{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.299,"endTime":2.999,"body":"As many of you"},{"speaker":"Annemie Tonken","startTime":0.299,"endTime":2.999,"body":"probably know, I live in Chapel"},{"speaker":"Annemie Tonken","startTime":2.999,"endTime":6.809,"body":"Hill, North Carolina, Chapel"},{"speaker":"Annemie Tonken","startTime":2.999,"endTime":6.809,"body":"Hill is home to the University"},{"speaker":"Annemie Tonken","startTime":6.809,"endTime":10.289,"body":"of North Carolina at Chapel"},{"speaker":"Annemie Tonken","startTime":6.809,"endTime":10.289,"body":"Hill. So it's a college town."},{"speaker":"Annemie Tonken","startTime":10.319,"endTime":15.389,"body":"I've got, you know, from"},{"speaker":"Annemie Tonken","startTime":10.319,"endTime":15.389,"body":"September to May, every year,"},{"speaker":"Annemie Tonken","startTime":15.419,"endTime":19.649,"body":"our town, like quadruples in"},{"speaker":"Annemie Tonken","startTime":15.419,"endTime":19.649,"body":"size, and the majority of the"},{"speaker":"Annemie Tonken","startTime":19.649,"endTime":25.529,"body":"population are 18 to let's say,"},{"speaker":"Annemie Tonken","startTime":19.649,"endTime":25.529,"body":"25 year olds, and so a lot of"},{"speaker":"Annemie Tonken","startTime":25.529,"endTime":32.129,"body":"the town's businesses cater to"},{"speaker":"Annemie Tonken","startTime":25.529,"endTime":32.129,"body":"college students. And one of the"},{"speaker":"Annemie Tonken","startTime":32.189,"endTime":36.779,"body":"businesses that does a lot of"},{"speaker":"Annemie Tonken","startTime":32.189,"endTime":36.779,"body":"that are the various salons"},{"speaker":"Annemie Tonken","startTime":36.809,"endTime":40.109,"body":"around town. So hair salons,"},{"speaker":"Annemie Tonken","startTime":36.809,"endTime":40.109,"body":"nail salons, all that sort of"},{"speaker":"Annemie Tonken","startTime":40.109,"endTime":45.239,"body":"thing. And I if you've ever seen"},{"speaker":"Annemie Tonken","startTime":40.109,"endTime":45.239,"body":"me, you probably know that not"},{"speaker":"Annemie Tonken","startTime":45.239,"endTime":50.639,"body":"only am I not 18 to 25, but I"},{"speaker":"Annemie Tonken","startTime":45.239,"endTime":50.639,"body":"also am not someone who styles"},{"speaker":"Annemie Tonken","startTime":50.639,"endTime":55.379,"body":"themselves. Like most young"},{"speaker":"Annemie Tonken","startTime":50.639,"endTime":55.379,"body":"college students, I have this"},{"speaker":"Annemie Tonken","startTime":55.379,"endTime":60.299,"body":"crazy hairdo. And I love that"},{"speaker":"Annemie Tonken","startTime":55.379,"endTime":60.299,"body":"or, you know, I embrace that at"},{"speaker":"Annemie Tonken","startTime":60.299,"endTime":63.749,"body":"least about myself. It is"},{"speaker":"Annemie Tonken","startTime":60.299,"endTime":63.749,"body":"something that when I grow my"},{"speaker":"Annemie Tonken","startTime":63.749,"endTime":66.479,"body":"hair out, it looks really"},{"speaker":"Annemie Tonken","startTime":63.749,"endTime":66.479,"body":"boring. And when my hair is"},{"speaker":"Annemie Tonken","startTime":66.479,"endTime":70.169,"body":"short, I feel like it kind of"},{"speaker":"Annemie Tonken","startTime":66.479,"endTime":70.169,"body":"suits my personality, and it's"},{"speaker":"Annemie Tonken","startTime":70.169,"endTime":73.859,"body":"fun and different and whatever."},{"speaker":"Annemie Tonken","startTime":70.169,"endTime":73.859,"body":"But finding a stylist to do my"},{"speaker":"Annemie Tonken","startTime":73.859,"endTime":78.809,"body":"hair, the way that I want in my"},{"speaker":"Annemie Tonken","startTime":73.859,"endTime":78.809,"body":"town is a little tricky. It is a"},{"speaker":"Annemie Tonken","startTime":78.809,"endTime":83.459,"body":"town that caters to a lot of"},{"speaker":"Annemie Tonken","startTime":78.809,"endTime":83.459,"body":"young women with more"},{"speaker":"Annemie Tonken","startTime":83.459,"endTime":88.319,"body":"traditional kind of southern"},{"speaker":"Annemie Tonken","startTime":83.459,"endTime":88.319,"body":"aesthetics. So many years ago, I"},{"speaker":"Annemie Tonken","startTime":88.319,"endTime":92.999,"body":"found the salon that I have gone"},{"speaker":"Annemie Tonken","startTime":88.319,"endTime":92.999,"body":"to for a long time, and fell in"},{"speaker":"Annemie Tonken","startTime":92.999,"endTime":97.619,"body":"love with them in some ways"},{"speaker":"Annemie Tonken","startTime":92.999,"endTime":97.619,"body":"because it goes against that"},{"speaker":"Annemie Tonken","startTime":97.619,"endTime":103.169,"body":"mold completely. It does not try"},{"speaker":"Annemie Tonken","startTime":97.619,"endTime":103.169,"body":"to cater to the standard version"},{"speaker":"Annemie Tonken","startTime":103.199,"endTime":108.359,"body":"of hair or beauty. And the"},{"speaker":"Annemie Tonken","startTime":103.199,"endTime":108.359,"body":"people who work there are pretty"},{"speaker":"Annemie Tonken","startTime":108.359,"endTime":114.299,"body":"cutting edge they listen to like"},{"speaker":"Annemie Tonken","startTime":108.359,"endTime":114.299,"body":"punk rock music and are just"},{"speaker":"Annemie Tonken","startTime":114.329,"endTime":119.099,"body":"doing things differently that"},{"speaker":"Annemie Tonken","startTime":114.329,"endTime":119.099,"body":"immediately drew me in. And I"},{"speaker":"Annemie Tonken","startTime":119.099,"endTime":122.969,"body":"have been a loyal customer for"},{"speaker":"Annemie Tonken","startTime":119.099,"endTime":122.969,"body":"years and years enjoying the"},{"speaker":"Annemie Tonken","startTime":122.969,"endTime":127.829,"body":"fact that I feel like I found my"},{"speaker":"Annemie Tonken","startTime":122.969,"endTime":127.829,"body":"people. Today's conversation is"},{"speaker":"Annemie Tonken","startTime":127.829,"endTime":131.459,"body":"with Brooke Jefferson, who is a"},{"speaker":"Annemie Tonken","startTime":127.829,"endTime":131.459,"body":"podcaster and a family"},{"speaker":"Annemie Tonken","startTime":131.459,"endTime":136.889,"body":"photographer, and an expert in"},{"speaker":"Annemie Tonken","startTime":131.459,"endTime":136.889,"body":"connecting with your ideal"},{"speaker":"Annemie Tonken","startTime":136.889,"endTime":141.749,"body":"clients and figuring out how to"},{"speaker":"Annemie Tonken","startTime":136.889,"endTime":141.749,"body":"set yourself apart in that way."},{"speaker":"Annemie Tonken","startTime":141.779,"endTime":147.119,"body":"So today she is sharing her for"},{"speaker":"Annemie Tonken","startTime":141.779,"endTime":147.119,"body":"best tips for auditing your"},{"speaker":"Annemie Tonken","startTime":147.119,"endTime":151.739,"body":"business to make sure that when"},{"speaker":"Annemie Tonken","startTime":147.119,"endTime":151.739,"body":"you are putting yourself out"},{"speaker":"Annemie Tonken","startTime":151.739,"endTime":157.019,"body":"there when you are creating not"},{"speaker":"Annemie Tonken","startTime":151.739,"endTime":157.019,"body":"only sort of the dream that a"},{"speaker":"Annemie Tonken","startTime":157.019,"endTime":160.889,"body":"client might hook into, but also"},{"speaker":"Annemie Tonken","startTime":157.019,"endTime":160.889,"body":"the experience that lives up to"},{"speaker":"Annemie Tonken","startTime":160.889,"endTime":165.629,"body":"that dream. You are setting"},{"speaker":"Annemie Tonken","startTime":160.889,"endTime":165.629,"body":"yourself up to find your best"},{"speaker":"Annemie Tonken","startTime":165.629,"endTime":169.799,"body":"clients and book them regardless"},{"speaker":"Annemie Tonken","startTime":165.629,"endTime":169.799,"body":"of whether you are able to"},{"speaker":"Annemie Tonken","startTime":169.799,"endTime":173.999,"body":"compete with everyone in your"},{"speaker":"Annemie Tonken","startTime":169.799,"endTime":173.999,"body":"area on price. Brooke is sharing"},{"speaker":"Annemie Tonken","startTime":174.029,"endTime":178.199,"body":"some really great not only"},{"speaker":"Annemie Tonken","startTime":174.029,"endTime":178.199,"body":"nuggets of wisdom, but also"},{"speaker":"Annemie Tonken","startTime":178.229,"endTime":181.889,"body":"examples which I think can be so"},{"speaker":"Annemie Tonken","startTime":178.229,"endTime":181.889,"body":"so helpful. This is a topic that"},{"speaker":"Annemie Tonken","startTime":181.919,"endTime":185.909,"body":"I could talk about for hours and"},{"speaker":"Annemie Tonken","startTime":181.919,"endTime":185.909,"body":"hours and hours and with 20"},{"speaker":"Annemie Tonken","startTime":185.909,"endTime":188.999,"body":"different people and you're"},{"speaker":"Annemie Tonken","startTime":185.909,"endTime":188.999,"body":"still gonna get 20 Different"},{"speaker":"Annemie Tonken","startTime":188.999,"endTime":192.329,"body":"things or you know, insights"},{"speaker":"Annemie Tonken","startTime":188.999,"endTime":192.329,"body":"each time you have this"},{"speaker":"Annemie Tonken","startTime":192.329,"endTime":196.379,"body":"conversation. So I know that"},{"speaker":"Annemie Tonken","startTime":192.329,"endTime":196.379,"body":"today's very juicy episode is"},{"speaker":"Annemie Tonken","startTime":196.379,"endTime":201.059,"body":"going to give you lots of aha"},{"speaker":"Annemie Tonken","startTime":196.379,"endTime":201.059,"body":"moments. I will cue the music"},{"speaker":"Annemie Tonken","startTime":201.089,"endTime":205.379,"body":"and and let my conversation with"},{"speaker":"Annemie Tonken","startTime":201.089,"endTime":205.379,"body":"Brooke take it from there."},{"speaker":"Annemie Tonken","startTime":206.759,"endTime":210.389,"body":"Welcome to this can't be that"},{"speaker":"Annemie Tonken","startTime":206.759,"endTime":210.389,"body":"hard. My name is Annemie Tonken."},{"speaker":"Annemie Tonken","startTime":210.389,"endTime":213.359,"body":"And I help photographers run"},{"speaker":"Annemie Tonken","startTime":210.389,"endTime":213.359,"body":"profitable, sustainable"},{"speaker":"Annemie Tonken","startTime":213.359,"endTime":217.499,"body":"businesses that they love. Each"},{"speaker":"Annemie Tonken","startTime":213.359,"endTime":217.499,"body":"week on the podcast, I cover"},{"speaker":"Annemie Tonken","startTime":217.499,"endTime":221.249,"body":"simple, actionable strategies"},{"speaker":"Annemie Tonken","startTime":217.499,"endTime":221.249,"body":"and systems that photographers"},{"speaker":"Annemie Tonken","startTime":221.249,"endTime":225.059,"body":"at every level of experience can"},{"speaker":"Annemie Tonken","startTime":221.249,"endTime":225.059,"body":"use to earn more money in a more"},{"speaker":"Annemie Tonken","startTime":225.059,"endTime":228.749,"body":"sustainable way. Running a"},{"speaker":"Annemie Tonken","startTime":225.059,"endTime":228.749,"body":"photography business doesn't"},{"speaker":"Annemie Tonken","startTime":228.749,"endTime":237.149,"body":"have to be that hard. You can do"},{"speaker":"Annemie Tonken","startTime":228.749,"endTime":237.149,"body":"it. And I can show you how. Bro"},{"speaker":"Annemie Tonken","startTime":237.149,"endTime":239.849,"body":"Jefferson, welcome to this can't"},{"speaker":"Annemie Tonken","startTime":237.149,"endTime":239.849,"body":"be that hard. It's so great to"},{"speaker":"Annemie Tonken","startTime":239.849,"endTime":241.469,"body":"have you on the show. How are"},{"speaker":"Annemie Tonken","startTime":239.849,"endTime":241.469,"body":"you today?"},{"speaker":"Brooke Jefferson","startTime":241.92,"endTime":244.47,"body":"Thank you so"},{"speaker":"Brooke Jefferson","startTime":241.92,"endTime":244.47,"body":"much. I'm so excited to be on"},{"speaker":"Brooke Jefferson","startTime":244.47,"endTime":248.55,"body":"your show as a longtime listener"},{"speaker":"Brooke Jefferson","startTime":244.47,"endTime":248.55,"body":"being on the other side is super"},{"speaker":"Brooke Jefferson","startTime":248.55,"endTime":252.96,"body":"fun. I am doing well kind of"},{"speaker":"Brooke Jefferson","startTime":248.55,"endTime":252.96,"body":"enjoying the rainy cloudy day it"},{"speaker":"Brooke Jefferson","startTime":252.96,"endTime":255.36,"body":"always makes for a good podcast"},{"speaker":"Brooke Jefferson","startTime":252.96,"endTime":255.36,"body":"recording day."},{"speaker":"Annemie Tonken","startTime":255.39,"endTime":258.96,"body":"I know those"},{"speaker":"Annemie Tonken","startTime":255.39,"endTime":258.96,"body":"cozy days, it's it can be a"},{"speaker":"Annemie Tonken","startTime":258.96,"endTime":261.99,"body":"little sad when it's beautiful"},{"speaker":"Annemie Tonken","startTime":258.96,"endTime":261.99,"body":"outside and you're like I'm here"},{"speaker":"Annemie Tonken","startTime":261.99,"endTime":267.39,"body":"stuck behind the microphone. But"},{"speaker":"Annemie Tonken","startTime":261.99,"endTime":267.39,"body":"Well, I'm glad I've got my cup"},{"speaker":"Annemie Tonken","startTime":267.39,"endTime":270.93,"body":"of tea and I am ready to kind of"},{"speaker":"Annemie Tonken","startTime":267.39,"endTime":270.93,"body":"dive into this topic that I"},{"speaker":"Annemie Tonken","startTime":270.93,"endTime":274.77,"body":"think is one that everybody you"},{"speaker":"Annemie Tonken","startTime":270.93,"endTime":274.77,"body":"know, it's like you can think"},{"speaker":"Annemie Tonken","startTime":274.77,"endTime":278.97,"body":"about this a million times and"},{"speaker":"Annemie Tonken","startTime":274.77,"endTime":278.97,"body":"in a million different ways and"},{"speaker":"Annemie Tonken","startTime":278.97,"endTime":282.36,"body":"still get something new out of"},{"speaker":"Annemie Tonken","startTime":278.97,"endTime":282.36,"body":"each time and you are someone"},{"speaker":"Annemie Tonken","startTime":282.36,"endTime":285.72,"body":"who delivers so much great"},{"speaker":"Annemie Tonken","startTime":282.36,"endTime":285.72,"body":"insight and value and I'm"},{"speaker":"Annemie Tonken","startTime":285.72,"endTime":288.51,"body":"excited to kind of get your"},{"speaker":"Annemie Tonken","startTime":285.72,"endTime":288.51,"body":"perspective on this topic. But"},{"speaker":"Annemie Tonken","startTime":288.51,"endTime":291.72,"body":"before we dive in, why don't you"},{"speaker":"Annemie Tonken","startTime":288.51,"endTime":291.72,"body":"give everybody a quick"},{"speaker":"Annemie Tonken","startTime":291.72,"endTime":295.8,"body":"background on who you are and"},{"speaker":"Annemie Tonken","startTime":291.72,"endTime":295.8,"body":"how you got into the education"},{"speaker":"Annemie Tonken","startTime":295.8,"endTime":299.73,"body":"space. So that you know they"},{"speaker":"Annemie Tonken","startTime":295.8,"endTime":299.73,"body":"have a sense if they don't"},{"speaker":"Annemie Tonken","startTime":299.73,"endTime":301.92,"body":"already Any as to who they're"},{"speaker":"Annemie Tonken","startTime":299.73,"endTime":301.92,"body":"hearing from?"