{"version":"1.0.0","segments":[{"speaker":"Gemma Sherry","startTime":87.37,"endTime":88.58,"body":"do I trust my DJs?"},{"speaker":"Gemma Sherry","startTime":88.60000000000001,"endTime":89.30000000000001,"body":"Yes, I do."},{"speaker":"Gemma Sherry","startTime":89.59,"endTime":90.83,"body":"Do they provide a"},{"speaker":"Gemma Sherry","startTime":89.59,"endTime":90.83,"body":"great level of service?"},{"speaker":"Gemma Sherry","startTime":90.83,"endTime":91.5,"body":"Yes, they do."},{"speaker":"Gemma Sherry","startTime":91.51,"endTime":93.56,"body":"Well then why aren't I"},{"speaker":"Gemma Sherry","startTime":91.51,"endTime":93.56,"body":"selling them to the same"},{"speaker":"Gemma Sherry","startTime":93.56,"endTime":94.87,"body":"level that I am myself?"},{"speaker":"Gemma Sherry","startTime":95.159,"endTime":96.87,"body":"And I had to just"},{"speaker":"Gemma Sherry","startTime":95.159,"endTime":96.87,"body":"really like change that"},{"speaker":"Gemma Sherry","startTime":96.87,"endTime":98.76,"body":"mindset moving forward."},{"speaker":"Gemma Sherry","startTime":100.253,"endTime":103.10300000000001,"body":"If it's not a strong point for"},{"speaker":"Gemma Sherry","startTime":100.253,"endTime":103.10300000000001,"body":"you, find someone who's good"},{"speaker":"Gemma Sherry","startTime":103.10300000000001,"endTime":104.923,"body":"at sales and then hire them."},{"speaker":"Gemma Sherry","startTime":104.933,"endTime":105.763,"body":"That's my advice."},{"speaker":"Gemma Sherry","startTime":105.763,"endTime":107.22300000000001,"body":"Sales is definitely a"},{"speaker":"Gemma Sherry","startTime":105.763,"endTime":107.22300000000001,"body":"strong point for me,"},{"speaker":"Gemma Sherry","startTime":107.22300000000001,"endTime":108.253,"body":"so that's a blessing."},{"speaker":"Gemma Sherry","startTime":108.503,"endTime":111.043,"body":"I can do that, but if I wasn't"},{"speaker":"Gemma Sherry","startTime":108.503,"endTime":111.043,"body":"good at it, I'd hire someone"},{"speaker":"Gemma Sherry","startTime":111.053,"endTime":112.013,"body":"to do sales for me for sure."},{"speaker":"Gemma Sherry","startTime":112.488,"endTime":113.86800000000001,"body":"Cause like that's where"},{"speaker":"Gemma Sherry","startTime":112.488,"endTime":113.86800000000001,"body":"you're making money."},{"speaker":"Brandee Gaar","startTime":115.90700000000001,"endTime":117.547,"body":"that's why I"},{"speaker":"Brandee Gaar","startTime":115.90700000000001,"endTime":117.547,"body":"love these student stories"},{"speaker":"Brandee Gaar","startTime":117.547,"endTime":119.66,"body":"is because it's like,"},{"speaker":"Brandee Gaar","startTime":117.547,"endTime":119.66,"body":"you never reach the top."},{"speaker":"Brandee Gaar","startTime":119.66,"endTime":123.04,"body":"We're always all growing and"},{"speaker":"Brandee Gaar","startTime":119.66,"endTime":123.04,"body":"building and strategizing and"},{"speaker":"Brandee Gaar","startTime":123.04,"endTime":124.47,"body":"figuring out the next things."},{"speaker":"Brandee Gaar","startTime":124.47,"endTime":126.69,"body":"And that's what I love"},{"speaker":"Brandee Gaar","startTime":124.47,"endTime":126.69,"body":"working with wedding pros on."},{"speaker":"Brandee Gaar","startTime":126.69,"endTime":129.69,"body":"That's why I love the"},{"speaker":"Brandee Gaar","startTime":126.69,"endTime":129.69,"body":"coaching is because I'm able"},{"speaker":"Brandee Gaar","startTime":129.69,"endTime":133.91,"body":"to say, okay, what about"},{"speaker":"Brandee Gaar","startTime":129.69,"endTime":133.91,"body":"if we did X, Y, Z, right?"},{"speaker":"Brandee Gaar","startTime":133.91,"endTime":135.86,"body":"and we can try different"},{"speaker":"Brandee Gaar","startTime":133.91,"endTime":135.86,"body":"things and bounce different"},{"speaker":"Brandee Gaar","startTime":135.87,"endTime":136.8,"body":"things off of each other,"},{"speaker":"Brandee Gaar","startTime":138.285,"endTime":141.065,"body":"the transition from being a"},{"speaker":"Brandee Gaar","startTime":138.285,"endTime":141.065,"body":"solopreneur to building and"},{"speaker":"Brandee Gaar","startTime":141.065,"endTime":144.725,"body":"selling a brand is one that"},{"speaker":"Brandee Gaar","startTime":141.065,"endTime":144.725,"body":"is so difficult for so many"},{"speaker":"Brandee Gaar","startTime":144.725,"endTime":145.685,"body":"of us in the wedding industry."},{"speaker":"Brandee Gaar","startTime":145.735,"endTime":148.885,"body":"I remember when I went through"},{"speaker":"Brandee Gaar","startTime":145.735,"endTime":148.885,"body":"it, but on today's show, we"},{"speaker":"Brandee Gaar","startTime":148.885,"endTime":152.29500000000002,"body":"are going to dig into exactly"},{"speaker":"Brandee Gaar","startTime":148.885,"endTime":152.29500000000002,"body":"how Gemma Sherry, the owner"},{"speaker":"Brandee Gaar","startTime":152.29500000000002,"endTime":155.495,"body":"and creator of Loved Up"},{"speaker":"Brandee Gaar","startTime":152.29500000000002,"endTime":155.495,"body":"DJs has done exactly that."},{"speaker":"Brandee Gaar","startTime":157.06900000000002,"endTime":159.169,"body":"Hey there, CEO, welcome"},{"speaker":"Brandee Gaar","startTime":157.06900000000002,"endTime":159.169,"body":"to the Wedding Pro CEO"},{"speaker":"Brandee Gaar","startTime":159.169,"endTime":162.989,"body":"podcast, the podcast to"},{"speaker":"Brandee Gaar","startTime":159.169,"endTime":162.989,"body":"help you grow and scale your"},{"speaker":"Brandee Gaar","startTime":162.99900000000002,"endTime":164.18900000000002,"body":"profitable wedding business."},{"speaker":"Brandee Gaar","startTime":164.18900000000002,"endTime":166.889,"body":"I'm your host, Brandee Gaar,"},{"speaker":"Brandee Gaar","startTime":164.18900000000002,"endTime":166.889,"body":"and we are digging into all"},{"speaker":"Brandee Gaar","startTime":166.889,"endTime":170.87900000000002,"body":"the nitty gritty of building"},{"speaker":"Brandee Gaar","startTime":166.889,"endTime":170.87900000000002,"body":"and scaling a profitable brand"},{"speaker":"Brandee Gaar","startTime":170.87900000000002,"endTime":173.47899999999998,"body":"on today's show, gemma is"},{"speaker":"Brandee Gaar","startTime":170.87900000000002,"endTime":173.47899999999998,"body":"going to share all the behind"},{"speaker":"Brandee Gaar","startTime":173.47899999999998,"endTime":177.489,"body":"the scenes of scaling her DJ"},{"speaker":"Brandee Gaar","startTime":173.47899999999998,"endTime":177.489,"body":"company, what's been difficult"},{"speaker":"Brandee Gaar","startTime":177.49900000000002,"endTime":180.75900000000001,"body":"about building a team and things"},{"speaker":"Brandee Gaar","startTime":177.49900000000002,"endTime":180.75900000000001,"body":"she's learned along the way."},{"speaker":"Brandee Gaar","startTime":180.81900000000002,"endTime":183.209,"body":"she's also going to cast some"},{"speaker":"Brandee Gaar","startTime":180.81900000000002,"endTime":183.209,"body":"vision for us about what's"},{"speaker":"Brandee Gaar","startTime":183.209,"endTime":185.18900000000002,"body":"to come for Luvd up DJs."},{"speaker":"Brandee Gaar","startTime":185.22899999999998,"endTime":189.31900000000002,"body":"trust me, I know so many of our"},{"speaker":"Brandee Gaar","startTime":185.22899999999998,"endTime":189.31900000000002,"body":"listeners are going to resonate"},{"speaker":"Brandee Gaar","startTime":189.329,"endTime":191.899,"body":"with this episode because"},{"speaker":"Brandee Gaar","startTime":189.329,"endTime":191.899,"body":"there's so many points along"},{"speaker":"Brandee Gaar","startTime":191.899,"endTime":194.989,"body":"the way that Gemma shared in her"},{"speaker":"Brandee Gaar","startTime":191.899,"endTime":194.989,"body":"journey where you could just sit"},{"speaker":"Brandee Gaar","startTime":194.989,"endTime":197.409,"body":"and say, Yes, I've been there."},{"speaker":"Brandee Gaar","startTime":197.419,"endTime":199.139,"body":"Or yes, I am there."},{"speaker":"Brandee Gaar","startTime":199.389,"endTime":201.849,"body":"So if you're looking  just to"},{"speaker":"Brandee Gaar","startTime":199.389,"endTime":201.849,"body":"know, you're on the right track."},{"speaker":"Brandee Gaar","startTime":201.87900000000002,"endTime":202.74900000000002,"body":"You can do this."},{"speaker":"Brandee Gaar","startTime":202.75900000000001,"endTime":205.459,"body":"You can build that"},{"speaker":"Brandee Gaar","startTime":202.75900000000001,"endTime":205.459,"body":"successful business, CEO."},{"speaker":"Brandee Gaar","startTime":205.459,"endTime":207.469,"body":"Today's show is going"},{"speaker":"Brandee Gaar","startTime":205.459,"endTime":207.469,"body":"to be an inspiration.."},{"speaker":"Brandee Gaar","startTime":209.24099999999999,"endTime":214.001,"body":"Gemma, I am so excited to have"},{"speaker":"Brandee Gaar","startTime":209.24099999999999,"endTime":214.001,"body":"you on the show today and to"},{"speaker":"Brandee Gaar","startTime":214.001,"endTime":216.33100000000002,"body":"really talk about your journey"},{"speaker":"Brandee Gaar","startTime":214.001,"endTime":216.33100000000002,"body":"in building your business."},{"speaker":"Brandee Gaar","startTime":216.36100000000002,"endTime":219.11100000000002,"body":"I think that you've built a"},{"speaker":"Brandee Gaar","startTime":216.36100000000002,"endTime":219.11100000000002,"body":"really unique business and,"},{"speaker":"Brandee Gaar","startTime":219.591,"endTime":222.351,"body":"um, I just have gotten, I"},{"speaker":"Brandee Gaar","startTime":219.591,"endTime":222.351,"body":"just get so excited to get"},{"speaker":"Brandee Gaar","startTime":222.351,"endTime":224.951,"body":"to work with you throughout"},{"speaker":"Brandee Gaar","startTime":222.351,"endTime":224.951,"body":"your company process."},{"speaker":"Brandee Gaar","startTime":224.961,"endTime":226.341,"body":"So welcome to the show."},{"speaker":"Gemma Sherry","startTime":226.796,"endTime":227.216,"body":"Thank you."},{"speaker":"Gemma Sherry","startTime":227.216,"endTime":228.106,"body":"Excited to be here."},{"speaker":"Brandee Gaar","startTime":228.626,"endTime":232.276,"body":"Gemma is a"},{"speaker":"Brandee Gaar","startTime":228.626,"endTime":232.276,"body":"DJ, which I don't, I don't"},{"speaker":"Brandee Gaar","startTime":232.316,"endTime":236.106,"body":"think we've had a student"},{"speaker":"Brandee Gaar","startTime":232.316,"endTime":236.106,"body":"DJ on the show before."},{"speaker":"Brandee Gaar","startTime":236.106,"endTime":239.056,"body":"Like we've interviewed"},{"speaker":"Brandee Gaar","startTime":236.106,"endTime":239.056,"body":"DJs, um, before, but not"},{"speaker":"Brandee Gaar","startTime":239.096,"endTime":240.576,"body":"as part of the program."},{"speaker":"Brandee Gaar","startTime":240.866,"endTime":243.506,"body":"So I'm like, okay, Gemma,"},{"speaker":"Brandee Gaar","startTime":240.866,"endTime":243.506,"body":"let's really dig in today."},{"speaker":"Brandee Gaar","startTime":243.506,"endTime":244.606,"body":"This is going to be so fun."},{"speaker":"Brandee Gaar","startTime":244.976,"endTime":247.246,"body":"But before we do all of"},{"speaker":"Brandee Gaar","startTime":244.976,"endTime":247.246,"body":"that, can you tell us"},{"speaker":"Brandee Gaar","startTime":247.256,"endTime":250.116,"body":"a little bit about your"},{"speaker":"Brandee Gaar","startTime":247.256,"endTime":250.116,"body":"company and what you guys do?"},{"speaker":"Gemma Sherry","startTime":250.416,"endTime":250.756,"body":"Sure."},{"speaker":"Gemma Sherry","startTime":250.796,"endTime":254.326,"body":"So we are a boutique, a woman"},{"speaker":"Gemma Sherry","startTime":250.796,"endTime":254.326,"body":"owned DJ company based on the"},{"speaker":"Gemma Sherry","startTime":254.326,"endTime":255.636,"body":"East coast in Philadelphia."},{"speaker":"Gemma Sherry","startTime":255.936,"endTime":258.606,"body":"Uh, we cover, uh, New"},{"speaker":"Gemma Sherry","startTime":255.936,"endTime":258.606,"body":"York, Philadelphia, DC,"},{"speaker":"Gemma Sherry","startTime":258.606,"endTime":261.096,"body":"and anywhere like along"},{"speaker":"Gemma Sherry","startTime":258.606,"endTime":261.096,"body":"that part of the coast."},{"speaker":"Gemma Sherry","startTime":261.466,"endTime":262.856,"body":"Um, we also do lighting."},{"speaker":"Gemma Sherry","startTime":262.856,"endTime":265.43600000000004,"body":"We've merged into videography"},{"speaker":"Gemma Sherry","startTime":262.856,"endTime":265.43600000000004,"body":"as well now, but DJ is like"},{"speaker":"Gemma Sherry","startTime":265.43600000000004,"endTime":266.706,"body":"our main, our main thing."},{"speaker":"Brandee Gaar","startTime":267.131,"endTime":268.861,"body":"Yeah, we're going"},{"speaker":"Brandee Gaar","startTime":267.131,"endTime":268.861,"body":"to touch on the videography"},{"speaker":"Brandee Gaar","startTime":268.861,"endTime":270.76099999999997,"body":"thing too, cause I think"},{"speaker":"Brandee Gaar","startTime":268.861,"endTime":270.76099999999997,"body":"that's really, really fun."},{"speaker":"Brandee Gaar","startTime":270.76099999999997,"endTime":274.35699999999997,"body":"So you are a boutique woman"},{"speaker":"Brandee Gaar","startTime":270.76099999999997,"endTime":274.35699999999997,"body":"owned DJ company, which"},{"speaker":"Brandee Gaar","startTime":274.447,"endTime":277.967,"body":"that alone, I was just like,"},{"speaker":"Brandee Gaar","startTime":274.447,"endTime":277.967,"body":"okay, you clearly honed"},{"speaker":"Brandee Gaar","startTime":277.967,"endTime":280.087,"body":"in on your ideal client."},{"speaker":"Brandee Gaar","startTime":280.337,"endTime":284.347,"body":"Tell me a little bit more about"},{"speaker":"Brandee Gaar","startTime":280.337,"endTime":284.347,"body":"how you got into the industry."},{"speaker":"Brandee Gaar","startTime":284.499,"endTime":288.259,"body":"And did you decide to create,"},{"speaker":"Brandee Gaar","startTime":284.499,"endTime":288.259,"body":"the brand that you've built now?"},{"speaker":"Gemma Sherry","startTime":288.55899999999997,"endTime":290.869,"body":"So it kind"},{"speaker":"Gemma Sherry","startTime":288.55899999999997,"endTime":290.869,"body":"of happened by chance."},{"speaker":"Gemma Sherry","startTime":290.869,"endTime":292.909,"body":"It wasn't like I deliberately"},{"speaker":"Gemma Sherry","startTime":290.869,"endTime":292.909,"body":"wanted to get into DJing."},{"speaker":"Gemma Sherry","startTime":292.919,"endTime":295.079,"body":"I kind of was trying"},{"speaker":"Gemma Sherry","startTime":292.919,"endTime":295.079,"body":"not to get into it."},{"speaker":"Gemma Sherry","startTime":295.129,"endTime":298.429,"body":"Um, my husband has had a"},{"speaker":"Gemma Sherry","startTime":295.129,"endTime":298.429,"body":"DJ business for many years"},{"speaker":"Gemma Sherry","startTime":298.649,"endTime":300.089,"body":"and I was like, I don't"},{"speaker":"Gemma Sherry","startTime":298.649,"endTime":300.089,"body":"really want to do that."},{"speaker":"Gemma Sherry","startTime":300.09900000000005,"endTime":300.73900000000003,"body":"It's not my vibe."},{"speaker":"Gemma Sherry","startTime":300.73900000000003,"endTime":301.999,"body":"I've got my own thing going on."},{"speaker":"Gemma Sherry","startTime":302.279,"endTime":304.709,"body":"Um, and he got me to fill in"},{"speaker":"Gemma Sherry","startTime":302.279,"endTime":304.709,"body":"one day for a wedding and I"},{"speaker":"Gemma Sherry","startTime":304.719,"endTime":306.779,"body":"actually ended up, Loving it."},{"speaker":"Gemma Sherry","startTime":306.779,"endTime":308.169,"body":"And I was like, this"},{"speaker":"Gemma Sherry","startTime":306.779,"endTime":308.169,"body":"is actually really fun."},{"speaker":"Gemma Sherry","startTime":308.179,"endTime":310.289,"body":"And it ticks all the"},{"speaker":"Gemma Sherry","startTime":308.179,"endTime":310.289,"body":"boxes of my skillset."},{"speaker":"Gemma Sherry","startTime":310.55899999999997,"endTime":312.529,"body":"I've worked in music"},{"speaker":"Gemma Sherry","startTime":310.55899999999997,"endTime":312.529,"body":"for many years in other,"},{"speaker":"Gemma Sherry","startTime":312.579,"endTime":313.55899999999997,"body":"you know, other facets."},{"speaker":"Gemma Sherry","startTime":313.55899999999997,"endTime":315.219,"body":"But, um, I was like,"},{"speaker":"Gemma Sherry","startTime":313.55899999999997,"endTime":315.219,"body":"this is actually cool."},{"speaker":"Gemma Sherry","startTime":315.219,"endTime":316.22900000000004,"body":"Like I could do this."},{"speaker":"Gemma Sherry","startTime":316.499,"endTime":318.409,"body":"And then I looked around and"},{"speaker":"Gemma Sherry","startTime":316.499,"endTime":318.409,"body":"realized there wasn't any"},{"speaker":"Gemma Sherry","startTime":318.409,"endTime":321.079,"body":"companies that were really"},{"speaker":"Gemma Sherry","startTime":318.409,"endTime":321.079,"body":"providing the kind of service I"},{"speaker":"Gemma Sherry","startTime":321.079,"endTime":322.619,"body":"would want to book as a bride."},{"speaker":"Gemma Sherry","startTime":322.85900000000004,"endTime":324.84900000000005,"body":"And I was like, why don't I"},{"speaker":"Gemma Sherry","startTime":322.85900000000004,"endTime":324.84900000000005,"body":"just start up my own company?"},{"speaker":"Gemma Sherry","startTime":324.899,"endTime":326.699,"body":"And so I thought, all"},{"speaker":"Gemma Sherry","startTime":324.899,"endTime":326.699,"body":"right, I'll give it a shot."},{"speaker":"Gemma Sherry","startTime":326.999,"endTime":328.789,"body":"Just thinking I would"},{"speaker":"Gemma Sherry","startTime":326.999,"endTime":328.789,"body":"get booked myself."},{"speaker":"Gemma Sherry","startTime":328.839,"endTime":331.909,"body":"And then it's just ballooned"},{"speaker":"Gemma Sherry","startTime":328.839,"endTime":331.909,"body":"and blossomed into way more"},{"speaker":"Gemma Sherry","startTime":331.909,"endTime":333.069,"body":"than I could ever imagine."},{"speaker":"Brandee Gaar","startTime":333.839,"endTime":334.799,"body":"It really has."},{"speaker":"Brandee Gaar","startTime":334.819,"endTime":337.909,"body":"It's, and I cannot wait"},{"speaker":"Brandee Gaar","startTime":334.819,"endTime":337.909,"body":"for everybody to hear about"},{"speaker":"Brandee Gaar","startTime":337.909,"endTime":338.829,"body":"what you've built, okay."},{"speaker":"Brandee Gaar","startTime":338.829,"endTime":342.769,"body":"So you said you were in music"},{"speaker":"Brandee Gaar","startTime":338.829,"endTime":342.769,"body":"before you had the DJ company."},{"speaker":"Brandee Gaar","startTime":342.769,"endTime":343.959,"body":"So tell us a little"},{"speaker":"Brandee Gaar","startTime":342.769,"endTime":343.959,"body":"bit about that."},{"speaker":"Brandee Gaar","startTime":343.959,"endTime":346.579,"body":"Cause it's not like"},{"speaker":"Brandee Gaar","startTime":343.959,"endTime":346.579,"body":"you had never been"},{"speaker":"Brandee Gaar","startTime":346.579,"endTime":347.879,"body":"behind a board, right?"},{"speaker":"Brandee Gaar","startTime":347.879,"endTime":350.709,"body":"Like tell us a little bit"},{"speaker":"Brandee Gaar","startTime":347.879,"endTime":350.709,"body":"more about that journey."},{"speaker":"Gemma Sherry","startTime":350.769,"endTime":351.139,"body":"sure."},{"speaker":"Gemma Sherry","startTime":351.149,"endTime":354.049,"body":"So musically I studied"},{"speaker":"Gemma Sherry","startTime":351.149,"endTime":354.049,"body":"music growing up."},{"speaker":"Gemma Sherry","startTime":354.049,"endTime":356.899,"body":"I was a saxophone player,"},{"speaker":"Gemma Sherry","startTime":354.049,"endTime":356.899,"body":"classical and jazz."},{"speaker":"Gemma Sherry","startTime":357.119,"endTime":359.039,"body":"I studied jazz singing"},{"speaker":"Gemma Sherry","startTime":357.119,"endTime":359.039,"body":"in New York city."},{"speaker":"Gemma Sherry","startTime":359.039,"endTime":360.389,"body":"That's why I moved to America."},{"speaker":"Gemma Sherry","startTime":360.649,"endTime":363.629,"body":"Um, I've worked in music"},{"speaker":"Gemma Sherry","startTime":360.649,"endTime":363.629,"body":"licensing, choosing music"},{"speaker":"Gemma Sherry","startTime":363.629,"endTime":365.369,"body":"for film and television"},{"speaker":"Gemma Sherry","startTime":363.629,"endTime":365.369,"body":"shows for a number of years"},{"speaker":"Gemma Sherry","startTime":365.389,"endTime":366.48900000000003,"body":"when I lived in New York."},{"speaker":"Gemma Sherry","startTime":366.709,"endTime":369.659,"body":"So I've worked in a lot of"},{"speaker":"Gemma Sherry","startTime":366.709,"endTime":369.659,"body":"different facets of music, but"},{"speaker":"Gemma Sherry","startTime":369.659,"endTime":373.339,"body":"I also used to manage events and"},{"speaker":"Gemma Sherry","startTime":369.659,"endTime":373.339,"body":"hospitality back in Australia."},{"speaker":"Gemma Sherry","startTime":373.359,"endTime":376.149,"body":"So I kind of was already"},{"speaker":"Gemma Sherry","startTime":373.359,"endTime":376.149,"body":"in the field with that."