{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.45,"endTime":3.87,"body":"A lot of you"},{"speaker":"Annemie Tonken","startTime":0.45,"endTime":3.87,"body":"know that I am the parent of two"},{"speaker":"Annemie Tonken","startTime":3.9,"endTime":8.46,"body":"teenagers, well, one teenager"},{"speaker":"Annemie Tonken","startTime":3.9,"endTime":8.46,"body":"officially and one who is 12"},{"speaker":"Annemie Tonken","startTime":8.46,"endTime":13.74,"body":"going on 16. And so as I'm sure"},{"speaker":"Annemie Tonken","startTime":8.46,"endTime":13.74,"body":"you can probably imagine, I hear"},{"speaker":"Annemie Tonken","startTime":13.74,"endTime":17.97,"body":"a lot of complaints around the"},{"speaker":"Annemie Tonken","startTime":13.74,"endTime":17.97,"body":"house about how unfair it is"},{"speaker":"Annemie Tonken","startTime":18.0,"endTime":21.33,"body":"that they don't get to make all"},{"speaker":"Annemie Tonken","startTime":18.0,"endTime":21.33,"body":"the decisions that they want to"},{"speaker":"Annemie Tonken","startTime":21.33,"endTime":24.99,"body":"make for themselves write things"},{"speaker":"Annemie Tonken","startTime":21.33,"endTime":24.99,"body":"like exactly when to go to bed,"},{"speaker":"Annemie Tonken","startTime":24.99,"endTime":29.07,"body":"when to get up what they get to"},{"speaker":"Annemie Tonken","startTime":24.99,"endTime":29.07,"body":"watch on TV, how much time they"},{"speaker":"Annemie Tonken","startTime":29.07,"endTime":31.92,"body":"get to spend on screens, in"},{"speaker":"Annemie Tonken","startTime":29.07,"endTime":31.92,"body":"general, why they can't have ice"},{"speaker":"Annemie Tonken","startTime":31.92,"endTime":36.75,"body":"cream for dinner, I am not a"},{"speaker":"Annemie Tonken","startTime":31.92,"endTime":36.75,"body":"super micromanaging kind of a"},{"speaker":"Annemie Tonken","startTime":36.75,"endTime":41.49,"body":"mom, but I am definitely one who"},{"speaker":"Annemie Tonken","startTime":36.75,"endTime":41.49,"body":"has some rules, expectations,"},{"speaker":"Annemie Tonken","startTime":41.49,"endTime":45.54,"body":"whatever you want to call them."},{"speaker":"Annemie Tonken","startTime":41.49,"endTime":45.54,"body":"And I hear all the time about"},{"speaker":"Annemie Tonken","startTime":45.54,"endTime":49.62,"body":"how different my kids lives are"},{"speaker":"Annemie Tonken","startTime":45.54,"endTime":49.62,"body":"going to be in the future when"},{"speaker":"Annemie Tonken","startTime":49.62,"endTime":52.71,"body":"they are in charge. And in the"},{"speaker":"Annemie Tonken","startTime":49.62,"endTime":52.71,"body":"meantime, I just tell them,"},{"speaker":"Annemie Tonken","startTime":52.74,"endTime":56.79,"body":"Well, I'm giving you the best"},{"speaker":"Annemie Tonken","startTime":52.74,"endTime":56.79,"body":"strategies that I know on how to"},{"speaker":"Annemie Tonken","startTime":56.79,"endTime":61.65,"body":"stay safe, healthy, and ready to"},{"speaker":"Annemie Tonken","startTime":56.79,"endTime":61.65,"body":"face all the opportunities and"},{"speaker":"Annemie Tonken","startTime":61.65,"endTime":64.26,"body":"challenges that life is"},{"speaker":"Annemie Tonken","startTime":61.65,"endTime":64.26,"body":"inevitably going to throw your"},{"speaker":"Annemie Tonken","startTime":64.26,"endTime":67.83,"body":"way because that's my job as"},{"speaker":"Annemie Tonken","startTime":64.26,"endTime":67.83,"body":"your mom. And I know that my"},{"speaker":"Annemie Tonken","startTime":67.83,"endTime":72.36,"body":"kids wouldn't believe this. But"},{"speaker":"Annemie Tonken","startTime":67.83,"endTime":72.36,"body":"the truth is, you know, this is"},{"speaker":"Annemie Tonken","startTime":72.45,"endTime":76.77,"body":"hilariously familiar to me, just"},{"speaker":"Annemie Tonken","startTime":72.45,"endTime":76.77,"body":"from the other side of the"},{"speaker":"Annemie Tonken","startTime":76.77,"endTime":80.25,"body":"parenting fence, right? My"},{"speaker":"Annemie Tonken","startTime":76.77,"endTime":80.25,"body":"experience when I was a"},{"speaker":"Annemie Tonken","startTime":80.25,"endTime":83.61,"body":"teenager, really wasn't all that"},{"speaker":"Annemie Tonken","startTime":80.25,"endTime":83.61,"body":"different from theirs. My"},{"speaker":"Annemie Tonken","startTime":83.61,"endTime":86.37,"body":"parents and I had pretty"},{"speaker":"Annemie Tonken","startTime":83.61,"endTime":86.37,"body":"different ideas about how things"},{"speaker":"Annemie Tonken","startTime":86.37,"endTime":90.21,"body":"should work. But while I lived"},{"speaker":"Annemie Tonken","startTime":86.37,"endTime":90.21,"body":"at home, my parents tried their"},{"speaker":"Annemie Tonken","startTime":90.21,"endTime":93.9,"body":"best to help me make good"},{"speaker":"Annemie Tonken","startTime":90.21,"endTime":93.9,"body":"decisions. Sometimes they did"},{"speaker":"Annemie Tonken","startTime":93.9,"endTime":97.59,"body":"that just by example. Other"},{"speaker":"Annemie Tonken","startTime":93.9,"endTime":97.59,"body":"times it was, you know, they"},{"speaker":"Annemie Tonken","startTime":97.59,"endTime":100.35,"body":"laid down the law, this is how"},{"speaker":"Annemie Tonken","startTime":97.59,"endTime":100.35,"body":"you're going to do things. And I"},{"speaker":"Annemie Tonken","startTime":100.35,"endTime":103.89,"body":"remember a conversation that I"},{"speaker":"Annemie Tonken","startTime":100.35,"endTime":103.89,"body":"had with my mom shortly before I"},{"speaker":"Annemie Tonken","startTime":103.89,"endTime":107.97,"body":"left for college. And you know,"},{"speaker":"Annemie Tonken","startTime":103.89,"endTime":107.97,"body":"this was probably me telling her"},{"speaker":"Annemie Tonken","startTime":107.97,"endTime":111.27,"body":"how I can't wait to leave. I'm"},{"speaker":"Annemie Tonken","startTime":107.97,"endTime":111.27,"body":"gonna live by my own rules. And"},{"speaker":"Annemie Tonken","startTime":111.27,"endTime":114.39,"body":"she probably said something"},{"speaker":"Annemie Tonken","startTime":111.27,"endTime":114.39,"body":"along the lines of like, okay,"},{"speaker":"Annemie Tonken","startTime":114.39,"endTime":117.21,"body":"fine, you'll see you'll do"},{"speaker":"Annemie Tonken","startTime":114.39,"endTime":117.21,"body":"things differently for a while."},{"speaker":"Annemie Tonken","startTime":117.21,"endTime":121.95,"body":"But ultimately, you'll see why"},{"speaker":"Annemie Tonken","startTime":117.21,"endTime":121.95,"body":"we put these rules in place. And"},{"speaker":"Annemie Tonken","startTime":121.98,"endTime":126.54,"body":"she was right, you know, I"},{"speaker":"Annemie Tonken","startTime":121.98,"endTime":126.54,"body":"totally can understand, in"},{"speaker":"Annemie Tonken","startTime":126.54,"endTime":130.74,"body":"retrospect, why they put all the"},{"speaker":"Annemie Tonken","startTime":126.54,"endTime":130.74,"body":"rules in place that they did,"},{"speaker":"Annemie Tonken","startTime":130.74,"endTime":134.19,"body":"why they made the suggestions"},{"speaker":"Annemie Tonken","startTime":130.74,"endTime":134.19,"body":"that they did. And even though"},{"speaker":"Annemie Tonken","startTime":134.22,"endTime":137.52,"body":"as an adult, I haven't come"},{"speaker":"Annemie Tonken","startTime":134.22,"endTime":137.52,"body":"completely around on everything."},{"speaker":"Annemie Tonken","startTime":137.52,"endTime":140.67,"body":"I mean, I am not my parents, I"},{"speaker":"Annemie Tonken","startTime":137.52,"endTime":140.67,"body":"live my life a bit differently"},{"speaker":"Annemie Tonken","startTime":140.67,"endTime":143.46,"body":"from the way that they live"},{"speaker":"Annemie Tonken","startTime":140.67,"endTime":143.46,"body":"their lives, but many of their"},{"speaker":"Annemie Tonken","startTime":143.46,"endTime":147.03,"body":"lessons have come through. And"},{"speaker":"Annemie Tonken","startTime":143.46,"endTime":147.03,"body":"now many of them many of these"},{"speaker":"Annemie Tonken","startTime":147.03,"endTime":150.87,"body":"rules are being kind of passed"},{"speaker":"Annemie Tonken","startTime":147.03,"endTime":150.87,"body":"on in a modified version for my"},{"speaker":"Annemie Tonken","startTime":150.87,"endTime":155.58,"body":"kids, right. On the other hand,"},{"speaker":"Annemie Tonken","startTime":150.87,"endTime":155.58,"body":"there are parts of my life in"},{"speaker":"Annemie Tonken","startTime":155.58,"endTime":159.36,"body":"which I do operate differently"},{"speaker":"Annemie Tonken","startTime":155.58,"endTime":159.36,"body":"from my parents. And so I"},{"speaker":"Annemie Tonken","startTime":159.36,"endTime":162.99,"body":"imagine that when my kids are"},{"speaker":"Annemie Tonken","startTime":159.36,"endTime":162.99,"body":"fully grown, and they're living"},{"speaker":"Annemie Tonken","startTime":162.99,"endTime":167.04,"body":"their adult lives, they're not"},{"speaker":"Annemie Tonken","startTime":162.99,"endTime":167.04,"body":"going to do things exactly the"},{"speaker":"Annemie Tonken","startTime":167.04,"endTime":171.24,"body":"same way that I do them either."},{"speaker":"Annemie Tonken","startTime":167.04,"endTime":171.24,"body":"And honestly, as long as that"},{"speaker":"Annemie Tonken","startTime":171.24,"endTime":177.24,"body":"works for them, it's 100%. Okay,"},{"speaker":"Annemie Tonken","startTime":171.24,"endTime":177.24,"body":"by me, my parents, and I get"},{"speaker":"Annemie Tonken","startTime":177.24,"endTime":181.62,"body":"along great. They see my life"},{"speaker":"Annemie Tonken","startTime":177.24,"endTime":181.62,"body":"and are very proud, even if all"},{"speaker":"Annemie Tonken","startTime":181.62,"endTime":184.5,"body":"of the decisions that I make"},{"speaker":"Annemie Tonken","startTime":181.62,"endTime":184.5,"body":"aren't exactly the way that they"},{"speaker":"Annemie Tonken","startTime":184.5,"endTime":187.35,"body":"would live their lives. We're"},{"speaker":"Annemie Tonken","startTime":184.5,"endTime":187.35,"body":"not creating clones, right? We"},{"speaker":"Annemie Tonken","startTime":187.35,"endTime":193.29,"body":"are creating humans who are able"},{"speaker":"Annemie Tonken","startTime":187.35,"endTime":193.29,"body":"to live and work and succeed in"},{"speaker":"Annemie Tonken","startTime":193.29,"endTime":198.0,"body":"the world of their own volition."},{"speaker":"Annemie Tonken","startTime":193.29,"endTime":198.0,"body":"So I was thinking about this"},{"speaker":"Annemie Tonken","startTime":198.03,"endTime":202.32,"body":"cycle. The other day, after"},{"speaker":"Annemie Tonken","startTime":198.03,"endTime":202.32,"body":"spending some time chatting with"},{"speaker":"Annemie Tonken","startTime":202.32,"endTime":206.49,"body":"some of my students who are in a"},{"speaker":"Annemie Tonken","startTime":202.32,"endTime":206.49,"body":"simple sales blueprint. It is"},{"speaker":"Annemie Tonken","startTime":206.49,"endTime":210.57,"body":"not uncommon for people who are"},{"speaker":"Annemie Tonken","startTime":206.49,"endTime":210.57,"body":"new to simple sales to have lots"},{"speaker":"Annemie Tonken","startTime":210.57,"endTime":215.85,"body":"of questions about the structure"},{"speaker":"Annemie Tonken","startTime":210.57,"endTime":215.85,"body":"of the system, and specifically,"},{"speaker":"Annemie Tonken","startTime":215.85,"endTime":218.94,"body":"whether it's going to be okay,"},{"speaker":"Annemie Tonken","startTime":215.85,"endTime":218.94,"body":"if they change this thing, or"},{"speaker":"Annemie Tonken","startTime":218.94,"endTime":222.96,"body":"tweak this step, in order to"},{"speaker":"Annemie Tonken","startTime":218.94,"endTime":222.96,"body":"better align with their own"},{"speaker":"Annemie Tonken","startTime":222.96,"endTime":227.58,"body":"preferences, or their perceived"},{"speaker":"Annemie Tonken","startTime":222.96,"endTime":227.58,"body":"client preferences. And that's"},{"speaker":"Annemie Tonken","startTime":227.58,"endTime":231.69,"body":"always kind of a weird position"},{"speaker":"Annemie Tonken","startTime":227.58,"endTime":231.69,"body":"for me, right? On the one hand,"},{"speaker":"Annemie Tonken","startTime":231.81,"endTime":236.25,"body":"I know what has worked well for"},{"speaker":"Annemie Tonken","startTime":231.81,"endTime":236.25,"body":"me, I know what I've seen work"},{"speaker":"Annemie Tonken","startTime":236.25,"endTime":240.51,"body":"for other students, I know what"},{"speaker":"Annemie Tonken","startTime":236.25,"endTime":240.51,"body":"I've seen not work so well for"},{"speaker":"Annemie Tonken","startTime":240.51,"endTime":245.88,"body":"people. But on the other hand,"},{"speaker":"Annemie Tonken","startTime":240.51,"endTime":245.88,"body":"I'm not my students, mom, right."