{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.329,"endTime":4.229,"body":"Imagine if you"},{"speaker":"Annemie Tonken","startTime":0.329,"endTime":4.229,"body":"will, it is a crisp autumn day,"},{"speaker":"Annemie Tonken","startTime":4.289,"endTime":9.539,"body":"and I am out walking my dogs"},{"speaker":"Annemie Tonken","startTime":4.289,"endTime":9.539,"body":"with my headphones in listening,"},{"speaker":"Annemie Tonken","startTime":9.569,"endTime":12.449,"body":"as I often do to my friend,"},{"speaker":"Annemie Tonken","startTime":9.569,"endTime":12.449,"body":"Sabrina's show, shoot it"},{"speaker":"Annemie Tonken","startTime":12.449,"endTime":16.109,"body":"straight. And in this particular"},{"speaker":"Annemie Tonken","startTime":12.449,"endTime":16.109,"body":"episode of her podcast, Sabrina"},{"speaker":"Annemie Tonken","startTime":16.109,"endTime":18.599,"body":"was talking about the eight"},{"speaker":"Annemie Tonken","startTime":16.109,"endTime":18.599,"body":"things that have made the"},{"speaker":"Annemie Tonken","startTime":18.599,"endTime":21.659,"body":"biggest impact on her"},{"speaker":"Annemie Tonken","startTime":18.599,"endTime":21.659,"body":"photography business over the"},{"speaker":"Annemie Tonken","startTime":21.659,"endTime":25.049,"body":"years, but it's a beautiful day,"},{"speaker":"Annemie Tonken","startTime":21.659,"endTime":25.049,"body":"and the dogs are being cute. And"},{"speaker":"Annemie Tonken","startTime":25.049,"endTime":28.919,"body":"I'm just kind of strolling along"},{"speaker":"Annemie Tonken","startTime":25.049,"endTime":28.919,"body":"letting this podcast you know,"},{"speaker":"Annemie Tonken","startTime":28.949,"endTime":32.099,"body":"wash over me because the fact of"},{"speaker":"Annemie Tonken","startTime":28.949,"endTime":32.099,"body":"the matter is, I'm good friends"},{"speaker":"Annemie Tonken","startTime":32.099,"endTime":36.029,"body":"with Sabrina, I know a lot of"},{"speaker":"Annemie Tonken","startTime":32.099,"endTime":36.029,"body":"what she has to talk about and"},{"speaker":"Annemie Tonken","startTime":36.059,"endTime":39.629,"body":"offer in the teaching space. So"},{"speaker":"Annemie Tonken","startTime":36.059,"endTime":39.629,"body":"I had a sense that I knew"},{"speaker":"Annemie Tonken","startTime":39.659,"endTime":43.199,"body":"exactly what she was going to"},{"speaker":"Annemie Tonken","startTime":39.659,"endTime":43.199,"body":"talk about in this particular"},{"speaker":"Annemie Tonken","startTime":43.199,"endTime":47.279,"body":"episode. Then all of a sudden,"},{"speaker":"Annemie Tonken","startTime":43.199,"endTime":47.279,"body":"halfway through the episode, she"},{"speaker":"Annemie Tonken","startTime":47.279,"endTime":52.139,"body":"drops this like truth bomb that"},{"speaker":"Annemie Tonken","startTime":47.279,"endTime":52.139,"body":"totally stopped me in my tracks,"},{"speaker":"Annemie Tonken","startTime":52.139,"endTime":56.609,"body":"literally. And as soon as I got"},{"speaker":"Annemie Tonken","startTime":52.139,"endTime":56.609,"body":"home from the walk, I sent her"},{"speaker":"Annemie Tonken","startTime":56.609,"endTime":60.749,"body":"an email and was like, I need"},{"speaker":"Annemie Tonken","startTime":56.609,"endTime":60.749,"body":"you back on the show. And we are"},{"speaker":"Annemie Tonken","startTime":60.749,"endTime":64.679,"body":"going to talk about confidence."},{"speaker":"Annemie Tonken","startTime":60.749,"endTime":64.679,"body":"The thing is, when she was"},{"speaker":"Annemie Tonken","startTime":64.679,"endTime":67.709,"body":"talking about the different"},{"speaker":"Annemie Tonken","startTime":64.679,"endTime":67.709,"body":"elements that have had the"},{"speaker":"Annemie Tonken","startTime":67.709,"endTime":71.249,"body":"biggest impact on her business,"},{"speaker":"Annemie Tonken","startTime":67.709,"endTime":71.249,"body":"I figured that she was going to"},{"speaker":"Annemie Tonken","startTime":71.249,"endTime":77.099,"body":"be talking about various systems"},{"speaker":"Annemie Tonken","startTime":71.249,"endTime":77.099,"body":"and mindset shifts and, and"},{"speaker":"Annemie Tonken","startTime":77.099,"endTime":81.119,"body":"maybe pieces of software that"},{"speaker":"Annemie Tonken","startTime":77.099,"endTime":81.119,"body":"have affected her ability to run"},{"speaker":"Annemie Tonken","startTime":81.179,"endTime":84.359,"body":"a good business. But when she"},{"speaker":"Annemie Tonken","startTime":81.179,"endTime":84.359,"body":"started talking about confidence"},{"speaker":"Annemie Tonken","startTime":84.389,"endTime":88.349,"body":"as its own factor in her"},{"speaker":"Annemie Tonken","startTime":84.389,"endTime":88.349,"body":"success, it just cracked"},{"speaker":"Annemie Tonken","startTime":88.349,"endTime":92.189,"body":"something wide open inside me. I"},{"speaker":"Annemie Tonken","startTime":88.349,"endTime":92.189,"body":"knew that that was true, not"},{"speaker":"Annemie Tonken","startTime":92.189,"endTime":95.159,"body":"just for her. But for me and for"},{"speaker":"Annemie Tonken","startTime":92.189,"endTime":95.159,"body":"just about every successful"},{"speaker":"Annemie Tonken","startTime":95.159,"endTime":98.459,"body":"photographer and small business"},{"speaker":"Annemie Tonken","startTime":95.159,"endTime":98.459,"body":"owner that I have ever met. The"},{"speaker":"Annemie Tonken","startTime":98.459,"endTime":100.769,"body":"fact of the matter is whether"},{"speaker":"Annemie Tonken","startTime":98.459,"endTime":100.769,"body":"confidence is something that"},{"speaker":"Annemie Tonken","startTime":100.769,"endTime":105.179,"body":"comes naturally to you or not,"},{"speaker":"Annemie Tonken","startTime":100.769,"endTime":105.179,"body":"it is imperative that you"},{"speaker":"Annemie Tonken","startTime":105.209,"endTime":109.019,"body":"channel some amount of"},{"speaker":"Annemie Tonken","startTime":105.209,"endTime":109.019,"body":"confidence in all kinds of areas"},{"speaker":"Annemie Tonken","startTime":109.019,"endTime":112.319,"body":"of running a business it you"},{"speaker":"Annemie Tonken","startTime":109.019,"endTime":112.319,"body":"need to be confident about the"},{"speaker":"Annemie Tonken","startTime":112.319,"endTime":115.829,"body":"way that you show up in your"},{"speaker":"Annemie Tonken","startTime":112.319,"endTime":115.829,"body":"communication, you have to be"},{"speaker":"Annemie Tonken","startTime":115.829,"endTime":119.489,"body":"able to make confident decisions"},{"speaker":"Annemie Tonken","startTime":115.829,"endTime":119.489,"body":"about the money that you spend."},{"speaker":"Annemie Tonken","startTime":119.669,"endTime":123.749,"body":"You need to be confident when"},{"speaker":"Annemie Tonken","startTime":119.669,"endTime":123.749,"body":"you show up and actually lead a"},{"speaker":"Annemie Tonken","startTime":123.749,"endTime":126.989,"body":"session or you know, show up to"},{"speaker":"Annemie Tonken","startTime":123.749,"endTime":126.989,"body":"photograph someone's wedding"},{"speaker":"Annemie Tonken","startTime":127.019,"endTime":131.219,"body":"where you are willing to make"},{"speaker":"Annemie Tonken","startTime":127.019,"endTime":131.219,"body":"posing decisions and direct"},{"speaker":"Annemie Tonken","startTime":131.219,"endTime":135.539,"body":"people or even just confidently"},{"speaker":"Annemie Tonken","startTime":131.219,"endTime":135.539,"body":"get yourself into the right"},{"speaker":"Annemie Tonken","startTime":135.539,"endTime":140.099,"body":"position to be there for the"},{"speaker":"Annemie Tonken","startTime":135.539,"endTime":140.099,"body":"shot right confidence is kind of"},{"speaker":"Annemie Tonken","startTime":140.099,"endTime":143.369,"body":"the unsung hero of the small"},{"speaker":"Annemie Tonken","startTime":140.099,"endTime":143.369,"body":"business world. And today's"},{"speaker":"Annemie Tonken","startTime":143.369,"endTime":148.679,"body":"conversation with Sabrina is all"},{"speaker":"Annemie Tonken","startTime":143.369,"endTime":148.679,"body":"about how that shows up in your"},{"speaker":"Annemie Tonken","startTime":148.679,"endTime":153.299,"body":"business, how you can cultivate"},{"speaker":"Annemie Tonken","startTime":148.679,"endTime":153.299,"body":"it, and whether there are ways"},{"speaker":"Annemie Tonken","startTime":153.299,"endTime":157.079,"body":"that you can be too confident or"},{"speaker":"Annemie Tonken","startTime":153.299,"endTime":157.079,"body":"go too far down that path. And I"},{"speaker":"Annemie Tonken","startTime":157.079,"endTime":161.369,"body":"think you're gonna love this"},{"speaker":"Annemie Tonken","startTime":157.079,"endTime":161.369,"body":"conversation. Welcome to this"},{"speaker":"Annemie Tonken","startTime":161.369,"endTime":164.789,"body":"can't be that hard. My name is"},{"speaker":"Annemie Tonken","startTime":161.369,"endTime":164.789,"body":"Annemie Tonken. And I help"},{"speaker":"Annemie Tonken","startTime":164.789,"endTime":167.999,"body":"photographers run profitable,"},{"speaker":"Annemie Tonken","startTime":164.789,"endTime":167.999,"body":"sustainable businesses that they"},{"speaker":"Annemie Tonken","startTime":167.999,"endTime":172.709,"body":"love. Each week on the podcast,"},{"speaker":"Annemie Tonken","startTime":167.999,"endTime":172.709,"body":"I cover simple, actionable"},{"speaker":"Annemie Tonken","startTime":172.709,"endTime":175.859,"body":"strategies and systems that"},{"speaker":"Annemie Tonken","startTime":172.709,"endTime":175.859,"body":"photographers at every level of"},{"speaker":"Annemie Tonken","startTime":175.859,"endTime":179.699,"body":"experience can use to earn more"},{"speaker":"Annemie Tonken","startTime":175.859,"endTime":179.699,"body":"money in a more sustainable way."},{"speaker":"Annemie Tonken","startTime":180.599,"endTime":183.569,"body":"Running a photography business"},{"speaker":"Annemie Tonken","startTime":180.599,"endTime":183.569,"body":"doesn't have to be that hard."},{"speaker":"Annemie Tonken","startTime":184.019,"endTime":191.489,"body":"You can do it. And I can show"},{"speaker":"Annemie Tonken","startTime":184.019,"endTime":191.489,"body":"you how. Sabrina Gebhardt"},{"speaker":"Annemie Tonken","startTime":191.489,"endTime":194.129,"body":"Welcome back to this can't be"},{"speaker":"Annemie Tonken","startTime":191.489,"endTime":194.129,"body":"that hard. How are you today?"},{"speaker":"Sabrina Gebhardt","startTime":194.429,"endTime":197.369,"body":"I'm so good."},{"speaker":"Sabrina Gebhardt","startTime":194.429,"endTime":197.369,"body":"I'm so glad to be here. always"},{"speaker":"Sabrina Gebhardt","startTime":197.369,"endTime":198.239,"body":"love chatting with you"},{"speaker":"Annemie Tonken","startTime":198.57,"endTime":201.15,"body":"know, and I'm"},{"speaker":"Annemie Tonken","startTime":198.57,"endTime":201.15,"body":"super excited about today's"},{"speaker":"Annemie Tonken","startTime":201.15,"endTime":205.59,"body":"topic, because I feel like this"},{"speaker":"Annemie Tonken","startTime":201.15,"endTime":205.59,"body":"is one that somehow in over 200"},{"speaker":"Annemie Tonken","startTime":205.59,"endTime":209.82,"body":"episodes I haven't really"},{"speaker":"Annemie Tonken","startTime":205.59,"endTime":209.82,"body":"dedicated a full episode to even"},{"speaker":"Annemie Tonken","startTime":209.82,"endTime":214.38,"body":"though it is truly one of the"},{"speaker":"Annemie Tonken","startTime":209.82,"endTime":214.38,"body":"things that when I think about"},{"speaker":"Annemie Tonken","startTime":214.38,"endTime":219.06,"body":"what has made a difference in my"},{"speaker":"Annemie Tonken","startTime":214.38,"endTime":219.06,"body":"business, what has made me and"},{"speaker":"Annemie Tonken","startTime":219.06,"endTime":222.21,"body":"I'm putting this in air quotes,"},{"speaker":"Annemie Tonken","startTime":219.06,"endTime":222.21,"body":"but successful where some of my"},{"speaker":"Annemie Tonken","startTime":222.21,"endTime":226.95,"body":"peers who are very talented"},{"speaker":"Annemie Tonken","startTime":222.21,"endTime":226.95,"body":"photographers have not been"},{"speaker":"Annemie Tonken","startTime":226.95,"endTime":230.31,"body":"successful. You know, this is"},{"speaker":"Annemie Tonken","startTime":226.95,"endTime":230.31,"body":"one of those things. And so I'm"},{"speaker":"Annemie Tonken","startTime":230.31,"endTime":233.46,"body":"really excited to chat with you"},{"speaker":"Annemie Tonken","startTime":230.31,"endTime":233.46,"body":"about it. I said in the intro"},{"speaker":"Annemie Tonken","startTime":233.49,"endTime":237.66,"body":"that I got inspired for this"},{"speaker":"Annemie Tonken","startTime":233.49,"endTime":237.66,"body":"particular topic by listening to"},{"speaker":"Annemie Tonken","startTime":237.66,"endTime":241.5,"body":"your amazing podcast, but you"},{"speaker":"Annemie Tonken","startTime":237.66,"endTime":241.5,"body":"did an episode back in I think"},{"speaker":"Annemie Tonken","startTime":241.5,"endTime":245.22,"body":"it was October called the eight"},{"speaker":"Annemie Tonken","startTime":241.5,"endTime":245.22,"body":"things that have made a big"},{"speaker":"Annemie Tonken","startTime":245.22,"endTime":248.79,"body":"impact. And I'm always curious"},{"speaker":"Annemie Tonken","startTime":245.22,"endTime":248.79,"body":"to like, hear what other"},{"speaker":"Annemie Tonken","startTime":248.79,"endTime":252.99,"body":"people's you know, Oh, is there"},{"speaker":"Annemie Tonken","startTime":248.79,"endTime":252.99,"body":"a particular system are a piece"},{"speaker":"Annemie Tonken","startTime":252.99,"endTime":257.37,"body":"of software and you did like one"},{"speaker":"Annemie Tonken","startTime":252.99,"endTime":257.37,"body":"little nod to software. But"},{"speaker":"Annemie Tonken","startTime":257.37,"endTime":260.43,"body":"other than that I loved that"},{"speaker":"Annemie Tonken","startTime":257.37,"endTime":260.43,"body":"episode because I felt like it"},{"speaker":"Annemie Tonken","startTime":260.43,"endTime":264.09,"body":"was more wasn't like I don't"},{"speaker":"Annemie Tonken","startTime":260.43,"endTime":264.09,"body":"want to say that. It was like"},{"speaker":"Annemie Tonken","startTime":264.09,"endTime":268.8,"body":"whoo, mindset stuff. But they"},{"speaker":"Annemie Tonken","startTime":264.09,"endTime":268.8,"body":"were kind of broad strategies"},{"speaker":"Annemie Tonken","startTime":268.8,"endTime":273.21,"body":"that anyone has access to. And"},{"speaker":"Annemie Tonken","startTime":268.8,"endTime":273.21,"body":"one that really caught my"},{"speaker":"Annemie Tonken","startTime":273.21,"endTime":275.97,"body":"attention was this topic of"},{"speaker":"Annemie Tonken","startTime":273.21,"endTime":275.97,"body":"confidence. So I'm really"},{"speaker":"Annemie Tonken","startTime":275.97,"endTime":282.84,"body":"excited to dive in. Yeah, so if"},{"speaker":"Annemie Tonken","startTime":275.97,"endTime":282.84,"body":"anyone hasn't caught either your"},{"speaker":"Annemie Tonken","startTime":282.84,"endTime":286.83,"body":"podcast or met you or come"},{"speaker":"Annemie Tonken","startTime":282.84,"endTime":286.83,"body":"across you elsewhere or heard me"},{"speaker":"Annemie Tonken","startTime":286.83,"endTime":289.53,"body":"interview you before because I"},{"speaker":"Annemie Tonken","startTime":286.83,"endTime":289.53,"body":"think this is the fourth time"},{"speaker":"Annemie Tonken","startTime":289.53,"endTime":292.11,"body":"that I've had you on the show."