},{"speaker":"Brooke Jefferson","startTime":302.46,"endTime":306.09,"body":"Awesome. Okay,"},{"speaker":"Brooke Jefferson","startTime":302.46,"endTime":306.09,"body":"so just a short and sweet"},{"speaker":"Brooke Jefferson","startTime":306.3,"endTime":311.16,"body":"background here, I have been"},{"speaker":"Brooke Jefferson","startTime":306.3,"endTime":311.16,"body":"doing family photography for"},{"speaker":"Brooke Jefferson","startTime":311.19,"endTime":317.1,"body":"almost 10 years. And that kind"},{"speaker":"Brooke Jefferson","startTime":311.19,"endTime":317.1,"body":"of fell into my lap by accident."},{"speaker":"Brooke Jefferson","startTime":317.13,"endTime":321.51,"body":"And I was your typical young mom"},{"speaker":"Brooke Jefferson","startTime":317.13,"endTime":321.51,"body":"wanted to take pictures of my"},{"speaker":"Brooke Jefferson","startTime":321.51,"endTime":326.7,"body":"baby. And it was just crazy how"},{"speaker":"Brooke Jefferson","startTime":321.51,"endTime":326.7,"body":"I, you know, started doing that"},{"speaker":"Brooke Jefferson","startTime":326.7,"endTime":330.39,"body":"for other people, and then a"},{"speaker":"Brooke Jefferson","startTime":326.7,"endTime":330.39,"body":"business fell into my lap. So"},{"speaker":"Brooke Jefferson","startTime":330.45,"endTime":334.38,"body":"blessing in disguise, it's been"},{"speaker":"Brooke Jefferson","startTime":330.45,"endTime":334.38,"body":"an amazing, amazing ride, I did"},{"speaker":"Brooke Jefferson","startTime":334.38,"endTime":337.59,"body":"not realize at the time that"},{"speaker":"Brooke Jefferson","startTime":334.38,"endTime":337.59,"body":"photography could actually be a"},{"speaker":"Brooke Jefferson","startTime":337.59,"endTime":342.72,"body":"career and not just not just"},{"speaker":"Brooke Jefferson","startTime":337.59,"endTime":342.72,"body":"something on the side, that was"},{"speaker":"Brooke Jefferson","startTime":342.72,"endTime":349.05,"body":"fun to do. And so once that seed"},{"speaker":"Brooke Jefferson","startTime":342.72,"endTime":349.05,"body":"was planted, I started really"},{"speaker":"Brooke Jefferson","startTime":349.05,"endTime":352.68,"body":"digging into okay, like, let's"},{"speaker":"Brooke Jefferson","startTime":349.05,"endTime":352.68,"body":"treat this as a business and see"},{"speaker":"Brooke Jefferson","startTime":352.68,"endTime":356.4,"body":"where we can take this. And I"},{"speaker":"Brooke Jefferson","startTime":352.68,"endTime":356.4,"body":"was teaching at the time as"},{"speaker":"Brooke Jefferson","startTime":356.4,"endTime":360.96,"body":"well, and eventually just"},{"speaker":"Brooke Jefferson","startTime":356.4,"endTime":360.96,"body":"decided and made the scary,"},{"speaker":"Brooke Jefferson","startTime":361.47,"endTime":366.24,"body":"courageous decision to leave my"},{"speaker":"Brooke Jefferson","startTime":361.47,"endTime":366.24,"body":"teaching job do this full time."},{"speaker":"Brooke Jefferson","startTime":366.45,"endTime":369.99,"body":"And then a year later, I started"},{"speaker":"Brooke Jefferson","startTime":366.45,"endTime":369.99,"body":"my podcast, the book, more"},{"speaker":"Brooke Jefferson","startTime":369.99,"endTime":373.92,"body":"clients photography, podcast,"},{"speaker":"Brooke Jefferson","startTime":369.99,"endTime":373.92,"body":"and I really just started that"},{"speaker":"Brooke Jefferson","startTime":373.92,"endTime":376.11,"body":"if some is actually called"},{"speaker":"Brooke Jefferson","startTime":373.92,"endTime":376.11,"body":"something completely different,"},{"speaker":"Brooke Jefferson","startTime":376.11,"endTime":381.57,"body":"which still cracks me up. But I"},{"speaker":"Brooke Jefferson","startTime":376.11,"endTime":381.57,"body":"just wanted to be like, the, I"},{"speaker":"Brooke Jefferson","startTime":381.57,"endTime":383.64,"body":"just wanted to reach my hand"},{"speaker":"Brooke Jefferson","startTime":381.57,"endTime":383.64,"body":"back and help the next"},{"speaker":"Brooke Jefferson","startTime":383.64,"endTime":387.99,"body":"photographer with where they"},{"speaker":"Brooke Jefferson","startTime":383.64,"endTime":387.99,"body":"were stuck. And, uh, probably a"},{"speaker":"Brooke Jefferson","startTime":387.99,"endTime":392.25,"body":"year after doing that podcast, I"},{"speaker":"Brooke Jefferson","startTime":387.99,"endTime":392.25,"body":"started really leaning into the"},{"speaker":"Brooke Jefferson","startTime":392.25,"endTime":396.06,"body":"education space of this"},{"speaker":"Brooke Jefferson","startTime":392.25,"endTime":396.06,"body":"photography, side. And it was"},{"speaker":"Brooke Jefferson","startTime":396.06,"endTime":399.81,"body":"cool, because I found myself"},{"speaker":"Brooke Jefferson","startTime":396.06,"endTime":399.81,"body":"using all of those skills and"},{"speaker":"Brooke Jefferson","startTime":399.81,"endTime":403.68,"body":"talents from the teaching"},{"speaker":"Brooke Jefferson","startTime":399.81,"endTime":403.68,"body":"career, and to coaching other"},{"speaker":"Brooke Jefferson","startTime":403.68,"endTime":407.37,"body":"photographers to help them build"},{"speaker":"Brooke Jefferson","startTime":403.68,"endTime":407.37,"body":"a profitable business where they"},{"speaker":"Brooke Jefferson","startTime":407.37,"endTime":411.51,"body":"could live a life that they love"},{"speaker":"Brooke Jefferson","startTime":407.37,"endTime":411.51,"body":"to. So that really brings us to"},{"speaker":"Brooke Jefferson","startTime":411.54,"endTime":416.31,"body":"today. I mean, I've never looked"},{"speaker":"Brooke Jefferson","startTime":411.54,"endTime":416.31,"body":"back after leaving my job. And"},{"speaker":"Brooke Jefferson","startTime":416.34,"endTime":419.25,"body":"the photography, education"},{"speaker":"Brooke Jefferson","startTime":416.34,"endTime":419.25,"body":"split, I like to be very"},{"speaker":"Brooke Jefferson","startTime":419.25,"endTime":422.7,"body":"transparent about this, I would"},{"speaker":"Brooke Jefferson","startTime":419.25,"endTime":422.7,"body":"say now, the local photography,"},{"speaker":"Brooke Jefferson","startTime":422.7,"endTime":426.75,"body":"business side is probably 20% of"},{"speaker":"Brooke Jefferson","startTime":422.7,"endTime":426.75,"body":"the total revenue for the year."},{"speaker":"Brooke Jefferson","startTime":426.9,"endTime":430.32,"body":"And education is probably"},{"speaker":"Brooke Jefferson","startTime":426.9,"endTime":430.32,"body":"sitting at the at the 80%. Mark."},{"speaker":"Brooke Jefferson","startTime":430.32,"endTime":434.58,"body":"But that's that's how I got here"},{"speaker":"Brooke Jefferson","startTime":430.32,"endTime":434.58,"body":"and a very short short summary."},{"speaker":"Annemie Tonken","startTime":434.61,"endTime":437.55,"body":"Yeah, no, I"},{"speaker":"Annemie Tonken","startTime":434.61,"endTime":437.55,"body":"know, it's such a, it can be"},{"speaker":"Annemie Tonken","startTime":437.55,"endTime":441.69,"body":"such a wild ride. And when"},{"speaker":"Annemie Tonken","startTime":437.55,"endTime":441.69,"body":"especially when you go into it"},{"speaker":"Annemie Tonken","startTime":441.75,"endTime":447.36,"body":"without any real anticipation of"},{"speaker":"Annemie Tonken","startTime":441.75,"endTime":447.36,"body":"where the where the trajectory"},{"speaker":"Annemie Tonken","startTime":447.36,"endTime":451.98,"body":"is going to take you it. It can"},{"speaker":"Annemie Tonken","startTime":447.36,"endTime":451.98,"body":"be really, I don't know,"},{"speaker":"Annemie Tonken","startTime":452.01,"endTime":455.7,"body":"enlightening or eye opening to"},{"speaker":"Annemie Tonken","startTime":452.01,"endTime":455.7,"body":"turn around. And think, you"},{"speaker":"Annemie Tonken","startTime":455.7,"endTime":459.93,"body":"know, how did I hop from this to"},{"speaker":"Annemie Tonken","startTime":455.7,"endTime":459.93,"body":"this to this, and get there. So"},{"speaker":"Annemie Tonken","startTime":459.93,"endTime":462.42,"body":"that's fun. I love the I love"},{"speaker":"Annemie Tonken","startTime":459.93,"endTime":462.42,"body":"the breakdown and the"},{"speaker":"Annemie Tonken","startTime":462.42,"endTime":466.71,"body":"transparency. So let's pivot"},{"speaker":"Annemie Tonken","startTime":462.42,"endTime":466.71,"body":"into what we're here to talk"},{"speaker":"Annemie Tonken","startTime":466.71,"endTime":471.24,"body":"about today. Which is a question"},{"speaker":"Annemie Tonken","startTime":466.71,"endTime":471.24,"body":"that I get all the time, I'm"},{"speaker":"Annemie Tonken","startTime":471.24,"endTime":474.27,"body":"sure you get it all the time,"},{"speaker":"Annemie Tonken","startTime":471.24,"endTime":474.27,"body":"whether it's sort of explicitly"},{"speaker":"Annemie Tonken","startTime":474.27,"endTime":477.96,"body":"asked or whether it's asked in"},{"speaker":"Annemie Tonken","startTime":474.27,"endTime":477.96,"body":"the form of, I'm just really"},{"speaker":"Annemie Tonken","startTime":477.96,"endTime":481.56,"body":"struggling to, as your podcast"},{"speaker":"Annemie Tonken","startTime":477.96,"endTime":481.56,"body":"is called bookmark clients."},{"speaker":"Annemie Tonken","startTime":482.88,"endTime":486.96,"body":"Which really, you know, at its"},{"speaker":"Annemie Tonken","startTime":482.88,"endTime":486.96,"body":"core comes down to"},{"speaker":"Annemie Tonken","startTime":487.11,"endTime":490.71,"body":"differentiating yourself from"},{"speaker":"Annemie Tonken","startTime":487.11,"endTime":490.71,"body":"other photographers unless you"},{"speaker":"Annemie Tonken","startTime":490.71,"endTime":495.24,"body":"are explicitly looking to be the"},{"speaker":"Annemie Tonken","startTime":490.71,"endTime":495.24,"body":"cheapest photographer in your"},{"speaker":"Annemie Tonken","startTime":495.24,"endTime":500.79,"body":"area, which is a very easy way"},{"speaker":"Annemie Tonken","startTime":495.24,"endTime":500.79,"body":"to book more clients. But it's"},{"speaker":"Annemie Tonken","startTime":500.85,"endTime":505.5,"body":"then trickier to become a"},{"speaker":"Annemie Tonken","startTime":500.85,"endTime":505.5,"body":"profitable business or maintain"},{"speaker":"Annemie Tonken","startTime":505.5,"endTime":509.7,"body":"profitability, or maintain your"},{"speaker":"Annemie Tonken","startTime":505.5,"endTime":509.7,"body":"sanity, because of the number of"},{"speaker":"Annemie Tonken","startTime":509.7,"endTime":513.42,"body":"clients you have to take on. If"},{"speaker":"Annemie Tonken","startTime":509.7,"endTime":513.42,"body":"you are competing entirely on"},{"speaker":"Annemie Tonken","startTime":513.42,"endTime":518.07,"body":"price beyond being the cheapest,"},{"speaker":"Annemie Tonken","startTime":513.42,"endTime":518.07,"body":"then the question is, well, if"},{"speaker":"Annemie Tonken","startTime":518.07,"endTime":520.47,"body":"someone's not going to hire me,"},{"speaker":"Annemie Tonken","startTime":518.07,"endTime":520.47,"body":"because I'm cheaper than anybody"},{"speaker":"Annemie Tonken","startTime":520.47,"endTime":525.96,"body":"else, why will someone hire me?"},{"speaker":"Annemie Tonken","startTime":520.47,"endTime":525.96,"body":"And I think a lot of us hope"},{"speaker":"Annemie Tonken","startTime":525.99,"endTime":528.81,"body":"that the answer to that question"},{"speaker":"Annemie Tonken","startTime":525.99,"endTime":528.81,"body":"is because people are going to"},{"speaker":"Annemie Tonken","startTime":528.81,"endTime":532.74,"body":"see my work and love it. And"},{"speaker":"Annemie Tonken","startTime":528.81,"endTime":532.74,"body":"certainly that's part of the"},{"speaker":"Annemie Tonken","startTime":532.74,"endTime":536.43,"body":"story. But it's usually not"},{"speaker":"Annemie Tonken","startTime":532.74,"endTime":536.43,"body":"enough if this is a very"},{"speaker":"Annemie Tonken","startTime":536.43,"endTime":541.11,"body":"saturated field. I hardly know a"},{"speaker":"Annemie Tonken","startTime":536.43,"endTime":541.11,"body":"photographer who lives anywhere"},{"speaker":"Annemie Tonken","startTime":541.11,"endTime":543.33,"body":"where they feel like their area"},{"speaker":"Annemie Tonken","startTime":541.11,"endTime":543.33,"body":"isn't saturated with"},{"speaker":"Annemie Tonken","startTime":543.33,"endTime":547.17,"body":"photographers. So then it"},{"speaker":"Annemie Tonken","startTime":543.33,"endTime":547.17,"body":"becomes this question of like,"},{"speaker":"Annemie Tonken","startTime":547.17,"endTime":552.66,"body":"how do I set myself apart even"},{"speaker":"Annemie Tonken","startTime":547.17,"endTime":552.66,"body":"though I'm at, you know, at the"},{"speaker":"Annemie Tonken","startTime":552.66,"endTime":556.83,"body":"core kind of offering the same"},{"speaker":"Annemie Tonken","startTime":552.66,"endTime":556.83,"body":"thing as a lot of other people."},{"speaker":"Annemie Tonken","startTime":556.86,"endTime":560.64,"body":"So yeah, let's, let's just dive"},{"speaker":"Annemie Tonken","startTime":556.86,"endTime":560.64,"body":"in and get started."