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Let's"},{"speaker":"The MindShift Podcast","startTime":74.9,"endTime":77.27,"body":"get started with today's"},{"speaker":"The MindShift Podcast","startTime":77.27,"endTime":77.75,"body":"episode."},{"speaker":"Darrell Evans","startTime":82.28,"endTime":83.99,"body":"Hey, my friend"},{"speaker":"Darrell Evans","startTime":82.28,"endTime":83.99,"body":"How you doing? Welcome to The"},{"speaker":"Darrell Evans","startTime":83.99,"endTime":88.01,"body":"MindShift Podcast where every"},{"speaker":"Darrell Evans","startTime":83.99,"endTime":88.01,"body":"week on this show. Our goal is"},{"speaker":"Darrell Evans","startTime":88.01,"endTime":92.72,"body":"to help you shift your mind so"},{"speaker":"Darrell Evans","startTime":88.01,"endTime":92.72,"body":"you can shift your results in"},{"speaker":"Darrell Evans","startTime":92.72,"endTime":96.5,"body":"your business and your life. If"},{"speaker":"Darrell Evans","startTime":92.72,"endTime":96.5,"body":"you've not done so already, hit"},{"speaker":"Darrell Evans","startTime":96.5,"endTime":99.17,"body":"the subscribe or follow button"},{"speaker":"Darrell Evans","startTime":96.5,"endTime":99.17,"body":"wherever you're listening to the"},{"speaker":"Darrell Evans","startTime":99.17,"endTime":103.04,"body":"show, so that you never miss an"},{"speaker":"Darrell Evans","startTime":99.17,"endTime":103.04,"body":"episode. And after you enjoy"},{"speaker":"Darrell Evans","startTime":103.07,"endTime":108.53,"body":"today's show, DM me on Instagram"},{"speaker":"Darrell Evans","startTime":103.07,"endTime":108.53,"body":"@MrDarrellEvans, and let me know"},{"speaker":"Darrell Evans","startTime":108.56,"endTime":112.67,"body":"your biggest mind shift from"},{"speaker":"Darrell Evans","startTime":108.56,"endTime":112.67,"body":"today's show. Listen, if this is"},{"speaker":"Darrell Evans","startTime":112.67,"endTime":115.07,"body":"your first time here, my name is"},{"speaker":"Darrell Evans","startTime":112.67,"endTime":115.07,"body":"Darrell Evans. I'm a serial"},{"speaker":"Darrell Evans","startTime":115.07,"endTime":117.83,"body":"entrepreneur who started his"},{"speaker":"Darrell Evans","startTime":115.07,"endTime":117.83,"body":"first business at the age of 20."},{"speaker":"Darrell Evans","startTime":118.07,"endTime":120.53,"body":"I've now gone on to build"},{"speaker":"Darrell Evans","startTime":118.07,"endTime":120.53,"body":"several successful businesses"},{"speaker":"Darrell Evans","startTime":120.53,"endTime":123.83,"body":"across the seven figure mark."},{"speaker":"Darrell Evans","startTime":120.53,"endTime":123.83,"body":"And through my digital marketing"},{"speaker":"Darrell Evans","startTime":123.83,"endTime":127.91,"body":"agency, we've now helped clients"},{"speaker":"Darrell Evans","startTime":123.83,"endTime":127.91,"body":"generate over nine figures in"},{"speaker":"Darrell Evans","startTime":127.91,"endTime":131.27,"body":"revenue over the last 11 years."},{"speaker":"Darrell Evans","startTime":127.91,"endTime":131.27,"body":"While the journey from"},{"speaker":"Darrell Evans","startTime":131.27,"endTime":134.78,"body":"inspiration to realization is"},{"speaker":"Darrell Evans","startTime":131.27,"endTime":134.78,"body":"fun to talk about. It's actually"},{"speaker":"Darrell Evans","startTime":134.78,"endTime":137.57,"body":"when life knocked me down that I"},{"speaker":"Darrell Evans","startTime":134.78,"endTime":137.57,"body":"learned some of my biggest"},{"speaker":"Darrell Evans","startTime":137.57,"endTime":141.53,"body":"success lessons here at mind"},{"speaker":"Darrell Evans","startTime":137.57,"endTime":141.53,"body":"shift we call those breakdowns."},{"speaker":"Darrell Evans","startTime":141.8,"endTime":145.37,"body":"Now it's those breakdowns that"},{"speaker":"Darrell Evans","startTime":141.8,"endTime":145.37,"body":"led me to develop a framework"},{"speaker":"Darrell Evans","startTime":145.52,"endTime":149.06,"body":"called the mind shift method."},{"speaker":"Darrell Evans","startTime":145.52,"endTime":149.06,"body":"It's a four step framework I use"},{"speaker":"Darrell Evans","startTime":149.06,"endTime":152.39,"body":"anytime I get stuck. I need to"},{"speaker":"Darrell Evans","startTime":149.06,"endTime":152.39,"body":"overcome a major life challenge"},{"speaker":"Darrell Evans","startTime":152.42,"endTime":156.05,"body":"or a business challenge. Or if I"},{"speaker":"Darrell Evans","startTime":152.42,"endTime":156.05,"body":"want to pursue a new career path"},{"speaker":"Darrell Evans","startTime":156.05,"endTime":159.71,"body":"or desire of any kind. You know,"},{"speaker":"Darrell Evans","startTime":156.05,"endTime":159.71,"body":"I use this when I was sleeping"},{"speaker":"Darrell Evans","startTime":159.71,"endTime":162.29,"body":"on my grandmother's couch living"},{"speaker":"Darrell Evans","startTime":159.71,"endTime":162.29,"body":"out of two duffel bags of"},{"speaker":"Darrell Evans","startTime":162.29,"endTime":164.84,"body":"clothes. When I was starting one"},{"speaker":"Darrell Evans","startTime":162.29,"endTime":164.84,"body":"of my first successful"},{"speaker":"Darrell Evans","startTime":164.84,"endTime":167.66,"body":"businesses, I used it when I"},{"speaker":"Darrell Evans","startTime":164.84,"endTime":167.66,"body":"faced the reality that I'd have"},{"speaker":"Darrell Evans","startTime":167.66,"endTime":170.54,"body":"to figure out how to be a good"},{"speaker":"Darrell Evans","startTime":167.66,"endTime":170.54,"body":"father to my two boys at the"},{"speaker":"Darrell Evans","startTime":170.54,"endTime":175.67,"body":"time, who were living 1075 miles"},{"speaker":"Darrell Evans","startTime":170.54,"endTime":175.67,"body":"away from me. I used it when my"},{"speaker":"Darrell Evans","startTime":175.67,"endTime":178.76,"body":"business collapsed in 2008. And"},{"speaker":"Darrell Evans","startTime":175.67,"endTime":178.76,"body":"I had to file bankruptcy and I"},{"speaker":"Darrell Evans","startTime":178.76,"endTime":181.94,"body":"lost everything and I had to"},{"speaker":"Darrell Evans","startTime":178.76,"endTime":181.94,"body":"start over again. It wasn't"},{"speaker":"Darrell Evans","startTime":181.94,"endTime":186.77,"body":"until 2020 when something else"},{"speaker":"Darrell Evans","startTime":181.94,"endTime":186.77,"body":"happened. And someone asked me,"},{"speaker":"Darrell Evans","startTime":187.04,"endTime":190.94,"body":"How do you do it? How do you"},{"speaker":"Darrell Evans","startTime":187.04,"endTime":190.94,"body":"remain so calm through"},{"speaker":"Darrell Evans","startTime":190.94,"endTime":194.27,"body":"adversity? How do you keep a"},{"speaker":"Darrell Evans","startTime":190.94,"endTime":194.27,"body":"positive outlook when facing"},{"speaker":"Darrell Evans","startTime":194.27,"endTime":198.23,"body":"what would take most other"},{"speaker":"Darrell Evans","startTime":194.27,"endTime":198.23,"body":"people out. And what I didn't"},{"speaker":"Darrell Evans","startTime":198.23,"endTime":201.05,"body":"realize at that time was I've"},{"speaker":"Darrell Evans","startTime":198.23,"endTime":201.05,"body":"been using this framework"},{"speaker":"Darrell Evans","startTime":201.11,"endTime":205.91,"body":"unconsciously for like the last"},{"speaker":"Darrell Evans","startTime":201.11,"endTime":205.91,"body":"two decades. That conversation"},{"speaker":"Darrell Evans","startTime":205.91,"endTime":208.94,"body":"though, led me to break down"},{"speaker":"Darrell Evans","startTime":205.91,"endTime":208.94,"body":"that four step framework, and I"},{"speaker":"Darrell Evans","startTime":208.94,"endTime":211.76,"body":"share it with all of the members"},{"speaker":"Darrell Evans","startTime":208.94,"endTime":211.76,"body":"of the mind shift community. The"},{"speaker":"Darrell Evans","startTime":211.76,"endTime":215.66,"body":"mind shift community is my free"},{"speaker":"Darrell Evans","startTime":211.76,"endTime":215.66,"body":"coaching community where you can"},{"speaker":"Darrell Evans","startTime":215.66,"endTime":219.17,"body":"gather with us every single"},{"speaker":"Darrell Evans","startTime":215.66,"endTime":219.17,"body":"month for free, live"},{"speaker":"Darrell Evans","startTime":219.23,"endTime":224.51,"body":"masterclass. You also get access"},{"speaker":"Darrell Evans","startTime":219.23,"endTime":224.51,"body":"to me for monthly q\u0026a. And you"},{"speaker":"Darrell Evans","startTime":224.51,"endTime":228.53,"body":"even get exclusive discounts on"},{"speaker":"Darrell Evans","startTime":224.51,"endTime":228.53,"body":"merchant programs and events not"},{"speaker":"Darrell Evans","startTime":228.53,"endTime":232.76,"body":"available to the general public."},{"speaker":"Darrell Evans","startTime":228.53,"endTime":232.76,"body":"The best part is, it's 100% free"},{"speaker":"Darrell Evans","startTime":232.76,"endTime":236.03,"body":"to join in another tap really"},{"speaker":"Darrell Evans","startTime":232.76,"endTime":236.03,"body":"quick. Go to"},{"speaker":"Darrell Evans","startTime":236.06,"endTime":238.88,"body":"mindshiftcommunity.com to join"},{"speaker":"Darrell Evans","startTime":236.06,"endTime":238.88,"body":"for free, and I'll see you"},{"speaker":"Darrell Evans","startTime":238.88,"endTime":239.96,"body":"inside the community."},{"speaker":"Darrell Evans","startTime":245.51,"endTime":248.75,"body":"I'm on YouTube one day and up"},{"speaker":"Darrell Evans","startTime":245.51,"endTime":248.75,"body":"pops this video about how to"},{"speaker":"Darrell Evans","startTime":248.75,"endTime":252.56,"body":"create content that generates"},{"speaker":"Darrell Evans","startTime":248.75,"endTime":252.56,"body":"consulting leads. Now I'm in the"},{"speaker":"Darrell Evans","startTime":252.56,"endTime":255.41,"body":"lead generation business in my"},{"speaker":"Darrell Evans","startTime":252.56,"endTime":255.41,"body":"marketing agency Yokel Local."},{"speaker":"Darrell Evans","startTime":255.68,"endTime":258.83,"body":"I've been owning businesses now"},{"speaker":"Darrell Evans","startTime":255.68,"endTime":258.83,"body":"for about 30 years. So"},{"speaker":"Darrell Evans","startTime":258.98,"endTime":262.85,"body":"obviously, I'm keen to the topic"},{"speaker":"Darrell Evans","startTime":258.98,"endTime":262.85,"body":"of generating leads and"},{"speaker":"Darrell Evans","startTime":262.85,"endTime":265.64,"body":"increasing sales. But there was"},{"speaker":"Darrell Evans","startTime":262.85,"endTime":265.64,"body":"something about this video I"},{"speaker":"Darrell Evans","startTime":265.64,"endTime":269.33,"body":"couldn't leave alone. Not only"},{"speaker":"Darrell Evans","startTime":265.64,"endTime":269.33,"body":"did I watched that video, but I"},{"speaker":"Darrell Evans","startTime":269.39,"endTime":273.41,"body":"ended up in the YouTube"},{"speaker":"Darrell Evans","startTime":269.39,"endTime":273.41,"body":"University rabbit hole of Mr."},{"speaker":"Darrell Evans","startTime":273.44,"endTime":278.3,"body":"Alzay Calhoun. And for me,"},{"speaker":"Darrell Evans","startTime":273.44,"endTime":278.3,"body":"that's a big deal, because I"},{"speaker":"Darrell Evans","startTime":278.3,"endTime":282.17,"body":"very rarely find other experts"},{"speaker":"Darrell Evans","startTime":278.3,"endTime":282.17,"body":"in the lead generation and"},{"speaker":"Darrell Evans","startTime":282.17,"endTime":287.87,"body":"business sales coaching space"},{"speaker":"Darrell Evans","startTime":282.17,"endTime":287.87,"body":"that have the acumen with"},{"speaker":"Darrell Evans","startTime":287.87,"endTime":292.79,"body":"clarity and simplicity that I"},{"speaker":"Darrell Evans","startTime":287.87,"endTime":292.79,"body":"think I bring to my clients."},{"speaker":"Darrell Evans","startTime":293.18,"endTime":295.97,"body":"Alzay has been a business coach"},{"speaker":"Darrell Evans","startTime":293.18,"endTime":295.97,"body":"since 2008. He's been helping"},{"speaker":"Darrell Evans","startTime":296.12,"endTime":299.57,"body":"boutique consulting firms scale"},{"speaker":"Darrell Evans","startTime":296.12,"endTime":299.57,"body":"their business without stress"},{"speaker":"Darrell Evans","startTime":299.93,"endTime":303.98,"body":"He's got a mantra He's like,"},{"speaker":"Darrell Evans","startTime":299.93,"endTime":303.98,"body":"imagine fewer proposals, easier"},{"speaker":"Darrell Evans","startTime":303.98,"endTime":308.45,"body":"sales calls, better behaved"},{"speaker":"Darrell Evans","startTime":303.98,"endTime":308.45,"body":"clients and more days off. It"},{"speaker":"Darrell Evans","startTime":308.45,"endTime":312.41,"body":"all is kind of based around an"},{"speaker":"Darrell Evans","startTime":308.45,"endTime":312.41,"body":"idea that he says, we transform,"},{"speaker":"Darrell Evans","startTime":312.41,"endTime":317.72,"body":"intelligent, technically"},{"speaker":"Darrell Evans","startTime":312.41,"endTime":317.72,"body":"oriented, stalled leaders of"},{"speaker":"Darrell Evans","startTime":317.72,"endTime":322.85,"body":"consulting firms into insightful"},{"speaker":"Darrell Evans","startTime":317.72,"endTime":322.85,"body":"inspired business architects."},{"speaker":"Darrell Evans","startTime":323.45,"endTime":328.25,"body":"And in his words, we help you"},{"speaker":"Darrell Evans","startTime":323.45,"endTime":328.25,"body":"translate your expertise into an"},{"speaker":"Darrell Evans","startTime":328.25,"endTime":332.81,"body":"experience your clients can"},{"speaker":"Darrell Evans","startTime":328.25,"endTime":332.81,"body":"consume. I reached out to"},{"speaker":"Darrell Evans","startTime":332.81,"endTime":335.93,"body":"alzette I'm like, I gotta have"},{"speaker":"Darrell Evans","startTime":332.81,"endTime":335.93,"body":"this gown to show. Not sure if"},{"speaker":"Darrell Evans","startTime":335.93,"endTime":338.93,"body":"he'll be on the show. But I've"},{"speaker":"Darrell Evans","startTime":335.93,"endTime":338.93,"body":"got to reach out of course, he"},{"speaker":"Darrell Evans","startTime":338.93,"endTime":341.78,"body":"said, Yes. I don't have much"},{"speaker":"Darrell Evans","startTime":338.93,"endTime":341.78,"body":"else to say because this"},{"speaker":"Darrell Evans","startTime":341.78,"endTime":345.95,"body":"interview is going to blow your"},{"speaker":"Darrell Evans","startTime":341.78,"endTime":345.95,"body":"mind. Get ready to shift your"},{"speaker":"Darrell Evans","startTime":345.95,"endTime":349.76,"body":"mind and shift your results."},{"speaker":"Darrell Evans","startTime":345.95,"endTime":349.76,"body":"Whether you're an owner of a"},{"speaker":"Darrell Evans","startTime":349.76,"endTime":353.12,"body":"consulting firm, small business"},{"speaker":"Darrell Evans","startTime":349.76,"endTime":353.12,"body":"owner, professional service"},{"speaker":"Darrell Evans","startTime":353.12,"endTime":358.07,"body":"provider, it doesn't matter. The"},{"speaker":"Darrell Evans","startTime":353.12,"endTime":358.07,"body":"simplicity of his frameworks are"},{"speaker":"Darrell Evans","startTime":358.07,"endTime":362.81,"body":"going to astonish you. Here's"},{"speaker":"Darrell Evans","startTime":358.07,"endTime":362.81,"body":"Alzay. My man Alzay. What's"},{"speaker":"Darrell Evans","startTime":362.81,"endTime":365.24,"body":"going on? Welcome to The"},{"speaker":"Darrell Evans","startTime":362.81,"endTime":365.24,"body":"MindShift Podcast."},{"speaker":"Alzay Calhoun","startTime":365.3,"endTime":367.01,"body":"We're here. I'm"},{"speaker":"Alzay Calhoun","startTime":365.3,"endTime":367.01,"body":"glad to be here. Thank you for"},{"speaker":"Alzay Calhoun","startTime":367.01,"endTime":367.43,"body":"having me."},{"speaker":"Darrell Evans","startTime":367.46,"endTime":370.82,"body":"We are here and a"},{"speaker":"Darrell Evans","startTime":367.46,"endTime":370.82,"body":"small aside, before we jump in,"},{"speaker":"Darrell Evans","startTime":371.03,"endTime":373.64,"body":"we had some challenges last time"},{"speaker":"Darrell Evans","startTime":371.03,"endTime":373.64,"body":"we got together, did we not?"},{"speaker":"Alzay Calhoun","startTime":375.05,"endTime":375.92,"body":"Yes, we did."},{"speaker":"Darrell Evans","startTime":375.95,"endTime":378.68,"body":"Let me tell you,"},{"speaker":"Darrell Evans","startTime":375.95,"endTime":378.68,"body":"as Internet entrepreneurs, you"},{"speaker":"Darrell Evans","startTime":378.68,"endTime":382.85,"body":"are just facing all sorts of"},{"speaker":"Darrell Evans","startTime":378.68,"endTime":382.85,"body":"challenges from time to time and"},{"speaker":"Darrell Evans","startTime":382.85,"endTime":387.26,"body":"we hit three false starts the"},{"speaker":"Darrell Evans","startTime":382.85,"endTime":387.26,"body":"last time a week or two ago. And"},{"speaker":"Darrell Evans","startTime":387.26,"endTime":389.99,"body":"so it is absolutely a pleasure"},{"speaker":"Darrell Evans","startTime":387.26,"endTime":389.99,"body":"to have you here. I'm looking"},{"speaker":"Darrell Evans","startTime":389.99,"endTime":391.94,"body":"forward to it. Where are you"},{"speaker":"Darrell Evans","startTime":389.99,"endTime":391.94,"body":"joining us from?"},{"speaker":"Alzay Calhoun","startTime":392.09,"endTime":395.21,"body":"I am in Atlanta,"},{"speaker":"Alzay Calhoun","startTime":392.09,"endTime":395.21,"body":"Georgia. The weather's behaving"},{"speaker":"Alzay Calhoun","startTime":395.21,"endTime":398.03,"body":"today, actually. So it rained a"},{"speaker":"Alzay Calhoun","startTime":395.21,"endTime":398.03,"body":"little bit so the pollen has"},{"speaker":"Alzay Calhoun","startTime":398.09,"endTime":400.88,"body":"settled down so I can breathe"},{"speaker":"Alzay Calhoun","startTime":398.09,"endTime":400.88,"body":"easy.It's a good day."},{"speaker":"Darrell Evans","startTime":400.97,"endTime":402.8,"body":"Amazing. Well,"},{"speaker":"Darrell Evans","startTime":400.97,"endTime":402.8,"body":"listen, let's jump right in."},{"speaker":"Darrell Evans","startTime":402.98,"endTime":406.13,"body":"Alzay,  I've invited you to the"},{"speaker":"Darrell Evans","startTime":402.98,"endTime":406.13,"body":"show for a number of reasons, a"},{"speaker":"Darrell Evans","startTime":406.13,"endTime":408.74,"body":"couple of which I'll highlight"},{"speaker":"Darrell Evans","startTime":406.13,"endTime":408.74,"body":"now. And then as we go through"},{"speaker":"Darrell Evans","startTime":408.74,"endTime":411.02,"body":"the conversation today, it's"},{"speaker":"Darrell Evans","startTime":408.74,"endTime":411.02,"body":"going to be present to the"},{"speaker":"Darrell Evans","startTime":411.02,"endTime":414.17,"body":"listening audience why I invited"},{"speaker":"Darrell Evans","startTime":411.02,"endTime":414.17,"body":"you to the show, I came across"},{"speaker":"Darrell Evans","startTime":414.17,"endTime":417.29,"body":"your YouTube channel, probably"},{"speaker":"Darrell Evans","startTime":414.17,"endTime":417.29,"body":"three months ago, I watched a"},{"speaker":"Darrell Evans","startTime":417.29,"endTime":421.94,"body":"couple of your videos. And I was"},{"speaker":"Darrell Evans","startTime":417.29,"endTime":421.94,"body":"like the way this guy teaches"},{"speaker":"Darrell Evans","startTime":422.09,"endTime":426.95,"body":"and the way this guy structures,"},{"speaker":"Darrell Evans","startTime":422.09,"endTime":426.95,"body":"his content with crystal clarity"},{"speaker":"Darrell Evans","startTime":426.98,"endTime":431.06,"body":"in your message. And then"},{"speaker":"Darrell Evans","startTime":426.98,"endTime":431.06,"body":"there's this witty humor of"},{"speaker":"Darrell Evans","startTime":431.06,"endTime":434.36,"body":"directness that I just"},{"speaker":"Darrell Evans","startTime":431.06,"endTime":434.36,"body":"appreciate. And I hope the"},{"speaker":"Darrell Evans","startTime":434.36,"endTime":437.21,"body":"listeners hear that through our"},{"speaker":"Darrell Evans","startTime":434.36,"endTime":437.21,"body":"conversation today. We're going"},{"speaker":"Darrell Evans","startTime":437.21,"endTime":438.98,"body":"to jump into that I'm going to"},{"speaker":"Darrell Evans","startTime":437.21,"endTime":438.98,"body":"highlight we're gonna we're"},{"speaker":"Darrell Evans","startTime":438.98,"endTime":442.46,"body":"gonna unpack the greatness that"},{"speaker":"Darrell Evans","startTime":438.98,"endTime":442.46,"body":"is in Alzay Calhoun here today"},{"speaker":"Darrell Evans","startTime":442.46,"endTime":445.79,"body":"for sure. Before we do all that,"},{"speaker":"Darrell Evans","startTime":442.46,"endTime":445.79,"body":"once you jump in and give us a"},{"speaker":"Darrell Evans","startTime":445.79,"endTime":448.76,"body":"little bit of your backstory,"},{"speaker":"Darrell Evans","startTime":445.79,"endTime":448.76,"body":"and tell us about your business,"},{"speaker":"Darrell Evans","startTime":448.76,"endTime":450.83,"body":"your practice what you do to"},{"speaker":"Darrell Evans","startTime":448.76,"endTime":450.83,"body":"help people every single day."},{"speaker":"Alzay Calhoun","startTime":451.16,"endTime":453.98,"body":"Yeah, how I got"},{"speaker":"Alzay Calhoun","startTime":451.16,"endTime":453.98,"body":"here, right. So when I started"},{"speaker":"Alzay Calhoun","startTime":453.98,"endTime":458.78,"body":"my business 2008/2009, I started"},{"speaker":"Alzay Calhoun","startTime":453.98,"endTime":458.78,"body":"out as a consultant. And when I"},{"speaker":"Alzay Calhoun","startTime":458.78,"endTime":462.38,"body":"began that journey, I already"},{"speaker":"Alzay Calhoun","startTime":458.78,"endTime":462.38,"body":"had a undergrad degree in"},{"speaker":"Alzay Calhoun","startTime":462.38,"endTime":465.59,"body":"business, I had a grad degree in"},{"speaker":"Alzay Calhoun","startTime":462.38,"endTime":465.59,"body":"business, I have an MBA degree."},{"speaker":"Alzay Calhoun","startTime":465.77,"endTime":469.04,"body":"And I already had a fortune 500"},{"speaker":"Alzay Calhoun","startTime":465.77,"endTime":469.04,"body":"client I already had. So I"},{"speaker":"Alzay Calhoun","startTime":469.04,"endTime":472.19,"body":"thought I was starting my"},{"speaker":"Alzay Calhoun","startTime":469.04,"endTime":472.19,"body":"business with good bones, you"},{"speaker":"Alzay Calhoun","startTime":472.19,"endTime":474.5,"body":"know, solid framework, I knew"},{"speaker":"Alzay Calhoun","startTime":472.19,"endTime":474.5,"body":"what I was doing, quote,"},{"speaker":"Alzay Calhoun","startTime":474.5,"endTime":479.0,"body":"unquote. And six months later, a"},{"speaker":"Alzay Calhoun","startTime":474.5,"endTime":479.0,"body":"year later, 18 months later, I"},{"speaker":"Alzay Calhoun","startTime":479.0,"endTime":482.72,"body":"got absolutely overwhelmed. And"},{"speaker":"Alzay Calhoun","startTime":479.0,"endTime":482.72,"body":"I didn't see that coming. And I"},{"speaker":"Alzay Calhoun","startTime":482.72,"endTime":486.71,"body":"hadn't never taken a course or"},{"speaker":"Alzay Calhoun","startTime":482.72,"endTime":486.71,"body":"got any mentorship, etc, around"},{"speaker":"Alzay Calhoun","startTime":486.71,"endTime":490.4,"body":"the number of details that a"},{"speaker":"Alzay Calhoun","startTime":486.71,"endTime":490.4,"body":"business owner is responsible"},{"speaker":"Alzay Calhoun","startTime":490.4,"endTime":493.4,"body":"for. I assumed that being a"},{"speaker":"Alzay Calhoun","startTime":490.4,"endTime":493.4,"body":"technical expert was good"},{"speaker":"Alzay Calhoun","startTime":493.4,"endTime":497.66,"body":"enough, and I was wrong. And it"},{"speaker":"Alzay Calhoun","startTime":493.4,"endTime":497.66,"body":"wasn't until after the feast and"},{"speaker":"Alzay Calhoun","startTime":497.66,"endTime":500.9,"body":"famine of revenue wasn't till"},{"speaker":"Alzay Calhoun","startTime":497.66,"endTime":500.9,"body":"after the depression, worry and"},{"speaker":"Alzay Calhoun","startTime":500.9,"endTime":503.87,"body":"anxiety. It wasn't till after"},{"speaker":"Alzay Calhoun","startTime":500.9,"endTime":503.87,"body":"couldn't go on trips, can't"},{"speaker":"Alzay Calhoun","startTime":503.87,"endTime":506.0,"body":"afford to eat meals with your"},{"speaker":"Alzay Calhoun","startTime":503.87,"endTime":506.0,"body":"friends. I mean, just these"},{"speaker":"Alzay Calhoun","startTime":506.0,"endTime":508.94,"body":"embarrassing moments that we"},{"speaker":"Alzay Calhoun","startTime":506.0,"endTime":508.94,"body":"don't talk about that I realized"},{"speaker":"Alzay Calhoun","startTime":508.94,"endTime":511.7,"body":"that I'm out of control. And"},{"speaker":"Alzay Calhoun","startTime":508.94,"endTime":511.7,"body":"even though I've made money here"},{"speaker":"Alzay Calhoun","startTime":511.7,"endTime":513.62,"body":"made money there, I got some"},{"speaker":"Alzay Calhoun","startTime":511.7,"endTime":513.62,"body":"clients good for me, I'm out of"},{"speaker":"Alzay Calhoun","startTime":513.62,"endTime":517.82,"body":"control. And long story short,"},{"speaker":"Alzay Calhoun","startTime":513.62,"endTime":517.82,"body":"my life did not get better,"},{"speaker":"Alzay Calhoun","startTime":517.85,"endTime":523.7,"body":"until my plans got simpler. I"},{"speaker":"Alzay Calhoun","startTime":517.85,"endTime":523.7,"body":"had to do fewer things, too many"},{"speaker":"Alzay Calhoun","startTime":523.7,"endTime":527.51,"body":"things are happening. And this"},{"speaker":"Alzay Calhoun","startTime":523.7,"endTime":527.51,"body":"is a step by step process."