},{"speaker":"Annemie Tonken","startTime":246.6,"endTime":250.62,"body":"I'm not here to lay down the"},{"speaker":"Annemie Tonken","startTime":246.6,"endTime":250.62,"body":"law. Nor do I think that my"},{"speaker":"Annemie Tonken","startTime":250.62,"endTime":254.4,"body":"system is perfect or perfect for"},{"speaker":"Annemie Tonken","startTime":250.62,"endTime":254.4,"body":"everyone. I think that there are"},{"speaker":"Annemie Tonken","startTime":254.4,"endTime":259.35,"body":"some tweaks that can be made you"},{"speaker":"Annemie Tonken","startTime":254.4,"endTime":259.35,"body":"who are listening to this show,"},{"speaker":"Annemie Tonken","startTime":259.35,"endTime":262.35,"body":"you are an independent, you"},{"speaker":"Annemie Tonken","startTime":259.35,"endTime":262.35,"body":"know, entrepreneur,"},{"speaker":"Annemie Tonken","startTime":262.38,"endTime":264.72,"body":"photographer, professional,"},{"speaker":"Annemie Tonken","startTime":262.38,"endTime":264.72,"body":"whatever you want to call it,"},{"speaker":"Annemie Tonken","startTime":265.08,"endTime":270.21,"body":"and you are welcome to make"},{"speaker":"Annemie Tonken","startTime":265.08,"endTime":270.21,"body":"whatever choices and changes in"},{"speaker":"Annemie Tonken","startTime":270.21,"endTime":273.24,"body":"your business that you like"},{"speaker":"Annemie Tonken","startTime":270.21,"endTime":273.24,"body":"whether that's to completely"},{"speaker":"Annemie Tonken","startTime":273.24,"endTime":278.01,"body":"skip over the system that I"},{"speaker":"Annemie Tonken","startTime":273.24,"endTime":278.01,"body":"teach altogether, totally fine,"},{"speaker":"Annemie Tonken","startTime":278.19,"endTime":282.72,"body":"or whether you know you want to"},{"speaker":"Annemie Tonken","startTime":278.19,"endTime":282.72,"body":"adopt that in your business and"},{"speaker":"Annemie Tonken","startTime":282.87,"endTime":286.2,"body":"do every step exactly the way"},{"speaker":"Annemie Tonken","startTime":282.87,"endTime":286.2,"body":"that I say you should do it or"},{"speaker":"Annemie Tonken","startTime":286.2,"endTime":289.56,"body":"change things up. I mean, all of"},{"speaker":"Annemie Tonken","startTime":286.2,"endTime":289.56,"body":"those are absolutely You're"},{"speaker":"Annemie Tonken","startTime":289.56,"endTime":294.03,"body":"right. And not only do I want"},{"speaker":"Annemie Tonken","startTime":289.56,"endTime":294.03,"body":"you to feel free to do that, I"},{"speaker":"Annemie Tonken","startTime":294.03,"endTime":297.72,"body":"want you to succeed even if"},{"speaker":"Annemie Tonken","startTime":294.03,"endTime":297.72,"body":"you're changing things up, but I"},{"speaker":"Annemie Tonken","startTime":297.72,"endTime":309.36,"body":"will say that I do know that"},{"speaker":"Annemie Tonken","startTime":297.72,"endTime":309.36,"body":"many of the changes that people"},{"speaker":"Annemie Tonken","startTime":309.36,"endTime":311.64,"body":"make or want to make in the"},{"speaker":"Annemie Tonken","startTime":309.36,"endTime":311.64,"body":"simple sales system in"},{"speaker":"Annemie Tonken","startTime":311.67,"endTime":316.41,"body":"particular do have the tendency"},{"speaker":"Annemie Tonken","startTime":311.67,"endTime":316.41,"body":"to change the results of the"},{"speaker":"Annemie Tonken","startTime":316.47,"endTime":321.0,"body":"system right? Sometimes for"},{"speaker":"Annemie Tonken","startTime":316.47,"endTime":321.0,"body":"better, but often for worse. And"},{"speaker":"Annemie Tonken","startTime":321.03,"endTime":323.19,"body":"so today I want to discuss three"},{"speaker":"Annemie Tonken","startTime":321.03,"endTime":323.19,"body":"things that many simple Sales"},{"speaker":"Annemie Tonken","startTime":323.19,"endTime":324.33,"body":"Users say that they want to"},{"speaker":"Annemie Tonken","startTime":323.19,"endTime":324.33,"body":"change about the simple sales"},{"speaker":"Annemie Tonken","startTime":324.33,"endTime":327.75,"body":"process, and how I've seen those"},{"speaker":"Annemie Tonken","startTime":324.33,"endTime":327.75,"body":"changes play out."},{"speaker":"Annemie Tonken","startTime":328.86,"endTime":332.49,"body":"Welcome to this can't be that"},{"speaker":"Annemie Tonken","startTime":328.86,"endTime":332.49,"body":"hard. My name is Annemie Tonken."},{"speaker":"Annemie Tonken","startTime":332.49,"endTime":335.46,"body":"And I help photographers run"},{"speaker":"Annemie Tonken","startTime":332.49,"endTime":335.46,"body":"profitable, sustainable"},{"speaker":"Annemie Tonken","startTime":335.46,"endTime":339.63,"body":"businesses that they love. Each"},{"speaker":"Annemie Tonken","startTime":335.46,"endTime":339.63,"body":"week on the podcast, I cover"},{"speaker":"Annemie Tonken","startTime":339.63,"endTime":343.38,"body":"simple, actionable strategies"},{"speaker":"Annemie Tonken","startTime":339.63,"endTime":343.38,"body":"and systems that photographers"},{"speaker":"Annemie Tonken","startTime":343.38,"endTime":347.16,"body":"at every level of experience can"},{"speaker":"Annemie Tonken","startTime":343.38,"endTime":347.16,"body":"use to earn more money in a more"},{"speaker":"Annemie Tonken","startTime":347.16,"endTime":350.85,"body":"sustainable way. Running a"},{"speaker":"Annemie Tonken","startTime":347.16,"endTime":350.85,"body":"photography business doesn't"},{"speaker":"Annemie Tonken","startTime":350.85,"endTime":354.63,"body":"have to be that hard, you can do"},{"speaker":"Annemie Tonken","startTime":350.85,"endTime":354.63,"body":"it. And I can show you how."},{"speaker":"Annemie Tonken","startTime":358.53,"endTime":362.97,"body":"So before we dive into these"},{"speaker":"Annemie Tonken","startTime":358.53,"endTime":362.97,"body":"changes, I just want to put out"},{"speaker":"Annemie Tonken","startTime":362.97,"endTime":366.87,"body":"there that obviously, if you are"},{"speaker":"Annemie Tonken","startTime":362.97,"endTime":366.87,"body":"new to this podcast, or you"},{"speaker":"Annemie Tonken","startTime":366.87,"endTime":370.74,"body":"happen to never have taken my"},{"speaker":"Annemie Tonken","startTime":366.87,"endTime":370.74,"body":"masterclass on the simple sales"},{"speaker":"Annemie Tonken","startTime":370.74,"endTime":374.61,"body":"system, I'm not going to go into"},{"speaker":"Annemie Tonken","startTime":370.74,"endTime":374.61,"body":"all of the steps here, it's"},{"speaker":"Annemie Tonken","startTime":374.64,"endTime":379.17,"body":"makes for a long podcast episode"},{"speaker":"Annemie Tonken","startTime":374.64,"endTime":379.17,"body":"and all of that information is"},{"speaker":"Annemie Tonken","startTime":379.17,"endTime":382.89,"body":"available for free. In the"},{"speaker":"Annemie Tonken","startTime":379.17,"endTime":382.89,"body":"simple sales masterclass that I"},{"speaker":"Annemie Tonken","startTime":382.89,"endTime":387.27,"body":"offer, you can find that at this"},{"speaker":"Annemie Tonken","startTime":382.89,"endTime":387.27,"body":"can't be that hard.com/simple."},{"speaker":"Annemie Tonken","startTime":387.57,"endTime":390.96,"body":"And if you aren't familiar with"},{"speaker":"Annemie Tonken","startTime":387.57,"endTime":390.96,"body":"the process, it may be good to"},{"speaker":"Annemie Tonken","startTime":390.96,"endTime":394.41,"body":"actually do that before you come"},{"speaker":"Annemie Tonken","startTime":390.96,"endTime":394.41,"body":"and listen to this conversation"},{"speaker":"Annemie Tonken","startTime":394.41,"endTime":397.74,"body":"about tweaks. Because if you"},{"speaker":"Annemie Tonken","startTime":394.41,"endTime":397.74,"body":"aren't familiar with the system,"},{"speaker":"Annemie Tonken","startTime":397.74,"endTime":401.58,"body":"as it is sort of taught, it"},{"speaker":"Annemie Tonken","startTime":397.74,"endTime":401.58,"body":"might be confusing to try and"},{"speaker":"Annemie Tonken","startTime":401.58,"endTime":405.15,"body":"jump into changing it right"},{"speaker":"Annemie Tonken","startTime":401.58,"endTime":405.15,"body":"away. So again, that is at this"},{"speaker":"Annemie Tonken","startTime":405.15,"endTime":409.02,"body":"can't be that hard.com/simple, I"},{"speaker":"Annemie Tonken","startTime":405.15,"endTime":409.02,"body":"will link it in the show notes."},{"speaker":"Annemie Tonken","startTime":409.08,"endTime":412.26,"body":"And it's good for you. Again,"},{"speaker":"Annemie Tonken","startTime":409.08,"endTime":412.26,"body":"even if you're not interested."},{"speaker":"Annemie Tonken","startTime":412.68,"endTime":415.56,"body":"If you like this podcast, you"},{"speaker":"Annemie Tonken","startTime":412.68,"endTime":415.56,"body":"like the way that I teach, it's"},{"speaker":"Annemie Tonken","startTime":415.56,"endTime":418.47,"body":"probably a good thing for you to"},{"speaker":"Annemie Tonken","startTime":415.56,"endTime":418.47,"body":"understand the system that I"},{"speaker":"Annemie Tonken","startTime":418.5,"endTime":421.14,"body":"base my entire business off of"},{"speaker":"Annemie Tonken","startTime":418.5,"endTime":421.14,"body":"because I think it'll give you"},{"speaker":"Annemie Tonken","startTime":421.14,"endTime":427.38,"body":"some insight into the way that I"},{"speaker":"Annemie Tonken","startTime":421.14,"endTime":427.38,"body":"operate. So with that said,"},{"speaker":"Annemie Tonken","startTime":427.47,"endTime":432.66,"body":"let's dive into change. Number"},{"speaker":"Annemie Tonken","startTime":427.47,"endTime":432.66,"body":"one. And this may be the most"},{"speaker":"Annemie Tonken","startTime":432.69,"endTime":438.51,"body":"common change request that I see"},{"speaker":"Annemie Tonken","startTime":432.69,"endTime":438.51,"body":"discussed in the Facebook group."},{"speaker":"Annemie Tonken","startTime":439.35,"endTime":443.61,"body":"It's actually discussed not only"},{"speaker":"Annemie Tonken","startTime":439.35,"endTime":443.61,"body":"in the blueprint group, but even"},{"speaker":"Annemie Tonken","startTime":443.61,"endTime":447.18,"body":"more commonly in my open"},{"speaker":"Annemie Tonken","startTime":443.61,"endTime":447.18,"body":"Facebook group where if you're"},{"speaker":"Annemie Tonken","startTime":447.18,"endTime":450.03,"body":"not a member, you should come"},{"speaker":"Annemie Tonken","startTime":447.18,"endTime":450.03,"body":"join, it's just for"},{"speaker":"Annemie Tonken","startTime":450.06,"endTime":453.45,"body":"photographers who are interested"},{"speaker":"Annemie Tonken","startTime":450.06,"endTime":453.45,"body":"in focusing on their businesses."