{"version":"1.0.0","segments":[{"speaker":"Brandee Gaar","startTime":65.727,"endTime":67.76700000000001,"body":"All right, CEOs,"},{"speaker":"Brandee Gaar","startTime":65.727,"endTime":67.76700000000001,"body":"quarter one is officially in"},{"speaker":"Brandee Gaar","startTime":67.76700000000001,"endTime":70.40700000000001,"body":"the books and because we are"},{"speaker":"Brandee Gaar","startTime":67.76700000000001,"endTime":70.40700000000001,"body":"running our businesses like"},{"speaker":"Brandee Gaar","startTime":70.40700000000001,"endTime":74.45700000000001,"body":"legit wedding businesses and"},{"speaker":"Brandee Gaar","startTime":70.40700000000001,"endTime":74.45700000000001,"body":"not some solopreneur hobby, it's"},{"speaker":"Brandee Gaar","startTime":74.45700000000001,"endTime":76.077,"body":"time to check in on the numbers."},{"speaker":"Brandee Gaar","startTime":78.077,"endTime":79.281,"body":"Hey there, CEO."},{"speaker":"Brandee Gaar","startTime":79.281,"endTime":82.021,"body":"You're listening to the Wedding"},{"speaker":"Brandee Gaar","startTime":79.281,"endTime":82.021,"body":"Pro CEO Podcast, the podcast"},{"speaker":"Brandee Gaar","startTime":82.021,"endTime":84.811,"body":"to help you grow and scale your"},{"speaker":"Brandee Gaar","startTime":82.021,"endTime":84.811,"body":"profitable wedding business."},{"speaker":"Brandee Gaar","startTime":85.001,"endTime":86.261,"body":"I'm your host Brandee Gaar."},{"speaker":"Brandee Gaar","startTime":86.261,"endTime":88.301,"body":"And over the last 17 years,"},{"speaker":"Brandee Gaar","startTime":86.261,"endTime":88.301,"body":"I've grown one of the"},{"speaker":"Brandee Gaar","startTime":88.301,"endTime":90.761,"body":"largest planning firms in"},{"speaker":"Brandee Gaar","startTime":88.301,"endTime":90.761,"body":"Orlando, Florida, grossing"},{"speaker":"Brandee Gaar","startTime":90.791,"endTime":92.68100000000001,"body":"over $6 million in revenue."},{"speaker":"Brandee Gaar","startTime":94.68100000000001,"endTime":97.23100000000001,"body":"Today I'm breaking down the"},{"speaker":"Brandee Gaar","startTime":94.68100000000001,"endTime":97.23100000000001,"body":"three key metrics you should"},{"speaker":"Brandee Gaar","startTime":97.23100000000001,"endTime":100.501,"body":"be measuring right now to make"},{"speaker":"Brandee Gaar","startTime":97.23100000000001,"endTime":100.501,"body":"sure that 2025 is the most"},{"speaker":"Brandee Gaar","startTime":100.501,"endTime":102.391,"body":"profitable year you've had yet."},{"speaker":"Brandee Gaar","startTime":102.577,"endTime":103.297,"body":"Forget the fluff."},{"speaker":"Brandee Gaar","startTime":103.327,"endTime":105.45700000000001,"body":"We're talking actual"},{"speaker":"Brandee Gaar","startTime":103.327,"endTime":105.45700000000001,"body":"sales numbers."},{"speaker":"Brandee Gaar","startTime":105.487,"endTime":107.587,"body":"Revenue numbers,"},{"speaker":"Brandee Gaar","startTime":105.487,"endTime":107.587,"body":"and staffing levels."},{"speaker":"Brandee Gaar","startTime":107.587,"endTime":110.617,"body":"Because if you don't know where"},{"speaker":"Brandee Gaar","startTime":107.587,"endTime":110.617,"body":"you stand, how can you grow?"},{"speaker":"Brandee Gaar","startTime":112.618,"endTime":113.87800000000001,"body":"Okay, so let's get into it."},{"speaker":"Brandee Gaar","startTime":113.87800000000001,"endTime":116.308,"body":"the first metric that we are"},{"speaker":"Brandee Gaar","startTime":113.87800000000001,"endTime":116.308,"body":"gonna be looking at is your"},{"speaker":"Brandee Gaar","startTime":116.33800000000001,"endTime":119.87800000000001,"body":"actual sales per month versus"},{"speaker":"Brandee Gaar","startTime":116.33800000000001,"endTime":119.87800000000001,"body":"what you had projected in"},{"speaker":"Brandee Gaar","startTime":119.87800000000001,"endTime":121.138,"body":"sales each of those months."},{"speaker":"Brandee Gaar","startTime":121.138,"endTime":122.87800000000001,"body":"Now, what happens a"},{"speaker":"Brandee Gaar","startTime":121.138,"endTime":122.87800000000001,"body":"lot in quarter one,"},{"speaker":"Brandee Gaar","startTime":122.87800000000001,"endTime":124.97800000000001,"body":"because it's engagement"},{"speaker":"Brandee Gaar","startTime":122.87800000000001,"endTime":124.97800000000001,"body":"season and everybody's."},{"speaker":"Brandee Gaar","startTime":124.993,"endTime":125.683,"body":"So excited."},{"speaker":"Brandee Gaar","startTime":125.683,"endTime":126.553,"body":"It's booking season."},{"speaker":"Brandee Gaar","startTime":126.553,"endTime":128.71300000000002,"body":"We're writing contracts"},{"speaker":"Brandee Gaar","startTime":126.553,"endTime":128.71300000000002,"body":"so fast, right?"},{"speaker":"Brandee Gaar","startTime":128.71300000000002,"endTime":129.493,"body":"That's the goal."},{"speaker":"Brandee Gaar","startTime":129.493,"endTime":132.253,"body":"I have a lot of wedding pros"},{"speaker":"Brandee Gaar","startTime":129.493,"endTime":132.253,"body":"that will drop into my dms,"},{"speaker":"Brandee Gaar","startTime":132.28300000000002,"endTime":134.53300000000002,"body":"and maybe just a couple weeks"},{"speaker":"Brandee Gaar","startTime":132.28300000000002,"endTime":134.53300000000002,"body":"into the month they'll be"},{"speaker":"Brandee Gaar","startTime":134.53300000000002,"endTime":135.643,"body":"like, oh my gosh, Brandee."},{"speaker":"Brandee Gaar","startTime":135.883,"endTime":137.173,"body":"February's been so challenging."},{"speaker":"Brandee Gaar","startTime":137.173,"endTime":138.373,"body":"I've only gotten two leads."},{"speaker":"Brandee Gaar","startTime":138.373,"endTime":139.543,"body":"I haven't closed any sales."},{"speaker":"Brandee Gaar","startTime":139.543,"endTime":140.353,"body":"I'm freaking out."},{"speaker":"Brandee Gaar","startTime":140.413,"endTime":141.823,"body":"And I'm like, well,"},{"speaker":"Brandee Gaar","startTime":140.413,"endTime":141.823,"body":"how was January?"},{"speaker":"Brandee Gaar","startTime":141.883,"endTime":144.793,"body":"And they're like, January was"},{"speaker":"Brandee Gaar","startTime":141.883,"endTime":144.793,"body":"fine, but February is terrible."},{"speaker":"Brandee Gaar","startTime":144.793,"endTime":145.513,"body":"And I'm like, okay."},{"speaker":"Brandee Gaar","startTime":145.71300000000002,"endTime":149.28300000000002,"body":"But that's like a snapshot of"},{"speaker":"Brandee Gaar","startTime":145.71300000000002,"endTime":149.28300000000002,"body":"such a short period of time."},{"speaker":"Brandee Gaar","startTime":149.454,"endTime":152.304,"body":"so what I want you to"},{"speaker":"Brandee Gaar","startTime":149.454,"endTime":152.304,"body":"remember is that while you"},{"speaker":"Brandee Gaar","startTime":152.304,"endTime":154.674,"body":"should be checking your"},{"speaker":"Brandee Gaar","startTime":152.304,"endTime":154.674,"body":"metrics every single month,"},{"speaker":"Brandee Gaar","startTime":154.94400000000002,"endTime":157.824,"body":"what's most important is"},{"speaker":"Brandee Gaar","startTime":154.94400000000002,"endTime":157.824,"body":"to kind of see a pattern."},{"speaker":"Brandee Gaar","startTime":158.034,"endTime":160.794,"body":"Because often what happens is"},{"speaker":"Brandee Gaar","startTime":158.034,"endTime":160.794,"body":"we'll freak out after maybe"},{"speaker":"Brandee Gaar","startTime":160.794,"endTime":163.524,"body":"like two or three weeks of"},{"speaker":"Brandee Gaar","startTime":160.794,"endTime":163.524,"body":"down sales and we think we"},{"speaker":"Brandee Gaar","startTime":163.524,"endTime":165.12900000000002,"body":"need to fix so many things."},{"speaker":"Brandee Gaar","startTime":165.264,"endTime":169.054,"body":"In reality, it's just a"},{"speaker":"Brandee Gaar","startTime":165.264,"endTime":169.054,"body":"blip in the system, right?"},{"speaker":"Brandee Gaar","startTime":169.054,"endTime":172.024,"body":"So why it's so important that"},{"speaker":"Brandee Gaar","startTime":169.054,"endTime":172.024,"body":"we assess this after quarter"},{"speaker":"Brandee Gaar","startTime":172.024,"endTime":175.114,"body":"one is because now we have"},{"speaker":"Brandee Gaar","startTime":172.024,"endTime":175.114,"body":"three months of metrics to"},{"speaker":"Brandee Gaar","startTime":175.114,"endTime":177.63400000000001,"body":"help us to understand whether"},{"speaker":"Brandee Gaar","startTime":175.114,"endTime":177.63400000000001,"body":"we need to make a change."},{"speaker":"Brandee Gaar","startTime":177.69400000000002,"endTime":179.734,"body":"What went right,"},{"speaker":"Brandee Gaar","startTime":177.69400000000002,"endTime":179.734,"body":"what went wrong."},{"speaker":"Brandee Gaar","startTime":179.94400000000002,"endTime":182.88400000000001,"body":"What do we really need"},{"speaker":"Brandee Gaar","startTime":179.94400000000002,"endTime":182.88400000000001,"body":"to edit about our system?"},{"speaker":"Brandee Gaar","startTime":182.88400000000001,"endTime":184.654,"body":"Or even just make a"},{"speaker":"Brandee Gaar","startTime":182.88400000000001,"endTime":184.654,"body":"little bit better."},{"speaker":"Brandee Gaar","startTime":184.804,"endTime":186.06400000000002,"body":"Maybe you hit all your goals."},{"speaker":"Brandee Gaar","startTime":186.079,"endTime":188.419,"body":"But we need to just make"},{"speaker":"Brandee Gaar","startTime":186.079,"endTime":188.419,"body":"things a little bit more"},{"speaker":"Brandee Gaar","startTime":188.419,"endTime":190.06900000000002,"body":"refined so we keep scaling."},{"speaker":"Brandee Gaar","startTime":190.215,"endTime":193.905,"body":"so that's why now, instead"},{"speaker":"Brandee Gaar","startTime":190.215,"endTime":193.905,"body":"of just having those panic"},{"speaker":"Brandee Gaar","startTime":194.025,"endTime":197.115,"body":"moments after two or three"},{"speaker":"Brandee Gaar","startTime":194.025,"endTime":197.115,"body":"weeks, now we have three full"},{"speaker":"Brandee Gaar","startTime":197.115,"endTime":199.965,"body":"months of metrics that we"},{"speaker":"Brandee Gaar","startTime":197.115,"endTime":199.965,"body":"can look at, and we're gonna"},{"speaker":"Brandee Gaar","startTime":199.965,"endTime":201.315,"body":"really dig into those numbers."},{"speaker":"Brandee Gaar","startTime":201.562,"endTime":205.612,"body":"So this first one, actual sales"},{"speaker":"Brandee Gaar","startTime":201.562,"endTime":205.612,"body":"versus what you projected in"},{"speaker":"Brandee Gaar","startTime":205.612,"endTime":208.642,"body":"sales is gonna be the value of"},{"speaker":"Brandee Gaar","startTime":205.612,"endTime":208.642,"body":"the packages that you booked."