},{"speaker":"Alzay Calhoun","startTime":527.51,"endTime":530.72,"body":"There's not some magic wave the"},{"speaker":"Alzay Calhoun","startTime":527.51,"endTime":530.72,"body":"wand, but incrementally, I"},{"speaker":"Alzay Calhoun","startTime":530.72,"endTime":534.29,"body":"simplify things. And now I'm"},{"speaker":"Alzay Calhoun","startTime":530.72,"endTime":534.29,"body":"able to work a lot less than I"},{"speaker":"Alzay Calhoun","startTime":534.29,"endTime":538.67,"body":"ever have before. And that is"},{"speaker":"Alzay Calhoun","startTime":534.29,"endTime":538.67,"body":"the specific leverage I offer my"},{"speaker":"Alzay Calhoun","startTime":538.67,"endTime":541.88,"body":"clients. So we we simplify"},{"speaker":"Alzay Calhoun","startTime":538.67,"endTime":541.88,"body":"things down to a set, of course,"},{"speaker":"Alzay Calhoun","startTime":541.91,"endTime":545.57,"body":"color systems. And those systems"},{"speaker":"Alzay Calhoun","startTime":541.91,"endTime":545.57,"body":"provide us time leveraging money"},{"speaker":"Alzay Calhoun","startTime":545.57,"endTime":548.21,"body":"leverage. And from there, you"},{"speaker":"Alzay Calhoun","startTime":545.57,"endTime":548.21,"body":"can do all kinds of fancy"},{"speaker":"Alzay Calhoun","startTime":548.21,"endTime":551.21,"body":"things. But I'm trying to get"},{"speaker":"Alzay Calhoun","startTime":548.21,"endTime":551.21,"body":"you down to some pillar ideas"},{"speaker":"Alzay Calhoun","startTime":551.42,"endTime":553.73,"body":"that will allow you time"},{"speaker":"Alzay Calhoun","startTime":551.42,"endTime":553.73,"body":"leveraging money."},{"speaker":"Darrell Evans","startTime":554.38,"endTime":556.75,"body":"I love it, man"},{"speaker":"Darrell Evans","startTime":554.38,"endTime":556.75,"body":"after my own heart. So a couple"},{"speaker":"Darrell Evans","startTime":556.75,"endTime":558.85,"body":"things you said there, I want to"},{"speaker":"Darrell Evans","startTime":556.75,"endTime":558.85,"body":"unpack a little bit before we"},{"speaker":"Darrell Evans","startTime":558.85,"endTime":563.02,"body":"dive in deeper. And that is this"},{"speaker":"Darrell Evans","startTime":558.85,"endTime":563.02,"body":"idea of the worry, the fear the"},{"speaker":"Darrell Evans","startTime":563.02,"endTime":565.12,"body":"doubt that's happening behind"},{"speaker":"Darrell Evans","startTime":563.02,"endTime":565.12,"body":"the scenes, when you think"},{"speaker":"Darrell Evans","startTime":565.12,"endTime":568.54,"body":"you're going in, you said you're"},{"speaker":"Darrell Evans","startTime":565.12,"endTime":568.54,"body":"out of control. And you say we"},{"speaker":"Darrell Evans","startTime":568.54,"endTime":570.91,"body":"don't talk about these things."},{"speaker":"Darrell Evans","startTime":568.54,"endTime":570.91,"body":"And that's interesting, because"},{"speaker":"Darrell Evans","startTime":570.91,"endTime":573.52,"body":"what we do on this show is we"},{"speaker":"Darrell Evans","startTime":570.91,"endTime":573.52,"body":"talk about two journeys in this"},{"speaker":"Darrell Evans","startTime":573.52,"endTime":575.65,"body":"world of entrepreneurship. And"},{"speaker":"Darrell Evans","startTime":573.52,"endTime":575.65,"body":"that is that journey from"},{"speaker":"Darrell Evans","startTime":575.65,"endTime":578.59,"body":"inspiration to realization"},{"speaker":"Darrell Evans","startTime":575.65,"endTime":578.59,"body":"right, you take the goal, the"},{"speaker":"Darrell Evans","startTime":578.59,"endTime":581.26,"body":"dream, the idea, let's get to"},{"speaker":"Darrell Evans","startTime":578.59,"endTime":581.26,"body":"work, let's get after it. You"},{"speaker":"Darrell Evans","startTime":581.26,"endTime":583.63,"body":"know, but there's this"},{"speaker":"Darrell Evans","startTime":581.26,"endTime":583.63,"body":"irrational exuberance that"},{"speaker":"Darrell Evans","startTime":583.63,"endTime":585.01,"body":"sometimes happens out of the"},{"speaker":"Darrell Evans","startTime":583.63,"endTime":585.01,"body":"gate."},{"speaker":"Alzay Calhoun","startTime":585.04,"endTime":585.61,"body":"Yes."},{"speaker":"Darrell Evans","startTime":585.64,"endTime":587.65,"body":"And then all of a"},{"speaker":"Darrell Evans","startTime":585.64,"endTime":587.65,"body":"sudden life does that little"},{"speaker":"Darrell Evans","startTime":587.65,"endTime":590.77,"body":"thing that it seems to do and it"},{"speaker":"Darrell Evans","startTime":587.65,"endTime":590.77,"body":"seems to knock us down. I call"},{"speaker":"Darrell Evans","startTime":590.77,"endTime":593.14,"body":"it that season a break down to"},{"speaker":"Darrell Evans","startTime":590.77,"endTime":593.14,"body":"breakthrough and it's an"},{"speaker":"Darrell Evans","startTime":593.14,"endTime":596.17,"body":"evolutionary process as well. So"},{"speaker":"Darrell Evans","startTime":593.14,"endTime":596.17,"body":"we actually do talk about it"},{"speaker":"Darrell Evans","startTime":596.17,"endTime":598.63,"body":"here and I will probably have"},{"speaker":"Darrell Evans","startTime":596.17,"endTime":598.63,"body":"you dig into some of that"},{"speaker":"Darrell Evans","startTime":598.84,"endTime":601.9,"body":"because it is the real story."},{"speaker":"Darrell Evans","startTime":598.84,"endTime":601.9,"body":"Entrepreneurship, everyone looks"},{"speaker":"Darrell Evans","startTime":601.9,"endTime":605.83,"body":"at magazine covers and Instagram"},{"speaker":"Darrell Evans","startTime":601.9,"endTime":605.83,"body":"feeds and YouTube, you know,"},{"speaker":"Darrell Evans","startTime":605.83,"endTime":609.31,"body":"subscriber numbers and someone's"},{"speaker":"Darrell Evans","startTime":605.83,"endTime":609.31,"body":"got 80,000 comments on, you"},{"speaker":"Darrell Evans","startTime":609.31,"endTime":612.31,"body":"know, that's just not the real"},{"speaker":"Darrell Evans","startTime":609.31,"endTime":612.31,"body":"story."},{"speaker":"Alzay Calhoun","startTime":612.31,"endTime":612.67,"body":"Right."},{"speaker":"Darrell Evans","startTime":612.7,"endTime":614.8,"body":"Hopefully we'll"},{"speaker":"Darrell Evans","startTime":612.7,"endTime":614.8,"body":"unpack some of that. Let me ask"},{"speaker":"Darrell Evans","startTime":614.8,"endTime":617.71,"body":"you this question, how did you"},{"speaker":"Darrell Evans","startTime":614.8,"endTime":617.71,"body":"get involved in the world of"},{"speaker":"Darrell Evans","startTime":617.71,"endTime":618.49,"body":"consulting,"},{"speaker":"Alzay Calhoun","startTime":618.88,"endTime":621.16,"body":"Consulting, so we"},{"speaker":"Alzay Calhoun","startTime":618.88,"endTime":621.16,"body":"got to draw a bright line here"},{"speaker":"Alzay Calhoun","startTime":621.16,"endTime":623.29,"body":"between consulting and coaching,"},{"speaker":"Alzay Calhoun","startTime":621.16,"endTime":623.29,"body":"they are often used"},{"speaker":"Alzay Calhoun","startTime":623.29,"endTime":626.68,"body":"interchangeably, they're not"},{"speaker":"Alzay Calhoun","startTime":623.29,"endTime":626.68,"body":"quite the same thing. I got"},{"speaker":"Alzay Calhoun","startTime":626.68,"endTime":630.25,"body":"started as a consultant, because"},{"speaker":"Alzay Calhoun","startTime":626.68,"endTime":630.25,"body":"in my background, as"},{"speaker":"Alzay Calhoun","startTime":630.28,"endTime":634.09,"body":"academically, I was trained as a"},{"speaker":"Alzay Calhoun","startTime":630.28,"endTime":634.09,"body":"management consultant. That's"},{"speaker":"Alzay Calhoun","startTime":634.09,"endTime":637.03,"body":"what I thought I was going to be"},{"speaker":"Alzay Calhoun","startTime":634.09,"endTime":637.03,"body":"a McKinsey kind of guy, a"},{"speaker":"Alzay Calhoun","startTime":637.03,"endTime":640.57,"body":"Deloitte kind of guy, an"},{"speaker":"Alzay Calhoun","startTime":637.03,"endTime":640.57,"body":"Accenture kind of guy. That's"},{"speaker":"Alzay Calhoun","startTime":640.57,"endTime":643.75,"body":"what I thought I was going to be"},{"speaker":"Alzay Calhoun","startTime":640.57,"endTime":643.75,"body":"when I grew up. And long story"},{"speaker":"Alzay Calhoun","startTime":643.75,"endTime":646.36,"body":"short, that's not really what I"},{"speaker":"Alzay Calhoun","startTime":643.75,"endTime":646.36,"body":"wanted to do. But I liked the"},{"speaker":"Alzay Calhoun","startTime":646.36,"endTime":649.45,"body":"thought process. I like thinking"},{"speaker":"Alzay Calhoun","startTime":646.36,"endTime":649.45,"body":"through the problem, I like"},{"speaker":"Alzay Calhoun","startTime":649.48,"endTime":652.12,"body":"making clear recommendations. I"},{"speaker":"Alzay Calhoun","startTime":649.48,"endTime":652.12,"body":"like the idea of making a"},{"speaker":"Alzay Calhoun","startTime":652.12,"endTime":654.97,"body":"choice, and making the best"},{"speaker":"Alzay Calhoun","startTime":652.12,"endTime":654.97,"body":"choice you can and with"},{"speaker":"Alzay Calhoun","startTime":654.97,"endTime":658.99,"body":"ambiguity in the space, those"},{"speaker":"Alzay Calhoun","startTime":654.97,"endTime":658.99,"body":"kind of ideas excite me. But the"},{"speaker":"Alzay Calhoun","startTime":658.99,"endTime":661.39,"body":"tactical everyday of being a"},{"speaker":"Alzay Calhoun","startTime":658.99,"endTime":661.39,"body":"consultant was less of my"},{"speaker":"Alzay Calhoun","startTime":661.39,"endTime":664.6,"body":"interest. So life took me in a"},{"speaker":"Alzay Calhoun","startTime":661.39,"endTime":664.6,"body":"different direction. So that's"},{"speaker":"Alzay Calhoun","startTime":664.6,"endTime":666.79,"body":"how I was trained. And that's"},{"speaker":"Alzay Calhoun","startTime":664.6,"endTime":666.79,"body":"why I've got started. That's"},{"speaker":"Alzay Calhoun","startTime":666.79,"endTime":670.39,"body":"what I knew how to do, since I"},{"speaker":"Alzay Calhoun","startTime":666.79,"endTime":670.39,"body":"brought up coaching. Because I"},{"speaker":"Alzay Calhoun","startTime":670.39,"endTime":673.99,"body":"like the advisory part better. I"},{"speaker":"Alzay Calhoun","startTime":670.39,"endTime":673.99,"body":"like being the ally of the"},{"speaker":"Alzay Calhoun","startTime":673.99,"endTime":677.56,"body":"business owner better, I like"},{"speaker":"Alzay Calhoun","startTime":673.99,"endTime":677.56,"body":"that better. I also began to"},{"speaker":"Alzay Calhoun","startTime":677.56,"endTime":680.5,"body":"realize how lonely that person"},{"speaker":"Alzay Calhoun","startTime":677.56,"endTime":680.5,"body":"was, I just told my own story. I"},{"speaker":"Alzay Calhoun","startTime":680.5,"endTime":682.99,"body":"saw my loneliness, I look at"},{"speaker":"Alzay Calhoun","startTime":680.5,"endTime":682.99,"body":"other people, though, oh, you're"},{"speaker":"Alzay Calhoun","startTime":682.99,"endTime":686.89,"body":"sitting by yourself? Why are you"},{"speaker":"Alzay Calhoun","startTime":682.99,"endTime":686.89,"body":"doing that all by yourself, you"},{"speaker":"Alzay Calhoun","startTime":686.89,"endTime":690.13,"body":"need some help. And so when you"},{"speaker":"Alzay Calhoun","startTime":686.89,"endTime":690.13,"body":"begin to interact with that"},{"speaker":"Alzay Calhoun","startTime":690.13,"endTime":694.48,"body":"person from that perspective,"},{"speaker":"Alzay Calhoun","startTime":690.13,"endTime":694.48,"body":"now, your partners, and I like"},{"speaker":"Alzay Calhoun","startTime":694.48,"endTime":697.0,"body":"that role better now you've got"},{"speaker":"Alzay Calhoun","startTime":694.48,"endTime":697.0,"body":"to level up to serve in that"},{"speaker":"Alzay Calhoun","startTime":697.0,"endTime":699.61,"body":"way. You can't just throw ideas"},{"speaker":"Alzay Calhoun","startTime":697.0,"endTime":699.61,"body":"at people and be a quote"},{"speaker":"Alzay Calhoun","startTime":699.61,"endTime":702.22,"body":"unquote, coach, that's for other"},{"speaker":"Alzay Calhoun","startTime":699.61,"endTime":702.22,"body":"people. So if you're gonna be"},{"speaker":"Alzay Calhoun","startTime":702.22,"endTime":705.88,"body":"helpful, you got to really be"},{"speaker":"Alzay Calhoun","startTime":702.22,"endTime":705.88,"body":"helpful. But I have moved away"},{"speaker":"Alzay Calhoun","startTime":705.88,"endTime":710.23,"body":"from the Send me the 40 page"},{"speaker":"Alzay Calhoun","startTime":705.88,"endTime":710.23,"body":"PowerPoint deck of"},{"speaker":"Alzay Calhoun","startTime":710.23,"endTime":714.76,"body":"recommendations to what exactly"},{"speaker":"Alzay Calhoun","startTime":710.23,"endTime":714.76,"body":"is going on, sir, what do we do"},{"speaker":"Alzay Calhoun","startTime":714.76,"endTime":718.84,"body":"tomorrow to fix it? And I just"},{"speaker":"Alzay Calhoun","startTime":714.76,"endTime":718.84,"body":"prefer that conversation. And so"},{"speaker":"Alzay Calhoun","startTime":718.84,"endTime":721.3,"body":"that's how I got here. And"},{"speaker":"Alzay Calhoun","startTime":718.84,"endTime":721.3,"body":"that's where the line is drawn"},{"speaker":"Alzay Calhoun","startTime":721.33,"endTime":721.99,"body":"between those two."},{"speaker":"Darrell Evans","startTime":722.41,"endTime":724.3,"body":"I love it. And I"},{"speaker":"Darrell Evans","startTime":722.41,"endTime":724.3,"body":"love the distinction, right?"},{"speaker":"Darrell Evans","startTime":724.45,"endTime":727.96,"body":"It's not just a bunch of ideas,"},{"speaker":"Darrell Evans","startTime":724.45,"endTime":727.96,"body":"but it's get there be partners,"},{"speaker":"Darrell Evans","startTime":727.96,"endTime":729.97,"body":"and the word partner can be"},{"speaker":"Darrell Evans","startTime":727.96,"endTime":729.97,"body":"interesting, because we think"},{"speaker":"Darrell Evans","startTime":729.97,"endTime":732.01,"body":"about the legalities of a"},{"speaker":"Darrell Evans","startTime":729.97,"endTime":732.01,"body":"partnership. But that's not what"},{"speaker":"Darrell Evans","startTime":732.01,"endTime":733.99,"body":"we're talking about. We're"},{"speaker":"Darrell Evans","startTime":732.01,"endTime":733.99,"body":"talking about a vested interest."},{"speaker":"Alzay Calhoun","startTime":734.11,"endTime":734.53,"body":"Right."},{"speaker":"Darrell Evans","startTime":734.59,"endTime":736.75,"body":"In the outcomes"},{"speaker":"Darrell Evans","startTime":734.59,"endTime":736.75,"body":"in the success, right?"},{"speaker":"Alzay Calhoun","startTime":736.78,"endTime":737.26,"body":"Absolutely."},{"speaker":"Darrell Evans","startTime":737.32,"endTime":739.6,"body":"It's interesting,"},{"speaker":"Darrell Evans","startTime":737.32,"endTime":739.6,"body":"tell us a little bit about who"},{"speaker":"Darrell Evans","startTime":739.6,"endTime":743.41,"body":"you coach, and who is really the"},{"speaker":"Darrell Evans","startTime":739.6,"endTime":743.41,"body":"company, the target audience of"},{"speaker":"Darrell Evans","startTime":743.41,"endTime":744.04,"body":"who you serve."},{"speaker":"Alzay Calhoun","startTime":744.81,"endTime":747.69,"body":"So I have chosen"},{"speaker":"Alzay Calhoun","startTime":744.81,"endTime":747.69,"body":"to work with consultants. And"},{"speaker":"Alzay Calhoun","startTime":747.69,"endTime":749.91,"body":"that's a decision that I made"},{"speaker":"Alzay Calhoun","startTime":747.69,"endTime":749.91,"body":"some years ago, somewhere around"},{"speaker":"Alzay Calhoun","startTime":749.94,"endTime":752.4,"body":"2013. I kind of you know,"},{"speaker":"Alzay Calhoun","startTime":749.94,"endTime":752.4,"body":"because there's all kinds of"},{"speaker":"Alzay Calhoun","startTime":752.4,"endTime":755.7,"body":"business owners, where do I"},{"speaker":"Alzay Calhoun","startTime":752.4,"endTime":755.7,"body":"belong? etc? Well, listen, for"},{"speaker":"Alzay Calhoun","startTime":755.7,"endTime":760.23,"body":"most of us, it's easiest to"},{"speaker":"Alzay Calhoun","startTime":755.7,"endTime":760.23,"body":"serve people like us. For most"},{"speaker":"Alzay Calhoun","startTime":760.23,"endTime":763.32,"body":"of us, that's just easier to do."},{"speaker":"Alzay Calhoun","startTime":760.23,"endTime":763.32,"body":"Can you do other things? Yes,"},{"speaker":"Alzay Calhoun","startTime":763.32,"endTime":766.14,"body":"you can. But it's easier,"},{"speaker":"Alzay Calhoun","startTime":763.32,"endTime":766.14,"body":"because you have empathy. That's"},{"speaker":"Alzay Calhoun","startTime":766.14,"endTime":768.15,"body":"the point you made Darrell"},{"speaker":"Alzay Calhoun","startTime":766.14,"endTime":768.15,"body":"before we went live here, the"},{"speaker":"Alzay Calhoun","startTime":768.15,"endTime":770.67,"body":"importance of empathy. So I"},{"speaker":"Alzay Calhoun","startTime":768.15,"endTime":770.67,"body":"understand the life of a"},{"speaker":"Alzay Calhoun","startTime":770.67,"endTime":773.73,"body":"consultant, I understand let me"},{"speaker":"Alzay Calhoun","startTime":770.67,"endTime":773.73,"body":"kind of get that some layers, I"},{"speaker":"Alzay Calhoun","startTime":773.73,"endTime":777.87,"body":"understand the life of living in"},{"speaker":"Alzay Calhoun","startTime":773.73,"endTime":777.87,"body":"your head. Because as a"},{"speaker":"Alzay Calhoun","startTime":777.87,"endTime":781.59,"body":"consultant, that is your life."},{"speaker":"Alzay Calhoun","startTime":777.87,"endTime":781.59,"body":"It is all about your thoughts."},{"speaker":"Alzay Calhoun","startTime":781.83,"endTime":784.74,"body":"Now, that's fine, you're a"},{"speaker":"Alzay Calhoun","startTime":781.83,"endTime":784.74,"body":"brilliant person, but it's your"},{"speaker":"Alzay Calhoun","startTime":784.74,"endTime":788.31,"body":"thoughts, plus the client's"},{"speaker":"Alzay Calhoun","startTime":784.74,"endTime":788.31,"body":"thoughts, plus your family's"},{"speaker":"Alzay Calhoun","startTime":788.31,"endTime":792.81,"body":"thoughts, plus your children's"},{"speaker":"Alzay Calhoun","startTime":788.31,"endTime":792.81,"body":"thoughts, etc, etc. All those"},{"speaker":"Alzay Calhoun","startTime":792.81,"endTime":795.78,"body":"thoughts are all in your head,"},{"speaker":"Alzay Calhoun","startTime":792.81,"endTime":795.78,"body":"they're written down nowhere."},{"speaker":"Darrell Evans","startTime":795.81,"endTime":796.08,"body":"Right"},{"speaker":"Alzay Calhoun","startTime":796.0,"endTime":798.52,"body":"They live all in"},{"speaker":"Alzay Calhoun","startTime":796.0,"endTime":798.52,"body":"your head. And on any given day,"},{"speaker":"Alzay Calhoun","startTime":798.52,"endTime":801.4,"body":"at any given time, you can miss"},{"speaker":"Alzay Calhoun","startTime":798.52,"endTime":801.4,"body":"calibrate all those wonderful"},{"speaker":"Alzay Calhoun","startTime":801.4,"endTime":804.76,"body":"things, and you make somebody"},{"speaker":"Alzay Calhoun","startTime":801.4,"endTime":804.76,"body":"unhappy. And then that creates"},{"speaker":"Alzay Calhoun","startTime":804.76,"endTime":807.52,"body":"this thing called stress, which"},{"speaker":"Alzay Calhoun","startTime":804.76,"endTime":807.52,"body":"I forgot why am I so stressed"},{"speaker":"Alzay Calhoun","startTime":807.52,"endTime":809.44,"body":"when I feel so much pressure?"},{"speaker":"Alzay Calhoun","startTime":807.52,"endTime":809.44,"body":"Because there are too many"},{"speaker":"Alzay Calhoun","startTime":809.44,"endTime":811.39,"body":"doggone thoughts, and they're"},{"speaker":"Alzay Calhoun","startTime":809.44,"endTime":811.39,"body":"all in there at the same time."},{"speaker":"Alzay Calhoun","startTime":811.93,"endTime":814.39,"body":"So I understand I know that's"},{"speaker":"Alzay Calhoun","startTime":811.93,"endTime":814.39,"body":"real. Now there's someone"},{"speaker":"Alzay Calhoun","startTime":814.39,"endTime":816.4,"body":"listening right now going, No, I"},{"speaker":"Alzay Calhoun","startTime":814.39,"endTime":816.4,"body":"have a command of mindset,"},{"speaker":"Alzay Calhoun","startTime":816.4,"endTime":819.46,"body":"you're great, you're amazing."},{"speaker":"Alzay Calhoun","startTime":816.4,"endTime":819.46,"body":"But there's a lot of us"},{"speaker":"Alzay Calhoun","startTime":819.46,"endTime":822.88,"body":"therefore honest, there's a"},{"speaker":"Alzay Calhoun","startTime":819.46,"endTime":822.88,"body":"challenge associated with trying"},{"speaker":"Alzay Calhoun","startTime":822.88,"endTime":827.5,"body":"to be amazing, top notch"},{"speaker":"Alzay Calhoun","startTime":822.88,"endTime":827.5,"body":"thinking at every single"},{"speaker":"Alzay Calhoun","startTime":827.5,"endTime":830.89,"body":"opportunity. So I understand I"},{"speaker":"Alzay Calhoun","startTime":827.5,"endTime":830.89,"body":"know what that's like. I also"},{"speaker":"Alzay Calhoun","startTime":830.89,"endTime":833.62,"body":"understand how you begin to"},{"speaker":"Alzay Calhoun","startTime":830.89,"endTime":833.62,"body":"relieve that and while I'm on"},{"speaker":"Alzay Calhoun","startTime":833.62,"endTime":837.25,"body":"the path here, but one of the"},{"speaker":"Alzay Calhoun","startTime":833.62,"endTime":837.25,"body":"first places you can relieve all"},{"speaker":"Alzay Calhoun","startTime":837.25,"endTime":841.51,"body":"of those thoughts, is taking"},{"speaker":"Alzay Calhoun","startTime":837.25,"endTime":841.51,"body":"your expertise, and productize"},{"speaker":"Alzay Calhoun","startTime":841.51,"endTime":845.08,"body":"it. So before we go too far, if"},{"speaker":"Alzay Calhoun","startTime":841.51,"endTime":845.08,"body":"nothing else lands today,"},{"speaker":"Alzay Calhoun","startTime":845.23,"endTime":848.5,"body":"there's this word called"},{"speaker":"Alzay Calhoun","startTime":845.23,"endTime":848.5,"body":"productizing. This idea called"},{"speaker":"Alzay Calhoun","startTime":848.5,"endTime":853.27,"body":"productizing is one of the first"},{"speaker":"Alzay Calhoun","startTime":848.5,"endTime":853.27,"body":"things you can do to simplify"},{"speaker":"Alzay Calhoun","startTime":853.27,"endTime":857.02,"body":"some of the complexity that's"},{"speaker":"Alzay Calhoun","startTime":853.27,"endTime":857.02,"body":"happening in your brain. I'll"},{"speaker":"Alzay Calhoun","startTime":857.02,"endTime":859.48,"body":"stop there. please direct me"},{"speaker":"Alzay Calhoun","startTime":857.02,"endTime":859.48,"body":"Yes, sir."},{"speaker":"Darrell Evans","startTime":860.19,"endTime":862.35,"body":"No, let's"},{"speaker":"Darrell Evans","startTime":860.19,"endTime":862.35,"body":"actually it's a great stopping"},{"speaker":"Darrell Evans","startTime":862.35,"endTime":866.16,"body":"point. But let's define it from"},{"speaker":"Darrell Evans","startTime":862.35,"endTime":866.16,"body":"your perspective to the person"},{"speaker":"Darrell Evans","startTime":866.16,"endTime":869.82,"body":"who is this consultant on the"},{"speaker":"Darrell Evans","startTime":866.16,"endTime":869.82,"body":"other side, who is this expert"},{"speaker":"Darrell Evans","startTime":869.82,"endTime":873.81,"body":"in their field? I see it every"},{"speaker":"Darrell Evans","startTime":869.82,"endTime":873.81,"body":"single day. Let's define"},{"speaker":"Darrell Evans","startTime":873.93,"endTime":877.29,"body":"productizing your business from"},{"speaker":"Darrell Evans","startTime":873.93,"endTime":877.29,"body":"your perspective."},{"speaker":"Alzay Calhoun","startTime":877.6,"endTime":880.54,"body":"Okay, so let's"},{"speaker":"Alzay Calhoun","startTime":877.6,"endTime":880.54,"body":"begin with again, we call"},{"speaker":"Alzay Calhoun","startTime":880.54,"endTime":883.36,"body":"ourselves experts. And so what"},{"speaker":"Alzay Calhoun","startTime":880.54,"endTime":883.36,"body":"does that mean? So let's fast"},{"speaker":"Alzay Calhoun","startTime":883.36,"endTime":887.71,"body":"forward that you have a PhD in"},{"speaker":"Alzay Calhoun","startTime":883.36,"endTime":887.71,"body":"your thing. Now, it might not be"},{"speaker":"Alzay Calhoun","startTime":887.71,"endTime":890.23,"body":"a formal PhD, you didn't you"},{"speaker":"Alzay Calhoun","startTime":887.71,"endTime":890.23,"body":"didn't write a full"},{"speaker":"Alzay Calhoun","startTime":890.26,"endTime":893.17,"body":"dissertation. But you've been"},{"speaker":"Alzay Calhoun","startTime":890.26,"endTime":893.17,"body":"doing it for a long time. You"},{"speaker":"Alzay Calhoun","startTime":893.17,"endTime":895.3,"body":"know, you've been doing it for a"},{"speaker":"Alzay Calhoun","startTime":893.17,"endTime":895.3,"body":"long time and you haven't on"},{"speaker":"Alzay Calhoun","startTime":895.3,"endTime":898.63,"body":"command. If someone brings it"},{"speaker":"Alzay Calhoun","startTime":895.3,"endTime":898.63,"body":"up, you just start talking."