{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.6,"endTime":4.53,"body":"Okay, guys, so"},{"speaker":"Annemie Tonken","startTime":0.6,"endTime":4.53,"body":"today on the podcast, I'm"},{"speaker":"Annemie Tonken","startTime":4.53,"endTime":10.44,"body":"talking to a lawyer. But before"},{"speaker":"Annemie Tonken","startTime":4.53,"endTime":10.44,"body":"you run screaming, I promise you"},{"speaker":"Annemie Tonken","startTime":10.44,"endTime":14.58,"body":"are going to love this episode."},{"speaker":"Annemie Tonken","startTime":10.44,"endTime":14.58,"body":"If you've never heard of her"},{"speaker":"Annemie Tonken","startTime":14.61,"endTime":18.54,"body":"Rachel Bernanke is the founder"},{"speaker":"Annemie Tonken","startTime":14.61,"endTime":18.54,"body":"of the law tog, which is a legal"},{"speaker":"Annemie Tonken","startTime":18.54,"endTime":21.96,"body":"resource for photographers that"},{"speaker":"Annemie Tonken","startTime":18.54,"endTime":21.96,"body":"has been around since the early"},{"speaker":"Annemie Tonken","startTime":21.96,"endTime":26.1,"body":"days of my business, which is a"},{"speaker":"Annemie Tonken","startTime":21.96,"endTime":26.1,"body":"long time ago now. And ever"},{"speaker":"Annemie Tonken","startTime":26.1,"endTime":29.88,"body":"since its inception, the law tog"},{"speaker":"Annemie Tonken","startTime":26.1,"endTime":29.88,"body":"has done an amazing job of"},{"speaker":"Annemie Tonken","startTime":29.91,"endTime":35.22,"body":"making the legal side of things"},{"speaker":"Annemie Tonken","startTime":29.91,"endTime":35.22,"body":"accessible to us as creatives."},{"speaker":"Annemie Tonken","startTime":35.43,"endTime":38.82,"body":"So since today was the first"},{"speaker":"Annemie Tonken","startTime":35.43,"endTime":38.82,"body":"time that I had the opportunity"},{"speaker":"Annemie Tonken","startTime":38.82,"endTime":42.06,"body":"to talk to Rachel face to face"},{"speaker":"Annemie Tonken","startTime":38.82,"endTime":42.06,"body":"and kind of pick her brain about"},{"speaker":"Annemie Tonken","startTime":42.06,"endTime":45.78,"body":"some of the things I had to"},{"speaker":"Annemie Tonken","startTime":42.06,"endTime":45.78,"body":"narrow down like, what am I"},{"speaker":"Annemie Tonken","startTime":45.78,"endTime":48.78,"body":"going to what am I going to ask"},{"speaker":"Annemie Tonken","startTime":45.78,"endTime":48.78,"body":"her to talk about? How are we"},{"speaker":"Annemie Tonken","startTime":48.78,"endTime":55.32,"body":"going to bring the most value to"},{"speaker":"Annemie Tonken","startTime":48.78,"endTime":55.32,"body":"this audience as possible, and"},{"speaker":"Annemie Tonken","startTime":55.35,"endTime":60.6,"body":"she did not disappoint. We ended"},{"speaker":"Annemie Tonken","startTime":55.35,"endTime":60.6,"body":"up deciding to talk about client"},{"speaker":"Annemie Tonken","startTime":60.6,"endTime":64.77,"body":"education. And although that may"},{"speaker":"Annemie Tonken","startTime":60.6,"endTime":64.77,"body":"not seem on its surface, like a"},{"speaker":"Annemie Tonken","startTime":64.77,"endTime":68.85,"body":"specifically legal issue, I"},{"speaker":"Annemie Tonken","startTime":64.77,"endTime":68.85,"body":"think you're going to really"},{"speaker":"Annemie Tonken","startTime":68.85,"endTime":72.72,"body":"appreciate how she weaves the"},{"speaker":"Annemie Tonken","startTime":68.85,"endTime":72.72,"body":"legal and the practical into"},{"speaker":"Annemie Tonken","startTime":72.72,"endTime":76.62,"body":"creating an amazing client"},{"speaker":"Annemie Tonken","startTime":72.72,"endTime":76.62,"body":"experience. So without further"},{"speaker":"Annemie Tonken","startTime":76.62,"endTime":80.7,"body":"ado, I will cue the music and"},{"speaker":"Annemie Tonken","startTime":76.62,"endTime":80.7,"body":"let Rachel take it away."},{"speaker":"Annemie Tonken","startTime":82.14,"endTime":85.8,"body":"Welcome to this can't be that"},{"speaker":"Annemie Tonken","startTime":82.14,"endTime":85.8,"body":"hard. My name is Annemie Tonken."},{"speaker":"Annemie Tonken","startTime":85.8,"endTime":88.77,"body":"And I help photographers run"},{"speaker":"Annemie Tonken","startTime":85.8,"endTime":88.77,"body":"profitable, sustainable"},{"speaker":"Annemie Tonken","startTime":88.77,"endTime":92.91,"body":"businesses that they love. Each"},{"speaker":"Annemie Tonken","startTime":88.77,"endTime":92.91,"body":"week on the podcast, I cover"},{"speaker":"Annemie Tonken","startTime":92.91,"endTime":96.66,"body":"simple, actionable strategies"},{"speaker":"Annemie Tonken","startTime":92.91,"endTime":96.66,"body":"and systems that photographers"},{"speaker":"Annemie Tonken","startTime":96.66,"endTime":100.44,"body":"at every level of experience can"},{"speaker":"Annemie Tonken","startTime":96.66,"endTime":100.44,"body":"use to earn more money in a more"},{"speaker":"Annemie Tonken","startTime":100.44,"endTime":104.16,"body":"sustainable way. Running a"},{"speaker":"Annemie Tonken","startTime":100.44,"endTime":104.16,"body":"photography business doesn't"},{"speaker":"Annemie Tonken","startTime":104.16,"endTime":107.94,"body":"have to be that hard. You can do"},{"speaker":"Annemie Tonken","startTime":104.16,"endTime":107.94,"body":"it. And I can show you how."},{"speaker":"Annemie Tonken","startTime":111.87,"endTime":114.66,"body":"Rachel Brenke It is great to"},{"speaker":"Annemie Tonken","startTime":111.87,"endTime":114.66,"body":"have you on this can't be that"},{"speaker":"Annemie Tonken","startTime":114.66,"endTime":115.98,"body":"hard. How are you today?"},{"speaker":"Rachel Brenke","startTime":116.28,"endTime":119.61,"body":"Good. I am so"},{"speaker":"Rachel Brenke","startTime":116.28,"endTime":119.61,"body":"excited. I love your podcasts."},{"speaker":"Rachel Brenke","startTime":119.61,"endTime":121.17,"body":"I'm so thrilled to be here."},{"speaker":"Annemie Tonken","startTime":121.2,"endTime":125.88,"body":"Yay. Well, I"},{"speaker":"Annemie Tonken","startTime":121.2,"endTime":125.88,"body":"long before my education side of"},{"speaker":"Annemie Tonken","startTime":125.88,"endTime":130.05,"body":"my business started up I have"},{"speaker":"Annemie Tonken","startTime":125.88,"endTime":130.05,"body":"known you and your business. And"},{"speaker":"Annemie Tonken","startTime":130.08,"endTime":133.83,"body":"I love that we're finally coming"},{"speaker":"Annemie Tonken","startTime":130.08,"endTime":133.83,"body":"together on this because I feel"},{"speaker":"Annemie Tonken","startTime":133.86,"endTime":137.61,"body":"like you and I are like the bad"},{"speaker":"Annemie Tonken","startTime":133.86,"endTime":137.61,"body":"guys in the photography"},{"speaker":"Annemie Tonken","startTime":137.61,"endTime":141.06,"body":"industry. It's like oh, sales,"},{"speaker":"Annemie Tonken","startTime":137.61,"endTime":141.06,"body":"oh, legal, this stuff that"},{"speaker":"Annemie Tonken","startTime":141.06,"endTime":145.2,"body":"nobody wants to talk about. So."},{"speaker":"Annemie Tonken","startTime":141.06,"endTime":145.2,"body":"But my suspicion is that this"},{"speaker":"Annemie Tonken","startTime":145.2,"endTime":148.11,"body":"podcast episode is gonna get"},{"speaker":"Annemie Tonken","startTime":145.2,"endTime":148.11,"body":"more downloads than a lot"},{"speaker":"Annemie Tonken","startTime":148.11,"endTime":152.4,"body":"because so many people are like,"},{"speaker":"Annemie Tonken","startTime":148.11,"endTime":152.4,"body":"Yes, I know, I need to work on"},{"speaker":"Annemie Tonken","startTime":152.4,"endTime":156.33,"body":"this. And we're gonna make it as"},{"speaker":"Annemie Tonken","startTime":152.4,"endTime":156.33,"body":"I always try and do as fun and"},{"speaker":"Annemie Tonken","startTime":156.33,"endTime":159.81,"body":"as actionable and like"},{"speaker":"Annemie Tonken","startTime":156.33,"endTime":159.81,"body":"manageable as possible. And"},{"speaker":"Annemie Tonken","startTime":159.81,"endTime":161.97,"body":"that's one of the things that I"},{"speaker":"Annemie Tonken","startTime":159.81,"endTime":161.97,"body":"love about the way that you"},{"speaker":"Annemie Tonken","startTime":161.97,"endTime":166.71,"body":"teach. And yeah, you've been"},{"speaker":"Annemie Tonken","startTime":161.97,"endTime":166.71,"body":"around you're like a, you're a"},{"speaker":"Annemie Tonken","startTime":167.19,"endTime":171.72,"body":"pillar in the industry because"},{"speaker":"Annemie Tonken","startTime":167.19,"endTime":171.72,"body":"you know your stuff. But just in"},{"speaker":"Annemie Tonken","startTime":171.72,"endTime":175.11,"body":"case people don't know you and"},{"speaker":"Annemie Tonken","startTime":171.72,"endTime":175.11,"body":"haven't heard of you before, I'm"},{"speaker":"Annemie Tonken","startTime":175.11,"endTime":177.96,"body":"gonna hand the mic over to you"},{"speaker":"Annemie Tonken","startTime":175.11,"endTime":177.96,"body":"and have you do a little"},{"speaker":"Annemie Tonken","startTime":177.96,"endTime":178.74,"body":"introduction."},{"speaker":"Rachel Brenke","startTime":179.35,"endTime":181.36,"body":"Awesome. Yes, my"},{"speaker":"Rachel Brenke","startTime":179.35,"endTime":181.36,"body":"name is Rachel Brenke. I'm the"},{"speaker":"Rachel Brenke","startTime":181.36,"endTime":184.18,"body":"only one on the interwebs. So if"},{"speaker":"Rachel Brenke","startTime":181.36,"endTime":184.18,"body":"you have any questions out of"},{"speaker":"Rachel Brenke","startTime":184.18,"endTime":188.14,"body":"this podcast, feel free to reach"},{"speaker":"Rachel Brenke","startTime":184.18,"endTime":188.14,"body":"out. I am a business consultant"},{"speaker":"Rachel Brenke","startTime":188.14,"endTime":190.24,"body":"and intellectual property"},{"speaker":"Rachel Brenke","startTime":188.14,"endTime":190.24,"body":"attorney. I still do"},{"speaker":"Rachel Brenke","startTime":190.24,"endTime":194.26,"body":"photography, I did photography."},{"speaker":"Rachel Brenke","startTime":190.24,"endTime":194.26,"body":"Also during law school. That's"},{"speaker":"Rachel Brenke","startTime":194.26,"endTime":197.2,"body":"how I produced the baby. The Law"},{"speaker":"Rachel Brenke","startTime":194.26,"endTime":197.2,"body":"Tog, which is the go to legal"},{"speaker":"Rachel Brenke","startTime":197.2,"endTime":200.08,"body":"resource for photographers have"},{"speaker":"Rachel Brenke","startTime":197.2,"endTime":200.08,"body":"different legal brands in"},{"speaker":"Rachel Brenke","startTime":200.08,"endTime":202.39,"body":"different industries. But"},{"speaker":"Rachel Brenke","startTime":200.08,"endTime":202.39,"body":"obviously, that's the one that's"},{"speaker":"Rachel Brenke","startTime":202.39,"endTime":206.11,"body":"most important for you guys."},{"speaker":"Rachel Brenke","startTime":202.39,"endTime":206.11,"body":"Talking about the big three of"},{"speaker":"Rachel Brenke","startTime":206.11,"endTime":209.2,"body":"like legal business contracts"},{"speaker":"Rachel Brenke","startTime":206.11,"endTime":209.2,"body":"and copyright. Those are the big"},{"speaker":"Rachel Brenke","startTime":209.2,"endTime":212.83,"body":"areas that photographers have"},{"speaker":"Rachel Brenke","startTime":209.2,"endTime":212.83,"body":"questions about and I love it. I"},{"speaker":"Rachel Brenke","startTime":212.83,"endTime":215.29,"body":"absolutely love working with"},{"speaker":"Rachel Brenke","startTime":212.83,"endTime":215.29,"body":"photographers and creatives."},{"speaker":"Rachel Brenke","startTime":216.01,"endTime":219.25,"body":"It's something you know, we're"},{"speaker":"Rachel Brenke","startTime":216.01,"endTime":219.25,"body":"talking pre roll, and you just"},{"speaker":"Rachel Brenke","startTime":219.25,"endTime":222.04,"body":"met alluded to it is that like"},{"speaker":"Rachel Brenke","startTime":219.25,"endTime":222.04,"body":"with sales and legal, it's not"},{"speaker":"Rachel Brenke","startTime":222.04,"endTime":225.73,"body":"sexy, it's not fun. But the"},{"speaker":"Rachel Brenke","startTime":222.04,"endTime":225.73,"body":"reality is if you're wanting to"},{"speaker":"Rachel Brenke","startTime":225.73,"endTime":228.85,"body":"be able to continue in business,"},{"speaker":"Rachel Brenke","startTime":225.73,"endTime":228.85,"body":"and you're also wanting to have"},{"speaker":"Rachel Brenke","startTime":228.85,"endTime":232.09,"body":"your business to be a supporting"},{"speaker":"Rachel Brenke","startTime":228.85,"endTime":232.09,"body":"actor to your life, right, as"},{"speaker":"Rachel Brenke","startTime":232.09,"endTime":234.13,"body":"much as we love business, we"},{"speaker":"Rachel Brenke","startTime":232.09,"endTime":234.13,"body":"don't want our life to be"},{"speaker":"Rachel Brenke","startTime":234.13,"endTime":237.46,"body":"business, we got to prevent the"},{"speaker":"Rachel Brenke","startTime":234.13,"endTime":237.46,"body":"issues. And so my approach with"},{"speaker":"Rachel Brenke","startTime":237.46,"endTime":240.16,"body":"legal teaching is not just as an"},{"speaker":"Rachel Brenke","startTime":237.46,"endTime":240.16,"body":"attorney, although that's part"},{"speaker":"Rachel Brenke","startTime":240.16,"endTime":243.31,"body":"of it. So that we can prevent"},{"speaker":"Rachel Brenke","startTime":240.16,"endTime":243.31,"body":"the issues so that we can be"},{"speaker":"Rachel Brenke","startTime":243.31,"endTime":245.71,"body":"focused on photography,"},{"speaker":"Rachel Brenke","startTime":243.31,"endTime":245.71,"body":"connecting with our clients, not"},{"speaker":"Rachel Brenke","startTime":245.71,"endTime":249.1,"body":"cleaning up issues, and making"},{"speaker":"Rachel Brenke","startTime":245.71,"endTime":249.1,"body":"money and not having to spend it"},{"speaker":"Rachel Brenke","startTime":249.1,"endTime":252.22,"body":"on cleaning up stuff later. So"},{"speaker":"Rachel Brenke","startTime":249.1,"endTime":252.22,"body":"as we go through this, just know"},{"speaker":"Rachel Brenke","startTime":252.22,"endTime":255.91,"body":"that I am one of y'all, I get"},{"speaker":"Rachel Brenke","startTime":252.22,"endTime":255.91,"body":"it, I understand and I hope that"},{"speaker":"Rachel Brenke","startTime":255.91,"endTime":257.77,"body":"you enjoy the tips that we're"},{"speaker":"Rachel Brenke","startTime":255.91,"endTime":257.77,"body":"going to bring"},{"speaker":"Annemie Tonken","startTime":257.86,"endTime":261.25,"body":"one of the"},{"speaker":"Annemie Tonken","startTime":257.86,"endTime":261.25,"body":"phrases that my kids are gonna"},{"speaker":"Annemie Tonken","startTime":261.25,"endTime":263.65,"body":"grow up and be like, I can't"},{"speaker":"Annemie Tonken","startTime":261.25,"endTime":263.65,"body":"believe I just said that I sound"},{"speaker":"Annemie Tonken","startTime":263.65,"endTime":267.94,"body":"like my mother is an ounce of"},{"speaker":"Annemie Tonken","startTime":263.65,"endTime":267.94,"body":"prevention is worth a pound of"},{"speaker":"Annemie Tonken","startTime":267.94,"endTime":272.38,"body":"cure. Like I subscribe to that"},{"speaker":"Annemie Tonken","startTime":267.94,"endTime":272.38,"body":"wholeheartedly in just about"},{"speaker":"Annemie Tonken","startTime":272.38,"endTime":275.71,"body":"every facet of my life where I'm"},{"speaker":"Annemie Tonken","startTime":272.38,"endTime":275.71,"body":"like, Okay, what's the worst"},{"speaker":"Annemie Tonken","startTime":275.71,"endTime":279.1,"body":"that could happen now? How do I"},{"speaker":"Annemie Tonken","startTime":275.71,"endTime":279.1,"body":"act now to prevent that from"},{"speaker":"Annemie Tonken","startTime":279.1,"endTime":284.23,"body":"happening and a lot of things"},{"speaker":"Annemie Tonken","startTime":279.1,"endTime":284.23,"body":"that are sort of the things that"},{"speaker":"Annemie Tonken","startTime":284.23,"endTime":287.89,"body":"we talk about, about business"},{"speaker":"Annemie Tonken","startTime":284.23,"endTime":287.89,"body":"and setting up your systems and"},{"speaker":"Annemie Tonken","startTime":287.89,"endTime":291.61,"body":"setting up yourself and your"},{"speaker":"Annemie Tonken","startTime":287.89,"endTime":291.61,"body":"business legally, properly, all"},{"speaker":"Annemie Tonken","startTime":291.61,"endTime":295.69,"body":"those kinds of things. That is"},{"speaker":"Annemie Tonken","startTime":291.61,"endTime":295.69,"body":"it's all about like none of us"},{"speaker":"Annemie Tonken","startTime":295.69,"endTime":299.02,"body":"want to think about what if we"},{"speaker":"Annemie Tonken","startTime":295.69,"endTime":299.02,"body":"got sued or what if we found"},{"speaker":"Annemie Tonken","startTime":299.02,"endTime":302.38,"body":"ourselves in position of"},{"speaker":"Annemie Tonken","startTime":299.02,"endTime":302.38,"body":"somebody, you know stealing our"},{"speaker":"Annemie Tonken","startTime":302.38,"endTime":305.35,"body":"work and we're not covered. We"},{"speaker":"Annemie Tonken","startTime":302.38,"endTime":305.35,"body":"don't want to think about what"},{"speaker":"Annemie Tonken","startTime":305.35,"endTime":308.59,"body":"that would feel like. However,"},{"speaker":"Annemie Tonken","startTime":305.35,"endTime":308.59,"body":"thinking about what that would"},{"speaker":"Annemie Tonken","startTime":308.59,"endTime":311.8,"body":"feel like and taking the steps"},{"speaker":"Annemie Tonken","startTime":308.59,"endTime":311.8,"body":"to prevent that from happening,"},{"speaker":"Annemie Tonken","startTime":312.37,"endTime":314.83,"body":"hopefully means that we never"},{"speaker":"Annemie Tonken","startTime":312.37,"endTime":314.83,"body":"have to be in the position where"},{"speaker":"Annemie Tonken","startTime":314.83,"endTime":318.07,"body":"we are experiencing that it's"},{"speaker":"Annemie Tonken","startTime":314.83,"endTime":318.07,"body":"the same thing. If we also had"},{"speaker":"Annemie Tonken","startTime":318.67,"endTime":321.31,"body":"the one if we were to make this"},{"speaker":"Annemie Tonken","startTime":318.67,"endTime":321.31,"body":"a trifecta, we would have an"},{"speaker":"Annemie Tonken","startTime":321.31,"endTime":322.51,"body":"accountant on this call"},{"speaker":"Annemie Tonken","startTime":322.51,"endTime":324.82,"body":"Then nobody would really listen,"},{"speaker":"Annemie Tonken","startTime":322.51,"endTime":324.82,"body":"ha ha ha!"