{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.63,"endTime":4.32,"body":"Okay, I know I"},{"speaker":"Annemie Tonken","startTime":0.63,"endTime":4.32,"body":"always say that I am so excited"},{"speaker":"Annemie Tonken","startTime":4.32,"endTime":8.01,"body":"to introduce today's guest to"},{"speaker":"Annemie Tonken","startTime":4.32,"endTime":8.01,"body":"you. But guys, I am really"},{"speaker":"Annemie Tonken","startTime":8.01,"endTime":11.52,"body":"excited to share today's"},{"speaker":"Annemie Tonken","startTime":8.01,"endTime":11.52,"body":"conversation with you. Hannah"},{"speaker":"Annemie Tonken","startTime":11.52,"endTime":15.18,"body":"Smith is a maternity and family"},{"speaker":"Annemie Tonken","startTime":11.52,"endTime":15.18,"body":"photographer based in"},{"speaker":"Annemie Tonken","startTime":15.18,"endTime":19.05,"body":"Cincinnati, Ohio, and she has"},{"speaker":"Annemie Tonken","startTime":15.18,"endTime":19.05,"body":"been a student of mine for a"},{"speaker":"Annemie Tonken","startTime":19.05,"endTime":23.49,"body":"couple of years. During that"},{"speaker":"Annemie Tonken","startTime":19.05,"endTime":23.49,"body":"time, I have watched her grow"},{"speaker":"Annemie Tonken","startTime":23.52,"endTime":28.86,"body":"what was essentially a brand new"},{"speaker":"Annemie Tonken","startTime":23.52,"endTime":28.86,"body":"business into a thriving machine"},{"speaker":"Annemie Tonken","startTime":28.89,"endTime":32.04,"body":"like she is doing all sorts of"},{"speaker":"Annemie Tonken","startTime":28.89,"endTime":32.04,"body":"amazing things with her"},{"speaker":"Annemie Tonken","startTime":32.04,"endTime":36.0,"body":"business. And she's doing them"},{"speaker":"Annemie Tonken","startTime":32.04,"endTime":36.0,"body":"all so well. She had posted in"},{"speaker":"Annemie Tonken","startTime":36.0,"endTime":41.28,"body":"one of our groups last fall,"},{"speaker":"Annemie Tonken","startTime":36.0,"endTime":41.28,"body":"that she had officially brought"},{"speaker":"Annemie Tonken","startTime":41.28,"endTime":45.75,"body":"in enough members to cover all"},{"speaker":"Annemie Tonken","startTime":41.28,"endTime":45.75,"body":"of her expenses each month. And"},{"speaker":"Annemie Tonken","startTime":45.75,"endTime":49.56,"body":"what's crazy about Hannah's"},{"speaker":"Annemie Tonken","startTime":45.75,"endTime":49.56,"body":"business is that it is"},{"speaker":"Annemie Tonken","startTime":49.59,"endTime":53.13,"body":"officially part time, she still"},{"speaker":"Annemie Tonken","startTime":49.59,"endTime":53.13,"body":"works a full time job as a"},{"speaker":"Annemie Tonken","startTime":53.13,"endTime":57.0,"body":"mental health therapist. So this"},{"speaker":"Annemie Tonken","startTime":53.13,"endTime":57.0,"body":"is a woman who is a wife, a"},{"speaker":"Annemie Tonken","startTime":57.0,"endTime":61.62,"body":"mother has a full time job, and"},{"speaker":"Annemie Tonken","startTime":57.0,"endTime":61.62,"body":"now has this part time job that"},{"speaker":"Annemie Tonken","startTime":61.65,"endTime":65.37,"body":"is really adding very"},{"speaker":"Annemie Tonken","startTime":61.65,"endTime":65.37,"body":"significant income to her"},{"speaker":"Annemie Tonken","startTime":65.37,"endTime":69.96,"body":"family. So of course, I was"},{"speaker":"Annemie Tonken","startTime":65.37,"endTime":69.96,"body":"like, Do you mind coming on the"},{"speaker":"Annemie Tonken","startTime":69.96,"endTime":74.19,"body":"show and sharing your story and"},{"speaker":"Annemie Tonken","startTime":69.96,"endTime":74.19,"body":"a little bit of you know, what"},{"speaker":"Annemie Tonken","startTime":74.19,"endTime":77.4,"body":"you think is working. And so"},{"speaker":"Annemie Tonken","startTime":74.19,"endTime":77.4,"body":"that's what she's here to do"},{"speaker":"Annemie Tonken","startTime":77.4,"endTime":81.87,"body":"today. It's just, it's an"},{"speaker":"Annemie Tonken","startTime":77.4,"endTime":81.87,"body":"interview where I am trying to"},{"speaker":"Annemie Tonken","startTime":81.87,"endTime":84.84,"body":"hand over the microphone more"},{"speaker":"Annemie Tonken","startTime":81.87,"endTime":84.84,"body":"than maybe I sometimes do. I"},{"speaker":"Annemie Tonken","startTime":84.84,"endTime":88.71,"body":"know I do a lot of talking on"},{"speaker":"Annemie Tonken","startTime":84.84,"endTime":88.71,"body":"here. But asking her to share"},{"speaker":"Annemie Tonken","startTime":88.74,"endTime":92.67,"body":"her journey and how she has put"},{"speaker":"Annemie Tonken","startTime":88.74,"endTime":92.67,"body":"all of these different puzzle"},{"speaker":"Annemie Tonken","startTime":92.67,"endTime":96.42,"body":"pieces together in a way that"},{"speaker":"Annemie Tonken","startTime":92.67,"endTime":96.42,"body":"has clicked. I know we can all"},{"speaker":"Annemie Tonken","startTime":96.42,"endTime":100.26,"body":"use a little inspiration. She's"},{"speaker":"Annemie Tonken","startTime":96.42,"endTime":100.26,"body":"giving really good actionable"},{"speaker":"Annemie Tonken","startTime":100.26,"endTime":104.7,"body":"practical advice. And I think"},{"speaker":"Annemie Tonken","startTime":100.26,"endTime":104.7,"body":"that this can be really"},{"speaker":"Annemie Tonken","startTime":104.7,"endTime":108.27,"body":"motivating whether you are at"},{"speaker":"Annemie Tonken","startTime":104.7,"endTime":108.27,"body":"the beginning of your journey,"},{"speaker":"Annemie Tonken","startTime":108.45,"endTime":112.77,"body":"or whether you are looking to"},{"speaker":"Annemie Tonken","startTime":108.45,"endTime":112.77,"body":"decide whether you're willing to"},{"speaker":"Annemie Tonken","startTime":112.77,"endTime":115.35,"body":"stick it out, I think Hannah's"},{"speaker":"Annemie Tonken","startTime":112.77,"endTime":115.35,"body":"story is going to resonate with"},{"speaker":"Annemie Tonken","startTime":115.35,"endTime":119.82,"body":"you. So without further ado, I"},{"speaker":"Annemie Tonken","startTime":115.35,"endTime":119.82,"body":"will cue the music and introduce"},{"speaker":"Annemie Tonken","startTime":119.82,"endTime":124.86,"body":"Hannah. Welcome to this can't be"},{"speaker":"Annemie Tonken","startTime":119.82,"endTime":124.86,"body":"that hard. My name is Annemie"},{"speaker":"Annemie Tonken","startTime":124.86,"endTime":128.28,"body":"Tonken. And I help photographers"},{"speaker":"Annemie Tonken","startTime":124.86,"endTime":128.28,"body":"run profitable, sustainable"},{"speaker":"Annemie Tonken","startTime":128.28,"endTime":132.45,"body":"businesses that they love. Each"},{"speaker":"Annemie Tonken","startTime":128.28,"endTime":132.45,"body":"week on the podcast, I cover"},{"speaker":"Annemie Tonken","startTime":132.45,"endTime":136.2,"body":"simple, actionable strategies"},{"speaker":"Annemie Tonken","startTime":132.45,"endTime":136.2,"body":"and systems that photographers"},{"speaker":"Annemie Tonken","startTime":136.2,"endTime":139.98,"body":"at every level of experience can"},{"speaker":"Annemie Tonken","startTime":136.2,"endTime":139.98,"body":"use to earn more money in a more"},{"speaker":"Annemie Tonken","startTime":139.98,"endTime":143.7,"body":"sustainable way. Running a"},{"speaker":"Annemie Tonken","startTime":139.98,"endTime":143.7,"body":"photography business doesn't"},{"speaker":"Annemie Tonken","startTime":143.7,"endTime":147.45,"body":"have to be that hard. You can do"},{"speaker":"Annemie Tonken","startTime":143.7,"endTime":147.45,"body":"it. And I can show you how."},{"speaker":"Annemie Tonken","startTime":151.86,"endTime":154.83,"body":"Hannah, it is wonderful to have"},{"speaker":"Annemie Tonken","startTime":151.86,"endTime":154.83,"body":"you on the show. Welcome to this"},{"speaker":"Annemie Tonken","startTime":154.83,"endTime":156.6,"body":"can't be that hard. How are you"},{"speaker":"Annemie Tonken","startTime":154.83,"endTime":156.6,"body":"today?"},{"speaker":"Hannah Smith","startTime":156.989,"endTime":158.969,"body":"I'm good. Thank"},{"speaker":"Hannah Smith","startTime":156.989,"endTime":158.969,"body":"you so much for having me. I'm"},{"speaker":"Hannah Smith","startTime":158.969,"endTime":160.019,"body":"so excited to be here."},{"speaker":"Annemie Tonken","startTime":160.05,"endTime":164.01,"body":"I always find it"},{"speaker":"Annemie Tonken","startTime":160.05,"endTime":164.01,"body":"fun to connect in a more face to"},{"speaker":"Annemie Tonken","startTime":164.01,"endTime":168.42,"body":"face way with people who I've"},{"speaker":"Annemie Tonken","startTime":164.01,"endTime":168.42,"body":"always seen as a still photo, or"},{"speaker":"Annemie Tonken","startTime":168.42,"endTime":171.84,"body":"like maybe little clips of"},{"speaker":"Annemie Tonken","startTime":168.42,"endTime":171.84,"body":"videos on their Instagram it is."},{"speaker":"Annemie Tonken","startTime":172.38,"endTime":175.92,"body":"It's like it rounds out a"},{"speaker":"Annemie Tonken","startTime":172.38,"endTime":175.92,"body":"person's humanity or something"},{"speaker":"Annemie Tonken","startTime":175.92,"endTime":179.16,"body":"like obviously, I know that"},{"speaker":"Annemie Tonken","startTime":175.92,"endTime":179.16,"body":"you're a human but we have been"},{"speaker":"Annemie Tonken","startTime":179.19,"endTime":182.1,"body":"Instagram friends. And you know"},{"speaker":"Annemie Tonken","startTime":179.19,"endTime":182.1,"body":"you've been a student for a long"},{"speaker":"Annemie Tonken","startTime":182.1,"endTime":185.01,"body":"time, like I've known who you"},{"speaker":"Annemie Tonken","startTime":182.1,"endTime":185.01,"body":"were. And now to actually have a"},{"speaker":"Annemie Tonken","startTime":185.01,"endTime":187.38,"body":"conversation with you is really"},{"speaker":"Annemie Tonken","startTime":185.01,"endTime":187.38,"body":"exciting. So I'm glad you're on"},{"speaker":"Annemie Tonken","startTime":187.38,"endTime":188.01,"body":"the show."},{"speaker":"Hannah Smith","startTime":188.07,"endTime":189.9,"body":"It goes both ways."},{"speaker":"Hannah Smith","startTime":188.07,"endTime":189.9,"body":"Because obviously I hear your"},{"speaker":"Hannah Smith","startTime":189.9,"endTime":192.42,"body":"voice on the podcast all the"},{"speaker":"Hannah Smith","startTime":189.9,"endTime":192.42,"body":"time and your videos, but like"},{"speaker":"Hannah Smith","startTime":192.42,"endTime":194.85,"body":"actually face to face"},{"speaker":"Hannah Smith","startTime":192.42,"endTime":194.85,"body":"interaction feels a little"},{"speaker":"Hannah Smith","startTime":194.85,"endTime":197.52,"body":"different. It's exciting to"},{"speaker":"Hannah Smith","startTime":194.85,"endTime":197.52,"body":"actually put a human with."},{"speaker":"Annemie Tonken","startTime":197.79,"endTime":202.11,"body":"Yeah, yep, yep,"},{"speaker":"Annemie Tonken","startTime":197.79,"endTime":202.11,"body":"exactly. Well, good. And I am"},{"speaker":"Annemie Tonken","startTime":202.11,"endTime":205.74,"body":"just thrilled to be chatting"},{"speaker":"Annemie Tonken","startTime":202.11,"endTime":205.74,"body":"with you today I feel like you"},{"speaker":"Annemie Tonken","startTime":205.74,"endTime":210.27,"body":"are one of those photographers"},{"speaker":"Annemie Tonken","startTime":205.74,"endTime":210.27,"body":"that I want to put out in the"},{"speaker":"Annemie Tonken","startTime":210.27,"endTime":215.25,"body":"limelight because you are doing"},{"speaker":"Annemie Tonken","startTime":210.27,"endTime":215.25,"body":"so many things so well and"},{"speaker":"Annemie Tonken","startTime":215.25,"endTime":218.43,"body":"things are falling into place"},{"speaker":"Annemie Tonken","startTime":215.25,"endTime":218.43,"body":"for you and as they should be"},{"speaker":"Annemie Tonken","startTime":218.43,"endTime":223.32,"body":"like your work is beautiful your"},{"speaker":"Annemie Tonken","startTime":218.43,"endTime":223.32,"body":"i i ended up going pretty deep"},{"speaker":"Annemie Tonken","startTime":223.35,"endTime":225.78,"body":"on your website over the last"},{"speaker":"Annemie Tonken","startTime":223.35,"endTime":225.78,"body":"couple of days as I was"},{"speaker":"Annemie Tonken","startTime":225.78,"endTime":229.11,"body":"preparing for our conversation."},{"speaker":"Annemie Tonken","startTime":225.78,"endTime":229.11,"body":"And I just feel like all of your"},{"speaker":"Annemie Tonken","startTime":229.11,"endTime":232.35,"body":"copy is really lovely. Like it"},{"speaker":"Annemie Tonken","startTime":229.11,"endTime":232.35,"body":"is such a well put together"},{"speaker":"Annemie Tonken","startTime":232.35,"endTime":235.83,"body":"business and you have the"},{"speaker":"Annemie Tonken","startTime":232.35,"endTime":235.83,"body":"results to show for it. So I do"},{"speaker":"Annemie Tonken","startTime":235.83,"endTime":238.98,"body":"a lot of preaching around here"},{"speaker":"Annemie Tonken","startTime":235.83,"endTime":238.98,"body":"and I'm just excited to kind of"},{"speaker":"Annemie Tonken","startTime":239.01,"endTime":242.37,"body":"have you come on and share"},{"speaker":"Annemie Tonken","startTime":239.01,"endTime":242.37,"body":"what's been working for you and"},{"speaker":"Annemie Tonken","startTime":242.79,"endTime":247.53,"body":"what's on your horizon next so"},{"speaker":"Annemie Tonken","startTime":242.79,"endTime":247.53,"body":"so I'm going to just let you"},{"speaker":"Annemie Tonken","startTime":247.53,"endTime":250.17,"body":"kind of dive in and introduce"},{"speaker":"Annemie Tonken","startTime":247.53,"endTime":250.17,"body":"yourself and tell us a little"},{"speaker":"Annemie Tonken","startTime":250.17,"endTime":252.33,"body":"bit about your backstory as a"},{"speaker":"Annemie Tonken","startTime":250.17,"endTime":252.33,"body":"photographer."},{"speaker":"Hannah Smith","startTime":252.45,"endTime":254.43,"body":"For sure. Well,"},{"speaker":"Hannah Smith","startTime":252.45,"endTime":254.43,"body":"thanks first of all for all the"},{"speaker":"Hannah Smith","startTime":254.43,"endTime":257.97,"body":"kind words that means so much"},{"speaker":"Hannah Smith","startTime":254.43,"endTime":257.97,"body":"from you. So I am a mental"},{"speaker":"Hannah Smith","startTime":257.97,"endTime":260.91,"body":"health therapist by trade I"},{"speaker":"Hannah Smith","startTime":257.97,"endTime":260.91,"body":"started in the Child and Family"},{"speaker":"Hannah Smith","startTime":260.91,"endTime":265.26,"body":"Therapy realm over 10 years ago"},{"speaker":"Hannah Smith","startTime":260.91,"endTime":265.26,"body":"and have been practicing and"},{"speaker":"Hannah Smith","startTime":265.26,"endTime":268.47,"body":"then still am I've moved into"},{"speaker":"Hannah Smith","startTime":265.26,"endTime":268.47,"body":"not quite work now but my"},{"speaker":"Hannah Smith","startTime":268.47,"endTime":272.31,"body":"background is that mental health"},{"speaker":"Hannah Smith","startTime":268.47,"endTime":272.31,"body":"trauma focused really like the"},{"speaker":"Hannah Smith","startTime":272.31,"endTime":277.74,"body":"holistic person focus. But in"},{"speaker":"Hannah Smith","startTime":272.31,"endTime":277.74,"body":"2018 I had a baby and for I know"},{"speaker":"Hannah Smith","startTime":277.74,"endTime":281.07,"body":"for many photographers that is"},{"speaker":"Hannah Smith","startTime":277.74,"endTime":281.07,"body":"the catalyst to really wanting"},{"speaker":"Hannah Smith","startTime":281.07,"endTime":285.18,"body":"to dive into their work so"},{"speaker":"Hannah Smith","startTime":281.07,"endTime":285.18,"body":"bought a $200 camera on eBay was"},{"speaker":"Hannah Smith","startTime":285.18,"endTime":287.25,"body":"like I don't want to invest too"},{"speaker":"Hannah Smith","startTime":285.18,"endTime":287.25,"body":"much on this because it's could"},{"speaker":"Hannah Smith","startTime":287.25,"endTime":290.4,"body":"be scary, but quickly became"},{"speaker":"Hannah Smith","startTime":287.25,"endTime":290.4,"body":"apparent that that was gonna be"},{"speaker":"Hannah Smith","startTime":290.4,"endTime":294.45,"body":"something much bigger and our"},{"speaker":"Hannah Smith","startTime":290.4,"endTime":294.45,"body":"family and early 2020 started an"},{"speaker":"Hannah Smith","startTime":294.45,"endTime":297.54,"body":"official business I operated in"},{"speaker":"Hannah Smith","startTime":294.45,"endTime":297.54,"body":"a shooting burn way for about a"},{"speaker":"Hannah Smith","startTime":297.54,"endTime":303.72,"body":"year. Charging maybe $250 a"},{"speaker":"Hannah Smith","startTime":297.54,"endTime":303.72,"body":"session $300 If I felt spacey"},{"speaker":"Hannah Smith","startTime":303.93,"endTime":307.65,"body":"right, like, yeah, and then"},{"speaker":"Hannah Smith","startTime":303.93,"endTime":307.65,"body":"moved on to early 2021,"},{"speaker":"Hannah Smith","startTime":307.65,"endTime":310.2,"body":"realizing that wasn't the right"},{"speaker":"Hannah Smith","startTime":307.65,"endTime":310.2,"body":"fit for me. So that's about 18"},{"speaker":"Hannah Smith","startTime":310.2,"endTime":314.46,"body":"months ago, started the simple"},{"speaker":"Hannah Smith","startTime":310.2,"endTime":314.46,"body":"sales blueprint and quickly"},{"speaker":"Hannah Smith","startTime":314.46,"endTime":318.72,"body":"converted into a profitable"},{"speaker":"Hannah Smith","startTime":314.46,"endTime":318.72,"body":"business model. In the last 18"},{"speaker":"Hannah Smith","startTime":318.72,"endTime":322.56,"body":"months, I've just been wild of"},{"speaker":"Hannah Smith","startTime":318.72,"endTime":322.56,"body":"enormous growth, but also an"},{"speaker":"Hannah Smith","startTime":322.56,"endTime":325.5,"body":"enormous amount of work. I"},{"speaker":"Hannah Smith","startTime":322.56,"endTime":325.5,"body":"started my membership form late"},{"speaker":"Hannah Smith","startTime":325.5,"endTime":328.5,"body":"last November, I just went"},{"speaker":"Hannah Smith","startTime":325.5,"endTime":328.5,"body":"through my second membership"},{"speaker":"Hannah Smith","startTime":328.5,"endTime":331.71,"body":"cycle here in this about a month"},{"speaker":"Hannah Smith","startTime":328.5,"endTime":331.71,"body":"ago, and really just feel like"},{"speaker":"Hannah Smith","startTime":331.71,"endTime":333.9,"body":"I'm at the point where I'm like,"},{"speaker":"Hannah Smith","startTime":331.71,"endTime":333.9,"body":"Oh, my gosh, I can't believe it."