},{"speaker":"Brooke Jefferson","startTime":560.78,"endTime":564.98,"body":"This is my"},{"speaker":"Brooke Jefferson","startTime":560.78,"endTime":564.98,"body":"favorite topic to unpack because"},{"speaker":"Brooke Jefferson","startTime":564.98,"endTime":567.47,"body":"there's so much here and we"},{"speaker":"Brooke Jefferson","startTime":564.98,"endTime":567.47,"body":"could have taken this"},{"speaker":"Brooke Jefferson","startTime":567.47,"endTime":570.38,"body":"conversation a million"},{"speaker":"Brooke Jefferson","startTime":567.47,"endTime":570.38,"body":"directions. One of the things"},{"speaker":"Brooke Jefferson","startTime":570.38,"endTime":574.82,"body":"that I liked that you pointed"},{"speaker":"Brooke Jefferson","startTime":570.38,"endTime":574.82,"body":"out was, yes, you do have a"},{"speaker":"Brooke Jefferson","startTime":574.82,"endTime":578.63,"body":"choice to be the cheapest in"},{"speaker":"Brooke Jefferson","startTime":574.82,"endTime":578.63,"body":"your area. And you're definitely"},{"speaker":"Brooke Jefferson","startTime":578.63,"endTime":583.28,"body":"going to book clients doing so."},{"speaker":"Brooke Jefferson","startTime":578.63,"endTime":583.28,"body":"But that is the quickest route"},{"speaker":"Brooke Jefferson","startTime":583.31,"endTime":586.94,"body":"to burnout. It's not fulfilling"},{"speaker":"Brooke Jefferson","startTime":583.31,"endTime":586.94,"body":"like it's really cool at first"},{"speaker":"Brooke Jefferson","startTime":586.97,"endTime":590.27,"body":"to be like, Look at all this"},{"speaker":"Brooke Jefferson","startTime":586.97,"endTime":590.27,"body":"like I never have to worry about"},{"speaker":"Brooke Jefferson","startTime":590.27,"endTime":594.59,"body":"where my next client is coming"},{"speaker":"Brooke Jefferson","startTime":590.27,"endTime":594.59,"body":"from. But you are missing out on"},{"speaker":"Brooke Jefferson","startTime":594.59,"endTime":597.41,"body":"so much more if you're just"},{"speaker":"Brooke Jefferson","startTime":594.59,"endTime":597.41,"body":"going to settle for pricing"},{"speaker":"Brooke Jefferson","startTime":597.41,"endTime":602.48,"body":"alone and be known as that cheap"},{"speaker":"Brooke Jefferson","startTime":597.41,"endTime":602.48,"body":"photographer. And I am speaking"},{"speaker":"Brooke Jefferson","startTime":602.48,"endTime":605.48,"body":"from experience because I had no"},{"speaker":"Brooke Jefferson","startTime":602.48,"endTime":605.48,"body":"idea how to charge back in the"},{"speaker":"Brooke Jefferson","startTime":605.48,"endTime":608.96,"body":"day. But it didn't take me long"},{"speaker":"Brooke Jefferson","startTime":605.48,"endTime":608.96,"body":"to figure out that $50 wasn't"},{"speaker":"Brooke Jefferson","startTime":608.96,"endTime":612.26,"body":"going to cut it. So that is"},{"speaker":"Brooke Jefferson","startTime":608.96,"endTime":612.26,"body":"just, that's my own personal"},{"speaker":"Brooke Jefferson","startTime":612.26,"endTime":616.52,"body":"experience. But the other thing,"},{"speaker":"Brooke Jefferson","startTime":612.26,"endTime":616.52,"body":"too is we live in such an area"},{"speaker":"Brooke Jefferson","startTime":616.55,"endTime":621.23,"body":"are such an era, I guess, of"},{"speaker":"Brooke Jefferson","startTime":616.55,"endTime":621.23,"body":"personal branding. And now more"},{"speaker":"Brooke Jefferson","startTime":621.23,"endTime":625.37,"body":"than ever, people are really"},{"speaker":"Brooke Jefferson","startTime":621.23,"endTime":625.37,"body":"going back to human connection."},{"speaker":"Brooke Jefferson","startTime":625.4,"endTime":629.81,"body":"I think the pandemic itself had"},{"speaker":"Brooke Jefferson","startTime":625.4,"endTime":629.81,"body":"a lot of us with a brutal Wake"},{"speaker":"Brooke Jefferson","startTime":629.81,"endTime":634.67,"body":"Up Call of okay, who am I"},{"speaker":"Brooke Jefferson","startTime":629.81,"endTime":634.67,"body":"following who is in my circle?"},{"speaker":"Brooke Jefferson","startTime":634.7,"endTime":638.69,"body":"Who am I doing business with,"},{"speaker":"Brooke Jefferson","startTime":634.7,"endTime":638.69,"body":"and we lost out on so much human"},{"speaker":"Brooke Jefferson","startTime":638.69,"endTime":642.83,"body":"connection that now people just"},{"speaker":"Brooke Jefferson","startTime":638.69,"endTime":642.83,"body":"crave it. And I see a lot of"},{"speaker":"Brooke Jefferson","startTime":642.83,"endTime":647.84,"body":"photographers cut themselves"},{"speaker":"Brooke Jefferson","startTime":642.83,"endTime":647.84,"body":"short by blending in rather than"},{"speaker":"Brooke Jefferson","startTime":647.84,"endTime":650.09,"body":"trying to stand out."},{"speaker":"Brooke Jefferson","startTime":650.0,"endTime":654.38,"body":"So I have four main points that"},{"speaker":"Brooke Jefferson","startTime":650.0,"endTime":654.38,"body":"I kind of want to cycle through"},{"speaker":"Brooke Jefferson","startTime":654.38,"endTime":658.25,"body":"to help pinpoint the"},{"speaker":"Brooke Jefferson","startTime":654.38,"endTime":658.25,"body":"photographer to begin to say,"},{"speaker":"Brooke Jefferson","startTime":658.25,"endTime":663.05,"body":"oh, that's how I can set myself"},{"speaker":"Brooke Jefferson","startTime":658.25,"endTime":663.05,"body":"apart. The first one might be a"},{"speaker":"Brooke Jefferson","startTime":663.05,"endTime":667.19,"body":"little cliche, if you will. But"},{"speaker":"Brooke Jefferson","startTime":663.05,"endTime":667.19,"body":"honestly, it's truly being"},{"speaker":"Brooke Jefferson","startTime":667.19,"endTime":672.89,"body":"yourself. This is something as"},{"speaker":"Brooke Jefferson","startTime":667.19,"endTime":672.89,"body":"children we were amazing at. And"},{"speaker":"Brooke Jefferson","startTime":672.89,"endTime":676.67,"body":"then we got told that we were"},{"speaker":"Brooke Jefferson","startTime":672.89,"endTime":676.67,"body":"too much or not enough, or"},{"speaker":"Brooke Jefferson","startTime":676.67,"endTime":680.24,"body":"whatever it was. And so we began"},{"speaker":"Brooke Jefferson","startTime":676.67,"endTime":680.24,"body":"to mold ourselves and go into"},{"speaker":"Brooke Jefferson","startTime":680.24,"endTime":683.96,"body":"survival mode, just to blend in"},{"speaker":"Brooke Jefferson","startTime":680.24,"endTime":683.96,"body":"and get through our school"},{"speaker":"Brooke Jefferson","startTime":683.96,"endTime":687.98,"body":"years. I know I conversely speak"},{"speaker":"Brooke Jefferson","startTime":683.96,"endTime":687.98,"body":"to that. And I know many other"},{"speaker":"Brooke Jefferson","startTime":687.98,"endTime":690.8,"body":"people who are like something"},{"speaker":"Brooke Jefferson","startTime":687.98,"endTime":690.8,"body":"Yeah, I can think of one"},{"speaker":"Brooke Jefferson","startTime":690.8,"endTime":695.63,"body":"instance. And so we began to,"},{"speaker":"Brooke Jefferson","startTime":690.8,"endTime":695.63,"body":"you know, shut ourselves down"},{"speaker":"Brooke Jefferson","startTime":695.66,"endTime":700.07,"body":"and cover up and just again,"},{"speaker":"Brooke Jefferson","startTime":695.66,"endTime":700.07,"body":"survival mode. So when we enter"},{"speaker":"Brooke Jefferson","startTime":700.07,"endTime":705.71,"body":"adulthood, a lot of us are still"},{"speaker":"Brooke Jefferson","startTime":700.07,"endTime":705.71,"body":"acting out in that way. And we"},{"speaker":"Brooke Jefferson","startTime":705.71,"endTime":710.18,"body":"have to unlearn and uncover who"},{"speaker":"Brooke Jefferson","startTime":705.71,"endTime":710.18,"body":"we are, which is why I think"},{"speaker":"Brooke Jefferson","startTime":710.18,"endTime":713.6,"body":"it's so incredible to watch"},{"speaker":"Brooke Jefferson","startTime":710.18,"endTime":713.6,"body":"decade by decade, and I still"},{"speaker":"Brooke Jefferson","startTime":713.6,"endTime":717.26,"body":"have so I hope I have many,"},{"speaker":"Brooke Jefferson","startTime":713.6,"endTime":717.26,"body":"many, many years love to"},{"speaker":"Brooke Jefferson","startTime":717.26,"endTime":721.73,"body":"continue to uncover and discover"},{"speaker":"Brooke Jefferson","startTime":717.26,"endTime":721.73,"body":"who I am. But I think that's why"},{"speaker":"Brooke Jefferson","startTime":721.76,"endTime":725.57,"body":"we see a lot of people in their"},{"speaker":"Brooke Jefferson","startTime":721.76,"endTime":725.57,"body":"20s and 30s come out of their"},{"speaker":"Brooke Jefferson","startTime":725.57,"endTime":730.55,"body":"shell and become older and not"},{"speaker":"Brooke Jefferson","startTime":725.57,"endTime":730.55,"body":"just settle for blending in"},{"speaker":"Brooke Jefferson","startTime":730.55,"endTime":734.51,"body":"anymore. And so when I say be"},{"speaker":"Brooke Jefferson","startTime":730.55,"endTime":734.51,"body":"you, I think a lot of"},{"speaker":"Brooke Jefferson","startTime":734.51,"endTime":739.7,"body":"photographers are scared to"},{"speaker":"Brooke Jefferson","startTime":734.51,"endTime":739.7,"body":"really even figure out what does"},{"speaker":"Brooke Jefferson","startTime":739.7,"endTime":743.9,"body":"that mean for me. So I think the"},{"speaker":"Brooke Jefferson","startTime":739.7,"endTime":743.9,"body":"first thing is really like"},{"speaker":"Brooke Jefferson","startTime":743.99,"endTime":748.94,"body":"setting time to figure out who"},{"speaker":"Brooke Jefferson","startTime":743.99,"endTime":748.94,"body":"you are, and what you bring to"},{"speaker":"Brooke Jefferson","startTime":748.94,"endTime":753.14,"body":"the table and really looking"},{"speaker":"Brooke Jefferson","startTime":748.94,"endTime":753.14,"body":"into your values. Because this"},{"speaker":"Brooke Jefferson","startTime":753.14,"endTime":757.7,"body":"one key piece is what is going"},{"speaker":"Brooke Jefferson","startTime":753.14,"endTime":757.7,"body":"to help your branding, you can't"},{"speaker":"Brooke Jefferson","startTime":757.7,"endTime":761.66,"body":"have a brand if you don't know"},{"speaker":"Brooke Jefferson","startTime":757.7,"endTime":761.66,"body":"your purpose of why you're doing"},{"speaker":"Brooke Jefferson","startTime":761.66,"endTime":765.8,"body":"this, or the backstory or"},{"speaker":"Brooke Jefferson","startTime":761.66,"endTime":765.8,"body":"anything like that. So all of"},{"speaker":"Brooke Jefferson","startTime":765.8,"endTime":770.09,"body":"that to say that's number one is"},{"speaker":"Brooke Jefferson","startTime":765.8,"endTime":770.09,"body":"really like being bold, and okay"},{"speaker":"Brooke Jefferson","startTime":770.09,"endTime":773.45,"body":"with being you. One of the"},{"speaker":"Brooke Jefferson","startTime":770.09,"endTime":773.45,"body":"things I'll just give a tangible"},{"speaker":"Brooke Jefferson","startTime":773.45,"endTime":776.51,"body":"example here, one of the things"},{"speaker":"Brooke Jefferson","startTime":773.45,"endTime":776.51,"body":"that has taken me years to be"},{"speaker":"Brooke Jefferson","startTime":776.51,"endTime":780.32,"body":"comfortable with is getting more"},{"speaker":"Brooke Jefferson","startTime":776.51,"endTime":780.32,"body":"bold, for me about talking about"},{"speaker":"Brooke Jefferson","startTime":780.32,"endTime":783.86,"body":"my faith, that's just something"},{"speaker":"Brooke Jefferson","startTime":780.32,"endTime":783.86,"body":"that I want to be known for, and"},{"speaker":"Brooke Jefferson","startTime":783.86,"endTime":786.74,"body":"the way that I want to lead in"},{"speaker":"Brooke Jefferson","startTime":783.86,"endTime":786.74,"body":"this industry that's going to be"},{"speaker":"Brooke Jefferson","startTime":786.74,"endTime":790.85,"body":"different than than others. So"},{"speaker":"Brooke Jefferson","startTime":786.74,"endTime":790.85,"body":"that's just an example of one of"},{"speaker":"Brooke Jefferson","startTime":790.85,"endTime":794.48,"body":"the things that I that I hold on"},{"speaker":"Brooke Jefferson","startTime":790.85,"endTime":794.48,"body":"to that I'm continuing to have"},{"speaker":"Brooke Jefferson","startTime":794.48,"endTime":797.54,"body":"to learn how to be bold about"},{"speaker":"Brooke Jefferson","startTime":794.48,"endTime":797.54,"body":"but it is the one thing that is"},{"speaker":"Brooke Jefferson","startTime":797.54,"endTime":800.18,"body":"also bringing me my dream"},{"speaker":"Brooke Jefferson","startTime":797.54,"endTime":800.18,"body":"clients as well."},{"speaker":"Annemie Tonken","startTime":800.22,"endTime":804.42,"body":"Yeah, you know,"},{"speaker":"Annemie Tonken","startTime":800.22,"endTime":804.42,"body":"it's interesting. So I remember,"},{"speaker":"Annemie Tonken","startTime":804.9,"endTime":810.42,"body":"relatively early in my business"},{"speaker":"Annemie Tonken","startTime":804.9,"endTime":810.42,"body":"being told by a mentor, or, you"},{"speaker":"Annemie Tonken","startTime":810.42,"endTime":813.24,"body":"know, like a teacher that I was"},{"speaker":"Annemie Tonken","startTime":810.42,"endTime":813.24,"body":"taking a class with or"},{"speaker":"Annemie Tonken","startTime":813.24,"endTime":817.56,"body":"something, they were talking"},{"speaker":"Annemie Tonken","startTime":813.24,"endTime":817.56,"body":"about how you know, you want to"},{"speaker":"Annemie Tonken","startTime":817.59,"endTime":821.13,"body":"set yourself apart in certain"},{"speaker":"Annemie Tonken","startTime":817.59,"endTime":821.13,"body":"ways, but you don't want to lean"},{"speaker":"Annemie Tonken","startTime":821.13,"endTime":825.42,"body":"into religion or politics. You"},{"speaker":"Annemie Tonken","startTime":821.13,"endTime":825.42,"body":"know, they were very"},{"speaker":"Annemie Tonken","startTime":825.42,"endTime":828.3,"body":"specifically saying those are"},{"speaker":"Annemie Tonken","startTime":825.42,"endTime":828.3,"body":"things that you're going to turn"},{"speaker":"Annemie Tonken","startTime":828.3,"endTime":831.18,"body":"a bunch of people off, and you"},{"speaker":"Annemie Tonken","startTime":828.3,"endTime":831.18,"body":"shouldn't do that. And that was"},{"speaker":"Annemie Tonken","startTime":831.18,"endTime":837.78,"body":"probably in like 2012 or so."