},{"speaker":"Alzay Calhoun","startTime":898.66,"endTime":902.11,"body":"That's what I mean by having a"},{"speaker":"Alzay Calhoun","startTime":898.66,"endTime":902.11,"body":"PhD. By framing PhD, we can"},{"speaker":"Alzay Calhoun","startTime":902.11,"endTime":905.38,"body":"admit how many things we have in"},{"speaker":"Alzay Calhoun","startTime":902.11,"endTime":905.38,"body":"our heads. Okay? So part of what"},{"speaker":"Alzay Calhoun","startTime":905.38,"endTime":908.32,"body":"happens as really smart people"},{"speaker":"Alzay Calhoun","startTime":905.38,"endTime":908.32,"body":"is we sit down with our"},{"speaker":"Alzay Calhoun","startTime":908.32,"endTime":913.72,"body":"clientele, and we unload the PhD"},{"speaker":"Alzay Calhoun","startTime":908.32,"endTime":913.72,"body":"on them, man, I mean, he just"},{"speaker":"Alzay Calhoun","startTime":913.75,"endTime":917.26,"body":"they say one trigger word. And"},{"speaker":"Alzay Calhoun","startTime":913.75,"endTime":917.26,"body":"that's all it takes. And we are"},{"speaker":"Alzay Calhoun","startTime":917.26,"endTime":919.75,"body":"just, we're a movie all by"},{"speaker":"Alzay Calhoun","startTime":917.26,"endTime":919.75,"body":"ourselves."},{"speaker":"Darrell Evans","startTime":919.78,"endTime":920.62,"body":"Two hours later."},{"speaker":"Alzay Calhoun","startTime":920.65,"endTime":922.6,"body":"hour and a half"},{"speaker":"Alzay Calhoun","startTime":920.65,"endTime":922.6,"body":"just going all by ourselves."},{"speaker":"Darrell Evans","startTime":923.41,"endTime":923.86,"body":"Right."},{"speaker":"Alzay Calhoun","startTime":924.16,"endTime":927.13,"body":"We have to find a"},{"speaker":"Alzay Calhoun","startTime":924.16,"endTime":927.13,"body":"way to make that brilliance more"},{"speaker":"Alzay Calhoun","startTime":927.13,"endTime":928.96,"body":"palatable to someone else."},{"speaker":"Darrell Evans","startTime":929.02,"endTime":929.65,"body":"I love that"},{"speaker":"Alzay Calhoun","startTime":929.69,"endTime":932.51,"body":"We have to do"},{"speaker":"Alzay Calhoun","startTime":929.69,"endTime":932.51,"body":"that. Otherwise, we're flying"},{"speaker":"Alzay Calhoun","startTime":932.51,"endTime":934.46,"body":"over people's heads, they'll"},{"speaker":"Alzay Calhoun","startTime":932.51,"endTime":934.46,"body":"never Connect, I'll never"},{"speaker":"Alzay Calhoun","startTime":934.46,"endTime":937.19,"body":"understand they'll never buy"},{"speaker":"Alzay Calhoun","startTime":934.46,"endTime":937.19,"body":"they'll never value what we do"},{"speaker":"Alzay Calhoun","startTime":937.28,"endTime":939.89,"body":"you ever had somebody buy what"},{"speaker":"Alzay Calhoun","startTime":937.28,"endTime":939.89,"body":"you do, they pay the good money"},{"speaker":"Alzay Calhoun","startTime":939.89,"endTime":942.38,"body":"and still don't value it. They"},{"speaker":"Alzay Calhoun","startTime":939.89,"endTime":942.38,"body":"still ask you 100 more"},{"speaker":"Alzay Calhoun","startTime":942.38,"endTime":944.54,"body":"questions, they still question"},{"speaker":"Alzay Calhoun","startTime":942.38,"endTime":944.54,"body":"everything you done, you get to"},{"speaker":"Alzay Calhoun","startTime":944.54,"endTime":946.43,"body":"the end of the project, they're"},{"speaker":"Alzay Calhoun","startTime":944.54,"endTime":946.43,"body":"still asking you more questions,"},{"speaker":"Alzay Calhoun","startTime":946.43,"endTime":949.7,"body":"how come you didn't, okay, they"},{"speaker":"Alzay Calhoun","startTime":946.43,"endTime":949.7,"body":"never bought into it, because it"},{"speaker":"Alzay Calhoun","startTime":949.7,"endTime":953.78,"body":"was just too doggone complex. So"},{"speaker":"Alzay Calhoun","startTime":949.7,"endTime":953.78,"body":"then. So here's a quick kind of"},{"speaker":"Alzay Calhoun","startTime":954.02,"endTime":959.84,"body":"sound bite here. scope, time"},{"speaker":"Alzay Calhoun","startTime":954.02,"endTime":959.84,"body":"price. So this wonderful this"},{"speaker":"Alzay Calhoun","startTime":959.84,"endTime":962.99,"body":"PhD level stuff you've got in"},{"speaker":"Alzay Calhoun","startTime":959.84,"endTime":962.99,"body":"your head, it starts with the"},{"speaker":"Alzay Calhoun","startTime":962.99,"endTime":965.48,"body":"beginning of time and ends with"},{"speaker":"Alzay Calhoun","startTime":962.99,"endTime":965.48,"body":"the future, right? All that"},{"speaker":"Alzay Calhoun","startTime":965.48,"endTime":969.92,"body":"stuff, we got to simplify that"},{"speaker":"Alzay Calhoun","startTime":965.48,"endTime":969.92,"body":"down to a understandable scope,"},{"speaker":"Alzay Calhoun","startTime":970.07,"endTime":973.22,"body":"time and price. Now, there's"},{"speaker":"Alzay Calhoun","startTime":970.07,"endTime":973.22,"body":"some details and how that gets"},{"speaker":"Alzay Calhoun","startTime":973.22,"endTime":976.55,"body":"done. But there's some part of"},{"speaker":"Alzay Calhoun","startTime":973.22,"endTime":976.55,"body":"what you do that can be made"},{"speaker":"Alzay Calhoun","startTime":976.55,"endTime":980.54,"body":"that palatable. And if you're"},{"speaker":"Alzay Calhoun","startTime":976.55,"endTime":980.54,"body":"just willing to start there,"},{"speaker":"Alzay Calhoun","startTime":980.57,"endTime":983.75,"body":"just begin there, then you can"},{"speaker":"Alzay Calhoun","startTime":980.57,"endTime":983.75,"body":"get to the other fantastic"},{"speaker":"Alzay Calhoun","startTime":983.75,"endTime":986.06,"body":"complex things. And again, you"},{"speaker":"Alzay Calhoun","startTime":983.75,"endTime":986.06,"body":"can always add more layers of"},{"speaker":"Alzay Calhoun","startTime":986.06,"endTime":988.82,"body":"complexity. But some of us are"},{"speaker":"Alzay Calhoun","startTime":986.06,"endTime":988.82,"body":"smart people, we push against"},{"speaker":"Alzay Calhoun","startTime":988.82,"endTime":991.67,"body":"the idea of productizing."},{"speaker":"Alzay Calhoun","startTime":988.82,"endTime":991.67,"body":"Because I want to play in my"},{"speaker":"Alzay Calhoun","startTime":991.67,"endTime":994.88,"body":"world of knowledge, I want to"},{"speaker":"Alzay Calhoun","startTime":991.67,"endTime":994.88,"body":"play into my highest thoughts, I"},{"speaker":"Alzay Calhoun","startTime":994.88,"endTime":998.75,"body":"understand. But for the other"},{"speaker":"Alzay Calhoun","startTime":994.88,"endTime":998.75,"body":"person you're talking to your"},{"speaker":"Alzay Calhoun","startTime":998.78,"endTime":1002.35,"body":"your highest minded thoughts do"},{"speaker":"Alzay Calhoun","startTime":998.78,"endTime":1002.35,"body":"not land either. Even if they're"},{"speaker":"Alzay Calhoun","startTime":1002.35,"endTime":1005.92,"body":"nodding, I love to be where I"},{"speaker":"Alzay Calhoun","startTime":1002.35,"endTime":1005.92,"body":"stopped. Just because someone is"},{"speaker":"Alzay Calhoun","startTime":1005.92,"endTime":1010.45,"body":"nodding, does not mean they"},{"speaker":"Alzay Calhoun","startTime":1005.92,"endTime":1010.45,"body":"understand. So you sit in front"},{"speaker":"Alzay Calhoun","startTime":1010.45,"endTime":1013.3,"body":"of people, and you talk your"},{"speaker":"Alzay Calhoun","startTime":1010.45,"endTime":1013.3,"body":"face off, and they nod at you"},{"speaker":"Alzay Calhoun","startTime":1013.3,"endTime":1015.97,"body":"and they smile, and they do the"},{"speaker":"Alzay Calhoun","startTime":1013.3,"endTime":1015.97,"body":"whole professional thing. They"},{"speaker":"Alzay Calhoun","startTime":1015.97,"endTime":1020.95,"body":"are being nice. They're being"},{"speaker":"Alzay Calhoun","startTime":1015.97,"endTime":1020.95,"body":"nice, they do not understand. So"},{"speaker":"Alzay Calhoun","startTime":1020.95,"endTime":1024.76,"body":"the show the only way. So if you"},{"speaker":"Alzay Calhoun","startTime":1020.95,"endTime":1024.76,"body":"really want understanding and"},{"speaker":"Alzay Calhoun","startTime":1024.76,"endTime":1027.55,"body":"therefore commitment, because I"},{"speaker":"Alzay Calhoun","startTime":1024.76,"endTime":1027.55,"body":"can't commit to a thing I don't"},{"speaker":"Alzay Calhoun","startTime":1027.55,"endTime":1028.27,"body":"understand."},{"speaker":"Darrell Evans","startTime":1028.36,"endTime":1028.78,"body":"That's right."},{"speaker":"Alzay Calhoun","startTime":1028.81,"endTime":1032.5,"body":"I cannot commit"},{"speaker":"Alzay Calhoun","startTime":1028.81,"endTime":1032.5,"body":"to an idea I don't understand."},{"speaker":"Alzay Calhoun","startTime":1032.92,"endTime":1035.56,"body":"So if you want me to commit to"},{"speaker":"Alzay Calhoun","startTime":1032.92,"endTime":1035.56,"body":"it with time, energy and money,"},{"speaker":"Alzay Calhoun","startTime":1035.56,"endTime":1039.37,"body":"you want money from me, I have"},{"speaker":"Alzay Calhoun","startTime":1035.56,"endTime":1039.37,"body":"to understand and productize it"},{"speaker":"Alzay Calhoun","startTime":1039.37,"endTime":1042.94,"body":"becomes a vehicle by which you"},{"speaker":"Alzay Calhoun","startTime":1039.37,"endTime":1042.94,"body":"can earn the understanding, and"},{"speaker":"Alzay Calhoun","startTime":1042.94,"endTime":1043.9,"body":"therefore earn the commitment."},{"speaker":"Darrell Evans","startTime":1044.29,"endTime":1046.06,"body":"I love that man."},{"speaker":"Darrell Evans","startTime":1044.29,"endTime":1046.06,"body":"Just because they're nodding"},{"speaker":"Darrell Evans","startTime":1046.12,"endTime":1047.98,"body":"doesn't mean they understand."},{"speaker":"Darrell Evans","startTime":1046.12,"endTime":1047.98,"body":"And you know what, and"},{"speaker":"Darrell Evans","startTime":1047.98,"endTime":1050.29,"body":"oftentimes when they're nodding,"},{"speaker":"Darrell Evans","startTime":1047.98,"endTime":1050.29,"body":"that's actually means they don't"},{"speaker":"Darrell Evans","startTime":1050.29,"endTime":1053.77,"body":"understand. I know in your"},{"speaker":"Darrell Evans","startTime":1050.29,"endTime":1053.77,"body":"experience, I know I can speak"},{"speaker":"Darrell Evans","startTime":1053.77,"endTime":1058.99,"body":"for mine. The more dialogue I"},{"speaker":"Darrell Evans","startTime":1053.77,"endTime":1058.99,"body":"get back, the more they actually"},{"speaker":"Darrell Evans","startTime":1058.99,"endTime":1061.84,"body":"understand. The less dialogue I"},{"speaker":"Darrell Evans","startTime":1058.99,"endTime":1061.84,"body":"get back."},{"speaker":"Alzay Calhoun","startTime":1061.84,"endTime":1062.14,"body":"Right."},{"speaker":"Darrell Evans","startTime":1062.14,"endTime":1064.66,"body":"Questions,"},{"speaker":"Darrell Evans","startTime":1062.14,"endTime":1064.66,"body":"objections, whatever it may be,"},{"speaker":"Darrell Evans","startTime":1064.87,"endTime":1066.43,"body":"the less they understand."},{"speaker":"Alzay Calhoun","startTime":1066.46,"endTime":1067.72,"body":"Yes, sir. That's"},{"speaker":"Alzay Calhoun","startTime":1066.46,"endTime":1067.72,"body":"right."},{"speaker":"Darrell Evans","startTime":1067.75,"endTime":1069.4,"body":"If I get off the"},{"speaker":"Darrell Evans","startTime":1067.75,"endTime":1069.4,"body":"call, and I've done all the"},{"speaker":"Darrell Evans","startTime":1069.4,"endTime":1070.51,"body":"talking, I lost."},{"speaker":"Alzay Calhoun","startTime":1070.54,"endTime":1074.56,"body":"That's right. Oh,"},{"speaker":"Alzay Calhoun","startTime":1070.54,"endTime":1074.56,"body":"you broke it. Yes, indeed. And"},{"speaker":"Alzay Calhoun","startTime":1074.56,"endTime":1077.65,"body":"I've done this. So I recognize"},{"speaker":"Alzay Calhoun","startTime":1074.56,"endTime":1077.65,"body":"the issue. I've done this. Yeah."},{"speaker":"Darrell Evans","startTime":1077.75,"endTime":1080.06,"body":"Yeah, great"},{"speaker":"Darrell Evans","startTime":1077.75,"endTime":1080.06,"body":"points. You know, so many ideas"},{"speaker":"Darrell Evans","startTime":1080.06,"endTime":1083.51,"body":"that come to mind from that."},{"speaker":"Darrell Evans","startTime":1080.06,"endTime":1083.51,"body":"Let's talk for example. So when"},{"speaker":"Darrell Evans","startTime":1083.51,"endTime":1086.84,"body":"we say the word productize. And"},{"speaker":"Darrell Evans","startTime":1083.51,"endTime":1086.84,"body":"I love the scope, say it again,"},{"speaker":"Darrell Evans","startTime":1086.84,"endTime":1090.89,"body":"scope, scope, time, price, time"},{"speaker":"Darrell Evans","startTime":1086.84,"endTime":1090.89,"body":"and price. Got it."},{"speaker":"Alzay Calhoun","startTime":1090.92,"endTime":1093.08,"body":"So what's being"},{"speaker":"Alzay Calhoun","startTime":1090.92,"endTime":1093.08,"body":"done? How long does it take? How"},{"speaker":"Alzay Calhoun","startTime":1093.08,"endTime":1095.33,"body":"much does it cost? Get there as"},{"speaker":"Alzay Calhoun","startTime":1093.08,"endTime":1095.33,"body":"fast as you can, please?"},{"speaker":"Darrell Evans","startTime":1095.39,"endTime":1097.25,"body":"So you're talking"},{"speaker":"Darrell Evans","startTime":1095.39,"endTime":1097.25,"body":"to someone or someone's"},{"speaker":"Darrell Evans","startTime":1097.25,"endTime":1100.19,"body":"listening to us right now. And"},{"speaker":"Darrell Evans","startTime":1097.25,"endTime":1100.19,"body":"they're still in the world of"},{"speaker":"Darrell Evans","startTime":1100.19,"endTime":1102.29,"body":"their expertise, service,"},{"speaker":"Darrell Evans","startTime":1100.19,"endTime":1102.29,"body":"whether it's service, whether"},{"speaker":"Darrell Evans","startTime":1102.29,"endTime":1105.11,"body":"it's product, whether it's"},{"speaker":"Darrell Evans","startTime":1102.29,"endTime":1105.11,"body":"leadership, management, and"},{"speaker":"Darrell Evans","startTime":1105.11,"endTime":1106.67,"body":"they're not yet a consultant."},{"speaker":"Alzay Calhoun","startTime":1106.73,"endTime":1107.03,"body":"Okay."},{"speaker":"Darrell Evans","startTime":1107.03,"endTime":1110.78,"body":"Can you elaborate"},{"speaker":"Darrell Evans","startTime":1107.03,"endTime":1110.78,"body":"a little further as to how they"},{"speaker":"Darrell Evans","startTime":1110.78,"endTime":1115.94,"body":"make the leap to this idea of"},{"speaker":"Darrell Evans","startTime":1110.78,"endTime":1115.94,"body":"productizing? Because so often,"},{"speaker":"Darrell Evans","startTime":1115.94,"endTime":1119.57,"body":"as you mentioned, and said"},{"speaker":"Darrell Evans","startTime":1115.94,"endTime":1119.57,"body":"extremely well, that they live"},{"speaker":"Darrell Evans","startTime":1119.57,"endTime":1123.14,"body":"at their PhD level in what they"},{"speaker":"Darrell Evans","startTime":1119.57,"endTime":1123.14,"body":"do every day. And is this"},{"speaker":"Darrell Evans","startTime":1123.38,"endTime":1126.32,"body":"unconscious competence level"},{"speaker":"Darrell Evans","startTime":1123.38,"endTime":1126.32,"body":"that they talk about in"},{"speaker":"Darrell Evans","startTime":1126.32,"endTime":1127.1,"body":"psychology?"},{"speaker":"Alzay Calhoun","startTime":1127.13,"endTime":1127.52,"body":"Yes."},{"speaker":"Darrell Evans","startTime":1127.52,"endTime":1129.62,"body":"That just like"},{"speaker":"Darrell Evans","startTime":1127.52,"endTime":1129.62,"body":"you said, it just happens. It"},{"speaker":"Darrell Evans","startTime":1129.62,"endTime":1132.38,"body":"rattles the trigger word goes"},{"speaker":"Darrell Evans","startTime":1129.62,"endTime":1132.38,"body":"off, and that could be there for"},{"speaker":"Darrell Evans","startTime":1132.38,"endTime":1135.62,"body":"two hours, and they'll run you"},{"speaker":"Darrell Evans","startTime":1132.38,"endTime":1135.62,"body":"over like a Mack truck. It's"},{"speaker":"Darrell Evans","startTime":1135.62,"endTime":1138.8,"body":"with good intention, but you get"},{"speaker":"Darrell Evans","startTime":1135.62,"endTime":1138.8,"body":"hammered. Right, right."},{"speaker":"Alzay Calhoun","startTime":1140.6,"endTime":1141.05,"body":"Right."},{"speaker":"Darrell Evans","startTime":1141.08,"endTime":1146.39,"body":"So how does one"},{"speaker":"Darrell Evans","startTime":1141.08,"endTime":1146.39,"body":"begin the thought process to go"},{"speaker":"Darrell Evans","startTime":1146.39,"endTime":1151.52,"body":"from that world of expertise? A"},{"speaker":"Darrell Evans","startTime":1146.39,"endTime":1151.52,"body":"lot of times we say what you're"},{"speaker":"Darrell Evans","startTime":1151.52,"endTime":1154.67,"body":"about to do for this client, or"},{"speaker":"Darrell Evans","startTime":1151.52,"endTime":1154.67,"body":"this customer or in the world of"},{"speaker":"Darrell Evans","startTime":1154.67,"endTime":1157.82,"body":"productizing is actually"},{"speaker":"Darrell Evans","startTime":1154.67,"endTime":1157.82,"body":"teaching and or working to"},{"speaker":"Darrell Evans","startTime":1157.82,"endTime":1161.63,"body":"yourself? 10 years ago? Yeah,"},{"speaker":"Darrell Evans","startTime":1157.82,"endTime":1161.63,"body":"more five years ago. Is that is"},{"speaker":"Darrell Evans","startTime":1161.63,"endTime":1163.37,"body":"that a assessment that you"},{"speaker":"Darrell Evans","startTime":1161.63,"endTime":1163.37,"body":"believe in?"},{"speaker":"Alzay Calhoun","startTime":1163.52,"endTime":1164.84,"body":"Yes, I do. Yes, I"},{"speaker":"Alzay Calhoun","startTime":1163.52,"endTime":1164.84,"body":"do."},{"speaker":"Darrell Evans","startTime":1165.32,"endTime":1167.57,"body":"So let's talk a"},{"speaker":"Darrell Evans","startTime":1165.32,"endTime":1167.57,"body":"little bit about how does one"},{"speaker":"Darrell Evans","startTime":1167.57,"endTime":1170.63,"body":"begin the thought process if"},{"speaker":"Darrell Evans","startTime":1167.57,"endTime":1170.63,"body":"they're not a consultant yet."},{"speaker":"Alzay Calhoun","startTime":1170.63,"endTime":1170.93,"body":"Right."},{"speaker":"Darrell Evans","startTime":1170.96,"endTime":1172.94,"body":"Without getting"},{"speaker":"Darrell Evans","startTime":1170.96,"endTime":1172.94,"body":"crazy to think about"},{"speaker":"Darrell Evans","startTime":1172.94,"endTime":1175.64,"body":"productizing talk them through"},{"speaker":"Darrell Evans","startTime":1172.94,"endTime":1175.64,"body":"that for just a hot minute."},{"speaker":"Alzay Calhoun","startTime":1175.96,"endTime":1178.63,"body":"Okay, so slowly,"},{"speaker":"Alzay Calhoun","startTime":1175.96,"endTime":1178.63,"body":"is the first words you need to"},{"speaker":"Alzay Calhoun","startTime":1178.63,"endTime":1183.04,"body":"hear slowly. So again, we are"},{"speaker":"Alzay Calhoun","startTime":1178.63,"endTime":1183.04,"body":"used to functioning at that high"},{"speaker":"Alzay Calhoun","startTime":1183.04,"endTime":1188.11,"body":"minded clip. That's fast. Our"},{"speaker":"Alzay Calhoun","startTime":1183.04,"endTime":1188.11,"body":"thoughts are fast. And so I say"},{"speaker":"Alzay Calhoun","startTime":1188.11,"endTime":1191.02,"body":"productizing and look in your"},{"speaker":"Alzay Calhoun","startTime":1188.11,"endTime":1191.02,"body":"brain,scope, time, Price, got"},{"speaker":"Alzay Calhoun","startTime":1191.02,"endTime":1194.41,"body":"it. And so then you want to just"},{"speaker":"Alzay Calhoun","startTime":1191.02,"endTime":1194.41,"body":"run to this beautiful, elegant"},{"speaker":"Alzay Calhoun","startTime":1194.41,"endTime":1197.17,"body":"thing that you've now"},{"speaker":"Alzay Calhoun","startTime":1194.41,"endTime":1197.17,"body":"\"productized\" when you have"},{"speaker":"Alzay Calhoun","startTime":1197.17,"endTime":1200.71,"body":"understand the concept, and I"},{"speaker":"Alzay Calhoun","startTime":1197.17,"endTime":1200.71,"body":"understand the desire For speed,"},{"speaker":"Alzay Calhoun","startTime":1200.71,"endTime":1204.13,"body":"but I gotta warn us against"},{"speaker":"Alzay Calhoun","startTime":1200.71,"endTime":1204.13,"body":"ourselves that we can get in our"},{"speaker":"Alzay Calhoun","startTime":1204.13,"endTime":1209.08,"body":"own way here. Okay, so slowly,"},{"speaker":"Alzay Calhoun","startTime":1204.13,"endTime":1209.08,"body":"slowly. Okay. So what are we"},{"speaker":"Alzay Calhoun","startTime":1209.08,"endTime":1211.39,"body":"doing with this idea of"},{"speaker":"Alzay Calhoun","startTime":1209.08,"endTime":1211.39,"body":"productizing? Again, we're"},{"speaker":"Alzay Calhoun","startTime":1211.39,"endTime":1216.13,"body":"trying to make this complex idea"},{"speaker":"Alzay Calhoun","startTime":1211.39,"endTime":1216.13,"body":"palatable for someone else that"},{"speaker":"Alzay Calhoun","startTime":1216.13,"endTime":1220.15,"body":"has the intention. The intention"},{"speaker":"Alzay Calhoun","startTime":1216.13,"endTime":1220.15,"body":"is not to write the dissertation"},{"speaker":"Alzay Calhoun","startTime":1220.15,"endTime":1222.97,"body":"you never wrote, we're not"},{"speaker":"Alzay Calhoun","startTime":1220.15,"endTime":1222.97,"body":"trying to put everything into"},{"speaker":"Alzay Calhoun","startTime":1222.97,"endTime":1225.49,"body":"the book. That's not what we're"},{"speaker":"Alzay Calhoun","startTime":1222.97,"endTime":1225.49,"body":"doing. We're trying to make this"},{"speaker":"Alzay Calhoun","startTime":1225.49,"endTime":1231.4,"body":"idea palatable for someone else."},{"speaker":"Alzay Calhoun","startTime":1225.49,"endTime":1231.4,"body":"Okay. So then, and he defines"},{"speaker":"Alzay Calhoun","startTime":1231.43,"endTime":1235.18,"body":"what's palatable for him, she"},{"speaker":"Alzay Calhoun","startTime":1231.43,"endTime":1235.18,"body":"defines what's palatable for"},{"speaker":"Alzay Calhoun","startTime":1235.18,"endTime":1239.11,"body":"her. So the way I kind of help"},{"speaker":"Alzay Calhoun","startTime":1235.18,"endTime":1239.11,"body":"folks visualize this is look at"},{"speaker":"Alzay Calhoun","startTime":1239.11,"endTime":1243.16,"body":"his desk, go to his office, and"},{"speaker":"Alzay Calhoun","startTime":1239.11,"endTime":1243.16,"body":"look at his desk and look at all"},{"speaker":"Alzay Calhoun","startTime":1243.16,"endTime":1247.09,"body":"of what's on his desk, and see"},{"speaker":"Alzay Calhoun","startTime":1243.16,"endTime":1247.09,"body":"what on his desk you can take"},{"speaker":"Alzay Calhoun","startTime":1247.12,"endTime":1252.34,"body":"off of it. Give me that thing,"},{"speaker":"Alzay Calhoun","startTime":1247.12,"endTime":1252.34,"body":"that problem, that stack of"},{"speaker":"Alzay Calhoun","startTime":1252.34,"endTime":1255.16,"body":"papers, that person that keeps"},{"speaker":"Alzay Calhoun","startTime":1252.34,"endTime":1255.16,"body":"coming in this office, those"},{"speaker":"Alzay Calhoun","startTime":1255.19,"endTime":1258.37,"body":"emails that keep coming through"},{"speaker":"Alzay Calhoun","startTime":1255.19,"endTime":1258.37,"body":"that vendor that walks in here"},{"speaker":"Alzay Calhoun","startTime":1258.37,"endTime":1260.29,"body":"and talk to you to death,"},{"speaker":"Alzay Calhoun","startTime":1258.37,"endTime":1260.29,"body":"because they got a PhD in their"},{"speaker":"Alzay Calhoun","startTime":1260.29,"endTime":1265.15,"body":"thing, whatever it is that"},{"speaker":"Alzay Calhoun","startTime":1260.29,"endTime":1265.15,"body":"troubles them on their desk,"},{"speaker":"Alzay Calhoun","startTime":1265.87,"endTime":1268.36,"body":"look on their desk and see if"},{"speaker":"Alzay Calhoun","startTime":1265.87,"endTime":1268.36,"body":"you can take something off."},{"speaker":"Darrell Evans","startTime":1268.36,"endTime":1268.78,"body":"Yeah."