},{"speaker":"Hannah Smith","startTime":333.93,"endTime":337.11,"body":"Actually, all the things that if"},{"speaker":"Hannah Smith","startTime":333.93,"endTime":337.11,"body":"that you talk about and you"},{"speaker":"Hannah Smith","startTime":337.11,"endTime":339.03,"body":"know, running businesses,"},{"speaker":"Hannah Smith","startTime":337.11,"endTime":339.03,"body":"marketing, all these things can"},{"speaker":"Hannah Smith","startTime":339.03,"endTime":342.15,"body":"really pay off when you do them"},{"speaker":"Hannah Smith","startTime":339.03,"endTime":342.15,"body":"over. So it's been an exciting"},{"speaker":"Hannah Smith","startTime":342.36,"endTime":345.24,"body":"18 months really to see that"},{"speaker":"Hannah Smith","startTime":342.36,"endTime":345.24,"body":"growth, and also planning for"},{"speaker":"Hannah Smith","startTime":345.24,"endTime":346.02,"body":"2023."},{"speaker":"Annemie Tonken","startTime":346.26,"endTime":350.01,"body":"Wow, that is"},{"speaker":"Annemie Tonken","startTime":346.26,"endTime":350.01,"body":"it's an amazingly fast"},{"speaker":"Annemie Tonken","startTime":350.07,"endTime":352.92,"body":"trajectory. And I you know, one"},{"speaker":"Annemie Tonken","startTime":350.07,"endTime":352.92,"body":"of the things that as an"},{"speaker":"Annemie Tonken","startTime":352.92,"endTime":357.75,"body":"educator, I find tricky is"},{"speaker":"Annemie Tonken","startTime":352.92,"endTime":357.75,"body":"sometimes walking that line"},{"speaker":"Annemie Tonken","startTime":357.75,"endTime":360.9,"body":"between obviously I want to"},{"speaker":"Annemie Tonken","startTime":357.75,"endTime":360.9,"body":"showcase stories that are"},{"speaker":"Annemie Tonken","startTime":360.93,"endTime":363.45,"body":"inspiring, and all that sort of"},{"speaker":"Annemie Tonken","startTime":360.93,"endTime":363.45,"body":"thing. But I also want to keep"},{"speaker":"Annemie Tonken","startTime":363.45,"endTime":367.47,"body":"it real for people. And I will"},{"speaker":"Annemie Tonken","startTime":363.45,"endTime":367.47,"body":"be really honest, you're that"},{"speaker":"Annemie Tonken","startTime":367.47,"endTime":370.47,"body":"speed, we're talking. So you and"},{"speaker":"Annemie Tonken","startTime":367.47,"endTime":370.47,"body":"I are having a conversation in"},{"speaker":"Annemie Tonken","startTime":370.47,"endTime":374.73,"body":"December of 2022. And you"},{"speaker":"Annemie Tonken","startTime":370.47,"endTime":374.73,"body":"basically are talking about a"},{"speaker":"Annemie Tonken","startTime":374.73,"endTime":379.62,"body":"business that is just coming"},{"speaker":"Annemie Tonken","startTime":374.73,"endTime":379.62,"body":"into its third year, right 2020"},{"speaker":"Annemie Tonken","startTime":379.68,"endTime":383.58,"body":"coming into its fourth year, and"},{"speaker":"Annemie Tonken","startTime":379.68,"endTime":383.58,"body":"really that you didn't start"},{"speaker":"Annemie Tonken","startTime":383.61,"endTime":388.08,"body":"charging profitable rates until"},{"speaker":"Annemie Tonken","startTime":383.61,"endTime":388.08,"body":"coming up on two years ago, I"},{"speaker":"Annemie Tonken","startTime":388.08,"endTime":393.3,"body":"would love to hear if you are"},{"speaker":"Annemie Tonken","startTime":388.08,"endTime":393.3,"body":"willing what that price jump"},{"speaker":"Annemie Tonken","startTime":393.3,"endTime":395.82,"body":"looked like for you at the"},{"speaker":"Annemie Tonken","startTime":393.3,"endTime":395.82,"body":"beginning of 2021."},{"speaker":"Hannah Smith","startTime":396.12,"endTime":398.16,"body":"It was an"},{"speaker":"Hannah Smith","startTime":396.12,"endTime":398.16,"body":"emotional time, right? Because I"},{"speaker":"Hannah Smith","startTime":398.16,"endTime":402.12,"body":"think for many of us, we have"},{"speaker":"Hannah Smith","startTime":398.16,"endTime":402.12,"body":"ideas about what a solopreneur"},{"speaker":"Hannah Smith","startTime":402.12,"endTime":405.78,"body":"can charge what you know, my"},{"speaker":"Hannah Smith","startTime":402.12,"endTime":405.78,"body":"value is money is highly tied"},{"speaker":"Hannah Smith","startTime":405.78,"endTime":408.93,"body":"into our own psychology, our own"},{"speaker":"Hannah Smith","startTime":405.78,"endTime":408.93,"body":"bringing right so I had a lot of"},{"speaker":"Hannah Smith","startTime":408.96,"endTime":412.47,"body":"internal work to do there when I"},{"speaker":"Hannah Smith","startTime":408.96,"endTime":412.47,"body":"realized that I would be it was"},{"speaker":"Hannah Smith","startTime":412.47,"endTime":416.73,"body":"about a 300% price job. Yeah."},{"speaker":"Hannah Smith","startTime":412.47,"endTime":416.73,"body":"Which is huge, right? And even"},{"speaker":"Hannah Smith","startTime":416.73,"endTime":419.73,"body":"what that meant for me is how"},{"speaker":"Hannah Smith","startTime":416.73,"endTime":419.73,"body":"much do I value my own work? How"},{"speaker":"Hannah Smith","startTime":419.73,"endTime":423.06,"body":"much do I value my own time?"},{"speaker":"Hannah Smith","startTime":419.73,"endTime":423.06,"body":"What are my mindsets around"},{"speaker":"Hannah Smith","startTime":423.06,"endTime":425.97,"body":"money, and that was the main"},{"speaker":"Hannah Smith","startTime":423.06,"endTime":425.97,"body":"work, I'll be honest, changing"},{"speaker":"Hannah Smith","startTime":425.97,"endTime":427.83,"body":"the pricing on my website,"},{"speaker":"Hannah Smith","startTime":425.97,"endTime":427.83,"body":"changing the marketing"},{"speaker":"Hannah Smith","startTime":427.83,"endTime":431.73,"body":"materials? Yes, it took time."},{"speaker":"Hannah Smith","startTime":427.83,"endTime":431.73,"body":"But really what the like, the"},{"speaker":"Hannah Smith","startTime":431.73,"endTime":433.92,"body":"thing that was the most"},{"speaker":"Hannah Smith","startTime":431.73,"endTime":433.92,"body":"challenging about it was the"},{"speaker":"Hannah Smith","startTime":433.92,"endTime":436.8,"body":"internal work of how do I stand"},{"speaker":"Hannah Smith","startTime":433.92,"endTime":436.8,"body":"behind these prices? And feel"},{"speaker":"Hannah Smith","startTime":436.8,"endTime":439.32,"body":"confident in them? And how do I"},{"speaker":"Hannah Smith","startTime":436.8,"endTime":439.32,"body":"stand behind them, even when I"},{"speaker":"Hannah Smith","startTime":439.32,"endTime":441.78,"body":"don't feel confident in them?"},{"speaker":"Hannah Smith","startTime":439.32,"endTime":441.78,"body":"Because I do think a big part of"},{"speaker":"Hannah Smith","startTime":441.78,"endTime":444.54,"body":"it at the beginning was I don't"},{"speaker":"Hannah Smith","startTime":441.78,"endTime":444.54,"body":"know if this is right. But I"},{"speaker":"Hannah Smith","startTime":444.54,"endTime":448.14,"body":"know that charging not what was"},{"speaker":"Hannah Smith","startTime":444.54,"endTime":448.14,"body":"gonna make enough money wasn't"},{"speaker":"Hannah Smith","startTime":448.14,"endTime":450.78,"body":"right anymore, right. So I at"},{"speaker":"Hannah Smith","startTime":448.14,"endTime":450.78,"body":"the beginning had a lot of"},{"speaker":"Hannah Smith","startTime":450.78,"endTime":454.77,"body":"anxiety, a lot of fear. And"},{"speaker":"Hannah Smith","startTime":450.78,"endTime":454.77,"body":"there was I had a strong network"},{"speaker":"Hannah Smith","startTime":454.77,"endTime":457.47,"body":"of support and other"},{"speaker":"Hannah Smith","startTime":454.77,"endTime":457.47,"body":"photographers and my family that"},{"speaker":"Hannah Smith","startTime":457.47,"endTime":459.63,"body":"I was able to go to with those"},{"speaker":"Hannah Smith","startTime":457.47,"endTime":459.63,"body":"things. So I think that was a"},{"speaker":"Hannah Smith","startTime":459.63,"endTime":463.02,"body":"lot of the work I was able to"},{"speaker":"Hannah Smith","startTime":459.63,"endTime":463.02,"body":"do. So I was able to almost fake"},{"speaker":"Hannah Smith","startTime":463.02,"endTime":466.56,"body":"it till you make it to my"},{"speaker":"Hannah Smith","startTime":463.02,"endTime":466.56,"body":"clients to prospective clients"},{"speaker":"Hannah Smith","startTime":466.59,"endTime":468.51,"body":"who want it didn't feel that"},{"speaker":"Hannah Smith","startTime":466.59,"endTime":468.51,"body":"way. On the inside."},{"speaker":"Annemie Tonken","startTime":468.54,"endTime":472.05,"body":"Yeah, yeah,"},{"speaker":"Annemie Tonken","startTime":468.54,"endTime":472.05,"body":"yeah. Do you do initial phone"},{"speaker":"Annemie Tonken","startTime":472.05,"endTime":473.22,"body":"calls with your clients?"},{"speaker":"Hannah Smith","startTime":473.25,"endTime":475.2,"body":"Oh, you're not"},{"speaker":"Hannah Smith","startTime":473.25,"endTime":475.2,"body":"gonna like this answer. I do not"},{"speaker":"Hannah Smith","startTime":475.26,"endTime":478.68,"body":"that is off. But it's really"},{"speaker":"Hannah Smith","startTime":475.26,"endTime":478.68,"body":"because I'm still a full time"},{"speaker":"Hannah Smith","startTime":478.71,"endTime":483.12,"body":"mental health clinician. This is"},{"speaker":"Hannah Smith","startTime":478.71,"endTime":483.12,"body":"a part time as far as time so"},{"speaker":"Hannah Smith","startTime":483.15,"endTime":486.96,"body":"fitting in calls in the"},{"speaker":"Hannah Smith","startTime":483.15,"endTime":486.96,"body":"evenings. I'm okay with a lower"},{"speaker":"Hannah Smith","startTime":486.99,"endTime":489.87,"body":"conversion rate for now, if it's"},{"speaker":"Hannah Smith","startTime":486.99,"endTime":489.87,"body":"something that I can take some"},{"speaker":"Hannah Smith","startTime":489.87,"endTime":490.65,"body":"things off my plate."},{"speaker":"Annemie Tonken","startTime":490.71,"endTime":493.23,"body":"Yeah, no, I"},{"speaker":"Annemie Tonken","startTime":490.71,"endTime":493.23,"body":"think that that is absolutely"},{"speaker":"Annemie Tonken","startTime":493.23,"endTime":496.23,"body":"fair and asking that question"},{"speaker":"Annemie Tonken","startTime":493.23,"endTime":496.23,"body":"not because I want to hear my"},{"speaker":"Annemie Tonken","startTime":496.23,"endTime":501.15,"body":"own answer. Back to me, I do"},{"speaker":"Annemie Tonken","startTime":496.23,"endTime":501.15,"body":"like to hear again, when someone"},{"speaker":"Annemie Tonken","startTime":501.15,"endTime":504.63,"body":"is getting the results that they"},{"speaker":"Annemie Tonken","startTime":501.15,"endTime":504.63,"body":"want. I want to hear how you're"},{"speaker":"Annemie Tonken","startTime":504.63,"endTime":508.02,"body":"doing it. And and as you know, I"},{"speaker":"Annemie Tonken","startTime":504.63,"endTime":508.02,"body":"mean, I've talked to a few"},{"speaker":"Annemie Tonken","startTime":508.02,"endTime":510.27,"body":"people on the podcast recently"},{"speaker":"Annemie Tonken","startTime":508.02,"endTime":510.27,"body":"who very specifically have"},{"speaker":"Annemie Tonken","startTime":510.27,"endTime":514.41,"body":"chosen to handle that"},{"speaker":"Annemie Tonken","startTime":510.27,"endTime":514.41,"body":"differently. So do you do that"},{"speaker":"Annemie Tonken","startTime":514.41,"endTime":516.75,"body":"entirely over email? Do you make"},{"speaker":"Annemie Tonken","startTime":514.41,"endTime":516.75,"body":"videos,"},{"speaker":"Hannah Smith","startTime":516.78,"endTime":520.44,"body":"so I do not make"},{"speaker":"Hannah Smith","startTime":516.78,"endTime":520.44,"body":"videos, what I do is a"},{"speaker":"Hannah Smith","startTime":520.44,"endTime":524.13,"body":"personalized, highly"},{"speaker":"Hannah Smith","startTime":520.44,"endTime":524.13,"body":"personalized design email. So I"},{"speaker":"Hannah Smith","startTime":524.13,"endTime":526.65,"body":"actually use float as for"},{"speaker":"Hannah Smith","startTime":524.13,"endTime":526.65,"body":"responding to inquiries without"},{"speaker":"Hannah Smith","startTime":526.65,"endTime":528.75,"body":"adding them to my email"},{"speaker":"Hannah Smith","startTime":526.65,"endTime":528.75,"body":"newsletters, and that's"},{"speaker":"Hannah Smith","startTime":528.75,"endTime":532.83,"body":"something they've opted into. So"},{"speaker":"Hannah Smith","startTime":528.75,"endTime":532.83,"body":"they are able to it's, you know,"},{"speaker":"Hannah Smith","startTime":532.89,"endTime":535.71,"body":"almost looks more like a web"},{"speaker":"Hannah Smith","startTime":532.89,"endTime":535.71,"body":"page, but has their name and"},{"speaker":"Hannah Smith","startTime":535.71,"endTime":538.44,"body":"their family story that they've"},{"speaker":"Hannah Smith","startTime":535.71,"endTime":538.44,"body":"told me in their inquiry. And I"},{"speaker":"Hannah Smith","startTime":538.44,"endTime":541.86,"body":"do think that my conversion rate"},{"speaker":"Hannah Smith","startTime":538.44,"endTime":541.86,"body":"is lower than it would be if I"},{"speaker":"Hannah Smith","startTime":541.86,"endTime":544.86,"body":"did videos and things like that."},{"speaker":"Hannah Smith","startTime":541.86,"endTime":544.86,"body":"But that's kind of a calculated"},{"speaker":"Hannah Smith","startTime":544.86,"endTime":548.13,"body":"choice I've made for this point."