},{"speaker":"Annemie Tonken","startTime":453.93,"endTime":457.74,"body":"And because I'm the person who"},{"speaker":"Annemie Tonken","startTime":453.93,"endTime":457.74,"body":"runs that group, obviously,"},{"speaker":"Annemie Tonken","startTime":457.74,"endTime":461.31,"body":"people do end up talking about"},{"speaker":"Annemie Tonken","startTime":457.74,"endTime":461.31,"body":"simple sales. So a lot of people"},{"speaker":"Annemie Tonken","startTime":461.31,"endTime":465.0,"body":"who haven't gone on to invest in"},{"speaker":"Annemie Tonken","startTime":461.31,"endTime":465.0,"body":"the course that I teach, but"},{"speaker":"Annemie Tonken","startTime":465.0,"endTime":469.38,"body":"have learned the basics of the"},{"speaker":"Annemie Tonken","startTime":465.0,"endTime":469.38,"body":"system, I want to talk about"},{"speaker":"Annemie Tonken","startTime":469.41,"endTime":473.91,"body":"what it might mean if they"},{"speaker":"Annemie Tonken","startTime":469.41,"endTime":473.91,"body":"include all the files with each"},{"speaker":"Annemie Tonken","startTime":473.91,"endTime":479.16,"body":"of their three collections. And"},{"speaker":"Annemie Tonken","startTime":473.91,"endTime":479.16,"body":"the reason that I want to talk"},{"speaker":"Annemie Tonken","startTime":479.16,"endTime":483.33,"body":"about this is that and I'm, I"},{"speaker":"Annemie Tonken","startTime":479.16,"endTime":483.33,"body":"jump in on these Facebook"},{"speaker":"Annemie Tonken","startTime":483.33,"endTime":486.72,"body":"threads. And you know, I try to"},{"speaker":"Annemie Tonken","startTime":483.33,"endTime":486.72,"body":"explain this to people. But this"},{"speaker":"Annemie Tonken","startTime":486.72,"endTime":492.15,"body":"is actually one of the more"},{"speaker":"Annemie Tonken","startTime":486.72,"endTime":492.15,"body":"hardline, like, I really don't"},{"speaker":"Annemie Tonken","startTime":492.15,"endTime":495.9,"body":"think that if you're going to do"},{"speaker":"Annemie Tonken","startTime":492.15,"endTime":495.9,"body":"this, it's going to work as"},{"speaker":"Annemie Tonken","startTime":495.93,"endTime":499.23,"body":"simple sales, it kind of changes"},{"speaker":"Annemie Tonken","startTime":495.93,"endTime":499.23,"body":"the whole dynamic of the"},{"speaker":"Annemie Tonken","startTime":499.23,"endTime":502.77,"body":"collection structure. But I do"},{"speaker":"Annemie Tonken","startTime":499.23,"endTime":502.77,"body":"understand where people are"},{"speaker":"Annemie Tonken","startTime":502.77,"endTime":506.43,"body":"coming from a lot of"},{"speaker":"Annemie Tonken","startTime":502.77,"endTime":506.43,"body":"photographers out there these"},{"speaker":"Annemie Tonken","startTime":506.43,"endTime":511.05,"body":"days are using all inclusive to"},{"speaker":"Annemie Tonken","startTime":506.43,"endTime":511.05,"body":"sell their photography. And so"},{"speaker":"Annemie Tonken","startTime":511.26,"endTime":515.4,"body":"their clients are used to"},{"speaker":"Annemie Tonken","startTime":511.26,"endTime":515.4,"body":"paying, you know, upfront and"},{"speaker":"Annemie Tonken","startTime":515.4,"endTime":519.45,"body":"then getting all the digital"},{"speaker":"Annemie Tonken","startTime":515.4,"endTime":519.45,"body":"files. And that's just kind of"},{"speaker":"Annemie Tonken","startTime":519.45,"endTime":524.19,"body":"true in the world, right? A lot"},{"speaker":"Annemie Tonken","startTime":519.45,"endTime":524.19,"body":"of people now are trained that"},{"speaker":"Annemie Tonken","startTime":524.19,"endTime":526.83,"body":"when you hire a photographer,"},{"speaker":"Annemie Tonken","startTime":524.19,"endTime":526.83,"body":"you should end up with all the"},{"speaker":"Annemie Tonken","startTime":526.83,"endTime":532.5,"body":"files. So there is some"},{"speaker":"Annemie Tonken","startTime":526.83,"endTime":532.5,"body":"education that's required to get"},{"speaker":"Annemie Tonken","startTime":532.5,"endTime":536.61,"body":"people to understand that not"},{"speaker":"Annemie Tonken","startTime":532.5,"endTime":536.61,"body":"only do they not get all the"},{"speaker":"Annemie Tonken","startTime":536.61,"endTime":541.2,"body":"files with that initial payment"},{"speaker":"Annemie Tonken","startTime":536.61,"endTime":541.2,"body":"that they make, but once they"},{"speaker":"Annemie Tonken","startTime":541.23,"endTime":545.25,"body":"see their images, they get to"},{"speaker":"Annemie Tonken","startTime":541.23,"endTime":545.25,"body":"choose among three collections,"},{"speaker":"Annemie Tonken","startTime":545.28,"endTime":549.69,"body":"and only one of them if any of"},{"speaker":"Annemie Tonken","startTime":545.28,"endTime":549.69,"body":"them includes all the files, and"},{"speaker":"Annemie Tonken","startTime":549.69,"endTime":552.69,"body":"that's going to be the one that"},{"speaker":"Annemie Tonken","startTime":549.69,"endTime":552.69,"body":"they spend the most on. So I"},{"speaker":"Annemie Tonken","startTime":552.69,"endTime":557.34,"body":"understand that there is this"},{"speaker":"Annemie Tonken","startTime":552.69,"endTime":557.34,"body":"intimidation that if you stop"},{"speaker":"Annemie Tonken","startTime":557.34,"endTime":560.94,"body":"including all the files all the"},{"speaker":"Annemie Tonken","startTime":557.34,"endTime":560.94,"body":"time, you may get more pushback,"},{"speaker":"Annemie Tonken","startTime":560.94,"endTime":564.18,"body":"you may have more people who"},{"speaker":"Annemie Tonken","startTime":560.94,"endTime":564.18,"body":"aren't willing to hire you. And"},{"speaker":"Annemie Tonken","startTime":564.18,"endTime":568.14,"body":"that is certainly a possibility."},{"speaker":"Annemie Tonken","startTime":564.18,"endTime":568.14,"body":"Although I think that you know,"},{"speaker":"Annemie Tonken","startTime":568.14,"endTime":570.93,"body":"there is a pretty strong"},{"speaker":"Annemie Tonken","startTime":568.14,"endTime":570.93,"body":"argument to be made that people"},{"speaker":"Annemie Tonken","startTime":570.93,"endTime":574.32,"body":"don't really need all the files"},{"speaker":"Annemie Tonken","startTime":570.93,"endTime":574.32,"body":"most of the time. There are some"},{"speaker":"Annemie Tonken","startTime":574.32,"endTime":577.95,"body":"exceptions. With weddings, I"},{"speaker":"Annemie Tonken","startTime":574.32,"endTime":577.95,"body":"think that it's reasonable for"},{"speaker":"Annemie Tonken","startTime":577.95,"endTime":581.55,"body":"someone to want to have all of"},{"speaker":"Annemie Tonken","startTime":577.95,"endTime":581.55,"body":"their final images with"},{"speaker":"Annemie Tonken","startTime":581.55,"endTime":586.05,"body":"documentary photography, where"},{"speaker":"Annemie Tonken","startTime":581.55,"endTime":586.05,"body":"you've got a lot of small pieces"},{"speaker":"Annemie Tonken","startTime":586.05,"endTime":589.53,"body":"that make up a bigger story. You"},{"speaker":"Annemie Tonken","startTime":586.05,"endTime":589.53,"body":"need more digital files to tell"},{"speaker":"Annemie Tonken","startTime":589.53,"endTime":593.4,"body":"that story. But when we're"},{"speaker":"Annemie Tonken","startTime":589.53,"endTime":593.4,"body":"talking about lifestyle or"},{"speaker":"Annemie Tonken","startTime":593.4,"endTime":597.3,"body":"portrait photography of any"},{"speaker":"Annemie Tonken","startTime":593.4,"endTime":597.3,"body":"kind, most of the time when"},{"speaker":"Annemie Tonken","startTime":597.3,"endTime":601.65,"body":"people hire a photographer, they"},{"speaker":"Annemie Tonken","startTime":597.3,"endTime":601.65,"body":"are looking For a few kind of"},{"speaker":"Annemie Tonken","startTime":601.65,"endTime":605.28,"body":"banner images that are going to"},{"speaker":"Annemie Tonken","startTime":601.65,"endTime":605.28,"body":"be hung on their walls, or"},{"speaker":"Annemie Tonken","startTime":605.28,"endTime":608.97,"body":"included in an album, or you"},{"speaker":"Annemie Tonken","startTime":605.28,"endTime":608.97,"body":"know, sent out in their holiday"},{"speaker":"Annemie Tonken","startTime":608.97,"endTime":613.35,"body":"cards, they want a few photos."},{"speaker":"Annemie Tonken","startTime":608.97,"endTime":613.35,"body":"And as long as you are giving"},{"speaker":"Annemie Tonken","startTime":613.35,"endTime":619.26,"body":"them some photos with their"},{"speaker":"Annemie Tonken","startTime":613.35,"endTime":619.26,"body":"smaller collections, that can be"},{"speaker":"Annemie Tonken","startTime":619.29,"endTime":623.13,"body":"a good way to empower your"},{"speaker":"Annemie Tonken","startTime":619.29,"endTime":623.13,"body":"clients to not have to overspend"},{"speaker":"Annemie Tonken","startTime":623.16,"endTime":628.5,"body":"to not have to pay for more than"},{"speaker":"Annemie Tonken","startTime":623.16,"endTime":628.5,"body":"what they need. Again, it does"},{"speaker":"Annemie Tonken","startTime":628.5,"endTime":631.65,"body":"require a bit of a mindset"},{"speaker":"Annemie Tonken","startTime":628.5,"endTime":631.65,"body":"shift. But it doesn't only"},{"speaker":"Annemie Tonken","startTime":631.65,"endTime":635.22,"body":"require that mindset shift on"},{"speaker":"Annemie Tonken","startTime":631.65,"endTime":635.22,"body":"the part of your client, it also"},{"speaker":"Annemie Tonken","startTime":635.22,"endTime":639.54,"body":"requires your own mindset shift,"},{"speaker":"Annemie Tonken","startTime":635.22,"endTime":639.54,"body":"you have to believe that you are"},{"speaker":"Annemie Tonken","startTime":639.54,"endTime":643.26,"body":"giving people a complete product"},{"speaker":"Annemie Tonken","startTime":639.54,"endTime":643.26,"body":"without providing them with all"},{"speaker":"Annemie Tonken","startTime":643.26,"endTime":644.46,"body":"of the digital files."},{"speaker":"Annemie Tonken","startTime":645.87,"endTime":648.9,"body":"And to a certain extent, I've"},{"speaker":"Annemie Tonken","startTime":645.87,"endTime":648.9,"body":"heard people say, Well, you"},{"speaker":"Annemie Tonken","startTime":648.9,"endTime":651.0,"body":"know, not only am I concerned"},{"speaker":"Annemie Tonken","startTime":648.9,"endTime":651.0,"body":"that I'm not going to get hired,"},{"speaker":"Annemie Tonken","startTime":651.0,"endTime":655.2,"body":"but also I don't want to have"},{"speaker":"Annemie Tonken","startTime":651.0,"endTime":655.2,"body":"images that my clients don't"},{"speaker":"Annemie Tonken","startTime":655.2,"endTime":659.61,"body":"get, I feel like that's being"},{"speaker":"Annemie Tonken","startTime":655.2,"endTime":659.61,"body":"unfair to them. And, you know,"},{"speaker":"Annemie Tonken","startTime":659.61,"endTime":662.67,"body":"ultimately, we all have files"},{"speaker":"Annemie Tonken","startTime":659.61,"endTime":662.67,"body":"that our clients don't get,"},{"speaker":"Annemie Tonken","startTime":662.67,"endTime":666.69,"body":"right. I don't know, anyone who"},{"speaker":"Annemie Tonken","startTime":662.67,"endTime":666.69,"body":"photographs, you know, goes and"},{"speaker":"Annemie Tonken","startTime":666.69,"endTime":670.56,"body":"photographs, let's say a family,"},{"speaker":"Annemie Tonken","startTime":666.69,"endTime":670.56,"body":"you click the shutter 400 times,"},{"speaker":"Annemie Tonken","startTime":670.59,"endTime":675.27,"body":"and then you deliver 400 images,"},{"speaker":"Annemie Tonken","startTime":670.59,"endTime":675.27,"body":"we all call our images, what we"},{"speaker":"Annemie Tonken","startTime":675.27,"endTime":679.17,"body":"are doing is offering our"},{"speaker":"Annemie Tonken","startTime":675.27,"endTime":679.17,"body":"clients the opportunity to call"},{"speaker":"Annemie Tonken","startTime":679.17,"endTime":682.59,"body":"that list even further down to"},{"speaker":"Annemie Tonken","startTime":679.17,"endTime":682.59,"body":"the ones that they love the very"},{"speaker":"Annemie Tonken","startTime":682.59,"endTime":687.33,"body":"most and keep those and not pay"},{"speaker":"Annemie Tonken","startTime":682.59,"endTime":687.33,"body":"for the rest. It is a mindset"},{"speaker":"Annemie Tonken","startTime":687.33,"endTime":691.35,"body":"shift. I recognize that but I"},{"speaker":"Annemie Tonken","startTime":687.33,"endTime":691.35,"body":"don't think I think that there"},{"speaker":"Annemie Tonken","startTime":691.35,"endTime":694.86,"body":"is a certain amount of ego"},{"speaker":"Annemie Tonken","startTime":691.35,"endTime":694.86,"body":"involved in us saying like, but"},{"speaker":"Annemie Tonken","startTime":694.89,"endTime":697.71,"body":"it wouldn't be fair for my"},{"speaker":"Annemie Tonken","startTime":694.89,"endTime":697.71,"body":"clients to not end up with