{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.0,"endTime":3.0,"body":"for over 17"},{"speaker":"Annemie Tonken","startTime":0.0,"endTime":3.0,"body":"years do Charles has been"},{"speaker":"Annemie Tonken","startTime":3.0,"endTime":6.21,"body":"producing documentaries for"},{"speaker":"Annemie Tonken","startTime":3.0,"endTime":6.21,"body":"entrepreneurs. So he has"},{"speaker":"Annemie Tonken","startTime":6.21,"endTime":10.83,"body":"produced stories for Google,"},{"speaker":"Annemie Tonken","startTime":6.21,"endTime":10.83,"body":"Steve Harvey, and dozens of"},{"speaker":"Annemie Tonken","startTime":10.83,"endTime":15.87,"body":"visionary CEOs. He is an artist."},{"speaker":"Annemie Tonken","startTime":10.83,"endTime":15.87,"body":"He is a visual artist just like"},{"speaker":"Annemie Tonken","startTime":15.9,"endTime":22.65,"body":"me and you. However, this"},{"speaker":"Annemie Tonken","startTime":15.9,"endTime":22.65,"body":"impressive CV is not the reason"},{"speaker":"Annemie Tonken","startTime":22.68,"endTime":26.31,"body":"that I invited Jude on to the"},{"speaker":"Annemie Tonken","startTime":22.68,"endTime":26.31,"body":"show today, I heard you and"},{"speaker":"Annemie Tonken","startTime":26.31,"endTime":30.42,"body":"interviewed a while back on a"},{"speaker":"Annemie Tonken","startTime":26.31,"endTime":30.42,"body":"podcast, a business podcast that"},{"speaker":"Annemie Tonken","startTime":30.42,"endTime":34.26,"body":"I frequently listened to where"},{"speaker":"Annemie Tonken","startTime":30.42,"endTime":34.26,"body":"he was being interviewed about"},{"speaker":"Annemie Tonken","startTime":34.29,"endTime":40.05,"body":"using your story, to sell your"},{"speaker":"Annemie Tonken","startTime":34.29,"endTime":40.05,"body":"work. And the more I listened to"},{"speaker":"Annemie Tonken","startTime":40.05,"endTime":45.0,"body":"him and the way that he thought"},{"speaker":"Annemie Tonken","startTime":40.05,"endTime":45.0,"body":"about storytelling, the more I"},{"speaker":"Annemie Tonken","startTime":45.03,"endTime":50.22,"body":"felt like this is a guy that I"},{"speaker":"Annemie Tonken","startTime":45.03,"endTime":50.22,"body":"need to have come and talk to us"},{"speaker":"Annemie Tonken","startTime":50.22,"endTime":56.04,"body":"because his insights about how"},{"speaker":"Annemie Tonken","startTime":50.22,"endTime":56.04,"body":"to marry our strengths as"},{"speaker":"Annemie Tonken","startTime":56.04,"endTime":61.17,"body":"artists with how to then"},{"speaker":"Annemie Tonken","startTime":56.04,"endTime":61.17,"body":"leverage that to land work,"},{"speaker":"Annemie Tonken","startTime":61.2,"endTime":65.91,"body":"whatever level of work that that"},{"speaker":"Annemie Tonken","startTime":61.2,"endTime":65.91,"body":"you are currently aspiring to,"},{"speaker":"Annemie Tonken","startTime":67.05,"endTime":71.76,"body":"is. It's perfect, it is exactly"},{"speaker":"Annemie Tonken","startTime":67.05,"endTime":71.76,"body":"what so many of us need. Because"},{"speaker":"Annemie Tonken","startTime":71.76,"endTime":75.18,"body":"I think that when we describe"},{"speaker":"Annemie Tonken","startTime":71.76,"endTime":75.18,"body":"ourselves as storytellers, and"},{"speaker":"Annemie Tonken","startTime":75.18,"endTime":79.5,"body":"when we point to the photographs"},{"speaker":"Annemie Tonken","startTime":75.18,"endTime":79.5,"body":"that we take, or the short films"},{"speaker":"Annemie Tonken","startTime":79.5,"endTime":83.76,"body":"that we make, and say I tell"},{"speaker":"Annemie Tonken","startTime":79.5,"endTime":83.76,"body":"stories, that's all fine and"},{"speaker":"Annemie Tonken","startTime":83.76,"endTime":87.78,"body":"good. But it's not until we lean"},{"speaker":"Annemie Tonken","startTime":83.76,"endTime":87.78,"body":"into our own story a little bit"},{"speaker":"Annemie Tonken","startTime":87.78,"endTime":91.86,"body":"and start to share that, that we"},{"speaker":"Annemie Tonken","startTime":87.78,"endTime":91.86,"body":"can really bridge that divide"},{"speaker":"Annemie Tonken","startTime":91.86,"endTime":95.28,"body":"for people and show them what's"},{"speaker":"Annemie Tonken","startTime":91.86,"endTime":95.28,"body":"possible. And so I invited Jude"},{"speaker":"Annemie Tonken","startTime":95.28,"endTime":98.91,"body":"on the show today, to really"},{"speaker":"Annemie Tonken","startTime":95.28,"endTime":98.91,"body":"walk us through how that works."},{"speaker":"Annemie Tonken","startTime":98.91,"endTime":101.79,"body":"And you are going to love this"},{"speaker":"Annemie Tonken","startTime":98.91,"endTime":101.79,"body":"interview. It is full of"},{"speaker":"Annemie Tonken","startTime":101.79,"endTime":106.11,"body":"stories, which are always"},{"speaker":"Annemie Tonken","startTime":101.79,"endTime":106.11,"body":"entertaining. So I'm not going"},{"speaker":"Annemie Tonken","startTime":106.11,"endTime":110.31,"body":"to oversell it, I'm going to let"},{"speaker":"Annemie Tonken","startTime":106.11,"endTime":110.31,"body":"him do that job for me. And, and"},{"speaker":"Annemie Tonken","startTime":110.31,"endTime":114.24,"body":"right now I'll just Cue the"},{"speaker":"Annemie Tonken","startTime":110.31,"endTime":114.24,"body":"music. Welcome to this can't be"},{"speaker":"Annemie Tonken","startTime":114.24,"endTime":117.99,"body":"that hard. My name is Annemie"},{"speaker":"Annemie Tonken","startTime":114.24,"endTime":117.99,"body":"Tonken. And I help photographers"},{"speaker":"Annemie Tonken","startTime":117.99,"endTime":122.19,"body":"run profitable, sustainable"},{"speaker":"Annemie Tonken","startTime":117.99,"endTime":122.19,"body":"businesses that they love. Each"},{"speaker":"Annemie Tonken","startTime":122.19,"endTime":125.76,"body":"week on the podcast, I cover"},{"speaker":"Annemie Tonken","startTime":122.19,"endTime":125.76,"body":"simple, actionable strategies"},{"speaker":"Annemie Tonken","startTime":125.76,"endTime":129.15,"body":"and systems that photographers"},{"speaker":"Annemie Tonken","startTime":125.76,"endTime":129.15,"body":"at every level of experience can"},{"speaker":"Annemie Tonken","startTime":129.15,"endTime":133.47,"body":"use to earn more money in a more"},{"speaker":"Annemie Tonken","startTime":129.15,"endTime":133.47,"body":"sustainable way. Running a"},{"speaker":"Annemie Tonken","startTime":133.47,"endTime":137.04,"body":"photography business doesn't"},{"speaker":"Annemie Tonken","startTime":133.47,"endTime":137.04,"body":"have to be that hard. You can do"},{"speaker":"Annemie Tonken","startTime":137.04,"endTime":144.63,"body":"it, and I can show you how. Jud"},{"speaker":"Annemie Tonken","startTime":137.04,"endTime":144.63,"body":"Charles, welcome to this can't"},{"speaker":"Annemie Tonken","startTime":144.63,"endTime":147.51,"body":"be that hard. It is such a"},{"speaker":"Annemie Tonken","startTime":144.63,"endTime":147.51,"body":"pleasure and an honor to have"},{"speaker":"Annemie Tonken","startTime":147.51,"endTime":151.68,"body":"you on the show. I have. I have"},{"speaker":"Annemie Tonken","startTime":147.51,"endTime":151.68,"body":"heard you on some of my favorite"},{"speaker":"Annemie Tonken","startTime":151.68,"endTime":155.19,"body":"podcasts before. So this is this"},{"speaker":"Annemie Tonken","startTime":151.68,"endTime":155.19,"body":"is gonna be a treat. I'm excited"},{"speaker":"Annemie Tonken","startTime":155.19,"endTime":159.33,"body":"to share you with my audience."},{"speaker":"Annemie Tonken","startTime":155.19,"endTime":159.33,"body":"Welcome and how you doing today?"},{"speaker":"Jude Charles","startTime":159.69,"endTime":163.47,"body":"I am good. It is"},{"speaker":"Jude Charles","startTime":159.69,"endTime":163.47,"body":"exciting to be here. And to have"},{"speaker":"Jude Charles","startTime":163.47,"endTime":166.32,"body":"this conversation that we're"},{"speaker":"Jude Charles","startTime":163.47,"endTime":166.32,"body":"gonna have today. I'm really"},{"speaker":"Jude Charles","startTime":166.32,"endTime":169.86,"body":"glad to know that you obviously"},{"speaker":"Jude Charles","startTime":166.32,"endTime":169.86,"body":"have heard of me before. So this"},{"speaker":"Jude Charles","startTime":169.86,"endTime":172.02,"body":"is gonna be a fun conversation."},{"speaker":"Jude Charles","startTime":169.86,"endTime":172.02,"body":"This is gonna be two friends"},{"speaker":"Jude Charles","startTime":172.02,"endTime":173.55,"body":"having a conversation. So yeah,"},{"speaker":"Annemie Tonken","startTime":173.91,"endTime":176.49,"body":"friends who've"},{"speaker":"Annemie Tonken","startTime":173.91,"endTime":176.49,"body":"just met but I feel like I feel"},{"speaker":"Annemie Tonken","startTime":176.49,"endTime":180.06,"body":"like there's you know, it is"},{"speaker":"Annemie Tonken","startTime":176.49,"endTime":180.06,"body":"funny how you get to know"},{"speaker":"Annemie Tonken","startTime":180.06,"endTime":183.63,"body":"someone on something like a"},{"speaker":"Annemie Tonken","startTime":180.06,"endTime":183.63,"body":"podcast or something like that."},{"speaker":"Annemie Tonken","startTime":183.63,"endTime":186.03,"body":"And you feel like you know them"},{"speaker":"Annemie Tonken","startTime":183.63,"endTime":186.03,"body":"and I hear from people a lot who"},{"speaker":"Annemie Tonken","startTime":186.03,"endTime":189.3,"body":"were like, ah, you know, I hear"},{"speaker":"Annemie Tonken","startTime":186.03,"endTime":189.3,"body":"you in my ears when I'm on a"},{"speaker":"Annemie Tonken","startTime":189.3,"endTime":192.36,"body":"walk or anything else and and"},{"speaker":"Annemie Tonken","startTime":189.3,"endTime":192.36,"body":"there is sort of a closeness"},{"speaker":"Annemie Tonken","startTime":192.36,"endTime":195.6,"body":"that comes there. So we're pre"},{"speaker":"Annemie Tonken","startTime":192.36,"endTime":195.6,"body":"qualified. I like to I like to"},{"speaker":"Annemie Tonken","startTime":195.6,"endTime":202.05,"body":"think anyway, before we dive"},{"speaker":"Annemie Tonken","startTime":195.6,"endTime":202.05,"body":"into storytelling, which I mean,"},{"speaker":"Annemie Tonken","startTime":202.05,"endTime":205.26,"body":"I just feel like you had me at"},{"speaker":"Annemie Tonken","startTime":202.05,"endTime":205.26,"body":"hello. Before we dive in there."},{"speaker":"Annemie Tonken","startTime":205.29,"endTime":209.43,"body":"I would love for you to give"},{"speaker":"Annemie Tonken","startTime":205.29,"endTime":209.43,"body":"everyone who's listening a sense"},{"speaker":"Annemie Tonken","startTime":209.46,"endTime":213.63,"body":"of who you are and and a little"},{"speaker":"Annemie Tonken","startTime":209.46,"endTime":213.63,"body":"bit of your backstory."},{"speaker":"Jude Charles","startTime":213.9,"endTime":217.29,"body":"Sure. So who I am"},{"speaker":"Jude Charles","startTime":213.9,"endTime":217.29,"body":"as a curious kid. At eight years"},{"speaker":"Jude Charles","startTime":217.29,"endTime":220.83,"body":"old, I used to write 100 page"},{"speaker":"Jude Charles","startTime":217.29,"endTime":220.83,"body":"books of what I thought my"},{"speaker":"Jude Charles","startTime":220.83,"endTime":223.89,"body":"future life would look like. So"},{"speaker":"Jude Charles","startTime":220.83,"endTime":223.89,"body":"I wrote books like the police"},{"speaker":"Jude Charles","startTime":223.89,"endTime":226.11,"body":"life of Jude Charles because I"},{"speaker":"Jude Charles","startTime":223.89,"endTime":226.11,"body":"wanted to be a police officer"},{"speaker":"Jude Charles","startTime":226.11,"endTime":229.32,"body":"growing baseball life of Jude"},{"speaker":"Jude Charles","startTime":226.11,"endTime":229.32,"body":"Charles because I also thought"},{"speaker":"Jude Charles","startTime":229.32,"endTime":232.8,"body":"of what would life be like if I"},{"speaker":"Jude Charles","startTime":229.32,"endTime":232.8,"body":"played baseball, and all I wrote"},{"speaker":"Jude Charles","startTime":232.8,"endTime":237.0,"body":"11 books. And then when I was"},{"speaker":"Jude Charles","startTime":232.8,"endTime":237.0,"body":"17. I took a TV production"},{"speaker":"Jude Charles","startTime":237.0,"endTime":242.1,"body":"class. And the teacher, Mrs."},{"speaker":"Jude Charles","startTime":237.0,"endTime":242.1,"body":"Donnelly, she taught me"},{"speaker":"Jude Charles","startTime":242.13,"endTime":245.22,"body":"everything she knew about video"},{"speaker":"Jude Charles","startTime":242.13,"endTime":245.22,"body":"production. And then at the end"},{"speaker":"Jude Charles","startTime":245.22,"endTime":247.17,"body":"of the school year closely in"},{"speaker":"Jude Charles","startTime":245.22,"endTime":247.17,"body":"the school year, she was like,"},{"speaker":"Jude Charles","startTime":247.17,"endTime":249.0,"body":"Dude, you're really, really"},{"speaker":"Jude Charles","startTime":247.17,"endTime":249.0,"body":"talented at Video Production,"},{"speaker":"Jude Charles","startTime":249.0,"endTime":252.15,"body":"you should start a business. I"},{"speaker":"Jude Charles","startTime":249.0,"endTime":252.15,"body":"was like, Okay, I don't know"},{"speaker":"Jude Charles","startTime":252.15,"endTime":256.5,"body":"what that means. I'm 17,"},{"speaker":"Jude Charles","startTime":252.15,"endTime":256.5,"body":"youngest of 10 children. My"},{"speaker":"Jude Charles","startTime":256.5,"endTime":259.02,"body":"father was a construction"},{"speaker":"Jude Charles","startTime":256.5,"endTime":259.02,"body":"worker, my mom worked at a cheer"},{"speaker":"Jude Charles","startTime":259.02,"endTime":263.1,"body":"factory. So I was just like,"},{"speaker":"Jude Charles","startTime":259.02,"endTime":263.1,"body":"Okay, that's a cool idea. But I"},{"speaker":"Jude Charles","startTime":263.1,"endTime":267.84,"body":"never said yes or no. following"},{"speaker":"Jude Charles","startTime":263.1,"endTime":267.84,"body":"day, May 5 2006, Mrs. Donnelly"},{"speaker":"Jude Charles","startTime":267.84,"endTime":272.67,"body":"walked into the classroom and"},{"speaker":"Jude Charles","startTime":267.84,"endTime":272.67,"body":"handed me a yellow envelope. And"},{"speaker":"Jude Charles","startTime":272.67,"endTime":275.76,"body":"inside of this yellow envelope"},{"speaker":"Jude Charles","startTime":272.67,"endTime":275.76,"body":"was my first set of business"},{"speaker":"Jude Charles","startTime":275.76,"endTime":280.14,"body":"cards. Wow, that is how I got"},{"speaker":"Jude Charles","startTime":275.76,"endTime":280.14,"body":"started in filmmaking and video"},{"speaker":"Jude Charles","startTime":280.14,"endTime":284.1,"body":"production telling stories. But"},{"speaker":"Jude Charles","startTime":280.14,"endTime":284.1,"body":"that's a bit of who I am. I'm a"},{"speaker":"Jude Charles","startTime":284.1,"endTime":287.76,"body":"curious kid who is not afraid to"},{"speaker":"Jude Charles","startTime":284.1,"endTime":287.76,"body":"take risks and not afraid to"},{"speaker":"Jude Charles","startTime":288.63,"endTime":290.94,"body":"live my life out on the limb and"},{"speaker":"Jude Charles","startTime":288.63,"endTime":290.94,"body":"do things differently,"},{"speaker":"Jude Charles","startTime":290.94,"endTime":293.7,"body":"especially being the youngest of"},{"speaker":"Jude Charles","startTime":290.94,"endTime":293.7,"body":"10 children. So I've seen how my"},{"speaker":"Jude Charles","startTime":293.7,"endTime":296.31,"body":"other siblings have done it and"},{"speaker":"Jude Charles","startTime":293.7,"endTime":296.31,"body":"I just decided to take a"},{"speaker":"Jude Charles","startTime":296.31,"endTime":296.85,"body":"different path."