},{"speaker":"Annemie Tonken","startTime":326.89,"endTime":329.8,"body":"Exactly that, have you set up"},{"speaker":"Annemie Tonken","startTime":326.89,"endTime":329.8,"body":"your, you know, the money piece"},{"speaker":"Annemie Tonken","startTime":329.8,"endTime":335.11,"body":"of it as well. but But what I"},{"speaker":"Annemie Tonken","startTime":329.8,"endTime":335.11,"body":"was like, oh, Rachel's coming on"},{"speaker":"Annemie Tonken","startTime":335.11,"endTime":337.57,"body":"the show, what do I talk to her"},{"speaker":"Annemie Tonken","startTime":335.11,"endTime":337.57,"body":"about, I wanted to talk about"},{"speaker":"Annemie Tonken","startTime":337.57,"endTime":340.24,"body":"something that I have certainly"},{"speaker":"Annemie Tonken","startTime":337.57,"endTime":340.24,"body":"spent a fair amount of time"},{"speaker":"Annemie Tonken","startTime":340.24,"endTime":343.9,"body":"talking about, but that I think"},{"speaker":"Annemie Tonken","startTime":340.24,"endTime":343.9,"body":"you will bring so much more"},{"speaker":"Annemie Tonken","startTime":343.9,"endTime":347.5,"body":"context and richness to the"},{"speaker":"Annemie Tonken","startTime":343.9,"endTime":347.5,"body":"conversation is about client"},{"speaker":"Annemie Tonken","startTime":347.5,"endTime":351.34,"body":"education. So we're really"},{"speaker":"Annemie Tonken","startTime":347.5,"endTime":351.34,"body":"taking it to that, like, how do"},{"speaker":"Annemie Tonken","startTime":351.34,"endTime":354.85,"body":"we set ourselves up for success?"},{"speaker":"Annemie Tonken","startTime":351.34,"endTime":354.85,"body":"How do we prevent the problems"},{"speaker":"Annemie Tonken","startTime":354.85,"endTime":357.79,"body":"that we all know? I mean, we've"},{"speaker":"Annemie Tonken","startTime":354.85,"endTime":357.79,"body":"certainly experienced some of"},{"speaker":"Annemie Tonken","startTime":357.79,"endTime":360.79,"body":"them, but like, we're seeing it"},{"speaker":"Annemie Tonken","startTime":357.79,"endTime":360.79,"body":"in Facebook groups, or seen it"},{"speaker":"Annemie Tonken","startTime":360.79,"endTime":364.18,"body":"in Facebook groups. Absolutely."},{"speaker":"Annemie Tonken","startTime":360.79,"endTime":364.18,"body":"Oh, gosh, they're just full of"},{"speaker":"Annemie Tonken","startTime":364.18,"endTime":370.33,"body":"them. But But education is, it"},{"speaker":"Annemie Tonken","startTime":364.18,"endTime":370.33,"body":"doesn't seem like, it's like I"},{"speaker":"Annemie Tonken","startTime":370.33,"endTime":373.72,"body":"already told my client this or"},{"speaker":"Annemie Tonken","startTime":370.33,"endTime":373.72,"body":"like I say this in 100 different"},{"speaker":"Annemie Tonken","startTime":373.72,"endTime":377.83,"body":"places. And yet still, our"},{"speaker":"Annemie Tonken","startTime":373.72,"endTime":377.83,"body":"clients don't hear things, or"},{"speaker":"Annemie Tonken","startTime":377.83,"endTime":380.29,"body":"they get mad about something."},{"speaker":"Annemie Tonken","startTime":377.83,"endTime":380.29,"body":"And we can point to our contract"},{"speaker":"Annemie Tonken","startTime":380.29,"endTime":382.99,"body":"and be like, no, no, you signed"},{"speaker":"Annemie Tonken","startTime":380.29,"endTime":382.99,"body":"this contract. But if they're"},{"speaker":"Annemie Tonken","startTime":382.99,"endTime":385.99,"body":"mad at us, and they leave a"},{"speaker":"Annemie Tonken","startTime":382.99,"endTime":385.99,"body":"crummy Google review, it"},{"speaker":"Annemie Tonken","startTime":385.99,"endTime":390.16,"body":"doesn't. Like where does that"},{"speaker":"Annemie Tonken","startTime":385.99,"endTime":390.16,"body":"leave us? Right? So I want to"},{"speaker":"Annemie Tonken","startTime":390.16,"endTime":397.57,"body":"talk today about how you think"},{"speaker":"Annemie Tonken","startTime":390.16,"endTime":397.57,"body":"about client education, and how"},{"speaker":"Annemie Tonken","startTime":397.6,"endTime":401.86,"body":"that goes. So I would love for"},{"speaker":"Annemie Tonken","startTime":397.6,"endTime":401.86,"body":"you to kind of kick us off with"},{"speaker":"Annemie Tonken","startTime":401.86,"endTime":405.46,"body":"a little bit of the importance"},{"speaker":"Annemie Tonken","startTime":401.86,"endTime":405.46,"body":"of client education and what"},{"speaker":"Annemie Tonken","startTime":405.46,"endTime":406.45,"body":"that means to you."},{"speaker":"Rachel Brenke","startTime":407.38,"endTime":409.15,"body":"Well, I want to"},{"speaker":"Rachel Brenke","startTime":407.38,"endTime":409.15,"body":"take a step back on that."},{"speaker":"Rachel Brenke","startTime":409.15,"endTime":411.85,"body":"Because before we can get to"},{"speaker":"Rachel Brenke","startTime":409.15,"endTime":411.85,"body":"client education, we have to be"},{"speaker":"Rachel Brenke","startTime":411.85,"endTime":414.85,"body":"educated what we need to know,"},{"speaker":"Rachel Brenke","startTime":411.85,"endTime":414.85,"body":"right? And I think that's where"},{"speaker":"Rachel Brenke","startTime":414.85,"endTime":417.46,"body":"the law time develops really is"},{"speaker":"Rachel Brenke","startTime":414.85,"endTime":417.46,"body":"like I was in law school, I was"},{"speaker":"Rachel Brenke","startTime":417.46,"endTime":421.87,"body":"doing photography, and I did"},{"speaker":"Rachel Brenke","startTime":417.46,"endTime":421.87,"body":"weddings for a hot bit change"},{"speaker":"Rachel Brenke","startTime":421.87,"endTime":426.4,"body":"really quickly. Husbands"},{"speaker":"Rachel Brenke","startTime":421.87,"endTime":426.4,"body":"deployed, I'd love you wedding"},{"speaker":"Rachel Brenke","startTime":426.4,"endTime":430.03,"body":"photographers, I promise. But"},{"speaker":"Rachel Brenke","startTime":426.4,"endTime":430.03,"body":"what Oh, my point with that was"},{"speaker":"Rachel Brenke","startTime":430.03,"endTime":433.24,"body":"I realized that a lot of"},{"speaker":"Rachel Brenke","startTime":430.03,"endTime":433.24,"body":"creative. So this isn't just"},{"speaker":"Rachel Brenke","startTime":433.24,"endTime":436.15,"body":"photography, industry specific."},{"speaker":"Rachel Brenke","startTime":433.24,"endTime":436.15,"body":"But a lot of creatives or just"},{"speaker":"Rachel Brenke","startTime":436.15,"endTime":438.94,"body":"business people in general,"},{"speaker":"Rachel Brenke","startTime":436.15,"endTime":438.94,"body":"don't know what they don't know."},{"speaker":"Rachel Brenke","startTime":438.94,"endTime":442.06,"body":"So we have to start with our own"},{"speaker":"Rachel Brenke","startTime":438.94,"endTime":442.06,"body":"education. And that's why the"},{"speaker":"Rachel Brenke","startTime":442.18,"endTime":444.82,"body":"LawTog exists and your podcast."},{"speaker":"Rachel Brenke","startTime":442.18,"endTime":444.82,"body":"That's why these educators are"},{"speaker":"Rachel Brenke","startTime":444.82,"endTime":447.76,"body":"out there, because we've been"},{"speaker":"Rachel Brenke","startTime":444.82,"endTime":447.76,"body":"through it. I've been through it"},{"speaker":"Rachel Brenke","startTime":447.76,"endTime":450.76,"body":"as a photographer, I've also"},{"speaker":"Rachel Brenke","startTime":447.76,"endTime":450.76,"body":"been through it on the side of"},{"speaker":"Rachel Brenke","startTime":450.76,"endTime":453.97,"body":"doing prevention as a lawyer"},{"speaker":"Rachel Brenke","startTime":450.76,"endTime":453.97,"body":"with you guys, but also cleaning"},{"speaker":"Rachel Brenke","startTime":453.97,"endTime":456.61,"body":"up messes. I've been in court,"},{"speaker":"Rachel Brenke","startTime":453.97,"endTime":456.61,"body":"I've stood there, whether it's"},{"speaker":"Rachel Brenke","startTime":456.61,"endTime":460.36,"body":"been copyright or breach of"},{"speaker":"Rachel Brenke","startTime":456.61,"endTime":460.36,"body":"contract stuff. So when going"},{"speaker":"Rachel Brenke","startTime":460.36,"endTime":462.73,"body":"into this, I think it's"},{"speaker":"Rachel Brenke","startTime":460.36,"endTime":462.73,"body":"important that we need to commit"},{"speaker":"Rachel Brenke","startTime":462.73,"endTime":467.2,"body":"to education for ourselves,"},{"speaker":"Rachel Brenke","startTime":462.73,"endTime":467.2,"body":"because I think oftentimes there"},{"speaker":"Rachel Brenke","startTime":467.2,"endTime":471.85,"body":"is a disconnect, and we want to"},{"speaker":"Rachel Brenke","startTime":467.2,"endTime":471.85,"body":"educate our clients, right? But"},{"speaker":"Rachel Brenke","startTime":471.85,"endTime":473.74,"body":"like you just kind of mentioned"},{"speaker":"Rachel Brenke","startTime":471.85,"endTime":473.74,"body":"we kind of throw it into a"},{"speaker":"Rachel Brenke","startTime":473.74,"endTime":476.14,"body":"contract, kind of let the"},{"speaker":"Rachel Brenke","startTime":473.74,"endTime":476.14,"body":"contract do the heavy lifting,"},{"speaker":"Rachel Brenke","startTime":476.14,"endTime":478.93,"body":"which Yeah, you should have"},{"speaker":"Rachel Brenke","startTime":476.14,"endTime":478.93,"body":"contracts. But we as the"},{"speaker":"Rachel Brenke","startTime":478.93,"endTime":481.39,"body":"business owners, we as the"},{"speaker":"Rachel Brenke","startTime":478.93,"endTime":481.39,"body":"photographer that's leading our"},{"speaker":"Rachel Brenke","startTime":481.39,"endTime":484.42,"body":"clients, in order to be able to"},{"speaker":"Rachel Brenke","startTime":481.39,"endTime":484.42,"body":"educate them and educate them"},{"speaker":"Rachel Brenke","startTime":484.42,"endTime":488.62,"body":"confidently, we have to know the"},{"speaker":"Rachel Brenke","startTime":484.42,"endTime":488.62,"body":"things and not even just the"},{"speaker":"Rachel Brenke","startTime":488.62,"endTime":492.43,"body":"legal things. But also what do"},{"speaker":"Rachel Brenke","startTime":488.62,"endTime":492.43,"body":"we want for our business,"},{"speaker":"Rachel Brenke","startTime":492.43,"endTime":495.28,"body":"because everyone runs"},{"speaker":"Rachel Brenke","startTime":492.43,"endTime":495.28,"body":"photography business"},{"speaker":"Rachel Brenke","startTime":495.28,"endTime":497.41,"body":"differently. I mean, there's"},{"speaker":"Rachel Brenke","startTime":495.28,"endTime":497.41,"body":"like a bell curve, I can"},{"speaker":"Rachel Brenke","startTime":497.41,"endTime":500.32,"body":"generally speak out the main"},{"speaker":"Rachel Brenke","startTime":497.41,"endTime":500.32,"body":"business models that"},{"speaker":"Rachel Brenke","startTime":500.32,"endTime":503.05,"body":"photographers are approaching,"},{"speaker":"Rachel Brenke","startTime":500.32,"endTime":503.05,"body":"but everyone's offerings are"},{"speaker":"Rachel Brenke","startTime":503.05,"endTime":505.39,"body":"different, the people you're"},{"speaker":"Rachel Brenke","startTime":503.05,"endTime":505.39,"body":"serving are different, your you"},{"speaker":"Rachel Brenke","startTime":505.39,"endTime":508.09,"body":"know, unique serving physician,"},{"speaker":"Rachel Brenke","startTime":505.39,"endTime":508.09,"body":"all of that is completely"},{"speaker":"Rachel Brenke","startTime":508.09,"endTime":511.81,"body":"different in the market. And so"},{"speaker":"Rachel Brenke","startTime":508.09,"endTime":511.81,"body":"we need to remember, first nail"},{"speaker":"Rachel Brenke","startTime":511.81,"endTime":515.05,"body":"that down for ourselves what we"},{"speaker":"Rachel Brenke","startTime":511.81,"endTime":515.05,"body":"want, and what's important,"},{"speaker":"Rachel Brenke","startTime":515.17,"endTime":518.11,"body":"because that's going to equip us"},{"speaker":"Rachel Brenke","startTime":515.17,"endTime":518.11,"body":"not just with the knowledge to"},{"speaker":"Rachel Brenke","startTime":518.11,"endTime":521.98,"body":"be able to educate our clients,"},{"speaker":"Rachel Brenke","startTime":518.11,"endTime":521.98,"body":"but the confidence in order to"},{"speaker":"Rachel Brenke","startTime":521.98,"endTime":525.85,"body":"be able to educate our clients."},{"speaker":"Rachel Brenke","startTime":521.98,"endTime":525.85,"body":"And it's funny, again, the legal"},{"speaker":"Rachel Brenke","startTime":525.85,"endTime":528.79,"body":"and sales is an area that many"},{"speaker":"Rachel Brenke","startTime":525.85,"endTime":528.79,"body":"business owner, again, not"},{"speaker":"Rachel Brenke","startTime":528.79,"endTime":531.94,"body":"exclusive to photographers, is"},{"speaker":"Rachel Brenke","startTime":528.79,"endTime":531.94,"body":"people are a little gun shy. We"},{"speaker":"Rachel Brenke","startTime":531.94,"endTime":535.36,"body":"don't learn about this in school"},{"speaker":"Rachel Brenke","startTime":531.94,"endTime":535.36,"body":"necessarily, like how do we"},{"speaker":"Rachel Brenke","startTime":535.36,"endTime":539.02,"body":"approach tough conversations? Or"},{"speaker":"Rachel Brenke","startTime":535.36,"endTime":539.02,"body":"how do we sell? So that's my"},{"speaker":"Rachel Brenke","startTime":539.02,"endTime":541.63,"body":"little soapbox on that. But I"},{"speaker":"Rachel Brenke","startTime":539.02,"endTime":541.63,"body":"want to encourage you if you're"},{"speaker":"Rachel Brenke","startTime":541.63,"endTime":544.03,"body":"thinking oh, yeah, client"},{"speaker":"Rachel Brenke","startTime":541.63,"endTime":544.03,"body":"education, I already know I have"},{"speaker":"Rachel Brenke","startTime":544.03,"endTime":547.63,"body":"to do that. Do Are you really"},{"speaker":"Rachel Brenke","startTime":544.03,"endTime":547.63,"body":"adequately doing it though?"},{"speaker":"Rachel Brenke","startTime":547.63,"endTime":550.42,"body":"Like, are you really equipped to"},{"speaker":"Rachel Brenke","startTime":547.63,"endTime":550.42,"body":"sit down and be able to answer"},{"speaker":"Rachel Brenke","startTime":550.45,"endTime":553.69,"body":"any questions about your"},{"speaker":"Rachel Brenke","startTime":550.45,"endTime":553.69,"body":"contract, etc. And I think"},{"speaker":"Rachel Brenke","startTime":553.69,"endTime":556.21,"body":"what's really good and one of"},{"speaker":"Rachel Brenke","startTime":553.69,"endTime":556.21,"body":"the ways that I teach, and"},{"speaker":"Rachel Brenke","startTime":556.21,"endTime":558.85,"body":"especially become to me at the"},{"speaker":"Rachel Brenke","startTime":556.21,"endTime":558.85,"body":"law firm, you may show me your"},{"speaker":"Rachel Brenke","startTime":558.85,"endTime":561.7,"body":"contract, but I'll say we need"},{"speaker":"Rachel Brenke","startTime":558.85,"endTime":561.7,"body":"to stop and look, what are your"},{"speaker":"Rachel Brenke","startTime":561.7,"endTime":564.85,"body":"business processes? What are"},{"speaker":"Rachel Brenke","startTime":561.7,"endTime":564.85,"body":"your offerings, like? Explain"},{"speaker":"Rachel Brenke","startTime":564.88,"endTime":568.69,"body":"all of this to me, so that"},{"speaker":"Rachel Brenke","startTime":564.88,"endTime":568.69,"body":"you're able to explain it. And"},{"speaker":"Rachel Brenke","startTime":568.69,"endTime":572.35,"body":"we're able to educate with that"},{"speaker":"Rachel Brenke","startTime":568.69,"endTime":572.35,"body":"because no matter if your"},{"speaker":"Rachel Brenke","startTime":572.35,"endTime":574.84,"body":"clients are repeat clients,"},{"speaker":"Rachel Brenke","startTime":572.35,"endTime":574.84,"body":"right, you may have changed"},{"speaker":"Rachel Brenke","startTime":574.84,"endTime":577.96,"body":"offerings. You may change your"},{"speaker":"Rachel Brenke","startTime":574.84,"endTime":577.96,"body":"business model every single time"},{"speaker":"Rachel Brenke","startTime":578.14,"endTime":582.16,"body":"you go to write marketing, your"},{"speaker":"Rachel Brenke","startTime":578.14,"endTime":582.16,"body":"sales, talk to your client,"},{"speaker":"Rachel Brenke","startTime":582.16,"endTime":584.8,"body":"whether it's getting them booked"},{"speaker":"Rachel Brenke","startTime":582.16,"endTime":584.8,"body":"or they're already booked or"},{"speaker":"Rachel Brenke","startTime":584.8,"endTime":588.22,"body":"trying to resolve an issue. We"},{"speaker":"Rachel Brenke","startTime":584.8,"endTime":588.22,"body":"have to start from a place of"},{"speaker":"Rachel Brenke","startTime":588.22,"endTime":591.19,"body":"assuming that they've never"},{"speaker":"Rachel Brenke","startTime":588.22,"endTime":591.19,"body":"heard of us before that they've"},{"speaker":"Rachel Brenke","startTime":591.19,"endTime":594.46,"body":"never heard, you know, never"},{"speaker":"Rachel Brenke","startTime":591.19,"endTime":594.46,"body":"worked with us before and"},{"speaker":"Rachel Brenke","startTime":594.49,"endTime":597.25,"body":"educate them not not saying sit"},{"speaker":"Rachel Brenke","startTime":594.49,"endTime":597.25,"body":"there and read them like a"},{"speaker":"Rachel Brenke","startTime":597.25,"endTime":601.6,"body":"PowerPoint on everything. Eat,"},{"speaker":"Rachel Brenke","startTime":597.25,"endTime":601.6,"body":"and then go into client"},{"speaker":"Rachel Brenke","startTime":601.6,"endTime":605.65,"body":"education, equipped, confident"},{"speaker":"Rachel Brenke","startTime":601.6,"endTime":605.65,"body":"and also have the mindset that"},{"speaker":"Rachel Brenke","startTime":605.65,"endTime":608.35,"body":"this client or you know,"},{"speaker":"Rachel Brenke","startTime":605.65,"endTime":608.35,"body":"whoever's on the other side of"},{"speaker":"Rachel Brenke","startTime":608.35,"endTime":610.99,"body":"the table that we're talking to"},{"speaker":"Rachel Brenke","startTime":608.35,"endTime":610.99,"body":"knows nothing. And I'm not"},{"speaker":"Rachel Brenke","startTime":610.99,"endTime":614.59,"body":"saying that in a disparaging"},{"speaker":"Rachel Brenke","startTime":610.99,"endTime":614.59,"body":"way, but have that in me, you"},{"speaker":"Rachel Brenke","startTime":614.59,"endTime":616.75,"body":"know, it's funny, it's as you"},{"speaker":"Rachel Brenke","startTime":614.59,"endTime":616.75,"body":"were talking, I was thinking"},{"speaker":"Rachel Brenke","startTime":616.75,"endTime":620.92,"body":"about, I have a tendency to do"},{"speaker":"Rachel Brenke","startTime":616.75,"endTime":620.92,"body":"this as well is that I'll go and"},{"speaker":"Rachel Brenke","startTime":620.92,"endTime":624.58,"body":"speak at conferences, and I have"},{"speaker":"Rachel Brenke","startTime":620.92,"endTime":624.58,"body":"to remind myself, probably a"},{"speaker":"Rachel Brenke","startTime":624.58,"endTime":627.04,"body":"good chunk of the people in the"},{"speaker":"Rachel Brenke","startTime":624.58,"endTime":627.04,"body":"room don't know who I am,"},{"speaker":"Rachel Brenke","startTime":627.04,"endTime":629.68,"body":"they've never heard me talk"},{"speaker":"Rachel Brenke","startTime":627.04,"endTime":629.68,"body":"about contracts before. So I"},{"speaker":"Rachel Brenke","startTime":629.68,"endTime":633.73,"body":"gotta at least do a little brief"},{"speaker":"Rachel Brenke","startTime":629.68,"endTime":633.73,"body":"introduction of the basics. And"},{"speaker":"Rachel Brenke","startTime":633.73,"endTime":635.8,"body":"kind of like I did when you"},{"speaker":"Rachel Brenke","startTime":633.73,"endTime":635.8,"body":"asked for me to talk about the"},{"speaker":"Rachel Brenke","startTime":635.8,"endTime":639.61,"body":"law talk, like what the three"},{"speaker":"Rachel Brenke","startTime":635.8,"endTime":639.61,"body":"topics are that I hit on a lot"},{"speaker":"Rachel Brenke","startTime":639.61,"endTime":641.89,"body":"of talk, it's just a little"},{"speaker":"Rachel Brenke","startTime":639.61,"endTime":641.89,"body":"quick introduction, you don't"},{"speaker":"Rachel Brenke","startTime":641.89,"endTime":645.22,"body":"have to be big, long and drawn"},{"speaker":"Rachel Brenke","startTime":641.89,"endTime":645.22,"body":"out many ways. 