all"},{"speaker":"Annemie Tonken","startTime":697.71,"endTime":700.65,"body":"the images. Inevitably, I think"},{"speaker":"Annemie Tonken","startTime":697.71,"endTime":700.65,"body":"that there are going to be"},{"speaker":"Annemie Tonken","startTime":700.65,"endTime":704.31,"body":"images that our clients don't"},{"speaker":"Annemie Tonken","startTime":700.65,"endTime":704.31,"body":"connect with as much. And I"},{"speaker":"Annemie Tonken","startTime":704.31,"endTime":707.88,"body":"think that it serves them better"},{"speaker":"Annemie Tonken","startTime":704.31,"endTime":707.88,"body":"to give them the option to opt"},{"speaker":"Annemie Tonken","startTime":707.88,"endTime":712.98,"body":"out. But the bigger problem with"},{"speaker":"Annemie Tonken","startTime":707.88,"endTime":712.98,"body":"not making that mindset shift,"},{"speaker":"Annemie Tonken","startTime":713.01,"endTime":716.97,"body":"if you want to adopt simple"},{"speaker":"Annemie Tonken","startTime":713.01,"endTime":716.97,"body":"sales and not stick with all"},{"speaker":"Annemie Tonken","startTime":716.97,"endTime":721.59,"body":"inclusive, is that by including"},{"speaker":"Annemie Tonken","startTime":716.97,"endTime":721.59,"body":"all the digital files in all"},{"speaker":"Annemie Tonken","startTime":721.59,"endTime":724.11,"body":"three collections, you're kind"},{"speaker":"Annemie Tonken","startTime":721.59,"endTime":724.11,"body":"of"},{"speaker":"Annemie Tonken","startTime":725.58,"endTime":730.38,"body":"going to change the dynamic of"},{"speaker":"Annemie Tonken","startTime":725.58,"endTime":730.38,"body":"what your clients are going to"},{"speaker":"Annemie Tonken","startTime":730.38,"endTime":734.37,"body":"choose. If you include all the"},{"speaker":"Annemie Tonken","startTime":730.38,"endTime":734.37,"body":"digital files in each"},{"speaker":"Annemie Tonken","startTime":734.4,"endTime":738.15,"body":"collection, all they are"},{"speaker":"Annemie Tonken","startTime":734.4,"endTime":738.15,"body":"deciding among is three"},{"speaker":"Annemie Tonken","startTime":738.15,"endTime":741.54,"body":"collections with three different"},{"speaker":"Annemie Tonken","startTime":738.15,"endTime":741.54,"body":"amounts of print credit, and"},{"speaker":"Annemie Tonken","startTime":741.57,"endTime":748.23,"body":"with a lot of historical data. I"},{"speaker":"Annemie Tonken","startTime":741.57,"endTime":748.23,"body":"know that clients by and large"},{"speaker":"Annemie Tonken","startTime":748.26,"endTime":752.34,"body":"will say, well, it would be nice"},{"speaker":"Annemie Tonken","startTime":748.26,"endTime":752.34,"body":"to have all that print credit,"},{"speaker":"Annemie Tonken","startTime":752.37,"endTime":755.58,"body":"but I don't need it. So I'm"},{"speaker":"Annemie Tonken","startTime":752.37,"endTime":755.58,"body":"going to just go with the"},{"speaker":"Annemie Tonken","startTime":755.58,"endTime":759.51,"body":"smallest collection. And then"},{"speaker":"Annemie Tonken","startTime":755.58,"endTime":759.51,"body":"you know, later on down the"},{"speaker":"Annemie Tonken","startTime":759.51,"endTime":764.94,"body":"road, we will will buy prints or"},{"speaker":"Annemie Tonken","startTime":759.51,"endTime":764.94,"body":"we'll make prints with the"},{"speaker":"Annemie Tonken","startTime":764.94,"endTime":770.28,"body":"digital files that we have. So"},{"speaker":"Annemie Tonken","startTime":764.94,"endTime":770.28,"body":"if you set sample sales up with"},{"speaker":"Annemie Tonken","startTime":770.37,"endTime":773.85,"body":"all the digital files in each"},{"speaker":"Annemie Tonken","startTime":770.37,"endTime":773.85,"body":"collection, you may book"},{"speaker":"Annemie Tonken","startTime":773.85,"endTime":778.11,"body":"clients, you may get work, but I"},{"speaker":"Annemie Tonken","startTime":773.85,"endTime":778.11,"body":"would be willing to bet that you"},{"speaker":"Annemie Tonken","startTime":778.11,"endTime":781.74,"body":"will sell collection a your"},{"speaker":"Annemie Tonken","startTime":778.11,"endTime":781.74,"body":"smallest collection to the vast"},{"speaker":"Annemie Tonken","startTime":781.74,"endTime":787.08,"body":"majority of your clients. Now,"},{"speaker":"Annemie Tonken","startTime":781.74,"endTime":787.08,"body":"if you follow my formulas for"},{"speaker":"Annemie Tonken","startTime":787.08,"endTime":790.86,"body":"setting up your collections, and"},{"speaker":"Annemie Tonken","startTime":787.08,"endTime":790.86,"body":"setting your prices and running"},{"speaker":"Annemie Tonken","startTime":790.86,"endTime":794.1,"body":"your numbers and all that sort"},{"speaker":"Annemie Tonken","startTime":790.86,"endTime":794.1,"body":"of thing, that's okay, because"},{"speaker":"Annemie Tonken","startTime":794.1,"endTime":797.22,"body":"you will still be profitable"},{"speaker":"Annemie Tonken","startTime":794.1,"endTime":797.22,"body":"with each session, the way that"},{"speaker":"Annemie Tonken","startTime":797.22,"endTime":800.31,"body":"I teach simple sales, every"},{"speaker":"Annemie Tonken","startTime":797.22,"endTime":800.31,"body":"collection, including your"},{"speaker":"Annemie Tonken","startTime":800.31,"endTime":804.36,"body":"smallest collection makes you"},{"speaker":"Annemie Tonken","startTime":800.31,"endTime":804.36,"body":"profitable, however, you are"},{"speaker":"Annemie Tonken","startTime":804.39,"endTime":808.98,"body":"robbing yourself of the"},{"speaker":"Annemie Tonken","startTime":804.39,"endTime":808.98,"body":"opportunity to make more than"},{"speaker":"Annemie Tonken","startTime":808.98,"endTime":812.52,"body":"the minimum that you need to"},{"speaker":"Annemie Tonken","startTime":808.98,"endTime":812.52,"body":"make. And ultimately, I think"},{"speaker":"Annemie Tonken","startTime":812.52,"endTime":816.63,"body":"you're kind of robbing your"},{"speaker":"Annemie Tonken","startTime":812.52,"endTime":816.63,"body":"clients have the option to find"},{"speaker":"Annemie Tonken","startTime":816.63,"endTime":820.62,"body":"out not the option but the"},{"speaker":"Annemie Tonken","startTime":816.63,"endTime":820.62,"body":"opportunity and the likelihood"},{"speaker":"Annemie Tonken","startTime":820.62,"endTime":823.47,"body":"that they will find out what it"},{"speaker":"Annemie Tonken","startTime":820.62,"endTime":823.47,"body":"means to have a bigger print"},{"speaker":"Annemie Tonken","startTime":823.47,"endTime":826.26,"body":"credit. If they're getting that"},{"speaker":"Annemie Tonken","startTime":823.47,"endTime":826.26,"body":"tiny print credit, they're gonna"},{"speaker":"Annemie Tonken","startTime":826.26,"endTime":830.94,"body":"get a couple of prints or you"},{"speaker":"Annemie Tonken","startTime":826.26,"endTime":830.94,"body":"know, something small. Versus"},{"speaker":"Annemie Tonken","startTime":830.97,"endTime":834.57,"body":"when my clients 80% of my"},{"speaker":"Annemie Tonken","startTime":830.97,"endTime":834.57,"body":"clients purchase collection See,"},{"speaker":"Annemie Tonken","startTime":834.57,"endTime":838.14,"body":"so my top collection and that"},{"speaker":"Annemie Tonken","startTime":834.57,"endTime":838.14,"body":"means in my clients case, they"},{"speaker":"Annemie Tonken","startTime":838.14,"endTime":841.41,"body":"end up with $600 in print"},{"speaker":"Annemie Tonken","startTime":838.14,"endTime":841.41,"body":"credit, they can buy a small"},{"speaker":"Annemie Tonken","startTime":841.41,"endTime":845.64,"body":"album for that they can purchase"},{"speaker":"Annemie Tonken","startTime":841.41,"endTime":845.64,"body":"framed prints for that they are"},{"speaker":"Annemie Tonken","startTime":845.64,"endTime":848.19,"body":"getting something really"},{"speaker":"Annemie Tonken","startTime":845.64,"endTime":848.19,"body":"meaningful with that print"},{"speaker":"Annemie Tonken","startTime":848.19,"endTime":853.26,"body":"credit. And then they start to"},{"speaker":"Annemie Tonken","startTime":848.19,"endTime":853.26,"body":"learn the difference firsthand"},{"speaker":"Annemie Tonken","startTime":853.26,"endTime":856.53,"body":"between what it is to get a"},{"speaker":"Annemie Tonken","startTime":853.26,"endTime":856.53,"body":"professional product and what it"},{"speaker":"Annemie Tonken","startTime":856.53,"endTime":860.61,"body":"is to sort of put ordering"},{"speaker":"Annemie Tonken","startTime":856.53,"endTime":860.61,"body":"something from Shutterfly on"},{"speaker":"Annemie Tonken","startTime":860.61,"endTime":864.6,"body":"their permanent to do list. So I"},{"speaker":"Annemie Tonken","startTime":860.61,"endTime":864.6,"body":"think that it's kind of a lose"},{"speaker":"Annemie Tonken","startTime":864.6,"endTime":869.43,"body":"lose scenario when you just"},{"speaker":"Annemie Tonken","startTime":864.6,"endTime":869.43,"body":"default to having your clients"},{"speaker":"Annemie Tonken","startTime":869.46,"endTime":873.69,"body":"go with collection a over and"},{"speaker":"Annemie Tonken","startTime":869.46,"endTime":873.69,"body":"over again. So change number one"},{"speaker":"Annemie Tonken","startTime":873.72,"endTime":876.96,"body":"is people who want to include"},{"speaker":"Annemie Tonken","startTime":873.72,"endTime":876.96,"body":"all the digital files with each"},{"speaker":"Annemie Tonken","startTime":876.96,"endTime":881.22,"body":"collection, and that for me is a"},{"speaker":"Annemie Tonken","startTime":876.96,"endTime":881.22,"body":"pretty hard now the second thing"},{"speaker":"Annemie Tonken","startTime":881.25,"endTime":886.32,"body":"that my students often bring up"},{"speaker":"Annemie Tonken","startTime":881.25,"endTime":886.32,"body":"as a change that they would like"},{"speaker":"Annemie Tonken","startTime":886.32,"endTime":890.04,"body":"to consider or want feedback on"},{"speaker":"Annemie Tonken","startTime":886.32,"endTime":890.04,"body":"is that they want to include"},{"speaker":"Annemie Tonken","startTime":890.07,"endTime":894.84,"body":"specific products in their"},{"speaker":"Annemie Tonken","startTime":890.07,"endTime":894.84,"body":"collections rather than or in"},{"speaker":"Annemie Tonken","startTime":894.84,"endTime":898.77,"body":"addition to the print credit"},{"speaker":"Annemie Tonken","startTime":894.84,"endTime":898.77,"body":"that I teach that you should"},{"speaker":"Annemie Tonken","startTime":898.8,"endTime":903.03,"body":"include in your collection. So,"},{"speaker":"Annemie Tonken","startTime":898.8,"endTime":903.03,"body":"so for instance, rather than"},{"speaker":"Annemie Tonken","startTime":903.03,"endTime":909.51,"body":"saying, you know, collection B"},{"speaker":"Annemie Tonken","startTime":903.03,"endTime":909.51,"body":"is 20, digital files and $200,"},{"speaker":"Annemie Tonken","startTime":909.51,"endTime":913.59,"body":"and print credit, they say"},{"speaker":"Annemie Tonken","startTime":909.51,"endTime":913.59,"body":"collection B is 20 digital files"},{"speaker":"Annemie Tonken","startTime":913.62,"endTime":920.16,"body":"and a framed eight by 10. So the"},{"speaker":"Annemie Tonken","startTime":913.62,"endTime":920.16,"body":"reason that some people say that"},{"speaker":"Annemie Tonken","startTime":920.16,"endTime":925.38,"body":"they want to do that is that"},{"speaker":"Annemie Tonken","startTime":920.16,"endTime":925.38,"body":"they would like their clients to"},{"speaker":"Annemie Tonken","startTime":925.38,"endTime":930.21,"body":"have particular products that"},{"speaker":"Annemie Tonken","startTime":925.38,"endTime":930.21,"body":"they love. And in particular, I"},{"speaker":"Annemie Tonken","startTime":930.21,"endTime":934.38,"body":"hear this a lot with wanting to"},{"speaker":"Annemie Tonken","startTime":930.21,"endTime":934.38,"body":"include an album with their top"},{"speaker":"Annemie Tonken","startTime":934.38,"endTime":938.25,"body":"collection. And I think that we"},{"speaker":"Annemie Tonken","startTime":934.38,"endTime":938.25,"body":"as photographers, most of us"},{"speaker":"Annemie