WEBVTT 00:00:00.000 --> 00:00:02.000 So he started to tell a story 00:00:02.000 --> 00:00:07.550 who were in the kitchen, and 00:00:07.550 --> 00:00:08.680 then he, so I listened to 00:00:08.680 --> 00:00:09.870 the story and then he started 00:00:09.870 --> 00:00:10.800 to tell a second story. 00:00:10.800 --> 00:00:12.620 I said, "Hold on a minute, let 00:00:12.620 --> 00:00:14.200 me just do this for you." 00:00:14.200 --> 00:00:16.310 And so I did, and at first he 00:00:16.310 --> 00:00:18.890 was kind of self-conscious, and 00:00:18.890 --> 00:00:20.960 he talked in third person 00:00:20.960 --> 00:00:22.310 about me, to the people, 00:00:22.310 --> 00:00:23.870 listening to the thing, and I 00:00:23.870 --> 00:00:24.920 said, "No, no, don't do that. 00:00:24.920 --> 00:00:26.470 Just talk to me like you're 00:00:26.470 --> 00:00:28.250 just talking to me," and then 00:00:28.250 --> 00:00:29.720 he got the drift of it, and 00:00:29.720 --> 00:00:31.610 he did one, and it was a big 00:00:31.610 --> 00:00:32.160 hit. 00:00:32.160 --> 00:00:33.970 They loved him, you know, my 00:00:33.970 --> 00:00:35.420 listeners or readers or 00:00:35.420 --> 00:00:36.320 whatever. 00:00:36.320 --> 00:00:38.560 So anyway, so you're sharing V 00:00:38.560 --> 00:00:40.880 AS, V-A-S-S, do you have a web 00:00:40.880 --> 00:00:41.720 log yet? 00:00:41.720 --> 00:00:43.670 No, I don't, I don't have a web 00:00:43.670 --> 00:00:46.000 log, I have a website, VAS.com, 00:00:46.000 --> 00:00:47.560 but it's, you know, that's 00:00:47.560 --> 00:00:48.560 strictly commercial. 00:00:48.560 --> 00:00:49.560 So what do you think? 00:00:49.560 --> 00:00:50.860 Well, of course, what do you 00:00:50.860 --> 00:00:52.170 think about the idea of having 00:00:52.170 --> 00:00:52.840 a website? 00:00:52.840 --> 00:00:55.200 Well, I'm just coming to it 00:00:55.200 --> 00:00:56.720 this morning. 00:00:56.720 --> 00:00:59.470 The reason I drove down here to 00:00:59.470 --> 00:01:02.350 talk to you is because I had 00:01:02.350 --> 00:01:04.200 converted a book that I had 00:01:04.200 --> 00:01:06.880 on CD to MP3 files with the 00:01:06.880 --> 00:01:10.050 idea that, of having people who 00:01:10.050 --> 00:01:12.710 were interested in the book 00:01:12.710 --> 00:01:13.160 download 00:01:13.160 --> 00:01:15.800 it into their iTunes, I'm a Mc 00:01:15.800 --> 00:01:18.770 Queen, so, into their iTunes, 00:01:18.770 --> 00:01:21.040 and they'd load it onto their 00:01:21.040 --> 00:01:23.410 iPod, and actually turn the iP 00:01:23.410 --> 00:01:25.890 od into an educational device, 00:01:25.890 --> 00:01:27.920 not just rock and roll. 00:01:27.920 --> 00:01:30.450 So that was the whole point of 00:01:30.450 --> 00:01:33.470 it, and I'm now beginning to, 00:01:33.470 --> 00:01:35.960 well, I've had this book 00:01:35.960 --> 00:01:38.600 in the works for at least seven 00:01:38.600 --> 00:01:41.310 years, and somehow this book, I 00:01:41.310 --> 00:01:43.520 have the parts and pieces 00:01:43.520 --> 00:01:45.260 of it, but it never wanted to 00:01:45.260 --> 00:01:47.140 come together, and the fact of 00:01:47.140 --> 00:01:48.880 the matter is I am not a book 00:01:48.880 --> 00:01:50.860 writer, even though I have a 00:01:50.860 --> 00:01:52.790 book on the market and have had 00:01:52.790 --> 00:01:55.120 for 10 years, soft selling in 00:01:55.120 --> 00:01:56.880 a hard world. 00:01:56.880 --> 00:01:58.240 What I really am is a short 00:01:58.240 --> 00:01:59.200 story writer. 00:01:59.200 --> 00:02:01.760 I write short pieces, and to me 00:02:01.760 --> 00:02:04.400 , that is, my view is anybody 00:02:04.400 --> 00:02:06.560 can write about anything 00:02:06.560 --> 00:02:09.770 in 30,000 words, but it's hard 00:02:09.770 --> 00:02:12.020 to compress, and I use the word 00:02:12.020 --> 00:02:14.560 "compress" in software, 00:02:14.560 --> 00:02:16.680 in software sense, where you 00:02:16.680 --> 00:02:18.720 actually squeeze the dead space 00:02:18.720 --> 00:02:20.320 out of the thought or the 00:02:20.320 --> 00:02:20.960 concept 00:02:20.960 --> 00:02:23.310 or their story or the idea, and 00:02:23.310 --> 00:02:25.210 I'm pretty good at that, at 00:02:25.210 --> 00:02:27.400 squeezing that stuff out, 00:02:27.400 --> 00:02:28.740 so I'm really a short piece 00:02:28.740 --> 00:02:30.080 writer, and so I'm seriously 00:02:30.080 --> 00:02:31.550 considering, rather than 00:02:31.550 --> 00:02:32.000 finishing 00:02:32.000 --> 00:02:33.780 this book and sending it off to 00:02:33.780 --> 00:02:35.500 the publisher, which quite 00:02:35.500 --> 00:02:37.440 frankly, is more and more in my 00:02:37.440 --> 00:02:40.230 mind, an antiquated way of 00:02:40.230 --> 00:02:43.420 thinking, and you can trust me 00:02:43.420 --> 00:02:46.030 on this, the publishing 00:02:46.030 --> 00:02:47.040 business 00:02:47.040 --> 00:02:49.550 is the most backward business 00:02:49.550 --> 00:02:51.440 in the world today. 00:02:51.440 --> 00:02:52.440 There's nothing more backward. 00:02:52.440 --> 00:02:55.340 I mean, the publishing business 00:02:55.340 --> 00:02:58.000 is comparable to streetcars, 00:02:58.000 --> 00:03:00.510 and because, and they have 00:03:00.510 --> 00:03:00.720 built 00:03:00.720 --> 00:03:03.640 in some really interesting 00:03:03.640 --> 00:03:06.480 traps in the publishing 00:03:06.480 --> 00:03:09.200 business, for instance, if I 00:03:09.200 --> 00:03:11.320 submitted a manuscript 00:03:11.320 --> 00:03:13.560 today, and let's say that the 00:03:13.560 --> 00:03:15.780 manuscript was ready to go to 00:03:15.780 --> 00:03:17.840 press, but this book, soft 00:03:17.840 --> 00:03:19.570 selling in a hard world, 00:03:19.570 --> 00:03:21.630 actually, my daughter and we 00:03:21.630 --> 00:03:23.850 wrote it, we edited, I mean, I 00:03:23.850 --> 00:03:24.400 hired 00:03:24.400 --> 00:03:27.650 a copy editor to edit it, then 00:03:27.650 --> 00:03:31.550 we made it out on PageMaker, we 00:03:31.550 --> 00:03:33.040 sent it to them on a 00:03:33.040 --> 00:03:35.000 PageMaker file, they put it on, 00:03:35.000 --> 00:03:36.680 and they ran the book without 00:03:36.680 --> 00:03:38.160 change, so they didn't 00:03:38.160 --> 00:03:41.290 do any of the mechanical except 00:03:41.290 --> 00:03:44.120 for the covers, that was pretty 00:03:44.120 --> 00:03:46.280 forward looking for its time, 00:03:46.280 --> 00:03:48.910 I mean, it really was, nowadays 00:03:48.910 --> 00:03:50.180 , and what way was it, we say, 00:03:50.180 --> 00:03:51.160 well, because it wasn't 00:03:51.160 --> 00:03:52.160 being done. 00:03:52.160 --> 00:03:53.340 It was the author doing all the 00:03:53.340 --> 00:03:54.590 production, yeah, the author 00:03:54.590 --> 00:03:55.600 doing all the production, 00:03:55.600 --> 00:03:57.410 how long did it take them to go 00:03:57.410 --> 00:03:58.980 from what you gave them to 00:03:58.980 --> 00:04:01.720 actual, to go to, to actually 00:04:01.720 --> 00:04:03.450 go to the street with it, took 00:04:03.450 --> 00:04:05.260 about 18 months, see, that's 00:04:05.260 --> 00:04:06.250 ridiculous, of course it's 00:04:06.250 --> 00:04:06.560 ridiculous, 00:04:06.560 --> 00:04:07.880 while it's sitting on the shelf 00:04:07.880 --> 00:04:09.280 there, it's going out of date, 00:04:09.280 --> 00:04:10.840 but it's even worse than 00:04:10.840 --> 00:04:13.020 that, it's even worse than that 00:04:13.020 --> 00:04:14.780 , this little book, and it 00:04:14.780 --> 00:04:16.720 sounds a bit braggadocio, but 00:04:16.720 --> 00:04:18.400 it isn't, it's just a fact, 00:04:18.400 --> 00:04:19.740 this little book would sell out 00:04:19.740 --> 00:04:21.320 instantly, I mean, they would 00:04:21.320 --> 00:04:23.410 buy a bookstore, buy six copies 00:04:23.410 --> 00:04:25.420 of the meeting they'd go away, 00:04:25.420 --> 00:04:27.440 then it would go to a computer 00:04:27.440 --> 00:04:28.860 someplace, and then it would be 00:04:28.860 --> 00:04:30.280 ordered by a computer, it would 00:04:30.280 --> 00:04:31.280 take three weeks for 00:04:31.280 --> 00:04:33.080 that book to come back in, so 00:04:33.080 --> 00:04:34.510 the book would be on the shelf 00:04:34.510 --> 00:04:36.360 for three days, then it would 00:04:36.360 --> 00:04:37.760 take three weeks to replace it, 00:04:37.760 --> 00:04:38.890 but that's the publishing 00:04:38.890 --> 00:04:40.000 business, so when you're 00:04:40.000 --> 00:04:40.360 thinking 00:04:40.360 --> 00:04:41.670 about writing another book, 00:04:41.670 --> 00:04:42.920 basically, we'd go through 00:04:42.920 --> 00:04:44.190 exactly that system all over 00:04:44.190 --> 00:04:44.720 again, 00:04:44.720 --> 00:04:46.630 if I had it done today, it 00:04:46.630 --> 00:04:48.810 would, it would not be on the 00:04:48.810 --> 00:04:50.960 market, it wouldn't be in the 00:04:50.960 --> 00:04:52.360 bookstores for a year, but it's 00:04:52.360 --> 00:04:53.620 still kind of nice to go over 00:04:53.620 --> 00:04:54.840 to Barnes & Noble and just 00:04:54.840 --> 00:04:57.530 pick up a book, I like that, I 00:04:57.530 --> 00:04:58.970 'd crawl around over there all 00:04:58.970 --> 00:05:00.280 the time, I'm going to Elmore 00:05:00.280 --> 00:05:01.330 Leonard books now, and 00:05:01.330 --> 00:05:02.780 basically, there's like, they 00:05:02.780 --> 00:05:04.400 've got 30 of them over there at 00:05:04.400 --> 00:05:06.150 Barnes & Noble, so any time I 00:05:06.150 --> 00:05:07.960 want any other fix, I can just 00:05:07.960 --> 00:05:10.220 go over there, I can go up, 00:05:10.220 --> 00:05:11.830 it's kind of trashy with its 00:05:11.830 --> 00:05:13.200 funds, but you know, the 00:05:13.200 --> 00:05:15.050 distribution system still is 00:05:15.050 --> 00:05:15.120 kind 00:05:15.120 --> 00:05:16.490 of relevant, but why does it 00:05:16.490 --> 00:05:18.390 take 18 months, of course, well 00:05:18.390 --> 00:05:19.720 , because they've got their 00:05:19.720 --> 00:05:21.220 own weird customs and 00:05:21.220 --> 00:05:23.350 traditions and stuff like that, 00:05:23.350 --> 00:05:25.100 maybe