Episode 57

E57: To Quote an Expert: “Using Someone Else’s IP Might Cost You.”

As I talk to my listeners about their journey from Hourly to Exit, I assume they will be building Intellectual Property (IP) assets to sell to clients and the public. Well, unless you figured out how to reinvent the wheel, you may be inspired by or even using materials that another expert in your field created. Giving that person credit and promoting their book is the right thing to do, but it may not be enough. You may need to ask for permission.

In this episode of Hourly to Exit, I cover some critical points about getting permission to use someone else’s copyrighted materials, including:

  • Understanding the nature of the copyrighted material as an asset the owner can use for profit
  • The process for securing permission, including finding the actual owner (hint, the author isn’t always the owner!).
  • Why it’s essential to get permission in “writing,” which has specific formalities more complex than you’d think.
  • BONUS: We take a brief detour into the fascinating world of filmmaking.

For any expert with a service-based business, it’s critical to build your reputation and your IP inventory on a solid foundation. Getting the correct permissions is an important step. If you aren’t sure about whether you can use something in your materials, contact me for a consultation.

Connect with Erin to learn how to use intellectual property to increase your income and impact. hourlytoexit.com/podcast.

Erin's LinkedIn Page: https://www.linkedin.com/in/erinaustin/

Think Beyond IP YouTube Page: https://www.youtube.com/channel/UCVztXnDYnZ83oIb-EGX9IGA/videos

Music credit: Yes She Can by Tiny Music

A Team Dklutr production

Transcript
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Hello ladies.

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Welcome to this week's

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episode of Hourly to Exit.

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Today we're gonna talk about

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what happens if you want to

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use a thought leader's book

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in your course or workshop.

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Now, I've received this

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question a few times

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recently, so I wanted to.

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Pop in and have a

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conversation about that.

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Now, for some of you, someone

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has literally written the

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book on the topic that

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you wanna cover in your

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course or workshop, so

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it makes sense to you to

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use, portions of the text.

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Maybe there's some examples

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in there, some insights

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for you to put it on slides

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or to incorporate it into

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the accompanying workbook.

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you would very happily give

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the thought leader credit.

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You would also encourage

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everyone to buy the book since

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you personally believe that it

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is required reading for anyone

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doing work in your space.

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So that would be fair, right?

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They'd get credit.

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You'd encourage everyone

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to buy the book.

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Of course, I cannot

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answer that for you

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because that would be

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giving you legal advice.

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So whether or not you

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can use someone else's

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material without asking for

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permission is fact specific.

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By that, it means.

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If and how you can use

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somebody else's material

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depends entirely on

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the specific facts

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related to your use.

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So that can only be determined

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on a one-on-one business after

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looking at the totality of the

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issues surrounding the use.

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However, because it comes

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up so often, I am going

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to give you a mini lecture

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and then I will talk about

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how to get permission to

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use a book in your course.

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So I wanna start by

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separating this use from

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teachers in a classroom.

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People will often refer

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to their experience,

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being in the classroom, at

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college level, typically,

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in academic setting.

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And that, frequently they'll

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get handouts that include,

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other people's work.

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So this does not apply to you.

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This does not apply to your

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expertise based business.

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You are.

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Leading workshops or

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teaching courses for profit.

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This is your business.

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This is a commercial

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use, not an academic

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use or educational use.

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So that, use by teachers

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in the classroom is not

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applicable to your use.

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Secondly, I wanna make sure

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that we don't ignore the

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realness of the items that

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you get off the internet.

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intellectual property

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rights are assets.

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I know you know this 'cause

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I'm always telling you.

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but, Still, there's something

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about being able to download

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something off the internet,

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without paying for it,

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that somehow people aren't

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completely understanding

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the real, ability to possess

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something that you can

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download off the internet.

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So intellectual property

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rights, I mean, they

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are real assets.

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They are owned and registered.

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They can be bought and sold.

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They can be

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licensed or loaned.