},{"speaker":"Gemma Sherry","startTime":376.254,"endTime":378.944,"body":"Like realizing I was, and"},{"speaker":"Gemma Sherry","startTime":376.254,"endTime":378.944,"body":"then all of a sudden, like"},{"speaker":"Gemma Sherry","startTime":378.944,"endTime":380.874,"body":"they all culminated into"},{"speaker":"Gemma Sherry","startTime":378.944,"endTime":380.874,"body":"this, like, perfect job."},{"speaker":"Brandee Gaar","startTime":381.021,"endTime":382.001,"body":"I love it."},{"speaker":"Brandee Gaar","startTime":382.051,"endTime":382.431,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":382.431,"endTime":384.791,"body":"And so, and then I have"},{"speaker":"Brandee Gaar","startTime":382.431,"endTime":384.791,"body":"to jump to this part in"},{"speaker":"Brandee Gaar","startTime":384.791,"endTime":387.291,"body":"your story where you're"},{"speaker":"Brandee Gaar","startTime":384.791,"endTime":387.291,"body":"like, I didn't want to DJ."},{"speaker":"Brandee Gaar","startTime":387.321,"endTime":388.791,"body":"I said, I wasn't going to DJ."},{"speaker":"Brandee Gaar","startTime":389.271,"endTime":391.141,"body":"I DJ'd one wedding and"},{"speaker":"Brandee Gaar","startTime":389.271,"endTime":391.141,"body":"I was like, I'm going"},{"speaker":"Brandee Gaar","startTime":391.141,"endTime":392.241,"body":"to start my own company."},{"speaker":"Brandee Gaar","startTime":392.271,"endTime":393.661,"body":"Like what?"},{"speaker":"Gemma Sherry","startTime":394.001,"endTime":396.601,"body":"Uh, I'm"},{"speaker":"Gemma Sherry","startTime":394.001,"endTime":396.601,"body":"definitely a go getter, which"},{"speaker":"Gemma Sherry","startTime":396.601,"endTime":397.421,"body":"you probably already know."},{"speaker":"Gemma Sherry","startTime":397.561,"endTime":400.491,"body":"So, um, you know, with any"},{"speaker":"Gemma Sherry","startTime":397.561,"endTime":400.491,"body":"kind of field I get into, I"},{"speaker":"Gemma Sherry","startTime":400.491,"endTime":401.981,"body":"sort of go all in with it."},{"speaker":"Gemma Sherry","startTime":401.981,"endTime":403.701,"body":"I just thought I've always"},{"speaker":"Gemma Sherry","startTime":401.981,"endTime":403.701,"body":"want to have my own business."},{"speaker":"Gemma Sherry","startTime":403.701,"endTime":404.94100000000003,"body":"And I was like, this"},{"speaker":"Gemma Sherry","startTime":403.701,"endTime":404.94100000000003,"body":"is a great thing."},{"speaker":"Gemma Sherry","startTime":404.94100000000003,"endTime":405.991,"body":"Why not go for it?"},{"speaker":"Gemma Sherry","startTime":406.081,"endTime":406.321,"body":"So."},{"speaker":"Brandee Gaar","startTime":407.056,"endTime":407.906,"body":"That's so funny."},{"speaker":"Brandee Gaar","startTime":407.906,"endTime":409.446,"body":"And you're just like, yeah,"},{"speaker":"Brandee Gaar","startTime":407.906,"endTime":409.446,"body":"we'll start our own business."},{"speaker":"Brandee Gaar","startTime":409.696,"endTime":409.976,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":409.976,"endTime":414.796,"body":"So originally were you"},{"speaker":"Brandee Gaar","startTime":409.976,"endTime":414.796,"body":"thinking that Loved Up DJs"},{"speaker":"Brandee Gaar","startTime":414.846,"endTime":417.556,"body":"would be an all female DJ"},{"speaker":"Brandee Gaar","startTime":414.846,"endTime":417.556,"body":"company  Like how did you"},{"speaker":"Brandee Gaar","startTime":417.556,"endTime":420.576,"body":"decide who your avatar would"},{"speaker":"Brandee Gaar","startTime":417.556,"endTime":420.576,"body":"be and who you would serve?"},{"speaker":"Gemma Sherry","startTime":421.136,"endTime":422.776,"body":"Well, initially"},{"speaker":"Gemma Sherry","startTime":421.136,"endTime":422.776,"body":"it was just going to be me,"},{"speaker":"Gemma Sherry","startTime":422.846,"endTime":424.866,"body":"honestly, like my husband"},{"speaker":"Gemma Sherry","startTime":422.846,"endTime":424.866,"body":"had his own thing going on."},{"speaker":"Gemma Sherry","startTime":424.866,"endTime":425.986,"body":"So I was like,"},{"speaker":"Gemma Sherry","startTime":424.866,"endTime":425.986,"body":"well, you know what?"},{"speaker":"Gemma Sherry","startTime":425.986,"endTime":428.826,"body":"Like he'll book his own"},{"speaker":"Gemma Sherry","startTime":425.986,"endTime":428.826,"body":"weddings through his company."},{"speaker":"Gemma Sherry","startTime":428.836,"endTime":430.716,"body":"And then I'm just going to do"},{"speaker":"Gemma Sherry","startTime":428.836,"endTime":430.716,"body":"my own thing because I wanted to"},{"speaker":"Gemma Sherry","startTime":430.716,"endTime":431.786,"body":"do my own thing at that point."},{"speaker":"Gemma Sherry","startTime":431.786,"endTime":433.216,"body":"but then I ended up, you"},{"speaker":"Gemma Sherry","startTime":431.786,"endTime":433.216,"body":"know, getting lots of"},{"speaker":"Gemma Sherry","startTime":433.216,"endTime":436.396,"body":"bookings and then enjoying"},{"speaker":"Gemma Sherry","startTime":433.216,"endTime":436.396,"body":"the booking process as well."},{"speaker":"Gemma Sherry","startTime":436.396,"endTime":438.426,"body":"So I like brought him on"},{"speaker":"Gemma Sherry","startTime":436.396,"endTime":438.426,"body":"board and I was booking him."},{"speaker":"Gemma Sherry","startTime":438.426,"endTime":440.836,"body":"And then, you know, when you"},{"speaker":"Gemma Sherry","startTime":438.426,"endTime":440.836,"body":"get more leads, as you do in"},{"speaker":"Gemma Sherry","startTime":440.846,"endTime":443.206,"body":"any business, you're like, we"},{"speaker":"Gemma Sherry","startTime":440.846,"endTime":443.206,"body":"don't want to say no, cause"},{"speaker":"Gemma Sherry","startTime":443.206,"endTime":444.476,"body":"obviously something's working."},{"speaker":"Gemma Sherry","startTime":444.486,"endTime":446.606,"body":"So then I started bringing"},{"speaker":"Gemma Sherry","startTime":444.486,"endTime":446.606,"body":"on other DJs on board."},{"speaker":"Gemma Sherry","startTime":446.846,"endTime":448.926,"body":"I did initially plan"},{"speaker":"Gemma Sherry","startTime":446.846,"endTime":448.926,"body":"on just having it."},{"speaker":"Gemma Sherry","startTime":449.146,"endTime":452.616,"body":"Women DJs only, but, I'm"},{"speaker":"Gemma Sherry","startTime":449.146,"endTime":452.616,"body":"finding that these days"},{"speaker":"Gemma Sherry","startTime":452.616,"endTime":453.826,"body":"people just want a good DJ."},{"speaker":"Gemma Sherry","startTime":453.826,"endTime":455.896,"body":"It doesn't matter, you know,"},{"speaker":"Gemma Sherry","startTime":453.826,"endTime":455.896,"body":"what, sexual orientation"},{"speaker":"Gemma Sherry","startTime":455.896,"endTime":458.036,"body":"you are, like any of that"},{"speaker":"Gemma Sherry","startTime":455.896,"endTime":458.036,"body":"stuff doesn't really matter."},{"speaker":"Gemma Sherry","startTime":458.326,"endTime":460.376,"body":"It really just matters that"},{"speaker":"Gemma Sherry","startTime":458.326,"endTime":460.376,"body":"you get someone who's got good"},{"speaker":"Gemma Sherry","startTime":460.376,"endTime":464.56600000000003,"body":"vibes, who is easy to work with,"},{"speaker":"Gemma Sherry","startTime":460.376,"endTime":464.56600000000003,"body":"friendly, and like, is able"},{"speaker":"Gemma Sherry","startTime":464.56600000000003,"endTime":467.886,"body":"to customize the, you know,"},{"speaker":"Gemma Sherry","startTime":464.56600000000003,"endTime":467.886,"body":"the service they're providing."},{"speaker":"Gemma Sherry","startTime":467.886,"endTime":469.746,"body":"So it is like suits the"},{"speaker":"Gemma Sherry","startTime":467.886,"endTime":469.746,"body":"vision of the couple."},{"speaker":"Brandee Gaar","startTime":470.176,"endTime":471.706,"body":"Yeah, I"},{"speaker":"Brandee Gaar","startTime":470.176,"endTime":471.706,"body":"agree with you so much."},{"speaker":"Brandee Gaar","startTime":471.706,"endTime":476.841,"body":"And I, I actually really value"},{"speaker":"Brandee Gaar","startTime":471.706,"endTime":476.841,"body":"What you put into training"},{"speaker":"Brandee Gaar","startTime":476.841,"endTime":480.501,"body":"your DJs and knowing that"},{"speaker":"Brandee Gaar","startTime":476.841,"endTime":480.501,"body":"they are going to be the"},{"speaker":"Brandee Gaar","startTime":480.511,"endTime":482.001,"body":"best that you're sending out."},{"speaker":"Brandee Gaar","startTime":482.021,"endTime":485.921,"body":"I think having that boutique"},{"speaker":"Brandee Gaar","startTime":482.021,"endTime":485.921,"body":"style is, it can be difficult"},{"speaker":"Brandee Gaar","startTime":485.921,"endTime":487.671,"body":"when you start to grow a team."},{"speaker":"Brandee Gaar","startTime":487.88100000000003,"endTime":488.461,"body":"Right."},{"speaker":"Brandee Gaar","startTime":488.841,"endTime":489.096,"body":"And"},{"speaker":"Gemma Sherry","startTime":489.396,"endTime":489.916,"body":"Oh, yes,"},{"speaker":"Brandee Gaar","startTime":489.971,"endTime":492.981,"body":"like that's"},{"speaker":"Brandee Gaar","startTime":489.971,"endTime":492.981,"body":"something that I've valued"},{"speaker":"Brandee Gaar","startTime":492.981,"endTime":495.301,"body":"about, working with you"},{"speaker":"Brandee Gaar","startTime":492.981,"endTime":495.301,"body":"so much is that you're"},{"speaker":"Brandee Gaar","startTime":495.301,"endTime":497.961,"body":"so passionate about, you"},{"speaker":"Brandee Gaar","startTime":495.301,"endTime":497.961,"body":"know, who you're sending"},{"speaker":"Brandee Gaar","startTime":497.961,"endTime":499.641,"body":"out as, as many of us are."},{"speaker":"Brandee Gaar","startTime":499.641,"endTime":499.911,"body":"Right."},{"speaker":"Brandee Gaar","startTime":499.911,"endTime":501.611,"body":"But it's something that"},{"speaker":"Brandee Gaar","startTime":499.911,"endTime":501.611,"body":"you take very, very"},{"speaker":"Brandee Gaar","startTime":501.611,"endTime":503.421,"body":"seriously because DJs."},{"speaker":"Brandee Gaar","startTime":504.556,"endTime":507.556,"body":"A lot of people can call"},{"speaker":"Brandee Gaar","startTime":504.556,"endTime":507.556,"body":"themselves a DJ, right?"},{"speaker":"Brandee Gaar","startTime":507.966,"endTime":511.896,"body":"Um, that does not mean they"},{"speaker":"Brandee Gaar","startTime":507.966,"endTime":511.896,"body":"all fit your style of DJ."},{"speaker":"Brandee Gaar","startTime":511.916,"endTime":515.636,"body":"So did you feel like you"},{"speaker":"Brandee Gaar","startTime":511.916,"endTime":515.636,"body":"struggled at all in kind of"},{"speaker":"Brandee Gaar","startTime":515.646,"endTime":517.646,"body":"bringing on additional DJs?"},{"speaker":"Brandee Gaar","startTime":517.656,"endTime":519.986,"body":"Is that something"},{"speaker":"Brandee Gaar","startTime":517.656,"endTime":519.986,"body":"that came easy to you?"},{"speaker":"Brandee Gaar","startTime":520.0260000000001,"endTime":521.946,"body":"Tell us a little bit"},{"speaker":"Brandee Gaar","startTime":520.0260000000001,"endTime":521.946,"body":"about building that team."},{"speaker":"Gemma Sherry","startTime":522.3720000000001,"endTime":523.912,"body":"it definitely"},{"speaker":"Gemma Sherry","startTime":522.3720000000001,"endTime":523.912,"body":"is a struggle still"},{"speaker":"Gemma Sherry","startTime":523.912,"endTime":526.222,"body":"today, um, finding someone"},{"speaker":"Gemma Sherry","startTime":523.912,"endTime":526.222,"body":"that's the right fit."},{"speaker":"Gemma Sherry","startTime":526.312,"endTime":527.592,"body":"I mean, I'm very fussy."},{"speaker":"Gemma Sherry","startTime":527.592,"endTime":530.052,"body":"So some people, if you're"},{"speaker":"Gemma Sherry","startTime":527.592,"endTime":530.052,"body":"just building a very generic"},{"speaker":"Gemma Sherry","startTime":530.2819999999999,"endTime":532.892,"body":"company in any field,"},{"speaker":"Gemma Sherry","startTime":530.2819999999999,"endTime":532.892,"body":"then you can get anyone."},{"speaker":"Gemma Sherry","startTime":532.892,"endTime":534.832,"body":"I mean, there's always somebody"},{"speaker":"Gemma Sherry","startTime":532.892,"endTime":534.832,"body":"you can hire, but when you"},{"speaker":"Gemma Sherry","startTime":534.842,"endTime":537.752,"body":"really want to provide a"},{"speaker":"Gemma Sherry","startTime":534.842,"endTime":537.752,"body":"specific service and a specific"},{"speaker":"Gemma Sherry","startTime":537.932,"endTime":540.792,"body":"level of service for your"},{"speaker":"Gemma Sherry","startTime":537.932,"endTime":540.792,"body":"couples and clients, then it"},{"speaker":"Gemma Sherry","startTime":540.832,"endTime":543.652,"body":"is hard because you want to get"},{"speaker":"Gemma Sherry","startTime":540.832,"endTime":543.652,"body":"people that are going to Do as"},{"speaker":"Gemma Sherry","startTime":543.652,"endTime":546.542,"body":"good a job as you would, or if"},{"speaker":"Gemma Sherry","startTime":543.652,"endTime":546.542,"body":"not better, um, and are going"},{"speaker":"Gemma Sherry","startTime":546.542,"endTime":550.0319999999999,"body":"to be representing the brand and"},{"speaker":"Gemma Sherry","startTime":546.542,"endTime":550.0319999999999,"body":"really have that level of care"},{"speaker":"Gemma Sherry","startTime":550.0319999999999,"endTime":553.092,"body":"for the clients that you would"},{"speaker":"Gemma Sherry","startTime":550.0319999999999,"endTime":553.092,"body":"have, because we really do treat"},{"speaker":"Gemma Sherry","startTime":553.092,"endTime":556.322,"body":"like every couple, like as if"},{"speaker":"Gemma Sherry","startTime":553.092,"endTime":556.322,"body":"it was my sister's wedding, you"},{"speaker":"Gemma Sherry","startTime":556.322,"endTime":557.392,"body":"know, my best friend's wedding."},{"speaker":"Gemma Sherry","startTime":557.392,"endTime":559.8820000000001,"body":"It's not just like, you're"},{"speaker":"Gemma Sherry","startTime":557.392,"endTime":559.8820000000001,"body":"not just a customer."},{"speaker":"Gemma Sherry","startTime":559.8820000000001,"endTime":562.182,"body":"It's really like, we actually"},{"speaker":"Gemma Sherry","startTime":559.8820000000001,"endTime":562.182,"body":"really do care about people."},{"speaker":"Gemma Sherry","startTime":562.182,"endTime":565.262,"body":"So, um, that, that's"},{"speaker":"Gemma Sherry","startTime":562.182,"endTime":565.262,"body":"where the difficulty is."},{"speaker":"Brandee Gaar","startTime":565.376,"endTime":565.646,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":565.646,"endTime":568.476,"body":"And I think again, it kind"},{"speaker":"Brandee Gaar","startTime":565.646,"endTime":568.476,"body":"of goes back to that, you're"},{"speaker":"Brandee Gaar","startTime":568.476,"endTime":570.306,"body":"creating a boutique style."},{"speaker":"Brandee Gaar","startTime":570.306,"endTime":573.956,"body":"So it's high touch, high"},{"speaker":"Brandee Gaar","startTime":570.306,"endTime":573.956,"body":"level of service, you know,"},{"speaker":"Brandee Gaar","startTime":573.976,"endTime":576.066,"body":"very unique and customized."},{"speaker":"Brandee Gaar","startTime":576.481,"endTime":579.281,"body":"And you're partnering"},{"speaker":"Brandee Gaar","startTime":576.481,"endTime":579.281,"body":"that with scaling."},{"speaker":"Brandee Gaar","startTime":579.6410000000001,"endTime":582.671,"body":"And sometimes I feel like"},{"speaker":"Brandee Gaar","startTime":579.6410000000001,"endTime":582.671,"body":"people don't believe that those"},{"speaker":"Brandee Gaar","startTime":582.681,"endTime":584.671,"body":"two things can go together."},{"speaker":"Brandee Gaar","startTime":584.721,"endTime":585.961,"body":"What year did you"},{"speaker":"Brandee Gaar","startTime":584.721,"endTime":585.961,"body":"start your business?"},{"speaker":"Gemma Sherry","startTime":586.594,"endTime":588.454,"body":"I believe"},{"speaker":"Gemma Sherry","startTime":586.594,"endTime":588.454,"body":"it's in just over two years."},{"speaker":"Gemma Sherry","startTime":589.0740000000001,"endTime":589.284,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":589.414,"endTime":590.004,"body":"crazy to me."},{"speaker":"Brandee Gaar","startTime":590.7239999999999,"endTime":591.614,"body":"This is so crazy."},{"speaker":"Brandee Gaar","startTime":591.914,"endTime":592.3140000000001,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":592.3340000000001,"endTime":596.4839999999999,"body":"And so for you bringing that"},{"speaker":"Brandee Gaar","startTime":592.3340000000001,"endTime":596.4839999999999,"body":"team on and still keeping"},{"speaker":"Brandee Gaar","startTime":596.4839999999999,"endTime":599.844,"body":"that, that customized service,"},{"speaker":"Brandee Gaar","startTime":596.4839999999999,"endTime":599.844,"body":"tell us some of the things"},{"speaker":"Brandee Gaar","startTime":599.854,"endTime":604.074,"body":"that maybe have felt difficult"},{"speaker":"Brandee Gaar","startTime":599.854,"endTime":604.074,"body":"if you don't mind sharing"},{"speaker":"Brandee Gaar","startTime":604.0840000000001,"endTime":607.646,"body":"about just like, okay, well,"},{"speaker":"Brandee Gaar","startTime":604.0840000000001,"endTime":607.646,"body":"You still want to keep that"},{"speaker":"Brandee Gaar","startTime":607.646,"endTime":608.966,"body":"high touch level of service."},{"speaker":"Brandee Gaar","startTime":608.966,"endTime":610.476,"body":"What has felt hard about that?"},{"speaker":"Gemma Sherry","startTime":610.776,"endTime":612.696,"body":"Uh, well, it"},{"speaker":"Gemma Sherry","startTime":610.776,"endTime":612.696,"body":"was difficult in the beginning"},{"speaker":"Gemma Sherry","startTime":612.706,"endTime":614.656,"body":"because I really, I was"},{"speaker":"Gemma Sherry","startTime":612.706,"endTime":614.656,"body":"doing everything myself."},{"speaker":"Gemma Sherry","startTime":614.906,"endTime":617.296,"body":"So when I was brought on board"},{"speaker":"Gemma Sherry","startTime":614.906,"endTime":617.296,"body":"by you and got you to do some"},{"speaker":"Gemma Sherry","startTime":617.296,"endTime":619.716,"body":"coaching with me, I really"},{"speaker":"Gemma Sherry","startTime":617.296,"endTime":619.716,"body":"realized that I had to expand my"},{"speaker":"Gemma Sherry","startTime":619.716,"endTime":623.246,"body":"team and have that support level"},{"speaker":"Gemma Sherry","startTime":619.716,"endTime":623.246,"body":"for myself because you can't,"},{"speaker":"Gemma Sherry","startTime":623.246,"endTime":625.973,"body":"I can't possibly give the level"},{"speaker":"Gemma Sherry","startTime":623.246,"endTime":625.973,"body":"of service to every, you know,"},{"speaker":"Gemma Sherry","startTime":626.191,"endTime":628.973,"body":"200, 300 clients just on my own."},{"speaker":"Gemma Sherry","startTime":629.311,"endTime":630.811,"body":"It's just like,"},{"speaker":"Gemma Sherry","startTime":629.311,"endTime":630.811,"body":"it's not possible."},{"speaker":"Gemma Sherry","startTime":631.391,"endTime":634.041,"body":"So you've got to have a team"},{"speaker":"Gemma Sherry","startTime":631.391,"endTime":634.041,"body":"that's able to like, that way"},{"speaker":"Gemma Sherry","startTime":634.041,"endTime":636.731,"body":"you can have those touch points"},{"speaker":"Gemma Sherry","startTime":634.041,"endTime":636.731,"body":"that are given to the couple."},{"speaker":"Gemma Sherry","startTime":636.881,"endTime":639.721,"body":"Doesn't have to be from me"},{"speaker":"Gemma Sherry","startTime":636.881,"endTime":639.721,"body":"specifically, but the team"},{"speaker":"Gemma Sherry","startTime":639.741,"endTime":642.041,"body":"are doing those touch points"},{"speaker":"Gemma Sherry","startTime":639.741,"endTime":642.041,"body":"that way couples aren't"},{"speaker":"Gemma Sherry","startTime":642.041,"endTime":644.246,"body":"left out of the loop and"},{"speaker":"Gemma Sherry","startTime":642.041,"endTime":644.246,"body":"everyone feels cared for."},{"speaker":"Brandee Gaar","startTime":644.546,"endTime":644.916,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":645.186,"endTime":648.466,"body":"I think one of the things"},{"speaker":"Brandee Gaar","startTime":645.186,"endTime":648.466,"body":"that was fun to start working"},{"speaker":"Brandee Gaar","startTime":648.466,"endTime":652.576,"body":"with you, Gemma, was, you"},{"speaker":"Brandee Gaar","startTime":648.466,"endTime":652.576,"body":"really had some great DJs"},{"speaker":"Brandee Gaar","startTime":652.606,"endTime":654.096,"body":"that you were, sending out."},{"speaker":"Brandee Gaar","startTime":654.096,"endTime":657.826,"body":"But like you said, like you"},{"speaker":"Brandee Gaar","startTime":654.096,"endTime":657.826,"body":"didn't have any support."},{"speaker":"Brandee Gaar","startTime":658.176,"endTime":659.486,"body":"On the back end."},{"speaker":"Brandee Gaar","startTime":659.486,"endTime":663.476,"body":"And so you were trying"},{"speaker":"Brandee Gaar","startTime":659.486,"endTime":663.476,"body":"to, touch, love all"},{"speaker":"Brandee Gaar","startTime":663.476,"endTime":664.446,"body":"of these couples."