{"version":"1.0.0","segments":[{"speaker":"Brandee Gaar (2)","startTime":66.212,"endTime":67.292,"body":"Hey there CEOs."},{"speaker":"Brandee Gaar (2)","startTime":67.322,"endTime":69.602,"body":"Welcome to the wedding"},{"speaker":"Brandee Gaar (2)","startTime":67.322,"endTime":69.602,"body":"pro CEO podcast."},{"speaker":"Brandee Gaar (2)","startTime":69.632,"endTime":71.11200000000001,"body":"I'm your host Brandee Gaar."},{"speaker":"Brandee Gaar (2)","startTime":71.132,"endTime":72.465,"body":"And this is the podcast."},{"speaker":"Brandee Gaar (2)","startTime":72.465,"endTime":76.00500000000001,"body":"To help you grow and scale your"},{"speaker":"Brandee Gaar (2)","startTime":72.465,"endTime":76.00500000000001,"body":"profitable wedding business."},{"speaker":"Brandee Gaar (2)","startTime":76.00500000000001,"endTime":79.575,"body":"On today's show, we are on"},{"speaker":"Brandee Gaar (2)","startTime":76.00500000000001,"endTime":79.575,"body":"part four, and the final part"},{"speaker":"Brandee Gaar (2)","startTime":79.575,"endTime":81.855,"body":"of our summer series, where"},{"speaker":"Brandee Gaar (2)","startTime":79.575,"endTime":81.855,"body":"we're taking you behind the"},{"speaker":"Brandee Gaar (2)","startTime":81.855,"endTime":85.035,"body":"scenes of my programs to get"},{"speaker":"Brandee Gaar (2)","startTime":81.855,"endTime":85.035,"body":"a little taste of what it's"},{"speaker":"Brandee Gaar (2)","startTime":85.035,"endTime":89.14500000000001,"body":"like to learn from me and to"},{"speaker":"Brandee Gaar (2)","startTime":85.035,"endTime":89.14500000000001,"body":"understand what we teach to"},{"speaker":"Brandee Gaar (2)","startTime":89.14500000000001,"endTime":92.055,"body":"all of the CEOs inside of our"},{"speaker":"Brandee Gaar (2)","startTime":89.14500000000001,"endTime":92.055,"body":"programs, to help them double"},{"speaker":"Brandee Gaar (2)","startTime":92.055,"endTime":93.94500000000001,"body":"and even triple her revenue."},{"speaker":"Brandee Gaar (2)","startTime":93.94500000000001,"endTime":98.055,"body":"Today, we are talking all about"},{"speaker":"Brandee Gaar (2)","startTime":93.94500000000001,"endTime":98.055,"body":"defining who you serve and"},{"speaker":"Brandee Gaar (2)","startTime":98.055,"endTime":100.785,"body":"before you tune out and you're"},{"speaker":"Brandee Gaar (2)","startTime":98.055,"endTime":100.785,"body":"like Brandee, I've heard this"},{"speaker":"Brandee Gaar (2)","startTime":100.785,"endTime":104.89500000000001,"body":"a billion times from a million"},{"speaker":"Brandee Gaar (2)","startTime":100.785,"endTime":104.89500000000001,"body":"other educators listen closely."},{"speaker":"Brandee Gaar (2)","startTime":105.075,"endTime":108.345,"body":"The reason that I chose to"},{"speaker":"Brandee Gaar (2)","startTime":105.075,"endTime":108.345,"body":"share this teaching on the"},{"speaker":"Brandee Gaar (2)","startTime":108.345,"endTime":113.20500000000001,"body":"podcast today is because I"},{"speaker":"Brandee Gaar (2)","startTime":108.345,"endTime":113.20500000000001,"body":"am so often told that this"},{"speaker":"Brandee Gaar (2)","startTime":113.23500000000001,"endTime":116.775,"body":"is such a different exercise"},{"speaker":"Brandee Gaar (2)","startTime":113.23500000000001,"endTime":116.775,"body":"than any other \"defining"},{"speaker":"Brandee Gaar (2)","startTime":116.775,"endTime":119.83500000000001,"body":"your ideal client\" program"},{"speaker":"Brandee Gaar (2)","startTime":116.775,"endTime":119.83500000000001,"body":"that our CEO's have done."},{"speaker":"Brandee Gaar (2)","startTime":119.83500000000001,"endTime":123.075,"body":"And the reason for that is"},{"speaker":"Brandee Gaar (2)","startTime":119.83500000000001,"endTime":123.075,"body":"because we are getting way past,"},{"speaker":"Brandee Gaar (2)","startTime":123.105,"endTime":126.94500000000001,"body":"like, what do they drink at"},{"speaker":"Brandee Gaar (2)","startTime":123.105,"endTime":126.94500000000001,"body":"Starbucks and how old they are."},{"speaker":"Brandee Gaar (2)","startTime":126.94500000000001,"endTime":129.675,"body":"We're going way, way"},{"speaker":"Brandee Gaar (2)","startTime":126.94500000000001,"endTime":129.675,"body":"deeper than that."},{"speaker":"Brandee Gaar (2)","startTime":130.03500000000003,"endTime":133.875,"body":"I want you to understand at"},{"speaker":"Brandee Gaar (2)","startTime":130.03500000000003,"endTime":133.875,"body":"the core of who your ideal"},{"speaker":"Brandee Gaar (2)","startTime":133.875,"endTime":137.115,"body":"clients are, because when you"},{"speaker":"Brandee Gaar (2)","startTime":133.875,"endTime":137.115,"body":"understand that it is going to"},{"speaker":"Brandee Gaar (2)","startTime":137.115,"endTime":139.215,"body":"make it so much easier for you."},{"speaker":"Brandee Gaar (2)","startTime":139.485,"endTime":143.35500000000002,"body":"To market to them through your"},{"speaker":"Brandee Gaar (2)","startTime":139.485,"endTime":143.35500000000002,"body":"social media, through your"},{"speaker":"Brandee Gaar (2)","startTime":143.35500000000002,"endTime":146.775,"body":"networking partners that you"},{"speaker":"Brandee Gaar (2)","startTime":143.35500000000002,"endTime":146.775,"body":"are aligning with through your"},{"speaker":"Brandee Gaar (2)","startTime":146.775,"endTime":149.35500000000002,"body":"website, through your copy"},{"speaker":"Brandee Gaar (2)","startTime":146.775,"endTime":149.35500000000002,"body":"and everything that you do,"},{"speaker":"Brandee Gaar (2)","startTime":149.35500000000002,"endTime":151.66500000000002,"body":"you're going to know exactly"},{"speaker":"Brandee Gaar (2)","startTime":149.35500000000002,"endTime":151.66500000000002,"body":"who you're talking to and"},{"speaker":"Brandee Gaar (2)","startTime":151.66500000000002,"endTime":152.985,"body":"what their pain points are."},{"speaker":"Brandee Gaar (2)","startTime":153.315,"endTime":155.985,"body":"This is actually the opening"},{"speaker":"Brandee Gaar (2)","startTime":153.315,"endTime":155.985,"body":"module of the marketing"},{"speaker":"Brandee Gaar (2)","startTime":155.985,"endTime":157.395,"body":"section of our program."},{"speaker":"Brandee Gaar (2)","startTime":157.72500000000002,"endTime":161.775,"body":"And it has to be done"},{"speaker":"Brandee Gaar (2)","startTime":157.72500000000002,"endTime":161.775,"body":"before anything else in"},{"speaker":"Brandee Gaar (2)","startTime":161.775,"endTime":162.675,"body":"marketing can be done."},{"speaker":"Brandee Gaar (2)","startTime":162.675,"endTime":166.365,"body":"And honestly, before anything"},{"speaker":"Brandee Gaar (2)","startTime":162.675,"endTime":166.365,"body":"else and our sales and our"},{"speaker":"Brandee Gaar (2)","startTime":166.365,"endTime":168.97500000000002,"body":"team building can be done,"},{"speaker":"Brandee Gaar (2)","startTime":166.365,"endTime":168.97500000000002,"body":"because understanding who"},{"speaker":"Brandee Gaar (2)","startTime":168.97500000000002,"endTime":172.215,"body":"this ideal client is, will"},{"speaker":"Brandee Gaar (2)","startTime":168.97500000000002,"endTime":172.215,"body":"really make so many of the"},{"speaker":"Brandee Gaar (2)","startTime":172.215,"endTime":173.47500000000002,"body":"decisions in your business."},{"speaker":"Brandee Gaar (2)","startTime":173.53500000000003,"endTime":176.115,"body":"Even beyond marketing, you're"},{"speaker":"Brandee Gaar (2)","startTime":173.53500000000003,"endTime":176.115,"body":"going to hear a little bit"},{"speaker":"Brandee Gaar (2)","startTime":176.115,"endTime":178.185,"body":"about that inside this teaching."},{"speaker":"Brandee Gaar (2)","startTime":178.185,"endTime":181.936,"body":"So  you guys sit down, and"},{"speaker":"Brandee Gaar (2)","startTime":178.185,"endTime":181.936,"body":"let's define your ideal client."},{"speaker":"Brandee Gaar","startTime":184.418,"endTime":188.038,"body":"Okay, CEO, now"},{"speaker":"Brandee Gaar","startTime":184.418,"endTime":188.038,"body":"that we know what our role"},{"speaker":"Brandee Gaar","startTime":188.038,"endTime":191.008,"body":"is in our company, it's so"},{"speaker":"Brandee Gaar","startTime":188.038,"endTime":191.008,"body":"important for us to take the"},{"speaker":"Brandee Gaar","startTime":191.008,"endTime":192.64800000000002,"body":"reins and to go out and get it."},{"speaker":"Brandee Gaar","startTime":192.678,"endTime":194.87800000000001,"body":"So in this module, we"},{"speaker":"Brandee Gaar","startTime":192.678,"endTime":194.87800000000001,"body":"are going to be talking."},{"speaker":"Brandee Gaar","startTime":195.048,"endTime":196.538,"body":"All about marketing."},{"speaker":"Brandee Gaar","startTime":196.881,"endTime":199.811,"body":"first, let's just define"},{"speaker":"Brandee Gaar","startTime":196.881,"endTime":199.811,"body":"what is marketing."},{"speaker":"Brandee Gaar","startTime":200.211,"endTime":203.641,"body":"Marketing is the activity"},{"speaker":"Brandee Gaar","startTime":200.211,"endTime":203.641,"body":"or business of promoting"},{"speaker":"Brandee Gaar","startTime":203.681,"endTime":207.601,"body":"and selling products or"},{"speaker":"Brandee Gaar","startTime":203.681,"endTime":207.601,"body":"services, including market"},{"speaker":"Brandee Gaar","startTime":207.601,"endTime":209.181,"body":"research and advertising."},{"speaker":"Brandee Gaar","startTime":209.181,"endTime":209.531,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":209.58100000000002,"endTime":211.631,"body":"Why did I want to talk"},{"speaker":"Brandee Gaar","startTime":209.58100000000002,"endTime":211.631,"body":"about that definition first?"},{"speaker":"Brandee Gaar","startTime":211.661,"endTime":213.681,"body":"Because under marketing,"},{"speaker":"Brandee Gaar","startTime":211.661,"endTime":213.681,"body":"we're going to be"},{"speaker":"Brandee Gaar","startTime":213.681,"endTime":214.751,"body":"talking about all of it."},{"speaker":"Brandee Gaar","startTime":214.941,"endTime":216.781,"body":"We're not just going to be"},{"speaker":"Brandee Gaar","startTime":214.941,"endTime":216.781,"body":"talking about social media."},{"speaker":"Brandee Gaar","startTime":216.781,"endTime":220.136,"body":"We're also going to be talking"},{"speaker":"Brandee Gaar","startTime":216.781,"endTime":220.136,"body":"about Networking in a group"},{"speaker":"Brandee Gaar","startTime":220.136,"endTime":221.576,"body":"setting, Networking 101."},{"speaker":"Brandee Gaar","startTime":221.606,"endTime":224.816,"body":"We're gonna be talking about"},{"speaker":"Brandee Gaar","startTime":221.606,"endTime":224.816,"body":"Instagram, your website, all"},{"speaker":"Brandee Gaar","startTime":224.846,"endTime":228.726,"body":"of these different things that"},{"speaker":"Brandee Gaar","startTime":224.846,"endTime":228.726,"body":"make up promoting and selling"},{"speaker":"Brandee Gaar","startTime":228.726,"endTime":232.506,"body":"your services, including market"},{"speaker":"Brandee Gaar","startTime":228.726,"endTime":232.506,"body":"research and advertising."},{"speaker":"Brandee Gaar","startTime":232.566,"endTime":233.516,"body":"So let's get started."},{"speaker":"Brandee Gaar","startTime":233.846,"endTime":236.836,"body":"The first thing is I want"},{"speaker":"Brandee Gaar","startTime":233.846,"endTime":236.836,"body":"you to know why do you need"},{"speaker":"Brandee Gaar","startTime":236.836,"endTime":238.95600000000002,"body":"to know who you serve, okay?"},{"speaker":"Brandee Gaar","startTime":239.116,"endTime":240.416,"body":"Do not skip this step."},{"speaker":"Brandee Gaar","startTime":240.48600000000002,"endTime":241.696,"body":"Do not skip this step."},{"speaker":"Brandee Gaar","startTime":241.73600000000002,"endTime":244.406,"body":"Even if you have done it"},{"speaker":"Brandee Gaar","startTime":241.73600000000002,"endTime":244.406,"body":"before, even if you've done"},{"speaker":"Brandee Gaar","startTime":244.576,"endTime":247.406,"body":"what's my ideal client, what's"},{"speaker":"Brandee Gaar","startTime":244.576,"endTime":247.406,"body":"my avatar, even if you've"},{"speaker":"Brandee Gaar","startTime":247.406,"endTime":249.23600000000002,"body":"done it before, stay with me."},{"speaker":"Brandee Gaar","startTime":249.266,"endTime":251.256,"body":"Do not drop off of this lesson."},{"speaker":"Brandee Gaar","startTime":251.326,"endTime":251.746,"body":"Okay?"},{"speaker":"Brandee Gaar","startTime":252.156,"endTime":255.45600000000002,"body":"The more broad and vague your"},{"speaker":"Brandee Gaar","startTime":252.156,"endTime":255.45600000000002,"body":"targeting is, the harder it's"},{"speaker":"Brandee Gaar","startTime":255.45600000000002,"endTime":256.826,"body":"going to be to grow your brand."},{"speaker":"Brandee Gaar","startTime":257.31600000000003,"endTime":258.846,"body":"This is counterintuitive, right?"},{"speaker":"Brandee Gaar","startTime":258.846,"endTime":262.376,"body":"It seems like, you know,"},{"speaker":"Brandee Gaar","startTime":258.846,"endTime":262.376,"body":"if I'm a wedding planner, I"},{"speaker":"Brandee Gaar","startTime":262.376,"endTime":263.646,"body":"can plan anybody's wedding."},{"speaker":"Brandee Gaar","startTime":263.68600000000004,"endTime":266.006,"body":"Or if I'm a DJ,"},{"speaker":"Brandee Gaar","startTime":263.68600000000004,"endTime":266.006,"body":"I'm playing music."},{"speaker":"Brandee Gaar","startTime":266.006,"endTime":269.006,"body":"So yes, I can do that"},{"speaker":"Brandee Gaar","startTime":266.006,"endTime":269.006,"body":"for anybody, but that's"},{"speaker":"Brandee Gaar","startTime":269.06600000000003,"endTime":270.416,"body":"actually not true."},{"speaker":"Brandee Gaar","startTime":270.466,"endTime":272.326,"body":"It's completely the opposite."},{"speaker":"Brandee Gaar","startTime":272.756,"endTime":276.376,"body":"It's so much harder to appeal"},{"speaker":"Brandee Gaar","startTime":272.756,"endTime":276.376,"body":"to anyone getting married,"},{"speaker":"Brandee Gaar","startTime":276.376,"endTime":279.42600000000004,"body":"like just anyone getting"},{"speaker":"Brandee Gaar","startTime":276.376,"endTime":279.42600000000004,"body":"married because it doesn't"},{"speaker":"Brandee Gaar","startTime":279.466,"endTime":282.156,"body":"achieve resonance with the"},{"speaker":"Brandee Gaar","startTime":279.466,"endTime":282.156,"body":"individual that you have"},{"speaker":"Brandee Gaar","startTime":282.156,"endTime":284.406,"body":"to water everything down"},{"speaker":"Brandee Gaar","startTime":282.156,"endTime":284.406,"body":"to appeal to the masses."},{"speaker":"Brandee Gaar","startTime":284.876,"endTime":285.976,"body":"What does that mean?"},{"speaker":"Brandee Gaar","startTime":286.05600000000004,"endTime":287.56600000000003,"body":"Let me give you some examples."},{"speaker":"Brandee Gaar","startTime":287.56600000000003,"endTime":287.93600000000004,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":287.996,"endTime":291.976,"body":"So my company, for instance,"},{"speaker":"Brandee Gaar","startTime":287.996,"endTime":291.976,"body":"okay, we do provide"},{"speaker":"Brandee Gaar","startTime":292.046,"endTime":293.166,"body":"event management service."},{"speaker":"Brandee Gaar","startTime":293.726,"endTime":295.336,"body":"Partial planning"},{"speaker":"Brandee Gaar","startTime":293.726,"endTime":295.336,"body":"and full planning."},{"speaker":"Brandee Gaar","startTime":295.376,"endTime":296.506,"body":"We provide all three."