{"version":"1.0.0","segments":[{"startTime":149.82999999999998,"endTime":152.29,"body":"Today I'm doing something"},{"startTime":149.82999999999998,"endTime":152.29,"body":"a little bit different."},{"startTime":152.38,"endTime":155.29,"body":"If you've been in my world for a"},{"startTime":152.38,"endTime":155.29,"body":"while and you're a, an accountant"},{"startTime":155.29,"endTime":160.14999999999998,"body":"or a bookkeeper, I actually write"},{"startTime":155.29,"endTime":160.14999999999998,"body":"a behind the scenes newsletter"},{"startTime":160.14999999999998,"endTime":162.36999999999998,"body":"every so often when I'm inspired."},{"startTime":162.36999999999998,"endTime":163.86999999999998,"body":"It's not written by ai."},{"startTime":163.89999999999998,"endTime":165.60999999999999,"body":"I don't even ideate with ai."},{"startTime":166.06,"endTime":170.76999999999998,"body":"Um, in fact, I don't use it for a lot"},{"startTime":166.06,"endTime":170.76999999999998,"body":"of content creation because I feel."},{"startTime":171.415,"endTime":174.075,"body":"Well, That's a video for another day."},{"startTime":174.789,"endTime":179.904,"body":"what I'm getting at is I've written"},{"startTime":174.789,"endTime":179.904,"body":"a newsletter, uh, for my accounting"},{"startTime":179.904,"endTime":184.82399999999998,"body":"and bookkeeping community, and in"},{"startTime":179.904,"endTime":184.82399999999998,"body":"case there are any of you out there"},{"startTime":184.82399999999998,"endTime":188.959,"body":"who don't read the newsletter, I"},{"startTime":184.82399999999998,"endTime":188.959,"body":"figured I would kind of just like."},{"startTime":189.309,"endTime":196.32899999999998,"body":"I tell you about it here, and, uh,"},{"startTime":189.309,"endTime":196.32899999999998,"body":"as you are watching a day of behind"},{"startTime":196.32899999999998,"endTime":199.509,"body":"the scenes, they are no way related."},{"startTime":199.839,"endTime":207.189,"body":"Um, what I'm doing on this behind the"},{"startTime":199.839,"endTime":207.189,"body":"scenes vlog is not in any relation to"},{"startTime":207.189,"endTime":209.289,"body":"what I wrote about in the newsletter."},{"startTime":211.749,"endTime":216.72899999999998,"body":"In fact, the newsletter"},{"startTime":211.749,"endTime":216.72899999999998,"body":"is called Volume seven."},{"startTime":216.789,"endTime":219.219,"body":"No More arbitrary Price increases."},{"startTime":221.088,"endTime":228.07799999999997,"body":"It's about nine 15 and I have, it's"},{"startTime":221.088,"endTime":228.07799999999997,"body":"Thursday, so I have my team calls, um,"},{"startTime":228.558,"endTime":234.978,"body":"at 10 where we meet weekly as a team and"},{"startTime":228.558,"endTime":234.978,"body":"go over all the firm operations, client"},{"startTime":234.978,"endTime":237.34799999999998,"body":"status, things that we need to talk about."},{"startTime":237.738,"endTime":239.748,"body":"Um, and so I'm just getting my."},{"startTime":240.88799999999998,"endTime":249.64799999999997,"body":"Third cup of coffee and I'm gonna go"},{"startTime":240.88799999999998,"endTime":249.64799999999997,"body":"over to where I work, which is just"},{"startTime":249.64799999999997,"endTime":257.123,"body":"a few steps away and kind of boot up"},{"startTime":249.64799999999997,"endTime":257.123,"body":"and get ready for our team meeting."},{"startTime":261.07099999999997,"endTime":261.971,"body":"You know what advice?"},{"startTime":262.031,"endTime":264.731,"body":"I am pretty much beyond sick of hearing."},{"startTime":265.376,"endTime":268.046,"body":"Is, raise your prices, charge your worth."},{"startTime":268.856,"endTime":272.576,"body":"And I got to thinking about this"},{"startTime":268.856,"endTime":272.576,"body":"because in the online course space,"},{"startTime":272.576,"endTime":276.206,"body":"there's this idea that you should"},{"startTime":272.576,"endTime":276.206,"body":"increase the price of your programs"},{"startTime":276.206,"endTime":277.706,"body":"almost every time you launch."