{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.45,"endTime":2.76,"body":"Recently, my"},{"speaker":"Annemie Tonken","startTime":0.45,"endTime":2.76,"body":"family was lucky enough to be"},{"speaker":"Annemie Tonken","startTime":2.76,"endTime":7.08,"body":"invited on a private tour of the"},{"speaker":"Annemie Tonken","startTime":2.76,"endTime":7.08,"body":"Field Museum in Chicago, which"},{"speaker":"Annemie Tonken","startTime":7.08,"endTime":11.52,"body":"was absolutely amazing asked me"},{"speaker":"Annemie Tonken","startTime":7.08,"endTime":11.52,"body":"about it sometime, if I meet you"},{"speaker":"Annemie Tonken","startTime":11.52,"endTime":15.06,"body":"at a conference or something, it"},{"speaker":"Annemie Tonken","startTime":11.52,"endTime":15.06,"body":"really was just this"},{"speaker":"Annemie Tonken","startTime":15.06,"endTime":19.8,"body":"extraordinary opportunity to"},{"speaker":"Annemie Tonken","startTime":15.06,"endTime":19.8,"body":"kind of dive into the bowels of"},{"speaker":"Annemie Tonken","startTime":19.83,"endTime":23.01,"body":"a major museum and see behind"},{"speaker":"Annemie Tonken","startTime":19.83,"endTime":23.01,"body":"the scenes of a bunch of"},{"speaker":"Annemie Tonken","startTime":23.01,"endTime":26.22,"body":"different stuff. So that was"},{"speaker":"Annemie Tonken","startTime":23.01,"endTime":26.22,"body":"super cool. But probably the"},{"speaker":"Annemie Tonken","startTime":26.22,"endTime":30.99,"body":"highlight of the tour was when"},{"speaker":"Annemie Tonken","startTime":26.22,"endTime":30.99,"body":"we ended up in the paleontology"},{"speaker":"Annemie Tonken","startTime":31.02,"endTime":34.29,"body":"research lab. So this is like,"},{"speaker":"Annemie Tonken","startTime":31.02,"endTime":34.29,"body":"you know, they've got all these"},{"speaker":"Annemie Tonken","startTime":34.29,"endTime":38.28,"body":"dinosaur bones and things up in"},{"speaker":"Annemie Tonken","startTime":34.29,"endTime":38.28,"body":"the, in the main exhibit area."},{"speaker":"Annemie Tonken","startTime":38.61,"endTime":42.18,"body":"And then they have this huge"},{"speaker":"Annemie Tonken","startTime":38.61,"endTime":42.18,"body":"research facility under the"},{"speaker":"Annemie Tonken","startTime":42.18,"endTime":47.25,"body":"museum where they've got all of"},{"speaker":"Annemie Tonken","startTime":42.18,"endTime":47.25,"body":"these fossils and bones and all"},{"speaker":"Annemie Tonken","startTime":47.25,"endTime":50.04,"body":"these different things that"},{"speaker":"Annemie Tonken","startTime":47.25,"endTime":50.04,"body":"scientists are using as part of"},{"speaker":"Annemie Tonken","startTime":50.04,"endTime":53.73,"body":"their research. So we got to go"},{"speaker":"Annemie Tonken","startTime":50.04,"endTime":53.73,"body":"in there. And they were showing"},{"speaker":"Annemie Tonken","startTime":53.73,"endTime":57.72,"body":"us the I think the oldest fossil"},{"speaker":"Annemie Tonken","startTime":53.73,"endTime":57.72,"body":"that they had in there was from"},{"speaker":"Annemie Tonken","startTime":57.72,"endTime":63.06,"body":"this 300 million year old"},{"speaker":"Annemie Tonken","startTime":57.72,"endTime":63.06,"body":"dinosaur creature thing. It was"},{"speaker":"Annemie Tonken","startTime":63.06,"endTime":67.05,"body":"wild. So we got to see all that"},{"speaker":"Annemie Tonken","startTime":63.06,"endTime":67.05,"body":"up close in person and sort of"},{"speaker":"Annemie Tonken","startTime":67.05,"endTime":71.16,"body":"hear all the stories. 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So we show"},{"speaker":"Annemie Tonken","startTime":75.63,"endTime":81.21,"body":"up in that lab, and this sort of"},{"speaker":"Annemie Tonken","startTime":81.24,"endTime":86.97,"body":"small, pierced, you know, sleeve"},{"speaker":"Annemie Tonken","startTime":81.24,"endTime":86.97,"body":"tattooed woman named Jing Mei"},{"speaker":"Annemie Tonken","startTime":87.0,"endTime":92.94,"body":"O'Connor, you know, walks up,"},{"speaker":"Annemie Tonken","startTime":87.0,"endTime":92.94,"body":"and honestly, I took one look at"},{"speaker":"Annemie Tonken","startTime":92.94,"endTime":96.3,"body":"her and figured she was maybe a"},{"speaker":"Annemie Tonken","startTime":92.94,"endTime":96.3,"body":"doctoral student or something"},{"speaker":"Annemie Tonken","startTime":96.3,"endTime":100.95,"body":"like that. But no, she is. She's"},{"speaker":"Annemie Tonken","startTime":96.3,"endTime":100.95,"body":"a full paleontologist with quite"},{"speaker":"Annemie Tonken","startTime":100.95,"endTime":105.93,"body":"a bit of a claim and accolade."},{"speaker":"Annemie Tonken","startTime":100.95,"endTime":105.93,"body":"And she is at the museum. She's"},{"speaker":"Annemie Tonken","startTime":105.93,"endTime":110.43,"body":"the Associate Curator of fossil"},{"speaker":"Annemie Tonken","startTime":105.93,"endTime":110.43,"body":"reptiles. So of course, I know"},{"speaker":"Annemie Tonken","startTime":110.43,"endTime":114.15,"body":"nothing about paleontology in"},{"speaker":"Annemie Tonken","startTime":110.43,"endTime":114.15,"body":"the world. But she is widely"},{"speaker":"Annemie Tonken","startTime":114.15,"endTime":119.25,"body":"known in scientific circles as"},{"speaker":"Annemie Tonken","startTime":114.15,"endTime":119.25,"body":"the punk rock paleontologist."},{"speaker":"Annemie Tonken","startTime":119.25,"endTime":122.4,"body":"This is what I found out at the"},{"speaker":"Annemie Tonken","startTime":119.25,"endTime":122.4,"body":"end of the tour from someone"},{"speaker":"Annemie Tonken","startTime":122.4,"endTime":124.98,"body":"else who was like, oh, man,"},{"speaker":"Annemie Tonken","startTime":122.4,"endTime":124.98,"body":"that's awesome that you got a"},{"speaker":"Annemie Tonken","startTime":124.98,"endTime":129.84,"body":"tour from the punk rock"},{"speaker":"Annemie Tonken","startTime":124.98,"endTime":129.84,"body":"paleontologists. So this woman"},{"speaker":"Annemie Tonken","startTime":129.84,"endTime":134.16,"body":"was awesome. Like she was"},{"speaker":"Annemie Tonken","startTime":129.84,"endTime":134.16,"body":"unquestionably super"},{"speaker":"Annemie Tonken","startTime":134.16,"endTime":137.52,"body":"enthusiastic, super passionate"},{"speaker":"Annemie Tonken","startTime":134.16,"endTime":137.52,"body":"about what she was showing us. I"},{"speaker":"Annemie Tonken","startTime":137.52,"endTime":140.25,"body":"mean, and the group that I was"},{"speaker":"Annemie Tonken","startTime":137.52,"endTime":140.25,"body":"with, it was my family and a few"},{"speaker":"Annemie Tonken","startTime":140.25,"endTime":143.58,"body":"other people. None of us knew"},{"speaker":"Annemie Tonken","startTime":140.25,"endTime":143.58,"body":"anything about this. And she was"},{"speaker":"Annemie Tonken","startTime":143.58,"endTime":147.03,"body":"just going on and on and on, to"},{"speaker":"Annemie Tonken","startTime":143.58,"endTime":147.03,"body":"the extent and I always have"},{"speaker":"Annemie Tonken","startTime":147.03,"endTime":149.97,"body":"lots of questions and situations"},{"speaker":"Annemie Tonken","startTime":147.03,"endTime":149.97,"body":"like that. So I'm like the nerd"},{"speaker":"Annemie Tonken","startTime":149.97,"endTime":154.02,"body":"who's raising my hand. I"},{"speaker":"Annemie Tonken","startTime":149.97,"endTime":154.02,"body":"couldn't even get a question in"},{"speaker":"Annemie Tonken","startTime":154.02,"endTime":157.47,"body":"edgewise because she was just"},{"speaker":"Annemie Tonken","startTime":154.02,"endTime":157.47,"body":"like, I didn't want to interrupt"},{"speaker":"Annemie Tonken","startTime":157.47,"endTime":160.71,"body":"her flow. And she was so"},{"speaker":"Annemie Tonken","startTime":157.47,"endTime":160.71,"body":"obviously, in that state of"},{"speaker":"Annemie Tonken","startTime":160.71,"endTime":164.04,"body":"flow, talking about different"},{"speaker":"Annemie Tonken","startTime":160.71,"endTime":164.04,"body":"projects that were going on in"},{"speaker":"Annemie Tonken","startTime":164.04,"endTime":166.68,"body":"the history of various things."},{"speaker":"Annemie Tonken","startTime":164.04,"endTime":166.68,"body":"And why they thought that, you"},{"speaker":"Annemie Tonken","startTime":166.68,"endTime":169.74,"body":"know, this one feature meant"},{"speaker":"Annemie Tonken","startTime":166.68,"endTime":169.74,"body":"this other thing, it was really"},{"speaker":"Annemie Tonken","startTime":170.01,"endTime":170.67,"body":"incredible."