},{"speaker":"Brandee Gaar","startTime":297.06600000000003,"endTime":300.81600000000003,"body":"And so some might say, well,"},{"speaker":"Brandee Gaar","startTime":297.06600000000003,"endTime":300.81600000000003,"body":"you kind of do all the things."},{"speaker":"Brandee Gaar","startTime":300.826,"endTime":302.846,"body":"You appeal to any kind"},{"speaker":"Brandee Gaar","startTime":300.826,"endTime":302.846,"body":"of bride because you're"},{"speaker":"Brandee Gaar","startTime":302.846,"endTime":305.55600000000004,"body":"doing event management"},{"speaker":"Brandee Gaar","startTime":302.846,"endTime":305.55600000000004,"body":"or day of coordination."},{"speaker":"Brandee Gaar","startTime":305.596,"endTime":308.216,"body":"So maybe you should only"},{"speaker":"Brandee Gaar","startTime":305.596,"endTime":308.216,"body":"do full plan if you're not"},{"speaker":"Brandee Gaar","startTime":308.216,"endTime":309.076,"body":"going to speak to anybody."},{"speaker":"Brandee Gaar","startTime":309.326,"endTime":313.086,"body":"But actually what the truth"},{"speaker":"Brandee Gaar","startTime":309.326,"endTime":313.086,"body":"is, is that we provide a luxury"},{"speaker":"Brandee Gaar","startTime":313.106,"endTime":316.696,"body":"planning service, whether you're"},{"speaker":"Brandee Gaar","startTime":313.106,"endTime":316.696,"body":"event management or partial"},{"speaker":"Brandee Gaar","startTime":316.696,"endTime":317.866,"body":"planning or full planning."},{"speaker":"Brandee Gaar","startTime":318.06600000000003,"endTime":321.56600000000003,"body":"Now, the things that we do"},{"speaker":"Brandee Gaar","startTime":318.06600000000003,"endTime":321.56600000000003,"body":"inside of those packages change"},{"speaker":"Brandee Gaar","startTime":321.56600000000003,"endTime":322.50600000000003,"body":"depending on the level of."},{"speaker":"Brandee Gaar","startTime":323.576,"endTime":328.146,"body":"But our client is a client,"},{"speaker":"Brandee Gaar","startTime":323.576,"endTime":328.146,"body":"is a engaged couple,"},{"speaker":"Brandee Gaar","startTime":328.356,"endTime":332.116,"body":"typically a fairly traditional"},{"speaker":"Brandee Gaar","startTime":328.356,"endTime":332.116,"body":"couple who understands the"},{"speaker":"Brandee Gaar","startTime":332.116,"endTime":333.836,"body":"value of their own time."},{"speaker":"Brandee Gaar","startTime":334.276,"endTime":339.31600000000003,"body":"They may only have the budget to"},{"speaker":"Brandee Gaar","startTime":334.276,"endTime":339.31600000000003,"body":"do event management or partial"},{"speaker":"Brandee Gaar","startTime":339.31600000000003,"endTime":342.456,"body":"planning, and that's totally"},{"speaker":"Brandee Gaar","startTime":339.31600000000003,"endTime":342.456,"body":"fine, but they still value"},{"speaker":"Brandee Gaar","startTime":342.896,"endTime":347.076,"body":"someone who has an incredible"},{"speaker":"Brandee Gaar","startTime":342.896,"endTime":347.076,"body":"reputation in the industry that"},{"speaker":"Brandee Gaar","startTime":347.086,"endTime":351.211,"body":"is going to take all of their"},{"speaker":"Brandee Gaar","startTime":347.086,"endTime":351.211,"body":"details, Execute them right"},{"speaker":"Brandee Gaar","startTime":351.461,"endTime":353.571,"body":"and they value their time."},{"speaker":"Brandee Gaar","startTime":353.621,"endTime":357.481,"body":"So they're not looking for"},{"speaker":"Brandee Gaar","startTime":353.621,"endTime":357.481,"body":"the least expensive planner."},{"speaker":"Brandee Gaar","startTime":357.681,"endTime":359.211,"body":"They're not looking for"},{"speaker":"Brandee Gaar","startTime":357.681,"endTime":359.211,"body":"somebody who's just going"},{"speaker":"Brandee Gaar","startTime":359.211,"endTime":362.481,"body":"to show up the week of and"},{"speaker":"Brandee Gaar","startTime":359.211,"endTime":362.481,"body":"like put their DIY stuff out."},{"speaker":"Brandee Gaar","startTime":362.861,"endTime":365.961,"body":"Very, very few of our"},{"speaker":"Brandee Gaar","startTime":362.861,"endTime":365.961,"body":"clients DIY their weddings."},{"speaker":"Brandee Gaar","startTime":365.976,"endTime":368.266,"body":"Because again, they"},{"speaker":"Brandee Gaar","startTime":365.976,"endTime":368.266,"body":"value their time."},{"speaker":"Brandee Gaar","startTime":368.266,"endTime":370.966,"body":"So they're, they"},{"speaker":"Brandee Gaar","startTime":368.266,"endTime":370.966,"body":"have busy careers."},{"speaker":"Brandee Gaar","startTime":371.00600000000003,"endTime":373.536,"body":"They are a little bit"},{"speaker":"Brandee Gaar","startTime":371.00600000000003,"endTime":373.536,"body":"more advanced in age."},{"speaker":"Brandee Gaar","startTime":373.586,"endTime":377.116,"body":"Our typical client is"},{"speaker":"Brandee Gaar","startTime":373.586,"endTime":377.116,"body":"somewhere between 28 and 35."},{"speaker":"Brandee Gaar","startTime":377.116,"endTime":378.956,"body":"And so we know all of this."},{"speaker":"Brandee Gaar","startTime":378.976,"endTime":385.666,"body":"So we would never post a blog"},{"speaker":"Brandee Gaar","startTime":378.976,"endTime":385.666,"body":"that was like, you know, How to"},{"speaker":"Brandee Gaar","startTime":385.686,"endTime":387.856,"body":"plan your wedding on 30, 000."},{"speaker":"Brandee Gaar","startTime":387.956,"endTime":391.616,"body":"Or we would never post a"},{"speaker":"Brandee Gaar","startTime":387.956,"endTime":391.616,"body":"blog that was like, five"},{"speaker":"Brandee Gaar","startTime":391.616,"endTime":395.536,"body":"ways to DIY your flowers."},{"speaker":"Brandee Gaar","startTime":395.546,"endTime":397.586,"body":"Like, we would just"},{"speaker":"Brandee Gaar","startTime":395.546,"endTime":397.586,"body":"never do that because"},{"speaker":"Brandee Gaar","startTime":397.596,"endTime":399.236,"body":"that's not our client."},{"speaker":"Brandee Gaar","startTime":399.236,"endTime":401.546,"body":"There's nothing wrong"},{"speaker":"Brandee Gaar","startTime":399.236,"endTime":401.546,"body":"with that content if"},{"speaker":"Brandee Gaar","startTime":401.586,"endTime":403.00600000000003,"body":"that's your client, right?"},{"speaker":"Brandee Gaar","startTime":403.176,"endTime":404.426,"body":"But you have to know"},{"speaker":"Brandee Gaar","startTime":403.176,"endTime":404.426,"body":"who your client is."},{"speaker":"Brandee Gaar","startTime":404.426,"endTime":408.616,"body":"So everything we post is"},{"speaker":"Brandee Gaar","startTime":404.426,"endTime":408.616,"body":"directed towards Saving people"},{"speaker":"Brandee Gaar","startTime":408.616,"endTime":413.236,"body":"time, saving people sanity,"},{"speaker":"Brandee Gaar","startTime":408.616,"endTime":413.236,"body":"helping them to understand"},{"speaker":"Brandee Gaar","startTime":413.526,"endTime":415.826,"body":"that we are going to take"},{"speaker":"Brandee Gaar","startTime":413.526,"endTime":415.826,"body":"all of their details and"},{"speaker":"Brandee Gaar","startTime":415.836,"endTime":417.456,"body":"they're not going to have"},{"speaker":"Brandee Gaar","startTime":415.836,"endTime":417.456,"body":"to worry about anything."},{"speaker":"Brandee Gaar","startTime":417.766,"endTime":421.25600000000003,"body":"Everything we talk about"},{"speaker":"Brandee Gaar","startTime":417.766,"endTime":421.25600000000003,"body":"is legacy, bringing people"},{"speaker":"Brandee Gaar","startTime":421.25600000000003,"endTime":423.106,"body":"together, making memories, like."},{"speaker":"Brandee Gaar","startTime":423.361,"endTime":424.501,"body":"That's what we"},{"speaker":"Brandee Gaar","startTime":423.361,"endTime":424.501,"body":"want to talk about."},{"speaker":"Brandee Gaar","startTime":424.741,"endTime":427.701,"body":"If we were ever to talk"},{"speaker":"Brandee Gaar","startTime":424.741,"endTime":427.701,"body":"about how to save money on"},{"speaker":"Brandee Gaar","startTime":427.701,"endTime":430.551,"body":"your wedding, we would be so"},{"speaker":"Brandee Gaar","startTime":427.701,"endTime":430.551,"body":"careful about the way that"},{"speaker":"Brandee Gaar","startTime":430.551,"endTime":434.861,"body":"we say it because we don't"},{"speaker":"Brandee Gaar","startTime":430.551,"endTime":434.861,"body":"want even clients that are"},{"speaker":"Brandee Gaar","startTime":434.861,"endTime":436.271,"body":"going to DIY all their stuff."},{"speaker":"Brandee Gaar","startTime":436.271,"endTime":437.861,"body":"Or going to hire based on price."},{"speaker":"Brandee Gaar","startTime":438.221,"endTime":439.731,"body":"That's not who"},{"speaker":"Brandee Gaar","startTime":438.221,"endTime":439.731,"body":"we're looking for."},{"speaker":"Brandee Gaar","startTime":439.961,"endTime":442.721,"body":"So you really have to understand"},{"speaker":"Brandee Gaar","startTime":439.961,"endTime":442.721,"body":"who your client is so that"},{"speaker":"Brandee Gaar","startTime":442.721,"endTime":445.056,"body":"your messaging is the same."},{"speaker":"Brandee Gaar","startTime":445.106,"endTime":448.616,"body":"Now, for us, again, we do"},{"speaker":"Brandee Gaar","startTime":445.106,"endTime":448.616,"body":"provide that lower level of"},{"speaker":"Brandee Gaar","startTime":448.616,"endTime":451.226,"body":"service, that event management"},{"speaker":"Brandee Gaar","startTime":448.616,"endTime":451.226,"body":"service for clients who"},{"speaker":"Brandee Gaar","startTime":451.226,"endTime":453.866,"body":"want us to just come in 90"},{"speaker":"Brandee Gaar","startTime":451.226,"endTime":453.866,"body":"days before their wedding"},{"speaker":"Brandee Gaar","startTime":453.866,"endTime":454.976,"body":"and kind of take it over."},{"speaker":"Brandee Gaar","startTime":455.166,"endTime":458.496,"body":"But we're still looking for that"},{"speaker":"Brandee Gaar","startTime":455.166,"endTime":458.496,"body":"luxury client, that client who"},{"speaker":"Brandee Gaar","startTime":458.50600000000003,"endTime":460.496,"body":"values time, who values service."},{"speaker":"Brandee Gaar","startTime":460.821,"endTime":462.541,"body":"Who understands what we"},{"speaker":"Brandee Gaar","startTime":460.821,"endTime":462.541,"body":"are going to be able to"},{"speaker":"Brandee Gaar","startTime":462.541,"endTime":463.521,"body":"come in and do for them."},{"speaker":"Brandee Gaar","startTime":463.791,"endTime":465.741,"body":"And again, we're taking"},{"speaker":"Brandee Gaar","startTime":463.791,"endTime":465.741,"body":"over their wedding 90"},{"speaker":"Brandee Gaar","startTime":465.741,"endTime":468.071,"body":"days before their wedding,"},{"speaker":"Brandee Gaar","startTime":465.741,"endTime":468.071,"body":"not a week before."},{"speaker":"Brandee Gaar","startTime":468.121,"endTime":468.44100000000003,"body":"Right."},{"speaker":"Brandee Gaar","startTime":468.621,"endTime":472.211,"body":"So we're still catering"},{"speaker":"Brandee Gaar","startTime":468.621,"endTime":472.211,"body":"to that high end bride."},{"speaker":"Brandee Gaar","startTime":472.221,"endTime":472.561,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":472.741,"endTime":475.675,"body":"And it's so interesting because"},{"speaker":"Brandee Gaar","startTime":472.741,"endTime":475.675,"body":"actually just recently my"},{"speaker":"Brandee Gaar","startTime":475.675,"endTime":478.695,"body":"team had a team meeting and"},{"speaker":"Brandee Gaar","startTime":475.675,"endTime":478.695,"body":"we were talking about the word"},{"speaker":"Brandee Gaar","startTime":478.695,"endTime":480.335,"body":"luxury and how it's overused."},{"speaker":"Brandee Gaar","startTime":480.395,"endTime":483.145,"body":"And we wanted to come up with a"},{"speaker":"Brandee Gaar","startTime":480.395,"endTime":483.145,"body":"different term for our clients."},{"speaker":"Brandee Gaar","startTime":483.485,"endTime":487.57,"body":"But I was like, you know, But"},{"speaker":"Brandee Gaar","startTime":483.485,"endTime":487.57,"body":"luxury to me is an experience."},{"speaker":"Brandee Gaar","startTime":487.59000000000003,"endTime":489.59000000000003,"body":"It's not the most expensive."},{"speaker":"Brandee Gaar","startTime":489.63,"endTime":491.91,"body":"It's the way that"},{"speaker":"Brandee Gaar","startTime":489.63,"endTime":491.91,"body":"you're treated, right?"},{"speaker":"Brandee Gaar","startTime":491.91,"endTime":496.29,"body":"Like I like to shop at"},{"speaker":"Brandee Gaar","startTime":491.91,"endTime":496.29,"body":"Publix, even though I'm going"},{"speaker":"Brandee Gaar","startTime":496.29,"endTime":497.5,"body":"to pay a little bit more."},{"speaker":"Brandee Gaar","startTime":497.53000000000003,"endTime":499.27,"body":"I don't want to pay"},{"speaker":"Brandee Gaar","startTime":497.53000000000003,"endTime":499.27,"body":"the most expensive."},{"speaker":"Brandee Gaar","startTime":499.27,"endTime":501.55,"body":"Like I don't go to Whole"},{"speaker":"Brandee Gaar","startTime":499.27,"endTime":501.55,"body":"Foods or Trader Joe's, right?"},{"speaker":"Brandee Gaar","startTime":501.66,"endTime":503.19,"body":"But I don't want"},{"speaker":"Brandee Gaar","startTime":501.66,"endTime":503.19,"body":"to shop at Aldi."},{"speaker":"Brandee Gaar","startTime":503.35,"endTime":504.65,"body":"Like, I don't want"},{"speaker":"Brandee Gaar","startTime":503.35,"endTime":504.65,"body":"to shop at Aldi."},{"speaker":"Brandee Gaar","startTime":504.65,"endTime":508.52,"body":"I don't want to shop at Walmart"},{"speaker":"Brandee Gaar","startTime":504.65,"endTime":508.52,"body":"because I want the experience"},{"speaker":"Brandee Gaar","startTime":508.52,"endTime":511.79,"body":"that comes along with great"},{"speaker":"Brandee Gaar","startTime":508.52,"endTime":511.79,"body":"customer service, a bright and"},{"speaker":"Brandee Gaar","startTime":511.79,"endTime":514.52,"body":"airy store, everything clearly"},{"speaker":"Brandee Gaar","startTime":511.79,"endTime":514.52,"body":"labeled, very, very clean."},{"speaker":"Brandee Gaar","startTime":514.74,"endTime":515.64,"body":"So that's important to me."},{"speaker":"Brandee Gaar","startTime":515.64,"endTime":518.6700000000001,"body":"So what I was trying to"},{"speaker":"Brandee Gaar","startTime":515.64,"endTime":518.6700000000001,"body":"explain to my team is that"},{"speaker":"Brandee Gaar","startTime":518.6800000000001,"endTime":519.97,"body":"luxury to me is an experience."},{"speaker":"Brandee Gaar","startTime":520.5350000000001,"endTime":524.815,"body":"And that's what we want to"},{"speaker":"Brandee Gaar","startTime":520.5350000000001,"endTime":524.815,"body":"evoke to our, our clients."},{"speaker":"Brandee Gaar","startTime":525.0550000000001,"endTime":527.735,"body":"And so our social media"},{"speaker":"Brandee Gaar","startTime":525.0550000000001,"endTime":527.735,"body":"manager actually said, Oh,"},{"speaker":"Brandee Gaar","startTime":527.745,"endTime":533.025,"body":"well, um, luxury is actually"},{"speaker":"Brandee Gaar","startTime":527.745,"endTime":533.025,"body":"the absence of worry."},{"speaker":"Brandee Gaar","startTime":533.585,"endTime":535.655,"body":"And I was like,"},{"speaker":"Brandee Gaar","startTime":533.585,"endTime":535.655,"body":"that is brilliant."},{"speaker":"Brandee Gaar","startTime":535.675,"endTime":538.5550000000001,"body":"Like we should use that on"},{"speaker":"Brandee Gaar","startTime":535.675,"endTime":538.5550000000001,"body":"everything because that is"},{"speaker":"Brandee Gaar","startTime":538.5550000000001,"endTime":540.594,"body":"exactly who we're looking for."