},{"speaker":"Brandee Gaar","startTime":208.942,"endTime":212.002,"body":"Now in the wedding industry,"},{"speaker":"Brandee Gaar","startTime":208.942,"endTime":212.002,"body":"we might book a service"},{"speaker":"Brandee Gaar","startTime":212.032,"endTime":213.862,"body":"for, let's say, $5,000."},{"speaker":"Brandee Gaar","startTime":213.862,"endTime":216.68200000000002,"body":"That isn't happening for"},{"speaker":"Brandee Gaar","startTime":213.862,"endTime":216.68200000000002,"body":"many months or even a year,"},{"speaker":"Brandee Gaar","startTime":216.732,"endTime":220.302,"body":"and so we only take in the"},{"speaker":"Brandee Gaar","startTime":216.732,"endTime":220.302,"body":"retainer when we book that"},{"speaker":"Brandee Gaar","startTime":220.302,"endTime":223.079,"body":"client,  but your sales"},{"speaker":"Brandee Gaar","startTime":220.302,"endTime":223.079,"body":"goals are based on the actual"},{"speaker":"Brandee Gaar","startTime":223.079,"endTime":224.339,"body":"value of the package booked."},{"speaker":"Brandee Gaar","startTime":224.339,"endTime":227.129,"body":"So that full $5,000 is"},{"speaker":"Brandee Gaar","startTime":224.339,"endTime":227.129,"body":"what we're looking at."},{"speaker":"Brandee Gaar","startTime":227.129,"endTime":229.28900000000002,"body":"So we wanna make sure"},{"speaker":"Brandee Gaar","startTime":227.129,"endTime":229.28900000000002,"body":"that we understand that."},{"speaker":"Brandee Gaar","startTime":229.324,"endTime":232.504,"body":"Sales goals is the full"},{"speaker":"Brandee Gaar","startTime":229.324,"endTime":232.504,"body":"package value, so not what"},{"speaker":"Brandee Gaar","startTime":232.504,"endTime":235.324,"body":"you took in for the retainer,"},{"speaker":"Brandee Gaar","startTime":232.504,"endTime":235.324,"body":"but the entire amount."},{"speaker":"Brandee Gaar","startTime":235.594,"endTime":238.084,"body":"So we wanna look at how"},{"speaker":"Brandee Gaar","startTime":235.594,"endTime":238.084,"body":"much did you say that you"},{"speaker":"Brandee Gaar","startTime":238.084,"endTime":239.374,"body":"were gonna book for January?"},{"speaker":"Brandee Gaar","startTime":239.584,"endTime":241.114,"body":"What did you think you were"},{"speaker":"Brandee Gaar","startTime":239.584,"endTime":241.114,"body":"gonna book for February"},{"speaker":"Brandee Gaar","startTime":241.114,"endTime":242.104,"body":"and the same for March?"},{"speaker":"Brandee Gaar","startTime":242.204,"endTime":244.69400000000002,"body":"we wanna see, did we"},{"speaker":"Brandee Gaar","startTime":242.204,"endTime":244.69400000000002,"body":"meet those sales goals?"},{"speaker":"Brandee Gaar","startTime":244.754,"endTime":246.584,"body":"Were they under, were they over?"},{"speaker":"Brandee Gaar","startTime":246.644,"endTime":247.784,"body":"What does that look like?"},{"speaker":"Brandee Gaar","startTime":247.964,"endTime":250.214,"body":"So what are the metrics that"},{"speaker":"Brandee Gaar","startTime":247.964,"endTime":250.214,"body":"I'm actually looking at when"},{"speaker":"Brandee Gaar","startTime":250.214,"endTime":251.38400000000001,"body":"I'm looking at our sales goals?"},{"speaker":"Brandee Gaar","startTime":251.44400000000002,"endTime":253.574,"body":"I wanna look at the"},{"speaker":"Brandee Gaar","startTime":251.44400000000002,"endTime":253.574,"body":"entire quarter, but I"},{"speaker":"Brandee Gaar","startTime":253.574,"endTime":254.714,"body":"also wanna see by month."},{"speaker":"Brandee Gaar","startTime":254.814,"endTime":258.444,"body":"did we maybe budget 50,000"},{"speaker":"Brandee Gaar","startTime":254.814,"endTime":258.444,"body":"for January, but only hit."},{"speaker":"Brandee Gaar","startTime":258.449,"endTime":262.049,"body":"30. But for February we"},{"speaker":"Brandee Gaar","startTime":258.449,"endTime":262.049,"body":"made up that difference."},{"speaker":"Brandee Gaar","startTime":262.049,"endTime":262.259,"body":"Right."},{"speaker":"Brandee Gaar","startTime":262.259,"endTime":264.419,"body":"So now we're even, and"},{"speaker":"Brandee Gaar","startTime":262.259,"endTime":264.419,"body":"then March we were even,"},{"speaker":"Brandee Gaar","startTime":264.419,"endTime":265.649,"body":"or maybe a little over."},{"speaker":"Brandee Gaar","startTime":265.679,"endTime":265.97900000000004,"body":"Right."},{"speaker":"Brandee Gaar","startTime":265.97900000000004,"endTime":268.649,"body":"So that's what I wanna look"},{"speaker":"Brandee Gaar","startTime":265.97900000000004,"endTime":268.649,"body":"at is  was it just mixed?"},{"speaker":"Brandee Gaar","startTime":268.649,"endTime":270.719,"body":"Like maybe we had a down"},{"speaker":"Brandee Gaar","startTime":268.649,"endTime":270.719,"body":"January, but we had a"},{"speaker":"Brandee Gaar","startTime":270.719,"endTime":273.959,"body":"great February or March"},{"speaker":"Brandee Gaar","startTime":270.719,"endTime":273.959,"body":"overall for the quarter."},{"speaker":"Brandee Gaar","startTime":273.959,"endTime":274.649,"body":"Where are we?"},{"speaker":"Brandee Gaar","startTime":274.679,"endTime":274.97900000000004,"body":"Are we."},{"speaker":"Brandee Gaar","startTime":275.069,"endTime":276.23900000000003,"body":"Under our sales goal."},{"speaker":"Brandee Gaar","startTime":276.23900000000003,"endTime":278.249,"body":"Are we over or are we spot on?"},{"speaker":"Brandee Gaar","startTime":278.459,"endTime":279.80899999999997,"body":"That's the first thing"},{"speaker":"Brandee Gaar","startTime":278.459,"endTime":279.80899999999997,"body":"that I'm looking at."},{"speaker":"Brandee Gaar","startTime":279.80899999999997,"endTime":282.899,"body":"I wanna know where we came"},{"speaker":"Brandee Gaar","startTime":279.80899999999997,"endTime":282.899,"body":"in relation to what we"},{"speaker":"Brandee Gaar","startTime":282.899,"endTime":285.659,"body":"projected, what we actualized"},{"speaker":"Brandee Gaar","startTime":282.899,"endTime":285.659,"body":"versus what we projected."},{"speaker":"Brandee Gaar","startTime":286.10900000000004,"endTime":288.68899999999996,"body":"The second thing I wanna"},{"speaker":"Brandee Gaar","startTime":286.10900000000004,"endTime":288.68899999999996,"body":"look at is if we were"},{"speaker":"Brandee Gaar","startTime":288.68899999999996,"endTime":290.549,"body":"over, I wanna celebrate."},{"speaker":"Brandee Gaar","startTime":290.549,"endTime":292.049,"body":"I wanna be excited"},{"speaker":"Brandee Gaar","startTime":290.549,"endTime":292.049,"body":"with our team."},{"speaker":"Brandee Gaar","startTime":292.049,"endTime":294.329,"body":"I wanna make sure that our"},{"speaker":"Brandee Gaar","startTime":292.049,"endTime":294.329,"body":"team knows, Hey, we were over"},{"speaker":"Brandee Gaar","startTime":294.329,"endTime":295.73900000000003,"body":"our sales goal, we killed it."},{"speaker":"Brandee Gaar","startTime":295.949,"endTime":297.839,"body":"That's an entire"},{"speaker":"Brandee Gaar","startTime":295.949,"endTime":297.839,"body":"team effort because."},{"speaker":"Brandee Gaar","startTime":298.054,"endTime":300.36400000000003,"body":"Everybody on your team,"},{"speaker":"Brandee Gaar","startTime":298.054,"endTime":300.36400000000003,"body":"regardless of whether"},{"speaker":"Brandee Gaar","startTime":300.36400000000003,"endTime":303.274,"body":"they're actually selling"},{"speaker":"Brandee Gaar","startTime":300.36400000000003,"endTime":303.274,"body":"or marketing, they're all"},{"speaker":"Brandee Gaar","startTime":303.274,"endTime":306.214,"body":"responsible for leads coming"},{"speaker":"Brandee Gaar","startTime":303.274,"endTime":306.214,"body":"in because you're only as"},{"speaker":"Brandee Gaar","startTime":306.214,"endTime":307.204,"body":"good as your last wedding."},{"speaker":"Brandee Gaar","startTime":307.444,"endTime":310.414,"body":"So make sure you share with your"},{"speaker":"Brandee Gaar","startTime":307.444,"endTime":310.414,"body":"entire team if you have one,"},{"speaker":"Brandee Gaar","startTime":310.594,"endTime":314.344,"body":"how you did on your sales goals,"},{"speaker":"Brandee Gaar","startTime":310.594,"endTime":314.344,"body":"especially if you were over."},{"speaker":"Brandee Gaar","startTime":314.61400000000003,"endTime":315.304,"body":"Now, if I'm."},{"speaker":"Brandee Gaar","startTime":315.419,"endTime":318.33299999999997,"body":"Over my sales goals, or even"},{"speaker":"Brandee Gaar","startTime":315.419,"endTime":318.33299999999997,"body":"if I met it, that's exciting"},{"speaker":"Brandee Gaar","startTime":318.33299999999997,"endTime":319.26300000000003,"body":"and I wanna celebrate."},{"speaker":"Brandee Gaar","startTime":319.26300000000003,"endTime":321.273,"body":"But I don't just wanna be"},{"speaker":"Brandee Gaar","startTime":319.26300000000003,"endTime":321.273,"body":"like, okay, check mark."},{"speaker":"Brandee Gaar","startTime":321.273,"endTime":322.713,"body":"Like let's move on"},{"speaker":"Brandee Gaar","startTime":321.273,"endTime":322.713,"body":"to the next thing."},{"speaker":"Brandee Gaar","startTime":322.773,"endTime":325.14300000000003,"body":"I really wanna look"},{"speaker":"Brandee Gaar","startTime":322.773,"endTime":325.14300000000003,"body":"at what went right?"},{"speaker":"Brandee Gaar","startTime":325.249,"endTime":328.279,"body":"I wanna look at did we get"},{"speaker":"Brandee Gaar","startTime":325.249,"endTime":328.279,"body":"the same number of leads that"},{"speaker":"Brandee Gaar","startTime":328.279,"endTime":330.169,"body":"we thought we were gonna get"},{"speaker":"Brandee Gaar","startTime":328.279,"endTime":330.169,"body":"or that we got last year?"},{"speaker":"Brandee Gaar","startTime":330.169,"endTime":332.029,"body":"I always wanna compare"},{"speaker":"Brandee Gaar","startTime":330.169,"endTime":332.029,"body":"to the same time"},{"speaker":"Brandee Gaar","startTime":332.029,"endTime":333.319,"body":"period as of last year."},{"speaker":"Brandee Gaar","startTime":333.559,"endTime":334.63100000000003,"body":"So I wanna look and see."},{"speaker":"Brandee Gaar","startTime":334.63100000000003,"endTime":337.471,"body":"Did we get the same number"},{"speaker":"Brandee Gaar","startTime":334.63100000000003,"endTime":337.471,"body":"of leads or did we get"},{"speaker":"Brandee Gaar","startTime":337.471,"endTime":339.151,"body":"more leads, but book less?"},{"speaker":"Brandee Gaar","startTime":339.181,"endTime":340.741,"body":"So that's something"},{"speaker":"Brandee Gaar","startTime":339.181,"endTime":340.741,"body":"that I wanna look at."},{"speaker":"Brandee Gaar","startTime":340.891,"endTime":343.141,"body":"Or did we get less"},{"speaker":"Brandee Gaar","startTime":340.891,"endTime":343.141,"body":"leads but book more?"