},{"speaker":"Annemie Tonken","startTime":297.24,"endTime":300.18,"body":"That's amazing."},{"speaker":"Annemie Tonken","startTime":297.24,"endTime":300.18,"body":"So I'm going to just pause As"},{"speaker":"Annemie Tonken","startTime":300.18,"endTime":306.36,"body":"and shout out to the teachers"},{"speaker":"Annemie Tonken","startTime":300.18,"endTime":306.36,"body":"out there. I am always blown"},{"speaker":"Annemie Tonken","startTime":306.36,"endTime":308.58,"body":"away. I mean, with my own"},{"speaker":"Annemie Tonken","startTime":306.36,"endTime":308.58,"body":"watching my own kids, of course,"},{"speaker":"Annemie Tonken","startTime":308.58,"endTime":312.9,"body":"I've got my own experiences, but"},{"speaker":"Annemie Tonken","startTime":308.58,"endTime":312.9,"body":"like the, clearly she saw"},{"speaker":"Annemie Tonken","startTime":312.9,"endTime":317.61,"body":"something really special in you,"},{"speaker":"Annemie Tonken","startTime":312.9,"endTime":317.61,"body":"and was willing to kind of put"},{"speaker":"Annemie Tonken","startTime":317.61,"endTime":321.51,"body":"her money where her mouth was."},{"speaker":"Annemie Tonken","startTime":317.61,"endTime":321.51,"body":"And those kinds of investments"},{"speaker":"Annemie Tonken","startTime":321.51,"endTime":326.28,"body":"that people make in, in their"},{"speaker":"Annemie Tonken","startTime":321.51,"endTime":326.28,"body":"students and in their, you know,"},{"speaker":"Annemie Tonken","startTime":326.31,"endTime":329.85,"body":"in their work are, are so"},{"speaker":"Annemie Tonken","startTime":326.31,"endTime":329.85,"body":"important. And so whether you're"},{"speaker":"Annemie Tonken","startTime":330.66,"endTime":336.75,"body":"a teacher, or or photographer,"},{"speaker":"Annemie Tonken","startTime":330.66,"endTime":336.75,"body":"and educator or a storyteller, I"},{"speaker":"Annemie Tonken","startTime":336.78,"endTime":341.37,"body":"just love that little piece of"},{"speaker":"Annemie Tonken","startTime":336.78,"endTime":341.37,"body":"your story. And I also just get"},{"speaker":"Annemie Tonken","startTime":341.37,"endTime":344.16,"body":"so wrapped up in this eight year"},{"speaker":"Annemie Tonken","startTime":341.37,"endTime":344.16,"body":"old kid, like lying around"},{"speaker":"Annemie Tonken","startTime":344.16,"endTime":347.28,"body":"writing these stories and"},{"speaker":"Annemie Tonken","startTime":344.16,"endTime":347.28,"body":"envisioning his future and it"},{"speaker":"Annemie Tonken","startTime":347.34,"endTime":351.45,"body":"honestly makes me want to grab"},{"speaker":"Annemie Tonken","startTime":347.34,"endTime":351.45,"body":"my camera to tell that story,"},{"speaker":"Annemie Tonken","startTime":351.45,"endTime":354.21,"body":"because it's such a good one. So"},{"speaker":"Annemie Tonken","startTime":351.45,"endTime":354.21,"body":"clearly, you're doing something"},{"speaker":"Annemie Tonken","startTime":354.21,"endTime":358.86,"body":"right on the, like evoking a"},{"speaker":"Annemie Tonken","startTime":354.21,"endTime":358.86,"body":"visual idea. But that is, that"},{"speaker":"Annemie Tonken","startTime":358.86,"endTime":363.12,"body":"is amazing. And so, you know,"},{"speaker":"Annemie Tonken","startTime":358.86,"endTime":363.12,"body":"we're here to kind of connect"},{"speaker":"Annemie Tonken","startTime":363.12,"endTime":366.87,"body":"those dots from like, where you"},{"speaker":"Annemie Tonken","startTime":363.12,"endTime":366.87,"body":"were then to where you are now"},{"speaker":"Annemie Tonken","startTime":366.87,"endTime":369.75,"body":"and the lessons that you've"},{"speaker":"Annemie Tonken","startTime":366.87,"endTime":369.75,"body":"learned along the way and how"},{"speaker":"Annemie Tonken","startTime":369.75,"endTime":374.22,"body":"storytelling has, you know, been"},{"speaker":"Annemie Tonken","startTime":369.75,"endTime":374.22,"body":"your medium and become your"},{"speaker":"Annemie Tonken","startTime":374.22,"endTime":377.43,"body":"medium. Although it sounds like"},{"speaker":"Annemie Tonken","startTime":374.22,"endTime":377.43,"body":"it kind of has been all along."},{"speaker":"Annemie Tonken","startTime":377.43,"endTime":383.34,"body":"There's been that through line."},{"speaker":"Annemie Tonken","startTime":377.43,"endTime":383.34,"body":"How I'd love to hear that that"},{"speaker":"Annemie Tonken","startTime":383.34,"endTime":385.68,"body":"story a little bit and start"},{"speaker":"Annemie Tonken","startTime":383.34,"endTime":385.68,"body":"there."},{"speaker":"Jude Charles","startTime":386.1,"endTime":388.92,"body":"Yeah. So when I"},{"speaker":"Jude Charles","startTime":386.1,"endTime":388.92,"body":"started the business at 17. I"},{"speaker":"Jude Charles","startTime":388.92,"endTime":392.16,"body":"started by doing like small"},{"speaker":"Jude Charles","startTime":388.92,"endTime":392.16,"body":"events. So birthday parties,"},{"speaker":"Jude Charles","startTime":392.19,"endTime":395.61,"body":"weddings, and I say weddings,"},{"speaker":"Jude Charles","startTime":392.19,"endTime":395.61,"body":"even though weddings can be"},{"speaker":"Jude Charles","startTime":395.61,"endTime":399.21,"body":"expensive. I was only charging"},{"speaker":"Jude Charles","startTime":395.61,"endTime":399.21,"body":"$500 at the time. Sure. But it"},{"speaker":"Jude Charles","startTime":399.21,"endTime":400.05,"body":"wasn't 17"},{"speaker":"Annemie Tonken","startTime":400.05,"endTime":404.01,"body":"year old is big"},{"speaker":"Annemie Tonken","startTime":400.05,"endTime":404.01,"body":"money was to me. Yeah."},{"speaker":"Jude Charles","startTime":404.159,"endTime":406.169,"body":"Right. Especially"},{"speaker":"Jude Charles","startTime":404.159,"endTime":406.169,"body":"if you live at home and you"},{"speaker":"Jude Charles","startTime":406.169,"endTime":409.349,"body":"don't have any other real"},{"speaker":"Jude Charles","startTime":406.169,"endTime":409.349,"body":"responsibilities, like $500 is a"},{"speaker":"Jude Charles","startTime":409.349,"endTime":413.039,"body":"lot, especially back in 2006. It"},{"speaker":"Jude Charles","startTime":409.349,"endTime":413.039,"body":"wasn't until like, kind of"},{"speaker":"Jude Charles","startTime":413.039,"endTime":416.849,"body":"trying to figure things out five"},{"speaker":"Jude Charles","startTime":413.039,"endTime":416.849,"body":"years in business that I did a"},{"speaker":"Jude Charles","startTime":416.849,"endTime":420.689,"body":"documentary for a cosmetic"},{"speaker":"Jude Charles","startTime":416.849,"endTime":420.689,"body":"entrepreneur. Her name is Keisha"},{"speaker":"Jude Charles","startTime":420.689,"endTime":424.859,"body":"Dior. And this documentary was"},{"speaker":"Jude Charles","startTime":420.689,"endTime":424.859,"body":"about her building her business"},{"speaker":"Jude Charles","startTime":424.859,"endTime":428.129,"body":"from the ground up. So she was"},{"speaker":"Jude Charles","startTime":424.859,"endTime":428.129,"body":"creating colored lipstick. If"},{"speaker":"Jude Charles","startTime":428.129,"endTime":432.059,"body":"you think of blue, purple, green"},{"speaker":"Jude Charles","startTime":428.129,"endTime":432.059,"body":"lipstick, those colors weren't"},{"speaker":"Jude Charles","startTime":432.059,"endTime":437.609,"body":"popular back in like 2010 2011."},{"speaker":"Jude Charles","startTime":432.059,"endTime":437.609,"body":"But I, we did a documentary and"},{"speaker":"Jude Charles","startTime":437.609,"endTime":439.889,"body":"showing behind the scenes of how"},{"speaker":"Jude Charles","startTime":437.609,"endTime":439.889,"body":"she was creating it. What was"},{"speaker":"Jude Charles","startTime":439.889,"endTime":444.299,"body":"her vision behind it? Why was"},{"speaker":"Jude Charles","startTime":439.889,"endTime":444.299,"body":"she creating it? And we put out"},{"speaker":"Jude Charles","startTime":444.299,"endTime":448.079,"body":"the documentary. But it wasn't"},{"speaker":"Jude Charles","startTime":444.299,"endTime":448.079,"body":"until a year later. I remember"},{"speaker":"Jude Charles","startTime":448.079,"endTime":451.559,"body":"waking up early one morning to"},{"speaker":"Jude Charles","startTime":448.079,"endTime":451.559,"body":"the sounds of chains hitting the"},{"speaker":"Jude Charles","startTime":451.559,"endTime":454.199,"body":"floor. And it was always a"},{"speaker":"Jude Charles","startTime":451.559,"endTime":454.199,"body":"nightmare that I would hear"},{"speaker":"Jude Charles","startTime":454.199,"endTime":457.829,"body":"these chains hitting the floor."},{"speaker":"Jude Charles","startTime":454.199,"endTime":457.829,"body":"When I jumped up out of bed,"},{"speaker":"Jude Charles","startTime":458.039,"endTime":461.639,"body":"went to the front window to look"},{"speaker":"Jude Charles","startTime":458.039,"endTime":461.639,"body":"outside at what was happening."},{"speaker":"Jude Charles","startTime":461.669,"endTime":464.159,"body":"It was a tow truck driver coming"},{"speaker":"Jude Charles","startTime":461.669,"endTime":464.159,"body":"to repossess my car for the"},{"speaker":"Jude Charles","startTime":464.159,"endTime":470.009,"body":"second time in eight months. I"},{"speaker":"Jude Charles","startTime":464.159,"endTime":470.009,"body":"go back in my room, sit on the"},{"speaker":"Jude Charles","startTime":470.009,"endTime":474.269,"body":"edge of my bed, have my hand"},{"speaker":"Jude Charles","startTime":470.009,"endTime":474.269,"body":"have my head in my hands and I'm"},{"speaker":"Jude Charles","startTime":474.269,"endTime":476.339,"body":"thinking alright, you know what,"},{"speaker":"Jude Charles","startTime":474.269,"endTime":476.339,"body":"I've given us a good five year"},{"speaker":"Jude Charles","startTime":476.339,"endTime":480.119,"body":"run. I started this in high"},{"speaker":"Jude Charles","startTime":476.339,"endTime":480.119,"body":"school. Maybe it's not meant to"},{"speaker":"Jude Charles","startTime":480.119,"endTime":482.609,"body":"be maybe I just should go back"},{"speaker":"Jude Charles","startTime":480.119,"endTime":482.609,"body":"to college because at that point"},{"speaker":"Jude Charles","startTime":482.609,"endTime":485.459,"body":"I dropped out of college"},{"speaker":"Jude Charles","startTime":482.609,"endTime":485.459,"body":"thinking that, you know, this is"},{"speaker":"Jude Charles","startTime":485.459,"endTime":488.819,"body":"what I want to do for the rest"},{"speaker":"Jude Charles","startTime":485.459,"endTime":488.819,"body":"of my life. Sure. And I get a"},{"speaker":"Jude Charles","startTime":488.819,"endTime":491.969,"body":"phone call as I'm sitting there"},{"speaker":"Jude Charles","startTime":488.819,"endTime":491.969,"body":"from Keisha Dior, the client."},{"speaker":"Jude Charles","startTime":493.049,"endTime":495.509,"body":"And Keisha calls me an excite"},{"speaker":"Jude Charles","startTime":493.049,"endTime":495.509,"body":"and she's like Jude Jude, you"},{"speaker":"Jude Charles","startTime":495.509,"endTime":498.239,"body":"won't believe you won't believe"},{"speaker":"Jude Charles","startTime":495.509,"endTime":498.239,"body":"it. I just got off the phone"},{"speaker":"Jude Charles","startTime":498.239,"endTime":500.849,"body":"with my accountant. He said"},{"speaker":"Jude Charles","startTime":498.239,"endTime":500.849,"body":"we've made a million dollars"},{"speaker":"Jude Charles","startTime":500.849,"endTime":505.229,"body":"we've crossed over the seven"},{"speaker":"Jude Charles","startTime":500.849,"endTime":505.229,"body":"figure mark. Now mind you at"},{"speaker":"Jude Charles","startTime":505.229,"endTime":508.349,"body":"this point in quiches business,"},{"speaker":"Jude Charles","startTime":505.229,"endTime":508.349,"body":"it had only been a one year Oh,"},{"speaker":"Jude Charles","startTime":508.349,"endTime":512.909,"body":"wow. Wow. I had been in business"},{"speaker":"Jude Charles","startTime":508.349,"endTime":512.909,"body":"five years struggling to make"},{"speaker":"Jude Charles","startTime":512.909,"endTime":517.889,"body":"$20,000 a year. Sure. So in that"},{"speaker":"Jude Charles","startTime":512.909,"endTime":517.889,"body":"moment, I looked at that and I"},{"speaker":"Jude Charles","startTime":517.889,"endTime":521.609,"body":"was just like, alright, I can"},{"speaker":"Jude Charles","startTime":517.889,"endTime":521.609,"body":"look at this two different ways,"},{"speaker":"Jude Charles","startTime":521.609,"endTime":525.779,"body":"either one. I don't know what"},{"speaker":"Jude Charles","startTime":521.609,"endTime":525.779,"body":"I'm doing. This is proof right?"},{"speaker":"Jude Charles","startTime":525.779,"endTime":527.549,"body":"Because here's somebody that's"},{"speaker":"Jude Charles","startTime":525.779,"endTime":527.549,"body":"made a million dollars in one"},{"speaker":"Jude Charles","startTime":527.549,"endTime":529.679,"body":"year and I'm still struggling to"},{"speaker":"Jude Charles","startTime":527.549,"endTime":529.679,"body":"even get over the six figure"},{"speaker":"Jude Charles","startTime":529.679,"endTime":534.989,"body":"mark let alone five let alone"},{"speaker":"Jude Charles","startTime":529.679,"endTime":534.989,"body":"the seven figure mark. But then"},{"speaker":"Jude Charles","startTime":535.109,"endTime":537.839,"body":"the other way I could look at"},{"speaker":"Jude Charles","startTime":535.109,"endTime":537.839,"body":"this as this is proof that I"},{"speaker":"Jude Charles","startTime":537.839,"endTime":543.149,"body":"create something valuable for my"},{"speaker":"Jude Charles","startTime":537.839,"endTime":543.149,"body":"client right. And let me take a"},{"speaker":"Jude Charles","startTime":543.149,"endTime":546.149,"body":"step back and understand why was"},{"speaker":"Jude Charles","startTime":543.149,"endTime":546.149,"body":"it valuable? How did how was she"},{"speaker":"Jude Charles","startTime":546.149,"endTime":548.729,"body":"able to make $1 million and"},{"speaker":"Jude Charles","startTime":546.149,"endTime":548.729,"body":"that's that took the second"},{"speaker":"Jude Charles","startTime":548.729,"endTime":551.579,"body":"round. To understand how is a"},{"speaker":"Jude Charles","startTime":548.729,"endTime":551.579,"body":"vacation to your was able to"},{"speaker":"Jude Charles","startTime":551.579,"endTime":555.179,"body":"make $1 million off of partially"},{"speaker":"Jude Charles","startTime":551.579,"endTime":555.179,"body":"off of a documentary that I'd"},{"speaker":"Jude Charles","startTime":555.179,"endTime":560.309,"body":"created for her. And I decided"},{"speaker":"Jude Charles","startTime":555.179,"endTime":560.309,"body":"to take a year off at that point"},{"speaker":"Jude Charles","startTime":560.309,"endTime":563.099,"body":"I learned marketing and sales."