{"version":"1.0.0","segments":[{"speaker":"Brandee Gaar","startTime":65.903,"endTime":67.013,"body":"It's"},{"speaker":"Brandee Gaar","startTime":65.903,"endTime":67.013,"body":"not the economy."},{"speaker":"Brandee Gaar","startTime":67.153,"endTime":68.093,"body":"It's your strategy."},{"speaker":"Brandee Gaar","startTime":68.13300000000001,"endTime":70.38300000000001,"body":"And if you're a wedding"},{"speaker":"Brandee Gaar","startTime":68.13300000000001,"endTime":70.38300000000001,"body":"pro in 2025, feeling like"},{"speaker":"Brandee Gaar","startTime":70.38300000000001,"endTime":72.923,"body":"the market has completely"},{"speaker":"Brandee Gaar","startTime":70.38300000000001,"endTime":72.923,"body":"shifted, you would be a"},{"speaker":"Brandee Gaar","startTime":72.923,"endTime":74.093,"body":"hundred percent right."},{"speaker":"Brandee Gaar","startTime":74.093,"endTime":76.533,"body":"But  being an entrepreneur"},{"speaker":"Brandee Gaar","startTime":74.093,"endTime":76.533,"body":"means understanding how to"},{"speaker":"Brandee Gaar","startTime":76.533,"endTime":79.783,"body":"shift your strategies to"},{"speaker":"Brandee Gaar","startTime":76.533,"endTime":79.783,"body":"adapt to the changing economy."},{"speaker":"Brandee Gaar","startTime":79.783,"endTime":82.47300000000001,"body":"Over the last 17 years"},{"speaker":"Brandee Gaar","startTime":79.783,"endTime":82.47300000000001,"body":"that I've grown my wedding"},{"speaker":"Brandee Gaar","startTime":82.47300000000001,"endTime":85.613,"body":"business, I've had to navigate"},{"speaker":"Brandee Gaar","startTime":82.47300000000001,"endTime":85.613,"body":"a couple of bumpy economies"},{"speaker":"Brandee Gaar","startTime":85.613,"endTime":87.32300000000001,"body":"and this year is no exception."},{"speaker":"Brandee Gaar","startTime":89.32000000000001,"endTime":92.58000000000001,"body":"But because we are constantly"},{"speaker":"Brandee Gaar","startTime":89.32000000000001,"endTime":92.58000000000001,"body":"updating our strategies to"},{"speaker":"Brandee Gaar","startTime":92.58000000000001,"endTime":95.18,"body":"fit that changing economy,"},{"speaker":"Brandee Gaar","startTime":92.58000000000001,"endTime":95.18,"body":"our students are seeing"},{"speaker":"Brandee Gaar","startTime":95.24000000000001,"endTime":98.72,"body":"massive wins and successes"},{"speaker":"Brandee Gaar","startTime":95.24000000000001,"endTime":98.72,"body":"inside of Wedding Pro CEO."},{"speaker":"Brandee Gaar","startTime":100.71700000000001,"endTime":104.087,"body":"Hey there, CEO, you're listening"},{"speaker":"Brandee Gaar","startTime":100.71700000000001,"endTime":104.087,"body":"to the Wedding Pro CEO podcast,"},{"speaker":"Brandee Gaar","startTime":104.117,"endTime":107.307,"body":"the podcast to help you grow and"},{"speaker":"Brandee Gaar","startTime":104.117,"endTime":107.307,"body":"scale your profitable wedding"},{"speaker":"Brandee Gaar","startTime":107.307,"endTime":107.767,"body":"business."},{"speaker":"Brandee Gaar","startTime":107.767,"endTime":110.587,"body":"In this episode, you're going"},{"speaker":"Brandee Gaar","startTime":107.767,"endTime":110.587,"body":"to listen to a presentation"},{"speaker":"Brandee Gaar","startTime":110.617,"endTime":114.65700000000001,"body":"I gave at the SWEL Celestial"},{"speaker":"Brandee Gaar","startTime":110.617,"endTime":114.65700000000001,"body":"Summit to about 150 Wedding Pros"},{"speaker":"Brandee Gaar","startTime":114.68700000000001,"endTime":117.352,"body":"in South West Florida, where"},{"speaker":"Brandee Gaar","startTime":114.68700000000001,"endTime":117.352,"body":"I walk them through the exact"},{"speaker":"Brandee Gaar","startTime":117.382,"endTime":120.982,"body":"process that I use and teach to"},{"speaker":"Brandee Gaar","startTime":117.382,"endTime":120.982,"body":"hundreds of wedding pros inside"},{"speaker":"Brandee Gaar","startTime":120.982,"endTime":124.922,"body":"of our programs on how to market"},{"speaker":"Brandee Gaar","startTime":120.982,"endTime":124.922,"body":"and sell in today's economy."},{"speaker":"Brandee Gaar","startTime":124.922,"endTime":128.032,"body":"I promise you that this is an"},{"speaker":"Brandee Gaar","startTime":124.922,"endTime":128.032,"body":"episode you do not want to miss."},{"speaker":"Brandee Gaar","startTime":129.221,"endTime":132.131,"body":"So I cannot wait to"},{"speaker":"Brandee Gaar","startTime":129.221,"endTime":132.131,"body":"talk about sales."},{"speaker":"Brandee Gaar","startTime":132.131,"endTime":134.791,"body":"Are you guys ready to"},{"speaker":"Brandee Gaar","startTime":132.131,"endTime":134.791,"body":"talk about how to close"},{"speaker":"Brandee Gaar","startTime":134.791,"endTime":136.171,"body":"the perfect consultation?"},{"speaker":"Brandee Gaar","startTime":137.08100000000002,"endTime":137.911,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":137.95100000000002,"endTime":139.64100000000002,"body":"Who loves sales in this room?"},{"speaker":"Brandee Gaar","startTime":141.001,"endTime":142.091,"body":"Okay, okay."},{"speaker":"Brandee Gaar","startTime":142.661,"endTime":147.14100000000002,"body":"That was not that excitingly"},{"speaker":"Brandee Gaar","startTime":142.661,"endTime":147.14100000000002,"body":"loud, but I saw some hands."},{"speaker":"Brandee Gaar","startTime":147.681,"endTime":149.33100000000002,"body":"Who hates sales?"},{"speaker":"Brandee Gaar","startTime":149.821,"endTime":150.27100000000002,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":150.27100000000002,"endTime":152.551,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":152.631,"endTime":155.421,"body":"I see some familiar faces, so"},{"speaker":"Brandee Gaar","startTime":152.631,"endTime":155.421,"body":"you guys might get called out."},{"speaker":"Brandee Gaar","startTime":155.421,"endTime":156.001,"body":"I'm not gonna lie."},{"speaker":"Brandee Gaar","startTime":156.001,"endTime":156.281,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":156.551,"endTime":159.811,"body":"Um, sales is so simple."},{"speaker":"Brandee Gaar","startTime":159.821,"endTime":162.621,"body":"We overcomplicate it in the"},{"speaker":"Brandee Gaar","startTime":159.821,"endTime":162.621,"body":"wedding industry, and I think"},{"speaker":"Brandee Gaar","startTime":162.721,"endTime":164.911,"body":"a lot of business owners"},{"speaker":"Brandee Gaar","startTime":162.721,"endTime":164.911,"body":"overcomplicate it, but at"},{"speaker":"Brandee Gaar","startTime":164.911,"endTime":169.221,"body":"the end of the day, it is the"},{"speaker":"Brandee Gaar","startTime":164.911,"endTime":169.221,"body":"lifeblood of your business."},{"speaker":"Brandee Gaar","startTime":169.51100000000002,"endTime":171.501,"body":"You have to be good."},{"speaker":"Brandee Gaar","startTime":171.816,"endTime":174.106,"body":"You can outsource sales."},{"speaker":"Brandee Gaar","startTime":174.156,"endTime":176.916,"body":"Both of my companies, I"},{"speaker":"Brandee Gaar","startTime":174.156,"endTime":176.916,"body":"don't, I no longer sell for."},{"speaker":"Brandee Gaar","startTime":177.196,"endTime":180.276,"body":"So, um, to the pro in the"},{"speaker":"Brandee Gaar","startTime":177.196,"endTime":180.276,"body":"back who was asking, how"},{"speaker":"Brandee Gaar","startTime":180.276,"endTime":181.14600000000002,"body":"do you outsource sales?"},{"speaker":"Brandee Gaar","startTime":181.176,"endTime":183.26600000000002,"body":"I would love to teach you"},{"speaker":"Brandee Gaar","startTime":181.176,"endTime":183.26600000000002,"body":"how to outsource sales."},{"speaker":"Brandee Gaar","startTime":183.276,"endTime":184.39600000000002,"body":"It is very possible."},{"speaker":"Brandee Gaar","startTime":184.796,"endTime":187.466,"body":"Um, but you have to"},{"speaker":"Brandee Gaar","startTime":184.796,"endTime":187.466,"body":"do it first, right?"},{"speaker":"Brandee Gaar","startTime":187.466,"endTime":189.686,"body":"Like none of us"},{"speaker":"Brandee Gaar","startTime":187.466,"endTime":189.686,"body":"build our business by"},{"speaker":"Brandee Gaar","startTime":189.70600000000002,"endTime":190.726,"body":"outsourcing everything."},{"speaker":"Brandee Gaar","startTime":190.726,"endTime":192.816,"body":"And sales is typically the"},{"speaker":"Brandee Gaar","startTime":190.726,"endTime":192.816,"body":"last thing that you're going"},{"speaker":"Brandee Gaar","startTime":192.816,"endTime":194.046,"body":"to outsource in your business."},{"speaker":"Brandee Gaar","startTime":194.406,"endTime":196.826,"body":"So it's so important that"},{"speaker":"Brandee Gaar","startTime":194.406,"endTime":196.826,"body":"you understand how to do"},{"speaker":"Brandee Gaar","startTime":196.826,"endTime":197.826,"body":"it and how to do it well."},{"speaker":"Brandee Gaar","startTime":198.066,"endTime":201.586,"body":"But at the end of the day,"},{"speaker":"Brandee Gaar","startTime":198.066,"endTime":201.586,"body":"Sales is nothing more than"},{"speaker":"Brandee Gaar","startTime":201.586,"endTime":204.376,"body":"providing a solution to the"},{"speaker":"Brandee Gaar","startTime":201.586,"endTime":204.376,"body":"problem someone else has."},{"speaker":"Brandee Gaar","startTime":205.056,"endTime":205.556,"body":"That's it."},{"speaker":"Brandee Gaar","startTime":205.596,"endTime":206.546,"body":"That's all you're doing."},{"speaker":"Brandee Gaar","startTime":206.876,"endTime":209.326,"body":"You have a solution because"},{"speaker":"Brandee Gaar","startTime":206.876,"endTime":209.326,"body":"you're a wedding pro."},{"speaker":"Brandee Gaar","startTime":209.696,"endTime":212.316,"body":"You're working with engaged"},{"speaker":"Brandee Gaar","startTime":209.696,"endTime":212.316,"body":"couples who need what you do."},{"speaker":"Brandee Gaar","startTime":212.906,"endTime":215.336,"body":"And that's all you have to"},{"speaker":"Brandee Gaar","startTime":212.906,"endTime":215.336,"body":"do is provide the solution."},{"speaker":"Brandee Gaar","startTime":215.606,"endTime":216.036,"body":"That's it."},{"speaker":"Brandee Gaar","startTime":216.046,"endTime":217.106,"body":"That's how simple it is."},{"speaker":"Brandee Gaar","startTime":217.106,"endTime":217.48600000000002,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":217.95600000000002,"endTime":219.916,"body":"So how many of you"},{"speaker":"Brandee Gaar","startTime":217.95600000000002,"endTime":219.916,"body":"guys are on threads?"},{"speaker":"Brandee Gaar","startTime":222.056,"endTime":222.636,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":223.576,"endTime":223.92600000000002,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":223.976,"endTime":225.906,"body":"Who's who doesn't even"},{"speaker":"Brandee Gaar","startTime":223.976,"endTime":225.906,"body":"know what threads is?"},{"speaker":"Brandee Gaar","startTime":226.346,"endTime":227.056,"body":"Let's okay."},{"speaker":"Brandee Gaar","startTime":227.67600000000002,"endTime":227.936,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":227.976,"endTime":228.666,"body":"So really quick."},{"speaker":"Brandee Gaar","startTime":229.296,"endTime":230.976,"body":"The only reason I bring"},{"speaker":"Brandee Gaar","startTime":229.296,"endTime":230.976,"body":"up threads is because"},{"speaker":"Brandee Gaar","startTime":230.976,"endTime":232.48600000000002,"body":"it's kind of like Twitter."},{"speaker":"Brandee Gaar","startTime":232.911,"endTime":236.071,"body":"Slightly less unhinged,"},{"speaker":"Brandee Gaar","startTime":232.911,"endTime":236.071,"body":"slightly less unhinged."},{"speaker":"Brandee Gaar","startTime":236.321,"endTime":238.491,"body":"So it is Instagram's"},{"speaker":"Brandee Gaar","startTime":236.321,"endTime":238.491,"body":"version of Twitter."},{"speaker":"Brandee Gaar","startTime":238.731,"endTime":239.781,"body":"It's called Threads."},{"speaker":"Brandee Gaar","startTime":240.141,"endTime":241.341,"body":"You have Threns?"},{"speaker":"Brandee Gaar","startTime":241.391,"endTime":243.121,"body":"I don't know who, who loves it."},{"speaker":"Brandee Gaar","startTime":243.221,"endTime":245.36100000000002,"body":"Threns I think are what they're"},{"speaker":"Brandee Gaar","startTime":243.221,"endTime":245.36100000000002,"body":"called, like little friends."},{"speaker":"Brandee Gaar","startTime":245.641,"endTime":248.091,"body":"Um, but it's slightly"},{"speaker":"Brandee Gaar","startTime":245.641,"endTime":248.091,"body":"unhinged over there."},{"speaker":"Brandee Gaar","startTime":248.281,"endTime":253.011,"body":"And so a lot of people"},{"speaker":"Brandee Gaar","startTime":248.281,"endTime":253.011,"body":"are talking about this."},{"speaker":"Brandee Gaar","startTime":254.131,"endTime":255.241,"body":"Who feels this way?"},{"speaker":"Brandee Gaar","startTime":257.80100000000004,"endTime":258.591,"body":"I saw one hand."},{"speaker":"Brandee Gaar","startTime":261.081,"endTime":261.81100000000004,"body":"Anybody else?"},{"speaker":"Brandee Gaar","startTime":263.821,"endTime":264.331,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":265.161,"endTime":266.741,"body":"The wedding industry"},{"speaker":"Brandee Gaar","startTime":265.161,"endTime":266.741,"body":"is collapsing."},{"speaker":"Brandee Gaar","startTime":267.241,"endTime":269.291,"body":"19, 000 markets."},{"speaker":"Brandee Gaar","startTime":269.626,"endTime":270.856,"body":"Not one is profitable."},{"speaker":"Brandee Gaar","startTime":271.276,"endTime":273.666,"body":"You, shout out."},{"speaker":"Brandee Gaar","startTime":273.666,"endTime":274.68600000000004,"body":"What do you guys"},{"speaker":"Brandee Gaar","startTime":273.666,"endTime":274.68600000000004,"body":"think about this?"},{"speaker":"Brandee Gaar","startTime":280.251,"endTime":280.781,"body":"Okay, good."},{"speaker":"Brandee Gaar","startTime":281.081,"endTime":284.831,"body":"I'm glad to hear more false"},{"speaker":"Brandee Gaar","startTime":281.081,"endTime":284.831,"body":"than Yes, Brandeans, I'm dying!"},{"speaker":"Brandee Gaar","startTime":285.321,"endTime":287.06100000000004,"body":"So, I'm so glad to"},{"speaker":"Brandee Gaar","startTime":285.321,"endTime":287.06100000000004,"body":"hear that, but this is"},{"speaker":"Brandee Gaar","startTime":287.081,"endTime":288.711,"body":"obviously fake news, right?"},{"speaker":"Brandee Gaar","startTime":289.821,"endTime":293.021,"body":"It's obviously fake news, but"},{"speaker":"Brandee Gaar","startTime":289.821,"endTime":293.021,"body":"if you're on threads, and the"},{"speaker":"Brandee Gaar","startTime":293.021,"endTime":296.901,"body":"reason that I bring that up is"},{"speaker":"Brandee Gaar","startTime":293.021,"endTime":296.901,"body":"because you can get yourself"},{"speaker":"Brandee Gaar","startTime":296.901,"endTime":299.44100000000003,"body":"down a dirty rabbit hole over"},{"speaker":"Brandee Gaar","startTime":296.901,"endTime":299.44100000000003,"body":"there of people telling you"},{"speaker":"Brandee Gaar","startTime":299.44100000000003,"endTime":302.68100000000004,"body":"like I can't book anything,"},{"speaker":"Brandee Gaar","startTime":299.44100000000003,"endTime":302.68100000000004,"body":"everyone I know is saying"},{"speaker":"Brandee Gaar","startTime":302.68100000000004,"endTime":305.581,"body":"they can't book anything,"},{"speaker":"Brandee Gaar","startTime":302.68100000000004,"endTime":305.581,"body":"all my friends, all my vendor"},{"speaker":"Brandee Gaar","startTime":305.581,"endTime":306.466,"body":"friends, and I'm like, I can't."},{"speaker":"Brandee Gaar","startTime":306.81600000000003,"endTime":308.06600000000003,"body":"Get a better circle."},{"speaker":"Brandee Gaar","startTime":308.076,"endTime":309.626,"body":"Like, what is"},{"speaker":"Brandee Gaar","startTime":308.076,"endTime":309.626,"body":"happening right now?"},{"speaker":"Brandee Gaar","startTime":309.896,"endTime":313.206,"body":"It's so bad over there"},{"speaker":"Brandee Gaar","startTime":309.896,"endTime":313.206,"body":"sometimes, and it"},{"speaker":"Brandee Gaar","startTime":313.206,"endTime":317.781,"body":"makes me sad because I"},{"speaker":"Brandee Gaar","startTime":313.206,"endTime":317.781,"body":"think It's just untrue."},{"speaker":"Brandee Gaar","startTime":318.031,"endTime":319.771,"body":"And so I'm a data girl."},{"speaker":"Brandee Gaar","startTime":319.831,"endTime":322.001,"body":"If you've ever heard me"},{"speaker":"Brandee Gaar","startTime":319.831,"endTime":322.001,"body":"talk, you know, I always"},{"speaker":"Brandee Gaar","startTime":322.001,"endTime":323.011,"body":"take it back to the numbers."},{"speaker":"Brandee Gaar","startTime":323.361,"endTime":325.671,"body":"We work in a very"},{"speaker":"Brandee Gaar","startTime":323.361,"endTime":325.671,"body":"emotional industry."},{"speaker":"Brandee Gaar","startTime":325.671,"endTime":327.081,"body":"We don't get to be emotional."},{"speaker":"Brandee Gaar","startTime":327.281,"endTime":329.391,"body":"We don't get to be emotional"},{"speaker":"Brandee Gaar","startTime":327.281,"endTime":329.391,"body":"about our businesses, right?"},{"speaker":"Brandee Gaar","startTime":329.551,"endTime":333.551,"body":"We're typically the ones who are"},{"speaker":"Brandee Gaar","startTime":329.551,"endTime":333.551,"body":"bringing the unemotional, third"},{"speaker":"Brandee Gaar","startTime":333.551,"endTime":335.571,"body":"party, like rational brain."},{"speaker":"Brandee Gaar","startTime":335.876,"endTime":337.266,"body":"to a wedding, right?"},{"speaker":"Brandee Gaar","startTime":337.266,"endTime":340.806,"body":"And so it's important that"},{"speaker":"Brandee Gaar","startTime":337.266,"endTime":340.806,"body":"we are also unemotional"},{"speaker":"Brandee Gaar","startTime":340.806,"endTime":341.466,"body":"about our business."},{"speaker":"Brandee Gaar","startTime":341.476,"endTime":345.026,"body":"So we can't run our businesses"},{"speaker":"Brandee Gaar","startTime":341.476,"endTime":345.026,"body":"on like fear, right?"},{"speaker":"Brandee Gaar","startTime":345.046,"endTime":348.536,"body":"Or what it feels like, like"},{"speaker":"Brandee Gaar","startTime":345.046,"endTime":348.536,"body":"it feels like the wedding"},{"speaker":"Brandee Gaar","startTime":348.536,"endTime":349.81600000000003,"body":"industry is collapsing, right?"},{"speaker":"Brandee Gaar","startTime":350.346,"endTime":351.476,"body":"So we're going to take"},{"speaker":"Brandee Gaar","startTime":350.346,"endTime":351.476,"body":"it to the numbers."},{"speaker":"Brandee Gaar","startTime":351.876,"endTime":354.596,"body":"So here's a couple of"},{"speaker":"Brandee Gaar","startTime":351.876,"endTime":354.596,"body":"data points for you."},{"speaker":"Brandee Gaar","startTime":354.596,"endTime":356.486,"body":"These are all by"},{"speaker":"Brandee Gaar","startTime":354.596,"endTime":356.486,"body":"Signet Jewelers."},{"speaker":"Brandee Gaar","startTime":356.81600000000003,"endTime":359.726,"body":"Signet Jewelers is, um,"},{"speaker":"Brandee Gaar","startTime":356.81600000000003,"endTime":359.726,"body":"well, they're a jewelry"},{"speaker":"Brandee Gaar","startTime":359.726,"endTime":361.406,"body":"company and they track."},{"speaker":"Brandee Gaar","startTime":362.686,"endTime":365.386,"body":"A little more than four dozen"},{"speaker":"Brandee Gaar","startTime":362.686,"endTime":365.386,"body":"data points that they've been"},{"speaker":"Brandee Gaar","startTime":365.386,"endTime":366.736,"body":"tracking for over 50 years."},{"speaker":"Brandee Gaar","startTime":366.746,"endTime":370.296,"body":"So it's not like this is a new"},{"speaker":"Brandee Gaar","startTime":366.746,"endTime":370.296,"body":"thing, but during the pandemic"},{"speaker":"Brandee Gaar","startTime":370.296,"endTime":374.216,"body":"it really became like their data"},{"speaker":"Brandee Gaar","startTime":370.296,"endTime":374.216,"body":"came in very handy cause people"},{"speaker":"Brandee Gaar","startTime":374.216,"endTime":376.236,"body":"were like, what's happening"},{"speaker":"Brandee Gaar","startTime":374.216,"endTime":376.236,"body":"to the wedding industry?"},{"speaker":"Brandee Gaar","startTime":376.236,"endTime":377.326,"body":"Are people getting engaged?"},{"speaker":"Brandee Gaar","startTime":377.326,"endTime":377.976,"body":"What's going on?"},{"speaker":"Brandee Gaar","startTime":378.25600000000003,"endTime":379.496,"body":"Well, let's look at the numbers."},{"speaker":"Brandee Gaar","startTime":379.50600000000003,"endTime":383.726,"body":"So 2020 2021, we don't"},{"speaker":"Brandee Gaar","startTime":379.50600000000003,"endTime":383.726,"body":"talk about those years."},{"speaker":"Brandee Gaar","startTime":383.786,"endTime":385.086,"body":"It's like they"},{"speaker":"Brandee Gaar","startTime":383.786,"endTime":385.086,"body":"don't exist, right?"},{"speaker":"Brandee Gaar","startTime":385.56600000000003,"endTime":388.146,"body":"We're all like 2019 2022."},{"speaker":"Brandee Gaar","startTime":388.426,"endTime":389.836,"body":"Um, so we don't want"},{"speaker":"Brandee Gaar","startTime":388.426,"endTime":389.836,"body":"to talk about that."},{"speaker":"Brandee Gaar","startTime":389.836,"endTime":392.951,"body":"You But just to give you an"},{"speaker":"Brandee Gaar","startTime":389.836,"endTime":392.951,"body":"idea, the numbers were slightly"},{"speaker":"Brandee Gaar","startTime":392.951,"endTime":394.051,"body":"smaller in those years."},{"speaker":"Brandee Gaar","startTime":394.051,"endTime":394.891,"body":"It makes sense, right?"},{"speaker":"Brandee Gaar","startTime":394.931,"endTime":396.051,"body":"Everyone was shut"},{"speaker":"Brandee Gaar","startTime":394.931,"endTime":396.051,"body":"in their house."},{"speaker":"Brandee Gaar","startTime":396.051,"endTime":396.831,"body":"They couldn't get engaged."},{"speaker":"Brandee Gaar","startTime":397.231,"endTime":400.641,"body":"Okay, so 2022, that's"},{"speaker":"Brandee Gaar","startTime":397.231,"endTime":400.641,"body":"the year you don't even"},{"speaker":"Brandee Gaar","startTime":400.651,"endTime":401.44100000000003,"body":"have to have a website."},{"speaker":"Brandee Gaar","startTime":401.671,"endTime":403.69100000000003,"body":"You don't even have to actually"},{"speaker":"Brandee Gaar","startTime":401.671,"endTime":403.69100000000003,"body":"be good at what you did."},{"speaker":"Brandee Gaar","startTime":403.921,"endTime":405.681,"body":"You could just do weddings."},{"speaker":"Brandee Gaar","startTime":406.011,"endTime":407.111,"body":"Everyone could do"},{"speaker":"Brandee Gaar","startTime":406.011,"endTime":407.111,"body":"weddings, right?"},{"speaker":"Brandee Gaar","startTime":407.121,"endTime":408.661,"body":"It was like, I'm"},{"speaker":"Brandee Gaar","startTime":407.121,"endTime":408.661,"body":"a wedding planner."},{"speaker":"Brandee Gaar","startTime":408.741,"endTime":409.481,"body":"I planned mine."},{"speaker":"Brandee Gaar","startTime":409.69100000000003,"endTime":412.201,"body":"And so now I can plan one"},{"speaker":"Brandee Gaar","startTime":409.69100000000003,"endTime":412.201,"body":"and you'd book 30 weddings."},{"speaker":"Brandee Gaar","startTime":412.591,"endTime":415.521,"body":"It was crazy because"},{"speaker":"Brandee Gaar","startTime":412.591,"endTime":415.521,"body":"there was more couples"},{"speaker":"Brandee Gaar","startTime":415.801,"endTime":416.821,"body":"than there were vendors."},{"speaker":"Brandee Gaar","startTime":416.861,"endTime":417.171,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":417.181,"endTime":418.921,"body":"So 2022, there was 2."},{"speaker":"Brandee Gaar","startTime":418.971,"endTime":420.101,"body":"5 million engagements."},{"speaker":"Brandee Gaar","startTime":420.101,"endTime":420.911,"body":"That's insane."},{"speaker":"Brandee Gaar","startTime":421.291,"endTime":424.186,"body":"2023. Who felt it?"},{"speaker":"Brandee Gaar","startTime":425.136,"endTime":427.416,"body":"2023 is what we call"},{"speaker":"Brandee Gaar","startTime":425.136,"endTime":427.416,"body":"the wedding gap."},{"speaker":"Brandee Gaar","startTime":428.106,"endTime":430.676,"body":"That is because there were"},{"speaker":"Brandee Gaar","startTime":428.106,"endTime":430.676,"body":"so few engagements, 2."},{"speaker":"Brandee Gaar","startTime":430.676,"endTime":431.406,"body":"1 million, right?"},{"speaker":"Brandee Gaar","startTime":431.406,"endTime":433.076,"body":"2. 1 million engagements then."},{"speaker":"Brandee Gaar","startTime":433.346,"endTime":434.146,"body":"But here's the thing."},{"speaker":"Brandee Gaar","startTime":434.156,"endTime":436.446,"body":"We are predicting to have 2."},{"speaker":"Brandee Gaar","startTime":436.496,"endTime":440.536,"body":"4 million engagements really"},{"speaker":"Brandee Gaar","startTime":436.496,"endTime":440.536,"body":"for the next several years,"},{"speaker":"Brandee Gaar","startTime":440.81600000000003,"endTime":443.136,"body":"which when you look at the"},{"speaker":"Brandee Gaar","startTime":440.81600000000003,"endTime":443.136,"body":"numbers, you think, okay, wait,"},{"speaker":"Brandee Gaar","startTime":443.196,"endTime":448.296,"body":"so the biggest year we ever"},{"speaker":"Brandee Gaar","startTime":443.196,"endTime":448.296,"body":"had in recent history had 2."},{"speaker":"Brandee Gaar","startTime":448.296,"endTime":450.606,"body":"5 million and we're"},{"speaker":"Brandee Gaar","startTime":448.296,"endTime":450.606,"body":"freaking out about 2."},{"speaker":"Brandee Gaar","startTime":450.606,"endTime":451.781,"body":"4. Yeah."},{"speaker":"Brandee Gaar","startTime":453.651,"endTime":455.091,"body":"This is just the states."},{"speaker":"Brandee Gaar","startTime":455.111,"endTime":455.461,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":455.491,"endTime":455.731,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":455.731,"endTime":456.671,"body":"This is U. S. data."},{"speaker":"Brandee Gaar","startTime":457.321,"endTime":459.341,"body":"So this is something that"},{"speaker":"Brandee Gaar","startTime":457.321,"endTime":459.341,"body":"I want you guys to think"},{"speaker":"Brandee Gaar","startTime":459.351,"endTime":463.961,"body":"about is these numbers tell"},{"speaker":"Brandee Gaar","startTime":459.351,"endTime":463.961,"body":"us why are we freaking out?"},{"speaker":"Brandee Gaar","startTime":464.461,"endTime":465.371,"body":"What are we freaking out about?"},{"speaker":"Brandee Gaar","startTime":465.371,"endTime":467.801,"body":"And that's when, when I'm"},{"speaker":"Brandee Gaar","startTime":465.371,"endTime":467.801,"body":"working with my students and"},{"speaker":"Brandee Gaar","startTime":467.801,"endTime":470.561,"body":"they come to me and they're"},{"speaker":"Brandee Gaar","startTime":467.801,"endTime":470.561,"body":"like, I just, I don't know if"},{"speaker":"Brandee Gaar","startTime":470.791,"endTime":473.69100000000003,"body":"I haven't booked a wedding in"},{"speaker":"Brandee Gaar","startTime":470.791,"endTime":473.69100000000003,"body":"like three weeks and I just,"},{"speaker":"Brandee Gaar","startTime":473.711,"endTime":476.111,"body":"I'm freaking out and the leads"},{"speaker":"Brandee Gaar","startTime":473.711,"endTime":476.111,"body":"are down and all my friends"},{"speaker":"Brandee Gaar","startTime":476.111,"endTime":476.821,"body":"are telling me the same thing."},{"speaker":"Brandee Gaar","startTime":476.821,"endTime":478.841,"body":"And I'm like, well, how"},{"speaker":"Brandee Gaar","startTime":476.821,"endTime":478.841,"body":"many leads did you get the"},{"speaker":"Brandee Gaar","startTime":478.841,"endTime":480.38100000000003,"body":"same time period last year?"},{"speaker":"Brandee Gaar","startTime":482.406,"endTime":484.246,"body":"And there's a few of my students"},{"speaker":"Brandee Gaar","startTime":482.406,"endTime":484.246,"body":"in the room and they know,"},{"speaker":"Brandee Gaar","startTime":484.246,"endTime":486.726,"body":"I'm like, go back to the data."},{"speaker":"Brandee Gaar","startTime":486.796,"endTime":489.876,"body":"It's, it's telling you the"},{"speaker":"Brandee Gaar","startTime":486.796,"endTime":489.876,"body":"truth, which is you got the"},{"speaker":"Brandee Gaar","startTime":489.876,"endTime":491.396,"body":"same number of leads last year."},{"speaker":"Brandee Gaar","startTime":491.486,"endTime":492.386,"body":"You're not freaking out."},{"speaker":"Brandee Gaar","startTime":492.406,"endTime":494.186,"body":"It's always a down"},{"speaker":"Brandee Gaar","startTime":492.406,"endTime":494.186,"body":"month for you, right?"},{"speaker":"Brandee Gaar","startTime":494.186,"endTime":495.166,"body":"Take it back to the data."},{"speaker":"Brandee Gaar","startTime":495.526,"endTime":495.876,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":495.946,"endTime":497.646,"body":"So 2."},{"speaker":"Brandee Gaar","startTime":497.686,"endTime":498.886,"body":"4 million engagements."},{"speaker":"Brandee Gaar","startTime":498.896,"endTime":502.576,"body":"That's about how many we"},{"speaker":"Brandee Gaar","startTime":498.896,"endTime":502.576,"body":"averaged over the last five"},{"speaker":"Brandee Gaar","startTime":502.606,"endTime":503.936,"body":"years before the pandemic."},{"speaker":"Brandee Gaar","startTime":503.956,"endTime":506.026,"body":"So we're back to pre"},{"speaker":"Brandee Gaar","startTime":503.956,"endTime":506.026,"body":"pandemic numbers."},{"speaker":"Brandee Gaar","startTime":506.206,"endTime":506.586,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":507.546,"endTime":508.386,"body":"Here's the thing."},{"speaker":"Brandee Gaar","startTime":509.841,"endTime":511.171,"body":"It's not the economy."},{"speaker":"Brandee Gaar","startTime":511.761,"endTime":513.111,"body":"It's your strategy."},{"speaker":"Brandee Gaar","startTime":513.521,"endTime":515.441,"body":"And I ruffle feathers"},{"speaker":"Brandee Gaar","startTime":513.521,"endTime":515.441,"body":"when I say that, and"},{"speaker":"Brandee Gaar","startTime":515.441,"endTime":516.501,"body":"I'm very aware of that."},{"speaker":"Brandee Gaar","startTime":516.781,"endTime":521.031,"body":"But at the end of the day,"},{"speaker":"Brandee Gaar","startTime":516.781,"endTime":521.031,"body":"the truth is, the data's"},{"speaker":"Brandee Gaar","startTime":521.031,"endTime":524.111,"body":"telling us you're wrong if"},{"speaker":"Brandee Gaar","startTime":521.031,"endTime":524.111,"body":"you think it's the economy."},{"speaker":"Brandee Gaar","startTime":524.331,"endTime":525.081,"body":"It's not."},{"speaker":"Brandee Gaar","startTime":525.626,"endTime":526.796,"body":"It's your strategy."},{"speaker":"Brandee Gaar","startTime":526.816,"endTime":529.9259999999999,"body":"And I don't say that to say"},{"speaker":"Brandee Gaar","startTime":526.816,"endTime":529.9259999999999,"body":"like, you suck at what you do."},{"speaker":"Brandee Gaar","startTime":530.206,"endTime":530.816,"body":"Get better."},{"speaker":"Brandee Gaar","startTime":530.816,"endTime":531.896,"body":"I don't say it like that."},{"speaker":"Brandee Gaar","startTime":532.096,"endTime":536.866,"body":"I want you to know the market"},{"speaker":"Brandee Gaar","startTime":532.096,"endTime":536.866,"body":"has changed since the pandemic."},{"speaker":"Brandee Gaar","startTime":536.866,"endTime":539.726,"body":"Not only do people buy"},{"speaker":"Brandee Gaar","startTime":536.866,"endTime":539.726,"body":"differently, but think about it."},{"speaker":"Brandee Gaar","startTime":539.7560000000001,"endTime":542.856,"body":"Think about what has happened"},{"speaker":"Brandee Gaar","startTime":539.7560000000001,"endTime":542.856,"body":"since the pandemic, right?"},{"speaker":"Brandee Gaar","startTime":542.856,"endTime":546.371,"body":"Like we had the pandemic,"},{"speaker":"Brandee Gaar","startTime":542.856,"endTime":546.371,"body":"we've had Multiple elections,"},{"speaker":"Brandee Gaar","startTime":546.371,"endTime":547.6510000000001,"body":"which have been crazy."},{"speaker":"Brandee Gaar","startTime":547.961,"endTime":549.201,"body":"There's been so much going on."},{"speaker":"Brandee Gaar","startTime":549.211,"endTime":551.011,"body":"Gen Z is in the marketplace now."},{"speaker":"Brandee Gaar","startTime":551.071,"endTime":553.361,"body":"Gen Z is 27, 28 years old."},{"speaker":"Brandee Gaar","startTime":553.681,"endTime":555.231,"body":"They're in the marketplace now."},{"speaker":"Brandee Gaar","startTime":555.741,"endTime":558.781,"body":"They kind of came in during"},{"speaker":"Brandee Gaar","startTime":555.741,"endTime":558.781,"body":"that whole dark period after"},{"speaker":"Brandee Gaar","startTime":558.781,"endTime":560.921,"body":"the pandemic, and all of"},{"speaker":"Brandee Gaar","startTime":558.781,"endTime":560.921,"body":"us are like, who are these"},{"speaker":"Brandee Gaar","startTime":560.921,"endTime":563.011,"body":"people that are buying now"},{"speaker":"Brandee Gaar","startTime":560.921,"endTime":563.011,"body":"all of a sudden, right?"},{"speaker":"Brandee Gaar","startTime":563.251,"endTime":564.3810000000001,"body":"They buy differently."},{"speaker":"Brandee Gaar","startTime":564.7860000000001,"endTime":567.7660000000001,"body":"Your strategy has to change."},{"speaker":"Brandee Gaar","startTime":568.086,"endTime":569.0160000000001,"body":"It has to change."},{"speaker":"Brandee Gaar","startTime":569.0260000000001,"endTime":570.206,"body":"It has to be updated."},{"speaker":"Brandee Gaar","startTime":570.446,"endTime":571.9259999999999,"body":"And that's what we're"},{"speaker":"Brandee Gaar","startTime":570.446,"endTime":571.9259999999999,"body":"going to talk about today."},{"speaker":"Brandee Gaar","startTime":573.0260000000001,"endTime":576.046,"body":"Wedding pros who are winning"},{"speaker":"Brandee Gaar","startTime":573.0260000000001,"endTime":576.046,"body":"right now have three things,"},{"speaker":"Brandee Gaar","startTime":576.546,"endTime":580.396,"body":"a clear marketing strategy,"},{"speaker":"Brandee Gaar","startTime":576.546,"endTime":580.396,"body":"clear marketing strategy."},{"speaker":"Brandee Gaar","startTime":580.456,"endTime":582.106,"body":"This is what Mark"},{"speaker":"Brandee Gaar","startTime":580.456,"endTime":582.106,"body":"was talking about."},{"speaker":"Brandee Gaar","startTime":582.346,"endTime":584.476,"body":"Part of what Mark does"},{"speaker":"Brandee Gaar","startTime":582.346,"endTime":584.476,"body":"is to help wedding pros"},{"speaker":"Brandee Gaar","startTime":584.486,"endTime":588.196,"body":"have that clear marketing"},{"speaker":"Brandee Gaar","startTime":584.486,"endTime":588.196,"body":"strategy, both ads, paid"},{"speaker":"Brandee Gaar","startTime":588.206,"endTime":589.696,"body":"advertising, and organic."},{"speaker":"Brandee Gaar","startTime":590.176,"endTime":592.846,"body":"They also have the ability"},{"speaker":"Brandee Gaar","startTime":590.176,"endTime":592.846,"body":"to assume the sale, which"},{"speaker":"Brandee Gaar","startTime":592.846,"endTime":593.906,"body":"I'm going to teach you today."},{"speaker":"Brandee Gaar","startTime":594.446,"endTime":597.846,"body":"And they have a lack of time"},{"speaker":"Brandee Gaar","startTime":594.446,"endTime":597.846,"body":"to worry about the economy"},{"speaker":"Brandee Gaar","startTime":597.846,"endTime":600.226,"body":"because they're too busy worried"},{"speaker":"Brandee Gaar","startTime":597.846,"endTime":600.226,"body":"about numbers one and two."},{"speaker":"Brandee Gaar","startTime":600.496,"endTime":601.636,"body":"And I'm not going"},{"speaker":"Brandee Gaar","startTime":600.496,"endTime":601.636,"body":"to lie to you guys."},{"speaker":"Brandee Gaar","startTime":601.646,"endTime":605.896,"body":"When I see the rabbit trail"},{"speaker":"Brandee Gaar","startTime":601.646,"endTime":605.896,"body":"on threads, I'm like, the"},{"speaker":"Brandee Gaar","startTime":605.896,"endTime":608.2860000000001,"body":"amount of time you spent"},{"speaker":"Brandee Gaar","startTime":605.896,"endTime":608.2860000000001,"body":"on this rabbit trail, you"},{"speaker":"Brandee Gaar","startTime":608.2860000000001,"endTime":609.226,"body":"could have posted a real."},{"speaker":"Brandee Gaar","startTime":609.5360000000001,"endTime":611.676,"body":"And I probably would have"},{"speaker":"Brandee Gaar","startTime":609.5360000000001,"endTime":611.676,"body":"gotten one or two leads."},{"speaker":"Brandee Gaar","startTime":611.766,"endTime":612.346,"body":"I don't know."},{"speaker":"Brandee Gaar","startTime":613.716,"endTime":614.296,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":614.756,"endTime":616.476,"body":"Don't fall down"},{"speaker":"Brandee Gaar","startTime":614.756,"endTime":616.476,"body":"the rabbit trail."},{"speaker":"Brandee Gaar","startTime":616.476,"endTime":616.856,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":616.866,"endTime":620.856,"body":"Be the wedding pros who"},{"speaker":"Brandee Gaar","startTime":616.866,"endTime":620.856,"body":"have not enough time to get"},{"speaker":"Brandee Gaar","startTime":620.856,"endTime":623.246,"body":"on threads and gripe about"},{"speaker":"Brandee Gaar","startTime":620.856,"endTime":623.246,"body":"not having enough leads."},{"speaker":"Brandee Gaar","startTime":623.246,"endTime":624.126,"body":"Go get some leads."},{"speaker":"Brandee Gaar","startTime":624.916,"endTime":627.146,"body":"Only those who adapt"},{"speaker":"Brandee Gaar","startTime":624.916,"endTime":627.146,"body":"their strategies."},{"speaker":"Brandee Gaar","startTime":627.526,"endTime":629.086,"body":"And shift with the"},{"speaker":"Brandee Gaar","startTime":627.526,"endTime":629.086,"body":"market will win."},{"speaker":"Brandee Gaar","startTime":629.646,"endTime":630.0360000000001,"body":"Period."