{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.0,"endTime":2.37,"body":"Back when I was"},{"speaker":"Annemie Tonken","startTime":0.0,"endTime":2.37,"body":"in high school, there was this"},{"speaker":"Annemie Tonken","startTime":2.4,"endTime":6.45,"body":"silly movie that came out called"},{"speaker":"Annemie Tonken","startTime":2.4,"endTime":6.45,"body":"multiplicity. And if you're not"},{"speaker":"Annemie Tonken","startTime":6.45,"endTime":9.63,"body":"familiar with this pretty bad"},{"speaker":"Annemie Tonken","startTime":6.45,"endTime":9.63,"body":"movie, you don't need to go out"},{"speaker":"Annemie Tonken","startTime":9.63,"endTime":13.8,"body":"and watch it. But the basic gist"},{"speaker":"Annemie Tonken","startTime":9.63,"endTime":13.8,"body":"is that Michael Keaton plays"},{"speaker":"Annemie Tonken","startTime":13.83,"endTime":18.36,"body":"like an average Joe who has a"},{"speaker":"Annemie Tonken","startTime":13.83,"endTime":18.36,"body":"job, he has a wife, he has kids,"},{"speaker":"Annemie Tonken","startTime":18.36,"endTime":21.69,"body":"he's, you know, his time is"},{"speaker":"Annemie Tonken","startTime":18.36,"endTime":21.69,"body":"being pulled in a bunch of"},{"speaker":"Annemie Tonken","startTime":21.69,"endTime":24.69,"body":"different directions. And he"},{"speaker":"Annemie Tonken","startTime":21.69,"endTime":24.69,"body":"feels kind of overwhelmed. And"},{"speaker":"Annemie Tonken","startTime":25.29,"endTime":32.28,"body":"then one day, he gets signed up"},{"speaker":"Annemie Tonken","startTime":25.29,"endTime":32.28,"body":"as a volunteer to, to be cloned"},{"speaker":"Annemie Tonken","startTime":32.31,"endTime":35.64,"body":"in this, like secret science"},{"speaker":"Annemie Tonken","startTime":32.31,"endTime":35.64,"body":"experiment. And, you know,"},{"speaker":"Annemie Tonken","startTime":35.67,"endTime":41.04,"body":"hilarity ensues. Anyway, I think"},{"speaker":"Annemie Tonken","startTime":35.67,"endTime":41.04,"body":"of that movie. Sometimes when I"},{"speaker":"Annemie Tonken","startTime":41.04,"endTime":45.75,"body":"have the situation where I end"},{"speaker":"Annemie Tonken","startTime":41.04,"endTime":45.75,"body":"up with this, like, perfect"},{"speaker":"Annemie Tonken","startTime":45.75,"endTime":49.68,"body":"client experience, where you"},{"speaker":"Annemie Tonken","startTime":45.75,"endTime":49.68,"body":"know, everything from when they"},{"speaker":"Annemie Tonken","startTime":49.68,"endTime":52.77,"body":"first reached out to me, they"},{"speaker":"Annemie Tonken","startTime":49.68,"endTime":52.77,"body":"were super excited to work with"},{"speaker":"Annemie Tonken","startTime":52.77,"endTime":55.74,"body":"me, not just like, hire a"},{"speaker":"Annemie Tonken","startTime":52.77,"endTime":55.74,"body":"photographer, but they're like,"},{"speaker":"Annemie Tonken","startTime":55.77,"endTime":59.64,"body":"Oh, we've been wanting to hire"},{"speaker":"Annemie Tonken","startTime":55.77,"endTime":59.64,"body":"you forever. And then, you know,"},{"speaker":"Annemie Tonken","startTime":59.67,"endTime":62.7,"body":"the shoot goes super well."},{"speaker":"Annemie Tonken","startTime":59.67,"endTime":62.7,"body":"They're easy to work with. I"},{"speaker":"Annemie Tonken","startTime":62.7,"endTime":66.39,"body":"like their family. I like their"},{"speaker":"Annemie Tonken","startTime":62.7,"endTime":66.39,"body":"kids, they like visually inspire"},{"speaker":"Annemie Tonken","startTime":66.39,"endTime":69.0,"body":"me, all those kinds of things."},{"speaker":"Annemie Tonken","startTime":66.39,"endTime":69.0,"body":"And then when I deliver the"},{"speaker":"Annemie Tonken","startTime":69.0,"endTime":72.45,"body":"images, they go crazy. They love"},{"speaker":"Annemie Tonken","startTime":69.0,"endTime":72.45,"body":"the photos, they're telling"},{"speaker":"Annemie Tonken","startTime":72.45,"endTime":75.24,"body":"their friends, they're, you"},{"speaker":"Annemie Tonken","startTime":72.45,"endTime":75.24,"body":"know, tagging me all the things"},{"speaker":"Annemie Tonken","startTime":75.24,"endTime":78.72,"body":"like it's essentially from start"},{"speaker":"Annemie Tonken","startTime":75.24,"endTime":78.72,"body":"to finish, like a perfect"},{"speaker":"Annemie Tonken","startTime":78.72,"endTime":82.26,"body":"experience. And the reason that"},{"speaker":"Annemie Tonken","startTime":78.72,"endTime":82.26,"body":"that makes me think about"},{"speaker":"Annemie Tonken","startTime":82.26,"endTime":85.77,"body":"multiplicity is that by the end"},{"speaker":"Annemie Tonken","startTime":82.26,"endTime":85.77,"body":"of that silly movie, there's"},{"speaker":"Annemie Tonken","startTime":85.77,"endTime":89.82,"body":"like 20 different clones of"},{"speaker":"Annemie Tonken","startTime":85.77,"endTime":89.82,"body":"Michael Keaton. And I'm like, I"},{"speaker":"Annemie Tonken","startTime":89.82,"endTime":93.0,"body":"wish I could just multiplicity,"},{"speaker":"Annemie Tonken","startTime":89.82,"endTime":93.0,"body":"this client, I wish I could"},{"speaker":"Annemie Tonken","startTime":93.0,"endTime":96.54,"body":"clone this client. So when I"},{"speaker":"Annemie Tonken","startTime":93.0,"endTime":96.54,"body":"first came across Heidi"},{"speaker":"Annemie Tonken","startTime":96.54,"endTime":100.77,"body":"Thompson, who actually wrote a"},{"speaker":"Annemie Tonken","startTime":96.54,"endTime":100.77,"body":"book called clone your best"},{"speaker":"Annemie Tonken","startTime":100.77,"endTime":105.21,"body":"clients, I knew I had to bring"},{"speaker":"Annemie Tonken","startTime":100.77,"endTime":105.21,"body":"her on the show, Heidi is based"},{"speaker":"Annemie Tonken","startTime":105.24,"endTime":109.95,"body":"in Southern California, and she"},{"speaker":"Annemie Tonken","startTime":105.24,"endTime":109.95,"body":"runs a membership for wedding"},{"speaker":"Annemie Tonken","startTime":109.95,"endTime":112.98,"body":"professionals, not just"},{"speaker":"Annemie Tonken","startTime":109.95,"endTime":112.98,"body":"photographers, but professionals"},{"speaker":"Annemie Tonken","startTime":112.98,"endTime":116.16,"body":"in all the different wedding,"},{"speaker":"Annemie Tonken","startTime":112.98,"endTime":116.16,"body":"you know, areas of wedding, the"},{"speaker":"Annemie Tonken","startTime":116.16,"endTime":120.12,"body":"wedding business where she helps"},{"speaker":"Annemie Tonken","startTime":116.16,"endTime":120.12,"body":"them market their businesses"},{"speaker":"Annemie Tonken","startTime":120.12,"endTime":125.04,"body":"better. And, and she and I had"},{"speaker":"Annemie Tonken","startTime":120.12,"endTime":125.04,"body":"this amazing conversation about"},{"speaker":"Annemie Tonken","startTime":125.04,"endTime":129.51,"body":"how to not just come up with a"},{"speaker":"Annemie Tonken","startTime":125.04,"endTime":129.51,"body":"client avatar, but really get"},{"speaker":"Annemie Tonken","startTime":129.51,"endTime":134.16,"body":"down drill down on the details"},{"speaker":"Annemie Tonken","startTime":129.51,"endTime":134.16,"body":"of what it is that makes your"},{"speaker":"Annemie Tonken","startTime":134.16,"endTime":138.36,"body":"client, your ideal client, find"},{"speaker":"Annemie Tonken","startTime":134.16,"endTime":138.36,"body":"you where they find you how they"},{"speaker":"Annemie Tonken","startTime":138.36,"endTime":141.81,"body":"find you, how they connect with"},{"speaker":"Annemie Tonken","startTime":138.36,"endTime":141.81,"body":"you what you did, or said or"},{"speaker":"Annemie Tonken","startTime":141.84,"endTime":145.23,"body":"showed them that got them to"},{"speaker":"Annemie Tonken","startTime":141.84,"endTime":145.23,"body":"hire you in the first place, so"},{"speaker":"Annemie Tonken","startTime":145.23,"endTime":148.95,"body":"that you can then take that and"},{"speaker":"Annemie Tonken","startTime":145.23,"endTime":148.95,"body":"replicate it going forward with"},{"speaker":"Annemie Tonken","startTime":148.98,"endTime":152.76,"body":"additional clients. And I know"},{"speaker":"Annemie Tonken","startTime":148.98,"endTime":152.76,"body":"you're going to love this"},{"speaker":"Annemie Tonken","startTime":152.76,"endTime":158.04,"body":"conversation. There are so many"},{"speaker":"Annemie Tonken","startTime":152.76,"endTime":158.04,"body":"amazing, like, easy to implement"},{"speaker":"Annemie Tonken","startTime":158.04,"endTime":162.9,"body":"strategies that she's going to"},{"speaker":"Annemie Tonken","startTime":158.04,"endTime":162.9,"body":"share. So I will go ahead and"},{"speaker":"Annemie Tonken","startTime":162.93,"endTime":166.29,"body":"cue the music and introduce"},{"speaker":"Annemie Tonken","startTime":162.93,"endTime":166.29,"body":"Heidi, welcome to this can't be"},{"speaker":"Annemie Tonken","startTime":166.29,"endTime":169.86,"body":"that hard. My name is Annemie"},{"speaker":"Annemie Tonken","startTime":166.29,"endTime":169.86,"body":"Tonken. And I help photographers"},{"speaker":"Annemie Tonken","startTime":169.86,"endTime":172.95,"body":"run profitable, sustainable"},{"speaker":"Annemie Tonken","startTime":169.86,"endTime":172.95,"body":"businesses that they love. Each"},{"speaker":"Annemie Tonken","startTime":172.95,"endTime":176.31,"body":"week on the podcast, I cover"},{"speaker":"Annemie Tonken","startTime":172.95,"endTime":176.31,"body":"simple, actionable strategies"},{"speaker":"Annemie Tonken","startTime":176.31,"endTime":179.49,"body":"and systems that photographers"},{"speaker":"Annemie Tonken","startTime":176.31,"endTime":179.49,"body":"at every level of experience can"},{"speaker":"Annemie Tonken","startTime":179.49,"endTime":183.03,"body":"use to earn more money in a more"},{"speaker":"Annemie Tonken","startTime":179.49,"endTime":183.03,"body":"sustainable way. Running a"},{"speaker":"Annemie Tonken","startTime":183.03,"endTime":186.24,"body":"photography business doesn't"},{"speaker":"Annemie Tonken","startTime":183.03,"endTime":186.24,"body":"have to be that hard. You can do"},{"speaker":"Annemie Tonken","startTime":186.24,"endTime":192.39,"body":"it and I can show you how. Hey,"},{"speaker":"Annemie Tonken","startTime":186.24,"endTime":192.39,"body":"hi, do you welcome to this can't"},{"speaker":"Annemie Tonken","startTime":192.39,"endTime":195.36,"body":"be that hard. I'm super happy to"},{"speaker":"Annemie Tonken","startTime":192.39,"endTime":195.36,"body":"have you on the show today. And"},{"speaker":"Annemie Tonken","startTime":195.36,"endTime":198.87,"body":"to get to meet you, I have been"},{"speaker":"Annemie Tonken","startTime":195.36,"endTime":198.87,"body":"kind of stalking your website."},{"speaker":"Annemie Tonken","startTime":198.87,"endTime":204.0,"body":"And I really love what you have"},{"speaker":"Annemie Tonken","startTime":198.87,"endTime":204.0,"body":"created in the world this space"},{"speaker":"Annemie Tonken","startTime":204.0,"endTime":207.96,"body":"for like wedding professionals"},{"speaker":"Annemie Tonken","startTime":204.0,"endTime":207.96,"body":"of all kinds, including"},{"speaker":"Annemie Tonken","startTime":207.96,"endTime":211.5,"body":"photographers, but I feel like"},{"speaker":"Annemie Tonken","startTime":207.96,"endTime":211.5,"body":"you've got such great marketing"},{"speaker":"Annemie Tonken","startTime":211.5,"endTime":215.61,"body":"info on there. And, and I am"},{"speaker":"Annemie Tonken","startTime":211.5,"endTime":215.61,"body":"excited to dive into it."