{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.0,"endTime":2.49,"body":"Hey guys, I have"},{"speaker":"Annemie Tonken","startTime":0.0,"endTime":2.49,"body":"a special treat for you today"},{"speaker":"Annemie Tonken","startTime":2.49,"endTime":6.72,"body":"back in episode 248, I had my"},{"speaker":"Annemie Tonken","startTime":2.49,"endTime":6.72,"body":"friend Kristin Sweeting from the"},{"speaker":"Annemie Tonken","startTime":6.72,"endTime":11.73,"body":"dangerous creatives podcast on"},{"speaker":"Annemie Tonken","startTime":6.72,"endTime":11.73,"body":"this show. And her episode was a"},{"speaker":"Annemie Tonken","startTime":11.73,"endTime":14.7,"body":"big hit. I love the way that"},{"speaker":"Annemie Tonken","startTime":11.73,"endTime":14.7,"body":"Kristen thinks I feel like we"},{"speaker":"Annemie Tonken","startTime":14.7,"endTime":19.08,"body":"have very similar basic ideas"},{"speaker":"Annemie Tonken","startTime":14.7,"endTime":19.08,"body":"about how to run a business and"},{"speaker":"Annemie Tonken","startTime":19.08,"endTime":22.05,"body":"all that sort of stuff. But she"},{"speaker":"Annemie Tonken","startTime":19.08,"endTime":22.05,"body":"kind of comes to it from a"},{"speaker":"Annemie Tonken","startTime":22.05,"endTime":26.43,"body":"slightly more mindset focused"},{"speaker":"Annemie Tonken","startTime":22.05,"endTime":26.43,"body":"angle. And I feel like I am a"},{"speaker":"Annemie Tonken","startTime":26.43,"endTime":29.19,"body":"little bit more focused on the"},{"speaker":"Annemie Tonken","startTime":26.43,"endTime":29.19,"body":"practical nuts and bolts of"},{"speaker":"Annemie Tonken","startTime":29.19,"endTime":33.69,"body":"things. So this spring, when she"},{"speaker":"Annemie Tonken","startTime":29.19,"endTime":33.69,"body":"reached out and said she wanted"},{"speaker":"Annemie Tonken","startTime":33.69,"endTime":39.03,"body":"to do a podcast swap, I was"},{"speaker":"Annemie Tonken","startTime":33.69,"endTime":39.03,"body":"like, fantastic. And we're both"},{"speaker":"Annemie Tonken","startTime":39.03,"endTime":42.66,"body":"talking about the subject of"},{"speaker":"Annemie Tonken","startTime":39.03,"endTime":42.66,"body":"pricing. So I am on her show"},{"speaker":"Annemie Tonken","startTime":42.66,"endTime":46.44,"body":"talking about pricing from kind"},{"speaker":"Annemie Tonken","startTime":42.66,"endTime":46.44,"body":"of my perspective, and that"},{"speaker":"Annemie Tonken","startTime":46.44,"endTime":52.35,"body":"episode will be aired over here"},{"speaker":"Annemie Tonken","startTime":46.44,"endTime":52.35,"body":"as well. But she is here on this"},{"speaker":"Annemie Tonken","startTime":52.35,"endTime":56.52,"body":"can't be that hard taking over"},{"speaker":"Annemie Tonken","startTime":52.35,"endTime":56.52,"body":"today to talk about pricing"},{"speaker":"Annemie Tonken","startTime":56.55,"endTime":62.13,"body":"mindset. And I know that so many"},{"speaker":"Annemie Tonken","startTime":56.55,"endTime":62.13,"body":"of us are currently experiencing"},{"speaker":"Annemie Tonken","startTime":62.25,"endTime":65.49,"body":"fewer inquiries, feeling more"},{"speaker":"Annemie Tonken","startTime":62.25,"endTime":65.49,"body":"pressure on the inquiries that"},{"speaker":"Annemie Tonken","startTime":65.49,"endTime":69.36,"body":"do come in, and you may be"},{"speaker":"Annemie Tonken","startTime":65.49,"endTime":69.36,"body":"questioning your pricing, you"},{"speaker":"Annemie Tonken","startTime":69.36,"endTime":72.45,"body":"may be in a place where you're"},{"speaker":"Annemie Tonken","startTime":69.36,"endTime":72.45,"body":"like, am I charging too much? Am"},{"speaker":"Annemie