},{"speaker":"Hannah Smith","startTime":544.86,"endTime":548.13,"body":"Because my calendar has been"},{"speaker":"Hannah Smith","startTime":548.13,"endTime":552.0,"body":"filled primarily with membership"},{"speaker":"Hannah Smith","startTime":548.13,"endTime":552.0,"body":"clients. So one thing you said"},{"speaker":"Hannah Smith","startTime":552.0,"endTime":554.31,"body":"in an earlier podcast that I"},{"speaker":"Hannah Smith","startTime":552.0,"endTime":554.31,"body":"loved was this idea that when"},{"speaker":"Hannah Smith","startTime":554.31,"endTime":557.64,"body":"you want to launch membership,"},{"speaker":"Hannah Smith","startTime":554.31,"endTime":557.64,"body":"you felt like you weren't as"},{"speaker":"Hannah Smith","startTime":557.64,"endTime":559.95,"body":"anxious going into this inquiry"},{"speaker":"Hannah Smith","startTime":557.64,"endTime":559.95,"body":"calls because you already had a"},{"speaker":"Hannah Smith","startTime":559.95,"endTime":563.13,"body":"solid foundation of income every"},{"speaker":"Hannah Smith","startTime":559.95,"endTime":563.13,"body":"month. Yeah. And I think that's"},{"speaker":"Hannah Smith","startTime":563.13,"endTime":565.98,"body":"the point I'm kind of at now is"},{"speaker":"Hannah Smith","startTime":563.13,"endTime":565.98,"body":"I'm looking to fill fewer spots"},{"speaker":"Hannah Smith","startTime":565.98,"endTime":570.06,"body":"in my schedule, so I'm okay with"},{"speaker":"Hannah Smith","startTime":565.98,"endTime":570.06,"body":"more nose, because I have fewer"},{"speaker":"Hannah Smith","startTime":570.06,"endTime":571.23,"body":"spots, spots to fill."},{"speaker":"Annemie Tonken","startTime":571.35,"endTime":574.17,"body":"I love that."},{"speaker":"Annemie Tonken","startTime":571.35,"endTime":574.17,"body":"Yeah. And the fact of the matter"},{"speaker":"Annemie Tonken","startTime":574.17,"endTime":578.01,"body":"is when you are it's the whole"},{"speaker":"Annemie Tonken","startTime":574.17,"endTime":578.01,"body":"you have to know the rules"},{"speaker":"Annemie Tonken","startTime":578.01,"endTime":583.56,"body":"before you break the rules. I am"},{"speaker":"Annemie Tonken","startTime":578.01,"endTime":583.56,"body":"again 100% in support of someone"},{"speaker":"Annemie Tonken","startTime":583.59,"endTime":586.92,"body":"taking my system and tweaking it"},{"speaker":"Annemie Tonken","startTime":583.59,"endTime":586.92,"body":"to make it work for them"},{"speaker":"Annemie Tonken","startTime":587.01,"endTime":590.97,"body":"assuming that they are"},{"speaker":"Annemie Tonken","startTime":587.01,"endTime":590.97,"body":"substituting something with full"},{"speaker":"Annemie Tonken","startTime":590.97,"endTime":594.51,"body":"knowledge of like, this is why"},{"speaker":"Annemie Tonken","startTime":590.97,"endTime":594.51,"body":"I'm making this choice rather"},{"speaker":"Annemie Tonken","startTime":594.51,"endTime":597.99,"body":"than I'm making this choice"},{"speaker":"Annemie Tonken","startTime":594.51,"endTime":597.99,"body":"based on fear. I think the one"},{"speaker":"Annemie Tonken","startTime":597.99,"endTime":600.12,"body":"thing that I hear from people is"},{"speaker":"Annemie Tonken","startTime":597.99,"endTime":600.12,"body":"I don't want to get on the I'm"},{"speaker":"Annemie Tonken","startTime":600.12,"endTime":602.94,"body":"because I'm, you know, I'm"},{"speaker":"Annemie Tonken","startTime":600.12,"endTime":602.94,"body":"worried about it. And I think"},{"speaker":"Annemie Tonken","startTime":602.94,"endTime":605.94,"body":"I'm gonna mess it up. If that's"},{"speaker":"Annemie Tonken","startTime":602.94,"endTime":605.94,"body":"the only reason, then I think"},{"speaker":"Annemie Tonken","startTime":605.97,"endTime":608.85,"body":"it's worth visiting that and"},{"speaker":"Annemie Tonken","startTime":605.97,"endTime":608.85,"body":"sort of sitting with that and"},{"speaker":"Annemie Tonken","startTime":608.85,"endTime":611.64,"body":"figuring out like, well, how can"},{"speaker":"Annemie Tonken","startTime":608.85,"endTime":611.64,"body":"you potentially move past that"},{"speaker":"Annemie Tonken","startTime":611.67,"endTime":614.76,"body":"so that you can reap the"},{"speaker":"Annemie Tonken","startTime":611.67,"endTime":614.76,"body":"benefits of that phone call. But"},{"speaker":"Annemie Tonken","startTime":614.76,"endTime":617.28,"body":"if the phone call isn't working"},{"speaker":"Annemie Tonken","startTime":614.76,"endTime":617.28,"body":"because of your schedule, or if"},{"speaker":"Annemie Tonken","startTime":617.28,"endTime":620.88,"body":"the phone call isn't working,"},{"speaker":"Annemie Tonken","startTime":617.28,"endTime":620.88,"body":"because you are actually not"},{"speaker":"Annemie Tonken","startTime":620.88,"endTime":623.37,"body":"trying to book that many"},{"speaker":"Annemie Tonken","startTime":620.88,"endTime":623.37,"body":"clients, you only have a few"},{"speaker":"Annemie Tonken","startTime":623.37,"endTime":627.45,"body":"spots, then great, like, do what"},{"speaker":"Annemie Tonken","startTime":623.37,"endTime":627.45,"body":"works well for you. So no, I"},{"speaker":"Annemie Tonken","startTime":627.72,"endTime":629.58,"body":"appreciate your candor there for"},{"speaker":"Annemie Tonken","startTime":627.72,"endTime":629.58,"body":"sure."},{"speaker":"Hannah Smith","startTime":629.61,"endTime":631.38,"body":"Yeah, I really"},{"speaker":"Hannah Smith","startTime":629.61,"endTime":631.38,"body":"love it. Because I do think it"},{"speaker":"Hannah Smith","startTime":631.38,"endTime":633.42,"body":"really comes back to what I said"},{"speaker":"Hannah Smith","startTime":631.38,"endTime":633.42,"body":"earlier about the challenges"},{"speaker":"Hannah Smith","startTime":633.42,"endTime":635.76,"body":"with pricing, right, the"},{"speaker":"Hannah Smith","startTime":633.42,"endTime":635.76,"body":"internal work. So if it's, if"},{"speaker":"Hannah Smith","startTime":635.76,"endTime":637.95,"body":"it's the internal work with a"},{"speaker":"Hannah Smith","startTime":635.76,"endTime":637.95,"body":"phone call, right, like that's,"},{"speaker":"Hannah Smith","startTime":637.98,"endTime":640.92,"body":"I will say, if I were to make a"},{"speaker":"Hannah Smith","startTime":637.98,"endTime":640.92,"body":"leap to full time in the next"},{"speaker":"Hannah Smith","startTime":640.92,"endTime":643.59,"body":"two years, the phone call would"},{"speaker":"Hannah Smith","startTime":640.92,"endTime":643.59,"body":"be immediately edited about"},{"speaker":"Hannah Smith","startTime":643.59,"endTime":646.08,"body":"workflow, because the spots I"},{"speaker":"Hannah Smith","startTime":643.59,"endTime":646.08,"body":"would have would double and I"},{"speaker":"Hannah Smith","startTime":646.08,"endTime":648.15,"body":"would really need to rely on"},{"speaker":"Hannah Smith","startTime":646.08,"endTime":648.15,"body":"that income in a new way."},{"speaker":"Annemie Tonken","startTime":648.18,"endTime":651.45,"body":"Right? Right."},{"speaker":"Annemie Tonken","startTime":648.18,"endTime":651.45,"body":"And just, this is sort of out of"},{"speaker":"Annemie Tonken","startTime":651.84,"endTime":655.92,"body":"the line of questioning, but"},{"speaker":"Annemie Tonken","startTime":651.84,"endTime":655.92,"body":"just out of curiosity is going"},{"speaker":"Annemie Tonken","startTime":655.92,"endTime":658.8,"body":"full time with photography,"},{"speaker":"Annemie Tonken","startTime":655.92,"endTime":658.8,"body":"something that you are aiming"},{"speaker":"Annemie Tonken","startTime":658.8,"endTime":662.37,"body":"for, or do you like that"},{"speaker":"Annemie Tonken","startTime":658.8,"endTime":662.37,"body":"combination of you're gonna put"},{"speaker":"Annemie Tonken","startTime":662.37,"endTime":665.97,"body":"air quotes around real job, and"},{"speaker":"Annemie Tonken","startTime":662.37,"endTime":665.97,"body":"your photography,"},{"speaker":"Hannah Smith","startTime":666.12,"endTime":669.51,"body":"now there's no"},{"speaker":"Hannah Smith","startTime":666.12,"endTime":669.51,"body":"plan to go full time I've really"},{"speaker":"Hannah Smith","startTime":669.51,"endTime":672.15,"body":"I get a lot of fulfillment out"},{"speaker":"Hannah Smith","startTime":669.51,"endTime":672.15,"body":"of my career, I spent a lot of"},{"speaker":"Hannah Smith","startTime":672.15,"endTime":675.63,"body":"time developing it, not to say"},{"speaker":"Hannah Smith","startTime":672.15,"endTime":675.63,"body":"that I would not get fulfillment"},{"speaker":"Hannah Smith","startTime":675.66,"endTime":679.26,"body":"out of photography. However,"},{"speaker":"Hannah Smith","startTime":675.66,"endTime":679.26,"body":"it's just really not the right"},{"speaker":"Hannah Smith","startTime":679.26,"endTime":681.81,"body":"fit for my family right now to"},{"speaker":"Hannah Smith","startTime":679.26,"endTime":681.81,"body":"go full time when they met. That"},{"speaker":"Hannah Smith","startTime":681.81,"endTime":684.12,"body":"means for me, though, is"},{"speaker":"Hannah Smith","startTime":681.81,"endTime":684.12,"body":"realistic boundaries around what"},{"speaker":"Hannah Smith","startTime":684.12,"endTime":687.87,"body":"I can and cannot do. Which is"},{"speaker":"Hannah Smith","startTime":684.12,"endTime":687.87,"body":"why I've made some decisions for"},{"speaker":"Hannah Smith","startTime":687.87,"endTime":692.7,"body":"2023 to outsource. I've brought"},{"speaker":"Hannah Smith","startTime":687.87,"endTime":692.7,"body":"on a virtual assistant and hired"},{"speaker":"Hannah Smith","startTime":692.7,"endTime":695.79,"body":"a bookkeeper before I kind of"},{"speaker":"Hannah Smith","startTime":692.7,"endTime":695.79,"body":"operate it also in a limited"},{"speaker":"Hannah Smith","startTime":695.79,"endTime":699.9,"body":"mindset, I think for myself up,"},{"speaker":"Hannah Smith","startTime":695.79,"endTime":699.9,"body":"why spend money, why I can do"},{"speaker":"Hannah Smith","startTime":699.9,"endTime":703.89,"body":"these things myself. 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For me, I don't"},{"speaker":"Annemie Tonken","startTime":724.92,"endTime":729.87,"body":"necessarily have big growth"},{"speaker":"Annemie Tonken","startTime":724.92,"endTime":729.87,"body":"goals, I have big shifts in the"},{"speaker":"Annemie Tonken","startTime":729.87,"endTime":734.37,"body":"boundaries, goals. And in many"},{"speaker":"Annemie Tonken","startTime":729.87,"endTime":734.37,"body":"ways, I would rather you know,"},{"speaker":"Annemie Tonken","startTime":734.43,"endTime":739.71,"body":"it's like making time to, or"},{"speaker":"Annemie Tonken","startTime":734.43,"endTime":739.71,"body":"rather making money in order to"},{"speaker":"Annemie Tonken","startTime":739.71,"endTime":744.93,"body":"make time. And that's a it's a"},{"speaker":"Annemie Tonken","startTime":739.71,"endTime":744.93,"body":"tricky balance. I always think"},{"speaker":"Annemie Tonken","startTime":744.93,"endTime":748.56,"body":"about learning to ride a bike,"},{"speaker":"Annemie Tonken","startTime":744.93,"endTime":748.56,"body":"and I feel like businesses,"},{"speaker":"Annemie Tonken","startTime":748.77,"endTime":751.38,"body":"especially at the beginning,"},{"speaker":"Annemie Tonken","startTime":748.77,"endTime":751.38,"body":"it's always that matter of like"},{"speaker":"Annemie Tonken","startTime":751.38,"endTime":754.86,"body":"you overcompensate to one side"},{"speaker":"Annemie Tonken","startTime":751.38,"endTime":754.86,"body":"or the other, and you have to"},{"speaker":"Annemie Tonken","startTime":754.86,"endTime":758.1,"body":"find that balance, and it takes"},{"speaker":"Annemie Tonken","startTime":754.86,"endTime":758.1,"body":"time. And that doesn't mean that"},{"speaker":"Annemie Tonken","startTime":758.1,"endTime":760.32,"body":"five years, 10 years down the"},{"speaker":"Annemie Tonken","startTime":758.1,"endTime":760.32,"body":"road, you won't find yourself"},{"speaker":"Annemie Tonken","startTime":760.32,"endTime":763.38,"body":"like you know, falling over a"},{"speaker":"Annemie Tonken","startTime":760.32,"endTime":763.38,"body":"little bit. But just knowing"},{"speaker":"Annemie Tonken","startTime":763.38,"endTime":767.52,"body":"that it's okay to kind of wobble"},{"speaker":"Annemie Tonken","startTime":763.38,"endTime":767.52,"body":"a little bit until you find"},{"speaker":"Annemie Tonken","startTime":767.52,"endTime":771.99,"body":"your, your good balance is, is"},{"speaker":"Annemie Tonken","startTime":767.52,"endTime":771.99,"body":"kind of part of the long"},{"speaker":"Annemie Tonken","startTime":772.2,"endTime":774.18,"body":"mindset, long game mindset."},{"speaker":"Hannah Smith","startTime":774.209,"endTime":776.849,"body":"I really liked"},{"speaker":"Hannah Smith","startTime":774.209,"endTime":776.849,"body":"that. I think, for myself, I've"},{"speaker":"Hannah Smith","startTime":776.879,"endTime":779.129,"body":"made a lot of changes, and some"},{"speaker":"Hannah Smith","startTime":776.879,"endTime":779.129,"body":"of them have gone back to the"},{"speaker":"Hannah Smith","startTime":779.129,"endTime":781.499,"body":"way I used to do things or"},{"speaker":"Hannah Smith","startTime":779.129,"endTime":781.499,"body":"cheating, you know, and just"},{"speaker":"Hannah Smith","startTime":781.499,"endTime":783.929,"body":"really use a kind of going back"},{"speaker":"Hannah Smith","startTime":781.499,"endTime":783.929,"body":"and forth to find that right"},{"speaker":"Hannah Smith","startTime":783.929,"endTime":786.599,"body":"balance for me, you know, trying"},{"speaker":"Hannah Smith","startTime":783.929,"endTime":786.599,"body":"something new, you're not gonna"},{"speaker":"Hannah Smith","startTime":786.599,"endTime":788.999,"body":"know if it's the right or wrong"},{"speaker":"Hannah Smith","startTime":786.599,"endTime":788.999,"body":"decision until you've tried it."},{"speaker":"Hannah Smith","startTime":788.999,"endTime":792.119,"body":"So not being afraid to leap into"},{"speaker":"Hannah Smith","startTime":788.999,"endTime":792.119,"body":"that new space. Yeah,"},{"speaker":"Annemie Tonken","startTime":792.18,"endTime":795.75,"body":"totally. So you"},{"speaker":"Annemie Tonken","startTime":792.18,"endTime":795.75,"body":"started out with simple sales,"},{"speaker":"Annemie Tonken","startTime":795.75,"endTime":798.48,"body":"and then you added the"},{"speaker":"Annemie Tonken","startTime":795.75,"endTime":798.48,"body":"membership, it sounds like a"},{"speaker":"Annemie Tonken","startTime":798.48,"endTime":799.89,"body":"little bit less than a year"},{"speaker":"Annemie Tonken","startTime":798.48,"endTime":799.89,"body":"later."},{"speaker":"Hannah Smith","startTime":800.31,"endTime":803.16,"body":"Yeah, so I had"},{"speaker":"Hannah Smith","startTime":800.31,"endTime":803.16,"body":"done simple sales starting in"},{"speaker":"Hannah Smith","startTime":803.16,"endTime":807.36,"body":"like February of 2021. I did"},{"speaker":"Hannah Smith","startTime":803.16,"endTime":807.36,"body":"with that, I will say I launched"},{"speaker":"Hannah Smith","startTime":807.39,"endTime":811.5,"body":"a lower simple sales package"},{"speaker":"Hannah Smith","startTime":807.39,"endTime":811.5,"body":"option for returning clients and"},{"speaker":"Hannah Smith","startTime":811.5,"endTime":816.0,"body":"sort of a hope to take along in"},{"speaker":"Hannah Smith","startTime":811.5,"endTime":816.0,"body":"2020, I think I had photograph"},{"speaker":"Hannah Smith","startTime":816.0,"endTime":820.59,"body":"66 or something like that. Which"},{"speaker":"Hannah Smith","startTime":816.0,"endTime":820.59,"body":"was good, right, except for the"},{"speaker":"Hannah Smith","startTime":820.59,"endTime":823.5,"body":"fact that they had paid rates"},{"speaker":"Hannah Smith","startTime":820.59,"endTime":823.5,"body":"that were not sustainable. So my"},{"speaker":"Hannah Smith","startTime":823.5,"endTime":827.28,"body":"hope was to take along four to"},{"speaker":"Hannah Smith","startTime":823.5,"endTime":827.28,"body":"five of them. And that's about"},{"speaker":"Hannah Smith","startTime":827.28,"endTime":830.88,"body":"where I ended up. So out of that"},{"speaker":"Hannah Smith","startTime":827.28,"endTime":830.88,"body":"large pool, I ended up taking on"},{"speaker":"Hannah Smith","startTime":831.24,"endTime":833.94,"body":"a very small number, but I"},{"speaker":"Hannah Smith","startTime":831.24,"endTime":833.94,"body":"offered them a lower price of"},{"speaker":"Hannah Smith","startTime":833.97,"endTime":836.04,"body":"thank you so much for your"},{"speaker":"Hannah Smith","startTime":833.97,"endTime":836.04,"body":"support, come along with me on"},{"speaker":"Hannah Smith","startTime":836.04,"endTime":838.47,"body":"this new journey. And my goal"},{"speaker":"Hannah Smith","startTime":836.04,"endTime":838.47,"body":"was to get them to that"},{"speaker":"Hannah Smith","startTime":838.5,"endTime":841.32,"body":"membership finish line in"},{"speaker":"Hannah Smith","startTime":838.5,"endTime":841.32,"body":"November, where they would"},{"speaker":"Hannah Smith","startTime":841.32,"endTime":843.9,"body":"always be locked into that lower"},{"speaker":"Hannah Smith","startTime":841.32,"endTime":843.9,"body":"rate, if I could get them to see"},{"speaker":"Hannah Smith","startTime":843.9,"endTime":846.33,"body":"the new value, I knew that we"},{"speaker":"Hannah Smith","startTime":843.9,"endTime":846.33,"body":"could get to that new line. And"},{"speaker":"Hannah Smith","startTime":846.33,"endTime":848.85,"body":"that's really where it ended up."