Tonken","startTime":938.28,"endTime":942.21,"body":"have a very soft spot in our"},{"speaker":"Annemie Tonken","startTime":938.28,"endTime":942.21,"body":"hearts for albums, I do, I"},{"speaker":"Annemie Tonken","startTime":942.21,"endTime":947.91,"body":"totally get it. And I think that"},{"speaker":"Annemie Tonken","startTime":942.21,"endTime":947.91,"body":"when we are able to see this"},{"speaker":"Annemie Tonken","startTime":947.91,"endTime":951.39,"body":"album and what it means and like"},{"speaker":"Annemie Tonken","startTime":947.91,"endTime":951.39,"body":"the longevity of that product,"},{"speaker":"Annemie Tonken","startTime":951.39,"endTime":955.29,"body":"and how it gets passed down"},{"speaker":"Annemie Tonken","startTime":951.39,"endTime":955.29,"body":"through the family, like I get"},{"speaker":"Annemie Tonken","startTime":955.29,"endTime":957.96,"body":"it, we want our clients to have"},{"speaker":"Annemie Tonken","startTime":955.29,"endTime":957.96,"body":"that thing. And we feel like"},{"speaker":"Annemie Tonken","startTime":957.96,"endTime":960.18,"body":"once they have it, they're going"},{"speaker":"Annemie Tonken","startTime":957.96,"endTime":960.18,"body":"to want more of them, and"},{"speaker":"Annemie Tonken","startTime":960.18,"endTime":962.22,"body":"they're going to show their"},{"speaker":"Annemie Tonken","startTime":960.18,"endTime":962.22,"body":"friends and it's going to you"},{"speaker":"Annemie Tonken","startTime":962.22,"endTime":965.91,"body":"know, it's a good product to"},{"speaker":"Annemie Tonken","startTime":962.22,"endTime":965.91,"body":"sell. So I don't disagree with"},{"speaker":"Annemie Tonken","startTime":965.91,"endTime":972.0,"body":"that at all. However, I still"},{"speaker":"Annemie Tonken","startTime":965.91,"endTime":972.0,"body":"discourage people from putting"},{"speaker":"Annemie Tonken","startTime":972.84,"endTime":975.96,"body":"products in their collections"},{"speaker":"Annemie Tonken","startTime":972.84,"endTime":975.96,"body":"rather than print credit."},{"speaker":"Annemie Tonken","startTime":976.71,"endTime":980.82,"body":"There's nothing inherently wrong"},{"speaker":"Annemie Tonken","startTime":976.71,"endTime":980.82,"body":"with steering, wanting to steer"},{"speaker":"Annemie Tonken","startTime":980.82,"endTime":985.17,"body":"your clients toward a particular"},{"speaker":"Annemie Tonken","startTime":980.82,"endTime":985.17,"body":"product. However, when you force"},{"speaker":"Annemie Tonken","startTime":985.17,"endTime":990.21,"body":"that product, you are giving"},{"speaker":"Annemie Tonken","startTime":985.17,"endTime":990.21,"body":"someone a very easy way to say"},{"speaker":"Annemie Tonken","startTime":990.21,"endTime":994.2,"body":"no to you. I'm all about trying"},{"speaker":"Annemie Tonken","startTime":990.21,"endTime":994.2,"body":"to make it as easy as possible"},{"speaker":"Annemie Tonken","startTime":994.2,"endTime":999.6,"body":"for our clients to say yes to"},{"speaker":"Annemie Tonken","startTime":994.2,"endTime":999.6,"body":"us. So giving someone print"},{"speaker":"Annemie Tonken","startTime":999.6,"endTime":1003.2,"body":"credit, where we say you can"},{"speaker":"Annemie Tonken","startTime":999.6,"endTime":1003.2,"body":"purchase anything in the online"},{"speaker":"Annemie Tonken","startTime":1003.2,"endTime":1006.8,"body":"store with us gives that it's"},{"speaker":"Annemie Tonken","startTime":1003.2,"endTime":1006.8,"body":"harder for them to say, well, I"},{"speaker":"Annemie Tonken","startTime":1006.8,"endTime":1009.68,"body":"don't want that some people will"},{"speaker":"Annemie Tonken","startTime":1006.8,"endTime":1009.68,"body":"some people will say I just want"},{"speaker":"Annemie Tonken","startTime":1009.68,"endTime":1013.76,"body":"digital files, in which case I"},{"speaker":"Annemie Tonken","startTime":1009.68,"endTime":1013.76,"body":"say, great I offer I offer"},{"speaker":"Annemie Tonken","startTime":1013.76,"endTime":1017.45,"body":"individual digital files in the"},{"speaker":"Annemie Tonken","startTime":1013.76,"endTime":1017.45,"body":"you know, in the store, you"},{"speaker":"Annemie Tonken","startTime":1017.45,"endTime":1020.96,"body":"could you could spend your print"},{"speaker":"Annemie Tonken","startTime":1017.45,"endTime":1020.96,"body":"credit on digital files, or you"},{"speaker":"Annemie Tonken","startTime":1020.96,"endTime":1023.48,"body":"could spend your print credit on"},{"speaker":"Annemie Tonken","startTime":1020.96,"endTime":1023.48,"body":"a gift that you're giving to"},{"speaker":"Annemie Tonken","startTime":1023.48,"endTime":1025.94,"body":"grandparents if you know,"},{"speaker":"Annemie Tonken","startTime":1023.48,"endTime":1025.94,"body":"somebody comes back and says,"},{"speaker":"Annemie Tonken","startTime":1025.94,"endTime":1029.21,"body":"Well, we're moving in a month."},{"speaker":"Annemie Tonken","startTime":1025.94,"endTime":1029.21,"body":"So I don't want to buy a framed"},{"speaker":"Annemie Tonken","startTime":1029.21,"endTime":1031.34,"body":"print, because I don't know"},{"speaker":"Annemie Tonken","startTime":1029.21,"endTime":1031.34,"body":"where that's gonna go great."},{"speaker":"Annemie Tonken","startTime":1031.58,"endTime":1034.52,"body":"Here are all these wonderful"},{"speaker":"Annemie Tonken","startTime":1031.58,"endTime":1034.52,"body":"giftable ideas that you could"},{"speaker":"Annemie Tonken","startTime":1034.52,"endTime":1037.91,"body":"use your print credit towards."},{"speaker":"Annemie Tonken","startTime":1034.52,"endTime":1037.91,"body":"So I haven't answered ready for"},{"speaker":"Annemie Tonken","startTime":1037.91,"endTime":1041.06,"body":"all of those kinds of"},{"speaker":"Annemie Tonken","startTime":1037.91,"endTime":1041.06,"body":"objections. But if I were to say"},{"speaker":"Annemie Tonken","startTime":1041.06,"endTime":1044.84,"body":"to somebody, you know, the top"},{"speaker":"Annemie Tonken","startTime":1041.06,"endTime":1044.84,"body":"collection includes an album,"},{"speaker":"Annemie Tonken","startTime":1045.08,"endTime":1048.35,"body":"and they say, I don't want an"},{"speaker":"Annemie Tonken","startTime":1045.08,"endTime":1048.35,"body":"album, I don't really have much"},{"speaker":"Annemie Tonken","startTime":1048.35,"endTime":1049.25,"body":"to say back to that."},{"speaker":"Annemie Tonken","startTime":1050.27,"endTime":1053.24,"body":"Well take it or leave it, you"},{"speaker":"Annemie Tonken","startTime":1050.27,"endTime":1053.24,"body":"get an album or then you get"},{"speaker":"Annemie Tonken","startTime":1053.24,"endTime":1055.4,"body":"into the whole thing where they"},{"speaker":"Annemie Tonken","startTime":1053.24,"endTime":1055.4,"body":"say, well, we don't want an"},{"speaker":"Annemie Tonken","startTime":1055.4,"endTime":1060.14,"body":"album, can we just get extra"},{"speaker":"Annemie Tonken","startTime":1055.4,"endTime":1060.14,"body":"prints for that? Can we do this"},{"speaker":"Annemie Tonken","startTime":1060.14,"endTime":1064.07,"body":"and then you're negotiating, but"},{"speaker":"Annemie Tonken","startTime":1060.14,"endTime":1064.07,"body":"it puts your client in a"},{"speaker":"Annemie Tonken","startTime":1064.07,"endTime":1068.33,"body":"position of, you know, well Is"},{"speaker":"Annemie Tonken","startTime":1064.07,"endTime":1068.33,"body":"she going to bend on this and if"},{"speaker":"Annemie Tonken","startTime":1068.33,"endTime":1071.9,"body":"she bends on this, Then will she"},{"speaker":"Annemie Tonken","startTime":1068.33,"endTime":1071.9,"body":"bend on other stuff that she"},{"speaker":"Annemie Tonken","startTime":1071.9,"endTime":1077.57,"body":"says is her policy, I would"},{"speaker":"Annemie Tonken","startTime":1071.9,"endTime":1077.57,"body":"rather start with a more client"},{"speaker":"Annemie Tonken","startTime":1077.57,"endTime":1081.92,"body":"focused offer where it's like"},{"speaker":"Annemie Tonken","startTime":1077.57,"endTime":1081.92,"body":"you know, best, what's good for"},{"speaker":"Annemie Tonken","startTime":1081.92,"endTime":1084.89,"body":"you what's good for your family,"},{"speaker":"Annemie Tonken","startTime":1081.92,"endTime":1084.89,"body":"you can spend this print credit"},{"speaker":"Annemie Tonken","startTime":1084.89,"endTime":1088.97,"body":"on anything you want in the"},{"speaker":"Annemie Tonken","startTime":1084.89,"endTime":1088.97,"body":"store. And then I want you to"},{"speaker":"Annemie Tonken","startTime":1089.03,"endTime":1094.07,"body":"educate them as to why albums"},{"speaker":"Annemie Tonken","startTime":1089.03,"endTime":1094.07,"body":"are so amazing. And in the"},{"speaker":"Annemie Tonken","startTime":1094.07,"endTime":1098.84,"body":"blueprint, I teach a whole"},{"speaker":"Annemie Tonken","startTime":1094.07,"endTime":1098.84,"body":"process that happens that starts"},{"speaker":"Annemie Tonken","startTime":1098.9,"endTime":1102.17,"body":"after the client books with you."},{"speaker":"Annemie Tonken","startTime":1098.9,"endTime":1102.17,"body":"So you've already gotten the"},{"speaker":"Annemie Tonken","startTime":1102.17,"endTime":1104.9,"body":"Yes, and they know that they're"},{"speaker":"Annemie Tonken","startTime":1102.17,"endTime":1104.9,"body":"going to have this print credit."},{"speaker":"Annemie Tonken","startTime":1104.9,"endTime":1108.95,"body":"And then we are teaching them"},{"speaker":"Annemie Tonken","startTime":1104.9,"endTime":1108.95,"body":"over the course of time between"},{"speaker":"Annemie Tonken","startTime":1108.95,"endTime":1112.04,"body":"when they hire us. And when they"},{"speaker":"Annemie Tonken","startTime":1108.95,"endTime":1112.04,"body":"get their images and have their"},{"speaker":"Annemie Tonken","startTime":1112.04,"endTime":1115.85,"body":"print credit. In that period of"},{"speaker":"Annemie Tonken","startTime":1112.04,"endTime":1115.85,"body":"time, you can educate them about"},{"speaker":"Annemie Tonken","startTime":1115.85,"endTime":1119.3,"body":"whatever product you're most"},{"speaker":"Annemie Tonken","startTime":1115.85,"endTime":1119.3,"body":"excited about, so that they are"},{"speaker":"Annemie Tonken","startTime":1119.3,"endTime":1123.26,"body":"most likely to go for that"},{"speaker":"Annemie Tonken","startTime":1119.3,"endTime":1123.26,"body":"product. We're not forcing them,"},{"speaker":"Annemie Tonken","startTime":1123.29,"endTime":1125.66,"body":"we're not giving them the"},{"speaker":"Annemie Tonken","startTime":1123.29,"endTime":1125.66,"body":"opportunity to argue that like"},{"speaker":"Annemie Tonken","startTime":1125.66,"endTime":1128.0,"body":"they don't want that. So you"},{"speaker":"Annemie Tonken","startTime":1125.66,"endTime":1128.0,"body":"know, we're gonna throw the"},{"speaker":"Annemie Tonken","startTime":1128.0,"endTime":1132.44,"body":"whole thing out, but rather we"},{"speaker":"Annemie Tonken","startTime":1128.0,"endTime":1132.44,"body":"are coaching them and helping"},{"speaker":"Annemie Tonken","startTime":1132.44,"endTime":1134.6,"body":"them make a decision that we"},{"speaker":"Annemie Tonken","startTime":1132.44,"endTime":1134.6,"body":"think will ultimately worked"},{"speaker":"Annemie Tonken","startTime":1134.6,"endTime":1139.34,"body":"better for them. So again, the"},{"speaker":"Annemie Tonken","startTime":1134.6,"endTime":1139.34,"body":"request there is like instead of"},{"speaker":"Annemie Tonken","startTime":1139.34,"endTime":1141.98,"body":"doing print credit or in"},{"speaker":"Annemie Tonken","startTime":1139.34,"endTime":1141.98,"body":"addition to print credit, I want"},{"speaker":"Annemie Tonken","startTime":1141.98,"endTime":1144.83,"body":"to make a smaller print credit"},{"speaker":"Annemie Tonken","startTime":1141.98,"endTime":1144.83,"body":"but also include this particular"},{"speaker":"Annemie Tonken","startTime":1144.83,"endTime":1149.03,"body":"product, I say save yourself the"},{"speaker":"Annemie Tonken","startTime":1144.83,"endTime":1149.03,"body":"headache, give your clients more"},{"speaker":"Annemie Tonken","startTime":1149.03,"endTime":1151.91,"body":"power from the get go and then"},{"speaker":"Annemie Tonken","startTime":1149.03,"endTime":1151.91,"body":"get strategic about getting"},{"speaker":"Annemie Tonken","startTime":1151.91,"endTime":1159.53,"body":"those products in their hands."