{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.299,"endTime":3.479,"body":"Earlier this"},{"speaker":"Annemie Tonken","startTime":0.299,"endTime":3.479,"body":"year, as I was sitting down to"},{"speaker":"Annemie Tonken","startTime":3.479,"endTime":8.669,"body":"plan my summer vacation, I was"},{"speaker":"Annemie Tonken","startTime":3.479,"endTime":8.669,"body":"thinking about what you do on a"},{"speaker":"Annemie Tonken","startTime":8.669,"endTime":13.409,"body":"road trip. Now, I don't know"},{"speaker":"Annemie Tonken","startTime":8.669,"endTime":13.409,"body":"about you, I've got teenagers,"},{"speaker":"Annemie Tonken","startTime":13.439,"endTime":16.049,"body":"my teenagers often end up"},{"speaker":"Annemie Tonken","startTime":13.439,"endTime":16.049,"body":"putting in headphones and"},{"speaker":"Annemie Tonken","startTime":16.049,"endTime":18.479,"body":"listening to their own thing"},{"speaker":"Annemie Tonken","startTime":16.049,"endTime":18.479,"body":"when we're in the car for long"},{"speaker":"Annemie Tonken","startTime":18.479,"endTime":23.909,"body":"periods of time. But I look"},{"speaker":"Annemie Tonken","startTime":18.479,"endTime":23.909,"body":"forward to that time as a place"},{"speaker":"Annemie Tonken","startTime":23.909,"endTime":28.469,"body":"and a time where I get to kind"},{"speaker":"Annemie Tonken","startTime":23.909,"endTime":28.469,"body":"of dive deeper on longer form"},{"speaker":"Annemie Tonken","startTime":28.469,"endTime":32.069,"body":"content than I typically get to"},{"speaker":"Annemie Tonken","startTime":28.469,"endTime":32.069,"body":"listen to when I'm just running"},{"speaker":"Annemie Tonken","startTime":32.069,"endTime":35.579,"body":"around town, you know, going to"},{"speaker":"Annemie Tonken","startTime":32.069,"endTime":35.579,"body":"the grocery store or whatever."},{"speaker":"Annemie Tonken","startTime":35.759,"endTime":40.709,"body":"And when I was thinking about"},{"speaker":"Annemie Tonken","startTime":35.759,"endTime":40.709,"body":"long form content, I turned"},{"speaker":"Annemie Tonken","startTime":40.709,"endTime":44.789,"body":"around and put my podcaster hat"},{"speaker":"Annemie Tonken","startTime":40.709,"endTime":44.789,"body":"on and thought, what can I"},{"speaker":"Annemie Tonken","startTime":44.819,"endTime":48.779,"body":"create for my audience, that"},{"speaker":"Annemie Tonken","startTime":44.819,"endTime":48.779,"body":"will give them a bit of a deeper"},{"speaker":"Annemie Tonken","startTime":48.779,"endTime":53.309,"body":"dive for those longer stretches"},{"speaker":"Annemie Tonken","startTime":48.779,"endTime":53.309,"body":"of time that you might have,"},{"speaker":"Annemie Tonken","startTime":53.309,"endTime":57.629,"body":"whether you've got a road trip"},{"speaker":"Annemie Tonken","startTime":53.309,"endTime":57.629,"body":"coming up, or you are just you"},{"speaker":"Annemie Tonken","startTime":57.629,"endTime":60.419,"body":"know, taking a long walk,"},{"speaker":"Annemie Tonken","startTime":57.629,"endTime":60.419,"body":"whatever the case may be, what I"},{"speaker":"Annemie Tonken","startTime":60.419,"endTime":64.319,"body":"decided to do is something of an"},{"speaker":"Annemie Tonken","startTime":60.419,"endTime":64.319,"body":"experiment. And I'm hoping that"},{"speaker":"Annemie Tonken","startTime":64.319,"endTime":67.709,"body":"you like this, because if you"},{"speaker":"Annemie Tonken","startTime":64.319,"endTime":67.709,"body":"do, then I think it's something"},{"speaker":"Annemie Tonken","startTime":67.709,"endTime":71.669,"body":"that I want to try once a year,"},{"speaker":"Annemie Tonken","startTime":67.709,"endTime":71.669,"body":"maybe twice a year. But what I"},{"speaker":"Annemie Tonken","startTime":71.669,"endTime":77.039,"body":"did was I reached out to several"},{"speaker":"Annemie Tonken","startTime":71.669,"endTime":77.039,"body":"of my favorite podcaster friends"},{"speaker":"Annemie Tonken","startTime":77.069,"endTime":80.879,"body":"all in the photography industry."},{"speaker":"Annemie Tonken","startTime":77.069,"endTime":80.879,"body":"And I said, I want you to give"},{"speaker":"Annemie Tonken","startTime":80.879,"endTime":85.409,"body":"me your best tips. And along"},{"speaker":"Annemie Tonken","startTime":80.879,"endTime":85.409,"body":"with those tips, I want you to"},{"speaker":"Annemie Tonken","startTime":85.409,"endTime":89.129,"body":"give me some good actionable"},{"speaker":"Annemie Tonken","startTime":85.409,"endTime":89.129,"body":"takeaways, whether it's a"},{"speaker":"Annemie Tonken","startTime":89.129,"endTime":92.039,"body":"download or you know, a"},{"speaker":"Annemie Tonken","startTime":89.129,"endTime":92.039,"body":"checklist or something like"},{"speaker":"Annemie Tonken","startTime":92.039,"endTime":99.419,"body":"that, that can not only inspire"},{"speaker":"Annemie Tonken","startTime":92.039,"endTime":99.419,"body":"my audience, but also introduce"},{"speaker":"Annemie Tonken","startTime":99.419,"endTime":104.099,"body":"my audience to you. So most of"},{"speaker":"Annemie Tonken","startTime":99.419,"endTime":104.099,"body":"them responded in the"},{"speaker":"Annemie Tonken","startTime":104.099,"endTime":106.739,"body":"affirmative, couple of people"},{"speaker":"Annemie Tonken","startTime":104.099,"endTime":106.739,"body":"weren't able to participate this"},{"speaker":"Annemie Tonken","startTime":106.739,"endTime":109.229,"body":"time. And that's why I'm hoping"},{"speaker":"Annemie Tonken","startTime":106.739,"endTime":109.229,"body":"you're gonna like this because I"},{"speaker":"Annemie Tonken","startTime":109.229,"endTime":113.279,"body":"have several more photographers"},{"speaker":"Annemie Tonken","startTime":109.229,"endTime":113.279,"body":"that I would love to involve in"},{"speaker":"Annemie Tonken","startTime":113.279,"endTime":116.759,"body":"this process. But I didn't want"},{"speaker":"Annemie Tonken","startTime":113.279,"endTime":116.759,"body":"to make this the world's longest"},{"speaker":"Annemie Tonken","startTime":116.759,"endTime":122.489,"body":"podcast episode. So what you are"},{"speaker":"Annemie Tonken","startTime":116.759,"endTime":122.489,"body":"going to hear today is the best"},{"speaker":"Annemie Tonken","startTime":122.489,"endTime":127.109,"body":"business tips that these"},{"speaker":"Annemie Tonken","startTime":122.489,"endTime":127.109,"body":"podcasters have to share. And I"},{"speaker":"Annemie Tonken","startTime":127.109,"endTime":129.719,"body":"want you to listen up close,"},{"speaker":"Annemie Tonken","startTime":127.109,"endTime":129.719,"body":"whether you are familiar with"},{"speaker":"Annemie Tonken","startTime":129.719,"endTime":132.659,"body":"these people or not, it's a"},{"speaker":"Annemie Tonken","startTime":129.719,"endTime":132.659,"body":"great way to kind of get to"},{"speaker":"Annemie Tonken","startTime":132.929,"endTime":137.339,"body":"sample what their podcast might"},{"speaker":"Annemie Tonken","startTime":132.929,"endTime":137.339,"body":"be like. But it also is going to"},{"speaker":"Annemie Tonken","startTime":137.339,"endTime":141.809,"body":"give you an opportunity to hear"},{"speaker":"Annemie Tonken","startTime":137.339,"endTime":141.809,"body":"from people who every single"},{"speaker":"Annemie Tonken","startTime":141.809,"endTime":146.579,"body":"week are thinking about how to"},{"speaker":"Annemie Tonken","startTime":141.809,"endTime":146.579,"body":"make photographers, businesses"},{"speaker":"Annemie Tonken","startTime":146.579,"endTime":151.739,"body":"and lives better. And, and so I"},{"speaker":"Annemie Tonken","startTime":146.579,"endTime":151.739,"body":"think that this is going to be"},{"speaker":"Annemie Tonken","startTime":151.769,"endTime":156.449,"body":"an absolute, you know, mind"},{"speaker":"Annemie Tonken","startTime":151.769,"endTime":156.449,"body":"opening kind of an experience"},{"speaker":"Annemie Tonken","startTime":156.749,"endTime":160.049,"body":"that will get your wheels"},{"speaker":"Annemie Tonken","startTime":156.749,"endTime":160.049,"body":"turning maybe at a time of year"},{"speaker":"Annemie Tonken","startTime":160.049,"endTime":164.909,"body":"when things feel a little"},{"speaker":"Annemie Tonken","startTime":160.049,"endTime":164.909,"body":"sluggish. I have also recorded a"},{"speaker":"Annemie Tonken","startTime":164.909,"endTime":168.509,"body":"tip and this is not going to be"},{"speaker":"Annemie Tonken","startTime":164.909,"endTime":168.509,"body":"exactly what you expect. But"},{"speaker":"Annemie Tonken","startTime":168.539,"endTime":172.379,"body":"what I really loved was when"},{"speaker":"Annemie Tonken","startTime":168.539,"endTime":172.379,"body":"everybody's recordings started"},{"speaker":"Annemie Tonken","startTime":172.379,"endTime":177.089,"body":"to come in, I noticed that our"},{"speaker":"Annemie Tonken","startTime":172.379,"endTime":177.089,"body":"overlap is almost zero. We are"},{"speaker":"Annemie Tonken","startTime":177.089,"endTime":183.149,"body":"covering topics today ranging"},{"speaker":"Annemie Tonken","startTime":177.089,"endTime":183.149,"body":"from systems to SEO to mindset."},{"speaker":"Annemie Tonken","startTime":183.149,"endTime":185.309,"body":"I mean, there's there's all"},{"speaker":"Annemie Tonken","startTime":183.149,"endTime":185.309,"body":"kinds of good stuff time"},{"speaker":"Annemie Tonken","startTime":185.309,"endTime":189.569,"body":"management. So I think you're"},{"speaker":"Annemie Tonken","startTime":185.309,"endTime":189.569,"body":"gonna really enjoy this, if you"},{"speaker":"Annemie Tonken","startTime":189.569,"endTime":193.109,"body":"happen to be running to the"},{"speaker":"Annemie Tonken","startTime":189.569,"endTime":193.109,"body":"grocery store right now, maybe"},{"speaker":"Annemie Tonken","startTime":193.109,"endTime":196.319,"body":"save this one for a time when"},{"speaker":"Annemie Tonken","startTime":193.109,"endTime":196.319,"body":"you've got a little bit more"},{"speaker":"Annemie Tonken","startTime":196.319,"endTime":201.059,"body":"listening time. Alternatively,"},{"speaker":"Annemie Tonken","startTime":196.319,"endTime":201.059,"body":"you can dive in and out. Most of"},{"speaker":"Annemie Tonken","startTime":201.059,"endTime":204.809,"body":"these are around 10 minutes"},{"speaker":"Annemie Tonken","startTime":201.059,"endTime":204.809,"body":"long. So you could just break it"},{"speaker":"Annemie Tonken","startTime":204.809,"endTime":208.829,"body":"up into smaller chunks. But one"},{"speaker":"Annemie Tonken","startTime":204.809,"endTime":208.829,"body":"way or the other, enjoy if you"},{"speaker":"Annemie Tonken","startTime":208.829,"endTime":212.759,"body":"haven't already come into"},{"speaker":"Annemie Tonken","startTime":208.829,"endTime":212.759,"body":"contact with all of these"},{"speaker":"Annemie Tonken","startTime":212.789,"endTime":215.939,"body":"podcasters I know you're gonna"},{"speaker":"Annemie Tonken","startTime":212.789,"endTime":215.939,"body":"love what they have to share."},{"speaker":"Annemie Tonken","startTime":215.969,"endTime":219.509,"body":"And I hope that you go into the"},{"speaker":"Annemie Tonken","startTime":215.969,"endTime":219.509,"body":"show notes to make sure that you"},{"speaker":"Annemie Tonken","startTime":219.509,"endTime":224.639,"body":"download their downloads and and"},{"speaker":"Annemie Tonken","startTime":219.509,"endTime":224.639,"body":"go ahead and add their shows"},{"speaker":"Annemie Tonken","startTime":224.669,"endTime":230.519,"body":"into your podcast list. But with"},{"speaker":"Annemie Tonken","startTime":224.669,"endTime":230.519,"body":"that, I will cue the music and"},{"speaker":"Annemie Tonken","startTime":230.549,"endTime":235.739,"body":"turn over the mic. Welcome to"},{"speaker":"Annemie Tonken","startTime":230.549,"endTime":235.739,"body":"this can't be that hard. My name"},{"speaker":"Annemie Tonken","startTime":235.769,"endTime":239.099,"body":"is Annemie Tonken. And I help"},{"speaker":"Annemie Tonken","startTime":235.769,"endTime":239.099,"body":"photographers run profitable,"},{"speaker":"Annemie Tonken","startTime":239.099,"endTime":243.449,"body":"sustainable businesses that they"},{"speaker":"Annemie Tonken","startTime":239.099,"endTime":243.449,"body":"love. Each week on the podcast,"},{"speaker":"Annemie Tonken","startTime":243.449,"endTime":246.989,"body":"I cover simple, actionable"},{"speaker":"Annemie Tonken","startTime":243.449,"endTime":246.989,"body":"strategies and systems that"},{"speaker":"Annemie Tonken","startTime":246.989,"endTime":250.559,"body":"photographers at every level of"},{"speaker":"Annemie Tonken","startTime":246.989,"endTime":250.559,"body":"experience can use to earn more"},{"speaker":"Annemie Tonken","startTime":250.559,"endTime":254.669,"body":"money in a more sustainable way."},{"speaker":"Annemie Tonken","startTime":250.559,"endTime":254.669,"body":"Running a photography business"},{"speaker":"Annemie Tonken","startTime":254.699,"endTime":258.479,"body":"doesn't have to be that hard."},{"speaker":"Annemie Tonken","startTime":254.699,"endTime":258.479,"body":"You can do it. And I can show"},{"speaker":"Annemie Tonken","startTime":258.479,"endTime":258.899,"body":"you how."},{"speaker":"Andrew Hellmich","startTime":263.01,"endTime":265.02,"body":"Hey, it's"},{"speaker":"Andrew Hellmich","startTime":263.01,"endTime":265.02,"body":"Andrew Hellmich here host of the"},{"speaker":"Andrew Hellmich","startTime":265.02,"endTime":268.35,"body":"photo biz X podcast where I"},{"speaker":"Andrew Hellmich","startTime":265.02,"endTime":268.35,"body":"interview guests, photographers,"},{"speaker":"Andrew Hellmich","startTime":268.35,"endTime":271.41,"body":"business experts from around the"},{"speaker":"Andrew Hellmich","startTime":268.35,"endTime":271.41,"body":"world to help you grow a better"},{"speaker":"Andrew Hellmich","startTime":271.41,"endTime":275.94,"body":"photography business even faster"},{"speaker":"Andrew Hellmich","startTime":271.41,"endTime":275.94,"body":"than going it alone. And I am"},{"speaker":"Andrew Hellmich","startTime":275.94,"endTime":279.81,"body":"rapt to be here with you today"},{"speaker":"Andrew Hellmich","startTime":275.94,"endTime":279.81,"body":"to share an idea that I heard"},{"speaker":"Andrew Hellmich","startTime":279.81,"endTime":284.43,"body":"from an SEO expert. I"},{"speaker":"Andrew Hellmich","startTime":279.81,"endTime":284.43,"body":"implemented this myself and had"},{"speaker":"Andrew Hellmich","startTime":284.49,"endTime":290.1,"body":"incredible results. And what I'm"},{"speaker":"Andrew Hellmich","startTime":284.49,"endTime":290.1,"body":"talking about is ranking on page"},{"speaker":"Andrew Hellmich","startTime":290.1,"endTime":293.82,"body":"one of Google for a search term"},{"speaker":"Andrew Hellmich","startTime":290.1,"endTime":293.82,"body":"that you're looking to rank for"},{"speaker":"Andrew Hellmich","startTime":293.94,"endTime":300.0,"body":"utilizing YouTube and video to"},{"speaker":"Andrew Hellmich","startTime":293.94,"endTime":300.0,"body":"shortcut the SEO process. Why"},{"speaker":"Andrew Hellmich","startTime":300.0,"endTime":303.21,"body":"One of the things that does"},{"speaker":"Andrew Hellmich","startTime":300.0,"endTime":303.21,"body":"scare so many photographers away"},{"speaker":"Andrew Hellmich","startTime":303.24,"endTime":307.32,"body":"is actually implementing the"},{"speaker":"Andrew Hellmich","startTime":303.24,"endTime":307.32,"body":"ideas they hear, what I'm going"},{"speaker":"Andrew Hellmich","startTime":307.32,"endTime":310.83,"body":"to suggest that you do is think"},{"speaker":"Andrew Hellmich","startTime":307.32,"endTime":310.83,"body":"a little bit smaller. So you can"},{"speaker":"Andrew Hellmich","startTime":310.83,"endTime":314.25,"body":"test the idea that I'm"},{"speaker":"Andrew Hellmich","startTime":310.83,"endTime":314.25,"body":"presenting to you see if it"},{"speaker":"Andrew Hellmich","startTime":314.25,"endTime":318.33,"body":"works, prove to yourself that it"},{"speaker":"Andrew Hellmich","startTime":314.25,"endTime":318.33,"body":"works, and then go bigger with"},{"speaker":"Andrew Hellmich","startTime":318.33,"endTime":321.45,"body":"it, you can scale it once you"},{"speaker":"Andrew Hellmich","startTime":318.33,"endTime":321.45,"body":"know what to do. So let's say"},{"speaker":"Andrew Hellmich","startTime":321.45,"endTime":325.47,"body":"for example, I'm going to use"},{"speaker":"Andrew Hellmich","startTime":321.45,"endTime":325.47,"body":"myself here as an example, I"},{"speaker":"Andrew Hellmich","startTime":325.47,"endTime":329.01,"body":"live in an area called the"},{"speaker":"Andrew Hellmich","startTime":325.47,"endTime":329.01,"body":"Central Coast. And one of the"},{"speaker":"Andrew Hellmich","startTime":329.04,"endTime":332.85,"body":"most popular and sought after"},{"speaker":"Andrew Hellmich","startTime":329.04,"endTime":332.85,"body":"search terms would be Central"},{"speaker":"Andrew Hellmich","startTime":332.85,"endTime":336.69,"body":"Coast Wedding Photographer, for"},{"speaker":"Andrew Hellmich","startTime":332.85,"endTime":336.69,"body":"example. And that's a tough"},{"speaker":"Andrew Hellmich","startTime":336.72,"endTime":340.02,"body":"keyword to rank for,"},{"speaker":"Andrew Hellmich","startTime":336.72,"endTime":340.02,"body":"particularly if I'm new to the"},{"speaker":"Andrew Hellmich","startTime":340.02,"endTime":343.74,"body":"area, or if I'm new in business."},{"speaker":"Andrew Hellmich","startTime":340.02,"endTime":343.74,"body":"And there's been businesses,"},{"speaker":"Andrew Hellmich","startTime":343.74,"endTime":345.99,"body":"other wedding photographers that"},{"speaker":"Andrew Hellmich","startTime":343.74,"endTime":345.99,"body":"have been established here for a"},{"speaker":"Andrew Hellmich","startTime":345.99,"endTime":349.56,"body":"long time, what I will do and"},{"speaker":"Andrew Hellmich","startTime":345.99,"endTime":349.56,"body":"what I'm going to encourage you"},{"speaker":"Andrew Hellmich","startTime":349.56,"endTime":353.49,"body":"to do is to think of the area"},{"speaker":"Andrew Hellmich","startTime":349.56,"endTime":353.49,"body":"where you live, and then think"},{"speaker":"Andrew Hellmich","startTime":353.49,"endTime":357.42,"body":"of a smaller area inside that"},{"speaker":"Andrew Hellmich","startTime":353.49,"endTime":357.42,"body":"larger area that you would want"},{"speaker":"Andrew Hellmich","startTime":357.42,"endTime":361.77,"body":"to be able to rank for, and that"},{"speaker":"Andrew Hellmich","startTime":357.42,"endTime":361.77,"body":"you can test my strategy on. So"},{"speaker":"Andrew Hellmich","startTime":361.77,"endTime":364.62,"body":"for me inside the Central Coast"},{"speaker":"Andrew Hellmich","startTime":361.77,"endTime":364.62,"body":"area are a number of different"},{"speaker":"Andrew Hellmich","startTime":364.62,"endTime":367.26,"body":"suburbs. One of them is"},{"speaker":"Andrew Hellmich","startTime":364.62,"endTime":367.26,"body":"Terrigal, which is the suburb"},{"speaker":"Andrew Hellmich","startTime":367.26,"endTime":370.86,"body":"where I live in, it's also one"},{"speaker":"Andrew Hellmich","startTime":367.26,"endTime":370.86,"body":"of the most popular suburbs for"},{"speaker":"Andrew Hellmich","startTime":371.07,"endTime":375.66,"body":"wedding photos, and also wedding"},{"speaker":"Andrew Hellmich","startTime":371.07,"endTime":375.66,"body":"venues in my local area in the"},{"speaker":"Andrew Hellmich","startTime":375.66,"endTime":379.05,"body":"Central Coast. So that was the"},{"speaker":"Andrew Hellmich","startTime":375.66,"endTime":379.05,"body":"specific area I'm going to be"},{"speaker":"Andrew Hellmich","startTime":379.05,"endTime":382.83,"body":"targeting. And I'm going to be"},{"speaker":"Andrew Hellmich","startTime":379.05,"endTime":382.83,"body":"looking to rank for the keyword"},{"speaker":"Andrew Hellmich","startTime":382.83,"endTime":387.15,"body":"phrase, terrible wedding"},{"speaker":"Andrew Hellmich","startTime":382.83,"endTime":387.15,"body":"photographer. So I want you to"},{"speaker":"Andrew Hellmich","startTime":387.15,"endTime":390.15,"body":"do exactly the same come up with"},{"speaker":"Andrew Hellmich","startTime":387.15,"endTime":390.15,"body":"a smaller area inside the larger"},{"speaker":"Andrew Hellmich","startTime":390.15,"endTime":393.51,"body":"area that you can go and test"},{"speaker":"Andrew Hellmich","startTime":390.15,"endTime":393.51,"body":"this process. And then what I"},{"speaker":"Andrew Hellmich","startTime":393.51,"endTime":397.44,"body":"want you to do is go out with"},{"speaker":"Andrew Hellmich","startTime":393.51,"endTime":397.44,"body":"your phone, you don't need to"},{"speaker":"Andrew Hellmich","startTime":397.44,"endTime":401.85,"body":"use your SLR or mirrorless"},{"speaker":"Andrew Hellmich","startTime":397.44,"endTime":401.85,"body":"camera, and go and film a series"},{"speaker":"Andrew Hellmich","startTime":402.24,"endTime":407.79,"body":"of four or five or six little"},{"speaker":"Andrew Hellmich","startTime":402.24,"endTime":407.79,"body":"videos in your local area. So"},{"speaker":"Andrew Hellmich","startTime":407.79,"endTime":411.24,"body":"for me, I went to Terrigal"},{"speaker":"Andrew Hellmich","startTime":407.79,"endTime":411.24,"body":"Haven, it's a popular spot where"},{"speaker":"Andrew Hellmich","startTime":411.24,"endTime":413.31,"body":"couples will go for their"},{"speaker":"Andrew Hellmich","startTime":411.24,"endTime":413.31,"body":"wedding photos on the wedding"},{"speaker":"Andrew Hellmich","startTime":413.31,"endTime":418.38,"body":"day. And I went to four or five"},{"speaker":"Andrew Hellmich","startTime":413.31,"endTime":418.38,"body":"different little locations in"},{"speaker":"Andrew Hellmich","startTime":418.38,"endTime":422.25,"body":"the Terrigal Haven area, saying"},{"speaker":"Andrew Hellmich","startTime":418.38,"endTime":422.25,"body":"why each of those different"},{"speaker":"Andrew Hellmich","startTime":422.25,"endTime":425.79,"body":"areas would be suitable for"},{"speaker":"Andrew Hellmich","startTime":422.25,"endTime":425.79,"body":"wedding photos, depending on the"},{"speaker":"Andrew Hellmich","startTime":425.79,"endTime":430.29,"body":"wind direction, the time of"},{"speaker":"Andrew Hellmich","startTime":425.79,"endTime":430.29,"body":"year, how busy it will be for"},{"speaker":"Andrew Hellmich","startTime":430.29,"endTime":433.53,"body":"the type of photos that you want"},{"speaker":"Andrew Hellmich","startTime":430.29,"endTime":433.53,"body":"to have, whether it's beachy"},{"speaker":"Andrew Hellmich","startTime":433.53,"endTime":437.07,"body":"sand, whether it's rocks,"},{"speaker":"Andrew Hellmich","startTime":433.53,"endTime":437.07,"body":"whether it's cliffs, or grassy"},{"speaker":"Andrew Hellmich","startTime":437.07,"endTime":441.3,"body":"areas. So I just went to each of"},{"speaker":"Andrew Hellmich","startTime":437.07,"endTime":441.3,"body":"those different locations, put"},{"speaker":"Andrew Hellmich","startTime":441.3,"endTime":444.69,"body":"my camera in selfie mode, or you"},{"speaker":"Andrew Hellmich","startTime":441.3,"endTime":444.69,"body":"can have one of your kids are an"},{"speaker":"Andrew Hellmich","startTime":444.69,"endTime":448.11,"body":"assistant, hold your iPhone or"},{"speaker":"Andrew Hellmich","startTime":444.69,"endTime":448.11,"body":"put it on a tripod. And it's"},{"speaker":"Andrew Hellmich","startTime":448.11,"endTime":451.47,"body":"just you're speaking to camera,"},{"speaker":"Andrew Hellmich","startTime":448.11,"endTime":451.47,"body":"you're saying to your"},{"speaker":"Andrew Hellmich","startTime":451.47,"endTime":454.56,"body":"prospective couples, or your"},{"speaker":"Andrew Hellmich","startTime":451.47,"endTime":454.56,"body":"prospective clients. So this"},{"speaker":"Andrew Hellmich","startTime":454.56,"endTime":457.23,"body":"works no matter if you are a"},{"speaker":"Andrew Hellmich","startTime":454.56,"endTime":457.23,"body":"wedding photographer, a portrait"},{"speaker":"Andrew Hellmich","startTime":457.23,"endTime":460.32,"body":"photographer, a pet"},{"speaker":"Andrew Hellmich","startTime":457.23,"endTime":460.32,"body":"photographer, a newborn"},{"speaker":"Andrew Hellmich","startTime":460.32,"endTime":463.35,"body":"photographer, whatever it is you"},{"speaker":"Andrew Hellmich","startTime":460.32,"endTime":463.35,"body":"want to rank for in the area"},{"speaker":"Andrew Hellmich","startTime":463.35,"endTime":465.99,"body":"that you want to rank for,"},{"speaker":"Andrew Hellmich","startTime":463.35,"endTime":465.99,"body":"you're going to be speaking to"},{"speaker":"Andrew Hellmich","startTime":465.99,"endTime":470.67,"body":"your prospective client, talking"},{"speaker":"Andrew Hellmich","startTime":465.99,"endTime":470.67,"body":"to them about the location that"},{"speaker":"Andrew Hellmich","startTime":470.67,"endTime":473.7,"body":"you're recommending. And I'll"},{"speaker":"Andrew Hellmich","startTime":470.67,"endTime":473.7,"body":"give you some other ideas if you"},{"speaker":"Andrew Hellmich","startTime":473.7,"endTime":476.88,"body":"photograph other genres apart"},{"speaker":"Andrew Hellmich","startTime":473.7,"endTime":476.88,"body":"from weddings in just a second."},{"speaker":"Andrew Hellmich","startTime":477.3,"endTime":480.09,"body":"So in my case, I went to each of"},{"speaker":"Andrew Hellmich","startTime":477.3,"endTime":480.09,"body":"those different locations"},{"speaker":"Andrew Hellmich","startTime":480.12,"endTime":485.4,"body":"recorded a two to four minute"},{"speaker":"Andrew Hellmich","startTime":480.12,"endTime":485.4,"body":"video saying why I recommended"},{"speaker":"Andrew Hellmich","startTime":485.43,"endTime":488.64,"body":"each of these locations. Now"},{"speaker":"Andrew Hellmich","startTime":485.43,"endTime":488.64,"body":"when I was doing that, and you"},{"speaker":"Andrew Hellmich","startTime":488.64,"endTime":492.15,"body":"will do the same, you will"},{"speaker":"Andrew Hellmich","startTime":488.64,"endTime":492.15,"body":"automatically use the keyword"},{"speaker":"Andrew Hellmich","startTime":492.15,"endTime":494.79,"body":"phrases that you're looking to"},{"speaker":"Andrew Hellmich","startTime":492.15,"endTime":494.79,"body":"rank for without having to try"},{"speaker":"Andrew Hellmich","startTime":494.79,"endTime":500.97,"body":"to, you don't need to jam pack"},{"speaker":"Andrew Hellmich","startTime":494.79,"endTime":500.97,"body":"your video with keyword phrases."},{"speaker":"Andrew Hellmich","startTime":501.15,"endTime":503.73,"body":"You just talk as if you would"},{"speaker":"Andrew Hellmich","startTime":501.15,"endTime":503.73,"body":"normally talk so I would say"},{"speaker":"Andrew Hellmich","startTime":503.73,"endTime":507.6,"body":"something like, Hey, it's Andrew"},{"speaker":"Andrew Hellmich","startTime":503.73,"endTime":507.6,"body":"here from Impact Images. I'm"},{"speaker":"Andrew Hellmich","startTime":507.6,"endTime":510.84,"body":"down here at Terrigal Haven on"},{"speaker":"Andrew Hellmich","startTime":507.6,"endTime":510.84,"body":"the Central Coast. And I want to"},{"speaker":"Andrew Hellmich","startTime":510.84,"endTime":513.3,"body":"share with you why this is one"},{"speaker":"Andrew Hellmich","startTime":510.84,"endTime":513.3,"body":"of the best spots for wedding"},{"speaker":"Andrew Hellmich","startTime":513.3,"endTime":516.36,"body":"photography on your wedding day."},{"speaker":"Andrew Hellmich","startTime":513.3,"endTime":516.36,"body":"And I'll go into the reasons"},{"speaker":"Andrew Hellmich","startTime":516.36,"endTime":520.86,"body":"why. And again, these are"},{"speaker":"Andrew Hellmich","startTime":516.36,"endTime":520.86,"body":"nothing elaborate that just shot"},{"speaker":"Andrew Hellmich","startTime":520.86,"endTime":524.97,"body":"on my phone. One thing you will"},{"speaker":"Andrew Hellmich","startTime":520.86,"endTime":524.97,"body":"want to be aware of is the audio"},{"speaker":"Andrew Hellmich","startTime":524.97,"endTime":528.39,"body":"quality, you want to have good"},{"speaker":"Andrew Hellmich","startTime":524.97,"endTime":528.39,"body":"audio quality, because you do"},{"speaker":"Andrew Hellmich","startTime":528.39,"endTime":531.03,"body":"want people to actually be able"},{"speaker":"Andrew Hellmich","startTime":528.39,"endTime":531.03,"body":"to watch your videos and get"},{"speaker":"Andrew Hellmich","startTime":531.03,"endTime":536.22,"body":"something from them. Now you can"},{"speaker":"Andrew Hellmich","startTime":531.03,"endTime":536.22,"body":"use air pods, you can use the"},{"speaker":"Andrew Hellmich","startTime":536.34,"endTime":539.76,"body":"headphones and microphones that"},{"speaker":"Andrew Hellmich","startTime":536.34,"endTime":539.76,"body":"came with your life the earbuds"},{"speaker":"Andrew Hellmich","startTime":539.76,"endTime":543.84,"body":"and microphone that came with"},{"speaker":"Andrew Hellmich","startTime":539.76,"endTime":543.84,"body":"your phone, you can go to"},{"speaker":"Andrew Hellmich","startTime":543.84,"endTime":547.2,"body":"something a little bit more"},{"speaker":"Andrew Hellmich","startTime":543.84,"endTime":547.2,"body":"elaborate if you want to but you"},{"speaker":"Andrew Hellmich","startTime":547.2,"endTime":550.95,"body":"don't need to to start with just"},{"speaker":"Andrew Hellmich","startTime":547.2,"endTime":550.95,"body":"make sure it's not too windy,"},{"speaker":"Andrew Hellmich","startTime":551.25,"endTime":555.3,"body":"and you have good audio from"},{"speaker":"Andrew Hellmich","startTime":551.25,"endTime":555.3,"body":"your recording. So if it's a"},{"speaker":"Andrew Hellmich","startTime":555.3,"endTime":557.97,"body":"windy day, just wait till it's"},{"speaker":"Andrew Hellmich","startTime":555.3,"endTime":557.97,"body":"not windy, go out there late in"},{"speaker":"Andrew Hellmich","startTime":557.97,"endTime":560.85,"body":"the afternoon early in the"},{"speaker":"Andrew Hellmich","startTime":557.97,"endTime":560.85,"body":"morning. You want to have decent"},{"speaker":"Andrew Hellmich","startTime":560.88,"endTime":561.84,"body":"audio quality."},{"speaker":"Unknown","startTime":563.129,"endTime":565.319,"body":"Now for me when I"},{"speaker":"Unknown","startTime":563.129,"endTime":565.319,"body":"filmed my videos, I wore the"},{"speaker":"Unknown","startTime":565.319,"endTime":570.089,"body":"same T shirt, the same"},{"speaker":"Unknown","startTime":565.319,"endTime":570.089,"body":"sunglasses. I looked exactly the"},{"speaker":"Unknown","startTime":570.089,"endTime":572.819,"body":"same in each of my videos. So"},{"speaker":"Unknown","startTime":570.089,"endTime":572.819,"body":"again, I didn't change. There"},{"speaker":"Unknown","startTime":572.819,"endTime":575.429,"body":"was no nothing elaborate about"},{"speaker":"Unknown","startTime":572.819,"endTime":575.429,"body":"these videos. They were just"},{"speaker":"Unknown","startTime":575.429,"endTime":580.079,"body":"helpful videos for prospective"},{"speaker":"Unknown","startTime":575.429,"endTime":580.079,"body":"clients looking to have their"},{"speaker":"Unknown","startTime":580.079,"endTime":582.719,"body":"wedding photos done at Terrigal"},{"speaker":"Unknown","startTime":580.079,"endTime":582.719,"body":"Haven. Now once you have your"},{"speaker":"Unknown","startTime":582.719,"endTime":587.879,"body":"videos, you can edit them. And"},{"speaker":"Unknown","startTime":582.719,"endTime":587.879,"body":"you can do that in iMovie. You"},{"speaker":"Unknown","startTime":587.879,"endTime":590.609,"body":"can if you want to do this on"},{"speaker":"Unknown","startTime":587.879,"endTime":590.609,"body":"your phone. There's a great app"},{"speaker":"Unknown","startTime":590.609,"endTime":596.309,"body":"called cap cut. C A P C u t it"},{"speaker":"Unknown","startTime":590.609,"endTime":596.309,"body":"works on Android and iPhone."