},{"speaker":"Alzay Calhoun","startTime":1268.84,"endTime":1271.24,"body":"Now, here's a"},{"speaker":"Alzay Calhoun","startTime":1268.84,"endTime":1271.24,"body":"hard admission that we can do it"},{"speaker":"Alzay Calhoun","startTime":1271.24,"endTime":1274.27,"body":"now because we're not present"},{"speaker":"Alzay Calhoun","startTime":1271.24,"endTime":1274.27,"body":"and no one gets embarrassed. You"},{"speaker":"Alzay Calhoun","startTime":1274.27,"endTime":1276.25,"body":"don't know what his desk looks"},{"speaker":"Alzay Calhoun","startTime":1274.27,"endTime":1276.25,"body":"like. He never went to his"},{"speaker":"Alzay Calhoun","startTime":1276.25,"endTime":1279.52,"body":"office, he came to the office"},{"speaker":"Alzay Calhoun","startTime":1276.25,"endTime":1279.52,"body":"and yelled at you. What's on my"},{"speaker":"Alzay Calhoun","startTime":1279.52,"endTime":1281.47,"body":"person who hasn't been"},{"speaker":"Alzay Calhoun","startTime":1279.52,"endTime":1281.47,"body":"consultant yet? Right? So they"},{"speaker":"Alzay Calhoun","startTime":1281.47,"endTime":1283.81,"body":"came into your office and they"},{"speaker":"Alzay Calhoun","startTime":1281.47,"endTime":1283.81,"body":"yelled at you, they invited you"},{"speaker":"Alzay Calhoun","startTime":1283.81,"endTime":1287.53,"body":"to a conference room, right? And"},{"speaker":"Alzay Calhoun","startTime":1283.81,"endTime":1287.53,"body":"hijacked you right scares you"},{"speaker":"Alzay Calhoun","startTime":1287.53,"endTime":1289.78,"body":"with a new idea, right? That's"},{"speaker":"Alzay Calhoun","startTime":1287.53,"endTime":1289.78,"body":"the way we're used to"},{"speaker":"Alzay Calhoun","startTime":1289.78,"endTime":1292.42,"body":"functioning in these corporate"},{"speaker":"Alzay Calhoun","startTime":1289.78,"endTime":1292.42,"body":"spaces. So you've never actually"},{"speaker":"Alzay Calhoun","startTime":1292.42,"endTime":1295.75,"body":"gone into his desk, gone into"},{"speaker":"Alzay Calhoun","startTime":1292.42,"endTime":1295.75,"body":"his office and looked at his"},{"speaker":"Alzay Calhoun","startTime":1295.75,"endTime":1298.96,"body":"desk before? Or if you did you"},{"speaker":"Alzay Calhoun","startTime":1295.75,"endTime":1298.96,"body":"set so far away, you couldn't"},{"speaker":"Alzay Calhoun","startTime":1298.96,"endTime":1302.41,"body":"see you get the point that I'm"},{"speaker":"Alzay Calhoun","startTime":1298.96,"endTime":1302.41,"body":"making here. So so we have to be"},{"speaker":"Alzay Calhoun","startTime":1302.5,"endTime":1306.22,"body":"there's an extra effort extra"},{"speaker":"Alzay Calhoun","startTime":1302.5,"endTime":1306.22,"body":"step, we have to take to really"},{"speaker":"Alzay Calhoun","startTime":1306.25,"endTime":1311.32,"body":"envision what that guy or what"},{"speaker":"Alzay Calhoun","startTime":1306.25,"endTime":1311.32,"body":"that lady is going through in"},{"speaker":"Alzay Calhoun","startTime":1311.32,"endTime":1314.38,"body":"their world. And it's actually"},{"speaker":"Alzay Calhoun","startTime":1311.32,"endTime":1314.38,"body":"very different is what I'm"},{"speaker":"Alzay Calhoun","startTime":1314.38,"endTime":1317.59,"body":"saying, fellow smart person. I'm"},{"speaker":"Alzay Calhoun","startTime":1314.38,"endTime":1317.59,"body":"saying it's very different than"},{"speaker":"Alzay Calhoun","startTime":1317.59,"endTime":1320.98,"body":"what's going on in your world."},{"speaker":"Alzay Calhoun","startTime":1317.59,"endTime":1320.98,"body":"It's not the same thing. So I'm"},{"speaker":"Alzay Calhoun","startTime":1320.98,"endTime":1323.98,"body":"trying to break that assumption"},{"speaker":"Alzay Calhoun","startTime":1320.98,"endTime":1323.98,"body":"with a picture here. I know that"},{"speaker":"Alzay Calhoun","startTime":1323.98,"endTime":1326.2,"body":"what you're going through is not"},{"speaker":"Alzay Calhoun","startTime":1323.98,"endTime":1326.2,"body":"what I'm going through. So I'm"},{"speaker":"Alzay Calhoun","startTime":1326.2,"endTime":1329.59,"body":"stopping myself. What are you"},{"speaker":"Alzay Calhoun","startTime":1326.2,"endTime":1329.59,"body":"going through? What on your"},{"speaker":"Alzay Calhoun","startTime":1329.59,"endTime":1333.19,"body":"desk? Do you want? Remove? Give"},{"speaker":"Alzay Calhoun","startTime":1329.59,"endTime":1333.19,"body":"it to me? And please hear those"},{"speaker":"Alzay Calhoun","startTime":1333.19,"endTime":1336.97,"body":"words. Give it to me, I want it."},{"speaker":"Alzay Calhoun","startTime":1333.19,"endTime":1336.97,"body":"You want this big, nasty thing?"},{"speaker":"Alzay Calhoun","startTime":1337.0,"endTime":1341.02,"body":"Yes, I do. And to take that"},{"speaker":"Alzay Calhoun","startTime":1337.0,"endTime":1341.02,"body":"firms will cost you $25,000. Do"},{"speaker":"Alzay Calhoun","startTime":1341.02,"endTime":1344.98,"body":"you still want to give it to me?"},{"speaker":"Alzay Calhoun","startTime":1341.02,"endTime":1344.98,"body":"Yeah. Here's 25 grand and the"},{"speaker":"Alzay Calhoun","startTime":1344.98,"endTime":1348.46,"body":"ugly thing. Right? So there's so"},{"speaker":"Alzay Calhoun","startTime":1344.98,"endTime":1348.46,"body":"step one is a matter of empathy."},{"speaker":"Alzay Calhoun","startTime":1348.49,"endTime":1351.19,"body":"It's a step of empathy. I mean,"},{"speaker":"Alzay Calhoun","startTime":1348.49,"endTime":1351.19,"body":"that literally go to that"},{"speaker":"Alzay Calhoun","startTime":1351.19,"endTime":1352.12,"body":"person's office."},{"speaker":"Darrell Evans","startTime":1352.12,"endTime":1352.57,"body":"Yes."},{"speaker":"Alzay Calhoun","startTime":1352.6,"endTime":1355.99,"body":"Go to their desk"},{"speaker":"Alzay Calhoun","startTime":1352.6,"endTime":1355.99,"body":"and stare at it. and see which"},{"speaker":"Alzay Calhoun","startTime":1355.99,"endTime":1359.17,"body":"stack is the highest, see which"},{"speaker":"Alzay Calhoun","startTime":1355.99,"endTime":1359.17,"body":"corner of their desk is the most"},{"speaker":"Alzay Calhoun","startTime":1359.2,"endTime":1360.31,"body":"unorganized."},{"speaker":"Darrell Evans","startTime":1360.37,"endTime":1361.03,"body":"True."},{"speaker":"Alzay Calhoun","startTime":1361.0,"endTime":1363.28,"body":"And that begins"},{"speaker":"Alzay Calhoun","startTime":1361.0,"endTime":1363.28,"body":"to highlight for you the things"},{"speaker":"Alzay Calhoun","startTime":1363.28,"endTime":1365.86,"body":"that they don't like what's"},{"speaker":"Alzay Calhoun","startTime":1363.28,"endTime":1365.86,"body":"bothering them the most, etc,"},{"speaker":"Alzay Calhoun","startTime":1365.86,"endTime":1366.46,"body":"etc."},{"speaker":"Darrell Evans","startTime":1366.82,"endTime":1367.21,"body":"True."},{"speaker":"Alzay Calhoun","startTime":1367.24,"endTime":1369.61,"body":"All right, I'll"},{"speaker":"Alzay Calhoun","startTime":1367.24,"endTime":1369.61,"body":"stop there. Please. Take me to"},{"speaker":"Alzay Calhoun","startTime":1369.61,"endTime":1370.48,"body":"the next place."},{"speaker":"Darrell Evans","startTime":1371.77,"endTime":1374.41,"body":"No, you know"},{"speaker":"Darrell Evans","startTime":1371.77,"endTime":1374.41,"body":"what, you man job fire man. So"},{"speaker":"Darrell Evans","startTime":1374.44,"endTime":1376.54,"body":"well, I don't want to stop a guy"},{"speaker":"Darrell Evans","startTime":1374.44,"endTime":1376.54,"body":"that's on fire like that. But"},{"speaker":"Darrell Evans","startTime":1376.54,"endTime":1379.09,"body":"I'll just echo one thing that"},{"speaker":"Darrell Evans","startTime":1376.54,"endTime":1379.09,"body":"you said that I'll see if I can"},{"speaker":"Darrell Evans","startTime":1379.09,"endTime":1383.08,"body":"summarize. And that is, if you"},{"speaker":"Darrell Evans","startTime":1379.09,"endTime":1383.08,"body":"don't go meet them where they"},{"speaker":"Darrell Evans","startTime":1383.08,"endTime":1386.32,"body":"are, you won't understand how to"},{"speaker":"Darrell Evans","startTime":1383.08,"endTime":1386.32,"body":"solve that problem. I've said"},{"speaker":"Darrell Evans","startTime":1386.32,"endTime":1388.87,"body":"for I don't know, in the"},{"speaker":"Darrell Evans","startTime":1386.32,"endTime":1388.87,"body":"neighborhood of 30 years of in"},{"speaker":"Darrell Evans","startTime":1388.87,"endTime":1390.94,"body":"the world of sales. And at the"},{"speaker":"Darrell Evans","startTime":1388.87,"endTime":1390.94,"body":"end of the day, that's what"},{"speaker":"Darrell Evans","startTime":1390.94,"endTime":1392.32,"body":"you're going to be doing as a"},{"speaker":"Darrell Evans","startTime":1390.94,"endTime":1392.32,"body":"consultant."},{"speaker":"Alzay Calhoun","startTime":1392.35,"endTime":1392.83,"body":"That's right."},{"speaker":"Darrell Evans","startTime":1392.86,"endTime":1394.39,"body":"And if you're an"},{"speaker":"Darrell Evans","startTime":1392.86,"endTime":1394.39,"body":"entrepreneur, it doesn't matter"},{"speaker":"Darrell Evans","startTime":1394.39,"endTime":1397.3,"body":"what your first job and priority"},{"speaker":"Darrell Evans","startTime":1394.39,"endTime":1397.3,"body":"is to sell your product and"},{"speaker":"Darrell Evans","startTime":1397.3,"endTime":1399.46,"body":"service. But you've got to have"},{"speaker":"Darrell Evans","startTime":1397.3,"endTime":1399.46,"body":"something worth selling."},{"speaker":"Alzay Calhoun","startTime":1399.49,"endTime":1399.82,"body":"That's right."},{"speaker":"Darrell Evans","startTime":1399.82,"endTime":1401.35,"body":"But it has to be"},{"speaker":"Darrell Evans","startTime":1399.82,"endTime":1401.35,"body":"something that'll solve a"},{"speaker":"Darrell Evans","startTime":1401.35,"endTime":1404.71,"body":"problem. And I've often said if"},{"speaker":"Darrell Evans","startTime":1401.35,"endTime":1404.71,"body":"you meet people empathetically,"},{"speaker":"Darrell Evans","startTime":1404.71,"endTime":1406.99,"body":"first, you'll never sell a thing"},{"speaker":"Darrell Evans","startTime":1404.71,"endTime":1406.99,"body":"in the world because you will"},{"speaker":"Darrell Evans","startTime":1406.99,"endTime":1408.94,"body":"understand where they are."},{"speaker":"Alzay Calhoun","startTime":1409.0,"endTime":1409.54,"body":"That's right."},{"speaker":"Darrell Evans","startTime":1409.72,"endTime":1413.32,"body":"And whether or"},{"speaker":"Darrell Evans","startTime":1409.72,"endTime":1413.32,"body":"not your solution will solve the"},{"speaker":"Darrell Evans","startTime":1413.32,"endTime":1416.08,"body":"problem, which is basically Will"},{"speaker":"Darrell Evans","startTime":1413.32,"endTime":1416.08,"body":"you be able to take that thing"},{"speaker":"Darrell Evans","startTime":1416.08,"endTime":1420.1,"body":"off their desks that's bugging"},{"speaker":"Darrell Evans","startTime":1416.08,"endTime":1420.1,"body":"them. And they will want to give"},{"speaker":"Darrell Evans","startTime":1420.1,"endTime":1423.04,"body":"you whatever the fee is, or"},{"speaker":"Darrell Evans","startTime":1420.1,"endTime":1423.04,"body":"whatever the trade is."},{"speaker":"Alzay Calhoun","startTime":1423.07,"endTime":1423.46,"body":"Yes."},{"speaker":"Darrell Evans","startTime":1423.49,"endTime":1425.29,"body":"And it's not even"},{"speaker":"Darrell Evans","startTime":1423.49,"endTime":1425.29,"body":"a fee. If you think about it,"},{"speaker":"Darrell Evans","startTime":1425.32,"endTime":1428.47,"body":"it's an opportunity for them to"},{"speaker":"Darrell Evans","startTime":1425.32,"endTime":1428.47,"body":"stop losing money and whatever"},{"speaker":"Darrell Evans","startTime":1428.47,"endTime":1428.68,"body":"that..."},{"speaker":"Alzay Calhoun","startTime":1428.68,"endTime":1429.16,"body":"That's right."},{"speaker":"Darrell Evans","startTime":1429.19,"endTime":1430.63,"body":"...weight is that"},{"speaker":"Darrell Evans","startTime":1429.19,"endTime":1430.63,"body":"sitting on their desk?"},{"speaker":"Alzay Calhoun","startTime":1430.99,"endTime":1431.53,"body":"That's right."},{"speaker":"Darrell Evans","startTime":1431.0,"endTime":1434.15,"body":"It was just"},{"speaker":"Darrell Evans","startTime":1431.0,"endTime":1434.15,"body":"beautifully said, I love couple"},{"speaker":"Darrell Evans","startTime":1434.15,"endTime":1437.6,"body":"things you've said, slow. I know"},{"speaker":"Darrell Evans","startTime":1434.15,"endTime":1437.6,"body":"from listening to some of your"},{"speaker":"Darrell Evans","startTime":1437.6,"endTime":1442.64,"body":"videos, you're really focused,"},{"speaker":"Darrell Evans","startTime":1437.6,"endTime":1442.64,"body":"you have a dedicated pattern of"},{"speaker":"Darrell Evans","startTime":1442.64,"endTime":1446.87,"body":"talking about simplicity. You"},{"speaker":"Darrell Evans","startTime":1442.64,"endTime":1446.87,"body":"just said the word slow. And I"},{"speaker":"Darrell Evans","startTime":1446.87,"endTime":1451.34,"body":"know that you're all about"},{"speaker":"Darrell Evans","startTime":1446.87,"endTime":1451.34,"body":"focus. I watched the video some"},{"speaker":"Darrell Evans","startTime":1451.34,"endTime":1453.89,"body":"time ago, and I don't remember"},{"speaker":"Darrell Evans","startTime":1451.34,"endTime":1453.89,"body":"the title of the video. I just"},{"speaker":"Darrell Evans","startTime":1453.89,"endTime":1456.74,"body":"remember something that just"},{"speaker":"Darrell Evans","startTime":1453.89,"endTime":1456.74,"body":"made me laugh to no end. I'm"},{"speaker":"Darrell Evans","startTime":1456.74,"endTime":1459.17,"body":"going to share it right now and"},{"speaker":"Darrell Evans","startTime":1456.74,"endTime":1459.17,"body":"then get your feedback on. And"},{"speaker":"Darrell Evans","startTime":1459.17,"endTime":1462.53,"body":"it's about this area of focus."},{"speaker":"Darrell Evans","startTime":1459.17,"endTime":1462.53,"body":"Somewhere in the video. And I"},{"speaker":"Darrell Evans","startTime":1462.53,"endTime":1464.42,"body":"don't even know what year it was"},{"speaker":"Darrell Evans","startTime":1462.53,"endTime":1464.42,"body":"because you've been online for a"},{"speaker":"Darrell Evans","startTime":1464.42,"endTime":1466.34,"body":"minute. And you may not even"},{"speaker":"Darrell Evans","startTime":1464.42,"endTime":1466.34,"body":"know cuz you probably got"},{"speaker":"Darrell Evans","startTime":1466.34,"endTime":1469.31,"body":"hundreds or if not 1000s of"},{"speaker":"Darrell Evans","startTime":1466.34,"endTime":1469.31,"body":"videos by now. You said"},{"speaker":"Darrell Evans","startTime":1469.31,"endTime":1474.5,"body":"something like choose one. And"},{"speaker":"Darrell Evans","startTime":1469.31,"endTime":1474.5,"body":"you said if you go to a"},{"speaker":"Darrell Evans","startTime":1474.5,"endTime":1479.57,"body":"restaurant, and you look at the"},{"speaker":"Darrell Evans","startTime":1474.5,"endTime":1479.57,"body":"menu, you can only choose one,"},{"speaker":"Darrell Evans","startTime":1479.75,"endTime":1484.34,"body":"you have to eat that meal first."},{"speaker":"Darrell Evans","startTime":1479.75,"endTime":1484.34,"body":"Or you can eat the next meal and"},{"speaker":"Darrell Evans","startTime":1484.34,"endTime":1489.2,"body":"you can only choose one. Can you"},{"speaker":"Darrell Evans","startTime":1484.34,"endTime":1489.2,"body":"remember the video that you were"},{"speaker":"Darrell Evans","startTime":1489.2,"endTime":1493.04,"body":"talking about and how it relates"},{"speaker":"Darrell Evans","startTime":1489.2,"endTime":1493.04,"body":"to this again, this idea of"},{"speaker":"Darrell Evans","startTime":1493.04,"endTime":1495.98,"body":"simplicity focus. Do you recall"},{"speaker":"Darrell Evans","startTime":1493.04,"endTime":1495.98,"body":"what video I'm talking about?"},{"speaker":"Alzay Calhoun","startTime":1496.23,"endTime":1498.39,"body":"I don't recall"},{"speaker":"Alzay Calhoun","startTime":1496.23,"endTime":1498.39,"body":"the exact video but I do use"},{"speaker":"Alzay Calhoun","startTime":1498.39,"endTime":1500.76,"body":"that statement more than once."},{"speaker":"Alzay Calhoun","startTime":1498.39,"endTime":1500.76,"body":"So I'd definitely know what"},{"speaker":"Alzay Calhoun","startTime":1500.76,"endTime":1501.66,"body":"you're talking about."},{"speaker":"Darrell Evans","startTime":1501.69,"endTime":1502.08,"body":"Okay."},{"speaker":"Alzay Calhoun","startTime":1502.0,"endTime":1505.18,"body":"Again, in that"},{"speaker":"Alzay Calhoun","startTime":1502.0,"endTime":1505.18,"body":"PhD thinking, we love to offer"},{"speaker":"Alzay Calhoun","startTime":1505.18,"endTime":1509.71,"body":"clients a list, and we assume"},{"speaker":"Alzay Calhoun","startTime":1505.18,"endTime":1509.71,"body":"that choice is good. I want to"},{"speaker":"Alzay Calhoun","startTime":1509.71,"endTime":1513.13,"body":"give my clients the option of"},{"speaker":"Alzay Calhoun","startTime":1509.71,"endTime":1513.13,"body":"selecting any of these things"},{"speaker":"Alzay Calhoun","startTime":1513.13,"endTime":1515.47,"body":"that might be good to them. And"},{"speaker":"Alzay Calhoun","startTime":1513.13,"endTime":1515.47,"body":"we say it in that voice. I want"},{"speaker":"Alzay Calhoun","startTime":1515.47,"endTime":1518.05,"body":"to give my clients the option of"},{"speaker":"Alzay Calhoun","startTime":1515.47,"endTime":1518.05,"body":"choosing right, get well"},{"speaker":"Alzay Calhoun","startTime":1518.05,"endTime":1523.51,"body":"intended. how overwhelming is it"},{"speaker":"Alzay Calhoun","startTime":1518.05,"endTime":1523.51,"body":"to walk into a Walmart? how"},{"speaker":"Alzay Calhoun","startTime":1523.51,"endTime":1528.16,"body":"overwhelming is it to walk into"},{"speaker":"Alzay Calhoun","startTime":1523.51,"endTime":1528.16,"body":"a target? You know, for the men"},{"speaker":"Alzay Calhoun","startTime":1528.16,"endTime":1531.64,"body":"in the room for just a minute,"},{"speaker":"Alzay Calhoun","startTime":1528.16,"endTime":1531.64,"body":"you know that if you walk into"},{"speaker":"Alzay Calhoun","startTime":1531.64,"endTime":1534.22,"body":"that target with your wife,"},{"speaker":"Alzay Calhoun","startTime":1531.64,"endTime":1534.22,"body":"you're going to be there for a"},{"speaker":"Alzay Calhoun","startTime":1534.22,"endTime":1538.0,"body":"while, because she's going to"},{"speaker":"Alzay Calhoun","startTime":1534.22,"endTime":1538.0,"body":"walk the store. That's how"},{"speaker":"Alzay Calhoun","startTime":1538.0,"endTime":1540.31,"body":"shoppers shop. I'm not arguing"},{"speaker":"Alzay Calhoun","startTime":1538.0,"endTime":1540.31,"body":"with that. That's just how"},{"speaker":"Alzay Calhoun","startTime":1540.31,"endTime":1544.54,"body":"people operate. That's fine. You"},{"speaker":"Alzay Calhoun","startTime":1540.31,"endTime":1544.54,"body":"don't want your six figures or"},{"speaker":"Alzay Calhoun","startTime":1544.54,"endTime":1548.05,"body":"seven figures determined by"},{"speaker":"Alzay Calhoun","startTime":1544.54,"endTime":1548.05,"body":"someone wandering through a"},{"speaker":"Alzay Calhoun","startTime":1548.05,"endTime":1551.89,"body":"store. It's an overwhelming"},{"speaker":"Alzay Calhoun","startTime":1548.05,"endTime":1551.89,"body":"experience. So on the other"},{"speaker":"Alzay Calhoun","startTime":1551.89,"endTime":1554.5,"body":"side, when you walk into that"},{"speaker":"Alzay Calhoun","startTime":1551.89,"endTime":1554.5,"body":"target knew exactly what do you"},{"speaker":"Alzay Calhoun","startTime":1554.5,"endTime":1557.02,"body":"want, you walk in you go get it"},{"speaker":"Alzay Calhoun","startTime":1554.5,"endTime":1557.02,"body":"and you walk out."},{"speaker":"Darrell Evans","startTime":1557.05,"endTime":1557.86,"body":"That's what we"},{"speaker":"Darrell Evans","startTime":1557.05,"endTime":1557.86,"body":"do."},{"speaker":"Alzay Calhoun","startTime":1559.94,"endTime":1562.73,"body":"It's typically"},{"speaker":"Alzay Calhoun","startTime":1559.94,"endTime":1562.73,"body":"how men shop, right? Okay, if we"},{"speaker":"Alzay Calhoun","startTime":1562.73,"endTime":1565.97,"body":"can play the stereotypes for a"},{"speaker":"Alzay Calhoun","startTime":1562.73,"endTime":1565.97,"body":"minute, right? Okay. So the idea"},{"speaker":"Alzay Calhoun","startTime":1565.97,"endTime":1568.94,"body":"here, I'm trying to draw a"},{"speaker":"Alzay Calhoun","startTime":1565.97,"endTime":1568.94,"body":"picture here. So we can see that"},{"speaker":"Alzay Calhoun","startTime":1568.94,"endTime":1572.3,"body":"by offering your client Oh, and"},{"speaker":"Alzay Calhoun","startTime":1568.94,"endTime":1572.3,"body":"by the way, everything in"},{"speaker":"Alzay Calhoun","startTime":1572.3,"endTime":1576.11,"body":"Walmart is a product you already"},{"speaker":"Alzay Calhoun","startTime":1572.3,"endTime":1576.11,"body":"understand toothpaste, soda,"},{"speaker":"Alzay Calhoun","startTime":1576.26,"endTime":1579.11,"body":"even the tires and the"},{"speaker":"Alzay Calhoun","startTime":1576.26,"endTime":1579.11,"body":"windshield wipers, and whatever"},{"speaker":"Alzay Calhoun","startTime":1579.11,"endTime":1581.42,"body":"else you bought at Walmart, you"},{"speaker":"Alzay Calhoun","startTime":1579.11,"endTime":1581.42,"body":"will understand those products."},{"speaker":"Alzay Calhoun","startTime":1581.72,"endTime":1584.6,"body":"But when you're a consultant"},{"speaker":"Alzay Calhoun","startTime":1581.72,"endTime":1584.6,"body":"talking to a client, you are"},{"speaker":"Alzay Calhoun","startTime":1584.6,"endTime":1588.68,"body":"talking about something they"},{"speaker":"Alzay Calhoun","startTime":1584.6,"endTime":1588.68,"body":"don't understand. They have they"},{"speaker":"Alzay Calhoun","startTime":1588.68,"endTime":1593.09,"body":"have such little recognition,"},{"speaker":"Alzay Calhoun","startTime":1588.68,"endTime":1593.09,"body":"they don't recognize the words"},{"speaker":"Alzay Calhoun","startTime":1593.09,"endTime":1596.54,"body":"the framings, etc, that you're"},{"speaker":"Alzay Calhoun","startTime":1593.09,"endTime":1596.54,"body":"offering. So not only are you"},{"speaker":"Alzay Calhoun","startTime":1596.54,"endTime":1600.74,"body":"offering them 19 choices, they"},{"speaker":"Alzay Calhoun","startTime":1596.54,"endTime":1600.74,"body":"don't recognize any of them."},{"speaker":"Darrell Evans","startTime":1600.74,"endTime":1601.61,"body":"Great point."},{"speaker":"Alzay Calhoun","startTime":1601.67,"endTime":1603.38,"body":"How overwhelming"},{"speaker":"Alzay Calhoun","startTime":1601.67,"endTime":1603.38,"body":"is that?"},{"speaker":"Darrell Evans","startTime":1603.39,"endTime":1605.34,"body":"Great point. Oh,"},{"speaker":"Darrell Evans","startTime":1603.39,"endTime":1605.34,"body":"my goodness,"},{"speaker":"Alzay Calhoun","startTime":1605.42,"endTime":1606.71,"body":"that's so"},{"speaker":"Alzay Calhoun","startTime":1605.42,"endTime":1606.71,"body":"overwhelming."},{"speaker":"Darrell Evans","startTime":1606.8,"endTime":1607.37,"body":"Wow."},{"speaker":"Alzay Calhoun","startTime":1607.7,"endTime":1610.31,"body":"So empathy, a"},{"speaker":"Alzay Calhoun","startTime":1607.7,"endTime":1610.31,"body":"projection of their situation."},{"speaker":"Alzay Calhoun","startTime":1610.52,"endTime":1613.16,"body":"So I know you got to meet in 15"},{"speaker":"Alzay Calhoun","startTime":1610.52,"endTime":1613.16,"body":"minutes from now you're talking"},{"speaker":"Alzay Calhoun","startTime":1613.16,"endTime":1616.25,"body":"to me right now at nine o'clock,"},{"speaker":"Alzay Calhoun","startTime":1613.16,"endTime":1616.25,"body":"and you have a meeting at 915."},{"speaker":"Alzay Calhoun","startTime":1616.28,"endTime":1619.34,"body":"And I am in the way between you"},{"speaker":"Alzay Calhoun","startTime":1616.28,"endTime":1619.34,"body":"and your 915. What I'm trying to"},{"speaker":"Alzay Calhoun","startTime":1619.34,"endTime":1622.52,"body":"help you do is make an efficient"},{"speaker":"Alzay Calhoun","startTime":1619.34,"endTime":1622.52,"body":"decision right now in 15"},{"speaker":"Alzay Calhoun","startTime":1622.52,"endTime":1625.28,"body":"minutes, let's do it together."},{"speaker":"Alzay Calhoun","startTime":1622.52,"endTime":1625.28,"body":"Let me look at your desk. The"},{"speaker":"Alzay Calhoun","startTime":1625.28,"endTime":1627.65,"body":"highest axis seems to be the"},{"speaker":"Alzay Calhoun","startTime":1625.28,"endTime":1627.65,"body":"stack on the right hand side."},{"speaker":"Alzay Calhoun","startTime":1627.77,"endTime":1631.16,"body":"Can I have the right hand side,"},{"speaker":"Alzay Calhoun","startTime":1627.77,"endTime":1631.16,"body":"please? How much is that"},{"speaker":"Alzay Calhoun","startTime":1631.16,"endTime":1633.89,"body":"$17,000? I will remove that"},{"speaker":"Alzay Calhoun","startTime":1631.16,"endTime":1633.89,"body":"whole right hand side for you."},{"speaker":"Darrell Evans","startTime":1633.92,"endTime":1634.97,"body":"Right? Right."