{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.359,"endTime":3.959,"body":"Hey guys,"},{"speaker":"Annemie Tonken","startTime":0.359,"endTime":3.959,"body":"today's episode is a little bit"},{"speaker":"Annemie Tonken","startTime":3.959,"endTime":10.499,"body":"of a departure from the norm"},{"speaker":"Annemie Tonken","startTime":3.959,"endTime":10.499,"body":"because I just got my son's"},{"speaker":"Annemie Tonken","startTime":10.529,"endTime":16.469,"body":"senior portraits back from"},{"speaker":"Annemie Tonken","startTime":10.529,"endTime":16.469,"body":"LifeTouch, which is a gigantic"},{"speaker":"Annemie Tonken","startTime":16.499,"endTime":20.999,"body":"sort of, they almost have a"},{"speaker":"Annemie Tonken","startTime":16.499,"endTime":20.999,"body":"monopoly on school portraits and"},{"speaker":"Annemie Tonken","startTime":20.999,"endTime":25.919,"body":"a lot of like sport photos and"},{"speaker":"Annemie Tonken","startTime":20.999,"endTime":25.919,"body":"things like that in the US. They"},{"speaker":"Annemie Tonken","startTime":25.919,"endTime":29.189,"body":"were recently purchased by"},{"speaker":"Annemie Tonken","startTime":25.919,"endTime":29.189,"body":"Shutterfly, or they purchase"},{"speaker":"Annemie Tonken","startTime":29.189,"endTime":31.679,"body":"Shutterfly. I don't really know"},{"speaker":"Annemie Tonken","startTime":29.189,"endTime":31.679,"body":"all the details of that. But"},{"speaker":"Annemie Tonken","startTime":31.679,"endTime":36.689,"body":"basically, it's a big box"},{"speaker":"Annemie Tonken","startTime":31.679,"endTime":36.689,"body":"portrait studio that does a lot"},{"speaker":"Annemie Tonken","startTime":36.689,"endTime":42.119,"body":"of like, on location work with"},{"speaker":"Annemie Tonken","startTime":36.689,"endTime":42.119,"body":"schools. So you know, I've been"},{"speaker":"Annemie Tonken","startTime":42.119,"endTime":45.839,"body":"familiar with LifeTouch since I"},{"speaker":"Annemie Tonken","startTime":42.119,"endTime":45.839,"body":"was in high school, and they"},{"speaker":"Annemie Tonken","startTime":45.839,"endTime":49.739,"body":"were taking our high school"},{"speaker":"Annemie Tonken","startTime":45.839,"endTime":49.739,"body":"photos. And I feel like the"},{"speaker":"Annemie Tonken","startTime":49.739,"endTime":53.399,"body":"nature of school photos has"},{"speaker":"Annemie Tonken","startTime":49.739,"endTime":53.399,"body":"changed pretty dramatically over"},{"speaker":"Annemie Tonken","startTime":53.399,"endTime":57.569,"body":"the years in that there are a"},{"speaker":"Annemie Tonken","startTime":53.399,"endTime":57.569,"body":"lot of schools that use private"},{"speaker":"Annemie Tonken","startTime":57.569,"endTime":61.109,"body":"photographers now. And on the"},{"speaker":"Annemie Tonken","startTime":57.569,"endTime":61.109,"body":"other end, I think that the"},{"speaker":"Annemie Tonken","startTime":61.109,"endTime":65.699,"body":"large big box companies that"},{"speaker":"Annemie Tonken","startTime":61.109,"endTime":65.699,"body":"provide school photos are"},{"speaker":"Annemie Tonken","startTime":66.119,"endTime":70.349,"body":"running things differently now"},{"speaker":"Annemie Tonken","startTime":66.119,"endTime":70.349,"body":"than they used to. So anyway, I"},{"speaker":"Annemie Tonken","startTime":70.379,"endTime":74.399,"body":"wanted to just kind of walk you"},{"speaker":"Annemie Tonken","startTime":70.379,"endTime":74.399,"body":"through my experience of"},{"speaker":"Annemie Tonken","startTime":74.399,"endTime":78.479,"body":"receiving these, talk a little"},{"speaker":"Annemie Tonken","startTime":74.399,"endTime":78.479,"body":"bit about the pricing and talk a"},{"speaker":"Annemie Tonken","startTime":78.479,"endTime":84.089,"body":"little bit about the takeaways"},{"speaker":"Annemie Tonken","startTime":78.479,"endTime":84.089,"body":"that I got from this experience,"},{"speaker":"Annemie Tonken","startTime":84.089,"endTime":89.009,"body":"because I think that they have"},{"speaker":"Annemie Tonken","startTime":84.089,"endTime":89.009,"body":"relevance to all of us as small"},{"speaker":"Annemie Tonken","startTime":89.009,"endTime":91.829,"body":"business portrait photographers."},{"speaker":"Annemie Tonken","startTime":89.009,"endTime":91.829,"body":"And I think that it's important"},{"speaker":"Annemie Tonken","startTime":91.829,"endTime":95.369,"body":"to kind of keep some of those"},{"speaker":"Annemie Tonken","startTime":91.829,"endTime":95.369,"body":"things in mind as we are"},{"speaker":"Annemie Tonken","startTime":95.369,"endTime":99.449,"body":"structuring our businesses and"},{"speaker":"Annemie Tonken","startTime":95.369,"endTime":99.449,"body":"setting our prices and speaking"},{"speaker":"Annemie Tonken","startTime":99.449,"endTime":105.029,"body":"to our potential clients and our"},{"speaker":"Annemie Tonken","startTime":99.449,"endTime":105.029,"body":"clients about the difference in"},{"speaker":"Annemie Tonken","startTime":105.029,"endTime":110.219,"body":"what we provide versus a service"},{"speaker":"Annemie Tonken","startTime":105.029,"endTime":110.219,"body":"like LifeTouch. Welcome to this"},{"speaker":"Annemie Tonken","startTime":110.219,"endTime":113.669,"body":"can't be that hard. My name is"},{"speaker":"Annemie Tonken","startTime":110.219,"endTime":113.669,"body":"Annemie Tonken. And I help"},{"speaker":"Annemie Tonken","startTime":113.669,"endTime":116.879,"body":"photographers run profitable,"},{"speaker":"Annemie Tonken","startTime":113.669,"endTime":116.879,"body":"sustainable businesses that they"},{"speaker":"Annemie Tonken","startTime":116.879,"endTime":121.559,"body":"love. Each week on the podcast,"},{"speaker":"Annemie Tonken","startTime":116.879,"endTime":121.559,"body":"I cover simple, actionable"},{"speaker":"Annemie Tonken","startTime":121.559,"endTime":124.739,"body":"strategies and systems that"},{"speaker":"Annemie Tonken","startTime":121.559,"endTime":124.739,"body":"photographers at every level of"},{"speaker":"Annemie Tonken","startTime":124.739,"endTime":128.549,"body":"experience can use to earn more"},{"speaker":"Annemie Tonken","startTime":124.739,"endTime":128.549,"body":"money in a more sustainable way."},{"speaker":"Annemie Tonken","startTime":129.449,"endTime":132.419,"body":"Running a photography business"},{"speaker":"Annemie Tonken","startTime":129.449,"endTime":132.419,"body":"doesn't have to be that hard."},{"speaker":"Annemie Tonken","startTime":132.899,"endTime":141.149,"body":"You can do it. And I can show"},{"speaker":"Annemie Tonken","startTime":132.899,"endTime":141.149,"body":"you how. In my town and the"},{"speaker":"Annemie Tonken","startTime":141.149,"endTime":144.869,"body":"school district that my kids go"},{"speaker":"Annemie Tonken","startTime":141.149,"endTime":144.869,"body":"to school in for the last"},{"speaker":"Annemie Tonken","startTime":144.869,"endTime":149.309,"body":"several years, I have been hired"},{"speaker":"Annemie Tonken","startTime":144.869,"endTime":149.309,"body":"by families, periodic families,"},{"speaker":"Annemie Tonken","startTime":149.309,"endTime":152.639,"body":"I don't I don't build myself as"},{"speaker":"Annemie Tonken","startTime":149.309,"endTime":152.639,"body":"a senior portrait photographer."},{"speaker":"Annemie Tonken","startTime":152.639,"endTime":155.759,"body":"I don't do a lot of that work."