},{"speaker":"Unknown","startTime":596.699,"endTime":600.779,"body":"It's a fantastic way to edit"},{"speaker":"Unknown","startTime":596.699,"endTime":600.779,"body":"videos from your phone Again,"},{"speaker":"Unknown","startTime":600.779,"endTime":604.799,"body":"you can do this on your on your"},{"speaker":"Unknown","startTime":600.779,"endTime":604.799,"body":"laptop or desktop as well. Once"},{"speaker":"Unknown","startTime":604.799,"endTime":608.159,"body":"you have your video edited, you"},{"speaker":"Unknown","startTime":604.799,"endTime":608.159,"body":"want to upload it to YouTube."},{"speaker":"Unknown","startTime":608.159,"endTime":610.979,"body":"Now, if you don't have a YouTube"},{"speaker":"Unknown","startTime":608.159,"endTime":610.979,"body":"channel, it's free, you can set"},{"speaker":"Unknown","startTime":610.979,"endTime":615.599,"body":"one up, you don't need to get"},{"speaker":"Unknown","startTime":610.979,"endTime":615.599,"body":"caught up with making your page,"},{"speaker":"Unknown","startTime":615.629,"endTime":619.169,"body":"your YouTube channel page look"},{"speaker":"Unknown","startTime":615.629,"endTime":619.169,"body":"amazing. At this stage, we just"},{"speaker":"Unknown","startTime":619.169,"endTime":622.649,"body":"want to get your videos"},{"speaker":"Unknown","startTime":619.169,"endTime":622.649,"body":"uploaded. So you'll upload your"},{"speaker":"Unknown","startTime":622.649,"endTime":626.219,"body":"video, start with one. And then"},{"speaker":"Unknown","startTime":622.649,"endTime":626.219,"body":"it's pretty intuitive. From"},{"speaker":"Unknown","startTime":626.219,"endTime":630.059,"body":"there, you just need to complete"},{"speaker":"Unknown","startTime":626.219,"endTime":630.059,"body":"the different boxes and options"},{"speaker":"Unknown","startTime":630.329,"endTime":633.599,"body":"that YouTube presents to you."},{"speaker":"Unknown","startTime":630.329,"endTime":633.599,"body":"You want to make your video"},{"speaker":"Unknown","startTime":633.599,"endTime":637.169,"body":"public and available to"},{"speaker":"Unknown","startTime":633.599,"endTime":637.169,"body":"everyone. And again, you don't"},{"speaker":"Unknown","startTime":637.169,"endTime":640.769,"body":"need to have any fancy splash"},{"speaker":"Unknown","startTime":637.169,"endTime":640.769,"body":"screens or starting or ending"},{"speaker":"Unknown","startTime":640.769,"endTime":645.929,"body":"screens. Any fancy graphics,"},{"speaker":"Unknown","startTime":640.769,"endTime":645.929,"body":"this is just a talking head to"},{"speaker":"Unknown","startTime":645.929,"endTime":648.899,"body":"do talking to camera, you"},{"speaker":"Unknown","startTime":645.929,"endTime":648.899,"body":"honestly do not need to do"},{"speaker":"Unknown","startTime":648.899,"endTime":653.099,"body":"anything fancy to test this idea"},{"speaker":"Unknown","startTime":648.899,"endTime":653.099,"body":"for yourself. Now you have your"},{"speaker":"Unknown","startTime":653.099,"endTime":657.569,"body":"video uploaded, you need to this"},{"speaker":"Unknown","startTime":653.099,"endTime":657.569,"body":"is the most important part, you"},{"speaker":"Unknown","startTime":657.569,"endTime":662.399,"body":"need to complete the captions"},{"speaker":"Unknown","startTime":657.569,"endTime":662.399,"body":"area on your video. Now this is"},{"speaker":"Unknown","startTime":662.399,"endTime":666.719,"body":"where you would write a mini"},{"speaker":"Unknown","startTime":662.399,"endTime":666.719,"body":"blog post pretty much saying"},{"speaker":"Unknown","startTime":666.719,"endTime":671.069,"body":"what you said in the video. So"},{"speaker":"Unknown","startTime":666.719,"endTime":671.069,"body":"again, you don't need to be"},{"speaker":"Unknown","startTime":671.279,"endTime":675.239,"body":"elusive here and try and push"},{"speaker":"Unknown","startTime":671.279,"endTime":675.239,"body":"people to watch your video, you"},{"speaker":"Unknown","startTime":675.239,"endTime":678.509,"body":"can actually write a mini blog"},{"speaker":"Unknown","startTime":675.239,"endTime":678.509,"body":"post covering what you did cover"},{"speaker":"Unknown","startTime":678.509,"endTime":682.199,"body":"in the video. Now the most"},{"speaker":"Unknown","startTime":678.509,"endTime":682.199,"body":"important thing is to have a"},{"speaker":"Unknown","startTime":682.199,"endTime":685.469,"body":"link pointing back to your"},{"speaker":"Unknown","startTime":682.199,"endTime":685.469,"body":"website. And you want to make"},{"speaker":"Unknown","startTime":685.469,"endTime":689.609,"body":"sure that link is a hyperlink."},{"speaker":"Unknown","startTime":685.469,"endTime":689.609,"body":"So you need to include the HTTPS"},{"speaker":"Unknown","startTime":689.669,"endTime":693.809,"body":"or the http, colon forward slash"},{"speaker":"Unknown","startTime":689.669,"endTime":693.809,"body":"forward slash and then the URL"},{"speaker":"Unknown","startTime":693.809,"endTime":697.409,"body":"to your website, it needs to be"},{"speaker":"Unknown","startTime":693.809,"endTime":697.409,"body":"a clickable link inside those"},{"speaker":"Unknown","startTime":697.409,"endTime":700.589,"body":"YouTube captions. Now I've just"},{"speaker":"Unknown","startTime":697.409,"endTime":700.589,"body":"said captions a couple of times."},{"speaker":"Unknown","startTime":700.589,"endTime":702.779,"body":"And what I meant to say was the"},{"speaker":"Unknown","startTime":700.589,"endTime":702.779,"body":"description. So if you're in"},{"speaker":"Unknown","startTime":702.779,"endTime":705.629,"body":"YouTube, you're adding to the"},{"speaker":"Unknown","startTime":702.779,"endTime":705.629,"body":"description. So you're gonna"},{"speaker":"Unknown","startTime":705.629,"endTime":710.009,"body":"have a mini blog post a link,"},{"speaker":"Unknown","startTime":705.629,"endTime":710.009,"body":"pointing to your website, using"},{"speaker":"Unknown","startTime":710.009,"endTime":713.969,"body":"the HTTPS. And then you click"},{"speaker":"Unknown","startTime":710.009,"endTime":713.969,"body":"Publish, and your video is there"},{"speaker":"Unknown","startTime":713.969,"endTime":718.379,"body":"on YouTube. Now what you want to"},{"speaker":"Unknown","startTime":713.969,"endTime":718.379,"body":"do next is go to your website"},{"speaker":"Unknown","startTime":718.679,"endTime":723.179,"body":"and create a blog post on that"},{"speaker":"Unknown","startTime":718.679,"endTime":723.179,"body":"same topic, you can slightly"},{"speaker":"Unknown","startTime":723.179,"endTime":726.389,"body":"alter the headline, but you do"},{"speaker":"Unknown","startTime":723.179,"endTime":726.389,"body":"want to use that keyword phrase"},{"speaker":"Unknown","startTime":726.389,"endTime":730.829,"body":"you're looking to rank for. And"},{"speaker":"Unknown","startTime":726.389,"endTime":730.829,"body":"then you embed the YouTube video"},{"speaker":"Unknown","startTime":731.309,"endTime":734.399,"body":"into that blog post. So YouTube"},{"speaker":"Unknown","startTime":731.309,"endTime":734.399,"body":"is where the video is hosted."},{"speaker":"Unknown","startTime":734.669,"endTime":738.239,"body":"But you're going to embed the"},{"speaker":"Unknown","startTime":734.669,"endTime":738.239,"body":"video on your blog post. Now if"},{"speaker":"Unknown","startTime":738.239,"endTime":740.309,"body":"you have any troubles with that"},{"speaker":"Unknown","startTime":738.239,"endTime":740.309,"body":"you can contact your web"},{"speaker":"Unknown","startTime":740.309,"endTime":742.949,"body":"developer, it should be pretty"},{"speaker":"Unknown","startTime":740.309,"endTime":742.949,"body":"straightforward, you're going to"},{"speaker":"Unknown","startTime":742.949,"endTime":746.219,"body":"just embed some code, and the"},{"speaker":"Unknown","startTime":742.949,"endTime":746.219,"body":"YouTube video will show up in"},{"speaker":"Unknown","startTime":746.219,"endTime":750.659,"body":"your actual blog post. Now, what"},{"speaker":"Unknown","startTime":746.219,"endTime":750.659,"body":"you also want to do is rewrite"},{"speaker":"Unknown","startTime":750.659,"endTime":755.039,"body":"your blog post about the video"},{"speaker":"Unknown","startTime":750.659,"endTime":755.039,"body":"again, and it can be slightly"},{"speaker":"Unknown","startTime":755.039,"endTime":757.019,"body":"different, you don't want to"},{"speaker":"Unknown","startTime":755.039,"endTime":757.019,"body":"just copy and paste what you"},{"speaker":"Unknown","startTime":757.019,"endTime":760.109,"body":"posted for your YouTube"},{"speaker":"Unknown","startTime":757.019,"endTime":760.109,"body":"description, you can modify that"},{"speaker":"Unknown","startTime":760.109,"endTime":763.619,"body":"slightly. Again, it's going to"},{"speaker":"Unknown","startTime":760.109,"endTime":763.619,"body":"have the keyword phrases that"},{"speaker":"Unknown","startTime":763.619,"endTime":767.099,"body":"you're looking to rank for"},{"speaker":"Unknown","startTime":763.619,"endTime":767.099,"body":"organically appear as you're"},{"speaker":"Unknown","startTime":767.159,"endTime":771.509,"body":"typing out your blog post. So"},{"speaker":"Unknown","startTime":767.159,"endTime":771.509,"body":"now what you have is a video"},{"speaker":"Unknown","startTime":771.989,"endTime":774.629,"body":"based around the keyword phrase"},{"speaker":"Unknown","startTime":771.989,"endTime":774.629,"body":"you're looking to rank for. So"},{"speaker":"Unknown","startTime":774.629,"endTime":777.989,"body":"for me, it was Terrigal Haven"},{"speaker":"Unknown","startTime":774.629,"endTime":777.989,"body":"wedding photography. And I now"},{"speaker":"Unknown","startTime":777.989,"endTime":781.889,"body":"have five or six I think was"},{"speaker":"Unknown","startTime":777.989,"endTime":781.889,"body":"five or six different videos"},{"speaker":"Unknown","startTime":782.759,"endTime":787.289,"body":"around Terrigal Haven or posted"},{"speaker":"Unknown","startTime":782.759,"endTime":787.289,"body":"to YouTube, I have five or six"},{"speaker":"Unknown","startTime":787.319,"endTime":791.459,"body":"separate little blog posts on my"},{"speaker":"Unknown","startTime":787.319,"endTime":791.459,"body":"website using the same keyword"},{"speaker":"Unknown","startTime":791.459,"endTime":795.839,"body":"phrases, all with those YouTube"},{"speaker":"Unknown","startTime":791.459,"endTime":795.839,"body":"videos embedded. Now you could"},{"speaker":"Unknown","startTime":795.839,"endTime":800.759,"body":"also have all six videos inside"},{"speaker":"Unknown","startTime":795.839,"endTime":800.759,"body":"the one big blog post as well,"},{"speaker":"Unknown","startTime":800.999,"endTime":804.119,"body":"on your website that would that"},{"speaker":"Unknown","startTime":800.999,"endTime":804.119,"body":"would work equally well. And"},{"speaker":"Unknown","startTime":804.119,"endTime":807.179,"body":"that is it, you are done. Now"},{"speaker":"Unknown","startTime":804.119,"endTime":807.179,"body":"the next step is to wait for"},{"speaker":"Unknown","startTime":807.179,"endTime":810.599,"body":"Google to crawl your website and"},{"speaker":"Unknown","startTime":807.179,"endTime":810.599,"body":"what happens and also crawl"},{"speaker":"Unknown","startTime":810.599,"endTime":814.319,"body":"YouTube. 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Now, if you had"},{"speaker":"Unknown","startTime":832.739,"endTime":837.869,"body":"videos, based around the search"},{"speaker":"Unknown","startTime":837.869,"endTime":840.929,"body":"terms that you're looking to"},{"speaker":"Unknown","startTime":837.869,"endTime":840.929,"body":"rank for, YouTube will show"},{"speaker":"Unknown","startTime":840.929,"endTime":844.109,"body":"those videos on page one of"},{"speaker":"Unknown","startTime":840.929,"endTime":844.109,"body":"Google if those videos are"},{"speaker":"Unknown","startTime":844.109,"endTime":847.889,"body":"available in YouTube, it works"},{"speaker":"Unknown","startTime":844.109,"endTime":847.889,"body":"beautifully well. And honestly,"},{"speaker":"Unknown","startTime":847.889,"endTime":851.579,"body":"you have to go and test this for"},{"speaker":"Unknown","startTime":847.889,"endTime":851.579,"body":"yourself to see how good and"},{"speaker":"Unknown","startTime":851.579,"endTime":854.789,"body":"easy it works. It's not"},{"speaker":"Unknown","startTime":851.579,"endTime":854.789,"body":"complicated. It's not difficult."},{"speaker":"Unknown","startTime":855.539,"endTime":858.509,"body":"You can do all this in one"},{"speaker":"Unknown","startTime":855.539,"endTime":858.509,"body":"afternoon, and get it done and"},{"speaker":"Unknown","startTime":858.509,"endTime":861.089,"body":"tested for yourself. But I'm"},{"speaker":"Unknown","startTime":858.509,"endTime":861.089,"body":"going to encourage you again to"},{"speaker":"Unknown","startTime":861.089,"endTime":864.179,"body":"test this on a smaller location"},{"speaker":"Unknown","startTime":861.089,"endTime":864.179,"body":"before you start going bigger"},{"speaker":"Unknown","startTime":864.179,"endTime":867.359,"body":"with it. So you can prove to"},{"speaker":"Unknown","startTime":864.179,"endTime":867.359,"body":"yourself that this works. And"},{"speaker":"Unknown","startTime":867.359,"endTime":870.779,"body":"then you can go as hard as you"},{"speaker":"Unknown","startTime":867.359,"endTime":870.779,"body":"want with this. Now if you are"},{"speaker":"Unknown","startTime":870.779,"endTime":875.219,"body":"not a wedding photographer, and"},{"speaker":"Unknown","startTime":870.779,"endTime":875.219,"body":"you still want to be ranking for"},{"speaker":"Unknown","startTime":875.249,"endTime":878.609,"body":"your genre of photography in"},{"speaker":"Unknown","startTime":875.249,"endTime":878.609,"body":"your location, then you need to"},{"speaker":"Unknown","startTime":878.609,"endTime":881.219,"body":"think of some other different"},{"speaker":"Unknown","startTime":878.609,"endTime":881.219,"body":"ways. You can talk about those"},{"speaker":"Unknown","startTime":881.219,"endTime":883.709,"body":"locations. It's pretty simple"},{"speaker":"Unknown","startTime":881.219,"endTime":883.709,"body":"for a family or a pet"},{"speaker":"Unknown","startTime":883.709,"endTime":886.769,"body":"photographer, you can talk about"},{"speaker":"Unknown","startTime":883.709,"endTime":886.769,"body":"different locations. If you're a"},{"speaker":"Unknown","startTime":886.769,"endTime":890.129,"body":"newborn photographer that say"},{"speaker":"Unknown","startTime":886.769,"endTime":890.129,"body":"I'm based in terrible I'm a"},{"speaker":"Unknown","startTime":890.129,"endTime":893.699,"body":"terrible newborn photographer. I"},{"speaker":"Unknown","startTime":890.129,"endTime":893.699,"body":"can talk about the different"},{"speaker":"Unknown","startTime":893.699,"endTime":897.449,"body":"props that I use the way my"},{"speaker":"Unknown","startTime":893.699,"endTime":897.449,"body":"studio is heated, I can do a"},{"speaker":"Unknown","startTime":897.449,"endTime":900.659,"body":"separate video on where my"},{"speaker":"Unknown","startTime":897.449,"endTime":900.659,"body":"studio is located. hated how"},{"speaker":"Unknown","startTime":900.659,"endTime":904.499,"body":"good and easy the parking is."},{"speaker":"Unknown","startTime":900.659,"endTime":904.499,"body":"And all the while I'm using"},{"speaker":"Unknown","startTime":904.529,"endTime":908.729,"body":"terrible newborn photographer,"},{"speaker":"Unknown","startTime":904.529,"endTime":908.729,"body":"or terrible newborn photography,"},{"speaker":"Unknown","startTime":909.089,"endTime":912.689,"body":"while I'm talking about my"},{"speaker":"Unknown","startTime":909.089,"endTime":912.689,"body":"studio, my business how I can"},{"speaker":"Unknown","startTime":912.689,"endTime":915.389,"body":"serve you as a prospective"},{"speaker":"Unknown","startTime":912.689,"endTime":915.389,"body":"client, there are so many"},{"speaker":"Unknown","startTime":915.389,"endTime":918.269,"body":"different ways you can spin"},{"speaker":"Unknown","startTime":915.389,"endTime":918.269,"body":"this. But the main thing you"},{"speaker":"Unknown","startTime":918.269,"endTime":922.829,"body":"want to be doing, if you want to"},{"speaker":"Unknown","startTime":918.269,"endTime":922.829,"body":"rank for your location, genre"},{"speaker":"Unknown","startTime":922.829,"endTime":926.999,"body":"photography, then you need to"},{"speaker":"Unknown","startTime":922.829,"endTime":926.999,"body":"create some videos around that"},{"speaker":"Unknown","startTime":926.999,"endTime":930.509,"body":"genre. Stay small with it to"},{"speaker":"Unknown","startTime":926.999,"endTime":930.509,"body":"start with, test it, give it a"},{"speaker":"Unknown","startTime":930.509,"endTime":934.409,"body":"week or so see where those"},{"speaker":"Unknown","startTime":930.509,"endTime":934.409,"body":"videos rank, they should be on"},{"speaker":"Unknown","startTime":934.619,"endTime":938.609,"body":"page one of Google within a"},{"speaker":"Unknown","startTime":934.619,"endTime":938.609,"body":"couple of weeks if you do this"},{"speaker":"Unknown","startTime":938.609,"endTime":941.669,"body":"correctly. And then once you've"},{"speaker":"Unknown","startTime":938.609,"endTime":941.669,"body":"proved yourself that it works,"},{"speaker":"Unknown","startTime":941.669,"endTime":945.119,"body":"you can go bigger and bigger"},{"speaker":"Unknown","startTime":941.669,"endTime":945.119,"body":"with it, expand your areas"},{"speaker":"Unknown","startTime":945.119,"endTime":947.939,"body":"create more videos. In fact,"},{"speaker":"Unknown","startTime":945.119,"endTime":947.939,"body":"when I did, I started"},{"speaker":"Unknown","startTime":947.939,"endTime":951.269,"body":"interviewing other service"},{"speaker":"Unknown","startTime":947.939,"endTime":951.269,"body":"providers in my local area. So"},{"speaker":"Unknown","startTime":951.269,"endTime":953.939,"body":"as a wedding photographer, I"},{"speaker":"Unknown","startTime":951.269,"endTime":953.939,"body":"interviewed the bridal cart"},{"speaker":"Unknown","startTime":953.939,"endTime":957.959,"body":"operators, florists, different"},{"speaker":"Unknown","startTime":953.939,"endTime":957.959,"body":"reception venues, makeup"},{"speaker":"Unknown","startTime":957.989,"endTime":962.429,"body":"artists, hairdressers,"},{"speaker":"Unknown","startTime":957.989,"endTime":962.429,"body":"hairstylists, you name it, I"},{"speaker":"Unknown","startTime":962.429,"endTime":967.499,"body":"interviewed those people. And"},{"speaker":"Unknown","startTime":962.429,"endTime":967.499,"body":"what happened was Impact Images."},{"speaker":"Unknown","startTime":967.499,"endTime":971.999,"body":"My photography studio started"},{"speaker":"Unknown","startTime":967.499,"endTime":971.999,"body":"ranking for Central Coast,"},{"speaker":"Unknown","startTime":972.179,"endTime":975.989,"body":"wedding florist, Central Coast"},{"speaker":"Unknown","startTime":972.179,"endTime":975.989,"body":"Wedding cars, it was ridiculous"},{"speaker":"Unknown","startTime":976.289,"endTime":979.889,"body":"Impact Images was coming up."},{"speaker":"Unknown","startTime":976.289,"endTime":979.889,"body":"Because when I interviewed those"},{"speaker":"Unknown","startTime":979.889,"endTime":983.819,"body":"different service providers, I"},{"speaker":"Unknown","startTime":979.889,"endTime":983.819,"body":"was asking them the questions"},{"speaker":"Unknown","startTime":983.819,"endTime":986.369,"body":"that a client or prospective"},{"speaker":"Unknown","startTime":983.819,"endTime":986.369,"body":"client will want to know. So if"},{"speaker":"Unknown","startTime":986.369,"endTime":989.609,"body":"I'm going to hire some cars, I"},{"speaker":"Unknown","startTime":986.369,"endTime":989.609,"body":"was asking, How much does it"},{"speaker":"Unknown","startTime":989.609,"endTime":993.239,"body":"cost? When do I have to book"},{"speaker":"Unknown","startTime":989.609,"endTime":993.239,"body":"what cars do I have to choose"},{"speaker":"Unknown","startTime":993.239,"endTime":996.659,"body":"from? How long do I have to have"},{"speaker":"Unknown","startTime":993.239,"endTime":996.659,"body":"the cars booked for what's the"},{"speaker":"Unknown","startTime":996.659,"endTime":1000.169,"body":"minimum? What's the maximum? Can"},{"speaker":"Unknown","startTime":996.659,"endTime":1000.169,"body":"the cars go home, then come back"},{"speaker":"Unknown","startTime":1000.169,"endTime":1002.749,"body":"and pick me up from the"},{"speaker":"Unknown","startTime":1000.169,"endTime":1002.749,"body":"reception afterwards? Can I have"},{"speaker":"Unknown","startTime":1002.959,"endTime":1006.229,"body":"three cars take us to the"},{"speaker":"Unknown","startTime":1002.959,"endTime":1006.229,"body":"ceremony, but only one car pick"},{"speaker":"Unknown","startTime":1006.229,"endTime":1009.289,"body":"us up at the reception. So I'll"},{"speaker":"Unknown","startTime":1006.229,"endTime":1009.289,"body":"just asking all the things a"},{"speaker":"Unknown","startTime":1009.289,"endTime":1013.369,"body":"client would want to know the"},{"speaker":"Unknown","startTime":1009.289,"endTime":1013.369,"body":"answers to creating a YouTube"},{"speaker":"Unknown","startTime":1013.369,"endTime":1017.629,"body":"video, then creating a blog post"},{"speaker":"Unknown","startTime":1013.369,"endTime":1017.629,"body":"on my website, linking the two"},{"speaker":"Unknown","startTime":1017.629,"endTime":1021.589,"body":"together. And sure enough, I was"},{"speaker":"Unknown","startTime":1017.629,"endTime":1021.589,"body":"ranking for those search terms"},{"speaker":"Unknown","startTime":1021.619,"endTime":1025.039,"body":"with my photography business."},{"speaker":"Unknown","startTime":1021.619,"endTime":1025.039,"body":"Even though I don't have cars"},{"speaker":"Unknown","startTime":1025.039,"endTime":1029.029,"body":"for hire, I don't do flowers."},{"speaker":"Unknown","startTime":1025.039,"endTime":1029.029,"body":"I'm not a makeup artist. I was"},{"speaker":"Unknown","startTime":1029.029,"endTime":1032.629,"body":"ranking for each of those terms."},{"speaker":"Unknown","startTime":1029.029,"endTime":1032.629,"body":"This is super, super powerful."},{"speaker":"Unknown","startTime":1032.929,"endTime":1036.109,"body":"Give it a try. I'd love to hear"},{"speaker":"Unknown","startTime":1032.929,"endTime":1036.109,"body":"how you get on with it. And I"},{"speaker":"Unknown","startTime":1036.109,"endTime":1039.289,"body":"have to say just to finish off,"},{"speaker":"Unknown","startTime":1036.109,"endTime":1039.289,"body":"this isn't my idea. I got this"},{"speaker":"Unknown","startTime":1039.289,"endTime":1043.549,"body":"from an interview with Gabrielle"},{"speaker":"Unknown","startTime":1039.289,"endTime":1043.549,"body":"mortuary, which I'll give to"},{"speaker":"Unknown","startTime":1043.549,"endTime":1046.309,"body":"animate a link to you can go and"},{"speaker":"Unknown","startTime":1043.549,"endTime":1046.309,"body":"check out that interview"},{"speaker":"Unknown","startTime":1046.309,"endTime":1050.599,"body":"yourself. I just ran with his"},{"speaker":"Unknown","startTime":1046.309,"endTime":1050.599,"body":"idea. And it worked incredibly"},{"speaker":"Unknown","startTime":1050.599,"endTime":1055.459,"body":"well. And I hope it will for you"},{"speaker":"Unknown","startTime":1050.599,"endTime":1055.459,"body":"too. Again, it's Andrew here"},{"speaker":"Unknown","startTime":1055.489,"endTime":1058.369,"body":"from photo biz X, and I'll talk"},{"speaker":"Unknown","startTime":1055.489,"endTime":1058.369,"body":"to you soon. Bye for now."},{"speaker":"Colie James","startTime":1059.69,"endTime":1061.76,"body":"Hey, y'all, I'm"},{"speaker":"Colie James","startTime":1059.69,"endTime":1061.76,"body":"Callie James host of the"},{"speaker":"Colie James","startTime":1061.76,"endTime":1065.21,"body":"business first creatives"},{"speaker":"Colie James","startTime":1061.76,"endTime":1065.21,"body":"podcast. My number one business"},{"speaker":"Colie James","startTime":1065.21,"endTime":1068.57,"body":"tip I want to share with you"},{"speaker":"Colie James","startTime":1065.21,"endTime":1068.57,"body":"today is to eliminate booking"},{"speaker":"Colie James","startTime":1068.57,"endTime":1072.65,"body":"friction in your business. I"},{"speaker":"Colie James","startTime":1068.57,"endTime":1072.65,"body":"know that sounds like a really"},{"speaker":"Colie James","startTime":1072.65,"endTime":1076.37,"body":"big thing. But I am going to"},{"speaker":"Colie James","startTime":1072.65,"endTime":1076.37,"body":"break it down into two different"},{"speaker":"Colie James","startTime":1076.37,"endTime":1081.11,"body":"things that you can do in order"},{"speaker":"Colie James","startTime":1076.37,"endTime":1081.11,"body":"to achieve this. So number one,"},{"speaker":"Colie James","startTime":1081.14,"endTime":1084.71,"body":"I want you to optimize the"},{"speaker":"Colie James","startTime":1081.14,"endTime":1084.71,"body":"offer. And number two, I want"},{"speaker":"Colie James","startTime":1084.71,"endTime":1087.44,"body":"you to automate the booking"},{"speaker":"Colie James","startTime":1084.71,"endTime":1087.44,"body":"process. Now if you've ever"},{"speaker":"Colie James","startTime":1087.44,"endTime":1090.5,"body":"heard me talk about CRMs you"},{"speaker":"Colie James","startTime":1087.44,"endTime":1090.5,"body":"probably know what's coming with"},{"speaker":"Colie James","startTime":1090.5,"endTime":1093.71,"body":"number two. So let's start with"},{"speaker":"Colie James","startTime":1090.5,"endTime":1093.71,"body":"number one. How to optimize that"},{"speaker":"Colie James","startTime":1093.71,"endTime":1097.52,"body":"offer. guys getting people to"},{"speaker":"Colie James","startTime":1093.71,"endTime":1097.52,"body":"say yes is typically not about"},{"speaker":"Colie James","startTime":1097.52,"endTime":1101.57,"body":"your price point. It's more"},{"speaker":"Colie James","startTime":1097.52,"endTime":1101.57,"body":"about how you present the offer"},{"speaker":"Colie James","startTime":1101.57,"endTime":1105.11,"body":"and how easy you make it for"},{"speaker":"Colie James","startTime":1101.57,"endTime":1105.11,"body":"them to say yes, each and every"},{"speaker":"Colie James","startTime":1105.11,"endTime":1109.34,"body":"time they have to wait for you"},{"speaker":"Colie James","startTime":1105.11,"endTime":1109.34,"body":"to answer a question for you to"},{"speaker":"Colie James","startTime":1109.34,"endTime":1112.55,"body":"give them the next step, you are"},{"speaker":"Colie James","startTime":1109.34,"endTime":1112.55,"body":"taking the chance that they are"},{"speaker":"Colie James","startTime":1112.55,"endTime":1116.18,"body":"going to fall off, walk away"},{"speaker":"Colie James","startTime":1112.55,"endTime":1116.18,"body":"from the process and completely"},{"speaker":"Colie James","startTime":1116.18,"endTime":1121.79,"body":"ghost you which none of us want"},{"speaker":"Colie James","startTime":1116.18,"endTime":1121.79,"body":"people to walk away. So if you"},{"speaker":"Colie James","startTime":1121.79,"endTime":1124.49,"body":"are not clear and concise in"},{"speaker":"Colie James","startTime":1121.79,"endTime":1124.49,"body":"your offer, they will have"},{"speaker":"Colie James","startTime":1124.49,"endTime":1128.27,"body":"questions each and every time"},{"speaker":"Colie James","startTime":1124.49,"endTime":1128.27,"body":"that they wait for an answer or"},{"speaker":"Colie James","startTime":1128.27,"endTime":1132.35,"body":"of clarification, you decrease"},{"speaker":"Colie James","startTime":1128.27,"endTime":1132.35,"body":"the chance that you are going to"},{"speaker":"Colie James","startTime":1132.35,"endTime":1136.94,"body":"convert them into a paid client."