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today is

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an exciting

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milestone

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for the

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hourly

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to exit

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podcast.

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This is

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episode

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100, and

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it is also

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the last

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episode, at

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least for

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now, I'll be

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taking the

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summer off.

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And when I

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return in

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the fall,

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we will have

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a new title

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and a new

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brand that

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reflects the

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evolution of

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my thinking

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over the

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last three

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years.

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It's hard

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to believe

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it's been 3

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years since

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I started

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podcast.

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So I love to

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talk about

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the hourly

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to exit

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journey,

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moving

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from that

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unscalable

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hourly

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billing

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model to

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moving to

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a revenue

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model that

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is scalable.

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And to build

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a business

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that we can

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hopefully

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sell

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someday.

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But if

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you've been

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hanging

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around here

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for a little

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while, you

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know, that

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my focus has

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really been

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on the legal

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protections

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required

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to create

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leverage.

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So no

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protection,

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no leverage

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that has

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been kind

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of the drum

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I've been

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beating

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on a lot.

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And so

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looking

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forward,

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expect

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to find a

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lot more

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information

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that's Lane,

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which is

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that legal

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protection

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regarding

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creating

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leverage.

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It's better

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for you.

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I can really

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give you

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a lot more

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value from

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focusing

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on your

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questions.

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And I get

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lots of

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questions

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about, how

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to, make

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sure you're

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protecting

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your

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expertise.

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And it

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also helps

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me better

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define

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my market

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position,

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the hourly

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to exit

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title.

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Great title,

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love that

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title, but

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people think

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I'm an exit

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planner

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sometimes,

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or they

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think I'm

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a business

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coach and

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I am not.

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I am a

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lawyer.

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So speaking

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of business

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coaches

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and exit

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planners,

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those

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are great

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referral

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partners.

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I love

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working

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with them.

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it is not.

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Possible

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to build

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a scalable

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or saleable

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expertise

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based

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business

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without

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having

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those legal

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protections

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in place

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using the

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power of

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intellectual

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property

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law and

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contracts.

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So we make

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perfect

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partners.

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I just love

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the title.

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I really

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like it.

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It's so

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cool.

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and I really

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like it, but

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at the end

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of the day,

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I really

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do want to

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make sure,

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you know,

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being clear

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is always

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00:02:06,482 --> 00:02:06,752
better

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00:02:06,752 --> 00:02:07,082
than being

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clever.

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I know a

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wise man

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told me

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that, I

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00:02:09,669 --> 00:02:09,859
think it

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was Jonathan

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Stark

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actually.

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And speaking

198
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of which,

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00:02:12,650 --> 00:02:13,560
when I first

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00:02:13,890 --> 00:02:14,610
chose the

201
00:02:14,610 --> 00:02:15,630
title hourly

202
00:02:15,720 --> 00:02:16,987
exit, it was

203
00:02:17,017 --> 00:02:17,547
in response

204
00:02:17,557 --> 00:02:18,407
to something

205
00:02:18,427 --> 00:02:18,907
that

206
00:02:18,909 --> 00:02:19,359
Jonathan

207
00:02:19,359 --> 00:02:19,929
said about

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00:02:19,929 --> 00:02:20,649
creating

209
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that solar

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system

211
00:02:22,365 --> 00:02:22,639
that you

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00:02:22,639 --> 00:02:23,329
talk about.

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00:02:23,472 --> 00:02:24,486
And when you

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00:02:24,516 --> 00:02:25,296
are starting

215
00:02:25,296 --> 00:02:26,016
a podcast

216
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you're

217
00:02:26,106 --> 00:02:26,406
thinking,

218
00:02:26,416 --> 00:02:27,066
how am I

219
00:02:27,096 --> 00:02:27,786
going to

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00:02:27,902 --> 00:02:28,462
find enough

221
00:02:28,532 --> 00:02:29,142
topics to

222
00:02:29,142 --> 00:02:29,982
talk about.

223
00:02:30,172 --> 00:02:30,572
looking at

224
00:02:30,572 --> 00:02:31,052
this blank

225
00:02:31,052 --> 00:02:31,772
screen of,

226
00:02:31,872 --> 00:02:32,502
deciding

227
00:02:32,592 --> 00:02:33,052
What you're

228
00:02:33,052 --> 00:02:33,322
going to

229
00:02:33,412 --> 00:02:34,002
talk about

230
00:02:34,122 --> 00:02:34,662
week in and

231
00:02:34,662 --> 00:02:35,382
week out,

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having the

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00:02:36,452 --> 00:02:36,822
biggest

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solar system

235
00:02:37,512 --> 00:02:38,322
possible

236
00:02:38,382 --> 00:02:39,032
made a lot

237
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of sense.

238
00:02:39,362 --> 00:02:39,532
And there

239
00:02:39,532 --> 00:02:39,812
was some

240
00:02:39,812 --> 00:02:40,412
comfort in

241
00:02:40,412 --> 00:02:41,258
it, by going

242
00:02:41,258 --> 00:02:42,118
with hourly

243
00:02:42,118 --> 00:02:42,788
to exit

244
00:02:42,828 --> 00:02:43,678
everything

245
00:02:43,688 --> 00:02:44,425
from that

246
00:02:44,425 --> 00:02:45,045
entire

247
00:02:45,055 --> 00:02:45,915
journey, to

248
00:02:45,995 --> 00:02:46,685
selling the

249
00:02:46,685 --> 00:02:47,225
business.

250
00:02:47,612 --> 00:02:48,182
and so it

251
00:02:48,182 --> 00:02:48,902
made a ton

252
00:02:48,902 --> 00:02:49,442
of sense,

253
00:02:49,724 --> 00:02:51,325
but now as.

254
00:02:51,551 --> 00:02:52,350
My work with

255
00:02:52,350 --> 00:02:53,120
you has,

256
00:02:53,230 --> 00:02:54,190
developed,

257
00:02:54,350 --> 00:02:54,720
getting

258
00:02:54,720 --> 00:02:55,370
feedback

259
00:02:55,370 --> 00:02:55,890
from you,

260
00:02:55,900 --> 00:02:56,530
hearing

261
00:02:56,540 --> 00:02:57,080
the things

262
00:02:57,090 --> 00:02:57,500
that you're

263
00:02:57,500 --> 00:02:57,900
worried

264
00:02:57,900 --> 00:02:58,360
about, the

265
00:02:58,360 --> 00:02:58,880
questions

266
00:02:59,043 --> 00:02:59,503
that you

267
00:02:59,503 --> 00:03:00,480
have, it

268
00:03:00,480 --> 00:03:01,220
has made it

269
00:03:01,230 --> 00:03:02,410
really clear

270
00:03:02,505 --> 00:03:03,140
that my

271
00:03:03,140 --> 00:03:04,070
focus should

272
00:03:04,090 --> 00:03:05,460
be really

273
00:03:05,470 --> 00:03:05,980
digging

274
00:03:06,030 --> 00:03:07,340
in on the

275
00:03:07,380 --> 00:03:07,930
protection

276
00:03:07,930 --> 00:03:08,260
of your

277
00:03:08,260 --> 00:03:08,900
expertise.

278
00:03:09,233 --> 00:03:10,023
now the

279
00:03:10,033 --> 00:03:10,393
future

280
00:03:10,393 --> 00:03:11,243
content will

281
00:03:11,283 --> 00:03:11,953
emit from

282
00:03:11,963 --> 00:03:12,553
a single

283
00:03:12,553 --> 00:03:13,493
bright star.

284
00:03:13,615 --> 00:03:14,373
And that

285
00:03:14,383 --> 00:03:15,507
is, you how.

286
00:03:15,590 --> 00:03:16,330
To protect

287
00:03:16,330 --> 00:03:16,450
your

288
00:03:16,450 --> 00:03:17,190
expertise

289
00:03:17,270 --> 00:03:17,710
so that you

290
00:03:17,710 --> 00:03:18,110
can grow

291
00:03:18,120 --> 00:03:18,960
legally,

292
00:03:19,217 --> 00:03:20,307
safely, and

293
00:03:20,457 --> 00:03:21,517
profitably.