},{"startTime":278.246,"endTime":281.486,"body":"And I disagree, and I haven't"},{"startTime":278.246,"endTime":281.486,"body":"raised the price of my"},{"startTime":281.486,"endTime":283.64599999999996,"body":"programs in probably two years."},{"startTime":284.066,"endTime":287.621,"body":"During the height of inflation, I"},{"startTime":284.066,"endTime":287.621,"body":"opted to keep my prices the same."},{"startTime":287.981,"endTime":292.03099999999995,"body":"Reduce payment plan fees and even in"},{"startTime":287.981,"endTime":292.03099999999995,"body":"some instances, reduce the price of some"},{"startTime":292.03099999999995,"endTime":295.871,"body":"programs, and I even reduce the price"},{"startTime":292.03099999999995,"endTime":295.871,"body":"of some of our bookkeeping services."},{"startTime":296.743,"endTime":300.58299999999997,"body":"some might argue that discontinuing"},{"startTime":296.743,"endTime":300.58299999999997,"body":"the use of a discount is"},{"startTime":300.58299999999997,"endTime":302.263,"body":"effectively a price increase."},{"startTime":302.638,"endTime":305.51800000000003,"body":"I think it depends on the"},{"startTime":302.638,"endTime":305.51800000000003,"body":"way those discounts are used."},{"startTime":306.08799999999997,"endTime":310.138,"body":"If you always show things on a discount"},{"startTime":306.08799999999997,"endTime":310.138,"body":"as a pricing psychology tactic, then"},{"startTime":310.138,"endTime":315.388,"body":"yeah, if it's a true limited time discount"},{"startTime":310.138,"endTime":315.388,"body":"and otherwise the product or services"},{"startTime":315.388,"endTime":320.488,"body":"being sold and people are buying at"},{"startTime":315.388,"endTime":320.488,"body":"full price outside of a certain window,"},{"startTime":320.548,"endTime":323.72799999999995,"body":"then it's simply charging regular price."},{"startTime":324.058,"endTime":325.10799999999995,"body":"But I digress."},{"startTime":325.85799999999995,"endTime":327.688,"body":"This team meeting was a pretty quick one."},{"startTime":327.688,"endTime":331.318,"body":"Normally they go about an hour,"},{"startTime":327.688,"endTime":331.318,"body":"but we are at the end of a month"},{"startTime":331.408,"endTime":333.058,"body":"rolling into a new month end."},{"startTime":333.058,"endTime":337.798,"body":"So we don't have very much lingering"},{"startTime":333.058,"endTime":337.798,"body":"about clients, uh, that we needed to talk"},{"startTime":337.798,"endTime":340.738,"body":"about, and everyone was pretty much on."},{"startTime":341.173,"endTime":343.48299999999995,"body":"Track with everything"},{"startTime":341.173,"endTime":343.48299999999995,"body":"that they should be doing."},{"startTime":343.48299999999995,"endTime":348.58299999999997,"body":"So it made my job a little easier today,"},{"startTime":343.48299999999995,"endTime":348.58299999999997,"body":"so I have some extra time before my"},{"startTime":348.58299999999997,"endTime":353.503,"body":"next call, which is going to be a live"},{"startTime":348.58299999999997,"endTime":353.503,"body":"q and a for my bookkeeping community."},{"startTime":353.98299999999995,"endTime":358.64300000000003,"body":"I do them every month on the"},{"startTime":353.98299999999995,"endTime":358.64300000000003,"body":"final Thursday where I just go"},{"startTime":358.64300000000003,"endTime":361.033,"body":"live on YouTube and on Zoom."},{"startTime":361.418,"endTime":365.34799999999996,"body":"For the community and people"},{"startTime":361.418,"endTime":365.34799999999996,"body":"can ask questions about"},{"startTime":365.34799999999996,"endTime":366.84799999999996,"body":"building a bookkeeping business."