{"version":"1.0.0","segments":[{"startTime":66.173,"endTime":68.723,"body":"The dreaded pricing question."},{"startTime":68.903,"endTime":69.813,"body":"Oh my gosh."},{"startTime":69.82300000000001,"endTime":73.673,"body":"So many wedding pros talk about"},{"startTime":69.82300000000001,"endTime":73.673,"body":"how much they hate being asked."},{"startTime":73.683,"endTime":74.953,"body":"So what is your pricing?"},{"startTime":74.96300000000001,"endTime":76.403,"body":"Or can you send me your pricing?"},{"startTime":76.423,"endTime":78.473,"body":"Or I just want to see"},{"startTime":76.423,"endTime":78.473,"body":"your packages, right?"},{"startTime":78.833,"endTime":80.99300000000001,"body":"But listen, here's what"},{"startTime":78.833,"endTime":80.99300000000001,"body":"you need to understand."},{"startTime":81.343,"endTime":83.82300000000001,"body":"When someone asks you"},{"startTime":81.343,"endTime":83.82300000000001,"body":"about your pricing, that"},{"startTime":83.85300000000001,"endTime":86.78800000000001,"body":"is a buying question We"},{"startTime":83.85300000000001,"endTime":86.78800000000001,"body":"shouldn't be offended by it."},{"startTime":87.03800000000001,"endTime":90.388,"body":"We should actually be excited to"},{"startTime":87.03800000000001,"endTime":90.388,"body":"tell them about our pricing and"},{"startTime":90.388,"endTime":94.678,"body":"to ask them qualifying questions"},{"startTime":90.388,"endTime":94.678,"body":"so that we can know if they are"},{"startTime":94.678,"endTime":95.908,"body":"going to be a great fit for us."},{"startTime":95.928,"endTime":98.858,"body":"And we can really lean into"},{"startTime":95.928,"endTime":98.858,"body":"that sales journey, that"},{"startTime":98.858,"endTime":102.138,"body":"sales cycle, and that, sales"},{"startTime":98.858,"endTime":102.138,"body":"funnel to lead them into"},{"startTime":102.148,"endTime":104.548,"body":"being a paying client of ours."},{"startTime":104.938,"endTime":107.518,"body":"But this is a hard question for"},{"startTime":104.938,"endTime":107.518,"body":"so many wedding pros because"},{"startTime":107.518,"endTime":109.938,"body":"you immediately think you're"},{"startTime":107.518,"endTime":109.938,"body":"just being price shopped."},{"startTime":110.188,"endTime":112.658,"body":"And so here is a"},{"startTime":110.188,"endTime":112.658,"body":"quick tip episode."},{"startTime":112.678,"endTime":116.37800000000001,"body":"I pulled just this really quick"},{"startTime":112.678,"endTime":116.37800000000001,"body":"piece of a group coaching call"},{"startTime":116.37800000000001,"endTime":117.828,"body":"from our accelerator program."},{"startTime":118.10300000000001,"endTime":121.283,"body":"Where I had one of our"},{"startTime":118.10300000000001,"endTime":121.283,"body":"Accelerator students ask, how"},{"startTime":121.283,"endTime":122.543,"body":"should I answer this question?"},{"startTime":122.803,"endTime":125.043,"body":"And I kind of walked through"},{"startTime":122.803,"endTime":125.043,"body":"exactly what that looks like."},{"startTime":125.043,"endTime":128.453,"body":"This is also a little peek"},{"startTime":125.043,"endTime":128.453,"body":"behind what it looks like inside"},{"startTime":128.46300000000002,"endTime":131.63600000000002,"body":"of our group coaching calls"},{"startTime":128.46300000000002,"endTime":131.63600000000002,"body":"so that you can see the exact"},{"startTime":131.63600000000002,"endTime":135.306,"body":"support that we give to our"},{"startTime":131.63600000000002,"endTime":135.306,"body":"pros inside of the Accelerator."},{"startTime":136.14600000000002,"endTime":137.316,"body":"Hey there, CEOs."