{"version":"1.0.0","segments":[{"startTime":65.41000000000001,"endTime":66.61,"body":"Hey there, CEO."},{"startTime":66.63900000000001,"endTime":69.64,"body":"It's Brandee and I wanted to let you"},{"startTime":66.63900000000001,"endTime":69.64,"body":"know that we are hitting pause on new"},{"startTime":69.64,"endTime":73.81,"body":"episodes for the month of July so that"},{"startTime":69.64,"endTime":73.81,"body":"our team can rest, reset, and gear up"},{"startTime":73.81,"endTime":78.55000000000001,"body":"for all of the new strategy that we are"},{"startTime":73.81,"endTime":78.55000000000001,"body":"bringing you on this back half of 2025."},{"startTime":78.703,"endTime":81.97300000000001,"body":"But don't worry,  we are not leaving"},{"startTime":78.703,"endTime":81.97300000000001,"body":"you hanging because all month long."},{"startTime":82.00800000000001,"endTime":85.275,"body":"We're bringing back some of our"},{"startTime":82.00800000000001,"endTime":85.275,"body":"most downloaded, most talked"},{"startTime":85.275,"endTime":89.551,"body":"about most DMed about episodes"},{"startTime":85.275,"endTime":89.551,"body":"that you could not get enough of."},{"startTime":89.73100000000001,"endTime":94.345,"body":"Today's episode that we're bringing"},{"startTime":89.73100000000001,"endTime":94.345,"body":"you back is our most popular episode,"},{"startTime":94.345,"endTime":98.331,"body":"and it is three strategies to book"},{"startTime":94.345,"endTime":98.331,"body":"more Clients this engagement season."},{"startTime":98.438,"endTime":101.668,"body":"Now, you may be thinking, Brandee, why"},{"startTime":98.438,"endTime":101.668,"body":"are we talking about engagement season?"},{"startTime":101.72800000000001,"endTime":102.56800000000001,"body":"It's July."},{"startTime":102.60300000000001,"endTime":104.313,"body":"But CEOs, let's be real."},{"startTime":104.313,"endTime":107.6,"body":"If we're not thinking about engagement"},{"startTime":104.313,"endTime":107.6,"body":"season until October,  we're toast."},{"startTime":107.626,"endTime":110.97300000000001,"body":"We need to be thinking about engagement"},{"startTime":107.626,"endTime":110.97300000000001,"body":"season right now in quarter three."},{"startTime":110.97300000000001,"endTime":112.96000000000001,"body":"We need to start thinking"},{"startTime":110.97300000000001,"endTime":112.96000000000001,"body":"about our marketing."},{"startTime":112.96000000000001,"endTime":114.55000000000001,"body":"We need to start thinking"},{"startTime":112.96000000000001,"endTime":114.55000000000001,"body":"about our funnels."},{"startTime":114.55000000000001,"endTime":117.61000000000001,"body":"If there's any updates we need to"},{"startTime":114.55000000000001,"endTime":117.61000000000001,"body":"make to our CRMs, to our pricing,"},{"startTime":117.61000000000001,"endTime":120.423,"body":"to our pricing guide, to the way"},{"startTime":117.61000000000001,"endTime":120.423,"body":"we sell, to the way we market."},{"startTime":120.52000000000001,"endTime":123.96000000000001,"body":"These are all things that we need"},{"startTime":120.52000000000001,"endTime":123.96000000000001,"body":"to be gearing up for now So that we"},{"startTime":123.96000000000001,"endTime":127.5,"body":"don't wait till we're in engagement"},{"startTime":123.96000000000001,"endTime":127.5,"body":"season to start making those changes."},{"startTime":127.5,"endTime":128.703,"body":"So I'm super excited."},{"startTime":128.703,"endTime":131.613,"body":"One, this is our most downloaded episode."},{"startTime":131.613,"endTime":133.27300000000002,"body":"It's our most popular episode."},{"startTime":133.333,"endTime":137.289,"body":"But number two, I'm really excited"},{"startTime":133.333,"endTime":137.289,"body":"to bring it to you here in July where"},{"startTime":137.289,"endTime":140.21300000000002,"body":"you're gonna be able to make the"},{"startTime":137.289,"endTime":140.21300000000002,"body":"most out out of these strategies."},{"startTime":140.21300000000002,"endTime":144.19299999999998,"body":"So I'm gonna give you three top strategies"},{"startTime":140.21300000000002,"endTime":144.19299999999998,"body":"to be able to book more clients this"},{"startTime":144.19299999999998,"endTime":146.083,"body":"engagement season inside of this episode."},{"startTime":146.43900000000002,"endTime":150.878,"body":"Now, behind the scenes, while we are"},{"startTime":146.43900000000002,"endTime":150.878,"body":"taking this rest reset period for July."},{"startTime":150.878,"endTime":154.418,"body":"We are working on two major"},{"startTime":150.878,"endTime":154.418,"body":"things inside of Wedding Pro, CEO."},{"startTime":154.418,"endTime":156.098,"body":"I wanna quickly draw your attention to"},{"startTime":156.245,"endTime":162.284,"body":"number one, tickets open in less than 10"},{"startTime":156.245,"endTime":162.284,"body":"days for the wedding Pro CEO Summit 2026,"},{"startTime":162.484,"endTime":164.25400000000002,"body":"they will open to the wait list first."