},{"speaker":"Alzay Calhoun","startTime":1635.02,"endTime":1637.39,"body":"Okay, we'll talk"},{"speaker":"Alzay Calhoun","startTime":1635.02,"endTime":1637.39,"body":"about it tomorrow then now. So"},{"speaker":"Alzay Calhoun","startTime":1637.39,"endTime":1639.7,"body":"maybe he doesn't buy in that in"},{"speaker":"Alzay Calhoun","startTime":1637.39,"endTime":1639.7,"body":"that exchange. But now you have"},{"speaker":"Alzay Calhoun","startTime":1639.7,"endTime":1642.16,"body":"a second meeting where you can"},{"speaker":"Alzay Calhoun","startTime":1639.7,"endTime":1642.16,"body":"discuss that in more detail, you"},{"speaker":"Alzay Calhoun","startTime":1642.16,"endTime":1644.14,"body":"have his attention, and you're"},{"speaker":"Alzay Calhoun","startTime":1642.16,"endTime":1644.14,"body":"focused on making his life a"},{"speaker":"Alzay Calhoun","startTime":1644.14,"endTime":1647.35,"body":"little bit better. The idea of"},{"speaker":"Alzay Calhoun","startTime":1644.14,"endTime":1647.35,"body":"choosing one, because will"},{"speaker":"Alzay Calhoun","startTime":1647.35,"endTime":1651.49,"body":"default to a long list of things"},{"speaker":"Alzay Calhoun","startTime":1647.35,"endTime":1651.49,"body":"that our client cannot"},{"speaker":"Alzay Calhoun","startTime":1651.49,"endTime":1654.19,"body":"comprehend not because they're"},{"speaker":"Alzay Calhoun","startTime":1651.49,"endTime":1654.19,"body":"unintelligent, but because they"},{"speaker":"Alzay Calhoun","startTime":1654.19,"endTime":1658.0,"body":"don't have a PhD and what we"},{"speaker":"Alzay Calhoun","startTime":1654.19,"endTime":1658.0,"body":"have a PhD in. So I've said all"},{"speaker":"Alzay Calhoun","startTime":1658.0,"endTime":1663.07,"body":"of that, let me just offer one"},{"speaker":"Alzay Calhoun","startTime":1658.0,"endTime":1663.07,"body":"more support to that idea. One"},{"speaker":"Alzay Calhoun","startTime":1663.52,"endTime":1667.84,"body":"is simpler to manage than two"},{"speaker":"Alzay Calhoun","startTime":1663.52,"endTime":1667.84,"body":"now I don't have children. But"},{"speaker":"Alzay Calhoun","startTime":1667.84,"endTime":1670.69,"body":"what I've heard is that having"},{"speaker":"Alzay Calhoun","startTime":1667.84,"endTime":1670.69,"body":"one child is easier to manage"},{"speaker":"Alzay Calhoun","startTime":1670.69,"endTime":1674.41,"body":"than having two children. So"},{"speaker":"Alzay Calhoun","startTime":1670.69,"endTime":1674.41,"body":"inside our own business, because"},{"speaker":"Alzay Calhoun","startTime":1674.41,"endTime":1677.5,"body":"our products or our children,"},{"speaker":"Alzay Calhoun","startTime":1674.41,"endTime":1677.5,"body":"our services or our children. So"},{"speaker":"Alzay Calhoun","startTime":1677.5,"endTime":1680.56,"body":"if we just have one service"},{"speaker":"Alzay Calhoun","startTime":1677.5,"endTime":1680.56,"body":"that's easier for us to manage,"},{"speaker":"Alzay Calhoun","startTime":1680.62,"endTime":1683.35,"body":"easier for us to understand"},{"speaker":"Alzay Calhoun","startTime":1680.62,"endTime":1683.35,"body":"easier for us to deploy and"},{"speaker":"Alzay Calhoun","startTime":1683.35,"endTime":1687.07,"body":"deliver, easier for us to manage"},{"speaker":"Alzay Calhoun","startTime":1683.35,"endTime":1687.07,"body":"and maintain, easier for us to"},{"speaker":"Alzay Calhoun","startTime":1687.07,"endTime":1690.76,"body":"build a clientele around from"},{"speaker":"Alzay Calhoun","startTime":1687.07,"endTime":1690.76,"body":"the management of our own"},{"speaker":"Alzay Calhoun","startTime":1690.76,"endTime":1694.42,"body":"business. One is simpler than"},{"speaker":"Alzay Calhoun","startTime":1690.76,"endTime":1694.42,"body":"two and definitely simpler than"},{"speaker":"Alzay Calhoun","startTime":1694.42,"endTime":1695.08,"body":"19."},{"speaker":"Darrell Evans","startTime":1695.26,"endTime":1698.68,"body":"Man, I love it."},{"speaker":"Darrell Evans","startTime":1695.26,"endTime":1698.68,"body":"Have you ever read the book 8020"},{"speaker":"Darrell Evans","startTime":1698.68,"endTime":1700.3,"body":"principle? Richard cots"},{"speaker":"Alzay Calhoun","startTime":1700.33,"endTime":1702.1,"body":"I have not read"},{"speaker":"Alzay Calhoun","startTime":1700.33,"endTime":1702.1,"body":"the book. I definitely know the"},{"speaker":"Alzay Calhoun","startTime":1702.1,"endTime":1703.33,"body":"concept. I definitely know"},{"speaker":"Alzay Calhoun","startTime":1702.1,"endTime":1703.33,"body":"concept."},{"speaker":"Darrell Evans","startTime":1703.57,"endTime":1706.42,"body":"You know, you"},{"speaker":"Darrell Evans","startTime":1703.57,"endTime":1706.42,"body":"know the concept. Like you know"},{"speaker":"Darrell Evans","startTime":1706.42,"endTime":1709.09,"body":"the concept. But there's no"},{"speaker":"Darrell Evans","startTime":1706.42,"endTime":1709.09,"body":"question about you know, the"},{"speaker":"Darrell Evans","startTime":1709.09,"endTime":1713.59,"body":"concept because a lot of what we"},{"speaker":"Darrell Evans","startTime":1709.09,"endTime":1713.59,"body":"are talking about today, and"},{"speaker":"Darrell Evans","startTime":1713.59,"endTime":1716.86,"body":"what I appreciate about what"},{"speaker":"Darrell Evans","startTime":1713.59,"endTime":1716.86,"body":"you're describing, just it's"},{"speaker":"Darrell Evans","startTime":1716.86,"endTime":1721.45,"body":"gonna there are some listening"},{"speaker":"Darrell Evans","startTime":1716.86,"endTime":1721.45,"body":"to this that are afraid to miss"},{"speaker":"Darrell Evans","startTime":1721.48,"endTime":1723.13,"body":"out on all"},{"speaker":"Alzay Calhoun","startTime":1723.16,"endTime":1723.61,"body":"Yes, sir."},{"speaker":"Darrell Evans","startTime":1723.61,"endTime":1725.08,"body":"They're afraid to"},{"speaker":"Darrell Evans","startTime":1723.61,"endTime":1725.08,"body":"miss out on all."},{"speaker":"Alzay Calhoun","startTime":1725.11,"endTime":1726.4,"body":"Thank you. Thank"},{"speaker":"Alzay Calhoun","startTime":1725.11,"endTime":1726.4,"body":"you for saying that."},{"speaker":"Darrell Evans","startTime":1726.0,"endTime":1729.12,"body":"And the issue is,"},{"speaker":"Darrell Evans","startTime":1726.0,"endTime":1729.12,"body":"is that whenever we start"},{"speaker":"Darrell Evans","startTime":1729.12,"endTime":1732.27,"body":"something we have to be good at"},{"speaker":"Darrell Evans","startTime":1729.12,"endTime":1732.27,"body":"the first thing first, I think"},{"speaker":"Darrell Evans","startTime":1732.27,"endTime":1734.43,"body":"about sports when I played"},{"speaker":"Darrell Evans","startTime":1732.27,"endTime":1734.43,"body":"sports growing up, and I think"},{"speaker":"Darrell Evans","startTime":1734.43,"endTime":1737.64,"body":"about the way we coached the"},{"speaker":"Darrell Evans","startTime":1734.43,"endTime":1737.64,"body":"kids as I grew out of playing"},{"speaker":"Darrell Evans","startTime":1737.64,"endTime":1740.19,"body":"sports, when in the world of"},{"speaker":"Darrell Evans","startTime":1737.64,"endTime":1740.19,"body":"coaching, I think about what we"},{"speaker":"Darrell Evans","startTime":1740.19,"endTime":1743.01,"body":"do in the world of marketing."},{"speaker":"Darrell Evans","startTime":1740.19,"endTime":1743.01,"body":"And Vince Lombardi is I think"},{"speaker":"Darrell Evans","startTime":1743.04,"endTime":1745.92,"body":"credited as saying this is that"},{"speaker":"Darrell Evans","startTime":1743.04,"endTime":1745.92,"body":"every year he would show up to"},{"speaker":"Darrell Evans","startTime":1745.95,"endTime":1748.2,"body":"training camp with the Green Bay"},{"speaker":"Darrell Evans","startTime":1745.95,"endTime":1748.2,"body":"Packers back in the day. I'm not"},{"speaker":"Darrell Evans","startTime":1748.2,"endTime":1751.65,"body":"a Green Bay Packer fan shout out"},{"speaker":"Darrell Evans","startTime":1748.2,"endTime":1751.65,"body":"to those who are. I'm a Rams fan"},{"speaker":"Darrell Evans","startTime":1751.65,"endTime":1755.4,"body":"shout out to the Rams fan. A"},{"speaker":"Darrell Evans","startTime":1751.65,"endTime":1755.4,"body":"shout out to the Falcons down"},{"speaker":"Darrell Evans","startTime":1755.4,"endTime":1758.31,"body":"where you're at Vince Lombardi"},{"speaker":"Darrell Evans","startTime":1755.4,"endTime":1758.31,"body":"would show up with a football."},{"speaker":"Darrell Evans","startTime":1758.73,"endTime":1762.87,"body":"This is what I heard. I wasn't"},{"speaker":"Darrell Evans","startTime":1758.73,"endTime":1762.87,"body":"there that even with grown"},{"speaker":"Darrell Evans","startTime":1762.87,"endTime":1766.5,"body":"professionals, whether they're"},{"speaker":"Darrell Evans","startTime":1762.87,"endTime":1766.5,"body":"rookie or veterans, he would"},{"speaker":"Darrell Evans","startTime":1766.5,"endTime":1769.17,"body":"start every season with training"},{"speaker":"Darrell Evans","startTime":1766.5,"endTime":1769.17,"body":"camp by standing up in front of"},{"speaker":"Darrell Evans","startTime":1769.17,"endTime":1772.56,"body":"them with the football and say,"},{"speaker":"Darrell Evans","startTime":1769.17,"endTime":1772.56,"body":"gentlemen, this is a football."},{"speaker":"Darrell Evans","startTime":1772.74,"endTime":1776.28,"body":"Now why would a legendary coach"},{"speaker":"Darrell Evans","startTime":1772.74,"endTime":1776.28,"body":"stand up with seasoned"},{"speaker":"Darrell Evans","startTime":1776.28,"endTime":1780.78,"body":"professionals, veterans PhD"},{"speaker":"Darrell Evans","startTime":1776.28,"endTime":1780.78,"body":"players and say, gentlemen, this"},{"speaker":"Darrell Evans","startTime":1780.78,"endTime":1783.15,"body":"is a football and I think that's"},{"speaker":"Darrell Evans","startTime":1780.78,"endTime":1783.15,"body":"what I'm hearing you say I think"},{"speaker":"Darrell Evans","startTime":1783.15,"endTime":1786.6,"body":"about you know, this idea that"},{"speaker":"Darrell Evans","startTime":1783.15,"endTime":1786.6,"body":"you've got to be good at the"},{"speaker":"Darrell Evans","startTime":1786.6,"endTime":1789.48,"body":"little things I remember in"},{"speaker":"Darrell Evans","startTime":1786.6,"endTime":1789.48,"body":"football used to kind of"},{"speaker":"Darrell Evans","startTime":1789.78,"endTime":1793.26,"body":"remember this is just one of"},{"speaker":"Darrell Evans","startTime":1789.78,"endTime":1793.26,"body":"those other Simplicity's, we had"},{"speaker":"Darrell Evans","startTime":1793.26,"endTime":1797.79,"body":"to start with how to get into a"},{"speaker":"Darrell Evans","startTime":1793.26,"endTime":1797.79,"body":"proper three point stance."},{"speaker":"Alzay Calhoun","startTime":1797.82,"endTime":1798.6,"body":"Yes, sir."},{"speaker":"Darrell Evans","startTime":1798.66,"endTime":1801.15,"body":"It started with"},{"speaker":"Darrell Evans","startTime":1798.66,"endTime":1801.15,"body":"how to position Your feet before"},{"speaker":"Darrell Evans","startTime":1801.15,"endTime":1804.15,"body":"you get to the ground. So is"},{"speaker":"Darrell Evans","startTime":1801.15,"endTime":1804.15,"body":"this all the same stuff? Right,"},{"speaker":"Darrell Evans","startTime":1804.15,"endTime":1806.88,"body":"but we feel like, well, we're"},{"speaker":"Darrell Evans","startTime":1804.15,"endTime":1806.88,"body":"gonna run the place."},{"speaker":"Alzay Calhoun","startTime":1807.27,"endTime":1808.11,"body":"Yes, right?"},{"speaker":"Darrell Evans","startTime":1809.31,"endTime":1810.45,"body":"Well, we got to"},{"speaker":"Darrell Evans","startTime":1809.31,"endTime":1810.45,"body":"run the place."},{"speaker":"Alzay Calhoun","startTime":1810.51,"endTime":1810.87,"body":"Right?"},{"speaker":"Darrell Evans","startTime":1810.87,"endTime":1812.49,"body":"So I love what"},{"speaker":"Darrell Evans","startTime":1810.87,"endTime":1812.49,"body":"you're talking about that let's"},{"speaker":"Darrell Evans","startTime":1812.49,"endTime":1816.24,"body":"go a little deeper into your"},{"speaker":"Darrell Evans","startTime":1812.49,"endTime":1816.24,"body":"business model. I know that from"},{"speaker":"Darrell Evans","startTime":1816.27,"endTime":1818.94,"body":"following you online a little"},{"speaker":"Darrell Evans","startTime":1816.27,"endTime":1818.94,"body":"bit that you work with your"},{"speaker":"Darrell Evans","startTime":1818.94,"endTime":1823.98,"body":"clients in the area of blind"},{"speaker":"Darrell Evans","startTime":1818.94,"endTime":1823.98,"body":"acquisition. And tell a little"},{"speaker":"Darrell Evans","startTime":1823.98,"endTime":1830.49,"body":"bit about the process you teach?"},{"speaker":"Darrell Evans","startTime":1823.98,"endTime":1830.49,"body":"And the channel you prefer? And"},{"speaker":"Darrell Evans","startTime":1830.52,"endTime":1831.06,"body":"why?"},{"speaker":"Alzay Calhoun","startTime":1831.48,"endTime":1834.03,"body":"Okay, so there's"},{"speaker":"Alzay Calhoun","startTime":1831.48,"endTime":1834.03,"body":"actually three parts to that"},{"speaker":"Alzay Calhoun","startTime":1834.03,"endTime":1837.21,"body":"question. So this idea of"},{"speaker":"Alzay Calhoun","startTime":1834.03,"endTime":1837.21,"body":"simplicity, I want you to see"},{"speaker":"Alzay Calhoun","startTime":1837.21,"endTime":1839.91,"body":"your entire business all up"},{"speaker":"Alzay Calhoun","startTime":1837.21,"endTime":1839.91,"body":"front. So some of us are guilty"},{"speaker":"Alzay Calhoun","startTime":1839.91,"endTime":1842.88,"body":"of over focusing on client"},{"speaker":"Alzay Calhoun","startTime":1839.91,"endTime":1842.88,"body":"acquisition, we swear that the"},{"speaker":"Alzay Calhoun","startTime":1842.88,"endTime":1845.04,"body":"the issue in our business is"},{"speaker":"Alzay Calhoun","startTime":1842.88,"endTime":1845.04,"body":"because we don't have enough"},{"speaker":"Alzay Calhoun","startTime":1845.04,"endTime":1849.93,"body":"clients. Maybe, maybe, but I'll"},{"speaker":"Alzay Calhoun","startTime":1845.04,"endTime":1849.93,"body":"say I don't have any clients. So"},{"speaker":"Alzay Calhoun","startTime":1849.93,"endTime":1853.92,"body":"I need 100 clients, don't I?"},{"speaker":"Alzay Calhoun","startTime":1849.93,"endTime":1853.92,"body":"Maybe, okay, so the three pillar"},{"speaker":"Alzay Calhoun","startTime":1853.92,"endTime":1856.8,"body":"systems, client acquisition,"},{"speaker":"Alzay Calhoun","startTime":1853.92,"endTime":1856.8,"body":"client service and client"},{"speaker":"Alzay Calhoun","startTime":1856.8,"endTime":1859.98,"body":"retention, I'd argue that your"},{"speaker":"Alzay Calhoun","startTime":1856.8,"endTime":1859.98,"body":"service based business is based"},{"speaker":"Alzay Calhoun","startTime":1859.98,"endTime":1863.25,"body":"around those three pillars, that"},{"speaker":"Alzay Calhoun","startTime":1859.98,"endTime":1863.25,"body":"is your 8020. If you get those"},{"speaker":"Alzay Calhoun","startTime":1863.25,"endTime":1866.91,"body":"three pillars, right, the other"},{"speaker":"Alzay Calhoun","startTime":1863.25,"endTime":1866.91,"body":"things are much easier to manage"},{"speaker":"Alzay Calhoun","startTime":1866.91,"endTime":1870.87,"body":"whatever those big ideas are."},{"speaker":"Alzay Calhoun","startTime":1866.91,"endTime":1870.87,"body":"But boy, please get something in"},{"speaker":"Alzay Calhoun","startTime":1870.87,"endTime":1874.02,"body":"those three pillars. So I do I"},{"speaker":"Alzay Calhoun","startTime":1870.87,"endTime":1874.02,"body":"do focus on client acquisition,"},{"speaker":"Alzay Calhoun","startTime":1874.02,"endTime":1876.96,"body":"because it is important. You"},{"speaker":"Alzay Calhoun","startTime":1874.02,"endTime":1876.96,"body":"have a rhythm there. But let's"},{"speaker":"Alzay Calhoun","startTime":1876.96,"endTime":1879.99,"body":"start here, though, about client"},{"speaker":"Alzay Calhoun","startTime":1876.96,"endTime":1879.99,"body":"acquisition. There's no rhythm."},{"speaker":"Alzay Calhoun","startTime":1880.17,"endTime":1883.38,"body":"So many of us have no process."},{"speaker":"Alzay Calhoun","startTime":1880.17,"endTime":1883.38,"body":"We're not working a process."},{"speaker":"Alzay Calhoun","startTime":1883.41,"endTime":1885.84,"body":"There's no base discipline."},{"speaker":"Darrell Evans","startTime":1886.05,"endTime":1886.47,"body":"Yes."},{"speaker":"Alzay Calhoun","startTime":1886.5,"endTime":1889.11,"body":"So before we go"},{"speaker":"Alzay Calhoun","startTime":1886.5,"endTime":1889.11,"body":"create fancy funnels and do 100"},{"speaker":"Alzay Calhoun","startTime":1889.11,"endTime":1891.99,"body":"content pieces, and I'd love to"},{"speaker":"Alzay Calhoun","startTime":1889.11,"endTime":1891.99,"body":"play that game. We can go all"},{"speaker":"Alzay Calhoun","startTime":1891.99,"endTime":1893.55,"body":"day long about that. I got a PhD"},{"speaker":"Alzay Calhoun","startTime":1891.99,"endTime":1893.55,"body":"in"},{"speaker":"Darrell Evans","startTime":1893.55,"endTime":1894.6,"body":"Hey, you do it"},{"speaker":"Darrell Evans","startTime":1893.55,"endTime":1894.6,"body":"all day."},{"speaker":"Alzay Calhoun","startTime":1894.63,"endTime":1897.57,"body":"We do it all set,"},{"speaker":"Alzay Calhoun","startTime":1894.63,"endTime":1897.57,"body":"right, my gosh. But if I asked"},{"speaker":"Alzay Calhoun","startTime":1897.57,"endTime":1899.43,"body":"you what happened over the last"},{"speaker":"Alzay Calhoun","startTime":1897.57,"endTime":1899.43,"body":"week, and you told me Well, I"},{"speaker":"Alzay Calhoun","startTime":1899.43,"endTime":1902.31,"body":"talked to one guy about one"},{"speaker":"Alzay Calhoun","startTime":1899.43,"endTime":1902.31,"body":"thing, that's not we haven't"},{"speaker":"Alzay Calhoun","startTime":1902.31,"endTime":1905.37,"body":"done enough, we're not giving"},{"speaker":"Alzay Calhoun","startTime":1902.31,"endTime":1905.37,"body":"ourselves a rhythm. So we think"},{"speaker":"Alzay Calhoun","startTime":1905.37,"endTime":1908.79,"body":"about client acquisition, not as"},{"speaker":"Alzay Calhoun","startTime":1905.37,"endTime":1908.79,"body":"a magic marketing hack, but"},{"speaker":"Alzay Calhoun","startTime":1908.79,"endTime":1912.54,"body":"instead a process to put in"},{"speaker":"Alzay Calhoun","startTime":1908.79,"endTime":1912.54,"body":"place. What I believe for"},{"speaker":"Alzay Calhoun","startTime":1912.54,"endTime":1916.23,"body":"experts to sell it really"},{"speaker":"Alzay Calhoun","startTime":1912.54,"endTime":1916.23,"body":"expensive things. The easiest"},{"speaker":"Alzay Calhoun","startTime":1916.23,"endTime":1921.27,"body":"place to begin a process is with"},{"speaker":"Alzay Calhoun","startTime":1916.23,"endTime":1921.27,"body":"LinkedIn, LinkedIn as a first"},{"speaker":"Alzay Calhoun","startTime":1921.27,"endTime":1924.3,"body":"place to go other platforms."},{"speaker":"Alzay Calhoun","startTime":1921.27,"endTime":1924.3,"body":"Absolutely. Can we talk about"},{"speaker":"Alzay Calhoun","startTime":1924.3,"endTime":1928.35,"body":"those? Absolutely. But boy,"},{"speaker":"Alzay Calhoun","startTime":1924.3,"endTime":1928.35,"body":"LinkedIn is just easier why. And"},{"speaker":"Alzay Calhoun","startTime":1928.35,"endTime":1933.06,"body":"a simple idea is that LinkedIn"},{"speaker":"Alzay Calhoun","startTime":1928.35,"endTime":1933.06,"body":"will give you a dashboard to"},{"speaker":"Alzay Calhoun","startTime":1933.06,"endTime":1936.9,"body":"have these conversations from to"},{"speaker":"Alzay Calhoun","startTime":1933.06,"endTime":1936.9,"body":"begin this rhythm. LinkedIn"},{"speaker":"Alzay Calhoun","startTime":1936.9,"endTime":1940.41,"body":"presents you with a dashboard."},{"speaker":"Alzay Calhoun","startTime":1936.9,"endTime":1940.41,"body":"Now, here's a bit of the rub,"},{"speaker":"Alzay Calhoun","startTime":1940.41,"endTime":1943.65,"body":"though. LinkedIn is a clunky"},{"speaker":"Alzay Calhoun","startTime":1940.41,"endTime":1943.65,"body":"tool, amen. I complain about"},{"speaker":"Alzay Calhoun","startTime":1943.65,"endTime":1947.31,"body":"LinkedIn, how clunky it is"},{"speaker":"Alzay Calhoun","startTime":1943.65,"endTime":1947.31,"body":"recommend LinkedIn as a tool to"},{"speaker":"Alzay Calhoun","startTime":1947.31,"endTime":1950.7,"body":"use I do. But I also acknowledge"},{"speaker":"Alzay Calhoun","startTime":1947.31,"endTime":1950.7,"body":"that LinkedIn by itself is not"},{"speaker":"Alzay Calhoun","startTime":1950.7,"endTime":1954.18,"body":"elegant, it's clunky. So this"},{"speaker":"Alzay Calhoun","startTime":1950.7,"endTime":1954.18,"body":"dashboard that I'm describing"},{"speaker":"Alzay Calhoun","startTime":1954.18,"endTime":1956.61,"body":"needs to be you need to"},{"speaker":"Alzay Calhoun","startTime":1954.18,"endTime":1956.61,"body":"understand how to create it,"},{"speaker":"Alzay Calhoun","startTime":1956.64,"endTime":1959.34,"body":"there's some steps you got to"},{"speaker":"Alzay Calhoun","startTime":1956.64,"endTime":1959.34,"body":"take to build it for yourself."},{"speaker":"Alzay Calhoun","startTime":1959.46,"endTime":1962.49,"body":"But once you have that"},{"speaker":"Alzay Calhoun","startTime":1959.46,"endTime":1962.49,"body":"dashboard, it becomes like when"},{"speaker":"Alzay Calhoun","startTime":1962.49,"endTime":1965.25,"body":"you sit in your car and turn the"},{"speaker":"Alzay Calhoun","startTime":1962.49,"endTime":1965.25,"body":"key, there's a dashboard sitting"},{"speaker":"Alzay Calhoun","startTime":1965.25,"endTime":1968.04,"body":"right in front that tells you"},{"speaker":"Alzay Calhoun","startTime":1965.25,"endTime":1968.04,"body":"the status of your car. Now you"},{"speaker":"Alzay Calhoun","startTime":1968.04,"endTime":1970.32,"body":"can guide yourself, now you're"},{"speaker":"Alzay Calhoun","startTime":1968.04,"endTime":1970.32,"body":"oriented because you have that"},{"speaker":"Alzay Calhoun","startTime":1970.32,"endTime":1974.94,"body":"dashboard, it is the simplest"},{"speaker":"Alzay Calhoun","startTime":1970.32,"endTime":1974.94,"body":"thing to do. And no other things"},{"speaker":"Alzay Calhoun","startTime":1974.94,"endTime":1979.38,"body":"are possible with you no way to"},{"speaker":"Alzay Calhoun","startTime":1974.94,"endTime":1979.38,"body":"attract clients. LinkedIn, its"},{"speaker":"Alzay Calhoun","startTime":1979.38,"endTime":1982.65,"body":"dashboard and the fact that"},{"speaker":"Alzay Calhoun","startTime":1979.38,"endTime":1982.65,"body":"darner every professional, you"},{"speaker":"Alzay Calhoun","startTime":1982.65,"endTime":1986.25,"body":"know, is on the platform. So you"},{"speaker":"Alzay Calhoun","startTime":1982.65,"endTime":1986.25,"body":"can get access to people you"},{"speaker":"Alzay Calhoun","startTime":1986.25,"endTime":1989.28,"body":"need part one, part two, you can"},{"speaker":"Alzay Calhoun","startTime":1986.25,"endTime":1989.28,"body":"do with my dashboard level"},{"speaker":"Alzay Calhoun","startTime":1989.28,"endTime":1991.98,"body":"thinking. And that's so I want"},{"speaker":"Alzay Calhoun","startTime":1989.28,"endTime":1991.98,"body":"folks to have the dashboard."},{"speaker":"Darrell Evans","startTime":1992.26,"endTime":1994.27,"body":"I love it. And"},{"speaker":"Darrell Evans","startTime":1992.26,"endTime":1994.27,"body":"you nailed it. LinkedIn. I've"},{"speaker":"Darrell Evans","startTime":1994.27,"endTime":1997.81,"body":"been on LinkedIn since 2006."},{"speaker":"Darrell Evans","startTime":1994.27,"endTime":1997.81,"body":"first started using it to grow"},{"speaker":"Darrell Evans","startTime":1998.02,"endTime":2001.89,"body":"my personal brand and was an"},{"speaker":"Darrell Evans","startTime":1998.02,"endTime":2001.89,"body":"early adopter. And it is"},{"speaker":"Darrell Evans","startTime":2001.89,"endTime":2003.54,"body":"frustratingly clunky."},{"speaker":"Alzay Calhoun","startTime":2003.6,"endTime":2004.5,"body":"Oh my gosh, yeah."},{"speaker":"Darrell Evans","startTime":2004.53,"endTime":2007.11,"body":"And even a"},{"speaker":"Darrell Evans","startTime":2004.53,"endTime":2007.11,"body":"Microsoft bought it. What is it"},{"speaker":"Darrell Evans","startTime":2007.11,"endTime":2008.49,"body":"two and a half, three years ago"},{"speaker":"Darrell Evans","startTime":2007.11,"endTime":2008.49,"body":"now?"},{"speaker":"Alzay Calhoun","startTime":2008.52,"endTime":2010.35,"body":"Maybe a little"},{"speaker":"Alzay Calhoun","startTime":2008.52,"endTime":2010.35,"body":"longer. But in that timeframe."},{"speaker":"Darrell Evans","startTime":2010.35,"endTime":2014.16,"body":"For some up to 20"},{"speaker":"Darrell Evans","startTime":2010.35,"endTime":2014.16,"body":"$20 billion, or some nonsense?"},{"speaker":"Alzay Calhoun","startTime":2014.19,"endTime":2014.55,"body":"Yeah."},{"speaker":"Darrell Evans","startTime":2014.67,"endTime":2016.53,"body":"And it's"},{"speaker":"Darrell Evans","startTime":2014.67,"endTime":2016.53,"body":"improved. I will say that in the"},{"speaker":"Darrell Evans","startTime":2016.53,"endTime":2019.35,"body":"last 12 months or so it has"},{"speaker":"Darrell Evans","startTime":2016.53,"endTime":2019.35,"body":"really started to improve. It's"},{"speaker":"Darrell Evans","startTime":2019.35,"endTime":2022.65,"body":"becoming a more social platform,"},{"speaker":"Darrell Evans","startTime":2019.35,"endTime":2022.65,"body":"not just a resume platform. Mm"},{"speaker":"Darrell Evans","startTime":2022.65,"endTime":2026.28,"body":"hmm. So it is coming along. So I"},{"speaker":"Darrell Evans","startTime":2022.65,"endTime":2026.28,"body":"enjoy LinkedIn. I love what you"},{"speaker":"Darrell Evans","startTime":2026.28,"endTime":2029.46,"body":"said about the three pillars,"},{"speaker":"Darrell Evans","startTime":2026.28,"endTime":2029.46,"body":"right client acquisition, client"},{"speaker":"Darrell Evans","startTime":2029.49,"endTime":2034.74,"body":"service, client retention. When"},{"speaker":"Darrell Evans","startTime":2029.49,"endTime":2034.74,"body":"you are working with your"},{"speaker":"Darrell Evans","startTime":2034.74,"endTime":2039.57,"body":"clients, what is the number one"},{"speaker":"Darrell Evans","startTime":2034.74,"endTime":2039.57,"body":"thing holding them back?"},{"speaker":"Darrell Evans","startTime":2040.14,"endTime":2042.12,"body":"Typically, of those three?"},{"speaker":"Alzay Calhoun","startTime":2042.31,"endTime":2044.65,"body":"Oh, of those"},{"speaker":"Alzay Calhoun","startTime":2042.31,"endTime":2044.65,"body":"three, oh, man, I thought you're"},{"speaker":"Alzay Calhoun","startTime":2044.65,"endTime":2047.5,"body":"gonna go somewhere else of those"},{"speaker":"Alzay Calhoun","startTime":2044.65,"endTime":2047.5,"body":"three of those three?"},{"speaker":"Darrell Evans","startTime":2048.05,"endTime":2051.59,"body":"What category?"},{"speaker":"Darrell Evans","startTime":2048.05,"endTime":2051.59,"body":"Are you finding that you have to"},{"speaker":"Darrell Evans","startTime":2051.59,"endTime":2054.32,"body":"dive in and help them with?"