},{"speaker":"Hannah Smith","startTime":846.33,"endTime":848.85,"body":"I had a handful come along with"},{"speaker":"Hannah Smith","startTime":848.85,"endTime":851.34,"body":"me there. And the rest it was"},{"speaker":"Hannah Smith","startTime":848.85,"endTime":851.34,"body":"sort of a blessing release, like"},{"speaker":"Hannah Smith","startTime":851.34,"endTime":853.5,"body":"I'm happy that they're doing"},{"speaker":"Hannah Smith","startTime":851.34,"endTime":853.5,"body":"well. And I would say still stay"},{"speaker":"Hannah Smith","startTime":853.5,"endTime":855.42,"body":"in contact, but they just"},{"speaker":"Hannah Smith","startTime":853.5,"endTime":855.42,"body":"weren't the right fit for my new"},{"speaker":"Hannah Smith","startTime":855.42,"endTime":856.23,"body":"business model."},{"speaker":"Annemie Tonken","startTime":856.41,"endTime":859.05,"body":"I would love to"},{"speaker":"Annemie Tonken","startTime":856.41,"endTime":859.05,"body":"hear you talk a little bit more"},{"speaker":"Annemie Tonken","startTime":859.05,"endTime":862.05,"body":"about that. Because I think that"},{"speaker":"Annemie Tonken","startTime":859.05,"endTime":862.05,"body":"that's a big pain point for a"},{"speaker":"Annemie Tonken","startTime":862.05,"endTime":866.01,"body":"lot of people is that blessing"},{"speaker":"Annemie Tonken","startTime":862.05,"endTime":866.01,"body":"really is like letting clients"},{"speaker":"Annemie Tonken","startTime":866.01,"endTime":869.61,"body":"that you enjoyed working with"},{"speaker":"Annemie Tonken","startTime":866.01,"endTime":869.61,"body":"that were great, whatever. And"},{"speaker":"Annemie Tonken","startTime":869.64,"endTime":873.33,"body":"even if I say this all the time,"},{"speaker":"Annemie Tonken","startTime":869.64,"endTime":873.33,"body":"and it's been a while since I"},{"speaker":"Annemie Tonken","startTime":873.36,"endTime":877.41,"body":"talked specifically about price"},{"speaker":"Annemie Tonken","startTime":873.36,"endTime":877.41,"body":"anchoring but even if a client"},{"speaker":"Annemie Tonken","startTime":877.47,"endTime":881.79,"body":"may have hired you for the first"},{"speaker":"Annemie Tonken","startTime":877.47,"endTime":881.79,"body":"time at let's say, you know"},{"speaker":"Annemie Tonken","startTime":881.79,"endTime":886.92,"body":"$1,000 If they hire you for the"},{"speaker":"Annemie Tonken","startTime":881.79,"endTime":886.92,"body":"first time at $200 it becomes"},{"speaker":"Annemie Tonken","startTime":886.92,"endTime":890.88,"body":"much much much more difficult to"},{"speaker":"Annemie Tonken","startTime":886.92,"endTime":890.88,"body":"get them to make that leap for"},{"speaker":"Annemie Tonken","startTime":890.88,"endTime":893.13,"body":"most people. I mean, again,"},{"speaker":"Annemie Tonken","startTime":890.88,"endTime":893.13,"body":"every once in a while you'll"},{"speaker":"Annemie Tonken","startTime":893.13,"endTime":895.86,"body":"have a client who's like yep,"},{"speaker":"Annemie Tonken","startTime":893.13,"endTime":895.86,"body":"I'm with you, no matter what"},{"speaker":"Annemie Tonken","startTime":895.89,"endTime":900.0,"body":"you're like my ride and ride or"},{"speaker":"Annemie Tonken","startTime":895.89,"endTime":900.0,"body":"die photographer but the money"},{"speaker":"Annemie Tonken","startTime":900.0,"endTime":903.75,"body":"already have people are gonna"},{"speaker":"Annemie Tonken","startTime":900.0,"endTime":903.75,"body":"say, oh, no, it's in my head,"},{"speaker":"Annemie Tonken","startTime":903.75,"endTime":906.36,"body":"this is what this is worth. And"},{"speaker":"Annemie Tonken","startTime":903.75,"endTime":906.36,"body":"so now that you've moved up,"},{"speaker":"Annemie Tonken","startTime":906.39,"endTime":909.21,"body":"you're gonna say goodbye. So"},{"speaker":"Annemie Tonken","startTime":906.39,"endTime":909.21,"body":"that's really hard for a lot of"},{"speaker":"Annemie Tonken","startTime":909.21,"endTime":914.01,"body":"people. How did you get past"},{"speaker":"Annemie Tonken","startTime":909.21,"endTime":914.01,"body":"that and go ahead and make that"},{"speaker":"Annemie Tonken","startTime":914.01,"endTime":914.64,"body":"decision,"},{"speaker":"Hannah Smith","startTime":914.73,"endTime":917.76,"body":"the main thing was"},{"speaker":"Hannah Smith","startTime":914.73,"endTime":917.76,"body":"I, my daughter was getting"},{"speaker":"Hannah Smith","startTime":917.76,"endTime":920.1,"body":"older, you know, I realized I'm"},{"speaker":"Hannah Smith","startTime":917.76,"endTime":920.1,"body":"like, I don't want to spend all"},{"speaker":"Hannah Smith","startTime":920.1,"endTime":922.59,"body":"this time away from my family,"},{"speaker":"Hannah Smith","startTime":920.1,"endTime":922.59,"body":"if it's not financially worth"},{"speaker":"Hannah Smith","startTime":922.59,"endTime":924.66,"body":"it, I was doing a lot of things"},{"speaker":"Hannah Smith","startTime":922.59,"endTime":924.66,"body":"at that time that I would not"},{"speaker":"Hannah Smith","startTime":924.66,"endTime":926.97,"body":"recommend, like, my money was"},{"speaker":"Hannah Smith","startTime":924.66,"endTime":926.97,"body":"still going through my personal"},{"speaker":"Hannah Smith","startTime":926.97,"endTime":929.37,"body":"bank account. So I felt like I"},{"speaker":"Hannah Smith","startTime":926.97,"endTime":929.37,"body":"didn't have a great idea of what"},{"speaker":"Hannah Smith","startTime":929.37,"endTime":931.53,"body":"I was actually making compared"},{"speaker":"Hannah Smith","startTime":929.37,"endTime":931.53,"body":"to spending, I just was seeing"},{"speaker":"Hannah Smith","startTime":931.53,"endTime":934.2,"body":"all these direct deposits, and"},{"speaker":"Hannah Smith","startTime":931.53,"endTime":934.2,"body":"it felt great. But when I really"},{"speaker":"Hannah Smith","startTime":934.2,"endTime":936.51,"body":"took a step back, and I thought,"},{"speaker":"Hannah Smith","startTime":934.2,"endTime":936.51,"body":"wow, that's all I've come out on"},{"speaker":"Hannah Smith","startTime":936.51,"endTime":938.91,"body":"the other side of this with, it"},{"speaker":"Hannah Smith","startTime":936.51,"endTime":938.91,"body":"really wasn't to be honest, it"},{"speaker":"Hannah Smith","startTime":938.91,"endTime":941.25,"body":"wasn't a choice anymore, there"},{"speaker":"Hannah Smith","startTime":938.91,"endTime":941.25,"body":"was no choice. Once I had the"},{"speaker":"Hannah Smith","startTime":941.25,"endTime":944.16,"body":"numbers in front of me between"},{"speaker":"Hannah Smith","startTime":941.25,"endTime":944.16,"body":"keep, I couldn't stay at my same"},{"speaker":"Hannah Smith","startTime":944.16,"endTime":946.44,"body":"rates, or even raise them"},{"speaker":"Hannah Smith","startTime":944.16,"endTime":946.44,"body":"halfway, because I knew it"},{"speaker":"Hannah Smith","startTime":946.44,"endTime":949.44,"body":"wasn't going to get me where I"},{"speaker":"Hannah Smith","startTime":946.44,"endTime":949.44,"body":"wanted to go. I knew it wasn't"},{"speaker":"Hannah Smith","startTime":949.44,"endTime":951.99,"body":"gonna get me the end result. So"},{"speaker":"Hannah Smith","startTime":949.44,"endTime":951.99,"body":"I really had a lot of that time"},{"speaker":"Hannah Smith","startTime":951.99,"endTime":955.14,"body":"spent in study mates with"},{"speaker":"Hannah Smith","startTime":951.99,"endTime":955.14,"body":"patients love really realizing"},{"speaker":"Hannah Smith","startTime":955.14,"endTime":957.69,"body":"what you said, if someone's"},{"speaker":"Hannah Smith","startTime":955.14,"endTime":957.69,"body":"value for me was lower. And I"},{"speaker":"Hannah Smith","startTime":957.69,"endTime":961.29,"body":"will say it's not even often I"},{"speaker":"Hannah Smith","startTime":957.69,"endTime":961.29,"body":"think the value for you"},{"speaker":"Hannah Smith","startTime":961.29,"endTime":964.11,"body":"personally, as a photographer,"},{"speaker":"Hannah Smith","startTime":961.29,"endTime":964.11,"body":"is the value for photography,"},{"speaker":"Hannah Smith","startTime":964.14,"endTime":967.26,"body":"right? There are clients that I"},{"speaker":"Hannah Smith","startTime":964.14,"endTime":967.26,"body":"expected that you'd be the one"},{"speaker":"Hannah Smith","startTime":967.26,"endTime":969.84,"body":"that would come along with me"},{"speaker":"Hannah Smith","startTime":967.26,"endTime":969.84,"body":"because I thought I had a good"},{"speaker":"Hannah Smith","startTime":969.84,"endTime":973.26,"body":"idea, their socioeconomic"},{"speaker":"Hannah Smith","startTime":969.84,"endTime":973.26,"body":"status, that they were not the"},{"speaker":"Hannah Smith","startTime":973.26,"endTime":976.98,"body":"ones because it really wasn't"},{"speaker":"Hannah Smith","startTime":973.26,"endTime":976.98,"body":"about the amount of money they"},{"speaker":"Hannah Smith","startTime":976.98,"endTime":979.38,"body":"could spend, it was about the"},{"speaker":"Hannah Smith","startTime":976.98,"endTime":979.38,"body":"value they had on photography,"},{"speaker":"Hannah Smith","startTime":979.62,"endTime":982.2,"body":"you're not going to change that"},{"speaker":"Hannah Smith","startTime":979.62,"endTime":982.2,"body":"I talk about something similar"},{"speaker":"Hannah Smith","startTime":982.2,"endTime":985.32,"body":"actually, in some education that"},{"speaker":"Hannah Smith","startTime":982.2,"endTime":985.32,"body":"I do, where I compared to how"},{"speaker":"Hannah Smith","startTime":985.32,"endTime":989.1,"body":"much I'm willing to spend on"},{"speaker":"Hannah Smith","startTime":985.32,"endTime":989.1,"body":"getting my hair done. I'm not"},{"speaker":"Hannah Smith","startTime":989.13,"endTime":991.17,"body":"someone who values that too"},{"speaker":"Hannah Smith","startTime":989.13,"endTime":991.17,"body":"much, I'm not gonna be the"},{"speaker":"Hannah Smith","startTime":991.17,"endTime":993.45,"body":"person that's ever gonna spend"},{"speaker":"Hannah Smith","startTime":991.17,"endTime":993.45,"body":"$400, once a month to get my"},{"speaker":"Hannah Smith","startTime":993.45,"endTime":995.85,"body":"hair dyed and color, I spend"},{"speaker":"Hannah Smith","startTime":993.45,"endTime":995.85,"body":"that much money on something"},{"speaker":"Hannah Smith","startTime":995.85,"endTime":998.52,"body":"else on other things, right that"},{"speaker":"Hannah Smith","startTime":995.85,"endTime":998.52,"body":"I do value that are, you know,"},{"speaker":"Hannah Smith","startTime":998.55,"endTime":1001.19,"body":"expenditures, I'm choosing to"},{"speaker":"Hannah Smith","startTime":998.55,"endTime":1001.19,"body":"me, but that's just not evaluate"},{"speaker":"Hannah Smith","startTime":1001.19,"endTime":1003.68,"body":"place, it doesn't matter how"},{"speaker":"Hannah Smith","startTime":1001.19,"endTime":1003.68,"body":"much money I ever make, I'm just"},{"speaker":"Hannah Smith","startTime":1003.68,"endTime":1006.11,"body":"never going to be the person"},{"speaker":"Hannah Smith","startTime":1003.68,"endTime":1006.11,"body":"that if they walk into your hair"},{"speaker":"Hannah Smith","startTime":1006.11,"endTime":1009.08,"body":"be so much healthier, it'll be"},{"speaker":"Hannah Smith","startTime":1006.11,"endTime":1009.08,"body":"so much, okay, I still want my"},{"speaker":"Hannah Smith","startTime":1009.08,"endTime":1012.77,"body":"$70 haircut. And even that I'm"},{"speaker":"Hannah Smith","startTime":1009.08,"endTime":1012.77,"body":"like, every, you know, however"},{"speaker":"Hannah Smith","startTime":1012.77,"endTime":1014.9,"body":"much like, that's just not who"},{"speaker":"Hannah Smith","startTime":1012.77,"endTime":1014.9,"body":"I'm going to be. And so I really"},{"speaker":"Hannah Smith","startTime":1014.9,"endTime":1017.66,"body":"recognize that if I have time"},{"speaker":"Hannah Smith","startTime":1014.9,"endTime":1017.66,"body":"around certain choices, that's"},{"speaker":"Hannah Smith","startTime":1017.66,"endTime":1019.85,"body":"how other people are gonna be"},{"speaker":"Hannah Smith","startTime":1017.66,"endTime":1019.85,"body":"around photography, and I can't"},{"speaker":"Hannah Smith","startTime":1019.85,"endTime":1022.52,"body":"change them. I can't change"},{"speaker":"Hannah Smith","startTime":1019.85,"endTime":1022.52,"body":"their money mindset. That's like"},{"speaker":"Hannah Smith","startTime":1022.52,"endTime":1025.07,"body":"way too much work for me. So I"},{"speaker":"Hannah Smith","startTime":1022.52,"endTime":1025.07,"body":"just really kind of say I'm"},{"speaker":"Hannah Smith","startTime":1025.07,"endTime":1027.95,"body":"looking for the people that"},{"speaker":"Hannah Smith","startTime":1025.07,"endTime":1027.95,"body":"aren't devalue what I do. Offer."},{"speaker":"Annemie Tonken","startTime":1028.219,"endTime":1030.409,"body":"And you know,"},{"speaker":"Annemie Tonken","startTime":1028.219,"endTime":1030.409,"body":"what's interesting, I love that."},{"speaker":"Annemie Tonken","startTime":1030.409,"endTime":1032.599,"body":"First of all, I love that your"},{"speaker":"Annemie Tonken","startTime":1030.409,"endTime":1032.599,"body":"example is something that"},{"speaker":"Annemie Tonken","startTime":1032.599,"endTime":1035.269,"body":"everyone can relate to. Because"},{"speaker":"Annemie Tonken","startTime":1032.599,"endTime":1035.269,"body":"I think a lot of times we talk"},{"speaker":"Annemie Tonken","startTime":1035.269,"endTime":1040.009,"body":"about like, oh, you know, it's"},{"speaker":"Annemie Tonken","startTime":1035.269,"endTime":1040.009,"body":"like a like a Prada purse or you"},{"speaker":"Annemie Tonken","startTime":1040.009,"endTime":1042.319,"body":"know, something, and we're"},{"speaker":"Annemie Tonken","startTime":1040.009,"endTime":1042.319,"body":"talking about something that is"},{"speaker":"Annemie Tonken","startTime":1042.589,"endTime":1045.949,"body":"a huge price tag that a lot of"},{"speaker":"Annemie Tonken","startTime":1042.589,"endTime":1045.949,"body":"people are like, Oh, I would"},{"speaker":"Annemie Tonken","startTime":1045.949,"endTime":1049.609,"body":"never but hair is a great"},{"speaker":"Annemie Tonken","startTime":1045.949,"endTime":1049.609,"body":"example of something that a lot"},{"speaker":"Annemie Tonken","startTime":1049.609,"endTime":1052.879,"body":"of people who don't necessarily"},{"speaker":"Annemie Tonken","startTime":1049.609,"endTime":1052.879,"body":"have tons of you know, they're"},{"speaker":"Annemie Tonken","startTime":1052.879,"endTime":1056.299,"body":"not like dripping in diamonds"},{"speaker":"Annemie Tonken","startTime":1052.879,"endTime":1056.299,"body":"will still go out and spend a"},{"speaker":"Annemie Tonken","startTime":1056.299,"endTime":1059.029,"body":"lot of money on things like"},{"speaker":"Annemie Tonken","startTime":1056.299,"endTime":1059.029,"body":"their personal appearance. So."