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They can be divided.

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They can even be inherited.

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So in our particular

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circumstance, when we're

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talking about books, we're

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talking about copyrights,

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is the specific type of

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intellectual property rights

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that we're talking about.

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So as a brief refresher,

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copyright protection

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grants, the owner, the

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exclusive rights to do

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all of the following.

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To reproduce the work, i

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e make copies to create

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derivative works such

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as, turning a book into

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a movie, distribute

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copies to the public.

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That means like to

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sell it to the public.

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Perform the work, take

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a play and it on stage.

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Display the work publicly,

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like artwork or transmit

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the work publicly, such

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as over the airwaves.

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And you also have the

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exclusive right to authorize

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anyone else to exercise

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any of those rights.

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So that would be

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such as a license, a

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publishing agreement, a

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distribution agreement.

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intellectual property rights

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that the copyright owner of

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that book are just as much

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of an asset to that owner as

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their car or their house, they

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have just as much right to the

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exclusive use of their car.

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Or their house as they

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do to their intellectual

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property rights.

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So I want you to think

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about the exception to

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those exclusive rights as

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narrowly as you think about

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exceptions to exclusive

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use of your property.

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I mean, you don't think that,

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I have exclusive use to my

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property unless, I'm not gonna

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notice that you're using it.

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the exceptions to

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use of your property.

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I'm not talking about physical

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property, would be, you know,

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Emergencies or some sort of

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legal action that results

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in an IMiD domain .Process,

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but you don't get to use

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somebody else's property,

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just because it'd be more

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convenient or you don't get to

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use somebody else's property

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because they're out of town

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and they'll never notice,

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or you don't get to use the

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property because, it's so

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large that, know, if I just.

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Go to the back of their

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property and do some hunting.

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No one's ever gonna notice

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it's still their property.

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They still have exclusive

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rights about how that

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property is used.

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And the same thing applies to

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intellectual property assets.

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Someone owns the rights

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to exploit it exclusively.

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So I'm going to use this

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as an opportunity to talk

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about my parallels between,

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inventory in the physical

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sense of inventory, the kind

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that you can put on financial

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statement and the way I like

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to talk about inventory in our

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expertise based businesses.

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So when we look at the.

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Definition of inventory.

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We have raw material, we

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have works in progress,

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and we have finished goods.

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And by the way, I did

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do a deep dive about

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the parallels, about.

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Taking inventory of our

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intellectual property in

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episode, 53 if you are

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interested in, in finding out

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more about that, conversation.

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But to briefly recap

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it, I talk about, the

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raw materials in our

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expertise based business.

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Those are the foundational

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parts of our expertise.

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So those are original ideas

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and the firsthand experiences

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that we have, probably as an

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employee, as we're growing

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our area of expertise.

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As we go out on our own,

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the client work will

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help build our expertise.

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We might get certifications,

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we'll do trainings,

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continuing education.

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Maybe we do our own research

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and even the work that we

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engage subcontractors to do.

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' cause a lot of times we'll

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have a subcontractor who knows

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something better than we do,

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'cause that's their expertise.

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And so all these things

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are the raw materials

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that are the foundational

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parts of our expertise.

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And then we move on to

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our works in progress.

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So as we develop our

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expertise, we start to notice

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patterns and we start to

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create internal resources

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so we can be, more efficient

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and more predictable

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in the results that we

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deliver to our clients.

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So these are things

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like our system and, and

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processes, SOPs, templates,

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frameworks, and methodologies

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that we use internally.

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Those are our

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works in progress.

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And then we have our

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finished products.

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When we develop our expertise

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to the point that we're ready

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to graduate from one-on-one

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services to creating scalable

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revenue streams, and we create

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those finished products.

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I look at that as our

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finished product inventory.

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So those are things that

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we are selling externally,

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like group training

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and courses and books.

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templates that we're selling

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and when we're licensing

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our expertise as well.

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So from an inventory

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perspective, the thought

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leader's book, that is

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her finished product.

