"},{"speaker":"Darrell Evans","startTime":2861.52,"endTime":2864.31,"body":"clothing or fashion or something"},{"speaker":"Darrell Evans","startTime":2864.31,"endTime":2867.79,"body":"like that. So gonna use a"},{"speaker":"Darrell Evans","startTime":2864.31,"endTime":2867.79,"body":"restaurant. It's more, better if"},{"speaker":"Darrell Evans","startTime":2867.79,"endTime":2870.28,"body":"I use a restaurant. So"},{"speaker":"Darrell Evans","startTime":2867.79,"endTime":2870.28,"body":"restaurant came to us some years"},{"speaker":"Darrell Evans","startTime":2870.28,"endTime":2873.97,"body":"ago, and it was an Asian"},{"speaker":"Darrell Evans","startTime":2870.28,"endTime":2873.97,"body":"restaurant, Asian fusion if my"},{"speaker":"Darrell Evans","startTime":2873.97,"endTime":2879.1,"body":"memory is correct. And yeah,"},{"speaker":"Darrell Evans","startTime":2873.97,"endTime":2879.1,"body":"Asian fusion is good stuff. So"},{"speaker":"Darrell Evans","startTime":2879.1,"endTime":2882.31,"body":"we had Asian fusion. And so"},{"speaker":"Darrell Evans","startTime":2879.1,"endTime":2882.31,"body":"here's how I would take that if"},{"speaker":"Darrell Evans","startTime":2882.34,"endTime":2888.7,"body":"now we're talking about a local"},{"speaker":"Darrell Evans","startTime":2882.34,"endTime":2888.7,"body":"business. And rather than just"},{"speaker":"Darrell Evans","startTime":2888.7,"endTime":2892.54,"body":"target anybody who eats at"},{"speaker":"Darrell Evans","startTime":2888.7,"endTime":2892.54,"body":"restaurants, rather than target"},{"speaker":"Darrell Evans","startTime":2892.54,"endTime":2896.74,"body":"anyone who likes even Asian"},{"speaker":"Darrell Evans","startTime":2892.54,"endTime":2896.74,"body":"food, you go a little deeper"},{"speaker":"Darrell Evans","startTime":2896.74,"endTime":2899.89,"body":"than that and pull out those"},{"speaker":"Darrell Evans","startTime":2896.74,"endTime":2899.89,"body":"menu items. And let's say you"},{"speaker":"Darrell Evans","startTime":2899.89,"endTime":2903.43,"body":"pull out sushi, and then you"},{"speaker":"Darrell Evans","startTime":2899.89,"endTime":2903.43,"body":"pull out, you pull out the"},{"speaker":"Darrell Evans","startTime":2903.43,"endTime":2907.93,"body":"individual items and go two"},{"speaker":"Darrell Evans","startTime":2903.43,"endTime":2907.93,"body":"layers deeper and only target"},{"speaker":"Darrell Evans","startTime":2907.93,"endTime":2913.12,"body":"people who actually love"},{"speaker":"Darrell Evans","startTime":2907.93,"endTime":2913.12,"body":"restaurants, and love sushi, and"},{"speaker":"Darrell Evans","startTime":2913.12,"endTime":2918.01,"body":"are in your marketplace. How do"},{"speaker":"Darrell Evans","startTime":2913.12,"endTime":2918.01,"body":"you go to for example, I love"},{"speaker":"Darrell Evans","startTime":2918.01,"endTime":2920.26,"body":"this one in the professional"},{"speaker":"Darrell Evans","startTime":2918.01,"endTime":2920.26,"body":"services world. Like I use this"},{"speaker":"Darrell Evans","startTime":2920.26,"endTime":2924.04,"body":"all the time, like we're"},{"speaker":"Darrell Evans","startTime":2920.26,"endTime":2924.04,"body":"entrepreneurs. I will run an ad"},{"speaker":"Darrell Evans","startTime":2925.09,"endTime":2930.76,"body":"and use a quote from an"},{"speaker":"Darrell Evans","startTime":2925.09,"endTime":2930.76,"body":"entrepreneurial influencer, that"},{"speaker":"Darrell Evans","startTime":2930.79,"endTime":2936.49,"body":"my target audience would know."},{"speaker":"Darrell Evans","startTime":2930.79,"endTime":2936.49,"body":"And target my product against"},{"speaker":"Darrell Evans","startTime":2936.49,"endTime":2942.13,"body":"their audience using their words"},{"speaker":"Darrell Evans","startTime":2936.49,"endTime":2942.13,"body":"to become more aware of who I"},{"speaker":"Darrell Evans","startTime":2942.13,"endTime":2946.81,"body":"am, knowing good and well that"},{"speaker":"Darrell Evans","startTime":2942.13,"endTime":2946.81,"body":"my client can't afford to work"},{"speaker":"Darrell Evans","startTime":2946.81,"endTime":2947.59,"body":"with them anyway."},{"speaker":"Nick Nalbach","startTime":2950.74,"endTime":2951.34,"body":"Dang."},{"speaker":"Darrell Evans","startTime":2952.0,"endTime":2954.46,"body":"So what, so"},{"speaker":"Darrell Evans","startTime":2952.0,"endTime":2954.46,"body":"here's what I did. I jumped into"},{"speaker":"Darrell Evans","startTime":2954.46,"endTime":2958.57,"body":"their newsfeed when they didn't"},{"speaker":"Darrell Evans","startTime":2954.46,"endTime":2958.57,"body":"know who I was. But I didn't say"},{"speaker":"Darrell Evans","startTime":2958.57,"endTime":2962.98,"body":"buy from me. I simply was able"},{"speaker":"Darrell Evans","startTime":2958.57,"endTime":2962.98,"body":"to get them to stop the scroll"},{"speaker":"Darrell Evans","startTime":2963.94,"endTime":2969.31,"body":"by using someone they respect's"},{"speaker":"Darrell Evans","startTime":2963.94,"endTime":2969.31,"body":"words, enough because that's"},{"speaker":"Darrell Evans","startTime":2969.31,"endTime":2971.11,"body":"what your job is in the"},{"speaker":"Darrell Evans","startTime":2969.31,"endTime":2971.11,"body":"newsfeed, you got to stop the"},{"speaker":"Darrell Evans","startTime":2971.11,"endTime":2971.56,"body":"scroll."},{"speaker":"Nick Nalbach","startTime":2971.65,"endTime":2972.13,"body":"Yeah."},{"speaker":"Darrell Evans","startTime":2972.22,"endTime":2974.62,"body":"And you can't be"},{"speaker":"Darrell Evans","startTime":2972.22,"endTime":2974.62,"body":"gimmicky about it either. So I"},{"speaker":"Darrell Evans","startTime":2974.62,"endTime":2979.33,"body":"stopped the scroll with words"},{"speaker":"Darrell Evans","startTime":2974.62,"endTime":2979.33,"body":"that they, from somebody they"},{"speaker":"Darrell Evans","startTime":2979.33,"endTime":2983.11,"body":"already respect who's not me, in"},{"speaker":"Darrell Evans","startTime":2979.33,"endTime":2983.11,"body":"order for them to stop and"},{"speaker":"Darrell Evans","startTime":2983.11,"endTime":2988.54,"body":"wonder who in the heck am I? I"},{"speaker":"Darrell Evans","startTime":2983.11,"endTime":2988.54,"body":"call it the draft technique."},{"speaker":"Nick Nalbach","startTime":2989.53,"endTime":2989.95,"body":"Wow!"},{"speaker":"Darrell Evans","startTime":2990.04,"endTime":2992.47,"body":"I'm drafting off"},{"speaker":"Darrell Evans","startTime":2990.04,"endTime":2992.47,"body":"of the influence of somebody"},{"speaker":"Darrell Evans","startTime":2992.47,"endTime":2996.55,"body":"else that my audience respects."