{"version":"1.0.0","segments":[{"speaker":"Brandee Gaar","startTime":0.0,"endTime":1.939,"body":"Are you tired"},{"speaker":"Brandee Gaar","startTime":0.0,"endTime":1.939,"body":"of working with clients"},{"speaker":"Brandee Gaar","startTime":1.939,"endTime":4.85,"body":"who constantly haggle over"},{"speaker":"Brandee Gaar","startTime":1.939,"endTime":4.85,"body":"your price or ask you to"},{"speaker":"Brandee Gaar","startTime":4.85,"endTime":7.229,"body":"discount or ask you to"},{"speaker":"Brandee Gaar","startTime":4.85,"endTime":7.229,"body":"throw in additional items?"},{"speaker":"Brandee Gaar","startTime":7.329,"endTime":8.17,"body":"Let's be real."},{"speaker":"Brandee Gaar","startTime":8.21,"endTime":11.079,"body":"Those type of clients will"},{"speaker":"Brandee Gaar","startTime":8.21,"endTime":11.079,"body":"literally not only just"},{"speaker":"Brandee Gaar","startTime":11.25,"endTime":14.259,"body":"drain your energy, but"},{"speaker":"Brandee Gaar","startTime":11.25,"endTime":14.259,"body":"drain your bank account too."},{"speaker":"Brandee Gaar","startTime":14.259,"endTime":17.059,"body":"And so on today's show, we"},{"speaker":"Brandee Gaar","startTime":14.259,"endTime":17.059,"body":"are talking all about how to"},{"speaker":"Brandee Gaar","startTime":17.059,"endTime":20.209,"body":"close higher ticket clients"},{"speaker":"Brandee Gaar","startTime":17.059,"endTime":20.209,"body":"and exactly what you need to"},{"speaker":"Brandee Gaar","startTime":20.209,"endTime":24.699,"body":"do to start drawing in these"},{"speaker":"Brandee Gaar","startTime":20.209,"endTime":24.699,"body":"ideal high ticket clients."},{"speaker":"Brandee Gaar","startTime":24.799,"endTime":26.919,"body":"And close them effectively."},{"speaker":"Brandee Gaar","startTime":28.754,"endTime":29.724,"body":"Hey there, CEOs."},{"speaker":"Brandee Gaar","startTime":29.724,"endTime":32.404,"body":"Welcome to the Wedding Pro"},{"speaker":"Brandee Gaar","startTime":29.724,"endTime":32.404,"body":"CEO podcast, the podcast to"},{"speaker":"Brandee Gaar","startTime":32.404,"endTime":35.754,"body":"help you grow and scale your"},{"speaker":"Brandee Gaar","startTime":32.404,"endTime":35.754,"body":"profitable wedding business."},{"speaker":"Brandee Gaar","startTime":35.754,"endTime":37.054,"body":"I'm your host Brandee Gaar."},{"speaker":"Brandee Gaar","startTime":37.084,"endTime":40.134,"body":"And today we're digging into"},{"speaker":"Brandee Gaar","startTime":37.084,"endTime":40.134,"body":"all the things surrounding"},{"speaker":"Brandee Gaar","startTime":40.134,"endTime":41.324,"body":"high ticket clients."},{"speaker":"Brandee Gaar","startTime":41.324,"endTime":44.234,"body":"Now let's be clear before"},{"speaker":"Brandee Gaar","startTime":41.324,"endTime":44.234,"body":"we start that this is not."},{"speaker":"Brandee Gaar","startTime":44.274,"endTime":46.114,"body":"Everyone's market, right?"},{"speaker":"Brandee Gaar","startTime":46.344,"endTime":49.524,"body":"Some of you might be like,"},{"speaker":"Brandee Gaar","startTime":46.344,"endTime":49.524,"body":"Hey, Brandee, I really love"},{"speaker":"Brandee Gaar","startTime":49.584,"endTime":53.184,"body":"working with DIY clients or a"},{"speaker":"Brandee Gaar","startTime":49.584,"endTime":53.184,"body":"more budget conscious client."},{"speaker":"Brandee Gaar","startTime":53.284,"endTime":54.944,"body":"And that is totally fine."},{"speaker":"Brandee Gaar","startTime":55.104,"endTime":58.984,"body":"Even if you're in a more cost"},{"speaker":"Brandee Gaar","startTime":55.104,"endTime":58.984,"body":"effective niche in your market,"},{"speaker":"Brandee Gaar","startTime":59.164,"endTime":62.504,"body":"you still want to make sure that"},{"speaker":"Brandee Gaar","startTime":59.164,"endTime":62.504,"body":"you're charging appropriately"},{"speaker":"Brandee Gaar","startTime":62.534,"endTime":64.654,"body":"and that you feel really"},{"speaker":"Brandee Gaar","startTime":62.534,"endTime":64.654,"body":"confident about what you're"},{"speaker":"Brandee Gaar","startTime":64.654,"endTime":68.604,"body":"charging so that you're charging"},{"speaker":"Brandee Gaar","startTime":64.654,"endTime":68.604,"body":"not just what you're worth, but"},{"speaker":"Brandee Gaar","startTime":68.604,"endTime":72.014,"body":"what it takes to profitably run"},{"speaker":"Brandee Gaar","startTime":68.604,"endTime":72.014,"body":"your business and ensure that"},{"speaker":"Brandee Gaar","startTime":72.024,"endTime":73.634,"body":"you're making a salary from it."},{"speaker":"Brandee Gaar","startTime":73.874,"endTime":76.15,"body":"So I didn't want you to get"},{"speaker":"Brandee Gaar","startTime":73.874,"endTime":76.15,"body":"into this episode and be like,"},{"speaker":"Brandee Gaar","startTime":76.19,"endTime":78.61,"body":"ah, Brandee, I don't know that"},{"speaker":"Brandee Gaar","startTime":76.19,"endTime":78.61,"body":"I want to work with luxury."},{"speaker":"Brandee Gaar","startTime":78.65,"endTime":79.94,"body":"That's not what we're"},{"speaker":"Brandee Gaar","startTime":78.65,"endTime":79.94,"body":"talking about here."},{"speaker":"Brandee Gaar","startTime":80.04,"endTime":81.13,"body":"Not everybody has to work with."},{"speaker":"Brandee Gaar","startTime":81.32,"endTime":84.66,"body":"Luxury, but you do have to make"},{"speaker":"Brandee Gaar","startTime":81.32,"endTime":84.66,"body":"sure that you're confidently"},{"speaker":"Brandee Gaar","startTime":84.67,"endTime":88.61,"body":"charging and selling enough"},{"speaker":"Brandee Gaar","startTime":84.67,"endTime":88.61,"body":"money to run your business"},{"speaker":"Brandee Gaar","startTime":88.61,"endTime":90.3,"body":"effectively and sustainably."},{"speaker":"Brandee Gaar","startTime":91.274,"endTime":94.674,"body":"First of all, let's talk about"},{"speaker":"Brandee Gaar","startTime":91.274,"endTime":94.674,"body":"your mindset because everything"},{"speaker":"Brandee Gaar","startTime":94.684,"endTime":96.884,"body":"starts with your mindset."