Tonken","startTime":72.45,"endTime":75.48,"body":"I charging too little? How do I"},{"speaker":"Annemie Tonken","startTime":72.45,"endTime":75.48,"body":"stand out in the market, all"},{"speaker":"Annemie Tonken","startTime":75.48,"endTime":78.63,"body":"these different things, and that"},{"speaker":"Annemie Tonken","startTime":75.48,"endTime":78.63,"body":"sort of noise in your head can"},{"speaker":"Annemie Tonken","startTime":78.63,"endTime":82.89,"body":"get really confusing and really"},{"speaker":"Annemie Tonken","startTime":78.63,"endTime":82.89,"body":"loud. So I love the episode that"},{"speaker":"Annemie Tonken","startTime":82.89,"endTime":86.46,"body":"Kristin is sharing today, this"},{"speaker":"Annemie Tonken","startTime":82.89,"endTime":86.46,"body":"has so many great gold nuggets"},{"speaker":"Annemie Tonken","startTime":86.46,"endTime":89.1,"body":"in it. So make sure that you've"},{"speaker":"Annemie Tonken","startTime":86.46,"endTime":89.1,"body":"got a notebook handy for this"},{"speaker":"Annemie Tonken","startTime":89.1,"endTime":92.22,"body":"one. And with that, I will turn"},{"speaker":"Annemie Tonken","startTime":89.1,"endTime":92.22,"body":"it over to Kristin."},{"speaker":"Kristin Sweeting","startTime":92.49,"endTime":96.18,"body":"Okay, so let's"},{"speaker":"Kristin Sweeting","startTime":92.49,"endTime":96.18,"body":"dive into the topic for today."},{"speaker":"Kristin Sweeting","startTime":96.3,"endTime":101.19,"body":"Which is pricing, cuz I'm hoping"},{"speaker":"Kristin Sweeting","startTime":96.3,"endTime":101.19,"body":"a lot of a lot of you a lot of"},{"speaker":"Kristin Sweeting","startTime":101.19,"endTime":105.15,"body":"us are can reconsidering our"},{"speaker":"Kristin Sweeting","startTime":101.19,"endTime":105.15,"body":"pricing right now we're going"},{"speaker":"Kristin Sweeting","startTime":105.15,"endTime":110.01,"body":"into a new year, we know we want"},{"speaker":"Kristin Sweeting","startTime":105.15,"endTime":110.01,"body":"to maybe make some more money"},{"speaker":"Kristin Sweeting","startTime":110.01,"endTime":113.34,"body":"next year, or take a few less"},{"speaker":"Kristin Sweeting","startTime":110.01,"endTime":113.34,"body":"clients than we did this year."},{"speaker":"Kristin Sweeting","startTime":113.55,"endTime":116.46,"body":"And we're reevaluating our"},{"speaker":"Kristin Sweeting","startTime":113.55,"endTime":116.46,"body":"pricing for a lot of different"},{"speaker":"Kristin Sweeting","startTime":116.46,"endTime":121.41,"body":"reasons. So today we're going to"},{"speaker":"Kristin Sweeting","startTime":116.46,"endTime":121.41,"body":"talk about so much and I'm like"},{"speaker":"Kristin Sweeting","startTime":121.41,"endTime":123.81,"body":"looking through my notes. I'm"},{"speaker":"Kristin Sweeting","startTime":121.41,"endTime":123.81,"body":"like, Oh my gosh, this stuff is"},{"speaker":"Kristin Sweeting","startTime":123.81,"endTime":127.62,"body":"so good. I cannot wait to get it"},{"speaker":"Kristin Sweeting","startTime":123.81,"endTime":127.62,"body":"in your ears. So we're gonna"},{"speaker":"Kristin Sweeting","startTime":127.62,"endTime":130.83,"body":"talk about psychology of"},{"speaker":"Kristin Sweeting","startTime":127.62,"endTime":130.83,"body":"pricing, we're going to talk"},{"speaker":"Kristin Sweeting","startTime":130.83,"endTime":135.09,"body":"about how to make something"},{"speaker":"Kristin Sweeting","startTime":130.83,"endTime":135.09,"body":"really valuable. And figuring"},{"speaker":"Kristin Sweeting","startTime":135.09,"endTime":139.5,"body":"out how to price by working"},{"speaker":"Kristin Sweeting","startTime":135.09,"endTime":139.5,"body":"backwards