},{"speaker":"Brandee Gaar","startTime":540.595,"endTime":542.975,"body":"We want our clients to"},{"speaker":"Brandee Gaar","startTime":540.595,"endTime":542.975,"body":"understand that they don't"},{"speaker":"Brandee Gaar","startTime":542.975,"endTime":544.005,"body":"have to worry about anything."},{"speaker":"Brandee Gaar","startTime":544.015,"endTime":545.735,"body":"Like we will handle"},{"speaker":"Brandee Gaar","startTime":544.015,"endTime":545.735,"body":"every detail."},{"speaker":"Brandee Gaar","startTime":546.0699999999999,"endTime":548.24,"body":"Even if it's our event"},{"speaker":"Brandee Gaar","startTime":546.0699999999999,"endTime":548.24,"body":"management service from 90"},{"speaker":"Brandee Gaar","startTime":548.24,"endTime":550.79,"body":"days in, we handle everything"},{"speaker":"Brandee Gaar","startTime":548.24,"endTime":550.79,"body":"for them and they don't"},{"speaker":"Brandee Gaar","startTime":550.79,"endTime":551.55,"body":"have to worry about it."},{"speaker":"Brandee Gaar","startTime":551.55,"endTime":555.22,"body":"And that's what we are evoking"},{"speaker":"Brandee Gaar","startTime":551.55,"endTime":555.22,"body":"and who we are speaking to"},{"speaker":"Brandee Gaar","startTime":555.27,"endTime":558.51,"body":"through all of our marketing"},{"speaker":"Brandee Gaar","startTime":555.27,"endTime":558.51,"body":"and all of our advertising."},{"speaker":"Brandee Gaar","startTime":558.51,"endTime":558.85,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":558.85,"endTime":562.71,"body":"So this is what I really,"},{"speaker":"Brandee Gaar","startTime":558.85,"endTime":562.71,"body":"really want you to think about."},{"speaker":"Brandee Gaar","startTime":562.75,"endTime":563.15,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":563.4200000000001,"endTime":567.12,"body":"Because as a planner, you can"},{"speaker":"Brandee Gaar","startTime":563.4200000000001,"endTime":567.12,"body":"hear how I did that, right?"},{"speaker":"Brandee Gaar","startTime":567.12,"endTime":568.7,"body":"You can hear that Yes."},{"speaker":"Brandee Gaar","startTime":568.7,"endTime":571.72,"body":"Could I provide planning"},{"speaker":"Brandee Gaar","startTime":568.7,"endTime":571.72,"body":"services for anyone?"},{"speaker":"Brandee Gaar","startTime":572.64,"endTime":573.84,"body":"Yes, we could."},{"speaker":"Brandee Gaar","startTime":573.88,"endTime":575.1,"body":"We absolutely could."},{"speaker":"Brandee Gaar","startTime":575.39,"endTime":580.63,"body":"But we need to speak to our"},{"speaker":"Brandee Gaar","startTime":575.39,"endTime":580.63,"body":"ideal client all the time so"},{"speaker":"Brandee Gaar","startTime":580.63,"endTime":583.8100000000001,"body":"that we're drawing in those"},{"speaker":"Brandee Gaar","startTime":580.63,"endTime":583.8100000000001,"body":"kind of clients that we really"},{"speaker":"Brandee Gaar","startTime":583.84,"endTime":586.17,"body":"value and that value what we do."},{"speaker":"Brandee Gaar","startTime":586.46,"endTime":588.91,"body":"Now, let's say that"},{"speaker":"Brandee Gaar","startTime":586.46,"endTime":588.91,"body":"you're a DJ, right?"},{"speaker":"Brandee Gaar","startTime":589.043,"endTime":590.416,"body":"can you DJ for anyone?"},{"speaker":"Brandee Gaar","startTime":590.936,"endTime":591.476,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":591.766,"endTime":593.546,"body":"But what are you amazing at?"},{"speaker":"Brandee Gaar","startTime":593.576,"endTime":596.746,"body":"Like what makes you the"},{"speaker":"Brandee Gaar","startTime":593.576,"endTime":596.746,"body":"absolute best at what you do?"},{"speaker":"Brandee Gaar","startTime":597.056,"endTime":600.476,"body":"Are you a DJ who"},{"speaker":"Brandee Gaar","startTime":597.056,"endTime":600.476,"body":"loves to play games?"},{"speaker":"Brandee Gaar","startTime":600.606,"endTime":603.136,"body":"Like you have all these"},{"speaker":"Brandee Gaar","startTime":600.606,"endTime":603.136,"body":"games in your back pocket"},{"speaker":"Brandee Gaar","startTime":603.136,"endTime":605.746,"body":"and you're looking for that"},{"speaker":"Brandee Gaar","startTime":603.136,"endTime":605.746,"body":"couple who wants to have"},{"speaker":"Brandee Gaar","startTime":605.746,"endTime":606.696,"body":"games at their reception."},{"speaker":"Brandee Gaar","startTime":606.696,"endTime":607.866,"body":"Like they want to"},{"speaker":"Brandee Gaar","startTime":606.696,"endTime":607.866,"body":"play the shoe game."},{"speaker":"Brandee Gaar","startTime":607.866,"endTime":609.296,"body":"They want to do the"},{"speaker":"Brandee Gaar","startTime":607.866,"endTime":609.296,"body":"dollar dance, like all"},{"speaker":"Brandee Gaar","startTime":609.296,"endTime":610.196,"body":"these things, right?"},{"speaker":"Brandee Gaar","startTime":610.476,"endTime":612.766,"body":"Are you that fun, funky DJ?"},{"speaker":"Brandee Gaar","startTime":612.7860000000001,"endTime":615.431,"body":"That's like, You know, on"},{"speaker":"Brandee Gaar","startTime":612.7860000000001,"endTime":615.431,"body":"the dance floor, dancing"},{"speaker":"Brandee Gaar","startTime":615.431,"endTime":617.971,"body":"with the couples, hanging"},{"speaker":"Brandee Gaar","startTime":615.431,"endTime":617.971,"body":"out with all of the guests."},{"speaker":"Brandee Gaar","startTime":618.321,"endTime":622.451,"body":"Are you the DJ who is"},{"speaker":"Brandee Gaar","startTime":618.321,"endTime":622.451,"body":"like the most amazing MC?"},{"speaker":"Brandee Gaar","startTime":622.461,"endTime":624.841,"body":"Like you are known for"},{"speaker":"Brandee Gaar","startTime":622.461,"endTime":624.841,"body":"your MC skills because"},{"speaker":"Brandee Gaar","startTime":624.851,"endTime":626.461,"body":"you engage the crowd."},{"speaker":"Brandee Gaar","startTime":626.831,"endTime":629.151,"body":"Like you are in it with them."},{"speaker":"Brandee Gaar","startTime":629.181,"endTime":631.581,"body":"You make them feel"},{"speaker":"Brandee Gaar","startTime":629.181,"endTime":631.581,"body":"like they are there."},{"speaker":"Brandee Gaar","startTime":632.081,"endTime":635.041,"body":"For this couple's wedding,"},{"speaker":"Brandee Gaar","startTime":632.081,"endTime":635.041,"body":"like you're so in it with them."},{"speaker":"Brandee Gaar","startTime":635.211,"endTime":637.831,"body":"Or are you that DJ that's"},{"speaker":"Brandee Gaar","startTime":635.211,"endTime":637.831,"body":"bringing the house down?"},{"speaker":"Brandee Gaar","startTime":637.841,"endTime":641.731,"body":"Like your dance floors"},{"speaker":"Brandee Gaar","startTime":637.841,"endTime":641.731,"body":"are packed every single"},{"speaker":"Brandee Gaar","startTime":641.741,"endTime":643.081,"body":"time you're at a wedding."},{"speaker":"Brandee Gaar","startTime":643.591,"endTime":648.141,"body":"It's so important that you know"},{"speaker":"Brandee Gaar","startTime":643.591,"endTime":648.141,"body":"who you are and who you serve"},{"speaker":"Brandee Gaar","startTime":648.421,"endTime":652.421,"body":"because all of your marketing"},{"speaker":"Brandee Gaar","startTime":648.421,"endTime":652.421,"body":"should be serving that client."},{"speaker":"Brandee Gaar","startTime":652.881,"endTime":655.461,"body":"Now, does that mean that you"},{"speaker":"Brandee Gaar","startTime":652.881,"endTime":655.461,"body":"can never take a client that's"},{"speaker":"Brandee Gaar","startTime":655.471,"endTime":657.131,"body":"outside of your ideal client?"},{"speaker":"Brandee Gaar","startTime":657.346,"endTime":660.986,"body":"No, it doesn't mean that,"},{"speaker":"Brandee Gaar","startTime":657.346,"endTime":660.986,"body":"but it does mean that you're"},{"speaker":"Brandee Gaar","startTime":709.976,"endTime":711.216,"body":"not speaking to that client."},{"speaker":"Brandee Gaar","startTime":711.266,"endTime":714.1560000000001,"body":"You're not just saying we"},{"speaker":"Brandee Gaar","startTime":711.266,"endTime":714.1560000000001,"body":"can DJ your wedding and"},{"speaker":"Brandee Gaar","startTime":714.1560000000001,"endTime":715.236,"body":"we're great at mixing."},{"speaker":"Brandee Gaar","startTime":715.2760000000001,"endTime":718.016,"body":"You're showing pictures"},{"speaker":"Brandee Gaar","startTime":715.2760000000001,"endTime":718.016,"body":"of the dance floor"},{"speaker":"Brandee Gaar","startTime":718.0260000000001,"endTime":718.966,"body":"packed every single week."},{"speaker":"Brandee Gaar","startTime":718.966,"endTime":722.2860000000001,"body":"You're showing pictures of your"},{"speaker":"Brandee Gaar","startTime":718.966,"endTime":722.2860000000001,"body":"guys behind the board, mixing."},{"speaker":"Brandee Gaar","startTime":722.296,"endTime":724.106,"body":"You're showing videos."},{"speaker":"Brandee Gaar","startTime":724.121,"endTime":727.361,"body":"Of that packed dance floor and"},{"speaker":"Brandee Gaar","startTime":724.121,"endTime":727.361,"body":"people just raging out, you're"},{"speaker":"Brandee Gaar","startTime":727.361,"endTime":729.431,"body":"having testimonials of like,"},{"speaker":"Brandee Gaar","startTime":727.361,"endTime":729.431,"body":"our dance floor is packed the"},{"speaker":"Brandee Gaar","startTime":729.431,"endTime":732.791,"body":"entire time because that you're"},{"speaker":"Brandee Gaar","startTime":729.431,"endTime":732.791,"body":"gonna then start drawing in"},{"speaker":"Brandee Gaar","startTime":732.791,"endTime":734.621,"body":"clients who that's important to."},{"speaker":"Brandee Gaar","startTime":734.621,"endTime":737.351,"body":"They're like, we wanna get"},{"speaker":"Brandee Gaar","startTime":734.621,"endTime":737.351,"body":"through dinner so we can start"},{"speaker":"Brandee Gaar","startTime":737.351,"endTime":740.261,"body":"dancing and we wanna dance"},{"speaker":"Brandee Gaar","startTime":737.351,"endTime":740.261,"body":"until we literally fall down."},{"speaker":"Brandee Gaar","startTime":740.351,"endTime":740.681,"body":"Right."},{"speaker":"Brandee Gaar","startTime":740.801,"endTime":743.771,"body":"And that's exciting, but"},{"speaker":"Brandee Gaar","startTime":740.801,"endTime":743.771,"body":"you have to know who it"},{"speaker":"Brandee Gaar","startTime":743.771,"endTime":745.9010000000001,"body":"is that you're catering"},{"speaker":"Brandee Gaar","startTime":743.771,"endTime":745.9010000000001,"body":"to because there's every"},{"speaker":"Brandee Gaar","startTime":745.9010000000001,"endTime":747.251,"body":"kind of client out there."},{"speaker":"Brandee Gaar","startTime":747.706,"endTime":750.046,"body":"You just have to know who"},{"speaker":"Brandee Gaar","startTime":747.706,"endTime":750.046,"body":"you're speaking to so that"},{"speaker":"Brandee Gaar","startTime":750.056,"endTime":752.7860000000001,"body":"you're speaking directly to the"},{"speaker":"Brandee Gaar","startTime":750.056,"endTime":752.7860000000001,"body":"people that you want to draw in."},{"speaker":"Brandee Gaar","startTime":752.876,"endTime":753.266,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":753.4730000000001,"endTime":756.313,"body":"Since you achieve such a low"},{"speaker":"Brandee Gaar","startTime":753.4730000000001,"endTime":756.313,"body":"resonance with the individual,"},{"speaker":"Brandee Gaar","startTime":756.313,"endTime":757.373,"body":"you make way less money."},{"speaker":"Brandee Gaar","startTime":757.373,"endTime":758.273,"body":"So what does this mean?"},{"speaker":"Brandee Gaar","startTime":758.503,"endTime":763.393,"body":"It means that when you just"},{"speaker":"Brandee Gaar","startTime":758.503,"endTime":763.393,"body":"kind of say, we are wedding"},{"speaker":"Brandee Gaar","startTime":763.413,"endTime":767.028,"body":"DJs and we, Play music"},{"speaker":"Brandee Gaar","startTime":763.413,"endTime":767.028,"body":"for your wedding, right?"},{"speaker":"Brandee Gaar","startTime":767.028,"endTime":770.298,"body":"Like we are great wedding"},{"speaker":"Brandee Gaar","startTime":767.028,"endTime":770.298,"body":"DJs or we provide six hours"},{"speaker":"Brandee Gaar","startTime":770.298,"endTime":771.288,"body":"of music for your wedding."},{"speaker":"Brandee Gaar","startTime":771.328,"endTime":776.388,"body":"Like that doesn't resonate with"},{"speaker":"Brandee Gaar","startTime":771.328,"endTime":776.388,"body":"anyone except a price shopper."},{"speaker":"Brandee Gaar","startTime":776.418,"endTime":779.3580000000001,"body":"Who's like, listen, I have 400"},{"speaker":"Brandee Gaar","startTime":776.418,"endTime":779.3580000000001,"body":"for eight hours of DJ service."},{"speaker":"Brandee Gaar","startTime":779.3580000000001,"endTime":779.818,"body":"Can you do it?"},{"speaker":"Brandee Gaar","startTime":779.818,"endTime":780.498,"body":"And you're like, sure."},{"speaker":"Brandee Gaar","startTime":780.558,"endTime":782.988,"body":"I mean, that"},{"speaker":"Brandee Gaar","startTime":780.558,"endTime":782.988,"body":"doesn't work, right?"},{"speaker":"Brandee Gaar","startTime":782.988,"endTime":786.378,"body":"You want to make sure"},{"speaker":"Brandee Gaar","startTime":782.988,"endTime":786.378,"body":"that you can resonate with"},{"speaker":"Brandee Gaar","startTime":786.378,"endTime":787.188,"body":"the people who are like."},{"speaker":"Brandee Gaar","startTime":787.628,"endTime":790.178,"body":"I must have you like"},{"speaker":"Brandee Gaar","startTime":787.628,"endTime":790.178,"body":"you are the person."},{"speaker":"Brandee Gaar","startTime":790.408,"endTime":793.738,"body":"The coolest thing is when"},{"speaker":"Brandee Gaar","startTime":790.408,"endTime":793.738,"body":"somebody has gone through your"},{"speaker":"Brandee Gaar","startTime":793.738,"endTime":797.9780000000001,"body":"social media and they've gone"},{"speaker":"Brandee Gaar","startTime":793.738,"endTime":797.9780000000001,"body":"through your website and they've"},{"speaker":"Brandee Gaar","startTime":797.9780000000001,"endTime":800.588,"body":"gone through all your marketing"},{"speaker":"Brandee Gaar","startTime":797.9780000000001,"endTime":800.588,"body":"materials and they're like, I"},{"speaker":"Brandee Gaar","startTime":800.7280000000001,"endTime":803.468,"body":"have to have you because you,"},{"speaker":"Brandee Gaar","startTime":800.7280000000001,"endTime":803.468,"body":"I feel like you're speaking"},{"speaker":"Brandee Gaar","startTime":803.468,"endTime":806.578,"body":"right to me because then by"},{"speaker":"Brandee Gaar","startTime":803.468,"endTime":806.578,"body":"the time you get them on a"},{"speaker":"Brandee Gaar","startTime":806.678,"endTime":809.038,"body":"consult or you don't even have"},{"speaker":"Brandee Gaar","startTime":806.678,"endTime":809.038,"body":"to do a consult, that's the"},{"speaker":"Brandee Gaar","startTime":809.038,"endTime":811.488,"body":"ideal, is they're so warm."},{"speaker":"Brandee Gaar","startTime":811.488,"endTime":813.868,"body":"They're like, I mean, just tell"},{"speaker":"Brandee Gaar","startTime":811.488,"endTime":813.868,"body":"me where to sign because I've"},{"speaker":"Brandee Gaar","startTime":813.868,"endTime":816.908,"body":"already watched all your stuff"},{"speaker":"Brandee Gaar","startTime":813.868,"endTime":816.908,"body":"and you are the right DJ for me."},{"speaker":"Brandee Gaar","startTime":816.948,"endTime":818.498,"body":"You are the right"},{"speaker":"Brandee Gaar","startTime":816.948,"endTime":818.498,"body":"planner for me."