},{"speaker":"Annemie Tonken","startTime":831.18,"endTime":837.78,"body":"And, and it is funny, because I"},{"speaker":"Annemie Tonken","startTime":837.78,"endTime":840.21,"body":"remember at the time being like,"},{"speaker":"Annemie Tonken","startTime":837.78,"endTime":840.21,"body":"oh, yeah, that is a thing that"},{"speaker":"Annemie Tonken","startTime":840.24,"endTime":843.18,"body":"in the professional world. And"},{"speaker":"Annemie Tonken","startTime":840.24,"endTime":843.18,"body":"for those of you who can't see"},{"speaker":"Annemie Tonken","startTime":843.18,"endTime":845.76,"body":"me, I'm using air quotes in the"},{"speaker":"Annemie Tonken","startTime":843.18,"endTime":845.76,"body":"professional world. We don't"},{"speaker":"Annemie Tonken","startTime":845.76,"endTime":847.83,"body":"talk about those things. And"},{"speaker":"Annemie Tonken","startTime":845.76,"endTime":847.83,"body":"people don't talk about those"},{"speaker":"Annemie Tonken","startTime":847.83,"endTime":851.79,"body":"things. And it has been really"},{"speaker":"Annemie Tonken","startTime":847.83,"endTime":851.79,"body":"interesting to watch the"},{"speaker":"Annemie Tonken","startTime":851.79,"endTime":855.33,"body":"evolution of, to your point,"},{"speaker":"Annemie Tonken","startTime":851.79,"endTime":855.33,"body":"sort of the personal brand,"},{"speaker":"Annemie Tonken","startTime":855.36,"endTime":858.06,"body":"where I don't think that those"},{"speaker":"Annemie Tonken","startTime":855.36,"endTime":858.06,"body":"are the right things for"},{"speaker":"Annemie Tonken","startTime":858.06,"endTime":860.73,"body":"everyone to talk about, because"},{"speaker":"Annemie Tonken","startTime":858.06,"endTime":860.73,"body":"they aren't necessarily the"},{"speaker":"Annemie Tonken","startTime":860.73,"endTime":864.78,"body":"topics for everyone. But for"},{"speaker":"Annemie Tonken","startTime":860.73,"endTime":864.78,"body":"those people who have very"},{"speaker":"Annemie Tonken","startTime":864.78,"endTime":867.84,"body":"specific views on those things"},{"speaker":"Annemie Tonken","startTime":864.78,"endTime":867.84,"body":"that impact the work that they"},{"speaker":"Annemie Tonken","startTime":867.84,"endTime":873.48,"body":"do. It's actually not only"},{"speaker":"Annemie Tonken","startTime":867.84,"endTime":873.48,"body":"important, but probably, you"},{"speaker":"Annemie Tonken","startTime":873.48,"endTime":876.51,"body":"know, to your point it is"},{"speaker":"Annemie Tonken","startTime":873.48,"endTime":876.51,"body":"finding your ideal clients and"},{"speaker":"Annemie Tonken","startTime":876.51,"endTime":880.8,"body":"then and getting away from the"},{"speaker":"Annemie Tonken","startTime":876.51,"endTime":880.8,"body":"people who maybe are not your"},{"speaker":"Annemie Tonken","startTime":880.8,"endTime":884.91,"body":"ideal clients, which is just as"},{"speaker":"Annemie Tonken","startTime":880.8,"endTime":884.91,"body":"important as as finding those"},{"speaker":"Annemie Tonken","startTime":884.91,"endTime":889.05,"body":"clients. So whether it's"},{"speaker":"Annemie Tonken","startTime":884.91,"endTime":889.05,"body":"religion, or politics or"},{"speaker":"Annemie Tonken","startTime":889.05,"endTime":893.31,"body":"something else entirely. I do"},{"speaker":"Annemie Tonken","startTime":889.05,"endTime":893.31,"body":"think that sitting down with"},{"speaker":"Annemie Tonken","startTime":893.31,"endTime":896.7,"body":"yourself and being really"},{"speaker":"Annemie Tonken","startTime":893.31,"endTime":896.7,"body":"honest, you know the story that"},{"speaker":"Annemie Tonken","startTime":896.7,"endTime":901.2,"body":"you told about when we're little"},{"speaker":"Annemie Tonken","startTime":896.7,"endTime":901.2,"body":"kids, we all are very much"},{"speaker":"Annemie Tonken","startTime":901.2,"endTime":904.44,"body":"ourselves. And then we learned"},{"speaker":"Annemie Tonken","startTime":901.2,"endTime":904.44,"body":"to squelch certain parts of"},{"speaker":"Annemie Tonken","startTime":904.44,"endTime":908.94,"body":"ourselves or hide certain parts"},{"speaker":"Annemie Tonken","startTime":904.44,"endTime":908.94,"body":"of ourselves, I remember being"},{"speaker":"Annemie Tonken","startTime":908.94,"endTime":914.13,"body":"told, by multiple people who"},{"speaker":"Annemie Tonken","startTime":908.94,"endTime":914.13,"body":"were my friends in high school"},{"speaker":"Annemie Tonken","startTime":914.13,"endTime":919.53,"body":"in college, like, Oh, when I met"},{"speaker":"Annemie Tonken","startTime":914.13,"endTime":919.53,"body":"you, I thought you were insert"},{"speaker":"Annemie Tonken","startTime":919.71,"endTime":927.66,"body":"the B word here. Because I was"},{"speaker":"Annemie Tonken","startTime":919.71,"endTime":927.66,"body":"always very, just a certain"},{"speaker":"Annemie Tonken","startTime":927.66,"endTime":931.38,"body":"assertive, but not in like a"},{"speaker":"Annemie Tonken","startTime":927.66,"endTime":931.38,"body":"mean way, but just very, like,"},{"speaker":"Annemie Tonken","startTime":931.62,"endTime":935.4,"body":"front and center confident. And"},{"speaker":"Annemie Tonken","startTime":931.62,"endTime":935.4,"body":"I would, you know, raise my hand"},{"speaker":"Annemie Tonken","startTime":935.4,"endTime":938.67,"body":"or walk up and volunteer in the"},{"speaker":"Annemie Tonken","startTime":935.4,"endTime":938.67,"body":"front of the class or whatever."},{"speaker":"Annemie Tonken","startTime":939.12,"endTime":941.85,"body":"And a lot of people were"},{"speaker":"Annemie Tonken","startTime":939.12,"endTime":941.85,"body":"initially put off by that, and"},{"speaker":"Annemie Tonken","startTime":941.85,"endTime":943.77,"body":"then they would say, and then I"},{"speaker":"Annemie Tonken","startTime":941.85,"endTime":943.77,"body":"got to know you. And that wasn't"},{"speaker":"Annemie Tonken","startTime":943.77,"endTime":947.79,"body":"the way it was at all. And so"},{"speaker":"Annemie Tonken","startTime":943.77,"endTime":947.79,"body":"anyway, very quickly, in my"},{"speaker":"Annemie Tonken","startTime":947.79,"endTime":953.55,"body":"young adult life, I learned to"},{"speaker":"Annemie Tonken","startTime":947.79,"endTime":953.55,"body":"hide that part of myself or keep"},{"speaker":"Annemie Tonken","startTime":953.55,"endTime":956.52,"body":"that part of myself quiet,"},{"speaker":"Annemie Tonken","startTime":953.55,"endTime":956.52,"body":"because I didn't want to make a"},{"speaker":"Annemie Tonken","startTime":956.52,"endTime":960.12,"body":"bad first impression, which, you"},{"speaker":"Annemie Tonken","startTime":956.52,"endTime":960.12,"body":"know, is a reasonable thing."},{"speaker":"Annemie Tonken","startTime":960.63,"endTime":966.57,"body":"However, that is who I am, like,"},{"speaker":"Annemie Tonken","startTime":960.63,"endTime":966.57,"body":"I am happy to sort of start a"},{"speaker":"Annemie Tonken","startTime":966.57,"endTime":971.01,"body":"conversation or share what I"},{"speaker":"Annemie Tonken","startTime":966.57,"endTime":971.01,"body":"know with other people without"},{"speaker":"Annemie Tonken","startTime":971.01,"endTime":974.88,"body":"apologizing for it. And for"},{"speaker":"Annemie Tonken","startTime":971.01,"endTime":974.88,"body":"better or for worse, I have come"},{"speaker":"Annemie Tonken","startTime":974.88,"endTime":978.39,"body":"to embrace that part of myself."},{"speaker":"Annemie Tonken","startTime":974.88,"endTime":978.39,"body":"And I think that that has been"},{"speaker":"Annemie Tonken","startTime":978.42,"endTime":982.89,"body":"in many ways the key to"},{"speaker":"Annemie Tonken","startTime":978.42,"endTime":982.89,"body":"certainly my foray into the"},{"speaker":"Annemie Tonken","startTime":982.89,"endTime":987.63,"body":"education world, but but really,"},{"speaker":"Annemie Tonken","startTime":982.89,"endTime":987.63,"body":"even in working with my"},{"speaker":"Annemie Tonken","startTime":987.63,"endTime":991.5,"body":"photography clients, I think"},{"speaker":"Annemie Tonken","startTime":987.63,"endTime":991.5,"body":"that being willing to say"},{"speaker":"Annemie Tonken","startTime":991.5,"endTime":993.66,"body":"actually, I know a good way to"},{"speaker":"Annemie Tonken","startTime":991.5,"endTime":993.66,"body":"do this, and I'm going to tell"},{"speaker":"Annemie Tonken","startTime":993.66,"endTime":997.26,"body":"you how it's going to work or,"},{"speaker":"Annemie Tonken","startTime":993.66,"endTime":997.26,"body":"you know, make those kind of,"},{"speaker":"Annemie Tonken","startTime":997.5,"endTime":1002.42,"body":"like, own my expertise has"},{"speaker":"Annemie Tonken","startTime":997.5,"endTime":1002.42,"body":"really set me apart and given"},{"speaker":"Annemie Tonken","startTime":1002.42,"endTime":1005.36,"body":"people confidence in me, because"},{"speaker":"Annemie Tonken","startTime":1002.42,"endTime":1005.36,"body":"I'm willing to demonstrate"},{"speaker":"Annemie Tonken","startTime":1005.39,"endTime":1009.95,"body":"confidence in myself. So totally"},{"speaker":"Annemie Tonken","startTime":1005.39,"endTime":1009.95,"body":"different example from, you"},{"speaker":"Annemie Tonken","startTime":1009.95,"endTime":1014.57,"body":"know, coming at it, like an"},{"speaker":"Annemie Tonken","startTime":1009.95,"endTime":1014.57,"body":"aspect of your personality and"},{"speaker":"Annemie Tonken","startTime":1014.57,"endTime":1018.65,"body":"your life. It's an aspect of my"},{"speaker":"Annemie Tonken","startTime":1014.57,"endTime":1018.65,"body":"personality that impacts the way"},{"speaker":"Annemie Tonken","startTime":1018.65,"endTime":1023.09,"body":"that I talk. But it still is"},{"speaker":"Annemie Tonken","startTime":1018.65,"endTime":1023.09,"body":"sort of connecting with who I am"},{"speaker":"Annemie Tonken","startTime":1023.09,"endTime":1026.39,"body":"and that I agree, absolutely has"},{"speaker":"Annemie Tonken","startTime":1023.09,"endTime":1026.39,"body":"had a major impact."},{"speaker":"Brooke Jefferson","startTime":1026.6,"endTime":1029.3,"body":"Yeah, it's"},{"speaker":"Brooke Jefferson","startTime":1026.6,"endTime":1029.3,"body":"it's your personality, it's"},{"speaker":"Brooke Jefferson","startTime":1029.3,"endTime":1033.08,"body":"things you care about, like, and"},{"speaker":"Brooke Jefferson","startTime":1029.3,"endTime":1033.08,"body":"you brought up so so I use a"},{"speaker":"Brooke Jefferson","startTime":1033.08,"endTime":1039.5,"body":"very extreme example, which was"},{"speaker":"Brooke Jefferson","startTime":1033.08,"endTime":1039.5,"body":"infusing, like my faith, and I"},{"speaker":"Brooke Jefferson","startTime":1039.53,"endTime":1042.62,"body":"home and I hate the word, I hate"},{"speaker":"Brooke Jefferson","startTime":1039.53,"endTime":1042.62,"body":"the word religion. That's a"},{"speaker":"Brooke Jefferson","startTime":1042.62,"endTime":1046.43,"body":"whole nother conversation. But"},{"speaker":"Brooke Jefferson","startTime":1042.62,"endTime":1046.43,"body":"yeah, so like, I was using an"},{"speaker":"Brooke Jefferson","startTime":1046.43,"endTime":1050.06,"body":"extreme measure to explain that."},{"speaker":"Brooke Jefferson","startTime":1046.43,"endTime":1050.06,"body":"But the other the other thing"},{"speaker":"Brooke Jefferson","startTime":1050.06,"endTime":1054.23,"body":"too, is, it's more like, what"},{"speaker":"Brooke Jefferson","startTime":1050.06,"endTime":1054.23,"body":"are the parts of you and the"},{"speaker":"Brooke Jefferson","startTime":1054.23,"endTime":1057.47,"body":"things you care about that you"},{"speaker":"Brooke Jefferson","startTime":1054.23,"endTime":1057.47,"body":"can help shine through, because"},{"speaker":"Brooke Jefferson","startTime":1057.47,"endTime":1060.23,"body":"that's what's going to make your"},{"speaker":"Brooke Jefferson","startTime":1057.47,"endTime":1060.23,"body":"brand so if you're like,"},{"speaker":"Brooke Jefferson","startTime":1060.23,"endTime":1064.4,"body":"sarcastic and edgy, then be that"},{"speaker":"Brooke Jefferson","startTime":1060.23,"endTime":1064.4,"body":"way, you don't need to look like"},{"speaker":"Brooke Jefferson","startTime":1064.43,"endTime":1067.4,"body":"Paul, you don't need to be super"},{"speaker":"Brooke Jefferson","startTime":1064.43,"endTime":1067.4,"body":"polished like everybody else. I"},{"speaker":"Brooke Jefferson","startTime":1067.4,"endTime":1071.63,"body":"and I, I've heard the same"},{"speaker":"Brooke Jefferson","startTime":1067.4,"endTime":1071.63,"body":"advice back back in the day. And"},{"speaker":"Brooke Jefferson","startTime":1071.63,"endTime":1074.99,"body":"it's, it's really cool to watch,"},{"speaker":"Brooke Jefferson","startTime":1071.63,"endTime":1074.99,"body":"like how everything is evolving"},{"speaker":"Brooke Jefferson","startTime":1074.99,"endTime":1078.38,"body":"differently. The other thing"},{"speaker":"Brooke Jefferson","startTime":1074.99,"endTime":1078.38,"body":"too, that that we brought up,"},{"speaker":"Brooke Jefferson","startTime":1078.38,"endTime":1082.97,"body":"that kind of leads me into point"},{"speaker":"Brooke Jefferson","startTime":1078.38,"endTime":1082.97,"body":"number two is going back to the"},{"speaker":"Brooke Jefferson","startTime":1082.97,"endTime":1086.87,"body":"child and then going through"},{"speaker":"Brooke Jefferson","startTime":1082.97,"endTime":1086.87,"body":"something whether for some"},{"speaker":"Brooke Jefferson","startTime":1086.87,"endTime":1089.39,"body":"people it's bullying, you know,"},{"speaker":"Brooke Jefferson","startTime":1086.87,"endTime":1089.39,"body":"and then it just makes you get"},{"speaker":"Brooke Jefferson","startTime":1089.39,"endTime":1092.18,"body":"quiet, it makes you kind of"},{"speaker":"Brooke Jefferson","startTime":1089.39,"endTime":1092.18,"body":"isolate for some people, maybe"},{"speaker":"Brooke Jefferson","startTime":1092.18,"endTime":1095.36,"body":"they had an amazing childhood"},{"speaker":"Brooke Jefferson","startTime":1092.18,"endTime":1095.36,"body":"and teenage years. And then"},{"speaker":"Brooke Jefferson","startTime":1095.36,"endTime":1098.78,"body":"something happened in their"},{"speaker":"Brooke Jefferson","startTime":1095.36,"endTime":1098.78,"body":"adulthood that again, like you"},{"speaker":"Brooke Jefferson","startTime":1098.78,"endTime":1103.04,"body":"just kind of go quiet, or you"},{"speaker":"Brooke Jefferson","startTime":1098.78,"endTime":1103.04,"body":"you squelch that, that part of"},{"speaker":"Brooke Jefferson","startTime":1103.04,"endTime":1107.54,"body":"you that the thing that makes"},{"speaker":"Brooke Jefferson","startTime":1103.04,"endTime":1107.54,"body":"you you, and part of that is you"},{"speaker":"Brooke Jefferson","startTime":1107.54,"endTime":1112.16,"body":"have to undo your mindset. So we"},{"speaker":"Brooke