{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":4.32,"body":"As entrepreneurs, we spend a lot"},{"startTime":0.0,"endTime":4.32,"body":"of time focused on how to get"},{"startTime":4.32,"endTime":9.33,"body":"hired by our ideal clients, we"},{"startTime":4.32,"endTime":9.33,"body":"want to figure out what kinds of"},{"startTime":9.36,"endTime":14.07,"body":"images will allow them, we spend"},{"startTime":9.36,"endTime":14.07,"body":"a lot of time coming up with"},{"startTime":14.1,"endTime":18.96,"body":"offers that we believe will"},{"startTime":14.1,"endTime":18.96,"body":"entice them. And then we all"},{"startTime":18.96,"endTime":22.56,"body":"strive and per separate and"},{"startTime":18.96,"endTime":22.56,"body":"worry about what price point"},{"startTime":22.56,"endTime":27.75,"body":"will seal the deal. And all of"},{"startTime":22.56,"endTime":27.75,"body":"those things are important. But"},{"startTime":27.75,"endTime":30.78,"body":"as photographers running"},{"startTime":27.75,"endTime":30.78,"body":"businesses that are by their"},{"startTime":30.78,"endTime":34.71,"body":"very nature, hyper personal,"},{"startTime":30.78,"endTime":34.71,"body":"both due to the fact that we are"},{"startTime":34.89,"endTime":38.64,"body":"typically running a one person"},{"startTime":34.89,"endTime":38.64,"body":"show, and also due to the nature"},{"startTime":38.64,"endTime":43.02,"body":"of the work itself, where we are"},{"startTime":38.64,"endTime":43.02,"body":"spending time with families,"},{"startTime":43.23,"endTime":46.59,"body":"getting to know people, when"},{"startTime":43.23,"endTime":46.59,"body":"they have just had a baby"},{"startTime":46.59,"endTime":49.2,"body":"spending all day with them at"},{"startTime":46.59,"endTime":49.2,"body":"their wedding. These are"},{"startTime":49.23,"endTime":53.46,"body":"personal interactions, right. So"},{"startTime":49.23,"endTime":53.46,"body":"one of the most critical factors"},{"startTime":53.49,"endTime":57.6,"body":"in whether we get hired for any"},{"startTime":53.49,"endTime":57.6,"body":"individual job isn't necessarily"},{"startTime":57.6,"endTime":61.68,"body":"going to be our technical skill,"},{"startTime":57.6,"endTime":61.68,"body":"or the particulars of our offer,"},{"startTime":61.86,"endTime":67.56,"body":"or even our price point. Often,"},{"startTime":61.86,"endTime":67.56,"body":"whether we get hired or not,"},{"startTime":67.74,"endTime":72.12,"body":"comes down to our connection"},{"startTime":67.74,"endTime":72.12,"body":"with a potential client. So"},{"startTime":72.15,"endTime":74.64,"body":"today, I want to walk you"},{"startTime":72.15,"endTime":74.64,"body":"through how you can more"},{"startTime":74.64,"endTime":78.21,"body":"intentionally cultivate that"},{"startTime":74.64,"endTime":78.21,"body":"connection, and therefore"},{"startTime":78.42,"endTime":82.11,"body":"increase your booking rates with"},{"startTime":78.42,"endTime":82.11,"body":"clients who are excited to work"},{"startTime":82.11,"endTime":88.2,"body":"with you, at any price point."},{"startTime":82.11,"endTime":88.2,"body":"Welcome to this can't be that"},{"startTime":88.2,"endTime":88.59,"body":"hard."},{"startTime":88.74,"endTime":91.98,"body":"My name is Annemie Tonken. And I"},{"startTime":88.74,"endTime":91.98,"body":"help photographers run"},{"startTime":91.98,"endTime":95.94,"body":"profitable, sustainable"},{"startTime":91.98,"endTime":95.94,"body":"businesses that they love. Each"},{"startTime":95.94,"endTime":99.51,"body":"week on the podcast, I cover"},{"startTime":95.94,"endTime":99.51,"body":"simple, actionable strategies"},{"startTime":99.51,"endTime":102.9,"body":"and systems that photographers"},{"startTime":99.51,"endTime":102.9,"body":"at every level of experience can"},{"startTime":102.9,"endTime":107.22,"body":"use to earn more money in a more"},{"startTime":102.9,"endTime":107.22,"body":"sustainable way. Running a"},{"startTime":107.22,"endTime":110.79,"body":"photography business doesn't"},{"startTime":107.22,"endTime":110.79,"body":"have to be that hard, you can do"},{"startTime":110.79,"endTime":118.11,"body":"it, and I can show you how. So"},{"startTime":110.79,"endTime":118.11,"body":"let's start by putting ourselves"},{"startTime":118.14,"endTime":122.31,"body":"into the shoes of our ideal"},{"startTime":118.14,"endTime":122.31,"body":"clients. When someone first"},{"startTime":122.31,"endTime":125.4,"body":"starts thinking about hiring a"},{"startTime":122.31,"endTime":125.4,"body":"photographer these days, they"},{"startTime":125.4,"endTime":129.36,"body":"typically turn to social media"},{"startTime":125.4,"endTime":129.36,"body":"to you know, find photos they"},{"startTime":129.36,"endTime":133.59,"body":"like. Or maybe they look at the"},{"startTime":129.36,"endTime":133.59,"body":"professional photos that their"},{"startTime":133.59,"endTime":136.74,"body":"friends have posted. Or they"},{"startTime":133.59,"endTime":136.74,"body":"just go straight to Google and"},{"startTime":136.74,"endTime":140.52,"body":"do some searching. And no matter"},{"startTime":136.74,"endTime":140.52,"body":"where they start, at some point,"},{"startTime":140.52,"endTime":142.95,"body":"they end up going down the"},{"startTime":140.52,"endTime":142.95,"body":"rabbit hole of clicking through"},{"startTime":142.95,"endTime":147.81,"body":"to a handful of websites. And"},{"startTime":142.95,"endTime":147.81,"body":"after a while they homed in on a"},{"startTime":147.81,"endTime":151.35,"body":"few photographers who seem like"},{"startTime":147.81,"endTime":151.35,"body":"they might be a good fit. And"},{"startTime":151.35,"endTime":154.65,"body":"they are taking into account not"},{"startTime":151.35,"endTime":154.65,"body":"only the photos that they see,"},{"startTime":154.68,"endTime":158.13,"body":"but also the copy and the"},{"startTime":154.68,"endTime":158.13,"body":"testimonials that they see on"},{"startTime":158.13,"endTime":161.76,"body":"their websites or on their"},{"startTime":158.13,"endTime":161.76,"body":"social media feeds. And then"},{"startTime":161.79,"endTime":164.82,"body":"they approach those"},{"startTime":161.79,"endTime":164.82,"body":"photographers by filling out"},{"startTime":164.82,"endTime":170.19,"body":"their contact forms and waiting"},{"startTime":164.82,"endTime":170.19,"body":"to see what happens. And we have"},{"startTime":170.19,"endTime":173.34,"body":"all been in this position before"},{"startTime":170.19,"endTime":173.34,"body":"in some way, shape or form,"},{"startTime":173.34,"endTime":177.81,"body":"right? Whether we are looking to"},{"startTime":173.34,"endTime":177.81,"body":"book a photographer or something"},{"startTime":177.81,"endTime":182.46,"body":"similar, we are excited about"},{"startTime":177.81,"endTime":182.46,"body":"it. We're waiting to hear back."