},{"speaker":"Colie James","startTime":1132.35,"endTime":1136.94,"body":"Now, I know some people will say"},{"speaker":"Colie James","startTime":1136.94,"endTime":1140.27,"body":"oh, but my website does a really"},{"speaker":"Colie James","startTime":1136.94,"endTime":1140.27,"body":"good job. Not everyone is going"},{"speaker":"Colie James","startTime":1140.27,"endTime":1144.5,"body":"to read your website. Oh, but I"},{"speaker":"Colie James","startTime":1140.27,"endTime":1144.5,"body":"do consultation calls. That's"},{"speaker":"Colie James","startTime":1144.5,"endTime":1149.24,"body":"true. But people need to process"},{"speaker":"Colie James","startTime":1144.5,"endTime":1149.24,"body":"it in an auditory way. And then"},{"speaker":"Colie James","startTime":1149.24,"endTime":1152.45,"body":"they also need to be able to"},{"speaker":"Colie James","startTime":1149.24,"endTime":1152.45,"body":"read it. So I'm going to say it"},{"speaker":"Colie James","startTime":1152.45,"endTime":1156.53,"body":"does not matter what you are"},{"speaker":"Colie James","startTime":1152.45,"endTime":1156.53,"body":"doing in your processes. Before"},{"speaker":"Colie James","startTime":1156.53,"endTime":1160.76,"body":"you make the actual offer. When"},{"speaker":"Colie James","startTime":1156.53,"endTime":1160.76,"body":"you send them the proposal or"},{"speaker":"Colie James","startTime":1160.76,"endTime":1164.93,"body":"the quote, you still need to"},{"speaker":"Colie James","startTime":1160.76,"endTime":1164.93,"body":"reiterate some of the things"},{"speaker":"Colie James","startTime":1164.93,"endTime":1167.72,"body":"that you may have already told"},{"speaker":"Colie James","startTime":1164.93,"endTime":1167.72,"body":"them. And you can totally"},{"speaker":"Colie James","startTime":1167.72,"endTime":1171.71,"body":"recycle some of the information"},{"speaker":"Colie James","startTime":1167.72,"endTime":1171.71,"body":"already on your website to do"},{"speaker":"Colie James","startTime":1171.71,"endTime":1176.24,"body":"this. So here are a few of the"},{"speaker":"Colie James","startTime":1171.71,"endTime":1176.24,"body":"things that I believe you need"},{"speaker":"Colie James","startTime":1176.24,"endTime":1180.11,"body":"to include in your offer in"},{"speaker":"Colie James","startTime":1176.24,"endTime":1180.11,"body":"order to maximize the chance"},{"speaker":"Colie James","startTime":1180.11,"endTime":1183.89,"body":"that they will convert into a"},{"speaker":"Colie James","startTime":1180.11,"endTime":1183.89,"body":"paid client. An attention"},{"speaker":"Colie James","startTime":1183.89,"endTime":1186.83,"body":"grabbing headline. Now I know it"},{"speaker":"Colie James","startTime":1183.89,"endTime":1186.83,"body":"sounds like I'm a website"},{"speaker":"Colie James","startTime":1186.83,"endTime":1190.43,"body":"copywriter, but the things that"},{"speaker":"Colie James","startTime":1186.83,"endTime":1190.43,"body":"get you to say yes on the"},{"speaker":"Colie James","startTime":1190.43,"endTime":1193.43,"body":"website are the same things that"},{"speaker":"Colie James","startTime":1190.43,"endTime":1193.43,"body":"are going to get them to say"},{"speaker":"Colie James","startTime":1193.43,"endTime":1197.72,"body":"yes, when you present the offer"},{"speaker":"Colie James","startTime":1193.43,"endTime":1197.72,"body":"and they actually have to pay"},{"speaker":"Colie James","startTime":1197.72,"endTime":1201.89,"body":"you money. So I have a few that"},{"speaker":"Colie James","startTime":1197.72,"endTime":1201.89,"body":"I use This one is stress free"},{"speaker":"Colie James","startTime":1201.89,"endTime":1205.58,"body":"photo sessions that no one will"},{"speaker":"Colie James","startTime":1201.89,"endTime":1205.58,"body":"whine about. That's my first"},{"speaker":"Colie James","startTime":1205.58,"endTime":1209.06,"body":"headline. My second headline is"},{"speaker":"Colie James","startTime":1205.58,"endTime":1209.06,"body":"that you deserve to be in the"},{"speaker":"Colie James","startTime":1209.06,"endTime":1214.79,"body":"photos too. Now, those are"},{"speaker":"Colie James","startTime":1209.06,"endTime":1214.79,"body":"talking to two different clients"},{"speaker":"Colie James","startTime":1214.79,"endTime":1218.54,"body":"that I typically get one. They"},{"speaker":"Colie James","startTime":1214.79,"endTime":1218.54,"body":"don't like photo sessions, they"},{"speaker":"Colie James","startTime":1218.54,"endTime":1221.69,"body":"feel like their entire family"},{"speaker":"Colie James","startTime":1218.54,"endTime":1221.69,"body":"stresses them out. Everybody"},{"speaker":"Colie James","startTime":1221.69,"endTime":1224.24,"body":"whines, everybody's worried"},{"speaker":"Colie James","startTime":1221.69,"endTime":1224.24,"body":"about whether or not it's going"},{"speaker":"Colie James","startTime":1224.24,"endTime":1228.47,"body":"to be a good experience. Those"},{"speaker":"Colie James","startTime":1224.24,"endTime":1228.47,"body":"people need to be told that I"},{"speaker":"Colie James","startTime":1228.47,"endTime":1232.07,"body":"can provide a stress free"},{"speaker":"Colie James","startTime":1228.47,"endTime":1232.07,"body":"environment and beautiful photos"},{"speaker":"Colie James","startTime":1232.07,"endTime":1235.79,"body":"to go along with them. The"},{"speaker":"Colie James","startTime":1232.07,"endTime":1235.79,"body":"second set of people that I am"},{"speaker":"Colie James","startTime":1235.79,"endTime":1238.4,"body":"trying to get to, and I know"},{"speaker":"Colie James","startTime":1235.79,"endTime":1238.4,"body":"that most of the time it's the"},{"speaker":"Colie James","startTime":1238.4,"endTime":1241.55,"body":"mom, but I actually have quite a"},{"speaker":"Colie James","startTime":1238.4,"endTime":1241.55,"body":"few dads who are the"},{"speaker":"Colie James","startTime":1241.55,"endTime":1244.82,"body":"documentarian in their family,"},{"speaker":"Colie James","startTime":1241.55,"endTime":1244.82,"body":"if you will. And that's the you"},{"speaker":"Colie James","startTime":1244.82,"endTime":1248.72,"body":"deserve to be in photos too, I"},{"speaker":"Colie James","startTime":1244.82,"endTime":1248.72,"body":"am trying to remind them that no"},{"speaker":"Colie James","startTime":1248.72,"endTime":1252.14,"body":"matter how good you are with"},{"speaker":"Colie James","startTime":1248.72,"endTime":1252.14,"body":"your iPhone, or even if you are"},{"speaker":"Colie James","startTime":1252.14,"endTime":1256.04,"body":"a professional photographer, you"},{"speaker":"Colie James","startTime":1252.14,"endTime":1256.04,"body":"are not in all of the photos,"},{"speaker":"Colie James","startTime":1256.04,"endTime":1259.43,"body":"because typically, you can't"},{"speaker":"Colie James","startTime":1256.04,"endTime":1259.43,"body":"take the photo and be in the"},{"speaker":"Colie James","startTime":1259.43,"endTime":1263.06,"body":"photo at the same time. Okay,"},{"speaker":"Colie James","startTime":1259.43,"endTime":1263.06,"body":"The number two thing that I want"},{"speaker":"Colie James","startTime":1263.06,"endTime":1267.2,"body":"you to do is to address any"},{"speaker":"Colie James","startTime":1263.06,"endTime":1267.2,"body":"objections that you typically"},{"speaker":"Colie James","startTime":1267.2,"endTime":1271.64,"body":"get during the actual booking"},{"speaker":"Colie James","startTime":1267.2,"endTime":1271.64,"body":"process. Now, if you are newer"},{"speaker":"Colie James","startTime":1271.64,"endTime":1275.3,"body":"to photography, you might not"},{"speaker":"Colie James","startTime":1271.64,"endTime":1275.3,"body":"have a very long list of what"},{"speaker":"Colie James","startTime":1275.3,"endTime":1278.33,"body":"those objections are. If you"},{"speaker":"Colie James","startTime":1275.3,"endTime":1278.33,"body":"need to leave that off at this"},{"speaker":"Colie James","startTime":1278.33,"endTime":1283.34,"body":"time, that's okay. But every"},{"speaker":"Colie James","startTime":1278.33,"endTime":1283.34,"body":"time you present an offer to a"},{"speaker":"Colie James","startTime":1283.34,"endTime":1286.7,"body":"potential client, and they push"},{"speaker":"Colie James","startTime":1283.34,"endTime":1286.7,"body":"back, they ask additional"},{"speaker":"Colie James","startTime":1286.7,"endTime":1290.63,"body":"questions, you should be keeping"},{"speaker":"Colie James","startTime":1286.7,"endTime":1290.63,"body":"a running list of what those"},{"speaker":"Colie James","startTime":1290.63,"endTime":1294.26,"body":"questions are, and how you"},{"speaker":"Colie James","startTime":1290.63,"endTime":1294.26,"body":"address them, so that it can"},{"speaker":"Colie James","startTime":1294.26,"endTime":1298.55,"body":"become part of the offer. Okay."},{"speaker":"Colie James","startTime":1294.26,"endTime":1298.55,"body":"The next thing is what we all"},{"speaker":"Colie James","startTime":1298.55,"endTime":1301.55,"body":"expect to see in our proposal"},{"speaker":"Colie James","startTime":1298.55,"endTime":1301.55,"body":"and our quote, and that's the"},{"speaker":"Colie James","startTime":1301.55,"endTime":1305.93,"body":"actual offer and the details."},{"speaker":"Colie James","startTime":1301.55,"endTime":1305.93,"body":"But I think where a lot of us"},{"speaker":"Colie James","startTime":1306.32,"endTime":1310.1,"body":"fall off is that we tell them"},{"speaker":"Colie James","startTime":1306.32,"endTime":1310.1,"body":"what we're going to give them"},{"speaker":"Colie James","startTime":1310.13,"endTime":1315.44,"body":"but we don't remind them why."},{"speaker":"Colie James","startTime":1310.13,"endTime":1315.44,"body":"And in the case of photography,"},{"speaker":"Colie James","startTime":1315.59,"endTime":1318.89,"body":"like we're giving them a set of"},{"speaker":"Colie James","startTime":1315.59,"endTime":1318.89,"body":"Digital's perhaps we're giving"},{"speaker":"Colie James","startTime":1318.89,"endTime":1321.41,"body":"them the opportunity to have"},{"speaker":"Colie James","startTime":1318.89,"endTime":1321.41,"body":"products or maybe you have some"},{"speaker":"Colie James","startTime":1321.41,"endTime":1327.11,"body":"included, but the fact that you"},{"speaker":"Colie James","startTime":1321.41,"endTime":1327.11,"body":"get to be like in the photos and"},{"speaker":"Colie James","startTime":1327.11,"endTime":1329.27,"body":"that their grandchildren will"},{"speaker":"Colie James","startTime":1327.11,"endTime":1329.27,"body":"see them and their"},{"speaker":"Colie James","startTime":1329.27,"endTime":1332.03,"body":"grandchildren's grandchildren"},{"speaker":"Colie James","startTime":1329.27,"endTime":1332.03,"body":"will see them, you do have to"},{"speaker":"Colie James","startTime":1332.03,"endTime":1335.96,"body":"make sure that they understand"},{"speaker":"Colie James","startTime":1332.03,"endTime":1335.96,"body":"the value of the photos beyond"},{"speaker":"Colie James","startTime":1336.08,"endTime":1340.52,"body":"the file. Okay. And then"},{"speaker":"Colie James","startTime":1336.08,"endTime":1340.52,"body":"testimonials, guys, every time"},{"speaker":"Colie James","startTime":1340.52,"endTime":1344.09,"body":"someone leaves you one of those"},{"speaker":"Colie James","startTime":1340.52,"endTime":1344.09,"body":"awesome testimonials, I'm not"},{"speaker":"Colie James","startTime":1344.09,"endTime":1346.82,"body":"talking about the ones that say"},{"speaker":"Colie James","startTime":1344.09,"endTime":1346.82,"body":"call these awesome, because"},{"speaker":"Colie James","startTime":1346.82,"endTime":1350.21,"body":"those don't really give detail,"},{"speaker":"Colie James","startTime":1346.82,"endTime":1350.21,"body":"those don't really give context."},{"speaker":"Colie James","startTime":1350.45,"endTime":1354.08,"body":"Those don't help to address some"},{"speaker":"Colie James","startTime":1350.45,"endTime":1354.08,"body":"of the objections that this"},{"speaker":"Colie James","startTime":1354.08,"endTime":1358.07,"body":"potential client may have. So if"},{"speaker":"Colie James","startTime":1354.08,"endTime":1358.07,"body":"someone says I was nervous, but"},{"speaker":"Colie James","startTime":1358.07,"endTime":1361.16,"body":"Kohli made my entire family feel"},{"speaker":"Colie James","startTime":1358.07,"endTime":1361.16,"body":"comfortable, that's a"},{"speaker":"Colie James","startTime":1361.16,"endTime":1364.34,"body":"testimonial that you want to put"},{"speaker":"Colie James","startTime":1361.16,"endTime":1364.34,"body":"somewhere on your proposal,"},{"speaker":"Colie James","startTime":1364.37,"endTime":1369.8,"body":"okay. And then the timeline and"},{"speaker":"Colie James","startTime":1364.37,"endTime":1369.8,"body":"the process of working with you,"},{"speaker":"Colie James","startTime":1370.07,"endTime":1373.64,"body":"you never want your clients to"},{"speaker":"Colie James","startTime":1370.07,"endTime":1373.64,"body":"be unsure of what happens after"},{"speaker":"Colie James","startTime":1373.64,"endTime":1375.98,"body":"they pay you the money. So if"},{"speaker":"Colie James","startTime":1373.64,"endTime":1375.98,"body":"you're gonna send them a client"},{"speaker":"Colie James","startTime":1375.98,"endTime":1380.18,"body":"questionnaire, tell them if you"},{"speaker":"Colie James","startTime":1375.98,"endTime":1380.18,"body":"send them styling help, or"},{"speaker":"Colie James","startTime":1380.18,"endTime":1382.79,"body":"they're gonna have to get on a"},{"speaker":"Colie James","startTime":1380.18,"endTime":1382.79,"body":"planning call with you tell them"},{"speaker":"Colie James","startTime":1382.79,"endTime":1387.14,"body":"that you do want to outline what"},{"speaker":"Colie James","startTime":1382.79,"endTime":1387.14,"body":"you expect from them, and also"},{"speaker":"Colie James","startTime":1387.14,"endTime":1390.56,"body":"what they can expect from you,"},{"speaker":"Colie James","startTime":1387.14,"endTime":1390.56,"body":"between the time that they pay"},{"speaker":"Colie James","startTime":1390.56,"endTime":1393.29,"body":"you the actual money, and when"},{"speaker":"Colie James","startTime":1390.56,"endTime":1393.29,"body":"the session actually takes"},{"speaker":"Colie James","startTime":1393.29,"endTime":1396.86,"body":"place. Now, this next section"},{"speaker":"Colie James","startTime":1393.29,"endTime":1396.86,"body":"that I want you to include in"},{"speaker":"Colie James","startTime":1396.86,"endTime":1400.46,"body":"your offer is add ons and"},{"speaker":"Colie James","startTime":1396.86,"endTime":1400.46,"body":"upsells. But I do want to give"},{"speaker":"Colie James","startTime":1400.46,"endTime":1405.68,"body":"you two perspectives on this."},{"speaker":"Colie James","startTime":1400.46,"endTime":1405.68,"body":"Number one, you can always ask"},{"speaker":"Colie James","startTime":1405.68,"endTime":1410.06,"body":"for people to upsell to buy"},{"speaker":"Colie James","startTime":1405.68,"endTime":1410.06,"body":"additional time to buy products,"},{"speaker":"Colie James","startTime":1410.06,"endTime":1413.18,"body":"whatever it is that you"},{"speaker":"Colie James","startTime":1410.06,"endTime":1413.18,"body":"typically add on. But I want to"},{"speaker":"Colie James","startTime":1413.18,"endTime":1416.6,"body":"tell you why I don't do that"},{"speaker":"Colie James","startTime":1413.18,"endTime":1416.6,"body":"anymore. It's part of"},{"speaker":"Colie James","startTime":1416.6,"endTime":1419.96,"body":"eliminating the booking"},{"speaker":"Colie James","startTime":1416.6,"endTime":1419.96,"body":"friction. I just want someone to"},{"speaker":"Colie James","startTime":1419.96,"endTime":1424.1,"body":"say yes, we can get into the"},{"speaker":"Colie James","startTime":1419.96,"endTime":1424.1,"body":"nitty gritty of if you want me"},{"speaker":"Colie James","startTime":1424.1,"endTime":1427.73,"body":"to do a film, in addition to the"},{"speaker":"Colie James","startTime":1424.1,"endTime":1427.73,"body":"photos for you. After you book,"},{"speaker":"Colie James","startTime":1427.88,"endTime":1431.09,"body":"we can get into whether or not"},{"speaker":"Colie James","startTime":1427.88,"endTime":1431.09,"body":"you want to buy an album from me"},{"speaker":"Colie James","startTime":1431.12,"endTime":1435.53,"body":"after you book, I actually like"},{"speaker":"Colie James","startTime":1431.12,"endTime":1435.53,"body":"to make the saying yes, as"},{"speaker":"Colie James","startTime":1435.53,"endTime":1440.6,"body":"simple as possible, so that we"},{"speaker":"Colie James","startTime":1435.53,"endTime":1440.6,"body":"can get to planning. And then we"},{"speaker":"Colie James","startTime":1440.6,"endTime":1443.24,"body":"can talk about what else I can"},{"speaker":"Colie James","startTime":1440.6,"endTime":1443.24,"body":"do for you after you've"},{"speaker":"Colie James","startTime":1443.24,"endTime":1447.08,"body":"committed to being my client."},{"speaker":"Colie James","startTime":1443.24,"endTime":1447.08,"body":"Because every single time that"},{"speaker":"Colie James","startTime":1447.08,"endTime":1451.97,"body":"you allow them to consider"},{"speaker":"Colie James","startTime":1447.08,"endTime":1451.97,"body":"another option, or something in"},{"speaker":"Colie James","startTime":1451.97,"endTime":1455.81,"body":"addition to your main service."},{"speaker":"Colie James","startTime":1451.97,"endTime":1455.81,"body":"Again, you might give them"},{"speaker":"Colie James","startTime":1455.84,"endTime":1459.83,"body":"decision fatigue, and then"},{"speaker":"Colie James","startTime":1455.84,"endTime":1459.83,"body":"instead of just picking one they"},{"speaker":"Colie James","startTime":1459.83,"endTime":1464.15,"body":"decide not to hire you"},{"speaker":"Colie James","startTime":1459.83,"endTime":1464.15,"body":"altogether. And then my last,"},{"speaker":"Colie James","startTime":1464.54,"endTime":1468.47,"body":"but most frequently overlooked"},{"speaker":"Colie James","startTime":1464.54,"endTime":1468.47,"body":"section is your frequently asked"},{"speaker":"Colie James","startTime":1468.47,"endTime":1473.81,"body":"questions. I used frequently"},{"speaker":"Colie James","startTime":1468.47,"endTime":1473.81,"body":"twice, guys, there are questions"},{"speaker":"Colie James","startTime":1473.84,"endTime":1476.72,"body":"that people are going to ask you"},{"speaker":"Colie James","startTime":1473.84,"endTime":1476.72,"body":"over and over again. Do you"},{"speaker":"Colie James","startTime":1476.72,"endTime":1479.54,"body":"offer payment plans? What"},{"speaker":"Colie James","startTime":1476.72,"endTime":1479.54,"body":"happens in the case of weather?"},{"speaker":"Colie James","startTime":1480.2,"endTime":1484.52,"body":"What are your rescheduling"},{"speaker":"Colie James","startTime":1480.2,"endTime":1484.52,"body":"policies? Can I forfeit my print"},{"speaker":"Colie James","startTime":1484.52,"endTime":1488.9,"body":"credit for a discount? These are"},{"speaker":"Colie James","startTime":1484.52,"endTime":1488.9,"body":"all things that people may think"},{"speaker":"Colie James","startTime":1488.93,"endTime":1492.95,"body":"as they move down your offer in"},{"speaker":"Colie James","startTime":1488.93,"endTime":1492.95,"body":"order to say yes. And so"},{"speaker":"Colie James","startTime":1492.98,"endTime":1496.79,"body":"anything that you can think of"},{"speaker":"Colie James","startTime":1492.98,"endTime":1496.79,"body":"ahead of time that they would"},{"speaker":"Colie James","startTime":1496.79,"endTime":1500.36,"body":"ask you, if you put it in the"},{"speaker":"Colie James","startTime":1496.79,"endTime":1500.36,"body":"Frequently Asked Questions You"},{"speaker":"Colie James","startTime":1500.36,"endTime":1502.76,"body":"eliminate the chance that"},{"speaker":"Colie James","startTime":1500.36,"endTime":1502.76,"body":"there's going to be booking"},{"speaker":"Colie James","startTime":1502.76,"endTime":1505.7,"body":"friction, and that they're going"},{"speaker":"Colie James","startTime":1502.76,"endTime":1505.7,"body":"to need to send you an email"},{"speaker":"Colie James","startTime":1505.82,"endTime":1509.87,"body":"before they complete the booking"},{"speaker":"Colie James","startTime":1505.82,"endTime":1509.87,"body":"process. So guys, those are all"},{"speaker":"Colie James","startTime":1509.87,"endTime":1513.86,"body":"of the things that I want you to"},{"speaker":"Colie James","startTime":1509.87,"endTime":1513.86,"body":"include in your offer, in order"},{"speaker":"Colie James","startTime":1513.86,"endTime":1517.94,"body":"to optimize the chance that they"},{"speaker":"Colie James","startTime":1513.86,"endTime":1517.94,"body":"will say yes to you. I know it"},{"speaker":"Colie James","startTime":1517.94,"endTime":1521.51,"body":"seems like a lot, I know that"},{"speaker":"Colie James","startTime":1517.94,"endTime":1521.51,"body":"you may have some of this in"},{"speaker":"Colie James","startTime":1521.51,"endTime":1524.84,"body":"other parts of your booking"},{"speaker":"Colie James","startTime":1521.51,"endTime":1524.84,"body":"process, like your website or"},{"speaker":"Colie James","startTime":1524.84,"endTime":1529.79,"body":"your consultation calls. But"},{"speaker":"Colie James","startTime":1524.84,"endTime":1529.79,"body":"reminding them of all of this,"},{"speaker":"Colie James","startTime":1530.0,"endTime":1533.9,"body":"and why you are the person to"},{"speaker":"Colie James","startTime":1530.0,"endTime":1533.9,"body":"solve their problem, which in"},{"speaker":"Colie James","startTime":1533.9,"endTime":1536.75,"body":"this case, is to give them"},{"speaker":"Colie James","startTime":1533.9,"endTime":1536.75,"body":"family photos that they can"},{"speaker":"Colie James","startTime":1536.75,"endTime":1541.85,"body":"enjoy their future generations"},{"speaker":"Colie James","startTime":1536.75,"endTime":1541.85,"body":"can enjoy, etc. Giving them that"},{"speaker":"Colie James","startTime":1541.85,"endTime":1546.11,"body":"information when you ask them"},{"speaker":"Colie James","startTime":1541.85,"endTime":1546.11,"body":"for the money is what closes the"},{"speaker":"Colie James","startTime":1546.11,"endTime":1549.92,"body":"deal in most cases. So now that"},{"speaker":"Colie James","startTime":1546.11,"endTime":1549.92,"body":"we've talked about how to"},{"speaker":"Colie James","startTime":1549.92,"endTime":1553.4,"body":"optimize your offer, I want to"},{"speaker":"Colie James","startTime":1549.92,"endTime":1553.4,"body":"very briefly talk about how to"},{"speaker":"Colie James","startTime":1553.4,"endTime":1557.51,"body":"automate it. It's simple guys,"},{"speaker":"Colie James","startTime":1553.4,"endTime":1557.51,"body":"if you already have a client"},{"speaker":"Colie James","startTime":1557.51,"endTime":1562.94,"body":"relationship manager, a CRM, you"},{"speaker":"Colie James","startTime":1557.51,"endTime":1562.94,"body":"have the ability to send the"},{"speaker":"Colie James","startTime":1562.94,"endTime":1569.06,"body":"offer the contract, and the"},{"speaker":"Colie James","startTime":1562.94,"endTime":1569.06,"body":"invoice in one step. Different"},{"speaker":"Colie James","startTime":1569.06,"endTime":1572.87,"body":"CRMs connect them differently."},{"speaker":"Colie James","startTime":1569.06,"endTime":1572.87,"body":"But every single CRM on the"},{"speaker":"Colie James","startTime":1572.87,"endTime":1575.96,"body":"market that photographers"},{"speaker":"Colie James","startTime":1572.87,"endTime":1575.96,"body":"consider for their business at"},{"speaker":"Colie James","startTime":1575.96,"endTime":1579.92,"body":"this point, pretty much all of"},{"speaker":"Colie James","startTime":1575.96,"endTime":1579.92,"body":"them include the proposal"},{"speaker":"Colie James","startTime":1579.92,"endTime":1585.05,"body":"process that automates getting"},{"speaker":"Colie James","startTime":1579.92,"endTime":1585.05,"body":"them to say yes, getting them to"},{"speaker":"Colie James","startTime":1585.05,"endTime":1588.89,"body":"sign a contract and getting them"},{"speaker":"Colie James","startTime":1585.05,"endTime":1588.89,"body":"to pay money. No more, send me"},{"speaker":"Colie James","startTime":1588.89,"endTime":1593.57,"body":"my money via Venmo. No more Oh,"},{"speaker":"Colie James","startTime":1588.89,"endTime":1593.57,"body":"you say yes. And then I"},{"speaker":"Colie James","startTime":1593.57,"endTime":1596.93,"body":"customize this contract, and I"},{"speaker":"Colie James","startTime":1593.57,"endTime":1596.93,"body":"send it for you to sign. Guys,"},{"speaker":"Colie James","startTime":1596.93,"endTime":1601.58,"body":"we want all three steps to be in"},{"speaker":"Colie James","startTime":1596.93,"endTime":1601.58,"body":"one easy process that they can"},{"speaker":"Colie James","startTime":1601.58,"endTime":1605.81,"body":"complete in less than five"},{"speaker":"Colie James","startTime":1601.58,"endTime":1605.81,"body":"minutes. I love dubsado because"},{"speaker":"Colie James","startTime":1605.81,"endTime":1609.5,"body":"it allows you to include all of"},{"speaker":"Colie James","startTime":1605.81,"endTime":1609.5,"body":"the information that I told you"},{"speaker":"Colie James","startTime":1609.5,"endTime":1614.15,"body":"to optimize the offer within the"},{"speaker":"Colie James","startTime":1609.5,"endTime":1614.15,"body":"proposal. You can also optimize"},{"speaker":"Colie James","startTime":1614.18,"endTime":1616.76,"body":"all of that stuff within a"},{"speaker":"Colie James","startTime":1614.18,"endTime":1616.76,"body":"brochure in honey book."},{"speaker":"Colie James","startTime":1617.0,"endTime":1621.32,"body":"Unfortunately, not all of the"},{"speaker":"Colie James","startTime":1617.0,"endTime":1621.32,"body":"CRMs are going to allow you to"},{"speaker":"Colie James","startTime":1621.35,"endTime":1624.98,"body":"add in all of these different"},{"speaker":"Colie James","startTime":1621.35,"endTime":1624.98,"body":"items and include pictures or"},{"speaker":"Colie James","startTime":1624.98,"endTime":1629.9,"body":"videos as applicable in your"},{"speaker":"Colie James","startTime":1624.98,"endTime":1629.9,"body":"CRM. But just make sure that you"},{"speaker":"Colie James","startTime":1629.9,"endTime":1633.02,"body":"check out the CRM that you're"},{"speaker":"Colie James","startTime":1629.9,"endTime":1633.02,"body":"currently using and see what"},{"speaker":"Colie James","startTime":1633.02,"endTime":1636.23,"body":"features it has available. If"},{"speaker":"Colie James","startTime":1633.02,"endTime":1636.23,"body":"you would like additional"},{"speaker":"Colie James","startTime":1636.23,"endTime":1639.5,"body":"information and how to optimize"},{"speaker":"Colie James","startTime":1636.23,"endTime":1639.5,"body":"your offer, I do have a freebie"},{"speaker":"Colie James","startTime":1639.5,"endTime":1644.93,"body":"for you. Go to Kohli jas.com"},{"speaker":"Colie James","startTime":1639.5,"endTime":1644.93,"body":"forward slash roadtrip, one"},{"speaker":"Colie James","startTime":1644.93,"endTime":1647.48,"body":"word. That's it guys. Thanks."},{"speaker":"Dan Moyer","startTime":1649.1,"endTime":1651.32,"body":"Hello, dear friends."},{"speaker":"Dan Moyer","startTime":1649.1,"endTime":1651.32,"body":"I'm Dan Moyer and I host the"},{"speaker":"Dan Moyer","startTime":1651.32,"endTime":1654.23,"body":"focus photographers podcast. And"},{"speaker":"Dan Moyer","startTime":1651.32,"endTime":1654.23,"body":"I'm so thankful to be here with"},{"speaker":"Dan Moyer","startTime":1654.23,"endTime":1657.14,"body":"you and to talk to you about"},{"speaker":"Dan Moyer","startTime":1654.23,"endTime":1657.14,"body":"money. And the reason why I'm"},{"speaker":"Dan Moyer","startTime":1657.14,"endTime":1660.17,"body":"here to talk to you about money"},{"speaker":"Dan Moyer","startTime":1657.14,"endTime":1660.17,"body":"is because it's weird to talk"},{"speaker":"Dan Moyer","startTime":1660.17,"endTime":1663.26,"body":"about it is difficult to talk"},{"speaker":"Dan Moyer","startTime":1660.17,"endTime":1663.26,"body":"about because we all have so"},{"speaker":"Dan Moyer","startTime":1663.26,"endTime":1665.63,"body":"many different experiences with"},{"speaker":"Dan Moyer","startTime":1663.26,"endTime":1665.63,"body":"it, we have different levels of"},{"speaker":"Dan Moyer","startTime":1665.63,"endTime":1668.72,"body":"confidence with it. Some of us I"},{"speaker":"Dan Moyer","startTime":1665.63,"endTime":1668.72,"body":"think are you know, have a false"},{"speaker":"Dan Moyer","startTime":1668.72,"endTime":1672.62,"body":"sense of confidence with it. But"},{"speaker":"Dan Moyer","startTime":1668.72,"endTime":1672.62,"body":"the the moment that I realized"},{"speaker":"Dan Moyer","startTime":1672.62,"endTime":1676.76,"body":"that I needed to spend more time"},{"speaker":"Dan Moyer","startTime":1672.62,"endTime":1676.76,"body":"and more effort discussing money"},{"speaker":"Dan Moyer","startTime":1676.76,"endTime":1681.32,"body":"on my platform is when I asked"},{"speaker":"Dan Moyer","startTime":1676.76,"endTime":1681.32,"body":"my community to describe their"},{"speaker":"Dan Moyer","startTime":1681.32,"endTime":1685.13,"body":"relationship with money in one"},{"speaker":"Dan Moyer","startTime":1681.32,"endTime":1685.13,"body":"word, and the responses were"},{"speaker":"Dan Moyer","startTime":1685.13,"endTime":1688.19,"body":"overwhelmingly negative. They"},{"speaker":"Dan Moyer","startTime":1685.13,"endTime":1688.19,"body":"were like frustrating"},{"speaker":"Dan Moyer","startTime":1688.22,"endTime":1692.36,"body":"overwhelmed, anxious anxiety"},{"speaker":"Dan Moyer","startTime":1688.22,"endTime":1692.36,"body":"inducing, avoidant, toxic,"},{"speaker":"Dan Moyer","startTime":1692.36,"endTime":1695.48,"body":"clueless, confusing, on and on"},{"speaker":"Dan Moyer","startTime":1692.36,"endTime":1695.48,"body":"and on and on. And to be fair,"},{"speaker":"Dan Moyer","startTime":1695.48,"endTime":1699.86,"body":"there were some positive pseudo"},{"speaker":"Dan Moyer","startTime":1695.48,"endTime":1699.86,"body":"positive ones like you know that"},{"speaker":"Dan Moyer","startTime":1699.86,"endTime":1703.58,"body":"money provides freedom that it's"},{"speaker":"Dan Moyer","startTime":1699.86,"endTime":1703.58,"body":"necessary and things like that."},{"speaker":"Dan Moyer","startTime":1704.09,"endTime":1708.74,"body":"But for so many of us the our"},{"speaker":"Dan Moyer","startTime":1704.09,"endTime":1708.74,"body":"feelings about money and and"},{"speaker":"Dan Moyer","startTime":1708.8,"endTime":1713.21,"body":"where we get it from comes from"},{"speaker":"Dan Moyer","startTime":1708.8,"endTime":1713.21,"body":"the stories that we're told by"},{"speaker":"Dan Moyer","startTime":1713.21,"endTime":1716.66,"body":"family members, they come from"},{"speaker":"Dan Moyer","startTime":1713.21,"endTime":1716.66,"body":"our the experiences that we have"},{"speaker":"Dan Moyer","startTime":1716.66,"endTime":1719.6,"body":"in our impressionable years, and"},{"speaker":"Dan Moyer","startTime":1716.66,"endTime":1719.6,"body":"an unending list of other"},{"speaker":"Dan Moyer","startTime":1719.6,"endTime":1724.28,"body":"factors. They are the result in"},{"speaker":"Dan Moyer","startTime":1719.6,"endTime":1724.28,"body":"the the stories that we tell"},{"speaker":"Dan Moyer","startTime":1724.28,"endTime":1728.03,"body":"ourselves about money, the good"},{"speaker":"Dan Moyer","startTime":1724.28,"endTime":1728.03,"body":"stories and the bad stories. Now"},{"speaker":"Dan Moyer","startTime":1728.03,"endTime":1732.17,"body":"I've got quite a story that I"},{"speaker":"Dan Moyer","startTime":1728.03,"endTime":1732.17,"body":"could share about, you know, my"},{"speaker":"Dan Moyer","startTime":1732.17,"endTime":1736.1,"body":"journey to sort of financial"},{"speaker":"Dan Moyer","startTime":1732.17,"endTime":1736.1,"body":"freedom from having over"},{"speaker":"Dan Moyer","startTime":1736.1,"endTime":1740.12,"body":"$100,000 of personal debt, not"},{"speaker":"Dan Moyer","startTime":1736.1,"endTime":1740.12,"body":"including our house, to being"},{"speaker":"Dan Moyer","startTime":1740.12,"endTime":1744.8,"body":"able to pay off $75,000 of that"},{"speaker":"Dan Moyer","startTime":1740.12,"endTime":1744.8,"body":"debt in just four years. If you"},{"speaker":"Dan Moyer","startTime":1744.8,"endTime":1748.85,"body":"want to learn more about that,"},{"speaker":"Dan Moyer","startTime":1744.8,"endTime":1748.85,"body":"go to focus photographers.com/f"},{"speaker":"Dan Moyer","startTime":1748.85,"endTime":1753.26,"body":"F F F stands for finance"},{"speaker":"Dan Moyer","startTime":1748.85,"endTime":1753.26,"body":"focused. So go to focus"},{"speaker":"Dan Moyer","startTime":1753.26,"endTime":1757.22,"body":"photographers.com/f F, it"},{"speaker":"Dan Moyer","startTime":1753.26,"endTime":1757.22,"body":"basically goes over the books"},{"speaker":"Dan Moyer","startTime":1757.22,"endTime":1759.59,"body":"that I've read, and sort of the"},{"speaker":"Dan Moyer","startTime":1757.22,"endTime":1759.59,"body":"steps that my wife and I put"},{"speaker":"Dan Moyer","startTime":1759.59,"endTime":1763.16,"body":"into place to really take"},{"speaker":"Dan Moyer","startTime":1759.59,"endTime":1763.16,"body":"control of our finances, both in"},{"speaker":"Dan Moyer","startTime":1763.16,"endTime":1766.31,"body":"my business so I have a system"},{"speaker":"Dan Moyer","startTime":1763.16,"endTime":1766.31,"body":"in my business for managing"},{"speaker":"Dan Moyer","startTime":1766.31,"endTime":1769.97,"body":"where every penny goes. And then"},{"speaker":"Dan Moyer","startTime":1766.31,"endTime":1769.97,"body":"a system in our, in our personal"},{"speaker":"Dan Moyer","startTime":1769.97,"endTime":1772.43,"body":"lives for managing our money and"},{"speaker":"Dan Moyer","startTime":1769.97,"endTime":1772.43,"body":"budgeting. So like I said, if"},{"speaker":"Dan Moyer","startTime":1772.43,"endTime":1774.68,"body":"you want to learn more about"},{"speaker":"Dan Moyer","startTime":1772.43,"endTime":1774.68,"body":"that, go to focus"},{"speaker":"Dan Moyer","startTime":1774.68,"endTime":1778.25,"body":"photographers.com/f F and you"},{"speaker":"Dan Moyer","startTime":1774.68,"endTime":1778.25,"body":"can download those exact steps"},{"speaker":"Dan Moyer","startTime":1778.43,"endTime":1783.02,"body":"and a little PDF workbook that I"},{"speaker":"Dan Moyer","startTime":1778.43,"endTime":1783.02,"body":"created just for you. Okay, so"},{"speaker":"Dan Moyer","startTime":1783.05,"endTime":1788.36,"body":"skipping past my personal story,"},{"speaker":"Dan Moyer","startTime":1783.05,"endTime":1788.36,"body":"I'm not as interested in things"},{"speaker":"Dan Moyer","startTime":1788.36,"endTime":1791.78,"body":"like how to invest and you know"},{"speaker":"Dan Moyer","startTime":1788.36,"endTime":1791.78,"body":"what to do with your money. I'm"},{"speaker":"Dan Moyer","startTime":1791.78,"endTime":1795.05,"body":"not an accountant. I'm not a"},{"speaker":"Dan Moyer","startTime":1791.78,"endTime":1795.05,"body":"CPA. What I'm more interested in"},{"speaker":"Dan Moyer","startTime":1795.38,"endTime":1799.22,"body":"is the stories we tell ourselves"},{"speaker":"Dan Moyer","startTime":1795.38,"endTime":1799.22,"body":"about money because each of us"},{"speaker":"Dan Moyer","startTime":1799.22,"endTime":1802.94,"body":"has a script to a tape that"},{"speaker":"Dan Moyer","startTime":1799.22,"endTime":1802.94,"body":"plays in our head, it's a set of"},{"speaker":"Dan Moyer","startTime":1802.94,"endTime":1806.99,"body":"beliefs that we have that live"},{"speaker":"Dan Moyer","startTime":1802.94,"endTime":1806.99,"body":"rent free in our minds that keep"},{"speaker":"Dan Moyer","startTime":1806.99,"endTime":1811.43,"body":"us from living and making"},{"speaker":"Dan Moyer","startTime":1806.99,"endTime":1811.43,"body":"meaningful progress. And these,"},{"speaker":"Dan Moyer","startTime":1811.91,"endTime":1815.6,"body":"this script really plays out in"},{"speaker":"Dan Moyer","startTime":1811.91,"endTime":1815.6,"body":"these four money mindsets."