Jefferson","startTime":1107.54,"endTime":1112.16,"body":"go through so much in our lives"},{"speaker":"Brooke Jefferson","startTime":1112.16,"endTime":1115.52,"body":"that limit us and this is"},{"speaker":"Brooke Jefferson","startTime":1112.16,"endTime":1115.52,"body":"something that is never ever"},{"speaker":"Brooke Jefferson","startTime":1115.55,"endTime":1119.66,"body":"ending, as soon as you get"},{"speaker":"Brooke Jefferson","startTime":1115.55,"endTime":1119.66,"body":"outside one glass ceiling and"},{"speaker":"Brooke Jefferson","startTime":1119.66,"endTime":1122.51,"body":"one limitation you've put on"},{"speaker":"Brooke Jefferson","startTime":1119.66,"endTime":1122.51,"body":"yourself, you're now facing the"},{"speaker":"Brooke Jefferson","startTime":1122.51,"endTime":1126.08,"body":"next one and it's just kind of"},{"speaker":"Brooke Jefferson","startTime":1122.51,"endTime":1126.08,"body":"that that inner battle, I think"},{"speaker":"Brooke Jefferson","startTime":1126.08,"endTime":1131.27,"body":"a lot of photographers lose the"},{"speaker":"Brooke Jefferson","startTime":1126.08,"endTime":1131.27,"body":"battle in their mind before like"},{"speaker":"Brooke Jefferson","startTime":1131.27,"endTime":1133.94,"body":"they don't even give themselves"},{"speaker":"Brooke Jefferson","startTime":1131.27,"endTime":1133.94,"body":"an opportunity to have a"},{"speaker":"Brooke Jefferson","startTime":1133.94,"endTime":1138.05,"body":"successful photography business"},{"speaker":"Brooke Jefferson","startTime":1133.94,"endTime":1138.05,"body":"because the noise is so loud in"},{"speaker":"Brooke Jefferson","startTime":1138.05,"endTime":1142.34,"body":"their head and they are leaning"},{"speaker":"Brooke Jefferson","startTime":1138.05,"endTime":1142.34,"body":"into the limitations that others"},{"speaker":"Brooke Jefferson","startTime":1142.34,"endTime":1145.91,"body":"have put on them or that they"},{"speaker":"Brooke Jefferson","startTime":1142.34,"endTime":1145.91,"body":"think about themselves. And I"},{"speaker":"Brooke Jefferson","startTime":1145.91,"endTime":1150.59,"body":"think if we can get past the"},{"speaker":"Brooke Jefferson","startTime":1145.91,"endTime":1150.59,"body":"mindset junk that is going to"},{"speaker":"Brooke Jefferson","startTime":1150.8,"endTime":1152.78,"body":"that I mean it's you're"},{"speaker":"Brooke Jefferson","startTime":1150.8,"endTime":1152.78,"body":"literally going to watch your"},{"speaker":"Brooke Jefferson","startTime":1152.78,"endTime":1156.41,"body":"life just transform before you"},{"speaker":"Brooke Jefferson","startTime":1152.78,"endTime":1156.41,"body":"so I think both things number"},{"speaker":"Brooke Jefferson","startTime":1156.41,"endTime":1159.92,"body":"one leaning into yourself and"},{"speaker":"Brooke Jefferson","startTime":1156.41,"endTime":1159.92,"body":"really pulling out the pieces of"},{"speaker":"Brooke Jefferson","startTime":1159.92,"endTime":1163.76,"body":"you that make you you whether"},{"speaker":"Brooke Jefferson","startTime":1159.92,"endTime":1163.76,"body":"that's personality or a value or"},{"speaker":"Brooke Jefferson","startTime":1163.79,"endTime":1166.97,"body":"or your purpose, whatever that"},{"speaker":"Brooke Jefferson","startTime":1163.79,"endTime":1166.97,"body":"looks like. And then number two,"},{"speaker":"Brooke Jefferson","startTime":1167.33,"endTime":1170.48,"body":"overcoming limitations and"},{"speaker":"Brooke Jefferson","startTime":1167.33,"endTime":1170.48,"body":"really working on your mindset"},{"speaker":"Brooke Jefferson","startTime":1170.48,"endTime":1174.05,"body":"which is where a lot of I"},{"speaker":"Brooke Jefferson","startTime":1170.48,"endTime":1174.05,"body":"believe you know, the books come"},{"speaker":"Brooke Jefferson","startTime":1174.05,"endTime":1177.68,"body":"in reading about it podcast and"},{"speaker":"Brooke Jefferson","startTime":1174.05,"endTime":1177.68,"body":"of course linking arms with a"},{"speaker":"Brooke Jefferson","startTime":1177.68,"endTime":1180.98,"body":"coach to help you overcome the"},{"speaker":"Brooke Jefferson","startTime":1177.68,"endTime":1180.98,"body":"mindset junk. Yeah,"},{"speaker":"Annemie Tonken","startTime":1181.01,"endTime":1185.9,"body":"it is. For sure"},{"speaker":"Annemie Tonken","startTime":1181.01,"endTime":1185.9,"body":"one of those things where I mean"},{"speaker":"Annemie Tonken","startTime":1185.9,"endTime":1189.44,"body":"pricing is an easy example to"},{"speaker":"Annemie Tonken","startTime":1185.9,"endTime":1189.44,"body":"use. A lot of times when I'm"},{"speaker":"Annemie Tonken","startTime":1189.44,"endTime":1192.23,"body":"working with a student and they"},{"speaker":"Annemie Tonken","startTime":1189.44,"endTime":1192.23,"body":"run their numbers for the first"},{"speaker":"Annemie Tonken","startTime":1192.23,"endTime":1195.86,"body":"time that you know there's this"},{"speaker":"Annemie Tonken","startTime":1192.23,"endTime":1195.86,"body":"like deer in the headlights look"},{"speaker":"Annemie Tonken","startTime":1195.86,"endTime":1199.01,"body":"on their face and they're they"},{"speaker":"Annemie Tonken","startTime":1195.86,"endTime":1199.01,"body":"just say there's no way nobody"},{"speaker":"Annemie Tonken","startTime":1199.01,"endTime":1203.12,"body":"is going to pay this per price."},{"speaker":"Annemie Tonken","startTime":1199.01,"endTime":1203.12,"body":"And, you know, half the time"},{"speaker":"Annemie Tonken","startTime":1203.12,"endTime":1207.32,"body":"that's hundreds of dollars less"},{"speaker":"Annemie Tonken","startTime":1203.12,"endTime":1207.32,"body":"than maybe I'm charging or"},{"speaker":"Annemie Tonken","startTime":1207.32,"endTime":1210.44,"body":"somebody else in the same boat"},{"speaker":"Annemie Tonken","startTime":1207.32,"endTime":1210.44,"body":"is charging. And that has"},{"speaker":"Annemie Tonken","startTime":1210.44,"endTime":1215.48,"body":"nothing to do with a level of"},{"speaker":"Annemie Tonken","startTime":1210.44,"endTime":1215.48,"body":"experience or you know, talent"},{"speaker":"Annemie Tonken","startTime":1215.51,"endTime":1219.83,"body":"or even where their location is,"},{"speaker":"Annemie Tonken","startTime":1215.51,"endTime":1219.83,"body":"oftentimes, it's just them"},{"speaker":"Annemie Tonken","startTime":1219.83,"endTime":1223.61,"body":"saying, I would never pay that"},{"speaker":"Annemie Tonken","startTime":1219.83,"endTime":1223.61,"body":"much, and therefore no one else"},{"speaker":"Annemie Tonken","startTime":1223.61,"endTime":1228.02,"body":"is going to. And my answer to"},{"speaker":"Annemie Tonken","startTime":1223.61,"endTime":1228.02,"body":"those people each and every time"},{"speaker":"Annemie Tonken","startTime":1228.02,"endTime":1231.83,"body":"is there is a, there's a client"},{"speaker":"Annemie Tonken","startTime":1228.02,"endTime":1231.83,"body":"out there at every single price"},{"speaker":"Annemie Tonken","startTime":1231.83,"endTime":1236.3,"body":"point. But no one will hire you"},{"speaker":"Annemie Tonken","startTime":1231.83,"endTime":1236.3,"body":"at a price point, if you aren't"},{"speaker":"Annemie Tonken","startTime":1236.3,"endTime":1240.62,"body":"willing to kind of believe that"},{"speaker":"Annemie Tonken","startTime":1236.3,"endTime":1240.62,"body":"that price point is possible."},{"speaker":"Annemie Tonken","startTime":1240.98,"endTime":1246.32,"body":"And not only possible, but you"},{"speaker":"Annemie Tonken","startTime":1240.98,"endTime":1246.32,"body":"know, kind of required if you're"},{"speaker":"Annemie Tonken","startTime":1246.32,"endTime":1250.91,"body":"going to run the business that"},{"speaker":"Annemie Tonken","startTime":1246.32,"endTime":1250.91,"body":"you want to run. So. So yeah, I"},{"speaker":"Annemie Tonken","startTime":1250.91,"endTime":1254.24,"body":"think that that kind of mindset"},{"speaker":"Annemie Tonken","startTime":1250.91,"endTime":1254.24,"body":"work and saying to yourself,"},{"speaker":"Annemie Tonken","startTime":1254.24,"endTime":1259.34,"body":"like what is it about this, that"},{"speaker":"Annemie Tonken","startTime":1254.24,"endTime":1259.34,"body":"my thoughts and my actions are"},{"speaker":"Annemie Tonken","startTime":1259.34,"endTime":1263.18,"body":"in, you know, impacting? And how"},{"speaker":"Annemie Tonken","startTime":1259.34,"endTime":1263.18,"body":"can we get past that without"},{"speaker":"Annemie Tonken","startTime":1263.18,"endTime":1264.32,"body":"being irresponsible?"},{"speaker":"Brooke Jefferson","startTime":1264.5,"endTime":1267.74,"body":"Yeah, and one"},{"speaker":"Brooke Jefferson","startTime":1264.5,"endTime":1267.74,"body":"in two. So the first two points"},{"speaker":"Brooke Jefferson","startTime":1267.74,"endTime":1272.0,"body":"that I gave, I know that how is"},{"speaker":"Brooke Jefferson","startTime":1267.74,"endTime":1272.0,"body":"that practical, but that the"},{"speaker":"Brooke Jefferson","startTime":1272.0,"endTime":1275.75,"body":"here's the thing from these two"},{"speaker":"Brooke Jefferson","startTime":1272.0,"endTime":1275.75,"body":"strategies alone, then comes the"},{"speaker":"Brooke Jefferson","startTime":1275.75,"endTime":1278.54,"body":"confidence and the clarity that"},{"speaker":"Brooke Jefferson","startTime":1275.75,"endTime":1278.54,"body":"you're looking for, because you"},{"speaker":"Brooke Jefferson","startTime":1278.54,"endTime":1283.04,"body":"could never even step in to any"},{"speaker":"Brooke Jefferson","startTime":1278.54,"endTime":1283.04,"body":"tangible business building"},{"speaker":"Brooke Jefferson","startTime":1283.04,"endTime":1286.85,"body":"strategy, or marketing or"},{"speaker":"Brooke Jefferson","startTime":1283.04,"endTime":1286.85,"body":"anything, if you're not set on"},{"speaker":"Brooke Jefferson","startTime":1286.88,"endTime":1290.48,"body":"one and two of being confident"},{"speaker":"Brooke Jefferson","startTime":1286.88,"endTime":1290.48,"body":"and who you are, who it is you"},{"speaker":"Brooke Jefferson","startTime":1290.48,"endTime":1293.93,"body":"want to work with, and and what"},{"speaker":"Brooke Jefferson","startTime":1290.48,"endTime":1293.93,"body":"you're offering. If you're"},{"speaker":"Brooke Jefferson","startTime":1293.93,"endTime":1297.5,"body":"unclear about those things, you"},{"speaker":"Brooke Jefferson","startTime":1293.93,"endTime":1297.5,"body":"and I both could give all the"},{"speaker":"Brooke Jefferson","startTime":1297.5,"endTime":1299.9,"body":"marketing strategies in the"},{"speaker":"Brooke Jefferson","startTime":1297.5,"endTime":1299.9,"body":"world, but they're going to fall"},{"speaker":"Brooke Jefferson","startTime":1299.9,"endTime":1303.02,"body":"short every single time because"},{"speaker":"Brooke Jefferson","startTime":1299.9,"endTime":1303.02,"body":"something is missing, something"},{"speaker":"Brooke Jefferson","startTime":1303.02,"endTime":1306.2,"body":"is not clear. So that is"},{"speaker":"Brooke Jefferson","startTime":1303.02,"endTime":1306.2,"body":"specifically why I started with"},{"speaker":"Brooke Jefferson","startTime":1306.2,"endTime":1310.34,"body":"the inner work before getting to"},{"speaker":"Brooke Jefferson","startTime":1306.2,"endTime":1310.34,"body":"practical. Now a lot of people"},{"speaker":"Brooke Jefferson","startTime":1310.34,"endTime":1314.84,"body":"think, okay, when when I think"},{"speaker":"Brooke Jefferson","startTime":1310.34,"endTime":1314.84,"body":"about what sets me apart, it"},{"speaker":"Brooke Jefferson","startTime":1314.84,"endTime":1318.92,"body":"goes back to client experience,"},{"speaker":"Brooke Jefferson","startTime":1314.84,"endTime":1318.92,"body":"and what what are the tangible"},{"speaker":"Brooke Jefferson","startTime":1318.92,"endTime":1323.33,"body":"things? And so I think one of"},{"speaker":"Brooke Jefferson","startTime":1318.92,"endTime":1323.33,"body":"the best ways, truly, and I've"},{"speaker":"Brooke Jefferson","startTime":1323.33,"endTime":1326.75,"body":"seen this and heard this time"},{"speaker":"Brooke Jefferson","startTime":1323.33,"endTime":1326.75,"body":"and time again, comes back to"},{"speaker":"Brooke Jefferson","startTime":1326.75,"endTime":1330.29,"body":"client experience. And when I"},{"speaker":"Brooke Jefferson","startTime":1326.75,"endTime":1330.29,"body":"think about client experience,"},{"speaker":"Brooke Jefferson","startTime":1330.29,"endTime":1334.55,"body":"it really is that that journey"},{"speaker":"Brooke Jefferson","startTime":1330.29,"endTime":1334.55,"body":"that you're taking your clients"},{"speaker":"Brooke Jefferson","startTime":1334.55,"endTime":1338.84,"body":"on, but really it goes not only"},{"speaker":"Brooke Jefferson","startTime":1334.55,"endTime":1338.84,"body":"into tangible, yes, you are a"},{"speaker":"Brooke Jefferson","startTime":1338.84,"endTime":1342.62,"body":"photographer, you are going to"},{"speaker":"Brooke Jefferson","startTime":1338.84,"endTime":1342.62,"body":"take pictures for them and give"},{"speaker":"Brooke Jefferson","startTime":1342.62,"endTime":1347.66,"body":"that back to them. But like"},{"speaker":"Brooke Jefferson","startTime":1342.62,"endTime":1347.66,"body":"beyond that, which goes back to,"},{"speaker":"Brooke Jefferson","startTime":1347.72,"endTime":1350.78,"body":"you know, strategies wanting to"},{"speaker":"Brooke Jefferson","startTime":1347.72,"endTime":1350.78,"body":"Why are you doing this, there's"},{"speaker":"Brooke Jefferson","startTime":1350.78,"endTime":1354.53,"body":"a deeper purpose. We don't all"},{"speaker":"Brooke Jefferson","startTime":1350.78,"endTime":1354.53,"body":"just pick up a camera, because"},{"speaker":"Brooke Jefferson","startTime":1354.53,"endTime":1357.2,"body":"we think we're good at it. And"},{"speaker":"Brooke Jefferson","startTime":1354.53,"endTime":1357.2,"body":"that's enough, there's always"},{"speaker":"Brooke Jefferson","startTime":1357.2,"endTime":1360.62,"body":"something more we always have a"},{"speaker":"Brooke Jefferson","startTime":1357.2,"endTime":1360.62,"body":"deeper story a deeper why of why"},{"speaker":"Brooke Jefferson","startTime":1360.62,"endTime":1364.19,"body":"we're doing our work, how we"},{"speaker":"Brooke Jefferson","startTime":1360.62,"endTime":1364.19,"body":"want to impact