},{"startTime":182.55,"endTime":186.45,"body":"And I want you to just for a"},{"startTime":182.55,"endTime":186.45,"body":"minute, think about what it"},{"startTime":186.45,"endTime":190.62,"body":"feels like to be in that"},{"startTime":186.45,"endTime":190.62,"body":"position. So for sure your"},{"startTime":190.62,"endTime":194.55,"body":"social media and your website."},{"startTime":190.62,"endTime":194.55,"body":"Those are absolutely critical"},{"startTime":194.55,"endTime":198.24,"body":"pieces of this connection"},{"startTime":194.55,"endTime":198.24,"body":"puzzle, right. It's typically"},{"startTime":198.24,"endTime":201.75,"body":"where someone finds you. And we"},{"startTime":198.24,"endTime":201.75,"body":"all know what they say about"},{"startTime":201.75,"endTime":206.88,"body":"first impressions. But most of"},{"startTime":201.75,"endTime":206.88,"body":"us are already being thoughtful"},{"startTime":206.91,"endTime":211.29,"body":"about our messaging in those"},{"startTime":206.91,"endTime":211.29,"body":"areas. So let's take it a step"},{"startTime":211.29,"endTime":215.52,"body":"further. We've all been in that"},{"startTime":211.29,"endTime":215.52,"body":"position in some way, shape, or"},{"startTime":215.52,"endTime":218.43,"body":"form before, right? Whether"},{"startTime":215.52,"endTime":218.43,"body":"we're reaching out to a"},{"startTime":218.43,"endTime":223.35,"body":"photographer, or we are trying"},{"startTime":218.43,"endTime":223.35,"body":"to I don't know, get a"},{"startTime":223.35,"endTime":227.04,"body":"reservation for a really fancy"},{"startTime":223.35,"endTime":227.04,"body":"or special dinner that we want"},{"startTime":227.04,"endTime":231.36,"body":"to go to something where we're"},{"startTime":227.04,"endTime":231.36,"body":"excited. And we're kind of"},{"startTime":231.36,"endTime":235.68,"body":"waiting to hear back. So let's"},{"startTime":231.36,"endTime":235.68,"body":"take a minute and really think"},{"startTime":235.68,"endTime":237.78,"body":"about what that feels like,"},{"startTime":235.68,"endTime":237.78,"body":"right?"},{"startTime":239.07,"endTime":242.97,"body":"At this point, your potential"},{"startTime":239.07,"endTime":242.97,"body":"clients interest level is at its"},{"startTime":243.0,"endTime":247.62,"body":"absolute peak, they are actively"},{"startTime":243.0,"endTime":247.62,"body":"thinking about photography, and"},{"startTime":247.65,"endTime":250.47,"body":"they're actually actively"},{"startTime":247.65,"endTime":250.47,"body":"thinking about working with you,"},{"startTime":250.47,"endTime":254.13,"body":"right? They've just filled out"},{"startTime":250.47,"endTime":254.13,"body":"your contact form form. And"},{"startTime":254.13,"endTime":257.94,"body":"they're excited. But they're"},{"startTime":254.13,"endTime":257.94,"body":"also nervous, and they're"},{"startTime":257.94,"endTime":261.9,"body":"nervous for potentially a bunch"},{"startTime":257.94,"endTime":261.9,"body":"of reasons, right? Are you going"},{"startTime":261.9,"endTime":265.47,"body":"to get back to them? What are"},{"startTime":261.9,"endTime":265.47,"body":"you going to say? If they do"},{"startTime":265.47,"endTime":269.16,"body":"choose to work with you? Are"},{"startTime":265.47,"endTime":269.16,"body":"they going to like their photos?"},{"startTime":269.16,"endTime":272.13,"body":"Are they going to have a good"},{"startTime":269.16,"endTime":272.13,"body":"experience? You know, in the"},{"startTime":272.13,"endTime":276.24,"body":"grand scheme of things people"},{"startTime":272.13,"endTime":276.24,"body":"worry about whether something"},{"startTime":276.24,"endTime":279.6,"body":"that they're excited about is"},{"startTime":276.24,"endTime":279.6,"body":"going to flop? Is it going to be"},{"startTime":279.6,"endTime":284.28,"body":"a waste of their time or money?"},{"startTime":279.6,"endTime":284.28,"body":"Are they going to regret this"},{"startTime":284.28,"endTime":288.72,"body":"experience in the future? And"},{"startTime":284.28,"endTime":288.72,"body":"that is a vulnerable position to"},{"startTime":288.72,"endTime":292.95,"body":"be in. And I mean maybe"},{"startTime":288.72,"endTime":292.95,"body":"vulnerable with a capital V is"},{"startTime":292.95,"endTime":295.56,"body":"the wrong word, right? We're not"},{"startTime":292.95,"endTime":295.56,"body":"talking about vulnerability in"},{"startTime":295.56,"endTime":300.63,"body":"some deep existential way. But"},{"startTime":295.56,"endTime":300.63,"body":"that nervous excited energy Is"},{"startTime":300.63,"endTime":304.47,"body":"there and it adds a dimension of"},{"startTime":300.63,"endTime":304.47,"body":"importance and gravity to the"},{"startTime":304.47,"endTime":309.57,"body":"whole event. Even someone who"},{"startTime":304.47,"endTime":309.57,"body":"has unlimited funds where you"},{"startTime":309.57,"endTime":314.13,"body":"know, the cost of the session"},{"startTime":309.57,"endTime":314.13,"body":"means nothing to them. The"},{"startTime":314.16,"endTime":318.21,"body":"excited vulnerable energy is"},{"startTime":314.16,"endTime":318.21,"body":"still there, because being"},{"startTime":318.21,"endTime":323.31,"body":"photographed is a big deal to"},{"startTime":318.21,"endTime":323.31,"body":"almost everyone. Along with that"},{"startTime":323.31,"endTime":326.61,"body":"excitement at the prospect of,"},{"startTime":323.31,"endTime":326.61,"body":"you know, potentially getting"},{"startTime":326.61,"endTime":330.54,"body":"photos they love, that's what"},{"startTime":326.61,"endTime":330.54,"body":"they want. People typically also"},{"startTime":330.54,"endTime":335.31,"body":"feel at least a little insecure"},{"startTime":330.54,"endTime":335.31,"body":"or self conscious, maybe they"},{"startTime":335.31,"endTime":338.25,"body":"feel indulgent, like they're"},{"startTime":335.31,"endTime":338.25,"body":"splurging on something they"},{"startTime":338.25,"endTime":341.31,"body":"don't really need. Maybe they"},{"startTime":338.25,"endTime":341.31,"body":"feel uncertain, because they've"},{"startTime":341.31,"endTime":344.19,"body":"never done this before. Or maybe"},{"startTime":341.31,"endTime":344.19,"body":"they've done it before. And"},{"startTime":344.19,"endTime":348.3,"body":"they've had a bad experience."