},{"speaker":"Heidi Thompson","startTime":215.64,"endTime":218.13,"body":"Thank you so"},{"speaker":"Heidi Thompson","startTime":215.64,"endTime":218.13,"body":"much for having me. I'm a big ol"},{"speaker":"Heidi Thompson","startTime":218.13,"endTime":221.16,"body":"marketing nerd. I'm really"},{"speaker":"Heidi Thompson","startTime":218.13,"endTime":221.16,"body":"excited to be talking about this"},{"speaker":"Heidi Thompson","startTime":221.16,"endTime":225.69,"body":"kind of thing. And I have a long"},{"speaker":"Heidi Thompson","startTime":221.16,"endTime":225.69,"body":"history of marketing all sorts"},{"speaker":"Heidi Thompson","startTime":225.69,"endTime":226.29,"body":"of stuff. Yeah."},{"speaker":"Annemie Tonken","startTime":227.01,"endTime":230.19,"body":"I was, like I"},{"speaker":"Annemie Tonken","startTime":227.01,"endTime":230.19,"body":"said, doing a little deep dive"},{"speaker":"Annemie Tonken","startTime":230.19,"endTime":234.54,"body":"on your on your site and"},{"speaker":"Annemie Tonken","startTime":230.19,"endTime":234.54,"body":"literally was laughing out loud"},{"speaker":"Annemie Tonken","startTime":234.57,"endTime":237.78,"body":"when I got to the part and I'm"},{"speaker":"Annemie Tonken","startTime":234.57,"endTime":237.78,"body":"not gonna I'm gonna let you tell"},{"speaker":"Annemie Tonken","startTime":237.78,"endTime":241.56,"body":"the story of your, your most"},{"speaker":"Annemie Tonken","startTime":237.78,"endTime":241.56,"body":"interesting. You've done"},{"speaker":"Annemie Tonken","startTime":241.56,"endTime":243.87,"body":"marketing for all different"},{"speaker":"Annemie Tonken","startTime":241.56,"endTime":243.87,"body":"kinds of things. And the one"},{"speaker":"Annemie Tonken","startTime":243.87,"endTime":245.22,"body":"that is the most interesting."},{"speaker":"Heidi Thompson","startTime":245.43,"endTime":248.4,"body":"Yeah, so I was"},{"speaker":"Heidi Thompson","startTime":245.43,"endTime":248.4,"body":"the marketing manager for a"},{"speaker":"Heidi Thompson","startTime":248.4,"endTime":255.27,"body":"fecal transplant clinic, which"},{"speaker":"Heidi Thompson","startTime":248.4,"endTime":255.27,"body":"is definitely interesting to try"},{"speaker":"Heidi Thompson","startTime":255.27,"endTime":259.35,"body":"to communicate in a way that"},{"speaker":"Heidi Thompson","startTime":255.27,"endTime":259.35,"body":"isn't weird. There's really not"},{"speaker":"Heidi Thompson","startTime":259.35,"endTime":263.85,"body":"a way to do it. It's gonna get"},{"speaker":"Heidi Thompson","startTime":259.35,"endTime":263.85,"body":"weird. Yeah, well, I"},{"speaker":"Annemie Tonken","startTime":263.849,"endTime":266.489,"body":"would say I hope"},{"speaker":"Annemie Tonken","startTime":263.849,"endTime":266.489,"body":"that they were able or they gave"},{"speaker":"Annemie Tonken","startTime":266.489,"endTime":270.959,"body":"you license to have a sense of"},{"speaker":"Annemie Tonken","startTime":266.489,"endTime":270.959,"body":"humor about it, because for sure"},{"speaker":"Annemie Tonken","startTime":270.959,"endTime":275.639,"body":"if your marketing shit. Yeah,"},{"speaker":"Annemie Tonken","startTime":270.959,"endTime":275.639,"body":"we'll have to decide whether to"},{"speaker":"Annemie Tonken","startTime":275.639,"endTime":278.669,"body":"beat that out. I don't usually"},{"speaker":"Annemie Tonken","startTime":275.639,"endTime":278.669,"body":"don't usually curse on the"},{"speaker":"Annemie Tonken","startTime":278.699,"endTime":282.179,"body":"podcast, but that is anyway, it"},{"speaker":"Annemie Tonken","startTime":278.699,"endTime":282.179,"body":"made me laugh. I was like, That"},{"speaker":"Annemie Tonken","startTime":282.179,"endTime":284.789,"body":"is such an amazing challenge. I"},{"speaker":"Annemie Tonken","startTime":282.179,"endTime":284.789,"body":"feel like it could be really"},{"speaker":"Annemie Tonken","startTime":284.789,"endTime":287.609,"body":"hard, but also super fun. Yeah."},{"speaker":"Annemie Tonken","startTime":284.789,"endTime":287.609,"body":"And I mean, like we"},{"speaker":"Heidi Thompson","startTime":287.61,"endTime":289.41,"body":"were talking"},{"speaker":"Heidi Thompson","startTime":287.61,"endTime":289.41,"body":"before we get started. It's"},{"speaker":"Heidi Thompson","startTime":289.41,"endTime":293.94,"body":"fascinating. It's actually"},{"speaker":"Heidi Thompson","startTime":289.41,"endTime":293.94,"body":"really interesting science. real"},{"speaker":"Heidi Thompson","startTime":293.94,"endTime":297.12,"body":"weird to try to communicate to"},{"speaker":"Heidi Thompson","startTime":293.94,"endTime":297.12,"body":"someone who doesn't know"},{"speaker":"Heidi Thompson","startTime":297.12,"endTime":299.67,"body":"anything about it. Yeah, exactly"},{"speaker":"Heidi Thompson","startTime":297.12,"endTime":299.67,"body":"like"},{"speaker":"Annemie Tonken","startTime":299.88,"endTime":302.13,"body":"it A random"},{"speaker":"Annemie Tonken","startTime":299.88,"endTime":302.13,"body":"dinner table conversation for"},{"speaker":"Annemie Tonken","startTime":302.13,"endTime":308.31,"body":"you. So good, so good. Well,"},{"speaker":"Annemie Tonken","startTime":302.13,"endTime":308.31,"body":"with a varied background in"},{"speaker":"Annemie Tonken","startTime":308.31,"endTime":312.9,"body":"marketing, and then like a foray"},{"speaker":"Annemie Tonken","startTime":308.31,"endTime":312.9,"body":"into the wedding industry, you"},{"speaker":"Annemie Tonken","startTime":312.9,"endTime":317.07,"body":"decided to sort of go all in on"},{"speaker":"Annemie Tonken","startTime":312.9,"endTime":317.07,"body":"marketing, and teaching,"},{"speaker":"Annemie Tonken","startTime":317.07,"endTime":319.86,"body":"marketing, educating about"},{"speaker":"Annemie Tonken","startTime":317.07,"endTime":319.86,"body":"marketing within the wedding"},{"speaker":"Annemie Tonken","startTime":319.86,"endTime":323.61,"body":"industry. And you've been doing"},{"speaker":"Annemie Tonken","startTime":319.86,"endTime":323.61,"body":"that for a while now. Right?"},{"speaker":"Annemie Tonken","startTime":323.64,"endTime":328.62,"body":"Yeah. It's been about 10 years"},{"speaker":"Annemie Tonken","startTime":323.64,"endTime":328.62,"body":"now. Yeah, that's amazing. I, I,"},{"speaker":"Annemie Tonken","startTime":328.74,"endTime":332.28,"body":"I feel like the thing that"},{"speaker":"Annemie Tonken","startTime":328.74,"endTime":332.28,"body":"struck me as really different"},{"speaker":"Annemie Tonken","startTime":332.28,"endTime":335.88,"body":"about your business from so many"},{"speaker":"Annemie Tonken","startTime":332.28,"endTime":335.88,"body":"others that I see has to do with"},{"speaker":"Annemie Tonken","startTime":335.88,"endTime":340.2,"body":"the fact that you are bringing"},{"speaker":"Annemie Tonken","startTime":335.88,"endTime":340.2,"body":"multi industry professionals"},{"speaker":"Annemie Tonken","startTime":340.2,"endTime":343.77,"body":"together. And I feel like when"},{"speaker":"Annemie Tonken","startTime":340.2,"endTime":343.77,"body":"you can do that in a community"},{"speaker":"Annemie Tonken","startTime":343.77,"endTime":347.64,"body":"where you're really helping each"},{"speaker":"Annemie Tonken","startTime":343.77,"endTime":347.64,"body":"other and sharing, I don't know,"},{"speaker":"Annemie Tonken","startTime":347.67,"endTime":350.67,"body":"secrets is the wrong word. But"},{"speaker":"Annemie Tonken","startTime":347.67,"endTime":350.67,"body":"like industry information or"},{"speaker":"Annemie Tonken","startTime":350.67,"endTime":354.48,"body":"like inspiration, what a great"},{"speaker":"Annemie Tonken","startTime":350.67,"endTime":354.48,"body":"rich resource. It's super cool."},{"speaker":"Heidi Thompson","startTime":354.509,"endTime":357.719,"body":"It's fun, too,"},{"speaker":"Heidi Thompson","startTime":354.509,"endTime":357.719,"body":"because then it turns into a"},{"speaker":"Heidi Thompson","startTime":357.719,"endTime":360.929,"body":"collective, you know,"},{"speaker":"Heidi Thompson","startTime":357.719,"endTime":360.929,"body":"mastermind, where, you know, for"},{"speaker":"Heidi Thompson","startTime":360.929,"endTime":363.779,"body":"photographers, like, I'm looking"},{"speaker":"Heidi Thompson","startTime":360.929,"endTime":363.779,"body":"to find out how to get referred"},{"speaker":"Heidi Thompson","startTime":363.779,"endTime":367.469,"body":"by more planners, I can tag the"},{"speaker":"Heidi Thompson","startTime":363.779,"endTime":367.469,"body":"planners and be like, they will"},{"speaker":"Heidi Thompson","startTime":367.469,"endTime":371.069,"body":"tell you what they would like to"},{"speaker":"Heidi Thompson","startTime":367.469,"endTime":371.069,"body":"have happen, right? And just go"},{"speaker":"Annemie Tonken","startTime":371.1,"endTime":373.44,"body":"yeah, when I"},{"speaker":"Annemie Tonken","startTime":371.1,"endTime":373.44,"body":"used to photograph weddings,"},{"speaker":"Annemie Tonken","startTime":373.44,"endTime":376.14,"body":"which has been several years"},{"speaker":"Annemie Tonken","startTime":373.44,"endTime":376.14,"body":"now, I always felt like it was"},{"speaker":"Annemie Tonken","startTime":376.14,"endTime":379.41,"body":"such a weird thing that so many"},{"speaker":"Annemie Tonken","startTime":376.14,"endTime":379.41,"body":"wedding photographers and"},{"speaker":"Annemie Tonken","startTime":379.41,"endTime":382.26,"body":"videographers would like butt"},{"speaker":"Annemie Tonken","startTime":379.41,"endTime":382.26,"body":"heads. I don't know if that's"},{"speaker":"Annemie Tonken","startTime":382.26,"endTime":384.96,"body":"true universally, but it is in"},{"speaker":"Annemie Tonken","startTime":382.26,"endTime":384.96,"body":"my local market. And it was"},{"speaker":"Annemie Tonken","startTime":384.96,"endTime":388.2,"body":"like, this seems like a crew and"},{"speaker":"Annemie Tonken","startTime":384.96,"endTime":388.2,"body":"crew of people that could really"},{"speaker":"Annemie Tonken","startTime":388.2,"endTime":392.58,"body":"work together. And I don't see"},{"speaker":"Annemie Tonken","startTime":388.2,"endTime":392.58,"body":"why there's this weird like"},{"speaker":"Annemie Tonken","startTime":392.58,"endTime":398.85,"body":"competition. Um, so I want to"},{"speaker":"Annemie Tonken","startTime":392.58,"endTime":398.85,"body":"dive into what we are going to"},{"speaker":"Annemie Tonken","startTime":398.85,"endTime":403.08,"body":"be talking about today, which is"},{"speaker":"Annemie Tonken","startTime":398.85,"endTime":403.08,"body":"cloning your ideal client. So"},{"speaker":"Annemie Tonken","startTime":403.08,"endTime":405.66,"body":"why don't you kick us off with"},{"speaker":"Annemie Tonken","startTime":403.08,"endTime":405.66,"body":"talking a little bit. I've"},{"speaker":"Annemie Tonken","startTime":405.66,"endTime":408.12,"body":"certainly talked on the podcast"},{"speaker":"Annemie Tonken","startTime":405.66,"endTime":408.12,"body":"before about ideal clients, I'm"},{"speaker":"Annemie Tonken","startTime":408.12,"endTime":411.57,"body":"sure everybody's heard that"},{"speaker":"Annemie Tonken","startTime":408.12,"endTime":411.57,"body":"phrase. But what's your take on"},{"speaker":"Annemie Tonken","startTime":411.6,"endTime":413.22,"body":"what an ideal client is?"