},{"speaker":"Brandee Gaar","startTime":96.984,"endTime":99.184,"body":"and you guys may know, I"},{"speaker":"Brandee Gaar","startTime":96.984,"endTime":99.184,"body":"talk about this on the show"},{"speaker":"Brandee Gaar","startTime":99.204,"endTime":102.334,"body":"a lot, I'm really not much"},{"speaker":"Brandee Gaar","startTime":99.204,"endTime":102.334,"body":"of a mindset girly though."},{"speaker":"Brandee Gaar","startTime":102.334,"endTime":105.794,"body":"I feel like I might have become"},{"speaker":"Brandee Gaar","startTime":102.334,"endTime":105.794,"body":"one over the years, but I don't"},{"speaker":"Brandee Gaar","startTime":105.794,"endTime":107.084,"body":"want you to skip this step."},{"speaker":"Brandee Gaar","startTime":107.184,"endTime":110.134,"body":"I tend to skip the woo and I'm"},{"speaker":"Brandee Gaar","startTime":107.184,"endTime":110.134,"body":"like, just tell me how to do it."},{"speaker":"Brandee Gaar","startTime":110.134,"endTime":111.964,"body":"Like tell me the ABC, right?"},{"speaker":"Brandee Gaar","startTime":112.064,"endTime":116.384,"body":"But really importantly"},{"speaker":"Brandee Gaar","startTime":112.064,"endTime":116.384,"body":"is you believing In the"},{"speaker":"Brandee Gaar","startTime":116.384,"endTime":117.314,"body":"service that you're selling."},{"speaker":"Brandee Gaar","startTime":117.414,"endTime":119.044,"body":"And so often we don't get there."},{"speaker":"Brandee Gaar","startTime":119.054,"endTime":121.334,"body":"Like I see this time and"},{"speaker":"Brandee Gaar","startTime":119.054,"endTime":121.334,"body":"time again, when I'm working"},{"speaker":"Brandee Gaar","startTime":121.334,"endTime":123.904,"body":"with pros inside of our"},{"speaker":"Brandee Gaar","startTime":121.334,"endTime":123.904,"body":"programs is they're like,"},{"speaker":"Brandee Gaar","startTime":123.904,"endTime":127.804,"body":"Hey, I jumped my pricing"},{"speaker":"Brandee Gaar","startTime":123.904,"endTime":127.804,"body":"from 4, 000 to 6, 000, but I"},{"speaker":"Brandee Gaar","startTime":127.814,"endTime":129.274,"body":"haven't closed a single sale."},{"speaker":"Brandee Gaar","startTime":129.304,"endTime":130.854,"body":"And I think I"},{"speaker":"Brandee Gaar","startTime":129.304,"endTime":130.854,"body":"raised it too much."},{"speaker":"Brandee Gaar","startTime":130.954,"endTime":133.974,"body":"And I'm like, well, why did you"},{"speaker":"Brandee Gaar","startTime":130.954,"endTime":133.974,"body":"raise it and what brought you"},{"speaker":"Brandee Gaar","startTime":133.974,"endTime":136.024,"body":"there and how did you change"},{"speaker":"Brandee Gaar","startTime":133.974,"endTime":136.024,"body":"your marketing because of it?"},{"speaker":"Brandee Gaar","startTime":136.024,"endTime":138.024,"body":"And how have you changed"},{"speaker":"Brandee Gaar","startTime":136.024,"endTime":138.024,"body":"your sales because of it?"},{"speaker":"Brandee Gaar","startTime":138.124,"endTime":140.194,"body":"And they don't have really"},{"speaker":"Brandee Gaar","startTime":138.124,"endTime":140.194,"body":"any answers to that."},{"speaker":"Brandee Gaar","startTime":140.204,"endTime":142.494,"body":"They just heard that they"},{"speaker":"Brandee Gaar","startTime":140.204,"endTime":142.494,"body":"should make more money."},{"speaker":"Brandee Gaar","startTime":142.564,"endTime":145.454,"body":"Or they weren't converting"},{"speaker":"Brandee Gaar","startTime":142.564,"endTime":145.454,"body":"already at 4, 000 and they"},{"speaker":"Brandee Gaar","startTime":145.454,"endTime":148.164,"body":"were like, well, maybe if"},{"speaker":"Brandee Gaar","startTime":145.454,"endTime":148.164,"body":"I sell at 6, 000, then I'll"},{"speaker":"Brandee Gaar","startTime":148.264,"endTime":149.424,"body":"be able to pay my bills."},{"speaker":"Brandee Gaar","startTime":149.424,"endTime":149.674,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":149.894,"endTime":152.794,"body":"So you don't want to just"},{"speaker":"Brandee Gaar","startTime":149.894,"endTime":152.794,"body":"throw a dart at a number,"},{"speaker":"Brandee Gaar","startTime":152.794,"endTime":154.854,"body":"but you really want to"},{"speaker":"Brandee Gaar","startTime":152.794,"endTime":154.854,"body":"work on your mindset."},{"speaker":"Brandee Gaar","startTime":154.954,"endTime":157.174,"body":"You don't want to just"},{"speaker":"Brandee Gaar","startTime":154.954,"endTime":157.174,"body":"throw a dart at a number."},{"speaker":"Brandee Gaar","startTime":157.184,"endTime":157.904,"body":"We really want to."},{"speaker":"Brandee Gaar","startTime":158.194,"endTime":161.704,"body":"Understand how much it costs"},{"speaker":"Brandee Gaar","startTime":158.194,"endTime":161.704,"body":"you to service each of your"},{"speaker":"Brandee Gaar","startTime":161.704,"endTime":165.124,"body":"packages, how many hours go"},{"speaker":"Brandee Gaar","startTime":161.704,"endTime":165.124,"body":"into them, all the costs that"},{"speaker":"Brandee Gaar","startTime":165.124,"endTime":168.214,"body":"go into that service, which I"},{"speaker":"Brandee Gaar","startTime":165.124,"endTime":168.214,"body":"know so many of us are like, I"},{"speaker":"Brandee Gaar","startTime":168.234,"endTime":169.074,"body":"don't have that much overhead."},{"speaker":"Brandee Gaar","startTime":169.084,"endTime":169.504,"body":"You do."},{"speaker":"Brandee Gaar","startTime":169.514,"endTime":171.874,"body":"You have softwares, you"},{"speaker":"Brandee Gaar","startTime":169.514,"endTime":171.874,"body":"have insurances, you have"},{"speaker":"Brandee Gaar","startTime":171.874,"endTime":173.854,"body":"licensing, you have staff."},{"speaker":"Brandee Gaar","startTime":173.894,"endTime":176.034,"body":"There's lots of different"},{"speaker":"Brandee Gaar","startTime":173.894,"endTime":176.034,"body":"things that you have to pay"},{"speaker":"Brandee Gaar","startTime":176.034,"endTime":177.304,"body":"for as a business owner."},{"speaker":"Brandee Gaar","startTime":177.404,"endTime":178.454,"body":"And that all adds up."