unions are involved 00:05:25.100 --> 00:05:25.720 somehow 00:05:25.720 --> 00:05:28.500 or something like that, I think 00:05:28.500 --> 00:05:29.990 it is so hard to make money in 00:05:29.990 --> 00:05:31.400 publishing, I think they 00:05:31.400 --> 00:05:33.700 have to have a lot of stuff 00:05:33.700 --> 00:05:36.330 going, and you just, the author 00:05:36.330 --> 00:05:38.960 is simply part of the assembly 00:05:38.960 --> 00:05:41.820 line, it's just an assembly 00:05:41.820 --> 00:05:44.700 line, and I mean, out of our 00:05:44.700 --> 00:05:47.840 discussions, I am seriously 00:05:47.840 --> 00:05:48.480 considering 00:05:48.480 --> 00:05:50.610 scrapping that whole idea, in 00:05:50.610 --> 00:05:52.650 order to a block, because I'm 00:05:52.650 --> 00:05:55.640 70 years old, you know, I mean, 00:05:55.640 --> 00:05:58.550 I'm so old, I can't, thank you, 00:05:58.550 --> 00:06:01.480 that's alright, that's a lie, I 00:06:01.480 --> 00:06:03.600 'm so old, I can't buy ripe 00:06:03.600 --> 00:06:07.200 bananas, green bananas, I can't 00:06:07.200 --> 00:06:10.620 buy green bananas, but anyway, 00:06:10.620 --> 00:06:13.080 what I wanted to do is 00:06:13.080 --> 00:06:14.910 the ideas that I'm working on 00:06:14.910 --> 00:06:16.840 and that I do work on, because 00:06:16.840 --> 00:06:18.680 of the nature of my business 00:06:18.680 --> 00:06:22.350 as an executive level sales 00:06:22.350 --> 00:06:25.910 trainer, is that there is a 00:06:25.910 --> 00:06:29.860 currency in persuasion, in a 00:06:29.860 --> 00:06:30.440 way 00:06:30.440 --> 00:06:32.660 persuasion, changes over time, 00:06:32.660 --> 00:06:34.640 people think, well, it's all 00:06:34.640 --> 00:06:36.600 about this one way, it isn't, 00:06:36.600 --> 00:06:38.520 because the market changes, 00:06:38.520 --> 00:06:39.980 everything has to change with 00:06:39.980 --> 00:06:41.680 it, and so we are in touch 00:06:41.680 --> 00:06:43.170 with those changes, just 00:06:43.170 --> 00:06:44.780 because this is what we do for 00:06:44.780 --> 00:06:46.370 a living, and we are at the 00:06:46.370 --> 00:06:46.880 contact 00:06:46.880 --> 00:06:49.960 patch between business and the 00:06:49.960 --> 00:06:52.130 street, well, because we talk 00:06:52.130 --> 00:06:54.120 to the people who are talking 00:06:54.120 --> 00:06:55.340 to the people on the street, 00:06:55.340 --> 00:06:56.600 you are talking to the clients 00:06:56.600 --> 00:06:58.000 all the time, who is, you are 00:06:58.000 --> 00:07:00.030 talking, they are talking, our 00:07:00.030 --> 00:07:01.860 students are talking to those 00:07:01.860 --> 00:07:03.480 people, and then we talk 00:07:03.480 --> 00:07:05.490 to our students, and we probe 00:07:05.490 --> 00:07:07.580 very carefully, in the course 00:07:07.580 --> 00:07:09.600 of our three day course, and 00:07:09.600 --> 00:07:11.170 we get information from them, 00:07:11.170 --> 00:07:12.130 and then we take the 00:07:12.130 --> 00:07:13.780 information home, and we think 00:07:13.780 --> 00:07:14.160 about 00:07:14.160 --> 00:07:15.760 it, and we go, you know what, 00:07:15.760 --> 00:07:17.450 market is moving, the market is 00:07:17.450 --> 00:07:19.080 moving here, and so we try to 00:07:19.080 --> 00:07:21.290 move with that market, and so 00:07:21.290 --> 00:07:23.100 over time we have discovered a 00:07:23.100 --> 00:07:24.920 whole bunch of stuff that 00:07:24.920 --> 00:07:28.570 is totally counter-intuitive 00:07:28.570 --> 00:07:32.780 and very controversial, it's 00:07:32.780 --> 00:07:35.900 going to be very controversial 00:07:35.900 --> 00:07:36.960 because 00:07:36.960 --> 00:07:40.560 people, businesses, and 00:07:40.560 --> 00:07:44.980 industries really have gone 00:07:44.980 --> 00:07:49.120 against the marketplace, for 00:07:49.120 --> 00:07:51.080 instance, 00:07:51.080 --> 00:07:53.630 let's say you have a firm out 00:07:53.630 --> 00:07:56.800 here, Acme, Acme Corp, and Acme 00:07:56.800 --> 00:07:59.240 Corp builds whatever, Acme 00:07:59.240 --> 00:08:01.160 Corp say as a consulting firm, 00:08:01.160 --> 00:08:03.190 well they know everything about 00:08:03.190 --> 00:08:04.600 what they do, they are very 00:08:04.600 --> 00:08:06.500 smart, and we are a culture of 00:08:06.500 --> 00:08:08.270 extraordinarily smart and 00:08:08.270 --> 00:08:10.440 bright people, but the way they 00:08:10.440 --> 00:08:13.280 have been enculturated by going 00:08:13.280 --> 00:08:15.720 to school, and by becoming 00:08:15.720 --> 00:08:18.640 educated, and by the culture, 00:08:18.640 --> 00:08:20.490 by TV, and all the media that 00:08:20.490 --> 00:08:22.410 surrounds them, when you ask 00:08:22.410 --> 00:08:24.560 them what they do for a living, 00:08:24.560 --> 00:08:26.220 as a potential buyer, as a 00:08:26.220 --> 00:08:27.820 potential buyer of their 00:08:27.820 --> 00:08:29.790 services, they can go to great 00:08:29.790 --> 00:08:30.440 lengths 00:08:30.440 --> 00:08:32.090 to tell you everything they 00:08:32.090 --> 00:08:34.050 know, and how smart they are, 00:08:34.050 --> 00:08:35.760 and their credentials, but 00:08:35.760 --> 00:08:37.640 they cannot translate it into 00:08:37.640 --> 00:08:39.430 the language for the buyer, 00:08:39.430 --> 00:08:41.320 they can't translate it into 00:08:41.320 --> 00:08:43.260 their customer's language, or 00:08:43.260 --> 00:08:45.060 to a language that works in the 00:08:45.060 --> 00:08:46.760 boardroom, and that's what 00:08:46.760 --> 00:08:48.490 we do, is help them translate 00:08:48.490 --> 00:08:50.450 all of this education, and all 00:08:50.450 --> 00:08:52.080 of this experience, and 00:08:52.080 --> 00:08:55.150 all this marvelous talent into 00:08:55.150 --> 00:08:57.820 a message over here that a CEO 00:08:57.820 --> 00:09:00.520 will understand, and you have 00:09:00.520 --> 00:09:02.720 to understand that CEOs are 00:09:02.720 --> 00:09:04.740 extraordinarily smart, but they 00:09:04.740 --> 00:09:06.680 don't have any time, so you 00:09:06.680 --> 00:09:09.440 don't have time to explain how 00:09:09.440 --> 00:09:12.270 wonderful you are, and so that 00:09:12.270 --> 00:09:14.640 is one of the things that 00:09:14.640 --> 00:09:17.860 we run into, and it sounds like 00:09:17.860 --> 00:09:21.430 hyperbole, but it is universal, 00:09:21.430 --> 00:09:23.640 it is now a universal 00:09:23.640 --> 00:09:25.660 problem in our culture that 00:09:25.660 --> 00:09:27.330 businesses cannot explain what 00:09:27.330 --> 00:09:29.320 they do from the buyer's point 00:09:29.320 --> 00:09:32.040 of view, and so this book is 00:09:32.040 --> 00:09:34.810 about that, it's about the new 00:09:34.810 --> 00:09:36.440 book, where the new book is 00:09:36.440 --> 00:09:38.550 about that premise, about 00:09:38.550 --> 00:09:40.750 translating what you do into 00:09:40.750 --> 00:09:43.490 the buyer's language, and tent 00:09:43.490 --> 00:09:43.960 atively 00:09:43.960 --> 00:09:45.750 titled, I don't know if it's 00:09:45.750 --> 00:09:47.540 tentatively titled, I have 00:09:47.540 --> 00:09:49.680 about 50 titles and I haven't 00:09:49.680 --> 00:09:49.680 really 00:09:49.680 --> 00:09:52.610 settled on one, but it is about 00:09:52.610 --> 00:09:55.780 decoding this thing, about this 00:09:55.780 --> 00:09:58.280 communication gap, so anyway 00:09:58.280 --> 00:10:01.030 I'm thinking about it, and with 00:10:01.030 --> 00:10:03.700 our discussion this morning, 00:10:03.700 --> 00:10:06.240 well hell, maybe I have been 00:10:06.240 --> 00:10:08.340 waiting for this kind of a 00:10:08.340 --> 00:10:10.840 breakthrough in thought, and 00:10:10.840 --> 00:10:13.200 maybe blogging is the way to 00:10:13.200 --> 00:10:14.200 do that. 00:10:14.200 --> 00:10:15.560 Well let me just add something, 00:10:15.560 --> 00:10:16.950 because I'm listening here, you 00:10:16.950 --> 00:10:18.040 talked about the stuff 00:10:18.040 --> 00:10:20.060 is that there aren't any blogs 00:10:20.060 --> 00:10:21.730 that I'm aware of that are in 00:10:21.730 --> 00:10:24.220 this area, there are lots of 00:10:24.220 --> 00:10:27.170 technology blogs, there are 00:10:27.170 --> 00:10:30.130 lots of lawyer blogs, lots of 00:10:30.130 --> 00:10:33.320 political blogs, Business Week 00:10:33.320 --> 00:10:35.160 has started long ago, okay? 00:10:35.160 --> 00:10:36.160 Really? 00:10:36.160 --> 00:10:37.840 Yeah, but it's not like this, 00:10:37.840 --> 00:10:39.010 it sort of like covers 00:10:39.010 --> 00:10:40.780 everything that Business Week 00:10:40.780 --> 00:10:41.240 covers, 00:10:41.240 --> 00:10:42.560 which includes the kind of 00:10:42.560 --> 00:10:44.240 stuff you're talking about, but 00:10:44.240 --> 00:10:45.760 it's not this kind of focus, it 00:10:45.760 --> 00:10:45.860 's 00:10:45.860 --> 00:10:48.100 not how to market, and there is 00:10:48.100 --> 00:10:50.160 a guy named Steve Rubel who is 00:10:50.160 --> 00:10:51.960 a PR guy who has a leading 00:10:51.960 --> 00:10:53.920 edge blog, you know, it's how 00:10:53.920 --> 00:10:55.800 to do public relations in this 00:10:55.800 --> 00:10:57.480 context, and the things 00:10:57.480 --> 00:10:58.770 are, you know, I just did a 00:10:58.770 --> 00:11:00.130 podcast with him in New York a 00:11:00.130 --> 00:11:01.840 couple of days ago, and it was 00:11:01.840 --> 00:11:03.880 fascinating stuff, I mean, it's 00:11:03.880 --> 00:11:05.770 funny because when, you know, 00:11:05.770 --> 00:11:07.440 it's in all of a sudden public 00:11:07.440 --> 00:11:09.190 relations, you know, which had 00:11:09.190 --> 00:11:10.520 drifted from being public 00:11:10.520 --> 00:11:11.820 relations to being press 00:11:11.820 --> 00:11:12.440 relations, 00:11:12.440 --> 00:11:13.440 right? 00:11:13.440 --> 00:11:14.770 Well, now it goes back to being 00:11:14.770 --> 00:11:16.190 public relations, because you 00:11:16.190 --> 00:11:17.160 know, that big word just 00:11:17.160 --> 00:11:18.280 intermediates, 00:11:18.280 --> 00:11:20.000 you know, right? 