},{"speaker":"Heidi Thompson","startTime":413.25,"endTime":415.59,"body":"So what I see a"},{"speaker":"Heidi Thompson","startTime":413.25,"endTime":415.59,"body":"lot of people do and what I"},{"speaker":"Heidi Thompson","startTime":415.59,"endTime":419.31,"body":"think a lot of the advice just"},{"speaker":"Heidi Thompson","startTime":415.59,"endTime":419.31,"body":"in the general business world"},{"speaker":"Heidi Thompson","startTime":419.31,"endTime":424.02,"body":"is, is to make up this person"},{"speaker":"Heidi Thompson","startTime":419.31,"endTime":424.02,"body":"and come up with some"},{"speaker":"Heidi Thompson","startTime":424.02,"endTime":427.89,"body":"demographics and base your"},{"speaker":"Heidi Thompson","startTime":424.02,"endTime":427.89,"body":"marketing around them, I have a"},{"speaker":"Heidi Thompson","startTime":427.89,"endTime":430.77,"body":"few really big problems with"},{"speaker":"Heidi Thompson","startTime":427.89,"endTime":430.77,"body":"that one, that person's not"},{"speaker":"Heidi Thompson","startTime":430.77,"endTime":434.16,"body":"real, you don't know if they"},{"speaker":"Heidi Thompson","startTime":430.77,"endTime":434.16,"body":"exist. And two, those"},{"speaker":"Heidi Thompson","startTime":434.16,"endTime":439.59,"body":"demographics don't tell you what"},{"speaker":"Heidi Thompson","startTime":434.16,"endTime":439.59,"body":"to do. So there are a lot of"},{"speaker":"Heidi Thompson","startTime":439.59,"endTime":443.4,"body":"different, you know, 30 year old"},{"speaker":"Heidi Thompson","startTime":439.59,"endTime":443.4,"body":"women that are getting married,"},{"speaker":"Heidi Thompson","startTime":443.4,"endTime":445.89,"body":"or 30 year old women that want"},{"speaker":"Heidi Thompson","startTime":443.4,"endTime":445.89,"body":"to have a family shoot, their"},{"speaker":"Heidi Thompson","startTime":445.89,"endTime":449.37,"body":"motivations are totally"},{"speaker":"Heidi Thompson","startTime":445.89,"endTime":449.37,"body":"different, what they care about"},{"speaker":"Heidi Thompson","startTime":449.37,"endTime":452.85,"body":"is totally different. And when"},{"speaker":"Heidi Thompson","startTime":449.37,"endTime":452.85,"body":"we're talking about marketing,"},{"speaker":"Heidi Thompson","startTime":452.88,"endTime":457.89,"body":"it is psychology, you have to"},{"speaker":"Heidi Thompson","startTime":452.88,"endTime":457.89,"body":"understand what somebody wants"},{"speaker":"Heidi Thompson","startTime":457.92,"endTime":462.57,"body":"in order to communicate that you"},{"speaker":"Heidi Thompson","startTime":457.92,"endTime":462.57,"body":"have the solution. Yes. And if"},{"speaker":"Heidi Thompson","startTime":462.57,"endTime":466.08,"body":"you don't know that, then you're"},{"speaker":"Heidi Thompson","startTime":462.57,"endTime":466.08,"body":"just like randomly throwing"},{"speaker":"Heidi Thompson","startTime":466.08,"endTime":468.93,"body":"things out there, you're"},{"speaker":"Heidi Thompson","startTime":466.08,"endTime":468.93,"body":"guessing, and you're making"},{"speaker":"Heidi Thompson","startTime":468.93,"endTime":473.31,"body":"assumptions. And usually those"},{"speaker":"Heidi Thompson","startTime":468.93,"endTime":473.31,"body":"assumptions are at least wrong"},{"speaker":"Heidi Thompson","startTime":473.31,"endTime":478.68,"body":"in some way, and aligning them"},{"speaker":"Heidi Thompson","startTime":473.31,"endTime":478.68,"body":"with what people actually want"},{"speaker":"Heidi Thompson","startTime":478.71,"endTime":480.84,"body":"solve so many problems. Yeah,"},{"speaker":"Heidi Thompson","startTime":478.71,"endTime":480.84,"body":"yep."},{"speaker":"Annemie Tonken","startTime":480.9,"endTime":484.83,"body":"Um, yeah, I feel"},{"speaker":"Annemie Tonken","startTime":480.9,"endTime":484.83,"body":"like the what we bring to the"},{"speaker":"Annemie Tonken","startTime":484.83,"endTime":489.54,"body":"table, whatever our own personal"},{"speaker":"Annemie Tonken","startTime":484.83,"endTime":489.54,"body":"limiting beliefs or mindset"},{"speaker":"Annemie Tonken","startTime":489.54,"endTime":494.1,"body":"blocks, or whatever, often and"},{"speaker":"Annemie Tonken","startTime":489.54,"endTime":494.1,"body":"I, I talk and teach a lot about"},{"speaker":"Annemie Tonken","startTime":494.1,"endTime":496.98,"body":"pricing. And I feel like pricing"},{"speaker":"Annemie Tonken","startTime":494.1,"endTime":496.98,"body":"is a huge one for people where"},{"speaker":"Annemie Tonken","startTime":496.98,"endTime":500.76,"body":"they're like, I have scarcity"},{"speaker":"Annemie Tonken","startTime":496.98,"endTime":500.76,"body":"issues with money. Therefore,"},{"speaker":"Annemie Tonken","startTime":500.76,"endTime":504.21,"body":"everyone who wants to hire a"},{"speaker":"Annemie Tonken","startTime":500.76,"endTime":504.21,"body":"photographer must also have"},{"speaker":"Annemie Tonken","startTime":504.21,"endTime":509.28,"body":"those gets in the way of so so"},{"speaker":"Annemie Tonken","startTime":504.21,"endTime":509.28,"body":"much. So then the trick is like,"},{"speaker":"Annemie Tonken","startTime":509.31,"endTime":514.62,"body":"how do we get into the mind of"},{"speaker":"Annemie Tonken","startTime":509.31,"endTime":514.62,"body":"the real person, not the avatar,"},{"speaker":"Annemie Tonken","startTime":514.62,"endTime":517.2,"body":"but the real ideal client. So"},{"speaker":"Annemie Tonken","startTime":514.62,"endTime":517.2,"body":"this is"},{"speaker":"Heidi Thompson","startTime":517.2,"endTime":520.26,"body":"where this gets"},{"speaker":"Heidi Thompson","startTime":517.2,"endTime":520.26,"body":"really cool is if you look at"},{"speaker":"Heidi Thompson","startTime":520.29,"endTime":523.74,"body":"the people that you have worked"},{"speaker":"Heidi Thompson","startTime":520.29,"endTime":523.74,"body":"with, that you wish you to clone"},{"speaker":"Heidi Thompson","startTime":523.77,"endTime":526.86,"body":"and work with over and over"},{"speaker":"Heidi Thompson","startTime":523.77,"endTime":526.86,"body":"again, we're going to go to"},{"speaker":"Heidi Thompson","startTime":526.86,"endTime":530.94,"body":"those people and ask them"},{"speaker":"Heidi Thompson","startTime":526.86,"endTime":530.94,"body":"certain questions that's going"},{"speaker":"Heidi Thompson","startTime":530.94,"endTime":534.33,"body":"to give you the information you"},{"speaker":"Heidi Thompson","startTime":530.94,"endTime":534.33,"body":"need about why they made the"},{"speaker":"Heidi Thompson","startTime":534.33,"endTime":538.14,"body":"decisions they made, you know,"},{"speaker":"Heidi Thompson","startTime":534.33,"endTime":538.14,"body":"what really mattered to them."},{"speaker":"Heidi Thompson","startTime":538.17,"endTime":542.01,"body":"And every single time I see"},{"speaker":"Heidi Thompson","startTime":538.17,"endTime":542.01,"body":"somebody do this, they prove"},{"speaker":"Heidi Thompson","startTime":542.01,"endTime":546.15,"body":"themselves wrong in some"},{"speaker":"Heidi Thompson","startTime":542.01,"endTime":546.15,"body":"particular way. So to give you"},{"speaker":"Heidi Thompson","startTime":546.15,"endTime":549.69,"body":"an example, a planner that was"},{"speaker":"Heidi Thompson","startTime":546.15,"endTime":549.69,"body":"part of my membership was"},{"speaker":"Heidi Thompson","startTime":549.69,"endTime":553.59,"body":"marketing and the typical way of"},{"speaker":"Heidi Thompson","startTime":549.69,"endTime":553.59,"body":"like, we can save you time and"},{"speaker":"Heidi Thompson","startTime":553.59,"endTime":556.92,"body":"then she went through this"},{"speaker":"Heidi Thompson","startTime":553.59,"endTime":556.92,"body":"process, she started asking her"},{"speaker":"Heidi Thompson","startTime":556.92,"endTime":560.82,"body":"best people questions and found"},{"speaker":"Heidi Thompson","startTime":556.92,"endTime":560.82,"body":"out that that was like number"},{"speaker":"Heidi Thompson","startTime":560.82,"endTime":564.66,"body":"five, number six on the list of"},{"speaker":"Heidi Thompson","startTime":560.82,"endTime":564.66,"body":"things of importance. The thing"},{"speaker":"Heidi Thompson","startTime":564.66,"endTime":568.14,"body":"that was really important was"},{"speaker":"Heidi Thompson","startTime":564.66,"endTime":568.14,"body":"either both people in the couple"},{"speaker":"Heidi Thompson","startTime":568.14,"endTime":571.65,"body":"or one person was Indian, and"},{"speaker":"Heidi Thompson","startTime":568.14,"endTime":571.65,"body":"they didn't want their sister's"},{"speaker":"Heidi Thompson","startTime":571.65,"endTime":574.29,"body":"wedding. Their brother's wedding"},{"speaker":"Heidi Thompson","startTime":571.65,"endTime":574.29,"body":"their cousin's wedding. Every"},{"speaker":"Heidi Thompson","startTime":574.29,"endTime":578.37,"body":"Indian wedding they had been to"},{"speaker":"Heidi Thompson","startTime":574.29,"endTime":578.37,"body":"they wanted to put their unique"},{"speaker":"Heidi Thompson","startTime":578.37,"endTime":582.99,"body":"spin on it. And the instant she"},{"speaker":"Heidi Thompson","startTime":578.37,"endTime":582.99,"body":"shifted her marketing to be"},{"speaker":"Heidi Thompson","startTime":582.99,"endTime":587.19,"body":"about I'm the planner that helps"},{"speaker":"Heidi Thompson","startTime":582.99,"endTime":587.19,"body":"you put a unique spin on Indian"},{"speaker":"Heidi Thompson","startTime":587.19,"endTime":590.13,"body":"weddings on multicultural"},{"speaker":"Heidi Thompson","startTime":587.19,"endTime":590.13,"body":"weddings. People started booking"},{"speaker":"Heidi Thompson","startTime":590.13,"endTime":593.61,"body":"her like crazy and she could"},{"speaker":"Heidi Thompson","startTime":590.13,"endTime":593.61,"body":"charge more because it's an"},{"speaker":"Heidi Thompson","startTime":593.61,"endTime":597.09,"body":"apples to oranges comparison if"},{"speaker":"Heidi Thompson","startTime":593.61,"endTime":597.09,"body":"everyone else was like, Oh, I"},{"speaker":"Heidi Thompson","startTime":597.09,"endTime":600.72,"body":"can help you like stay organized"},{"speaker":"Heidi Thompson","startTime":597.09,"endTime":600.72,"body":"and save time and This is like I"},{"speaker":"Heidi Thompson","startTime":600.72,"endTime":604.77,"body":"can help you with the exact"},{"speaker":"Heidi Thompson","startTime":600.72,"endTime":604.77,"body":"thing that you want. All of a"},{"speaker":"Heidi Thompson","startTime":604.77,"endTime":608.43,"body":"sudden, it's not, you know,"},{"speaker":"Heidi Thompson","startTime":604.77,"endTime":608.43,"body":"comparing you to everybody else,"},{"speaker":"Heidi Thompson","startTime":608.43,"endTime":610.95,"body":"it's like you are the answer to"},{"speaker":"Heidi Thompson","startTime":608.43,"endTime":610.95,"body":"that problem."