},{"speaker":"Darrell Evans","startTime":2051.59,"endTime":2054.32,"body":"ASAP?"},{"speaker":"Alzay Calhoun","startTime":2054.83,"endTime":2055.31,"body":"Right."},{"speaker":"Darrell Evans","startTime":2055.34,"endTime":2057.14,"body":"I would imagine"},{"speaker":"Darrell Evans","startTime":2055.34,"endTime":2057.14,"body":"there's a common theme. I know"},{"speaker":"Darrell Evans","startTime":2057.14,"endTime":2059.81,"body":"in my world, there's a common"},{"speaker":"Darrell Evans","startTime":2057.14,"endTime":2059.81,"body":"theme. They'll think it's this"},{"speaker":"Darrell Evans","startTime":2059.81,"endTime":2061.25,"body":"but you know, it's that right?"},{"speaker":"Alzay Calhoun","startTime":2061.43,"endTime":2063.23,"body":"Right? No,"},{"speaker":"Alzay Calhoun","startTime":2061.43,"endTime":2063.23,"body":"absolutely. Because you're"},{"speaker":"Alzay Calhoun","startTime":2063.23,"endTime":2064.16,"body":"asking the right question."},{"speaker":"Darrell Evans","startTime":2064.19,"endTime":2065.24,"body":"Take your time."},{"speaker":"Darrell Evans","startTime":2064.19,"endTime":2065.24,"body":"Take your time."},{"speaker":"Alzay Calhoun","startTime":2065.39,"endTime":2066.86,"body":"And I want to"},{"speaker":"Alzay Calhoun","startTime":2065.39,"endTime":2066.86,"body":"give you a direct answer. But"},{"speaker":"Alzay Calhoun","startTime":2066.89,"endTime":2070.16,"body":"you're feeling the context"},{"speaker":"Alzay Calhoun","startTime":2066.89,"endTime":2070.16,"body":"already. Most new work"},{"speaker":"Alzay Calhoun","startTime":2070.16,"endTime":2072.59,"body":"consultants, if they're in the"},{"speaker":"Alzay Calhoun","startTime":2070.16,"endTime":2072.59,"body":"first, let's say, one, two or"},{"speaker":"Alzay Calhoun","startTime":2072.59,"endTime":2075.77,"body":"three years, are concerned about"},{"speaker":"Alzay Calhoun","startTime":2072.59,"endTime":2075.77,"body":"client acquisition, that's"},{"speaker":"Alzay Calhoun","startTime":2075.77,"endTime":2079.58,"body":"generally true, most newer"},{"speaker":"Alzay Calhoun","startTime":2075.77,"endTime":2079.58,"body":"consultants, those consultants"},{"speaker":"Alzay Calhoun","startTime":2079.58,"endTime":2082.31,"body":"that have been around for a"},{"speaker":"Alzay Calhoun","startTime":2079.58,"endTime":2082.31,"body":"little while, so years 3, 4, 5"},{"speaker":"Alzay Calhoun","startTime":2082.31,"endTime":2085.88,"body":"and beyond are looking at client"},{"speaker":"Alzay Calhoun","startTime":2082.31,"endTime":2085.88,"body":"service. So that's a"},{"speaker":"Alzay Calhoun","startTime":2085.88,"endTime":2087.2,"body":"straightforward answer."},{"speaker":"Darrell Evans","startTime":2087.59,"endTime":2089.96,"body":"Well, what I was"},{"speaker":"Darrell Evans","startTime":2087.59,"endTime":2089.96,"body":"thinking about is..."},{"speaker":"Alzay Calhoun","startTime":2090.08,"endTime":2092.12,"body":"go ahead, ask"},{"speaker":"Alzay Calhoun","startTime":2090.08,"endTime":2092.12,"body":"your next question. Take me to"},{"speaker":"Alzay Calhoun","startTime":2092.12,"endTime":2092.9,"body":"the next place there."},{"speaker":"Darrell Evans","startTime":2093.08,"endTime":2095.3,"body":"I know as a"},{"speaker":"Darrell Evans","startTime":2093.08,"endTime":2095.3,"body":"consultant, you are solving"},{"speaker":"Darrell Evans","startTime":2095.3,"endTime":2100.16,"body":"problems for consultants, and"},{"speaker":"Darrell Evans","startTime":2095.3,"endTime":2100.16,"body":"I'm trying to unpack a theme"},{"speaker":"Darrell Evans","startTime":2100.31,"endTime":2103.88,"body":"That I'm imagining is very"},{"speaker":"Darrell Evans","startTime":2100.31,"endTime":2103.88,"body":"similar to the world that I work"},{"speaker":"Darrell Evans","startTime":2103.88,"endTime":2107.48,"body":"in, which is experts, service"},{"speaker":"Darrell Evans","startTime":2103.88,"endTime":2107.48,"body":"providers, right. So they're"},{"speaker":"Darrell Evans","startTime":2107.48,"endTime":2111.35,"body":"generally those PhDs, they just"},{"speaker":"Darrell Evans","startTime":2107.48,"endTime":2111.35,"body":"happen to still be doing the"},{"speaker":"Darrell Evans","startTime":2111.35,"endTime":2114.02,"body":"work in their field. They"},{"speaker":"Darrell Evans","startTime":2111.35,"endTime":2114.02,"body":"haven't transitioned into the"},{"speaker":"Darrell Evans","startTime":2114.02,"endTime":2117.74,"body":"world of consulting or coaching."},{"speaker":"Darrell Evans","startTime":2114.02,"endTime":2117.74,"body":"And I was just curious if there"},{"speaker":"Darrell Evans","startTime":2117.74,"endTime":2121.19,"body":"was a common theme, what I see"},{"speaker":"Darrell Evans","startTime":2117.74,"endTime":2121.19,"body":"in my world is, they come to me"},{"speaker":"Darrell Evans","startTime":2121.19,"endTime":2123.17,"body":"saying, hey, Darryl, I need x."},{"speaker":"Alzay Calhoun","startTime":2123.2,"endTime":2123.86,"body":"Yeah, yeah."},{"speaker":"Darrell Evans","startTime":2123.86,"endTime":2126.02,"body":"And I'm like, in"},{"speaker":"Darrell Evans","startTime":2123.86,"endTime":2126.02,"body":"the background, no, and no, you"},{"speaker":"Darrell Evans","startTime":2126.02,"endTime":2130.4,"body":"need Y. And so, and that was all"},{"speaker":"Darrell Evans","startTime":2126.02,"endTime":2130.4,"body":"it was wasn't really a, an area."},{"speaker":"Darrell Evans","startTime":2130.4,"endTime":2133.67,"body":"But it does make sense. When you"},{"speaker":"Darrell Evans","startTime":2130.4,"endTime":2133.67,"body":"think about the earlier years,"},{"speaker":"Darrell Evans","startTime":2133.67,"endTime":2136.4,"body":"it's client acquisition, how do"},{"speaker":"Darrell Evans","startTime":2133.67,"endTime":2136.4,"body":"I get people to actually buy my"},{"speaker":"Darrell Evans","startTime":2136.4,"endTime":2139.64,"body":"stuff? And then it's servicing"},{"speaker":"Darrell Evans","startTime":2136.4,"endTime":2139.64,"body":"work? Do you find that people"},{"speaker":"Darrell Evans","startTime":2139.64,"endTime":2141.86,"body":"get stuck in service? Oh, you"},{"speaker":"Darrell Evans","startTime":2139.64,"endTime":2141.86,"body":"already said it. Right. They get"},{"speaker":"Darrell Evans","startTime":2141.86,"endTime":2144.23,"body":"stuck in service. And then they"},{"speaker":"Darrell Evans","startTime":2141.86,"endTime":2144.23,"body":"forget the other process of"},{"speaker":"Darrell Evans","startTime":2144.23,"endTime":2146.78,"body":"client acquisition? Because they"},{"speaker":"Darrell Evans","startTime":2144.23,"endTime":2146.78,"body":"do it once in a while."},{"speaker":"Alzay Calhoun","startTime":2147.11,"endTime":2149.75,"body":"Right, right."},{"speaker":"Alzay Calhoun","startTime":2147.11,"endTime":2149.75,"body":"Okay. So I wanted to thank you."},{"speaker":"Alzay Calhoun","startTime":2149.78,"endTime":2153.08,"body":"Let me put a point here that I"},{"speaker":"Alzay Calhoun","startTime":2149.78,"endTime":2153.08,"body":"wanted to point which was, what"},{"speaker":"Alzay Calhoun","startTime":2153.08,"endTime":2158.12,"body":"brings people to the cross of I"},{"speaker":"Alzay Calhoun","startTime":2153.08,"endTime":2158.12,"body":"need help now. So regardless of"},{"speaker":"Alzay Calhoun","startTime":2158.12,"endTime":2161.12,"body":"what advice I may offer, the"},{"speaker":"Alzay Calhoun","startTime":2158.12,"endTime":2161.12,"body":"what's the roadblock people hit."},{"speaker":"Alzay Calhoun","startTime":2161.33,"endTime":2164.81,"body":"And so typically, the story is,"},{"speaker":"Alzay Calhoun","startTime":2161.33,"endTime":2164.81,"body":"you've earned your PhD, quote,"},{"speaker":"Alzay Calhoun","startTime":2164.81,"endTime":2167.57,"body":"unquote, you've done your work"},{"speaker":"Alzay Calhoun","startTime":2164.81,"endTime":2167.57,"body":"for a very long time you get the"},{"speaker":"Alzay Calhoun","startTime":2167.57,"endTime":2171.86,"body":"clients you get because of the"},{"speaker":"Alzay Calhoun","startTime":2167.57,"endTime":2171.86,"body":"career you've built so far. So"},{"speaker":"Alzay Calhoun","startTime":2171.92,"endTime":2174.47,"body":"in other words, you've been"},{"speaker":"Alzay Calhoun","startTime":2171.92,"endTime":2174.47,"body":"doing what you've been doing"},{"speaker":"Alzay Calhoun","startTime":2174.5,"endTime":2177.59,"body":"naturally, you did it as an"},{"speaker":"Alzay Calhoun","startTime":2174.5,"endTime":2177.59,"body":"employee, you said, Hey, I'm"},{"speaker":"Alzay Calhoun","startTime":2177.59,"endTime":2180.14,"body":"gonna be a consultant now. And"},{"speaker":"Alzay Calhoun","startTime":2177.59,"endTime":2180.14,"body":"some of your former colleagues"},{"speaker":"Alzay Calhoun","startTime":2180.14,"endTime":2183.35,"body":"are now clients. And there's"},{"speaker":"Alzay Calhoun","startTime":2180.14,"endTime":2183.35,"body":"your business. And for some"},{"speaker":"Alzay Calhoun","startTime":2183.35,"endTime":2185.66,"body":"folks, that's half a million"},{"speaker":"Alzay Calhoun","startTime":2183.35,"endTime":2185.66,"body":"dollars a year. For some folks,"},{"speaker":"Alzay Calhoun","startTime":2185.66,"endTime":2189.08,"body":"that's $100,000 a year, but some"},{"speaker":"Alzay Calhoun","startTime":2185.66,"endTime":2189.08,"body":"people just want $25,000 a year,"},{"speaker":"Alzay Calhoun","startTime":2189.17,"endTime":2191.9,"body":"I'm not critiquing the number,"},{"speaker":"Alzay Calhoun","startTime":2189.17,"endTime":2191.9,"body":"but the dynamic is the same or"},{"speaker":"Alzay Calhoun","startTime":2191.9,"endTime":2195.2,"body":"very, very similar. You used to"},{"speaker":"Alzay Calhoun","startTime":2191.9,"endTime":2195.2,"body":"do it as an employee, now you're"},{"speaker":"Alzay Calhoun","startTime":2195.2,"endTime":2198.17,"body":"doing as a consultant, folks"},{"speaker":"Alzay Calhoun","startTime":2195.2,"endTime":2198.17,"body":"just kind of pay you. Right?"},{"speaker":"Alzay Calhoun","startTime":2198.44,"endTime":2202.85,"body":"Okay. So then that next wall is"},{"speaker":"Alzay Calhoun","startTime":2198.44,"endTime":2202.85,"body":"you realize that I don't have"},{"speaker":"Alzay Calhoun","startTime":2202.85,"endTime":2207.38,"body":"any predictability or control"},{"speaker":"Alzay Calhoun","startTime":2202.85,"endTime":2207.38,"body":"over this business that I have."},{"speaker":"Alzay Calhoun","startTime":2207.71,"endTime":2210.53,"body":"I have clients, I have some"},{"speaker":"Alzay Calhoun","startTime":2207.71,"endTime":2210.53,"body":"money, I've got some stuff. I've"},{"speaker":"Alzay Calhoun","startTime":2210.53,"endTime":2212.69,"body":"got a website, a LinkedIn"},{"speaker":"Alzay Calhoun","startTime":2210.53,"endTime":2212.69,"body":"profile, I got a, you know, some"},{"speaker":"Alzay Calhoun","startTime":2212.69,"endTime":2214.94,"body":"tweets, I got a Facebook page,"},{"speaker":"Alzay Calhoun","startTime":2212.69,"endTime":2214.94,"body":"whatever, you got some stuff,"},{"speaker":"Alzay Calhoun","startTime":2215.0,"endTime":2217.13,"body":"right. But I speak at a"},{"speaker":"Alzay Calhoun","startTime":2215.0,"endTime":2217.13,"body":"conference every now and again,"},{"speaker":"Alzay Calhoun","startTime":2217.13,"endTime":2221.9,"body":"I got some stuff. But I can't"},{"speaker":"Alzay Calhoun","startTime":2217.13,"endTime":2221.9,"body":"predict when the next x is going"},{"speaker":"Alzay Calhoun","startTime":2221.9,"endTime":2224.27,"body":"to happen. And that's scary."},{"speaker":"Darrell Evans","startTime":2224.3,"endTime":2224.84,"body":"Yes."},{"speaker":"Alzay Calhoun","startTime":2225.05,"endTime":2228.17,"body":"And so because I"},{"speaker":"Alzay Calhoun","startTime":2225.05,"endTime":2228.17,"body":"can't predict the next x, I have"},{"speaker":"Alzay Calhoun","startTime":2228.17,"endTime":2231.35,"body":"to work to fill in that blank."},{"speaker":"Alzay Calhoun","startTime":2228.17,"endTime":2231.35,"body":"So now I'm always at work,"},{"speaker":"Alzay Calhoun","startTime":2231.38,"endTime":2233.12,"body":"because I don't know when the"},{"speaker":"Alzay Calhoun","startTime":2231.38,"endTime":2233.12,"body":"next thing is going to happen."},{"speaker":"Alzay Calhoun","startTime":2233.24,"endTime":2237.53,"body":"So I must serve this next client"},{"speaker":"Alzay Calhoun","startTime":2233.24,"endTime":2237.53,"body":"or it makes you over invest."},{"speaker":"Darrell Evans","startTime":2237.53,"endTime":2237.77,"body":"Yes."},{"speaker":"Alzay Calhoun","startTime":2237.8,"endTime":2239.69,"body":"So now I've got"},{"speaker":"Alzay Calhoun","startTime":2237.8,"endTime":2239.69,"body":"to serve these clients."},{"speaker":"Darrell Evans","startTime":2239.72,"endTime":2240.08,"body":"Yes."},{"speaker":"Darrell Evans","startTime":2240.0,"endTime":2240.21,"body":"Yeah."},{"speaker":"Alzay Calhoun","startTime":2240.069,"endTime":2241.659,"body":"Do everything"},{"speaker":"Alzay Calhoun","startTime":2240.069,"endTime":2241.659,"body":"they possibly asked me to do"},{"speaker":"Alzay Calhoun","startTime":2241.14,"endTime":2275.64,"body":"That's what Alzay"},{"speaker":"Alzay Calhoun","startTime":2241.14,"endTime":2275.64,"body":"Calhoun, the business coach is"},{"speaker":"Alzay Calhoun","startTime":2241.689,"endTime":2244.509,"body":"there go scope creep, you just"},{"speaker":"Alzay Calhoun","startTime":2241.689,"endTime":2244.509,"body":"volunteered for it. I've got to"},{"speaker":"Alzay Calhoun","startTime":2244.509,"endTime":2247.359,"body":"do all this prospecting and hit"},{"speaker":"Alzay Calhoun","startTime":2244.509,"endTime":2247.359,"body":"everybody up that I've ever"},{"speaker":"Alzay Calhoun","startTime":2247.359,"endTime":2250.119,"body":"known, because I don't know what"},{"speaker":"Alzay Calhoun","startTime":2247.359,"endTime":2250.119,"body":"my next client is coming. See,"},{"speaker":"Alzay Calhoun","startTime":2250.119,"endTime":2252.639,"body":"now you're not gonna sales guy,"},{"speaker":"Alzay Calhoun","startTime":2250.119,"endTime":2252.639,"body":"he just volunteered for it. So"},{"speaker":"Alzay Calhoun","startTime":2252.639,"endTime":2256.029,"body":"you get forced into these poor"},{"speaker":"Alzay Calhoun","startTime":2252.639,"endTime":2256.029,"body":"behaviors, because you don't"},{"speaker":"Alzay Calhoun","startTime":2256.029,"endTime":2259.449,"body":"know how to make your business"},{"speaker":"Alzay Calhoun","startTime":2256.029,"endTime":2259.449,"body":"predictable. There's a switch"},{"speaker":"Alzay Calhoun","startTime":2259.449,"endTime":2262.449,"body":"there, Darrell, folks come"},{"speaker":"Alzay Calhoun","startTime":2259.449,"endTime":2262.449,"body":"saying I want client"},{"speaker":"Alzay Calhoun","startTime":2262.449,"endTime":2265.299,"body":"acquisition, or I want some"},{"speaker":"Alzay Calhoun","startTime":2262.449,"endTime":2265.299,"body":"version of client service. But"},{"speaker":"Alzay Calhoun","startTime":2265.299,"endTime":2268.989,"body":"underneath that is a fundamental"},{"speaker":"Alzay Calhoun","startTime":2265.299,"endTime":2268.989,"body":"lack of predictability or"},{"speaker":"Alzay Calhoun","startTime":2268.989,"endTime":2273.189,"body":"consistency in the business. We"},{"speaker":"Alzay Calhoun","startTime":2268.989,"endTime":2273.189,"body":"have to solve for that first."},{"speaker":"Alzay Calhoun","startTime":2275.64,"endTime":2280.59,"body":"saying, we have to get a picture"},{"speaker":"Alzay Calhoun","startTime":2275.64,"endTime":2280.59,"body":"of predictability first, before"},{"speaker":"Alzay Calhoun","startTime":2280.59,"endTime":2284.31,"body":"we deploy or throw ourselves"},{"speaker":"Alzay Calhoun","startTime":2280.59,"endTime":2284.31,"body":"into client acquisition of any"},{"speaker":"Alzay Calhoun","startTime":2284.31,"endTime":2285.9,"body":"kind or client service of any"},{"speaker":"Alzay Calhoun","startTime":2284.31,"endTime":2285.9,"body":"kind."},{"speaker":"Darrell Evans","startTime":2286.08,"endTime":2289.26,"body":"Great point, you"},{"speaker":"Darrell Evans","startTime":2286.08,"endTime":2289.26,"body":"know, it reminded me back to is"},{"speaker":"Darrell Evans","startTime":2289.26,"endTime":2293.49,"body":"roughly 20 ish years ago. And I"},{"speaker":"Darrell Evans","startTime":2289.26,"endTime":2293.49,"body":"remember a business coach at"},{"speaker":"Darrell Evans","startTime":2293.49,"endTime":2296.34,"body":"that time, who I was working"},{"speaker":"Darrell Evans","startTime":2293.49,"endTime":2296.34,"body":"with said, Darryl, what's your"},{"speaker":"Darrell Evans","startTime":2296.34,"endTime":2297.48,"body":"McDonald's formula?"},{"speaker":"Alzay Calhoun","startTime":2297.93,"endTime":2298.53,"body":"That's right."},{"speaker":"Darrell Evans","startTime":2298.96,"endTime":2301.15,"body":"And, you know, we"},{"speaker":"Darrell Evans","startTime":2298.96,"endTime":2301.15,"body":"oftentimes get out here in the"},{"speaker":"Darrell Evans","startTime":2301.15,"endTime":2304.54,"body":"world of solopreneur. ship, call"},{"speaker":"Darrell Evans","startTime":2301.15,"endTime":2304.54,"body":"us a coach, a consultant,"},{"speaker":"Darrell Evans","startTime":2304.81,"endTime":2309.4,"body":"trainer, speaker, author,"},{"speaker":"Darrell Evans","startTime":2304.81,"endTime":2309.4,"body":"dadadada da. And all of a"},{"speaker":"Darrell Evans","startTime":2309.4,"endTime":2311.56,"body":"sudden, we left the corporate"},{"speaker":"Darrell Evans","startTime":2309.4,"endTime":2311.56,"body":"environment where there was"},{"speaker":"Darrell Evans","startTime":2311.56,"endTime":2317.86,"body":"structure, process, routine,"},{"speaker":"Darrell Evans","startTime":2311.56,"endTime":2317.86,"body":"rules, policies, regulations,"},{"speaker":"Darrell Evans","startTime":2317.86,"endTime":2321.79,"body":"there were boundaries. Yes,"},{"speaker":"Darrell Evans","startTime":2317.86,"endTime":2321.79,"body":"right. And we come out here as"},{"speaker":"Darrell Evans","startTime":2321.79,"endTime":2325.96,"body":"experts, and we think our"},{"speaker":"Darrell Evans","startTime":2321.79,"endTime":2325.96,"body":"smartness is gonna carry us to"},{"speaker":"Darrell Evans","startTime":2325.96,"endTime":2328.93,"body":"the land of success in business."},{"speaker":"Darrell Evans","startTime":2325.96,"endTime":2328.93,"body":"And it is, I think, that's the"},{"speaker":"Darrell Evans","startTime":2328.93,"endTime":2332.68,"body":"point you're making. And it was"},{"speaker":"Darrell Evans","startTime":2328.93,"endTime":2332.68,"body":"so you know, when I heard that"},{"speaker":"Darrell Evans","startTime":2332.68,"endTime":2335.77,"body":"back 20 years ago, and now it,"},{"speaker":"Darrell Evans","startTime":2332.68,"endTime":2335.77,"body":"of course, is a function, and"},{"speaker":"Darrell Evans","startTime":2335.77,"endTime":2338.17,"body":"some people will call it"},{"speaker":"Darrell Evans","startTime":2335.77,"endTime":2338.17,"body":"standard operating procedure as"},{"speaker":"Darrell Evans","startTime":2338.17,"endTime":2341.08,"body":"well. Okay. We don't have to get"},{"speaker":"Darrell Evans","startTime":2338.17,"endTime":2341.08,"body":"as fancy as McDonald's. But"},{"speaker":"Darrell Evans","startTime":2341.08,"endTime":2344.77,"body":"there is a blueprint for making"},{"speaker":"Darrell Evans","startTime":2341.08,"endTime":2344.77,"body":"french fries and McDonald's. And"},{"speaker":"Darrell Evans","startTime":2344.77,"endTime":2347.77,"body":"everybody is taught the"},{"speaker":"Darrell Evans","startTime":2344.77,"endTime":2347.77,"body":"blueprint. And it's visual, and"},{"speaker":"Darrell Evans","startTime":2347.77,"endTime":2350.08,"body":"it's crystal clear, and is"},{"speaker":"Darrell Evans","startTime":2347.77,"endTime":2350.08,"body":"repeatable."},{"speaker":"Alzay Calhoun","startTime":2350.11,"endTime":2350.59,"body":"Yes, sir."},{"speaker":"Darrell Evans","startTime":2350.62,"endTime":2352.27,"body":"Is not up for"},{"speaker":"Darrell Evans","startTime":2350.62,"endTime":2352.27,"body":"discussion. There is no"},{"speaker":"Darrell Evans","startTime":2352.27,"endTime":2354.79,"body":"discretion. It's not up for"},{"speaker":"Darrell Evans","startTime":2352.27,"endTime":2354.79,"body":"discussion how they want you to"},{"speaker":"Darrell Evans","startTime":2354.79,"endTime":2357.7,"body":"do it, right. And as simple as"},{"speaker":"Darrell Evans","startTime":2354.79,"endTime":2357.7,"body":"that concept is, I think"},{"speaker":"Darrell Evans","startTime":2357.7,"endTime":2359.41,"body":"everybody who whether you like"},{"speaker":"Darrell Evans","startTime":2357.7,"endTime":2359.41,"body":"McDonald's don't like"},{"speaker":"Darrell Evans","startTime":2359.41,"endTime":2362.38,"body":"McDonald's, it's it there is"},{"speaker":"Darrell Evans","startTime":2359.41,"endTime":2362.38,"body":"something to the fact that that"},{"speaker":"Darrell Evans","startTime":2362.41,"endTime":2365.32,"body":"organization is successful with"},{"speaker":"Darrell Evans","startTime":2362.41,"endTime":2365.32,"body":"the average age of an 18 year"},{"speaker":"Darrell Evans","startTime":2365.32,"endTime":2365.44,"body":"old."},{"speaker":"Alzay Calhoun","startTime":2365.44,"endTime":2366.34,"body":"Right, right,"},{"speaker":"Alzay Calhoun","startTime":2365.44,"endTime":2366.34,"body":"right."},{"speaker":"Darrell Evans","startTime":2366.34,"endTime":2368.71,"body":"Because there are"},{"speaker":"Darrell Evans","startTime":2366.34,"endTime":2368.71,"body":"rules and processes and what"},{"speaker":"Darrell Evans","startTime":2368.71,"endTime":2372.1,"body":"you're talking about Alzay is"},{"speaker":"Darrell Evans","startTime":2368.71,"endTime":2372.1,"body":"this idea that you need the"},{"speaker":"Darrell Evans","startTime":2372.1,"endTime":2375.43,"body":"clients, yes, you need the"},{"speaker":"Darrell Evans","startTime":2372.1,"endTime":2375.43,"body":"service, yes. But you've got"},{"speaker":"Darrell Evans","startTime":2375.43,"endTime":2378.61,"body":"what are the processes that land"},{"speaker":"Darrell Evans","startTime":2375.43,"endTime":2378.61,"body":"under those three big pillars?"},{"speaker":"Darrell Evans","startTime":2378.61,"endTime":2382.24,"body":"And so I love that because I"},{"speaker":"Darrell Evans","startTime":2378.61,"endTime":2382.24,"body":"also see the same thing in my"},{"speaker":"Darrell Evans","startTime":2382.24,"endTime":2384.82,"body":"world working in the world of"},{"speaker":"Darrell Evans","startTime":2382.24,"endTime":2384.82,"body":"marketing and things of that"},{"speaker":"Darrell Evans","startTime":2384.82,"endTime":2387.76,"body":"nature. What we do, they come in"},{"speaker":"Darrell Evans","startTime":2384.82,"endTime":2387.76,"body":"saying they want x and I'm like,"},{"speaker":"Darrell Evans","startTime":2387.76,"endTime":2390.31,"body":"if I gave you x, your whole"},{"speaker":"Darrell Evans","startTime":2387.76,"endTime":2390.31,"body":"world would break."},{"speaker":"Alzay Calhoun","startTime":2390.37,"endTime":2391.03,"body":"Absolutely."},{"speaker":"Darrell Evans","startTime":2391.3,"endTime":2393.64,"body":"It would just"},{"speaker":"Darrell Evans","startTime":2391.3,"endTime":2393.64,"body":"break so you know, let me ask"},{"speaker":"Darrell Evans","startTime":2393.64,"endTime":2395.56,"body":"you, you've been in the world"},{"speaker":"Darrell Evans","startTime":2393.64,"endTime":2395.56,"body":"now coaching consulting for a"},{"speaker":"Darrell Evans","startTime":2395.56,"endTime":2398.8,"body":"long time. What would you change"},{"speaker":"Darrell Evans","startTime":2395.56,"endTime":2398.8,"body":"one thing that really rubs you"},{"speaker":"Darrell Evans","startTime":2398.83,"endTime":2401.83,"body":"sideways About the world of"},{"speaker":"Darrell Evans","startTime":2398.83,"endTime":2401.83,"body":"coaching and consulting, and I"},{"speaker":"Darrell Evans","startTime":2401.83,"endTime":2404.32,"body":"know we're kind of intermixing"},{"speaker":"Darrell Evans","startTime":2401.83,"endTime":2404.32,"body":"those phrases, but  they get a"},{"speaker":"Darrell Evans","startTime":2404.32,"endTime":2406.09,"body":"little gray out there in the"},{"speaker":"Darrell Evans","startTime":2404.32,"endTime":2406.09,"body":"market. What's one thing that"},{"speaker":"Darrell Evans","startTime":2406.09,"endTime":2408.82,"body":"rubs you just bad about what's"},{"speaker":"Darrell Evans","startTime":2406.09,"endTime":2408.82,"body":"happening out here?"},{"speaker":"Alzay Calhoun","startTime":2408.84,"endTime":2411.15,"body":"We don't have"},{"speaker":"Alzay Calhoun","startTime":2408.84,"endTime":2411.15,"body":"enough time. I pitch one of"},{"speaker":"Alzay Calhoun","startTime":2411.15,"endTime":2414.24,"body":"these fits every day. Oh, my"},{"speaker":"Alzay Calhoun","startTime":2411.15,"endTime":2414.24,"body":"gosh, my wife is tired of"},{"speaker":"Alzay Calhoun","startTime":2414.24,"endTime":2417.78,"body":"hearing it. Where do we begin?"