},{"startTime":164.25400000000002,"endTime":168.303,"body":"So if you are not already on the wait"},{"startTime":164.25400000000002,"endTime":168.303,"body":"list for the tickets for Wedding Pro"},{"startTime":168.303,"endTime":171.149,"body":"CEO, summit 2026, I'm telling you."},{"startTime":171.149,"endTime":172.289,"body":"Please do not wait."},{"startTime":172.289,"endTime":174.419,"body":"We are gonna open the tickets"},{"startTime":172.289,"endTime":174.419,"body":"to them first, and once the"},{"startTime":174.419,"endTime":176.399,"body":"tickets are gone,  they are gone."},{"startTime":176.399,"endTime":179.93900000000002,"body":"And we cannot wait because we are"},{"startTime":176.399,"endTime":179.93900000000002,"body":"gonna be back in Orlando, Florida."},{"startTime":179.93900000000002,"endTime":184.611,"body":"You're coming to my home market to"},{"startTime":179.93900000000002,"endTime":184.611,"body":"my backyard for year five, all of"},{"startTime":184.611,"endTime":189.08100000000002,"body":"that wrapped together means we are"},{"startTime":184.611,"endTime":189.08100000000002,"body":"gonna have one incredibly epic summit"},{"startTime":189.08100000000002,"endTime":190.851,"body":"next June, first through fourth."},{"startTime":190.881,"endTime":195.766,"body":"So head over to weddingproceo.com/Wait"},{"startTime":190.881,"endTime":195.766,"body":"list if you are not already on the wait"},{"startTime":195.766,"endTime":198.972,"body":"list to make sure you're there so that"},{"startTime":195.766,"endTime":198.972,"body":"you can get first dibs on those tickets."},{"startTime":198.972,"endTime":203.14600000000002,"body":"Again, it's wedding pro ceo.com/waitlist"},{"startTime":198.972,"endTime":203.14600000000002,"body":"to make sure that you are first"},{"startTime":203.14600000000002,"endTime":206.949,"body":"to know when the tickets drop"},{"startTime":203.14600000000002,"endTime":206.949,"body":"here in less than two weeks, we're"},{"startTime":206.949,"endTime":207.939,"body":"gonna be dropping those tickets."},{"startTime":207.939,"endTime":211.879,"body":"I'm so excited to get them into your hands"},{"startTime":207.939,"endTime":211.879,"body":"and to see all of your faces next June."},{"startTime":212.002,"endTime":214.799,"body":"The second thing that we are"},{"startTime":212.002,"endTime":214.799,"body":"working on is called the Shift."},{"startTime":214.829,"endTime":218.67600000000002,"body":"This is our daily email that has been"},{"startTime":214.829,"endTime":218.67600000000002,"body":"going out for the entire month of July."},{"startTime":218.67600000000002,"endTime":223.416,"body":"It is one high level shift delivered"},{"startTime":218.67600000000002,"endTime":223.416,"body":"to your inbox every weekday morning."},{"startTime":223.416,"endTime":226.23600000000002,"body":"Designed to grow your profit"},{"startTime":223.416,"endTime":226.23600000000002,"body":"and buy back your time."},{"startTime":226.266,"endTime":229.036,"body":"And these emails take less"},{"startTime":226.266,"endTime":229.036,"body":"than 60 seconds to read."},{"startTime":229.036,"endTime":232.06900000000002,"body":"They are one, easy thing that you"},{"startTime":229.036,"endTime":232.06900000000002,"body":"can implement into your business"},{"startTime":232.09900000000002,"endTime":235.879,"body":"today quickly to be able to move"},{"startTime":232.09900000000002,"endTime":235.879,"body":"the needle, grow your profit."},{"startTime":235.879,"endTime":239.453,"body":"Buy back your time, we are having"},{"startTime":235.879,"endTime":239.453,"body":"an absolute blast writing these,"},{"startTime":239.453,"endTime":243.633,"body":"but we are also having so much fun"},{"startTime":239.453,"endTime":243.633,"body":"getting your response to these emails."},{"startTime":243.633,"endTime":247.143,"body":"Now, like I said, this is just a test"},{"startTime":243.633,"endTime":247.143,"body":"for the month of July to see if you"},{"startTime":247.143,"endTime":250.09900000000002,"body":"love a daily email to see if it's"},{"startTime":247.143,"endTime":250.09900000000002,"body":"moving the needle in your business to"},{"startTime":250.09900000000002,"endTime":251.675,"body":"see if you're loving the strategies."},{"startTime":251.779,"endTime":254.749,"body":"so we're almost done with it for"},{"startTime":251.779,"endTime":254.749,"body":"the month of July, but we'll be"},{"startTime":254.749,"endTime":256.909,"body":"sending out a poll here soon to see."},{"startTime":256.909,"endTime":258.34900000000005,"body":"Is this something you want us to keep?"},{"startTime":258.34900000000005,"endTime":259.699,"body":"Should we move it to weekly?"