},{"speaker":"Annemie Tonken","startTime":610.98,"endTime":613.92,"body":"I love this, I"},{"speaker":"Annemie Tonken","startTime":610.98,"endTime":613.92,"body":"was literally just today talking"},{"speaker":"Annemie Tonken","startTime":613.92,"endTime":617.49,"body":"to somebody about the fact that"},{"speaker":"Annemie Tonken","startTime":613.92,"endTime":617.49,"body":"what we are in the business of"},{"speaker":"Annemie Tonken","startTime":617.49,"endTime":621.12,"body":"doing is really not taking"},{"speaker":"Annemie Tonken","startTime":617.49,"endTime":621.12,"body":"photos, it is solving problems,"},{"speaker":"Annemie Tonken","startTime":621.12,"endTime":624.3,"body":"like somebody is hiring you,"},{"speaker":"Annemie Tonken","startTime":621.12,"endTime":624.3,"body":"because they have a problem in"},{"speaker":"Annemie Tonken","startTime":624.3,"endTime":626.85,"body":"their mind, they're hiring you"},{"speaker":"Annemie Tonken","startTime":624.3,"endTime":626.85,"body":"because their problem is they"},{"speaker":"Annemie Tonken","startTime":626.85,"endTime":630.09,"body":"need a photographer. But when"},{"speaker":"Annemie Tonken","startTime":626.85,"endTime":630.09,"body":"you dig just a little bit deeper"},{"speaker":"Annemie Tonken","startTime":630.09,"endTime":633.24,"body":"under the surface, there is"},{"speaker":"Annemie Tonken","startTime":630.09,"endTime":633.24,"body":"something else there is some"},{"speaker":"Annemie Tonken","startTime":633.24,"endTime":639.06,"body":"sort of like sense of, you know,"},{"speaker":"Annemie Tonken","startTime":633.24,"endTime":639.06,"body":"oh, I wish I had this feeling or"},{"speaker":"Annemie Tonken","startTime":639.09,"endTime":643.92,"body":"I, you know, I want my kids to"},{"speaker":"Annemie Tonken","startTime":639.09,"endTime":643.92,"body":"have this feeling or my I want"},{"speaker":"Annemie Tonken","startTime":643.92,"endTime":647.22,"body":"to have an album, you know,"},{"speaker":"Annemie Tonken","startTime":643.92,"endTime":647.22,"body":"because my I grew up looking at"},{"speaker":"Annemie Tonken","startTime":647.22,"endTime":649.71,"body":"my grandparents wedding album,"},{"speaker":"Annemie Tonken","startTime":647.22,"endTime":649.71,"body":"and I love that so much. And I"},{"speaker":"Annemie Tonken","startTime":649.71,"endTime":651.75,"body":"want to have something like"},{"speaker":"Annemie Tonken","startTime":649.71,"endTime":651.75,"body":"that. But with a modern, you"},{"speaker":"Annemie Tonken","startTime":651.75,"endTime":655.86,"body":"know, spin. And oftentimes, I"},{"speaker":"Annemie Tonken","startTime":651.75,"endTime":655.86,"body":"find that people have a hard"},{"speaker":"Annemie Tonken","startTime":655.86,"endTime":659.55,"body":"time actually, like the clients"},{"speaker":"Annemie Tonken","startTime":655.86,"endTime":659.55,"body":"themselves have a hard time"},{"speaker":"Annemie Tonken","startTime":659.55,"endTime":662.52,"body":"identifying that you really have"},{"speaker":"Annemie Tonken","startTime":659.55,"endTime":662.52,"body":"to kind of talk it out a little"},{"speaker":"Annemie Tonken","startTime":662.52,"endTime":667.44,"body":"bit. So I'm dying to hear more"},{"speaker":"Annemie Tonken","startTime":662.52,"endTime":667.44,"body":"about the questions that you"},{"speaker":"Annemie Tonken","startTime":667.44,"endTime":670.17,"body":"suggest that people asked to"},{"speaker":"Annemie Tonken","startTime":667.44,"endTime":670.17,"body":"really get at the heart of that"},{"speaker":"Heidi Thompson","startTime":670.2,"endTime":672.33,"body":"there are a lot"},{"speaker":"Heidi Thompson","startTime":670.2,"endTime":672.33,"body":"of questions you could ask and"},{"speaker":"Heidi Thompson","startTime":672.33,"endTime":676.89,"body":"the ones that really dig our why"},{"speaker":"Heidi Thompson","startTime":672.33,"endTime":676.89,"body":"based questions. So why did you"},{"speaker":"Heidi Thompson","startTime":676.89,"endTime":680.85,"body":"decide to work with me instead"},{"speaker":"Heidi Thompson","startTime":676.89,"endTime":680.85,"body":"of any other photographer? Who"},{"speaker":"Heidi Thompson","startTime":680.85,"endTime":683.43,"body":"else did you look at what"},{"speaker":"Heidi Thompson","startTime":680.85,"endTime":683.43,"body":"ultimately influenced your"},{"speaker":"Heidi Thompson","startTime":683.43,"endTime":687.39,"body":"decision, that's going to tell"},{"speaker":"Heidi Thompson","startTime":683.43,"endTime":687.39,"body":"you how other people perceive"},{"speaker":"Heidi Thompson","startTime":687.39,"endTime":691.65,"body":"you, which usually we don't"},{"speaker":"Heidi Thompson","startTime":687.39,"endTime":691.65,"body":"notice these things about"},{"speaker":"Heidi Thompson","startTime":691.65,"endTime":695.61,"body":"ourselves, and we don't bring"},{"speaker":"Heidi Thompson","startTime":691.65,"endTime":695.61,"body":"them out as much as we could, in"},{"speaker":"Heidi Thompson","startTime":695.61,"endTime":698.85,"body":"our marketing to help us stand"},{"speaker":"Heidi Thompson","startTime":695.61,"endTime":698.85,"body":"out. Another thing I really love"},{"speaker":"Heidi Thompson","startTime":698.85,"endTime":704.43,"body":"to ask is Why did you decide to"},{"speaker":"Heidi Thompson","startTime":698.85,"endTime":704.43,"body":"purchase whatever it was a"},{"speaker":"Heidi Thompson","startTime":704.43,"endTime":708.48,"body":"purchase a specific product"},{"speaker":"Heidi Thompson","startTime":704.43,"endTime":708.48,"body":"service package, whatever it"},{"speaker":"Heidi Thompson","startTime":708.48,"endTime":712.05,"body":"was, and really, the thing I"},{"speaker":"Heidi Thompson","startTime":708.48,"endTime":712.05,"body":"really encourage people to do is"},{"speaker":"Heidi Thompson","startTime":712.05,"endTime":715.11,"body":"be a detective about this, get"},{"speaker":"Heidi Thompson","startTime":712.05,"endTime":715.11,"body":"curious about it. And when"},{"speaker":"Heidi Thompson","startTime":715.11,"endTime":720.57,"body":"someone tells you like, oh, it"},{"speaker":"Heidi Thompson","startTime":715.11,"endTime":720.57,"body":"was really important that I have"},{"speaker":"Heidi Thompson","startTime":720.57,"endTime":723.87,"body":"a physical album, you could stop"},{"speaker":"Heidi Thompson","startTime":720.57,"endTime":723.87,"body":"there. But it's more useful if"},{"speaker":"Heidi Thompson","startTime":723.87,"endTime":726.78,"body":"you ask why? Because then"},{"speaker":"Heidi Thompson","startTime":723.87,"endTime":726.78,"body":"they're gonna tell you that"},{"speaker":"Heidi Thompson","startTime":726.78,"endTime":730.8,"body":"story about their grandparents."},{"speaker":"Heidi Thompson","startTime":726.78,"endTime":730.8,"body":"And they just wrote your"},{"speaker":"Heidi Thompson","startTime":730.8,"endTime":734.16,"body":"marketing copy. Right, right."},{"speaker":"Heidi Thompson","startTime":730.8,"endTime":734.16,"body":"Right. Yeah. So I love why"},{"speaker":"Heidi Thompson","startTime":734.16,"endTime":737.67,"body":"questions, you know, why did you"},{"speaker":"Heidi Thompson","startTime":734.16,"endTime":737.67,"body":"book me? Why did you choose this"},{"speaker":"Heidi Thompson","startTime":737.67,"endTime":742.86,"body":"specific thing? Why was this"},{"speaker":"Heidi Thompson","startTime":737.67,"endTime":742.86,"body":"important to you? I like to ask,"},{"speaker":"Heidi Thompson","startTime":742.89,"endTime":746.7,"body":"you know, who else did you look"},{"speaker":"Heidi Thompson","startTime":742.89,"endTime":746.7,"body":"at? Or what other options did"},{"speaker":"Heidi Thompson","startTime":746.7,"endTime":751.47,"body":"you look at? Why is photography"},{"speaker":"Heidi Thompson","startTime":746.7,"endTime":751.47,"body":"so important to you as part of"},{"speaker":"Heidi Thompson","startTime":751.47,"endTime":756.51,"body":"your wedding, and I really like"},{"speaker":"Heidi Thompson","startTime":751.47,"endTime":756.51,"body":"asking questions around who they"},{"speaker":"Heidi Thompson","startTime":756.51,"endTime":760.95,"body":"are as people, because too often"},{"speaker":"Heidi Thompson","startTime":756.51,"endTime":760.95,"body":"we look at marketing to like a"},{"speaker":"Heidi Thompson","startTime":760.95,"endTime":765.06,"body":"mannequin of a person, you know,"},{"speaker":"Heidi Thompson","startTime":760.95,"endTime":765.06,"body":"like this made up thing, but if"},{"speaker":"Heidi Thompson","startTime":765.06,"endTime":768.51,"body":"you know, your people are really"},{"speaker":"Heidi Thompson","startTime":765.06,"endTime":768.51,"body":"outdoorsy, and they're like"},{"speaker":"Heidi Thompson","startTime":768.51,"endTime":772.41,"body":"skiing and kayaking on the"},{"speaker":"Heidi Thompson","startTime":768.51,"endTime":772.41,"body":"weekend, then you definitely"},{"speaker":"Heidi Thompson","startTime":772.41,"endTime":775.02,"body":"want to bring that into your"},{"speaker":"Heidi Thompson","startTime":772.41,"endTime":775.02,"body":"marketing, if you know your"},{"speaker":"Heidi Thompson","startTime":775.02,"endTime":777.84,"body":"people are like Harry Potter"},{"speaker":"Heidi Thompson","startTime":775.02,"endTime":777.84,"body":"nerds bring it in near"},{"speaker":"Heidi Thompson","startTime":777.84,"endTime":782.73,"body":"marketing, it's going to connect"},{"speaker":"Heidi Thompson","startTime":777.84,"endTime":782.73,"body":"with them on a human level that"},{"speaker":"Heidi Thompson","startTime":782.73,"endTime":786.6,"body":"you just can't do if you're"},{"speaker":"Heidi Thompson","startTime":782.73,"endTime":786.6,"body":"looking at it on this like weird"},{"speaker":"Heidi Thompson","startTime":786.6,"endTime":790.14,"body":"surface level of like, well,"},{"speaker":"Heidi Thompson","startTime":786.6,"endTime":790.14,"body":"they're 30 to 35. And they live"},{"speaker":"Heidi Thompson","startTime":790.14,"endTime":793.74,"body":"within, you know, 50 miles of"},{"speaker":"Heidi Thompson","startTime":790.14,"endTime":793.74,"body":"this particular city."