},{"speaker":"Annemie Tonken","startTime":171.0,"endTime":174.33,"body":"And one of my favorite things"},{"speaker":"Annemie Tonken","startTime":171.0,"endTime":174.33,"body":"about the tour was watching my"},{"speaker":"Annemie Tonken","startTime":174.33,"endTime":178.62,"body":"kids get so involved, and"},{"speaker":"Annemie Tonken","startTime":174.33,"endTime":178.62,"body":"neither of my kids has ever even"},{"speaker":"Annemie Tonken","startTime":178.62,"endTime":181.32,"body":"gone through like a big dinosaur"},{"speaker":"Annemie Tonken","startTime":178.62,"endTime":181.32,"body":"phase. I know that that's a"},{"speaker":"Annemie Tonken","startTime":181.32,"endTime":184.17,"body":"thing for a lot of kids. My kids"},{"speaker":"Annemie Tonken","startTime":181.32,"endTime":184.17,"body":"never really did that. So this"},{"speaker":"Annemie Tonken","startTime":184.17,"endTime":187.11,"body":"was not something that they were"},{"speaker":"Annemie Tonken","startTime":184.17,"endTime":187.11,"body":"particularly. I mean, they were"},{"speaker":"Annemie Tonken","startTime":187.11,"endTime":188.88,"body":"excited about the tour of the"},{"speaker":"Annemie Tonken","startTime":187.11,"endTime":188.88,"body":"museum, but they weren't"},{"speaker":"Annemie Tonken","startTime":188.88,"endTime":192.27,"body":"necessarily like, oh, gosh, I"},{"speaker":"Annemie Tonken","startTime":188.88,"endTime":192.27,"body":"can't wait to go see fossils and"},{"speaker":"Annemie Tonken","startTime":192.27,"endTime":194.46,"body":"dinosaur bones. We didn't even"},{"speaker":"Annemie Tonken","startTime":192.27,"endTime":194.46,"body":"know that that was going to"},{"speaker":"Annemie Tonken","startTime":194.46,"endTime":198.36,"body":"happen. But as soon as we walk"},{"speaker":"Annemie Tonken","startTime":194.46,"endTime":198.36,"body":"in the door, and this woman just"},{"speaker":"Annemie Tonken","startTime":198.36,"endTime":203.07,"body":"kind of like animatedly starts"},{"speaker":"Annemie Tonken","startTime":198.36,"endTime":203.07,"body":"to talk about what she's, you"},{"speaker":"Annemie Tonken","startTime":203.07,"endTime":205.86,"body":"know, passionate about, and all"},{"speaker":"Annemie Tonken","startTime":203.07,"endTime":205.86,"body":"that sort of thing. Both of my"},{"speaker":"Annemie Tonken","startTime":205.86,"endTime":210.3,"body":"kids and my 17 year old in"},{"speaker":"Annemie Tonken","startTime":205.86,"endTime":210.3,"body":"particular, were like, absorbed,"},{"speaker":"Annemie Tonken","startTime":210.3,"endTime":214.2,"body":"absolutely interested. And"},{"speaker":"Annemie Tonken","startTime":210.3,"endTime":214.2,"body":"afterward, we were all just"},{"speaker":"Annemie Tonken","startTime":214.2,"endTime":216.45,"body":"like, ah, can you believe that,"},{"speaker":"Annemie Tonken","startTime":214.2,"endTime":216.45,"body":"and we were talking about"},{"speaker":"Annemie Tonken","startTime":216.45,"endTime":220.26,"body":"various things that she had"},{"speaker":"Annemie Tonken","startTime":216.45,"endTime":220.26,"body":"raised. And what was amazing was"},{"speaker":"Annemie Tonken","startTime":220.26,"endTime":224.13,"body":"that after the fact, my 17 year"},{"speaker":"Annemie Tonken","startTime":220.26,"endTime":224.13,"body":"old, who I can barely get to,"},{"speaker":"Annemie Tonken","startTime":224.16,"endTime":228.6,"body":"you know, email, his"},{"speaker":"Annemie Tonken","startTime":224.16,"endTime":228.6,"body":"grandparents or whatever. He"},{"speaker":"Annemie Tonken","startTime":228.75,"endTime":232.98,"body":"took the initiative to look her"},{"speaker":"Annemie Tonken","startTime":228.75,"endTime":232.98,"body":"up, find an email address for"},{"speaker":"Annemie Tonken","startTime":232.98,"endTime":236.25,"body":"her and send her an email"},{"speaker":"Annemie Tonken","startTime":232.98,"endTime":236.25,"body":"thanking her and asking her a"},{"speaker":"Annemie Tonken","startTime":236.25,"endTime":238.92,"body":"couple of follow up questions,"},{"speaker":"Annemie Tonken","startTime":236.25,"endTime":238.92,"body":"you know, after which they had"},{"speaker":"Annemie Tonken","startTime":238.92,"endTime":243.0,"body":"this cool kind of back and forth"},{"speaker":"Annemie Tonken","startTime":238.92,"endTime":243.0,"body":"where, you know, I think it was"},{"speaker":"Annemie Tonken","startTime":243.0,"endTime":247.65,"body":"his first experience with an"},{"speaker":"Annemie Tonken","startTime":243.0,"endTime":247.65,"body":"educator, certainly at that"},{"speaker":"Annemie Tonken","startTime":247.65,"endTime":250.8,"body":"level, taking the time to answer"},{"speaker":"Annemie Tonken","startTime":247.65,"endTime":250.8,"body":"a question. So anyway, I knew"},{"speaker":"Annemie Tonken","startTime":250.8,"endTime":252.63,"body":"that she had kind of tapped into"},{"speaker":"Annemie Tonken","startTime":250.8,"endTime":252.63,"body":"something."},{"speaker":"Annemie Tonken","startTime":253.86,"endTime":257.07,"body":"As fun as that was as fun as"},{"speaker":"Annemie Tonken","startTime":253.86,"endTime":257.07,"body":"what she was telling us was all"},{"speaker":"Annemie Tonken","startTime":257.07,"endTime":260.4,"body":"that sort of thing. The truth is"},{"speaker":"Annemie Tonken","startTime":257.07,"endTime":260.4,"body":"that and when I was thinking"},{"speaker":"Annemie Tonken","startTime":260.4,"endTime":263.43,"body":"about it, it wasn't so much that"},{"speaker":"Annemie Tonken","startTime":260.4,"endTime":263.43,"body":"all of a sudden she ignited a"},{"speaker":"Annemie Tonken","startTime":263.43,"endTime":268.89,"body":"passion in all of her for"},{"speaker":"Annemie Tonken","startTime":263.43,"endTime":268.89,"body":"dinosaurs or anything like that."},{"speaker":"Annemie Tonken","startTime":268.92,"endTime":273.72,"body":"What kind of hooked him in was"},{"speaker":"Annemie Tonken","startTime":268.92,"endTime":273.72,"body":"more than just the facts. If"},{"speaker":"Annemie Tonken","startTime":273.72,"endTime":278.4,"body":"those same facts had been"},{"speaker":"Annemie Tonken","startTime":273.72,"endTime":278.4,"body":"delivered by, you know, some old"},{"speaker":"Annemie Tonken","startTime":278.4,"endTime":282.21,"body":"white dude in a lab coat, I have"},{"speaker":"Annemie Tonken","startTime":278.4,"endTime":282.21,"body":"pretty serious doubts that Ali's"},{"speaker":"Annemie Tonken","startTime":282.21,"endTime":285.09,"body":"fascination would have been the"},{"speaker":"Annemie Tonken","startTime":282.21,"endTime":285.09,"body":"same the punk rock"},{"speaker":"Annemie Tonken","startTime":285.09,"endTime":288.18,"body":"paleontologist got her name, she"},{"speaker":"Annemie Tonken","startTime":285.09,"endTime":288.18,"body":"got her reputation and she"},{"speaker":"Annemie Tonken","startTime":288.18,"endTime":291.24,"body":"definitely got my son's"},{"speaker":"Annemie Tonken","startTime":288.18,"endTime":291.24,"body":"attention by just kind of"},{"speaker":"Annemie Tonken","startTime":291.42,"endTime":295.86,"body":"embracing and leaning"},{"speaker":"Annemie Tonken","startTime":291.42,"endTime":295.86,"body":"wholeheartedly into who she is."},{"speaker":"Annemie Tonken","startTime":295.92,"endTime":301.17,"body":"And that is what leads me to"},{"speaker":"Annemie Tonken","startTime":295.92,"endTime":301.17,"body":"what I want to do. Talk about in"},{"speaker":"Annemie Tonken","startTime":301.17,"endTime":306.09,"body":"today's episode, welcome to this"},{"speaker":"Annemie Tonken","startTime":301.17,"endTime":306.09,"body":"can't be that hard. My name is"},{"speaker":"Annemie Tonken","startTime":306.09,"endTime":309.21,"body":"Annemie Tonken. And I help"},{"speaker":"Annemie Tonken","startTime":306.09,"endTime":309.21,"body":"photographers run profitable,"},{"speaker":"Annemie Tonken","startTime":309.21,"endTime":313.56,"body":"sustainable businesses that they"},{"speaker":"Annemie Tonken","startTime":309.21,"endTime":313.56,"body":"love. Each week on the podcast,"},{"speaker":"Annemie Tonken","startTime":313.56,"endTime":317.13,"body":"I cover simple, actionable"},{"speaker":"Annemie Tonken","startTime":313.56,"endTime":317.13,"body":"strategies and systems that"},{"speaker":"Annemie Tonken","startTime":317.13,"endTime":320.67,"body":"photographers at every level of"},{"speaker":"Annemie Tonken","startTime":317.13,"endTime":320.67,"body":"experience can use to earn more"},{"speaker":"Annemie Tonken","startTime":320.67,"endTime":324.78,"body":"money in a more sustainable way."},{"speaker":"Annemie Tonken","startTime":320.67,"endTime":324.78,"body":"Running a photography business"},{"speaker":"Annemie Tonken","startTime":324.81,"endTime":328.59,"body":"doesn't have to be that hard."},{"speaker":"Annemie Tonken","startTime":324.81,"endTime":328.59,"body":"You can do it. And I can show"},{"speaker":"Annemie Tonken","startTime":328.59,"endTime":329.01,"body":"you how."},{"speaker":"Annemie Tonken","startTime":333.44,"endTime":336.92,"body":"All right, so we've talked about"},{"speaker":"Annemie Tonken","startTime":333.44,"endTime":336.92,"body":"this before, but I want to take"},{"speaker":"Annemie Tonken","startTime":336.95,"endTime":341.63,"body":"a slightly different tack today,"},{"speaker":"Annemie Tonken","startTime":336.95,"endTime":341.63,"body":"when I asked the question, why"},{"speaker":"Annemie Tonken","startTime":341.63,"endTime":346.28,"body":"should someone hire you? Right?"},{"speaker":"Annemie Tonken","startTime":341.63,"endTime":346.28,"body":"We're all good at taking photos."