},{"startTime":137.36599999999999,"endTime":139.906,"body":"You're listening to the"},{"startTime":137.36599999999999,"endTime":139.906,"body":"Wedding Pro CEO podcast, and"},{"startTime":139.936,"endTime":141.416,"body":"I'm your host, Brandee Gaar."},{"startTime":141.846,"endTime":143.776,"body":"I'm a wedding pro just"},{"startTime":141.846,"endTime":143.776,"body":"like you, who's built one"},{"startTime":143.776,"endTime":146.346,"body":"of the largest planning"},{"startTime":143.776,"endTime":146.346,"body":"firms in Orlando, Florida."},{"startTime":146.726,"endTime":149.026,"body":"But it wasn't that long"},{"startTime":146.726,"endTime":149.026,"body":"ago when that success came"},{"startTime":149.026,"endTime":152.536,"body":"with long days, sleepless"},{"startTime":149.026,"endTime":152.536,"body":"nights, and little to no pay."},{"startTime":152.936,"endTime":154.906,"body":"Fast forward to today,"},{"startTime":152.936,"endTime":154.906,"body":"and I have the business"},{"startTime":154.906,"endTime":156.11599999999999,"body":"I've always dreamed of."},{"startTime":156.321,"endTime":159.51100000000002,"body":"A killer team, steady profit,"},{"startTime":156.321,"endTime":159.51100000000002,"body":"and weekends with my family."},{"startTime":159.911,"endTime":162.661,"body":"Over the past three years, I've"},{"startTime":159.911,"endTime":162.661,"body":"taught more than a thousand"},{"startTime":162.661,"endTime":164.251,"body":"wedding pros how to do the same."},{"startTime":164.731,"endTime":167.681,"body":"My mission is to create a"},{"startTime":164.731,"endTime":167.681,"body":"movement of wedding pros"},{"startTime":167.681,"endTime":170.551,"body":"who are ready to build a"},{"startTime":167.681,"endTime":170.551,"body":"profitable wedding business"},{"startTime":170.601,"endTime":172.131,"body":"that they've always dreamed of."},{"startTime":173.46699999999998,"endTime":176.647,"body":"One of the really cool things"},{"startTime":173.46699999999998,"endTime":176.647,"body":"I love about the Accelerator"},{"startTime":176.667,"endTime":180.132,"body":"is that our coaching calls"},{"startTime":176.667,"endTime":180.132,"body":"are not Teaching calls."},{"startTime":180.152,"endTime":183.722,"body":"I come on and I teach for maybe"},{"startTime":180.152,"endTime":183.722,"body":"15 minutes at the beginning"},{"startTime":183.722,"endTime":186.822,"body":"of the call, but then it's"},{"startTime":183.722,"endTime":186.822,"body":"an open Q\u0026 A so that you can"},{"startTime":186.822,"endTime":191.772,"body":"come and get real hands on"},{"startTime":186.822,"endTime":191.772,"body":"tactical support on things that"},{"startTime":191.782,"endTime":193.792,"body":"you're going through in your"},{"startTime":191.782,"endTime":193.792,"body":"business, things that you're"},{"startTime":193.792,"endTime":197.092,"body":"getting stuck on, things that"},{"startTime":193.792,"endTime":197.092,"body":"you need help with, so that"},{"startTime":197.092,"endTime":200.822,"body":"we can get you unstuck so"},{"startTime":197.092,"endTime":200.822,"body":"that you can scale so quickly."},{"startTime":201.082,"endTime":203.522,"body":"That's what really is the best"},{"startTime":201.082,"endTime":203.522,"body":"part about The Accelerator"},{"startTime":203.532,"endTime":206.722,"body":"is it's a course and live"},{"startTime":203.532,"endTime":206.722,"body":"coaching and a membership."},{"startTime":206.852,"endTime":207.632,"body":"All in one."