from your goals. How"},{"speaker":"Kristin Sweeting","startTime":139.5,"endTime":143.28,"body":"to evaluate your capacity,"},{"speaker":"Kristin Sweeting","startTime":139.5,"endTime":143.28,"body":"keeping expenses, low and"},{"speaker":"Kristin Sweeting","startTime":143.28,"endTime":147.12,"body":"predictable, planning for slow"},{"speaker":"Kristin Sweeting","startTime":143.28,"endTime":147.12,"body":"months and regulating our"},{"speaker":"Kristin Sweeting","startTime":147.12,"endTime":151.11,"body":"nervous systems. Ooh, that"},{"speaker":"Kristin Sweeting","startTime":147.12,"endTime":151.11,"body":"always happen that we always"},{"speaker":"Kristin Sweeting","startTime":151.11,"endTime":154.5,"body":"need that one raising our"},{"speaker":"Kristin Sweeting","startTime":151.11,"endTime":154.5,"body":"prices, don't we finding aligned"},{"speaker":"Kristin Sweeting","startTime":154.5,"endTime":158.67,"body":"partners and taking good care of"},{"speaker":"Kristin Sweeting","startTime":154.5,"endTime":158.67,"body":"them. And, and yeah, we're going"},{"speaker":"Kristin Sweeting","startTime":158.67,"endTime":161.31,"body":"to talk about all of it. So"},{"speaker":"Kristin Sweeting","startTime":158.67,"endTime":161.31,"body":"that's a little quick overview"},{"speaker":"Kristin Sweeting","startTime":161.31,"endTime":163.86,"body":"on what we're going to talk"},{"speaker":"Kristin Sweeting","startTime":161.31,"endTime":163.86,"body":"about today. And I'm going to"},{"speaker":"Kristin Sweeting","startTime":163.86,"endTime":167.91,"body":"dive into each of those topics"},{"speaker":"Kristin Sweeting","startTime":163.86,"endTime":167.91,"body":"as we go. So I first just want"},{"speaker":"Kristin Sweeting","startTime":167.91,"endTime":172.56,"body":"to mention that pricing is such"},{"speaker":"Kristin Sweeting","startTime":167.91,"endTime":172.56,"body":"a tough, touchy topic, because I"},{"speaker":"Kristin Sweeting","startTime":172.56,"endTime":178.14,"body":"think it brings up a lot of our"},{"speaker":"Kristin Sweeting","startTime":172.56,"endTime":178.14,"body":"own fears and pains around our"},{"speaker":"Kristin Sweeting","startTime":178.14,"endTime":182.49,"body":"own childhood or our own growing"},{"speaker":"Kristin Sweeting","startTime":178.14,"endTime":182.49,"body":"up or just the things that we"},{"speaker":"Kristin Sweeting","startTime":182.49,"endTime":187.08,"body":"believe about the world, it"},{"speaker":"Kristin Sweeting","startTime":182.49,"endTime":187.08,"body":"makes us consider what makes us"},{"speaker":"Kristin Sweeting","startTime":187.08,"endTime":191.88,"body":"think we should be saying we're"},{"speaker":"Kristin Sweeting","startTime":187.08,"endTime":191.88,"body":"valuable, it makes us think back"},{"speaker":"Kristin Sweeting","startTime":191.88,"endTime":195.39,"body":"to, you know, when we felt like"},{"speaker":"Kristin Sweeting","startTime":191.88,"endTime":195.39,"body":"we were excluded from a cool"},{"speaker":"Kristin Sweeting","startTime":195.39,"endTime":199.32,"body":"group. And like if we try to"},{"speaker":"Kristin Sweeting","startTime":195.39,"endTime":199.32,"body":"raise our prices, are we now"},{"speaker":"Kristin Sweeting","startTime":199.32,"endTime":202.68,"body":"saying like, we're too cool for"},{"speaker":"Kristin Sweeting","startTime":199.32,"endTime":202.68,"body":"you. There's all these kind of"},{"speaker":"Kristin Sweeting","startTime":202.71,"endTime":205.77,"body":"thoughts that come up when we"},{"speaker":"Kristin Sweeting","startTime":202.71,"endTime":205.77,"body":"are starting to move in our"},{"speaker":"Kristin