},{"speaker":"Annemie Tonken","startTime":152.639,"endTime":155.759,"body":"But of course, as a family"},{"speaker":"Annemie Tonken","startTime":155.759,"endTime":159.329,"body":"photographer, I am known to a"},{"speaker":"Annemie Tonken","startTime":155.759,"endTime":159.329,"body":"lot of people as you know, a"},{"speaker":"Annemie Tonken","startTime":159.329,"endTime":162.419,"body":"good photographer. And so I get"},{"speaker":"Annemie Tonken","startTime":159.329,"endTime":162.419,"body":"these phone calls saying like,"},{"speaker":"Annemie Tonken","startTime":162.419,"endTime":164.639,"body":"hey, you've been photographing"},{"speaker":"Annemie Tonken","startTime":162.419,"endTime":164.639,"body":"our family for years, can you do"},{"speaker":"Annemie Tonken","startTime":164.639,"endTime":168.209,"body":"senior portraits for our son or"},{"speaker":"Annemie Tonken","startTime":164.639,"endTime":168.209,"body":"daughter or you know, someone"},{"speaker":"Annemie Tonken","startTime":168.209,"endTime":171.449,"body":"will just reach out and say,"},{"speaker":"Annemie Tonken","startTime":168.209,"endTime":171.449,"body":"hey, you know, my friend so and"},{"speaker":"Annemie Tonken","startTime":171.449,"endTime":175.529,"body":"so has worked with you, I have a"},{"speaker":"Annemie Tonken","startTime":171.449,"endTime":175.529,"body":"senior Can you do some some"},{"speaker":"Annemie Tonken","startTime":175.529,"endTime":178.919,"body":"senior portraits. So again, I"},{"speaker":"Annemie Tonken","startTime":175.529,"endTime":178.919,"body":"don't do lots of senior"},{"speaker":"Annemie Tonken","startTime":178.919,"endTime":183.269,"body":"portraits, but I do provide them"},{"speaker":"Annemie Tonken","startTime":178.919,"endTime":183.269,"body":"and have provided them for years"},{"speaker":"Annemie Tonken","startTime":183.299,"endTime":188.729,"body":"to let's say, five to 10"},{"speaker":"Annemie Tonken","startTime":183.299,"endTime":188.729,"body":"families a year. So I was"},{"speaker":"Annemie Tonken","startTime":188.759,"endTime":193.739,"body":"surprised when my son who is a"},{"speaker":"Annemie Tonken","startTime":188.759,"endTime":193.739,"body":"rising senior, you know, we got"},{"speaker":"Annemie Tonken","startTime":193.739,"endTime":197.039,"body":"a message from the school saying"},{"speaker":"Annemie Tonken","startTime":193.739,"endTime":197.039,"body":"come in your senior portraits"},{"speaker":"Annemie Tonken","startTime":197.069,"endTime":201.809,"body":"are happening these dates, and"},{"speaker":"Annemie Tonken","startTime":197.069,"endTime":201.809,"body":"you know, sign up for a slot"},{"speaker":"Annemie Tonken","startTime":201.809,"endTime":206.789,"body":"here, and I realized that those"},{"speaker":"Annemie Tonken","startTime":201.809,"endTime":206.789,"body":"were being run by LifeTouch."},{"speaker":"Annemie Tonken","startTime":206.819,"endTime":211.079,"body":"Now, I think that in the past,"},{"speaker":"Annemie Tonken","startTime":206.819,"endTime":211.079,"body":"the seniors have had yearbook"},{"speaker":"Annemie Tonken","startTime":211.079,"endTime":214.349,"body":"photos, but this was or they had"},{"speaker":"Annemie Tonken","startTime":211.079,"endTime":214.349,"body":"the opportunity to do yearbook"},{"speaker":"Annemie Tonken","startTime":214.349,"endTime":218.459,"body":"photos with the other kids at"},{"speaker":"Annemie Tonken","startTime":214.349,"endTime":218.459,"body":"school. But this was different."},{"speaker":"Annemie Tonken","startTime":218.459,"endTime":221.909,"body":"This was like specifically"},{"speaker":"Annemie Tonken","startTime":218.459,"endTime":221.909,"body":"senior portraits. And they said,"},{"speaker":"Annemie Tonken","startTime":221.909,"endTime":224.939,"body":"these are the photos that will"},{"speaker":"Annemie Tonken","startTime":221.909,"endTime":224.939,"body":"be in the yearbook. We're not"},{"speaker":"Annemie Tonken","startTime":224.939,"endTime":228.749,"body":"doing we're not doing custom."},{"speaker":"Annemie Tonken","startTime":224.939,"endTime":228.749,"body":"You know, you can't submit your"},{"speaker":"Annemie Tonken","startTime":228.749,"endTime":230.999,"body":"own senior portrait this year."},{"speaker":"Annemie Tonken","startTime":228.749,"endTime":230.999,"body":"If you want to be in the"},{"speaker":"Annemie Tonken","startTime":230.999,"endTime":234.419,"body":"yearbook, you have to come in"},{"speaker":"Annemie Tonken","startTime":230.999,"endTime":234.419,"body":"and schedule a sitting. So that"},{"speaker":"Annemie Tonken","startTime":234.419,"endTime":236.999,"body":"was a departure from what it has"},{"speaker":"Annemie Tonken","startTime":234.419,"endTime":236.999,"body":"been in the past. I don't know"},{"speaker":"Annemie Tonken","startTime":236.999,"endTime":240.749,"body":"what went into that change. You"},{"speaker":"Annemie Tonken","startTime":236.999,"endTime":240.749,"body":"know, I know that in the past, I"},{"speaker":"Annemie Tonken","startTime":240.749,"endTime":243.569,"body":"have been asked by the families"},{"speaker":"Annemie Tonken","startTime":240.749,"endTime":243.569,"body":"who have hired me to photograph"},{"speaker":"Annemie Tonken","startTime":243.569,"endTime":247.709,"body":"their seniors to submit a photo"},{"speaker":"Annemie Tonken","startTime":243.569,"endTime":247.709,"body":"to the school in X dimensions"},{"speaker":"Annemie Tonken","startTime":247.709,"endTime":251.129,"body":"and x resolution and all that"},{"speaker":"Annemie Tonken","startTime":247.709,"endTime":251.129,"body":"sort of stuff. So So I knew that"},{"speaker":"Annemie Tonken","startTime":251.129,"endTime":254.009,"body":"that was different. And I was"},{"speaker":"Annemie Tonken","startTime":251.129,"endTime":254.009,"body":"kind of surprised, but I was"},{"speaker":"Annemie Tonken","startTime":254.009,"endTime":258.209,"body":"like, Okay, well, let's go ahead"},{"speaker":"Annemie Tonken","startTime":254.009,"endTime":258.209,"body":"and sign you up for getting a"},{"speaker":"Annemie Tonken","startTime":258.209,"endTime":262.919,"body":"yearbook photo made. And when we"},{"speaker":"Annemie Tonken","startTime":258.209,"endTime":262.919,"body":"went to sign up, it was a $25"},{"speaker":"Annemie Tonken","startTime":262.919,"endTime":267.089,"body":"fee to get his photo made for"},{"speaker":"Annemie Tonken","startTime":262.919,"endTime":267.089,"body":"the yearbook. And that seemed"},{"speaker":"Annemie Tonken","startTime":267.089,"endTime":271.229,"body":"weird because again in the past,"},{"speaker":"Annemie Tonken","startTime":267.089,"endTime":271.229,"body":"if you wanted to purchase"},{"speaker":"Annemie Tonken","startTime":271.229,"endTime":275.759,"body":"photos, school photos, then you"},{"speaker":"Annemie Tonken","startTime":271.229,"endTime":275.759,"body":"had to spend money, but my kids"},{"speaker":"Annemie Tonken","startTime":275.759,"endTime":280.949,"body":"go to public school. This was a"},{"speaker":"Annemie Tonken","startTime":275.759,"endTime":280.949,"body":"so it's kind of a surprise $25"},{"speaker":"Annemie Tonken","startTime":280.949,"endTime":286.079,"body":"fee that I was grateful to be"},{"speaker":"Annemie Tonken","startTime":280.949,"endTime":286.079,"body":"able to pay but I knew would"},{"speaker":"Annemie Tonken","startTime":286.139,"endTime":291.869,"body":"represent a burden for a lot of"},{"speaker":"Annemie Tonken","startTime":286.139,"endTime":291.869,"body":"kids and families just to have"},{"speaker":"Annemie Tonken","startTime":291.869,"endTime":296.099,"body":"their photo in the yearbook. It"},{"speaker":"Annemie Tonken","startTime":291.869,"endTime":296.099,"body":"felt like a kind of a attacks on"},{"speaker":"Annemie Tonken","startTime":296.129,"endTime":299.969,"body":"something that should be sort of"},{"speaker":"Annemie Tonken","startTime":296.129,"endTime":299.969,"body":"part of your senior year."