{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.0,"endTime":4.26,"body":"Back in episode"},{"speaker":"Annemie Tonken","startTime":0.0,"endTime":4.26,"body":"167, I talked about breaking the"},{"speaker":"Annemie Tonken","startTime":4.26,"endTime":8.46,"body":"rules. And specifically, I was"},{"speaker":"Annemie Tonken","startTime":4.26,"endTime":8.46,"body":"talking about people who watch"},{"speaker":"Annemie Tonken","startTime":8.46,"endTime":11.67,"body":"my simple sales masterclass, or"},{"speaker":"Annemie Tonken","startTime":8.46,"endTime":11.67,"body":"sign up for the simple sales"},{"speaker":"Annemie Tonken","startTime":11.67,"endTime":17.67,"body":"blueprint course. And then"},{"speaker":"Annemie Tonken","startTime":11.67,"endTime":17.67,"body":"contact me to ask about ways"},{"speaker":"Annemie Tonken","startTime":17.67,"endTime":21.66,"body":"that they would like to tweak"},{"speaker":"Annemie Tonken","startTime":17.67,"endTime":21.66,"body":"the system that I teach. So"},{"speaker":"Annemie Tonken","startTime":21.93,"endTime":25.14,"body":"there are six steps to the"},{"speaker":"Annemie Tonken","startTime":21.93,"endTime":25.14,"body":"simple Sale system, each one has"},{"speaker":"Annemie Tonken","startTime":25.14,"endTime":28.8,"body":"some sub steps and you know,"},{"speaker":"Annemie Tonken","startTime":25.14,"endTime":28.8,"body":"little parts that go along. And"},{"speaker":"Annemie Tonken","startTime":28.8,"endTime":33.15,"body":"for various reasons people want"},{"speaker":"Annemie Tonken","startTime":28.8,"endTime":33.15,"body":"to adjust this or change this,"},{"speaker":"Annemie Tonken","startTime":33.15,"endTime":35.88,"body":"you know, maybe instead of three"},{"speaker":"Annemie Tonken","startTime":33.15,"endTime":35.88,"body":"collections, they want to sell"},{"speaker":"Annemie Tonken","startTime":35.88,"endTime":40.41,"body":"four, maybe they are interested"},{"speaker":"Annemie Tonken","startTime":35.88,"endTime":40.41,"body":"in including products instead of"},{"speaker":"Annemie Tonken","startTime":40.41,"endTime":43.83,"body":"print credit, whatever the case"},{"speaker":"Annemie Tonken","startTime":40.41,"endTime":43.83,"body":"may be, they will reach out and"},{"speaker":"Annemie Tonken","startTime":43.83,"endTime":48.27,"body":"ask, can I modify the system in"},{"speaker":"Annemie Tonken","startTime":43.83,"endTime":48.27,"body":"this way. And if you're"},{"speaker":"Annemie Tonken","startTime":48.27,"endTime":52.11,"body":"interested in the answer to the"},{"speaker":"Annemie Tonken","startTime":48.27,"endTime":52.11,"body":"most common requests for that, I"},{"speaker":"Annemie Tonken","startTime":52.11,"endTime":56.01,"body":"would encourage you to go back"},{"speaker":"Annemie Tonken","startTime":52.11,"endTime":56.01,"body":"and listen to 167. But one of"},{"speaker":"Annemie Tonken","startTime":56.01,"endTime":60.72,"body":"the most common requests is that"},{"speaker":"Annemie Tonken","startTime":56.01,"endTime":60.72,"body":"people are interested in"},{"speaker":"Annemie Tonken","startTime":60.75,"endTime":64.74,"body":"starting the process by doing"},{"speaker":"Annemie Tonken","startTime":60.75,"endTime":64.74,"body":"something other than getting on"},{"speaker":"Annemie Tonken","startTime":64.74,"endTime":68.25,"body":"the phone with prospective"},{"speaker":"Annemie Tonken","startTime":64.74,"endTime":68.25,"body":"clients. I have for years been"},{"speaker":"Annemie Tonken","startTime":68.25,"endTime":70.5,"body":"teaching that getting on the"},{"speaker":"Annemie Tonken","startTime":68.25,"endTime":70.5,"body":"phone with your prospective"},{"speaker":"Annemie Tonken","startTime":70.5,"endTime":74.91,"body":"clients is the very best way to"},{"speaker":"Annemie Tonken","startTime":70.5,"endTime":74.91,"body":"ensure a smooth process from"},{"speaker":"Annemie Tonken","startTime":74.91,"endTime":77.49,"body":"that point forward. And there"},{"speaker":"Annemie Tonken","startTime":74.91,"endTime":77.49,"body":"are a whole bunch of reasons"},{"speaker":"Annemie Tonken","startTime":77.49,"endTime":81.54,"body":"that I teach about why you need"},{"speaker":"Annemie Tonken","startTime":77.49,"endTime":81.54,"body":"to do that you can learn all"},{"speaker":"Annemie Tonken","startTime":81.54,"endTime":85.38,"body":"about that in the simple sales"},{"speaker":"Annemie Tonken","startTime":81.54,"endTime":85.38,"body":"masterclass, that is free on my"},{"speaker":"Annemie Tonken","startTime":85.38,"endTime":88.95,"body":"website, you can go to this"},{"speaker":"Annemie Tonken","startTime":85.38,"endTime":88.95,"body":"can't be that hard.com/simple to"},{"speaker":"Annemie Tonken","startTime":88.95,"endTime":91.89,"body":"learn all about it. But that is"},{"speaker":"Annemie Tonken","startTime":88.95,"endTime":91.89,"body":"a sticking point. For a lot of"},{"speaker":"Annemie Tonken","startTime":91.89,"endTime":94.47,"body":"people for whatever reason, they"},{"speaker":"Annemie Tonken","startTime":91.89,"endTime":94.47,"body":"don't want to get on the phone,"},{"speaker":"Annemie Tonken","startTime":94.5,"endTime":96.72,"body":"they're concerned that their"},{"speaker":"Annemie Tonken","startTime":94.5,"endTime":96.72,"body":"prospective clients won't want"},{"speaker":"Annemie Tonken","startTime":96.72,"endTime":100.41,"body":"to get on the phone. And so they"},{"speaker":"Annemie Tonken","startTime":96.72,"endTime":100.41,"body":"are looking for an alternative."},{"speaker":"Annemie Tonken","startTime":100.44,"endTime":104.88,"body":"Well, today I am talking to two"},{"speaker":"Annemie Tonken","startTime":100.44,"endTime":104.88,"body":"of my longtime students, Sabrina"},{"speaker":"Annemie Tonken","startTime":104.88,"endTime":109.23,"body":"Jill and Melissa arlena, who"},{"speaker":"Annemie Tonken","startTime":104.88,"endTime":109.23,"body":"have both transitioned away from"},{"speaker":"Annemie Tonken","startTime":109.23,"endTime":113.49,"body":"getting on the phone with their"},{"speaker":"Annemie Tonken","startTime":109.23,"endTime":113.49,"body":"prospective clients. And both of"},{"speaker":"Annemie Tonken","startTime":113.49,"endTime":119.1,"body":"them are having great success."},{"speaker":"Annemie Tonken","startTime":113.49,"endTime":119.1,"body":"So my ego is not so fragile that"},{"speaker":"Annemie Tonken","startTime":119.1,"endTime":122.97,"body":"I need to protect exactly the"},{"speaker":"Annemie Tonken","startTime":119.1,"endTime":122.97,"body":"way that I do things at all"},{"speaker":"Annemie Tonken","startTime":122.97,"endTime":126.21,"body":"costs. I think it's probably one"},{"speaker":"Annemie Tonken","startTime":122.97,"endTime":126.21,"body":"of the reasons that I've been"},{"speaker":"Annemie Tonken","startTime":126.3,"endTime":129.78,"body":"successful in my business is"},{"speaker":"Annemie Tonken","startTime":126.3,"endTime":129.78,"body":"that I have been willing to"},{"speaker":"Annemie Tonken","startTime":129.93,"endTime":133.32,"body":"admit when somebody else is"},{"speaker":"Annemie Tonken","startTime":129.93,"endTime":133.32,"body":"doing something as well or"},{"speaker":"Annemie Tonken","startTime":133.32,"endTime":136.98,"body":"better than I am and hopefully"},{"speaker":"Annemie Tonken","startTime":133.32,"endTime":136.98,"body":"learn as much as possible from"},{"speaker":"Annemie Tonken","startTime":136.98,"endTime":140.76,"body":"them in the process. And far be"},{"speaker":"Annemie Tonken","startTime":136.98,"endTime":140.76,"body":"it for me to say that the way"},{"speaker":"Annemie Tonken","startTime":140.76,"endTime":143.88,"body":"that I do everything is the very"},{"speaker":"Annemie Tonken","startTime":140.76,"endTime":143.88,"body":"best way or the right way for"},{"speaker":"Annemie Tonken","startTime":143.88,"endTime":146.73,"body":"everyone. I still get on the"},{"speaker":"Annemie Tonken","startTime":143.88,"endTime":146.73,"body":"phone with my clients, I still"},{"speaker":"Annemie Tonken","startTime":146.73,"endTime":149.58,"body":"feel like that's the best"},{"speaker":"Annemie Tonken","startTime":146.73,"endTime":149.58,"body":"process for me. And it's still"},{"speaker":"Annemie Tonken","startTime":149.61,"endTime":153.18,"body":"the process that I teach."},{"speaker":"Annemie Tonken","startTime":149.61,"endTime":153.18,"body":"However, I can't argue with the"},{"speaker":"Annemie Tonken","startTime":153.18,"endTime":156.3,"body":"success that they're having. And"},{"speaker":"Annemie Tonken","startTime":153.18,"endTime":156.3,"body":"they are checking all of the"},{"speaker":"Annemie Tonken","startTime":156.3,"endTime":160.38,"body":"boxes in that they are sort of"},{"speaker":"Annemie Tonken","startTime":156.3,"endTime":160.38,"body":"sticking to the spirit of why I"},{"speaker":"Annemie Tonken","startTime":160.38,"endTime":162.84,"body":"want to get on the phone."},{"speaker":"Annemie Tonken","startTime":160.38,"endTime":162.84,"body":"They're just doing it by"},{"speaker":"Annemie Tonken","startTime":162.93,"endTime":166.71,"body":"creating personal videos for"},{"speaker":"Annemie Tonken","startTime":162.93,"endTime":166.71,"body":"their inquiries. So today, I'm"},{"speaker":"Annemie Tonken","startTime":166.71,"endTime":169.32,"body":"talking to both of them, they're"},{"speaker":"Annemie Tonken","startTime":166.71,"endTime":169.32,"body":"going to walk you through how"},{"speaker":"Annemie Tonken","startTime":169.32,"endTime":171.54,"body":"they got into that what their"},{"speaker":"Annemie Tonken","startTime":169.32,"endTime":171.54,"body":"different steps are, they're"},{"speaker":"Annemie Tonken","startTime":171.54,"endTime":174.3,"body":"gonna give some recommendations."},{"speaker":"Annemie Tonken","startTime":171.54,"endTime":174.3,"body":"And I know you're gonna love"},{"speaker":"Annemie Tonken","startTime":174.3,"endTime":179.31,"body":"this one. Welcome to this can't"},{"speaker":"Annemie Tonken","startTime":174.3,"endTime":179.31,"body":"be that hard. My name is Annemie"},{"speaker":"Annemie Tonken","startTime":179.31,"endTime":182.73,"body":"Tonken. And I help photographers"},{"speaker":"Annemie Tonken","startTime":179.31,"endTime":182.73,"body":"run profitable, sustainable"},{"speaker":"Annemie Tonken","startTime":182.73,"endTime":186.87,"body":"businesses that they love. Each"},{"speaker":"Annemie Tonken","startTime":182.73,"endTime":186.87,"body":"week on the podcast, I cover"},{"speaker":"Annemie Tonken","startTime":186.87,"endTime":190.62,"body":"simple, actionable strategies"},{"speaker":"Annemie Tonken","startTime":186.87,"endTime":190.62,"body":"and systems that photographers"},{"speaker":"Annemie Tonken","startTime":190.62,"endTime":194.43,"body":"at every level of experience can"},{"speaker":"Annemie Tonken","startTime":190.62,"endTime":194.43,"body":"use to earn more money in a more"},{"speaker":"Annemie Tonken","startTime":194.43,"endTime":198.12,"body":"sustainable way. Running a"},{"speaker":"Annemie Tonken","startTime":194.43,"endTime":198.12,"body":"photography business doesn't"},{"speaker":"Annemie Tonken","startTime":198.12,"endTime":201.87,"body":"have to be that hard. You can do"},{"speaker":"Annemie Tonken","startTime":198.12,"endTime":201.87,"body":"it. And I can show you how"},{"speaker":"Annemie Tonken","startTime":206.19,"endTime":210.09,"body":"Sabrina and Melissa, welcome to"},{"speaker":"Annemie Tonken","startTime":206.19,"endTime":210.09,"body":"this can't be that hard. I am so"},{"speaker":"Annemie Tonken","startTime":210.09,"endTime":213.66,"body":"excited to have both of you on"},{"speaker":"Annemie Tonken","startTime":210.09,"endTime":213.66,"body":"the show today. And for those"},{"speaker":"Annemie Tonken","startTime":213.66,"endTime":217.71,"body":"people who end up watching any"},{"speaker":"Annemie Tonken","startTime":213.66,"endTime":217.71,"body":"part of this. This is actually"},{"speaker":"Annemie Tonken","startTime":217.71,"endTime":220.86,"body":"the first time that I've had"},{"speaker":"Annemie Tonken","startTime":217.71,"endTime":220.86,"body":"three people on my screen. And"},{"speaker":"Annemie Tonken","startTime":220.86,"endTime":225.81,"body":"I'm very excited to chat with"},{"speaker":"Annemie Tonken","startTime":220.86,"endTime":225.81,"body":"both of you. We are talking"},{"speaker":"Annemie Tonken","startTime":225.81,"endTime":229.86,"body":"about something that I haven't"},{"speaker":"Annemie Tonken","startTime":225.81,"endTime":229.86,"body":"really talked about on the"},{"speaker":"Annemie Tonken","startTime":229.86,"endTime":235.23,"body":"podcast in terms of the results,"},{"speaker":"Annemie Tonken","startTime":229.86,"endTime":235.23,"body":"in that we are talking about the"},{"speaker":"Annemie Tonken","startTime":235.23,"endTime":239.34,"body":"ways that you guys are using"},{"speaker":"Annemie Tonken","startTime":235.23,"endTime":239.34,"body":"simple sales. Not according to"},{"speaker":"Annemie Tonken","startTime":239.34,"endTime":244.08,"body":"the rules. You're a couple of"},{"speaker":"Annemie Tonken","startTime":239.34,"endTime":244.08,"body":"rebels, I love it. But I'm so"},{"speaker":"Annemie Tonken","startTime":244.11,"endTime":247.77,"body":"you know, I'm all about like I"},{"speaker":"Annemie Tonken","startTime":244.11,"endTime":247.77,"body":"am an expert on what I do. But"},{"speaker":"Annemie Tonken","startTime":247.77,"endTime":250.89,"body":"I'm not necessarily the expert."},{"speaker":"Annemie Tonken","startTime":247.77,"endTime":250.89,"body":"The way that I do things works"},{"speaker":"Annemie Tonken","startTime":250.89,"endTime":254.34,"body":"for me, it works for a lot of"},{"speaker":"Annemie Tonken","startTime":250.89,"endTime":254.34,"body":"people. But at this point, I've"},{"speaker":"Annemie Tonken","startTime":254.34,"endTime":256.92,"body":"been teaching for long enough"},{"speaker":"Annemie Tonken","startTime":254.34,"endTime":256.92,"body":"that I have a lot of people who"},{"speaker":"Annemie Tonken","startTime":257.28,"endTime":260.67,"body":"have modified stuff so so this"},{"speaker":"Annemie Tonken","startTime":257.28,"endTime":260.67,"body":"is the first I hope it won't be"},{"speaker":"Annemie Tonken","startTime":260.7,"endTime":265.05,"body":"a last but but you guys both"},{"speaker":"Annemie Tonken","startTime":260.7,"endTime":265.05,"body":"have great stories to share. So"},{"speaker":"Annemie Tonken","startTime":265.08,"endTime":268.98,"body":"before we dive into all of those"},{"speaker":"Annemie Tonken","startTime":265.08,"endTime":268.98,"body":"good things, Melissa, you have"},{"speaker":"Annemie Tonken","startTime":268.98,"endTime":273.36,"body":"been a guest before, but for"},{"speaker":"Annemie Tonken","startTime":268.98,"endTime":273.36,"body":"those people who have not heard"},{"speaker":"Annemie Tonken","startTime":273.36,"endTime":276.12,"body":"you on the show before or aren't"},{"speaker":"Annemie Tonken","startTime":273.36,"endTime":276.12,"body":"familiar with you can you give"},{"speaker":"Annemie Tonken","startTime":276.12,"endTime":279.72,"body":"us a quick rundown of who you"},{"speaker":"Annemie Tonken","startTime":276.12,"endTime":279.72,"body":"are, where you're based and what"},{"speaker":"Annemie Tonken","startTime":279.72,"endTime":280.59,"body":"kind of work you do."