},{"speaker":"Annemie Tonken","startTime":346.4,"endTime":348.59,"body":"And if you don't feel like"},{"speaker":"Annemie Tonken","startTime":346.4,"endTime":348.59,"body":"you're good at taking photos,"},{"speaker":"Annemie Tonken","startTime":348.59,"endTime":352.88,"body":"that's step one. You got to work"},{"speaker":"Annemie Tonken","startTime":348.59,"endTime":352.88,"body":"on that first. And when I talk"},{"speaker":"Annemie Tonken","startTime":352.88,"endTime":355.82,"body":"to photographers sometimes about"},{"speaker":"Annemie Tonken","startTime":352.88,"endTime":355.82,"body":"this, and I say, you know,"},{"speaker":"Annemie Tonken","startTime":355.82,"endTime":358.31,"body":"what's your unique value"},{"speaker":"Annemie Tonken","startTime":355.82,"endTime":358.31,"body":"proposition or whatever you want"},{"speaker":"Annemie Tonken","startTime":358.31,"endTime":361.79,"body":"to call it, like what makes you"},{"speaker":"Annemie Tonken","startTime":358.31,"endTime":361.79,"body":"the right person for somebody, a"},{"speaker":"Annemie Tonken","startTime":361.79,"endTime":365.33,"body":"lot of times, and I've done this"},{"speaker":"Annemie Tonken","startTime":361.79,"endTime":365.33,"body":"myself in the past, people will"},{"speaker":"Annemie Tonken","startTime":365.33,"endTime":367.97,"body":"start to say, well, you know,"},{"speaker":"Annemie Tonken","startTime":365.33,"endTime":367.97,"body":"it's my great customer service,"},{"speaker":"Annemie Tonken","startTime":367.97,"endTime":371.63,"body":"I give great service. The fact"},{"speaker":"Annemie Tonken","startTime":367.97,"endTime":371.63,"body":"of the matter is, your ability"},{"speaker":"Annemie Tonken","startTime":371.63,"endTime":375.86,"body":"to take good photos, and your"},{"speaker":"Annemie Tonken","startTime":371.63,"endTime":375.86,"body":"great customer service should be"},{"speaker":"Annemie Tonken","startTime":375.89,"endTime":380.42,"body":"able to be assumed, I think that"},{"speaker":"Annemie Tonken","startTime":375.89,"endTime":380.42,"body":"if again, either of those are"},{"speaker":"Annemie Tonken","startTime":380.42,"endTime":384.29,"body":"areas where you feel like you"},{"speaker":"Annemie Tonken","startTime":380.42,"endTime":384.29,"body":"are coming up short, you need to"},{"speaker":"Annemie Tonken","startTime":384.29,"endTime":388.46,"body":"put effort into that right away,"},{"speaker":"Annemie Tonken","startTime":384.29,"endTime":388.46,"body":"that should be something that"},{"speaker":"Annemie Tonken","startTime":388.46,"endTime":393.86,"body":"your clients your paying clients"},{"speaker":"Annemie Tonken","startTime":388.46,"endTime":393.86,"body":"can expect from you. So I kind"},{"speaker":"Annemie Tonken","startTime":393.86,"endTime":398.87,"body":"of want to just erase those two"},{"speaker":"Annemie Tonken","startTime":393.86,"endTime":398.87,"body":"things as even a factor in the"},{"speaker":"Annemie Tonken","startTime":398.87,"endTime":402.32,"body":"hiring process. Obviously, if"},{"speaker":"Annemie Tonken","startTime":398.87,"endTime":402.32,"body":"someone is even bothering to"},{"speaker":"Annemie Tonken","startTime":402.32,"endTime":405.59,"body":"navigate to your contact"},{"speaker":"Annemie Tonken","startTime":402.32,"endTime":405.59,"body":"information, they think your"},{"speaker":"Annemie Tonken","startTime":405.59,"endTime":409.61,"body":"photos are good. And they again"},{"speaker":"Annemie Tonken","startTime":405.59,"endTime":409.61,"body":"should be able to assume that"},{"speaker":"Annemie Tonken","startTime":409.61,"endTime":413.21,"body":"your customer service is going"},{"speaker":"Annemie Tonken","startTime":409.61,"endTime":413.21,"body":"to be good. We all expect great"},{"speaker":"Annemie Tonken","startTime":413.21,"endTime":416.81,"body":"customer service in every"},{"speaker":"Annemie Tonken","startTime":413.21,"endTime":416.81,"body":"situation. Or even if we don't"},{"speaker":"Annemie Tonken","startTime":416.81,"endTime":421.79,"body":"expect it, we want it we hope"},{"speaker":"Annemie Tonken","startTime":416.81,"endTime":421.79,"body":"for it. And the more we pay, the"},{"speaker":"Annemie Tonken","startTime":421.79,"endTime":423.8,"body":"more we feel entitled to it."},{"speaker":"Annemie Tonken","startTime":423.95,"endTime":427.97,"body":"So we should all be giving"},{"speaker":"Annemie Tonken","startTime":423.95,"endTime":427.97,"body":"customer service at or above the"},{"speaker":"Annemie Tonken","startTime":427.97,"endTime":432.8,"body":"level where we are charging for"},{"speaker":"Annemie Tonken","startTime":427.97,"endTime":432.8,"body":"our services. Beyond that, you"},{"speaker":"Annemie Tonken","startTime":432.8,"endTime":436.46,"body":"have to start to think outside"},{"speaker":"Annemie Tonken","startTime":432.8,"endTime":436.46,"body":"the box. Right? What is it that"},{"speaker":"Annemie Tonken","startTime":436.46,"endTime":441.38,"body":"you're great at? What is it that"},{"speaker":"Annemie Tonken","startTime":436.46,"endTime":441.38,"body":"you love? And I think that what"},{"speaker":"Annemie Tonken","startTime":441.38,"endTime":446.51,"body":"most of us do is we look at our"},{"speaker":"Annemie Tonken","startTime":441.38,"endTime":446.51,"body":"photography and our niche within"},{"speaker":"Annemie Tonken","startTime":446.51,"endTime":450.8,"body":"photography. And we answer that"},{"speaker":"Annemie Tonken","startTime":446.51,"endTime":450.8,"body":"question with those blinders on."},{"speaker":"Annemie Tonken","startTime":450.83,"endTime":454.4,"body":"Like, what is it about family"},{"speaker":"Annemie Tonken","startTime":450.83,"endTime":454.4,"body":"photography that I'm great at?"},{"speaker":"Annemie Tonken","startTime":454.4,"endTime":458.24,"body":"What is it that I love about pet"},{"speaker":"Annemie Tonken","startTime":454.4,"endTime":458.24,"body":"photography, or you know,"},{"speaker":"Annemie Tonken","startTime":458.27,"endTime":461.3,"body":"whatever, whatever your"},{"speaker":"Annemie Tonken","startTime":458.27,"endTime":461.3,"body":"particular niche is, we try and"},{"speaker":"Annemie Tonken","startTime":461.3,"endTime":465.5,"body":"think specifically along those"},{"speaker":"Annemie Tonken","startTime":461.3,"endTime":465.5,"body":"lines about, you know, how we"},{"speaker":"Annemie Tonken","startTime":465.5,"endTime":469.01,"body":"can differentiate ourselves in"},{"speaker":"Annemie Tonken","startTime":465.5,"endTime":469.01,"body":"the sea of wedding photographers"},{"speaker":"Annemie Tonken","startTime":469.01,"endTime":472.55,"body":"out there. But the fact of the"},{"speaker":"Annemie Tonken","startTime":469.01,"endTime":472.55,"body":"matter is, we are all, you know,"},{"speaker":"Annemie Tonken","startTime":472.55,"endTime":476.9,"body":"people who, in addition to"},{"speaker":"Annemie Tonken","startTime":472.55,"endTime":476.9,"body":"photography are interested in"},{"speaker":"Annemie Tonken","startTime":476.93,"endTime":481.91,"body":"and talented at all kinds of"},{"speaker":"Annemie Tonken","startTime":476.93,"endTime":481.91,"body":"things, right. And, you know,"},{"speaker":"Annemie Tonken","startTime":481.91,"endTime":485.9,"body":"I'm sure that some of your"},{"speaker":"Annemie Tonken","startTime":481.91,"endTime":485.9,"body":"interests and strengths go well"},{"speaker":"Annemie Tonken","startTime":485.93,"endTime":488.81,"body":"with your chosen niche and"},{"speaker":"Annemie Tonken","startTime":485.93,"endTime":488.81,"body":"photography. That makes sense,"},{"speaker":"Annemie Tonken","startTime":488.81,"endTime":491.93,"body":"right? A lot of family"},{"speaker":"Annemie Tonken","startTime":488.81,"endTime":491.93,"body":"photographers are great with"},{"speaker":"Annemie Tonken","startTime":491.93,"endTime":496.19,"body":"kids, you kind of have to be in"},{"speaker":"Annemie Tonken","startTime":491.93,"endTime":496.19,"body":"order to be interested in being"},{"speaker":"Annemie Tonken","startTime":496.19,"endTime":500.36,"body":"a family photographer. But you"},{"speaker":"Annemie Tonken","startTime":496.19,"endTime":500.36,"body":"know, maybe you can go a little"},{"speaker":"Annemie Tonken","startTime":500.36,"endTime":504.59,"body":"deeper than that maybe you are"},{"speaker":"Annemie Tonken","startTime":500.36,"endTime":504.59,"body":"especially great with"},{"speaker":"Annemie Tonken","startTime":504.62,"endTime":509.42,"body":"uncooperative three year olds,"},{"speaker":"Annemie Tonken","startTime":504.62,"endTime":509.42,"body":"right. And you can lean into"},{"speaker":"Annemie Tonken","startTime":509.42,"endTime":512.57,"body":"that in your marketing and talk"},{"speaker":"Annemie Tonken","startTime":509.42,"endTime":512.57,"body":"about how you're the toddler"},{"speaker":"Annemie Tonken","startTime":512.57,"endTime":517.37,"body":"whisperer. This is a great thing"},{"speaker":"Annemie Tonken","startTime":512.57,"endTime":517.37,"body":"that you you know, can mine any"},{"speaker":"Annemie Tonken","startTime":517.37,"endTime":521.48,"body":"testimonials or letters from"},{"speaker":"Annemie Tonken","startTime":517.37,"endTime":521.48,"body":"clients, things like that, that"},{"speaker":"Annemie Tonken","startTime":521.48,"endTime":524.48,"body":"you have, where they talk"},{"speaker":"Annemie Tonken","startTime":521.48,"endTime":524.48,"body":"specifically about what you do?"},{"speaker":"Annemie Tonken","startTime":524.48,"endTime":527.87,"body":"Well look at that and say, you"},{"speaker":"Annemie Tonken","startTime":524.48,"endTime":527.87,"body":"know, is there a pattern here?"},{"speaker":"Annemie Tonken","startTime":527.87,"endTime":530.66,"body":"What am I really particularly"},{"speaker":"Annemie Tonken","startTime":527.87,"endTime":530.66,"body":"good at? And how can I leverage"},{"speaker":"Annemie Tonken","startTime":530.66,"endTime":534.47,"body":"that messaging in my marketing,"},{"speaker":"Annemie Tonken","startTime":530.66,"endTime":534.47,"body":"extra points, if you can come up"},{"speaker":"Annemie Tonken","startTime":534.47,"endTime":540.83,"body":"with something catchy and sort"},{"speaker":"Annemie Tonken","startTime":534.47,"endTime":540.83,"body":"of arresting to, to call that"},{"speaker":"Annemie Tonken","startTime":540.86,"endTime":544.7,"body":"like the toddler whisperer."