},{"speaker":"Annemie Tonken","startTime":299.999,"endTime":303.449,"body":"experience regardless of your"},{"speaker":"Annemie Tonken","startTime":299.999,"endTime":303.449,"body":"ability to pay. So again, it was"},{"speaker":"Annemie Tonken","startTime":303.449,"endTime":308.219,"body":"surprising. I paid the $25"},{"speaker":"Annemie Tonken","startTime":303.449,"endTime":308.219,"body":"sitting fee and scheduled Oliver"},{"speaker":"Annemie Tonken","startTime":308.219,"endTime":315.179,"body":"for his session. And the session"},{"speaker":"Annemie Tonken","startTime":308.219,"endTime":315.179,"body":"slots were six minutes long. And"},{"speaker":"Annemie Tonken","startTime":315.179,"endTime":319.739,"body":"when I opened I, I figured,"},{"speaker":"Annemie Tonken","startTime":315.179,"endTime":319.739,"body":"okay, six minutes is fine,"},{"speaker":"Annemie Tonken","startTime":319.739,"endTime":322.049,"body":"because he's going in and"},{"speaker":"Annemie Tonken","startTime":319.739,"endTime":322.049,"body":"literally like sitting down, and"},{"speaker":"Annemie Tonken","startTime":322.049,"endTime":324.479,"body":"they're going to put one of"},{"speaker":"Annemie Tonken","startTime":322.049,"endTime":324.479,"body":"those like fake tuxedo tops on"},{"speaker":"Annemie Tonken","startTime":324.479,"endTime":327.779,"body":"him and take a picture. And"},{"speaker":"Annemie Tonken","startTime":324.479,"endTime":327.779,"body":"that'll be that. But then when"},{"speaker":"Annemie Tonken","startTime":327.779,"endTime":330.719,"body":"we got the information about"},{"speaker":"Annemie Tonken","startTime":327.779,"endTime":330.719,"body":"what he needed to bring, and all"},{"speaker":"Annemie Tonken","startTime":330.719,"endTime":334.169,"body":"that sort of stuff, it said that"},{"speaker":"Annemie Tonken","startTime":330.719,"endTime":334.169,"body":"he was going to have 16"},{"speaker":"Annemie Tonken","startTime":334.169,"endTime":337.619,"body":"different looks. And I was like,"},{"speaker":"Annemie Tonken","startTime":334.169,"endTime":337.619,"body":"wow, that is some speed"},{"speaker":"Annemie Tonken","startTime":337.619,"endTime":342.239,"body":"photography in six minutes to"},{"speaker":"Annemie Tonken","startTime":337.619,"endTime":342.239,"body":"get, you know, 16 different"},{"speaker":"Annemie Tonken","startTime":342.269,"endTime":345.359,"body":"poses or whatever. But again, I"},{"speaker":"Annemie Tonken","startTime":342.269,"endTime":345.359,"body":"just figured he would be wearing"},{"speaker":"Annemie Tonken","startTime":345.359,"endTime":349.559,"body":"the same thing for all of them"},{"speaker":"Annemie Tonken","startTime":345.359,"endTime":349.559,"body":"come the day of the session, I"},{"speaker":"Annemie Tonken","startTime":349.559,"endTime":353.249,"body":"take him to the school, and I"},{"speaker":"Annemie Tonken","startTime":349.559,"endTime":353.249,"body":"just waited in the parking lot"},{"speaker":"Annemie Tonken","startTime":353.279,"endTime":357.779,"body":"while he was having his photos"},{"speaker":"Annemie Tonken","startTime":353.279,"endTime":357.779,"body":"made. And you know, sure enough,"},{"speaker":"Annemie Tonken","startTime":357.779,"endTime":361.379,"body":"he wasn't in there for more than"},{"speaker":"Annemie Tonken","startTime":357.779,"endTime":361.379,"body":"10 minutes. So walked in, stood"},{"speaker":"Annemie Tonken","startTime":361.379,"endTime":363.869,"body":"in line for a couple of minutes"},{"speaker":"Annemie Tonken","startTime":361.379,"endTime":363.869,"body":"or filled out whatever paperwork"},{"speaker":"Annemie Tonken","startTime":363.899,"endTime":366.359,"body":"when had his photos made and was"},{"speaker":"Annemie Tonken","startTime":363.899,"endTime":366.359,"body":"back in the car 10 minutes"},{"speaker":"Annemie Tonken","startTime":366.359,"endTime":371.489,"body":"later. And then here, I you"},{"speaker":"Annemie Tonken","startTime":366.359,"endTime":371.489,"body":"know, opened my email yesterday"},{"speaker":"Annemie Tonken","startTime":371.489,"endTime":375.059,"body":"or the day before, and I have"},{"speaker":"Annemie Tonken","startTime":371.489,"endTime":375.059,"body":"the like life touch link to his"},{"speaker":"Annemie Tonken","startTime":375.059,"endTime":379.679,"body":"proofs. And I use the access"},{"speaker":"Annemie Tonken","startTime":375.059,"endTime":379.679,"body":"code and whatever. And I log in."},{"speaker":"Annemie Tonken","startTime":379.769,"endTime":382.439,"body":"And I have to say, My son is"},{"speaker":"Annemie Tonken","startTime":379.769,"endTime":382.439,"body":"very cute."},{"speaker":"Annemie Tonken","startTime":384.28,"endTime":388.66,"body":"I may be biased, but he was, he"},{"speaker":"Annemie Tonken","startTime":384.28,"endTime":388.66,"body":"was my original muse. He was"},{"speaker":"Annemie Tonken","startTime":388.69,"endTime":391.45,"body":"truly the reason that I got in"},{"speaker":"Annemie Tonken","startTime":388.69,"endTime":391.45,"body":"family photography, and he has"},{"speaker":"Annemie Tonken","startTime":391.45,"endTime":397.99,"body":"not lost his knack for being a"},{"speaker":"Annemie Tonken","startTime":391.45,"endTime":397.99,"body":"very photogenic good looking"},{"speaker":"Annemie Tonken","startTime":397.99,"endTime":403.0,"body":"guy. So little mom pride there."},{"speaker":"Annemie Tonken","startTime":397.99,"endTime":403.0,"body":"But anyway, I go through these,"},{"speaker":"Annemie Tonken","startTime":403.03,"endTime":406.24,"body":"and you know, it's enticing like"},{"speaker":"Annemie Tonken","startTime":403.03,"endTime":406.24,"body":"that. Okay, I will say this, he"},{"speaker":"Annemie Tonken","startTime":406.24,"endTime":409.54,"body":"has indoor portraits like studio"},{"speaker":"Annemie Tonken","startTime":406.24,"endTime":409.54,"body":"portraits, and there are outdoor"},{"speaker":"Annemie Tonken","startTime":409.54,"endTime":413.44,"body":"photos and the outdoor photos"},{"speaker":"Annemie Tonken","startTime":409.54,"endTime":413.44,"body":"are overexposed. Like there's"},{"speaker":"Annemie Tonken","startTime":413.47,"endTime":416.59,"body":"several places that are blown"},{"speaker":"Annemie Tonken","startTime":413.47,"endTime":416.59,"body":"out. So just technically"},{"speaker":"Annemie Tonken","startTime":416.59,"endTime":419.35,"body":"speaking, the photos aren't"},{"speaker":"Annemie Tonken","startTime":416.59,"endTime":419.35,"body":"great, the color rendition isn't"},{"speaker":"Annemie Tonken","startTime":419.35,"endTime":423.19,"body":"great, I can leave the outdoor"},{"speaker":"Annemie Tonken","startTime":419.35,"endTime":423.19,"body":"photos. You know, that's, that's"},{"speaker":"Annemie Tonken","startTime":423.19,"endTime":426.64,"body":"like the casual look. And I have"},{"speaker":"Annemie Tonken","startTime":423.19,"endTime":426.64,"body":"many, many more photos of him"},{"speaker":"Annemie Tonken","startTime":426.64,"endTime":430.15,"body":"that are a lot better. So that's"},{"speaker":"Annemie Tonken","startTime":426.64,"endTime":430.15,"body":"no big deal. But the ones that"},{"speaker":"Annemie Tonken","startTime":430.15,"endTime":434.29,"body":"are sort of the traditional"},{"speaker":"Annemie Tonken","startTime":430.15,"endTime":434.29,"body":"studio portrait, he's wearing"},{"speaker":"Annemie Tonken","startTime":434.29,"endTime":438.43,"body":"that fake tuxedo, he's super"},{"speaker":"Annemie Tonken","startTime":434.29,"endTime":438.43,"body":"cute. He they have a couple of"},{"speaker":"Annemie Tonken","startTime":438.46,"endTime":443.08,"body":"him in cap and gown in his"},{"speaker":"Annemie Tonken","startTime":438.46,"endTime":443.08,"body":"school colors, holding the"},{"speaker":"Annemie Tonken","startTime":443.08,"endTime":446.8,"body":"little High School plaque for"},{"speaker":"Annemie Tonken","startTime":443.08,"endTime":446.8,"body":"the high school that he goes to."