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It is the culmination of her

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. Expertise and she's used

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it to package it into a

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new revenue stream that

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she is selling for profit.

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And so, It reminds me of the

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Picasso example where we've

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all heard this one where

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someone comes up to him in

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a restaurant and they ask

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him to a drawing on a napkin

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and he does a little drawing

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and then he charges her, a

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million bucks, I guess it is.

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And like, why you just,

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wrote that on a napkin.

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Well, it's, the reason I was

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able to do that is 'cause I

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spent a lifetime perfecting

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my craft, and that's what

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thought leader's book is

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a career of perfecting her

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craft and putting it into

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this finished product.

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And so she's earned the

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right to the exclusive

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use of that product.

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And that same book when it

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is in your hands, is raw

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material for your inventory.

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It is something that

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you are going to be

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using as an influence.

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or at literally an element

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of your course or workshop.

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So, whether we're using

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it as an influence is a

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separate conversation.

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If you literally want to use

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parts of her book in your

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course or workshop, then that

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is the same as, the steering

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wheel in a car, like you don't

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get to get the parts for your

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finished product for free.

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You do need to pay for that.

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That is a cost of

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doing business.

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I don't think there is any

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scenario where we would

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think that if it was a

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physical product that we

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would be able to take someone

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else's finished product.

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So if I am a screw

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manufacturer, screws are my

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finished product and I make,

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cars and I need their screw.

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So their finished product

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is my raw material.

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I pay for that raw

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material to include in

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my finished product.

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so, I want us to think about

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other people's finished

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products in the same way

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when we are using them as raw

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materials for our finished

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products there's my lecture.

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So think about, do you

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really think it would be

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reasonable to use somebody

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else's finished product?

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As raw materials for our

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finished products and

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generally, you know, I'm an

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intellectual profit lawyer.

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I am going to say what you

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need to do for the most part,

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and there will always be

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exceptions, but for the most

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part, you need to purchase the

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right to acquire the right.

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It may not cost you anything,

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but it probably will acquire

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the right to use somebody

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else's finished product as

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a raw material for yours.

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So securing permission is

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really the only way you can

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ensure that the intended use

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is not an infringement of

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the copyright owner's rights.

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I mentioned fair use briefly.

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I never teach people

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how to use fair use.

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Fair use is a defense.

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So, I will say, when I

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was in the film business,

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I, was a motion picture

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lawyer for about 10 years,

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and we would have to

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make fair use judgements

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as we were shooting.

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let's say we're shooting

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inside of a, grocery store,

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and so your characters

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are walking through the

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aisles, you're not going

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to clear every single, box

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of cereal and, soda that

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shows up on screen as your

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characters walk through

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the aisles, but you will.

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So we would have to make fair

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use judgements about, what was

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on screen in the background.

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What could we use?

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I.

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As a fair use and what

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we would either need

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to secure the rights

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to use or to blur out.

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Sometimes you shoot something

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and then it comes out later.

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We would do, this

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is a little aside.

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We would look at

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dailies every day.

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We would see what

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was shot that day.

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And as the production lawyer,

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you had to look through the

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dailies and make sure that

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anything that appeared on

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screen was cleared for use.

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So if you, got the dailies,

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you didn't know that they

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were gonna do something,

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that day, and then you

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get the dailies like

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what, the main characters.

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stands right in front

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of the cereal aisle and

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clear as day, or, corn

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Flakes and, Cheerios, and

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they're having an argument.

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even the context

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sometimes mattered.

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if something wonderful is

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happening, then something

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terrible is happening.

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Like, eh, maybe you

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have to blur it, you

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and you can't use it.

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All that to say is that,

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once again, fair use,

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extremely fact specific,

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and it's something that

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needs to be looked at

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after you have all the

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facts in place and you know

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what's gonna happen there.

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It's not something that

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can be judged upfront.

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All right.