},{"speaker":"Brandee Gaar","startTime":178.454,"endTime":181.384,"body":"So once you understand"},{"speaker":"Brandee Gaar","startTime":178.454,"endTime":181.384,"body":"your pricing and you know,"},{"speaker":"Brandee Gaar","startTime":181.559,"endTime":184.419,"body":"okay, this is the price"},{"speaker":"Brandee Gaar","startTime":181.559,"endTime":184.419,"body":"that I need to charge to"},{"speaker":"Brandee Gaar","startTime":184.419,"endTime":186.999,"body":"make sure that I'm making a"},{"speaker":"Brandee Gaar","startTime":184.419,"endTime":186.999,"body":"salary and I'm being paid."},{"speaker":"Brandee Gaar","startTime":187.029,"endTime":188.179,"body":"I'm not working for free."},{"speaker":"Brandee Gaar","startTime":188.279,"endTime":190.409,"body":"And that my business is"},{"speaker":"Brandee Gaar","startTime":188.279,"endTime":190.409,"body":"continuing to be profitable."},{"speaker":"Brandee Gaar","startTime":190.409,"endTime":193.969,"body":"Once you understand all of that,"},{"speaker":"Brandee Gaar","startTime":190.409,"endTime":193.969,"body":"you will much more confidently"},{"speaker":"Brandee Gaar","startTime":193.999,"endTime":197.859,"body":"sell and you have to really"},{"speaker":"Brandee Gaar","startTime":193.999,"endTime":197.859,"body":"know, okay, what I have is what"},{"speaker":"Brandee Gaar","startTime":197.859,"endTime":199.419,"body":"this client is looking for."},{"speaker":"Brandee Gaar","startTime":199.519,"endTime":202.009,"body":"That's why understanding their"},{"speaker":"Brandee Gaar","startTime":199.519,"endTime":202.009,"body":"pain points is so pivotal"},{"speaker":"Brandee Gaar","startTime":202.009,"endTime":204.369,"body":"as well, because If your"},{"speaker":"Brandee Gaar","startTime":202.009,"endTime":204.369,"body":"client is looking for you"},{"speaker":"Brandee Gaar","startTime":204.369,"endTime":208.029,"body":"to bring them expertise and"},{"speaker":"Brandee Gaar","startTime":204.369,"endTime":208.029,"body":"great vendors to work with,"},{"speaker":"Brandee Gaar","startTime":208.049,"endTime":210.709,"body":"or really understand how to"},{"speaker":"Brandee Gaar","startTime":208.049,"endTime":210.709,"body":"pack the dance floor, or they"},{"speaker":"Brandee Gaar","startTime":210.709,"endTime":213.989,"body":"love your way of storytelling"},{"speaker":"Brandee Gaar","startTime":210.709,"endTime":213.989,"body":"in your videos or in your"},{"speaker":"Brandee Gaar","startTime":213.989,"endTime":216.339,"body":"photography, that's something"},{"speaker":"Brandee Gaar","startTime":213.989,"endTime":216.339,"body":"that they're looking for."},{"speaker":"Brandee Gaar","startTime":216.339,"endTime":218.429,"body":"That's something they want for"},{"speaker":"Brandee Gaar","startTime":216.339,"endTime":218.429,"body":"their wedding that they desire."},{"speaker":"Brandee Gaar","startTime":218.429,"endTime":219.879,"body":"So that's a pain point for them."},{"speaker":"Brandee Gaar","startTime":219.879,"endTime":224.124,"body":"And so you being able to really"},{"speaker":"Brandee Gaar","startTime":219.879,"endTime":224.124,"body":"adequately sell to them and"},{"speaker":"Brandee Gaar","startTime":224.124,"endTime":226.854,"body":"help them to understand this is"},{"speaker":"Brandee Gaar","startTime":224.124,"endTime":226.854,"body":"your pain point and here's how"},{"speaker":"Brandee Gaar","startTime":226.874,"endTime":230.234,"body":"I solve it will really get you"},{"speaker":"Brandee Gaar","startTime":226.874,"endTime":230.234,"body":"in that mindset of being like, I"},{"speaker":"Brandee Gaar","startTime":230.274,"endTime":232.494,"body":"know that I'm the best for you."},{"speaker":"Brandee Gaar","startTime":232.594,"endTime":233.924,"body":"I might not be the"},{"speaker":"Brandee Gaar","startTime":232.594,"endTime":233.924,"body":"best photographer"},{"speaker":"Brandee Gaar","startTime":233.924,"endTime":235.794,"body":"for everyone, right?"},{"speaker":"Brandee Gaar","startTime":235.794,"endTime":238.494,"body":"Let's just be honest, but"},{"speaker":"Brandee Gaar","startTime":235.794,"endTime":238.494,"body":"I am the best photographer"},{"speaker":"Brandee Gaar","startTime":238.494,"endTime":239.944,"body":"for you and here's why."},{"speaker":"Brandee Gaar","startTime":239.974,"endTime":242.894,"body":"And so that mindset of really"},{"speaker":"Brandee Gaar","startTime":239.974,"endTime":242.894,"body":"knowing what you deliver,"},{"speaker":"Brandee Gaar","startTime":242.904,"endTime":244.974,"body":"what you bring to the table"},{"speaker":"Brandee Gaar","startTime":242.904,"endTime":244.974,"body":"and how you can solve the"},{"speaker":"Brandee Gaar","startTime":244.974,"endTime":247.934,"body":"pain points of your couples"},{"speaker":"Brandee Gaar","startTime":244.974,"endTime":247.934,"body":"is going to be so key in"},{"speaker":"Brandee Gaar","startTime":247.944,"endTime":249.644,"body":"selling this higher ticket."},{"speaker":"Brandee Gaar","startTime":249.744,"endTime":252.584,"body":"Okay, so number two is that"},{"speaker":"Brandee Gaar","startTime":249.744,"endTime":252.584,"body":"you really want to present"},{"speaker":"Brandee Gaar","startTime":252.584,"endTime":254.544,"body":"yourself as the premium option."},{"speaker":"Brandee Gaar","startTime":254.644,"endTime":257.761,"body":"And this really comes into play"},{"speaker":"Brandee Gaar","startTime":254.644,"endTime":257.761,"body":"with your marketing, right?"},{"speaker":"Brandee Gaar","startTime":258.211,"endTime":261.541,"body":"Really feeling confident"},{"speaker":"Brandee Gaar","startTime":258.211,"endTime":261.541,"body":"about who you are."},{"speaker":"Brandee Gaar","startTime":261.691,"endTime":265.651,"body":"And again, you guys, I feel like"},{"speaker":"Brandee Gaar","startTime":261.691,"endTime":265.651,"body":"I can't quit saying knowing who"},{"speaker":"Brandee Gaar","startTime":265.651,"endTime":267.291,"body":"you serve, who do you serve?"},{"speaker":"Brandee Gaar","startTime":267.311,"endTime":269.081,"body":"And then stand out to them."