},{"speaker":"Jude Charles","startTime":560.309,"endTime":563.099,"body":"I'll never forget the first"},{"speaker":"Jude Charles","startTime":563.099,"endTime":567.389,"body":"course I ever took was a course"},{"speaker":"Jude Charles","startTime":563.099,"endTime":567.389,"body":"called earn 1k. By roommates at"},{"speaker":"Jude Charles","startTime":567.389,"endTime":570.119,"body":"it no longer exists, but it was"},{"speaker":"Jude Charles","startTime":567.389,"endTime":570.119,"body":"called earn 1k in the premise"},{"speaker":"Jude Charles","startTime":570.119,"endTime":574.139,"body":"behind it was if you learn how"},{"speaker":"Jude Charles","startTime":570.119,"endTime":574.139,"body":"to earn your first $1,000 you'll"},{"speaker":"Jude Charles","startTime":574.139,"endTime":577.199,"body":"know how to repeat it pretty"},{"speaker":"Jude Charles","startTime":574.139,"endTime":577.199,"body":"much. Now I had earned $1,000"},{"speaker":"Jude Charles","startTime":577.199,"endTime":579.569,"body":"But I hadn't earned it the right"},{"speaker":"Jude Charles","startTime":577.199,"endTime":579.569,"body":"way. I hadn't learned the"},{"speaker":"Jude Charles","startTime":579.569,"endTime":582.569,"body":"marketing and sales and learning"},{"speaker":"Jude Charles","startTime":579.569,"endTime":582.569,"body":"what was valuable to a client."},{"speaker":"Jude Charles","startTime":583.169,"endTime":585.779,"body":"And it was that that really"},{"speaker":"Jude Charles","startTime":583.169,"endTime":585.779,"body":"transformed my business because"},{"speaker":"Jude Charles","startTime":585.779,"endTime":588.809,"body":"what I understood the key should"},{"speaker":"Jude Charles","startTime":585.779,"endTime":588.809,"body":"did or what I helped Keisha do"},{"speaker":"Jude Charles","startTime":588.809,"endTime":592.889,"body":"as well as I helped her tell her"},{"speaker":"Jude Charles","startTime":588.809,"endTime":592.889,"body":"story, right? It wasn't just"},{"speaker":"Jude Charles","startTime":592.889,"endTime":596.039,"body":"about the lipstick. It was about"},{"speaker":"Jude Charles","startTime":592.889,"endTime":596.039,"body":"women empowerment. There was"},{"speaker":"Jude Charles","startTime":596.039,"endTime":600.329,"body":"something so much deeper behind"},{"speaker":"Jude Charles","startTime":596.039,"endTime":600.329,"body":"it. And so by helping her tell"},{"speaker":"Jude Charles","startTime":600.329,"endTime":604.499,"body":"her story. And she told it,"},{"speaker":"Jude Charles","startTime":600.329,"endTime":604.499,"body":"like, religiously, over and over"},{"speaker":"Jude Charles","startTime":604.499,"endTime":607.169,"body":"and over again. That's what"},{"speaker":"Jude Charles","startTime":604.499,"endTime":607.169,"body":"helped her make a million"},{"speaker":"Jude Charles","startTime":607.169,"endTime":609.539,"body":"dollars. But I wasn't doing that"},{"speaker":"Jude Charles","startTime":607.169,"endTime":609.539,"body":"in my business, I was just"},{"speaker":"Jude Charles","startTime":609.539,"endTime":612.179,"body":"coming and thinking, hey, I'll"},{"speaker":"Jude Charles","startTime":609.539,"endTime":612.179,"body":"sell you a video, the video will"},{"speaker":"Jude Charles","startTime":612.179,"endTime":616.649,"body":"look cool, it'll look great. And"},{"speaker":"Jude Charles","startTime":612.179,"endTime":616.649,"body":"that's it. Now at this point, 17"},{"speaker":"Jude Charles","startTime":616.649,"endTime":619.799,"body":"years later, I don't even sell"},{"speaker":"Jude Charles","startTime":616.649,"endTime":619.799,"body":"video. That's not what I sell. I"},{"speaker":"Jude Charles","startTime":619.799,"endTime":623.669,"body":"sell storytelling, I sell the"},{"speaker":"Jude Charles","startTime":619.799,"endTime":623.669,"body":"end product, which normally for"},{"speaker":"Jude Charles","startTime":623.669,"endTime":626.879,"body":"a client is to make more money"},{"speaker":"Jude Charles","startTime":623.669,"endTime":626.879,"body":"or to get greater opportunities."},{"speaker":"Jude Charles","startTime":627.209,"endTime":630.779,"body":"That is what I sell now. But I"},{"speaker":"Jude Charles","startTime":627.209,"endTime":630.779,"body":"sell that through my story and"},{"speaker":"Jude Charles","startTime":630.809,"endTime":634.019,"body":"my own journey of how I've"},{"speaker":"Jude Charles","startTime":630.809,"endTime":634.019,"body":"become an entrepreneur, the"},{"speaker":"Jude Charles","startTime":634.019,"endTime":638.159,"body":"things that I've gone through to"},{"speaker":"Jude Charles","startTime":634.019,"endTime":638.159,"body":"be able to sit here today and"},{"speaker":"Jude Charles","startTime":638.159,"endTime":640.619,"body":"talk with either you or to talk"},{"speaker":"Jude Charles","startTime":638.159,"endTime":640.619,"body":"with my client."},{"speaker":"Annemie Tonken","startTime":640.86,"endTime":645.24,"body":"Yeah, well, and"},{"speaker":"Annemie Tonken","startTime":640.86,"endTime":645.24,"body":"I think that the other part of"},{"speaker":"Annemie Tonken","startTime":645.24,"endTime":650.01,"body":"that that really grabs me is the"},{"speaker":"Annemie Tonken","startTime":645.24,"endTime":650.01,"body":"fact that I mean, unfortunately,"},{"speaker":"Annemie Tonken","startTime":650.01,"endTime":655.32,"body":"in your moment of personal"},{"speaker":"Annemie Tonken","startTime":650.01,"endTime":655.32,"body":"crisis, but in quiches moment of"},{"speaker":"Annemie Tonken","startTime":655.35,"endTime":659.04,"body":"personal success, and you know,"},{"speaker":"Annemie Tonken","startTime":655.35,"endTime":659.04,"body":"who does she pick up the phone"},{"speaker":"Annemie Tonken","startTime":659.04,"endTime":661.8,"body":"to call? Maybe you weren't her"},{"speaker":"Annemie Tonken","startTime":659.04,"endTime":661.8,"body":"first call, maybe she called her"},{"speaker":"Annemie Tonken","startTime":661.8,"endTime":666.6,"body":"mom, but like, but the fact that"},{"speaker":"Annemie Tonken","startTime":661.8,"endTime":666.6,"body":"that day, she wanted to share"},{"speaker":"Annemie Tonken","startTime":666.6,"endTime":670.23,"body":"that with you obviously means"},{"speaker":"Annemie Tonken","startTime":666.6,"endTime":670.23,"body":"that, you know, you were a part"},{"speaker":"Annemie Tonken","startTime":670.23,"endTime":674.04,"body":"of that story for her and how"},{"speaker":"Annemie Tonken","startTime":670.23,"endTime":674.04,"body":"she was able to get to that"},{"speaker":"Annemie Tonken","startTime":674.04,"endTime":677.7,"body":"place. And so I'm so glad that"},{"speaker":"Annemie Tonken","startTime":674.04,"endTime":677.7,"body":"you took the second view,"},{"speaker":"Annemie Tonken","startTime":677.7,"endTime":680.04,"body":"because I think that there are a"},{"speaker":"Annemie Tonken","startTime":677.7,"endTime":680.04,"body":"lot of situations in life where"},{"speaker":"Annemie Tonken","startTime":680.04,"endTime":685.11,"body":"we can, we can look at a in"},{"speaker":"Annemie Tonken","startTime":680.04,"endTime":685.11,"body":"particular, I think it's hard"},{"speaker":"Annemie Tonken","startTime":685.11,"endTime":691.8,"body":"when we are having a crisis or a"},{"speaker":"Annemie Tonken","startTime":685.11,"endTime":691.8,"body":"struggle, it's, the easier thing"},{"speaker":"Annemie Tonken","startTime":691.8,"endTime":694.86,"body":"to do is to look at that and say"},{"speaker":"Annemie Tonken","startTime":691.8,"endTime":694.86,"body":"this is a failure, this is a"},{"speaker":"Annemie Tonken","startTime":695.04,"endTime":698.1,"body":"problem. And maybe it is a"},{"speaker":"Annemie Tonken","startTime":695.04,"endTime":698.1,"body":"problem. And maybe it is a"},{"speaker":"Annemie Tonken","startTime":698.1,"endTime":701.16,"body":"failure of some sort. But within"},{"speaker":"Annemie Tonken","startTime":698.1,"endTime":701.16,"body":"that there is always some sort"},{"speaker":"Annemie Tonken","startTime":701.16,"endTime":705.84,"body":"of potential for transformation."},{"speaker":"Annemie Tonken","startTime":701.16,"endTime":705.84,"body":"Or, you know, I've actually been"},{"speaker":"Annemie Tonken","startTime":707.34,"endTime":711.09,"body":"working with my own 17 year old"},{"speaker":"Annemie Tonken","startTime":707.34,"endTime":711.09,"body":"who has gone through some, some"},{"speaker":"Annemie Tonken","startTime":711.09,"endTime":715.56,"body":"tough stuff recently to talk"},{"speaker":"Annemie Tonken","startTime":711.09,"endTime":715.56,"body":"about, like, we all have a"},{"speaker":"Annemie Tonken","startTime":715.56,"endTime":718.77,"body":"story. And there's a turning"},{"speaker":"Annemie Tonken","startTime":715.56,"endTime":718.77,"body":"point in those, you know, our"},{"speaker":"Annemie Tonken","startTime":718.77,"endTime":721.71,"body":"stories have turning points. And"},{"speaker":"Annemie Tonken","startTime":718.77,"endTime":721.71,"body":"so you have to you have the"},{"speaker":"Annemie Tonken","startTime":721.71,"endTime":726.75,"body":"power at certain junctures to to"},{"speaker":"Annemie Tonken","startTime":721.71,"endTime":726.75,"body":"decide which way you're turning."},{"speaker":"Annemie Tonken","startTime":726.81,"endTime":727.83,"body":"And so I think"},{"speaker":"Jude Charles","startTime":727.98,"endTime":730.02,"body":"I'd like to add to"},{"speaker":"Jude Charles","startTime":727.98,"endTime":730.02,"body":"that, that there's even more,"},{"speaker":"Jude Charles","startTime":730.2,"endTime":732.39,"body":"there's greater perspective that"},{"speaker":"Jude Charles","startTime":730.2,"endTime":732.39,"body":"you brought, that I've actually"},{"speaker":"Jude Charles","startTime":732.42,"endTime":735.69,"body":"haven't heard before, which is"},{"speaker":"Jude Charles","startTime":732.42,"endTime":735.69,"body":"the fact that Keisha would call"},{"speaker":"Jude Charles","startTime":735.69,"endTime":738.06,"body":"to me, whether or not I was the"},{"speaker":"Jude Charles","startTime":735.69,"endTime":738.06,"body":"first call she called Right,"},{"speaker":"Jude Charles","startTime":738.06,"endTime":741.6,"body":"yeah. That she felt it was"},{"speaker":"Jude Charles","startTime":738.06,"endTime":741.6,"body":"important enough, I had been on"},{"speaker":"Jude Charles","startTime":741.6,"endTime":745.53,"body":"the journey with her Yeah, to"},{"speaker":"Jude Charles","startTime":741.6,"endTime":745.53,"body":"call, right. And I think the"},{"speaker":"Jude Charles","startTime":745.53,"endTime":747.54,"body":"reason I want to point that out,"},{"speaker":"Jude Charles","startTime":745.53,"endTime":747.54,"body":"it's it goes along with"},{"speaker":"Jude Charles","startTime":747.54,"endTime":749.37,"body":"everything else that you're"},{"speaker":"Jude Charles","startTime":747.54,"endTime":749.37,"body":"pointing out, but that that one"},{"speaker":"Jude Charles","startTime":749.37,"endTime":754.35,"body":"small thing brings value to me,"},{"speaker":"Jude Charles","startTime":749.37,"endTime":754.35,"body":"the person right on the other"},{"speaker":"Jude Charles","startTime":754.35,"endTime":757.8,"body":"end of the phone call who is at"},{"speaker":"Jude Charles","startTime":754.35,"endTime":757.8,"body":"my lowest moment, right, there's"},{"speaker":"Jude Charles","startTime":757.8,"endTime":760.35,"body":"this idea of vision versus"},{"speaker":"Jude Charles","startTime":757.8,"endTime":760.35,"body":"perspective, we're all born with"},{"speaker":"Jude Charles","startTime":760.35,"endTime":765.48,"body":"eyes with the ability to see,"},{"speaker":"Jude Charles","startTime":760.35,"endTime":765.48,"body":"both of us happen to be wearing"},{"speaker":"Jude Charles","startTime":765.48,"endTime":769.74,"body":"glasses. So without the right"},{"speaker":"Jude Charles","startTime":765.48,"endTime":769.74,"body":"set of lenses on, you can't read"},{"speaker":"Jude Charles","startTime":769.74,"endTime":772.68,"body":"words, at least for me from far"},{"speaker":"Jude Charles","startTime":769.74,"endTime":772.68,"body":"away, like my glasses are to see"},{"speaker":"Jude Charles","startTime":772.68,"endTime":775.92,"body":"far away, you can't read the"},{"speaker":"Jude Charles","startTime":772.68,"endTime":775.92,"body":"right words, unless you have the"},{"speaker":"Jude Charles","startTime":775.92,"endTime":780.81,"body":"right set of lenses on those two"},{"speaker":"Jude Charles","startTime":775.92,"endTime":780.81,"body":"lenses that I decided to sit"},{"speaker":"Jude Charles","startTime":780.81,"endTime":784.2,"body":"there and look through which was"},{"speaker":"Jude Charles","startTime":780.81,"endTime":784.2,"body":"either I'm not really good at"},{"speaker":"Jude Charles","startTime":784.2,"endTime":787.2,"body":"this. And here's proof or I'm"},{"speaker":"Jude Charles","startTime":784.2,"endTime":787.2,"body":"good at this. But I just needed"},{"speaker":"Jude Charles","startTime":787.2,"endTime":789.24,"body":"to learn something a little bit"},{"speaker":"Jude Charles","startTime":787.2,"endTime":789.24,"body":"different to tweak it just a"},{"speaker":"Jude Charles","startTime":789.24,"endTime":793.08,"body":"little bit. In order to continue"},{"speaker":"Jude Charles","startTime":789.24,"endTime":793.08,"body":"to make money. That perspective"},{"speaker":"Jude Charles","startTime":793.08,"endTime":795.45,"body":"is important to sit and think"},{"speaker":"Jude Charles","startTime":793.08,"endTime":795.45,"body":"about, okay, what's really"},{"speaker":"Jude Charles","startTime":795.45,"endTime":800.4,"body":"happening here. Again, I didn't"},{"speaker":"Jude Charles","startTime":795.45,"endTime":800.4,"body":"have the perspective that you"},{"speaker":"Jude Charles","startTime":800.4,"endTime":803.91,"body":"just had, which is okay, she"},{"speaker":"Jude Charles","startTime":800.4,"endTime":803.91,"body":"called me though, she felt it"},{"speaker":"Jude Charles","startTime":803.91,"endTime":806.97,"body":"was important enough to call me"},{"speaker":"Jude Charles","startTime":803.91,"endTime":806.97,"body":"to celebrate this moment with"},{"speaker":"Jude Charles","startTime":806.97,"endTime":810.48,"body":"me. Right? To