},{"speaker":"Darrell Evans","startTime":2992.47,"endTime":2996.55,"body":"I'm gonna use Gary Vee, for"},{"speaker":"Darrell Evans","startTime":2996.55,"endTime":2999.16,"body":"example. You and I both know,"},{"speaker":"Darrell Evans","startTime":2996.55,"endTime":2999.16,"body":"you know Gary, right. So if I"},{"speaker":"Darrell Evans","startTime":2999.16,"endTime":3001.86,"body":"were to do this with GaryVee for"},{"speaker":"Darrell Evans","startTime":2999.16,"endTime":3001.86,"body":"example. Gary Vee has a ton of"},{"speaker":"Darrell Evans","startTime":3001.86,"endTime":3004.35,"body":"following and assuming he has a"},{"speaker":"Darrell Evans","startTime":3001.86,"endTime":3004.35,"body":"ton of entrepreneurs that follow"},{"speaker":"Darrell Evans","startTime":3004.35,"endTime":3008.07,"body":"him. If I believe that my ideal"},{"speaker":"Darrell Evans","startTime":3004.35,"endTime":3008.07,"body":"customer followed Gary Vee, I"},{"speaker":"Darrell Evans","startTime":3008.07,"endTime":3011.31,"body":"would get one of Gary Vee's"},{"speaker":"Darrell Evans","startTime":3008.07,"endTime":3011.31,"body":"famous quotes, something about"},{"speaker":"Darrell Evans","startTime":3011.31,"endTime":3014.82,"body":"hustle, something about self"},{"speaker":"Darrell Evans","startTime":3011.31,"endTime":3014.82,"body":"awareness, something about the"},{"speaker":"Darrell Evans","startTime":3014.82,"endTime":3018.54,"body":"things that he talks about,"},{"speaker":"Darrell Evans","startTime":3014.82,"endTime":3018.54,"body":"right? The long game. And I"},{"speaker":"Darrell Evans","startTime":3018.54,"endTime":3022.32,"body":"would put some quotes with"},{"speaker":"Darrell Evans","startTime":3018.54,"endTime":3022.32,"body":"Gary's and give him credit. It's"},{"speaker":"Darrell Evans","startTime":3022.32,"endTime":3027.93,"body":"his quote. And then I would run"},{"speaker":"Darrell Evans","startTime":3022.32,"endTime":3027.93,"body":"an ad, to get someone to stop"},{"speaker":"Darrell Evans","startTime":3027.93,"endTime":3031.26,"body":"the scroll. And all I want them"},{"speaker":"Darrell Evans","startTime":3027.93,"endTime":3031.26,"body":"to do is look at my profile. And"},{"speaker":"Darrell Evans","startTime":3031.26,"endTime":3033.75,"body":"guess what I just did, I just"},{"speaker":"Darrell Evans","startTime":3031.26,"endTime":3033.75,"body":"invited them into my retargeting"},{"speaker":"Darrell Evans","startTime":3033.75,"endTime":3037.62,"body":"sequence. I don't need them to"},{"speaker":"Darrell Evans","startTime":3033.75,"endTime":3037.62,"body":"come opt in on my webinar, I"},{"speaker":"Darrell Evans","startTime":3037.62,"endTime":3041.49,"body":"don't need them to come, even"},{"speaker":"Darrell Evans","startTime":3037.62,"endTime":3041.49,"body":"check out my page. I just need"},{"speaker":"Darrell Evans","startTime":3041.49,"endTime":3046.41,"body":"them to stop, hit like, comment"},{"speaker":"Darrell Evans","startTime":3041.49,"endTime":3046.41,"body":"or share or watch a video. And"},{"speaker":"Darrell Evans","startTime":3046.41,"endTime":3048.6,"body":"then they're now in my"},{"speaker":"Darrell Evans","startTime":3046.41,"endTime":3048.6,"body":"retargeting sequence. So I can"},{"speaker":"Darrell Evans","startTime":3048.6,"endTime":3052.53,"body":"start building the know, like,"},{"speaker":"Darrell Evans","startTime":3048.6,"endTime":3052.53,"body":"and trust factor. See? So"},{"speaker":"Darrell Evans","startTime":3052.71,"endTime":3054.99,"body":"there's the long game of this,"},{"speaker":"Darrell Evans","startTime":3052.71,"endTime":3054.99,"body":"there's a short game of it. So I"},{"speaker":"Darrell Evans","startTime":3054.99,"endTime":3057.36,"body":"can do it at the Google level,"},{"speaker":"Darrell Evans","startTime":3054.99,"endTime":3057.36,"body":"we can do it on the social"},{"speaker":"Darrell Evans","startTime":3057.36,"endTime":3062.82,"body":"level, even for kind of esoteric"},{"speaker":"Darrell Evans","startTime":3057.36,"endTime":3062.82,"body":"like stuff. And the question is,"},{"speaker":"Darrell Evans","startTime":3062.82,"endTime":3065.61,"body":"is you just gotta be prepared"},{"speaker":"Darrell Evans","startTime":3062.82,"endTime":3065.61,"body":"strategically. So I think"},{"speaker":"Darrell Evans","startTime":3065.61,"endTime":3071.31,"body":"strategically, I just understand"},{"speaker":"Darrell Evans","startTime":3065.61,"endTime":3071.31,"body":"where people are in the buyers"},{"speaker":"Darrell Evans","startTime":3071.31,"endTime":3076.29,"body":"journey. And in some cases, it's"},{"speaker":"Darrell Evans","startTime":3071.31,"endTime":3076.29,"body":"unaware, some people are unaware"},{"speaker":"Darrell Evans","startTime":3076.29,"endTime":3079.23,"body":"that they even have some, like"},{"speaker":"Darrell Evans","startTime":3076.29,"endTime":3079.23,"body":"the no hot water in your shower?"},{"speaker":"Darrell Evans","startTime":3080.07,"endTime":3083.25,"body":"You're unaware that the water"},{"speaker":"Darrell Evans","startTime":3080.07,"endTime":3083.25,"body":"heater could even go out. You're"},{"speaker":"Darrell Evans","startTime":3083.25,"endTime":3088.17,"body":"just wondering like damn, water"},{"speaker":"Darrell Evans","startTime":3083.25,"endTime":3088.17,"body":"aint hot! Right? But you're"},{"speaker":"Darrell Evans","startTime":3088.17,"endTime":3092.31,"body":"gonna go Google, no hot water in"},{"speaker":"Darrell Evans","startTime":3088.17,"endTime":3092.31,"body":"the shower. That's it. And then"},{"speaker":"Darrell Evans","startTime":3092.31,"endTime":3095.28,"body":"all of a sudden, my plumber"},{"speaker":"Darrell Evans","startTime":3092.31,"endTime":3095.28,"body":"shows up. And they explain why"},{"speaker":"Darrell Evans","startTime":3095.28,"endTime":3098.88,"body":"the water heater or why the"},{"speaker":"Darrell Evans","startTime":3095.28,"endTime":3098.88,"body":"water may not be hot, it might"},{"speaker":"Darrell Evans","startTime":3098.88,"endTime":3101.13,"body":"be related to the water heater."