},{"startTime":366.84799999999996,"endTime":371.85799999999995,"body":"So I'm gonna do a few things in"},{"startTime":366.84799999999996,"endTime":371.85799999999995,"body":"between meetings and maybe if"},{"startTime":371.85799999999995,"endTime":374.078,"body":"I have time I'll go for a walk."},{"startTime":374.35799999999995,"endTime":378.138,"body":"but right after my life q and a, I"},{"startTime":374.35799999999995,"endTime":378.138,"body":"actually have a dentist appointment, so"},{"startTime":378.258,"endTime":380.20799999999997,"body":"I have to scramble across town for that."},{"startTime":381.373,"endTime":387.519,"body":"I just ended our live q and a and"},{"startTime":381.373,"endTime":387.519,"body":"I am now unplugging hack can put my"},{"startTime":387.519,"endTime":392.649,"body":"backpack in case I decided to go work"},{"startTime":387.519,"endTime":392.649,"body":"at a coffee shop or something after"},{"startTime":392.649,"endTime":394.989,"body":"I run to my dentist appointment."},{"startTime":395.499,"endTime":403.599,"body":"Um, the joys of overbooking yourself"},{"startTime":395.499,"endTime":403.599,"body":"and I have to remember to bring my"},{"startTime":403.599,"endTime":406.029,"body":"camera with me so that I can continue."},{"startTime":406.524,"endTime":410.09399999999994,"body":"On this, um, documenting of my day."},{"startTime":410.83799999999997,"endTime":415.938,"body":"Before I dive a little deeper into each"},{"startTime":410.83799999999997,"endTime":415.938,"body":"of these, I want to address that Charge"},{"startTime":415.938,"endTime":422.38800000000003,"body":"Your Worth piece first, as I'm writing"},{"startTime":415.938,"endTime":422.38800000000003,"body":"this or reading it, we're on the final"},{"startTime":422.38800000000003,"endTime":427.75800000000004,"body":"day of my Bookkeeping Biz workshops that"},{"startTime":422.38800000000003,"endTime":427.75800000000004,"body":"I host for bookkeepers and accountants"},{"startTime":427.75800000000004,"endTime":429.678,"body":"wanting to start their own virtual."},{"startTime":429.96799999999996,"endTime":430.71799999999996,"body":"Practice."},{"startTime":431.198,"endTime":434.918,"body":"Every time I host these, we get lots"},{"startTime":431.198,"endTime":434.918,"body":"of new bookkeepers into our world."},{"startTime":434.918,"endTime":439.35799999999995,"body":"Some are experienced corporate accountants"},{"startTime":434.918,"endTime":439.35799999999995,"body":"with CPA licenses and some are truly"},{"startTime":439.35799999999995,"endTime":443.49799999999993,"body":"brand new to accounting and bookkeeping,"},{"startTime":439.35799999999995,"endTime":443.49799999999993,"body":"and then there's everything in between."},{"startTime":444.278,"endTime":448.95799999999997,"body":"What they all have in common is"},{"startTime":444.278,"endTime":448.95799999999997,"body":"lack of confidence in their skills."},{"startTime":449.37800000000004,"endTime":453.788,"body":"Whether that is real or perceived,"},{"startTime":449.37800000000004,"endTime":453.788,"body":"that is why they join the workshops."},{"startTime":454.928,"endTime":458.22799999999995,"body":"You know what side you sit on if you"},{"startTime":454.928,"endTime":458.22799999999995,"body":"have any amount of self-awareness."},{"startTime":459.408,"endTime":462.58799999999997,"body":"And I refuse to sit here and"},{"startTime":459.408,"endTime":462.58799999999997,"body":"perpetuate the idea that anyone"},{"startTime":462.58799999999997,"endTime":465.54099999999994,"body":"can become a bookkeeper and"},{"startTime":462.58799999999997,"endTime":465.54099999999994,"body":"begin getting clients right away."},{"startTime":466.29099999999994,"endTime":466.741,"body":"All right."},{"startTime":466.741,"endTime":468.241,"body":"I made it to my dentist appointment."