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So with that in mind,

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if you're going to use

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anybody else's materials,

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anyone else's materials

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in yours, then you

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should secure permission.

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So what's the

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process for that?

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First, you want to find out

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is it in fact protected?

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Now, if you're talking about

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a current thought leader,

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and I'm assuming these are.

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Current thought leaders

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books, then the likelihood

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is extremely high that

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book is eligible for

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copyright protection.

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But you know, as a formality,

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we would confirm that,

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maybe it's something from

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before, like, I don't know

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how long ago was, things

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like, how to win friends

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and influence people, like

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maybe that was published

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during a time when copyright

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notices were required

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and it didn't have one.

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So back then, if you didn't,

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literally didn't have that,

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see in a circle and the formal

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copyright notice on there,

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you, it wouldn't be protected.

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So maybe it's something

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that slipped through

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the cracks there.

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Maybe it was published

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so long ago that the.

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period of protection has

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passed and is now in the

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public domain, or maybe

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it falls into a category

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of works that are not

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copyrightable, like facts

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or natural phenomenon.

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so it's possible that, the

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book or the portions of the

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book that you wanna reproduce,

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you, obviously you're not

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copying the whole thing, but

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that the portion of the book

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that you want to reproduce

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is not copyrightable.

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but for the purposes of this

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conversation, let's assume

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that it is copyrightable

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and is, protectable.

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So now you may need

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to identify the owner.

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it could be as simple as

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looking at the title page.

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So the back of the title page

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there will be the copyright

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statement where it will say

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who the copyright owner is.

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that's typically found the

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back of the copyright page.

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However, that would state

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who the copyright owner was

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at the time of publication.

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That can change a couple

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of things could be that

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either the writer who I'm

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just gonna assume is the

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thought leader is no longer

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the copyright owner or never

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was the copyright owner.

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So let's say for instance,

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the thought leader worked for.

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I b m, maybe it was, I

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can remember his name,

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Jack Welsh gm, right?

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So maybe when he wrote

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a well-known book and

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maybe when he wrote it,

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it was in his role as c

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e O of General Electric.

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And General Electric actually

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owns the copyright in

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his book, not Jack Welsh.

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that also may apply, that

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maybe, I write a novel at, my.

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Business is Aaron

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oss la P e l c.

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And someday, I sell it.

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And then when I sell

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my business, maybe I

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also sell the work that

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is the underlying, big

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idea underneath the

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business that I sell.

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And so I also sell the

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copyright in the book,

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to the acquiring company.

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So it could be that, the

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book was written for somebody

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else as a work for hire, or

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it was sold in the interim.

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Or I pass it on to my

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son when it's time for

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me to leave this realm.

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So there are a number of

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reasons why the copyright

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owner listed in the

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book may not, be the

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current owner as the time

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that you wanna use it.

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Another way you can find

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out is that you can go to

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the us copyright has public

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records, and now as you know,

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not everything is always

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registered, but if it's been

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registered and that's been

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up to date, you search it

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by title and it will show

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you who the copyright owner

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is as of time of searching

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based on the public records.

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So we identify who the owner

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is to the best of our ability.

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And then we identify what

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rights do we need, what

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exactly do we wanna do

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with the work that we get

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from the thought leader?

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So, You'll wanna identify

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which material you wanna use.

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And then you look at that

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bundle of rights, that

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compromise, copyrights, and

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we talked about them before,

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reproduction, distribution,

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display performance.

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And so which of those bundle

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of rights do you need for

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what you wanna do with it?

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let's say you wanna be able

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to make copies, probably

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if you're gonna include

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it in your workbooks, and

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you're gonna distribute

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that to the participants.

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Maybe you wanna

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create a derivative.

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So maybe you wanna use

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something that you found

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in the book to create a

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script for role-playing.

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especially like, let's say

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you're doing role-playing

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in your workshop, and so

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you're using that as a script

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that's creating a derivative.

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maybe you want to

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distribute copies of it.