},{"speaker":"Brandee Gaar","startTime":818.888,"endTime":822.888,"body":"That happens so often with"},{"speaker":"Brandee Gaar","startTime":818.888,"endTime":822.888,"body":"my team because not only are"},{"speaker":"Brandee Gaar","startTime":822.888,"endTime":825.938,"body":"we referred by vendors who"},{"speaker":"Brandee Gaar","startTime":822.888,"endTime":825.938,"body":"we love working with and who"},{"speaker":"Brandee Gaar","startTime":825.948,"endTime":830.563,"body":"draw in a similar client,"},{"speaker":"Brandee Gaar","startTime":825.948,"endTime":830.563,"body":"but we speak Exactly to our"},{"speaker":"Brandee Gaar","startTime":830.583,"endTime":832.953,"body":"ideal client through every"},{"speaker":"Brandee Gaar","startTime":830.583,"endTime":832.953,"body":"single interaction that we"},{"speaker":"Brandee Gaar","startTime":832.953,"endTime":834.4730000000001,"body":"have in all of our marketing."},{"speaker":"Brandee Gaar","startTime":834.4730000000001,"endTime":835.623,"body":"We talk about legacy."},{"speaker":"Brandee Gaar","startTime":835.8530000000001,"endTime":837.013,"body":"We talk about tradition."},{"speaker":"Brandee Gaar","startTime":837.2230000000001,"endTime":838.503,"body":"We talk about time."},{"speaker":"Brandee Gaar","startTime":838.513,"endTime":839.633,"body":"We talk about memories."},{"speaker":"Brandee Gaar","startTime":839.653,"endTime":841.503,"body":"We talk about"},{"speaker":"Brandee Gaar","startTime":839.653,"endTime":841.503,"body":"confident planners."},{"speaker":"Brandee Gaar","startTime":841.933,"endTime":844.413,"body":"And so by the time they"},{"speaker":"Brandee Gaar","startTime":841.933,"endTime":844.413,"body":"get to speak with our sales"},{"speaker":"Brandee Gaar","startTime":844.413,"endTime":847.203,"body":"manager, they're like, I have"},{"speaker":"Brandee Gaar","startTime":844.413,"endTime":847.203,"body":"to have you because you've"},{"speaker":"Brandee Gaar","startTime":847.203,"endTime":849.693,"body":"been speaking to me for months"},{"speaker":"Brandee Gaar","startTime":847.203,"endTime":849.693,"body":"and now I'm engaged and you"},{"speaker":"Brandee Gaar","startTime":849.703,"endTime":850.553,"body":"have to be at my wedding."},{"speaker":"Brandee Gaar","startTime":850.953,"endTime":852.903,"body":"And it's just the"},{"speaker":"Brandee Gaar","startTime":850.953,"endTime":852.903,"body":"coolest, coolest feeling."},{"speaker":"Brandee Gaar","startTime":853.193,"endTime":857.736,"body":"I want you to take some time"},{"speaker":"Brandee Gaar","startTime":853.193,"endTime":857.736,"body":"and listen to episode 165 of"},{"speaker":"Brandee Gaar","startTime":857.746,"endTime":859.116,"body":"the Wedding Pro CEO podcast."},{"speaker":"Brandee Gaar","startTime":859.116,"endTime":861.895,"body":"I'll link it here If you haven't"},{"speaker":"Brandee Gaar","startTime":859.116,"endTime":861.895,"body":"ever listened to that episode,"},{"speaker":"Brandee Gaar","startTime":861.895,"endTime":867.495,"body":"Bethel does such a phenomenal"},{"speaker":"Brandee Gaar","startTime":861.895,"endTime":867.495,"body":"job of speaking directly to her"},{"speaker":"Brandee Gaar","startTime":867.495,"endTime":871.095,"body":"ideal client and she charges"},{"speaker":"Brandee Gaar","startTime":867.495,"endTime":871.095,"body":"like four or five times."},{"speaker":"Brandee Gaar","startTime":871.115,"endTime":872.6750000000001,"body":"She's an efficient in San Diego."},{"speaker":"Brandee Gaar","startTime":873.005,"endTime":876.235,"body":"She charges four or five"},{"speaker":"Brandee Gaar","startTime":873.005,"endTime":876.235,"body":"times what her competition"},{"speaker":"Brandee Gaar","startTime":876.235,"endTime":880.045,"body":"charges and her calendar is"},{"speaker":"Brandee Gaar","startTime":876.235,"endTime":880.045,"body":"completely booked out because"},{"speaker":"Brandee Gaar","startTime":880.315,"endTime":884.285,"body":"she is so specific in the"},{"speaker":"Brandee Gaar","startTime":880.315,"endTime":884.285,"body":"type of couple that she is"},{"speaker":"Brandee Gaar","startTime":884.285,"endTime":888.0600000000001,"body":"speaking to that they're like,"},{"speaker":"Brandee Gaar","startTime":884.285,"endTime":888.0600000000001,"body":"You must do my wedding like"},{"speaker":"Brandee Gaar","startTime":888.0600000000001,"endTime":891.7,"body":"they stalk her and follow her"},{"speaker":"Brandee Gaar","startTime":888.0600000000001,"endTime":891.7,"body":"and she doesn't even have to"},{"speaker":"Brandee Gaar","startTime":891.7,"endTime":895.61,"body":"let go actively sell because"},{"speaker":"Brandee Gaar","startTime":891.7,"endTime":895.61,"body":"people are just drawn to her."},{"speaker":"Brandee Gaar","startTime":895.67,"endTime":898.14,"body":"The ideal clients and the"},{"speaker":"Brandee Gaar","startTime":895.67,"endTime":898.14,"body":"people who are not her"},{"speaker":"Brandee Gaar","startTime":898.16,"endTime":900.79,"body":"ideal clients are kind of"},{"speaker":"Brandee Gaar","startTime":898.16,"endTime":900.79,"body":"turned off by her marketing."},{"speaker":"Brandee Gaar","startTime":901.11,"endTime":903.3100000000001,"body":"And that's exactly"},{"speaker":"Brandee Gaar","startTime":901.11,"endTime":903.3100000000001,"body":"what you want it to do."},{"speaker":"Brandee Gaar","startTime":903.42,"endTime":906.42,"body":"You want to turn off"},{"speaker":"Brandee Gaar","startTime":903.42,"endTime":906.42,"body":"the wrong kind of couple"},{"speaker":"Brandee Gaar","startTime":906.4300000000001,"endTime":907.25,"body":"from your marketing."},{"speaker":"Brandee Gaar","startTime":907.3000000000001,"endTime":907.6800000000001,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":907.6800000000001,"endTime":912.49,"body":"So there's so much that I"},{"speaker":"Brandee Gaar","startTime":907.6800000000001,"endTime":912.49,"body":"love about this Standing"},{"speaker":"Brandee Gaar","startTime":912.49,"endTime":913.54,"body":"out from your competition."},{"speaker":"Brandee Gaar","startTime":913.84,"endTime":916.94,"body":"And we talk all about that"},{"speaker":"Brandee Gaar","startTime":913.84,"endTime":916.94,"body":"on episode 165 with Bethel."},{"speaker":"Brandee Gaar","startTime":917.0,"endTime":919.26,"body":"You have to stand out"},{"speaker":"Brandee Gaar","startTime":917.0,"endTime":919.26,"body":"from your competition."},{"speaker":"Brandee Gaar","startTime":919.32,"endTime":922.96,"body":"Do not be vanilla because if"},{"speaker":"Brandee Gaar","startTime":919.32,"endTime":922.96,"body":"you're vanilla, your leads"},{"speaker":"Brandee Gaar","startTime":922.96,"endTime":925.57,"body":"will not be warmed up by"},{"speaker":"Brandee Gaar","startTime":922.96,"endTime":925.57,"body":"the time that you get them."},{"speaker":"Brandee Gaar","startTime":925.6,"endTime":925.86,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":925.86,"endTime":926.67,"body":"So let's keep going."},{"speaker":"Brandee Gaar","startTime":926.72,"endTime":929.8000000000001,"body":"So instead of being broad"},{"speaker":"Brandee Gaar","startTime":926.72,"endTime":929.8000000000001,"body":"and vague, we need to"},{"speaker":"Brandee Gaar","startTime":929.8100000000001,"endTime":934.12,"body":"be as painfully specific"},{"speaker":"Brandee Gaar","startTime":929.8100000000001,"endTime":934.12,"body":"as we possibly can be."},{"speaker":"Brandee Gaar","startTime":934.64,"endTime":938.33,"body":"I say painfully because"},{"speaker":"Brandee Gaar","startTime":934.64,"endTime":938.33,"body":"it will cause you multiple"},{"speaker":"Brandee Gaar","startTime":938.33,"endTime":939.48,"body":"types of discomfort."},{"speaker":"Brandee Gaar","startTime":939.5,"endTime":942.26,"body":"And Bethel and I actually"},{"speaker":"Brandee Gaar","startTime":939.5,"endTime":942.26,"body":"talked about this on the"},{"speaker":"Brandee Gaar","startTime":942.26,"endTime":945.87,"body":"podcast as well, because I know"},{"speaker":"Brandee Gaar","startTime":942.26,"endTime":945.87,"body":"when you're in the beginning"},{"speaker":"Brandee Gaar","startTime":945.87,"endTime":948.86,"body":"stages of your business, you're"},{"speaker":"Brandee Gaar","startTime":945.87,"endTime":948.86,"body":"like, I will take your money."},{"speaker":"Brandee Gaar","startTime":949.3000000000001,"endTime":950.83,"body":"All money is good money."},{"speaker":"Brandee Gaar","startTime":950.87,"endTime":953.58,"body":"Like you're, you're going to"},{"speaker":"Brandee Gaar","startTime":950.87,"endTime":953.58,"body":"pay me money to do my service."},{"speaker":"Brandee Gaar","startTime":953.63,"endTime":954.22,"body":"I'll take it."},{"speaker":"Brandee Gaar","startTime":954.54,"endTime":957.11,"body":"And so you have this feeling"},{"speaker":"Brandee Gaar","startTime":954.54,"endTime":957.11,"body":"of like, all money is"},{"speaker":"Brandee Gaar","startTime":957.11,"endTime":958.77,"body":"good money, but it is not."},{"speaker":"Brandee Gaar","startTime":959.12,"endTime":961.02,"body":"Y'all, I promise you it is not."},{"speaker":"Brandee Gaar","startTime":961.04,"endTime":963.22,"body":"I promise you it is not."},{"speaker":"Brandee Gaar","startTime":963.47,"endTime":967.14,"body":"You will see others that offer"},{"speaker":"Brandee Gaar","startTime":963.47,"endTime":967.14,"body":"services to anyone and everyone,"},{"speaker":"Brandee Gaar","startTime":967.16,"endTime":969.8100000000001,"body":"and you'll think they're so"},{"speaker":"Brandee Gaar","startTime":967.16,"endTime":969.8100000000001,"body":"much more successful than me."},{"speaker":"Brandee Gaar","startTime":970.48,"endTime":971.23,"body":"They're not."},{"speaker":"Brandee Gaar","startTime":971.33,"endTime":971.73,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":972.01,"endTime":975.15,"body":"Does the person that's giving"},{"speaker":"Brandee Gaar","startTime":972.01,"endTime":975.15,"body":"you advice have a business"},{"speaker":"Brandee Gaar","startTime":975.1800000000001,"endTime":976.6,"body":"that you want to have?"},{"speaker":"Brandee Gaar","startTime":977.04,"endTime":980.23,"body":"Have they already achieved"},{"speaker":"Brandee Gaar","startTime":977.04,"endTime":980.23,"body":"what you want to achieve?"},{"speaker":"Brandee Gaar","startTime":980.72,"endTime":983.245,"body":"If they have not,"},{"speaker":"Brandee Gaar","startTime":980.72,"endTime":983.245,"body":"Skip their advice."},{"speaker":"Brandee Gaar","startTime":983.4250000000001,"endTime":983.845,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":984.295,"endTime":988.095,"body":"I, this is so important to me"},{"speaker":"Brandee Gaar","startTime":984.295,"endTime":988.095,"body":"when I'm looking for a business"},{"speaker":"Brandee Gaar","startTime":988.095,"endTime":992.575,"body":"coach, when I'm looking for a"},{"speaker":"Brandee Gaar","startTime":988.095,"endTime":992.575,"body":"mentor, I want to find somebody"},{"speaker":"Brandee Gaar","startTime":992.615,"endTime":996.665,"body":"that has already built what I"},{"speaker":"Brandee Gaar","startTime":992.615,"endTime":996.665,"body":"want, because if they haven't,"},{"speaker":"Brandee Gaar","startTime":996.9250000000001,"endTime":998.325,"body":"why am I taking their advice?"},{"speaker":"Brandee Gaar","startTime":998.375,"endTime":1000.695,"body":"Like they're going to help me"},{"speaker":"Brandee Gaar","startTime":998.375,"endTime":1000.695,"body":"build something I don't want."},{"speaker":"Brandee Gaar","startTime":1001.005,"endTime":1005.035,"body":"And so it's so easy on social"},{"speaker":"Brandee Gaar","startTime":1001.005,"endTime":1005.035,"body":"media to see another company"},{"speaker":"Brandee Gaar","startTime":1005.035,"endTime":1007.0550000000001,"body":"and you're like, Oh my"},{"speaker":"Brandee Gaar","startTime":1005.035,"endTime":1007.0550000000001,"body":"gosh, they're so successful."},{"speaker":"Brandee Gaar","startTime":1007.105,"endTime":1007.455,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":1007.91,"endTime":1009.45,"body":"It is so easy to make"},{"speaker":"Brandee Gaar","startTime":1007.91,"endTime":1009.45,"body":"it look like you're"},{"speaker":"Brandee Gaar","startTime":1009.45,"endTime":1010.63,"body":"successful on social media."},{"speaker":"Brandee Gaar","startTime":1010.66,"endTime":1010.97,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1011.0,"endTime":1012.9300000000001,"body":"All you have to do is show"},{"speaker":"Brandee Gaar","startTime":1011.0,"endTime":1012.9300000000001,"body":"up and talk about the same"},{"speaker":"Brandee Gaar","startTime":1012.9300000000001,"endTime":1014.19,"body":"client every single day."},{"speaker":"Brandee Gaar","startTime":1014.4300000000001,"endTime":1016.09,"body":"No one knows you're talking"},{"speaker":"Brandee Gaar","startTime":1014.4300000000001,"endTime":1016.09,"body":"about the same client."},{"speaker":"Brandee Gaar","startTime":1016.37,"endTime":1018.47,"body":"You could be doing the same"},{"speaker":"Brandee Gaar","startTime":1016.37,"endTime":1018.47,"body":"thing over and over and"},{"speaker":"Brandee Gaar","startTime":1018.47,"endTime":1019.33,"body":"just keep talking about it."},{"speaker":"Brandee Gaar","startTime":1019.33,"endTime":1021.09,"body":"And they're like, Oh my gosh,"},{"speaker":"Brandee Gaar","startTime":1019.33,"endTime":1021.09,"body":"she has so many weddings."},{"speaker":"Brandee Gaar","startTime":1021.15,"endTime":1021.4,"body":"No."},{"speaker":"Brandee Gaar","startTime":1022.08,"endTime":1024.315,"body":"Social media is Wonderful."},{"speaker":"Brandee Gaar","startTime":1024.355,"endTime":1025.225,"body":"I love it."},{"speaker":"Brandee Gaar","startTime":1025.235,"endTime":1027.625,"body":"You will hear me talk about how"},{"speaker":"Brandee Gaar","startTime":1025.235,"endTime":1027.625,"body":"much I love social media, but it"},{"speaker":"Brandee Gaar","startTime":1027.625,"endTime":1032.5049999999999,"body":"is so easy to present something"},{"speaker":"Brandee Gaar","startTime":1027.625,"endTime":1032.5049999999999,"body":"that you're not on social media."},{"speaker":"Brandee Gaar","startTime":1032.605,"endTime":1032.935,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1033.185,"endTime":1036.5249999999999,"body":"So I really want you to"},{"speaker":"Brandee Gaar","startTime":1033.185,"endTime":1036.5249999999999,"body":"think about who do you serve?"},{"speaker":"Brandee Gaar","startTime":1036.7849999999999,"endTime":1037.955,"body":"What do you want?"},{"speaker":"Brandee Gaar","startTime":1038.0249999999999,"endTime":1041.435,"body":"What type of business"},{"speaker":"Brandee Gaar","startTime":1038.0249999999999,"endTime":1041.435,"body":"are you trying to build?"},{"speaker":"Brandee Gaar","startTime":1041.889,"endTime":1044.759,"body":"You are going to need to exclude"},{"speaker":"Brandee Gaar","startTime":1041.889,"endTime":1044.759,"body":"people from your targeting."},{"speaker":"Brandee Gaar","startTime":1044.759,"endTime":1047.129,"body":"We talked about that a"},{"speaker":"Brandee Gaar","startTime":1044.759,"endTime":1047.129,"body":"little bit when I was talking"},{"speaker":"Brandee Gaar","startTime":1047.129,"endTime":1048.299,"body":"about Bethel's episode."},{"speaker":"Brandee Gaar","startTime":1048.4089999999999,"endTime":1050.989,"body":"You will have the urge to"},{"speaker":"Brandee Gaar","startTime":1048.4089999999999,"endTime":1050.989,"body":"bring in everybody who has a"},{"speaker":"Brandee Gaar","startTime":1050.989,"endTime":1052.6689999999999,"body":"pulse, but this won't help you."