},{"speaker":"Brandee Gaar","startTime":664.476,"endTime":666.866,"body":"And that I'm sure was"},{"speaker":"Brandee Gaar","startTime":664.476,"endTime":666.866,"body":"something that was just"},{"speaker":"Brandee Gaar","startTime":666.866,"endTime":670.5360000000001,"body":"like taxing you to kind of"},{"speaker":"Brandee Gaar","startTime":666.866,"endTime":670.5360000000001,"body":"that breaking point, right?"},{"speaker":"Gemma Sherry","startTime":671.074,"endTime":671.674,"body":"Oh, totally."},{"speaker":"Gemma Sherry","startTime":671.674,"endTime":671.954,"body":"Yeah."},{"speaker":"Gemma Sherry","startTime":671.954,"endTime":673.844,"body":"And I, and I realized"},{"speaker":"Gemma Sherry","startTime":671.954,"endTime":673.844,"body":"that quickly, like you"},{"speaker":"Gemma Sherry","startTime":673.844,"endTime":674.644,"body":"made me realize that too."},{"speaker":"Gemma Sherry","startTime":674.644,"endTime":677.534,"body":"I was like, I'm giving"},{"speaker":"Gemma Sherry","startTime":674.644,"endTime":677.534,"body":"this like super high touch,"},{"speaker":"Gemma Sherry","startTime":677.534,"endTime":679.404,"body":"super high level service."},{"speaker":"Gemma Sherry","startTime":679.434,"endTime":681.774,"body":"And then as we're growing"},{"speaker":"Gemma Sherry","startTime":679.434,"endTime":681.774,"body":"and the company, you know,"},{"speaker":"Gemma Sherry","startTime":681.774,"endTime":684.434,"body":"we're getting more and more"},{"speaker":"Gemma Sherry","startTime":681.774,"endTime":684.434,"body":"clients and it's scaling up."},{"speaker":"Gemma Sherry","startTime":684.904,"endTime":687.054,"body":"I just don't physically"},{"speaker":"Gemma Sherry","startTime":684.904,"endTime":687.054,"body":"have the time to do that."},{"speaker":"Gemma Sherry","startTime":687.0840000000001,"endTime":689.744,"body":"So something has to give, um,"},{"speaker":"Gemma Sherry","startTime":687.0840000000001,"endTime":689.744,"body":"and you made me realize, well,"},{"speaker":"Gemma Sherry","startTime":690.249,"endTime":692.749,"body":"Instead of giving that up, it's"},{"speaker":"Gemma Sherry","startTime":690.249,"endTime":692.749,"body":"more like I'm getting somebody"},{"speaker":"Gemma Sherry","startTime":692.749,"endTime":694.549,"body":"else to help support me in that."},{"speaker":"Brandee Gaar","startTime":694.729,"endTime":695.019,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":695.019,"endTime":698.339,"body":"It doesn't have to be you,"},{"speaker":"Brandee Gaar","startTime":695.019,"endTime":698.339,"body":"which I think is, is really"},{"speaker":"Brandee Gaar","startTime":698.339,"endTime":702.019,"body":"a hard thing for so many"},{"speaker":"Brandee Gaar","startTime":698.339,"endTime":702.019,"body":"business owners to understand"},{"speaker":"Brandee Gaar","startTime":702.019,"endTime":705.289,"body":"is that it's, it has to be"},{"speaker":"Brandee Gaar","startTime":702.019,"endTime":705.289,"body":"somebody who cares, right."},{"speaker":"Brandee Gaar","startTime":705.289,"endTime":707.799,"body":"Who can do the job really"},{"speaker":"Brandee Gaar","startTime":705.289,"endTime":707.799,"body":"well, who can make your clients"},{"speaker":"Brandee Gaar","startTime":707.809,"endTime":709.609,"body":"feel important, but actually."},{"speaker":"Brandee Gaar","startTime":709.914,"endTime":713.004,"body":"It becomes more difficult"},{"speaker":"Brandee Gaar","startTime":709.914,"endTime":713.004,"body":"for you to be the one that's"},{"speaker":"Brandee Gaar","startTime":713.004,"endTime":715.859,"body":"doing it as, as you're"},{"speaker":"Brandee Gaar","startTime":713.004,"endTime":715.859,"body":"really scaling, right?"},{"speaker":"Brandee Gaar","startTime":716.434,"endTime":721.304,"body":"One of the things that I thought"},{"speaker":"Brandee Gaar","startTime":716.434,"endTime":721.304,"body":"was so fun last month that you"},{"speaker":"Brandee Gaar","startTime":721.414,"endTime":725.634,"body":"shared with our group is that"},{"speaker":"Brandee Gaar","startTime":721.414,"endTime":725.634,"body":"you were starting to book your"},{"speaker":"Brandee Gaar","startTime":725.644,"endTime":728.294,"body":"DJs more than yourself, right?"},{"speaker":"Brandee Gaar","startTime":728.304,"endTime":730.624,"body":"can you tell us a little"},{"speaker":"Brandee Gaar","startTime":728.304,"endTime":730.624,"body":"bit about maybe what that"},{"speaker":"Brandee Gaar","startTime":730.624,"endTime":732.304,"body":"mindset shift was like?"},{"speaker":"Gemma Sherry","startTime":732.622,"endTime":733.122,"body":"Yeah."},{"speaker":"Gemma Sherry","startTime":733.122,"endTime":736.142,"body":"So I hadn't really thought"},{"speaker":"Gemma Sherry","startTime":733.122,"endTime":736.142,"body":"about it and you helped me"},{"speaker":"Gemma Sherry","startTime":736.142,"endTime":738.732,"body":"realize this is that I realized"},{"speaker":"Gemma Sherry","startTime":736.142,"endTime":738.732,"body":"when I was doing bookings,"},{"speaker":"Gemma Sherry","startTime":738.7620000000001,"endTime":740.072,"body":"I was booking myself first."},{"speaker":"Gemma Sherry","startTime":740.482,"endTime":741.552,"body":"That was probably"},{"speaker":"Gemma Sherry","startTime":740.482,"endTime":741.552,"body":"for two reasons."},{"speaker":"Gemma Sherry","startTime":741.552,"endTime":744.142,"body":"One is that it's easy to book"},{"speaker":"Gemma Sherry","startTime":741.552,"endTime":744.142,"body":"yourself or I felt it was easy"},{"speaker":"Gemma Sherry","startTime":744.142,"endTime":747.082,"body":"to book me because on the face"},{"speaker":"Gemma Sherry","startTime":744.142,"endTime":747.082,"body":"of the company, people know you."},{"speaker":"Gemma Sherry","startTime":747.082,"endTime":749.552,"body":"So they had that level of"},{"speaker":"Gemma Sherry","startTime":747.082,"endTime":749.552,"body":"trust, you know, straight away."},{"speaker":"Gemma Sherry","startTime":749.892,"endTime":752.632,"body":"Um, but you helped me explain"},{"speaker":"Gemma Sherry","startTime":749.892,"endTime":752.632,"body":"that that's probably not the"},{"speaker":"Gemma Sherry","startTime":752.642,"endTime":756.162,"body":"best strategy because then,"},{"speaker":"Gemma Sherry","startTime":752.642,"endTime":756.162,"body":"you know, You don't have"},{"speaker":"Gemma Sherry","startTime":756.162,"endTime":758.452,"body":"the space in your calendar"},{"speaker":"Gemma Sherry","startTime":756.162,"endTime":758.452,"body":"and it's just easy to book."},{"speaker":"Gemma Sherry","startTime":758.452,"endTime":762.162,"body":"So yeah, I just had a strategy"},{"speaker":"Gemma Sherry","startTime":758.452,"endTime":762.162,"body":"and had the goal to book"},{"speaker":"Gemma Sherry","startTime":762.172,"endTime":765.322,"body":"everyone else first and then"},{"speaker":"Gemma Sherry","startTime":762.172,"endTime":765.322,"body":"book myself last if I have"},{"speaker":"Gemma Sherry","startTime":765.322,"endTime":766.402,"body":"the time in my schedule."},{"speaker":"Gemma Sherry","startTime":766.702,"endTime":767.542,"body":"And it was great."},{"speaker":"Gemma Sherry","startTime":767.572,"endTime":769.522,"body":"I was like, it was easy"},{"speaker":"Gemma Sherry","startTime":767.572,"endTime":769.522,"body":"that I realized it was just"},{"speaker":"Gemma Sherry","startTime":769.522,"endTime":772.402,"body":"really a change in mindset"},{"speaker":"Gemma Sherry","startTime":769.522,"endTime":772.402,"body":"that I hadn't had yet."},{"speaker":"Brandee Gaar","startTime":772.952,"endTime":773.322,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":773.362,"endTime":775.192,"body":"Can we, can we dig"},{"speaker":"Brandee Gaar","startTime":773.362,"endTime":775.192,"body":"into that for a second?"},{"speaker":"Brandee Gaar","startTime":775.192,"endTime":775.632,"body":"Cause that,"},{"speaker":"Gemma Sherry","startTime":775.682,"endTime":776.522,"body":"Yeah, definitely."},{"speaker":"Brandee Gaar","startTime":776.832,"endTime":778.702,"body":"so many"},{"speaker":"Brandee Gaar","startTime":776.832,"endTime":778.702,"body":"people that are listening."},{"speaker":"Brandee Gaar","startTime":778.712,"endTime":782.782,"body":"So if you're listening to this,"},{"speaker":"Brandee Gaar","startTime":778.712,"endTime":782.782,"body":"if you're CEO, business owner,"},{"speaker":"Brandee Gaar","startTime":782.782,"endTime":785.402,"body":"listening to this and you're"},{"speaker":"Brandee Gaar","startTime":782.782,"endTime":785.402,"body":"like, this is my challenge."},{"speaker":"Brandee Gaar","startTime":785.402,"endTime":787.662,"body":"Like I, when I'm selling,"},{"speaker":"Brandee Gaar","startTime":785.402,"endTime":787.662,"body":"I feel like it's just"},{"speaker":"Brandee Gaar","startTime":787.672,"endTime":788.652,"body":"easier to sell myself."},{"speaker":"Brandee Gaar","startTime":788.652,"endTime":791.885,"body":"So then I end up with so many"},{"speaker":"Brandee Gaar","startTime":788.652,"endTime":791.885,"body":"bookings and I'm overwhelmed."},{"speaker":"Brandee Gaar","startTime":791.885,"endTime":792.202,"body":"Right."},{"speaker":"Brandee Gaar","startTime":792.202,"endTime":796.0120000000001,"body":"I know that's something you and"},{"speaker":"Brandee Gaar","startTime":792.202,"endTime":796.0120000000001,"body":"I worked through a lot, Gemma."},{"speaker":"Brandee Gaar","startTime":796.422,"endTime":799.462,"body":"Tell me what your mindset was"},{"speaker":"Brandee Gaar","startTime":796.422,"endTime":799.462,"body":"before you started doing that."},{"speaker":"Brandee Gaar","startTime":799.462,"endTime":801.292,"body":"Like, what do you feel like"},{"speaker":"Brandee Gaar","startTime":799.462,"endTime":801.292,"body":"was the biggest hurdle as"},{"speaker":"Brandee Gaar","startTime":801.292,"endTime":804.0120000000001,"body":"to why you thought it was"},{"speaker":"Brandee Gaar","startTime":801.292,"endTime":804.0120000000001,"body":"easier to book yourself?"},{"speaker":"Gemma Sherry","startTime":804.169,"endTime":805.599,"body":"Well, it was, yeah."},{"speaker":"Gemma Sherry","startTime":805.699,"endTime":809.469,"body":"One being that I'd focused"},{"speaker":"Gemma Sherry","startTime":805.699,"endTime":809.469,"body":"the company around me because"},{"speaker":"Gemma Sherry","startTime":809.469,"endTime":811.629,"body":"that's what initially it was"},{"speaker":"Gemma Sherry","startTime":809.469,"endTime":811.629,"body":"going to be just my company."},{"speaker":"Gemma Sherry","startTime":811.639,"endTime":815.009,"body":"It was me DJing and I hadn't"},{"speaker":"Gemma Sherry","startTime":811.639,"endTime":815.009,"body":"really been talking about"},{"speaker":"Gemma Sherry","startTime":815.009,"endTime":816.499,"body":"the we, about the team."},{"speaker":"Gemma Sherry","startTime":816.499,"endTime":818.529,"body":"I hadn't really built"},{"speaker":"Gemma Sherry","startTime":816.499,"endTime":818.529,"body":"that around the brand."},{"speaker":"Gemma Sherry","startTime":818.839,"endTime":820.829,"body":"And so that's why it was making"},{"speaker":"Gemma Sherry","startTime":818.839,"endTime":820.829,"body":"it hard for me on the phone"},{"speaker":"Gemma Sherry","startTime":820.829,"endTime":823.689,"body":"calls because everyone just"},{"speaker":"Gemma Sherry","startTime":820.829,"endTime":823.689,"body":"expected it was a Gemma Sherry"},{"speaker":"Gemma Sherry","startTime":823.689,"endTime":826.409,"body":"show and it's not a Gemma Sherry"},{"speaker":"Gemma Sherry","startTime":823.689,"endTime":826.409,"body":"show, it's a loved up show,"},{"speaker":"Gemma Sherry","startTime":826.919,"endTime":830.994,"body":"um, which is a very different,"},{"speaker":"Gemma Sherry","startTime":826.919,"endTime":830.994,"body":"like, Mindset and strategy when"},{"speaker":"Gemma Sherry","startTime":830.994,"endTime":833.324,"body":"you're, you know, you're selling"},{"speaker":"Gemma Sherry","startTime":830.994,"endTime":833.324,"body":"your business to clients."},{"speaker":"Gemma Sherry","startTime":833.624,"endTime":836.904,"body":"So I had to really, think"},{"speaker":"Gemma Sherry","startTime":833.624,"endTime":836.904,"body":"about, do I trust my DJs?"},{"speaker":"Gemma Sherry","startTime":836.924,"endTime":837.624,"body":"Yes, I do."},{"speaker":"Gemma Sherry","startTime":837.914,"endTime":839.154,"body":"Do they provide a"},{"speaker":"Gemma Sherry","startTime":837.914,"endTime":839.154,"body":"great level of service?"},{"speaker":"Gemma Sherry","startTime":839.154,"endTime":839.824,"body":"Yes, they do."},{"speaker":"Gemma Sherry","startTime":839.8340000000001,"endTime":841.884,"body":"Well then why aren't I"},{"speaker":"Gemma Sherry","startTime":839.8340000000001,"endTime":841.884,"body":"selling them to the same"},{"speaker":"Gemma Sherry","startTime":841.884,"endTime":843.194,"body":"level that I am myself?"},{"speaker":"Gemma Sherry","startTime":843.484,"endTime":845.194,"body":"And I had to just"},{"speaker":"Gemma Sherry","startTime":843.484,"endTime":845.194,"body":"really like change that"},{"speaker":"Gemma Sherry","startTime":845.194,"endTime":847.0840000000001,"body":"mindset moving forward."},{"speaker":"Brandee Gaar","startTime":847.829,"endTime":848.669,"body":"Oh,"},{"speaker":"Brandee Gaar","startTime":847.829,"endTime":848.669,"body":"that's so good."},{"speaker":"Brandee Gaar","startTime":848.669,"endTime":851.139,"body":"I love that you just"},{"speaker":"Brandee Gaar","startTime":848.669,"endTime":851.139,"body":"asked those two questions."},{"speaker":"Brandee Gaar","startTime":851.139,"endTime":852.509,"body":"Do I trust my DJs?"},{"speaker":"Brandee Gaar","startTime":852.569,"endTime":855.079,"body":"Do they provide the level"},{"speaker":"Brandee Gaar","startTime":852.569,"endTime":855.079,"body":"of service that I expect"},{"speaker":"Brandee Gaar","startTime":855.079,"endTime":856.249,"body":"them to, that I'm selling?"},{"speaker":"Brandee Gaar","startTime":856.259,"endTime":858.349,"body":"And yes, to both"},{"speaker":"Brandee Gaar","startTime":856.259,"endTime":858.349,"body":"of those answers."},{"speaker":"Brandee Gaar","startTime":858.964,"endTime":860.774,"body":"And I think it's so"},{"speaker":"Brandee Gaar","startTime":858.964,"endTime":860.774,"body":"interesting because a lot"},{"speaker":"Brandee Gaar","startTime":860.774,"endTime":861.574,"body":"of us go through this."},{"speaker":"Brandee Gaar","startTime":861.664,"endTime":863.364,"body":"I mean, I remember going"},{"speaker":"Brandee Gaar","startTime":861.664,"endTime":863.364,"body":"through it as well, where it"},{"speaker":"Brandee Gaar","startTime":863.384,"endTime":867.234,"body":"was like, well, they say they"},{"speaker":"Brandee Gaar","startTime":863.384,"endTime":867.234,"body":"want me, but the reason that"},{"speaker":"Brandee Gaar","startTime":867.234,"endTime":870.554,"body":"the clients are saying they want"},{"speaker":"Brandee Gaar","startTime":867.234,"endTime":870.554,"body":"you is typically because you're"},{"speaker":"Brandee Gaar","startTime":870.554,"endTime":872.294,"body":"leading them that direction."},{"speaker":"Brandee Gaar","startTime":872.364,"endTime":872.814,"body":"Right?"},{"speaker":"Gemma Sherry","startTime":873.114,"endTime":874.344,"body":"Oh, 100%."},{"speaker":"Brandee Gaar","startTime":874.794,"endTime":877.264,"body":"Yes, it's self"},{"speaker":"Brandee Gaar","startTime":874.794,"endTime":877.264,"body":"sabotage a hundred percent."},{"speaker":"Brandee Gaar","startTime":877.264,"endTime":880.304,"body":"what were some of the shifts"},{"speaker":"Brandee Gaar","startTime":877.264,"endTime":880.304,"body":"that you had to make maybe"},{"speaker":"Brandee Gaar","startTime":880.304,"endTime":882.804,"body":"either in your mindset or"},{"speaker":"Brandee Gaar","startTime":880.304,"endTime":882.804,"body":"just even in your sales"},{"speaker":"Brandee Gaar","startTime":882.804,"endTime":886.364,"body":"conversation that helped"},{"speaker":"Brandee Gaar","startTime":882.804,"endTime":886.364,"body":"you to, um, be able to sell"},{"speaker":"Brandee Gaar","startTime":886.364,"endTime":887.924,"body":"your DJs more last month?"},{"speaker":"Gemma Sherry","startTime":888.224,"endTime":889.984,"body":"So I think it's"},{"speaker":"Gemma Sherry","startTime":888.224,"endTime":889.984,"body":"really setting yourself up"},{"speaker":"Gemma Sherry","startTime":889.994,"endTime":891.954,"body":"for success before the calls."},{"speaker":"Gemma Sherry","startTime":892.234,"endTime":895.204,"body":"Um, as you mentioned to me,"},{"speaker":"Gemma Sherry","startTime":892.234,"endTime":895.204,"body":"you know, really using the,"},{"speaker":"Gemma Sherry","startTime":895.214,"endTime":898.744,"body":"the changing your language that"},{"speaker":"Gemma Sherry","startTime":895.214,"endTime":898.744,"body":"you're using in emails and any"},{"speaker":"Gemma Sherry","startTime":898.744,"endTime":901.224,"body":"kind of conversations, talking"},{"speaker":"Gemma Sherry","startTime":898.744,"endTime":901.224,"body":"about the team or talking about"},{"speaker":"Gemma Sherry","startTime":901.224,"endTime":904.699,"body":"we, you know, we're going to"},{"speaker":"Gemma Sherry","startTime":901.224,"endTime":904.699,"body":"do this, not like, I'm going"},{"speaker":"Gemma Sherry","startTime":904.699,"endTime":907.249,"body":"to do this all the time because"},{"speaker":"Gemma Sherry","startTime":904.699,"endTime":907.249,"body":"it really is a team effort."},{"speaker":"Gemma Sherry","startTime":907.589,"endTime":910.289,"body":"Um, so using those"},{"speaker":"Gemma Sherry","startTime":907.589,"endTime":910.289,"body":"language change points"},{"speaker":"Gemma Sherry","startTime":910.289,"endTime":912.184,"body":"really helped a lot."},{"speaker":"Gemma Sherry","startTime":912.489,"endTime":914.419,"body":"Um, and then obviously, yeah."},{"speaker":"Gemma Sherry","startTime":914.419,"endTime":917.019,"body":"And obviously just, you know,"},{"speaker":"Gemma Sherry","startTime":914.419,"endTime":917.019,"body":"making sure that you, if you"},{"speaker":"Gemma Sherry","startTime":917.019,"endTime":918.999,"body":"don't trust your team, then"},{"speaker":"Gemma Sherry","startTime":917.019,"endTime":918.999,"body":"you shouldn't have your team."},{"speaker":"Gemma Sherry","startTime":919.009,"endTime":922.029,"body":"So really making sure you have"},{"speaker":"Gemma Sherry","startTime":919.009,"endTime":922.029,"body":"a deep level of trust for your,"},{"speaker":"Gemma Sherry","startTime":922.109,"endTime":924.039,"body":"your team members, making sure"},{"speaker":"Gemma Sherry","startTime":922.109,"endTime":924.039,"body":"they're trained in the way that"},{"speaker":"Gemma Sherry","startTime":924.039,"endTime":926.759,"body":"you want them to be so that"},{"speaker":"Gemma Sherry","startTime":924.039,"endTime":926.759,"body":"they can execute on your vision."},{"speaker":"Brandee Gaar","startTime":927.064,"endTime":927.394,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":927.524,"endTime":928.114,"body":"I love that."},{"speaker":"Brandee Gaar","startTime":928.114,"endTime":931.004,"body":"One of the things that we"},{"speaker":"Brandee Gaar","startTime":928.114,"endTime":931.004,"body":"talked about too, Gemma,"},{"speaker":"Brandee Gaar","startTime":931.144,"endTime":933.684,"body":"for your company was you."},{"speaker":"Brandee Gaar","startTime":933.684,"endTime":936.874,"body":"Had two different price"},{"speaker":"Brandee Gaar","startTime":933.684,"endTime":936.874,"body":"points, In terms of the client"},{"speaker":"Brandee Gaar","startTime":936.874,"endTime":939.364,"body":"could choose to book you or"},{"speaker":"Brandee Gaar","startTime":936.874,"endTime":939.364,"body":"they could choose to book"},{"speaker":"Brandee Gaar","startTime":939.364,"endTime":942.224,"body":"your DJs, they would just"},{"speaker":"Brandee Gaar","startTime":939.364,"endTime":942.224,"body":"have to pay more to get you."},{"speaker":"Brandee Gaar","startTime":942.224,"endTime":942.854,"body":"Is that right?"},{"speaker":"Gemma Sherry","startTime":943.154,"endTime":943.714,"body":"That's correct."},{"speaker":"Gemma Sherry","startTime":943.714,"endTime":944.044,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":944.184,"endTime":946.884,"body":"And so is that"},{"speaker":"Brandee Gaar","startTime":944.184,"endTime":946.884,"body":"something that you shifted or is"},{"speaker":"Brandee Gaar","startTime":946.884,"endTime":948.094,"body":"that still how you're selling?"},{"speaker":"Gemma Sherry","startTime":948.317,"endTime":949.8870000000001,"body":"Uh,"},{"speaker":"Gemma Sherry","startTime":948.317,"endTime":949.8870000000001,"body":"that's still the same."},{"speaker":"Gemma Sherry","startTime":950.367,"endTime":952.3870000000001,"body":"Mainly because, I mean,"},{"speaker":"Gemma Sherry","startTime":950.367,"endTime":952.3870000000001,"body":"I'm pretty well booked up"},{"speaker":"Gemma Sherry","startTime":952.3870000000001,"endTime":954.807,"body":"now for the next year cause"},{"speaker":"Gemma Sherry","startTime":952.3870000000001,"endTime":954.807,"body":"I've just said, that's it."},{"speaker":"Gemma Sherry","startTime":954.817,"endTime":956.507,"body":"Like I need to just"},{"speaker":"Gemma Sherry","startTime":954.817,"endTime":956.507,"body":"work on the business."