},{"startTime":207.649,"endTime":209.749,"body":"I think it's fun to give you"},{"startTime":207.649,"endTime":209.749,"body":"a little peek into what those"},{"startTime":209.75900000000001,"endTime":212.779,"body":"group coaching calls look"},{"startTime":209.75900000000001,"endTime":212.779,"body":"like and to give you a quick"},{"startTime":212.81900000000002,"endTime":214.929,"body":"tip that you can implement"},{"startTime":212.81900000000002,"endTime":214.929,"body":"into your business right"},{"startTime":214.929,"endTime":217.469,"body":"away to help you change that"},{"startTime":214.929,"endTime":217.469,"body":"mindset when somebody asks you"},{"startTime":217.469,"endTime":218.559,"body":"about the pricing question."},{"startTime":218.559,"endTime":220.659,"body":"I'm excited for you to get"},{"startTime":218.559,"endTime":220.659,"body":"this quick tip episode."},{"startTime":220.659,"endTime":221.769,"body":"So let's get right into it."},{"startTime":222.649,"endTime":227.78900000000002,"body":"I used this as an example"},{"startTime":222.649,"endTime":227.78900000000002,"body":"recently at a strategy meeting"},{"startTime":227.78900000000002,"endTime":230.929,"body":"I had here in Orlando, but,"},{"startTime":227.78900000000002,"endTime":230.929,"body":"um, I took my daughter to New"},{"startTime":230.929,"endTime":232.389,"body":"York for her 18th birthday."},{"startTime":232.419,"endTime":235.149,"body":"And my mom was insistent"},{"startTime":232.419,"endTime":235.149,"body":"that she wanted to buy her,"},{"startTime":235.159,"endTime":236.729,"body":"her first designer purse."},{"startTime":236.779,"endTime":238.939,"body":"She was just like, I,"},{"startTime":236.779,"endTime":238.939,"body":"this is important to me."},{"startTime":240.314,"endTime":242.154,"body":"I don't know if you guys know"},{"startTime":240.314,"endTime":242.154,"body":"this, I don't buy designer"},{"startTime":242.374,"endTime":246.184,"body":"anything really, so I did"},{"startTime":242.374,"endTime":246.184,"body":"not know that there are"},{"startTime":246.184,"endTime":248.024,"body":"varying levels of designers."},{"startTime":248.084,"endTime":250.97400000000002,"body":"Okay, so when you're in New"},{"startTime":248.084,"endTime":250.97400000000002,"body":"York on 5th Avenue and you think"},{"startTime":250.97400000000002,"endTime":253.434,"body":"you're having so much fun and"},{"startTime":250.97400000000002,"endTime":253.434,"body":"then you walk into Dior and you"},{"startTime":253.434,"endTime":256.584,"body":"realize that a tiny wallet that"},{"startTime":253.434,"endTime":256.584,"body":"would fit no more than a credit"},{"startTime":256.584,"endTime":260.36400000000003,"body":"card and maybe your insurance"},{"startTime":256.584,"endTime":260.36400000000003,"body":"card cost two thousand dollars,"},{"startTime":260.72400000000005,"endTime":263.774,"body":"that's a different level of"},{"startTime":260.72400000000005,"endTime":263.774,"body":"designer than we were expecting."},{"startTime":263.844,"endTime":267.509,"body":"Okay, so What was starting to"},{"startTime":263.844,"endTime":267.509,"body":"happen is that I felt like I"},{"startTime":267.509,"endTime":270.319,"body":"didn't want to walk into any of"},{"startTime":267.509,"endTime":270.319,"body":"the stores because I was like"},{"startTime":272.004,"endTime":274.594,"body":"I mean, my mom had a healthy"},{"startTime":272.004,"endTime":274.594,"body":"budget to buy her this purse,"},{"startTime":274.61400000000003,"endTime":277.654,"body":"but it certainly wasn't 2,"},{"startTime":274.61400000000003,"endTime":277.654,"body":"000 for a teeny little wallet."},{"startTime":277.654,"endTime":277.924,"body":"Right?"},{"startTime":277.93399999999997,"endTime":280.284,"body":"So she was like, we were"},{"startTime":277.93399999999997,"endTime":280.284,"body":"walking into these stores."},{"startTime":280.304,"endTime":281.694,"body":"There's no pricing on anything."},{"startTime":281.704,"endTime":283.86400000000003,"body":"You have no idea what"},{"startTime":281.704,"endTime":283.86400000000003,"body":"the pricing starts at."