},{"speaker":"Brandee Gaar","startTime":343.171,"endTime":345.601,"body":"So always just little things"},{"speaker":"Brandee Gaar","startTime":343.171,"endTime":345.601,"body":"that I wanna know about my"},{"speaker":"Brandee Gaar","startTime":345.601,"endTime":348.661,"body":"sales funnel compared to the"},{"speaker":"Brandee Gaar","startTime":345.601,"endTime":348.661,"body":"same time period as last year."},{"speaker":"Brandee Gaar","startTime":348.661,"endTime":351.001,"body":"Did I get the same amount of"},{"speaker":"Brandee Gaar","startTime":348.661,"endTime":351.001,"body":"leads or was it different?"},{"speaker":"Brandee Gaar","startTime":351.241,"endTime":353.911,"body":"Was it the same number of"},{"speaker":"Brandee Gaar","startTime":351.241,"endTime":353.911,"body":"bookings or was it different?"},{"speaker":"Brandee Gaar","startTime":354.031,"endTime":357.091,"body":"because if you've raised your"},{"speaker":"Brandee Gaar","startTime":354.031,"endTime":357.091,"body":"prices, you wanna know, okay,"},{"speaker":"Brandee Gaar","startTime":357.091,"endTime":360.961,"body":"well did I get the same number"},{"speaker":"Brandee Gaar","startTime":357.091,"endTime":360.961,"body":"of bookings of number of events?"},{"speaker":"Brandee Gaar","startTime":360.961,"endTime":364.141,"body":"Or did that decline, but because"},{"speaker":"Brandee Gaar","startTime":360.961,"endTime":364.141,"body":"my revenue, my prices were"},{"speaker":"Brandee Gaar","startTime":364.141,"endTime":365.311,"body":"higher, my revenue was up."},{"speaker":"Brandee Gaar","startTime":365.551,"endTime":365.761,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":365.761,"endTime":367.951,"body":"These are all the little"},{"speaker":"Brandee Gaar","startTime":365.761,"endTime":367.951,"body":"things that I wanna look"},{"speaker":"Brandee Gaar","startTime":367.951,"endTime":370.021,"body":"at, and you guys might be"},{"speaker":"Brandee Gaar","startTime":367.951,"endTime":370.021,"body":"hearing this and think."},{"speaker":"Brandee Gaar","startTime":370.136,"endTime":370.826,"body":"Oh my gosh."},{"speaker":"Brandee Gaar","startTime":370.826,"endTime":373.386,"body":"Brandee like this is so much"},{"speaker":"Brandee Gaar","startTime":370.826,"endTime":373.386,"body":"data  you guys, I'm telling"},{"speaker":"Brandee Gaar","startTime":373.386,"endTime":376.206,"body":"you, I do this exercise"},{"speaker":"Brandee Gaar","startTime":373.386,"endTime":376.206,"body":"with my students constantly."},{"speaker":"Brandee Gaar","startTime":376.206,"endTime":378.426,"body":"We're getting ready to"},{"speaker":"Brandee Gaar","startTime":376.206,"endTime":378.426,"body":"do this exercise together"},{"speaker":"Brandee Gaar","startTime":378.426,"endTime":381.499,"body":"inside of Wedding Pro, CEO,"},{"speaker":"Brandee Gaar","startTime":378.426,"endTime":381.499,"body":"with our students  because"},{"speaker":"Brandee Gaar","startTime":381.559,"endTime":385.249,"body":"this data tells you so much"},{"speaker":"Brandee Gaar","startTime":381.559,"endTime":385.249,"body":"about how you're going to"},{"speaker":"Brandee Gaar","startTime":385.249,"endTime":386.809,"body":"run the rest of your year."},{"speaker":"Brandee Gaar","startTime":386.95300000000003,"endTime":389.923,"body":"So that you make sure that"},{"speaker":"Brandee Gaar","startTime":386.95300000000003,"endTime":389.923,"body":"everything in that sales funnel"},{"speaker":"Brandee Gaar","startTime":389.923,"endTime":391.513,"body":"is really running smoothly."},{"speaker":"Brandee Gaar","startTime":391.639,"endTime":395.479,"body":"Now, if your sales weren't"},{"speaker":"Brandee Gaar","startTime":391.639,"endTime":395.479,"body":"as high as what you expected"},{"speaker":"Brandee Gaar","startTime":395.479,"endTime":397.789,"body":"them to be, then that's"},{"speaker":"Brandee Gaar","startTime":395.479,"endTime":397.789,"body":"where I want you to really"},{"speaker":"Brandee Gaar","startTime":397.789,"endTime":401.359,"body":"look and say, okay, what was"},{"speaker":"Brandee Gaar","startTime":397.789,"endTime":401.359,"body":"different from last year?"},{"speaker":"Brandee Gaar","startTime":401.519,"endTime":404.519,"body":"Did I get the same number of"},{"speaker":"Brandee Gaar","startTime":401.519,"endTime":404.519,"body":"leads that I did from last year?"},{"speaker":"Brandee Gaar","startTime":404.789,"endTime":406.229,"body":"Did I get less leads?"},{"speaker":"Brandee Gaar","startTime":406.229,"endTime":408.029,"body":"So now I need to look"},{"speaker":"Brandee Gaar","startTime":406.229,"endTime":408.029,"body":"at marketing, right?"},{"speaker":"Brandee Gaar","startTime":408.029,"endTime":410.459,"body":"If I got less leads coming in,"},{"speaker":"Brandee Gaar","startTime":408.029,"endTime":410.459,"body":"I need to look at marketing"},{"speaker":"Brandee Gaar","startTime":410.459,"endTime":412.889,"body":"and say, what were we doing"},{"speaker":"Brandee Gaar","startTime":410.459,"endTime":412.889,"body":"differently last year that"},{"speaker":"Brandee Gaar","startTime":412.889,"endTime":414.719,"body":"made us get more leads"},{"speaker":"Brandee Gaar","startTime":412.889,"endTime":414.719,"body":"last year than this year?"},{"speaker":"Brandee Gaar","startTime":414.813,"endTime":417.299,"body":"Did we get the same number"},{"speaker":"Brandee Gaar","startTime":414.813,"endTime":417.299,"body":"of leads, but I booked less?"},{"speaker":"Brandee Gaar","startTime":417.569,"endTime":419.009,"body":"So was there something going on?"},{"speaker":"Brandee Gaar","startTime":419.009,"endTime":423.059,"body":"Was I so busy doing client work"},{"speaker":"Brandee Gaar","startTime":419.009,"endTime":423.059,"body":"that I wasn't doing follow ups?"},{"speaker":"Brandee Gaar","startTime":423.059,"endTime":425.309,"body":"Or this is the same question"},{"speaker":"Brandee Gaar","startTime":423.059,"endTime":425.309,"body":"I would ask your sales team."},{"speaker":"Brandee Gaar","startTime":425.309,"endTime":427.103,"body":"If you have someone"},{"speaker":"Brandee Gaar","startTime":425.309,"endTime":427.103,"body":"else selling,  you wanna"},{"speaker":"Brandee Gaar","startTime":427.103,"endTime":430.043,"body":"really look and see what"},{"speaker":"Brandee Gaar","startTime":427.103,"endTime":430.043,"body":"made you miss that goal?"},{"speaker":"Brandee Gaar","startTime":430.043,"endTime":433.17900000000003,"body":"Don't just look at it and say,"},{"speaker":"Brandee Gaar","startTime":430.043,"endTime":433.17900000000003,"body":"oh, we missed buy  $5,000."},{"speaker":"Brandee Gaar","startTime":433.209,"endTime":434.169,"body":"Not that big a deal."},{"speaker":"Brandee Gaar","startTime":434.169,"endTime":434.859,"body":"Let's move on."},{"speaker":"Brandee Gaar","startTime":434.889,"endTime":438.699,"body":"No, I want to understand what"},{"speaker":"Brandee Gaar","startTime":434.889,"endTime":438.699,"body":"made us miss the goal, right?"},{"speaker":"Brandee Gaar","startTime":438.699,"endTime":440.589,"body":"So that you can fix it"},{"speaker":"Brandee Gaar","startTime":438.699,"endTime":440.589,"body":"going into quarter two."},{"speaker":"Brandee Gaar","startTime":440.89300000000003,"endTime":443.773,"body":"then the last thing I wanna"},{"speaker":"Brandee Gaar","startTime":440.89300000000003,"endTime":443.773,"body":"look at is if we just completely"},{"speaker":"Brandee Gaar","startTime":443.773,"endTime":444.793,"body":"missed the mark, right?"},{"speaker":"Brandee Gaar","startTime":444.793,"endTime":448.093,"body":"Like maybe you had an aggressive"},{"speaker":"Brandee Gaar","startTime":444.793,"endTime":448.093,"body":"goal for this year and you just"},{"speaker":"Brandee Gaar","startTime":448.093,"endTime":450.943,"body":"completely missed it, like it"},{"speaker":"Brandee Gaar","startTime":448.093,"endTime":450.943,"body":"was way off and you were just"},{"speaker":"Brandee Gaar","startTime":450.943,"endTime":453.673,"body":"like, wow, we were way, way off."},{"speaker":"Brandee Gaar","startTime":453.883,"endTime":457.273,"body":"I want you to assess that sales"},{"speaker":"Brandee Gaar","startTime":453.883,"endTime":457.273,"body":"funnel, but this is the point"},{"speaker":"Brandee Gaar","startTime":457.273,"endTime":460.273,"body":"where I also want you to look at"},{"speaker":"Brandee Gaar","startTime":457.273,"endTime":460.273,"body":"the rest of your year and think."},{"speaker":"Brandee Gaar","startTime":460.436,"endTime":464.336,"body":"Do I need to reforecast my"},{"speaker":"Brandee Gaar","startTime":460.436,"endTime":464.336,"body":"sales goals for the rest of the"},{"speaker":"Brandee Gaar","startTime":464.336,"endTime":467.606,"body":"year because now we have three"},{"speaker":"Brandee Gaar","startTime":464.336,"endTime":467.606,"body":"full months under our belt."},{"speaker":"Brandee Gaar","startTime":467.606,"endTime":469.946,"body":"So if, if you're listening"},{"speaker":"Brandee Gaar","startTime":467.606,"endTime":469.946,"body":"to this and you are one of"},{"speaker":"Brandee Gaar","startTime":469.946,"endTime":473.396,"body":"those CEOs who was like, I'm"},{"speaker":"Brandee Gaar","startTime":469.946,"endTime":473.396,"body":"going for it in 2025, like,"},{"speaker":"Brandee Gaar","startTime":473.396,"endTime":475.196,"body":"I'm putting a 40% markup."},{"speaker":"Brandee Gaar","startTime":475.196,"endTime":478.616,"body":"I'm putting a 40% growth on my"},{"speaker":"Brandee Gaar","startTime":475.196,"endTime":478.616,"body":"year, like I'm going for it."},{"speaker":"Brandee Gaar","startTime":478.616,"endTime":481.136,"body":"And maybe you missed that"},{"speaker":"Brandee Gaar","startTime":478.616,"endTime":481.136,"body":"mark, quite significantly"},{"speaker":"Brandee Gaar","startTime":481.136,"endTime":485.456,"body":"in quarter one I want you"},{"speaker":"Brandee Gaar","startTime":481.136,"endTime":485.456,"body":"to consider re-forecasting."},{"speaker":"Brandee Gaar","startTime":485.931,"endTime":488.63100000000003,"body":"The rest of the year, maybe"},{"speaker":"Brandee Gaar","startTime":485.931,"endTime":488.63100000000003,"body":"you pull your sales goals"},{"speaker":"Brandee Gaar","startTime":488.63100000000003,"endTime":489.771,"body":"down for the rest of the year."},{"speaker":"Brandee Gaar","startTime":489.771,"endTime":492.711,"body":"And that's not because we wanna"},{"speaker":"Brandee Gaar","startTime":489.771,"endTime":492.711,"body":"lower our standard or lower"},{"speaker":"Brandee Gaar","startTime":492.711,"endTime":496.731,"body":"our goal, but we're running"},{"speaker":"Brandee Gaar","startTime":492.711,"endTime":496.731,"body":"businesses so you can keep on"},{"speaker":"Brandee Gaar","startTime":496.731,"endTime":499.251,"body":"a vision board somewhere where"},{"speaker":"Brandee Gaar","startTime":496.731,"endTime":499.251,"body":"you want your sales to be,"},{"speaker":"Brandee Gaar","startTime":499.551,"endTime":502.821,"body":"but to budget the rest of the"},{"speaker":"Brandee Gaar","startTime":499.551,"endTime":502.821,"body":"year, we need to be realistic"},{"speaker":"Brandee Gaar","startTime":502.821,"endTime":504.921,"body":"about what we are able to do."