},{"startTime":259.699,"endTime":263.569,"body":"we love running tests for you to see"},{"startTime":259.699,"endTime":263.569,"body":"how we can bring you better strategy"},{"startTime":263.569,"endTime":264.93899999999996,"body":"to grow and scale your business."},{"startTime":264.93899999999996,"endTime":267.928,"body":"So if you're not already getting"},{"startTime":264.93899999999996,"endTime":267.928,"body":"the shift, head over to wedding pro"},{"startTime":267.928,"endTime":273.71500000000003,"body":"ceo.com/the shift make sure to jump"},{"startTime":267.928,"endTime":273.71500000000003,"body":"on that email newsletter one so you"},{"startTime":273.71500000000003,"endTime":276.745,"body":"can get the rest of the month, but"},{"startTime":273.71500000000003,"endTime":276.745,"body":"two, so you can have an opinion and"},{"startTime":276.745,"endTime":279.18899999999996,"body":"whether we keep this daily email or not."},{"startTime":279.18899999999996,"endTime":282.58000000000004,"body":"So again, that's wedding"},{"startTime":279.18899999999996,"endTime":282.58000000000004,"body":"pro ceo.com/the shift."},{"startTime":282.58000000000004,"endTime":282.90999999999997,"body":"And."},{"startTime":282.90999999999997,"endTime":283.63,"body":"CEO."},{"startTime":283.63,"endTime":287.86400000000003,"body":"Whether this is your first time tuning in,"},{"startTime":283.63,"endTime":287.86400000000003,"body":"or this is a much needed refresher, these"},{"startTime":287.86400000000003,"endTime":291.014,"body":"replays we've been doing for the month"},{"startTime":287.86400000000003,"endTime":291.014,"body":"of July are packed with the gold that"},{"startTime":291.014,"endTime":294.124,"body":"you need to keep building the profitable,"},{"startTime":291.014,"endTime":294.124,"body":"scalable business that you love."},{"startTime":294.244,"endTime":297.094,"body":"Thank you so much for being here"},{"startTime":294.244,"endTime":297.094,"body":"every single week, and let's"},{"startTime":297.094,"endTime":298.534,"body":"dig into this week's episode."},{"startTime":299.65700000000004,"endTime":303.587,"body":"Are you tired of hearing crickets after"},{"startTime":299.65700000000004,"endTime":303.587,"body":"every consultation you're getting leads,"},{"startTime":303.587,"endTime":306.91700000000003,"body":"but for some reason they always say"},{"startTime":303.587,"endTime":306.91700000000003,"body":"they need to think about it or they're"},{"startTime":306.91700000000003,"endTime":310.847,"body":"just not sure, and they ask you to"},{"startTime":306.91700000000003,"endTime":310.847,"body":"follow up, but you get no response."},{"startTime":311.207,"endTime":316.66700000000003,"body":"It is one of the most frustrating things"},{"startTime":311.207,"endTime":316.66700000000003,"body":"to not be able to close your sales"},{"startTime":316.66700000000003,"endTime":318.887,"body":"and trust me, CEO, I've been there."},{"startTime":321.172,"endTime":324.772,"body":"In today's episode, I'm diving into"},{"startTime":321.172,"endTime":324.772,"body":"the three biggest reasons that you"},{"startTime":324.802,"endTime":328.162,"body":"aren't booking those warm leads"},{"startTime":324.802,"endTime":328.162,"body":"that are coming into your funnel"},{"startTime":328.192,"endTime":329.872,"body":"and exactly what to do to fix it."},{"startTime":330.112,"endTime":333.532,"body":"If you've been struggling with your sales"},{"startTime":330.112,"endTime":333.532,"body":"conversion, then this episode is for you."},{"startTime":335.212,"endTime":338.632,"body":"Hey, their CEO, you're listening"},{"startTime":335.212,"endTime":338.632,"body":"to the Wedding Pro CEO podcast, the"},{"startTime":338.632,"endTime":342.022,"body":"podcast to help you grow and scale"},{"startTime":338.632,"endTime":342.022,"body":"your profitable wedding business."},{"startTime":342.052,"endTime":345.622,"body":"I'm your host, Brandee Gaar, and over"},{"startTime":342.052,"endTime":345.622,"body":"the last 17 years, I've grown one of"},{"startTime":345.622,"endTime":348.952,"body":"the largest planning firms in Orlando,"},{"startTime":345.622,"endTime":348.952,"body":"Florida, and grossed more than six."},{"startTime":348.952,"endTime":350.087,"body":"Million in revenue."},{"startTime":350.147,"endTime":352.637,"body":"Our company consistently books"},{"startTime":350.147,"endTime":352.637,"body":"five figures every month."},{"startTime":352.637,"endTime":356.057,"body":"And in this episode, I'm gonna be real"},{"startTime":352.637,"endTime":356.057,"body":"with you, if you aren't consistently"},{"startTime":356.057,"endTime":360.467,"body":"bringing in new business, it's not just"},{"startTime":356.057,"endTime":360.467,"body":"the market, it's not your competition."},{"startTime":360.497,"endTime":361.937,"body":"It's not bad luck."},{"startTime":362.147,"endTime":362.717,"body":"No."