},{"startTime":468.27099999999996,"endTime":474.06100000000004,"body":"I was 10 minutes late and since I'm such"},{"startTime":468.27099999999996,"endTime":474.06100000000004,"body":"an easy patient, they accepted me in, I'm"},{"startTime":474.06100000000004,"endTime":479.91099999999994,"body":"still trying to solve the mystery of where"},{"startTime":474.06100000000004,"endTime":479.91099999999994,"body":"my car keys are in this car somewhere."},{"startTime":480.361,"endTime":484.65099999999995,"body":"I was able to start the car and"},{"startTime":480.361,"endTime":484.65099999999995,"body":"hopefully I can start it again."},{"startTime":484.68100000000004,"endTime":488.071,"body":"I should be able to if I started"},{"startTime":484.68100000000004,"endTime":488.071,"body":"it the first time, but I am really"},{"startTime":488.341,"endTime":491.826,"body":"confused about where the heck my"},{"startTime":488.341,"endTime":491.826,"body":"keys are, unless they're just like."},{"startTime":492.961,"endTime":495.121,"body":"Somewhere in my backpack."},{"startTime":495.30600000000004,"endTime":496.866,"body":"oh, they might be in my sweater."},{"startTime":496.866,"endTime":498.15599999999995,"body":"They're probably in this sweater."},{"startTime":498.15599999999995,"endTime":499.086,"body":"Well, okay."},{"startTime":499.29599999999994,"endTime":500.55600000000004,"body":"Mystery solved."},{"startTime":500.586,"endTime":501.78599999999994,"body":"I found my car keys."},{"startTime":501.923,"endTime":503.573,"body":"So I did bring my computer."},{"startTime":504.923,"endTime":506.51300000000003,"body":"I also brought my sketchbook."},{"startTime":506.573,"endTime":509.573,"body":"I should have brought my water colors"},{"startTime":506.573,"endTime":509.573,"body":"'cause it's such a beautiful day."},{"startTime":509.573,"endTime":514.853,"body":"I kind of wanna go sit by the"},{"startTime":509.573,"endTime":514.853,"body":"lake or something and paint."},{"startTime":515.793,"endTime":518.343,"body":"It's like 70 degrees in"},{"startTime":515.793,"endTime":518.343,"body":"the middle of February."},{"startTime":518.553,"endTime":519.753,"body":"The end of February."},{"startTime":520.503,"endTime":526.023,"body":"And um, I know I have work that I"},{"startTime":520.503,"endTime":526.023,"body":"could do, but I have honestly been"},{"startTime":526.023,"endTime":531.9929999999999,"body":"cranking so hard lately that I kind"},{"startTime":526.023,"endTime":531.9929999999999,"body":"of just want a little bit of a break."},{"startTime":532.293,"endTime":535.233,"body":"And tomorrow I'm gonna be"},{"startTime":532.293,"endTime":535.233,"body":"working, even though it's Friday"},{"startTime":535.233,"endTime":536.313,"body":"and I normally don't work."},{"startTime":536.313,"endTime":540.473,"body":"I've decided to do something"},{"startTime":536.313,"endTime":540.473,"body":"new in my, um, community."},{"startTime":541.133,"endTime":543.413,"body":"I'm a part of a few"},{"startTime":541.133,"endTime":543.413,"body":"different net networking."},{"startTime":543.818,"endTime":544.508,"body":"Groups."},{"startTime":544.558,"endTime":552.388,"body":"and I decided to do open office hours"},{"startTime":544.558,"endTime":552.388,"body":"where I post up at a coffee shop for"},{"startTime":552.388,"endTime":557.758,"body":"an afternoon and I just have invited"},{"startTime":552.388,"endTime":557.758,"body":"people from the group to come on"},{"startTime":557.758,"endTime":562.078,"body":"by to cowork or to get questions"},{"startTime":557.758,"endTime":562.078,"body":"answered about their bookkeeping."},{"startTime":562.528,"endTime":564.358,"body":"And so I'm really excited about that."},{"startTime":564.388,"endTime":567.028,"body":"Um, we'll see how it goes"},{"startTime":564.388,"endTime":567.028,"body":"or if anyone shows up."},{"startTime":567.353,"endTime":570.6229999999999,"body":"If not, I get time at a coffee"},{"startTime":567.353,"endTime":570.6229999999999,"body":"shop to work and that's all good."