},{"speaker":"Brandee Gaar","startTime":630.046,"endTime":630.896,"body":"End of conversation."},{"speaker":"Brandee Gaar","startTime":630.926,"endTime":634.906,"body":"And I've been in the"},{"speaker":"Brandee Gaar","startTime":630.926,"endTime":634.906,"body":"market since 2007."},{"speaker":"Brandee Gaar","startTime":634.936,"endTime":636.596,"body":"I should know that off"},{"speaker":"Brandee Gaar","startTime":634.936,"endTime":636.596,"body":"the top of my head."},{"speaker":"Brandee Gaar","startTime":636.796,"endTime":638.486,"body":"I've been in the"},{"speaker":"Brandee Gaar","startTime":636.796,"endTime":638.486,"body":"market since 2007."},{"speaker":"Brandee Gaar","startTime":638.496,"endTime":641.056,"body":"So I've grown one of the"},{"speaker":"Brandee Gaar","startTime":638.496,"endTime":641.056,"body":"largest planning firms in"},{"speaker":"Brandee Gaar","startTime":641.056,"endTime":643.466,"body":"Orlando and you guys have been"},{"speaker":"Brandee Gaar","startTime":641.056,"endTime":643.466,"body":"through every market shift."},{"speaker":"Brandee Gaar","startTime":644.171,"endTime":648.721,"body":"Every market requires you"},{"speaker":"Brandee Gaar","startTime":644.171,"endTime":648.721,"body":"to think on your toes."},{"speaker":"Brandee Gaar","startTime":649.181,"endTime":650.821,"body":"You can't just"},{"speaker":"Brandee Gaar","startTime":649.181,"endTime":650.821,"body":"blame the economy."},{"speaker":"Brandee Gaar","startTime":650.821,"endTime":653.011,"body":"You have to think,"},{"speaker":"Brandee Gaar","startTime":650.821,"endTime":653.011,"body":"what should I do next?"},{"speaker":"Brandee Gaar","startTime":653.041,"endTime":655.031,"body":"What are my leads telling me?"},{"speaker":"Brandee Gaar","startTime":655.041,"endTime":657.031,"body":"What is my marketing telling me?"},{"speaker":"Brandee Gaar","startTime":657.041,"endTime":658.151,"body":"You have to be watching it."},{"speaker":"Brandee Gaar","startTime":658.371,"endTime":660.381,"body":"It's not a passive sport"},{"speaker":"Brandee Gaar","startTime":658.371,"endTime":660.381,"body":"to be an entrepreneur."},{"speaker":"Brandee Gaar","startTime":660.381,"endTime":661.521,"body":"It's not set it and forget it."},{"speaker":"Brandee Gaar","startTime":661.801,"endTime":664.641,"body":"My favorite comments I get"},{"speaker":"Brandee Gaar","startTime":661.801,"endTime":664.641,"body":"on our ads are things when"},{"speaker":"Brandee Gaar","startTime":664.641,"endTime":668.541,"body":"people say, well, 17 years."},{"speaker":"Brandee Gaar","startTime":668.571,"endTime":669.551,"body":"And I'm like, great."},{"speaker":"Brandee Gaar","startTime":670.136,"endTime":671.296,"body":"Then you don't need my strategy."},{"speaker":"Brandee Gaar","startTime":671.296,"endTime":673.276,"body":"You should go just do what"},{"speaker":"Brandee Gaar","startTime":671.296,"endTime":673.276,"body":"you've been doing for 17 years."},{"speaker":"Brandee Gaar","startTime":673.276,"endTime":674.096,"body":"That's totally perfect."},{"speaker":"Brandee Gaar","startTime":674.146,"endTime":675.166,"body":"Why are you here?"},{"speaker":"Brandee Gaar","startTime":675.466,"endTime":675.796,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":675.796,"endTime":679.396,"body":"Like, I want to help you move"},{"speaker":"Brandee Gaar","startTime":675.796,"endTime":679.396,"body":"into the next generation if"},{"speaker":"Brandee Gaar","startTime":679.426,"endTime":680.656,"body":"that's what you're looking for."},{"speaker":"Brandee Gaar","startTime":680.676,"endTime":680.936,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":680.936,"endTime":684.576,"body":"And so I want you guys to know"},{"speaker":"Brandee Gaar","startTime":680.936,"endTime":684.576,"body":"you've got to start adapting."},{"speaker":"Brandee Gaar","startTime":685.026,"endTime":687.546,"body":"Whether you're any of these"},{"speaker":"Brandee Gaar","startTime":685.026,"endTime":687.546,"body":"vendors, photographer,"},{"speaker":"Brandee Gaar","startTime":687.546,"endTime":691.386,"body":"DJ, planner, videographer,"},{"speaker":"Brandee Gaar","startTime":687.546,"endTime":691.386,"body":"florist, stationer, I want you"},{"speaker":"Brandee Gaar","startTime":691.386,"endTime":694.156,"body":"to know one thing from this"},{"speaker":"Brandee Gaar","startTime":691.386,"endTime":694.156,"body":"presentation, and I think you've"},{"speaker":"Brandee Gaar","startTime":694.156,"endTime":695.376,"body":"heard it today several times."},{"speaker":"Brandee Gaar","startTime":695.376,"endTime":696.7860000000001,"body":"Irene talked about profit a lot."},{"speaker":"Brandee Gaar","startTime":697.246,"endTime":699.316,"body":"It's okay to want"},{"speaker":"Brandee Gaar","startTime":697.246,"endTime":699.316,"body":"to make more money."},{"speaker":"Brandee Gaar","startTime":700.0360000000001,"endTime":702.296,"body":"We're going to talk about"},{"speaker":"Brandee Gaar","startTime":700.0360000000001,"endTime":702.296,"body":"sales in this presentation."},{"speaker":"Brandee Gaar","startTime":702.316,"endTime":706.956,"body":"And you guys, wedding"},{"speaker":"Brandee Gaar","startTime":702.316,"endTime":706.956,"body":"pros, we serve with all"},{"speaker":"Brandee Gaar","startTime":706.956,"endTime":708.446,"body":"of our heart, right?"},{"speaker":"Brandee Gaar","startTime":708.7860000000001,"endTime":710.7860000000001,"body":"Most of us got into this"},{"speaker":"Brandee Gaar","startTime":708.7860000000001,"endTime":710.7860000000001,"body":"industry because you"},{"speaker":"Brandee Gaar","startTime":710.796,"endTime":711.946,"body":"have a servant heart."},{"speaker":"Brandee Gaar","startTime":712.336,"endTime":715.746,"body":"You want to see somebody's"},{"speaker":"Brandee Gaar","startTime":712.336,"endTime":715.746,"body":"wedding come to life."},{"speaker":"Brandee Gaar","startTime":715.966,"endTime":719.801,"body":"You want to give them photos"},{"speaker":"Brandee Gaar","startTime":715.966,"endTime":719.801,"body":"that are going to be, That"},{"speaker":"Brandee Gaar","startTime":719.801,"endTime":722.331,"body":"are going to help them to"},{"speaker":"Brandee Gaar","startTime":719.801,"endTime":722.331,"body":"show their grandkids one day"},{"speaker":"Brandee Gaar","startTime":722.341,"endTime":723.631,"body":"and be part of their legacy."},{"speaker":"Brandee Gaar","startTime":723.631,"endTime":725.761,"body":"Like that's why"},{"speaker":"Brandee Gaar","startTime":723.631,"endTime":725.761,"body":"we do what we do."},{"speaker":"Brandee Gaar","startTime":726.051,"endTime":728.531,"body":"But at the end of the day,"},{"speaker":"Brandee Gaar","startTime":726.051,"endTime":728.531,"body":"you can't continue to do it if"},{"speaker":"Brandee Gaar","startTime":728.531,"endTime":730.791,"body":"you don't make money, right?"},{"speaker":"Brandee Gaar","startTime":731.011,"endTime":734.1610000000001,"body":"Like who's here to"},{"speaker":"Brandee Gaar","startTime":731.011,"endTime":734.1610000000001,"body":"make money, right?"},{"speaker":"Brandee Gaar","startTime":734.291,"endTime":736.081,"body":"We are not running"},{"speaker":"Brandee Gaar","startTime":734.291,"endTime":736.081,"body":"charitable organizations."},{"speaker":"Brandee Gaar","startTime":736.091,"endTime":738.966,"body":"And if you are,"},{"speaker":"Brandee Gaar","startTime":736.091,"endTime":738.966,"body":"It's so good, right?"},{"speaker":"Brandee Gaar","startTime":738.996,"endTime":740.076,"body":"Like I'm so proud of you."},{"speaker":"Brandee Gaar","startTime":741.086,"endTime":743.116,"body":"I didn't start my business"},{"speaker":"Brandee Gaar","startTime":741.086,"endTime":743.116,"body":"for that reason, right?"},{"speaker":"Brandee Gaar","startTime":743.266,"endTime":745.7860000000001,"body":"I want to make money and"},{"speaker":"Brandee Gaar","startTime":743.266,"endTime":745.7860000000001,"body":"it's okay to make money."},{"speaker":"Brandee Gaar","startTime":746.166,"endTime":748.886,"body":"It's okay to get paid for"},{"speaker":"Brandee Gaar","startTime":746.166,"endTime":748.886,"body":"your services because you have"},{"speaker":"Brandee Gaar","startTime":748.886,"endTime":752.486,"body":"a service that your couple"},{"speaker":"Brandee Gaar","startTime":748.886,"endTime":752.486,"body":"needs and it's how you're"},{"speaker":"Brandee Gaar","startTime":752.486,"endTime":753.366,"body":"going to stay in business."},{"speaker":"Brandee Gaar","startTime":753.386,"endTime":754.566,"body":"It's how you're going"},{"speaker":"Brandee Gaar","startTime":753.386,"endTime":754.566,"body":"to scale a team."},{"speaker":"Brandee Gaar","startTime":754.806,"endTime":757.216,"body":"It's how you're going to"},{"speaker":"Brandee Gaar","startTime":754.806,"endTime":757.216,"body":"be able to spend time with"},{"speaker":"Brandee Gaar","startTime":757.216,"endTime":760.236,"body":"your family and build the"},{"speaker":"Brandee Gaar","startTime":757.216,"endTime":760.236,"body":"business that you dreamed of"},{"speaker":"Brandee Gaar","startTime":760.236,"endTime":761.486,"body":"when you first started it."},{"speaker":"Brandee Gaar","startTime":761.486,"endTime":764.636,"body":"If you have no profit,"},{"speaker":"Brandee Gaar","startTime":761.486,"endTime":764.636,"body":"you have no purpose."},{"speaker":"Brandee Gaar","startTime":765.556,"endTime":767.416,"body":"You have to have profit"},{"speaker":"Brandee Gaar","startTime":765.556,"endTime":767.416,"body":"in your business."},{"speaker":"Brandee Gaar","startTime":767.476,"endTime":767.826,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":767.846,"endTime":769.176,"body":"And that starts with sales."},{"speaker":"Brandee Gaar","startTime":769.586,"endTime":769.926,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":770.076,"endTime":772.626,"body":"So let's talk about what"},{"speaker":"Brandee Gaar","startTime":770.076,"endTime":772.626,"body":"a sales funnel is, right?"},{"speaker":"Brandee Gaar","startTime":772.626,"endTime":776.426,"body":"So this is a very basic"},{"speaker":"Brandee Gaar","startTime":772.626,"endTime":776.426,"body":"version of a sales funnel."},{"speaker":"Brandee Gaar","startTime":776.606,"endTime":776.956,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":777.046,"endTime":780.166,"body":"So at the top of your sales"},{"speaker":"Brandee Gaar","startTime":777.046,"endTime":780.166,"body":"funnel is going to be awareness."},{"speaker":"Brandee Gaar","startTime":780.426,"endTime":784.096,"body":"This is going to be things"},{"speaker":"Brandee Gaar","startTime":780.426,"endTime":784.096,"body":"like Um, reels, reels are"},{"speaker":"Brandee Gaar","startTime":784.106,"endTime":785.586,"body":"huge for awareness, right?"},{"speaker":"Brandee Gaar","startTime":785.7860000000001,"endTime":788.146,"body":"Reels, it could be a"},{"speaker":"Brandee Gaar","startTime":785.7860000000001,"endTime":788.146,"body":"speaking event, it could"},{"speaker":"Brandee Gaar","startTime":788.156,"endTime":789.2860000000001,"body":"be a networking event."},{"speaker":"Brandee Gaar","startTime":789.396,"endTime":792.046,"body":"It's just how people are"},{"speaker":"Brandee Gaar","startTime":789.396,"endTime":792.046,"body":"becoming aware of you, whether"},{"speaker":"Brandee Gaar","startTime":792.046,"endTime":795.096,"body":"that's other vendors or"},{"speaker":"Brandee Gaar","startTime":792.046,"endTime":795.096,"body":"whether it's couples, right?"},{"speaker":"Brandee Gaar","startTime":795.276,"endTime":796.856,"body":"You want people to"},{"speaker":"Brandee Gaar","startTime":795.276,"endTime":796.856,"body":"become aware of you."},{"speaker":"Brandee Gaar","startTime":796.856,"endTime":799.266,"body":"TikTok is also a great"},{"speaker":"Brandee Gaar","startTime":796.856,"endTime":799.266,"body":"platform for this."},{"speaker":"Brandee Gaar","startTime":799.546,"endTime":802.416,"body":"Paid advertising, like Mark"},{"speaker":"Brandee Gaar","startTime":799.546,"endTime":802.416,"body":"was talking about, is a great"},{"speaker":"Brandee Gaar","startTime":802.416,"endTime":804.126,"body":"way to get more awareness."},{"speaker":"Brandee Gaar","startTime":804.346,"endTime":807.026,"body":"But this is where people are"},{"speaker":"Brandee Gaar","startTime":804.346,"endTime":807.026,"body":"just becoming more aware."},{"speaker":"Brandee Gaar","startTime":807.186,"endTime":807.846,"body":"Aware of you."},{"speaker":"Brandee Gaar","startTime":808.016,"endTime":808.486,"body":"That's it."},{"speaker":"Brandee Gaar","startTime":808.546,"endTime":809.416,"body":"They know nothing about you."},{"speaker":"Brandee Gaar","startTime":809.426,"endTime":812.386,"body":"They're just starting to"},{"speaker":"Brandee Gaar","startTime":809.426,"endTime":812.386,"body":"understand that you exist,"},{"speaker":"Brandee Gaar","startTime":812.406,"endTime":813.466,"body":"which is really great, right?"},{"speaker":"Brandee Gaar","startTime":814.006,"endTime":816.086,"body":"The next one is consideration."},{"speaker":"Brandee Gaar","startTime":816.406,"endTime":820.906,"body":"So this is where they have"},{"speaker":"Brandee Gaar","startTime":816.406,"endTime":820.906,"body":"Seen you maybe a few times"},{"speaker":"Brandee Gaar","startTime":820.926,"endTime":824.236,"body":"and they're like I kind of"},{"speaker":"Brandee Gaar","startTime":820.926,"endTime":824.236,"body":"I think I kind of like this"},{"speaker":"Brandee Gaar","startTime":824.236,"endTime":825.656,"body":"person I want to know more."},{"speaker":"Brandee Gaar","startTime":826.116,"endTime":828.456,"body":"This is typically where"},{"speaker":"Brandee Gaar","startTime":826.116,"endTime":828.456,"body":"your email funnel is going"},{"speaker":"Brandee Gaar","startTime":828.456,"endTime":831.116,"body":"to come into play Which i'm"},{"speaker":"Brandee Gaar","startTime":828.456,"endTime":831.116,"body":"going to give you at the end."},{"speaker":"Brandee Gaar","startTime":831.126,"endTime":834.481,"body":"So if you don't have a You"},{"speaker":"Brandee Gaar","startTime":831.126,"endTime":834.481,"body":"Really clear email funnel."},{"speaker":"Brandee Gaar","startTime":834.521,"endTime":836.651,"body":"When somebody inquires,"},{"speaker":"Brandee Gaar","startTime":834.521,"endTime":836.651,"body":"I'll be giving that to you"},{"speaker":"Brandee Gaar","startTime":836.651,"endTime":838.701,"body":"at the end, the one that"},{"speaker":"Brandee Gaar","startTime":836.651,"endTime":838.701,"body":"my company uses, and then I"},{"speaker":"Brandee Gaar","startTime":838.701,"endTime":839.821,"body":"give to all of my students."},{"speaker":"Brandee Gaar","startTime":840.311,"endTime":843.691,"body":"I, this is where you really"},{"speaker":"Brandee Gaar","startTime":840.311,"endTime":843.691,"body":"want to nurture them, right?"},{"speaker":"Brandee Gaar","startTime":843.691,"endTime":845.561,"body":"So they've inquired"},{"speaker":"Brandee Gaar","startTime":843.691,"endTime":845.561,"body":"at this point."},{"speaker":"Brandee Gaar","startTime":846.881,"endTime":847.921,"body":"But that's all they've done."},{"speaker":"Brandee Gaar","startTime":848.291,"endTime":849.061,"body":"They've inquired."},{"speaker":"Brandee Gaar","startTime":849.441,"endTime":851.601,"body":"And so this is a really"},{"speaker":"Brandee Gaar","startTime":849.441,"endTime":851.601,"body":"important piece of the puzzle"},{"speaker":"Brandee Gaar","startTime":851.601,"endTime":854.851,"body":"because now you want to"},{"speaker":"Brandee Gaar","startTime":851.601,"endTime":854.851,"body":"help them make a decision."},{"speaker":"Brandee Gaar","startTime":855.281,"endTime":856.171,"body":"They've inquired with you."},{"speaker":"Brandee Gaar","startTime":856.201,"endTime":859.301,"body":"They've probably inquired with"},{"speaker":"Brandee Gaar","startTime":856.201,"endTime":859.301,"body":"two or three other people as"},{"speaker":"Brandee Gaar","startTime":859.301,"endTime":861.171,"body":"well that do what you do, right?"},{"speaker":"Brandee Gaar","startTime":861.181,"endTime":863.711,"body":"Hopefully not like seven"},{"speaker":"Brandee Gaar","startTime":861.181,"endTime":863.711,"body":"or eight, but some of these"},{"speaker":"Brandee Gaar","startTime":863.711,"endTime":865.011,"body":"couples are exhausting, right?"},{"speaker":"Brandee Gaar","startTime":865.141,"endTime":867.281,"body":"Like you're like, how many"},{"speaker":"Brandee Gaar","startTime":865.141,"endTime":867.281,"body":"people did you inquire with?"},{"speaker":"Brandee Gaar","startTime":867.681,"endTime":869.881,"body":"But this is where you really"},{"speaker":"Brandee Gaar","startTime":867.681,"endTime":869.881,"body":"want to get them through"},{"speaker":"Brandee Gaar","startTime":869.881,"endTime":870.921,"body":"that consideration phase."},{"speaker":"Brandee Gaar","startTime":870.931,"endTime":875.291,"body":"So it's super, super important"},{"speaker":"Brandee Gaar","startTime":870.931,"endTime":875.291,"body":"that you're focused on what do"},{"speaker":"Brandee Gaar","startTime":875.291,"endTime":878.111,"body":"I do What do I do really well?"},{"speaker":"Brandee Gaar","startTime":878.301,"endTime":880.9110000000001,"body":"What do other couples say"},{"speaker":"Brandee Gaar","startTime":878.301,"endTime":880.9110000000001,"body":"about working with me?"},{"speaker":"Brandee Gaar","startTime":881.121,"endTime":883.221,"body":"And why should this couple"},{"speaker":"Brandee Gaar","startTime":881.121,"endTime":883.221,"body":"want to work with me?"},{"speaker":"Brandee Gaar","startTime":883.261,"endTime":883.521,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":883.521,"endTime":885.201,"body":"So we want to"},{"speaker":"Brandee Gaar","startTime":883.521,"endTime":885.201,"body":"automate that funnel."},{"speaker":"Brandee Gaar","startTime":885.471,"endTime":887.121,"body":"And like I said, I'm going to"},{"speaker":"Brandee Gaar","startTime":885.471,"endTime":887.121,"body":"give that to you at the end."},{"speaker":"Brandee Gaar","startTime":887.601,"endTime":888.951,"body":"The last one is decision."},{"speaker":"Brandee Gaar","startTime":888.961,"endTime":891.701,"body":"And this is where we're going"},{"speaker":"Brandee Gaar","startTime":888.961,"endTime":891.701,"body":"to focus today is decision."},{"speaker":"Brandee Gaar","startTime":891.991,"endTime":893.991,"body":"This is that perfect"},{"speaker":"Brandee Gaar","startTime":891.991,"endTime":893.991,"body":"consultation."},{"speaker":"Brandee Gaar","startTime":894.481,"endTime":899.711,"body":"You want to help your couples"},{"speaker":"Brandee Gaar","startTime":894.481,"endTime":899.711,"body":"make a decision right there"},{"speaker":"Brandee Gaar","startTime":899.761,"endTime":900.851,"body":"while they're sitting with you."},{"speaker":"Brandee Gaar","startTime":901.201,"endTime":902.591,"body":"We don't want to"},{"speaker":"Brandee Gaar","startTime":901.201,"endTime":902.591,"body":"send a proposal."},{"speaker":"Brandee Gaar","startTime":903.071,"endTime":905.301,"body":"We don't want to wonder"},{"speaker":"Brandee Gaar","startTime":903.071,"endTime":905.301,"body":"if they're going to book."},{"speaker":"Brandee Gaar","startTime":905.341,"endTime":907.211,"body":"We don't want to follow"},{"speaker":"Brandee Gaar","startTime":905.341,"endTime":907.211,"body":"up in a few days."},{"speaker":"Brandee Gaar","startTime":907.471,"endTime":911.711,"body":"We want to book them right"},{"speaker":"Brandee Gaar","startTime":907.471,"endTime":911.711,"body":"there during the consultation."},{"speaker":"Brandee Gaar","startTime":912.071,"endTime":914.891,"body":"And that takes a strong"},{"speaker":"Brandee Gaar","startTime":912.071,"endTime":914.891,"body":"consultation and a really"},{"speaker":"Brandee Gaar","startTime":914.891,"endTime":917.201,"body":"strong sales funnel, which is"},{"speaker":"Brandee Gaar","startTime":914.891,"endTime":917.201,"body":"why I wanted you guys to see"},{"speaker":"Brandee Gaar","startTime":917.201,"endTime":918.401,"body":"what a sales funnel looks like."},{"speaker":"Brandee Gaar","startTime":918.401,"endTime":921.961,"body":"Because by the time they sit"},{"speaker":"Brandee Gaar","startTime":918.401,"endTime":921.961,"body":"down with you for a consultation"},{"speaker":"Brandee Gaar","startTime":922.291,"endTime":926.401,"body":"and that decision That decision"},{"speaker":"Brandee Gaar","startTime":922.291,"endTime":926.401,"body":"piece of the funnel, look at it."},{"speaker":"Brandee Gaar","startTime":926.401,"endTime":929.951,"body":"Look how much more narrow it"},{"speaker":"Brandee Gaar","startTime":926.401,"endTime":929.951,"body":"is than the top of the funnel."},{"speaker":"Brandee Gaar","startTime":930.341,"endTime":933.1610000000001,"body":"That's because the only people"},{"speaker":"Brandee Gaar","startTime":930.341,"endTime":933.1610000000001,"body":"that got there had to kind"},{"speaker":"Brandee Gaar","startTime":933.1610000000001,"endTime":936.291,"body":"of take each step and go,"},{"speaker":"Brandee Gaar","startTime":933.1610000000001,"endTime":936.291,"body":"yes, I want to learn more."},{"speaker":"Brandee Gaar","startTime":936.771,"endTime":937.981,"body":"Yes, I want to learn more."},{"speaker":"Brandee Gaar","startTime":938.181,"endTime":940.391,"body":"By the time they sit down"},{"speaker":"Brandee Gaar","startTime":938.181,"endTime":940.391,"body":"at a consultation with"},{"speaker":"Brandee Gaar","startTime":940.391,"endTime":943.491,"body":"you, this is the coolest"},{"speaker":"Brandee Gaar","startTime":940.391,"endTime":943.491,"body":"thing about social media."},{"speaker":"Brandee Gaar","startTime":943.491,"endTime":945.951,"body":"I know we all want to hate"},{"speaker":"Brandee Gaar","startTime":943.491,"endTime":945.951,"body":"on social media, but they"},{"speaker":"Brandee Gaar","startTime":945.951,"endTime":947.571,"body":"know so much about you."},{"speaker":"Brandee Gaar","startTime":948.191,"endTime":949.9110000000001,"body":"They know so much about you."},{"speaker":"Brandee Gaar","startTime":950.211,"endTime":953.916,"body":"They will not, you guys, People"},{"speaker":"Brandee Gaar","startTime":950.211,"endTime":953.916,"body":"aren't going to spend an hour"},{"speaker":"Brandee Gaar","startTime":953.916,"endTime":957.116,"body":"with you and book a consultation"},{"speaker":"Brandee Gaar","startTime":953.916,"endTime":957.116,"body":"with you to irritate you."},{"speaker":"Brandee Gaar","startTime":957.386,"endTime":958.456,"body":"They're not doing that."},{"speaker":"Brandee Gaar","startTime":958.656,"endTime":960.546,"body":"They are actually interested."},{"speaker":"Brandee Gaar","startTime":960.586,"endTime":961.866,"body":"You've made the short list."},{"speaker":"Brandee Gaar","startTime":962.326,"endTime":965.696,"body":"So with this decision point,"},{"speaker":"Brandee Gaar","startTime":962.326,"endTime":965.696,"body":"you've just got to close it up."},{"speaker":"Brandee Gaar","startTime":965.976,"endTime":966.846,"body":"That's all you're doing."},{"speaker":"Brandee Gaar","startTime":966.846,"endTime":967.766,"body":"You're closing it up."},{"speaker":"Brandee Gaar","startTime":967.926,"endTime":970.186,"body":"You're finding out about"},{"speaker":"Brandee Gaar","startTime":967.926,"endTime":970.186,"body":"them because, like I said,"},{"speaker":"Brandee Gaar","startTime":970.316,"endTime":971.456,"body":"they know so much about you."},{"speaker":"Brandee Gaar","startTime":971.646,"endTime":974.056,"body":"Depending on how much you"},{"speaker":"Brandee Gaar","startTime":971.646,"endTime":974.056,"body":"divulge of your life on your"},{"speaker":"Brandee Gaar","startTime":974.056,"endTime":977.346,"body":"social media, They might"},{"speaker":"Brandee Gaar","startTime":974.056,"endTime":977.346,"body":"know a whole lot about you."},{"speaker":"Brandee Gaar","startTime":977.376,"endTime":978.976,"body":"And sometimes it's"},{"speaker":"Brandee Gaar","startTime":977.376,"endTime":978.976,"body":"kind of scary."},{"speaker":"Brandee Gaar","startTime":978.976,"endTime":981.546,"body":"I'm like, Oh, that person"},{"speaker":"Brandee Gaar","startTime":978.976,"endTime":981.546,"body":"knows a lot about me."},{"speaker":"Brandee Gaar","startTime":1030.7359999999999,"endTime":1031.946,"body":"But that's a good thing, right?"},{"speaker":"Brandee Gaar","startTime":1031.946,"endTime":1035.096,"body":"Because they've decided"},{"speaker":"Brandee Gaar","startTime":1031.946,"endTime":1035.096,"body":"to still spend an hour"},{"speaker":"Brandee Gaar","startTime":1035.116,"endTime":1037.376,"body":"of their time with you."},{"speaker":"Brandee Gaar","startTime":1038.0159999999998,"endTime":1038.9959999999999,"body":"That's a big deal."},{"speaker":"Brandee Gaar","startTime":1039.426,"endTime":1041.326,"body":"And so when you go into"},{"speaker":"Brandee Gaar","startTime":1039.426,"endTime":1041.326,"body":"that consultation, what"},{"speaker":"Brandee Gaar","startTime":1041.336,"endTime":1043.156,"body":"happens, I see a lot"},{"speaker":"Brandee Gaar","startTime":1041.336,"endTime":1043.156,"body":"of my students do this."},{"speaker":"Brandee Gaar","startTime":1044.576,"endTime":1045.646,"body":"You're so."},{"speaker":"Brandee Gaar","startTime":1046.421,"endTime":1050.571,"body":"You want to sell it so bad that"},{"speaker":"Brandee Gaar","startTime":1046.421,"endTime":1050.571,"body":"you almost unsell it, right?"},{"speaker":"Brandee Gaar","startTime":1050.571,"endTime":1051.981,"body":"You don't want to"},{"speaker":"Brandee Gaar","startTime":1050.571,"endTime":1051.981,"body":"come off salesy."},{"speaker":"Brandee Gaar","startTime":1052.031,"endTime":1053.3509999999999,"body":"Who's, who's felt"},{"speaker":"Brandee Gaar","startTime":1052.031,"endTime":1053.3509999999999,"body":"like that before?"},{"speaker":"Brandee Gaar","startTime":1053.3509999999999,"endTime":1054.481,"body":"I don't want to come off salesy."},{"speaker":"Brandee Gaar","startTime":1054.971,"endTime":1055.531,"body":"Right."},{"speaker":"Brandee Gaar","startTime":1056.561,"endTime":1058.421,"body":"They came to you to sell them."},{"speaker":"Brandee Gaar","startTime":1058.951,"endTime":1061.801,"body":"Like they literally came to"},{"speaker":"Brandee Gaar","startTime":1058.951,"endTime":1061.801,"body":"this consultation because they"},{"speaker":"Brandee Gaar","startTime":1061.801,"endTime":1064.961,"body":"were like, I need what you have."},{"speaker":"Brandee Gaar","startTime":1065.751,"endTime":1066.461,"body":"Can you do it?"},{"speaker":"Brandee Gaar","startTime":1066.701,"endTime":1068.961,"body":"Like, do you have"},{"speaker":"Brandee Gaar","startTime":1066.701,"endTime":1068.961,"body":"what I actually need?"},{"speaker":"Brandee Gaar","startTime":1069.021,"endTime":1069.3709999999999,"body":"Right."},{"speaker":"Brandee Gaar","startTime":1069.6009999999999,"endTime":1071.8709999999999,"body":"They already know you"},{"speaker":"Brandee Gaar","startTime":1069.6009999999999,"endTime":1071.8709999999999,"body":"have what they need."},{"speaker":"Brandee Gaar","startTime":1072.181,"endTime":1074.671,"body":"They should already have"},{"speaker":"Brandee Gaar","startTime":1072.181,"endTime":1074.671,"body":"your pricing at this point."},{"speaker":"Brandee Gaar","startTime":1075.2160000000001,"endTime":1075.886,"body":"Hot topic."},{"speaker":"Brandee Gaar","startTime":1075.886,"endTime":1077.116,"body":"Mark talked about this earlier."},{"speaker":"Brandee Gaar","startTime":1077.166,"endTime":1077.236,"body":"Woo!"},{"speaker":"Brandee Gaar","startTime":1077.826,"endTime":1079.326,"body":"Can I get some hands for"},{"speaker":"Brandee Gaar","startTime":1077.826,"endTime":1079.326,"body":"they should already know"},{"speaker":"Brandee Gaar","startTime":1079.326,"endTime":1080.566,"body":"your pricing at this point."},{"speaker":"Brandee Gaar","startTime":1080.9959999999999,"endTime":1081.456,"body":"Thank you."},{"speaker":"Brandee Gaar","startTime":1081.7259999999999,"endTime":1082.066,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1082.2459999999999,"endTime":1084.6960000000001,"body":"Um, but they should already"},{"speaker":"Brandee Gaar","startTime":1082.2459999999999,"endTime":1084.6960000000001,"body":"have your pricing at this point."},{"speaker":"Brandee Gaar","startTime":1085.276,"endTime":1088.856,"body":"So what's the last decision"},{"speaker":"Brandee Gaar","startTime":1085.276,"endTime":1088.856,"body":"to be made for you to"},{"speaker":"Brandee Gaar","startTime":1088.856,"endTime":1090.4759999999999,"body":"show them the value?"},{"speaker":"Brandee Gaar","startTime":1091.336,"endTime":1094.026,"body":"in the service that"},{"speaker":"Brandee Gaar","startTime":1091.336,"endTime":1094.026,"body":"they're paying for, right?"},{"speaker":"Brandee Gaar","startTime":1094.1760000000002,"endTime":1096.526,"body":"When somebody, we were talking"},{"speaker":"Brandee Gaar","startTime":1094.1760000000002,"endTime":1096.526,"body":"earlier today, when somebody"},{"speaker":"Brandee Gaar","startTime":1096.536,"endTime":1100.816,"body":"says, you're out of my budget,"},{"speaker":"Brandee Gaar","startTime":1096.536,"endTime":1100.816,"body":"but they had your pricing"},{"speaker":"Brandee Gaar","startTime":1100.816,"endTime":1103.026,"body":"before the consultation,"},{"speaker":"Brandee Gaar","startTime":1100.816,"endTime":1103.026,"body":"you're not out of their budget."},{"speaker":"Brandee Gaar","startTime":1103.356,"endTime":1105.4060000000002,"body":"You didn't show the"},{"speaker":"Brandee Gaar","startTime":1103.356,"endTime":1105.4060000000002,"body":"value for the money"},{"speaker":"Brandee Gaar","startTime":1105.4060000000002,"endTime":1106.256,"body":"they're going to spend."},{"speaker":"Brandee Gaar","startTime":1106.796,"endTime":1107.986,"body":"That's a consultation problem."},{"speaker":"Brandee Gaar","startTime":1107.986,"endTime":1110.9260000000002,"body":"That's not a pricing"},{"speaker":"Brandee Gaar","startTime":1107.986,"endTime":1110.9260000000002,"body":"problem, right?"},{"speaker":"Brandee Gaar","startTime":1111.036,"endTime":1111.396,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1111.776,"endTime":1112.056,"body":"All right."},{"speaker":"Brandee Gaar","startTime":1112.066,"endTime":1115.6760000000002,"body":"So how do we actually run a"},{"speaker":"Brandee Gaar","startTime":1112.066,"endTime":1115.6760000000002,"body":"perfect consultation, right?"},{"speaker":"Brandee Gaar","startTime":1115.856,"endTime":1117.896,"body":"So we've gotten through"},{"speaker":"Brandee Gaar","startTime":1115.856,"endTime":1117.896,"body":"the awareness stage."},{"speaker":"Brandee Gaar","startTime":1118.206,"endTime":1118.4959999999999,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1118.506,"endTime":1119.256,"body":"They're aware of you."},{"speaker":"Brandee Gaar","startTime":1119.4460000000001,"endTime":1120.9060000000002,"body":"We've gotten through"},{"speaker":"Brandee Gaar","startTime":1119.4460000000001,"endTime":1120.9060000000002,"body":"the consideration phase."},{"speaker":"Brandee Gaar","startTime":1120.936,"endTime":1125.106,"body":"You guys have killer boss emails"},{"speaker":"Brandee Gaar","startTime":1120.936,"endTime":1125.106,"body":"and they're like, yeah, I want"},{"speaker":"Brandee Gaar","startTime":1125.106,"endTime":1126.0159999999998,"body":"to work with this wedding pro."},{"speaker":"Brandee Gaar","startTime":1126.306,"endTime":1128.526,"body":"They book the"},{"speaker":"Brandee Gaar","startTime":1126.306,"endTime":1128.526,"body":"consultation, right?"},{"speaker":"Brandee Gaar","startTime":1128.556,"endTime":1129.7160000000001,"body":"They're sitting down"},{"speaker":"Brandee Gaar","startTime":1128.556,"endTime":1129.7160000000001,"body":"for the consultation."},{"speaker":"Brandee Gaar","startTime":1129.7160000000001,"endTime":1130.506,"body":"And then what do you do?"},{"speaker":"Brandee Gaar","startTime":1131.126,"endTime":1131.4959999999999,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1131.666,"endTime":1134.9260000000002,"body":"So I call my consultations"},{"speaker":"Brandee Gaar","startTime":1131.666,"endTime":1134.9260000000002,"body":"the assume method."},{"speaker":"Brandee Gaar","startTime":1135.286,"endTime":1136.2259999999999,"body":"I love it."},{"speaker":"Brandee Gaar","startTime":1136.336,"endTime":1137.306,"body":"I'm obsessed with it."},{"speaker":"Brandee Gaar","startTime":1137.566,"endTime":1139.756,"body":"Did anybody's mom"},{"speaker":"Brandee Gaar","startTime":1137.566,"endTime":1139.756,"body":"ever teach them?"},{"speaker":"Brandee Gaar","startTime":1139.8860000000002,"endTime":1141.816,"body":"You know what happens"},{"speaker":"Brandee Gaar","startTime":1139.8860000000002,"endTime":1141.816,"body":"when you assume, right?"},{"speaker":"Brandee Gaar","startTime":1143.356,"endTime":1144.026,"body":"It's not good."},{"speaker":"Brandee Gaar","startTime":1144.631,"endTime":1145.041,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1145.441,"endTime":1147.251,"body":"Mom would always be"},{"speaker":"Brandee Gaar","startTime":1145.441,"endTime":1147.251,"body":"like, don't assume."},{"speaker":"Brandee Gaar","startTime":1147.731,"endTime":1150.8210000000001,"body":"Well, I say always assume"},{"speaker":"Brandee Gaar","startTime":1147.731,"endTime":1150.8210000000001,"body":"because always assuming"},{"speaker":"Brandee Gaar","startTime":1150.8210000000001,"endTime":1152.771,"body":"in your consultations"},{"speaker":"Brandee Gaar","startTime":1150.8210000000001,"endTime":1152.771,"body":"means you win every time."},{"speaker":"Brandee Gaar","startTime":1152.9710000000002,"endTime":1155.0510000000002,"body":"So I'm sorry to the moms in"},{"speaker":"Brandee Gaar","startTime":1152.9710000000002,"endTime":1155.0510000000002,"body":"the room that used to say that,"},{"speaker":"Brandee Gaar","startTime":1155.0510000000002,"endTime":1157.691,"body":"but I'm a big lover of assume."},{"speaker":"Brandee Gaar","startTime":1157.9710000000002,"endTime":1158.3509999999999,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1158.651,"endTime":1161.8509999999999,"body":"So the first thing is first, we"},{"speaker":"Brandee Gaar","startTime":1158.651,"endTime":1161.8509999999999,"body":"want to make this consultation"},{"speaker":"Brandee Gaar","startTime":1162.271,"endTime":1164.5910000000001,"body":"about them, about them."},{"speaker":"Brandee Gaar","startTime":1164.7410000000002,"endTime":1166.2810000000002,"body":"Why do we want to"},{"speaker":"Brandee Gaar","startTime":1164.7410000000002,"endTime":1166.2810000000002,"body":"make it about them?"},{"speaker":"Brandee Gaar","startTime":1166.856,"endTime":1167.5759999999998,"body":"Any guesses?"},{"speaker":"Brandee Gaar","startTime":1170.6760000000002,"endTime":1171.7160000000001,"body":"They know you're invested."},{"speaker":"Brandee Gaar","startTime":1171.896,"endTime":1172.206,"body":"Yep."},{"speaker":"Brandee Gaar","startTime":1172.3059999999998,"endTime":1173.566,"body":"Relationship with them."},{"speaker":"Brandee Gaar","startTime":1173.6760000000002,"endTime":1174.1560000000002,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":1174.1760000000002,"endTime":1174.5159999999998,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":1174.546,"endTime":1176.2259999999999,"body":"They like to talk about"},{"speaker":"Brandee Gaar","startTime":1174.546,"endTime":1176.2259999999999,"body":"themselves, right?"},{"speaker":"Brandee Gaar","startTime":1180.706,"endTime":1181.106,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":1181.526,"endTime":1182.9660000000001,"body":"People love it."},{"speaker":"Brandee Gaar","startTime":1183.0159999999998,"endTime":1185.9060000000002,"body":"They, they remember you"},{"speaker":"Brandee Gaar","startTime":1183.0159999999998,"endTime":1185.9060000000002,"body":"more if you talk about them."},{"speaker":"Brandee Gaar","startTime":1186.2459999999999,"endTime":1187.046,"body":"Here's the thing."},{"speaker":"Brandee Gaar","startTime":1188.1360000000002,"endTime":1189.7859999999998,"body":"I also just kind of gave"},{"speaker":"Brandee Gaar","startTime":1188.1360000000002,"endTime":1189.7859999999998,"body":"you a hint about this."},{"speaker":"Brandee Gaar","startTime":1189.9060000000002,"endTime":1191.5759999999998,"body":"They already know all about you."},{"speaker":"Brandee Gaar","startTime":1192.3259999999998,"endTime":1193.546,"body":"They've checked you out."},{"speaker":"Brandee Gaar","startTime":1193.816,"endTime":1196.186,"body":"I promise they have"},{"speaker":"Brandee Gaar","startTime":1193.816,"endTime":1196.186,"body":"checked you out."},{"speaker":"Brandee Gaar","startTime":1196.506,"endTime":1199.436,"body":"The Knott's report last"},{"speaker":"Brandee Gaar","startTime":1196.506,"endTime":1199.436,"body":"year said, what was it?"},{"speaker":"Brandee Gaar","startTime":1199.436,"endTime":1203.756,"body":"92 percent I think now of, um,"},{"speaker":"Brandee Gaar","startTime":1199.436,"endTime":1203.756,"body":"this is my husband in the front."},{"speaker":"Brandee Gaar","startTime":1203.756,"endTime":1204.0359999999998,"body":"Sorry."},{"speaker":"Brandee Gaar","startTime":1204.0359999999998,"endTime":1205.6360000000002,"body":"So I'm looking at"},{"speaker":"Brandee Gaar","startTime":1204.0359999999998,"endTime":1205.6360000000002,"body":"him like, yeah, 92."},{"speaker":"Brandee Gaar","startTime":1205.646,"endTime":1206.5159999999998,"body":"That's what we said."