},{"speaker":"Annemie Tonken","startTime":447.1,"endTime":451.63,"body":"And so those are more attractive"},{"speaker":"Annemie Tonken","startTime":447.1,"endTime":451.63,"body":"to me not because they're great,"},{"speaker":"Annemie Tonken","startTime":451.66,"endTime":455.38,"body":"you know, beautiful photos. And"},{"speaker":"Annemie Tonken","startTime":451.66,"endTime":455.38,"body":"thankfully, I have this"},{"speaker":"Annemie Tonken","startTime":455.41,"endTime":458.23,"body":"stockpile of photos of my own"},{"speaker":"Annemie Tonken","startTime":455.41,"endTime":458.23,"body":"kids that I would prefer to hang"},{"speaker":"Annemie Tonken","startTime":458.23,"endTime":462.07,"body":"on the walls. But I'd like to"},{"speaker":"Annemie Tonken","startTime":458.23,"endTime":462.07,"body":"have these as a memento, right."},{"speaker":"Annemie Tonken","startTime":462.0,"endTime":467.22,"body":"So I started shopping, and you"},{"speaker":"Annemie Tonken","startTime":462.0,"endTime":467.22,"body":"guys, they are not joking around"},{"speaker":"Annemie Tonken","startTime":467.25,"endTime":474.0,"body":"the cheapest package that I"},{"speaker":"Annemie Tonken","startTime":467.25,"endTime":474.0,"body":"could purchase was $180. And"},{"speaker":"Annemie Tonken","startTime":474.0,"endTime":480.51,"body":"includes Hold on, let me find"},{"speaker":"Annemie Tonken","startTime":474.0,"endTime":480.51,"body":"this. It includes 48 wallets, no"},{"speaker":"Annemie Tonken","startTime":480.54,"endTime":487.71,"body":"24 wallets for four by fives and"},{"speaker":"Annemie Tonken","startTime":480.54,"endTime":487.71,"body":"two, five by sevens. It's $177."},{"speaker":"Annemie Tonken","startTime":487.74,"endTime":492.54,"body":"And it does not include any sort"},{"speaker":"Annemie Tonken","startTime":487.74,"endTime":492.54,"body":"of digital files or anything"},{"speaker":"Annemie Tonken","startTime":492.54,"endTime":497.46,"body":"like that. So starting price"},{"speaker":"Annemie Tonken","startTime":492.54,"endTime":497.46,"body":"$177 The packages go up from"},{"speaker":"Annemie Tonken","startTime":497.46,"endTime":505.74,"body":"there starting at the let's see"},{"speaker":"Annemie Tonken","startTime":497.46,"endTime":505.74,"body":"here. 400 ish dollar mark, when"},{"speaker":"Annemie Tonken","startTime":505.74,"endTime":508.77,"body":"you purchase a package, then you"},{"speaker":"Annemie Tonken","startTime":505.74,"endTime":508.77,"body":"also get the corresponding"},{"speaker":"Annemie Tonken","startTime":508.77,"endTime":512.58,"body":"digital files, but not until"},{"speaker":"Annemie Tonken","startTime":508.77,"endTime":512.58,"body":"you're spending upwards of $400."},{"speaker":"Annemie Tonken","startTime":512.61,"endTime":516.9,"body":"And with all of these packages,"},{"speaker":"Annemie Tonken","startTime":512.61,"endTime":516.9,"body":"there's a bunch of wallets which"},{"speaker":"Annemie Tonken","startTime":516.93,"endTime":521.85,"body":"I have to say. In the era of"},{"speaker":"Annemie Tonken","startTime":516.93,"endTime":521.85,"body":"smartphones, does anybody use"},{"speaker":"Annemie Tonken","startTime":521.85,"endTime":525.06,"body":"wallet photos anymore? I mean,"},{"speaker":"Annemie Tonken","startTime":521.85,"endTime":525.06,"body":"maybe grandparents but nobody"},{"speaker":"Annemie Tonken","startTime":525.06,"endTime":529.35,"body":"has 48 grandparents and you know"},{"speaker":"Annemie Tonken","startTime":525.06,"endTime":529.35,"body":"six eight by two, i don't know i"},{"speaker":"Annemie Tonken","startTime":529.35,"endTime":534.12,"body":"There's a lot of there's a lot"},{"speaker":"Annemie Tonken","startTime":529.35,"endTime":534.12,"body":"of stuff in these packages that"},{"speaker":"Annemie Tonken","startTime":534.33,"endTime":538.11,"body":"if I were purchasing a package,"},{"speaker":"Annemie Tonken","startTime":534.33,"endTime":538.11,"body":"I'd be like, Well, I don't want"},{"speaker":"Annemie Tonken","startTime":538.11,"endTime":541.68,"body":"this I don't want to have you"},{"speaker":"Annemie Tonken","startTime":538.11,"endTime":541.68,"body":"know, one of the things that is"},{"speaker":"Annemie Tonken","startTime":541.68,"endTime":545.46,"body":"in one of the bigger packages is"},{"speaker":"Annemie Tonken","startTime":541.68,"endTime":545.46,"body":"wallet personalization. So for"},{"speaker":"Annemie Tonken","startTime":545.46,"endTime":548.19,"body":"those of you who remember the"},{"speaker":"Annemie Tonken","startTime":545.46,"endTime":548.19,"body":"days of wallet, photos being a"},{"speaker":"Annemie Tonken","startTime":548.19,"endTime":551.7,"body":"thing, you could have like your"},{"speaker":"Annemie Tonken","startTime":548.19,"endTime":551.7,"body":"name put in the corner, and I"},{"speaker":"Annemie Tonken","startTime":551.7,"endTime":555.09,"body":"guess you can still do that. But"},{"speaker":"Annemie Tonken","startTime":551.7,"endTime":555.09,"body":"again, like I don't I know for a"},{"speaker":"Annemie Tonken","startTime":555.09,"endTime":558.9,"body":"fact, certainly among my kids"},{"speaker":"Annemie Tonken","startTime":555.09,"endTime":558.9,"body":"and their friends. Nobody is"},{"speaker":"Annemie Tonken","startTime":558.9,"endTime":562.56,"body":"like trading wallet photos. I"},{"speaker":"Annemie Tonken","startTime":558.9,"endTime":562.56,"body":"mean, in high school, I had like"},{"speaker":"Annemie Tonken","startTime":562.56,"endTime":566.73,"body":"my wallet and I had some of my"},{"speaker":"Annemie Tonken","startTime":562.56,"endTime":566.73,"body":"friends photos and they don't do"},{"speaker":"Annemie Tonken","startTime":566.73,"endTime":569.34,"body":"that anymore. So I don't know"},{"speaker":"Annemie Tonken","startTime":566.73,"endTime":569.34,"body":"what those are for. They seem"},{"speaker":"Annemie Tonken","startTime":569.34,"endTime":571.74,"body":"really outdated in terms of like"},{"speaker":"Annemie Tonken","startTime":569.34,"endTime":571.74,"body":"what's included in the"},{"speaker":"Annemie Tonken","startTime":571.74,"endTime":576.96,"body":"collections. But yeah, oh, I'm"},{"speaker":"Annemie Tonken","startTime":571.74,"endTime":576.96,"body":"sorry, I'm wrong. The package"},{"speaker":"Annemie Tonken","startTime":576.99,"endTime":581.34,"body":"where you get the digital files"},{"speaker":"Annemie Tonken","startTime":576.99,"endTime":581.34,"body":"is the top package, which is the"},{"speaker":"Annemie Tonken","startTime":581.34,"endTime":588.12,"body":"perfect package for $555. adding"},{"speaker":"Annemie Tonken","startTime":581.34,"endTime":588.12,"body":"things like retouching is is"},{"speaker":"Annemie Tonken","startTime":588.12,"endTime":593.16,"body":"more you know, you can't you"},{"speaker":"Annemie Tonken","startTime":588.12,"endTime":593.16,"body":"know, get that automatically and"},{"speaker":"Annemie Tonken","startTime":593.19,"endTime":597.36,"body":"anyway, so, packages are not"},{"speaker":"Annemie Tonken","startTime":593.19,"endTime":597.36,"body":"inexpensive, certainly not for a"},{"speaker":"Annemie Tonken","startTime":597.36,"endTime":598.41,"body":"six minute session."