Sweeting","startTime":205.77,"endTime":210.09,"body":"pricing that we really have to"},{"speaker":"Kristin Sweeting","startTime":205.77,"endTime":210.09,"body":"consider and we have to deal"},{"speaker":"Kristin Sweeting","startTime":210.09,"endTime":212.94,"body":"with and a lot of times have to"},{"speaker":"Kristin Sweeting","startTime":210.09,"endTime":212.94,"body":"process through with someone"},{"speaker":"Kristin Sweeting","startTime":212.94,"endTime":217.47,"body":"else and be like, Why is this a"},{"speaker":"Kristin Sweeting","startTime":212.94,"endTime":217.47,"body":"thing that is keeping me stuck."},{"speaker":"Kristin Sweeting","startTime":217.47,"endTime":220.92,"body":"So I just want to say that that"},{"speaker":"Kristin Sweeting","startTime":217.47,"endTime":220.92,"body":"is a super, super common thing"},{"speaker":"Kristin Sweeting","startTime":220.95,"endTime":224.55,"body":"to come up when we're working"},{"speaker":"Kristin Sweeting","startTime":220.95,"endTime":224.55,"body":"through a pricing raise is to"},{"speaker":"Kristin Sweeting","startTime":224.55,"endTime":229.29,"body":"have all these things where"},{"speaker":"Kristin Sweeting","startTime":224.55,"endTime":229.29,"body":"you're like, why am I thinking"},{"speaker":"Kristin Sweeting","startTime":229.29,"endTime":232.05,"body":"about that thing that happened"},{"speaker":"Kristin Sweeting","startTime":229.29,"endTime":232.05,"body":"when I was in middle school?"},{"speaker":"Kristin Sweeting","startTime":232.5,"endTime":235.74,"body":"It's so common because it's"},{"speaker":"Kristin Sweeting","startTime":232.5,"endTime":235.74,"body":"really tied to these pieces of"},{"speaker":"Kristin Sweeting","startTime":235.74,"endTime":239.79,"body":"our identity, and our story and"},{"speaker":"Kristin Sweeting","startTime":235.74,"endTime":239.79,"body":"these things that we've always"},{"speaker":"Kristin Sweeting","startTime":239.79,"endTime":243.66,"body":"said that we believed, and we"},{"speaker":"Kristin Sweeting","startTime":239.79,"endTime":243.66,"body":"have to work through them in a"},{"speaker":"Kristin Sweeting","startTime":243.66,"endTime":248.82,"body":"way that is consistent with our"},{"speaker":"Kristin Sweeting","startTime":243.66,"endTime":248.82,"body":"with our being. So if this is a"},{"speaker":"Kristin Sweeting","startTime":248.82,"endTime":252.75,"body":"hard topic for you just know"},{"speaker":"Kristin Sweeting","startTime":248.82,"endTime":252.75,"body":"that it is for everybody. And"},{"speaker":"Kristin Sweeting","startTime":252.75,"endTime":256.65,"body":"there's a lot of different"},{"speaker":"Kristin Sweeting","startTime":252.75,"endTime":256.65,"body":"reasons why talking about our"},{"speaker":"Kristin Sweeting","startTime":256.65,"endTime":261.57,"body":"own value is hard for us. If you"},{"speaker":"Kristin Sweeting","startTime":256.65,"endTime":261.57,"body":"listened to the episode Rosa and"},{"speaker":"Kristin Sweeting","startTime":261.57,"endTime":265.41,"body":"I did about recovering from"},{"speaker":"Kristin Sweeting","startTime":261.57,"endTime":265.41,"body":"religious trauma that can be one"},{"speaker":"Kristin Sweeting","startTime":265.41,"endTime":269.22,"body":"reason that raising pricing can"},{"speaker":"Kristin Sweeting","startTime":265.41,"endTime":269.22,"body":"be really hard to is these"},{"speaker":"Kristin Sweeting","startTime":269.43,"endTime":273.51,"body":"things that are really ingrained"},{"speaker":"Kristin Sweeting","startTime":269.43,"endTime":273.51,"body":"in us about how we should act,"},{"speaker":"Kristin Sweeting","startTime":273.51,"endTime":278.22,"body":"who we should be what we should"},{"speaker":"Kristin