},{"speaker":"Annemie Tonken","startTime":793.83,"endTime":797.46,"body":"Right? Yeah. And"},{"speaker":"Annemie Tonken","startTime":793.83,"endTime":797.46,"body":"in particular, as photographers,"},{"speaker":"Annemie Tonken","startTime":797.46,"endTime":800.28,"body":"not only are we talking about"},{"speaker":"Annemie Tonken","startTime":797.46,"endTime":800.28,"body":"the messaging that we're putting"},{"speaker":"Annemie Tonken","startTime":800.28,"endTime":802.8,"body":"out there, but we're really"},{"speaker":"Annemie Tonken","startTime":800.28,"endTime":802.8,"body":"talking about the images that we"},{"speaker":"Annemie Tonken","startTime":802.8,"endTime":807.84,"body":"choose to show as well, which"},{"speaker":"Annemie Tonken","startTime":802.8,"endTime":807.84,"body":"speak as loud as words, not just"},{"speaker":"Annemie Tonken","startTime":807.84,"endTime":809.97,"body":"the style of photos, but the"},{"speaker":"Annemie Tonken","startTime":807.84,"endTime":809.97,"body":"kind I mean, I think you've"},{"speaker":"Annemie Tonken","startTime":810.24,"endTime":813.0,"body":"raised a really good point about"},{"speaker":"Annemie Tonken","startTime":810.24,"endTime":813.0,"body":"like the kinds of activities"},{"speaker":"Annemie Tonken","startTime":813.0,"endTime":815.88,"body":"that kinds of clothing that"},{"speaker":"Annemie Tonken","startTime":813.0,"endTime":815.88,"body":"people are wearing, we get to"},{"speaker":"Annemie Tonken","startTime":815.88,"endTime":819.45,"body":"show that in a way that will"},{"speaker":"Annemie Tonken","startTime":815.88,"endTime":819.45,"body":"either attract or repel those"},{"speaker":"Annemie Tonken","startTime":819.45,"endTime":823.71,"body":"ideal clients pretty quickly."},{"speaker":"Annemie Tonken","startTime":819.45,"endTime":823.71,"body":"You know, if it's like the Harry"},{"speaker":"Annemie Tonken","startTime":823.71,"endTime":828.54,"body":"Potter nerds and the and the"},{"speaker":"Annemie Tonken","startTime":823.71,"endTime":828.54,"body":"like kayakers, which maybe"},{"speaker":"Annemie Tonken","startTime":828.54,"endTime":831.24,"body":"there's some overlap there, but"},{"speaker":"Annemie Tonken","startTime":828.54,"endTime":831.24,"body":"they seem like relatively"},{"speaker":"Annemie Tonken","startTime":831.24,"endTime":834.45,"body":"disparate. That, you know, if"},{"speaker":"Annemie Tonken","startTime":831.24,"endTime":834.45,"body":"you're showing one and"},{"speaker":"Annemie Tonken","startTime":834.45,"endTime":837.03,"body":"somebody's sort of part of the"},{"speaker":"Annemie Tonken","startTime":834.45,"endTime":837.03,"body":"other, and that doesn't resonate"},{"speaker":"Annemie Tonken","startTime":837.03,"endTime":839.85,"body":"with them, they're going to kind"},{"speaker":"Annemie Tonken","startTime":837.03,"endTime":839.85,"body":"of self select out."},{"speaker":"Heidi Thompson","startTime":839.88,"endTime":842.97,"body":"One thing I love"},{"speaker":"Heidi Thompson","startTime":839.88,"endTime":842.97,"body":"to ask is, How would your"},{"speaker":"Heidi Thompson","startTime":842.97,"endTime":846.66,"body":"partner or how would your best"},{"speaker":"Heidi Thompson","startTime":842.97,"endTime":846.66,"body":"friend describe you because it"},{"speaker":"Heidi Thompson","startTime":846.66,"endTime":849.69,"body":"allows them to step outside of"},{"speaker":"Heidi Thompson","startTime":846.66,"endTime":849.69,"body":"themselves a little bit to ask"},{"speaker":"Heidi Thompson","startTime":849.69,"endTime":852.51,"body":"people like, well, what are you"},{"speaker":"Heidi Thompson","startTime":849.69,"endTime":852.51,"body":"really into? What are you a nerd"},{"speaker":"Heidi Thompson","startTime":852.51,"endTime":855.33,"body":"about? They'll tell you some"},{"speaker":"Heidi Thompson","startTime":852.51,"endTime":855.33,"body":"things. But then if you allow"},{"speaker":"Heidi Thompson","startTime":855.33,"endTime":858.12,"body":"them to step outside of"},{"speaker":"Heidi Thompson","startTime":855.33,"endTime":858.12,"body":"themselves a little bit and say,"},{"speaker":"Heidi Thompson","startTime":858.15,"endTime":861.09,"body":"Well, this is what my best"},{"speaker":"Heidi Thompson","startTime":858.15,"endTime":861.09,"body":"friend say. And similarly, I"},{"speaker":"Heidi Thompson","startTime":861.09,"endTime":865.65,"body":"love asking what would you say"},{"speaker":"Heidi Thompson","startTime":861.09,"endTime":865.65,"body":"to someone if you were referring"},{"speaker":"Heidi Thompson","startTime":865.65,"endTime":869.4,"body":"me to them? Because that really"},{"speaker":"Heidi Thompson","startTime":865.65,"endTime":869.4,"body":"highlights what was important to"},{"speaker":"Heidi Thompson","startTime":869.4,"endTime":873.51,"body":"them. What it is that you need"},{"speaker":"Heidi Thompson","startTime":869.4,"endTime":873.51,"body":"to communicate in your marketing"},{"speaker":"Heidi Thompson","startTime":873.54,"endTime":877.02,"body":"that you're probably not"},{"speaker":"Heidi Thompson","startTime":873.54,"endTime":877.02,"body":"communicating? And it's kind of"},{"speaker":"Heidi Thompson","startTime":877.02,"endTime":880.68,"body":"going under the radar and you're"},{"speaker":"Heidi Thompson","startTime":877.02,"endTime":880.68,"body":"just blending in with everybody"},{"speaker":"Heidi Thompson","startTime":880.68,"endTime":881.13,"body":"else?"},{"speaker":"Annemie Tonken","startTime":881.16,"endTime":885.27,"body":"Yeah, that's a"},{"speaker":"Annemie Tonken","startTime":881.16,"endTime":885.27,"body":"really good one. I love the you"},{"speaker":"Annemie Tonken","startTime":885.27,"endTime":889.05,"body":"know, how would you describe me"},{"speaker":"Annemie Tonken","startTime":885.27,"endTime":889.05,"body":"to a friend or how would you you"},{"speaker":"Annemie Tonken","startTime":889.05,"endTime":891.03,"body":"know, tell a friend who was"},{"speaker":"Annemie Tonken","startTime":889.05,"endTime":891.03,"body":"considering hiring a"},{"speaker":"Annemie Tonken","startTime":891.03,"endTime":894.33,"body":"photographer you know about my"},{"speaker":"Annemie Tonken","startTime":891.03,"endTime":894.33,"body":"business and then being like,"},{"speaker":"Annemie Tonken","startTime":894.33,"endTime":898.26,"body":"great. Can you take that and put"},{"speaker":"Annemie Tonken","startTime":894.33,"endTime":898.26,"body":"that in a Google reveal? Yeah,"},{"speaker":"Annemie Tonken","startTime":899.19,"endTime":905.28,"body":"that is a As a good pro tip,"},{"speaker":"Annemie Tonken","startTime":899.19,"endTime":905.28,"body":"that's excellent. So, any other"},{"speaker":"Annemie Tonken","startTime":905.31,"endTime":908.76,"body":"star superstar questions that"},{"speaker":"Annemie Tonken","startTime":905.31,"endTime":908.76,"body":"you always want to ask?"},{"speaker":"Heidi Thompson","startTime":908.97,"endTime":912.96,"body":"Yeah, I think"},{"speaker":"Heidi Thompson","startTime":908.97,"endTime":912.96,"body":"actually my favorite is that how"},{"speaker":"Heidi Thompson","startTime":912.96,"endTime":916.2,"body":"like, what would you say if one"},{"speaker":"Heidi Thompson","startTime":912.96,"endTime":916.2,"body":"of your friends was, you know,"},{"speaker":"Heidi Thompson","startTime":916.23,"endTime":918.72,"body":"getting married needed"},{"speaker":"Heidi Thompson","startTime":916.23,"endTime":918.72,"body":"photographer? What would you say"},{"speaker":"Heidi Thompson","startTime":918.72,"endTime":921.93,"body":"about me because it allows you"},{"speaker":"Heidi Thompson","startTime":918.72,"endTime":921.93,"body":"to be a fly on the wall. And I"},{"speaker":"Heidi Thompson","startTime":921.93,"endTime":926.43,"body":"think anytime you can ask people"},{"speaker":"Heidi Thompson","startTime":921.93,"endTime":926.43,"body":"something that allows them to"},{"speaker":"Heidi Thompson","startTime":926.46,"endTime":930.33,"body":"not be like the target of the"},{"speaker":"Heidi Thompson","startTime":926.46,"endTime":930.33,"body":"question like, how would you"},{"speaker":"Heidi Thompson","startTime":930.33,"endTime":933.9,"body":"describe me? Like, that's kind"},{"speaker":"Heidi Thompson","startTime":930.33,"endTime":933.9,"body":"of intense. But anytime you can"},{"speaker":"Heidi Thompson","startTime":933.9,"endTime":938.88,"body":"give people like, if you were"},{"speaker":"Heidi Thompson","startTime":933.9,"endTime":938.88,"body":"referring me, you know, even in"},{"speaker":"Heidi Thompson","startTime":938.88,"endTime":942.78,"body":"the situation, like I said, How"},{"speaker":"Heidi Thompson","startTime":938.88,"endTime":942.78,"body":"would a friend describe you and"},{"speaker":"Heidi Thompson","startTime":942.78,"endTime":946.17,"body":"your partner? How would a friend"},{"speaker":"Heidi Thompson","startTime":942.78,"endTime":946.17,"body":"describe you and your"},{"speaker":"Heidi Thompson","startTime":946.17,"endTime":952.11,"body":"personality? I think a lot of"},{"speaker":"Heidi Thompson","startTime":946.17,"endTime":952.11,"body":"people neglect to ask, where did"},{"speaker":"Heidi Thompson","startTime":952.11,"endTime":956.49,"body":"you look when you were looking?"},{"speaker":"Heidi Thompson","startTime":952.11,"endTime":956.49,"body":"Not just Where did you find me?"},{"speaker":"Heidi Thompson","startTime":956.91,"endTime":961.38,"body":"But where did you even research"},{"speaker":"Heidi Thompson","startTime":956.91,"endTime":961.38,"body":"like our wedding blogs? On Your"},{"speaker":"Heidi Thompson","startTime":961.38,"endTime":965.46,"body":"Radar? Did you go to like"},{"speaker":"Heidi Thompson","startTime":961.38,"endTime":965.46,"body":"directories like Wedding Wire"},{"speaker":"Heidi Thompson","startTime":965.49,"endTime":969.33,"body":"wedding pro anything like that?"},{"speaker":"Heidi Thompson","startTime":965.49,"endTime":969.33,"body":"Or are they saying like, No, I"},{"speaker":"Heidi Thompson","startTime":969.33,"endTime":973.56,"body":"asked my friend, and then I came"},{"speaker":"Heidi Thompson","startTime":969.33,"endTime":973.56,"body":"to your website, or I saw you on"},{"speaker":"Heidi Thompson","startTime":973.56,"endTime":976.65,"body":"Instagram, and I started"},{"speaker":"Heidi Thompson","startTime":973.56,"endTime":976.65,"body":"following you. And then I came"},{"speaker":"Heidi Thompson","startTime":976.65,"endTime":980.4,"body":"to your website, people will"},{"speaker":"Heidi Thompson","startTime":976.65,"endTime":980.4,"body":"tell you how to reach them. And"},{"speaker":"Heidi Thompson","startTime":980.43,"endTime":983.49,"body":"it makes it so much easier to"},{"speaker":"Heidi Thompson","startTime":980.43,"endTime":983.49,"body":"make marketing decisions,"},{"speaker":"Heidi Thompson","startTime":983.49,"endTime":987.57,"body":"because now it's not it's not an"},{"speaker":"Heidi Thompson","startTime":983.49,"endTime":987.57,"body":"emotional decision. It's not do"},{"speaker":"Heidi Thompson","startTime":987.57,"endTime":990.03,"body":"I spend this money on"},{"speaker":"Heidi Thompson","startTime":987.57,"endTime":990.03,"body":"advertising in this place? Or do"},{"speaker":"Heidi Thompson","startTime":990.03,"endTime":994.23,"body":"I not? It's Has anybody ever"},{"speaker":"Heidi Thompson","startTime":990.03,"endTime":994.23,"body":"told me that they've used that"},{"speaker":"Heidi Thompson","startTime":994.23,"endTime":997.77,"body":"particular platform? If not,"},{"speaker":"Heidi Thompson","startTime":994.23,"endTime":997.77,"body":"well, the answer is made for"},{"speaker":"Heidi Thompson","startTime":997.77,"endTime":1002.42,"body":"you. Right? If they do use that"},{"speaker":"Heidi Thompson","startTime":997.77,"endTime":1002.42,"body":"great, maybe double down on"},{"speaker":"Heidi Thompson","startTime":1002.42,"endTime":1005.39,"body":"that, yeah, I think that's"},{"speaker":"Heidi Thompson","startTime":1002.42,"endTime":1005.39,"body":"something that really helps to"},{"speaker":"Heidi Thompson","startTime":1005.42,"endTime":1009.74,"body":"get rid of the stuff that just"},{"speaker":"Heidi Thompson","startTime":1005.42,"endTime":1009.74,"body":"doesn't work. And really double"},{"speaker":"Heidi Thompson","startTime":1009.74,"endTime":1012.23,"body":"down on the things that work for"},{"speaker":"Heidi Thompson","startTime":1009.74,"endTime":1012.23,"body":"you."