},{"startTime":362.717,"endTime":365.807,"body":"It's something you can control"},{"startTime":362.717,"endTime":365.807,"body":"and we are gonna fix it today."},{"startTime":365.837,"endTime":369.797,"body":"So grab a pen and paper because I'm giving"},{"startTime":365.837,"endTime":369.797,"body":"you the three hard hitting reasons why"},{"startTime":369.797,"endTime":371.747,"body":"those clients aren't signing with you."},{"startTime":372.107,"endTime":375.287,"body":"And spoiler alert, it's"},{"startTime":372.107,"endTime":375.287,"body":"probably not what you think."},{"startTime":375.467,"endTime":377.47700000000003,"body":"Number one is pretty simple."},{"startTime":377.717,"endTime":381.347,"body":"It's because you are caught"},{"startTime":377.717,"endTime":381.347,"body":"in a pricing black hole."},{"startTime":381.707,"endTime":385.817,"body":"If you aren't booking clients, once they"},{"startTime":381.707,"endTime":385.817,"body":"sit down for a consultation with you, my"},{"startTime":385.817,"endTime":390.617,"body":"guess is that your pricing is caught in"},{"startTime":385.817,"endTime":390.617,"body":"a big ole miss for absolutely everyone."},{"startTime":390.647,"endTime":394.577,"body":"You're too high priced for budget"},{"startTime":390.647,"endTime":394.577,"body":"seeking couples, but you're too low"},{"startTime":394.577,"endTime":396.91700000000003,"body":"priced for high-end luxury couples."},{"startTime":397.147,"endTime":401.107,"body":"What I see most often when pros come into"},{"startTime":397.147,"endTime":401.107,"body":"our programs is that they want to raise"},{"startTime":401.107,"endTime":402.907,"body":"their prices, but they're afraid to do so."},{"startTime":402.907,"endTime":406.777,"body":"So they just inch it up a little"},{"startTime":402.907,"endTime":406.777,"body":"bit, which means they've now priced"},{"startTime":406.777,"endTime":410.497,"body":"themselves out of that budget category"},{"startTime":406.777,"endTime":410.497,"body":"that they used to be in, but they"},{"startTime":410.497,"endTime":415.057,"body":"didn't jump high enough to be considered"},{"startTime":410.497,"endTime":415.057,"body":"legitimate by the higher end couples."},{"startTime":415.41700000000003,"endTime":416.647,"body":"And I know you might be thinking."},{"startTime":416.672,"endTime":417.272,"body":"Randy, no."},{"startTime":417.272,"endTime":419.942,"body":"There's no way that I could"},{"startTime":417.272,"endTime":419.942,"body":"sell at that super high rate."},{"startTime":419.942,"endTime":424.262,"body":"And the problem actually is that when"},{"startTime":419.942,"endTime":424.262,"body":"you sell at a rate that's too low for"},{"startTime":424.262,"endTime":427.952,"body":"your market and too low for the high end"},{"startTime":424.262,"endTime":427.952,"body":"couples that you're going after, they"},{"startTime":427.952,"endTime":432.452,"body":"actually start to think that you are"},{"startTime":427.952,"endTime":432.452,"body":"an amateur or that you can't deliver on"},{"startTime":432.452,"endTime":434.072,"body":"the quality of services that you say."},{"startTime":434.072,"endTime":438.422,"body":"You're going to remember that most of us"},{"startTime":434.072,"endTime":438.422,"body":"in the wedding industry are service-based"},{"startTime":438.422,"endTime":442.922,"body":"businesses, so all we have to show"},{"startTime":438.422,"endTime":442.922,"body":"them are our reviews and our past work."},{"startTime":442.922,"endTime":447.947,"body":"We can't show them a. Physical product,"},{"startTime":442.922,"endTime":447.947,"body":"so when your pricing doesn't match what"},{"startTime":447.947,"endTime":450.707,"body":"you're saying you're gonna deliver,"},{"startTime":447.947,"endTime":450.707,"body":"they start to think that you don't"},{"startTime":450.707,"endTime":453.797,"body":"actually know what you're doing, that"},{"startTime":450.707,"endTime":453.797,"body":"maybe you're too new to the market."},{"startTime":453.797,"endTime":457.367,"body":"They're like, Hmm, everyone else"},{"startTime":453.797,"endTime":457.367,"body":"I've interviewed is much higher,"},{"startTime":457.487,"endTime":461.957,"body":"and this is almost a red flag that"},{"startTime":457.487,"endTime":461.957,"body":"it's so low, and so they'll move on."},{"startTime":461.987,"endTime":465.017,"body":"You need to get out of this black"},{"startTime":461.987,"endTime":465.017,"body":"hole, which means you either need"},{"startTime":465.017,"endTime":468.287,"body":"to stay at your old pricing, which"},{"startTime":465.017,"endTime":468.287,"body":"you know, I'm not gonna recommend."},{"startTime":468.507,"endTime":471.897,"body":"Or you need to make a pretty"},{"startTime":468.507,"endTime":471.897,"body":"significant price jump."