},{"speaker":"Annemie Tonken","startTime":598.44,"endTime":602.67,"body":"So then if I go into the L A"},{"speaker":"Annemie Tonken","startTime":598.44,"endTime":602.67,"body":"carte area, which was really the"},{"speaker":"Annemie Tonken","startTime":602.67,"endTime":605.22,"body":"first thing that I did, because"},{"speaker":"Annemie Tonken","startTime":602.67,"endTime":605.22,"body":"I was like, really all I want"},{"speaker":"Annemie Tonken","startTime":605.25,"endTime":608.76,"body":"are a couple of the files for"},{"speaker":"Annemie Tonken","startTime":605.25,"endTime":608.76,"body":"these, a couple of the different"},{"speaker":"Annemie Tonken","startTime":608.76,"endTime":611.52,"body":"poses, I'd like the files so"},{"speaker":"Annemie Tonken","startTime":608.76,"endTime":611.52,"body":"that I could have them printed"},{"speaker":"Annemie Tonken","startTime":611.55,"endTime":614.4,"body":"at my favorite labs. I know what"},{"speaker":"Annemie Tonken","startTime":611.55,"endTime":614.4,"body":"I'm doing when it comes to"},{"speaker":"Annemie Tonken","startTime":614.4,"endTime":618.33,"body":"printing. And I don't"},{"speaker":"Annemie Tonken","startTime":614.4,"endTime":618.33,"body":"necessarily trust Shutterfly to"},{"speaker":"Annemie Tonken","startTime":618.33,"endTime":624.72,"body":"get that right for me. So I"},{"speaker":"Annemie Tonken","startTime":618.33,"endTime":624.72,"body":"started looking through the"},{"speaker":"Annemie Tonken","startTime":624.75,"endTime":628.62,"body":"products and it's hard to find"},{"speaker":"Annemie Tonken","startTime":624.75,"endTime":628.62,"body":"digital files to download to"},{"speaker":"Annemie Tonken","startTime":628.62,"endTime":632.13,"body":"begin with. So you know, they're"},{"speaker":"Annemie Tonken","startTime":628.62,"endTime":632.13,"body":"still sticking with the whole,"},{"speaker":"Annemie Tonken","startTime":632.13,"endTime":635.91,"body":"like, we have to sell prints"},{"speaker":"Annemie Tonken","startTime":632.13,"endTime":635.91,"body":"first. And look, guys, again, I"},{"speaker":"Annemie Tonken","startTime":635.91,"endTime":640.17,"body":"used to do in person sales, I"},{"speaker":"Annemie Tonken","startTime":635.91,"endTime":640.17,"body":"still get prints and products"},{"speaker":"Annemie Tonken","startTime":640.17,"endTime":642.81,"body":"into the hands of every single"},{"speaker":"Annemie Tonken","startTime":640.17,"endTime":642.81,"body":"one of my clients using simple"},{"speaker":"Annemie Tonken","startTime":642.81,"endTime":648.18,"body":"sales. But it is I also have"},{"speaker":"Annemie Tonken","startTime":642.81,"endTime":648.18,"body":"come around to the fact that"},{"speaker":"Annemie Tonken","startTime":648.27,"endTime":651.69,"body":"digital files are not going"},{"speaker":"Annemie Tonken","startTime":648.27,"endTime":651.69,"body":"anywhere it is even if someone"},{"speaker":"Annemie Tonken","startTime":651.69,"endTime":654.63,"body":"doesn't intend to really do"},{"speaker":"Annemie Tonken","startTime":651.69,"endTime":654.63,"body":"anything with them, it is an"},{"speaker":"Annemie Tonken","startTime":654.63,"endTime":657.27,"body":"insurance policy for them and"},{"speaker":"Annemie Tonken","startTime":654.63,"endTime":657.27,"body":"their families to have those"},{"speaker":"Annemie Tonken","startTime":657.27,"endTime":660.57,"body":"digital files. Hopefully, they"},{"speaker":"Annemie Tonken","startTime":657.27,"endTime":660.57,"body":"you know, go through the"},{"speaker":"Annemie Tonken","startTime":660.69,"endTime":663.54,"body":"training that I provide on how"},{"speaker":"Annemie Tonken","startTime":660.69,"endTime":663.54,"body":"to back those up appropriately,"},{"speaker":"Annemie Tonken","startTime":663.54,"endTime":668.01,"body":"but still. Okay, so anyway, so I"},{"speaker":"Annemie Tonken","startTime":663.54,"endTime":668.01,"body":"got to the digital images on the"},{"speaker":"Annemie Tonken","startTime":668.01,"endTime":671.25,"body":"ala carte area. And I'm doing"},{"speaker":"Annemie Tonken","startTime":668.01,"endTime":671.25,"body":"this in real time, I'm like"},{"speaker":"Annemie Tonken","startTime":671.25,"endTime":674.43,"body":"clicking through and sort of"},{"speaker":"Annemie Tonken","startTime":671.25,"endTime":674.43,"body":"walking through this experience."},{"speaker":"Annemie Tonken","startTime":674.46,"endTime":678.03,"body":"In order to purchase the digital"},{"speaker":"Annemie Tonken","startTime":674.46,"endTime":678.03,"body":"images, I have to purchase all"},{"speaker":"Annemie Tonken","startTime":678.03,"endTime":682.68,"body":"of them. So I can't individually"},{"speaker":"Annemie Tonken","startTime":678.03,"endTime":682.68,"body":"choose a digital file and the"},{"speaker":"Annemie Tonken","startTime":682.68,"endTime":688.86,"body":"price is $419. And it is very"},{"speaker":"Annemie Tonken","startTime":682.68,"endTime":688.86,"body":"clear here it says price with"},{"speaker":"Annemie Tonken","startTime":688.86,"endTime":693.57,"body":"package purchase for 19 ala"},{"speaker":"Annemie Tonken","startTime":688.86,"endTime":693.57,"body":"carte for 19. So I think what"},{"speaker":"Annemie Tonken","startTime":693.57,"endTime":696.6,"body":"they're saying, and it's"},{"speaker":"Annemie Tonken","startTime":693.57,"endTime":696.6,"body":"actually not really clear so I'm"},{"speaker":"Annemie Tonken","startTime":696.63,"endTime":699.93,"body":"you know, I there is a support"},{"speaker":"Annemie Tonken","startTime":696.63,"endTime":699.93,"body":"chatbot thing that I could click"},{"speaker":"Annemie Tonken","startTime":699.93,"endTime":702.9,"body":"on to ask these questions. But"},{"speaker":"Annemie Tonken","startTime":699.93,"endTime":702.9,"body":"if I think what they're pointing"},{"speaker":"Annemie Tonken","startTime":702.9,"endTime":705.87,"body":"out is sure you can buy just the"},{"speaker":"Annemie Tonken","startTime":702.9,"endTime":705.87,"body":"digital files. But really what"},{"speaker":"Annemie Tonken","startTime":705.87,"endTime":710.46,"body":"you should do is buy the $4,490"},{"speaker":"Annemie Tonken","startTime":705.87,"endTime":710.46,"body":"package so that you can get 1800"},{"speaker":"Annemie Tonken","startTime":710.46,"endTime":713.7,"body":"wallet sized images, and then"},{"speaker":"Annemie Tonken","startTime":710.46,"endTime":713.7,"body":"we'll throw in the Digital's for"},{"speaker":"Annemie Tonken","startTime":713.7,"endTime":714.0,"body":"free."},{"speaker":"Annemie Tonken","startTime":714.0,"endTime":718.65,"body":"So this is really all I have to"},{"speaker":"Annemie Tonken","startTime":714.0,"endTime":718.65,"body":"say about this experience in"},{"speaker":"Annemie Tonken","startTime":718.65,"endTime":722.4,"body":"terms of the experience itself."