},{"speaker":"Annemie Tonken","startTime":1151.91,"endTime":1159.53,"body":"Anyway. Finally, the third hold"},{"speaker":"Annemie Tonken","startTime":1159.53,"endTime":1165.71,"body":"up or sticking point that people"},{"speaker":"Annemie Tonken","startTime":1159.53,"endTime":1165.71,"body":"come to me with when it comes to"},{"speaker":"Annemie Tonken","startTime":1165.71,"endTime":1169.82,"body":"the simple sales process is the"},{"speaker":"Annemie Tonken","startTime":1165.71,"endTime":1169.82,"body":"phone call. So again, for those"},{"speaker":"Annemie Tonken","startTime":1169.82,"endTime":1173.33,"body":"of you who are familiar with the"},{"speaker":"Annemie Tonken","startTime":1169.82,"endTime":1173.33,"body":"process, I start my client"},{"speaker":"Annemie Tonken","startTime":1173.33,"endTime":1176.9,"body":"interactions off with a phone"},{"speaker":"Annemie Tonken","startTime":1173.33,"endTime":1176.9,"body":"call with prospective clients"},{"speaker":"Annemie Tonken","startTime":1176.93,"endTime":1184.61,"body":"and I have 1000 reasons for"},{"speaker":"Annemie Tonken","startTime":1176.93,"endTime":1184.61,"body":"that. And they are time tested"},{"speaker":"Annemie Tonken","startTime":1184.61,"endTime":1188.63,"body":"in my business and a lot of"},{"speaker":"Annemie Tonken","startTime":1184.61,"endTime":1188.63,"body":"people's businesses and and I"},{"speaker":"Annemie Tonken","startTime":1188.63,"endTime":1193.55,"body":"really am pretty stubborn about"},{"speaker":"Annemie Tonken","startTime":1188.63,"endTime":1193.55,"body":"saying no you really need to"},{"speaker":"Annemie Tonken","startTime":1193.55,"endTime":1196.91,"body":"talk to your clients before they"},{"speaker":"Annemie Tonken","startTime":1193.55,"endTime":1196.91,"body":"become your clients. You need to"},{"speaker":"Annemie Tonken","startTime":1196.91,"endTime":1199.97,"body":"talk to your prospective clients"},{"speaker":"Annemie Tonken","startTime":1196.91,"endTime":1199.97,"body":"for so many different reasons."},{"speaker":"Annemie Tonken","startTime":1200.0,"endTime":1205.34,"body":"but a lot of people I said"},{"speaker":"Annemie Tonken","startTime":1200.0,"endTime":1205.34,"body":"before that the the first one"},{"speaker":"Annemie Tonken","startTime":1205.34,"endTime":1207.53,"body":"that I talked about about"},{"speaker":"Annemie Tonken","startTime":1205.34,"endTime":1207.53,"body":"including all the digital files"},{"speaker":"Annemie Tonken","startTime":1207.53,"endTime":1209.69,"body":"with each collection is the most"},{"speaker":"Annemie Tonken","startTime":1207.53,"endTime":1209.69,"body":"popular. But now that I'm"},{"speaker":"Annemie Tonken","startTime":1209.72,"endTime":1212.39,"body":"talking about it and thinking"},{"speaker":"Annemie Tonken","startTime":1209.72,"endTime":1212.39,"body":"about it, I think that asking"},{"speaker":"Annemie Tonken","startTime":1212.42,"endTime":1215.54,"body":"for alternatives to a phone call"},{"speaker":"Annemie Tonken","startTime":1212.42,"endTime":1215.54,"body":"is actually the most common"},{"speaker":"Annemie Tonken","startTime":1215.54,"endTime":1216.17,"body":"request."},{"speaker":"Annemie Tonken","startTime":1217.52,"endTime":1219.8,"body":"And I think that that's, you"},{"speaker":"Annemie Tonken","startTime":1217.52,"endTime":1219.8,"body":"know, it's kind of a sign of the"},{"speaker":"Annemie Tonken","startTime":1219.8,"endTime":1223.58,"body":"times, there are a lot of"},{"speaker":"Annemie Tonken","startTime":1219.8,"endTime":1223.58,"body":"people, especially younger"},{"speaker":"Annemie Tonken","startTime":1223.58,"endTime":1226.28,"body":"people who are averse to getting"},{"speaker":"Annemie Tonken","startTime":1223.58,"endTime":1226.28,"body":"on the phone, I was talking"},{"speaker":"Annemie Tonken","startTime":1226.28,"endTime":1230.15,"body":"about my teenagers before. And"},{"speaker":"Annemie Tonken","startTime":1226.28,"endTime":1230.15,"body":"my older son is always like, you"},{"speaker":"Annemie Tonken","startTime":1230.15,"endTime":1232.46,"body":"talk on the phone all the time,"},{"speaker":"Annemie Tonken","startTime":1230.15,"endTime":1232.46,"body":"like he and his friends don't"},{"speaker":"Annemie Tonken","startTime":1232.46,"endTime":1235.97,"body":"talk on the phone, they text."},{"speaker":"Annemie Tonken","startTime":1232.46,"endTime":1235.97,"body":"Now, my teenager is definitely"},{"speaker":"Annemie Tonken","startTime":1235.97,"endTime":1239.06,"body":"not my ideal client. But I"},{"speaker":"Annemie Tonken","startTime":1235.97,"endTime":1239.06,"body":"recognize that that you know,"},{"speaker":"Annemie Tonken","startTime":1239.33,"endTime":1242.66,"body":"goes up. And there are plenty of"},{"speaker":"Annemie Tonken","startTime":1239.33,"endTime":1242.66,"body":"people in their 20s. And even"},{"speaker":"Annemie Tonken","startTime":1242.69,"endTime":1245.42,"body":"people who are older than that"},{"speaker":"Annemie Tonken","startTime":1242.69,"endTime":1245.42,"body":"people who are my age who are"},{"speaker":"Annemie Tonken","startTime":1245.42,"endTime":1248.45,"body":"just like, I don't like getting"},{"speaker":"Annemie Tonken","startTime":1245.42,"endTime":1248.45,"body":"on the phone, I'm not into it. I"},{"speaker":"Annemie Tonken","startTime":1248.45,"endTime":1252.02,"body":"feel intimidated about it, my"},{"speaker":"Annemie Tonken","startTime":1248.45,"endTime":1252.02,"body":"potential clients, like they"},{"speaker":"Annemie Tonken","startTime":1252.02,"endTime":1254.72,"body":"won't get on the phone with me."},{"speaker":"Annemie Tonken","startTime":1252.02,"endTime":1254.72,"body":"So therefore, that's going to be"},{"speaker":"Annemie Tonken","startTime":1254.72,"endTime":1258.05,"body":"a problem. Because if I, you"},{"speaker":"Annemie Tonken","startTime":1254.72,"endTime":1258.05,"body":"know, forced them to get on the"},{"speaker":"Annemie Tonken","startTime":1258.05,"endTime":1261.53,"body":"phone with me, then and they're"},{"speaker":"Annemie Tonken","startTime":1258.05,"endTime":1261.53,"body":"not willing to, then I have no"},{"speaker":"Annemie Tonken","startTime":1261.53,"endTime":1265.97,"body":"chance of having them hire me"},{"speaker":"Annemie Tonken","startTime":1261.53,"endTime":1265.97,"body":"so. So I understand the"},{"speaker":"Annemie Tonken","startTime":1265.97,"endTime":1270.74,"body":"pushback. And what I will say is"},{"speaker":"Annemie Tonken","startTime":1265.97,"endTime":1270.74,"body":"different about this sticking"},{"speaker":"Annemie Tonken","startTime":1270.74,"endTime":1275.48,"body":"point than the other two is that"},{"speaker":"Annemie Tonken","startTime":1270.74,"endTime":1275.48,"body":"I have stopped saying like,"},{"speaker":"Annemie Tonken","startTime":1275.51,"endTime":1279.92,"body":"Nope, I really think you have to"},{"speaker":"Annemie Tonken","startTime":1275.51,"endTime":1279.92,"body":"get on the phone, because I have"},{"speaker":"Annemie Tonken","startTime":1279.92,"endTime":1284.3,"body":"had several students who have"},{"speaker":"Annemie Tonken","startTime":1279.92,"endTime":1284.3,"body":"gotten good results using"},{"speaker":"Annemie Tonken","startTime":1284.3,"endTime":1289.58,"body":"alternatives. So there are a"},{"speaker":"Annemie Tonken","startTime":1284.3,"endTime":1289.58,"body":"bunch of people in the blueprint"},{"speaker":"Annemie Tonken","startTime":1289.58,"endTime":1292.94,"body":"group who are now instead of"},{"speaker":"Annemie Tonken","startTime":1289.58,"endTime":1292.94,"body":"getting on the phone with"},{"speaker":"Annemie Tonken","startTime":1293.09,"endTime":1298.58,"body":"prospective clients using a"},{"speaker":"Annemie Tonken","startTime":1293.09,"endTime":1298.58,"body":"personalized video that they"},{"speaker":"Annemie Tonken","startTime":1298.58,"endTime":1303.62,"body":"create, to respond to inquiries."},{"speaker":"Annemie Tonken","startTime":1298.58,"endTime":1303.62,"body":"And we've talked a fair amount"},{"speaker":"Annemie Tonken","startTime":1303.62,"endTime":1307.61,"body":"inside the group about how you"},{"speaker":"Annemie Tonken","startTime":1303.62,"endTime":1307.61,"body":"know that like the the pros and"},{"speaker":"Annemie Tonken","startTime":1307.61,"endTime":1312.38,"body":"cons there. And, and some people"},{"speaker":"Annemie Tonken","startTime":1307.61,"endTime":1312.38,"body":"are having better results with"},{"speaker":"Annemie Tonken","startTime":1312.38,"endTime":1315.86,"body":"it than other people, obviously."},{"speaker":"Annemie Tonken","startTime":1312.38,"endTime":1315.86,"body":"And that's always the case. But"},{"speaker":"Annemie Tonken","startTime":1315.86,"endTime":1319.76,"body":"that personalized video that you"},{"speaker":"Annemie Tonken","startTime":1315.86,"endTime":1319.76,"body":"create, when someone reaches out"},{"speaker":"Annemie Tonken","startTime":1319.76,"endTime":1323.3,"body":"to you, does give you the"},{"speaker":"Annemie Tonken","startTime":1319.76,"endTime":1323.3,"body":"opportunity to achieve some of"},{"speaker":"Annemie Tonken","startTime":1323.3,"endTime":1326.36,"body":"the things that a phone call"},{"speaker":"Annemie Tonken","startTime":1323.3,"endTime":1326.36,"body":"helps you achieve. First of all,"},{"speaker":"Annemie Tonken","startTime":1326.36,"endTime":1330.59,"body":"it puts a face to your name, it"},{"speaker":"Annemie Tonken","startTime":1326.36,"endTime":1330.59,"body":"gives people a little bit more"},{"speaker":"Annemie Tonken","startTime":1330.59,"endTime":1335.51,"body":"of a picture of what working"},{"speaker":"Annemie Tonken","startTime":1330.59,"endTime":1335.51,"body":"with you would be like rather"},{"speaker":"Annemie Tonken","startTime":1335.51,"endTime":1338.69,"body":"than just numbers on a page,"},{"speaker":"Annemie Tonken","startTime":1335.51,"endTime":1338.69,"body":"which is what we are kind of"},{"speaker":"Annemie Tonken","startTime":1338.69,"endTime":1342.92,"body":"presenting to people when we"},{"speaker":"Annemie Tonken","startTime":1338.69,"endTime":1342.92,"body":"give them a PDF. And I think"},{"speaker":"Annemie Tonken","startTime":1342.92,"endTime":1346.31,"body":"that it makes an impression just"},{"speaker":"Annemie Tonken","startTime":1342.92,"endTime":1346.31,"body":"because it's unusual, right? So"},{"speaker":"Annemie Tonken","startTime":1346.31,"endTime":1348.35,"body":"somebody's getting a"},{"speaker":"Annemie Tonken","startTime":1346.31,"endTime":1348.35,"body":"personalized video that's a"},{"speaker":"Annemie Tonken","startTime":1348.35,"endTime":1352.73,"body":"little bit more interesting than"},{"speaker":"Annemie Tonken","startTime":1348.35,"endTime":1352.73,"body":"than doing, you know, getting"},{"speaker":"Annemie Tonken","startTime":1352.76,"endTime":1356.3,"body":"back a pricing PDF, which"},{"speaker":"Annemie Tonken","startTime":1352.76,"endTime":1356.3,"body":"they're getting from every other"},{"speaker":"Annemie Tonken","startTime":1356.3,"endTime":1359.54,"body":"photographer who's writing back"},{"speaker":"Annemie Tonken","startTime":1356.3,"endTime":1359.54,"body":"to them. So I think that that"},{"speaker":"Annemie Tonken","startTime":1359.54,"endTime":1362.33,"body":"can work. I think that, you"},{"speaker":"Annemie Tonken","startTime":1359.54,"endTime":1362.33,"body":"know, we've talked a little bit"},{"speaker":"Annemie Tonken","startTime":1362.33,"endTime":1367.43,"body":"about what needs to be included,"},{"speaker":"Annemie Tonken","startTime":1362.33,"endTime":1367.43,"body":"hopefully inviting people to"},{"speaker":"Annemie Tonken","startTime":1367.43,"endTime":1369.92,"body":"participate in