},{"speaker":"Annemie Tonken","startTime":289.53,"endTime":292.11,"body":"Yeah, I think so. There have"},{"speaker":"Annemie Tonken","startTime":292.11,"endTime":296.28,"body":"been a few. So for those people,"},{"speaker":"Annemie Tonken","startTime":292.11,"endTime":296.28,"body":"why don't you do a quick"},{"speaker":"Annemie Tonken","startTime":296.28,"endTime":298.41,"body":"introduction and let everybody"},{"speaker":"Annemie Tonken","startTime":296.28,"endTime":298.41,"body":"know who you are."},{"speaker":"Sabrina Gebhardt","startTime":299.009,"endTime":302.279,"body":"Yeah. My name"},{"speaker":"Sabrina Gebhardt","startTime":299.009,"endTime":302.279,"body":"is Sabrina Gephardt I am a"},{"speaker":"Sabrina Gebhardt","startTime":302.279,"endTime":305.189,"body":"lifestyle family and newborn"},{"speaker":"Sabrina Gebhardt","startTime":302.279,"endTime":305.189,"body":"photographer out of Fort Worth,"},{"speaker":"Sabrina Gebhardt","startTime":305.189,"endTime":309.359,"body":"Texas, I've been in business for"},{"speaker":"Sabrina Gebhardt","startTime":305.189,"endTime":309.359,"body":"more than 12 years. And for the"},{"speaker":"Sabrina Gebhardt","startTime":309.359,"endTime":314.039,"body":"past half of that I have been in"},{"speaker":"Sabrina Gebhardt","startTime":309.359,"endTime":314.039,"body":"education. So I love business"},{"speaker":"Sabrina Gebhardt","startTime":314.039,"endTime":317.219,"body":"coaching, I love leading"},{"speaker":"Sabrina Gebhardt","startTime":314.039,"endTime":317.219,"body":"photographers and women,"},{"speaker":"Sabrina Gebhardt","startTime":317.219,"endTime":321.959,"body":"creatives. And you, you touched"},{"speaker":"Sabrina Gebhardt","startTime":317.219,"endTime":321.959,"body":"on the Wu mindset stuff that"},{"speaker":"Sabrina Gebhardt","startTime":321.959,"endTime":327.479,"body":"really is my jam. I love the"},{"speaker":"Sabrina Gebhardt","startTime":321.959,"endTime":327.479,"body":"organization and the systems and"},{"speaker":"Sabrina Gebhardt","startTime":327.479,"endTime":330.809,"body":"the automation and the"},{"speaker":"Sabrina Gebhardt","startTime":327.479,"endTime":330.809,"body":"intention. But all of my"},{"speaker":"Sabrina Gebhardt","startTime":330.809,"endTime":334.439,"body":"teaching has that base to it"},{"speaker":"Sabrina Gebhardt","startTime":330.809,"endTime":334.439,"body":"that base of like really"},{"speaker":"Sabrina Gebhardt","startTime":334.439,"endTime":339.329,"body":"starting with like the hard work"},{"speaker":"Sabrina Gebhardt","startTime":334.439,"endTime":339.329,"body":"and building from there. So I"},{"speaker":"Sabrina Gebhardt","startTime":339.329,"endTime":341.609,"body":"have a podcast, as you"},{"speaker":"Sabrina Gebhardt","startTime":339.329,"endTime":341.609,"body":"mentioned, it's called shoot it"},{"speaker":"Sabrina Gebhardt","startTime":341.609,"endTime":344.579,"body":"straight. And it's still a baby,"},{"speaker":"Sabrina Gebhardt","startTime":341.609,"endTime":344.579,"body":"it's still within its first"},{"speaker":"Sabrina Gebhardt","startTime":344.579,"endTime":348.239,"body":"year, but I'm loving that"},{"speaker":"Sabrina Gebhardt","startTime":344.579,"endTime":348.239,"body":"process. So there you have it."},{"speaker":"Annemie Tonken","startTime":348.42,"endTime":351.18,"body":"Yeah, well, and"},{"speaker":"Annemie Tonken","startTime":348.42,"endTime":351.18,"body":"it's funny, because I think"},{"speaker":"Annemie Tonken","startTime":351.18,"endTime":359.31,"body":"sometimes I avoid the, the Whoo,"},{"speaker":"Annemie Tonken","startTime":351.18,"endTime":359.31,"body":"because I personally have this"},{"speaker":"Annemie Tonken","startTime":359.31,"endTime":363.54,"body":"tendency to if somebody leans"},{"speaker":"Annemie Tonken","startTime":359.31,"endTime":363.54,"body":"too far into that too fast. I'm"},{"speaker":"Annemie Tonken","startTime":363.54,"endTime":367.8,"body":"like, I think we're you know, I"},{"speaker":"Annemie Tonken","startTime":363.54,"endTime":367.8,"body":"think that there are practical,"},{"speaker":"Annemie Tonken","startTime":367.8,"endTime":371.91,"body":"actionable kind of steps to to"},{"speaker":"Annemie Tonken","startTime":367.8,"endTime":371.91,"body":"making the stretch strides."},{"speaker":"Annemie Tonken","startTime":371.94,"endTime":377.4,"body":"However, like, let's be real,"},{"speaker":"Annemie Tonken","startTime":371.94,"endTime":377.4,"body":"there is so much mindset"},{"speaker":"Annemie Tonken","startTime":377.4,"endTime":381.06,"body":"involved in all of the things"},{"speaker":"Annemie Tonken","startTime":377.4,"endTime":381.06,"body":"that you have to do, even if"},{"speaker":"Annemie Tonken","startTime":381.06,"endTime":385.05,"body":"that mindset is just, I am"},{"speaker":"Annemie Tonken","startTime":381.06,"endTime":385.05,"body":"committing to myself and my"},{"speaker":"Annemie Tonken","startTime":385.05,"endTime":387.36,"body":"business that I'm going to show"},{"speaker":"Annemie Tonken","startTime":385.05,"endTime":387.36,"body":"up and I'm going to do the work,"},{"speaker":"Annemie Tonken","startTime":387.36,"endTime":390.18,"body":"I'm going to spend the time and"},{"speaker":"Annemie Tonken","startTime":387.36,"endTime":390.18,"body":"like go through the frustrating"},{"speaker":"Annemie Tonken","startTime":390.18,"endTime":393.33,"body":"process of like, I don't know,"},{"speaker":"Annemie Tonken","startTime":390.18,"endTime":393.33,"body":"learning this new piece of"},{"speaker":"Annemie Tonken","startTime":393.33,"endTime":397.26,"body":"software, you know, maybe that's"},{"speaker":"Annemie Tonken","startTime":393.33,"endTime":397.26,"body":"not something that you, you're"},{"speaker":"Annemie Tonken","startTime":397.26,"endTime":400.32,"body":"in your heart of hearts, like"},{"speaker":"Annemie Tonken","startTime":397.26,"endTime":400.32,"body":"you're just itching to do, maybe"},{"speaker":"Annemie Tonken","startTime":400.32,"endTime":404.34,"body":"that's not your jam, but in"},{"speaker":"Annemie Tonken","startTime":400.32,"endTime":404.34,"body":"order to like take those steps"},{"speaker":"Annemie Tonken","startTime":404.34,"endTime":406.56,"body":"and make that next step, you"},{"speaker":"Annemie Tonken","startTime":404.34,"endTime":406.56,"body":"have to carve out that time. And"},{"speaker":"Annemie Tonken","startTime":406.56,"endTime":410.01,"body":"so that, you know, there is a"},{"speaker":"Annemie Tonken","startTime":406.56,"endTime":410.01,"body":"mindset piece to almost every"},{"speaker":"Annemie Tonken","startTime":410.43,"endTime":415.08,"body":"kind of practical step that you"},{"speaker":"Annemie Tonken","startTime":410.43,"endTime":415.08,"body":"can take. So it's not that I"},{"speaker":"Annemie Tonken","startTime":415.08,"endTime":417.57,"body":"don't recognize that. And I feel"},{"speaker":"Annemie Tonken","startTime":415.08,"endTime":417.57,"body":"Yeah,"},{"speaker":"Sabrina Gebhardt","startTime":417.569,"endTime":421.139,"body":"and I love"},{"speaker":"Sabrina Gebhardt","startTime":417.569,"endTime":421.139,"body":"that because, you know, I'm"},{"speaker":"Sabrina Gebhardt","startTime":421.139,"endTime":425.909,"body":"definitely not of the if I just"},{"speaker":"Sabrina Gebhardt","startTime":421.139,"endTime":425.909,"body":"sit and manifest it into the"},{"speaker":"Sabrina Gebhardt","startTime":425.909,"endTime":430.229,"body":"universe, all the success will"},{"speaker":"Sabrina Gebhardt","startTime":425.909,"endTime":430.229,"body":"be mine. You know, me, I am"},{"speaker":"Sabrina Gebhardt","startTime":430.229,"endTime":434.909,"body":"extremely practical minded. But"},{"speaker":"Sabrina Gebhardt","startTime":430.229,"endTime":434.909,"body":"over over the course of my"},{"speaker":"Sabrina Gebhardt","startTime":434.909,"endTime":439.169,"body":"career, I have realized and"},{"speaker":"Sabrina Gebhardt","startTime":434.909,"endTime":439.169,"body":"really leaned into, if I'm"},{"speaker":"Sabrina Gebhardt","startTime":439.169,"endTime":443.279,"body":"getting stuck on practical steps"},{"speaker":"Sabrina Gebhardt","startTime":439.169,"endTime":443.279,"body":"or not seeing the growth I want,"},{"speaker":"Sabrina Gebhardt","startTime":443.309,"endTime":446.969,"body":"there's something deeper"},{"speaker":"Sabrina Gebhardt","startTime":443.309,"endTime":446.969,"body":"happening. And so really, really"},{"speaker":"Sabrina Gebhardt","startTime":446.969,"endTime":450.449,"body":"focusing on like, the heart"},{"speaker":"Sabrina Gebhardt","startTime":446.969,"endTime":450.449,"body":"work, the mindset work, and then"},{"speaker":"Sabrina Gebhardt","startTime":450.449,"endTime":454.169,"body":"building from there, like Okay,"},{"speaker":"Sabrina Gebhardt","startTime":450.449,"endTime":454.169,"body":"so now I've worked on that, what"},{"speaker":"Sabrina Gebhardt","startTime":454.169,"endTime":457.769,"body":"practical steps do I need to"},{"speaker":"Sabrina Gebhardt","startTime":454.169,"endTime":457.769,"body":"take to actually move forward?"},{"speaker":"Annemie Tonken","startTime":458.009,"endTime":461.879,"body":"Right? Yep."},{"speaker":"Annemie Tonken","startTime":458.009,"endTime":461.879,"body":"Yeah, so there you have it"},{"speaker":"Annemie Tonken","startTime":461.879,"endTime":465.509,"body":"exactly. And I do feel like"},{"speaker":"Annemie Tonken","startTime":461.879,"endTime":465.509,"body":"confidence is one of those"},{"speaker":"Annemie Tonken","startTime":465.509,"endTime":470.519,"body":"funny, it kind of bridges that"},{"speaker":"Annemie Tonken","startTime":465.509,"endTime":470.519,"body":"gap, right? Because it's not"},{"speaker":"Annemie Tonken","startTime":470.579,"endTime":475.439,"body":"manifestation, it's not, you"},{"speaker":"Annemie Tonken","startTime":470.579,"endTime":475.439,"body":"know, we're not burning sage to"},{"speaker":"Annemie Tonken","startTime":475.439,"endTime":478.769,"body":"try and like clear the air. And"},{"speaker":"Annemie Tonken","startTime":475.439,"endTime":478.769,"body":"like nothing wrong with any of"},{"speaker":"Annemie Tonken","startTime":478.769,"endTime":483.299,"body":"that stuff, it's just a matter"},{"speaker":"Annemie Tonken","startTime":478.769,"endTime":483.299,"body":"of getting it to taking it from"},{"speaker":"Annemie Tonken","startTime":483.299,"endTime":487.049,"body":"the sort of metaphysical to the"},{"speaker":"Annemie Tonken","startTime":483.299,"endTime":487.049,"body":"physical. And I feel like"},{"speaker":"Annemie Tonken","startTime":487.049,"endTime":490.259,"body":"confidence is one of those"},{"speaker":"Annemie Tonken","startTime":487.049,"endTime":490.259,"body":"things that it's, it's sneaky,"},{"speaker":"Annemie Tonken","startTime":490.259,"endTime":497.909,"body":"right? We can go into a, I don't"},{"speaker":"Annemie Tonken","startTime":490.259,"endTime":497.909,"body":"know, a new process, or a new"},{"speaker":"Annemie Tonken","startTime":497.909,"endTime":502.679,"body":"piece of software or a like"},{"speaker":"Annemie Tonken","startTime":497.909,"endTime":502.679,"body":"raising our prices, we can"},{"speaker":"Annemie Tonken","startTime":502.949,"endTime":507.119,"body":"intellectually go through that"},{"speaker":"Annemie Tonken","startTime":502.949,"endTime":507.119,"body":"exercise and sort of put that"},{"speaker":"Annemie Tonken","startTime":507.119,"endTime":510.449,"body":"into place in our business. But"},{"speaker":"Annemie Tonken","startTime":507.119,"endTime":510.449,"body":"if we don't have the confidence"},{"speaker":"Annemie Tonken","startTime":510.449,"endTime":514.499,"body":"to back it up, like, let's use"},{"speaker":"Annemie Tonken","startTime":510.449,"endTime":514.499,"body":"that raising your prices"},{"speaker":"Annemie Tonken","startTime":514.499,"endTime":518.429,"body":"example, if you run your"},{"speaker":"Annemie Tonken","startTime":514.499,"endTime":518.429,"body":"numbers, and you say, Okay, I"},{"speaker":"Annemie Tonken","startTime":518.429,"endTime":522.839,"body":"need to and then you say, and I"},{"speaker":"Annemie Tonken","startTime":518.429,"endTime":522.839,"body":"want my business, I only want to"},{"speaker":"Annemie Tonken","startTime":522.839,"endTime":525.839,"body":"take on five clients a month or"},{"speaker":"Annemie Tonken","startTime":522.839,"endTime":525.839,"body":"something like that. So"},{"speaker":"Annemie Tonken","startTime":525.839,"endTime":530.969,"body":"therefore, I have to raise my"},{"speaker":"Annemie Tonken","startTime":525.839,"endTime":530.969,"body":"prices, by 50%, in order to"},{"speaker":"Annemie Tonken","startTime":530.969,"endTime":534.599,"body":"achieve the, you know, make the"},{"speaker":"Annemie Tonken","startTime":530.969,"endTime":534.599,"body":"amount of money that I need and"},{"speaker":"Annemie Tonken","startTime":534.599,"endTime":539.489,"body":"want to make, that's all great"},{"speaker":"Annemie Tonken","startTime":534.599,"endTime":539.489,"body":"and fine on paper. And then when"},{"speaker":"Annemie Tonken","startTime":539.489,"endTime":543.299,"body":"that first client gets in touch"},{"speaker":"Annemie Tonken","startTime":539.489,"endTime":543.299,"body":"and says, Hi, I'd like to book"},{"speaker":"Annemie Tonken","startTime":543.299,"endTime":546.899,"body":"you, you have to then turn"},{"speaker":"Annemie Tonken","startTime":543.299,"endTime":546.899,"body":"around and sell those new"},{"speaker":"Annemie Tonken","startTime":546.899,"endTime":550.829,"body":"prices, you have to say that"},{"speaker":"Annemie Tonken","startTime":546.899,"endTime":550.829,"body":"with confidence and own that and"},{"speaker":"Annemie Tonken","startTime":550.829,"endTime":555.269,"body":"sort of step up into that space"},{"speaker":"Annemie Tonken","startTime":550.829,"endTime":555.269,"body":"where you are now a photographer"},{"speaker":"Annemie Tonken","startTime":555.269,"endTime":560.609,"body":"who charges you know, 50% more"},{"speaker":"Annemie Tonken","startTime":555.269,"endTime":560.609,"body":"than you did before, which makes"},{"speaker":"Annemie Tonken","startTime":560.639,"endTime":565.889,"body":"a huge difference. So, let's,"},{"speaker":"Annemie Tonken","startTime":560.639,"endTime":565.889,"body":"let's kind of start with what"},{"speaker":"Annemie Tonken","startTime":565.949,"endTime":569.459,"body":"I'm gonna I'm gonna ask you to"},{"speaker":"Annemie Tonken","startTime":565.949,"endTime":569.459,"body":"reach back in your brain and"},{"speaker":"Annemie Tonken","startTime":569.459,"endTime":573.299,"body":"talk a little bit about the way"},{"speaker":"Annemie Tonken","startTime":569.459,"endTime":573.299,"body":"that you feel like confidence"},{"speaker":"Annemie Tonken","startTime":573.299,"endTime":578.249,"body":"has influenced your own career"},{"speaker":"Annemie Tonken","startTime":573.299,"endTime":578.249,"body":"trajectory and the way that your"},{"speaker":"Annemie Tonken","startTime":578.249,"endTime":580.469,"body":"photography business has run."