},{"speaker":"Annemie Tonken","startTime":1060.049,"endTime":1063.619,"body":"So that is it's a perfect"},{"speaker":"Annemie Tonken","startTime":1060.049,"endTime":1063.619,"body":"example. But I also think that"},{"speaker":"Annemie Tonken","startTime":1063.619,"endTime":1067.279,"body":"it's an interesting thing to"},{"speaker":"Annemie Tonken","startTime":1063.619,"endTime":1067.279,"body":"think about that. It may be, I"},{"speaker":"Annemie Tonken","startTime":1067.279,"endTime":1071.119,"body":"think, especially for those of"},{"speaker":"Annemie Tonken","startTime":1067.279,"endTime":1071.119,"body":"us who photograph newborns and"},{"speaker":"Annemie Tonken","startTime":1071.119,"endTime":1074.839,"body":"young families, yeah, and I"},{"speaker":"Annemie Tonken","startTime":1071.119,"endTime":1074.839,"body":"would extend this to wedding"},{"speaker":"Annemie Tonken","startTime":1074.839,"endTime":1078.709,"body":"photographers as well, we"},{"speaker":"Annemie Tonken","startTime":1074.839,"endTime":1078.709,"body":"actually do have some influence"},{"speaker":"Annemie Tonken","startTime":1078.709,"endTime":1082.879,"body":"on the value that people set,"},{"speaker":"Annemie Tonken","startTime":1078.709,"endTime":1082.879,"body":"because if someone is shopping"},{"speaker":"Annemie Tonken","startTime":1082.879,"endTime":1087.529,"body":"for a photographer for the first"},{"speaker":"Annemie Tonken","startTime":1082.879,"endTime":1087.529,"body":"time, and they have no idea what"},{"speaker":"Annemie Tonken","startTime":1087.829,"endTime":1091.489,"body":"to expect in terms of what"},{"speaker":"Annemie Tonken","startTime":1087.829,"endTime":1091.489,"body":"they're going to pay for"},{"speaker":"Annemie Tonken","startTime":1091.609,"endTime":1094.789,"body":"photography that looks good to"},{"speaker":"Annemie Tonken","startTime":1091.609,"endTime":1094.789,"body":"them, when they find that"},{"speaker":"Annemie Tonken","startTime":1094.789,"endTime":1098.719,"body":"person, and that person, it"},{"speaker":"Annemie Tonken","startTime":1094.789,"endTime":1098.719,"body":"whose work they like. And that"},{"speaker":"Annemie Tonken","startTime":1098.719,"endTime":1102.169,"body":"person charges them a certain"},{"speaker":"Annemie Tonken","startTime":1098.719,"endTime":1102.169,"body":"amount of money, whether that's"},{"speaker":"Annemie Tonken","startTime":1102.799,"endTime":1109.609,"body":"$100 $1,000 $3,000, that is"},{"speaker":"Annemie Tonken","startTime":1102.799,"endTime":1109.609,"body":"going to be the baseline that"},{"speaker":"Annemie Tonken","startTime":1109.609,"endTime":1112.879,"body":"they sort of start to work with,"},{"speaker":"Annemie Tonken","startTime":1109.609,"endTime":1112.879,"body":"like, well, good photography"},{"speaker":"Annemie Tonken","startTime":1112.879,"endTime":1116.329,"body":"cost this amount. So then when"},{"speaker":"Annemie Tonken","startTime":1112.879,"endTime":1116.329,"body":"something is way off from that,"},{"speaker":"Annemie Tonken","startTime":1116.359,"endTime":1120.499,"body":"if their price point is $1,000,"},{"speaker":"Annemie Tonken","startTime":1116.359,"endTime":1120.499,"body":"let's say and then they talk to"},{"speaker":"Annemie Tonken","startTime":1120.499,"endTime":1123.859,"body":"some other photographer, who"},{"speaker":"Annemie Tonken","startTime":1120.499,"endTime":1123.859,"body":"just casually mentions that they"},{"speaker":"Annemie Tonken","startTime":1123.859,"endTime":1127.879,"body":"charge 250 $250, immediately,"},{"speaker":"Annemie Tonken","startTime":1123.859,"endTime":1127.879,"body":"somewhere in the back of that"},{"speaker":"Annemie Tonken","startTime":1127.879,"endTime":1129.829,"body":"person's brain, they're gonna be"},{"speaker":"Annemie Tonken","startTime":1127.879,"endTime":1129.829,"body":"like, well, they're probably not"},{"speaker":"Annemie Tonken","startTime":1129.829,"endTime":1132.949,"body":"very good. And it's, you know,"},{"speaker":"Annemie Tonken","startTime":1129.829,"endTime":1132.949,"body":"that's it's a really interesting"},{"speaker":"Annemie Tonken","startTime":1132.979,"endTime":1136.999,"body":"piece of the psychology of"},{"speaker":"Annemie Tonken","startTime":1132.979,"endTime":1136.999,"body":"pricing. So we do, in some ways"},{"speaker":"Annemie Tonken","startTime":1136.999,"endTime":1141.169,"body":"have some influence. And then"},{"speaker":"Annemie Tonken","startTime":1136.999,"endTime":1141.169,"body":"the reverse is true as well. If"},{"speaker":"Annemie Tonken","startTime":1141.199,"endTime":1146.299,"body":"someone is used to paying, let's"},{"speaker":"Annemie Tonken","startTime":1141.199,"endTime":1146.299,"body":"say, $700. And you come and you"},{"speaker":"Annemie Tonken","startTime":1146.299,"endTime":1149.509,"body":"say, well, it's $1,100, and they"},{"speaker":"Annemie Tonken","startTime":1146.299,"endTime":1149.509,"body":"look at your work, and they"},{"speaker":"Annemie Tonken","startTime":1149.509,"endTime":1152.689,"body":"really like it, it's only going"},{"speaker":"Annemie Tonken","startTime":1149.509,"endTime":1152.689,"body":"to serve to validate the fact"},{"speaker":"Annemie Tonken","startTime":1152.689,"endTime":1156.289,"body":"that like, you're really good at"},{"speaker":"Annemie Tonken","startTime":1152.689,"endTime":1156.289,"body":"what you do, maybe you have more"},{"speaker":"Annemie Tonken","startTime":1156.289,"endTime":1158.869,"body":"experience or whatever. So"},{"speaker":"Annemie Tonken","startTime":1156.289,"endTime":1158.869,"body":"sometimes people are willing to"},{"speaker":"Annemie Tonken","startTime":1158.869,"endTime":1161.779,"body":"make that stretch, specifically"},{"speaker":"Annemie Tonken","startTime":1158.869,"endTime":1161.779,"body":"because of that anchor. It's"},{"speaker":"Annemie Tonken","startTime":1161.779,"endTime":1163.999,"body":"just like, I don't know, I'm"},{"speaker":"Annemie Tonken","startTime":1161.779,"endTime":1163.999,"body":"going off on a huge tangent."},{"speaker":"Hannah Smith","startTime":1164.0,"endTime":1166.4,"body":"I didn't mean, we"},{"speaker":"Hannah Smith","startTime":1164.0,"endTime":1166.4,"body":"agree. And I want to say even"},{"speaker":"Hannah Smith","startTime":1166.4,"endTime":1170.63,"body":"for clients that don't book you"},{"speaker":"Hannah Smith","startTime":1166.4,"endTime":1170.63,"body":"that that can also be something"},{"speaker":"Hannah Smith","startTime":1170.63,"endTime":1173.99,"body":"that's psychologically"},{"speaker":"Hannah Smith","startTime":1170.63,"endTime":1173.99,"body":"happening, right. I'm okay being"},{"speaker":"Hannah Smith","startTime":1173.99,"endTime":1177.17,"body":"an aspirational brand, right?"},{"speaker":"Hannah Smith","startTime":1173.99,"endTime":1177.17,"body":"Like I'm okay with someone not"},{"speaker":"Hannah Smith","startTime":1177.17,"endTime":1180.53,"body":"booking me, but they've fallen"},{"speaker":"Hannah Smith","startTime":1177.17,"endTime":1180.53,"body":"in love with my work. And they"},{"speaker":"Hannah Smith","startTime":1180.56,"endTime":1182.42,"body":"tell me that in an inquiry"},{"speaker":"Hannah Smith","startTime":1180.56,"endTime":1182.42,"body":"they're like, I love what you"},{"speaker":"Hannah Smith","startTime":1182.42,"endTime":1184.82,"body":"have to say about photography of"},{"speaker":"Hannah Smith","startTime":1182.42,"endTime":1184.82,"body":"these things. I just can't"},{"speaker":"Hannah Smith","startTime":1184.82,"endTime":1187.76,"body":"afford you. Yeah, I make those"},{"speaker":"Hannah Smith","startTime":1184.82,"endTime":1187.76,"body":"kinds of decisions all the time."},{"speaker":"Hannah Smith","startTime":1187.76,"endTime":1190.7,"body":"Right. I prefer certain rugged"},{"speaker":"Hannah Smith","startTime":1187.76,"endTime":1190.7,"body":"brand of leggings over the"},{"speaker":"Hannah Smith","startTime":1190.7,"endTime":1193.94,"body":"other. Yeah, I buy sometimes the"},{"speaker":"Hannah Smith","startTime":1190.7,"endTime":1193.94,"body":"less expensive leggings, but I"},{"speaker":"Hannah Smith","startTime":1193.94,"endTime":1196.79,"body":"don't think well these are just"},{"speaker":"Hannah Smith","startTime":1193.94,"endTime":1196.79,"body":"as good as the ones I love. I"},{"speaker":"Hannah Smith","startTime":1196.79,"endTime":1200.0,"body":"think I'm willing to settle for"},{"speaker":"Hannah Smith","startTime":1196.79,"endTime":1200.0,"body":"right now with the goal of how"},{"speaker":"Hannah Smith","startTime":1200.0,"endTime":1202.1,"body":"Hopefully getting what I want in"},{"speaker":"Hannah Smith","startTime":1200.0,"endTime":1202.1,"body":"the future. Yeah, and I have"},{"speaker":"Hannah Smith","startTime":1202.1,"endTime":1204.62,"body":"that a lot. I will be honest, I"},{"speaker":"Hannah Smith","startTime":1202.1,"endTime":1204.62,"body":"have a lot of clients who have"},{"speaker":"Hannah Smith","startTime":1205.22,"endTime":1208.34,"body":"stuck with me over the last 18"},{"speaker":"Hannah Smith","startTime":1205.22,"endTime":1208.34,"body":"months watched all my Instagram"},{"speaker":"Hannah Smith","startTime":1208.34,"endTime":1211.94,"body":"stories, they open all my email"},{"speaker":"Hannah Smith","startTime":1208.34,"endTime":1211.94,"body":"newsletters, and then they book"},{"speaker":"Hannah Smith","startTime":1211.94,"endTime":1215.69,"body":"after 12 months. Yeah, let's you"},{"speaker":"Hannah Smith","startTime":1211.94,"endTime":1215.69,"body":"know, they book quite a while"},{"speaker":"Hannah Smith","startTime":1215.69,"endTime":1218.93,"body":"later I they even gave me nose"},{"speaker":"Hannah Smith","startTime":1215.69,"endTime":1218.93,"body":"earlier. But it wasn't a no"},{"speaker":"Hannah Smith","startTime":1218.93,"endTime":1222.5,"body":"forever. It was a maybe a spouse"},{"speaker":"Hannah Smith","startTime":1218.93,"endTime":1222.5,"body":"isn't on board. It wasn't it was"},{"speaker":"Hannah Smith","startTime":1222.5,"endTime":1225.65,"body":"a, maybe we don't have the funds"},{"speaker":"Hannah Smith","startTime":1222.5,"endTime":1225.65,"body":"right now. Or even just we need"},{"speaker":"Hannah Smith","startTime":1225.65,"endTime":1228.86,"body":"to build more trust, right? Like"},{"speaker":"Hannah Smith","startTime":1225.65,"endTime":1228.86,"body":"showing up in Instagram Stories,"},{"speaker":"Hannah Smith","startTime":1228.89,"endTime":1231.35,"body":"writing email, newsletters, my"},{"speaker":"Hannah Smith","startTime":1228.89,"endTime":1231.35,"body":"email newsletters are very"},{"speaker":"Hannah Smith","startTime":1231.38,"endTime":1234.35,"body":"personal, they really talk a lot"},{"speaker":"Hannah Smith","startTime":1231.38,"endTime":1234.35,"body":"about my mental health work,"},{"speaker":"Hannah Smith","startTime":1234.35,"endTime":1236.57,"body":"they talk a lot about my own"},{"speaker":"Hannah Smith","startTime":1234.35,"endTime":1236.57,"body":"internal work as a mother and"},{"speaker":"Hannah Smith","startTime":1236.66,"endTime":1238.82,"body":"around body image all these"},{"speaker":"Hannah Smith","startTime":1236.66,"endTime":1238.82,"body":"things, right. It's a place for"},{"speaker":"Hannah Smith","startTime":1238.82,"endTime":1241.88,"body":"me to really get vulnerable and"},{"speaker":"Hannah Smith","startTime":1238.82,"endTime":1241.88,"body":"really build relationships in a"},{"speaker":"Hannah Smith","startTime":1241.88,"endTime":1244.67,"body":"way that feels very authentic to"},{"speaker":"Hannah Smith","startTime":1241.88,"endTime":1244.67,"body":"me. And I think that that, you"},{"speaker":"Hannah Smith","startTime":1244.67,"endTime":1246.86,"body":"know, the more important that I"},{"speaker":"Hannah Smith","startTime":1244.67,"endTime":1246.86,"body":"think the more that people feel"},{"speaker":"Hannah Smith","startTime":1246.86,"endTime":1249.8,"body":"willing to pour it back into me."},{"speaker":"Hannah Smith","startTime":1246.86,"endTime":1249.8,"body":"And so I've seen a lot of those"},{"speaker":"Hannah Smith","startTime":1249.8,"endTime":1253.07,"body":"relationships built over time."},{"speaker":"Hannah Smith","startTime":1249.8,"endTime":1253.07,"body":"And some of them will never turn"},{"speaker":"Hannah Smith","startTime":1253.07,"endTime":1255.17,"body":"into clients, but they're still"},{"speaker":"Hannah Smith","startTime":1253.07,"endTime":1255.17,"body":"relationships that I value"},{"speaker":"Hannah Smith","startTime":1255.17,"endTime":1257.09,"body":"having people that I value"},{"speaker":"Hannah Smith","startTime":1255.17,"endTime":1257.09,"body":"getting to know."},{"speaker":"Annemie Tonken","startTime":1257.119,"endTime":1259.459,"body":"Yeah, yeah. Oh,"},{"speaker":"Annemie Tonken","startTime":1257.119,"endTime":1259.459,"body":"absolutely. And it sounds like"},{"speaker":"Annemie Tonken","startTime":1259.459,"endTime":1262.309,"body":"you are doing that exactly"},{"speaker":"Annemie Tonken","startTime":1259.459,"endTime":1262.309,"body":"right, that nurture. And the"},{"speaker":"Annemie Tonken","startTime":1262.309,"endTime":1265.369,"body":"longer you're in business, the"},{"speaker":"Annemie Tonken","startTime":1262.309,"endTime":1265.369,"body":"more of those people you will"},{"speaker":"Annemie Tonken","startTime":1265.369,"endTime":1268.579,"body":"have come back to you and say, I"},{"speaker":"Annemie Tonken","startTime":1265.369,"endTime":1268.579,"body":"have been following you for or"},{"speaker":"Annemie Tonken","startTime":1268.579,"endTime":1272.239,"body":"you may not remember me, I"},{"speaker":"Annemie Tonken","startTime":1268.579,"endTime":1272.239,"body":"reached out three years ago. Now"},{"speaker":"Annemie Tonken","startTime":1272.239,"endTime":1277.219,"body":"I'm ready to make that leap. It"},{"speaker":"Annemie Tonken","startTime":1272.239,"endTime":1277.219,"body":"is just, it takes a while. And"},{"speaker":"Annemie Tonken","startTime":1277.219,"endTime":1281.599,"body":"because what we do is so first"},{"speaker":"Annemie Tonken","startTime":1277.219,"endTime":1281.599,"body":"of all, again, there are prices"},{"speaker":"Annemie Tonken","startTime":1281.599,"endTime":1286.429,"body":"all over the place. But also,"},{"speaker":"Annemie Tonken","startTime":1281.599,"endTime":1286.429,"body":"it's something that requires a"},{"speaker":"Annemie Tonken","startTime":1286.429,"endTime":1291.379,"body":"lot of trust over at which most"},{"speaker":"Annemie Tonken","startTime":1286.429,"endTime":1291.379,"body":"people take time to develop."},{"speaker":"Hannah Smith","startTime":1292.339,"endTime":1294.769,"body":"Definitely, yeah,"},{"speaker":"Hannah Smith","startTime":1292.339,"endTime":1294.769,"body":"I will say I feel like if I've"},{"speaker":"Hannah Smith","startTime":1294.769,"endTime":1297.169,"body":"had one mantra in my business,"},{"speaker":"Hannah Smith","startTime":1294.769,"endTime":1297.169,"body":"one thing that I say over and"},{"speaker":"Hannah Smith","startTime":1297.169,"endTime":1300.169,"body":"over to myself, even when things"},{"speaker":"Hannah Smith","startTime":1297.169,"endTime":1300.169,"body":"feel harder I get rejected are"},{"speaker":"Hannah Smith","startTime":1300.169,"endTime":1302.839,"body":"all the things that feel really"},{"speaker":"Hannah Smith","startTime":1300.169,"endTime":1302.839,"body":"hard as humans like, like"},{"speaker":"Hannah Smith","startTime":1302.839,"endTime":1305.689,"body":"bringing up shame and you know,"},{"speaker":"Hannah Smith","startTime":1302.839,"endTime":1305.689,"body":"all those things. The day you"},{"speaker":"Hannah Smith","startTime":1305.689,"endTime":1308.599,"body":"plant the seed is not the day"},{"speaker":"Hannah Smith","startTime":1305.689,"endTime":1308.599,"body":"you eat the fruit. And I say"},{"speaker":"Hannah Smith","startTime":1308.599,"endTime":1311.359,"body":"that to myself over and over and"},{"speaker":"Hannah Smith","startTime":1308.599,"endTime":1311.359,"body":"over again. I have a marketing"},{"speaker":"Hannah Smith","startTime":1311.359,"endTime":1313.489,"body":"event that two people show up to"},{"speaker":"Hannah Smith","startTime":1311.359,"endTime":1313.489,"body":"oh my gosh, you know how"},{"speaker":"Hannah Smith","startTime":1313.489,"endTime":1316.759,"body":"embarrassing that feels? Yeah."