that"},{"speaker":"Annemie Tonken","startTime":1367.43,"endTime":1369.92,"body":"conversation. Because the one"},{"speaker":"Annemie Tonken","startTime":1369.92,"endTime":1373.46,"body":"thing that video doesn't give us"},{"speaker":"Annemie Tonken","startTime":1369.92,"endTime":1373.46,"body":"the opportunity to do if it's"},{"speaker":"Annemie Tonken","startTime":1373.46,"endTime":1377.09,"body":"just a single video that you're"},{"speaker":"Annemie Tonken","startTime":1373.46,"endTime":1377.09,"body":"sending, is to respond to"},{"speaker":"Annemie Tonken","startTime":1377.09,"endTime":1380.81,"body":"people's hesitations questions,"},{"speaker":"Annemie Tonken","startTime":1377.09,"endTime":1380.81,"body":"understand, like hear in their"},{"speaker":"Annemie Tonken","startTime":1380.81,"endTime":1385.22,"body":"voice, what they don't get, or"},{"speaker":"Annemie Tonken","startTime":1380.81,"endTime":1385.22,"body":"what they're confused about. The"},{"speaker":"Annemie Tonken","startTime":1385.22,"endTime":1387.83,"body":"two way conversation is a little"},{"speaker":"Annemie Tonken","startTime":1385.22,"endTime":1387.83,"body":"bit better for that kind of"},{"speaker":"Annemie Tonken","startTime":1387.83,"endTime":1391.82,"body":"thing. So I have also started"},{"speaker":"Annemie Tonken","startTime":1387.83,"endTime":1391.82,"body":"recommending tools like boxer,"},{"speaker":"Annemie Tonken","startTime":1392.06,"endTime":1396.77,"body":"or, you know, like Marco Polo,"},{"speaker":"Annemie Tonken","startTime":1392.06,"endTime":1396.77,"body":"something where you are inviting"},{"speaker":"Annemie Tonken","startTime":1396.77,"endTime":1400.76,"body":"people into more of a"},{"speaker":"Annemie Tonken","startTime":1396.77,"endTime":1400.76,"body":"conversation, even an audio"},{"speaker":"Annemie Tonken","startTime":1400.76,"endTime":1406.76,"body":"message in like the DMS of your"},{"speaker":"Annemie Tonken","startTime":1400.76,"endTime":1406.76,"body":"Instagram account could work to"},{"speaker":"Annemie Tonken","startTime":1406.76,"endTime":1410.48,"body":"invite this kind of"},{"speaker":"Annemie Tonken","startTime":1406.76,"endTime":1410.48,"body":"conversation. So what is"},{"speaker":"Annemie Tonken","startTime":1410.48,"endTime":1414.68,"body":"different between this third"},{"speaker":"Annemie Tonken","startTime":1410.48,"endTime":1414.68,"body":"change that people want to make."},{"speaker":"Annemie Tonken","startTime":1414.74,"endTime":1418.76,"body":"And the other two, what I see as"},{"speaker":"Annemie Tonken","startTime":1414.74,"endTime":1418.76,"body":"being different different is"},{"speaker":"Annemie Tonken","startTime":1418.76,"endTime":1424.61,"body":"that with the first two, it's"},{"speaker":"Annemie Tonken","startTime":1418.76,"endTime":1424.61,"body":"really, it comes down to kind of"},{"speaker":"Annemie Tonken","startTime":1424.64,"endTime":1431.0,"body":"a rigid belief that the way that"},{"speaker":"Annemie Tonken","startTime":1424.64,"endTime":1431.0,"body":"things are must be the way that"},{"speaker":"Annemie Tonken","startTime":1431.0,"endTime":1435.14,"body":"they should be. So in that first"},{"speaker":"Annemie Tonken","startTime":1431.0,"endTime":1435.14,"body":"one about including all the"},{"speaker":"Annemie Tonken","startTime":1435.14,"endTime":1440.06,"body":"digital files, you're saying,"},{"speaker":"Annemie Tonken","startTime":1435.14,"endTime":1440.06,"body":"I'm too afraid to say out loud,"},{"speaker":"Annemie Tonken","startTime":1440.12,"endTime":1443.66,"body":"I do things differently from the"},{"speaker":"Annemie Tonken","startTime":1440.12,"endTime":1443.66,"body":"other photographers that you"},{"speaker":"Annemie Tonken","startTime":1443.69,"endTime":1447.05,"body":"have talked to or I'm doing"},{"speaker":"Annemie Tonken","startTime":1443.69,"endTime":1447.05,"body":"things differently now than I"},{"speaker":"Annemie Tonken","startTime":1447.05,"endTime":1450.29,"body":"used to the way that I used to"},{"speaker":"Annemie Tonken","startTime":1447.05,"endTime":1450.29,"body":"do them and then standing up for"},{"speaker":"Annemie Tonken","startTime":1450.29,"endTime":1453.68,"body":"that decision. I think that what"},{"speaker":"Annemie Tonken","startTime":1450.29,"endTime":1453.68,"body":"it indicates to me is that they"},{"speaker":"Annemie Tonken","startTime":1453.68,"endTime":1457.88,"body":"haven't fully been convinced"},{"speaker":"Annemie Tonken","startTime":1453.68,"endTime":1457.88,"body":"themselves that what they're"},{"speaker":"Annemie Tonken","startTime":1457.88,"endTime":1461.18,"body":"offering is better. And that's"},{"speaker":"Annemie Tonken","startTime":1457.88,"endTime":1461.18,"body":"okay. There's nothing, you know,"},{"speaker":"Annemie Tonken","startTime":1461.18,"endTime":1464.15,"body":"again, I'm not saying that My"},{"speaker":"Annemie Tonken","startTime":1461.18,"endTime":1464.15,"body":"way is the only way to do"},{"speaker":"Annemie Tonken","startTime":1464.15,"endTime":1468.86,"body":"anything. But, but I do think"},{"speaker":"Annemie Tonken","startTime":1464.15,"endTime":1468.86,"body":"that in order for simple sales"},{"speaker":"Annemie Tonken","startTime":1468.86,"endTime":1473.18,"body":"to work as a whole, you kind of"},{"speaker":"Annemie Tonken","startTime":1468.86,"endTime":1473.18,"body":"have to you have to agree with"},{"speaker":"Annemie Tonken","startTime":1473.18,"endTime":1476.48,"body":"the premise that we're building"},{"speaker":"Annemie Tonken","startTime":1473.18,"endTime":1476.48,"body":"the whole thing off on to right"},{"speaker":"Annemie Tonken","startTime":1477.53,"endTime":1482.63,"body":"versus with the phone call."},{"speaker":"Annemie Tonken","startTime":1477.53,"endTime":1482.63,"body":"These students of mine who are"},{"speaker":"Annemie Tonken","startTime":1482.63,"endTime":1487.34,"body":"coming up with with alternatives"},{"speaker":"Annemie Tonken","startTime":1482.63,"endTime":1487.34,"body":"are solving the same problem"},{"speaker":"Annemie Tonken","startTime":1487.46,"endTime":1491.6,"body":"which is asking people to make a"},{"speaker":"Annemie Tonken","startTime":1487.46,"endTime":1491.6,"body":"decision as to whether or not to"},{"speaker":"Annemie Tonken","startTime":1491.6,"endTime":1494.48,"body":"hire us kind of solely on price."},{"speaker":"Annemie Tonken","startTime":1496.07,"endTime":1499.4,"body":"They are solving that problem in"},{"speaker":"Annemie Tonken","startTime":1496.07,"endTime":1499.4,"body":"a different way. So they are"},{"speaker":"Annemie Tonken","startTime":1499.4,"endTime":1505.1,"body":"coming up with With other"},{"speaker":"Annemie Tonken","startTime":1499.4,"endTime":1505.1,"body":"strategies to respond to that to"},{"speaker":"Annemie Tonken","startTime":1505.1,"endTime":1508.91,"body":"that particular stumbling block"},{"speaker":"Annemie Tonken","startTime":1505.1,"endTime":1508.91,"body":"that our clients have. So it's"},{"speaker":"Annemie Tonken","startTime":1508.91,"endTime":1512.03,"body":"kind of the letter of the law"},{"speaker":"Annemie Tonken","startTime":1508.91,"endTime":1512.03,"body":"versus the spirit of the law, I"},{"speaker":"Annemie Tonken","startTime":1512.03,"endTime":1516.5,"body":"am all for you bright,"},{"speaker":"Annemie Tonken","startTime":1512.03,"endTime":1516.5,"body":"thoughtful, independent,"},{"speaker":"Annemie Tonken","startTime":1516.5,"endTime":1521.09,"body":"creative professionals. solving"},{"speaker":"Annemie Tonken","startTime":1516.5,"endTime":1521.09,"body":"your problems in your own way, I"},{"speaker":"Annemie Tonken","startTime":1521.09,"endTime":1524.24,"body":"have a method that has worked"},{"speaker":"Annemie Tonken","startTime":1521.09,"endTime":1524.24,"body":"for me, it's worked for a lot of"},{"speaker":"Annemie Tonken","startTime":1524.24,"endTime":1527.93,"body":"other people, but, but I want"},{"speaker":"Annemie Tonken","startTime":1524.24,"endTime":1527.93,"body":"you to use those creative"},{"speaker":"Annemie Tonken","startTime":1527.93,"endTime":1531.5,"body":"brains, it's part of what makes"},{"speaker":"Annemie Tonken","startTime":1527.93,"endTime":1531.5,"body":"your business better. One really"},{"speaker":"Annemie Tonken","startTime":1531.5,"endTime":1534.74,"body":"great example of this, and then"},{"speaker":"Annemie Tonken","startTime":1531.5,"endTime":1534.74,"body":"I will wrap this conversation"},{"speaker":"Annemie Tonken","startTime":1534.74,"endTime":1537.95,"body":"up. But one really great example"},{"speaker":"Annemie Tonken","startTime":1534.74,"endTime":1537.95,"body":"of this is it I have a lot of"},{"speaker":"Annemie Tonken","startTime":1537.95,"endTime":1543.77,"body":"students now in simple sales,"},{"speaker":"Annemie Tonken","startTime":1537.95,"endTime":1543.77,"body":"who are using soft proofing in"},{"speaker":"Annemie Tonken","startTime":1543.77,"endTime":1546.77,"body":"their workflow. So I don't do"},{"speaker":"Annemie Tonken","startTime":1543.77,"endTime":1546.77,"body":"soft proofing. Soft Proofing is"},{"speaker":"Annemie Tonken","startTime":1546.77,"endTime":1550.88,"body":"where instead of fully editing"},{"speaker":"Annemie Tonken","startTime":1546.77,"endTime":1550.88,"body":"all of your images, you show"},{"speaker":"Annemie Tonken","startTime":1550.88,"endTime":1555.44,"body":"your clients a sort of baseline"},{"speaker":"Annemie Tonken","startTime":1550.88,"endTime":1555.44,"body":"edited version of their images,"},{"speaker":"Annemie Tonken","startTime":1555.89,"endTime":1559.79,"body":"they choose their images, and"},{"speaker":"Annemie Tonken","startTime":1555.89,"endTime":1559.79,"body":"then you do the full edits. And"},{"speaker":"Annemie Tonken","startTime":1560.72,"endTime":1563.6,"body":"I had a couple of clients or a"},{"speaker":"Annemie Tonken","startTime":1560.72,"endTime":1563.6,"body":"couple of students who came to"},{"speaker":"Annemie Tonken","startTime":1563.6,"endTime":1568.22,"body":"me about 18 months ago saying,"},{"speaker":"Annemie Tonken","startTime":1563.6,"endTime":1568.22,"body":"you know, I do soft proofing, I"},{"speaker":"Annemie Tonken","startTime":1568.22,"endTime":1571.07,"body":"like that, do you think simple"},{"speaker":"Annemie Tonken","startTime":1568.22,"endTime":1571.07,"body":"sales could work. And we talked"},{"speaker":"Annemie Tonken","startTime":1571.07,"endTime":1573.2,"body":"about it, and I was like, I"},{"speaker":"Annemie Tonken","startTime":1571.07,"endTime":1573.2,"body":"think so you'd have to add a"},{"speaker":"Annemie Tonken","startTime":1573.2,"endTime":1576.35,"body":"couple of steps, but, but I"},{"speaker":"Annemie Tonken","startTime":1573.2,"endTime":1576.35,"body":"think you the whole, you know,"},{"speaker":"Annemie Tonken","startTime":1576.35,"endTime":1582.5,"body":"the basic idea would work. And"},{"speaker":"Annemie Tonken","startTime":1576.35,"endTime":1582.5,"body":"they have taken that ball and"},{"speaker":"Annemie Tonken","startTime":1582.5,"endTime":1585.92,"body":"kind of run it down the court."