294
00:03:21,660 --> 00:03:22,490
And those

295
00:03:22,550 --> 00:03:22,920
three

296
00:03:22,920 --> 00:03:23,520
elements

297
00:03:23,793 --> 00:03:24,244
growing

298
00:03:24,244 --> 00:03:25,197
legally, we

299
00:03:25,197 --> 00:03:26,057
think about,

300
00:03:26,177 --> 00:03:27,017
do I own

301
00:03:27,027 --> 00:03:27,787
what I think

302
00:03:27,787 --> 00:03:28,704
I own, and

303
00:03:28,704 --> 00:03:29,574
if I don't

304
00:03:29,754 --> 00:03:30,484
own it, do

305
00:03:30,484 --> 00:03:31,104
I have the

306
00:03:31,104 --> 00:03:31,354
right to

307
00:03:31,464 --> 00:03:32,564
use it very

308
00:03:32,564 --> 00:03:32,984
important

309
00:03:32,994 --> 00:03:33,624
to make sure

310
00:03:33,624 --> 00:03:33,904
that you

311
00:03:33,904 --> 00:03:34,264
have the

312
00:03:34,264 --> 00:03:35,074
legal rights

313
00:03:35,094 --> 00:03:36,147
to use the

314
00:03:36,227 --> 00:03:36,947
elements

315
00:03:37,007 --> 00:03:37,417
in your

316
00:03:37,417 --> 00:03:37,987
training

317
00:03:38,037 --> 00:03:38,847
or product.

318
00:03:39,101 --> 00:03:39,700
And I talk

319
00:03:39,710 --> 00:03:40,180
about.

320
00:03:40,340 --> 00:03:40,840
the

321
00:03:40,960 --> 00:03:41,530
increased

322
00:03:41,540 --> 00:03:42,210
risk when

323
00:03:42,210 --> 00:03:43,000
we move from

324
00:03:43,000 --> 00:03:43,720
one on one

325
00:03:43,730 --> 00:03:44,390
services

326
00:03:44,450 --> 00:03:44,960
to one to

327
00:03:44,970 --> 00:03:45,717
several to

328
00:03:45,717 --> 00:03:46,657
one to many.

329
00:03:46,714 --> 00:03:47,034
So it's

330
00:03:47,034 --> 00:03:47,314
really

331
00:03:47,314 --> 00:03:47,724
important

332
00:03:47,734 --> 00:03:48,004
to make

333
00:03:48,004 --> 00:03:48,664
sure we have

334
00:03:48,664 --> 00:03:49,124
the legal

335
00:03:49,124 --> 00:03:49,544
rights to

336
00:03:49,544 --> 00:03:50,294
use  those

337
00:03:50,324 --> 00:03:50,924
elements,

338
00:03:51,194 --> 00:03:51,924
safely.

339
00:03:51,924 --> 00:03:52,424
We want

340
00:03:52,424 --> 00:03:53,294
to be able

341
00:03:53,334 --> 00:03:54,338
to get

342
00:03:54,338 --> 00:03:55,188
our ideas

343
00:03:55,258 --> 00:03:56,188
out there

344
00:03:56,308 --> 00:03:56,948
without

345
00:03:56,958 --> 00:03:57,328
losing

346
00:03:57,428 --> 00:03:57,858
control

347
00:03:57,858 --> 00:03:58,268
of them.

348
00:03:58,462 --> 00:03:58,771
People

349
00:03:58,771 --> 00:03:59,471
play small

350
00:03:59,471 --> 00:03:59,871
because

351
00:03:59,871 --> 00:04:00,031
they're

352
00:04:00,031 --> 00:04:00,491
afraid

353
00:04:00,491 --> 00:04:00,881
people are

354
00:04:00,881 --> 00:04:01,121
going to

355
00:04:01,121 --> 00:04:01,661
steal their

356
00:04:01,661 --> 00:04:02,141
stuff.

357
00:04:02,361 --> 00:04:02,911
How do we

358
00:04:02,911 --> 00:04:03,481
make sure

359
00:04:03,481 --> 00:04:04,111
that you can

360
00:04:04,141 --> 00:04:05,981
grow safely?

361
00:04:06,084 --> 00:04:06,834
And we want

362
00:04:06,834 --> 00:04:07,544
to make sure

363
00:04:07,544 --> 00:04:08,164
we have the

364
00:04:08,164 --> 00:04:08,864
protections

365
00:04:08,864 --> 00:04:10,471
in place to

366
00:04:10,481 --> 00:04:11,091
make sure

367
00:04:11,091 --> 00:04:11,541
that our

368
00:04:11,541 --> 00:04:12,461
competitors

369
00:04:12,589 --> 00:04:13,234
and our

370
00:04:13,234 --> 00:04:14,034
clients

371
00:04:14,344 --> 00:04:15,808
aren't using

372
00:04:15,828 --> 00:04:17,438
or reusing

373
00:04:17,632 --> 00:04:18,543
Our work

374
00:04:18,543 --> 00:04:19,093
without our

375
00:04:19,093 --> 00:04:19,883
permission

376
00:04:19,913 --> 00:04:20,313
or without

377
00:04:20,333 --> 00:04:20,613
getting

378
00:04:20,613 --> 00:04:21,443
paid for it.

379
00:04:21,663 --> 00:04:22,173
And then we

380
00:04:22,173 --> 00:04:22,743
want to be

381
00:04:22,743 --> 00:04:23,353
able to grow

382
00:04:23,403 --> 00:04:24,433
profitably.

383
00:04:24,493 --> 00:04:24,973
That's when

384
00:04:24,973 --> 00:04:25,773
we get the

385
00:04:25,773 --> 00:04:26,383
leverage

386
00:04:26,433 --> 00:04:26,773
piece.

387
00:04:27,089 --> 00:04:27,449
How do

388
00:04:27,449 --> 00:04:27,989
we create

389
00:04:28,049 --> 00:04:28,489
income

390
00:04:28,489 --> 00:04:29,029
streams

391
00:04:29,069 --> 00:04:29,469
that are

392
00:04:29,509 --> 00:04:29,649
decoupled

393
00:04:30,209 --> 00:04:30,839
from our

394
00:04:30,839 --> 00:04:31,479
time?

395
00:04:31,689 --> 00:04:32,239
And the

396
00:04:32,329 --> 00:04:32,939
only way

397
00:04:32,939 --> 00:04:33,459
to do that,

398
00:04:33,459 --> 00:04:33,999
of course,

399
00:04:34,308 --> 00:04:34,816
is through

400
00:04:34,846 --> 00:04:35,376
intellectual

401
00:04:35,376 --> 00:04:35,886
property

402
00:04:35,916 --> 00:04:36,426
assets.

403
00:04:36,859 --> 00:04:37,789
that is our

404
00:04:37,809 --> 00:04:39,129
profitability

405
00:04:39,199 --> 00:04:39,539
piece.

406
00:04:39,968 --> 00:04:41,194
So for old

407
00:04:41,214 --> 00:04:42,234
time sakes,

408
00:04:42,328 --> 00:04:43,078
before I

409
00:04:43,078 --> 00:04:44,228
retire the

410
00:04:44,288 --> 00:04:45,148
hourly to

411
00:04:45,198 --> 00:04:46,368
exit title

412
00:04:46,388 --> 00:04:47,238
completely,

413
00:04:47,398 --> 00:04:48,128
I wanted

414
00:04:48,138 --> 00:04:48,658
to give you

415
00:04:48,658 --> 00:04:49,378
an update

416
00:04:49,398 --> 00:04:49,728
on what's

417
00:04:49,728 --> 00:04:50,328
happening

418
00:04:50,358 --> 00:04:50,788
and think

419
00:04:50,808 --> 00:04:51,868
beyond IP

420
00:04:51,955 --> 00:04:52,631
and, kind

421
00:04:52,631 --> 00:04:53,251
of going

422
00:04:53,261 --> 00:04:53,651
through the

423
00:04:53,651 --> 00:04:54,091
hourly to

424
00:04:54,151 --> 00:04:55,256
exit self

425
00:04:55,256 --> 00:04:55,976
assessment.

426
00:04:56,190 --> 00:04:56,600
So I was

427
00:04:56,600 --> 00:04:57,250
looking in

428
00:04:57,250 --> 00:04:57,470
my notes

429
00:04:57,510 --> 00:04:58,536
and the last

430
00:04:58,536 --> 00:04:59,296
time I did

431
00:04:59,296 --> 00:04:59,946
this was

432
00:05:00,036 --> 00:05:01,016
February

433
00:05:01,156 --> 00:05:01,686
2022.