},{"speaker":"Darrell Evans","startTime":3098.88,"endTime":3101.13,"body":"And it happens to be that my"},{"speaker":"Darrell Evans","startTime":3101.13,"endTime":3105.9,"body":"plumber's in that area, they get"},{"speaker":"Darrell Evans","startTime":3101.13,"endTime":3105.9,"body":"the phone call. So it's buyer"},{"speaker":"Darrell Evans","startTime":3105.9,"endTime":3110.52,"body":"psychology, but it's meeting"},{"speaker":"Darrell Evans","startTime":3105.9,"endTime":3110.52,"body":"people where they are. And that"},{"speaker":"Darrell Evans","startTime":3110.52,"endTime":3115.83,"body":"could be unaware, problem aware,"},{"speaker":"Darrell Evans","startTime":3110.52,"endTime":3115.83,"body":"solution aware, product aware or"},{"speaker":"Darrell Evans","startTime":3115.83,"endTime":3119.04,"body":"decision. There's five stages of"},{"speaker":"Darrell Evans","startTime":3115.83,"endTime":3119.04,"body":"awareness in the buyers journey."},{"speaker":"Darrell Evans","startTime":3119.37,"endTime":3122.07,"body":"And a lot of people just want to"},{"speaker":"Darrell Evans","startTime":3119.37,"endTime":3122.07,"body":"sell people who are ready to"},{"speaker":"Darrell Evans","startTime":3122.07,"endTime":3125.94,"body":"buy, I spend time on all five"},{"speaker":"Darrell Evans","startTime":3122.07,"endTime":3125.94,"body":"parts of the spectrum, which is"},{"speaker":"Darrell Evans","startTime":3125.94,"endTime":3128.94,"body":"why we win, all the time,"},{"speaker":"Darrell Evans","startTime":3125.94,"endTime":3128.94,"body":"consistently."},{"speaker":"Nick Nalbach","startTime":3129.78,"endTime":3131.85,"body":"That blows my"},{"speaker":"Nick Nalbach","startTime":3129.78,"endTime":3131.85,"body":"mind, because you're exactly"},{"speaker":"Nick Nalbach","startTime":3131.85,"endTime":3135.18,"body":"right, like everyone is"},{"speaker":"Nick Nalbach","startTime":3131.85,"endTime":3135.18,"body":"targeting someone that's at the"},{"speaker":"Nick Nalbach","startTime":3135.18,"endTime":3137.67,"body":"specific pain point and not"},{"speaker":"Nick Nalbach","startTime":3135.18,"endTime":3137.67,"body":"trying to meet them a few steps"},{"speaker":"Nick Nalbach","startTime":3137.67,"endTime":3140.76,"body":"before they hit that pain point."},{"speaker":"Nick Nalbach","startTime":3137.67,"endTime":3140.76,"body":"Like almost like a preventative."},{"speaker":"Nick Nalbach","startTime":3141.18,"endTime":3145.47,"body":"And dang that, that's insane."},{"speaker":"Nick Nalbach","startTime":3141.18,"endTime":3145.47,"body":"Because that's just . . ."},{"speaker":"Darrell Evans","startTime":3145.47,"endTime":3146.88,"body":"You just, you"},{"speaker":"Darrell Evans","startTime":3145.47,"endTime":3146.88,"body":"just hit the right phrase,"},{"speaker":"Darrell Evans","startTime":3146.88,"endTime":3150.03,"body":"right? We tell a lot of our"},{"speaker":"Darrell Evans","startTime":3146.88,"endTime":3150.03,"body":"professional service providers,"},{"speaker":"Darrell Evans","startTime":3150.45,"endTime":3153.03,"body":"tell them what they need to do"},{"speaker":"Darrell Evans","startTime":3150.45,"endTime":3153.03,"body":"so that they don't need to hire"},{"speaker":"Darrell Evans","startTime":3153.03,"endTime":3158.58,"body":"you. And they look at me like"},{"speaker":"Darrell Evans","startTime":3153.03,"endTime":3158.58,"body":"I'm freaking crazy. Look, the"},{"speaker":"Darrell Evans","startTime":3158.58,"endTime":3162.54,"body":"vast majority of people are not"},{"speaker":"Darrell Evans","startTime":3158.58,"endTime":3162.54,"body":"do it yourselfers. Tell them how"},{"speaker":"Darrell Evans","startTime":3162.54,"endTime":3169.11,"body":"to fix their own problem without"},{"speaker":"Darrell Evans","startTime":3162.54,"endTime":3169.11,"body":"your help. Right? They don't"},{"speaker":"Darrell Evans","startTime":3169.11,"endTime":3172.02,"body":"want to do it themselves anyway."},{"speaker":"Darrell Evans","startTime":3169.11,"endTime":3172.02,"body":"And then when they realize, oh,"},{"speaker":"Darrell Evans","startTime":3172.05,"endTime":3173.79,"body":"because what you're doing is"},{"speaker":"Darrell Evans","startTime":3172.05,"endTime":3173.79,"body":"you're transferring your"},{"speaker":"Darrell Evans","startTime":3173.79,"endTime":3178.59,"body":"expertise to them. And then they"},{"speaker":"Darrell Evans","startTime":3173.79,"endTime":3178.59,"body":"are building trust, they first"},{"speaker":"Darrell Evans","startTime":3178.59,"endTime":3180.18,"body":"of all, they get to know you, if"},{"speaker":"Darrell Evans","startTime":3178.59,"endTime":3180.18,"body":"they're gonna listen to you,"},{"speaker":"Darrell Evans","startTime":3180.45,"endTime":3182.67,"body":"they're gonna either like you or"},{"speaker":"Darrell Evans","startTime":3180.45,"endTime":3182.67,"body":"don't like you, maybe in your,"},{"speaker":"Darrell Evans","startTime":3182.7,"endTime":3185.1,"body":"the way you deliver, but you're"},{"speaker":"Darrell Evans","startTime":3182.7,"endTime":3185.1,"body":"gonna build trust, the minute"},{"speaker":"Darrell Evans","startTime":3185.1,"endTime":3188.7,"body":"they trust you, they'll do"},{"speaker":"Darrell Evans","startTime":3185.1,"endTime":3188.7,"body":"business with you. It's, it's,"},{"speaker":"Darrell Evans","startTime":3188.82,"endTime":3191.1,"body":"and we can do it all without"},{"speaker":"Darrell Evans","startTime":3188.82,"endTime":3191.1,"body":"being face to face. That's the"},{"speaker":"Darrell Evans","startTime":3191.1,"endTime":3196.74,"body":"beauty of it all, like, the vast"},{"speaker":"Darrell Evans","startTime":3191.1,"endTime":3196.74,"body":"majority of my, our clients and"},{"speaker":"Darrell Evans","startTime":3196.74,"endTime":3199.23,"body":"the people I work with, they"},{"speaker":"Darrell Evans","startTime":3196.74,"endTime":3199.23,"body":"don't work face to face with"},{"speaker":"Darrell Evans","startTime":3199.23,"endTime":3202.5,"body":"these people. This is not, I'm"},{"speaker":"Darrell Evans","startTime":3199.23,"endTime":3202.5,"body":"not against face to face, belly"},{"speaker":"Darrell Evans","startTime":3202.5,"endTime":3205.2,"body":"to belly, I'm not against that"},{"speaker":"Darrell Evans","startTime":3202.5,"endTime":3205.2,"body":"at all, pre or post pandemic,"},{"speaker":"Darrell Evans","startTime":3205.2,"endTime":3209.16,"body":"I'm not against it. But if you"},{"speaker":"Darrell Evans","startTime":3205.2,"endTime":3209.16,"body":"want leverage and scale, you're"},{"speaker":"Darrell Evans","startTime":3209.16,"endTime":3211.44,"body":"gonna have to get this online"},{"speaker":"Darrell Evans","startTime":3209.16,"endTime":3211.44,"body":"thing knocked out. And all it is"},{"speaker":"Darrell Evans","startTime":3211.44,"endTime":3215.01,"body":"is human psychology, behavioral"},{"speaker":"Darrell Evans","startTime":3211.44,"endTime":3215.01,"body":"psychology. And