},{"speaker":"Annemie Tonken","startTime":1012.26,"endTime":1015.44,"body":"Yeah, that's"},{"speaker":"Annemie Tonken","startTime":1012.26,"endTime":1015.44,"body":"super smart. So these are all"},{"speaker":"Annemie Tonken","startTime":1015.47,"endTime":1018.02,"body":"really great questions. And what"},{"speaker":"Annemie Tonken","startTime":1015.47,"endTime":1018.02,"body":"I love about what you're doing"},{"speaker":"Annemie Tonken","startTime":1018.02,"endTime":1021.5,"body":"here is like they're not maybe"},{"speaker":"Annemie Tonken","startTime":1018.02,"endTime":1021.5,"body":"the questions on on a"},{"speaker":"Annemie Tonken","startTime":1021.5,"endTime":1025.49,"body":"superficial level, seem kind of"},{"speaker":"Annemie Tonken","startTime":1021.5,"endTime":1025.49,"body":"like, yeah, sure, that makes"},{"speaker":"Annemie Tonken","startTime":1025.49,"endTime":1028.4,"body":"sense. But the way that you're"},{"speaker":"Annemie Tonken","startTime":1025.49,"endTime":1028.4,"body":"asking these, like, the little"},{"speaker":"Annemie Tonken","startTime":1028.4,"endTime":1031.37,"body":"twists that you're putting out,"},{"speaker":"Annemie Tonken","startTime":1028.4,"endTime":1031.37,"body":"I think that's so so valuable."},{"speaker":"Annemie Tonken","startTime":1031.4,"endTime":1035.63,"body":"Um, so then my next big question"},{"speaker":"Annemie Tonken","startTime":1031.4,"endTime":1035.63,"body":"is somebody's like, okay, great."},{"speaker":"Annemie Tonken","startTime":1035.66,"endTime":1038.09,"body":"I'm gonna ask, you know, I'm"},{"speaker":"Annemie Tonken","startTime":1035.66,"endTime":1038.09,"body":"going to call up my favorite"},{"speaker":"Annemie Tonken","startTime":1038.09,"endTime":1042.29,"body":"clients from last year and say,"},{"speaker":"Annemie Tonken","startTime":1038.09,"endTime":1042.29,"body":"I have some questions for you."},{"speaker":"Annemie Tonken","startTime":1042.32,"endTime":1044.93,"body":"How do you recommend people go"},{"speaker":"Annemie Tonken","startTime":1042.32,"endTime":1044.93,"body":"about doing this? Are they"},{"speaker":"Annemie Tonken","startTime":1044.93,"endTime":1048.17,"body":"getting on the phone? Are they"},{"speaker":"Annemie Tonken","startTime":1044.93,"endTime":1048.17,"body":"sitting down on a? Or is it like"},{"speaker":"Annemie Tonken","startTime":1048.17,"endTime":1051.5,"body":"a zoom call? Are they sending"},{"speaker":"Annemie Tonken","startTime":1048.17,"endTime":1051.5,"body":"them a questionnaire, there's a"},{"speaker":"Annemie Tonken","startTime":1051.5,"endTime":1051.77,"body":"lot"},{"speaker":"Heidi Thompson","startTime":1051.77,"endTime":1055.49,"body":"of ways to do"},{"speaker":"Heidi Thompson","startTime":1051.77,"endTime":1055.49,"body":"it. I prefer having a"},{"speaker":"Heidi Thompson","startTime":1055.49,"endTime":1058.82,"body":"conversation with Pete with"},{"speaker":"Heidi Thompson","startTime":1055.49,"endTime":1058.82,"body":"someone you know, like, a zoom"},{"speaker":"Heidi Thompson","startTime":1058.82,"endTime":1062.81,"body":"call, because we don't edit our"},{"speaker":"Heidi Thompson","startTime":1058.82,"endTime":1062.81,"body":"speech as much as we edit our"},{"speaker":"Heidi Thompson","startTime":1062.81,"endTime":1067.1,"body":"writing. Yes. And you get the"},{"speaker":"Heidi Thompson","startTime":1062.81,"endTime":1067.1,"body":"little tangents that people tend"},{"speaker":"Heidi Thompson","startTime":1067.1,"endTime":1070.19,"body":"to go on that can lead you"},{"speaker":"Heidi Thompson","startTime":1067.1,"endTime":1070.19,"body":"somewhere really interesting."},{"speaker":"Heidi Thompson","startTime":1070.73,"endTime":1075.11,"body":"But the way I teach people to"},{"speaker":"Heidi Thompson","startTime":1070.73,"endTime":1075.11,"body":"get people to agree to this is"},{"speaker":"Heidi Thompson","startTime":1075.11,"endTime":1080.09,"body":"to just use straight up genuine"},{"speaker":"Heidi Thompson","startTime":1075.11,"endTime":1080.09,"body":"flattery, like, you and your"},{"speaker":"Heidi Thompson","startTime":1080.09,"endTime":1083.72,"body":"partner, like are my favorite"},{"speaker":"Heidi Thompson","startTime":1080.09,"endTime":1083.72,"body":"people. And if I could clone you"},{"speaker":"Heidi Thompson","startTime":1083.72,"endTime":1085.88,"body":"and work with you over and over"},{"speaker":"Heidi Thompson","startTime":1083.72,"endTime":1085.88,"body":"again, I'd be the happiest"},{"speaker":"Heidi Thompson","startTime":1085.88,"endTime":1089.18,"body":"photographer on Earth, but can't"},{"speaker":"Heidi Thompson","startTime":1085.88,"endTime":1089.18,"body":"do that. So I have to find"},{"speaker":"Heidi Thompson","startTime":1089.18,"endTime":1092.84,"body":"people that are like us. So"},{"speaker":"Heidi Thompson","startTime":1089.18,"endTime":1092.84,"body":"would you mind hopping on like a"},{"speaker":"Heidi Thompson","startTime":1092.84,"endTime":1097.22,"body":"1520 minute zoom call with me."},{"speaker":"Heidi Thompson","startTime":1092.84,"endTime":1097.22,"body":"And then you know, if you"},{"speaker":"Heidi Thompson","startTime":1097.22,"endTime":1101.36,"body":"struggle, getting people onto a"},{"speaker":"Heidi Thompson","startTime":1097.22,"endTime":1101.36,"body":"zoom call, you can step down the"},{"speaker":"Heidi Thompson","startTime":1101.36,"endTime":1104.81,"body":"commitment level a bit, or you"},{"speaker":"Heidi Thompson","startTime":1101.36,"endTime":1104.81,"body":"can step up the incentive, you"},{"speaker":"Heidi Thompson","startTime":1104.81,"endTime":1108.77,"body":"know, you can offer them a gift"},{"speaker":"Heidi Thompson","startTime":1104.81,"endTime":1108.77,"body":"card, you can offer them a"},{"speaker":"Heidi Thompson","startTime":1108.77,"endTime":1113.3,"body":"print, or you can step down the"},{"speaker":"Heidi Thompson","startTime":1108.77,"endTime":1113.3,"body":"commitment level and put it into"},{"speaker":"Heidi Thompson","startTime":1113.36,"endTime":1118.34,"body":"more of a survey format. So I'm"},{"speaker":"Heidi Thompson","startTime":1113.36,"endTime":1118.34,"body":"a fan of trying to get people"},{"speaker":"Heidi Thompson","startTime":1118.34,"endTime":1121.64,"body":"into a conversation. But I"},{"speaker":"Heidi Thompson","startTime":1118.34,"endTime":1121.64,"body":"totally understand that that"},{"speaker":"Heidi Thompson","startTime":1121.64,"endTime":1124.97,"body":"doesn't work for everybody. Not"},{"speaker":"Heidi Thompson","startTime":1121.64,"endTime":1124.97,"body":"everybody has the time not"},{"speaker":"Heidi Thompson","startTime":1124.97,"endTime":1129.23,"body":"everybody wants to make the"},{"speaker":"Heidi Thompson","startTime":1124.97,"endTime":1129.23,"body":"time. And that's okay, we really"},{"speaker":"Heidi Thompson","startTime":1129.23,"endTime":1133.79,"body":"just have to figure out okay,"},{"speaker":"Heidi Thompson","startTime":1129.23,"endTime":1133.79,"body":"can we incentivize it in some"},{"speaker":"Heidi Thompson","startTime":1133.79,"endTime":1136.73,"body":"way? Can we hook them up with"},{"speaker":"Heidi Thompson","startTime":1133.79,"endTime":1136.73,"body":"something to thank them for"},{"speaker":"Heidi Thompson","startTime":1136.73,"endTime":1142.13,"body":"their time? Or can we step down"},{"speaker":"Heidi Thompson","startTime":1136.73,"endTime":1142.13,"body":"the commitment level? So it"},{"speaker":"Heidi Thompson","startTime":1142.13,"endTime":1143.9,"body":"would be you know, if you"},{"speaker":"Heidi Thompson","startTime":1142.13,"endTime":1143.9,"body":"haven't heard back from these"},{"speaker":"Heidi Thompson","startTime":1143.9,"endTime":1148.52,"body":"people, now we send out a survey"},{"speaker":"Heidi Thompson","startTime":1143.9,"endTime":1148.52,"body":"to try to get them to do"},{"speaker":"Heidi Thompson","startTime":1148.52,"endTime":1151.94,"body":"something that isn't as big of a"},{"speaker":"Heidi Thompson","startTime":1148.52,"endTime":1151.94,"body":"commitment as like, you know, a"},{"speaker":"Heidi Thompson","startTime":1151.94,"endTime":1152.84,"body":"full on call."},{"speaker":"Annemie Tonken","startTime":1152.87,"endTime":1157.22,"body":"Yeah. Although I"},{"speaker":"Annemie Tonken","startTime":1152.87,"endTime":1157.22,"body":"am also like a huge proponent of"},{"speaker":"Annemie Tonken","startTime":1157.25,"endTime":1160.43,"body":"connecting with people I talk"},{"speaker":"Annemie Tonken","startTime":1157.25,"endTime":1160.43,"body":"about it a lot on the front end"},{"speaker":"Annemie Tonken","startTime":1160.43,"endTime":1162.83,"body":"when it's like when you're"},{"speaker":"Annemie Tonken","startTime":1160.43,"endTime":1162.83,"body":"actually trying to book someone"},{"speaker":"Annemie Tonken","startTime":1162.86,"endTime":1165.05,"body":"get on the phone with them, get"},{"speaker":"Annemie Tonken","startTime":1162.86,"endTime":1165.05,"body":"on a zoom call with them,"},{"speaker":"Annemie Tonken","startTime":1165.05,"endTime":1168.38,"body":"because I feel like you're able"},{"speaker":"Annemie Tonken","startTime":1165.05,"endTime":1168.38,"body":"to read the conversation, you"},{"speaker":"Annemie Tonken","startTime":1168.38,"endTime":1171.56,"body":"know, read somebody's reactions"},{"speaker":"Annemie Tonken","startTime":1168.38,"endTime":1171.56,"body":"to things, steer it a little bit"},{"speaker":"Annemie Tonken","startTime":1171.56,"endTime":1176.48,"body":"more in a in a more customized"},{"speaker":"Annemie Tonken","startTime":1171.56,"endTime":1176.48,"body":"way. You learn tons of"},{"speaker":"Annemie Tonken","startTime":1176.48,"endTime":1180.17,"body":"information that way as well."},{"speaker":"Annemie Tonken","startTime":1176.48,"endTime":1180.17,"body":"But I love this idea of getting"},{"speaker":"Annemie Tonken","startTime":1180.2,"endTime":1183.65,"body":"on the phone or on a call"},{"speaker":"Annemie Tonken","startTime":1180.2,"endTime":1183.65,"body":"afterward and recording it. I'm"},{"speaker":"Annemie Tonken","startTime":1183.65,"endTime":1188.33,"body":"gonna say like, oh, sure hit"},{"speaker":"Annemie Tonken","startTime":1183.65,"endTime":1188.33,"body":"record. Because even though I"},{"speaker":"Annemie Tonken","startTime":1188.33,"endTime":1192.8,"body":"feel like people are like, well,"},{"speaker":"Annemie Tonken","startTime":1188.33,"endTime":1192.8,"body":"a survey will be easier for"},{"speaker":"Annemie Tonken","startTime":1192.8,"endTime":1195.71,"body":"them. I don't want to ask them"},{"speaker":"Annemie Tonken","startTime":1192.8,"endTime":1195.71,"body":"the favor of getting on the Zoom"},{"speaker":"Annemie Tonken","startTime":1195.71,"endTime":1199.91,"body":"call. But my answer to that is"},{"speaker":"Annemie Tonken","startTime":1195.71,"endTime":1199.91,"body":"actually when you think about"},{"speaker":"Annemie Tonken","startTime":1199.91,"endTime":1203.93,"body":"it. it like having a sit down."