},{"speaker":"Dan Moyer","startTime":1815.78,"endTime":1818.81,"body":"Officially, it's called the"},{"speaker":"Dan Moyer","startTime":1815.78,"endTime":1818.81,"body":"clients money script inventory."},{"speaker":"Dan Moyer","startTime":1819.26,"endTime":1822.32,"body":"It was created by this guy, Brad"},{"speaker":"Dan Moyer","startTime":1819.26,"endTime":1822.32,"body":"Clontz. But I think that there"},{"speaker":"Dan Moyer","startTime":1822.32,"endTime":1825.77,"body":"there are basically four money"},{"speaker":"Dan Moyer","startTime":1822.32,"endTime":1825.77,"body":"mindsets, and they are money"},{"speaker":"Dan Moyer","startTime":1825.77,"endTime":1829.55,"body":"avoidance, money, status, money,"},{"speaker":"Dan Moyer","startTime":1825.77,"endTime":1829.55,"body":"worship and the money vigilant."},{"speaker":"Dan Moyer","startTime":1829.55,"endTime":1832.04,"body":"And I'm going to go through each"},{"speaker":"Dan Moyer","startTime":1829.55,"endTime":1832.04,"body":"of them now and see as I go"},{"speaker":"Dan Moyer","startTime":1832.04,"endTime":1837.02,"body":"through them, what what sort of"},{"speaker":"Dan Moyer","startTime":1832.04,"endTime":1837.02,"body":"sticks out okay. Money avoidance"},{"speaker":"Dan Moyer","startTime":1837.02,"endTime":1842.33,"body":"is the first one and that was me"},{"speaker":"Dan Moyer","startTime":1837.02,"endTime":1842.33,"body":"to, to my core. This is the most"},{"speaker":"Dan Moyer","startTime":1842.33,"endTime":1847.7,"body":"detrimental of all mindsets. At"},{"speaker":"Dan Moyer","startTime":1842.33,"endTime":1847.7,"body":"its core. Basically, the money"},{"speaker":"Dan Moyer","startTime":1847.7,"endTime":1850.85,"body":"avoidant believe that money is"},{"speaker":"Dan Moyer","startTime":1847.7,"endTime":1850.85,"body":"evil, and it corrupts people."},{"speaker":"Dan Moyer","startTime":1851.51,"endTime":1853.79,"body":"They believe that wealthy people"},{"speaker":"Dan Moyer","startTime":1851.51,"endTime":1853.79,"body":"are greedy, they think that"},{"speaker":"Dan Moyer","startTime":1853.79,"endTime":1857.18,"body":"there's virtue and living with"},{"speaker":"Dan Moyer","startTime":1853.79,"endTime":1857.18,"body":"with less money and less stuff."},{"speaker":"Dan Moyer","startTime":1857.42,"endTime":1860.93,"body":"But the problem is, is that"},{"speaker":"Dan Moyer","startTime":1857.42,"endTime":1860.93,"body":"they're, they secretly want to"},{"speaker":"Dan Moyer","startTime":1860.96,"endTime":1864.8,"body":"be free of it, they want to not"},{"speaker":"Dan Moyer","startTime":1860.96,"endTime":1864.8,"body":"have the shame of, of like, not"},{"speaker":"Dan Moyer","startTime":1864.8,"endTime":1867.17,"body":"knowing about their finances,"},{"speaker":"Dan Moyer","startTime":1864.8,"endTime":1867.17,"body":"but they live in this like"},{"speaker":"Dan Moyer","startTime":1867.17,"endTime":1871.22,"body":"negative feedback loop. And the"},{"speaker":"Dan Moyer","startTime":1867.17,"endTime":1871.22,"body":"negative feedback loop. Negative"},{"speaker":"Dan Moyer","startTime":1871.22,"endTime":1875.3,"body":"feedback loop goes like this."},{"speaker":"Dan Moyer","startTime":1871.22,"endTime":1875.3,"body":"They have shame about their"},{"speaker":"Dan Moyer","startTime":1875.3,"endTime":1879.08,"body":"finances, and they neglect"},{"speaker":"Dan Moyer","startTime":1875.3,"endTime":1879.08,"body":"looking at their bills due to"},{"speaker":"Dan Moyer","startTime":1879.08,"endTime":1881.96,"body":"the financial stress that they"},{"speaker":"Dan Moyer","startTime":1879.08,"endTime":1881.96,"body":"know they have. So they"},{"speaker":"Dan Moyer","startTime":1881.99,"endTime":1885.53,"body":"overspend to make themselves"},{"speaker":"Dan Moyer","startTime":1881.99,"endTime":1885.53,"body":"feel better, which leads back to"},{"speaker":"Dan Moyer","startTime":1885.53,"endTime":1888.47,"body":"the shame and back to the top of"},{"speaker":"Dan Moyer","startTime":1885.53,"endTime":1888.47,"body":"the wheel and just continues"},{"speaker":"Dan Moyer","startTime":1888.47,"endTime":1893.66,"body":"going over and over and over"},{"speaker":"Dan Moyer","startTime":1888.47,"endTime":1893.66,"body":"again. The money status, people"},{"speaker":"Dan Moyer","startTime":1893.66,"endTime":1897.23,"body":"basically, it's this one very"},{"speaker":"Dan Moyer","startTime":1893.66,"endTime":1897.23,"body":"simple phrase, your net worth"},{"speaker":"Dan Moyer","startTime":1897.26,"endTime":1900.38,"body":"equals your self worth. These"},{"speaker":"Dan Moyer","startTime":1897.26,"endTime":1900.38,"body":"individuals, the money status"},{"speaker":"Dan Moyer","startTime":1900.38,"endTime":1903.77,"body":"are more into displaying their"},{"speaker":"Dan Moyer","startTime":1900.38,"endTime":1903.77,"body":"wealth than anything else, they"},{"speaker":"Dan Moyer","startTime":1903.77,"endTime":1906.59,"body":"probably have little or no"},{"speaker":"Dan Moyer","startTime":1903.77,"endTime":1906.59,"body":"savings, they're likely caught"},{"speaker":"Dan Moyer","startTime":1906.59,"endTime":1909.35,"body":"up in buying things that will"},{"speaker":"Dan Moyer","startTime":1906.59,"endTime":1909.35,"body":"increase the status of"},{"speaker":"Dan Moyer","startTime":1909.35,"endTime":1913.01,"body":"themselves. In the eyes of"},{"speaker":"Dan Moyer","startTime":1909.35,"endTime":1913.01,"body":"others, like they'll you know,"},{"speaker":"Dan Moyer","startTime":1913.01,"endTime":1917.33,"body":"buy the newest gear, the newest"},{"speaker":"Dan Moyer","startTime":1913.01,"endTime":1917.33,"body":"phone, new clothes, shoes for"},{"speaker":"Dan Moyer","startTime":1917.33,"endTime":1921.74,"body":"every day of the month. My"},{"speaker":"Dan Moyer","startTime":1917.33,"endTime":1921.74,"body":"friend, Joy Michelle or joy"},{"speaker":"Dan Moyer","startTime":1921.74,"endTime":1925.55,"body":"Aleman. She is known as Dr."},{"speaker":"Dan Moyer","startTime":1921.74,"endTime":1925.55,"body":"Michelle online. We talked about"},{"speaker":"Dan Moyer","startTime":1925.55,"endTime":1931.97,"body":"this in her Facebook group. And"},{"speaker":"Dan Moyer","startTime":1925.55,"endTime":1931.97,"body":"it basically says that if you've"},{"speaker":"Dan Moyer","startTime":1931.97,"endTime":1935.42,"body":"ever gone past a house that has"},{"speaker":"Dan Moyer","startTime":1931.97,"endTime":1935.42,"body":"like, you know that the car the"},{"speaker":"Dan Moyer","startTime":1935.42,"endTime":1937.64,"body":"driver looks like it's more"},{"speaker":"Dan Moyer","startTime":1935.42,"endTime":1937.64,"body":"expensive than the house. She"},{"speaker":"Dan Moyer","startTime":1937.64,"endTime":1940.85,"body":"calls that big hat, no cattle,"},{"speaker":"Dan Moyer","startTime":1937.64,"endTime":1940.85,"body":"which I love. But that's money"},{"speaker":"Dan Moyer","startTime":1940.85,"endTime":1944.45,"body":"status, that your net worth"},{"speaker":"Dan Moyer","startTime":1940.85,"endTime":1944.45,"body":"equals your self worth. Next is"},{"speaker":"Dan Moyer","startTime":1944.45,"endTime":1948.62,"body":"money worship. This one's"},{"speaker":"Dan Moyer","startTime":1944.45,"endTime":1948.62,"body":"tricky. It is similar to money"},{"speaker":"Dan Moyer","startTime":1948.62,"endTime":1952.43,"body":"status, except that money"},{"speaker":"Dan Moyer","startTime":1948.62,"endTime":1952.43,"body":"worshippers believe that their"},{"speaker":"Dan Moyer","startTime":1952.43,"endTime":1955.43,"body":"lives are going to significantly"},{"speaker":"Dan Moyer","startTime":1952.43,"endTime":1955.43,"body":"improve if they just have more"},{"speaker":"Dan Moyer","startTime":1955.43,"endTime":1959.63,"body":"money. That is a core belief"},{"speaker":"Dan Moyer","startTime":1955.43,"endTime":1959.63,"body":"that that money is the key to"},{"speaker":"Dan Moyer","startTime":1959.63,"endTime":1961.67,"body":"happiness and the key to their"},{"speaker":"Dan Moyer","startTime":1959.63,"endTime":1961.67,"body":"happiness. And they tell"},{"speaker":"Dan Moyer","startTime":1961.67,"endTime":1965.42,"body":"themselves, that wealth is"},{"speaker":"Dan Moyer","startTime":1961.67,"endTime":1965.42,"body":"freedom. They tend to put work"},{"speaker":"Dan Moyer","startTime":1965.45,"endTime":1968.27,"body":"ahead of family and think that"},{"speaker":"Dan Moyer","startTime":1965.45,"endTime":1968.27,"body":"the more they work, the more"},{"speaker":"Dan Moyer","startTime":1968.27,"endTime":1973.46,"body":"money they will make. And this"},{"speaker":"Dan Moyer","startTime":1968.27,"endTime":1973.46,"body":"is a very difficult problem for"},{"speaker":"Dan Moyer","startTime":1973.46,"endTime":1976.85,"body":"a lot of photographers, as we"},{"speaker":"Dan Moyer","startTime":1973.46,"endTime":1976.85,"body":"feel so tied to the more"},{"speaker":"Dan Moyer","startTime":1976.85,"endTime":1979.46,"body":"weddings we shoot, the more"},{"speaker":"Dan Moyer","startTime":1976.85,"endTime":1979.46,"body":"sessions we shoot, the more"},{"speaker":"Dan Moyer","startTime":1979.46,"endTime":1981.8,"body":"money we're going to make. But"},{"speaker":"Dan Moyer","startTime":1979.46,"endTime":1981.8,"body":"here's where things get really"},{"speaker":"Dan Moyer","startTime":1981.8,"endTime":1986.66,"body":"tricky. There's a feedback loop"},{"speaker":"Dan Moyer","startTime":1981.8,"endTime":1986.66,"body":"that these money worshippers get"},{"speaker":"Dan Moyer","startTime":1986.66,"endTime":1992.12,"body":"stuck in as well. It's a cycle"},{"speaker":"Dan Moyer","startTime":1986.66,"endTime":1992.12,"body":"of money and work and stress is"},{"speaker":"Dan Moyer","startTime":1992.12,"endTime":1994.94,"body":"basically that the more the more"},{"speaker":"Dan Moyer","startTime":1992.12,"endTime":1994.94,"body":"they work, the more money they"},{"speaker":"Dan Moyer","startTime":1994.94,"endTime":1998.45,"body":"get, but they never feel like"},{"speaker":"Dan Moyer","startTime":1994.94,"endTime":1998.45,"body":"they have enough money. So they"},{"speaker":"Dan Moyer","startTime":1998.51,"endTime":2001.66,"body":"don't spend enough time with"},{"speaker":"Dan Moyer","startTime":1998.51,"endTime":2001.66,"body":"their family members or do"},{"speaker":"Dan Moyer","startTime":2001.66,"endTime":2005.23,"body":"anything else outside of work."},{"speaker":"Dan Moyer","startTime":2001.66,"endTime":2005.23,"body":"Because they're working so much."},{"speaker":"Dan Moyer","startTime":2005.32,"endTime":2008.32,"body":"So they work more to buy their"},{"speaker":"Dan Moyer","startTime":2005.32,"endTime":2008.32,"body":"freedoms so they can spend time"},{"speaker":"Dan Moyer","startTime":2008.32,"endTime":2012.1,"body":"with their family and on and on"},{"speaker":"Dan Moyer","startTime":2008.32,"endTime":2012.1,"body":"and on it goes. But the most"},{"speaker":"Dan Moyer","startTime":2012.1,"endTime":2014.98,"body":"difficult part of this is that"},{"speaker":"Dan Moyer","startTime":2012.1,"endTime":2014.98,"body":"the money worshippers have"},{"speaker":"Dan Moyer","startTime":2014.98,"endTime":2018.34,"body":"difficulty seeing their"},{"speaker":"Dan Moyer","startTime":2014.98,"endTime":2018.34,"body":"struggles, because they don't"},{"speaker":"Dan Moyer","startTime":2018.34,"endTime":2020.92,"body":"view their negative thought"},{"speaker":"Dan Moyer","startTime":2018.34,"endTime":2020.92,"body":"patterns as quote unquote"},{"speaker":"Dan Moyer","startTime":2020.92,"endTime":2024.82,"body":"worship. The last one is money"},{"speaker":"Dan Moyer","startTime":2020.92,"endTime":2024.82,"body":"vigilance. Now this is"},{"speaker":"Dan Moyer","startTime":2024.82,"endTime":2030.31,"body":"considered the most healthy of"},{"speaker":"Dan Moyer","startTime":2024.82,"endTime":2030.31,"body":"all the mindsets. He basically"},{"speaker":"Dan Moyer","startTime":2030.31,"endTime":2034.33,"body":"says that the money vigilant are"},{"speaker":"Dan Moyer","startTime":2030.31,"endTime":2034.33,"body":"aware that money is very helpful"},{"speaker":"Dan Moyer","startTime":2034.33,"endTime":2037.54,"body":"in life, but it's only what you"},{"speaker":"Dan Moyer","startTime":2034.33,"endTime":2037.54,"body":"make of it. The money vigilant"},{"speaker":"Dan Moyer","startTime":2037.54,"endTime":2041.29,"body":"recognize money is a powerful"},{"speaker":"Dan Moyer","startTime":2037.54,"endTime":2041.29,"body":"part of making life easier in"},{"speaker":"Dan Moyer","startTime":2041.29,"endTime":2044.47,"body":"general, but also recognize that"},{"speaker":"Dan Moyer","startTime":2041.29,"endTime":2044.47,"body":"money itself does not bring"},{"speaker":"Dan Moyer","startTime":2044.47,"endTime":2047.47,"body":"happiness. Now the money"},{"speaker":"Dan Moyer","startTime":2044.47,"endTime":2047.47,"body":"vigilant focus on building"},{"speaker":"Dan Moyer","startTime":2047.47,"endTime":2051.55,"body":"wealth, they encourage saving"},{"speaker":"Dan Moyer","startTime":2047.47,"endTime":2051.55,"body":"and frugality. They rarely use"},{"speaker":"Dan Moyer","startTime":2051.55,"endTime":2054.79,"body":"credit, they look for bargains"},{"speaker":"Dan Moyer","startTime":2051.55,"endTime":2054.79,"body":"and spend within their means."},{"speaker":"Dan Moyer","startTime":2055.24,"endTime":2058.93,"body":"The money vigilant typically"},{"speaker":"Dan Moyer","startTime":2055.24,"endTime":2058.93,"body":"have a protective and positive"},{"speaker":"Dan Moyer","startTime":2058.93,"endTime":2062.26,"body":"mindset. But this also can lead"},{"speaker":"Dan Moyer","startTime":2058.93,"endTime":2062.26,"body":"to an over fixation on their"},{"speaker":"Dan Moyer","startTime":2062.26,"endTime":2066.1,"body":"finances, which can hinder the"},{"speaker":"Dan Moyer","startTime":2062.26,"endTime":2066.1,"body":"money vigilant from reaping the"},{"speaker":"Dan Moyer","startTime":2066.52,"endTime":2071.02,"body":"I guess the full benefits of"},{"speaker":"Dan Moyer","startTime":2066.52,"endTime":2071.02,"body":"their positive finances. So let"},{"speaker":"Dan Moyer","startTime":2071.02,"endTime":2073.6,"body":"me just put this also simply,"},{"speaker":"Dan Moyer","startTime":2071.02,"endTime":2073.6,"body":"here's these four money"},{"speaker":"Dan Moyer","startTime":2073.6,"endTime":2076.99,"body":"mindsets, money avoidant money,"},{"speaker":"Dan Moyer","startTime":2073.6,"endTime":2076.99,"body":"status, money, worship, money"},{"speaker":"Dan Moyer","startTime":2076.99,"endTime":2082.24,"body":"vigilance. Here's where we're"},{"speaker":"Dan Moyer","startTime":2076.99,"endTime":2082.24,"body":"trying to get to. A positive"},{"speaker":"Dan Moyer","startTime":2082.24,"endTime":2085.93,"body":"relationship with money looks"},{"speaker":"Dan Moyer","startTime":2082.24,"endTime":2085.93,"body":"like understanding the power of"},{"speaker":"Dan Moyer","startTime":2085.93,"endTime":2089.17,"body":"money and how it can be used for"},{"speaker":"Dan Moyer","startTime":2085.93,"endTime":2089.17,"body":"good. It looks like taking steps"},{"speaker":"Dan Moyer","startTime":2089.17,"endTime":2091.69,"body":"to build wealth, such as"},{"speaker":"Dan Moyer","startTime":2089.17,"endTime":2091.69,"body":"investing and saving and"},{"speaker":"Dan Moyer","startTime":2091.69,"endTime":2095.53,"body":"budgeting. And also recognizing"},{"speaker":"Dan Moyer","startTime":2091.69,"endTime":2095.53,"body":"that money is not a source of"},{"speaker":"Dan Moyer","startTime":2095.53,"endTime":2098.86,"body":"fulfillment. It looks like"},{"speaker":"Dan Moyer","startTime":2095.53,"endTime":2098.86,"body":"embracing financial freedom and"},{"speaker":"Dan Moyer","startTime":2098.86,"endTime":2101.8,"body":"the confidence and and building"},{"speaker":"Dan Moyer","startTime":2098.86,"endTime":2101.8,"body":"the confidence really to make"},{"speaker":"Dan Moyer","startTime":2101.8,"endTime":2106.03,"body":"smart financial decisions. It"},{"speaker":"Dan Moyer","startTime":2101.8,"endTime":2106.03,"body":"looks like being mindful of"},{"speaker":"Dan Moyer","startTime":2106.03,"endTime":2109.3,"body":"spending and budgeting along"},{"speaker":"Dan Moyer","startTime":2106.03,"endTime":2109.3,"body":"your values and then ruthlessly"},{"speaker":"Dan Moyer","startTime":2109.3,"endTime":2113.86,"body":"cutting everywhere else. And my"},{"speaker":"Dan Moyer","startTime":2109.3,"endTime":2113.86,"body":"favorite part is, it looks like"},{"speaker":"Dan Moyer","startTime":2113.86,"endTime":2117.01,"body":"being aware of the stories we"},{"speaker":"Dan Moyer","startTime":2113.86,"endTime":2117.01,"body":"tell ourselves about money and"},{"speaker":"Dan Moyer","startTime":2117.01,"endTime":2119.5,"body":"taking control of our own"},{"speaker":"Dan Moyer","startTime":2117.01,"endTime":2119.5,"body":"narratives. And let me just say"},{"speaker":"Dan Moyer","startTime":2119.5,"endTime":2122.29,"body":"that part one more time, because"},{"speaker":"Dan Moyer","startTime":2119.5,"endTime":2122.29,"body":"I think this is a big part"},{"speaker":"Dan Moyer","startTime":2122.29,"endTime":2126.07,"body":"that's going to come up next, it"},{"speaker":"Dan Moyer","startTime":2122.29,"endTime":2126.07,"body":"looks like being aware of the"},{"speaker":"Dan Moyer","startTime":2126.07,"endTime":2128.56,"body":"stories we tell ourselves about"},{"speaker":"Dan Moyer","startTime":2126.07,"endTime":2128.56,"body":"money and taking control of our"},{"speaker":"Dan Moyer","startTime":2128.56,"endTime":2131.59,"body":"own narratives. Now, before I"},{"speaker":"Dan Moyer","startTime":2128.56,"endTime":2131.59,"body":"get into this next part, I am"},{"speaker":"Dan Moyer","startTime":2131.59,"endTime":2133.93,"body":"not naive enough to say that"},{"speaker":"Dan Moyer","startTime":2131.59,"endTime":2133.93,"body":"you're going to do these next"},{"speaker":"Dan Moyer","startTime":2133.93,"endTime":2136.36,"body":"four things and everything's"},{"speaker":"Dan Moyer","startTime":2133.93,"endTime":2136.36,"body":"going to be totally fine. You"},{"speaker":"Dan Moyer","startTime":2136.36,"endTime":2139.0,"body":"may have some deep seated stuff"},{"speaker":"Dan Moyer","startTime":2136.36,"endTime":2139.0,"body":"that you need the help of a"},{"speaker":"Dan Moyer","startTime":2139.0,"endTime":2141.94,"body":"professional to work through."},{"speaker":"Dan Moyer","startTime":2139.0,"endTime":2141.94,"body":"And that's where a good"},{"speaker":"Dan Moyer","startTime":2141.94,"endTime":2144.28,"body":"counselor or a good therapist"},{"speaker":"Dan Moyer","startTime":2141.94,"endTime":2144.28,"body":"can help you unpack some of"},{"speaker":"Dan Moyer","startTime":2144.28,"endTime":2148.18,"body":"them. I've been in therapy for"},{"speaker":"Dan Moyer","startTime":2144.28,"endTime":2148.18,"body":"over two years, it's very"},{"speaker":"Dan Moyer","startTime":2148.18,"endTime":2150.19,"body":"helpful for me, and we've"},{"speaker":"Dan Moyer","startTime":2148.18,"endTime":2150.19,"body":"definitely unpacked some money"},{"speaker":"Dan Moyer","startTime":2150.19,"endTime":2154.9,"body":"stuff with my therapist. But"},{"speaker":"Dan Moyer","startTime":2150.19,"endTime":2154.9,"body":"here's sort of a few things that"},{"speaker":"Dan Moyer","startTime":2154.9,"endTime":2157.63,"body":"I think are broadly applicable"},{"speaker":"Dan Moyer","startTime":2154.9,"endTime":2157.63,"body":"based on my own experience."},{"speaker":"Dan Moyer","startTime":2157.78,"endTime":2160.96,"body":"Here's some steps to start"},{"speaker":"Dan Moyer","startTime":2157.78,"endTime":2160.96,"body":"overcoming and working through"},{"speaker":"Dan Moyer","startTime":2160.99,"endTime":2164.65,"body":"your negative money mindset. If"},{"speaker":"Dan Moyer","startTime":2160.99,"endTime":2164.65,"body":"one of those stuck out that we"},{"speaker":"Dan Moyer","startTime":2164.65,"endTime":2169.57,"body":"went through, the first step is"},{"speaker":"Dan Moyer","startTime":2164.65,"endTime":2169.57,"body":"to identify the problem. The"},{"speaker":"Dan Moyer","startTime":2169.57,"endTime":2172.15,"body":"next step is to ask yourself"},{"speaker":"Dan Moyer","startTime":2169.57,"endTime":2172.15,"body":"questions to understand that"},{"speaker":"Dan Moyer","startTime":2172.15,"endTime":2175.75,"body":"problem. Third is to pinpoint"},{"speaker":"Dan Moyer","startTime":2172.15,"endTime":2175.75,"body":"the lie you're telling yourself."},{"speaker":"Dan Moyer","startTime":2176.14,"endTime":2180.88,"body":"And the fourth is to reframe it."},{"speaker":"Dan Moyer","startTime":2176.14,"endTime":2180.88,"body":"So in my own personal life, my"},{"speaker":"Dan Moyer","startTime":2180.88,"endTime":2184.0,"body":"problems, you know, several"},{"speaker":"Dan Moyer","startTime":2180.88,"endTime":2184.0,"body":"years ago, were that I was"},{"speaker":"Dan Moyer","startTime":2184.0,"endTime":2186.82,"body":"spending way too much money on"},{"speaker":"Dan Moyer","startTime":2184.0,"endTime":2186.82,"body":"the stuff that I didn't have"},{"speaker":"Dan Moyer","startTime":2186.82,"endTime":2189.85,"body":"money for and didn't need and"},{"speaker":"Dan Moyer","startTime":2186.82,"endTime":2189.85,"body":"wasn't part of the values I"},{"speaker":"Dan Moyer","startTime":2189.85,"endTime":2190.99,"body":"really had in my life."},{"speaker":"Unknown","startTime":2192.28,"endTime":2195.4,"body":"I was spending money on"},{"speaker":"Unknown","startTime":2192.28,"endTime":2195.4,"body":"way eating out way too much,"},{"speaker":"Unknown","startTime":2195.64,"endTime":2197.68,"body":"especially with my clients are"},{"speaker":"Unknown","startTime":2195.64,"endTime":2197.68,"body":"spending too much money on"},{"speaker":"Unknown","startTime":2197.92,"endTime":2201.43,"body":"coffee, like an insane amount of"},{"speaker":"Unknown","startTime":2197.92,"endTime":2201.43,"body":"coffee, I'd go and start working"},{"speaker":"Unknown","startTime":2201.43,"endTime":2203.65,"body":"in the morning, and then I would"},{"speaker":"Unknown","startTime":2201.43,"endTime":2203.65,"body":"stay there for lunch, I'd get"},{"speaker":"Unknown","startTime":2203.65,"endTime":2207.25,"body":"multiple coffees, 3040 bucks,"},{"speaker":"Unknown","startTime":2203.65,"endTime":2207.25,"body":"you know, several times a week"},{"speaker":"Unknown","startTime":2207.25,"endTime":2210.37,"body":"adds up to be a lot. I bought"},{"speaker":"Unknown","startTime":2207.25,"endTime":2210.37,"body":"the gear I didn't need I spent I"},{"speaker":"Unknown","startTime":2210.37,"endTime":2214.06,"body":"bought tickets for first class,"},{"speaker":"Unknown","startTime":2210.37,"endTime":2214.06,"body":"it was ridiculous. What was"},{"speaker":"Unknown","startTime":2214.06,"endTime":2217.78,"body":"actually going on, is I'm"},{"speaker":"Unknown","startTime":2214.06,"endTime":2217.78,"body":"starting to ask myself questions"},{"speaker":"Unknown","startTime":2217.78,"endTime":2220.3,"body":"about this is that I really"},{"speaker":"Unknown","startTime":2217.78,"endTime":2220.3,"body":"cared a lot about what people"},{"speaker":"Unknown","startTime":2220.3,"endTime":2224.2,"body":"thought of me, I wanted to look"},{"speaker":"Unknown","startTime":2220.3,"endTime":2224.2,"body":"successful right away. And at a"},{"speaker":"Unknown","startTime":2224.2,"endTime":2228.61,"body":"deeper level, I was scared of"},{"speaker":"Unknown","startTime":2224.2,"endTime":2228.61,"body":"having too much money. I was"},{"speaker":"Unknown","startTime":2228.61,"endTime":2230.62,"body":"scared because I didn't know how"},{"speaker":"Unknown","startTime":2228.61,"endTime":2230.62,"body":"to manage it. I didn't"},{"speaker":"Unknown","startTime":2230.65,"endTime":2233.41,"body":"understand the taxes,"},{"speaker":"Unknown","startTime":2230.65,"endTime":2233.41,"body":"investments and all that scary"},{"speaker":"Unknown","startTime":2233.41,"endTime":2237.28,"body":"stuff. And this came from the"},{"speaker":"Unknown","startTime":2233.41,"endTime":2237.28,"body":"lies that I was telling myself."},{"speaker":"Unknown","startTime":2237.4,"endTime":2240.91,"body":"And here's where I pinpointed my"},{"speaker":"Unknown","startTime":2237.4,"endTime":2240.91,"body":"lies. I believe that my parents"},{"speaker":"Unknown","startTime":2240.91,"endTime":2244.69,"body":"who worked extremely hard, they"},{"speaker":"Unknown","startTime":2240.91,"endTime":2244.69,"body":"worked two jobs. You know, I"},{"speaker":"Unknown","startTime":2244.69,"endTime":2247.36,"body":"remember my dad hustlin was a"},{"speaker":"Unknown","startTime":2244.69,"endTime":2247.36,"body":"pros manager. And then he'd go"},{"speaker":"Unknown","startTime":2247.36,"endTime":2249.79,"body":"and work at like Sears selling"},{"speaker":"Unknown","startTime":2247.36,"endTime":2249.79,"body":"siding at night or something"},{"speaker":"Unknown","startTime":2249.79,"endTime":2253.51,"body":"like that. And they work so"},{"speaker":"Unknown","startTime":2249.79,"endTime":2253.51,"body":"hard, and so often, but I never"},{"speaker":"Unknown","startTime":2253.51,"endTime":2255.58,"body":"felt like we were getting ahead."},{"speaker":"Unknown","startTime":2253.51,"endTime":2255.58,"body":"So I thought, well, if my"},{"speaker":"Unknown","startTime":2255.58,"endTime":2258.55,"body":"parents didn't make great money,"},{"speaker":"Unknown","startTime":2255.58,"endTime":2258.55,"body":"why would I make great money. I"},{"speaker":"Unknown","startTime":2258.55,"endTime":2261.91,"body":"also believe that through seeing"},{"speaker":"Unknown","startTime":2258.55,"endTime":2261.91,"body":"things in my impressionable"},{"speaker":"Unknown","startTime":2261.91,"endTime":2264.94,"body":"years, in my middle school"},{"speaker":"Unknown","startTime":2261.91,"endTime":2264.94,"body":"years, that money will change me"},{"speaker":"Unknown","startTime":2264.94,"endTime":2268.48,"body":"and make me a bad person. And I"},{"speaker":"Unknown","startTime":2264.94,"endTime":2268.48,"body":"also told myself that I was"},{"speaker":"Unknown","startTime":2268.48,"endTime":2272.29,"body":"impatient, and I wanted success"},{"speaker":"Unknown","startTime":2268.48,"endTime":2272.29,"body":"now. And all those things, if"},{"speaker":"Unknown","startTime":2272.29,"endTime":2275.2,"body":"you look at, you know what was"},{"speaker":"Unknown","startTime":2272.29,"endTime":2275.2,"body":"actually going on, they all feed"},{"speaker":"Unknown","startTime":2275.2,"endTime":2281.38,"body":"into each other. But I looked"},{"speaker":"Unknown","startTime":2275.2,"endTime":2281.38,"body":"deep, and I said, I'm telling"},{"speaker":"Unknown","startTime":2281.38,"endTime":2285.4,"body":"myself the wrong stories, I can"},{"speaker":"Unknown","startTime":2281.38,"endTime":2285.4,"body":"tell myself new stories and look"},{"speaker":"Unknown","startTime":2285.4,"endTime":2288.88,"body":"at my situation in a different"},{"speaker":"Unknown","startTime":2285.4,"endTime":2288.88,"body":"way. So I reframed all of them."},{"speaker":"Unknown","startTime":2289.3,"endTime":2293.02,"body":"I said, my life is not my"},{"speaker":"Unknown","startTime":2289.3,"endTime":2293.02,"body":"parents life, I have more"},{"speaker":"Unknown","startTime":2293.02,"endTime":2296.23,"body":"opportunity, more education, and"},{"speaker":"Unknown","startTime":2293.02,"endTime":2296.23,"body":"I can be the change I want to"},{"speaker":"Unknown","startTime":2296.23,"endTime":2299.23,"body":"see in my life. And I spent time"},{"speaker":"Unknown","startTime":2296.23,"endTime":2299.23,"body":"thinking about that, and"},{"speaker":"Unknown","startTime":2299.23,"endTime":2301.84,"body":"meditating on that. And I wrote"},{"speaker":"Unknown","startTime":2299.23,"endTime":2301.84,"body":"these things down and read them"},{"speaker":"Unknown","startTime":2301.84,"endTime":2308.08,"body":"regularly. This next one, it was"},{"speaker":"Unknown","startTime":2301.84,"endTime":2308.08,"body":"that money is neutral. It does"},{"speaker":"Unknown","startTime":2308.08,"endTime":2311.38,"body":"not have power over me money is"},{"speaker":"Unknown","startTime":2308.08,"endTime":2311.38,"body":"just a tool. And there's often"},{"speaker":"Unknown","startTime":2311.38,"endTime":2314.71,"body":"this like very misquoted Bible"},{"speaker":"Unknown","startTime":2311.38,"endTime":2314.71,"body":"verse that says, you know, money"},{"speaker":"Unknown","startTime":2314.71,"endTime":2319.39,"body":"is the root of all evil. First"},{"speaker":"Unknown","startTime":2314.71,"endTime":2319.39,"body":"Timothy 610 actually says, For"},{"speaker":"Unknown","startTime":2319.39,"endTime":2323.02,"body":"the love of money is the root of"},{"speaker":"Unknown","startTime":2319.39,"endTime":2323.02,"body":"all evil. Money is just neutral."