},{"startTime":344.19,"endTime":348.3,"body":"All of those contribute to this"},{"startTime":348.3,"endTime":353.52,"body":"sense of nervous excitement. And"},{"startTime":348.3,"endTime":353.52,"body":"the best way that you can meet"},{"startTime":353.52,"endTime":358.65,"body":"someone who is in that state, is"},{"startTime":353.52,"endTime":358.65,"body":"to help them feel seen and"},{"startTime":358.65,"endTime":363.9,"body":"understood. What someone in this"},{"startTime":358.65,"endTime":363.9,"body":"position is craving is"},{"startTime":363.9,"endTime":368.22,"body":"connection, they want to find"},{"startTime":363.9,"endTime":368.22,"body":"someone who gets exactly what it"},{"startTime":368.22,"endTime":372.63,"body":"is that they're hoping for, and"},{"startTime":368.22,"endTime":372.63,"body":"can confidently guide them to"},{"startTime":372.63,"endTime":376.83,"body":"the solution. And when they find"},{"startTime":372.63,"endTime":376.83,"body":"that person, those feelings of"},{"startTime":376.83,"endTime":381.15,"body":"nervousness start to fade, so"},{"startTime":376.83,"endTime":381.15,"body":"that all that's left is the"},{"startTime":381.15,"endTime":386.01,"body":"excitement. And so if they find"},{"startTime":381.15,"endTime":386.01,"body":"that person, which is totally a"},{"startTime":386.01,"endTime":388.26,"body":"big F, right, there's no"},{"startTime":386.01,"endTime":388.26,"body":"guarantee that you're going to"},{"startTime":388.26,"endTime":392.49,"body":"find the person who makes you"},{"startTime":388.26,"endTime":392.49,"body":"feel like you're understood, and"},{"startTime":392.49,"endTime":396.63,"body":"what you want is going to have"},{"startTime":392.49,"endTime":396.63,"body":"actually happen. But if they do"},{"startTime":396.63,"endTime":399.75,"body":"find that person, then they are"},{"startTime":396.63,"endTime":399.75,"body":"able to book much more"},{"startTime":399.75,"endTime":403.59,"body":"confidently, even if the price"},{"startTime":399.75,"endTime":403.59,"body":"point is higher than they had"},{"startTime":403.62,"endTime":408.15,"body":"originally anticipated. So the"},{"startTime":403.62,"endTime":408.15,"body":"question here is, what's the"},{"startTime":408.15,"endTime":411.63,"body":"number one way that we can"},{"startTime":408.15,"endTime":411.63,"body":"become that person? Right? How"},{"startTime":411.63,"endTime":416.94,"body":"can we create connection and"},{"startTime":411.63,"endTime":416.94,"body":"build trust, beyond just relying"},{"startTime":416.94,"endTime":421.05,"body":"on the copy that we put on our"},{"startTime":416.94,"endTime":421.05,"body":"websites? And the posts that we"},{"startTime":421.08,"endTime":425.7,"body":"make in our social feed? The"},{"startTime":421.08,"endTime":425.7,"body":"number one answer to this"},{"startTime":425.7,"endTime":429.81,"body":"question? And really, I can get"},{"startTime":425.7,"endTime":429.81,"body":"into more detail, and I will,"},{"startTime":429.81,"endTime":436.08,"body":"but the beginning and the end of"},{"startTime":429.81,"endTime":436.08,"body":"my answer here is to listen. We"},{"startTime":436.08,"endTime":440.7,"body":"have all been cornered at a"},{"startTime":436.08,"endTime":440.7,"body":"party or on a bad date, or"},{"startTime":440.7,"endTime":443.85,"body":"something where the person that"},{"startTime":440.7,"endTime":443.85,"body":"we're talking to totally"},{"startTime":443.85,"endTime":446.58,"body":"dominates the conversation,"},{"startTime":443.85,"endTime":446.58,"body":"right, they go on and on, they"},{"startTime":446.58,"endTime":449.94,"body":"won't let us get a word in"},{"startTime":446.58,"endTime":449.94,"body":"edgewise. It's a pretty"},{"startTime":450.09,"endTime":455.22,"body":"miserable experience. On the"},{"startTime":450.09,"endTime":455.22,"body":"other hand, we have all probably"},{"startTime":455.22,"endTime":459.15,"body":"had conversations with people"},{"startTime":455.22,"endTime":459.15,"body":"who are genuinely curious about"},{"startTime":459.15,"endTime":464.1,"body":"us, and ask us lots of"},{"startTime":459.15,"endTime":464.1,"body":"questions. And even though we"},{"startTime":464.1,"endTime":467.88,"body":"may walk away from that"},{"startTime":464.1,"endTime":467.88,"body":"encounter, not really knowing"},{"startTime":467.88,"endTime":471.0,"body":"much about that person, if you"},{"startTime":467.88,"endTime":471.0,"body":"know, if the conversation didn't"},{"startTime":471.0,"endTime":475.41,"body":"go on long enough that we were"},{"startTime":471.0,"endTime":475.41,"body":"able to reciprocate. I guarantee"},{"startTime":476.25,"endTime":478.92,"body":"that even if you know very"},{"startTime":476.25,"endTime":478.92,"body":"little about the person who is"},{"startTime":478.92,"endTime":482.85,"body":"asking you questions, you feel"},{"startTime":478.92,"endTime":482.85,"body":"more connected to them than the"},{"startTime":482.85,"endTime":486.0,"body":"person who is kind of the self"},{"startTime":482.85,"endTime":486.0,"body":"centered buffoon at the party,"},{"startTime":486.0,"endTime":491.67,"body":"right. The fact of the matter is"},{"startTime":486.0,"endTime":491.67,"body":"that even if 90% of the people"},{"startTime":491.67,"endTime":496.08,"body":"who reach out to us have the"},{"startTime":491.67,"endTime":496.08,"body":"same wants and needs and"},{"startTime":496.08,"endTime":500.4,"body":"concerns, they don't know that"},{"startTime":496.08,"endTime":500.4,"body":"we know that because we're on"},{"startTime":500.4,"endTime":503.67,"body":"the receiving end, but they are"},{"startTime":500.4,"endTime":503.67,"body":"reaching out to a photographer"},{"startTime":503.67,"endTime":507.21,"body":"potentially for the first time"},{"startTime":503.67,"endTime":507.21,"body":"ever. And at that critical"},{"startTime":507.21,"endTime":510.51,"body":"juncture, when they are deciding"},{"startTime":507.21,"endTime":510.51,"body":"who they're going to work with."},{"startTime":510.87,"endTime":515.16,"body":"The photographer who takes the"},{"startTime":510.87,"endTime":515.16,"body":"time to listen, validate and"},{"startTime":515.16,"endTime":520.53,"body":"respond to that person's wants"},{"startTime":515.16,"endTime":520.53,"body":"and needs, is going to be miles"},{"startTime":520.56,"endTime":525.42,"body":"ahead in the trust department."