},{"speaker":"Gemma Sherry","startTime":956.897,"endTime":960.687,"body":"Um, but yeah, I mean, it"},{"speaker":"Gemma Sherry","startTime":956.897,"endTime":960.687,"body":"has to be for me that has"},{"speaker":"Gemma Sherry","startTime":960.687,"endTime":963.407,"body":"to be that way because I"},{"speaker":"Gemma Sherry","startTime":960.687,"endTime":963.407,"body":"can't do a hundred, you know,"},{"speaker":"Gemma Sherry","startTime":963.427,"endTime":966.667,"body":"five, 500 weddings a year"},{"speaker":"Gemma Sherry","startTime":963.427,"endTime":966.667,"body":"running a business is a whole"},{"speaker":"Gemma Sherry","startTime":966.697,"endTime":967.807,"body":"other thing you have to do."},{"speaker":"Gemma Sherry","startTime":968.367,"endTime":971.117,"body":"And so it's not necessarily"},{"speaker":"Gemma Sherry","startTime":968.367,"endTime":971.117,"body":"that I am better or"},{"speaker":"Gemma Sherry","startTime":971.117,"endTime":972.607,"body":"that I'm providing a"},{"speaker":"Gemma Sherry","startTime":971.117,"endTime":972.607,"body":"high level of service."},{"speaker":"Gemma Sherry","startTime":972.607,"endTime":974.852,"body":"It's just that like, I can't"},{"speaker":"Gemma Sherry","startTime":972.607,"endTime":974.852,"body":"do a certain number of a year."},{"speaker":"Gemma Sherry","startTime":975.017,"endTime":977.217,"body":"So that is why it's a"},{"speaker":"Gemma Sherry","startTime":975.017,"endTime":977.217,"body":"high price point for me."},{"speaker":"Gemma Sherry","startTime":977.497,"endTime":978.877,"body":"That's worked for my company."},{"speaker":"Gemma Sherry","startTime":978.907,"endTime":980.917,"body":"I'm not saying that would"},{"speaker":"Gemma Sherry","startTime":978.907,"endTime":980.917,"body":"work for everybody else's."},{"speaker":"Gemma Sherry","startTime":981.267,"endTime":983.227,"body":"Um, but I would, my"},{"speaker":"Gemma Sherry","startTime":981.267,"endTime":983.227,"body":"recommendations to"},{"speaker":"Gemma Sherry","startTime":983.227,"endTime":984.817,"body":"other businesses would"},{"speaker":"Gemma Sherry","startTime":983.227,"endTime":984.817,"body":"be like, give it a go."},{"speaker":"Gemma Sherry","startTime":984.817,"endTime":986.457,"body":"If that's kind of, and"},{"speaker":"Gemma Sherry","startTime":984.817,"endTime":986.457,"body":"see if that works for you."},{"speaker":"Gemma Sherry","startTime":986.457,"endTime":987.767,"body":"If it doesn't, then."},{"speaker":"Gemma Sherry","startTime":988.187,"endTime":989.037,"body":"You know, try something else."},{"speaker":"Gemma Sherry","startTime":989.527,"endTime":991.607,"body":"There's no kind of rules"},{"speaker":"Gemma Sherry","startTime":989.527,"endTime":991.607,"body":"to running a business."},{"speaker":"Gemma Sherry","startTime":991.667,"endTime":992.967,"body":"I mean, you've got to"},{"speaker":"Gemma Sherry","startTime":991.667,"endTime":992.967,"body":"just trial and error and"},{"speaker":"Gemma Sherry","startTime":992.967,"endTime":994.024,"body":"see what works for yours."},{"speaker":"Brandee Gaar","startTime":994.164,"endTime":994.494,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":994.764,"endTime":995.404,"body":"It's so true."},{"speaker":"Brandee Gaar","startTime":995.404,"endTime":998.374,"body":"And I think that's one of"},{"speaker":"Brandee Gaar","startTime":995.404,"endTime":998.374,"body":"the reasons I love having"},{"speaker":"Brandee Gaar","startTime":998.384,"endTime":1000.504,"body":"the coaching component as"},{"speaker":"Brandee Gaar","startTime":998.384,"endTime":1000.504,"body":"part of all of our programs."},{"speaker":"Brandee Gaar","startTime":1000.504,"endTime":1003.964,"body":"Like there isn't one way"},{"speaker":"Brandee Gaar","startTime":1000.504,"endTime":1003.964,"body":"to do anything, right?"},{"speaker":"Brandee Gaar","startTime":1003.974,"endTime":1005.424,"body":"Especially in business."},{"speaker":"Brandee Gaar","startTime":1005.794,"endTime":1006.814,"body":"And so."},{"speaker":"Brandee Gaar","startTime":1006.814,"endTime":1006.914,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":1007.344,"endTime":1011.794,"body":"You know, I love having"},{"speaker":"Brandee Gaar","startTime":1007.344,"endTime":1011.794,"body":"the course option in our"},{"speaker":"Brandee Gaar","startTime":1011.794,"endTime":1014.934,"body":"programs where you can come"},{"speaker":"Brandee Gaar","startTime":1011.794,"endTime":1014.934,"body":"in, watch videos, you know,"},{"speaker":"Brandee Gaar","startTime":1014.944,"endTime":1017.624,"body":"hear what you need to get"},{"speaker":"Brandee Gaar","startTime":1014.944,"endTime":1017.624,"body":"from it, take a nugget or"},{"speaker":"Brandee Gaar","startTime":1017.624,"endTime":1019.044,"body":"two and go implement it."},{"speaker":"Brandee Gaar","startTime":1019.574,"endTime":1022.194,"body":"But also I love that we"},{"speaker":"Brandee Gaar","startTime":1019.574,"endTime":1022.194,"body":"have the coaching element"},{"speaker":"Brandee Gaar","startTime":1022.194,"endTime":1024.454,"body":"and that's why we have it"},{"speaker":"Brandee Gaar","startTime":1022.194,"endTime":1024.454,"body":"because you might watch a"},{"speaker":"Brandee Gaar","startTime":1024.454,"endTime":1027.174,"body":"video and hear, okay, this"},{"speaker":"Brandee Gaar","startTime":1024.454,"endTime":1027.174,"body":"is what you need to do next."},{"speaker":"Brandee Gaar","startTime":1027.174,"endTime":1029.219,"body":"And then you're like,"},{"speaker":"Brandee Gaar","startTime":1027.174,"endTime":1029.219,"body":"I don't know if that's."},{"speaker":"Brandee Gaar","startTime":1029.654,"endTime":1031.8139999999999,"body":"going to work for my business"},{"speaker":"Brandee Gaar","startTime":1029.654,"endTime":1031.8139999999999,"body":"or how would it work for"},{"speaker":"Brandee Gaar","startTime":1031.8139999999999,"endTime":1035.674,"body":"my business and being able"},{"speaker":"Brandee Gaar","startTime":1031.8139999999999,"endTime":1035.674,"body":"to really structure each"},{"speaker":"Brandee Gaar","startTime":1035.704,"endTime":1041.0639999999999,"body":"company's, you know, take on the"},{"speaker":"Brandee Gaar","startTime":1035.704,"endTime":1041.0639999999999,"body":"strategies is so, so helpful."},{"speaker":"Brandee Gaar","startTime":1041.404,"endTime":1043.5639999999999,"body":"Um, and that's why we"},{"speaker":"Brandee Gaar","startTime":1041.404,"endTime":1043.5639999999999,"body":"have that coaching element"},{"speaker":"Brandee Gaar","startTime":1043.5639999999999,"endTime":1044.424,"body":"is part of our programs."},{"speaker":"Brandee Gaar","startTime":1044.424,"endTime":1044.9009999999998,"body":"I think that it's."},{"speaker":"Brandee Gaar","startTime":1045.274,"endTime":1047.284,"body":"It's beyond necessary, right?"},{"speaker":"Brandee Gaar","startTime":1047.7440000000001,"endTime":1050.2440000000001,"body":"So tell us a little"},{"speaker":"Brandee Gaar","startTime":1047.7440000000001,"endTime":1050.2440000000001,"body":"bit about your growth."},{"speaker":"Brandee Gaar","startTime":1050.2440000000001,"endTime":1054.074,"body":"I, I'm dying for everybody"},{"speaker":"Brandee Gaar","startTime":1050.2440000000001,"endTime":1054.074,"body":"to hear about how you've"},{"speaker":"Brandee Gaar","startTime":1103.064,"endTime":1104.354,"body":"expanded so quickly."},{"speaker":"Brandee Gaar","startTime":1104.404,"endTime":1105.8010000000002,"body":"you only started two years ago."},{"speaker":"Brandee Gaar","startTime":1105.8210000000001,"endTime":1108.3410000000001,"body":"Can you kind of share"},{"speaker":"Brandee Gaar","startTime":1105.8210000000001,"endTime":1108.3410000000001,"body":"where you are now?"},{"speaker":"Gemma Sherry","startTime":1108.8039999999999,"endTime":1109.2140000000002,"body":"Sure."},{"speaker":"Gemma Sherry","startTime":1109.224,"endTime":1113.294,"body":"So I, when we started, it was"},{"speaker":"Gemma Sherry","startTime":1109.224,"endTime":1113.294,"body":"basically just myself DJing."},{"speaker":"Gemma Sherry","startTime":1113.314,"endTime":1117.614,"body":"So I think I was doing like"},{"speaker":"Gemma Sherry","startTime":1113.314,"endTime":1117.614,"body":"maybe 40 weddings the first year"},{"speaker":"Gemma Sherry","startTime":1117.614,"endTime":1118.5339999999999,"body":"or so, but it was a bit more."},{"speaker":"Gemma Sherry","startTime":1118.564,"endTime":1120.264,"body":"Cause I think I booked"},{"speaker":"Gemma Sherry","startTime":1118.564,"endTime":1120.264,"body":"my husband a bit as well."},{"speaker":"Gemma Sherry","startTime":1120.644,"endTime":1124.094,"body":"Um, and then we've grown"},{"speaker":"Gemma Sherry","startTime":1120.644,"endTime":1124.094,"body":"to 200 weddings a year,"},{"speaker":"Gemma Sherry","startTime":1124.124,"endTime":1125.364,"body":"which was the previous year."},{"speaker":"Gemma Sherry","startTime":1125.404,"endTime":1127.084,"body":"So the second year, and"},{"speaker":"Gemma Sherry","startTime":1125.404,"endTime":1127.084,"body":"then I think we have."},{"speaker":"Gemma Sherry","startTime":1127.454,"endTime":1129.444,"body":"Like over like mid"},{"speaker":"Gemma Sherry","startTime":1127.454,"endTime":1129.444,"body":"three hundreds for the"},{"speaker":"Gemma Sherry","startTime":1129.444,"endTime":1130.334,"body":"following year booked."},{"speaker":"Gemma Sherry","startTime":1130.344,"endTime":1134.7740000000001,"body":"So we're growing at a rapid"},{"speaker":"Gemma Sherry","startTime":1130.344,"endTime":1134.7740000000001,"body":"rate, which is scary and"},{"speaker":"Gemma Sherry","startTime":1134.7740000000001,"endTime":1135.614,"body":"exciting at the same time."},{"speaker":"Brandee Gaar","startTime":1137.5040000000001,"endTime":1138.884,"body":"It's"},{"speaker":"Brandee Gaar","startTime":1137.5040000000001,"endTime":1138.884,"body":"scary and exciting."},{"speaker":"Brandee Gaar","startTime":1138.894,"endTime":1139.354,"body":"That's right."},{"speaker":"Brandee Gaar","startTime":1139.354,"endTime":1142.644,"body":"Because you know, it's you,"},{"speaker":"Brandee Gaar","startTime":1139.354,"endTime":1142.644,"body":"it's always the chicken"},{"speaker":"Brandee Gaar","startTime":1142.644,"endTime":1144.0040000000001,"body":"or the egg theory, right?"},{"speaker":"Brandee Gaar","startTime":1144.0040000000001,"endTime":1147.684,"body":"It's like, okay, well, do you"},{"speaker":"Brandee Gaar","startTime":1144.0040000000001,"endTime":1147.684,"body":"Take the bookings first and then"},{"speaker":"Brandee Gaar","startTime":1147.724,"endTime":1151.434,"body":"backfill, or do you backfill"},{"speaker":"Brandee Gaar","startTime":1147.724,"endTime":1151.434,"body":"and then take the bookings?"},{"speaker":"Brandee Gaar","startTime":1151.824,"endTime":1154.104,"body":"But in reality, I think one"},{"speaker":"Brandee Gaar","startTime":1151.824,"endTime":1154.104,"body":"of the challenges that we"},{"speaker":"Brandee Gaar","startTime":1154.104,"endTime":1157.934,"body":"have in the wedding industry,"},{"speaker":"Brandee Gaar","startTime":1154.104,"endTime":1157.934,"body":"a pro and a con, is that"},{"speaker":"Brandee Gaar","startTime":1158.0339999999999,"endTime":1159.444,"body":"our events book so far out."},{"speaker":"Brandee Gaar","startTime":1160.074,"endTime":1164.5240000000001,"body":"So the pro for that is we can"},{"speaker":"Brandee Gaar","startTime":1160.074,"endTime":1164.5240000000001,"body":"kind of forecast what next"},{"speaker":"Brandee Gaar","startTime":1164.5240000000001,"endTime":1167.2140000000002,"body":"year is going to look like,"},{"speaker":"Brandee Gaar","startTime":1164.5240000000001,"endTime":1167.2140000000002,"body":"you know, pretty far out."},{"speaker":"Brandee Gaar","startTime":1167.2140000000002,"endTime":1169.244,"body":"We can get a good idea of"},{"speaker":"Brandee Gaar","startTime":1167.2140000000002,"endTime":1169.244,"body":"what it's going to look like."},{"speaker":"Brandee Gaar","startTime":1169.664,"endTime":1173.744,"body":"The con is that it's like,"},{"speaker":"Brandee Gaar","startTime":1169.664,"endTime":1173.744,"body":"okay, but I, I don't have"},{"speaker":"Brandee Gaar","startTime":1173.744,"endTime":1176.9440000000002,"body":"bookings today for a new"},{"speaker":"Brandee Gaar","startTime":1173.744,"endTime":1176.9440000000002,"body":"person unless I start booking"},{"speaker":"Brandee Gaar","startTime":1176.9440000000002,"endTime":1179.6540000000002,"body":"them, you know, like I have"},{"speaker":"Brandee Gaar","startTime":1176.9440000000002,"endTime":1179.6540000000002,"body":"to start booking them now so"},{"speaker":"Brandee Gaar","startTime":1179.6540000000002,"endTime":1182.4240000000002,"body":"that I can hire somebody to"},{"speaker":"Brandee Gaar","startTime":1179.6540000000002,"endTime":1182.4240000000002,"body":"fill those, that position."},{"speaker":"Brandee Gaar","startTime":1182.814,"endTime":1185.0939999999998,"body":"And I think that's always"},{"speaker":"Brandee Gaar","startTime":1182.814,"endTime":1185.0939999999998,"body":"a really big struggle"},{"speaker":"Brandee Gaar","startTime":1185.104,"endTime":1186.724,"body":"in that scaling, right?"},{"speaker":"Gemma Sherry","startTime":1187.954,"endTime":1188.3839999999998,"body":"Yeah."},{"speaker":"Gemma Sherry","startTime":1188.394,"endTime":1191.6540000000002,"body":"But I think something I learned"},{"speaker":"Gemma Sherry","startTime":1188.394,"endTime":1191.6540000000002,"body":"from you as well in our coaching"},{"speaker":"Gemma Sherry","startTime":1191.664,"endTime":1193.4440000000002,"body":"and watching the calls is that."},{"speaker":"Gemma Sherry","startTime":1193.794,"endTime":1196.7839999999999,"body":"Um, you're better to book"},{"speaker":"Gemma Sherry","startTime":1193.794,"endTime":1196.7839999999999,"body":"things in advance, which you"},{"speaker":"Gemma Sherry","startTime":1196.794,"endTime":1199.1940000000002,"body":"can, especially with weddings"},{"speaker":"Gemma Sherry","startTime":1196.794,"endTime":1199.1940000000002,"body":"and then figure it out later."},{"speaker":"Gemma Sherry","startTime":1199.4640000000002,"endTime":1200.9640000000002,"body":"And that doesn't mean"},{"speaker":"Gemma Sherry","startTime":1199.4640000000002,"endTime":1200.9640000000002,"body":"you're going to book, you"},{"speaker":"Gemma Sherry","startTime":1200.9640000000002,"endTime":1202.9640000000002,"body":"know, 20 weddings on one"},{"speaker":"Gemma Sherry","startTime":1200.9640000000002,"endTime":1202.9640000000002,"body":"day where you don't have"},{"speaker":"Gemma Sherry","startTime":1203.0539999999999,"endTime":1204.334,"body":"DJs, you only have three."},{"speaker":"Gemma Sherry","startTime":1204.334,"endTime":1205.704,"body":"I mean, I'm not,"},{"speaker":"Gemma Sherry","startTime":1204.334,"endTime":1205.704,"body":"we're not that crazy."},{"speaker":"Gemma Sherry","startTime":1205.894,"endTime":1208.4040000000002,"body":"I'm not recommending that to"},{"speaker":"Gemma Sherry","startTime":1205.894,"endTime":1208.4040000000002,"body":"anyone at all, but you know,"},{"speaker":"Gemma Sherry","startTime":1208.454,"endTime":1210.7540000000001,"body":"if you are a DJ or a planner,"},{"speaker":"Gemma Sherry","startTime":1208.454,"endTime":1210.7540000000001,"body":"whatever the business is, and"},{"speaker":"Gemma Sherry","startTime":1210.7540000000001,"endTime":1213.7140000000002,"body":"you get extra bookings, but you"},{"speaker":"Gemma Sherry","startTime":1210.7540000000001,"endTime":1213.7140000000002,"body":"know, you have the trainings"},{"speaker":"Gemma Sherry","startTime":1213.7140000000002,"endTime":1216.2839999999999,"body":"in place, you know, you have"},{"speaker":"Gemma Sherry","startTime":1213.7140000000002,"endTime":1216.2839999999999,"body":"the structure in place to"},{"speaker":"Gemma Sherry","startTime":1216.2839999999999,"endTime":1218.4440000000002,"body":"provide the service, you just"},{"speaker":"Gemma Sherry","startTime":1216.2839999999999,"endTime":1218.4440000000002,"body":"need to hire an extra person."},{"speaker":"Gemma Sherry","startTime":1218.6339999999998,"endTime":1220.5539999999999,"body":"If you've got a year,"},{"speaker":"Gemma Sherry","startTime":1218.6339999999998,"endTime":1220.5539999999999,"body":"you definitely can"},{"speaker":"Gemma Sherry","startTime":1220.5539999999999,"endTime":1221.7140000000002,"body":"find someone in a year."},{"speaker":"Gemma Sherry","startTime":1221.744,"endTime":1223.724,"body":"I mean, you showed me that"},{"speaker":"Gemma Sherry","startTime":1221.744,"endTime":1223.724,"body":"you can find someone in"},{"speaker":"Gemma Sherry","startTime":1223.724,"endTime":1224.764,"body":"six months if you need to."},{"speaker":"Gemma Sherry","startTime":1224.764,"endTime":1227.0939999999998,"body":"There's lots of great, very"},{"speaker":"Gemma Sherry","startTime":1224.764,"endTime":1227.0939999999998,"body":"skilled people out there."},{"speaker":"Gemma Sherry","startTime":1227.374,"endTime":1230.794,"body":"So you just take the bookings"},{"speaker":"Gemma Sherry","startTime":1227.374,"endTime":1230.794,"body":"because then it forces you to"},{"speaker":"Gemma Sherry","startTime":1230.8039999999999,"endTime":1233.414,"body":"grow the company and to like"},{"speaker":"Gemma Sherry","startTime":1230.8039999999999,"endTime":1233.414,"body":"strategize rather than being"},{"speaker":"Gemma Sherry","startTime":1233.414,"endTime":1234.4640000000002,"body":"like, Oh, wait, so I'm ready."},{"speaker":"Gemma Sherry","startTime":1234.4840000000002,"endTime":1235.394,"body":"And then it never happens."},{"speaker":"Gemma Sherry","startTime":1235.561,"endTime":1237.736,"body":"Yeah,"},{"speaker":"Brandee Gaar","startTime":1238.0359999999998,"endTime":1240.441,"body":"or you say,"},{"speaker":"Brandee Gaar","startTime":1238.0359999999998,"endTime":1240.441,"body":"okay, well, I've got to train"},{"speaker":"Brandee Gaar","startTime":1240.441,"endTime":1242.731,"body":"this person for a year before"},{"speaker":"Brandee Gaar","startTime":1240.441,"endTime":1242.731,"body":"I book their first event."},{"speaker":"Brandee Gaar","startTime":1242.7410000000002,"endTime":1244.4509999999998,"body":"Well, their first event"},{"speaker":"Brandee Gaar","startTime":1242.7410000000002,"endTime":1244.4509999999998,"body":"isn't going to happen"},{"speaker":"Brandee Gaar","startTime":1244.461,"endTime":1245.291,"body":"for months and months."},{"speaker":"Brandee Gaar","startTime":1245.291,"endTime":1246.8709999999999,"body":"So now you're trying to"},{"speaker":"Brandee Gaar","startTime":1245.291,"endTime":1246.8709999999999,"body":"pay somebody, you don't"},{"speaker":"Brandee Gaar","startTime":1246.8709999999999,"endTime":1247.901,"body":"have the events for it."},{"speaker":"Brandee Gaar","startTime":1247.9509999999998,"endTime":1251.2410000000002,"body":"when people hear me say, maybe"},{"speaker":"Brandee Gaar","startTime":1247.9509999999998,"endTime":1251.2410000000002,"body":"just on social media or just,"},{"speaker":"Brandee Gaar","startTime":1251.2410000000002,"endTime":1254.331,"body":"they hear a quick soundbite"},{"speaker":"Brandee Gaar","startTime":1251.2410000000002,"endTime":1254.331,"body":"of me saying, book the events"},{"speaker":"Brandee Gaar","startTime":1254.331,"endTime":1255.5310000000002,"body":"and figure it out later."},{"speaker":"Brandee Gaar","startTime":1255.5510000000002,"endTime":1256.961,"body":"That sounds so careless, right?"},{"speaker":"Brandee Gaar","startTime":1256.961,"endTime":1259.2210000000002,"body":"It's like, what girl,"},{"speaker":"Brandee Gaar","startTime":1256.961,"endTime":1259.2210000000002,"body":"what are you saying?"},{"speaker":"Brandee Gaar","startTime":1260.021,"endTime":1263.711,"body":"I, I think it's, it's been"},{"speaker":"Brandee Gaar","startTime":1260.021,"endTime":1263.711,"body":"fun to work with you, Gemma."},{"speaker":"Brandee Gaar","startTime":1263.711,"endTime":1266.2610000000002,"body":"Cause I think that was a little"},{"speaker":"Brandee Gaar","startTime":1263.711,"endTime":1266.2610000000002,"body":"bit of your fear when I first"},{"speaker":"Brandee Gaar","startTime":1266.2610000000002,"endTime":1267.211,"body":"was saying that to you, right?"},{"speaker":"Brandee Gaar","startTime":1267.2410000000002,"endTime":1269.5710000000001,"body":"I'm like, girl, take the"},{"speaker":"Brandee Gaar","startTime":1267.2410000000002,"endTime":1269.5710000000001,"body":"bookings, take the bookings."},{"speaker":"Brandee Gaar","startTime":1270.001,"endTime":1272.961,"body":"Um, but now you've"},{"speaker":"Brandee Gaar","startTime":1270.001,"endTime":1272.961,"body":"got this fear."},{"speaker":"Brandee Gaar","startTime":1273.131,"endTime":1274.191,"body":"Thriving business."},{"speaker":"Brandee Gaar","startTime":1274.2210000000002,"endTime":1276.9309999999998,"body":"And we're able to say, okay,"},{"speaker":"Brandee Gaar","startTime":1274.2210000000002,"endTime":1276.9309999999998,"body":"we've got the financial"},{"speaker":"Brandee Gaar","startTime":1276.9309999999998,"endTime":1278.271,"body":"resources now to hire."