},{"speaker":"Melissa Arlena","startTime":281.34,"endTime":283.35,"body":"Yep, so I'm"},{"speaker":"Melissa Arlena","startTime":281.34,"endTime":283.35,"body":"Melissa arlena. And I my"},{"speaker":"Melissa Arlena","startTime":283.35,"endTime":286.05,"body":"lifestyle newborn photographer"},{"speaker":"Melissa Arlena","startTime":283.35,"endTime":286.05,"body":"based out of South Florida,"},{"speaker":"Melissa Arlena","startTime":286.08,"endTime":287.79,"body":"Miami Fort Lauderdale area."},{"speaker":"Annemie Tonken","startTime":287.909,"endTime":290.669,"body":"Love it and"},{"speaker":"Annemie Tonken","startTime":287.909,"endTime":290.669,"body":"Sabrina, this is your first time"},{"speaker":"Annemie Tonken","startTime":290.669,"endTime":296.219,"body":"on the show. Welcome. Can you do"},{"speaker":"Annemie Tonken","startTime":290.669,"endTime":296.219,"body":"the same? Just introduce who you"},{"speaker":"Annemie Tonken","startTime":296.219,"endTime":297.419,"body":"are and where you work?"},{"speaker":"Sabrina Jill","startTime":298.2,"endTime":301.05,"body":"Yep, I'm Sabrina"},{"speaker":"Sabrina Jill","startTime":298.2,"endTime":301.05,"body":"Rodin. I work in Charlotte,"},{"speaker":"Sabrina Jill","startTime":301.05,"endTime":304.53,"body":"North Carolina. I do lifestyle"},{"speaker":"Sabrina Jill","startTime":301.05,"endTime":304.53,"body":"documentary family photography."},{"speaker":"Sabrina Jill","startTime":305.55,"endTime":307.92,"body":"But I've kind of gone in the"},{"speaker":"Sabrina Jill","startTime":305.55,"endTime":307.92,"body":"realm of branding and commercial"},{"speaker":"Sabrina Jill","startTime":307.92,"endTime":308.79,"body":"here recently."},{"speaker":"Annemie Tonken","startTime":308.939,"endTime":311.219,"body":"Nice love that"},{"speaker":"Annemie Tonken","startTime":308.939,"endTime":311.219,"body":"we've got like our little"},{"speaker":"Annemie Tonken","startTime":311.219,"endTime":316.469,"body":"southeast of the United States."},{"speaker":"Annemie Tonken","startTime":311.219,"endTime":316.469,"body":"chat today. So good. So hot"},{"speaker":"Annemie Tonken","startTime":316.469,"endTime":322.199,"body":"right now. And we're all"},{"speaker":"Annemie Tonken","startTime":316.469,"endTime":322.199,"body":"hopefully experiencing good"},{"speaker":"Annemie Tonken","startTime":322.199,"endTime":324.599,"body":"quality air conditioning for the"},{"speaker":"Annemie Tonken","startTime":322.199,"endTime":324.599,"body":"duration."},{"speaker":"Melissa Arlena","startTime":325.83,"endTime":327.0,"body":"Well, wonderful."},{"speaker":"Melissa Arlena","startTime":325.83,"endTime":327.0,"body":"So"},{"speaker":"Annemie Tonken","startTime":327.0,"endTime":330.87,"body":"let's go ahead"},{"speaker":"Annemie Tonken","startTime":327.0,"endTime":330.87,"body":"and kind of give a little bit of"},{"speaker":"Annemie Tonken","startTime":330.87,"endTime":334.44,"body":"context for both of you."},{"speaker":"Annemie Tonken","startTime":330.87,"endTime":334.44,"body":"Sabrina, how long have you been"},{"speaker":"Annemie Tonken","startTime":334.44,"endTime":335.82,"body":"using simple sales?"},{"speaker":"Sabrina Jill","startTime":336.51,"endTime":339.09,"body":"I think I've been"},{"speaker":"Sabrina Jill","startTime":336.51,"endTime":339.09,"body":"using for about two and a half"},{"speaker":"Sabrina Jill","startTime":339.09,"endTime":341.67,"body":"years, like probably the half"},{"speaker":"Sabrina Jill","startTime":339.09,"endTime":341.67,"body":"was like studying it. And then"},{"speaker":"Sabrina Jill","startTime":341.79,"endTime":342.78,"body":"two years ago, I started"},{"speaker":"Annemie Tonken","startTime":342.81,"endTime":345.09,"body":"great. And then"},{"speaker":"Annemie Tonken","startTime":342.81,"endTime":345.09,"body":"Melissa are you're about the"},{"speaker":"Annemie Tonken","startTime":345.09,"endTime":349.74,"body":"same, right? Yeah, I think so."},{"speaker":"Annemie Tonken","startTime":345.09,"endTime":349.74,"body":"Nice. So you guys are veterans"},{"speaker":"Annemie Tonken","startTime":349.74,"endTime":351.75,"body":"of the process. At this point?"},{"speaker":"Annemie Tonken","startTime":349.74,"endTime":351.75,"body":"You can speak really"},{"speaker":"Annemie Tonken","startTime":351.75,"endTime":357.09,"body":"knowledgeably about it. Can you"},{"speaker":"Annemie Tonken","startTime":351.75,"endTime":357.09,"body":"transport us for a moment back"},{"speaker":"Annemie Tonken","startTime":357.09,"endTime":361.77,"body":"to before you had started using"},{"speaker":"Annemie Tonken","startTime":357.09,"endTime":361.77,"body":"simple sales? Can you tell us a"},{"speaker":"Annemie Tonken","startTime":361.77,"endTime":366.33,"body":"little bit about what you were"},{"speaker":"Annemie Tonken","startTime":361.77,"endTime":366.33,"body":"using? And what attracted you to"},{"speaker":"Annemie Tonken","startTime":366.33,"endTime":369.03,"body":"the simple sales method?"},{"speaker":"Annemie Tonken","startTime":366.33,"endTime":369.03,"body":"Sabrina, I'll start with you"},{"speaker":"Annemie Tonken","startTime":369.03,"endTime":369.57,"body":"this time."},{"speaker":"Sabrina Jill","startTime":370.23,"endTime":373.35,"body":"I wasn't using"},{"speaker":"Sabrina Jill","startTime":370.23,"endTime":373.35,"body":"anything and I was all over the"},{"speaker":"Sabrina Jill","startTime":373.35,"endTime":378.18,"body":"place. I actually was mentored"},{"speaker":"Sabrina Jill","startTime":373.35,"endTime":378.18,"body":"by Koli."},{"speaker":"Annemie Tonken","startTime":378.33,"endTime":380.97,"body":"Oh, you know,"},{"speaker":"Annemie Tonken","startTime":378.33,"endTime":380.97,"body":"sure. In college, James. Yeah."},{"speaker":"Annemie Tonken","startTime":381.06,"endTime":381.6,"body":"And"},{"speaker":"Sabrina Jill","startTime":382.41,"endTime":386.13,"body":"she had just I"},{"speaker":"Sabrina Jill","startTime":382.41,"endTime":386.13,"body":"think that was right around when"},{"speaker":"Sabrina Jill","startTime":386.13,"endTime":389.34,"body":"you both really first started a"},{"speaker":"Sabrina Jill","startTime":386.13,"endTime":389.34,"body":"lot of the programs, and she"},{"speaker":"Sabrina Jill","startTime":389.34,"endTime":392.61,"body":"just guided me towards you and"},{"speaker":"Sabrina Jill","startTime":389.34,"endTime":392.61,"body":"was like, You need to charge"},{"speaker":"Sabrina Jill","startTime":392.64,"endTime":394.98,"body":"more and have a system and"},{"speaker":"Annemie Tonken","startTime":395.58,"endTime":396.75,"body":"here's one to"},{"speaker":"Annemie Tonken","startTime":395.58,"endTime":396.75,"body":"try"},{"speaker":"Sabrina Jill","startTime":398.43,"endTime":400.65,"body":"not to have a clue"},{"speaker":"Sabrina Jill","startTime":398.43,"endTime":400.65,"body":"when I tell a client exactly"},{"speaker":"Sabrina Jill","startTime":400.65,"endTime":401.28,"body":"what it is."},{"speaker":"Annemie Tonken","startTime":401.46,"endTime":404.46,"body":"Yes, exactly."},{"speaker":"Annemie Tonken","startTime":401.46,"endTime":404.46,"body":"Perfect. And what about you,"},{"speaker":"Annemie Tonken","startTime":404.46,"endTime":405.0,"body":"Melissa?"},{"speaker":"Melissa Arlena","startTime":406.35,"endTime":408.39,"body":"So for me,"},{"speaker":"Melissa Arlena","startTime":406.35,"endTime":408.39,"body":"before I was all inclusive, and"},{"speaker":"Melissa Arlena","startTime":408.39,"endTime":410.76,"body":"I just hit a point where I was"},{"speaker":"Melissa Arlena","startTime":408.39,"endTime":410.76,"body":"like, I'm gonna have to take on"},{"speaker":"Melissa Arlena","startTime":410.76,"endTime":414.57,"body":"more sessions, or I'm gonna have"},{"speaker":"Melissa Arlena","startTime":410.76,"endTime":414.57,"body":"to charge more. And so I decided"},{"speaker":"Melissa Arlena","startTime":414.57,"endTime":417.54,"body":"I didn't want to take on more"},{"speaker":"Melissa Arlena","startTime":414.57,"endTime":417.54,"body":"sessions. So I found simple"},{"speaker":"Melissa Arlena","startTime":417.54,"endTime":420.45,"body":"sales. And, you know, let me"},{"speaker":"Melissa Arlena","startTime":417.54,"endTime":420.45,"body":"transform things. And even now,"},{"speaker":"Melissa Arlena","startTime":420.45,"endTime":423.09,"body":"like two years later, I'm very"},{"speaker":"Melissa Arlena","startTime":420.45,"endTime":423.09,"body":"confident when it comes to like"},{"speaker":"Melissa Arlena","startTime":423.09,"endTime":425.13,"body":"pricing and where that needs to"},{"speaker":"Melissa Arlena","startTime":423.09,"endTime":425.13,"body":"be, even if I'm making"},{"speaker":"Melissa Arlena","startTime":425.13,"endTime":427.89,"body":"adjustments or things like that."},{"speaker":"Melissa Arlena","startTime":425.13,"endTime":427.89,"body":"I know all of the ins and outs"},{"speaker":"Melissa Arlena","startTime":427.89,"endTime":429.96,"body":"to make those adjustments and"},{"speaker":"Melissa Arlena","startTime":427.89,"endTime":429.96,"body":"not be guessing."},{"speaker":"Annemie Tonken","startTime":430.08,"endTime":433.71,"body":"Nice. Yeah, I"},{"speaker":"Annemie Tonken","startTime":430.08,"endTime":433.71,"body":"feel like that's always my goal"},{"speaker":"Annemie Tonken","startTime":433.74,"endTime":437.73,"body":"with any one that I work with,"},{"speaker":"Annemie Tonken","startTime":433.74,"endTime":437.73,"body":"you know, in the, in the role of"},{"speaker":"Annemie Tonken","startTime":437.73,"endTime":442.56,"body":"mentor, my job is not like I"},{"speaker":"Annemie Tonken","startTime":437.73,"endTime":442.56,"body":"tell people how to run their"},{"speaker":"Annemie Tonken","startTime":442.56,"endTime":446.73,"body":"businesses, like I'm grateful"},{"speaker":"Annemie Tonken","startTime":442.56,"endTime":446.73,"body":"and thankful and honored to work"},{"speaker":"Annemie Tonken","startTime":446.73,"endTime":450.72,"body":"with a lot of people who are"},{"speaker":"Annemie Tonken","startTime":446.73,"endTime":450.72,"body":"brilliant, certainly, like"},{"speaker":"Annemie Tonken","startTime":450.75,"endTime":453.06,"body":"amazing photographers, some"},{"speaker":"Annemie Tonken","startTime":450.75,"endTime":453.06,"body":"people need help with the"},{"speaker":"Annemie Tonken","startTime":453.06,"endTime":456.99,"body":"business side of it, but But you"},{"speaker":"Annemie Tonken","startTime":453.06,"endTime":456.99,"body":"know, people who are out there,"},{"speaker":"Annemie Tonken","startTime":457.44,"endTime":461.55,"body":"like tearing it up in the world"},{"speaker":"Annemie Tonken","startTime":457.44,"endTime":461.55,"body":"in all kinds of ways. So my"},{"speaker":"Annemie Tonken","startTime":461.55,"endTime":463.89,"body":"feeling is if I can give some"},{"speaker":"Annemie Tonken","startTime":461.55,"endTime":463.89,"body":"people some tools and some"},{"speaker":"Annemie Tonken","startTime":463.89,"endTime":467.79,"body":"structure to, to make it so that"},{"speaker":"Annemie Tonken","startTime":463.89,"endTime":467.79,"body":"they gain that confidence and"},{"speaker":"Annemie Tonken","startTime":467.79,"endTime":472.23,"body":"gain sort of the background"},{"speaker":"Annemie Tonken","startTime":467.79,"endTime":472.23,"body":"understanding. But then, as"},{"speaker":"Annemie Tonken","startTime":472.23,"endTime":476.01,"body":"creatives, the creatives that we"},{"speaker":"Annemie Tonken","startTime":472.23,"endTime":476.01,"body":"all are, like, can take that and"},{"speaker":"Annemie Tonken","startTime":476.01,"endTime":479.4,"body":"kind of run with it. That to me"},{"speaker":"Annemie Tonken","startTime":476.01,"endTime":479.4,"body":"is like the ultimate success,"},{"speaker":"Annemie Tonken","startTime":479.4,"endTime":482.7,"body":"like, Great, take what I've"},{"speaker":"Annemie Tonken","startTime":479.4,"endTime":482.7,"body":"taught you, and then turn that"},{"speaker":"Annemie Tonken","startTime":482.7,"endTime":485.94,"body":"into something that like makes"},{"speaker":"Annemie Tonken","startTime":482.7,"endTime":485.94,"body":"your business the best for you."},{"speaker":"Annemie Tonken","startTime":486.21,"endTime":489.63,"body":"It's the whole like, business"},{"speaker":"Annemie Tonken","startTime":486.21,"endTime":489.63,"body":"that you love thing, which is"},{"speaker":"Annemie Tonken","startTime":489.63,"endTime":495.18,"body":"fantastic. So one of the first"},{"speaker":"Annemie Tonken","startTime":489.63,"endTime":495.18,"body":"things that I teach in simple"},{"speaker":"Annemie Tonken","startTime":495.18,"endTime":498.06,"body":"sales, and like one of the first"},{"speaker":"Annemie Tonken","startTime":495.18,"endTime":498.06,"body":"steps of simple sales is"},{"speaker":"Annemie Tonken","startTime":498.06,"endTime":501.6,"body":"education. And when I'm talking"},{"speaker":"Annemie Tonken","startTime":498.06,"endTime":501.6,"body":"about the beginning of the"},{"speaker":"Annemie Tonken","startTime":501.6,"endTime":506.19,"body":"education process with a client"},{"speaker":"Annemie Tonken","startTime":501.6,"endTime":506.19,"body":"I am when I'm teaching, and I'm"},{"speaker":"Annemie Tonken","startTime":506.19,"endTime":508.92,"body":"a pretty big stickler for, like"},{"speaker":"Annemie Tonken","startTime":506.19,"endTime":508.92,"body":"get on the phone with your"},{"speaker":"Annemie Tonken","startTime":508.92,"endTime":511.92,"body":"clients. Like if someone"},{"speaker":"Annemie Tonken","startTime":508.92,"endTime":511.92,"body":"contacts you to talk about"},{"speaker":"Annemie Tonken","startTime":512.61,"endTime":515.49,"body":"booking a session, you need to"},{"speaker":"Annemie Tonken","startTime":512.61,"endTime":515.49,"body":"get them on the phone, and I've"},{"speaker":"Annemie Tonken","startTime":515.49,"endTime":519.27,"body":"got podcast episodes galore"},{"speaker":"Annemie Tonken","startTime":515.49,"endTime":519.27,"body":"about like why I feel like"},{"speaker":"Annemie Tonken","startTime":519.27,"endTime":523.86,"body":"that's a really important thing."