say, and I don't"},{"speaker":"Jude Charles","startTime":806.97,"endTime":810.48,"body":"even think she said it at the"},{"speaker":"Jude Charles","startTime":810.48,"endTime":812.55,"body":"time. And it's not a problem"},{"speaker":"Jude Charles","startTime":810.48,"endTime":812.55,"body":"that she didn't say, but to say,"},{"speaker":"Jude Charles","startTime":813.15,"endTime":815.88,"body":"you helped me do this, or we did"},{"speaker":"Jude Charles","startTime":813.15,"endTime":815.88,"body":"this together or anything like"},{"speaker":"Jude Charles","startTime":815.88,"endTime":819.75,"body":"that. But it still happened"},{"speaker":"Jude Charles","startTime":815.88,"endTime":819.75,"body":"because like I knew enough to"},{"speaker":"Jude Charles","startTime":819.75,"endTime":822.96,"body":"know that the documentary was a"},{"speaker":"Jude Charles","startTime":819.75,"endTime":822.96,"body":"piece of it. And I knew that"},{"speaker":"Jude Charles","startTime":822.96,"endTime":825.39,"body":"because at the end of the"},{"speaker":"Jude Charles","startTime":822.96,"endTime":825.39,"body":"documentary, we did a discount"},{"speaker":"Jude Charles","startTime":825.39,"endTime":827.49,"body":"code on anyone who watched the"},{"speaker":"Jude Charles","startTime":825.39,"endTime":827.49,"body":"documentary, they can go on"},{"speaker":"Jude Charles","startTime":827.49,"endTime":830.43,"body":"byproducts. So I knew that was a"},{"speaker":"Jude Charles","startTime":827.49,"endTime":830.43,"body":"piece of like the overall"},{"speaker":"Jude Charles","startTime":830.43,"endTime":834.3,"body":"strategy. Yeah. But again, I"},{"speaker":"Jude Charles","startTime":830.43,"endTime":834.3,"body":"didn't have that until today"},{"speaker":"Jude Charles","startTime":834.3,"endTime":836.22,"body":"until having this conversation"},{"speaker":"Jude Charles","startTime":834.3,"endTime":836.22,"body":"with you. I didn't have that"},{"speaker":"Jude Charles","startTime":836.22,"endTime":839.34,"body":"perspective of Oh, but she"},{"speaker":"Jude Charles","startTime":836.22,"endTime":839.34,"body":"called me to celebrate. Yeah,"},{"speaker":"Jude Charles","startTime":839.52,"endTime":843.51,"body":"right. Like, that's important."},{"speaker":"Jude Charles","startTime":839.52,"endTime":843.51,"body":"And so, to sit with perspective,"},{"speaker":"Jude Charles","startTime":843.54,"endTime":845.28,"body":"we all go through things in"},{"speaker":"Jude Charles","startTime":843.54,"endTime":845.28,"body":"life. And just like you"},{"speaker":"Jude Charles","startTime":845.28,"endTime":848.28,"body":"mentioned your own 17 year old"},{"speaker":"Jude Charles","startTime":845.28,"endTime":848.28,"body":"who's going through things in"},{"speaker":"Jude Charles","startTime":848.28,"endTime":850.98,"body":"life, but you have to look at"},{"speaker":"Jude Charles","startTime":848.28,"endTime":850.98,"body":"okay, what's really happening"},{"speaker":"Jude Charles","startTime":850.98,"endTime":853.41,"body":"here and what can I do about"},{"speaker":"Jude Charles","startTime":850.98,"endTime":853.41,"body":"what's happening here?"},{"speaker":"Annemie Tonken","startTime":853.439,"endTime":859.499,"body":"Right, right. So"},{"speaker":"Annemie Tonken","startTime":853.439,"endTime":859.499,"body":"from that point, you took a"},{"speaker":"Annemie Tonken","startTime":859.499,"endTime":863.699,"body":"year, you worked on your sort of"},{"speaker":"Annemie Tonken","startTime":859.499,"endTime":863.699,"body":"sales and marketing and dialing"},{"speaker":"Annemie Tonken","startTime":863.699,"endTime":865.859,"body":"that in, and then what?"},{"speaker":"Jude Charles","startTime":866.7,"endTime":869.79,"body":"So I continue to"},{"speaker":"Jude Charles","startTime":866.7,"endTime":869.79,"body":"work I took a year off as far as"},{"speaker":"Jude Charles","startTime":869.79,"endTime":871.8,"body":"like taking on other clients,"},{"speaker":"Jude Charles","startTime":869.79,"endTime":871.8,"body":"but I continue to work who"},{"speaker":"Jude Charles","startTime":871.8,"endTime":873.87,"body":"Keisha we renewed our contract."},{"speaker":"Jude Charles","startTime":871.8,"endTime":873.87,"body":"We worked together for three"},{"speaker":"Jude Charles","startTime":873.87,"endTime":877.83,"body":"years. But the very next line I"},{"speaker":"Jude Charles","startTime":873.87,"endTime":877.83,"body":"decided to pitch was an interior"},{"speaker":"Jude Charles","startTime":877.83,"endTime":881.79,"body":"designer. And this interior"},{"speaker":"Jude Charles","startTime":877.83,"endTime":881.79,"body":"designer ironically found me"},{"speaker":"Jude Charles","startTime":881.79,"endTime":884.67,"body":"from he had watched quiches"},{"speaker":"Jude Charles","startTime":881.79,"endTime":884.67,"body":"documentary but he had also we"},{"speaker":"Jude Charles","startTime":884.7,"endTime":887.49,"body":"worked on a separate project"},{"speaker":"Jude Charles","startTime":884.7,"endTime":887.49,"body":"city of Pompano Beach, which is"},{"speaker":"Jude Charles","startTime":887.49,"endTime":890.67,"body":"where I live 100 year"},{"speaker":"Jude Charles","startTime":887.49,"endTime":890.67,"body":"anniversary I hit did their"},{"speaker":"Jude Charles","startTime":890.67,"endTime":893.61,"body":"documentary, and he had kind of"},{"speaker":"Jude Charles","startTime":890.67,"endTime":893.61,"body":"watched me do it. We didn't work"},{"speaker":"Jude Charles","startTime":893.61,"endTime":896.7,"body":"together but he was working on a"},{"speaker":"Jude Charles","startTime":893.61,"endTime":896.7,"body":"separate part of that project."},{"speaker":"Jude Charles","startTime":897.39,"endTime":900.6,"body":"And he called me and he was just"},{"speaker":"Jude Charles","startTime":897.39,"endTime":900.6,"body":"like he's in Interior Designer"},{"speaker":"Jude Charles","startTime":900.6,"endTime":903.42,"body":"and he wanted to use this like"},{"speaker":"Jude Charles","startTime":900.6,"endTime":903.42,"body":"what you did with Keisha, I need"},{"speaker":"Jude Charles","startTime":903.42,"endTime":908.25,"body":"that in my business. And so we"},{"speaker":"Jude Charles","startTime":903.42,"endTime":908.25,"body":"met, we had a meeting. Excellent"},{"speaker":"Jude Charles","startTime":908.25,"endTime":910.41,"body":"bunch of questions, because I"},{"speaker":"Jude Charles","startTime":908.25,"endTime":910.41,"body":"had learned in sales and"},{"speaker":"Jude Charles","startTime":910.41,"endTime":913.77,"body":"marketing from this course,"},{"speaker":"Jude Charles","startTime":910.41,"endTime":913.77,"body":"don't just go in with, oh,"},{"speaker":"Jude Charles","startTime":913.77,"endTime":916.59,"body":"here's what I can do for you"},{"speaker":"Jude Charles","startTime":913.77,"endTime":916.59,"body":"learn what they really need, so"},{"speaker":"Jude Charles","startTime":916.59,"endTime":920.52,"body":"that you can position yourself"},{"speaker":"Jude Charles","startTime":916.59,"endTime":920.52,"body":"based on what they need. Learn"},{"speaker":"Jude Charles","startTime":920.52,"endTime":923.79,"body":"what he needed, created, it took"},{"speaker":"Jude Charles","startTime":920.52,"endTime":923.79,"body":"me an entire month, which it"},{"speaker":"Jude Charles","startTime":923.79,"endTime":926.46,"body":"shouldn't have. But it took me a"},{"speaker":"Jude Charles","startTime":923.79,"endTime":926.46,"body":"month to create the proposal to"},{"speaker":"Jude Charles","startTime":926.46,"endTime":929.04,"body":"create the presentation that I"},{"speaker":"Jude Charles","startTime":926.46,"endTime":929.04,"body":"wanted to present to him and"},{"speaker":"Jude Charles","startTime":929.04,"endTime":931.44,"body":"say, This is how much it's going"},{"speaker":"Jude Charles","startTime":929.04,"endTime":931.44,"body":"to cost and what is it going to"},{"speaker":"Jude Charles","startTime":931.44,"endTime":937.17,"body":"take. And I did that took a"},{"speaker":"Jude Charles","startTime":931.44,"endTime":937.17,"body":"month. And I'll never forget, I"},{"speaker":"Jude Charles","startTime":937.2,"endTime":939.42,"body":"did the entire presentation at"},{"speaker":"Jude Charles","startTime":937.2,"endTime":939.42,"body":"the end of the presentation was"},{"speaker":"Jude Charles","startTime":939.42,"endTime":943.8,"body":"when the price comes up. I"},{"speaker":"Jude Charles","startTime":939.42,"endTime":943.8,"body":"remember saying to him, that it"},{"speaker":"Jude Charles","startTime":943.8,"endTime":947.76,"body":"is going to cost $15,000 Now for"},{"speaker":"Jude Charles","startTime":943.8,"endTime":947.76,"body":"context can you should be yours"},{"speaker":"Jude Charles","startTime":947.76,"endTime":952.38,"body":"documentary only cost $3,000."},{"speaker":"Jude Charles","startTime":947.76,"endTime":952.38,"body":"She made a million it only costs"},{"speaker":"Jude Charles","startTime":952.38,"endTime":954.45,"body":"3000. But this next time, I was"},{"speaker":"Jude Charles","startTime":952.38,"endTime":954.45,"body":"like, Okay, I'm gonna go for"},{"speaker":"Jude Charles","startTime":954.45,"endTime":958.47,"body":"15,000 15,000 and make me feel"},{"speaker":"Jude Charles","startTime":954.45,"endTime":958.47,"body":"really good. Knowing the amount"},{"speaker":"Jude Charles","startTime":958.47,"endTime":963.39,"body":"of work is going to take at that"},{"speaker":"Jude Charles","startTime":958.47,"endTime":963.39,"body":"time. And so I said 15,000, and"},{"speaker":"Jude Charles","startTime":963.39,"endTime":968.16,"body":"his next words shocked me. He"},{"speaker":"Jude Charles","startTime":963.39,"endTime":968.16,"body":"said, Great. When do we get"},{"speaker":"Jude Charles","startTime":968.16,"endTime":975.3,"body":"started? I was just I couldn't"},{"speaker":"Jude Charles","startTime":968.16,"endTime":975.3,"body":"understand what had just"},{"speaker":"Jude Charles","startTime":975.3,"endTime":979.74,"body":"happened. Now. This is a"},{"speaker":"Jude Charles","startTime":975.3,"endTime":979.74,"body":"critical key. I went back and"},{"speaker":"Jude Charles","startTime":979.74,"endTime":983.37,"body":"asked him, of course, after I"},{"speaker":"Jude Charles","startTime":979.74,"endTime":983.37,"body":"signed the contract, he gave me"},{"speaker":"Jude Charles","startTime":983.37,"endTime":985.74,"body":"the first deposit, I went back"},{"speaker":"Jude Charles","startTime":983.37,"endTime":985.74,"body":"and asked him I was just like,"},{"speaker":"Jude Charles","startTime":986.25,"endTime":990.36,"body":"why did you say yes. And he said"},{"speaker":"Jude Charles","startTime":986.25,"endTime":990.36,"body":"to me, part of what I did in my"},{"speaker":"Jude Charles","startTime":990.36,"endTime":992.49,"body":"presentation is of course I laid"},{"speaker":"Jude Charles","startTime":990.36,"endTime":992.49,"body":"out everything. And I gave him"},{"speaker":"Jude Charles","startTime":992.49,"endTime":996.21,"body":"the vision. But I also created a"},{"speaker":"Jude Charles","startTime":992.49,"endTime":996.21,"body":"storyboard. And he was like at"},{"speaker":"Jude Charles","startTime":996.21,"endTime":998.88,"body":"the point that he saw the"},{"speaker":"Jude Charles","startTime":996.21,"endTime":998.88,"body":"storyboard, he understood that I"},{"speaker":"Jude Charles","startTime":998.88,"endTime":1001.16,"body":"was the right person for the job"},{"speaker":"Jude Charles","startTime":998.88,"endTime":1001.16,"body":"was I could already see the"},{"speaker":"Jude Charles","startTime":1001.16,"endTime":1003.74,"body":"project, I could already"},{"speaker":"Jude Charles","startTime":1001.16,"endTime":1003.74,"body":"understand what it would take to"},{"speaker":"Jude Charles","startTime":1003.74,"endTime":1008.78,"body":"do it. And again, I think those"},{"speaker":"Jude Charles","startTime":1003.74,"endTime":1008.78,"body":"bits and pieces how I presented"},{"speaker":"Jude Charles","startTime":1008.78,"endTime":1010.64,"body":"it, creating even the"},{"speaker":"Jude Charles","startTime":1008.78,"endTime":1010.64,"body":"storyboard, I don't think there"},{"speaker":"Jude Charles","startTime":1010.64,"endTime":1013.97,"body":"was the idea of the storyboard"},{"speaker":"Jude Charles","startTime":1010.64,"endTime":1013.97,"body":"in earn 1k. But I think there"},{"speaker":"Jude Charles","startTime":1013.97,"endTime":1018.14,"body":"was an idea of like, what can"},{"speaker":"Jude Charles","startTime":1013.97,"endTime":1018.14,"body":"they see? How can they envision"},{"speaker":"Jude Charles","startTime":1018.14,"endTime":1021.38,"body":"this because they don't do what"},{"speaker":"Jude Charles","startTime":1018.14,"endTime":1021.38,"body":"you do. But how can you get them"},{"speaker":"Jude Charles","startTime":1021.38,"endTime":1024.17,"body":"to better understand and it was,"},{"speaker":"Jude Charles","startTime":1021.38,"endTime":1024.17,"body":"for me, it was like creating a"},{"speaker":"Jude Charles","startTime":1024.17,"endTime":1028.76,"body":"storyboard. That is what I that"},{"speaker":"Jude Charles","startTime":1024.17,"endTime":1028.76,"body":"was the next step I took and"},{"speaker":"Jude Charles","startTime":1029.0,"endTime":1032.24,"body":"because of that moment, like I"},{"speaker":"Jude Charles","startTime":1029.0,"endTime":1032.24,"body":"still do till this day, I call"},{"speaker":"Jude Charles","startTime":1032.24,"endTime":1035.12,"body":"it something different now it's"},{"speaker":"Jude Charles","startTime":1032.24,"endTime":1035.12,"body":"called a road mapping. And road"},{"speaker":"Jude Charles","startTime":1035.12,"endTime":1039.32,"body":"mapping, I charge $17,000 For"},{"speaker":"Jude Charles","startTime":1035.12,"endTime":1039.32,"body":"it's a full day consultation day"},{"speaker":"Jude Charles","startTime":1039.32,"endTime":1042.98,"body":"at work I do somewhat similar to"},{"speaker":"Jude Charles","startTime":1039.32,"endTime":1042.98,"body":"what I did with William back in"},{"speaker":"Jude Charles","startTime":1042.98,"endTime":1047.66,"body":"2013. But and I still include"},{"speaker":"Jude Charles","startTime":1042.98,"endTime":1047.66,"body":"the storyboard, but I charge for"},{"speaker":"Jude Charles","startTime":1047.66,"endTime":1052.19,"body":"it now back then I didn't. But"},{"speaker":"Jude Charles","startTime":1047.66,"endTime":1052.19,"body":"now I charge for it. And that is"},{"speaker":"Jude Charles","startTime":1052.22,"endTime":1057.02,"body":"what has helped me like to this"},{"speaker":"Jude Charles","startTime":1052.22,"endTime":1057.02,"body":"day is part of that is when I'm"},{"speaker":"Jude Charles","startTime":1057.02,"endTime":1060.95,"body":"in the presentation. The big"},{"speaker":"Jude Charles","startTime":1057.02,"endTime":1060.95,"body":"piece that