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So if this is a course that

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you're selling online, then

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you would need the right

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to distribute copies of it.

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perform the work, display

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the work, transmit the work.

Speaker:

or to authorize a third party

Speaker:

to do any of those things,

Speaker:

such as if you're creating a

Speaker:

workshop that you will license

Speaker:

to other people, then you

Speaker:

need to be able to, authorize

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third parties to also make

Speaker:

copies, distribute, et cetera.

Speaker:

So what rights do you need?

Speaker:

And then you need to contact

Speaker:

that owner and you may need

Speaker:

to negotiate a payment.

Speaker:

Hopefully we've found

Speaker:

the correct owner and

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we can contact them.

Speaker:

it may be that, yes, the

Speaker:

owner of the copyright is

Speaker:

still the thought leader, but

Speaker:

the thought leader Licensed

Speaker:

all of the rights to, give

Speaker:

permissions to the publisher.

Speaker:

So that's not at all unusual.

Speaker:

If you go the traditional

Speaker:

publisher route, you sign

Speaker:

a publishing deal, the

Speaker:

publisher gets exclusive

Speaker:

rights to distribute the

Speaker:

book, but it also gets what

Speaker:

are called ancillary rights,

Speaker:

which would include the

Speaker:

right to control, you who.

Speaker:

gets permission, and the

Speaker:

ability to license portions of

Speaker:

the book and charge a fee for

Speaker:

it, or just give permission,

Speaker:

for academic settings, that

Speaker:

will often be a right that's

Speaker:

granted to the publisher.

Speaker:

I.

Speaker:

So you may need to go to the

Speaker:

publisher for that, which

Speaker:

actually, frankly is simpler.

Speaker:

and, sometimes there will

Speaker:

be, directions right on the

Speaker:

copyright page about how

Speaker:

to contact the publisher to

Speaker:

get rights, cleared for use.

Speaker:

And there are also websites

Speaker:

that assist in this, one

Speaker:

of them, copyright.com.

Speaker:

It is a copyright clearance

Speaker:

marketplace where you

Speaker:

go in there and you

Speaker:

search for publications.

Speaker:

Let's say there's an article

Speaker:

in Forbes Magazine that you

Speaker:

wanna use and you can go in

Speaker:

there and, if the publication

Speaker:

or the publishing house has an

Speaker:

arrangement with the copyright

Speaker:

clearance, marketplace, then

Speaker:

it'll say right there, like,

Speaker:

you can license it for us.

Speaker:

it'll ask you like what the

Speaker:

use will be like, such as

Speaker:

business use, and they may

Speaker:

already have preset fees.

Speaker:

and it'll makes it.

Speaker:

Fairly simple.

Speaker:

If, you do have a third party,

Speaker:

clearance house that can help

Speaker:

you with that and then whether

Speaker:

or not there is a fee that

Speaker:

you might not wanna offer

Speaker:

one, but they may ask for one.

Speaker:

Right?

Speaker:

And then you want to get

Speaker:

the permission in writing.

Speaker:

the best case scenario is it

Speaker:

is original and ink signed.

Speaker:

By that I mean, wet signature.

Speaker:

Someone's literally printing

Speaker:

something out, using a pen

Speaker:

and signing it, and you get

Speaker:

a copy of that, original

Speaker:

ink signed, permission.

Speaker:

However, when we're talking

Speaker:

about using permissions in

Speaker:

our courses or workshops, we

Speaker:

are absolutely, asking to use

Speaker:

it on a non-exclusive basis.

Speaker:

where it's not a transfer of

Speaker:

ownership rights of any kind.

Speaker:

And so in writing

Speaker:

can be by email.

Speaker:

you can get non-exclusive

Speaker:

license to use copyrighted

Speaker:

materials without

Speaker:

it being in writing.

Speaker:

You can even get it orally.

Speaker:

I wouldn't recommend that

Speaker:

'cause you wanna definitely

Speaker:

have a written record.

Speaker:

so having it by email.