},{"speaker":"Hannah Smith","startTime":1313.489,"endTime":1316.759,"body":"And how you know, I get an"},{"speaker":"Hannah Smith","startTime":1316.759,"endTime":1319.369,"body":"inquiry that I think is that's a"},{"speaker":"Hannah Smith","startTime":1316.759,"endTime":1319.369,"body":"bluebird pipeline. That's"},{"speaker":"Hannah Smith","startTime":1319.369,"endTime":1322.129,"body":"someone I definitely want to"},{"speaker":"Hannah Smith","startTime":1319.369,"endTime":1322.129,"body":"work with. And it's a no or a"},{"speaker":"Hannah Smith","startTime":1322.129,"endTime":1324.349,"body":"client that I thought for sure"},{"speaker":"Hannah Smith","startTime":1322.129,"endTime":1324.349,"body":"would come back to me, I see an"},{"speaker":"Hannah Smith","startTime":1324.349,"endTime":1326.509,"body":"Instagram post, and they have"},{"speaker":"Hannah Smith","startTime":1324.349,"endTime":1326.509,"body":"used another photographer, oh my"},{"speaker":"Hannah Smith","startTime":1326.509,"endTime":1329.119,"body":"gosh, it hurts like it does,"},{"speaker":"Hannah Smith","startTime":1326.509,"endTime":1329.119,"body":"because of course, like I build"},{"speaker":"Hannah Smith","startTime":1329.119,"endTime":1331.519,"body":"these relationships that matter."},{"speaker":"Hannah Smith","startTime":1329.119,"endTime":1331.519,"body":"And that's what so many of us"},{"speaker":"Hannah Smith","startTime":1331.519,"endTime":1333.739,"body":"are really good at right, we're"},{"speaker":"Hannah Smith","startTime":1331.519,"endTime":1333.739,"body":"really naturally good at being"},{"speaker":"Hannah Smith","startTime":1333.739,"endTime":1336.919,"body":"empathetic and caring about the"},{"speaker":"Hannah Smith","startTime":1333.739,"endTime":1336.919,"body":"people that's up in front of our"},{"speaker":"Hannah Smith","startTime":1336.919,"endTime":1339.799,"body":"lens. And it can just feel"},{"speaker":"Hannah Smith","startTime":1336.919,"endTime":1339.799,"body":"really hard in that moment. But"},{"speaker":"Hannah Smith","startTime":1339.799,"endTime":1343.339,"body":"really realizing this is not"},{"speaker":"Hannah Smith","startTime":1339.799,"endTime":1343.339,"body":"this is not about the today,"},{"speaker":"Hannah Smith","startTime":1343.339,"endTime":1346.099,"body":"it's about what I want in six"},{"speaker":"Hannah Smith","startTime":1343.339,"endTime":1346.099,"body":"months what I want in six years."},{"speaker":"Hannah Smith","startTime":1346.489,"endTime":1349.219,"body":"And that takes some patience,"},{"speaker":"Hannah Smith","startTime":1346.489,"endTime":1349.219,"body":"which is not my strong suit. But"},{"speaker":"Hannah Smith","startTime":1349.219,"endTime":1351.829,"body":"that's why I say over and over"},{"speaker":"Hannah Smith","startTime":1349.219,"endTime":1351.829,"body":"to myself to remind myself,"},{"speaker":"Hannah Smith","startTime":1351.859,"endTime":1353.899,"body":"that's what I'm doing. That's"},{"speaker":"Hannah Smith","startTime":1351.859,"endTime":1353.899,"body":"why I'm doing this work and"},{"speaker":"Hannah Smith","startTime":1353.899,"endTime":1357.829,"body":"putting money and time into"},{"speaker":"Hannah Smith","startTime":1353.899,"endTime":1357.829,"body":"marketing into advertising into"},{"speaker":"Hannah Smith","startTime":1357.859,"endTime":1358.999,"body":"building relationships."},{"speaker":"Annemie Tonken","startTime":1359.029,"endTime":1361.939,"body":"Oh my goodness,"},{"speaker":"Annemie Tonken","startTime":1359.029,"endTime":1361.939,"body":"that right there folks is the"},{"speaker":"Annemie Tonken","startTime":1361.939,"endTime":1366.949,"body":"pot of gold. That was amazing."},{"speaker":"Annemie Tonken","startTime":1361.939,"endTime":1366.949,"body":"And I'm gonna see if I can make"},{"speaker":"Annemie Tonken","startTime":1366.979,"endTime":1371.239,"body":"that mantra into our title. It's"},{"speaker":"Annemie Tonken","startTime":1366.979,"endTime":1371.239,"body":"a it's a little long for the"},{"speaker":"Annemie Tonken","startTime":1371.239,"endTime":1374.959,"body":"title, but it is so good. I'm"},{"speaker":"Annemie Tonken","startTime":1371.239,"endTime":1374.959,"body":"gonna, I'm gonna write that on a"},{"speaker":"Annemie Tonken","startTime":1375.019,"endTime":1379.369,"body":"sticky note and put it by my"},{"speaker":"Annemie Tonken","startTime":1375.019,"endTime":1379.369,"body":"monitor for sure. So let's go"},{"speaker":"Annemie Tonken","startTime":1379.369,"endTime":1383.989,"body":"back to your story. When you"},{"speaker":"Annemie Tonken","startTime":1379.369,"endTime":1383.989,"body":"started your membership, and you"},{"speaker":"Annemie Tonken","startTime":1383.989,"endTime":1387.919,"body":"said November of 2021. Yeah,"},{"speaker":"Annemie Tonken","startTime":1383.989,"endTime":1387.919,"body":"tell me a little bit about that"},{"speaker":"Annemie Tonken","startTime":1387.919,"endTime":1392.239,"body":"first launch. And then And then"},{"speaker":"Annemie Tonken","startTime":1387.919,"endTime":1392.239,"body":"where you are today post your"},{"speaker":"Annemie Tonken","startTime":1392.239,"endTime":1392.929,"body":"second launch."},{"speaker":"Hannah Smith","startTime":1392.96,"endTime":1395.78,"body":"Yeah, so my first"},{"speaker":"Hannah Smith","startTime":1392.96,"endTime":1395.78,"body":"launch in November, I really was"},{"speaker":"Hannah Smith","startTime":1395.78,"endTime":1400.43,"body":"very anxious. I had had a better"},{"speaker":"Hannah Smith","startTime":1395.78,"endTime":1400.43,"body":"year than I anticipated. But I"},{"speaker":"Hannah Smith","startTime":1400.43,"endTime":1403.25,"body":"still knew that asking clients"},{"speaker":"Hannah Smith","startTime":1400.43,"endTime":1403.25,"body":"to invest a significant amount"},{"speaker":"Hannah Smith","startTime":1403.25,"endTime":1406.64,"body":"of money and committing to me"},{"speaker":"Hannah Smith","startTime":1403.25,"endTime":1406.64,"body":"annually is a big ask for a"},{"speaker":"Hannah Smith","startTime":1406.64,"endTime":1409.67,"body":"fairly new business in the sense"},{"speaker":"Hannah Smith","startTime":1406.64,"endTime":1409.67,"body":"that I'd also just launched my"},{"speaker":"Hannah Smith","startTime":1409.67,"endTime":1412.52,"body":"new prices less than eight"},{"speaker":"Hannah Smith","startTime":1409.67,"endTime":1412.52,"body":"months before, right? My goal"},{"speaker":"Hannah Smith","startTime":1412.52,"endTime":1417.47,"body":"for that year was 10 Members, I"},{"speaker":"Hannah Smith","startTime":1412.52,"endTime":1417.47,"body":"came a little short of that,"},{"speaker":"Hannah Smith","startTime":1418.07,"endTime":1421.58,"body":"which was hard at the moment, it"},{"speaker":"Hannah Smith","startTime":1418.07,"endTime":1421.58,"body":"felt like I didn't quite meet my"},{"speaker":"Hannah Smith","startTime":1421.58,"endTime":1424.91,"body":"goal. I didn't quite get where I"},{"speaker":"Hannah Smith","startTime":1421.58,"endTime":1424.91,"body":"want on it. But I felt like I"},{"speaker":"Hannah Smith","startTime":1424.91,"endTime":1427.61,"body":"had a really solid group of"},{"speaker":"Hannah Smith","startTime":1424.91,"endTime":1427.61,"body":"members people that I really"},{"speaker":"Hannah Smith","startTime":1427.61,"endTime":1430.79,"body":"enjoy working with. These are"},{"speaker":"Hannah Smith","startTime":1427.61,"endTime":1430.79,"body":"people that I feel really like,"},{"speaker":"Hannah Smith","startTime":1430.97,"endTime":1435.05,"body":"honor they've chosen me. I will"},{"speaker":"Hannah Smith","startTime":1430.97,"endTime":1435.05,"body":"say also for some people, I feel"},{"speaker":"Hannah Smith","startTime":1435.05,"endTime":1437.42,"body":"like it's you know, a big"},{"speaker":"Hannah Smith","startTime":1435.05,"endTime":1437.42,"body":"investment of their money. And"},{"speaker":"Hannah Smith","startTime":1437.6,"endTime":1441.26,"body":"in that feels like such an honor"},{"speaker":"Hannah Smith","startTime":1437.6,"endTime":1441.26,"body":"to be chosen in that way. And so"},{"speaker":"Hannah Smith","startTime":1441.29,"endTime":1443.33,"body":"there was also a lot of"},{"speaker":"Hannah Smith","startTime":1441.29,"endTime":1443.33,"body":"rejection. But there was a lot"},{"speaker":"Hannah Smith","startTime":1443.33,"endTime":1445.97,"body":"of kind rejection, which looking"},{"speaker":"Hannah Smith","startTime":1443.33,"endTime":1445.97,"body":"back in the moment that's it"},{"speaker":"Hannah Smith","startTime":1445.97,"endTime":1448.73,"body":"didn't necessarily feel great."},{"speaker":"Hannah Smith","startTime":1445.97,"endTime":1448.73,"body":"But if I look back and I think"},{"speaker":"Hannah Smith","startTime":1448.73,"endTime":1450.98,"body":"well, that's a testament to"},{"speaker":"Hannah Smith","startTime":1448.73,"endTime":1450.98,"body":"that, it's still okay, because"},{"speaker":"Hannah Smith","startTime":1450.98,"endTime":1452.93,"body":"we still have a relationship."},{"speaker":"Hannah Smith","startTime":1450.98,"endTime":1452.93,"body":"There are a lot of responses"},{"speaker":"Hannah Smith","startTime":1452.93,"endTime":1455.87,"body":"that I'm so appreciative. It's"},{"speaker":"Hannah Smith","startTime":1452.93,"endTime":1455.87,"body":"not right for us right now. But"},{"speaker":"Hannah Smith","startTime":1455.87,"endTime":1459.89,"body":"we can't wait to book you again"},{"speaker":"Hannah Smith","startTime":1455.87,"endTime":1459.89,"body":"in the future. So I still count"},{"speaker":"Hannah Smith","startTime":1459.89,"endTime":1462.23,"body":"those as wins, maybe not"},{"speaker":"Hannah Smith","startTime":1459.89,"endTime":1462.23,"body":"financial ones for now, but"},{"speaker":"Hannah Smith","startTime":1462.23,"endTime":1465.65,"body":"relationship wins. And so I went"},{"speaker":"Hannah Smith","startTime":1462.23,"endTime":1465.65,"body":"into the year with a solid group"},{"speaker":"Hannah Smith","startTime":1465.65,"endTime":1468.47,"body":"of members and I really focused"},{"speaker":"Hannah Smith","startTime":1465.65,"endTime":1468.47,"body":"on client experience this year."},{"speaker":"Hannah Smith","startTime":1468.86,"endTime":1471.59,"body":"I was also very intentional and"},{"speaker":"Hannah Smith","startTime":1468.86,"endTime":1471.59,"body":"talking about my membership"},{"speaker":"Hannah Smith","startTime":1471.59,"endTime":1473.96,"body":"throughout the year. I did not"},{"speaker":"Hannah Smith","startTime":1471.59,"endTime":1473.96,"body":"just wait till November again,"},{"speaker":"Hannah Smith","startTime":1473.99,"endTime":1477.17,"body":"every client after their session"},{"speaker":"Hannah Smith","startTime":1473.99,"endTime":1477.17,"body":"received a hey what comes next"},{"speaker":"Hannah Smith","startTime":1477.2,"endTime":1480.26,"body":"email and it was about viewing"},{"speaker":"Hannah Smith","startTime":1477.2,"endTime":1480.26,"body":"their slideshow picking their"},{"speaker":"Hannah Smith","startTime":1480.26,"endTime":1483.65,"body":"selection and also, let's take a"},{"speaker":"Hannah Smith","startTime":1480.26,"endTime":1483.65,"body":"little sneak peek into"},{"speaker":"Hannah Smith","startTime":1483.65,"endTime":1486.41,"body":"membership. See what that would"},{"speaker":"Hannah Smith","startTime":1483.65,"endTime":1486.41,"body":"be like if it would be a good"},{"speaker":"Hannah Smith","startTime":1486.41,"endTime":1489.62,"body":"fit for us moving forward and"},{"speaker":"Hannah Smith","startTime":1486.41,"endTime":1489.62,"body":"membership will open in November"},{"speaker":"Hannah Smith","startTime":1489.62,"endTime":1492.68,"body":"but just keep an eye on it. And"},{"speaker":"Hannah Smith","startTime":1489.62,"endTime":1492.68,"body":"so when it came time for"},{"speaker":"Hannah Smith","startTime":1492.68,"endTime":1496.01,"body":"membership this year, my member"},{"speaker":"Hannah Smith","startTime":1492.68,"endTime":1496.01,"body":"my goal was higher. It was 20"},{"speaker":"Hannah Smith","startTime":1496.04,"endTime":1499.97,"body":"new members and I did come shy"},{"speaker":"Hannah Smith","startTime":1496.04,"endTime":1499.97,"body":"again. I came up to 19 this year"},{"speaker":"Hannah Smith","startTime":1500.0,"endTime":1504.86,"body":"Oh, but I'm not complaining, I"},{"speaker":"Hannah Smith","startTime":1500.0,"endTime":1504.86,"body":"will say one thing that I really"},{"speaker":"Hannah Smith","startTime":1504.86,"endTime":1508.34,"body":"was happy about as well was most"},{"speaker":"Hannah Smith","startTime":1504.86,"endTime":1508.34,"body":"of my clients only two this year"},{"speaker":"Hannah Smith","startTime":1508.34,"endTime":1512.51,"body":"selected the base here. So"},{"speaker":"Hannah Smith","startTime":1508.34,"endTime":1512.51,"body":"financially, if I, if I'm just"},{"speaker":"Hannah Smith","startTime":1512.51,"endTime":1515.78,"body":"stuck on the 20, right, then I"},{"speaker":"Hannah Smith","startTime":1512.51,"endTime":1515.78,"body":"didn't meet my goal. But if 20"},{"speaker":"Hannah Smith","startTime":1515.78,"endTime":1518.21,"body":"clients, I pick the base here, I"},{"speaker":"Hannah Smith","startTime":1515.78,"endTime":1518.21,"body":"wouldn't have met the same"},{"speaker":"Hannah Smith","startTime":1518.21,"endTime":1521.9,"body":"finance. Really kind of trying"},{"speaker":"Hannah Smith","startTime":1518.21,"endTime":1521.9,"body":"to practice some flexibility"},{"speaker":"Hannah Smith","startTime":1521.9,"endTime":1524.9,"body":"there. This was a huge win. And"},{"speaker":"Hannah Smith","startTime":1521.9,"endTime":1524.9,"body":"I'm also just extremely excited"},{"speaker":"Hannah Smith","startTime":1524.9,"endTime":1527.66,"body":"about the group I have, like, I"},{"speaker":"Hannah Smith","startTime":1524.9,"endTime":1527.66,"body":"truly feel that we've formed a"},{"speaker":"Hannah Smith","startTime":1527.66,"endTime":1530.27,"body":"relationship, I love their"},{"speaker":"Hannah Smith","startTime":1527.66,"endTime":1530.27,"body":"families, there's, you know, I"},{"speaker":"Hannah Smith","startTime":1530.27,"endTime":1533.72,"body":"really was intentional about who"},{"speaker":"Hannah Smith","startTime":1530.27,"endTime":1533.72,"body":"was coming into that membership"},{"speaker":"Hannah Smith","startTime":1533.72,"endTime":1536.69,"body":"this year that it's, I'm okay,"},{"speaker":"Hannah Smith","startTime":1533.72,"endTime":1536.69,"body":"making a long term commitment"},{"speaker":"Hannah Smith","startTime":1536.69,"endTime":1540.14,"body":"with you. Because I really do"},{"speaker":"Hannah Smith","startTime":1536.69,"endTime":1540.14,"body":"want to be involved with your"},{"speaker":"Hannah Smith","startTime":1540.14,"endTime":1542.69,"body":"family capture these milestones."},{"speaker":"Hannah Smith","startTime":1540.14,"endTime":1542.69,"body":"And I'm really grateful that I"},{"speaker":"Hannah Smith","startTime":1542.69,"endTime":1545.75,"body":"get to be with these families"},{"speaker":"Hannah Smith","startTime":1542.69,"endTime":1545.75,"body":"going into 2023."},{"speaker":"Annemie Tonken","startTime":1546.17,"endTime":1548.87,"body":"That's"},{"speaker":"Annemie Tonken","startTime":1546.17,"endTime":1548.87,"body":"excellent. And without getting"},{"speaker":"Annemie Tonken","startTime":1548.87,"endTime":1552.38,"body":"into the numbers piece, I feel"},{"speaker":"Annemie Tonken","startTime":1548.87,"endTime":1552.38,"body":"like well, let me ask you this"},{"speaker":"Annemie Tonken","startTime":1552.38,"endTime":1556.22,"body":"number 20. Members, for someone"},{"speaker":"Annemie Tonken","startTime":1552.38,"endTime":1556.22,"body":"who works a full time job,"},{"speaker":"Annemie Tonken","startTime":1556.46,"endTime":1560.18,"body":"outside of photography is pretty"},{"speaker":"Annemie Tonken","startTime":1556.46,"endTime":1560.18,"body":"impressive. I think my"},{"speaker":"Annemie Tonken","startTime":1560.21,"endTime":1563.06,"body":"membership right now is"},{"speaker":"Annemie Tonken","startTime":1560.21,"endTime":1563.06,"body":"somewhere around 40. Members."