},{"speaker":"Annemie Tonken","startTime":519.27,"endTime":523.86,"body":"And it works really well for me,"},{"speaker":"Annemie Tonken","startTime":523.86,"endTime":527.31,"body":"it works really well for a lot"},{"speaker":"Annemie Tonken","startTime":523.86,"endTime":527.31,"body":"of people in the simple sales"},{"speaker":"Annemie Tonken","startTime":527.31,"endTime":530.76,"body":"blueprint, the course that I"},{"speaker":"Annemie Tonken","startTime":527.31,"endTime":530.76,"body":"teach, I have like a whole unit"},{"speaker":"Annemie Tonken","startTime":530.76,"endTime":533.16,"body":"on it, where we go through a"},{"speaker":"Annemie Tonken","startTime":530.76,"endTime":533.16,"body":"script, and I have a sample"},{"speaker":"Annemie Tonken","startTime":533.16,"endTime":536.43,"body":"column. There's like all this"},{"speaker":"Annemie Tonken","startTime":533.16,"endTime":536.43,"body":"information to help empower"},{"speaker":"Annemie Tonken","startTime":536.43,"endTime":543.3,"body":"people. But to be honest, that"},{"speaker":"Annemie Tonken","startTime":536.43,"endTime":543.3,"body":"is probably one of just a couple"},{"speaker":"Annemie Tonken","startTime":543.63,"endTime":549.27,"body":"of the most like difficult parts"},{"speaker":"Annemie Tonken","startTime":543.63,"endTime":549.27,"body":"of simple sales for people to"},{"speaker":"Annemie Tonken","startTime":549.27,"endTime":552.78,"body":"get over it because they're"},{"speaker":"Annemie Tonken","startTime":549.27,"endTime":552.78,"body":"like, I feel really intimidated"},{"speaker":"Annemie Tonken","startTime":552.78,"endTime":555.42,"body":"about getting on the phone or"},{"speaker":"Annemie Tonken","startTime":552.78,"endTime":555.42,"body":"like my clients don't want to"},{"speaker":"Annemie Tonken","startTime":555.42,"endTime":557.79,"body":"get on the phone or whatever the"},{"speaker":"Annemie Tonken","startTime":555.42,"endTime":557.79,"body":"case may be. I don't have time."},{"speaker":"Annemie Tonken","startTime":557.82,"endTime":561.81,"body":"Like I get all the all the"},{"speaker":"Annemie Tonken","startTime":557.82,"endTime":561.81,"body":"different reasons. And for a"},{"speaker":"Annemie Tonken","startTime":561.81,"endTime":567.63,"body":"long time, I was like, Well,"},{"speaker":"Annemie Tonken","startTime":561.81,"endTime":567.63,"body":"come on, do it anyway. Do it"},{"speaker":"Annemie Tonken","startTime":567.63,"endTime":572.55,"body":"scared. But I feel like this."},{"speaker":"Annemie Tonken","startTime":567.63,"endTime":572.55,"body":"This is one of those that more"},{"speaker":"Annemie Tonken","startTime":572.55,"endTime":576.3,"body":"and more I have heard people"},{"speaker":"Annemie Tonken","startTime":572.55,"endTime":576.3,"body":"being like, Well, I appreciate"},{"speaker":"Annemie Tonken","startTime":576.3,"endTime":579.66,"body":"what you're saying but I still"},{"speaker":"Annemie Tonken","startTime":576.3,"endTime":579.66,"body":"don't want to do it. And the two"},{"speaker":"Annemie Tonken","startTime":579.66,"endTime":583.74,"body":"of you in that I specifically"},{"speaker":"Annemie Tonken","startTime":579.66,"endTime":583.74,"body":"chose you because in our"},{"speaker":"Annemie Tonken","startTime":584.73,"endTime":589.11,"body":"blueprint Facebook group, you"},{"speaker":"Annemie Tonken","startTime":584.73,"endTime":589.11,"body":"have shared some success that"},{"speaker":"Annemie Tonken","startTime":589.11,"endTime":593.43,"body":"you have come across in not"},{"speaker":"Annemie Tonken","startTime":589.11,"endTime":593.43,"body":"getting on the phone with your"},{"speaker":"Annemie Tonken","startTime":593.43,"endTime":600.6,"body":"clients. So um, so I want to"},{"speaker":"Annemie Tonken","startTime":593.43,"endTime":600.6,"body":"kind of get more into How that"},{"speaker":"Annemie Tonken","startTime":600.6,"endTime":604.83,"body":"works for you a little bit more"},{"speaker":"Annemie Tonken","startTime":600.6,"endTime":604.83,"body":"about your process and and then"},{"speaker":"Annemie Tonken","startTime":604.83,"endTime":609.06,"body":"also not just the process, but"},{"speaker":"Annemie Tonken","startTime":604.83,"endTime":609.06,"body":"like the why behind your"},{"speaker":"Annemie Tonken","startTime":609.06,"endTime":613.23,"body":"specific choice not to use phone"},{"speaker":"Annemie Tonken","startTime":609.06,"endTime":613.23,"body":"calls. So, Sabrina, I want to"},{"speaker":"Annemie Tonken","startTime":613.23,"endTime":620.01,"body":"start with you. You made the"},{"speaker":"Annemie Tonken","startTime":613.23,"endTime":620.01,"body":"decision to forego the phone"},{"speaker":"Annemie Tonken","startTime":620.01,"endTime":623.04,"body":"call right from the get go"},{"speaker":"Annemie Tonken","startTime":620.01,"endTime":623.04,"body":"right? Two and a half years ago"},{"speaker":"Annemie Tonken","startTime":623.04,"endTime":626.64,"body":"when you first started using"},{"speaker":"Annemie Tonken","startTime":623.04,"endTime":626.64,"body":"simple sales. Okay, great. So"},{"speaker":"Annemie Tonken","startTime":626.67,"endTime":630.6,"body":"when or so rather, what was the"},{"speaker":"Annemie Tonken","startTime":626.67,"endTime":630.6,"body":"motivation there? What was your"},{"speaker":"Annemie Tonken","startTime":630.6,"endTime":633.12,"body":"rationale for switching up the"},{"speaker":"Annemie Tonken","startTime":630.6,"endTime":633.12,"body":"process?"},{"speaker":"Sabrina Jill","startTime":634.47,"endTime":638.04,"body":"Well, my, the very"},{"speaker":"Sabrina Jill","startTime":634.47,"endTime":638.04,"body":"first reason was because I am a"},{"speaker":"Sabrina Jill","startTime":638.04,"endTime":642.9,"body":"family photographer. And I do"},{"speaker":"Sabrina Jill","startTime":638.04,"endTime":642.9,"body":"like documentary. So life is"},{"speaker":"Sabrina Jill","startTime":642.9,"endTime":645.57,"body":"just messy. And if you're"},{"speaker":"Sabrina Jill","startTime":642.9,"endTime":645.57,"body":"watching this, you can see I'm"},{"speaker":"Sabrina Jill","startTime":645.6,"endTime":649.2,"body":"literally living in the mess of"},{"speaker":"Sabrina Jill","startTime":645.6,"endTime":649.2,"body":"children. I was like, I'm never"},{"speaker":"Sabrina Jill","startTime":649.2,"endTime":651.87,"body":"gonna have time to be on the"},{"speaker":"Sabrina Jill","startTime":649.2,"endTime":651.87,"body":"phone. And I have a really"},{"speaker":"Sabrina Jill","startTime":651.87,"endTime":655.53,"body":"little one who's three. So the"},{"speaker":"Sabrina Jill","startTime":651.87,"endTime":655.53,"body":"timing is wacky. And I know for"},{"speaker":"Sabrina Jill","startTime":655.53,"endTime":659.88,"body":"a lot of other people, but my"},{"speaker":"Sabrina Jill","startTime":655.53,"endTime":659.88,"body":"biggest reason is I have a lot"},{"speaker":"Sabrina Jill","startTime":659.88,"endTime":667.08,"body":"of anxiety. So the idea of"},{"speaker":"Sabrina Jill","startTime":659.88,"endTime":667.08,"body":"following a script. Just I"},{"speaker":"Sabrina Jill","startTime":667.08,"endTime":671.25,"body":"couldn't even look down at it"},{"speaker":"Sabrina Jill","startTime":667.08,"endTime":671.25,"body":"and up and talk and think I just"},{"speaker":"Sabrina Jill","startTime":671.25,"endTime":674.94,"body":"get very overwhelmed. And I"},{"speaker":"Sabrina Jill","startTime":671.25,"endTime":674.94,"body":"know, like a lot of people have"},{"speaker":"Sabrina Jill","startTime":674.94,"endTime":678.06,"body":"anxiety also. So they probably"},{"speaker":"Sabrina Jill","startTime":674.94,"endTime":678.06,"body":"understand what I'm doing. For"},{"speaker":"Sabrina Jill","startTime":678.06,"endTime":681.87,"body":"sure. So yeah, I just had a lot"},{"speaker":"Sabrina Jill","startTime":678.06,"endTime":681.87,"body":"of anxiety. And I just wanted"},{"speaker":"Sabrina Jill","startTime":681.93,"endTime":687.84,"body":"and I'm a visual learner. And so"},{"speaker":"Sabrina Jill","startTime":681.93,"endTime":687.84,"body":"talking to someone through the"},{"speaker":"Sabrina Jill","startTime":687.84,"endTime":690.69,"body":"computer, and I do it"},{"speaker":"Sabrina Jill","startTime":687.84,"endTime":690.69,"body":"specifically geared to each"},{"speaker":"Sabrina Jill","startTime":690.69,"endTime":694.74,"body":"client. But I can show them"},{"speaker":"Sabrina Jill","startTime":690.69,"endTime":694.74,"body":"visually, not only myself, but"},{"speaker":"Sabrina Jill","startTime":694.74,"endTime":697.95,"body":"also like what they will get"},{"speaker":"Sabrina Jill","startTime":694.74,"endTime":697.95,"body":"from it with my sales page."},{"speaker":"Annemie Tonken","startTime":698.13,"endTime":701.58,"body":"Awesome. Okay,"},{"speaker":"Annemie Tonken","startTime":698.13,"endTime":701.58,"body":"which then leads me directly"},{"speaker":"Annemie Tonken","startTime":701.58,"endTime":706.65,"body":"into my next question, which is,"},{"speaker":"Annemie Tonken","startTime":701.58,"endTime":706.65,"body":"I would love to hear kind of"},{"speaker":"Annemie Tonken","startTime":706.65,"endTime":712.47,"body":"start to finish what your"},{"speaker":"Annemie Tonken","startTime":706.65,"endTime":712.47,"body":"process before someone books is."},{"speaker":"Annemie Tonken","startTime":712.5,"endTime":716.37,"body":"So let's say that I am a"},{"speaker":"Annemie Tonken","startTime":712.5,"endTime":716.37,"body":"potential client, I come across"},{"speaker":"Annemie Tonken","startTime":716.37,"endTime":719.82,"body":"your website. And I'm like, Oh,"},{"speaker":"Annemie Tonken","startTime":716.37,"endTime":719.82,"body":"I'm interested in potentially"},{"speaker":"Annemie Tonken","startTime":719.82,"endTime":724.2,"body":"working with her. What do you"},{"speaker":"Annemie Tonken","startTime":719.82,"endTime":724.2,"body":"have on your website? Like as"},{"speaker":"Annemie Tonken","startTime":724.2,"endTime":725.7,"body":"far as a call to action?"},{"speaker":"Sabrina Jill","startTime":726.53,"endTime":730.34,"body":"Yep. So I have a"},{"speaker":"Sabrina Jill","startTime":726.53,"endTime":730.34,"body":"an inquiry page where they fill"},{"speaker":"Sabrina Jill","startTime":730.34,"endTime":733.82,"body":"out their information. Offhand,"},{"speaker":"Sabrina Jill","startTime":730.34,"endTime":733.82,"body":"I can't think of exactly what it"},{"speaker":"Sabrina Jill","startTime":733.82,"endTime":737.18,"body":"is. But it does ask them like"},{"speaker":"Sabrina Jill","startTime":733.82,"endTime":737.18,"body":"what they're like looking for. A"},{"speaker":"Sabrina Jill","startTime":737.18,"endTime":740.06,"body":"lot of people will open up and"},{"speaker":"Sabrina Jill","startTime":737.18,"endTime":740.06,"body":"tell me, like, you know, I have"},{"speaker":"Sabrina Jill","startTime":740.06,"endTime":745.19,"body":"two kids and whatnot. So from"},{"speaker":"Sabrina Jill","startTime":740.06,"endTime":745.19,"body":"there, I get the inquiry, and I"},{"speaker":"Sabrina Jill","startTime":745.19,"endTime":749.09,"body":"get on my sales page. And if"},{"speaker":"Sabrina Jill","startTime":745.19,"endTime":749.09,"body":"they say I have a dog and two"},{"speaker":"Sabrina Jill","startTime":749.09,"endTime":753.29,"body":"kids, and a partner, I get on,"},{"speaker":"Sabrina Jill","startTime":749.09,"endTime":753.29,"body":"and I change real quick, a"},{"speaker":"Sabrina Jill","startTime":753.29,"endTime":756.98,"body":"couple of photos on my website"},{"speaker":"Sabrina Jill","startTime":753.29,"endTime":756.98,"body":"on the sales page that has two"},{"speaker":"Sabrina Jill","startTime":756.98,"endTime":761.0,"body":"kids, a dog and a partner."},{"speaker":"Sabrina Jill","startTime":756.98,"endTime":761.0,"body":"Because photography is a hard"},{"speaker":"Sabrina Jill","startTime":761.0,"endTime":763.85,"body":"sell, because you're trying to"},{"speaker":"Sabrina Jill","startTime":761.0,"endTime":763.85,"body":"sell something they don't see"},{"speaker":"Sabrina Jill","startTime":763.85,"endTime":769.37,"body":"themselves in. Yes. So I try to"},{"speaker":"Sabrina Jill","startTime":763.85,"endTime":769.37,"body":"let them see themselves in the"},{"speaker":"Sabrina Jill","startTime":769.37,"endTime":776.18,"body":"photos. So then I hop on. And if"},{"speaker":"Sabrina Jill","startTime":769.37,"endTime":776.18,"body":"it means asking my partner to"},{"speaker":"Sabrina Jill","startTime":776.18,"endTime":778.07,"body":"watch the kids real quick, and"},{"speaker":"Sabrina Jill","startTime":776.18,"endTime":778.07,"body":"I've been running around in the"},{"speaker":"Sabrina Jill","startTime":778.07,"endTime":782.03,"body":"heat, I go on as myself. Now I"},{"speaker":"Sabrina Jill","startTime":778.07,"endTime":782.03,"body":"know that might not work with"},{"speaker":"Sabrina Jill","startTime":782.39,"endTime":785.87,"body":"everybody, because you're a"},{"speaker":"Sabrina Jill","startTime":782.39,"endTime":785.87,"body":"wedding photographer, you might"},{"speaker":"Sabrina Jill","startTime":785.87,"endTime":791.96,"body":"want to look more put together."},{"speaker":"Sabrina Jill","startTime":785.87,"endTime":791.96,"body":"But I I am me. Tried and true."},{"speaker":"Sabrina Jill","startTime":792.65,"endTime":796.97,"body":"Look sweaty. I am just a little"},{"speaker":"Sabrina Jill","startTime":792.65,"endTime":796.97,"body":"picture on that video recording."},{"speaker":"Sabrina Jill","startTime":797.42,"endTime":800.57,"body":"But I have like a, I just go"},{"speaker":"Sabrina Jill","startTime":797.42,"endTime":800.57,"body":"through the sales page and just"},{"speaker":"Sabrina Jill","startTime":800.57,"endTime":803.99,"body":"open up and I mentioned their"},{"speaker":"Sabrina Jill","startTime":800.57,"endTime":803.99,"body":"name. So I do make a video"},{"speaker":"Sabrina Jill","startTime":803.99,"endTime":806.72,"body":"specifically for each client or"},{"speaker":"Sabrina Jill","startTime":803.99,"endTime":806.72,"body":"each inquiry."