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Is that"},{"speaker":"Annemie Tonken","startTime":725.56,"endTime":728.98,"body":"something that you would agree"},{"speaker":"Annemie Tonken","startTime":725.56,"endTime":728.98,"body":"with or like, encourage people"},{"speaker":"Annemie Tonken","startTime":728.98,"endTime":729.43,"body":"to do?"},{"speaker":"Unknown","startTime":729.84,"endTime":732.21,"body":"Yeah, and and not even"},{"speaker":"Unknown","startTime":729.84,"endTime":732.21,"body":"just for this client education"},{"speaker":"Unknown","startTime":732.21,"endTime":734.55,"body":"portion. 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But I think"},{"speaker":"Unknown","startTime":768.69,"endTime":771.39,"body":"that's where you get distracted,"},{"speaker":"Unknown","startTime":771.39,"endTime":774.12,"body":"you start looking and see what"},{"speaker":"Unknown","startTime":771.39,"endTime":774.12,"body":"is this person's what to wear"},{"speaker":"Unknown","startTime":774.12,"endTime":776.58,"body":"guy look like what is this"},{"speaker":"Unknown","startTime":774.12,"endTime":776.58,"body":"person's frequently asked"},{"speaker":"Unknown","startTime":776.58,"endTime":779.88,"body":"questions or templated email"},{"speaker":"Unknown","startTime":776.58,"endTime":779.88,"body":"pack looks like. And we really"},{"speaker":"Unknown","startTime":779.88,"endTime":782.82,"body":"need to take a step back and"},{"speaker":"Unknown","startTime":779.88,"endTime":782.82,"body":"think about and this goes back a"},{"speaker":"Unknown","startTime":782.82,"endTime":785.07,"body":"little bit to what we mentioned"},{"speaker":"Unknown","startTime":782.82,"endTime":785.07,"body":"in the very beginning of the"},{"speaker":"Unknown","startTime":785.07,"endTime":789.12,"body":"episode is what how do I really"},{"speaker":"Unknown","startTime":785.07,"endTime":789.12,"body":"picture my business but also had"},{"speaker":"Unknown","startTime":789.12,"endTime":791.82,"body":"I really Picture My Life. And"},{"speaker":"Unknown","startTime":789.12,"endTime":791.82,"body":"you know, I kind of alluded to"},{"speaker":"Unknown","startTime":791.82,"endTime":794.64,"body":"it for myself a little bit, that"},{"speaker":"Unknown","startTime":791.82,"endTime":794.64,"body":"when I was doing photography"},{"speaker":"Unknown","startTime":794.64,"endTime":797.28,"body":"during law school, actually, I"},{"speaker":"Unknown","startTime":794.64,"endTime":797.28,"body":"was doing weddings, going into"},{"speaker":"Unknown","startTime":797.28,"endTime":799.68,"body":"law school, I had to change away"},{"speaker":"Unknown","startTime":797.28,"endTime":799.68,"body":"from weddings, just from the"},{"speaker":"Unknown","startTime":799.68,"endTime":802.95,"body":"mere fact that my season of life"},{"speaker":"Unknown","startTime":799.68,"endTime":802.95,"body":"had changed, right? And he was"},{"speaker":"Unknown","startTime":802.95,"endTime":807.06,"body":"having to redo that whole"},{"speaker":"Unknown","startTime":802.95,"endTime":807.06,"body":"process and apply much of what"},{"speaker":"Unknown","startTime":807.06,"endTime":808.98,"body":"you were just talking about,"},{"speaker":"Unknown","startTime":807.06,"endTime":808.98,"body":"what is the journey going to"},{"speaker":"Unknown","startTime":808.98,"endTime":812.34,"body":"look like for me does it fit"},{"speaker":"Unknown","startTime":808.98,"endTime":812.34,"body":"into what I'm doing? It's whole"},{"speaker":"Unknown","startTime":812.37,"endTime":816.48,"body":"was the saying the square peg,"},{"speaker":"Unknown","startTime":812.37,"endTime":816.48,"body":"round hole type of deal. And I"},{"speaker":"Unknown","startTime":816.48,"endTime":820.26,"body":"think oftentimes, in not, I do"},{"speaker":"Unknown","startTime":816.48,"endTime":820.26,"body":"the students sometimes as well,"},{"speaker":"Unknown","startTime":820.26,"endTime":822.81,"body":"but we're really fear based. And"},{"speaker":"Unknown","startTime":820.26,"endTime":822.81,"body":"so we're looking at what"},{"speaker":"Unknown","startTime":822.81,"endTime":825.09,"body":"everyone else is doing. And"},{"speaker":"Unknown","startTime":822.81,"endTime":825.09,"body":"we're not sitting back. And so"},{"speaker":"Unknown","startTime":825.09,"endTime":828.93,"body":"but the other side of that is"},{"speaker":"Unknown","startTime":825.09,"endTime":828.93,"body":"you may sit and write out your"},{"speaker":"Unknown","startTime":828.93,"endTime":831.12,"body":"whole client journey, like"},{"speaker":"Unknown","startTime":828.93,"endTime":831.12,"body":"you're talking about as granular"},{"speaker":"Unknown","startTime":831.12,"endTime":835.59,"body":"as possible. The great thing"},{"speaker":"Unknown","startTime":831.12,"endTime":835.59,"body":"about being a business owner is"},{"speaker":"Unknown","startTime":835.62,"endTime":838.14,"body":"we have the power to change"},{"speaker":"Unknown","startTime":835.62,"endTime":838.14,"body":"that. So if you get into it,"},{"speaker":"Unknown","startTime":838.14,"endTime":841.74,"body":"like it's just a process, it's"},{"speaker":"Unknown","startTime":838.14,"endTime":841.74,"body":"just a decision. If you get in"},{"speaker":"Unknown","startTime":841.74,"endTime":844.8,"body":"and you see friction points,"},{"speaker":"Unknown","startTime":841.74,"endTime":844.8,"body":"clients, pushback, or you just"},{"speaker":"Unknown","startTime":844.8,"endTime":847.92,"body":"don't like it, you get to change"},{"speaker":"Unknown","startTime":844.8,"endTime":847.92,"body":"it. And I think that's what's so"},{"speaker":"Unknown","startTime":847.92,"endTime":851.07,"body":"incredible. And if you have a"},{"speaker":"Unknown","startTime":847.92,"endTime":851.07,"body":"structure, you have a lot more"},{"speaker":"Unknown","startTime":851.07,"endTime":854.16,"body":"clarity to be able to create the"},{"speaker":"Unknown","startTime":851.07,"endTime":854.16,"body":"tools, educate the clients, but"},{"speaker":"Unknown","startTime":854.16,"endTime":857.16,"body":"also decide what you're going to"},{"speaker":"Unknown","startTime":854.16,"endTime":857.16,"body":"do and change things in the"},{"speaker":"Unknown","startTime":857.16,"endTime":858.72,"body":"future if you want for your"},{"speaker":"Unknown","startTime":857.16,"endTime":858.72,"body":"business."},{"speaker":"Annemie Tonken","startTime":858.75,"endTime":861.6,"body":"Absolutely. This"},{"speaker":"Annemie Tonken","startTime":858.75,"endTime":861.6,"body":"is a quite I mean, I frequently"},{"speaker":"Annemie Tonken","startTime":861.6,"endTime":865.2,"body":"I teach a system and systems"},{"speaker":"Annemie Tonken","startTime":861.6,"endTime":865.2,"body":"when when we talk about like"},{"speaker":"Annemie Tonken","startTime":865.2,"endTime":868.71,"body":"write out your you know, every"},{"speaker":"Annemie Tonken","startTime":865.2,"endTime":868.71,"body":"every step of the way, that's"},{"speaker":"Annemie Tonken","startTime":868.71,"endTime":872.43,"body":"really all a system is or"},{"speaker":"Annemie Tonken","startTime":868.71,"endTime":872.43,"body":"workflow, right? It's it is a"},{"speaker":"Annemie Tonken","startTime":872.49,"endTime":876.21,"body":"way of like repeating a thing"},{"speaker":"Annemie Tonken","startTime":872.49,"endTime":876.21,"body":"over and over again in the same"},{"speaker":"Annemie Tonken","startTime":876.21,"endTime":878.73,"body":"way so that you're not just like"},{"speaker":"Annemie Tonken","startTime":876.21,"endTime":878.73,"body":"shooting from the hip every"},{"speaker":"Annemie Tonken","startTime":878.73,"endTime":883.08,"body":"time. And when you write out or"},{"speaker":"Annemie Tonken","startTime":878.73,"endTime":883.08,"body":"when one of the questions that I"},{"speaker":"Annemie Tonken","startTime":883.08,"endTime":886.35,"body":"get a lot about my system is"},{"speaker":"Annemie Tonken","startTime":883.08,"endTime":886.35,"body":"somebody will be like thinking"},{"speaker":"Annemie Tonken","startTime":886.35,"endTime":889.65,"body":"about implementing it in their"},{"speaker":"Annemie Tonken","startTime":886.35,"endTime":889.65,"body":"business and they're like, Okay,"},{"speaker":"Annemie Tonken","startTime":889.68,"endTime":892.74,"body":"I like this. I like this, but I"},{"speaker":"Annemie Tonken","startTime":889.68,"endTime":892.74,"body":"don't like this one part because"},{"speaker":"Annemie Tonken","startTime":892.74,"endTime":896.67,"body":"it doesn't work for me. And my"},{"speaker":"Annemie Tonken","startTime":892.74,"endTime":896.67,"body":"response is always Yeah, okay,"},{"speaker":"Annemie Tonken","startTime":896.67,"endTime":900.45,"body":"great. You're in business for"},{"speaker":"Annemie Tonken","startTime":896.67,"endTime":900.45,"body":"yourself. I'm not your Last,"},{"speaker":"Annemie Tonken","startTime":900.45,"endTime":903.21,"body":"like I'm showing you a system"},{"speaker":"Annemie Tonken","startTime":900.45,"endTime":903.21,"body":"that works really well for me,"},{"speaker":"Annemie Tonken","startTime":903.21,"endTime":906.27,"body":"and I can tell you why this"},{"speaker":"Annemie Tonken","startTime":903.21,"endTime":906.27,"body":"piece is important the way it is"},{"speaker":"Annemie Tonken","startTime":906.27,"endTime":909.75,"body":"and why this piece is important"},{"speaker":"Annemie Tonken","startTime":906.27,"endTime":909.75,"body":"the way it is. However, if you"},{"speaker":"Annemie Tonken","startTime":909.9,"endTime":913.71,"body":"try that out, or if you know,"},{"speaker":"Annemie Tonken","startTime":909.9,"endTime":913.71,"body":"because you've been in business"},{"speaker":"Annemie Tonken","startTime":913.71,"endTime":915.9,"body":"for a while, or whatever that"},{"speaker":"Annemie Tonken","startTime":913.71,"endTime":915.9,"body":"like this part isn't going to"},{"speaker":"Annemie Tonken","startTime":915.9,"endTime":919.56,"body":"work for your people or your"},{"speaker":"Annemie Tonken","startTime":915.9,"endTime":919.56,"body":"life or whatever, great, change"},{"speaker":"Annemie Tonken","startTime":919.56,"endTime":924.51,"body":"it. And I feel like that, like I"},{"speaker":"Annemie Tonken","startTime":919.56,"endTime":924.51,"body":"would extrapolate that to all"},{"speaker":"Annemie Tonken","startTime":924.51,"endTime":927.99,"body":"parts of the business that"},{"speaker":"Annemie Tonken","startTime":924.51,"endTime":927.99,"body":"you're running. That's not to"},{"speaker":"Annemie Tonken","startTime":927.99,"endTime":930.87,"body":"say, especially if you're new,"},{"speaker":"Annemie Tonken","startTime":927.99,"endTime":930.87,"body":"or if your business isn't"},{"speaker":"Annemie Tonken","startTime":930.87,"endTime":933.99,"body":"working well for you. And you're"},{"speaker":"Annemie Tonken","startTime":930.87,"endTime":933.99,"body":"like, well, what's the problem,"},{"speaker":"Annemie Tonken","startTime":933.99,"endTime":937.2,"body":"like maybe that's a good time to"},{"speaker":"Annemie Tonken","startTime":933.99,"endTime":937.2,"body":"turn and listen to people who"},{"speaker":"Annemie Tonken","startTime":937.23,"endTime":942.45,"body":"have experience with that. You"},{"speaker":"Annemie Tonken","startTime":937.23,"endTime":942.45,"body":"don't have, you don't have to"},{"speaker":"Annemie Tonken","startTime":942.45,"endTime":947.55,"body":"recreate the wheel for sure. But"},{"speaker":"Annemie Tonken","startTime":942.45,"endTime":947.55,"body":"you know, those friction points"},{"speaker":"Annemie Tonken","startTime":947.61,"endTime":950.43,"body":"are different for everybody. And"},{"speaker":"Annemie Tonken","startTime":947.61,"endTime":950.43,"body":"so being able to build a"},{"speaker":"Annemie Tonken","startTime":950.43,"endTime":954.48,"body":"business and adjust a business"},{"speaker":"Annemie Tonken","startTime":950.43,"endTime":954.48,"body":"and finesse a business over"},{"speaker":"Annemie Tonken","startTime":954.48,"endTime":957.75,"body":"time, as you've learned what"},{"speaker":"Annemie Tonken","startTime":954.48,"endTime":957.75,"body":"doesn't doesn't work for you, is"},{"speaker":"Annemie Tonken","startTime":957.75,"endTime":958.56,"body":"super important."},{"speaker":"Rachel Brenke","startTime":959.28,"endTime":961.11,"body":"And actually, the"},{"speaker":"Rachel Brenke","startTime":959.28,"endTime":961.11,"body":"example I would give is like"},{"speaker":"Rachel Brenke","startTime":961.11,"endTime":963.93,"body":"with the contract stuff. So I"},{"speaker":"Rachel Brenke","startTime":961.11,"endTime":963.93,"body":"already you know showed that if"},{"speaker":"Rachel Brenke","startTime":963.93,"endTime":966.3,"body":"you come to me with you have a"},{"speaker":"Rachel Brenke","startTime":963.93,"endTime":966.3,"body":"contract, you don't have a"},{"speaker":"Rachel Brenke","startTime":966.3,"endTime":968.82,"body":"contract, like we haven't the"},{"speaker":"Rachel Brenke","startTime":966.3,"endTime":968.82,"body":"law talk, I still want you to"},{"speaker":"Rachel Brenke","startTime":968.82,"endTime":971.67,"body":"sit down and write what your"},{"speaker":"Rachel Brenke","startTime":968.82,"endTime":971.67,"body":"entire processes because you"},{"speaker":"Rachel Brenke","startTime":971.67,"endTime":973.71,"body":"want to make sure that you're"},{"speaker":"Rachel Brenke","startTime":971.67,"endTime":973.71,"body":"going to merge them together."},{"speaker":"Rachel Brenke","startTime":973.77,"endTime":976.2,"body":"But the other side of that is"},{"speaker":"Rachel Brenke","startTime":973.77,"endTime":976.2,"body":"mirrors exactly what you were"},{"speaker":"Rachel Brenke","startTime":976.2,"endTime":979.35,"body":"just saying is that as your"},{"speaker":"Rachel Brenke","startTime":976.2,"endTime":979.35,"body":"business grows, as your"},{"speaker":"Rachel Brenke","startTime":979.35,"endTime":982.23,"body":"services, change, your offering"},{"speaker":"Rachel Brenke","startTime":979.35,"endTime":982.23,"body":"change, maybe who you're serving"},{"speaker":"Rachel Brenke","startTime":982.23,"endTime":984.39,"body":"changes, right, we're going to"},{"speaker":"Rachel Brenke","startTime":982.23,"endTime":984.39,"body":"have whether they're little"},{"speaker":"Rachel Brenke","startTime":984.39,"endTime":987.69,"body":"changes, or massive Quantum Leap"},{"speaker":"Rachel Brenke","startTime":984.39,"endTime":987.69,"body":"changes, you're going to also"},{"speaker":"Rachel Brenke","startTime":987.69,"endTime":990.75,"body":"want to adjust your contract."},{"speaker":"Rachel Brenke","startTime":987.69,"endTime":990.75,"body":"And you know, we saw this"},{"speaker":"Rachel Brenke","startTime":990.75,"endTime":993.09,"body":"actually during pandemic is that"},{"speaker":"Rachel Brenke","startTime":990.75,"endTime":993.09,"body":"a lot of people realize there"},{"speaker":"Rachel Brenke","startTime":993.09,"endTime":995.94,"body":"were great inefficiencies in"},{"speaker":"Rachel Brenke","startTime":993.09,"endTime":995.94,"body":"their contract. Well, I don't"},{"speaker":"Rachel Brenke","startTime":995.94,"endTime":998.16,"body":"want you guys waiting for"},{"speaker":"Rachel Brenke","startTime":995.94,"endTime":998.16,"body":"another worldwide pandemic to"},{"speaker":"Rachel Brenke","startTime":998.16,"endTime":999.87,"body":"try to fix. I don't want"},{"speaker":"Annemie Tonken","startTime":999.0,"endTime":1002.36,"body":"I dont actually"},{"speaker":"Annemie Tonken","startTime":999.0,"endTime":1002.36,"body":"want to have another one of"},{"speaker":"Annemie Tonken","startTime":1002.36,"endTime":1003.47,"body":"those anytime soon."},{"speaker":"Rachel Brenke","startTime":1003.98,"endTime":1007.1,"body":"Maybe we should"},{"speaker":"Rachel Brenke","startTime":1003.98,"endTime":1007.1,"body":"whisper the word and it doesn't"},{"speaker":"Rachel Brenke","startTime":1007.1,"endTime":1009.92,"body":"happen again. And I know it"},{"speaker":"Rachel Brenke","startTime":1007.1,"endTime":1009.92,"body":"still existed. Yes, very real."