I did with William is"},{"speaker":"Jude Charles","startTime":1061.04,"endTime":1064.34,"body":"I told him this story about"},{"speaker":"Jude Charles","startTime":1061.04,"endTime":1064.34,"body":"Keisha your car getting"},{"speaker":"Jude Charles","startTime":1064.34,"endTime":1067.79,"body":"repossessed, me going back to"},{"speaker":"Jude Charles","startTime":1064.34,"endTime":1067.79,"body":"learn marketing and sales, and"},{"speaker":"Jude Charles","startTime":1067.79,"endTime":1072.62,"body":"why I was the right person for"},{"speaker":"Jude Charles","startTime":1067.79,"endTime":1072.62,"body":"the job. Because I understood"},{"speaker":"Jude Charles","startTime":1072.62,"endTime":1075.17,"body":"what he was trying to accomplish"},{"speaker":"Jude Charles","startTime":1072.62,"endTime":1075.17,"body":"and marketing and sales and his"},{"speaker":"Jude Charles","startTime":1075.17,"endTime":1078.65,"body":"business. Right? I did those"},{"speaker":"Jude Charles","startTime":1075.17,"endTime":1078.65,"body":"things, those is the exact same"},{"speaker":"Jude Charles","startTime":1078.65,"endTime":1082.37,"body":"things that I do today to be"},{"speaker":"Jude Charles","startTime":1078.65,"endTime":1082.37,"body":"able to help close a client. But"},{"speaker":"Jude Charles","startTime":1082.37,"endTime":1086.75,"body":"that was the big shift. Am I now"},{"speaker":"Jude Charles","startTime":1082.37,"endTime":1086.75,"body":"telling my story? Who is doing"},{"speaker":"Jude Charles","startTime":1086.75,"endTime":1089.33,"body":"Charles who you're going to work"},{"speaker":"Jude Charles","startTime":1086.75,"endTime":1089.33,"body":"with this guy that's going to"},{"speaker":"Jude Charles","startTime":1089.33,"endTime":1092.81,"body":"come and film with you for six"},{"speaker":"Jude Charles","startTime":1089.33,"endTime":1092.81,"body":"months? Four to six months? Who"},{"speaker":"Jude Charles","startTime":1092.81,"endTime":1095.87,"body":"is he? What is he about? What"},{"speaker":"Jude Charles","startTime":1092.81,"endTime":1095.87,"body":"are his core values? What does"},{"speaker":"Jude Charles","startTime":1095.87,"endTime":1100.37,"body":"he stand for? Those are the"},{"speaker":"Jude Charles","startTime":1095.87,"endTime":1100.37,"body":"stories I begin to tell the same"},{"speaker":"Jude Charles","startTime":1100.37,"endTime":1102.95,"body":"stories that Keisha was telling"},{"speaker":"Jude Charles","startTime":1100.37,"endTime":1102.95,"body":"you her documentary that helped"},{"speaker":"Jude Charles","startTime":1103.07,"endTime":1104.75,"body":"shape where I am today."},{"speaker":"Annemie Tonken","startTime":1105.05,"endTime":1108.53,"body":"Right? And where"},{"speaker":"Annemie Tonken","startTime":1105.05,"endTime":1108.53,"body":"she went to I mean, those are,"},{"speaker":"Annemie Tonken","startTime":1108.56,"endTime":1113.39,"body":"it's those stories and those"},{"speaker":"Annemie Tonken","startTime":1108.56,"endTime":1113.39,"body":"points of connection with people"},{"speaker":"Annemie Tonken","startTime":1114.29,"endTime":1118.07,"body":"are often the difference between"},{"speaker":"Annemie Tonken","startTime":1114.29,"endTime":1118.07,"body":"somebody choosing to work with"},{"speaker":"Annemie Tonken","startTime":1118.1,"endTime":1122.24,"body":"you, or I mean, especially in a"},{"speaker":"Annemie Tonken","startTime":1118.1,"endTime":1122.24,"body":"market, we all call our own"},{"speaker":"Annemie Tonken","startTime":1122.24,"endTime":1126.5,"body":"market saturated, but"},{"speaker":"Annemie Tonken","startTime":1122.24,"endTime":1126.5,"body":"photography is exaggerated. So"},{"speaker":"Annemie Tonken","startTime":1126.53,"endTime":1129.47,"body":"you know, I mean that it really"},{"speaker":"Annemie Tonken","startTime":1126.53,"endTime":1129.47,"body":"is those kinds of points of"},{"speaker":"Annemie Tonken","startTime":1129.47,"endTime":1133.34,"body":"connection are often more"},{"speaker":"Annemie Tonken","startTime":1129.47,"endTime":1133.34,"body":"compelling to our potential"},{"speaker":"Annemie Tonken","startTime":1133.34,"endTime":1137.39,"body":"clients. Then the photos that we"},{"speaker":"Annemie Tonken","startTime":1133.34,"endTime":1137.39,"body":"take as much as we would love to"},{"speaker":"Annemie Tonken","startTime":1137.39,"endTime":1140.15,"body":"think like, oh, no, it's the"},{"speaker":"Annemie Tonken","startTime":1137.39,"endTime":1140.15,"body":"quality of the work that I do."},{"speaker":"Annemie Tonken","startTime":1140.18,"endTime":1142.13,"body":"You know, you're talking about"},{"speaker":"Annemie Tonken","startTime":1140.18,"endTime":1142.13,"body":"somebody, you're gonna be"},{"speaker":"Annemie Tonken","startTime":1142.13,"endTime":1145.16,"body":"spending six months with them."},{"speaker":"Annemie Tonken","startTime":1142.13,"endTime":1145.16,"body":"Most of our listeners today"},{"speaker":"Annemie Tonken","startTime":1145.19,"endTime":1147.62,"body":"don't spend six months with"},{"speaker":"Annemie Tonken","startTime":1145.19,"endTime":1147.62,"body":"their clients, but maybe they"},{"speaker":"Annemie Tonken","startTime":1147.62,"endTime":1150.53,"body":"spend their entire wedding day"},{"speaker":"Annemie Tonken","startTime":1147.62,"endTime":1150.53,"body":"with them. Or maybe they are in"},{"speaker":"Annemie Tonken","startTime":1150.53,"endTime":1153.56,"body":"the room with them while they're"},{"speaker":"Annemie Tonken","startTime":1150.53,"endTime":1153.56,"body":"like dressed in Lacey"},{"speaker":"Annemie Tonken","startTime":1153.56,"endTime":1155.84,"body":"underthings and taking pictures"},{"speaker":"Annemie Tonken","startTime":1153.56,"endTime":1155.84,"body":"of them. I mean, that's, you"},{"speaker":"Annemie Tonken","startTime":1155.84,"endTime":1158.54,"body":"know, we talk a lot about the"},{"speaker":"Annemie Tonken","startTime":1155.84,"endTime":1158.54,"body":"fact that those are vulnerable"},{"speaker":"Annemie Tonken","startTime":1159.08,"endTime":1162.35,"body":"positions that you are it's not"},{"speaker":"Annemie Tonken","startTime":1159.08,"endTime":1162.35,"body":"only vulnerable from like a"},{"speaker":"Annemie Tonken","startTime":1162.35,"endTime":1165.71,"body":"personal perspective, but it's a"},{"speaker":"Annemie Tonken","startTime":1162.35,"endTime":1165.71,"body":"lot of money and so somewhat the"},{"speaker":"Annemie Tonken","startTime":1165.71,"endTime":1170.84,"body":"trust factor is just as high you"},{"speaker":"Annemie Tonken","startTime":1165.71,"endTime":1170.84,"body":"know, it is just as important"},{"speaker":"Annemie Tonken","startTime":1170.84,"endTime":1174.77,"body":"for for us to gain trust as it"},{"speaker":"Annemie Tonken","startTime":1170.84,"endTime":1174.77,"body":"is to communicate the fact that"},{"speaker":"Annemie Tonken","startTime":1174.77,"endTime":1178.31,"body":"we know what we're doing with"},{"speaker":"Annemie Tonken","startTime":1174.77,"endTime":1178.31,"body":"camera, the piece of this well,"},{"speaker":"Annemie Tonken","startTime":1178.34,"endTime":1181.22,"body":"there's so many pieces of this"},{"speaker":"Annemie Tonken","startTime":1178.34,"endTime":1181.22,"body":"that I feel like are important"},{"speaker":"Annemie Tonken","startTime":1181.22,"endTime":1185.39,"body":"and valuable. I do want to take"},{"speaker":"Annemie Tonken","startTime":1181.22,"endTime":1185.39,"body":"this to the fact that"},{"speaker":"Annemie Tonken","startTime":1185.42,"endTime":1188.63,"body":"photographers in general"},{"speaker":"Annemie Tonken","startTime":1185.42,"endTime":1188.63,"body":"consider themselves most of us"},{"speaker":"Annemie Tonken","startTime":1188.63,"endTime":1191.63,"body":"consider ourselves to be"},{"speaker":"Annemie Tonken","startTime":1188.63,"endTime":1191.63,"body":"storytellers. And we talk about"},{"speaker":"Annemie Tonken","startTime":1191.63,"endTime":1196.37,"body":"that on our websites and and but"},{"speaker":"Annemie Tonken","startTime":1191.63,"endTime":1196.37,"body":"I think that sometimes the"},{"speaker":"Annemie Tonken","startTime":1196.37,"endTime":1201.08,"body":"disconnect happens where we say"},{"speaker":"Annemie Tonken","startTime":1196.37,"endTime":1201.08,"body":"we're storytellers and Do we see"},{"speaker":"Annemie Tonken","startTime":1201.08,"endTime":1204.5,"body":"the stories that we have told"},{"speaker":"Annemie Tonken","startTime":1201.08,"endTime":1204.5,"body":"for our clients? And maybe our"},{"speaker":"Annemie Tonken","startTime":1204.5,"endTime":1207.23,"body":"clients see those stories?"},{"speaker":"Annemie Tonken","startTime":1204.5,"endTime":1207.23,"body":"Because it's their story, so"},{"speaker":"Annemie Tonken","startTime":1207.23,"endTime":1213.17,"body":"they know it. But how do we"},{"speaker":"Annemie Tonken","startTime":1207.23,"endTime":1213.17,"body":"bridge the gap by showing future"},{"speaker":"Annemie Tonken","startTime":1213.17,"endTime":1217.79,"body":"clients? By telling the story in"},{"speaker":"Annemie Tonken","startTime":1213.17,"endTime":1217.79,"body":"such a way that future clients"},{"speaker":"Annemie Tonken","startTime":1217.79,"endTime":1219.53,"body":"can see that for themselves?"},{"speaker":"Annemie Tonken","startTime":1217.79,"endTime":1219.53,"body":"You're talking about"},{"speaker":"Annemie Tonken","startTime":1219.53,"endTime":1222.74,"body":"roadmapping, whether you call it"},{"speaker":"Annemie Tonken","startTime":1219.53,"endTime":1222.74,"body":"roadmapping, or vision casting,"},{"speaker":"Annemie Tonken","startTime":1222.74,"endTime":1227.3,"body":"or you know, whatever, whatever"},{"speaker":"Annemie Tonken","startTime":1222.74,"endTime":1227.3,"body":"term you want to use, how do we"},{"speaker":"Annemie Tonken","startTime":1227.33,"endTime":1233.15,"body":"how do we use story in that way,"},{"speaker":"Annemie Tonken","startTime":1227.33,"endTime":1233.15,"body":"and sort of tap into our native"},{"speaker":"Annemie Tonken","startTime":1233.15,"endTime":1237.77,"body":"or natural abilities as"},{"speaker":"Annemie Tonken","startTime":1233.15,"endTime":1237.77,"body":"storytellers to to like, get the"},{"speaker":"Annemie Tonken","startTime":1237.77,"endTime":1238.31,"body":"sale?"},{"speaker":"Jude Charles","startTime":1238.73,"endTime":1242.24,"body":"Yeah. So I want to"},{"speaker":"Jude Charles","startTime":1238.73,"endTime":1242.24,"body":"backtrack to what a story is."},{"speaker":"Jude Charles","startTime":1242.27,"endTime":1246.71,"body":"And that's very important to the"},{"speaker":"Jude Charles","startTime":1242.27,"endTime":1246.71,"body":"context of, because I'm gonna"},{"speaker":"Jude Charles","startTime":1246.71,"endTime":1251.42,"body":"make this extremely practical in"},{"speaker":"Jude Charles","startTime":1246.71,"endTime":1251.42,"body":"like 60 seconds, but a story is"},{"speaker":"Jude Charles","startTime":1251.45,"endTime":1254.99,"body":"a retelling of a very specific"},{"speaker":"Jude Charles","startTime":1251.45,"endTime":1254.99,"body":"moment in time. That's it."},{"speaker":"Jude Charles","startTime":1255.02,"endTime":1257.24,"body":"That's what a story is. It's"},{"speaker":"Jude Charles","startTime":1255.02,"endTime":1257.24,"body":"just you tell me about a very"},{"speaker":"Jude Charles","startTime":1257.24,"endTime":1260.9,"body":"specific moment in time. Now,"},{"speaker":"Jude Charles","startTime":1257.24,"endTime":1260.9,"body":"the second piece of that is,"},{"speaker":"Jude Charles","startTime":1261.05,"endTime":1263.36,"body":"what did you learn in that"},{"speaker":"Jude Charles","startTime":1261.05,"endTime":1263.36,"body":"moment in time? What is the"},{"speaker":"Jude Charles","startTime":1263.36,"endTime":1267.86,"body":"lesson that came out of it?"},{"speaker":"Jude Charles","startTime":1263.36,"endTime":1267.86,"body":"Let's make this practical. In"},{"speaker":"Jude Charles","startTime":1267.86,"endTime":1271.82,"body":"2014, I went to a leadership"},{"speaker":"Jude Charles","startTime":1267.86,"endTime":1271.82,"body":"conference in Spokane,"},{"speaker":"Jude Charles","startTime":1271.82,"endTime":1275.48,"body":"Washington. And leadership was"},{"speaker":"Jude Charles","startTime":1271.82,"endTime":1275.48,"body":"always important to me. I always"},{"speaker":"Jude Charles","startTime":1275.48,"endTime":1279.14,"body":"knew like for some reason, there"},{"speaker":"Jude Charles","startTime":1275.48,"endTime":1279.14,"body":"was this this thing like that"},{"speaker":"Jude Charles","startTime":1279.14,"endTime":1282.89,"body":"just mattered to me about being"},{"speaker":"Jude Charles","startTime":1279.14,"endTime":1282.89,"body":"able to lead being able to not"},{"speaker":"Jude Charles","startTime":1282.89,"endTime":1285.98,"body":"necessarily be in front of the"},{"speaker":"Jude Charles","startTime":1282.89,"endTime":1285.98,"body":"room leading but just guiding"},{"speaker":"Jude Charles","startTime":1286.1,"endTime":1290.21,"body":"people along the journey. And I"},{"speaker":"Jude Charles","startTime":1286.1,"endTime":1290.21,"body":"went to this leadership"},{"speaker":"Jude Charles","startTime":1290.21,"endTime":1293.81,"body":"conference, and that was in"},{"speaker":"Jude Charles","startTime":1290.21,"endTime":1293.81,"body":"Spokane, Washington. I live in"},{"speaker":"Jude Charles","startTime":1293.84,"endTime":1297.53,"body":"Pompano Beach, Florida. And so"},{"speaker":"Jude Charles","startTime":1293.84,"endTime":1297.53,"body":"it was a three day conference."},{"speaker":"Jude Charles","startTime":1297.53,"endTime":1299.54,"body":"I'm like, Okay, I know I'm gonna"},{"speaker":"Jude Charles","startTime":1297.53,"endTime":1299.54,"body":"need to digest this. I had been"},{"speaker":"Jude Charles","startTime":1299.54,"endTime":1303.92,"body":"to conferences before. And I was"},{"speaker":"Jude Charles","startTime":1299.54,"endTime":1303.92,"body":"like, You know what? Washington"},{"speaker":"Jude Charles","startTime":1303.92,"endTime":1307.34,"body":"is the furthest north west point"},{"speaker":"Jude Charles","startTime":1303.92,"endTime":1307.34,"body":"of America. I live in the"},{"speaker":"Jude Charles","startTime":1307.34,"endTime":1311.81,"body":"furthest south east point of"},{"speaker":"Jude Charles","startTime":1307.34,"endTime":1311.81,"body":"America was like, what if I took"},{"speaker":"Jude Charles","startTime":1311.81,"endTime":1315.92,"body":"a Greyhound bus back home? It's"},{"speaker":"Jude Charles","startTime":1311.81,"endTime":1315.92,"body":"a three day trip. Yeah. Going"},{"speaker":"Jude Charles","startTime":1315.92,"endTime":1320.6,"body":"from northeast to southwest from"},{"speaker":"Jude Charles","startTime":1315.92,"endTime":1320.6,"body":"point to point. Well, it was not"},{"speaker":"Jude Charles","startTime":1320.6,"endTime":1324.89,"body":"the greatest idea I've ever had."