},{"speaker":"Annemie Tonken","startTime":540.86,"endTime":544.7,"body":"Similarly, you know, just about"},{"speaker":"Annemie Tonken","startTime":544.7,"endTime":548.87,"body":"any pet photographer out there"},{"speaker":"Annemie Tonken","startTime":544.7,"endTime":548.87,"body":"is going to love animals. So I"},{"speaker":"Annemie Tonken","startTime":548.87,"endTime":553.79,"body":"think it's sort of redundant,"},{"speaker":"Annemie Tonken","startTime":548.87,"endTime":553.79,"body":"assumed whatever, you know, on"},{"speaker":"Annemie Tonken","startTime":553.79,"endTime":555.83,"body":"your website, obviously, you're"},{"speaker":"Annemie Tonken","startTime":553.79,"endTime":555.83,"body":"going to talk about like your"},{"speaker":"Annemie Tonken","startTime":555.83,"endTime":560.09,"body":"pets, or what got you interested"},{"speaker":"Annemie Tonken","startTime":555.83,"endTime":560.09,"body":"in pet photography or whatever,"},{"speaker":"Annemie Tonken","startTime":560.12,"endTime":564.02,"body":"that's fine, that's good. But"},{"speaker":"Annemie Tonken","startTime":560.12,"endTime":564.02,"body":"it's kind of baseline. Like, I'm"},{"speaker":"Annemie Tonken","startTime":564.02,"endTime":566.84,"body":"sure that if you're shopping for"},{"speaker":"Annemie Tonken","startTime":564.02,"endTime":566.84,"body":"pet photographers, just about"},{"speaker":"Annemie Tonken","startTime":566.84,"endTime":569.96,"body":"every single website is going to"},{"speaker":"Annemie Tonken","startTime":566.84,"endTime":569.96,"body":"showcase a headshot of that"},{"speaker":"Annemie Tonken","startTime":569.96,"endTime":574.01,"body":"person with their dog or their"},{"speaker":"Annemie Tonken","startTime":569.96,"endTime":574.01,"body":"horse or whatever. And so you"},{"speaker":"Annemie Tonken","startTime":574.01,"endTime":577.85,"body":"need to come up with like,"},{"speaker":"Annemie Tonken","startTime":574.01,"endTime":577.85,"body":"what's your special sauce? Like?"},{"speaker":"Annemie Tonken","startTime":577.0,"endTime":578.35,"body":"your sub area of expertise or"},{"speaker":"Annemie Tonken","startTime":577.0,"endTime":578.35,"body":"the thing that you particularly"},{"speaker":"Annemie Tonken","startTime":577.85,"endTime":577.97,"body":"What's"},{"speaker":"Annemie Tonken","startTime":578.35,"endTime":579.64,"body":"love? And sometimes again, this"},{"speaker":"Annemie Tonken","startTime":578.35,"endTime":579.64,"body":"isn't something that you're"},{"speaker":"Annemie Tonken","startTime":579.64,"endTime":581.53,"body":"super aware of, because like so"},{"speaker":"Annemie Tonken","startTime":579.64,"endTime":581.53,"body":"much in life, the things that"},{"speaker":"Annemie Tonken","startTime":581.59,"endTime":584.23,"body":"we're particularly good at, they"},{"speaker":"Annemie Tonken","startTime":581.59,"endTime":584.23,"body":"come easily and we don't even"},{"speaker":"Annemie Tonken","startTime":584.23,"endTime":595.54,"body":"think about them being"},{"speaker":"Annemie Tonken","startTime":584.23,"endTime":595.54,"body":"challenging for other people,"},{"speaker":"Annemie Tonken","startTime":595.54,"endTime":598.72,"body":"right? So maybe there's a"},{"speaker":"Annemie Tonken","startTime":595.54,"endTime":598.72,"body":"particular kind of shot that you"},{"speaker":"Annemie Tonken","startTime":598.72,"endTime":602.41,"body":"always nail on or a particular"},{"speaker":"Annemie Tonken","startTime":598.72,"endTime":602.41,"body":"kind of expression that you"},{"speaker":"Annemie Tonken","startTime":602.44,"endTime":607.0,"body":"always get or routinely get in"},{"speaker":"Annemie Tonken","startTime":602.44,"endTime":607.0,"body":"your sessions, right? I don't, I"},{"speaker":"Annemie Tonken","startTime":607.0,"endTime":609.82,"body":"don't actually know all that"},{"speaker":"Annemie Tonken","startTime":607.0,"endTime":609.82,"body":"much about the nuts and bolts of"},{"speaker":"Annemie Tonken","startTime":609.82,"endTime":612.4,"body":"pet photography. But let's say"},{"speaker":"Annemie Tonken","startTime":609.82,"endTime":612.4,"body":"that you're really talented at"},{"speaker":"Annemie Tonken","startTime":612.4,"endTime":617.89,"body":"panning. And you have this"},{"speaker":"Annemie Tonken","startTime":612.4,"endTime":617.89,"body":"amazing library of great photos"},{"speaker":"Annemie Tonken","startTime":617.92,"endTime":621.04,"body":"of horses where you know, the"},{"speaker":"Annemie Tonken","startTime":617.92,"endTime":621.04,"body":"background is blurry and the"},{"speaker":"Annemie Tonken","startTime":621.04,"endTime":625.0,"body":"horse is galloping. And it's"},{"speaker":"Annemie Tonken","startTime":621.04,"endTime":625.0,"body":"really full of action and power"},{"speaker":"Annemie Tonken","startTime":625.0,"endTime":627.22,"body":"and all that sort of thing."},{"speaker":"Annemie Tonken","startTime":625.0,"endTime":627.22,"body":"Like, if that's something that"},{"speaker":"Annemie Tonken","startTime":627.22,"endTime":631.0,"body":"you do, and you love to do it,"},{"speaker":"Annemie Tonken","startTime":627.22,"endTime":631.0,"body":"and you're particularly good at"},{"speaker":"Annemie Tonken","startTime":631.0,"endTime":635.41,"body":"it. And not every photographer"},{"speaker":"Annemie Tonken","startTime":631.0,"endTime":635.41,"body":"has that out there. You can say,"},{"speaker":"Annemie Tonken","startTime":635.44,"endTime":638.14,"body":"well, I'm showing people that"},{"speaker":"Annemie Tonken","startTime":635.44,"endTime":638.14,"body":"because I have those photos in"},{"speaker":"Annemie Tonken","startTime":638.14,"endTime":642.82,"body":"my, in my gallery, or I put them"},{"speaker":"Annemie Tonken","startTime":638.14,"endTime":642.82,"body":"on Instagram or whatever. But"},{"speaker":"Annemie Tonken","startTime":642.82,"endTime":646.15,"body":"like, sometimes you have to"},{"speaker":"Annemie Tonken","startTime":642.82,"endTime":646.15,"body":"really call it out. Sometimes"},{"speaker":"Annemie Tonken","startTime":646.15,"endTime":649.54,"body":"people in fact, I would say most"},{"speaker":"Annemie Tonken","startTime":646.15,"endTime":649.54,"body":"of the time, non photographers,"},{"speaker":"Annemie Tonken","startTime":649.54,"endTime":652.63,"body":"when they're looking at a body"},{"speaker":"Annemie Tonken","startTime":649.54,"endTime":652.63,"body":"of work, they can say they like"},{"speaker":"Annemie Tonken","startTime":652.63,"endTime":656.17,"body":"it, or they don't like it. And"},{"speaker":"Annemie Tonken","startTime":652.63,"endTime":656.17,"body":"if you drill down if you like"},{"speaker":"Annemie Tonken","startTime":656.2,"endTime":660.25,"body":"ask them, they might be able to"},{"speaker":"Annemie Tonken","startTime":656.2,"endTime":660.25,"body":"start to come up with, well,"},{"speaker":"Annemie Tonken","startTime":660.25,"endTime":663.1,"body":"there's this and I kind of like"},{"speaker":"Annemie Tonken","startTime":660.25,"endTime":663.1,"body":"this, and oh, she has several of"},{"speaker":"Annemie Tonken","startTime":663.1,"endTime":666.34,"body":"these that I think are cool. But"},{"speaker":"Annemie Tonken","startTime":663.1,"endTime":666.34,"body":"if you're not there asking them"},{"speaker":"Annemie Tonken","startTime":666.37,"endTime":668.95,"body":"what you're not, when they're"},{"speaker":"Annemie Tonken","startTime":666.37,"endTime":668.95,"body":"just perusing your website,"},{"speaker":"Annemie Tonken","startTime":668.98,"endTime":671.29,"body":"they're not necessarily going to"},{"speaker":"Annemie Tonken","startTime":668.98,"endTime":671.29,"body":"connect those dots in their"},{"speaker":"Annemie Tonken","startTime":671.29,"endTime":675.46,"body":"heads on their own, unless you"},{"speaker":"Annemie Tonken","startTime":671.29,"endTime":675.46,"body":"kind of lay it out for them,"},{"speaker":"Annemie Tonken","startTime":675.46,"endTime":678.04,"body":"like this is what I'm good at."},{"speaker":"Annemie Tonken","startTime":675.46,"endTime":678.04,"body":"And then I want you to think"},{"speaker":"Annemie Tonken","startTime":678.04,"endTime":681.52,"body":"about your strengths outside of"},{"speaker":"Annemie Tonken","startTime":678.04,"endTime":681.52,"body":"photography that still have an"},{"speaker":"Annemie Tonken","startTime":681.52,"endTime":684.1,"body":"impact on your art or your"},{"speaker":"Annemie Tonken","startTime":681.52,"endTime":684.1,"body":"business."},{"speaker":"Annemie Tonken","startTime":684.13,"endTime":689.11,"body":"So you know, maybe you're super"},{"speaker":"Annemie Tonken","startTime":684.13,"endTime":689.11,"body":"organized, that puts you in a"},{"speaker":"Annemie Tonken","startTime":689.11,"endTime":693.97,"body":"unique position, or I shouldn't"},{"speaker":"Annemie Tonken","startTime":689.11,"endTime":693.97,"body":"say unique, but a the non"},{"speaker":"Annemie Tonken","startTime":694.03,"endTime":700.03,"body":"standard position of being able"},{"speaker":"Annemie Tonken","startTime":694.03,"endTime":700.03,"body":"to cater to, let's say, busy"},{"speaker":"Annemie Tonken","startTime":700.03,"endTime":704.17,"body":"clients, by making your"},{"speaker":"Annemie Tonken","startTime":700.03,"endTime":704.17,"body":"marketing all about how you take"},{"speaker":"Annemie Tonken","startTime":704.17,"endTime":707.65,"body":"care of all the details. So by"},{"speaker":"Annemie Tonken","startTime":704.17,"endTime":707.65,"body":"pointing out the fact that"},{"speaker":"Annemie Tonken","startTime":707.65,"endTime":711.94,"body":"you're organized, which may seem"},{"speaker":"Annemie Tonken","startTime":707.65,"endTime":711.94,"body":"kind of tangential to what they"},{"speaker":"Annemie Tonken","startTime":711.94,"endTime":715.42,"body":"need to know about your"},{"speaker":"Annemie Tonken","startTime":711.94,"endTime":715.42,"body":"photographic skill, you can"},{"speaker":"Annemie Tonken","startTime":715.42,"endTime":718.9,"body":"assure that person who's like, I"},{"speaker":"Annemie Tonken","startTime":715.42,"endTime":718.9,"body":"would love to