},{"speaker":"Annemie Tonken","startTime":718.65,"endTime":722.4,"body":"But the reason that I wanted to"},{"speaker":"Annemie Tonken","startTime":722.4,"endTime":726.69,"body":"talk about this here on the"},{"speaker":"Annemie Tonken","startTime":722.4,"endTime":726.69,"body":"podcast is because every single"},{"speaker":"Annemie Tonken","startTime":726.69,"endTime":733.5,"body":"day, every single day in my"},{"speaker":"Annemie Tonken","startTime":726.69,"endTime":733.5,"body":"Facebook group in among my just"},{"speaker":"Annemie Tonken","startTime":733.5,"endTime":738.45,"body":"the wider Facebook group, but"},{"speaker":"Annemie Tonken","startTime":733.5,"endTime":738.45,"body":"also in my simple sales group,"},{"speaker":"Annemie Tonken","startTime":738.45,"endTime":741.21,"body":"where a lot of the time we're"},{"speaker":"Annemie Tonken","startTime":738.45,"endTime":741.21,"body":"talking about pricing, because"},{"speaker":"Annemie Tonken","startTime":741.21,"endTime":745.26,"body":"people are running their numbers"},{"speaker":"Annemie Tonken","startTime":741.21,"endTime":745.26,"body":"with photographers that I talked"},{"speaker":"Annemie Tonken","startTime":745.26,"endTime":748.83,"body":"to just you know, when I'm doing"},{"speaker":"Annemie Tonken","startTime":745.26,"endTime":748.83,"body":"any sort of coaching or small"},{"speaker":"Annemie Tonken","startTime":748.83,"endTime":753.18,"body":"group sort of stuff, every"},{"speaker":"Annemie Tonken","startTime":748.83,"endTime":753.18,"body":"single day, I hear from"},{"speaker":"Annemie Tonken","startTime":753.21,"endTime":757.23,"body":"photographers about how they"},{"speaker":"Annemie Tonken","startTime":753.21,"endTime":757.23,"body":"don't feel like they can charge"},{"speaker":"Annemie Tonken","startTime":757.26,"endTime":762.27,"body":"more than, you know, a couple"},{"speaker":"Annemie Tonken","startTime":757.26,"endTime":762.27,"body":"few $100 No one will hire them"},{"speaker":"Annemie Tonken","startTime":762.42,"endTime":767.76,"body":"for higher prices, no one is"},{"speaker":"Annemie Tonken","startTime":762.42,"endTime":767.76,"body":"going to pay these prices. And I"},{"speaker":"Annemie Tonken","startTime":767.76,"endTime":773.61,"body":"just want to call BS because"},{"speaker":"Annemie Tonken","startTime":767.76,"endTime":773.61,"body":"this company that did these"},{"speaker":"Annemie Tonken","startTime":773.64,"endTime":777.09,"body":"school photos for my son has"},{"speaker":"Annemie Tonken","startTime":773.64,"endTime":777.09,"body":"been in business for a long"},{"speaker":"Annemie Tonken","startTime":777.09,"endTime":782.64,"body":"time. They cater to everyone in"},{"speaker":"Annemie Tonken","startTime":777.09,"endTime":782.64,"body":"America basically, with packet,"},{"speaker":"Annemie Tonken","startTime":782.64,"endTime":785.97,"body":"you know, working in public"},{"speaker":"Annemie Tonken","startTime":782.64,"endTime":785.97,"body":"schools. So these are going out"},{"speaker":"Annemie Tonken","startTime":785.97,"endTime":790.38,"body":"to families that can afford them"},{"speaker":"Annemie Tonken","startTime":785.97,"endTime":790.38,"body":"without any problem and families"},{"speaker":"Annemie Tonken","startTime":790.38,"endTime":793.83,"body":"that you know, can't or"},{"speaker":"Annemie Tonken","startTime":790.38,"endTime":793.83,"body":"shouldn't afford them, because"},{"speaker":"Annemie Tonken","startTime":793.83,"endTime":797.82,"body":"it's going to make a huge"},{"speaker":"Annemie Tonken","startTime":793.83,"endTime":797.82,"body":"impact. There is no low cost"},{"speaker":"Annemie Tonken","startTime":797.85,"endTime":803.88,"body":"option, really, I mean, sure."},{"speaker":"Annemie Tonken","startTime":797.85,"endTime":803.88,"body":"$177 is a very low cost, in"},{"speaker":"Annemie Tonken","startTime":803.88,"endTime":806.79,"body":"terms of like what I charge for"},{"speaker":"Annemie Tonken","startTime":803.88,"endTime":806.79,"body":"the work that I do. But I also"},{"speaker":"Annemie Tonken","startTime":806.79,"endTime":811.41,"body":"don't do six minute sessions and"},{"speaker":"Annemie Tonken","startTime":806.79,"endTime":811.41,"body":"have absolutely everything"},{"speaker":"Annemie Tonken","startTime":811.44,"endTime":815.43,"body":"automated to within, you know,"},{"speaker":"Annemie Tonken","startTime":811.44,"endTime":815.43,"body":"an inch of its life. I mean,"},{"speaker":"Annemie Tonken","startTime":815.43,"endTime":819.45,"body":"there is zero human contact"},{"speaker":"Annemie Tonken","startTime":815.43,"endTime":819.45,"body":"here. It's not as though Oliver"},{"speaker":"Annemie Tonken","startTime":820.11,"endTime":823.17,"body":"had any idea who his"},{"speaker":"Annemie Tonken","startTime":820.11,"endTime":823.17,"body":"photographer was, he did tell me"},{"speaker":"Annemie Tonken","startTime":823.17,"endTime":825.78,"body":"that it was really, you know,"},{"speaker":"Annemie Tonken","startTime":823.17,"endTime":825.78,"body":"felt really awkward. And there"},{"speaker":"Annemie Tonken","startTime":825.78,"endTime":827.7,"body":"was a lot of like, tilt your"},{"speaker":"Annemie Tonken","startTime":825.78,"endTime":827.7,"body":"head this way kind of thing,"},{"speaker":"Annemie Tonken","startTime":827.7,"endTime":832.65,"body":"which we had a laugh about. But"},{"speaker":"Annemie Tonken","startTime":827.7,"endTime":832.65,"body":"in terms of like the experience"},{"speaker":"Annemie Tonken","startTime":832.68,"endTime":838.29,"body":"and the personal touch and the"},{"speaker":"Annemie Tonken","startTime":832.68,"endTime":838.29,"body":"sense of, you know, feeling like"},{"speaker":"Annemie Tonken","startTime":838.29,"endTime":844.98,"body":"you had a process in place, or a"},{"speaker":"Annemie Tonken","startTime":838.29,"endTime":844.98,"body":"customized set of options at the"},{"speaker":"Annemie Tonken","startTime":844.98,"endTime":849.21,"body":"end. There's none of that this"},{"speaker":"Annemie Tonken","startTime":844.98,"endTime":849.21,"body":"is just, you know, you come in,"},{"speaker":"Annemie Tonken","startTime":849.24,"endTime":852.6,"body":"here's the process, boom, boom,"},{"speaker":"Annemie Tonken","startTime":849.24,"endTime":852.6,"body":"boom, pay your money, and now"},{"speaker":"Annemie Tonken","startTime":852.63,"endTime":855.99,"body":"move on. And that's fine. If you"},{"speaker":"Annemie Tonken","startTime":852.63,"endTime":855.99,"body":"have heard me talk about the"},{"speaker":"Annemie Tonken","startTime":855.99,"endTime":859.02,"body":"donkey model of business. This"},{"speaker":"Annemie Tonken","startTime":855.99,"endTime":859.02,"body":"is a perfect example of this."},{"speaker":"Annemie Tonken","startTime":859.05,"endTime":861.69,"body":"But part of the reason that it's"},{"speaker":"Annemie Tonken","startTime":859.05,"endTime":861.69,"body":"a perfect example of the donkey"},{"speaker":"Annemie Tonken","startTime":861.69,"endTime":866.76,"body":"model business is that LifeTouch"},{"speaker":"Annemie Tonken","startTime":861.69,"endTime":866.76,"body":"and companies like this law are"},{"speaker":"Annemie Tonken","startTime":866.76,"endTime":870.36,"body":"you in with in this particular"},{"speaker":"Annemie Tonken","startTime":866.76,"endTime":870.36,"body":"case, it's kind of like they"},{"speaker":"Annemie Tonken","startTime":870.36,"endTime":873.24,"body":"have a contract with the school."