},{"startTime":471.897,"endTime":476.967,"body":"High-end couples are willing to pay for"},{"startTime":471.897,"endTime":476.967,"body":"quality, especially when it comes to"},{"startTime":477.027,"endTime":479.217,"body":"their most important day of their lives."},{"startTime":479.217,"endTime":482.277,"body":"Time is more important to them"},{"startTime":479.217,"endTime":482.277,"body":"than their money, and the bride who"},{"startTime":482.277,"endTime":486.087,"body":"wants an 80 or a hundred thousand"},{"startTime":482.277,"endTime":486.087,"body":"dollars wedding is not looking for."},{"startTime":486.262,"endTime":488.842,"body":"A wedding planner, she's looking"},{"startTime":486.262,"endTime":488.842,"body":"for the best wedding planner."},{"startTime":489.112,"endTime":491.002,"body":"She's not looking for a band."},{"startTime":491.032,"endTime":494.482,"body":"She's looking for the best band"},{"startTime":491.032,"endTime":494.482,"body":"that her guests are gonna be"},{"startTime":494.482,"endTime":496.312,"body":"talking about for years to come."},{"startTime":496.372,"endTime":499.732,"body":"When you price yourself too low, you're"},{"startTime":496.372,"endTime":499.732,"body":"actually screaming to those couples"},{"startTime":499.732,"endTime":502.732,"body":"that you're not confident in your own"},{"startTime":499.732,"endTime":502.732,"body":"service and you're not gonna be able"},{"startTime":502.732,"endTime":504.742,"body":"to deliver on what you're promising."},{"startTime":504.802,"endTime":508.642,"body":"If you're finding yourself in this"},{"startTime":504.802,"endTime":508.642,"body":"pricing black hole, I want you to really"},{"startTime":508.642,"endTime":510.082,"body":"look at the customers that you serve."},{"startTime":510.582,"endTime":514.992,"body":"Are you serving a more budget conscious"},{"startTime":510.582,"endTime":514.992,"body":"client whose biggest pain points are"},{"startTime":514.992,"endTime":518.682,"body":"pricing and staying on budget and"},{"startTime":514.992,"endTime":518.682,"body":"keeping things as tight as possible?"},{"startTime":518.982,"endTime":523.2719999999999,"body":"Or are you serving a more luxury"},{"startTime":518.982,"endTime":523.2719999999999,"body":"high-end client who actually values"},{"startTime":523.2719999999999,"endTime":524.6220000000001,"body":"their time more than their money?"},{"startTime":524.982,"endTime":527.142,"body":"Look at your last favorite five."},{"startTime":527.182,"endTime":530.3620000000001,"body":"Clients that you've worked with,"},{"startTime":527.182,"endTime":530.3620000000001,"body":"and this will tell you so much about"},{"startTime":530.3620000000001,"endTime":533.542,"body":"the type of clients that you work"},{"startTime":530.3620000000001,"endTime":533.542,"body":"with, what they value, and make"},{"startTime":533.542,"endTime":537.3520000000001,"body":"sure to ask those questions as well"},{"startTime":533.542,"endTime":537.3520000000001,"body":"during the consultation process."},{"startTime":537.562,"endTime":541.1020000000001,"body":"This will tell you so much about your"},{"startTime":537.562,"endTime":541.1020000000001,"body":"couples and help you to understand where"},{"startTime":541.1020000000001,"endTime":544.642,"body":"you need to go with your pricing, but I"},{"startTime":541.1020000000001,"endTime":544.642,"body":"can tell you this right now, absolutely."},{"startTime":544.672,"endTime":547.732,"body":"Do not stay stuck in"},{"startTime":544.672,"endTime":547.732,"body":"this pricing black hole."},{"startTime":547.792,"endTime":550.672,"body":"The number two reason that"},{"startTime":547.792,"endTime":550.672,"body":"you're not booking new clients."},{"startTime":551.037,"endTime":552.927,"body":"This one might sting a little."},{"startTime":552.927,"endTime":557.7570000000001,"body":"I'm fully aware, but it is because"},{"startTime":552.927,"endTime":557.7570000000001,"body":"your sales process is weak."},{"startTime":557.877,"endTime":562.467,"body":"I know, I know you probably hate the"},{"startTime":557.877,"endTime":562.467,"body":"word sales anyway, but let me tell"},{"startTime":562.467,"endTime":566.7270000000001,"body":"you this right now, you can have the"},{"startTime":562.467,"endTime":566.7270000000001,"body":"best portfolio, the best reviews, the"},{"startTime":566.7270000000001,"endTime":572.037,"body":"most amazing work, but none of that"},{"startTime":566.7270000000001,"endTime":572.037,"body":"matters if you can't close the deal."},{"startTime":572.207,"endTime":576.347,"body":"A consultation is a sales conversation,"},{"startTime":572.207,"endTime":576.347,"body":"and way too often in the wedding"},{"startTime":576.347,"endTime":578.357,"body":"industry, we completely miss this."},{"startTime":578.657,"endTime":582.227,"body":"We think about it more like a"},{"startTime":578.657,"endTime":582.227,"body":"discovery call, like we're learning"},{"startTime":582.227,"endTime":583.487,"body":"a little bit more about them."