},{"speaker":"Sabrina Gebhardt","startTime":581.07,"endTime":584.61,"body":"Yeah. So kind"},{"speaker":"Sabrina Gebhardt","startTime":581.07,"endTime":584.61,"body":"of what you alluded to, I really"},{"speaker":"Sabrina Gebhardt","startTime":584.61,"endTime":588.75,"body":"do feel like confidence is the"},{"speaker":"Sabrina Gebhardt","startTime":584.61,"endTime":588.75,"body":"underlying or can be the"},{"speaker":"Sabrina Gebhardt","startTime":588.75,"endTime":592.98,"body":"underlying issue to almost any"},{"speaker":"Sabrina Gebhardt","startTime":588.75,"endTime":592.98,"body":"problem you're having. Okay,"},{"speaker":"Sabrina Gebhardt","startTime":593.19,"endTime":596.73,"body":"pricing boundaries, your"},{"speaker":"Sabrina Gebhardt","startTime":593.19,"endTime":596.73,"body":"schedule, the kind of work that"},{"speaker":"Sabrina Gebhardt","startTime":596.73,"endTime":600.0,"body":"you're doing, the way that"},{"speaker":"Sabrina Gebhardt","startTime":596.73,"endTime":600.0,"body":"you're projecting yourself, Mark"},{"speaker":"Sabrina Gebhardt","startTime":600.0,"endTime":603.51,"body":"Getting, I mean, literally, you"},{"speaker":"Sabrina Gebhardt","startTime":600.0,"endTime":603.51,"body":"could peel back the layers if"},{"speaker":"Sabrina Gebhardt","startTime":603.51,"endTime":606.42,"body":"you're struggling in any one"},{"speaker":"Sabrina Gebhardt","startTime":603.51,"endTime":606.42,"body":"specific area and get to the"},{"speaker":"Sabrina Gebhardt","startTime":606.42,"endTime":609.81,"body":"bottom of it. And confidence is"},{"speaker":"Sabrina Gebhardt","startTime":606.42,"endTime":609.81,"body":"your problem or lack thereof."},{"speaker":"Sabrina Gebhardt","startTime":609.84,"endTime":614.16,"body":"Right? And I for sure saw that"},{"speaker":"Sabrina Gebhardt","startTime":609.84,"endTime":614.16,"body":"in my own business. The first"},{"speaker":"Sabrina Gebhardt","startTime":614.16,"endTime":620.22,"body":"few years I was in business, I"},{"speaker":"Sabrina Gebhardt","startTime":614.16,"endTime":620.22,"body":"was laughably undercharged, I"},{"speaker":"Sabrina Gebhardt","startTime":620.22,"endTime":624.3,"body":"mean, hilariously so. And saying"},{"speaker":"Sabrina Gebhardt","startTime":620.22,"endTime":624.3,"body":"yes to everything, because I"},{"speaker":"Sabrina Gebhardt","startTime":624.3,"endTime":626.91,"body":"didn't have the confidence to"},{"speaker":"Sabrina Gebhardt","startTime":624.3,"endTime":626.91,"body":"say no to anyone who didn't have"},{"speaker":"Sabrina Gebhardt","startTime":626.91,"endTime":631.17,"body":"the confidence to say that, I"},{"speaker":"Sabrina Gebhardt","startTime":626.91,"endTime":631.17,"body":"want to focus on this type of"},{"speaker":"Sabrina Gebhardt","startTime":631.17,"endTime":634.65,"body":"photography, right? So I was"},{"speaker":"Sabrina Gebhardt","startTime":631.17,"endTime":634.65,"body":"doing everything had zero"},{"speaker":"Sabrina Gebhardt","startTime":634.65,"endTime":638.37,"body":"boundaries, which is, again, a"},{"speaker":"Sabrina Gebhardt","startTime":634.65,"endTime":638.37,"body":"people pleasing problem, which"},{"speaker":"Sabrina Gebhardt","startTime":638.37,"endTime":644.55,"body":"is a confidence problem. And it"},{"speaker":"Sabrina Gebhardt","startTime":638.37,"endTime":644.55,"body":"was just a hot mess. I was very"},{"speaker":"Sabrina Gebhardt","startTime":644.55,"endTime":649.89,"body":"lucky with air quotes that my"},{"speaker":"Sabrina Gebhardt","startTime":644.55,"endTime":649.89,"body":"business took off immediately."},{"speaker":"Sabrina Gebhardt","startTime":650.13,"endTime":654.12,"body":"And part of that is I live in a"},{"speaker":"Sabrina Gebhardt","startTime":650.13,"endTime":654.12,"body":"big city, it was the season of"},{"speaker":"Sabrina Gebhardt","startTime":654.12,"endTime":657.0,"body":"life, we were in, like all of"},{"speaker":"Sabrina Gebhardt","startTime":654.12,"endTime":657.0,"body":"our friends had little kids, and"},{"speaker":"Sabrina Gebhardt","startTime":657.0,"endTime":659.16,"body":"we're having babies. And so I"},{"speaker":"Sabrina Gebhardt","startTime":657.0,"endTime":659.16,"body":"automatically had all these"},{"speaker":"Sabrina Gebhardt","startTime":659.16,"endTime":664.08,"body":"handpicked clients. So I was"},{"speaker":"Sabrina Gebhardt","startTime":659.16,"endTime":664.08,"body":"never struggling to find people"},{"speaker":"Sabrina Gebhardt","startTime":664.08,"endTime":667.95,"body":"to work with. But I was"},{"speaker":"Sabrina Gebhardt","startTime":664.08,"endTime":667.95,"body":"immediately drowning. I went"},{"speaker":"Sabrina Gebhardt","startTime":667.95,"endTime":673.47,"body":"from zero to drowning, just"},{"speaker":"Sabrina Gebhardt","startTime":667.95,"endTime":673.47,"body":"almost overnight. And I had zero"},{"speaker":"Sabrina Gebhardt","startTime":673.47,"endTime":677.13,"body":"confidence, you know, maybe I"},{"speaker":"Sabrina Gebhardt","startTime":673.47,"endTime":677.13,"body":"had enough confidence to say,"},{"speaker":"Sabrina Gebhardt","startTime":677.16,"endTime":680.82,"body":"I'm going to be a professional"},{"speaker":"Sabrina Gebhardt","startTime":677.16,"endTime":680.82,"body":"and go into business. And then"},{"speaker":"Sabrina Gebhardt","startTime":680.82,"endTime":684.72,"body":"that's where it stopped. Right?"},{"speaker":"Sabrina Gebhardt","startTime":680.82,"endTime":684.72,"body":"You know. And it was really,"},{"speaker":"Sabrina Gebhardt","startTime":684.78,"endTime":688.29,"body":"really hard. It was really hard"},{"speaker":"Sabrina Gebhardt","startTime":684.78,"endTime":688.29,"body":"that led straight to burnout and"},{"speaker":"Sabrina Gebhardt","startTime":688.29,"endTime":691.2,"body":"questioning everything and"},{"speaker":"Sabrina Gebhardt","startTime":688.29,"endTime":691.2,"body":"wanting to just burn it all down"},{"speaker":"Sabrina Gebhardt","startTime":691.2,"endTime":691.98,"body":"real fast."},{"speaker":"Annemie Tonken","startTime":692.22,"endTime":694.47,"body":"And so do you"},{"speaker":"Annemie Tonken","startTime":692.22,"endTime":694.47,"body":"remember, and I'm putting you on"},{"speaker":"Annemie Tonken","startTime":694.47,"endTime":698.31,"body":"the spot here. But do you"},{"speaker":"Annemie Tonken","startTime":694.47,"endTime":698.31,"body":"remember what it was that helped"},{"speaker":"Annemie Tonken","startTime":698.31,"endTime":704.64,"body":"you turn the corner in terms of"},{"speaker":"Annemie Tonken","startTime":698.31,"endTime":704.64,"body":"coming from a place of I don't"},{"speaker":"Annemie Tonken","startTime":704.64,"endTime":708.36,"body":"want to say no to anything. I"},{"speaker":"Annemie Tonken","startTime":704.64,"endTime":708.36,"body":"don't want to charge more than"},{"speaker":"Annemie Tonken","startTime":708.36,"endTime":711.51,"body":"I'm currently charging whatever,"},{"speaker":"Annemie Tonken","startTime":708.36,"endTime":711.51,"body":"like what brought you to that"},{"speaker":"Annemie Tonken","startTime":711.51,"endTime":714.87,"body":"point where you were able to"},{"speaker":"Annemie Tonken","startTime":711.51,"endTime":714.87,"body":"kind of step into that more"},{"speaker":"Annemie Tonken","startTime":714.87,"endTime":715.95,"body":"confident space."},{"speaker":"Sabrina Gebhardt","startTime":716.1,"endTime":719.22,"body":"So I don't"},{"speaker":"Sabrina Gebhardt","startTime":716.1,"endTime":719.22,"body":"want to jump too far ahead into"},{"speaker":"Sabrina Gebhardt","startTime":719.22,"endTime":721.77,"body":"our conversation. But it's my"},{"speaker":"Sabrina Gebhardt","startTime":719.22,"endTime":721.77,"body":"favorite answer for everything."},{"speaker":"Sabrina Gebhardt","startTime":721.77,"endTime":724.77,"body":"And it was I invested in"},{"speaker":"Sabrina Gebhardt","startTime":721.77,"endTime":724.77,"body":"education. And I invested really"},{"speaker":"Sabrina Gebhardt","startTime":724.77,"endTime":728.43,"body":"big in education so that I"},{"speaker":"Sabrina Gebhardt","startTime":724.77,"endTime":728.43,"body":"immediately had somebody on my"},{"speaker":"Sabrina Gebhardt","startTime":728.43,"endTime":732.36,"body":"side who was telling me this is"},{"speaker":"Sabrina Gebhardt","startTime":728.43,"endTime":732.36,"body":"normal. This is great. This is"},{"speaker":"Sabrina Gebhardt","startTime":732.36,"endTime":736.08,"body":"tracking well. You need help"},{"speaker":"Sabrina Gebhardt","startTime":732.36,"endTime":736.08,"body":"over here. It it was literally"},{"speaker":"Sabrina Gebhardt","startTime":736.08,"endTime":740.22,"body":"like having an easy button, fast"},{"speaker":"Sabrina Gebhardt","startTime":736.08,"endTime":740.22,"body":"tracking me into the confidence"},{"speaker":"Sabrina Gebhardt","startTime":740.22,"endTime":743.04,"body":"zone. And it made all of the"},{"speaker":"Sabrina Gebhardt","startTime":740.22,"endTime":743.04,"body":"difference in the world. Because"},{"speaker":"Sabrina Gebhardt","startTime":743.25,"endTime":748.41,"body":"at that point, I went from being"},{"speaker":"Sabrina Gebhardt","startTime":743.25,"endTime":748.41,"body":"this lonely entrepreneur who was"},{"speaker":"Sabrina Gebhardt","startTime":748.65,"endTime":751.65,"body":"afraid to make friends with"},{"speaker":"Sabrina Gebhardt","startTime":748.65,"endTime":751.65,"body":"local photographers and afraid"},{"speaker":"Sabrina Gebhardt","startTime":751.65,"endTime":754.74,"body":"to you know, I didn't want to"},{"speaker":"Sabrina Gebhardt","startTime":751.65,"endTime":754.74,"body":"step on anybody's toes. I didn't"},{"speaker":"Sabrina Gebhardt","startTime":754.74,"endTime":758.76,"body":"want anybody to judge me, it was"},{"speaker":"Sabrina Gebhardt","startTime":754.74,"endTime":758.76,"body":"all this huge, ugly mind story,"},{"speaker":"Sabrina Gebhardt","startTime":758.79,"endTime":762.57,"body":"right? And which all came from"},{"speaker":"Sabrina Gebhardt","startTime":758.79,"endTime":762.57,"body":"lack of confidence. And then all"},{"speaker":"Sabrina Gebhardt","startTime":762.57,"endTime":766.02,"body":"of a sudden, when I had this"},{"speaker":"Sabrina Gebhardt","startTime":762.57,"endTime":766.02,"body":"intimate group of women that"},{"speaker":"Sabrina Gebhardt","startTime":766.02,"endTime":771.06,"body":"I've met from a workshop and our"},{"speaker":"Sabrina Gebhardt","startTime":766.02,"endTime":771.06,"body":"our mentor, all of a sudden, I"},{"speaker":"Sabrina Gebhardt","startTime":771.06,"endTime":774.03,"body":"had a cheering squad, and I had"},{"speaker":"Sabrina Gebhardt","startTime":771.06,"endTime":774.03,"body":"people to talk to and to realize"},{"speaker":"Sabrina Gebhardt","startTime":774.03,"endTime":777.51,"body":"like this is normal, and I'm not"},{"speaker":"Sabrina Gebhardt","startTime":774.03,"endTime":777.51,"body":"alone. And I'm doing this really"},{"speaker":"Sabrina Gebhardt","startTime":777.51,"endTime":782.07,"body":"well. And, and all these things"},{"speaker":"Sabrina Gebhardt","startTime":777.51,"endTime":782.07,"body":"that was the game changer."},{"speaker":"Annemie Tonken","startTime":782.37,"endTime":785.04,"body":"Yeah, yeah, I"},{"speaker":"Annemie Tonken","startTime":782.37,"endTime":785.04,"body":"mean, it really, if that"},{"speaker":"Annemie Tonken","startTime":785.04,"endTime":789.54,"body":"confidence doesn't come 100%"},{"speaker":"Annemie Tonken","startTime":785.04,"endTime":789.54,"body":"naturally from within. And I"},{"speaker":"Annemie Tonken","startTime":789.54,"endTime":793.14,"body":"think that you and I know we're"},{"speaker":"Annemie Tonken","startTime":789.54,"endTime":793.14,"body":"both Enneagram threes. I think"},{"speaker":"Annemie Tonken","startTime":793.14,"endTime":796.71,"body":"we're both relatively confident"},{"speaker":"Annemie Tonken","startTime":793.14,"endTime":796.71,"body":"people in the world. But as a"},{"speaker":"Annemie Tonken","startTime":796.71,"endTime":800.82,"body":"business owner, especially as a"},{"speaker":"Annemie Tonken","startTime":796.71,"endTime":800.82,"body":"new business owner, but you"},{"speaker":"Annemie Tonken","startTime":800.82,"endTime":806.4,"body":"know, a solopreneur like,"},{"speaker":"Annemie Tonken","startTime":800.82,"endTime":806.4,"body":"there's no prescribed way to run"},{"speaker":"Annemie Tonken","startTime":806.43,"endTime":810.27,"body":"a photography business. Even if"},{"speaker":"Annemie Tonken","startTime":806.43,"endTime":810.27,"body":"you went to college and studied"},{"speaker":"Annemie Tonken","startTime":810.27,"endTime":814.92,"body":"photography, almost everybody I"},{"speaker":"Annemie Tonken","startTime":810.27,"endTime":814.92,"body":"know who did that says, Yeah,"},{"speaker":"Annemie Tonken","startTime":814.92,"endTime":819.42,"body":"that's fine. I'm confident in"},{"speaker":"Annemie Tonken","startTime":814.92,"endTime":819.42,"body":"how to use my camera to support"},{"speaker":"Annemie Tonken","startTime":819.42,"endTime":823.47,"body":"me. But um, but like, that"},{"speaker":"Annemie Tonken","startTime":819.42,"endTime":823.47,"body":"doesn't necessarily tell them"},{"speaker":"Annemie Tonken","startTime":823.47,"endTime":827.67,"body":"how to how to run a business,"},{"speaker":"Annemie Tonken","startTime":823.47,"endTime":827.67,"body":"how to set their prices, how to"},{"speaker":"Annemie Tonken","startTime":827.67,"endTime":830.97,"body":"communicate those prices, like"},{"speaker":"Annemie Tonken","startTime":827.67,"endTime":830.97,"body":"all that sort of stuff still"},{"speaker":"Annemie Tonken","startTime":830.97,"endTime":837.15,"body":"requires. You have to set a"},{"speaker":"Annemie Tonken","startTime":830.97,"endTime":837.15,"body":"course and kind of follow that"},{"speaker":"Annemie Tonken","startTime":837.15,"endTime":841.44,"body":"path. And if you're trying to do"},{"speaker":"Annemie Tonken","startTime":837.15,"endTime":841.44,"body":"it all by yourself, chances are"},{"speaker":"Annemie Tonken","startTime":841.5,"endTime":845.34,"body":"even the most confident among us"},{"speaker":"Annemie Tonken","startTime":841.5,"endTime":845.34,"body":"will have some amount of"},{"speaker":"Annemie Tonken","startTime":845.34,"endTime":847.8,"body":"impostor syndrome or like self"},{"speaker":"Annemie Tonken","startTime":845.34,"endTime":847.8,"body":"doubt."},{"speaker":"Sabrina Gebhardt","startTime":848.37,"endTime":850.35,"body":"Yeah, exactly."},{"speaker":"Sabrina Gebhardt","startTime":848.37,"endTime":850.35,"body":"Exactly."},{"speaker":"Annemie Tonken","startTime":851.58,"endTime":855.48,"body":"So I feel like"},{"speaker":"Annemie Tonken","startTime":851.58,"endTime":855.48,"body":"there are multiple areas in your"},{"speaker":"Annemie Tonken","startTime":855.48,"endTime":862.47,"body":"business where confidence can be"},{"speaker":"Annemie Tonken","startTime":855.48,"endTime":862.47,"body":"really important and, and to"},{"speaker":"Annemie Tonken","startTime":862.47,"endTime":865.53,"body":"your point can be sort of the"},{"speaker":"Annemie Tonken","startTime":862.47,"endTime":865.53,"body":"lack of confidence can be the"},{"speaker":"Annemie Tonken","startTime":865.53,"endTime":872.46,"body":"root of problems. So there's the"},{"speaker":"Annemie Tonken","startTime":865.53,"endTime":872.46,"body":"initial impression that people"},{"speaker":"Annemie Tonken","startTime":872.46,"endTime":876.03,"body":"get of your business, the way"},{"speaker":"Annemie Tonken","startTime":872.46,"endTime":876.03,"body":"that you talk about the work"},{"speaker":"Annemie Tonken","startTime":876.03,"endTime":881.13,"body":"that you do the way that if they"},{"speaker":"Annemie Tonken","startTime":876.03,"endTime":881.13,"body":"reach out to you and say, you"},{"speaker":"Annemie Tonken","startTime":881.13,"endTime":883.44,"body":"know, like you're talking about"},{"speaker":"Annemie Tonken","startTime":881.13,"endTime":883.44,"body":"at the beginning of your"},{"speaker":"Annemie Tonken","startTime":883.44,"endTime":887.67,"body":"business, you never said no to"},{"speaker":"Annemie Tonken","startTime":883.44,"endTime":887.67,"body":"any kind of work. How do you"},{"speaker":"Annemie Tonken","startTime":887.67,"endTime":892.41,"body":"feel like that comes across to"},{"speaker":"Annemie Tonken","startTime":887.67,"endTime":892.41,"body":"people and what do you think it"},{"speaker":"Annemie Tonken","startTime":892.41,"endTime":895.56,"body":"tells people when they get in"},{"speaker":"Annemie Tonken","startTime":892.41,"endTime":895.56,"body":"touch with you and you're just"},{"speaker":"Annemie Tonken","startTime":895.56,"endTime":897.39,"body":"like, Yeah, whatever you want."