},{"speaker":"Brandee Gaar","startTime":1206.7459999999999,"endTime":1210.6760000000002,"body":"92 percent of, um, engaged"},{"speaker":"Brandee Gaar","startTime":1206.7459999999999,"endTime":1210.6760000000002,"body":"couples are researching"},{"speaker":"Brandee Gaar","startTime":1210.6760000000002,"endTime":1212.796,"body":"their vendors online before"},{"speaker":"Brandee Gaar","startTime":1210.6760000000002,"endTime":1212.796,"body":"they even reach out to you."},{"speaker":"Brandee Gaar","startTime":1213.296,"endTime":1214.2459999999999,"body":"They know you."},{"speaker":"Brandee Gaar","startTime":1214.276,"endTime":1215.1360000000002,"body":"They know about you."},{"speaker":"Brandee Gaar","startTime":1215.1560000000002,"endTime":1215.9759999999999,"body":"They know your pricing."},{"speaker":"Brandee Gaar","startTime":1215.9759999999999,"endTime":1216.956,"body":"They know your packages."},{"speaker":"Brandee Gaar","startTime":1217.1560000000002,"endTime":1218.276,"body":"They'll say they don't"},{"speaker":"Brandee Gaar","startTime":1217.1560000000002,"endTime":1218.276,"body":"know your pricing."},{"speaker":"Brandee Gaar","startTime":1218.276,"endTime":1219.086,"body":"They know your pricing."},{"speaker":"Brandee Gaar","startTime":1219.086,"endTime":1219.5759999999998,"body":"They looked at it."},{"speaker":"Brandee Gaar","startTime":1219.8460000000002,"endTime":1221.6560000000002,"body":"Um, but they, they"},{"speaker":"Brandee Gaar","startTime":1219.8460000000002,"endTime":1221.6560000000002,"body":"know your packages."},{"speaker":"Brandee Gaar","startTime":1221.756,"endTime":1222.4759999999999,"body":"They know all about you."},{"speaker":"Brandee Gaar","startTime":1222.586,"endTime":1225.8460000000002,"body":"So we want to learn"},{"speaker":"Brandee Gaar","startTime":1222.586,"endTime":1225.8460000000002,"body":"about them, right?"},{"speaker":"Brandee Gaar","startTime":1226.396,"endTime":1228.1360000000002,"body":"There's another reason we"},{"speaker":"Brandee Gaar","startTime":1226.396,"endTime":1228.1360000000002,"body":"want to learn about them"},{"speaker":"Brandee Gaar","startTime":1228.146,"endTime":1229.356,"body":"because we're going to use it."},{"speaker":"Brandee Gaar","startTime":1230.1760000000002,"endTime":1232.7459999999999,"body":"We're going to use it"},{"speaker":"Brandee Gaar","startTime":1230.1760000000002,"endTime":1232.7459999999999,"body":"to sell back to them."},{"speaker":"Brandee Gaar","startTime":1233.006,"endTime":1233.3059999999998,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1233.586,"endTime":1236.416,"body":"And a lot of times what I"},{"speaker":"Brandee Gaar","startTime":1233.586,"endTime":1236.416,"body":"see happen in consultations"},{"speaker":"Brandee Gaar","startTime":1236.7659999999998,"endTime":1240.3210000000001,"body":"is you want to So badly to"},{"speaker":"Brandee Gaar","startTime":1236.7659999999998,"endTime":1240.3210000000001,"body":"win that sale that you've got"},{"speaker":"Brandee Gaar","startTime":1240.3210000000001,"endTime":1243.501,"body":"your checklist out and you've"},{"speaker":"Brandee Gaar","startTime":1240.3210000000001,"endTime":1243.501,"body":"got all the bullet points."},{"speaker":"Brandee Gaar","startTime":1243.501,"endTime":1245.651,"body":"You're like, we're in"},{"speaker":"Brandee Gaar","startTime":1243.501,"endTime":1245.651,"body":"the not hall of fame."},{"speaker":"Brandee Gaar","startTime":1246.171,"endTime":1251.501,"body":"We are, you know, we, we"},{"speaker":"Brandee Gaar","startTime":1246.171,"endTime":1251.501,"body":"do 117 weddings last year."},{"speaker":"Brandee Gaar","startTime":1251.751,"endTime":1253.9309999999998,"body":"We have a team of six,"},{"speaker":"Brandee Gaar","startTime":1251.751,"endTime":1253.9309999999998,"body":"like all the things."},{"speaker":"Brandee Gaar","startTime":1253.9509999999998,"endTime":1257.8709999999999,"body":"And it's like, how"},{"speaker":"Brandee Gaar","startTime":1253.9509999999998,"endTime":1257.8709999999999,"body":"does that benefit me?"},{"speaker":"Brandee Gaar","startTime":1258.0510000000002,"endTime":1258.401,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1258.651,"endTime":1260.3410000000001,"body":"Because ultimately at the"},{"speaker":"Brandee Gaar","startTime":1258.651,"endTime":1260.3410000000001,"body":"end of the day, they want"},{"speaker":"Brandee Gaar","startTime":1260.3909999999998,"endTime":1264.271,"body":"to know how does what"},{"speaker":"Brandee Gaar","startTime":1260.3909999999998,"endTime":1264.271,"body":"you do serve what I need?"},{"speaker":"Brandee Gaar","startTime":1264.8660000000002,"endTime":1265.2160000000001,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1265.2859999999998,"endTime":1265.7459999999999,"body":"That's it."},{"speaker":"Brandee Gaar","startTime":1265.936,"endTime":1270.046,"body":"So we want 85 percent of our"},{"speaker":"Brandee Gaar","startTime":1265.936,"endTime":1270.046,"body":"consultation to be about them"},{"speaker":"Brandee Gaar","startTime":1270.4660000000001,"endTime":1272.2160000000001,"body":"and only 15 percent about us."},{"speaker":"Brandee Gaar","startTime":1272.236,"endTime":1275.0559999999998,"body":"And you may be surprised, the"},{"speaker":"Brandee Gaar","startTime":1272.236,"endTime":1275.0559999999998,"body":"15 percent that I want you to"},{"speaker":"Brandee Gaar","startTime":1275.0559999999998,"endTime":1278.756,"body":"talk about for you is going"},{"speaker":"Brandee Gaar","startTime":1275.0559999999998,"endTime":1278.756,"body":"to be what they told you."},{"speaker":"Brandee Gaar","startTime":1279.236,"endTime":1279.956,"body":"We're going to spin it."},{"speaker":"Brandee Gaar","startTime":1280.0159999999998,"endTime":1280.3860000000002,"body":"Okay?"},{"speaker":"Brandee Gaar","startTime":1280.5559999999998,"endTime":1283.041,"body":"You're not going to sit there"},{"speaker":"Brandee Gaar","startTime":1280.5559999999998,"endTime":1283.041,"body":"and say, Hey, Um, well, we"},{"speaker":"Brandee Gaar","startTime":1283.041,"endTime":1286.211,"body":"come with two sets of equipment"},{"speaker":"Brandee Gaar","startTime":1283.041,"endTime":1286.211,"body":"and eight hours and we always"},{"speaker":"Brandee Gaar","startTime":1286.211,"endTime":1287.1809999999998,"body":"bring in our emergency kit."},{"speaker":"Brandee Gaar","startTime":1287.2210000000002,"endTime":1287.791,"body":"They don't care."},{"speaker":"Brandee Gaar","startTime":1287.9509999999998,"endTime":1288.791,"body":"Everyone does that."},{"speaker":"Brandee Gaar","startTime":1288.8709999999999,"endTime":1290.211,"body":"You should be"},{"speaker":"Brandee Gaar","startTime":1288.8709999999999,"endTime":1290.211,"body":"expected to do that."},{"speaker":"Brandee Gaar","startTime":1290.231,"endTime":1290.521,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1290.5310000000002,"endTime":1291.421,"body":"How do we stand out?"},{"speaker":"Brandee Gaar","startTime":1291.4309999999998,"endTime":1294.3909999999998,"body":"How do we uniquely serve them?"},{"speaker":"Brandee Gaar","startTime":1294.5510000000002,"endTime":1294.8509999999999,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1294.861,"endTime":1297.731,"body":"So 85 percent about them,"},{"speaker":"Brandee Gaar","startTime":1294.861,"endTime":1297.731,"body":"15 percent about you."},{"speaker":"Brandee Gaar","startTime":1298.041,"endTime":1299.501,"body":"Number two, ask questions."},{"speaker":"Brandee Gaar","startTime":1299.7210000000002,"endTime":1301.8909999999998,"body":"This is how you're"},{"speaker":"Brandee Gaar","startTime":1299.7210000000002,"endTime":1301.8909999999998,"body":"finding out about them."},{"speaker":"Brandee Gaar","startTime":1302.521,"endTime":1305.9910000000002,"body":"You want to ask questions,"},{"speaker":"Brandee Gaar","startTime":1302.521,"endTime":1305.9910000000002,"body":"lots of questions."},{"speaker":"Brandee Gaar","startTime":1306.401,"endTime":1310.1209999999999,"body":"I, when I sit down in a"},{"speaker":"Brandee Gaar","startTime":1306.401,"endTime":1310.1209999999999,"body":"consultation, I ask questions"},{"speaker":"Brandee Gaar","startTime":1310.131,"endTime":1317.001,"body":"for probably 30 minutes before"},{"speaker":"Brandee Gaar","startTime":1310.131,"endTime":1317.001,"body":"I ever say a word about what"},{"speaker":"Brandee Gaar","startTime":1317.001,"endTime":1320.8010000000002,"body":"my company does because I'm"},{"speaker":"Brandee Gaar","startTime":1317.001,"endTime":1320.8010000000002,"body":"trying to break them down."},{"speaker":"Brandee Gaar","startTime":1321.4309999999998,"endTime":1323.8210000000001,"body":"And I say that in, um,"},{"speaker":"Brandee Gaar","startTime":1321.4309999999998,"endTime":1323.8210000000001,"body":"that probably doesn't"},{"speaker":"Brandee Gaar","startTime":1323.8210000000001,"endTime":1324.541,"body":"sound that good, right?"},{"speaker":"Brandee Gaar","startTime":1324.5510000000002,"endTime":1325.561,"body":"Like I'm trying to"},{"speaker":"Brandee Gaar","startTime":1324.5510000000002,"endTime":1325.561,"body":"break them down."},{"speaker":"Brandee Gaar","startTime":1325.8509999999999,"endTime":1328.3709999999999,"body":"I, as that came out of my"},{"speaker":"Brandee Gaar","startTime":1325.8509999999999,"endTime":1328.3709999999999,"body":"mouth, I was like, let's"},{"speaker":"Brandee Gaar","startTime":1328.3909999999998,"endTime":1329.0710000000001,"body":"try something different."},{"speaker":"Brandee Gaar","startTime":1329.0710000000001,"endTime":1329.3909999999998,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1329.5510000000002,"endTime":1333.541,"body":"We want to make sure that"},{"speaker":"Brandee Gaar","startTime":1329.5510000000002,"endTime":1333.541,"body":"we break down the wall."},{"speaker":"Brandee Gaar","startTime":1333.961,"endTime":1334.941,"body":"And here's what I mean."},{"speaker":"Brandee Gaar","startTime":1335.861,"endTime":1340.1209999999999,"body":"They have made a decision to"},{"speaker":"Brandee Gaar","startTime":1335.861,"endTime":1340.1209999999999,"body":"come sit in a consultation"},{"speaker":"Brandee Gaar","startTime":1340.1209999999999,"endTime":1340.5710000000001,"body":"with you, right?"},{"speaker":"Brandee Gaar","startTime":1340.5710000000001,"endTime":1341.131,"body":"We talked about that."},{"speaker":"Brandee Gaar","startTime":1341.151,"endTime":1343.1609999999998,"body":"They chose to spend"},{"speaker":"Brandee Gaar","startTime":1341.151,"endTime":1343.1609999999998,"body":"an hour with you."},{"speaker":"Brandee Gaar","startTime":1343.4309999999998,"endTime":1345.481,"body":"They're coming to be"},{"speaker":"Brandee Gaar","startTime":1343.4309999999998,"endTime":1345.481,"body":"sold to because they need"},{"speaker":"Brandee Gaar","startTime":1345.481,"endTime":1346.9910000000002,"body":"what you have, right?"},{"speaker":"Brandee Gaar","startTime":1347.401,"endTime":1350.771,"body":"But you want to make"},{"speaker":"Brandee Gaar","startTime":1347.401,"endTime":1350.771,"body":"sure that you are."},{"speaker":"Brandee Gaar","startTime":1352.1609999999998,"endTime":1355.4910000000002,"body":"Talking about what you"},{"speaker":"Brandee Gaar","startTime":1352.1609999999998,"endTime":1355.4910000000002,"body":"can do, what, sorry, what"},{"speaker":"Brandee Gaar","startTime":1355.501,"endTime":1357.3709999999999,"body":"they need from you, right?"},{"speaker":"Brandee Gaar","startTime":1357.731,"endTime":1359.251,"body":"That's what you want"},{"speaker":"Brandee Gaar","startTime":1357.731,"endTime":1359.251,"body":"to be talking about"},{"speaker":"Brandee Gaar","startTime":1359.271,"endTime":1360.151,"body":"in this consultation."},{"speaker":"Brandee Gaar","startTime":1360.151,"endTime":1362.3210000000001,"body":"So you're thinking,"},{"speaker":"Brandee Gaar","startTime":1360.151,"endTime":1362.3210000000001,"body":"okay, what questions"},{"speaker":"Brandee Gaar","startTime":1362.3210000000001,"endTime":1364.0110000000002,"body":"would I even ask, right?"},{"speaker":"Brandee Gaar","startTime":1364.0510000000002,"endTime":1365.4309999999998,"body":"What questions would I ask them?"},{"speaker":"Brandee Gaar","startTime":1365.4309999999998,"endTime":1367.4910000000002,"body":"How do I break that wall down?"},{"speaker":"Brandee Gaar","startTime":1367.881,"endTime":1371.651,"body":"I want to help them kind"},{"speaker":"Brandee Gaar","startTime":1367.881,"endTime":1371.651,"body":"of feel comfortable, right?"},{"speaker":"Brandee Gaar","startTime":1371.9109999999998,"endTime":1373.7009999999998,"body":"Like they know they're"},{"speaker":"Brandee Gaar","startTime":1371.9109999999998,"endTime":1373.7009999999998,"body":"being sold to, they know"},{"speaker":"Brandee Gaar","startTime":1373.7009999999998,"endTime":1374.2610000000002,"body":"they're being sold to."},{"speaker":"Brandee Gaar","startTime":1374.2610000000002,"endTime":1376.311,"body":"It's like when you walk"},{"speaker":"Brandee Gaar","startTime":1374.2610000000002,"endTime":1376.311,"body":"into a car lot, you're"},{"speaker":"Brandee Gaar","startTime":1376.311,"endTime":1379.8709999999999,"body":"like, and the poor person"},{"speaker":"Brandee Gaar","startTime":1376.311,"endTime":1379.8709999999999,"body":"that has to go after you."},{"speaker":"Brandee Gaar","startTime":1380.1409999999998,"endTime":1381.9309999999998,"body":"You're like, Oh, right."},{"speaker":"Brandee Gaar","startTime":1381.961,"endTime":1384.9910000000002,"body":"I don't really want to talk to"},{"speaker":"Brandee Gaar","startTime":1381.961,"endTime":1384.9910000000002,"body":"you, but I know I need a car."},{"speaker":"Brandee Gaar","startTime":1384.9910000000002,"endTime":1385.9109999999998,"body":"So I have to talk to you."},{"speaker":"Brandee Gaar","startTime":1385.9109999999998,"endTime":1386.1209999999999,"body":"Right."},{"speaker":"Brandee Gaar","startTime":1386.1209999999999,"endTime":1387.5910000000001,"body":"So, but what do we do?"},{"speaker":"Brandee Gaar","startTime":1387.5910000000001,"endTime":1388.731,"body":"We want to break that down."},{"speaker":"Brandee Gaar","startTime":1388.731,"endTime":1390.1809999999998,"body":"We don't want to be"},{"speaker":"Brandee Gaar","startTime":1388.731,"endTime":1390.1809999999998,"body":"a used car salesman."},{"speaker":"Brandee Gaar","startTime":1390.4109999999998,"endTime":1391.881,"body":"We are not used car salesmen."},{"speaker":"Brandee Gaar","startTime":1391.881,"endTime":1394.3709999999999,"body":"We are selling the"},{"speaker":"Brandee Gaar","startTime":1391.881,"endTime":1394.3709999999999,"body":"most important day"},{"speaker":"Brandee Gaar","startTime":1394.401,"endTime":1396.061,"body":"of their whole life."},{"speaker":"Brandee Gaar","startTime":1396.1009999999999,"endTime":1397.5110000000002,"body":"It's an emotional purchase."},{"speaker":"Brandee Gaar","startTime":1397.881,"endTime":1400.8210000000001,"body":"So how do we break it down and"},{"speaker":"Brandee Gaar","startTime":1397.881,"endTime":1400.8210000000001,"body":"make them feel comfortable?"},{"speaker":"Brandee Gaar","startTime":1400.831,"endTime":1402.4309999999998,"body":"We're going to ask"},{"speaker":"Brandee Gaar","startTime":1400.831,"endTime":1402.4309999999998,"body":"them questions."},{"speaker":"Brandee Gaar","startTime":1403.081,"endTime":1405.0910000000001,"body":"So the first couple of"},{"speaker":"Brandee Gaar","startTime":1403.081,"endTime":1405.0910000000001,"body":"questions that I'm asking"},{"speaker":"Brandee Gaar","startTime":1405.0910000000001,"endTime":1407.651,"body":"them have nothing to do."},{"speaker":"Brandee Gaar","startTime":1407.861,"endTime":1413.1009999999999,"body":"with me at all, because I am"},{"speaker":"Brandee Gaar","startTime":1407.861,"endTime":1413.1009999999999,"body":"trying to break them down."},{"speaker":"Brandee Gaar","startTime":1413.1209999999999,"endTime":1416.111,"body":"I'm trying to get the"},{"speaker":"Brandee Gaar","startTime":1413.1209999999999,"endTime":1416.111,"body":"wall that's around them."},{"speaker":"Brandee Gaar","startTime":1416.461,"endTime":1419.1609999999998,"body":"Think about it like"},{"speaker":"Brandee Gaar","startTime":1416.461,"endTime":1419.1609999999998,"body":"crab legs, right?"},{"speaker":"Brandee Gaar","startTime":1419.401,"endTime":1422.2610000000002,"body":"You got to get past the shell"},{"speaker":"Brandee Gaar","startTime":1419.401,"endTime":1422.2610000000002,"body":"to get to the good stuff."},{"speaker":"Brandee Gaar","startTime":1422.7009999999998,"endTime":1425.131,"body":"So you want to break"},{"speaker":"Brandee Gaar","startTime":1422.7009999999998,"endTime":1425.131,"body":"the shell off of them."},{"speaker":"Brandee Gaar","startTime":1425.171,"endTime":1426.8010000000002,"body":"How am I breaking the"},{"speaker":"Brandee Gaar","startTime":1425.171,"endTime":1426.8010000000002,"body":"shell off of them?"},{"speaker":"Brandee Gaar","startTime":1427.041,"endTime":1428.811,"body":"I'm asking them easy questions."},{"speaker":"Brandee Gaar","startTime":1429.251,"endTime":1431.916,"body":"And the way that I think"},{"speaker":"Brandee Gaar","startTime":1429.251,"endTime":1431.916,"body":"about this is like, I'm"},{"speaker":"Brandee Gaar","startTime":1431.916,"endTime":1433.6760000000002,"body":"going to sit for a second"},{"speaker":"Brandee Gaar","startTime":1431.916,"endTime":1433.6760000000002,"body":"and think about it like this."},{"speaker":"Brandee Gaar","startTime":1433.686,"endTime":1436.046,"body":"If I was in a consultation"},{"speaker":"Brandee Gaar","startTime":1433.686,"endTime":1436.046,"body":"with a couple, I would"},{"speaker":"Brandee Gaar","startTime":1436.046,"endTime":1438.896,"body":"literally be, my couple's"},{"speaker":"Brandee Gaar","startTime":1436.046,"endTime":1438.896,"body":"here or you're on zoom, right?"},{"speaker":"Brandee Gaar","startTime":1438.896,"endTime":1441.376,"body":"Like we do mostly zoom"},{"speaker":"Brandee Gaar","startTime":1438.896,"endTime":1441.376,"body":"consultations at this point."},{"speaker":"Brandee Gaar","startTime":1441.686,"endTime":1443.3059999999998,"body":"I want to use my body language."},{"speaker":"Brandee Gaar","startTime":1443.5559999999998,"endTime":1444.5759999999998,"body":"I want to lean in."},{"speaker":"Brandee Gaar","startTime":1444.9260000000002,"endTime":1446.256,"body":"I want to ask them questions."},{"speaker":"Brandee Gaar","startTime":1446.256,"endTime":1447.5559999999998,"body":"Like I'm genuinely interested."},{"speaker":"Brandee Gaar","startTime":1447.916,"endTime":1449.4460000000001,"body":"I don't want a checklist."},{"speaker":"Brandee Gaar","startTime":1449.671,"endTime":1450.711,"body":"I don't want a clipboard."},{"speaker":"Brandee Gaar","startTime":1451.061,"endTime":1452.8909999999998,"body":"I don't need to write down"},{"speaker":"Brandee Gaar","startTime":1451.061,"endTime":1452.8909999999998,"body":"their answers because they"},{"speaker":"Brandee Gaar","startTime":1452.8909999999998,"endTime":1456.5910000000001,"body":"mean nothing to me except how"},{"speaker":"Brandee Gaar","startTime":1452.8909999999998,"endTime":1456.5910000000001,"body":"I'm going to use them to sell"},{"speaker":"Brandee Gaar","startTime":1456.5910000000001,"endTime":1457.691,"body":"to them in just a few minutes."},{"speaker":"Brandee Gaar","startTime":1457.9509999999998,"endTime":1459.1809999999998,"body":"I don't need it for their file."},{"speaker":"Brandee Gaar","startTime":1459.3210000000001,"endTime":1461.3010000000002,"body":"It doesn't look good"},{"speaker":"Brandee Gaar","startTime":1459.3210000000001,"endTime":1461.3010000000002,"body":"if I'm writing while"},{"speaker":"Brandee Gaar","startTime":1461.3010000000002,"endTime":1462.1009999999999,"body":"I'm talking to them."},{"speaker":"Brandee Gaar","startTime":1462.331,"endTime":1463.4710000000002,"body":"I want to be interested."},{"speaker":"Brandee Gaar","startTime":1463.7810000000002,"endTime":1466.791,"body":"I want to treat it like, let's"},{"speaker":"Brandee Gaar","startTime":1463.7810000000002,"endTime":1466.791,"body":"say Anna, Anna sitting up front."},{"speaker":"Brandee Gaar","startTime":1467.0110000000002,"endTime":1468.8909999999998,"body":"If Anna said to me, Brandee."},{"speaker":"Brandee Gaar","startTime":1469.1609999999998,"endTime":1470.481,"body":"I just got engaged."},{"speaker":"Brandee Gaar","startTime":1470.501,"endTime":1473.0910000000001,"body":"I'm like, girl, I'm"},{"speaker":"Brandee Gaar","startTime":1470.501,"endTime":1473.0910000000001,"body":"so excited for you."},{"speaker":"Brandee Gaar","startTime":1473.4710000000002,"endTime":1475.481,"body":"And then I wanted to ask"},{"speaker":"Brandee Gaar","startTime":1473.4710000000002,"endTime":1475.481,"body":"her all the questions."},{"speaker":"Brandee Gaar","startTime":1475.7410000000002,"endTime":1477.211,"body":"So Anna, how did it happen?"},{"speaker":"Brandee Gaar","startTime":1477.211,"endTime":1478.521,"body":"Like how long have"},{"speaker":"Brandee Gaar","startTime":1477.211,"endTime":1478.521,"body":"you guys been dating?"},{"speaker":"Brandee Gaar","startTime":1478.831,"endTime":1479.8210000000001,"body":"How did he propose?"},{"speaker":"Brandee Gaar","startTime":1479.831,"endTime":1480.611,"body":"Like, tell me all about it."},{"speaker":"Brandee Gaar","startTime":1480.631,"endTime":1481.3509999999999,"body":"Did you know?"},{"speaker":"Brandee Gaar","startTime":1481.6809999999998,"endTime":1483.021,"body":"Did you know that he"},{"speaker":"Brandee Gaar","startTime":1481.6809999999998,"endTime":1483.021,"body":"was going to propose?"},{"speaker":"Brandee Gaar","startTime":1483.0310000000002,"endTime":1484.0310000000002,"body":"Like, were you surprised?"},{"speaker":"Brandee Gaar","startTime":1484.546,"endTime":1486.546,"body":"This is literally how I'm"},{"speaker":"Brandee Gaar","startTime":1484.546,"endTime":1486.546,"body":"talking to my clients."},{"speaker":"Brandee Gaar","startTime":1486.5559999999998,"endTime":1489.776,"body":"Now, I am a little bit more"},{"speaker":"Brandee Gaar","startTime":1486.5559999999998,"endTime":1489.776,"body":"of a bubbly person, so I'm"},{"speaker":"Brandee Gaar","startTime":1489.776,"endTime":1491.3860000000002,"body":"not telling you have to"},{"speaker":"Brandee Gaar","startTime":1489.776,"endTime":1491.3860000000002,"body":"talk to them like that."},{"speaker":"Brandee Gaar","startTime":1491.706,"endTime":1493.8660000000002,"body":"You should do it in your"},{"speaker":"Brandee Gaar","startTime":1491.706,"endTime":1493.8660000000002,"body":"own personality, but I"},{"speaker":"Brandee Gaar","startTime":1493.8660000000002,"endTime":1495.2259999999999,"body":"want you guys to feel this."},{"speaker":"Brandee Gaar","startTime":1495.526,"endTime":1496.8860000000002,"body":"Feel how I'm leaning in."},{"speaker":"Brandee Gaar","startTime":1497.4260000000002,"endTime":1499.6360000000002,"body":"Feel how excited I"},{"speaker":"Brandee Gaar","startTime":1497.4260000000002,"endTime":1499.6360000000002,"body":"am to talk to them."},{"speaker":"Brandee Gaar","startTime":1499.6960000000001,"endTime":1503.146,"body":"I'm genuinely interested"},{"speaker":"Brandee Gaar","startTime":1499.6960000000001,"endTime":1503.146,"body":"in their story."},{"speaker":"Brandee Gaar","startTime":1503.186,"endTime":1504.6760000000002,"body":"I want to know, right?"},{"speaker":"Brandee Gaar","startTime":1504.6760000000002,"endTime":1507.6360000000002,"body":"If I'm just asking them,"},{"speaker":"Brandee Gaar","startTime":1504.6760000000002,"endTime":1507.6360000000002,"body":"like, You know, when"},{"speaker":"Brandee Gaar","startTime":1507.6360000000002,"endTime":1508.816,"body":"did you get engaged?"},{"speaker":"Brandee Gaar","startTime":1508.816,"endTime":1510.376,"body":"And they say, December 3rd."},{"speaker":"Brandee Gaar","startTime":1510.4959999999999,"endTime":1512.2459999999999,"body":"And then you move on"},{"speaker":"Brandee Gaar","startTime":1510.4959999999999,"endTime":1512.2459999999999,"body":"to the next question."},{"speaker":"Brandee Gaar","startTime":1512.2459999999999,"endTime":1514.006,"body":"It's like, what was that?"},{"speaker":"Brandee Gaar","startTime":1514.026,"endTime":1515.4660000000001,"body":"You know, like"},{"speaker":"Brandee Gaar","startTime":1514.026,"endTime":1515.4660000000001,"body":"that's not exciting."},{"speaker":"Brandee Gaar","startTime":1515.6560000000002,"endTime":1517.0359999999998,"body":"I want to know,"},{"speaker":"Brandee Gaar","startTime":1515.6560000000002,"endTime":1517.0359999999998,"body":"okay, December 3rd."},{"speaker":"Brandee Gaar","startTime":1517.046,"endTime":1518.2859999999998,"body":"How did you choose December 3rd?"},{"speaker":"Brandee Gaar","startTime":1518.3059999999998,"endTime":1520.9759999999999,"body":"If they're both there, I"},{"speaker":"Brandee Gaar","startTime":1518.3059999999998,"endTime":1520.9759999999999,"body":"want to ask them to tell me"},{"speaker":"Brandee Gaar","startTime":1520.9759999999999,"endTime":1522.186,"body":"about the proposal story."},{"speaker":"Brandee Gaar","startTime":1522.756,"endTime":1524.2259999999999,"body":"Tell me about the"},{"speaker":"Brandee Gaar","startTime":1522.756,"endTime":1524.2259999999999,"body":"proposal story."},{"speaker":"Brandee Gaar","startTime":1524.296,"endTime":1526.3860000000002,"body":"I want to know because"},{"speaker":"Brandee Gaar","startTime":1524.296,"endTime":1526.3860000000002,"body":"it's usually different."},{"speaker":"Brandee Gaar","startTime":1526.921,"endTime":1528.3210000000001,"body":"If they both tell it, right?"},{"speaker":"Brandee Gaar","startTime":1528.421,"endTime":1530.1809999999998,"body":"Which also gets them talking."},{"speaker":"Brandee Gaar","startTime":1530.251,"endTime":1532.861,"body":"It also gets them kind of"},{"speaker":"Brandee Gaar","startTime":1530.251,"endTime":1532.861,"body":"like bantering back and forth."},{"speaker":"Brandee Gaar","startTime":1532.8709999999999,"endTime":1534.941,"body":"Like, Oh, I don't think"},{"speaker":"Brandee Gaar","startTime":1532.8709999999999,"endTime":1534.941,"body":"it went down like that."},{"speaker":"Brandee Gaar","startTime":1534.941,"endTime":1535.1809999999998,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1535.4309999999998,"endTime":1540.061,"body":"And so my goal with these"},{"speaker":"Brandee Gaar","startTime":1535.4309999999998,"endTime":1540.061,"body":"questions is to get them to just"},{"speaker":"Brandee Gaar","startTime":1540.651,"endTime":1544.041,"body":"treat me like a friend because"},{"speaker":"Brandee Gaar","startTime":1540.651,"endTime":1544.041,"body":"I'm an emotional purchase."},{"speaker":"Brandee Gaar","startTime":1544.461,"endTime":1547.941,"body":"Unless you're selling a"},{"speaker":"Brandee Gaar","startTime":1544.461,"endTime":1547.941,"body":"product, most of us, not all"},{"speaker":"Brandee Gaar","startTime":1547.941,"endTime":1551.3210000000001,"body":"of us, but most of us are"},{"speaker":"Brandee Gaar","startTime":1547.941,"endTime":1551.3210000000001,"body":"selling ourselves, right?"},{"speaker":"Brandee Gaar","startTime":1551.3210000000001,"endTime":1552.3909999999998,"body":"Like Mark talked about that."},{"speaker":"Brandee Gaar","startTime":1552.4109999999998,"endTime":1553.421,"body":"It's really hard."},{"speaker":"Brandee Gaar","startTime":1553.421,"endTime":1556.0310000000002,"body":"You're selling yourself or"},{"speaker":"Brandee Gaar","startTime":1553.421,"endTime":1556.0310000000002,"body":"you're selling your company."},{"speaker":"Brandee Gaar","startTime":1556.586,"endTime":1557.6360000000002,"body":"You're selling"},{"speaker":"Brandee Gaar","startTime":1556.586,"endTime":1557.6360000000002,"body":"your team members."},{"speaker":"Brandee Gaar","startTime":1557.666,"endTime":1558.4060000000002,"body":"I'm selling a brand."},{"speaker":"Brandee Gaar","startTime":1558.4060000000002,"endTime":1562.0359999999998,"body":"I'm selling an"},{"speaker":"Brandee Gaar","startTime":1558.4060000000002,"endTime":1562.0359999999998,"body":"emotion, an experience."},{"speaker":"Brandee Gaar","startTime":1562.626,"endTime":1564.316,"body":"That experience starts"},{"speaker":"Brandee Gaar","startTime":1562.626,"endTime":1564.316,"body":"with the way that you"},{"speaker":"Brandee Gaar","startTime":1564.316,"endTime":1565.666,"body":"talk to them, right?"},{"speaker":"Brandee Gaar","startTime":1565.706,"endTime":1568.316,"body":"You want to get them to"},{"speaker":"Brandee Gaar","startTime":1565.706,"endTime":1568.316,"body":"know, like, and trust you."},{"speaker":"Brandee Gaar","startTime":1568.646,"endTime":1569.526,"body":"They know about you."},{"speaker":"Brandee Gaar","startTime":1569.546,"endTime":1571.776,"body":"They've already known about"},{"speaker":"Brandee Gaar","startTime":1569.546,"endTime":1571.776,"body":"you, but now you have to get"},{"speaker":"Brandee Gaar","startTime":1571.776,"endTime":1572.9460000000001,"body":"them to like and trust you."},{"speaker":"Brandee Gaar","startTime":1572.9460000000001,"endTime":1574.486,"body":"And that's not easy to do."},{"speaker":"Brandee Gaar","startTime":1574.776,"endTime":1578.4309999999998,"body":"Mark literally talked about"},{"speaker":"Brandee Gaar","startTime":1574.776,"endTime":1578.4309999999998,"body":"this, how Wedding service"},{"speaker":"Brandee Gaar","startTime":1578.4509999999998,"endTime":1581.4910000000002,"body":"providers have such a harder"},{"speaker":"Brandee Gaar","startTime":1578.4509999999998,"endTime":1581.4910000000002,"body":"time with paid advertising"},{"speaker":"Brandee Gaar","startTime":1581.501,"endTime":1584.4509999999998,"body":"because we're selling ourselves"},{"speaker":"Brandee Gaar","startTime":1581.501,"endTime":1584.4509999999998,"body":"and that's really hard to do."},{"speaker":"Brandee Gaar","startTime":1584.631,"endTime":1585.6609999999998,"body":"So I want to lean in."},{"speaker":"Brandee Gaar","startTime":1585.6609999999998,"endTime":1588.3909999999998,"body":"I want to treat it like it's"},{"speaker":"Brandee Gaar","startTime":1585.6609999999998,"endTime":1588.3909999999998,"body":"my best friend who just got"},{"speaker":"Brandee Gaar","startTime":1588.3909999999998,"endTime":1590.191,"body":"engaged and I want to ask them."},{"speaker":"Brandee Gaar","startTime":1590.381,"endTime":1592.1209999999999,"body":"These questions are starting"},{"speaker":"Brandee Gaar","startTime":1590.381,"endTime":1592.1209999999999,"body":"to just break them down."},{"speaker":"Brandee Gaar","startTime":1592.3010000000002,"endTime":1593.1809999999998,"body":"You can make your own."},{"speaker":"Brandee Gaar","startTime":1593.1809999999998,"endTime":1596.0710000000001,"body":"These are just an example of"},{"speaker":"Brandee Gaar","startTime":1593.1809999999998,"endTime":1596.0710000000001,"body":"what I say, but I want you"},{"speaker":"Brandee Gaar","startTime":1596.081,"endTime":1598.5110000000002,"body":"to really think about don't"},{"speaker":"Brandee Gaar","startTime":1596.081,"endTime":1598.5110000000002,"body":"talk about services yet."},{"speaker":"Brandee Gaar","startTime":1598.7160000000001,"endTime":1599.7160000000001,"body":"Don't even talk"},{"speaker":"Brandee Gaar","startTime":1598.7160000000001,"endTime":1599.7160000000001,"body":"about their wedding."},{"speaker":"Brandee Gaar","startTime":1600.4260000000002,"endTime":1601.2459999999999,"body":"How are you dating?"},{"speaker":"Brandee Gaar","startTime":1601.2459999999999,"endTime":1602.1960000000001,"body":"What do you guys"},{"speaker":"Brandee Gaar","startTime":1601.2459999999999,"endTime":1602.1960000000001,"body":"like to do together?"},{"speaker":"Brandee Gaar","startTime":1602.1960000000001,"endTime":1602.9060000000002,"body":"What do you do for work?"},{"speaker":"Brandee Gaar","startTime":1603.1960000000001,"endTime":1605.486,"body":"All of these things are"},{"speaker":"Brandee Gaar","startTime":1603.1960000000001,"endTime":1605.486,"body":"telling me things about them."},{"speaker":"Brandee Gaar","startTime":1605.876,"endTime":1607.146,"body":"They tell me they're a teacher."},{"speaker":"Brandee Gaar","startTime":1607.2259999999999,"endTime":1608.956,"body":"I'm starting to think dates."},{"speaker":"Brandee Gaar","startTime":1608.9959999999999,"endTime":1611.4060000000002,"body":"They're, they're going to have"},{"speaker":"Brandee Gaar","startTime":1608.9959999999999,"endTime":1611.4060000000002,"body":"to only talk after three and"},{"speaker":"Brandee Gaar","startTime":1611.4060000000002,"endTime":1613.7459999999999,"body":"they've got like summer break"},{"speaker":"Brandee Gaar","startTime":1611.4060000000002,"endTime":1613.7459999999999,"body":"and Christmas break, right?"},{"speaker":"Brandee Gaar","startTime":1613.7459999999999,"endTime":1615.9660000000001,"body":"If they tell me they're a"},{"speaker":"Brandee Gaar","startTime":1613.7459999999999,"endTime":1615.9660000000001,"body":"CPA, I'm like, Oh, we might"},{"speaker":"Brandee Gaar","startTime":1615.9759999999999,"endTime":1619.6209999999999,"body":"have some super, super like,"},{"speaker":"Brandee Gaar","startTime":1615.9759999999999,"endTime":1619.6209999999999,"body":"Black and white people here,"},{"speaker":"Brandee Gaar","startTime":1619.6209999999999,"endTime":1621.5910000000001,"body":"like everybody, everything's"},{"speaker":"Brandee Gaar","startTime":1619.6209999999999,"endTime":1621.5910000000001,"body":"very linear, right?"},{"speaker":"Brandee Gaar","startTime":1621.5910000000001,"endTime":1624.3509999999999,"body":"So I want to be putting"},{"speaker":"Brandee Gaar","startTime":1621.5910000000001,"endTime":1624.3509999999999,"body":"these things in my bank"},{"speaker":"Brandee Gaar","startTime":1624.6409999999998,"endTime":1626.611,"body":"as I'm thinking about how"},{"speaker":"Brandee Gaar","startTime":1624.6409999999998,"endTime":1626.611,"body":"I'm going to sell to them."},{"speaker":"Brandee Gaar","startTime":1627.581,"endTime":1630.631,"body":"Then I'm going to start"},{"speaker":"Brandee Gaar","startTime":1627.581,"endTime":1630.631,"body":"turning the tables, right?"},{"speaker":"Brandee Gaar","startTime":1631.4109999999998,"endTime":1633.3909999999998,"body":"How do I start to"},{"speaker":"Brandee Gaar","startTime":1631.4109999999998,"endTime":1633.3909999999998,"body":"turn it towards, okay,"},{"speaker":"Brandee Gaar","startTime":1633.3909999999998,"endTime":1634.331,"body":"well, thanks Brandee."},{"speaker":"Brandee Gaar","startTime":1634.3410000000001,"endTime":1636.5110000000002,"body":"Like now I know their"},{"speaker":"Brandee Gaar","startTime":1634.3410000000001,"endTime":1636.5110000000002,"body":"whole life story, but like,"},{"speaker":"Brandee Gaar","startTime":1636.731,"endTime":1637.9710000000002,"body":"when do we get to sell?"},{"speaker":"Brandee Gaar","startTime":1638.151,"endTime":1638.521,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1638.7610000000002,"endTime":1640.1409999999998,"body":"When do I get to"},{"speaker":"Brandee Gaar","startTime":1638.7610000000002,"endTime":1640.1409999999998,"body":"close this thing?"},{"speaker":"Brandee Gaar","startTime":1640.5910000000001,"endTime":1640.8509999999999,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1640.8509999999999,"endTime":1644.751,"body":"So we're going to start"},{"speaker":"Brandee Gaar","startTime":1640.8509999999999,"endTime":1644.751,"body":"turning the questions to"},{"speaker":"Brandee Gaar","startTime":1645.8460000000002,"endTime":1646.706,"body":"I didn't change it, right?"},{"speaker":"Brandee Gaar","startTime":1646.706,"endTime":1646.9959999999999,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":1647.006,"endTime":1647.236,"body":"Yes."},{"speaker":"Brandee Gaar","startTime":1647.236,"endTime":1647.486,"body":"Sorry."},{"speaker":"Brandee Gaar","startTime":1647.486,"endTime":1650.0559999999998,"body":"I pushed the button when"},{"speaker":"Brandee Gaar","startTime":1647.486,"endTime":1650.0559999999998,"body":"I was, um, how do we start"},{"speaker":"Brandee Gaar","startTime":1650.0559999999998,"endTime":1651.4759999999999,"body":"turning it towards the wedding?"},{"speaker":"Brandee Gaar","startTime":1651.486,"endTime":1653.7859999999998,"body":"We want to start now getting"},{"speaker":"Brandee Gaar","startTime":1651.486,"endTime":1653.7859999999998,"body":"their focus towards the wedding."},{"speaker":"Brandee Gaar","startTime":1654.2160000000001,"endTime":1656.2459999999999,"body":"So I want to start"},{"speaker":"Brandee Gaar","startTime":1654.2160000000001,"endTime":1656.2459999999999,"body":"asking questions that"},{"speaker":"Brandee Gaar","startTime":1656.256,"endTime":1656.916,"body":"are about the wedding."},{"speaker":"Brandee Gaar","startTime":1656.916,"endTime":1657.9460000000001,"body":"How'd you choose your venue?"},{"speaker":"Brandee Gaar","startTime":1658.646,"endTime":1659.9060000000002,"body":"This tells me so much."},{"speaker":"Brandee Gaar","startTime":1660.8860000000002,"endTime":1662.776,"body":"Um, unless you are"},{"speaker":"Brandee Gaar","startTime":1660.8860000000002,"endTime":1662.776,"body":"a venue, obviously."},{"speaker":"Brandee Gaar","startTime":1662.956,"endTime":1666.206,"body":"Um, but if, if I say, how"},{"speaker":"Brandee Gaar","startTime":1662.956,"endTime":1666.206,"body":"did you choose your venue?"},{"speaker":"Brandee Gaar","startTime":1666.6360000000002,"endTime":1669.3259999999998,"body":"Oh my gosh, it totally tells me"},{"speaker":"Brandee Gaar","startTime":1666.6360000000002,"endTime":1669.3259999999998,"body":"about the type of couple that"},{"speaker":"Brandee Gaar","startTime":1669.3259999999998,"endTime":1670.186,"body":"you're working with, right?"