},{"speaker":"Brandee Gaar","startTime":1278.291,"endTime":1281.7410000000002,"body":"We've got the financial resource"},{"speaker":"Brandee Gaar","startTime":1278.291,"endTime":1281.7410000000002,"body":"resources to outsource some"},{"speaker":"Brandee Gaar","startTime":1281.7410000000002,"endTime":1284.0510000000002,"body":"of the things that you've been"},{"speaker":"Brandee Gaar","startTime":1281.7410000000002,"endTime":1284.0510000000002,"body":"spinning your wheels, doing"},{"speaker":"Brandee Gaar","startTime":1284.0510000000002,"endTime":1286.7410000000002,"body":"like social media, bookkeeping,"},{"speaker":"Brandee Gaar","startTime":1284.0510000000002,"endTime":1286.7410000000002,"body":"things that we can get off"},{"speaker":"Brandee Gaar","startTime":1286.7410000000002,"endTime":1289.251,"body":"of your plate so that you can"},{"speaker":"Brandee Gaar","startTime":1286.7410000000002,"endTime":1289.251,"body":"really step into the needle"},{"speaker":"Brandee Gaar","startTime":1289.251,"endTime":1290.441,"body":"movers in your business."},{"speaker":"Brandee Gaar","startTime":1290.441,"endTime":1290.751,"body":"Right?"},{"speaker":"Gemma Sherry","startTime":1291.0510000000002,"endTime":1291.6009999999999,"body":"that's really right."},{"speaker":"Gemma Sherry","startTime":1291.6009999999999,"endTime":1293.2610000000002,"body":"And that's the thing is"},{"speaker":"Gemma Sherry","startTime":1291.6009999999999,"endTime":1293.2610000000002,"body":"as a business owner, you"},{"speaker":"Gemma Sherry","startTime":1293.2610000000002,"endTime":1295.831,"body":"want to focus on those big"},{"speaker":"Gemma Sherry","startTime":1293.2610000000002,"endTime":1295.831,"body":"needle movers and not on"},{"speaker":"Gemma Sherry","startTime":1295.831,"endTime":1297.811,"body":"the little nitty gritty of"},{"speaker":"Gemma Sherry","startTime":1295.831,"endTime":1297.811,"body":"the day, because that's not"},{"speaker":"Gemma Sherry","startTime":1297.8210000000001,"endTime":1299.361,"body":"the best use of your time."},{"speaker":"Gemma Sherry","startTime":1300.041,"endTime":1302.1009999999999,"body":"So you've got to hire"},{"speaker":"Gemma Sherry","startTime":1300.041,"endTime":1302.1009999999999,"body":"that good team around you."},{"speaker":"Brandee Gaar","startTime":1302.5759999999998,"endTime":1302.956,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":1303.1960000000001,"endTime":1306.7210000000002,"body":"I think Gemma, I actually think"},{"speaker":"Brandee Gaar","startTime":1303.1960000000001,"endTime":1306.7210000000002,"body":"you do a really good job of"},{"speaker":"Brandee Gaar","startTime":1306.751,"endTime":1308.171,"body":"focusing on the needle movers."},{"speaker":"Brandee Gaar","startTime":1308.171,"endTime":1310.7810000000002,"body":"Like I've, I've always found"},{"speaker":"Brandee Gaar","startTime":1308.171,"endTime":1310.7810000000002,"body":"that to be a really interesting,"},{"speaker":"Brandee Gaar","startTime":1311.1209999999999,"endTime":1314.7009999999998,"body":"um, trait of yours as you're"},{"speaker":"Brandee Gaar","startTime":1311.1209999999999,"endTime":1314.7009999999998,"body":"like laser focus on what"},{"speaker":"Brandee Gaar","startTime":1314.731,"endTime":1317.8509999999999,"body":"actually moves the needle and"},{"speaker":"Brandee Gaar","startTime":1314.731,"endTime":1317.8509999999999,"body":"your business still somehow"},{"speaker":"Brandee Gaar","startTime":1317.8909999999998,"endTime":1320.4109999999998,"body":"able to juggle all the other"},{"speaker":"Brandee Gaar","startTime":1317.8909999999998,"endTime":1320.4109999999998,"body":"things too, which we're getting"},{"speaker":"Brandee Gaar","startTime":1320.4109999999998,"endTime":1322.1009999999999,"body":"off your plate, obviously, but."},{"speaker":"Brandee Gaar","startTime":1322.6960000000001,"endTime":1325.7160000000001,"body":"Because you've grown so fast,"},{"speaker":"Brandee Gaar","startTime":1322.6960000000001,"endTime":1325.7160000000001,"body":"could you kind of share, what"},{"speaker":"Brandee Gaar","startTime":1325.7160000000001,"endTime":1328.876,"body":"are some of the things that you"},{"speaker":"Brandee Gaar","startTime":1325.7160000000001,"endTime":1328.876,"body":"feel like are big needle movers?"},{"speaker":"Brandee Gaar","startTime":1328.876,"endTime":1330.9260000000002,"body":"Like what are some of the"},{"speaker":"Brandee Gaar","startTime":1328.876,"endTime":1330.9260000000002,"body":"non negotiables that you do"},{"speaker":"Brandee Gaar","startTime":1330.956,"endTime":1333.9460000000001,"body":"every single week in your"},{"speaker":"Brandee Gaar","startTime":1330.956,"endTime":1333.9460000000001,"body":"business to maybe lend to"},{"speaker":"Brandee Gaar","startTime":1333.9460000000001,"endTime":1335.026,"body":"the success that you've had?"},{"speaker":"Gemma Sherry","startTime":1335.3259999999998,"endTime":1336.546,"body":"That's a"},{"speaker":"Gemma Sherry","startTime":1335.3259999999998,"endTime":1336.546,"body":"really great question."},{"speaker":"Gemma Sherry","startTime":1336.5759999999998,"endTime":1339.9460000000001,"body":"Um, and I think it's different"},{"speaker":"Gemma Sherry","startTime":1336.5759999999998,"endTime":1339.9460000000001,"body":"for every business, but I"},{"speaker":"Gemma Sherry","startTime":1339.9460000000001,"endTime":1341.486,"body":"always like to think there's"},{"speaker":"Gemma Sherry","startTime":1339.9460000000001,"endTime":1341.486,"body":"like different buckets"},{"speaker":"Gemma Sherry","startTime":1341.486,"endTime":1343.0960000000002,"body":"for your business and"},{"speaker":"Gemma Sherry","startTime":1341.486,"endTime":1343.0960000000002,"body":"what you need to work on."},{"speaker":"Gemma Sherry","startTime":1343.0960000000002,"endTime":1344.8509999999999,"body":"You need to sort of look"},{"speaker":"Gemma Sherry","startTime":1343.0960000000002,"endTime":1344.8509999999999,"body":"at them every, every day."},{"speaker":"Gemma Sherry","startTime":1344.901,"endTime":1347.581,"body":"Every week, every month,"},{"speaker":"Gemma Sherry","startTime":1344.901,"endTime":1347.581,"body":"um, and, and kind of look"},{"speaker":"Gemma Sherry","startTime":1347.581,"endTime":1349.331,"body":"at the wins and where"},{"speaker":"Gemma Sherry","startTime":1347.581,"endTime":1349.331,"body":"you might be lacking."},{"speaker":"Gemma Sherry","startTime":1349.611,"endTime":1352.7810000000002,"body":"But I, I really think that,"},{"speaker":"Gemma Sherry","startTime":1349.611,"endTime":1352.7810000000002,"body":"um, relationships with vendors"},{"speaker":"Gemma Sherry","startTime":1352.811,"endTime":1354.541,"body":"and venues is super important."},{"speaker":"Gemma Sherry","startTime":1354.881,"endTime":1357.4509999999998,"body":"So I'm always trying to fill"},{"speaker":"Gemma Sherry","startTime":1354.881,"endTime":1357.4509999999998,"body":"that bucket in some way, whether"},{"speaker":"Gemma Sherry","startTime":1357.4509999999998,"endTime":1360.291,"body":"that's, you know, building on"},{"speaker":"Gemma Sherry","startTime":1357.4509999999998,"endTime":1360.291,"body":"an already current relationship"},{"speaker":"Gemma Sherry","startTime":1360.291,"endTime":1363.861,"body":"with a venue or a vendor,"},{"speaker":"Gemma Sherry","startTime":1360.291,"endTime":1363.861,"body":"um, or establishing new ones."},{"speaker":"Gemma Sherry","startTime":1363.861,"endTime":1365.711,"body":"I think you need to be working"},{"speaker":"Gemma Sherry","startTime":1363.861,"endTime":1365.711,"body":"on that all the time as a"},{"speaker":"Gemma Sherry","startTime":1365.711,"endTime":1367.981,"body":"business owner, because you"},{"speaker":"Gemma Sherry","startTime":1365.711,"endTime":1367.981,"body":"can't rely on, even if you're"},{"speaker":"Gemma Sherry","startTime":1367.981,"endTime":1372.081,"body":"on 10 venue lists, like if"},{"speaker":"Gemma Sherry","startTime":1367.981,"endTime":1372.081,"body":"they all collapse or go."},{"speaker":"Gemma Sherry","startTime":1372.311,"endTime":1374.4460000000001,"body":"bankrupt or something like"},{"speaker":"Gemma Sherry","startTime":1372.311,"endTime":1374.4460000000001,"body":"you've lost, you know,"},{"speaker":"Gemma Sherry","startTime":1374.686,"endTime":1376.376,"body":"10 big sources of leads."},{"speaker":"Gemma Sherry","startTime":1376.7160000000001,"endTime":1379.0759999999998,"body":"Um, so that's the one thing,"},{"speaker":"Gemma Sherry","startTime":1376.7160000000001,"endTime":1379.0759999999998,"body":"obviously social media is a"},{"speaker":"Gemma Sherry","startTime":1379.0759999999998,"endTime":1382.8860000000002,"body":"huge one, um, for developing"},{"speaker":"Gemma Sherry","startTime":1379.0759999999998,"endTime":1382.8860000000002,"body":"venue relationships as well"},{"speaker":"Gemma Sherry","startTime":1382.916,"endTime":1386.316,"body":"as relationships with clients"},{"speaker":"Gemma Sherry","startTime":1382.916,"endTime":1386.316,"body":"and future clients, right?"},{"speaker":"Gemma Sherry","startTime":1386.3259999999998,"endTime":1388.1960000000001,"body":"Like you need to have"},{"speaker":"Gemma Sherry","startTime":1386.3259999999998,"endTime":1388.1960000000001,"body":"that rapport with them."},{"speaker":"Gemma Sherry","startTime":1388.4060000000002,"endTime":1390.526,"body":"So being sort of active"},{"speaker":"Gemma Sherry","startTime":1388.4060000000002,"endTime":1390.526,"body":"there is really helpful."},{"speaker":"Gemma Sherry","startTime":1391.111,"endTime":1392.1609999999998,"body":"Um, what else is there?"},{"speaker":"Gemma Sherry","startTime":1392.8210000000001,"endTime":1393.8909999999998,"body":"Obviously sales."},{"speaker":"Gemma Sherry","startTime":1393.9710000000002,"endTime":1395.131,"body":"Sales is a big one."},{"speaker":"Gemma Sherry","startTime":1395.421,"endTime":1397.381,"body":"Um, and I, I,"},{"speaker":"Gemma Sherry","startTime":1395.421,"endTime":1397.381,"body":"that's a big focus."},{"speaker":"Gemma Sherry","startTime":1397.381,"endTime":1399.9109999999998,"body":"I think that anyone who's"},{"speaker":"Gemma Sherry","startTime":1397.381,"endTime":1399.9109999999998,"body":"doing anything in the wedding"},{"speaker":"Gemma Sherry","startTime":1399.9109999999998,"endTime":1401.7610000000002,"body":"industry, you need to put"},{"speaker":"Gemma Sherry","startTime":1399.9109999999998,"endTime":1401.7610000000002,"body":"a lot of time in sales."},{"speaker":"Gemma Sherry","startTime":1401.7610000000002,"endTime":1404.611,"body":"If it's not a strong point for"},{"speaker":"Gemma Sherry","startTime":1401.7610000000002,"endTime":1404.611,"body":"you, find someone who's good"},{"speaker":"Gemma Sherry","startTime":1404.611,"endTime":1406.4309999999998,"body":"at sales and then hire them."},{"speaker":"Gemma Sherry","startTime":1406.441,"endTime":1407.271,"body":"That's my advice."},{"speaker":"Gemma Sherry","startTime":1407.271,"endTime":1408.731,"body":"Sales is definitely a"},{"speaker":"Gemma Sherry","startTime":1407.271,"endTime":1408.731,"body":"strong point for me,"},{"speaker":"Gemma Sherry","startTime":1408.731,"endTime":1409.7610000000002,"body":"so that's a blessing."},{"speaker":"Gemma Sherry","startTime":1410.0110000000002,"endTime":1412.5510000000002,"body":"I can do that, but if I wasn't"},{"speaker":"Gemma Sherry","startTime":1410.0110000000002,"endTime":1412.5510000000002,"body":"good at it, I'd hire someone"},{"speaker":"Gemma Sherry","startTime":1412.561,"endTime":1413.521,"body":"to do sales for me for sure."},{"speaker":"Gemma Sherry","startTime":1413.9959999999999,"endTime":1415.376,"body":"Cause like that's where"},{"speaker":"Gemma Sherry","startTime":1413.9959999999999,"endTime":1415.376,"body":"you're making money."},{"speaker":"Brandee Gaar","startTime":1416.171,"endTime":1416.7210000000002,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":1416.7210000000002,"endTime":1419.731,"body":"And I think you hit all three"},{"speaker":"Brandee Gaar","startTime":1416.7210000000002,"endTime":1419.731,"body":"of the biggest things that"},{"speaker":"Brandee Gaar","startTime":1419.731,"endTime":1422.9509999999998,"body":"it's like, this has to be"},{"speaker":"Brandee Gaar","startTime":1419.731,"endTime":1422.9509999999998,"body":"these three things, networking"},{"speaker":"Brandee Gaar","startTime":1423.3010000000002,"endTime":1424.1609999999998,"body":"and relationship building."},{"speaker":"Brandee Gaar","startTime":1424.9660000000001,"endTime":1425.6760000000002,"body":"Marketing."},{"speaker":"Brandee Gaar","startTime":1425.6760000000002,"endTime":1427.526,"body":"So typically organic, right?"},{"speaker":"Brandee Gaar","startTime":1427.566,"endTime":1429.9060000000002,"body":"Marketing is what most of"},{"speaker":"Brandee Gaar","startTime":1427.566,"endTime":1429.9060000000002,"body":"us are doing and then sales."},{"speaker":"Brandee Gaar","startTime":1430.236,"endTime":1433.7859999999998,"body":"And what I hear so many wedding"},{"speaker":"Brandee Gaar","startTime":1430.236,"endTime":1433.7859999999998,"body":"pros and you guys listen,"},{"speaker":"Brandee Gaar","startTime":1433.7859999999998,"endTime":1435.1360000000002,"body":"tune in to me for a second."},{"speaker":"Brandee Gaar","startTime":1435.256,"endTime":1438.7160000000001,"body":"If this is you, I hear"},{"speaker":"Brandee Gaar","startTime":1435.256,"endTime":1438.7160000000001,"body":"so many wedding pros that"},{"speaker":"Brandee Gaar","startTime":1438.7259999999999,"endTime":1441.256,"body":"say to me, I have been"},{"speaker":"Brandee Gaar","startTime":1438.7259999999999,"endTime":1441.256,"body":"so busy with client work."},{"speaker":"Brandee Gaar","startTime":1441.3059999999998,"endTime":1443.7459999999999,"body":"I haven't done followups"},{"speaker":"Brandee Gaar","startTime":1441.3059999999998,"endTime":1443.7459999999999,"body":"with my leads or I have been"},{"speaker":"Brandee Gaar","startTime":1443.7459999999999,"endTime":1444.756,"body":"so busy with client work."},{"speaker":"Brandee Gaar","startTime":1445.066,"endTime":1447.736,"body":"I haven't been able to send"},{"speaker":"Brandee Gaar","startTime":1445.066,"endTime":1447.736,"body":"out a contract or I am just"},{"speaker":"Brandee Gaar","startTime":1447.736,"endTime":1449.9260000000002,"body":"so in the weeds that I don't"},{"speaker":"Brandee Gaar","startTime":1447.736,"endTime":1449.9260000000002,"body":"have time for social media."},{"speaker":"Brandee Gaar","startTime":1450.986,"endTime":1451.6560000000002,"body":"Here's the thing."},{"speaker":"Brandee Gaar","startTime":1451.706,"endTime":1456.5759999999998,"body":"You won't feel it today, but"},{"speaker":"Brandee Gaar","startTime":1451.706,"endTime":1456.5759999999998,"body":"you will feel it in three to six"},{"speaker":"Brandee Gaar","startTime":1456.5759999999998,"endTime":1460.5359999999998,"body":"months when your leads dry up,"},{"speaker":"Brandee Gaar","startTime":1456.5759999999998,"endTime":1460.5359999999998,"body":"because you've got to constantly"},{"speaker":"Brandee Gaar","startTime":1460.5359999999998,"endTime":1461.7459999999999,"body":"be filling that funnel."},{"speaker":"Brandee Gaar","startTime":1462.2160000000001,"endTime":1463.896,"body":"And Gemma, I, I really am."},{"speaker":"Brandee Gaar","startTime":1463.9060000000002,"endTime":1467.396,"body":"Like, I'm always so impressed"},{"speaker":"Brandee Gaar","startTime":1463.9060000000002,"endTime":1467.396,"body":"at how you, you really put these"},{"speaker":"Brandee Gaar","startTime":1467.4060000000002,"endTime":1468.7459999999999,"body":"things first in your business."},{"speaker":"Brandee Gaar","startTime":1469.146,"endTime":1472.6180000000002,"body":"And one of the things That"},{"speaker":"Brandee Gaar","startTime":1469.146,"endTime":1472.6180000000002,"body":"actually just happened recently"},{"speaker":"Brandee Gaar","startTime":1472.7259999999999,"endTime":1475.2160000000001,"body":"that I asked you if we could"},{"speaker":"Brandee Gaar","startTime":1472.7259999999999,"endTime":1475.2160000000001,"body":"talk about on this show."},{"speaker":"Brandee Gaar","startTime":1475.2160000000001,"endTime":1477.856,"body":"So you guys, I'm not just"},{"speaker":"Brandee Gaar","startTime":1475.2160000000001,"endTime":1477.856,"body":"dropping this on her, um, at"},{"speaker":"Brandee Gaar","startTime":1477.856,"endTime":1480.506,"body":"the last second, but I did"},{"speaker":"Brandee Gaar","startTime":1477.856,"endTime":1480.506,"body":"ask Gemma, can we share this?"},{"speaker":"Brandee Gaar","startTime":1480.5159999999998,"endTime":1484.6760000000002,"body":"Is that Gemma has had ridiculous"},{"speaker":"Brandee Gaar","startTime":1480.5159999999998,"endTime":1484.6760000000002,"body":"booking months recently?"},{"speaker":"Brandee Gaar","startTime":1484.686,"endTime":1487.2659999999998,"body":"Like just, well, really"},{"speaker":"Brandee Gaar","startTime":1484.686,"endTime":1487.2659999999998,"body":"it's just been growing"},{"speaker":"Brandee Gaar","startTime":1487.2659999999998,"endTime":1488.6360000000002,"body":"for you over time, right?"},{"speaker":"Brandee Gaar","startTime":1488.6360000000002,"endTime":1490.376,"body":"Like you've just been"},{"speaker":"Brandee Gaar","startTime":1488.6360000000002,"endTime":1490.376,"body":"scaling every single month."},{"speaker":"Brandee Gaar","startTime":1490.7459999999999,"endTime":1492.606,"body":"And it's been really,"},{"speaker":"Brandee Gaar","startTime":1490.7459999999999,"endTime":1492.606,"body":"really fun to watch."},{"speaker":"Brandee Gaar","startTime":1493.0159999999998,"endTime":1496.1960000000001,"body":"But one of the things that"},{"speaker":"Brandee Gaar","startTime":1493.0159999999998,"endTime":1496.1960000000001,"body":"was not really happening"},{"speaker":"Brandee Gaar","startTime":1496.2160000000001,"endTime":1499.026,"body":"prior to a few months ago"},{"speaker":"Brandee Gaar","startTime":1496.2160000000001,"endTime":1499.026,"body":"was tracking your leads."},{"speaker":"Brandee Gaar","startTime":1499.396,"endTime":1499.7160000000001,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1499.7259999999999,"endTime":1501.4460000000001,"body":"Like really, really"},{"speaker":"Brandee Gaar","startTime":1499.7259999999999,"endTime":1501.4460000000001,"body":"tracking your leads."},{"speaker":"Brandee Gaar","startTime":1502.086,"endTime":1505.436,"body":"And when we kind of pushed"},{"speaker":"Brandee Gaar","startTime":1502.086,"endTime":1505.436,"body":"into, okay, let's start"},{"speaker":"Brandee Gaar","startTime":1505.436,"endTime":1508.206,"body":"tracking your leads really"},{"speaker":"Brandee Gaar","startTime":1505.436,"endTime":1508.206,"body":"with every single data point."},{"speaker":"Brandee Gaar","startTime":1508.5559999999998,"endTime":1510.8059999999998,"body":"So we can see, are you having"},{"speaker":"Brandee Gaar","startTime":1508.5559999999998,"endTime":1510.8059999999998,"body":"a high enough conversion?"},{"speaker":"Brandee Gaar","startTime":1510.816,"endTime":1513.586,"body":"You're clearly making enough"},{"speaker":"Brandee Gaar","startTime":1510.816,"endTime":1513.586,"body":"revenue, but if we want to"},{"speaker":"Brandee Gaar","startTime":1513.606,"endTime":1516.1160000000002,"body":"scale, we have to know how"},{"speaker":"Brandee Gaar","startTime":1513.606,"endTime":1516.1160000000002,"body":"people are coming into your"},{"speaker":"Brandee Gaar","startTime":1516.1160000000002,"endTime":1518.606,"body":"funnel, where they're dropping"},{"speaker":"Brandee Gaar","startTime":1516.1160000000002,"endTime":1518.606,"body":"off of your funnel, what"},{"speaker":"Brandee Gaar","startTime":1518.606,"endTime":1519.9660000000001,"body":"your conversion is, all that."},{"speaker":"Brandee Gaar","startTime":1519.9759999999999,"endTime":1522.729,"body":"And so can you tell us a little"},{"speaker":"Brandee Gaar","startTime":1519.9759999999999,"endTime":1522.729,"body":"bit about some of the things"},{"speaker":"Brandee Gaar","startTime":1522.729,"endTime":1525.1989999999998,"body":"you learned about your leads"},{"speaker":"Brandee Gaar","startTime":1522.729,"endTime":1525.1989999999998,"body":"once you started tracking it?"},{"speaker":"Gemma Sherry","startTime":1526.119,"endTime":1526.5890000000002,"body":"Oh yes."},{"speaker":"Gemma Sherry","startTime":1526.6090000000002,"endTime":1529.2389999999998,"body":"So I realized we had way more"},{"speaker":"Gemma Sherry","startTime":1526.6090000000002,"endTime":1529.2389999999998,"body":"leads than I even imagined"},{"speaker":"Gemma Sherry","startTime":1529.519,"endTime":1530.729,"body":"because I even missed some."},{"speaker":"Gemma Sherry","startTime":1530.729,"endTime":1532.269,"body":"I think you said to me, did"},{"speaker":"Gemma Sherry","startTime":1530.729,"endTime":1532.269,"body":"you check out the knot leads?"},{"speaker":"Gemma Sherry","startTime":1532.289,"endTime":1534.3790000000001,"body":"And I said, uh, no, I don't"},{"speaker":"Gemma Sherry","startTime":1532.289,"endTime":1534.3790000000001,"body":"think they're in there either."