434
00:05:03,500 --> 00:05:03,900
Where did

435
00:05:03,910 --> 00:05:04,450
the last two

436
00:05:04,450 --> 00:05:04,890
and a half

437
00:05:04,890 --> 00:05:05,570
years go?

438
00:05:05,810 --> 00:05:06,430
if you

439
00:05:06,544 --> 00:05:07,394
are not

440
00:05:07,394 --> 00:05:07,924
familiar,

441
00:05:07,924 --> 00:05:08,354
the hourly

442
00:05:08,354 --> 00:05:09,024
to exit,

443
00:05:09,214 --> 00:05:09,524
self

444
00:05:09,554 --> 00:05:10,334
assessment

445
00:05:10,364 --> 00:05:10,694
is a

446
00:05:10,724 --> 00:05:11,154
beautiful

447
00:05:11,154 --> 00:05:11,814
graphic.

448
00:05:12,040 --> 00:05:12,730
I'm going

449
00:05:12,730 --> 00:05:13,200
to share

450
00:05:13,200 --> 00:05:13,720
my screen

451
00:05:13,720 --> 00:05:13,960
if you're

452
00:05:13,960 --> 00:05:14,300
watching

453
00:05:14,300 --> 00:05:14,640
this on

454
00:05:14,650 --> 00:05:15,200
YouTube.

455
00:05:15,320 --> 00:05:15,910
that has

456
00:05:15,910 --> 00:05:16,684
it, but, if

457
00:05:16,684 --> 00:05:17,274
you don't

458
00:05:17,274 --> 00:05:17,664
have it,

459
00:05:17,664 --> 00:05:17,894
if you're

460
00:05:17,894 --> 00:05:18,134
listening

461
00:05:18,134 --> 00:05:18,955
to this on

462
00:05:18,975 --> 00:05:19,975
audio only,

463
00:05:20,092 --> 00:05:20,762
I'll have

464
00:05:20,792 --> 00:05:21,342
links to

465
00:05:21,342 --> 00:05:21,972
it in the

466
00:05:21,972 --> 00:05:22,402
show notes.

467
00:05:22,802 --> 00:05:23,012
And of

468
00:05:23,012 --> 00:05:23,462
course,

469
00:05:23,512 --> 00:05:24,242
anywhere

470
00:05:24,372 --> 00:05:25,008
you find the

471
00:05:25,008 --> 00:05:26,238
podcast on

472
00:05:26,248 --> 00:05:27,288
YouTube, on

473
00:05:27,288 --> 00:05:27,948
LinkedIn,

474
00:05:28,309 --> 00:05:29,362
it is a

475
00:05:29,372 --> 00:05:30,222
graphic that

476
00:05:30,392 --> 00:05:31,292
illustrates

477
00:05:31,602 --> 00:05:32,872
through 19

478
00:05:32,902 --> 00:05:33,302
different

479
00:05:33,302 --> 00:05:34,132
variables,

480
00:05:34,269 --> 00:05:34,719
what the

481
00:05:34,729 --> 00:05:35,679
indicators

482
00:05:35,679 --> 00:05:36,529
are, where

483
00:05:36,529 --> 00:05:37,299
you are on

484
00:05:37,299 --> 00:05:37,889
that hourly

485
00:05:37,889 --> 00:05:38,339
to exit

486
00:05:38,339 --> 00:05:38,849
journey.

487
00:05:38,949 --> 00:05:39,379
Are you

488
00:05:39,379 --> 00:05:39,869
still

489
00:05:39,919 --> 00:05:40,449
at that

490
00:05:40,519 --> 00:05:41,639
unsustainable

491
00:05:41,679 --> 00:05:42,499
freelance

492
00:05:42,579 --> 00:05:43,319
model?

493
00:05:43,455 --> 00:05:44,062
Or have you

494
00:05:44,062 --> 00:05:44,842
moved along

495
00:05:44,852 --> 00:05:45,422
to more

496
00:05:45,422 --> 00:05:46,482
sustainable

497
00:05:46,619 --> 00:05:47,379
expertise

498
00:05:47,379 --> 00:05:48,621
based  All

499
00:05:48,621 --> 00:05:49,691
the way to

500
00:05:49,731 --> 00:05:50,731
the fully

501
00:05:50,731 --> 00:05:51,913
saleable,

502
00:05:52,064 --> 00:05:52,424
complete

503
00:05:52,434 --> 00:05:53,134
independence

504
00:05:53,134 --> 00:05:53,574
from the

505
00:05:53,574 --> 00:05:54,244
owner

506
00:05:54,384 --> 00:05:55,364
ownership of

507
00:05:55,484 --> 00:05:56,224
assets that

508
00:05:56,224 --> 00:05:57,434
can be sold,

509
00:05:57,526 --> 00:05:58,124
revenue,

510
00:05:58,124 --> 00:05:59,594
visibility,

511
00:05:59,654 --> 00:06:00,204
client

512
00:06:00,204 --> 00:06:01,184
diversity,

513
00:06:01,184 --> 00:06:01,774
all sorts of

514
00:06:01,774 --> 00:06:02,474
good things.

515
00:06:02,744 --> 00:06:03,891
And so that

516
00:06:03,911 --> 00:06:04,761
is what it

517
00:06:04,761 --> 00:06:05,301
looks at.

518
00:06:05,431 --> 00:06:06,681
So where is

519
00:06:06,681 --> 00:06:07,201
think beyond

520
00:06:07,201 --> 00:06:08,811
IP on this

521
00:06:08,811 --> 00:06:09,291
journey?

522
00:06:09,509 --> 00:06:10,019
and here

523
00:06:10,019 --> 00:06:11,039
are the 19

524
00:06:11,039 --> 00:06:11,549
variables.

525
00:06:12,177 --> 00:06:12,777
Starting

526
00:06:12,837 --> 00:06:13,627
from

527
00:06:13,772 --> 00:06:14,722
unsustainable,

528
00:06:14,742 --> 00:06:14,892
the

529
00:06:14,892 --> 00:06:15,502
freelancer

530
00:06:15,502 --> 00:06:16,302
model,

531
00:06:16,512 --> 00:06:17,192
operator

532
00:06:17,192 --> 00:06:18,052
model,

533
00:06:18,282 --> 00:06:19,262
CEO model,

534
00:06:19,292 --> 00:06:20,182
and legacy

535
00:06:20,202 --> 00:06:20,492
model.

536
00:06:20,492 --> 00:06:20,812
And these

537
00:06:20,812 --> 00:06:21,292
are kind

538
00:06:21,292 --> 00:06:21,532
of your

539
00:06:21,532 --> 00:06:22,152
mindsets.

540
00:06:22,484 --> 00:06:23,511
What kind

541
00:06:23,511 --> 00:06:24,281
of business

542
00:06:24,401 --> 00:06:24,781
are you

543
00:06:24,851 --> 00:06:25,491
thinking of

544
00:06:25,491 --> 00:06:26,581
yourself as?

545
00:06:26,887 --> 00:06:27,867
So where

546
00:06:27,987 --> 00:06:28,867
am I?

547
00:06:29,012 --> 00:06:29,702
right now

548
00:06:29,752 --> 00:06:31,182
I am moving

549
00:06:31,192 --> 00:06:31,822
from the

550
00:06:31,835 --> 00:06:32,295
operator

551
00:06:32,295 --> 00:06:32,835
mindset

552
00:06:32,835 --> 00:06:33,595
to the CEO

553
00:06:33,595 --> 00:06:34,205
mindset.

554
00:06:34,235 --> 00:06:34,795
And why am

555
00:06:34,795 --> 00:06:35,165
I kind of

556
00:06:35,315 --> 00:06:36,135
stuck here?

557
00:06:36,297 --> 00:06:36,897
I am a

558
00:06:36,897 --> 00:06:37,677
lawyer and I

559
00:06:37,677 --> 00:06:38,247
am the only

560
00:06:38,247 --> 00:06:38,727
lawyer in

561
00:06:38,727 --> 00:06:39,417
my business.

562
00:06:39,477 --> 00:06:40,137
I absolutely

563
00:06:40,137 --> 00:06:40,857
have a team.

564
00:06:40,857 --> 00:06:41,307
I depend

565
00:06:41,307 --> 00:06:41,577
on them

566
00:06:41,577 --> 00:06:42,417
very much.