},{"startTime":520.56,"endTime":525.42,"body":"So let's talk about the step by"},{"startTime":525.42,"endTime":531.06,"body":"step of being a good listener at"},{"startTime":525.42,"endTime":531.06,"body":"this particular point. The first"},{"startTime":531.06,"endTime":535.26,"body":"step is going to be to create"},{"startTime":531.06,"endTime":535.26,"body":"space for a conversation to"},{"startTime":535.32,"endTime":539.28,"body":"actually happen. Now, you"},{"startTime":535.32,"endTime":539.28,"body":"probably know by now, if you've"},{"startTime":539.28,"endTime":541.83,"body":"been listening for any period of"},{"startTime":539.28,"endTime":541.83,"body":"time that my number one"},{"startTime":541.83,"endTime":544.62,"body":"recommendation here is for you"},{"startTime":541.83,"endTime":544.62,"body":"to get on the phone. And I'm not"},{"startTime":544.62,"endTime":549.93,"body":"going to belabor that point. But"},{"startTime":544.62,"endTime":549.93,"body":"for those of you with entrenched"},{"startTime":549.99,"endTime":554.1,"body":"anti phone sentiments, and I"},{"startTime":549.99,"endTime":554.1,"body":"know you're out there because I"},{"startTime":554.1,"endTime":558.12,"body":"hear from you not infrequently,"},{"startTime":554.1,"endTime":558.12,"body":"I do want to go ahead and say"},{"startTime":558.12,"endTime":562.83,"body":"that this can be accomplished in"},{"startTime":558.12,"endTime":562.83,"body":"other ways, right? You can use"},{"startTime":562.83,"endTime":567.27,"body":"voice texting, you could use"},{"startTime":562.83,"endTime":567.27,"body":"something like Voxer or Marco"},{"startTime":567.27,"endTime":570.9,"body":"Polo, if that is still around,"},{"startTime":567.27,"endTime":570.9,"body":"you can connect with someone by"},{"startTime":570.9,"endTime":574.59,"body":"creating a video for them. You"},{"startTime":570.9,"endTime":574.59,"body":"could even send someone a really"},{"startTime":574.59,"endTime":579.12,"body":"detailed questionnaire. The"},{"startTime":574.59,"endTime":579.12,"body":"reason that I prefer the phone"},{"startTime":579.12,"endTime":582.33,"body":"and I stand by that as my number"},{"startTime":579.12,"endTime":582.33,"body":"one recommendation is because I"},{"startTime":582.33,"endTime":586.95,"body":"believe it is the easiest method"},{"startTime":582.33,"endTime":586.95,"body":"to actually connect with someone"},{"startTime":586.98,"endTime":590.34,"body":"and I don't mean easy for you"},{"startTime":586.98,"endTime":590.34,"body":"because as much as I want to"},{"startTime":590.34,"endTime":594.39,"body":"make things easy, easy for you."},{"startTime":590.34,"endTime":594.39,"body":"I really want to make things"},{"startTime":594.39,"endTime":597.96,"body":"happen for you. And the way we"},{"startTime":594.39,"endTime":597.96,"body":"do that is to make it easy for"},{"startTime":597.96,"endTime":602.37,"body":"our clients. This is a stage of"},{"startTime":597.96,"endTime":602.37,"body":"the game, they have not hired"},{"startTime":602.37,"endTime":606.69,"body":"you yet, where you need to"},{"startTime":602.37,"endTime":606.69,"body":"absolutely make this process as"},{"startTime":606.69,"endTime":610.74,"body":"simple as simple as simple as"},{"startTime":606.69,"endTime":610.74,"body":"possible. So you could give"},{"startTime":610.74,"endTime":614.64,"body":"people options, you could say,"},{"startTime":610.74,"endTime":614.64,"body":"connect with me by phone or, you"},{"startTime":614.64,"endTime":617.22,"body":"know, fill out this"},{"startTime":614.64,"endTime":617.22,"body":"questionnaire or something like"},{"startTime":617.22,"endTime":623.46,"body":"that. But you do want to go"},{"startTime":617.22,"endTime":623.46,"body":"beyond just the typical Contact"},{"startTime":623.46,"endTime":626.4,"body":"Form questionnaire and get more"},{"startTime":623.46,"endTime":626.4,"body":"detail, because what you're"},{"startTime":626.4,"endTime":630.63,"body":"looking here for here is a"},{"startTime":626.4,"endTime":630.63,"body":"little bit more context, what is"},{"startTime":630.63,"endTime":634.23,"body":"it that's concerning them? What"},{"startTime":630.63,"endTime":634.23,"body":"is it that's, that's really, you"},{"startTime":634.23,"endTime":639.6,"body":"know, what are their ultimate"},{"startTime":634.23,"endTime":639.6,"body":"goals. And, you know, again, the"},{"startTime":639.6,"endTime":642.0,"body":"easier it is for your client,"},{"startTime":639.6,"endTime":642.0,"body":"the more likely it is that"},{"startTime":642.0,"endTime":645.78,"body":"they're going to cooperate. But"},{"startTime":642.0,"endTime":645.78,"body":"if your client happens to be all"},{"startTime":645.78,"endTime":650.73,"body":"about voice text, it's great. Go"},{"startTime":645.78,"endTime":650.73,"body":"with that. What we're going to"},{"startTime":650.73,"endTime":657.24,"body":"do here, though, is we are going"},{"startTime":650.73,"endTime":657.24,"body":"to start by listening. And the"},{"startTime":657.24,"endTime":660.06,"body":"way that we're going to do that"},{"startTime":657.24,"endTime":660.06,"body":"is we're going to ask open ended"},{"startTime":660.06,"endTime":664.32,"body":"questions. So when we get on the"},{"startTime":660.06,"endTime":664.32,"body":"phone with someone, or if you"},{"startTime":664.65,"endTime":669.45,"body":"send them a questionnaire,"},{"startTime":664.65,"endTime":669.45,"body":"you're going to want to force"},{"startTime":669.45,"endTime":672.63,"body":"them to go a little bit deeper"},{"startTime":669.45,"endTime":672.63,"body":"than just like a yes or no"},{"startTime":672.63,"endTime":677.28,"body":"answer or a multiple choice"},{"startTime":672.63,"endTime":677.28,"body":"answer. So if you're on the"},{"startTime":677.28,"endTime":681.18,"body":"phone, even in that listening"},{"startTime":677.28,"endTime":681.18,"body":"phase, you do want to kind of"},{"startTime":681.18,"endTime":684.39,"body":"steer the conversation, because"},{"startTime":681.18,"endTime":684.39,"body":"if you don't, you might just"},{"startTime":684.39,"endTime":687.81,"body":"have somebody say like, I'm"},{"startTime":684.39,"endTime":687.81,"body":"looking for family photos, or I"},{"startTime":687.81,"endTime":692.31,"body":"need a photographer for my"},{"startTime":687.81,"endTime":692.31,"body":"wedding, and then just stop. Or"},{"startTime":692.31,"endTime":694.95,"body":"you might have the opposite"},{"startTime":692.31,"endTime":694.95,"body":"situation where somebody just"},{"startTime":694.95,"endTime":698.79,"body":"kind of like drones on for 20"},{"startTime":694.95,"endTime":698.79,"body":"minutes without taking a breath."