},{"speaker":"Annemie Tonken","startTime":1199.91,"endTime":1203.93,"body":"If it's like a multiple choice"},{"speaker":"Annemie Tonken","startTime":1203.93,"endTime":1206.72,"body":"questionnaire, that's one thing"},{"speaker":"Annemie Tonken","startTime":1203.93,"endTime":1206.72,"body":"that takes like 30 seconds. But"},{"speaker":"Annemie Tonken","startTime":1206.72,"endTime":1209.93,"body":"if someone's going to ask me to"},{"speaker":"Annemie Tonken","startTime":1206.72,"endTime":1209.93,"body":"sit down and write about, like,"},{"speaker":"Annemie Tonken","startTime":1209.96,"endTime":1213.05,"body":"How would I describe them?"},{"speaker":"Annemie Tonken","startTime":1209.96,"endTime":1213.05,"body":"That's actually a big time suck"},{"speaker":"Annemie Tonken","startTime":1213.05,"endTime":1215.36,"body":"to your point, people are much"},{"speaker":"Annemie Tonken","startTime":1213.05,"endTime":1215.36,"body":"more like they're much more"},{"speaker":"Annemie Tonken","startTime":1215.36,"endTime":1219.32,"body":"likely to edit and rethink and"},{"speaker":"Annemie Tonken","startTime":1215.36,"endTime":1219.32,"body":"say, Oh, well, did I fill this"},{"speaker":"Annemie Tonken","startTime":1219.32,"endTime":1224.21,"body":"out properly or whatever? If, if"},{"speaker":"Annemie Tonken","startTime":1219.32,"endTime":1224.21,"body":"they're having to, like write it"},{"speaker":"Annemie Tonken","startTime":1224.21,"endTime":1227.36,"body":"down, versus if they're just"},{"speaker":"Annemie Tonken","startTime":1224.21,"endTime":1227.36,"body":"having a 15 minute chat. So"},{"speaker":"Annemie Tonken","startTime":1227.39,"endTime":1229.73,"body":"these are people you know,"},{"speaker":"Annemie Tonken","startTime":1227.39,"endTime":1229.73,"body":"you've worked with them, like"},{"speaker":"Annemie Tonken","startTime":1229.73,"endTime":1231.23,"body":"get on the phone with them. It's"},{"speaker":"Annemie Tonken","startTime":1229.73,"endTime":1231.23,"body":"fun."},{"speaker":"Heidi Thompson","startTime":1231.26,"endTime":1234.26,"body":"And to use, like"},{"speaker":"Heidi Thompson","startTime":1231.26,"endTime":1234.26,"body":"the example of that planner who"},{"speaker":"Heidi Thompson","startTime":1234.26,"endTime":1237.14,"body":"found out her couples were like,"},{"speaker":"Heidi Thompson","startTime":1234.26,"endTime":1237.14,"body":"I want an Indian wedding. But I"},{"speaker":"Heidi Thompson","startTime":1237.14,"endTime":1241.34,"body":"don't want like that in the"},{"speaker":"Heidi Thompson","startTime":1237.14,"endTime":1241.34,"body":"morning. That came from a"},{"speaker":"Heidi Thompson","startTime":1241.34,"endTime":1244.13,"body":"conversation where people were"},{"speaker":"Heidi Thompson","startTime":1241.34,"endTime":1244.13,"body":"like, I don't want it to be like"},{"speaker":"Heidi Thompson","startTime":1244.13,"endTime":1247.79,"body":"my sister's. And you could have"},{"speaker":"Heidi Thompson","startTime":1244.13,"endTime":1247.79,"body":"left it that but then she's"},{"speaker":"Heidi Thompson","startTime":1247.79,"endTime":1250.64,"body":"like, what's wrong with your"},{"speaker":"Heidi Thompson","startTime":1247.79,"endTime":1250.64,"body":"sister's wedding? Like why she"},{"speaker":"Heidi Thompson","startTime":1250.64,"endTime":1253.34,"body":"was? Well, it was like my"},{"speaker":"Heidi Thompson","startTime":1250.64,"endTime":1253.34,"body":"brother's wedding and raisins"},{"speaker":"Heidi Thompson","startTime":1253.34,"endTime":1256.88,"body":"wedding, and then it's like,"},{"speaker":"Heidi Thompson","startTime":1253.34,"endTime":1256.88,"body":"okay, now I see the full scope"},{"speaker":"Heidi Thompson","startTime":1256.88,"endTime":1261.95,"body":"of how you feel. But it's harder"},{"speaker":"Heidi Thompson","startTime":1256.88,"endTime":1261.95,"body":"to do that when it's in writing."},{"speaker":"Heidi Thompson","startTime":1261.98,"endTime":1266.21,"body":"And when it's, you know, we tend"},{"speaker":"Heidi Thompson","startTime":1261.98,"endTime":1266.21,"body":"to like question our writing a"},{"speaker":"Heidi Thompson","startTime":1266.21,"endTime":1270.35,"body":"lot more than we question just"},{"speaker":"Heidi Thompson","startTime":1266.21,"endTime":1270.35,"body":"spitting out random sentences"},{"speaker":"Heidi Thompson","startTime":1270.35,"endTime":1273.53,"body":"and tangents that we tend to go"},{"speaker":"Heidi Thompson","startTime":1270.35,"endTime":1273.53,"body":"on just as part of natural"},{"speaker":"Heidi Thompson","startTime":1273.53,"endTime":1274.28,"body":"language."},{"speaker":"Annemie Tonken","startTime":1274.31,"endTime":1277.88,"body":"That's awesome."},{"speaker":"Annemie Tonken","startTime":1274.31,"endTime":1277.88,"body":"So do you recommend that"},{"speaker":"Annemie Tonken","startTime":1277.88,"endTime":1281.24,"body":"somebody like they're listening"},{"speaker":"Annemie Tonken","startTime":1277.88,"endTime":1281.24,"body":"to this podcast, they're out on"},{"speaker":"Annemie Tonken","startTime":1281.24,"endTime":1284.15,"body":"a walk, they're gonna go back to"},{"speaker":"Annemie Tonken","startTime":1281.24,"endTime":1284.15,"body":"their, you know, home office, or"},{"speaker":"Annemie Tonken","startTime":1284.15,"endTime":1285.98,"body":"wherever they're gonna sit down,"},{"speaker":"Annemie Tonken","startTime":1284.15,"endTime":1285.98,"body":"and they're gonna send out"},{"speaker":"Annemie Tonken","startTime":1285.98,"endTime":1289.07,"body":"these, you know, a whole bunch"},{"speaker":"Annemie Tonken","startTime":1285.98,"endTime":1289.07,"body":"of emails to past clients? Or do"},{"speaker":"Annemie Tonken","startTime":1289.07,"endTime":1292.73,"body":"you generally have people like"},{"speaker":"Annemie Tonken","startTime":1289.07,"endTime":1292.73,"body":"spaced this out where they're"},{"speaker":"Annemie Tonken","startTime":1292.73,"endTime":1295.46,"body":"like doing one every other week,"},{"speaker":"Annemie Tonken","startTime":1292.73,"endTime":1295.46,"body":"and they just put it on their"},{"speaker":"Annemie Tonken","startTime":1295.46,"endTime":1297.71,"body":"calendar as like an ongoing to"},{"speaker":"Annemie Tonken","startTime":1295.46,"endTime":1297.71,"body":"do,"},{"speaker":"Heidi Thompson","startTime":1297.74,"endTime":1300.26,"body":"I'm a badger,"},{"speaker":"Heidi Thompson","startTime":1297.74,"endTime":1300.26,"body":"I'm a big fan of doing a bunch"},{"speaker":"Heidi Thompson","startTime":1300.26,"endTime":1305.39,"body":"of things that are the same, and"},{"speaker":"Heidi Thompson","startTime":1300.26,"endTime":1305.39,"body":"one. And then it's just so much"},{"speaker":"Heidi Thompson","startTime":1305.39,"endTime":1308.63,"body":"easier to manage that way. I"},{"speaker":"Heidi Thompson","startTime":1305.39,"endTime":1308.63,"body":"like to tell people like this is"},{"speaker":"Heidi Thompson","startTime":1308.63,"endTime":1311.84,"body":"something that you do at this"},{"speaker":"Heidi Thompson","startTime":1308.63,"endTime":1311.84,"body":"base level, when you're just"},{"speaker":"Heidi Thompson","startTime":1311.84,"endTime":1316.64,"body":"figuring it out. Once, you might"},{"speaker":"Heidi Thompson","startTime":1311.84,"endTime":1316.64,"body":"do it once a year with a couple"},{"speaker":"Heidi Thompson","startTime":1316.64,"endTime":1320.03,"body":"of people just to like, check"},{"speaker":"Heidi Thompson","startTime":1316.64,"endTime":1320.03,"body":"the pulse, make sure you're"},{"speaker":"Heidi Thompson","startTime":1320.06,"endTime":1323.06,"body":"giving people what they need. Or"},{"speaker":"Heidi Thompson","startTime":1320.06,"endTime":1323.06,"body":"if you're going to offer a new"},{"speaker":"Heidi Thompson","startTime":1323.09,"endTime":1327.02,"body":"product, a new service, making"},{"speaker":"Heidi Thompson","startTime":1323.09,"endTime":1327.02,"body":"sure it's like really aligned. I"},{"speaker":"Heidi Thompson","startTime":1327.02,"endTime":1331.58,"body":"do this whenever I'm just like,"},{"speaker":"Heidi Thompson","startTime":1327.02,"endTime":1331.58,"body":"I don't know what to do here. I"},{"speaker":"Heidi Thompson","startTime":1331.58,"endTime":1334.73,"body":"need to like go check in with"},{"speaker":"Heidi Thompson","startTime":1331.58,"endTime":1334.73,"body":"the people that I'm serving,"},{"speaker":"Heidi Thompson","startTime":1334.73,"endTime":1339.23,"body":"because they will direct me and"},{"speaker":"Heidi Thompson","startTime":1334.73,"endTime":1339.23,"body":"I love any time like we have"},{"speaker":"Heidi Thompson","startTime":1339.23,"endTime":1342.53,"body":"enough decisions to make in"},{"speaker":"Heidi Thompson","startTime":1339.23,"endTime":1342.53,"body":"business anytime someone else"},{"speaker":"Heidi Thompson","startTime":1342.53,"endTime":1346.34,"body":"can direct you anytime data can"},{"speaker":"Heidi Thompson","startTime":1342.53,"endTime":1346.34,"body":"direct your decisions, like just"},{"speaker":"Heidi Thompson","startTime":1346.34,"endTime":1350.45,"body":"let it be easy. Let it just"},{"speaker":"Heidi Thompson","startTime":1346.34,"endTime":1350.45,"body":"guide you in that direction. And"},{"speaker":"Heidi Thompson","startTime":1350.45,"endTime":1354.62,"body":"then you know, once you have"},{"speaker":"Heidi Thompson","startTime":1350.45,"endTime":1354.62,"body":"those conversations, the next"},{"speaker":"Heidi Thompson","startTime":1354.62,"endTime":1358.49,"body":"part is changing what you're"},{"speaker":"Heidi Thompson","startTime":1354.62,"endTime":1358.49,"body":"doing. So going through your"},{"speaker":"Heidi Thompson","startTime":1358.49,"endTime":1362.18,"body":"website, going through your"},{"speaker":"Heidi Thompson","startTime":1358.49,"endTime":1362.18,"body":"marketing, are you using the"},{"speaker":"Heidi Thompson","startTime":1362.18,"endTime":1366.92,"body":"language that they used to"},{"speaker":"Heidi Thompson","startTime":1362.18,"endTime":1366.92,"body":"describe you? Are you using"},{"speaker":"Heidi Thompson","startTime":1367.04,"endTime":1371.15,"body":"images that would appeal to"},{"speaker":"Heidi Thompson","startTime":1367.04,"endTime":1371.15,"body":"them? And what can you change"},{"speaker":"Heidi Thompson","startTime":1371.15,"endTime":1375.17,"body":"and sometimes it's not even"},{"speaker":"Heidi Thompson","startTime":1371.15,"endTime":1375.17,"body":"huge, huge changes. It's just"},{"speaker":"Heidi Thompson","startTime":1375.17,"endTime":1378.53,"body":"the way you're describing"},{"speaker":"Heidi Thompson","startTime":1375.17,"endTime":1378.53,"body":"working with you the way you're"},{"speaker":"Heidi Thompson","startTime":1378.53,"endTime":1383.45,"body":"describing a package. So that"},{"speaker":"Heidi Thompson","startTime":1378.53,"endTime":1383.45,"body":"really connects these are like"},{"speaker":"Heidi Thompson","startTime":1383.48,"endTime":1389.06,"body":"10% changes that make a huge,"},{"speaker":"Heidi Thompson","startTime":1383.48,"endTime":1389.06,"body":"huge difference and just open up"},{"speaker":"Heidi Thompson","startTime":1389.06,"endTime":1392.75,"body":"the floodgates to the exact"},{"speaker":"Heidi Thompson","startTime":1389.06,"endTime":1392.75,"body":"people you want to connect with"},{"speaker":"Heidi Thompson","startTime":1392.75,"endTime":1395.81,"body":"because you've basically, you"},{"speaker":"Heidi Thompson","startTime":1392.75,"endTime":1395.81,"body":"know, become this lighthouse on"},{"speaker":"Heidi Thompson","startTime":1395.81,"endTime":1398.87,"body":"a hill that's like, Hey, if"},{"speaker":"Heidi Thompson","startTime":1395.81,"endTime":1398.87,"body":"you're like this, I'm your"},{"speaker":"Heidi Thompson","startTime":1398.87,"endTime":1402.47,"body":"person, come over here, you"},{"speaker":"Heidi Thompson","startTime":1398.87,"endTime":1402.47,"body":"know, let's work together."