},{"speaker":"Brandee Gaar","startTime":1670.521,"endTime":1673.001,"body":"If they say, I've been"},{"speaker":"Brandee Gaar","startTime":1670.521,"endTime":1673.001,"body":"stalking them on Instagram"},{"speaker":"Brandee Gaar","startTime":1673.0110000000002,"endTime":1674.8010000000002,"body":"forever and I know their"},{"speaker":"Brandee Gaar","startTime":1673.0110000000002,"endTime":1674.8010000000002,"body":"Saturdays fill up so fast."},{"speaker":"Brandee Gaar","startTime":1674.8010000000002,"endTime":1676.3210000000001,"body":"So like, as soon as I got"},{"speaker":"Brandee Gaar","startTime":1674.8010000000002,"endTime":1676.3210000000001,"body":"the ring, I had to just"},{"speaker":"Brandee Gaar","startTime":1676.3210000000001,"endTime":1677.061,"body":"go out and book them."},{"speaker":"Brandee Gaar","startTime":1677.361,"endTime":1678.711,"body":"You're like, got it."},{"speaker":"Brandee Gaar","startTime":1678.9309999999998,"endTime":1680.5110000000002,"body":"I know what type of"},{"speaker":"Brandee Gaar","startTime":1678.9309999999998,"endTime":1680.5110000000002,"body":"client I'm working with."},{"speaker":"Brandee Gaar","startTime":1680.5110000000002,"endTime":1680.811,"body":"Right."},{"speaker":"Brandee Gaar","startTime":1681.0110000000002,"endTime":1683.041,"body":"But if they're like, I mean,"},{"speaker":"Brandee Gaar","startTime":1681.0110000000002,"endTime":1683.041,"body":"we had to get married on June"},{"speaker":"Brandee Gaar","startTime":1683.061,"endTime":1685.481,"body":"3rd and honestly, it was the"},{"speaker":"Brandee Gaar","startTime":1683.061,"endTime":1685.481,"body":"first venue we looked at and"},{"speaker":"Brandee Gaar","startTime":1685.481,"endTime":1686.711,"body":"they had the date available, so."},{"speaker":"Brandee Gaar","startTime":1687.021,"endTime":1687.4509999999998,"body":"I don't know."},{"speaker":"Brandee Gaar","startTime":1687.8010000000002,"endTime":1688.331,"body":"It was good."},{"speaker":"Brandee Gaar","startTime":1688.361,"endTime":1688.9710000000002,"body":"We like it."},{"speaker":"Brandee Gaar","startTime":1688.981,"endTime":1689.4309999999998,"body":"It's fine."},{"speaker":"Brandee Gaar","startTime":1689.4710000000002,"endTime":1689.8509999999999,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1690.041,"endTime":1691.231,"body":"Totally different"},{"speaker":"Brandee Gaar","startTime":1690.041,"endTime":1691.231,"body":"kind of couple."},{"speaker":"Brandee Gaar","startTime":1691.401,"endTime":1693.6009999999999,"body":"It's telling you"},{"speaker":"Brandee Gaar","startTime":1691.401,"endTime":1693.6009999999999,"body":"how to sell to them."},{"speaker":"Brandee Gaar","startTime":1694.0310000000002,"endTime":1697.831,"body":"I can't be my crazy up"},{"speaker":"Brandee Gaar","startTime":1694.0310000000002,"endTime":1697.831,"body":"in your face self with a"},{"speaker":"Brandee Gaar","startTime":1697.831,"endTime":1699.2810000000002,"body":"couple who are both CPAs."},{"speaker":"Brandee Gaar","startTime":1699.3210000000001,"endTime":1701.4509999999998,"body":"They would be like, what's"},{"speaker":"Brandee Gaar","startTime":1699.3210000000001,"endTime":1701.4509999999998,"body":"happening to me right now?"},{"speaker":"Brandee Gaar","startTime":1702.171,"endTime":1704.311,"body":"So I have to kind of sit"},{"speaker":"Brandee Gaar","startTime":1702.171,"endTime":1704.311,"body":"back and be like, cool."},{"speaker":"Brandee Gaar","startTime":1704.501,"endTime":1704.6409999999998,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":1704.916,"endTime":1705.816,"body":"Okay, that's good."},{"speaker":"Brandee Gaar","startTime":1705.876,"endTime":1706.8660000000002,"body":"Well, let's move on"},{"speaker":"Brandee Gaar","startTime":1705.876,"endTime":1706.8660000000002,"body":"to the next thing."},{"speaker":"Brandee Gaar","startTime":1707.2160000000001,"endTime":1709.506,"body":"Um, so then the next thing"},{"speaker":"Brandee Gaar","startTime":1707.2160000000001,"endTime":1709.506,"body":"I'm going to ask him is how"},{"speaker":"Brandee Gaar","startTime":1709.506,"endTime":1710.4660000000001,"body":"did you choose your date?"},{"speaker":"Brandee Gaar","startTime":1710.6160000000002,"endTime":1712.7859999999998,"body":"This one also tells me a"},{"speaker":"Brandee Gaar","startTime":1710.6160000000002,"endTime":1712.7859999999998,"body":"lot of information, kind"},{"speaker":"Brandee Gaar","startTime":1712.7859999999998,"endTime":1714.3059999999998,"body":"of like the venue question."},{"speaker":"Brandee Gaar","startTime":1714.626,"endTime":1715.9260000000002,"body":"It's like, well, how did"},{"speaker":"Brandee Gaar","startTime":1714.626,"endTime":1715.9260000000002,"body":"you choose your date?"},{"speaker":"Brandee Gaar","startTime":1715.9460000000001,"endTime":1719.916,"body":"Well, he's in the military"},{"speaker":"Brandee Gaar","startTime":1715.9460000000001,"endTime":1719.916,"body":"and I'm in residency and it"},{"speaker":"Brandee Gaar","startTime":1719.916,"endTime":1722.4260000000002,"body":"was literally the only date"},{"speaker":"Brandee Gaar","startTime":1719.916,"endTime":1722.4260000000002,"body":"where we could get married"},{"speaker":"Brandee Gaar","startTime":1722.4260000000002,"endTime":1724.506,"body":"and then we both have to fly"},{"speaker":"Brandee Gaar","startTime":1722.4260000000002,"endTime":1724.506,"body":"back to where we came from."},{"speaker":"Brandee Gaar","startTime":1724.506,"endTime":1725.066,"body":"You know what I mean?"},{"speaker":"Brandee Gaar","startTime":1725.066,"endTime":1725.956,"body":"Like, it's crazy."},{"speaker":"Brandee Gaar","startTime":1726.1160000000002,"endTime":1728.3259999999998,"body":"So again, it's telling you"},{"speaker":"Brandee Gaar","startTime":1726.1160000000002,"endTime":1728.3259999999998,"body":"things that you can use."},{"speaker":"Brandee Gaar","startTime":1728.336,"endTime":1729.796,"body":"It's telling you things"},{"speaker":"Brandee Gaar","startTime":1728.336,"endTime":1729.796,"body":"that you can use."},{"speaker":"Brandee Gaar","startTime":1730.0559999999998,"endTime":1732.4959999999999,"body":"What type of couple"},{"speaker":"Brandee Gaar","startTime":1730.0559999999998,"endTime":1732.4959999999999,"body":"that you're What other"},{"speaker":"Brandee Gaar","startTime":1732.4959999999999,"endTime":1734.526,"body":"vendors have you Booked."},{"speaker":"Brandee Gaar","startTime":1736.9060000000002,"endTime":1740.1360000000002,"body":"If you are good in your"},{"speaker":"Brandee Gaar","startTime":1736.9060000000002,"endTime":1740.1360000000002,"body":"industry, if you know your"},{"speaker":"Brandee Gaar","startTime":1740.1360000000002,"endTime":1742.3460000000002,"body":"industry, if you know the"},{"speaker":"Brandee Gaar","startTime":1740.1360000000002,"endTime":1742.3460000000002,"body":"other people that are around"},{"speaker":"Brandee Gaar","startTime":1742.3460000000002,"endTime":1747.0359999999998,"body":"you, this can tell you what"},{"speaker":"Brandee Gaar","startTime":1742.3460000000002,"endTime":1747.0359999999998,"body":"their price point is, right?"},{"speaker":"Brandee Gaar","startTime":1747.256,"endTime":1748.066,"body":"We all know."},{"speaker":"Brandee Gaar","startTime":1748.9060000000002,"endTime":1751.836,"body":"It, it, there's nothing good"},{"speaker":"Brandee Gaar","startTime":1748.9060000000002,"endTime":1751.836,"body":"or bad about vendors who charge"},{"speaker":"Brandee Gaar","startTime":1751.836,"endTime":1754.4660000000001,"body":"a whole whole lot or a whole"},{"speaker":"Brandee Gaar","startTime":1751.836,"endTime":1754.4660000000001,"body":"whole little, but it's telling"},{"speaker":"Brandee Gaar","startTime":1754.4660000000001,"endTime":1755.521,"body":"you what you're working with."},{"speaker":"Brandee Gaar","startTime":1755.6809999999998,"endTime":1758.0910000000001,"body":"Because it's going to help you"},{"speaker":"Brandee Gaar","startTime":1755.6809999999998,"endTime":1758.0910000000001,"body":"to know, okay, well if they've"},{"speaker":"Brandee Gaar","startTime":1758.0910000000001,"endTime":1761.3410000000001,"body":"already booked other vendors,"},{"speaker":"Brandee Gaar","startTime":1758.0910000000001,"endTime":1761.3410000000001,"body":"kind of helpful to know, right?"},{"speaker":"Brandee Gaar","startTime":1761.4910000000002,"endTime":1763.4509999999998,"body":"Or if they're like, I"},{"speaker":"Brandee Gaar","startTime":1761.4910000000002,"endTime":1763.4509999999998,"body":"haven't booked anyone else."},{"speaker":"Brandee Gaar","startTime":1763.4509999999998,"endTime":1764.441,"body":"I came straight to you."},{"speaker":"Brandee Gaar","startTime":1764.881,"endTime":1766.691,"body":"You were the one I"},{"speaker":"Brandee Gaar","startTime":1764.881,"endTime":1766.691,"body":"wanted to talk to first."},{"speaker":"Brandee Gaar","startTime":1768.1209999999999,"endTime":1769.3709999999999,"body":"You're like, all right."},{"speaker":"Brandee Gaar","startTime":1769.811,"endTime":1771.731,"body":"Like now you're like in"},{"speaker":"Brandee Gaar","startTime":1769.811,"endTime":1771.731,"body":"a whole different kind"},{"speaker":"Brandee Gaar","startTime":1771.731,"endTime":1772.691,"body":"of sales mode, right?"},{"speaker":"Brandee Gaar","startTime":1772.691,"endTime":1774.441,"body":"You're like, okay, let's do it."},{"speaker":"Brandee Gaar","startTime":1774.4509999999998,"endTime":1776.771,"body":"So that's a great"},{"speaker":"Brandee Gaar","startTime":1774.4509999999998,"endTime":1776.771,"body":"question to ask."},{"speaker":"Brandee Gaar","startTime":1776.8010000000002,"endTime":1777.8709999999999,"body":"What other vendors"},{"speaker":"Brandee Gaar","startTime":1776.8010000000002,"endTime":1777.8709999999999,"body":"have you booked?"},{"speaker":"Brandee Gaar","startTime":1778.1409999999998,"endTime":1780.421,"body":"And then what is your"},{"speaker":"Brandee Gaar","startTime":1778.1409999999998,"endTime":1780.421,"body":"worst wedding fear?"},{"speaker":"Brandee Gaar","startTime":1780.631,"endTime":1784.2810000000002,"body":"So the way I like to ask"},{"speaker":"Brandee Gaar","startTime":1780.631,"endTime":1784.2810000000002,"body":"this one is I'll say, um,"},{"speaker":"Brandee Gaar","startTime":1784.461,"endTime":1787.436,"body":"um, Okay, you've been to"},{"speaker":"Brandee Gaar","startTime":1784.461,"endTime":1787.436,"body":"weddings before, right?"},{"speaker":"Brandee Gaar","startTime":1787.436,"endTime":1789.646,"body":"And of course they've been to"},{"speaker":"Brandee Gaar","startTime":1787.436,"endTime":1789.646,"body":"a thousand because they're of"},{"speaker":"Brandee Gaar","startTime":1789.646,"endTime":1791.276,"body":"that age and they're like, yeah."},{"speaker":"Brandee Gaar","startTime":1791.276,"endTime":1793.4460000000001,"body":"And I'm like, what has"},{"speaker":"Brandee Gaar","startTime":1791.276,"endTime":1793.4460000000001,"body":"happened at a wedding?"},{"speaker":"Brandee Gaar","startTime":1793.4460000000001,"endTime":1795.0559999999998,"body":"You've been to that."},{"speaker":"Brandee Gaar","startTime":1795.0759999999998,"endTime":1796.9060000000002,"body":"If it happened at your"},{"speaker":"Brandee Gaar","startTime":1795.0759999999998,"endTime":1796.9060000000002,"body":"wedding, you would literally"},{"speaker":"Brandee Gaar","startTime":1796.9060000000002,"endTime":1797.9759999999999,"body":"crawl under the table."},{"speaker":"Brandee Gaar","startTime":1798.0359999999998,"endTime":1798.8860000000002,"body":"Like you would die."},{"speaker":"Brandee Gaar","startTime":1799.486,"endTime":1802.8460000000002,"body":"And they're like, Oh, let"},{"speaker":"Brandee Gaar","startTime":1799.486,"endTime":1802.8460000000002,"body":"us tell you about Johnny"},{"speaker":"Brandee Gaar","startTime":1802.8460000000002,"endTime":1803.736,"body":"and Jessica's wedding."},{"speaker":"Brandee Gaar","startTime":1804.3860000000002,"endTime":1806.316,"body":"And you're like, okay,"},{"speaker":"Brandee Gaar","startTime":1804.3860000000002,"endTime":1806.316,"body":"tell me about Johnny"},{"speaker":"Brandee Gaar","startTime":1806.316,"endTime":1807.1160000000002,"body":"and Jessica's wedding."},{"speaker":"Brandee Gaar","startTime":1807.4460000000001,"endTime":1810.1560000000002,"body":"And it gives you ammunition"},{"speaker":"Brandee Gaar","startTime":1807.4460000000001,"endTime":1810.1560000000002,"body":"because they're usually going"},{"speaker":"Brandee Gaar","startTime":1810.1560000000002,"endTime":1812.606,"body":"to tell you a story that"},{"speaker":"Brandee Gaar","startTime":1810.1560000000002,"endTime":1812.606,"body":"has to do with what you do."},{"speaker":"Brandee Gaar","startTime":1812.876,"endTime":1813.0960000000002,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1813.0960000000002,"endTime":1816.1960000000001,"body":"So if you're a DJ, they'll be"},{"speaker":"Brandee Gaar","startTime":1813.0960000000002,"endTime":1816.1960000000001,"body":"like, Oh my gosh, the DJ was"},{"speaker":"Brandee Gaar","startTime":1816.236,"endTime":1819.8660000000002,"body":"drinking behind the booth and"},{"speaker":"Brandee Gaar","startTime":1816.236,"endTime":1819.8660000000002,"body":"then he announced the best"},{"speaker":"Brandee Gaar","startTime":1819.8660000000002,"endTime":1822.236,"body":"man for the toast and no one"},{"speaker":"Brandee Gaar","startTime":1819.8660000000002,"endTime":1822.236,"body":"could even find the best man."},{"speaker":"Brandee Gaar","startTime":1822.6360000000002,"endTime":1824.2659999999998,"body":"And you're like, got it, right?"},{"speaker":"Brandee Gaar","startTime":1824.4060000000002,"endTime":1826.166,"body":"So when I go to sell,"},{"speaker":"Brandee Gaar","startTime":1824.4060000000002,"endTime":1826.166,"body":"what am I going to say?"},{"speaker":"Brandee Gaar","startTime":1827.566,"endTime":1831.836,"body":"I'm going to focus on,"},{"speaker":"Brandee Gaar","startTime":1827.566,"endTime":1831.836,"body":"I'm like, shout it out,"},{"speaker":"Brandee Gaar","startTime":1831.836,"endTime":1832.7659999999998,"body":"who was about to say it?"},{"speaker":"Brandee Gaar","startTime":1834.311,"endTime":1835.771,"body":"Yeah, we know who the"},{"speaker":"Brandee Gaar","startTime":1834.311,"endTime":1835.771,"body":"best man is, right?"},{"speaker":"Brandee Gaar","startTime":1835.9710000000002,"endTime":1838.831,"body":"If I'm a planner and they"},{"speaker":"Brandee Gaar","startTime":1835.9710000000002,"endTime":1838.831,"body":"tell me a horrible DJ story,"},{"speaker":"Brandee Gaar","startTime":1838.861,"endTime":1840.7610000000002,"body":"I'm like, well, we only"},{"speaker":"Brandee Gaar","startTime":1838.861,"endTime":1840.7610000000002,"body":"work with the best DJs."},{"speaker":"Brandee Gaar","startTime":1841.4109999999998,"endTime":1844.381,"body":"We vet all of our DJs and"},{"speaker":"Brandee Gaar","startTime":1841.4109999999998,"endTime":1844.381,"body":"bet that one of my assistants"},{"speaker":"Brandee Gaar","startTime":1844.381,"endTime":1847.1009999999999,"body":"is standing next to him"},{"speaker":"Brandee Gaar","startTime":1844.381,"endTime":1847.1009999999999,"body":"all night long, right?"},{"speaker":"Brandee Gaar","startTime":1847.4910000000002,"endTime":1850.3410000000001,"body":"Because he's not announcing"},{"speaker":"Brandee Gaar","startTime":1847.4910000000002,"endTime":1850.3410000000001,"body":"anything until we make sure the"},{"speaker":"Brandee Gaar","startTime":1850.3410000000001,"endTime":1851.731,"body":"people are in the room, right?"},{"speaker":"Brandee Gaar","startTime":1851.731,"endTime":1853.3509999999999,"body":"So when I go to sell, I"},{"speaker":"Brandee Gaar","startTime":1851.731,"endTime":1853.3509999999999,"body":"want to talk about that."},{"speaker":"Brandee Gaar","startTime":1853.5110000000002,"endTime":1855.771,"body":"If I'm the DJ, I want"},{"speaker":"Brandee Gaar","startTime":1853.5110000000002,"endTime":1855.771,"body":"to talk about that."},{"speaker":"Brandee Gaar","startTime":1855.7810000000002,"endTime":1857.111,"body":"I want to say that, right?"},{"speaker":"Brandee Gaar","startTime":1857.3909999999998,"endTime":1860.381,"body":"If, if you're a photographer,"},{"speaker":"Brandee Gaar","startTime":1857.3909999999998,"endTime":1860.381,"body":"you can even use a DJ store."},{"speaker":"Brandee Gaar","startTime":1860.381,"endTime":1862.861,"body":"You can be like, yeah, that"},{"speaker":"Brandee Gaar","startTime":1860.381,"endTime":1862.861,"body":"doesn't happen because I always"},{"speaker":"Brandee Gaar","startTime":1862.861,"endTime":1865.2210000000002,"body":"make sure that I introduce"},{"speaker":"Brandee Gaar","startTime":1862.861,"endTime":1865.2210000000002,"body":"myself to the DJ right away"},{"speaker":"Brandee Gaar","startTime":1865.2210000000002,"endTime":1868.2410000000002,"body":"when I get there, because I want"},{"speaker":"Brandee Gaar","startTime":1865.2210000000002,"endTime":1868.2410000000002,"body":"to make sure that we're always"},{"speaker":"Brandee Gaar","startTime":1868.2410000000002,"endTime":1870.561,"body":"in the room and not only that,"},{"speaker":"Brandee Gaar","startTime":1868.2410000000002,"endTime":1870.561,"body":"but we're going to make sure"},{"speaker":"Brandee Gaar","startTime":1870.561,"endTime":1873.791,"body":"that we work with all of your"},{"speaker":"Brandee Gaar","startTime":1870.561,"endTime":1873.791,"body":"vendors to make sure your planer"},{"speaker":"Brandee Gaar","startTime":1873.791,"endTime":1874.731,"body":"has the best man in the room."},{"speaker":"Brandee Gaar","startTime":1874.731,"endTime":1875.5510000000002,"body":"Do you see where I'm going?"},{"speaker":"Brandee Gaar","startTime":1875.5510000000002,"endTime":1877.691,"body":"Like we, they have fears."},{"speaker":"Brandee Gaar","startTime":1878.146,"endTime":1882.416,"body":"That if we can realize them, if"},{"speaker":"Brandee Gaar","startTime":1878.146,"endTime":1882.416,"body":"we can know them, we can sell to"},{"speaker":"Brandee Gaar","startTime":1882.416,"endTime":1884.6360000000002,"body":"them, which is really exciting."},{"speaker":"Brandee Gaar","startTime":1884.7160000000001,"endTime":1885.0159999999998,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1885.166,"endTime":1886.7160000000001,"body":"Because these are the"},{"speaker":"Brandee Gaar","startTime":1885.166,"endTime":1886.7160000000001,"body":"fears that they have."},{"speaker":"Brandee Gaar","startTime":1886.9460000000001,"endTime":1888.706,"body":"So we want to"},{"speaker":"Brandee Gaar","startTime":1886.9460000000001,"endTime":1888.706,"body":"battle those fears."},{"speaker":"Brandee Gaar","startTime":1888.876,"endTime":1893.296,"body":"So this is why these questions"},{"speaker":"Brandee Gaar","startTime":1888.876,"endTime":1893.296,"body":"are so, so important."},{"speaker":"Brandee Gaar","startTime":1893.4060000000002,"endTime":1893.8059999999998,"body":"Okay?"},{"speaker":"Brandee Gaar","startTime":1894.756,"endTime":1896.9460000000001,"body":"The third point, we're only"},{"speaker":"Brandee Gaar","startTime":1894.756,"endTime":1896.9460000000001,"body":"selling to their pain points."},{"speaker":"Brandee Gaar","startTime":1896.956,"endTime":1898.276,"body":"So this is what I was"},{"speaker":"Brandee Gaar","startTime":1896.956,"endTime":1898.276,"body":"just talking about."},{"speaker":"Brandee Gaar","startTime":1898.606,"endTime":1901.4759999999999,"body":"So here's what typically"},{"speaker":"Brandee Gaar","startTime":1898.606,"endTime":1901.4759999999999,"body":"happens when I'm reviewing"},{"speaker":"Brandee Gaar","startTime":1901.4759999999999,"endTime":1903.666,"body":"sales calls for wedding"},{"speaker":"Brandee Gaar","startTime":1901.4759999999999,"endTime":1903.666,"body":"pros that we work with."},{"speaker":"Brandee Gaar","startTime":1904.901,"endTime":1907.7610000000002,"body":"So I'll listen to it and you're"},{"speaker":"Brandee Gaar","startTime":1904.901,"endTime":1907.7610000000002,"body":"like, okay, now I've got to"},{"speaker":"Brandee Gaar","startTime":1907.7610000000002,"endTime":1908.981,"body":"get into my pitch, right?"},{"speaker":"Brandee Gaar","startTime":1908.9910000000002,"endTime":1909.8709999999999,"body":"It's time to get into my pitch."},{"speaker":"Brandee Gaar","startTime":1910.2810000000002,"endTime":1912.561,"body":"And you've got your packages"},{"speaker":"Brandee Gaar","startTime":1910.2810000000002,"endTime":1912.561,"body":"in front of you and you're"},{"speaker":"Brandee Gaar","startTime":1912.561,"endTime":1916.3010000000002,"body":"like, okay, so we have the"},{"speaker":"Brandee Gaar","startTime":1912.561,"endTime":1916.3010000000002,"body":"diamond package and we have"},{"speaker":"Brandee Gaar","startTime":1916.3010000000002,"endTime":1918.8909999999998,"body":"the platinum package and we"},{"speaker":"Brandee Gaar","startTime":1916.3010000000002,"endTime":1918.8909999999998,"body":"have our own inclusive package."},{"speaker":"Brandee Gaar","startTime":1919.001,"endTime":1920.651,"body":"So let me tell you"},{"speaker":"Brandee Gaar","startTime":1919.001,"endTime":1920.651,"body":"about all three."},{"speaker":"Brandee Gaar","startTime":1921.1009999999999,"endTime":1924.956,"body":"And you start going to"},{"speaker":"Brandee Gaar","startTime":1921.1009999999999,"endTime":1924.956,"body":"this, And they're like,"},{"speaker":"Brandee Gaar","startTime":1927.876,"endTime":1929.9060000000002,"body":"they're so glazed"},{"speaker":"Brandee Gaar","startTime":1927.876,"endTime":1929.9060000000002,"body":"over at that point."},{"speaker":"Brandee Gaar","startTime":1929.936,"endTime":1930.2259999999999,"body":"Right."},{"speaker":"Brandee Gaar","startTime":1930.5359999999998,"endTime":1932.7160000000001,"body":"They don't really, they"},{"speaker":"Brandee Gaar","startTime":1930.5359999999998,"endTime":1932.7160000000001,"body":"don't have the packages"},{"speaker":"Brandee Gaar","startTime":1932.7160000000001,"endTime":1933.2459999999999,"body":"in front of them."},{"speaker":"Brandee Gaar","startTime":1933.256,"endTime":1934.816,"body":"You might hand them to them"},{"speaker":"Brandee Gaar","startTime":1933.256,"endTime":1934.816,"body":"and then they're trying to"},{"speaker":"Brandee Gaar","startTime":1934.816,"endTime":1937.2659999999998,"body":"figure out like, well, which"},{"speaker":"Brandee Gaar","startTime":1934.816,"endTime":1937.2659999999998,"body":"of these packages do I need?"},{"speaker":"Brandee Gaar","startTime":1937.2659999999998,"endTime":1939.0960000000002,"body":"Like I've never"},{"speaker":"Brandee Gaar","startTime":1937.2659999999998,"endTime":1939.0960000000002,"body":"been married before."},{"speaker":"Brandee Gaar","startTime":1939.0960000000002,"endTime":1939.416,"body":"Right."},{"speaker":"Brandee Gaar","startTime":1939.5759999999998,"endTime":1940.2859999999998,"body":"I don't know."},{"speaker":"Brandee Gaar","startTime":1940.9060000000002,"endTime":1942.5359999999998,"body":"Do I need six hours"},{"speaker":"Brandee Gaar","startTime":1940.9060000000002,"endTime":1942.5359999999998,"body":"or eight hours?"},{"speaker":"Brandee Gaar","startTime":1942.5359999999998,"endTime":1944.8059999999998,"body":"Do I, do I need"},{"speaker":"Brandee Gaar","startTime":1942.5359999999998,"endTime":1944.8059999999998,"body":"the parent album?"},{"speaker":"Brandee Gaar","startTime":1944.8059999999998,"endTime":1947.2259999999999,"body":"Do I need the moving lights?"},{"speaker":"Brandee Gaar","startTime":1947.2259999999999,"endTime":1948.7659999999998,"body":"Like they're so confused."},{"speaker":"Brandee Gaar","startTime":1949.086,"endTime":1950.206,"body":"You've lost them."},{"speaker":"Brandee Gaar","startTime":1950.776,"endTime":1951.7160000000001,"body":"You've lost them."},{"speaker":"Brandee Gaar","startTime":1951.7659999999998,"endTime":1953.0159999999998,"body":"They're so confused."},{"speaker":"Brandee Gaar","startTime":1953.276,"endTime":1954.0759999999998,"body":"And here's the thing."},{"speaker":"Brandee Gaar","startTime":1954.236,"endTime":1956.486,"body":"It's not their job to pick"},{"speaker":"Brandee Gaar","startTime":1954.236,"endTime":1956.486,"body":"what service that they're"},{"speaker":"Brandee Gaar","startTime":1956.486,"endTime":1957.1960000000001,"body":"going to get from you."},{"speaker":"Brandee Gaar","startTime":1957.5559999999998,"endTime":1958.046,"body":"It's not."},{"speaker":"Brandee Gaar","startTime":1958.5359999999998,"endTime":1959.2459999999999,"body":"It's yours."},{"speaker":"Brandee Gaar","startTime":1960.066,"endTime":1960.986,"body":"It is your job."},{"speaker":"Brandee Gaar","startTime":1961.066,"endTime":1964.5559999999998,"body":"You do it every weekend, every"},{"speaker":"Brandee Gaar","startTime":1961.066,"endTime":1964.5559999999998,"body":"single weekend you go out and"},{"speaker":"Brandee Gaar","startTime":1964.5559999999998,"endTime":1968.7659999999998,"body":"you say things like, Oh my gosh,"},{"speaker":"Brandee Gaar","startTime":1964.5559999999998,"endTime":1968.7659999999998,"body":"these people booked us for event"},{"speaker":"Brandee Gaar","startTime":1968.7659999999998,"endTime":1971.086,"body":"management, but they're totally"},{"speaker":"Brandee Gaar","startTime":1968.7659999999998,"endTime":1971.086,"body":"not an event management couple."},{"speaker":"Brandee Gaar","startTime":1971.6760000000002,"endTime":1972.2259999999999,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1972.5159999999998,"endTime":1973.4959999999999,"body":"How many planners"},{"speaker":"Brandee Gaar","startTime":1972.5159999999998,"endTime":1973.4959999999999,"body":"have said that?"},{"speaker":"Brandee Gaar","startTime":1974.566,"endTime":1975.5960000000002,"body":"I know we all have, right?"},{"speaker":"Brandee Gaar","startTime":1975.816,"endTime":1977.7259999999999,"body":"And that's our problem."},{"speaker":"Brandee Gaar","startTime":1978.006,"endTime":1979.026,"body":"It's our fault."},{"speaker":"Brandee Gaar","startTime":1979.106,"endTime":1980.9959999999999,"body":"Why did you let them buy event"},{"speaker":"Brandee Gaar","startTime":1979.106,"endTime":1980.9959999999999,"body":"management if you knew it"},{"speaker":"Brandee Gaar","startTime":1980.9959999999999,"endTime":1981.9959999999999,"body":"wasn't going to work for them?"},{"speaker":"Brandee Gaar","startTime":1982.3059999999998,"endTime":1983.3259999999998,"body":"Why didn't you upsell them?"},{"speaker":"Brandee Gaar","startTime":1983.856,"endTime":1984.1560000000002,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1984.1560000000002,"endTime":1985.2160000000001,"body":"And I've done it."},{"speaker":"Brandee Gaar","startTime":1985.256,"endTime":1986.2659999999998,"body":"I'm not pointing fingers."},{"speaker":"Brandee Gaar","startTime":1986.276,"endTime":1989.586,"body":"I've totally done it, but I've"},{"speaker":"Brandee Gaar","startTime":1986.276,"endTime":1989.586,"body":"learned now that's because"},{"speaker":"Brandee Gaar","startTime":1989.6560000000002,"endTime":1993.7549999999999,"body":"I say to them, here's A, B,"},{"speaker":"Brandee Gaar","startTime":1989.6560000000002,"endTime":1993.7549999999999,"body":"and C. Which would you like?"},{"speaker":"Brandee Gaar","startTime":1993.7549999999999,"endTime":1994.653,"body":"They don't know."},{"speaker":"Brandee Gaar","startTime":1994.653,"endTime":1996.4489999999998,"body":"They don't know what they need."},{"speaker":"Brandee Gaar","startTime":1996.4489999999998,"endTime":1999.046,"body":"Photographers, they have no"},{"speaker":"Brandee Gaar","startTime":1996.4489999999998,"endTime":1999.046,"body":"idea how much time they need."},{"speaker":"Brandee Gaar","startTime":1999.3860000000002,"endTime":2000.256,"body":"You're a photographer, right?"},{"speaker":"Brandee Gaar","startTime":2000.256,"endTime":2001.4060000000002,"body":"They have no idea."},{"speaker":"Brandee Gaar","startTime":2001.8460000000002,"endTime":2003.1560000000002,"body":"And all of a sudden"},{"speaker":"Brandee Gaar","startTime":2001.8460000000002,"endTime":2003.1560000000002,"body":"they're like, I think"},{"speaker":"Brandee Gaar","startTime":2003.1560000000002,"endTime":2004.106,"body":"I'll take six hours."},{"speaker":"Brandee Gaar","startTime":2004.316,"endTime":2005.8860000000002,"body":"And you're like, you're not"},{"speaker":"Brandee Gaar","startTime":2004.316,"endTime":2005.8860000000002,"body":"going to get any getting ready."},{"speaker":"Brandee Gaar","startTime":2005.8860000000002,"endTime":2006.9660000000001,"body":"You're not going to get the end."},{"speaker":"Brandee Gaar","startTime":2006.9759999999999,"endTime":2008.086,"body":"You're at three"},{"speaker":"Brandee Gaar","startTime":2006.9759999999999,"endTime":2008.086,"body":"different locations."},{"speaker":"Brandee Gaar","startTime":2008.1560000000002,"endTime":2009.046,"body":"It's not going to work."},{"speaker":"Brandee Gaar","startTime":2009.296,"endTime":2011.1160000000002,"body":"So why are we"},{"speaker":"Brandee Gaar","startTime":2009.296,"endTime":2011.1160000000002,"body":"offering it to them?"},{"speaker":"Brandee Gaar","startTime":2011.4060000000002,"endTime":2014.026,"body":"Why are Right?"},{"speaker":"Brandee Gaar","startTime":2014.3059999999998,"endTime":2017.396,"body":"Your job is to tell them,"},{"speaker":"Brandee Gaar","startTime":2014.3059999999998,"endTime":2017.396,"body":"based on everything they've"},{"speaker":"Brandee Gaar","startTime":2017.396,"endTime":2022.4460000000001,"body":"told you, what they need"},{"speaker":"Brandee Gaar","startTime":2017.396,"endTime":2022.4460000000001,"body":"and how you provide it."},{"speaker":"Brandee Gaar","startTime":2023.236,"endTime":2024.896,"body":"You don't even talk about"},{"speaker":"Brandee Gaar","startTime":2023.236,"endTime":2024.896,"body":"your other packages."},{"speaker":"Brandee Gaar","startTime":2025.126,"endTime":2026.816,"body":"That's what's really"},{"speaker":"Brandee Gaar","startTime":2025.126,"endTime":2026.816,"body":"fun about sales."},{"speaker":"Brandee Gaar","startTime":2027.2459999999999,"endTime":2029.8259999999998,"body":"So when you go into the pitch,"},{"speaker":"Brandee Gaar","startTime":2027.2459999999999,"endTime":2029.8259999999998,"body":"you're only going to sell"},{"speaker":"Brandee Gaar","startTime":2029.8259999999998,"endTime":2030.9759999999999,"body":"to their pain points, right?"},{"speaker":"Brandee Gaar","startTime":2031.356,"endTime":2034.566,"body":"So you start talking the way I"},{"speaker":"Brandee Gaar","startTime":2031.356,"endTime":2034.566,"body":"turn it because I've been asking"},{"speaker":"Brandee Gaar","startTime":2034.566,"endTime":2036.0159999999998,"body":"questions the whole time, right?"},{"speaker":"Brandee Gaar","startTime":2036.3059999999998,"endTime":2038.7160000000001,"body":"So now I've got to start"},{"speaker":"Brandee Gaar","startTime":2036.3059999999998,"endTime":2038.7160000000001,"body":"selling and I'm like,"},{"speaker":"Brandee Gaar","startTime":2038.7160000000001,"endTime":2039.836,"body":"okay, how do I turn this?"},{"speaker":"Brandee Gaar","startTime":2039.8860000000002,"endTime":2040.166,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":2040.876,"endTime":2043.9959999999999,"body":"The way that I want to"},{"speaker":"Brandee Gaar","startTime":2040.876,"endTime":2043.9959999999999,"body":"ask that is I say, do"},{"speaker":"Brandee Gaar","startTime":2043.9959999999999,"endTime":2046.626,"body":"you have any questions"},{"speaker":"Brandee Gaar","startTime":2043.9959999999999,"endTime":2046.626,"body":"for me about what we do?"},{"speaker":"Brandee Gaar","startTime":2049.0359999999996,"endTime":2051.6659999999997,"body":"That's a really important"},{"speaker":"Brandee Gaar","startTime":2049.0359999999996,"endTime":2051.6659999999997,"body":"question because"},{"speaker":"Brandee Gaar","startTime":2051.6659999999997,"endTime":2052.546,"body":"here's the thing."},{"speaker":"Brandee Gaar","startTime":2053.446,"endTime":2055.4759999999997,"body":"They've probably already"},{"speaker":"Brandee Gaar","startTime":2053.446,"endTime":2055.4759999999997,"body":"reviewed all your stuff."},{"speaker":"Brandee Gaar","startTime":2055.796,"endTime":2058.1659999999997,"body":"They've probably already came in"},{"speaker":"Brandee Gaar","startTime":2055.796,"endTime":2058.1659999999997,"body":"knowing what they want to buy."},{"speaker":"Brandee Gaar","startTime":2058.446,"endTime":2059.736,"body":"You may need to change that."},{"speaker":"Brandee Gaar","startTime":2060.3909999999996,"endTime":2064.5009999999997,"body":"But I asked them, what questions"},{"speaker":"Brandee Gaar","startTime":2060.3909999999996,"endTime":2064.5009999999997,"body":"do you have about what we do?"},{"speaker":"Brandee Gaar","startTime":2065.011,"endTime":2068.151,"body":"Because I want them, I'm only"},{"speaker":"Brandee Gaar","startTime":2065.011,"endTime":2068.151,"body":"going to answer their questions."},{"speaker":"Brandee Gaar","startTime":2068.796,"endTime":2071.846,"body":"My contract covers everything"},{"speaker":"Brandee Gaar","startTime":2068.796,"endTime":2071.846,"body":"that's actually included, but"},{"speaker":"Brandee Gaar","startTime":2071.846,"endTime":2072.756,"body":"I don't need to tell them."},{"speaker":"Brandee Gaar","startTime":2073.0159999999996,"endTime":2074.366,"body":"We line up your bridal party."},{"speaker":"Brandee Gaar","startTime":2074.8559999999998,"endTime":2075.906,"body":"We fluff your dress."},{"speaker":"Brandee Gaar","startTime":2077.276,"endTime":2078.7459999999996,"body":"We make sure all your"},{"speaker":"Brandee Gaar","startTime":2077.276,"endTime":2078.7459999999996,"body":"vendors are there."},{"speaker":"Brandee Gaar","startTime":2078.776,"endTime":2079.4359999999997,"body":"No kidding."},{"speaker":"Brandee Gaar","startTime":2079.6659999999997,"endTime":2081.386,"body":"That's literally my job, right?"},{"speaker":"Brandee Gaar","startTime":2081.636,"endTime":2083.2459999999996,"body":"What is different"},{"speaker":"Brandee Gaar","startTime":2081.636,"endTime":2083.2459999999996,"body":"about what I do?"},{"speaker":"Brandee Gaar","startTime":2083.4159999999997,"endTime":2085.866,"body":"What's different about"},{"speaker":"Brandee Gaar","startTime":2083.4159999999997,"endTime":2085.866,"body":"me from my competition?"},{"speaker":"Brandee Gaar","startTime":2085.866,"endTime":2086.716,"body":"I have to know that."},{"speaker":"Brandee Gaar","startTime":2087.026,"endTime":2089.006,"body":"I have to know that because when"},{"speaker":"Brandee Gaar","startTime":2087.026,"endTime":2089.006,"body":"they start asking questions,"},{"speaker":"Brandee Gaar","startTime":2089.0159999999996,"endTime":2092.636,"body":"I'm Sell against my competition,"},{"speaker":"Brandee Gaar","startTime":2089.0159999999996,"endTime":2092.636,"body":"too, without saying, well, Susie"},{"speaker":"Brandee Gaar","startTime":2092.636,"endTime":2094.0559999999996,"body":"Jane events down the street."},{"speaker":"Brandee Gaar","startTime":2094.066,"endTime":2094.926,"body":"She doesn't do that."},{"speaker":"Brandee Gaar","startTime":2094.966,"endTime":2095.836,"body":"No, I'm not going to say that."},{"speaker":"Brandee Gaar","startTime":2096.0159999999996,"endTime":2096.926,"body":"I can promise you this."},{"speaker":"Brandee Gaar","startTime":2096.946,"endTime":2098.6259999999997,"body":"If I know they're meeting"},{"speaker":"Brandee Gaar","startTime":2096.946,"endTime":2098.6259999999997,"body":"with Susie Jane events, or"},{"speaker":"Brandee Gaar","startTime":2098.6259999999997,"endTime":2100.886,"body":"that's my biggest competitor,"},{"speaker":"Brandee Gaar","startTime":2098.6259999999997,"endTime":2100.886,"body":"I'm going to make sure that"},{"speaker":"Brandee Gaar","startTime":2100.886,"endTime":2103.426,"body":"I'm selling to something"},{"speaker":"Brandee Gaar","startTime":2100.886,"endTime":2103.426,"body":"Susie Jane events doesn't do."},{"speaker":"Brandee Gaar","startTime":2104.5559999999996,"endTime":2105.1459999999997,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":2106.3759999999997,"endTime":2107.486,"body":"I, that's how this is."},{"speaker":"Brandee Gaar","startTime":2107.5159999999996,"endTime":2109.8259999999996,"body":"We know, we know our"},{"speaker":"Brandee Gaar","startTime":2107.5159999999996,"endTime":2109.8259999999996,"body":"competition, right?"},{"speaker":"Brandee Gaar","startTime":2109.866,"endTime":2111.221,"body":"We don't throw names."},{"speaker":"Brandee Gaar","startTime":2111.4509999999996,"endTime":2113.4809999999998,"body":"But we certainly are going to"},{"speaker":"Brandee Gaar","startTime":2111.4509999999996,"endTime":2113.4809999999998,"body":"make sure why we're different."},{"speaker":"Brandee Gaar","startTime":2113.8109999999997,"endTime":2117.091,"body":"One of the things that comes up"},{"speaker":"Brandee Gaar","startTime":2113.8109999999997,"endTime":2117.091,"body":"for me is I have a team, right?"},{"speaker":"Brandee Gaar","startTime":2117.1009999999997,"endTime":2119.341,"body":"So I know we were talking about"},{"speaker":"Brandee Gaar","startTime":2117.1009999999997,"endTime":2119.341,"body":"it earlier, like you have a"},{"speaker":"Brandee Gaar","startTime":2119.341,"endTime":2121.461,"body":"team, they want you, right?"},{"speaker":"Brandee Gaar","startTime":2121.4809999999998,"endTime":2125.091,"body":"So I have to sell to my team"},{"speaker":"Brandee Gaar","startTime":2121.4809999999998,"endTime":2125.091,"body":"and I have to make sure that"},{"speaker":"Brandee Gaar","startTime":2125.091,"endTime":2127.6009999999997,"body":"if Susie chain events down"},{"speaker":"Brandee Gaar","startTime":2125.091,"endTime":2127.6009999999997,"body":"the street doesn't have a"},{"speaker":"Brandee Gaar","startTime":2127.6009999999997,"endTime":2129.631,"body":"team, how's she going to sell?"