Sweeting","startTime":273.51,"endTime":278.22,"body":"charge to be a good person, a"},{"speaker":"Kristin Sweeting","startTime":278.22,"endTime":280.98,"body":"lot of those things really come"},{"speaker":"Kristin Sweeting","startTime":278.22,"endTime":280.98,"body":"up when we start moving forward"},{"speaker":"Kristin Sweeting","startTime":280.98,"endTime":285.21,"body":"with our business. So even if"},{"speaker":"Kristin Sweeting","startTime":280.98,"endTime":285.21,"body":"religion isn't something that"},{"speaker":"Kristin Sweeting","startTime":285.21,"endTime":289.32,"body":"has, has created this for us,"},{"speaker":"Kristin Sweeting","startTime":285.21,"endTime":289.32,"body":"there's a lot of other things in"},{"speaker":"Kristin Sweeting","startTime":289.32,"endTime":295.23,"body":"society. A lot of other reasons"},{"speaker":"Kristin Sweeting","startTime":289.32,"endTime":295.23,"body":"why this is hard. So I'm just"},{"speaker":"Kristin Sweeting","startTime":295.23,"endTime":300.15,"body":"want to have a little shout out"},{"speaker":"Kristin Sweeting","startTime":295.23,"endTime":300.15,"body":"to this. This program that I've"},{"speaker":"Kristin Sweeting","startTime":300.15,"endTime":304.95,"body":"loved that is kind of self"},{"speaker":"Kristin Sweeting","startTime":300.15,"endTime":304.95,"body":"hypnosis that has helped work"},{"speaker":"Kristin Sweeting","startTime":304.95,"endTime":309.75,"body":"through some of the things that"},{"speaker":"Kristin Sweeting","startTime":304.95,"endTime":309.75,"body":"come up around pricing to be"},{"speaker":"Kristin Sweeting","startTime":309.75,"endTime":313.53,"body":"magnetic, they have an app. And"},{"speaker":"Kristin Sweeting","startTime":309.75,"endTime":313.53,"body":"it's like a membership and you"},{"speaker":"Kristin Sweeting","startTime":313.53,"endTime":316.92,"body":"listen to recordings, that kind"},{"speaker":"Kristin Sweeting","startTime":313.53,"endTime":316.92,"body":"of help. It's like a meditation."},{"speaker":"Kristin Sweeting","startTime":316.92,"endTime":320.94,"body":"But I've really enjoyed those."},{"speaker":"Kristin Sweeting","startTime":316.92,"endTime":320.94,"body":"And I found them super helpful"},{"speaker":"Kristin Sweeting","startTime":320.94,"endTime":324.12,"body":"along with therapy and"},{"speaker":"Kristin Sweeting","startTime":320.94,"endTime":324.12,"body":"reprogramming some of these self"},{"speaker":"Kristin Sweeting","startTime":324.12,"endTime":326.55,"body":"worth things that come up"},{"speaker":"Kristin Sweeting","startTime":324.12,"endTime":326.55,"body":"anytime we talk about pricing."},{"speaker":"Kristin Sweeting","startTime":328.29,"endTime":332.76,"body":"Sojust know that it's not all."},{"speaker":"Kristin Sweeting","startTime":328.29,"endTime":332.76,"body":"It's not all just business"},{"speaker":"Kristin Sweeting","startTime":332.76,"endTime":336.12,"body":"strategy. There's a lot of"},{"speaker":"Kristin Sweeting","startTime":332.76,"endTime":336.12,"body":"psychological reasons why this"},{"speaker":"Kristin Sweeting","startTime":336.12,"endTime":341.67,"body":"is hard to. So as we talk about"},{"speaker":"Kristin Sweeting","startTime":336.12,"endTime":341.67,"body":"psychological things behind"},{"speaker":"Kristin Sweeting","startTime":341.67,"endTime":345.66,"body":"pricing, let's jump in to the"},{"speaker":"Kristin Sweeting","startTime":341.67,"endTime":345.66,"body":"psychology of pricing. So we'll"},{"speaker":"Kristin Sweeting","startTime":345.66,"endTime":349.32,"body":"kind of leave some of the"},{"speaker":"Kristin Sweeting","startTime":345.66,"endTime":349.32,"body":"mindset stuff to