},{"speaker":"Jude Charles","startTime":1320.6,"endTime":1324.89,"body":"I was miserable the entire time."},{"speaker":"Jude Charles","startTime":1325.67,"endTime":1329.15,"body":"Three day trip. And it wasn't"},{"speaker":"Jude Charles","startTime":1325.67,"endTime":1329.15,"body":"until I got to Chicago,"},{"speaker":"Jude Charles","startTime":1329.15,"endTime":1332.87,"body":"Illinois, that I had turned on"},{"speaker":"Jude Charles","startTime":1329.15,"endTime":1332.87,"body":"my phone. So I had my phone off"},{"speaker":"Jude Charles","startTime":1332.9,"endTime":1335.21,"body":"the entire time because trying"},{"speaker":"Jude Charles","startTime":1332.9,"endTime":1335.21,"body":"to digest it. But yeah, the"},{"speaker":"Jude Charles","startTime":1335.21,"endTime":1337.52,"body":"second day, I was annoyed and I"},{"speaker":"Jude Charles","startTime":1335.21,"endTime":1337.52,"body":"was just like, alright, this is"},{"speaker":"Jude Charles","startTime":1337.52,"endTime":1341.9,"body":"not going the way I planned for."},{"speaker":"Jude Charles","startTime":1337.52,"endTime":1341.9,"body":"And I turned back on my phone"},{"speaker":"Jude Charles","startTime":1341.9,"endTime":1344.45,"body":"and I there's text messages"},{"speaker":"Jude Charles","startTime":1341.9,"endTime":1344.45,"body":"coming through, but there's one"},{"speaker":"Jude Charles","startTime":1344.45,"endTime":1348.11,"body":"that stands out, and it's from"},{"speaker":"Jude Charles","startTime":1344.45,"endTime":1348.11,"body":"my sister. And my sister says"},{"speaker":"Jude Charles","startTime":1348.11,"endTime":1354.62,"body":"Call me back. It's urgent. Now,"},{"speaker":"Jude Charles","startTime":1348.11,"endTime":1354.62,"body":"this is 2014. My mother had been"},{"speaker":"Jude Charles","startTime":1354.62,"endTime":1358.94,"body":"diagnosed with depression and"},{"speaker":"Jude Charles","startTime":1354.62,"endTime":1358.94,"body":"had attempted suicide. My father"},{"speaker":"Jude Charles","startTime":1358.94,"endTime":1362.93,"body":"three months before that had"},{"speaker":"Jude Charles","startTime":1358.94,"endTime":1362.93,"body":"been diagnosed with prostate"},{"speaker":"Jude Charles","startTime":1362.93,"endTime":1366.47,"body":"cancer. So I knew it was either"},{"speaker":"Jude Charles","startTime":1362.93,"endTime":1366.47,"body":"mom or dad when I saw that that"},{"speaker":"Jude Charles","startTime":1366.47,"endTime":1370.04,"body":"text message and I begin to"},{"speaker":"Jude Charles","startTime":1366.47,"endTime":1370.04,"body":"brace myself. I call my sister"},{"speaker":"Jude Charles","startTime":1370.55,"endTime":1372.89,"body":"and unfortunately ends up being"},{"speaker":"Jude Charles","startTime":1370.55,"endTime":1372.89,"body":"dad. They say they found him"},{"speaker":"Jude Charles","startTime":1372.89,"endTime":1377.09,"body":"unresponsive in the home. Now,"},{"speaker":"Jude Charles","startTime":1372.89,"endTime":1377.09,"body":"I'm on the road. So I know what"},{"speaker":"Jude Charles","startTime":1377.09,"endTime":1380.15,"body":"that means. And it means that he"},{"speaker":"Jude Charles","startTime":1377.09,"endTime":1380.15,"body":"has passed away they don't want"},{"speaker":"Jude Charles","startTime":1380.15,"endTime":1383.51,"body":"to tell me but I take the first"},{"speaker":"Jude Charles","startTime":1380.15,"endTime":1383.51,"body":"flight back home from Chicago."},{"speaker":"Jude Charles","startTime":1384.38,"endTime":1388.34,"body":"And my brother comes to pick me"},{"speaker":"Jude Charles","startTime":1384.38,"endTime":1388.34,"body":"up. He comes with his daughter,"},{"speaker":"Jude Charles","startTime":1388.37,"endTime":1392.09,"body":"my niece Ayana. I hug my"},{"speaker":"Jude Charles","startTime":1388.37,"endTime":1392.09,"body":"brother, I don't say a word. I"},{"speaker":"Jude Charles","startTime":1392.09,"endTime":1395.6,"body":"hug my niece and I don't say a"},{"speaker":"Jude Charles","startTime":1392.09,"endTime":1395.6,"body":"word. But I sit in the backseat"},{"speaker":"Jude Charles","startTime":1395.6,"endTime":1399.62,"body":"with my niece and I'm staring"},{"speaker":"Jude Charles","startTime":1395.6,"endTime":1399.62,"body":"out the window. I'm 25 years old"},{"speaker":"Jude Charles","startTime":1399.62,"endTime":1404.06,"body":"at this point, youngest of 10"},{"speaker":"Jude Charles","startTime":1399.62,"endTime":1404.06,"body":"children did not imagine I would"},{"speaker":"Jude Charles","startTime":1404.06,"endTime":1406.55,"body":"lose my father at such an early"},{"speaker":"Jude Charles","startTime":1404.06,"endTime":1406.55,"body":"age. He had never seen me get"},{"speaker":"Jude Charles","startTime":1406.55,"endTime":1410.96,"body":"married or have children. And as"},{"speaker":"Jude Charles","startTime":1406.55,"endTime":1410.96,"body":"I'm sitting there looking out"},{"speaker":"Jude Charles","startTime":1410.96,"endTime":1416.51,"body":"the window Ayana, who's nine"},{"speaker":"Jude Charles","startTime":1410.96,"endTime":1416.51,"body":"years old, she says Uncle, why"},{"speaker":"Jude Charles","startTime":1416.51,"endTime":1421.64,"body":"did grandpa have to die? And I"},{"speaker":"Jude Charles","startTime":1416.51,"endTime":1421.64,"body":"just stared at her because I"},{"speaker":"Jude Charles","startTime":1421.64,"endTime":1424.97,"body":"don't know how to respond to a"},{"speaker":"Jude Charles","startTime":1421.64,"endTime":1424.97,"body":"nine year old asking me about"},{"speaker":"Jude Charles","startTime":1424.97,"endTime":1427.13,"body":"death. This is the first time"},{"speaker":"Jude Charles","startTime":1424.97,"endTime":1427.13,"body":"she's ever had to deal with"},{"speaker":"Jude Charles","startTime":1427.13,"endTime":1431.69,"body":"death in her immediate family."},{"speaker":"Jude Charles","startTime":1427.13,"endTime":1431.69,"body":"She said it again. Why did"},{"speaker":"Jude Charles","startTime":1431.69,"endTime":1438.23,"body":"grandpa have to die? Well, a"},{"speaker":"Jude Charles","startTime":1431.69,"endTime":1438.23,"body":"week later I got a response. And"},{"speaker":"Jude Charles","startTime":1438.23,"endTime":1442.61,"body":"the answer to that because on"},{"speaker":"Jude Charles","startTime":1438.23,"endTime":1442.61,"body":"August 9 2014, when we went to"},{"speaker":"Jude Charles","startTime":1442.61,"endTime":1445.94,"body":"go lay my father to rest I do"},{"speaker":"Jude Charles","startTime":1442.61,"endTime":1445.94,"body":"Charles Lee, youngest of 10"},{"speaker":"Jude Charles","startTime":1445.94,"endTime":1451.97,"body":"children, was asked to give his"},{"speaker":"Jude Charles","startTime":1445.94,"endTime":1451.97,"body":"eulogy. And a part of that was"},{"speaker":"Jude Charles","startTime":1451.97,"endTime":1454.46,"body":"leading my family through this"},{"speaker":"Jude Charles","startTime":1451.97,"endTime":1454.46,"body":"difficult moment. And I"},{"speaker":"Jude Charles","startTime":1454.46,"endTime":1457.31,"body":"understood that leadership"},{"speaker":"Jude Charles","startTime":1454.46,"endTime":1457.31,"body":"wasn't just important to me, it"},{"speaker":"Jude Charles","startTime":1457.31,"endTime":1462.65,"body":"was leading in moments that are"},{"speaker":"Jude Charles","startTime":1457.31,"endTime":1462.65,"body":"difficult, that are vulnerable,"},{"speaker":"Jude Charles","startTime":1463.91,"endTime":1470.51,"body":"that are uncomfortable that I"},{"speaker":"Jude Charles","startTime":1463.91,"endTime":1470.51,"body":"had a gift and an ability to do."},{"speaker":"Jude Charles","startTime":1472.25,"endTime":1474.8,"body":"That story that I just told"},{"speaker":"Jude Charles","startTime":1472.25,"endTime":1474.8,"body":"about losing my father is a"},{"speaker":"Jude Charles","startTime":1474.8,"endTime":1477.38,"body":"story that I tell in my meeting"},{"speaker":"Jude Charles","startTime":1474.8,"endTime":1477.38,"body":"with clients. It is the very"},{"speaker":"Jude Charles","startTime":1477.38,"endTime":1481.61,"body":"first story we open up with and"},{"speaker":"Jude Charles","startTime":1477.38,"endTime":1481.61,"body":"roadmapping because the way that"},{"speaker":"Jude Charles","startTime":1481.61,"endTime":1485.81,"body":"I am that story is that I'm not"},{"speaker":"Jude Charles","startTime":1481.61,"endTime":1485.81,"body":"here to tell you how to create a"},{"speaker":"Jude Charles","startTime":1485.81,"endTime":1487.97,"body":"video or even tell you how to"},{"speaker":"Jude Charles","startTime":1485.81,"endTime":1487.97,"body":"tell your story. I'm just here"},{"speaker":"Jude Charles","startTime":1487.97,"endTime":1491.54,"body":"to lead you through this"},{"speaker":"Jude Charles","startTime":1487.97,"endTime":1491.54,"body":"process. We are going to be"},{"speaker":"Jude Charles","startTime":1491.54,"endTime":1494.27,"body":"together for the next if you"},{"speaker":"Jude Charles","startTime":1491.54,"endTime":1494.27,"body":"decide to work with me because"},{"speaker":"Jude Charles","startTime":1494.27,"endTime":1496.55,"body":"that road mapping they don't"},{"speaker":"Jude Charles","startTime":1494.27,"endTime":1496.55,"body":"decide that they actually want"},{"speaker":"Jude Charles","startTime":1496.55,"endTime":1498.95,"body":"to do the project right but if"},{"speaker":"Jude Charles","startTime":1496.55,"endTime":1498.95,"body":"you decide to work with me in"},{"speaker":"Jude Charles","startTime":1498.95,"endTime":1501.11,"body":"this project, we're going To be"},{"speaker":"Jude Charles","startTime":1498.95,"endTime":1501.11,"body":"working together for four to six"},{"speaker":"Jude Charles","startTime":1501.11,"endTime":1503.06,"body":"months, it is going to be"},{"speaker":"Jude Charles","startTime":1501.11,"endTime":1503.06,"body":"uncomfortable, I'm going to ask"},{"speaker":"Jude Charles","startTime":1503.06,"endTime":1506.99,"body":"you things that is going to"},{"speaker":"Jude Charles","startTime":1503.06,"endTime":1506.99,"body":"cause you to get vulnerable. But"},{"speaker":"Jude Charles","startTime":1506.99,"endTime":1510.23,"body":"I will lead you through this"},{"speaker":"Jude Charles","startTime":1506.99,"endTime":1510.23,"body":"process. Right? So that's a very"},{"speaker":"Jude Charles","startTime":1510.23,"endTime":1512.81,"body":"practical way of a story. Now"},{"speaker":"Jude Charles","startTime":1510.23,"endTime":1512.81,"body":"you don't have to tell such a"},{"speaker":"Jude Charles","startTime":1512.81,"endTime":1516.14,"body":"dramatic story. Sure. That just"},{"speaker":"Jude Charles","startTime":1512.81,"endTime":1516.14,"body":"happens to be my personality."},{"speaker":"Jude Charles","startTime":1516.14,"endTime":1518.84,"body":"And one of my core values that"},{"speaker":"Jude Charles","startTime":1516.14,"endTime":1518.84,"body":"it's one of my core values is"},{"speaker":"Jude Charles","startTime":1518.84,"endTime":1523.49,"body":"depth versus width. And, and"},{"speaker":"Jude Charles","startTime":1518.84,"endTime":1523.49,"body":"because I know I want my clients"},{"speaker":"Jude Charles","startTime":1523.49,"endTime":1527.36,"body":"to be vulnerable, I open up and"},{"speaker":"Jude Charles","startTime":1523.49,"endTime":1527.36,"body":"be vulnerable by telling my own"},{"speaker":"Jude Charles","startTime":1527.36,"endTime":1530.3,"body":"story. Right, right. And so"},{"speaker":"Jude Charles","startTime":1527.36,"endTime":1530.3,"body":"that's a very practical way."},{"speaker":"Jude Charles","startTime":1530.3,"endTime":1533.72,"body":"What are the stories? What are"},{"speaker":"Jude Charles","startTime":1530.3,"endTime":1533.72,"body":"the experiences, the moments"},{"speaker":"Jude Charles","startTime":1533.72,"endTime":1537.83,"body":"that you've had in your life"},{"speaker":"Jude Charles","startTime":1533.72,"endTime":1537.83,"body":"that relate to your business,"},{"speaker":"Jude Charles","startTime":1537.86,"endTime":1540.41,"body":"and how they're going to relate"},{"speaker":"Jude Charles","startTime":1537.86,"endTime":1540.41,"body":"to your business is the lesson"},{"speaker":"Jude Charles","startTime":1540.41,"endTime":1543.74,"body":"that you learned in that moment?"},{"speaker":"Jude Charles","startTime":1540.41,"endTime":1543.74,"body":"Right. So that's one of the"},{"speaker":"Jude Charles","startTime":1543.74,"endTime":1548.3,"body":"stories is another story I tell"},{"speaker":"Jude Charles","startTime":1543.74,"endTime":1548.3,"body":"about almost drowning, as well,"},{"speaker":"Jude Charles","startTime":1548.33,"endTime":1553.58,"body":"that I use as what I call the so"},{"speaker":"Jude Charles","startTime":1548.33,"endTime":1553.58,"body":"this happened September was"},{"speaker":"Jude Charles","startTime":1553.58,"endTime":1556.79,"body":"2021. I believe it might have"},{"speaker":"Jude Charles","startTime":1553.58,"endTime":1556.79,"body":"been last year actually 2022."},{"speaker":"Jude Charles","startTime":1557.33,"endTime":1564.59,"body":"And it's a story that I use as"},{"speaker":"Jude Charles","startTime":1557.33,"endTime":1564.59,"body":"my closer story to say that,"},{"speaker":"Jude Charles","startTime":1565.04,"endTime":1567.02,"body":"I'll say the lesson we could"},{"speaker":"Jude Charles","startTime":1565.04,"endTime":1567.02,"body":"talk about if we want to tell"},{"speaker":"Jude Charles","startTime":1567.02,"endTime":1569.45,"body":"the story in a second. But I'll"},{"speaker":"Jude Charles","startTime":1567.02,"endTime":1569.45,"body":"say the lesson the lesson is,"},{"speaker":"Jude Charles","startTime":1570.98,"endTime":1573.08,"body":"this is going to feel"},{"speaker":"Jude Charles","startTime":1570.98,"endTime":1573.08,"body":"uncomfortable is going to be"},{"speaker":"Jude Charles","startTime":1573.08,"endTime":1579.77,"body":"scary, but don't be afraid to"},{"speaker":"Jude Charles","startTime":1573.08,"endTime":1579.77,"body":"jump in. Right. And so again,"},{"speaker":"Jude Charles","startTime":1579.77,"endTime":1584.27,"body":"the story, the moment in time is"},{"speaker":"Jude Charles","startTime":1579.77,"endTime":1584.27,"body":"important, which is the moment"},{"speaker":"Jude Charles","startTime":1584.27,"endTime":1587.39,"body":"in time with the first story of"},{"speaker":"Jude Charles","startTime":1584.27,"endTime":1587.39,"body":"I call it my Spokane story, but"},{"speaker":"Jude Charles","startTime":1588.14,"endTime":1592.07,"body":"losing my father and, and having"},{"speaker":"Jude Charles","startTime":1588.14,"endTime":1592.07,"body":"tell the eulogy, and what I"},{"speaker":"Jude Charles","startTime":1592.07,"endTime":1595.64,"body":"learned in that moment. So"},{"speaker":"Jude Charles","startTime":1592.07,"endTime":1595.64,"body":"that's the story. And then what"},{"speaker":"Jude Charles","startTime":1595.64,"endTime":1599.03,"body":"I learned about how I continue"},{"speaker":"Jude Charles","startTime":1595.64,"endTime":1599.03,"body":"to lead how I continue to work"},{"speaker":"Jude Charles","startTime":1599.03,"endTime":1602.06,"body":"with my clients, what makes me"},{"speaker":"Jude Charles","startTime":1599.03,"endTime":1602.06,"body":"different, what makes me unique,"},{"speaker":"Jude Charles","startTime":1603.08,"endTime":1605.93,"body":"though, that's one piece of his"},{"speaker":"Jude Charles","startTime":1603.08,"endTime":1605.93,"body":"story, and then the lesson and"},{"speaker":"Jude Charles","startTime":1605.93,"endTime":1608.66,"body":"when you have those two pieces,"},{"speaker":"Jude Charles","startTime":1605.93,"endTime":1608.66,"body":"and you think about that, what"},{"speaker":"Jude Charles","startTime":1608.66,"endTime":1611.18,"body":"are the lessons, what are the"},{"speaker":"Jude Charles","startTime":1608.66,"endTime":1611.18,"body":"things I want to leave with my"},{"speaker":"Jude Charles","startTime":1611.18,"endTime":1615.47,"body":"clients so that they do decide"},{"speaker":"Jude Charles","startTime":1611.18,"endTime":1615.47,"body":"to work with me, that's what"},{"speaker":"Jude Charles","startTime":1615.47,"endTime":1616.67,"body":"helps you take it to the next"},{"speaker":"Jude Charles","startTime":1615.47,"endTime":1616.67,"body":"level."