},{"speaker":"Brandee Gaar","startTime":2130.5409999999997,"endTime":2133.171,"body":"Anybody know what kind"},{"speaker":"Brandee Gaar","startTime":2130.5409999999997,"endTime":2133.171,"body":"of a thing she's going"},{"speaker":"Brandee Gaar","startTime":2133.171,"endTime":2134.341,"body":"to say during her pitch?"},{"speaker":"Brandee Gaar","startTime":2137.3059999999996,"endTime":2138.546,"body":"You're always going to get me."},{"speaker":"Brandee Gaar","startTime":2139.636,"endTime":2141.1259999999997,"body":"I'm the only one who shows up."},{"speaker":"Brandee Gaar","startTime":2141.6659999999997,"endTime":2143.096,"body":"I'm the only one"},{"speaker":"Brandee Gaar","startTime":2141.6659999999997,"endTime":2143.096,"body":"who does events."},{"speaker":"Brandee Gaar","startTime":2143.426,"endTime":2145.156,"body":"That's hard when you have"},{"speaker":"Brandee Gaar","startTime":2143.426,"endTime":2145.156,"body":"a team and you're like,"},{"speaker":"Brandee Gaar","startTime":2145.176,"endTime":2146.5359999999996,"body":"it definitely won't be me."},{"speaker":"Brandee Gaar","startTime":2147.676,"endTime":2148.586,"body":"It won't be me."},{"speaker":"Brandee Gaar","startTime":2148.776,"endTime":2152.066,"body":"It will be one of my planners,"},{"speaker":"Brandee Gaar","startTime":2148.776,"endTime":2152.066,"body":"but I know they're meeting"},{"speaker":"Brandee Gaar","startTime":2152.066,"endTime":2154.716,"body":"with Susie during events and,"},{"speaker":"Brandee Gaar","startTime":2152.066,"endTime":2154.716,"body":"or I at least know she's one"},{"speaker":"Brandee Gaar","startTime":2154.716,"endTime":2155.8259999999996,"body":"of my biggest competitors."},{"speaker":"Brandee Gaar","startTime":2156.156,"endTime":2157.986,"body":"So when I go to pitch,"},{"speaker":"Brandee Gaar","startTime":2156.156,"endTime":2157.986,"body":"I'm going to say something"},{"speaker":"Brandee Gaar","startTime":2157.986,"endTime":2160.986,"body":"like, you know, one of the"},{"speaker":"Brandee Gaar","startTime":2157.986,"endTime":2160.986,"body":"things that makes my company"},{"speaker":"Brandee Gaar","startTime":2160.986,"endTime":2162.0559999999996,"body":"unique is we have a team."},{"speaker":"Brandee Gaar","startTime":2162.336,"endTime":2164.6859999999997,"body":"And some people think that"},{"speaker":"Brandee Gaar","startTime":2162.336,"endTime":2164.6859999999997,"body":"that's kind of like, oh my gosh,"},{"speaker":"Brandee Gaar","startTime":2164.6859999999997,"endTime":2165.8059999999996,"body":"but I won't know my planner."},{"speaker":"Brandee Gaar","startTime":2166.086,"endTime":2167.506,"body":"You will know your"},{"speaker":"Brandee Gaar","startTime":2166.086,"endTime":2167.506,"body":"planner, trust me."},{"speaker":"Brandee Gaar","startTime":2167.8959999999997,"endTime":2170.1059999999998,"body":"But one of the things that's"},{"speaker":"Brandee Gaar","startTime":2167.8959999999997,"endTime":2170.1059999999998,"body":"really important about that"},{"speaker":"Brandee Gaar","startTime":2170.1159999999995,"endTime":2172.236,"body":"is that if any one of our"},{"speaker":"Brandee Gaar","startTime":2170.1159999999995,"endTime":2172.236,"body":"planners were to get sick and"},{"speaker":"Brandee Gaar","startTime":2172.236,"endTime":2175.2259999999997,"body":"it has happened in our company,"},{"speaker":"Brandee Gaar","startTime":2172.236,"endTime":2175.2259999999997,"body":"we have a backup right away."},{"speaker":"Brandee Gaar","startTime":2175.6559999999995,"endTime":2177.716,"body":"We don't have to outsource"},{"speaker":"Brandee Gaar","startTime":2175.6559999999995,"endTime":2177.716,"body":"from another company."},{"speaker":"Brandee Gaar","startTime":2177.8959999999997,"endTime":2181.466,"body":"In fact, other solopreneurs"},{"speaker":"Brandee Gaar","startTime":2177.8959999999997,"endTime":2181.466,"body":"have, have outsourced from my"},{"speaker":"Brandee Gaar","startTime":2181.5559999999996,"endTime":2183.1359999999995,"body":"company because they got sick."},{"speaker":"Brandee Gaar","startTime":2183.4559999999997,"endTime":2185.816,"body":"So we, that's not something"},{"speaker":"Brandee Gaar","startTime":2183.4559999999997,"endTime":2185.816,"body":"we have to worry about here."},{"speaker":"Brandee Gaar","startTime":2186.0359999999996,"endTime":2187.9959999999996,"body":"We also have a team"},{"speaker":"Brandee Gaar","startTime":2186.0359999999996,"endTime":2187.9959999999996,"body":"think environment."},{"speaker":"Brandee Gaar","startTime":2188.2459999999996,"endTime":2190.316,"body":"So if you have this, some"},{"speaker":"Brandee Gaar","startTime":2188.2459999999996,"endTime":2190.316,"body":"crazy design you find on"},{"speaker":"Brandee Gaar","startTime":2190.316,"endTime":2192.8859999999995,"body":"Pinterest, all of us are going"},{"speaker":"Brandee Gaar","startTime":2190.316,"endTime":2192.8859999999995,"body":"to put our heads together"},{"speaker":"Brandee Gaar","startTime":2192.8859999999995,"endTime":2193.836,"body":"to figure out how to do it."},{"speaker":"Brandee Gaar","startTime":2194.336,"endTime":2195.9259999999995,"body":"That's really unique"},{"speaker":"Brandee Gaar","startTime":2194.336,"endTime":2195.9259999999995,"body":"to my company."},{"speaker":"Brandee Gaar","startTime":2196.2059999999997,"endTime":2199.9459999999995,"body":"And so I'm selling it before"},{"speaker":"Brandee Gaar","startTime":2196.2059999999997,"endTime":2199.9459999999995,"body":"it's ever a problem, right?"},{"speaker":"Brandee Gaar","startTime":2199.986,"endTime":2202.4959999999996,"body":"I want them to think, well,"},{"speaker":"Brandee Gaar","startTime":2199.986,"endTime":2202.4959999999996,"body":"that Susie Jane girl, we have a"},{"speaker":"Brandee Gaar","startTime":2202.6459999999997,"endTime":2205.216,"body":"consultation with her tomorrow,"},{"speaker":"Brandee Gaar","startTime":2202.6459999999997,"endTime":2205.216,"body":"but she always talks about how"},{"speaker":"Brandee Gaar","startTime":2205.216,"endTime":2206.5359999999996,"body":"she only is the only person."},{"speaker":"Brandee Gaar","startTime":2206.5359999999996,"endTime":2207.7459999999996,"body":"Like what's her backup plan?"},{"speaker":"Brandee Gaar","startTime":2208.256,"endTime":2211.006,"body":"Plant the seed before it"},{"speaker":"Brandee Gaar","startTime":2208.256,"endTime":2211.006,"body":"can become a problem, right?"},{"speaker":"Brandee Gaar","startTime":2211.2859999999996,"endTime":2212.0959999999995,"body":"Sell against it."},{"speaker":"Brandee Gaar","startTime":2212.4259999999995,"endTime":2213.9759999999997,"body":"I also want to sell"},{"speaker":"Brandee Gaar","startTime":2212.4259999999995,"endTime":2213.9759999999997,"body":"to their pain points."},{"speaker":"Brandee Gaar","startTime":2213.9959999999996,"endTime":2216.8659999999995,"body":"So they told me that"},{"speaker":"Brandee Gaar","startTime":2213.9959999999996,"endTime":2216.8659999999995,"body":"they love their venue."},{"speaker":"Brandee Gaar","startTime":2217.2909999999997,"endTime":2218.921,"body":"But they're super"},{"speaker":"Brandee Gaar","startTime":2217.2909999999997,"endTime":2218.921,"body":"concerned about lighting."},{"speaker":"Brandee Gaar","startTime":2219.211,"endTime":2220.4709999999995,"body":"They want a 6 p. m. wedding."},{"speaker":"Brandee Gaar","startTime":2220.4809999999998,"endTime":2221.611,"body":"They're getting"},{"speaker":"Brandee Gaar","startTime":2220.4809999999998,"endTime":2221.611,"body":"married in December."},{"speaker":"Brandee Gaar","startTime":2221.611,"endTime":2222.6809999999996,"body":"Not going to happen, right?"},{"speaker":"Brandee Gaar","startTime":2222.691,"endTime":2223.361,"body":"It's outside."},{"speaker":"Brandee Gaar","startTime":2223.5609999999997,"endTime":2225.841,"body":"So we want to talk to"},{"speaker":"Brandee Gaar","startTime":2223.5609999999997,"endTime":2225.841,"body":"those pain points that"},{"speaker":"Brandee Gaar","startTime":2225.841,"endTime":2226.6609999999996,"body":"they've shared with us."},{"speaker":"Brandee Gaar","startTime":2227.0609999999997,"endTime":2228.6609999999996,"body":"Best man was in the bathroom."},{"speaker":"Brandee Gaar","startTime":2228.9109999999996,"endTime":2230.441,"body":"My mom is a total train wreck."},{"speaker":"Brandee Gaar","startTime":2230.441,"endTime":2231.5809999999997,"body":"She makes me crazy."},{"speaker":"Brandee Gaar","startTime":2231.6009999999997,"endTime":2232.3909999999996,"body":"No problem."},{"speaker":"Brandee Gaar","startTime":2232.591,"endTime":2233.901,"body":"I'm going to make sure she"},{"speaker":"Brandee Gaar","startTime":2232.591,"endTime":2233.901,"body":"stays out of the hair and"},{"speaker":"Brandee Gaar","startTime":2233.9109999999996,"endTime":2235.091,"body":"makeup room as much as possible."},{"speaker":"Brandee Gaar","startTime":2235.091,"endTime":2236.461,"body":"I'll give her jobs"},{"speaker":"Brandee Gaar","startTime":2235.091,"endTime":2236.461,"body":"during the day."},{"speaker":"Brandee Gaar","startTime":2236.7509999999997,"endTime":2237.9709999999995,"body":"That's what I'm"},{"speaker":"Brandee Gaar","startTime":2236.7509999999997,"endTime":2237.9709999999995,"body":"going to sell to."},{"speaker":"Brandee Gaar","startTime":2238.2409999999995,"endTime":2241.881,"body":"So when I say something like,"},{"speaker":"Brandee Gaar","startTime":2238.2409999999995,"endTime":2241.881,"body":"Do you have any questions"},{"speaker":"Brandee Gaar","startTime":2241.881,"endTime":2242.941,"body":"for me about what we do?"},{"speaker":"Brandee Gaar","startTime":2243.3209999999995,"endTime":2244.591,"body":"They're going to"},{"speaker":"Brandee Gaar","startTime":2243.3209999999995,"endTime":2244.591,"body":"ask a few questions."},{"speaker":"Brandee Gaar","startTime":2244.591,"endTime":2247.4909999999995,"body":"They're going to say, you"},{"speaker":"Brandee Gaar","startTime":2244.591,"endTime":2247.4909999999995,"body":"know, do you have a team?"},{"speaker":"Brandee Gaar","startTime":2247.5009999999997,"endTime":2248.4509999999996,"body":"Of course, they"},{"speaker":"Brandee Gaar","startTime":2247.5009999999997,"endTime":2248.4509999999996,"body":"already know that."},{"speaker":"Brandee Gaar","startTime":2248.6209999999996,"endTime":2251.6209999999996,"body":"They might ask you, um,"},{"speaker":"Brandee Gaar","startTime":2248.6209999999996,"endTime":2251.6209999999996,"body":"you know, um, do you always"},{"speaker":"Brandee Gaar","startTime":2251.6209999999996,"endTime":2252.3709999999996,"body":"have backup equipment?"},{"speaker":"Brandee Gaar","startTime":2252.401,"endTime":2253.091,"body":"Because guess what?"},{"speaker":"Brandee Gaar","startTime":2253.1209999999996,"endTime":2256.7009999999996,"body":"The Knot gave them a list"},{"speaker":"Brandee Gaar","startTime":2253.1209999999996,"endTime":2256.7009999999996,"body":"of questions that they"},{"speaker":"Brandee Gaar","startTime":2256.711,"endTime":2257.8109999999997,"body":"should ask their vendors."},{"speaker":"Brandee Gaar","startTime":2258.151,"endTime":2259.591,"body":"So they start, they"},{"speaker":"Brandee Gaar","startTime":2258.151,"endTime":2259.591,"body":"pull out this list."},{"speaker":"Brandee Gaar","startTime":2259.591,"endTime":2260.901,"body":"Has anybody pulled out the Knot?"},{"speaker":"Brandee Gaar","startTime":2261.191,"endTime":2262.7909999999997,"body":"Questions list and you're"},{"speaker":"Brandee Gaar","startTime":2261.191,"endTime":2262.7909999999997,"body":"sitting there and you're"},{"speaker":"Brandee Gaar","startTime":2262.7909999999997,"endTime":2264.3909999999996,"body":"like, okay, let's go."},{"speaker":"Brandee Gaar","startTime":2264.6409999999996,"endTime":2267.8709999999996,"body":"Um, but I always say to them,"},{"speaker":"Brandee Gaar","startTime":2264.6409999999996,"endTime":2267.8709999999996,"body":"they're like, Oh, I'm sorry."},{"speaker":"Brandee Gaar","startTime":2267.881,"endTime":2268.5709999999995,"body":"I printed this out."},{"speaker":"Brandee Gaar","startTime":2268.611,"endTime":2269.6609999999996,"body":"I'm like, girl, go ahead."},{"speaker":"Brandee Gaar","startTime":2269.6609999999996,"endTime":2270.7009999999996,"body":"I got those memorized."},{"speaker":"Brandee Gaar","startTime":2270.7009999999996,"endTime":2271.111,"body":"Let's go."},{"speaker":"Brandee Gaar","startTime":2271.191,"endTime":2271.7709999999997,"body":"Let's talk about it."},{"speaker":"Brandee Gaar","startTime":2272.091,"endTime":2272.4309999999996,"body":"Right."},{"speaker":"Brandee Gaar","startTime":2272.5009999999997,"endTime":2274.611,"body":"So, but I want to let"},{"speaker":"Brandee Gaar","startTime":2272.5009999999997,"endTime":2274.611,"body":"them get out all the"},{"speaker":"Brandee Gaar","startTime":2274.611,"endTime":2275.631,"body":"questions that they have."},{"speaker":"Brandee Gaar","startTime":2275.8709999999996,"endTime":2278.7209999999995,"body":"It's so important because"},{"speaker":"Brandee Gaar","startTime":2275.8709999999996,"endTime":2278.7209999999995,"body":"we want to make sure that"},{"speaker":"Brandee Gaar","startTime":2278.7209999999995,"endTime":2282.631,"body":"whatever questions they have,"},{"speaker":"Brandee Gaar","startTime":2278.7209999999995,"endTime":2282.631,"body":"we talk about right there."},{"speaker":"Brandee Gaar","startTime":2283.236,"endTime":2285.336,"body":"Because they're going to"},{"speaker":"Brandee Gaar","startTime":2283.236,"endTime":2285.336,"body":"share all their objections"},{"speaker":"Brandee Gaar","startTime":2285.336,"endTime":2286.8859999999995,"body":"with you right there."},{"speaker":"Brandee Gaar","startTime":2286.9059999999995,"endTime":2288.6759999999995,"body":"One of the objections"},{"speaker":"Brandee Gaar","startTime":2286.9059999999995,"endTime":2288.6759999999995,"body":"might be price."},{"speaker":"Brandee Gaar","startTime":2289.1259999999997,"endTime":2291.6959999999995,"body":"They might say, you"},{"speaker":"Brandee Gaar","startTime":2289.1259999999997,"endTime":2291.6959999999995,"body":"know, I'm going to use"},{"speaker":"Brandee Gaar","startTime":2291.6959999999995,"endTime":2293.4059999999995,"body":"a planner as an example"},{"speaker":"Brandee Gaar","startTime":2291.6959999999995,"endTime":2293.4059999999995,"body":"because that's what I am."},{"speaker":"Brandee Gaar","startTime":2293.586,"endTime":2297.1559999999995,"body":"But they might say, well, we"},{"speaker":"Brandee Gaar","startTime":2293.586,"endTime":2297.1559999999995,"body":"really need partial planning."},{"speaker":"Brandee Gaar","startTime":2297.1859999999997,"endTime":2298.316,"body":"I know we need partial planning."},{"speaker":"Brandee Gaar","startTime":2298.3559999999998,"endTime":2300.1759999999995,"body":"I feel so overwhelmed"},{"speaker":"Brandee Gaar","startTime":2298.3559999999998,"endTime":2300.1759999999995,"body":"by the design."},{"speaker":"Brandee Gaar","startTime":2300.6359999999995,"endTime":2303.6459999999997,"body":"Um, but we really didn't"},{"speaker":"Brandee Gaar","startTime":2300.6359999999995,"endTime":2303.6459999999997,"body":"have that in our budget."},{"speaker":"Brandee Gaar","startTime":2304.0509999999995,"endTime":2304.671,"body":"Okay, great."},{"speaker":"Brandee Gaar","startTime":2304.7309999999998,"endTime":2305.6009999999997,"body":"Let's talk about that."},{"speaker":"Brandee Gaar","startTime":2305.7209999999995,"endTime":2306.0109999999995,"body":"Right."},{"speaker":"Brandee Gaar","startTime":2306.2009999999996,"endTime":2310.671,"body":"But now I know I didn't send a"},{"speaker":"Brandee Gaar","startTime":2306.2009999999996,"endTime":2310.671,"body":"proposal and get ghosted because"},{"speaker":"Brandee Gaar","startTime":2310.671,"endTime":2312.6609999999996,"body":"I never found out that they"},{"speaker":"Brandee Gaar","startTime":2310.671,"endTime":2312.6609999999996,"body":"were concerned about not being"},{"speaker":"Brandee Gaar","startTime":2312.6609999999996,"endTime":2314.0009999999997,"body":"able to for partial planning."},{"speaker":"Brandee Gaar","startTime":2314.611,"endTime":2316.861,"body":"We talked about it right"},{"speaker":"Brandee Gaar","startTime":2314.611,"endTime":2316.861,"body":"there in the console, right?"},{"speaker":"Brandee Gaar","startTime":2317.3709999999996,"endTime":2319.631,"body":"If they don't bring up"},{"speaker":"Brandee Gaar","startTime":2317.3709999999996,"endTime":2319.631,"body":"pricing, you bring up"},{"speaker":"Brandee Gaar","startTime":2319.631,"endTime":2322.1809999999996,"body":"pricing, you know, so the"},{"speaker":"Brandee Gaar","startTime":2319.631,"endTime":2322.1809999999996,"body":"package that I think would"},{"speaker":"Brandee Gaar","startTime":2322.1809999999996,"endTime":2324.1409999999996,"body":"be the best for you is XYZ."},{"speaker":"Brandee Gaar","startTime":2324.461,"endTime":2327.4459999999995,"body":"Here's Why I think it's"},{"speaker":"Brandee Gaar","startTime":2324.461,"endTime":2327.4459999999995,"body":"best for you, right?"},{"speaker":"Brandee Gaar","startTime":2327.6759999999995,"endTime":2329.6559999999995,"body":"You talked about that you're"},{"speaker":"Brandee Gaar","startTime":2327.6759999999995,"endTime":2329.6559999999995,"body":"overwhelmed by design."},{"speaker":"Brandee Gaar","startTime":2329.796,"endTime":2331.6259999999997,"body":"You talked about"},{"speaker":"Brandee Gaar","startTime":2329.796,"endTime":2331.6259999999997,"body":"mom being crazy."},{"speaker":"Brandee Gaar","startTime":2331.6259999999997,"endTime":2333.006,"body":"We're going to take on"},{"speaker":"Brandee Gaar","startTime":2331.6259999999997,"endTime":2333.006,"body":"some of that for him."},{"speaker":"Brandee Gaar","startTime":2333.006,"endTime":2334.6759999999995,"body":"We're going to make sure that"},{"speaker":"Brandee Gaar","startTime":2333.006,"endTime":2334.6759999999995,"body":"we work with mom directly."},{"speaker":"Brandee Gaar","startTime":2334.8459999999995,"endTime":2336.3459999999995,"body":"We're only selling"},{"speaker":"Brandee Gaar","startTime":2334.8459999999995,"endTime":2336.3459999999995,"body":"to the pain points."},{"speaker":"Brandee Gaar","startTime":2336.3659999999995,"endTime":2337.736,"body":"We're only selling"},{"speaker":"Brandee Gaar","startTime":2336.3659999999995,"endTime":2337.736,"body":"to the pain points."},{"speaker":"Brandee Gaar","startTime":2338.0759999999996,"endTime":2340.5759999999996,"body":"Then I'm going to say"},{"speaker":"Brandee Gaar","startTime":2338.0759999999996,"endTime":2340.5759999999996,"body":"that service is 5, 600."},{"speaker":"Brandee Gaar","startTime":2340.5759999999996,"endTime":2342.3259999999996,"body":"Did you, how does"},{"speaker":"Brandee Gaar","startTime":2340.5759999999996,"endTime":2342.3259999999996,"body":"that feel for you?"},{"speaker":"Brandee Gaar","startTime":2342.3259999999996,"endTime":2343.3959999999997,"body":"Is that within your budget?"},{"speaker":"Brandee Gaar","startTime":2344.9059999999995,"endTime":2345.816,"body":"Talk about the price."},{"speaker":"Brandee Gaar","startTime":2346.7809999999995,"endTime":2347.6609999999996,"body":"Talk about the price."},{"speaker":"Brandee Gaar","startTime":2347.881,"endTime":2350.3109999999997,"body":"And for every person sitting"},{"speaker":"Brandee Gaar","startTime":2347.881,"endTime":2350.3109999999997,"body":"in the room that's telling"},{"speaker":"Brandee Gaar","startTime":2350.3109999999997,"endTime":2352.8009999999995,"body":"me, well, I do all custom"},{"speaker":"Brandee Gaar","startTime":2350.3109999999997,"endTime":2352.8009999999995,"body":"pricing, so I can't, I"},{"speaker":"Brandee Gaar","startTime":2352.8009999999995,"endTime":2353.941,"body":"can't talk about the price."},{"speaker":"Brandee Gaar","startTime":2354.4909999999995,"endTime":2356.3709999999996,"body":"Anybody want to throw their"},{"speaker":"Brandee Gaar","startTime":2354.4909999999995,"endTime":2356.3709999999996,"body":"hand up and say, I was just"},{"speaker":"Brandee Gaar","startTime":2356.3909999999996,"endTime":2357.5009999999997,"body":"getting ready to tell you that."},{"speaker":"Brandee Gaar","startTime":2358.5409999999997,"endTime":2358.8209999999995,"body":"No."},{"speaker":"Brandee Gaar","startTime":2358.8509999999997,"endTime":2359.191,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":2359.191,"endTime":2361.1809999999996,"body":"You don't have to throw"},{"speaker":"Brandee Gaar","startTime":2359.191,"endTime":2361.1809999999996,"body":"your hand up, but this"},{"speaker":"Brandee Gaar","startTime":2361.1809999999996,"endTime":2363.2809999999995,"body":"is the pushback I get all"},{"speaker":"Brandee Gaar","startTime":2361.1809999999996,"endTime":2363.2809999999995,"body":"the time from vendors."},{"speaker":"Brandee Gaar","startTime":2363.6409999999996,"endTime":2365.401,"body":"It's like, yeah, but I"},{"speaker":"Brandee Gaar","startTime":2363.6409999999996,"endTime":2365.401,"body":"do fully custom pricing."},{"speaker":"Brandee Gaar","startTime":2365.4309999999996,"endTime":2366.7609999999995,"body":"And I'm like, yeah, but"},{"speaker":"Brandee Gaar","startTime":2365.4309999999996,"endTime":2366.7609999999995,"body":"it's all in your head."},{"speaker":"Brandee Gaar","startTime":2367.3909999999996,"endTime":2369.9909999999995,"body":"Like if you tell me you"},{"speaker":"Brandee Gaar","startTime":2367.3909999999996,"endTime":2369.9909999999995,"body":"can, oh, but they'll say,"},{"speaker":"Brandee Gaar","startTime":2370.171,"endTime":2372.2309999999998,"body":"well, but I can get a"},{"speaker":"Brandee Gaar","startTime":2370.171,"endTime":2372.2309999999998,"body":"proposal out in five minutes."},{"speaker":"Brandee Gaar","startTime":2372.2309999999998,"endTime":2373.441,"body":"I'm like, well, then"},{"speaker":"Brandee Gaar","startTime":2372.2309999999998,"endTime":2373.441,"body":"why couldn't you just."},{"speaker":"Brandee Gaar","startTime":2373.7909999999997,"endTime":2374.9509999999996,"body":"Do it in the console."},{"speaker":"Brandee Gaar","startTime":2375.5309999999995,"endTime":2377.461,"body":"I'm confused, right?"},{"speaker":"Brandee Gaar","startTime":2377.921,"endTime":2379.3209999999995,"body":"You do know your pricing."},{"speaker":"Brandee Gaar","startTime":2379.6209999999996,"endTime":2380.7509999999997,"body":"You do know your pricing."},{"speaker":"Brandee Gaar","startTime":2381.0609999999997,"endTime":2383.4509999999996,"body":"And so you can spit that"},{"speaker":"Brandee Gaar","startTime":2381.0609999999997,"endTime":2383.4509999999996,"body":"pricing out to them."},{"speaker":"Brandee Gaar","startTime":2383.631,"endTime":2385.361,"body":"You can talk about"},{"speaker":"Brandee Gaar","startTime":2383.631,"endTime":2385.361,"body":"everything that they want."},{"speaker":"Brandee Gaar","startTime":2385.5509999999995,"endTime":2388.7809999999995,"body":"If you're a DJ, I want you"},{"speaker":"Brandee Gaar","startTime":2385.5509999999995,"endTime":2388.7809999999995,"body":"to sell every, every single"},{"speaker":"Brandee Gaar","startTime":2388.961,"endTime":2391.6409999999996,"body":"upsell that you have, but I"},{"speaker":"Brandee Gaar","startTime":2388.961,"endTime":2391.6409999999996,"body":"want you to talk about it."},{"speaker":"Brandee Gaar","startTime":2391.8909999999996,"endTime":2393.1409999999996,"body":"We need uplights."},{"speaker":"Brandee Gaar","startTime":2393.191,"endTime":2393.711,"body":"Okay, great."},{"speaker":"Brandee Gaar","startTime":2393.7409999999995,"endTime":2396.7409999999995,"body":"So in your ballroom where you"},{"speaker":"Brandee Gaar","startTime":2393.7409999999995,"endTime":2396.7409999999995,"body":"are, I suggest 20 uplights."},{"speaker":"Brandee Gaar","startTime":2396.7409999999995,"endTime":2397.461,"body":"Here's why."},{"speaker":"Brandee Gaar","startTime":2398.0159999999996,"endTime":2399.9959999999996,"body":"It's going to give you"},{"speaker":"Brandee Gaar","startTime":2398.0159999999996,"endTime":2399.9959999999996,"body":"this type of effect, right?"},{"speaker":"Brandee Gaar","startTime":2400.1259999999997,"endTime":2400.566,"body":"Add it in."},{"speaker":"Brandee Gaar","startTime":2401.026,"endTime":2401.4959999999996,"body":"Okay, great."},{"speaker":"Brandee Gaar","startTime":2401.506,"endTime":2403.1359999999995,"body":"And you want to"},{"speaker":"Brandee Gaar","startTime":2401.506,"endTime":2403.1359999999995,"body":"dancing on a cloud too."},{"speaker":"Brandee Gaar","startTime":2403.1759999999995,"endTime":2404.9459999999995,"body":"I love doing dancing in"},{"speaker":"Brandee Gaar","startTime":2403.1759999999995,"endTime":2404.9459999999995,"body":"the cloud in that ballroom."},{"speaker":"Brandee Gaar","startTime":2404.9459999999995,"endTime":2405.7859999999996,"body":"It's so magical."},{"speaker":"Brandee Gaar","startTime":2406.026,"endTime":2407.2259999999997,"body":"It's going to be great"},{"speaker":"Brandee Gaar","startTime":2406.026,"endTime":2407.2259999999997,"body":"for you and Mike."},{"speaker":"Brandee Gaar","startTime":2407.2259999999997,"endTime":2408.796,"body":"When you're doing your"},{"speaker":"Brandee Gaar","startTime":2407.2259999999997,"endTime":2408.796,"body":"private last dance,"},{"speaker":"Brandee Gaar","startTime":2408.796,"endTime":2409.546,"body":"we'll turn it back on."},{"speaker":"Brandee Gaar","startTime":2409.5559999999996,"endTime":2410.3859999999995,"body":"It's going to be so cool."},{"speaker":"Brandee Gaar","startTime":2410.5559999999996,"endTime":2411.486,"body":"I'll go ahead and add that in."},{"speaker":"Brandee Gaar","startTime":2412.0159999999996,"endTime":2414.546,"body":"You keep going through"},{"speaker":"Brandee Gaar","startTime":2412.0159999999996,"endTime":2414.546,"body":"until you've got to that"},{"speaker":"Brandee Gaar","startTime":2414.546,"endTime":2416.6859999999997,"body":"final price so that you can"},{"speaker":"Brandee Gaar","startTime":2414.546,"endTime":2416.6859999999997,"body":"talk about it right there."},{"speaker":"Brandee Gaar","startTime":2416.9359999999997,"endTime":2418.7459999999996,"body":"Because the number one"},{"speaker":"Brandee Gaar","startTime":2416.9359999999997,"endTime":2418.7459999999996,"body":"reason you get ghosted"},{"speaker":"Brandee Gaar","startTime":2418.756,"endTime":2420.3959999999997,"body":"is because you let them"},{"speaker":"Brandee Gaar","startTime":2418.756,"endTime":2420.3959999999997,"body":"walk away without a price."},{"speaker":"Brandee Gaar","startTime":2421.3459999999995,"endTime":2423.2859999999996,"body":"is the number one reason"},{"speaker":"Brandee Gaar","startTime":2421.3459999999995,"endTime":2423.2859999999996,"body":"you're getting ghosted."},{"speaker":"Brandee Gaar","startTime":2423.776,"endTime":2426.1459999999997,"body":"And I hear, I hear wedding"},{"speaker":"Brandee Gaar","startTime":2423.776,"endTime":2426.1459999999997,"body":"pros talk about all the time."},{"speaker":"Brandee Gaar","startTime":2426.1459999999997,"endTime":2428.0159999999996,"body":"They're like, I did"},{"speaker":"Brandee Gaar","startTime":2426.1459999999997,"endTime":2428.0159999999996,"body":"this great consultation."},{"speaker":"Brandee Gaar","startTime":2428.0159999999996,"endTime":2428.8659999999995,"body":"I totally vibed with them."},{"speaker":"Brandee Gaar","startTime":2428.8659999999995,"endTime":2429.9259999999995,"body":"They said everything was fine."},{"speaker":"Brandee Gaar","startTime":2430.1959999999995,"endTime":2430.9059999999995,"body":"And then they left."},{"speaker":"Brandee Gaar","startTime":2430.9059999999995,"endTime":2433.2259999999997,"body":"I sent their proposal and"},{"speaker":"Brandee Gaar","startTime":2430.9059999999995,"endTime":2433.2259999999997,"body":"they never wrote back."},{"speaker":"Brandee Gaar","startTime":2433.6359999999995,"endTime":2435.1759999999995,"body":"And I'm like, well, you"},{"speaker":"Brandee Gaar","startTime":2433.6359999999995,"endTime":2435.1759999999995,"body":"made them sit through a"},{"speaker":"Brandee Gaar","startTime":2435.1759999999995,"endTime":2436.486,"body":"one hour consultation."},{"speaker":"Brandee Gaar","startTime":2437.1259999999997,"endTime":2439.4059999999995,"body":"Then you made them"},{"speaker":"Brandee Gaar","startTime":2437.1259999999997,"endTime":2439.4059999999995,"body":"wait 24 hours."},{"speaker":"Brandee Gaar","startTime":2439.8259999999996,"endTime":2441.1259999999997,"body":"And then you made them read."},{"speaker":"Brandee Gaar","startTime":2441.566,"endTime":2443.046,"body":"A six page proposal."},{"speaker":"Brandee Gaar","startTime":2443.756,"endTime":2445.9759999999997,"body":"And now they're confused"},{"speaker":"Brandee Gaar","startTime":2443.756,"endTime":2445.9759999999997,"body":"because you gave them options."},{"speaker":"Brandee Gaar","startTime":2445.9759999999997,"endTime":2447.2059999999997,"body":"They don't even know"},{"speaker":"Brandee Gaar","startTime":2445.9759999999997,"endTime":2447.2059999999997,"body":"which one to pick."},{"speaker":"Brandee Gaar","startTime":2447.4159999999997,"endTime":2449.216,"body":"Now they have to get back"},{"speaker":"Brandee Gaar","startTime":2447.4159999999997,"endTime":2449.216,"body":"on the phone with you."},{"speaker":"Brandee Gaar","startTime":2449.8759999999997,"endTime":2451.526,"body":"Like no one has time"},{"speaker":"Brandee Gaar","startTime":2449.8759999999997,"endTime":2451.526,"body":"for that anymore."},{"speaker":"Brandee Gaar","startTime":2451.6959999999995,"endTime":2452.6459999999997,"body":"And this is what"},{"speaker":"Brandee Gaar","startTime":2451.6959999999995,"endTime":2452.6459999999997,"body":"I'm talking about."},{"speaker":"Brandee Gaar","startTime":2452.6459999999997,"endTime":2456.0759999999996,"body":"When I say the market"},{"speaker":"Brandee Gaar","startTime":2452.6459999999997,"endTime":2456.0759999999996,"body":"has shifted, no one wants"},{"speaker":"Brandee Gaar","startTime":2456.0759999999996,"endTime":2457.7059999999997,"body":"to spend that much time."},{"speaker":"Brandee Gaar","startTime":2457.9059999999995,"endTime":2458.4959999999996,"body":"I see."},{"speaker":"Brandee Gaar","startTime":2458.816,"endTime":2463.4459999999995,"body":"Couple after couple after couple"},{"speaker":"Brandee Gaar","startTime":2458.816,"endTime":2463.4459999999995,"body":"on Tik Tok that literally, Oh"},{"speaker":"Brandee Gaar","startTime":2463.4459999999995,"endTime":2464.5559999999996,"body":"my gosh, you guys, it's so bad."},{"speaker":"Brandee Gaar","startTime":2464.5559999999996,"endTime":2466.546,"body":"Like it's all rabble on"},{"speaker":"Brandee Gaar","startTime":2464.5559999999996,"endTime":2466.546,"body":"Tik Tok, but I love it."},{"speaker":"Brandee Gaar","startTime":2466.546,"endTime":2467.9259999999995,"body":"Cause I use it with"},{"speaker":"Brandee Gaar","startTime":2466.546,"endTime":2467.9259999999995,"body":"all my students."},{"speaker":"Brandee Gaar","startTime":2467.9259999999995,"endTime":2468.7459999999996,"body":"I'm like, watch this."},{"speaker":"Brandee Gaar","startTime":2469.1459999999997,"endTime":2472.5159999999996,"body":"These brands do not want"},{"speaker":"Brandee Gaar","startTime":2469.1459999999997,"endTime":2472.5159999999996,"body":"to talk to you 14 times."},{"speaker":"Brandee Gaar","startTime":2472.8259999999996,"endTime":2475.1759999999995,"body":"They don't want to have to get"},{"speaker":"Brandee Gaar","startTime":2472.8259999999996,"endTime":2475.1759999999995,"body":"on a consult call to figure"},{"speaker":"Brandee Gaar","startTime":2475.1759999999995,"endTime":2476.4759999999997,"body":"out what your pricing is."},{"speaker":"Brandee Gaar","startTime":2476.4959999999996,"endTime":2479.6859999999997,"body":"They're over it because here's"},{"speaker":"Brandee Gaar","startTime":2476.4959999999996,"endTime":2479.6859999999997,"body":"the thing from their side,"},{"speaker":"Brandee Gaar","startTime":2480.066,"endTime":2483.2459999999996,"body":"they have had to reach out to"},{"speaker":"Brandee Gaar","startTime":2480.066,"endTime":2483.2459999999996,"body":"three, four, five of you to"},{"speaker":"Brandee Gaar","startTime":2483.2459999999996,"endTime":2484.796,"body":"even get a response from two."},{"speaker":"Brandee Gaar","startTime":2485.2909999999997,"endTime":2485.7209999999995,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":2485.9909999999995,"endTime":2488.7809999999995,"body":"We know planners know"},{"speaker":"Brandee Gaar","startTime":2485.9909999999995,"endTime":2488.7809999999995,"body":"for sure that we are"},{"speaker":"Brandee Gaar","startTime":2488.7809999999995,"endTime":2490.461,"body":"not getting responses as"},{"speaker":"Brandee Gaar","startTime":2488.7809999999995,"endTime":2490.461,"body":"quickly as we should be."},{"speaker":"Brandee Gaar","startTime":2490.461,"endTime":2490.9109999999996,"body":"And I get it."},{"speaker":"Brandee Gaar","startTime":2490.9109999999996,"endTime":2494.0809999999997,"body":"We're all busy, but they're"},{"speaker":"Brandee Gaar","startTime":2490.9109999999996,"endTime":2494.0809999999997,"body":"reaching out to that many"},{"speaker":"Brandee Gaar","startTime":2494.0809999999997,"endTime":2496.1009999999997,"body":"vendors in every category."},{"speaker":"Brandee Gaar","startTime":2496.4909999999995,"endTime":2499.191,"body":"And we want them to spend"},{"speaker":"Brandee Gaar","startTime":2496.4909999999995,"endTime":2499.191,"body":"an hour with us and tell"},{"speaker":"Brandee Gaar","startTime":2499.191,"endTime":2500.0809999999997,"body":"us their love story."},{"speaker":"Brandee Gaar","startTime":2500.3009999999995,"endTime":2501.9809999999998,"body":"And we want to send them"},{"speaker":"Brandee Gaar","startTime":2500.3009999999995,"endTime":2501.9809999999998,"body":"a six page proposal."},{"speaker":"Brandee Gaar","startTime":2502.3709999999996,"endTime":2503.961,"body":"And get back on the phone with"},{"speaker":"Brandee Gaar","startTime":2502.3709999999996,"endTime":2503.961,"body":"them, they're not doing it."},{"speaker":"Brandee Gaar","startTime":2504.6609999999996,"endTime":2506.4909999999995,"body":"They're not sell during"},{"speaker":"Brandee Gaar","startTime":2504.6609999999996,"endTime":2506.4909999999995,"body":"your consultation."},{"speaker":"Brandee Gaar","startTime":2506.7809999999995,"endTime":2509.591,"body":"You can handle all the"},{"speaker":"Brandee Gaar","startTime":2506.7809999999995,"endTime":2509.591,"body":"objections right there"},{"speaker":"Brandee Gaar","startTime":2509.691,"endTime":2510.7709999999997,"body":"during the consultation."},{"speaker":"Brandee Gaar","startTime":2510.7709999999997,"endTime":2511.8509999999997,"body":"I promise you."},{"speaker":"Brandee Gaar","startTime":2511.9509999999996,"endTime":2512.3009999999995,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":2512.3909999999996,"endTime":2513.2609999999995,"body":"I'm going to take questions."},{"speaker":"Brandee Gaar","startTime":2513.2609999999995,"endTime":2513.671,"body":"I promise."},{"speaker":"Brandee Gaar","startTime":2513.671,"endTime":2515.1009999999997,"body":"So we can talk about this."},{"speaker":"Brandee Gaar","startTime":2515.131,"endTime":2515.441,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":2515.6209999999996,"endTime":2518.341,"body":"Last piece of this method"},{"speaker":"Brandee Gaar","startTime":2515.6209999999996,"endTime":2518.341,"body":"is to assume the sale."},{"speaker":"Brandee Gaar","startTime":2518.3509999999997,"endTime":2520.2609999999995,"body":"So this is why I call"},{"speaker":"Brandee Gaar","startTime":2518.3509999999997,"endTime":2520.2609999999995,"body":"it the assume method."},{"speaker":"Brandee Gaar","startTime":2521.0409999999997,"endTime":2522.4909999999995,"body":"So we want to assume the sale."},{"speaker":"Brandee Gaar","startTime":2522.5009999999997,"endTime":2523.361,"body":"What does that look like?"},{"speaker":"Brandee Gaar","startTime":2523.4109999999996,"endTime":2526.6609999999996,"body":"If you've done all of the"},{"speaker":"Brandee Gaar","startTime":2523.4109999999996,"endTime":2526.6609999999996,"body":"pieces so far, you should"},{"speaker":"Brandee Gaar","startTime":2526.6609999999996,"endTime":2529.2409999999995,"body":"be about 45 minutes into"},{"speaker":"Brandee Gaar","startTime":2526.6609999999996,"endTime":2529.2409999999995,"body":"your consultation, right?"},{"speaker":"Brandee Gaar","startTime":2529.5609999999997,"endTime":2530.691,"body":"I'm doing okay on time, right?"},{"speaker":"Brandee Gaar","startTime":2531.2909999999997,"endTime":2531.5009999999997,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":2531.5509999999995,"endTime":2531.8309999999997,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":2531.9309999999996,"endTime":2534.1009999999997,"body":"You should be about 45 minutes"},{"speaker":"Brandee Gaar","startTime":2531.9309999999996,"endTime":2534.1009999999997,"body":"into your consultation,"},{"speaker":"Brandee Gaar","startTime":2534.1209999999996,"endTime":2535.1209999999996,"body":"50 minutes, right?"},{"speaker":"Brandee Gaar","startTime":2535.2709999999997,"endTime":2537.4909999999995,"body":"You talked about them for"},{"speaker":"Brandee Gaar","startTime":2535.2709999999997,"endTime":2537.4909999999995,"body":"30, you talked about yourself"},{"speaker":"Brandee Gaar","startTime":2537.4909999999995,"endTime":2539.8309999999997,"body":"or your, what you're going"},{"speaker":"Brandee Gaar","startTime":2537.4909999999995,"endTime":2539.8309999999997,"body":"to do for them, all that"},{"speaker":"Brandee Gaar","startTime":2539.8309999999997,"endTime":2541.3209999999995,"body":"kind of stuff for 10 to 15."