I have no degree"},{"speaker":"Darrell Evans","startTime":3215.01,"endTime":3218.79,"body":"in it, trust me. I don't. I just"},{"speaker":"Darrell Evans","startTime":3215.01,"endTime":3218.79,"body":"have, one, and I can look at the"},{"speaker":"Darrell Evans","startTime":3218.79,"endTime":3222.27,"body":"analytics and see all this stuff"},{"speaker":"Darrell Evans","startTime":3218.79,"endTime":3222.27,"body":"is . . . someone touches a"},{"speaker":"Darrell Evans","startTime":3222.27,"endTime":3226.2,"body":"website and doesn't do, we can"},{"speaker":"Darrell Evans","startTime":3222.27,"endTime":3226.2,"body":"see exactly what they're doing"},{"speaker":"Darrell Evans","startTime":3226.2,"endTime":3228.09,"body":"on the website. So we know"},{"speaker":"Darrell Evans","startTime":3226.2,"endTime":3228.09,"body":"exactly how to tweak the"},{"speaker":"Darrell Evans","startTime":3228.09,"endTime":3230.28,"body":"website, we know exactly how to"},{"speaker":"Darrell Evans","startTime":3228.09,"endTime":3230.28,"body":"tweak the user experience"},{"speaker":"Darrell Evans","startTime":3231.15,"endTime":3234.18,"body":"without ever talking to anybody."},{"speaker":"Darrell Evans","startTime":3231.15,"endTime":3234.18,"body":"Sure, user testing, and user"},{"speaker":"Darrell Evans","startTime":3234.18,"endTime":3237.06,"body":"calls and surveys are helpful."},{"speaker":"Darrell Evans","startTime":3234.18,"endTime":3237.06,"body":"But you can use digital"},{"speaker":"Darrell Evans","startTime":3237.06,"endTime":3239.49,"body":"technology to figure out exactly"},{"speaker":"Darrell Evans","startTime":3237.06,"endTime":3239.49,"body":"what people are into and not"},{"speaker":"Darrell Evans","startTime":3239.49,"endTime":3244.41,"body":"into. So I don't wanna get too"},{"speaker":"Darrell Evans","startTime":3239.49,"endTime":3244.41,"body":"geeky on this stuff but . . ."},{"speaker":"Nick Nalbach","startTime":3244.44,"endTime":3247.62,"body":"No, dude, that's,"},{"speaker":"Nick Nalbach","startTime":3244.44,"endTime":3247.62,"body":"that's, it's really fascinating"},{"speaker":"Nick Nalbach","startTime":3247.62,"endTime":3251.7,"body":"to me. I feel like I could keep"},{"speaker":"Nick Nalbach","startTime":3247.62,"endTime":3251.7,"body":"asking you questions, all"},{"speaker":"Nick Nalbach","startTime":3251.7,"endTime":3255.48,"body":"frickin night. But you've given"},{"speaker":"Nick Nalbach","startTime":3251.7,"endTime":3255.48,"body":"a lot of great information here,"},{"speaker":"Nick Nalbach","startTime":3255.48,"endTime":3259.11,"body":"a lot, a lot to think about. I"},{"speaker":"Nick Nalbach","startTime":3255.48,"endTime":3259.11,"body":"think, as a listener listening"},{"speaker":"Nick Nalbach","startTime":3259.11,"endTime":3262.59,"body":"here, like, think about that."},{"speaker":"Nick Nalbach","startTime":3259.11,"endTime":3262.59,"body":"You're obviously focused on your"},{"speaker":"Nick Nalbach","startTime":3262.59,"endTime":3265.32,"body":"customers pain point. But think"},{"speaker":"Nick Nalbach","startTime":3262.59,"endTime":3265.32,"body":"about what, how do you meet them"},{"speaker":"Nick Nalbach","startTime":3265.32,"endTime":3269.37,"body":"before that pain point? Get"},{"speaker":"Nick Nalbach","startTime":3265.32,"endTime":3269.37,"body":"ahead of the people who are your"},{"speaker":"Nick Nalbach","startTime":3269.37,"endTime":3271.65,"body":"competitors that are trying to"},{"speaker":"Nick Nalbach","startTime":3269.37,"endTime":3271.65,"body":"just meet them directly at that"},{"speaker":"Nick Nalbach","startTime":3271.65,"endTime":3272.73,"body":"pain point. I think that's"},{"speaker":"Darrell Evans","startTime":3273.78,"endTime":3275.61,"body":"Can I get one"},{"speaker":"Darrell Evans","startTime":3273.78,"endTime":3275.61,"body":"other idea? Let me give a"},{"speaker":"Darrell Evans","startTime":3275.61,"endTime":3279.33,"body":"practical step because I think I"},{"speaker":"Darrell Evans","startTime":3275.61,"endTime":3279.33,"body":"like to give practical. So this"},{"speaker":"Darrell Evans","startTime":3279.33,"endTime":3281.16,"body":"is the way I've always thought"},{"speaker":"Darrell Evans","startTime":3279.33,"endTime":3281.16,"body":"about it, this is the way I've"},{"speaker":"Darrell Evans","startTime":3281.16,"endTime":3283.8,"body":"always taught it, this is the"},{"speaker":"Darrell Evans","startTime":3281.16,"endTime":3283.8,"body":"way we think about it. And that"},{"speaker":"Darrell Evans","startTime":3283.8,"endTime":3288.12,"body":"is the best exercise you could"},{"speaker":"Darrell Evans","startTime":3283.8,"endTime":3288.12,"body":"do about whether it's, you asked"},{"speaker":"Darrell Evans","startTime":3288.12,"endTime":3289.89,"body":"about this earlier, about"},{"speaker":"Darrell Evans","startTime":3288.12,"endTime":3289.89,"body":"content that you're going to"},{"speaker":"Darrell Evans","startTime":3289.89,"endTime":3291.75,"body":"create for your website, content"},{"speaker":"Darrell Evans","startTime":3289.89,"endTime":3291.75,"body":"you're going to create for"},{"speaker":"Darrell Evans","startTime":3291.75,"endTime":3294.36,"body":"social media posts on social"},{"speaker":"Darrell Evans","startTime":3291.75,"endTime":3294.36,"body":"media, ads you're going to run,"},{"speaker":"Darrell Evans","startTime":3294.93,"endTime":3297.9,"body":"assuming they're not at the"},{"speaker":"Darrell Evans","startTime":3294.93,"endTime":3297.9,"body":"point of decision and you're"},{"speaker":"Darrell Evans","startTime":3297.9,"endTime":3300.99,"body":"trying to get a couple steps"},{"speaker":"Darrell Evans","startTime":3297.9,"endTime":3300.99,"body":"ahead of their pain points, your"},{"speaker":"Darrell Evans","startTime":3300.99,"endTime":3307.35,"body":"job is to sit down and say to"},{"speaker":"Darrell Evans","startTime":3300.99,"endTime":3307.35,"body":"yourself, what is keeping my"},{"speaker":"Darrell Evans","startTime":3307.35,"endTime":3310.89,"body":"client up at night? What is"},{"speaker":"Darrell Evans","startTime":3307.35,"endTime":3310.89,"body":"keeping my customer up at night?"},{"speaker":"Darrell Evans","startTime":3311.52,"endTime":3315.9,"body":"At 11 o'clock at night? They"},{"speaker":"Darrell Evans","startTime":3311.52,"endTime":3315.9,"body":"can't sleep, but they'd like to"},{"speaker":"Darrell Evans","startTime":3315.9,"endTime":3319.98,"body":"be asleep. What are they"},{"speaker":"Darrell Evans","startTime":3315.9,"endTime":3319.98,"body":"thinking about? And what might"},{"speaker":"Darrell Evans","startTime":3320.01,"endTime":3325.41,"body":"they Google to get an answer to?"