},{"speaker":"Brandee Gaar","startTime":505.068,"endTime":508.108,"body":"this is the point where if"},{"speaker":"Brandee Gaar","startTime":505.068,"endTime":508.108,"body":"I've missed the mark  for"},{"speaker":"Brandee Gaar","startTime":508.138,"endTime":512.158,"body":"the first quarter, I'm going"},{"speaker":"Brandee Gaar","startTime":508.138,"endTime":512.158,"body":"to adjust what I think the"},{"speaker":"Brandee Gaar","startTime":512.158,"endTime":512.944,"body":"rest of the year should be."},{"speaker":"Brandee Gaar","startTime":513.094,"endTime":515.921,"body":"And on the flip side, I have"},{"speaker":"Brandee Gaar","startTime":513.094,"endTime":515.921,"body":"many, many students who are"},{"speaker":"Brandee Gaar","startTime":515.921,"endTime":519.341,"body":"like, you know, I forecasted"},{"speaker":"Brandee Gaar","startTime":515.921,"endTime":519.341,"body":"a 20% growth, but we knocked"},{"speaker":"Brandee Gaar","startTime":519.341,"endTime":522.341,"body":"that outta the park like"},{"speaker":"Brandee Gaar","startTime":519.341,"endTime":522.341,"body":"we were way, way over."},{"speaker":"Brandee Gaar","startTime":522.851,"endTime":526.571,"body":"I also am gonna encourage them"},{"speaker":"Brandee Gaar","startTime":522.851,"endTime":526.571,"body":"to reforecast up for the rest"},{"speaker":"Brandee Gaar","startTime":526.571,"endTime":529.571,"body":"of the year, and that's again,"},{"speaker":"Brandee Gaar","startTime":526.571,"endTime":529.571,"body":"just because we're running."},{"speaker":"Brandee Gaar","startTime":529.571,"endTime":533.321,"body":"Legit businesses and businesses"},{"speaker":"Brandee Gaar","startTime":529.571,"endTime":533.321,"body":"run on numbers that are as"},{"speaker":"Brandee Gaar","startTime":533.321,"endTime":535.271,"body":"closely forecasted as possible."},{"speaker":"Brandee Gaar","startTime":535.271,"endTime":537.491,"body":"So we wanna constantly,"},{"speaker":"Brandee Gaar","startTime":535.271,"endTime":537.491,"body":"after each quarter be"},{"speaker":"Brandee Gaar","startTime":537.491,"endTime":539.1410000000001,"body":"re-forecasting the year."},{"speaker":"Brandee Gaar","startTime":539.6510000000001,"endTime":541.751,"body":"So if you are way up or"},{"speaker":"Brandee Gaar","startTime":539.6510000000001,"endTime":541.751,"body":"way down, I want you to"},{"speaker":"Brandee Gaar","startTime":541.751,"endTime":545.951,"body":"consider re-forecasting your"},{"speaker":"Brandee Gaar","startTime":541.751,"endTime":545.951,"body":"projection for the rest of"},{"speaker":"Brandee Gaar","startTime":545.951,"endTime":547.001,"body":"the year for your sales goal."},{"speaker":"Brandee Gaar","startTime":547.451,"endTime":547.721,"body":"Okay?"},{"speaker":"Brandee Gaar","startTime":547.721,"endTime":550.601,"body":"So this first metric that we're"},{"speaker":"Brandee Gaar","startTime":547.721,"endTime":550.601,"body":"looking at is sales goals."},{"speaker":"Brandee Gaar","startTime":550.601,"endTime":551.681,"body":"And remember this."},{"speaker":"Brandee Gaar","startTime":551.711,"endTime":553.871,"body":"Is the value of the"},{"speaker":"Brandee Gaar","startTime":551.711,"endTime":553.871,"body":"packages that you sold."},{"speaker":"Brandee Gaar","startTime":553.871,"endTime":556.241,"body":"So it's not revenue that"},{"speaker":"Brandee Gaar","startTime":553.871,"endTime":556.241,"body":"came into the bank, it's"},{"speaker":"Brandee Gaar","startTime":556.241,"endTime":558.671,"body":"the actual value of that"},{"speaker":"Brandee Gaar","startTime":556.241,"endTime":558.671,"body":"entire package that was"},{"speaker":"Brandee Gaar","startTime":558.671,"endTime":561.098,"body":"sold, regardless of when"},{"speaker":"Brandee Gaar","startTime":558.671,"endTime":561.098,"body":"that wedding is gonna happen"},{"speaker":"Brandee Gaar","startTime":561.191,"endTime":563.956,"body":"."},{"speaker":"Brandee Gaar","startTime":561.191,"endTime":563.956,"body":"Okay, so number two is"},{"speaker":"Brandee Gaar","startTime":563.986,"endTime":565.066,"body":"versus projected revenue."},{"speaker":"Brandee Gaar","startTime":565.066,"endTime":568.6659999999999,"body":"So this is where that retainer"},{"speaker":"Brandee Gaar","startTime":565.066,"endTime":568.6659999999999,"body":"is coming into play, right?"},{"speaker":"Brandee Gaar","startTime":568.9359999999999,"endTime":571.966,"body":"So the key metric number one"},{"speaker":"Brandee Gaar","startTime":568.9359999999999,"endTime":571.966,"body":"was our sales goals, which was"},{"speaker":"Brandee Gaar","startTime":571.966,"endTime":573.646,"body":"the entire value of the project."},{"speaker":"Brandee Gaar","startTime":573.9159999999999,"endTime":577.096,"body":"But key metric number two"},{"speaker":"Brandee Gaar","startTime":573.9159999999999,"endTime":577.096,"body":"is the actual money that"},{"speaker":"Brandee Gaar","startTime":577.096,"endTime":579.046,"body":"came into our bank account."},{"speaker":"Brandee Gaar","startTime":579.046,"endTime":581.551,"body":"And this can get kind of"},{"speaker":"Brandee Gaar","startTime":579.046,"endTime":581.551,"body":"confusing because of the"},{"speaker":"Brandee Gaar","startTime":581.551,"endTime":582.6610000000001,"body":"two different numbers."},{"speaker":"Brandee Gaar","startTime":582.811,"endTime":583.171,"body":"So it's."},{"speaker":"Brandee Gaar","startTime":583.176,"endTime":585.156,"body":"That's why it's really"},{"speaker":"Brandee Gaar","startTime":583.176,"endTime":585.156,"body":"important, I want you to"},{"speaker":"Brandee Gaar","startTime":585.156,"endTime":588.306,"body":"hear me when I say key"},{"speaker":"Brandee Gaar","startTime":585.156,"endTime":588.306,"body":"metric Number two is revenue,"},{"speaker":"Brandee Gaar","startTime":588.306,"endTime":591.0360000000001,"body":"which means it's the money"},{"speaker":"Brandee Gaar","startTime":588.306,"endTime":591.0360000000001,"body":"that hit your bank account."},{"speaker":"Brandee Gaar","startTime":591.246,"endTime":594.576,"body":"So if you sell a wedding for"},{"speaker":"Brandee Gaar","startTime":591.246,"endTime":594.576,"body":"$5,000, that's next year, and"},{"speaker":"Brandee Gaar","startTime":594.576,"endTime":596.676,"body":"you took in a $1,500 retainer."},{"speaker":"Brandee Gaar","startTime":596.916,"endTime":599.766,"body":"The only amount that we're"},{"speaker":"Brandee Gaar","startTime":596.916,"endTime":599.766,"body":"counting in this key metric"},{"speaker":"Brandee Gaar","startTime":599.766,"endTime":601.926,"body":"number two is that $1,500."},{"speaker":"Brandee Gaar","startTime":602.256,"endTime":605.946,"body":"Now, the really easy way"},{"speaker":"Brandee Gaar","startTime":602.256,"endTime":605.946,"body":"to run this number is to"},{"speaker":"Brandee Gaar","startTime":605.946,"endTime":609.936,"body":"run an actual versus budget"},{"speaker":"Brandee Gaar","startTime":605.946,"endTime":609.936,"body":"from your financial system."},{"speaker":"Brandee Gaar","startTime":610.301,"endTime":612.941,"body":"Or if you have a bookkeeper,"},{"speaker":"Brandee Gaar","startTime":610.301,"endTime":612.941,"body":"your bookkeeper should be"},{"speaker":"Brandee Gaar","startTime":612.941,"endTime":613.811,"body":"giving you this number."},{"speaker":"Brandee Gaar","startTime":613.811,"endTime":616.751,"body":"So if you did a budget last"},{"speaker":"Brandee Gaar","startTime":613.811,"endTime":616.751,"body":"year, if you're part of Wedding"},{"speaker":"Brandee Gaar","startTime":616.751,"endTime":619.901,"body":"Pro CEO, you definitely did"},{"speaker":"Brandee Gaar","startTime":616.751,"endTime":619.901,"body":"a budget with us last year."},{"speaker":"Brandee Gaar","startTime":619.901,"endTime":622.061,"body":"We do budgets with our"},{"speaker":"Brandee Gaar","startTime":619.901,"endTime":622.061,"body":"students every single"},{"speaker":"Brandee Gaar","startTime":622.061,"endTime":623.291,"body":"year inside the program."},{"speaker":"Brandee Gaar","startTime":623.771,"endTime":625.391,"body":"Um, so you should"},{"speaker":"Brandee Gaar","startTime":623.771,"endTime":625.391,"body":"have that budget."},{"speaker":"Brandee Gaar","startTime":625.576,"endTime":629.116,"body":"If you are not part of Wedding"},{"speaker":"Brandee Gaar","startTime":625.576,"endTime":629.116,"body":"Pro CEO one, I wanna invite"},{"speaker":"Brandee Gaar","startTime":629.116,"endTime":632.596,"body":"you to apply to join us"},{"speaker":"Brandee Gaar","startTime":629.116,"endTime":632.596,"body":"inside of Wedding Pro CEO so"},{"speaker":"Brandee Gaar","startTime":632.596,"endTime":635.566,"body":"you can start running your"},{"speaker":"Brandee Gaar","startTime":632.596,"endTime":635.566,"body":"business like a legit business."},{"speaker":"Brandee Gaar","startTime":635.836,"endTime":637.516,"body":"I would love for you to"},{"speaker":"Brandee Gaar","startTime":635.836,"endTime":637.516,"body":"head over to wedding pro"},{"speaker":"Brandee Gaar","startTime":637.516,"endTime":641.716,"body":"ceo.com/application and"},{"speaker":"Brandee Gaar","startTime":637.516,"endTime":641.716,"body":"apply to work with us, apply"},{"speaker":"Brandee Gaar","startTime":641.716,"endTime":642.796,"body":"to be part of our team."},{"speaker":"Brandee Gaar","startTime":643.0360000000001,"endTime":645.826,"body":"Our team will jump on a call"},{"speaker":"Brandee Gaar","startTime":643.0360000000001,"endTime":645.826,"body":"with you to assess where"},{"speaker":"Brandee Gaar","startTime":645.826,"endTime":648.196,"body":"you are in your business"},{"speaker":"Brandee Gaar","startTime":645.826,"endTime":648.196,"body":"and let you know if we think"},{"speaker":"Brandee Gaar","startTime":648.196,"endTime":649.336,"body":"that we can help you scale."},{"speaker":"Brandee Gaar","startTime":649.636,"endTime":652.186,"body":"We take our client results"},{"speaker":"Brandee Gaar","startTime":649.636,"endTime":652.186,"body":"very, very seriously."},{"speaker":"Brandee Gaar","startTime":652.186,"endTime":653.566,"body":"So we only accept students who."},{"speaker":"Brandee Gaar","startTime":653.711,"endTime":656.741,"body":"Are ready to two x their"},{"speaker":"Brandee Gaar","startTime":653.711,"endTime":656.741,"body":"revenue and to really"},{"speaker":"Brandee Gaar","startTime":656.741,"endTime":657.461,"body":"scale their business."