},{"startTime":699.21,"endTime":703.38,"body":"And in both situations, you're"},{"startTime":699.21,"endTime":703.38,"body":"actually giving up control of"},{"startTime":703.38,"endTime":706.32,"body":"the conversation and it can kind"},{"startTime":703.38,"endTime":706.32,"body":"of go off the rails, you might"},{"startTime":706.32,"endTime":709.89,"body":"be wasting your time, you might"},{"startTime":706.32,"endTime":709.89,"body":"be wasting their time. Or it"},{"startTime":709.89,"endTime":713.19,"body":"might just feel like it fell"},{"startTime":709.89,"endTime":713.19,"body":"flat. If somebody says like, I'm"},{"startTime":713.19,"endTime":715.11,"body":"looking for a wedding"},{"startTime":713.19,"endTime":715.11,"body":"photographer, you don't, there's"},{"startTime":715.11,"endTime":718.41,"body":"not much to listen to there,"},{"startTime":715.11,"endTime":718.41,"body":"right. So we steer the"},{"startTime":718.44,"endTime":720.69,"body":"conversation with these open"},{"startTime":718.44,"endTime":720.69,"body":"ended questions that are a"},{"startTime":720.69,"endTime":725.13,"body":"little bit more directed. And"},{"startTime":720.69,"endTime":725.13,"body":"these are especially important"},{"startTime":725.13,"endTime":728.79,"body":"when it comes to finding out the"},{"startTime":725.13,"endTime":728.79,"body":"things that your client or your"},{"startTime":728.79,"endTime":731.82,"body":"potential client might be"},{"startTime":728.79,"endTime":731.82,"body":"nervous about. Because the more"},{"startTime":731.82,"endTime":735.09,"body":"information that you can gather"},{"startTime":731.82,"endTime":735.09,"body":"about their insecurities or"},{"startTime":735.09,"endTime":738.66,"body":"their concerns, their worries,"},{"startTime":735.09,"endTime":738.66,"body":"the better, you are going to"},{"startTime":738.66,"endTime":741.54,"body":"then be able to address and"},{"startTime":738.66,"endTime":741.54,"body":"potentially overcome those"},{"startTime":741.54,"endTime":745.26,"body":"issues. So my recommendation is"},{"startTime":741.54,"endTime":745.26,"body":"that you go into this"},{"startTime":745.26,"endTime":748.83,"body":"conversation with a series of"},{"startTime":745.26,"endTime":748.83,"body":"open ended questions that are"},{"startTime":748.83,"endTime":752.4,"body":"going to help steer the"},{"startTime":748.83,"endTime":752.4,"body":"conversation. However, you also"},{"startTime":752.4,"endTime":756.51,"body":"need to be flexible enough, as"},{"startTime":752.4,"endTime":756.51,"body":"you are actively listening to"},{"startTime":756.51,"endTime":761.7,"body":"their responses to jump in and"},{"startTime":756.51,"endTime":761.7,"body":"ask for further clarification or"},{"startTime":761.97,"endTime":765.0,"body":"ask them to go a little bit"},{"startTime":761.97,"endTime":765.0,"body":"further on something. So you"},{"startTime":765.0,"endTime":767.82,"body":"don't want to just go through"},{"startTime":765.0,"endTime":767.82,"body":"like a checklist of questions."},{"startTime":767.82,"endTime":771.81,"body":"And again, this is where a phone"},{"startTime":767.82,"endTime":771.81,"body":"call or even a an exchange of"},{"startTime":771.81,"endTime":776.1,"body":"voice texts, works a little bit"},{"startTime":771.81,"endTime":776.1,"body":"better than just making someone"},{"startTime":776.13,"endTime":781.56,"body":"a prefab video, where you know,"},{"startTime":776.13,"endTime":781.56,"body":"it's not unlike sending somebody"},{"startTime":781.59,"endTime":785.25,"body":"along written PDF, it might be"},{"startTime":781.59,"endTime":785.25,"body":"more fun for them to consume or"},{"startTime":785.25,"endTime":788.49,"body":"quicker for them to consume. It"},{"startTime":785.25,"endTime":788.49,"body":"certainly adds a level of"},{"startTime":788.49,"endTime":792.24,"body":"personality to the you know, to"},{"startTime":788.49,"endTime":792.24,"body":"what they're getting. But it"},{"startTime":792.24,"endTime":796.14,"body":"doesn't really leave any room"},{"startTime":792.24,"endTime":796.14,"body":"for them to tailor it to their"},{"startTime":796.14,"endTime":802.08,"body":"specific concerns. So the next"},{"startTime":796.14,"endTime":802.08,"body":"step in the process is to kind"},{"startTime":802.08,"endTime":805.89,"body":"of repeat back to them what they"},{"startTime":802.08,"endTime":805.89,"body":"have to say, or to validate what"},{"startTime":805.89,"endTime":810.39,"body":"they have to say. So once you've"},{"startTime":805.89,"endTime":810.39,"body":"listened, you want to kind of"},{"startTime":810.39,"endTime":813.3,"body":"reflect back to them. And"},{"startTime":810.39,"endTime":813.3,"body":"obviously, I'm not talking about"},{"startTime":813.3,"endTime":816.57,"body":"just like parroting back exactly"},{"startTime":813.3,"endTime":816.57,"body":"what they say. You want them to"},{"startTime":816.57,"endTime":819.78,"body":"know that they've been heard and"},{"startTime":816.57,"endTime":819.78,"body":"understood. And for bonus"},{"startTime":819.78,"endTime":823.89,"body":"points, you can validate what"},{"startTime":819.78,"endTime":823.89,"body":"they're looking for. My clients"},{"startTime":823.89,"endTime":827.76,"body":"often end up saying things like,"},{"startTime":823.89,"endTime":827.76,"body":"you know, we had photos done"},{"startTime":827.76,"endTime":831.75,"body":"before it was a while ago, and"},{"startTime":827.76,"endTime":831.75,"body":"they were good, but they weren't"},{"startTime":831.75,"endTime":834.84,"body":"great. I think, you know, mostly"},{"startTime":831.75,"endTime":834.84,"body":"it just felt really stiff."},{"startTime":834.84,"endTime":838.56,"body":"Because this photographer had us"},{"startTime":834.84,"endTime":838.56,"body":"pose do a lot of post photos."},{"startTime":838.92,"endTime":841.65,"body":"And when I found your photos, I"},{"startTime":838.92,"endTime":841.65,"body":"really liked the way that they"},{"startTime":841.65,"endTime":845.67,"body":"look much more natural. There's"},{"startTime":841.65,"endTime":845.67,"body":"not a lot of posing. So I'll say"},{"startTime":846.18,"endTime":850.08,"body":"in response, I'll say something"},{"startTime":846.18,"endTime":850.08,"body":"like, Yep, I absolutely get what"},{"startTime":850.08,"endTime":853.35,"body":"you're saying there are a lot of"},{"startTime":850.08,"endTime":853.35,"body":"really great photographers"},{"startTime":853.35,"endTime":859.68,"body":"around here. But the the general"},{"startTime":853.35,"endTime":859.68,"body":"look these days in this area is"},{"startTime":859.71,"endTime":864.09,"body":"a lot more posed. And as much as"},{"startTime":859.71,"endTime":864.09,"body":"I appreciate a good, you know,"},{"startTime":864.09,"endTime":868.05,"body":"smile at the camera photo. And I"},{"startTime":864.09,"endTime":868.05,"body":"think that that has its place."