hire a"},{"speaker":"Annemie Tonken","startTime":718.9,"endTime":721.81,"body":"photographer, but oh my gosh,"},{"speaker":"Annemie Tonken","startTime":718.9,"endTime":721.81,"body":"how am I going to plan this"},{"speaker":"Annemie Tonken","startTime":721.81,"endTime":724.69,"body":"session, if you call out the"},{"speaker":"Annemie Tonken","startTime":721.81,"endTime":724.69,"body":"fact that that's something that"},{"speaker":"Annemie Tonken","startTime":724.69,"endTime":728.5,"body":"you do, that's your superpower"},{"speaker":"Annemie Tonken","startTime":724.69,"endTime":728.5,"body":"that's going to relieve that"},{"speaker":"Annemie Tonken","startTime":729.01,"endTime":732.73,"body":"person of that objection, right,"},{"speaker":"Annemie Tonken","startTime":729.01,"endTime":732.73,"body":"or, you know, maybe you have"},{"speaker":"Annemie Tonken","startTime":732.73,"endTime":736.84,"body":"like a unique approach or a"},{"speaker":"Annemie Tonken","startTime":732.73,"endTime":736.84,"body":"unique skill that you can apply"},{"speaker":"Annemie Tonken","startTime":736.84,"endTime":739.96,"body":"to your photography, maybe you"},{"speaker":"Annemie Tonken","startTime":736.84,"endTime":739.96,"body":"know, all of your wedding"},{"speaker":"Annemie Tonken","startTime":739.96,"endTime":744.1,"body":"clients who book an engagement"},{"speaker":"Annemie Tonken","startTime":739.96,"endTime":744.1,"body":"session, you're, you know, in"},{"speaker":"Annemie Tonken","startTime":744.1,"endTime":747.88,"body":"your past life, or in your"},{"speaker":"Annemie Tonken","startTime":744.1,"endTime":747.88,"body":"current side, hustle job, you"},{"speaker":"Annemie Tonken","startTime":747.88,"endTime":752.77,"body":"are a web designer, and so you"},{"speaker":"Annemie Tonken","startTime":747.88,"endTime":752.77,"body":"put together like a basic"},{"speaker":"Annemie Tonken","startTime":753.22,"endTime":757.69,"body":"wedding website for anyone who"},{"speaker":"Annemie Tonken","startTime":753.22,"endTime":757.69,"body":"hires you for engagement photos,"},{"speaker":"Annemie Tonken","startTime":757.72,"endTime":760.0,"body":"you know, books, your top"},{"speaker":"Annemie Tonken","startTime":757.72,"endTime":760.0,"body":"package that includes engagement"},{"speaker":"Annemie Tonken","startTime":760.0,"endTime":762.28,"body":"photos, or something and then"},{"speaker":"Annemie Tonken","startTime":760.0,"endTime":762.28,"body":"you can build that into a basic"},{"speaker":"Annemie Tonken","startTime":762.28,"endTime":765.61,"body":"website for them. website isn't"},{"speaker":"Annemie Tonken","startTime":762.28,"endTime":765.61,"body":"even necessarily some I mean,"},{"speaker":"Annemie Tonken","startTime":765.61,"endTime":768.49,"body":"maybe most couples these days"},{"speaker":"Annemie Tonken","startTime":765.61,"endTime":768.49,"body":"feel like they need to have them"},{"speaker":"Annemie Tonken","startTime":768.49,"endTime":772.36,"body":"and whatever. But to have a"},{"speaker":"Annemie Tonken","startTime":768.49,"endTime":772.36,"body":"custom website, you know, all of"},{"speaker":"Annemie Tonken","startTime":772.36,"endTime":776.23,"body":"a sudden, you plant that idea in"},{"speaker":"Annemie Tonken","startTime":772.36,"endTime":776.23,"body":"their mind, because it's a skill"},{"speaker":"Annemie Tonken","startTime":776.23,"endTime":778.03,"body":"set that you have, and like"},{"speaker":"Annemie Tonken","startTime":776.23,"endTime":778.03,"body":"maybe you've got a couple of"},{"speaker":"Annemie Tonken","startTime":778.03,"endTime":781.75,"body":"templates that you use. So it"},{"speaker":"Annemie Tonken","startTime":778.03,"endTime":781.75,"body":"takes you almost no time to add"},{"speaker":"Annemie Tonken","startTime":781.75,"endTime":784.93,"body":"that in. But it's different from"},{"speaker":"Annemie Tonken","startTime":781.75,"endTime":784.93,"body":"what all the other photographers"},{"speaker":"Annemie Tonken","startTime":784.93,"endTime":788.56,"body":"out there are offering. So"},{"speaker":"Annemie Tonken","startTime":784.93,"endTime":788.56,"body":"that's, you know, again, it's"},{"speaker":"Annemie Tonken","startTime":788.56,"endTime":791.65,"body":"something different. It's it's"},{"speaker":"Annemie Tonken","startTime":788.56,"endTime":791.65,"body":"reaching out to those people who"},{"speaker":"Annemie Tonken","startTime":792.46,"endTime":797.95,"body":"have a bit of like, you know,"},{"speaker":"Annemie Tonken","startTime":792.46,"endTime":797.95,"body":"they want that extra custom kind"},{"speaker":"Annemie Tonken","startTime":797.95,"endTime":802.09,"body":"of experience. But when you're"},{"speaker":"Annemie Tonken","startTime":797.95,"endTime":802.09,"body":"thinking about your skills, and"},{"speaker":"Annemie Tonken","startTime":802.09,"endTime":807.64,"body":"interests and talents, and"},{"speaker":"Annemie Tonken","startTime":802.09,"endTime":807.64,"body":"whatever, that can be helpful to"},{"speaker":"Annemie Tonken","startTime":807.64,"endTime":811.93,"body":"your photography, I want you to"},{"speaker":"Annemie Tonken","startTime":807.64,"endTime":811.93,"body":"be careful about getting tunnel"},{"speaker":"Annemie Tonken","startTime":811.93,"endTime":816.94,"body":"vision, right? Because sometimes"},{"speaker":"Annemie Tonken","startTime":811.93,"endTime":816.94,"body":"the secret to your marketing may"},{"speaker":"Annemie Tonken","startTime":816.94,"endTime":821.2,"body":"be something that doesn't have"},{"speaker":"Annemie Tonken","startTime":816.94,"endTime":821.2,"body":"anything to do with what you"},{"speaker":"Annemie Tonken","startTime":821.2,"endTime":824.5,"body":"photograph, or it doesn't seem"},{"speaker":"Annemie Tonken","startTime":821.2,"endTime":824.5,"body":"to have anything to do with what"},{"speaker":"Annemie Tonken","startTime":824.5,"endTime":829.03,"body":"you photograph. It's really just"},{"speaker":"Annemie Tonken","startTime":824.5,"endTime":829.03,"body":"who you are. So that could be"},{"speaker":"Annemie Tonken","startTime":829.03,"endTime":832.48,"body":"something totally offbeat. And I"},{"speaker":"Annemie Tonken","startTime":829.03,"endTime":832.48,"body":"want to use some real world"},{"speaker":"Annemie Tonken","startTime":832.48,"endTime":836.14,"body":"examples here. When I was trying"},{"speaker":"Annemie Tonken","startTime":832.48,"endTime":836.14,"body":"to think of like, Who do I know"},{"speaker":"Annemie Tonken","startTime":836.14,"endTime":840.34,"body":"who is a great personification"},{"speaker":"Annemie Tonken","startTime":836.14,"endTime":840.34,"body":"of this, my friend Cheyenne Gill"},{"speaker":"Annemie Tonken","startTime":840.34,"endTime":844.81,"body":"came to mind. So Cheyenne is if"},{"speaker":"Annemie Tonken","startTime":840.34,"endTime":844.81,"body":"you you know go to her website,"},{"speaker":"Annemie Tonken","startTime":844.81,"endTime":847.87,"body":"she has a self described body"},{"speaker":"Annemie Tonken","startTime":844.81,"endTime":847.87,"body":"and fat affirming boudoir"},{"speaker":"Annemie Tonken","startTime":847.87,"endTime":853.63,"body":"photographer. And she has built"},{"speaker":"Annemie Tonken","startTime":847.87,"endTime":853.63,"body":"an enormous following by really"},{"speaker":"Annemie Tonken","startTime":853.63,"endTime":858.1,"body":"kind of stepping into the role"},{"speaker":"Annemie Tonken","startTime":853.63,"endTime":858.1,"body":"and being her own best client."},{"speaker":"Annemie Tonken","startTime":858.1,"endTime":863.41,"body":"So she like walks the walk, she"},{"speaker":"Annemie Tonken","startTime":858.1,"endTime":863.41,"body":"posts nude and mostly nude self"},{"speaker":"Annemie Tonken","startTime":863.41,"endTime":869.56,"body":"portraits on a regular basis and"},{"speaker":"Annemie Tonken","startTime":863.41,"endTime":869.56,"body":"rights these long, very sort of"},{"speaker":"Annemie Tonken","startTime":870.07,"endTime":876.13,"body":"deeply thought out posts of how"},{"speaker":"Annemie Tonken","startTime":870.07,"endTime":876.13,"body":"that you know pertaining to how"},{"speaker":"Annemie Tonken","startTime":876.13,"endTime":880.45,"body":"that practice of being"},{"speaker":"Annemie Tonken","startTime":876.13,"endTime":880.45,"body":"photographed and being seen and"},{"speaker":"Annemie Tonken","startTime":880.48,"endTime":884.8,"body":"carving out that space and time"},{"speaker":"Annemie Tonken","startTime":880.48,"endTime":884.8,"body":"is kind of a ritual that keeps"},{"speaker":"Annemie Tonken","startTime":884.8,"endTime":890.74,"body":"her grounded in her life. And"},{"speaker":"Annemie Tonken","startTime":884.8,"endTime":890.74,"body":"and I have no doubt that many if"},{"speaker":"Annemie Tonken","startTime":890.74,"endTime":893.68,"body":"not the majority of the clients"},{"speaker":"Annemie Tonken","startTime":890.74,"endTime":893.68,"body":"that she has worked with over"},{"speaker":"Annemie Tonken","startTime":893.68,"endTime":898.63,"body":"the years end up coming to her"},{"speaker":"Annemie Tonken","startTime":893.68,"endTime":898.63,"body":"or finding her before they even"},{"speaker":"Annemie Tonken","startTime":898.63,"endTime":901.69,"body":"decide that they want boudoir"},{"speaker":"Annemie Tonken","startTime":898.63,"endTime":901.69,"body":"Photography is something that"},{"speaker":"Annemie Tonken","startTime":901.72,"endTime":907.72,"body":"her sort of philosophical take"},{"speaker":"Annemie Tonken","startTime":901.72,"endTime":907.72,"body":"on that, you know, kind of"},{"speaker":"Annemie Tonken","startTime":908.29,"endTime":913.03,"body":"brings