},{"startTime":583.517,"endTime":588.287,"body":"They're learning a little bit more about"},{"startTime":583.517,"endTime":588.287,"body":"us, and this is an old school mentality."},{"startTime":588.347,"endTime":593.597,"body":"Back before social media was so rampant"},{"startTime":588.347,"endTime":593.597,"body":"before every single couple was using it"},{"startTime":593.597,"endTime":599.567,"body":"to research their vendors, yes, you had to"},{"startTime":593.597,"endTime":599.567,"body":"use this consultation time to really help."},{"startTime":599.822,"endTime":603.122,"body":"Learn about your couple, but also for"},{"startTime":599.822,"endTime":603.122,"body":"them to learn more about you because"},{"startTime":603.122,"endTime":607.982,"body":"all they saw was maybe an ad in a"},{"startTime":603.122,"endTime":607.982,"body":"magazine or a static online ad, or maybe"},{"startTime":607.982,"endTime":612.032,"body":"they got to see your website, but they"},{"startTime":607.982,"endTime":612.032,"body":"didn't get to learn so much about you."},{"startTime":612.482,"endTime":617.312,"body":"Now in the age of technology,"},{"startTime":612.482,"endTime":617.312,"body":"trust me that your couples have"},{"startTime":617.312,"endTime":618.722,"body":"been stalking you for a while."},{"startTime":618.722,"endTime":623.292,"body":"I. By the time they get to the"},{"startTime":618.722,"endTime":623.292,"body":"consultation, you've made the short list."},{"startTime":623.562,"endTime":626.832,"body":"You aren't trying to help"},{"startTime":623.562,"endTime":626.832,"body":"them learn more about you."},{"startTime":627.0120000000001,"endTime":630.642,"body":"You'll be shocked about how much your"},{"startTime":627.0120000000001,"endTime":630.642,"body":"couples already know about you by the"},{"startTime":630.642,"endTime":633.282,"body":"time they sit down for this consultation."},{"startTime":633.582,"endTime":636.582,"body":"They've listened to your stories,"},{"startTime":633.582,"endTime":636.582,"body":"they've poured through your bio,"},{"startTime":636.582,"endTime":637.692,"body":"they've checked out your website."},{"startTime":637.692,"endTime":640.362,"body":"They've seen your last 15 Instagram posts."},{"startTime":640.362,"endTime":644.442,"body":"At least they've been referred to you"},{"startTime":640.362,"endTime":644.442,"body":"by multiple people, so when they sit"},{"startTime":644.442,"endTime":646.632,"body":"down, you've already really gotten."},{"startTime":646.837,"endTime":652.237,"body":"80% of the way there in their mind, and"},{"startTime":646.837,"endTime":652.237,"body":"now they're here for a sales conversation."},{"startTime":652.687,"endTime":657.037,"body":"When we forget that, we forget that"},{"startTime":652.687,"endTime":657.037,"body":"our job is to actually help them"},{"startTime":657.037,"endTime":661.147,"body":"to take the next step during that"},{"startTime":657.037,"endTime":661.147,"body":"conversation and close the deal."},{"startTime":661.297,"endTime":665.167,"body":"This is the process that I call the"},{"startTime":661.297,"endTime":665.167,"body":"assume method, and it means that you"},{"startTime":665.197,"endTime":669.847,"body":"assume that they are ready to work with"},{"startTime":665.197,"endTime":669.847,"body":"you, and at the end of the consultation"},{"startTime":669.877,"endTime":674.257,"body":"you tell them exactly the next steps"},{"startTime":669.877,"endTime":674.257,"body":"to go ahead and sign the contract."},{"startTime":674.487,"endTime":677.727,"body":"Pay the retainer and secure"},{"startTime":674.487,"endTime":677.727,"body":"their date with you and the"},{"startTime":677.727,"endTime":679.437,"body":"next steps of working with you."},{"startTime":679.737,"endTime":685.107,"body":"No proposal, no follow-up date, but"},{"startTime":679.737,"endTime":685.107,"body":"moving straight into a contract."},{"startTime":685.467,"endTime":688.647,"body":"Now, some of you might be cringing a"},{"startTime":685.467,"endTime":688.647,"body":"little bit listening to this thinking."},{"startTime":688.647,"endTime":692.037,"body":"No way could I do that without"},{"startTime":688.647,"endTime":692.037,"body":"sounding like a used car salesman."},{"startTime":692.337,"endTime":696.117,"body":"However, I would encourage you CEO"},{"startTime":692.337,"endTime":696.117,"body":"to think about it more like this."},{"startTime":696.642,"endTime":701.442,"body":"If your marketing is doing its job, if"},{"startTime":696.642,"endTime":701.442,"body":"they are warm, if you are showing up"},{"startTime":701.442,"endTime":704.382,"body":"consistently on social media, trust me."},{"startTime":704.732,"endTime":708.332,"body":"They already know everything there"},{"startTime":704.732,"endTime":708.332,"body":"is to know about you before they"},{"startTime":708.332,"endTime":709.862,"body":"sit down for this consultation."