},{"speaker":"Brandee Gaar","startTime":1052.709,"endTime":1054.6689999999999,"body":"It will hurt you"},{"speaker":"Brandee Gaar","startTime":1052.709,"endTime":1054.6689999999999,"body":"in the long run."},{"speaker":"Brandee Gaar","startTime":1055.039,"endTime":1057.459,"body":"Yes, it's easy money right"},{"speaker":"Brandee Gaar","startTime":1055.039,"endTime":1057.459,"body":"now, but it's not that"},{"speaker":"Brandee Gaar","startTime":1057.479,"endTime":1060.469,"body":"easy because then you get"},{"speaker":"Brandee Gaar","startTime":1057.479,"endTime":1060.469,"body":"a client in the door who's"},{"speaker":"Brandee Gaar","startTime":1060.479,"endTime":1061.539,"body":"difficult to work with."},{"speaker":"Brandee Gaar","startTime":1061.589,"endTime":1063.9289999999999,"body":"Not because they're"},{"speaker":"Brandee Gaar","startTime":1061.589,"endTime":1063.9289999999999,"body":"necessarily difficult."},{"speaker":"Brandee Gaar","startTime":1064.574,"endTime":1067.894,"body":"Though some of them are,"},{"speaker":"Brandee Gaar","startTime":1064.574,"endTime":1067.894,"body":"um, we all know, right?"},{"speaker":"Brandee Gaar","startTime":1068.0639999999999,"endTime":1069.714,"body":"But because they might"},{"speaker":"Brandee Gaar","startTime":1068.0639999999999,"endTime":1069.714,"body":"be difficult for you."},{"speaker":"Brandee Gaar","startTime":1069.714,"endTime":1071.164,"body":"They're not your ideal client."},{"speaker":"Brandee Gaar","startTime":1071.174,"endTime":1076.094,"body":"Like for me, a DIY bride isn't"},{"speaker":"Brandee Gaar","startTime":1071.174,"endTime":1076.094,"body":"necessarily a bad thing at all."},{"speaker":"Brandee Gaar","startTime":1076.114,"endTime":1079.584,"body":"But for my company, who's not"},{"speaker":"Brandee Gaar","startTime":1076.114,"endTime":1079.584,"body":"used to having DIY and we don't"},{"speaker":"Brandee Gaar","startTime":1079.894,"endTime":1084.474,"body":"have necessarily the staff in"},{"speaker":"Brandee Gaar","startTime":1079.894,"endTime":1084.474,"body":"place on wedding day to put out"},{"speaker":"Brandee Gaar","startTime":1084.4840000000002,"endTime":1086.374,"body":"hundreds of tiny little things."},{"speaker":"Brandee Gaar","startTime":1086.9089999999999,"endTime":1089.3590000000002,"body":"They're, they're, they become"},{"speaker":"Brandee Gaar","startTime":1086.9089999999999,"endTime":1089.3590000000002,"body":"a problem client for us, right?"},{"speaker":"Brandee Gaar","startTime":1089.389,"endTime":1091.989,"body":"Versus a planner who's"},{"speaker":"Brandee Gaar","startTime":1089.389,"endTime":1091.989,"body":"specifically reaching"},{"speaker":"Brandee Gaar","startTime":1091.989,"endTime":1093.209,"body":"out to DIY clients."},{"speaker":"Brandee Gaar","startTime":1093.479,"endTime":1094.289,"body":"And that's what they do."},{"speaker":"Brandee Gaar","startTime":1094.319,"endTime":1096.449,"body":"They don't necessarily have"},{"speaker":"Brandee Gaar","startTime":1094.319,"endTime":1096.449,"body":"all the hours of planning"},{"speaker":"Brandee Gaar","startTime":1096.449,"endTime":1098.939,"body":"ahead of time, but they show"},{"speaker":"Brandee Gaar","startTime":1096.449,"endTime":1098.939,"body":"up with a team on the day"},{"speaker":"Brandee Gaar","startTime":1098.939,"endTime":1101.419,"body":"of, and they like kill it"},{"speaker":"Brandee Gaar","startTime":1098.939,"endTime":1101.419,"body":"on setting everything out."},{"speaker":"Brandee Gaar","startTime":1101.419,"endTime":1101.669,"body":"Right."},{"speaker":"Brandee Gaar","startTime":1101.9089999999999,"endTime":1103.419,"body":"So that's what you really"},{"speaker":"Brandee Gaar","startTime":1101.9089999999999,"endTime":1103.419,"body":"want to be thinking about."},{"speaker":"Brandee Gaar","startTime":1103.9640000000002,"endTime":1107.514,"body":"Okay, so why do we have to"},{"speaker":"Brandee Gaar","startTime":1103.9640000000002,"endTime":1107.514,"body":"endure this initial discomfort?"},{"speaker":"Brandee Gaar","startTime":1107.884,"endTime":1109.394,"body":"Because the riches"},{"speaker":"Brandee Gaar","startTime":1107.884,"endTime":1109.394,"body":"are in the niches."},{"speaker":"Brandee Gaar","startTime":1109.4640000000002,"endTime":1112.5539999999999,"body":"Now, okay, you have heard this"},{"speaker":"Brandee Gaar","startTime":1109.4640000000002,"endTime":1112.5539999999999,"body":"a million times and you're like,"},{"speaker":"Brandee Gaar","startTime":1112.564,"endTime":1113.604,"body":"Brandee, I don't believe you."},{"speaker":"Brandee Gaar","startTime":1113.884,"endTime":1117.0539999999999,"body":"And to be honest, I'll"},{"speaker":"Brandee Gaar","startTime":1113.884,"endTime":1117.0539999999999,"body":"give you a super vulnerable"},{"speaker":"Brandee Gaar","startTime":1117.164,"endTime":1118.184,"body":"little story about me."},{"speaker":"Brandee Gaar","startTime":1118.5339999999999,"endTime":1121.844,"body":"When I started my coaching"},{"speaker":"Brandee Gaar","startTime":1118.5339999999999,"endTime":1121.844,"body":"business, I was like,"},{"speaker":"Brandee Gaar","startTime":1121.854,"endTime":1123.2540000000001,"body":"riches aren't in the niches."},{"speaker":"Brandee Gaar","startTime":1123.2839999999999,"endTime":1126.454,"body":"Like I want to be able"},{"speaker":"Brandee Gaar","startTime":1123.2839999999999,"endTime":1126.454,"body":"to coach Anyone, right?"},{"speaker":"Brandee Gaar","startTime":1126.684,"endTime":1128.744,"body":"And so when I very first"},{"speaker":"Brandee Gaar","startTime":1126.684,"endTime":1128.744,"body":"started coaching back in"},{"speaker":"Brandee Gaar","startTime":1128.744,"endTime":1133.224,"body":"2020, I literally was like, I"},{"speaker":"Brandee Gaar","startTime":1128.744,"endTime":1133.224,"body":"can teach any small business"},{"speaker":"Brandee Gaar","startTime":1133.224,"endTime":1138.177,"body":"owner because the, steps of"},{"speaker":"Brandee Gaar","startTime":1133.224,"endTime":1138.177,"body":"building a successful service"},{"speaker":"Brandee Gaar","startTime":1138.207,"endTime":1139.657,"body":"based business are the same."},{"speaker":"Brandee Gaar","startTime":1140.2169999999999,"endTime":1142.7569999999998,"body":"And, and that's"},{"speaker":"Brandee Gaar","startTime":1140.2169999999999,"endTime":1142.7569999999998,"body":"technically true, right?"},{"speaker":"Brandee Gaar","startTime":1142.7569999999998,"endTime":1144.947,"body":"But my very first mastermind"},{"speaker":"Brandee Gaar","startTime":1142.7569999999998,"endTime":1144.947,"body":"that ever hosted, it"},{"speaker":"Brandee Gaar","startTime":1144.947,"endTime":1145.947,"body":"was 12 weeks long."},{"speaker":"Brandee Gaar","startTime":1145.957,"endTime":1147.2169999999999,"body":"It was back in 2020."},{"speaker":"Brandee Gaar","startTime":1147.9170000000001,"endTime":1152.352,"body":"Um, I, I was talking"},{"speaker":"Brandee Gaar","startTime":1147.9170000000001,"endTime":1152.352,"body":"to everybody and I"},{"speaker":"Brandee Gaar","startTime":1152.352,"endTime":1154.582,"body":"actually had quite a few"},{"speaker":"Brandee Gaar","startTime":1152.352,"endTime":1154.582,"body":"people that joined it."},{"speaker":"Brandee Gaar","startTime":1154.582,"endTime":1156.6319999999998,"body":"I think we had 15"},{"speaker":"Brandee Gaar","startTime":1154.582,"endTime":1156.6319999999998,"body":"people that joined it."},{"speaker":"Brandee Gaar","startTime":1156.6319999999998,"endTime":1157.8120000000001,"body":"It was a 12 week course."},{"speaker":"Brandee Gaar","startTime":1158.2120000000002,"endTime":1161.722,"body":"Um, but one, I had to"},{"speaker":"Brandee Gaar","startTime":1158.2120000000002,"endTime":1161.722,"body":"really like scrape to"},{"speaker":"Brandee Gaar","startTime":1161.722,"endTime":1162.872,"body":"find those people, right?"},{"speaker":"Brandee Gaar","startTime":1162.8819999999998,"endTime":1164.302,"body":"I was a new coach, so I get it."},{"speaker":"Brandee Gaar","startTime":1164.582,"endTime":1169.0020000000002,"body":"But also what I found was"},{"speaker":"Brandee Gaar","startTime":1164.582,"endTime":1169.0020000000002,"body":"that while the same principles"},{"speaker":"Brandee Gaar","startTime":1169.0020000000002,"endTime":1172.4820000000002,"body":"applied to everyone in the"},{"speaker":"Brandee Gaar","startTime":1169.0020000000002,"endTime":1172.4820000000002,"body":"group, I had a YouTube content"},{"speaker":"Brandee Gaar","startTime":1172.4820000000002,"endTime":1176.7920000000001,"body":"creator, I had a social media"},{"speaker":"Brandee Gaar","startTime":1172.4820000000002,"endTime":1176.7920000000001,"body":"manager, I had a blogger."},{"speaker":"Brandee Gaar","startTime":1177.2369999999999,"endTime":1181.2569999999998,"body":"I had a good number of"},{"speaker":"Brandee Gaar","startTime":1177.2369999999999,"endTime":1181.2569999999998,"body":"wedding industry people,"},{"speaker":"Brandee Gaar","startTime":1181.577,"endTime":1185.9869999999999,"body":"um, oh, and a Dubsado flow"},{"speaker":"Brandee Gaar","startTime":1181.577,"endTime":1185.9869999999999,"body":"person, like somebody who"},{"speaker":"Brandee Gaar","startTime":1186.017,"endTime":1187.9170000000001,"body":"created Dubsado workflows."},{"speaker":"Brandee Gaar","startTime":1188.8970000000002,"endTime":1195.037,"body":"And it didn't work because I"},{"speaker":"Brandee Gaar","startTime":1188.8970000000002,"endTime":1195.037,"body":"couldn't use the right language."},{"speaker":"Brandee Gaar","startTime":1195.037,"endTime":1198.3970000000002,"body":"Like yes, the, the, the"},{"speaker":"Brandee Gaar","startTime":1195.037,"endTime":1198.3970000000002,"body":"things that I was teaching"},{"speaker":"Brandee Gaar","startTime":1198.3970000000002,"endTime":1199.927,"body":"worked for every single"},{"speaker":"Brandee Gaar","startTime":1198.3970000000002,"endTime":1199.927,"body":"person in the group."},{"speaker":"Brandee Gaar","startTime":1200.227,"endTime":1202.2569999999998,"body":"But I couldn't say things like."},{"speaker":"Brandee Gaar","startTime":1202.637,"endTime":1205.0469999999998,"body":"You know, Monday should"},{"speaker":"Brandee Gaar","startTime":1202.637,"endTime":1205.0469999999998,"body":"be your CEO day because"},{"speaker":"Brandee Gaar","startTime":1205.0469999999998,"endTime":1205.9170000000001,"body":"you've worked all weekend."},{"speaker":"Brandee Gaar","startTime":1205.9170000000001,"endTime":1207.8970000000002,"body":"Because not everybody"},{"speaker":"Brandee Gaar","startTime":1205.9170000000001,"endTime":1207.8970000000002,"body":"in the group had worked"},{"speaker":"Brandee Gaar","startTime":1207.8970000000002,"endTime":1208.7769999999998,"body":"all weekend, right?"},{"speaker":"Brandee Gaar","startTime":1208.787,"endTime":1210.2969999999998,"body":"They were like, some of"},{"speaker":"Brandee Gaar","startTime":1208.787,"endTime":1210.2969999999998,"body":"the people were like, we're"},{"speaker":"Brandee Gaar","startTime":1210.2969999999998,"endTime":1210.957,"body":"not the wedding industry."},{"speaker":"Brandee Gaar","startTime":1210.957,"endTime":1211.7569999999998,"body":"We didn't work all weekend."},{"speaker":"Brandee Gaar","startTime":1212.137,"endTime":1216.497,"body":"So the, the processes didn't"},{"speaker":"Brandee Gaar","startTime":1212.137,"endTime":1216.497,"body":"necessarily translate."},{"speaker":"Brandee Gaar","startTime":1216.497,"endTime":1220.137,"body":"And so I had to keep watering"},{"speaker":"Brandee Gaar","startTime":1216.497,"endTime":1220.137,"body":"down my language, which"},{"speaker":"Brandee Gaar","startTime":1220.137,"endTime":1221.6870000000001,"body":"made it not really resonate."},{"speaker":"Brandee Gaar","startTime":1222.4170000000001,"endTime":1224.887,"body":"Just so you guys know, what"},{"speaker":"Brandee Gaar","startTime":1222.4170000000001,"endTime":1224.887,"body":"I ended up doing was I ended"},{"speaker":"Brandee Gaar","startTime":1224.887,"endTime":1227.387,"body":"up doing one on ones with"},{"speaker":"Brandee Gaar","startTime":1224.887,"endTime":1227.387,"body":"everybody in the group at"},{"speaker":"Brandee Gaar","startTime":1227.387,"endTime":1231.287,"body":"the end of it to really help"},{"speaker":"Brandee Gaar","startTime":1227.387,"endTime":1231.287,"body":"them with their business."},{"speaker":"Brandee Gaar","startTime":1231.307,"endTime":1234.3170000000002,"body":"And I had a 100 percent success"},{"speaker":"Brandee Gaar","startTime":1231.307,"endTime":1234.3170000000002,"body":"rate from that mastermind."},{"speaker":"Brandee Gaar","startTime":1234.3170000000002,"endTime":1237.6270000000002,"body":"So it was amazing, but I had"},{"speaker":"Brandee Gaar","startTime":1234.3170000000002,"endTime":1237.6270000000002,"body":"to work so much harder at it."},{"speaker":"Brandee Gaar","startTime":1237.637,"endTime":1238.457,"body":"And that's what I'm telling you."},{"speaker":"Brandee Gaar","startTime":1238.457,"endTime":1241.3970000000002,"body":"Like if you end up booking a"},{"speaker":"Brandee Gaar","startTime":1238.457,"endTime":1241.3970000000002,"body":"client, that's not an ideal"},{"speaker":"Brandee Gaar","startTime":1241.407,"endTime":1245.457,"body":"client, you're going to have to"},{"speaker":"Brandee Gaar","startTime":1241.407,"endTime":1245.457,"body":"like go through hoops and spend"},{"speaker":"Brandee Gaar","startTime":1245.5670000000002,"endTime":1248.0670000000002,"body":"so much time working with them"},{"speaker":"Brandee Gaar","startTime":1245.5670000000002,"endTime":1248.0670000000002,"body":"because your business isn't"},{"speaker":"Brandee Gaar","startTime":1248.0870000000002,"endTime":1250.177,"body":"set up to do it their way."},{"speaker":"Brandee Gaar","startTime":1250.4420000000002,"endTime":1250.8419999999999,"body":"Right."},{"speaker":"Brandee Gaar","startTime":1250.852,"endTime":1251.622,"body":"Does that make sense?"},{"speaker":"Brandee Gaar","startTime":1251.622,"endTime":1255.2520000000002,"body":"Like your business is not,"},{"speaker":"Brandee Gaar","startTime":1251.622,"endTime":1255.2520000000002,"body":"it's not going to thrive"},{"speaker":"Brandee Gaar","startTime":1255.262,"endTime":1256.572,"body":"with those certain clients."},{"speaker":"Brandee Gaar","startTime":1256.8419999999999,"endTime":1259.2320000000002,"body":"So what I started to realize"},{"speaker":"Brandee Gaar","startTime":1256.8419999999999,"endTime":1259.2320000000002,"body":"is like, I really want"},{"speaker":"Brandee Gaar","startTime":1259.2320000000002,"endTime":1260.242,"body":"to teach wedding pros."},{"speaker":"Brandee Gaar","startTime":1260.5420000000001,"endTime":1264.4820000000002,"body":"Yes, I can teach others,"},{"speaker":"Brandee Gaar","startTime":1260.5420000000001,"endTime":1264.4820000000002,"body":"but I want to be able to"},{"speaker":"Brandee Gaar","startTime":1264.662,"endTime":1265.892,"body":"speak the wedding language."},{"speaker":"Brandee Gaar","startTime":1265.892,"endTime":1267.392,"body":"Like I want to be"},{"speaker":"Brandee Gaar","startTime":1265.892,"endTime":1267.392,"body":"able to speak like."},{"speaker":"Brandee Gaar","startTime":1267.637,"endTime":1271.017,"body":"Engage couples, crazy"},{"speaker":"Brandee Gaar","startTime":1267.637,"endTime":1271.017,"body":"grooms, bridezilla's, nutty"},{"speaker":"Brandee Gaar","startTime":1271.017,"endTime":1271.977,"body":"mother of the bride, right?"