},{"speaker":"Annemie Tonken","startTime":807.14,"endTime":812.51,"body":"Amazing. Okay,"},{"speaker":"Annemie Tonken","startTime":807.14,"endTime":812.51,"body":"so let's I want to, like pause"},{"speaker":"Annemie Tonken","startTime":812.51,"endTime":815.84,"body":"you there and just recap for"},{"speaker":"Annemie Tonken","startTime":812.51,"endTime":815.84,"body":"people who might not necessarily"},{"speaker":"Annemie Tonken","startTime":815.84,"endTime":820.34,"body":"know. So a sale? Is your sales"},{"speaker":"Annemie Tonken","startTime":815.84,"endTime":820.34,"body":"page, something that is that"},{"speaker":"Annemie Tonken","startTime":820.34,"endTime":823.04,"body":"they could have found on your"},{"speaker":"Annemie Tonken","startTime":820.34,"endTime":823.04,"body":"website? Or is that something"},{"speaker":"Annemie Tonken","startTime":823.04,"endTime":824.39,"body":"that's sort of behind the"},{"speaker":"Annemie Tonken","startTime":823.04,"endTime":824.39,"body":"scenes?"},{"speaker":"Unknown","startTime":824.87,"endTime":827.99,"body":"So that's like a hidden"},{"speaker":"Unknown","startTime":824.87,"endTime":827.99,"body":"page on my website. And they"},{"speaker":"Unknown","startTime":827.99,"endTime":832.31,"body":"don't get that I tell them in"},{"speaker":"Unknown","startTime":827.99,"endTime":832.31,"body":"the video. You know, you could"},{"speaker":"Unknown","startTime":832.31,"endTime":836.27,"body":"pause here to share it with your"},{"speaker":"Unknown","startTime":832.31,"endTime":836.27,"body":"partner. That was a big thing"},{"speaker":"Unknown","startTime":836.27,"endTime":838.91,"body":"for me. What does it help like"},{"speaker":"Unknown","startTime":836.27,"endTime":838.91,"body":"build engagement. I had a client"},{"speaker":"Unknown","startTime":838.91,"endTime":844.22,"body":"one time, right as I had started"},{"speaker":"Unknown","startTime":838.91,"endTime":844.22,"body":"the switchover she had wanted,"},{"speaker":"Unknown","startTime":844.25,"endTime":847.79,"body":"the wife had wanted photos of"},{"speaker":"Unknown","startTime":844.25,"endTime":847.79,"body":"them and their son in their"},{"speaker":"Unknown","startTime":847.79,"endTime":850.91,"body":"front yard and in their house,"},{"speaker":"Unknown","startTime":847.79,"endTime":850.91,"body":"and they had just moved there."},{"speaker":"Unknown","startTime":851.33,"endTime":854.21,"body":"And when she showed her husband,"},{"speaker":"Unknown","startTime":851.33,"endTime":854.21,"body":"he was like so impressed with"},{"speaker":"Unknown","startTime":854.21,"endTime":857.06,"body":"the video. He brought it up when"},{"speaker":"Unknown","startTime":854.21,"endTime":857.06,"body":"I was at the house and was like"},{"speaker":"Unknown","startTime":857.06,"endTime":859.67,"body":"I didn't care what you cost the"},{"speaker":"Unknown","startTime":857.06,"endTime":859.67,"body":"fact that you talked because,"},{"speaker":"Unknown","startTime":859.7,"endTime":863.57,"body":"you know, she didn't have to go"},{"speaker":"Unknown","startTime":859.7,"endTime":863.57,"body":"and try to you can see I haven't"},{"speaker":"Unknown","startTime":864.92,"endTime":865.52,"body":"I gotta slow down."},{"speaker":"Annemie Tonken","startTime":865.8,"endTime":867.75,"body":"No, no, you're"},{"speaker":"Annemie Tonken","startTime":865.8,"endTime":867.75,"body":"doing great. And there's so"},{"speaker":"Annemie Tonken","startTime":867.78,"endTime":871.05,"body":"you're sharing so much amazing,"},{"speaker":"Annemie Tonken","startTime":867.78,"endTime":871.05,"body":"valuable information. I'm gonna"},{"speaker":"Annemie Tonken","startTime":871.05,"endTime":873.69,"body":"like pick it apart in a minute,"},{"speaker":"Annemie Tonken","startTime":871.05,"endTime":873.69,"body":"but you keep going for now."},{"speaker":"Sabrina Jill","startTime":874.349,"endTime":877.049,"body":"So it's just like,"},{"speaker":"Sabrina Jill","startTime":874.349,"endTime":877.049,"body":"I tried to think about how I"},{"speaker":"Sabrina Jill","startTime":877.049,"endTime":879.149,"body":"would feel talking to someone on"},{"speaker":"Sabrina Jill","startTime":877.049,"endTime":879.149,"body":"the phone. If they're sharing"},{"speaker":"Sabrina Jill","startTime":879.149,"endTime":882.659,"body":"all this information with me. I"},{"speaker":"Sabrina Jill","startTime":879.149,"endTime":882.659,"body":"would get really excited and"},{"speaker":"Sabrina Jill","startTime":882.659,"endTime":886.889,"body":"just start babbling to my"},{"speaker":"Sabrina Jill","startTime":882.659,"endTime":886.889,"body":"husband and he would just be"},{"speaker":"Sabrina Jill","startTime":886.889,"endTime":892.349,"body":"like, Okay, so for me, it's I"},{"speaker":"Sabrina Jill","startTime":886.889,"endTime":892.349,"body":"tried to think I know"},{"speaker":"Sabrina Jill","startTime":892.349,"endTime":895.199,"body":"everybody's not like me, but I"},{"speaker":"Sabrina Jill","startTime":892.349,"endTime":895.199,"body":"try to think like I'm trying to"},{"speaker":"Sabrina Jill","startTime":895.199,"endTime":899.189,"body":"reach everybody so everybody can"},{"speaker":"Sabrina Jill","startTime":895.199,"endTime":899.189,"body":"see themselves in the photos."},{"speaker":"Sabrina Jill","startTime":899.219,"endTime":901.889,"body":"Yeah, and just have all the"},{"speaker":"Sabrina Jill","startTime":899.219,"endTime":901.889,"body":"information right there"},{"speaker":"Annemie Tonken","startTime":901.95,"endTime":904.44,"body":"well, and what"},{"speaker":"Annemie Tonken","startTime":901.95,"endTime":904.44,"body":"you're doing, I mean, this is an"},{"speaker":"Annemie Tonken","startTime":904.44,"endTime":910.02,"body":"amazing service. So you're"},{"speaker":"Annemie Tonken","startTime":904.44,"endTime":910.02,"body":"basically helping your potential"},{"speaker":"Annemie Tonken","startTime":910.02,"endTime":915.45,"body":"clients overcome all of these"},{"speaker":"Annemie Tonken","startTime":910.02,"endTime":915.45,"body":"objections that they may have."},{"speaker":"Annemie Tonken","startTime":915.57,"endTime":920.55,"body":"And at the same time, be able to"},{"speaker":"Annemie Tonken","startTime":915.57,"endTime":920.55,"body":"see themselves literally a"},{"speaker":"Annemie Tonken","startTime":920.55,"endTime":924.87,"body":"little bit in the picture, or at"},{"speaker":"Annemie Tonken","startTime":920.55,"endTime":924.87,"body":"least a facsimile of their, of"},{"speaker":"Annemie Tonken","startTime":924.87,"endTime":929.82,"body":"their family or their situation"},{"speaker":"Annemie Tonken","startTime":924.87,"endTime":929.82,"body":"in the picture. So just to talk"},{"speaker":"Annemie Tonken","startTime":929.82,"endTime":932.43,"body":"a little bit more on the tech"},{"speaker":"Annemie Tonken","startTime":929.82,"endTime":932.43,"body":"side of things. So you put"},{"speaker":"Annemie Tonken","startTime":932.43,"endTime":936.09,"body":"together a sales page that goes"},{"speaker":"Annemie Tonken","startTime":932.43,"endTime":936.09,"body":"over the things that we that I"},{"speaker":"Annemie Tonken","startTime":936.09,"endTime":940.44,"body":"would encourage you to talk"},{"speaker":"Annemie Tonken","startTime":936.09,"endTime":940.44,"body":"about on a call. So things like"},{"speaker":"Annemie Tonken","startTime":940.53,"endTime":944.01,"body":"your process, your pricing, how"},{"speaker":"Annemie Tonken","startTime":940.53,"endTime":944.01,"body":"to book, all that sort of stuff,"},{"speaker":"Annemie Tonken","startTime":944.07,"endTime":946.14,"body":"and making assumptions here. Is"},{"speaker":"Annemie Tonken","startTime":944.07,"endTime":946.14,"body":"that all correct."},{"speaker":"Sabrina Jill","startTime":946.29,"endTime":948.75,"body":"It's all that's"},{"speaker":"Sabrina Jill","startTime":946.29,"endTime":948.75,"body":"all great product photos. Yes."},{"speaker":"Sabrina Jill","startTime":948.81,"endTime":949.32,"body":"And you're"},{"speaker":"Annemie Tonken","startTime":949.35,"endTime":951.54,"body":"but you're doing"},{"speaker":"Annemie Tonken","startTime":949.35,"endTime":951.54,"body":"that and you're making a like a"},{"speaker":"Annemie Tonken","startTime":951.54,"endTime":955.62,"body":"picture in picture video, kind"},{"speaker":"Annemie Tonken","startTime":951.54,"endTime":955.62,"body":"of like a loom or the mean,"},{"speaker":"Annemie Tonken","startTime":955.62,"endTime":959.46,"body":"there's a bunch of tools, you"},{"speaker":"Annemie Tonken","startTime":955.62,"endTime":959.46,"body":"can use Vimeo, and you're going"},{"speaker":"Annemie Tonken","startTime":959.46,"endTime":963.69,"body":"on, and you're like, as you are,"},{"speaker":"Annemie Tonken","startTime":959.46,"endTime":963.69,"body":"because you're a documentary"},{"speaker":"Annemie Tonken","startTime":963.69,"endTime":968.4,"body":"family photographer. So like,"},{"speaker":"Annemie Tonken","startTime":963.69,"endTime":968.4,"body":"show up as you are. And and you"},{"speaker":"Annemie Tonken","startTime":968.4,"endTime":972.72,"body":"say, like, hi, Sabrina, thanks"},{"speaker":"Annemie Tonken","startTime":968.4,"endTime":972.72,"body":"so much for reaching out. It's"},{"speaker":"Annemie Tonken","startTime":972.75,"endTime":975.6,"body":"you know, I'm, I just wanted to"},{"speaker":"Annemie Tonken","startTime":972.75,"endTime":975.6,"body":"hop on and make a video for you."},{"speaker":"Annemie Tonken","startTime":975.6,"endTime":979.05,"body":"And we're gonna go through the"},{"speaker":"Annemie Tonken","startTime":975.6,"endTime":979.05,"body":"process. How long do your videos"},{"speaker":"Annemie Tonken","startTime":979.08,"endTime":981.75,"body":"typically run? Like, what is"},{"speaker":"Annemie Tonken","startTime":979.08,"endTime":981.75,"body":"that?"},{"speaker":"Sabrina Jill","startTime":982.38,"endTime":986.43,"body":"Yep. So under five"},{"speaker":"Sabrina Jill","startTime":982.38,"endTime":986.43,"body":"minutes, I even tell them like,"},{"speaker":"Sabrina Jill","startTime":986.43,"endTime":989.37,"body":"I may do a four minute video or"},{"speaker":"Sabrina Jill","startTime":986.43,"endTime":989.37,"body":"a five minute video, in the"},{"speaker":"Sabrina Jill","startTime":989.37,"endTime":994.89,"body":"little email real quick. I, at"},{"speaker":"Sabrina Jill","startTime":989.37,"endTime":994.89,"body":"first, it took me forever to do"},{"speaker":"Sabrina Jill","startTime":994.89,"endTime":999.15,"body":"this. But now I have it down to"},{"speaker":"Sabrina Jill","startTime":994.89,"endTime":999.15,"body":"a science. And pretty much your"},{"speaker":"Sabrina Jill","startTime":999.15,"endTime":1002.36,"body":"sales page. If you write it,"},{"speaker":"Sabrina Jill","startTime":999.15,"endTime":1002.36,"body":"you're just kind of reading it a"},{"speaker":"Sabrina Jill","startTime":1002.36,"endTime":1006.62,"body":"little bit. But I tried to get"},{"speaker":"Sabrina Jill","startTime":1002.36,"endTime":1006.62,"body":"under five minutes. Nice. It's"},{"speaker":"Sabrina Jill","startTime":1006.62,"endTime":1008.48,"body":"kind of like there's a lot of"},{"speaker":"Sabrina Jill","startTime":1006.62,"endTime":1008.48,"body":"information."},{"speaker":"Annemie Tonken","startTime":1008.51,"endTime":1010.25,"body":"Yeah, yeah."},{"speaker":"Annemie Tonken","startTime":1008.51,"endTime":1010.25,"body":"Well, I was gonna say it's kind"},{"speaker":"Annemie Tonken","startTime":1010.25,"endTime":1014.21,"body":"of like when you are, you know,"},{"speaker":"Annemie Tonken","startTime":1010.25,"endTime":1014.21,"body":"I don't know signing paperwork"},{"speaker":"Annemie Tonken","startTime":1014.21,"endTime":1018.83,"body":"with if you're signing a rental"},{"speaker":"Annemie Tonken","startTime":1014.21,"endTime":1018.83,"body":"agreement or buying a car or"},{"speaker":"Annemie Tonken","startTime":1018.83,"endTime":1021.62,"body":"something like that. There's all"},{"speaker":"Annemie Tonken","startTime":1018.83,"endTime":1021.62,"body":"this legal paperwork. And"},{"speaker":"Annemie Tonken","startTime":1021.62,"endTime":1024.08,"body":"they're like, this paragraph"},{"speaker":"Annemie Tonken","startTime":1021.62,"endTime":1024.08,"body":"says this, and this character"},{"speaker":"Annemie Tonken","startTime":1024.08,"endTime":1026.63,"body":"here, initial here, this"},{"speaker":"Annemie Tonken","startTime":1024.08,"endTime":1026.63,"body":"paragraph says that, so they"},{"speaker":"Annemie Tonken","startTime":1026.66,"endTime":1029.63,"body":"they kind of walk you through"},{"speaker":"Annemie Tonken","startTime":1026.66,"endTime":1029.63,"body":"it. So you're actually showing"},{"speaker":"Annemie Tonken","startTime":1029.63,"endTime":1033.26,"body":"them this sales page, but you're"},{"speaker":"Annemie Tonken","startTime":1029.63,"endTime":1033.26,"body":"going through and like"},{"speaker":"Annemie Tonken","startTime":1033.59,"endTime":1036.74,"body":"explaining a little bit more"},{"speaker":"Annemie Tonken","startTime":1033.59,"endTime":1036.74,"body":"just using your words. Great."},{"speaker":"Annemie Tonken","startTime":1036.77,"endTime":1041.69,"body":"That sounds amazing. And so what"},{"speaker":"Annemie Tonken","startTime":1036.77,"endTime":1041.69,"body":"are the next steps that you ask"},{"speaker":"Annemie Tonken","startTime":1041.69,"endTime":1044.48,"body":"them to take once they've seen"},{"speaker":"Annemie Tonken","startTime":1041.69,"endTime":1044.48,"body":"your video?"},{"speaker":"Sabrina Jill","startTime":1044.99,"endTime":1050.36,"body":"Yep. So I send"},{"speaker":"Sabrina Jill","startTime":1044.99,"endTime":1050.36,"body":"them an email with the video."},{"speaker":"Sabrina Jill","startTime":1050.39,"endTime":1054.26,"body":"And it, you know, just pretty"},{"speaker":"Sabrina Jill","startTime":1050.39,"endTime":1054.26,"body":"much it says, like, you know,"},{"speaker":"Sabrina Jill","startTime":1055.61,"endTime":1057.68,"body":"you can get back like I look"},{"speaker":"Sabrina Jill","startTime":1055.61,"endTime":1057.68,"body":"forward to hearing from you and"},{"speaker":"Sabrina Jill","startTime":1057.68,"endTime":1060.08,"body":"you know, the magic line at the"},{"speaker":"Sabrina Jill","startTime":1057.68,"endTime":1060.08,"body":"end, I'm hoping that they"},{"speaker":"Sabrina Jill","startTime":1060.08,"endTime":1063.65,"body":"definitely contact you. And just"},{"speaker":"Sabrina Jill","startTime":1060.08,"endTime":1063.65,"body":"like the simple sales, like when"},{"speaker":"Sabrina Jill","startTime":1063.65,"endTime":1066.86,"body":"you after you've sent out, I"},{"speaker":"Sabrina Jill","startTime":1063.65,"endTime":1066.86,"body":"think after you've been on the"},{"speaker":"Sabrina Jill","startTime":1066.86,"endTime":1070.73,"body":"phone call, you send out the"},{"speaker":"Sabrina Jill","startTime":1066.86,"endTime":1070.73,"body":"sales page. And then if no one,"},{"speaker":"Sabrina Jill","startTime":1070.79,"endTime":1073.31,"body":"if you don't hear from them, you"},{"speaker":"Sabrina Jill","startTime":1070.79,"endTime":1073.31,"body":"send the follow up email. So I"},{"speaker":"Sabrina Jill","startTime":1073.31,"endTime":1077.09,"body":"do the same thing. Normally,"},{"speaker":"Sabrina Jill","startTime":1073.31,"endTime":1077.09,"body":"once they respond, they just"},{"speaker":"Sabrina Jill","startTime":1077.09,"endTime":1080.75,"body":"pretty much say, Alright, let's"},{"speaker":"Sabrina Jill","startTime":1077.09,"endTime":1080.75,"body":"get this on the calendar. If"},{"speaker":"Sabrina Jill","startTime":1080.75,"endTime":1082.64,"body":"they want to talk to me on the"},{"speaker":"Sabrina Jill","startTime":1080.75,"endTime":1082.64,"body":"phone, I've had a couple of"},{"speaker":"Sabrina Jill","startTime":1082.64,"endTime":1086.18,"body":"clients, I'm great with it, then"},{"speaker":"Sabrina Jill","startTime":1082.64,"endTime":1086.18,"body":"I've even zoomed with kids. So"},{"speaker":"Sabrina Jill","startTime":1086.18,"endTime":1091.31,"body":"they see my face beforehand."