},{"speaker":"Darrell Evans","startTime":3320.01,"endTime":3325.41,"body":"That's one, that's an exercise"},{"speaker":"Darrell Evans","startTime":3325.41,"endTime":3327.69,"body":"we take all our clients through."},{"speaker":"Darrell Evans","startTime":3325.41,"endTime":3327.69,"body":"And the goal is to come up with"},{"speaker":"Darrell Evans","startTime":3327.72,"endTime":3332.46,"body":"10, 15  20 different things"},{"speaker":"Darrell Evans","startTime":3327.72,"endTime":3332.46,"body":"related to your product or"},{"speaker":"Darrell Evans","startTime":3332.46,"endTime":3336.39,"body":"service that could be keeping"},{"speaker":"Darrell Evans","startTime":3332.46,"endTime":3336.39,"body":"your client up at night. And if"},{"speaker":"Darrell Evans","startTime":3336.39,"endTime":3340.08,"body":"and, if they're likely to go to"},{"speaker":"Darrell Evans","startTime":3336.39,"endTime":3340.08,"body":"Google, what do you think they"},{"speaker":"Darrell Evans","startTime":3340.08,"endTime":3343.53,"body":"type in at 11 o'clock at night?"},{"speaker":"Darrell Evans","startTime":3340.08,"endTime":3343.53,"body":"They're not typing in plumber in"},{"speaker":"Darrell Evans","startTime":3343.53,"endTime":3349.23,"body":"Las Vegas. They're not typing in"},{"speaker":"Darrell Evans","startTime":3343.53,"endTime":3349.23,"body":"Lasik eye surgeon office hours."},{"speaker":"Darrell Evans","startTime":3349.29,"endTime":3352.5,"body":"That's not what they're doing."},{"speaker":"Darrell Evans","startTime":3349.29,"endTime":3352.5,"body":"They're typing in, like I"},{"speaker":"Darrell Evans","startTime":3352.5,"endTime":3355.56,"body":"remember in Lasik, it's just the"},{"speaker":"Darrell Evans","startTime":3352.5,"endTime":3355.56,"body":"practical. After we work through"},{"speaker":"Darrell Evans","startTime":3355.56,"endTime":3359.64,"body":"this practically with a doctor,"},{"speaker":"Darrell Evans","startTime":3355.56,"endTime":3359.64,"body":"here are the two big things that"},{"speaker":"Darrell Evans","startTime":3359.64,"endTime":3363.3,"body":"they were worried about. How"},{"speaker":"Darrell Evans","startTime":3359.64,"endTime":3363.3,"body":"would they pay for it? Because"},{"speaker":"Darrell Evans","startTime":3363.3,"endTime":3366.45,"body":"it's $4,000. Not everybody could"},{"speaker":"Darrell Evans","startTime":3363.3,"endTime":3366.45,"body":"afford that. So they were"},{"speaker":"Darrell Evans","startTime":3366.48,"endTime":3369.3,"body":"wondering if there were"},{"speaker":"Darrell Evans","startTime":3366.48,"endTime":3369.3,"body":"financing options? And is it"},{"speaker":"Darrell Evans","startTime":3369.3,"endTime":3373.44,"body":"safe? And all of the things that"},{"speaker":"Darrell Evans","startTime":3369.3,"endTime":3373.44,"body":"could go wrong with the safety"},{"speaker":"Darrell Evans","startTime":3373.44,"endTime":3376.83,"body":"of their eyes if the surgery"},{"speaker":"Darrell Evans","startTime":3373.44,"endTime":3376.83,"body":"didn't go, right. So our content"},{"speaker":"Darrell Evans","startTime":3376.86,"endTime":3381.12,"body":"mechanism, our content cadence"},{"speaker":"Darrell Evans","startTime":3376.86,"endTime":3381.12,"body":"was mostly around safety, then"},{"speaker":"Darrell Evans","startTime":3381.12,"endTime":3384.84,"body":"we taught them how to buy it"},{"speaker":"Darrell Evans","startTime":3381.12,"endTime":3384.84,"body":"without paying it all in cash."},{"speaker":"Darrell Evans","startTime":3385.23,"endTime":3391.62,"body":"And then we, what is your"},{"speaker":"Darrell Evans","startTime":3385.23,"endTime":3391.62,"body":"client, why can't your clients"},{"speaker":"Darrell Evans","startTime":3391.62,"endTime":3395.7,"body":"sleep? Get good at that. And it"},{"speaker":"Darrell Evans","startTime":3391.62,"endTime":3395.7,"body":"isn't because they're ready to"},{"speaker":"Darrell Evans","startTime":3395.7,"endTime":3398.01,"body":"buy right now. Because it's 11"},{"speaker":"Darrell Evans","startTime":3395.7,"endTime":3398.01,"body":"o'clock, and they'd rather be"},{"speaker":"Darrell Evans","startTime":3398.01,"endTime":3400.23,"body":"ssleep. And if they were ready"},{"speaker":"Darrell Evans","startTime":3398.01,"endTime":3400.23,"body":"to buy they'd already bought it"},{"speaker":"Darrell Evans","startTime":3400.26,"endTime":3403.26,"body":"or they'd be at your office the"},{"speaker":"Darrell Evans","startTime":3400.26,"endTime":3403.26,"body":"next day at eight. Why can't"},{"speaker":"Darrell Evans","startTime":3403.26,"endTime":3406.8,"body":"they sleep? Get clear on that."},{"speaker":"Darrell Evans","startTime":3403.26,"endTime":3406.8,"body":"And it'll lead you to all the"},{"speaker":"Darrell Evans","startTime":3406.8,"endTime":3409.68,"body":"SEO you need. It'll lead you to"},{"speaker":"Darrell Evans","startTime":3406.8,"endTime":3409.68,"body":"all the ads, it'll lead to all"},{"speaker":"Darrell Evans","startTime":3409.68,"endTime":3415.53,"body":"the content. And it starts"},{"speaker":"Darrell Evans","startTime":3409.68,"endTime":3415.53,"body":"there. And once you get that,"},{"speaker":"Darrell Evans","startTime":3415.56,"endTime":3419.55,"body":"oh, you almost, it's almost like"},{"speaker":"Darrell Evans","startTime":3415.56,"endTime":3419.55,"body":"you're reading people's minds."},{"speaker":"Nick Nalbach","startTime":3419.79,"endTime":3421.08,"body":"Right. Dude."},{"speaker":"Darrell Evans","startTime":3421.11,"endTime":3422.7,"body":"That's what they,"},{"speaker":"Darrell Evans","startTime":3421.11,"endTime":3422.7,"body":"that's what people tell us like,"},{"speaker":"Darrell Evans","startTime":3422.73,"endTime":3424.08,"body":"Oh, you're like reading my mind."},{"speaker":"Nick Nalbach","startTime":3424.77,"endTime":3427.41,"body":"Yes, that's, I"},{"speaker":"Nick Nalbach","startTime":3424.77,"endTime":3427.41,"body":"feel like that's the goal is to"},{"speaker":"Nick Nalbach","startTime":3427.41,"endTime":3430.53,"body":"get to that point. And I feel"},{"speaker":"Nick Nalbach","startTime":3427.41,"endTime":3430.53,"body":"like it's oftentimes very"},{"speaker":"Nick Nalbach","startTime":3430.53,"endTime":3434.13,"body":"difficult to kind of put"},{"speaker":"Nick Nalbach","startTime":3430.53,"endTime":3434.13,"body":"yourself in that, that frame of"},{"speaker":"Nick Nalbach","startTime":3434.13,"endTime":3437.25,"body":"mind. But the way that you"},{"speaker":"Nick Nalbach","startTime":3434.13,"endTime":3437.25,"body":"explained it makes so much"},{"speaker":"Nick Nalbach","startTime":3437.25,"endTime":3441.42,"body":"sense. I just want to sit down"},{"speaker":"Nick Nalbach","startTime":3437.25,"endTime":3441.42,"body":"and like just sit with my"},{"speaker":"Nick Nalbach","startTime":3441.42,"endTime":3442.47,"body":"thoughts for a bit on this."