},{"speaker":"Annemie Tonken","startTime":870.36,"endTime":873.24,"body":"So now if the kids want to be in"},{"speaker":"Annemie Tonken","startTime":873.24,"endTime":876.24,"body":"the yearbook, they have to pay"},{"speaker":"Annemie Tonken","startTime":873.24,"endTime":876.24,"body":"$25 I do think that there is a"},{"speaker":"Annemie Tonken","startTime":876.24,"endTime":879.63,"body":"way if a family has like"},{"speaker":"Annemie Tonken","startTime":876.24,"endTime":879.63,"body":"financial hardship they can"},{"speaker":"Annemie Tonken","startTime":879.63,"endTime":883.68,"body":"apply to get the fee waived, but"},{"speaker":"Annemie Tonken","startTime":879.63,"endTime":883.68,"body":"you have to jump through hoops."},{"speaker":"Annemie Tonken","startTime":883.71,"endTime":889.2,"body":"So anyway, they are basically"},{"speaker":"Annemie Tonken","startTime":883.71,"endTime":889.2,"body":"forcing you to pay this $25 fee"},{"speaker":"Annemie Tonken","startTime":889.2,"endTime":892.14,"body":"and you know, the school's got"},{"speaker":"Annemie Tonken","startTime":889.2,"endTime":892.14,"body":"1000s of kids in it. So that"},{"speaker":"Annemie Tonken","startTime":892.14,"endTime":896.97,"body":"adds up and they're you know, if"},{"speaker":"Annemie Tonken","startTime":892.14,"endTime":896.97,"body":"you want anything at all from"},{"speaker":"Annemie Tonken","startTime":896.97,"endTime":901.35,"body":"the session you're spending well"},{"speaker":"Annemie Tonken","startTime":896.97,"endTime":901.35,"body":"or over $100 There's so I have"},{"speaker":"Annemie Tonken","startTime":901.35,"endTime":903.99,"body":"no idea what the numbers are in"},{"speaker":"Annemie Tonken","startTime":901.35,"endTime":903.99,"body":"terms of like how much money"},{"speaker":"Annemie Tonken","startTime":903.99,"endTime":908.28,"body":"LifeTouch is going to make from"},{"speaker":"Annemie Tonken","startTime":903.99,"endTime":908.28,"body":"my son's senior class. But I bet"},{"speaker":"Annemie Tonken","startTime":908.28,"endTime":912.54,"body":"it's a lot of money, y'all. And"},{"speaker":"Annemie Tonken","startTime":908.28,"endTime":912.54,"body":"I would, and I know because"},{"speaker":"Annemie Tonken","startTime":912.57,"endTime":917.76,"body":"it's, you know, public records."},{"speaker":"Annemie Tonken","startTime":912.57,"endTime":917.76,"body":"When Shutterfly acquired"},{"speaker":"Annemie Tonken","startTime":917.76,"endTime":924.63,"body":"LifeTouch, they paid $825"},{"speaker":"Annemie Tonken","startTime":917.76,"endTime":924.63,"body":"million for the company. And"},{"speaker":"Annemie Tonken","startTime":924.72,"endTime":930.48,"body":"life touches annual revenue"},{"speaker":"Annemie Tonken","startTime":924.72,"endTime":930.48,"body":"currently stands at 1.5 billion."},{"speaker":"Annemie Tonken","startTime":930.63,"endTime":934.11,"body":"This is all just basic Google"},{"speaker":"Annemie Tonken","startTime":930.63,"endTime":934.11,"body":"searching. So I'm not verifying"},{"speaker":"Annemie Tonken","startTime":934.11,"endTime":937.17,"body":"these. This is the information"},{"speaker":"Annemie Tonken","startTime":934.11,"endTime":937.17,"body":"that's sort of publicly out"},{"speaker":"Annemie Tonken","startTime":937.17,"endTime":942.06,"body":"there. It says revenue, okay."},{"speaker":"Annemie Tonken","startTime":937.17,"endTime":942.06,"body":"LifeTouch has 303,000 employees,"},{"speaker":"Annemie Tonken","startTime":942.06,"endTime":946.38,"body":"the revenue per employee ratio"},{"speaker":"Annemie Tonken","startTime":942.06,"endTime":946.38,"body":"is $500,000. And life touches"},{"speaker":"Annemie Tonken","startTime":946.38,"endTime":950.22,"body":"peak revenue was 1.5 billion in"},{"speaker":"Annemie Tonken","startTime":946.38,"endTime":950.22,"body":"2022. So these are current"},{"speaker":"Annemie Tonken","startTime":950.25,"endTime":953.58,"body":"numbers, assuming that the data"},{"speaker":"Annemie Tonken","startTime":950.25,"endTime":953.58,"body":"that I'm getting is accurate,"},{"speaker":"Annemie Tonken","startTime":953.58,"endTime":956.76,"body":"but it wouldn't surprise me,"},{"speaker":"Annemie Tonken","startTime":953.58,"endTime":956.76,"body":"right? This company is making"},{"speaker":"Annemie Tonken","startTime":956.76,"endTime":960.57,"body":"tons of money on what is sort of"},{"speaker":"Annemie Tonken","startTime":956.76,"endTime":960.57,"body":"perceived as a low cost, low"},{"speaker":"Annemie Tonken","startTime":960.57,"endTime":963.66,"body":"value thing, school photos, like"},{"speaker":"Annemie Tonken","startTime":960.57,"endTime":963.66,"body":"the basic school photos that we"},{"speaker":"Annemie Tonken","startTime":963.66,"endTime":964.56,"body":"all grew up with"},{"speaker":"Annemie Tonken","startTime":964.71,"endTime":969.166,"body":"all this to say, I hope that the"},{"speaker":"Annemie Tonken","startTime":964.71,"endTime":969.166,"body":"next time that you have some"},{"speaker":"Annemie Tonken","startTime":969.24,"endTime":973.404,"body":"sort of self doubt, or you"},{"speaker":"Annemie Tonken","startTime":969.24,"endTime":973.404,"body":"consider lowering your prices,"},{"speaker":"Annemie Tonken","startTime":973.477,"endTime":977.934,"body":"because somebody tells you that"},{"speaker":"Annemie Tonken","startTime":973.477,"endTime":977.934,"body":"they can't work with you, and"},{"speaker":"Annemie Tonken","startTime":978.007,"endTime":982.245,"body":"you like them, and you want to"},{"speaker":"Annemie Tonken","startTime":978.007,"endTime":982.245,"body":"work with them, and you you"},{"speaker":"Annemie Tonken","startTime":982.318,"endTime":986.629,"body":"know, or you consider lowering"},{"speaker":"Annemie Tonken","startTime":982.318,"endTime":986.629,"body":"your prices, because you are"},{"speaker":"Annemie Tonken","startTime":986.702,"endTime":990.063,"body":"getting a no from too many"},{"speaker":"Annemie Tonken","startTime":986.702,"endTime":990.063,"body":"people and it feels"},{"speaker":"Annemie Tonken","startTime":990.136,"endTime":994.447,"body":"uncomfortable. I want you to"},{"speaker":"Annemie Tonken","startTime":990.136,"endTime":994.447,"body":"think back on this. And I want"},{"speaker":"Annemie Tonken","startTime":994.52,"endTime":999.269,"body":"you to reconsider what your time"},{"speaker":"Annemie Tonken","startTime":994.52,"endTime":999.269,"body":"and your expertise and your care"},{"speaker":"Annemie Tonken","startTime":999.342,"endTime":1003.945,"body":"and your effort, what all those"},{"speaker":"Annemie Tonken","startTime":999.342,"endTime":1003.945,"body":"things are worth because we are"},{"speaker":"Annemie Tonken","startTime":1004.018,"endTime":1008.694,"body":"pouring so much more than just,"},{"speaker":"Annemie Tonken","startTime":1004.018,"endTime":1008.694,"body":"you know, a like point and click"},{"speaker":"Annemie Tonken","startTime":1008.767,"endTime":1013.224,"body":"kind of an experience into what"},{"speaker":"Annemie Tonken","startTime":1008.767,"endTime":1013.224,"body":"we give our clients and it is"},{"speaker":"Annemie Tonken","startTime":1013.297,"endTime":1017.9,"body":"worthy of investment. And if you"},{"speaker":"Annemie Tonken","startTime":1013.297,"endTime":1017.9,"body":"haven't found those people who"},{"speaker":"Annemie Tonken","startTime":1017.974,"endTime":1022.65,"body":"are you know, believe that it's"},{"speaker":"Annemie Tonken","startTime":1017.974,"endTime":1022.65,"body":"worthy of their investment. A, I"},{"speaker":"Annemie Tonken","startTime":1022.723,"endTime":1026.741,"body":"want you to work harder on"},{"speaker":"Annemie Tonken","startTime":1022.723,"endTime":1026.741,"body":"communicating the value, may"},{"speaker":"Annemie Tonken","startTime":1026.814,"endTime":1031.271,"body":"making it so that you are you"},{"speaker":"Annemie Tonken","startTime":1026.814,"endTime":1031.271,"body":"know, showing them clearly that"},{"speaker":"Annemie Tonken","startTime":1031.344,"endTime":1035.29,"body":"they are getting a very"},{"speaker":"Annemie Tonken","startTime":1031.344,"endTime":1035.29,"body":"different experience than this"},{"speaker":"Annemie Tonken","startTime":1035.363,"endTime":1039.82,"body":"kind of a big box experience."