},{"startTime":709.922,"endTime":711.302,"body":"They have your pricing."},{"startTime":711.362,"endTime":713.7620000000001,"body":"You've already told them that"},{"startTime":711.362,"endTime":713.7620000000001,"body":"you're available for their date."},{"startTime":713.972,"endTime":717.602,"body":"So the only thing that they're doing"},{"startTime":713.972,"endTime":717.602,"body":"during this consultation is really making"},{"startTime":717.602,"endTime":721.892,"body":"sure you are as cool in person as you"},{"startTime":717.602,"endTime":721.892,"body":"are online and understanding what the"},{"startTime":721.892,"endTime":723.602,"body":"next steps are to working with you."},{"startTime":723.962,"endTime":726.092,"body":"You cannot miss this step."},{"startTime":726.182,"endTime":729.692,"body":"You need to be confident in"},{"startTime":726.182,"endTime":729.692,"body":"closing them and moving them"},{"startTime":729.752,"endTime":731.342,"body":"into being a paying client."},{"startTime":731.357,"endTime":735.647,"body":"This is actually the exact method that"},{"startTime":731.357,"endTime":735.647,"body":"I use inside of my planning company"},{"startTime":735.647,"endTime":740.357,"body":"to book five figures every single"},{"startTime":735.647,"endTime":740.357,"body":"month for the past many, many years,"},{"startTime":740.417,"endTime":742.427,"body":"and I promise that you can do it too."},{"startTime":742.787,"endTime":746.597,"body":"I believe in this method so much"},{"startTime":742.787,"endTime":746.597,"body":"that actually created a free training"},{"startTime":746.627,"endTime":751.157,"body":"that you can watch that shows you"},{"startTime":746.627,"endTime":751.157,"body":"exactly how to warm your clients up."},{"startTime":751.457,"endTime":755.477,"body":"During your sales funnel, and then to"},{"startTime":751.457,"endTime":755.477,"body":"use the assume method to close them."},{"startTime":755.477,"endTime":758.837,"body":"I walk you step by step as to what"},{"startTime":755.477,"endTime":758.837,"body":"to do in your consultations to"},{"startTime":758.837,"endTime":763.307,"body":"confidently use this closing method"},{"startTime":758.837,"endTime":763.307,"body":"to make sure that you are converting"},{"startTime":763.307,"endTime":765.587,"body":"those worm leads into buying clients."},{"startTime":765.827,"endTime":770.147,"body":"You can check that out over at Brandee"},{"startTime":765.827,"endTime":770.147,"body":"Gaar dot com slash freetraining,"},{"startTime":770.177,"endTime":774.227,"body":"and you can watch the exact method"},{"startTime":770.177,"endTime":774.227,"body":"that I use to make sure that"},{"startTime":774.227,"endTime":775.787,"body":"these clients are moving into."},{"startTime":776.022,"endTime":778.302,"body":"Paying clients every single time."},{"startTime":778.422,"endTime":782.2620000000001,"body":"And the number three reason that"},{"startTime":778.422,"endTime":782.2620000000001,"body":"you are struggling to book clients"},{"startTime":782.2620000000001,"endTime":786.162,"body":"right now is because your messaging"},{"startTime":782.2620000000001,"endTime":786.162,"body":"is literally all over the place."},{"startTime":786.192,"endTime":787.692,"body":"You can't market to everyone."},{"startTime":787.692,"endTime":789.492,"body":"You can't even service everyone."},{"startTime":789.492,"endTime":792.192,"body":"And if you think that you can,"},{"startTime":789.492,"endTime":792.192,"body":"let me stop you right there."},{"startTime":792.257,"endTime":798.017,"body":"If your Instagram bio says something"},{"startTime":792.257,"endTime":798.017,"body":"like, now booking 20, 25, 20 26 clients,"},{"startTime":798.077,"endTime":802.487,"body":"you're missing if your website is full"},{"startTime":798.077,"endTime":802.487,"body":"of generic content that says something"},{"startTime":802.487,"endTime":805.037,"body":"like, we create unforgettable memories."},{"startTime":805.187,"endTime":805.967,"body":"No kidding."},{"startTime":805.967,"endTime":808.817,"body":"So does every other wedding"},{"startTime":805.967,"endTime":808.817,"body":"pro that exists, right?"},{"startTime":808.817,"endTime":810.527,"body":"Like that is vanilla."},{"startTime":810.527,"endTime":811.307,"body":"That's boring."},{"startTime":811.307,"endTime":814.607,"body":"It's not making anyone"},{"startTime":811.307,"endTime":814.607,"body":"relate with your content."},{"startTime":814.697,"endTime":817.007,"body":"Couples wanna know exactly what you do."},{"startTime":817.252,"endTime":820.552,"body":"And what makes you different"},{"startTime":817.252,"endTime":820.552,"body":"from the hundreds of wedding pros"},{"startTime":820.582,"endTime":822.442,"body":"all vying for their attention?"