},{"speaker":"Darrell Evans","startTime":3443.91,"endTime":3445.89,"body":"And it is, right?"},{"speaker":"Darrell Evans","startTime":3443.91,"endTime":3445.89,"body":"A lot of people want to write a"},{"speaker":"Darrell Evans","startTime":3445.89,"endTime":3449.58,"body":"check Nick and just outsource"},{"speaker":"Darrell Evans","startTime":3445.89,"endTime":3449.58,"body":"this thinking, it's the wrong"},{"speaker":"Darrell Evans","startTime":3449.58,"endTime":3453.84,"body":"thing to do. You can't just"},{"speaker":"Darrell Evans","startTime":3449.58,"endTime":3453.84,"body":"write a check and ask someone"},{"speaker":"Darrell Evans","startTime":3453.84,"endTime":3457.62,"body":"else to pretend that they're,"},{"speaker":"Darrell Evans","startTime":3453.84,"endTime":3457.62,"body":"you can't just write a check to"},{"speaker":"Darrell Evans","startTime":3457.62,"endTime":3462.75,"body":"a freelancer or an agency like"},{"speaker":"Darrell Evans","startTime":3457.62,"endTime":3462.75,"body":"ours, or hire us, hire someone"},{"speaker":"Darrell Evans","startTime":3462.75,"endTime":3466.26,"body":"and just punt all this thinking"},{"speaker":"Darrell Evans","startTime":3462.75,"endTime":3466.26,"body":"to them. Like you're the"},{"speaker":"Darrell Evans","startTime":3466.26,"endTime":3469.32,"body":"professional, you're the expert,"},{"speaker":"Darrell Evans","startTime":3466.26,"endTime":3469.32,"body":"taking all the reps in sales"},{"speaker":"Darrell Evans","startTime":3469.32,"endTime":3473.82,"body":"with these people. You can't"},{"speaker":"Darrell Evans","startTime":3469.32,"endTime":3473.82,"body":"just punt all that expertise to"},{"speaker":"Darrell Evans","startTime":3473.85,"endTime":3476.88,"body":"an outsourcer. Right? So we work"},{"speaker":"Darrell Evans","startTime":3473.85,"endTime":3476.88,"body":"with our clients closely on"},{"speaker":"Darrell Evans","startTime":3476.88,"endTime":3479.04,"body":"this. I don't pretend to know"},{"speaker":"Darrell Evans","startTime":3476.88,"endTime":3479.04,"body":"all things. I just know how to"},{"speaker":"Darrell Evans","startTime":3479.04,"endTime":3481.92,"body":"ask great questions. I don't, I"},{"speaker":"Darrell Evans","startTime":3479.04,"endTime":3481.92,"body":"don't know enough. I can't be a"},{"speaker":"Darrell Evans","startTime":3481.92,"endTime":3484.38,"body":"lawyer or a doctor or an"},{"speaker":"Darrell Evans","startTime":3481.92,"endTime":3484.38,"body":"engineer. On some of these"},{"speaker":"Darrell Evans","startTime":3484.38,"endTime":3486.99,"body":"clients. We got some real"},{"speaker":"Darrell Evans","startTime":3484.38,"endTime":3486.99,"body":"sophisticated, we got a, we got"},{"speaker":"Darrell Evans","startTime":3486.99,"endTime":3491.73,"body":"a company that is paid to hack"},{"speaker":"Darrell Evans","startTime":3486.99,"endTime":3491.73,"body":"stuff, like to help make sure"},{"speaker":"Darrell Evans","startTime":3491.73,"endTime":3493.5,"body":"people's securities, online"},{"speaker":"Darrell Evans","startTime":3491.73,"endTime":3493.5,"body":"security."},{"speaker":"Nick Nalbach","startTime":3493.53,"endTime":3494.01,"body":"Oh, yeah."},{"speaker":"Darrell Evans","startTime":3494.49,"endTime":3496.02,"body":"I don't"},{"speaker":"Darrell Evans","startTime":3494.49,"endTime":3496.02,"body":"understand that stuff. But I"},{"speaker":"Darrell Evans","startTime":3496.02,"endTime":3497.85,"body":"just know how to ask, we just"},{"speaker":"Darrell Evans","startTime":3496.02,"endTime":3497.85,"body":"know how to ask questions. We"},{"speaker":"Darrell Evans","startTime":3497.85,"endTime":3501.15,"body":"know how to ask the questions"},{"speaker":"Darrell Evans","startTime":3497.85,"endTime":3501.15,"body":"about the awareness,"},{"speaker":"Darrell Evans","startTime":3501.21,"endTime":3504.69,"body":"consideration, decision stages,"},{"speaker":"Darrell Evans","startTime":3501.21,"endTime":3504.69,"body":"to get them to think about that"},{"speaker":"Darrell Evans","startTime":3504.72,"endTime":3507.9,"body":"11 o'clock at night thing. And"},{"speaker":"Darrell Evans","startTime":3504.72,"endTime":3507.9,"body":"once we get clear on that we"},{"speaker":"Darrell Evans","startTime":3507.9,"endTime":3510.21,"body":"don't do nothing until we get"},{"speaker":"Darrell Evans","startTime":3507.9,"endTime":3510.21,"body":"clear on that, let me tell you."},{"speaker":"Darrell Evans","startTime":3510.51,"endTime":3513.9,"body":"That sometimes can take a few"},{"speaker":"Darrell Evans","startTime":3510.51,"endTime":3513.9,"body":"weeks, a month. We don't get, we"},{"speaker":"Darrell Evans","startTime":3513.9,"endTime":3517.11,"body":"don't do anything until we get"},{"speaker":"Darrell Evans","startTime":3513.9,"endTime":3517.11,"body":"clear on that. Remember the"},{"speaker":"Darrell Evans","startTime":3517.17,"endTime":3520.41,"body":"statement, what would we do if"},{"speaker":"Darrell Evans","startTime":3517.17,"endTime":3520.41,"body":"we only got paid when the client"},{"speaker":"Darrell Evans","startTime":3520.41,"endTime":3524.31,"body":"got a result? It wouldn't be"},{"speaker":"Darrell Evans","startTime":3520.41,"endTime":3524.31,"body":"hurry up and run an ad campaign."},{"speaker":"Darrell Evans","startTime":3524.55,"endTime":3527.43,"body":"It's get freaking clear on"},{"speaker":"Darrell Evans","startTime":3524.55,"endTime":3527.43,"body":"what's going to get a result."},{"speaker":"Darrell Evans","startTime":3528.36,"endTime":3531.66,"body":"Right? If it takes six weeks, it"},{"speaker":"Darrell Evans","startTime":3528.36,"endTime":3531.66,"body":"takes six weeks, but we're not"},{"speaker":"Darrell Evans","startTime":3531.66,"endTime":3534.24,"body":"pushing no Google buttons, no ad"},{"speaker":"Darrell Evans","startTime":3531.66,"endTime":3534.24,"body":"buttons, we're not creating"},{"speaker":"Darrell Evans","startTime":3534.24,"endTime":3537.03,"body":"creatives, we're not building"},{"speaker":"Darrell Evans","startTime":3534.24,"endTime":3537.03,"body":"landing pages, we're not writing"},{"speaker":"Darrell Evans","startTime":3537.03,"endTime":3541.53,"body":"emails, until we get clear what"},{"speaker":"Darrell Evans","startTime":3537.03,"endTime":3541.53,"body":"the hell is going on 11 o'clock"},{"speaker":"Darrell Evans","startTime":3541.53,"endTime":3544.74,"body":"at night in the mind of this"},{"speaker":"Darrell Evans","startTime":3541.53,"endTime":3544.74,"body":"person so that we can build the"},{"speaker":"Darrell Evans","startTime":3544.74,"endTime":3548.04,"body":"right quote unquote funnel now."