},{"speaker":"Sabrina Jill","startTime":1086.18,"endTime":1091.31,"body":"Nice. Because sometimes I with"},{"speaker":"Sabrina Jill","startTime":1091.31,"endTime":1094.01,"body":"certain children that people"},{"speaker":"Sabrina Jill","startTime":1091.31,"endTime":1094.01,"body":"have asked for them to see my"},{"speaker":"Sabrina Jill","startTime":1094.01,"endTime":1096.56,"body":"face. So sometimes I'll either"},{"speaker":"Sabrina Jill","startTime":1094.01,"endTime":1096.56,"body":"zoom or make a video directly"},{"speaker":"Sabrina Jill","startTime":1096.56,"endTime":1100.67,"body":"for children. Oh, cute. Just"},{"speaker":"Sabrina Jill","startTime":1096.56,"endTime":1100.67,"body":"yeah, well working with I worked"},{"speaker":"Sabrina Jill","startTime":1100.67,"endTime":1103.31,"body":"with Crayola play sand. And we"},{"speaker":"Sabrina Jill","startTime":1100.67,"endTime":1103.31,"body":"had a lot of models come in and"},{"speaker":"Sabrina Jill","startTime":1103.34,"endTime":1106.19,"body":"it was you know, I wanted them"},{"speaker":"Sabrina Jill","startTime":1103.34,"endTime":1106.19,"body":"to know who I was. So I got that"},{"speaker":"Sabrina Jill","startTime":1106.19,"endTime":1110.45,"body":"idea from when I started that."},{"speaker":"Sabrina Jill","startTime":1106.19,"endTime":1110.45,"body":"So yeah, so they just asked the"},{"speaker":"Sabrina Jill","startTime":1110.45,"endTime":1113.6,"body":"book, and then we just usually"},{"speaker":"Sabrina Jill","startTime":1110.45,"endTime":1113.6,"body":"it's via email, we coordinate a"},{"speaker":"Sabrina Jill","startTime":1113.6,"endTime":1116.9,"body":"date, and then go through the"},{"speaker":"Sabrina Jill","startTime":1113.6,"endTime":1116.9,"body":"whole, you know, booking process"},{"speaker":"Annemie Tonken","startTime":1116.0,"endTime":1121.31,"body":"Brilliant, so"},{"speaker":"Annemie Tonken","startTime":1116.0,"endTime":1121.31,"body":"you get to just leapfrogr the"},{"speaker":"Annemie Tonken","startTime":1121.31,"endTime":1126.53,"body":"phone call 95% of the time"},{"speaker":"Annemie Tonken","startTime":1121.31,"endTime":1126.53,"body":"altogether. Awesome. Okay, so"},{"speaker":"Annemie Tonken","startTime":1126.53,"endTime":1129.71,"body":"I'm going to take you off the"},{"speaker":"Annemie Tonken","startTime":1126.53,"endTime":1129.71,"body":"hot seat now and turn over to"},{"speaker":"Annemie Tonken","startTime":1129.71,"endTime":1134.72,"body":"you, Melissa, because I feel"},{"speaker":"Annemie Tonken","startTime":1129.71,"endTime":1134.72,"body":"like your journey to switching"},{"speaker":"Annemie Tonken","startTime":1134.72,"endTime":1139.28,"body":"to video or adding video was"},{"speaker":"Annemie Tonken","startTime":1134.72,"endTime":1139.28,"body":"different. And your process is a"},{"speaker":"Annemie Tonken","startTime":1139.28,"endTime":1142.01,"body":"little different if I'm not"},{"speaker":"Annemie Tonken","startTime":1139.28,"endTime":1142.01,"body":"mistaken. So why don't you walk"},{"speaker":"Annemie Tonken","startTime":1142.01,"endTime":1142.58,"body":"us through that?"},{"speaker":"Melissa Arlena","startTime":1143.75,"endTime":1146.45,"body":"Yeah, so I"},{"speaker":"Melissa Arlena","startTime":1143.75,"endTime":1146.45,"body":"noticed, and I'm sure a lot of"},{"speaker":"Melissa Arlena","startTime":1146.45,"endTime":1149.21,"body":"other people notice this year"},{"speaker":"Melissa Arlena","startTime":1146.45,"endTime":1149.21,"body":"specifically, I was getting"},{"speaker":"Melissa Arlena","startTime":1149.21,"endTime":1151.55,"body":"ghosted, like left and right. I"},{"speaker":"Melissa Arlena","startTime":1149.21,"endTime":1151.55,"body":"couldn't get people on the"},{"speaker":"Melissa Arlena","startTime":1151.55,"endTime":1153.98,"body":"phone, I couldn't get them to"},{"speaker":"Melissa Arlena","startTime":1151.55,"endTime":1153.98,"body":"return an email and I send like"},{"speaker":"Melissa Arlena","startTime":1153.98,"endTime":1157.31,"body":"three follow up emails. So I am"},{"speaker":"Melissa Arlena","startTime":1153.98,"endTime":1157.31,"body":"in their inbox over and over"},{"speaker":"Melissa Arlena","startTime":1157.31,"endTime":1160.1,"body":"again. And up until January of"},{"speaker":"Melissa Arlena","startTime":1157.31,"endTime":1160.1,"body":"this year, that worked. It was"},{"speaker":"Melissa Arlena","startTime":1160.1,"endTime":1162.92,"body":"great. I booked everybody"},{"speaker":"Melissa Arlena","startTime":1160.1,"endTime":1162.92,"body":"through email. And then this"},{"speaker":"Melissa Arlena","startTime":1162.92,"endTime":1165.53,"body":"year, it was like just nothing."},{"speaker":"Melissa Arlena","startTime":1162.92,"endTime":1165.53,"body":"And so I think I'd gone on the"},{"speaker":"Melissa Arlena","startTime":1165.53,"endTime":1167.96,"body":"group and I was looking for"},{"speaker":"Melissa Arlena","startTime":1165.53,"endTime":1167.96,"body":"other people of like, okay, how"},{"speaker":"Melissa Arlena","startTime":1167.96,"endTime":1170.54,"body":"do you guys get people on the"},{"speaker":"Melissa Arlena","startTime":1167.96,"endTime":1170.54,"body":"phone because people are just"},{"speaker":"Melissa Arlena","startTime":1170.54,"endTime":1174.38,"body":"not even responding to that. And"},{"speaker":"Melissa Arlena","startTime":1170.54,"endTime":1174.38,"body":"I came across Sabrina's post,"},{"speaker":"Melissa Arlena","startTime":1175.01,"endTime":1176.87,"body":"and I was like, Why did I miss"},{"speaker":"Melissa Arlena","startTime":1175.01,"endTime":1176.87,"body":"this? And I realized I missed it"},{"speaker":"Melissa Arlena","startTime":1176.87,"endTime":1179.75,"body":"because I was driving to Florida"},{"speaker":"Melissa Arlena","startTime":1176.87,"endTime":1179.75,"body":"last year when she posted right?"},{"speaker":"Melissa Arlena","startTime":1180.23,"endTime":1184.28,"body":"So I watched her video and I was"},{"speaker":"Melissa Arlena","startTime":1180.23,"endTime":1184.28,"body":"like, Alright, let's try this."},{"speaker":"Melissa Arlena","startTime":1184.31,"endTime":1187.46,"body":"And so the next inquiry that"},{"speaker":"Melissa Arlena","startTime":1184.31,"endTime":1187.46,"body":"came in, you know, and I think I"},{"speaker":"Melissa Arlena","startTime":1187.46,"endTime":1189.38,"body":"peppered her with a few"},{"speaker":"Melissa Arlena","startTime":1187.46,"endTime":1189.38,"body":"questions, some of the stuff"},{"speaker":"Melissa Arlena","startTime":1189.38,"endTime":1193.46,"body":"she's talked about here, and I"},{"speaker":"Melissa Arlena","startTime":1189.38,"endTime":1193.46,"body":"recorded the first video and I"},{"speaker":"Melissa Arlena","startTime":1193.46,"endTime":1195.92,"body":"think I did three or four"},{"speaker":"Melissa Arlena","startTime":1193.46,"endTime":1195.92,"body":"because I had plenty of"},{"speaker":"Melissa Arlena","startTime":1195.92,"endTime":1199.34,"body":"inquiries coming in because of"},{"speaker":"Melissa Arlena","startTime":1195.92,"endTime":1199.34,"body":"my SEO stuff. It just I couldn't"},{"speaker":"Melissa Arlena","startTime":1199.34,"endTime":1202.28,"body":"get past that. So I think I"},{"speaker":"Melissa Arlena","startTime":1199.34,"endTime":1202.28,"body":"recorded three or four videos."},{"speaker":"Melissa Arlena","startTime":1202.31,"endTime":1205.91,"body":"And I learned from those three"},{"speaker":"Melissa Arlena","startTime":1202.31,"endTime":1205.91,"body":"or four, I use loom that I"},{"speaker":"Melissa Arlena","startTime":1205.91,"endTime":1209.69,"body":"needed to not spend 10 minutes"},{"speaker":"Melissa Arlena","startTime":1205.91,"endTime":1209.69,"body":"talking, like Sabrina said,"},{"speaker":"Melissa Arlena","startTime":1209.72,"endTime":1213.2,"body":"under five minutes is the magic"},{"speaker":"Melissa Arlena","startTime":1209.72,"endTime":1213.2,"body":"mark. Because loom will tell you"},{"speaker":"Melissa Arlena","startTime":1213.2,"endTime":1218.51,"body":"like at what point they stopped"},{"speaker":"Melissa Arlena","startTime":1213.2,"endTime":1218.51,"body":"watching. Oh, right. Oh, I also"},{"speaker":"Melissa Arlena","startTime":1218.51,"endTime":1221.9,"body":"learned don't put the"},{"speaker":"Melissa Arlena","startTime":1218.51,"endTime":1221.9,"body":"collections link in the email,"},{"speaker":"Melissa Arlena","startTime":1222.08,"endTime":1225.17,"body":"because they will just skip your"},{"speaker":"Melissa Arlena","startTime":1222.08,"endTime":1225.17,"body":"video and just click on that,"},{"speaker":"Melissa Arlena","startTime":1225.17,"endTime":1228.5,"body":"and then still never respond to"},{"speaker":"Melissa Arlena","startTime":1225.17,"endTime":1228.5,"body":"you. So you know, some of these"},{"speaker":"Melissa Arlena","startTime":1228.5,"endTime":1230.87,"body":"little things I learned. But"},{"speaker":"Melissa Arlena","startTime":1228.5,"endTime":1230.87,"body":"once I got it into that, like"},{"speaker":"Melissa Arlena","startTime":1230.87,"endTime":1234.05,"body":"under five minutes, loom lets"},{"speaker":"Melissa Arlena","startTime":1230.87,"endTime":1234.05,"body":"you do like a call to action. So"},{"speaker":"Melissa Arlena","startTime":1234.29,"endTime":1236.78,"body":"unlike where Sabrina will go in"},{"speaker":"Melissa Arlena","startTime":1234.29,"endTime":1236.78,"body":"and change photos, I don't"},{"speaker":"Melissa Arlena","startTime":1236.78,"endTime":1240.2,"body":"change photos, I don't change up"},{"speaker":"Melissa Arlena","startTime":1236.78,"endTime":1240.2,"body":"the sales page. And I do have"},{"speaker":"Melissa Arlena","startTime":1240.5,"endTime":1242.54,"body":"the little button in the corner"},{"speaker":"Melissa Arlena","startTime":1240.5,"endTime":1242.54,"body":"that I tell them. If you want to"},{"speaker":"Melissa Arlena","startTime":1242.54,"endTime":1244.97,"body":"view this page, just click this"},{"speaker":"Melissa Arlena","startTime":1242.54,"endTime":1244.97,"body":"button up here and you can"},{"speaker":"Melissa Arlena","startTime":1244.97,"endTime":1247.7,"body":"review it on your own. And like"},{"speaker":"Melissa Arlena","startTime":1244.97,"endTime":1247.7,"body":"she was saying, I kind of just"},{"speaker":"Melissa Arlena","startTime":1247.73,"endTime":1250.79,"body":"highlight like, this is what it"},{"speaker":"Melissa Arlena","startTime":1247.73,"endTime":1250.79,"body":"is to book. This is what a"},{"speaker":"Melissa Arlena","startTime":1250.79,"endTime":1253.67,"body":"session is like. But one of the"},{"speaker":"Melissa Arlena","startTime":1250.79,"endTime":1253.67,"body":"things I really liked that she"},{"speaker":"Melissa Arlena","startTime":1253.67,"endTime":1256.58,"body":"pointed out is it's a video that"},{"speaker":"Melissa Arlena","startTime":1253.67,"endTime":1256.58,"body":"then the husbands can also"},{"speaker":"Melissa Arlena","startTime":1256.58,"endTime":1260.21,"body":"watch. So if the wife might get"},{"speaker":"Melissa Arlena","startTime":1256.58,"endTime":1260.21,"body":"price, you know, push back on"},{"speaker":"Melissa Arlena","startTime":1260.21,"endTime":1263.03,"body":"pricing, she can show it to him."},{"speaker":"Melissa Arlena","startTime":1260.21,"endTime":1263.03,"body":"And I specifically say like,"},{"speaker":"Melissa Arlena","startTime":1263.12,"endTime":1265.67,"body":"Hey, this session is going to be"},{"speaker":"Melissa Arlena","startTime":1263.12,"endTime":1265.67,"body":"45 minutes for a family session"},{"speaker":"Melissa Arlena","startTime":1265.67,"endTime":1268.1,"body":"because I know dad doesn't want"},{"speaker":"Melissa Arlena","startTime":1265.67,"endTime":1268.1,"body":"to be there any more than 45"},{"speaker":"Melissa Arlena","startTime":1268.1,"endTime":1271.22,"body":"minutes. And then that kind of"},{"speaker":"Melissa Arlena","startTime":1268.1,"endTime":1271.22,"body":"gets him on my side at that"},{"speaker":"Melissa Arlena","startTime":1271.22,"endTime":1273.08,"body":"point. He's like, Oh, she's"},{"speaker":"Melissa Arlena","startTime":1271.22,"endTime":1273.08,"body":"right. I don't want to be there"},{"speaker":"Melissa Arlena","startTime":1273.29,"endTime":1274.58,"body":"for 45 minutes."},{"speaker":"Annemie Tonken","startTime":1275.06,"endTime":1276.95,"body":"I like this"},{"speaker":"Annemie Tonken","startTime":1275.06,"endTime":1276.95,"body":"woman. She's saying all the"},{"speaker":"Annemie Tonken","startTime":1276.95,"endTime":1278.36,"body":"things that I want to hear."