},{"speaker":"Annemie Tonken","startTime":1616.909,"endTime":1619.069,"body":"Okay, first of"},{"speaker":"Annemie Tonken","startTime":1616.909,"endTime":1619.069,"body":"all, I'm just going to, like"},{"speaker":"Annemie Tonken","startTime":1619.099,"endTime":1622.159,"body":"speak for everyone listening and"},{"speaker":"Annemie Tonken","startTime":1619.099,"endTime":1622.159,"body":"say, I have been sitting here"},{"speaker":"Annemie Tonken","startTime":1622.159,"endTime":1625.939,"body":"like, dealing with my chills,"},{"speaker":"Annemie Tonken","startTime":1622.159,"endTime":1625.939,"body":"like waves of chills with these"},{"speaker":"Annemie Tonken","startTime":1625.939,"endTime":1631.039,"body":"stories. And it is the sort of"},{"speaker":"Annemie Tonken","startTime":1625.939,"endTime":1631.039,"body":"thing that creates that instant"},{"speaker":"Annemie Tonken","startTime":1631.039,"endTime":1634.099,"body":"connection that we were talking"},{"speaker":"Annemie Tonken","startTime":1631.039,"endTime":1634.099,"body":"about before, because whether or"},{"speaker":"Annemie Tonken","startTime":1634.099,"endTime":1638.029,"body":"not I mean, my father is"},{"speaker":"Annemie Tonken","startTime":1634.099,"endTime":1638.029,"body":"thankfully alive and well, that"},{"speaker":"Annemie Tonken","startTime":1638.059,"endTime":1641.239,"body":"I so I haven't had that"},{"speaker":"Annemie Tonken","startTime":1638.059,"endTime":1641.239,"body":"experience. But I have had"},{"speaker":"Annemie Tonken","startTime":1641.239,"endTime":1646.549,"body":"experiences like that sort of"},{"speaker":"Annemie Tonken","startTime":1641.239,"endTime":1646.549,"body":"transformative text messages or"},{"speaker":"Annemie Tonken","startTime":1646.549,"endTime":1649.759,"body":"phone calls, things that, you"},{"speaker":"Annemie Tonken","startTime":1646.549,"endTime":1649.759,"body":"know, catch you, if not"},{"speaker":"Annemie Tonken","startTime":1649.759,"endTime":1652.099,"body":"completely off guard, you know,"},{"speaker":"Annemie Tonken","startTime":1649.759,"endTime":1652.099,"body":"those kinds of things are always"},{"speaker":"Annemie Tonken","startTime":1652.099,"endTime":1658.069,"body":"surprised anyway. point being"},{"speaker":"Annemie Tonken","startTime":1652.099,"endTime":1658.069,"body":"that, that you tell that story,"},{"speaker":"Annemie Tonken","startTime":1658.099,"endTime":1662.749,"body":"not only can I sort of"},{"speaker":"Annemie Tonken","startTime":1658.099,"endTime":1662.749,"body":"immediately move from thinking"},{"speaker":"Annemie Tonken","startTime":1662.779,"endTime":1666.409,"body":"in my head about whatever, but"},{"speaker":"Annemie Tonken","startTime":1662.779,"endTime":1666.409,"body":"it's like, I feel it in my body."},{"speaker":"Annemie Tonken","startTime":1666.559,"endTime":1672.289,"body":"And I there is this level of"},{"speaker":"Annemie Tonken","startTime":1666.559,"endTime":1672.289,"body":"trust, there is this like, oh,"},{"speaker":"Annemie Tonken","startTime":1672.319,"endTime":1676.279,"body":"do Charles is a human being he"},{"speaker":"Annemie Tonken","startTime":1672.319,"endTime":1676.279,"body":"has had human experiences he has"},{"speaker":"Annemie Tonken","startTime":1676.399,"endTime":1680.449,"body":"suffered with them grown from"},{"speaker":"Annemie Tonken","startTime":1676.399,"endTime":1680.449,"body":"them learned about himself. And"},{"speaker":"Annemie Tonken","startTime":1680.509,"endTime":1683.449,"body":"that's what I'm in the case of,"},{"speaker":"Annemie Tonken","startTime":1680.509,"endTime":1683.449,"body":"you know, wanting to hire a"},{"speaker":"Annemie Tonken","startTime":1683.449,"endTime":1686.269,"body":"documentary photographer,"},{"speaker":"Annemie Tonken","startTime":1683.449,"endTime":1686.269,"body":"that's, that's what I need, I"},{"speaker":"Annemie Tonken","startTime":1686.269,"endTime":1689.509,"body":"need somebody else who kind of"},{"speaker":"Annemie Tonken","startTime":1686.269,"endTime":1689.509,"body":"gets that, and can help me tell"},{"speaker":"Annemie Tonken","startTime":1689.509,"endTime":1693.709,"body":"my story. And, and, you know,"},{"speaker":"Annemie Tonken","startTime":1689.509,"endTime":1693.709,"body":"the podcast that I have heard"},{"speaker":"Annemie Tonken","startTime":1693.709,"endTime":1697.969,"body":"you speak on, you were talking"},{"speaker":"Annemie Tonken","startTime":1693.709,"endTime":1697.969,"body":"more about like closing and"},{"speaker":"Annemie Tonken","startTime":1697.969,"endTime":1700.939,"body":"selling and whatever. And that's"},{"speaker":"Annemie Tonken","startTime":1697.969,"endTime":1700.939,"body":"important as photographers, but"},{"speaker":"Annemie Tonken","startTime":1700.969,"endTime":1706.729,"body":"it the fact that we both work in"},{"speaker":"Annemie Tonken","startTime":1700.969,"endTime":1706.729,"body":"Visual Media and, and that we"},{"speaker":"Annemie Tonken","startTime":1706.729,"endTime":1710.539,"body":"are trying to connect with"},{"speaker":"Annemie Tonken","startTime":1706.729,"endTime":1710.539,"body":"people who are you know, there"},{"speaker":"Annemie Tonken","startTime":1710.539,"endTime":1714.829,"body":"is that weird personal, I don't"},{"speaker":"Annemie Tonken","startTime":1710.539,"endTime":1714.829,"body":"wanna say weird, but it is like"},{"speaker":"Annemie Tonken","startTime":1714.829,"endTime":1716.719,"body":"a hyper personal kind of a"},{"speaker":"Annemie Tonken","startTime":1714.829,"endTime":1716.719,"body":"thing."},{"speaker":"Jude Charles","startTime":1717.53,"endTime":1720.14,"body":"But a weird, it"},{"speaker":"Jude Charles","startTime":1717.53,"endTime":1720.14,"body":"can be weird. Everything is"},{"speaker":"Jude Charles","startTime":1720.14,"endTime":1720.44,"body":"weird."},{"speaker":"Annemie Tonken","startTime":1721.79,"endTime":1725.3,"body":"The to, to"},{"speaker":"Annemie Tonken","startTime":1721.79,"endTime":1725.3,"body":"really lean into that. And one"},{"speaker":"Annemie Tonken","startTime":1725.3,"endTime":1729.83,"body":"of the things that I teach, or I"},{"speaker":"Annemie Tonken","startTime":1725.3,"endTime":1729.83,"body":"very strongly encourage my"},{"speaker":"Annemie Tonken","startTime":1729.83,"endTime":1733.94,"body":"students and my listeners to do,"},{"speaker":"Annemie Tonken","startTime":1729.83,"endTime":1733.94,"body":"especially if they struggle with"},{"speaker":"Annemie Tonken","startTime":1733.94,"endTime":1737.12,"body":"booking clients is to get on the"},{"speaker":"Annemie Tonken","startTime":1733.94,"endTime":1737.12,"body":"phone, a lot of us as"},{"speaker":"Annemie Tonken","startTime":1737.12,"endTime":1739.43,"body":"photographers, you know, it's"},{"speaker":"Annemie Tonken","startTime":1737.12,"endTime":1739.43,"body":"like you get an email inquiry,"},{"speaker":"Annemie Tonken","startTime":1739.43,"endTime":1742.19,"body":"and you send an email back"},{"speaker":"Annemie Tonken","startTime":1739.43,"endTime":1742.19,"body":"saying, Great, here's my pricing"},{"speaker":"Annemie Tonken","startTime":1742.19,"endTime":1745.49,"body":"and whatever. And I feel like"},{"speaker":"Annemie Tonken","startTime":1742.19,"endTime":1745.49,"body":"you know, of course, you can"},{"speaker":"Annemie Tonken","startTime":1745.49,"endTime":1748.7,"body":"write a little bit about your"},{"speaker":"Annemie Tonken","startTime":1745.49,"endTime":1748.7,"body":"story, or you can dive into"},{"speaker":"Annemie Tonken","startTime":1748.7,"endTime":1751.97,"body":"that, but hoping that someone"},{"speaker":"Annemie Tonken","startTime":1748.7,"endTime":1751.97,"body":"stops and takes the time to read"},{"speaker":"Annemie Tonken","startTime":1751.97,"endTime":1755.99,"body":"something is hope at best. And I"},{"speaker":"Annemie Tonken","startTime":1751.97,"endTime":1755.99,"body":"feel like getting on the phone,"},{"speaker":"Annemie Tonken","startTime":1756.02,"endTime":1759.62,"body":"having a video call or at the"},{"speaker":"Annemie Tonken","startTime":1756.02,"endTime":1759.62,"body":"very minimum recording a video"},{"speaker":"Annemie Tonken","startTime":1759.62,"endTime":1763.13,"body":"for someone that they're going"},{"speaker":"Annemie Tonken","startTime":1759.62,"endTime":1763.13,"body":"to watch so that you can share a"},{"speaker":"Annemie Tonken","startTime":1763.13,"endTime":1766.46,"body":"little bit more and go a little"},{"speaker":"Annemie Tonken","startTime":1763.13,"endTime":1766.46,"body":"bit deeper. Not a long story,"},{"speaker":"Annemie Tonken","startTime":1766.46,"endTime":1769.34,"body":"not something that has no point."},{"speaker":"Annemie Tonken","startTime":1766.46,"endTime":1769.34,"body":"This isn't just like"},{"speaker":"Annemie Tonken","startTime":1769.4,"endTime":1772.1,"body":"storytelling for the sake of"},{"speaker":"Annemie Tonken","startTime":1769.4,"endTime":1772.1,"body":"like sharing what you had for"},{"speaker":"Annemie Tonken","startTime":1772.1,"endTime":1775.64,"body":"breakfast, but really starting"},{"speaker":"Annemie Tonken","startTime":1772.1,"endTime":1775.64,"body":"with your core value. I like"},{"speaker":"Annemie Tonken","startTime":1775.64,"endTime":1779.63,"body":"that you said you know what"},{"speaker":"Annemie Tonken","startTime":1775.64,"endTime":1779.63,"body":"these deep and not wide is more"},{"speaker":"Annemie Tonken","startTime":1779.63,"endTime":1783.44,"body":"depth and not with as my core"},{"speaker":"Annemie Tonken","startTime":1779.63,"endTime":1783.44,"body":"value. You know, what is it that"},{"speaker":"Annemie Tonken","startTime":1783.44,"endTime":1788.3,"body":"you believe that you offer as a"},{"speaker":"Annemie Tonken","startTime":1783.44,"endTime":1788.3,"body":"photographer? And then how,"},{"speaker":"Annemie Tonken","startTime":1788.33,"endTime":1791.15,"body":"like, what is a story that"},{"speaker":"Annemie Tonken","startTime":1788.33,"endTime":1791.15,"body":"you've experienced in your life"},{"speaker":"Annemie Tonken","startTime":1791.15,"endTime":1795.65,"body":"because most of us got into this"},{"speaker":"Annemie Tonken","startTime":1791.15,"endTime":1795.65,"body":"in some way because, you know,"},{"speaker":"Annemie Tonken","startTime":1795.65,"endTime":1798.65,"body":"it's like we're good at the art"},{"speaker":"Annemie Tonken","startTime":1795.65,"endTime":1798.65,"body":"but also we've got our own stuff"},{"speaker":"Annemie Tonken","startTime":1798.65,"endTime":1801.62,"body":"that we're sharing or that we"},{"speaker":"Annemie Tonken","startTime":1798.65,"endTime":1801.62,"body":"I've documented that's been"},{"speaker":"Annemie Tonken","startTime":1801.62,"endTime":1805.34,"body":"meaningful to us. So how can you"},{"speaker":"Annemie Tonken","startTime":1801.62,"endTime":1805.34,"body":"lead with that in a way that"},{"speaker":"Annemie Tonken","startTime":1805.37,"endTime":1808.16,"body":"shows someone that you are the"},{"speaker":"Annemie Tonken","startTime":1805.37,"endTime":1808.16,"body":"person for them?"},{"speaker":"Jude Charles","startTime":1808.55,"endTime":1813.77,"body":"Yeah. And you"},{"speaker":"Jude Charles","startTime":1808.55,"endTime":1813.77,"body":"know, I I'm an introvert, I it"},{"speaker":"Jude Charles","startTime":1813.77,"endTime":1816.29,"body":"does not come easy for me to"},{"speaker":"Jude Charles","startTime":1813.77,"endTime":1816.29,"body":"tell my story for years the"},{"speaker":"Jude Charles","startTime":1816.29,"endTime":1818.6,"body":"story of Mrs. Donnelly, which I"},{"speaker":"Jude Charles","startTime":1816.29,"endTime":1818.6,"body":"told in the beginning, I didn't"},{"speaker":"Jude Charles","startTime":1818.6,"endTime":1821.99,"body":"share that story, partially"},{"speaker":"Jude Charles","startTime":1818.6,"endTime":1821.99,"body":"because I just thought, What's"},{"speaker":"Jude Charles","startTime":1821.99,"endTime":1824.84,"body":"the big deal, the teacher gave"},{"speaker":"Jude Charles","startTime":1821.99,"endTime":1824.84,"body":"me business cards. But the other"},{"speaker":"Jude Charles","startTime":1824.84,"endTime":1828.5,"body":"part too, is just I didn't want"},{"speaker":"Jude Charles","startTime":1824.84,"endTime":1828.5,"body":"to talk about myself. I just"},{"speaker":"Jude Charles","startTime":1828.5,"endTime":1831.35,"body":"wanted to create, that's it. I"},{"speaker":"Jude Charles","startTime":1828.5,"endTime":1831.35,"body":"wanted to create, I wanted to"},{"speaker":"Jude Charles","startTime":1831.35,"endTime":1834.56,"body":"hold a camera and be able to"},{"speaker":"Jude Charles","startTime":1831.35,"endTime":1834.56,"body":"create, and that's it and not"},{"speaker":"Jude Charles","startTime":1834.59,"endTime":1838.4,"body":"have my face shown or not to"},{"speaker":"Jude Charles","startTime":1834.59,"endTime":1838.4,"body":"even like you mentioned, it's"},{"speaker":"Jude Charles","startTime":1838.4,"endTime":1841.01,"body":"easier to send an email than for"},{"speaker":"Jude Charles","startTime":1838.4,"endTime":1841.01,"body":"me to record a video. Sure."