00:11:20.000 --> 00:11:22.310 It's everywhere that you look 00:11:22.310 --> 00:11:24.510 here, and you know, I think 00:11:24.510 --> 00:11:27.000 that where your stuff ends up 00:11:27.000 --> 00:11:29.570 is that you're not just going 00:11:29.570 --> 00:11:32.000 to be talking to people who 00:11:32.000 --> 00:11:34.520 sell to buyers, but you're 00:11:34.520 --> 00:11:34.640 going 00:11:34.640 --> 00:11:36.470 to be talking to buyers on how 00:11:36.470 --> 00:11:38.160 to get what they want out of 00:11:38.160 --> 00:11:39.160 the seller. 00:11:39.160 --> 00:11:40.160 That's right. 00:11:40.160 --> 00:11:41.160 Right? 00:11:41.160 --> 00:11:42.440 Because there are a lot of 00:11:42.440 --> 00:11:43.800 times when you know that you 00:11:43.800 --> 00:11:45.480 need a product, I find, this 00:11:45.480 --> 00:11:45.560 happens 00:11:45.560 --> 00:11:47.800 to me a lot, where I know I 00:11:47.800 --> 00:11:50.090 need a product, and I strongly 00:11:50.090 --> 00:11:52.360 believe that a lot of other 00:11:52.360 --> 00:11:54.110 people would like to have that 00:11:54.110 --> 00:11:56.070 product, yet nobody's making it 00:11:56.070 --> 00:11:57.720 , and then five, ten years 00:11:57.720 --> 00:11:59.080 from then that, of course, 00:11:59.080 --> 00:12:00.540 somebody is making it, and it's 00:12:00.540 --> 00:12:01.840 one of the biggest hits you've 00:12:01.840 --> 00:12:03.650 ever seen, and it's not that it 00:12:03.650 --> 00:12:05.780 was technologically impossible 00:12:05.780 --> 00:12:07.720 to do this, you know, five, ten 00:12:07.720 --> 00:12:10.200 years before, it's just that 00:12:10.200 --> 00:12:13.170 the channel communication was a 00:12:13.170 --> 00:12:15.230 one way thing, and the 00:12:15.230 --> 00:12:16.160 manufacturers 00:12:16.160 --> 00:12:18.220 and product designers weren't 00:12:18.220 --> 00:12:20.120 themselves users, so it never 00:12:20.120 --> 00:12:21.950 got to them that there was a 00:12:21.950 --> 00:12:22.240 way 00:12:22.240 --> 00:12:23.500 to, there was a product that 00:12:23.500 --> 00:12:24.400 needed to be done. 00:12:24.400 --> 00:12:26.040 You know, something like the iP 00:12:26.040 --> 00:12:27.770 od, for example, you know, an 00:12:27.770 --> 00:12:29.150 incredibly convenient form 00:12:29.150 --> 00:12:29.800 factor, 00:12:29.800 --> 00:12:30.800 right? 00:12:30.800 --> 00:12:31.980 But something in a slightly 00:12:31.980 --> 00:12:33.210 less convenient form factor 00:12:33.210 --> 00:12:34.520 would have been possible ten 00:12:34.520 --> 00:12:34.880 years 00:12:34.880 --> 00:12:37.440 or five years ago, for sure, 00:12:37.440 --> 00:12:39.910 but somebody had to overcome 00:12:39.910 --> 00:12:42.480 all of the inertia that comes 00:12:42.480 --> 00:12:43.850 from thinking, well, things 00:12:43.850 --> 00:12:45.270 have always been done this way, 00:12:45.270 --> 00:12:46.680 and you know, you'll hit the 00:12:46.680 --> 00:12:47.830 objections in the music 00:12:47.830 --> 00:12:49.300 industry, and you know, they 00:12:49.300 --> 00:12:50.800 took a very creative approach 00:12:50.800 --> 00:12:50.920 to 00:12:50.920 --> 00:12:52.560 things to say, well, we'll, you 00:12:52.560 --> 00:12:53.690 know, we'll try to work 00:12:53.690 --> 00:12:55.200 something out with the music 00:12:55.200 --> 00:12:56.080 industry 00:12:56.080 --> 00:12:57.390 at the time when it becomes a 00:12:57.390 --> 00:12:58.330 problem, and of course it 00:12:58.330 --> 00:12:59.540 worked out real well in the 00:12:59.540 --> 00:12:59.680 music 00:12:59.680 --> 00:13:00.680 industry. 00:13:00.680 --> 00:13:01.910 I read a thing in The Times, 00:13:01.910 --> 00:13:03.330 New York Times today, saying 00:13:03.330 --> 00:13:04.640 the new president of Sony wants 00:13:04.640 --> 00:13:06.990 an iTunes for movies, because 00:13:06.990 --> 00:13:09.420 it works so well, you know, and 00:13:09.420 --> 00:13:11.320 I personally think that 00:13:11.320 --> 00:13:12.880 iTunes could work even better 00:13:12.880 --> 00:13:14.850 if it weren't for so much of 00:13:14.850 --> 00:13:16.580 the paranoia on the part of 00:13:16.580 --> 00:13:18.260 the music industry, and you 00:13:18.260 --> 00:13:20.230 know, it's unfortunate that it 00:13:20.230 --> 00:13:21.830 takes time for that to sort of 00:13:21.830 --> 00:13:22.160 work 00:13:22.160 --> 00:13:24.390 its way through the system, but 00:13:24.390 --> 00:13:26.290 it will, and so like when you 00:13:26.290 --> 00:13:28.640 say that you write in small 00:13:28.640 --> 00:13:31.140 sort of story-sized jobs, me 00:13:31.140 --> 00:13:33.740 too, and early on in my writing 00:13:33.740 --> 00:13:36.000 career, I guess you could 00:13:36.000 --> 00:13:38.660 call it, I got a book agent, a 00:13:38.660 --> 00:13:41.100 couple of them actually, wanted 00:13:41.100 --> 00:13:42.760 me to do a book, you know, 00:13:42.760 --> 00:13:44.060 they'd say, well, we can 00:13:44.060 --> 00:13:45.430 certainly sell a book to you, 00:13:45.430 --> 00:13:46.840 you know, and so I went and 00:13:46.840 --> 00:13:46.960 looked, 00:13:46.960 --> 00:13:49.040 and I had already written like 00:13:49.040 --> 00:13:51.140 three books worth of material 00:13:51.140 --> 00:13:52.960 basically, and so I went 00:13:52.960 --> 00:13:54.310 back and printed it all out, 00:13:54.310 --> 00:13:55.800 just, you know, and they were 00:13:55.800 --> 00:13:57.240 in essay form, not block, I 00:13:57.240 --> 00:13:57.520 mean 00:13:57.520 --> 00:13:59.670 these were, yeah, right, and I 00:13:59.670 --> 00:14:01.440 printed it all out and put it 00:14:01.440 --> 00:14:03.080 in a binder, and like they 00:14:03.080 --> 00:14:04.500 never got around to reading it, 00:14:04.500 --> 00:14:05.960 you know, because why, because 00:14:05.960 --> 00:14:07.080 I was writing the stuff 00:14:07.080 --> 00:14:08.500 for today, you know, and the 00:14:08.500 --> 00:14:10.050 stuff when I finally did read 00:14:10.050 --> 00:14:11.280 some of it, I thought, well, 00:14:11.280 --> 00:14:11.280 you 00:14:11.280 --> 00:14:12.640 know, it's kind of interesting 00:14:12.640 --> 00:14:13.890 in a sort of time capsule way, 00:14:13.890 --> 00:14:14.920 but this stuff's out of 00:14:14.920 --> 00:14:15.990 date, way out of date, the 00:14:15.990 --> 00:14:17.230 things that I was predicting, 00:14:17.230 --> 00:14:18.920 you know, I'd have to put after 00:14:18.920 --> 00:14:20.210 it everywhere to say, well, 00:14:20.210 --> 00:14:21.480 this turned out to be true, and 00:14:21.480 --> 00:14:23.000 this didn't turn out to be 00:14:23.000 --> 00:14:24.450 true, and so I said, forget it, 00:14:24.450 --> 00:14:25.570 I can't do it, so he said, 00:14:25.570 --> 00:14:27.040 really, we could sell a book, 00:14:27.040 --> 00:14:29.000 and I said, well, yeah, you can 00:14:29.000 --> 00:14:30.820 sell a book, but I don't have 00:14:30.820 --> 00:14:32.200 it, so we hired an editor 00:14:32.200 --> 00:14:33.720 to go and try to do this, and 00:14:33.720 --> 00:14:35.130 the editor, and we hired 00:14:35.130 --> 00:14:37.040 another, we hired another, and 00:14:37.040 --> 00:14:38.360 they all struck out, they 00:14:38.360 --> 00:14:39.960 couldn't do it, you know, so 00:14:39.960 --> 00:14:40.990 there is writing that 00:14:40.990 --> 00:14:41.640 absolutely 00:14:41.640 --> 00:14:43.220 doesn't fit the mind, that's 00:14:43.220 --> 00:14:44.750 what I do, that you could not 00:14:44.750 --> 00:14:46.820 make a book out of what I write 00:14:46.820 --> 00:14:46.920 , 00:14:46.920 --> 00:14:48.590 and I couldn't, and in Converse 00:14:48.590 --> 00:14:50.220 , I couldn't change my writing 00:14:50.220 --> 00:14:51.800 style to be a book writer, 00:14:51.800 --> 00:14:53.770 why, because I would insist on 00:14:53.770 --> 00:14:55.490 publishing what I write every 00:14:55.490 --> 00:14:56.960 day, and when I do that, 00:14:56.960 --> 00:14:58.450 I would, I would, that, when 00:14:58.450 --> 00:15:00.010 you do that, when you approach 00:15:00.010 --> 00:15:01.560 writing that way, it changes 00:15:01.560 --> 00:15:03.190 the way you write, you tend to 00:15:03.190 --> 00:15:04.600 write in the context of the 00:15:04.600 --> 00:15:06.280 moment, and maybe somebody 00:15:06.280 --> 00:15:07.580 wouldn't understand, like today 00:15:07.580 --> 00:15:08.790 I said, you know, the coverage 00:15:08.790 --> 00:15:09.960 of the Pope, well yesterday 00:15:09.960 --> 00:15:11.190 I said, the coverage of the 00:15:11.190 --> 00:15:12.480 Pope's death is ridiculous, we 00:15:12.480 --> 00:15:13.720 're getting an infomercial 00:15:13.720 --> 00:15:15.300 for the Catholic Church, you 00:15:15.300 --> 00:15:17.020 know, and why is, where's the 00:15:17.020 --> 00:15:18.520 balance to this, why aren't 00:15:18.520 --> 00:15:20.380 they, you know, providing, why, 00:15:20.380 --> 00:15:21.820 why don't we get an education 00:15:21.820 --> 00:15:23.200 about the Catholic Church 00:15:23.200 --> 00:15:25.070 right now, instead of just this 00:15:25.070 --> 00:15:26.490 PR, each PR onslaught on the 00:15:26.490 --> 00:15:28.880 Catholic, Catholic Church, 00:15:28.880 --> 00:15:30.570 you know, today that comment 00:15:30.570 --> 00:15:32.440 resonates with some people, and 00:15:32.440 --> 00:15:34.120 of course other people they 00:15:34.120 --> 00:15:35.930 hate me for saying that, but 00:15:35.930 --> 00:15:37.740 that's fine, and I also said 00:15:37.740 --> 00:15:39.840 today, you know, let's stop, 00:15:39.840 --> 00:15:40.950 you know, talking about our 00:15:40.950 --> 00:15:42.100 friends, let's make some new 00:15:42.100 --> 00:15:43.400 enemies, you know, it's like 00:15:43.400 --> 00:15:44.780 no fun if you're just joking 00:15:44.780 --> 00:15:46.460 with your friends, you know, it 00:15:46.460 --> 00:15:48.120 's better to actually piss some 00:15:48.120 --> 00:15:49.690 people off, and then you kind 00:15:49.690 --> 00:15:51.190 of know what you're actually 00:15:51.190 --> 00:15:52.840 accomplishing something, but 00:15:52.840 --> 00:15:54.030 you know, if you looked at that 00:15:54.030 --> 00:15:55.180 , if a random person looked at 00:15:55.180 --> 00:15:56.240 that a year from now, you 