},{"speaker":"Brandee Gaar","startTime":657.461,"endTime":659.291,"body":"So if that's you and you're"},{"speaker":"Brandee Gaar","startTime":657.461,"endTime":659.291,"body":"listening to this and you're"},{"speaker":"Brandee Gaar","startTime":659.291,"endTime":663.191,"body":"like, I need this kind of like,"},{"speaker":"Brandee Gaar","startTime":659.291,"endTime":663.191,"body":"support inside my business"},{"speaker":"Brandee Gaar","startTime":663.191,"endTime":666.131,"body":"because I want to run this"},{"speaker":"Brandee Gaar","startTime":663.191,"endTime":666.131,"body":"legit business, head over to"},{"speaker":"Brandee Gaar","startTime":666.131,"endTime":668.621,"body":"wedding pro ceo.com/application."},{"speaker":"Brandee Gaar","startTime":668.831,"endTime":671.381,"body":"Fill out a few questions"},{"speaker":"Brandee Gaar","startTime":668.831,"endTime":671.381,"body":"for us and grab a time on"},{"speaker":"Brandee Gaar","startTime":671.381,"endTime":674.081,"body":"our calendar to do that gap"},{"speaker":"Brandee Gaar","startTime":671.381,"endTime":674.081,"body":"assessment and let's get"},{"speaker":"Brandee Gaar","startTime":674.081,"endTime":675.401,"body":"you inside of the program."},{"speaker":"Brandee Gaar","startTime":675.618,"endTime":678.318,"body":"Okay, so we're gonna run"},{"speaker":"Brandee Gaar","startTime":675.618,"endTime":678.318,"body":"that budget to actual inside"},{"speaker":"Brandee Gaar","startTime":678.318,"endTime":680.538,"body":"of your financial program,"},{"speaker":"Brandee Gaar","startTime":678.318,"endTime":680.538,"body":"your financial software, or"},{"speaker":"Brandee Gaar","startTime":680.538,"endTime":681.648,"body":"get it from your bookkeeper."},{"speaker":"Brandee Gaar","startTime":681.948,"endTime":685.218,"body":"If you don't have a bookkeeper"},{"speaker":"Brandee Gaar","startTime":681.948,"endTime":685.218,"body":"or a financial software,"},{"speaker":"Brandee Gaar","startTime":685.218,"endTime":687.572,"body":"then really all you're gonna"},{"speaker":"Brandee Gaar","startTime":685.218,"endTime":687.572,"body":"do is you're going to just."},{"speaker":"Brandee Gaar","startTime":687.572,"endTime":690.932,"body":"grab a bank statement from"},{"speaker":"Brandee Gaar","startTime":687.572,"endTime":690.932,"body":"your bank for each month."},{"speaker":"Brandee Gaar","startTime":690.962,"endTime":693.842,"body":"Compare what your"},{"speaker":"Brandee Gaar","startTime":690.962,"endTime":693.842,"body":"actual revenue was."},{"speaker":"Brandee Gaar","startTime":693.842,"endTime":696.212,"body":"I wanna know exactly how"},{"speaker":"Brandee Gaar","startTime":693.842,"endTime":696.212,"body":"much money went into your"},{"speaker":"Brandee Gaar","startTime":696.212,"endTime":698.612,"body":"bank account each month"},{"speaker":"Brandee Gaar","startTime":696.212,"endTime":698.612,"body":"compared to what you"},{"speaker":"Brandee Gaar","startTime":698.732,"endTime":701.492,"body":"budgeted to go into your bank"},{"speaker":"Brandee Gaar","startTime":698.732,"endTime":701.492,"body":"account every single month."},{"speaker":"Brandee Gaar","startTime":701.582,"endTime":701.912,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":701.942,"endTime":704.792,"body":"And we're looking at the same"},{"speaker":"Brandee Gaar","startTime":701.942,"endTime":704.792,"body":"thing here in key metric number"},{"speaker":"Brandee Gaar","startTime":704.792,"endTime":705.992,"body":"two that we did in key metric."},{"speaker":"Brandee Gaar","startTime":705.992,"endTime":709.832,"body":"Number one, was it up or was"},{"speaker":"Brandee Gaar","startTime":705.992,"endTime":709.832,"body":"it down to what you forecasted?"},{"speaker":"Brandee Gaar","startTime":709.922,"endTime":714.092,"body":"And then based on either one of"},{"speaker":"Brandee Gaar","startTime":709.922,"endTime":714.092,"body":"those, why was it up or down?"},{"speaker":"Brandee Gaar","startTime":714.242,"endTime":715.952,"body":"If it was significantly up."},{"speaker":"Brandee Gaar","startTime":715.952,"endTime":718.022,"body":"Some of the things that"},{"speaker":"Brandee Gaar","startTime":715.952,"endTime":718.022,"body":"I'd be looking at for us,"},{"speaker":"Brandee Gaar","startTime":718.022,"endTime":720.5120000000001,"body":"we're a planner and we do"},{"speaker":"Brandee Gaar","startTime":718.022,"endTime":720.5120000000001,"body":"percentage based pricing."},{"speaker":"Brandee Gaar","startTime":720.5120000000001,"endTime":724.352,"body":"So did we have a client that"},{"speaker":"Brandee Gaar","startTime":720.5120000000001,"endTime":724.352,"body":"we had under forecasted what"},{"speaker":"Brandee Gaar","startTime":724.352,"endTime":725.7620000000001,"body":"their final payment would be?"},{"speaker":"Brandee Gaar","startTime":725.822,"endTime":726.122,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":726.162,"endTime":729.192,"body":"we may have a client who spent"},{"speaker":"Brandee Gaar","startTime":726.162,"endTime":729.192,"body":"way more than we initially"},{"speaker":"Brandee Gaar","startTime":729.192,"endTime":732.282,"body":"thought that they would,"},{"speaker":"Brandee Gaar","startTime":729.192,"endTime":732.282,"body":"and so we got a larger final"},{"speaker":"Brandee Gaar","startTime":732.282,"endTime":736.422,"body":"payment than we had expected,"},{"speaker":"Brandee Gaar","startTime":732.282,"endTime":736.422,"body":"and so that might drive up our"},{"speaker":"Brandee Gaar","startTime":736.422,"endTime":737.802,"body":"revenue in one of those months."},{"speaker":"Brandee Gaar","startTime":738.075,"endTime":740.055,"body":"It could also be"},{"speaker":"Brandee Gaar","startTime":738.075,"endTime":740.055,"body":"that we booked maybe."},{"speaker":"Brandee Gaar","startTime":740.055,"endTime":743.265,"body":"Higher packages than we had"},{"speaker":"Brandee Gaar","startTime":740.055,"endTime":743.265,"body":"expected to book, or our"},{"speaker":"Brandee Gaar","startTime":743.265,"endTime":746.415,"body":"sales were way up, so we took"},{"speaker":"Brandee Gaar","startTime":743.265,"endTime":746.415,"body":"in much larger retainers."},{"speaker":"Brandee Gaar","startTime":746.775,"endTime":749.715,"body":"So there's lots of reasons you"},{"speaker":"Brandee Gaar","startTime":746.775,"endTime":749.715,"body":"could have additional revenue"},{"speaker":"Brandee Gaar","startTime":749.715,"endTime":752.805,"body":"coming into your bank, but"},{"speaker":"Brandee Gaar","startTime":749.715,"endTime":752.805,"body":"you want to understand what"},{"speaker":"Brandee Gaar","startTime":752.805,"endTime":755.295,"body":"that was because when you"},{"speaker":"Brandee Gaar","startTime":752.805,"endTime":755.295,"body":"go to make your budget next"},{"speaker":"Brandee Gaar","startTime":755.295,"endTime":757.605,"body":"year, you wanna understand"},{"speaker":"Brandee Gaar","startTime":755.295,"endTime":757.605,"body":"why you had a really large"},{"speaker":"Brandee Gaar","startTime":757.605,"endTime":759.075,"body":"month or a really down month."},{"speaker":"Brandee Gaar","startTime":759.345,"endTime":761.835,"body":"It's really important"},{"speaker":"Brandee Gaar","startTime":759.345,"endTime":761.835,"body":"to understand this."},{"speaker":"Brandee Gaar","startTime":761.865,"endTime":763.515,"body":"Okay, now if that was."},{"speaker":"Brandee Gaar","startTime":763.585,"endTime":767.005,"body":"Down if your revenue was down"},{"speaker":"Brandee Gaar","startTime":763.585,"endTime":767.005,"body":"in the first quarter to what"},{"speaker":"Brandee Gaar","startTime":767.005,"endTime":768.205,"body":"you thought it was gonna be."},{"speaker":"Brandee Gaar","startTime":768.565,"endTime":771.055,"body":"Again, I wanna look and"},{"speaker":"Brandee Gaar","startTime":768.565,"endTime":771.055,"body":"see why was it down?"},{"speaker":"Brandee Gaar","startTime":771.055,"endTime":773.875,"body":"Could it be that a wedding"},{"speaker":"Brandee Gaar","startTime":771.055,"endTime":773.875,"body":"canceled and so you were"},{"speaker":"Brandee Gaar","startTime":773.875,"endTime":776.509,"body":"expecting a final payment"},{"speaker":"Brandee Gaar","startTime":773.875,"endTime":776.509,"body":"to come in that didn't."},{"speaker":"Brandee Gaar","startTime":776.599,"endTime":778.099,"body":"That happens a lot, right?"},{"speaker":"Brandee Gaar","startTime":778.099,"endTime":780.619,"body":"In our industry, more than"},{"speaker":"Brandee Gaar","startTime":778.099,"endTime":780.619,"body":"clients would like to believe"},{"speaker":"Brandee Gaar","startTime":780.619,"endTime":781.519,"body":"that it happens, right?"},{"speaker":"Brandee Gaar","startTime":781.6850000000001,"endTime":784.385,"body":"It could also be that your sales"},{"speaker":"Brandee Gaar","startTime":781.6850000000001,"endTime":784.385,"body":"were down and so you didn't"},{"speaker":"Brandee Gaar","startTime":784.385,"endTime":787.025,"body":"get as many retainers as you"},{"speaker":"Brandee Gaar","startTime":784.385,"endTime":787.025,"body":"thought that you were going to."},{"speaker":"Brandee Gaar","startTime":787.139,"endTime":791.069,"body":"Now, just like I encouraged you"},{"speaker":"Brandee Gaar","startTime":787.139,"endTime":791.069,"body":"to reforecast the year based"},{"speaker":"Brandee Gaar","startTime":791.069,"endTime":794.279,"body":"on whether you're significantly"},{"speaker":"Brandee Gaar","startTime":791.069,"endTime":794.279,"body":"up or significantly down."},{"speaker":"Brandee Gaar","startTime":794.279,"endTime":797.519,"body":"I want you to reforecast your"},{"speaker":"Brandee Gaar","startTime":794.279,"endTime":797.519,"body":"year for revenue as well."},{"speaker":"Brandee Gaar","startTime":797.549,"endTime":799.739,"body":"Now, this is where, this"},{"speaker":"Brandee Gaar","startTime":797.549,"endTime":799.739,"body":"is gonna be really, really"},{"speaker":"Brandee Gaar","startTime":799.739,"endTime":802.7090000000001,"body":"important because if you"},{"speaker":"Brandee Gaar","startTime":799.739,"endTime":802.7090000000001,"body":"did a budget for the year,"},{"speaker":"Brandee Gaar","startTime":802.769,"endTime":806.062,"body":"which you should have done a"},{"speaker":"Brandee Gaar","startTime":802.769,"endTime":806.062,"body":"budget for the year, if you"},{"speaker":"Brandee Gaar","startTime":806.062,"endTime":809.602,"body":"did that, then you have then"},{"speaker":"Brandee Gaar","startTime":806.062,"endTime":809.602,"body":"based your expenses and you're"},{"speaker":"Brandee Gaar","startTime":809.602,"endTime":811.522,"body":"spending off of that budget."},{"speaker":"Brandee Gaar","startTime":811.729,"endTime":813.889,"body":"Off of what you projected"},{"speaker":"Brandee Gaar","startTime":811.729,"endTime":813.889,"body":"to do for this year."