},{"startTime":822.502,"endTime":827.842,"body":"Are you an incredibly talented wedding"},{"startTime":822.502,"endTime":827.842,"body":"planner and you handle all the logistics"},{"startTime":827.842,"endTime":831.322,"body":"that are needed for a wedding on"},{"startTime":827.842,"endTime":831.322,"body":"the remote island in your market?"},{"startTime":831.502,"endTime":835.162,"body":"Are you the DJ that can pack the"},{"startTime":831.502,"endTime":835.162,"body":"dance floor because you are literally"},{"startTime":835.162,"endTime":837.382,"body":"the best mixer in your market?"},{"startTime":837.562,"endTime":842.482,"body":"Or maybe you create custom watercolor"},{"startTime":837.562,"endTime":842.482,"body":"artwork for clients to bring"},{"startTime":842.482,"endTime":844.672,"body":"their entire paper suite to life."},{"startTime":845.212,"endTime":847.282,"body":"You have to be known for something."},{"startTime":847.282,"endTime":849.532,"body":"It's not good enough to just be known."},{"startTime":849.862,"endTime":854.632,"body":"You have to be known for something so"},{"startTime":849.862,"endTime":854.632,"body":"that when couples are looking for you,"},{"startTime":854.632,"endTime":858.2620000000001,"body":"they can immediately resonate with"},{"startTime":854.632,"endTime":858.2620000000001,"body":"what you're posting, not just on your"},{"startTime":858.2620000000001,"endTime":861.532,"body":"website, but throughout all of your"},{"startTime":858.2620000000001,"endTime":861.532,"body":"marketing and in your Instagram bio."},{"startTime":861.787,"endTime":865.567,"body":"You want them to land on your page"},{"startTime":861.787,"endTime":865.567,"body":"and immediately say, oh my gosh, yes,"},{"startTime":865.597,"endTime":867.847,"body":"this is exactly who I was looking for."},{"startTime":868.027,"endTime":871.537,"body":"But if your messaging is vague or"},{"startTime":868.027,"endTime":871.537,"body":"even worse scattered, I promise"},{"startTime":871.537,"endTime":874.027,"body":"you they're gonna bounce and"},{"startTime":871.537,"endTime":874.027,"body":"move on to the next wedding pro"},{"startTime":874.027,"endTime":875.797,"body":"who they feel more aligned with."},{"startTime":875.857,"endTime":877.567,"body":"Be bold in who you serve."},{"startTime":877.607,"endTime":881.147,"body":"You are not for everybody, and"},{"startTime":877.607,"endTime":881.147,"body":"that's actually a really good thing."},{"startTime":881.207,"endTime":884.207,"body":"If you still aren't sure what sets"},{"startTime":881.207,"endTime":884.207,"body":"you apart from your competition,"},{"startTime":884.267,"endTime":888.1370000000001,"body":"what your special sauce is, what"},{"startTime":884.267,"endTime":888.1370000000001,"body":"your unique differentiator is."},{"startTime":888.437,"endTime":891.287,"body":"I'm gonna encourage you to head over"},{"startTime":888.437,"endTime":891.287,"body":"to my YouTube channel where I created"},{"startTime":891.287,"endTime":896.177,"body":"a full step-by-step walkthrough of"},{"startTime":891.287,"endTime":896.177,"body":"how to use your reviews to tell you"},{"startTime":896.177,"endTime":900.437,"body":"what that differentiator is and how"},{"startTime":896.177,"endTime":900.437,"body":"to use it in your marketing so that"},{"startTime":900.437,"endTime":904.067,"body":"you can start to increase the number"},{"startTime":900.437,"endTime":904.067,"body":"of warm leads coming into your funnel."},{"startTime":904.217,"endTime":907.187,"body":"We'll put the link in the show notes"},{"startTime":904.217,"endTime":907.187,"body":"below, so make sure to go check it out."},{"startTime":907.372,"endTime":908.332,"body":"Alright, CEO."},{"startTime":908.332,"endTime":909.052,"body":"There you have it."},{"startTime":909.052,"endTime":912.382,"body":"Three reasons why you aren't"},{"startTime":909.052,"endTime":912.382,"body":"booking new clients either."},{"startTime":912.382,"endTime":914.062,"body":"Your pricing is in the black hole of doom."},{"startTime":914.062,"endTime":917.902,"body":"Your sales process needs a confidence"},{"startTime":914.062,"endTime":917.902,"body":"boost, or your marketing is vanilla"},{"startTime":917.902,"endTime":919.582,"body":"and it's time for some flavor."},{"startTime":919.582,"endTime":923.482,"body":"Baby, y'all engagement season is"},{"startTime":919.582,"endTime":923.482,"body":"literally breathing down our next,"},{"startTime":923.482,"endTime":926.842,"body":"and now is the time to get these"},{"startTime":923.482,"endTime":926.842,"body":"things on lock so you can ensure"},{"startTime":926.842,"endTime":929.482,"body":"2025 is your very best year yet."},{"startTime":929.992,"endTime":932.962,"body":"Thanks so much for being your"},{"startTime":929.992,"endTime":932.962,"body":"CEO and I'll see you next time."}]}