},{"startTime":571.523,"endTime":576.803,"body":"but it's so nice how I feel like I"},{"startTime":571.523,"endTime":576.803,"body":"would be wasting the beautiful sunshine"},{"startTime":577.253,"endTime":579.083,"body":"if I didn't go do something outside."},{"startTime":579.173,"endTime":580.403,"body":"So I'm gonna figure that out."},{"startTime":614.406,"endTime":618.096,"body":"I truly believe that if you do"},{"startTime":614.406,"endTime":618.096,"body":"not understand the foundations of"},{"startTime":618.096,"endTime":621.756,"body":"accounting, whether you have a degree"},{"startTime":618.096,"endTime":621.756,"body":"or not, that's not the point of this."},{"startTime":621.903,"endTime":626.763,"body":"you have no business taking on clients"},{"startTime":621.903,"endTime":626.763,"body":"by yourself unless you commit to"},{"startTime":626.763,"endTime":630.033,"body":"hiring someone to look over your"},{"startTime":626.763,"endTime":630.033,"body":"work or you work for someone else"},{"startTime":630.033,"endTime":631.593,"body":"to gain the skills with oversight."},{"startTime":632.778,"endTime":636.198,"body":"If you know accounting, you know that"},{"startTime":632.778,"endTime":636.198,"body":"the foundations of accounting serve"},{"startTime":636.198,"endTime":637.668,"body":"as a double check for your work."},{"startTime":637.908,"endTime":640.128,"body":"Everything must balance."},{"startTime":640.984,"endTime":643.7139999999999,"body":"Well, I decided to."},{"startTime":644.374,"endTime":645.994,"body":"Grab what I had in my car."},{"startTime":646.114,"endTime":647.734,"body":"I have a sketchbook."},{"startTime":647.824,"endTime":651.064,"body":"I have my backpack and some water."},{"startTime":652.804,"endTime":654.784,"body":"An advantage to find a pencil in the car."},{"startTime":655.114,"endTime":659.794,"body":"All I had in my backpack were pens"},{"startTime":655.114,"endTime":659.794,"body":"and I'm gonna go to one of my favorite"},{"startTime":659.794,"endTime":668.4939999999999,"body":"spots to just think and be inspired and"},{"startTime":668.919,"endTime":669.3739999999999,"body":"see what happens."},{"startTime":670.256,"endTime":675.506,"body":"I'm gonna take a little detour though,"},{"startTime":670.256,"endTime":675.506,"body":"because as I was walking out here, I"},{"startTime":675.506,"endTime":685.0029999999999,"body":"noticed somebody created a little shelter"},{"startTime":675.506,"endTime":685.0029999999999,"body":"out of trees and it looks really cool."},{"startTime":685.5949999999999,"endTime":686.525,"body":"How fun is that?"},{"startTime":688.4449999999999,"endTime":689.735,"body":"It's like a giant fork."},{"startTime":694.418,"endTime":696.158,"body":"It's so big I can stand in it."},{"startTime":699.038,"endTime":699.6429999999999,"body":"This is so much fun."},{"startTime":704.5179999999999,"endTime":707.0079999999999,"body":"If you don't know how to check"},{"startTime":704.5179999999999,"endTime":707.0079999999999,"body":"your work, go and find the"},{"startTime":707.0079999999999,"endTime":708.658,"body":"education to get to that point."},{"startTime":708.658,"endTime":713.0079999999999,"body":"Please focus on learning the skills"},{"startTime":708.658,"endTime":713.0079999999999,"body":"before you split your focus on also"},{"startTime":713.0079999999999,"endTime":714.478,"body":"learning how to build a business."},{"startTime":715.0179999999999,"endTime":716.6379999999999,"body":"That goes for any industry."},{"startTime":716.6379999999999,"endTime":718.4979999999999,"body":"If you're listening and"},{"startTime":716.6379999999999,"endTime":718.4979999999999,"body":"you're not in accounting."