},{"speaker":"Brandee Gaar","startTime":814.125,"endTime":817.395,"body":"So if your revenue is down"},{"speaker":"Brandee Gaar","startTime":814.125,"endTime":817.395,"body":"for the entire first quarter,"},{"speaker":"Brandee Gaar","startTime":866.715,"endTime":870.585,"body":"we may need to re project"},{"speaker":"Brandee Gaar","startTime":866.715,"endTime":870.585,"body":"the year in revenue and make"},{"speaker":"Brandee Gaar","startTime":870.585,"endTime":873.135,"body":"sure that we're gonna cover"},{"speaker":"Brandee Gaar","startTime":870.585,"endTime":873.135,"body":"all the expenses that we've"},{"speaker":"Brandee Gaar","startTime":873.585,"endTime":874.845,"body":"thought we were gonna spend."},{"speaker":"Brandee Gaar","startTime":875.625,"endTime":877.575,"body":"That's gonna be really"},{"speaker":"Brandee Gaar","startTime":875.625,"endTime":877.575,"body":"important because as you're"},{"speaker":"Brandee Gaar","startTime":877.575,"endTime":879.405,"body":"spending throughout the year,"},{"speaker":"Brandee Gaar","startTime":877.575,"endTime":879.405,"body":"you're gonna wanna know,"},{"speaker":"Brandee Gaar","startTime":879.4350000000001,"endTime":881.229,"body":"okay, did I make enough?"},{"speaker":"Brandee Gaar","startTime":881.229,"endTime":883.2090000000001,"body":"do I still think I'm gonna"},{"speaker":"Brandee Gaar","startTime":881.229,"endTime":883.2090000000001,"body":"make enough for the year,"},{"speaker":"Brandee Gaar","startTime":883.2090000000001,"endTime":885.999,"body":"or are there some expenses"},{"speaker":"Brandee Gaar","startTime":883.2090000000001,"endTime":885.999,"body":"I may need to pull back on?"},{"speaker":"Brandee Gaar","startTime":886.2090000000001,"endTime":887.919,"body":"on the flip side, if you're way."},{"speaker":"Brandee Gaar","startTime":888.069,"endTime":890.469,"body":"Up in revenue, you"},{"speaker":"Brandee Gaar","startTime":888.069,"endTime":890.469,"body":"wanna consider that."},{"speaker":"Brandee Gaar","startTime":890.469,"endTime":894.009,"body":"It may be time for you to start"},{"speaker":"Brandee Gaar","startTime":890.469,"endTime":894.009,"body":"adding a team member or add"},{"speaker":"Brandee Gaar","startTime":894.009,"endTime":897.279,"body":"some additional software or"},{"speaker":"Brandee Gaar","startTime":894.009,"endTime":897.279,"body":"buy that piece of equipment"},{"speaker":"Brandee Gaar","startTime":897.279,"endTime":901.479,"body":"that you've been needing to"},{"speaker":"Brandee Gaar","startTime":897.279,"endTime":901.479,"body":"buy because now you can invest"},{"speaker":"Brandee Gaar","startTime":901.479,"endTime":902.529,"body":"in the growth of your company."},{"speaker":"Brandee Gaar","startTime":902.8290000000001,"endTime":905.739,"body":"Being way up and not knowing"},{"speaker":"Brandee Gaar","startTime":902.8290000000001,"endTime":905.739,"body":"it or being weighed down"},{"speaker":"Brandee Gaar","startTime":905.739,"endTime":909.309,"body":"and not knowing it are just"},{"speaker":"Brandee Gaar","startTime":905.739,"endTime":909.309,"body":"as bad because if you have"},{"speaker":"Brandee Gaar","startTime":909.309,"endTime":911.499,"body":"a ton of money sitting in"},{"speaker":"Brandee Gaar","startTime":909.309,"endTime":911.499,"body":"your bank account that you"},{"speaker":"Brandee Gaar","startTime":911.499,"endTime":915.019,"body":"didn't realize was over"},{"speaker":"Brandee Gaar","startTime":911.499,"endTime":915.019,"body":"what you needed, you're not."},{"speaker":"Brandee Gaar","startTime":915.019,"endTime":916.819,"body":"Investing in the"},{"speaker":"Brandee Gaar","startTime":915.019,"endTime":916.819,"body":"growth of your company."},{"speaker":"Brandee Gaar","startTime":916.819,"endTime":919.399,"body":"So it's really, really important"},{"speaker":"Brandee Gaar","startTime":916.819,"endTime":919.399,"body":"that you understand if you're"},{"speaker":"Brandee Gaar","startTime":919.399,"endTime":920.839,"body":"way up or what you're way down."},{"speaker":"Brandee Gaar","startTime":921.439,"endTime":924.289,"body":"Now, one other thing, I saw"},{"speaker":"Brandee Gaar","startTime":921.439,"endTime":924.289,"body":"Braden Drake actually post"},{"speaker":"Brandee Gaar","startTime":924.289,"endTime":927.169,"body":"about this on threads a couple"},{"speaker":"Brandee Gaar","startTime":924.289,"endTime":927.169,"body":"weeks ago, and I loved that"},{"speaker":"Brandee Gaar","startTime":927.169,"endTime":930.499,"body":"he mentioned this, which"},{"speaker":"Brandee Gaar","startTime":927.169,"endTime":930.499,"body":"is I want you to also know"},{"speaker":"Brandee Gaar","startTime":930.499,"endTime":932.299,"body":"when your down season is."},{"speaker":"Brandee Gaar","startTime":932.479,"endTime":933.319,"body":"I'll give you an example."},{"speaker":"Brandee Gaar","startTime":933.319,"endTime":936.559,"body":"My company, we're in Florida,"},{"speaker":"Brandee Gaar","startTime":933.319,"endTime":936.559,"body":"and so our high seasons are"},{"speaker":"Brandee Gaar","startTime":936.559,"endTime":940.129,"body":"spring, march through May and"},{"speaker":"Brandee Gaar","startTime":936.559,"endTime":940.129,"body":"fall October through December."},{"speaker":"Brandee Gaar","startTime":940.129,"endTime":942.919,"body":"And in the summer it's like"},{"speaker":"Brandee Gaar","startTime":940.129,"endTime":942.919,"body":"tumbleweeds, like there's no"},{"speaker":"Brandee Gaar","startTime":942.919,"endTime":944.689,"body":"one getting married 'cause"},{"speaker":"Brandee Gaar","startTime":942.919,"endTime":944.689,"body":"it's hot, it's hurricane"},{"speaker":"Brandee Gaar","startTime":944.689,"endTime":947.2090000000001,"body":"season and there's a million"},{"speaker":"Brandee Gaar","startTime":944.689,"endTime":947.2090000000001,"body":"bugs in Florida, right?"},{"speaker":"Brandee Gaar","startTime":947.2090000000001,"endTime":949.519,"body":"So like we have very, very"},{"speaker":"Brandee Gaar","startTime":947.2090000000001,"endTime":949.519,"body":"few weddings in the summer."},{"speaker":"Brandee Gaar","startTime":949.609,"endTime":953.389,"body":"And so our summer months tend"},{"speaker":"Brandee Gaar","startTime":949.609,"endTime":953.389,"body":"to be extremely, extremely"},{"speaker":"Brandee Gaar","startTime":953.4490000000001,"endTime":955.099,"body":"lean, cash flow wise."},{"speaker":"Brandee Gaar","startTime":955.1990000000001,"endTime":958.529,"body":"So I count on having a"},{"speaker":"Brandee Gaar","startTime":955.1990000000001,"endTime":958.529,"body":"really big first quarter"},{"speaker":"Brandee Gaar","startTime":958.529,"endTime":961.799,"body":"and second quarter so that"},{"speaker":"Brandee Gaar","startTime":958.529,"endTime":961.799,"body":"we can store up that cash."},{"speaker":"Brandee Gaar","startTime":961.799,"endTime":963.869,"body":"I kind of think about it"},{"speaker":"Brandee Gaar","startTime":961.799,"endTime":963.869,"body":"like storing up all the"},{"speaker":"Brandee Gaar","startTime":963.869,"endTime":965.219,"body":"acorns for winter, right?"},{"speaker":"Brandee Gaar","startTime":965.4590000000001,"endTime":969.239,"body":"I wanna store up as much cash as"},{"speaker":"Brandee Gaar","startTime":965.4590000000001,"endTime":969.239,"body":"I can to get us through summer."},{"speaker":"Brandee Gaar","startTime":969.884,"endTime":973.5740000000001,"body":"I wanna understand how much"},{"speaker":"Brandee Gaar","startTime":969.884,"endTime":973.5740000000001,"body":"of this extra cash I need to"},{"speaker":"Brandee Gaar","startTime":973.5740000000001,"endTime":974.8340000000001,"body":"get us through summer, right?"},{"speaker":"Brandee Gaar","startTime":974.8340000000001,"endTime":977.384,"body":"If I had a really big first"},{"speaker":"Brandee Gaar","startTime":974.8340000000001,"endTime":977.384,"body":"quarter, how much of that do I"},{"speaker":"Brandee Gaar","startTime":977.384,"endTime":978.5840000000001,"body":"need to get us through summer?"},{"speaker":"Brandee Gaar","startTime":978.974,"endTime":981.254,"body":"So I might not want to"},{"speaker":"Brandee Gaar","startTime":978.974,"endTime":981.254,"body":"go spend that money."},{"speaker":"Brandee Gaar","startTime":981.254,"endTime":983.024,"body":"I might be like, oh my"},{"speaker":"Brandee Gaar","startTime":981.254,"endTime":983.024,"body":"gosh, I don't want to"},{"speaker":"Brandee Gaar","startTime":983.024,"endTime":985.424,"body":"eat ramen all summer and"},{"speaker":"Brandee Gaar","startTime":983.024,"endTime":985.424,"body":"have to skip payrolls."},{"speaker":"Brandee Gaar","startTime":985.664,"endTime":987.674,"body":"I need to store that cash up."},{"speaker":"Brandee Gaar","startTime":988.049,"endTime":989.399,"body":"To get through summer, right?"},{"speaker":"Brandee Gaar","startTime":989.399,"endTime":991.529,"body":"So I focus on that in"},{"speaker":"Brandee Gaar","startTime":989.399,"endTime":991.529,"body":"quarter one and quarter two."},{"speaker":"Brandee Gaar","startTime":991.529,"endTime":995.879,"body":"That's how we don't have the"},{"speaker":"Brandee Gaar","startTime":991.529,"endTime":995.879,"body":"big peaks and big valleys in"},{"speaker":"Brandee Gaar","startTime":995.879,"endTime":998.999,"body":"our payroll or in our cash"},{"speaker":"Brandee Gaar","startTime":995.879,"endTime":998.999,"body":"flow in our business because"},{"speaker":"Brandee Gaar","startTime":998.999,"endTime":1001.729,"body":"we know we need that extra"},{"speaker":"Brandee Gaar","startTime":998.999,"endTime":1001.729,"body":"cash to get through summer."},{"speaker":"Brandee Gaar","startTime":1001.8530000000001,"endTime":1004.886,"body":"Now, if I had a down first"},{"speaker":"Brandee Gaar","startTime":1001.8530000000001,"endTime":1004.886,"body":"quarter, and I need that"},{"speaker":"Brandee Gaar","startTime":1004.886,"endTime":1005.936,"body":"money to get through summer."},{"speaker":"Brandee Gaar","startTime":1006.146,"endTime":1008.396,"body":"That's where I'm gonna have"},{"speaker":"Brandee Gaar","startTime":1006.146,"endTime":1008.396,"body":"to start really realizing"},{"speaker":"Brandee Gaar","startTime":1008.396,"endTime":1011.216,"body":"like, summer's gonna be"},{"speaker":"Brandee Gaar","startTime":1008.396,"endTime":1011.216,"body":"rough this year because we"},{"speaker":"Brandee Gaar","startTime":1011.216,"endTime":1013.616,"body":"didn't make enough to get"},{"speaker":"Brandee Gaar","startTime":1011.216,"endTime":1013.616,"body":"through those summer months."},{"speaker":"Brandee Gaar","startTime":1013.9060000000001,"endTime":1016.5260000000001,"body":"I want you to know what your"},{"speaker":"Brandee Gaar","startTime":1013.9060000000001,"endTime":1016.5260000000001,"body":"down season is and make sure,"},{"speaker":"Brandee Gaar","startTime":1016.5260000000001,"endTime":1020.306,"body":"you know, do I need this cash"},{"speaker":"Brandee Gaar","startTime":1016.5260000000001,"endTime":1020.306,"body":"to get through down season?"