},{"speaker":"Brandee Gaar","startTime":269.231,"endTime":272.461,"body":"No one, no one in"},{"speaker":"Brandee Gaar","startTime":269.231,"endTime":272.461,"body":"any marketplace is"},{"speaker":"Brandee Gaar","startTime":272.461,"endTime":273.591,"body":"looking for vanilla."},{"speaker":"Brandee Gaar","startTime":273.661,"endTime":276.886,"body":"no, person that's willing"},{"speaker":"Brandee Gaar","startTime":273.661,"endTime":276.886,"body":"to pay for a premium"},{"speaker":"Brandee Gaar","startTime":276.886,"endTime":279.086,"body":"service is going to pay"},{"speaker":"Brandee Gaar","startTime":276.886,"endTime":279.086,"body":"for someone who's vanilla."},{"speaker":"Brandee Gaar","startTime":279.186,"endTime":281.006,"body":"They want exclusivity."},{"speaker":"Brandee Gaar","startTime":281.036,"endTime":282.506,"body":"They want to feel important."},{"speaker":"Brandee Gaar","startTime":282.606,"endTime":285.266,"body":"They want to know"},{"speaker":"Brandee Gaar","startTime":282.606,"endTime":285.266,"body":"that you understand"},{"speaker":"Brandee Gaar","startTime":285.276,"endTime":287.346,"body":"exactly what they need."},{"speaker":"Brandee Gaar","startTime":287.496,"endTime":289.606,"body":"And that has to come"},{"speaker":"Brandee Gaar","startTime":287.496,"endTime":289.606,"body":"through in your marketing,"},{"speaker":"Brandee Gaar","startTime":289.926,"endTime":290.796,"body":"in your marketing."},{"speaker":"Brandee Gaar","startTime":290.826,"endTime":294.806,"body":"You want to speak directly"},{"speaker":"Brandee Gaar","startTime":290.826,"endTime":294.806,"body":"to your ideal couple."},{"speaker":"Brandee Gaar","startTime":294.836,"endTime":297.456,"body":"You don't just want to"},{"speaker":"Brandee Gaar","startTime":294.836,"endTime":297.456,"body":"be like, we plan weddings"},{"speaker":"Brandee Gaar","startTime":297.456,"endTime":298.536,"body":"that are flawless."},{"speaker":"Brandee Gaar","startTime":298.756,"endTime":299.396,"body":"No kidding."},{"speaker":"Brandee Gaar","startTime":299.406,"endTime":302.246,"body":"So does every planner that's"},{"speaker":"Brandee Gaar","startTime":299.406,"endTime":302.246,"body":"trying to market, right?"},{"speaker":"Brandee Gaar","startTime":302.266,"endTime":306.866,"body":"But what is the experience"},{"speaker":"Brandee Gaar","startTime":302.266,"endTime":306.866,"body":"of working with you, you,"},{"speaker":"Brandee Gaar","startTime":306.926,"endTime":308.406,"body":"your brand, your team?"},{"speaker":"Brandee Gaar","startTime":308.426,"endTime":309.956,"body":"What is that experience like?"},{"speaker":"Brandee Gaar","startTime":309.956,"endTime":311.856,"body":"How is it different"},{"speaker":"Brandee Gaar","startTime":309.956,"endTime":311.856,"body":"from other people?"},{"speaker":"Brandee Gaar","startTime":311.856,"endTime":314.376,"body":"How do you make your"},{"speaker":"Brandee Gaar","startTime":311.856,"endTime":314.376,"body":"couples feel special?"},{"speaker":"Brandee Gaar","startTime":314.376,"endTime":317.566,"body":"Once they sign on with you, what"},{"speaker":"Brandee Gaar","startTime":314.376,"endTime":317.566,"body":"are the things that are part of"},{"speaker":"Brandee Gaar","startTime":317.566,"endTime":321.056,"body":"your process that no one else"},{"speaker":"Brandee Gaar","startTime":317.566,"endTime":321.056,"body":"in your market does that has to"},{"speaker":"Brandee Gaar","startTime":321.056,"endTime":322.336,"body":"come through in your marketing."},{"speaker":"Brandee Gaar","startTime":322.346,"endTime":325.446,"body":"And some of that can come"},{"speaker":"Brandee Gaar","startTime":322.346,"endTime":325.446,"body":"through with testimonials"},{"speaker":"Brandee Gaar","startTime":325.446,"endTime":326.536,"body":"from past clients."},{"speaker":"Brandee Gaar","startTime":326.546,"endTime":329.536,"body":"This is why it's so important"},{"speaker":"Brandee Gaar","startTime":326.546,"endTime":329.536,"body":"to gather testimonials so"},{"speaker":"Brandee Gaar","startTime":329.536,"endTime":331.966,"body":"that couples can see what"},{"speaker":"Brandee Gaar","startTime":329.536,"endTime":331.966,"body":"past couples have had to"},{"speaker":"Brandee Gaar","startTime":331.966,"endTime":335.466,"body":"say, It also comes through"},{"speaker":"Brandee Gaar","startTime":331.966,"endTime":335.466,"body":"and helping them to see what"},{"speaker":"Brandee Gaar","startTime":335.466,"endTime":336.716,"body":"it's like to work with you."},{"speaker":"Brandee Gaar","startTime":336.956,"endTime":337.516,"body":"Really."},{"speaker":"Brandee Gaar","startTime":337.566,"endTime":340.616,"body":"A lot of what they see is just"},{"speaker":"Brandee Gaar","startTime":337.566,"endTime":340.616,"body":"the finished product, right?"},{"speaker":"Brandee Gaar","startTime":340.856,"endTime":343.176,"body":"They might see that you have"},{"speaker":"Brandee Gaar","startTime":340.856,"endTime":343.176,"body":"a packed dance floor, or,"},{"speaker":"Brandee Gaar","startTime":343.206,"endTime":345.606,"body":"you know, if you have videos"},{"speaker":"Brandee Gaar","startTime":343.206,"endTime":345.606,"body":"reels showing that they might"},{"speaker":"Brandee Gaar","startTime":345.636,"endTime":347.966,"body":"see your beautiful photos"},{"speaker":"Brandee Gaar","startTime":345.636,"endTime":347.966,"body":"or your beautiful video."},{"speaker":"Brandee Gaar","startTime":348.066,"endTime":351.896,"body":"But at the end of the day, what"},{"speaker":"Brandee Gaar","startTime":348.066,"endTime":351.896,"body":"does it look like from day one?"},{"speaker":"Brandee Gaar","startTime":351.906,"endTime":355.206,"body":"If they sign on with you, what's"},{"speaker":"Brandee Gaar","startTime":351.906,"endTime":355.206,"body":"that entire process look like?"},{"speaker":"Brandee Gaar","startTime":355.216,"endTime":356.316,"body":"And how is it different?"},{"speaker":"Brandee Gaar","startTime":356.416,"endTime":359.539,"body":"That's positioning yourself"},{"speaker":"Brandee Gaar","startTime":356.416,"endTime":359.539,"body":"as that  premium brand."