00:15:56.240 --> 00:15:57.440 know, what the fuck was he 00:15:57.440 --> 00:15:58.960 talking about, you know, I mean 00:15:58.960 --> 00:16:00.320 , they wouldn't have, even 00:16:00.320 --> 00:16:01.530 if they were alive and 00:16:01.530 --> 00:16:03.090 listening and aware at that 00:16:03.090 --> 00:16:04.810 moment, they'd forgotten it a 00:16:04.810 --> 00:16:05.160 long 00:16:05.160 --> 00:16:06.620 time, you know, there'll be a 00:16:06.620 --> 00:16:08.140 new pope, he'll be different in 00:16:08.140 --> 00:16:10.040 some way, you know, John Paul 00:16:10.040 --> 00:16:11.840 will be dead, and he'll still 00:16:11.840 --> 00:16:13.630 be dead, and you know, and we 00:16:13.630 --> 00:16:15.280 will be looking at John, 00:16:15.280 --> 00:16:16.940 so it's, you know, on the other 00:16:16.940 --> 00:16:18.180 hand, you build these 00:16:18.180 --> 00:16:19.840 relationships with people who 00:16:19.840 --> 00:16:21.280 then become readers of your 00:16:21.280 --> 00:16:23.040 blog, and then something really 00:16:23.040 --> 00:16:24.960 interesting happens, okay, 00:16:24.960 --> 00:16:26.430 after a while of doing that, 00:16:26.430 --> 00:16:27.770 what happens is they start 00:16:27.770 --> 00:16:29.560 their own blogs, okay, because 00:16:29.560 --> 00:16:31.310 there's this thing that I call 00:16:31.310 --> 00:16:33.210 the pipe-piper effect, is that 00:16:33.210 --> 00:16:34.600 inevitably when you stand 00:16:34.600 --> 00:16:36.540 up and do this blogging thing, 00:16:36.540 --> 00:16:38.000 you will, if you do it well and 00:16:38.000 --> 00:16:39.480 you do it consistently, 00:16:39.480 --> 00:16:40.860 you will attract people who 00:16:40.860 --> 00:16:42.480 then, at first aren't like that 00:16:42.480 --> 00:16:43.840 comfortable with the idea 00:16:43.840 --> 00:16:45.310 of doing it themselves, and 00:16:45.310 --> 00:16:46.780 watching you do it, then one 00:16:46.780 --> 00:16:48.440 day they get an idea, and they 00:16:48.440 --> 00:16:49.730 say, "What do I want to do with 00:16:49.730 --> 00:16:51.760 this idea?" and say, "Ah, I'll 00:16:51.760 --> 00:16:53.200 put up a blog," and there 00:16:53.200 --> 00:16:54.920 they go, now they've got, now 00:16:54.920 --> 00:16:56.790 they're up and running, and so, 00:16:56.790 --> 00:16:58.640 you know, it's, and it's, 00:16:58.640 --> 00:17:00.260 I think, a great place to be, 00:17:00.260 --> 00:17:02.050 you know, when you realize that 00:17:02.050 --> 00:17:03.640 there's something, and we're 00:17:03.640 --> 00:17:05.690 just going to go through this, 00:17:05.690 --> 00:17:07.900 and all the different, sort of, 00:17:07.900 --> 00:17:09.640 human endeavors, and each 00:17:09.640 --> 00:17:11.240 one of them is going to have a 00:17:11.240 --> 00:17:13.140 pipe-piper effect, like a food 00:17:13.140 --> 00:17:15.080 strapper, the person who sort 00:17:15.080 --> 00:17:16.950 of seeds the idea out there, 00:17:16.950 --> 00:17:18.700 and given what you do and how 00:17:18.700 --> 00:17:20.520 you've done it, I think, you 00:17:20.520 --> 00:17:22.140 know, you'd be a great guy, I'm 00:17:22.140 --> 00:17:23.580 sure Rick Blazer would agree 00:17:23.580 --> 00:17:25.040 too, that you'd be a great, 00:17:25.040 --> 00:17:26.400 I just saw Rick by the way, I 00:17:26.400 --> 00:17:29.780 had lunch with him, like, three 00:17:29.780 --> 00:17:32.680 days ago, and it was great, 00:17:32.680 --> 00:17:35.350 you know, just brainstorming, 00:17:35.350 --> 00:17:37.830 one idea after another, and I 00:17:37.830 --> 00:17:40.040 think you'd be great at it, 00:17:40.040 --> 00:17:42.010 I think that everything you're 00:17:42.010 --> 00:17:43.590 doing, I mean, okay, you said 00:17:43.590 --> 00:17:45.440 before that you get six dollars 00:17:45.440 --> 00:17:47.230 sales for every book that you 00:17:47.230 --> 00:17:49.110 write, every book that you sell 00:17:49.110 --> 00:17:51.120 , right, there's six dollars 00:17:51.120 --> 00:17:52.170 or eight dollars worth of 00:17:52.170 --> 00:17:53.320 following business, but you 00:17:53.320 --> 00:17:54.400 only need one dollar on that 00:17:54.400 --> 00:17:54.800 book, 00:17:54.800 --> 00:17:56.960 to begin with, so, I think that 00:17:56.960 --> 00:17:59.400 's a big clue right there, right 00:17:59.400 --> 00:17:59.440 ? 00:17:59.440 --> 00:18:01.680 Let's see, I've never figured 00:18:01.680 --> 00:18:03.710 out a way to, well, I mean, we 00:18:03.710 --> 00:18:05.840 have obviously capitalized 00:18:05.840 --> 00:18:10.570 on the additional sale, part of 00:18:10.570 --> 00:18:11.600 that. 00:18:11.600 --> 00:18:13.000 How do you, what are the six-k 00:18:13.000 --> 00:18:14.640 dollars, what are the sales? 00:18:14.640 --> 00:18:15.640 Training consultant. 00:18:15.640 --> 00:18:17.150 So you get some, you know, they 00:18:17.150 --> 00:18:18.310 read the book and then they 00:18:18.310 --> 00:18:19.430 come to take one of your 00:18:19.430 --> 00:18:19.840 seminars 00:18:19.840 --> 00:18:20.840 or something? 00:18:20.840 --> 00:18:22.960 Yes, mm-hmm, mm-hmm, and it 00:18:22.960 --> 00:18:25.040 continually, it generates a 00:18:25.040 --> 00:18:27.440 little business along, we sell 00:18:27.440 --> 00:18:29.480 them out, I mean, it's, the 00:18:29.480 --> 00:18:31.200 book business is really a 00:18:31.200 --> 00:18:33.360 strange deal because if a book 00:18:33.360 --> 00:18:35.250 sells twenty-five thousand, it 00:18:35.250 --> 00:18:37.150 's considered to be a best-sell, 00:18:37.150 --> 00:18:38.960 I mean, are it a best-sell? 00:18:38.960 --> 00:18:40.580 Well, this book has sold sixty- 00:18:40.580 --> 00:18:42.090 five thousand bucks in the way 00:18:42.090 --> 00:18:43.880 it's ever heard, I'm sixty-five 00:18:43.880 --> 00:18:45.470 thousand copies, in the way it 00:18:45.470 --> 00:18:46.820 's ever heard of the book, 00:18:46.820 --> 00:18:48.400 except for those sixty-five 00:18:48.400 --> 00:18:48.760 thousand 00:18:48.760 --> 00:18:49.760 people. 00:18:49.760 --> 00:18:50.760 Why is that? 00:18:50.760 --> 00:18:52.070 Well, because it's never been 00:18:52.070 --> 00:18:53.380 promoted, it's not stocked in 00:18:53.380 --> 00:18:54.840 the book store so much, you 00:18:54.840 --> 00:18:57.410 have to kind of run the book 00:18:57.410 --> 00:19:00.560 down, it's all written out. 00:19:00.560 --> 00:19:01.820 And still it produces, and so 00:19:01.820 --> 00:19:02.830 it does everything it's 00:19:02.830 --> 00:19:03.680 supposed to do. 00:19:03.680 --> 00:19:04.680 So what would you like? 00:19:04.680 --> 00:19:06.800 Would you like it to be well 00:19:06.800 --> 00:19:07.520 done? 00:19:07.520 --> 00:19:09.100 Would you like some more copies 00:19:09.100 --> 00:19:09.320 ? 00:19:09.320 --> 00:19:10.860 Well, for strange reasons, yeah 00:19:10.860 --> 00:19:12.080 , I would, but for strange 00:19:12.080 --> 00:19:13.520 reasons, because it's a, this 00:19:13.520 --> 00:19:15.030 little book is a, it's a 00:19:15.030 --> 00:19:17.260 selling manual for salespeople, 00:19:17.260 --> 00:19:19.240 I mean, it's like a Boy Scout 00:19:19.240 --> 00:19:21.560 Max, there is a new controversy 00:19:21.560 --> 00:19:23.770 in it, it's just like, this is 00:19:23.770 --> 00:19:26.440 how you do get, and it's 00:19:26.440 --> 00:19:28.450 laid out mechanically, because 00:19:28.450 --> 00:19:29.870 that's the way I think of 00:19:29.870 --> 00:19:31.920 mechanics, and it would help, 00:19:31.920 --> 00:19:34.910 it would help a lot of people 00:19:34.910 --> 00:19:38.440 make something of themselves, 00:19:38.440 --> 00:19:41.720 because most salespeople are 00:19:41.720 --> 00:19:44.080 really bad, they're really bad 00:19:44.080 --> 00:19:46.160 when they do, they've read a 00:19:46.160 --> 00:19:48.640 bunch of crappy books, which 00:19:48.640 --> 00:19:50.650 is teaching them tricks, and 00:19:50.650 --> 00:19:52.880 manipulation, and all that. 00:19:52.880 --> 00:19:54.050 And people know they're being 00:19:54.050 --> 00:19:55.370 tricked, and they've heard them 00:19:55.370 --> 00:19:56.200 say, "Of course, of course." 00:19:56.200 --> 00:19:57.600 And that's why people are so 00:19:57.600 --> 00:19:58.720 circumspective. 00:19:58.720 --> 00:20:00.610 It's like, watch my hands, you 00:20:00.610 --> 00:20:01.120 know? 00:20:01.120 --> 00:20:02.910 No, I know, it's like, but 00:20:02.910 --> 00:20:04.830 would you actually be the sales 00:20:04.830 --> 00:20:07.080 man, salesperson, who actually 00:20:07.080 --> 00:20:09.530 likes their product, and wants 00:20:09.530 --> 00:20:11.420 you to be happy with it, you 00:20:11.420 --> 00:20:14.800 can tell them, and it's fun to 00:20:14.800 --> 00:20:15.800 work with those people. 00:20:15.800 --> 00:20:17.930 It's one of you to be happy 00:20:17.930 --> 00:20:19.440 with the deal. 00:20:19.440 --> 00:20:20.920 The salespeople that I have 00:20:20.920 --> 00:20:22.600 done who are really good, they 00:20:22.600 --> 00:20:25.200 liked what they were doing, and 00:20:25.200 --> 00:20:27.440 they liked the long-term 00:20:27.440 --> 00:20:30.230 relationships that they built 00:20:30.230 --> 00:20:33.110 with their clients, and it wasn 00:20:33.110 --> 00:20:33.400 't 00:20:33.400 --> 00:20:35.930 all about money, it was about 00:20:35.930 --> 00:20:37.360 communicating, and being 00:20:37.360 --> 00:20:39.610 straight, and helping people do 00:20:39.610 --> 00:20:39.640 the 00:20:39.640 --> 00:20:44.400 best they can, solving their 00:20:44.400 --> 00:20:46.360 problems. 