},{"speaker":"Gemma Sherry","startTime":1534.8390000000002,"endTime":1538.6490000000001,"body":"So yes, tracking leads is"},{"speaker":"Gemma Sherry","startTime":1534.8390000000002,"endTime":1538.6490000000001,"body":"important because you can't"},{"speaker":"Gemma Sherry","startTime":1538.669,"endTime":1541.119,"body":"really comment on if something's"},{"speaker":"Gemma Sherry","startTime":1538.669,"endTime":1541.119,"body":"working or not if you don't"},{"speaker":"Gemma Sherry","startTime":1541.119,"endTime":1542.289,"body":"fully analyze the data."},{"speaker":"Gemma Sherry","startTime":1542.2990000000002,"endTime":1545.459,"body":"So I tracked every single"},{"speaker":"Gemma Sherry","startTime":1542.2990000000002,"endTime":1545.459,"body":"lead that came in, where it"},{"speaker":"Gemma Sherry","startTime":1545.459,"endTime":1548.979,"body":"came from, um, whether they"},{"speaker":"Gemma Sherry","startTime":1545.459,"endTime":1548.979,"body":"booked or not, how much I"},{"speaker":"Gemma Sherry","startTime":1548.979,"endTime":1550.849,"body":"quoted them, whether, you"},{"speaker":"Gemma Sherry","startTime":1548.979,"endTime":1550.849,"body":"know, whether they said yes"},{"speaker":"Gemma Sherry","startTime":1550.849,"endTime":1551.889,"body":"or no, why they said no."},{"speaker":"Gemma Sherry","startTime":1552.459,"endTime":1555.6789999999999,"body":"Um, and it made me"},{"speaker":"Gemma Sherry","startTime":1552.459,"endTime":1555.6789999999999,"body":"realize I wasn't booking"},{"speaker":"Gemma Sherry","startTime":1555.6789999999999,"endTime":1556.5690000000002,"body":"as many as I thought."},{"speaker":"Gemma Sherry","startTime":1557.6290000000001,"endTime":1560.599,"body":"I was booking a lot, but"},{"speaker":"Gemma Sherry","startTime":1557.6290000000001,"endTime":1560.599,"body":"it, I started analyzing the,"},{"speaker":"Gemma Sherry","startTime":1560.599,"endTime":1562.619,"body":"okay, well, why would, why"},{"speaker":"Gemma Sherry","startTime":1560.599,"endTime":1562.619,"body":"did the ones that didn't book,"},{"speaker":"Gemma Sherry","startTime":1562.6290000000001,"endTime":1563.939,"body":"why weren't they booking?"},{"speaker":"Gemma Sherry","startTime":1564.0089999999998,"endTime":1566.849,"body":"Is, is this a, is it kind"},{"speaker":"Gemma Sherry","startTime":1564.0089999999998,"endTime":1566.849,"body":"of a misalignment somewhere?"},{"speaker":"Gemma Sherry","startTime":1566.849,"endTime":1567.169,"body":"Was it?"},{"speaker":"Gemma Sherry","startTime":1567.6090000000002,"endTime":1568.3990000000001,"body":"Price point."},{"speaker":"Gemma Sherry","startTime":1568.4289999999999,"endTime":1569.919,"body":"Was it our branding?"},{"speaker":"Gemma Sherry","startTime":1569.9289999999999,"endTime":1571.8790000000001,"body":"You know, it made me think"},{"speaker":"Gemma Sherry","startTime":1569.9289999999999,"endTime":1571.8790000000001,"body":"about those things more because"},{"speaker":"Gemma Sherry","startTime":1571.8790000000001,"endTime":1576.099,"body":"ideally every lead you have to"},{"speaker":"Gemma Sherry","startTime":1571.8790000000001,"endTime":1576.099,"body":"spend time on and like, I don't"},{"speaker":"Gemma Sherry","startTime":1576.099,"endTime":1578.7990000000002,"body":"want to waste my time on leads"},{"speaker":"Gemma Sherry","startTime":1576.099,"endTime":1578.7990000000002,"body":"that really aren't qualifiable."},{"speaker":"Gemma Sherry","startTime":1578.7990000000002,"endTime":1581.0490000000002,"body":"your time as a business"},{"speaker":"Gemma Sherry","startTime":1578.7990000000002,"endTime":1581.0490000000002,"body":"owner is valuable, um,"},{"speaker":"Gemma Sherry","startTime":1581.0690000000002,"endTime":1582.0690000000002,"body":"especially in sales."},{"speaker":"Gemma Sherry","startTime":1582.0690000000002,"endTime":1584.919,"body":"So, you know, if I'm sending"},{"speaker":"Gemma Sherry","startTime":1582.0690000000002,"endTime":1584.919,"body":"emails out, if then I've got"},{"speaker":"Gemma Sherry","startTime":1584.919,"endTime":1587.789,"body":"to do a sales call with a"},{"speaker":"Gemma Sherry","startTime":1584.919,"endTime":1587.789,"body":"client follow ups, I mean, that"},{"speaker":"Gemma Sherry","startTime":1587.789,"endTime":1591.4089999999999,"body":"time can equal, A couple of"},{"speaker":"Gemma Sherry","startTime":1587.789,"endTime":1591.4089999999999,"body":"hours and that's time I could"},{"speaker":"Gemma Sherry","startTime":1591.4089999999999,"endTime":1592.309,"body":"be spending on the business."},{"speaker":"Gemma Sherry","startTime":1592.3190000000002,"endTime":1593.9689999999998,"body":"So if that's a client"},{"speaker":"Gemma Sherry","startTime":1592.3190000000002,"endTime":1593.9689999999998,"body":"that's really not going to"},{"speaker":"Gemma Sherry","startTime":1593.9689999999998,"endTime":1596.1090000000002,"body":"book, there's no point in"},{"speaker":"Gemma Sherry","startTime":1593.9689999999998,"endTime":1596.1090000000002,"body":"spending that time with them."},{"speaker":"Brandee Gaar","startTime":1596.349,"endTime":1596.869,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":1596.9089999999999,"endTime":1598.349,"body":"Oh my gosh, that's so good."},{"speaker":"Brandee Gaar","startTime":1598.349,"endTime":1601.189,"body":"And the reason that this is so"},{"speaker":"Brandee Gaar","startTime":1598.349,"endTime":1601.189,"body":"important, you know, as Gemma"},{"speaker":"Brandee Gaar","startTime":1601.189,"endTime":1603.5490000000002,"body":"and I were kind of looking at"},{"speaker":"Brandee Gaar","startTime":1601.189,"endTime":1603.5490000000002,"body":"her business and okay, what's"},{"speaker":"Brandee Gaar","startTime":1603.5490000000002,"endTime":1604.8190000000002,"body":"the next big thing to work on?"},{"speaker":"Brandee Gaar","startTime":1604.8190000000002,"endTime":1606.139,"body":"What's the next big"},{"speaker":"Brandee Gaar","startTime":1604.8190000000002,"endTime":1606.139,"body":"thing to work on?"},{"speaker":"Brandee Gaar","startTime":1606.4489999999998,"endTime":1609.119,"body":"Really just understanding"},{"speaker":"Brandee Gaar","startTime":1606.4489999999998,"endTime":1609.119,"body":"how are clients finding you?"},{"speaker":"Brandee Gaar","startTime":1609.1290000000001,"endTime":1610.019,"body":"Where are they finding you?"},{"speaker":"Brandee Gaar","startTime":1610.0290000000002,"endTime":1611.369,"body":"How are they getting"},{"speaker":"Brandee Gaar","startTime":1610.0290000000002,"endTime":1611.369,"body":"into your funnel?"},{"speaker":"Brandee Gaar","startTime":1611.9440000000002,"endTime":1613.6490000000001,"body":"How are they moving"},{"speaker":"Brandee Gaar","startTime":1611.9440000000002,"endTime":1613.6490000000001,"body":"through your funnel?"},{"speaker":"Brandee Gaar","startTime":1613.669,"endTime":1615.599,"body":"What are some things that we"},{"speaker":"Brandee Gaar","startTime":1613.669,"endTime":1615.599,"body":"can do to really pour some"},{"speaker":"Brandee Gaar","startTime":1615.599,"endTime":1617.1490000000001,"body":"fuel on, you know, the fire?"},{"speaker":"Brandee Gaar","startTime":1617.1490000000001,"endTime":1618.4889999999998,"body":"She's already exploding."},{"speaker":"Brandee Gaar","startTime":1618.919,"endTime":1622.0110000000002,"body":"And what's interesting about"},{"speaker":"Brandee Gaar","startTime":1618.919,"endTime":1622.0110000000002,"body":"that is, I have students all"},{"speaker":"Brandee Gaar","startTime":1622.0110000000002,"endTime":1623.9710000000002,"body":"the time that come into the"},{"speaker":"Brandee Gaar","startTime":1622.0110000000002,"endTime":1623.9710000000002,"body":"program and they're actually"},{"speaker":"Brandee Gaar","startTime":1624.001,"endTime":1625.5710000000001,"body":"already killing it in revenue."},{"speaker":"Brandee Gaar","startTime":1625.941,"endTime":1628.501,"body":"So you're not really"},{"speaker":"Brandee Gaar","startTime":1625.941,"endTime":1628.501,"body":"paying attention to this"},{"speaker":"Brandee Gaar","startTime":1628.501,"endTime":1630.961,"body":"data because you're like,"},{"speaker":"Brandee Gaar","startTime":1628.501,"endTime":1630.961,"body":"well, I'm making plenty."},{"speaker":"Brandee Gaar","startTime":1630.981,"endTime":1631.2810000000002,"body":"Right."},{"speaker":"Brandee Gaar","startTime":1631.2810000000002,"endTime":1631.941,"body":"And that's great."},{"speaker":"Brandee Gaar","startTime":1631.9509999999998,"endTime":1635.751,"body":"That definitely makes things"},{"speaker":"Brandee Gaar","startTime":1631.9509999999998,"endTime":1635.751,"body":"easier, but we want to really"},{"speaker":"Brandee Gaar","startTime":1635.751,"endTime":1638.831,"body":"understand, are there things,"},{"speaker":"Brandee Gaar","startTime":1635.751,"endTime":1638.831,"body":"are there places where people"},{"speaker":"Brandee Gaar","startTime":1638.831,"endTime":1639.861,"body":"are falling off in your funnel?"},{"speaker":"Brandee Gaar","startTime":1640.211,"endTime":1643.1209999999999,"body":"And we did actually, we"},{"speaker":"Brandee Gaar","startTime":1640.211,"endTime":1643.1209999999999,"body":"were able to identify some"},{"speaker":"Brandee Gaar","startTime":1643.1209999999999,"endTime":1645.831,"body":"pretty obvious reasons"},{"speaker":"Brandee Gaar","startTime":1643.1209999999999,"endTime":1645.831,"body":"people were dropping out"},{"speaker":"Brandee Gaar","startTime":1645.831,"endTime":1647.251,"body":"of your funnel and that."},{"speaker":"Brandee Gaar","startTime":1647.436,"endTime":1650.9759999999999,"body":"was telling us, okay, well"},{"speaker":"Brandee Gaar","startTime":1647.436,"endTime":1650.9759999999999,"body":"now let's go look at that"},{"speaker":"Brandee Gaar","startTime":1650.9759999999999,"endTime":1652.0960000000002,"body":"piece of the funnel, right?"},{"speaker":"Brandee Gaar","startTime":1652.0960000000002,"endTime":1655.9060000000002,"body":"We can go back and look at when"},{"speaker":"Brandee Gaar","startTime":1652.0960000000002,"endTime":1655.9060000000002,"body":"are people getting pricing?"},{"speaker":"Brandee Gaar","startTime":1655.916,"endTime":1659.206,"body":"Where are they, when they're"},{"speaker":"Brandee Gaar","startTime":1655.916,"endTime":1659.206,"body":"finding you, are they,"},{"speaker":"Brandee Gaar","startTime":1659.486,"endTime":1661.5359999999998,"body":"um, understanding what"},{"speaker":"Brandee Gaar","startTime":1659.486,"endTime":1661.5359999999998,"body":"an investment would look"},{"speaker":"Brandee Gaar","startTime":1661.5359999999998,"endTime":1663.3259999999998,"body":"like with your company and"},{"speaker":"Brandee Gaar","startTime":1661.5359999999998,"endTime":1663.3259999999998,"body":"things like that, right?"},{"speaker":"Brandee Gaar","startTime":1663.3259999999998,"endTime":1666.6360000000002,"body":"So otherwise you're just"},{"speaker":"Brandee Gaar","startTime":1663.3259999999998,"endTime":1666.6360000000002,"body":"throwing spaghetti at the wall,"},{"speaker":"Brandee Gaar","startTime":1666.6560000000002,"endTime":1669.356,"body":"trying to increase your sales."},{"speaker":"Gemma Sherry","startTime":1669.9370000000001,"endTime":1671.117,"body":"That's"},{"speaker":"Gemma Sherry","startTime":1669.9370000000001,"endTime":1671.117,"body":"totally, totally right."},{"speaker":"Gemma Sherry","startTime":1671.137,"endTime":1673.7169999999999,"body":"And the thing is, yeah, you"},{"speaker":"Gemma Sherry","startTime":1671.137,"endTime":1673.7169999999999,"body":"want to make sure the leads"},{"speaker":"Gemma Sherry","startTime":1673.7169999999999,"endTime":1676.7969999999998,"body":"you are getting are people"},{"speaker":"Gemma Sherry","startTime":1673.7169999999999,"endTime":1676.7969999999998,"body":"that will potentially buy"},{"speaker":"Gemma Sherry","startTime":1676.7969999999998,"endTime":1678.287,"body":"from you or get your services."},{"speaker":"Gemma Sherry","startTime":1678.287,"endTime":1680.8970000000002,"body":"And if they're not, then that's,"},{"speaker":"Gemma Sherry","startTime":1678.287,"endTime":1680.8970000000002,"body":"there's no point talking with"},{"speaker":"Gemma Sherry","startTime":1680.8970000000002,"endTime":1683.9370000000001,"body":"them because it's like an,"},{"speaker":"Gemma Sherry","startTime":1680.8970000000002,"endTime":1683.9370000000001,"body":"it's not a valid conversation"},{"speaker":"Gemma Sherry","startTime":1683.9370000000001,"endTime":1686.2169999999999,"body":"to have and they could go"},{"speaker":"Gemma Sherry","startTime":1683.9370000000001,"endTime":1686.2169999999999,"body":"speak to another vendor."},{"speaker":"Gemma Sherry","startTime":1686.747,"endTime":1688.4370000000001,"body":"So you want to focus on the"},{"speaker":"Gemma Sherry","startTime":1686.747,"endTime":1688.4370000000001,"body":"people that are really a"},{"speaker":"Gemma Sherry","startTime":1688.4370000000001,"endTime":1690.287,"body":"good fit for your company"},{"speaker":"Gemma Sherry","startTime":1688.4370000000001,"endTime":1690.287,"body":"and make sure that they're"},{"speaker":"Gemma Sherry","startTime":1690.287,"endTime":1692.7569999999998,"body":"the ones that are coming into"},{"speaker":"Gemma Sherry","startTime":1690.287,"endTime":1692.7569999999998,"body":"your funnel, not people that"},{"speaker":"Gemma Sherry","startTime":1692.767,"endTime":1693.637,"body":"really aren't going to book."},{"speaker":"Brandee Gaar","startTime":1694.017,"endTime":1694.767,"body":"Yeah, yeah."},{"speaker":"Brandee Gaar","startTime":1694.8170000000002,"endTime":1695.1470000000002,"body":"Agree."},{"speaker":"Brandee Gaar","startTime":1695.1470000000002,"endTime":1695.787,"body":"A hundred percent."},{"speaker":"Brandee Gaar","startTime":1696.077,"endTime":1698.7169999999999,"body":"And it's so fun too,"},{"speaker":"Brandee Gaar","startTime":1696.077,"endTime":1698.7169999999999,"body":"because I love data anyway."},{"speaker":"Brandee Gaar","startTime":1698.7169999999999,"endTime":1699.5269999999998,"body":"I know you do too."},{"speaker":"Brandee Gaar","startTime":1699.5269999999998,"endTime":1700.177,"body":"So it's like, okay."},{"speaker":"Brandee Gaar","startTime":1700.177,"endTime":1701.8970000000002,"body":"Once you get the data,"},{"speaker":"Brandee Gaar","startTime":1700.177,"endTime":1701.8970000000002,"body":"you're like, Oh, it's"},{"speaker":"Brandee Gaar","startTime":1701.8970000000002,"endTime":1703.1470000000002,"body":"telling me a whole story."},{"speaker":"Brandee Gaar","startTime":1703.1470000000002,"endTime":1703.447,"body":"Right."},{"speaker":"Brandee Gaar","startTime":1703.8170000000002,"endTime":1704.077,"body":"But it"},{"speaker":"Gemma Sherry","startTime":1704.117,"endTime":1704.767,"body":"Oh, yeah."},{"speaker":"Brandee Gaar","startTime":1705.227,"endTime":1705.6070000000002,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":1705.6070000000002,"endTime":1707.2969999999998,"body":"It opens your eyes to so much."},{"speaker":"Gemma Sherry","startTime":1707.6070000000002,"endTime":1707.847,"body":"Yeah."},{"speaker":"Gemma Sherry","startTime":1707.847,"endTime":1710.1470000000002,"body":"But I love when you said"},{"speaker":"Gemma Sherry","startTime":1707.847,"endTime":1710.1470000000002,"body":"that if you are doing well"},{"speaker":"Gemma Sherry","startTime":1710.1470000000002,"endTime":1711.807,"body":"in business, you don't"},{"speaker":"Gemma Sherry","startTime":1710.1470000000002,"endTime":1711.807,"body":"tend to look at the data."},{"speaker":"Gemma Sherry","startTime":1711.807,"endTime":1713.1670000000001,"body":"Cause you're like, Oh yeah,"},{"speaker":"Gemma Sherry","startTime":1711.807,"endTime":1713.1670000000001,"body":"we're getting bookings."},{"speaker":"Gemma Sherry","startTime":1713.1670000000001,"endTime":1714.117,"body":"And that's, that was my opinion."},{"speaker":"Gemma Sherry","startTime":1714.117,"endTime":1714.6670000000001,"body":"I was like, Oh cool."},{"speaker":"Gemma Sherry","startTime":1714.6670000000001,"endTime":1715.6870000000001,"body":"We're making lots of bookings."},{"speaker":"Gemma Sherry","startTime":1715.697,"endTime":1716.597,"body":"We're getting heaps of leads."},{"speaker":"Gemma Sherry","startTime":1716.907,"endTime":1718.0269999999998,"body":"We don't need to"},{"speaker":"Gemma Sherry","startTime":1716.907,"endTime":1718.0269999999998,"body":"look at the data."},{"speaker":"Gemma Sherry","startTime":1718.197,"endTime":1719.2169999999999,"body":"But I was like,"},{"speaker":"Gemma Sherry","startTime":1718.197,"endTime":1719.2169999999999,"body":"well, wait a minute."},{"speaker":"Gemma Sherry","startTime":1719.5870000000002,"endTime":1721.9370000000001,"body":"You know, let's, let's say for"},{"speaker":"Gemma Sherry","startTime":1719.5870000000002,"endTime":1721.9370000000001,"body":"example, we were getting 20"},{"speaker":"Gemma Sherry","startTime":1721.9370000000001,"endTime":1724.2769999999998,"body":"leads a month, for example,"},{"speaker":"Gemma Sherry","startTime":1721.9370000000001,"endTime":1724.2769999999998,"body":"and we were booking 10."},{"speaker":"Gemma Sherry","startTime":1724.2769999999998,"endTime":1725.287,"body":"And you're like,"},{"speaker":"Gemma Sherry","startTime":1724.2769999999998,"endTime":1725.287,"body":"Oh, that's cool."},{"speaker":"Gemma Sherry","startTime":1725.287,"endTime":1727.577,"body":"But if you look at the data,"},{"speaker":"Gemma Sherry","startTime":1725.287,"endTime":1727.577,"body":"well, you could be doubling"},{"speaker":"Gemma Sherry","startTime":1727.577,"endTime":1731.6470000000002,"body":"that, that income every month"},{"speaker":"Gemma Sherry","startTime":1727.577,"endTime":1731.6470000000002,"body":"Why isn't that happening?"},{"speaker":"Gemma Sherry","startTime":1731.727,"endTime":1732.097,"body":"Right."},{"speaker":"Gemma Sherry","startTime":1732.097,"endTime":1734.767,"body":"Cause like, ideally you want"},{"speaker":"Gemma Sherry","startTime":1732.097,"endTime":1734.767,"body":"to book as many of those leads"},{"speaker":"Gemma Sherry","startTime":1734.767,"endTime":1735.887,"body":"that come in as possible."},{"speaker":"Gemma Sherry","startTime":1736.247,"endTime":1737.7169999999999,"body":"So the way you do that"},{"speaker":"Gemma Sherry","startTime":1736.247,"endTime":1737.7169999999999,"body":"is make sure those leads"},{"speaker":"Gemma Sherry","startTime":1737.727,"endTime":1740.0670000000002,"body":"are really qualifiable"},{"speaker":"Gemma Sherry","startTime":1737.727,"endTime":1740.0670000000002,"body":"and they are a good fit."},{"speaker":"Brandee Gaar","startTime":1740.367,"endTime":1740.677,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":1740.9869999999999,"endTime":1741.247,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":1741.247,"endTime":1745.427,"body":"And to Gemma's point earlier,"},{"speaker":"Brandee Gaar","startTime":1741.247,"endTime":1745.427,"body":"every lead that you spend"},{"speaker":"Brandee Gaar","startTime":1745.427,"endTime":1747.827,"body":"time working is taking, Time."},{"speaker":"Brandee Gaar","startTime":1747.867,"endTime":1749.227,"body":"And that's great."},{"speaker":"Brandee Gaar","startTime":1749.227,"endTime":1750.657,"body":"Like every lead's"},{"speaker":"Brandee Gaar","startTime":1749.227,"endTime":1750.657,"body":"not going to book."},{"speaker":"Brandee Gaar","startTime":1750.657,"endTime":1752.7769999999998,"body":"So there is going to be"},{"speaker":"Brandee Gaar","startTime":1750.657,"endTime":1752.7769999999998,"body":"some, right, that you're,"},{"speaker":"Brandee Gaar","startTime":1752.8370000000002,"endTime":1754.8370000000002,"body":"you're answering leads and"},{"speaker":"Brandee Gaar","startTime":1752.8370000000002,"endTime":1754.8370000000002,"body":"they don't end up booking."},{"speaker":"Brandee Gaar","startTime":1755.267,"endTime":1758.977,"body":"But if you're getting a lot"},{"speaker":"Brandee Gaar","startTime":1755.267,"endTime":1758.977,"body":"of leads that are unqualified,"},{"speaker":"Brandee Gaar","startTime":1758.977,"endTime":1760.9370000000001,"body":"for instance, and this"},{"speaker":"Brandee Gaar","startTime":1758.977,"endTime":1760.9370000000001,"body":"happens sometimes when you're"},{"speaker":"Brandee Gaar","startTime":1760.957,"endTime":1764.997,"body":"advertising with one of the"},{"speaker":"Brandee Gaar","startTime":1760.957,"endTime":1764.997,"body":"advertising sites, right,"},{"speaker":"Brandee Gaar","startTime":1764.997,"endTime":1767.327,"body":"that we have, sometimes"},{"speaker":"Brandee Gaar","startTime":1764.997,"endTime":1767.327,"body":"that can be the case there."},{"speaker":"Brandee Gaar","startTime":1767.702,"endTime":1769.832,"body":"Or sometimes it could"},{"speaker":"Brandee Gaar","startTime":1767.702,"endTime":1769.832,"body":"be that your branding"},{"speaker":"Brandee Gaar","startTime":1769.832,"endTime":1771.0620000000001,"body":"doesn't match your pricing."},{"speaker":"Brandee Gaar","startTime":1771.082,"endTime":1774.832,"body":"That's a lot of times what I"},{"speaker":"Brandee Gaar","startTime":1771.082,"endTime":1774.832,"body":"see too, is that you have a kind"},{"speaker":"Brandee Gaar","startTime":1774.832,"endTime":1778.4820000000002,"body":"of a messaging issue, and so"},{"speaker":"Brandee Gaar","startTime":1774.832,"endTime":1778.4820000000002,"body":"you're getting a ton of leads,"},{"speaker":"Brandee Gaar","startTime":1778.4820000000002,"endTime":1779.9820000000002,"body":"but they're not qualified leads."