},{"speaker":"Unknown","startTime":2323.02,"endTime":2325.96,"body":"It's just a tool. It's the"},{"speaker":"Unknown","startTime":2323.02,"endTime":2325.96,"body":"obsession with money. That"},{"speaker":"Unknown","startTime":2325.96,"endTime":2328.63,"body":"changes people. It's the"},{"speaker":"Unknown","startTime":2325.96,"endTime":2328.63,"body":"obsession with power that"},{"speaker":"Unknown","startTime":2328.63,"endTime":2332.53,"body":"changes people money is a very"},{"speaker":"Unknown","startTime":2328.63,"endTime":2332.53,"body":"powerful tool, but I can use it"},{"speaker":"Unknown","startTime":2332.53,"endTime":2338.59,"body":"for good. And that is how on a"},{"speaker":"Unknown","startTime":2332.53,"endTime":2338.59,"body":"very basic level, we start to"},{"speaker":"Unknown","startTime":2339.28,"endTime":2343.75,"body":"overcome the stories that we"},{"speaker":"Unknown","startTime":2339.28,"endTime":2343.75,"body":"tell ourselves about money and"},{"speaker":"Unknown","startTime":2343.75,"endTime":2347.89,"body":"how we deal with it. And I know"},{"speaker":"Unknown","startTime":2343.75,"endTime":2347.89,"body":"this is like a very surface"},{"speaker":"Unknown","startTime":2347.89,"endTime":2352.18,"body":"level like 500 foot view of"},{"speaker":"Unknown","startTime":2347.89,"endTime":2352.18,"body":"this. But the next thing after"},{"speaker":"Unknown","startTime":2352.18,"endTime":2355.0,"body":"you start reframing This is to"},{"speaker":"Unknown","startTime":2352.18,"endTime":2355.0,"body":"grow in confidence around your"},{"speaker":"Unknown","startTime":2355.0,"endTime":2358.63,"body":"finances, read books, listen to"},{"speaker":"Unknown","startTime":2355.0,"endTime":2358.63,"body":"podcasts, go to my website,"},{"speaker":"Unknown","startTime":2358.63,"endTime":2363.37,"body":"focus power force.com/f F and"},{"speaker":"Unknown","startTime":2358.63,"endTime":2363.37,"body":"download the finance focus steps"},{"speaker":"Unknown","startTime":2363.37,"endTime":2366.67,"body":"that my wife and I used to get"},{"speaker":"Unknown","startTime":2363.37,"endTime":2366.67,"body":"out of debt and just start"},{"speaker":"Unknown","startTime":2366.67,"endTime":2369.34,"body":"increasing your confidence"},{"speaker":"Unknown","startTime":2366.67,"endTime":2369.34,"body":"around it. Change this mindset"},{"speaker":"Unknown","startTime":2369.34,"endTime":2372.1,"body":"first and then start budgeting"},{"speaker":"Unknown","startTime":2369.34,"endTime":2372.1,"body":"then just start really"},{"speaker":"Unknown","startTime":2372.22,"endTime":2375.52,"body":"increasing your confidence by"},{"speaker":"Unknown","startTime":2372.22,"endTime":2375.52,"body":"putting into action, the things"},{"speaker":"Unknown","startTime":2375.52,"endTime":2378.43,"body":"that you didn't believe that you"},{"speaker":"Unknown","startTime":2375.52,"endTime":2378.43,"body":"could do that now you can start"},{"speaker":"Unknown","startTime":2378.43,"endTime":2381.16,"body":"doing because you are building"},{"speaker":"Unknown","startTime":2378.43,"endTime":2381.16,"body":"the confidence you change your"},{"speaker":"Unknown","startTime":2381.16,"endTime":2384.4,"body":"mindset first, and then you can"},{"speaker":"Unknown","startTime":2381.16,"endTime":2384.4,"body":"get into action. I hope this is"},{"speaker":"Unknown","startTime":2384.4,"endTime":2386.92,"body":"helpful. I'm so thankful that"},{"speaker":"Unknown","startTime":2384.4,"endTime":2386.92,"body":"you are listening to this"},{"speaker":"Unknown","startTime":2386.92,"endTime":2391.21,"body":"episode. You can find me at"},{"speaker":"Unknown","startTime":2386.92,"endTime":2391.21,"body":"Focus photographers.com You can"},{"speaker":"Unknown","startTime":2391.21,"endTime":2393.79,"body":"also follow along on my"},{"speaker":"Unknown","startTime":2391.21,"endTime":2393.79,"body":"instagram at get focused"},{"speaker":"Unknown","startTime":2393.79,"endTime":2396.91,"body":"photographers. If you have any"},{"speaker":"Unknown","startTime":2393.79,"endTime":2396.91,"body":"questions hit me up Daniel at"},{"speaker":"Unknown","startTime":2396.91,"endTime":2399.85,"body":"Focus photographers.com Make it"},{"speaker":"Unknown","startTime":2396.91,"endTime":2399.85,"body":"a great day. I'll talk to you"},{"speaker":"Unknown","startTime":2399.85,"endTime":2400.0,"body":"later."},{"speaker":"Lisa DiGeso","startTime":2401.35,"endTime":2404.53,"body":"Hello, my beautiful"},{"speaker":"Lisa DiGeso","startTime":2401.35,"endTime":2404.53,"body":"friends. I am so excited to be a"},{"speaker":"Lisa DiGeso","startTime":2404.53,"endTime":2408.04,"body":"part of this collaborative"},{"speaker":"Lisa DiGeso","startTime":2404.53,"endTime":2408.04,"body":"episode. Now if we haven't met"},{"speaker":"Lisa DiGeso","startTime":2408.04,"endTime":2410.98,"body":"yet, I'm Lisa. I've been a"},{"speaker":"Lisa DiGeso","startTime":2408.04,"endTime":2410.98,"body":"photographer at my company milk"},{"speaker":"Lisa DiGeso","startTime":2410.98,"endTime":2414.64,"body":"and honey photography for over"},{"speaker":"Lisa DiGeso","startTime":2410.98,"endTime":2414.64,"body":"13 years. I'm the co owner of"},{"speaker":"Lisa DiGeso","startTime":2414.64,"endTime":2419.02,"body":"the Milky Way, photographers"},{"speaker":"Lisa DiGeso","startTime":2414.64,"endTime":2419.02,"body":"resource host and producer of"},{"speaker":"Lisa DiGeso","startTime":2419.02,"endTime":2422.32,"body":"the online retreat series"},{"speaker":"Lisa DiGeso","startTime":2419.02,"endTime":2422.32,"body":"podcast host of the art and soul"},{"speaker":"Lisa DiGeso","startTime":2422.32,"endTime":2428.17,"body":"show wannabe yogi, avid book"},{"speaker":"Lisa DiGeso","startTime":2422.32,"endTime":2428.17,"body":"buyer and education junkie. I am"},{"speaker":"Lisa DiGeso","startTime":2428.17,"endTime":2431.29,"body":"a curious cat, I'm always"},{"speaker":"Lisa DiGeso","startTime":2428.17,"endTime":2431.29,"body":"exploring and researching"},{"speaker":"Lisa DiGeso","startTime":2431.29,"endTime":2434.32,"body":"something and I've never been a"},{"speaker":"Lisa DiGeso","startTime":2431.29,"endTime":2434.32,"body":"color inside the lines kind of"},{"speaker":"Lisa DiGeso","startTime":2434.32,"endTime":2437.68,"body":"girl. I look at the world with a"},{"speaker":"Lisa DiGeso","startTime":2434.32,"endTime":2437.68,"body":"sense of humor and have never"},{"speaker":"Lisa DiGeso","startTime":2437.68,"endTime":2441.04,"body":"taken off my rose colored"},{"speaker":"Lisa DiGeso","startTime":2437.68,"endTime":2441.04,"body":"glasses. This is the kind of art"},{"speaker":"Lisa DiGeso","startTime":2441.04,"endTime":2443.62,"body":"I create. And that's the kind of"},{"speaker":"Lisa DiGeso","startTime":2441.04,"endTime":2443.62,"body":"businesses that I run."},{"speaker":"Lisa DiGeso","startTime":2443.89,"endTime":2448.06,"body":"businesses run with intention,"},{"speaker":"Lisa DiGeso","startTime":2443.89,"endTime":2448.06,"body":"integrity, heart and soul. I am"},{"speaker":"Lisa DiGeso","startTime":2448.06,"endTime":2451.18,"body":"Mom very proud of our students."},{"speaker":"Lisa DiGeso","startTime":2448.06,"endTime":2451.18,"body":"And I really get lit up by their"},{"speaker":"Lisa DiGeso","startTime":2451.18,"endTime":2455.05,"body":"transformations confidence and"},{"speaker":"Lisa DiGeso","startTime":2451.18,"endTime":2455.05,"body":"their belief in themselves. My"},{"speaker":"Lisa DiGeso","startTime":2455.05,"endTime":2460.03,"body":"purpose is to create, empower,"},{"speaker":"Lisa DiGeso","startTime":2455.05,"endTime":2460.03,"body":"educate and entertain and I am"},{"speaker":"Lisa DiGeso","startTime":2460.03,"endTime":2465.1,"body":"happiest when all of those blend"},{"speaker":"Lisa DiGeso","startTime":2460.03,"endTime":2465.1,"body":"together. So today, I'm going to"},{"speaker":"Lisa DiGeso","startTime":2465.1,"endTime":2468.19,"body":"share with you something that"},{"speaker":"Lisa DiGeso","startTime":2465.1,"endTime":2468.19,"body":"really is near and dear to my"},{"speaker":"Lisa DiGeso","startTime":2468.19,"endTime":2472.27,"body":"heart time management for"},{"speaker":"Lisa DiGeso","startTime":2468.19,"endTime":2472.27,"body":"photographers. Another reason I"},{"speaker":"Lisa DiGeso","startTime":2472.27,"endTime":2476.41,"body":"love this topic so much is"},{"speaker":"Lisa DiGeso","startTime":2472.27,"endTime":2476.41,"body":"because well I probably have a"},{"speaker":"Lisa DiGeso","startTime":2476.41,"endTime":2478.63,"body":"master's degree in"},{"speaker":"Lisa DiGeso","startTime":2476.41,"endTime":2478.63,"body":"procrastination and just"},{"speaker":"Lisa DiGeso","startTime":2478.63,"endTime":2481.39,"body":"spinning my wheels when it comes"},{"speaker":"Lisa DiGeso","startTime":2478.63,"endTime":2481.39,"body":"to managing myself and how I"},{"speaker":"Lisa DiGeso","startTime":2481.39,"endTime":2484.57,"body":"spend my time. Because with"},{"speaker":"Lisa DiGeso","startTime":2481.39,"endTime":2484.57,"body":"running two businesses and a"},{"speaker":"Lisa DiGeso","startTime":2484.57,"endTime":2489.55,"body":"family, I had to out of"},{"speaker":"Lisa DiGeso","startTime":2484.57,"endTime":2489.55,"body":"necessity. Now over the years,"},{"speaker":"Lisa DiGeso","startTime":2489.55,"endTime":2492.13,"body":"in order to get everything done,"},{"speaker":"Lisa DiGeso","startTime":2489.55,"endTime":2492.13,"body":"I've really had to come up with"},{"speaker":"Lisa DiGeso","startTime":2492.13,"endTime":2495.55,"body":"strategies that work for me,"},{"speaker":"Lisa DiGeso","startTime":2492.13,"endTime":2495.55,"body":"because truly, if I don't have a"},{"speaker":"Lisa DiGeso","startTime":2495.55,"endTime":2498.46,"body":"plan, I really can spend the"},{"speaker":"Lisa DiGeso","startTime":2495.55,"endTime":2498.46,"body":"entire day just letting myself"},{"speaker":"Lisa DiGeso","startTime":2498.76,"endTime":2501.73,"body":"distract myself. And instead of"},{"speaker":"Lisa DiGeso","startTime":2498.76,"endTime":2501.73,"body":"getting anything done, I just"},{"speaker":"Lisa DiGeso","startTime":2501.73,"endTime":2505.15,"body":"spiral down a rabbit hole, or"},{"speaker":"Lisa DiGeso","startTime":2501.73,"endTime":2505.15,"body":"researching or cheese was first"},{"speaker":"Lisa DiGeso","startTime":2505.15,"endTime":2508.15,"body":"invented. And then I just start"},{"speaker":"Lisa DiGeso","startTime":2505.15,"endTime":2508.15,"body":"to feel aimless and"},{"speaker":"Lisa DiGeso","startTime":2508.15,"endTime":2510.97,"body":"unproductive. And that honestly"},{"speaker":"Lisa DiGeso","startTime":2508.15,"endTime":2510.97,"body":"just leads to a lack of"},{"speaker":"Lisa DiGeso","startTime":2510.97,"endTime":2514.54,"body":"motivation and really just a"},{"speaker":"Lisa DiGeso","startTime":2510.97,"endTime":2514.54,"body":"loss of momentum. And that's not"},{"speaker":"Lisa DiGeso","startTime":2514.54,"endTime":2518.26,"body":"the high energy vibe I really"},{"speaker":"Lisa DiGeso","startTime":2514.54,"endTime":2518.26,"body":"want in my businesses. So in"},{"speaker":"Lisa DiGeso","startTime":2518.26,"endTime":2521.68,"body":"this episode, I'm going to share"},{"speaker":"Lisa DiGeso","startTime":2518.26,"endTime":2521.68,"body":"with you my favorite tips on how"},{"speaker":"Lisa DiGeso","startTime":2521.68,"endTime":2524.89,"body":"I actually manage my time and"},{"speaker":"Lisa DiGeso","startTime":2521.68,"endTime":2524.89,"body":"stay motivated. Now I really"},{"speaker":"Lisa DiGeso","startTime":2524.89,"endTime":2527.86,"body":"like to start with a thought"},{"speaker":"Lisa DiGeso","startTime":2524.89,"endTime":2527.86,"body":"download. No, really, this is a"},{"speaker":"Lisa DiGeso","startTime":2527.86,"endTime":2531.07,"body":"brain dump. This is a technique"},{"speaker":"Lisa DiGeso","startTime":2527.86,"endTime":2531.07,"body":"where you purge everything"},{"speaker":"Lisa DiGeso","startTime":2531.07,"endTime":2534.79,"body":"that's in your head onto paper."},{"speaker":"Lisa DiGeso","startTime":2531.07,"endTime":2534.79,"body":"And your brain is supposed to be"},{"speaker":"Lisa DiGeso","startTime":2534.79,"endTime":2538.6,"body":"a processor, not a storage"},{"speaker":"Lisa DiGeso","startTime":2534.79,"endTime":2538.6,"body":"container. And if our brains are"},{"speaker":"Lisa DiGeso","startTime":2538.6,"endTime":2541.51,"body":"full of all the things we're"},{"speaker":"Lisa DiGeso","startTime":2538.6,"endTime":2541.51,"body":"trying to remember, from your"},{"speaker":"Lisa DiGeso","startTime":2541.51,"endTime":2544.12,"body":"three year olds dentist"},{"speaker":"Lisa DiGeso","startTime":2541.51,"endTime":2544.12,"body":"appointment to the props, your"},{"speaker":"Lisa DiGeso","startTime":2544.12,"endTime":2547.54,"body":"client texted you at midnight to"},{"speaker":"Lisa DiGeso","startTime":2544.12,"endTime":2547.54,"body":"pull it out their session, it's"},{"speaker":"Lisa DiGeso","startTime":2547.57,"endTime":2550.72,"body":"honestly counterproductive and"},{"speaker":"Lisa DiGeso","startTime":2547.57,"endTime":2550.72,"body":"super unrealistic to think you"},{"speaker":"Lisa DiGeso","startTime":2550.72,"endTime":2554.2,"body":"can remember it all, we are"},{"speaker":"Lisa DiGeso","startTime":2550.72,"endTime":2554.2,"body":"literally gumming up our system."},{"speaker":"Lisa DiGeso","startTime":2554.47,"endTime":2556.75,"body":"So by getting it all out, you"},{"speaker":"Lisa DiGeso","startTime":2554.47,"endTime":2556.75,"body":"can really start to see the"},{"speaker":"Lisa DiGeso","startTime":2556.75,"endTime":2559.33,"body":"things that you've been looping"},{"speaker":"Lisa DiGeso","startTime":2556.75,"endTime":2559.33,"body":"on are really just clogging up"},{"speaker":"Lisa DiGeso","startTime":2559.33,"endTime":2563.05,"body":"your brain. Next, I really just"},{"speaker":"Lisa DiGeso","startTime":2559.33,"endTime":2563.05,"body":"organize all these tasks and"},{"speaker":"Lisa DiGeso","startTime":2563.05,"endTime":2565.51,"body":"these things that have been in"},{"speaker":"Lisa DiGeso","startTime":2563.05,"endTime":2565.51,"body":"my brain into categories of"},{"speaker":"Lisa DiGeso","startTime":2565.54,"endTime":2569.74,"body":"urgent, medium priority and low"},{"speaker":"Lisa DiGeso","startTime":2565.54,"endTime":2569.74,"body":"priority. Now when I organize"},{"speaker":"Lisa DiGeso","startTime":2569.74,"endTime":2573.61,"body":"things this way, I base urgent"},{"speaker":"Lisa DiGeso","startTime":2569.74,"endTime":2573.61,"body":"tasks on being things like"},{"speaker":"Lisa DiGeso","startTime":2573.76,"endTime":2576.91,"body":"someone is waiting on me for"},{"speaker":"Lisa DiGeso","startTime":2573.76,"endTime":2576.91,"body":"them to be able to do their job,"},{"speaker":"Lisa DiGeso","startTime":2577.21,"endTime":2580.18,"body":"or it's like a deadline that is"},{"speaker":"Lisa DiGeso","startTime":2577.21,"endTime":2580.18,"body":"that day, maybe a gallery due"},{"speaker":"Lisa DiGeso","startTime":2580.18,"endTime":2583.66,"body":"date that I told a client or"},{"speaker":"Lisa DiGeso","startTime":2580.18,"endTime":2583.66,"body":"maybe even a bill payment. Now"},{"speaker":"Lisa DiGeso","startTime":2583.66,"endTime":2586.24,"body":"medium priority tasks are"},{"speaker":"Lisa DiGeso","startTime":2583.66,"endTime":2586.24,"body":"something that is due at the end"},{"speaker":"Lisa DiGeso","startTime":2586.24,"endTime":2589.03,"body":"of the week, something that's"},{"speaker":"Lisa DiGeso","startTime":2586.24,"endTime":2589.03,"body":"maybe due that week, the next"},{"speaker":"Lisa DiGeso","startTime":2589.03,"endTime":2593.26,"body":"day, task I can do on a weekly"},{"speaker":"Lisa DiGeso","startTime":2589.03,"endTime":2593.26,"body":"basis. And lower priority is"},{"speaker":"Lisa DiGeso","startTime":2593.26,"endTime":2596.8,"body":"something that can just be put"},{"speaker":"Lisa DiGeso","startTime":2593.26,"endTime":2596.8,"body":"off, can be removed. Or maybe"},{"speaker":"Lisa DiGeso","startTime":2596.8,"endTime":2599.65,"body":"it's just something that's way"},{"speaker":"Lisa DiGeso","startTime":2596.8,"endTime":2599.65,"body":"in the longer range and it's not"},{"speaker":"Lisa DiGeso","startTime":2599.65,"endTime":2603.37,"body":"immediate. I also like to group"},{"speaker":"Lisa DiGeso","startTime":2599.65,"endTime":2603.37,"body":"tasks that go together. So I can"},{"speaker":"Lisa DiGeso","startTime":2603.37,"endTime":2607.12,"body":"work in batches. Like if I have"},{"speaker":"Lisa DiGeso","startTime":2603.37,"endTime":2607.12,"body":"five galleries to call, I will"},{"speaker":"Lisa DiGeso","startTime":2607.12,"endTime":2610.18,"body":"do those all at once. Or if I"},{"speaker":"Lisa DiGeso","startTime":2607.12,"endTime":2610.18,"body":"have to meal prep dinners, or"},{"speaker":"Lisa DiGeso","startTime":2610.18,"endTime":2613.75,"body":"make my son's lunches, I'm patch"},{"speaker":"Lisa DiGeso","startTime":2610.18,"endTime":2613.75,"body":"those two. But we'll cover more"},{"speaker":"Lisa DiGeso","startTime":2613.75,"endTime":2617.86,"body":"batching in a little bit. So"},{"speaker":"Lisa DiGeso","startTime":2613.75,"endTime":2617.86,"body":"next I get to work on my urgent"},{"speaker":"Lisa DiGeso","startTime":2617.86,"endTime":2620.74,"body":"tasks, I actually like to do"},{"speaker":"Lisa DiGeso","startTime":2617.86,"endTime":2620.74,"body":"something I call work sprints."},{"speaker":"Lisa DiGeso","startTime":2621.1,"endTime":2624.22,"body":"And it's basically just time"},{"speaker":"Lisa DiGeso","startTime":2621.1,"endTime":2624.22,"body":"blocking. So this is a technique"},{"speaker":"Lisa DiGeso","startTime":2624.22,"endTime":2627.52,"body":"that involves scheduling your"},{"speaker":"Lisa DiGeso","startTime":2624.22,"endTime":2627.52,"body":"day into just chunks or blocks"},{"speaker":"Lisa DiGeso","startTime":2627.52,"endTime":2631.84,"body":"of time. Each time block is"},{"speaker":"Lisa DiGeso","startTime":2627.52,"endTime":2631.84,"body":"dedicated to a specific task or"},{"speaker":"Lisa DiGeso","startTime":2631.84,"endTime":2634.93,"body":"a specific project. For example,"},{"speaker":"Lisa DiGeso","startTime":2631.84,"endTime":2634.93,"body":"you might block off the first"},{"speaker":"Lisa DiGeso","startTime":2634.93,"endTime":2637.99,"body":"two hours of your day for"},{"speaker":"Lisa DiGeso","startTime":2634.93,"endTime":2637.99,"body":"editing photos, followed by"},{"speaker":"Lisa DiGeso","startTime":2637.99,"endTime":2641.41,"body":"maybe an hour later in the day"},{"speaker":"Lisa DiGeso","startTime":2637.99,"endTime":2641.41,"body":"of creating content for social"},{"speaker":"Lisa DiGeso","startTime":2641.41,"endTime":2645.49,"body":"media, that kind of management,"},{"speaker":"Lisa DiGeso","startTime":2641.41,"endTime":2645.49,"body":"and so on. The idea really is to"},{"speaker":"Lisa DiGeso","startTime":2645.49,"endTime":2648.16,"body":"create a structure that helps"},{"speaker":"Lisa DiGeso","startTime":2645.49,"endTime":2648.16,"body":"you stay focused and organized"},{"speaker":"Lisa DiGeso","startTime":2648.16,"endTime":2651.61,"body":"throughout your day. To start"},{"speaker":"Lisa DiGeso","startTime":2648.16,"endTime":2651.61,"body":"time blocking. The first step"},{"speaker":"Lisa DiGeso","startTime":2651.61,"endTime":2655.45,"body":"really is to identify your most"},{"speaker":"Lisa DiGeso","startTime":2651.61,"endTime":2655.45,"body":"important tasks and assign them"},{"speaker":"Lisa DiGeso","startTime":2655.45,"endTime":2659.08,"body":"to specific blocks in your"},{"speaker":"Lisa DiGeso","startTime":2655.45,"endTime":2659.08,"body":"schedule. But honestly, it's"},{"speaker":"Lisa DiGeso","startTime":2659.08,"endTime":2663.1,"body":"really important to be realistic"},{"speaker":"Lisa DiGeso","startTime":2659.08,"endTime":2663.1,"body":"about how long each task is"},{"speaker":"Lisa DiGeso","startTime":2663.1,"endTime":2665.98,"body":"going to take and to be sure to"},{"speaker":"Lisa DiGeso","startTime":2663.1,"endTime":2665.98,"body":"leave some buffer time in"},{"speaker":"Lisa DiGeso","startTime":2665.98,"endTime":2668.98,"body":"between each block to avoid"},{"speaker":"Lisa DiGeso","startTime":2665.98,"endTime":2668.98,"body":"burnout. Now one of the key"},{"speaker":"Lisa DiGeso","startTime":2668.98,"endTime":2672.37,"body":"benefits of time blocking is"},{"speaker":"Lisa DiGeso","startTime":2668.98,"endTime":2672.37,"body":"that it allows you to prioritize"},{"speaker":"Lisa DiGeso","startTime":2672.37,"endTime":2675.34,"body":"your work and ensure that you're"},{"speaker":"Lisa DiGeso","startTime":2672.37,"endTime":2675.34,"body":"spending your time on the most"},{"speaker":"Lisa DiGeso","startTime":2675.34,"endTime":2678.52,"body":"important tasks first. Now"},{"speaker":"Lisa DiGeso","startTime":2675.34,"endTime":2678.52,"body":"really the key here is not to"},{"speaker":"Lisa DiGeso","startTime":2678.52,"endTime":2681.49,"body":"schedule your day back to back"},{"speaker":"Lisa DiGeso","startTime":2678.52,"endTime":2681.49,"body":"and really to give yourself"},{"speaker":"Lisa DiGeso","startTime":2681.49,"endTime":2684.91,"body":"breaks. And I use a technique"},{"speaker":"Lisa DiGeso","startTime":2681.49,"endTime":2684.91,"body":"called the Pomodoro Technique."},{"speaker":"Lisa DiGeso","startTime":2684.91,"endTime":2688.21,"body":"It's actually a way of breaking"},{"speaker":"Lisa DiGeso","startTime":2684.91,"endTime":2688.21,"body":"your work into small chunks of"},{"speaker":"Lisa DiGeso","startTime":2688.21,"endTime":2692.68,"body":"time, like 25 minutes each with"},{"speaker":"Lisa DiGeso","startTime":2688.21,"endTime":2692.68,"body":"breaks in between. Now the idea"},{"speaker":"Lisa DiGeso","startTime":2692.68,"endTime":2695.08,"body":"is that when you work for a"},{"speaker":"Lisa DiGeso","startTime":2692.68,"endTime":2695.08,"body":"shorter amount of time, you can"},{"speaker":"Lisa DiGeso","startTime":2695.08,"endTime":2698.92,"body":"stay more focused and get more"},{"speaker":"Lisa DiGeso","startTime":2695.08,"endTime":2698.92,"body":"done. So let's say you have like"},{"speaker":"Lisa DiGeso","startTime":2698.92,"endTime":2702.16,"body":"a big gallery to work on Unlike"},{"speaker":"Lisa DiGeso","startTime":2698.92,"endTime":2702.16,"body":"you're editing a set number of"},{"speaker":"Lisa DiGeso","startTime":2702.16,"endTime":2704.74,"body":"photos from a recent photo"},{"speaker":"Lisa DiGeso","startTime":2702.16,"endTime":2704.74,"body":"shoot, and you might be feeling"},{"speaker":"Lisa DiGeso","startTime":2704.74,"endTime":2707.02,"body":"overwhelmed at the number of"},{"speaker":"Lisa DiGeso","startTime":2704.74,"endTime":2707.02,"body":"photos and the amount of time"},{"speaker":"Lisa DiGeso","startTime":2707.02,"endTime":2709.96,"body":"it's going to take to edit them"},{"speaker":"Lisa DiGeso","startTime":2707.02,"endTime":2709.96,"body":"all. That's when using something"},{"speaker":"Lisa DiGeso","startTime":2709.96,"endTime":2712.9,"body":"like the Pomodoro Technique"},{"speaker":"Lisa DiGeso","startTime":2709.96,"endTime":2712.9,"body":"would come in handy. You could"},{"speaker":"Lisa DiGeso","startTime":2712.9,"endTime":2716.08,"body":"break up your editing into"},{"speaker":"Lisa DiGeso","startTime":2712.9,"endTime":2716.08,"body":"smaller tasks, like maybe doing"},{"speaker":"Lisa DiGeso","startTime":2716.08,"endTime":2719.89,"body":"10 photos at a time, then you"},{"speaker":"Lisa DiGeso","startTime":2716.08,"endTime":2719.89,"body":"set a timer for 25 minutes, and"},{"speaker":"Lisa DiGeso","startTime":2719.89,"endTime":2722.98,"body":"then you focus on editing just"},{"speaker":"Lisa DiGeso","startTime":2719.89,"endTime":2722.98,"body":"those 10 photos without any"},{"speaker":"Lisa DiGeso","startTime":2722.98,"endTime":2726.49,"body":"distractions. So then when the"},{"speaker":"Lisa DiGeso","startTime":2722.98,"endTime":2726.49,"body":"timer goes off, you take short"},{"speaker":"Lisa DiGeso","startTime":2726.49,"endTime":2729.73,"body":"breaks, or your rest your eyes"},{"speaker":"Lisa DiGeso","startTime":2726.49,"endTime":2729.73,"body":"or you stretch, or you even have"},{"speaker":"Lisa DiGeso","startTime":2729.73,"endTime":2733.21,"body":"a snack or a reward, then you"},{"speaker":"Lisa DiGeso","startTime":2729.73,"endTime":2733.21,"body":"just set the timer again for"},{"speaker":"Lisa DiGeso","startTime":2733.21,"endTime":2736.96,"body":"another 25 minutes and work on"},{"speaker":"Lisa DiGeso","startTime":2733.21,"endTime":2736.96,"body":"the next batch of 10 photos. Now"},{"speaker":"Lisa DiGeso","startTime":2736.96,"endTime":2739.33,"body":"you can repeat this process"},{"speaker":"Lisa DiGeso","startTime":2736.96,"endTime":2739.33,"body":"until you've edited all the"},{"speaker":"Lisa DiGeso","startTime":2739.33,"endTime":2742.27,"body":"photos that you need. And this"},{"speaker":"Lisa DiGeso","startTime":2739.33,"endTime":2742.27,"body":"method really can help you stay"},{"speaker":"Lisa DiGeso","startTime":2742.27,"endTime":2745.51,"body":"focused and motivated. While you"},{"speaker":"Lisa DiGeso","startTime":2742.27,"endTime":2745.51,"body":"are working on bigger projects."},{"speaker":"Lisa DiGeso","startTime":2745.75,"endTime":2748.81,"body":"It can also help you avoid"},{"speaker":"Lisa DiGeso","startTime":2745.75,"endTime":2748.81,"body":"burnout by giving you regular"},{"speaker":"Lisa DiGeso","startTime":2748.81,"endTime":2753.31,"body":"breaks to rest and recharge, and"},{"speaker":"Lisa DiGeso","startTime":2748.81,"endTime":2753.31,"body":"especially the treats train your"},{"speaker":"Lisa DiGeso","startTime":2753.31,"endTime":2756.91,"body":"brain to look forward to the"},{"speaker":"Lisa DiGeso","startTime":2753.31,"endTime":2756.91,"body":"rewards in those gaps. Now"},{"speaker":"Lisa DiGeso","startTime":2756.91,"endTime":2759.31,"body":"another technique that can"},{"speaker":"Lisa DiGeso","startTime":2756.91,"endTime":2759.31,"body":"really help with time management"},{"speaker":"Lisa DiGeso","startTime":2759.31,"endTime":2763.09,"body":"is batch working. This involves"},{"speaker":"Lisa DiGeso","startTime":2759.31,"endTime":2763.09,"body":"grouping similar tasks together"},{"speaker":"Lisa DiGeso","startTime":2763.09,"endTime":2766.09,"body":"and completing them all at once."},{"speaker":"Lisa DiGeso","startTime":2763.09,"endTime":2766.09,"body":"So for example, you might be"},{"speaker":"Lisa DiGeso","startTime":2766.09,"endTime":2769.27,"body":"setting aside a day for editing"},{"speaker":"Lisa DiGeso","startTime":2766.09,"endTime":2769.27,"body":"for a few hours, or maybe"},{"speaker":"Lisa DiGeso","startTime":2769.27,"endTime":2772.69,"body":"responding to emails. And then"},{"speaker":"Lisa DiGeso","startTime":2769.27,"endTime":2772.69,"body":"the idea really is to streamline"},{"speaker":"Lisa DiGeso","startTime":2772.69,"endTime":2776.14,"body":"your workflow and minimize the"},{"speaker":"Lisa DiGeso","startTime":2772.69,"endTime":2776.14,"body":"time it takes to switch between"},{"speaker":"Lisa DiGeso","startTime":2776.14,"endTime":2780.28,"body":"different types of tasks. Now to"},{"speaker":"Lisa DiGeso","startTime":2776.14,"endTime":2780.28,"body":"start batch working, just simply"},{"speaker":"Lisa DiGeso","startTime":2780.31,"endTime":2783.16,"body":"identify the tasks that you can"},{"speaker":"Lisa DiGeso","startTime":2780.31,"endTime":2783.16,"body":"group together based on their"},{"speaker":"Lisa DiGeso","startTime":2783.16,"endTime":2786.88,"body":"similarity, then schedule a"},{"speaker":"Lisa DiGeso","startTime":2783.16,"endTime":2786.88,"body":"specific time or even a day for"},{"speaker":"Lisa DiGeso","startTime":2786.88,"endTime":2790.66,"body":"that batch of tasks. One of the"},{"speaker":"Lisa DiGeso","startTime":2786.88,"endTime":2790.66,"body":"key benefits of batch working is"},{"speaker":"Lisa DiGeso","startTime":2790.66,"endTime":2793.48,"body":"that it can really help you save"},{"speaker":"Lisa DiGeso","startTime":2790.66,"endTime":2793.48,"body":"time and increase your"},{"speaker":"Lisa DiGeso","startTime":2793.48,"endTime":2796.63,"body":"productivity by reducing the"},{"speaker":"Lisa DiGeso","startTime":2793.48,"endTime":2796.63,"body":"number of times you're context"},{"speaker":"Lisa DiGeso","startTime":2796.63,"endTime":2800.41,"body":"switching between different"},{"speaker":"Lisa DiGeso","startTime":2796.63,"endTime":2800.41,"body":"types of tasks. Now, this next"},{"speaker":"Lisa DiGeso","startTime":2800.41,"endTime":2804.01,"body":"one, friends, you're gonna hate"},{"speaker":"Lisa DiGeso","startTime":2800.41,"endTime":2804.01,"body":"me for it, but I promise you it"},{"speaker":"Lisa DiGeso","startTime":2804.01,"endTime":2808.12,"body":"is eye opening. It's really"},{"speaker":"Lisa DiGeso","startTime":2804.01,"endTime":2808.12,"body":"doing an assessment of how"},{"speaker":"Lisa DiGeso","startTime":2808.12,"endTime":2811.33,"body":"you're actually spending your"},{"speaker":"Lisa DiGeso","startTime":2808.12,"endTime":2811.33,"body":"time and it's called doing a"},{"speaker":"Lisa DiGeso","startTime":2811.33,"endTime":2815.11,"body":"time study. Doing a time study"},{"speaker":"Lisa DiGeso","startTime":2811.33,"endTime":2815.11,"body":"is another powerful tool for"},{"speaker":"Lisa DiGeso","startTime":2815.11,"endTime":2818.29,"body":"time management. And it involves"},{"speaker":"Lisa DiGeso","startTime":2815.11,"endTime":2818.29,"body":"tracking how you spend your time"},{"speaker":"Lisa DiGeso","startTime":2818.29,"endTime":2821.59,"body":"throughout the day, from the"},{"speaker":"Lisa DiGeso","startTime":2818.29,"endTime":2821.59,"body":"moment you wake up until you go"},{"speaker":"Lisa DiGeso","startTime":2821.59,"endTime":2825.16,"body":"to bed, you can use just a"},{"speaker":"Lisa DiGeso","startTime":2821.59,"endTime":2825.16,"body":"simple spreadsheet, a worksheet"},{"speaker":"Lisa DiGeso","startTime":2825.16,"endTime":2827.89,"body":"or an app just to log your"},{"speaker":"Lisa DiGeso","startTime":2825.16,"endTime":2827.89,"body":"activities when you did them and"},{"speaker":"Lisa DiGeso","startTime":2827.89,"endTime":2830.44,"body":"the amount amount of time that"},{"speaker":"Lisa DiGeso","startTime":2827.89,"endTime":2830.44,"body":"you spend on each of them. Now"},{"speaker":"Lisa DiGeso","startTime":2830.44,"endTime":2832.93,"body":"to start a time study, you"},{"speaker":"Lisa DiGeso","startTime":2830.44,"endTime":2832.93,"body":"simply just record your"},{"speaker":"Lisa DiGeso","startTime":2832.93,"endTime":2835.6,"body":"activities and the time you"},{"speaker":"Lisa DiGeso","startTime":2832.93,"endTime":2835.6,"body":"spend on them for a week or two,"},{"speaker":"Lisa DiGeso","startTime":2835.93,"endTime":2840.55,"body":"I know a week or two. This will"},{"speaker":"Lisa DiGeso","startTime":2835.93,"endTime":2840.55,"body":"help you identify any patterns"},{"speaker":"Lisa DiGeso","startTime":2840.55,"endTime":2844.75,"body":"and areas where you might just"},{"speaker":"Lisa DiGeso","startTime":2840.55,"endTime":2844.75,"body":"really be wasting your time. And"},{"speaker":"Lisa DiGeso","startTime":2844.75,"endTime":2849.58,"body":"while I know it is completely"},{"speaker":"Lisa DiGeso","startTime":2844.75,"endTime":2849.58,"body":"tedious, it is so eye opening on"},{"speaker":"Lisa DiGeso","startTime":2849.58,"endTime":2854.23,"body":"how when we don't have focus or"},{"speaker":"Lisa DiGeso","startTime":2849.58,"endTime":2854.23,"body":"good time management, we just"},{"speaker":"Lisa DiGeso","startTime":2854.26,"endTime":2857.95,"body":"waste an incredible amount of"},{"speaker":"Lisa DiGeso","startTime":2854.26,"endTime":2857.95,"body":"time. So from there, you can"},{"speaker":"Lisa DiGeso","startTime":2857.95,"endTime":2860.56,"body":"really just make adjustments to"},{"speaker":"Lisa DiGeso","startTime":2857.95,"endTime":2860.56,"body":"your schedule and your habits to"},{"speaker":"Lisa DiGeso","startTime":2860.56,"endTime":2864.25,"body":"optimize your time and really"},{"speaker":"Lisa DiGeso","startTime":2860.56,"endTime":2864.25,"body":"improve your productivity. Now"},{"speaker":"Lisa DiGeso","startTime":2864.25,"endTime":2867.49,"body":"really, one of the key benefits"},{"speaker":"Lisa DiGeso","startTime":2864.25,"endTime":2867.49,"body":"of a time study is it just gives"},{"speaker":"Lisa DiGeso","startTime":2867.49,"endTime":2870.37,"body":"you that data, you have those"},{"speaker":"Lisa DiGeso","startTime":2867.49,"endTime":2870.37,"body":"insights into your time"},{"speaker":"Lisa DiGeso","startTime":2870.37,"endTime":2873.16,"body":"management habits, allowing you"},{"speaker":"Lisa DiGeso","startTime":2870.37,"endTime":2873.16,"body":"to make more informed decisions"},{"speaker":"Lisa DiGeso","startTime":2873.19,"endTime":2877.21,"body":"about how you even spend your"},{"speaker":"Lisa DiGeso","startTime":2873.19,"endTime":2877.21,"body":"time. So finally, let's talk"},{"speaker":"Lisa DiGeso","startTime":2877.21,"endTime":2880.27,"body":"about minimizing distractions."