567
00:06:42,543 --> 00:06:43,723
but I'm kind

568
00:06:43,723 --> 00:06:44,353
of stuck

569
00:06:44,358 --> 00:06:45,433
here so long

570
00:06:45,438 --> 00:06:47,362
as I am the

571
00:06:47,362 --> 00:06:48,832
only lawyer

572
00:06:48,832 --> 00:06:49,372
providing

573
00:06:49,372 --> 00:06:49,612
legal

574
00:06:49,612 --> 00:06:50,362
services.

575
00:06:50,626 --> 00:06:51,221
but what

576
00:06:51,226 --> 00:06:51,701
I am

577
00:06:51,911 --> 00:06:52,451
transitioning

578
00:06:52,451 --> 00:06:53,651
to is really

579
00:06:53,681 --> 00:06:54,191
building

580
00:06:54,191 --> 00:06:55,054
out, my

581
00:06:55,054 --> 00:06:55,744
team,

582
00:06:55,864 --> 00:06:56,821
especially

583
00:06:56,821 --> 00:06:57,631
with respect

584
00:06:57,631 --> 00:06:57,991
to the

585
00:06:57,991 --> 00:06:58,501
things that

586
00:06:58,501 --> 00:06:58,951
I don't

587
00:06:58,951 --> 00:06:59,401
have to be

588
00:06:59,401 --> 00:06:59,821
a lawyer

589
00:06:59,826 --> 00:07:00,481
for that.

590
00:07:00,481 --> 00:07:00,691
You don't

591
00:07:00,696 --> 00:07:01,141
have to be a

592
00:07:01,141 --> 00:07:01,681
lawyer for.

593
00:07:01,847 --> 00:07:02,537
I am still

594
00:07:02,537 --> 00:07:03,317
doing too

595
00:07:03,317 --> 00:07:04,087
much of the

596
00:07:04,087 --> 00:07:04,777
marketing

597
00:07:04,787 --> 00:07:05,227
and too

598
00:07:05,227 --> 00:07:05,507
much,

599
00:07:05,517 --> 00:07:06,037
frankly, of

600
00:07:06,037 --> 00:07:06,637
the sales.

601
00:07:06,697 --> 00:07:07,624
And so I

602
00:07:07,624 --> 00:07:08,064
am going

603
00:07:08,064 --> 00:07:09,004
to build a

604
00:07:09,004 --> 00:07:09,574
marketing

605
00:07:09,574 --> 00:07:10,074
and sales

606
00:07:10,074 --> 00:07:10,624
function

607
00:07:10,624 --> 00:07:10,904
that

608
00:07:10,904 --> 00:07:11,474
requires

609
00:07:11,524 --> 00:07:12,304
less of me

610
00:07:12,462 --> 00:07:12,931
and lets

611
00:07:12,931 --> 00:07:13,361
me kind

612
00:07:13,361 --> 00:07:14,061
of stay up

613
00:07:14,061 --> 00:07:14,621
here at the

614
00:07:14,691 --> 00:07:15,681
CEO level.

615
00:07:15,954 --> 00:07:16,544
on the

616
00:07:16,544 --> 00:07:17,474
authority,

617
00:07:17,721 --> 00:07:18,951
I, uh, Am

618
00:07:19,061 --> 00:07:19,781
viewed as

619
00:07:19,781 --> 00:07:20,351
a business

620
00:07:20,361 --> 00:07:20,871
partner.

621
00:07:20,871 --> 00:07:21,181
Actually,

622
00:07:21,181 --> 00:07:21,551
I just,

623
00:07:21,701 --> 00:07:21,971
kind of

624
00:07:21,991 --> 00:07:22,671
mentioned,

625
00:07:22,691 --> 00:07:23,341
earlier,

626
00:07:23,478 --> 00:07:23,948
the way I

627
00:07:23,968 --> 00:07:24,508
think about

628
00:07:24,508 --> 00:07:24,938
working

629
00:07:24,938 --> 00:07:25,148
with,

630
00:07:25,238 --> 00:07:25,588
business

631
00:07:25,588 --> 00:07:26,228
coaches,

632
00:07:26,421 --> 00:07:27,081
and exit

633
00:07:27,081 --> 00:07:27,701
planners

634
00:07:27,974 --> 00:07:28,414
is that I'm

635
00:07:28,414 --> 00:07:29,604
not just the

636
00:07:29,604 --> 00:07:30,788
lawyer, but

637
00:07:30,788 --> 00:07:31,598
I'm also the

638
00:07:31,598 --> 00:07:32,138
person that

639
00:07:32,138 --> 00:07:32,778
can help

640
00:07:32,888 --> 00:07:33,878
get results

641
00:07:33,878 --> 00:07:34,538
for the end

642
00:07:34,538 --> 00:07:34,968
clients.

643
00:07:35,429 --> 00:07:35,727
They

644
00:07:35,737 --> 00:07:36,257
recognize

645
00:07:36,297 --> 00:07:36,537
as an

646
00:07:36,537 --> 00:07:37,067
authority.

647
00:07:37,067 --> 00:07:37,487
Obviously,

648
00:07:37,487 --> 00:07:38,067
I do this

649
00:07:38,067 --> 00:07:38,387
stuff all

650
00:07:38,387 --> 00:07:38,877
the time.

651
00:07:38,877 --> 00:07:39,475
I talk

652
00:07:39,493 --> 00:07:40,442
everywhere

653
00:07:40,452 --> 00:07:41,202
and creating

654
00:07:41,317 --> 00:07:42,382
more content

655
00:07:42,392 --> 00:07:42,712
to help

656
00:07:42,742 --> 00:07:43,222
build the

657
00:07:43,242 --> 00:07:43,952
authority.

658
00:07:44,084 --> 00:07:45,052
I like to

659
00:07:45,112 --> 00:07:45,982
think that,

660
00:07:46,102 --> 00:07:46,692
when I look

661
00:07:46,742 --> 00:07:47,572
at niche and

662
00:07:47,572 --> 00:07:48,932
specialization

663
00:07:49,067 --> 00:07:49,472
that I

664
00:07:49,472 --> 00:07:50,562
really have,

665
00:07:50,622 --> 00:07:51,392
unlike many

666
00:07:51,392 --> 00:07:51,882
lawyers.

667
00:07:52,230 --> 00:07:53,088
Created this

668
00:07:53,118 --> 00:07:53,898
niche of

669
00:07:53,948 --> 00:07:54,618
expertise

670
00:07:54,648 --> 00:07:54,918
based

671
00:07:54,918 --> 00:07:55,438
business,

672
00:07:55,468 --> 00:07:56,128
especially

673
00:07:56,128 --> 00:07:56,592
those who

674
00:07:56,592 --> 00:07:56,942
work with

675
00:07:56,962 --> 00:07:57,292
corporate

676
00:07:57,292 --> 00:07:57,912
clients.

677
00:07:58,245 --> 00:07:59,033
I have my

678
00:07:59,043 --> 00:07:59,583
career.

679
00:07:59,583 --> 00:07:59,913
I've been

680
00:07:59,923 --> 00:08:00,413
working

681
00:08:00,413 --> 00:08:00,923
with large

682
00:08:00,923 --> 00:08:01,183
corporate

683
00:08:01,183 --> 00:08:01,593
clients.

684
00:08:01,738 --> 00:08:02,356
So I really

685
00:08:02,356 --> 00:08:03,146
understand

686
00:08:03,251 --> 00:08:03,545
their

687
00:08:03,545 --> 00:08:04,865
issues and

688
00:08:04,865 --> 00:08:05,515
obviously

689
00:08:05,525 --> 00:08:05,795
the

690
00:08:05,805 --> 00:08:06,225
intellectual

691
00:08:06,225 --> 00:08:06,935
property

692
00:08:07,019 --> 00:08:07,415
issues

693
00:08:07,415 --> 00:08:08,005
as well.

694
00:08:08,099 --> 00:08:08,569
So, both

695
00:08:08,589 --> 00:08:09,809
niche and

696
00:08:09,809 --> 00:08:10,084
expertise.

697
00:08:10,144 --> 00:08:11,204
specialization,

698
00:08:11,330 --> 00:08:12,260
I do think

699
00:08:12,310 --> 00:08:13,210
I am working

700
00:08:13,210 --> 00:08:14,000
my way

701
00:08:14,177 --> 00:08:14,967
into the

702
00:08:14,997 --> 00:08:15,637
authority

703
00:08:15,637 --> 00:08:16,541
there, the

704
00:08:16,551 --> 00:08:17,141
business

705
00:08:17,191 --> 00:08:17,871
model.