},{"speaker":"Rachel Brenke","startTime":1009.92,"endTime":1012.95,"body":"And I'm not trying to downplay"},{"speaker":"Rachel Brenke","startTime":1009.92,"endTime":1012.95,"body":"it. But one of the if there's a"},{"speaker":"Rachel Brenke","startTime":1012.95,"endTime":1016.46,"body":"silver lining out of the"},{"speaker":"Rachel Brenke","startTime":1012.95,"endTime":1016.46,"body":"pandemic, I think that's"},{"speaker":"Rachel Brenke","startTime":1016.46,"endTime":1018.8,"body":"something that really"},{"speaker":"Rachel Brenke","startTime":1016.46,"endTime":1018.8,"body":"illuminated to a lot of business"},{"speaker":"Rachel Brenke","startTime":1018.8,"endTime":1023.69,"body":"owners because I was slammed the"},{"speaker":"Rachel Brenke","startTime":1018.8,"endTime":1023.69,"body":"first few months, because it was"},{"speaker":"Rachel Brenke","startTime":1023.69,"endTime":1026.09,"body":"oh my gosh, my contract doesn't"},{"speaker":"Rachel Brenke","startTime":1023.69,"endTime":1026.09,"body":"have this, it doesn't have that"},{"speaker":"Rachel Brenke","startTime":1026.09,"endTime":1029.45,"body":"bla bla bla bla bla. And I would"},{"speaker":"Rachel Brenke","startTime":1026.09,"endTime":1029.45,"body":"encourage you not to wait this"},{"speaker":"Rachel Brenke","startTime":1029.45,"endTime":1032.81,"body":"big issue. So a lot of like you"},{"speaker":"Rachel Brenke","startTime":1029.45,"endTime":1032.81,"body":"just said, and I try to"},{"speaker":"Rachel Brenke","startTime":1032.81,"endTime":1035.3,"body":"implement this in my own"},{"speaker":"Rachel Brenke","startTime":1032.81,"endTime":1035.3,"body":"businesses and do this with my"},{"speaker":"Rachel Brenke","startTime":1035.3,"endTime":1039.14,"body":"clients. And I encourage this to"},{"speaker":"Rachel Brenke","startTime":1035.3,"endTime":1039.14,"body":"the law tog keep like a running"},{"speaker":"Rachel Brenke","startTime":1039.14,"endTime":1041.9,"body":"list of like the top questions"},{"speaker":"Rachel Brenke","startTime":1039.14,"endTime":1041.9,"body":"with the big friction points"},{"speaker":"Rachel Brenke","startTime":1041.9,"endTime":1044.48,"body":"that you're having with your"},{"speaker":"Rachel Brenke","startTime":1041.9,"endTime":1044.48,"body":"clients. So once you've created"},{"speaker":"Rachel Brenke","startTime":1044.48,"endTime":1046.58,"body":"the tools, right, and I guess we"},{"speaker":"Rachel Brenke","startTime":1044.48,"endTime":1046.58,"body":"kind of jumped over the tools,"},{"speaker":"Rachel Brenke","startTime":1046.58,"endTime":1048.5,"body":"we can talk about them,"},{"speaker":"Rachel Brenke","startTime":1046.58,"endTime":1048.5,"body":"obviously contracts is going to"},{"speaker":"Rachel Brenke","startTime":1048.5,"endTime":1051.83,"body":"be one what you know, to educate"},{"speaker":"Rachel Brenke","startTime":1048.5,"endTime":1051.83,"body":"your clients, but but fine"},{"speaker":"Rachel Brenke","startTime":1051.83,"endTime":1056.72,"body":"tuning them based on the top"},{"speaker":"Rachel Brenke","startTime":1051.83,"endTime":1056.72,"body":"questions, you get the friction"},{"speaker":"Rachel Brenke","startTime":1056.72,"endTime":1060.35,"body":"points, because a you want to"},{"speaker":"Rachel Brenke","startTime":1056.72,"endTime":1060.35,"body":"have the the contractual legal"},{"speaker":"Rachel Brenke","startTime":1060.44,"endTime":1064.79,"body":"protections for you. But also be"},{"speaker":"Rachel Brenke","startTime":1060.44,"endTime":1064.79,"body":"all of like client education"},{"speaker":"Rachel Brenke","startTime":1064.79,"endTime":1068.81,"body":"helps to build buyer's"},{"speaker":"Rachel Brenke","startTime":1064.79,"endTime":1068.81,"body":"confidence. And I always, not"},{"speaker":"Rachel Brenke","startTime":1068.81,"endTime":1072.8,"body":"always, but I often hear people"},{"speaker":"Rachel Brenke","startTime":1068.81,"endTime":1072.8,"body":"say, Oh, I'm not getting booked"},{"speaker":"Rachel Brenke","startTime":1072.8,"endTime":1075.59,"body":"because of my pricing or the"},{"speaker":"Rachel Brenke","startTime":1072.8,"endTime":1075.59,"body":"markets too saturated, like"},{"speaker":"Rachel Brenke","startTime":1075.59,"endTime":1079.58,"body":"those are the two excuses. And I"},{"speaker":"Rachel Brenke","startTime":1075.59,"endTime":1079.58,"body":"often try to push back and say,"},{"speaker":"Rachel Brenke","startTime":1080.27,"endTime":1083.45,"body":"Are you building the buyers"},{"speaker":"Rachel Brenke","startTime":1080.27,"endTime":1083.45,"body":"confidence and it's always like"},{"speaker":"Rachel Brenke","startTime":1083.45,"endTime":1086.12,"body":"this quizzical look. And it's"},{"speaker":"Rachel Brenke","startTime":1083.45,"endTime":1086.12,"body":"like, well, if I the client has"},{"speaker":"Rachel Brenke","startTime":1086.12,"endTime":1089.21,"body":"to, you know, if I have to"},{"speaker":"Rachel Brenke","startTime":1086.12,"endTime":1089.21,"body":"question how to get booked with"},{"speaker":"Rachel Brenke","startTime":1089.21,"endTime":1091.94,"body":"you, if I have to, if I don't"},{"speaker":"Rachel Brenke","startTime":1089.21,"endTime":1091.94,"body":"know what the process is going"},{"speaker":"Rachel Brenke","startTime":1091.94,"endTime":1094.67,"body":"to look like, or I have to chase"},{"speaker":"Rachel Brenke","startTime":1091.94,"endTime":1094.67,"body":"you to give you money. If I have"},{"speaker":"Rachel Brenke","startTime":1094.67,"endTime":1099.41,"body":"to constantly follow up, then"},{"speaker":"Rachel Brenke","startTime":1094.67,"endTime":1099.41,"body":"every time a client customer has"},{"speaker":"Rachel Brenke","startTime":1099.41,"endTime":1103.31,"body":"to do that It's eroding the"},{"speaker":"Rachel Brenke","startTime":1099.41,"endTime":1103.31,"body":"buyers confidence. And also,"},{"speaker":"Rachel Brenke","startTime":1103.34,"endTime":1106.34,"body":"most legal issues aren't one"},{"speaker":"Rachel Brenke","startTime":1103.34,"endTime":1106.34,"body":"major thing. It's a bunch of"},{"speaker":"Rachel Brenke","startTime":1106.34,"endTime":1108.65,"body":"little things until you know,"},{"speaker":"Rachel Brenke","startTime":1106.34,"endTime":1108.65,"body":"the straw breaks the camel's"},{"speaker":"Rachel Brenke","startTime":1108.65,"endTime":1114.8,"body":"back. But it's often not major"},{"speaker":"Rachel Brenke","startTime":1108.65,"endTime":1114.8,"body":"issues. And so keep having these"},{"speaker":"Rachel Brenke","startTime":1114.8,"endTime":1117.47,"body":"tools, client education in"},{"speaker":"Rachel Brenke","startTime":1114.8,"endTime":1117.47,"body":"place, making sure has enough"},{"speaker":"Rachel Brenke","startTime":1117.47,"endTime":1120.65,"body":"client education, but also fine"},{"speaker":"Rachel Brenke","startTime":1117.47,"endTime":1120.65,"body":"tuning it so that you can you"},{"speaker":"Rachel Brenke","startTime":1120.65,"endTime":1122.87,"body":"know, prevent, because that's"},{"speaker":"Rachel Brenke","startTime":1120.65,"endTime":1122.87,"body":"the whole name of the game is"},{"speaker":"Rachel Brenke","startTime":1122.87,"endTime":1126.02,"body":"preventing the issues, educating"},{"speaker":"Rachel Brenke","startTime":1122.87,"endTime":1126.02,"body":"the clients to get them booked"},{"speaker":"Rachel Brenke","startTime":1126.02,"endTime":1129.11,"body":"to get them happy with you can"},{"speaker":"Rachel Brenke","startTime":1126.02,"endTime":1129.11,"body":"keep your business going and not"},{"speaker":"Rachel Brenke","startTime":1129.11,"endTime":1132.14,"body":"having to be playing clean up"},{"speaker":"Rachel Brenke","startTime":1129.11,"endTime":1132.14,"body":"all the time. Because one of the"},{"speaker":"Rachel Brenke","startTime":1132.14,"endTime":1135.05,"body":"top things that I see when"},{"speaker":"Rachel Brenke","startTime":1132.14,"endTime":1135.05,"body":"people come to me at the law"},{"speaker":"Rachel Brenke","startTime":1135.05,"endTime":1138.77,"body":"firm when they have a problem,"},{"speaker":"Rachel Brenke","startTime":1135.05,"endTime":1138.77,"body":"as they're stressed out which I"},{"speaker":"Rachel Brenke","startTime":1138.77,"endTime":1141.59,"body":"get it right, talking to a"},{"speaker":"Rachel Brenke","startTime":1138.77,"endTime":1141.59,"body":"lawyer is typically no fun, all"},{"speaker":"Rachel Brenke","startTime":1141.59,"endTime":1144.92,"body":"right. But it's time, money and"},{"speaker":"Rachel Brenke","startTime":1141.59,"endTime":1144.92,"body":"energy, you're taken away from"},{"speaker":"Rachel Brenke","startTime":1144.92,"endTime":1148.67,"body":"your business, in most of the"},{"speaker":"Rachel Brenke","startTime":1144.92,"endTime":1148.67,"body":"stuff I can't, most of the stuff"},{"speaker":"Rachel Brenke","startTime":1148.67,"endTime":1151.94,"body":"could be prevented. And but it's"},{"speaker":"Rachel Brenke","startTime":1148.67,"endTime":1151.94,"body":"just really about this process"},{"speaker":"Rachel Brenke","startTime":1151.94,"endTime":1154.67,"body":"you and I are talking about is"},{"speaker":"Rachel Brenke","startTime":1151.94,"endTime":1154.67,"body":"like getting the tools in place,"},{"speaker":"Rachel Brenke","startTime":1154.85,"endTime":1157.55,"body":"you know, starting with the"},{"speaker":"Rachel Brenke","startTime":1154.85,"endTime":1157.55,"body":"granular process of what you"},{"speaker":"Rachel Brenke","startTime":1157.55,"endTime":1160.61,"body":"want, and then fine tuning it."},{"speaker":"Rachel Brenke","startTime":1157.55,"endTime":1160.61,"body":"You know, you can't contract"},{"speaker":"Rachel Brenke","startTime":1160.61,"endTime":1163.01,"body":"away everything, you're not"},{"speaker":"Rachel Brenke","startTime":1160.61,"endTime":1163.01,"body":"going to prevent all issues, but"},{"speaker":"Rachel Brenke","startTime":1163.01,"endTime":1165.83,"body":"a good bulk of them could be"},{"speaker":"Rachel Brenke","startTime":1163.01,"endTime":1165.83,"body":"prevented just with the client"},{"speaker":"Rachel Brenke","startTime":1165.83,"endTime":1167.39,"body":"education and proper tools."},{"speaker":"Annemie Tonken","startTime":1167.45,"endTime":1171.83,"body":"Absolutely."},{"speaker":"Annemie Tonken","startTime":1167.45,"endTime":1171.83,"body":"Excellent. Okay. So we start by"},{"speaker":"Annemie Tonken","startTime":1171.83,"endTime":1175.52,"body":"educating ourselves and getting"},{"speaker":"Annemie Tonken","startTime":1171.83,"endTime":1175.52,"body":"totally clear on what our"},{"speaker":"Annemie Tonken","startTime":1175.52,"endTime":1179.12,"body":"current processes and how we"},{"speaker":"Annemie Tonken","startTime":1175.52,"endTime":1179.12,"body":"want to present this to our"},{"speaker":"Annemie Tonken","startTime":1179.12,"endTime":1184.25,"body":"clients. And then it comes time"},{"speaker":"Annemie Tonken","startTime":1179.12,"endTime":1184.25,"body":"to educate them. Right. So"},{"speaker":"Annemie Tonken","startTime":1184.25,"endTime":1187.82,"body":"you're getting inquiries, you're"},{"speaker":"Annemie Tonken","startTime":1184.25,"endTime":1187.82,"body":"hopefully if you listen to me"},{"speaker":"Annemie Tonken","startTime":1187.82,"endTime":1190.28,"body":"ever getting on the phone with"},{"speaker":"Annemie Tonken","startTime":1187.82,"endTime":1190.28,"body":"your client, your prospective"},{"speaker":"Annemie Tonken","startTime":1190.28,"endTime":1193.67,"body":"client so that you can actually"},{"speaker":"Annemie Tonken","startTime":1190.28,"endTime":1193.67,"body":"talk to them about this. But"},{"speaker":"Annemie Tonken","startTime":1194.21,"endTime":1197.0,"body":"that's just kind of the tip of"},{"speaker":"Annemie Tonken","startTime":1194.21,"endTime":1197.0,"body":"the iceberg when it comes to"},{"speaker":"Annemie Tonken","startTime":1197.0,"endTime":1203.18,"body":"education. Talk to me about Your"},{"speaker":"Annemie Tonken","startTime":1197.0,"endTime":1203.18,"body":"the ways that you like to"},{"speaker":"Annemie Tonken","startTime":1203.24,"endTime":1208.34,"body":"educate your clients how you"},{"speaker":"Annemie Tonken","startTime":1203.24,"endTime":1208.34,"body":"teach your, the photographer's"},{"speaker":"Annemie Tonken","startTime":1208.34,"endTime":1211.55,"body":"that you work with how to"},{"speaker":"Annemie Tonken","startTime":1208.34,"endTime":1211.55,"body":"educate their clients, what's"},{"speaker":"Annemie Tonken","startTime":1211.55,"endTime":1212.84,"body":"that process look like to you."},{"speaker":"Rachel Brenke","startTime":1213.59,"endTime":1217.88,"body":"So I always try"},{"speaker":"Rachel Brenke","startTime":1213.59,"endTime":1217.88,"body":"to go from a rule of three. So"},{"speaker":"Rachel Brenke","startTime":1217.88,"endTime":1220.94,"body":"really important information, I"},{"speaker":"Rachel Brenke","startTime":1217.88,"endTime":1220.94,"body":"want to have in front of the"},{"speaker":"Rachel Brenke","startTime":1220.94,"endTime":1224.09,"body":"clients a touch point of at"},{"speaker":"Rachel Brenke","startTime":1220.94,"endTime":1224.09,"body":"least three times, right? So the"},{"speaker":"Rachel Brenke","startTime":1224.09,"endTime":1227.03,"body":"contract is really a non"},{"speaker":"Rachel Brenke","startTime":1224.09,"endTime":1227.03,"body":"negotiable. Anytime you're"},{"speaker":"Rachel Brenke","startTime":1227.03,"endTime":1229.55,"body":"offering services selling"},{"speaker":"Rachel Brenke","startTime":1227.03,"endTime":1229.55,"body":"products, you need to have that"},{"speaker":"Rachel Brenke","startTime":1229.55,"endTime":1233.48,"body":"in place, it is the center, it's"},{"speaker":"Rachel Brenke","startTime":1229.55,"endTime":1233.48,"body":"the least the legal creation of"},{"speaker":"Rachel Brenke","startTime":1233.48,"endTime":1236.36,"body":"the relationship, but it's the"},{"speaker":"Rachel Brenke","startTime":1233.48,"endTime":1236.36,"body":"center of all the expectations"},{"speaker":"Rachel Brenke","startTime":1236.36,"endTime":1239.99,"body":"as well. And so it's going to"},{"speaker":"Rachel Brenke","startTime":1236.36,"endTime":1239.99,"body":"serve multiple purposes for you."},{"speaker":"Rachel Brenke","startTime":1239.99,"endTime":1242.87,"body":"And I'm not saying use a"},{"speaker":"Rachel Brenke","startTime":1239.99,"endTime":1242.87,"body":"contract to beat your clients"},{"speaker":"Rachel Brenke","startTime":1242.87,"endTime":1246.32,"body":"over the head with it's just to"},{"speaker":"Rachel Brenke","startTime":1242.87,"endTime":1246.32,"body":"give us that legal foundation."},{"speaker":"Rachel Brenke","startTime":1246.38,"endTime":1249.95,"body":"So then we can determine, you"},{"speaker":"Rachel Brenke","startTime":1246.38,"endTime":1249.95,"body":"know, what we want to do next,"},{"speaker":"Rachel Brenke","startTime":1249.95,"endTime":1252.71,"body":"what boundary doing, etc, how"},{"speaker":"Rachel Brenke","startTime":1249.95,"endTime":1252.71,"body":"client focused and we want to"},{"speaker":"Rachel Brenke","startTime":1252.71,"endTime":1256.7,"body":"be. So contract is one of the"},{"speaker":"Rachel Brenke","startTime":1252.71,"endTime":1256.7,"body":"main ways that I do this. And"},{"speaker":"Rachel Brenke","startTime":1256.7,"endTime":1259.52,"body":"other one is going to be through"},{"speaker":"Rachel Brenke","startTime":1256.7,"endTime":1259.52,"body":"your website, if you're"},{"speaker":"Rachel Brenke","startTime":1259.52,"endTime":1262.49,"body":"outlining the process. Or if"},{"speaker":"Rachel Brenke","startTime":1259.52,"endTime":1262.49,"body":"you're someone that doesn't"},{"speaker":"Rachel Brenke","startTime":1262.49,"endTime":1265.37,"body":"include any sort of like booking"},{"speaker":"Rachel Brenke","startTime":1262.49,"endTime":1265.37,"body":"process or information like"},{"speaker":"Rachel Brenke","startTime":1265.37,"endTime":1268.67,"body":"that, on the website, whatever"},{"speaker":"Rachel Brenke","startTime":1265.37,"endTime":1268.67,"body":"that guide that you utilize,"},{"speaker":"Rachel Brenke","startTime":1268.67,"endTime":1270.92,"body":"some people use like an"},{"speaker":"Rachel Brenke","startTime":1268.67,"endTime":1270.92,"body":"interactive guide on websites"},{"speaker":"Rachel Brenke","startTime":1270.92,"endTime":1275.78,"body":"and use PDFs, etc. So just some"},{"speaker":"Rachel Brenke","startTime":1270.92,"endTime":1275.78,"body":"sort of central tool outside of"},{"speaker":"Rachel Brenke","startTime":1275.78,"endTime":1278.06,"body":"the contract, right, because the"},{"speaker":"Rachel Brenke","startTime":1275.78,"endTime":1278.06,"body":"contracts, not necessarily going"},{"speaker":"Rachel Brenke","startTime":1278.06,"endTime":1281.3,"body":"to talk about how to pick the"},{"speaker":"Rachel Brenke","startTime":1278.06,"endTime":1281.3,"body":"clothes and things like that,"},{"speaker":"Rachel Brenke","startTime":1281.3,"endTime":1286.79,"body":"you know, or poses etc. This is,"},{"speaker":"Rachel Brenke","startTime":1281.3,"endTime":1286.79,"body":"this tool is probably going to"},{"speaker":"Rachel Brenke","startTime":1286.79,"endTime":1289.19,"body":"bridge a little bit of what the"},{"speaker":"Rachel Brenke","startTime":1286.79,"endTime":1289.19,"body":"contract talks about, but it's"},{"speaker":"Rachel Brenke","startTime":1289.19,"endTime":1292.7,"body":"going to flesh out a bit more"},{"speaker":"Rachel Brenke","startTime":1289.19,"endTime":1292.7,"body":"about non contractual things."},{"speaker":"Rachel Brenke","startTime":1292.7,"endTime":1296.06,"body":"But that needs to build the"},{"speaker":"Rachel Brenke","startTime":1292.7,"endTime":1296.06,"body":"client's confidence and educate"},{"speaker":"Rachel Brenke","startTime":1296.06,"endTime":1300.35,"body":"them on what to be prepared"},{"speaker":"Rachel Brenke","startTime":1296.06,"endTime":1300.35,"body":"about. And then the third, which"},{"speaker":"Rachel Brenke","startTime":1300.35,"endTime":1302.93,"body":"I think is incredibly important,"},{"speaker":"Rachel Brenke","startTime":1300.35,"endTime":1302.93,"body":"it's just the communications you"},{"speaker":"Rachel Brenke","startTime":1302.93,"endTime":1306.38,"body":"have with your client. Let me"},{"speaker":"Rachel Brenke","startTime":1302.93,"endTime":1306.38,"body":"give you an example of this. One"},{"speaker":"Rachel Brenke","startTime":1306.38,"endTime":1309.62,"body":"of the top things that I always"},{"speaker":"Rachel Brenke","startTime":1306.38,"endTime":1309.62,"body":"see complained about in Facebook"},{"speaker":"Rachel Brenke","startTime":1309.62,"endTime":1314.03,"body":"groups is clients are on the"},{"speaker":"Rachel Brenke","startTime":1309.62,"endTime":1314.03,"body":"horn, ask them where their"},{"speaker":"Rachel Brenke","startTime":1314.03,"endTime":1317.57,"body":"photos are, like right after"},{"speaker":"Rachel Brenke","startTime":1314.03,"endTime":1317.57,"body":"this session. Okay, so we"},{"speaker":"Rachel Brenke","startTime":1317.57,"endTime":1320.36,"body":"definitely want to set the"},{"speaker":"Rachel Brenke","startTime":1317.57,"endTime":1320.36,"body":"expectation in our guide,"},{"speaker":"Rachel Brenke","startTime":1320.39,"endTime":1323.45,"body":"whatever method you're using of"},{"speaker":"Rachel Brenke","startTime":1320.39,"endTime":1323.45,"body":"how long until they're either"},{"speaker":"Rachel Brenke","startTime":1323.45,"endTime":1326.51,"body":"going to receive the gallery for"},{"speaker":"Rachel Brenke","startTime":1323.45,"endTime":1326.51,"body":"download, scheduled the proofing"},{"speaker":"Rachel Brenke","startTime":1326.51,"endTime":1330.11,"body":"session, whatever your specific"},{"speaker":"Rachel Brenke","startTime":1326.51,"endTime":1330.11,"body":"business sales model looks like,"},{"speaker":"Rachel Brenke","startTime":1330.44,"endTime":1334.34,"body":"also want to have that in the"},{"speaker":"Rachel Brenke","startTime":1330.44,"endTime":1334.34,"body":"contract as well. You know, it's"},{"speaker":"Rachel Brenke","startTime":1334.37,"endTime":1336.65,"body":"that's an obligation that"},{"speaker":"Rachel Brenke","startTime":1334.37,"endTime":1336.65,"body":"photographers setting and"},{"speaker":"Rachel Brenke","startTime":1336.65,"endTime":1340.64,"body":"committing to in the contract."