},{"startTime":719.0079999999999,"endTime":724.15,"body":"Go focus on building the skills before"},{"startTime":719.0079999999999,"endTime":724.15,"body":"you start splitting your focus and also"},{"startTime":724.15,"endTime":725.8,"body":"trying to learn how to build a business."},{"startTime":726.626,"endTime":729.866,"body":"It's just so much at once"},{"startTime":726.626,"endTime":729.866,"body":"and you will crash and burn."},{"startTime":730.5559999999999,"endTime":733.976,"body":"Okay, now with that soapbox out of"},{"startTime":730.5559999999999,"endTime":733.976,"body":"the way, if you're still here, let's"},{"startTime":733.976,"endTime":739.212,"body":"chat about raising prices and when it"},{"startTime":733.976,"endTime":739.212,"body":"actually makes sense and isn't just"},{"startTime":739.212,"endTime":743.712,"body":"an arbitrary price increase because"},{"startTime":739.212,"endTime":743.712,"body":"you've been in business a while and you"},{"startTime":743.712,"endTime":746.2919999999999,"body":"need to raise your prices, number one."},{"startTime":747.0269999999999,"endTime":751.227,"body":"You may have underpriced from the"},{"startTime":747.0269999999999,"endTime":751.227,"body":"beginning and we all start somewhere and"},{"startTime":751.227,"endTime":753.597,"body":"usually that is a very low price point."},{"startTime":754.377,"endTime":758.847,"body":"We don't know yet how long things will"},{"startTime":754.377,"endTime":758.847,"body":"take, how complex they'll be, what level"},{"startTime":758.847,"endTime":762.837,"body":"of effort we will need to communicate"},{"startTime":758.847,"endTime":762.837,"body":"with clients, overhead costs, and"},{"startTime":762.837,"endTime":764.757,"body":"not to mention that confidence piece."},{"startTime":765.1769999999999,"endTime":770.847,"body":"So we typically underprice thinking it's"},{"startTime":765.1769999999999,"endTime":770.847,"body":"competitive, but we need to go through"},{"startTime":770.847,"endTime":773.146,"body":"this phase in order to prove to ourselves."},{"startTime":773.356,"endTime":777.016,"body":"I can do this, I'm good at this, and"},{"startTime":773.356,"endTime":777.016,"body":"I'm finding ways to be more efficient."},{"startTime":777.736,"endTime":780.496,"body":"This is true whether you"},{"startTime":777.736,"endTime":780.496,"body":"charge hourly or flat monthly."},{"startTime":780.496,"endTime":782.5659999999999,"body":"We all screw this up at the beginning."},{"startTime":782.866,"endTime":785.476,"body":"There's not really any way"},{"startTime":782.866,"endTime":785.476,"body":"around it, unfortunately."},{"startTime":786.226,"endTime":788.9259999999999,"body":"And as a little sidebar, if"},{"startTime":786.226,"endTime":788.9259999999999,"body":"you didn't screw up here in"},{"startTime":788.9259999999999,"endTime":790.216,"body":"the beginning, good for you."},{"startTime":790.726,"endTime":794.896,"body":"You were probably somewhat overly"},{"startTime":790.726,"endTime":794.896,"body":"confident or a really good sales person,"},{"startTime":794.896,"endTime":799.126,"body":"or probably you've done this before,"},{"startTime":794.896,"endTime":799.126,"body":"but you're the exception my friend."},{"startTime":799.156,"endTime":803.5659999999999,"body":"You're not the norm for the rest of"},{"startTime":799.156,"endTime":803.5659999999999,"body":"us, this is when it's okay to increase"},{"startTime":803.5659999999999,"endTime":805.756,"body":"your prices with each new client."},{"startTime":806.1759999999999,"endTime":810.1659999999999,"body":"To test your selling skills, to"},{"startTime":806.1759999999999,"endTime":810.1659999999999,"body":"test the market, to see what it"},{"startTime":810.1659999999999,"endTime":812.2059999999999,"body":"can handle as far as pricing goes."},{"startTime":812.506,"endTime":813.976,"body":"That's basic economics."},{"startTime":814.756,"endTime":818.9259999999999,"body":"Speaking of economics, number"},{"startTime":814.756,"endTime":818.9259999999999,"body":"two, you're at capacity."