},{"speaker":"Brandee Gaar","startTime":1271.977,"endTime":1273.9669999999999,"body":"Like I want to be able to"},{"speaker":"Brandee Gaar","startTime":1271.977,"endTime":1273.9669999999999,"body":"use that language that we"},{"speaker":"Brandee Gaar","startTime":1274.0069999999998,"endTime":1277.457,"body":"all resonate with and teach"},{"speaker":"Brandee Gaar","startTime":1274.0069999999998,"endTime":1277.457,"body":"wedding business owners how"},{"speaker":"Brandee Gaar","startTime":1277.457,"endTime":1280.137,"body":"to build a profitable business"},{"speaker":"Brandee Gaar","startTime":1277.457,"endTime":1280.137,"body":"and talk about seasonality"},{"speaker":"Brandee Gaar","startTime":1280.137,"endTime":1280.767,"body":"and things like that."},{"speaker":"Brandee Gaar","startTime":1280.997,"endTime":1283.767,"body":"And so it's made it so much"},{"speaker":"Brandee Gaar","startTime":1280.997,"endTime":1283.767,"body":"easier once I realized that"},{"speaker":"Brandee Gaar","startTime":1283.787,"endTime":1287.927,"body":"I really did need to niche"},{"speaker":"Brandee Gaar","startTime":1283.787,"endTime":1287.927,"body":"down and just teach wedding"},{"speaker":"Brandee Gaar","startTime":1287.927,"endTime":1290.8770000000002,"body":"pros because now I can use"},{"speaker":"Brandee Gaar","startTime":1287.927,"endTime":1290.8770000000002,"body":"that vocabulary that makes"},{"speaker":"Brandee Gaar","startTime":1290.8770000000002,"endTime":1291.7369999999999,"body":"sense and it resonates."},{"speaker":"Brandee Gaar","startTime":1291.767,"endTime":1294.5870000000002,"body":"And my company has grown"},{"speaker":"Brandee Gaar","startTime":1291.767,"endTime":1294.5870000000002,"body":"since I started doing that."},{"speaker":"Brandee Gaar","startTime":1295.097,"endTime":1297.8970000000002,"body":"You have an easier"},{"speaker":"Brandee Gaar","startTime":1295.097,"endTime":1297.8970000000002,"body":"time appealing to"},{"speaker":"Brandee Gaar","startTime":1297.9370000000001,"endTime":1299.0269999999998,"body":"new engaged couples."},{"speaker":"Brandee Gaar","startTime":1299.0670000000002,"endTime":1301.427,"body":"So when your dream client finds"},{"speaker":"Brandee Gaar","startTime":1299.0670000000002,"endTime":1301.427,"body":"your website, your social media,"},{"speaker":"Brandee Gaar","startTime":1301.427,"endTime":1303.727,"body":"they're going to think that"},{"speaker":"Brandee Gaar","startTime":1301.427,"endTime":1303.727,"body":"you're talking directly to them."},{"speaker":"Brandee Gaar","startTime":1303.7369999999999,"endTime":1305.8770000000002,"body":"They'll say, are you"},{"speaker":"Brandee Gaar","startTime":1303.7369999999999,"endTime":1305.8770000000002,"body":"listening to my phone calls?"},{"speaker":"Brandee Gaar","startTime":1305.9370000000001,"endTime":1308.907,"body":"Like I was just telling"},{"speaker":"Brandee Gaar","startTime":1305.9370000000001,"endTime":1308.907,"body":"my best friend last night"},{"speaker":"Brandee Gaar","startTime":1308.9869999999999,"endTime":1310.447,"body":"how overwhelmed I am."},{"speaker":"Brandee Gaar","startTime":1310.447,"endTime":1311.6070000000002,"body":"And I've got so much work to do."},{"speaker":"Brandee Gaar","startTime":1311.6070000000002,"endTime":1312.847,"body":"And I'm trying to"},{"speaker":"Brandee Gaar","startTime":1311.6070000000002,"endTime":1312.847,"body":"plan this wedding."},{"speaker":"Brandee Gaar","startTime":1313.1670000000001,"endTime":1316.637,"body":"And you're like, We just"},{"speaker":"Brandee Gaar","startTime":1313.1670000000001,"endTime":1316.637,"body":"know, we just know, right?"},{"speaker":"Brandee Gaar","startTime":1316.8370000000002,"endTime":1319.307,"body":"And you're going to have"},{"speaker":"Brandee Gaar","startTime":1316.8370000000002,"endTime":1319.307,"body":"so much more profit."},{"speaker":"Brandee Gaar","startTime":1319.327,"endTime":1322.0469999999998,"body":"And this one is hard to"},{"speaker":"Brandee Gaar","startTime":1319.327,"endTime":1322.0469999999998,"body":"believe, but it is just as true."},{"speaker":"Brandee Gaar","startTime":1322.5469999999998,"endTime":1326.077,"body":"You will be the go to for"},{"speaker":"Brandee Gaar","startTime":1322.5469999999998,"endTime":1326.077,"body":"one thing before you're"},{"speaker":"Brandee Gaar","startTime":1326.077,"endTime":1327.2369999999999,"body":"the go to for everything."},{"speaker":"Brandee Gaar","startTime":1327.5269999999998,"endTime":1328.5469999999998,"body":"Isn't this so cool?"},{"speaker":"Brandee Gaar","startTime":1328.907,"endTime":1329.4370000000001,"body":"I love it."},{"speaker":"Brandee Gaar","startTime":1329.5069999999998,"endTime":1330.7769999999998,"body":"I want to be the."},{"speaker":"Brandee Gaar","startTime":1330.9669999999999,"endTime":1334.8370000000002,"body":"Go to coach to teach you how"},{"speaker":"Brandee Gaar","startTime":1330.9669999999999,"endTime":1334.8370000000002,"body":"to build a profitable wedding"},{"speaker":"Brandee Gaar","startTime":1334.8370000000002,"endTime":1335.6070000000002,"body":"business that you love."},{"speaker":"Brandee Gaar","startTime":1335.657,"endTime":1338.6270000000002,"body":"Like I, when somebody says,"},{"speaker":"Brandee Gaar","startTime":1335.657,"endTime":1338.6270000000002,"body":"I need to build a profitable"},{"speaker":"Brandee Gaar","startTime":1338.6270000000002,"endTime":1342.1670000000001,"body":"business that doesn't overwhelm"},{"speaker":"Brandee Gaar","startTime":1338.6270000000002,"endTime":1342.1670000000001,"body":"me, I want every person to"},{"speaker":"Brandee Gaar","startTime":1342.1670000000001,"endTime":1344.637,"body":"be like, Oh, Brandee Gaar,"},{"speaker":"Brandee Gaar","startTime":1342.1670000000001,"endTime":1344.637,"body":"that's who you need to go to."},{"speaker":"Brandee Gaar","startTime":1344.6470000000002,"endTime":1345.3970000000002,"body":"Like she's the one."},{"speaker":"Brandee Gaar","startTime":1345.414,"endTime":1348.584,"body":"I don't want to necessarily"},{"speaker":"Brandee Gaar","startTime":1345.414,"endTime":1348.584,"body":"be known for teaching team"},{"speaker":"Brandee Gaar","startTime":1348.584,"endTime":1351.9640000000002,"body":"building I don't want to be"},{"speaker":"Brandee Gaar","startTime":1348.584,"endTime":1351.9640000000002,"body":"known for teaching, I don't"},{"speaker":"Brandee Gaar","startTime":1351.9640000000002,"endTime":1353.0739999999998,"body":"know, marketing, right?"},{"speaker":"Brandee Gaar","startTime":1353.104,"endTime":1356.314,"body":"I want to be known as helping"},{"speaker":"Brandee Gaar","startTime":1353.104,"endTime":1356.314,"body":"you teach, as a whole, a"},{"speaker":"Brandee Gaar","startTime":1356.354,"endTime":1359.664,"body":"profitable wedding business"},{"speaker":"Brandee Gaar","startTime":1356.354,"endTime":1359.664,"body":"that you don't get overwhelmed"},{"speaker":"Brandee Gaar","startTime":1359.6740000000002,"endTime":1362.374,"body":"by and that you can step away"},{"speaker":"Brandee Gaar","startTime":1359.6740000000002,"endTime":1362.374,"body":"from the day to day operations."},{"speaker":"Brandee Gaar","startTime":1362.374,"endTime":1363.9440000000002,"body":"Like, that's who I am."},{"speaker":"Brandee Gaar","startTime":1364.2839999999999,"endTime":1366.0339999999999,"body":"And so I talk about"},{"speaker":"Brandee Gaar","startTime":1364.2839999999999,"endTime":1366.0339999999999,"body":"it constantly."},{"speaker":"Brandee Gaar","startTime":1366.0339999999999,"endTime":1367.5040000000001,"body":"I talk about it constantly."},{"speaker":"Brandee Gaar","startTime":1367.814,"endTime":1370.894,"body":"All the time, I have the same"},{"speaker":"Brandee Gaar","startTime":1367.814,"endTime":1370.894,"body":"messaging in all of my content."},{"speaker":"Brandee Gaar","startTime":1371.2140000000002,"endTime":1373.544,"body":"And when I see another coach"},{"speaker":"Brandee Gaar","startTime":1371.2140000000002,"endTime":1373.544,"body":"teaching something that I"},{"speaker":"Brandee Gaar","startTime":1373.544,"endTime":1376.9889999999998,"body":"know I could teach, but I'm"},{"speaker":"Brandee Gaar","startTime":1373.544,"endTime":1376.9889999999998,"body":"like But that's not what"},{"speaker":"Brandee Gaar","startTime":1376.9889999999998,"endTime":1377.939,"body":"I want to be known for."},{"speaker":"Brandee Gaar","startTime":1377.959,"endTime":1379.1090000000002,"body":"I don't want to"},{"speaker":"Brandee Gaar","startTime":1377.959,"endTime":1379.1090000000002,"body":"be known for that."},{"speaker":"Brandee Gaar","startTime":1379.119,"endTime":1383.349,"body":"So go you, go you coach"},{"speaker":"Brandee Gaar","startTime":1379.119,"endTime":1383.349,"body":"and killing it, but I don't"},{"speaker":"Brandee Gaar","startTime":1383.349,"endTime":1384.139,"body":"want to be known for that."},{"speaker":"Brandee Gaar","startTime":1384.169,"endTime":1385.7589999999998,"body":"So that's what I want"},{"speaker":"Brandee Gaar","startTime":1384.169,"endTime":1385.7589999999998,"body":"you to think about in"},{"speaker":"Brandee Gaar","startTime":1385.7589999999998,"endTime":1386.4689999999998,"body":"your wedding business."},{"speaker":"Brandee Gaar","startTime":1386.479,"endTime":1387.4889999999998,"body":"It's the exact same thing."},{"speaker":"Brandee Gaar","startTime":1388.2189999999998,"endTime":1390.3590000000002,"body":"And to give you one more"},{"speaker":"Brandee Gaar","startTime":1388.2189999999998,"endTime":1390.3590000000002,"body":"story, like with our wedding"},{"speaker":"Brandee Gaar","startTime":1390.3590000000002,"endTime":1395.309,"body":"business, early on in my"},{"speaker":"Brandee Gaar","startTime":1390.3590000000002,"endTime":1395.309,"body":"business, we've always really"},{"speaker":"Brandee Gaar","startTime":1395.309,"endTime":1396.3590000000002,"body":"appealed to a luxury client."},{"speaker":"Brandee Gaar","startTime":1396.369,"endTime":1397.7189999999998,"body":"That's kind of just my style."},{"speaker":"Brandee Gaar","startTime":1397.7189999999998,"endTime":1398.789,"body":"Not because I'm luxury."},{"speaker":"Brandee Gaar","startTime":1398.809,"endTime":1399.7189999999998,"body":"I don't have a ton of money."},{"speaker":"Brandee Gaar","startTime":1400.019,"endTime":1401.059,"body":"Like I told you guys."},{"speaker":"Brandee Gaar","startTime":1401.7740000000001,"endTime":1405.354,"body":"Luxury is not"},{"speaker":"Brandee Gaar","startTime":1401.7740000000001,"endTime":1405.354,"body":"necessarily expensive."},{"speaker":"Brandee Gaar","startTime":1405.3839999999998,"endTime":1406.5240000000001,"body":"It's an experience."},{"speaker":"Brandee Gaar","startTime":1406.8839999999998,"endTime":1410.544,"body":"And so I am that"},{"speaker":"Brandee Gaar","startTime":1406.8839999999998,"endTime":1410.544,"body":"kind of a shopper."},{"speaker":"Brandee Gaar","startTime":1410.5539999999999,"endTime":1413.394,"body":"Like I will pay more money"},{"speaker":"Brandee Gaar","startTime":1410.5539999999999,"endTime":1413.394,"body":"for something to have"},{"speaker":"Brandee Gaar","startTime":1413.394,"endTime":1414.604,"body":"great customer service."},{"speaker":"Brandee Gaar","startTime":1415.0739999999998,"endTime":1417.4640000000002,"body":"Um, I could go to"},{"speaker":"Brandee Gaar","startTime":1415.0739999999998,"endTime":1417.4640000000002,"body":"a restaurant and."},{"speaker":"Brandee Gaar","startTime":1417.709,"endTime":1419.8590000000002,"body":"And have bad food, but"},{"speaker":"Brandee Gaar","startTime":1417.709,"endTime":1419.8590000000002,"body":"have amazing service."},{"speaker":"Brandee Gaar","startTime":1419.8590000000002,"endTime":1421.039,"body":"And I literally won't care."},{"speaker":"Brandee Gaar","startTime":1421.0690000000002,"endTime":1422.2990000000002,"body":"Like, I'll be like,"},{"speaker":"Brandee Gaar","startTime":1421.0690000000002,"endTime":1422.2990000000002,"body":"that was amazing."},{"speaker":"Brandee Gaar","startTime":1422.2990000000002,"endTime":1425.1789999999999,"body":"I loved it because I'm very"},{"speaker":"Brandee Gaar","startTime":1422.2990000000002,"endTime":1425.1789999999999,"body":"much into customer service."},{"speaker":"Brandee Gaar","startTime":1425.1989999999998,"endTime":1427.869,"body":"So we've always drawn in"},{"speaker":"Brandee Gaar","startTime":1425.1989999999998,"endTime":1427.869,"body":"that type of a client because"},{"speaker":"Brandee Gaar","startTime":1427.869,"endTime":1430.349,"body":"that's the kind of client"},{"speaker":"Brandee Gaar","startTime":1427.869,"endTime":1430.349,"body":"that we've, we attract."},{"speaker":"Brandee Gaar","startTime":1430.769,"endTime":1434.2189999999998,"body":"But early on in my career,"},{"speaker":"Brandee Gaar","startTime":1430.769,"endTime":1434.2189999999998,"body":"I did say to my team."},{"speaker":"Brandee Gaar","startTime":1434.919,"endTime":1436.9489999999998,"body":"What if we could create"},{"speaker":"Brandee Gaar","startTime":1434.919,"endTime":1436.9489999999998,"body":"a service that was like,"},{"speaker":"Brandee Gaar","startTime":1437.6290000000001,"endTime":1439.689,"body":"you know, 800 or 1, 000."},{"speaker":"Brandee Gaar","startTime":1439.729,"endTime":1443.2589999999998,"body":"And we literally show up"},{"speaker":"Brandee Gaar","startTime":1439.729,"endTime":1443.2589999999998,"body":"the day of the wedding and"},{"speaker":"Brandee Gaar","startTime":1443.2589999999998,"endTime":1444.3990000000001,"body":"we coordinate the wedding."},{"speaker":"Brandee Gaar","startTime":1444.4289999999999,"endTime":1445.639,"body":"Like that's, that's it."},{"speaker":"Brandee Gaar","startTime":1445.6490000000001,"endTime":1446.4289999999999,"body":"It's just like we should."},{"speaker":"Brandee Gaar","startTime":1446.789,"endTime":1450.059,"body":"And, you know, I started"},{"speaker":"Brandee Gaar","startTime":1446.789,"endTime":1450.059,"body":"thinking like, I wouldn't"},{"speaker":"Brandee Gaar","startTime":1450.059,"endTime":1450.889,"body":"buy that service."},{"speaker":"Brandee Gaar","startTime":1451.119,"endTime":1453.459,"body":"So like, yes, I know that"},{"speaker":"Brandee Gaar","startTime":1451.119,"endTime":1453.459,"body":"there are people that"},{"speaker":"Brandee Gaar","startTime":1453.459,"endTime":1454.7589999999998,"body":"would, and that's awesome."},{"speaker":"Brandee Gaar","startTime":1454.829,"endTime":1456.514,"body":"And then there's planners"},{"speaker":"Brandee Gaar","startTime":1454.829,"endTime":1456.514,"body":"that can provide that."},{"speaker":"Brandee Gaar","startTime":1456.514,"endTime":1457.0939999999998,"body":"And that's amazing."},{"speaker":"Brandee Gaar","startTime":1457.374,"endTime":1460.4040000000002,"body":"But like, it feels,"},{"speaker":"Brandee Gaar","startTime":1457.374,"endTime":1460.4040000000002,"body":"I wouldn't buy it."},{"speaker":"Brandee Gaar","startTime":1460.474,"endTime":1462.334,"body":"It doesn't feel good to me."},{"speaker":"Brandee Gaar","startTime":1462.5339999999999,"endTime":1463.644,"body":"And so why would I sell it?"},{"speaker":"Brandee Gaar","startTime":1463.6540000000002,"endTime":1464.604,"body":"Why would I create it?"},{"speaker":"Brandee Gaar","startTime":1464.6139999999998,"endTime":1466.9040000000002,"body":"It's not in alignment"},{"speaker":"Brandee Gaar","startTime":1464.6139999999998,"endTime":1466.9040000000002,"body":"with who we are."},{"speaker":"Brandee Gaar","startTime":1467.164,"endTime":1469.4840000000002,"body":"And to be able to speak to"},{"speaker":"Brandee Gaar","startTime":1467.164,"endTime":1469.4840000000002,"body":"a couple that would pay."