00:20:46.360 --> 00:20:48.700 So I've been doing it for 27 00:20:48.700 --> 00:20:50.680 years, and it's been very 00:20:50.680 --> 00:20:53.040 satisfying, because we put a 00:20:53.040 --> 00:20:53.240 lot 00:20:53.240 --> 00:20:54.560 of people on the road, and 00:20:54.560 --> 00:20:56.180 people go, "Well, selling is a 00:20:56.180 --> 00:20:57.710 sort of downer, I mean, you can 00:20:57.710 --> 00:20:57.760 't 00:20:57.760 --> 00:20:58.760 do anything else." 00:20:58.760 --> 00:21:00.960 The fact of the matter is, 00:21:00.960 --> 00:21:03.560 people who sell well, they don 00:21:03.560 --> 00:21:05.880 't work as hard as everybody 00:21:05.880 --> 00:21:07.250 else, they make a lot more 00:21:07.250 --> 00:21:08.680 money, they live in the big 00:21:08.680 --> 00:21:10.440 houses, and they drive the fast 00:21:10.440 --> 00:21:11.980 cars, and they get the kids 00:21:11.980 --> 00:21:13.800 educated, and their kids teeth 00:21:13.800 --> 00:21:15.640 look good, and you know, so it 00:21:15.640 --> 00:21:15.800 's 00:21:15.800 --> 00:21:16.800 a good deal. 00:21:16.800 --> 00:21:17.920 And I was just telling you 00:21:17.920 --> 00:21:19.420 about everybody's sales, there 00:21:19.420 --> 00:21:20.920 's no such thing as a profession 00:21:20.920 --> 00:21:22.180 that doesn't involve a lot of 00:21:22.180 --> 00:21:22.760 selling. 00:21:22.760 --> 00:21:23.760 Not in this country. 00:21:23.760 --> 00:21:24.760 Not in this country. 00:21:24.760 --> 00:21:25.760 Yeah. 00:21:25.760 --> 00:21:27.170 This is not a country where 00:21:27.170 --> 00:21:28.220 people come and seek you out 00:21:28.220 --> 00:21:29.720 because you're a really smart 00:21:29.720 --> 00:21:30.720 accountant. 00:21:30.720 --> 00:21:31.720 That's right. 00:21:31.720 --> 00:21:32.720 Now, it doesn't work that way. 00:21:32.720 --> 00:21:33.720 It doesn't work that way. 00:21:33.720 --> 00:21:34.720 It doesn't work that way. 00:21:34.720 --> 00:21:37.650 There's a lot of myths around 00:21:37.650 --> 00:21:40.820 that, and of course, it's not 00:21:40.820 --> 00:21:43.280 about the sale, I'm not 00:21:43.280 --> 00:21:44.280 a bad salesman. 00:21:44.280 --> 00:21:45.880 I closed a multimillion dollar 00:21:45.880 --> 00:21:47.330 deal selling a house in Wood 00:21:47.330 --> 00:21:48.760 side, a friend of mine who 00:21:48.760 --> 00:21:50.760 is a well, a very accomplished 00:21:50.760 --> 00:21:51.920 salesperson. 00:21:51.920 --> 00:21:54.140 He made lots and lots of money, 00:21:54.140 --> 00:21:56.030 a friend of mine who can point 00:21:56.030 --> 00:21:57.560 it out at that point that 00:21:57.560 --> 00:21:59.370 I was a multimillion dollar 00:21:59.370 --> 00:22:00.520 sales guy now. 00:22:00.520 --> 00:22:02.820 And he said, "Wow, that's 00:22:02.820 --> 00:22:05.420 really weird, haven't helped 00:22:05.420 --> 00:22:06.640 with that." 00:22:06.640 --> 00:22:08.580 And I watched myself do it, and 00:22:08.580 --> 00:22:10.670 you know, I've learned how to 00:22:10.670 --> 00:22:12.200 sell things, you know. 00:22:12.200 --> 00:22:13.790 I've established, establishing 00:22:13.790 --> 00:22:15.280 a standard, for example, is 00:22:15.280 --> 00:22:15.920 totally sales. 00:22:15.920 --> 00:22:17.920 I mean, you know, it's 00:22:17.920 --> 00:22:20.040 technology, sure, the 00:22:20.040 --> 00:22:22.760 technology, and to know what, 00:22:22.760 --> 00:22:23.800 you know, 00:22:23.800 --> 00:22:26.140 what choices to make, because 00:22:26.140 --> 00:22:28.590 there are a lot of choices, is 00:22:28.590 --> 00:22:30.240 based on experience. 00:22:30.240 --> 00:22:32.400 That, you know, and, but even 00:22:32.400 --> 00:22:34.250 so, even the most powerful 00:22:34.250 --> 00:22:36.400 standard has mistakes in it, 00:22:36.400 --> 00:22:37.400 you know. 00:22:37.400 --> 00:22:38.840 I mean, the things that you 00:22:38.840 --> 00:22:40.470 learn later, it wouldn't work 00:22:40.470 --> 00:22:41.840 better if you had done it 00:22:41.840 --> 00:22:42.160 another 00:22:42.160 --> 00:22:43.160 way, you know. 00:22:43.160 --> 00:22:44.860 But even so, there's no way to 00:22:44.860 --> 00:22:45.560 change it. 00:22:45.560 --> 00:22:47.810 You still use it, and it's fine 00:22:47.810 --> 00:22:49.700 , it works, you know. 00:22:49.700 --> 00:22:51.130 So there is technology to it, 00:22:51.130 --> 00:22:53.080 but it's 99.99 percent, you 00:22:53.080 --> 00:22:54.800 know, politics, I mean, that 00:22:54.800 --> 00:22:57.000 politics, of course, is sales, 00:22:57.000 --> 00:22:58.910 I mean, you know, it's how to 00:22:58.910 --> 00:23:00.320 get the guy to do what 00:23:00.320 --> 00:23:01.840 you want him to do, at the same 00:23:01.840 --> 00:23:03.250 time, to feel that they're 00:23:03.250 --> 00:23:05.480 doing what they want to do, you 00:23:05.480 --> 00:23:06.480 know. 00:23:06.480 --> 00:23:08.340 That there's a mutual, that's 00:23:08.340 --> 00:23:10.600 good for everybody, and that's, 00:23:10.600 --> 00:23:13.240 you know, it's about even being 00:23:13.240 --> 00:23:15.360 or social species, and making 00:23:15.360 --> 00:23:17.570 yourself feel good, and making 00:23:17.570 --> 00:23:19.480 other people feel good. 00:23:19.480 --> 00:23:21.510 They're related, sometimes, you 00:23:21.510 --> 00:23:23.190 know, they are kind of who we 00:23:23.190 --> 00:23:24.240 are, you know. 00:23:24.240 --> 00:23:25.700 It's going to be great to have 00:23:25.700 --> 00:23:27.080 a blog, I know, a few people 00:23:27.080 --> 00:23:28.600 right off the bat who was, who 00:23:28.600 --> 00:23:30.130 was like, like, the guy was the 00:23:30.130 --> 00:23:31.660 only one before Robert Scoble, 00:23:31.660 --> 00:23:33.120 who was at Microsoft, he used 00:23:33.120 --> 00:23:34.680 to be, before he got into 00:23:34.680 --> 00:23:36.410 technology, he was a camera 00:23:36.410 --> 00:23:38.590 stirrer, and what, and he talks 00:23:38.590 --> 00:23:38.880 about 00:23:38.880 --> 00:23:40.670 it a lot, you know, he found it 00:23:40.670 --> 00:23:42.260 easy to compete with the other 00:23:42.260 --> 00:23:44.040 guys, because they were sort 00:23:44.040 --> 00:23:45.800 of rushing the customer through 00:23:45.800 --> 00:23:47.520 , and he didn't look at it that 00:23:47.520 --> 00:23:49.040 way, he loved cameras, and 00:23:49.040 --> 00:23:51.410 he is a naturally ultra gregar 00:23:51.410 --> 00:23:54.070 ious person, he just, like, he 00:23:54.070 --> 00:23:56.520 loves, well, he sounds corny, 00:23:56.520 --> 00:23:58.020 but he loves people, I mean, 00:23:58.020 --> 00:23:59.660 you know, you can see that, and 00:23:59.660 --> 00:24:00.800 he doesn't have a whole 00:24:00.800 --> 00:24:02.220 lot of tolerance for people who 00:24:02.220 --> 00:24:03.620 won't put the time in, you know 00:24:03.620 --> 00:24:04.840 , it's like, not every 00:24:04.840 --> 00:24:06.450 minute has to be built, and 00:24:06.450 --> 00:24:08.340 they had very loyal customers, 00:24:08.340 --> 00:24:10.160 and they paid more, you know, 00:24:10.160 --> 00:24:12.800 to get the cameras from him, 00:24:12.800 --> 00:24:15.560 because they enjoyed working 00:24:15.560 --> 00:24:18.190 with the chair, and so, you 00:24:18.190 --> 00:24:18.920 know, 00:24:18.920 --> 00:24:20.950 so it's, I think that, you know 00:24:20.950 --> 00:24:23.150 , having more, like, marketing 00:24:23.150 --> 00:24:24.720 and sales energy in the 00:24:24.720 --> 00:24:26.910 supply sphere would be a very 00:24:26.910 --> 00:24:29.460 good thing, because, and maybe 00:24:29.460 --> 00:24:31.360 you'll be better at marketing 00:24:31.360 --> 00:24:32.360 and sales. 00:24:32.360 --> 00:24:35.870 Well, I look at what I do as 00:24:35.870 --> 00:24:39.540 teaching communication, 00:24:39.540 --> 00:24:43.840 probably more than sales. Sales 00:24:43.840 --> 00:24:44.360 puts a kind 00:24:44.360 --> 00:24:47.360 of a stigma on it, because 00:24:47.360 --> 00:24:49.830 selling has a rather poor, 00:24:49.830 --> 00:24:52.740 stinky kind of reputation in 00:24:52.740 --> 00:24:53.660 our culture, 00:24:53.660 --> 00:24:55.340 but actually selling well is 00:24:55.340 --> 00:24:56.460 really nothing but 00:24:56.460 --> 00:24:58.430 communicating well, and so, it 00:24:58.430 --> 00:24:59.000 's these 00:24:59.000 --> 00:25:01.500 communication skills that are 00:25:01.500 --> 00:25:03.660 in the nut of what we do. We 00:25:03.660 --> 00:25:05.000 call it sales training, because 00:25:05.000 --> 00:25:06.230 nobody's going to pay us to 00:25:06.230 --> 00:25:07.520 teach them how to be, how to 00:25:07.520 --> 00:25:09.000 hold a conversation for that. 00:25:09.000 --> 00:25:10.000 Yeah, yeah, right. 00:25:10.000 --> 00:25:10.720 But that's what you're doing 00:25:10.720 --> 00:25:11.000 anyway. 00:25:11.000 --> 00:25:11.790 But that's what we're going to 00:25:11.790 --> 00:25:13.300 do. We're doing, I tell, I tell 00:25:13.300 --> 00:25:15.000 people, it's what we teach 00:25:15.000 --> 00:25:16.000 is civilized conversations. 00:25:16.000 --> 00:25:17.610 Well, maybe we ought to turn 00:25:17.610 --> 00:25:19.510 the recording device. It still 00:25:19.510 --> 00:25:21.000 feels like we're having a, 00:25:21.000 --> 00:25:22.900 we're doing a show instead of 00:25:22.900 --> 00:25:25.880 just having a conversation. So, 00:25:25.880 --> 00:25:28.000 let's just wind this down 00:25:28.000 --> 00:25:28.540 and then continue the 00:25:28.540 --> 00:25:30.180 conversation. Just, could you 00:25:30.180 --> 00:25:32.000 say what your e-mail address is 00:25:32.000 --> 00:25:33.000 if you want to? 00:25:33.000 --> 00:25:34.000 Yeah, Jerry, Jerry@Vast.com. 00:25:34.000 --> 00:25:35.000 How do you spell that? 00:25:35.000 --> 00:25:36.000 D-A-S-S. 00:25:36.000 --> 00:25:37.350 Right, so that's how people can 00:25:37.350 --> 00:25:38.550 get in touch with you if they 00:25:38.550 --> 00:25:40.000 want to. I don't doubt that 00:25:40.000 --> 00:25:41.440 there will be people who will 00:25:41.440 --> 00:25:42.940 want to, and I'm going to help 00:25:42.940 --> 00:25:46.000 you to get your blog up anyway. 00:25:46.000 --> 00:25:48.000 Well, this morning, this Sunday 00:25:48.000 --> 00:25:49.690 morning out here on the beach, 00:25:49.690 --> 00:25:52.000 I think that's the way I'm 00:25:52.000 --> 00:25:53.000 going to go. 00:25:53.000 --> 00:25:54.320 Jerry's Beach blog for the 00:25:54.320 --> 00:25:55.000 sales guy. 00:25:55.000 --> 00:25:57.260 Well, you know, I used to write 00:25:57.260 --> 00:26:00.000 , I've been writing for... 00:26:00.000 --> 00:26:01.000 You want me to turn this off? 00:26:01.000 --> 00:26:02.000 No. 00:26:02.000 --> 00:26:03.000 Okay, we'll do that. 00:26:03.000 --> 00:26:04.000 You want some coffee? 