},{"startTime":819.476,"endTime":824.156,"body":"This is when you need clients to leave"},{"startTime":819.476,"endTime":824.156,"body":"or you need to hire in order to create"},{"startTime":824.156,"endTime":827.9359999999999,"body":"the capacity, and you only wanna bring"},{"startTime":824.156,"endTime":827.9359999999999,"body":"on clients that are willing to pay more."},{"startTime":828.716,"endTime":831.9559999999999,"body":"You can afford to lose one client that"},{"startTime":828.716,"endTime":831.9559999999999,"body":"isn't happy with the price increase in"},{"startTime":831.9559999999999,"endTime":836.036,"body":"order to create capacity because the"},{"startTime":831.9559999999999,"endTime":836.036,"body":"remaining clients who receive the price"},{"startTime":836.036,"endTime":838.406,"body":"increase will cover the loss win-win."},{"startTime":839.111,"endTime":844.5279999999999,"body":"I just got home from the day and um,"},{"startTime":839.111,"endTime":844.5279999999999,"body":"yeah, it's been a pretty busy day."},{"startTime":846.568,"endTime":853.918,"body":"I stopped at the grocery store after"},{"startTime":846.568,"endTime":853.918,"body":"I, um, went to a informational night"},{"startTime":853.918,"endTime":860.158,"body":"for my middle child who is going to"},{"startTime":853.918,"endTime":860.158,"body":"an upper elementary school next year."},{"startTime":860.548,"endTime":862.078,"body":"Um, and now I'm gonna cook some dinner."},{"startTime":863.875,"endTime":867.62,"body":"Most of us, however, are actually"},{"startTime":863.875,"endTime":867.62,"body":"terrified of this scenario, And"},{"startTime":867.62,"endTime":871.28,"body":"don't truly believe it will work,"},{"startTime":867.62,"endTime":871.28,"body":"but most of the time it does."},{"startTime":871.67,"endTime":872.66,"body":"You're a math person."},{"startTime":872.66,"endTime":873.4399999999999,"body":"Do a little math."},{"startTime":873.4399999999999,"endTime":874.76,"body":"Figure out how to make this work."},{"startTime":874.76,"endTime":877.4,"body":"If you spread the increase across"},{"startTime":874.76,"endTime":877.4,"body":"all the clients so that you"},{"startTime":877.4,"endTime":879.05,"body":"can afford to lose one or two."},{"startTime":879.3199999999999,"endTime":880.55,"body":"Run a few scenarios."},{"startTime":880.61,"endTime":881.93,"body":"Look at it objectively."},{"startTime":881.93,"endTime":883.7249999999999,"body":"That's what we try to tell our clients."},{"startTime":883.7249999999999,"endTime":886.2249999999999,"body":"Look at the numbers objectively."},{"startTime":886.5849999999999,"endTime":888.805,"body":"They'll tell you numbers don't lie."},{"startTime":890.425,"endTime":892.3149999999999,"body":"Number three, scope increases."},{"startTime":893.501,"endTime":897.9409999999999,"body":"Next we have the actual need to"},{"startTime":893.501,"endTime":897.9409999999999,"body":"increase prices because there"},{"startTime":897.9409999999999,"endTime":900.3109999999999,"body":"has been true change in scope."},{"startTime":900.7009999999999,"endTime":904.2059999999999,"body":"You're doing more work, things"},{"startTime":900.7009999999999,"endTime":904.2059999999999,"body":"are more complicated or complex,"},{"startTime":904.2059999999999,"endTime":905.4359999999999,"body":"or volume has increased."},{"startTime":906.031,"endTime":907.711,"body":"It's time to rip off that bandaid."},{"startTime":908.251,"endTime":912.1809999999999,"body":"I am currently actually in this situation"},{"startTime":908.251,"endTime":912.1809999999999,"body":"where I do need to increase prices on a"},{"startTime":912.1809999999999,"endTime":916.351,"body":"couple of clients because the anticipated"},{"startTime":912.1809999999999,"endTime":916.351,"body":"scope is not what the reality is."