people. And that"},{"speaker":"Brooke Jefferson","startTime":1364.19,"endTime":1367.1,"body":"plays a lot into the client"},{"speaker":"Brooke Jefferson","startTime":1364.19,"endTime":1367.1,"body":"journey. Now, from a practical"},{"speaker":"Brooke Jefferson","startTime":1367.1,"endTime":1371.33,"body":"standpoint, I like to kind of"},{"speaker":"Brooke Jefferson","startTime":1367.1,"endTime":1371.33,"body":"break down a client experience"},{"speaker":"Brooke Jefferson","startTime":1371.42,"endTime":1378.47,"body":"by thinking about, you know, how"},{"speaker":"Brooke Jefferson","startTime":1371.42,"endTime":1378.47,"body":"can I be proactive, and making"},{"speaker":"Brooke Jefferson","startTime":1378.47,"endTime":1382.43,"body":"sure that I'm covering all the"},{"speaker":"Brooke Jefferson","startTime":1378.47,"endTime":1382.43,"body":"problems that could arise or any"},{"speaker":"Brooke Jefferson","startTime":1382.43,"endTime":1386.3,"body":"of the questions or any of the"},{"speaker":"Brooke Jefferson","startTime":1382.43,"endTime":1386.3,"body":"objections and plug those in at"},{"speaker":"Brooke Jefferson","startTime":1386.3,"endTime":1390.83,"body":"the appropriate points in my"},{"speaker":"Brooke Jefferson","startTime":1386.3,"endTime":1390.83,"body":"client journey? And then the"},{"speaker":"Brooke Jefferson","startTime":1390.83,"endTime":1394.19,"body":"other one is obviously going"},{"speaker":"Brooke Jefferson","startTime":1390.83,"endTime":1394.19,"body":"beyond their expectations. How"},{"speaker":"Brooke Jefferson","startTime":1394.19,"endTime":1398.63,"body":"can you not be the regular"},{"speaker":"Brooke Jefferson","startTime":1394.19,"endTime":1398.63,"body":"everyday photographer, I've had"},{"speaker":"Brooke Jefferson","startTime":1398.63,"endTime":1401.03,"body":"some bad experiences as a"},{"speaker":"Brooke Jefferson","startTime":1398.63,"endTime":1401.03,"body":"client, myself with"},{"speaker":"Brooke Jefferson","startTime":1401.03,"endTime":1404.06,"body":"photographers, and it just kind"},{"speaker":"Brooke Jefferson","startTime":1401.03,"endTime":1404.06,"body":"of makes you have a whole new"},{"speaker":"Brooke Jefferson","startTime":1404.06,"endTime":1408.38,"body":"respect for what you're doing. I"},{"speaker":"Brooke Jefferson","startTime":1404.06,"endTime":1408.38,"body":"also have had clients come to me"},{"speaker":"Brooke Jefferson","startTime":1408.56,"endTime":1413.48,"body":"that initially did not want to"},{"speaker":"Brooke Jefferson","startTime":1408.56,"endTime":1413.48,"body":"pay my prices, because I was on"},{"speaker":"Brooke Jefferson","startTime":1413.48,"endTime":1417.95,"body":"the higher end of their, quote,"},{"speaker":"Brooke Jefferson","startTime":1413.48,"endTime":1417.95,"body":"quotes here budget, right? It"},{"speaker":"Brooke Jefferson","startTime":1417.95,"endTime":1421.28,"body":"was higher than what they were"},{"speaker":"Brooke Jefferson","startTime":1417.95,"endTime":1421.28,"body":"wanting to spend. So they chose"},{"speaker":"Brooke Jefferson","startTime":1421.28,"endTime":1425.21,"body":"the cheaper photographer, and"},{"speaker":"Brooke Jefferson","startTime":1421.28,"endTime":1425.21,"body":"had a nightmare experience. It"},{"speaker":"Brooke Jefferson","startTime":1425.21,"endTime":1429.5,"body":"was not what they wanted it like"},{"speaker":"Brooke Jefferson","startTime":1425.21,"endTime":1429.5,"body":"did not meet their expectations,"},{"speaker":"Brooke Jefferson","startTime":1429.92,"endTime":1432.98,"body":"or the ball was dropped, or I've"},{"speaker":"Brooke Jefferson","startTime":1429.92,"endTime":1432.98,"body":"even heard of a computer"},{"speaker":"Brooke Jefferson","startTime":1432.98,"endTime":1436.34,"body":"crashing. But that seems to be"},{"speaker":"Brooke Jefferson","startTime":1432.98,"endTime":1436.34,"body":"the ongoing excuse for this one"},{"speaker":"Brooke Jefferson","startTime":1436.34,"endTime":1440.12,"body":"photographer to all of her"},{"speaker":"Brooke Jefferson","startTime":1436.34,"endTime":1440.12,"body":"clients. And so all that to say,"},{"speaker":"Brooke Jefferson","startTime":1440.15,"endTime":1443.75,"body":"I think your client experience"},{"speaker":"Brooke Jefferson","startTime":1440.15,"endTime":1443.75,"body":"is going to set you apart and"},{"speaker":"Brooke Jefferson","startTime":1443.75,"endTime":1447.41,"body":"your client experience doesn't"},{"speaker":"Brooke Jefferson","startTime":1443.75,"endTime":1447.41,"body":"have to just happen with your"},{"speaker":"Brooke Jefferson","startTime":1447.41,"endTime":1451.34,"body":"clients, right? It's not just"},{"speaker":"Brooke Jefferson","startTime":1447.41,"endTime":1451.34,"body":"your booking process, and then"},{"speaker":"Brooke Jefferson","startTime":1451.34,"endTime":1453.92,"body":"prepping for the session this"},{"speaker":"Brooke Jefferson","startTime":1451.34,"endTime":1453.92,"body":"session and what happens after"},{"speaker":"Brooke Jefferson","startTime":1453.92,"endTime":1458.03,"body":"Yeah, that's a huge part of it."},{"speaker":"Brooke Jefferson","startTime":1453.92,"endTime":1458.03,"body":"But I really want to inspire"},{"speaker":"Brooke Jefferson","startTime":1458.03,"endTime":1461.81,"body":"photographers to if I go to your"},{"speaker":"Brooke Jefferson","startTime":1458.03,"endTime":1461.81,"body":"Instagram page, or I go to your"},{"speaker":"Brooke Jefferson","startTime":1461.81,"endTime":1464.96,"body":"website, or wherever it is,"},{"speaker":"Brooke Jefferson","startTime":1461.81,"endTime":1464.96,"body":"you're wanting to show up. How"},{"speaker":"Brooke Jefferson","startTime":1464.96,"endTime":1470.06,"body":"can I already get an idea of"},{"speaker":"Brooke Jefferson","startTime":1464.96,"endTime":1470.06,"body":"your experience for me? How can"},{"speaker":"Brooke Jefferson","startTime":1470.06,"endTime":1473.12,"body":"you show me that you're"},{"speaker":"Brooke Jefferson","startTime":1470.06,"endTime":1473.12,"body":"different on just your platforms"},{"speaker":"Brooke Jefferson","startTime":1473.12,"endTime":1474.74,"body":"before I ever even book with"},{"speaker":"Brooke Jefferson","startTime":1473.12,"endTime":1474.74,"body":"you?"},{"speaker":"Annemie Tonken","startTime":1474.86,"endTime":1478.43,"body":"Nice? Yeah, I am"},{"speaker":"Annemie Tonken","startTime":1474.86,"endTime":1478.43,"body":"right there with you that client"},{"speaker":"Annemie Tonken","startTime":1478.43,"endTime":1483.29,"body":"experience starts way before"},{"speaker":"Annemie Tonken","startTime":1478.43,"endTime":1483.29,"body":"that person even reaches out to"},{"speaker":"Annemie Tonken","startTime":1483.29,"endTime":1488.57,"body":"you and whatever that feeling is"},{"speaker":"Annemie Tonken","startTime":1483.29,"endTime":1488.57,"body":"that someone gets when they land"},{"speaker":"Annemie Tonken","startTime":1488.57,"endTime":1492.08,"body":"on your website when they see"},{"speaker":"Annemie Tonken","startTime":1488.57,"endTime":1492.08,"body":"the work that you're producing."},{"speaker":"Annemie Tonken","startTime":1492.23,"endTime":1496.73,"body":"That's going to set the tone for"},{"speaker":"Annemie Tonken","startTime":1492.23,"endTime":1496.73,"body":"the rest of the experience. And"},{"speaker":"Annemie Tonken","startTime":1496.73,"endTime":1499.82,"body":"then it's just your job to make"},{"speaker":"Annemie Tonken","startTime":1496.73,"endTime":1499.82,"body":"sure that the rest is aligned"},{"speaker":"Annemie Tonken","startTime":1499.82,"endTime":1505.52,"body":"with If that initial initial"},{"speaker":"Annemie Tonken","startTime":1499.82,"endTime":1505.52,"body":"impression so intentionality in"},{"speaker":"Annemie Tonken","startTime":1505.52,"endTime":1509.06,"body":"each segment of that is so, so"},{"speaker":"Annemie Tonken","startTime":1505.52,"endTime":1509.06,"body":"important. I love it."},{"speaker":"Brooke Jefferson","startTime":1509.27,"endTime":1511.58,"body":"Yes, yeah, you"},{"speaker":"Brooke Jefferson","startTime":1509.27,"endTime":1511.58,"body":"hit that on the you hit that on"},{"speaker":"Brooke Jefferson","startTime":1511.58,"endTime":1516.44,"body":"the head, because I was going to"},{"speaker":"Brooke Jefferson","startTime":1511.58,"endTime":1516.44,"body":"say the best place to start is"},{"speaker":"Brooke Jefferson","startTime":1516.44,"endTime":1520.55,"body":"this is client experience can be"},{"speaker":"Brooke Jefferson","startTime":1516.44,"endTime":1520.55,"body":"its whole is whole thing, right?"},{"speaker":"Brooke Jefferson","startTime":1520.85,"endTime":1525.65,"body":"But I want you to start with"},{"speaker":"Brooke Jefferson","startTime":1520.85,"endTime":1525.65,"body":"really thinking about how can I"},{"speaker":"Brooke Jefferson","startTime":1525.68,"endTime":1529.91,"body":"create an impression from the"},{"speaker":"Brooke Jefferson","startTime":1525.68,"endTime":1529.91,"body":"very beginning that is going to"},{"speaker":"Brooke Jefferson","startTime":1529.91,"endTime":1533.93,"body":"weld them? How can you give that"},{"speaker":"Brooke Jefferson","startTime":1529.91,"endTime":1533.93,"body":"wow worthy first impression,"},{"speaker":"Brooke Jefferson","startTime":1534.2,"endTime":1537.98,"body":"that then leads into a wow"},{"speaker":"Brooke Jefferson","startTime":1534.2,"endTime":1537.98,"body":"worthy client experience where"},{"speaker":"Brooke Jefferson","startTime":1537.98,"endTime":1542.63,"body":"this person's going? Wow, like,"},{"speaker":"Brooke Jefferson","startTime":1537.98,"endTime":1542.63,"body":"I knew I was hiring you to give"},{"speaker":"Brooke Jefferson","startTime":1542.63,"endTime":1546.11,"body":"me an amazing session. And these"},{"speaker":"Brooke Jefferson","startTime":1542.63,"endTime":1546.11,"body":"images that I've been seeing,"},{"speaker":"Brooke Jefferson","startTime":1546.14,"endTime":1549.14,"body":"you know, across your website,"},{"speaker":"Brooke Jefferson","startTime":1546.14,"endTime":1549.14,"body":"or I saw my friend get from you,"},{"speaker":"Brooke Jefferson","startTime":1549.38,"endTime":1553.43,"body":"but I had no idea that I was"},{"speaker":"Brooke Jefferson","startTime":1549.38,"endTime":1553.43,"body":"gonna get so much more, that is"},{"speaker":"Brooke Jefferson","startTime":1553.43,"endTime":1556.01,"body":"the kind of feeling you want to"},{"speaker":"Brooke Jefferson","startTime":1553.43,"endTime":1556.01,"body":"leave your clients with. And"},{"speaker":"Brooke Jefferson","startTime":1556.01,"endTime":1558.56,"body":"that is why client experience is"},{"speaker":"Brooke Jefferson","startTime":1556.01,"endTime":1558.56,"body":"the whole enchilada."},{"speaker":"Annemie Tonken","startTime":1559.31,"endTime":1562.28,"body":"Absolutely. I"},{"speaker":"Annemie Tonken","startTime":1559.31,"endTime":1562.28,"body":"know I'm sitting here thinking"},{"speaker":"Annemie Tonken","startTime":1562.28,"endTime":1564.05,"body":"as you were saying that, and"},{"speaker":"Annemie Tonken","startTime":1562.28,"endTime":1564.05,"body":"it's funny that you say the"},{"speaker":"Annemie Tonken","startTime":1564.05,"endTime":1567.65,"body":"whole enchilada, because I was"},{"speaker":"Annemie Tonken","startTime":1564.05,"endTime":1567.65,"body":"thinking about how price is a"},{"speaker":"Annemie Tonken","startTime":1567.65,"endTime":1571.46,"body":"factor for everybody at some"},{"speaker":"Annemie Tonken","startTime":1567.65,"endTime":1571.46,"body":"point or another, right? Every"},{"speaker":"Annemie Tonken","startTime":1571.49,"endTime":1575.84,"body":"every client, I don't care who"},{"speaker":"Annemie Tonken","startTime":1571.49,"endTime":1575.84,"body":"it is, has a budget. But when,"},{"speaker":"Annemie Tonken","startTime":1575.99,"endTime":1580.16,"body":"let's say we think about what it"},{"speaker":"Annemie Tonken","startTime":1575.99,"endTime":1580.16,"body":"takes to make a reservation at"},{"speaker":"Annemie Tonken","startTime":1580.16,"endTime":1584.33,"body":"the most expensive restaurant in"},{"speaker":"Annemie Tonken","startTime":1580.16,"endTime":1584.33,"body":"your town, if you have, you"},{"speaker":"Annemie Tonken","startTime":1584.33,"endTime":1588.05,"body":"know, if you've saved up because"},{"speaker":"Annemie Tonken","startTime":1584.33,"endTime":1588.05,"body":"it's your anniversary coming up,"},{"speaker":"Annemie Tonken","startTime":1588.05,"endTime":1590.42,"body":"or it's your you know, it's your"},{"speaker":"Annemie Tonken","startTime":1588.05,"endTime":1590.42,"body":"partner's birthday or something"},{"speaker":"Annemie Tonken","startTime":1590.42,"endTime":1593.63,"body":"like that. And you make a"},{"speaker":"Annemie Tonken","startTime":1590.42,"endTime":1593.63,"body":"reservation, and you've heard"},{"speaker":"Annemie Tonken","startTime":1593.63,"endTime":1597.86,"body":"all about how amazing this place"},{"speaker":"Annemie Tonken","startTime":1593.63,"endTime":1597.86,"body":"is. Their websites, great they"},{"speaker":"Annemie Tonken","startTime":1597.86,"endTime":1602.72,"body":"get all this great PR, and then"},{"speaker":"Annemie Tonken","startTime":1597.86,"endTime":1602.72,"body":"you show up, what happens there"},{"speaker":"Annemie Tonken","startTime":1602.81,"endTime":1606.14,"body":"can either make it so that at"},{"speaker":"Annemie Tonken","startTime":1602.81,"endTime":1606.14,"body":"the end, when you receive your"},{"speaker":"Annemie Tonken","startTime":1606.14,"endTime":1610.34,"body":"check, you're like, throw down"},{"speaker":"Annemie Tonken","startTime":1606.14,"endTime":1610.34,"body":"the credit card, give the big"},{"speaker":"Annemie Tonken","startTime":1610.34,"endTime":1614.57,"body":"tip. And you think, wow, I am so"},{"speaker":"Annemie Tonken","startTime":1610.34,"endTime":1614.57,"body":"glad that I spent all this time"},{"speaker":"Annemie Tonken","startTime":1614.57,"endTime":1618.26,"body":"and effort like saving up for"},{"speaker":"Annemie Tonken","startTime":1614.57,"endTime":1618.26,"body":"and booking this reservation in"},{"speaker":"Annemie Tonken","startTime":1618.26,"endTime":1621.26,"body":"advance. And it was amazing,"},{"speaker":"Annemie Tonken","startTime":1618.26,"endTime":1621.26,"body":"because they have blown us away."