706
00:08:18,114 --> 00:08:18,635
this is

707
00:08:18,635 --> 00:08:19,065
a tough

708
00:08:19,065 --> 00:08:19,745
1 again,

709
00:08:19,745 --> 00:08:20,385
because of

710
00:08:20,405 --> 00:08:20,875
the legal

711
00:08:20,875 --> 00:08:21,145
service,

712
00:08:21,165 --> 00:08:21,485
what's

713
00:08:21,525 --> 00:08:21,875
the legal

714
00:08:21,875 --> 00:08:22,455
services?

715
00:08:22,641 --> 00:08:24,241
I do have

716
00:08:24,291 --> 00:08:24,321
some.

717
00:08:24,850 --> 00:08:25,415
Productized

718
00:08:25,415 --> 00:08:26,145
services,

719
00:08:26,355 --> 00:08:26,965
that are

720
00:08:26,965 --> 00:08:27,655
solution

721
00:08:27,655 --> 00:08:28,941
based, but

722
00:08:28,984 --> 00:08:29,978
in some ways

723
00:08:29,978 --> 00:08:30,808
they're also

724
00:08:30,898 --> 00:08:32,188
time based.

725
00:08:32,414 --> 00:08:33,248
And that is,

726
00:08:33,638 --> 00:08:34,058
something

727
00:08:34,058 --> 00:08:34,548
that I am

728
00:08:34,548 --> 00:08:35,228
working on

729
00:08:35,228 --> 00:08:35,658
is really

730
00:08:35,658 --> 00:08:36,908
to get away

731
00:08:36,918 --> 00:08:37,788
from any

732
00:08:37,908 --> 00:08:38,768
time based

733
00:08:38,918 --> 00:08:39,528
solutions.

734
00:08:39,711 --> 00:08:40,035
I don't

735
00:08:40,035 --> 00:08:40,845
bill hourly,

736
00:08:40,967 --> 00:08:41,885
but I do

737
00:08:42,005 --> 00:08:42,825
sometimes

738
00:08:43,124 --> 00:08:44,385
price things

739
00:08:44,658 --> 00:08:45,508
with a rough

740
00:08:45,558 --> 00:08:45,958
estimate

741
00:08:45,958 --> 00:08:46,198
of how

742
00:08:46,198 --> 00:08:47,470
long it not

743
00:08:47,520 --> 00:08:48,320
completely,

744
00:08:48,438 --> 00:08:49,067
but there's

745
00:08:49,077 --> 00:08:49,957
something in

746
00:08:49,967 --> 00:08:50,687
there that

747
00:08:50,737 --> 00:08:51,697
still Gets

748
00:08:51,767 --> 00:08:52,780
me so I am

749
00:08:52,780 --> 00:08:53,580
working on

750
00:08:53,677 --> 00:08:54,283
completely

751
00:08:54,283 --> 00:08:55,133
decoupling

752
00:08:55,193 --> 00:08:56,353
my pricing

753
00:08:56,498 --> 00:08:57,356
from time.

754
00:08:57,536 --> 00:08:57,806
my

755
00:08:57,806 --> 00:08:58,906
exclusivity.

756
00:08:59,023 --> 00:08:59,593
as we

757
00:08:59,593 --> 00:09:00,193
speak, I'm

758
00:09:00,193 --> 00:09:00,933
developing

759
00:09:00,963 --> 00:09:01,653
a number

760
00:09:01,733 --> 00:09:03,018
of, Products

761
00:09:03,198 --> 00:09:03,558
that will

762
00:09:03,558 --> 00:09:04,338
be available

763
00:09:04,338 --> 00:09:05,358
for sale,

764
00:09:05,482 --> 00:09:06,532
that will,

765
00:09:06,582 --> 00:09:07,242
be exclusive

766
00:09:07,242 --> 00:09:07,632
to me.

767
00:09:07,752 --> 00:09:08,382
And so

768
00:09:08,382 --> 00:09:09,102
I will,

769
00:09:09,172 --> 00:09:09,682
register

770
00:09:09,682 --> 00:09:10,466
them, for

771
00:09:10,466 --> 00:09:10,826
copyright

772
00:09:10,826 --> 00:09:11,336
protection

773
00:09:11,336 --> 00:09:11,666
and those

774
00:09:11,666 --> 00:09:11,906
will be

775
00:09:11,911 --> 00:09:12,476
mine.

776
00:09:12,652 --> 00:09:12,952
they'll

777
00:09:12,952 --> 00:09:13,672
have enough,

778
00:09:13,772 --> 00:09:14,612
creativity

779
00:09:14,612 --> 00:09:15,032
that they're

780
00:09:15,032 --> 00:09:15,602
eligible for

781
00:09:15,602 --> 00:09:16,052
copyright

782
00:09:16,052 --> 00:09:16,742
protection.

783
00:09:16,869 --> 00:09:17,799
And so I'm

784
00:09:17,799 --> 00:09:18,519
definitely

785
00:09:18,519 --> 00:09:18,969
working

786
00:09:18,969 --> 00:09:19,389
on the

787
00:09:19,389 --> 00:09:20,414
saleable end

788
00:09:20,592 --> 00:09:21,579
for that.

789
00:09:22,152 --> 00:09:22,782
For

790
00:09:22,909 --> 00:09:24,046
visibility,

791
00:09:24,202 --> 00:09:24,992
definitely

792
00:09:25,002 --> 00:09:25,512
better.

793
00:09:25,542 --> 00:09:26,699
Like I can

794
00:09:26,699 --> 00:09:27,399
pretty much

795
00:09:27,399 --> 00:09:28,119
predict how

796
00:09:28,119 --> 00:09:28,649
many leads

797
00:09:28,649 --> 00:09:29,069
I'm going

798
00:09:29,069 --> 00:09:30,386
to get and,

799
00:09:30,436 --> 00:09:31,036
understand

800
00:09:31,067 --> 00:09:31,367
what my

801
00:09:31,367 --> 00:09:31,757
sales

802
00:09:31,757 --> 00:09:32,437
will be.

803
00:09:32,599 --> 00:09:33,324
I don't have

804
00:09:33,324 --> 00:09:33,864
complete

805
00:09:33,864 --> 00:09:34,494
visibility

806
00:09:34,494 --> 00:09:34,834
cause it's

807
00:09:34,834 --> 00:09:35,434
definitely

808
00:09:35,570 --> 00:09:36,270
referral

809
00:09:36,270 --> 00:09:36,650
based.

810
00:09:36,650 --> 00:09:37,150
I'm very

811
00:09:37,150 --> 00:09:37,620
referral

812
00:09:37,621 --> 00:09:38,265
based.

813
00:09:38,265 --> 00:09:38,901
Or, know,

814
00:09:38,901 --> 00:09:39,461
people who

815
00:09:39,471 --> 00:09:39,941
will follow

816
00:09:39,941 --> 00:09:40,361
me for a

817
00:09:40,361 --> 00:09:40,971
while and

818
00:09:40,971 --> 00:09:41,231
then they'll

819
00:09:41,231 --> 00:09:41,931
be ready.

820
00:09:42,058 --> 00:09:42,718
So it's not

821
00:09:42,748 --> 00:09:43,108
something

822
00:09:43,108 --> 00:09:43,588
that I can

823
00:09:43,588 --> 00:09:44,588
turn on and

824
00:09:44,788 --> 00:09:45,508
off like

825
00:09:45,508 --> 00:09:46,258
you can,

826
00:09:46,408 --> 00:09:47,118
like someone

827
00:09:47,118 --> 00:09:47,598
who has a

828
00:09:47,598 --> 00:09:48,568
very large,

829
00:09:48,648 --> 00:09:49,198
audience,

830
00:09:49,228 --> 00:09:49,578
they can

831
00:09:49,578 --> 00:09:49,888
kind of

832
00:09:50,086 --> 00:09:50,966
turn it on.