},{"speaker":"Annemie Tonken","startTime":1276.95,"endTime":1278.36,"body":"Yeah,"},{"speaker":"Melissa Arlena","startTime":1278.419,"endTime":1281.449,"body":"exactly. And so"},{"speaker":"Melissa Arlena","startTime":1278.419,"endTime":1281.449,"body":"then that way, they have that"},{"speaker":"Melissa Arlena","startTime":1281.449,"endTime":1283.849,"body":"link, they can click on it, they"},{"speaker":"Melissa Arlena","startTime":1281.449,"endTime":1283.849,"body":"can go review everything I'm"},{"speaker":"Melissa Arlena","startTime":1283.849,"endTime":1286.879,"body":"able to talk about with simple"},{"speaker":"Melissa Arlena","startTime":1283.849,"endTime":1286.879,"body":"sales, like, Hey, you guys can"},{"speaker":"Melissa Arlena","startTime":1286.879,"endTime":1290.119,"body":"buy the digital files. I know,"},{"speaker":"Melissa Arlena","startTime":1286.879,"endTime":1290.119,"body":"that's what you want. But I also"},{"speaker":"Melissa Arlena","startTime":1290.149,"endTime":1293.299,"body":"want to give you a gift of print"},{"speaker":"Melissa Arlena","startTime":1290.149,"endTime":1293.299,"body":"credit, that you can have things"},{"speaker":"Melissa Arlena","startTime":1293.299,"endTime":1295.909,"body":"on your walls, and I'm able to"},{"speaker":"Melissa Arlena","startTime":1293.299,"endTime":1295.909,"body":"talk through some of that stuff"},{"speaker":"Melissa Arlena","startTime":1295.909,"endTime":1298.639,"body":"that I don't necessarily talk"},{"speaker":"Melissa Arlena","startTime":1295.909,"endTime":1298.639,"body":"through on the sales page. You"},{"speaker":"Melissa Arlena","startTime":1298.639,"endTime":1301.129,"body":"know, it's talking about like,"},{"speaker":"Melissa Arlena","startTime":1298.639,"endTime":1301.129,"body":"kids have better self esteem"},{"speaker":"Melissa Arlena","startTime":1301.129,"endTime":1303.349,"body":"when there's photos of them and"},{"speaker":"Melissa Arlena","startTime":1301.129,"endTime":1303.349,"body":"their families up in their homes"},{"speaker":"Melissa Arlena","startTime":1303.349,"endTime":1306.289,"body":"and stuff and, and get those"},{"speaker":"Melissa Arlena","startTime":1303.349,"endTime":1306.289,"body":"points across. And so when I"},{"speaker":"Melissa Arlena","startTime":1306.289,"endTime":1309.439,"body":"started doing that, once I got"},{"speaker":"Melissa Arlena","startTime":1306.289,"endTime":1309.439,"body":"past those first three or four"},{"speaker":"Melissa Arlena","startTime":1309.439,"endTime":1313.399,"body":"that were too long, and started"},{"speaker":"Melissa Arlena","startTime":1309.439,"endTime":1313.399,"body":"tightening it up, everyone"},{"speaker":"Melissa Arlena","startTime":1313.399,"endTime":1315.559,"body":"started booking a phone call at"},{"speaker":"Melissa Arlena","startTime":1313.399,"endTime":1315.559,"body":"that point, which was funny"},{"speaker":"Melissa Arlena","startTime":1315.559,"endTime":1318.409,"body":"because I was hoping I'd be able"},{"speaker":"Melissa Arlena","startTime":1315.559,"endTime":1318.409,"body":"to go Sabrina's route, and they"},{"speaker":"Melissa Arlena","startTime":1318.409,"endTime":1321.679,"body":"would just skip straight to"},{"speaker":"Melissa Arlena","startTime":1318.409,"endTime":1321.679,"body":"booking. But I did tell them"},{"speaker":"Melissa Arlena","startTime":1321.679,"endTime":1323.719,"body":"like if you have any more"},{"speaker":"Melissa Arlena","startTime":1321.679,"endTime":1323.719,"body":"questions, I'm happy to jump on"},{"speaker":"Melissa Arlena","startTime":1323.719,"endTime":1326.869,"body":"a phone chat. And suddenly 75%"},{"speaker":"Melissa Arlena","startTime":1323.719,"endTime":1326.869,"body":"of them want to jump on a phone"},{"speaker":"Melissa Arlena","startTime":1326.869,"endTime":1330.109,"body":"chat. And then it's like out of"},{"speaker":"Melissa Arlena","startTime":1326.869,"endTime":1330.109,"body":"those I'm booking almost every"},{"speaker":"Melissa Arlena","startTime":1330.109,"endTime":1332.689,"body":"you know that I'm booking 75%"},{"speaker":"Melissa Arlena","startTime":1330.109,"endTime":1332.689,"body":"that were on the phone chat. So"},{"speaker":"Melissa Arlena","startTime":1332.689,"endTime":1336.169,"body":"I went from like, nobody wants"},{"speaker":"Melissa Arlena","startTime":1332.689,"endTime":1336.169,"body":"to even talk to me anymore"},{"speaker":"Melissa Arlena","startTime":1336.169,"endTime":1338.989,"body":"beyond reaching out and saying I"},{"speaker":"Melissa Arlena","startTime":1336.169,"endTime":1338.989,"body":"love your work. Oh, nevermind."},{"speaker":"Melissa Arlena","startTime":1339.259,"endTime":1342.019,"body":"So okay, now I'm getting them on"},{"speaker":"Melissa Arlena","startTime":1339.259,"endTime":1342.019,"body":"the phone. I'm getting the"},{"speaker":"Melissa Arlena","startTime":1342.019,"endTime":1345.049,"body":"bookings. And it's like, oh,"},{"speaker":"Melissa Arlena","startTime":1342.019,"endTime":1345.049,"body":"okay, now we're getting back to"},{"speaker":"Melissa Arlena","startTime":1345.049,"endTime":1345.409,"body":"normal."},{"speaker":"Annemie Tonken","startTime":1346.65,"endTime":1349.77,"body":"So I love that."},{"speaker":"Annemie Tonken","startTime":1346.65,"endTime":1349.77,"body":"And I love the fact that you had"},{"speaker":"Annemie Tonken","startTime":1349.77,"endTime":1352.77,"body":"something that was working, and"},{"speaker":"Annemie Tonken","startTime":1349.77,"endTime":1352.77,"body":"then you noticed that it wasn't"},{"speaker":"Annemie Tonken","startTime":1352.8,"endTime":1357.54,"body":"working. And then instead of"},{"speaker":"Annemie Tonken","startTime":1352.8,"endTime":1357.54,"body":"like, throwing out the whole"},{"speaker":"Annemie Tonken","startTime":1357.57,"endTime":1361.2,"body":"thing and being like, saying the"},{"speaker":"Annemie Tonken","startTime":1357.57,"endTime":1361.2,"body":"thing that a lot of people say,"},{"speaker":"Annemie Tonken","startTime":1361.2,"endTime":1365.34,"body":"which is I think my pricing is"},{"speaker":"Annemie Tonken","startTime":1361.2,"endTime":1365.34,"body":"too high. You said I think that"},{"speaker":"Annemie Tonken","startTime":1365.37,"endTime":1367.83,"body":"you know there's a breakdown"},{"speaker":"Annemie Tonken","startTime":1365.37,"endTime":1367.83,"body":"here somewhere in the steps,"},{"speaker":"Annemie Tonken","startTime":1367.83,"endTime":1370.2,"body":"what can I do to troubleshoot"},{"speaker":"Annemie Tonken","startTime":1367.83,"endTime":1370.2,"body":"that and then you tested it. I"},{"speaker":"Annemie Tonken","startTime":1370.2,"endTime":1376.11,"body":"mean, I think that that's the"},{"speaker":"Annemie Tonken","startTime":1370.2,"endTime":1376.11,"body":"beauty of being a small business"},{"speaker":"Annemie Tonken","startTime":1376.17,"endTime":1379.26,"body":"entrepreneur is that like we"},{"speaker":"Annemie Tonken","startTime":1376.17,"endTime":1379.26,"body":"have this nimble business that"},{"speaker":"Annemie Tonken","startTime":1379.26,"endTime":1384.39,"body":"we can shake up and like tweak"},{"speaker":"Annemie Tonken","startTime":1379.26,"endTime":1384.39,"body":"all the time as needed. But it's"},{"speaker":"Annemie Tonken","startTime":1384.39,"endTime":1388.41,"body":"so much smarter to make those"},{"speaker":"Annemie Tonken","startTime":1384.39,"endTime":1388.41,"body":"small tweaks rather than like"},{"speaker":"Annemie Tonken","startTime":1388.41,"endTime":1394.08,"body":"the big tweaks. And so what both"},{"speaker":"Annemie Tonken","startTime":1388.41,"endTime":1394.08,"body":"of you are doing that is"},{"speaker":"Annemie Tonken","startTime":1394.26,"endTime":1398.22,"body":"brilliant, is that you are"},{"speaker":"Annemie Tonken","startTime":1394.26,"endTime":1398.22,"body":"essentially taking people,"},{"speaker":"Annemie Tonken","startTime":1398.67,"endTime":1401.52,"body":"you're meeting them where they"},{"speaker":"Annemie Tonken","startTime":1398.67,"endTime":1401.52,"body":"are right. In your case,"},{"speaker":"Annemie Tonken","startTime":1401.55,"endTime":1404.34,"body":"Melissa, you had people who were"},{"speaker":"Annemie Tonken","startTime":1401.55,"endTime":1404.34,"body":"just didn't they didn't want to"},{"speaker":"Annemie Tonken","startTime":1404.34,"endTime":1407.52,"body":"get on the phone. And for us,"},{"speaker":"Annemie Tonken","startTime":1404.34,"endTime":1407.52,"body":"Sabrina, you were meeting your"},{"speaker":"Annemie Tonken","startTime":1407.52,"endTime":1411.36,"body":"own needs, just season of life,"},{"speaker":"Annemie Tonken","startTime":1407.52,"endTime":1411.36,"body":"anxiety, all those things and"},{"speaker":"Annemie Tonken","startTime":1411.36,"endTime":1415.26,"body":"being like I really getting on"},{"speaker":"Annemie Tonken","startTime":1411.36,"endTime":1415.26,"body":"the phone is going to reduce my"},{"speaker":"Annemie Tonken","startTime":1415.26,"endTime":1420.21,"body":"enjoyment of my own business."},{"speaker":"Annemie Tonken","startTime":1415.26,"endTime":1420.21,"body":"Okay, good. Don't do that. But"},{"speaker":"Annemie Tonken","startTime":1420.21,"endTime":1423.72,"body":"you found a way to lead them on"},{"speaker":"Annemie Tonken","startTime":1420.21,"endTime":1423.72,"body":"that same path, which is like,"},{"speaker":"Annemie Tonken","startTime":1424.02,"endTime":1427.41,"body":"okay, great. I'm gonna send you"},{"speaker":"Annemie Tonken","startTime":1424.02,"endTime":1427.41,"body":"this video. Once you see the"},{"speaker":"Annemie Tonken","startTime":1427.41,"endTime":1429.42,"body":"video, then if you want to get"},{"speaker":"Annemie Tonken","startTime":1427.41,"endTime":1429.42,"body":"on the phone, we can get on the"},{"speaker":"Annemie Tonken","startTime":1429.42,"endTime":1431.58,"body":"phone. And once we get on the"},{"speaker":"Annemie Tonken","startTime":1429.42,"endTime":1431.58,"body":"phone, you know, here's the"},{"speaker":"Annemie Tonken","startTime":1431.58,"endTime":1438.0,"body":"booking process. You're still"},{"speaker":"Annemie Tonken","startTime":1431.58,"endTime":1438.0,"body":"answering their questions,"},{"speaker":"Annemie Tonken","startTime":1438.0,"endTime":1444.06,"body":"you're still making it personal,"},{"speaker":"Annemie Tonken","startTime":1438.0,"endTime":1444.06,"body":"showing them your face, giving"},{"speaker":"Annemie Tonken","startTime":1444.06,"endTime":1448.14,"body":"them an opportunity to kind of"},{"speaker":"Annemie Tonken","startTime":1444.06,"endTime":1448.14,"body":"get to know you a little bit."},{"speaker":"Annemie Tonken","startTime":1448.38,"endTime":1452.13,"body":"And for sure you are creating a"},{"speaker":"Annemie Tonken","startTime":1448.38,"endTime":1452.13,"body":"situation that feels different"},{"speaker":"Annemie Tonken","startTime":1452.13,"endTime":1453.78,"body":"from somebody sending you a PDF."},{"speaker":"Melissa Arlena","startTime":1455.54,"endTime":1457.13,"body":"Yeah, that was a"},{"speaker":"Melissa Arlena","startTime":1455.54,"endTime":1457.13,"body":"big thing. I felt like the"},{"speaker":"Melissa Arlena","startTime":1457.13,"endTime":1459.65,"body":"videos at that point. You know,"},{"speaker":"Melissa Arlena","startTime":1457.13,"endTime":1459.65,"body":"we know everybody's sending an"},{"speaker":"Melissa Arlena","startTime":1459.65,"endTime":1462.62,"body":"email out to five different"},{"speaker":"Melissa Arlena","startTime":1459.65,"endTime":1462.62,"body":"photographers. Yeah. And so I"},{"speaker":"Melissa Arlena","startTime":1462.62,"endTime":1465.53,"body":"try to be fast because I usually"},{"speaker":"Melissa Arlena","startTime":1462.62,"endTime":1465.53,"body":"get compliments on that and then"},{"speaker":"Melissa Arlena","startTime":1465.53,"endTime":1468.14,"body":"this differentiates me from"},{"speaker":"Melissa Arlena","startTime":1465.53,"endTime":1468.14,"body":"everybody else because they're"},{"speaker":"Melissa Arlena","startTime":1468.14,"endTime":1470.06,"body":"like, Well, no one else sent me"},{"speaker":"Melissa Arlena","startTime":1468.14,"endTime":1470.06,"body":"a video right?"},{"speaker":"Annemie Tonken","startTime":1470.659,"endTime":1475.759,"body":"Definitely."},{"speaker":"Annemie Tonken","startTime":1470.659,"endTime":1475.759,"body":"That's so good. Okay, so I would"},{"speaker":"Annemie Tonken","startTime":1475.759,"endTime":1481.249,"body":"love to hear other like,"},{"speaker":"Annemie Tonken","startTime":1475.759,"endTime":1481.249,"body":"Melissa, you are both of you"},{"speaker":"Annemie Tonken","startTime":1481.249,"endTime":1485.749,"body":"talked about it being shorter."},{"speaker":"Annemie Tonken","startTime":1481.249,"endTime":1485.749,"body":"What else do you have any tips"},{"speaker":"Annemie Tonken","startTime":1485.749,"endTime":1489.949,"body":"and tricks for people who are"},{"speaker":"Annemie Tonken","startTime":1485.749,"endTime":1489.949,"body":"interested in starting to create"},{"speaker":"Annemie Tonken","startTime":1490.009,"endTime":1493.669,"body":"videos for for potential"},{"speaker":"Annemie Tonken","startTime":1490.009,"endTime":1493.669,"body":"clients?"},{"speaker":"Melissa Arlena","startTime":1495.38,"endTime":1496.61,"body":"Let Sabrina go"},{"speaker":"Melissa Arlena","startTime":1495.38,"endTime":1496.61,"body":"first."},{"speaker":"Sabrina Jill","startTime":1498.14,"endTime":1501.14,"body":"But my biggest tip"},{"speaker":"Sabrina Jill","startTime":1498.14,"endTime":1501.14,"body":"for Pretty much what I said was,"},{"speaker":"Sabrina Jill","startTime":1501.17,"endTime":1505.64,"body":"for me at least, is gearing it"},{"speaker":"Sabrina Jill","startTime":1501.17,"endTime":1505.64,"body":"towards the client for them to"},{"speaker":"Sabrina Jill","startTime":1505.64,"endTime":1508.79,"body":"visit. Like I just like I said,"},{"speaker":"Sabrina Jill","startTime":1505.64,"endTime":1508.79,"body":"I'm a very visual person, that's"},{"speaker":"Sabrina Jill","startTime":1508.79,"endTime":1514.22,"body":"how I learn to tell, I want to"},{"speaker":"Sabrina Jill","startTime":1508.79,"endTime":1514.22,"body":"see myself in the situation. So"},{"speaker":"Sabrina Jill","startTime":1514.22,"endTime":1517.91,"body":"for me, it's just loving the"},{"speaker":"Sabrina Jill","startTime":1514.22,"endTime":1517.91,"body":"client to see themselves in the"},{"speaker":"Sabrina Jill","startTime":1517.91,"endTime":1520.22,"body":"photos. That's why I do like to"},{"speaker":"Sabrina Jill","startTime":1517.91,"endTime":1520.22,"body":"go in, and it is a little bit of"},{"speaker":"Sabrina Jill","startTime":1520.22,"endTime":1524.42,"body":"extra work. But once you get it"},{"speaker":"Sabrina Jill","startTime":1520.22,"endTime":1524.42,"body":"down, I'm assuming just like the"},{"speaker":"Sabrina Jill","startTime":1524.42,"endTime":1528.14,"body":"script, once you get to know the"},{"speaker":"Sabrina Jill","startTime":1524.42,"endTime":1528.14,"body":"script, like on the phone, once"},{"speaker":"Sabrina Jill","startTime":1528.14,"endTime":1530.99,"body":"you get to us to putting the"},{"speaker":"Sabrina Jill","startTime":1528.14,"endTime":1530.99,"body":"photos in real quick on the"},{"speaker":"Sabrina Jill","startTime":1530.99,"endTime":1534.17,"body":"website and whatnot, it really"},{"speaker":"Sabrina Jill","startTime":1530.99,"endTime":1534.17,"body":"helps. And also like the little"},{"speaker":"Sabrina Jill","startTime":1534.17,"endTime":1539.03,"body":"thing like saying, press pause"},{"speaker":"Sabrina Jill","startTime":1534.17,"endTime":1539.03,"body":"here. For me, for any like"},{"speaker":"Sabrina Jill","startTime":1539.03,"endTime":1541.49,"body":"lifestyle photographers doesn't"},{"speaker":"Sabrina Jill","startTime":1539.03,"endTime":1541.49,"body":"have to be documentary, I just"},{"speaker":"Sabrina Jill","startTime":1541.49,"endTime":1545.51,"body":"feel like showing yourself like"},{"speaker":"Sabrina Jill","startTime":1541.49,"endTime":1545.51,"body":"who you are. It's just"},{"speaker":"Sabrina Jill","startTime":1545.54,"endTime":1550.07,"body":"relatable. I know even videos"},{"speaker":"Sabrina Jill","startTime":1545.54,"endTime":1550.07,"body":"take up time. So definitely do"},{"speaker":"Sabrina Jill","startTime":1550.07,"endTime":1554.45,"body":"the shorter time limit. Yeah, I"},{"speaker":"Sabrina Jill","startTime":1550.07,"endTime":1554.45,"body":"would say just finding a way to"},{"speaker":"Sabrina Jill","startTime":1554.45,"endTime":1558.11,"body":"show the client like, their"},{"speaker":"Sabrina Jill","startTime":1554.45,"endTime":1558.11,"body":"importance and that you can see"},{"speaker":"Sabrina Jill","startTime":1558.11,"endTime":1560.33,"body":"them in, they can see themselves"},{"speaker":"Sabrina Jill","startTime":1558.11,"endTime":1560.33,"body":"in the photo."