},{"speaker":"Annemie Tonken","startTime":1621.5,"endTime":1623.84,"body":"It was everything that it"},{"speaker":"Annemie Tonken","startTime":1621.5,"endTime":1623.84,"body":"promised it was going to be and"},{"speaker":"Annemie Tonken","startTime":1623.84,"endTime":1628.04,"body":"more versus you go on to that"},{"speaker":"Annemie Tonken","startTime":1623.84,"endTime":1628.04,"body":"same restaurant and you know,"},{"speaker":"Annemie Tonken","startTime":1628.49,"endTime":1633.2,"body":"you get grumpy service and slow"},{"speaker":"Annemie Tonken","startTime":1628.49,"endTime":1633.2,"body":"food coming out of the you know,"},{"speaker":"Annemie Tonken","startTime":1633.44,"endTime":1637.25,"body":"kitchen and you told them that"},{"speaker":"Annemie Tonken","startTime":1633.44,"endTime":1637.25,"body":"it was a birthday, but they made"},{"speaker":"Annemie Tonken","startTime":1637.25,"endTime":1642.71,"body":"absolutely no sort of special"},{"speaker":"Annemie Tonken","startTime":1637.25,"endTime":1642.71,"body":"took no special efforts not even"},{"speaker":"Annemie Tonken","startTime":1642.71,"endTime":1646.01,"body":"wish your partner happy birthday"},{"speaker":"Annemie Tonken","startTime":1642.71,"endTime":1646.01,"body":"or anything like that. And then"},{"speaker":"Annemie Tonken","startTime":1646.01,"endTime":1652.64,"body":"at the end, you are really extra"},{"speaker":"Annemie Tonken","startTime":1646.01,"endTime":1652.64,"body":"irritated about that expense. I"},{"speaker":"Annemie Tonken","startTime":1652.64,"endTime":1655.64,"body":"think if we take it out of the"},{"speaker":"Annemie Tonken","startTime":1652.64,"endTime":1655.64,"body":"context of photography,"},{"speaker":"Annemie Tonken","startTime":1655.64,"endTime":1658.58,"body":"sometimes it's so much more"},{"speaker":"Annemie Tonken","startTime":1655.64,"endTime":1658.58,"body":"easy, it's so much easier for us"},{"speaker":"Annemie Tonken","startTime":1659.03,"endTime":1664.85,"body":"to relate to what our clients"},{"speaker":"Annemie Tonken","startTime":1659.03,"endTime":1664.85,"body":"are going through. And therefore"},{"speaker":"Annemie Tonken","startTime":1664.88,"endTime":1669.38,"body":"make a plan for how we are going"},{"speaker":"Annemie Tonken","startTime":1664.88,"endTime":1669.38,"body":"to deliver that first experience"},{"speaker":"Annemie Tonken","startTime":1669.38,"endTime":1670.64,"body":"and not the second."},{"speaker":"Brooke Jefferson","startTime":1670.88,"endTime":1674.63,"body":"That is such a"},{"speaker":"Brooke Jefferson","startTime":1670.88,"endTime":1674.63,"body":"good analogy. I'm so visual. So"},{"speaker":"Brooke Jefferson","startTime":1674.63,"endTime":1678.05,"body":"I'm like following your every"},{"speaker":"Brooke Jefferson","startTime":1674.63,"endTime":1678.05,"body":"word. But that that really that"},{"speaker":"Brooke Jefferson","startTime":1678.05,"endTime":1680.87,"body":"that's so true. And the other"},{"speaker":"Brooke Jefferson","startTime":1678.05,"endTime":1680.87,"body":"thing too is I've personally"},{"speaker":"Brooke Jefferson","startTime":1680.87,"endTime":1684.56,"body":"experienced both sides at a"},{"speaker":"Brooke Jefferson","startTime":1680.87,"endTime":1684.56,"body":"restaurant. That's so very, very"},{"speaker":"Brooke Jefferson","startTime":1684.56,"endTime":1688.91,"body":"interesting. And I you know, now"},{"speaker":"Brooke Jefferson","startTime":1684.56,"endTime":1688.91,"body":"that I am invested in like"},{"speaker":"Brooke Jefferson","startTime":1688.91,"endTime":1691.79,"body":"teaching people about client"},{"speaker":"Brooke Jefferson","startTime":1688.91,"endTime":1691.79,"body":"experience, everywhere I go,"},{"speaker":"Brooke Jefferson","startTime":1691.82,"endTime":1695.81,"body":"it's like my radars on I'm"},{"speaker":"Brooke Jefferson","startTime":1691.82,"endTime":1695.81,"body":"coming up with new ideas. And"},{"speaker":"Brooke Jefferson","startTime":1695.81,"endTime":1699.71,"body":"that's a golden tip. If you're"},{"speaker":"Brooke Jefferson","startTime":1695.81,"endTime":1699.71,"body":"stuck and you have no idea like"},{"speaker":"Brooke Jefferson","startTime":1699.71,"endTime":1702.44,"body":"where to even begin with the"},{"speaker":"Brooke Jefferson","startTime":1699.71,"endTime":1702.44,"body":"client experience, go to a"},{"speaker":"Brooke Jefferson","startTime":1702.44,"endTime":1705.74,"body":"couple different places go"},{"speaker":"Brooke Jefferson","startTime":1702.44,"endTime":1705.74,"body":"shopping, go eat somewhere and"},{"speaker":"Brooke Jefferson","startTime":1705.74,"endTime":1708.35,"body":"like pay attention to what"},{"speaker":"Brooke Jefferson","startTime":1705.74,"endTime":1708.35,"body":"they're doing. One of my"},{"speaker":"Brooke Jefferson","startTime":1708.35,"endTime":1711.47,"body":"favorite places to learn are all"},{"speaker":"Brooke Jefferson","startTime":1708.35,"endTime":1711.47,"body":"the different hotels and like"},{"speaker":"Brooke Jefferson","startTime":1711.47,"endTime":1715.28,"body":"vacations that will go on. And"},{"speaker":"Brooke Jefferson","startTime":1711.47,"endTime":1715.28,"body":"just to pay attention. Who is"},{"speaker":"Brooke Jefferson","startTime":1715.28,"endTime":1719.84,"body":"doing it. Chick fil A is one of"},{"speaker":"Brooke Jefferson","startTime":1715.28,"endTime":1719.84,"body":"the is one of the fast food"},{"speaker":"Brooke Jefferson","startTime":1719.84,"endTime":1722.93,"body":"restaurants I like to bring up"},{"speaker":"Brooke Jefferson","startTime":1719.84,"endTime":1722.93,"body":"because if you've ever been"},{"speaker":"Brooke Jefferson","startTime":1722.93,"endTime":1726.32,"body":"inside, not just the drive thru,"},{"speaker":"Brooke Jefferson","startTime":1722.93,"endTime":1726.32,"body":"that's a whole experience in and"},{"speaker":"Brooke Jefferson","startTime":1726.35,"endTime":1729.38,"body":"of itself. And I kinda wish"},{"speaker":"Brooke Jefferson","startTime":1726.35,"endTime":1729.38,"body":"Chick fil A would run a lot of"},{"speaker":"Brooke Jefferson","startTime":1729.38,"endTime":1733.1,"body":"things. But when you go inside,"},{"speaker":"Brooke Jefferson","startTime":1729.38,"endTime":1733.1,"body":"they have things down at the"},{"speaker":"Brooke Jefferson","startTime":1733.55,"endTime":1737.75,"body":"down to the detail. Like in the"},{"speaker":"Brooke Jefferson","startTime":1733.55,"endTime":1737.75,"body":"bathrooms, they have stuff that"},{"speaker":"Brooke Jefferson","startTime":1737.75,"endTime":1740.72,"body":"you might need ready, you don't"},{"speaker":"Brooke Jefferson","startTime":1737.75,"endTime":1740.72,"body":"even have to pay another dollar"},{"speaker":"Brooke Jefferson","startTime":1740.72,"endTime":1743.99,"body":"like they've thought through"},{"speaker":"Brooke Jefferson","startTime":1740.72,"endTime":1743.99,"body":"everything. And they're always"},{"speaker":"Brooke Jefferson","startTime":1743.99,"endTime":1747.02,"body":"friendly, and they go above and"},{"speaker":"Brooke Jefferson","startTime":1743.99,"endTime":1747.02,"body":"beyond. And they make it to"},{"speaker":"Brooke Jefferson","startTime":1747.02,"endTime":1750.62,"body":"where you have this amazing"},{"speaker":"Brooke Jefferson","startTime":1747.02,"endTime":1750.62,"body":"experience. And you want to tell"},{"speaker":"Brooke Jefferson","startTime":1750.62,"endTime":1753.86,"body":"all your friends and you want to"},{"speaker":"Brooke Jefferson","startTime":1750.62,"endTime":1753.86,"body":"go back. That is how I want to"},{"speaker":"Brooke Jefferson","startTime":1753.86,"endTime":1756.77,"body":"treat my business and how I"},{"speaker":"Brooke Jefferson","startTime":1753.86,"endTime":1756.77,"body":"think about it every single"},{"speaker":"Brooke Jefferson","startTime":1756.77,"endTime":1763.19,"body":"time. I also will say a warning"},{"speaker":"Brooke Jefferson","startTime":1756.77,"endTime":1763.19,"body":"here. I think sometimes we pay"},{"speaker":"Brooke Jefferson","startTime":1763.19,"endTime":1769.1,"body":"too much attention to the"},{"speaker":"Brooke Jefferson","startTime":1763.19,"endTime":1769.1,"body":"marketing side and the the"},{"speaker":"Brooke Jefferson","startTime":1769.1,"endTime":1772.85,"body":"generating like that first"},{"speaker":"Brooke Jefferson","startTime":1769.1,"endTime":1772.85,"body":"impression on the front end and"},{"speaker":"Brooke Jefferson","startTime":1772.85,"endTime":1775.37,"body":"then we just dropped the ball on"},{"speaker":"Brooke Jefferson","startTime":1772.85,"endTime":1775.37,"body":"the rest of it. And that is a"},{"speaker":"Brooke Jefferson","startTime":1775.37,"endTime":1780.29,"body":"dangerous place to be. So I want"},{"speaker":"Brooke Jefferson","startTime":1775.37,"endTime":1780.29,"body":"you to take a look at your"},{"speaker":"Brooke Jefferson","startTime":1780.29,"endTime":1784.31,"body":"client experience today. Think"},{"speaker":"Brooke Jefferson","startTime":1780.29,"endTime":1784.31,"body":"about it. Where might you have a"},{"speaker":"Brooke Jefferson","startTime":1784.31,"endTime":1788.33,"body":"gap or where are you dropping"},{"speaker":"Brooke Jefferson","startTime":1784.31,"endTime":1788.33,"body":"the ball? Or where do your"},{"speaker":"Brooke Jefferson","startTime":1788.33,"endTime":1793.19,"body":"clients start to have questions"},{"speaker":"Brooke Jefferson","startTime":1788.33,"endTime":1793.19,"body":"or start to get in contact with"},{"speaker":"Brooke Jefferson","startTime":1793.19,"endTime":1795.56,"body":"you more frequently. That's"},{"speaker":"Brooke Jefferson","startTime":1793.19,"endTime":1795.56,"body":"usually a sign that there's a"},{"speaker":"Brooke Jefferson","startTime":1795.56,"endTime":1798.38,"body":"gap somewhere that you could"},{"speaker":"Brooke Jefferson","startTime":1795.56,"endTime":1798.38,"body":"potentially fill with another"},{"speaker":"Brooke Jefferson","startTime":1798.38,"endTime":1800.66,"body":"step in your client experience."},{"speaker":"Brooke Jefferson","startTime":1798.38,"endTime":1800.66,"body":"Love it."},{"speaker":"Annemie Tonken","startTime":1800.69,"endTime":1804.56,"body":"Yeah. Being able"},{"speaker":"Annemie Tonken","startTime":1800.69,"endTime":1804.56,"body":"to anticipate the needs and"},{"speaker":"Annemie Tonken","startTime":1804.68,"endTime":1807.8,"body":"meet, you know, be there to"},{"speaker":"Annemie Tonken","startTime":1804.68,"endTime":1807.8,"body":"answer that question before they"},{"speaker":"Annemie Tonken","startTime":1807.8,"endTime":1812.09,"body":"even have a chance to ask is"},{"speaker":"Annemie Tonken","startTime":1807.8,"endTime":1812.09,"body":"definitely the key to a smooth"},{"speaker":"Annemie Tonken","startTime":1812.21,"endTime":1814.34,"body":"client experience. That's"},{"speaker":"Annemie Tonken","startTime":1812.21,"endTime":1814.34,"body":"amazing."},{"speaker":"Brooke Jefferson","startTime":1814.61,"endTime":1816.8,"body":"Yes, I always"},{"speaker":"Brooke Jefferson","startTime":1814.61,"endTime":1816.8,"body":"try to make sure that I am"},{"speaker":"Brooke Jefferson","startTime":1816.8,"endTime":1821.9,"body":"leaving my clients feeling like"},{"speaker":"Brooke Jefferson","startTime":1816.8,"endTime":1821.9,"body":"people and not necessarily like"},{"speaker":"Brooke Jefferson","startTime":1821.9,"endTime":1825.77,"body":"a transaction. I never want"},{"speaker":"Brooke Jefferson","startTime":1821.9,"endTime":1825.77,"body":"someone to feel like that or to"},{"speaker":"Brooke Jefferson","startTime":1825.77,"endTime":1828.08,"body":"feel that disappointment you"},{"speaker":"Brooke Jefferson","startTime":1825.77,"endTime":1828.08,"body":"talked about earlier about"},{"speaker":"Brooke Jefferson","startTime":1828.08,"endTime":1833.36,"body":"wasting their money. Okay, so I"},{"speaker":"Brooke Jefferson","startTime":1828.08,"endTime":1833.36,"body":"have one last golden tip here."},{"speaker":"Brooke Jefferson","startTime":1833.48,"endTime":1838.52,"body":"That's that really will help you"},{"speaker":"Brooke Jefferson","startTime":1833.48,"endTime":1838.52,"body":"have fresh creativity and allow"},{"speaker":"Brooke Jefferson","startTime":1838.52,"endTime":1842.42,"body":"you to stand out from the crowd."},{"speaker":"Brooke Jefferson","startTime":1838.52,"endTime":1842.42,"body":"And I have always been a person"},{"speaker":"Brooke Jefferson","startTime":1842.42,"endTime":1846.32,"body":"that if y'all are going right,"},{"speaker":"Brooke Jefferson","startTime":1842.42,"endTime":1846.32,"body":"I'm going left, I don't want to"},{"speaker":"Brooke Jefferson","startTime":1846.32,"endTime":1849.83,"body":"follow a crowd. I've never been"},{"speaker":"Brooke Jefferson","startTime":1846.32,"endTime":1849.83,"body":"that way. And so a lot of the"},{"speaker":"Brooke Jefferson","startTime":1849.83,"endTime":1855.08,"body":"popular trends, or the first"},{"speaker":"Brooke Jefferson","startTime":1849.83,"endTime":1855.08,"body":"thing that came to my mind, and"},{"speaker":"Brooke Jefferson","startTime":1855.08,"endTime":1858.14,"body":"this is this is not me shooting"},{"speaker":"Brooke Jefferson","startTime":1855.08,"endTime":1858.14,"body":"this down. It's just the first"},{"speaker":"Brooke Jefferson","startTime":1858.14,"endTime":1861.23,"body":"thing that came to my mind is"},{"speaker":"Brooke Jefferson","startTime":1858.14,"endTime":1861.23,"body":"boho studio, it's everywhere."},{"speaker":"Brooke Jefferson","startTime":1861.23,"endTime":1865.04,"body":"It's all over Pinterest, it's"},{"speaker":"Brooke Jefferson","startTime":1861.23,"endTime":1865.04,"body":"all I see on Instagram, how can"},{"speaker":"Brooke Jefferson","startTime":1865.04,"endTime":1868.67,"body":"you be different because there"},{"speaker":"Brooke Jefferson","startTime":1865.04,"endTime":1868.67,"body":"are some people who are looking"},{"speaker":"Brooke Jefferson","startTime":1868.67,"endTime":1872.24,"body":"for something that's different."