},{"speaker":"Heidi Thompson","startTime":1402.74,"endTime":1406.67,"body":"You're going to have the exact"},{"speaker":"Heidi Thompson","startTime":1402.74,"endTime":1406.67,"body":"perfect experience and I just"},{"speaker":"Heidi Thompson","startTime":1406.67,"endTime":1409.97,"body":"had this experience I have a"},{"speaker":"Heidi Thompson","startTime":1406.67,"endTime":1409.97,"body":"branding session coming up with"},{"speaker":"Heidi Thompson","startTime":1409.97,"endTime":1413.96,"body":"a photographer and I was looking"},{"speaker":"Heidi Thompson","startTime":1409.97,"endTime":1413.96,"body":"for photographers forever and I"},{"speaker":"Heidi Thompson","startTime":1413.96,"endTime":1418.82,"body":"wanted someone who works with a"},{"speaker":"Heidi Thompson","startTime":1413.96,"endTime":1418.82,"body":"lot of like bold colors and the"},{"speaker":"Heidi Thompson","startTime":1418.82,"endTime":1423.62,"body":"second I saw her work I was like"},{"speaker":"Heidi Thompson","startTime":1418.82,"endTime":1423.62,"body":"this is exactly what I want I"},{"speaker":"Heidi Thompson","startTime":1423.62,"endTime":1427.7,"body":"will pay you anything like Yeah,"},{"speaker":"Heidi Thompson","startTime":1423.62,"endTime":1427.7,"body":"could I work with someone else"},{"speaker":"Heidi Thompson","startTime":1427.7,"endTime":1430.64,"body":"for cheaper? Yes. Yeah,"},{"speaker":"Annemie Tonken","startTime":1430.67,"endTime":1433.52,"body":"I'm wondering if"},{"speaker":"Annemie Tonken","startTime":1430.67,"endTime":1433.52,"body":"I know who you who you hire."},{"speaker":"Heidi Thompson","startTime":1435.29,"endTime":1437.63,"body":"I'm not going to"},{"speaker":"Heidi Thompson","startTime":1435.29,"endTime":1437.63,"body":"get what I want. Like this is"},{"speaker":"Heidi Thompson","startTime":1437.63,"endTime":1441.35,"body":"what I want. This is the person"},{"speaker":"Heidi Thompson","startTime":1437.63,"endTime":1441.35,"body":"that offers what I want so then"},{"speaker":"Heidi Thompson","startTime":1441.35,"endTime":1445.31,"body":"it puts her in a totally"},{"speaker":"Heidi Thompson","startTime":1441.35,"endTime":1445.31,"body":"different category Yeah, like"},{"speaker":"Heidi Thompson","startTime":1445.34,"endTime":1449.6,"body":"okay, I could get the job done I"},{"speaker":"Heidi Thompson","startTime":1445.34,"endTime":1449.6,"body":"guess or I could do the thing"},{"speaker":"Heidi Thompson","startTime":1449.6,"endTime":1453.41,"body":"that I want and get the result"},{"speaker":"Heidi Thompson","startTime":1449.6,"endTime":1453.41,"body":"that I really really one"},{"speaker":"Annemie Tonken","startTime":1453.44,"endTime":1456.83,"body":"Yeah, for sure."},{"speaker":"Annemie Tonken","startTime":1453.44,"endTime":1456.83,"body":"I feel like it does so much of"},{"speaker":"Annemie Tonken","startTime":1456.83,"endTime":1460.16,"body":"the selling for you if somebody"},{"speaker":"Annemie Tonken","startTime":1456.83,"endTime":1460.16,"body":"comes to the table because they"},{"speaker":"Annemie Tonken","startTime":1460.16,"endTime":1464.69,"body":"want us specifically not because"},{"speaker":"Annemie Tonken","startTime":1460.16,"endTime":1464.69,"body":"their price shopping or looking"},{"speaker":"Annemie Tonken","startTime":1464.69,"endTime":1469.13,"body":"for Yeah, it just narrows it way"},{"speaker":"Annemie Tonken","startTime":1464.69,"endTime":1469.13,"body":"way down makes your selling job"},{"speaker":"Annemie Tonken","startTime":1469.13,"endTime":1469.91,"body":"a lot easier."},{"speaker":"Heidi Thompson","startTime":1470.6,"endTime":1473.15,"body":"Yeah, making"},{"speaker":"Heidi Thompson","startTime":1470.6,"endTime":1473.15,"body":"yourself the go to person for"},{"speaker":"Heidi Thompson","startTime":1473.15,"endTime":1476.81,"body":"somebody does so much for you."},{"speaker":"Annemie Tonken","startTime":1476.84,"endTime":1479.45,"body":"Yeah, that's"},{"speaker":"Annemie Tonken","startTime":1476.84,"endTime":1479.45,"body":"great. And then I imagine"},{"speaker":"Annemie Tonken","startTime":1479.45,"endTime":1483.68,"body":"there's a million ways to slice"},{"speaker":"Annemie Tonken","startTime":1479.45,"endTime":1483.68,"body":"and dice the like goldmine of"},{"speaker":"Annemie Tonken","startTime":1483.68,"endTime":1487.55,"body":"information that you get, not"},{"speaker":"Annemie Tonken","startTime":1483.68,"endTime":1487.55,"body":"just in terms of, you know, your"},{"speaker":"Annemie Tonken","startTime":1487.55,"endTime":1490.67,"body":"website copy and that sort of"},{"speaker":"Annemie Tonken","startTime":1487.55,"endTime":1490.67,"body":"stuff, but like the those turn"},{"speaker":"Annemie Tonken","startTime":1490.67,"endTime":1494.72,"body":"into little testimonials that"},{"speaker":"Annemie Tonken","startTime":1490.67,"endTime":1494.72,"body":"you can pull out and put into"},{"speaker":"Annemie Tonken","startTime":1494.75,"endTime":1498.74,"body":"your social media or, you know,"},{"speaker":"Annemie Tonken","startTime":1494.75,"endTime":1498.74,"body":"people give you permission to"},{"speaker":"Annemie Tonken","startTime":1498.74,"endTime":1502.22,"body":"share little clips From the Zoom"},{"speaker":"Annemie Tonken","startTime":1498.74,"endTime":1502.22,"body":"call itself you know they're"},{"speaker":"Annemie Tonken","startTime":1502.22,"endTime":1506.27,"body":"actually speaking those words"},{"speaker":"Annemie Tonken","startTime":1502.22,"endTime":1506.27,"body":"and that that is a bigger ask"},{"speaker":"Annemie Tonken","startTime":1506.27,"endTime":1509.21,"body":"obviously people get a little"},{"speaker":"Annemie Tonken","startTime":1506.27,"endTime":1509.21,"body":"nervous about being on camera"},{"speaker":"Annemie Tonken","startTime":1509.21,"endTime":1512.78,"body":"but um, but yeah, there's"},{"speaker":"Annemie Tonken","startTime":1509.21,"endTime":1512.78,"body":"there's so much good stuff"},{"speaker":"Annemie Tonken","startTime":1512.78,"endTime":1516.47,"body":"there. Well Heidi This is"},{"speaker":"Annemie Tonken","startTime":1512.78,"endTime":1516.47,"body":"amazing and and I feel like"},{"speaker":"Annemie Tonken","startTime":1516.47,"endTime":1518.69,"body":"we've just scratched the surface"},{"speaker":"Annemie Tonken","startTime":1516.47,"endTime":1518.69,"body":"so we're gonna have to have you"},{"speaker":"Annemie Tonken","startTime":1518.69,"endTime":1522.53,"body":"back on to talk more marketing"},{"speaker":"Annemie Tonken","startTime":1518.69,"endTime":1522.53,"body":"stuff later but in the meantime,"},{"speaker":"Annemie Tonken","startTime":1522.56,"endTime":1524.81,"body":"let everybody know where they"},{"speaker":"Annemie Tonken","startTime":1522.56,"endTime":1524.81,"body":"can find you. Yeah, so"},{"speaker":"Heidi Thompson","startTime":1524.81,"endTime":1527.21,"body":"my home online"},{"speaker":"Heidi Thompson","startTime":1524.81,"endTime":1527.21,"body":"is evolve your wedding"},{"speaker":"Heidi Thompson","startTime":1527.21,"endTime":1531.35,"body":"business.com You can find my"},{"speaker":"Heidi Thompson","startTime":1527.21,"endTime":1531.35,"body":"membership there the wedding"},{"speaker":"Heidi Thompson","startTime":1531.35,"endTime":1535.91,"body":"business collective, my podcast,"},{"speaker":"Heidi Thompson","startTime":1531.35,"endTime":1535.91,"body":"and I'm most active on Instagram"},{"speaker":"Heidi Thompson","startTime":1535.91,"endTime":1539.24,"body":"so you can find me there at"},{"speaker":"Heidi Thompson","startTime":1535.91,"endTime":1539.24,"body":"evolve your wedding business."},{"speaker":"Annemie Tonken","startTime":1539.27,"endTime":1541.55,"body":"I think most of"},{"speaker":"Annemie Tonken","startTime":1539.27,"endTime":1541.55,"body":"the photographers listening are"},{"speaker":"Annemie Tonken","startTime":1541.55,"endTime":1546.56,"body":"probably on Instagram a lot as"},{"speaker":"Annemie Tonken","startTime":1541.55,"endTime":1546.56,"body":"well. That is excellent. Well,"},{"speaker":"Annemie Tonken","startTime":1546.56,"endTime":1549.53,"body":"thank you so much for your time,"},{"speaker":"Annemie Tonken","startTime":1546.56,"endTime":1549.53,"body":"and I will be talking to you"},{"speaker":"Annemie Tonken","startTime":1549.53,"endTime":1550.31,"body":"again soon."},{"speaker":"Heidi Thompson","startTime":1550.34,"endTime":1551.81,"body":"Thank you so"},{"speaker":"Heidi Thompson","startTime":1550.34,"endTime":1551.81,"body":"much for having me."},{"speaker":"Annemie Tonken","startTime":1552.26,"endTime":1554.57,"body":"Well, that's it"},{"speaker":"Annemie Tonken","startTime":1552.26,"endTime":1554.57,"body":"for this week's episode of This"},{"speaker":"Annemie Tonken","startTime":1554.57,"endTime":1558.08,"body":"can't be that hard. I'll be back"},{"speaker":"Annemie Tonken","startTime":1554.57,"endTime":1558.08,"body":"Same time, same place next week."},{"speaker":"Annemie Tonken","startTime":1558.11,"endTime":1560.84,"body":"In the meantime, you can find"},{"speaker":"Annemie Tonken","startTime":1558.11,"endTime":1560.84,"body":"more information about this"},{"speaker":"Annemie Tonken","startTime":1560.84,"endTime":1563.75,"body":"episode, along with all the"},{"speaker":"Annemie Tonken","startTime":1560.84,"endTime":1563.75,"body":"relevant links, notes and"},{"speaker":"Annemie Tonken","startTime":1563.75,"endTime":1568.01,"body":"downloads at this can't be that"},{"speaker":"Annemie Tonken","startTime":1563.75,"endTime":1568.01,"body":"hard.com/learn If you liked the"},{"speaker":"Annemie Tonken","startTime":1568.01,"endTime":1571.37,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":1568.01,"endTime":1571.37,"body":"subscribe button. Even better"},{"speaker":"Annemie Tonken","startTime":1571.4,"endTime":1574.97,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":1571.4,"endTime":1574.97,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":1575.0,"endTime":1578.12,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":1575.0,"endTime":1578.12,"body":"hope you have a fantastic"},{"speaker":"Unknown","startTime":1578.12,"endTime":1578.39,"body":"week."}]}