},{"startTime":868.29,"endTime":871.35,"body":"For me personally, when I'm"},{"startTime":868.29,"endTime":871.35,"body":"looking at photos of my own"},{"startTime":871.35,"endTime":874.56,"body":"family and my own kids. That's"},{"startTime":871.35,"endTime":874.56,"body":"not what makes my heart skip a"},{"startTime":874.56,"endTime":878.64,"body":"beat. So when I'm photographing"},{"startTime":874.56,"endTime":878.64,"body":"other families, I'm really"},{"startTime":878.64,"endTime":883.53,"body":"trying to set up scenarios and"},{"startTime":878.64,"endTime":883.53,"body":"look for those more relaxed in"},{"startTime":883.53,"endTime":888.33,"body":"between moments that feel true"},{"startTime":883.53,"endTime":888.33,"body":"to who you are, rather than just"},{"startTime":888.36,"endTime":893.04,"body":"having everybody looking at the"},{"startTime":888.36,"endTime":893.04,"body":"camera and smiling. So I'm not"},{"startTime":893.34,"endTime":896.52,"body":"I'm not just mimicking what"},{"startTime":893.34,"endTime":896.52,"body":"they're saying back to them. I"},{"startTime":896.52,"endTime":901.98,"body":"am validating like, Hey, I get"},{"startTime":896.52,"endTime":901.98,"body":"you I agree with If you and you"},{"startTime":901.98,"endTime":904.83,"body":"know what you're looking for,"},{"startTime":901.98,"endTime":904.83,"body":"it's something that I absolutely"},{"startTime":904.86,"endTime":909.27,"body":"can and do provide. And one of"},{"startTime":904.86,"endTime":909.27,"body":"the best things that you can do"},{"startTime":909.3,"endTime":912.0,"body":"as part of this validation"},{"startTime":909.3,"endTime":912.0,"body":"process, especially when it"},{"startTime":912.0,"endTime":916.29,"body":"comes to concerns or objectives,"},{"startTime":912.0,"endTime":916.29,"body":"is to not only share your own"},{"startTime":916.29,"endTime":920.58,"body":"thoughts and feelings about how,"},{"startTime":916.29,"endTime":920.58,"body":"you know, this should work or"},{"startTime":920.58,"endTime":924.63,"body":"can work or whatever, but also"},{"startTime":920.58,"endTime":924.63,"body":"to share stories about other"},{"startTime":924.63,"endTime":928.08,"body":"clients. And you can do that"},{"startTime":924.63,"endTime":928.08,"body":"either specifically or in"},{"startTime":928.08,"endTime":933.33,"body":"general. So if you have taken my"},{"startTime":928.08,"endTime":933.33,"body":"free masterclass on the simple"},{"startTime":933.33,"endTime":937.05,"body":"sales system, you know that one"},{"startTime":933.33,"endTime":937.05,"body":"of the steps in the simple Sale"},{"startTime":937.05,"endTime":939.69,"body":"system is a 24 hours slideshow."},{"startTime":941.31,"endTime":945.187,"body":"And if you're not familiar with"},{"startTime":941.31,"endTime":945.187,"body":"the Simple Sale System, or you"},{"startTime":945.249,"endTime":949.189,"body":"haven't taken the masterclass on"},{"startTime":945.249,"endTime":949.189,"body":"the system, I would absolutely"},{"startTime":949.251,"endTime":953.191,"body":"encourage you to do that, if you"},{"startTime":949.251,"endTime":953.191,"body":"like this kind of step by step"},{"startTime":953.254,"endTime":956.943,"body":"that I'm going through here."},{"startTime":953.254,"endTime":956.943,"body":"This is like a huge, much more"},{"startTime":957.006,"endTime":960.508,"body":"in depth version of that, that"},{"startTime":957.006,"endTime":960.508,"body":"goes not only through the"},{"startTime":960.57,"endTime":964.51,"body":"booking phase, but all the way"},{"startTime":960.57,"endTime":964.51,"body":"through from when a client first"},{"startTime":964.572,"endTime":968.262,"body":"shows up in your inbox all the"},{"startTime":964.572,"endTime":968.262,"body":"way through to when you have"},{"startTime":968.324,"endTime":972.264,"body":"already worked with them. It's a"},{"startTime":968.324,"endTime":972.264,"body":"system that takes them through"},{"startTime":972.327,"endTime":976.329,"body":"it automates things, it makes it"},{"startTime":972.327,"endTime":976.329,"body":"easy for you easy for them. And"},{"startTime":976.391,"endTime":980.143,"body":"you can learn all about it. I"},{"startTime":976.391,"endTime":980.143,"body":"teach the whole thing for free"},{"startTime":980.206,"endTime":982.645,"body":"in a masterclass that you can"},{"startTime":980.206,"endTime":982.645,"body":"access at"},{"startTime":982.707,"endTime":986.647,"body":"thiscantbethathard.com/simple."},{"startTime":982.707,"endTime":986.647,"body":"And I will link that in the show"},{"startTime":986.71,"endTime":990.649,"body":"notes. But if you are familiar"},{"startTime":986.71,"endTime":990.649,"body":"with that, you know, like I said"},{"startTime":990.712,"endTime":994.651,"body":"that one of the steps is this 24"},{"startTime":990.712,"endTime":994.651,"body":"hour slideshow. And one of the"},{"startTime":994.714,"endTime":998.278,"body":"concerns that sometimes comes up"},{"startTime":994.714,"endTime":998.278,"body":"when I share that with a"},{"startTime":998.341,"endTime":1002.156,"body":"prospective client is like, Oh,"},{"startTime":998.341,"endTime":1002.156,"body":"24 hours? That's not a lot of"},{"startTime":1002.218,"endTime":1006.158,"body":"time, right? I mean, not only do"},{"startTime":1002.218,"endTime":1006.158,"body":"I hear that from my clients, I"},{"startTime":1006.22,"endTime":1009.159,"body":"also hear it from other"},{"startTime":1006.22,"endTime":1009.159,"body":"photographers. But I am"},{"startTime":1009.222,"endTime":1012.724,"body":"absolutely ready for that"},{"startTime":1009.222,"endTime":1012.724,"body":"concern. If it comes up enough"},{"startTime":1012.786,"endTime":1015.851,"body":"that I know that that's"},{"startTime":1012.786,"endTime":1015.851,"body":"something that people are"},{"startTime":1015.913,"endTime":1019.728,"body":"concerned about. So I want to be"},{"startTime":1015.913,"endTime":1019.728,"body":"able to respond to that in a"},{"startTime":1019.79,"endTime":1023.605,"body":"way. That's not just me saying,"},{"startTime":1019.79,"endTime":1023.605,"body":"well, that's the way I do it."