},{"speaker":"Brandee Gaar","startTime":1470.289,"endTime":1471.6090000000002,"body":"Or a thousand dollars for"},{"speaker":"Brandee Gaar","startTime":1470.289,"endTime":1471.6090000000002,"body":"you to show up on their"},{"speaker":"Brandee Gaar","startTime":1471.6090000000002,"endTime":1473.3190000000002,"body":"wedding date and like"},{"speaker":"Brandee Gaar","startTime":1471.6090000000002,"endTime":1473.3190000000002,"body":"put all their stuff out."},{"speaker":"Brandee Gaar","startTime":1473.3190000000002,"endTime":1476.289,"body":"And then also speak to a"},{"speaker":"Brandee Gaar","startTime":1473.3190000000002,"endTime":1476.289,"body":"client who is wanting to buy"},{"speaker":"Brandee Gaar","startTime":1476.289,"endTime":1477.6090000000002,"body":"a luxury planning experience."},{"speaker":"Brandee Gaar","startTime":1477.6090000000002,"endTime":1478.8990000000001,"body":"Like that's not even the same."},{"speaker":"Brandee Gaar","startTime":1479.4489999999998,"endTime":1480.7389999999998,"body":"You can't even have"},{"speaker":"Brandee Gaar","startTime":1479.4489999999998,"endTime":1480.7389999999998,"body":"the same marketing."},{"speaker":"Brandee Gaar","startTime":1480.919,"endTime":1484.4889999999998,"body":"So I, I know I've told you like"},{"speaker":"Brandee Gaar","startTime":1480.919,"endTime":1484.4889999999998,"body":"18 stories during this module"},{"speaker":"Brandee Gaar","startTime":1484.494,"endTime":1487.939,"body":"and this lesson, but hopefully"},{"speaker":"Brandee Gaar","startTime":1484.494,"endTime":1487.939,"body":"you're getting my heart in"},{"speaker":"Brandee Gaar","startTime":1487.939,"endTime":1489.979,"body":"this and you're starting"},{"speaker":"Brandee Gaar","startTime":1487.939,"endTime":1489.979,"body":"to hear me say that like."},{"speaker":"Brandee Gaar","startTime":1490.664,"endTime":1492.7839999999999,"body":"If you're in that hustle"},{"speaker":"Brandee Gaar","startTime":1490.664,"endTime":1492.7839999999999,"body":"stage of your business still,"},{"speaker":"Brandee Gaar","startTime":1492.7839999999999,"endTime":1495.3239999999998,"body":"if you're still in that, you"},{"speaker":"Brandee Gaar","startTime":1492.7839999999999,"endTime":1495.3239999999998,"body":"know, two to three years,"},{"speaker":"Brandee Gaar","startTime":1495.3239999999998,"endTime":1498.0939999999998,"body":"you're like clawing your way"},{"speaker":"Brandee Gaar","startTime":1495.3239999999998,"endTime":1498.0939999999998,"body":"to your first hundred thousand,"},{"speaker":"Brandee Gaar","startTime":1498.4669999999999,"endTime":1499.8770000000002,"body":"please hear this module."},{"speaker":"Brandee Gaar","startTime":1499.8970000000002,"endTime":1501.117,"body":"Like you must."},{"speaker":"Brandee Gaar","startTime":1501.577,"endTime":1505.5069999999998,"body":"Define who you are and you"},{"speaker":"Brandee Gaar","startTime":1501.577,"endTime":1505.5069999999998,"body":"must know who you serve."},{"speaker":"Brandee Gaar","startTime":1506.077,"endTime":1510.847,"body":"When we did a rebrand for blush"},{"speaker":"Brandee Gaar","startTime":1506.077,"endTime":1510.847,"body":"last year, um, we had to fill"},{"speaker":"Brandee Gaar","startTime":1510.847,"endTime":1512.697,"body":"out like an avatar form, right?"},{"speaker":"Brandee Gaar","startTime":1512.697,"endTime":1514.6270000000002,"body":"Like this huge was so long."},{"speaker":"Brandee Gaar","startTime":1514.657,"endTime":1517.997,"body":"I, it took me hours, but I was"},{"speaker":"Brandee Gaar","startTime":1514.657,"endTime":1517.997,"body":"able to answer every question"},{"speaker":"Brandee Gaar","startTime":1517.997,"endTime":1519.8770000000002,"body":"like this because I know."},{"speaker":"Brandee Gaar","startTime":1520.347,"endTime":1524.497,"body":"I know, I know, I know, I know"},{"speaker":"Brandee Gaar","startTime":1520.347,"endTime":1524.497,"body":"at this point who our client is."},{"speaker":"Brandee Gaar","startTime":1524.5269999999998,"endTime":1526.697,"body":"Like, I could tell you"},{"speaker":"Brandee Gaar","startTime":1524.5269999999998,"endTime":1526.697,"body":"everything about our client."},{"speaker":"Brandee Gaar","startTime":1527.117,"endTime":1530.267,"body":"Who they are, what they do,"},{"speaker":"Brandee Gaar","startTime":1527.117,"endTime":1530.267,"body":"um, what kind of a childhood"},{"speaker":"Brandee Gaar","startTime":1530.267,"endTime":1532.327,"body":"they had, how much money they"},{"speaker":"Brandee Gaar","startTime":1530.267,"endTime":1532.327,"body":"make, what kind of career"},{"speaker":"Brandee Gaar","startTime":1532.327,"endTime":1534.597,"body":"they have, like, what's"},{"speaker":"Brandee Gaar","startTime":1532.327,"endTime":1534.597,"body":"important to them, um, how"},{"speaker":"Brandee Gaar","startTime":1534.597,"endTime":1535.267,"body":"long they've been dating."},{"speaker":"Brandee Gaar","startTime":1535.2969999999998,"endTime":1537.577,"body":"Literally, I know this"},{"speaker":"Brandee Gaar","startTime":1535.2969999999998,"endTime":1537.577,"body":"because we are so, so close."},{"speaker":"Brandee Gaar","startTime":1537.597,"endTime":1538.497,"body":"And I'm going to be talking"},{"speaker":"Brandee Gaar","startTime":1537.597,"endTime":1538.497,"body":"about how to be more"},{"speaker":"Brandee Gaar","startTime":1538.497,"endTime":1539.6270000000002,"body":"specific about the type"},{"speaker":"Brandee Gaar","startTime":1538.497,"endTime":1539.6270000000002,"body":"of client that we attract."},{"speaker":"Brandee Gaar","startTime":1540.1070000000002,"endTime":1542.907,"body":"And that took us a long time,"},{"speaker":"Brandee Gaar","startTime":1540.1070000000002,"endTime":1542.907,"body":"don't get me wrong, but I wish"},{"speaker":"Brandee Gaar","startTime":1542.907,"endTime":1543.957,"body":"I would have known it earlier."},{"speaker":"Brandee Gaar","startTime":1543.957,"endTime":1545.5269999999998,"body":"I wish I would have"},{"speaker":"Brandee Gaar","startTime":1543.957,"endTime":1545.5269999999998,"body":"listened to it earlier."},{"speaker":"Brandee Gaar","startTime":1545.807,"endTime":1547.4869999999999,"body":"I wish I would have"},{"speaker":"Brandee Gaar","startTime":1545.807,"endTime":1547.4869999999999,"body":"listened to it earlier"},{"speaker":"Brandee Gaar","startTime":1547.5069999999998,"endTime":1548.5670000000002,"body":"in my coaching business."},{"speaker":"Brandee Gaar","startTime":1548.867,"endTime":1550.2769999999998,"body":"So hopefully these"},{"speaker":"Brandee Gaar","startTime":1548.867,"endTime":1550.2769999999998,"body":"stories have helped you"},{"speaker":"Brandee Gaar","startTime":1550.2769999999998,"endTime":1552.3770000000002,"body":"to understand that like,"},{"speaker":"Brandee Gaar","startTime":1550.2769999999998,"endTime":1552.3770000000002,"body":"I've made the mistakes too."},{"speaker":"Brandee Gaar","startTime":1552.7169999999999,"endTime":1556.367,"body":"But if I could go back and"},{"speaker":"Brandee Gaar","startTime":1552.7169999999999,"endTime":1556.367,"body":"tell my initial business"},{"speaker":"Brandee Gaar","startTime":1556.367,"endTime":1560.457,"body":"startup self, these things I'm"},{"speaker":"Brandee Gaar","startTime":1556.367,"endTime":1560.457,"body":"teaching you now, The years"},{"speaker":"Brandee Gaar","startTime":1560.457,"endTime":1563.957,"body":"of heartache, or the moments"},{"speaker":"Brandee Gaar","startTime":1560.457,"endTime":1563.957,"body":"of like crappy clients that"},{"speaker":"Brandee Gaar","startTime":1563.977,"endTime":1567.1870000000001,"body":"I took on because I was like,"},{"speaker":"Brandee Gaar","startTime":1563.977,"endTime":1567.1870000000001,"body":"ah, any money's good money."},{"speaker":"Brandee Gaar","startTime":1567.477,"endTime":1569.0269999999998,"body":"And I wish I would have"},{"speaker":"Brandee Gaar","startTime":1567.477,"endTime":1569.0269999999998,"body":"said, you know what?"},{"speaker":"Brandee Gaar","startTime":1569.037,"endTime":1570.5469999999998,"body":"I don't think we're the"},{"speaker":"Brandee Gaar","startTime":1569.037,"endTime":1570.5469999999998,"body":"right planner for you."},{"speaker":"Brandee Gaar","startTime":1570.631,"endTime":1571.751,"body":"it's so, so important."},{"speaker":"Brandee Gaar","startTime":1571.791,"endTime":1572.081,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1572.081,"endTime":1573.8709999999999,"body":"So you'll make more profit"},{"speaker":"Brandee Gaar","startTime":1572.081,"endTime":1573.8709999999999,"body":"because you're going"},{"speaker":"Brandee Gaar","startTime":1573.8709999999999,"endTime":1575.041,"body":"to be the go to person."},{"speaker":"Brandee Gaar","startTime":1575.041,"endTime":1576.8410000000001,"body":"You're going to be the"},{"speaker":"Brandee Gaar","startTime":1575.041,"endTime":1576.8410000000001,"body":"first name off of somebody's"},{"speaker":"Brandee Gaar","startTime":1576.8509999999999,"endTime":1578.691,"body":"tongue when they're like,"},{"speaker":"Brandee Gaar","startTime":1576.8509999999999,"endTime":1578.691,"body":"this is what I want."},{"speaker":"Brandee Gaar","startTime":1578.981,"endTime":1580.8210000000001,"body":"They're going to be like, you"},{"speaker":"Brandee Gaar","startTime":1578.981,"endTime":1580.8210000000001,"body":"got to go to such and such a DJ."},{"speaker":"Brandee Gaar","startTime":1580.831,"endTime":1582.631,"body":"You got to go to such"},{"speaker":"Brandee Gaar","startTime":1580.831,"endTime":1582.631,"body":"and such a photographer."},{"speaker":"Brandee Gaar","startTime":1582.631,"endTime":1584.331,"body":"Like she's the one"},{"speaker":"Brandee Gaar","startTime":1582.631,"endTime":1584.331,"body":"for you, right?"},{"speaker":"Brandee Gaar","startTime":1584.6209999999999,"endTime":1587.831,"body":"You can always expand"},{"speaker":"Brandee Gaar","startTime":1584.6209999999999,"endTime":1587.831,"body":"or alter this niche, but"},{"speaker":"Brandee Gaar","startTime":1587.831,"endTime":1590.2810000000002,"body":"commit to it for at least"},{"speaker":"Brandee Gaar","startTime":1587.831,"endTime":1590.2810000000002,"body":"two years and go all in."},{"speaker":"Brandee Gaar","startTime":1590.831,"endTime":1593.441,"body":"Like who you are today"},{"speaker":"Brandee Gaar","startTime":1590.831,"endTime":1593.441,"body":"is not necessarily who"},{"speaker":"Brandee Gaar","startTime":1593.441,"endTime":1594.461,"body":"you'll be in five years."},{"speaker":"Brandee Gaar","startTime":1594.461,"endTime":1594.6809999999998,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1594.6809999999998,"endTime":1599.1209999999999,"body":"Like you might evolve in, in"},{"speaker":"Brandee Gaar","startTime":1594.6809999999998,"endTime":1599.1209999999999,"body":"what you do and who you serve,"},{"speaker":"Brandee Gaar","startTime":1599.4109999999998,"endTime":1603.9109999999998,"body":"but go all in and then let it"},{"speaker":"Brandee Gaar","startTime":1599.4109999999998,"endTime":1603.9109999999998,"body":"evolve from there, but go as"},{"speaker":"Brandee Gaar","startTime":1604.001,"endTime":1605.7610000000002,"body":"narrow as you possibly can."},{"speaker":"Brandee Gaar","startTime":1606.111,"endTime":1606.861,"body":"And then."},{"speaker":"Brandee Gaar","startTime":1607.3210000000001,"endTime":1608.671,"body":"Expand from there."},{"speaker":"Brandee Gaar","startTime":1608.751,"endTime":1609.251,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1609.3010000000002,"endTime":1612.2410000000002,"body":"but what about such"},{"speaker":"Brandee Gaar","startTime":1609.3010000000002,"endTime":1612.2410000000002,"body":"and such planner, DJ,"},{"speaker":"Brandee Gaar","startTime":1612.2410000000002,"endTime":1612.8909999999998,"body":"florist, photographer?"},{"speaker":"Brandee Gaar","startTime":1612.8909999999998,"endTime":1614.711,"body":"Like what about that person"},{"speaker":"Brandee Gaar","startTime":1612.8909999999998,"endTime":1614.711,"body":"you see on social media?"},{"speaker":"Brandee Gaar","startTime":1614.731,"endTime":1615.5310000000002,"body":"They do it all."},{"speaker":"Brandee Gaar","startTime":1616.0910000000001,"endTime":1616.9910000000002,"body":"Don't compare yourself."},{"speaker":"Brandee Gaar","startTime":1616.9910000000002,"endTime":1618.0110000000002,"body":"We kind of touched"},{"speaker":"Brandee Gaar","startTime":1616.9910000000002,"endTime":1618.0110000000002,"body":"on this earlier."},{"speaker":"Brandee Gaar","startTime":1618.0110000000002,"endTime":1620.771,"body":"Do not compare yourself unless"},{"speaker":"Brandee Gaar","startTime":1618.0110000000002,"endTime":1620.771,"body":"you know their whole story."},{"speaker":"Brandee Gaar","startTime":1621.151,"endTime":1626.0980000000002,"body":"The number of times y'all, the"},{"speaker":"Brandee Gaar","startTime":1621.151,"endTime":1626.0980000000002,"body":"number of times I have had,"},{"speaker":"Brandee Gaar","startTime":1626.278,"endTime":1629.8280000000002,"body":"somebody Get into my community,"},{"speaker":"Brandee Gaar","startTime":1626.278,"endTime":1629.8280000000002,"body":"get into my atmosphere."},{"speaker":"Brandee Gaar","startTime":1630.358,"endTime":1633.3080000000002,"body":"And their social media"},{"speaker":"Brandee Gaar","startTime":1630.358,"endTime":1633.3080000000002,"body":"looks like they are killing"},{"speaker":"Brandee Gaar","startTime":1633.3280000000002,"endTime":1635.048,"body":"it, like killing it."},{"speaker":"Brandee Gaar","startTime":1635.378,"endTime":1638.2679999999998,"body":"And then they either hire"},{"speaker":"Brandee Gaar","startTime":1635.378,"endTime":1638.2679999999998,"body":"me as a coach or we just"},{"speaker":"Brandee Gaar","startTime":1638.2679999999998,"endTime":1641.338,"body":"get to know each other, you"},{"speaker":"Brandee Gaar","startTime":1638.2679999999998,"endTime":1641.338,"body":"know, as business owners and"},{"speaker":"Brandee Gaar","startTime":1641.338,"endTime":1645.218,"body":"I'm like, a much different"},{"speaker":"Brandee Gaar","startTime":1641.338,"endTime":1645.218,"body":"vision of your business."},{"speaker":"Brandee Gaar","startTime":1645.6380000000001,"endTime":1646.588,"body":"And that's okay."},{"speaker":"Brandee Gaar","startTime":1646.588,"endTime":1649.7679999999998,"body":"Like there's nothing wrong"},{"speaker":"Brandee Gaar","startTime":1646.588,"endTime":1649.7679999999998,"body":"with that because the whole"},{"speaker":"Brandee Gaar","startTime":1649.7679999999998,"endTime":1654.338,"body":"point of social media is to"},{"speaker":"Brandee Gaar","startTime":1649.7679999999998,"endTime":1654.338,"body":"portray your best self, right?"},{"speaker":"Brandee Gaar","startTime":1654.378,"endTime":1657.668,"body":"Like, listen, It's not always"},{"speaker":"Brandee Gaar","startTime":1654.378,"endTime":1657.668,"body":"what you see on social media and"},{"speaker":"Brandee Gaar","startTime":1657.668,"endTime":1659.2679999999998,"body":"there's nothing wrong with that."},{"speaker":"Brandee Gaar","startTime":1659.5580000000002,"endTime":1662.7479999999998,"body":"You should not be going on"},{"speaker":"Brandee Gaar","startTime":1659.5580000000002,"endTime":1662.7479999999998,"body":"social media on your business"},{"speaker":"Brandee Gaar","startTime":1662.7479999999998,"endTime":1665.928,"body":"account or anywhere that"},{"speaker":"Brandee Gaar","startTime":1662.7479999999998,"endTime":1665.928,"body":"clients can see and say things"},{"speaker":"Brandee Gaar","startTime":1665.928,"endTime":1669.418,"body":"like, I'm really struggling"},{"speaker":"Brandee Gaar","startTime":1665.928,"endTime":1669.418,"body":"as a business owner right now."