out in them. And one of"},{"speaker":"Annemie Tonken","startTime":908.29,"endTime":913.03,"body":"my favorite things recently, it"},{"speaker":"Annemie Tonken","startTime":913.03,"endTime":918.19,"body":"has been the fact that she's"},{"speaker":"Annemie Tonken","startTime":913.03,"endTime":918.19,"body":"gotten into burlesque. So she"},{"speaker":"Annemie Tonken","startTime":918.19,"endTime":921.13,"body":"does like amateur burlesque"},{"speaker":"Annemie Tonken","startTime":918.19,"endTime":921.13,"body":"shows and things like that. I"},{"speaker":"Annemie Tonken","startTime":921.13,"endTime":922.78,"body":"don't know, maybe they're not"},{"speaker":"Annemie Tonken","startTime":921.13,"endTime":922.78,"body":"amateur, I don't really know"},{"speaker":"Annemie Tonken","startTime":922.78,"endTime":925.69,"body":"anything about burlesque. But"},{"speaker":"Annemie Tonken","startTime":922.78,"endTime":925.69,"body":"that, you know, it's like she is"},{"speaker":"Annemie Tonken","startTime":925.69,"endTime":929.05,"body":"out there, she's doing this"},{"speaker":"Annemie Tonken","startTime":925.69,"endTime":929.05,"body":"thing. And then that sort of"},{"speaker":"Annemie Tonken","startTime":929.08,"endTime":931.9,"body":"opens the door for other people"},{"speaker":"Annemie Tonken","startTime":929.08,"endTime":931.9,"body":"to do that as well. But that's,"},{"speaker":"Annemie Tonken","startTime":931.9,"endTime":936.13,"body":"it's like, it's just who she is."},{"speaker":"Annemie Tonken","startTime":931.9,"endTime":936.13,"body":"And she's very open about that,"},{"speaker":"Annemie Tonken","startTime":936.13,"endTime":939.97,"body":"and it attracts those people to"},{"speaker":"Annemie Tonken","startTime":936.13,"endTime":939.97,"body":"her. Another great example of"},{"speaker":"Annemie Tonken","startTime":939.97,"endTime":944.35,"body":"this are my friends, Matt and"},{"speaker":"Annemie Tonken","startTime":939.97,"endTime":944.35,"body":"Tara Thielen. So they are super"},{"speaker":"Annemie Tonken","startTime":944.35,"endTime":947.95,"body":"outdoorsy people. Matt was"},{"speaker":"Annemie Tonken","startTime":944.35,"endTime":947.95,"body":"basically a professional rock"},{"speaker":"Annemie Tonken","startTime":947.95,"endTime":951.55,"body":"climber, I know him through my"},{"speaker":"Annemie Tonken","startTime":947.95,"endTime":951.55,"body":"husband who learned both to rock"},{"speaker":"Annemie Tonken","startTime":951.55,"endTime":955.21,"body":"climb and to photograph from"},{"speaker":"Annemie Tonken","startTime":951.55,"endTime":955.21,"body":"Matt back many, many years ago."},{"speaker":"Annemie Tonken","startTime":955.66,"endTime":959.14,"body":"But Matt and Tara built their"},{"speaker":"Annemie Tonken","startTime":955.66,"endTime":959.14,"body":"wedding photography business in"},{"speaker":"Annemie Tonken","startTime":959.17,"endTime":965.32,"body":"the Lake Tahoe area, largely by"},{"speaker":"Annemie Tonken","startTime":959.17,"endTime":965.32,"body":"sort of being these outdoorsy"},{"speaker":"Annemie Tonken","startTime":965.38,"endTime":971.14,"body":"very Lake Tahoe people who"},{"speaker":"Annemie Tonken","startTime":965.38,"endTime":971.14,"body":"participated in, you know, the"},{"speaker":"Annemie Tonken","startTime":971.14,"endTime":974.95,"body":"stuff that either their clients"},{"speaker":"Annemie Tonken","startTime":971.14,"endTime":974.95,"body":"either did participate in, like"},{"speaker":"Annemie Tonken","startTime":974.95,"endTime":978.43,"body":"they have a lot of clients who"},{"speaker":"Annemie Tonken","startTime":974.95,"endTime":978.43,"body":"are super outdoorsy people. But"},{"speaker":"Annemie Tonken","startTime":978.43,"endTime":982.96,"body":"also they get those clients who"},{"speaker":"Annemie Tonken","startTime":978.43,"endTime":982.96,"body":"like aspire to be part of that"},{"speaker":"Annemie Tonken","startTime":983.08,"endTime":986.65,"body":"outdoors, the adventurous"},{"speaker":"Annemie Tonken","startTime":983.08,"endTime":986.65,"body":"community, you know, have that"},{"speaker":"Annemie Tonken","startTime":986.65,"endTime":990.34,"body":"vibe, whatever, which is often"},{"speaker":"Annemie Tonken","startTime":986.65,"endTime":990.34,"body":"what draws them to get married"},{"speaker":"Annemie Tonken","startTime":990.43,"endTime":992.65,"body":"in Lake Tahoe in the first"},{"speaker":"Annemie Tonken","startTime":990.43,"endTime":992.65,"body":"place. It's kind of a"},{"speaker":"Annemie Tonken","startTime":992.65,"endTime":995.53,"body":"destination wedding location."},{"speaker":"Annemie Tonken","startTime":992.65,"endTime":995.53,"body":"And then they found these"},{"speaker":"Annemie Tonken","startTime":995.53,"endTime":999.43,"body":"photographers who kind of live"},{"speaker":"Annemie Tonken","startTime":995.53,"endTime":999.43,"body":"that life. So you know, being a"},{"speaker":"Annemie Tonken","startTime":999.43,"endTime":1002.31,"body":"rock climber has absolutely"},{"speaker":"Annemie Tonken","startTime":999.43,"endTime":1002.31,"body":"nothing to do with your ability"},{"speaker":"Annemie Tonken","startTime":1002.31,"endTime":1007.92,"body":"to be a good photographer. But"},{"speaker":"Annemie Tonken","startTime":1002.31,"endTime":1007.92,"body":"when you embody, you know, when"},{"speaker":"Annemie Tonken","startTime":1007.92,"endTime":1010.26,"body":"you're out there, sort of"},{"speaker":"Annemie Tonken","startTime":1007.92,"endTime":1010.26,"body":"showcasing your passion, and"},{"speaker":"Annemie Tonken","startTime":1010.26,"endTime":1014.13,"body":"then people find you and share"},{"speaker":"Annemie Tonken","startTime":1010.26,"endTime":1014.13,"body":"that passion, they're going to"},{"speaker":"Annemie Tonken","startTime":1014.13,"endTime":1017.73,"body":"be more likely to want to hire"},{"speaker":"Annemie Tonken","startTime":1014.13,"endTime":1017.73,"body":"you, because you know, you have"},{"speaker":"Annemie Tonken","startTime":1017.73,"endTime":1018.27,"body":"that in common."},{"speaker":"Annemie Tonken","startTime":1018.45,"endTime":1023.31,"body":"So let's take a fake example."},{"speaker":"Annemie Tonken","startTime":1018.45,"endTime":1023.31,"body":"Let's say that you used to be a"},{"speaker":"Annemie Tonken","startTime":1023.31,"endTime":1026.82,"body":"sous chef, or you're just like a"},{"speaker":"Annemie Tonken","startTime":1023.31,"endTime":1026.82,"body":"really, you've spent a lot of"},{"speaker":"Annemie Tonken","startTime":1026.82,"endTime":1031.29,"body":"time in kitchens, or whatever."},{"speaker":"Annemie Tonken","startTime":1026.82,"endTime":1031.29,"body":"You could, you know, at minimum"},{"speaker":"Annemie Tonken","startTime":1031.29,"endTime":1036.75,"body":"talk about the connection"},{"speaker":"Annemie Tonken","startTime":1031.29,"endTime":1036.75,"body":"between photography and your"},{"speaker":"Annemie Tonken","startTime":1036.78,"endTime":1040.56,"body":"training as a sous chef, right."},{"speaker":"Annemie Tonken","startTime":1036.78,"endTime":1040.56,"body":"So as a sous chef, you learned"},{"speaker":"Annemie Tonken","startTime":1040.59,"endTime":1043.83,"body":"the importance of great tools,"},{"speaker":"Annemie Tonken","startTime":1040.59,"endTime":1043.83,"body":"your knives, like they have to"},{"speaker":"Annemie Tonken","startTime":1043.83,"endTime":1047.04,"body":"be sharpened, blah, blah,"},{"speaker":"Annemie Tonken","startTime":1043.83,"endTime":1047.04,"body":"certainly, you can talk about"},{"speaker":"Annemie Tonken","startTime":1047.04,"endTime":1051.36,"body":"the prep that goes into meal"},{"speaker":"Annemie Tonken","startTime":1047.04,"endTime":1051.36,"body":"service, like you're there hours"},{"speaker":"Annemie Tonken","startTime":1051.36,"endTime":1054.27,"body":"and hours beforehand, making"},{"speaker":"Annemie Tonken","startTime":1051.36,"endTime":1054.27,"body":"sure that everything is ready so"},{"speaker":"Annemie Tonken","startTime":1054.27,"endTime":1057.72,"body":"that when those tickets start"},{"speaker":"Annemie Tonken","startTime":1054.27,"endTime":1057.72,"body":"coming in, you're able to"},{"speaker":"Annemie Tonken","startTime":1057.75,"endTime":1061.86,"body":"produce, you know, top tier food"},{"speaker":"Annemie Tonken","startTime":1057.75,"endTime":1061.86,"body":"in a minimum of time, whatever,"},{"speaker":"Annemie Tonken","startTime":1062.07,"endTime":1064.44,"body":"staying cool under pressure,"},{"speaker":"Annemie Tonken","startTime":1062.07,"endTime":1064.44,"body":"attention to detail. I mean,"},{"speaker":"Annemie Tonken","startTime":1064.44,"endTime":1067.59,"body":"there's so many, I've never been"},{"speaker":"Annemie Tonken","startTime":1064.44,"endTime":1067.59,"body":"a sous chef and I can come up"},{"speaker":"Annemie Tonken","startTime":1067.59,"endTime":1070.98,"body":"with the connections there. And"},{"speaker":"Annemie Tonken","startTime":1067.59,"endTime":1070.98,"body":"that's not just going to attract"},{"speaker":"Annemie Tonken","startTime":1070.98,"endTime":1075.72,"body":"people who are, you know,"},{"speaker":"Annemie Tonken","startTime":1070.98,"endTime":1075.72,"body":"professional chefs or people who"},{"speaker":"Annemie Tonken","startTime":1075.72,"endTime":1079.59,"body":"work in kitchens, it's going to"},{"speaker":"Annemie Tonken","startTime":1075.72,"endTime":1079.59,"body":"attract foodies, and it's going"},{"speaker":"Annemie Tonken","startTime":1079.59,"endTime":1083.37,"body":"to speak to people who are"},{"speaker":"Annemie Tonken","startTime":1079.59,"endTime":1083.37,"body":"enthusiastic at home chefs