00:26:04.000 --> 00:26:05.000 Yes. 00:26:05.000 --> 00:26:06.000 Okay. 00:26:06.000 --> 00:26:07.000 What are you taking? 00:26:07.000 --> 00:26:08.000 I don't have sugar. 00:26:08.000 --> 00:26:09.000 Okay, a little milk. 00:26:09.000 --> 00:26:10.000 I have half and half. 00:26:10.000 --> 00:26:11.000 Is that right? 00:26:11.000 --> 00:26:12.000 Oh, yeah. 00:26:12.000 --> 00:26:14.700 I've been working, I've been 00:26:14.700 --> 00:26:17.160 writing for years and years, 00:26:17.160 --> 00:26:20.850 and I used to write, I used to 00:26:20.850 --> 00:26:23.000 write 00:26:23.000 --> 00:26:25.430 short stories, short pieces, 00:26:25.430 --> 00:26:27.000 all of that stuff. 00:26:27.000 --> 00:26:28.800 Years ago, I used to write in 00:26:28.800 --> 00:26:31.280 the Terraria Times, and all of 00:26:31.280 --> 00:26:34.000 that was written. 00:26:34.000 --> 00:26:36.000 Yeah, I used to write. 00:26:36.000 --> 00:26:37.610 I never could figure out what 00:26:37.610 --> 00:26:39.000 to do with that stuff. 00:26:39.000 --> 00:26:40.700 I have seven or eight pieces 00:26:40.700 --> 00:26:42.000 out of those days. 00:26:42.000 --> 00:26:44.090 I would probably write in the 00:26:44.090 --> 00:26:45.000 70s. 00:26:45.000 --> 00:26:49.690 Yeah, I would probably write in 00:26:49.690 --> 00:26:52.000 the 70s. 00:26:52.000 --> 00:26:53.990 Yeah, I would probably write in 00:26:53.990 --> 00:26:55.000 the 70s. 00:26:55.000 --> 00:26:57.680 Yeah, I would probably write in 00:26:57.680 --> 00:26:59.000 the 70s. 00:26:59.000 --> 00:27:01.680 Yeah, I would probably write in 00:27:01.680 --> 00:27:03.000 the 70s. 00:27:03.000 --> 00:27:04.990 Yeah, I would probably write in 00:27:04.990 --> 00:27:06.000 the 70s. 00:27:06.000 --> 00:27:07.990 Yeah, I would probably write in 00:27:07.990 --> 00:27:09.000 the 70s. 00:27:09.000 --> 00:27:10.990 Yeah, I would probably write in 00:27:10.990 --> 00:27:12.000 the 70s. 00:27:12.000 --> 00:27:13.330 Yeah, I would probably write in 00:27:13.330 --> 00:27:14.000 the 70s. 00:27:14.000 --> 00:27:15.370 Yeah, I would probably write in 00:27:15.370 --> 00:27:16.000 the 70s. 00:27:16.000 --> 00:27:17.480 Yeah, I would probably write in 00:27:17.480 --> 00:27:18.000 the 70s. 00:27:18.000 --> 00:27:19.330 Yeah, I would probably write in 00:27:19.330 --> 00:27:20.000 the 70s. 00:27:20.000 --> 00:27:21.330 Yeah, I would probably write in 00:27:21.330 --> 00:27:22.000 the 70s. 00:27:22.000 --> 00:27:23.400 Yeah, I would probably write in 00:27:23.400 --> 00:27:24.000 the 70s. 00:27:24.000 --> 00:27:25.330 Yeah, I would probably write in 00:27:25.330 --> 00:27:26.000 the 70s. 00:27:26.000 --> 00:27:27.330 Yeah, I would probably write in 00:27:27.330 --> 00:27:28.000 the 70s. 00:27:28.000 --> 00:27:29.330 Yeah, I would probably write in 00:27:29.330 --> 00:27:30.000 the 70s. 00:27:30.000 --> 00:27:31.330 Yeah, I would probably write in 00:27:31.330 --> 00:27:32.000 the 70s. 00:27:32.000 --> 00:27:33.330 Yeah, I would probably write in 00:27:33.330 --> 00:27:34.000 the 70s. 00:27:34.000 --> 00:27:35.330 Yeah, I would probably write in 00:27:35.330 --> 00:27:36.000 the 70s. 00:27:36.000 --> 00:27:37.330 Yeah, I would probably write in 00:27:37.330 --> 00:27:38.000 the 70s. 00:27:38.000 --> 00:27:39.330 Yeah, I would probably write in 00:27:39.330 --> 00:27:40.000 the 70s. 00:27:40.000 --> 00:27:41.330 Yeah, I would probably write in 00:27:41.330 --> 00:27:42.000 the 70s. 00:27:42.000 --> 00:27:43.330 Yeah, I would probably write in 00:27:43.330 --> 00:27:44.000 the 70s. 00:27:44.000 --> 00:27:45.330 Yeah, I would probably write in 00:27:45.330 --> 00:27:46.000 the 70s. 00:27:46.000 --> 00:27:47.330 Yeah, I would probably write in 00:27:47.330 --> 00:27:48.000 the 70s. 00:27:48.000 --> 00:27:49.330 Yeah, I would probably write in 00:27:49.330 --> 00:27:50.000 the 70s. 00:27:50.000 --> 00:27:51.330 Yeah, I would probably write in 00:27:51.330 --> 00:27:52.000 the 70s. 00:27:52.000 --> 00:27:53.330 Yeah, I would probably write in 00:27:53.330 --> 00:27:54.000 the 70s. 00:27:54.000 --> 00:27:55.330 Yeah, I would probably write in 00:27:55.330 --> 00:27:56.000 the 70s. 00:27:56.000 --> 00:27:57.370 Yeah, I would probably write in 00:27:57.370 --> 00:27:58.000 the 70s. 00:27:58.000 --> 00:27:59.330 Yeah, I would probably write in 00:27:59.330 --> 00:28:00.000 the 70s. 00:28:00.000 --> 00:28:01.330 Yeah, I would probably write in 00:28:01.330 --> 00:28:02.000 the 70s. 00:28:02.000 --> 00:28:03.330 Yeah, I would probably write in 00:28:03.330 --> 00:28:04.000 the 70s. 00:28:04.000 --> 00:28:05.480 Yeah, I would probably write in 00:28:05.480 --> 00:28:06.000 the 70s. 00:28:06.000 --> 00:28:07.350 Yeah, I would probably write in 00:28:07.350 --> 00:28:08.000 the 70s. 00:28:08.000 --> 00:28:09.330 Yeah, I would probably write in 00:28:09.330 --> 00:28:10.000 the 70s. 00:28:10.000 --> 00:28:11.320 Yeah, I would probably write in 00:28:11.320 --> 00:28:12.000 the 70s. 00:28:12.000 --> 00:28:13.320 Yeah, I would probably write in 00:28:13.320 --> 00:28:14.000 the 70s. 00:28:14.000 --> 00:28:15.330 Yeah, I would probably write in 00:28:15.330 --> 00:28:16.000 the 70s. 00:28:16.000 --> 00:28:17.330 Yeah, I would probably write in 00:28:17.330 --> 00:28:18.000 the 70s. 00:28:18.000 --> 00:28:19.330 Yeah, I would probably write in 00:28:19.330 --> 00:28:20.000 the 70s. 00:28:20.000 --> 00:28:21.310 Yeah, I would probably write in 00:28:21.310 --> 00:28:22.000 the 70s. 00:28:22.000 --> 00:28:23.360 Yeah, I would probably write in 00:28:23.360 --> 00:28:24.000 the 70s. 00:28:24.000 --> 00:28:25.330 Yeah, I would probably write in 00:28:25.330 --> 00:28:26.000 the 70s. 00:28:26.000 --> 00:28:27.330 Yeah, I would probably write in 00:28:27.330 --> 00:28:28.000 the 70s. 00:28:28.000 --> 00:28:29.330 Yeah, I would probably write in 00:28:29.330 --> 00:28:30.000 the 70s. 00:28:30.000 --> 00:28:31.330 Yeah, I would probably write in 00:28:31.330 --> 00:28:32.000 the 70s. 00:28:32.000 --> 00:28:33.330 Yeah, I would probably write in 00:28:33.330 --> 00:28:34.000 the 70s. 00:28:34.000 --> 00:28:35.390 Yeah, I would probably write in 00:28:35.390 --> 00:28:36.000 the 70s. 00:28:36.000 --> 00:28:37.380 Yeah, I would probably write in 00:28:37.380 --> 00:28:38.000 the 70s. 00:28:38.000 --> 00:28:39.330 Yeah, I would probably write in 00:28:39.330 --> 00:28:40.000 the 70s. 00:28:40.000 --> 00:28:41.330 Yeah, I would probably write in 00:28:41.330 --> 00:28:42.000 the 70s. 00:28:42.000 --> 00:28:43.330 Yeah, I would probably write in 00:28:43.330 --> 00:28:44.000 the 70s. 00:28:44.000 --> 00:28:45.330 Yeah, I would probably write in 00:28:45.330 --> 00:28:46.000 the 70s. 00:28:46.000 --> 00:28:47.380 Yeah, I would probably write in 00:28:47.380 --> 00:28:48.000 the 70s. 00:28:48.000 --> 00:28:49.330 Yeah, I would probably write in 00:28:49.330 --> 00:28:50.000 the 70s. 00:28:50.000 --> 00:28:51.330 Yeah, I would probably write in 00:28:51.330 --> 00:28:52.000 the 70s. 00:28:52.000 --> 00:28:53.330 Yeah, I would probably write in 00:28:53.330 --> 00:28:54.000 the 70s. 00:28:54.000 --> 00:28:55.340 Yeah, I would probably write in 00:28:55.340 --> 00:28:56.000 the 70s. 00:28:56.000 --> 00:28:57.330 Yeah, I would probably write in 00:28:57.330 --> 00:28:58.000 the 70s. 00:28:58.000 --> 00:28:59.330 Yeah, I would probably write in 00:28:59.330 --> 00:29:00.000 the 70s. 00:29:00.000 --> 00:29:01.330 Yeah, I would probably write in 00:29:01.330 --> 00:29:02.000 the 70s. 00:29:02.000 --> 00:29:03.330 Yeah, I would probably write in 00:29:03.330 --> 00:29:04.000 the 70s. 00:29:04.000 --> 00:29:05.330 Yeah, I would probably write in 00:29:05.330 --> 00:29:06.000 the 70s. 00:29:06.000 --> 00:29:07.320 Yeah, I would probably write in 00:29:07.320 --> 00:29:08.000 the 70s. 00:29:08.000 --> 00:29:09.330 Yeah, I would probably write in 00:29:09.330 --> 00:29:10.000 the 70s. 00:29:10.000 --> 00:29:11.330 Yeah, I would probably write in 00:29:11.330 --> 00:29:12.000 the 70s. 00:29:12.000 --> 00:29:13.330 Yeah, I would probably write in 00:29:13.330 --> 00:29:14.000 the 70s. 00:29:14.000 --> 00:29:15.330 Yeah, I would probably write in 00:29:15.330 --> 00:29:16.000 the 70s. 00:29:16.000 --> 00:29:17.330 Yeah, I would probably write in 00:29:17.330 --> 00:29:18.000 the 70s. 00:29:18.000 --> 00:29:19.320 Yeah, I would probably write in 00:29:19.320 --> 00:29:20.000 the 70s. 00:29:20.000 --> 00:29:21.320 Yeah, I would probably write in 00:29:21.320 --> 00:29:22.000 the 70s. 00:29:22.000 --> 00:29:23.370 Yeah, I would probably write in 00:29:23.370 --> 00:29:24.000 the 70s. 00:29:24.000 --> 00:29:25.330 Yeah, I would probably write in 00:29:25.330 --> 00:29:26.000 the 70s. 00:29:26.000 --> 00:29:27.340 Yeah, I would probably write in 00:29:27.340 --> 00:29:28.000 the 70s. 00:29:28.000 --> 00:29:29.330 Yeah, I would probably write in 00:29:29.330 --> 00:29:30.000 the 70s. 00:29:30.000 --> 00:29:31.330 Yeah, I would probably write in 00:29:31.330 --> 00:29:32.000 the 70s. 00:29:32.000 --> 00:29:33.330 Yeah, I would probably write in 00:29:33.330 --> 00:29:34.000 the 70s. 00:29:34.000 --> 00:29:35.440 Yeah, I would probably write in 00:29:35.440 --> 00:29:36.000 the 70s. 00:29:36.000 --> 00:29:37.330 Yeah, I would probably write in 00:29:37.330 --> 00:29:38.000 the 70s. 00:29:38.000 --> 00:29:39.330 Yeah, I would probably write in 00:29:39.330 --> 00:29:40.000 the 70s. 00:29:40.000 --> 00:29:41.330 Yeah, I would probably write in 00:29:41.330 --> 00:29:42.000 the 70s. 00:29:42.000 --> 00:29:43.380 Yeah, I would probably write in 00:29:43.380 --> 00:29:44.000 the 70s. 00:29:44.000 --> 00:29:45.330 Yeah, I would probably write in 00:29:45.330 --> 00:29:46.000 the 70s. 00:29:46.000 --> 00:29:47.330 Yeah, I would probably write in 00:29:47.330 --> 00:29:48.000 the 70s. 00:29:48.000 --> 00:29:49.390 Yeah, I would probably write in 00:29:49.390 --> 00:29:50.000 the 70s. 00:29:50.000 --> 00:29:51.420 Yeah, I would probably write in 00:29:51.420 --> 00:29:52.000 the 70s. 00:29:52.000 --> 00:29:53.330 Yeah, I would probably write in 00:29:53.330 --> 00:29:54.000 the 70s. 00:29:54.000 --> 00:29:55.330 Yeah, I would probably write in 00:29:55.330 --> 00:29:56.000 the 70s. 00:29:56.000 --> 00:29:57.330 Yeah, I would probably write in 00:29:57.330 --> 00:29:58.000 the 70s. 00:29:58.000 --> 00:29:59.330 Yeah, I would probably write in 00:29:59.330 --> 00:30:00.000 the 70s. 00:30:00.000 --> 00:30:01.330 Yeah, I would probably write in 00:30:01.330 --> 00:30:02.000 the 70s. 00:30:02.000 --> 00:30:03.330 Yeah, I would probably write in 00:30:03.330 --> 00:30:04.000 the 70s. 00:30:04.000 --> 00:30:05.460 Yeah, I would probably write in 00:30:05.460 --> 00:30:06.000 the 70s. 00:30:06.000 --> 00:30:07.420 Yeah, I would probably write in 00:30:07.420 --> 00:30:08.000 the 70s. 00:30:08.000 --> 00:30:09.370 Yeah, I would probably write in 00:30:09.370 --> 00:30:10.000 the 70s. 00:30:10.000 --> 00:30:11.330 Yeah, I would probably write in 00:30:11.330 --> 00:30:12.000 the 70s. 00:30:12.000 --> 00:30:13.330 Yeah, I would probably write in 00:30:13.330 --> 00:30:14.000 the 70s. 00:30:14.000 --> 00:30:15.330 Yeah, I would probably write in 00:30:15.330 --> 00:30:16.000 the 70s. 00:30:16.000 --> 00:30:17.330 Yeah, I would probably write in 00:30:17.330 --> 00:30:18.000 the 70s. 00:30:18.000 --> 00:30:19.380 Yeah, I would probably write in 00:30:19.380 --> 00:30:20.000 the 70s. 00:30:20.000 --> 00:30:21.330 Yeah, I would probably write in 00:30:21.330 --> 00:30:22.000 the 70s. 00:30:22.000 --> 00:30:23.340 Yeah, I would probably write in 00:30:23.340 --> 00:30:24.000 the 70s. 00:30:24.000 --> 00:30:25.330 Yeah, I would probably write in 00:30:25.330 --> 00:30:26.000 the 70s. 00:30:26.000 --> 00:30:27.330 Yeah, I would probably write in 00:30:27.330 --> 00:30:28.000 the 70s. 00:30:28.000 --> 00:30:29.480 Yeah, I would probably write in 00:30:29.480 --> 00:30:30.000 the 70s. 00:30:30.000 --> 00:30:31.330 Yeah, I would probably write in 00:30:31.330 --> 00:30:32.000 the 70s. 00:30:32.000 --> 00:30:33.330 Yeah, I would probably write in 00:30:33.330 --> 00:30:34.000 the 70s. 00:30:34.000 --> 00:30:35.330 Yeah, I would probably write in 00:30:35.330 --> 00:30:36.000 the 70s. 00:30:36.000 --> 00:30:37.400 Yeah, I would probably write in 00:30:37.400 --> 00:30:38.000 the 70s. 00:30:38.000 --> 00:30:39.360 Yeah, I would probably write in 00:30:39.360 --> 00:30:40.000 the 70s. 00:30:40.000 --> 00:30:41.330 Yeah, I would probably write in 00:30:41.330 --> 00:30:42.000 the 70s. 00:30:42.000 --> 00:30:43.330 Yeah, I would probably write in 00:30:43.330 --> 00:30:44.000 the 70s. 00:30:44.000 --> 00:30:45.330 Yeah, I would probably write in 00:30:45.330 --> 00:30:46.000 the 70s. 00:30:46.000 --> 00:30:47.330 Yeah, I would probably write in 00:30:47.330 --> 00:30:48.000 the 70s. 00:30:48.000 --> 00:30:49.330 Yeah, I would probably write in 00:30:49.330 --> 00:30:50.000 the 70s. 00:30:50.000 --> 00:30:51.330 Yeah, I would probably write in 00:30:51.330 --> 00:30:52.000 the 70s. 00:30:52.000 --> 00:30:53.330 Yeah, I would probably write in 00:30:53.330 --> 00:30:54.000 the 70s. 00:30:54.000 --> 00:30:55.330 Yeah, I would probably write in 00:30:55.330 --> 00:30:56.000 the 70s. 00:30:56.000 --> 00:30:57.330 Yeah, I would probably write in 00:30:57.330 --> 00:30:58.000 the 70s. 00:30:58.000 --> 00:30:59.350 Yeah, I would probably write in 00:30:59.350 --> 00:31:00.000 the 70s. 00:31:00.000 --> 00:31:01.330 Yeah, I would probably write in 00:31:01.330 --> 00:31:02.000 the 70s. 00:31:02.000 --> 00:31:03.330 Yeah, I would probably write in 00:31:03.330 --> 00:31:04.000 the 70s. 00:31:04.000 --> 00:31:05.340 Yeah, I would probably write in 00:31:05.340 --> 00:31:06.000 the 70s. 00:31:06.000 --> 00:31:07.350 Yeah, I would probably write in 00:31:07.350 --> 00:31:08.000 the 70s. 00:31:08.000 --> 00:31:09.330 Yeah, I would probably write in 00:31:09.330 --> 00:31:10.000 the 70s. 00:31:10.000 --> 00:31:11.420 Yeah, I would probably write in 00:31:11.420 --> 00:31:12.000 the 70s. 00:31:12.000 --> 00:31:13.330 Yeah, I would probably write in 00:31:13.330 --> 00:31:14.000 the 70s. 00:31:14.000 --> 00:31:15.330 Yeah, I would probably write in 00:31:15.330 --> 00:31:16.000 the 70s. 00:31:16.000 --> 00:31:17.460 Yeah, I would probably write in 00:31:17.460 --> 00:31:18.000 the 70s. 00:31:18.000 --> 00:31:19.330 Yeah, I would probably write in 00:31:19.330 --> 00:31:20.000 the 70s. 00:31:20.000 --> 00:31:21.330 Yeah, I would probably write in 00:31:21.330 --> 00:31:22.000 the 70s. 00:31:22.000 --> 00:31:23.330 Yeah, I would probably write in 00:31:23.330 --> 00:31:24.000 the 70s. 00:31:24.000 --> 00:31:25.330 Yeah, I would probably write in 00:31:25.330 --> 00:31:26.000 the 70s. 00:31:26.000 --> 00:31:27.320 Yeah, I would probably write in 00:31:27.320 --> 00:31:28.000 the 70s. 00:31:28.000 --> 00:31:29.330 Yeah, I would probably write in 00:31:29.330 --> 00:31:30.000 the 70s. 00:31:30.000 --> 00:31:31.290 Yeah, I would probably write in 00:31:31.290 --> 00:31:32.000 the 70s. 00:31:32.000 --> 00:31:33.330 Yeah, I would probably write in 00:31:33.330 --> 00:31:34.000 the 70s. 00:31:34.000 --> 00:31:35.360 Yeah, I would probably write in 00:31:35.360 --> 00:31:36.000 the 70s. 00:31:36.000 --> 00:31:37.330 Yeah, I would probably write in 00:31:37.330 --> 00:31:38.000 the 70s. 00:31:38.000 --> 00:31:39.370 Yeah, I would probably write in 00:31:39.370 --> 00:31:40.000 the 70s. 00:31:40.000 --> 00:31:41.320 Yeah, I would probably write in 00:31:41.320 --> 00:31:42.000 the 70s. 00:31:42.000 --> 00:31:43.330 Yeah, I would probably write in 00:31:43.330 --> 00:31:44.000 the 70s. 00:31:44.000 --> 00:31:45.390 Yeah, I would probably write in 00:31:45.390 --> 00:31:46.000 the 70s. 00:31:46.000 --> 00:31:47.390 Yeah, I would probably write in 00:31:47.390 --> 00:31:48.000 the 70s. 00:31:48.000 --> 00:31:49.370 Yeah, I would probably write in 00:31:49.370 --> 00:31:50.000 the 70s. 00:31:50.000 --> 00:31:51.350 Yeah, I would probably write in 00:31:51.350 --> 00:31:52.000 the 70s. 00:31:52.000 --> 00:31:53.330 Yeah, I would probably write in 00:31:53.330 --> 00:31:54.000 the 70s. 00:31:54.000 --> 00:31:55.330 Yeah, I would probably write in 00:31:55.330 --> 00:31:56.000 the 70s. 00:31:56.000 --> 00:31:57.330 Yeah, I would probably write in 00:31:57.330 --> 00:31:58.000 the 70s. 00:31:58.000 --> 00:31:59.400 Yeah, I would probably write in 00:31:59.400 --> 00:32:00.000 the 70s. 00:32:00.000 --> 00:32:01.320 Yeah, I would probably write in 00:32:01.320 --> 00:32:02.000 the 70s. 00:32:02.000 --> 00:32:03.330 Yeah, I would probably write in 00:32:03.330 --> 00:32:04.000 the 70s. 00:32:04.000 --> 00:32:05.330 Yeah, I would probably write in 00:32:05.330 --> 00:32:06.000 the 70s. 00:32:06.000 --> 00:32:07.330 Yeah, I would probably write in 00:32:07.330 --> 00:32:08.000 the 70s. 00:32:08.000 --> 00:32:09.330 Yeah, I would probably write in 00:32:09.330 --> 00:32:10.000 the 70s. 00:32:10.000 --> 00:32:11.330 Yeah, I would probably write in 00:32:11.330 --> 00:32:12.000 the 70s. 00:32:12.000 --> 00:32:13.340 Yeah, I would probably write in 00:32:13.340 --> 00:32:14.000 the 70s. 00:32:14.000 --> 00:32:15.330 Yeah, I would probably write in 00:32:15.330 --> 00:32:16.000 the 70s. 00:32:16.000 --> 00:32:17.330 Yeah, I would probably write in 00:32:17.330 --> 00:32:18.000 the 70s. 00:32:18.000 --> 00:32:19.330 Yeah, I would probably write in 00:32:19.330 --> 00:32:20.000 the 70s. 00:32:20.000 --> 00:32:21.330 Yeah, I would probably write in 00:32:21.330 --> 00:32:22.000 the 70s. 00:32:22.000 --> 00:32:23.330 Yeah, I would probably write in 00:32:23.330 --> 00:32:24.000 the 70s. 00:32:24.000 --> 00:32:25.360 Yeah, I would probably write in 00:32:25.360 --> 00:32:26.000 the 70s. 00:32:26.000 --> 00:32:27.350 Yeah, I would probably write in 00:32:27.350 --> 00:32:28.000 the 70s. 00:32:28.000 --> 00:32:29.390 Yeah, I would probably write in 00:32:29.390 --> 00:32:30.000 the 70s. 00:32:30.000 --> 00:32:31.380 Yeah, I would probably write in 00:32:31.380 --> 00:32:32.000 the 70s. 00:32:32.000 --> 00:32:33.330 Yeah, I would probably write in 00:32:33.330 --> 00:32:34.000 the 70s. 00:32:34.000 --> 00:32:35.420 Yeah, I would probably write in 00:32:35.420 --> 00:32:36.000 the 70s. 00:32:36.000 --> 00:32:37.330 Yeah, I would probably write in 00:32:37.330 --> 00:32:38.000 the 70s. 00:32:38.000 --> 00:32:39.330 Yeah, I would probably write in 00:32:39.330 --> 00:32:40.000 the 70s. 00:32:40.000 --> 00:32:41.320 Yeah, I would probably write in 00:32:41.320 --> 00:32:42.000 the 70s. 00:32:42.000 --> 00:32:43.330 Yeah, I would probably write in 00:32:43.330 --> 00:32:44.000 the 70s. 00:32:44.000 --> 00:32:45.330 Yeah, I would probably write in 00:32:45.330 --> 00:32:46.000 the 70s. 00:32:46.000 --> 00:32:47.340 Yeah, I would probably write in 00:32:47.340 --> 00:32:48.000 the 70s. 00:32:48.000 --> 00:32:49.330 Yeah, I would probably write in 00:32:49.330 --> 00:32:50.000 the 70s. 00:32:50.000 --> 00:32:51.330 Yeah, I would probably write in 00:32:51.330 --> 00:32:52.000 the 70s. 00:32:52.000 --> 00:32:53.330 Yeah, I would probably write in 00:32:53.330 --> 00:32:54.000 the 70s. 00:32:54.000 --> 00:32:55.330 Yeah, I would probably write in 00:32:55.330 --> 00:32:56.000 the 70s. 00:32:56.000 --> 00:32:57.330 Yeah, I would probably write in 00:32:57.330 --> 00:32:58.000 the 70s. 00:32:58.000 --> 00:32:59.330 Yeah, I would probably write in 00:32:59.330 --> 00:33:00.000 the 70s. 00:33:00.000 --> 00:33:01.330 Yeah, I would probably write in 00:33:01.330 --> 00:33:02.000 the 70s. 00:33:02.000 --> 00:33:03.460 Yeah, I would probably write in 00:33:03.460 --> 00:33:04.000 the 70s. 00:33:04.000 --> 00:33:05.330 Yeah, I would probably write in 00:33:05.330 --> 00:33:06.000 the 70s. 00:33:06.000 --> 00:33:07.320 Yeah, I would probably write in 00:33:07.320 --> 00:33:08.000 the 70s. 00:33:08.000 --> 00:33:09.390 Yeah, I would probably write in 00:33:09.390 --> 00:33:10.000 the 70s. 00:33:10.000 --> 00:33:11.330 Yeah, I would probably write in 00:33:11.330 --> 00:33:12.000 the 70s. 00:33:12.000 --> 00:33:13.330 Yeah, I would probably write in 00:33:13.330 --> 00:33:14.000 