},{"speaker":"Sabrina Gebhardt","startTime":897.45,"endTime":901.14,"body":"So I'm this is"},{"speaker":"Sabrina Gebhardt","startTime":897.45,"endTime":901.14,"body":"how thing that I'm crazy"},{"speaker":"Sabrina Gebhardt","startTime":901.14,"endTime":905.61,"body":"passionate about, the more"},{"speaker":"Sabrina Gebhardt","startTime":901.14,"endTime":905.61,"body":"confident you can appear, even"},{"speaker":"Sabrina Gebhardt","startTime":905.61,"endTime":908.25,"body":"if you're like faking it until"},{"speaker":"Sabrina Gebhardt","startTime":905.61,"endTime":908.25,"body":"you make it, okay, the more"},{"speaker":"Sabrina Gebhardt","startTime":908.25,"endTime":911.85,"body":"confident you can appear. And"},{"speaker":"Sabrina Gebhardt","startTime":908.25,"endTime":911.85,"body":"the more you can set intention"},{"speaker":"Sabrina Gebhardt","startTime":911.88,"endTime":915.93,"body":"and set expectations and really"},{"speaker":"Sabrina Gebhardt","startTime":911.88,"endTime":915.93,"body":"lead your clients through the"},{"speaker":"Sabrina Gebhardt","startTime":915.93,"endTime":920.52,"body":"process from inquiry to after,"},{"speaker":"Sabrina Gebhardt","startTime":915.93,"endTime":920.52,"body":"the more professional you"},{"speaker":"Sabrina Gebhardt","startTime":920.52,"endTime":923.94,"body":"appear, the more respect you"},{"speaker":"Sabrina Gebhardt","startTime":920.52,"endTime":923.94,"body":"have, and the more they are"},{"speaker":"Sabrina Gebhardt","startTime":923.94,"endTime":929.16,"body":"hands off. Okay, so I feel like"},{"speaker":"Sabrina Gebhardt","startTime":923.94,"endTime":929.16,"body":"so many new photographers who"},{"speaker":"Sabrina Gebhardt","startTime":929.16,"endTime":932.04,"body":"are really lacking in all of"},{"speaker":"Sabrina Gebhardt","startTime":929.16,"endTime":932.04,"body":"those steps, they're the ones"},{"speaker":"Sabrina Gebhardt","startTime":932.04,"endTime":936.27,"body":"that are dealing with the crazy"},{"speaker":"Sabrina Gebhardt","startTime":932.04,"endTime":936.27,"body":"picky clients who will ask for"},{"speaker":"Sabrina Gebhardt","startTime":936.27,"endTime":940.32,"body":"all these insane things, and who"},{"speaker":"Sabrina Gebhardt","startTime":936.27,"endTime":940.32,"body":"try and direct the session and"},{"speaker":"Sabrina Gebhardt","startTime":940.32,"endTime":943.74,"body":"who try and put themselves in"},{"speaker":"Sabrina Gebhardt","startTime":940.32,"endTime":943.74,"body":"the driver's seat, where and"},{"speaker":"Sabrina Gebhardt","startTime":943.74,"endTime":947.04,"body":"that's a lack of confidence."},{"speaker":"Sabrina Gebhardt","startTime":943.74,"endTime":947.04,"body":"That's because the photographer"},{"speaker":"Sabrina Gebhardt","startTime":947.04,"endTime":950.67,"body":"has not taken the reins from the"},{"speaker":"Sabrina Gebhardt","startTime":947.04,"endTime":950.67,"body":"beginning, set these"},{"speaker":"Sabrina Gebhardt","startTime":950.67,"endTime":953.61,"body":"expectations explained, this is"},{"speaker":"Sabrina Gebhardt","startTime":950.67,"endTime":953.61,"body":"what I do, this is how it's"},{"speaker":"Sabrina Gebhardt","startTime":953.61,"endTime":956.82,"body":"gonna go, this is what I cost,"},{"speaker":"Sabrina Gebhardt","startTime":953.61,"endTime":956.82,"body":"this is what you can expect the"},{"speaker":"Sabrina Gebhardt","startTime":956.82,"endTime":960.15,"body":"whole way. Like, you have to"},{"speaker":"Sabrina Gebhardt","startTime":956.82,"endTime":960.15,"body":"have the confidence to take"},{"speaker":"Sabrina Gebhardt","startTime":960.15,"endTime":966.09,"body":"control. That is what shows your"},{"speaker":"Sabrina Gebhardt","startTime":960.15,"endTime":966.09,"body":"clients that you are a"},{"speaker":"Sabrina Gebhardt","startTime":966.09,"endTime":969.6,"body":"professional, you are going to"},{"speaker":"Sabrina Gebhardt","startTime":966.09,"endTime":969.6,"body":"care for them. Well, they can"},{"speaker":"Sabrina Gebhardt","startTime":969.6,"endTime":973.2,"body":"sit back and enjoy the process"},{"speaker":"Sabrina Gebhardt","startTime":969.6,"endTime":973.2,"body":"because you've got this. Yeah,"},{"speaker":"Annemie Tonken","startTime":973.26,"endTime":976.59,"body":"when I first"},{"speaker":"Annemie Tonken","startTime":973.26,"endTime":976.59,"body":"started in business, I was doing"},{"speaker":"Annemie Tonken","startTime":976.62,"endTime":980.28,"body":"weddings, as well as family"},{"speaker":"Annemie Tonken","startTime":976.62,"endTime":980.28,"body":"photography. And I remember very"},{"speaker":"Annemie Tonken","startTime":980.28,"endTime":984.57,"body":"clearly in the beginning"},{"speaker":"Annemie Tonken","startTime":980.28,"endTime":984.57,"body":"beginning I took, I don't know"},{"speaker":"Annemie Tonken","startTime":984.57,"endTime":988.08,"body":"if five or six weddings that"},{"speaker":"Annemie Tonken","startTime":984.57,"endTime":988.08,"body":"were I was charging less, I"},{"speaker":"Annemie Tonken","startTime":988.08,"endTime":992.61,"body":"think it was less than $1,000."},{"speaker":"Annemie Tonken","startTime":988.08,"endTime":992.61,"body":"Because I was just starting. And"},{"speaker":"Annemie Tonken","startTime":992.64,"endTime":996.75,"body":"I and I never second shot for"},{"speaker":"Annemie Tonken","startTime":992.64,"endTime":996.75,"body":"anybody. I mean, I really showed"},{"speaker":"Annemie Tonken","startTime":996.75,"endTime":999.69,"body":"up and was like, Okay, let's try"},{"speaker":"Annemie Tonken","startTime":996.75,"endTime":999.69,"body":"this wedding photography thing."},{"speaker":"Annemie Tonken","startTime":999.69,"endTime":1003.35,"body":"Don't necessarily recommend"},{"speaker":"Annemie Tonken","startTime":999.69,"endTime":1003.35,"body":"that. But I saw I was charging a"},{"speaker":"Annemie Tonken","startTime":1003.35,"endTime":1008.63,"body":"lot less. And then relatively"},{"speaker":"Annemie Tonken","startTime":1003.35,"endTime":1008.63,"body":"quickly. I said, Okay, I've got"},{"speaker":"Annemie Tonken","startTime":1008.63,"endTime":1012.77,"body":"my portfolio, I'm ready to go."},{"speaker":"Annemie Tonken","startTime":1008.63,"endTime":1012.77,"body":"And I jumped up into much more"},{"speaker":"Annemie Tonken","startTime":1012.77,"endTime":1017.78,"body":"sustainable pricing. And it was"},{"speaker":"Annemie Tonken","startTime":1012.77,"endTime":1017.78,"body":"like night and day, the way that"},{"speaker":"Annemie Tonken","startTime":1017.81,"endTime":1024.86,"body":"I was being received by my"},{"speaker":"Annemie Tonken","startTime":1017.81,"endTime":1024.86,"body":"clients. So in some ways, I felt"},{"speaker":"Annemie Tonken","startTime":1024.86,"endTime":1030.53,"body":"like even just the jump in"},{"speaker":"Annemie Tonken","startTime":1024.86,"endTime":1030.53,"body":"price. Yep, made them defer to"},{"speaker":"Annemie Tonken","startTime":1030.53,"endTime":1035.06,"body":"me, trust me more, sort of"},{"speaker":"Annemie Tonken","startTime":1030.53,"endTime":1035.06,"body":"assume that I knew what I was"},{"speaker":"Annemie Tonken","startTime":1035.06,"endTime":1038.21,"body":"doing. Whereas prior to that,"},{"speaker":"Annemie Tonken","startTime":1035.06,"endTime":1038.21,"body":"and these were actually all of"},{"speaker":"Annemie Tonken","startTime":1038.21,"endTime":1041.99,"body":"them were lovely clients, like I"},{"speaker":"Annemie Tonken","startTime":1038.21,"endTime":1041.99,"body":"didn't, they were mostly kind of"},{"speaker":"Annemie Tonken","startTime":1041.99,"endTime":1045.23,"body":"friends or friends of friends"},{"speaker":"Annemie Tonken","startTime":1041.99,"endTime":1045.23,"body":"who knew that I was trying to"},{"speaker":"Annemie Tonken","startTime":1045.23,"endTime":1048.83,"body":"get into wedding photography. So"},{"speaker":"Annemie Tonken","startTime":1045.23,"endTime":1048.83,"body":"they were all very supportive."},{"speaker":"Annemie Tonken","startTime":1048.89,"endTime":1053.57,"body":"But it was it was a very"},{"speaker":"Annemie Tonken","startTime":1048.89,"endTime":1053.57,"body":"different and I want to call it"},{"speaker":"Annemie Tonken","startTime":1053.57,"endTime":1057.17,"body":"a power dynamic. But that's not"},{"speaker":"Annemie Tonken","startTime":1053.57,"endTime":1057.17,"body":"to say like it wasn't. We"},{"speaker":"Annemie Tonken","startTime":1057.17,"endTime":1062.54,"body":"weren't armwrestling. But it"},{"speaker":"Annemie Tonken","startTime":1057.17,"endTime":1062.54,"body":"was. But yeah, and the way it's"},{"speaker":"Annemie Tonken","startTime":1062.54,"endTime":1068.45,"body":"like a perpetual or like a self"},{"speaker":"Annemie Tonken","startTime":1062.54,"endTime":1068.45,"body":"fulfilling prophecy, where they"},{"speaker":"Annemie Tonken","startTime":1068.48,"endTime":1070.82,"body":"assumed that I didn't know what"},{"speaker":"Annemie Tonken","startTime":1068.48,"endTime":1070.82,"body":"I was doing. So I felt like I"},{"speaker":"Annemie Tonken","startTime":1070.82,"endTime":1074.33,"body":"didn't know what I was doing. So"},{"speaker":"Annemie Tonken","startTime":1070.82,"endTime":1074.33,"body":"I didn't do as well. Right. And"},{"speaker":"Annemie Tonken","startTime":1074.33,"endTime":1078.56,"body":"as soon as that changed, it was"},{"speaker":"Annemie Tonken","startTime":1074.33,"endTime":1078.56,"body":"like all the other dominoes fell"},{"speaker":"Annemie Tonken","startTime":1078.56,"endTime":1079.28,"body":"into place."},{"speaker":"Sabrina Gebhardt","startTime":1079.61,"endTime":1082.79,"body":"Yeah, exactly."},{"speaker":"Sabrina Gebhardt","startTime":1079.61,"endTime":1082.79,"body":"And if you look at, you know,"},{"speaker":"Sabrina Gebhardt","startTime":1082.79,"endTime":1084.62,"body":"not so much a wedding"},{"speaker":"Sabrina Gebhardt","startTime":1082.79,"endTime":1084.62,"body":"photographer, but a family"},{"speaker":"Sabrina Gebhardt","startTime":1084.62,"endTime":1088.58,"body":"photographer, or some sort of"},{"speaker":"Sabrina Gebhardt","startTime":1084.62,"endTime":1088.58,"body":"repeat annual client, if they"},{"speaker":"Sabrina Gebhardt","startTime":1088.58,"endTime":1092.78,"body":"come into your world, under the"},{"speaker":"Sabrina Gebhardt","startTime":1088.58,"endTime":1092.78,"body":"assumption that they have to"},{"speaker":"Sabrina Gebhardt","startTime":1092.78,"endTime":1095.66,"body":"take control, you don't know"},{"speaker":"Sabrina Gebhardt","startTime":1092.78,"endTime":1095.66,"body":"what you're doing, you have no"},{"speaker":"Sabrina Gebhardt","startTime":1095.66,"endTime":1098.81,"body":"confidence, the relationship is"},{"speaker":"Sabrina Gebhardt","startTime":1095.66,"endTime":1098.81,"body":"going to stay that way, because"},{"speaker":"Sabrina Gebhardt","startTime":1098.81,"endTime":1100.88,"body":"that's the way it started. And"},{"speaker":"Sabrina Gebhardt","startTime":1098.81,"endTime":1100.88,"body":"then you're going to be"},{"speaker":"Sabrina Gebhardt","startTime":1100.88,"endTime":1105.77,"body":"constantly battling these wrong"},{"speaker":"Sabrina Gebhardt","startTime":1100.88,"endTime":1105.77,"body":"expectations that were set from"},{"speaker":"Sabrina Gebhardt","startTime":1105.77,"endTime":1108.47,"body":"the beginning, right, yeah, ends"},{"speaker":"Sabrina Gebhardt","startTime":1105.77,"endTime":1108.47,"body":"up just being like a client you"},{"speaker":"Sabrina Gebhardt","startTime":1108.47,"endTime":1111.5,"body":"dread working with, you know,"},{"speaker":"Sabrina Gebhardt","startTime":1108.47,"endTime":1111.5,"body":"and that's unfortunate. That's"},{"speaker":"Sabrina Gebhardt","startTime":1111.5,"endTime":1114.8,"body":"unfortunate for everybody. But I"},{"speaker":"Sabrina Gebhardt","startTime":1111.5,"endTime":1114.8,"body":"do agree with you that that"},{"speaker":"Sabrina Gebhardt","startTime":1114.8,"endTime":1119.42,"body":"price has a big piece is a big"},{"speaker":"Sabrina Gebhardt","startTime":1114.8,"endTime":1119.42,"body":"piece of that puzzle, which"},{"speaker":"Sabrina Gebhardt","startTime":1119.87,"endTime":1122.75,"body":"there's confidence to that right"},{"speaker":"Sabrina Gebhardt","startTime":1119.87,"endTime":1122.75,"body":"to being able to raise your"},{"speaker":"Sabrina Gebhardt","startTime":1122.75,"endTime":1126.23,"body":"prices. But I was talking to a"},{"speaker":"Sabrina Gebhardt","startTime":1122.75,"endTime":1126.23,"body":"student just the other day,"},{"speaker":"Sabrina Gebhardt","startTime":1126.23,"endTime":1130.22,"body":"who's been having all of these"},{"speaker":"Sabrina Gebhardt","startTime":1126.23,"endTime":1130.22,"body":"struggles with different clients"},{"speaker":"Sabrina Gebhardt","startTime":1130.34,"endTime":1134.21,"body":"this year, and all these crazy"},{"speaker":"Sabrina Gebhardt","startTime":1130.34,"endTime":1134.21,"body":"requests they're making, and"},{"speaker":"Sabrina Gebhardt","startTime":1134.21,"endTime":1137.0,"body":"she's very talented. She's been"},{"speaker":"Sabrina Gebhardt","startTime":1134.21,"endTime":1137.0,"body":"in business for several years."},{"speaker":"Sabrina Gebhardt","startTime":1137.0,"endTime":1139.43,"body":"And I told her I was like, it's"},{"speaker":"Sabrina Gebhardt","startTime":1137.0,"endTime":1139.43,"body":"time to raise your prices, you"},{"speaker":"Sabrina Gebhardt","startTime":1139.43,"endTime":1142.1,"body":"got to get out of whatever price"},{"speaker":"Sabrina Gebhardt","startTime":1139.43,"endTime":1142.1,"body":"bracket you're in, you know,"},{"speaker":"Sabrina Gebhardt","startTime":1142.19,"endTime":1143.9,"body":"that is a red flashing light."},{"speaker":"Annemie Tonken","startTime":1144.44,"endTime":1146.39,"body":"Yeah, for sure."