},{"speaker":"Alzay Calhoun","startTime":2414.24,"endTime":2417.78,"body":"Okay, if I knew this was coming,"},{"speaker":"Alzay Calhoun","startTime":2417.78,"endTime":2423.21,"body":"I'd be better prepared and less"},{"speaker":"Alzay Calhoun","startTime":2417.78,"endTime":2423.21,"body":"emotional. Okay. So one of them"},{"speaker":"Alzay Calhoun","startTime":2423.24,"endTime":2430.89,"body":"is this assumption that what you"},{"speaker":"Alzay Calhoun","startTime":2423.24,"endTime":2430.89,"body":"have a PhD in is inherently"},{"speaker":"Alzay Calhoun","startTime":2430.89,"endTime":2436.02,"body":"valuable, the way that you know"},{"speaker":"Alzay Calhoun","startTime":2430.89,"endTime":2436.02,"body":"what the way you have it, just"},{"speaker":"Alzay Calhoun","startTime":2436.02,"endTime":2438.48,"body":"because you want to offer it"},{"speaker":"Alzay Calhoun","startTime":2436.02,"endTime":2438.48,"body":"does not mean that he wants to"},{"speaker":"Alzay Calhoun","startTime":2438.48,"endTime":2441.33,"body":"receive it? Or that she wants to"},{"speaker":"Alzay Calhoun","startTime":2438.48,"endTime":2441.33,"body":"receive it, let alone buy it."},{"speaker":"Alzay Calhoun","startTime":2441.36,"endTime":2444.63,"body":"How about that. But there's an"},{"speaker":"Alzay Calhoun","startTime":2441.36,"endTime":2444.63,"body":"assumption that you can create a"},{"speaker":"Alzay Calhoun","startTime":2444.63,"endTime":2447.87,"body":"business around whatever you"},{"speaker":"Alzay Calhoun","startTime":2444.63,"endTime":2447.87,"body":"want, because you want to. And"},{"speaker":"Alzay Calhoun","startTime":2447.87,"endTime":2451.89,"body":"that's not fair. The real truth"},{"speaker":"Alzay Calhoun","startTime":2447.87,"endTime":2451.89,"body":"here is that, yes, there is"},{"speaker":"Alzay Calhoun","startTime":2451.89,"endTime":2456.48,"body":"expertise in it available in"},{"speaker":"Alzay Calhoun","startTime":2451.89,"endTime":2456.48,"body":"every possible field. Yes. But"},{"speaker":"Alzay Calhoun","startTime":2456.51,"endTime":2459.96,"body":"that expertise is valued"},{"speaker":"Alzay Calhoun","startTime":2456.51,"endTime":2459.96,"body":"differently to different people"},{"speaker":"Alzay Calhoun","startTime":2459.96,"endTime":2463.08,"body":"at different times in different"},{"speaker":"Alzay Calhoun","startTime":2459.96,"endTime":2463.08,"body":"industries. So you might be"},{"speaker":"Alzay Calhoun","startTime":2463.08,"endTime":2465.48,"body":"really, really good at something"},{"speaker":"Alzay Calhoun","startTime":2463.08,"endTime":2465.48,"body":"that folks just don't want to"},{"speaker":"Alzay Calhoun","startTime":2465.48,"endTime":2468.78,"body":"pay a lot of money for. Now, you"},{"speaker":"Alzay Calhoun","startTime":2465.48,"endTime":2468.78,"body":"may still get clientele, but"},{"speaker":"Alzay Calhoun","startTime":2468.78,"endTime":2470.61,"body":"maybe your business is only half"},{"speaker":"Alzay Calhoun","startTime":2468.78,"endTime":2470.61,"body":"million dollars a year, that's"},{"speaker":"Alzay Calhoun","startTime":2470.61,"endTime":2472.59,"body":"as big as your business is going"},{"speaker":"Alzay Calhoun","startTime":2470.61,"endTime":2472.59,"body":"to be. Because you're an expert"},{"speaker":"Alzay Calhoun","startTime":2472.59,"endTime":2475.77,"body":"in pencil sharpening, I'm making"},{"speaker":"Alzay Calhoun","startTime":2472.59,"endTime":2475.77,"body":"that up. Right, right. But if"},{"speaker":"Alzay Calhoun","startTime":2475.77,"endTime":2478.29,"body":"you are an expert in crisis"},{"speaker":"Alzay Calhoun","startTime":2475.77,"endTime":2478.29,"body":"communication, well, you can"},{"speaker":"Alzay Calhoun","startTime":2478.29,"endTime":2479.43,"body":"make eight figures a year."},{"speaker":"Darrell Evans","startTime":2479.49,"endTime":2479.94,"body":"Exactly."},{"speaker":"Alzay Calhoun","startTime":2479.93,"endTime":2482.27,"body":"Right. That's"},{"speaker":"Alzay Calhoun","startTime":2479.93,"endTime":2482.27,"body":"just simply valued at more. But"},{"speaker":"Alzay Calhoun","startTime":2482.27,"endTime":2484.61,"body":"we get, you know, well, my"},{"speaker":"Alzay Calhoun","startTime":2482.27,"endTime":2484.61,"body":"expertise is worth his"},{"speaker":"Alzay Calhoun","startTime":2484.61,"endTime":2488.9,"body":"expertise. Don't do that. We"},{"speaker":"Alzay Calhoun","startTime":2484.61,"endTime":2488.9,"body":"don't appreciate that devalue"},{"speaker":"Alzay Calhoun","startTime":2488.9,"endTime":2492.86,"body":"what we offer, as defined by our"},{"speaker":"Alzay Calhoun","startTime":2488.9,"endTime":2492.86,"body":"clients, Oh, okay. There's one."},{"speaker":"Alzay Calhoun","startTime":2493.04,"endTime":2495.38,"body":"Okay, here's a second while I'm"},{"speaker":"Alzay Calhoun","startTime":2493.04,"endTime":2495.38,"body":"trying to get him out of my head"},{"speaker":"Alzay Calhoun","startTime":2495.38,"endTime":2497.87,"body":"while they're here. Because"},{"speaker":"Alzay Calhoun","startTime":2495.38,"endTime":2497.87,"body":"these are classic mistakes that"},{"speaker":"Alzay Calhoun","startTime":2497.87,"endTime":2500.21,"body":"folks make as they're trying to"},{"speaker":"Alzay Calhoun","startTime":2497.87,"endTime":2500.21,"body":"grow their business. Okay."},{"speaker":"Alzay Calhoun","startTime":2500.45,"endTime":2504.62,"body":"Number two is some version of I"},{"speaker":"Alzay Calhoun","startTime":2500.45,"endTime":2504.62,"body":"can just throw my expertise into"},{"speaker":"Alzay Calhoun","startTime":2504.62,"endTime":2508.1,"body":"a course and they will buy it."},{"speaker":"Alzay Calhoun","startTime":2504.62,"endTime":2508.1,"body":"There's all kinds of iterations"},{"speaker":"Alzay Calhoun","startTime":2508.1,"endTime":2511.91,"body":"on this particular statement,"},{"speaker":"Alzay Calhoun","startTime":2508.1,"endTime":2511.91,"body":"we've been sold the idea that"},{"speaker":"Alzay Calhoun","startTime":2511.91,"endTime":2515.3,"body":"folks buy courses, and I can"},{"speaker":"Alzay Calhoun","startTime":2511.91,"endTime":2515.3,"body":"just sell a course. And what's"},{"speaker":"Alzay Calhoun","startTime":2515.3,"endTime":2519.68,"body":"underneath that is our laziness"},{"speaker":"Alzay Calhoun","startTime":2515.3,"endTime":2519.68,"body":"and our greed. what's underneath"},{"speaker":"Alzay Calhoun","startTime":2519.68,"endTime":2522.32,"body":"that is, I don't want to work"},{"speaker":"Alzay Calhoun","startTime":2519.68,"endTime":2522.32,"body":"with these clients one on one,"},{"speaker":"Alzay Calhoun","startTime":2522.35,"endTime":2525.68,"body":"that's too hard. So what I'd"},{"speaker":"Alzay Calhoun","startTime":2522.35,"endTime":2525.68,"body":"rather do is make this course"},{"speaker":"Alzay Calhoun","startTime":2525.68,"endTime":2529.1,"body":"for $1,000, or 500 bucks or 200"},{"speaker":"Alzay Calhoun","startTime":2525.68,"endTime":2529.1,"body":"bucks. And I'll just sell my"},{"speaker":"Alzay Calhoun","startTime":2529.1,"endTime":2532.01,"body":"course. And that'll be quote,"},{"speaker":"Alzay Calhoun","startTime":2529.1,"endTime":2532.01,"body":"unquote, on autopilot. What we"},{"speaker":"Alzay Calhoun","startTime":2532.01,"endTime":2534.11,"body":"don't appreciate about that, and"},{"speaker":"Alzay Calhoun","startTime":2532.01,"endTime":2534.11,"body":"I'll stop here is I don't go too"},{"speaker":"Alzay Calhoun","startTime":2534.11,"endTime":2536.78,"body":"far off this plane here. But"},{"speaker":"Alzay Calhoun","startTime":2534.11,"endTime":2536.78,"body":"what I want people to appreciate"},{"speaker":"Alzay Calhoun","startTime":2536.78,"endTime":2542.57,"body":"about creating content around"},{"speaker":"Alzay Calhoun","startTime":2536.78,"endTime":2542.57,"body":"your expertise is that number"},{"speaker":"Alzay Calhoun","startTime":2542.57,"endTime":2544.97,"body":"one, that content must be"},{"speaker":"Alzay Calhoun","startTime":2542.57,"endTime":2544.97,"body":"valuable to the person we're"},{"speaker":"Alzay Calhoun","startTime":2544.97,"endTime":2547.52,"body":"talking to, it can't just be,"},{"speaker":"Alzay Calhoun","startTime":2544.97,"endTime":2547.52,"body":"again, the book, you want to"},{"speaker":"Alzay Calhoun","startTime":2547.52,"endTime":2549.2,"body":"write the thing you want to"},{"speaker":"Alzay Calhoun","startTime":2547.52,"endTime":2549.2,"body":"make, it's gotta be useful to"},{"speaker":"Alzay Calhoun","startTime":2549.2,"endTime":2554.27,"body":"him, you sort of her one, two,"},{"speaker":"Alzay Calhoun","startTime":2549.2,"endTime":2554.27,"body":"is the skill of creating content"},{"speaker":"Alzay Calhoun","startTime":2554.3,"endTime":2558.74,"body":"is a skill, which you're"},{"speaker":"Alzay Calhoun","startTime":2554.3,"endTime":2558.74,"body":"probably not very good at."},{"speaker":"Alzay Calhoun","startTime":2559.1,"endTime":2561.29,"body":"You're good at going to"},{"speaker":"Alzay Calhoun","startTime":2559.1,"endTime":2561.29,"body":"meetings, you're good at making"},{"speaker":"Alzay Calhoun","startTime":2561.29,"endTime":2564.56,"body":"PowerPoints, you're going to"},{"speaker":"Alzay Calhoun","startTime":2561.29,"endTime":2564.56,"body":"talk about it. I don't challenge"},{"speaker":"Alzay Calhoun","startTime":2564.56,"endTime":2569.51,"body":"that. But creating usable"},{"speaker":"Alzay Calhoun","startTime":2564.56,"endTime":2569.51,"body":"content is actually a different"},{"speaker":"Alzay Calhoun","startTime":2569.57,"endTime":2571.85,"body":"skill. There are people who go"},{"speaker":"Alzay Calhoun","startTime":2569.57,"endTime":2571.85,"body":"to school just for that to learn"},{"speaker":"Alzay Calhoun","startTime":2571.85,"endTime":2573.92,"body":"how to shape other people's"},{"speaker":"Alzay Calhoun","startTime":2571.85,"endTime":2573.92,"body":"content, okay, it's called"},{"speaker":"Alzay Calhoun","startTime":2573.95,"endTime":2576.35,"body":"instructional design, you can"},{"speaker":"Alzay Calhoun","startTime":2573.95,"endTime":2576.35,"body":"look it up. Okay, so it's a"},{"speaker":"Alzay Calhoun","startTime":2576.35,"endTime":2578.75,"body":"whole skill. So you're probably"},{"speaker":"Alzay Calhoun","startTime":2576.35,"endTime":2578.75,"body":"not that good at. So again,"},{"speaker":"Alzay Calhoun","startTime":2578.75,"endTime":2580.85,"body":"throwing content into a course"},{"speaker":"Alzay Calhoun","startTime":2578.75,"endTime":2580.85,"body":"and selling it, it's not going"},{"speaker":"Darrell Evans","startTime":2580.52,"endTime":2623.33,"body":"It's interesting."},{"speaker":"Darrell Evans","startTime":2580.52,"endTime":2623.33,"body":"No, I echo your points on this"},{"speaker":"Darrell Evans","startTime":2580.85,"endTime":2583.07,"body":"to go the way you think that's"},{"speaker":"Darrell Evans","startTime":2580.85,"endTime":2583.07,"body":"number two. Number three last"},{"speaker":"Darrell Evans","startTime":2583.07,"endTime":2588.59,"body":"thing, the person you sell your"},{"speaker":"Darrell Evans","startTime":2583.07,"endTime":2588.59,"body":"course to, is still making a"},{"speaker":"Darrell Evans","startTime":2588.59,"endTime":2593.6,"body":"buying decision. So you have to"},{"speaker":"Darrell Evans","startTime":2588.59,"endTime":2593.6,"body":"learn to communicate about your"},{"speaker":"Darrell Evans","startTime":2593.6,"endTime":2598.7,"body":"content in such a way that your"},{"speaker":"Darrell Evans","startTime":2593.6,"endTime":2598.7,"body":"client can make a buying"},{"speaker":"Darrell Evans","startTime":2598.97,"endTime":2603.11,"body":"decision. And do you want to"},{"speaker":"Darrell Evans","startTime":2598.97,"endTime":2603.11,"body":"learn this? Don't you want to"},{"speaker":"Darrell Evans","startTime":2603.11,"endTime":2607.01,"body":"learn this, you should really"},{"speaker":"Darrell Evans","startTime":2603.11,"endTime":2607.01,"body":"know this are not appropriate."},{"speaker":"Darrell Evans","startTime":2607.13,"endTime":2609.14,"body":"They don't put someone in a"},{"speaker":"Darrell Evans","startTime":2607.13,"endTime":2609.14,"body":"buying decision. That's you"},{"speaker":"Darrell Evans","startTime":2609.14,"endTime":2612.77,"body":"trying to hard sell someone. So"},{"speaker":"Darrell Evans","startTime":2609.14,"endTime":2612.77,"body":"introducing content in a way"},{"speaker":"Darrell Evans","startTime":2612.77,"endTime":2615.41,"body":"where someone can make a buying"},{"speaker":"Darrell Evans","startTime":2612.77,"endTime":2615.41,"body":"decision is another skill."},{"speaker":"Darrell Evans","startTime":2615.77,"endTime":2617.93,"body":"That's why you go to a guy like"},{"speaker":"Darrell Evans","startTime":2615.77,"endTime":2617.93,"body":"Darrell so you can accelerate"},{"speaker":"Darrell Evans","startTime":2617.93,"endTime":2620.72,"body":"your experience and not get this"},{"speaker":"Darrell Evans","startTime":2617.93,"endTime":2620.72,"body":"PhD."},{"speaker":"Darrell Evans","startTime":2623.33,"endTime":2626.21,"body":"idea of creating content and"},{"speaker":"Darrell Evans","startTime":2623.33,"endTime":2626.21,"body":"having the ability to not just"},{"speaker":"Darrell Evans","startTime":2626.21,"endTime":2629.36,"body":"to spout your expertise, you"},{"speaker":"Darrell Evans","startTime":2626.21,"endTime":2629.36,"body":"have to be able to spout it in a"},{"speaker":"Darrell Evans","startTime":2629.36,"endTime":2632.21,"body":"way that's useful for the"},{"speaker":"Darrell Evans","startTime":2629.36,"endTime":2632.21,"body":"receiver. And you make great"},{"speaker":"Darrell Evans","startTime":2632.21,"endTime":2635.15,"body":"points, which actually is very"},{"speaker":"Darrell Evans","startTime":2632.21,"endTime":2635.15,"body":"interesting to this day. Because"},{"speaker":"Darrell Evans","startTime":2635.15,"endTime":2638.57,"body":"when you combine the work that"},{"speaker":"Darrell Evans","startTime":2635.15,"endTime":2638.57,"body":"we do, in terms of search"},{"speaker":"Darrell Evans","startTime":2638.57,"endTime":2641.45,"body":"ability and brand awareness and"},{"speaker":"Darrell Evans","startTime":2638.57,"endTime":2641.45,"body":"visibility online, because"},{"speaker":"Darrell Evans","startTime":2641.45,"endTime":2643.49,"body":"that's what our company does."},{"speaker":"Darrell Evans","startTime":2641.45,"endTime":2643.49,"body":"You know, we have a lot of"},{"speaker":"Darrell Evans","startTime":2643.49,"endTime":2647.39,"body":"experts both in all worlds book"},{"speaker":"Darrell Evans","startTime":2643.49,"endTime":2647.39,"body":"authors, coaches, speakers,"},{"speaker":"Darrell Evans","startTime":2647.39,"endTime":2651.05,"body":"experts, service providers,"},{"speaker":"Darrell Evans","startTime":2647.39,"endTime":2651.05,"body":"mechanics, you name it. The"},{"speaker":"Darrell Evans","startTime":2651.05,"endTime":2653.48,"body":"question is, is they are"},{"speaker":"Darrell Evans","startTime":2651.05,"endTime":2653.48,"body":"invisible. They're smart."},{"speaker":"Darrell Evans","startTime":2654.11,"endTime":2657.5,"body":"They're successful. But today,"},{"speaker":"Darrell Evans","startTime":2654.11,"endTime":2657.5,"body":"they're invisible."},{"speaker":"Alzay Calhoun","startTime":2657.53,"endTime":2658.13,"body":"Yeah, right."},{"speaker":"Darrell Evans","startTime":2658.13,"endTime":2660.26,"body":"Right. And then"},{"speaker":"Darrell Evans","startTime":2658.13,"endTime":2660.26,"body":"what you just said, is this"},{"speaker":"Darrell Evans","startTime":2660.26,"endTime":2662.99,"body":"idea. Okay, I've heard about"},{"speaker":"Darrell Evans","startTime":2660.26,"endTime":2662.99,"body":"blogging. I've heard about"},{"speaker":"Darrell Evans","startTime":2663.02,"endTime":2665.6,"body":"starting a YouTube channel. I've"},{"speaker":"Darrell Evans","startTime":2663.02,"endTime":2665.6,"body":"heard about posting on LinkedIn,"},{"speaker":"Darrell Evans","startTime":2665.6,"endTime":2667.88,"body":"I've heard about I've heard"},{"speaker":"Darrell Evans","startTime":2665.6,"endTime":2667.88,"body":"about, I've heard about, yeah,"},{"speaker":"Darrell Evans","startTime":2667.91,"endTime":2671.54,"body":"and what I hear is this friction"},{"speaker":"Darrell Evans","startTime":2667.91,"endTime":2671.54,"body":"point of, but I bought the"},{"speaker":"Darrell Evans","startTime":2671.54,"endTime":2672.17,"body":"course."},{"speaker":"Alzay Calhoun","startTime":2673.28,"endTime":2673.73,"body":"Right?"},{"speaker":"Darrell Evans","startTime":2674.03,"endTime":2675.08,"body":"I bought the"},{"speaker":"Darrell Evans","startTime":2674.03,"endTime":2675.08,"body":"tools."},{"speaker":"Alzay Calhoun","startTime":2675.29,"endTime":2677.09,"body":"And the course"},{"speaker":"Alzay Calhoun","startTime":2675.29,"endTime":2677.09,"body":"told me four steps. Yeah,"},{"speaker":"Darrell Evans","startTime":2677.33,"endTime":2679.91,"body":"it told you four"},{"speaker":"Darrell Evans","startTime":2677.33,"endTime":2679.91,"body":"steps. I bought the tools. I got"},{"speaker":"Darrell Evans","startTime":2679.91,"endTime":2681.95,"body":"all this stuff, because they got"},{"speaker":"Darrell Evans","startTime":2679.91,"endTime":2681.95,"body":"a few dollars, so it's easy to"},{"speaker":"Darrell Evans","startTime":2681.95,"endTime":2682.58,"body":"buy the stuff."},{"speaker":"Alzay Calhoun","startTime":2682.61,"endTime":2683.63,"body":"That's right,"},{"speaker":"Alzay Calhoun","startTime":2682.61,"endTime":2683.63,"body":"right."},{"speaker":"Darrell Evans","startTime":2683.75,"endTime":2686.42,"body":"The problem is"},{"speaker":"Darrell Evans","startTime":2683.75,"endTime":2686.42,"body":"they lacked the process. Yeah,"},{"speaker":"Darrell Evans","startTime":2686.45,"endTime":2688.61,"body":"the problem is they're"},{"speaker":"Darrell Evans","startTime":2686.45,"endTime":2688.61,"body":"overwhelmed now because they"},{"speaker":"Darrell Evans","startTime":2688.61,"endTime":2690.8,"body":"didn't do what you were"},{"speaker":"Darrell Evans","startTime":2688.61,"endTime":2690.8,"body":"suggesting, which is start with"},{"speaker":"Darrell Evans","startTime":2690.8,"endTime":2694.49,"body":"one, right? What's the one thing"},{"speaker":"Darrell Evans","startTime":2690.8,"endTime":2694.49,"body":"you should be doing in the area"},{"speaker":"Darrell Evans","startTime":2694.49,"endTime":2697.01,"body":"of client acquisition? What is"},{"speaker":"Darrell Evans","startTime":2694.49,"endTime":2697.01,"body":"the one thing you should be"},{"speaker":"Darrell Evans","startTime":2697.01,"endTime":2700.88,"body":"doing in your productized"},{"speaker":"Darrell Evans","startTime":2697.01,"endTime":2700.88,"body":"service? Yeah, not for Courses"},{"speaker":"Darrell Evans","startTime":2700.94,"endTime":2704.72,"body":"one. Yeah, right? Or services"},{"speaker":"Darrell Evans","startTime":2700.94,"endTime":2704.72,"body":"one, what's that way you're"},{"speaker":"Darrell Evans","startTime":2704.72,"endTime":2707.51,"body":"going to retain that client just"},{"speaker":"Darrell Evans","startTime":2704.72,"endTime":2707.51,"body":"right. I mean, so I love what"},{"speaker":"Darrell Evans","startTime":2707.51,"endTime":2710.12,"body":"you're saying, it's a great way"},{"speaker":"Darrell Evans","startTime":2707.51,"endTime":2710.12,"body":"for us to kind of wrap this up"},{"speaker":"Darrell Evans","startTime":2710.12,"endTime":2713.78,"body":"and start to bring this thing"},{"speaker":"Darrell Evans","startTime":2710.12,"endTime":2713.78,"body":"home. Alzay you have, and there"},{"speaker":"Darrell Evans","startTime":2713.78,"endTime":2715.82,"body":"are some people listening to"},{"speaker":"Darrell Evans","startTime":2713.78,"endTime":2715.82,"body":"this right now who are on the"},{"speaker":"Darrell Evans","startTime":2715.82,"endTime":2719.21,"body":"other side who've already done"},{"speaker":"Darrell Evans","startTime":2715.82,"endTime":2719.21,"body":"all of that they bought all the"},{"speaker":"Darrell Evans","startTime":2719.21,"endTime":2722.33,"body":"courses. If they see another"},{"speaker":"Darrell Evans","startTime":2719.21,"endTime":2722.33,"body":"automated webinar, they're gonna"},{"speaker":"Darrell Evans","startTime":2722.33,"endTime":2725.78,"body":"probably want to, you know, put"},{"speaker":"Darrell Evans","startTime":2722.33,"endTime":2725.78,"body":"themselves to sleep. Yeah, to"},{"speaker":"Darrell Evans","startTime":2725.78,"endTime":2729.77,"body":"that person who has already"},{"speaker":"Darrell Evans","startTime":2725.78,"endTime":2729.77,"body":"\"done it all,\" bought all the"},{"speaker":"Darrell Evans","startTime":2729.77,"endTime":2731.99,"body":"products, brought all the tools"},{"speaker":"Darrell Evans","startTime":2729.77,"endTime":2731.99,"body":"bought all the courses, and"},{"speaker":"Darrell Evans","startTime":2731.99,"endTime":2735.47,"body":"they're tired, and they still"},{"speaker":"Darrell Evans","startTime":2731.99,"endTime":2735.47,"body":"haven't got it working. And they"},{"speaker":"Darrell Evans","startTime":2735.47,"endTime":2738.83,"body":"still haven't figured it out."},{"speaker":"Darrell Evans","startTime":2735.47,"endTime":2738.83,"body":"What do you say to that person?"},{"speaker":"Darrell Evans","startTime":2738.83,"endTime":2741.86,"body":"Because I know that I would"},{"speaker":"Darrell Evans","startTime":2738.83,"endTime":2741.86,"body":"believe that they should be"},{"speaker":"Darrell Evans","startTime":2741.86,"endTime":2744.23,"body":"connecting with you if they're"},{"speaker":"Darrell Evans","startTime":2741.86,"endTime":2744.23,"body":"listening on the other side of"},{"speaker":"Darrell Evans","startTime":2744.23,"endTime":2746.6,"body":"this right now. But what do you"},{"speaker":"Darrell Evans","startTime":2744.23,"endTime":2746.6,"body":"say to that person who's tired?"},{"speaker":"Alzay Calhoun","startTime":2746.66,"endTime":2748.28,"body":"That's really"},{"speaker":"Alzay Calhoun","startTime":2746.66,"endTime":2748.28,"body":"awesome. That's an awesome"},{"speaker":"Alzay Calhoun","startTime":2748.28,"endTime":2751.97,"body":"question. Because that's real."},{"speaker":"Alzay Calhoun","startTime":2748.28,"endTime":2751.97,"body":"The fatigue of all these things"},{"speaker":"Alzay Calhoun","startTime":2751.97,"endTime":2753.29,"body":"is very, very real."},{"speaker":"Alzay Calhoun","startTime":2753.0,"endTime":2755.64,"body":"And by the way,"},{"speaker":"Alzay Calhoun","startTime":2753.0,"endTime":2755.64,"body":"when you get tired, you make"},{"speaker":"Darrell Evans","startTime":2753.32,"endTime":2753.89,"body":"It's real."},{"speaker":"Darrell Evans","startTime":2755.64,"endTime":2758.7,"body":"poor choices. So you get tired,"},{"speaker":"Darrell Evans","startTime":2755.64,"endTime":2758.7,"body":"your brains not functioning,"},{"speaker":"Darrell Evans","startTime":2758.7,"endTime":2763.08,"body":"right. And I have made really"},{"speaker":"Darrell Evans","startTime":2758.7,"endTime":2763.08,"body":"poor choices from my fatigue,"},{"speaker":"Darrell Evans","startTime":2763.26,"endTime":2765.93,"body":"which is a story for another"},{"speaker":"Darrell Evans","startTime":2763.26,"endTime":2765.93,"body":"day, but I know what that's like"},{"speaker":"Darrell Evans","startTime":2765.96,"endTime":2769.41,"body":"to be tired and go give me the"},{"speaker":"Darrell Evans","startTime":2765.96,"endTime":2769.41,"body":"blue one. And I didn't know I"},{"speaker":"Darrell Evans","startTime":2769.41,"endTime":2772.41,"body":"should never bought anything,"},{"speaker":"Darrell Evans","startTime":2769.41,"endTime":2772.41,"body":"let alone the blue one. So okay,"},{"speaker":"Darrell Evans","startTime":2772.53,"endTime":2775.53,"body":"so the question becomes, what do"},{"speaker":"Darrell Evans","startTime":2772.53,"endTime":2775.53,"body":"I do now? Okay, so I'm offering"},{"speaker":"Darrell Evans","startTime":2775.53,"endTime":2777.87,"body":"you a framework of three pillar"},{"speaker":"Darrell Evans","startTime":2775.53,"endTime":2777.87,"body":"systems, client acquisition,"},{"speaker":"Darrell Evans","startTime":2777.87,"endTime":2780.57,"body":"client service, and client"},{"speaker":"Darrell Evans","startTime":2777.87,"endTime":2780.57,"body":"retention. And normally, for"},{"speaker":"Darrell Evans","startTime":2780.57,"endTime":2784.32,"body":"most of my clients, just seeing"},{"speaker":"Darrell Evans","startTime":2780.57,"endTime":2784.32,"body":"that picture is a revelation all"},{"speaker":"Darrell Evans","startTime":2784.32,"endTime":2787.5,"body":"to itself. Because right now"},{"speaker":"Darrell Evans","startTime":2784.32,"endTime":2787.5,"body":"your business is a blob, it's"},{"speaker":"Darrell Evans","startTime":2787.5,"endTime":2791.1,"body":"just one big category of things."