Speaker:

Would be sufficient.

Speaker:

However, I would say that

Speaker:

the bigger the investment

Speaker:

would be, the more formality

Speaker:

you wanna go through.

Speaker:

If you're asked to

Speaker:

pay a license fee,

Speaker:

that's substantial.

Speaker:

Obviously, you want to

Speaker:

have more formality than if

Speaker:

someone says, sure, go ahead.

Speaker:

If you're going to be making

Speaker:

a substantial investment in

Speaker:

resources, let's say you're

Speaker:

incorporating it into a book.

Speaker:

And then you're gonna go to

Speaker:

print with this book, and

Speaker:

so there's a big investment.

Speaker:

Then you absolutely have more

Speaker:

formalities if you're going to

Speaker:

making that kind of investment

Speaker:

something that you're

Speaker:

putting, in a digital course.

Speaker:

And not that you shouldn't

Speaker:

go through the formalities,

Speaker:

you should, but if you're

Speaker:

something that's going to

Speaker:

go into your course that

Speaker:

if something happened

Speaker:

and you had to take it

Speaker:

out, you don't have to.

Speaker:

get a second mortgage on your

Speaker:

house in order to do this.

Speaker:

Then the formalities

Speaker:

should be consistent with

Speaker:

the level of investment.

Speaker:

You whether or not you have

Speaker:

lawyers involved and have

Speaker:

things like that consistent

Speaker:

with the use, for that item.

Speaker:

So, what is the

Speaker:

written permission?

Speaker:

It can be pretty simple.

Speaker:

people think it's

Speaker:

gonna be a big deal.

Speaker:

It really is not.

Speaker:

Again, you could be

Speaker:

by email once you know

Speaker:

who you're asking.

Speaker:

You do wanna make sure you're

Speaker:

asking the right person.

Speaker:

it doesn't need to be a

Speaker:

long, complicated document.

Speaker:

Absolutely can be a

Speaker:

one pager if it's.

Speaker:

In writing, and by

Speaker:

then, I mean on paper.

Speaker:

but the minimums

Speaker:

are fairly simple.

Speaker:

you just wanna make sure

Speaker:

you have the following.

Speaker:

You wanna just say who

Speaker:

you are and what you do.

Speaker:

You wanna have an accurate but

Speaker:

brief, identification of what

Speaker:

material exactly you're using.

Speaker:

I wanna use the

Speaker:

graphic on page 25.

Speaker:

or I wanna use the entire,

Speaker:

chapter perhaps, And so

Speaker:

identify specifically what

Speaker:

you want to use, how you're

Speaker:

going to use the content.

Speaker:

I'm going to be using

Speaker:

this in my d e I training.

Speaker:

I'm gonna be using this

Speaker:

in an evergreen course.

Speaker:

I'm gonna be putting this

Speaker:

in my book, how you're

Speaker:

going to use the content,

Speaker:

and where you will use it,

Speaker:

you seminar, webinar, et

Speaker:

cetera, online, in person.

Speaker:

how you're gonna use it,

Speaker:

and then for how long you're

Speaker:

gonna use the content.

Speaker:

So how long you're gonna use

Speaker:

it is gonna be very different.

Speaker:

if you're giving a, a speech,

Speaker:

at a conference versus if

Speaker:

you're going to be creating

Speaker:

an evergreen course that's

Speaker:

gonna be available online

Speaker:

for, as long as the material

Speaker:

is useful and relevant.

Speaker:

and, know, whether or

Speaker:

not you offer payment

Speaker:

that will be your choice.

Speaker:

if you don't, and the rights

Speaker:

holder may request payment,

Speaker:

and that will be an analysis

Speaker:

for you to, understand the

Speaker:

value of having this material

Speaker:

included, against what

Speaker:

they're asking you to pay.

Speaker:

So it may turn out that

Speaker:

it doesn't make sense from

Speaker:

a financial perspective.