},{"speaker":"Lisa DiGeso","startTime":2877.21,"endTime":2880.27,"body":"Because as a photographer, it is"},{"speaker":"Lisa DiGeso","startTime":2880.27,"endTime":2884.29,"body":"so easy to get distracted by"},{"speaker":"Lisa DiGeso","startTime":2880.27,"endTime":2884.29,"body":"social media, notifications,"},{"speaker":"Lisa DiGeso","startTime":2884.59,"endTime":2889.06,"body":"emails, other interruptions. And"},{"speaker":"Lisa DiGeso","startTime":2884.59,"endTime":2889.06,"body":"these distractions really can"},{"speaker":"Lisa DiGeso","startTime":2889.06,"endTime":2892.09,"body":"eat up valuable time and really"},{"speaker":"Lisa DiGeso","startTime":2889.06,"endTime":2892.09,"body":"make it so much harder to use"},{"speaker":"Lisa DiGeso","startTime":2892.18,"endTime":2895.57,"body":"for you to stay focused on your"},{"speaker":"Lisa DiGeso","startTime":2892.18,"endTime":2895.57,"body":"work. So to minimize your"},{"speaker":"Lisa DiGeso","startTime":2895.57,"endTime":2898.81,"body":"distractions start by"},{"speaker":"Lisa DiGeso","startTime":2895.57,"endTime":2898.81,"body":"identifying your biggest source"},{"speaker":"Lisa DiGeso","startTime":2898.81,"endTime":2902.41,"body":"of distraction. And honestly,"},{"speaker":"Lisa DiGeso","startTime":2898.81,"endTime":2902.41,"body":"for me, number one was my"},{"speaker":"Lisa DiGeso","startTime":2902.41,"endTime":2906.43,"body":"family, I love them. But if I'm"},{"speaker":"Lisa DiGeso","startTime":2902.41,"endTime":2906.43,"body":"doing focus work, I can't have"},{"speaker":"Lisa DiGeso","startTime":2906.43,"endTime":2909.07,"body":"someone asking me for a grilled"},{"speaker":"Lisa DiGeso","startTime":2906.43,"endTime":2909.07,"body":"cheese sandwich or helping"},{"speaker":"Lisa DiGeso","startTime":2909.07,"endTime":2912.55,"body":"someone find their keys or their"},{"speaker":"Lisa DiGeso","startTime":2909.07,"endTime":2912.55,"body":"wallet. I either let my family"},{"speaker":"Lisa DiGeso","startTime":2912.55,"endTime":2915.58,"body":"know I'm at work and it's not"},{"speaker":"Lisa DiGeso","startTime":2912.55,"endTime":2915.58,"body":"the time to disturb me or I"},{"speaker":"Lisa DiGeso","startTime":2915.58,"endTime":2918.79,"body":"honestly I head out to my office"},{"speaker":"Lisa DiGeso","startTime":2915.58,"endTime":2918.79,"body":"and I just go to work. If you"},{"speaker":"Lisa DiGeso","startTime":2918.79,"endTime":2922.3,"body":"don't have that option, a local"},{"speaker":"Lisa DiGeso","startTime":2918.79,"endTime":2922.3,"body":"coffee shop really is a great"},{"speaker":"Lisa DiGeso","startTime":2922.3,"endTime":2925.24,"body":"place just to pop in some"},{"speaker":"Lisa DiGeso","startTime":2922.3,"endTime":2925.24,"body":"headphones, just to sit down and"},{"speaker":"Lisa DiGeso","startTime":2925.24,"endTime":2929.05,"body":"get some work done without your"},{"speaker":"Lisa DiGeso","startTime":2925.24,"endTime":2929.05,"body":"family disturbing you. Now my"},{"speaker":"Lisa DiGeso","startTime":2929.05,"endTime":2931.99,"body":"other biggest distraction"},{"speaker":"Lisa DiGeso","startTime":2929.05,"endTime":2931.99,"body":"honestly was notifications or"},{"speaker":"Lisa DiGeso","startTime":2931.99,"endTime":2934.48,"body":"messages that would just"},{"speaker":"Lisa DiGeso","startTime":2931.99,"endTime":2934.48,"body":"sidetrack my day, I would just"},{"speaker":"Lisa DiGeso","startTime":2934.48,"endTime":2938.11,"body":"let them all creep in. So I have"},{"speaker":"Lisa DiGeso","startTime":2934.48,"endTime":2938.11,"body":"all notifications on my computer"},{"speaker":"Lisa DiGeso","startTime":2938.11,"endTime":2941.38,"body":"and my phone completely turned"},{"speaker":"Lisa DiGeso","startTime":2938.11,"endTime":2941.38,"body":"off. And I keep them off"},{"speaker":"Lisa DiGeso","startTime":2941.38,"endTime":2945.16,"body":"permanently not only just for my"},{"speaker":"Lisa DiGeso","startTime":2941.38,"endTime":2945.16,"body":"work time, but for my life in"},{"speaker":"Lisa DiGeso","startTime":2945.16,"endTime":2949.0,"body":"general. I find I'm far less"},{"speaker":"Lisa DiGeso","startTime":2945.16,"endTime":2949.0,"body":"reactive and edgy when I'm not"},{"speaker":"Lisa DiGeso","startTime":2949.0,"endTime":2951.97,"body":"constantly being pulled to look"},{"speaker":"Lisa DiGeso","startTime":2949.0,"endTime":2951.97,"body":"at my phone or my email. And"},{"speaker":"Lisa DiGeso","startTime":2951.97,"endTime":2955.84,"body":"someone's just messaged is not"},{"speaker":"Lisa DiGeso","startTime":2951.97,"endTime":2955.84,"body":"an immediate priority to me, I"},{"speaker":"Lisa DiGeso","startTime":2955.84,"endTime":2961.06,"body":"can always wait. Now this might"},{"speaker":"Lisa DiGeso","startTime":2955.84,"endTime":2961.06,"body":"also include closing unnecessary"},{"speaker":"Lisa DiGeso","startTime":2961.06,"endTime":2964.48,"body":"tabs on your computer and not"},{"speaker":"Lisa DiGeso","startTime":2961.06,"endTime":2964.48,"body":"having a kajillion tabs open or"},{"speaker":"Lisa DiGeso","startTime":2964.48,"endTime":2967.06,"body":"even just setting aside specific"},{"speaker":"Lisa DiGeso","startTime":2964.48,"endTime":2967.06,"body":"times for checking your email"},{"speaker":"Lisa DiGeso","startTime":2967.06,"endTime":2970.0,"body":"and your social media. I"},{"speaker":"Lisa DiGeso","startTime":2967.06,"endTime":2970.0,"body":"honestly I like to give myself"},{"speaker":"Lisa DiGeso","startTime":2970.0,"endTime":2972.76,"body":"scroll breaks, where I just"},{"speaker":"Lisa DiGeso","startTime":2970.0,"endTime":2972.76,"body":"happily scrolled tick tock for"},{"speaker":"Lisa DiGeso","startTime":2972.76,"endTime":2975.58,"body":"10 minutes as a reward after I"},{"speaker":"Lisa DiGeso","startTime":2972.76,"endTime":2975.58,"body":"accomplished some other tasks."},{"speaker":"Lisa DiGeso","startTime":2976.0,"endTime":2978.49,"body":"Now another helpful technique"},{"speaker":"Lisa DiGeso","startTime":2976.0,"endTime":2978.49,"body":"really is to create that"},{"speaker":"Lisa DiGeso","startTime":2978.49,"endTime":2981.88,"body":"distraction free workspace that"},{"speaker":"Lisa DiGeso","startTime":2978.49,"endTime":2981.88,"body":"is free from clutter and other"},{"speaker":"Lisa DiGeso","startTime":2981.88,"endTime":2985.39,"body":"distractions. By minimizing"},{"speaker":"Lisa DiGeso","startTime":2981.88,"endTime":2985.39,"body":"distractions, you can free up"},{"speaker":"Lisa DiGeso","startTime":2985.39,"endTime":2988.87,"body":"more time and energy to focus on"},{"speaker":"Lisa DiGeso","startTime":2985.39,"endTime":2988.87,"body":"the tasks that matter. This will"},{"speaker":"Lisa DiGeso","startTime":2988.87,"endTime":2992.29,"body":"not only improve your"},{"speaker":"Lisa DiGeso","startTime":2988.87,"endTime":2992.29,"body":"productivity, but it also helps"},{"speaker":"Lisa DiGeso","startTime":2992.29,"endTime":2996.76,"body":"you maintain that healthy work"},{"speaker":"Lisa DiGeso","startTime":2992.29,"endTime":2996.76,"body":"life balance. So my friend there"},{"speaker":"Lisa DiGeso","startTime":2996.76,"endTime":2999.31,"body":"you have it. These are my top"},{"speaker":"Lisa DiGeso","startTime":2996.76,"endTime":2999.31,"body":"tips for time management for"},{"speaker":"Lisa DiGeso","startTime":2999.31,"endTime":3003.6,"body":"photographers. Time truly is one"},{"speaker":"Lisa DiGeso","startTime":2999.31,"endTime":3003.6,"body":"of our most valuable resources."},{"speaker":"Lisa DiGeso","startTime":3003.63,"endTime":3007.2,"body":"So it's so important, we learned"},{"speaker":"Lisa DiGeso","startTime":3003.63,"endTime":3007.2,"body":"to really use it wisely. By"},{"speaker":"Lisa DiGeso","startTime":3007.2,"endTime":3009.93,"body":"implementing techniques like"},{"speaker":"Lisa DiGeso","startTime":3007.2,"endTime":3009.93,"body":"time blocking, batch working,"},{"speaker":"Lisa DiGeso","startTime":3009.96,"endTime":3012.75,"body":"doing a time study, and"},{"speaker":"Lisa DiGeso","startTime":3009.96,"endTime":3012.75,"body":"minimizing distractions, you"},{"speaker":"Lisa DiGeso","startTime":3012.75,"endTime":3015.63,"body":"really can optimize your time"},{"speaker":"Lisa DiGeso","startTime":3012.75,"endTime":3015.63,"body":"and it really increase and"},{"speaker":"Lisa DiGeso","startTime":3015.63,"endTime":3020.07,"body":"improve your productivity. But"},{"speaker":"Lisa DiGeso","startTime":3015.63,"endTime":3020.07,"body":"also friend, don't forget, time"},{"speaker":"Lisa DiGeso","startTime":3020.07,"endTime":3022.62,"body":"management is not just about"},{"speaker":"Lisa DiGeso","startTime":3020.07,"endTime":3022.62,"body":"being efficient, it's also about"},{"speaker":"Lisa DiGeso","startTime":3022.62,"endTime":3026.55,"body":"taking care of yourself. Be sure"},{"speaker":"Lisa DiGeso","startTime":3022.62,"endTime":3026.55,"body":"to be scheduling in your time"},{"speaker":"Lisa DiGeso","startTime":3026.55,"endTime":3030.09,"body":"for self care, for rest and"},{"speaker":"Lisa DiGeso","startTime":3026.55,"endTime":3030.09,"body":"relaxation, and most"},{"speaker":"Lisa DiGeso","startTime":3030.09,"endTime":3034.14,"body":"importantly, fun, and you're"},{"speaker":"Lisa DiGeso","startTime":3030.09,"endTime":3034.14,"body":"learning to, and that really"},{"speaker":"Lisa DiGeso","startTime":3034.14,"endTime":3037.23,"body":"includes scheduling days off,"},{"speaker":"Lisa DiGeso","startTime":3034.14,"endTime":3037.23,"body":"and it's not just one day a"},{"speaker":"Lisa DiGeso","startTime":3037.23,"endTime":3040.35,"body":"week, make it two days a week,"},{"speaker":"Lisa DiGeso","startTime":3037.23,"endTime":3040.35,"body":"three days a week and really"},{"speaker":"Lisa DiGeso","startTime":3040.35,"endTime":3043.74,"body":"stick to it. This will help you"},{"speaker":"Lisa DiGeso","startTime":3040.35,"endTime":3043.74,"body":"avoid burnout and ensure you're"},{"speaker":"Lisa DiGeso","startTime":3043.74,"endTime":3047.61,"body":"able to perform at your best"},{"speaker":"Lisa DiGeso","startTime":3043.74,"endTime":3047.61,"body":"over a long term. Now, another"},{"speaker":"Lisa DiGeso","startTime":3047.61,"endTime":3050.49,"body":"important aspect of time"},{"speaker":"Lisa DiGeso","startTime":3047.61,"endTime":3050.49,"body":"management is really just make"},{"speaker":"Lisa DiGeso","startTime":3050.49,"endTime":3054.12,"body":"sure you're setting realistic"},{"speaker":"Lisa DiGeso","startTime":3050.49,"endTime":3054.12,"body":"goals and expectations. It's so"},{"speaker":"Lisa DiGeso","startTime":3054.12,"endTime":3056.7,"body":"easy to get caught up in trying"},{"speaker":"Lisa DiGeso","startTime":3054.12,"endTime":3056.7,"body":"to do too much in too little"},{"speaker":"Lisa DiGeso","startTime":3056.7,"endTime":3060.42,"body":"time. And this really can just"},{"speaker":"Lisa DiGeso","startTime":3056.7,"endTime":3060.42,"body":"add more stress to your life and"},{"speaker":"Lisa DiGeso","startTime":3060.42,"endTime":3063.51,"body":"more overwhelm and you don't"},{"speaker":"Lisa DiGeso","startTime":3060.42,"endTime":3063.51,"body":"need that. So instead just focus"},{"speaker":"Lisa DiGeso","startTime":3063.51,"endTime":3067.38,"body":"on setting achievable goals and"},{"speaker":"Lisa DiGeso","startTime":3063.51,"endTime":3067.38,"body":"prioritizing your tasks based on"},{"speaker":"Lisa DiGeso","startTime":3067.38,"endTime":3070.83,"body":"their importance. And finally,"},{"speaker":"Lisa DiGeso","startTime":3067.38,"endTime":3070.83,"body":"remember that time management"},{"speaker":"Lisa DiGeso","startTime":3070.83,"endTime":3074.22,"body":"really is a skill that takes"},{"speaker":"Lisa DiGeso","startTime":3070.83,"endTime":3074.22,"body":"practice. Don't get discouraged"},{"speaker":"Lisa DiGeso","startTime":3074.22,"endTime":3076.98,"body":"if you don't see immediate"},{"speaker":"Lisa DiGeso","startTime":3074.22,"endTime":3076.98,"body":"results. Keep experimenting with"},{"speaker":"Lisa DiGeso","startTime":3076.98,"endTime":3079.32,"body":"different techniques and"},{"speaker":"Lisa DiGeso","startTime":3076.98,"endTime":3079.32,"body":"strategies until you find what"},{"speaker":"Lisa DiGeso","startTime":3079.32,"endTime":3083.1,"body":"works best for you. And"},{"speaker":"Lisa DiGeso","startTime":3079.32,"endTime":3083.1,"body":"remember, we are all just a work"},{"speaker":"Lisa DiGeso","startTime":3083.1,"endTime":3086.61,"body":"in progress. I'm not perfect at"},{"speaker":"Lisa DiGeso","startTime":3083.1,"endTime":3086.61,"body":"all these things and that's"},{"speaker":"Lisa DiGeso","startTime":3086.61,"endTime":3090.0,"body":"okay, I'm still working on this"},{"speaker":"Lisa DiGeso","startTime":3086.61,"endTime":3090.0,"body":"to what matters is we all keep"},{"speaker":"Lisa DiGeso","startTime":3090.0,"endTime":3092.64,"body":"trying and with practice, we"},{"speaker":"Lisa DiGeso","startTime":3090.0,"endTime":3092.64,"body":"start to build time management"},{"speaker":"Lisa DiGeso","startTime":3092.64,"endTime":3096.18,"body":"habits. I hope you found these"},{"speaker":"Lisa DiGeso","startTime":3092.64,"endTime":3096.18,"body":"time management tips helpful."},{"speaker":"Lisa DiGeso","startTime":3096.51,"endTime":3099.33,"body":"We've also included a link to"},{"speaker":"Lisa DiGeso","startTime":3096.51,"endTime":3099.33,"body":"our free yearly planner to help"},{"speaker":"Lisa DiGeso","startTime":3099.33,"endTime":3102.93,"body":"you stay on track and smash your"},{"speaker":"Lisa DiGeso","startTime":3099.33,"endTime":3102.93,"body":"goals. You can find it at the"},{"speaker":"Lisa DiGeso","startTime":3102.93,"endTime":3106.68,"body":"milky way.ca/yearly planner. And"},{"speaker":"Lisa DiGeso","startTime":3102.93,"endTime":3106.68,"body":"if you want to come hang out"},{"speaker":"Lisa DiGeso","startTime":3106.68,"endTime":3109.8,"body":"with me, you can find me at the"},{"speaker":"Lisa DiGeso","startTime":3106.68,"endTime":3109.8,"body":"art and soul show on Apple"},{"speaker":"Lisa DiGeso","startTime":3109.8,"endTime":3113.58,"body":"podcasts and Spotify, where we"},{"speaker":"Lisa DiGeso","startTime":3109.8,"endTime":3113.58,"body":"talk about photography,"},{"speaker":"Lisa DiGeso","startTime":3113.61,"endTime":3118.23,"body":"business, creativity, woowoo"},{"speaker":"Lisa DiGeso","startTime":3113.61,"endTime":3118.23,"body":"stuff life and all that messy in"},{"speaker":"Lisa DiGeso","startTime":3118.23,"endTime":3121.38,"body":"between. If you have any"},{"speaker":"Lisa DiGeso","startTime":3118.23,"endTime":3121.38,"body":"questions or comments, feel free"},{"speaker":"Lisa DiGeso","startTime":3121.38,"endTime":3124.59,"body":"to reach out to me on social"},{"speaker":"Lisa DiGeso","startTime":3121.38,"endTime":3124.59,"body":"media at Milky Way fun. And as"},{"speaker":"Lisa DiGeso","startTime":3124.59,"endTime":3127.68,"body":"always, don't forget to take"},{"speaker":"Lisa DiGeso","startTime":3124.59,"endTime":3127.68,"body":"care of yourself and stay"},{"speaker":"Lisa DiGeso","startTime":3127.68,"endTime":3131.58,"body":"creative. I'm sending you so"},{"speaker":"Lisa DiGeso","startTime":3127.68,"endTime":3131.58,"body":"much of my light and my love"},{"speaker":"Lisa DiGeso","startTime":3131.61,"endTime":3135.03,"body":"today and every single day."},{"speaker":"Lisa DiGeso","startTime":3131.61,"endTime":3135.03,"body":"We'll see you next time."},{"speaker":"Natalie Jennings","startTime":3136.62,"endTime":3139.14,"body":"Hi, I'm"},{"speaker":"Natalie Jennings","startTime":3136.62,"endTime":3139.14,"body":"Natalie Jennings host of the"},{"speaker":"Natalie Jennings","startTime":3139.17,"endTime":3144.36,"body":"photo business help podcast. I"},{"speaker":"Natalie Jennings","startTime":3139.17,"endTime":3144.36,"body":"am a photographer in Minneapolis"},{"speaker":"Natalie Jennings","startTime":3144.36,"endTime":3148.11,"body":"and I am also a tarot reader."},{"speaker":"Natalie Jennings","startTime":3144.36,"endTime":3148.11,"body":"And it's something that I use to"},{"speaker":"Natalie Jennings","startTime":3148.11,"endTime":3152.22,"body":"help with my clients. My"},{"speaker":"Natalie Jennings","startTime":3148.11,"endTime":3152.22,"body":"students that I mentor in"},{"speaker":"Natalie Jennings","startTime":3152.22,"endTime":3155.7,"body":"photography, as well as just for"},{"speaker":"Natalie Jennings","startTime":3152.22,"endTime":3155.7,"body":"personal reasons, folks come to"},{"speaker":"Natalie Jennings","startTime":3155.7,"endTime":3159.57,"body":"me to use that tool. So that's"},{"speaker":"Natalie Jennings","startTime":3155.7,"endTime":3159.57,"body":"what I'm all about. But I'm here"},{"speaker":"Natalie Jennings","startTime":3159.57,"endTime":3163.08,"body":"today to speak about my favorite"},{"speaker":"Natalie Jennings","startTime":3159.57,"endTime":3163.08,"body":"business tip that I've stumbled"},{"speaker":"Natalie Jennings","startTime":3163.08,"endTime":3167.46,"body":"on in my photo business. And it"},{"speaker":"Natalie Jennings","startTime":3163.08,"endTime":3167.46,"body":"has definitely got me thinking"},{"speaker":"Natalie Jennings","startTime":3167.46,"endTime":3171.03,"body":"about how pic time has totally"},{"speaker":"Natalie Jennings","startTime":3167.46,"endTime":3171.03,"body":"changed my business when it"},{"speaker":"Natalie Jennings","startTime":3171.03,"endTime":3176.55,"body":"comes to my smaller offers in my"},{"speaker":"Natalie Jennings","startTime":3171.03,"endTime":3176.55,"body":"biz. So the main one being mini"},{"speaker":"Natalie Jennings","startTime":3176.55,"endTime":3178.95,"body":"sessions, I like to use mini"},{"speaker":"Natalie Jennings","startTime":3176.55,"endTime":3178.95,"body":"sessions as kind of like a"},{"speaker":"Natalie Jennings","startTime":3178.95,"endTime":3183.45,"body":"business card in a way where if"},{"speaker":"Natalie Jennings","startTime":3178.95,"endTime":3183.45,"body":"folks are low on budget, or they"},{"speaker":"Natalie Jennings","startTime":3183.48,"endTime":3186.78,"body":"haven't worked with me before,"},{"speaker":"Natalie Jennings","startTime":3183.48,"endTime":3186.78,"body":"when I announced minis a few"},{"speaker":"Natalie Jennings","startTime":3186.78,"endTime":3190.38,"body":"times a year, it gives them a"},{"speaker":"Natalie Jennings","startTime":3186.78,"endTime":3190.38,"body":"chance to jump on and test"},{"speaker":"Natalie Jennings","startTime":3190.38,"endTime":3194.04,"body":"things out. One of the things"},{"speaker":"Natalie Jennings","startTime":3190.38,"endTime":3194.04,"body":"that's amazing about pick time"},{"speaker":"Natalie Jennings","startTime":3194.04,"endTime":3198.93,"body":"is it allows you to do all sorts"},{"speaker":"Natalie Jennings","startTime":3194.04,"endTime":3198.93,"body":"of different cool tricks and"},{"speaker":"Natalie Jennings","startTime":3198.93,"endTime":3204.09,"body":"automations and things that help"},{"speaker":"Natalie Jennings","startTime":3198.93,"endTime":3204.09,"body":"with sales. But I offer a full"},{"speaker":"Natalie Jennings","startTime":3204.09,"endTime":3209.28,"body":"mini gallery to my clients right"},{"speaker":"Natalie Jennings","startTime":3204.09,"endTime":3209.28,"body":"up front. So I edit about 40 or"},{"speaker":"Natalie Jennings","startTime":3209.28,"endTime":3213.15,"body":"50 photos 10 are included in the"},{"speaker":"Natalie Jennings","startTime":3209.28,"endTime":3213.15,"body":"mini session. But it doesn't"},{"speaker":"Natalie Jennings","startTime":3213.15,"endTime":3216.24,"body":"really take me that much more"},{"speaker":"Natalie Jennings","startTime":3213.15,"endTime":3216.24,"body":"time to edit the photos that I"},{"speaker":"Natalie Jennings","startTime":3216.24,"endTime":3219.51,"body":"need to give them. That way when"},{"speaker":"Natalie Jennings","startTime":3216.24,"endTime":3219.51,"body":"I send them the gallery, they"},{"speaker":"Natalie Jennings","startTime":3219.51,"endTime":3224.31,"body":"can either choose their 10 and"},{"speaker":"Natalie Jennings","startTime":3219.51,"endTime":3224.31,"body":"download those easy peasy. Or I"},{"speaker":"Natalie Jennings","startTime":3224.31,"endTime":3229.08,"body":"offer them the entire gallery"},{"speaker":"Natalie Jennings","startTime":3224.31,"endTime":3229.08,"body":"for an extra $150. This is"},{"speaker":"Natalie Jennings","startTime":3229.08,"endTime":3233.07,"body":"really added a huge financial"},{"speaker":"Natalie Jennings","startTime":3229.08,"endTime":3233.07,"body":"bump in my mini session seasons,"},{"speaker":"Natalie Jennings","startTime":3233.31,"endTime":3235.92,"body":"because most folks see all these"},{"speaker":"Natalie Jennings","startTime":3233.31,"endTime":3235.92,"body":"beautiful photos right in front"},{"speaker":"Natalie Jennings","startTime":3235.92,"endTime":3238.86,"body":"of them and they think why not"},{"speaker":"Natalie Jennings","startTime":3235.92,"endTime":3238.86,"body":"just get them all. So that's one"},{"speaker":"Natalie Jennings","startTime":3238.86,"endTime":3241.86,"body":"thing that has been huge, huge,"},{"speaker":"Natalie Jennings","startTime":3238.86,"endTime":3241.86,"body":"huge. And the other thing with"},{"speaker":"Natalie Jennings","startTime":3241.86,"endTime":3246.06,"body":"pic time that has revolutionized"},{"speaker":"Natalie Jennings","startTime":3241.86,"endTime":3246.06,"body":"my post production time is the"},{"speaker":"Natalie Jennings","startTime":3246.06,"endTime":3250.47,"body":"fact that you can easily connect"},{"speaker":"Natalie Jennings","startTime":3246.06,"endTime":3250.47,"body":"QuickTime to Lightroom and offer"},{"speaker":"Natalie Jennings","startTime":3250.47,"endTime":3253.8,"body":"proofing so this has been really"},{"speaker":"Natalie Jennings","startTime":3250.47,"endTime":3253.8,"body":"handy for my mini sessions that"},{"speaker":"Natalie Jennings","startTime":3253.8,"endTime":3256.95,"body":"are headshot sessions. I've"},{"speaker":"Natalie Jennings","startTime":3253.8,"endTime":3256.95,"body":"noticed that people are pretty"},{"speaker":"Natalie Jennings","startTime":3256.95,"endTime":3260.1,"body":"picky when it comes to their"},{"speaker":"Natalie Jennings","startTime":3256.95,"endTime":3260.1,"body":"headshots and oftentimes, back"},{"speaker":"Natalie Jennings","startTime":3260.1,"endTime":3264.45,"body":"in the day when I would choose"},{"speaker":"Natalie Jennings","startTime":3260.1,"endTime":3264.45,"body":"headshots for people. I wasn't"},{"speaker":"Natalie Jennings","startTime":3264.45,"endTime":3267.96,"body":"ever really sure if these were"},{"speaker":"Natalie Jennings","startTime":3264.45,"endTime":3267.96,"body":"the photos that they liked the"},{"speaker":"Natalie Jennings","startTime":3267.96,"endTime":3270.36,"body":"best they happen to be the ones"},{"speaker":"Natalie Jennings","startTime":3267.96,"endTime":3270.36,"body":"I liked the best but I'm looking"},{"speaker":"Natalie Jennings","startTime":3270.36,"endTime":3274.05,"body":"at it as a photographer through"},{"speaker":"Natalie Jennings","startTime":3270.36,"endTime":3274.05,"body":"a photographer's experience and"},{"speaker":"Natalie Jennings","startTime":3274.05,"endTime":3277.53,"body":"lens and they're likely looking"},{"speaker":"Natalie Jennings","startTime":3274.05,"endTime":3277.53,"body":"for different reasons which I've"},{"speaker":"Natalie Jennings","startTime":3277.53,"endTime":3281.1,"body":"noticed happens with a lot of my"},{"speaker":"Natalie Jennings","startTime":3277.53,"endTime":3281.1,"body":"my client sessions. I'm always"},{"speaker":"Natalie Jennings","startTime":3281.1,"endTime":3283.59,"body":"surprised at the photos that"},{"speaker":"Natalie Jennings","startTime":3281.1,"endTime":3283.59,"body":"they pick versus the ones I"},{"speaker":"Natalie Jennings","startTime":3283.59,"endTime":3288.57,"body":"would pick. So this option has"},{"speaker":"Natalie Jennings","startTime":3283.59,"endTime":3288.57,"body":"been huge for me. And instead of"},{"speaker":"Natalie Jennings","startTime":3288.99,"endTime":3293.4,"body":"guessing at which photos are the"},{"speaker":"Natalie Jennings","startTime":3288.99,"endTime":3293.4,"body":"best I can send them in unedited"},{"speaker":"Natalie Jennings","startTime":3293.73,"endTime":3297.87,"body":"mini session gallery. Again, my"},{"speaker":"Natalie Jennings","startTime":3293.73,"endTime":3297.87,"body":"headshot clients and they can"},{"speaker":"Natalie Jennings","startTime":3297.87,"endTime":3304.05,"body":"just click and they can just"},{"speaker":"Natalie Jennings","startTime":3297.87,"endTime":3304.05,"body":"click the little heart next to"},{"speaker":"Natalie Jennings","startTime":3304.05,"endTime":3307.83,"body":"the image and like the ones that"},{"speaker":"Natalie Jennings","startTime":3304.05,"endTime":3307.83,"body":"they want to keep those get"},{"speaker":"Natalie Jennings","startTime":3307.83,"endTime":3311.82,"body":"pinged back directly into"},{"speaker":"Natalie Jennings","startTime":3307.83,"endTime":3311.82,"body":"Lightroom and synced with my my"},{"speaker":"Natalie Jennings","startTime":3311.82,"endTime":3315.69,"body":"settings. So I can edit only"},{"speaker":"Natalie Jennings","startTime":3311.82,"endTime":3315.69,"body":"their favorites, and send them"},{"speaker":"Natalie Jennings","startTime":3315.69,"endTime":3318.93,"body":"right back. So this has been"},{"speaker":"Natalie Jennings","startTime":3315.69,"endTime":3318.93,"body":"this proofing feature has just"},{"speaker":"Natalie Jennings","startTime":3318.93,"endTime":3323.97,"body":"been really, really cool. So"},{"speaker":"Natalie Jennings","startTime":3318.93,"endTime":3323.97,"body":"those tips are my current"},{"speaker":"Natalie Jennings","startTime":3323.97,"endTime":3328.65,"body":"favorites. My my small offers"},{"speaker":"Natalie Jennings","startTime":3323.97,"endTime":3328.65,"body":"have really, really, I've, you"},{"speaker":"Natalie Jennings","startTime":3328.65,"endTime":3331.38,"body":"know, made more money. And I've"},{"speaker":"Natalie Jennings","startTime":3328.65,"endTime":3331.38,"body":"saved myself a lot of time with"},{"speaker":"Natalie Jennings","startTime":3331.38,"endTime":3335.76,"body":"both of those things. So"},{"speaker":"Natalie Jennings","startTime":3331.38,"endTime":3335.76,"body":"hopefully that helps. And if you"},{"speaker":"Natalie Jennings","startTime":3335.76,"endTime":3343.98,"body":"would like to also dive into my"},{"speaker":"Natalie Jennings","startTime":3335.76,"endTime":3343.98,"body":"thoughts on the things that you"},{"speaker":"Natalie Jennings","startTime":3343.98,"endTime":3347.1,"body":"need to grow your photo"},{"speaker":"Natalie Jennings","startTime":3343.98,"endTime":3347.1,"body":"business, I have a really basic"},{"speaker":"Natalie Jennings","startTime":3347.1,"endTime":3351.06,"body":"freebie that's really powerful"},{"speaker":"Natalie Jennings","startTime":3347.1,"endTime":3351.06,"body":"called eight things to grow. And"},{"speaker":"Natalie Jennings","startTime":3351.06,"endTime":3355.02,"body":"these are eight things that I"},{"speaker":"Natalie Jennings","startTime":3351.06,"endTime":3355.02,"body":"think every photo business needs"},{"speaker":"Natalie Jennings","startTime":3355.02,"endTime":3360.18,"body":"in order to grow. So go to photo"},{"speaker":"Natalie Jennings","startTime":3355.02,"endTime":3360.18,"body":"business help.com forward slash"},{"speaker":"Natalie Jennings","startTime":3360.21,"endTime":3364.77,"body":"eight, the number eight things."},{"speaker":"Natalie Jennings","startTime":3360.21,"endTime":3364.77,"body":"That's photo business help.com"},{"speaker":"Natalie Jennings","startTime":3364.77,"endTime":3369.12,"body":"forward slash eight things."},{"speaker":"Natalie Jennings","startTime":3364.77,"endTime":3369.12,"body":"Thank you so much."},{"speaker":"Sabrina Gebhardt","startTime":3372.03,"endTime":3374.7,"body":"Hi, my name is"},{"speaker":"Sabrina Gebhardt","startTime":3372.03,"endTime":3374.7,"body":"Sabrina Gephardt. I'm a"},{"speaker":"Sabrina Gebhardt","startTime":3374.7,"endTime":3377.64,"body":"lifestyle family and newborn"},{"speaker":"Sabrina Gebhardt","startTime":3374.7,"endTime":3377.64,"body":"photographer of more than 12"},{"speaker":"Sabrina Gebhardt","startTime":3377.64,"endTime":3381.3,"body":"years in Fort Worth, Texas. I'm"},{"speaker":"Sabrina Gebhardt","startTime":3377.64,"endTime":3381.3,"body":"a podcast host of the shoot it"},{"speaker":"Sabrina Gebhardt","startTime":3381.3,"endTime":3385.47,"body":"straight podcast, and I'm also a"},{"speaker":"Sabrina Gebhardt","startTime":3381.3,"endTime":3385.47,"body":"business coach. Today, I want to"},{"speaker":"Sabrina Gebhardt","startTime":3385.47,"endTime":3389.61,"body":"talk to you about knowing your"},{"speaker":"Sabrina Gebhardt","startTime":3385.47,"endTime":3389.61,"body":"definition of success. So if you"},{"speaker":"Sabrina Gebhardt","startTime":3389.61,"endTime":3393.66,"body":"were to Google what makes a"},{"speaker":"Sabrina Gebhardt","startTime":3389.61,"endTime":3393.66,"body":"photographer successful? Or when"},{"speaker":"Sabrina Gebhardt","startTime":3393.66,"endTime":3396.75,"body":"is a creative entrepreneur"},{"speaker":"Sabrina Gebhardt","startTime":3393.66,"endTime":3396.75,"body":"successful? There's literally no"},{"speaker":"Sabrina Gebhardt","startTime":3396.78,"endTime":3401.16,"body":"answer. It's all relative and"},{"speaker":"Sabrina Gebhardt","startTime":3396.78,"endTime":3401.16,"body":"made up. It's time to define"},{"speaker":"Sabrina Gebhardt","startTime":3401.16,"endTime":3405.21,"body":"what success means to you, and"},{"speaker":"Sabrina Gebhardt","startTime":3401.16,"endTime":3405.21,"body":"what actually matters to you."