},{"startTime":284.174,"endTime":286.214,"body":"And so you feel embarrassed."},{"startTime":286.22400000000005,"endTime":289.524,"body":"Like you don't, I was like, I"},{"startTime":286.22400000000005,"endTime":289.524,"body":"don't, I don't even know how to"},{"startTime":289.534,"endTime":291.954,"body":"walk into these stores and start"},{"startTime":289.534,"endTime":291.954,"body":"this conversation because I."},{"startTime":292.334,"endTime":294.704,"body":"I don't even want to look"},{"startTime":292.334,"endTime":294.704,"body":"at the purses if they"},{"startTime":294.72400000000005,"endTime":296.72400000000005,"body":"start at 2, 000, right?"},{"startTime":297.804,"endTime":298.834,"body":"And I started thinking about it."},{"startTime":298.844,"endTime":301.074,"body":"I was like, this is exactly"},{"startTime":298.844,"endTime":301.074,"body":"what our clients feel like."},{"startTime":301.084,"endTime":305.43399999999997,"body":"Like when we have no idea of"},{"startTime":301.084,"endTime":305.43399999999997,"body":"pricing on our website, on"},{"startTime":305.43399999999997,"endTime":308.60400000000004,"body":"our social media, on, if we're"},{"startTime":305.43399999999997,"endTime":308.60400000000004,"body":"not giving them some sort of"},{"startTime":308.60400000000004,"endTime":311.304,"body":"an idea of what we start at,"},{"startTime":308.60400000000004,"endTime":311.304,"body":"they're embarrassed to ask."},{"startTime":311.324,"endTime":314.124,"body":"And we could be bouncing"},{"startTime":311.324,"endTime":314.124,"body":"clients from us because they're"},{"startTime":314.124,"endTime":315.914,"body":"embarrassed to ask, right?"},{"startTime":316.06399999999996,"endTime":318.244,"body":"So giving them a range"},{"startTime":316.06399999999996,"endTime":318.244,"body":"of where we fell, I was"},{"startTime":318.244,"endTime":321.434,"body":"like, I wish that all of"},{"startTime":318.244,"endTime":321.434,"body":"these designers would have."},{"startTime":321.454,"endTime":323.764,"body":"Something on their front"},{"startTime":321.454,"endTime":323.764,"body":"window that said our"},{"startTime":324.534,"endTime":326.544,"body":"designs start at 2000."},{"startTime":326.564,"endTime":328.274,"body":"Or our designs start"},{"startTime":326.564,"endTime":328.274,"body":"at 400, which they're"},{"startTime":328.274,"endTime":329.30400000000003,"body":"not gonna do, right?"},{"startTime":329.314,"endTime":331.854,"body":"But to me, I was like,"},{"startTime":329.314,"endTime":331.854,"body":"gosh, I just wish there was"},{"startTime":331.854,"endTime":332.984,"body":"like a starting price here."},{"startTime":333.004,"endTime":334.624,"body":"Then we could be like, we're"},{"startTime":333.004,"endTime":334.624,"body":"not going in that store."},{"startTime":334.974,"endTime":337.674,"body":"Um, you know, so that's"},{"startTime":334.974,"endTime":337.674,"body":"kind of the thing that our"},{"startTime":337.674,"endTime":338.684,"body":"clients are going through too."},{"startTime":338.684,"endTime":341.574,"body":"So pricing question"},{"startTime":338.684,"endTime":341.574,"body":"is a buying question."},{"startTime":341.604,"endTime":342.704,"body":"Don't be upset by it."},{"startTime":342.704,"endTime":343.544,"body":"Don't be offended by it."},{"startTime":343.55400000000003,"endTime":344.964,"body":"Give them the pricing, but ask."},{"startTime":345.269,"endTime":346.209,"body":"Questions first."},{"startTime":346.23900000000003,"endTime":348.079,"body":"Don't just give them your"},{"startTime":346.23900000000003,"endTime":348.079,"body":"link to your pricing."},{"startTime":348.079,"endTime":349.149,"body":"Like, ask questions."}]}