},{"speaker":"Brandee Gaar","startTime":2541.7509999999997,"endTime":2543.841,"body":"So now it's time to"},{"speaker":"Brandee Gaar","startTime":2541.7509999999997,"endTime":2543.841,"body":"assume the sale, right?"},{"speaker":"Brandee Gaar","startTime":2544.1009999999997,"endTime":2546.7009999999996,"body":"All of us are like,"},{"speaker":"Brandee Gaar","startTime":2544.1009999999997,"endTime":2546.7009999999996,"body":"but, but how do I close?"},{"speaker":"Brandee Gaar","startTime":2546.711,"endTime":2549.0509999999995,"body":"How do I just say, okay,"},{"speaker":"Brandee Gaar","startTime":2546.711,"endTime":2549.0509999999995,"body":"well, here's the contract."},{"speaker":"Brandee Gaar","startTime":2549.3909999999996,"endTime":2551.091,"body":"You don't have to say"},{"speaker":"Brandee Gaar","startTime":2549.3909999999996,"endTime":2551.091,"body":"that because now you're"},{"speaker":"Brandee Gaar","startTime":2551.091,"endTime":2551.7209999999995,"body":"like their best friend."},{"speaker":"Brandee Gaar","startTime":2552.941,"endTime":2553.7509999999997,"body":"It's super exciting."},{"speaker":"Brandee Gaar","startTime":2553.901,"endTime":2556.3909999999996,"body":"At this point, you guys,"},{"speaker":"Brandee Gaar","startTime":2553.901,"endTime":2556.3909999999996,"body":"like you, we've been warming"},{"speaker":"Brandee Gaar","startTime":2556.611,"endTime":2557.5109999999995,"body":"up as we've been here."},{"speaker":"Brandee Gaar","startTime":2557.5109999999995,"endTime":2559.861,"body":"Right now it's like,"},{"speaker":"Brandee Gaar","startTime":2557.5109999999995,"endTime":2559.861,"body":"okay, what else you got?"},{"speaker":"Brandee Gaar","startTime":2559.861,"endTime":2560.0409999999997,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":2560.4309999999996,"endTime":2561.6809999999996,"body":"So that's what"},{"speaker":"Brandee Gaar","startTime":2560.4309999999996,"endTime":2561.6809999999996,"body":"they want from you."},{"speaker":"Brandee Gaar","startTime":2561.6809999999996,"endTime":2564.111,"body":"They want to, they want"},{"speaker":"Brandee Gaar","startTime":2561.6809999999996,"endTime":2564.111,"body":"you to sell to them."},{"speaker":"Brandee Gaar","startTime":2564.1609999999996,"endTime":2566.3709999999996,"body":"They want you to tell"},{"speaker":"Brandee Gaar","startTime":2564.1609999999996,"endTime":2566.3709999999996,"body":"them the next steps."},{"speaker":"Brandee Gaar","startTime":2566.7509999999997,"endTime":2569.5009999999997,"body":"And so it looks something"},{"speaker":"Brandee Gaar","startTime":2566.7509999999997,"endTime":2569.5009999999997,"body":"really easy like this."},{"speaker":"Brandee Gaar","startTime":2569.5609999999997,"endTime":2573.461,"body":"So you're going to say,"},{"speaker":"Brandee Gaar","startTime":2569.5609999999997,"endTime":2573.461,"body":"let's say that they tell"},{"speaker":"Brandee Gaar","startTime":2573.461,"endTime":2576.671,"body":"you that they really want"},{"speaker":"Brandee Gaar","startTime":2573.461,"endTime":2576.671,"body":"to have their dog Domino."},{"speaker":"Brandee Gaar","startTime":2577.296,"endTime":2578.8559999999998,"body":"In the ceremony, he's so cute."},{"speaker":"Brandee Gaar","startTime":2579.6659999999997,"endTime":2582.0159999999996,"body":"And we got him when we first"},{"speaker":"Brandee Gaar","startTime":2579.6659999999997,"endTime":2582.0159999999996,"body":"started dating and he's so cute."},{"speaker":"Brandee Gaar","startTime":2582.0159999999996,"endTime":2584.0959999999995,"body":"Like we take him everywhere"},{"speaker":"Brandee Gaar","startTime":2582.0159999999996,"endTime":2584.0959999999995,"body":"and we have to have"},{"speaker":"Brandee Gaar","startTime":2584.0959999999995,"endTime":2584.526,"body":"him in the wedding."},{"speaker":"Brandee Gaar","startTime":2584.526,"endTime":2585.5759999999996,"body":"And the venue already"},{"speaker":"Brandee Gaar","startTime":2584.526,"endTime":2585.5759999999996,"body":"said it was fine."},{"speaker":"Brandee Gaar","startTime":2585.8759999999997,"endTime":2586.986,"body":"So we got him a little bow tie."},{"speaker":"Brandee Gaar","startTime":2587.026,"endTime":2587.256,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":2587.256,"endTime":2589.4259999999995,"body":"They're telling you this"},{"speaker":"Brandee Gaar","startTime":2587.256,"endTime":2589.4259999999995,"body":"during the discovery"},{"speaker":"Brandee Gaar","startTime":2589.4259999999995,"endTime":2590.0959999999995,"body":"and you're like, great."},{"speaker":"Brandee Gaar","startTime":2590.836,"endTime":2591.1559999999995,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":2591.3259999999996,"endTime":2593.2659999999996,"body":"So when you go to sell,"},{"speaker":"Brandee Gaar","startTime":2591.3259999999996,"endTime":2593.2659999999996,"body":"you're going to say,"},{"speaker":"Brandee Gaar","startTime":2593.8859999999995,"endTime":2597.2209999999995,"body":"Susie and Mike, This is, I"},{"speaker":"Brandee Gaar","startTime":2593.8859999999995,"endTime":2597.2209999999995,"body":"love talking to you guys."},{"speaker":"Brandee Gaar","startTime":2597.2209999999995,"endTime":2598.2309999999998,"body":"This is so fun."},{"speaker":"Brandee Gaar","startTime":2598.2309999999998,"endTime":2599.1209999999996,"body":"I've had a blast."},{"speaker":"Brandee Gaar","startTime":2599.381,"endTime":2601.6609999999996,"body":"And I have to tell you,"},{"speaker":"Brandee Gaar","startTime":2599.381,"endTime":2601.6609999999996,"body":"I cannot wait to see"},{"speaker":"Brandee Gaar","startTime":2601.6609999999996,"endTime":2603.2009999999996,"body":"Domino in his bow tie."},{"speaker":"Brandee Gaar","startTime":2603.211,"endTime":2605.9809999999998,"body":"Like he's going to be so cute"},{"speaker":"Brandee Gaar","startTime":2603.211,"endTime":2605.9809999999998,"body":"when we send him down the aisle."},{"speaker":"Brandee Gaar","startTime":2605.9909999999995,"endTime":2606.7809999999995,"body":"So here's what I'm going to do."},{"speaker":"Brandee Gaar","startTime":2606.9709999999995,"endTime":2609.0109999999995,"body":"I'm going to go ahead and send"},{"speaker":"Brandee Gaar","startTime":2606.9709999999995,"endTime":2609.0109999999995,"body":"the contract over via email."},{"speaker":"Brandee Gaar","startTime":2609.2909999999997,"endTime":2611.0309999999995,"body":"You just review it,"},{"speaker":"Brandee Gaar","startTime":2609.2909999999997,"endTime":2611.0309999999995,"body":"sign it right there."},{"speaker":"Brandee Gaar","startTime":2611.0409999999997,"endTime":2611.8209999999995,"body":"You pay the invoice."},{"speaker":"Brandee Gaar","startTime":2611.8509999999997,"endTime":2613.7309999999998,"body":"As soon as you do that,"},{"speaker":"Brandee Gaar","startTime":2611.8509999999997,"endTime":2613.7309999999998,"body":"you're going to be part"},{"speaker":"Brandee Gaar","startTime":2613.7309999999998,"endTime":2614.7509999999997,"body":"of the Blush family."},{"speaker":"Brandee Gaar","startTime":2614.7609999999995,"endTime":2616.4109999999996,"body":"And we'll go ahead and get"},{"speaker":"Brandee Gaar","startTime":2614.7609999999995,"endTime":2616.4109999999996,"body":"started on your planning."},{"speaker":"Brandee Gaar","startTime":2617.381,"endTime":2618.0309999999995,"body":"There goes my voice."},{"speaker":"Brandee Gaar","startTime":2618.0709999999995,"endTime":2620.151,"body":"On your planning, right?"},{"speaker":"Brandee Gaar","startTime":2620.8309999999997,"endTime":2623.2809999999995,"body":"Do you see how different"},{"speaker":"Brandee Gaar","startTime":2620.8309999999997,"endTime":2623.2809999999995,"body":"that is than, would you like"},{"speaker":"Brandee Gaar","startTime":2623.2809999999995,"endTime":2624.4709999999995,"body":"me to send you a contract?"},{"speaker":"Brandee Gaar","startTime":2625.6409999999996,"endTime":2626.111,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":2626.5109999999995,"endTime":2627.4309999999996,"body":"That sounds so icky."},{"speaker":"Brandee Gaar","startTime":2627.881,"endTime":2629.6009999999997,"body":"You know, they're like,"},{"speaker":"Brandee Gaar","startTime":2627.881,"endTime":2629.6009999999997,"body":"they always, the answer"},{"speaker":"Brandee Gaar","startTime":2629.6009999999997,"endTime":2633.0509999999995,"body":"to that is always, well, I"},{"speaker":"Brandee Gaar","startTime":2629.6009999999997,"endTime":2633.0509999999995,"body":"need to talk to my parents."},{"speaker":"Brandee Gaar","startTime":2633.4509999999996,"endTime":2635.7909999999997,"body":"Well, I need to"},{"speaker":"Brandee Gaar","startTime":2633.4509999999996,"endTime":2635.7909999999997,"body":"talk to my fiance."},{"speaker":"Brandee Gaar","startTime":2635.8109999999997,"endTime":2636.131,"body":"Right."},{"speaker":"Brandee Gaar","startTime":2636.361,"endTime":2638.1759999999995,"body":"And you're like, Oh, here we go."},{"speaker":"Brandee Gaar","startTime":2638.3859999999995,"endTime":2641.9759999999997,"body":"So, but when you can assume"},{"speaker":"Brandee Gaar","startTime":2638.3859999999995,"endTime":2641.9759999999997,"body":"the sale, assuming the sale"},{"speaker":"Brandee Gaar","startTime":2641.9759999999997,"endTime":2644.776,"body":"means one, you assume they"},{"speaker":"Brandee Gaar","startTime":2641.9759999999997,"endTime":2644.776,"body":"want to work with you and"},{"speaker":"Brandee Gaar","startTime":2644.776,"endTime":2648.6559999999995,"body":"two, you've painted yourself"},{"speaker":"Brandee Gaar","startTime":2644.776,"endTime":2648.6559999999995,"body":"into their wedding day."},{"speaker":"Brandee Gaar","startTime":2649.1159999999995,"endTime":2651.546,"body":"And just like Mark had said"},{"speaker":"Brandee Gaar","startTime":2649.1159999999995,"endTime":2651.546,"body":"earlier, Mark was saying,"},{"speaker":"Brandee Gaar","startTime":2651.8459999999995,"endTime":2654.1959999999995,"body":"um, you know, well, you want"},{"speaker":"Brandee Gaar","startTime":2651.8459999999995,"endTime":2654.1959999999995,"body":"to make sure that you can,"},{"speaker":"Brandee Gaar","startTime":2654.4059999999995,"endTime":2656.5359999999996,"body":"that like, that you can sell"},{"speaker":"Brandee Gaar","startTime":2654.4059999999995,"endTime":2656.5359999999996,"body":"yourself because you're going"},{"speaker":"Brandee Gaar","startTime":2656.5359999999996,"endTime":2657.756,"body":"to show up to their wedding day."},{"speaker":"Brandee Gaar","startTime":2657.756,"endTime":2659.586,"body":"Like you're an invited"},{"speaker":"Brandee Gaar","startTime":2657.756,"endTime":2659.586,"body":"guest to their wedding day."},{"speaker":"Brandee Gaar","startTime":2659.5959999999995,"endTime":2660.7059999999997,"body":"Heck yeah, you are."},{"speaker":"Brandee Gaar","startTime":2660.716,"endTime":2660.736,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":2661.111,"endTime":2663.5609999999997,"body":"You want to make sure that you"},{"speaker":"Brandee Gaar","startTime":2661.111,"endTime":2663.5609999999997,"body":"paint yourself in that day."},{"speaker":"Brandee Gaar","startTime":2663.7609999999995,"endTime":2666.3109999999997,"body":"So whatever they've said to you,"},{"speaker":"Brandee Gaar","startTime":2663.7609999999995,"endTime":2666.3109999999997,"body":"if you're a DJ, I love using"},{"speaker":"Brandee Gaar","startTime":2666.3209999999995,"endTime":2670.0109999999995,"body":"DJs because they always get"},{"speaker":"Brandee Gaar","startTime":2666.3209999999995,"endTime":2670.0109999999995,"body":"the best, like, um, discovery."},{"speaker":"Brandee Gaar","startTime":2670.0109999999995,"endTime":2672.2709999999997,"body":"I feel like, cause they'll"},{"speaker":"Brandee Gaar","startTime":2670.0109999999995,"endTime":2672.2709999999997,"body":"be like, we don't want a DJ"},{"speaker":"Brandee Gaar","startTime":2672.2709999999997,"endTime":2675.2709999999997,"body":"that has the big hands and"},{"speaker":"Brandee Gaar","startTime":2672.2709999999997,"endTime":2675.2709999999997,"body":"plays games with everybody."},{"speaker":"Brandee Gaar","startTime":2675.2709999999997,"endTime":2675.5209999999997,"body":"Right."},{"speaker":"Brandee Gaar","startTime":2675.691,"endTime":2677.8009999999995,"body":"I want to make sure the DJ can"},{"speaker":"Brandee Gaar","startTime":2675.691,"endTime":2677.8009999999995,"body":"keep the dance floor packed."},{"speaker":"Brandee Gaar","startTime":2678.0809999999997,"endTime":2678.9309999999996,"body":"So you're going to use that."},{"speaker":"Brandee Gaar","startTime":2678.9309999999996,"endTime":2682.7509999999997,"body":"You're going to be like, I"},{"speaker":"Brandee Gaar","startTime":2678.9309999999996,"endTime":2682.7509999999997,"body":"already have like 30 songs in"},{"speaker":"Brandee Gaar","startTime":2682.7609999999995,"endTime":2685.401,"body":"my head that I would love to"},{"speaker":"Brandee Gaar","startTime":2682.7609999999995,"endTime":2685.401,"body":"send you for your playlist."},{"speaker":"Brandee Gaar","startTime":2685.401,"endTime":2687.631,"body":"Like I can already see your"},{"speaker":"Brandee Gaar","startTime":2685.401,"endTime":2687.631,"body":"guests just like dancing."},{"speaker":"Brandee Gaar","startTime":2687.631,"endTime":2688.9809999999998,"body":"We're going to have a blast."},{"speaker":"Brandee Gaar","startTime":2688.9909999999995,"endTime":2691.8209999999995,"body":"People are going to talk about"},{"speaker":"Brandee Gaar","startTime":2688.9909999999995,"endTime":2691.8209999999995,"body":"your party for years to come."},{"speaker":"Brandee Gaar","startTime":2691.8209999999995,"endTime":2692.401,"body":"So here's what I'm going to do."},{"speaker":"Brandee Gaar","startTime":2692.401,"endTime":2694.3509999999997,"body":"I'm going to go ahead and"},{"speaker":"Brandee Gaar","startTime":2692.401,"endTime":2694.3509999999997,"body":"send the contract over via"},{"speaker":"Brandee Gaar","startTime":2694.3509999999997,"endTime":2696.4809999999998,"body":"email, review it, pay the"},{"speaker":"Brandee Gaar","startTime":2694.3509999999997,"endTime":2696.4809999999998,"body":"invoice online and then I'm"},{"speaker":"Brandee Gaar","startTime":2696.5009999999997,"endTime":2698.151,"body":"going to go ahead and get"},{"speaker":"Brandee Gaar","startTime":2696.5009999999997,"endTime":2698.151,"body":"started on your playlist."},{"speaker":"Brandee Gaar","startTime":2700.2659999999996,"endTime":2701.046,"body":"What are they going to say?"},{"speaker":"Brandee Gaar","startTime":2701.6559999999995,"endTime":2704.0759999999996,"body":"They're like, okay, right?"},{"speaker":"Brandee Gaar","startTime":2704.8559999999998,"endTime":2705.9359999999997,"body":"That's usually the answer."},{"speaker":"Brandee Gaar","startTime":2705.9359999999997,"endTime":2707.0159999999996,"body":"They're like, that's it."},{"speaker":"Brandee Gaar","startTime":2707.0559999999996,"endTime":2707.716,"body":"That's easy."},{"speaker":"Brandee Gaar","startTime":2707.7659999999996,"endTime":2708.6859999999997,"body":"That's how easy it is."},{"speaker":"Brandee Gaar","startTime":2708.6859999999997,"endTime":2711.4259999999995,"body":"And you're like, yeah, did you"},{"speaker":"Brandee Gaar","startTime":2708.6859999999997,"endTime":2711.4259999999995,"body":"want me to add something else?"},{"speaker":"Brandee Gaar","startTime":2711.9359999999997,"endTime":2714.336,"body":"And they're like, no,"},{"speaker":"Brandee Gaar","startTime":2711.9359999999997,"endTime":2714.336,"body":"it's just, they've been to"},{"speaker":"Brandee Gaar","startTime":2714.336,"endTime":2718.4159999999997,"body":"other vendors and they're"},{"speaker":"Brandee Gaar","startTime":2714.336,"endTime":2718.4159999999997,"body":"like, surprised, right?"},{"speaker":"Brandee Gaar","startTime":2718.4159999999997,"endTime":2720.7259999999997,"body":"Because you are just"},{"speaker":"Brandee Gaar","startTime":2718.4159999999997,"endTime":2720.7259999999997,"body":"making it that easy."},{"speaker":"Brandee Gaar","startTime":2720.9359999999997,"endTime":2721.9559999999997,"body":"We're just going to review it."},{"speaker":"Brandee Gaar","startTime":2722.171,"endTime":2722.421,"body":"That's it."},{"speaker":"Brandee Gaar","startTime":2722.4909999999995,"endTime":2724.361,"body":"You're just going to review it"},{"speaker":"Brandee Gaar","startTime":2722.4909999999995,"endTime":2724.361,"body":"online and you're going to buy."},{"speaker":"Brandee Gaar","startTime":2724.7609999999995,"endTime":2727.7609999999995,"body":"The assume method starts"},{"speaker":"Brandee Gaar","startTime":2724.7609999999995,"endTime":2727.7609999999995,"body":"with a genuine connection."},{"speaker":"Brandee Gaar","startTime":2727.7609999999995,"endTime":2728.8009999999995,"body":"You can't miss this part."},{"speaker":"Brandee Gaar","startTime":2728.8009999999995,"endTime":2732.5109999999995,"body":"You guys, it doesn't work if"},{"speaker":"Brandee Gaar","startTime":2728.8009999999995,"endTime":2732.5109999999995,"body":"you do not connect with them."},{"speaker":"Brandee Gaar","startTime":2732.7509999999997,"endTime":2733.0609999999997,"body":"Right."},{"speaker":"Brandee Gaar","startTime":2733.2209999999995,"endTime":2734.6209999999996,"body":"And sometimes I'm just"},{"speaker":"Brandee Gaar","startTime":2733.2209999999995,"endTime":2734.6209999999996,"body":"going to be honest."},{"speaker":"Brandee Gaar","startTime":2734.6209999999996,"endTime":2735.3509999999997,"body":"Sometimes you don't."},{"speaker":"Brandee Gaar","startTime":2736.0409999999997,"endTime":2736.361,"body":"Right."},{"speaker":"Brandee Gaar","startTime":2736.3709999999996,"endTime":2738.6409999999996,"body":"Sometimes we get, we have"},{"speaker":"Brandee Gaar","startTime":2736.3709999999996,"endTime":2738.6409999999996,"body":"people come to a consultation."},{"speaker":"Brandee Gaar","startTime":2738.6409999999996,"endTime":2740.3709999999996,"body":"You're like, you're"},{"speaker":"Brandee Gaar","startTime":2738.6409999999996,"endTime":2740.3709999999996,"body":"not my client."},{"speaker":"Brandee Gaar","startTime":2741.9509999999996,"endTime":2742.2909999999997,"body":"Right."},{"speaker":"Brandee Gaar","startTime":2742.7309999999998,"endTime":2743.8009999999995,"body":"And that's okay."},{"speaker":"Brandee Gaar","startTime":2743.841,"endTime":2745.6609999999996,"body":"I wouldn't assume"},{"speaker":"Brandee Gaar","startTime":2743.841,"endTime":2745.6609999999996,"body":"the sale on those."},{"speaker":"Brandee Gaar","startTime":2745.671,"endTime":2745.961,"body":"Right."},{"speaker":"Brandee Gaar","startTime":2746.0009999999997,"endTime":2748.3109999999997,"body":"I would not, I would"},{"speaker":"Brandee Gaar","startTime":2746.0009999999997,"endTime":2748.3109999999997,"body":"not, I would be like,"},{"speaker":"Brandee Gaar","startTime":2748.3109999999997,"endTime":2750.4429999999998,"body":"I'll send you a proposal."},{"speaker":"Brandee Gaar","startTime":2750.4429999999998,"endTime":2750.87,"body":"Right."},{"speaker":"Brandee Gaar","startTime":2750.87,"endTime":2751.296,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":2751.4559999999997,"endTime":2753.1059999999998,"body":"You do not assume"},{"speaker":"Brandee Gaar","startTime":2751.4559999999997,"endTime":2753.1059999999998,"body":"the zeal in those."},{"speaker":"Brandee Gaar","startTime":2753.1559999999995,"endTime":2754.966,"body":"So you want to make sure"},{"speaker":"Brandee Gaar","startTime":2753.1559999999995,"endTime":2754.966,"body":"that it starts with a"},{"speaker":"Brandee Gaar","startTime":2754.966,"endTime":2757.546,"body":"genuine connection and it"},{"speaker":"Brandee Gaar","startTime":2754.966,"endTime":2757.546,"body":"ends with genuine excitement"},{"speaker":"Brandee Gaar","startTime":2757.546,"endTime":2758.8759999999997,"body":"with both parties, right?"},{"speaker":"Brandee Gaar","startTime":2759.1259999999997,"endTime":2759.8259999999996,"body":"It really does."},{"speaker":"Brandee Gaar","startTime":2759.8459999999995,"endTime":2761.736,"body":"You're so excited to"},{"speaker":"Brandee Gaar","startTime":2759.8459999999995,"endTime":2761.736,"body":"welcome them to your"},{"speaker":"Brandee Gaar","startTime":2761.736,"endTime":2764.736,"body":"client roster and honestly,"},{"speaker":"Brandee Gaar","startTime":2761.736,"endTime":2764.736,"body":"they're like, check mark."},{"speaker":"Brandee Gaar","startTime":2764.9159999999997,"endTime":2765.5559999999996,"body":"Look at us."},{"speaker":"Brandee Gaar","startTime":2765.586,"endTime":2768.0759999999996,"body":"Another check on our long"},{"speaker":"Brandee Gaar","startTime":2765.586,"endTime":2768.0759999999996,"body":"list of to dos, right?"},{"speaker":"Brandee Gaar","startTime":2768.0759999999996,"endTime":2768.9259999999995,"body":"We just booked our DJ."},{"speaker":"Brandee Gaar","startTime":2768.9259999999995,"endTime":2770.296,"body":"We just booked our"},{"speaker":"Brandee Gaar","startTime":2768.9259999999995,"endTime":2770.296,"body":"planner, our photographer."},{"speaker":"Brandee Gaar","startTime":2770.6759999999995,"endTime":2771.6259999999997,"body":"This is so important."},{"speaker":"Brandee Gaar","startTime":2771.8559999999998,"endTime":2772.4459999999995,"body":"Here's the thing."},{"speaker":"Brandee Gaar","startTime":2772.466,"endTime":2773.966,"body":"I know there's some of"},{"speaker":"Brandee Gaar","startTime":2772.466,"endTime":2773.966,"body":"you in here that are"},{"speaker":"Brandee Gaar","startTime":2773.966,"endTime":2775.776,"body":"like, I can't do this."},{"speaker":"Brandee Gaar","startTime":2775.8259999999996,"endTime":2776.816,"body":"Like, I'm not doing this."},{"speaker":"Brandee Gaar","startTime":2776.8259999999996,"endTime":2777.9559999999997,"body":"It feels too pushy."},{"speaker":"Brandee Gaar","startTime":2778.2059999999997,"endTime":2781.5359999999996,"body":"And I'm here to tell you, we"},{"speaker":"Brandee Gaar","startTime":2778.2059999999997,"endTime":2781.5359999999996,"body":"work with hundreds of students."},{"speaker":"Brandee Gaar","startTime":2781.6159999999995,"endTime":2783.1559999999995,"body":"This has changed"},{"speaker":"Brandee Gaar","startTime":2781.6159999999995,"endTime":2783.1559999999995,"body":"the way they sell."},{"speaker":"Brandee Gaar","startTime":2783.7259999999997,"endTime":2785.966,"body":"And the reason I even put these"},{"speaker":"Brandee Gaar","startTime":2783.7259999999997,"endTime":2785.966,"body":"up here is because I want you"},{"speaker":"Brandee Gaar","startTime":2785.966,"endTime":2788.216,"body":"guys to see like, this person"},{"speaker":"Brandee Gaar","startTime":2785.966,"endTime":2788.216,"body":"wasn't even in my program."},{"speaker":"Brandee Gaar","startTime":2788.6459999999997,"endTime":2789.6959999999995,"body":"This person just came in."},{"speaker":"Brandee Gaar","startTime":2789.7059999999997,"endTime":2791.3259999999996,"body":"He like kept watching,"},{"speaker":"Brandee Gaar","startTime":2789.7059999999997,"endTime":2791.3259999999996,"body":"kept watching."},{"speaker":"Brandee Gaar","startTime":2791.3259999999996,"endTime":2793.1959999999995,"body":"He's a DJ and he kept"},{"speaker":"Brandee Gaar","startTime":2791.3259999999996,"endTime":2793.1959999999995,"body":"watching my reels."},{"speaker":"Brandee Gaar","startTime":2793.1959999999995,"endTime":2795.8659999999995,"body":"And he was like, finally,"},{"speaker":"Brandee Gaar","startTime":2793.1959999999995,"endTime":2795.8659999999995,"body":"he was like, fine."},{"speaker":"Brandee Gaar","startTime":2795.8759999999997,"endTime":2796.7859999999996,"body":"He dropped in my DMs."},{"speaker":"Brandee Gaar","startTime":2796.8059999999996,"endTime":2797.4459999999995,"body":"I'll do it."},{"speaker":"Brandee Gaar","startTime":2797.796,"endTime":2801.1559999999995,"body":"And I'm like, Okay, I mean,"},{"speaker":"Brandee Gaar","startTime":2797.796,"endTime":2801.1559999999995,"body":"whatever, I want what's"},{"speaker":"Brandee Gaar","startTime":2801.1559999999995,"endTime":2802.1859999999997,"body":"better for you, right?"},{"speaker":"Brandee Gaar","startTime":2802.3459999999995,"endTime":2804.8259999999996,"body":"And so finally he was like,"},{"speaker":"Brandee Gaar","startTime":2802.3459999999995,"endTime":2804.8259999999996,"body":"I sent out every contract"},{"speaker":"Brandee Gaar","startTime":2804.8259999999996,"endTime":2806.5359999999996,"body":"I sent out was immediately"},{"speaker":"Brandee Gaar","startTime":2804.8259999999996,"endTime":2806.5359999999996,"body":"signed and proposals are"},{"speaker":"Brandee Gaar","startTime":2806.5359999999996,"endTime":2808.3759999999997,"body":"still pending because they"},{"speaker":"Brandee Gaar","startTime":2806.5359999999996,"endTime":2808.3759999999997,"body":"don't want to review them."},{"speaker":"Brandee Gaar","startTime":2808.8659999999995,"endTime":2810.1459999999997,"body":"They don't have time, right?"},{"speaker":"Brandee Gaar","startTime":2810.966,"endTime":2811.5959999999995,"body":"Same thing here."},{"speaker":"Brandee Gaar","startTime":2811.6059999999998,"endTime":2813.236,"body":"I have to say again how,"},{"speaker":"Brandee Gaar","startTime":2811.6059999999998,"endTime":2813.236,"body":"well, Brandee's method"},{"speaker":"Brandee Gaar","startTime":2813.236,"endTime":2814.3659999999995,"body":"of closing a sale works."},{"speaker":"Brandee Gaar","startTime":2814.586,"endTime":2815.7859999999996,"body":"This is so important."},{"speaker":"Brandee Gaar","startTime":2815.796,"endTime":2817.736,"body":"They end with, Oh, okay."},{"speaker":"Brandee Gaar","startTime":2817.8559999999998,"endTime":2818.836,"body":"Like, where do I sign?"},{"speaker":"Brandee Gaar","startTime":2818.8959999999997,"endTime":2821.3859999999995,"body":"Give me the, give me the email."},{"speaker":"Brandee Gaar","startTime":2821.4059999999995,"endTime":2822.716,"body":"Give me the contract, right?"},{"speaker":"Brandee Gaar","startTime":2823.586,"endTime":2824.256,"body":"Same thing here."},{"speaker":"Brandee Gaar","startTime":2824.276,"endTime":2825.8259999999996,"body":"Like this one I think is so fun."},{"speaker":"Brandee Gaar","startTime":2825.8259999999996,"endTime":2828.9259999999995,"body":"This is a bar company, which"},{"speaker":"Brandee Gaar","startTime":2825.8259999999996,"endTime":2828.9259999999995,"body":"is really unique, right?"},{"speaker":"Brandee Gaar","startTime":2828.9259999999995,"endTime":2830.6059999999998,"body":"Like we don't have a"},{"speaker":"Brandee Gaar","startTime":2828.9259999999995,"endTime":2830.6059999999998,"body":"ton of bar companies."},{"speaker":"Brandee Gaar","startTime":2830.6059999999998,"endTime":2833.8659999999995,"body":"I know there's a few in here,"},{"speaker":"Brandee Gaar","startTime":2830.6059999999998,"endTime":2833.8659999999995,"body":"but she was like, I just"},{"speaker":"Brandee Gaar","startTime":2834.0159999999996,"endTime":2836.1059999999998,"body":"changed the verbiage at the end."},{"speaker":"Brandee Gaar","startTime":2836.1559999999995,"endTime":2837.3859999999995,"body":"Like that's all I had to do."},{"speaker":"Brandee Gaar","startTime":2837.3859999999995,"endTime":2838.9059999999995,"body":"And I was like,"},{"speaker":"Brandee Gaar","startTime":2837.3859999999995,"endTime":2838.9059999999995,"body":"you're a bar company."},{"speaker":"Brandee Gaar","startTime":2838.9059999999995,"endTime":2839.9259999999995,"body":"You're already"},{"speaker":"Brandee Gaar","startTime":2838.9059999999995,"endTime":2839.9259999999995,"body":"selling a product."},{"speaker":"Brandee Gaar","startTime":2839.9259999999995,"endTime":2842.2659999999996,"body":"Like it's not just"},{"speaker":"Brandee Gaar","startTime":2839.9259999999995,"endTime":2842.2659999999996,"body":"send the contract."},{"speaker":"Brandee Gaar","startTime":2842.2659999999996,"endTime":2843.566,"body":"What are you sending"},{"speaker":"Brandee Gaar","startTime":2842.2659999999996,"endTime":2843.566,"body":"a proposal about?"},{"speaker":"Brandee Gaar","startTime":2844.006,"endTime":2846.816,"body":"So it's just so"},{"speaker":"Brandee Gaar","startTime":2844.006,"endTime":2846.816,"body":"great to see it work."},{"speaker":"Brandee Gaar","startTime":2847.341,"endTime":2848.091,"body":"It does work."},{"speaker":"Brandee Gaar","startTime":2848.091,"endTime":2851.341,"body":"And I'm telling you"},{"speaker":"Brandee Gaar","startTime":2848.091,"endTime":2851.341,"body":"guys, if you adapt your"},{"speaker":"Brandee Gaar","startTime":2851.341,"endTime":2853.151,"body":"strategies, you will win."},{"speaker":"Brandee Gaar","startTime":2853.2009999999996,"endTime":2856.841,"body":"I've seen it hundreds of"},{"speaker":"Brandee Gaar","startTime":2853.2009999999996,"endTime":2856.841,"body":"times, hundreds of times."},{"speaker":"Brandee Gaar","startTime":2857.0509999999995,"endTime":2858.2809999999995,"body":"And I just want you to try it."},{"speaker":"Brandee Gaar","startTime":2858.5809999999997,"endTime":2859.2809999999995,"body":"Just try it."},{"speaker":"Brandee Gaar","startTime":2859.2809999999995,"endTime":2862.861,"body":"I would love it if you guys"},{"speaker":"Brandee Gaar","startTime":2859.2809999999995,"endTime":2862.861,"body":"would drop into my DMs and"},{"speaker":"Brandee Gaar","startTime":2862.881,"endTime":2864.4709999999995,"body":"tell me, Oh, I thought my"},{"speaker":"Brandee Gaar","startTime":2862.881,"endTime":2864.4709999999995,"body":"Instagram handle was here."},{"speaker":"Brandee Gaar","startTime":2864.4709999999995,"endTime":2864.7909999999997,"body":"It's not."},{"speaker":"Brandee Gaar","startTime":2864.8109999999997,"endTime":2865.1209999999996,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":2865.171,"endTime":2868.5509999999995,"body":"I'm at Brandee Gaar on Instagram"},{"speaker":"Brandee Gaar","startTime":2865.171,"endTime":2868.5509999999995,"body":"and I love DMs by the way."},{"speaker":"Brandee Gaar","startTime":2868.5509999999995,"endTime":2870.8259999999996,"body":"Like My favorite thing"},{"speaker":"Brandee Gaar","startTime":2868.5509999999995,"endTime":2870.8259999999996,"body":"is voice DMs except"},{"speaker":"Brandee Gaar","startTime":2870.8259999999996,"endTime":2871.8259999999996,"body":"for the last two weeks."},{"speaker":"Brandee Gaar","startTime":2872.1359999999995,"endTime":2874.6759999999995,"body":"And so you can get"},{"speaker":"Brandee Gaar","startTime":2872.1359999999995,"endTime":2874.6759999999995,"body":"my squeaky voice DMs."},{"speaker":"Brandee Gaar","startTime":2875.4159999999997,"endTime":2878.796,"body":"Um, but I want, I'm"},{"speaker":"Brandee Gaar","startTime":2875.4159999999997,"endTime":2878.796,"body":"at Brandee Gaar."},{"speaker":"Brandee Gaar","startTime":2878.836,"endTime":2881.6559999999995,"body":"If you try it, please text me."},{"speaker":"Brandee Gaar","startTime":2881.6759999999995,"endTime":2883.3759999999997,"body":"Please DM me and say"},{"speaker":"Brandee Gaar","startTime":2881.6759999999995,"endTime":2883.3759999999997,"body":"like, I tried it."},{"speaker":"Brandee Gaar","startTime":2883.3959999999997,"endTime":2883.8059999999996,"body":"It worked."},{"speaker":"Brandee Gaar","startTime":2883.8259999999996,"endTime":2886.1559999999995,"body":"Or I tried it and I"},{"speaker":"Brandee Gaar","startTime":2883.8259999999996,"endTime":2886.1559999999995,"body":"fumbled my words, but I'm"},{"speaker":"Brandee Gaar","startTime":2886.1559999999995,"endTime":2886.9759999999997,"body":"going to try it again."},{"speaker":"Brandee Gaar","startTime":2887.006,"endTime":2887.256,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":2887.2859999999996,"endTime":2889.0159999999996,"body":"Because it is a little"},{"speaker":"Brandee Gaar","startTime":2887.2859999999996,"endTime":2889.0159999999996,"body":"bit weird at first."},{"speaker":"Brandee Gaar","startTime":2889.026,"endTime":2889.6759999999995,"body":"It's different."},{"speaker":"Brandee Gaar","startTime":2890.1059999999998,"endTime":2892.4059999999995,"body":"But I had promised you guys"},{"speaker":"Brandee Gaar","startTime":2890.1059999999998,"endTime":2892.4059999999995,"body":"in the beginning that I"},{"speaker":"Brandee Gaar","startTime":2892.4059999999995,"endTime":2893.2859999999996,"body":"would give you my 60 seconds."},{"speaker":"Brandee Gaar","startTime":2893.2859999999996,"endTime":2896.2259999999997,"body":"Figure email funnel, this"},{"speaker":"Brandee Gaar","startTime":2893.2859999999996,"endTime":2896.2259999999997,"body":"is that consideration piece."},{"speaker":"Brandee Gaar","startTime":2896.466,"endTime":2898.986,"body":"So this is the same funnel I"},{"speaker":"Brandee Gaar","startTime":2896.466,"endTime":2898.986,"body":"give to all of my students."},{"speaker":"Brandee Gaar","startTime":2899.1959999999995,"endTime":2901.3559999999998,"body":"It not only has the emails"},{"speaker":"Brandee Gaar","startTime":2899.1959999999995,"endTime":2901.3559999999998,"body":"that I want you to use,"},{"speaker":"Brandee Gaar","startTime":2901.3559999999998,"endTime":2904.1159999999995,"body":"but it also tells you when"},{"speaker":"Brandee Gaar","startTime":2901.3559999999998,"endTime":2904.1159999999995,"body":"to text and what to say."},{"speaker":"Brandee Gaar","startTime":2904.506,"endTime":2907.6859999999997,"body":"So that's a whole different"},{"speaker":"Brandee Gaar","startTime":2904.506,"endTime":2907.6859999999997,"body":"presentation on texting and how"},{"speaker":"Brandee Gaar","startTime":2907.6859999999997,"endTime":2908.9459999999995,"body":"important it is in your funnel."},{"speaker":"Brandee Gaar","startTime":2909.216,"endTime":2911.9159999999997,"body":"But um, it does tell"},{"speaker":"Brandee Gaar","startTime":2909.216,"endTime":2911.9159999999997,"body":"you when to text in your"},{"speaker":"Brandee Gaar","startTime":2911.9159999999997,"endTime":2913.1459999999997,"body":"funnel and what to say."},{"speaker":"Brandee Gaar","startTime":2913.2659999999996,"endTime":2915.6059999999998,"body":"And so this is a really great"},{"speaker":"Brandee Gaar","startTime":2913.2659999999996,"endTime":2915.6059999999998,"body":"way to move them through that"},{"speaker":"Brandee Gaar","startTime":2915.6059999999998,"endTime":2918.816,"body":"consideration phase so that"},{"speaker":"Brandee Gaar","startTime":2915.6059999999998,"endTime":2918.816,"body":"you can try this assume method"},{"speaker":"Brandee Gaar","startTime":2919.1159999999995,"endTime":2920.6459999999997,"body":"on as many people as possible."},{"speaker":"Brandee Gaar","startTime":2920.6459999999997,"endTime":2922.0269999999996,"body":"So, okay, you guys."},{"speaker":"Brandee Gaar","startTime":2922.4559999999997,"endTime":2923.486,"body":"I'm open for questions."},{"speaker":"Brandee Gaar","startTime":2923.716,"endTime":2925.5759999999996,"body":"I'm going to take a drink of"},{"speaker":"Brandee Gaar","startTime":2923.716,"endTime":2925.5759999999996,"body":"water, but who has questions?"},{"speaker":"Brandee Gaar","startTime":2927.5359999999996,"endTime":2928.0959999999995,"body":"No questions."},{"speaker":"Brandee Gaar","startTime":2929.216,"endTime":2929.546,"body":"Hi."},{"speaker":"Brandee Gaar","startTime":2929.716,"endTime":2930.1059999999998,"body":"Hey."},{"speaker":"Brandee Gaar","startTime":2930.1559999999995,"endTime":2934.4959999999996,"body":"So, for the consultation, do you"},{"speaker":"Brandee Gaar","startTime":2930.1559999999995,"endTime":2934.4959999999996,"body":"really push them to get on Zoom?"},{"speaker":"Brandee Gaar","startTime":2934.506,"endTime":2936.816,"body":"Because I've had some"},{"speaker":"Brandee Gaar","startTime":2934.506,"endTime":2936.816,"body":"where like, oh, can"},{"speaker":"Brandee Gaar","startTime":2937.3509999999997,"endTime":2939.2309999999998,"body":"Yeah, I do phone calls."},{"speaker":"Brandee Gaar","startTime":2939.2609999999995,"endTime":2940.3509999999997,"body":"I don't prefer it."},{"speaker":"Brandee Gaar","startTime":2940.7309999999998,"endTime":2944.2509999999997,"body":"Um, we, we do them and I think"},{"speaker":"Brandee Gaar","startTime":2940.7309999999998,"endTime":2944.2509999999997,"body":"it's obviously I'm going to"},{"speaker":"Brandee Gaar","startTime":2944.2509999999997,"endTime":2945.0609999999997,"body":"take them however they want."},{"speaker":"Brandee Gaar","startTime":2945.3009999999995,"endTime":2947.381,"body":"In reality, we also"},{"speaker":"Brandee Gaar","startTime":2945.3009999999995,"endTime":2947.381,"body":"do text consults."},{"speaker":"Brandee Gaar","startTime":2947.4109999999996,"endTime":2950.8009999999995,"body":"So I think it's meet"},{"speaker":"Brandee Gaar","startTime":2947.4109999999996,"endTime":2950.8009999999995,"body":"them where they are."},{"speaker":"Brandee Gaar","startTime":2950.921,"endTime":2953.1809999999996,"body":"And, um, yeah,"},{"speaker":"Brandee Gaar","startTime":2950.921,"endTime":2953.1809999999996,"body":"that's on the phone."},{"speaker":"Brandee Gaar","startTime":2953.401,"endTime":2955.1409999999996,"body":"I think you can still hear"},{"speaker":"Brandee Gaar","startTime":2953.401,"endTime":2955.1409999999996,"body":"their language though."},{"speaker":"Brandee Gaar","startTime":2955.1409999999996,"endTime":2955.3709999999996,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":2955.3709999999996,"endTime":2958.2909999999997,"body":"Like if I was in the hallway,"},{"speaker":"Brandee Gaar","startTime":2955.3709999999996,"endTime":2958.2909999999997,"body":"you'd still hear me like"},{"speaker":"Brandee Gaar","startTime":2958.2909999999997,"endTime":2961.691,"body":"inflect my voice and like, be"},{"speaker":"Brandee Gaar","startTime":2958.2909999999997,"endTime":2961.691,"body":"excited, still talk to them."