},{"speaker":"Rachel Brenke","startTime":1336.65,"endTime":1340.64,"body":"But the third tool of that would"},{"speaker":"Rachel Brenke","startTime":1340.64,"endTime":1343.19,"body":"be in your communication. So"},{"speaker":"Rachel Brenke","startTime":1340.64,"endTime":1343.19,"body":"this would be things like what"},{"speaker":"Rachel Brenke","startTime":1343.19,"endTime":1346.22,"body":"you verbally tell the client,"},{"speaker":"Rachel Brenke","startTime":1343.19,"endTime":1346.22,"body":"which I always recommend in, you"},{"speaker":"Rachel Brenke","startTime":1346.22,"endTime":1350.18,"body":"just mentioned phone call,"},{"speaker":"Rachel Brenke","startTime":1346.22,"endTime":1350.18,"body":"whenever I give, say some"},{"speaker":"Rachel Brenke","startTime":1350.18,"endTime":1353.39,"body":"verbally or important verbally"},{"speaker":"Rachel Brenke","startTime":1350.18,"endTime":1353.39,"body":"to client to follow up that up"},{"speaker":"Rachel Brenke","startTime":1353.39,"endTime":1356.96,"body":"in tax, right? So in this"},{"speaker":"Rachel Brenke","startTime":1353.39,"endTime":1356.96,"body":"context of this example, at the"},{"speaker":"Rachel Brenke","startTime":1356.96,"endTime":1359.54,"body":"end of your session, all right,"},{"speaker":"Rachel Brenke","startTime":1356.96,"endTime":1359.54,"body":"Johnny, that was a wonderful"},{"speaker":"Rachel Brenke","startTime":1359.54,"endTime":1361.31,"body":"session, you know, these"},{"speaker":"Rachel Brenke","startTime":1359.54,"endTime":1361.31,"body":"photographs are going to be"},{"speaker":"Rachel Brenke","startTime":1361.31,"endTime":1363.56,"body":"ready in approximately three"},{"speaker":"Rachel Brenke","startTime":1361.31,"endTime":1363.56,"body":"weeks, blah, blah, blah, blah,"},{"speaker":"Rachel Brenke","startTime":1363.56,"endTime":1366.71,"body":"blah, and probably follow that"},{"speaker":"Rachel Brenke","startTime":1363.56,"endTime":1366.71,"body":"up with an email, you can either"},{"speaker":"Rachel Brenke","startTime":1366.71,"endTime":1370.07,"body":"pick or choose the communication"},{"speaker":"Rachel Brenke","startTime":1366.71,"endTime":1370.07,"body":"method. But by having these"},{"speaker":"Rachel Brenke","startTime":1370.07,"endTime":1374.0,"body":"three tools in place, we've at"},{"speaker":"Rachel Brenke","startTime":1370.07,"endTime":1374.0,"body":"least conveyed the truly"},{"speaker":"Rachel Brenke","startTime":1374.0,"endTime":1377.57,"body":"important things. And if you"},{"speaker":"Rachel Brenke","startTime":1374.0,"endTime":1377.57,"body":"notice with this question, not"},{"speaker":"Rachel Brenke","startTime":1377.57,"endTime":1381.35,"body":"only is it reinforcing the legal"},{"speaker":"Rachel Brenke","startTime":1377.57,"endTime":1381.35,"body":"expectation and obligation that"},{"speaker":"Rachel Brenke","startTime":1381.35,"endTime":1385.46,"body":"you have, but it's preventing,"},{"speaker":"Rachel Brenke","startTime":1381.35,"endTime":1385.46,"body":"hopefully, a client sitting at"},{"speaker":"Rachel Brenke","startTime":1385.46,"endTime":1388.28,"body":"home going, oh, where's my"},{"speaker":"Rachel Brenke","startTime":1385.46,"endTime":1388.28,"body":"photos? Oh, no, that"},{"speaker":"Rachel Brenke","startTime":1388.28,"endTime":1391.04,"body":"photographer is not that great,"},{"speaker":"Rachel Brenke","startTime":1388.28,"endTime":1391.04,"body":"then that opens the door for"},{"speaker":"Rachel Brenke","startTime":1391.1,"endTime":1394.7,"body":"does she get all the poses? Or"},{"speaker":"Rachel Brenke","startTime":1391.1,"endTime":1394.7,"body":"no, wait, maybe maybe I don't"},{"speaker":"Rachel Brenke","startTime":1394.7,"endTime":1397.37,"body":"like the editing. And I like"},{"speaker":"Rachel Brenke","startTime":1394.7,"endTime":1397.37,"body":"what someone else does, it"},{"speaker":"Rachel Brenke","startTime":1397.37,"endTime":1400.19,"body":"starts to open the door for all"},{"speaker":"Rachel Brenke","startTime":1397.37,"endTime":1400.19,"body":"these other negative thoughts."},{"speaker":"Rachel Brenke","startTime":1400.19,"endTime":1404.24,"body":"So at least three tools to"},{"speaker":"Rachel Brenke","startTime":1400.19,"endTime":1404.24,"body":"utilize. And those are the key"},{"speaker":"Rachel Brenke","startTime":1404.24,"endTime":1407.36,"body":"ones that I always look to. And"},{"speaker":"Rachel Brenke","startTime":1404.24,"endTime":1407.36,"body":"the other side of it too is if"},{"speaker":"Rachel Brenke","startTime":1407.36,"endTime":1410.3,"body":"there's ever a legal issue, we"},{"speaker":"Rachel Brenke","startTime":1407.36,"endTime":1410.3,"body":"don't just look at contract,"},{"speaker":"Rachel Brenke","startTime":1410.33,"endTime":1413.36,"body":"we're looking at communications"},{"speaker":"Rachel Brenke","startTime":1410.33,"endTime":1413.36,"body":"between client and what other"},{"speaker":"Rachel Brenke","startTime":1413.36,"endTime":1415.13,"body":"education tools that you're"},{"speaker":"Rachel Brenke","startTime":1413.36,"endTime":1415.13,"body":"using."},{"speaker":"Annemie Tonken","startTime":1415.64,"endTime":1418.01,"body":"Absolutely,"},{"speaker":"Annemie Tonken","startTime":1415.64,"endTime":1418.01,"body":"because of course, the contract"},{"speaker":"Annemie Tonken","startTime":1418.01,"endTime":1422.09,"body":"is sort of the most important"},{"speaker":"Annemie Tonken","startTime":1418.01,"endTime":1422.09,"body":"piece of education in that you"},{"speaker":"Annemie Tonken","startTime":1422.09,"endTime":1426.11,"body":"can fall back on that legally."},{"speaker":"Annemie Tonken","startTime":1422.09,"endTime":1426.11,"body":"But it's also if we're being"},{"speaker":"Annemie Tonken","startTime":1426.11,"endTime":1429.35,"body":"honest, the most, the least"},{"speaker":"Annemie Tonken","startTime":1426.11,"endTime":1429.35,"body":"likely that someone actually"},{"speaker":"Annemie Tonken","startTime":1429.35,"endTime":1433.79,"body":"reads through or absorbs. I"},{"speaker":"Annemie Tonken","startTime":1429.35,"endTime":1433.79,"body":"mean, if someone I know, I'm not"},{"speaker":"Annemie Tonken","startTime":1433.79,"endTime":1435.92,"body":"saying that that's the right way"},{"speaker":"Annemie Tonken","startTime":1433.79,"endTime":1435.92,"body":"to go. But when we send a"},{"speaker":"Annemie Tonken","startTime":1435.92,"endTime":1441.08,"body":"contract to someone, and they"},{"speaker":"Annemie Tonken","startTime":1435.92,"endTime":1441.08,"body":"sign it, if you first of all,"},{"speaker":"Annemie Tonken","startTime":1441.11,"endTime":1443.48,"body":"they're doing that at the very"},{"speaker":"Annemie Tonken","startTime":1441.11,"endTime":1443.48,"body":"beginning of the process of"},{"speaker":"Annemie Tonken","startTime":1443.48,"endTime":1446.96,"body":"working with you. So let's say"},{"speaker":"Annemie Tonken","startTime":1443.48,"endTime":1446.96,"body":"that it's two weeks, or let's"},{"speaker":"Annemie Tonken","startTime":1446.96,"endTime":1449.54,"body":"say two months before their"},{"speaker":"Annemie Tonken","startTime":1446.96,"endTime":1449.54,"body":"session, and then it's two more"},{"speaker":"Annemie Tonken","startTime":1449.54,"endTime":1452.09,"body":"weeks before they get their"},{"speaker":"Annemie Tonken","startTime":1449.54,"endTime":1452.09,"body":"images. And then it's another"},{"speaker":"Annemie Tonken","startTime":1452.09,"endTime":1454.61,"body":"week before you start to hear"},{"speaker":"Annemie Tonken","startTime":1452.09,"endTime":1454.61,"body":"about a problem. So we're"},{"speaker":"Annemie Tonken","startTime":1454.61,"endTime":1457.88,"body":"talking about like a three month"},{"speaker":"Annemie Tonken","startTime":1454.61,"endTime":1457.88,"body":"span of time, that person isn't"},{"speaker":"Annemie Tonken","startTime":1457.88,"endTime":1462.56,"body":"going to have perfect recall of"},{"speaker":"Annemie Tonken","startTime":1457.88,"endTime":1462.56,"body":"what was in your contract. So if"},{"speaker":"Annemie Tonken","startTime":1462.56,"endTime":1466.01,"body":"you I always like to break this"},{"speaker":"Annemie Tonken","startTime":1462.56,"endTime":1466.01,"body":"down into what are the most"},{"speaker":"Annemie Tonken","startTime":1466.01,"endTime":1469.64,"body":"important things that someone"},{"speaker":"Annemie Tonken","startTime":1466.01,"endTime":1469.64,"body":"needs to know about working with"},{"speaker":"Annemie Tonken","startTime":1469.64,"endTime":1472.88,"body":"me? And then also what are the"},{"speaker":"Annemie Tonken","startTime":1469.64,"endTime":1472.88,"body":"things that they need to know"},{"speaker":"Annemie Tonken","startTime":1472.88,"endTime":1477.41,"body":"now in the process, like your"},{"speaker":"Annemie Tonken","startTime":1472.88,"endTime":1477.41,"body":"timing of that education, it's"},{"speaker":"Annemie Tonken","startTime":1477.41,"endTime":1480.08,"body":"like the contract may have all"},{"speaker":"Annemie Tonken","startTime":1477.41,"endTime":1480.08,"body":"the big important parts, but"},{"speaker":"Annemie Tonken","startTime":1480.08,"endTime":1483.98,"body":"like to your point, at the end"},{"speaker":"Annemie Tonken","startTime":1480.08,"endTime":1483.98,"body":"of the session, the next step is"},{"speaker":"Annemie Tonken","startTime":1483.98,"endTime":1486.23,"body":"well, when are we going to get"},{"speaker":"Annemie Tonken","startTime":1483.98,"endTime":1486.23,"body":"our photos, that's the time to"},{"speaker":"Annemie Tonken","startTime":1486.23,"endTime":1490.46,"body":"re educate them about that. And"},{"speaker":"Annemie Tonken","startTime":1486.23,"endTime":1490.46,"body":"I love that you point out like"},{"speaker":"Annemie Tonken","startTime":1490.46,"endTime":1493.49,"body":"in verbally and in writing, I'm"},{"speaker":"Annemie Tonken","startTime":1490.46,"endTime":1493.49,"body":"all about like, let's get on the"},{"speaker":"Annemie Tonken","startTime":1493.49,"endTime":1496.85,"body":"phone with a prospective client."},{"speaker":"Annemie Tonken","startTime":1493.49,"endTime":1496.85,"body":"But the second I hang up the"},{"speaker":"Annemie Tonken","startTime":1496.85,"endTime":1499.34,"body":"phone with them, I'm sending"},{"speaker":"Annemie Tonken","startTime":1496.85,"endTime":1499.34,"body":"them and I tell them this at the"},{"speaker":"Annemie Tonken","startTime":1499.34,"endTime":1502.1,"body":"beginning I'm like Hey, you can"},{"speaker":"Annemie Tonken","startTime":1499.34,"endTime":1502.1,"body":"take notes if you want. But"},{"speaker":"Annemie Tonken","startTime":1502.1,"endTime":1504.08,"body":"like, don't worry about it."},{"speaker":"Annemie Tonken","startTime":1502.1,"endTime":1504.08,"body":"Because right after we get off"},{"speaker":"Annemie Tonken","startTime":1504.08,"endTime":1506.57,"body":"the phone, I'm gonna send you"},{"speaker":"Annemie Tonken","startTime":1504.08,"endTime":1506.57,"body":"all these points and probably"},{"speaker":"Annemie Tonken","startTime":1506.57,"endTime":1508.64,"body":"more because I'm sure I'm gonna"},{"speaker":"Annemie Tonken","startTime":1506.57,"endTime":1508.64,"body":"forget something and it's all"},{"speaker":"Annemie Tonken","startTime":1508.64,"endTime":1511.34,"body":"going to be spelled out. So you"},{"speaker":"Annemie Tonken","startTime":1508.64,"endTime":1511.34,"body":"know, you will have the chance"},{"speaker":"Annemie Tonken","startTime":1511.34,"endTime":1515.69,"body":"to look at that in writing. No,"},{"speaker":"Annemie Tonken","startTime":1511.34,"endTime":1515.69,"body":"I'm sorry, go ahead. Oh, no, I"},{"speaker":"Annemie Tonken","startTime":1515.69,"endTime":1518.42,"body":"was just gonna say I love that"},{"speaker":"Annemie Tonken","startTime":1515.69,"endTime":1518.42,"body":"because it creates not only is"},{"speaker":"Annemie Tonken","startTime":1518.42,"endTime":1520.85,"body":"it better, because people learn"},{"speaker":"Annemie Tonken","startTime":1518.42,"endTime":1520.85,"body":"in different ways, right? Like"},{"speaker":"Annemie Tonken","startTime":1520.85,"endTime":1522.89,"body":"this whole client education"},{"speaker":"Annemie Tonken","startTime":1520.85,"endTime":1522.89,"body":"thing, we have to assume that"},{"speaker":"Annemie Tonken","startTime":1522.89,"endTime":1525.77,"body":"some people are good listeners."},{"speaker":"Annemie Tonken","startTime":1522.89,"endTime":1525.77,"body":"Some people like to see things"},{"speaker":"Annemie Tonken","startTime":1525.77,"endTime":1528.35,"body":"with their eyeballs, other"},{"speaker":"Annemie Tonken","startTime":1525.77,"endTime":1528.35,"body":"people will actually read the"},{"speaker":"Annemie Tonken","startTime":1528.35,"endTime":1534.26,"body":"contract point by point every"},{"speaker":"Annemie Tonken","startTime":1528.35,"endTime":1534.26,"body":"once in a while. But we want to"},{"speaker":"Annemie Tonken","startTime":1534.29,"endTime":1538.55,"body":"like kind of check all of those"},{"speaker":"Annemie Tonken","startTime":1534.29,"endTime":1538.55,"body":"boxes. And that's incumbent upon"},{"speaker":"Annemie Tonken","startTime":1538.58,"endTime":1542.09,"body":"us as the business owner, I, you"},{"speaker":"Annemie Tonken","startTime":1538.58,"endTime":1542.09,"body":"know, one of the things that I"},{"speaker":"Annemie Tonken","startTime":1542.09,"endTime":1545.3,"body":"think a lot of photographers"},{"speaker":"Annemie Tonken","startTime":1542.09,"endTime":1545.3,"body":"deal with, is they send off a"},{"speaker":"Annemie Tonken","startTime":1545.3,"endTime":1548.63,"body":"gallery or like they send their"},{"speaker":"Annemie Tonken","startTime":1545.3,"endTime":1548.63,"body":"photos and they don't hear back"},{"speaker":"Annemie Tonken","startTime":1548.66,"endTime":1552.38,"body":"immediately from a client. And"},{"speaker":"Annemie Tonken","startTime":1548.66,"endTime":1552.38,"body":"you know, you are talking about"},{"speaker":"Annemie Tonken","startTime":1552.38,"endTime":1556.22,"body":"the client, if we haven't"},{"speaker":"Annemie Tonken","startTime":1552.38,"endTime":1556.22,"body":"educated them properly. Once we"},{"speaker":"Annemie Tonken","startTime":1556.25,"endTime":1559.61,"body":"the session is over, they're"},{"speaker":"Annemie Tonken","startTime":1556.25,"endTime":1559.61,"body":"like, Well, I hope everything"},{"speaker":"Annemie Tonken","startTime":1559.61,"endTime":1563.69,"body":"went well. Did I you know, if we"},{"speaker":"Annemie Tonken","startTime":1559.61,"endTime":1563.69,"body":"don't reach out to them. And"},{"speaker":"Annemie Tonken","startTime":1563.69,"endTime":1566.72,"body":"maybe if you know, if sending"},{"speaker":"Annemie Tonken","startTime":1563.69,"endTime":1566.72,"body":"like a sneak peek images, your"},{"speaker":"Annemie Tonken","startTime":1566.72,"endTime":1569.24,"body":"thing or just sending that email"},{"speaker":"Annemie Tonken","startTime":1566.72,"endTime":1569.24,"body":"to be like, your photos look"},{"speaker":"Annemie Tonken","startTime":1569.24,"endTime":1573.41,"body":"amazing. I'm looking at them on"},{"speaker":"Annemie Tonken","startTime":1569.24,"endTime":1573.41,"body":"my computer that will buy you so"},{"speaker":"Annemie Tonken","startTime":1573.41,"endTime":1578.96,"body":"much goodwill and time. Like,"},{"speaker":"Annemie Tonken","startTime":1573.41,"endTime":1578.96,"body":"I'll be in touch in two weeks"},{"speaker":"Annemie Tonken","startTime":1578.96,"endTime":1583.46,"body":"with your with your edits. But"},{"speaker":"Annemie Tonken","startTime":1578.96,"endTime":1583.46,"body":"we experienced that on the flip"},{"speaker":"Annemie Tonken","startTime":1583.46,"endTime":1586.16,"body":"side, when we send off a gallery"},{"speaker":"Annemie Tonken","startTime":1583.46,"endTime":1586.16,"body":"and we don't hear anything. And"},{"speaker":"Annemie Tonken","startTime":1586.16,"endTime":1589.55,"body":"we immediately are like, Oh, no,"},{"speaker":"Annemie Tonken","startTime":1586.16,"endTime":1589.55,"body":"they hate the photos. Everything"},{"speaker":"Annemie Tonken","startTime":1589.55,"endTime":1592.25,"body":"is Terrible. The world is"},{"speaker":"Annemie Tonken","startTime":1589.55,"endTime":1592.25,"body":"burning down. And then, you"},{"speaker":"Annemie Tonken","startTime":1592.25,"endTime":1594.8,"body":"know, two weeks later, they come"},{"speaker":"Annemie Tonken","startTime":1592.25,"endTime":1594.8,"body":"back and they're like, great, we"},{"speaker":"Annemie Tonken","startTime":1594.8,"endTime":1597.35,"body":"were on vacation. So we weren't"},{"speaker":"Annemie Tonken","startTime":1594.8,"endTime":1597.35,"body":"able to look at them. But oh my"},{"speaker":"Annemie Tonken","startTime":1597.35,"endTime":1599.57,"body":"God, we love them so much. We're"},{"speaker":"Annemie Tonken","startTime":1597.35,"endTime":1599.57,"body":"buying your top collection, or"},{"speaker":"Annemie Tonken","startTime":1599.57,"endTime":1604.31,"body":"whatever the case may be. So the"},{"speaker":"Annemie Tonken","startTime":1599.57,"endTime":1604.31,"body":"things that give us pain, like"},{"speaker":"Annemie Tonken","startTime":1604.31,"endTime":1606.77,"body":"think about that, and how you"},{"speaker":"Annemie Tonken","startTime":1604.31,"endTime":1606.77,"body":"can prevent that for your"},{"speaker":"Annemie Tonken","startTime":1606.77,"endTime":1611.12,"body":"client. I think that those are"},{"speaker":"Annemie Tonken","startTime":1606.77,"endTime":1611.12,"body":"such was so important in every"},{"speaker":"Annemie Tonken","startTime":1611.12,"endTime":1611.9,"body":"possible way."},{"speaker":"Rachel Brenke","startTime":1612.32,"endTime":1615.41,"body":"It's funny you"},{"speaker":"Rachel Brenke","startTime":1612.32,"endTime":1615.41,"body":"say that. And I understand. I'm"},{"speaker":"Rachel Brenke","startTime":1615.41,"endTime":1620.24,"body":"very unique. I'm an attorney, I"},{"speaker":"Rachel Brenke","startTime":1615.41,"endTime":1620.24,"body":"do business consulting. So I am"},{"speaker":"Rachel Brenke","startTime":1620.24,"endTime":1624.26,"body":"also I can be the best or worst"},{"speaker":"Rachel Brenke","startTime":1620.24,"endTime":1624.26,"body":"client when we go places. Like"},{"speaker":"Rachel Brenke","startTime":1624.29,"endTime":1629.51,"body":"don't, don't, don't you like but"},{"speaker":"Rachel Brenke","startTime":1624.29,"endTime":1629.51,"body":"really though, when I have the"},{"speaker":"Rachel Brenke","startTime":1629.51,"endTime":1632.54,"body":"consumer hat on, I don't want to"},{"speaker":"Rachel Brenke","startTime":1629.51,"endTime":1632.54,"body":"have to chase you for"},{"speaker":"Rachel Brenke","startTime":1632.54,"endTime":1635.63,"body":"information. I don't want to"},{"speaker":"Rachel Brenke","startTime":1632.54,"endTime":1635.63,"body":"have to, you know, and I"},{"speaker":"Rachel Brenke","startTime":1635.63,"endTime":1638.36,"body":"mentioned earlier, I don't want"},{"speaker":"Rachel Brenke","startTime":1635.63,"endTime":1638.36,"body":"to chase you to have to pay you"},{"speaker":"Rachel Brenke","startTime":1638.39,"endTime":1641.51,"body":"and I actually ran into this, of"},{"speaker":"Rachel Brenke","startTime":1638.39,"endTime":1641.51,"body":"trying to book my own"},{"speaker":"Rachel Brenke","startTime":1641.51,"endTime":1644.9,"body":"photographers to do stuff for my"},{"speaker":"Rachel Brenke","startTime":1641.51,"endTime":1644.9,"body":"socials and website. And I'm"},{"speaker":"Rachel Brenke","startTime":1644.9,"endTime":1649.01,"body":"like, What is going on here? And"},{"speaker":"Rachel Brenke","startTime":1644.9,"endTime":1649.01,"body":"I don't think it's nefarious. I"},{"speaker":"Rachel Brenke","startTime":1649.01,"endTime":1651.47,"body":"don't think it's uncaring"},{"speaker":"Rachel Brenke","startTime":1649.01,"endTime":1651.47,"body":"photographers, I simply think"},{"speaker":"Rachel Brenke","startTime":1651.47,"endTime":1656.03,"body":"it's a lack of process, or even"},{"speaker":"Rachel Brenke","startTime":1651.47,"endTime":1656.03,"body":"a fear of trying to follow up."