},{"speaker":"Darrell Evans","startTime":3544.74,"endTime":3548.04,"body":"I don't like the phrase funnel"},{"speaker":"Darrell Evans","startTime":3548.04,"endTime":3552.63,"body":"per se, but it's getting inside"},{"speaker":"Darrell Evans","startTime":3548.04,"endTime":3552.63,"body":"the mind of the customer and"},{"speaker":"Darrell Evans","startTime":3552.63,"endTime":3555.39,"body":"trying to be empathetic to where"},{"speaker":"Darrell Evans","startTime":3552.63,"endTime":3555.39,"body":"they are. That's why I say"},{"speaker":"Darrell Evans","startTime":3555.39,"endTime":3559.02,"body":"selling isn't hard because it's"},{"speaker":"Darrell Evans","startTime":3555.39,"endTime":3559.02,"body":"just a conversation. And if you"},{"speaker":"Darrell Evans","startTime":3559.02,"endTime":3561.69,"body":"meet them at the conversation"},{"speaker":"Darrell Evans","startTime":3559.02,"endTime":3561.69,"body":"they're already having, the"},{"speaker":"Darrell Evans","startTime":3561.69,"endTime":3565.56,"body":"conversation is do you want to"},{"speaker":"Darrell Evans","startTime":3561.69,"endTime":3565.56,"body":"do it with me? Or not? That's"},{"speaker":"Darrell Evans","startTime":3565.56,"endTime":3568.35,"body":"it, it's just do you want to do"},{"speaker":"Darrell Evans","startTime":3565.56,"endTime":3568.35,"body":"it with me or not? And if you"},{"speaker":"Darrell Evans","startTime":3568.35,"endTime":3571.77,"body":"don't, that's cool. It's an"},{"speaker":"Darrell Evans","startTime":3568.35,"endTime":3571.77,"body":"option. But it's not a sale. I'm"},{"speaker":"Darrell Evans","startTime":3571.77,"endTime":3574.89,"body":"not trying to twist your arm."},{"speaker":"Darrell Evans","startTime":3571.77,"endTime":3574.89,"body":"I've never sold anything any to"},{"speaker":"Darrell Evans","startTime":3574.89,"endTime":3577.02,"body":"anybody. I don't think I just"},{"speaker":"Darrell Evans","startTime":3574.89,"endTime":3577.02,"body":"asked 'em if they wanted to"},{"speaker":"Darrell Evans","startTime":3577.02,"endTime":3581.25,"body":"solve the problem with me. They"},{"speaker":"Darrell Evans","startTime":3577.02,"endTime":3581.25,"body":"already had the problem. My"},{"speaker":"Darrell Evans","startTime":3581.25,"endTime":3583.38,"body":"solution can fix it. I just"},{"speaker":"Darrell Evans","startTime":3581.25,"endTime":3583.38,"body":"don't know if you want to do it"},{"speaker":"Darrell Evans","startTime":3583.38,"endTime":3583.92,"body":"with me."},{"speaker":"Nick Nalbach","startTime":3585.9,"endTime":3586.2,"body":"Dude."},{"speaker":"Darrell Evans","startTime":3586.26,"endTime":3591.27,"body":"But I'm gonna"},{"speaker":"Darrell Evans","startTime":3586.26,"endTime":3591.27,"body":"ask. I'm gonna ask though. If I,"},{"speaker":"Darrell Evans","startTime":3591.75,"endTime":3594.51,"body":"if I want to do it for you. I'm"},{"speaker":"Darrell Evans","startTime":3591.75,"endTime":3594.51,"body":"gonna ask. That's the part a lot"},{"speaker":"Darrell Evans","startTime":3594.51,"endTime":3596.16,"body":"of people just, they fail to"},{"speaker":"Darrell Evans","startTime":3594.51,"endTime":3596.16,"body":"ask."},{"speaker":"Nick Nalbach","startTime":3596.4,"endTime":3600.18,"body":"Right. I'd really"},{"speaker":"Nick Nalbach","startTime":3596.4,"endTime":3600.18,"body":"love to work with Darrell but he"},{"speaker":"Nick Nalbach","startTime":3600.18,"endTime":3601.62,"body":"didn't ask me if it was ok."},{"speaker":"Darrell Evans","startTime":3602.61,"endTime":3604.89,"body":"They're not gonna"},{"speaker":"Darrell Evans","startTime":3602.61,"endTime":3604.89,"body":"ask you, man. A lot of"},{"speaker":"Darrell Evans","startTime":3604.89,"endTime":3607.74,"body":"salespeople are timid. If you"},{"speaker":"Darrell Evans","startTime":3604.89,"endTime":3607.74,"body":"want to eat, you got to ask the"},{"speaker":"Darrell Evans","startTime":3607.74,"endTime":3608.28,"body":"question."},{"speaker":"Nick Nalbach","startTime":3609.54,"endTime":3613.35,"body":"Dude, this, this"},{"speaker":"Nick Nalbach","startTime":3609.54,"endTime":3613.35,"body":"was amazing. You completely"},{"speaker":"Nick Nalbach","startTime":3613.38,"endTime":3618.36,"body":"opened my mind throughout this"},{"speaker":"Nick Nalbach","startTime":3613.38,"endTime":3618.36,"body":"last hour. Where, where do you"},{"speaker":"Nick Nalbach","startTime":3618.36,"endTime":3620.73,"body":"want people to go? Where do you"},{"speaker":"Nick Nalbach","startTime":3618.36,"endTime":3620.73,"body":"want people to go to get in"},{"speaker":"Nick Nalbach","startTime":3620.73,"endTime":3625.11,"body":"contact with you? Maybe get in"},{"speaker":"Nick Nalbach","startTime":3620.73,"endTime":3625.11,"body":"contact with your service or"},{"speaker":"Nick Nalbach","startTime":3625.11,"endTime":3627.45,"body":"just kind of see what you have"},{"speaker":"Nick Nalbach","startTime":3625.11,"endTime":3627.45,"body":"going on. Maybe they want to get"},{"speaker":"Nick Nalbach","startTime":3627.45,"endTime":3629.01,"body":"in contact? Ask questions or"},{"speaker":"Nick Nalbach","startTime":3627.45,"endTime":3629.01,"body":"whatever."},{"speaker":"Darrell Evans","startTime":3629.01,"endTime":3630.39,"body":"Yeah, no, I"},{"speaker":"Darrell Evans","startTime":3629.01,"endTime":3630.39,"body":"appreciate it, I appreciate it."