},{"speaker":"Annemie Tonken","startTime":1563.39,"endTime":1567.23,"body":"And that's my, you know, I"},{"speaker":"Annemie Tonken","startTime":1563.39,"endTime":1567.23,"body":"photography as my as my full"},{"speaker":"Annemie Tonken","startTime":1567.23,"endTime":1571.7,"body":"time business, the so how does"},{"speaker":"Annemie Tonken","startTime":1567.23,"endTime":1571.7,"body":"that stack up against the number"},{"speaker":"Annemie Tonken","startTime":1571.7,"endTime":1574.49,"body":"of sessions per year that you"},{"speaker":"Annemie Tonken","startTime":1571.7,"endTime":1574.49,"body":"aim for? Well, and I"},{"speaker":"Hannah Smith","startTime":1574.49,"endTime":1576.53,"body":"will say most of"},{"speaker":"Hannah Smith","startTime":1574.49,"endTime":1576.53,"body":"those clients have two sessions"},{"speaker":"Hannah Smith","startTime":1576.53,"endTime":1580.64,"body":"a year. So that is a pretty full"},{"speaker":"Hannah Smith","startTime":1576.53,"endTime":1580.64,"body":"schedule. For me, I will say"},{"speaker":"Hannah Smith","startTime":1580.64,"endTime":1583.46,"body":"that they're probably going to"},{"speaker":"Hannah Smith","startTime":1580.64,"endTime":1583.46,"body":"account for 60 to 70% of my"},{"speaker":"Hannah Smith","startTime":1583.46,"endTime":1586.43,"body":"final schedule for next year"},{"speaker":"Hannah Smith","startTime":1583.46,"endTime":1586.43,"body":"act. But that means that 60 to"},{"speaker":"Hannah Smith","startTime":1586.43,"endTime":1590.36,"body":"70% of my financial goals"},{"speaker":"Hannah Smith","startTime":1586.43,"endTime":1590.36,"body":"already met, which is amazing."},{"speaker":"Hannah Smith","startTime":1590.36,"endTime":1593.48,"body":"For me, I feel so nice to not be"},{"speaker":"Hannah Smith","startTime":1590.36,"endTime":1593.48,"body":"stressed about booking those new"},{"speaker":"Hannah Smith","startTime":1593.48,"endTime":1596.12,"body":"clients having to really be on"},{"speaker":"Hannah Smith","startTime":1593.48,"endTime":1596.12,"body":"those inquiries, they kind of"},{"speaker":"Hannah Smith","startTime":1596.12,"endTime":1600.05,"body":"come in and I can let them take"},{"speaker":"Hannah Smith","startTime":1596.12,"endTime":1600.05,"body":"their time or you know, yeah, so"},{"speaker":"Hannah Smith","startTime":1600.35,"endTime":1603.65,"body":"yeah, I'm really I'm really"},{"speaker":"Hannah Smith","startTime":1600.35,"endTime":1603.65,"body":"happy with. And I one thing I"},{"speaker":"Hannah Smith","startTime":1603.65,"endTime":1606.02,"body":"think is about last year had"},{"speaker":"Hannah Smith","startTime":1603.65,"endTime":1606.02,"body":"gone by how I was feeling in the"},{"speaker":"Hannah Smith","startTime":1606.02,"endTime":1608.9,"body":"moment, I don't think I would"},{"speaker":"Hannah Smith","startTime":1606.02,"endTime":1608.9,"body":"have kept if I had just said"},{"speaker":"Hannah Smith","startTime":1608.9,"endTime":1611.75,"body":"okay, well, this didn't go well."},{"speaker":"Hannah Smith","startTime":1608.9,"endTime":1611.75,"body":"It's not working, I think I"},{"speaker":"Hannah Smith","startTime":1611.75,"endTime":1613.85,"body":"would have if I would have given"},{"speaker":"Hannah Smith","startTime":1611.75,"endTime":1613.85,"body":"up like what I would have missed"},{"speaker":"Hannah Smith","startTime":1613.85,"endTime":1617.24,"body":"out on because it ended up being"},{"speaker":"Hannah Smith","startTime":1613.85,"endTime":1617.24,"body":"exactly what I want it to be,"},{"speaker":"Hannah Smith","startTime":1617.24,"endTime":1620.33,"body":"which is the main main source of"},{"speaker":"Hannah Smith","startTime":1617.24,"endTime":1620.33,"body":"income and also, this really"},{"speaker":"Hannah Smith","startTime":1620.33,"endTime":1623.18,"body":"fulfilling aspect of my of my"},{"speaker":"Hannah Smith","startTime":1620.33,"endTime":1623.18,"body":"business."},{"speaker":"Annemie Tonken","startTime":1623.18,"endTime":1625.79,"body":"Yeah. And to"},{"speaker":"Annemie Tonken","startTime":1623.18,"endTime":1625.79,"body":"bring it back to what you were"},{"speaker":"Annemie Tonken","startTime":1625.79,"endTime":1630.86,"body":"saying before about when you get"},{"speaker":"Annemie Tonken","startTime":1625.79,"endTime":1630.86,"body":"an inquiry and the how much"},{"speaker":"Annemie Tonken","startTime":1630.86,"endTime":1634.19,"body":"pressure it takes off of those"},{"speaker":"Annemie Tonken","startTime":1630.86,"endTime":1634.19,"body":"inquiries. If you were getting"},{"speaker":"Annemie Tonken","startTime":1634.19,"endTime":1638.54,"body":"on the phone with those people,"},{"speaker":"Annemie Tonken","startTime":1634.19,"endTime":1638.54,"body":"I think that that is an amazing,"},{"speaker":"Annemie Tonken","startTime":1638.69,"endTime":1642.47,"body":"like secret benefit. Because"},{"speaker":"Annemie Tonken","startTime":1638.69,"endTime":1642.47,"body":"it's the saint, you know, it's"},{"speaker":"Annemie Tonken","startTime":1642.47,"endTime":1644.6,"body":"the same thing as selling"},{"speaker":"Annemie Tonken","startTime":1642.47,"endTime":1644.6,"body":"anything else like when you're"},{"speaker":"Annemie Tonken","startTime":1644.6,"endTime":1649.07,"body":"desperate, that comes across."},{"speaker":"Annemie Tonken","startTime":1644.6,"endTime":1649.07,"body":"And when you feel like if I"},{"speaker":"Annemie Tonken","startTime":1649.07,"endTime":1652.37,"body":"don't get if I don't book this"},{"speaker":"Annemie Tonken","startTime":1649.07,"endTime":1652.37,"body":"inquiry, I'm not going to make"},{"speaker":"Annemie Tonken","startTime":1652.37,"endTime":1655.55,"body":"my you know, mortgage this"},{"speaker":"Annemie Tonken","startTime":1652.37,"endTime":1655.55,"body":"month, or I'm not going to make"},{"speaker":"Annemie Tonken","startTime":1655.55,"endTime":1659.09,"body":"my financial goal this month, or"},{"speaker":"Annemie Tonken","startTime":1655.55,"endTime":1659.09,"body":"whatever the case may be. When"},{"speaker":"Annemie Tonken","startTime":1659.63,"endTime":1663.29,"body":"you're I don't know, your"},{"speaker":"Annemie Tonken","startTime":1659.63,"endTime":1663.29,"body":"mortgage is covered every month,"},{"speaker":"Annemie Tonken","startTime":1663.32,"endTime":1667.01,"body":"month after month, it takes a"},{"speaker":"Annemie Tonken","startTime":1663.32,"endTime":1667.01,"body":"lot of pressure off of you know,"},{"speaker":"Annemie Tonken","startTime":1667.01,"endTime":1668.87,"body":"this one particular inquiry."},{"speaker":"Hannah Smith","startTime":1669.289,"endTime":1671.269,"body":"It does. And it"},{"speaker":"Hannah Smith","startTime":1669.289,"endTime":1671.269,"body":"also allows you to build a"},{"speaker":"Hannah Smith","startTime":1671.269,"endTime":1673.549,"body":"business that's more fulfilling"},{"speaker":"Hannah Smith","startTime":1671.269,"endTime":1673.549,"body":"for you because you don't have"},{"speaker":"Hannah Smith","startTime":1673.549,"endTime":1675.979,"body":"to book the clients who don't"},{"speaker":"Hannah Smith","startTime":1673.549,"endTime":1675.979,"body":"want to work with you don't have"},{"speaker":"Hannah Smith","startTime":1675.979,"endTime":1678.499,"body":"to book the clients that you did"},{"speaker":"Hannah Smith","startTime":1675.979,"endTime":1678.499,"body":"not get a good feeling from on"},{"speaker":"Hannah Smith","startTime":1678.499,"endTime":1681.379,"body":"the phone call or the first"},{"speaker":"Hannah Smith","startTime":1678.499,"endTime":1681.379,"body":"email, you don't have to worry"},{"speaker":"Hannah Smith","startTime":1681.379,"endTime":1684.019,"body":"about that. So that is one thing"},{"speaker":"Hannah Smith","startTime":1681.379,"endTime":1684.019,"body":"that's been nice is that I've"},{"speaker":"Hannah Smith","startTime":1684.019,"endTime":1686.359,"body":"been able to say no more well,"},{"speaker":"Hannah Smith","startTime":1684.019,"endTime":1686.359,"body":"even if it's just no and hey,"},{"speaker":"Hannah Smith","startTime":1686.359,"endTime":1690.259,"body":"can you do this thing? No, I"},{"speaker":"Hannah Smith","startTime":1686.359,"endTime":1690.259,"body":"don't offer that. No, I can"},{"speaker":"Hannah Smith","startTime":1690.259,"endTime":1692.869,"body":"refer you to someone else who I"},{"speaker":"Hannah Smith","startTime":1690.259,"endTime":1692.869,"body":"have a good relationship with,"},{"speaker":"Hannah Smith","startTime":1692.899,"endTime":1695.569,"body":"or simply, you know, just this"},{"speaker":"Hannah Smith","startTime":1692.899,"endTime":1695.569,"body":"isn't the right fit. But I just"},{"speaker":"Hannah Smith","startTime":1695.569,"endTime":1698.359,"body":"feel way more empowered to do"},{"speaker":"Hannah Smith","startTime":1695.569,"endTime":1698.359,"body":"that. Yeah. Which I also think"},{"speaker":"Hannah Smith","startTime":1698.359,"endTime":1701.449,"body":"as a female entrepreneur is like"},{"speaker":"Hannah Smith","startTime":1698.359,"endTime":1701.449,"body":"what what a cool place to be in"},{"speaker":"Hannah Smith","startTime":1701.509,"endTime":1706.069,"body":"building that, you know, that"},{"speaker":"Hannah Smith","startTime":1701.509,"endTime":1706.069,"body":"that sense of ownership in this"},{"speaker":"Hannah Smith","startTime":1706.069,"endTime":1706.549,"body":"business?"},{"speaker":"Annemie Tonken","startTime":1706.579,"endTime":1710.929,"body":"Yeah, that's so"},{"speaker":"Annemie Tonken","startTime":1706.579,"endTime":1710.929,"body":"good. I, I have in my little"},{"speaker":"Annemie Tonken","startTime":1710.959,"endTime":1716.569,"body":"notes here to you know, tell me"},{"speaker":"Annemie Tonken","startTime":1710.959,"endTime":1716.569,"body":"how your, your background as a,"},{"speaker":"Annemie Tonken","startTime":1717.109,"endTime":1720.349,"body":"as a mental health professional"},{"speaker":"Annemie Tonken","startTime":1717.109,"endTime":1720.349,"body":"or as a therapist feeds into"},{"speaker":"Annemie Tonken","startTime":1720.349,"endTime":1723.739,"body":"your business. But I feel like"},{"speaker":"Annemie Tonken","startTime":1720.349,"endTime":1723.739,"body":"the answer to that is has been"},{"speaker":"Annemie Tonken","startTime":1723.769,"endTime":1726.829,"body":"like laced throughout everything"},{"speaker":"Annemie Tonken","startTime":1723.769,"endTime":1726.829,"body":"that you've said, I feel like I"},{"speaker":"Annemie Tonken","startTime":1726.829,"endTime":1730.849,"body":"could use you in you know, on"},{"speaker":"Annemie Tonken","startTime":1726.829,"endTime":1730.849,"body":"sitting on my shoulder every"},{"speaker":"Annemie Tonken","startTime":1730.849,"endTime":1733.189,"body":"once in a while to like the"},{"speaker":"Annemie Tonken","startTime":1730.849,"endTime":1733.189,"body":"things that you're saying. And I"},{"speaker":"Annemie Tonken","startTime":1733.189,"endTime":1736.099,"body":"know that it's always one of"},{"speaker":"Annemie Tonken","startTime":1733.189,"endTime":1736.099,"body":"those things where sometimes"},{"speaker":"Annemie Tonken","startTime":1736.099,"endTime":1740.119,"body":"it's easier to say it or talk"},{"speaker":"Annemie Tonken","startTime":1736.099,"endTime":1740.119,"body":"about it when it's in the in the"},{"speaker":"Annemie Tonken","startTime":1740.119,"endTime":1744.349,"body":"past. We all have those"},{"speaker":"Annemie Tonken","startTime":1740.119,"endTime":1744.349,"body":"misgivings. And we have to do"},{"speaker":"Annemie Tonken","startTime":1744.349,"endTime":1747.979,"body":"that mental work, even if we're,"},{"speaker":"Annemie Tonken","startTime":1744.349,"endTime":1747.979,"body":"we can talk a big game like we"},{"speaker":"Annemie Tonken","startTime":1747.979,"endTime":1751.999,"body":"are all there from time to time,"},{"speaker":"Annemie Tonken","startTime":1747.979,"endTime":1751.999,"body":"but you state it so beautifully."},{"speaker":"Annemie Tonken","startTime":1751.999,"endTime":1755.119,"body":"And obviously you're also"},{"speaker":"Annemie Tonken","startTime":1751.999,"endTime":1755.119,"body":"walking that walk like"},{"speaker":"Annemie Tonken","startTime":1755.329,"endTime":1758.839,"body":"everything that you have done"},{"speaker":"Annemie Tonken","startTime":1755.329,"endTime":1758.839,"body":"has been intentional. And it's"},{"speaker":"Annemie Tonken","startTime":1758.839,"endTime":1763.399,"body":"funny how your willingness to"},{"speaker":"Annemie Tonken","startTime":1758.839,"endTime":1763.399,"body":"take the long view has resulted"},{"speaker":"Annemie Tonken","startTime":1763.429,"endTime":1767.749,"body":"in really fast. I mean, again, I"},{"speaker":"Annemie Tonken","startTime":1763.429,"endTime":1767.749,"body":"know that two years or three"},{"speaker":"Annemie Tonken","startTime":1767.749,"endTime":1771.919,"body":"years or four years doesn't feel"},{"speaker":"Annemie Tonken","startTime":1767.749,"endTime":1771.919,"body":"fast in the moment, but in the"},{"speaker":"Annemie Tonken","startTime":1771.919,"endTime":1775.249,"body":"trajectory of building a"},{"speaker":"Annemie Tonken","startTime":1771.919,"endTime":1775.249,"body":"successful sustainable business"},{"speaker":"Annemie Tonken","startTime":1775.519,"endTime":1780.229,"body":"that is fast, especially in an"},{"speaker":"Annemie Tonken","startTime":1775.519,"endTime":1780.229,"body":"extremely competitive field. So"},{"speaker":"Annemie Tonken","startTime":1780.259,"endTime":1783.379,"body":"you're you're getting the"},{"speaker":"Annemie Tonken","startTime":1780.259,"endTime":1783.379,"body":"results that are kind of the"},{"speaker":"Annemie Tonken","startTime":1783.379,"endTime":1786.769,"body":"promise of doing that. taking"},{"speaker":"Annemie Tonken","startTime":1783.379,"endTime":1786.769,"body":"those steps"},{"speaker":"Hannah Smith","startTime":1786.8,"endTime":1788.45,"body":"well thank you so"},{"speaker":"Hannah Smith","startTime":1786.8,"endTime":1788.45,"body":"much for saying that. And one"},{"speaker":"Hannah Smith","startTime":1788.45,"endTime":1791.27,"body":"thing I just want to highlight"},{"speaker":"Hannah Smith","startTime":1788.45,"endTime":1791.27,"body":"is that even saying these things"},{"speaker":"Hannah Smith","startTime":1791.27,"endTime":1794.93,"body":"have I value the long game does"},{"speaker":"Hannah Smith","startTime":1791.27,"endTime":1794.93,"body":"not negate the the fear and the"},{"speaker":"Hannah Smith","startTime":1794.93,"endTime":1797.75,"body":"anxiety that I felt in the"},{"speaker":"Hannah Smith","startTime":1794.93,"endTime":1797.75,"body":"moment for all these things. So"},{"speaker":"Hannah Smith","startTime":1797.75,"endTime":1801.2,"body":"I think often when you hear you"},{"speaker":"Hannah Smith","startTime":1797.75,"endTime":1801.2,"body":"know I listen to these podcasts"},{"speaker":"Hannah Smith","startTime":1801.2,"endTime":1804.47,"body":"for the last several years, and"},{"speaker":"Hannah Smith","startTime":1801.2,"endTime":1804.47,"body":"I hear success stories. And I'm"},{"speaker":"Hannah Smith","startTime":1804.47,"endTime":1807.17,"body":"like, Oh, that's great for them."