},{"speaker":"Sabrina Gebhardt","startTime":3405.72,"endTime":3409.08,"body":"It's so easy to start our"},{"speaker":"Sabrina Gebhardt","startTime":3405.72,"endTime":3409.08,"body":"businesses and start to define"},{"speaker":"Sabrina Gebhardt","startTime":3409.08,"endTime":3413.82,"body":"success around the baseline of"},{"speaker":"Sabrina Gebhardt","startTime":3409.08,"endTime":3413.82,"body":"others. We all hear have a six"},{"speaker":"Sabrina Gebhardt","startTime":3413.82,"endTime":3418.8,"body":"figure year or get published and"},{"speaker":"Sabrina Gebhardt","startTime":3413.82,"endTime":3418.8,"body":"XYZ, or win this award or get"},{"speaker":"Sabrina Gebhardt","startTime":3418.8,"endTime":3423.45,"body":"this distinction or only work"},{"speaker":"Sabrina Gebhardt","startTime":3418.8,"endTime":3423.45,"body":"three days a week? Or, or or,"},{"speaker":"Sabrina Gebhardt","startTime":3423.9,"endTime":3427.35,"body":"but what if those things don't"},{"speaker":"Sabrina Gebhardt","startTime":3423.9,"endTime":3427.35,"body":"feel good to you? Or what if you"},{"speaker":"Sabrina Gebhardt","startTime":3427.35,"endTime":3430.89,"body":"literally don't care about them?"},{"speaker":"Sabrina Gebhardt","startTime":3427.35,"endTime":3430.89,"body":"Or worse? What if you're"},{"speaker":"Sabrina Gebhardt","startTime":3430.89,"endTime":3434.37,"body":"striving toward them and you"},{"speaker":"Sabrina Gebhardt","startTime":3430.89,"endTime":3434.37,"body":"actually don't jive with them at"},{"speaker":"Sabrina Gebhardt","startTime":3434.37,"endTime":3440.16,"body":"all? What matters to you, in"},{"speaker":"Sabrina Gebhardt","startTime":3434.37,"endTime":3440.16,"body":"your life, with your family, and"},{"speaker":"Sabrina Gebhardt","startTime":3440.16,"endTime":3444.51,"body":"your commitments? Today, I want"},{"speaker":"Sabrina Gebhardt","startTime":3440.16,"endTime":3444.51,"body":"to walk through what creating"},{"speaker":"Sabrina Gebhardt","startTime":3444.51,"endTime":3448.17,"body":"your definition of success"},{"speaker":"Sabrina Gebhardt","startTime":3444.51,"endTime":3448.17,"body":"actually looks like. And it all"},{"speaker":"Sabrina Gebhardt","startTime":3448.17,"endTime":3452.46,"body":"starts with having a clear"},{"speaker":"Sabrina Gebhardt","startTime":3448.17,"endTime":3452.46,"body":"vision. If you can envision your"},{"speaker":"Sabrina Gebhardt","startTime":3452.46,"endTime":3456.3,"body":"most successful business in a"},{"speaker":"Sabrina Gebhardt","startTime":3452.46,"endTime":3456.3,"body":"year from now, if you had all"},{"speaker":"Sabrina Gebhardt","startTime":3456.3,"endTime":3459.96,"body":"green lights, and things were"},{"speaker":"Sabrina Gebhardt","startTime":3456.3,"endTime":3459.96,"body":"straight up success for the next"},{"speaker":"Sabrina Gebhardt","startTime":3459.96,"endTime":3464.58,"body":"year, what would your business"},{"speaker":"Sabrina Gebhardt","startTime":3459.96,"endTime":3464.58,"body":"and your life look like? I"},{"speaker":"Sabrina Gebhardt","startTime":3464.58,"endTime":3468.0,"body":"invite you to get really"},{"speaker":"Sabrina Gebhardt","startTime":3464.58,"endTime":3468.0,"body":"detailed with this vision. What"},{"speaker":"Sabrina Gebhardt","startTime":3468.0,"endTime":3471.39,"body":"are your days feel? Like? How"},{"speaker":"Sabrina Gebhardt","startTime":3468.0,"endTime":3471.39,"body":"much are you shooting? What kind"},{"speaker":"Sabrina Gebhardt","startTime":3471.39,"endTime":3474.84,"body":"of photography are you doing?"},{"speaker":"Sabrina Gebhardt","startTime":3471.39,"endTime":3474.84,"body":"Who are you working with? How"},{"speaker":"Sabrina Gebhardt","startTime":3474.87,"endTime":3478.26,"body":"often are you working? Do you"},{"speaker":"Sabrina Gebhardt","startTime":3474.87,"endTime":3478.26,"body":"have a team? How much are you"},{"speaker":"Sabrina Gebhardt","startTime":3478.26,"endTime":3481.86,"body":"making per client? What are you"},{"speaker":"Sabrina Gebhardt","startTime":3478.26,"endTime":3481.86,"body":"paying yourself? What is your"},{"speaker":"Sabrina Gebhardt","startTime":3481.86,"endTime":3485.46,"body":"content creation process feel"},{"speaker":"Sabrina Gebhardt","startTime":3481.86,"endTime":3485.46,"body":"like? What do you feel like when"},{"speaker":"Sabrina Gebhardt","startTime":3485.46,"endTime":3488.94,"body":"you are photographing clients?"},{"speaker":"Sabrina Gebhardt","startTime":3485.46,"endTime":3488.94,"body":"Are you inspired? Do you have"},{"speaker":"Sabrina Gebhardt","startTime":3488.94,"endTime":3492.87,"body":"time to volunteer at your kids"},{"speaker":"Sabrina Gebhardt","startTime":3488.94,"endTime":3492.87,"body":"school? Do you have hobbies? Are"},{"speaker":"Sabrina Gebhardt","startTime":3492.87,"endTime":3497.64,"body":"you traveling, literally go deep"},{"speaker":"Sabrina Gebhardt","startTime":3492.87,"endTime":3497.64,"body":"here and define what makes that"},{"speaker":"Sabrina Gebhardt","startTime":3497.64,"endTime":3501.27,"body":"picture of success uniquely"},{"speaker":"Sabrina Gebhardt","startTime":3497.64,"endTime":3501.27,"body":"yours and then write it all"},{"speaker":"Sabrina Gebhardt","startTime":3501.27,"endTime":3505.74,"body":"down. If your vision looks like"},{"speaker":"Sabrina Gebhardt","startTime":3501.27,"endTime":3505.74,"body":"photographing three families a"},{"speaker":"Sabrina Gebhardt","startTime":3505.74,"endTime":3509.46,"body":"week, and they're paying you"},{"speaker":"Sabrina Gebhardt","startTime":3505.74,"endTime":3509.46,"body":"$1,000 per session, and you're"},{"speaker":"Sabrina Gebhardt","startTime":3509.46,"endTime":3513.39,"body":"taking a small family vacation"},{"speaker":"Sabrina Gebhardt","startTime":3509.46,"endTime":3513.39,"body":"every quarter, and your work"},{"speaker":"Sabrina Gebhardt","startTime":3513.39,"endTime":3517.41,"body":"feels consistent and fine tuned,"},{"speaker":"Sabrina Gebhardt","startTime":3513.39,"endTime":3517.41,"body":"and you're having to turn away"},{"speaker":"Sabrina Gebhardt","startTime":3517.41,"endTime":3520.65,"body":"inquiries and you don't have any"},{"speaker":"Sabrina Gebhardt","startTime":3517.41,"endTime":3520.65,"body":"guilt about that because you are"},{"speaker":"Sabrina Gebhardt","startTime":3520.65,"endTime":3524.07,"body":"so certain with where you stand"},{"speaker":"Sabrina Gebhardt","startTime":3520.65,"endTime":3524.07,"body":"and what your boundaries are."},{"speaker":"Sabrina Gebhardt","startTime":3525.09,"endTime":3530.07,"body":"That definition allows you to"},{"speaker":"Sabrina Gebhardt","startTime":3525.09,"endTime":3530.07,"body":"write the rules. What matters to"},{"speaker":"Sabrina Gebhardt","startTime":3530.07,"endTime":3534.18,"body":"you might not matter to me."},{"speaker":"Sabrina Gebhardt","startTime":3530.07,"endTime":3534.18,"body":"Creating your own definition is"},{"speaker":"Sabrina Gebhardt","startTime":3534.18,"endTime":3537.63,"body":"about pulling back and doing"},{"speaker":"Sabrina Gebhardt","startTime":3534.18,"endTime":3537.63,"body":"some real hard work. What"},{"speaker":"Sabrina Gebhardt","startTime":3537.63,"endTime":3541.14,"body":"matters to your family? What"},{"speaker":"Sabrina Gebhardt","startTime":3537.63,"endTime":3541.14,"body":"matters to your future? What"},{"speaker":"Sabrina Gebhardt","startTime":3541.14,"endTime":3545.31,"body":"matters to your career? If you"},{"speaker":"Sabrina Gebhardt","startTime":3541.14,"endTime":3545.31,"body":"want to work less or work more,"},{"speaker":"Sabrina Gebhardt","startTime":3545.64,"endTime":3549.9,"body":"or travel? Do you want to be"},{"speaker":"Sabrina Gebhardt","startTime":3545.64,"endTime":3549.9,"body":"intentionally part time? Do you"},{"speaker":"Sabrina Gebhardt","startTime":3549.9,"endTime":3553.32,"body":"want to be able to financially"},{"speaker":"Sabrina Gebhardt","startTime":3549.9,"endTime":3553.32,"body":"retire your partner? Do you want"},{"speaker":"Sabrina Gebhardt","startTime":3553.32,"endTime":3557.16,"body":"to start coaching? Do you want"},{"speaker":"Sabrina Gebhardt","startTime":3553.32,"endTime":3557.16,"body":"to niche down? Do you want to"},{"speaker":"Sabrina Gebhardt","startTime":3557.16,"endTime":3560.37,"body":"afford hiring a chef and a"},{"speaker":"Sabrina Gebhardt","startTime":3557.16,"endTime":3560.37,"body":"personal trainer? Do you want to"},{"speaker":"Sabrina Gebhardt","startTime":3560.37,"endTime":3564.54,"body":"work with celebrities and big"},{"speaker":"Sabrina Gebhardt","startTime":3560.37,"endTime":3564.54,"body":"brands? Literally what does your"},{"speaker":"Sabrina Gebhardt","startTime":3564.54,"endTime":3570.06,"body":"life look like? Define that"},{"speaker":"Sabrina Gebhardt","startTime":3564.54,"endTime":3570.06,"body":"vision and then lean into those"},{"speaker":"Sabrina Gebhardt","startTime":3570.06,"endTime":3573.96,"body":"parameters. Thanks to social"},{"speaker":"Sabrina Gebhardt","startTime":3570.06,"endTime":3573.96,"body":"media and the internet. We are"},{"speaker":"Sabrina Gebhardt","startTime":3573.96,"endTime":3579.03,"body":"bombarded with what everyone"},{"speaker":"Sabrina Gebhardt","startTime":3573.96,"endTime":3579.03,"body":"else loves and is doing and is"},{"speaker":"Sabrina Gebhardt","startTime":3579.03,"endTime":3583.41,"body":"striving for. And it's so easy"},{"speaker":"Sabrina Gebhardt","startTime":3579.03,"endTime":3583.41,"body":"to put those desires onto"},{"speaker":"Sabrina Gebhardt","startTime":3583.41,"endTime":3587.97,"body":"ourselves, even when they don't"},{"speaker":"Sabrina Gebhardt","startTime":3583.41,"endTime":3587.97,"body":"actually matter to us or fit our"},{"speaker":"Sabrina Gebhardt","startTime":3588.24,"endTime":3592.47,"body":"our vision. The second part of"},{"speaker":"Sabrina Gebhardt","startTime":3588.24,"endTime":3592.47,"body":"knowing our own definition of"},{"speaker":"Sabrina Gebhardt","startTime":3592.47,"endTime":3597.33,"body":"success is being able to clearly"},{"speaker":"Sabrina Gebhardt","startTime":3592.47,"endTime":3597.33,"body":"identify who we are. This may"},{"speaker":"Sabrina Gebhardt","startTime":3597.33,"endTime":3601.74,"body":"sound dumb but again in our busy"},{"speaker":"Sabrina Gebhardt","startTime":3597.33,"endTime":3601.74,"body":"online Worlds, it's super easy"},{"speaker":"Sabrina Gebhardt","startTime":3601.74,"endTime":3605.1,"body":"to get lost. I bet you think"},{"speaker":"Sabrina Gebhardt","startTime":3601.74,"endTime":3605.1,"body":"about your business or your"},{"speaker":"Sabrina Gebhardt","startTime":3605.1,"endTime":3609.45,"body":"personal opinions. And you may"},{"speaker":"Sabrina Gebhardt","startTime":3605.1,"endTime":3609.45,"body":"actually be a bit confused on at"},{"speaker":"Sabrina Gebhardt","startTime":3609.45,"endTime":3613.08,"body":"least a few of them. Do you"},{"speaker":"Sabrina Gebhardt","startTime":3609.45,"endTime":3613.08,"body":"really love everything that"},{"speaker":"Sabrina Gebhardt","startTime":3613.08,"endTime":3616.77,"body":"you're doing, and offering and"},{"speaker":"Sabrina Gebhardt","startTime":3613.08,"endTime":3616.77,"body":"all the ways that you're"},{"speaker":"Sabrina Gebhardt","startTime":3616.77,"endTime":3619.74,"body":"choosing to spend your time and"},{"speaker":"Sabrina Gebhardt","startTime":3616.77,"endTime":3619.74,"body":"what you're spending your money"},{"speaker":"Sabrina Gebhardt","startTime":3619.74,"endTime":3624.51,"body":"on? Or are things just happening"},{"speaker":"Sabrina Gebhardt","startTime":3619.74,"endTime":3624.51,"body":"to you and you have in turn"},{"speaker":"Sabrina Gebhardt","startTime":3624.54,"endTime":3628.74,"body":"found yourself going along with"},{"speaker":"Sabrina Gebhardt","startTime":3624.54,"endTime":3628.74,"body":"them kind of mindlessly. Or"},{"speaker":"Sabrina Gebhardt","startTime":3628.74,"endTime":3630.99,"body":"maybe you found yourself"},{"speaker":"Sabrina Gebhardt","startTime":3628.74,"endTime":3630.99,"body":"somewhere that you never"},{"speaker":"Sabrina Gebhardt","startTime":3630.99,"endTime":3635.61,"body":"intended to be? It is so"},{"speaker":"Sabrina Gebhardt","startTime":3630.99,"endTime":3635.61,"body":"important to know who you are"},{"speaker":"Sabrina Gebhardt","startTime":3635.64,"endTime":3639.72,"body":"and what you want. Before you"},{"speaker":"Sabrina Gebhardt","startTime":3635.64,"endTime":3639.72,"body":"can go any further. Every"},{"speaker":"Sabrina Gebhardt","startTime":3639.72,"endTime":3644.67,"body":"decision you make every goal you"},{"speaker":"Sabrina Gebhardt","startTime":3639.72,"endTime":3644.67,"body":"set. Every step you take depends"},{"speaker":"Sabrina Gebhardt","startTime":3644.67,"endTime":3648.36,"body":"on knowing exactly who you are"},{"speaker":"Sabrina Gebhardt","startTime":3644.67,"endTime":3648.36,"body":"and what your vision is. And if"},{"speaker":"Sabrina Gebhardt","startTime":3648.36,"endTime":3651.48,"body":"you don't know who you are and"},{"speaker":"Sabrina Gebhardt","startTime":3648.36,"endTime":3651.48,"body":"what you want from this life,"},{"speaker":"Sabrina Gebhardt","startTime":3651.81,"endTime":3656.19,"body":"you will continue to struggle"},{"speaker":"Sabrina Gebhardt","startTime":3651.81,"endTime":3656.19,"body":"moving forward at all. The"},{"speaker":"Sabrina Gebhardt","startTime":3656.19,"endTime":3659.64,"body":"perfect example of this is Julia"},{"speaker":"Sabrina Gebhardt","startTime":3656.19,"endTime":3659.64,"body":"Roberts in the movie The Runaway"},{"speaker":"Sabrina Gebhardt","startTime":3659.64,"endTime":3662.82,"body":"Bride. 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It turns out, she"},{"speaker":"Sabrina Gebhardt","startTime":3673.62,"endTime":3678.0,"body":"has reinvented herself so many"},{"speaker":"Sabrina Gebhardt","startTime":3678.0,"endTime":3681.33,"body":"times over the years to match"},{"speaker":"Sabrina Gebhardt","startTime":3678.0,"endTime":3681.33,"body":"her various fiance's"},{"speaker":"Sabrina Gebhardt","startTime":3681.33,"endTime":3685.32,"body":"personalities and lifestyles,"},{"speaker":"Sabrina Gebhardt","startTime":3681.33,"endTime":3685.32,"body":"that she's lost herself. And she"},{"speaker":"Sabrina Gebhardt","startTime":3685.32,"endTime":3689.19,"body":"doesn't know who she really is"},{"speaker":"Sabrina Gebhardt","startTime":3685.32,"endTime":3689.19,"body":"deep down. In fact, she's so"},{"speaker":"Sabrina Gebhardt","startTime":3689.19,"endTime":3692.91,"body":"lost that she doesn't even know"},{"speaker":"Sabrina Gebhardt","startTime":3689.19,"endTime":3692.91,"body":"what type of eggs she prefers."},{"speaker":"Sabrina Gebhardt","startTime":3693.12,"endTime":3696.39,"body":"She walks through this process"},{"speaker":"Sabrina Gebhardt","startTime":3693.12,"endTime":3696.39,"body":"of self discovery and makes"},{"speaker":"Sabrina Gebhardt","startTime":3696.42,"endTime":3700.56,"body":"dozens of eggs in every"},{"speaker":"Sabrina Gebhardt","startTime":3696.42,"endTime":3700.56,"body":"imaginable manner, so that she"},{"speaker":"Sabrina Gebhardt","startTime":3700.56,"endTime":3706.14,"body":"can learn what she really likes."},{"speaker":"Sabrina Gebhardt","startTime":3700.56,"endTime":3706.14,"body":"Just like Julia Roberts, we so"},{"speaker":"Sabrina Gebhardt","startTime":3706.14,"endTime":3711.09,"body":"often take on roles or goals"},{"speaker":"Sabrina Gebhardt","startTime":3706.14,"endTime":3711.09,"body":"that look great on other people."},{"speaker":"Sabrina Gebhardt","startTime":3711.33,"endTime":3714.87,"body":"But at the end of the day, are"},{"speaker":"Sabrina Gebhardt","startTime":3711.33,"endTime":3714.87,"body":"they really aligned with your"},{"speaker":"Sabrina Gebhardt","startTime":3714.9,"endTime":3719.22,"body":"vision. A good way to gain this"},{"speaker":"Sabrina Gebhardt","startTime":3714.9,"endTime":3719.22,"body":"self awareness is to do a small"},{"speaker":"Sabrina Gebhardt","startTime":3719.22,"endTime":3723.15,"body":"or maybe a large social media"},{"speaker":"Sabrina Gebhardt","startTime":3719.22,"endTime":3723.15,"body":"fast, just take a few days off"},{"speaker":"Sabrina Gebhardt","startTime":3723.33,"endTime":3727.59,"body":"and disconnect the quiet and the"},{"speaker":"Sabrina Gebhardt","startTime":3723.33,"endTime":3727.59,"body":"noise. Doing this allows you to"},{"speaker":"Sabrina Gebhardt","startTime":3727.59,"endTime":3731.01,"body":"gain clarity on what you"},{"speaker":"Sabrina Gebhardt","startTime":3727.59,"endTime":3731.01,"body":"actually care about what feels"},{"speaker":"Sabrina Gebhardt","startTime":3731.01,"endTime":3734.7,"body":"good to you and what you don't"},{"speaker":"Sabrina Gebhardt","startTime":3731.01,"endTime":3734.7,"body":"like. It also gives you clarity"},{"speaker":"Sabrina Gebhardt","startTime":3734.7,"endTime":3738.66,"body":"on what your gut is telling you."},{"speaker":"Sabrina Gebhardt","startTime":3734.7,"endTime":3738.66,"body":"Once you know what your vision"},{"speaker":"Sabrina Gebhardt","startTime":3738.66,"endTime":3742.38,"body":"is, and who you really are, your"},{"speaker":"Sabrina Gebhardt","startTime":3738.66,"endTime":3742.38,"body":"definition of success becomes"},{"speaker":"Sabrina Gebhardt","startTime":3742.38,"endTime":3748.05,"body":"very clear. And clarity is such"},{"speaker":"Sabrina Gebhardt","startTime":3742.38,"endTime":3748.05,"body":"a gift. This is what helps you"},{"speaker":"Sabrina Gebhardt","startTime":3748.05,"endTime":3753.09,"body":"know what to do every day, every"},{"speaker":"Sabrina Gebhardt","startTime":3748.05,"endTime":3753.09,"body":"month, every year. This is how"},{"speaker":"Sabrina Gebhardt","startTime":3753.09,"endTime":3757.29,"body":"you hit goals. This is how you"},{"speaker":"Sabrina Gebhardt","startTime":3753.09,"endTime":3757.29,"body":"stay on the right track. The"},{"speaker":"Sabrina Gebhardt","startTime":3757.29,"endTime":3760.98,"body":"best way to keep this clarity on"},{"speaker":"Sabrina Gebhardt","startTime":3757.29,"endTime":3760.98,"body":"your definition of success is to"},{"speaker":"Sabrina Gebhardt","startTime":3760.98,"endTime":3766.2,"body":"write it down. You've probably"},{"speaker":"Sabrina Gebhardt","startTime":3760.98,"endTime":3766.2,"body":"heard that when you set goals,"},{"speaker":"Sabrina Gebhardt","startTime":3766.38,"endTime":3769.56,"body":"it's really beneficial to keep"},{"speaker":"Sabrina Gebhardt","startTime":3766.38,"endTime":3769.56,"body":"those goals top of mind for the"},{"speaker":"Sabrina Gebhardt","startTime":3769.56,"endTime":3773.07,"body":"highest rate of success, like"},{"speaker":"Sabrina Gebhardt","startTime":3769.56,"endTime":3773.07,"body":"having them on a sticky note on"},{"speaker":"Sabrina Gebhardt","startTime":3773.07,"endTime":3776.16,"body":"your desk or on a bulletin board"},{"speaker":"Sabrina Gebhardt","startTime":3773.07,"endTime":3776.16,"body":"where you can see them daily."},{"speaker":"Sabrina Gebhardt","startTime":3776.64,"endTime":3780.33,"body":"The same thing goes with your"},{"speaker":"Sabrina Gebhardt","startTime":3776.64,"endTime":3780.33,"body":"definition of success. Having"},{"speaker":"Sabrina Gebhardt","startTime":3780.33,"endTime":3784.8,"body":"those details clearly noted in"},{"speaker":"Sabrina Gebhardt","startTime":3780.33,"endTime":3784.8,"body":"words or on a vision board,"},{"speaker":"Sabrina Gebhardt","startTime":3785.34,"endTime":3788.91,"body":"where you can see them every"},{"speaker":"Sabrina Gebhardt","startTime":3785.34,"endTime":3788.91,"body":"day. That is what is going to"},{"speaker":"Sabrina Gebhardt","startTime":3788.91,"endTime":3792.81,"body":"give you clarity and focus. That"},{"speaker":"Sabrina Gebhardt","startTime":3788.91,"endTime":3792.81,"body":"is what is going to keep you in"},{"speaker":"Sabrina Gebhardt","startTime":3792.81,"endTime":3796.29,"body":"your own lane, instead of"},{"speaker":"Sabrina Gebhardt","startTime":3792.81,"endTime":3796.29,"body":"constantly being distracted by"},{"speaker":"Sabrina Gebhardt","startTime":3796.29,"endTime":3800.01,"body":"what everybody else is doing."},{"speaker":"Sabrina Gebhardt","startTime":3796.29,"endTime":3800.01,"body":"That is what helps you take"},{"speaker":"Sabrina Gebhardt","startTime":3800.01,"endTime":3805.26,"body":"intentional action. And that is"},{"speaker":"Sabrina Gebhardt","startTime":3800.01,"endTime":3805.26,"body":"what helps you take intentional"},{"speaker":"Sabrina Gebhardt","startTime":3805.26,"endTime":3810.09,"body":"action steps toward the business"},{"speaker":"Sabrina Gebhardt","startTime":3805.26,"endTime":3810.09,"body":"and the life of your dreams. So"},{"speaker":"Sabrina Gebhardt","startTime":3810.39,"endTime":3814.77,"body":"to wrap up in order to clearly"},{"speaker":"Sabrina Gebhardt","startTime":3810.39,"endTime":3814.77,"body":"define your version of success."},{"speaker":"Sabrina Gebhardt","startTime":3814.86,"endTime":3818.01,"body":"First, you must know your"},{"speaker":"Sabrina Gebhardt","startTime":3814.86,"endTime":3818.01,"body":"vision. In a perfectly"},{"speaker":"Sabrina Gebhardt","startTime":3818.01,"endTime":3821.94,"body":"successful world, where do you"},{"speaker":"Sabrina Gebhardt","startTime":3818.01,"endTime":3821.94,"body":"want to be a year from now? Two"},{"speaker":"Sabrina Gebhardt","startTime":3821.94,"endTime":3827.55,"body":"years from now, let those dreams"},{"speaker":"Sabrina Gebhardt","startTime":3821.94,"endTime":3827.55,"body":"cast your big vision. Second,"},{"speaker":"Sabrina Gebhardt","startTime":3827.88,"endTime":3832.56,"body":"know who you are, what deeply"},{"speaker":"Sabrina Gebhardt","startTime":3827.88,"endTime":3832.56,"body":"matters to you and what doesn't,"},{"speaker":"Sabrina Gebhardt","startTime":3832.71,"endTime":3836.97,"body":"what lights you up and what you"},{"speaker":"Sabrina Gebhardt","startTime":3832.71,"endTime":3836.97,"body":"are no longer available for. And"},{"speaker":"Sabrina Gebhardt","startTime":3836.97,"endTime":3842.28,"body":"third, use your vision and who"},{"speaker":"Sabrina Gebhardt","startTime":3836.97,"endTime":3842.28,"body":"you are to clearly spell out"},{"speaker":"Sabrina Gebhardt","startTime":3842.28,"endTime":3846.75,"body":"what a successful business and"},{"speaker":"Sabrina Gebhardt","startTime":3842.28,"endTime":3846.75,"body":"life looks like. And have this"},{"speaker":"Sabrina Gebhardt","startTime":3846.75,"endTime":3849.54,"body":"displayed so that you can keep"},{"speaker":"Sabrina Gebhardt","startTime":3846.75,"endTime":3849.54,"body":"your eyes on the prize and"},{"speaker":"Sabrina Gebhardt","startTime":3849.54,"endTime":3852.27,"body":"filter all your decisions"},{"speaker":"Sabrina Gebhardt","startTime":3849.54,"endTime":3852.27,"body":"through it so you can stay on"},{"speaker":"Sabrina Gebhardt","startTime":3852.27,"endTime":3856.59,"body":"track. Knowing these things"},{"speaker":"Sabrina Gebhardt","startTime":3852.27,"endTime":3856.59,"body":"deeply matters. You chose to"},{"speaker":"Sabrina Gebhardt","startTime":3856.59,"endTime":3859.26,"body":"become a photographer because"},{"speaker":"Sabrina Gebhardt","startTime":3856.59,"endTime":3859.26,"body":"you wanted to lean into your"},{"speaker":"Sabrina Gebhardt","startTime":3859.26,"endTime":3863.58,"body":"passion for photos and have a"},{"speaker":"Sabrina Gebhardt","startTime":3859.26,"endTime":3863.58,"body":"business that aligns with you."},{"speaker":"Sabrina Gebhardt","startTime":3863.91,"endTime":3866.76,"body":"Don't waste another minute"},{"speaker":"Sabrina Gebhardt","startTime":3863.91,"endTime":3866.76,"body":"chasing someone else's"},{"speaker":"Sabrina Gebhardt","startTime":3866.76,"endTime":3870.51,"body":"definition of success. Thanks"},{"speaker":"Sabrina Gebhardt","startTime":3866.76,"endTime":3870.51,"body":"for listening. And before I go,"},{"speaker":"Sabrina Gebhardt","startTime":3870.69,"endTime":3873.9,"body":"I'd love to offer you a free"},{"speaker":"Sabrina Gebhardt","startTime":3870.69,"endTime":3873.9,"body":"download. My photography"},{"speaker":"Sabrina Gebhardt","startTime":3873.93,"endTime":3877.29,"body":"business blueprint is nine steps"},{"speaker":"Sabrina Gebhardt","startTime":3873.93,"endTime":3877.29,"body":"to make sure that you are set up"},{"speaker":"Sabrina Gebhardt","startTime":3877.29,"endTime":3881.01,"body":"for sustainable long term"},{"speaker":"Sabrina Gebhardt","startTime":3877.29,"endTime":3881.01,"body":"success in your business. You"},{"speaker":"Sabrina Gebhardt","startTime":3881.01,"endTime":3884.7,"body":"can grab that at Sabrina"},{"speaker":"Sabrina Gebhardt","startTime":3881.01,"endTime":3884.7,"body":"gebhardt.com backslash"},{"speaker":"Sabrina Gebhardt","startTime":3884.73,"endTime":3885.57,"body":"blueprint."},{"speaker":"Annemie Tonken","startTime":3886.38,"endTime":3889.17,"body":"Hey there, my"},{"speaker":"Annemie Tonken","startTime":3886.38,"endTime":3889.17,"body":"name is Annemie Tonken I am the"},{"speaker":"Annemie Tonken","startTime":3889.17,"endTime":3892.26,"body":"host of this can't be that hard,"},{"speaker":"Annemie Tonken","startTime":3889.17,"endTime":3892.26,"body":"which is a business podcast for"},{"speaker":"Annemie Tonken","startTime":3892.26,"endTime":3895.65,"body":"photographers where I help you"},{"speaker":"Annemie Tonken","startTime":3892.26,"endTime":3895.65,"body":"run profitable, sustainable"},{"speaker":"Annemie Tonken","startTime":3895.68,"endTime":3898.77,"body":"businesses that you love. So if"},{"speaker":"Annemie Tonken","startTime":3895.68,"endTime":3898.77,"body":"you're familiar with my"},{"speaker":"Annemie Tonken","startTime":3898.77,"endTime":3901.35,"body":"teaching, you may think that I"},{"speaker":"Annemie Tonken","startTime":3898.77,"endTime":3901.35,"body":"am going to jump in here and"},{"speaker":"Annemie Tonken","startTime":3901.35,"endTime":3904.35,"body":"talk about simple sales. Or"},{"speaker":"Annemie Tonken","startTime":3901.35,"endTime":3904.35,"body":"maybe I'm going to talk about"},{"speaker":"Annemie Tonken","startTime":3904.35,"endTime":3906.96,"body":"setting up a portrait"},{"speaker":"Annemie Tonken","startTime":3904.35,"endTime":3906.96,"body":"membership. And you know, I love"},{"speaker":"Annemie Tonken","startTime":3906.96,"endTime":3910.2,"body":"those things, I am all about"},{"speaker":"Annemie Tonken","startTime":3906.96,"endTime":3910.2,"body":"systems and ways to streamline"},{"speaker":"Annemie Tonken","startTime":3910.2,"endTime":3912.84,"body":"your business so that you can"},{"speaker":"Annemie Tonken","startTime":3910.2,"endTime":3912.84,"body":"make more money in a more"},{"speaker":"Annemie Tonken","startTime":3912.84,"endTime":3916.56,"body":"sustainable way. However, what I"},{"speaker":"Annemie Tonken","startTime":3912.84,"endTime":3916.56,"body":"have been hearing from"},{"speaker":"Annemie Tonken","startTime":3916.56,"endTime":3920.55,"body":"photographers this year in 2023,"},{"speaker":"Annemie Tonken","startTime":3916.56,"endTime":3920.55,"body":"when we are releasing the"},{"speaker":"Annemie Tonken","startTime":3920.55,"endTime":3924.06,"body":"business trip, road, business"},{"speaker":"Annemie Tonken","startTime":3920.55,"endTime":3924.06,"body":"tip road trip, so hard to say,"},{"speaker":"Annemie Tonken","startTime":3924.66,"endTime":3930.51,"body":"is really focused on the kind of"},{"speaker":"Annemie Tonken","startTime":3924.66,"endTime":3930.51,"body":"downturn in the economy and the"},{"speaker":"Annemie Tonken","startTime":3930.57,"endTime":3933.84,"body":"effect that that's having on"},{"speaker":"Annemie Tonken","startTime":3930.57,"endTime":3933.84,"body":"their ability to book work,"},{"speaker":"Annemie Tonken","startTime":3933.87,"endTime":3938.43,"body":"right. Many of us go to a lot of"},{"speaker":"Annemie Tonken","startTime":3933.87,"endTime":3938.43,"body":"trouble to set up a signature"},{"speaker":"Annemie Tonken","startTime":3938.43,"endTime":3942.15,"body":"offer that is profitable, it's"},{"speaker":"Annemie Tonken","startTime":3938.43,"endTime":3942.15,"body":"sustainable for us, it showcases"},{"speaker":"Annemie Tonken","startTime":3942.15,"endTime":3945.75,"body":"the best of our work, that's"},{"speaker":"Annemie Tonken","startTime":3942.15,"endTime":3945.75,"body":"what we would sell in an ideal"},{"speaker":"Annemie Tonken","startTime":3945.75,"endTime":3950.16,"body":"scenario to basically all of our"},{"speaker":"Annemie Tonken","startTime":3945.75,"endTime":3950.16,"body":"clients, right, but let's say"},{"speaker":"Annemie Tonken","startTime":3950.19,"endTime":3955.23,"body":"that your standard offer is"},{"speaker":"Annemie Tonken","startTime":3950.19,"endTime":3955.23,"body":"priced at, I don't know $1,500."