},{"speaker":"Darrell Evans","startTime":3630.42,"endTime":3633.69,"body":"So easiest thing is if you're"},{"speaker":"Darrell Evans","startTime":3630.42,"endTime":3633.69,"body":"listening to the Nick's podcast,"},{"speaker":"Darrell Evans","startTime":3633.69,"endTime":3637.35,"body":"and, and you are, if you're"},{"speaker":"Darrell Evans","startTime":3633.69,"endTime":3637.35,"body":"hearing this right now, and"},{"speaker":"Darrell Evans","startTime":3637.35,"endTime":3639.9,"body":"you've enjoyed anything I've had"},{"speaker":"Darrell Evans","startTime":3637.35,"endTime":3639.9,"body":"to say, I'd really be honored if"},{"speaker":"Darrell Evans","startTime":3639.9,"endTime":3644.16,"body":"you, if you pop over on whatever"},{"speaker":"Darrell Evans","startTime":3639.9,"endTime":3644.16,"body":"podcast service you're listening"},{"speaker":"Darrell Evans","startTime":3644.16,"endTime":3646.95,"body":"to right now, pop over and find"},{"speaker":"Darrell Evans","startTime":3644.16,"endTime":3646.95,"body":"The MindShift Podcast, which is"},{"speaker":"Darrell Evans","startTime":3646.95,"endTime":3651.15,"body":"my show. It's easiest way to get"},{"speaker":"Darrell Evans","startTime":3646.95,"endTime":3651.15,"body":"connected with me. I'm also on"},{"speaker":"Darrell Evans","startTime":3651.15,"endTime":3656.31,"body":"Instagram, @MrDarrellEvans. So"},{"speaker":"Darrell Evans","startTime":3651.15,"endTime":3656.31,"body":"I'm open to DMs over there and"},{"speaker":"Darrell Evans","startTime":3656.31,"endTime":3659.61,"body":"questions. My website is"},{"speaker":"Darrell Evans","startTime":3656.31,"endTime":3659.61,"body":"DarrellEvans.net. And that'll"},{"speaker":"Darrell Evans","startTime":3659.61,"endTime":3662.55,"body":"lead to all things, Darrell's"},{"speaker":"Darrell Evans","startTime":3659.61,"endTime":3662.55,"body":"agency, coaching, whatever the"},{"speaker":"Darrell Evans","startTime":3662.55,"endTime":3665.7,"body":"case is, but my podcast is"},{"speaker":"Darrell Evans","startTime":3662.55,"endTime":3665.7,"body":"pretty cool. And Nick, hopefully"},{"speaker":"Darrell Evans","startTime":3665.7,"endTime":3667.95,"body":"we can have you on as an"},{"speaker":"Darrell Evans","startTime":3665.7,"endTime":3667.95,"body":"entrepreneur. That's what we do"},{"speaker":"Darrell Evans","startTime":3667.95,"endTime":3670.35,"body":"over there is interview"},{"speaker":"Darrell Evans","startTime":3667.95,"endTime":3670.35,"body":"entrepreneurs, about their"},{"speaker":"Darrell Evans","startTime":3670.35,"endTime":3673.05,"body":"journey from inspiration to"},{"speaker":"Darrell Evans","startTime":3670.35,"endTime":3673.05,"body":"realization and when life knocks"},{"speaker":"Darrell Evans","startTime":3673.05,"endTime":3675.33,"body":"'em down from breakdown to"},{"speaker":"Darrell Evans","startTime":3673.05,"endTime":3675.33,"body":"breakthrough. So thank you so"},{"speaker":"Darrell Evans","startTime":3675.33,"endTime":3677.19,"body":"much for having me, Nick. It's"},{"speaker":"Darrell Evans","startTime":3675.33,"endTime":3677.19,"body":"been a pleasure. I've, we've"},{"speaker":"Darrell Evans","startTime":3677.19,"endTime":3679.77,"body":"laughed a bunch. I always love"},{"speaker":"Darrell Evans","startTime":3677.19,"endTime":3679.77,"body":"these conversations where we"},{"speaker":"Darrell Evans","startTime":3679.77,"endTime":3681.15,"body":"just, we can have some fun."},{"speaker":"Nick Nalbach","startTime":3681.36,"endTime":3683.1,"body":"Yeah, dude,"},{"speaker":"Nick Nalbach","startTime":3681.36,"endTime":3683.1,"body":"absolutely. It was a pleasure"},{"speaker":"Nick Nalbach","startTime":3683.1,"endTime":3687.0,"body":"having you on. For everyone"},{"speaker":"Nick Nalbach","startTime":3683.1,"endTime":3687.0,"body":"listening, the links that"},{"speaker":"Nick Nalbach","startTime":3687.03,"endTime":3689.49,"body":"Darrell just mentioned, I will"},{"speaker":"Nick Nalbach","startTime":3687.03,"endTime":3689.49,"body":"put those in the show notes for"},{"speaker":"Nick Nalbach","startTime":3689.49,"endTime":3692.13,"body":"this episode. So stick around"},{"speaker":"Nick Nalbach","startTime":3689.49,"endTime":3692.13,"body":"just a few seconds and I will"},{"speaker":"Nick Nalbach","startTime":3692.13,"endTime":3694.86,"body":"get you the link to that."},{"speaker":"Nick Nalbach","startTime":3692.13,"endTime":3694.86,"body":"Darrell, this was, this was a"},{"speaker":"Nick Nalbach","startTime":3694.86,"endTime":3697.26,"body":"blast. I had such a great time"},{"speaker":"Nick Nalbach","startTime":3694.86,"endTime":3697.26,"body":"chatting with you."},{"speaker":"Darrell Evans","startTime":3697.41,"endTime":3697.68,"body":"Likewise."},{"speaker":"Nick Nalbach","startTime":3697.68,"endTime":3699.33,"body":"It's always fun to"},{"speaker":"Nick Nalbach","startTime":3697.68,"endTime":3699.33,"body":"have these these fun"},{"speaker":"Nick Nalbach","startTime":3699.33,"endTime":3700.17,"body":"conversations."},{"speaker":"Darrell Evans","startTime":3700.38,"endTime":3702.06,"body":"Yeah, likewise."},{"speaker":"Darrell Evans","startTime":3700.38,"endTime":3702.06,"body":"You asked some great questions"},{"speaker":"Darrell Evans","startTime":3702.06,"endTime":3704.28,"body":"and absolutely fun, man. I"},{"speaker":"Darrell Evans","startTime":3702.06,"endTime":3704.28,"body":"enjoyed it."},{"speaker":"Nick Nalbach","startTime":3704.67,"endTime":3706.77,"body":"And I appreciate"},{"speaker":"Nick Nalbach","startTime":3704.67,"endTime":3706.77,"body":"it, man. You have a great rest"},{"speaker":"Nick Nalbach","startTime":3706.77,"endTime":3707.4,"body":"of your day."},{"speaker":"Darrell Evans","startTime":3708.69,"endTime":3709.17,"body":"Thanks, man."},{"speaker":"The Mindshift Podcast","startTime":3712.35,"endTime":3713.49,"body":"Hey my"},{"speaker":"The Mindshift Podcast","startTime":3712.35,"endTime":3713.49,"body":"friend, thanks again for"},{"speaker":"The Mindshift Podcast","startTime":3713.49,"endTime":3716.16,"body":"listening to today's episode of"},{"speaker":"The Mindshift Podcast","startTime":3713.49,"endTime":3716.16,"body":"The MindShift Podcast. Listen,"},{"speaker":"The Mindshift Podcast","startTime":3716.16,"endTime":3719.4,"body":"let's not have the conversation"},{"speaker":"The Mindshift Podcast","startTime":3716.16,"endTime":3719.4,"body":"in here. Connect with me on"},{"speaker":"The Mindshift Podcast","startTime":3719.4,"endTime":3723.48,"body":"social @MrDarrellEvans on almost"},{"speaker":"The Mindshift Podcast","startTime":3719.4,"endTime":3723.48,"body":"all the platforms, with the"},{"speaker":"The Mindshift Podcast","startTime":3723.48,"endTime":3726.18,"body":"exception of Facebook. My"},{"speaker":"The Mindshift Podcast","startTime":3723.48,"endTime":3726.18,"body":"Facebook fan page is"},{"speaker":"The Mindshift Podcast","startTime":3726.93,"endTime":3730.83,"body":"@DarrellEvansFan. Until next"},{"speaker":"The Mindshift Podcast","startTime":3726.93,"endTime":3730.83,"body":"week, remember you're just one"},{"speaker":"The Mindshift Podcast","startTime":3730.83,"endTime":3733.44,"body":"shift away from the breakthrough"},{"speaker":"The Mindshift Podcast","startTime":3730.83,"endTime":3733.44,"body":"you're looking for."}]}