who"},{"speaker":"Annemie Tonken","startTime":1083.37,"endTime":1089.58,"body":"watch you know, the chef shows"},{"speaker":"Annemie Tonken","startTime":1083.37,"endTime":1089.58,"body":"on TV, it's speaking a language"},{"speaker":"Annemie Tonken","startTime":1089.64,"endTime":1092.64,"body":"that you know, is attractive to"},{"speaker":"Annemie Tonken","startTime":1089.64,"endTime":1092.64,"body":"certain people. And again, it's"},{"speaker":"Annemie Tonken","startTime":1092.64,"endTime":1095.7,"body":"not going to be attractive to"},{"speaker":"Annemie Tonken","startTime":1092.64,"endTime":1095.7,"body":"everyone. But it is going to"},{"speaker":"Annemie Tonken","startTime":1095.7,"endTime":1099.03,"body":"kind of, at minimum, it's going"},{"speaker":"Annemie Tonken","startTime":1095.7,"endTime":1099.03,"body":"to be memorable, right? Like"},{"speaker":"Annemie Tonken","startTime":1099.06,"endTime":1102.99,"body":"it's not when they're surfing"},{"speaker":"Annemie Tonken","startTime":1099.06,"endTime":1102.99,"body":"around 20 Different wedding"},{"speaker":"Annemie Tonken","startTime":1103.02,"endTime":1106.62,"body":"photographer sites, most of them"},{"speaker":"Annemie Tonken","startTime":1103.02,"endTime":1106.62,"body":"aren't going to talk about being"},{"speaker":"Annemie Tonken","startTime":1106.62,"endTime":1110.1,"body":"a chef or their history as a"},{"speaker":"Annemie Tonken","startTime":1106.62,"endTime":1110.1,"body":"chef or their knife skills. And"},{"speaker":"Annemie Tonken","startTime":1110.1,"endTime":1114.03,"body":"so it's going to kind of get"},{"speaker":"Annemie Tonken","startTime":1110.1,"endTime":1114.03,"body":"their attention, shake them a"},{"speaker":"Annemie Tonken","startTime":1114.03,"endTime":1117.54,"body":"little bit loose and stand out"},{"speaker":"Annemie Tonken","startTime":1114.03,"endTime":1117.54,"body":"on their memory. And honestly,"},{"speaker":"Annemie Tonken","startTime":1117.6,"endTime":1122.85,"body":"sometimes an entire $8,000"},{"speaker":"Annemie Tonken","startTime":1117.6,"endTime":1122.85,"body":"wedding contract can hinge on"},{"speaker":"Annemie Tonken","startTime":1122.85,"endTime":1126.09,"body":"something exactly that small,"},{"speaker":"Annemie Tonken","startTime":1122.85,"endTime":1126.09,"body":"right? That photographer who"},{"speaker":"Annemie Tonken","startTime":1126.09,"endTime":1128.82,"body":"used to be a sous chef could"},{"speaker":"Annemie Tonken","startTime":1126.09,"endTime":1128.82,"body":"also build that into their"},{"speaker":"Annemie Tonken","startTime":1128.82,"endTime":1130.92,"body":"branding, if they wanted to. I"},{"speaker":"Annemie Tonken","startTime":1128.82,"endTime":1130.92,"body":"mean, if they really wanted to"},{"speaker":"Annemie Tonken","startTime":1130.92,"endTime":1134.43,"body":"go all in, you could use you"},{"speaker":"Annemie Tonken","startTime":1130.92,"endTime":1134.43,"body":"know, Chef related language on"},{"speaker":"Annemie Tonken","startTime":1134.43,"endTime":1137.04,"body":"your website, when you're"},{"speaker":"Annemie Tonken","startTime":1134.43,"endTime":1137.04,"body":"talking about the process of"},{"speaker":"Annemie Tonken","startTime":1137.04,"endTime":1139.41,"body":"working with you, right, instead"},{"speaker":"Annemie Tonken","startTime":1137.04,"endTime":1139.41,"body":"of step one, step two, step"},{"speaker":"Annemie Tonken","startTime":1139.41,"endTime":1141.51,"body":"three, it could be like the"},{"speaker":"Annemie Tonken","startTime":1139.41,"endTime":1141.51,"body":"appetizer, the main course and"},{"speaker":"Annemie Tonken","startTime":1141.51,"endTime":1145.5,"body":"the dessert, you could, you"},{"speaker":"Annemie Tonken","startTime":1141.51,"endTime":1145.5,"body":"know, create a logo around the"},{"speaker":"Annemie Tonken","startTime":1145.5,"endTime":1148.68,"body":"fact that you used to be a chef,"},{"speaker":"Annemie Tonken","startTime":1145.5,"endTime":1148.68,"body":"like all of those things, you"},{"speaker":"Annemie Tonken","startTime":1148.68,"endTime":1152.25,"body":"obviously want to pick, you do"},{"speaker":"Annemie Tonken","startTime":1148.68,"endTime":1152.25,"body":"have to pick we all have we"},{"speaker":"Annemie Tonken","startTime":1152.25,"endTime":1155.01,"body":"contain multitudes, we have lots"},{"speaker":"Annemie Tonken","startTime":1152.25,"endTime":1155.01,"body":"of different elements to our"},{"speaker":"Annemie Tonken","startTime":1155.01,"endTime":1156.84,"body":"personality and things that"},{"speaker":"Annemie Tonken","startTime":1155.01,"endTime":1156.84,"body":"we're good at, and all that sort"},{"speaker":"Annemie Tonken","startTime":1156.84,"endTime":1160.35,"body":"of stuff. If you find one that"},{"speaker":"Annemie Tonken","startTime":1156.84,"endTime":1160.35,"body":"you really want to lean into, it"},{"speaker":"Annemie Tonken","startTime":1160.35,"endTime":1163.65,"body":"can be the basis for an entire"},{"speaker":"Annemie Tonken","startTime":1160.35,"endTime":1163.65,"body":"business, right? You're not"},{"speaker":"Annemie Tonken","startTime":1163.65,"endTime":1167.22,"body":"going to be cooking for your"},{"speaker":"Annemie Tonken","startTime":1163.65,"endTime":1167.22,"body":"clients. But a it's going to"},{"speaker":"Annemie Tonken","startTime":1167.22,"endTime":1170.1,"body":"make your brand stand out and be"},{"speaker":"Annemie Tonken","startTime":1167.22,"endTime":1170.1,"body":"you're going to pique the"},{"speaker":"Annemie Tonken","startTime":1170.1,"endTime":1173.16,"body":"interest of the foodies that"},{"speaker":"Annemie Tonken","startTime":1170.1,"endTime":1173.16,"body":"land on your site, they're gonna"},{"speaker":"Annemie Tonken","startTime":1173.16,"endTime":1175.65,"body":"pop you to the top of their list"},{"speaker":"Annemie Tonken","startTime":1173.16,"endTime":1175.65,"body":"just because like that's an"},{"speaker":"Annemie Tonken","startTime":1175.65,"endTime":1180.0,"body":"interesting, fun fact that is"},{"speaker":"Annemie Tonken","startTime":1175.65,"endTime":1180.0,"body":"outside the norm. So when I"},{"speaker":"Annemie Tonken","startTime":1180.0,"endTime":1183.93,"body":"start to dive deep on this, I"},{"speaker":"Annemie Tonken","startTime":1180.0,"endTime":1183.93,"body":"think that you know, I'm sure"},{"speaker":"Annemie Tonken","startTime":1183.93,"endTime":1185.76,"body":"that most of you are nodding"},{"speaker":"Annemie Tonken","startTime":1183.93,"endTime":1185.76,"body":"your heads and be like, yeah,"},{"speaker":"Annemie Tonken","startTime":1185.76,"endTime":1187.95,"body":"yeah, that's, that's great."},{"speaker":"Annemie Tonken","startTime":1185.76,"endTime":1187.95,"body":"That's good. But when it comes"},{"speaker":"Annemie Tonken","startTime":1187.95,"endTime":1191.79,"body":"down to it, I think a lot of us"},{"speaker":"Annemie Tonken","startTime":1187.95,"endTime":1191.79,"body":"tend to want to tread lightly on"},{"speaker":"Annemie Tonken","startTime":1191.79,"endTime":1196.41,"body":"the areas of our lives or our"},{"speaker":"Annemie Tonken","startTime":1191.79,"endTime":1196.41,"body":"personalities that aren't either"},{"speaker":"Annemie Tonken","startTime":1196.47,"endTime":1202.05,"body":"widely acceptable or you know,"},{"speaker":"Annemie Tonken","startTime":1196.47,"endTime":1202.05,"body":"Maybe not totally relatable,"},{"speaker":"Annemie Tonken","startTime":1202.56,"endTime":1206.04,"body":"especially if those attributes"},{"speaker":"Annemie Tonken","startTime":1202.56,"endTime":1206.04,"body":"aren't particularly linked to"},{"speaker":"Annemie Tonken","startTime":1206.04,"endTime":1208.86,"body":"the work that you do, right."},{"speaker":"Annemie Tonken","startTime":1206.04,"endTime":1208.86,"body":"Like, if you're super into"},{"speaker":"Annemie Tonken","startTime":1208.86,"endTime":1212.43,"body":"knitting, maybe you don't want"},{"speaker":"Annemie Tonken","startTime":1208.86,"endTime":1212.43,"body":"to talk about that on your"},{"speaker":"Annemie Tonken","startTime":1212.46,"endTime":1215.7,"body":"wedding photography website,"},{"speaker":"Annemie Tonken","startTime":1212.46,"endTime":1215.7,"body":"because you fear that it's going"},{"speaker":"Annemie Tonken","startTime":1215.7,"endTime":1220.35,"body":"to come off as like, weird or"},{"speaker":"Annemie Tonken","startTime":1215.7,"endTime":1220.35,"body":"irrelevant, or, you know, at"},{"speaker":"Annemie Tonken","startTime":1220.38,"endTime":1223.41,"body":"worst, like a turn off where"},{"speaker":"Annemie Tonken","startTime":1220.38,"endTime":1223.41,"body":"somebody is going to be like,"},{"speaker":"Annemie Tonken","startTime":1223.44,"endTime":1228.36,"body":"ooh, knitter. I don't know why"},{"speaker":"Annemie Tonken","startTime":1223.44,"endTime":1228.36,"body":"they would feel that way. But I"},{"speaker":"Annemie Tonken","startTime":1228.36,"endTime":1232.26,"body":"would argue again, that in this"},{"speaker":"Annemie Tonken","startTime":1228.36,"endTime":1232.26,"body":"vast ocean of photographers that"},{"speaker":"Annemie Tonken","startTime":1232.26,"endTime":1235.83,"body":"we all find ourselves swimming"},{"speaker":"Annemie Tonken","startTime":1232.26,"endTime":1235.83,"body":"in, standing out is not only"},{"speaker":"Annemie Tonken","startTime":1235.83,"endTime":1240.24,"body":"going to help you, but if we go"},{"speaker":"Annemie Tonken","startTime":1235.83,"endTime":1240.24,"body":"back to my example, at the"},{"speaker":"Annemie Tonken","startTime":1240.24,"endTime":1244.56,"body":"beginning of Dr. O'Connor, the"},{"speaker":"Annemie Tonken","startTime":1240.24,"endTime":1244.56,"body":"punk rock paleontologist, it's"},{"speaker":"Annemie Tonken","startTime":1244.56,"endTime":1248.34,"body":"going to be the thing that kind"},{"speaker":"Annemie Tonken","startTime":1244.56,"endTime":1248.34,"body":"of sets you apart. But I would"},{"speaker":"Annemie Tonken","startTime":1248.34,"endTime":1252.51,"body":"argue that in this vast ocean of"},{"speaker":"Annemie Tonken","startTime":1248.34,"endTime":1252.51,"body":"photographers that we all find"},{"speaker":"Annemie Tonken","startTime":1252.51,"endTime":1256.11,"body":"ourselves swimming in, standing"},{"speaker":"Annemie Tonken","startTime":1252.51,"endTime":1256.11,"body":"out is only going to help you."