},{"startTime":917.221,"endTime":920.851,"body":"I actually have to re-scope all of our"},{"startTime":917.221,"endTime":920.851,"body":"clients for something we used to say"},{"startTime":920.851,"endTime":925.0509999999999,"body":"was unlimited because a couple clients"},{"startTime":920.851,"endTime":925.0509999999999,"body":"are really taking advantage of that,"},{"startTime":925.0509999999999,"endTime":929.401,"body":"probably unknowingly and unaware of"},{"startTime":925.0509999999999,"endTime":929.401,"body":"the amount of work it creates for us."},{"startTime":929.5509999999999,"endTime":934.621,"body":"And no, it's not communication,"},{"startTime":929.5509999999999,"endTime":934.621,"body":"it's bank accounts, arguably."},{"startTime":934.6709999999999,"endTime":938.511,"body":"This could fall into being underpriced,"},{"startTime":934.6709999999999,"endTime":938.511,"body":"but I'm gonna stick it here under"},{"startTime":938.511,"endTime":941.001,"body":"calling it an increased scope instead."},{"startTime":941.591,"endTime":945.851,"body":"Because the work itself is changing from"},{"startTime":941.591,"endTime":945.851,"body":"when we originally price the client."},{"startTime":947.2009999999999,"endTime":950.501,"body":"Number four, the real value increases."},{"startTime":950.981,"endTime":956.0809999999999,"body":"Lastly, this is probably the greatest"},{"startTime":950.981,"endTime":956.0809999999999,"body":"of areas because who actually determines"},{"startTime":956.0809999999999,"endTime":957.851,"body":"how much value is being provided?"},{"startTime":958.391,"endTime":960.606,"body":"This requires very careful consideration."},{"startTime":961.211,"endTime":964.563,"body":"Case studies, prior"},{"startTime":961.211,"endTime":964.563,"body":"successes, and sales skills."},{"startTime":965.313,"endTime":969.087,"body":"This really is only something that"},{"startTime":965.313,"endTime":969.087,"body":"you can do for new clients coming in."},{"startTime":969.087,"endTime":972.207,"body":"It's not something that you can change"},{"startTime":969.087,"endTime":972.207,"body":"on a current client unless they're"},{"startTime":972.207,"endTime":976.6769999999999,"body":"asking for additional help, not included"},{"startTime":972.207,"endTime":976.6769999999999,"body":"in the original scope, and then."},{"startTime":977.217,"endTime":979.347,"body":"That's just an amendment"},{"startTime":977.217,"endTime":979.347,"body":"and a scope increase."},{"startTime":980.187,"endTime":984.357,"body":"This also requires testing the market"},{"startTime":980.187,"endTime":984.357,"body":"to see what people are willing to pay"},{"startTime":984.447,"endTime":988.827,"body":"for the value that you're providing,"},{"startTime":984.447,"endTime":988.827,"body":"and it requires understanding what"},{"startTime":988.827,"endTime":991.077,"body":"individual clients find valuable."},{"startTime":991.857,"endTime":994.107,"body":"For some, it's fast"},{"startTime":991.857,"endTime":994.107,"body":"turnarounds of reports."},{"startTime":994.257,"endTime":995.967,"body":"For others, it's access to you."},{"startTime":996.327,"endTime":1000.1669999999999,"body":"Each client has different value drivers,"},{"startTime":996.327,"endTime":1000.1669999999999,"body":"and it's your job to find out what"},{"startTime":1000.1669999999999,"endTime":1004.6669999999999,"body":"those are when you're in discovery so"},{"startTime":1000.1669999999999,"endTime":1004.6669999999999,"body":"that you can position yourself as the"},{"startTime":1004.6669999999999,"endTime":1007.458,"body":"solution And present the value you bring."},{"startTime":1008.298,"endTime":1013.338,"body":"So I ask you this, if your price"},{"startTime":1008.298,"endTime":1013.338,"body":"increase doesn't fall into the four"},{"startTime":1013.338,"endTime":1016.2779999999999,"body":"above categories, why are you doing it?"}]}