},{"speaker":"Annemie Tonken","startTime":1144.44,"endTime":1146.39,"body":"And you know, it's funny because"},{"speaker":"Annemie Tonken","startTime":1146.39,"endTime":1149.84,"body":"of course, one of the big bits"},{"speaker":"Annemie Tonken","startTime":1146.39,"endTime":1149.84,"body":"of pushback that I get when I"},{"speaker":"Annemie Tonken","startTime":1149.84,"endTime":1152.75,"body":"talk to somebody and we come to"},{"speaker":"Annemie Tonken","startTime":1149.84,"endTime":1152.75,"body":"the conclusion that they need to"},{"speaker":"Annemie Tonken","startTime":1152.75,"endTime":1155.84,"body":"raise their prices, they've run"},{"speaker":"Annemie Tonken","startTime":1152.75,"endTime":1155.84,"body":"their numbers like it's all"},{"speaker":"Annemie Tonken","startTime":1155.84,"endTime":1158.36,"body":"there in black and white and"},{"speaker":"Annemie Tonken","startTime":1155.84,"endTime":1158.36,"body":"they're still struggling with"},{"speaker":"Annemie Tonken","startTime":1158.36,"endTime":1163.07,"body":"that because they're like I am"},{"speaker":"Annemie Tonken","startTime":1158.36,"endTime":1163.07,"body":"so sad to lose these clients"},{"speaker":"Annemie Tonken","startTime":1163.07,"endTime":1166.58,"body":"that I've been working with. And"},{"speaker":"Annemie Tonken","startTime":1163.07,"endTime":1166.58,"body":"I think that this is a really"},{"speaker":"Annemie Tonken","startTime":1166.58,"endTime":1171.17,"body":"great reminder that I'm losing a"},{"speaker":"Annemie Tonken","startTime":1166.58,"endTime":1171.17,"body":"client. You know, of course we"},{"speaker":"Annemie Tonken","startTime":1171.17,"endTime":1175.16,"body":"do come to like some of the"},{"speaker":"Annemie Tonken","startTime":1171.17,"endTime":1175.16,"body":"people that we work with or you"},{"speaker":"Annemie Tonken","startTime":1175.16,"endTime":1178.04,"body":"know, feel attached to them in"},{"speaker":"Annemie Tonken","startTime":1175.16,"endTime":1178.04,"body":"some way shape or form. There is"},{"speaker":"Annemie Tonken","startTime":1178.04,"endTime":1180.59,"body":"nothing to say that you can't"},{"speaker":"Annemie Tonken","startTime":1178.04,"endTime":1180.59,"body":"maintain some kind of a"},{"speaker":"Annemie Tonken","startTime":1180.59,"endTime":1183.8,"body":"relationship with someone"},{"speaker":"Annemie Tonken","startTime":1180.59,"endTime":1183.8,"body":"absolute if they're not ready to"},{"speaker":"Annemie Tonken","startTime":1183.8,"endTime":1187.28,"body":"make that switch with you"},{"speaker":"Annemie Tonken","startTime":1183.8,"endTime":1187.28,"body":"because they they're in your in"},{"speaker":"Annemie Tonken","startTime":1187.28,"endTime":1191.09,"body":"their minds rather, the value of"},{"speaker":"Annemie Tonken","startTime":1187.28,"endTime":1191.09,"body":"your work and working with you"},{"speaker":"Annemie Tonken","startTime":1191.09,"endTime":1196.34,"body":"is stuck in this lower place. It"},{"speaker":"Annemie Tonken","startTime":1191.09,"endTime":1196.34,"body":"is going to behoove you the"},{"speaker":"Annemie Tonken","startTime":1196.34,"endTime":1200.66,"body":"quality of your work. You're"},{"speaker":"Annemie Tonken","startTime":1196.34,"endTime":1200.66,"body":"like everything about that"},{"speaker":"Annemie Tonken","startTime":1200.66,"endTime":1204.71,"body":"relationship will be better, if"},{"speaker":"Annemie Tonken","startTime":1200.66,"endTime":1204.71,"body":"you part ways and kind of coming"},{"speaker":"Annemie Tonken","startTime":1204.71,"endTime":1209.87,"body":"to that mind space, like being"},{"speaker":"Annemie Tonken","startTime":1204.71,"endTime":1209.87,"body":"able to accept that I think is a"},{"speaker":"Annemie Tonken","startTime":1209.87,"endTime":1213.56,"body":"huge piece in building your"},{"speaker":"Annemie Tonken","startTime":1209.87,"endTime":1213.56,"body":"confidence to raise your prices."},{"speaker":"Sabrina Gebhardt","startTime":1213.8,"endTime":1216.89,"body":"Yeah,"},{"speaker":"Sabrina Gebhardt","startTime":1213.8,"endTime":1216.89,"body":"absolutely. I mean, as women, we"},{"speaker":"Sabrina Gebhardt","startTime":1216.89,"endTime":1220.85,"body":"tie, you know what people think"},{"speaker":"Sabrina Gebhardt","startTime":1216.89,"endTime":1220.85,"body":"of us to our business, there's"},{"speaker":"Sabrina Gebhardt","startTime":1220.85,"endTime":1223.85,"body":"all there's a mess in our brain,"},{"speaker":"Sabrina Gebhardt","startTime":1220.85,"endTime":1223.85,"body":"right? It's like, I want them to"},{"speaker":"Sabrina Gebhardt","startTime":1223.85,"endTime":1227.81,"body":"like me, I want to be a good"},{"speaker":"Sabrina Gebhardt","startTime":1223.85,"endTime":1227.81,"body":"person, I want to still be"},{"speaker":"Sabrina Gebhardt","startTime":1227.81,"endTime":1230.39,"body":"friends. And then you're also"},{"speaker":"Sabrina Gebhardt","startTime":1227.81,"endTime":1230.39,"body":"trying to run a business and"},{"speaker":"Sabrina Gebhardt","startTime":1230.39,"endTime":1235.37,"body":"like, those two are totally"},{"speaker":"Sabrina Gebhardt","startTime":1230.39,"endTime":1235.37,"body":"separate things. Yeah. Just"},{"speaker":"Sabrina Gebhardt","startTime":1235.37,"endTime":1239.09,"body":"because a client who you kind of"},{"speaker":"Sabrina Gebhardt","startTime":1235.37,"endTime":1239.09,"body":"liked walks away, because you've"},{"speaker":"Sabrina Gebhardt","startTime":1239.09,"endTime":1243.05,"body":"raised your prices or for"},{"speaker":"Sabrina Gebhardt","startTime":1239.09,"endTime":1243.05,"body":"whatever other reason, has"},{"speaker":"Sabrina Gebhardt","startTime":1243.05,"endTime":1246.98,"body":"nothing to do with you. You"},{"speaker":"Sabrina Gebhardt","startTime":1243.05,"endTime":1246.98,"body":"know, and having the confidence"},{"speaker":"Sabrina Gebhardt","startTime":1246.98,"endTime":1250.07,"body":"to know that like, you are,"},{"speaker":"Sabrina Gebhardt","startTime":1246.98,"endTime":1250.07,"body":"you're still human, you can"},{"speaker":"Sabrina Gebhardt","startTime":1250.07,"endTime":1252.41,"body":"still run into them at the"},{"speaker":"Sabrina Gebhardt","startTime":1250.07,"endTime":1252.41,"body":"grocery store, or at a football"},{"speaker":"Sabrina Gebhardt","startTime":1252.41,"endTime":1255.26,"body":"game or whatever. And like,"},{"speaker":"Sabrina Gebhardt","startTime":1252.41,"endTime":1255.26,"body":"there's no hard feelings. This"},{"speaker":"Sabrina Gebhardt","startTime":1255.26,"endTime":1258.68,"body":"is business. This is absolutely"},{"speaker":"Sabrina Gebhardt","startTime":1255.26,"endTime":1258.68,"body":"business and it is okay for them"},{"speaker":"Sabrina Gebhardt","startTime":1258.68,"endTime":1262.67,"body":"to choose to work with somebody"},{"speaker":"Sabrina Gebhardt","startTime":1258.68,"endTime":1262.67,"body":"else. It is not a knock on you,"},{"speaker":"Sabrina Gebhardt","startTime":1262.67,"endTime":1266.0,"body":"your work your confidence. It's"},{"speaker":"Sabrina Gebhardt","startTime":1262.67,"endTime":1266.0,"body":"it's their choice. And their"},{"speaker":"Sabrina Gebhardt","startTime":1266.0,"endTime":1269.15,"body":"choice has nothing to do with"},{"speaker":"Sabrina Gebhardt","startTime":1266.0,"endTime":1269.15,"body":"you. Like you have no control"},{"speaker":"Sabrina Gebhardt","startTime":1269.15,"endTime":1271.4,"body":"over their choice, you know?"},{"speaker":"Sabrina Gebhardt","startTime":1269.15,"endTime":1271.4,"body":"Yeah."},{"speaker":"Annemie Tonken","startTime":1271.46,"endTime":1274.49,"body":"All right. So I"},{"speaker":"Annemie Tonken","startTime":1271.46,"endTime":1274.49,"body":"feel like these are all really"},{"speaker":"Annemie Tonken","startTime":1274.49,"endTime":1281.0,"body":"great cases for working on your"},{"speaker":"Annemie Tonken","startTime":1274.49,"endTime":1281.0,"body":"confidence. But what about the"},{"speaker":"Annemie Tonken","startTime":1281.03,"endTime":1283.85,"body":"thing that I think that some"},{"speaker":"Annemie Tonken","startTime":1281.03,"endTime":1283.85,"body":"people worry about, which is"},{"speaker":"Annemie Tonken","startTime":1283.88,"endTime":1287.66,"body":"falling into a place of like, is"},{"speaker":"Annemie Tonken","startTime":1283.88,"endTime":1287.66,"body":"there such thing as being"},{"speaker":"Annemie Tonken","startTime":1287.69,"endTime":1292.1,"body":"overconfident in your business?"},{"speaker":"Annemie Tonken","startTime":1287.69,"endTime":1292.1,"body":"Because certainly, in your"},{"speaker":"Annemie Tonken","startTime":1292.13,"endTime":1296.45,"body":"personal life, there may be"},{"speaker":"Annemie Tonken","startTime":1292.13,"endTime":1296.45,"body":"instances where making a really"},{"speaker":"Annemie Tonken","startTime":1296.45,"endTime":1302.72,"body":"fast decision isn't a great"},{"speaker":"Annemie Tonken","startTime":1296.45,"endTime":1302.72,"body":"thing to do, or just moving"},{"speaker":"Annemie Tonken","startTime":1302.72,"endTime":1306.35,"body":"forward without, you know"},{"speaker":"Annemie Tonken","startTime":1302.72,"endTime":1306.35,"body":"confidently without necessarily"},{"speaker":"Annemie Tonken","startTime":1306.35,"endTime":1308.78,"body":"knowing all the different"},{"speaker":"Annemie Tonken","startTime":1306.35,"endTime":1308.78,"body":"permutations that that could be"},{"speaker":"Annemie Tonken","startTime":1308.78,"endTime":1311.39,"body":"a problem. But what about in"},{"speaker":"Annemie Tonken","startTime":1308.78,"endTime":1311.39,"body":"business? Do you think that"},{"speaker":"Annemie Tonken","startTime":1311.39,"endTime":1313.64,"body":"there is such thing as"},{"speaker":"Annemie Tonken","startTime":1311.39,"endTime":1313.64,"body":"overconfidence?"},{"speaker":"Sabrina Gebhardt","startTime":1313.82,"endTime":1316.61,"body":"Um, so my"},{"speaker":"Sabrina Gebhardt","startTime":1313.82,"endTime":1316.61,"body":"first thought when you ask that"},{"speaker":"Sabrina Gebhardt","startTime":1316.61,"endTime":1319.91,"body":"was when I think of someone"},{"speaker":"Sabrina Gebhardt","startTime":1316.61,"endTime":1319.91,"body":"who's overconfident, I think of"},{"speaker":"Sabrina Gebhardt","startTime":1319.91,"endTime":1323.81,"body":"somebody who's cocky and like,"},{"speaker":"Sabrina Gebhardt","startTime":1319.91,"endTime":1323.81,"body":"not nice to be around, you know,"},{"speaker":"Sabrina Gebhardt","startTime":1323.84,"endTime":1326.81,"body":"and of course, my brain"},{"speaker":"Sabrina Gebhardt","startTime":1323.84,"endTime":1326.81,"body":"automatically goes to a male."},{"speaker":"Sabrina Gebhardt","startTime":1328.82,"endTime":1331.91,"body":"Which is funny, and no, I'm, you"},{"speaker":"Sabrina Gebhardt","startTime":1328.82,"endTime":1331.91,"body":"know, I don't mean to dog on the"},{"speaker":"Sabrina Gebhardt","startTime":1331.91,"endTime":1335.84,"body":"guys. But, um, so if you were"},{"speaker":"Sabrina Gebhardt","startTime":1331.91,"endTime":1335.84,"body":"talking about personality wise,"},{"speaker":"Sabrina Gebhardt","startTime":1335.87,"endTime":1339.26,"body":"I don't think there's, I don't"},{"speaker":"Sabrina Gebhardt","startTime":1335.87,"endTime":1339.26,"body":"think you can be too confident"},{"speaker":"Sabrina Gebhardt","startTime":1339.26,"endTime":1342.62,"body":"in your work and who you are and"},{"speaker":"Sabrina Gebhardt","startTime":1339.26,"endTime":1342.62,"body":"what you do. But the way you"},{"speaker":"Sabrina Gebhardt","startTime":1342.62,"endTime":1346.49,"body":"treat people, you know, and when"},{"speaker":"Sabrina Gebhardt","startTime":1342.62,"endTime":1346.49,"body":"you think about, like personal"},{"speaker":"Sabrina Gebhardt","startTime":1346.49,"endTime":1349.19,"body":"relationships, or business"},{"speaker":"Sabrina Gebhardt","startTime":1346.49,"endTime":1349.19,"body":"relationships, somebody who's"},{"speaker":"Sabrina Gebhardt","startTime":1349.19,"endTime":1353.06,"body":"not willing to see the other"},{"speaker":"Sabrina Gebhardt","startTime":1349.19,"endTime":1353.06,"body":"side of the story, or willing to"},{"speaker":"Sabrina Gebhardt","startTime":1353.99,"endTime":1357.2,"body":"bend a little if things are"},{"speaker":"Sabrina Gebhardt","startTime":1353.99,"endTime":1357.2,"body":"hard, you know, like, for"},{"speaker":"Sabrina Gebhardt","startTime":1357.2,"endTime":1361.55,"body":"example, if you have a really"},{"speaker":"Sabrina Gebhardt","startTime":1357.2,"endTime":1361.55,"body":"firm reschedule policy, right,"},{"speaker":"Sabrina Gebhardt","startTime":1361.55,"endTime":1364.22,"body":"that's great. I want you to have"},{"speaker":"Sabrina Gebhardt","startTime":1361.55,"endTime":1364.22,"body":"a firm reschedule policy and a"},{"speaker":"Sabrina Gebhardt","startTime":1364.22,"endTime":1368.81,"body":"boundary to protect yourself."},{"speaker":"Sabrina Gebhardt","startTime":1364.22,"endTime":1368.81,"body":"But stuff happens, you know what"},{"speaker":"Sabrina Gebhardt","startTime":1368.81,"endTime":1373.43,"body":"I mean, and there's definitely"},{"speaker":"Sabrina Gebhardt","startTime":1368.81,"endTime":1373.43,"body":"times to hear their story and"},{"speaker":"Sabrina Gebhardt","startTime":1373.43,"endTime":1378.17,"body":"show grace and you know, change"},{"speaker":"Sabrina Gebhardt","startTime":1373.43,"endTime":1378.17,"body":"and bend or whatever, and so not"},{"speaker":"Sabrina Gebhardt","startTime":1378.17,"endTime":1382.76,"body":"being so stuck in your ways. But"},{"speaker":"Sabrina Gebhardt","startTime":1378.17,"endTime":1382.76,"body":"the other part to that, like you"},{"speaker":"Sabrina Gebhardt","startTime":1382.76,"endTime":1388.25,"body":"said, is making decisions,"},{"speaker":"Sabrina Gebhardt","startTime":1382.76,"endTime":1388.25,"body":"right? I definitely think you"},{"speaker":"Sabrina Gebhardt","startTime":1388.25,"endTime":1390.68,"body":"could be too confident and"},{"speaker":"Sabrina Gebhardt","startTime":1388.25,"endTime":1390.68,"body":"making decisions, there is"},{"speaker":"Sabrina Gebhardt","startTime":1390.68,"endTime":1394.43,"body":"something to be said about"},{"speaker":"Sabrina Gebhardt","startTime":1390.68,"endTime":1394.43,"body":"pausing on your idea, making"},{"speaker":"Sabrina Gebhardt","startTime":1394.43,"endTime":1398.24,"body":"sure that it makes sense for"},{"speaker":"Sabrina Gebhardt","startTime":1394.43,"endTime":1398.24,"body":"your audience for where you want"},{"speaker":"Sabrina Gebhardt","startTime":1398.24,"endTime":1404.03,"body":"to go. One thing I like to talk"},{"speaker":"Sabrina Gebhardt","startTime":1398.24,"endTime":1404.03,"body":"about is we get so distracted in"},{"speaker":"Sabrina Gebhardt","startTime":1404.03,"endTime":1406.7,"body":"the world of social media, and"},{"speaker":"Sabrina Gebhardt","startTime":1404.03,"endTime":1406.7,"body":"like seeing what everybody else"},{"speaker":"Sabrina Gebhardt","startTime":1406.7,"endTime":1411.5,"body":"is doing. And as creatives, we"},{"speaker":"Sabrina Gebhardt","startTime":1406.7,"endTime":1411.5,"body":"can really be distracted by"},{"speaker":"Sabrina Gebhardt","startTime":1411.5,"endTime":1415.25,"body":"like, Oh, that's a really great"},{"speaker":"Sabrina Gebhardt","startTime":1411.5,"endTime":1415.25,"body":"idea. I should, I should cherry"},{"speaker":"Sabrina Gebhardt","startTime":1415.25,"endTime":1417.98,"body":"pick that and throw it into my"},{"speaker":"Sabrina Gebhardt","startTime":1415.25,"endTime":1417.98,"body":"business and see what happens."},{"speaker":"Sabrina Gebhardt","startTime":1418.25,"endTime":1421.25,"body":"And if you are just immediately"},{"speaker":"Sabrina Gebhardt","startTime":1418.25,"endTime":1421.25,"body":"like, oh, that's absolutely"},{"speaker":"Sabrina Gebhardt","startTime":1421.25,"endTime":1423.41,"body":"gonna, that's working for Jane"},{"speaker":"Sabrina Gebhardt","startTime":1421.25,"endTime":1423.41,"body":"over there, that's gonna work"},{"speaker":"Sabrina Gebhardt","startTime":1423.41,"endTime":1425.96,"body":"for me, I'm gonna like work all"},{"speaker":"Sabrina Gebhardt","startTime":1423.41,"endTime":1425.96,"body":"night and get it set up and"},{"speaker":"Sabrina Gebhardt","startTime":1425.96,"endTime":1428.75,"body":"launch it into the world"},{"speaker":"Sabrina Gebhardt","startTime":1425.96,"endTime":1428.75,"body":"tomorrow. I mean, maybe take a"},{"speaker":"Sabrina Gebhardt","startTime":1428.75,"endTime":1432.59,"body":"beat, make sure that it really"},{"speaker":"Sabrina Gebhardt","startTime":1428.75,"endTime":1432.59,"body":"would work for you make sure"},{"speaker":"Sabrina Gebhardt","startTime":1432.59,"endTime":1436.34,"body":"that you really do want to"},{"speaker":"Sabrina Gebhardt","startTime":1432.59,"endTime":1436.34,"body":"create this new thing launched"},{"speaker":"Sabrina Gebhardt","startTime":1436.34,"endTime":1440.75,"body":"this new thing, right? Because"},{"speaker":"Sabrina Gebhardt","startTime":1436.34,"endTime":1440.75,"body":"sometimes running into things"},{"speaker":"Sabrina Gebhardt","startTime":1440.75,"endTime":1443.96,"body":"without having intention. All of"},{"speaker":"Sabrina Gebhardt","startTime":1440.75,"endTime":1443.96,"body":"a sudden you find yourself"},{"speaker":"Sabrina Gebhardt","startTime":1443.96,"endTime":1446.3,"body":"busier than you want to be or"},{"speaker":"Sabrina Gebhardt","startTime":1443.96,"endTime":1446.3,"body":"dealing with people you don't"},{"speaker":"Sabrina Gebhardt","startTime":1446.3,"endTime":1449.03,"body":"want to deal with. I mean, it"},{"speaker":"Sabrina Gebhardt","startTime":1446.3,"endTime":1449.03,"body":"sounded good. But you didn't put"},{"speaker":"Sabrina Gebhardt","startTime":1449.03,"endTime":1452.0,"body":"any, you didn't put any planning"},{"speaker":"Sabrina Gebhardt","startTime":1449.03,"endTime":1452.0,"body":"in place. You didn't really"},{"speaker":"Sabrina Gebhardt","startTime":1452.0,"endTime":1457.13,"body":"think about your decision first."