},{"speaker":"Annemie Tonken","startTime":1560.36,"endTime":1563.69,"body":"Yeah. And that"},{"speaker":"Annemie Tonken","startTime":1560.36,"endTime":1563.69,"body":"personalization of the sales"},{"speaker":"Annemie Tonken","startTime":1563.69,"endTime":1566.6,"body":"page thing, I imagine you just"},{"speaker":"Annemie Tonken","startTime":1563.69,"endTime":1566.6,"body":"at this point, have something"},{"speaker":"Annemie Tonken","startTime":1566.6,"endTime":1571.58,"body":"like a folder on your desktop of"},{"speaker":"Annemie Tonken","startTime":1566.6,"endTime":1571.58,"body":"images that it's like if"},{"speaker":"Annemie Tonken","startTime":1571.58,"endTime":1574.88,"body":"somebody's inquiring about a"},{"speaker":"Annemie Tonken","startTime":1571.58,"endTime":1574.88,"body":"newborn session, you have some"},{"speaker":"Annemie Tonken","startTime":1574.88,"endTime":1577.34,"body":"newborn photos that you can"},{"speaker":"Annemie Tonken","startTime":1574.88,"endTime":1577.34,"body":"pepper in, if you've got, you"},{"speaker":"Annemie Tonken","startTime":1577.34,"endTime":1582.41,"body":"know, a same sex couple, like"},{"speaker":"Annemie Tonken","startTime":1577.34,"endTime":1582.41,"body":"you've got those photos to kind"},{"speaker":"Annemie Tonken","startTime":1582.41,"endTime":1586.28,"body":"of show them that, like you're"},{"speaker":"Annemie Tonken","startTime":1582.41,"endTime":1586.28,"body":"used to working with their kind"},{"speaker":"Annemie Tonken","startTime":1586.28,"endTime":1590.93,"body":"of family, whatever that may"},{"speaker":"Annemie Tonken","startTime":1586.28,"endTime":1590.93,"body":"look like. Yeah, I think when"},{"speaker":"Annemie Tonken","startTime":1590.96,"endTime":1596.42,"body":"you have everything in business"},{"speaker":"Annemie Tonken","startTime":1590.96,"endTime":1596.42,"body":"is like a trade off with, you"},{"speaker":"Annemie Tonken","startTime":1596.42,"endTime":1600.23,"body":"know, time and effectiveness and"},{"speaker":"Annemie Tonken","startTime":1596.42,"endTime":1600.23,"body":"all that sort of thing. So when"},{"speaker":"Annemie Tonken","startTime":1600.26,"endTime":1603.08,"body":"you are in a place where you"},{"speaker":"Annemie Tonken","startTime":1600.26,"endTime":1603.08,"body":"have the time to do that, and"},{"speaker":"Annemie Tonken","startTime":1603.08,"endTime":1605.99,"body":"this, as you pointed out does"},{"speaker":"Annemie Tonken","startTime":1603.08,"endTime":1605.99,"body":"not need to take a lot of time."},{"speaker":"Annemie Tonken","startTime":1607.34,"endTime":1610.61,"body":"You can you know, you can really"},{"speaker":"Annemie Tonken","startTime":1607.34,"endTime":1610.61,"body":"make a bigger impact that way."},{"speaker":"Annemie Tonken","startTime":1610.64,"endTime":1614.81,"body":"So personalization, amazing"},{"speaker":"Annemie Tonken","startTime":1610.64,"endTime":1614.81,"body":"keeping it short. Melissa, do"},{"speaker":"Annemie Tonken","startTime":1614.81,"endTime":1615.95,"body":"you have anything to add to"},{"speaker":"Annemie Tonken","startTime":1614.81,"endTime":1615.95,"body":"that?"},{"speaker":"Melissa Arlena","startTime":1616.55,"endTime":1619.7,"body":"I would say with"},{"speaker":"Melissa Arlena","startTime":1616.55,"endTime":1619.7,"body":"the personalization. So I always"},{"speaker":"Melissa Arlena","startTime":1619.73,"endTime":1622.82,"body":"open up the video talking about"},{"speaker":"Melissa Arlena","startTime":1619.73,"endTime":1622.82,"body":"whatever they told me. So if"},{"speaker":"Melissa Arlena","startTime":1622.82,"endTime":1624.56,"body":"they're pregnant,"},{"speaker":"Melissa Arlena","startTime":1622.82,"endTime":1624.56,"body":"congratulations, you're having a"},{"speaker":"Melissa Arlena","startTime":1624.56,"endTime":1628.1,"body":"baby boy. And then along with"},{"speaker":"Melissa Arlena","startTime":1624.56,"endTime":1628.1,"body":"that, even if I'm not"},{"speaker":"Melissa Arlena","startTime":1628.1,"endTime":1630.8,"body":"personalized the sales page, if"},{"speaker":"Melissa Arlena","startTime":1628.1,"endTime":1630.8,"body":"there's a session, like if I get"},{"speaker":"Melissa Arlena","startTime":1630.8,"endTime":1633.26,"body":"somebody who's like we want to"},{"speaker":"Melissa Arlena","startTime":1630.8,"endTime":1633.26,"body":"beach maternity session, I will"},{"speaker":"Melissa Arlena","startTime":1633.26,"endTime":1636.5,"body":"pull up on another tab, a beach"},{"speaker":"Melissa Arlena","startTime":1633.26,"endTime":1636.5,"body":"maternity session, and I will"},{"speaker":"Melissa Arlena","startTime":1636.5,"endTime":1638.78,"body":"tell them, I'm going to send you"},{"speaker":"Melissa Arlena","startTime":1636.5,"endTime":1638.78,"body":"the link to this gallery. So you"},{"speaker":"Melissa Arlena","startTime":1638.78,"endTime":1641.18,"body":"can look through all of the"},{"speaker":"Melissa Arlena","startTime":1638.78,"endTime":1641.18,"body":"images, so you can still"},{"speaker":"Melissa Arlena","startTime":1641.45,"endTime":1644.15,"body":"personalize it towards them. And"},{"speaker":"Melissa Arlena","startTime":1641.45,"endTime":1644.15,"body":"I know some people in the group"},{"speaker":"Melissa Arlena","startTime":1644.15,"endTime":1646.58,"body":"were asking like, well, could I"},{"speaker":"Melissa Arlena","startTime":1644.15,"endTime":1646.58,"body":"just do a general video and I"},{"speaker":"Melissa Arlena","startTime":1646.58,"endTime":1649.1,"body":"think Sabrina and I both have"},{"speaker":"Melissa Arlena","startTime":1646.58,"endTime":1649.1,"body":"learned that, like, you want to"},{"speaker":"Melissa Arlena","startTime":1649.1,"endTime":1652.79,"body":"do a personal one, because then"},{"speaker":"Melissa Arlena","startTime":1649.1,"endTime":1652.79,"body":"that comes across better to them"},{"speaker":"Melissa Arlena","startTime":1652.79,"endTime":1655.22,"body":"that connects with them. They"},{"speaker":"Melissa Arlena","startTime":1652.79,"endTime":1655.22,"body":"know that it's made for them."},{"speaker":"Melissa Arlena","startTime":1655.58,"endTime":1658.58,"body":"And I also liked her tip where"},{"speaker":"Melissa Arlena","startTime":1655.58,"endTime":1658.58,"body":"she said she will put she just"},{"speaker":"Melissa Arlena","startTime":1658.58,"endTime":1661.82,"body":"said it where she'll put in the"},{"speaker":"Melissa Arlena","startTime":1658.58,"endTime":1661.82,"body":"email how long the video is so"},{"speaker":"Melissa Arlena","startTime":1661.82,"endTime":1664.01,"body":"that they know what to expect."},{"speaker":"Melissa Arlena","startTime":1661.82,"endTime":1664.01,"body":"And I was like, Yeah, that's"},{"speaker":"Melissa Arlena","startTime":1664.01,"endTime":1667.28,"body":"right, that one down? Yeah. Like"},{"speaker":"Melissa Arlena","startTime":1664.01,"endTime":1667.28,"body":"I'm gonna steal that one going"},{"speaker":"Melissa Arlena","startTime":1667.28,"endTime":1673.79,"body":"forward. So I think, definitely"},{"speaker":"Melissa Arlena","startTime":1667.28,"endTime":1673.79,"body":"the personalization. The thing"},{"speaker":"Melissa Arlena","startTime":1673.79,"endTime":1677.3,"body":"too, with loom if you don't pay"},{"speaker":"Melissa Arlena","startTime":1673.79,"endTime":1677.3,"body":"for it, they give you like a"},{"speaker":"Melissa Arlena","startTime":1677.3,"endTime":1680.63,"body":"five minute cap. So like I might"},{"speaker":"Melissa Arlena","startTime":1677.3,"endTime":1680.63,"body":"as well use that, you know, that"},{"speaker":"Melissa Arlena","startTime":1680.63,"endTime":1682.67,"body":"stops you right there. You've"},{"speaker":"Melissa Arlena","startTime":1680.63,"endTime":1682.67,"body":"got to figure out how to do it"},{"speaker":"Melissa Arlena","startTime":1682.67,"endTime":1686.39,"body":"in less than five minutes. I"},{"speaker":"Melissa Arlena","startTime":1682.67,"endTime":1686.39,"body":"think those are the big things I"},{"speaker":"Melissa Arlena","startTime":1686.39,"endTime":1690.02,"body":"did. Let's see I did. And then"},{"speaker":"Melissa Arlena","startTime":1686.39,"endTime":1690.02,"body":"like I said, I do the call to"},{"speaker":"Melissa Arlena","startTime":1690.02,"endTime":1693.77,"body":"action. So that that way they"},{"speaker":"Melissa Arlena","startTime":1690.02,"endTime":1693.77,"body":"can go view the page on their"},{"speaker":"Melissa Arlena","startTime":1693.77,"endTime":1698.81,"body":"own. And then yeah, and then"},{"speaker":"Melissa Arlena","startTime":1693.77,"endTime":1698.81,"body":"don't include don't include the"},{"speaker":"Melissa Arlena","startTime":1698.84,"endTime":1702.56,"body":"pricing link on on the page in"},{"speaker":"Melissa Arlena","startTime":1698.84,"endTime":1702.56,"body":"the email. Yeah, yeah, people"},{"speaker":"Melissa Arlena","startTime":1702.56,"endTime":1704.51,"body":"are just going to skip it and go"},{"speaker":"Melissa Arlena","startTime":1702.56,"endTime":1704.51,"body":"straight to that. But you can"},{"speaker":"Melissa Arlena","startTime":1704.51,"endTime":1707.48,"body":"include links to other galleries"},{"speaker":"Melissa Arlena","startTime":1704.51,"endTime":1707.48,"body":"that might be similar to theirs,"},{"speaker":"Melissa Arlena","startTime":1707.48,"endTime":1710.6,"body":"you can talk about it, that kind"},{"speaker":"Melissa Arlena","startTime":1707.48,"endTime":1710.6,"body":"of thing. And then Sabrina also"},{"speaker":"Melissa Arlena","startTime":1710.6,"endTime":1713.6,"body":"she shows product. And so I'll"},{"speaker":"Melissa Arlena","startTime":1710.6,"endTime":1713.6,"body":"make sure to grab a couple"},{"speaker":"Melissa Arlena","startTime":1713.6,"endTime":1717.41,"body":"products and kind of show them"},{"speaker":"Melissa Arlena","startTime":1713.6,"endTime":1717.41,"body":"on screen. And then I think she"},{"speaker":"Melissa Arlena","startTime":1717.41,"endTime":1721.25,"body":"had also at one point, weren't"},{"speaker":"Melissa Arlena","startTime":1717.41,"endTime":1721.25,"body":"you doing? Like a booking bonus?"},{"speaker":"Sabrina Jill","startTime":1721.55,"endTime":1726.02,"body":"Yes. Or like, like"},{"speaker":"Sabrina Jill","startTime":1721.55,"endTime":1726.02,"body":"a photo book. And then they can"},{"speaker":"Sabrina Jill","startTime":1726.02,"endTime":1727.43,"body":"always upgrade using their pre"},{"speaker":"Sabrina Jill","startTime":1726.02,"endTime":1727.43,"body":"credit."},{"speaker":"Melissa Arlena","startTime":1728.0,"endTime":1730.4,"body":"Yeah, and I love"},{"speaker":"Melissa Arlena","startTime":1728.0,"endTime":1730.4,"body":"that idea, too. So sometimes"},{"speaker":"Melissa Arlena","startTime":1730.4,"endTime":1733.34,"body":"I'll throw in like a little"},{"speaker":"Melissa Arlena","startTime":1730.4,"endTime":1733.34,"body":"booking bonus of just like,"},{"speaker":"Melissa Arlena","startTime":1733.46,"endTime":1735.68,"body":"Okay, let's see, can we push"},{"speaker":"Melissa Arlena","startTime":1733.46,"endTime":1735.68,"body":"this needle faster? where maybe"},{"speaker":"Melissa Arlena","startTime":1735.68,"endTime":1737.3,"body":"they're just gonna go ahead and"},{"speaker":"Melissa Arlena","startTime":1735.68,"endTime":1737.3,"body":"book and not get on the phone"},{"speaker":"Melissa Arlena","startTime":1737.3,"endTime":1738.62,"body":"with me. So"},{"speaker":"Annemie Tonken","startTime":1738.62,"endTime":1741.41,"body":"like, do you"},{"speaker":"Annemie Tonken","startTime":1738.62,"endTime":1741.41,"body":"offer that? Is it a time limit?"},{"speaker":"Annemie Tonken","startTime":1741.41,"endTime":1745.58,"body":"Like if you book within the"},{"speaker":"Annemie Tonken","startTime":1741.41,"endTime":1745.58,"body":"next? Yes. 48 or 72 hours or"},{"speaker":"Annemie Tonken","startTime":1745.58,"endTime":1746.42,"body":"something like that?"},{"speaker":"Unknown","startTime":1746.87,"endTime":1749.93,"body":"Yes. And that's helped"},{"speaker":"Unknown","startTime":1746.87,"endTime":1749.93,"body":"me get people to respond faster"},{"speaker":"Annemie Tonken","startTime":1750.56,"endTime":1753.11,"body":"I'm all about"},{"speaker":"Annemie Tonken","startTime":1750.56,"endTime":1753.11,"body":"the carrot, right? Like carrot"},{"speaker":"Annemie Tonken","startTime":1753.11,"endTime":1756.8,"body":"versus stick. I go carrot route"},{"speaker":"Annemie Tonken","startTime":1753.11,"endTime":1756.8,"body":"every time make it better for"},{"speaker":"Annemie Tonken","startTime":1756.8,"endTime":1760.82,"body":"somebody. That's so good. I want"},{"speaker":"Annemie Tonken","startTime":1756.8,"endTime":1760.82,"body":"it. So yeah, sure. And that's a"},{"speaker":"Annemie Tonken","startTime":1760.82,"endTime":1764.6,"body":"nice way for you as the"},{"speaker":"Annemie Tonken","startTime":1760.82,"endTime":1764.6,"body":"photographer to include the"},{"speaker":"Annemie Tonken","startTime":1764.6,"endTime":1768.35,"body":"things that you want to see"},{"speaker":"Annemie Tonken","startTime":1764.6,"endTime":1768.35,"body":"people have in their hands. Now,"},{"speaker":"Annemie Tonken","startTime":1768.35,"endTime":1772.04,"body":"I will just caveat that for the"},{"speaker":"Annemie Tonken","startTime":1768.35,"endTime":1772.04,"body":"general audience that anything"},{"speaker":"Annemie Tonken","startTime":1772.04,"endTime":1776.12,"body":"like that, that you're building"},{"speaker":"Annemie Tonken","startTime":1772.04,"endTime":1776.12,"body":"into, your process has to be"},{"speaker":"Annemie Tonken","startTime":1776.12,"endTime":1778.61,"body":"accounted for when you run your"},{"speaker":"Annemie Tonken","startTime":1776.12,"endTime":1778.61,"body":"numbers and make your prices."