},{"speaker":"Brandee Gaar","startTime":1020.841,"endTime":1023.541,"body":"So again, all of this"},{"speaker":"Brandee Gaar","startTime":1020.841,"endTime":1023.541,"body":"are things that we work"},{"speaker":"Brandee Gaar","startTime":1023.541,"endTime":1025.971,"body":"through with our students"},{"speaker":"Brandee Gaar","startTime":1023.541,"endTime":1025.971,"body":"inside of Wedding Pro, CEO."},{"speaker":"Brandee Gaar","startTime":1025.971,"endTime":1028.971,"body":"So if you're listening to this"},{"speaker":"Brandee Gaar","startTime":1025.971,"endTime":1028.971,"body":"and you're just like,  I love"},{"speaker":"Brandee Gaar","startTime":1028.971,"endTime":1032.721,"body":"this, and I, I feel confused"},{"speaker":"Brandee Gaar","startTime":1028.971,"endTime":1032.721,"body":"by it, but like excitedly"},{"speaker":"Brandee Gaar","startTime":1032.721,"endTime":1035.3909999999998,"body":"confused, I want to understand"},{"speaker":"Brandee Gaar","startTime":1032.721,"endTime":1035.3909999999998,"body":"these numbers better and I"},{"speaker":"Brandee Gaar","startTime":1035.3909999999998,"endTime":1038.481,"body":"want help with it, again, I"},{"speaker":"Brandee Gaar","startTime":1035.3909999999998,"endTime":1038.481,"body":"would encourage you to get"},{"speaker":"Brandee Gaar","startTime":1038.511,"endTime":1039.681,"body":"inside of Wedding Pro CEO."},{"speaker":"Brandee Gaar","startTime":1039.681,"endTime":1041.751,"body":"We do this constantly"},{"speaker":"Brandee Gaar","startTime":1039.681,"endTime":1041.751,"body":"with our students."},{"speaker":"Brandee Gaar","startTime":1041.751,"endTime":1043.161,"body":"We want you to"},{"speaker":"Brandee Gaar","startTime":1041.751,"endTime":1043.161,"body":"understand your numbers."},{"speaker":"Brandee Gaar","startTime":1043.3709999999999,"endTime":1045.8609999999999,"body":"We believe it empowers"},{"speaker":"Brandee Gaar","startTime":1043.3709999999999,"endTime":1045.8609999999999,"body":"you to be a more confident"},{"speaker":"Brandee Gaar","startTime":1045.8609999999999,"endTime":1049.041,"body":"pro, and that is really the"},{"speaker":"Brandee Gaar","startTime":1045.8609999999999,"endTime":1049.041,"body":"foundation of how you're gonna."},{"speaker":"Brandee Gaar","startTime":1049.106,"endTime":1050.846,"body":"Scale your revenue so"},{"speaker":"Brandee Gaar","startTime":1049.106,"endTime":1050.846,"body":"quickly because you're gonna"},{"speaker":"Brandee Gaar","startTime":1050.846,"endTime":1052.376,"body":"understand it, you're gonna"},{"speaker":"Brandee Gaar","startTime":1050.846,"endTime":1052.376,"body":"know it, you're gonna be"},{"speaker":"Brandee Gaar","startTime":1052.376,"endTime":1054.806,"body":"able to breathe it, live"},{"speaker":"Brandee Gaar","startTime":1052.376,"endTime":1054.806,"body":"it, sleep it, and it's gonna"},{"speaker":"Brandee Gaar","startTime":1054.806,"endTime":1057.956,"body":"make you such a much better"},{"speaker":"Brandee Gaar","startTime":1054.806,"endTime":1057.956,"body":"business owner and operator."},{"speaker":"Brandee Gaar","startTime":1058.119,"endTime":1060.309,"body":"let's move on to key"},{"speaker":"Brandee Gaar","startTime":1058.119,"endTime":1060.309,"body":"metric number three."},{"speaker":"Brandee Gaar","startTime":1060.559,"endTime":1063.259,"body":"Key metric number three"},{"speaker":"Brandee Gaar","startTime":1060.559,"endTime":1063.259,"body":"is all about your team"},{"speaker":"Brandee Gaar","startTime":1063.259,"endTime":1066.379,"body":"and has really nothing to"},{"speaker":"Brandee Gaar","startTime":1063.259,"endTime":1066.379,"body":"do with revenue or sales."},{"speaker":"Brandee Gaar","startTime":1066.619,"endTime":1069.889,"body":"So let's talk about how"},{"speaker":"Brandee Gaar","startTime":1066.619,"endTime":1069.889,"body":"we're assessing our team."},{"speaker":"Brandee Gaar","startTime":1069.991,"endTime":1072.961,"body":"After quarter one where"},{"speaker":"Brandee Gaar","startTime":1069.991,"endTime":1072.961,"body":"we've gotten the bulk of our"},{"speaker":"Brandee Gaar","startTime":1072.961,"endTime":1075.991,"body":"bookings for this year, we can"},{"speaker":"Brandee Gaar","startTime":1072.961,"endTime":1075.991,"body":"now start to understand how"},{"speaker":"Brandee Gaar","startTime":1075.991,"endTime":1077.041,"body":"the year is gonna play out."},{"speaker":"Brandee Gaar","startTime":1077.041,"endTime":1078.901,"body":"And I really wanna"},{"speaker":"Brandee Gaar","startTime":1077.041,"endTime":1078.901,"body":"understand, do I have"},{"speaker":"Brandee Gaar","startTime":1078.901,"endTime":1080.491,"body":"enough ACEs on my team?"},{"speaker":"Brandee Gaar","startTime":1080.8210000000001,"endTime":1084.241,"body":"Do I have the right people in"},{"speaker":"Brandee Gaar","startTime":1080.8210000000001,"endTime":1084.241,"body":"the right places on my team?"},{"speaker":"Brandee Gaar","startTime":1084.361,"endTime":1087.8709999999999,"body":"Do I have enough team members"},{"speaker":"Brandee Gaar","startTime":1084.361,"endTime":1087.8709999999999,"body":"to make sure that we're not"},{"speaker":"Brandee Gaar","startTime":1087.8709999999999,"endTime":1090.691,"body":"all gonna burn out and be"},{"speaker":"Brandee Gaar","startTime":1087.8709999999999,"endTime":1090.691,"body":"fried by the end of the year?"},{"speaker":"Brandee Gaar","startTime":1090.721,"endTime":1094.171,"body":"Right now, of course you're"},{"speaker":"Brandee Gaar","startTime":1090.721,"endTime":1094.171,"body":"still gonna get more bookings"},{"speaker":"Brandee Gaar","startTime":1094.201,"endTime":1096.5710000000001,"body":"in the year for the year,"},{"speaker":"Brandee Gaar","startTime":1094.201,"endTime":1096.5710000000001,"body":"but at this point, after"},{"speaker":"Brandee Gaar","startTime":1096.5710000000001,"endTime":1097.981,"body":"quarter one, it's much."},{"speaker":"Brandee Gaar","startTime":1098.0159999999998,"endTime":1099.936,"body":"Fewer that you're"},{"speaker":"Brandee Gaar","startTime":1098.0159999999998,"endTime":1099.936,"body":"gonna book in the year."},{"speaker":"Brandee Gaar","startTime":1099.936,"endTime":1100.4460000000001,"body":"For the year."},{"speaker":"Brandee Gaar","startTime":1100.4759999999999,"endTime":1105.876,"body":"I would say most wedding pros"},{"speaker":"Brandee Gaar","startTime":1100.4759999999999,"endTime":1105.876,"body":"book another 10 max 15 weddings"},{"speaker":"Brandee Gaar","startTime":1106.506,"endTime":1107.856,"body":"for the rest of the year."},{"speaker":"Brandee Gaar","startTime":1107.916,"endTime":1108.486,"body":"In the year."},{"speaker":"Brandee Gaar","startTime":1108.486,"endTime":1110.616,"body":"Most of your bookings at"},{"speaker":"Brandee Gaar","startTime":1108.486,"endTime":1110.616,"body":"this point are gonna be for"},{"speaker":"Brandee Gaar","startTime":1110.616,"endTime":1112.536,"body":"the following year, right?"},{"speaker":"Brandee Gaar","startTime":1112.536,"endTime":1115.566,"body":"So you have a really idea of"},{"speaker":"Brandee Gaar","startTime":1112.536,"endTime":1115.566,"body":"how many events that you have"},{"speaker":"Brandee Gaar","startTime":1115.566,"endTime":1118.026,"body":"now this year, and I wanna be"},{"speaker":"Brandee Gaar","startTime":1115.566,"endTime":1118.026,"body":"thinking about things like."},{"speaker":"Brandee Gaar","startTime":1118.186,"endTime":1120.2259999999999,"body":"Do I need second shooters"},{"speaker":"Brandee Gaar","startTime":1118.186,"endTime":1120.2259999999999,"body":"to be trained up?"},{"speaker":"Brandee Gaar","startTime":1120.256,"endTime":1122.4089999999999,"body":"Do I need, assistants"},{"speaker":"Brandee Gaar","startTime":1120.256,"endTime":1122.4089999999999,"body":"to be trained up?"},{"speaker":"Brandee Gaar","startTime":1122.4089999999999,"endTime":1126.039,"body":"Do I need to actually hire"},{"speaker":"Brandee Gaar","startTime":1122.4089999999999,"endTime":1126.039,"body":"more leads for the fall?"},{"speaker":"Brandee Gaar","startTime":1126.039,"endTime":1127.719,"body":"Do I need to hire more DJs?"},{"speaker":"Brandee Gaar","startTime":1127.719,"endTime":1130.1490000000001,"body":"Do I need to start training"},{"speaker":"Brandee Gaar","startTime":1127.719,"endTime":1130.1490000000001,"body":"more roadies, right?"},{"speaker":"Brandee Gaar","startTime":1130.1490000000001,"endTime":1133.076,"body":"Like  all of the people and"},{"speaker":"Brandee Gaar","startTime":1130.1490000000001,"endTime":1133.076,"body":"things that you're gonna need"},{"speaker":"Brandee Gaar","startTime":1133.076,"endTime":1136.706,"body":"to run your busiest seasons"},{"speaker":"Brandee Gaar","startTime":1133.076,"endTime":1136.706,"body":"for the rest of the year."},{"speaker":"Brandee Gaar","startTime":1136.7659999999998,"endTime":1138.5359999999998,"body":"You're gonna need to"},{"speaker":"Brandee Gaar","startTime":1136.7659999999998,"endTime":1138.5359999999998,"body":"start training and"},{"speaker":"Brandee Gaar","startTime":1138.5359999999998,"endTime":1140.0359999999998,"body":"thinking about that now."},{"speaker":"Brandee Gaar","startTime":1140.2160000000001,"endTime":1143.276,"body":"So assessing your staffing"},{"speaker":"Brandee Gaar","startTime":1140.2160000000001,"endTime":1143.276,"body":"levels after quarter one"},{"speaker":"Brandee Gaar","startTime":1143.276,"endTime":1146.2459999999999,"body":"for the rest of the year to"},{"speaker":"Brandee Gaar","startTime":1143.276,"endTime":1146.2459999999999,"body":"understand do I need more staff?"},{"speaker":"Brandee Gaar","startTime":1146.2610000000002,"endTime":1147.791,"body":"Do I have too much staff?"},{"speaker":"Brandee Gaar","startTime":1148.211,"endTime":1150.7009999999998,"body":"Are there staff that"},{"speaker":"Brandee Gaar","startTime":1148.211,"endTime":1150.7009999999998,"body":"I need to move up into"},{"speaker":"Brandee Gaar","startTime":1150.7009999999998,"endTime":1151.7210000000002,"body":"different positions?"},{"speaker":"Brandee Gaar","startTime":1151.9309999999998,"endTime":1153.671,"body":"Do I need to completely hire?"},{"speaker":"Brandee Gaar","startTime":1153.671,"endTime":1156.521,"body":"Like I see a lot of wedding"},{"speaker":"Brandee Gaar","startTime":1153.671,"endTime":1156.521,"body":"pros hiring right now"},{"speaker":"Brandee Gaar","startTime":1156.521,"endTime":1158.3509999999999,"body":"because it's a perfect time."},{"speaker":"Brandee Gaar","startTime":1158.3509999999999,"endTime":1159.9710000000002,"body":"It's like, Hey, now we"},{"speaker":"Brandee Gaar","startTime":1158.3509999999999,"endTime":1159.9710000000002,"body":"know what we need for"},{"speaker":"Brandee Gaar","startTime":1159.9710000000002,"endTime":1160.751,"body":"the rest of the year."