},{"speaker":"Brandee Gaar","startTime":1669.428,"endTime":1672.258,"body":"Or, you know, gosh, I just"},{"speaker":"Brandee Gaar","startTime":1669.428,"endTime":1672.258,"body":"wish the bookings would come"},{"speaker":"Brandee Gaar","startTime":1672.258,"endTime":1675.5179999999998,"body":"in or man, this has been"},{"speaker":"Brandee Gaar","startTime":1672.258,"endTime":1675.5179999999998,"body":"such a hard season because"},{"speaker":"Brandee Gaar","startTime":1675.8280000000002,"endTime":1678.9979999999998,"body":"we aren't getting enough"},{"speaker":"Brandee Gaar","startTime":1675.8280000000002,"endTime":1678.9979999999998,"body":"bookings or you know, being"},{"speaker":"Brandee Gaar","startTime":1678.9979999999998,"endTime":1680.3680000000002,"body":"an entrepreneur is so hard."},{"speaker":"Brandee Gaar","startTime":1680.9579999999999,"endTime":1682.4979999999998,"body":"Let me tell you"},{"speaker":"Brandee Gaar","startTime":1680.9579999999999,"endTime":1682.4979999999998,"body":"something right now."},{"speaker":"Brandee Gaar","startTime":1682.7880000000002,"endTime":1686.5380000000002,"body":"If I saw that on a service"},{"speaker":"Brandee Gaar","startTime":1682.7880000000002,"endTime":1686.5380000000002,"body":"provider's page that I was"},{"speaker":"Brandee Gaar","startTime":1686.5380000000002,"endTime":1688.9379999999999,"body":"considering hiring, I would"},{"speaker":"Brandee Gaar","startTime":1686.5380000000002,"endTime":1688.9379999999999,"body":"not hire them because I would"},{"speaker":"Brandee Gaar","startTime":1688.948,"endTime":1692.3680000000002,"body":"be like, Hmm, they have a"},{"speaker":"Brandee Gaar","startTime":1688.948,"endTime":1692.3680000000002,"body":"lot on their plate right now."},{"speaker":"Brandee Gaar","startTime":1692.4379999999999,"endTime":1695.0580000000002,"body":"Like they seem not in"},{"speaker":"Brandee Gaar","startTime":1692.4379999999999,"endTime":1695.0580000000002,"body":"their best mindset."},{"speaker":"Brandee Gaar","startTime":1695.068,"endTime":1697.428,"body":"And I really want to hire"},{"speaker":"Brandee Gaar","startTime":1695.068,"endTime":1697.428,"body":"somebody that's like, In"},{"speaker":"Brandee Gaar","startTime":1697.428,"endTime":1698.738,"body":"their best mindset, right?"},{"speaker":"Brandee Gaar","startTime":1698.758,"endTime":1701.778,"body":"Like if I'm having a"},{"speaker":"Brandee Gaar","startTime":1698.758,"endTime":1701.778,"body":"down month, there are"},{"speaker":"Brandee Gaar","startTime":1701.8080000000002,"endTime":1702.918,"body":"about a thousand people."},{"speaker":"Brandee Gaar","startTime":1702.9379999999999,"endTime":1704.988,"body":"I would talk to you before I"},{"speaker":"Brandee Gaar","startTime":1702.9379999999999,"endTime":1704.988,"body":"went to social media with it."},{"speaker":"Brandee Gaar","startTime":1705.048,"endTime":1705.6580000000001,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1705.9080000000001,"endTime":1708.3680000000002,"body":"Because there are potential"},{"speaker":"Brandee Gaar","startTime":1705.9080000000001,"endTime":1708.3680000000002,"body":"clients that are watching"},{"speaker":"Brandee Gaar","startTime":1708.3680000000002,"endTime":1711.258,"body":"you that are like, I"},{"speaker":"Brandee Gaar","startTime":1708.3680000000002,"endTime":1711.258,"body":"want to work with her."},{"speaker":"Brandee Gaar","startTime":1711.418,"endTime":1714.278,"body":"Now, once you're in my"},{"speaker":"Brandee Gaar","startTime":1711.418,"endTime":1714.278,"body":"atmosphere, in my mastermind"},{"speaker":"Brandee Gaar","startTime":1714.278,"endTime":1716.8280000000002,"body":"group, in my community,"},{"speaker":"Brandee Gaar","startTime":1714.278,"endTime":1716.8280000000002,"body":"I'm very open, like."},{"speaker":"Brandee Gaar","startTime":1717.503,"endTime":1721.653,"body":"Um, I had a rough time last"},{"speaker":"Brandee Gaar","startTime":1717.503,"endTime":1721.653,"body":"fall with our team and we"},{"speaker":"Brandee Gaar","startTime":1721.653,"endTime":1723.653,"body":"were working through some"},{"speaker":"Brandee Gaar","startTime":1721.653,"endTime":1723.653,"body":"different team challenges"},{"speaker":"Brandee Gaar","startTime":1723.653,"endTime":1724.2830000000001,"body":"and things like that."},{"speaker":"Brandee Gaar","startTime":1724.593,"endTime":1725.8329999999999,"body":"I shared that with"},{"speaker":"Brandee Gaar","startTime":1724.593,"endTime":1725.8329999999999,"body":"my mastermind."},{"speaker":"Brandee Gaar","startTime":1725.843,"endTime":1728.0130000000001,"body":"I was like, here's the real"},{"speaker":"Brandee Gaar","startTime":1725.843,"endTime":1728.0130000000001,"body":"life of being an entrepreneur."},{"speaker":"Brandee Gaar","startTime":1728.0130000000001,"endTime":1730.883,"body":"You guys, like you think I"},{"speaker":"Brandee Gaar","startTime":1728.0130000000001,"endTime":1730.883,"body":"have it all together and for"},{"speaker":"Brandee Gaar","startTime":1730.923,"endTime":1734.2630000000001,"body":"a lot of things I do, I'm"},{"speaker":"Brandee Gaar","startTime":1730.923,"endTime":1734.2630000000001,"body":"steps ahead and I can teach"},{"speaker":"Brandee Gaar","startTime":1734.2630000000001,"endTime":1738.043,"body":"you these things, but it's"},{"speaker":"Brandee Gaar","startTime":1734.2630000000001,"endTime":1738.043,"body":"important for you to know that"},{"speaker":"Brandee Gaar","startTime":1738.1830000000002,"endTime":1741.1789999999999,"body":"no matter how far you go, So no"},{"speaker":"Brandee Gaar","startTime":1738.1830000000002,"endTime":1741.1789999999999,"body":"matter how far along you are in"},{"speaker":"Brandee Gaar","startTime":1741.1789999999999,"endTime":1743.383,"body":"your career or your business,"},{"speaker":"Brandee Gaar","startTime":1741.1789999999999,"endTime":1743.383,"body":"there's going to be hard times."},{"speaker":"Brandee Gaar","startTime":1743.3929999999998,"endTime":1746.3329999999999,"body":"So I want to share those with"},{"speaker":"Brandee Gaar","startTime":1743.3929999999998,"endTime":1746.3329999999999,"body":"you, but I share those within"},{"speaker":"Brandee Gaar","startTime":1746.3529999999998,"endTime":1747.2630000000001,"body":"the confines of my group."},{"speaker":"Brandee Gaar","startTime":1747.2630000000001,"endTime":1749.8529999999998,"body":"I don't go on social media"},{"speaker":"Brandee Gaar","startTime":1747.2630000000001,"endTime":1749.8529999999998,"body":"and blast that out like"},{"speaker":"Brandee Gaar","startTime":1750.4530000000002,"endTime":1752.3729999999998,"body":"to each his own, but I"},{"speaker":"Brandee Gaar","startTime":1750.4530000000002,"endTime":1752.3729999999998,"body":"would never ever do that."},{"speaker":"Brandee Gaar","startTime":1752.613,"endTime":1753.093,"body":"Okay, you guys."},{"speaker":"Brandee Gaar","startTime":1753.113,"endTime":1756.9930000000002,"body":"So I got way crazy"},{"speaker":"Brandee Gaar","startTime":1753.113,"endTime":1756.9930000000002,"body":"in this module, but I"},{"speaker":"Brandee Gaar","startTime":1756.9930000000002,"endTime":1758.193,"body":"hope you enjoyed it."},{"speaker":"Brandee Gaar","startTime":1758.4130000000002,"endTime":1759.4730000000002,"body":"I hope you can hear my heart."},{"speaker":"Brandee Gaar","startTime":1759.503,"endTime":1760.6229999999998,"body":"I hope you can hear my passion."},{"speaker":"Brandee Gaar","startTime":1760.983,"endTime":1764.5130000000001,"body":"There is no homework"},{"speaker":"Brandee Gaar","startTime":1760.983,"endTime":1764.5130000000001,"body":"necessarily from this lesson."},{"speaker":"Brandee Gaar","startTime":1765.258,"endTime":1768.7279999999998,"body":"But I would love for you"},{"speaker":"Brandee Gaar","startTime":1765.258,"endTime":1768.7279999999998,"body":"to really marinate on"},{"speaker":"Brandee Gaar","startTime":1768.738,"endTime":1770.6879999999999,"body":"the things that I've said"},{"speaker":"Brandee Gaar","startTime":1768.738,"endTime":1770.6879999999999,"body":"in this lesson before"},{"speaker":"Brandee Gaar","startTime":1770.6879999999999,"endTime":1771.988,"body":"moving on to the next one."},{"speaker":"Brandee Gaar","startTime":1772.398,"endTime":1775.5380000000002,"body":"I'd also love it if you would"},{"speaker":"Brandee Gaar","startTime":1772.398,"endTime":1775.5380000000002,"body":"go listen to episode 165"},{"speaker":"Brandee Gaar","startTime":1775.548,"endTime":1779.588,"body":"with Bethel Nathan, because"},{"speaker":"Brandee Gaar","startTime":1775.548,"endTime":1779.588,"body":"really genuinely, I think"},{"speaker":"Brandee Gaar","startTime":1779.5980000000002,"endTime":1783.968,"body":"you can just hear how she"},{"speaker":"Brandee Gaar","startTime":1779.5980000000002,"endTime":1783.968,"body":"presents really speaking to"},{"speaker":"Brandee Gaar","startTime":1783.968,"endTime":1786.9979999999998,"body":"that ideal client and turning"},{"speaker":"Brandee Gaar","startTime":1783.968,"endTime":1786.9979999999998,"body":"away those other clients."},{"speaker":"Brandee Gaar","startTime":1786.9979999999998,"endTime":1788.9080000000001,"body":"And I think it's"},{"speaker":"Brandee Gaar","startTime":1786.9979999999998,"endTime":1788.9080000000001,"body":"such a great episode."},{"speaker":"Brandee Gaar","startTime":1788.9080000000001,"endTime":1791.238,"body":"So I've linked it below this"},{"speaker":"Brandee Gaar","startTime":1788.9080000000001,"endTime":1791.238,"body":"video so that you've got it."},{"speaker":"Brandee Gaar","startTime":1791.6830000000002,"endTime":1795.043,"body":"Um, but I'm really, really"},{"speaker":"Brandee Gaar","startTime":1791.6830000000002,"endTime":1795.043,"body":"excited for you guys to"},{"speaker":"Brandee Gaar","startTime":1795.053,"endTime":1797.7830000000001,"body":"dig into this module and to"},{"speaker":"Brandee Gaar","startTime":1795.053,"endTime":1797.7830000000001,"body":"really start to understand"},{"speaker":"Brandee Gaar","startTime":1797.7830000000001,"endTime":1801.483,"body":"the importance of knowing who"},{"speaker":"Brandee Gaar","startTime":1797.7830000000001,"endTime":1801.483,"body":"you are and who you speak to."},{"speaker":"Brandee Gaar","startTime":1801.503,"endTime":1803.6229999999998,"body":"So, all right, guys, I'll"},{"speaker":"Brandee Gaar","startTime":1801.503,"endTime":1803.6229999999998,"body":"see you in the next module."},{"speaker":"Brandee Gaar","startTime":1803.6229999999998,"endTime":1804.235,"body":"Bye."},{"speaker":"Brandee Gaar (2)","startTime":1804.907,"endTime":1807.3970000000002,"body":"Okay, CEO, did"},{"speaker":"Brandee Gaar (2)","startTime":1804.907,"endTime":1807.3970000000002,"body":"you work through that with me?"},{"speaker":"Brandee Gaar (2)","startTime":1807.3970000000002,"endTime":1810.8770000000002,"body":"Do you now understand who"},{"speaker":"Brandee Gaar (2)","startTime":1807.3970000000002,"endTime":1810.8770000000002,"body":"your ideal client is at"},{"speaker":"Brandee Gaar (2)","startTime":1810.8770000000002,"endTime":1815.347,"body":"the core of their deepest"},{"speaker":"Brandee Gaar (2)","startTime":1810.8770000000002,"endTime":1815.347,"body":"desires for their biggest day?"},{"speaker":"Brandee Gaar (2)","startTime":1815.7369999999999,"endTime":1817.477,"body":"I genuinely hope that you did."},{"speaker":"Brandee Gaar (2)","startTime":1817.477,"endTime":1819.727,"body":"And I'd love to hear"},{"speaker":"Brandee Gaar (2)","startTime":1817.477,"endTime":1819.727,"body":"from you in my DMS."},{"speaker":"Brandee Gaar (2)","startTime":1819.727,"endTime":1822.637,"body":"I'm at Brandee Gaar over on"},{"speaker":"Brandee Gaar (2)","startTime":1819.727,"endTime":1822.637,"body":"Instagram, drop into my DMS."},{"speaker":"Brandee Gaar (2)","startTime":1822.637,"endTime":1824.497,"body":"And tell me who is"},{"speaker":"Brandee Gaar (2)","startTime":1822.637,"endTime":1824.497,"body":"it that you serve?"},{"speaker":"Brandee Gaar (2)","startTime":1824.6470000000002,"endTime":1826.2969999999998,"body":"How would you"},{"speaker":"Brandee Gaar (2)","startTime":1824.6470000000002,"endTime":1826.2969999999998,"body":"define that client?"},{"speaker":"Brandee Gaar (2)","startTime":1826.6270000000002,"endTime":1830.887,"body":"And now I want you to go and"},{"speaker":"Brandee Gaar (2)","startTime":1826.6270000000002,"endTime":1830.887,"body":"check your website, check your"},{"speaker":"Brandee Gaar (2)","startTime":1830.887,"endTime":1833.617,"body":"copy on your Instagram, start"},{"speaker":"Brandee Gaar (2)","startTime":1830.887,"endTime":1833.617,"body":"working through your social"},{"speaker":"Brandee Gaar (2)","startTime":1833.617,"endTime":1837.457,"body":"media and think, am I speaking"},{"speaker":"Brandee Gaar (2)","startTime":1833.617,"endTime":1837.457,"body":"directly to that ideal client"},{"speaker":"Brandee Gaar (2)","startTime":1837.457,"endTime":1841.117,"body":"that I just defined here"},{"speaker":"Brandee Gaar (2)","startTime":1837.457,"endTime":1841.117,"body":"during this podcast episode?"},{"speaker":"Brandee Gaar (2)","startTime":1841.117,"endTime":1845.1070000000002,"body":"And if you want to know more"},{"speaker":"Brandee Gaar (2)","startTime":1841.117,"endTime":1845.1070000000002,"body":"about how to really dig deep."},{"speaker":"Brandee Gaar (2)","startTime":1845.1070000000002,"endTime":1848.767,"body":"Deep into defining that ideal"},{"speaker":"Brandee Gaar (2)","startTime":1845.1070000000002,"endTime":1848.767,"body":"client and what to do with"},{"speaker":"Brandee Gaar (2)","startTime":1848.767,"endTime":1851.4669999999999,"body":"that information now that"},{"speaker":"Brandee Gaar (2)","startTime":1848.767,"endTime":1851.4669999999999,"body":"you have it, how we're going"},{"speaker":"Brandee Gaar (2)","startTime":1851.4669999999999,"endTime":1853.267,"body":"to use it and infuse it to."},{"speaker":"Brandee Gaar (2)","startTime":1853.4799999999998,"endTime":1856.3,"body":"Increase your sales generate"},{"speaker":"Brandee Gaar (2)","startTime":1853.4799999999998,"endTime":1856.3,"body":"more leads, increase your"},{"speaker":"Brandee Gaar (2)","startTime":1856.3,"endTime":1858.22,"body":"profit and take back your time."},{"speaker":"Brandee Gaar (2)","startTime":1858.53,"endTime":1862.5800000000002,"body":"Then head over to Brandee"},{"speaker":"Brandee Gaar (2)","startTime":1858.53,"endTime":1862.5800000000002,"body":"guard.com/accelerator and"},{"speaker":"Brandee Gaar (2)","startTime":1862.5800000000002,"endTime":1865.34,"body":"apply to join us inside of"},{"speaker":"Brandee Gaar (2)","startTime":1862.5800000000002,"endTime":1865.34,"body":"our program so that we can"},{"speaker":"Brandee Gaar (2)","startTime":1865.34,"endTime":1869.0000000000002,"body":"work this last half of the"},{"speaker":"Brandee Gaar (2)","startTime":1865.34,"endTime":1869.0000000000002,"body":"year on getting you so ready"},{"speaker":"Brandee Gaar (2)","startTime":1869.0000000000002,"endTime":1870.86,"body":"to slay engagement season."},{"speaker":"Brandee Gaar (2)","startTime":1871.0200000000002,"endTime":1873.3300000000002,"body":"You guys, thank you so much for"},{"speaker":"Brandee Gaar (2)","startTime":1871.0200000000002,"endTime":1873.3300000000002,"body":"being here every single week."},{"speaker":"Brandee Gaar (2)","startTime":1873.36,"endTime":1874.84,"body":"And I will see you, next time."}]}