},{"speaker":"Sabrina Gebhardt","startTime":1452.0,"endTime":1457.13,"body":"So I guess that's, that's my"},{"speaker":"Sabrina Gebhardt","startTime":1457.13,"endTime":1459.62,"body":"thoughts on two sides. I don't"},{"speaker":"Sabrina Gebhardt","startTime":1457.13,"endTime":1459.62,"body":"think you can be too confident,"},{"speaker":"Sabrina Gebhardt","startTime":1460.07,"endTime":1464.6,"body":"personally, as long as you're"},{"speaker":"Sabrina Gebhardt","startTime":1460.07,"endTime":1464.6,"body":"kind and all of that. But maybe"},{"speaker":"Sabrina Gebhardt","startTime":1464.6,"endTime":1466.4,"body":"you could be too confident in"},{"speaker":"Sabrina Gebhardt","startTime":1464.6,"endTime":1466.4,"body":"your decisions."},{"speaker":"Annemie Tonken","startTime":1467.0,"endTime":1469.46,"body":"Oh, my goodness."},{"speaker":"Annemie Tonken","startTime":1467.0,"endTime":1469.46,"body":"I love that because it's like"},{"speaker":"Annemie Tonken","startTime":1469.46,"endTime":1475.25,"body":"you're speaking to my soul. I I"},{"speaker":"Annemie Tonken","startTime":1469.46,"endTime":1475.25,"body":"now have a an online business"},{"speaker":"Annemie Tonken","startTime":1475.25,"endTime":1479.3,"body":"manager and OBM is one of the"},{"speaker":"Annemie Tonken","startTime":1475.25,"endTime":1479.3,"body":"people on my team. And when I"},{"speaker":"Annemie Tonken","startTime":1479.3,"endTime":1483.95,"body":"hired her, my explicit"},{"speaker":"Annemie Tonken","startTime":1479.3,"endTime":1483.95,"body":"instruction to her was, I am a"},{"speaker":"Annemie Tonken","startTime":1483.95,"endTime":1487.85,"body":"very fast decision maker. And"},{"speaker":"Annemie Tonken","startTime":1483.95,"endTime":1487.85,"body":"the thing that gets me into"},{"speaker":"Annemie Tonken","startTime":1487.85,"endTime":1494.03,"body":"trouble is that I am also 100%"},{"speaker":"Annemie Tonken","startTime":1487.85,"endTime":1494.03,"body":"committed to honoring my"},{"speaker":"Annemie Tonken","startTime":1494.15,"endTime":1496.64,"body":"commitments and the things that"},{"speaker":"Annemie Tonken","startTime":1494.15,"endTime":1496.64,"body":"I say that I'm going to do I"},{"speaker":"Annemie Tonken","startTime":1496.67,"endTime":1501.47,"body":"always do them in my business"},{"speaker":"Annemie Tonken","startTime":1496.67,"endTime":1501.47,"body":"and If I was like, and so what"},{"speaker":"Annemie Tonken","startTime":1501.47,"endTime":1505.25,"body":"ends up happening is, I'll get"},{"speaker":"Annemie Tonken","startTime":1501.47,"endTime":1505.25,"body":"all excited about an idea. I'll"},{"speaker":"Annemie Tonken","startTime":1505.25,"endTime":1507.74,"body":"put a date on the calendar, I'll"},{"speaker":"Annemie Tonken","startTime":1505.25,"endTime":1507.74,"body":"announce it to the world on the"},{"speaker":"Annemie Tonken","startTime":1507.74,"endTime":1511.52,"body":"podcast, like we're gonna do"},{"speaker":"Annemie Tonken","startTime":1507.74,"endTime":1511.52,"body":"this thing, right? And then, and"},{"speaker":"Annemie Tonken","startTime":1511.52,"endTime":1516.47,"body":"then after that, I'm like, Oh,"},{"speaker":"Annemie Tonken","startTime":1511.52,"endTime":1516.47,"body":"wait that month, I'm, you know,"},{"speaker":"Annemie Tonken","startTime":1516.47,"endTime":1519.98,"body":"it's my kids birthday and in my"},{"speaker":"Annemie Tonken","startTime":1516.47,"endTime":1519.98,"body":"bubble, and I all of a sudden,"},{"speaker":"Annemie Tonken","startTime":1520.01,"endTime":1524.3,"body":"am buried in work. Yeah, and"},{"speaker":"Annemie Tonken","startTime":1520.01,"endTime":1524.3,"body":"have, in a couple of instances"},{"speaker":"Annemie Tonken","startTime":1524.3,"endTime":1528.77,"body":"really painted myself into like,"},{"speaker":"Annemie Tonken","startTime":1524.3,"endTime":1528.77,"body":"a very miserable corner. So when"},{"speaker":"Annemie Tonken","startTime":1528.77,"endTime":1532.61,"body":"I hired her, I was like, your"},{"speaker":"Annemie Tonken","startTime":1528.77,"endTime":1532.61,"body":"job is to be the filter. Yes,"},{"speaker":"Annemie Tonken","startTime":1532.61,"endTime":1535.46,"body":"I'm gonna bring all these ideas"},{"speaker":"Annemie Tonken","startTime":1532.61,"endTime":1535.46,"body":"to you. And you're gonna say,"},{"speaker":"Annemie Tonken","startTime":1535.49,"endTime":1539.21,"body":"great that we're going to do"},{"speaker":"Annemie Tonken","startTime":1535.49,"endTime":1539.21,"body":"this in 15 months, like, we're"},{"speaker":"Annemie Tonken","startTime":1539.21,"endTime":1540.92,"body":"going to put this on the"},{"speaker":"Annemie Tonken","startTime":1539.21,"endTime":1540.92,"body":"calendar for the future when"},{"speaker":"Annemie Tonken","startTime":1540.92,"endTime":1545.66,"body":"it's manageable. But when I"},{"speaker":"Annemie Tonken","startTime":1540.92,"endTime":1545.66,"body":"asked that question, of course,"},{"speaker":"Annemie Tonken","startTime":1545.69,"endTime":1549.02,"body":"I had my own kind of answer"},{"speaker":"Annemie Tonken","startTime":1545.69,"endTime":1549.02,"body":"bubbling around in my head,"},{"speaker":"Annemie Tonken","startTime":1549.05,"endTime":1553.28,"body":"which had to do with, and I've"},{"speaker":"Annemie Tonken","startTime":1549.05,"endTime":1553.28,"body":"said this before, coming from a"},{"speaker":"Annemie Tonken","startTime":1553.28,"endTime":1557.9,"body":"medical background, I think one"},{"speaker":"Annemie Tonken","startTime":1553.28,"endTime":1557.9,"body":"of the best things, for me at"},{"speaker":"Annemie Tonken","startTime":1557.9,"endTime":1562.13,"body":"the beginning of my business was"},{"speaker":"Annemie Tonken","startTime":1557.9,"endTime":1562.13,"body":"that I had this, even though I"},{"speaker":"Annemie Tonken","startTime":1562.13,"endTime":1565.82,"body":"had self doubt, because I was a"},{"speaker":"Annemie Tonken","startTime":1562.13,"endTime":1565.82,"body":"new business owner. And I was"},{"speaker":"Annemie Tonken","startTime":1565.94,"endTime":1569.3,"body":"like, Well, you know, I don't"},{"speaker":"Annemie Tonken","startTime":1565.94,"endTime":1569.3,"body":"know what I'm doing here. I"},{"speaker":"Annemie Tonken","startTime":1569.3,"endTime":1572.63,"body":"always told myself, that, unlike"},{"speaker":"Annemie Tonken","startTime":1569.3,"endTime":1572.63,"body":"when I was working in the"},{"speaker":"Annemie Tonken","startTime":1572.63,"endTime":1577.04,"body":"hospital, if I make a mistake"},{"speaker":"Annemie Tonken","startTime":1572.63,"endTime":1577.04,"body":"here, nobody's gonna get hurt."},{"speaker":"Annemie Tonken","startTime":1577.37,"endTime":1581.54,"body":"Nobody's gonna bleed out. I can"},{"speaker":"Annemie Tonken","startTime":1577.37,"endTime":1581.54,"body":"fix it. And there were a couple"},{"speaker":"Annemie Tonken","startTime":1581.54,"endTime":1585.98,"body":"of situations where like, I"},{"speaker":"Annemie Tonken","startTime":1581.54,"endTime":1585.98,"body":"screwed up the settings on my"},{"speaker":"Annemie Tonken","startTime":1585.98,"endTime":1588.95,"body":"camera, or like, I didn't"},{"speaker":"Annemie Tonken","startTime":1585.98,"endTime":1588.95,"body":"transfer my files, right. And so"},{"speaker":"Annemie Tonken","startTime":1588.95,"endTime":1592.94,"body":"I went back, and reshot the"},{"speaker":"Annemie Tonken","startTime":1588.95,"endTime":1592.94,"body":"session, or whatever, I'd like I"},{"speaker":"Annemie Tonken","startTime":1592.94,"endTime":1598.79,"body":"need it. Right. Right. And so my"},{"speaker":"Annemie Tonken","startTime":1592.94,"endTime":1598.79,"body":"instinctive answer to that"},{"speaker":"Annemie Tonken","startTime":1598.79,"endTime":1601.76,"body":"question was like, no, no,"},{"speaker":"Annemie Tonken","startTime":1598.79,"endTime":1601.76,"body":"there's really no such thing as"},{"speaker":"Annemie Tonken","startTime":1601.76,"endTime":1604.22,"body":"being overconfident in your"},{"speaker":"Annemie Tonken","startTime":1601.76,"endTime":1604.22,"body":"business as long as you're"},{"speaker":"Annemie Tonken","startTime":1604.22,"endTime":1608.54,"body":"willing to make it right. But"},{"speaker":"Annemie Tonken","startTime":1604.22,"endTime":1608.54,"body":"you're absolutely right. There"},{"speaker":"Annemie Tonken","startTime":1608.54,"endTime":1612.23,"body":"is such thing as overconfidence,"},{"speaker":"Annemie Tonken","startTime":1608.54,"endTime":1612.23,"body":"when it comes to kind of over"},{"speaker":"Annemie Tonken","startTime":1612.23,"endTime":1615.14,"body":"scheduling yourself or getting"},{"speaker":"Annemie Tonken","startTime":1612.23,"endTime":1615.14,"body":"yourself into a situation where"},{"speaker":"Annemie Tonken","startTime":1615.14,"endTime":1619.49,"body":"like, you could start to fail to"},{"speaker":"Annemie Tonken","startTime":1615.14,"endTime":1619.49,"body":"deliver on the promises that"},{"speaker":"Annemie Tonken","startTime":1619.49,"endTime":1620.06,"body":"you're making."},{"speaker":"Sabrina Gebhardt","startTime":1620.18,"endTime":1623.6,"body":"Right? And I"},{"speaker":"Sabrina Gebhardt","startTime":1620.18,"endTime":1623.6,"body":"think it's really important to"},{"speaker":"Sabrina Gebhardt","startTime":1623.63,"endTime":1627.17,"body":"make sure you have and this is,"},{"speaker":"Sabrina Gebhardt","startTime":1623.63,"endTime":1627.17,"body":"maybe we don't want to go here,"},{"speaker":"Sabrina Gebhardt","startTime":1627.17,"endTime":1631.34,"body":"but having an overall vision of"},{"speaker":"Sabrina Gebhardt","startTime":1627.17,"endTime":1631.34,"body":"like, what is important to you,"},{"speaker":"Sabrina Gebhardt","startTime":1631.34,"endTime":1634.43,"body":"and where you want to go big"},{"speaker":"Sabrina Gebhardt","startTime":1631.34,"endTime":1634.43,"body":"picture, you know, like, what do"},{"speaker":"Sabrina Gebhardt","startTime":1634.43,"endTime":1636.74,"body":"you want the next year to look"},{"speaker":"Sabrina Gebhardt","startTime":1634.43,"endTime":1636.74,"body":"like? What do you want five"},{"speaker":"Sabrina Gebhardt","startTime":1636.74,"endTime":1639.92,"body":"years from now to look like? And"},{"speaker":"Sabrina Gebhardt","startTime":1636.74,"endTime":1639.92,"body":"really backing up all these"},{"speaker":"Sabrina Gebhardt","startTime":1639.92,"endTime":1643.37,"body":"creative ideas to that big"},{"speaker":"Sabrina Gebhardt","startTime":1639.92,"endTime":1643.37,"body":"picture to make sure it makes"},{"speaker":"Sabrina Gebhardt","startTime":1643.37,"endTime":1647.06,"body":"sense, kind of like your OBM is"},{"speaker":"Sabrina Gebhardt","startTime":1643.37,"endTime":1647.06,"body":"doing for you? Sure, that's a"},{"speaker":"Sabrina Gebhardt","startTime":1647.06,"endTime":1650.3,"body":"great idea on me, but at that"},{"speaker":"Sabrina Gebhardt","startTime":1647.06,"endTime":1650.3,"body":"actually does not fit into your"},{"speaker":"Sabrina Gebhardt","startTime":1650.3,"endTime":1653.24,"body":"plan at all. And I don't think"},{"speaker":"Sabrina Gebhardt","startTime":1650.3,"endTime":1653.24,"body":"we need to do that, you know,"},{"speaker":"Sabrina Gebhardt","startTime":1653.27,"endTime":1656.78,"body":"not every idea needs to be done"},{"speaker":"Sabrina Gebhardt","startTime":1653.27,"endTime":1656.78,"body":"and needs to be explored. So"},{"speaker":"Sabrina Gebhardt","startTime":1656.99,"endTime":1657.35,"body":"yeah,"},{"speaker":"Annemie Tonken","startTime":1657.38,"endTime":1659.81,"body":"I mean, it's"},{"speaker":"Annemie Tonken","startTime":1657.38,"endTime":1659.81,"body":"kind of like when you're making"},{"speaker":"Annemie Tonken","startTime":1659.81,"endTime":1662.66,"body":"art, when you're creating a"},{"speaker":"Annemie Tonken","startTime":1659.81,"endTime":1662.66,"body":"photograph, what you leave out,"},{"speaker":"Annemie Tonken","startTime":1663.29,"endTime":1667.07,"body":"is, as you know, that's as much"},{"speaker":"Annemie Tonken","startTime":1663.29,"endTime":1667.07,"body":"of a bit of the of the art of"},{"speaker":"Annemie Tonken","startTime":1667.07,"endTime":1670.55,"body":"the final product as what you"},{"speaker":"Annemie Tonken","startTime":1667.07,"endTime":1670.55,"body":"include. So Right, exactly."},{"speaker":"Annemie Tonken","startTime":1671.27,"endTime":1676.85,"body":"Yeah, that's so good. That was"},{"speaker":"Annemie Tonken","startTime":1671.27,"endTime":1676.85,"body":"great. So let's wrap up by"},{"speaker":"Annemie Tonken","startTime":1676.85,"endTime":1683.27,"body":"talking a little bit about the"},{"speaker":"Annemie Tonken","startTime":1676.85,"endTime":1683.27,"body":"practical side to Okay, great"},{"speaker":"Annemie Tonken","startTime":1683.3,"endTime":1686.78,"body":"confidence. Sounds great, but I"},{"speaker":"Annemie Tonken","startTime":1683.3,"endTime":1686.78,"body":"don't feel it, I don't have it."},{"speaker":"Annemie Tonken","startTime":1687.29,"endTime":1691.88,"body":"What are some concrete action"},{"speaker":"Annemie Tonken","startTime":1687.29,"endTime":1691.88,"body":"steps for someone who can see"},{"speaker":"Annemie Tonken","startTime":1691.88,"endTime":1695.3,"body":"the value of building up their"},{"speaker":"Annemie Tonken","startTime":1691.88,"endTime":1695.3,"body":"confidence a little bit, but"},{"speaker":"Annemie Tonken","startTime":1695.3,"endTime":1697.88,"body":"just doesn't feel like they're"},{"speaker":"Annemie Tonken","startTime":1695.3,"endTime":1697.88,"body":"there? on their own?"