},{"speaker":"Rachel Brenke","startTime":1656.03,"endTime":1659.21,"body":"So for example, what you were"},{"speaker":"Rachel Brenke","startTime":1656.03,"endTime":1659.21,"body":"just saying of sending the"},{"speaker":"Rachel Brenke","startTime":1659.24,"endTime":1663.14,"body":"gallery and not hearing back,"},{"speaker":"Rachel Brenke","startTime":1659.24,"endTime":1663.14,"body":"right? That is when I think look"},{"speaker":"Rachel Brenke","startTime":1663.14,"endTime":1666.17,"body":"at your workflow, you feel this"},{"speaker":"Rachel Brenke","startTime":1663.14,"endTime":1666.17,"body":"little fear, yeah, they might"},{"speaker":"Rachel Brenke","startTime":1666.17,"endTime":1669.17,"body":"have real world stuff going on,"},{"speaker":"Rachel Brenke","startTime":1666.17,"endTime":1669.17,"body":"but maybe just nudging them"},{"speaker":"Rachel Brenke","startTime":1669.17,"endTime":1671.9,"body":"because some clients just aren't"},{"speaker":"Rachel Brenke","startTime":1669.17,"endTime":1671.9,"body":"going to think, oh, I need to"},{"speaker":"Rachel Brenke","startTime":1671.9,"endTime":1675.83,"body":"confirm receipt, I need to send"},{"speaker":"Rachel Brenke","startTime":1671.9,"endTime":1675.83,"body":"a testimonial that's on us. And"},{"speaker":"Rachel Brenke","startTime":1675.83,"endTime":1677.57,"body":"you said a little bit ago, I"},{"speaker":"Rachel Brenke","startTime":1675.83,"endTime":1677.57,"body":"don't know what phrasing you"},{"speaker":"Rachel Brenke","startTime":1677.57,"endTime":1680.9,"body":"use. But in my brain, what"},{"speaker":"Rachel Brenke","startTime":1677.57,"endTime":1680.9,"body":"landed was it's incumbent upon"},{"speaker":"Rachel Brenke","startTime":1680.93,"endTime":1683.93,"body":"us as the business owner to lead"},{"speaker":"Rachel Brenke","startTime":1680.93,"endTime":1683.93,"body":"that way. And actually, if you"},{"speaker":"Rachel Brenke","startTime":1683.93,"endTime":1686.72,"body":"view this I mentally picture"},{"speaker":"Rachel Brenke","startTime":1683.93,"endTime":1686.72,"body":"especially when we're talking"},{"speaker":"Rachel Brenke","startTime":1686.72,"endTime":1689.84,"body":"about the communications in the"},{"speaker":"Rachel Brenke","startTime":1686.72,"endTime":1689.84,"body":"emails, I mentally picture us"},{"speaker":"Rachel Brenke","startTime":1689.84,"endTime":1692.78,"body":"handling our client almost like"},{"speaker":"Rachel Brenke","startTime":1689.84,"endTime":1692.78,"body":"stepping stones in a garden or"},{"speaker":"Rachel Brenke","startTime":1692.78,"endTime":1696.2,"body":"across the street from one stone"},{"speaker":"Rachel Brenke","startTime":1692.78,"endTime":1696.2,"body":"to the next. And that's what"},{"speaker":"Rachel Brenke","startTime":1696.2,"endTime":1701.72,"body":"your contract does if it's"},{"speaker":"Rachel Brenke","startTime":1696.2,"endTime":1701.72,"body":"drafted properly by lawyer. So"},{"speaker":"Rachel Brenke","startTime":1701.72,"endTime":1705.14,"body":"your guide does that you may not"},{"speaker":"Rachel Brenke","startTime":1701.72,"endTime":1705.14,"body":"realize it, you know, in your"},{"speaker":"Rachel Brenke","startTime":1705.17,"endTime":1709.46,"body":"communications should be doing"},{"speaker":"Rachel Brenke","startTime":1705.17,"endTime":1709.46,"body":"that as well. And so in and I"},{"speaker":"Rachel Brenke","startTime":1709.46,"endTime":1713.15,"body":"think what's important to with"},{"speaker":"Rachel Brenke","startTime":1709.46,"endTime":1713.15,"body":"what you do, and I do is that"},{"speaker":"Rachel Brenke","startTime":1713.36,"endTime":1716.18,"body":"we're not sitting here trying to"},{"speaker":"Rachel Brenke","startTime":1713.36,"endTime":1716.18,"body":"sell them anything they don't"},{"speaker":"Rachel Brenke","startTime":1716.18,"endTime":1720.41,"body":"want, they inquire to us. On the"},{"speaker":"Rachel Brenke","startTime":1716.18,"endTime":1720.41,"body":"legal side, we're not really"},{"speaker":"Rachel Brenke","startTime":1720.41,"endTime":1723.71,"body":"offering anything to them or"},{"speaker":"Rachel Brenke","startTime":1720.41,"endTime":1723.71,"body":"forcing them into anything that"},{"speaker":"Rachel Brenke","startTime":1723.71,"endTime":1726.53,"body":"they don't want. They also want"},{"speaker":"Rachel Brenke","startTime":1723.71,"endTime":1726.53,"body":"protection. They're paying"},{"speaker":"Rachel Brenke","startTime":1726.53,"endTime":1728.75,"body":"money, they're spending time"},{"speaker":"Rachel Brenke","startTime":1726.53,"endTime":1728.75,"body":"that they're carving out of"},{"speaker":"Rachel Brenke","startTime":1728.75,"endTime":1732.14,"body":"their lives, coming to do a"},{"speaker":"Rachel Brenke","startTime":1728.75,"endTime":1732.14,"body":"session during the session, etc."},{"speaker":"Rachel Brenke","startTime":1732.14,"endTime":1736.58,"body":"So we are actually serving them."},{"speaker":"Rachel Brenke","startTime":1732.14,"endTime":1736.58,"body":"So I would encourage if you're"},{"speaker":"Rachel Brenke","startTime":1736.58,"endTime":1739.22,"body":"listening and you're like, oh my"},{"speaker":"Rachel Brenke","startTime":1736.58,"endTime":1739.22,"body":"gosh, this is a lot more than I"},{"speaker":"Rachel Brenke","startTime":1739.22,"endTime":1742.1,"body":"thought on the back end, I just"},{"speaker":"Rachel Brenke","startTime":1739.22,"endTime":1742.1,"body":"want to photograph well. You're"},{"speaker":"Rachel Brenke","startTime":1742.1,"endTime":1744.86,"body":"in a services based industry. So"},{"speaker":"Rachel Brenke","startTime":1742.1,"endTime":1744.86,"body":"serve and these are ways that"},{"speaker":"Rachel Brenke","startTime":1744.86,"endTime":1748.43,"body":"you can serve and also prevent"},{"speaker":"Rachel Brenke","startTime":1744.86,"endTime":1748.43,"body":"issues at the same time."},{"speaker":"Annemie Tonken","startTime":1748.58,"endTime":1751.04,"body":"I love it. And I"},{"speaker":"Annemie Tonken","startTime":1748.58,"endTime":1751.04,"body":"think so many people get kind of"},{"speaker":"Annemie Tonken","startTime":1751.04,"endTime":1754.19,"body":"afraid by like, oh contracts and"},{"speaker":"Annemie Tonken","startTime":1751.04,"endTime":1754.19,"body":"all this sort of stuff that's"},{"speaker":"Annemie Tonken","startTime":1754.19,"endTime":1758.15,"body":"going to turn my clients off."},{"speaker":"Annemie Tonken","startTime":1754.19,"endTime":1758.15,"body":"But what I have found over and"},{"speaker":"Annemie Tonken","startTime":1758.15,"endTime":1761.63,"body":"over and over again, is that the"},{"speaker":"Annemie Tonken","startTime":1758.15,"endTime":1761.63,"body":"only people that get scared off"},{"speaker":"Annemie Tonken","startTime":1761.66,"endTime":1766.22,"body":"by you preventing or presenting"},{"speaker":"Annemie Tonken","startTime":1761.66,"endTime":1766.22,"body":"yourself professionally are the"},{"speaker":"Annemie Tonken","startTime":1766.22,"endTime":1770.39,"body":"people who would who are trying"},{"speaker":"Annemie Tonken","startTime":1766.22,"endTime":1770.39,"body":"who are like actively looking"},{"speaker":"Annemie Tonken","startTime":1770.39,"endTime":1773.45,"body":"for holes to be like, Oh, you"},{"speaker":"Annemie Tonken","startTime":1770.39,"endTime":1773.45,"body":"didn't do this. So I'm not going"},{"speaker":"Annemie Tonken","startTime":1773.45,"endTime":1776.39,"body":"to pay you or whatever. Like you"},{"speaker":"Annemie Tonken","startTime":1773.45,"endTime":1776.39,"body":"don't want those clients anyway."},{"speaker":"Annemie Tonken","startTime":1776.66,"endTime":1780.89,"body":"Everyone else sees that you show"},{"speaker":"Annemie Tonken","startTime":1776.66,"endTime":1780.89,"body":"up with like a well thought out"},{"speaker":"Annemie Tonken","startTime":1780.89,"endTime":1783.8,"body":"list of policies and a contract"},{"speaker":"Annemie Tonken","startTime":1780.89,"endTime":1783.8,"body":"and all that sort of thing. And"},{"speaker":"Annemie Tonken","startTime":1783.8,"endTime":1787.64,"body":"they you are earning their trust"},{"speaker":"Annemie Tonken","startTime":1783.8,"endTime":1787.64,"body":"with that because they're"},{"speaker":"Annemie Tonken","startTime":1787.64,"endTime":1790.61,"body":"saying, Oh, she's taking her"},{"speaker":"Annemie Tonken","startTime":1787.64,"endTime":1790.61,"body":"business seriously. She's going"},{"speaker":"Annemie Tonken","startTime":1790.61,"endTime":1794.3,"body":"to take my family or my wedding"},{"speaker":"Annemie Tonken","startTime":1790.61,"endTime":1794.3,"body":"or whatever. Seriously as well."},{"speaker":"Annemie Tonken","startTime":1794.45,"endTime":1798.47,"body":"She's not gonna ghost me. She's"},{"speaker":"Annemie Tonken","startTime":1794.45,"endTime":1798.47,"body":"not gonna flake on me. I think"},{"speaker":"Annemie Tonken","startTime":1798.47,"endTime":1800.21,"body":"all of that's really important."},{"speaker":"Annemie Tonken","startTime":1798.47,"endTime":1800.21,"body":"Okay."},{"speaker":"Unknown","startTime":1800.33,"endTime":1803.87,"body":"So I have about that is"},{"speaker":"Unknown","startTime":1800.33,"endTime":1803.87,"body":"is that you know, is how you"},{"speaker":"Unknown","startTime":1803.87,"endTime":1807.14,"body":"approach the contract to I mean,"},{"speaker":"Unknown","startTime":1803.87,"endTime":1807.14,"body":"all of this is about perception,"},{"speaker":"Unknown","startTime":1807.14,"endTime":1809.87,"body":"right? A client's perception is"},{"speaker":"Unknown","startTime":1807.14,"endTime":1809.87,"body":"their reality. So if you're"},{"speaker":"Unknown","startTime":1809.87,"endTime":1812.63,"body":"scared, and this is circling"},{"speaker":"Unknown","startTime":1809.87,"endTime":1812.63,"body":"back around, we said before, if"},{"speaker":"Unknown","startTime":1812.63,"endTime":1814.79,"body":"you don't know what's in your"},{"speaker":"Unknown","startTime":1812.63,"endTime":1814.79,"body":"contract, you're not confident"},{"speaker":"Unknown","startTime":1814.79,"endTime":1817.49,"body":"in it, you're not able to"},{"speaker":"Unknown","startTime":1814.79,"endTime":1817.49,"body":"explain it. It's not presented"},{"speaker":"Unknown","startTime":1817.49,"endTime":1820.52,"body":"in a positive way. It's not"},{"speaker":"Unknown","startTime":1817.49,"endTime":1820.52,"body":"going to be received positively."},{"speaker":"Unknown","startTime":1820.52,"endTime":1824.06,"body":"And I think that's why it's"},{"speaker":"Unknown","startTime":1820.52,"endTime":1824.06,"body":"incredibly important. I will say"},{"speaker":"Unknown","startTime":1824.06,"endTime":1826.58,"body":"a lawyer is not a lawyer is not"},{"speaker":"Unknown","startTime":1824.06,"endTime":1826.58,"body":"a lawyer, right? Like they're"},{"speaker":"Unknown","startTime":1826.58,"endTime":1829.22,"body":"aware, I represent lawyers,"},{"speaker":"Unknown","startTime":1826.58,"endTime":1829.22,"body":"because they're don't do"},{"speaker":"Unknown","startTime":1829.22,"endTime":1832.67,"body":"contracts. They don't know IP,"},{"speaker":"Unknown","startTime":1829.22,"endTime":1832.67,"body":"but they're running medical"},{"speaker":"Unknown","startTime":1832.67,"endTime":1835.79,"body":"malpractice showrooms, and they"},{"speaker":"Unknown","startTime":1832.67,"endTime":1835.79,"body":"need help. So finding a lawyer"},{"speaker":"Unknown","startTime":1835.79,"endTime":1838.67,"body":"that knows business, knows"},{"speaker":"Unknown","startTime":1835.79,"endTime":1838.67,"body":"intellectual property, but also"},{"speaker":"Unknown","startTime":1838.67,"endTime":1843.74,"body":"can draft contracts that are"},{"speaker":"Unknown","startTime":1838.67,"endTime":1843.74,"body":"readily able to be understood."},{"speaker":"Unknown","startTime":1843.74,"endTime":1846.29,"body":"So when we go to law school, we"},{"speaker":"Unknown","startTime":1843.74,"endTime":1846.29,"body":"just learned about contract"},{"speaker":"Unknown","startTime":1846.29,"endTime":1849.77,"body":"principles, we don't actually"},{"speaker":"Unknown","startTime":1846.29,"endTime":1849.77,"body":"learn like a checklist of you"},{"speaker":"Unknown","startTime":1849.77,"endTime":1853.28,"body":"have to have paragraphs with"},{"speaker":"Unknown","startTime":1849.77,"endTime":1853.28,"body":"titles and numbers, it really is"},{"speaker":"Unknown","startTime":1853.28,"endTime":1857.87,"body":"an art form funny enough for"},{"speaker":"Unknown","startTime":1853.28,"endTime":1857.87,"body":"years. And but the way that I"},{"speaker":"Unknown","startTime":1857.87,"endTime":1860.99,"body":"have found being in this"},{"speaker":"Unknown","startTime":1857.87,"endTime":1860.99,"body":"industry for almost say, how"},{"speaker":"Unknown","startTime":1860.99,"endTime":1866.45,"body":"many years or reveal my age, for"},{"speaker":"Unknown","startTime":1860.99,"endTime":1866.45,"body":"quite a long time now, is that I"},{"speaker":"Unknown","startTime":1866.45,"endTime":1869.0,"body":"the way that I dropped my"},{"speaker":"Unknown","startTime":1866.45,"endTime":1869.0,"body":"contracts that helps to do all"},{"speaker":"Unknown","startTime":1869.0,"endTime":1871.19,"body":"the things that we're talking"},{"speaker":"Unknown","startTime":1869.0,"endTime":1871.19,"body":"about here and working and"},{"speaker":"Unknown","startTime":1871.19,"endTime":1874.4,"body":"building the client competence"},{"speaker":"Unknown","startTime":1871.19,"endTime":1874.4,"body":"is having an in chronological"},{"speaker":"Unknown","startTime":1874.4,"endTime":1877.25,"body":"order. That's what we said"},{"speaker":"Unknown","startTime":1874.4,"endTime":1877.25,"body":"earlier, what is your workflow?"},{"speaker":"Unknown","startTime":1877.37,"endTime":1880.73,"body":"Because what's the very first"},{"speaker":"Unknown","startTime":1877.37,"endTime":1880.73,"body":"thing? How do you get booked?"},{"speaker":"Unknown","startTime":1880.91,"endTime":1883.64,"body":"Right? Yep. And then what"},{"speaker":"Unknown","startTime":1880.91,"endTime":1883.64,"body":"happens? You know, how do you"},{"speaker":"Unknown","startTime":1883.64,"endTime":1886.04,"body":"schedule the session? Where will"},{"speaker":"Unknown","startTime":1883.64,"endTime":1886.04,"body":"the sketch session be? What"},{"speaker":"Unknown","startTime":1886.04,"endTime":1888.62,"body":"happens at the session? What"},{"speaker":"Unknown","startTime":1886.04,"endTime":1888.62,"body":"happens after the session, and"},{"speaker":"Unknown","startTime":1888.62,"endTime":1891.92,"body":"when it's done in such a way in"},{"speaker":"Unknown","startTime":1888.62,"endTime":1891.92,"body":"plain language, you don't need"},{"speaker":"Unknown","startTime":1891.92,"endTime":1895.25,"body":"these? You don't need stone"},{"speaker":"Unknown","startTime":1891.92,"endTime":1895.25,"body":"tablets with goat's blood, like"},{"speaker":"Unknown","startTime":1895.28,"endTime":1897.98,"body":"written letter, you know, and I"},{"speaker":"Unknown","startTime":1895.28,"endTime":1897.98,"body":"think sometimes people think"},{"speaker":"Unknown","startTime":1897.98,"endTime":1901.37,"body":"that it has to be the scary"},{"speaker":"Unknown","startTime":1897.98,"endTime":1901.37,"body":"words, or is going to be scary"},{"speaker":"Unknown","startTime":1901.37,"endTime":1904.94,"body":"words, in order to be legal, and"},{"speaker":"Unknown","startTime":1901.37,"endTime":1904.94,"body":"it doesn't have to be right. And"},{"speaker":"Unknown","startTime":1904.94,"endTime":1909.32,"body":"I do love that the legal"},{"speaker":"Unknown","startTime":1904.94,"endTime":1909.32,"body":"industry is shifting greatly."},{"speaker":"Unknown","startTime":1909.32,"endTime":1913.25,"body":"Like we're really moving away"},{"speaker":"Unknown","startTime":1909.32,"endTime":1913.25,"body":"from Shall's into must, right?"},{"speaker":"Unknown","startTime":1913.25,"endTime":1916.64,"body":"shall seem so like"},{"speaker":"Unknown","startTime":1913.25,"endTime":1916.64,"body":"Shakespearean, right. Whereas"},{"speaker":"Unknown","startTime":1916.64,"endTime":1920.15,"body":"Shall and Must mean the same"},{"speaker":"Unknown","startTime":1916.64,"endTime":1920.15,"body":"thing. There are an obligation"},{"speaker":"Unknown","startTime":1920.15,"endTime":1924.47,"body":"in a contract, whereas you would"},{"speaker":"Unknown","startTime":1920.15,"endTime":1924.47,"body":"have a May, which is optional,"},{"speaker":"Unknown","startTime":1924.5,"endTime":1927.02,"body":"don't necessarily have to do it."},{"speaker":"Unknown","startTime":1924.5,"endTime":1927.02,"body":"So I just share that to say,"},{"speaker":"Unknown","startTime":1927.02,"endTime":1929.9,"body":"like, if you have a contract,"},{"speaker":"Unknown","startTime":1927.02,"endTime":1929.9,"body":"and you're like, oh, I don't"},{"speaker":"Unknown","startTime":1929.9,"endTime":1932.75,"body":"think my clients like it. I"},{"speaker":"Unknown","startTime":1929.9,"endTime":1932.75,"body":"disagree with what y'all said on"},{"speaker":"Unknown","startTime":1932.75,"endTime":1935.84,"body":"the podcast, you evaluate it to"},{"speaker":"Unknown","startTime":1932.75,"endTime":1935.84,"body":"make sure that it is in"},{"speaker":"Unknown","startTime":1935.99,"endTime":1940.22,"body":"chronological fashion, that"},{"speaker":"Unknown","startTime":1935.99,"endTime":1940.22,"body":"mirrors your workflow, that can"},{"speaker":"Unknown","startTime":1940.22,"endTime":1945.08,"body":"readily be understood in plain"},{"speaker":"Unknown","startTime":1940.22,"endTime":1945.08,"body":"language, and also that you can"},{"speaker":"Unknown","startTime":1945.08,"endTime":1948.14,"body":"adequately explain it so that"},{"speaker":"Unknown","startTime":1945.08,"endTime":1948.14,"body":"you can guess. And this is"},{"speaker":"Unknown","startTime":1948.14,"endTime":1950.18,"body":"another point. I don't know if"},{"speaker":"Unknown","startTime":1948.14,"endTime":1950.18,"body":"we were gonna get to this."