},{"speaker":"Annemie Tonken","startTime":1779.99,"endTime":1783.44,"body":"We're not putting ourselves in"},{"speaker":"Annemie Tonken","startTime":1779.99,"endTime":1783.44,"body":"debt to get a to get a client."},{"speaker":"Annemie Tonken","startTime":1783.89,"endTime":1787.49,"body":"Excellent. This is so good. I"},{"speaker":"Annemie Tonken","startTime":1783.89,"endTime":1787.49,"body":"really wanted to come back,"},{"speaker":"Annemie Tonken","startTime":1787.49,"endTime":1790.79,"body":"Melissa, to what you were saying"},{"speaker":"Annemie Tonken","startTime":1787.49,"endTime":1790.79,"body":"to about the fact that like"},{"speaker":"Annemie Tonken","startTime":1792.77,"endTime":1796.88,"body":"automating things is great. We"},{"speaker":"Annemie Tonken","startTime":1792.77,"endTime":1796.88,"body":"all know that I'm all about"},{"speaker":"Annemie Tonken","startTime":1796.88,"endTime":1799.43,"body":"like, let's automate it. Let's"},{"speaker":"Annemie Tonken","startTime":1796.88,"endTime":1799.43,"body":"make it simple. Let's make it"},{"speaker":"Annemie Tonken","startTime":1799.43,"endTime":1804.26,"body":"easy. However, we are not in we"},{"speaker":"Annemie Tonken","startTime":1799.43,"endTime":1804.26,"body":"didn't, you know, the people who"},{"speaker":"Annemie Tonken","startTime":1804.26,"endTime":1808.46,"body":"got into photography as their"},{"speaker":"Annemie Tonken","startTime":1804.26,"endTime":1808.46,"body":"career, we're not looking to"},{"speaker":"Annemie Tonken","startTime":1808.49,"endTime":1812.24,"body":"press a button and have like a"},{"speaker":"Annemie Tonken","startTime":1808.49,"endTime":1812.24,"body":"product pop out at the end. This"},{"speaker":"Annemie Tonken","startTime":1812.24,"endTime":1817.1,"body":"is a, it's an intimate business."},{"speaker":"Annemie Tonken","startTime":1812.24,"endTime":1817.1,"body":"And there are certain parts of"},{"speaker":"Annemie Tonken","startTime":1817.1,"endTime":1822.17,"body":"the workflow that require, I"},{"speaker":"Annemie Tonken","startTime":1817.1,"endTime":1822.17,"body":"believe, the time and attention"},{"speaker":"Annemie Tonken","startTime":1822.47,"endTime":1826.28,"body":"that only we can give them."},{"speaker":"Annemie Tonken","startTime":1822.47,"endTime":1826.28,"body":"Like, that's what makes us and"},{"speaker":"Annemie Tonken","startTime":1826.31,"endTime":1831.5,"body":"booking with us unique. And so."},{"speaker":"Annemie Tonken","startTime":1826.31,"endTime":1831.5,"body":"So I love the fact that you have"},{"speaker":"Annemie Tonken","startTime":1831.5,"endTime":1835.13,"body":"both listened to other people"},{"speaker":"Annemie Tonken","startTime":1831.5,"endTime":1835.13,"body":"talk about creating a generic"},{"speaker":"Annemie Tonken","startTime":1835.22,"endTime":1838.34,"body":"welcome video. And you're both"},{"speaker":"Annemie Tonken","startTime":1835.22,"endTime":1838.34,"body":"like, Nope, that doesn't work."},{"speaker":"Annemie Tonken","startTime":1838.37,"endTime":1841.04,"body":"It's the same reason that I get"},{"speaker":"Annemie Tonken","startTime":1838.37,"endTime":1841.04,"body":"on the phone with everyone,"},{"speaker":"Annemie Tonken","startTime":1841.07,"endTime":1845.63,"body":"because I want to have, even"},{"speaker":"Annemie Tonken","startTime":1841.07,"endTime":1845.63,"body":"though 99% of the conversations"},{"speaker":"Annemie Tonken","startTime":1845.63,"endTime":1849.56,"body":"that I have follow a very"},{"speaker":"Annemie Tonken","startTime":1845.63,"endTime":1849.56,"body":"specific kind of formula. And we"},{"speaker":"Annemie Tonken","startTime":1849.56,"endTime":1851.75,"body":"talk about a lot of the same"},{"speaker":"Annemie Tonken","startTime":1849.56,"endTime":1851.75,"body":"things. And I answer a lot of"},{"speaker":"Annemie Tonken","startTime":1851.75,"endTime":1855.98,"body":"the same questions. Each one of"},{"speaker":"Annemie Tonken","startTime":1851.75,"endTime":1855.98,"body":"those is not only a little bit"},{"speaker":"Annemie Tonken","startTime":1855.98,"endTime":1858.35,"body":"different, because it's a"},{"speaker":"Annemie Tonken","startTime":1855.98,"endTime":1858.35,"body":"different person and a different"},{"speaker":"Annemie Tonken","startTime":1858.35,"endTime":1863.12,"body":"situation. But it also on their"},{"speaker":"Annemie Tonken","startTime":1858.35,"endTime":1863.12,"body":"end, of course, that hopefully"},{"speaker":"Annemie Tonken","startTime":1863.12,"endTime":1866.0,"body":"they haven't had any other"},{"speaker":"Annemie Tonken","startTime":1863.12,"endTime":1866.0,"body":"conversations that are exactly"},{"speaker":"Annemie Tonken","startTime":1866.0,"endTime":1869.27,"body":"like that with other"},{"speaker":"Annemie Tonken","startTime":1866.0,"endTime":1869.27,"body":"photographers. But so it makes"},{"speaker":"Annemie Tonken","startTime":1869.51,"endTime":1874.46,"body":"their experience of me feel"},{"speaker":"Annemie Tonken","startTime":1869.51,"endTime":1874.46,"body":"personal and feel unique. So"},{"speaker":"Annemie Tonken","startTime":1874.49,"endTime":1876.41,"body":"anyway, I'm just really glad"},{"speaker":"Annemie Tonken","startTime":1874.49,"endTime":1876.41,"body":"that you brought that up."},{"speaker":"Annemie Tonken","startTime":1876.41,"endTime":1879.38,"body":"Because I do think it's a really"},{"speaker":"Annemie Tonken","startTime":1876.41,"endTime":1879.38,"body":"important thing as you are"},{"speaker":"Annemie Tonken","startTime":1879.38,"endTime":1882.05,"body":"whether you're using simple"},{"speaker":"Annemie Tonken","startTime":1879.38,"endTime":1882.05,"body":"sales or any other kind of"},{"speaker":"Annemie Tonken","startTime":1882.05,"endTime":1888.68,"body":"system to sell and fulfill your,"},{"speaker":"Annemie Tonken","startTime":1882.05,"endTime":1888.68,"body":"what you're offering. I think"},{"speaker":"Annemie Tonken","startTime":1888.68,"endTime":1892.64,"body":"that you really have to think"},{"speaker":"Annemie Tonken","startTime":1888.68,"endTime":1892.64,"body":"through what can be automated"},{"speaker":"Annemie Tonken","startTime":1892.67,"endTime":1895.67,"body":"and what needs to stay hyper"},{"speaker":"Annemie Tonken","startTime":1892.67,"endTime":1895.67,"body":"personal. And the beautiful"},{"speaker":"Annemie Tonken","startTime":1895.67,"endTime":1899.36,"body":"thing about automation. And like"},{"speaker":"Annemie Tonken","startTime":1895.67,"endTime":1899.36,"body":"scaling down, the time you spend"},{"speaker":"Annemie Tonken","startTime":1899.36,"endTime":1902.3,"body":"on other stuff is that it gives"},{"speaker":"Annemie Tonken","startTime":1899.36,"endTime":1902.3,"body":"you the time to sit down and"},{"speaker":"Annemie Tonken","startTime":1902.3,"endTime":1905.39,"body":"make personal videos for all the"},{"speaker":"Annemie Tonken","startTime":1902.3,"endTime":1905.39,"body":"inquiries that come in or"},{"speaker":"Annemie Tonken","startTime":1905.42,"endTime":1912.02,"body":"whatever. So anyway, well, this"},{"speaker":"Annemie Tonken","startTime":1905.42,"endTime":1912.02,"body":"is just been such a great"},{"speaker":"Annemie Tonken","startTime":1912.14,"endTime":1916.94,"body":"interview. And I'm, I'm a little"},{"speaker":"Annemie Tonken","startTime":1912.14,"endTime":1916.94,"body":"tempted to try this in my own"},{"speaker":"Annemie Tonken","startTime":1916.94,"endTime":1921.86,"body":"business. I'm like, Can I change"},{"speaker":"Annemie Tonken","startTime":1916.94,"endTime":1921.86,"body":"what I'm doing? Only because"},{"speaker":"Annemie Tonken","startTime":1921.86,"endTime":1924.8,"body":"like, I love testing different"},{"speaker":"Annemie Tonken","startTime":1921.86,"endTime":1924.8,"body":"stuff out and you guys make a"},{"speaker":"Annemie Tonken","startTime":1924.8,"endTime":1929.63,"body":"really compelling argument. I do"},{"speaker":"Annemie Tonken","startTime":1924.8,"endTime":1929.63,"body":"think that there is kind of a"},{"speaker":"Annemie Tonken","startTime":1929.63,"endTime":1934.76,"body":"societal shift. Maybe it's just"},{"speaker":"Annemie Tonken","startTime":1929.63,"endTime":1934.76,"body":"like, from the time that cell"},{"speaker":"Annemie Tonken","startTime":1934.76,"endTime":1937.58,"body":"phones and social media and"},{"speaker":"Annemie Tonken","startTime":1934.76,"endTime":1937.58,"body":"smartphones rather and social"},{"speaker":"Annemie Tonken","startTime":1937.58,"endTime":1941.45,"body":"media came online, people are"},{"speaker":"Annemie Tonken","startTime":1937.58,"endTime":1941.45,"body":"getting less and less used to"},{"speaker":"Annemie Tonken","startTime":1941.45,"endTime":1945.68,"body":"having phone calls. So it may"},{"speaker":"Annemie Tonken","startTime":1941.45,"endTime":1945.68,"body":"just be that like, over time,"},{"speaker":"Annemie Tonken","startTime":1945.68,"endTime":1948.89,"body":"this is a really important"},{"speaker":"Annemie Tonken","startTime":1945.68,"endTime":1948.89,"body":"avenue to explore. It might not"},{"speaker":"Annemie Tonken","startTime":1948.89,"endTime":1952.16,"body":"be quite the right time in my"},{"speaker":"Annemie Tonken","startTime":1948.89,"endTime":1952.16,"body":"business. But I know that a lot"},{"speaker":"Annemie Tonken","startTime":1952.16,"endTime":1956.21,"body":"of people listening today will"},{"speaker":"Annemie Tonken","startTime":1952.16,"endTime":1956.21,"body":"have gotten a ton of inspiration"},{"speaker":"Annemie Tonken","startTime":1956.21,"endTime":1961.43,"body":"and value from both of you on"},{"speaker":"Annemie Tonken","startTime":1956.21,"endTime":1961.43,"body":"this. So before we close out,"},{"speaker":"Annemie Tonken","startTime":1961.43,"endTime":1965.18,"body":"Melissa, can you tell everyone"},{"speaker":"Annemie Tonken","startTime":1961.43,"endTime":1965.18,"body":"where they can find you online?"},{"speaker":"Melissa Arlena","startTime":1965.0,"endTime":1969.23,"body":"Oh, yeah, I'm on"},{"speaker":"Melissa Arlena","startTime":1965.0,"endTime":1969.23,"body":"Instagram at Melissa Arlena. You"},{"speaker":"Melissa Arlena","startTime":1969.23,"endTime":1971.18,"body":"can find me"},{"speaker":"Melissa Arlena","startTime":1969.23,"endTime":1971.18,"body":"MelissaArlenaPhotography.com on"},{"speaker":"Melissa Arlena","startTime":1971.18,"endTime":1971.51,"body":"the web."},{"speaker":"Annemie Tonken","startTime":1971.81,"endTime":1973.73,"body":"Awesome. And"},{"speaker":"Annemie Tonken","startTime":1971.81,"endTime":1973.73,"body":"Sabrina? What about you?"},{"speaker":"Unknown","startTime":1974.96,"endTime":1978.95,"body":"Yep, on Instagram. I am"},{"speaker":"Unknown","startTime":1974.96,"endTime":1978.95,"body":"Sabrina Jill Photography. And"},{"speaker":"Unknown","startTime":1978.95,"endTime":1981.53,"body":"then same for website is"},{"speaker":"Unknown","startTime":1978.95,"endTime":1981.53,"body":"SabrinaJillPhotography.com"},{"speaker":"Annemie Tonken","startTime":1982.19,"endTime":1984.71,"body":"Excellent. I"},{"speaker":"Annemie Tonken","startTime":1982.19,"endTime":1984.71,"body":"will link all of that stuff in"},{"speaker":"Annemie Tonken","startTime":1984.71,"endTime":1989.33,"body":"the show notes. Can I can I add"},{"speaker":"Annemie Tonken","startTime":1984.71,"endTime":1989.33,"body":"on to that? That if anybody has"},{"speaker":"Annemie Tonken","startTime":1989.33,"endTime":1992.78,"body":"follow up questions that they"},{"speaker":"Annemie Tonken","startTime":1989.33,"endTime":1992.78,"body":"can ping you in the DMS or all"},{"speaker":"Annemie Tonken","startTime":1992.81,"endTime":1994.64,"body":"that kind of thing? Is that"},{"speaker":"Annemie Tonken","startTime":1992.81,"endTime":1994.64,"body":"okay?"},{"speaker":"Melissa Arlena","startTime":1994.67,"endTime":1996.29,"body":"Sure. Yeah,"},{"speaker":"Melissa Arlena","startTime":1994.67,"endTime":1996.29,"body":"sure."},{"speaker":"Annemie Tonken","startTime":1996.53,"endTime":1999.2,"body":"Good. Well,"},{"speaker":"Annemie Tonken","startTime":1996.53,"endTime":1999.2,"body":"thank you both so much. It is"},{"speaker":"Annemie Tonken","startTime":1999.2,"endTime":2002.62,"body":"such a joy to chat with you and"},{"speaker":"Annemie Tonken","startTime":1999.2,"endTime":2002.62,"body":"again, I really appreciate you"},{"speaker":"Annemie Tonken","startTime":2002.62,"endTime":2008.05,"body":"sharing your knowledge and and"},{"speaker":"Annemie Tonken","startTime":2002.62,"endTime":2008.05,"body":"your creativity with the with"},{"speaker":"Annemie Tonken","startTime":2008.05,"endTime":2012.52,"body":"the audience. Well, that's it"},{"speaker":"Annemie Tonken","startTime":2008.05,"endTime":2012.52,"body":"for this week's episode of This"},{"speaker":"Annemie Tonken","startTime":2012.52,"endTime":2016.33,"body":"can't be that hard. I'll be back"},{"speaker":"Annemie Tonken","startTime":2012.52,"endTime":2016.33,"body":"Same time, same place next week."},{"speaker":"Annemie Tonken","startTime":2016.78,"endTime":2019.51,"body":"In the meantime, you can find"},{"speaker":"Annemie Tonken","startTime":2016.78,"endTime":2019.51,"body":"more information about this"},{"speaker":"Annemie Tonken","startTime":2019.51,"endTime":2022.42,"body":"episode, along with all the"},{"speaker":"Annemie Tonken","startTime":2019.51,"endTime":2022.42,"body":"relevant links, notes and"},{"speaker":"Annemie Tonken","startTime":2022.42,"endTime":2027.31,"body":"downloads at this can't be that"},{"speaker":"Annemie Tonken","startTime":2022.42,"endTime":2027.31,"body":"hard.com/learn If you liked the"},{"speaker":"Annemie Tonken","startTime":2027.31,"endTime":2030.85,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":2027.31,"endTime":2030.85,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":2031.03,"endTime":2034.69,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":2031.03,"endTime":2034.69,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":2034.87,"endTime":2038.38,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":2034.87,"endTime":2038.38,"body":"hope you have a fantastic week."}]}