},{"speaker":"Brandee Gaar","startTime":359.549,"endTime":361.389,"body":"And it's really going"},{"speaker":"Brandee Gaar","startTime":359.549,"endTime":361.389,"body":"to make people like."},{"speaker":"Brandee Gaar","startTime":361.646,"endTime":363.306,"body":"I have to work with this person."},{"speaker":"Brandee Gaar","startTime":363.406,"endTime":365.326,"body":"And the reason that this"},{"speaker":"Brandee Gaar","startTime":363.406,"endTime":365.326,"body":"is important is because"},{"speaker":"Brandee Gaar","startTime":365.336,"endTime":368.896,"body":"so often our couples are"},{"speaker":"Brandee Gaar","startTime":365.336,"endTime":368.896,"body":"researching us well before"},{"speaker":"Brandee Gaar","startTime":368.896,"endTime":370.016,"body":"they even get engaged."},{"speaker":"Brandee Gaar","startTime":370.026,"endTime":374.056,"body":"couples are following vendors"},{"speaker":"Brandee Gaar","startTime":370.026,"endTime":374.056,"body":"for months sometimes before"},{"speaker":"Brandee Gaar","startTime":374.056,"endTime":375.216,"body":"they ever get engaged."},{"speaker":"Brandee Gaar","startTime":375.316,"endTime":376.826,"body":"They're watching"},{"speaker":"Brandee Gaar","startTime":375.316,"endTime":376.826,"body":"what you're doing."},{"speaker":"Brandee Gaar","startTime":376.866,"endTime":378.816,"body":"They're seeing how you interact."},{"speaker":"Brandee Gaar","startTime":379.066,"endTime":381.696,"body":"And so helping them to"},{"speaker":"Brandee Gaar","startTime":379.066,"endTime":381.696,"body":"really see who you are"},{"speaker":"Brandee Gaar","startTime":381.696,"endTime":383.906,"body":"and why you're different"},{"speaker":"Brandee Gaar","startTime":381.696,"endTime":383.906,"body":"is going to be massively"},{"speaker":"Brandee Gaar","startTime":383.906,"endTime":385.066,"body":"important in your marketing."},{"speaker":"Brandee Gaar","startTime":385.166,"endTime":385.436,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":385.476,"endTime":388.546,"body":"Now let's talk about lead"},{"speaker":"Brandee Gaar","startTime":385.476,"endTime":388.546,"body":"quality because not all"},{"speaker":"Brandee Gaar","startTime":388.556,"endTime":390.346,"body":"leads are created equally."},{"speaker":"Brandee Gaar","startTime":390.386,"endTime":393.649,"body":"I think we all know this and"},{"speaker":"Brandee Gaar","startTime":390.386,"endTime":393.649,"body":"I'm going to take this back to"},{"speaker":"Brandee Gaar","startTime":393.749,"endTime":396.199,"body":"putting pricing on your website."},{"speaker":"Brandee Gaar","startTime":396.299,"endTime":398.569,"body":"You guys, I cannot"},{"speaker":"Brandee Gaar","startTime":396.299,"endTime":398.569,"body":"say this enough."},{"speaker":"Brandee Gaar","startTime":398.589,"endTime":400.999,"body":"I feel like I literally"},{"speaker":"Brandee Gaar","startTime":398.589,"endTime":400.999,"body":"scream it from the rooftops"},{"speaker":"Brandee Gaar","startTime":400.999,"endTime":402.979,"body":"on Tik Tok, on Instagram,"},{"speaker":"Brandee Gaar","startTime":400.999,"endTime":402.979,"body":"here on the podcast."},{"speaker":"Brandee Gaar","startTime":403.416,"endTime":404.546,"body":"put pricing on your website."},{"speaker":"Brandee Gaar","startTime":404.776,"endTime":407.886,"body":"Now, what I hear people say a"},{"speaker":"Brandee Gaar","startTime":404.776,"endTime":407.886,"body":"lot to me, wedding pros will"},{"speaker":"Brandee Gaar","startTime":407.886,"endTime":409.976,"body":"say, well, if I put pricing"},{"speaker":"Brandee Gaar","startTime":407.886,"endTime":409.976,"body":"on my website, that means"},{"speaker":"Brandee Gaar","startTime":409.986,"endTime":411.006,"body":"that I'll be a commodity."},{"speaker":"Brandee Gaar","startTime":411.006,"endTime":412.986,"body":"They could just compare"},{"speaker":"Brandee Gaar","startTime":411.006,"endTime":412.986,"body":"me to everybody else."},{"speaker":"Brandee Gaar","startTime":413.306,"endTime":413.696,"body":"False."},{"speaker":"Brandee Gaar","startTime":413.749,"endTime":416.419,"body":"That means that they can"},{"speaker":"Brandee Gaar","startTime":413.749,"endTime":416.419,"body":"self identify, right?"},{"speaker":"Brandee Gaar","startTime":416.519,"endTime":419.709,"body":"We don't want a hundred"},{"speaker":"Brandee Gaar","startTime":416.519,"endTime":419.709,"body":"leads when only two"},{"speaker":"Brandee Gaar","startTime":419.709,"endTime":420.769,"body":"of them can afford us."},{"speaker":"Brandee Gaar","startTime":420.869,"endTime":421.869,"body":"And it makes you feel good."},{"speaker":"Brandee Gaar","startTime":421.869,"endTime":424.089,"body":"Cause you're like, I got a"},{"speaker":"Brandee Gaar","startTime":421.869,"endTime":424.089,"body":"hundred leads last month."},{"speaker":"Brandee Gaar","startTime":424.189,"endTime":425.649,"body":"Well, what's your"},{"speaker":"Brandee Gaar","startTime":424.189,"endTime":425.649,"body":"conversion rate?"},{"speaker":"Brandee Gaar","startTime":425.869,"endTime":429.469,"body":"If your conversion rate on those"},{"speaker":"Brandee Gaar","startTime":425.869,"endTime":429.469,"body":"is low because they had no idea"},{"speaker":"Brandee Gaar","startTime":429.469,"endTime":432.739,"body":"what your pricing was until"},{"speaker":"Brandee Gaar","startTime":429.469,"endTime":432.739,"body":"they inquired, or even until"},{"speaker":"Brandee Gaar","startTime":432.739,"endTime":436.209,"body":"they got on a sales call, you're"},{"speaker":"Brandee Gaar","startTime":432.739,"endTime":436.209,"body":"not even getting quality leads."},{"speaker":"Brandee Gaar","startTime":436.209,"endTime":437.559,"body":"You're getting junk leads."