},{"speaker":"Annemie Tonken","startTime":1035.363,"endTime":1039.82,"body":"And I want you to work on your,"},{"speaker":"Annemie Tonken","startTime":1039.893,"endTime":1044.423,"body":"your own kind of mindset around"},{"speaker":"Annemie Tonken","startTime":1039.893,"endTime":1044.423,"body":"this stuff. Because I do think"},{"speaker":"Annemie Tonken","startTime":1044.496,"endTime":1049.099,"body":"that the ability to communicate"},{"speaker":"Annemie Tonken","startTime":1044.496,"endTime":1049.099,"body":"value confidently is 90% of the"},{"speaker":"Annemie Tonken","startTime":1049.172,"endTime":1053.775,"body":"battle I no longer suffer. This"},{"speaker":"Annemie Tonken","startTime":1049.172,"endTime":1053.775,"body":"is not to say that I never did."},{"speaker":"Annemie Tonken","startTime":1053.848,"endTime":1058.451,"body":"But I no longer suffer from any"},{"speaker":"Annemie Tonken","startTime":1053.848,"endTime":1058.451,"body":"sort of impostor syndrome about"},{"speaker":"Annemie Tonken","startTime":1058.524,"endTime":1063.274,"body":"my pricing for my photography. I"},{"speaker":"Annemie Tonken","startTime":1058.524,"endTime":1063.274,"body":"get knows from time to time, but"},{"speaker":"Annemie Tonken","startTime":1063.347,"endTime":1067.584,"body":"I am just I'm I'm okay with"},{"speaker":"Annemie Tonken","startTime":1063.347,"endTime":1067.584,"body":"that. That's fine. And I think"},{"speaker":"Annemie Tonken","startTime":1067.657,"endTime":1072.041,"body":"that when I have these phone"},{"speaker":"Annemie Tonken","startTime":1067.657,"endTime":1072.041,"body":"calls with people, and I'm just"},{"speaker":"Annemie Tonken","startTime":1072.114,"endTime":1076.133,"body":"talking to them about the"},{"speaker":"Annemie Tonken","startTime":1072.114,"endTime":1076.133,"body":"prices, and I'm communicating"},{"speaker":"Annemie Tonken","startTime":1076.206,"endTime":1080.882,"body":"about the it's my confidence in"},{"speaker":"Annemie Tonken","startTime":1076.206,"endTime":1080.882,"body":"that pricing, eight times out of"},{"speaker":"Annemie Tonken","startTime":1080.955,"endTime":1085.266,"body":"10 that I think sort of moves"},{"speaker":"Annemie Tonken","startTime":1080.955,"endTime":1085.266,"body":"people toward going ahead and"},{"speaker":"Annemie Tonken","startTime":1085.339,"endTime":1089.358,"body":"purchasing. And so you know,"},{"speaker":"Annemie Tonken","startTime":1085.339,"endTime":1089.358,"body":"LifeTouch isn't making any"},{"speaker":"Annemie Tonken","startTime":1089.431,"endTime":1093.595,"body":"apologies about their pricing on"},{"speaker":"Annemie Tonken","startTime":1089.431,"endTime":1093.595,"body":"their website. Quite the"},{"speaker":"Annemie Tonken","startTime":1093.668,"endTime":1096.08,"body":"contrary. And neither should you."},{"speaker":"Annemie Tonken","startTime":1096.08,"endTime":1099.32,"body":"So that's my little PSA for"},{"speaker":"Annemie Tonken","startTime":1096.08,"endTime":1099.32,"body":"today. I hope you guys are"},{"speaker":"Annemie Tonken","startTime":1099.38,"endTime":1103.04,"body":"having a great week. And and I"},{"speaker":"Annemie Tonken","startTime":1099.38,"endTime":1103.04,"body":"would love for you to hop into"},{"speaker":"Annemie Tonken","startTime":1103.1,"endTime":1106.64,"body":"the Facebook group. It's, you"},{"speaker":"Annemie Tonken","startTime":1103.1,"endTime":1106.64,"body":"know, if you just search this"},{"speaker":"Annemie Tonken","startTime":1106.7,"endTime":1110.36,"body":"can't be that hard on Facebook,"},{"speaker":"Annemie Tonken","startTime":1106.7,"endTime":1110.36,"body":"if you're not already part of"},{"speaker":"Annemie Tonken","startTime":1110.42,"endTime":1113.96,"body":"the group, come join us. It's a"},{"speaker":"Annemie Tonken","startTime":1110.42,"endTime":1113.96,"body":"great safe space. It's very"},{"speaker":"Annemie Tonken","startTime":1114.02,"endTime":1117.86,"body":"positive, we keep it. We keep it"},{"speaker":"Annemie Tonken","startTime":1114.02,"endTime":1117.86,"body":"all positive in there, where we"},{"speaker":"Annemie Tonken","startTime":1117.92,"endTime":1121.46,"body":"talk about the business of"},{"speaker":"Annemie Tonken","startTime":1117.92,"endTime":1121.46,"body":"photography, and I would love to"},{"speaker":"Annemie Tonken","startTime":1121.52,"endTime":1125.18,"body":"have a conversation with you"},{"speaker":"Annemie Tonken","startTime":1121.52,"endTime":1125.18,"body":"about this big box versus custom"},{"speaker":"Annemie Tonken","startTime":1125.24,"endTime":1128.96,"body":"work and, and sort of all that"},{"speaker":"Annemie Tonken","startTime":1125.24,"endTime":1128.96,"body":"goes into that. So love to hear"},{"speaker":"Annemie Tonken","startTime":1129.02,"endTime":1131.66,"body":"your thoughts. Thanks so much"},{"speaker":"Annemie Tonken","startTime":1129.02,"endTime":1131.66,"body":"for listening."},{"speaker":"Annemie Tonken","startTime":1131.66,"endTime":1135.296,"body":"Well, that's it for this week's"},{"speaker":"Annemie Tonken","startTime":1131.66,"endTime":1135.296,"body":"episode of This can't be that"},{"speaker":"Annemie Tonken","startTime":1135.356,"endTime":1138.814,"body":"hard. I'll be back Same time,"},{"speaker":"Annemie Tonken","startTime":1135.356,"endTime":1138.814,"body":"same place next week. In the"},{"speaker":"Annemie Tonken","startTime":1138.873,"endTime":1142.331,"body":"meantime, you can find more"},{"speaker":"Annemie Tonken","startTime":1138.873,"endTime":1142.331,"body":"information about this episode"},{"speaker":"Annemie Tonken","startTime":1142.391,"endTime":1145.789,"body":"along with all the relevant"},{"speaker":"Annemie Tonken","startTime":1142.391,"endTime":1145.789,"body":"links, notes and downloads at"},{"speaker":"Annemie Tonken","startTime":1145.849,"endTime":1148.77,"body":"this can't be that"},{"speaker":"Annemie Tonken","startTime":1145.849,"endTime":1148.77,"body":"hard.com/learn If you like the"},{"speaker":"Annemie Tonken","startTime":1148.83,"endTime":1152.288,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":1148.83,"endTime":1152.288,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":1152.347,"endTime":1155.924,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":1152.347,"endTime":1155.924,"body":"review in iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":1155.984,"endTime":1159.8,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":1155.984,"endTime":1159.8,"body":"hope you have a fantastic week."}]}