},{"speaker":"Sabrina Gebhardt","startTime":1698.51,"endTime":1701.06,"body":"Yeah. So I"},{"speaker":"Sabrina Gebhardt","startTime":1698.51,"endTime":1701.06,"body":"think that I think the biggest"},{"speaker":"Sabrina Gebhardt","startTime":1701.06,"endTime":1705.02,"body":"piece to the puzzle is time,"},{"speaker":"Sabrina Gebhardt","startTime":1701.06,"endTime":1705.02,"body":"unfortunately, the longer you do"},{"speaker":"Sabrina Gebhardt","startTime":1705.02,"endTime":1707.75,"body":"this, the more confident you"},{"speaker":"Sabrina Gebhardt","startTime":1705.02,"endTime":1707.75,"body":"will get, the more you pick up"},{"speaker":"Sabrina Gebhardt","startTime":1707.75,"endTime":1710.3,"body":"your camera, the more confident"},{"speaker":"Sabrina Gebhardt","startTime":1707.75,"endTime":1710.3,"body":"you are in your settings, the"},{"speaker":"Sabrina Gebhardt","startTime":1710.3,"endTime":1713.39,"body":"more you work with clients who"},{"speaker":"Sabrina Gebhardt","startTime":1710.3,"endTime":1713.39,"body":"aren't friends, right new"},{"speaker":"Sabrina Gebhardt","startTime":1713.39,"endTime":1717.8,"body":"strangers, the more you are"},{"speaker":"Sabrina Gebhardt","startTime":1713.39,"endTime":1717.8,"body":"confident in relationships. So"},{"speaker":"Sabrina Gebhardt","startTime":1717.86,"endTime":1721.34,"body":"that is something that just"},{"speaker":"Sabrina Gebhardt","startTime":1717.86,"endTime":1721.34,"body":"comes with time and being"},{"speaker":"Sabrina Gebhardt","startTime":1721.34,"endTime":1725.24,"body":"willing to be uncomfortable"},{"speaker":"Sabrina Gebhardt","startTime":1721.34,"endTime":1725.24,"body":"until you get there, right."},{"speaker":"Sabrina Gebhardt","startTime":1725.24,"endTime":1727.97,"body":"That's part of the process"},{"speaker":"Sabrina Gebhardt","startTime":1725.24,"endTime":1727.97,"body":"learning and growing, and it's"},{"speaker":"Sabrina Gebhardt","startTime":1727.97,"endTime":1732.14,"body":"not comfortable all the time."},{"speaker":"Sabrina Gebhardt","startTime":1727.97,"endTime":1732.14,"body":"And so part of that is like I"},{"speaker":"Sabrina Gebhardt","startTime":1732.14,"endTime":1734.42,"body":"said earlier, kind of faking it"},{"speaker":"Sabrina Gebhardt","startTime":1732.14,"endTime":1734.42,"body":"until you make it right. Like"},{"speaker":"Sabrina Gebhardt","startTime":1734.42,"endTime":1737.09,"body":"put on your competence hat, give"},{"speaker":"Sabrina Gebhardt","startTime":1734.42,"endTime":1737.09,"body":"yourself a pep talk before your"},{"speaker":"Sabrina Gebhardt","startTime":1737.09,"endTime":1741.23,"body":"session before your client call"},{"speaker":"Sabrina Gebhardt","startTime":1737.09,"endTime":1741.23,"body":"and do the thing. And then the"},{"speaker":"Sabrina Gebhardt","startTime":1741.23,"endTime":1743.81,"body":"more you do it, the more you'll"},{"speaker":"Sabrina Gebhardt","startTime":1741.23,"endTime":1743.81,"body":"realize, Oh, I'm not having to"},{"speaker":"Sabrina Gebhardt","startTime":1743.81,"endTime":1746.6,"body":"fake it anymore. This really is"},{"speaker":"Sabrina Gebhardt","startTime":1743.81,"endTime":1746.6,"body":"true. I've done this enough"},{"speaker":"Sabrina Gebhardt","startTime":1746.6,"endTime":1750.44,"body":"times, I know what to expect,"},{"speaker":"Sabrina Gebhardt","startTime":1746.6,"endTime":1750.44,"body":"and that confidence starts to"},{"speaker":"Sabrina Gebhardt","startTime":1750.44,"endTime":1756.74,"body":"come. I do think there is part"},{"speaker":"Sabrina Gebhardt","startTime":1750.44,"endTime":1756.74,"body":"of the competence talk that just"},{"speaker":"Sabrina Gebhardt","startTime":1756.74,"endTime":1760.01,"body":"because for me, I've been in"},{"speaker":"Sabrina Gebhardt","startTime":1756.74,"endTime":1760.01,"body":"business for 12 years does not"},{"speaker":"Sabrina Gebhardt","startTime":1760.01,"endTime":1762.95,"body":"mean that I don't ever slip back"},{"speaker":"Sabrina Gebhardt","startTime":1760.01,"endTime":1762.95,"body":"into like the imposter syndrome"},{"speaker":"Sabrina Gebhardt","startTime":1762.95,"endTime":1766.91,"body":"where my confidence doesn't"},{"speaker":"Sabrina Gebhardt","startTime":1762.95,"endTime":1766.91,"body":"start to dip for sure insurance."},{"speaker":"Sabrina Gebhardt","startTime":1767.0,"endTime":1769.85,"body":"Sometimes it's with my work"},{"speaker":"Sabrina Gebhardt","startTime":1767.0,"endTime":1769.85,"body":"sometimes it's with education,"},{"speaker":"Sabrina Gebhardt","startTime":1769.85,"endTime":1773.87,"body":"sometimes it's with whatever"},{"speaker":"Sabrina Gebhardt","startTime":1769.85,"endTime":1773.87,"body":"story my brain wants to make up"},{"speaker":"Sabrina Gebhardt","startTime":1773.87,"endTime":1778.16,"body":"right. And in those instances,"},{"speaker":"Sabrina Gebhardt","startTime":1773.87,"endTime":1778.16,"body":"really pulling back from what"},{"speaker":"Sabrina Gebhardt","startTime":1778.16,"endTime":1781.52,"body":"I'm consuming, and kind of"},{"speaker":"Sabrina Gebhardt","startTime":1778.16,"endTime":1781.52,"body":"keeping my eyes on my own paper."},{"speaker":"Sabrina Gebhardt","startTime":1781.55,"endTime":1787.52,"body":"Right. Just you know, it can be"},{"speaker":"Sabrina Gebhardt","startTime":1781.55,"endTime":1787.52,"body":"really easy to look at what you"},{"speaker":"Sabrina Gebhardt","startTime":1787.52,"endTime":1790.58,"body":"know the work somebody else is"},{"speaker":"Sabrina Gebhardt","startTime":1787.52,"endTime":1790.58,"body":"creating be like, Oh, that's so"},{"speaker":"Sabrina Gebhardt","startTime":1790.58,"endTime":1793.76,"body":"beautiful. Why doesn't mind look"},{"speaker":"Sabrina Gebhardt","startTime":1790.58,"endTime":1793.76,"body":"like that? That's not a good"},{"speaker":"Sabrina Gebhardt","startTime":1793.76,"endTime":1797.0,"body":"place to be and that's not a"},{"speaker":"Sabrina Gebhardt","startTime":1793.76,"endTime":1797.0,"body":"good mental space to be in. If"},{"speaker":"Sabrina Gebhardt","startTime":1797.0,"endTime":1799.82,"body":"you are not struggling with"},{"speaker":"Sabrina Gebhardt","startTime":1797.0,"endTime":1799.82,"body":"competence, you can look at"},{"speaker":"Sabrina Gebhardt","startTime":1799.82,"endTime":1802.88,"body":"that. and appreciate the beauty"},{"speaker":"Sabrina Gebhardt","startTime":1799.82,"endTime":1802.88,"body":"without talking down to"},{"speaker":"Sabrina Gebhardt","startTime":1802.88,"endTime":1805.85,"body":"yourself. But if you are"},{"speaker":"Sabrina Gebhardt","startTime":1802.88,"endTime":1805.85,"body":"currently in a confidence"},{"speaker":"Sabrina Gebhardt","startTime":1805.85,"endTime":1809.57,"body":"struggle, and you're looking at"},{"speaker":"Sabrina Gebhardt","startTime":1805.85,"endTime":1809.57,"body":"it with the oh, she's better"},{"speaker":"Sabrina Gebhardt","startTime":1809.57,"endTime":1812.84,"body":"than me, he's better than me, I"},{"speaker":"Sabrina Gebhardt","startTime":1809.57,"endTime":1812.84,"body":"can't do that it's time to back"},{"speaker":"Sabrina Gebhardt","startTime":1812.84,"endTime":1819.95,"body":"away. Right? Yeah. And then also"},{"speaker":"Sabrina Gebhardt","startTime":1812.84,"endTime":1819.95,"body":"remembering when you are looking"},{"speaker":"Sabrina Gebhardt","startTime":1819.98,"endTime":1825.23,"body":"at other artists around you, you"},{"speaker":"Sabrina Gebhardt","startTime":1819.98,"endTime":1825.23,"body":"cannot compare apples to"},{"speaker":"Sabrina Gebhardt","startTime":1825.23,"endTime":1829.97,"body":"oranges, right? I cannot look at"},{"speaker":"Sabrina Gebhardt","startTime":1825.23,"endTime":1829.97,"body":"this creators work over here"},{"speaker":"Sabrina Gebhardt","startTime":1829.97,"endTime":1833.39,"body":"who's been in business twice as"},{"speaker":"Sabrina Gebhardt","startTime":1829.97,"endTime":1833.39,"body":"long as me who has done all"},{"speaker":"Sabrina Gebhardt","startTime":1833.39,"endTime":1836.84,"body":"these different things and"},{"speaker":"Sabrina Gebhardt","startTime":1833.39,"endTime":1836.84,"body":"expect me to be in the same"},{"speaker":"Sabrina Gebhardt","startTime":1836.84,"endTime":1842.0,"body":"place, right? You cannot do"},{"speaker":"Sabrina Gebhardt","startTime":1836.84,"endTime":1842.0,"body":"that. So again, that is a"},{"speaker":"Sabrina Gebhardt","startTime":1842.0,"endTime":1846.26,"body":"comparison thing. And it really"},{"speaker":"Sabrina Gebhardt","startTime":1842.0,"endTime":1846.26,"body":"is not good for anybody, ever."},{"speaker":"Sabrina Gebhardt","startTime":1847.28,"endTime":1850.13,"body":"And then the thing that I"},{"speaker":"Sabrina Gebhardt","startTime":1847.28,"endTime":1850.13,"body":"alluded to earlier is education."},{"speaker":"Sabrina Gebhardt","startTime":1850.91,"endTime":1855.14,"body":"That competence really does come"},{"speaker":"Sabrina Gebhardt","startTime":1850.91,"endTime":1855.14,"body":"with education for so many"},{"speaker":"Sabrina Gebhardt","startTime":1855.14,"endTime":1859.19,"body":"reasons. For so many reasons."},{"speaker":"Sabrina Gebhardt","startTime":1855.14,"endTime":1859.19,"body":"You have somebody who has been"},{"speaker":"Sabrina Gebhardt","startTime":1859.19,"endTime":1862.85,"body":"in your shoes, who has gotten to"},{"speaker":"Sabrina Gebhardt","startTime":1859.19,"endTime":1862.85,"body":"the other side, who is giving"},{"speaker":"Sabrina Gebhardt","startTime":1862.85,"endTime":1866.45,"body":"you tips and tricks and"},{"speaker":"Sabrina Gebhardt","startTime":1862.85,"endTime":1866.45,"body":"guidance, but who's also a good"},{"speaker":"Sabrina Gebhardt","startTime":1866.45,"endTime":1870.74,"body":"coach will also be a"},{"speaker":"Sabrina Gebhardt","startTime":1866.45,"endTime":1870.74,"body":"cheerleader, and like, help help"},{"speaker":"Sabrina Gebhardt","startTime":1870.74,"endTime":1873.5,"body":"you out with the mindset piece,"},{"speaker":"Sabrina Gebhardt","startTime":1870.74,"endTime":1873.5,"body":"you know, talk you off the"},{"speaker":"Sabrina Gebhardt","startTime":1873.5,"endTime":1877.22,"body":"ledge, so to speak. So I think"},{"speaker":"Sabrina Gebhardt","startTime":1873.5,"endTime":1877.22,"body":"those are the things that really"},{"speaker":"Sabrina Gebhardt","startTime":1877.79,"endTime":1879.44,"body":"can help somebody gain"},{"speaker":"Sabrina Gebhardt","startTime":1877.79,"endTime":1879.44,"body":"confidence."},{"speaker":"Annemie Tonken","startTime":1879.5,"endTime":1881.84,"body":"Yeah, and I"},{"speaker":"Annemie Tonken","startTime":1879.5,"endTime":1881.84,"body":"would just add to that last"},{"speaker":"Annemie Tonken","startTime":1881.84,"endTime":1886.88,"body":"piece, education of all kinds"},{"speaker":"Annemie Tonken","startTime":1881.84,"endTime":1886.88,"body":"is, I think, can help us build"},{"speaker":"Annemie Tonken","startTime":1886.88,"endTime":1890.78,"body":"our confidence about a"},{"speaker":"Annemie Tonken","startTime":1886.88,"endTime":1890.78,"body":"particular skill, or about the"},{"speaker":"Annemie Tonken","startTime":1890.78,"endTime":1894.17,"body":"systems that we use and create,"},{"speaker":"Annemie Tonken","startTime":1890.78,"endTime":1894.17,"body":"you know, all those kinds of"},{"speaker":"Annemie Tonken","startTime":1894.17,"endTime":1897.62,"body":"things. It's helping you"},{"speaker":"Annemie Tonken","startTime":1894.17,"endTime":1897.62,"body":"shortcut to a place where you"},{"speaker":"Annemie Tonken","startTime":1897.8,"endTime":1903.38,"body":"know what you're doing. But if"},{"speaker":"Annemie Tonken","startTime":1897.8,"endTime":1903.38,"body":"you are, dear listener, someone"},{"speaker":"Annemie Tonken","startTime":1903.38,"endTime":1906.83,"body":"who is currently feeling like"},{"speaker":"Annemie Tonken","startTime":1903.38,"endTime":1906.83,"body":"you're struggling with"},{"speaker":"Annemie Tonken","startTime":1907.13,"endTime":1910.19,"body":"confidence in what you're"},{"speaker":"Annemie Tonken","startTime":1907.13,"endTime":1910.19,"body":"offering, and what you're doing,"},{"speaker":"Annemie Tonken","startTime":1910.61,"endTime":1914.63,"body":"I think it would be smart to"},{"speaker":"Annemie Tonken","startTime":1910.61,"endTime":1914.63,"body":"seek out education, where you do"},{"speaker":"Annemie Tonken","startTime":1914.63,"endTime":1917.75,"body":"have what Sabrina's talking"},{"speaker":"Annemie Tonken","startTime":1914.63,"endTime":1917.75,"body":"about here, where it's like, you"},{"speaker":"Annemie Tonken","startTime":1917.75,"endTime":1921.29,"body":"have a little bit of actual"},{"speaker":"Annemie Tonken","startTime":1917.75,"endTime":1921.29,"body":"interface with the person who's"},{"speaker":"Annemie Tonken","startTime":1921.29,"endTime":1923.57,"body":"teaching because there are"},{"speaker":"Annemie Tonken","startTime":1921.29,"endTime":1923.57,"body":"plenty of online courses out"},{"speaker":"Annemie Tonken","startTime":1923.57,"endTime":1927.23,"body":"there, where it's all self"},{"speaker":"Annemie Tonken","startTime":1923.57,"endTime":1927.23,"body":"guided, and you're kind of going"},{"speaker":"Annemie Tonken","startTime":1927.23,"endTime":1931.4,"body":"through on your own, those can"},{"speaker":"Annemie Tonken","startTime":1927.23,"endTime":1931.4,"body":"be very valuable, for all kinds"},{"speaker":"Annemie Tonken","startTime":1931.4,"endTime":1936.98,"body":"of different reasons. But if you"},{"speaker":"Annemie Tonken","startTime":1931.4,"endTime":1936.98,"body":"need the, if you in addition to"},{"speaker":"Annemie Tonken","startTime":1936.98,"endTime":1943.04,"body":"your skills, and your sort of"},{"speaker":"Annemie Tonken","startTime":1936.98,"endTime":1943.04,"body":"Arsenal, of of software and"},{"speaker":"Annemie Tonken","startTime":1943.28,"endTime":1946.46,"body":"systems and all that sort of"},{"speaker":"Annemie Tonken","startTime":1943.28,"endTime":1946.46,"body":"stuff, if you also need someone"},{"speaker":"Annemie Tonken","startTime":1946.46,"endTime":1951.89,"body":"to give you some direct, you"},{"speaker":"Annemie Tonken","startTime":1946.46,"endTime":1951.89,"body":"know, listening to you feedback,"},{"speaker":"Annemie Tonken","startTime":1951.89,"endTime":1955.64,"body":"all that sort of stuff. Yeah,"},{"speaker":"Annemie Tonken","startTime":1951.89,"endTime":1955.64,"body":"look for those mentorship type"},{"speaker":"Annemie Tonken","startTime":1955.64,"endTime":1961.67,"body":"opportunities, and be ready to"},{"speaker":"Annemie Tonken","startTime":1955.64,"endTime":1961.67,"body":"spend for them, because they are"},{"speaker":"Annemie Tonken","startTime":1961.67,"endTime":1964.85,"body":"very valuable. And they are"},{"speaker":"Annemie Tonken","startTime":1961.67,"endTime":1964.85,"body":"typically pretty costly."},{"speaker":"Sabrina Gebhardt","startTime":1965.54,"endTime":1968.93,"body":"Yeah, and they"},{"speaker":"Sabrina Gebhardt","startTime":1965.54,"endTime":1968.93,"body":"can be really scary. I mean, I"},{"speaker":"Sabrina Gebhardt","startTime":1968.93,"endTime":1972.14,"body":"remember when that was me when I"},{"speaker":"Sabrina Gebhardt","startTime":1968.93,"endTime":1972.14,"body":"was like on the fence about it."