},{"speaker":"Brandee Gaar","startTime":437.659,"endTime":440.989,"body":"We want to provide as much"},{"speaker":"Brandee Gaar","startTime":437.659,"endTime":440.989,"body":"information as we can up"},{"speaker":"Brandee Gaar","startTime":440.989,"endTime":443.389,"body":"front in our marketing,"},{"speaker":"Brandee Gaar","startTime":440.989,"endTime":443.389,"body":"in our website, in our"},{"speaker":"Brandee Gaar","startTime":443.389,"endTime":446.059,"body":"sales copy, In our sales"},{"speaker":"Brandee Gaar","startTime":443.389,"endTime":446.059,"body":"funnel, we want to provide"},{"speaker":"Brandee Gaar","startTime":446.059,"endTime":448.339,"body":"as much of that information"},{"speaker":"Brandee Gaar","startTime":446.059,"endTime":448.339,"body":"in advance as we can."},{"speaker":"Brandee Gaar","startTime":448.339,"endTime":450.719,"body":"So that by the time a lead"},{"speaker":"Brandee Gaar","startTime":448.339,"endTime":450.719,"body":"gets on a consultation"},{"speaker":"Brandee Gaar","startTime":450.719,"endTime":452.829,"body":"with us, we know that"},{"speaker":"Brandee Gaar","startTime":450.719,"endTime":452.829,"body":"they are well qualified."},{"speaker":"Brandee Gaar","startTime":452.839,"endTime":453.999,"body":"we know that they can afford us."},{"speaker":"Brandee Gaar","startTime":453.999,"endTime":455.309,"body":"We know that they like us."},{"speaker":"Brandee Gaar","startTime":455.309,"endTime":458.199,"body":"We know that they understand"},{"speaker":"Brandee Gaar","startTime":455.309,"endTime":458.199,"body":"a lot about our brand."},{"speaker":"Brandee Gaar","startTime":458.199,"endTime":460.609,"body":"And so it's really your"},{"speaker":"Brandee Gaar","startTime":458.199,"endTime":460.609,"body":"sales consult becomes just"},{"speaker":"Brandee Gaar","startTime":460.609,"endTime":461.689,"body":"a matter of closing them."},{"speaker":"Brandee Gaar","startTime":461.929,"endTime":464.189,"body":"Now, while you might"},{"speaker":"Brandee Gaar","startTime":461.929,"endTime":464.189,"body":"get less leads."},{"speaker":"Brandee Gaar","startTime":464.289,"endTime":467.769,"body":"By doing this, by presenting all"},{"speaker":"Brandee Gaar","startTime":464.289,"endTime":467.769,"body":"of that information up front,"},{"speaker":"Brandee Gaar","startTime":467.869,"endTime":470.609,"body":"the leads you're getting are"},{"speaker":"Brandee Gaar","startTime":467.869,"endTime":470.609,"body":"going to be much higher quality"},{"speaker":"Brandee Gaar","startTime":470.629,"endTime":474.119,"body":"and much more likely to close"},{"speaker":"Brandee Gaar","startTime":470.629,"endTime":474.119,"body":"costing you less time in just"},{"speaker":"Brandee Gaar","startTime":474.139,"endTime":476.479,"body":"working junk garbage leads."},{"speaker":"Brandee Gaar","startTime":476.579,"endTime":479.929,"body":"And that really takes us"},{"speaker":"Brandee Gaar","startTime":476.579,"endTime":479.929,"body":"into the next step, which is"},{"speaker":"Brandee Gaar","startTime":480.126,"endTime":482.436,"body":"owning your sales consult."},{"speaker":"Brandee Gaar","startTime":482.526,"endTime":485.916,"body":"My favorite thing to teach"},{"speaker":"Brandee Gaar","startTime":482.526,"endTime":485.916,"body":"on is how to confidently"},{"speaker":"Brandee Gaar","startTime":485.916,"endTime":487.466,"body":"close a sales consult."},{"speaker":"Brandee Gaar","startTime":487.696,"endTime":491.536,"body":"And the reason for that is"},{"speaker":"Brandee Gaar","startTime":487.696,"endTime":491.536,"body":"because y'all,  so many of"},{"speaker":"Brandee Gaar","startTime":491.536,"endTime":494.156,"body":"us in the wedding industry"},{"speaker":"Brandee Gaar","startTime":491.536,"endTime":494.156,"body":"lead with a servant's heart."},{"speaker":"Brandee Gaar","startTime":494.216,"endTime":496.506,"body":"And I don't want you to"},{"speaker":"Brandee Gaar","startTime":494.216,"endTime":496.506,"body":"stop doing that, but you're"},{"speaker":"Brandee Gaar","startTime":496.506,"endTime":500.196,"body":"so afraid to sound pushy"},{"speaker":"Brandee Gaar","startTime":496.506,"endTime":500.196,"body":"or to sound salesy that"},{"speaker":"Brandee Gaar","startTime":500.196,"endTime":501.946,"body":"you don't sell at all."},{"speaker":"Brandee Gaar","startTime":502.046,"endTime":504.762,"body":"And you leave your couple's"},{"speaker":"Brandee Gaar","startTime":502.046,"endTime":504.762,"body":"confused They're kind"},{"speaker":"Brandee Gaar","startTime":504.762,"endTime":508.502,"body":"of like, well, was I"},{"speaker":"Brandee Gaar","startTime":504.762,"endTime":508.502,"body":"supposed to buy on here?"},{"speaker":"Brandee Gaar","startTime":508.512,"endTime":510.442,"body":"Am I supposed to go"},{"speaker":"Brandee Gaar","startTime":508.512,"endTime":510.442,"body":"back and think about it?"},{"speaker":"Brandee Gaar","startTime":510.542,"endTime":511.842,"body":"When am I supposed"},{"speaker":"Brandee Gaar","startTime":510.542,"endTime":511.842,"body":"to contact you?"},{"speaker":"Brandee Gaar","startTime":511.842,"endTime":513.012,"body":"Are you going to contact me?"},{"speaker":"Brandee Gaar","startTime":513.232,"endTime":515.802,"body":"And what happens is they"},{"speaker":"Brandee Gaar","startTime":513.232,"endTime":515.802,"body":"might be meeting with three or"},{"speaker":"Brandee Gaar","startTime":515.802,"endTime":517.462,"body":"four people in your category."},{"speaker":"Brandee Gaar","startTime":517.662,"endTime":520.612,"body":"And the very next person"},{"speaker":"Brandee Gaar","startTime":517.662,"endTime":520.612,"body":"confidently closes them"},{"speaker":"Brandee Gaar","startTime":520.612,"endTime":521.372,"body":"during the consult."},{"speaker":"Brandee Gaar","startTime":521.412,"endTime":522.012,"body":"And guess what?"},{"speaker":"Brandee Gaar","startTime":522.032,"endTime":523.072,"body":"You get ghosted."},{"speaker":"Brandee Gaar","startTime":523.152,"endTime":523.562,"body":"Why?"},{"speaker":"Brandee Gaar","startTime":523.722,"endTime":525.212,"body":"Cause they feel bad"},{"speaker":"Brandee Gaar","startTime":523.722,"endTime":525.212,"body":"to tell you that they"},{"speaker":"Brandee Gaar","startTime":525.212,"endTime":526.162,"body":"went with someone else."},{"speaker":"Brandee Gaar","startTime":526.262,"endTime":528.762,"body":"You need to confidently"},{"speaker":"Brandee Gaar","startTime":526.262,"endTime":528.762,"body":"close yourself."