833
00:09:50,976 --> 00:09:51,086
They

834
00:09:51,086 --> 00:09:51,346
can say,

835
00:09:51,346 --> 00:09:51,806
okay, I'm

836
00:09:51,933 --> 00:09:52,453
launching

837
00:09:52,453 --> 00:09:52,913
something

838
00:09:52,923 --> 00:09:53,043
and they

839
00:09:53,043 --> 00:09:53,553
can turn it

840
00:09:53,553 --> 00:09:54,343
on and they

841
00:09:54,383 --> 00:09:54,883
can have it.

842
00:09:54,883 --> 00:09:55,073
And I

843
00:09:55,083 --> 00:09:55,663
don't have

844
00:09:55,663 --> 00:09:56,263
that yet.

845
00:09:56,554 --> 00:09:57,021
I'm in the

846
00:09:57,021 --> 00:09:57,571
scalable

847
00:09:57,571 --> 00:09:58,101
right now.

848
00:09:58,257 --> 00:09:59,288
Standardization.

849
00:09:59,288 --> 00:09:59,648
This is a

850
00:09:59,648 --> 00:10:00,058
big part

851
00:10:00,058 --> 00:10:00,478
of creating

852
00:10:00,478 --> 00:10:01,188
my team.

853
00:10:01,358 --> 00:10:01,938
lots of,

854
00:10:02,068 --> 00:10:03,008
and I am

855
00:10:03,141 --> 00:10:03,791
the worst

856
00:10:03,791 --> 00:10:04,211
at this,

857
00:10:04,211 --> 00:10:04,621
but that's

858
00:10:04,621 --> 00:10:04,871
what the

859
00:10:04,871 --> 00:10:05,841
team is for.

860
00:10:05,994 --> 00:10:06,904
And we have

861
00:10:06,914 --> 00:10:08,224
lots of, S.

862
00:10:08,224 --> 00:10:08,564
O.

863
00:10:08,604 --> 00:10:08,994
P.

864
00:10:09,004 --> 00:10:09,024
S.

865
00:10:09,164 --> 00:10:09,474
that we're

866
00:10:09,474 --> 00:10:09,924
putting in

867
00:10:09,924 --> 00:10:10,891
place and

868
00:10:10,901 --> 00:10:11,651
standardizing

869
00:10:11,651 --> 00:10:12,151
some issues.

870
00:10:12,151 --> 00:10:12,431
So I'm

871
00:10:12,691 --> 00:10:13,081
feeling

872
00:10:13,091 --> 00:10:13,611
pretty good.

873
00:10:13,611 --> 00:10:13,961
We're not

874
00:10:14,011 --> 00:10:14,861
manuals.

875
00:10:15,067 --> 00:10:15,408
Well, I

876
00:10:15,408 --> 00:10:15,648
guess,

877
00:10:15,678 --> 00:10:16,138
you know,

878
00:10:16,178 --> 00:10:16,398
if it's

879
00:10:16,398 --> 00:10:17,078
digital,

880
00:10:17,248 --> 00:10:17,568
it's in

881
00:10:17,711 --> 00:10:18,241
click up.

882
00:10:18,241 --> 00:10:18,661
I guess that

883
00:10:18,661 --> 00:10:18,921
makes it

884
00:10:18,921 --> 00:10:19,431
a manual.

885
00:10:19,645 --> 00:10:20,245
we're kind

886
00:10:20,245 --> 00:10:20,945
of between

887
00:10:20,945 --> 00:10:20,950
scalable

888
00:10:20,950 --> 00:10:21,925
and scalable

889
00:10:21,925 --> 00:10:22,355
here.

890
00:10:22,561 --> 00:10:23,691
absolutely.

891
00:10:23,781 --> 00:10:24,311
professional

892
00:10:24,311 --> 00:10:24,891
liability

893
00:10:24,891 --> 00:10:25,391
insurance

894
00:10:25,511 --> 00:10:25,991
is a must

895
00:10:25,991 --> 00:10:26,221
when you're

896
00:10:26,221 --> 00:10:26,761
a lawyer.

897
00:10:26,921 --> 00:10:27,601
and then

898
00:10:27,621 --> 00:10:28,291
also risk

899
00:10:28,331 --> 00:10:28,921
mitigation.

900
00:10:28,931 --> 00:10:29,081
That's

901
00:10:29,081 --> 00:10:29,371
something

902
00:10:29,371 --> 00:10:29,651
that I

903
00:10:29,691 --> 00:10:30,401
think about

904
00:10:30,522 --> 00:10:31,384
as I have

905
00:10:31,384 --> 00:10:31,894
products

906
00:10:31,904 --> 00:10:32,254
that.

907
00:10:32,372 --> 00:10:33,279
Provide

908
00:10:33,443 --> 00:10:33,783
legal

909
00:10:33,813 --> 00:10:34,773
education,

910
00:10:34,773 --> 00:10:35,093
but don't

911
00:10:35,093 --> 00:10:35,453
provide

912
00:10:35,453 --> 00:10:35,663
legal

913
00:10:35,663 --> 00:10:36,333
services.

914
00:10:36,598 --> 00:10:37,198
So that is

915
00:10:37,198 --> 00:10:37,888
definitely

916
00:10:37,918 --> 00:10:38,648
part of the

917
00:10:38,648 --> 00:10:40,108
next stage.

918
00:10:40,272 --> 00:10:40,432
I did

919
00:10:40,442 --> 00:10:40,922
it again

920
00:10:41,024 --> 00:10:41,932
delegation.

921
00:10:42,098 --> 00:10:43,368
Also, my

922
00:10:43,368 --> 00:10:43,778
revenue

923
00:10:43,778 --> 00:10:44,238
generating

924
00:10:44,248 --> 00:10:45,072
tasks are

925
00:10:45,072 --> 00:10:45,722
mostly legal

926
00:10:45,722 --> 00:10:46,322
services.

927
00:10:46,342 --> 00:10:46,642
I'm the

928
00:10:46,652 --> 00:10:47,512
only lawyer.

929
00:10:47,698 --> 00:10:48,869
So, as I.

930
00:10:48,869 --> 00:10:49,593
Develop

931
00:10:49,773 --> 00:10:50,293
products

932
00:10:50,293 --> 00:10:51,173
that don't

933
00:10:51,183 --> 00:10:52,153
require me

934
00:10:52,252 --> 00:10:52,950
and a team

935
00:10:52,950 --> 00:10:53,290
that can

936
00:10:53,320 --> 00:10:53,940
sell them.

937
00:10:53,970 --> 00:10:54,260
I will

938
00:10:54,260 --> 00:10:54,800
definitely

939
00:10:54,800 --> 00:10:55,380
be moving

940
00:10:55,470 --> 00:10:56,040
over from

941
00:10:56,090 --> 00:10:56,740
scalable to

942
00:10:56,740 --> 00:10:57,320
saleable,

943
00:10:57,615 --> 00:10:58,075
client

944
00:10:58,075 --> 00:10:59,335
concentration.

945
00:10:59,475 --> 00:11:00,400
again, the

946
00:11:00,400 --> 00:11:01,729
more variety

947
00:11:01,826 --> 00:11:02,579
of the ways

948
00:11:02,579 --> 00:11:02,839
you can

949
00:11:02,839 --> 00:11:03,479
engage with

950
00:11:03,479 --> 00:11:04,249
me, the more

951
00:11:04,259 --> 00:11:04,859
diverse my

952
00:11:04,859 --> 00:11:05,559
client base

953
00:11:05,559 --> 00:11:06,029
will be.

954
00:11:06,151 --> 00:11:07,146
If it's Only

955
00:11:07,146 --> 00:11:08,099
me, then

956
00:11:08,099 --> 00:11:08,429
there's a

957
00:11:08,429 --> 00:11:09,069
certain,

958
00:11:09,159 --> 00:11:09,449
you know,

959
00:11:09,449 --> 00:11:10,159
fee involved

960
00:11:10,159 --> 00:11:10,729
with that.

961
00:11:10,749 --> 00:11:10,959
And I'm

962
00:11:10,959 --> 00:11:11,119
going to

963
00:11:11,139 --> 00:11:11,639
have fewer

964
00:11:11,639 --> 00:11:12,139
clients,

965
00:11:12,322 --> 00:11:12,782
but as I

966
00:11:12,792 --> 00:11:13,332
have more

967
00:11:13,342 --> 00:11:13,982
variety of

968
00:11:13,982 --> 00:11:15,042
offers, then

969
00:11:15,042 --> 00:11:15,692
my, client

970
00:11:15,692 --> 00:11:16,032
base will

971
00:11:16,032 --> 00:11:16,422
get more

972
00:11:16,422 --> 00:11:16,992
diverse,

973
00:11:17,142 --> 00:11:18,542
profitability,

974
00:11:18,659 --> 00:11:19,219
increases

975
00:11:19,219 --> 00:11:19,769
in revenue

976
00:11:19,779 --> 00:11:20,149
results and

977
00:11:20,199 --> 00:11:20,839
increases in

978
00:11:20,839 --> 00:11:21,649
profitability.