},{"speaker":"Brandee Gaar","startTime":2961.691,"endTime":2963.2309999999998,"body":"Like it's your friend"},{"speaker":"Brandee Gaar","startTime":2961.691,"endTime":2963.2309999999998,"body":"calling on the phone."},{"speaker":"Brandee Gaar","startTime":2963.736,"endTime":2964.006,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":2968.6559999999995,"endTime":2969.2859999999996,"body":"Makes sense to me."},{"speaker":"Brandee Gaar","startTime":2969.2859999999996,"endTime":2972.0759999999996,"body":"For the clients that you're"},{"speaker":"Brandee Gaar","startTime":2969.2859999999996,"endTime":2972.0759999999996,"body":"directly meeting with, what"},{"speaker":"Brandee Gaar","startTime":2972.0759999999996,"endTime":2975.2859999999996,"body":"about the clients that are"},{"speaker":"Brandee Gaar","startTime":2972.0759999999996,"endTime":2975.2859999999996,"body":"coming to you through a planner?"},{"speaker":"Brandee Gaar","startTime":2975.2859999999996,"endTime":2978.4959999999996,"body":"Mm-hmm . And they, and sometimes"},{"speaker":"Brandee Gaar","startTime":2975.2859999999996,"endTime":2978.4959999999996,"body":"the planner wants that proposal."},{"speaker":"Brandee Gaar","startTime":2978.5409999999997,"endTime":2980.8659999999995,"body":"Mm-hmm . What does that"},{"speaker":"Brandee Gaar","startTime":2978.5409999999997,"endTime":2980.8659999999995,"body":"look like when you don't"},{"speaker":"Brandee Gaar","startTime":2980.8659999999995,"endTime":2983.3209999999995,"body":"get to actually like sell"},{"speaker":"Brandee Gaar","startTime":2980.8659999999995,"endTime":2983.3209999999995,"body":"directly to the client and"},{"speaker":"Brandee Gaar","startTime":2983.3209999999995,"endTime":2984.2809999999995,"body":"you're selling more, almost."},{"speaker":"Brandee Gaar","startTime":2985.6809999999996,"endTime":2988.2409999999995,"body":"Yeah, so at that point,"},{"speaker":"Brandee Gaar","startTime":2985.6809999999996,"endTime":2988.2409999999995,"body":"the planner is your client."},{"speaker":"Brandee Gaar","startTime":2988.7609999999995,"endTime":2991.631,"body":"And, um, I would do"},{"speaker":"Brandee Gaar","startTime":2988.7609999999995,"endTime":2991.631,"body":"what the planner asks."},{"speaker":"Brandee Gaar","startTime":2991.941,"endTime":2994.7209999999995,"body":"Um, not, I'm a planner,"},{"speaker":"Brandee Gaar","startTime":2991.941,"endTime":2994.7209999999995,"body":"so that's obviously super"},{"speaker":"Brandee Gaar","startTime":2994.7209999999995,"endTime":2998.2909999999997,"body":"biased, but my job is"},{"speaker":"Brandee Gaar","startTime":2994.7209999999995,"endTime":2998.2909999999997,"body":"to make my client's job"},{"speaker":"Brandee Gaar","startTime":2998.2909999999997,"endTime":2999.2609999999995,"body":"as easy as possible."},{"speaker":"Brandee Gaar","startTime":3000.5009999999997,"endTime":3003.5009999999997,"body":"I think it's definitely,"},{"speaker":"Brandee Gaar","startTime":3000.5009999999997,"endTime":3003.5009999999997,"body":"like, it won't bother me if"},{"speaker":"Brandee Gaar","startTime":3003.5009999999997,"endTime":3006.6609999999996,"body":"a, if a, if a, talking to"},{"speaker":"Brandee Gaar","startTime":3003.5009999999997,"endTime":3006.6609999999996,"body":"a photographer, and if the"},{"speaker":"Brandee Gaar","startTime":3006.6609999999996,"endTime":3009.2309999999998,"body":"photographer said, hey, I'd"},{"speaker":"Brandee Gaar","startTime":3006.6609999999996,"endTime":3009.2309999999998,"body":"love to know a little bit more"},{"speaker":"Brandee Gaar","startTime":3009.2309999999998,"endTime":3011.861,"body":"about your client so and like"},{"speaker":"Brandee Gaar","startTime":3009.2309999999998,"endTime":3011.861,"body":"what the timeline looks like,"},{"speaker":"Brandee Gaar","startTime":3011.861,"endTime":3014.2209999999995,"body":"you know, so I can make sure"},{"speaker":"Brandee Gaar","startTime":3011.861,"endTime":3014.2209999999995,"body":"I give you the best package."},{"speaker":"Brandee Gaar","startTime":3014.5609999999997,"endTime":3017.2309999999998,"body":"And if I say, well I still want"},{"speaker":"Brandee Gaar","startTime":3014.5609999999997,"endTime":3017.2309999999998,"body":"a proposal, I would say, that's"},{"speaker":"Brandee Gaar","startTime":3017.2609999999995,"endTime":3020.8509999999997,"body":"totally fine, I, but I want to"},{"speaker":"Brandee Gaar","startTime":3017.2609999999995,"endTime":3020.8509999999997,"body":"um show you the best package"},{"speaker":"Brandee Gaar","startTime":3020.8509999999997,"endTime":3023.191,"body":"that I think and tell you why"},{"speaker":"Brandee Gaar","startTime":3020.8509999999997,"endTime":3023.191,"body":"and then I can certainly send"},{"speaker":"Brandee Gaar","startTime":3023.191,"endTime":3024.0609999999997,"body":"you the other ones as well."},{"speaker":"Brandee Gaar","startTime":3024.3009999999995,"endTime":3026.3309999999997,"body":"The difference is when"},{"speaker":"Brandee Gaar","startTime":3024.3009999999995,"endTime":3026.3309999999997,"body":"you're working with."},{"speaker":"Brandee Gaar","startTime":3026.5709999999995,"endTime":3030.7409999999995,"body":"The end couple, they're,"},{"speaker":"Brandee Gaar","startTime":3026.5709999999995,"endTime":3030.7409999999995,"body":"this is not, they're"},{"speaker":"Brandee Gaar","startTime":3030.7709999999997,"endTime":3032.5009999999997,"body":"uneducated in weddings, right?"},{"speaker":"Brandee Gaar","startTime":3032.5009999999997,"endTime":3033.9109999999996,"body":"I don't want to say they're"},{"speaker":"Brandee Gaar","startTime":3032.5009999999997,"endTime":3033.9109999999996,"body":"uneducated, but they're"},{"speaker":"Brandee Gaar","startTime":3033.941,"endTime":3036.7409999999995,"body":"uneducated in planning a"},{"speaker":"Brandee Gaar","startTime":3033.941,"endTime":3036.7409999999995,"body":"wedding because they've"},{"speaker":"Brandee Gaar","startTime":3036.7409999999995,"endTime":3037.7509999999997,"body":"never done it before."},{"speaker":"Brandee Gaar","startTime":3037.941,"endTime":3039.5309999999995,"body":"All they know is what's"},{"speaker":"Brandee Gaar","startTime":3037.941,"endTime":3039.5309999999995,"body":"on TikTok, right?"},{"speaker":"Brandee Gaar","startTime":3040.131,"endTime":3044.3909999999996,"body":"But a planner hopefully"},{"speaker":"Brandee Gaar","startTime":3040.131,"endTime":3044.3909999999996,"body":"has quite a bit of"},{"speaker":"Brandee Gaar","startTime":3044.3909999999996,"endTime":3045.7709999999997,"body":"education in what they do."},{"speaker":"Brandee Gaar","startTime":3046.151,"endTime":3048.3909999999996,"body":"And so I think it is"},{"speaker":"Brandee Gaar","startTime":3046.151,"endTime":3048.3909999999996,"body":"different in how you present"},{"speaker":"Brandee Gaar","startTime":3048.3909999999996,"endTime":3049.171,"body":"that information to them."},{"speaker":"Brandee Gaar","startTime":3049.171,"endTime":3051.2509999999997,"body":"They're just trying to get"},{"speaker":"Brandee Gaar","startTime":3049.171,"endTime":3051.2509999999997,"body":"all of it so they can discern"},{"speaker":"Brandee Gaar","startTime":3051.2509999999997,"endTime":3052.361,"body":"what's best for their client."},{"speaker":"Brandee Gaar","startTime":3052.6809999999996,"endTime":3054.6009999999997,"body":"And I think that's totally"},{"speaker":"Brandee Gaar","startTime":3052.6809999999996,"endTime":3054.6009999999997,"body":"fine to have a conversation"},{"speaker":"Brandee Gaar","startTime":3054.6009999999997,"endTime":3056.7709999999997,"body":"about it, but I do think you're"},{"speaker":"Brandee Gaar","startTime":3054.6009999999997,"endTime":3056.7709999999997,"body":"selling to a totally different."},{"speaker":"Brandee Gaar","startTime":3058.1159999999995,"endTime":3059.7659999999996,"body":"Level of education, right?"},{"speaker":"Brandee Gaar","startTime":3059.9259999999995,"endTime":3064.4759999999997,"body":"I also, I will just tip for,"},{"speaker":"Brandee Gaar","startTime":3059.9259999999995,"endTime":3064.4759999999997,"body":"I, this is my own bias, but I"},{"speaker":"Brandee Gaar","startTime":3064.4759999999997,"endTime":3068.276,"body":"cannot stand it when a vendor"},{"speaker":"Brandee Gaar","startTime":3064.4759999999997,"endTime":3068.276,"body":"asks me like, tell me the"},{"speaker":"Brandee Gaar","startTime":3068.276,"endTime":3069.3659999999995,"body":"love story of your client."},{"speaker":"Brandee Gaar","startTime":3069.3959999999997,"endTime":3070.0759999999996,"body":"I'm like, no,"},{"speaker":"Brandee Gaar","startTime":3072.2059999999997,"endTime":3073.0359999999996,"body":"I'm a planner."},{"speaker":"Brandee Gaar","startTime":3073.066,"endTime":3075.5359999999996,"body":"Like if they want to meet"},{"speaker":"Brandee Gaar","startTime":3073.066,"endTime":3075.5359999999996,"body":"with you, you can ask"},{"speaker":"Brandee Gaar","startTime":3075.5359999999996,"endTime":3076.256,"body":"them their love story."},{"speaker":"Brandee Gaar","startTime":3076.256,"endTime":3077.6759999999995,"body":"But right now I just"},{"speaker":"Brandee Gaar","startTime":3076.256,"endTime":3077.6759999999995,"body":"need the details."},{"speaker":"Brandee Gaar","startTime":3077.6859999999997,"endTime":3079.236,"body":"Like I've already chosen you."},{"speaker":"Brandee Gaar","startTime":3079.3659999999995,"endTime":3081.1559999999995,"body":"I need you to just give me"},{"speaker":"Brandee Gaar","startTime":3079.3659999999995,"endTime":3081.1559999999995,"body":"the stuff I need, right?"},{"speaker":"Brandee Gaar","startTime":3081.1559999999995,"endTime":3083.506,"body":"And so like, I do think"},{"speaker":"Brandee Gaar","startTime":3081.1559999999995,"endTime":3083.506,"body":"it's important for you to"},{"speaker":"Brandee Gaar","startTime":3083.506,"endTime":3084.9159999999997,"body":"know who you're selling to."},{"speaker":"Brandee Gaar","startTime":3085.2259999999997,"endTime":3087.5959999999995,"body":"And if the planner's reaching"},{"speaker":"Brandee Gaar","startTime":3085.2259999999997,"endTime":3087.5959999999995,"body":"out, the planner's your client."},{"speaker":"Brandee Gaar","startTime":3087.816,"endTime":3089.5559999999996,"body":"They're not the one signing"},{"speaker":"Brandee Gaar","startTime":3087.816,"endTime":3089.5559999999996,"body":"the contract and I'm aware"},{"speaker":"Brandee Gaar","startTime":3089.5559999999996,"endTime":3092.4059999999995,"body":"of that, but they, they"},{"speaker":"Brandee Gaar","startTime":3089.5559999999996,"endTime":3092.4059999999995,"body":"have the client's ear."},{"speaker":"Brandee Gaar","startTime":3092.4259999999995,"endTime":3094.8259999999996,"body":"It's our job to make the"},{"speaker":"Brandee Gaar","startTime":3092.4259999999995,"endTime":3094.8259999999996,"body":"best choices for our clients."},{"speaker":"Brandee Gaar","startTime":3095.1559999999995,"endTime":3097.8759999999997,"body":"Um, so I would respect what"},{"speaker":"Brandee Gaar","startTime":3095.1559999999995,"endTime":3097.8759999999997,"body":"the planner's asking for, but"},{"speaker":"Brandee Gaar","startTime":3097.8859999999995,"endTime":3101.1459999999997,"body":"certainly if you can say, I'd"},{"speaker":"Brandee Gaar","startTime":3097.8859999999995,"endTime":3101.1459999999997,"body":"just love to point you to the"},{"speaker":"Brandee Gaar","startTime":3101.1859999999997,"endTime":3103.7459999999996,"body":"best direction, um, but I can"},{"speaker":"Brandee Gaar","startTime":3101.1859999999997,"endTime":3103.7459999999996,"body":"give you the rest as well."},{"speaker":"Brandee Gaar","startTime":3104.191,"endTime":3104.7509999999997,"body":"It is tough."},{"speaker":"Brandee Gaar","startTime":3104.7709999999997,"endTime":3107.0109999999995,"body":"I know it's tough for you guys"},{"speaker":"Brandee Gaar","startTime":3104.7709999999997,"endTime":3107.0109999999995,"body":"that are like, but honestly,"},{"speaker":"Brandee Gaar","startTime":3107.5109999999995,"endTime":3109.7409999999995,"body":"I mean, I, I guess on one"},{"speaker":"Brandee Gaar","startTime":3107.5109999999995,"endTime":3109.7409999999995,"body":"hand, I think it's tough."},{"speaker":"Brandee Gaar","startTime":3109.7409999999995,"endTime":3111.9509999999996,"body":"And on another hand, I think"},{"speaker":"Brandee Gaar","startTime":3109.7409999999995,"endTime":3111.9509999999996,"body":"like, it's kind of like"},{"speaker":"Brandee Gaar","startTime":3111.9509999999996,"endTime":3113.3909999999996,"body":"fishing in a tiny little pond."},{"speaker":"Brandee Gaar","startTime":3113.7609999999995,"endTime":3116.2309999999998,"body":"Like if the planners come to"},{"speaker":"Brandee Gaar","startTime":3113.7609999999995,"endTime":3116.2309999999998,"body":"you and said, Hey, I'd love"},{"speaker":"Brandee Gaar","startTime":3116.2309999999998,"endTime":3118.0109999999995,"body":"your information because"},{"speaker":"Brandee Gaar","startTime":3116.2309999999998,"endTime":3118.0109999999995,"body":"my client's interested."},{"speaker":"Brandee Gaar","startTime":3118.3509999999997,"endTime":3120.4709999999995,"body":"That's like, it's pretty sold."},{"speaker":"Brandee Gaar","startTime":3120.4809999999998,"endTime":3122.3109999999997,"body":"It's much more sold"},{"speaker":"Brandee Gaar","startTime":3120.4809999999998,"endTime":3122.3109999999997,"body":"than a cold lead."},{"speaker":"Brandee Gaar","startTime":3123.756,"endTime":3124.716,"body":"So I would treat it that way."},{"speaker":"Brandee Gaar","startTime":3124.716,"endTime":3126.3059999999996,"body":"I'd be like, Hey, thanks"},{"speaker":"Brandee Gaar","startTime":3124.716,"endTime":3126.3059999999996,"body":"so much for considering me."},{"speaker":"Brandee Gaar","startTime":3126.3059999999996,"endTime":3127.8959999999997,"body":"What can I do to"},{"speaker":"Brandee Gaar","startTime":3126.3059999999996,"endTime":3127.8959999999997,"body":"make your job easier?"},{"speaker":"Brandee Gaar","startTime":3127.9559999999997,"endTime":3128.8959999999997,"body":"Like, what can I give you?"},{"speaker":"Brandee Gaar","startTime":3129.1659999999997,"endTime":3131.2459999999996,"body":"You know, different"},{"speaker":"Brandee Gaar","startTime":3129.1659999999997,"endTime":3131.2459999999996,"body":"kinds of stuff."},{"speaker":"Brandee Gaar","startTime":3133.0159999999996,"endTime":3136.4459999999995,"body":"How do you handle follow"},{"speaker":"Brandee Gaar","startTime":3133.0159999999996,"endTime":3136.4459999999995,"body":"ups after your consults?"},{"speaker":"Brandee Gaar","startTime":3136.4459999999995,"endTime":3140.3059999999996,"body":"If, if, you know, usually"},{"speaker":"Brandee Gaar","startTime":3136.4459999999995,"endTime":3140.3059999999996,"body":"like after a consult we've"},{"speaker":"Brandee Gaar","startTime":3140.3059999999996,"endTime":3143.0759999999996,"body":"had recently, they say, well,"},{"speaker":"Brandee Gaar","startTime":3140.3059999999996,"endTime":3143.0759999999996,"body":"I need to get my fiance."},{"speaker":"Brandee Gaar","startTime":3143.0959999999995,"endTime":3144.9759999999997,"body":"I need to talk to my fiance or"},{"speaker":"Brandee Gaar","startTime":3143.0959999999995,"endTime":3144.9759999999997,"body":"my parents are paying for it."},{"speaker":"Brandee Gaar","startTime":3144.9759999999997,"endTime":3145.8859999999995,"body":"I have to talk to them."},{"speaker":"Brandee Gaar","startTime":3146.236,"endTime":3149.2459999999996,"body":"Are you, Following up"},{"speaker":"Brandee Gaar","startTime":3146.236,"endTime":3149.2459999999996,"body":"with them consistently?"},{"speaker":"Brandee Gaar","startTime":3149.2859999999996,"endTime":3150.8559999999998,"body":"Do you follow up with"},{"speaker":"Brandee Gaar","startTime":3149.2859999999996,"endTime":3150.8559999999998,"body":"them on a schedule?"},{"speaker":"Brandee Gaar","startTime":3150.8559999999998,"endTime":3153.066,"body":"Do you get to a point where if"},{"speaker":"Brandee Gaar","startTime":3150.8559999999998,"endTime":3153.066,"body":"they don't respond to you, you"},{"speaker":"Brandee Gaar","startTime":3153.066,"endTime":3156.3959999999997,"body":"just kind of like archive it as"},{"speaker":"Brandee Gaar","startTime":3153.066,"endTime":3156.3959999999997,"body":"like it's not going to happen?"},{"speaker":"Brandee Gaar","startTime":3156.3959999999997,"endTime":3159.796,"body":"Like how do you suggest"},{"speaker":"Brandee Gaar","startTime":3156.3959999999997,"endTime":3159.796,"body":"dealing with like the"},{"speaker":"Brandee Gaar","startTime":3159.8459999999995,"endTime":3161.4459999999995,"body":"ghosting after the consult?"},{"speaker":"Brandee Gaar","startTime":3161.6759999999995,"endTime":3162.4959999999996,"body":"Yeah, that's a great question."},{"speaker":"Brandee Gaar","startTime":3162.4959999999996,"endTime":3164.8559999999998,"body":"So he was asking how do you deal"},{"speaker":"Brandee Gaar","startTime":3162.4959999999996,"endTime":3164.8559999999998,"body":"with ghosting after the consult"},{"speaker":"Brandee Gaar","startTime":3165.276,"endTime":3168.086,"body":"if they didn't sign the contract"},{"speaker":"Brandee Gaar","startTime":3165.276,"endTime":3168.086,"body":"during the consult, right?"},{"speaker":"Brandee Gaar","startTime":3168.086,"endTime":3170.3259999999996,"body":"And when I say sign the contract"},{"speaker":"Brandee Gaar","startTime":3168.086,"endTime":3170.3259999999996,"body":"during the consult, I don't sit"},{"speaker":"Brandee Gaar","startTime":3170.3259999999996,"endTime":3171.1759999999995,"body":"there and watch them sign it."},{"speaker":"Brandee Gaar","startTime":3171.3909999999996,"endTime":3173.0809999999997,"body":"I do tell him like"},{"speaker":"Brandee Gaar","startTime":3171.3909999999996,"endTime":3173.0809999999997,"body":"I'm sending it to you."},{"speaker":"Brandee Gaar","startTime":3173.421,"endTime":3175.5809999999997,"body":"Um, but I think that's"},{"speaker":"Brandee Gaar","startTime":3173.421,"endTime":3175.5809999999997,"body":"a great question cause"},{"speaker":"Brandee Gaar","startTime":3175.5809999999997,"endTime":3176.441,"body":"it does happen, right?"},{"speaker":"Brandee Gaar","startTime":3176.461,"endTime":3176.8309999999997,"body":"Of course."},{"speaker":"Brandee Gaar","startTime":3176.8309999999997,"endTime":3178.3709999999996,"body":"There's people that are like,"},{"speaker":"Brandee Gaar","startTime":3176.8309999999997,"endTime":3178.3709999999996,"body":"Oh, I'm gonna talk to my fiance"},{"speaker":"Brandee Gaar","startTime":3178.3709999999996,"endTime":3180.361,"body":"or have these other meetings and"},{"speaker":"Brandee Gaar","startTime":3178.3709999999996,"endTime":3180.361,"body":"I just want to be respectful."},{"speaker":"Brandee Gaar","startTime":3180.7009999999996,"endTime":3181.921,"body":"The first thing I would"},{"speaker":"Brandee Gaar","startTime":3180.7009999999996,"endTime":3181.921,"body":"do is make sure you"},{"speaker":"Brandee Gaar","startTime":3181.921,"endTime":3182.961,"body":"have a followup date."},{"speaker":"Brandee Gaar","startTime":3183.2709999999997,"endTime":3185.6809999999996,"body":"So what we do is we'll say,"},{"speaker":"Brandee Gaar","startTime":3183.2709999999997,"endTime":3185.6809999999996,"body":"Oh, that's totally fine."},{"speaker":"Brandee Gaar","startTime":3185.9909999999995,"endTime":3186.341,"body":"I'll follow up."},{"speaker":"Brandee Gaar","startTime":3186.341,"endTime":3187.921,"body":"You'll follow up with"},{"speaker":"Brandee Gaar","startTime":3186.341,"endTime":3187.921,"body":"you in a couple of days."},{"speaker":"Brandee Gaar","startTime":3187.921,"endTime":3188.5309999999995,"body":"Don't worry about it."},{"speaker":"Brandee Gaar","startTime":3188.8309999999997,"endTime":3190.6409999999996,"body":"No, that's not"},{"speaker":"Brandee Gaar","startTime":3188.8309999999997,"endTime":3190.6409999999996,"body":"definitive, right?"},{"speaker":"Brandee Gaar","startTime":3190.8509999999997,"endTime":3192.6609999999996,"body":"I want you to say,"},{"speaker":"Brandee Gaar","startTime":3190.8509999999997,"endTime":3192.6609999999996,"body":"okay, that's no problem."},{"speaker":"Brandee Gaar","startTime":3192.8509999999997,"endTime":3194.0609999999997,"body":"When do you think"},{"speaker":"Brandee Gaar","startTime":3192.8509999999997,"endTime":3194.0609999999997,"body":"that you'll be able to"},{"speaker":"Brandee Gaar","startTime":3194.0609999999997,"endTime":3195.171,"body":"connect with your fiance?"},{"speaker":"Brandee Gaar","startTime":3195.191,"endTime":3195.5109999999995,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":3195.5209999999997,"endTime":3197.401,"body":"Like do you, are you guys"},{"speaker":"Brandee Gaar","startTime":3195.5209999999997,"endTime":3197.401,"body":"together this weekend?"},{"speaker":"Brandee Gaar","startTime":3197.7009999999996,"endTime":3199.5209999999997,"body":"Um, would it work for me"},{"speaker":"Brandee Gaar","startTime":3197.7009999999996,"endTime":3199.5209999999997,"body":"to follow up with you?"},{"speaker":"Brandee Gaar","startTime":3199.5509999999995,"endTime":3201.2309999999998,"body":"Say Tuesday, like Tuesday."},{"speaker":"Brandee Gaar","startTime":3201.3709999999996,"endTime":3206.1009999999997,"body":"for you and like get an"},{"speaker":"Brandee Gaar","startTime":3201.3709999999996,"endTime":3206.1009999999997,"body":"appointment on the schedule."},{"speaker":"Brandee Gaar","startTime":3206.1009999999997,"endTime":3207.0309999999995,"body":"It doesn't even have"},{"speaker":"Brandee Gaar","startTime":3206.1009999999997,"endTime":3207.0309999999995,"body":"to be a phone call."},{"speaker":"Brandee Gaar","startTime":3207.0309999999995,"endTime":3208.941,"body":"You can just say, I'll just"},{"speaker":"Brandee Gaar","startTime":3207.0309999999995,"endTime":3208.941,"body":"shoot you a text, um, or"},{"speaker":"Brandee Gaar","startTime":3208.941,"endTime":3209.671,"body":"we can jump in the call."},{"speaker":"Brandee Gaar","startTime":3209.671,"endTime":3212.7509999999997,"body":"However, it kind of plays out,"},{"speaker":"Brandee Gaar","startTime":3209.671,"endTime":3212.7509999999997,"body":"but get a definitive time."},{"speaker":"Brandee Gaar","startTime":3212.961,"endTime":3215.2309999999998,"body":"It helps you too, because"},{"speaker":"Brandee Gaar","startTime":3212.961,"endTime":3215.2309999999998,"body":"honestly, if you just say"},{"speaker":"Brandee Gaar","startTime":3215.2309999999998,"endTime":3216.151,"body":"like, okay, no problem."},{"speaker":"Brandee Gaar","startTime":3216.151,"endTime":3217.5609999999997,"body":"Let me know, or I'll follow up."},{"speaker":"Brandee Gaar","startTime":3217.8009999999995,"endTime":3220.691,"body":"You have no idea what"},{"speaker":"Brandee Gaar","startTime":3217.8009999999995,"endTime":3220.691,"body":"sometime means to them, right?"},{"speaker":"Brandee Gaar","startTime":3220.691,"endTime":3222.8959999999997,"body":"Or like, um, They could"},{"speaker":"Brandee Gaar","startTime":3220.691,"endTime":3222.8959999999997,"body":"be in the very beginning"},{"speaker":"Brandee Gaar","startTime":3222.8959999999997,"endTime":3224.9959999999996,"body":"stages of their planning,"},{"speaker":"Brandee Gaar","startTime":3222.8959999999997,"endTime":3224.9959999999996,"body":"especially for a videographer."},{"speaker":"Brandee Gaar","startTime":3225.006,"endTime":3226.6259999999997,"body":"Sometimes, well, no, you"},{"speaker":"Brandee Gaar","startTime":3225.006,"endTime":3226.6259999999997,"body":"guys are usually last."},{"speaker":"Brandee Gaar","startTime":3226.6459999999997,"endTime":3230.1159999999995,"body":"I'm sorry, but like you're"},{"speaker":"Brandee Gaar","startTime":3226.6459999999997,"endTime":3230.1159999999995,"body":"closer to the end, but they"},{"speaker":"Brandee Gaar","startTime":3230.1159999999995,"endTime":3233.4559999999997,"body":"could still, it's always a"},{"speaker":"Brandee Gaar","startTime":3230.1159999999995,"endTime":3233.4559999999997,"body":"videographers are always a, if"},{"speaker":"Brandee Gaar","startTime":3233.486,"endTime":3235.086,"body":"there's money left over, right?"},{"speaker":"Brandee Gaar","startTime":3235.086,"endTime":3236.0759999999996,"body":"I get that pain point."},{"speaker":"Brandee Gaar","startTime":3236.3759999999997,"endTime":3238.5359999999996,"body":"And so they might be still"},{"speaker":"Brandee Gaar","startTime":3236.3759999999997,"endTime":3238.5359999999996,"body":"waiting for some contracts"},{"speaker":"Brandee Gaar","startTime":3238.5359999999996,"endTime":3239.5159999999996,"body":"to come in or whatever."},{"speaker":"Brandee Gaar","startTime":3239.5159999999996,"endTime":3242.2859999999996,"body":"So I ask, I want to know like,"},{"speaker":"Brandee Gaar","startTime":3239.5159999999996,"endTime":3242.2859999999996,"body":"what's your deciding factor"},{"speaker":"Brandee Gaar","startTime":3242.4459999999995,"endTime":3246.9359999999997,"body":"or if your fiance loved it"},{"speaker":"Brandee Gaar","startTime":3242.4459999999995,"endTime":3246.9359999999997,"body":"too, is it a yes from you?"},{"speaker":"Brandee Gaar","startTime":3247.131,"endTime":3248.131,"body":"Like, does it feel good?"},{"speaker":"Brandee Gaar","startTime":3248.1409999999996,"endTime":3249.8009999999995,"body":"Do you feel like this, you"},{"speaker":"Brandee Gaar","startTime":3248.1409999999996,"endTime":3249.8009999999995,"body":"know, or is there something"},{"speaker":"Brandee Gaar","startTime":3249.8009999999995,"endTime":3251.2309999999998,"body":"that I missed in talking about?"},{"speaker":"Brandee Gaar","startTime":3251.2309999999998,"endTime":3253.2609999999995,"body":"Are there any questions"},{"speaker":"Brandee Gaar","startTime":3251.2309999999998,"endTime":3253.2609999999995,"body":"that your fiance might have?"},{"speaker":"Brandee Gaar","startTime":3253.651,"endTime":3254.6609999999996,"body":"You know, something like that."},{"speaker":"Brandee Gaar","startTime":3254.671,"endTime":3256.0209999999997,"body":"So I always want to do that."},{"speaker":"Brandee Gaar","startTime":3256.0209999999997,"endTime":3258.8309999999997,"body":"And then in the follow ups,"},{"speaker":"Brandee Gaar","startTime":3256.0209999999997,"endTime":3258.8309999999997,"body":"one of the reasons I am"},{"speaker":"Brandee Gaar","startTime":3258.8309999999997,"endTime":3262.3509999999997,"body":"passionate, Mark and I are both"},{"speaker":"Brandee Gaar","startTime":3258.8309999999997,"endTime":3262.3509999999997,"body":"very passionate about texting."},{"speaker":"Brandee Gaar","startTime":3262.7709999999997,"endTime":3266.1409999999996,"body":"It's, um, it's, it's not, it's"},{"speaker":"Brandee Gaar","startTime":3262.7709999999997,"endTime":3266.1409999999996,"body":"not even negotiable anymore."},{"speaker":"Brandee Gaar","startTime":3266.1809999999996,"endTime":3267.4509999999996,"body":"Like it's not even negotiable."},{"speaker":"Brandee Gaar","startTime":3267.4809999999998,"endTime":3268.901,"body":"You must text in"},{"speaker":"Brandee Gaar","startTime":3267.4809999999998,"endTime":3268.901,"body":"your sales funnel."},{"speaker":"Brandee Gaar","startTime":3268.941,"endTime":3269.421,"body":"You have to."},{"speaker":"Brandee Gaar","startTime":3269.901,"endTime":3270.421,"body":"So."},{"speaker":"Brandee Gaar","startTime":3270.8209999999995,"endTime":3273.3509999999997,"body":"The reason that I think that's"},{"speaker":"Brandee Gaar","startTime":3270.8209999999995,"endTime":3273.3509999999997,"body":"so important, though, is because"},{"speaker":"Brandee Gaar","startTime":3273.3709999999996,"endTime":3274.7609999999995,"body":"it sets the tone for after."},{"speaker":"Brandee Gaar","startTime":3275.0109999999995,"endTime":3277.5709999999995,"body":"If they don't book during"},{"speaker":"Brandee Gaar","startTime":3275.0109999999995,"endTime":3277.5709999999995,"body":"the consult, I can drop"},{"speaker":"Brandee Gaar","startTime":3277.5709999999995,"endTime":3280.961,"body":"into Jenny's text messages"},{"speaker":"Brandee Gaar","startTime":3277.5709999999995,"endTime":3280.961,"body":"and say, Hey, Jenny, I know"},{"speaker":"Brandee Gaar","startTime":3280.961,"endTime":3282.7409999999995,"body":"that you said that you were"},{"speaker":"Brandee Gaar","startTime":3280.961,"endTime":3282.7409999999995,"body":"talking to Mike this weekend."},{"speaker":"Brandee Gaar","startTime":3283.0109999999995,"endTime":3285.0409999999997,"body":"I just wanted to follow up"},{"speaker":"Brandee Gaar","startTime":3283.0109999999995,"endTime":3285.0409999999997,"body":"and see if you guys were ready"},{"speaker":"Brandee Gaar","startTime":3285.0409999999997,"endTime":3286.131,"body":"to go ahead and move forward."},{"speaker":"Brandee Gaar","startTime":3286.2609999999995,"endTime":3286.591,"body":"Right."},{"speaker":"Brandee Gaar","startTime":3287.0309999999995,"endTime":3288.5009999999997,"body":"I want to, I want to"},{"speaker":"Brandee Gaar","startTime":3287.0309999999995,"endTime":3288.5009999999997,"body":"just check in on that."},{"speaker":"Brandee Gaar","startTime":3288.7209999999995,"endTime":3288.9709999999995,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":3288.9809999999998,"endTime":3291.4509999999996,"body":"So it helps a little bit"},{"speaker":"Brandee Gaar","startTime":3288.9809999999998,"endTime":3291.4509999999996,"body":"because emails just get buried."},{"speaker":"Brandee Gaar","startTime":3291.6809999999996,"endTime":3294.8709999999996,"body":"And to be honest, I have"},{"speaker":"Brandee Gaar","startTime":3291.6809999999996,"endTime":3294.8709999999996,"body":"a Gen Zer, she does not"},{"speaker":"Brandee Gaar","startTime":3294.8709999999996,"endTime":3295.6209999999996,"body":"know how to use email."},{"speaker":"Brandee Gaar","startTime":3295.9309999999996,"endTime":3296.8009999999995,"body":"It's so painful."},{"speaker":"Brandee Gaar","startTime":3297.2009999999996,"endTime":3298.2909999999997,"body":"It's so painful."},{"speaker":"Brandee Gaar","startTime":3298.2909999999997,"endTime":3300.1009999999997,"body":"And they just don't, they"},{"speaker":"Brandee Gaar","startTime":3298.2909999999997,"endTime":3300.1009999999997,"body":"don't check email that much."},{"speaker":"Brandee Gaar","startTime":3300.1009999999997,"endTime":3302.7509999999997,"body":"So if I can get into their"},{"speaker":"Brandee Gaar","startTime":3300.1009999999997,"endTime":3302.7509999999997,"body":"texts, even if they tell"},{"speaker":"Brandee Gaar","startTime":3302.7509999999997,"endTime":3305.3909999999996,"body":"you no, the, at least they"},{"speaker":"Brandee Gaar","startTime":3302.7509999999997,"endTime":3305.3909999999996,"body":"respond most of the time."},{"speaker":"Brandee Gaar","startTime":3305.8209999999995,"endTime":3308.0409999999997,"body":"And then you had the last"},{"speaker":"Brandee Gaar","startTime":3305.8209999999995,"endTime":3308.0409999999997,"body":"question, which was, Oh, do you"},{"speaker":"Brandee Gaar","startTime":3308.0409999999997,"endTime":3309.4309999999996,"body":"archive them at a certain point?"},{"speaker":"Brandee Gaar","startTime":3310.2409999999995,"endTime":3310.2709999999997,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":3310.9759999999997,"endTime":3311.9459999999995,"body":"I am torn on this."},{"speaker":"Brandee Gaar","startTime":3312.2459999999996,"endTime":3314.3659999999995,"body":"I have a team and we"},{"speaker":"Brandee Gaar","startTime":3312.2459999999996,"endTime":3314.3659999999995,"body":"have a sales manager."},{"speaker":"Brandee Gaar","startTime":3314.4159999999997,"endTime":3316.836,"body":"And so no, she's not allowed"},{"speaker":"Brandee Gaar","startTime":3314.4159999999997,"endTime":3316.836,"body":"to archive them till they"},{"speaker":"Brandee Gaar","startTime":3316.836,"endTime":3319.1659999999997,"body":"physically tell her no, or"},{"speaker":"Brandee Gaar","startTime":3316.836,"endTime":3319.1659999999997,"body":"their wedding day has passed."},{"speaker":"Brandee Gaar","startTime":3320.0759999999996,"endTime":3321.466,"body":"I am also aware."},{"speaker":"Brandee Gaar","startTime":3321.466,"endTime":3323.6159999999995,"body":"I've been a solopreneur,"},{"speaker":"Brandee Gaar","startTime":3321.466,"endTime":3323.6159999999995,"body":"had a very small team where"},{"speaker":"Brandee Gaar","startTime":3323.6159999999995,"endTime":3324.526,"body":"I was doing the sales."},{"speaker":"Brandee Gaar","startTime":3324.566,"endTime":3326.2459999999996,"body":"That's not realistic"},{"speaker":"Brandee Gaar","startTime":3324.566,"endTime":3326.2459999999996,"body":"for everybody."},{"speaker":"Brandee Gaar","startTime":3326.5159999999996,"endTime":3330.4559999999997,"body":"So I think make your own"},{"speaker":"Brandee Gaar","startTime":3326.5159999999996,"endTime":3330.4559999999997,"body":"decision, but that's also"},{"speaker":"Brandee Gaar","startTime":3330.4559999999997,"endTime":3332.3859999999995,"body":"why it's so important to ask"},{"speaker":"Brandee Gaar","startTime":3330.4559999999997,"endTime":3332.3859999999995,"body":"them during that consult."},{"speaker":"Brandee Gaar","startTime":3332.3859999999995,"endTime":3333.9559999999997,"body":"Like, when are you planning"},{"speaker":"Brandee Gaar","startTime":3332.3859999999995,"endTime":3333.9559999999997,"body":"on making this decision?"},{"speaker":"Brandee Gaar","startTime":3333.966,"endTime":3336.3659999999995,"body":"Because if you're in the"},{"speaker":"Brandee Gaar","startTime":3333.966,"endTime":3336.3659999999995,"body":"beginning stages, if you're a"},{"speaker":"Brandee Gaar","startTime":3336.3659999999995,"endTime":3339.526,"body":"photographer, venue planner,"},{"speaker":"Brandee Gaar","startTime":3336.3659999999995,"endTime":3339.526,"body":"if you're looking for"},{"speaker":"Brandee Gaar","startTime":3339.526,"endTime":3341.526,"body":"honestly, even entertainment,"},{"speaker":"Brandee Gaar","startTime":3339.526,"endTime":3341.526,"body":"you're likely getting booked"},{"speaker":"Brandee Gaar","startTime":3341.526,"endTime":3343.046,"body":"towards the beginning and"},{"speaker":"Brandee Gaar","startTime":3341.526,"endTime":3343.046,"body":"they're still just trying"},{"speaker":"Brandee Gaar","startTime":3343.046,"endTime":3343.9459999999995,"body":"to get their ducks in a row."},{"speaker":"Brandee Gaar","startTime":3343.9459999999995,"endTime":3345.006,"body":"Like they're overwhelmed."},{"speaker":"Brandee Gaar","startTime":3345.236,"endTime":3347.6359999999995,"body":"They just put down a 15,"},{"speaker":"Brandee Gaar","startTime":3345.236,"endTime":3347.6359999999995,"body":"000 deposit on the venue."},{"speaker":"Brandee Gaar","startTime":3347.6659999999997,"endTime":3349.3959999999997,"body":"They're like, I know I need"},{"speaker":"Brandee Gaar","startTime":3347.6659999999997,"endTime":3349.3959999999997,"body":"to book these other vendors,"},{"speaker":"Brandee Gaar","startTime":3349.776,"endTime":3350.6259999999997,"body":"but I don't have the money."},{"speaker":"Brandee Gaar","startTime":3350.6259999999997,"endTime":3351.6459999999997,"body":"They don't want to say that."},{"speaker":"Brandee Gaar","startTime":3351.6559999999995,"endTime":3352.046,"body":"Right."},{"speaker":"Brandee Gaar","startTime":3352.256,"endTime":3354.5959999999995,"body":"So ask the question, when do you"},{"speaker":"Brandee Gaar","startTime":3352.256,"endTime":3354.5959999999995,"body":"think that you're planning to"},{"speaker":"Brandee Gaar","startTime":3354.5959999999995,"endTime":3356.1959999999995,"body":"make a final decision on this?"},{"speaker":"Brandee Gaar","startTime":3356.2659999999996,"endTime":3356.5759999999996,"body":"Right."},{"speaker":"Brandee Gaar","startTime":3356.796,"endTime":3358.9459999999995,"body":"Because if they say,"},{"speaker":"Brandee Gaar","startTime":3356.796,"endTime":3358.9459999999995,"body":"honestly, we're just kind"},{"speaker":"Brandee Gaar","startTime":3358.9459999999995,"endTime":3361.566,"body":"of figuring out who we want"},{"speaker":"Brandee Gaar","startTime":3358.9459999999995,"endTime":3361.566,"body":"to work with right now."},{"speaker":"Brandee Gaar","startTime":3361.566,"endTime":3362.7459999999996,"body":"And we're really not"},{"speaker":"Brandee Gaar","startTime":3361.566,"endTime":3362.7459999999996,"body":"planning on making this"},{"speaker":"Brandee Gaar","startTime":3362.7459999999996,"endTime":3363.7509999999997,"body":"decision till the very end."},{"speaker":"Brandee Gaar","startTime":3363.7509999999997,"endTime":3364.4909999999995,"body":"The end of March."},{"speaker":"Brandee Gaar","startTime":3364.8009999999995,"endTime":3365.3109999999997,"body":"Well, that sucks."},{"speaker":"Brandee Gaar","startTime":3365.3109999999997,"endTime":3366.3009999999995,"body":"I might not be available, right?"},{"speaker":"Brandee Gaar","startTime":3366.5109999999995,"endTime":3368.961,"body":"But you don't say that part,"},{"speaker":"Brandee Gaar","startTime":3366.5109999999995,"endTime":3368.961,"body":"but you would say like,"},{"speaker":"Brandee Gaar","startTime":3368.9909999999995,"endTime":3369.9309999999996,"body":"okay, that's no problem."},{"speaker":"Brandee Gaar","startTime":3369.9509999999996,"endTime":3372.4509999999996,"body":"So you want to know, okay, I'm"},{"speaker":"Brandee Gaar","startTime":3369.9509999999996,"endTime":3372.4509999999996,"body":"not going to dump them out of"},{"speaker":"Brandee Gaar","startTime":3372.4509999999996,"endTime":3373.7709999999997,"body":"my system till at least then."