},{"speaker":"Brandee Gaar","startTime":528.852,"endTime":531.542,"body":"Sales calls because if you're"},{"speaker":"Brandee Gaar","startTime":528.852,"endTime":531.542,"body":"doing the marketing, if you're"},{"speaker":"Brandee Gaar","startTime":531.542,"endTime":534.232,"body":"doing the lead qualifying ahead"},{"speaker":"Brandee Gaar","startTime":531.542,"endTime":534.232,"body":"of time, if you're showing"},{"speaker":"Brandee Gaar","startTime":534.232,"endTime":537.612,"body":"people who you are and why"},{"speaker":"Brandee Gaar","startTime":534.232,"endTime":537.612,"body":"you are the cost that you are,"},{"speaker":"Brandee Gaar","startTime":537.612,"endTime":540.642,"body":"you're like really putting"},{"speaker":"Brandee Gaar","startTime":537.612,"endTime":540.642,"body":"forward that unique brand."},{"speaker":"Brandee Gaar","startTime":540.742,"endTime":544.142,"body":"It's going to be no problem to"},{"speaker":"Brandee Gaar","startTime":540.742,"endTime":544.142,"body":"close them on this sales call."},{"speaker":"Brandee Gaar","startTime":544.142,"endTime":547.012,"body":"You're going to be able to"},{"speaker":"Brandee Gaar","startTime":544.142,"endTime":547.012,"body":"assume that sale right away"},{"speaker":"Brandee Gaar","startTime":547.112,"endTime":548.002,"body":"at the end of the call."},{"speaker":"Brandee Gaar","startTime":548.002,"endTime":550.992,"body":"And I love working with our"},{"speaker":"Brandee Gaar","startTime":548.002,"endTime":550.992,"body":"pros inside of the accelerator,"},{"speaker":"Brandee Gaar","startTime":551.092,"endTime":553.672,"body":"really helping them to"},{"speaker":"Brandee Gaar","startTime":551.092,"endTime":553.672,"body":"understand this assume method."},{"speaker":"Brandee Gaar","startTime":553.937,"endTime":555.137,"body":"Assuming the close."},{"speaker":"Brandee Gaar","startTime":555.387,"endTime":557.687,"body":"And if you want to learn"},{"speaker":"Brandee Gaar","startTime":555.387,"endTime":557.687,"body":"more about the assume"},{"speaker":"Brandee Gaar","startTime":557.857,"endTime":561.087,"body":"method, we're going to put"},{"speaker":"Brandee Gaar","startTime":557.857,"endTime":561.087,"body":"a link to my free training."},{"speaker":"Brandee Gaar","startTime":561.107,"endTime":563.847,"body":"I have a completely"},{"speaker":"Brandee Gaar","startTime":561.107,"endTime":563.847,"body":"free training that I do"},{"speaker":"Brandee Gaar","startTime":563.947,"endTime":565.327,"body":"on the assume method."},{"speaker":"Brandee Gaar","startTime":565.337,"endTime":568.697,"body":"It's my method of closing"},{"speaker":"Brandee Gaar","startTime":565.337,"endTime":568.697,"body":"your consultations every"},{"speaker":"Brandee Gaar","startTime":568.697,"endTime":571.667,"body":"single time,  free training,"},{"speaker":"Brandee Gaar","startTime":568.697,"endTime":571.667,"body":"less than 60 minutes."},{"speaker":"Brandee Gaar","startTime":571.667,"endTime":574.897,"body":"You can pop down into the show"},{"speaker":"Brandee Gaar","startTime":571.667,"endTime":574.897,"body":"notes below and watch it and"},{"speaker":"Brandee Gaar","startTime":574.947,"endTime":578.607,"body":"really understand how I teach"},{"speaker":"Brandee Gaar","startTime":574.947,"endTime":578.607,"body":"wedding pros to confidently"},{"speaker":"Brandee Gaar","startTime":578.607,"endTime":581.407,"body":"close their sales every"},{"speaker":"Brandee Gaar","startTime":578.607,"endTime":581.407,"body":"single time during a consult."},{"speaker":"Brandee Gaar","startTime":581.507,"endTime":584.107,"body":"and the last piece of all of"},{"speaker":"Brandee Gaar","startTime":581.507,"endTime":584.107,"body":"this to really help you to sell"},{"speaker":"Brandee Gaar","startTime":584.107,"endTime":588.157,"body":"that higher ticket client, that"},{"speaker":"Brandee Gaar","startTime":584.107,"endTime":588.157,"body":"premium client is going to be to"},{"speaker":"Brandee Gaar","startTime":588.157,"endTime":592.427,"body":"deliver an unmatched experience,"},{"speaker":"Brandee Gaar","startTime":588.157,"endTime":592.427,"body":"to deliver on what you promised."},{"speaker":"Brandee Gaar","startTime":592.527,"endTime":595.657,"body":"And the reason for this, listen,"},{"speaker":"Brandee Gaar","startTime":592.527,"endTime":595.657,"body":"wedding pros, we are only"},{"speaker":"Brandee Gaar","startTime":595.677,"endTime":597.617,"body":"as good as our last wedding."},{"speaker":"Brandee Gaar","startTime":597.717,"endTime":598.877,"body":"Let's be real about that."},{"speaker":"Brandee Gaar","startTime":598.977,"endTime":601.777,"body":"You have to deliver"},{"speaker":"Brandee Gaar","startTime":598.977,"endTime":601.777,"body":"what you promised."},{"speaker":"Brandee Gaar","startTime":601.977,"endTime":605.777,"body":"You have to deliver a premium"},{"speaker":"Brandee Gaar","startTime":601.977,"endTime":605.777,"body":"quality service if you want"},{"speaker":"Brandee Gaar","startTime":605.777,"endTime":607.497,"body":"to charge premium rates."},{"speaker":"Brandee Gaar","startTime":607.597,"endTime":611.027,"body":"And the reason for this is"},{"speaker":"Brandee Gaar","startTime":607.597,"endTime":611.027,"body":"because all of those reviews are"},{"speaker":"Brandee Gaar","startTime":611.137,"endTime":612.397,"body":"going to start to add up, right?"},{"speaker":"Brandee Gaar","startTime":612.407,"endTime":615.177,"body":"Like we want to be able to say"},{"speaker":"Brandee Gaar","startTime":612.407,"endTime":615.177,"body":"to our clients, this is what"},{"speaker":"Brandee Gaar","startTime":615.187,"endTime":615.977,"body":"it's like to work with us."},{"speaker":"Brandee Gaar","startTime":616.027,"endTime":617.787,"body":"This is what you're going to"},{"speaker":"Brandee Gaar","startTime":616.027,"endTime":617.787,"body":"get when you work with us."