the 70s. 00:33:14.000 --> 00:33:15.440 Yeah, I would probably write in 00:33:15.440 --> 00:33:16.000 the 70s. 00:33:16.000 --> 00:33:17.330 Yeah, I would probably write in 00:33:17.330 --> 00:33:18.000 the 70s. 00:33:18.000 --> 00:33:19.330 Yeah, I would probably write in 00:33:19.330 --> 00:33:20.000 the 70s. 00:33:20.000 --> 00:33:21.480 Yeah, I would probably write in 00:33:21.480 --> 00:33:22.000 the 70s. 00:33:22.000 --> 00:33:23.330 Yeah, I would probably write in 00:33:23.330 --> 00:33:24.000 the 70s. 00:33:24.000 --> 00:33:25.330 Yeah, I would probably write in 00:33:25.330 --> 00:33:26.000 the 70s. 00:33:26.000 --> 00:33:27.330 Yeah, I would probably write in 00:33:27.330 --> 00:33:28.000 the 70s. 00:33:28.000 --> 00:33:29.330 Yeah, I would probably write in 00:33:29.330 --> 00:33:30.000 the 70s. 00:33:30.000 --> 00:33:31.320 Yeah, I would probably write in 00:33:31.320 --> 00:33:32.000 the 70s. 00:33:32.000 --> 00:33:33.330 Yeah, I would probably write in 00:33:33.330 --> 00:33:34.000 the 70s. 00:33:34.000 --> 00:33:35.320 Yeah, I would probably write in 00:33:35.320 --> 00:33:36.000 the 70s. 00:33:36.000 --> 00:33:37.320 Yeah, I would probably write in 00:33:37.320 --> 00:33:38.000 the 70s. 00:33:38.000 --> 00:33:39.330 Yeah, I would probably write in 00:33:39.330 --> 00:33:40.000 the 70s. 00:33:40.000 --> 00:33:41.340 Yeah, I would probably write in 00:33:41.340 --> 00:33:42.000 the 70s. 00:33:42.000 --> 00:33:43.330 Yeah, I would probably write in 00:33:43.330 --> 00:33:44.000 the 70s. 00:33:44.000 --> 00:33:45.330 Yeah, I would probably write in 00:33:45.330 --> 00:33:46.000 the 70s. 00:33:46.000 --> 00:33:47.330 Yeah, I would probably write in 00:33:47.330 --> 00:33:48.000 the 70s. 00:33:48.000 --> 00:33:49.330 Yeah, I would probably write in 00:33:49.330 --> 00:33:50.000 the 70s. 00:33:50.000 --> 00:33:51.330 Yeah, I would probably write in 00:33:51.330 --> 00:33:52.000 the 70s. 00:33:52.000 --> 00:33:53.330 Yeah, I would probably write in 00:33:53.330 --> 00:33:54.000 the 70s. 00:33:54.000 --> 00:33:55.330 Yeah, I would probably write in 00:33:55.330 --> 00:33:56.000 the 70s. 00:33:56.000 --> 00:33:57.340 Yeah, I would probably write in 00:33:57.340 --> 00:33:58.000 the 70s. 00:33:58.000 --> 00:33:59.330 Yeah, I would probably write in 00:33:59.330 --> 00:34:00.000 the 70s. 00:34:00.000 --> 00:34:01.330 Yeah, I would probably write in 00:34:01.330 --> 00:34:02.000 the 70s. 00:34:02.000 --> 00:34:03.440 Yeah, I would probably write in 00:34:03.440 --> 00:34:04.000 the 70s. 00:34:04.000 --> 00:34:05.480 Yeah, I would probably write in 00:34:05.480 --> 00:34:06.000 the 70s. 00:34:06.000 --> 00:34:07.330 Yeah, I would probably write in 00:34:07.330 --> 00:34:08.000 the 70s. 00:34:08.000 --> 00:34:09.330 Yeah, I would probably write in 00:34:09.330 --> 00:34:10.000 the 70s. 00:34:10.000 --> 00:34:11.330 Yeah, I would probably write in 00:34:11.330 --> 00:34:12.000 the 70s. 00:34:12.000 --> 00:34:13.330 Yeah, I would probably write in 00:34:13.330 --> 00:34:14.000 the 70s. 00:34:14.000 --> 00:34:15.330 Yeah, I would probably write in 00:34:15.330 --> 00:34:16.000 the 70s. 00:34:16.000 --> 00:34:17.330 Yeah, I would probably write in 00:34:17.330 --> 00:34:18.000 the 70s. 00:34:18.000 --> 00:34:19.330 Yeah, I would probably write in 00:34:19.330 --> 00:34:20.000 the 70s. 00:34:20.000 --> 00:34:21.330 Yeah, I would probably write in 00:34:21.330 --> 00:34:22.000 the 70s. 00:34:22.000 --> 00:34:23.450 Yeah, I would probably write in 00:34:23.450 --> 00:34:24.000 the 70s. 00:34:24.000 --> 00:34:25.360 Yeah, I would probably write in 00:34:25.360 --> 00:34:26.000 the 70s. 00:34:26.000 --> 00:34:27.330 Yeah, I would probably write in 00:34:27.330 --> 00:34:28.000 the 70s. 00:34:28.000 --> 00:34:29.330 Yeah, I would probably write in 00:34:29.330 --> 00:34:30.000 the 70s. 00:34:30.000 --> 00:34:31.410 Yeah, I would probably write in 00:34:31.410 --> 00:34:32.000 the 70s. 00:34:32.000 --> 00:34:33.460 Yeah, I would probably write in 00:34:33.460 --> 00:34:34.000 the 70s. 00:34:34.000 --> 00:34:35.330 Yeah, I would probably write in 00:34:35.330 --> 00:34:36.000 the 70s. 00:34:36.000 --> 00:34:37.330 Yeah, I would probably write in 00:34:37.330 --> 00:34:38.000 the 70s. 00:34:38.000 --> 00:34:39.330 Yeah, I would probably write in 00:34:39.330 --> 00:34:40.000 the 70s. 00:34:40.000 --> 00:34:41.330 Yeah, I would probably write in 00:34:41.330 --> 00:34:42.000 the 70s. 00:34:42.000 --> 00:34:43.360 Yeah, I would probably write in 00:34:43.360 --> 00:34:44.000 the 70s. 00:34:44.000 --> 00:34:45.330 Yeah, I would probably write in 00:34:45.330 --> 00:34:46.000 the 70s. 00:34:46.000 --> 00:34:47.320 Yeah, I would probably write in 00:34:47.320 --> 00:34:48.000 the 70s. 00:34:48.000 --> 00:34:49.330 Yeah, I would probably write in 00:34:49.330 --> 00:34:50.000 the 70s. 00:34:50.000 --> 00:34:51.330 Yeah, I would probably write in 00:34:51.330 --> 00:34:52.000 the 70s. 00:34:52.000 --> 00:34:53.330 Yeah, I would probably write in 00:34:53.330 --> 00:34:54.000 the 70s. 00:34:54.000 --> 00:34:55.480 Yeah, I would probably write in 00:34:55.480 --> 00:34:56.000 the 70s. 00:34:56.000 --> 00:34:57.330 Yeah, I would probably write in 00:34:57.330 --> 00:34:58.000 the 70s. 00:34:58.000 --> 00:34:59.330 Yeah, I would probably write in 00:34:59.330 --> 00:35:00.000 the 70s. 00:35:00.000 --> 00:35:01.330 Yeah, I would probably write in 00:35:01.330 --> 00:35:02.000 the 70s. 00:35:02.000 --> 00:35:03.330 Yeah, I would probably write in 00:35:03.330 --> 00:35:04.000 the 70s. 00:35:04.000 --> 00:35:05.330 Yeah, I would probably write in 00:35:05.330 --> 00:35:06.000 the 70s. 00:35:06.000 --> 00:35:07.330 Yeah, I would probably write in 00:35:07.330 --> 00:35:08.000 the 70s. 00:35:08.000 --> 00:35:09.330 Yeah, I would probably write in 00:35:09.330 --> 00:35:10.000 the 70s. 00:35:10.000 --> 00:35:11.330 Yeah, I would probably write in 00:35:11.330 --> 00:35:12.000 the 70s. 00:35:12.000 --> 00:35:13.420 Yeah, I would probably write in 00:35:13.420 --> 00:35:14.000 the 70s. 00:35:14.000 --> 00:35:15.330 Yeah, I would probably write in 00:35:15.330 --> 00:35:16.000 the 70s. 00:35:16.000 --> 00:35:17.330 Yeah, I would probably write in 00:35:17.330 --> 00:35:18.000 the 70s. 00:35:18.000 --> 00:35:19.340 Yeah, I would probably write in 00:35:19.340 --> 00:35:20.000 the 70s. 00:35:20.000 --> 00:35:21.330 Yeah, I would probably write in 00:35:21.330 --> 00:35:22.000 the 70s. 00:35:22.000 --> 00:35:23.330 Yeah, I would probably write in 00:35:23.330 --> 00:35:24.000 the 70s. 00:35:24.000 --> 00:35:25.330 Yeah, I would probably write in 00:35:25.330 --> 00:35:26.000 the 70s. 00:35:26.000 --> 00:35:27.330 Yeah, I would probably write in 00:35:27.330 --> 00:35:28.000 the 70s. 00:35:28.000 --> 00:35:29.330 Yeah, I would probably write in 00:35:29.330 --> 00:35:30.000 the 70s. 00:35:30.000 --> 00:35:31.350 Yeah, I would probably write in 00:35:31.350 --> 00:35:32.000 the 70s. 00:35:32.000 --> 00:35:33.340 Yeah, I would probably write in 00:35:33.340 --> 00:35:34.000 the 70s. 00:35:34.000 --> 00:35:35.330 Yeah, I would probably write in 00:35:35.330 --> 00:35:36.000 the 70s. 00:35:36.000 --> 00:35:37.430 Yeah, I would probably write in 00:35:37.430 --> 00:35:38.000 the 70s. 00:35:38.000 --> 00:35:39.330 Yeah, I would probably write in 00:35:39.330 --> 00:35:40.000 the 70s. 00:35:40.000 --> 00:35:41.330 Yeah, I would probably write in 00:35:41.330 --> 00:35:42.000 the 70s. 00:35:42.000 --> 00:35:43.330 Yeah, I would probably write in 00:35:43.330 --> 00:35:44.000 the 70s. 00:35:44.000 --> 00:35:45.330 Yeah, I would probably write in 00:35:45.330 --> 00:35:46.000 the 70s. 00:35:46.000 --> 00:35:47.340 Yeah, I would probably write in 00:35:47.340 --> 00:35:48.000 the 70s. 00:35:48.000 --> 00:35:49.330 Yeah, I would probably write in 00:35:49.330 --> 00:35:50.000 the 70s. 00:35:50.000 --> 00:35:51.330 Yeah, I would probably write in 00:35:51.330 --> 00:35:52.000 the 70s. 00:35:52.000 --> 00:35:53.330 Yeah, I would probably write in 00:35:53.330 --> 00:35:54.000 the 70s. 00:35:54.000 --> 00:35:55.390 Yeah, I would probably write in 00:35:55.390 --> 00:35:56.000 the 70s. 00:35:56.000 --> 00:35:57.480 Yeah, I would probably write in 00:35:57.480 --> 00:35:58.000 the 70s. 00:35:58.000 --> 00:35:59.330 Yeah, I would probably write in 00:35:59.330 --> 00:36:00.000 the 70s. 00:36:00.000 --> 00:36:01.330 Yeah, I would probably write in 00:36:01.330 --> 00:36:02.000 the 70s. 00:36:02.000 --> 00:36:03.330 Yeah, I would probably write in 00:36:03.330 --> 00:36:04.000 the 70s. 00:36:04.000 --> 00:36:05.350 Yeah, I would probably write in 00:36:05.350 --> 00:36:06.000 the 70s. 00:36:06.000 --> 00:36:07.360 Yeah, I would probably write in 00:36:07.360 --> 00:36:08.000 the 70s. 00:36:08.000 --> 00:36:09.400 Yeah, I would probably write in 00:36:09.400 --> 00:36:10.000 the 70s. 00:36:10.000 --> 00:36:11.330 Yeah, I would probably write in 00:36:11.330 --> 00:36:12.000 the 70s. 00:36:12.000 --> 00:36:13.330 Yeah, I would probably write in 00:36:13.330 --> 00:36:14.000 the 70s. 00:36:14.000 --> 00:36:15.450 Yeah, I would probably write in 00:36:15.450 --> 00:36:16.000 the 70s. 00:36:16.000 --> 00:36:17.330 Yeah, I would probably write in 00:36:17.330 --> 00:36:18.000 the 70s. 00:36:18.000 --> 00:36:19.330 Yeah, I would probably write in 00:36:19.330 --> 00:36:20.000 the 70s. 00:36:20.000 --> 00:36:21.330 Yeah, I would probably write in 00:36:21.330 --> 00:36:22.000 the 70s. 00:36:22.000 --> 00:36:23.360 Yeah, I would probably write in 00:36:23.360 --> 00:36:24.000 the 70s. 00:36:24.000 --> 00:36:25.330 Yeah, I would probably write in 00:36:25.330 --> 00:36:26.000 the 70s. 00:36:26.000 --> 00:36:27.330 Yeah, I would probably write in 00:36:27.330 --> 00:36:28.000 the 70s. 00:36:28.000 --> 00:36:29.330 Yeah, I would probably write in 00:36:29.330 --> 00:36:30.000 the 70s. 00:36:30.000 --> 00:36:31.330 Yeah, I would probably write in 00:36:31.330 --> 00:36:32.000 the 70s. 00:36:32.000 --> 00:36:33.760 - Yeah, I think so. 00:36:33.760 --> 00:36:35.280 Thanks everybody, see you soon.