},{"speaker":"Brandee Gaar","startTime":3373.901,"endTime":3374.2609999999995,"body":"Right."},{"speaker":"Brandee Gaar","startTime":3374.611,"endTime":3378.7709999999997,"body":"Um, so, but if you have"},{"speaker":"Brandee Gaar","startTime":3374.611,"endTime":3378.7709999999997,"body":"the capacity, my answer is"},{"speaker":"Brandee Gaar","startTime":3378.7709999999997,"endTime":3380.631,"body":"you never archive them till"},{"speaker":"Brandee Gaar","startTime":3378.7709999999997,"endTime":3380.631,"body":"their wedding day has passed"},{"speaker":"Brandee Gaar","startTime":3380.6409999999996,"endTime":3381.4309999999996,"body":"or they've told you no."},{"speaker":"Brandee Gaar","startTime":3382.1009999999997,"endTime":3382.8309999999997,"body":"They reached out to you."},{"speaker":"Brandee Gaar","startTime":3382.901,"endTime":3383.7709999999997,"body":"You're not cool calling them."},{"speaker":"Brandee Gaar","startTime":3392.7009999999996,"endTime":3393.2209999999995,"body":"Never."},{"speaker":"Brandee Gaar","startTime":3393.7509999999997,"endTime":3394.2609999999995,"body":"No."},{"speaker":"Brandee Gaar","startTime":3394.6409999999996,"endTime":3396.111,"body":"And that's actually"},{"speaker":"Brandee Gaar","startTime":3394.6409999999996,"endTime":3396.111,"body":"how you get it back."},{"speaker":"Brandee Gaar","startTime":3397.9309999999996,"endTime":3398.9309999999996,"body":"That's a great question."},{"speaker":"Brandee Gaar","startTime":3398.9309999999996,"endTime":3400.6809999999996,"body":"I'm so glad that you asked"},{"speaker":"Brandee Gaar","startTime":3398.9309999999996,"endTime":3400.6809999999996,"body":"that because that's actually"},{"speaker":"Brandee Gaar","startTime":3400.6809999999996,"endTime":3401.8509999999997,"body":"how you get the contract back."},{"speaker":"Brandee Gaar","startTime":3402.1209999999996,"endTime":3402.5509999999995,"body":"So."},{"speaker":"Brandee Gaar","startTime":3403.361,"endTime":3405.5309999999995,"body":"When I send the contract, I"},{"speaker":"Brandee Gaar","startTime":3403.361,"endTime":3405.5309999999995,"body":"do, like, when we're kind of"},{"speaker":"Brandee Gaar","startTime":3405.5309999999995,"endTime":3407.401,"body":"just kind of towards the end,"},{"speaker":"Brandee Gaar","startTime":3405.5309999999995,"endTime":3407.401,"body":"like, I'll say, like, I'm going"},{"speaker":"Brandee Gaar","startTime":3407.401,"endTime":3409.0829999999996,"body":"to send the contract over, and"},{"speaker":"Brandee Gaar","startTime":3407.401,"endTime":3409.0829999999996,"body":"they're like, I'm so excited,"},{"speaker":"Brandee Gaar","startTime":3409.0829999999996,"endTime":3410.0309999999995,"body":"it's going to be so fun."},{"speaker":"Brandee Gaar","startTime":3410.341,"endTime":3413.111,"body":"I always say, like, quick"},{"speaker":"Brandee Gaar","startTime":3410.341,"endTime":3413.111,"body":"caveat, like, just so you"},{"speaker":"Brandee Gaar","startTime":3413.111,"endTime":3414.841,"body":"know, you want to make sure"},{"speaker":"Brandee Gaar","startTime":3413.111,"endTime":3414.841,"body":"you do that quickly, because"},{"speaker":"Brandee Gaar","startTime":3414.841,"endTime":3416.7409999999995,"body":"we don't hold your date"},{"speaker":"Brandee Gaar","startTime":3414.841,"endTime":3416.7409999999995,"body":"until the signed contract"},{"speaker":"Brandee Gaar","startTime":3416.7609999999995,"endTime":3418.0409999999997,"body":"and the retainer is back."},{"speaker":"Brandee Gaar","startTime":3418.3309999999997,"endTime":3421.171,"body":"And I want to make sure that"},{"speaker":"Brandee Gaar","startTime":3418.3309999999997,"endTime":3421.171,"body":"you get, you guys get this"},{"speaker":"Brandee Gaar","startTime":3421.171,"endTime":3422.4909999999995,"body":"date on our calendar, right?"},{"speaker":"Brandee Gaar","startTime":3422.7709999999997,"endTime":3425.2309999999998,"body":"And I think that that's"},{"speaker":"Brandee Gaar","startTime":3422.7709999999997,"endTime":3425.2309999999998,"body":"really important, because they"},{"speaker":"Brandee Gaar","startTime":3425.2309999999998,"endTime":3427.921,"body":"kind of assume if they did a"},{"speaker":"Brandee Gaar","startTime":3425.2309999999998,"endTime":3427.921,"body":"consultation with you, that."},{"speaker":"Brandee Gaar","startTime":3428.7059999999997,"endTime":3430.466,"body":"You owe them first"},{"speaker":"Brandee Gaar","startTime":3428.7059999999997,"endTime":3430.466,"body":"right of refusal."},{"speaker":"Brandee Gaar","startTime":3430.466,"endTime":3432.6459999999997,"body":"And I'm like, I don't like,"},{"speaker":"Brandee Gaar","startTime":3430.466,"endTime":3432.6459999999997,"body":"you're not, you're probably"},{"speaker":"Brandee Gaar","startTime":3432.6459999999997,"endTime":3434.4959999999996,"body":"not even going to respond to"},{"speaker":"Brandee Gaar","startTime":3432.6459999999997,"endTime":3434.4959999999996,"body":"me if you leave this room."},{"speaker":"Brandee Gaar","startTime":3434.506,"endTime":3437.756,"body":"So I don't owe you holding"},{"speaker":"Brandee Gaar","startTime":3434.506,"endTime":3437.756,"body":"my date, holding your date."},{"speaker":"Brandee Gaar","startTime":3437.756,"endTime":3438.0359999999996,"body":"Right."},{"speaker":"Brandee Gaar","startTime":3438.276,"endTime":3440.2059999999997,"body":"So obviously you say it"},{"speaker":"Brandee Gaar","startTime":3438.276,"endTime":3440.2059999999997,"body":"much nicer than that, but"},{"speaker":"Brandee Gaar","startTime":3440.2059999999997,"endTime":3442.6859999999997,"body":"I do let them know that"},{"speaker":"Brandee Gaar","startTime":3440.2059999999997,"endTime":3442.6859999999997,"body":"it's not held until we"},{"speaker":"Brandee Gaar","startTime":3442.6959999999995,"endTime":3444.736,"body":"have that retainer on file."},{"speaker":"Brandee Gaar","startTime":3446.2259999999997,"endTime":3449.2879999999996,"body":"Uh, to the point of your"},{"speaker":"Brandee Gaar","startTime":3446.2259999999997,"endTime":3449.2879999999996,"body":"followup with them until"},{"speaker":"Brandee Gaar","startTime":3449.2879999999996,"endTime":3451.5509999999995,"body":"they have their way."},{"speaker":"Brandee Gaar","startTime":3451.5509999999995,"endTime":3452.1169999999997,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":3452.1169999999997,"endTime":3455.4559999999997,"body":"Uh, what's your regularity"},{"speaker":"Brandee Gaar","startTime":3452.1169999999997,"endTime":3455.4559999999997,"body":"on that and what's"},{"speaker":"Brandee Gaar","startTime":3455.4559999999997,"endTime":3457.586,"body":"your methods for, yeah."},{"speaker":"Brandee Gaar","startTime":3458.2059999999997,"endTime":3458.466,"body":"Yeah."},{"speaker":"Brandee Gaar","startTime":3458.4959999999996,"endTime":3458.9359999999997,"body":"So, okay."},{"speaker":"Brandee Gaar","startTime":3458.9359999999997,"endTime":3462.0959999999995,"body":"Say they left the consultation"},{"speaker":"Brandee Gaar","startTime":3458.9359999999997,"endTime":3462.0959999999995,"body":"and didn't sign yet."},{"speaker":"Brandee Gaar","startTime":3462.0959999999995,"endTime":3462.3759999999997,"body":"Right."},{"speaker":"Brandee Gaar","startTime":3462.6059999999998,"endTime":3465.1359999999995,"body":"So first I'm going to follow up"},{"speaker":"Brandee Gaar","startTime":3462.6059999999998,"endTime":3465.1359999999995,"body":"with them when they told me to."},{"speaker":"Brandee Gaar","startTime":3465.1559999999995,"endTime":3466.9459999999995,"body":"So even if it's two weeks,"},{"speaker":"Brandee Gaar","startTime":3465.1559999999995,"endTime":3466.9459999999995,"body":"I'm going to wait two"},{"speaker":"Brandee Gaar","startTime":3466.9459999999995,"endTime":3467.6859999999997,"body":"weeks out of respect."},{"speaker":"Brandee Gaar","startTime":3467.6859999999997,"endTime":3468.4059999999995,"body":"That's when they told me."},{"speaker":"Brandee Gaar","startTime":3468.4059999999995,"endTime":3468.6359999999995,"body":"Right."},{"speaker":"Brandee Gaar","startTime":3468.966,"endTime":3471.5159999999996,"body":"Um, and then from there,"},{"speaker":"Brandee Gaar","startTime":3468.966,"endTime":3471.5159999999996,"body":"this is how I do it."},{"speaker":"Brandee Gaar","startTime":3471.5159999999996,"endTime":3475.5759999999996,"body":"There's lots of ways to do it,"},{"speaker":"Brandee Gaar","startTime":3471.5159999999996,"endTime":3475.5759999999996,"body":"but, um, even our system does"},{"speaker":"Brandee Gaar","startTime":3475.5759999999996,"endTime":3477.486,"body":"remind us like, Hey, it's time"},{"speaker":"Brandee Gaar","startTime":3475.5759999999996,"endTime":3477.486,"body":"to do your second follow up."},{"speaker":"Brandee Gaar","startTime":3477.486,"endTime":3478.4959999999996,"body":"It's time to do your"},{"speaker":"Brandee Gaar","startTime":3477.486,"endTime":3478.4959999999996,"body":"third follow up."},{"speaker":"Brandee Gaar","startTime":3478.836,"endTime":3480.4359999999997,"body":"I just don't have time to"},{"speaker":"Brandee Gaar","startTime":3478.836,"endTime":3480.4359999999997,"body":"be interrupted that many"},{"speaker":"Brandee Gaar","startTime":3480.4359999999997,"endTime":3481.236,"body":"times during the day."},{"speaker":"Brandee Gaar","startTime":3481.236,"endTime":3482.0759999999996,"body":"It's frustrating."},{"speaker":"Brandee Gaar","startTime":3482.086,"endTime":3482.716,"body":"And you're like, ugh."},{"speaker":"Brandee Gaar","startTime":3483.1059999999998,"endTime":3485.8459999999995,"body":"So I personally, when I was"},{"speaker":"Brandee Gaar","startTime":3483.1059999999998,"endTime":3485.8459999999995,"body":"doing sales every Friday"},{"speaker":"Brandee Gaar","startTime":3485.8459999999995,"endTime":3487.276,"body":"morning, It was on my calendar."},{"speaker":"Brandee Gaar","startTime":3487.5359999999996,"endTime":3489.6359999999995,"body":"I spent an hour typically"},{"speaker":"Brandee Gaar","startTime":3487.5359999999996,"endTime":3489.6359999999995,"body":"and I would go through"},{"speaker":"Brandee Gaar","startTime":3489.7659999999996,"endTime":3492.026,"body":"every lead that needed to"},{"speaker":"Brandee Gaar","startTime":3489.7659999999996,"endTime":3492.026,"body":"move to the next follow up."},{"speaker":"Brandee Gaar","startTime":3492.296,"endTime":3494.5359999999996,"body":"And then I would just look at"},{"speaker":"Brandee Gaar","startTime":3492.296,"endTime":3494.5359999999996,"body":"it and go, okay, this person"},{"speaker":"Brandee Gaar","startTime":3494.5359999999996,"endTime":3495.4159999999997,"body":"needs a third follow up."},{"speaker":"Brandee Gaar","startTime":3495.4459999999995,"endTime":3496.7059999999997,"body":"What was the last"},{"speaker":"Brandee Gaar","startTime":3495.4459999999995,"endTime":3496.7059999999997,"body":"communication with them?"},{"speaker":"Brandee Gaar","startTime":3496.966,"endTime":3498.8859999999995,"body":"And when I'm writing my"},{"speaker":"Brandee Gaar","startTime":3496.966,"endTime":3498.8859999999995,"body":"communication, I say whether"},{"speaker":"Brandee Gaar","startTime":3498.8859999999995,"endTime":3501.6259999999997,"body":"I text them or whether"},{"speaker":"Brandee Gaar","startTime":3498.8859999999995,"endTime":3501.6259999999997,"body":"I email them so I know."},{"speaker":"Brandee Gaar","startTime":3501.9759999999997,"endTime":3504.3259999999996,"body":"Um, and then I'll just, I"},{"speaker":"Brandee Gaar","startTime":3501.9759999999997,"endTime":3504.3259999999996,"body":"literally just sit on my couch"},{"speaker":"Brandee Gaar","startTime":3504.3259999999996,"endTime":3506.736,"body":"usually and cause you're getting"},{"speaker":"Brandee Gaar","startTime":3504.3259999999996,"endTime":3506.736,"body":"ready for a wedding or something"},{"speaker":"Brandee Gaar","startTime":3507.046,"endTime":3509.2259999999997,"body":"and you're just like, okay, I'm"},{"speaker":"Brandee Gaar","startTime":3507.046,"endTime":3509.2259999999997,"body":"going to sit here and follow"},{"speaker":"Brandee Gaar","startTime":3509.2259999999997,"endTime":3511.6359999999995,"body":"up with all the leads to the"},{"speaker":"Brandee Gaar","startTime":3509.2259999999997,"endTime":3511.6359999999995,"body":"other reason I really like it"},{"speaker":"Brandee Gaar","startTime":3511.6359999999995,"endTime":3513.8859999999995,"body":"on Fridays is because they're"},{"speaker":"Brandee Gaar","startTime":3511.6359999999995,"endTime":3513.8859999999995,"body":"going into the weekend, which"},{"speaker":"Brandee Gaar","startTime":3513.8959999999997,"endTime":3515.506,"body":"they typically have more time."},{"speaker":"Brandee Gaar","startTime":3515.7409999999995,"endTime":3516.1209999999996,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":3516.381,"endTime":3517.7509999999997,"body":"And so I'm like, great."},{"speaker":"Brandee Gaar","startTime":3517.7609999999995,"endTime":3520.341,"body":"And if they just respond that"},{"speaker":"Brandee Gaar","startTime":3517.7609999999995,"endTime":3520.341,"body":"they're ready for a contract,"},{"speaker":"Brandee Gaar","startTime":3520.361,"endTime":3522.3909999999996,"body":"that's a pretty easy thing"},{"speaker":"Brandee Gaar","startTime":3520.361,"endTime":3522.3909999999996,"body":"to do at a wedding or to have"},{"speaker":"Brandee Gaar","startTime":3522.3909999999996,"endTime":3523.5209999999997,"body":"your assistant do, right?"},{"speaker":"Brandee Gaar","startTime":3523.5209999999997,"endTime":3525.3709999999996,"body":"It's not like you have to"},{"speaker":"Brandee Gaar","startTime":3523.5209999999997,"endTime":3525.3709999999996,"body":"like nurture them anymore."},{"speaker":"Brandee Gaar","startTime":3525.3709999999996,"endTime":3526.7209999999995,"body":"You're just trying to"},{"speaker":"Brandee Gaar","startTime":3525.3709999999996,"endTime":3526.7209999999995,"body":"find out yes or no."},{"speaker":"Brandee Gaar","startTime":3527.0109999999995,"endTime":3528.5609999999997,"body":"Um, so that's why I"},{"speaker":"Brandee Gaar","startTime":3527.0109999999995,"endTime":3528.5609999999997,"body":"like Fridays, but that's"},{"speaker":"Brandee Gaar","startTime":3528.5609999999997,"endTime":3529.5109999999995,"body":"my personal cadence."},{"speaker":"Brandee Gaar","startTime":3529.5209999999997,"endTime":3532.5309999999995,"body":"I think it's helpful if"},{"speaker":"Brandee Gaar","startTime":3529.5209999999997,"endTime":3532.5309999999995,"body":"you can set one or two hour"},{"speaker":"Brandee Gaar","startTime":3532.5309999999995,"endTime":3536.0209999999997,"body":"blocks on your calendars to"},{"speaker":"Brandee Gaar","startTime":3532.5309999999995,"endTime":3536.0209999999997,"body":"everyone at once, just easier."},{"speaker":"Brandee Gaar","startTime":3538.2309999999998,"endTime":3540.5509999999995,"body":"I have a question about,"},{"speaker":"Brandee Gaar","startTime":3538.2309999999998,"endTime":3540.5509999999995,"body":"I know everything you"},{"speaker":"Brandee Gaar","startTime":3540.5509999999995,"endTime":3541.7909999999997,"body":"said sounds awesome."},{"speaker":"Brandee Gaar","startTime":3542.3009999999995,"endTime":3544.0809999999997,"body":"What if you're a"},{"speaker":"Brandee Gaar","startTime":3542.3009999999995,"endTime":3544.0809999999997,"body":"company that like."},{"speaker":"Brandee Gaar","startTime":3544.381,"endTime":3546.2309999999998,"body":"Doesn't send full"},{"speaker":"Brandee Gaar","startTime":3544.381,"endTime":3546.2309999999998,"body":"pricing right away."},{"speaker":"Brandee Gaar","startTime":3546.3509999999997,"endTime":3549.0509999999995,"body":"Maybe just starting when you"},{"speaker":"Brandee Gaar","startTime":3546.3509999999997,"endTime":3549.0509999999995,"body":"have better opportunity to sell"},{"speaker":"Brandee Gaar","startTime":3549.711,"endTime":3553.7409999999995,"body":"If they if you get them on a"},{"speaker":"Brandee Gaar","startTime":3549.711,"endTime":3553.7409999999995,"body":"call You know, like let's say"},{"speaker":"Brandee Gaar","startTime":3553.7709999999997,"endTime":3555.8009999999995,"body":"they have your full pricing"},{"speaker":"Brandee Gaar","startTime":3553.7709999999997,"endTime":3555.8009999999995,"body":"and they don't book a call"},{"speaker":"Brandee Gaar","startTime":3555.8009999999995,"endTime":3558.5409999999997,"body":"right away You kind of like"},{"speaker":"Brandee Gaar","startTime":3555.8009999999995,"endTime":3558.5409999999997,"body":"showed your full hand instead"},{"speaker":"Brandee Gaar","startTime":3558.5409999999997,"endTime":3561.1359999999995,"body":"of like maybe starting pricing"},{"speaker":"Brandee Gaar","startTime":3558.5409999999997,"endTime":3561.1359999999995,"body":"and selling Yeah, no, I think"},{"speaker":"Brandee Gaar","startTime":3561.1359999999995,"endTime":3564.4559999999997,"body":"starting pricing is totally fine"},{"speaker":"Brandee Gaar","startTime":3561.1359999999995,"endTime":3564.4559999999997,"body":"or a range of investment before"},{"speaker":"Brandee Gaar","startTime":3564.4559999999997,"endTime":3565.756,"body":"they totally get on the call."},{"speaker":"Brandee Gaar","startTime":3565.756,"endTime":3566.756,"body":"Yeah, I think"},{"speaker":"Brandee Gaar","startTime":3565.756,"endTime":3566.756,"body":"that's totally fine."},{"speaker":"Brandee Gaar","startTime":3567.026,"endTime":3569.5359999999996,"body":"The big thing is that we want"},{"speaker":"Brandee Gaar","startTime":3567.026,"endTime":3569.5359999999996,"body":"them to have an understanding"},{"speaker":"Brandee Gaar","startTime":3569.5359999999996,"endTime":3572.2659999999996,"body":"of what your price range is."},{"speaker":"Brandee Gaar","startTime":3572.6159999999995,"endTime":3574.3459999999995,"body":"Because, you know, there's"},{"speaker":"Brandee Gaar","startTime":3572.6159999999995,"endTime":3574.3459999999995,"body":"nothing more frustrating"},{"speaker":"Brandee Gaar","startTime":3574.4159999999997,"endTime":3576.2659999999996,"body":"than getting on a call with"},{"speaker":"Brandee Gaar","startTime":3574.4159999999997,"endTime":3576.2659999999996,"body":"somebody and you're starting"},{"speaker":"Brandee Gaar","startTime":3576.2659999999996,"endTime":3578.816,"body":"price is 2, 500 and they're"},{"speaker":"Brandee Gaar","startTime":3576.2659999999996,"endTime":3578.816,"body":"like, my budget's 800."},{"speaker":"Brandee Gaar","startTime":3578.816,"endTime":3582.171,"body":"And you're like, But they didn't"},{"speaker":"Brandee Gaar","startTime":3578.816,"endTime":3582.171,"body":"know, you know, they don't know."},{"speaker":"Brandee Gaar","startTime":3582.4109999999996,"endTime":3585.0609999999997,"body":"So giving them a starting"},{"speaker":"Brandee Gaar","startTime":3582.4109999999996,"endTime":3585.0609999999997,"body":"pricing or an investment"},{"speaker":"Brandee Gaar","startTime":3585.111,"endTime":3586.151,"body":"guide is really helpful."},{"speaker":"Brandee Gaar","startTime":3586.151,"endTime":3588.6609999999996,"body":"And then one of the things I"},{"speaker":"Brandee Gaar","startTime":3586.151,"endTime":3588.6609999999996,"body":"tell my students as well, we"},{"speaker":"Brandee Gaar","startTime":3588.6609999999996,"endTime":3591.211,"body":"were actually talking about"},{"speaker":"Brandee Gaar","startTime":3588.6609999999996,"endTime":3591.211,"body":"this earlier, was, um, you"},{"speaker":"Brandee Gaar","startTime":3591.211,"endTime":3593.1009999999997,"body":"know, I, I'm big on marketing."},{"speaker":"Brandee Gaar","startTime":3593.1009999999997,"endTime":3595.3209999999995,"body":"You guys saw in the top"},{"speaker":"Brandee Gaar","startTime":3593.1009999999997,"endTime":3595.3209999999995,"body":"of the funnel, right?"},{"speaker":"Brandee Gaar","startTime":3595.5109999999995,"endTime":3597.8009999999995,"body":"So a lot of times I'm teaching"},{"speaker":"Brandee Gaar","startTime":3595.5109999999995,"endTime":3597.8009999999995,"body":"you how to take people from"},{"speaker":"Brandee Gaar","startTime":3597.8209999999995,"endTime":3601.5309999999995,"body":"Instagram directly to your"},{"speaker":"Brandee Gaar","startTime":3597.8209999999995,"endTime":3601.5309999999995,"body":"link in bio to book a consult."},{"speaker":"Brandee Gaar","startTime":3601.5709999999995,"endTime":3602.1859999999997,"body":"That's a really powerful tool."},{"speaker":"Brandee Gaar","startTime":3602.3259999999996,"endTime":3602.9459999999995,"body":"Big deal."},{"speaker":"Brandee Gaar","startTime":3603.3559999999998,"endTime":3604.9359999999997,"body":"But they won't have"},{"speaker":"Brandee Gaar","startTime":3603.3559999999998,"endTime":3604.9359999999997,"body":"seen your pricing yet."},{"speaker":"Brandee Gaar","startTime":3605.216,"endTime":3606.8859999999995,"body":"And people are always"},{"speaker":"Brandee Gaar","startTime":3605.216,"endTime":3606.8859999999995,"body":"like, well, they never"},{"speaker":"Brandee Gaar","startTime":3606.8859999999995,"endTime":3607.6859999999997,"body":"even looked at my pricing."},{"speaker":"Brandee Gaar","startTime":3607.756,"endTime":3609.5959999999995,"body":"Well, they didn't go read"},{"speaker":"Brandee Gaar","startTime":3607.756,"endTime":3609.5959999999995,"body":"your whole website, you know?"},{"speaker":"Brandee Gaar","startTime":3609.8959999999997,"endTime":3613.026,"body":"So on, when they go to book a"},{"speaker":"Brandee Gaar","startTime":3609.8959999999997,"endTime":3613.026,"body":"consultation with you, we have"},{"speaker":"Brandee Gaar","startTime":3613.026,"endTime":3615.6959999999995,"body":"a link at the bottom or a little"},{"speaker":"Brandee Gaar","startTime":3613.026,"endTime":3615.6959999999995,"body":"check box they have to check."},{"speaker":"Brandee Gaar","startTime":3615.716,"endTime":3618.9909999999995,"body":"And it says, our minimum"},{"speaker":"Brandee Gaar","startTime":3615.716,"endTime":3618.9909999999995,"body":"investment is Blank."},{"speaker":"Brandee Gaar","startTime":3619.361,"endTime":3621.3509999999997,"body":"This is in alignment with"},{"speaker":"Brandee Gaar","startTime":3619.361,"endTime":3621.3509999999997,"body":"my budget and they have"},{"speaker":"Brandee Gaar","startTime":3621.3509999999997,"endTime":3623.211,"body":"to click it or they can't"},{"speaker":"Brandee Gaar","startTime":3621.3509999999997,"endTime":3623.211,"body":"confirm the appointment."},{"speaker":"Brandee Gaar","startTime":3623.6809999999996,"endTime":3625.3909999999996,"body":"So that's a really easy"},{"speaker":"Brandee Gaar","startTime":3623.6809999999996,"endTime":3625.3909999999996,"body":"way just to either say"},{"speaker":"Brandee Gaar","startTime":3625.3909999999996,"endTime":3628.0309999999995,"body":"my minimum investment is,"},{"speaker":"Brandee Gaar","startTime":3625.3909999999996,"endTime":3628.0309999999995,"body":"or the average investment"},{"speaker":"Brandee Gaar","startTime":3628.0409999999997,"endTime":3628.8009999999995,"body":"of our couples, right?"},{"speaker":"Brandee Gaar","startTime":3628.8009999999995,"endTime":3631.3209999999995,"body":"If you're a photographer, a"},{"speaker":"Brandee Gaar","startTime":3628.8009999999995,"endTime":3631.3209999999995,"body":"lot of photographers do not"},{"speaker":"Brandee Gaar","startTime":3631.3209999999995,"endTime":3633.2009999999996,"body":"like to put their starting"},{"speaker":"Brandee Gaar","startTime":3631.3209999999995,"endTime":3633.2009999999996,"body":"pricing, which I totally get"},{"speaker":"Brandee Gaar","startTime":3633.2009999999996,"endTime":3635.861,"body":"because you're starting pricing,"},{"speaker":"Brandee Gaar","startTime":3633.2009999999996,"endTime":3635.861,"body":"pricing is a six hour package"},{"speaker":"Brandee Gaar","startTime":3636.2809999999995,"endTime":3637.361,"body":"and it's like, no one wants it."},{"speaker":"Brandee Gaar","startTime":3637.5109999999995,"endTime":3639.3009999999995,"body":"You don't want them to book"},{"speaker":"Brandee Gaar","startTime":3637.5109999999995,"endTime":3639.3009999999995,"body":"the six hour package and"},{"speaker":"Brandee Gaar","startTime":3639.3109999999997,"endTime":3640.4509999999996,"body":"eight is the most average."},{"speaker":"Brandee Gaar","startTime":3640.6009999999997,"endTime":3642.091,"body":"Well, then say the"},{"speaker":"Brandee Gaar","startTime":3640.6009999999997,"endTime":3642.091,"body":"average investment of"},{"speaker":"Brandee Gaar","startTime":3642.091,"endTime":3644.8509999999997,"body":"our couples is 5, 400."},{"speaker":"Brandee Gaar","startTime":3644.881,"endTime":3646.441,"body":"This is in alignment"},{"speaker":"Brandee Gaar","startTime":3644.881,"endTime":3646.441,"body":"with my budget."},{"speaker":"Brandee Gaar","startTime":3646.7009999999996,"endTime":3648.841,"body":"If they don't click it, they"},{"speaker":"Brandee Gaar","startTime":3646.7009999999996,"endTime":3648.841,"body":"can't confirm the appointment."},{"speaker":"Brandee Gaar","startTime":3649.0809999999997,"endTime":3650.3209999999995,"body":"And that's okay, right?"},{"speaker":"Brandee Gaar","startTime":3650.3209999999995,"endTime":3653.2009999999996,"body":"Like I'm like, I'd rather"},{"speaker":"Brandee Gaar","startTime":3650.3209999999995,"endTime":3653.2009999999996,"body":"have two killer consults"},{"speaker":"Brandee Gaar","startTime":3653.2009999999996,"endTime":3655.861,"body":"that are going to close than"},{"speaker":"Brandee Gaar","startTime":3653.2009999999996,"endTime":3655.861,"body":"10 that never even saw your"},{"speaker":"Brandee Gaar","startTime":3655.861,"endTime":3657.0209999999997,"body":"pricing and wasted your time."},{"speaker":"Brandee Gaar","startTime":3657.6209999999996,"endTime":3657.9509999999996,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":3657.9809999999998,"endTime":3659.3109999999997,"body":"So that's why that's there."},{"speaker":"Brandee Gaar","startTime":3659.3109999999997,"endTime":3661.486,"body":"But because if you're"},{"speaker":"Brandee Gaar","startTime":3659.3109999999997,"endTime":3661.486,"body":"taking people, Not"},{"speaker":"Brandee Gaar","startTime":3661.486,"endTime":3662.086,"body":"through your website."},{"speaker":"Brandee Gaar","startTime":3662.086,"endTime":3664.1059999999998,"body":"And honestly, even if"},{"speaker":"Brandee Gaar","startTime":3662.086,"endTime":3664.1059999999998,"body":"people go to your website,"},{"speaker":"Brandee Gaar","startTime":3664.9759999999997,"endTime":3665.736,"body":"they don't always read."},{"speaker":"Brandee Gaar","startTime":3665.8459999999995,"endTime":3666.3559999999998,"body":"That's okay."},{"speaker":"Brandee Gaar","startTime":3666.4259999999995,"endTime":3667.1059999999998,"body":"I don't read websites."},{"speaker":"Brandee Gaar","startTime":3667.4459999999995,"endTime":3668.9459999999995,"body":"Am I okay, Jordan, or one more?"},{"speaker":"Brandee Gaar","startTime":3670.2609999999995,"endTime":3670.7909999999997,"body":"One more question."},{"speaker":"Brandee Gaar","startTime":3670.7909999999997,"endTime":3671.111,"body":"Okay."},{"speaker":"Brandee Gaar","startTime":3680.2409999999995,"endTime":3682.8209999999995,"body":"No, we don't do any in"},{"speaker":"Brandee Gaar","startTime":3680.2409999999995,"endTime":3682.8209999999995,"body":"person consults anymore."},{"speaker":"Brandee Gaar","startTime":3683.0609999999997,"endTime":3686.211,"body":"Um, but in zoom, you know,"},{"speaker":"Brandee Gaar","startTime":3683.0609999999997,"endTime":3686.211,"body":"like any of my students in"},{"speaker":"Brandee Gaar","startTime":3686.211,"endTime":3688.4309999999996,"body":"here know, I'm fairly animated"},{"speaker":"Brandee Gaar","startTime":3686.211,"endTime":3688.4309999999996,"body":"on zoom as well, right?"},{"speaker":"Brandee Gaar","startTime":3688.4309999999996,"endTime":3689.651,"body":"Like you're always"},{"speaker":"Brandee Gaar","startTime":3688.4309999999996,"endTime":3689.651,"body":"seeing my arms flying."},{"speaker":"Brandee Gaar","startTime":3689.9109999999996,"endTime":3693.0709999999995,"body":"And so I, I think it's important"},{"speaker":"Brandee Gaar","startTime":3689.9109999999996,"endTime":3693.0709999999995,"body":"to use your body language."},{"speaker":"Brandee Gaar","startTime":3693.3209999999995,"endTime":3694.881,"body":"And then same thing, like"},{"speaker":"Brandee Gaar","startTime":3693.3209999999995,"endTime":3694.881,"body":"one of the questions up"},{"speaker":"Brandee Gaar","startTime":3694.881,"endTime":3696.5209999999997,"body":"here was a call, phone call."},{"speaker":"Brandee Gaar","startTime":3696.7209999999995,"endTime":3698.461,"body":"And then again, we"},{"speaker":"Brandee Gaar","startTime":3696.7209999999995,"endTime":3698.461,"body":"do text consults."},{"speaker":"Brandee Gaar","startTime":3698.7009999999996,"endTime":3702.711,"body":"It's about making sure they"},{"speaker":"Brandee Gaar","startTime":3698.7009999999996,"endTime":3702.711,"body":"can hear your excitement in"},{"speaker":"Brandee Gaar","startTime":3702.711,"endTime":3703.711,"body":"whatever platform you're on."},{"speaker":"Brandee Gaar","startTime":3703.711,"endTime":3704.611,"body":"So if you're on zoom."},{"speaker":"Brandee Gaar","startTime":3705.4959999999996,"endTime":3707.1559999999995,"body":"I mean, I can't really do the"},{"speaker":"Brandee Gaar","startTime":3705.4959999999996,"endTime":3707.1559999999995,"body":"body language here, right?"},{"speaker":"Brandee Gaar","startTime":3707.1559999999995,"endTime":3709.1459999999997,"body":"But you can be like,"},{"speaker":"Brandee Gaar","startTime":3707.1559999999995,"endTime":3709.1459999999997,"body":"Oh my gosh, what?"},{"speaker":"Brandee Gaar","startTime":3709.1459999999997,"endTime":3709.7059999999997,"body":"That's so exciting."},{"speaker":"Brandee Gaar","startTime":3709.7059999999997,"endTime":3711.2659999999996,"body":"Like you can kind of lean"},{"speaker":"Brandee Gaar","startTime":3709.7059999999997,"endTime":3711.2659999999996,"body":"into the camera, lean"},{"speaker":"Brandee Gaar","startTime":3711.276,"endTime":3711.9559999999997,"body":"back from the camera."},{"speaker":"Brandee Gaar","startTime":3712.256,"endTime":3713.5759999999996,"body":"Or if they say something like."},{"speaker":"Brandee Gaar","startTime":3713.631,"endTime":3722.8269999999998,"body":"I'm Brandee Gaar, and I'm here"},{"speaker":"Brandee Gaar","startTime":3713.631,"endTime":3722.8269999999998,"body":"to talk to you about how you"},{"speaker":"Brandee Gaar","startTime":3722.8269999999998,"endTime":3727.0709999999995,"body":"can be a great sales manager."},{"speaker":"Brandee Gaar","startTime":3727.0709999999995,"endTime":3730.394,"body":"I'm Brandee Gaar, and I'm here"},{"speaker":"Brandee Gaar","startTime":3727.0709999999995,"endTime":3730.394,"body":"to talk to you about how you"},{"speaker":"Brandee Gaar","startTime":3730.394,"endTime":3731.0249999999996,"body":"can be a great sales manager."},{"speaker":"Brandee Gaar","startTime":3731.0249999999996,"endTime":3731.341,"body":"Just like it."},{"speaker":"Brandee Gaar","startTime":3731.341,"endTime":3731.6559999999995,"body":"Just like it."},{"speaker":"Brandee Gaar","startTime":3731.7259999999997,"endTime":3734.2059999999997,"body":"And I will say with like a"},{"speaker":"Brandee Gaar","startTime":3731.7259999999997,"endTime":3734.2059999999997,"body":"text consult, there's either,"},{"speaker":"Brandee Gaar","startTime":3734.2259999999997,"endTime":3735.8959999999997,"body":"there's two kinds of couples"},{"speaker":"Brandee Gaar","startTime":3734.2259999999997,"endTime":3735.8959999999997,"body":"that come in through a text"},{"speaker":"Brandee Gaar","startTime":3735.8959999999997,"endTime":3738.4459999999995,"body":"consult, either one that has"},{"speaker":"Brandee Gaar","startTime":3735.8959999999997,"endTime":3738.4459999999995,"body":"already been watching you"},{"speaker":"Brandee Gaar","startTime":3738.4459999999995,"endTime":3740.4059999999995,"body":"for a long time and they're"},{"speaker":"Brandee Gaar","startTime":3738.4459999999995,"endTime":3740.4059999999995,"body":"like, I don't need a consult."},{"speaker":"Brandee Gaar","startTime":3740.4159999999997,"endTime":3741.2859999999996,"body":"I already want to book them."},{"speaker":"Brandee Gaar","startTime":3741.3059999999996,"endTime":3741.5959999999995,"body":"Right."},{"speaker":"Brandee Gaar","startTime":3741.7859999999996,"endTime":3742.8959999999997,"body":"So they do a text consult."},{"speaker":"Brandee Gaar","startTime":3742.9159999999997,"endTime":3744.086,"body":"It's 15 minutes max."},{"speaker":"Brandee Gaar","startTime":3744.086,"endTime":3745.1459999999997,"body":"And they're like,"},{"speaker":"Brandee Gaar","startTime":3744.086,"endTime":3745.1459999999997,"body":"send me a contract."},{"speaker":"Brandee Gaar","startTime":3745.1959999999995,"endTime":3745.716,"body":"That's the best."},{"speaker":"Brandee Gaar","startTime":3745.986,"endTime":3747.5759999999996,"body":"Or it's somebody who's so cold."},{"speaker":"Brandee Gaar","startTime":3747.6159999999995,"endTime":3748.6759999999995,"body":"They don't want to get"},{"speaker":"Brandee Gaar","startTime":3747.6159999999995,"endTime":3748.6759999999995,"body":"on the phone with you,"},{"speaker":"Brandee Gaar","startTime":3749.1259999999997,"endTime":3749.8559999999998,"body":"which is totally fine too."},{"speaker":"Brandee Gaar","startTime":3749.8659999999995,"endTime":3750.6559999999995,"body":"You didn't waste my time."},{"speaker":"Brandee Gaar","startTime":3750.6859999999997,"endTime":3752.026,"body":"I can text you while"},{"speaker":"Brandee Gaar","startTime":3750.6859999999997,"endTime":3752.026,"body":"I'm making dinner."},{"speaker":"Brandee Gaar","startTime":3752.316,"endTime":3752.526,"body":"Right."},{"speaker":"Brandee Gaar","startTime":3752.526,"endTime":3753.836,"body":"I can text you while I'm"},{"speaker":"Brandee Gaar","startTime":3752.526,"endTime":3753.836,"body":"doing something else."},{"speaker":"Brandee Gaar","startTime":3754.2059999999997,"endTime":3755.8859999999995,"body":"But with the text consult,"},{"speaker":"Brandee Gaar","startTime":3754.2059999999997,"endTime":3755.8859999999995,"body":"we do the same thing."},{"speaker":"Brandee Gaar","startTime":3755.8859999999995,"endTime":3757.526,"body":"Like we try to get to"},{"speaker":"Brandee Gaar","startTime":3755.8859999999995,"endTime":3757.526,"body":"know them a little bit."},{"speaker":"Brandee Gaar","startTime":3757.526,"endTime":3759.7859999999996,"body":"Like we're like, How'd"},{"speaker":"Brandee Gaar","startTime":3757.526,"endTime":3759.7859999999996,"body":"you pick your venue?"},{"speaker":"Brandee Gaar","startTime":3759.796,"endTime":3760.7459999999996,"body":"You know, how'd you guys meet?"},{"speaker":"Brandee Gaar","startTime":3761.0559999999996,"endTime":3763.6259999999997,"body":"Um, our sales manager is really"},{"speaker":"Brandee Gaar","startTime":3761.0559999999996,"endTime":3763.6259999999997,"body":"good at making a connection"},{"speaker":"Brandee Gaar","startTime":3763.6259999999997,"endTime":3765.546,"body":"point and she has a lot of"},{"speaker":"Brandee Gaar","startTime":3763.6259999999997,"endTime":3765.546,"body":"pictures in her phone that"},{"speaker":"Brandee Gaar","startTime":3765.546,"endTime":3769.5359999999996,"body":"she doesn't mind sharing of"},{"speaker":"Brandee Gaar","startTime":3765.546,"endTime":3769.5359999999996,"body":"like her dog or, um, like"},{"speaker":"Brandee Gaar","startTime":3769.5559999999996,"endTime":3770.7259999999997,"body":"where she's from in Maryland."},{"speaker":"Brandee Gaar","startTime":3770.736,"endTime":3772.9059999999995,"body":"So she tries to connect"},{"speaker":"Brandee Gaar","startTime":3770.736,"endTime":3772.9059999999995,"body":"and she'll be like, Oh,"},{"speaker":"Brandee Gaar","startTime":3773.046,"endTime":3775.1059999999998,"body":"this is my golden shepherd."},{"speaker":"Brandee Gaar","startTime":3775.1059999999998,"endTime":3776.3959999999997,"body":"I don't know what kind"},{"speaker":"Brandee Gaar","startTime":3775.1059999999998,"endTime":3776.3959999999997,"body":"of dog she has, but like,"},{"speaker":"Brandee Gaar","startTime":3776.8959999999997,"endTime":3777.8959999999997,"body":"she's loves her dog."},{"speaker":"Brandee Gaar","startTime":3778.1459999999997,"endTime":3780.2259999999997,"body":"Um, and so like, she'll"},{"speaker":"Brandee Gaar","startTime":3778.1459999999997,"endTime":3780.2259999999997,"body":"try to connect with them"},{"speaker":"Brandee Gaar","startTime":3780.2459999999996,"endTime":3781.7659999999996,"body":"before moving into it."},{"speaker":"Brandee Gaar","startTime":3781.776,"endTime":3784.8459999999995,"body":"So it's always just about the"},{"speaker":"Brandee Gaar","startTime":3781.776,"endTime":3784.8459999999995,"body":"genuine connection and that's"},{"speaker":"Brandee Gaar","startTime":3784.9459999999995,"endTime":3786.5559999999996,"body":"what you're trying to do, no"},{"speaker":"Brandee Gaar","startTime":3784.9459999999995,"endTime":3786.5559999999996,"body":"matter what platform it is."},{"speaker":"Brandee Gaar","startTime":3786.8949999999995,"endTime":3787.535,"body":"my time is up."},{"speaker":"Brandee Gaar","startTime":3787.8149999999996,"endTime":3789.265,"body":"You guys were gonna"},{"speaker":"Brandee Gaar","startTime":3787.8149999999996,"endTime":3789.265,"body":"go have cocktails."},{"speaker":"Brandee Gaar","startTime":3789.305,"endTime":3789.7949999999996,"body":"I'll be there."},{"speaker":"Brandee Gaar","startTime":3789.7949999999996,"endTime":3790.8849999999998,"body":"So if you have more"},{"speaker":"Brandee Gaar","startTime":3789.7949999999996,"endTime":3790.8849999999998,"body":"questions, let me know"}]}