979
00:11:21,776 --> 00:11:22,266
there are

980
00:11:22,266 --> 00:11:22,686
ways to

981
00:11:22,686 --> 00:11:23,066
do that.

982
00:11:23,076 --> 00:11:23,766
Also while

983
00:11:23,826 --> 00:11:24,266
providing

984
00:11:24,266 --> 00:11:24,696
one on one

985
00:11:24,746 --> 00:11:25,861
services, I

986
00:11:25,861 --> 00:11:26,881
can still,

987
00:11:27,014 --> 00:11:27,584
increase my

988
00:11:27,584 --> 00:11:28,454
profitability

989
00:11:28,464 --> 00:11:29,494
by having

990
00:11:29,494 --> 00:11:29,814
those

991
00:11:30,538 --> 00:11:31,308
services,

992
00:11:31,496 --> 00:11:31,618
the.

993
00:11:31,758 --> 00:11:32,238
Better I

994
00:11:32,248 --> 00:11:32,978
get at them,

995
00:11:32,988 --> 00:11:33,428
the more

996
00:11:33,478 --> 00:11:33,918
efficiently

997
00:11:33,918 --> 00:11:34,208
I can

998
00:11:34,218 --> 00:11:34,648
deliver

999
00:11:34,648 --> 00:11:35,048
them.

1000
00:11:35,172 --> 00:11:35,662
The more

1001
00:11:35,662 --> 00:11:36,352
I can read

1002
00:11:36,352 --> 00:11:37,052
my client's

1003
00:11:37,052 --> 00:11:38,008
minds and

1004
00:11:38,008 --> 00:11:38,678
get to the

1005
00:11:38,678 --> 00:11:39,178
solution

1006
00:11:39,178 --> 00:11:39,668
quicker.

1007
00:11:39,678 --> 00:11:39,908
And that

1008
00:11:39,908 --> 00:11:40,438
increases

1009
00:11:40,438 --> 00:11:40,828
profits.

1010
00:11:40,868 --> 00:11:41,574
So it's not

1011
00:11:41,574 --> 00:11:42,154
just about

1012
00:11:42,154 --> 00:11:42,604
products.

1013
00:11:42,604 --> 00:11:43,124
It's also

1014
00:11:43,124 --> 00:11:43,891
just about

1015
00:11:43,891 --> 00:11:44,331
becoming

1016
00:11:44,331 --> 00:11:44,491
more

1017
00:11:44,491 --> 00:11:45,061
efficient,

1018
00:11:45,336 --> 00:11:46,116
always sign

1019
00:11:46,116 --> 00:11:46,926
contracts.

1020
00:11:47,092 --> 00:11:47,452
And I

1021
00:11:47,462 --> 00:11:47,812
do have

1022
00:11:47,822 --> 00:11:48,432
standardized

1023
00:11:48,432 --> 00:11:48,872
ones as

1024
00:11:48,872 --> 00:11:49,422
well.

1025
00:11:49,622 --> 00:11:50,442
effective

1026
00:11:50,452 --> 00:11:50,882
use of

1027
00:11:50,892 --> 00:11:52,002
automation.

1028
00:11:52,139 --> 00:11:52,809
I realized

1029
00:11:52,819 --> 00:11:53,069
that I

1030
00:11:53,079 --> 00:11:53,519
created

1031
00:11:53,519 --> 00:11:53,839
this, you

1032
00:11:53,839 --> 00:11:54,289
know, two

1033
00:11:54,289 --> 00:11:54,579
and a half

1034
00:11:54,579 --> 00:11:55,169
years ago

1035
00:11:55,169 --> 00:11:56,179
before AI

1036
00:11:56,189 --> 00:11:56,639
was really

1037
00:11:56,639 --> 00:11:57,129
a thing.

1038
00:11:57,255 --> 00:11:57,695
and I

1039
00:11:57,705 --> 00:11:58,881
do, have

1040
00:11:58,951 --> 00:11:59,551
implemented

1041
00:11:59,611 --> 00:12:00,961
some AI in

1042
00:12:00,961 --> 00:12:01,691
my business,

1043
00:12:01,805 --> 00:12:02,305
mostly

1044
00:12:02,305 --> 00:12:03,055
regarding,

1045
00:12:03,238 --> 00:12:03,538
when I

1046
00:12:03,548 --> 00:12:04,088
think about

1047
00:12:04,088 --> 00:12:04,438
some of my

1048
00:12:04,438 --> 00:12:05,485
content, I

1049
00:12:05,495 --> 00:12:06,225
use it as

1050
00:12:06,225 --> 00:12:06,735
a starting

1051
00:12:06,735 --> 00:12:07,095
point,

1052
00:12:07,105 --> 00:12:07,825
obviously,

1053
00:12:07,825 --> 00:12:08,195
I mean, you

1054
00:12:08,195 --> 00:12:08,545
know, my

1055
00:12:08,545 --> 00:12:09,815
voice and

1056
00:12:09,815 --> 00:12:10,205
you know,

1057
00:12:10,205 --> 00:12:10,875
what, comes,

1058
00:12:10,875 --> 00:12:11,255
what gets

1059
00:12:11,255 --> 00:12:11,765
published

1060
00:12:11,765 --> 00:12:12,235
is different

1061
00:12:12,235 --> 00:12:12,595
than what I

1062
00:12:12,595 --> 00:12:13,095
got out of

1063
00:12:13,095 --> 00:12:14,055
AI, but I

1064
00:12:14,055 --> 00:12:14,815
do use it.

1065
00:12:14,815 --> 00:12:15,245
And I use

1066
00:12:15,245 --> 00:12:15,795
it to think

1067
00:12:15,805 --> 00:12:16,015
through

1068
00:12:16,015 --> 00:12:16,475
something.

1069
00:12:16,495 --> 00:12:17,145
Sometimes

1070
00:12:17,282 --> 00:12:17,708
I'm not

1071
00:12:17,708 --> 00:12:18,758
anti AI, as

1072
00:12:18,758 --> 00:12:19,288
you know,

1073
00:12:19,476 --> 00:12:20,056
and you can

1074
00:12:20,056 --> 00:12:20,616
effectively

1075
00:12:20,616 --> 00:12:20,856
use

1076
00:12:20,856 --> 00:12:21,556
automation.

1077
00:12:21,795 --> 00:12:22,445
expertise

1078
00:12:22,445 --> 00:12:22,725
based

1079
00:12:22,725 --> 00:12:23,345
services.

1080
00:12:23,345 --> 00:12:24,245
Yes, that is

1081
00:12:24,625 --> 00:12:25,595
absolutely.

1082
00:12:25,762 --> 00:12:26,162
what.

1083
00:12:26,245 --> 00:12:27,245
I am working

1084
00:12:27,245 --> 00:12:27,805
on both

1085
00:12:27,805 --> 00:12:28,185
in what

1086
00:12:28,225 --> 00:12:29,099
I provide

1087
00:12:29,099 --> 00:12:29,539
directly

1088
00:12:29,539 --> 00:12:30,129
to clients

1089
00:12:30,219 --> 00:12:31,209
and in the

1090
00:12:31,423 --> 00:12:31,869
products

1091
00:12:31,869 --> 00:12:32,199
that I

1092
00:12:32,199 --> 00:12:32,659
will be

1093
00:12:32,659 --> 00:12:33,612
developing a

1094
00:12:33,612 --> 00:12:34,252
standardized

1095
00:12:34,432 --> 00:12:34,972
sales

1096
00:12:35,162 --> 00:12:35,902
pipeline

1097
00:12:35,912 --> 00:12:37,032
and process.

1098
00:12:37,335 --> 00:12:38,145
that is

1099
00:12:38,355 --> 00:12:38,775
something

1100
00:12:38,775 --> 00:12:39,055
that I'm

1101
00:12:39,055 --> 00:12:39,485
working on.