},{"speaker":"Annemie Tonken","startTime":1582.5,"endTime":1585.92,"body":"And now I have this whole group"},{"speaker":"Annemie Tonken","startTime":1585.92,"endTime":1589.43,"body":"within my group that they do"},{"speaker":"Annemie Tonken","startTime":1585.92,"endTime":1589.43,"body":"soft proofing, and it's working"},{"speaker":"Annemie Tonken","startTime":1589.43,"endTime":1593.42,"body":"great for them. And I am all for"},{"speaker":"Annemie Tonken","startTime":1589.43,"endTime":1593.42,"body":"it. Like, that's something that"},{"speaker":"Annemie Tonken","startTime":1593.42,"endTime":1597.5,"body":"I never really considered before"},{"speaker":"Annemie Tonken","startTime":1593.42,"endTime":1597.5,"body":"I started teaching simple sales,"},{"speaker":"Annemie Tonken","startTime":1597.5,"endTime":1601.16,"body":"because again, it's not part of"},{"speaker":"Annemie Tonken","startTime":1597.5,"endTime":1601.16,"body":"my own workflow. But having"},{"speaker":"Annemie Tonken","startTime":1601.16,"endTime":1605.39,"body":"these other super smart, you"},{"speaker":"Annemie Tonken","startTime":1601.16,"endTime":1605.39,"body":"know, thoughtful creatives who"},{"speaker":"Annemie Tonken","startTime":1605.39,"endTime":1608.45,"body":"have learned my system, and then"},{"speaker":"Annemie Tonken","startTime":1605.39,"endTime":1608.45,"body":"they say, Oh, great, I'm going"},{"speaker":"Annemie Tonken","startTime":1608.45,"endTime":1611.3,"body":"to take that, and I'm going to"},{"speaker":"Annemie Tonken","startTime":1608.45,"endTime":1611.3,"body":"take the strategy behind it and"},{"speaker":"Annemie Tonken","startTime":1611.3,"endTime":1615.02,"body":"apply it to what I need. That is"},{"speaker":"Annemie Tonken","startTime":1611.3,"endTime":1615.02,"body":"awesome. If we can get more of"},{"speaker":"Annemie Tonken","startTime":1615.02,"endTime":1621.11,"body":"that I'm all for it. I have no"},{"speaker":"Annemie Tonken","startTime":1615.02,"endTime":1621.11,"body":"ego about my way being the only"},{"speaker":"Annemie Tonken","startTime":1621.11,"endTime":1623.75,"body":"way. And every time that ego"},{"speaker":"Annemie Tonken","startTime":1621.11,"endTime":1623.75,"body":"starts to grow a little bit, I"},{"speaker":"Annemie Tonken","startTime":1623.75,"endTime":1627.41,"body":"come across somebody who's like"},{"speaker":"Annemie Tonken","startTime":1623.75,"endTime":1627.41,"body":"blows my mind with their amazing"},{"speaker":"Annemie Tonken","startTime":1627.59,"endTime":1633.26,"body":"ideas and their amazing"},{"speaker":"Annemie Tonken","startTime":1627.59,"endTime":1633.26,"body":"adaptations. But I don't want my"},{"speaker":"Annemie Tonken","startTime":1633.26,"endTime":1637.01,"body":"students, you know, believing"},{"speaker":"Annemie Tonken","startTime":1633.26,"endTime":1637.01,"body":"that the system can't work for"},{"speaker":"Annemie Tonken","startTime":1637.01,"endTime":1641.69,"body":"them, because they've gone and"},{"speaker":"Annemie Tonken","startTime":1637.01,"endTime":1641.69,"body":"made it change, where they"},{"speaker":"Annemie Tonken","startTime":1641.69,"endTime":1645.2,"body":"actually change something really"},{"speaker":"Annemie Tonken","startTime":1641.69,"endTime":1645.2,"body":"important, that's fundamental to"},{"speaker":"Annemie Tonken","startTime":1645.2,"endTime":1648.89,"body":"the way that simple sales work."},{"speaker":"Annemie Tonken","startTime":1645.2,"endTime":1648.89,"body":"To bring this back to my kids,"},{"speaker":"Annemie Tonken","startTime":1648.89,"endTime":1651.5,"body":"you know, it's like, my kids"},{"speaker":"Annemie Tonken","startTime":1648.89,"endTime":1651.5,"body":"would love to have unfettered"},{"speaker":"Annemie Tonken","startTime":1651.5,"endTime":1654.17,"body":"access to screens all day long."},{"speaker":"Annemie Tonken","startTime":1651.5,"endTime":1654.17,"body":"But that's just not going to"},{"speaker":"Annemie Tonken","startTime":1654.17,"endTime":1657.62,"body":"happen while they're living"},{"speaker":"Annemie Tonken","startTime":1654.17,"endTime":1657.62,"body":"under my roof. I want them to"},{"speaker":"Annemie Tonken","startTime":1657.65,"endTime":1660.92,"body":"you know, get outside and move"},{"speaker":"Annemie Tonken","startTime":1657.65,"endTime":1660.92,"body":"around and have social"},{"speaker":"Annemie Tonken","startTime":1660.92,"endTime":1664.28,"body":"interactions and real world"},{"speaker":"Annemie Tonken","startTime":1660.92,"endTime":1664.28,"body":"goals and not just like, oh, I"},{"speaker":"Annemie Tonken","startTime":1664.28,"endTime":1668.6,"body":"have a 40 day streak on this"},{"speaker":"Annemie Tonken","startTime":1664.28,"endTime":1668.6,"body":"thing or whatever. I also want"},{"speaker":"Annemie Tonken","startTime":1668.6,"endTime":1671.21,"body":"them to prioritize their"},{"speaker":"Annemie Tonken","startTime":1668.6,"endTime":1671.21,"body":"schoolwork and their chores and"},{"speaker":"Annemie Tonken","startTime":1671.21,"endTime":1674.48,"body":"their sleep before they are just"},{"speaker":"Annemie Tonken","startTime":1671.21,"endTime":1674.48,"body":"zoning out in front of their"},{"speaker":"Annemie Tonken","startTime":1674.48,"endTime":1678.74,"body":"screens. I have, I think really"},{"speaker":"Annemie Tonken","startTime":1674.48,"endTime":1678.74,"body":"good well thought out reasons"},{"speaker":"Annemie Tonken","startTime":1678.77,"endTime":1684.92,"body":"for my thinking in those cases,"},{"speaker":"Annemie Tonken","startTime":1678.77,"endTime":1684.92,"body":"that you know, structure and"},{"speaker":"Annemie Tonken","startTime":1684.95,"endTime":1687.62,"body":"guidance that I'm giving them, I"},{"speaker":"Annemie Tonken","startTime":1684.95,"endTime":1687.62,"body":"think are going to be"},{"speaker":"Annemie Tonken","startTime":1687.62,"endTime":1692.66,"body":"beneficial. But I'm also totally"},{"speaker":"Annemie Tonken","startTime":1687.62,"endTime":1692.66,"body":"aware that spending a lot of"},{"speaker":"Annemie Tonken","startTime":1692.66,"endTime":1696.26,"body":"time on screens is probably"},{"speaker":"Annemie Tonken","startTime":1692.66,"endTime":1696.26,"body":"going to be a reality in their"},{"speaker":"Annemie Tonken","startTime":1696.26,"endTime":1699.56,"body":"adult lives depending on what"},{"speaker":"Annemie Tonken","startTime":1696.26,"endTime":1699.56,"body":"they do professionally. I mean,"},{"speaker":"Annemie Tonken","startTime":1700.34,"endTime":1702.98,"body":"in theory, one of them could"},{"speaker":"Annemie Tonken","startTime":1700.34,"endTime":1702.98,"body":"grow up to be like a movie"},{"speaker":"Annemie Tonken","startTime":1702.98,"endTime":1706.13,"body":"critic or a video game designer"},{"speaker":"Annemie Tonken","startTime":1702.98,"endTime":1706.13,"body":"or something like that. And they"},{"speaker":"Annemie Tonken","startTime":1706.13,"endTime":1709.19,"body":"could spend all day every day"},{"speaker":"Annemie Tonken","startTime":1706.13,"endTime":1709.19,"body":"watching TV or playing video"},{"speaker":"Annemie Tonken","startTime":1709.19,"endTime":1713.39,"body":"games and then their 28 year old"},{"speaker":"Annemie Tonken","startTime":1709.19,"endTime":1713.39,"body":"selves or whatever could call me"},{"speaker":"Annemie Tonken","startTime":1713.39,"endTime":1717.26,"body":"up and be like, see Mom I told"},{"speaker":"Annemie Tonken","startTime":1713.39,"endTime":1717.26,"body":"you, but even if I could look"},{"speaker":"Annemie Tonken","startTime":1717.26,"endTime":1720.65,"body":"into a crystal ball and see that"},{"speaker":"Annemie Tonken","startTime":1717.26,"endTime":1720.65,"body":"that was their future, it"},{"speaker":"Annemie Tonken","startTime":1720.65,"endTime":1725.36,"body":"wouldn't change the way that I"},{"speaker":"Annemie Tonken","startTime":1720.65,"endTime":1725.36,"body":"am parenting them now, right? I"},{"speaker":"Annemie Tonken","startTime":1725.36,"endTime":1728.9,"body":"would see that as like a new"},{"speaker":"Annemie Tonken","startTime":1725.36,"endTime":1728.9,"body":"interpretation of the same"},{"speaker":"Annemie Tonken","startTime":1728.9,"endTime":1731.48,"body":"values and I would hope that"},{"speaker":"Annemie Tonken","startTime":1728.9,"endTime":1731.48,"body":"they were still making time to"},{"speaker":"Annemie Tonken","startTime":1731.48,"endTime":1736.73,"body":"do things like get outside. But"},{"speaker":"Annemie Tonken","startTime":1731.48,"endTime":1736.73,"body":"um, but I am working with the"},{"speaker":"Annemie Tonken","startTime":1736.73,"endTime":1740.48,"body":"data that I have what I know"},{"speaker":"Annemie Tonken","startTime":1736.73,"endTime":1740.48,"body":"works, I'm doing that as a mom"},{"speaker":"Annemie Tonken","startTime":1740.51,"endTime":1744.56,"body":"I'm doing that as a teacher. And"},{"speaker":"Annemie Tonken","startTime":1740.51,"endTime":1744.56,"body":"I would say that anyone that you"},{"speaker":"Annemie Tonken","startTime":1744.56,"endTime":1749.45,"body":"are learning from whether it's"},{"speaker":"Annemie Tonken","startTime":1744.56,"endTime":1749.45,"body":"me or someone else hopefully has"},{"speaker":"Annemie Tonken","startTime":1749.51,"endTime":1753.8,"body":"a similarly strong set of like"},{"speaker":"Annemie Tonken","startTime":1749.51,"endTime":1753.8,"body":"recommendations that they make"},{"speaker":"Annemie Tonken","startTime":1753.83,"endTime":1758.18,"body":"based on good data good reality"},{"speaker":"Annemie Tonken","startTime":1753.83,"endTime":1758.18,"body":"and then also the flexibility to"},{"speaker":"Annemie Tonken","startTime":1758.18,"endTime":1761.51,"body":"say like you are welcome to Do"},{"speaker":"Annemie Tonken","startTime":1758.18,"endTime":1761.51,"body":"with this what you will if you"},{"speaker":"Annemie Tonken","startTime":1761.51,"endTime":1764.84,"body":"change it up dramatically you"},{"speaker":"Annemie Tonken","startTime":1761.51,"endTime":1764.84,"body":"may get dramatically different"},{"speaker":"Annemie Tonken","startTime":1764.84,"endTime":1769.73,"body":"results. But I think that you"},{"speaker":"Annemie Tonken","startTime":1764.84,"endTime":1769.73,"body":"know to do otherwise to say you"},{"speaker":"Annemie Tonken","startTime":1769.73,"endTime":1772.88,"body":"have to do it this way or it"},{"speaker":"Annemie Tonken","startTime":1769.73,"endTime":1772.88,"body":"won't work at all is probably"},{"speaker":"Annemie Tonken","startTime":1772.88,"endTime":1776.51,"body":"the sign of a weaker system. So"},{"speaker":"Annemie Tonken","startTime":1772.88,"endTime":1776.51,"body":"hopefully that all makes sense"},{"speaker":"Annemie Tonken","startTime":1776.51,"endTime":1779.78,"body":"and and give some value and"},{"speaker":"Annemie Tonken","startTime":1776.51,"endTime":1779.78,"body":"again if you haven't had a"},{"speaker":"Annemie Tonken","startTime":1779.78,"endTime":1782.84,"body":"chance to check out the simple"},{"speaker":"Annemie Tonken","startTime":1779.78,"endTime":1782.84,"body":"sales masterclass, you can find"},{"speaker":"Annemie Tonken","startTime":1782.84,"endTime":1786.53,"body":"it at this can't be that"},{"speaker":"Annemie Tonken","startTime":1782.84,"endTime":1786.53,"body":"hard.com/simple You guys have a"},{"speaker":"Annemie Tonken","startTime":1786.53,"endTime":1787.13,"body":"great week."},{"speaker":"Annemie Tonken","startTime":1788.21,"endTime":1791.03,"body":"Well, that's it for this week's"},{"speaker":"Annemie Tonken","startTime":1788.21,"endTime":1791.03,"body":"episode of This can't be that"},{"speaker":"Annemie Tonken","startTime":1791.03,"endTime":1794.99,"body":"hard. I'll be back Same time,"},{"speaker":"Annemie Tonken","startTime":1791.03,"endTime":1794.99,"body":"same place next week. In the"},{"speaker":"Annemie Tonken","startTime":1794.99,"endTime":1798.02,"body":"meantime, you can find more"},{"speaker":"Annemie Tonken","startTime":1794.99,"endTime":1798.02,"body":"information about this episode,"},{"speaker":"Annemie Tonken","startTime":1798.08,"endTime":1801.56,"body":"along with all the relevant"},{"speaker":"Annemie Tonken","startTime":1798.08,"endTime":1801.56,"body":"links now It's and downloads at"},{"speaker":"Annemie Tonken","startTime":1801.56,"endTime":1805.28,"body":"this can't be that"},{"speaker":"Annemie Tonken","startTime":1801.56,"endTime":1805.28,"body":"hard.com/learn If you liked the"},{"speaker":"Annemie Tonken","startTime":1805.28,"endTime":1808.82,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":1805.28,"endTime":1808.82,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":1809.0,"endTime":1812.66,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":1809.0,"endTime":1812.66,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":1812.84,"endTime":1816.35,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":1812.84,"endTime":1816.35,"body":"hope you have a fantastic week."}]}