},{"speaker":"Brandee Gaar","startTime":1779.992,"endTime":1783.8819999999998,"body":"And now you're just spending a"},{"speaker":"Brandee Gaar","startTime":1779.992,"endTime":1783.8819999999998,"body":"ton of time working leads and"},{"speaker":"Brandee Gaar","startTime":1783.8819999999998,"endTime":1785.4219999999998,"body":"that's taking forever, right?"},{"speaker":"Brandee Gaar","startTime":1785.6119999999999,"endTime":1789.322,"body":"Instead, if you could get a"},{"speaker":"Brandee Gaar","startTime":1785.6119999999999,"endTime":1789.322,"body":"third of the number of leads"},{"speaker":"Brandee Gaar","startTime":1789.3819999999998,"endTime":1793.852,"body":"and they're uber qualified and"},{"speaker":"Brandee Gaar","startTime":1789.3819999999998,"endTime":1793.852,"body":"you're booking all of them, I"},{"speaker":"Brandee Gaar","startTime":1793.852,"endTime":1795.1920000000002,"body":"would much rather have that."},{"speaker":"Brandee Gaar","startTime":1795.222,"endTime":1795.5420000000001,"body":"Right."},{"speaker":"Gemma Sherry","startTime":1796.222,"endTime":1796.952,"body":"Oh, definitely."},{"speaker":"Gemma Sherry","startTime":1796.952,"endTime":1799.3819999999998,"body":"And if the really good leads,"},{"speaker":"Gemma Sherry","startTime":1796.952,"endTime":1799.3819999999998,"body":"the people that basically want"},{"speaker":"Gemma Sherry","startTime":1799.3819999999998,"endTime":1801.4219999999998,"body":"to book you on a spot, because"},{"speaker":"Gemma Sherry","startTime":1799.3819999999998,"endTime":1801.4219999999998,"body":"they already have seen your"},{"speaker":"Gemma Sherry","startTime":1801.4219999999998,"endTime":1804.052,"body":"brand, they've already read what"},{"speaker":"Gemma Sherry","startTime":1801.4219999999998,"endTime":1804.052,"body":"your vision is as a company."},{"speaker":"Gemma Sherry","startTime":1804.352,"endTime":1806.3120000000001,"body":"And so you have that call"},{"speaker":"Gemma Sherry","startTime":1804.352,"endTime":1806.3120000000001,"body":"with them and you ask them"},{"speaker":"Gemma Sherry","startTime":1806.3120000000001,"endTime":1808.832,"body":"to the sale call, like, Hey,"},{"speaker":"Gemma Sherry","startTime":1806.3120000000001,"endTime":1808.832,"body":"Like, do you want a book?"},{"speaker":"Gemma Sherry","startTime":1809.082,"endTime":1809.682,"body":"I'll send the contract."},{"speaker":"Gemma Sherry","startTime":1809.682,"endTime":1810.802,"body":"Like, yes, let's do it now."},{"speaker":"Gemma Sherry","startTime":1810.822,"endTime":1812.222,"body":"And they pay within"},{"speaker":"Gemma Sherry","startTime":1810.822,"endTime":1812.222,"body":"five minutes."},{"speaker":"Gemma Sherry","startTime":1812.472,"endTime":1814.5620000000001,"body":"And like, that's the goal"},{"speaker":"Gemma Sherry","startTime":1812.472,"endTime":1814.5620000000001,"body":"as a business owner, that"},{"speaker":"Gemma Sherry","startTime":1814.5620000000001,"endTime":1817.6920000000002,"body":"you like have those really"},{"speaker":"Gemma Sherry","startTime":1814.5620000000001,"endTime":1817.6920000000002,"body":"good leads that are keen."},{"speaker":"Gemma Sherry","startTime":1817.6920000000002,"endTime":1818.432,"body":"They love your vision."},{"speaker":"Gemma Sherry","startTime":1818.432,"endTime":1819.662,"body":"It's like a good alignment."},{"speaker":"Brandee Gaar","startTime":1820.677,"endTime":1820.977,"body":"Yep."},{"speaker":"Brandee Gaar","startTime":1821.0269999999998,"endTime":1822.0469999999998,"body":"I love that so much."},{"speaker":"Brandee Gaar","startTime":1822.367,"endTime":1822.637,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1822.637,"endTime":1825.8170000000002,"body":"So Gemma, you obviously"},{"speaker":"Brandee Gaar","startTime":1822.637,"endTime":1825.8170000000002,"body":"your business is on fire."},{"speaker":"Brandee Gaar","startTime":1825.827,"endTime":1828.907,"body":"You've doubled your number"},{"speaker":"Brandee Gaar","startTime":1825.827,"endTime":1828.907,"body":"of events every single"},{"speaker":"Brandee Gaar","startTime":1828.907,"endTime":1832.1470000000002,"body":"year, which is insane"},{"speaker":"Brandee Gaar","startTime":1828.907,"endTime":1832.1470000000002,"body":"and so exciting to watch."},{"speaker":"Brandee Gaar","startTime":1832.3970000000002,"endTime":1834.427,"body":"So you're in our"},{"speaker":"Brandee Gaar","startTime":1832.3970000000002,"endTime":1834.427,"body":"next level group."},{"speaker":"Brandee Gaar","startTime":1834.4370000000001,"endTime":1837.537,"body":"What made you decide,"},{"speaker":"Brandee Gaar","startTime":1834.4370000000001,"endTime":1837.537,"body":"okay, I need help."},{"speaker":"Brandee Gaar","startTime":1837.5469999999998,"endTime":1840.6270000000002,"body":"Like what made you decide to"},{"speaker":"Brandee Gaar","startTime":1837.5469999999998,"endTime":1840.6270000000002,"body":"kind of reach out and invest"},{"speaker":"Brandee Gaar","startTime":1840.637,"endTime":1841.497,"body":"in growing your business?"},{"speaker":"Gemma Sherry","startTime":1841.756,"endTime":1845.6360000000002,"body":"I think that"},{"speaker":"Gemma Sherry","startTime":1841.756,"endTime":1845.6360000000002,"body":"it's incredibly valuable to"},{"speaker":"Gemma Sherry","startTime":1845.646,"endTime":1849.3410000000001,"body":"be surrounded by people that"},{"speaker":"Gemma Sherry","startTime":1845.646,"endTime":1849.3410000000001,"body":"are doing Better than you"},{"speaker":"Gemma Sherry","startTime":1849.381,"endTime":1852.0510000000002,"body":"and, and really achieving in"},{"speaker":"Gemma Sherry","startTime":1849.381,"endTime":1852.0510000000002,"body":"any field that you are in."},{"speaker":"Gemma Sherry","startTime":1852.3410000000001,"endTime":1854.401,"body":"And I think by being"},{"speaker":"Gemma Sherry","startTime":1852.3410000000001,"endTime":1854.401,"body":"surrounding yourself by, you"},{"speaker":"Gemma Sherry","startTime":1854.401,"endTime":1857.1609999999998,"body":"know, successful people that"},{"speaker":"Gemma Sherry","startTime":1854.401,"endTime":1857.1609999999998,"body":"are wanting to grow, then you"},{"speaker":"Gemma Sherry","startTime":1857.311,"endTime":1860.401,"body":"like innately grow with them"},{"speaker":"Gemma Sherry","startTime":1857.311,"endTime":1860.401,"body":"and you learn from them and"},{"speaker":"Gemma Sherry","startTime":1860.401,"endTime":1861.4309999999998,"body":"they can learn from you too."},{"speaker":"Gemma Sherry","startTime":1861.4309999999998,"endTime":1864.4109999999998,"body":"But like all of, all through"},{"speaker":"Gemma Sherry","startTime":1861.4309999999998,"endTime":1864.4109999999998,"body":"my life, being part of a really"},{"speaker":"Gemma Sherry","startTime":1864.4109999999998,"endTime":1867.0510000000002,"body":"cool group like that, that's"},{"speaker":"Gemma Sherry","startTime":1864.4109999999998,"endTime":1867.0510000000002,"body":"doing well, that wants to"},{"speaker":"Gemma Sherry","startTime":1867.0510000000002,"endTime":1870.1009999999999,"body":"grow, wants to be educated,"},{"speaker":"Gemma Sherry","startTime":1867.0510000000002,"endTime":1870.1009999999999,"body":"wants to like, You know,"},{"speaker":"Gemma Sherry","startTime":1870.151,"endTime":1874.1609999999998,"body":"expand themselves personally"},{"speaker":"Gemma Sherry","startTime":1870.151,"endTime":1874.1609999999998,"body":"and as a business, it's like,"},{"speaker":"Gemma Sherry","startTime":1874.1609999999998,"endTime":1875.4910000000002,"body":"there's so much value in that."},{"speaker":"Gemma Sherry","startTime":1875.611,"endTime":1877.3909999999998,"body":"So, and when I heard about"},{"speaker":"Gemma Sherry","startTime":1875.611,"endTime":1877.3909999999998,"body":"you, I was like, this"},{"speaker":"Gemma Sherry","startTime":1877.3909999999998,"endTime":1878.3410000000001,"body":"is the perfect thing."},{"speaker":"Gemma Sherry","startTime":1878.651,"endTime":1880.4309999999998,"body":"Like you've got great"},{"speaker":"Gemma Sherry","startTime":1878.651,"endTime":1880.4309999999998,"body":"people in the group."},{"speaker":"Gemma Sherry","startTime":1880.461,"endTime":1882.5510000000002,"body":"Everyone's in different parts"},{"speaker":"Gemma Sherry","startTime":1880.461,"endTime":1882.5510000000002,"body":"of the wedding industry,"},{"speaker":"Gemma Sherry","startTime":1882.5510000000002,"endTime":1884.4910000000002,"body":"but you know, you can learn"},{"speaker":"Gemma Sherry","startTime":1882.5510000000002,"endTime":1884.4910000000002,"body":"something from everybody."},{"speaker":"Gemma Sherry","startTime":1884.4910000000002,"endTime":1888.0310000000002,"body":"And I love the way that"},{"speaker":"Gemma Sherry","startTime":1884.4910000000002,"endTime":1888.0310000000002,"body":"Brandee and I could like single"},{"speaker":"Gemma Sherry","startTime":1888.0310000000002,"endTime":1891.311,"body":"praises to everybody, but"},{"speaker":"Gemma Sherry","startTime":1888.0310000000002,"endTime":1891.311,"body":"you really have this way of."},{"speaker":"Gemma Sherry","startTime":1891.6719999999998,"endTime":1895.086,"body":"Connecting and helping"},{"speaker":"Gemma Sherry","startTime":1891.6719999999998,"endTime":1895.086,"body":"business owners in a way"},{"speaker":"Gemma Sherry","startTime":1895.086,"endTime":1898.0559999999998,"body":"that's very personal and not"},{"speaker":"Gemma Sherry","startTime":1895.086,"endTime":1898.0559999999998,"body":"like, Oh, I do it this way."},{"speaker":"Gemma Sherry","startTime":1898.0559999999998,"endTime":1898.9060000000002,"body":"It's like, not that at all."},{"speaker":"Gemma Sherry","startTime":1898.9060000000002,"endTime":1900.836,"body":"You really just give"},{"speaker":"Gemma Sherry","startTime":1898.9060000000002,"endTime":1900.836,"body":"you suggestions and"},{"speaker":"Gemma Sherry","startTime":1900.836,"endTime":1901.816,"body":"then work with you."},{"speaker":"Gemma Sherry","startTime":1901.8259999999998,"endTime":1903.4759999999999,"body":"So it's been, it's been amazing."},{"speaker":"Brandee Gaar","startTime":1903.776,"endTime":1904.711,"body":"Oh,"},{"speaker":"Brandee Gaar","startTime":1903.776,"endTime":1904.711,"body":"you're so sweet."},{"speaker":"Brandee Gaar","startTime":1904.771,"endTime":1910.5670000000002,"body":"I, I genuinely love getting"},{"speaker":"Brandee Gaar","startTime":1904.771,"endTime":1910.5670000000002,"body":"to work with wedding pros"},{"speaker":"Brandee Gaar","startTime":1910.5670000000002,"endTime":1913.577,"body":"who are serious about"},{"speaker":"Brandee Gaar","startTime":1910.5670000000002,"endTime":1913.577,"body":"growing their business."},{"speaker":"Brandee Gaar","startTime":1913.577,"endTime":1916.6870000000001,"body":"I think that's one of the"},{"speaker":"Brandee Gaar","startTime":1913.577,"endTime":1916.6870000000001,"body":"reasons I, I, I just have"},{"speaker":"Brandee Gaar","startTime":1916.6870000000001,"endTime":1918.6670000000001,"body":"so much fun working with"},{"speaker":"Brandee Gaar","startTime":1916.6870000000001,"endTime":1918.6670000000001,"body":"you when we're on our calls."},{"speaker":"Brandee Gaar","startTime":1918.6670000000001,"endTime":1922.867,"body":"I'm like, yes, because I know"},{"speaker":"Brandee Gaar","startTime":1918.6670000000001,"endTime":1922.867,"body":"whatever we strategize together."},{"speaker":"Brandee Gaar","startTime":1923.4019999999998,"endTime":1925.912,"body":"In like five minutes, you're"},{"speaker":"Brandee Gaar","startTime":1923.4019999999998,"endTime":1925.912,"body":"gonna be like, I did it."},{"speaker":"Brandee Gaar","startTime":1925.952,"endTime":1926.952,"body":"I've implemented it."},{"speaker":"Brandee Gaar","startTime":1927.082,"endTime":1928.5220000000002,"body":"We're, we're running with it."},{"speaker":"Brandee Gaar","startTime":1928.552,"endTime":1929.1519999999998,"body":"I'm like, Oh,"},{"speaker":"Gemma Sherry","startTime":1929.452,"endTime":1929.6319999999998,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":1930.5919999999999,"endTime":1931.3819999999998,"body":"It's so great."},{"speaker":"Brandee Gaar","startTime":1931.5620000000001,"endTime":1932.4219999999998,"body":"But you're right."},{"speaker":"Brandee Gaar","startTime":1932.4219999999998,"endTime":1932.8619999999999,"body":"I think."},{"speaker":"Brandee Gaar","startTime":1933.2369999999999,"endTime":1937.637,"body":"Especially right now in the"},{"speaker":"Brandee Gaar","startTime":1933.2369999999999,"endTime":1937.637,"body":"economy that we're in, right?"},{"speaker":"Brandee Gaar","startTime":1937.637,"endTime":1940.577,"body":"And that's, I've been shouting"},{"speaker":"Brandee Gaar","startTime":1937.637,"endTime":1940.577,"body":"this from the rooftops."},{"speaker":"Brandee Gaar","startTime":1940.5870000000002,"endTime":1943.4170000000001,"body":"It's not just the wedding"},{"speaker":"Brandee Gaar","startTime":1940.5870000000002,"endTime":1943.4170000000001,"body":"industry across the world."},{"speaker":"Brandee Gaar","startTime":1943.427,"endTime":1945.447,"body":"The economy is dicey"},{"speaker":"Brandee Gaar","startTime":1943.427,"endTime":1945.447,"body":"right now, right?"},{"speaker":"Brandee Gaar","startTime":1945.7969999999998,"endTime":1950.347,"body":"And in this economy, I"},{"speaker":"Brandee Gaar","startTime":1945.7969999999998,"endTime":1950.347,"body":"think there's so many people"},{"speaker":"Brandee Gaar","startTime":1950.347,"endTime":1954.2769999999998,"body":"telling you, You can't do"},{"speaker":"Brandee Gaar","startTime":1950.347,"endTime":1954.2769999999998,"body":"it, or it's hard, or leads"},{"speaker":"Brandee Gaar","startTime":1954.2769999999998,"endTime":1956.7769999999998,"body":"are down, or no one's winning"},{"speaker":"Brandee Gaar","startTime":1954.2769999999998,"endTime":1956.7769999999998,"body":"in the wedding industry."},{"speaker":"Brandee Gaar","startTime":1956.827,"endTime":1960.947,"body":"And being part of a group of"},{"speaker":"Brandee Gaar","startTime":1956.827,"endTime":1960.947,"body":"people who are doing it and"},{"speaker":"Brandee Gaar","startTime":1960.947,"endTime":1964.227,"body":"who are winning and having some"},{"speaker":"Brandee Gaar","startTime":1960.947,"endTime":1964.227,"body":"of their best months, and even"},{"speaker":"Brandee Gaar","startTime":1964.5269999999998,"endTime":1967.151,"body":"if it's not revenue wise, but"},{"speaker":"Brandee Gaar","startTime":1964.5269999999998,"endTime":1967.151,"body":"you hire a new team member, or"},{"speaker":"Brandee Gaar","startTime":1967.151,"endTime":1970.8529999999998,"body":"you've learned a new strategy"},{"speaker":"Brandee Gaar","startTime":1967.151,"endTime":1970.8529999999998,"body":"to sell, It's so exciting."},{"speaker":"Brandee Gaar","startTime":1970.8529999999998,"endTime":1973.4730000000002,"body":"And I, I value it as well"},{"speaker":"Brandee Gaar","startTime":1970.8529999999998,"endTime":1973.4730000000002,"body":"to be around people who"},{"speaker":"Brandee Gaar","startTime":1973.4930000000002,"endTime":1976.593,"body":"can show you, Hey, we're"},{"speaker":"Brandee Gaar","startTime":1973.4930000000002,"endTime":1976.593,"body":"all killing it together"},{"speaker":"Brandee Gaar","startTime":1977.003,"endTime":1979.9530000000002,"body":"and we're working together"},{"speaker":"Brandee Gaar","startTime":1977.003,"endTime":1979.9530000000002,"body":"to bring the industry up."},{"speaker":"Brandee Gaar","startTime":1980.2030000000002,"endTime":1983.3729999999998,"body":"So I'm glad that you touched on"},{"speaker":"Brandee Gaar","startTime":1980.2030000000002,"endTime":1983.3729999999998,"body":"that because I think the wedding"},{"speaker":"Brandee Gaar","startTime":1983.3729999999998,"endTime":1988.2630000000001,"body":"industry as a broad scope is, is"},{"speaker":"Brandee Gaar","startTime":1983.3729999999998,"endTime":1988.2630000000001,"body":"kind of a downer at the moment."},{"speaker":"Brandee Gaar","startTime":1988.2630000000001,"endTime":1991.773,"body":"I think there's a lot of people"},{"speaker":"Brandee Gaar","startTime":1988.2630000000001,"endTime":1991.773,"body":"telling you it's not possible"},{"speaker":"Brandee Gaar","startTime":1991.773,"endTime":1994.803,"body":"to win in this economy and I'm"},{"speaker":"Brandee Gaar","startTime":1991.773,"endTime":1994.803,"body":"like, but you can, I'm watching"},{"speaker":"Brandee Gaar","startTime":1994.803,"endTime":1996.7030000000002,"body":"it happen right before my eyes."},{"speaker":"Gemma Sherry","startTime":1997.2540000000001,"endTime":1998.7839999999999,"body":"it's, it's"},{"speaker":"Gemma Sherry","startTime":1997.2540000000001,"endTime":1998.7839999999999,"body":"funny anywhere else."},{"speaker":"Gemma Sherry","startTime":1998.7839999999999,"endTime":2001.1740000000002,"body":"I look online, people are"},{"speaker":"Gemma Sherry","startTime":1998.7839999999999,"endTime":2001.1740000000002,"body":"saying, Oh, leads are down,"},{"speaker":"Gemma Sherry","startTime":2001.1740000000002,"endTime":2002.294,"body":"all this bad stuff happening."},{"speaker":"Gemma Sherry","startTime":2002.294,"endTime":2003.454,"body":"Everyone's very negative."},{"speaker":"Gemma Sherry","startTime":2003.7540000000001,"endTime":2006.8639999999998,"body":"And then I go to your page and"},{"speaker":"Gemma Sherry","startTime":2003.7540000000001,"endTime":2006.8639999999998,"body":"you know, and I work with all"},{"speaker":"Gemma Sherry","startTime":2006.8639999999998,"endTime":2009.414,"body":"the people in the next level"},{"speaker":"Gemma Sherry","startTime":2006.8639999999998,"endTime":2009.414,"body":"group and everyone's killing it."},{"speaker":"Gemma Sherry","startTime":2009.4240000000002,"endTime":2010.5240000000001,"body":"Like everyone's positive."},{"speaker":"Gemma Sherry","startTime":2010.5339999999999,"endTime":2012.394,"body":"Everyone's like, you've"},{"speaker":"Gemma Sherry","startTime":2010.5339999999999,"endTime":2012.394,"body":"got to be an action"},{"speaker":"Gemma Sherry","startTime":2012.4040000000002,"endTime":2013.6540000000002,"body":"taker in your business."},{"speaker":"Gemma Sherry","startTime":2013.9040000000002,"endTime":2015.6339999999998,"body":"these people that are saying"},{"speaker":"Gemma Sherry","startTime":2013.9040000000002,"endTime":2015.6339999999998,"body":"it's down, it's like, well,"},{"speaker":"Gemma Sherry","startTime":2015.6339999999998,"endTime":2018.2740000000001,"body":"what are you doing in your"},{"speaker":"Gemma Sherry","startTime":2015.6339999999998,"endTime":2018.2740000000001,"body":"business to grow your business?"},{"speaker":"Gemma Sherry","startTime":2018.2839999999999,"endTime":2020.454,"body":"Like if you're just sitting"},{"speaker":"Gemma Sherry","startTime":2018.2839999999999,"endTime":2020.454,"body":"there going like, Oh, like"},{"speaker":"Gemma Sherry","startTime":2020.5339999999999,"endTime":2022.2140000000002,"body":"I'm getting no leads or"},{"speaker":"Gemma Sherry","startTime":2020.5339999999999,"endTime":2022.2140000000002,"body":"this is not happening."},{"speaker":"Gemma Sherry","startTime":2022.2140000000002,"endTime":2022.7790000000002,"body":"I'm like, well, what are you?"},{"speaker":"Gemma Sherry","startTime":2022.869,"endTime":2023.459,"body":"What are you doing?"},{"speaker":"Gemma Sherry","startTime":2023.459,"endTime":2024.209,"body":"What could you do?"},{"speaker":"Gemma Sherry","startTime":2024.5290000000002,"endTime":2027.3790000000001,"body":"And I love that the next level"},{"speaker":"Gemma Sherry","startTime":2024.5290000000002,"endTime":2027.3790000000001,"body":"group is about taking action."},{"speaker":"Gemma Sherry","startTime":2027.459,"endTime":2029.8190000000002,"body":"What are your next steps"},{"speaker":"Gemma Sherry","startTime":2027.459,"endTime":2029.8190000000002,"body":"looking towards the future"},{"speaker":"Gemma Sherry","startTime":2030.0290000000002,"endTime":2031.8590000000002,"body":"rather than just being"},{"speaker":"Gemma Sherry","startTime":2030.0290000000002,"endTime":2031.8590000000002,"body":"like, this is how it is."},{"speaker":"Gemma Sherry","startTime":2031.8590000000002,"endTime":2032.8990000000001,"body":"I'm just going to deal with it."},{"speaker":"Brandee Gaar","startTime":2033.4089999999999,"endTime":2034.2389999999998,"body":"Oh my gosh."},{"speaker":"Brandee Gaar","startTime":2034.289,"endTime":2036.1490000000001,"body":"I could not have said"},{"speaker":"Brandee Gaar","startTime":2034.289,"endTime":2036.1490000000001,"body":"that better myself."},{"speaker":"Brandee Gaar","startTime":2036.1490000000001,"endTime":2038.459,"body":"We'll just use that transcript"},{"speaker":"Brandee Gaar","startTime":2036.1490000000001,"endTime":2038.459,"body":"and just post it everywhere."},{"speaker":"Brandee Gaar","startTime":2038.459,"endTime":2039.559,"body":"That's so good, Gemma."},{"speaker":"Brandee Gaar","startTime":2039.959,"endTime":2040.5089999999998,"body":"I love it."