1102
00:12:39,485 --> 00:12:39,825
That will be

1103
00:12:39,825 --> 00:12:40,545
part of the

1104
00:12:40,545 --> 00:12:40,965
marketing

1105
00:12:40,965 --> 00:12:41,445
team that's

1106
00:12:41,445 --> 00:12:41,745
coming

1107
00:12:41,745 --> 00:12:42,471
on that

1108
00:12:42,471 --> 00:12:43,001
will get

1109
00:12:43,031 --> 00:12:43,931
a better,

1110
00:12:44,031 --> 00:12:44,461
process

1111
00:12:44,461 --> 00:12:44,951
in place.

1112
00:12:45,268 --> 00:12:45,992
Leveraged

1113
00:12:46,032 --> 00:12:46,482
business

1114
00:12:46,502 --> 00:12:47,082
model.

1115
00:12:47,212 --> 00:12:47,872
yeah, I left

1116
00:12:47,872 --> 00:12:48,292
behind the

1117
00:12:48,302 --> 00:12:49,312
hourly based

1118
00:12:49,312 --> 00:12:50,192
a while ago.

1119
00:12:50,377 --> 00:12:51,035
So I do

1120
00:12:51,035 --> 00:12:51,435
have the

1121
00:12:51,435 --> 00:12:51,785
leveraged

1122
00:12:51,815 --> 00:12:52,175
business

1123
00:12:52,175 --> 00:12:52,635
model

1124
00:12:52,807 --> 00:12:53,387
through,

1125
00:12:53,447 --> 00:12:53,727
kind of

1126
00:12:53,727 --> 00:12:54,067
having

1127
00:12:54,117 --> 00:12:54,687
productized

1128
00:12:54,687 --> 00:12:55,487
services.

1129
00:12:55,677 --> 00:12:56,387
I still

1130
00:12:56,514 --> 00:12:56,964
tend to

1131
00:12:56,964 --> 00:12:57,444
like someone

1132
00:12:57,444 --> 00:12:57,674
needs

1133
00:12:57,674 --> 00:12:58,014
something

1134
00:12:58,014 --> 00:12:58,224
that's a

1135
00:12:58,224 --> 00:12:58,734
little bit

1136
00:12:58,734 --> 00:12:59,174
custom.

1137
00:12:59,174 --> 00:12:59,504
I'll still

1138
00:12:59,504 --> 00:13:00,054
do that.

1139
00:13:00,217 --> 00:13:00,357
We're

1140
00:13:00,367 --> 00:13:00,827
working with

1141
00:13:00,847 --> 00:13:01,167
corporate

1142
00:13:01,167 --> 00:13:01,297
client,

1143
00:13:01,307 --> 00:13:02,337
your B2B

1144
00:13:02,477 --> 00:13:03,397
client with

1145
00:13:03,437 --> 00:13:03,957
corporate

1146
00:13:03,957 --> 00:13:04,887
clients and

1147
00:13:04,887 --> 00:13:05,447
the issues

1148
00:13:05,447 --> 00:13:05,847
regarding

1149
00:13:05,847 --> 00:13:05,977
your

1150
00:13:05,997 --> 00:13:06,707
copyright,

1151
00:13:06,835 --> 00:13:06,889
know,

1152
00:13:06,889 --> 00:13:07,709
protecting

1153
00:13:07,840 --> 00:13:08,036
your

1154
00:13:08,056 --> 00:13:08,786
expertise.

1155
00:13:09,150 --> 00:13:09,596
I'm still

1156
00:13:09,596 --> 00:13:10,236
sticking in

1157
00:13:10,236 --> 00:13:10,846
that so I

1158
00:13:10,846 --> 00:13:11,504
can create

1159
00:13:11,564 --> 00:13:12,234
a leveraged

1160
00:13:12,264 --> 00:13:12,604
business

1161
00:13:12,604 --> 00:13:13,004
models

1162
00:13:13,094 --> 00:13:13,364
around

1163
00:13:13,364 --> 00:13:14,137
that and

1164
00:13:14,137 --> 00:13:14,627
paid upon

1165
00:13:14,627 --> 00:13:15,277
engagement.

1166
00:13:15,337 --> 00:13:15,717
All my

1167
00:13:15,717 --> 00:13:16,297
engagements,

1168
00:13:16,297 --> 00:13:16,877
you pay me

1169
00:13:16,877 --> 00:13:17,477
in advance

1170
00:13:17,477 --> 00:13:18,027
to book the

1171
00:13:18,027 --> 00:13:19,484
time and my.

1172
00:13:19,623 --> 00:13:20,056
Income

1173
00:13:20,066 --> 00:13:20,726
decoupled

1174
00:13:20,736 --> 00:13:21,026
from

1175
00:13:21,026 --> 00:13:21,536
founder's

1176
00:13:21,546 --> 00:13:22,126
time.

1177
00:13:22,289 --> 00:13:22,889
it's not

1178
00:13:22,899 --> 00:13:23,829
completely

1179
00:13:24,299 --> 00:13:24,499
decoupled

1180
00:13:24,589 --> 00:13:25,169
from my

1181
00:13:25,169 --> 00:13:26,236
time again,

1182
00:13:26,236 --> 00:13:26,776
because I'm

1183
00:13:26,776 --> 00:13:27,246
the only

1184
00:13:27,246 --> 00:13:27,726
lawyer.

1185
00:13:27,846 --> 00:13:29,226
So as I move

1186
00:13:29,286 --> 00:13:30,626
into some of

1187
00:13:30,646 --> 00:13:31,456
these, other

1188
00:13:31,526 --> 00:13:32,276
offerings,

1189
00:13:32,416 --> 00:13:32,976
then I will

1190
00:13:32,986 --> 00:13:33,826
be moving

1191
00:13:33,876 --> 00:13:34,456
over there

1192
00:13:34,456 --> 00:13:35,046
as well.

1193
00:13:35,192 --> 00:13:36,239
So again,

1194
00:13:36,239 --> 00:13:36,619
you can

1195
00:13:36,619 --> 00:13:37,129
get this

1196
00:13:37,129 --> 00:13:37,829
assessment.

1197
00:13:38,124 --> 00:13:38,444
On the

1198
00:13:38,444 --> 00:13:39,074
website

1199
00:13:39,074 --> 00:13:39,334
and all

1200
00:13:39,334 --> 00:13:40,054
the places.

1201
00:13:40,104 --> 00:13:40,334
If you

1202
00:13:40,334 --> 00:13:40,944
can't find

1203
00:13:40,944 --> 00:13:41,754
it, just

1204
00:13:41,754 --> 00:13:42,838
email me and

1205
00:13:42,838 --> 00:13:43,118
we'll get

1206
00:13:43,118 --> 00:13:43,818
it to you.

1207
00:13:44,004 --> 00:13:44,654
So have a

1208
00:13:44,654 --> 00:13:45,334
wonderful

1209
00:13:45,364 --> 00:13:45,784
summer.

1210
00:13:45,814 --> 00:13:46,314
I'm looking

1211
00:13:46,314 --> 00:13:46,754
forward to

1212
00:13:46,794 --> 00:13:47,394
coming back

1213
00:13:47,414 --> 00:13:47,924
with some

1214
00:13:47,934 --> 00:13:48,974
new ideas.

1215
00:13:49,121 --> 00:13:50,141
in the fall,

1216
00:13:50,259 --> 00:13:50,824
of course,

1217
00:13:50,824 --> 00:13:51,344
I'm always

1218
00:13:51,344 --> 00:13:51,814
happy to

1219
00:13:51,814 --> 00:13:52,304
hear your

1220
00:13:52,304 --> 00:13:53,194
ideas and

1221
00:13:53,194 --> 00:13:53,514
what you'd

1222
00:13:53,517 --> 00:13:53,977
like to hear

1223
00:13:53,977 --> 00:13:54,777
more of.

1224
00:13:54,900 --> 00:13:55,350
and thanks

1225
00:13:55,350 --> 00:13:55,823
again for

1226
00:13:55,823 --> 00:13:56,243
hanging out

1227
00:13:56,243 --> 00:13:56,833
with me for

1228
00:13:56,833 --> 00:13:58,283
the last 100

1229
00:13:58,353 --> 00:13:59,123
episodes.

1230
00:13:59,283 --> 00:13:59,943
don't forget

1231
00:14:00,153 --> 00:14:01,183
IP is fuel.