},{"startTime":1023.667,"endTime":1027.482,"body":"Right? That's not that does not"},{"startTime":1023.667,"endTime":1027.482,"body":"make someone feel heard about"},{"startTime":1027.545,"endTime":1030.984,"body":"their concern. And in this"},{"startTime":1027.545,"endTime":1030.984,"body":"scenario, one of my favorite"},{"startTime":1031.046,"endTime":1034.736,"body":"responses, and I like to be able"},{"startTime":1031.046,"endTime":1034.736,"body":"to say this, whenever it's"},{"startTime":1034.799,"endTime":1038.551,"body":"appropriate. And I use this"},{"startTime":1034.799,"endTime":1038.551,"body":"phrase, I kind of pepper this in"},{"startTime":1038.613,"endTime":1042.053,"body":"with a lot of things. So I"},{"startTime":1038.613,"endTime":1042.053,"body":"wanted to share it here with"},{"startTime":1042.115,"endTime":1045.367,"body":"you. And that phrase is"},{"startTime":1042.115,"endTime":1045.367,"body":"something along the lines of"},{"startTime":1045.429,"endTime":1049.244,"body":"like, Yeah, I absolutely get"},{"startTime":1045.429,"endTime":1049.244,"body":"that most of my clients find bla"},{"startTime":1049.307,"endTime":1052.808,"body":"bla bla.dot.so. Again, to bring"},{"startTime":1049.307,"endTime":1052.808,"body":"it back to this specific"},{"startTime":1052.871,"endTime":1056.623,"body":"example, if somebody says 24"},{"startTime":1052.871,"endTime":1056.623,"body":"hours seems like a really short"},{"startTime":1056.686,"endTime":1059.937,"body":"period of time, we're really"},{"startTime":1056.686,"endTime":1059.937,"body":"busy. Instead of saying"},{"startTime":1060.0,"endTime":1063.752,"body":"something like, Well, the reason"},{"startTime":1060.0,"endTime":1063.752,"body":"I do that is I will instead"},{"startTime":1063.815,"endTime":1067.504,"body":"focus on why my process benefits"},{"startTime":1063.815,"endTime":1067.504,"body":"them and how it's going to"},{"startTime":1067.567,"endTime":1071.506,"body":"actually help them rather than"},{"startTime":1067.567,"endTime":1071.506,"body":"cause them a problem. So I might"},{"startTime":1071.569,"endTime":1075.071,"body":"say something like, I totally"},{"startTime":1071.569,"endTime":1075.071,"body":"hear you. Yep, a lot of my"},{"startTime":1075.133,"endTime":1078.948,"body":"clients worry about that exact"},{"startTime":1075.133,"endTime":1078.948,"body":"same thing. However, when as I"},{"startTime":1079.01,"endTime":1082.95,"body":"have done this over the years,"},{"startTime":1079.01,"endTime":1082.95,"body":"and I've talked to clients after"},{"startTime":1083.013,"endTime":1086.89,"body":"the fact, my clients typically"},{"startTime":1083.013,"endTime":1086.89,"body":"say that they ultimately really"},{"startTime":1086.952,"endTime":1090.579,"body":"appreciate that time limit"},{"startTime":1086.952,"endTime":1090.579,"body":"because it helps them get their"},{"startTime":1090.642,"endTime":1094.456,"body":"decision made, you will know"},{"startTime":1090.642,"endTime":1094.456,"body":"everything that you need to know"},{"startTime":1094.519,"endTime":1098.334,"body":"ahead of time about what it is"},{"startTime":1094.519,"endTime":1098.334,"body":"that your options are, and all"},{"startTime":1098.396,"endTime":1102.461,"body":"those kinds of things. So really"},{"startTime":1098.396,"endTime":1102.461,"body":"all that 24 hour window needs to"},{"startTime":1102.523,"endTime":1105.775,"body":"be focused on is whether the"},{"startTime":1102.523,"endTime":1105.775,"body":"photos are meeting your"},{"startTime":1105.838,"endTime":1109.652,"body":"expectations. If they don't,"},{"startTime":1105.838,"endTime":1109.652,"body":"there's no pressure. But if they"},{"startTime":1109.715,"endTime":1113.529,"body":"do, then you can decide which"},{"startTime":1109.715,"endTime":1113.529,"body":"collection you want to go with."},{"startTime":1113.592,"endTime":1117.281,"body":"So that just ends up feeling"},{"startTime":1113.592,"endTime":1117.281,"body":"more like I am giving them not"},{"startTime":1117.344,"endTime":1120.908,"body":"just my rationale, but sort of"},{"startTime":1117.344,"endTime":1120.908,"body":"the experience of my other"},{"startTime":1120.971,"endTime":1124.723,"body":"clients. And if I have a story,"},{"startTime":1120.971,"endTime":1124.723,"body":"in a situation that warrants"},{"startTime":1124.786,"endTime":1128.037,"body":"like a specific client story,"},{"startTime":1124.786,"endTime":1128.037,"body":"I'll use that as well."},{"startTime":1128.1,"endTime":1132.04,"body":"Obviously, you know, you don't"},{"startTime":1128.1,"endTime":1132.04,"body":"necessarily need to name drop or"},{"startTime":1132.102,"endTime":1135.854,"body":"anything, but you can say, one"},{"startTime":1132.102,"endTime":1135.854,"body":"time I had a client who blah,"},{"startTime":1135.917,"endTime":1139.481,"body":"blah, blah, blah, blah. And"},{"startTime":1135.917,"endTime":1139.481,"body":"whether you're using the more"},{"startTime":1139.544,"endTime":1143.358,"body":"general my clients find, or if"},{"startTime":1139.544,"endTime":1143.358,"body":"you're telling a story about a"},{"startTime":1143.421,"endTime":1147.486,"body":"specific client. In either case,"},{"startTime":1143.421,"endTime":1147.486,"body":"you're helping the person on the"},{"startTime":1147.548,"endTime":1151.238,"body":"other end of the line, start to"},{"startTime":1147.548,"endTime":1151.238,"body":"identify with your clients,"},{"startTime":1151.3,"endTime":1154.677,"body":"which is a really good first"},{"startTime":1151.3,"endTime":1154.677,"body":"step toward them actually"},{"startTime":1154.74,"endTime":1158.304,"body":"becoming one of your clients,"},{"startTime":1154.74,"endTime":1158.304,"body":"right. In order to do that,"},{"startTime":1158.367,"endTime":1162.181,"body":"well, the best advice that I can"},{"startTime":1158.367,"endTime":1162.181,"body":"give you is to anticipate as"},{"startTime":1162.244,"endTime":1165.933,"body":"many objections as you can, it"},{"startTime":1162.244,"endTime":1165.933,"body":"can certainly be hard in the"},{"startTime":1165.996,"endTime":1169.81,"body":"context of a conversation to you"},{"startTime":1165.996,"endTime":1169.81,"body":"know, on the fly, think of a"},{"startTime":1169.873,"endTime":1173.563,"body":"story from a past client or"},{"startTime":1169.873,"endTime":1173.563,"body":"something like that. But what I"},{"startTime":1173.625,"endTime":1177.19,"body":"do is every time that I get on"},{"startTime":1173.625,"endTime":1177.19,"body":"the phone with a potential"},{"startTime":1177.252,"endTime":1180.754,"body":"client, and they raise an"},{"startTime":1177.252,"endTime":1180.754,"body":"objection that I haven't heard"},{"startTime":1180.817,"endTime":1184.756,"body":"before, or where I didn't have a"},{"startTime":1180.817,"endTime":1184.756,"body":"really quick, easy response. I"},{"startTime":1184.819,"endTime":1188.821,"body":"will write that objection down."