},{"speaker":"Sabrina Gebhardt","startTime":1972.17,"endTime":1976.13,"body":"And I just was like, Oh, this is"},{"speaker":"Sabrina Gebhardt","startTime":1972.17,"endTime":1976.13,"body":"so much money. But I am at a"},{"speaker":"Sabrina Gebhardt","startTime":1976.13,"endTime":1980.12,"body":"place where I can't google"},{"speaker":"Sabrina Gebhardt","startTime":1976.13,"endTime":1980.12,"body":"anymore. And I really feel like"},{"speaker":"Sabrina Gebhardt","startTime":1980.12,"endTime":1983.24,"body":"I'm struggling a little bit in"},{"speaker":"Sabrina Gebhardt","startTime":1980.12,"endTime":1983.24,"body":"all the areas and I definitely"},{"speaker":"Sabrina Gebhardt","startTime":1983.24,"endTime":1986.93,"body":"lacked confidence. That was the"},{"speaker":"Sabrina Gebhardt","startTime":1983.24,"endTime":1986.93,"body":"first thing and it really, I"},{"speaker":"Sabrina Gebhardt","startTime":1986.93,"endTime":1991.61,"body":"mean, I say it all the time, it"},{"speaker":"Sabrina Gebhardt","startTime":1986.93,"endTime":1991.61,"body":"was the game changer. I got it"},{"speaker":"Sabrina Gebhardt","startTime":1991.61,"endTime":1994.61,"body":"served me in all the different"},{"speaker":"Sabrina Gebhardt","startTime":1991.61,"endTime":1994.61,"body":"ways and to speak to what you"},{"speaker":"Sabrina Gebhardt","startTime":1994.61,"endTime":1998.27,"body":"said about the specific online"},{"speaker":"Sabrina Gebhardt","startTime":1994.61,"endTime":1998.27,"body":"courses. Those can definitely"},{"speaker":"Sabrina Gebhardt","startTime":1998.27,"endTime":2001.48,"body":"serve you if you're like, Oh,"},{"speaker":"Sabrina Gebhardt","startTime":1998.27,"endTime":2001.48,"body":"I'm super confident in the work"},{"speaker":"Sabrina Gebhardt","startTime":2001.48,"endTime":2004.81,"body":"I'm creating, but I'm horrible"},{"speaker":"Sabrina Gebhardt","startTime":2001.48,"endTime":2004.81,"body":"with systems or I need help with"},{"speaker":"Sabrina Gebhardt","startTime":2004.81,"endTime":2008.17,"body":"price or whatever, then that's"},{"speaker":"Sabrina Gebhardt","startTime":2004.81,"endTime":2008.17,"body":"where you cherry pick the"},{"speaker":"Sabrina Gebhardt","startTime":2008.17,"endTime":2011.17,"body":"experience and the course to"},{"speaker":"Sabrina Gebhardt","startTime":2008.17,"endTime":2011.17,"body":"focus and hone in on the"},{"speaker":"Sabrina Gebhardt","startTime":2011.17,"endTime":2015.22,"body":"struggle you know you're having."},{"speaker":"Sabrina Gebhardt","startTime":2011.17,"endTime":2015.22,"body":"But if you are struggling across"},{"speaker":"Sabrina Gebhardt","startTime":2015.22,"endTime":2017.68,"body":"the board, if you're like I"},{"speaker":"Sabrina Gebhardt","startTime":2015.22,"endTime":2017.68,"body":"don't know about my art, I don't"},{"speaker":"Sabrina Gebhardt","startTime":2017.68,"endTime":2020.5,"body":"know about my editing, I don't"},{"speaker":"Sabrina Gebhardt","startTime":2017.68,"endTime":2020.5,"body":"know about my client experience."},{"speaker":"Sabrina Gebhardt","startTime":2020.5,"endTime":2023.53,"body":"I don't know about my pricing. I"},{"speaker":"Sabrina Gebhardt","startTime":2020.5,"endTime":2023.53,"body":"don't know if you're just in"},{"speaker":"Sabrina Gebhardt","startTime":2023.53,"endTime":2028.0,"body":"that place, right where it all"},{"speaker":"Sabrina Gebhardt","startTime":2023.53,"endTime":2028.0,"body":"feels hard. Some sort of in"},{"speaker":"Sabrina Gebhardt","startTime":2028.0,"endTime":2032.08,"body":"person, whether it's one on one,"},{"speaker":"Sabrina Gebhardt","startTime":2028.0,"endTime":2032.08,"body":"a workshop, a retreat, an online"},{"speaker":"Sabrina Gebhardt","startTime":2032.08,"endTime":2035.32,"body":"mentorship, something where you"},{"speaker":"Sabrina Gebhardt","startTime":2032.08,"endTime":2035.32,"body":"get that that actual human"},{"speaker":"Sabrina Gebhardt","startTime":2035.32,"endTime":2040.66,"body":"connection with the coach, is"},{"speaker":"Sabrina Gebhardt","startTime":2035.32,"endTime":2040.66,"body":"what you want, because you need"},{"speaker":"Sabrina Gebhardt","startTime":2040.66,"endTime":2046.0,"body":"somebody to hear you to see you"},{"speaker":"Sabrina Gebhardt","startTime":2040.66,"endTime":2046.0,"body":"to speak to your particular"},{"speaker":"Sabrina Gebhardt","startTime":2046.0,"endTime":2048.61,"body":"unique situation and help you"},{"speaker":"Sabrina Gebhardt","startTime":2046.0,"endTime":2048.61,"body":"out of it."},{"speaker":"Annemie Tonken","startTime":2048.91,"endTime":2053.02,"body":"Yeah, because"},{"speaker":"Annemie Tonken","startTime":2048.91,"endTime":2053.02,"body":"it's all too easy. Even if you"},{"speaker":"Annemie Tonken","startTime":2053.02,"endTime":2055.96,"body":"go through a course. And it"},{"speaker":"Annemie Tonken","startTime":2053.02,"endTime":2055.96,"body":"seems like it's all laid out for"},{"speaker":"Annemie Tonken","startTime":2055.96,"endTime":2058.87,"body":"you, whatever. It's very easy to"},{"speaker":"Annemie Tonken","startTime":2055.96,"endTime":2058.87,"body":"get into that like, well, this"},{"speaker":"Annemie Tonken","startTime":2058.87,"endTime":2061.09,"body":"may work for somebody else, but"},{"speaker":"Annemie Tonken","startTime":2058.87,"endTime":2061.09,"body":"I just don't think it's going to"},{"speaker":"Annemie Tonken","startTime":2061.09,"endTime":2064.0,"body":"work for me or I'm going to"},{"speaker":"Annemie Tonken","startTime":2061.09,"endTime":2064.0,"body":"change it this amount. So having"},{"speaker":"Annemie Tonken","startTime":2064.0,"endTime":2067.81,"body":"that extra accountability, and"},{"speaker":"Annemie Tonken","startTime":2064.0,"endTime":2067.81,"body":"the kind of one on one or even"},{"speaker":"Annemie Tonken","startTime":2067.81,"endTime":2072.07,"body":"group setting type mentoring is"},{"speaker":"Annemie Tonken","startTime":2067.81,"endTime":2072.07,"body":"going to be super valuable."},{"speaker":"Annemie Tonken","startTime":2072.46,"endTime":2075.64,"body":"Yeah, absolutely. So good. I"},{"speaker":"Annemie Tonken","startTime":2072.46,"endTime":2075.64,"body":"feel like I could continue to"},{"speaker":"Annemie Tonken","startTime":2075.64,"endTime":2079.15,"body":"talk to you about this for three"},{"speaker":"Annemie Tonken","startTime":2075.64,"endTime":2079.15,"body":"more hours. Like there's so much"},{"speaker":"Annemie Tonken","startTime":2079.48,"endTime":2083.74,"body":"here. But thank you so much for"},{"speaker":"Annemie Tonken","startTime":2079.48,"endTime":2083.74,"body":"joining me to chat about it."},{"speaker":"Annemie Tonken","startTime":2083.74,"endTime":2085.72,"body":"This has been super fun. It's"},{"speaker":"Annemie Tonken","startTime":2083.74,"endTime":2085.72,"body":"been a while."},{"speaker":"Sabrina Gebhardt","startTime":2086.14,"endTime":2087.76,"body":"I know it has"},{"speaker":"Sabrina Gebhardt","startTime":2086.14,"endTime":2087.76,"body":"been a while and this is a"},{"speaker":"Sabrina Gebhardt","startTime":2087.76,"endTime":2092.98,"body":"great. This is a great idea for"},{"speaker":"Sabrina Gebhardt","startTime":2087.76,"endTime":2092.98,"body":"a topic. Confidence is such it's"},{"speaker":"Sabrina Gebhardt","startTime":2092.98,"endTime":2096.25,"body":"such a big piece of the puzzle"},{"speaker":"Sabrina Gebhardt","startTime":2092.98,"endTime":2096.25,"body":"and people struggle with it,"},{"speaker":"Sabrina Gebhardt","startTime":2096.28,"endTime":2099.7,"body":"whether they've been in business"},{"speaker":"Sabrina Gebhardt","startTime":2096.28,"endTime":2099.7,"body":"a year or 20 years confidence,"},{"speaker":"Sabrina Gebhardt","startTime":2099.7,"endTime":2102.64,"body":"isn't it? You? Yeah, it doesn't"},{"speaker":"Sabrina Gebhardt","startTime":2099.7,"endTime":2102.64,"body":"get talked about enough"},{"speaker":"Annemie Tonken","startTime":2102.64,"endTime":2104.62,"body":"for sure. I was"},{"speaker":"Annemie Tonken","startTime":2102.64,"endTime":2104.62,"body":"gonna say I think it's under"},{"speaker":"Annemie Tonken","startTime":2104.83,"endTime":2108.28,"body":"represented in the in the"},{"speaker":"Annemie Tonken","startTime":2104.83,"endTime":2108.28,"body":"chatter out there. So good."},{"speaker":"Annemie Tonken","startTime":2108.58,"endTime":2112.0,"body":"Sabrina tell everybody where"},{"speaker":"Annemie Tonken","startTime":2108.58,"endTime":2112.0,"body":"they can find you and and how"},{"speaker":"Annemie Tonken","startTime":2112.0,"endTime":2112.84,"body":"they can work with you."},{"speaker":"Sabrina Gebhardt","startTime":2113.44,"endTime":2116.95,"body":"Yeah, so, my"},{"speaker":"Sabrina Gebhardt","startTime":2113.44,"endTime":2116.95,"body":"website, Sabrina gephardt.com."},{"speaker":"Sabrina Gebhardt","startTime":2116.95,"endTime":2120.46,"body":"And I spend a lot of time over"},{"speaker":"Sabrina Gebhardt","startTime":2116.95,"endTime":2120.46,"body":"on Instagram, Sabrina Gebhardt"},{"speaker":"Sabrina Gebhardt","startTime":2120.46,"endTime":2123.91,"body":"photography, I have a lot of"},{"speaker":"Sabrina Gebhardt","startTime":2120.46,"endTime":2123.91,"body":"things and ways you can work"},{"speaker":"Sabrina Gebhardt","startTime":2123.91,"endTime":2127.51,"body":"with me in education, if you"},{"speaker":"Sabrina Gebhardt","startTime":2123.91,"endTime":2127.51,"body":"liked what I had to say. And"},{"speaker":"Sabrina Gebhardt","startTime":2127.51,"endTime":2131.11,"body":"almost all of them have an in"},{"speaker":"Sabrina Gebhardt","startTime":2127.51,"endTime":2131.11,"body":"person, or not in person, but"},{"speaker":"Sabrina Gebhardt","startTime":2131.11,"endTime":2135.01,"body":"like a direct communication with"},{"speaker":"Sabrina Gebhardt","startTime":2131.11,"endTime":2135.01,"body":"me just, I am still in a place"},{"speaker":"Sabrina Gebhardt","startTime":2135.01,"endTime":2139.24,"body":"where I love to relationship"},{"speaker":"Sabrina Gebhardt","startTime":2135.01,"endTime":2139.24,"body":"build, and really kind of hold"},{"speaker":"Sabrina Gebhardt","startTime":2139.24,"endTime":2144.22,"body":"hands with my, with my students."},{"speaker":"Sabrina Gebhardt","startTime":2139.24,"endTime":2144.22,"body":"So the two, I guess most popular"},{"speaker":"Sabrina Gebhardt","startTime":2144.22,"endTime":2148.69,"body":"things, I do have a mastermind"},{"speaker":"Sabrina Gebhardt","startTime":2144.22,"endTime":2148.69,"body":"that is it's a package. It's a"},{"speaker":"Sabrina Gebhardt","startTime":2148.69,"endTime":2152.5,"body":"container, right. So it's got"},{"speaker":"Sabrina Gebhardt","startTime":2148.69,"endTime":2152.5,"body":"four months of coaching and then"},{"speaker":"Sabrina Gebhardt","startTime":2152.53,"endTime":2156.13,"body":"an in person retreat built into"},{"speaker":"Sabrina Gebhardt","startTime":2152.53,"endTime":2156.13,"body":"it. It is super"},{"speaker":"Sabrina Gebhardt","startTime":2156.13,"endTime":2159.85,"body":"transformational. It is"},{"speaker":"Sabrina Gebhardt","startTime":2156.13,"endTime":2159.85,"body":"absolutely incredible. It"},{"speaker":"Sabrina Gebhardt","startTime":2159.97,"endTime":2164.14,"body":"naturally creates this group of"},{"speaker":"Sabrina Gebhardt","startTime":2159.97,"endTime":2164.14,"body":"like business besties. And it is"},{"speaker":"Sabrina Gebhardt","startTime":2164.14,"endTime":2167.35,"body":"absolutely one of the if not the"},{"speaker":"Sabrina Gebhardt","startTime":2164.14,"endTime":2167.35,"body":"best thing I've ever created. I"},{"speaker":"Sabrina Gebhardt","startTime":2167.38,"endTime":2171.76,"body":"love it so much. I'm sure that"},{"speaker":"Sabrina Gebhardt","startTime":2167.38,"endTime":2171.76,"body":"you can have a waitlist dropped"},{"speaker":"Sabrina Gebhardt","startTime":2171.76,"endTime":2175.06,"body":"into the show notes for that."},{"speaker":"Sabrina Gebhardt","startTime":2171.76,"endTime":2175.06,"body":"Yep. And then I have on the flip"},{"speaker":"Sabrina Gebhardt","startTime":2175.06,"endTime":2178.51,"body":"side. So that's a huge time"},{"speaker":"Sabrina Gebhardt","startTime":2175.06,"endTime":2178.51,"body":"commitment. On the flip side, I"},{"speaker":"Sabrina Gebhardt","startTime":2178.51,"endTime":2183.91,"body":"have a membership. And it is so"},{"speaker":"Sabrina Gebhardt","startTime":2178.51,"endTime":2183.91,"body":"fun. It lives in a Facebook"},{"speaker":"Sabrina Gebhardt","startTime":2183.91,"endTime":2189.13,"body":"group. There's currently about"},{"speaker":"Sabrina Gebhardt","startTime":2183.91,"endTime":2189.13,"body":"50 Women in there. And I like to"},{"speaker":"Sabrina Gebhardt","startTime":2189.16,"endTime":2193.09,"body":"say that it's created so that"},{"speaker":"Sabrina Gebhardt","startTime":2189.16,"endTime":2193.09,"body":"you can consume content without"},{"speaker":"Sabrina Gebhardt","startTime":2193.09,"endTime":2195.58,"body":"feeling like you're drowning."},{"speaker":"Sabrina Gebhardt","startTime":2193.09,"endTime":2195.58,"body":"Okay, like you're not drinking"},{"speaker":"Sabrina Gebhardt","startTime":2195.58,"endTime":2199.66,"body":"from a firehose, so you get"},{"speaker":"Sabrina Gebhardt","startTime":2195.58,"endTime":2199.66,"body":"three pieces of content a month,"},{"speaker":"Sabrina Gebhardt","startTime":2199.69,"endTime":2203.32,"body":"and one of them is almost always"},{"speaker":"Sabrina Gebhardt","startTime":2199.69,"endTime":2203.32,"body":"a teaching for me. So like you"},{"speaker":"Sabrina Gebhardt","startTime":2203.32,"endTime":2206.53,"body":"can pop on and ask questions,"},{"speaker":"Sabrina Gebhardt","startTime":2203.32,"endTime":2206.53,"body":"and we focus on a topic. And"},{"speaker":"Sabrina Gebhardt","startTime":2206.53,"endTime":2209.59,"body":"then one of them is almost"},{"speaker":"Sabrina Gebhardt","startTime":2206.53,"endTime":2209.59,"body":"always a guest teacher. So we're"},{"speaker":"Sabrina Gebhardt","startTime":2209.59,"endTime":2212.89,"body":"bringing in industry people to"},{"speaker":"Sabrina Gebhardt","startTime":2209.59,"endTime":2212.89,"body":"talk about things and it is such"},{"speaker":"Sabrina Gebhardt","startTime":2212.89,"endTime":2216.1,"body":"a rad community of women who"},{"speaker":"Sabrina Gebhardt","startTime":2212.89,"endTime":2216.1,"body":"just support each other and"},{"speaker":"Sabrina Gebhardt","startTime":2216.1,"endTime":2219.43,"body":"cheer each other on and it's"},{"speaker":"Sabrina Gebhardt","startTime":2216.1,"endTime":2219.43,"body":"super duper fun. So it's called"},{"speaker":"Sabrina Gebhardt","startTime":2219.43,"endTime":2221.11,"body":"the roundtable. Yeah, that"},{"speaker":"Annemie Tonken","startTime":2221.68,"endTime":2224.14,"body":"will link all of"},{"speaker":"Annemie Tonken","startTime":2221.68,"endTime":2224.14,"body":"that in the show notes. So if"},{"speaker":"Annemie Tonken","startTime":2224.14,"endTime":2228.49,"body":"you're interested pick it up,"},{"speaker":"Annemie Tonken","startTime":2224.14,"endTime":2228.49,"body":"and, and Sabrina, thank you so"},{"speaker":"Annemie Tonken","startTime":2228.49,"endTime":2232.45,"body":"much. Have a wonderful day."},{"speaker":"Annemie Tonken","startTime":2228.49,"endTime":2232.45,"body":"Well, that's it for this week's"},{"speaker":"Annemie Tonken","startTime":2232.45,"endTime":2235.69,"body":"episode of This can't be that"},{"speaker":"Annemie Tonken","startTime":2232.45,"endTime":2235.69,"body":"hard. I'll be back Same time,"},{"speaker":"Annemie Tonken","startTime":2235.72,"endTime":2239.11,"body":"same place next week. In the"},{"speaker":"Annemie Tonken","startTime":2235.72,"endTime":2239.11,"body":"meantime, you can find more"},{"speaker":"Annemie Tonken","startTime":2239.11,"endTime":2242.08,"body":"information about this episode,"},{"speaker":"Annemie Tonken","startTime":2239.11,"endTime":2242.08,"body":"along with all the relevant"},{"speaker":"Annemie Tonken","startTime":2242.08,"endTime":2245.05,"body":"links, notes and downloads at"},{"speaker":"Annemie Tonken","startTime":2242.08,"endTime":2245.05,"body":"this can't be that"},{"speaker":"Annemie Tonken","startTime":2245.05,"endTime":2249.4,"body":"hard.com/learn If you liked the"},{"speaker":"Annemie Tonken","startTime":2245.05,"endTime":2249.4,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":2249.4,"endTime":2253.06,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":2249.4,"endTime":2253.06,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":2253.06,"endTime":2257.17,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":2253.06,"endTime":2257.17,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":2257.17,"endTime":2259.06,"body":"hope you have a fantastic week."}]}