},{"speaker":"Brooke Jefferson","startTime":1868.67,"endTime":1872.24,"body":"And so I want you to stay"},{"speaker":"Brooke Jefferson","startTime":1872.24,"endTime":1877.04,"body":"creative and not feel like you"},{"speaker":"Brooke Jefferson","startTime":1872.24,"endTime":1877.04,"body":"have to constantly follow all of"},{"speaker":"Brooke Jefferson","startTime":1877.04,"endTime":1881.48,"body":"the trends. A lot of times, this"},{"speaker":"Brooke Jefferson","startTime":1877.04,"endTime":1881.48,"body":"means like stop scrolling, and"},{"speaker":"Brooke Jefferson","startTime":1881.48,"endTime":1886.43,"body":"get out into nature. Take a"},{"speaker":"Brooke Jefferson","startTime":1881.48,"endTime":1886.43,"body":"walk, read a book, get quiet,"},{"speaker":"Brooke Jefferson","startTime":1886.43,"endTime":1890.15,"body":"listen to music, there's so many"},{"speaker":"Brooke Jefferson","startTime":1886.43,"endTime":1890.15,"body":"things that if you're not taking"},{"speaker":"Brooke Jefferson","startTime":1890.15,"endTime":1894.65,"body":"time to refuel, reset, step away"},{"speaker":"Brooke Jefferson","startTime":1890.15,"endTime":1894.65,"body":"from your business, if you're"},{"speaker":"Brooke Jefferson","startTime":1894.65,"endTime":1898.46,"body":"constantly go, go go, there's no"},{"speaker":"Brooke Jefferson","startTime":1894.65,"endTime":1898.46,"body":"room or white space for you to"},{"speaker":"Brooke Jefferson","startTime":1898.46,"endTime":1902.21,"body":"even be creative about anything."},{"speaker":"Brooke Jefferson","startTime":1898.46,"endTime":1902.21,"body":"And one of the best pieces of"},{"speaker":"Brooke Jefferson","startTime":1902.21,"endTime":1904.79,"body":"advice I wish I could tell you I"},{"speaker":"Brooke Jefferson","startTime":1902.21,"endTime":1904.79,"body":"made this up. But I did not one"},{"speaker":"Brooke Jefferson","startTime":1904.79,"endTime":1909.65,"body":"of my very first mentors told me"},{"speaker":"Brooke Jefferson","startTime":1904.79,"endTime":1909.65,"body":"that the key to really staying"},{"speaker":"Brooke Jefferson","startTime":1909.65,"endTime":1914.15,"body":"in that creative zone and not"},{"speaker":"Brooke Jefferson","startTime":1909.65,"endTime":1914.15,"body":"feeling the burnout that comes"},{"speaker":"Brooke Jefferson","startTime":1914.36,"endTime":1918.92,"body":"is to always do a creative"},{"speaker":"Brooke Jefferson","startTime":1914.36,"endTime":1918.92,"body":"shoot, whether that's once a"},{"speaker":"Brooke Jefferson","startTime":1918.92,"endTime":1924.23,"body":"month for $0, or just a couple"},{"speaker":"Brooke Jefferson","startTime":1918.92,"endTime":1924.23,"body":"times a year to where you get to"},{"speaker":"Brooke Jefferson","startTime":1924.23,"endTime":1928.34,"body":"have complete say, and complete"},{"speaker":"Brooke Jefferson","startTime":1924.23,"endTime":1928.34,"body":"design and complete control over"},{"speaker":"Brooke Jefferson","startTime":1928.34,"endTime":1932.36,"body":"that to be able to try something"},{"speaker":"Brooke Jefferson","startTime":1928.34,"endTime":1932.36,"body":"different. So you're not you"},{"speaker":"Brooke Jefferson","startTime":1932.36,"endTime":1934.61,"body":"don't feel that pressure. If you"},{"speaker":"Brooke Jefferson","startTime":1932.36,"endTime":1934.61,"body":"just show up differently, you"},{"speaker":"Brooke Jefferson","startTime":1934.61,"endTime":1937.58,"body":"show whether somebody pays you"},{"speaker":"Brooke Jefferson","startTime":1934.61,"endTime":1937.58,"body":"$1 or not, you show up"},{"speaker":"Brooke Jefferson","startTime":1937.58,"endTime":1942.23,"body":"differently. And so to do like"},{"speaker":"Brooke Jefferson","startTime":1937.58,"endTime":1942.23,"body":"just a handful of non paid"},{"speaker":"Brooke Jefferson","startTime":1942.23,"endTime":1944.24,"body":"shoots, especially in the"},{"speaker":"Brooke Jefferson","startTime":1942.23,"endTime":1944.24,"body":"beginning, if you're struggling"},{"speaker":"Brooke Jefferson","startTime":1944.24,"endTime":1948.32,"body":"with how to set yourself apart,"},{"speaker":"Brooke Jefferson","startTime":1944.24,"endTime":1948.32,"body":"and I do way less now than I did"},{"speaker":"Brooke Jefferson","startTime":1948.32,"endTime":1954.62,"body":"back then. But just it's a great"},{"speaker":"Brooke Jefferson","startTime":1948.32,"endTime":1954.62,"body":"way to refresh. Get creative,"},{"speaker":"Brooke Jefferson","startTime":1954.65,"endTime":1958.58,"body":"try something new, try a new"},{"speaker":"Brooke Jefferson","startTime":1954.65,"endTime":1958.58,"body":"lighting situation or a new"},{"speaker":"Brooke Jefferson","startTime":1958.58,"endTime":1962.66,"body":"location or a new, a new"},{"speaker":"Brooke Jefferson","startTime":1958.58,"endTime":1962.66,"body":"wardrobe piece. Like there's"},{"speaker":"Brooke Jefferson","startTime":1962.66,"endTime":1966.38,"body":"1000 different ways that you can"},{"speaker":"Brooke Jefferson","startTime":1962.66,"endTime":1966.38,"body":"take this, but stay creative and"},{"speaker":"Brooke Jefferson","startTime":1966.38,"endTime":1967.91,"body":"stop following all the trends."},{"speaker":"Annemie Tonken","startTime":1968.21,"endTime":1969.98,"body":"Yeah,"},{"speaker":"Annemie Tonken","startTime":1968.21,"endTime":1969.98,"body":"absolutely. I feel like there"},{"speaker":"Annemie Tonken","startTime":1969.98,"endTime":1973.25,"body":"was, I don't know if you"},{"speaker":"Annemie Tonken","startTime":1969.98,"endTime":1973.25,"body":"remember that cartoon, the far"},{"speaker":"Annemie Tonken","startTime":1973.25,"endTime":1977.48,"body":"side by Gary Larson. But there"},{"speaker":"Annemie Tonken","startTime":1973.25,"endTime":1977.48,"body":"was this one where it was like"},{"speaker":"Annemie Tonken","startTime":1977.51,"endTime":1982.22,"body":"all these horses and a zebra in"},{"speaker":"Annemie Tonken","startTime":1977.51,"endTime":1982.22,"body":"the middle of the horses. And I"},{"speaker":"Annemie Tonken","startTime":1982.22,"endTime":1984.23,"body":"don't even remember what the"},{"speaker":"Annemie Tonken","startTime":1982.22,"endTime":1984.23,"body":"tagline was. So this is a really"},{"speaker":"Annemie Tonken","startTime":1984.23,"endTime":1988.16,"body":"lame story. But it you know, I"},{"speaker":"Annemie Tonken","startTime":1984.23,"endTime":1988.16,"body":"think about that, where where's"},{"speaker":"Annemie Tonken","startTime":1988.16,"endTime":1992.75,"body":"your eye drawn? You know that"},{"speaker":"Annemie Tonken","startTime":1988.16,"endTime":1992.75,"body":"that person who is doing"},{"speaker":"Annemie Tonken","startTime":1992.75,"endTime":1995.63,"body":"something totally different may"},{"speaker":"Annemie Tonken","startTime":1992.75,"endTime":1995.63,"body":"or may not be for you. But if"},{"speaker":"Annemie Tonken","startTime":1995.66,"endTime":1998.54,"body":"everybody is offering the same"},{"speaker":"Annemie Tonken","startTime":1995.66,"endTime":1998.54,"body":"thing, there may not be anything"},{"speaker":"Annemie Tonken","startTime":1998.54,"endTime":2002.53,"body":"for you. So absolutely. You"},{"speaker":"Annemie Tonken","startTime":1998.54,"endTime":2002.53,"body":"know, and I think it ties in"},{"speaker":"Annemie Tonken","startTime":2002.53,"endTime":2005.98,"body":"beautifully with everything else"},{"speaker":"Annemie Tonken","startTime":2002.53,"endTime":2005.98,"body":"that you've said before as well."},{"speaker":"Annemie Tonken","startTime":2006.22,"endTime":2009.97,"body":"Like, figure out who you are,"},{"speaker":"Annemie Tonken","startTime":2006.22,"endTime":2009.97,"body":"figure out what you offer that's"},{"speaker":"Annemie Tonken","startTime":2009.97,"endTime":2013.63,"body":"unique, then get past the"},{"speaker":"Annemie Tonken","startTime":2009.97,"endTime":2013.63,"body":"mindset that's yelling at you to"},{"speaker":"Annemie Tonken","startTime":2013.66,"endTime":2016.54,"body":"No, no, no, don't do different"},{"speaker":"Annemie Tonken","startTime":2013.66,"endTime":2016.54,"body":"things. Do what everybody else"},{"speaker":"Annemie Tonken","startTime":2016.54,"endTime":2021.19,"body":"is doing. Figure out how to"},{"speaker":"Annemie Tonken","startTime":2016.54,"endTime":2021.19,"body":"create that into an experience"},{"speaker":"Annemie Tonken","startTime":2021.46,"endTime":2025.72,"body":"that checks all the boxes for"},{"speaker":"Annemie Tonken","startTime":2021.46,"endTime":2025.72,"body":"your ideal client. And then you"},{"speaker":"Annemie Tonken","startTime":2025.72,"endTime":2030.1,"body":"know, and then tie it up in that"},{"speaker":"Annemie Tonken","startTime":2025.72,"endTime":2030.1,"body":"do your own thing. Bow. I love"},{"speaker":"Annemie Tonken","startTime":2030.1,"endTime":2030.37,"body":"it."},{"speaker":"Brooke Jefferson","startTime":2030.55,"endTime":2033.85,"body":"Yes, yes."},{"speaker":"Brooke Jefferson","startTime":2030.55,"endTime":2033.85,"body":"Well, these are the four things"},{"speaker":"Brooke Jefferson","startTime":2033.85,"endTime":2038.17,"body":"that I stand by and preach to"},{"speaker":"Brooke Jefferson","startTime":2033.85,"endTime":2038.17,"body":"and high hope that you know,"},{"speaker":"Brooke Jefferson","startTime":2038.17,"endTime":2041.53,"body":"there's so much in each one. But"},{"speaker":"Brooke Jefferson","startTime":2038.17,"endTime":2041.53,"body":"I hope that something stuck out"},{"speaker":"Brooke Jefferson","startTime":2041.56,"endTime":2044.38,"body":"to each of your listeners. And"},{"speaker":"Brooke Jefferson","startTime":2041.56,"endTime":2044.38,"body":"they're like, that's the one"},{"speaker":"Brooke Jefferson","startTime":2044.38,"endTime":2047.02,"body":"thing and then I want you to"},{"speaker":"Brooke Jefferson","startTime":2044.38,"endTime":2047.02,"body":"take action on it. Please don't"},{"speaker":"Brooke Jefferson","startTime":2047.02,"endTime":2051.04,"body":"listen to this, this episode and"},{"speaker":"Brooke Jefferson","startTime":2047.02,"endTime":2051.04,"body":"be like that was cool. And then"},{"speaker":"Brooke Jefferson","startTime":2051.04,"endTime":2055.3,"body":"do nothing. I know you and I are"},{"speaker":"Brooke Jefferson","startTime":2051.04,"endTime":2055.3,"body":"really big on take some action."},{"speaker":"Brooke Jefferson","startTime":2055.36,"endTime":2057.67,"body":"Take one thing that I said and"},{"speaker":"Brooke Jefferson","startTime":2055.36,"endTime":2057.67,"body":"go implement it."},{"speaker":"Annemie Tonken","startTime":2057.76,"endTime":2060.82,"body":"Yeah. So good."},{"speaker":"Annemie Tonken","startTime":2057.76,"endTime":2060.82,"body":"Oh, Brooke, I love this. Well,"},{"speaker":"Annemie Tonken","startTime":2060.82,"endTime":2063.94,"body":"thank you so much for joining us"},{"speaker":"Annemie Tonken","startTime":2060.82,"endTime":2063.94,"body":"and sharing all of your wisdom."},{"speaker":"Annemie Tonken","startTime":2063.94,"endTime":2065.8,"body":"Let everybody know where they"},{"speaker":"Annemie Tonken","startTime":2063.94,"endTime":2065.8,"body":"can find you."},{"speaker":"Brooke Jefferson","startTime":2066.07,"endTime":2068.14,"body":"Well, thank"},{"speaker":"Brooke Jefferson","startTime":2066.07,"endTime":2068.14,"body":"you so much for having me love"},{"speaker":"Brooke Jefferson","startTime":2068.14,"endTime":2071.38,"body":"the conversation. I knew I would"},{"speaker":"Brooke Jefferson","startTime":2068.14,"endTime":2071.38,"body":"it was full of lots of golden"},{"speaker":"Brooke Jefferson","startTime":2071.38,"endTime":2077.53,"body":"nuggets. You can find me on"},{"speaker":"Brooke Jefferson","startTime":2071.38,"endTime":2077.53,"body":"Instagram at Brooke Janae photo"},{"speaker":"Brooke Jefferson","startTime":2077.56,"endTime":2080.65,"body":"and then my favorite place is my"},{"speaker":"Brooke Jefferson","startTime":2077.56,"endTime":2080.65,"body":"podcast. So you're listening to"},{"speaker":"Brooke Jefferson","startTime":2080.65,"endTime":2083.92,"body":"this one. So just come hop over"},{"speaker":"Brooke Jefferson","startTime":2080.65,"endTime":2083.92,"body":"to mine book more clients"},{"speaker":"Brooke Jefferson","startTime":2083.92,"endTime":2085.03,"body":"photography podcast."},{"speaker":"Annemie Tonken","startTime":2085.06,"endTime":2087.31,"body":"I love it."},{"speaker":"Annemie Tonken","startTime":2085.06,"endTime":2087.31,"body":"Wonderful. Well, thanks so much."},{"speaker":"Annemie Tonken","startTime":2087.34,"endTime":2090.25,"body":"I'm sure we'll be talking again"},{"speaker":"Annemie Tonken","startTime":2087.34,"endTime":2090.25,"body":"soon. Bye. Have a great day. In"},{"speaker":"Annemie Tonken","startTime":2090.25,"endTime":2091.03,"body":"the meantime,"},{"speaker":"Brooke Jefferson","startTime":2091.09,"endTime":2092.14,"body":"thanks so"},{"speaker":"Brooke Jefferson","startTime":2091.09,"endTime":2092.14,"body":"much."},{"speaker":"Annemie Tonken","startTime":2092.89,"endTime":2095.2,"body":"Well, that's it"},{"speaker":"Annemie Tonken","startTime":2092.89,"endTime":2095.2,"body":"for this week's episode of This"},{"speaker":"Annemie Tonken","startTime":2095.2,"endTime":2099.04,"body":"can't be that hard. I'll be back"},{"speaker":"Annemie Tonken","startTime":2095.2,"endTime":2099.04,"body":"Same time, same place next week."},{"speaker":"Annemie Tonken","startTime":2099.43,"endTime":2102.16,"body":"In the meantime, If you can find"},{"speaker":"Annemie Tonken","startTime":2099.43,"endTime":2102.16,"body":"more information about this"},{"speaker":"Annemie Tonken","startTime":2102.16,"endTime":2105.1,"body":"episode, along with all the"},{"speaker":"Annemie Tonken","startTime":2102.16,"endTime":2105.1,"body":"relevant links, notes and"},{"speaker":"Annemie Tonken","startTime":2105.1,"endTime":2109.96,"body":"downloads at this can't be that"},{"speaker":"Annemie Tonken","startTime":2105.1,"endTime":2109.96,"body":"hard.com/learn If you like the"},{"speaker":"Annemie Tonken","startTime":2109.96,"endTime":2113.5,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":2109.96,"endTime":2113.5,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":2113.68,"endTime":2117.34,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":2113.68,"endTime":2117.34,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":2117.52,"endTime":2121.06,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":2117.52,"endTime":2121.06,"body":"hope you have a fantastic week."}]}