},{"speaker":"Annemie Tonken","startTime":1256.53,"endTime":1260.31,"body":"So if we look back to the"},{"speaker":"Annemie Tonken","startTime":1256.53,"endTime":1260.31,"body":"example that I gave the"},{"speaker":"Annemie Tonken","startTime":1260.31,"endTime":1263.19,"body":"beginning of the episode of Dr."},{"speaker":"Annemie Tonken","startTime":1260.31,"endTime":1263.19,"body":"O'Connor, the punk rock"},{"speaker":"Annemie Tonken","startTime":1263.19,"endTime":1266.58,"body":"paleontologist, right, I don't"},{"speaker":"Annemie Tonken","startTime":1263.19,"endTime":1266.58,"body":"really know the story behind"},{"speaker":"Annemie Tonken","startTime":1266.58,"endTime":1270.09,"body":"that name. I imagine that you"},{"speaker":"Annemie Tonken","startTime":1266.58,"endTime":1270.09,"body":"know, somebody gave her that,"},{"speaker":"Annemie Tonken","startTime":1270.12,"endTime":1273.27,"body":"that that nickname ages ago, I"},{"speaker":"Annemie Tonken","startTime":1270.12,"endTime":1273.27,"body":"doubt that she came up with that"},{"speaker":"Annemie Tonken","startTime":1273.27,"endTime":1276.93,"body":"herself. But now if you go to"},{"speaker":"Annemie Tonken","startTime":1273.27,"endTime":1276.93,"body":"her website, it is front and"},{"speaker":"Annemie Tonken","startTime":1276.93,"endTime":1280.92,"body":"center. In fact, if you that's"},{"speaker":"Annemie Tonken","startTime":1276.93,"endTime":1280.92,"body":"how we found her, because I"},{"speaker":"Annemie Tonken","startTime":1280.92,"endTime":1285.06,"body":"didn't remember her whole name."},{"speaker":"Annemie Tonken","startTime":1280.92,"endTime":1285.06,"body":"And if you type punk rock"},{"speaker":"Annemie Tonken","startTime":1285.06,"endTime":1290.46,"body":"paleontologist into Google,"},{"speaker":"Annemie Tonken","startTime":1285.06,"endTime":1290.46,"body":"she's what comes up. So when I"},{"speaker":"Annemie Tonken","startTime":1290.46,"endTime":1294.03,"body":"think about the history of that,"},{"speaker":"Annemie Tonken","startTime":1290.46,"endTime":1294.03,"body":"I wonder whether the first time"},{"speaker":"Annemie Tonken","startTime":1294.03,"endTime":1298.41,"body":"that somebody called her that it"},{"speaker":"Annemie Tonken","startTime":1294.03,"endTime":1298.41,"body":"was kind of in a dismissive way"},{"speaker":"Annemie Tonken","startTime":1298.41,"endTime":1301.65,"body":"or in one of those like passive"},{"speaker":"Annemie Tonken","startTime":1298.41,"endTime":1301.65,"body":"aggressive teasing ways I can"},{"speaker":"Annemie Tonken","startTime":1301.65,"endTime":1305.25,"body":"totally see in the halls of"},{"speaker":"Annemie Tonken","startTime":1301.65,"endTime":1305.25,"body":"academia that you know, this"},{"speaker":"Annemie Tonken","startTime":1305.25,"endTime":1308.64,"body":"person who looked different"},{"speaker":"Annemie Tonken","startTime":1305.25,"endTime":1308.64,"body":"dress, different talk different"},{"speaker":"Annemie Tonken","startTime":1308.64,"endTime":1312.72,"body":"from a lot of her peers may have"},{"speaker":"Annemie Tonken","startTime":1308.64,"endTime":1312.72,"body":"experienced some pushback. I"},{"speaker":"Annemie Tonken","startTime":1312.72,"endTime":1317.4,"body":"mean, this is a woman of color"},{"speaker":"Annemie Tonken","startTime":1312.72,"endTime":1317.4,"body":"in a male dominated field. And,"},{"speaker":"Annemie Tonken","startTime":1318.06,"endTime":1322.65,"body":"and she may very well have been"},{"speaker":"Annemie Tonken","startTime":1318.06,"endTime":1322.65,"body":"called that as kind of in sort"},{"speaker":"Annemie Tonken","startTime":1322.65,"endTime":1327.18,"body":"of a derogatory way. But she has"},{"speaker":"Annemie Tonken","startTime":1322.65,"endTime":1327.18,"body":"just been like, yep, you know"},{"speaker":"Annemie Tonken","startTime":1327.18,"endTime":1330.72,"body":"what, that's awesome. And she"},{"speaker":"Annemie Tonken","startTime":1327.18,"endTime":1330.72,"body":"embraced it, and has sort of"},{"speaker":"Annemie Tonken","startTime":1330.72,"endTime":1333.51,"body":"used that as her calling card."},{"speaker":"Annemie Tonken","startTime":1330.72,"endTime":1333.51,"body":"So she's been interviewed for"},{"speaker":"Annemie Tonken","startTime":1333.51,"endTime":1336.9,"body":"specials on PBS, and NatGeo, and"},{"speaker":"Annemie Tonken","startTime":1333.51,"endTime":1336.9,"body":"a bunch of other places. And"},{"speaker":"Annemie Tonken","startTime":1336.9,"endTime":1340.59,"body":"they all use that name, right?"},{"speaker":"Annemie Tonken","startTime":1336.9,"endTime":1340.59,"body":"Because it's interesting. It's"},{"speaker":"Annemie Tonken","startTime":1340.59,"endTime":1344.43,"body":"attention grabbing, and whether"},{"speaker":"Annemie Tonken","startTime":1340.59,"endTime":1344.43,"body":"or not you personally identify"},{"speaker":"Annemie Tonken","startTime":1344.43,"endTime":1348.18,"body":"as particularly punk rock, the"},{"speaker":"Annemie Tonken","startTime":1344.43,"endTime":1348.18,"body":"name is going to stand out in"},{"speaker":"Annemie Tonken","startTime":1348.18,"endTime":1352.71,"body":"your mind, right? It is not just"},{"speaker":"Annemie Tonken","startTime":1348.18,"endTime":1352.71,"body":"to her name, it is this sort of"},{"speaker":"Annemie Tonken","startTime":1352.71,"endTime":1355.98,"body":"title, it's going to pique your"},{"speaker":"Annemie Tonken","startTime":1352.71,"endTime":1355.98,"body":"curiosity. And it might be the"},{"speaker":"Annemie Tonken","startTime":1355.98,"endTime":1359.58,"body":"sort of thing that inspires you"},{"speaker":"Annemie Tonken","startTime":1355.98,"endTime":1359.58,"body":"to, I don't know, poke around on"},{"speaker":"Annemie Tonken","startTime":1359.58,"endTime":1364.11,"body":"her website, like now I have"},{"speaker":"Annemie Tonken","startTime":1359.58,"endTime":1364.11,"body":"done all of which is exactly the"},{"speaker":"Annemie Tonken","startTime":1364.11,"endTime":1368.34,"body":"sort of thing that over time and"},{"speaker":"Annemie Tonken","startTime":1364.11,"endTime":1368.34,"body":"with enough exposure ultimately"},{"speaker":"Annemie Tonken","startTime":1368.34,"endTime":1373.5,"body":"leads to more traffic and more"},{"speaker":"Annemie Tonken","startTime":1368.34,"endTime":1373.5,"body":"bookings. So as you think about"},{"speaker":"Annemie Tonken","startTime":1374.28,"endTime":1377.34,"body":"marketing, and you think about"},{"speaker":"Annemie Tonken","startTime":1374.28,"endTime":1377.34,"body":"how you talk about yourself and"},{"speaker":"Annemie Tonken","startTime":1377.34,"endTime":1381.75,"body":"your business, I want you to"},{"speaker":"Annemie Tonken","startTime":1377.34,"endTime":1381.75,"body":"consider your whole self, who"},{"speaker":"Annemie Tonken","startTime":1381.75,"endTime":1385.11,"body":"you are, what you love what"},{"speaker":"Annemie Tonken","startTime":1381.75,"endTime":1385.11,"body":"you're good at. And I want you"},{"speaker":"Annemie Tonken","startTime":1385.11,"endTime":1390.21,"body":"to consider how you can lean"},{"speaker":"Annemie Tonken","startTime":1385.11,"endTime":1390.21,"body":"into what makes you you to stand"},{"speaker":"Annemie Tonken","startTime":1390.21,"endTime":1393.36,"body":"out from the crowd and give"},{"speaker":"Annemie Tonken","startTime":1390.21,"endTime":1393.36,"body":"people something to latch on to."},{"speaker":"Annemie Tonken","startTime":1394.65,"endTime":1397.47,"body":"Well, that's it for this week's"},{"speaker":"Annemie Tonken","startTime":1394.65,"endTime":1397.47,"body":"episode of This can't be that"},{"speaker":"Annemie Tonken","startTime":1397.47,"endTime":1401.43,"body":"hard. I'll be back Same time,"},{"speaker":"Annemie Tonken","startTime":1397.47,"endTime":1401.43,"body":"same place next week. In the"},{"speaker":"Annemie Tonken","startTime":1401.43,"endTime":1404.46,"body":"meantime, you can find more"},{"speaker":"Annemie Tonken","startTime":1401.43,"endTime":1404.46,"body":"information about this episode,"},{"speaker":"Annemie Tonken","startTime":1404.52,"endTime":1408.0,"body":"along with all the relevant"},{"speaker":"Annemie Tonken","startTime":1404.52,"endTime":1408.0,"body":"links, notes and downloads at"},{"speaker":"Annemie Tonken","startTime":1408.0,"endTime":1411.72,"body":"this can't be that"},{"speaker":"Annemie Tonken","startTime":1408.0,"endTime":1411.72,"body":"hard.com/learn If you liked the"},{"speaker":"Annemie Tonken","startTime":1411.72,"endTime":1415.26,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":1411.72,"endTime":1415.26,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":1415.44,"endTime":1419.07,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":1415.44,"endTime":1419.07,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":1419.25,"endTime":1422.79,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":1419.25,"endTime":1422.79,"body":"hope you have a fantastic week."}]}