},{"speaker":"Hannah Smith","startTime":1804.47,"endTime":1807.17,"body":"But that's separate than me"},{"speaker":"Hannah Smith","startTime":1807.2,"endTime":1810.41,"body":"recognizing that every, like I"},{"speaker":"Hannah Smith","startTime":1807.2,"endTime":1810.41,"body":"said, I had a marketing event"},{"speaker":"Hannah Smith","startTime":1810.41,"endTime":1813.32,"body":"last summer that two people"},{"speaker":"Hannah Smith","startTime":1810.41,"endTime":1813.32,"body":"showed up to us, I felt so"},{"speaker":"Hannah Smith","startTime":1813.32,"endTime":1815.24,"body":"embarrassed for them. And I"},{"speaker":"Hannah Smith","startTime":1813.32,"endTime":1815.24,"body":"laughed and was like, I cannot"},{"speaker":"Hannah Smith","startTime":1815.24,"endTime":1817.34,"body":"believe just I didn't even care"},{"speaker":"Hannah Smith","startTime":1815.24,"endTime":1817.34,"body":"about the money. I was like, I'm"},{"speaker":"Hannah Smith","startTime":1817.34,"endTime":1820.43,"body":"just embarrassed, like, the"},{"speaker":"Hannah Smith","startTime":1817.34,"endTime":1820.43,"body":"inquiries that haven't turned"},{"speaker":"Hannah Smith","startTime":1820.43,"endTime":1822.53,"body":"out that you know, all those"},{"speaker":"Hannah Smith","startTime":1820.43,"endTime":1822.53,"body":"things, those hurt, and they"},{"speaker":"Hannah Smith","startTime":1822.53,"endTime":1825.86,"body":"feel like a struggle. And I've"},{"speaker":"Hannah Smith","startTime":1822.53,"endTime":1825.86,"body":"thought many times about just is"},{"speaker":"Hannah Smith","startTime":1825.86,"endTime":1829.64,"body":"this time to give up? Is it time"},{"speaker":"Hannah Smith","startTime":1825.86,"endTime":1829.64,"body":"to not so recognizing, if you're"},{"speaker":"Hannah Smith","startTime":1829.64,"endTime":1832.79,"body":"feeling those feelings, that"},{"speaker":"Hannah Smith","startTime":1829.64,"endTime":1832.79,"body":"it's okay to recognize them and"},{"speaker":"Hannah Smith","startTime":1832.79,"endTime":1835.22,"body":"feel them and just be like, This"},{"speaker":"Hannah Smith","startTime":1832.79,"endTime":1835.22,"body":"is why I'm good as a"},{"speaker":"Hannah Smith","startTime":1835.22,"endTime":1838.25,"body":"photographer, it's because I"},{"speaker":"Hannah Smith","startTime":1835.22,"endTime":1838.25,"body":"feel things, you know, for my"},{"speaker":"Hannah Smith","startTime":1838.25,"endTime":1841.19,"body":"clients, I have a relationship,"},{"speaker":"Hannah Smith","startTime":1838.25,"endTime":1841.19,"body":"it's because I value my business"},{"speaker":"Hannah Smith","startTime":1841.19,"endTime":1844.25,"body":"so much. And that's what's gonna"},{"speaker":"Hannah Smith","startTime":1841.19,"endTime":1844.25,"body":"make me succeed. But right now,"},{"speaker":"Hannah Smith","startTime":1844.25,"endTime":1848.27,"body":"it just really sucks. And that's"},{"speaker":"Hannah Smith","startTime":1844.25,"endTime":1848.27,"body":"really, because there's been so"},{"speaker":"Hannah Smith","startTime":1848.27,"endTime":1851.15,"body":"many times that it just really"},{"speaker":"Hannah Smith","startTime":1848.27,"endTime":1851.15,"body":"is hard in the moment, but I'm"},{"speaker":"Hannah Smith","startTime":1851.15,"endTime":1853.58,"body":"glad that I've gotten here. And"},{"speaker":"Hannah Smith","startTime":1851.15,"endTime":1853.58,"body":"I can't wait to see where I go"},{"speaker":"Hannah Smith","startTime":1853.58,"endTime":1855.53,"body":"in the future. Because now I'm"},{"speaker":"Hannah Smith","startTime":1853.58,"endTime":1855.53,"body":"like, Okay, once you get a"},{"speaker":"Hannah Smith","startTime":1855.53,"endTime":1858.77,"body":"little bit of that energy, like,"},{"speaker":"Hannah Smith","startTime":1855.53,"endTime":1858.77,"body":"Okay, this is going well, you"},{"speaker":"Hannah Smith","startTime":1858.77,"endTime":1860.78,"body":"start to realize, okay, where"},{"speaker":"Hannah Smith","startTime":1858.77,"endTime":1860.78,"body":"could I go next, then?"},{"speaker":"Annemie Tonken","startTime":1860.869,"endTime":1863.899,"body":"Yeah, well, so"},{"speaker":"Annemie Tonken","startTime":1860.869,"endTime":1863.899,"body":"tell me a little bit about where"},{"speaker":"Annemie Tonken","startTime":1863.899,"endTime":1867.079,"body":"you're going next. What is you"},{"speaker":"Annemie Tonken","startTime":1863.899,"endTime":1867.079,"body":"You teased earlier that"},{"speaker":"Annemie Tonken","startTime":1867.109,"endTime":1870.379,"body":"outsourcing is a big part of"},{"speaker":"Annemie Tonken","startTime":1867.109,"endTime":1870.379,"body":"your plan for the coming year?"},{"speaker":"Annemie Tonken","startTime":1870.409,"endTime":1873.589,"body":"Yeah. Where do you see your"},{"speaker":"Annemie Tonken","startTime":1870.409,"endTime":1873.589,"body":"business next December. A few"},{"speaker":"Hannah Smith","startTime":1873.589,"endTime":1875.299,"body":"things that I'm"},{"speaker":"Hannah Smith","startTime":1873.589,"endTime":1875.299,"body":"really excited about. One is"},{"speaker":"Hannah Smith","startTime":1875.299,"endTime":1879.169,"body":"outsourcing. I am really taking"},{"speaker":"Hannah Smith","startTime":1875.299,"endTime":1879.169,"body":"off my plate, the things that I"},{"speaker":"Hannah Smith","startTime":1879.169,"endTime":1881.779,"body":"either don't want to do, or they"},{"speaker":"Hannah Smith","startTime":1879.169,"endTime":1881.779,"body":"just take up a lot of my time,"},{"speaker":"Hannah Smith","startTime":1882.379,"endTime":1885.319,"body":"emails, deliveries, you know,"},{"speaker":"Hannah Smith","startTime":1882.379,"endTime":1885.319,"body":"even I had all these membership"},{"speaker":"Hannah Smith","startTime":1885.319,"endTime":1888.649,"body":"gifts, it filled my living room"},{"speaker":"Hannah Smith","startTime":1885.319,"endTime":1888.649,"body":"last weekend, and I loaded them"},{"speaker":"Hannah Smith","startTime":1888.649,"endTime":1892.099,"body":"into a friend's car and pay that"},{"speaker":"Hannah Smith","startTime":1888.649,"endTime":1892.099,"body":"person to drive around and"},{"speaker":"Hannah Smith","startTime":1892.099,"endTime":1893.629,"body":"deliver them because they were"},{"speaker":"Hannah Smith","startTime":1892.099,"endTime":1893.629,"body":"like, This is a great way to"},{"speaker":"Hannah Smith","startTime":1893.629,"endTime":1895.729,"body":"spend my Saturday and I was"},{"speaker":"Hannah Smith","startTime":1893.629,"endTime":1895.729,"body":"like, I would rather not do"},{"speaker":"Hannah Smith","startTime":1895.729,"endTime":1899.509,"body":"that. Yeah. So things like that,"},{"speaker":"Hannah Smith","startTime":1895.729,"endTime":1899.509,"body":"like getting that time back is a"},{"speaker":"Hannah Smith","startTime":1899.509,"endTime":1903.199,"body":"big plan for me for next year."},{"speaker":"Hannah Smith","startTime":1899.509,"endTime":1903.199,"body":"The other thing is that I'm also"},{"speaker":"Hannah Smith","startTime":1903.229,"endTime":1905.569,"body":"breaking into a new area of"},{"speaker":"Hannah Smith","startTime":1903.229,"endTime":1905.569,"body":"photography, which is you know,"},{"speaker":"Hannah Smith","startTime":1905.569,"endTime":1908.449,"body":"filmmaking. And that's one of my"},{"speaker":"Hannah Smith","startTime":1905.569,"endTime":1908.449,"body":"big goals because I have the"},{"speaker":"Hannah Smith","startTime":1908.449,"endTime":1911.479,"body":"time to do it. Now I have a"},{"speaker":"Hannah Smith","startTime":1908.449,"endTime":1911.479,"body":"stable income from my membership"},{"speaker":"Hannah Smith","startTime":1911.479,"endTime":1913.549,"body":"that I can say this, these"},{"speaker":"Hannah Smith","startTime":1911.479,"endTime":1913.549,"body":"winter months can really be a"},{"speaker":"Hannah Smith","startTime":1913.549,"endTime":1917.479,"body":"building season, really focus on"},{"speaker":"Hannah Smith","startTime":1913.549,"endTime":1917.479,"body":"portfolio building, learning new"},{"speaker":"Hannah Smith","startTime":1917.479,"endTime":1919.999,"body":"skills, and really focusing on"},{"speaker":"Hannah Smith","startTime":1917.479,"endTime":1919.999,"body":"that which is an area that"},{"speaker":"Hannah Smith","startTime":1919.999,"endTime":1922.369,"body":"artistically, I think is going"},{"speaker":"Hannah Smith","startTime":1919.999,"endTime":1922.369,"body":"to be very fulfilling for me,"},{"speaker":"Hannah Smith","startTime":1922.609,"endTime":1927.589,"body":"and also an area of growth and"},{"speaker":"Hannah Smith","startTime":1922.609,"endTime":1927.589,"body":"profitability. I also launched a"},{"speaker":"Hannah Smith","startTime":1927.589,"endTime":1930.619,"body":"course with click photo school"},{"speaker":"Hannah Smith","startTime":1927.589,"endTime":1930.619,"body":"this summer forever clients,"},{"speaker":"Hannah Smith","startTime":1930.619,"endTime":1935.599,"body":"your guide to client experience,"},{"speaker":"Hannah Smith","startTime":1930.619,"endTime":1935.599,"body":"and I'm hopeful to continue to"},{"speaker":"Hannah Smith","startTime":1935.629,"endTime":1938.299,"body":"develop in the education world"},{"speaker":"Hannah Smith","startTime":1935.629,"endTime":1938.299,"body":"in the mentorship. I really"},{"speaker":"Hannah Smith","startTime":1938.299,"endTime":1941.239,"body":"enjoy talking to other"},{"speaker":"Hannah Smith","startTime":1938.299,"endTime":1941.239,"body":"photographers. I love to"},{"speaker":"Hannah Smith","startTime":1941.269,"endTime":1944.329,"body":"cheerlead and to coach and to"},{"speaker":"Hannah Smith","startTime":1941.269,"endTime":1944.329,"body":"just really talk about, hey,"},{"speaker":"Hannah Smith","startTime":1944.329,"endTime":1947.719,"body":"it's not just about the money or"},{"speaker":"Hannah Smith","startTime":1944.329,"endTime":1947.719,"body":"about the marketing, it's about"},{"speaker":"Hannah Smith","startTime":1947.719,"endTime":1950.629,"body":"what internally is going on. Why"},{"speaker":"Hannah Smith","startTime":1947.719,"endTime":1950.629,"body":"was your response when that"},{"speaker":"Hannah Smith","startTime":1950.629,"endTime":1952.789,"body":"happened? And why do you think"},{"speaker":"Hannah Smith","startTime":1950.629,"endTime":1952.789,"body":"it means you can't keep going?"},{"speaker":"Hannah Smith","startTime":1953.359,"endTime":1955.939,"body":"Because that's so much of the"},{"speaker":"Hannah Smith","startTime":1953.359,"endTime":1955.939,"body":"work we have to do."},{"speaker":"Annemie Tonken","startTime":1956.0,"endTime":1958.25,"body":"Yeah,"},{"speaker":"Annemie Tonken","startTime":1956.0,"endTime":1958.25,"body":"absolutely. Well, and your"},{"speaker":"Annemie Tonken","startTime":1958.37,"endTime":1962.84,"body":"history really lends itself to"},{"speaker":"Annemie Tonken","startTime":1958.37,"endTime":1962.84,"body":"making you a perfect candidate"},{"speaker":"Annemie Tonken","startTime":1962.9,"endTime":1966.83,"body":"to being a mentor and a coach"},{"speaker":"Annemie Tonken","startTime":1962.9,"endTime":1966.83,"body":"and an instructor. Because you"},{"speaker":"Annemie Tonken","startTime":1966.83,"endTime":1971.81,"body":"do have that sort of insight"},{"speaker":"Annemie Tonken","startTime":1966.83,"endTime":1971.81,"body":"into what ultimately is at least"},{"speaker":"Annemie Tonken","startTime":1971.81,"endTime":1976.04,"body":"50% of being an entrepreneur,"},{"speaker":"Annemie Tonken","startTime":1971.81,"endTime":1976.04,"body":"which is the mindset piece."},{"speaker":"Hannah Smith","startTime":1976.339,"endTime":1977.899,"body":"That means so much"},{"speaker":"Hannah Smith","startTime":1976.339,"endTime":1977.899,"body":"coming from the best."},{"speaker":"Annemie Tonken","startTime":1979.55,"endTime":1985.82,"body":"Oh, stop, no, do"},{"speaker":"Annemie Tonken","startTime":1979.55,"endTime":1985.82,"body":"go. Oh, that's very, very kind"},{"speaker":"Annemie Tonken","startTime":1985.82,"endTime":1988.37,"body":"coming from you. I really"},{"speaker":"Annemie Tonken","startTime":1985.82,"endTime":1988.37,"body":"appreciate it. Well, that's"},{"speaker":"Annemie Tonken","startTime":1988.37,"endTime":1991.55,"body":"wonderful. And I know that you"},{"speaker":"Annemie Tonken","startTime":1988.37,"endTime":1991.55,"body":"do have some one on one"},{"speaker":"Annemie Tonken","startTime":1991.55,"endTime":1996.44,"body":"availability for coaching now,"},{"speaker":"Annemie Tonken","startTime":1991.55,"endTime":1996.44,"body":"so tell everybody where they can"},{"speaker":"Annemie Tonken","startTime":1996.44,"endTime":1998.03,"body":"find you and find out more about"},{"speaker":"Annemie Tonken","startTime":1996.44,"endTime":1998.03,"body":"that."},{"speaker":"Hannah Smith","startTime":1998.059,"endTime":2000.159,"body":"Yeah, so you can"},{"speaker":"Hannah Smith","startTime":1998.059,"endTime":2000.159,"body":"find me on my website little bug"},{"speaker":"Hannah Smith","startTime":2000.159,"endTime":2005.769,"body":"photos.com or on Instagram"},{"speaker":"Hannah Smith","startTime":2000.159,"endTime":2005.769,"body":"little bug photos Cincy CI N Cy"},{"speaker":"Hannah Smith","startTime":2005.769,"endTime":2006.609,"body":"for Switzerland."},{"speaker":"Annemie Tonken","startTime":2006.639,"endTime":2008.229,"body":"I was gonna say"},{"speaker":"Annemie Tonken","startTime":2006.639,"endTime":2008.229,"body":"we didn't even say that you're"},{"speaker":"Annemie Tonken","startTime":2008.229,"endTime":2011.049,"body":"based in Cincinnati. But that is"},{"speaker":"Annemie Tonken","startTime":2008.229,"endTime":2011.049,"body":"why yes, based"},{"speaker":"Hannah Smith","startTime":2011.05,"endTime":2014.02,"body":"in Cincinnati,"},{"speaker":"Hannah Smith","startTime":2011.05,"endTime":2014.02,"body":"Ohio. And so I'm pretty active"},{"speaker":"Hannah Smith","startTime":2014.02,"endTime":2017.29,"body":"on social media sometimes to"},{"speaker":"Hannah Smith","startTime":2014.02,"endTime":2017.29,"body":"active but I love to get to know"},{"speaker":"Hannah Smith","startTime":2017.29,"endTime":2020.53,"body":"other photographers chat and get"},{"speaker":"Hannah Smith","startTime":2017.29,"endTime":2020.53,"body":"to know you better."},{"speaker":"Annemie Tonken","startTime":2020.739,"endTime":2024.039,"body":"Excellent. And I"},{"speaker":"Annemie Tonken","startTime":2020.739,"endTime":2024.039,"body":"am so excited to finally get to"},{"speaker":"Annemie Tonken","startTime":2024.039,"endTime":2028.239,"body":"know you in this more one on one"},{"speaker":"Annemie Tonken","startTime":2024.039,"endTime":2028.239,"body":"way. This has been such a lovely"},{"speaker":"Annemie Tonken","startTime":2028.239,"endTime":2032.049,"body":"conversation and, and you've"},{"speaker":"Annemie Tonken","startTime":2028.239,"endTime":2032.049,"body":"shared so much great value here."},{"speaker":"Annemie Tonken","startTime":2032.049,"endTime":2035.289,"body":"So I will look forward to the"},{"speaker":"Annemie Tonken","startTime":2032.049,"endTime":2035.289,"body":"next time. But in the meantime,"},{"speaker":"Annemie Tonken","startTime":2035.319,"endTime":2037.359,"body":"I hope you have a wonderful day."},{"speaker":"Annemie Tonken","startTime":2035.319,"endTime":2037.359,"body":"Thanks so much,"},{"speaker":"Hannah Smith","startTime":2037.39,"endTime":2039.07,"body":"so much. I love"},{"speaker":"Hannah Smith","startTime":2037.39,"endTime":2039.07,"body":"you. Thanks for having me."},{"speaker":"Annemie Tonken","startTime":2040.029,"endTime":2042.309,"body":"Well, that's it"},{"speaker":"Annemie Tonken","startTime":2040.029,"endTime":2042.309,"body":"for this week's episode of This"},{"speaker":"Annemie Tonken","startTime":2042.309,"endTime":2046.029,"body":"can't be that hard. I'll be back"},{"speaker":"Annemie Tonken","startTime":2042.309,"endTime":2046.029,"body":"Same time, same place next week."},{"speaker":"Annemie Tonken","startTime":2046.569,"endTime":2049.299,"body":"In the meantime, you can find"},{"speaker":"Annemie Tonken","startTime":2046.569,"endTime":2049.299,"body":"more information about this"},{"speaker":"Annemie Tonken","startTime":2049.299,"endTime":2052.209,"body":"episode, along with all the"},{"speaker":"Annemie Tonken","startTime":2049.299,"endTime":2052.209,"body":"relevant links, notes and"},{"speaker":"Annemie Tonken","startTime":2052.209,"endTime":2057.099,"body":"downloads at this can't be that"},{"speaker":"Annemie Tonken","startTime":2052.209,"endTime":2057.099,"body":"hard.com/learn If you liked the"},{"speaker":"Annemie Tonken","startTime":2057.099,"endTime":2060.639,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":2057.099,"endTime":2060.639,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":2060.819,"endTime":2064.449,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":2060.819,"endTime":2064.449,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":2064.629,"endTime":2068.169,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":2064.629,"endTime":2068.169,"body":"hope you have a fantastic week."}]}