},{"startTime":1184.819,"endTime":1188.821,"body":"And then I'll spend, you know, a"},{"startTime":1188.883,"endTime":1192.698,"body":"few minutes five or 10 minutes"},{"startTime":1188.883,"endTime":1192.698,"body":"when I don't have the pressure"},{"startTime":1192.761,"endTime":1196.263,"body":"of the conversation thinking"},{"startTime":1192.761,"endTime":1196.263,"body":"about well what's the ideal"},{"startTime":1196.325,"endTime":1199.702,"body":"person wants to this and I'll"},{"startTime":1196.325,"endTime":1199.702,"body":"make notes about it. And"},{"startTime":1199.764,"endTime":1203.454,"body":"typically, once I've had an"},{"startTime":1199.764,"endTime":1203.454,"body":"objection once and I've come up"},{"startTime":1203.517,"endTime":1207.144,"body":"with that ideal way to respond,"},{"startTime":1203.517,"endTime":1207.144,"body":"anytime it comes up in the"},{"startTime":1207.206,"endTime":1211.208,"body":"future, it's much easier to call"},{"startTime":1207.206,"endTime":1211.208,"body":"immediately to mind. I can also"},{"startTime":1211.271,"endTime":1214.96,"body":"if I do that, right after I get"},{"startTime":1211.271,"endTime":1214.96,"body":"off the call, I can include"},{"startTime":1215.023,"endTime":1218.837,"body":"whatever my response is in the"},{"startTime":1215.023,"endTime":1218.837,"body":"email that I sent to them as a"},{"startTime":1218.9,"endTime":1222.715,"body":"follow up to that call. So I can"},{"startTime":1218.9,"endTime":1222.715,"body":"say, it was so great to chat"},{"startTime":1222.777,"endTime":1226.217,"body":"with you, you know, I was"},{"startTime":1222.777,"endTime":1226.217,"body":"thinking after we got off the"},{"startTime":1226.279,"endTime":1230.281,"body":"phone, about that issue that you"},{"startTime":1226.279,"endTime":1230.281,"body":"had about blah, blah, blah, and"},{"startTime":1230.344,"endTime":1234.283,"body":"here's my response. So not only"},{"startTime":1230.344,"endTime":1234.283,"body":"can you use it for that client,"},{"startTime":1234.346,"endTime":1237.66,"body":"but you just have it in your"},{"startTime":1234.346,"endTime":1237.66,"body":"back pocket for whatever"},{"startTime":1237.723,"endTime":1241.6,"body":"conversations you have in the"},{"startTime":1237.723,"endTime":1241.6,"body":"future. So to recap, in order to"},{"startTime":1241.663,"endTime":1245.477,"body":"connect with clients, you are"},{"startTime":1241.663,"endTime":1245.477,"body":"number one, and number two, and"},{"startTime":1245.54,"endTime":1249.229,"body":"number three, you want to listen"},{"startTime":1245.54,"endTime":1249.229,"body":"so listen, listen, listen,"},{"startTime":1249.292,"endTime":1252.794,"body":"that's really if you take"},{"startTime":1249.292,"endTime":1252.794,"body":"nothing away from this podcast"},{"startTime":1252.856,"endTime":1256.546,"body":"episode, I want you to just"},{"startTime":1252.856,"endTime":1256.546,"body":"remember that the best way that"},{"startTime":1256.608,"endTime":1260.36,"body":"you can connect with someone is"},{"startTime":1256.608,"endTime":1260.36,"body":"actually not what you say to"},{"startTime":1260.423,"endTime":1264.237,"body":"them. But what they say to you."},{"startTime":1260.423,"endTime":1264.237,"body":"When you do that, you want to"},{"startTime":1264.3,"endTime":1267.739,"body":"ask open ended follow up"},{"startTime":1264.3,"endTime":1267.739,"body":"questions, so that you're kind"},{"startTime":1267.802,"endTime":1271.679,"body":"of steering the conversation and"},{"startTime":1267.802,"endTime":1271.679,"body":"making it about your process."},{"startTime":1271.742,"endTime":1275.494,"body":"You want to repeat what they're"},{"startTime":1271.742,"endTime":1275.494,"body":"saying back to them in a way"},{"startTime":1275.556,"endTime":1279.371,"body":"that validates their concerns,"},{"startTime":1275.556,"endTime":1279.371,"body":"validates what they're looking"},{"startTime":1279.433,"endTime":1283.436,"body":"for. And then when they do have"},{"startTime":1279.433,"endTime":1283.436,"body":"concerns, you want to respond to"},{"startTime":1283.498,"endTime":1287.438,"body":"those ideally using some amount"},{"startTime":1283.498,"endTime":1287.438,"body":"of social proof, whether it's a"},{"startTime":1287.5,"endTime":1291.377,"body":"client experience or a general"},{"startTime":1287.5,"endTime":1291.377,"body":"client experience, and not make"},{"startTime":1291.44,"endTime":1295.317,"body":"it all about you. And then the"},{"startTime":1291.44,"endTime":1295.317,"body":"last recommendation that I have"},{"startTime":1295.38,"endTime":1299.257,"body":"for you is to instead of just"},{"startTime":1295.38,"endTime":1299.257,"body":"winging it every time really try"},{"startTime":1299.319,"endTime":1303.384,"body":"to anticipate and plan for those"},{"startTime":1299.319,"endTime":1303.384,"body":"objections and concerns, so that"},{"startTime":1303.447,"endTime":1307.011,"body":"you know exactly how you're"},{"startTime":1303.447,"endTime":1307.011,"body":"going to respond to them. And"},{"startTime":1307.074,"endTime":1310.45,"body":"that's it. If you want to"},{"startTime":1307.074,"endTime":1310.45,"body":"increase your booking rates,"},{"startTime":1310.513,"endTime":1314.453,"body":"your number one focus should be"},{"startTime":1310.513,"endTime":1314.453,"body":"absolutely fostering connection"},{"startTime":1314.515,"endTime":1318.33,"body":"with your potential clients. And"},{"startTime":1314.515,"endTime":1318.33,"body":"although that process starts"},{"startTime":1318.392,"endTime":1321.582,"body":"online, if you want to set"},{"startTime":1318.392,"endTime":1321.582,"body":"yourself apart from your"},{"startTime":1321.644,"endTime":1325.334,"body":"competitors, I recommend that"},{"startTime":1321.644,"endTime":1325.334,"body":"you take this a step further."},{"startTime":1325.396,"endTime":1328.898,"body":"And rather than forcing"},{"startTime":1325.396,"endTime":1328.898,"body":"connection via monologue, invite"},{"startTime":1328.961,"endTime":1331.4,"body":"your potential clients into a dialogue."},{"startTime":1331.82,"endTime":1335.57,"body":"Hope you guys have a great week."},{"startTime":1331.82,"endTime":1335.57,"body":"Well, that's it for this week's"},{"startTime":1335.57,"endTime":1338.81,"body":"episode of This can't be that"},{"startTime":1335.57,"endTime":1338.81,"body":"hard. I'll be back Same time,"},{"startTime":1338.84,"endTime":1342.23,"body":"same place next week. In the"},{"startTime":1338.84,"endTime":1342.23,"body":"meantime, you can find more"},{"startTime":1342.23,"endTime":1345.2,"body":"information about this episode,"},{"startTime":1342.23,"endTime":1345.2,"body":"along with all the relevant"},{"startTime":1345.2,"endTime":1348.17,"body":"links, notes and downloads at"},{"startTime":1345.2,"endTime":1348.17,"body":"this can't be that"},{"startTime":1348.17,"endTime":1352.55,"body":"hard.com/learn If you like the"},{"startTime":1348.17,"endTime":1352.55,"body":"podcast, be sure to hit the"},{"startTime":1352.55,"endTime":1356.18,"body":"subscribe button. Even better,"},{"startTime":1352.55,"endTime":1356.18,"body":"share the love by leaving a"},{"startTime":1356.18,"endTime":1360.29,"body":"review in iTunes. And as always,"},{"startTime":1356.18,"endTime":1360.29,"body":"thanks so much for joining me. I"},{"startTime":1360.29,"endTime":1362.15,"body":"hope you have a fantastic week."}]}