},{"speaker":"Unknown","startTime":1950.21,"endTime":1953.36,"body":"Oftentimes, I think people are"},{"speaker":"Unknown","startTime":1950.21,"endTime":1953.36,"body":"afraid when clients ask"},{"speaker":"Unknown","startTime":1953.36,"endTime":1955.28,"body":"questions. I mean, maybe it's"},{"speaker":"Unknown","startTime":1953.36,"endTime":1955.28,"body":"because I see this in the"},{"speaker":"Unknown","startTime":1955.28,"endTime":1958.52,"body":"longtime Facebook group. Yeah."},{"speaker":"Unknown","startTime":1955.28,"endTime":1958.52,"body":"My client asked this question"},{"speaker":"Unknown","startTime":1958.52,"endTime":1961.52,"body":"about, you know, something in"},{"speaker":"Unknown","startTime":1958.52,"endTime":1961.52,"body":"the contract, I would rather a"},{"speaker":"Unknown","startTime":1961.52,"endTime":1964.85,"body":"client, and I want to encourage"},{"speaker":"Unknown","startTime":1961.52,"endTime":1964.85,"body":"you all, have the clients ask"},{"speaker":"Unknown","startTime":1964.85,"endTime":1968.0,"body":"questions about the contracts"},{"speaker":"Unknown","startTime":1964.85,"endTime":1968.0,"body":"before they execute before you"},{"speaker":"Unknown","startTime":1968.0,"endTime":1970.7,"body":"start expending any time, money"},{"speaker":"Unknown","startTime":1968.0,"endTime":1970.7,"body":"and energy on this client."},{"speaker":"Unknown","startTime":1970.7,"endTime":1973.58,"body":"Because you want to know, think"},{"speaker":"Unknown","startTime":1970.7,"endTime":1973.58,"body":"of it almost like dating and"},{"speaker":"Unknown","startTime":1973.58,"endTime":1975.89,"body":"meeting someone at a bar. You"},{"speaker":"Unknown","startTime":1973.58,"endTime":1975.89,"body":"want to know the red flags"},{"speaker":"Unknown","startTime":1975.89,"endTime":1977.09,"body":"before y'all go home together."},{"speaker":"Annemie Tonken","startTime":1977.12,"endTime":1983.36,"body":"Amen. Yep. 100%."},{"speaker":"Annemie Tonken","startTime":1977.12,"endTime":1983.36,"body":"Yeah, and this is like a whole"},{"speaker":"Annemie Tonken","startTime":1983.36,"endTime":1986.63,"body":"separate conversation. But one"},{"speaker":"Annemie Tonken","startTime":1983.36,"endTime":1986.63,"body":"of the big ones I feel like is"},{"speaker":"Annemie Tonken","startTime":1987.08,"endTime":1990.38,"body":"model release, like, a lot of"},{"speaker":"Annemie Tonken","startTime":1987.08,"endTime":1990.38,"body":"people are like, I don't want"},{"speaker":"Annemie Tonken","startTime":1990.38,"endTime":1994.22,"body":"to, you know, we'll talk about"},{"speaker":"Annemie Tonken","startTime":1990.38,"endTime":1994.22,"body":"that later. It's like, no, no,"},{"speaker":"Annemie Tonken","startTime":1994.22,"endTime":1997.25,"body":"no, no, you need to know where"},{"speaker":"Annemie Tonken","startTime":1994.22,"endTime":1997.25,"body":"you stand on that. And then you"},{"speaker":"Annemie Tonken","startTime":1997.25,"endTime":2000.19,"body":"need to make sure that like,"},{"speaker":"Annemie Tonken","startTime":1997.25,"endTime":2000.19,"body":"somebody knows where you stand"},{"speaker":"Annemie Tonken","startTime":2000.19,"endTime":2002.95,"body":"on that. And if there's"},{"speaker":"Annemie Tonken","startTime":2000.19,"endTime":2002.95,"body":"friction, you got to work that"},{"speaker":"Annemie Tonken","startTime":2002.95,"endTime":2006.64,"body":"out before you take them on as a"},{"speaker":"Annemie Tonken","startTime":2002.95,"endTime":2006.64,"body":"client. So way harder"},{"speaker":"Annemie Tonken","startTime":2006.64,"endTime":2009.16,"body":"conversation to have after"},{"speaker":"Annemie Tonken","startTime":2006.64,"endTime":2009.16,"body":"you've already taken a bunch of"},{"speaker":"Annemie Tonken","startTime":2009.16,"endTime":2014.11,"body":"pictures. So, um, I was gonna"},{"speaker":"Annemie Tonken","startTime":2009.16,"endTime":2014.11,"body":"say, before, I have a lawyer on"},{"speaker":"Annemie Tonken","startTime":2014.11,"endTime":2018.82,"body":"the podcast, I have to ask,"},{"speaker":"Annemie Tonken","startTime":2014.11,"endTime":2018.82,"body":"because I know, one of the"},{"speaker":"Annemie Tonken","startTime":2018.82,"endTime":2023.35,"body":"questions that comes up a lot"},{"speaker":"Annemie Tonken","startTime":2018.82,"endTime":2023.35,"body":"when it comes to legal stuff, is"},{"speaker":"Annemie Tonken","startTime":2023.35,"endTime":2026.23,"body":"this question of, okay..."},{"speaker":"Unknown","startTime":2026.35,"endTime":2028.87,"body":"I already know what"},{"speaker":"Unknown","startTime":2026.35,"endTime":2028.87,"body":"it's going to be  but go ahead."},{"speaker":"Annemie Tonken","startTime":2030.22,"endTime":2033.34,"body":"I'm sure you do,"},{"speaker":"Annemie Tonken","startTime":2030.22,"endTime":2033.34,"body":"but the like, I am educating my"},{"speaker":"Annemie Tonken","startTime":2033.34,"endTime":2036.7,"body":"client in all these different"},{"speaker":"Annemie Tonken","startTime":2033.34,"endTime":2036.7,"body":"ways. How do I know I don't want"},{"speaker":"Annemie Tonken","startTime":2036.7,"endTime":2041.23,"body":"to have a contract that's 35"},{"speaker":"Annemie Tonken","startTime":2036.7,"endTime":2041.23,"body":"pages long. How do I know what"},{"speaker":"Annemie Tonken","startTime":2041.23,"endTime":2043.93,"body":"needs to go in the in the"},{"speaker":"Annemie Tonken","startTime":2041.23,"endTime":2043.93,"body":"contract? Like, do you have a"},{"speaker":"Annemie Tonken","startTime":2043.93,"endTime":2047.77,"body":"magic question? Or like a"},{"speaker":"Annemie Tonken","startTime":2043.93,"endTime":2047.77,"body":"checklist of this? These are the"},{"speaker":"Annemie Tonken","startTime":2047.77,"endTime":2050.71,"body":"things or how do you how do you"},{"speaker":"Annemie Tonken","startTime":2047.77,"endTime":2050.71,"body":"advise people I mean, obviously,"},{"speaker":"Annemie Tonken","startTime":2050.74,"endTime":2055.9,"body":"the advice is, hire a lawyer but"},{"speaker":"Annemie Tonken","startTime":2050.74,"endTime":2055.9,"body":"but but when they're thinking"},{"speaker":"Annemie Tonken","startTime":2055.9,"endTime":2060.07,"body":"about like contract versus, you"},{"speaker":"Annemie Tonken","startTime":2055.9,"endTime":2060.07,"body":"know, prep guide versus phone"},{"speaker":"Annemie Tonken","startTime":2060.07,"endTime":2062.17,"body":"call, whatever, like what goes"},{"speaker":"Annemie Tonken","startTime":2060.07,"endTime":2062.17,"body":"in the contract."},{"speaker":"Unknown","startTime":2063.58,"endTime":2066.01,"body":"That isn't what I"},{"speaker":"Unknown","startTime":2063.58,"endTime":2066.01,"body":"thought you were going to ask."},{"speaker":"Unknown","startTime":2066.01,"endTime":2068.74,"body":"Pleasantly surprised now, and I"},{"speaker":"Unknown","startTime":2066.01,"endTime":2068.74,"body":"actually wouldn't mind the other"},{"speaker":"Unknown","startTime":2068.74,"endTime":2072.46,"body":"question either, but, um, you"},{"speaker":"Unknown","startTime":2068.74,"endTime":2072.46,"body":"know, keeping in mind I already"},{"speaker":"Unknown","startTime":2072.46,"endTime":2074.65,"body":"said we're not going to use"},{"speaker":"Unknown","startTime":2072.46,"endTime":2074.65,"body":"contracts to beat our clients"},{"speaker":"Unknown","startTime":2074.65,"endTime":2077.95,"body":"over the head. We really want to"},{"speaker":"Unknown","startTime":2074.65,"endTime":2077.95,"body":"do it as legal expectation"},{"speaker":"Unknown","startTime":2077.95,"endTime":2081.64,"body":"setting boundaries, building"},{"speaker":"Unknown","startTime":2077.95,"endTime":2081.64,"body":"buyers confidence, but to answer"},{"speaker":"Unknown","startTime":2081.64,"endTime":2084.07,"body":"your question, how do we"},{"speaker":"Unknown","startTime":2081.64,"endTime":2084.07,"body":"determine what goes in a"},{"speaker":"Unknown","startTime":2084.07,"endTime":2087.43,"body":"contract we want to think what"},{"speaker":"Unknown","startTime":2084.07,"endTime":2087.43,"body":"are we actually going to pursue"},{"speaker":"Unknown","startTime":2087.43,"endTime":2091.45,"body":"our client on? This is going to"},{"speaker":"Unknown","startTime":2087.43,"endTime":2091.45,"body":"be a really probably fun, funny,"},{"speaker":"Unknown","startTime":2091.45,"endTime":2095.11,"body":"stupid example. But I probably"},{"speaker":"Unknown","startTime":2091.45,"endTime":2095.11,"body":"not going to stick in there."},{"speaker":"Unknown","startTime":2095.11,"endTime":2098.92,"body":"Please don't all wear buffalo"},{"speaker":"Unknown","startTime":2095.11,"endTime":2098.92,"body":"plaid shirts, right? Right."},{"speaker":"Unknown","startTime":2098.95,"endTime":2101.65,"body":"That's all something or not I'm"},{"speaker":"Unknown","startTime":2098.95,"endTime":2101.65,"body":"actually gonna go sue my client"},{"speaker":"Unknown","startTime":2101.65,"endTime":2104.65,"body":"side. And that's such a stupid"},{"speaker":"Unknown","startTime":2101.65,"endTime":2104.65,"body":"example. But it's what came to"},{"speaker":"Unknown","startTime":2104.65,"endTime":2107.62,"body":"mind. Mostly my laundry sitting"},{"speaker":"Unknown","startTime":2104.65,"endTime":2107.62,"body":"over here, and I can see my"},{"speaker":"Unknown","startTime":2107.62,"endTime":2108.13,"body":"son's"},{"speaker":"Annemie Tonken","startTime":2109.36,"endTime":2110.35,"body":"shirt. There you"},{"speaker":"Annemie Tonken","startTime":2109.36,"endTime":2110.35,"body":"go."},{"speaker":"Rachel Brenke","startTime":2111.4,"endTime":2112.81,"body":"Like, you know"},{"speaker":"Rachel Brenke","startTime":2111.4,"endTime":2112.81,"body":"what I mean? So something like"},{"speaker":"Rachel Brenke","startTime":2112.81,"endTime":2117.19,"body":"that just started going through"},{"speaker":"Rachel Brenke","startTime":2112.81,"endTime":2117.19,"body":"Ingo. So that's part of it. The"},{"speaker":"Rachel Brenke","startTime":2117.19,"endTime":2120.76,"body":"other part also would be is this"},{"speaker":"Rachel Brenke","startTime":2117.19,"endTime":2120.76,"body":"something that is really if the"},{"speaker":"Rachel Brenke","startTime":2120.79,"endTime":2124.75,"body":"client doesn't follow through on"},{"speaker":"Rachel Brenke","startTime":2120.79,"endTime":2124.75,"body":"is it going to gravely impact"},{"speaker":"Rachel Brenke","startTime":2125.08,"endTime":2130.84,"body":"the level or ability for me to"},{"speaker":"Rachel Brenke","startTime":2125.08,"endTime":2130.84,"body":"provide the services that are"},{"speaker":"Rachel Brenke","startTime":2130.84,"endTime":2136.78,"body":"being asked of me. And so, you"},{"speaker":"Rachel Brenke","startTime":2130.84,"endTime":2136.78,"body":"know, and I think it is a"},{"speaker":"Rachel Brenke","startTime":2136.78,"endTime":2139.27,"body":"balance, it is a dance, you"},{"speaker":"Rachel Brenke","startTime":2136.78,"endTime":2139.27,"body":"know, and this is one of the"},{"speaker":"Rachel Brenke","startTime":2139.27,"endTime":2142.54,"body":"things that it's so funny, I was"},{"speaker":"Rachel Brenke","startTime":2139.27,"endTime":2142.54,"body":"just in a group yesterday,"},{"speaker":"Rachel Brenke","startTime":2142.54,"endTime":2145.09,"body":"because I love to, I love to"},{"speaker":"Rachel Brenke","startTime":2142.54,"endTime":2145.09,"body":"look at what you guys are asking"},{"speaker":"Rachel Brenke","startTime":2145.09,"endTime":2147.46,"body":"and discussing, because it"},{"speaker":"Rachel Brenke","startTime":2145.09,"endTime":2147.46,"body":"allows for me to create things"},{"speaker":"Rachel Brenke","startTime":2147.46,"endTime":2150.28,"body":"for the law talk and articles"},{"speaker":"Rachel Brenke","startTime":2147.46,"endTime":2150.28,"body":"and all of that. And someone's"},{"speaker":"Rachel Brenke","startTime":2150.28,"endTime":2153.25,"body":"like, you have to put in there"},{"speaker":"Rachel Brenke","startTime":2150.28,"endTime":2153.25,"body":"that it's tick season, you don't"},{"speaker":"Rachel Brenke","startTime":2153.25,"endTime":2155.92,"body":"have Lyme disease. And then I"},{"speaker":"Rachel Brenke","startTime":2153.25,"endTime":2155.92,"body":"was thinking, you'd be opening"},{"speaker":"Rachel Brenke","startTime":2155.92,"endTime":2158.95,"body":"the door of having to put Lyme"},{"speaker":"Rachel Brenke","startTime":2155.92,"endTime":2158.95,"body":"disease and snake bite and like"},{"speaker":"Rachel Brenke","startTime":2158.95,"endTime":2162.49,"body":"you, you can't contract away"},{"speaker":"Rachel Brenke","startTime":2158.95,"endTime":2162.49,"body":"everything. And that's what we"},{"speaker":"Rachel Brenke","startTime":2162.49,"endTime":2165.55,"body":"have like General Liability"},{"speaker":"Rachel Brenke","startTime":2162.49,"endTime":2165.55,"body":"language, you know, and you also"},{"speaker":"Rachel Brenke","startTime":2165.55,"endTime":2168.7,"body":"partner that with liability"},{"speaker":"Rachel Brenke","startTime":2165.55,"endTime":2168.7,"body":"insurance and stuff like that."},{"speaker":"Rachel Brenke","startTime":2168.7,"endTime":2172.69,"body":"So, but yeah, to your point and"},{"speaker":"Rachel Brenke","startTime":2168.7,"endTime":2172.69,"body":"my long winded fashion, are you"},{"speaker":"Rachel Brenke","startTime":2172.69,"endTime":2175.57,"body":"actually going to pursue the"},{"speaker":"Rachel Brenke","startTime":2172.69,"endTime":2175.57,"body":"client legally, or if they do"},{"speaker":"Rachel Brenke","startTime":2175.57,"endTime":2178.84,"body":"not follow that and you know"},{"speaker":"Rachel Brenke","startTime":2175.57,"endTime":2178.84,"body":"that direction, or that language"},{"speaker":"Rachel Brenke","startTime":2178.87,"endTime":2183.13,"body":"isn't going to greatly impact"},{"speaker":"Rachel Brenke","startTime":2178.87,"endTime":2183.13,"body":"your ability at all to deliver"},{"speaker":"Rachel Brenke","startTime":2183.13,"endTime":2186.31,"body":"the services, or at least the"},{"speaker":"Rachel Brenke","startTime":2183.13,"endTime":2186.31,"body":"level that you want to deliver?"},{"speaker":"Annemie Tonken","startTime":2186.759,"endTime":2189.549,"body":"That is awesome."},{"speaker":"Annemie Tonken","startTime":2186.759,"endTime":2189.549,"body":"That is like those are two, I"},{"speaker":"Annemie Tonken","startTime":2189.549,"endTime":2192.279,"body":"want everybody to get a pen and"},{"speaker":"Annemie Tonken","startTime":2189.549,"endTime":2192.279,"body":"a piece of paper out and like"},{"speaker":"Annemie Tonken","startTime":2192.279,"endTime":2194.589,"body":"write them down and put them up"},{"speaker":"Annemie Tonken","startTime":2192.279,"endTime":2194.589,"body":"and the next time that you're"},{"speaker":"Annemie Tonken","startTime":2194.589,"endTime":2197.799,"body":"peeking or whatever, then pull"},{"speaker":"Annemie Tonken","startTime":2194.589,"endTime":2197.799,"body":"out your contract and look at it"},{"speaker":"Annemie Tonken","startTime":2197.799,"endTime":2202.779,"body":"and say Is everything on here?"},{"speaker":"Annemie Tonken","startTime":2197.799,"endTime":2202.779,"body":"Does it fall under one of those"},{"speaker":"Annemie Tonken","startTime":2202.779,"endTime":2207.069,"body":"two things? And am I missing"},{"speaker":"Annemie Tonken","startTime":2202.779,"endTime":2207.069,"body":"anything? That's super helpful."},{"speaker":"Rachel Brenke","startTime":2207.28,"endTime":2209.05,"body":"Let me give a"},{"speaker":"Rachel Brenke","startTime":2207.28,"endTime":2209.05,"body":"little caveat on that, though,"},{"speaker":"Rachel Brenke","startTime":2209.05,"endTime":2212.08,"body":"there might be some things that"},{"speaker":"Rachel Brenke","startTime":2209.05,"endTime":2212.08,"body":"you will put in there that you"},{"speaker":"Rachel Brenke","startTime":2212.08,"endTime":2215.11,"body":"might not actually pursue the"},{"speaker":"Rachel Brenke","startTime":2212.08,"endTime":2215.11,"body":"client. I hate this. This is"},{"speaker":"Rachel Brenke","startTime":2215.11,"endTime":2217.54,"body":"like, I tell you what, girl, the"},{"speaker":"Rachel Brenke","startTime":2215.11,"endTime":2217.54,"body":"first year of law school I"},{"speaker":"Rachel Brenke","startTime":2217.54,"endTime":2220.0,"body":"probably cried every single day"},{"speaker":"Rachel Brenke","startTime":2217.54,"endTime":2220.0,"body":"I was also pregnant and then my"},{"speaker":"Rachel Brenke","startTime":2220.0,"endTime":2223.24,"body":"husband, but I cried every day"},{"speaker":"Rachel Brenke","startTime":2220.0,"endTime":2223.24,"body":"because when I went into law"},{"speaker":"Rachel Brenke","startTime":2223.24,"endTime":2225.79,"body":"school, I was like the world is"},{"speaker":"Rachel Brenke","startTime":2223.24,"endTime":2225.79,"body":"black and white. It is what it"},{"speaker":"Rachel Brenke","startTime":2225.79,"endTime":2226.6,"body":"is really it's"},{"speaker":"Annemie Tonken","startTime":2226.6,"endTime":2230.35,"body":"all a Oh, no,"},{"speaker":"Annemie Tonken","startTime":2226.6,"endTime":2230.35,"body":"it's not. Yeah, yeah. And so"},{"speaker":"Rachel Brenke","startTime":2230.65,"endTime":2233.11,"body":"sometimes you do"},{"speaker":"Rachel Brenke","startTime":2230.65,"endTime":2233.11,"body":"want to have things in there"},{"speaker":"Rachel Brenke","startTime":2233.32,"endTime":2237.1,"body":"that may protect you or set a"},{"speaker":"Rachel Brenke","startTime":2233.32,"endTime":2237.1,"body":"boundary, one of the things I"},{"speaker":"Rachel Brenke","startTime":2237.1,"endTime":2240.13,"body":"can think of is like late fees"},{"speaker":"Rachel Brenke","startTime":2237.1,"endTime":2240.13,"body":"for payments. So maybe you take"},{"speaker":"Rachel Brenke","startTime":2240.13,"endTime":2242.77,"body":"like initial non refundable"},{"speaker":"Rachel Brenke","startTime":2240.13,"endTime":2242.77,"body":"payment, you allow them to pay"},{"speaker":"Rachel Brenke","startTime":2242.77,"endTime":2246.82,"body":"different balances later, you"},{"speaker":"Rachel Brenke","startTime":2242.77,"endTime":2246.82,"body":"amazed with the checklist that I"},{"speaker":"Rachel Brenke","startTime":2246.82,"endTime":2249.22,"body":"just gave you, you might think"},{"speaker":"Rachel Brenke","startTime":2246.82,"endTime":2249.22,"body":"I'm never going to pursue a"},{"speaker":"Rachel Brenke","startTime":2249.22,"endTime":2253.99,"body":"client in court over a late fee"},{"speaker":"Rachel Brenke","startTime":2249.22,"endTime":2253.99,"body":"or a late payment, etc. But I"},{"speaker":"Rachel Brenke","startTime":2253.99,"endTime":2258.16,"body":"would encourage you to also look"},{"speaker":"Rachel Brenke","startTime":2253.99,"endTime":2258.16,"body":"through the lens hahaha, through"},{"speaker":"Rachel Brenke","startTime":2258.16,"endTime":2264.37,"body":"the lens of I'm corny, so