},{"speaker":"Brandee Gaar","startTime":2040.9289999999999,"endTime":2044.369,"body":"Okay, so tell us what's"},{"speaker":"Brandee Gaar","startTime":2040.9289999999999,"endTime":2044.369,"body":"next for Loved Up DJs."},{"speaker":"Brandee Gaar","startTime":2044.4089999999999,"endTime":2046.439,"body":"Like what's your next big goal?"},{"speaker":"Brandee Gaar","startTime":2046.439,"endTime":2048.0589999999997,"body":"What are you working"},{"speaker":"Brandee Gaar","startTime":2046.439,"endTime":2048.0589999999997,"body":"on right now?"},{"speaker":"Brandee Gaar","startTime":2048.1189999999997,"endTime":2049.569,"body":"And we can cheer"},{"speaker":"Brandee Gaar","startTime":2048.1189999999997,"endTime":2049.569,"body":"you on for that."},{"speaker":"Gemma Sherry","startTime":2050.129,"endTime":2051.019,"body":"Yeah, that's great."},{"speaker":"Gemma Sherry","startTime":2051.019,"endTime":2052.8689999999997,"body":"Well, I think as a business"},{"speaker":"Gemma Sherry","startTime":2051.019,"endTime":2052.8689999999997,"body":"owner, you never feel ready,"},{"speaker":"Gemma Sherry","startTime":2052.8889999999997,"endTime":2054.089,"body":"like done already, right?"},{"speaker":"Gemma Sherry","startTime":2054.089,"endTime":2055.169,"body":"There's always more to do."},{"speaker":"Gemma Sherry","startTime":2055.1989999999996,"endTime":2057.029,"body":"I didn't even want to do"},{"speaker":"Gemma Sherry","startTime":2055.1989999999996,"endTime":2057.029,"body":"the call today, um, which"},{"speaker":"Gemma Sherry","startTime":2057.049,"endTime":2059.839,"body":"I wanted to like say to our"},{"speaker":"Gemma Sherry","startTime":2057.049,"endTime":2059.839,"body":"viewers that like, when we"},{"speaker":"Gemma Sherry","startTime":2059.839,"endTime":2061.6389999999997,"body":"first spoke, I was like, I"},{"speaker":"Gemma Sherry","startTime":2059.839,"endTime":2061.6389999999997,"body":"don't know if I'm ready yet."},{"speaker":"Gemma Sherry","startTime":2061.649,"endTime":2063.3489999999997,"body":"Like, I don't feel like"},{"speaker":"Gemma Sherry","startTime":2061.649,"endTime":2063.3489999999997,"body":"I've ticked all the"},{"speaker":"Gemma Sherry","startTime":2063.359,"endTime":2065.8289999999997,"body":"boxes in my business,"},{"speaker":"Gemma Sherry","startTime":2063.359,"endTime":2065.8289999999997,"body":"but you reminded me that."},{"speaker":"Gemma Sherry","startTime":2066.084,"endTime":2068.334,"body":"You know, all the things that I"},{"speaker":"Gemma Sherry","startTime":2066.084,"endTime":2068.334,"body":"have, all the wins we have had"},{"speaker":"Gemma Sherry","startTime":2068.334,"endTime":2070.754,"body":"as a business, and that you're"},{"speaker":"Gemma Sherry","startTime":2068.334,"endTime":2070.754,"body":"never done as a business owner."},{"speaker":"Gemma Sherry","startTime":2070.754,"endTime":2071.794,"body":"You're always growing."},{"speaker":"Gemma Sherry","startTime":2072.1339999999996,"endTime":2074.8839999999996,"body":"So, um, and that's what"},{"speaker":"Gemma Sherry","startTime":2072.1339999999996,"endTime":2074.8839999999996,"body":"people want to hear, right?"},{"speaker":"Gemma Sherry","startTime":2074.924,"endTime":2076.564,"body":"That's what you want to hear"},{"speaker":"Gemma Sherry","startTime":2074.924,"endTime":2076.564,"body":"as a new business owner."},{"speaker":"Gemma Sherry","startTime":2076.9539999999997,"endTime":2078.564,"body":"Um, the future for Loved Up."},{"speaker":"Gemma Sherry","startTime":2078.564,"endTime":2079.9539999999997,"body":"Well, I would love"},{"speaker":"Gemma Sherry","startTime":2078.564,"endTime":2079.9539999999997,"body":"to grow it more."},{"speaker":"Gemma Sherry","startTime":2079.9539999999997,"endTime":2080.874,"body":"That's the plan."},{"speaker":"Gemma Sherry","startTime":2081.144,"endTime":2084.209,"body":"Uh, and You probably grow"},{"speaker":"Gemma Sherry","startTime":2081.144,"endTime":2084.209,"body":"into different states."},{"speaker":"Gemma Sherry","startTime":2084.209,"endTime":2086.939,"body":"I'd love to have, you know,"},{"speaker":"Gemma Sherry","startTime":2084.209,"endTime":2086.939,"body":"like satellite offices in"},{"speaker":"Gemma Sherry","startTime":2086.939,"endTime":2089.669,"body":"multiple states in America,"},{"speaker":"Gemma Sherry","startTime":2086.939,"endTime":2089.669,"body":"possibly internationally."},{"speaker":"Gemma Sherry","startTime":2089.999,"endTime":2092.589,"body":"Um, and obviously I have my"},{"speaker":"Gemma Sherry","startTime":2089.999,"endTime":2092.589,"body":"video business as well, which"},{"speaker":"Gemma Sherry","startTime":2092.589,"endTime":2095.3689999999997,"body":"I started, so I'd love to grow"},{"speaker":"Gemma Sherry","startTime":2092.589,"endTime":2095.3689999999997,"body":"that more and have that a bit"},{"speaker":"Gemma Sherry","startTime":2095.3689999999997,"endTime":2098.189,"body":"more as an established, arm"},{"speaker":"Gemma Sherry","startTime":2095.3689999999997,"endTime":2098.189,"body":"of the, of the main company."},{"speaker":"Brandee Gaar","startTime":2098.8089999999997,"endTime":2101.3889999999997,"body":"Yes, I love"},{"speaker":"Brandee Gaar","startTime":2098.8089999999997,"endTime":2101.3889999999997,"body":"that you're adding on video"},{"speaker":"Brandee Gaar","startTime":2101.4289999999996,"endTime":2103.879,"body":"and you're not just adding"},{"speaker":"Brandee Gaar","startTime":2101.4289999999996,"endTime":2103.879,"body":"on video, but you're it."},{"speaker":"Brandee Gaar","startTime":2104.1589999999997,"endTime":2106.649,"body":"You're doing the super"},{"speaker":"Brandee Gaar","startTime":2104.1589999999997,"endTime":2106.649,"body":"eight video, right?"},{"speaker":"Gemma Sherry","startTime":2107.3839999999996,"endTime":2109.9139999999998,"body":"Yeah, Super"},{"speaker":"Gemma Sherry","startTime":2107.3839999999996,"endTime":2109.9139999999998,"body":"8 and like VHS camcorder."},{"speaker":"Gemma Sherry","startTime":2109.9139999999998,"endTime":2112.8839999999996,"body":"So all vintage retro,"},{"speaker":"Gemma Sherry","startTime":2109.9139999999998,"endTime":2112.8839999999996,"body":"um, videography."},{"speaker":"Brandee Gaar","startTime":2113.669,"endTime":2115.799,"body":"Which the"},{"speaker":"Brandee Gaar","startTime":2113.669,"endTime":2115.799,"body":"reason I, the only reason I"},{"speaker":"Brandee Gaar","startTime":2115.9089999999997,"endTime":2119.1589999999997,"body":"touch on that is because it"},{"speaker":"Brandee Gaar","startTime":2115.9089999999997,"endTime":2119.1589999999997,"body":"matches your brand so well,"},{"speaker":"Brandee Gaar","startTime":2119.169,"endTime":2120.8689999999997,"body":"like it's so on brand for you."},{"speaker":"Brandee Gaar","startTime":2121.2889999999998,"endTime":2124.149,"body":"When you first told me, I"},{"speaker":"Brandee Gaar","startTime":2121.2889999999998,"endTime":2124.149,"body":"was like, that just actually"},{"speaker":"Brandee Gaar","startTime":2124.149,"endTime":2125.4689999999996,"body":"makes so much sense."},{"speaker":"Brandee Gaar","startTime":2125.549,"endTime":2129.0589999999997,"body":"And you know, sometimes we"},{"speaker":"Brandee Gaar","startTime":2125.549,"endTime":2129.0589999999997,"body":"just like grasp at straws of"},{"speaker":"Brandee Gaar","startTime":2129.069,"endTime":2131.1389999999997,"body":"additional revenue streams"},{"speaker":"Brandee Gaar","startTime":2129.069,"endTime":2131.1389999999997,"body":"to add into our business."},{"speaker":"Brandee Gaar","startTime":2131.1389999999997,"endTime":2133.339,"body":"So if you were just kind"},{"speaker":"Brandee Gaar","startTime":2131.1389999999997,"endTime":2133.339,"body":"of like, yeah, I mean, we"},{"speaker":"Brandee Gaar","startTime":2133.339,"endTime":2136.569,"body":"added on videography, And"},{"speaker":"Brandee Gaar","startTime":2133.339,"endTime":2136.569,"body":"there was no branding to it."},{"speaker":"Brandee Gaar","startTime":2136.5789999999997,"endTime":2138.749,"body":"This fits your brand so well."},{"speaker":"Brandee Gaar","startTime":2138.779,"endTime":2141.9489999999996,"body":"It perfectly fits your"},{"speaker":"Brandee Gaar","startTime":2138.779,"endTime":2141.9489999999996,"body":"clientele, I think, as well."},{"speaker":"Brandee Gaar","startTime":2142.379,"endTime":2144.629,"body":"So it's like a really"},{"speaker":"Brandee Gaar","startTime":2142.379,"endTime":2144.629,"body":"easy add on for you guys."},{"speaker":"Gemma Sherry","startTime":2145.2019999999998,"endTime":2146.412,"body":"Yeah,"},{"speaker":"Gemma Sherry","startTime":2145.2019999999998,"endTime":2146.412,"body":"that's what I, that's why"},{"speaker":"Gemma Sherry","startTime":2146.412,"endTime":2147.5119999999997,"body":"I do love videography."},{"speaker":"Gemma Sherry","startTime":2147.5119999999997,"endTime":2148.332,"body":"It's a passion of mine."},{"speaker":"Gemma Sherry","startTime":2148.332,"endTime":2149.412,"body":"That's why I started it."},{"speaker":"Gemma Sherry","startTime":2149.412,"endTime":2152.4219999999996,"body":"But I also did think it was a"},{"speaker":"Gemma Sherry","startTime":2149.412,"endTime":2152.4219999999996,"body":"really good alignment with the"},{"speaker":"Gemma Sherry","startTime":2152.4219999999996,"endTime":2154.932,"body":"brand and with the DJ business."},{"speaker":"Gemma Sherry","startTime":2154.9719999999998,"endTime":2157.542,"body":"So, cause I see some businesses"},{"speaker":"Gemma Sherry","startTime":2154.9719999999998,"endTime":2157.542,"body":"just add on products because I"},{"speaker":"Gemma Sherry","startTime":2157.5519999999997,"endTime":2160.0919999999996,"body":"think it's trendy or like they"},{"speaker":"Gemma Sherry","startTime":2157.5519999999997,"endTime":2160.0919999999996,"body":"just want to make extra money."},{"speaker":"Gemma Sherry","startTime":2160.312,"endTime":2161.9519999999998,"body":"It really wasn't that for us."},{"speaker":"Gemma Sherry","startTime":2161.9519999999998,"endTime":2163.6319999999996,"body":"It was more like, I'm"},{"speaker":"Gemma Sherry","startTime":2161.9519999999998,"endTime":2163.6319999999996,"body":"passionate about this"},{"speaker":"Gemma Sherry","startTime":2163.662,"endTime":2164.6119999999996,"body":"and it aligns with us."},{"speaker":"Brandee Gaar","startTime":2165.413,"endTime":2165.703,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":2165.7329999999997,"endTime":2166.923,"body":"It's a passion project for sure."},{"speaker":"Brandee Gaar","startTime":2167.4429999999998,"endTime":2170.6229999999996,"body":"Um, going back, I wasn't sure"},{"speaker":"Brandee Gaar","startTime":2167.4429999999998,"endTime":2170.6229999999996,"body":"what, I wasn't going to bring"},{"speaker":"Brandee Gaar","startTime":2170.6229999999996,"endTime":2173.093,"body":"it up and I wasn't sure whether"},{"speaker":"Brandee Gaar","startTime":2170.6229999999996,"endTime":2173.093,"body":"you would either, but I do want"},{"speaker":"Brandee Gaar","startTime":2173.093,"endTime":2177.163,"body":"to touch on for a second that"},{"speaker":"Brandee Gaar","startTime":2173.093,"endTime":2177.163,"body":"Gemma was very anxious about"},{"speaker":"Brandee Gaar","startTime":2177.163,"endTime":2179.673,"body":"doing this show in terms of"},{"speaker":"Brandee Gaar","startTime":2177.163,"endTime":2179.673,"body":"just like, she was like, I,"},{"speaker":"Brandee Gaar","startTime":2179.723,"endTime":2182.2529999999997,"body":"you know, I want to be able"},{"speaker":"Brandee Gaar","startTime":2179.723,"endTime":2182.2529999999997,"body":"to be like your star student."},{"speaker":"Brandee Gaar","startTime":2182.283,"endTime":2184.903,"body":"I want to be, you know,"},{"speaker":"Brandee Gaar","startTime":2182.283,"endTime":2184.903,"body":"the one I want to have"},{"speaker":"Brandee Gaar","startTime":2184.9129999999996,"endTime":2185.8329999999996,"body":"reached the pinnacle."},{"speaker":"Brandee Gaar","startTime":2185.8379999999997,"endTime":2187.093,"body":"And I was like, what pinnacle?"},{"speaker":"Brandee Gaar","startTime":2187.133,"endTime":2192.0129999999995,"body":"Like, there's no, there's"},{"speaker":"Brandee Gaar","startTime":2187.133,"endTime":2192.0129999999995,"body":"no, I've reached the top."},{"speaker":"Brandee Gaar","startTime":2192.488,"endTime":2196.3979999999997,"body":"And what's so cool about"},{"speaker":"Brandee Gaar","startTime":2192.488,"endTime":2196.3979999999997,"body":"doing these student stories is"},{"speaker":"Brandee Gaar","startTime":2196.9379999999996,"endTime":2201.5779999999995,"body":"there are so many wedding pros"},{"speaker":"Brandee Gaar","startTime":2196.9379999999996,"endTime":2201.5779999999995,"body":"that are listening right now."},{"speaker":"Brandee Gaar","startTime":2201.5779999999995,"endTime":2203.3879999999995,"body":"I'm sure some of you have"},{"speaker":"Brandee Gaar","startTime":2201.5779999999995,"endTime":2203.3879999999995,"body":"listened to this and been like,"},{"speaker":"Brandee Gaar","startTime":2203.428,"endTime":2205.0979999999995,"body":"Oh my gosh, like, this is me."},{"speaker":"Brandee Gaar","startTime":2205.1379999999995,"endTime":2207.0679999999998,"body":"This is what I've gone through."},{"speaker":"Brandee Gaar","startTime":2207.0679999999998,"endTime":2208.1579999999994,"body":"This is what I'm going through."},{"speaker":"Brandee Gaar","startTime":2208.1679999999997,"endTime":2209.468,"body":"This is what I'm afraid of."},{"speaker":"Brandee Gaar","startTime":2209.562,"endTime":2211.448,"body":"And that's why I love"},{"speaker":"Brandee Gaar","startTime":2209.562,"endTime":2211.448,"body":"these student stories is"},{"speaker":"Brandee Gaar","startTime":2211.448,"endTime":2215.3379999999997,"body":"because it's like, you know,"},{"speaker":"Brandee Gaar","startTime":2211.448,"endTime":2215.3379999999997,"body":"you never reach the top."},{"speaker":"Brandee Gaar","startTime":2215.3379999999997,"endTime":2218.718,"body":"We're always all growing and"},{"speaker":"Brandee Gaar","startTime":2215.3379999999997,"endTime":2218.718,"body":"building and strategizing and"},{"speaker":"Brandee Gaar","startTime":2218.718,"endTime":2220.1479999999997,"body":"figuring out the next things."},{"speaker":"Brandee Gaar","startTime":2220.1479999999997,"endTime":2222.3679999999995,"body":"And that's what I love"},{"speaker":"Brandee Gaar","startTime":2220.1479999999997,"endTime":2222.3679999999995,"body":"working with wedding pros on."},{"speaker":"Brandee Gaar","startTime":2222.3679999999995,"endTime":2225.653,"body":"And that's That's why I love"},{"speaker":"Brandee Gaar","startTime":2222.3679999999995,"endTime":2225.653,"body":"the coaching is because I'm"},{"speaker":"Brandee Gaar","startTime":2225.7029999999995,"endTime":2230.2829999999994,"body":"able to say, okay, what about"},{"speaker":"Brandee Gaar","startTime":2225.7029999999995,"endTime":2230.2829999999994,"body":"if we did X, Y, Z, right?"},{"speaker":"Brandee Gaar","startTime":2230.2829999999994,"endTime":2232.5429999999997,"body":"And, and we can try different"},{"speaker":"Brandee Gaar","startTime":2230.2829999999994,"endTime":2232.5429999999997,"body":"things and bounce different"},{"speaker":"Brandee Gaar","startTime":2232.553,"endTime":2234.8529999999996,"body":"things off of each other,"},{"speaker":"Brandee Gaar","startTime":2232.553,"endTime":2234.8529999999996,"body":"but I'm so glad that you"},{"speaker":"Brandee Gaar","startTime":2234.8529999999996,"endTime":2235.553,"body":"brought that up, Gemma."},{"speaker":"Brandee Gaar","startTime":2235.5629999999996,"endTime":2239.2129999999997,"body":"And I'm, I'm thrilled that"},{"speaker":"Brandee Gaar","startTime":2235.5629999999996,"endTime":2239.2129999999997,"body":"you agreed to come on the show"},{"speaker":"Brandee Gaar","startTime":2239.3529999999996,"endTime":2245.0329999999994,"body":"and share your story because I"},{"speaker":"Brandee Gaar","startTime":2239.3529999999996,"endTime":2245.0329999999994,"body":"resonated with this story today."},{"speaker":"Brandee Gaar","startTime":2245.5229999999997,"endTime":2246.0629999999996,"body":"And."},{"speaker":"Brandee Gaar","startTime":2246.2029999999995,"endTime":2249.4429999999998,"body":"I'm really, really excited to"},{"speaker":"Brandee Gaar","startTime":2246.2029999999995,"endTime":2249.4429999999998,"body":"see where you go from here."},{"speaker":"Brandee Gaar","startTime":2249.4429999999998,"endTime":2252.2429999999995,"body":"Like it in next year,"},{"speaker":"Brandee Gaar","startTime":2249.4429999999998,"endTime":2252.2429999999995,"body":"at the same time, are we"},{"speaker":"Brandee Gaar","startTime":2252.2429999999995,"endTime":2255.0829999999996,"body":"going to be like, wow,"},{"speaker":"Brandee Gaar","startTime":2252.2429999999995,"endTime":2255.0829999999996,"body":"Gemma's now in 10 states?"},{"speaker":"Brandee Gaar","startTime":2255.093,"endTime":2256.863,"body":"I don't know, but it's going to"},{"speaker":"Gemma Sherry","startTime":2256.892,"endTime":2257.5719999999997,"body":"I hope so."},{"speaker":"Brandee Gaar","startTime":2257.872,"endTime":2258.1229999999996,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":2258.1229999999996,"endTime":2259.3129999999996,"body":"It's going to be"},{"speaker":"Brandee Gaar","startTime":2258.1229999999996,"endTime":2259.3129999999996,"body":"really fun to watch."},{"speaker":"Brandee Gaar","startTime":2259.323,"endTime":2259.553,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":2259.553,"endTime":2262.7329999999997,"body":"Gemma, where can everybody"},{"speaker":"Brandee Gaar","startTime":2259.553,"endTime":2262.7329999999997,"body":"go say hi and tell you that"},{"speaker":"Brandee Gaar","startTime":2262.7329999999997,"endTime":2263.7629999999995,"body":"they heard you on the show?"},{"speaker":"Gemma Sherry","startTime":2264.0629999999996,"endTime":2267.2729999999997,"body":"Uh, you can come"},{"speaker":"Gemma Sherry","startTime":2264.0629999999996,"endTime":2267.2729999999997,"body":"to our Instagram, um, which is"},{"speaker":"Gemma Sherry","startTime":2267.3929999999996,"endTime":2271.6829999999995,"body":"at luvdupdjs, L U V D U P D J S."},{"speaker":"Gemma Sherry","startTime":2271.883,"endTime":2273.7129999999997,"body":"definitely send me"},{"speaker":"Gemma Sherry","startTime":2271.883,"endTime":2273.7129999999997,"body":"a DM and say hi."},{"speaker":"Gemma Sherry","startTime":2273.7429999999995,"endTime":2276.843,"body":"If you are a wedding pro"},{"speaker":"Gemma Sherry","startTime":2273.7429999999995,"endTime":2276.843,"body":"and struggling and feel like"},{"speaker":"Gemma Sherry","startTime":2277.0229999999997,"endTime":2279.303,"body":"any of this like resonated"},{"speaker":"Gemma Sherry","startTime":2277.0229999999997,"endTime":2279.303,"body":"with you, please DM me."},{"speaker":"Gemma Sherry","startTime":2279.303,"endTime":2280.2829999999994,"body":"I'm happy to chat."},{"speaker":"Gemma Sherry","startTime":2280.5129999999995,"endTime":2281.7029999999995,"body":"Um, and I also sing."},{"speaker":"Gemma Sherry","startTime":2281.7029999999995,"endTime":2284.4129999999996,"body":"Brandee's praises and please"},{"speaker":"Gemma Sherry","startTime":2281.7029999999995,"endTime":2284.4129999999996,"body":"come and join the next level"},{"speaker":"Gemma Sherry","startTime":2284.4129999999996,"endTime":2287.093,"body":"group or any of the groups"},{"speaker":"Gemma Sherry","startTime":2284.4129999999996,"endTime":2287.093,"body":"that Brandee has, because it's"},{"speaker":"Gemma Sherry","startTime":2287.093,"endTime":2289.7829999999994,"body":"just been invaluable for me"},{"speaker":"Gemma Sherry","startTime":2287.093,"endTime":2289.7829999999994,"body":"growing as a business owner and"},{"speaker":"Gemma Sherry","startTime":2289.7829999999994,"endTime":2292.903,"body":"feeling supported and know that"},{"speaker":"Gemma Sherry","startTime":2289.7829999999994,"endTime":2292.903,"body":"I'm not alone in this journey."},{"speaker":"Gemma Sherry","startTime":2293.1429999999996,"endTime":2294.613,"body":"I really hope that"},{"speaker":"Gemma Sherry","startTime":2293.1429999999996,"endTime":2294.613,"body":"this conversation has"},{"speaker":"Gemma Sherry","startTime":2294.613,"endTime":2295.5429999999997,"body":"helped other people."},{"speaker":"Gemma Sherry","startTime":2295.5629999999996,"endTime":2296.113,"body":"you can do it."},{"speaker":"Brandee Gaar","startTime":2296.6029999999996,"endTime":2297.1029999999996,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":2297.1229999999996,"endTime":2298.7929999999997,"body":"Yes, it definitely has Gemma."},{"speaker":"Brandee Gaar","startTime":2298.7929999999997,"endTime":2301.053,"body":"Thank you so much for sharing"},{"speaker":"Brandee Gaar","startTime":2298.7929999999997,"endTime":2301.053,"body":"your story with us today."},{"speaker":"Brandee Gaar","startTime":2301.053,"endTime":2301.9429999999998,"body":"I appreciate it."},{"speaker":"Gemma Sherry","startTime":2301.9429999999998,"endTime":2302.1629999999996,"body":"That's right."},{"speaker":"Gemma Sherry","startTime":2302.3329999999996,"endTime":2303.173,"body":"Thank you so much."}]}