},{"speaker":"Darrell Evans","startTime":2787.5,"endTime":2791.1,"body":"And those things now have at"},{"speaker":"Darrell Evans","startTime":2791.1,"endTime":2795.81,"body":"least some basic category, so it"},{"speaker":"Darrell Evans","startTime":2791.1,"endTime":2795.81,"body":"feels more palatable. So I'd"},{"speaker":"Darrell Evans","startTime":2795.81,"endTime":2799.38,"body":"like you to take a deep breath"},{"speaker":"Darrell Evans","startTime":2795.81,"endTime":2799.38,"body":"into that idea. First, the"},{"speaker":"Darrell Evans","startTime":2799.38,"endTime":2801.69,"body":"actions that I'm doing the"},{"speaker":"Darrell Evans","startTime":2799.38,"endTime":2801.69,"body":"things that are going on, the"},{"speaker":"Darrell Evans","startTime":2801.69,"endTime":2805.41,"body":"emails that are coming into my"},{"speaker":"Darrell Evans","startTime":2801.69,"endTime":2805.41,"body":"inbox, are generally categorized"},{"speaker":"Darrell Evans","startTime":2805.65,"endTime":2808.38,"body":"in client acquisition client"},{"speaker":"Darrell Evans","startTime":2805.65,"endTime":2808.38,"body":"service, the client retention,"},{"speaker":"Darrell Evans","startTime":2808.53,"endTime":2811.92,"body":"okay, if that picture is making"},{"speaker":"Darrell Evans","startTime":2808.53,"endTime":2811.92,"body":"just some basic sense to you,"},{"speaker":"Darrell Evans","startTime":2812.19,"endTime":2817.23,"body":"one of those three pillars is"},{"speaker":"Darrell Evans","startTime":2812.19,"endTime":2817.23,"body":"the most underdeveloped. One of"},{"speaker":"Darrell Evans","startTime":2817.23,"endTime":2820.05,"body":"those three pillars is the one"},{"speaker":"Darrell Evans","startTime":2817.23,"endTime":2820.05,"body":"that every time you know, you"},{"speaker":"Darrell Evans","startTime":2820.05,"endTime":2823.08,"body":"walk into that room, you stubbed"},{"speaker":"Darrell Evans","startTime":2820.05,"endTime":2823.08,"body":"your toe, every time you bring"},{"speaker":"Darrell Evans","startTime":2823.08,"endTime":2825.39,"body":"up that conversation, you don't"},{"speaker":"Darrell Evans","startTime":2823.08,"endTime":2825.39,"body":"know what to say, every time,"},{"speaker":"Darrell Evans","startTime":2825.39,"endTime":2828.21,"body":"right, it's a one of those three"},{"speaker":"Darrell Evans","startTime":2825.39,"endTime":2828.21,"body":"things is causing you the most"},{"speaker":"Darrell Evans","startTime":2828.21,"endTime":2830.61,"body":"concern, and it's causing the"},{"speaker":"Darrell Evans","startTime":2828.21,"endTime":2830.61,"body":"most concern because it is"},{"speaker":"Darrell Evans","startTime":2830.64,"endTime":2833.4,"body":"underdeveloped. It's not"},{"speaker":"Darrell Evans","startTime":2830.64,"endTime":2833.4,"body":"predictable, it's not a process"},{"speaker":"Darrell Evans","startTime":2833.4,"endTime":2838.44,"body":"in any way. So then get in a"},{"speaker":"Darrell Evans","startTime":2833.4,"endTime":2838.44,"body":"hurry about working with the"},{"speaker":"Darrell Evans","startTime":2838.44,"endTime":2841.65,"body":"person or the agency or buying"},{"speaker":"Darrell Evans","startTime":2838.44,"endTime":2841.65,"body":"the course, if it needs to be a"},{"speaker":"Darrell Evans","startTime":2841.65,"endTime":2846.42,"body":"course that will help you solve"},{"speaker":"Darrell Evans","startTime":2841.65,"endTime":2846.42,"body":"that particular problem. So if"},{"speaker":"Darrell Evans","startTime":2846.42,"endTime":2848.7,"body":"fatigue is present, because"},{"speaker":"Darrell Evans","startTime":2846.42,"endTime":2848.7,"body":"you've seen the 100 things,"},{"speaker":"Darrell Evans","startTime":2848.7,"endTime":2851.4,"body":"you've got nine tools, and they"},{"speaker":"Darrell Evans","startTime":2848.7,"endTime":2851.4,"body":"do the exact same thing, right?"},{"speaker":"Darrell Evans","startTime":2851.67,"endTime":2855.39,"body":"If that's where you are, let's"},{"speaker":"Darrell Evans","startTime":2851.67,"endTime":2855.39,"body":"find the problem. First is"},{"speaker":"Darrell Evans","startTime":2855.39,"endTime":2858.03,"body":"probably one of those three"},{"speaker":"Darrell Evans","startTime":2855.39,"endTime":2858.03,"body":"things. And then just be honest"},{"speaker":"Darrell Evans","startTime":2858.03,"endTime":2861.84,"body":"with yourself about the best way"},{"speaker":"Darrell Evans","startTime":2858.03,"endTime":2861.84,"body":"you can articulate it. And now,"},{"speaker":"Darrell Evans","startTime":2861.87,"endTime":2864.84,"body":"if you need to go to a couple of"},{"speaker":"Darrell Evans","startTime":2861.87,"endTime":2864.84,"body":"different vendors, Hey, man,"},{"speaker":"Darrell Evans","startTime":2864.87,"endTime":2867.48,"body":"here's my business. Here's why"},{"speaker":"Darrell Evans","startTime":2864.87,"endTime":2867.48,"body":"I'm stuck. And you helped me fix"},{"speaker":"Darrell Evans","startTime":2867.48,"endTime":2871.26,"body":"this and look for an honest,"},{"speaker":"Darrell Evans","startTime":2867.48,"endTime":2871.26,"body":"direct response. And if you"},{"speaker":"Darrell Evans","startTime":2871.26,"endTime":2873.45,"body":"don't like the answer you hear"},{"speaker":"Darrell Evans","startTime":2871.26,"endTime":2873.45,"body":"but then you go to option number"},{"speaker":"Darrell Evans","startTime":2873.45,"endTime":2876.84,"body":"two, you may have to keep going"},{"speaker":"Darrell Evans","startTime":2873.45,"endTime":2876.84,"body":"through a few things. If you'd"},{"speaker":"Darrell Evans","startTime":2876.84,"endTime":2879.12,"body":"like to talk to me about that"},{"speaker":"Darrell Evans","startTime":2876.84,"endTime":2879.12,"body":"scenario. I'm happy to be"},{"speaker":"Darrell Evans","startTime":2879.12,"endTime":2881.73,"body":"available for that. But I"},{"speaker":"Darrell Evans","startTime":2879.12,"endTime":2881.73,"body":"appreciate that what Alzay"},{"speaker":"Darrell Evans","startTime":2881.73,"endTime":2884.19,"body":"Calhoun offers may not be what"},{"speaker":"Darrell Evans","startTime":2881.73,"endTime":2884.19,"body":"solves your problem. That may"},{"speaker":"Darrell Evans","startTime":2884.19,"endTime":2887.55,"body":"also be real. But what is most"},{"speaker":"Darrell Evans","startTime":2884.19,"endTime":2887.55,"body":"appropriate is that you have"},{"speaker":"Darrell Evans","startTime":2887.55,"endTime":2891.51,"body":"some level of clarity around"},{"speaker":"Darrell Evans","startTime":2887.55,"endTime":2891.51,"body":"what you're currently facing."},{"speaker":"Darrell Evans","startTime":2891.75,"endTime":2894.18,"body":"Simply buying more things does"},{"speaker":"Darrell Evans","startTime":2891.75,"endTime":2894.18,"body":"not get you home."},{"speaker":"Darrell Evans","startTime":2894.27,"endTime":2897.54,"body":"Amen. You know,"},{"speaker":"Darrell Evans","startTime":2894.27,"endTime":2897.54,"body":"you have an opportunity for"},{"speaker":"Darrell Evans","startTime":2897.54,"endTime":2901.08,"body":"those listening to the show"},{"speaker":"Darrell Evans","startTime":2897.54,"endTime":2901.08,"body":"today, so that they can"},{"speaker":"Darrell Evans","startTime":2901.17,"endTime":2905.34,"body":"determine if what Alzay Calhoun"},{"speaker":"Darrell Evans","startTime":2901.17,"endTime":2905.34,"body":"offers is suitable for their"},{"speaker":"Darrell Evans","startTime":2905.34,"endTime":2907.14,"body":"needs today in this world. And"},{"speaker":"Darrell Evans","startTime":2905.34,"endTime":2907.14,"body":"if you're listening to this"},{"speaker":"Darrell Evans","startTime":2907.14,"endTime":2909.57,"body":"right now, and you're maybe"},{"speaker":"Darrell Evans","startTime":2907.14,"endTime":2909.57,"body":"you're a consultant in your"},{"speaker":"Darrell Evans","startTime":2909.57,"endTime":2911.85,"body":"early one to three year window,"},{"speaker":"Darrell Evans","startTime":2909.57,"endTime":2911.85,"body":"maybe you're a little longer"},{"speaker":"Darrell Evans","startTime":2911.85,"endTime":2915.09,"body":"than that five to 10, or longer"},{"speaker":"Darrell Evans","startTime":2911.85,"endTime":2915.09,"body":"window. And maybe things just"},{"speaker":"Darrell Evans","startTime":2915.09,"endTime":2917.61,"body":"aren't quite where you'd like"},{"speaker":"Darrell Evans","startTime":2915.09,"endTime":2917.61,"body":"them to be. Right now we are"},{"speaker":"Darrell Evans","startTime":2917.61,"endTime":2922.41,"body":"coming off of the heels of"},{"speaker":"Darrell Evans","startTime":2917.61,"endTime":2922.41,"body":"lockdown and pandemic and the"},{"speaker":"Darrell Evans","startTime":2922.41,"endTime":2925.65,"body":"world has been turned upside"},{"speaker":"Darrell Evans","startTime":2922.41,"endTime":2925.65,"body":"down in the last 14 months. And"},{"speaker":"Darrell Evans","startTime":2925.65,"endTime":2928.65,"body":"now we're coming back to normal,"},{"speaker":"Darrell Evans","startTime":2925.65,"endTime":2928.65,"body":"but your normal could be new."},{"speaker":"Darrell Evans","startTime":2929.19,"endTime":2932.16,"body":"And it could be an adapted"},{"speaker":"Darrell Evans","startTime":2929.19,"endTime":2932.16,"body":"normal, it could be a new normal"},{"speaker":"Darrell Evans","startTime":2932.16,"endTime":2934.71,"body":"for you. It could be that you"},{"speaker":"Darrell Evans","startTime":2932.16,"endTime":2934.71,"body":"used to travel all over the"},{"speaker":"Darrell Evans","startTime":2934.71,"endTime":2938.01,"body":"globe. And maybe that isn't real"},{"speaker":"Darrell Evans","startTime":2934.71,"endTime":2938.01,"body":"for you today. Maybe it used to"},{"speaker":"Darrell Evans","startTime":2938.01,"endTime":2940.23,"body":"be that you spoke at"},{"speaker":"Darrell Evans","startTime":2938.01,"endTime":2940.23,"body":"conferences, right. And maybe"},{"speaker":"Darrell Evans","startTime":2940.23,"endTime":2941.31,"body":"you're in a moment of pivot."},{"speaker":"Alzay Calhoun","startTime":2941.34,"endTime":2942.0,"body":"That's right."},{"speaker":"Darrell Evans","startTime":2942.12,"endTime":2945.0,"body":"Alzay, share with"},{"speaker":"Darrell Evans","startTime":2942.12,"endTime":2945.0,"body":"them what you have for them as a"},{"speaker":"Darrell Evans","startTime":2945.0,"endTime":2948.96,"body":"free gift opportunity to explore"},{"speaker":"Darrell Evans","startTime":2945.0,"endTime":2948.96,"body":"a little deeper, if that so"},{"speaker":"Darrell Evans","startTime":2948.96,"endTime":2949.77,"body":"suits them today."},{"speaker":"Alzay Calhoun","startTime":2950.02,"endTime":2951.46,"body":"Thank you for"},{"speaker":"Alzay Calhoun","startTime":2950.02,"endTime":2951.46,"body":"asking about that"},{"speaker":"Alzay Calhoun","startTime":2951.64,"endTime":2956.86,"body":"covetedconsultant.com/free is"},{"speaker":"Alzay Calhoun","startTime":2951.64,"endTime":2956.86,"body":"the link. What's there, there is"},{"speaker":"Alzay Calhoun","startTime":2956.86,"endTime":2959.56,"body":"a webinar that's there that"},{"speaker":"Alzay Calhoun","startTime":2956.86,"endTime":2959.56,"body":"right now delivering the webinar"},{"speaker":"Alzay Calhoun","startTime":2959.56,"endTime":2964.84,"body":"weekly, the webinars about a"},{"speaker":"Alzay Calhoun","startTime":2959.56,"endTime":2964.84,"body":"weekly plan to help you"},{"speaker":"Alzay Calhoun","startTime":2964.84,"endTime":2968.29,"body":"accomplish the scalability that"},{"speaker":"Alzay Calhoun","startTime":2964.84,"endTime":2968.29,"body":"you're after. I would like to"},{"speaker":"Alzay Calhoun","startTime":2968.29,"endTime":2972.73,"body":"see you transition from expert"},{"speaker":"Alzay Calhoun","startTime":2968.29,"endTime":2972.73,"body":"consultants into a CEO from"},{"speaker":"Alzay Calhoun","startTime":2972.73,"endTime":2976.39,"body":"service provider into CEO. It"},{"speaker":"Alzay Calhoun","startTime":2972.73,"endTime":2976.39,"body":"doesn't matter to me if you're"},{"speaker":"Alzay Calhoun","startTime":2976.39,"endTime":2979.57,"body":"CEO of one business again, or a"},{"speaker":"Alzay Calhoun","startTime":2976.39,"endTime":2979.57,"body":"one person business or five or"},{"speaker":"Alzay Calhoun","startTime":2979.57,"endTime":2983.68,"body":"50, the number doesn't matter to"},{"speaker":"Alzay Calhoun","startTime":2979.57,"endTime":2983.68,"body":"me, what we find is that CEO"},{"speaker":"Alzay Calhoun","startTime":2983.68,"endTime":2987.94,"body":"thinking is the same no matter"},{"speaker":"Alzay Calhoun","startTime":2983.68,"endTime":2987.94,"body":"what level of company. So"},{"speaker":"Alzay Calhoun","startTime":2987.97,"endTime":2990.61,"body":"there's a new way that you need"},{"speaker":"Alzay Calhoun","startTime":2987.97,"endTime":2990.61,"body":"to be operating. The three"},{"speaker":"Alzay Calhoun","startTime":2990.61,"endTime":2993.31,"body":"pillar systems are one part of"},{"speaker":"Alzay Calhoun","startTime":2990.61,"endTime":2993.31,"body":"the evidence of this new way of"},{"speaker":"Alzay Calhoun","startTime":2993.31,"endTime":2997.27,"body":"thinking every day that webinars"},{"speaker":"Alzay Calhoun","startTime":2993.31,"endTime":2997.27,"body":"an opportunity for you to kind"},{"speaker":"Alzay Calhoun","startTime":2997.27,"endTime":2999.13,"body":"of see what that looks like you"},{"speaker":"Alzay Calhoun","startTime":2997.27,"endTime":2999.13,"body":"know from an academic"},{"speaker":"Alzay Calhoun","startTime":2999.13,"endTime":3001.59,"body":"perspective. And then kind of"},{"speaker":"Alzay Calhoun","startTime":2999.13,"endTime":3001.59,"body":"get yourself sorted and see if"},{"speaker":"Alzay Calhoun","startTime":3001.59,"endTime":3003.57,"body":"that's the way you want to think"},{"speaker":"Alzay Calhoun","startTime":3001.59,"endTime":3003.57,"body":"that that's the way you want to"},{"speaker":"Alzay Calhoun","startTime":3003.57,"endTime":3007.2,"body":"operate. So that's"},{"speaker":"Alzay Calhoun","startTime":3003.57,"endTime":3007.2,"body":"covetedconsultant.com/free, it's"},{"speaker":"Alzay Calhoun","startTime":3007.2,"endTime":3010.74,"body":"a webinar, I deliver it live."},{"speaker":"Alzay Calhoun","startTime":3007.2,"endTime":3010.74,"body":"And so then you know, we can"},{"speaker":"Alzay Calhoun","startTime":3010.74,"endTime":3013.14,"body":"dialogue in that format, you can"},{"speaker":"Alzay Calhoun","startTime":3010.74,"endTime":3013.14,"body":"just see if the if the approach"},{"speaker":"Alzay Calhoun","startTime":3013.14,"endTime":3014.88,"body":"we take is an approach that"},{"speaker":"Alzay Calhoun","startTime":3013.14,"endTime":3014.88,"body":"speaks to you."},{"speaker":"Darrell Evans","startTime":3014.0,"endTime":3017.9,"body":"And that is a"},{"speaker":"Darrell Evans","startTime":3014.0,"endTime":3017.9,"body":"great point from going from this"},{"speaker":"Darrell Evans","startTime":3017.93,"endTime":3021.35,"body":"expert knowledge, you know,"},{"speaker":"Darrell Evans","startTime":3017.93,"endTime":3021.35,"body":"consultant to thinking like a"},{"speaker":"Darrell Evans","startTime":3021.35,"endTime":3025.73,"body":"CEO, I find it is the number one"},{"speaker":"Darrell Evans","startTime":3021.35,"endTime":3025.73,"body":"challenge I'm solving in some of"},{"speaker":"Darrell Evans","startTime":3025.73,"endTime":3028.43,"body":"the world of thinking that I"},{"speaker":"Darrell Evans","startTime":3025.73,"endTime":3028.43,"body":"worked in, and it is getting"},{"speaker":"Darrell Evans","startTime":3028.43,"endTime":3031.67,"body":"outside of that. And it is it's"},{"speaker":"Darrell Evans","startTime":3028.43,"endTime":3031.67,"body":"okay, if you're a business of"},{"speaker":"Darrell Evans","startTime":3031.67,"endTime":3036.08,"body":"one, or a business of 100, or"},{"speaker":"Darrell Evans","startTime":3031.67,"endTime":3036.08,"body":"1000. But a different shift in"},{"speaker":"Darrell Evans","startTime":3036.08,"endTime":3039.26,"body":"how you see the business, when"},{"speaker":"Darrell Evans","startTime":3036.08,"endTime":3039.26,"body":"you're at CEO level thinking"},{"speaker":"Darrell Evans","startTime":3039.26,"endTime":3041.18,"body":"doesn't mean you get to not do"},{"speaker":"Darrell Evans","startTime":3039.26,"endTime":3041.18,"body":"the work. Because if you're a"},{"speaker":"Darrell Evans","startTime":3041.18,"endTime":3043.73,"body":"business of one, you're still"},{"speaker":"Darrell Evans","startTime":3041.18,"endTime":3043.73,"body":"doing the work, right. But"},{"speaker":"Darrell Evans","startTime":3043.76,"endTime":3046.7,"body":"you're thinking changes. And so"},{"speaker":"Darrell Evans","startTime":3043.76,"endTime":3046.7,"body":"I really love that. So"},{"speaker":"Darrell Evans","startTime":3046.73,"endTime":3049.58,"body":"appreciate you making that"},{"speaker":"Darrell Evans","startTime":3046.73,"endTime":3049.58,"body":"available. I appreciate your"},{"speaker":"Darrell Evans","startTime":3049.58,"endTime":3052.79,"body":"style, your approach your"},{"speaker":"Darrell Evans","startTime":3049.58,"endTime":3052.79,"body":"thinking, I always like to honor"},{"speaker":"Darrell Evans","startTime":3052.79,"endTime":3055.97,"body":"my guests by just really looking"},{"speaker":"Darrell Evans","startTime":3052.79,"endTime":3055.97,"body":"at the body of work they've put"},{"speaker":"Darrell Evans","startTime":3055.97,"endTime":3058.85,"body":"forth. We didn't talk a lot"},{"speaker":"Darrell Evans","startTime":3055.97,"endTime":3058.85,"body":"today about some of the"},{"speaker":"Darrell Evans","startTime":3058.85,"endTime":3061.1,"body":"roadblocks and hurdles and"},{"speaker":"Darrell Evans","startTime":3058.85,"endTime":3061.1,"body":"stumbling blocks you've had. But"},{"speaker":"Darrell Evans","startTime":3061.1,"endTime":3064.16,"body":"you and I sat through three"},{"speaker":"Darrell Evans","startTime":3061.1,"endTime":3064.16,"body":"opportunities to try to put this"},{"speaker":"Darrell Evans","startTime":3064.16,"endTime":3068.3,"body":"show together you were extremely"},{"speaker":"Darrell Evans","startTime":3064.16,"endTime":3068.3,"body":"empathetic and and just generous"},{"speaker":"Darrell Evans","startTime":3068.3,"endTime":3070.94,"body":"with your understanding. So I"},{"speaker":"Darrell Evans","startTime":3068.3,"endTime":3070.94,"body":"want to commend you for that."},{"speaker":"Darrell Evans","startTime":3070.97,"endTime":3074.0,"body":"I'm glad we got this together,"},{"speaker":"Darrell Evans","startTime":3070.97,"endTime":3074.0,"body":"you and I kind of joked and said"},{"speaker":"Darrell Evans","startTime":3074.0,"endTime":3076.76,"body":"there must be a phenomenal"},{"speaker":"Darrell Evans","startTime":3074.0,"endTime":3076.76,"body":"message coming out of That's"},{"speaker":"Darrell Evans","startTime":3076.76,"endTime":3079.58,"body":"right, the trouble that we ran"},{"speaker":"Darrell Evans","startTime":3076.76,"endTime":3079.58,"body":"into you share with me online"},{"speaker":"Darrell Evans","startTime":3079.58,"endTime":3082.61,"body":"another challenge you were"},{"speaker":"Darrell Evans","startTime":3079.58,"endTime":3082.61,"body":"having. But this is the stuff"},{"speaker":"Darrell Evans","startTime":3082.61,"endTime":3085.37,"body":"that doesn't come to the scene"},{"speaker":"Darrell Evans","startTime":3082.61,"endTime":3085.37,"body":"when you see the YouTube video"},{"speaker":"Darrell Evans","startTime":3085.37,"endTime":3089.57,"body":"with 50,000 views or the"},{"speaker":"Darrell Evans","startTime":3085.37,"endTime":3089.57,"body":"LinkedIn profile with, you know,"},{"speaker":"Darrell Evans","startTime":3089.6,"endTime":3094.76,"body":"125,000 comments, the real story"},{"speaker":"Darrell Evans","startTime":3089.6,"endTime":3094.76,"body":"of entrepreneurship and progress"},{"speaker":"Darrell Evans","startTime":3094.97,"endTime":3099.89,"body":"is pushing through those points"},{"speaker":"Darrell Evans","startTime":3094.97,"endTime":3099.89,"body":"of pain just right. And Alzay,"},{"speaker":"Darrell Evans","startTime":3099.89,"endTime":3104.03,"body":"you are helping individuals do"},{"speaker":"Darrell Evans","startTime":3099.89,"endTime":3104.03,"body":"this. There is a body of"},{"speaker":"Darrell Evans","startTime":3104.03,"endTime":3107.6,"body":"testimonials on your YouTube"},{"speaker":"Darrell Evans","startTime":3104.03,"endTime":3107.6,"body":"channel. And I really will link"},{"speaker":"Darrell Evans","startTime":3107.6,"endTime":3110.09,"body":"that up in the show notes. You"},{"speaker":"Darrell Evans","startTime":3107.6,"endTime":3110.09,"body":"listen to a guy today who isn't"},{"speaker":"Darrell Evans","startTime":3110.09,"endTime":3113.45,"body":"just talk, he's not theory. I've"},{"speaker":"Darrell Evans","startTime":3110.09,"endTime":3113.45,"body":"listened to some of his clients"},{"speaker":"Darrell Evans","startTime":3113.45,"endTime":3116.75,"body":"testimony. He is getting the"},{"speaker":"Darrell Evans","startTime":3113.45,"endTime":3116.75,"body":"work done. He's making real"},{"speaker":"Darrell Evans","startTime":3116.75,"endTime":3117.32,"body":"changes."},{"speaker":"Alzay Calhoun","startTime":3117.32,"endTime":3117.68,"body":"Thank you."},{"speaker":"Darrell Evans","startTime":3117.77,"endTime":3119.96,"body":"And expert"},{"speaker":"Darrell Evans","startTime":3117.77,"endTime":3119.96,"body":"consultants live. So brother, I"},{"speaker":"Darrell Evans","startTime":3119.96,"endTime":3122.78,"body":"really appreciate you stopping"},{"speaker":"Darrell Evans","startTime":3119.96,"endTime":3122.78,"body":"by the show today. I would like"},{"speaker":"Darrell Evans","startTime":3122.78,"endTime":3126.08,"body":"to ask the final question that I"},{"speaker":"Darrell Evans","startTime":3122.78,"endTime":3126.08,"body":"typically asked which is, if for"},{"speaker":"Darrell Evans","startTime":3126.08,"endTime":3128.84,"body":"whatever reason, you are not"},{"speaker":"Darrell Evans","startTime":3126.08,"endTime":3128.84,"body":"able to be on this beautiful"},{"speaker":"Darrell Evans","startTime":3128.84,"endTime":3132.44,"body":"planet that we love and enjoy"},{"speaker":"Darrell Evans","startTime":3128.84,"endTime":3132.44,"body":"tomorrow. What would you want"},{"speaker":"Darrell Evans","startTime":3132.59,"endTime":3133.79,"body":"everyone to remember you for?"},{"speaker":"Alzay Calhoun","startTime":3133.97,"endTime":3137.36,"body":"that I tried to"},{"speaker":"Alzay Calhoun","startTime":3133.97,"endTime":3137.36,"body":"leave it better than I found it."},{"speaker":"Alzay Calhoun","startTime":3138.2,"endTime":3140.66,"body":"And that's not always what"},{"speaker":"Alzay Calhoun","startTime":3138.2,"endTime":3140.66,"body":"happens because sometimes you"},{"speaker":"Alzay Calhoun","startTime":3140.66,"endTime":3142.88,"body":"try things and you don't work"},{"speaker":"Alzay Calhoun","startTime":3140.66,"endTime":3142.88,"body":"out how you thought. But my"},{"speaker":"Alzay Calhoun","startTime":3142.88,"endTime":3146.33,"body":"intention my spirit was that I"},{"speaker":"Alzay Calhoun","startTime":3142.88,"endTime":3146.33,"body":"that person I worked with that"},{"speaker":"Alzay Calhoun","startTime":3146.33,"endTime":3149.06,"body":"thing. I was working on the"},{"speaker":"Alzay Calhoun","startTime":3146.33,"endTime":3149.06,"body":"people that I love that I tried"},{"speaker":"Alzay Calhoun","startTime":3149.06,"endTime":3151.43,"body":"to leave them and leave it"},{"speaker":"Alzay Calhoun","startTime":3149.06,"endTime":3151.43,"body":"better than I found it."},{"speaker":"Darrell Evans","startTime":3151.64,"endTime":3153.29,"body":"Beautiful Alzay,"},{"speaker":"Darrell Evans","startTime":3151.64,"endTime":3153.29,"body":"thanks for being on The"},{"speaker":"Darrell Evans","startTime":3153.29,"endTime":3154.94,"body":"MindShift Podcast. Really"},{"speaker":"Darrell Evans","startTime":3153.29,"endTime":3154.94,"body":"appreciate you."},{"speaker":"Alzay Calhoun","startTime":3155.15,"endTime":3156.26,"body":"Thank you I"},{"speaker":"Alzay Calhoun","startTime":3155.15,"endTime":3156.26,"body":"enjoyed it. Thanks."},{"speaker":"The MindShift Podcast","startTime":3158.24,"endTime":3159.35,"body":"Hey, my"},{"speaker":"The MindShift Podcast","startTime":3158.24,"endTime":3159.35,"body":"friend. Thanks again for"},{"speaker":"The MindShift Podcast","startTime":3159.35,"endTime":3162.05,"body":"listening to today's episode of"},{"speaker":"The MindShift Podcast","startTime":3159.35,"endTime":3162.05,"body":"the mind shift podcast. Listen,"},{"speaker":"The MindShift Podcast","startTime":3162.05,"endTime":3165.29,"body":"let's not have the conversation"},{"speaker":"The MindShift Podcast","startTime":3162.05,"endTime":3165.29,"body":"in here connect with me on"},{"speaker":"The MindShift Podcast","startTime":3165.29,"endTime":3174.65,"body":"social @MrDarrellEvans on almost"},{"speaker":"The MindShift Podcast","startTime":3165.29,"endTime":3174.65,"body":"all the platforms. Until next"},{"speaker":"The MindShift Podcast","startTime":3174.65,"endTime":3178.55,"body":"week, remember you're just one"},{"speaker":"The MindShift Podcast","startTime":3174.65,"endTime":3178.55,"body":"shift away from the breakthrough"},{"speaker":"The MindShift Podcast","startTime":3178.55,"endTime":3179.33,"body":"You're looking for."}]}