Speaker:

and if you do ask for it by

Speaker:

email and you do want the full

Speaker:

formalities, you can still

Speaker:

send it by email, ask them

Speaker:

to print it out, ask them to

Speaker:

sign it and return it to you.

Speaker:

and scanned copy

Speaker:

would be fine.

Speaker:

so long as it's not a

Speaker:

transfer of ownership,

Speaker:

in which case you'd want

Speaker:

an original copying.

Speaker:

All right, so, When you're,

Speaker:

creating a course using

Speaker:

somebody else's book, if you

Speaker:

do it without permission, it

Speaker:

could result in legal action.

Speaker:

worst case scenario of course

Speaker:

is someone be suing you.

Speaker:

Almost nobody starts there.

Speaker:

Almost everyone starts

Speaker:

with a cease and desist.

Speaker:

but that's not something

Speaker:

that you wanna have happen.

Speaker:

you will have invested.

Speaker:

Time and resources in

Speaker:

creating your workshop,

Speaker:

creating your course.

Speaker:

Before you put in those

Speaker:

investments, you wanna

Speaker:

make sure that you

Speaker:

have permission to use

Speaker:

everything that is in there.

Speaker:

And in addition to

Speaker:

losing those resources

Speaker:

that you've committed,

Speaker:

let's say you have to.

Speaker:

Claw it back from someone

Speaker:

that you've sold it to.

Speaker:

What if you have to tell

Speaker:

a client that you have,

Speaker:

let's say you've licensed

Speaker:

your workshop to them for

Speaker:

them to use throughout

Speaker:

their organization, and

Speaker:

now you have to retract

Speaker:

permission for that.

Speaker:

How mortifying would that be?

Speaker:

And so I just want you to,

Speaker:

take a conservative view

Speaker:

if you're going to use

Speaker:

somebody else's materials.

Speaker:

To make money for this to

Speaker:

be an important part of

Speaker:

your business, something

Speaker:

that you are selling to your

Speaker:

clients, something that you're

Speaker:

building your reputation on.

Speaker:

You want to make sure that you

Speaker:

have the rights to that and

Speaker:

that it's not going to be a

Speaker:

source of either legal risk or

Speaker:

reputational risk because you

Speaker:

haven't cleared those things.

Speaker:

So make sure you do that.

Speaker:

And, just one other thing

Speaker:

is that, if you're selling

Speaker:

the course on a third party

Speaker:

platform, they may have their

Speaker:

own requirements for you

Speaker:

to make statements about,

Speaker:

what you can put on there.

Speaker:

Um, cause they don't wanna

Speaker:

get involved with, take down

Speaker:

notices and things like that.

Speaker:

and so, Once again, making

Speaker:

sure that everything that

Speaker:

you, incorporate into

Speaker:

your courses, into your

Speaker:

workshops that you're gonna

Speaker:

be using to generate income

Speaker:

that they are cleared.

Speaker:

I hope this was

Speaker:

helpful to you.

Speaker:

I love your questions, so

Speaker:

please do not hesitate if

Speaker:

you have any and if you

Speaker:

have any questions that are

Speaker:

specific to your circumstance.

Speaker:

In other words, you

Speaker:

need some legal advice,

Speaker:

book an errand call.

Speaker:

I look forward to

Speaker:

hearing from you.

About the Podcast

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Hourly to Exit

About your host

Profile picture for Erin Austin

Erin Austin

Meet Erin Austin, a Harvard Law alum with over 25 years of copyright and contracts experience. As the go-to advisor for professionals with corporate clients, Erin empowers entrepreneurs to be their own advocates, standing out for her commitment to transforming expertise into empires through the creation, protection and leveraging of intellectual property assets. Explore her blend of legal expertise and entrepreneurial insight on ThinkBeyondIP.com and the "Hourly to Exit" podcast. Off the clock, you'll find Erin in the great outdoors or connecting with business coaches to elevate 6-figure consultants into 7-figure powerhouses.