},{"speaker":"Annemie Tonken","startTime":3955.26,"endTime":3960.09,"body":"And what you are running up"},{"speaker":"Annemie Tonken","startTime":3955.26,"endTime":3960.09,"body":"against right now is that a lot"},{"speaker":"Annemie Tonken","startTime":3960.09,"endTime":3962.88,"body":"of people are reaching out and"},{"speaker":"Annemie Tonken","startTime":3960.09,"endTime":3962.88,"body":"they seem like good clients,"},{"speaker":"Annemie Tonken","startTime":3962.91,"endTime":3965.55,"body":"everything is kind of chugging"},{"speaker":"Annemie Tonken","startTime":3962.91,"endTime":3965.55,"body":"along and the back and forth,"},{"speaker":"Annemie Tonken","startTime":3965.82,"endTime":3968.55,"body":"until you get to price and then"},{"speaker":"Annemie Tonken","startTime":3965.82,"endTime":3968.55,"body":"they balk. And I think that"},{"speaker":"Annemie Tonken","startTime":3968.55,"endTime":3973.17,"body":"that's really normal, we work in"},{"speaker":"Annemie Tonken","startTime":3968.55,"endTime":3973.17,"body":"the luxury service industry. And"},{"speaker":"Annemie Tonken","startTime":3973.2,"endTime":3976.95,"body":"when the economy is shaky,"},{"speaker":"Annemie Tonken","startTime":3973.2,"endTime":3976.95,"body":"people start to rein in their"},{"speaker":"Annemie Tonken","startTime":3976.95,"endTime":3981.18,"body":"spending on luxury services. So"},{"speaker":"Annemie Tonken","startTime":3976.95,"endTime":3981.18,"body":"the tip that I want to share"},{"speaker":"Annemie Tonken","startTime":3981.18,"endTime":3986.16,"body":"today is a strategy that I call"},{"speaker":"Annemie Tonken","startTime":3981.18,"endTime":3986.16,"body":"your back pocket offer. And what"},{"speaker":"Annemie Tonken","startTime":3986.16,"endTime":3990.57,"body":"a back pocket offer is, is an"},{"speaker":"Annemie Tonken","startTime":3986.16,"endTime":3990.57,"body":"offer that you design ahead of"},{"speaker":"Annemie Tonken","startTime":3990.57,"endTime":3994.59,"body":"time, right not in the moment"},{"speaker":"Annemie Tonken","startTime":3990.57,"endTime":3994.59,"body":"when you're desperate to book"},{"speaker":"Annemie Tonken","startTime":3994.59,"endTime":3999.15,"body":"somebody. But rather you sit"},{"speaker":"Annemie Tonken","startTime":3994.59,"endTime":3999.15,"body":"down ideally today and sketch"},{"speaker":"Annemie Tonken","startTime":3999.15,"endTime":4003.77,"body":"out a map of an offer that is in"},{"speaker":"Annemie Tonken","startTime":3999.15,"endTime":4003.77,"body":"alignment with what you"},{"speaker":"Annemie Tonken","startTime":4003.77,"endTime":4006.38,"body":"typically offer, right? If"},{"speaker":"Annemie Tonken","startTime":4003.77,"endTime":4006.38,"body":"you're a documentary"},{"speaker":"Annemie Tonken","startTime":4006.38,"endTime":4009.32,"body":"photographer, this is not going"},{"speaker":"Annemie Tonken","startTime":4006.38,"endTime":4009.32,"body":"to be a studio session, it's"},{"speaker":"Annemie Tonken","startTime":4009.32,"endTime":4015.47,"body":"going to be also a documentary"},{"speaker":"Annemie Tonken","startTime":4009.32,"endTime":4015.47,"body":"session, but it's going to be in"},{"speaker":"Annemie Tonken","startTime":4015.56,"endTime":4019.01,"body":"miniature, right, it's going to"},{"speaker":"Annemie Tonken","startTime":4015.56,"endTime":4019.01,"body":"be a smaller version of your"},{"speaker":"Annemie Tonken","startTime":4019.01,"endTime":4024.5,"body":"signature offer, you can also"},{"speaker":"Annemie Tonken","startTime":4019.01,"endTime":4024.5,"body":"not just shorten it or take away"},{"speaker":"Annemie Tonken","startTime":4024.56,"endTime":4028.28,"body":"the number of files that you"},{"speaker":"Annemie Tonken","startTime":4024.56,"endTime":4028.28,"body":"typically offer or the products"},{"speaker":"Annemie Tonken","startTime":4028.28,"endTime":4031.4,"body":"that you typically offer. You"},{"speaker":"Annemie Tonken","startTime":4028.28,"endTime":4031.4,"body":"can scale it down in other ways"},{"speaker":"Annemie Tonken","startTime":4031.4,"endTime":4034.61,"body":"as well, you can make them only"},{"speaker":"Annemie Tonken","startTime":4031.4,"endTime":4034.61,"body":"available on weekdays are only"},{"speaker":"Annemie Tonken","startTime":4034.61,"endTime":4037.46,"body":"available during certain hours,"},{"speaker":"Annemie Tonken","startTime":4034.61,"endTime":4037.46,"body":"or maybe only available during"},{"speaker":"Annemie Tonken","startTime":4037.46,"endTime":4041.09,"body":"certain months of the year, when"},{"speaker":"Annemie Tonken","startTime":4037.46,"endTime":4041.09,"body":"you're typically slow, you can"},{"speaker":"Annemie Tonken","startTime":4041.09,"endTime":4044.99,"body":"make them only available near"},{"speaker":"Annemie Tonken","startTime":4041.09,"endTime":4044.99,"body":"your home. I mean, whatever"},{"speaker":"Annemie Tonken","startTime":4045.02,"endTime":4048.62,"body":"makes this easier, more"},{"speaker":"Annemie Tonken","startTime":4045.02,"endTime":4048.62,"body":"convenient and kind of cheaper"},{"speaker":"Annemie Tonken","startTime":4048.62,"endTime":4053.96,"body":"for you in terms of time and"},{"speaker":"Annemie Tonken","startTime":4048.62,"endTime":4053.96,"body":"money. That is how you take your"},{"speaker":"Annemie Tonken","startTime":4053.96,"endTime":4058.28,"body":"standard offer and turn it into"},{"speaker":"Annemie Tonken","startTime":4053.96,"endTime":4058.28,"body":"a back pocket offer. So let's"},{"speaker":"Annemie Tonken","startTime":4058.28,"endTime":4061.76,"body":"say that you are, like I said a"},{"speaker":"Annemie Tonken","startTime":4058.28,"endTime":4061.76,"body":"documentary family photographer,"},{"speaker":"Annemie Tonken","startTime":4061.76,"endTime":4065.84,"body":"you typically offer six hour"},{"speaker":"Annemie Tonken","startTime":4061.76,"endTime":4065.84,"body":"sessions or 12 hour sessions."},{"speaker":"Annemie Tonken","startTime":4066.35,"endTime":4070.4,"body":"And you have described those to"},{"speaker":"Annemie Tonken","startTime":4066.35,"endTime":4070.4,"body":"the person that you're talking"},{"speaker":"Annemie Tonken","startTime":4070.4,"endTime":4074.36,"body":"to. And you've explained that"},{"speaker":"Annemie Tonken","startTime":4070.4,"endTime":4074.36,"body":"they cost $2,000.03 $1,000"},{"speaker":"Annemie Tonken","startTime":4074.36,"endTime":4079.43,"body":"respectively. And that's where"},{"speaker":"Annemie Tonken","startTime":4074.36,"endTime":4079.43,"body":"this person pulls the break, if"},{"speaker":"Annemie Tonken","startTime":4079.46,"endTime":4082.67,"body":"you feel like this is a good"},{"speaker":"Annemie Tonken","startTime":4079.46,"endTime":4082.67,"body":"potential client, and maybe it's"},{"speaker":"Annemie Tonken","startTime":4082.67,"endTime":4086.15,"body":"someone who in the future would"},{"speaker":"Annemie Tonken","startTime":4082.67,"endTime":4086.15,"body":"be willing to afford your full"},{"speaker":"Annemie Tonken","startTime":4086.15,"endTime":4089.96,"body":"service. But right now, it's"},{"speaker":"Annemie Tonken","startTime":4086.15,"endTime":4089.96,"body":"that one sticking point that's"},{"speaker":"Annemie Tonken","startTime":4089.96,"endTime":4092.57,"body":"keeping them from booking,"},{"speaker":"Annemie Tonken","startTime":4089.96,"endTime":4092.57,"body":"that's when you reach into your"},{"speaker":"Annemie Tonken","startTime":4092.57,"endTime":4095.48,"body":"back pocket and you pull out"},{"speaker":"Annemie Tonken","startTime":4092.57,"endTime":4095.48,"body":"this offer that is sort of a"},{"speaker":"Annemie Tonken","startTime":4095.48,"endTime":4098.78,"body":"miniature sized version. And you"},{"speaker":"Annemie Tonken","startTime":4095.48,"endTime":4098.78,"body":"explain that to them. And you"},{"speaker":"Annemie Tonken","startTime":4098.78,"endTime":4102.29,"body":"make it clear to them that this"},{"speaker":"Annemie Tonken","startTime":4098.78,"endTime":4102.29,"body":"is an offer that you're not"},{"speaker":"Annemie Tonken","startTime":4102.38,"endTime":4105.38,"body":"typically going to put out"},{"speaker":"Annemie Tonken","startTime":4102.38,"endTime":4105.38,"body":"there. So this isn't going to be"},{"speaker":"Annemie Tonken","startTime":4105.38,"endTime":4108.02,"body":"something that you post about on"},{"speaker":"Annemie Tonken","startTime":4105.38,"endTime":4108.02,"body":"social, it's not going to be"},{"speaker":"Annemie Tonken","startTime":4108.02,"endTime":4110.78,"body":"something that lives on your"},{"speaker":"Annemie Tonken","startTime":4108.02,"endTime":4110.78,"body":"website, this is only going to"},{"speaker":"Annemie Tonken","startTime":4110.78,"endTime":4114.74,"body":"be offered on a one off basis to"},{"speaker":"Annemie Tonken","startTime":4110.78,"endTime":4114.74,"body":"the people that you decide are"},{"speaker":"Annemie Tonken","startTime":4114.74,"endTime":4118.49,"body":"qualified. And when you explain"},{"speaker":"Annemie Tonken","startTime":4114.74,"endTime":4118.49,"body":"that to them, that prevents them"},{"speaker":"Annemie Tonken","startTime":4118.49,"endTime":4121.16,"body":"from then turning around to"},{"speaker":"Annemie Tonken","startTime":4118.49,"endTime":4121.16,"body":"their friends and saying like go"},{"speaker":"Annemie Tonken","startTime":4121.16,"endTime":4123.92,"body":"book her for this service."},{"speaker":"Annemie Tonken","startTime":4121.16,"endTime":4123.92,"body":"Because it's way cheaper. It's"},{"speaker":"Annemie Tonken","startTime":4123.92,"endTime":4127.4,"body":"great. Instead, you're gonna"},{"speaker":"Annemie Tonken","startTime":4123.92,"endTime":4127.4,"body":"say, look, you see him like"},{"speaker":"Annemie Tonken","startTime":4127.43,"endTime":4130.73,"body":"exactly the kinds of clients"},{"speaker":"Annemie Tonken","startTime":4127.43,"endTime":4130.73,"body":"that I love working with that I"},{"speaker":"Annemie Tonken","startTime":4130.73,"endTime":4133.97,"body":"do my best work with. And I"},{"speaker":"Annemie Tonken","startTime":4130.73,"endTime":4133.97,"body":"really would love to work with"},{"speaker":"Annemie Tonken","startTime":4133.97,"endTime":4138.29,"body":"you. So since price is the"},{"speaker":"Annemie Tonken","startTime":4133.97,"endTime":4138.29,"body":"issue, what if we and then you"},{"speaker":"Annemie Tonken","startTime":4138.32,"endTime":4142.22,"body":"describe this back pocket offer,"},{"speaker":"Annemie Tonken","startTime":4138.32,"endTime":4142.22,"body":"you hopefully are able to make"},{"speaker":"Annemie Tonken","startTime":4142.22,"endTime":4145.97,"body":"it fit their budget, and then"},{"speaker":"Annemie Tonken","startTime":4142.22,"endTime":4145.97,"body":"you book it, that is the way"},{"speaker":"Annemie Tonken","startTime":4145.97,"endTime":4151.73,"body":"that you rescue what could have"},{"speaker":"Annemie Tonken","startTime":4145.97,"endTime":4151.73,"body":"been a $2,000 sale from becoming"},{"speaker":"Annemie Tonken","startTime":4151.76,"endTime":4157.22,"body":"a $0 sale. And instead, let's"},{"speaker":"Annemie Tonken","startTime":4151.76,"endTime":4157.22,"body":"say it's $1,000 sale. It's not"},{"speaker":"Annemie Tonken","startTime":4157.22,"endTime":4160.52,"body":"ideal, obviously. But that's why"},{"speaker":"Annemie Tonken","startTime":4157.22,"endTime":4160.52,"body":"you're going to make sure that"},{"speaker":"Annemie Tonken","startTime":4160.52,"endTime":4163.67,"body":"you're not booking it during a"},{"speaker":"Annemie Tonken","startTime":4160.52,"endTime":4163.67,"body":"time slot where maybe somebody"},{"speaker":"Annemie Tonken","startTime":4163.67,"endTime":4167.66,"body":"else is going to come and book"},{"speaker":"Annemie Tonken","startTime":4163.67,"endTime":4167.66,"body":"your full service. So the only"},{"speaker":"Annemie Tonken","startTime":4167.66,"endTime":4172.61,"body":"other real tip that I want to"},{"speaker":"Annemie Tonken","startTime":4167.66,"endTime":4172.61,"body":"add into this other than you"},{"speaker":"Annemie Tonken","startTime":4172.61,"endTime":4176.36,"body":"have to have the kind of points"},{"speaker":"Annemie Tonken","startTime":4172.61,"endTime":4176.36,"body":"of this laid out ahead of time"},{"speaker":"Annemie Tonken","startTime":4176.63,"endTime":4180.11,"body":"so that you're not caught off"},{"speaker":"Annemie Tonken","startTime":4176.63,"endTime":4180.11,"body":"guard and coming from a place of"},{"speaker":"Annemie Tonken","startTime":4180.11,"endTime":4183.53,"body":"desperation. You do want to make"},{"speaker":"Annemie Tonken","startTime":4180.11,"endTime":4183.53,"body":"sure that you make this"},{"speaker":"Annemie Tonken","startTime":4183.56,"endTime":4186.92,"body":"profitable and sustainable for"},{"speaker":"Annemie Tonken","startTime":4183.56,"endTime":4186.92,"body":"yourself and making sure that"},{"speaker":"Annemie Tonken","startTime":4186.92,"endTime":4190.76,"body":"you're only offering it to"},{"speaker":"Annemie Tonken","startTime":4186.92,"endTime":4190.76,"body":"people who in every way except"},{"speaker":"Annemie Tonken","startTime":4190.88,"endTime":4196.07,"body":"budget are your ideal clients"},{"speaker":"Annemie Tonken","startTime":4190.88,"endTime":4196.07,"body":"and the budget isn't so far off"},{"speaker":"Annemie Tonken","startTime":4196.07,"endTime":4199.22,"body":"that they're never going to hire"},{"speaker":"Annemie Tonken","startTime":4196.07,"endTime":4199.22,"body":"you at your at your full rates"},{"speaker":"Annemie Tonken","startTime":4199.43,"endTime":4202.34,"body":"as long as You meet those"},{"speaker":"Annemie Tonken","startTime":4199.43,"endTime":4202.34,"body":"criteria, you're good to go. But"},{"speaker":"Annemie Tonken","startTime":4202.34,"endTime":4205.82,"body":"I do want to point out that"},{"speaker":"Annemie Tonken","startTime":4202.34,"endTime":4205.82,"body":"having this conversation,"},{"speaker":"Annemie Tonken","startTime":4205.85,"endTime":4210.8,"body":"pulling out a back pocket offer"},{"speaker":"Annemie Tonken","startTime":4205.85,"endTime":4210.8,"body":"is going to be really difficult"},{"speaker":"Annemie Tonken","startTime":4210.83,"endTime":4213.74,"body":"if you are communicating with"},{"speaker":"Annemie Tonken","startTime":4210.83,"endTime":4213.74,"body":"these potential clients"},{"speaker":"Annemie Tonken","startTime":4213.77,"endTime":4218.09,"body":"exclusively via email, right?"},{"speaker":"Annemie Tonken","startTime":4213.77,"endTime":4218.09,"body":"When you have a back and forth"},{"speaker":"Annemie Tonken","startTime":4218.09,"endTime":4222.29,"body":"via email, you rarely get the"},{"speaker":"Annemie Tonken","startTime":4218.09,"endTime":4222.29,"body":"insights that you need in order"},{"speaker":"Annemie Tonken","startTime":4222.29,"endTime":4225.68,"body":"to determine what someone's"},{"speaker":"Annemie Tonken","startTime":4222.29,"endTime":4225.68,"body":"motivating factors are, what"},{"speaker":"Annemie Tonken","startTime":4225.68,"endTime":4229.1,"body":"their hang ups are, whether it"},{"speaker":"Annemie Tonken","startTime":4225.68,"endTime":4229.1,"body":"is really money, that is the"},{"speaker":"Annemie Tonken","startTime":4229.1,"endTime":4232.61,"body":"problem. In fact, a lot of times"},{"speaker":"Annemie Tonken","startTime":4229.1,"endTime":4232.61,"body":"with email, you know, you send"},{"speaker":"Annemie Tonken","startTime":4232.61,"endTime":4235.4,"body":"over an offer, and then they"},{"speaker":"Annemie Tonken","startTime":4232.61,"endTime":4235.4,"body":"just ghost you. And the last"},{"speaker":"Annemie Tonken","startTime":4235.4,"endTime":4239.33,"body":"thing you want to do is assume"},{"speaker":"Annemie Tonken","startTime":4235.4,"endTime":4239.33,"body":"that budget is the problem and"},{"speaker":"Annemie Tonken","startTime":4239.33,"endTime":4242.84,"body":"follow up with someone and say,"},{"speaker":"Annemie Tonken","startTime":4239.33,"endTime":4242.84,"body":"hey, just in case that last"},{"speaker":"Annemie Tonken","startTime":4242.84,"endTime":4247.31,"body":"email with my pricing didn't was"},{"speaker":"Annemie Tonken","startTime":4242.84,"endTime":4247.31,"body":"too much money for you, here's"},{"speaker":"Annemie Tonken","startTime":4247.31,"endTime":4250.61,"body":"the cheaper offer, that is not"},{"speaker":"Annemie Tonken","startTime":4247.31,"endTime":4250.61,"body":"the right way to set the tone"},{"speaker":"Annemie Tonken","startTime":4250.61,"endTime":4255.02,"body":"for a relationship with a client"},{"speaker":"Annemie Tonken","startTime":4250.61,"endTime":4255.02,"body":"that could be you know, many,"},{"speaker":"Annemie Tonken","startTime":4255.02,"endTime":4259.76,"body":"many years long. Instead, I want"},{"speaker":"Annemie Tonken","startTime":4255.02,"endTime":4259.76,"body":"to suggest that if you are not"},{"speaker":"Annemie Tonken","startTime":4259.76,"endTime":4263.45,"body":"already getting on the phone"},{"speaker":"Annemie Tonken","startTime":4259.76,"endTime":4263.45,"body":"with prospective clients that"},{"speaker":"Annemie Tonken","startTime":4263.45,"endTime":4269.03,"body":"you give that strategy a shot."},{"speaker":"Annemie Tonken","startTime":4263.45,"endTime":4269.03,"body":"Now, I know that a lot of people"},{"speaker":"Annemie Tonken","startTime":4269.03,"endTime":4273.2,"body":"these days hesitate to get on"},{"speaker":"Annemie Tonken","startTime":4269.03,"endTime":4273.2,"body":"the phone hesitate to ask people"},{"speaker":"Annemie Tonken","startTime":4273.2,"endTime":4277.07,"body":"to get on the phone, we have"},{"speaker":"Annemie Tonken","startTime":4273.2,"endTime":4277.07,"body":"lots of methods of communication"},{"speaker":"Annemie Tonken","startTime":4277.1,"endTime":4280.49,"body":"that we can take advantage of."},{"speaker":"Annemie Tonken","startTime":4277.1,"endTime":4280.49,"body":"And a lot of times getting on"},{"speaker":"Annemie Tonken","startTime":4280.49,"endTime":4284.66,"body":"the phone can feel kind of"},{"speaker":"Annemie Tonken","startTime":4280.49,"endTime":4284.66,"body":"intimidating, or like you're"},{"speaker":"Annemie Tonken","startTime":4284.66,"endTime":4287.84,"body":"being really high pressure. And"},{"speaker":"Annemie Tonken","startTime":4284.66,"endTime":4287.84,"body":"I would counter that with the"},{"speaker":"Annemie Tonken","startTime":4287.84,"endTime":4291.32,"body":"fact that getting on the phone"},{"speaker":"Annemie Tonken","startTime":4287.84,"endTime":4291.32,"body":"can be the easiest, most"},{"speaker":"Annemie Tonken","startTime":4291.32,"endTime":4295.49,"body":"personal way to connect with a"},{"speaker":"Annemie Tonken","startTime":4291.32,"endTime":4295.49,"body":"prospective client shy of"},{"speaker":"Annemie Tonken","startTime":4295.52,"endTime":4298.88,"body":"getting together with them in"},{"speaker":"Annemie Tonken","startTime":4295.52,"endTime":4298.88,"body":"person, which I realize is quite"},{"speaker":"Annemie Tonken","startTime":4298.88,"endTime":4301.61,"body":"difficult, and probably a hard"},{"speaker":"Annemie Tonken","startTime":4298.88,"endTime":4301.61,"body":"sell for just about any"},{"speaker":"Annemie Tonken","startTime":4301.61,"endTime":4304.55,"body":"prospective client. So I have"},{"speaker":"Annemie Tonken","startTime":4301.61,"endTime":4304.55,"body":"been getting on the phone with"},{"speaker":"Annemie Tonken","startTime":4304.55,"endTime":4308.96,"body":"my potential clients for years"},{"speaker":"Annemie Tonken","startTime":4304.55,"endTime":4308.96,"body":"now. And when I started doing"},{"speaker":"Annemie Tonken","startTime":4308.96,"endTime":4312.05,"body":"that my conversion rate, the"},{"speaker":"Annemie Tonken","startTime":4308.96,"endTime":4312.05,"body":"number of people who actually"},{"speaker":"Annemie Tonken","startTime":4312.05,"endTime":4315.5,"body":"booked me versus the number of"},{"speaker":"Annemie Tonken","startTime":4312.05,"endTime":4315.5,"body":"people who reached out, nearly"},{"speaker":"Annemie Tonken","startTime":4315.5,"endTime":4318.77,"body":"doubled, and that number has"},{"speaker":"Annemie Tonken","startTime":4315.5,"endTime":4318.77,"body":"stayed much higher the entire"},{"speaker":"Annemie Tonken","startTime":4318.77,"endTime":4322.31,"body":"time. I think that that's due to"},{"speaker":"Annemie Tonken","startTime":4318.77,"endTime":4322.31,"body":"multiple reasons. Number one,"},{"speaker":"Annemie Tonken","startTime":4322.76,"endTime":4325.79,"body":"when you get on the phone with"},{"speaker":"Annemie Tonken","startTime":4322.76,"endTime":4325.79,"body":"someone, you immediately"},{"speaker":"Annemie Tonken","startTime":4325.82,"endTime":4330.26,"body":"establish a more personal report"},{"speaker":"Annemie Tonken","startTime":4325.82,"endTime":4330.26,"body":"than you can via email, right?"},{"speaker":"Annemie Tonken","startTime":4330.29,"endTime":4332.78,"body":"You may not have a face, if"},{"speaker":"Annemie Tonken","startTime":4330.29,"endTime":4332.78,"body":"you're not getting on a video"},{"speaker":"Annemie Tonken","startTime":4332.78,"endTime":4336.35,"body":"call, but you have a voice."},{"speaker":"Annemie Tonken","startTime":4332.78,"endTime":4336.35,"body":"You're bantering, you're"},{"speaker":"Annemie Tonken","startTime":4336.35,"endTime":4339.65,"body":"chatting, right like Oh, our"},{"speaker":"Annemie Tonken","startTime":4336.35,"endTime":4339.65,"body":"kids go to the same school or"},{"speaker":"Annemie Tonken","startTime":4339.68,"endTime":4343.7,"body":"you know, oh, we know so and so"},{"speaker":"Annemie Tonken","startTime":4339.68,"endTime":4343.7,"body":"in common. And you're able to"},{"speaker":"Annemie Tonken","startTime":4343.7,"endTime":4347.57,"body":"just kind of have a little bit"},{"speaker":"Annemie Tonken","startTime":4343.7,"endTime":4347.57,"body":"of human connection that is"},{"speaker":"Annemie Tonken","startTime":4347.6,"endTime":4351.86,"body":"impossible via email. And that"},{"speaker":"Annemie Tonken","startTime":4347.6,"endTime":4351.86,"body":"connection gives you good"},{"speaker":"Annemie Tonken","startTime":4351.86,"endTime":4354.11,"body":"insight as to whether this"},{"speaker":"Annemie Tonken","startTime":4351.86,"endTime":4354.11,"body":"person is going to be a good"},{"speaker":"Annemie Tonken","startTime":4354.11,"endTime":4357.41,"body":"fit. But it also gives them the"},{"speaker":"Annemie Tonken","startTime":4354.11,"endTime":4357.41,"body":"confidence that you're a real"},{"speaker":"Annemie Tonken","startTime":4357.41,"endTime":4360.62,"body":"person, they're not just going"},{"speaker":"Annemie Tonken","startTime":4357.41,"endTime":4360.62,"body":"to be sending off a credit card"},{"speaker":"Annemie Tonken","startTime":4360.62,"endTime":4363.5,"body":"payment into the ether and"},{"speaker":"Annemie Tonken","startTime":4360.62,"endTime":4363.5,"body":"hoping that somebody shows up."},{"speaker":"Annemie Tonken","startTime":4363.53,"endTime":4367.64,"body":"So I think that it builds trust"},{"speaker":"Annemie Tonken","startTime":4363.53,"endTime":4367.64,"body":"right off the bat, in a way that"},{"speaker":"Annemie Tonken","startTime":4367.64,"endTime":4372.44,"body":"email never can. The next piece"},{"speaker":"Annemie Tonken","startTime":4367.64,"endTime":4372.44,"body":"of the puzzle is that as you are"},{"speaker":"Annemie Tonken","startTime":4372.44,"endTime":4375.68,"body":"having that conversation about"},{"speaker":"Annemie Tonken","startTime":4372.44,"endTime":4375.68,"body":"what they want, what they're"},{"speaker":"Annemie Tonken","startTime":4375.68,"endTime":4380.45,"body":"looking for what you do what you"},{"speaker":"Annemie Tonken","startTime":4375.68,"endTime":4380.45,"body":"offer, you are able to hear in"},{"speaker":"Annemie Tonken","startTime":4380.45,"endTime":4384.77,"body":"real time when someone has a"},{"speaker":"Annemie Tonken","startTime":4380.45,"endTime":4384.77,"body":"question or an objection, and"},{"speaker":"Annemie Tonken","startTime":4384.77,"endTime":4388.94,"body":"you're able to address that on"},{"speaker":"Annemie Tonken","startTime":4384.77,"endTime":4388.94,"body":"the spot. So if you're chugging"},{"speaker":"Annemie Tonken","startTime":4388.94,"endTime":4392.3,"body":"along having a conversation, and"},{"speaker":"Annemie Tonken","startTime":4388.94,"endTime":4392.3,"body":"then something comes up about"},{"speaker":"Annemie Tonken","startTime":4392.3,"endTime":4395.15,"body":"like, I don't know, you"},{"speaker":"Annemie Tonken","startTime":4392.3,"endTime":4395.15,"body":"typically offer in home"},{"speaker":"Annemie Tonken","startTime":4395.15,"endTime":4397.61,"body":"sessions, and then all of a"},{"speaker":"Annemie Tonken","startTime":4395.15,"endTime":4397.61,"body":"sudden the line goes kind of"},{"speaker":"Annemie Tonken","startTime":4397.61,"endTime":4402.35,"body":"quiet, or the person kind of"},{"speaker":"Annemie Tonken","startTime":4397.61,"endTime":4402.35,"body":"laughs nervously, you can pause"},{"speaker":"Annemie Tonken","startTime":4402.35,"endTime":4405.65,"body":"and say, oh, you know, were you"},{"speaker":"Annemie Tonken","startTime":4402.35,"endTime":4405.65,"body":"thinking about doing a session"},{"speaker":"Annemie Tonken","startTime":4405.65,"endTime":4408.44,"body":"somewhere else? And then they"},{"speaker":"Annemie Tonken","startTime":4405.65,"endTime":4408.44,"body":"tell you that like, we're just"},{"speaker":"Annemie Tonken","startTime":4408.44,"endTime":4410.69,"body":"renting our house or we're"},{"speaker":"Annemie Tonken","startTime":4408.44,"endTime":4410.69,"body":"having a bunch of work done on"},{"speaker":"Annemie Tonken","startTime":4410.69,"endTime":4412.13,"body":"our house. It's a total"},{"speaker":"Annemie Tonken","startTime":4410.69,"endTime":4412.13,"body":"disaster. I"},{"speaker":"Annemie Tonken","startTime":4412.13,"endTime":4414.74,"body":"don't think we can do the"},{"speaker":"Annemie Tonken","startTime":4412.13,"endTime":4414.74,"body":"session at the house. And you"},{"speaker":"Annemie Tonken","startTime":4414.74,"endTime":4418.22,"body":"can if you are willing to"},{"speaker":"Annemie Tonken","startTime":4414.74,"endTime":4418.22,"body":"quickly pivot and say, oh, yeah,"},{"speaker":"Annemie Tonken","startTime":4418.22,"endTime":4421.79,"body":"absolutely. I mean, I love doing"},{"speaker":"Annemie Tonken","startTime":4418.22,"endTime":4421.79,"body":"in home sessions. But sometimes"},{"speaker":"Annemie Tonken","startTime":4421.79,"endTime":4424.67,"body":"it's not the right thing. I have"},{"speaker":"Annemie Tonken","startTime":4421.79,"endTime":4424.67,"body":"some great locations that you"},{"speaker":"Annemie Tonken","startTime":4424.67,"endTime":4429.17,"body":"know, I can offer you once we've"},{"speaker":"Annemie Tonken","startTime":4424.67,"endTime":4429.17,"body":"booked and that may be enough to"},{"speaker":"Annemie Tonken","startTime":4429.2,"endTime":4433.67,"body":"move the sale forward, when that"},{"speaker":"Annemie Tonken","startTime":4429.2,"endTime":4433.67,"body":"person gets your email that says"},{"speaker":"Annemie Tonken","startTime":4433.7,"endTime":4436.7,"body":"I do my sessions in home. And"},{"speaker":"Annemie Tonken","startTime":4433.7,"endTime":4436.7,"body":"they're like, Oh, I gotta cross"},{"speaker":"Annemie Tonken","startTime":4436.7,"endTime":4440.33,"body":"them off the list, because they"},{"speaker":"Annemie Tonken","startTime":4436.7,"endTime":4440.33,"body":"don't work outside the home. So"},{"speaker":"Annemie Tonken","startTime":4440.54,"endTime":4444.32,"body":"being able to hear and address"},{"speaker":"Annemie Tonken","startTime":4440.54,"endTime":4444.32,"body":"those questions and objections,"},{"speaker":"Annemie Tonken","startTime":4444.65,"endTime":4448.76,"body":"live gives you an opportunity to"},{"speaker":"Annemie Tonken","startTime":4444.65,"endTime":4448.76,"body":"rescue sales that may or may not"},{"speaker":"Annemie Tonken","startTime":4448.97,"endTime":4453.02,"body":"be rescued, if you did that just"},{"speaker":"Annemie Tonken","startTime":4448.97,"endTime":4453.02,"body":"via email. Finally, when you get"},{"speaker":"Annemie Tonken","startTime":4453.02,"endTime":4456.26,"body":"on the phone with someone, it"},{"speaker":"Annemie Tonken","startTime":4453.02,"endTime":4456.26,"body":"gives them more than just price"},{"speaker":"Annemie Tonken","startTime":4456.26,"endTime":4459.05,"body":"to base their decision on. So if"},{"speaker":"Annemie Tonken","startTime":4456.26,"endTime":4459.05,"body":"somebody fills out five"},{"speaker":"Annemie Tonken","startTime":4459.05,"endTime":4461.78,"body":"different contact forms on five"},{"speaker":"Annemie Tonken","startTime":4459.05,"endTime":4461.78,"body":"different photographers"},{"speaker":"Annemie Tonken","startTime":4461.78,"endTime":4465.44,"body":"websites, and they get five"},{"speaker":"Annemie Tonken","startTime":4461.78,"endTime":4465.44,"body":"different emails with pricing,"},{"speaker":"Annemie Tonken","startTime":4465.47,"endTime":4470.36,"body":"chances are the primary deciding"},{"speaker":"Annemie Tonken","startTime":4465.47,"endTime":4470.36,"body":"factor on who they work with is"},{"speaker":"Annemie Tonken","startTime":4470.36,"endTime":4474.83,"body":"just going to be that number,"},{"speaker":"Annemie Tonken","startTime":4470.36,"endTime":4474.83,"body":"right? It's a lot to ask someone"},{"speaker":"Annemie Tonken","startTime":4474.83,"endTime":4479.39,"body":"to deep dive on your 10 page PDF"},{"speaker":"Annemie Tonken","startTime":4474.83,"endTime":4479.39,"body":"that explains your process and"},{"speaker":"Annemie Tonken","startTime":4479.39,"endTime":4482.42,"body":"all that sort of stuff versus a"},{"speaker":"Annemie Tonken","startTime":4479.39,"endTime":4482.42,"body":"10 or a 15 minute phone call"},{"speaker":"Annemie Tonken","startTime":4482.42,"endTime":4485.33,"body":"where you just walk them through"},{"speaker":"Annemie Tonken","startTime":4482.42,"endTime":4485.33,"body":"it and then say, here are the"},{"speaker":"Annemie Tonken","startTime":4485.33,"endTime":4488.15,"body":"next steps to but I can't tell"},{"speaker":"Annemie Tonken","startTime":4485.33,"endTime":4488.15,"body":"you the number of students of"},{"speaker":"Annemie Tonken","startTime":4488.15,"endTime":4491.51,"body":"mine who had been really"},{"speaker":"Annemie Tonken","startTime":4488.15,"endTime":4491.51,"body":"resistant to the phone call"},{"speaker":"Annemie Tonken","startTime":4491.51,"endTime":4494.72,"body":"idea, but then tried it because"},{"speaker":"Annemie Tonken","startTime":4491.51,"endTime":4494.72,"body":"they were you know, maybe a"},{"speaker":"Annemie Tonken","startTime":4494.72,"endTime":4498.62,"body":"little desperate and then turned"},{"speaker":"Annemie Tonken","startTime":4494.72,"endTime":4498.62,"body":"into evangelists because this is"},{"speaker":"Annemie Tonken","startTime":4498.62,"endTime":4503.0,"body":"a strategy that really works."},{"speaker":"Annemie Tonken","startTime":4498.62,"endTime":4503.0,"body":"And so to close I wanted to let"},{"speaker":"Annemie Tonken","startTime":4503.0,"endTime":4506.06,"body":"you know I have created a"},{"speaker":"Annemie Tonken","startTime":4503.0,"endTime":4506.06,"body":"freebie for you if you are"},{"speaker":"Annemie Tonken","startTime":4506.18,"endTime":4510.08,"body":"interested in how to get on the"},{"speaker":"Annemie Tonken","startTime":4506.18,"endTime":4510.08,"body":"phone but have no idea where to"},{"speaker":"Annemie Tonken","startTime":4510.08,"endTime":4512.84,"body":"start no idea what to say, you"},{"speaker":"Annemie Tonken","startTime":4510.08,"endTime":4512.84,"body":"can go to this can't be that"},{"speaker":"Annemie Tonken","startTime":4512.84,"endTime":4518.51,"body":"hard.com/roadtrip all one word"},{"speaker":"Annemie Tonken","startTime":4512.84,"endTime":4518.51,"body":"to sign up for that download and"},{"speaker":"Annemie Tonken","startTime":4518.54,"endTime":4521.63,"body":"and I'll walk you through my"},{"speaker":"Annemie Tonken","startTime":4518.54,"endTime":4521.63,"body":"whole strategy. So again, that"},{"speaker":"Annemie Tonken","startTime":4521.63,"endTime":4526.16,"body":"is this can't be that"},{"speaker":"Annemie Tonken","startTime":4521.63,"endTime":4526.16,"body":"hard.com/roadtrip And guys, good"},{"speaker":"Annemie Tonken","startTime":4526.16,"endTime":4530.66,"body":"luck with those back pocket"},{"speaker":"Annemie Tonken","startTime":4526.16,"endTime":4530.66,"body":"offers. Well, that's it for this"},{"speaker":"Annemie Tonken","startTime":4530.66,"endTime":4533.78,"body":"week's episode of This can't be"},{"speaker":"Annemie Tonken","startTime":4530.66,"endTime":4533.78,"body":"that hard. I'll be back Same"},{"speaker":"Annemie Tonken","startTime":4533.78,"endTime":4537.59,"body":"time, same place next week. In"},{"speaker":"Annemie Tonken","startTime":4533.78,"endTime":4537.59,"body":"the meantime, you can find more"},{"speaker":"Annemie Tonken","startTime":4537.59,"endTime":4540.56,"body":"information about this episode,"},{"speaker":"Annemie Tonken","startTime":4537.59,"endTime":4540.56,"body":"along with all the relevant"},{"speaker":"Annemie Tonken","startTime":4540.56,"endTime":4543.5,"body":"links, notes and downloads at"},{"speaker":"Annemie Tonken","startTime":4540.56,"endTime":4543.5,"body":"this can't be that"},{"speaker":"Annemie Tonken","startTime":4543.5,"endTime":4547.88,"body":"hard.com/learn If you like the"},{"speaker":"Annemie Tonken","startTime":4543.5,"endTime":4547.88,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":4547.88,"endTime":4551.51,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":4547.88,"endTime":4551.51,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":4551.51,"endTime":4555.65,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":4551.51,"endTime":4555.65,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":4555.65,"endTime":4557.51,"body":"hope you have a fantastic week."}]}