},{"speaker":"Brandee Gaar","startTime":1160.8709999999999,"endTime":1164.021,"body":"It's time to start hiring so you"},{"speaker":"Brandee Gaar","startTime":1160.8709999999999,"endTime":1164.021,"body":"have time to do your training"},{"speaker":"Brandee Gaar","startTime":1164.021,"endTime":1165.6209999999999,"body":"before you actually need them."},{"speaker":"Brandee Gaar","startTime":1165.831,"endTime":1168.4710000000002,"body":"But assessing your staffing"},{"speaker":"Brandee Gaar","startTime":1165.831,"endTime":1168.4710000000002,"body":"levels is something that I"},{"speaker":"Brandee Gaar","startTime":1168.6380000000001,"endTime":1172.6879999999999,"body":"really, really encourage you to"},{"speaker":"Brandee Gaar","startTime":1168.6380000000001,"endTime":1172.6879999999999,"body":"do at this point because this"},{"speaker":"Brandee Gaar","startTime":1172.6879999999999,"endTime":1173.918,"body":"is going to be so important."},{"speaker":"Brandee Gaar","startTime":1173.918,"endTime":1175.928,"body":"So you don't get caught with"},{"speaker":"Brandee Gaar","startTime":1173.918,"endTime":1175.928,"body":"your pants down all of a"},{"speaker":"Brandee Gaar","startTime":1175.928,"endTime":1178.3880000000001,"body":"sudden working 80 hour weeks"},{"speaker":"Brandee Gaar","startTime":1175.928,"endTime":1178.3880000000001,"body":"every single week because"},{"speaker":"Brandee Gaar","startTime":1178.3880000000001,"endTime":1180.338,"body":"you didn't hire in time."},{"speaker":"Brandee Gaar","startTime":1180.731,"endTime":1183.8709999999999,"body":"The number one killer,"},{"speaker":"Brandee Gaar","startTime":1180.731,"endTime":1183.8709999999999,"body":"people building teams,"},{"speaker":"Brandee Gaar","startTime":1183.9309999999998,"endTime":1185.191,"body":"why teams don't work."},{"speaker":"Brandee Gaar","startTime":1185.191,"endTime":1187.9509999999998,"body":"Why new hires don't work"},{"speaker":"Brandee Gaar","startTime":1185.191,"endTime":1187.9509999999998,"body":"out is because you wait to"},{"speaker":"Brandee Gaar","startTime":1187.9509999999998,"endTime":1191.521,"body":"hire until you're actually"},{"speaker":"Brandee Gaar","startTime":1187.9509999999998,"endTime":1191.521,"body":"drowning and you have no"},{"speaker":"Brandee Gaar","startTime":1191.521,"endTime":1193.3210000000001,"body":"capacity to do the training."},{"speaker":"Brandee Gaar","startTime":1193.381,"endTime":1195.541,"body":"And so they come"},{"speaker":"Brandee Gaar","startTime":1193.381,"endTime":1195.541,"body":"on, you're drowning."},{"speaker":"Brandee Gaar","startTime":1195.541,"endTime":1197.834,"body":"You're just like, I don't"},{"speaker":"Brandee Gaar","startTime":1195.541,"endTime":1197.834,"body":"know, throw me a life raft."},{"speaker":"Brandee Gaar","startTime":1197.834,"endTime":1199.0040000000001,"body":"Like do something."},{"speaker":"Brandee Gaar","startTime":1199.0040000000001,"endTime":1199.994,"body":"And they're like, do something."},{"speaker":"Brandee Gaar","startTime":1199.994,"endTime":1200.294,"body":"What?"},{"speaker":"Brandee Gaar","startTime":1200.294,"endTime":1202.0040000000001,"body":"Like, I don't even know"},{"speaker":"Brandee Gaar","startTime":1200.294,"endTime":1202.0040000000001,"body":"what you need help with."},{"speaker":"Brandee Gaar","startTime":1202.0339999999999,"endTime":1202.3639999999998,"body":"Right?"},{"speaker":"Brandee Gaar","startTime":1202.394,"endTime":1205.814,"body":"And so if we can train now,"},{"speaker":"Brandee Gaar","startTime":1202.394,"endTime":1205.814,"body":"if we can forecast now what"},{"speaker":"Brandee Gaar","startTime":1205.814,"endTime":1207.764,"body":"we need for the rest of the"},{"speaker":"Brandee Gaar","startTime":1205.814,"endTime":1207.764,"body":"year, it's gonna help you"},{"speaker":"Brandee Gaar","startTime":1207.764,"endTime":1210.0739999999998,"body":"to bring that team member"},{"speaker":"Brandee Gaar","startTime":1207.764,"endTime":1210.0739999999998,"body":"on really, really well."},{"speaker":"Brandee Gaar","startTime":1210.0739999999998,"endTime":1213.314,"body":"It's gonna ensure you have the"},{"speaker":"Brandee Gaar","startTime":1210.0739999999998,"endTime":1213.314,"body":"capacity to train them and that"},{"speaker":"Brandee Gaar","startTime":1213.314,"endTime":1215.8639999999998,"body":"they come on really, really"},{"speaker":"Brandee Gaar","startTime":1213.314,"endTime":1215.8639999999998,"body":"strong, so that by the time"},{"speaker":"Brandee Gaar","startTime":1215.8639999999998,"endTime":1219.5240000000001,"body":"you're in your busiest season,"},{"speaker":"Brandee Gaar","startTime":1215.8639999999998,"endTime":1219.5240000000001,"body":"that you can really rock and"},{"speaker":"Brandee Gaar","startTime":1219.5240000000001,"endTime":1220.874,"body":"roll with that new team member."},{"speaker":"Brandee Gaar","startTime":1221.1380000000001,"endTime":1221.798,"body":"Okay, CEO."},{"speaker":"Brandee Gaar","startTime":1221.798,"endTime":1225.9979999999998,"body":"So now you know what to measure,"},{"speaker":"Brandee Gaar","startTime":1221.798,"endTime":1225.9979999999998,"body":"and because you are the CEO of"},{"speaker":"Brandee Gaar","startTime":1225.9979999999998,"endTime":1228.7880000000002,"body":"your business, because you are"},{"speaker":"Brandee Gaar","startTime":1225.9979999999998,"endTime":1228.7880000000002,"body":"taking your business seriously"},{"speaker":"Brandee Gaar","startTime":1228.7880000000002,"endTime":1232.8680000000002,"body":"and you're running a legit"},{"speaker":"Brandee Gaar","startTime":1228.7880000000002,"endTime":1232.8680000000002,"body":"business, I want you to, right"},{"speaker":"Brandee Gaar","startTime":1232.8680000000002,"endTime":1235.778,"body":"now, I want you to look at your"},{"speaker":"Brandee Gaar","startTime":1232.8680000000002,"endTime":1235.778,"body":"calendar in the next two weeks,"},{"speaker":"Brandee Gaar","startTime":1235.778,"endTime":1238.418,"body":"and I want you to put an hour on"},{"speaker":"Brandee Gaar","startTime":1235.778,"endTime":1238.418,"body":"your calendar where you're gonna"},{"speaker":"Brandee Gaar","startTime":1238.4579999999999,"endTime":1241.7279999999998,"body":"sit, quiet, turn the do not"},{"speaker":"Brandee Gaar","startTime":1238.4579999999999,"endTime":1241.7279999999998,"body":"disturb on your phone and your"},{"speaker":"Brandee Gaar","startTime":1241.7279999999998,"endTime":1244.758,"body":"computer, and you're gonna pull"},{"speaker":"Brandee Gaar","startTime":1241.7279999999998,"endTime":1244.758,"body":"these numbers out and you're"},{"speaker":"Brandee Gaar","startTime":1244.758,"endTime":1247.068,"body":"gonna go back through this"},{"speaker":"Brandee Gaar","startTime":1244.758,"endTime":1247.068,"body":"episode and you're gonna listen."},{"speaker":"Brandee Gaar","startTime":1247.0980000000002,"endTime":1249.7679999999998,"body":"Okay, what do I need to"},{"speaker":"Brandee Gaar","startTime":1247.0980000000002,"endTime":1249.7679999999998,"body":"assess first my sales?"},{"speaker":"Brandee Gaar","startTime":1249.918,"endTime":1250.818,"body":"What do I need to assess?"},{"speaker":"Brandee Gaar","startTime":1250.818,"endTime":1251.8680000000002,"body":"Second, my revenue?"},{"speaker":"Brandee Gaar","startTime":1251.9579999999999,"endTime":1252.9779999999998,"body":"What do I need to assess?"},{"speaker":"Brandee Gaar","startTime":1252.9779999999998,"endTime":1254.2079999999999,"body":"Third, my team."},{"speaker":"Brandee Gaar","startTime":1254.238,"endTime":1256.4579999999999,"body":"And I want you to put"},{"speaker":"Brandee Gaar","startTime":1254.238,"endTime":1256.4579999999999,"body":"that time on your calendar"},{"speaker":"Brandee Gaar","startTime":1256.4579999999999,"endTime":1257.2079999999999,"body":"because you know what?"},{"speaker":"Brandee Gaar","startTime":1257.418,"endTime":1258.798,"body":"Your business deserves it."},{"speaker":"Brandee Gaar","startTime":1258.798,"endTime":1260.298,"body":"Your business needs you to."},{"speaker":"Brandee Gaar","startTime":1260.488,"endTime":1263.968,"body":"Step up and understand these"},{"speaker":"Brandee Gaar","startTime":1260.488,"endTime":1263.968,"body":"numbers and to set that time"},{"speaker":"Brandee Gaar","startTime":1263.968,"endTime":1268.648,"body":"aside on your calendar to really"},{"speaker":"Brandee Gaar","startTime":1263.968,"endTime":1268.648,"body":"assess how was quarter one and"},{"speaker":"Brandee Gaar","startTime":1268.648,"endTime":1271.4379999999999,"body":"what does it mean for the rest"},{"speaker":"Brandee Gaar","startTime":1268.648,"endTime":1271.4379999999999,"body":"of your year so that you can"},{"speaker":"Brandee Gaar","startTime":1271.4379999999999,"endTime":1275.4579999999999,"body":"ensure that 2025 is the most"},{"speaker":"Brandee Gaar","startTime":1271.4379999999999,"endTime":1275.4579999999999,"body":"profitable year you have yet."},{"speaker":"Brandee Gaar","startTime":1275.7079999999999,"endTime":1278.918,"body":"And if you didn't already apply"},{"speaker":"Brandee Gaar","startTime":1275.7079999999999,"endTime":1278.918,"body":"to join Wedding Pro ceo, we"},{"speaker":"Brandee Gaar","startTime":1278.918,"endTime":1280.3280000000002,"body":"would love to have you do that."},{"speaker":"Brandee Gaar","startTime":1280.3280000000002,"endTime":1284.3500000000001,"body":"You can head over to wedding"},{"speaker":"Brandee Gaar","startTime":1280.3280000000002,"endTime":1284.3500000000001,"body":"pro ceo.com/application apply"},{"speaker":"Brandee Gaar","startTime":1284.3500000000001,"endTime":1287.1699999999998,"body":"to be part of Wedding Pro"},{"speaker":"Brandee Gaar","startTime":1284.3500000000001,"endTime":1287.1699999999998,"body":"CEO, where we are building"},{"speaker":"Brandee Gaar","startTime":1287.2,"endTime":1288.97,"body":"profitable wedding businesses."},{"speaker":"Brandee Gaar","startTime":1289.1630000000002,"endTime":1291.173,"body":"you can jump on a call with"},{"speaker":"Brandee Gaar","startTime":1289.1630000000002,"endTime":1291.173,"body":"our team, make sure it's a"},{"speaker":"Brandee Gaar","startTime":1291.173,"endTime":1293.753,"body":"great fit, and get inside of"},{"speaker":"Brandee Gaar","startTime":1291.173,"endTime":1293.753,"body":"Wedding Pro, CEO so we can"},{"speaker":"Brandee Gaar","startTime":1293.753,"endTime":1295.2830000000001,"body":"help you work on these numbers."},{"speaker":"Brandee Gaar","startTime":1295.4669999999999,"endTime":1297.6870000000001,"body":"You guys, thank you for being"},{"speaker":"Brandee Gaar","startTime":1295.4669999999999,"endTime":1297.6870000000001,"body":"here every single week and"},{"speaker":"Brandee Gaar","startTime":1297.6870000000001,"endTime":1298.8570000000002,"body":"I will see you next time."}]}