corny"},{"speaker":"Rachel Brenke","startTime":2258.16,"endTime":2264.37,"body":"aren't even same? That's why we"},{"speaker":"Rachel Brenke","startTime":2264.37,"endTime":2268.0,"body":"get along? Well, yeah. No, but"},{"speaker":"Rachel Brenke","startTime":2264.37,"endTime":2268.0,"body":"look through the lens of what if"},{"speaker":"Rachel Brenke","startTime":2268.0,"endTime":2272.17,"body":"you have a client, that you're"},{"speaker":"Rachel Brenke","startTime":2268.0,"endTime":2272.17,"body":"bound to them by contract, and"},{"speaker":"Rachel Brenke","startTime":2272.17,"endTime":2275.56,"body":"you're having to spend all this"},{"speaker":"Rachel Brenke","startTime":2272.17,"endTime":2275.56,"body":"admin time, I mean, I guess"},{"speaker":"Rachel Brenke","startTime":2275.56,"endTime":2278.35,"body":"maybe that would fall under"},{"speaker":"Rachel Brenke","startTime":2275.56,"endTime":2278.35,"body":"point two, would this impact my"},{"speaker":"Rachel Brenke","startTime":2278.35,"endTime":2281.08,"body":"ability to deliver services that"},{"speaker":"Rachel Brenke","startTime":2278.35,"endTime":2281.08,"body":"could impact your ability to be"},{"speaker":"Rachel Brenke","startTime":2281.08,"endTime":2283.6,"body":"able to deliver services to"},{"speaker":"Rachel Brenke","startTime":2281.08,"endTime":2283.6,"body":"other people, if you're having"},{"speaker":"Rachel Brenke","startTime":2283.6,"endTime":2286.87,"body":"to chase this one client for"},{"speaker":"Rachel Brenke","startTime":2283.6,"endTime":2286.87,"body":"painting, and not having like a"},{"speaker":"Rachel Brenke","startTime":2286.87,"endTime":2290.83,"body":"penalty, or a late fee, in order"},{"speaker":"Rachel Brenke","startTime":2286.87,"endTime":2290.83,"body":"to compensate you for your time"},{"speaker":"Rachel Brenke","startTime":2290.83,"endTime":2294.37,"body":"and set a boundary for them, it"},{"speaker":"Rachel Brenke","startTime":2290.83,"endTime":2294.37,"body":"could impact other areas of your"},{"speaker":"Rachel Brenke","startTime":2294.37,"endTime":2297.34,"body":"business. So that's, that's"},{"speaker":"Rachel Brenke","startTime":2294.37,"endTime":2297.34,"body":"actually the common example I"},{"speaker":"Rachel Brenke","startTime":2297.34,"endTime":2300.4,"body":"give of stick something in there"},{"speaker":"Rachel Brenke","startTime":2297.34,"endTime":2300.4,"body":"or just something that sounds so"},{"speaker":"Rachel Brenke","startTime":2300.4,"endTime":2304.12,"body":"blase, but like have that in"},{"speaker":"Rachel Brenke","startTime":2300.4,"endTime":2304.12,"body":"your contract, so that it's as a"},{"speaker":"Rachel Brenke","startTime":2304.12,"endTime":2308.2,"body":"safeguard if you need to enforce"},{"speaker":"Rachel Brenke","startTime":2304.12,"endTime":2308.2,"body":"it. But guess what, we can waive"},{"speaker":"Rachel Brenke","startTime":2308.2,"endTime":2311.86,"body":"things in our contract. So if a"},{"speaker":"Rachel Brenke","startTime":2308.2,"endTime":2311.86,"body":"client misses a payment, because"},{"speaker":"Rachel Brenke","startTime":2311.86,"endTime":2315.07,"body":"their dad died, you can hold"},{"speaker":"Rachel Brenke","startTime":2311.86,"endTime":2315.07,"body":"them to it if you wanted to. But"},{"speaker":"Rachel Brenke","startTime":2315.07,"endTime":2319.51,"body":"you also don't have to, you can"},{"speaker":"Rachel Brenke","startTime":2315.07,"endTime":2319.51,"body":"offer customer service. And so I"},{"speaker":"Rachel Brenke","startTime":2319.51,"endTime":2322.78,"body":"think looking at your contract"},{"speaker":"Rachel Brenke","startTime":2319.51,"endTime":2322.78,"body":"and get those three main points,"},{"speaker":"Rachel Brenke","startTime":2322.78,"endTime":2325.87,"body":"I guess, that we talked about"},{"speaker":"Rachel Brenke","startTime":2322.78,"endTime":2325.87,"body":"now is like, what was the first"},{"speaker":"Rachel Brenke","startTime":2325.87,"endTime":2328.84,"body":"one? Oh, would we pursue the"},{"speaker":"Rachel Brenke","startTime":2325.87,"endTime":2328.84,"body":"client in court? Will it greatly"},{"speaker":"Rachel Brenke","startTime":2328.84,"endTime":2331.81,"body":"impact services? And kind of"},{"speaker":"Rachel Brenke","startTime":2328.84,"endTime":2331.81,"body":"like what other safeguards do I"},{"speaker":"Rachel Brenke","startTime":2331.81,"endTime":2332.11,"body":"want to"},{"speaker":"Annemie Tonken","startTime":2332.11,"endTime":2334.84,"body":"have? Yeah, you"},{"speaker":"Annemie Tonken","startTime":2332.11,"endTime":2334.84,"body":"could sort of tack on to the"},{"speaker":"Annemie Tonken","startTime":2334.84,"endTime":2338.05,"body":"beginning of that, if you're"},{"speaker":"Annemie Tonken","startTime":2334.84,"endTime":2338.05,"body":"looking at a particular item and"},{"speaker":"Annemie Tonken","startTime":2338.05,"endTime":2340.36,"body":"trying to decide whether you"},{"speaker":"Annemie Tonken","startTime":2338.05,"endTime":2340.36,"body":"need a contract point about it,"},{"speaker":"Annemie Tonken","startTime":2340.36,"endTime":2344.2,"body":"you could say if worst came to"},{"speaker":"Annemie Tonken","startTime":2340.36,"endTime":2344.2,"body":"worst, like, if I was dealing"},{"speaker":"Annemie Tonken","startTime":2344.2,"endTime":2347.98,"body":"with a horrible client, who was"},{"speaker":"Annemie Tonken","startTime":2344.2,"endTime":2347.98,"body":"like trying to take me to court,"},{"speaker":"Annemie Tonken","startTime":2348.25,"endTime":2351.52,"body":"would this be something that"},{"speaker":"Annemie Tonken","startTime":2348.25,"endTime":2351.52,"body":"would be you know, would this be"},{"speaker":"Annemie Tonken","startTime":2351.52,"endTime":2355.09,"body":"the tipping point? Yes, sir."},{"speaker":"Annemie Tonken","startTime":2351.52,"endTime":2355.09,"body":"super valuable thing because of"},{"speaker":"Annemie Tonken","startTime":2355.09,"endTime":2357.67,"body":"course, like I have plenty of"},{"speaker":"Annemie Tonken","startTime":2355.09,"endTime":2357.67,"body":"points in my contract that I"},{"speaker":"Annemie Tonken","startTime":2357.7,"endTime":2362.32,"body":"very rarely enforce. But they're"},{"speaker":"Annemie Tonken","startTime":2357.7,"endTime":2362.32,"body":"there. If I need them, I can"},{"speaker":"Annemie Tonken","startTime":2362.32,"endTime":2363.04,"body":"lean on them."},{"speaker":"Rachel Brenke","startTime":2363.52,"endTime":2365.47,"body":"And one of the"},{"speaker":"Rachel Brenke","startTime":2363.52,"endTime":2365.47,"body":"most common ones and this is one"},{"speaker":"Rachel Brenke","startTime":2365.47,"endTime":2369.07,"body":"of the surefire ways I know this"},{"speaker":"Rachel Brenke","startTime":2365.47,"endTime":2369.07,"body":"before even reading a whole"},{"speaker":"Rachel Brenke","startTime":2369.07,"endTime":2371.62,"body":"contract when I know you guys"},{"speaker":"Rachel Brenke","startTime":2369.07,"endTime":2371.62,"body":"draft it yourself or get it from"},{"speaker":"Rachel Brenke","startTime":2371.62,"endTime":2374.68,"body":"a non lawyer or a lawyer. That's"},{"speaker":"Rachel Brenke","startTime":2371.62,"endTime":2374.68,"body":"never litigated because there"},{"speaker":"Rachel Brenke","startTime":2374.68,"endTime":2376.87,"body":"are contract shops that are run"},{"speaker":"Rachel Brenke","startTime":2374.68,"endTime":2376.87,"body":"by lawyers who have never"},{"speaker":"Rachel Brenke","startTime":2376.87,"endTime":2380.29,"body":"litigated because you don't have"},{"speaker":"Rachel Brenke","startTime":2376.87,"endTime":2380.29,"body":"to write there's no requirement"},{"speaker":"Rachel Brenke","startTime":2380.29,"endTime":2384.13,"body":"but they won't include attorneys"},{"speaker":"Rachel Brenke","startTime":2380.29,"endTime":2384.13,"body":"fees, language in there in"},{"speaker":"Rachel Brenke","startTime":2384.16,"endTime":2388.24,"body":"majority of states, if not all,"},{"speaker":"Rachel Brenke","startTime":2384.16,"endTime":2388.24,"body":"were you use you think from"},{"speaker":"Rachel Brenke","startTime":2388.24,"endTime":2390.64,"body":"watching TV that if you end up"},{"speaker":"Rachel Brenke","startTime":2388.24,"endTime":2390.64,"body":"in court, like either your"},{"speaker":"Rachel Brenke","startTime":2390.64,"endTime":2393.67,"body":"clients Sue sue them, whoever"},{"speaker":"Rachel Brenke","startTime":2390.64,"endTime":2393.67,"body":"wins is going to get their"},{"speaker":"Rachel Brenke","startTime":2393.67,"endTime":2396.52,"body":"attorneys paid for by the loser"},{"speaker":"Rachel Brenke","startTime":2393.67,"endTime":2396.52,"body":"and that's not true, not when"},{"speaker":"Rachel Brenke","startTime":2396.52,"endTime":2399.37,"body":"it's like a pure breach of"},{"speaker":"Rachel Brenke","startTime":2396.52,"endTime":2399.37,"body":"contract claim has to be in the"},{"speaker":"Rachel Brenke","startTime":2399.37,"endTime":2402.07,"body":"contract. I just had this"},{"speaker":"Rachel Brenke","startTime":2399.37,"endTime":2402.07,"body":"conversation with photographer"},{"speaker":"Rachel Brenke","startTime":2402.07,"endTime":2406.21,"body":"yesterday through the law firm."},{"speaker":"Rachel Brenke","startTime":2402.07,"endTime":2406.21,"body":"She was done dirty. And but the"},{"speaker":"Rachel Brenke","startTime":2406.21,"endTime":2409.15,"body":"contract that she had, there"},{"speaker":"Rachel Brenke","startTime":2406.21,"endTime":2409.15,"body":"were some questionable things."},{"speaker":"Rachel Brenke","startTime":2409.18,"endTime":2411.73,"body":"And there was no attorneys fees."},{"speaker":"Rachel Brenke","startTime":2409.18,"endTime":2411.73,"body":"And so we had to have the"},{"speaker":"Rachel Brenke","startTime":2411.73,"endTime":2414.79,"body":"conversation of girl, you're in"},{"speaker":"Rachel Brenke","startTime":2411.73,"endTime":2414.79,"body":"the right, you have a legal"},{"speaker":"Rachel Brenke","startTime":2414.79,"endTime":2417.82,"body":"right. But now you and I don't"},{"speaker":"Rachel Brenke","startTime":2414.79,"endTime":2417.82,"body":"have to have a conversation of"},{"speaker":"Rachel Brenke","startTime":2417.94,"endTime":2422.02,"body":"are you going to spend $10,000"},{"speaker":"Rachel Brenke","startTime":2417.94,"endTime":2422.02,"body":"to get $10,000 You know what I"},{"speaker":"Rachel Brenke","startTime":2422.02,"endTime":2426.37,"body":"mean? Or like is even worth the"},{"speaker":"Rachel Brenke","startTime":2422.02,"endTime":2426.37,"body":"cash outlay. Anyways. So that's"},{"speaker":"Rachel Brenke","startTime":2426.37,"endTime":2429.22,"body":"I just don't want that for you"},{"speaker":"Rachel Brenke","startTime":2426.37,"endTime":2429.22,"body":"all. And I know it's really easy"},{"speaker":"Rachel Brenke","startTime":2429.22,"endTime":2432.22,"body":"to fall into this idea of, well,"},{"speaker":"Rachel Brenke","startTime":2429.22,"endTime":2432.22,"body":"I don't make a lot of money, I"},{"speaker":"Rachel Brenke","startTime":2432.22,"endTime":2435.25,"body":"don't have high profit, or I'll"},{"speaker":"Rachel Brenke","startTime":2432.22,"endTime":2435.25,"body":"never happen to me. Just because"},{"speaker":"Rachel Brenke","startTime":2435.25,"endTime":2438.28,"body":"you'll never pursue a client"},{"speaker":"Rachel Brenke","startTime":2435.25,"endTime":2438.28,"body":"doesn't mean that that you won't"},{"speaker":"Rachel Brenke","startTime":2438.28,"endTime":2441.22,"body":"get because we can talk about"},{"speaker":"Rachel Brenke","startTime":2438.28,"endTime":2441.22,"body":"prevention. We can talk about"},{"speaker":"Rachel Brenke","startTime":2441.22,"endTime":2444.94,"body":"contracts, what is the one"},{"speaker":"Rachel Brenke","startTime":2441.22,"endTime":2444.94,"body":"variable we can't control? Other"},{"speaker":"Rachel Brenke","startTime":2444.94,"endTime":2448.75,"body":"people? Yeah. And so you just"},{"speaker":"Rachel Brenke","startTime":2444.94,"endTime":2448.75,"body":"don't know what'll happen."},{"speaker":"Annemie Tonken","startTime":2449.2,"endTime":2452.68,"body":"So good. Rachel,"},{"speaker":"Annemie Tonken","startTime":2449.2,"endTime":2452.68,"body":"this is fantastic. I can keep"},{"speaker":"Annemie Tonken","startTime":2452.68,"endTime":2455.98,"body":"talking for ages. And so we'll"},{"speaker":"Annemie Tonken","startTime":2452.68,"endTime":2455.98,"body":"have to do that again sometime."},{"speaker":"Annemie Tonken","startTime":2456.01,"endTime":2461.53,"body":"But in the meantime, I imagine"},{"speaker":"Annemie Tonken","startTime":2456.01,"endTime":2461.53,"body":"that as as much as we joked at"},{"speaker":"Annemie Tonken","startTime":2461.53,"endTime":2464.14,"body":"the beginning about how nobody"},{"speaker":"Annemie Tonken","startTime":2461.53,"endTime":2464.14,"body":"wants to talk about this, my"},{"speaker":"Annemie Tonken","startTime":2464.14,"endTime":2466.87,"body":"guess is a bunch of people are"},{"speaker":"Annemie Tonken","startTime":2464.14,"endTime":2466.87,"body":"gonna want to come get in touch"},{"speaker":"Annemie Tonken","startTime":2466.87,"endTime":2470.41,"body":"with you or start to follow you."},{"speaker":"Annemie Tonken","startTime":2466.87,"endTime":2470.41,"body":"So tell everybody where they can"},{"speaker":"Annemie Tonken","startTime":2470.41,"endTime":2470.86,"body":"find you."},{"speaker":"Rachel Brenke","startTime":2471.49,"endTime":2475.75,"body":"Yeah, so the law"},{"speaker":"Rachel Brenke","startTime":2471.49,"endTime":2475.75,"body":"tog t h e l aw to g.com we have"},{"speaker":"Rachel Brenke","startTime":2475.75,"endTime":2479.14,"body":"the Facebook group, as well as"},{"speaker":"Rachel Brenke","startTime":2475.75,"endTime":2479.14,"body":"Instagram and Facebook and"},{"speaker":"Rachel Brenke","startTime":2479.14,"endTime":2481.6,"body":"YouTube are kind of my jam."},{"speaker":"Rachel Brenke","startTime":2479.14,"endTime":2481.6,"body":"That's where we put the podcast."},{"speaker":"Rachel Brenke","startTime":2481.6,"endTime":2483.88,"body":"But if you're really wanting"},{"speaker":"Rachel Brenke","startTime":2481.6,"endTime":2483.88,"body":"like interaction with myself and"},{"speaker":"Rachel Brenke","startTime":2483.88,"endTime":2486.67,"body":"my team, the Facebook group is"},{"speaker":"Rachel Brenke","startTime":2483.88,"endTime":2486.67,"body":"where we are, if you don't want"},{"speaker":"Rachel Brenke","startTime":2486.67,"endTime":2489.82,"body":"to post publicly, you can also"},{"speaker":"Rachel Brenke","startTime":2486.67,"endTime":2489.82,"body":"just submit through our website,"},{"speaker":"Rachel Brenke","startTime":2489.82,"endTime":2493.42,"body":"we're happy to help you and we"},{"speaker":"Rachel Brenke","startTime":2489.82,"endTime":2493.42,"body":"had years and years of articles,"},{"speaker":"Rachel Brenke","startTime":2493.42,"endTime":2497.02,"body":"all the top questions. So I"},{"speaker":"Rachel Brenke","startTime":2493.42,"endTime":2497.02,"body":"would strongly encourage if"},{"speaker":"Rachel Brenke","startTime":2497.02,"endTime":2499.99,"body":"you're someone that is doesn't"},{"speaker":"Rachel Brenke","startTime":2497.02,"endTime":2499.99,"body":"have a contract, you're or"},{"speaker":"Rachel Brenke","startTime":2499.99,"endTime":2502.54,"body":"you're newer in business, and"},{"speaker":"Rachel Brenke","startTime":2499.99,"endTime":2502.54,"body":"you're just totally freaked out."},{"speaker":"Rachel Brenke","startTime":2502.54,"endTime":2505.51,"body":"We're not as scary as it sounds."},{"speaker":"Rachel Brenke","startTime":2502.54,"endTime":2505.51,"body":"And we are more than happy to"},{"speaker":"Rachel Brenke","startTime":2505.51,"endTime":2508.51,"body":"help you figure out like the"},{"speaker":"Rachel Brenke","startTime":2505.51,"endTime":2508.51,"body":"best way to get into it,"},{"speaker":"Rachel Brenke","startTime":2508.51,"endTime":2510.61,"body":"especially for budget conscious,"},{"speaker":"Rachel Brenke","startTime":2508.51,"endTime":2510.61,"body":"I get that like in the"},{"speaker":"Rachel Brenke","startTime":2510.61,"endTime":2513.07,"body":"beginning. It's very difficult."},{"speaker":"Rachel Brenke","startTime":2510.61,"endTime":2513.07,"body":"You know, you need somebody may"},{"speaker":"Rachel Brenke","startTime":2513.07,"endTime":2517.66,"body":"not have the cash. We run promos"},{"speaker":"Rachel Brenke","startTime":2513.07,"endTime":2517.66,"body":"a lot. We try to help and we do"},{"speaker":"Rachel Brenke","startTime":2517.66,"endTime":2519.91,"body":"a lot of giveaways. So just hit"},{"speaker":"Rachel Brenke","startTime":2517.66,"endTime":2519.91,"body":"us up and we'll see what we can"},{"speaker":"Rachel Brenke","startTime":2519.91,"endTime":2520.15,"body":"do."},{"speaker":"Annemie Tonken","startTime":2520.45,"endTime":2523.39,"body":"Awesome. So"},{"speaker":"Annemie Tonken","startTime":2520.45,"endTime":2523.39,"body":"good. All right. Well have a"},{"speaker":"Annemie Tonken","startTime":2523.39,"endTime":2525.94,"body":"fantastic day and I will talk to"},{"speaker":"Annemie Tonken","startTime":2523.39,"endTime":2525.94,"body":"you soon."},{"speaker":"Unknown","startTime":2526.33,"endTime":2527.35,"body":"Fantastic. Have a good one."},{"speaker":"Annemie Tonken","startTime":2528.46,"endTime":2530.77,"body":"Well, that's it"},{"speaker":"Annemie Tonken","startTime":2528.46,"endTime":2530.77,"body":"for this week's episode of This"},{"speaker":"Annemie Tonken","startTime":2530.77,"endTime":2534.49,"body":"can't be that hard. I'll be back"},{"speaker":"Annemie Tonken","startTime":2530.77,"endTime":2534.49,"body":"Same time, same place next week."},{"speaker":"Annemie Tonken","startTime":2535.03,"endTime":2537.73,"body":"In the meantime, you can find"},{"speaker":"Annemie Tonken","startTime":2535.03,"endTime":2537.73,"body":"more information about this"},{"speaker":"Annemie Tonken","startTime":2537.73,"endTime":2540.67,"body":"episode, along with all the"},{"speaker":"Annemie Tonken","startTime":2537.73,"endTime":2540.67,"body":"relevant links, notes and"},{"speaker":"Annemie Tonken","startTime":2540.67,"endTime":2545.53,"body":"downloads at this can't be that"},{"speaker":"Annemie Tonken","startTime":2540.67,"endTime":2545.53,"body":"hard.com/learn If you liked the"},{"speaker":"Annemie Tonken","startTime":2545.53,"endTime":2549.1,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":2545.53,"endTime":2549.1,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":2549.25,"endTime":2552.91,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":2549.25,"endTime":2552.91,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":2553.09,"endTime":2556.63,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":2553.09,"endTime":2556.63,"body":"hope you have a fantastic week."}]}