},{"speaker":"Jude Charles","startTime":1841.37,"endTime":1844.13,"body":"Right. And so but what I"},{"speaker":"Jude Charles","startTime":1841.37,"endTime":1844.13,"body":"learned, especially when I"},{"speaker":"Jude Charles","startTime":1844.13,"endTime":1847.19,"body":"started telling Mrs. Donnelly"},{"speaker":"Jude Charles","startTime":1844.13,"endTime":1847.19,"body":"story, is that people would ask"},{"speaker":"Jude Charles","startTime":1847.19,"endTime":1851.15,"body":"more questions. And they would"},{"speaker":"Jude Charles","startTime":1847.19,"endTime":1851.15,"body":"become much more interested in"},{"speaker":"Jude Charles","startTime":1851.15,"endTime":1855.35,"body":"who I am and what I do, because"},{"speaker":"Jude Charles","startTime":1851.15,"endTime":1855.35,"body":"I tell that story. And so you"},{"speaker":"Jude Charles","startTime":1855.35,"endTime":1858.77,"body":"mentioned, so like, I sometimes"},{"speaker":"Jude Charles","startTime":1855.35,"endTime":1858.77,"body":"I do like a loom video, if I get"},{"speaker":"Jude Charles","startTime":1858.77,"endTime":1861.26,"body":"an inquiry or someone that I"},{"speaker":"Jude Charles","startTime":1858.77,"endTime":1861.26,"body":"have met before, I'll do a loom"},{"speaker":"Jude Charles","startTime":1861.26,"endTime":1864.38,"body":"video. And I will actually tell"},{"speaker":"Jude Charles","startTime":1861.26,"endTime":1864.38,"body":"that story. And that story lives"},{"speaker":"Jude Charles","startTime":1864.38,"endTime":1868.79,"body":"on my website, it. I've told it"},{"speaker":"Jude Charles","startTime":1864.38,"endTime":1868.79,"body":"on podcast before, but I always"},{"speaker":"Jude Charles","startTime":1868.79,"endTime":1871.43,"body":"assume you know what that person"},{"speaker":"Jude Charles","startTime":1868.79,"endTime":1871.43,"body":"may not have heard. This may"},{"speaker":"Jude Charles","startTime":1871.43,"endTime":1875.03,"body":"just be their first interaction"},{"speaker":"Jude Charles","startTime":1871.43,"endTime":1875.03,"body":"with me. And I'm going to tell"},{"speaker":"Jude Charles","startTime":1875.03,"endTime":1877.13,"body":"that story, I'm going to let"},{"speaker":"Jude Charles","startTime":1875.03,"endTime":1877.13,"body":"them know, this is who I am,"},{"speaker":"Jude Charles","startTime":1877.13,"endTime":1880.49,"body":"this is how I got started. It's"},{"speaker":"Jude Charles","startTime":1877.13,"endTime":1880.49,"body":"nothing fancy. It's nothing like"},{"speaker":"Jude Charles","startTime":1881.39,"endTime":1884.27,"body":"I knew I was passionate about"},{"speaker":"Jude Charles","startTime":1881.39,"endTime":1884.27,"body":"video or anything like that."},{"speaker":"Jude Charles","startTime":1884.63,"endTime":1887.21,"body":"It's just this is who I am."},{"speaker":"Jude Charles","startTime":1884.63,"endTime":1887.21,"body":"Teacher did a really cool thing"},{"speaker":"Jude Charles","startTime":1887.21,"endTime":1892.22,"body":"for me. And I continued it for"},{"speaker":"Jude Charles","startTime":1887.21,"endTime":1892.22,"body":"17 years. And I let them in. And"},{"speaker":"Jude Charles","startTime":1892.22,"endTime":1893.69,"body":"I think this is probably the"},{"speaker":"Jude Charles","startTime":1892.22,"endTime":1893.69,"body":"most important because I let"},{"speaker":"Jude Charles","startTime":1893.69,"endTime":1897.02,"body":"them into my world. Yeah, when I"},{"speaker":"Jude Charles","startTime":1893.69,"endTime":1897.02,"body":"let them into when I invite them"},{"speaker":"Jude Charles","startTime":1897.02,"endTime":1902.33,"body":"into my world, it creates a"},{"speaker":"Jude Charles","startTime":1897.02,"endTime":1902.33,"body":"connection that allows them to"},{"speaker":"Jude Charles","startTime":1902.33,"endTime":1904.46,"body":"nod their head and say, Yes,"},{"speaker":"Jude Charles","startTime":1902.33,"endTime":1904.46,"body":"this is the person I want to"},{"speaker":"Jude Charles","startTime":1904.46,"endTime":1909.08,"body":"work with Matt because they can"},{"speaker":"Jude Charles","startTime":1904.46,"endTime":1909.08,"body":"create, or do great photos, take"},{"speaker":"Jude Charles","startTime":1909.08,"endTime":1915.8,"body":"great photos, or even take great"},{"speaker":"Jude Charles","startTime":1909.08,"endTime":1915.8,"body":"film. It's because of the person"},{"speaker":"Jude Charles","startTime":1915.83,"endTime":1919.01,"body":"the human being. And when you"},{"speaker":"Jude Charles","startTime":1915.83,"endTime":1919.01,"body":"can create that kind of trust,"},{"speaker":"Jude Charles","startTime":1919.04,"endTime":1922.07,"body":"it changes how that interaction"},{"speaker":"Jude Charles","startTime":1919.04,"endTime":1922.07,"body":"goes further on."},{"speaker":"Annemie Tonken","startTime":1922.25,"endTime":1925.91,"body":"Yeah,"},{"speaker":"Annemie Tonken","startTime":1922.25,"endTime":1925.91,"body":"absolutely. Well, on that mic"},{"speaker":"Annemie Tonken","startTime":1925.91,"endTime":1932.36,"body":"drop no moment. I, I feel like I"},{"speaker":"Annemie Tonken","startTime":1925.91,"endTime":1932.36,"body":"am not alone in saying that I"},{"speaker":"Annemie Tonken","startTime":1932.36,"endTime":1936.68,"body":"could sit here and like listen"},{"speaker":"Annemie Tonken","startTime":1932.36,"endTime":1936.68,"body":"to stories or share swap stories"},{"speaker":"Annemie Tonken","startTime":1936.68,"endTime":1940.76,"body":"all day long. And the next thing"},{"speaker":"Annemie Tonken","startTime":1936.68,"endTime":1940.76,"body":"that I'm going to do when I get"},{"speaker":"Annemie Tonken","startTime":1940.79,"endTime":1944.06,"body":"off this call with you is"},{"speaker":"Annemie Tonken","startTime":1940.79,"endTime":1944.06,"body":"download the audio. But you"},{"speaker":"Annemie Tonken","startTime":1944.09,"endTime":1948.35,"body":"wrote a book about this process"},{"speaker":"Annemie Tonken","startTime":1944.09,"endTime":1948.35,"body":"and helping in particular"},{"speaker":"Annemie Tonken","startTime":1948.35,"endTime":1951.95,"body":"entrepreneurs share their"},{"speaker":"Annemie Tonken","startTime":1948.35,"endTime":1951.95,"body":"stories, right? Yes, tell us a"},{"speaker":"Annemie Tonken","startTime":1951.95,"endTime":1954.26,"body":"little bit about the book and"},{"speaker":"Annemie Tonken","startTime":1951.95,"endTime":1954.26,"body":"where everybody can find it."},{"speaker":"Jude Charles","startTime":1955.01,"endTime":1956.99,"body":"It is called"},{"speaker":"Jude Charles","startTime":1955.01,"endTime":1956.99,"body":"dramatic demonstration, how to"},{"speaker":"Jude Charles","startTime":1956.99,"endTime":1960.11,"body":"track premium clients, and scale"},{"speaker":"Jude Charles","startTime":1956.99,"endTime":1960.11,"body":"your business with visual"},{"speaker":"Jude Charles","startTime":1960.11,"endTime":1962.72,"body":"storytelling. But it is dramatic"},{"speaker":"Jude Charles","startTime":1960.11,"endTime":1962.72,"body":"demonstration. There are five"},{"speaker":"Jude Charles","startTime":1962.72,"endTime":1964.64,"body":"dramatic demonstrations that I"},{"speaker":"Jude Charles","startTime":1962.72,"endTime":1964.64,"body":"talked about in the book, I"},{"speaker":"Jude Charles","startTime":1964.64,"endTime":1968.09,"body":"break them down for you. It's"},{"speaker":"Jude Charles","startTime":1964.64,"endTime":1968.09,"body":"pretty much a roadmapping"},{"speaker":"Jude Charles","startTime":1968.09,"endTime":1972.11,"body":"session. But in written form,"},{"speaker":"Jude Charles","startTime":1968.09,"endTime":1972.11,"body":"that the same way I walked my"},{"speaker":"Jude Charles","startTime":1972.11,"endTime":1975.23,"body":"clients through roadmapping I"},{"speaker":"Jude Charles","startTime":1972.11,"endTime":1975.23,"body":"walk you through roadmapping in"},{"speaker":"Jude Charles","startTime":1975.23,"endTime":1980.33,"body":"the book, there are 33 questions"},{"speaker":"Jude Charles","startTime":1975.23,"endTime":1980.33,"body":"on page 67 that allow you gonna"},{"speaker":"Jude Charles","startTime":1980.33,"endTime":1983.18,"body":"go deep into your own business"},{"speaker":"Jude Charles","startTime":1980.33,"endTime":1983.18,"body":"and find these stories that"},{"speaker":"Jude Charles","startTime":1983.18,"endTime":1986.0,"body":"we're talking about. Like it's"},{"speaker":"Jude Charles","startTime":1983.18,"endTime":1986.0,"body":"not easy, I get it. If you're"},{"speaker":"Jude Charles","startTime":1986.0,"endTime":1988.67,"body":"not used to telling stories or"},{"speaker":"Jude Charles","startTime":1986.0,"endTime":1988.67,"body":"talking about yourself, you"},{"speaker":"Jude Charles","startTime":1988.67,"endTime":1991.04,"body":"don't know where to start. This"},{"speaker":"Jude Charles","startTime":1988.67,"endTime":1991.04,"body":"book helps you start and helps"},{"speaker":"Jude Charles","startTime":1991.04,"endTime":1993.95,"body":"you go on this journey of"},{"speaker":"Jude Charles","startTime":1991.04,"endTime":1993.95,"body":"transforming your business,"},{"speaker":"Jude Charles","startTime":1993.98,"endTime":1997.67,"body":"being able to tell stories,"},{"speaker":"Jude Charles","startTime":1993.98,"endTime":1997.67,"body":"creating your own story bank,"},{"speaker":"Jude Charles","startTime":1997.7,"endTime":2001.0,"body":"right, which is downloading the"},{"speaker":"Jude Charles","startTime":1997.7,"endTime":2001.0,"body":"stories that you have in your"},{"speaker":"Jude Charles","startTime":2001.0,"endTime":2004.18,"body":"life dramatic demonstration.com"},{"speaker":"Jude Charles","startTime":2001.0,"endTime":2004.18,"body":"That is where you can go to find"},{"speaker":"Jude Charles","startTime":2004.18,"endTime":2008.05,"body":"that into get the book, there's"},{"speaker":"Jude Charles","startTime":2004.18,"endTime":2008.05,"body":"an audio book, which I really"},{"speaker":"Jude Charles","startTime":2008.05,"endTime":2010.72,"body":"recommend because the audio book"},{"speaker":"Jude Charles","startTime":2008.05,"endTime":2010.72,"body":"is not just me reading it."},{"speaker":"Jude Charles","startTime":2010.75,"endTime":2014.26,"body":"before the book came out, I had"},{"speaker":"Jude Charles","startTime":2010.75,"endTime":2014.26,"body":"been featured on 50 podcasts."},{"speaker":"Jude Charles","startTime":2014.89,"endTime":2017.62,"body":"And I took segments of those"},{"speaker":"Jude Charles","startTime":2014.89,"endTime":2017.62,"body":"podcasts that probably"},{"speaker":"Jude Charles","startTime":2017.62,"endTime":2019.75,"body":"illustrate the ideas that I'm"},{"speaker":"Jude Charles","startTime":2017.62,"endTime":2019.75,"body":"talking about in the book a"},{"speaker":"Jude Charles","startTime":2019.75,"endTime":2022.84,"body":"little bit better than me just"},{"speaker":"Jude Charles","startTime":2019.75,"endTime":2022.84,"body":"reading from the book. That's"},{"speaker":"Jude Charles","startTime":2022.84,"endTime":2024.79,"body":"why I recommend the audiobook"},{"speaker":"Jude Charles","startTime":2022.84,"endTime":2024.79,"body":"because there are segments of"},{"speaker":"Jude Charles","startTime":2024.79,"endTime":2028.42,"body":"podcasts that help you go"},{"speaker":"Jude Charles","startTime":2024.79,"endTime":2028.42,"body":"deeper. And you can also see how"},{"speaker":"Jude Charles","startTime":2028.42,"endTime":2032.26,"body":"the host understands the idea"},{"speaker":"Jude Charles","startTime":2028.42,"endTime":2032.26,"body":"better as well. But dramatic"},{"speaker":"Jude Charles","startTime":2032.26,"endTime":2034.84,"body":"demonstration.com. If you're"},{"speaker":"Jude Charles","startTime":2032.26,"endTime":2034.84,"body":"looking to tell your story, you"},{"speaker":"Jude Charles","startTime":2034.84,"endTime":2039.67,"body":"want to charge more money, get"},{"speaker":"Jude Charles","startTime":2034.84,"endTime":2039.67,"body":"more clients quality clients at"},{"speaker":"Jude Charles","startTime":2039.67,"endTime":2042.7,"body":"a higher level, dramatic"},{"speaker":"Jude Charles","startTime":2039.67,"endTime":2042.7,"body":"demonstration, learn how to"},{"speaker":"Jude Charles","startTime":2042.7,"endTime":2044.44,"body":"create this dramatic"},{"speaker":"Jude Charles","startTime":2042.7,"endTime":2044.44,"body":"demonstration that makes it"},{"speaker":"Jude Charles","startTime":2044.44,"endTime":2048.34,"body":"easier to attract these clients"},{"speaker":"Jude Charles","startTime":2044.44,"endTime":2048.34,"body":"to you. And easier to close them"},{"speaker":"Jude Charles","startTime":2048.34,"endTime":2050.89,"body":"as well because they understand"},{"speaker":"Jude Charles","startTime":2048.34,"endTime":2050.89,"body":"who you are and not just what"},{"speaker":"Jude Charles","startTime":2050.89,"endTime":2051.22,"body":"you do."},{"speaker":"Annemie Tonken","startTime":2051.85,"endTime":2054.94,"body":"Amazing. Dude,"},{"speaker":"Annemie Tonken","startTime":2051.85,"endTime":2054.94,"body":"thank you so much for coming on"},{"speaker":"Annemie Tonken","startTime":2054.94,"endTime":2057.58,"body":"and sharing this. This has been"},{"speaker":"Annemie Tonken","startTime":2054.94,"endTime":2057.58,"body":"a pleasure and I am looking"},{"speaker":"Annemie Tonken","startTime":2057.58,"endTime":2060.1,"body":"forward to having you back on"},{"speaker":"Annemie Tonken","startTime":2057.58,"endTime":2060.1,"body":"the show in the future so we can"},{"speaker":"Annemie Tonken","startTime":2060.46,"endTime":2061.45,"body":"dive even deeper."},{"speaker":"Jude Charles","startTime":2061.96,"endTime":2063.7,"body":"Thank you. Thank"},{"speaker":"Jude Charles","startTime":2061.96,"endTime":2063.7,"body":"you very much for having me."},{"speaker":"Annemie Tonken","startTime":2064.42,"endTime":2066.73,"body":"Well, that's it"},{"speaker":"Annemie Tonken","startTime":2064.42,"endTime":2066.73,"body":"for this week's episode of This"},{"speaker":"Annemie Tonken","startTime":2066.73,"endTime":2070.54,"body":"can't be that hard. I'll be back"},{"speaker":"Annemie Tonken","startTime":2066.73,"endTime":2070.54,"body":"Same time, same place next week."},{"speaker":"Annemie Tonken","startTime":2070.99,"endTime":2073.69,"body":"In the meantime, you can find"},{"speaker":"Annemie Tonken","startTime":2070.99,"endTime":2073.69,"body":"more information about this"},{"speaker":"Annemie Tonken","startTime":2073.69,"endTime":2076.63,"body":"episode along with all the"},{"speaker":"Annemie Tonken","startTime":2073.69,"endTime":2076.63,"body":"relevant links, notes and"},{"speaker":"Annemie Tonken","startTime":2076.63,"endTime":2081.49,"body":"downloads at this can't be that"},{"speaker":"Annemie Tonken","startTime":2076.63,"endTime":2081.49,"body":"hard.com/learn If you like the"},{"speaker":"Annemie Tonken","startTime":2081.49,"endTime":2085.03,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":2081.49,"endTime":2085.03,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":2085.21,"endTime":2088.87,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":2085.21,"endTime":2088.87,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":2089.05,"endTime":2092.59,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":2089.05,"endTime":2092.59,"body":"hope you have a fantastic week."}]}