},{"speaker":"Brandee Gaar","startTime":617.817,"endTime":621.287,"body":"And then we want to be able to"},{"speaker":"Brandee Gaar","startTime":617.817,"endTime":621.287,"body":"show them testimonials from past"},{"speaker":"Brandee Gaar","startTime":621.307,"endTime":623.737,"body":"clients that fully back that up."},{"speaker":"Brandee Gaar","startTime":623.987,"endTime":626.287,"body":"But if you're not delivering"},{"speaker":"Brandee Gaar","startTime":623.987,"endTime":626.287,"body":"that premium service,"},{"speaker":"Brandee Gaar","startTime":626.287,"endTime":628.987,"body":"if you're not delivering"},{"speaker":"Brandee Gaar","startTime":626.287,"endTime":628.987,"body":"that, unmatched quality."},{"speaker":"Brandee Gaar","startTime":629.207,"endTime":631.817,"body":"Your reviews aren't going to"},{"speaker":"Brandee Gaar","startTime":629.207,"endTime":631.817,"body":"match up and there's going to"},{"speaker":"Brandee Gaar","startTime":631.827,"endTime":635.327,"body":"start to be this kind of, Hmm,"},{"speaker":"Brandee Gaar","startTime":631.827,"endTime":635.327,"body":"I'm not so sure about this"},{"speaker":"Brandee Gaar","startTime":635.337,"endTime":638.437,"body":"pro because the reviews don't"},{"speaker":"Brandee Gaar","startTime":635.337,"endTime":638.437,"body":"match what they promise, right?"},{"speaker":"Brandee Gaar","startTime":638.537,"endTime":642.627,"body":"So it's so important that what"},{"speaker":"Brandee Gaar","startTime":638.537,"endTime":642.627,"body":"you promise that you deliver"},{"speaker":"Brandee Gaar","startTime":642.627,"endTime":646.877,"body":"on and you even exceed that so"},{"speaker":"Brandee Gaar","startTime":642.627,"endTime":646.877,"body":"that your clients can't wait to"},{"speaker":"Brandee Gaar","startTime":646.877,"endTime":650.267,"body":"rave about you to other couples"},{"speaker":"Brandee Gaar","startTime":646.877,"endTime":650.267,"body":"who are looking to book you."},{"speaker":"Brandee Gaar","startTime":650.367,"endTime":653.087,"body":"Okay, CEOs, now you know"},{"speaker":"Brandee Gaar","startTime":650.367,"endTime":653.087,"body":"how to close those higher"},{"speaker":"Brandee Gaar","startTime":653.087,"endTime":656.607,"body":"ticket clients, and I want"},{"speaker":"Brandee Gaar","startTime":653.087,"endTime":656.607,"body":"you to start really working"},{"speaker":"Brandee Gaar","startTime":656.627,"endTime":659.397,"body":"on these strategies to make"},{"speaker":"Brandee Gaar","startTime":656.627,"endTime":659.397,"body":"sure that you can charge that"},{"speaker":"Brandee Gaar","startTime":659.397,"endTime":661.077,"body":"highest tier in your market."},{"speaker":"Brandee Gaar","startTime":661.097,"endTime":664.047,"body":"I want you to be the"},{"speaker":"Brandee Gaar","startTime":661.097,"endTime":664.047,"body":"leader, the thought leader,"},{"speaker":"Brandee Gaar","startTime":664.267,"endTime":668.237,"body":"the price leader in your"},{"speaker":"Brandee Gaar","startTime":664.267,"endTime":668.237,"body":"market, whatever that is."},{"speaker":"Brandee Gaar","startTime":668.237,"endTime":669.787,"body":"If you're in a budget"},{"speaker":"Brandee Gaar","startTime":668.237,"endTime":669.787,"body":"category, great."},{"speaker":"Brandee Gaar","startTime":669.797,"endTime":672.747,"body":"Then go to the highest end of"},{"speaker":"Brandee Gaar","startTime":669.797,"endTime":672.747,"body":"that budget category, lead the"},{"speaker":"Brandee Gaar","startTime":672.747,"endTime":675.737,"body":"market, be the one everyone else"},{"speaker":"Brandee Gaar","startTime":672.747,"endTime":675.737,"body":"in your market wants to be the"},{"speaker":"Brandee Gaar","startTime":675.737,"endTime":677.087,"body":"one everyone else is chasing."},{"speaker":"Brandee Gaar","startTime":677.187,"endTime":679.047,"body":"Same thing if you're in"},{"speaker":"Brandee Gaar","startTime":677.187,"endTime":679.047,"body":"the luxury market, let's"},{"speaker":"Brandee Gaar","startTime":679.067,"endTime":680.007,"body":"take that up a level."},{"speaker":"Brandee Gaar","startTime":680.017,"endTime":684.177,"body":"How are we really drawing in"},{"speaker":"Brandee Gaar","startTime":680.017,"endTime":684.177,"body":"those high ticket ideal clients?"},{"speaker":"Brandee Gaar","startTime":684.277,"endTime":686.307,"body":"That's what I want"},{"speaker":"Brandee Gaar","startTime":684.277,"endTime":686.307,"body":"from you CEOs."},{"speaker":"Brandee Gaar","startTime":686.347,"endTime":688.627,"body":"And I'm so excited to"},{"speaker":"Brandee Gaar","startTime":686.347,"endTime":688.627,"body":"see you put some of these"},{"speaker":"Brandee Gaar","startTime":688.627,"endTime":689.797,"body":"strategies into play."},{"speaker":"Brandee Gaar","startTime":689.897,"endTime":692.447,"body":"If you learned something from"},{"speaker":"Brandee Gaar","startTime":689.897,"endTime":692.447,"body":"this episode, I would love it"},{"speaker":"Brandee Gaar","startTime":692.447,"endTime":695.047,"body":"if you would share it on your"},{"speaker":"Brandee Gaar","startTime":692.447,"endTime":695.047,"body":"stories and tag me so that we"},{"speaker":"Brandee Gaar","startTime":695.047,"endTime":698.197,"body":"can get more and more wedding"},{"speaker":"Brandee Gaar","startTime":695.047,"endTime":698.197,"body":"pros to get this podcast into"},{"speaker":"Brandee Gaar","startTime":698.197,"endTime":701.927,"body":"their ears so that we can"},{"speaker":"Brandee Gaar","startTime":698.197,"endTime":701.927,"body":"start to really impact so many"},{"speaker":"Brandee Gaar","startTime":701.927,"endTime":705.107,"body":"wedding pros in the industry and"},{"speaker":"Brandee Gaar","startTime":701.927,"endTime":705.107,"body":"change the way that the wedding"},{"speaker":"Brandee Gaar","startTime":705.107,"endTime":706.287,"body":"industry is doing business."},{"speaker":"Brandee Gaar","startTime":706.387,"endTime":708.047,"body":"Thank you so much for"},{"speaker":"Brandee Gaar","startTime":706.387,"endTime":708.047,"body":"being here, CEOs, and I"},{"speaker":"Brandee Gaar","startTime":708.047,"endTime":709.277,"body":"will see you next time."}]}