the"},{"speaker":"Kristin Sweeting","startTime":349.32,"endTime":354.45,"body":"professionals, therapists. And"},{"speaker":"Kristin Sweeting","startTime":349.32,"endTime":354.45,"body":"if you want to explore some self"},{"speaker":"Kristin Sweeting","startTime":354.45,"endTime":358.95,"body":"hypnosis, you know, definitely"},{"speaker":"Kristin Sweeting","startTime":354.45,"endTime":358.95,"body":"do that. But let's jump into"},{"speaker":"Kristin Sweeting","startTime":359.19,"endTime":363.06,"body":"kind of like the psychology"},{"speaker":"Kristin Sweeting","startTime":359.19,"endTime":363.06,"body":"around pricing tiers. And the"},{"speaker":"Kristin Sweeting","startTime":363.06,"endTime":367.53,"body":"reason why we don't just have to"},{"speaker":"Kristin Sweeting","startTime":363.06,"endTime":367.53,"body":"raise our price to $50 at a"},{"speaker":"Kristin Sweeting","startTime":367.53,"endTime":372.0,"body":"time. And there's a lot more"},{"speaker":"Kristin Sweeting","startTime":367.53,"endTime":372.0,"body":"that we can do strategically as"},{"speaker":"Kristin Sweeting","startTime":372.0,"endTime":376.11,"body":"we're raising our prices. So"},{"speaker":"Kristin Sweeting","startTime":372.0,"endTime":376.11,"body":"when we jump into being a"},{"speaker":"Kristin Sweeting","startTime":376.11,"endTime":378.99,"body":"photographer, or creative, a lot"},{"speaker":"Kristin Sweeting","startTime":376.11,"endTime":378.99,"body":"of times, we're just looking"},{"speaker":"Kristin Sweeting","startTime":378.99,"endTime":382.56,"body":"around and seeing what other"},{"speaker":"Kristin Sweeting","startTime":378.99,"endTime":382.56,"body":"people are charging, and basing"},{"speaker":"Kristin Sweeting","startTime":382.59,"endTime":387.18,"body":"what we charge on that number."},{"speaker":"Kristin Sweeting","startTime":382.59,"endTime":387.18,"body":"So maybe the first wedding you"},{"speaker":"Kristin Sweeting","startTime":387.18,"endTime":392.67,"body":"did was a couple $100, mine was"},{"speaker":"Kristin Sweeting","startTime":387.18,"endTime":392.67,"body":"$500. It was the amount that I"},{"speaker":"Kristin Sweeting","startTime":392.67,"endTime":395.4,"body":"felt comfortable charging for"},{"speaker":"Kristin Sweeting","startTime":392.67,"endTime":395.4,"body":"the first one plus what my"},{"speaker":"Kristin Sweeting","startTime":395.4,"endTime":399.69,"body":"friend could pay, and we just"},{"speaker":"Kristin Sweeting","startTime":395.4,"endTime":399.69,"body":"agreed on that number. And add"},{"speaker":"Kristin Sweeting","startTime":399.69,"endTime":402.72,"body":"there wasn't a whole lot of"},{"speaker":"Kristin Sweeting","startTime":399.69,"endTime":402.72,"body":"reason behind it. I think at the"},{"speaker":"Kristin Sweeting","startTime":402.72,"endTime":405.03,"body":"beginning, that makes a lot of"},{"speaker":"Kristin Sweeting","startTime":402.72,"endTime":405.03,"body":"sense. You're wanting to get"},{"speaker":"Kristin Sweeting","startTime":405.03,"endTime":408.93,"body":"experience, you're wanting to"},{"speaker":"Kristin Sweeting","startTime":405.03,"endTime":408.93,"body":"build your portfolio, I did a"},{"speaker":"Kristin Sweeting","startTime":408.93,"endTime":412.5,"body":"lot of photoshoots for free at"},{"speaker":"Kristin Sweeting","startTime":408.93,"endTime":412.5,"body":"the beginning. And anytime I've"},{"speaker":"Kristin Sweeting","startTime":412.5,"endTime":415.8,"body":"done a new business, my coaching"},{"speaker":"Kristin Sweeting","startTime":412.5,"endTime":415.8,"body":"business, I coached for free for"},{"speaker":"Kristin Sweeting","startTime":415.83,"endTime":419.61,"body":"a long time, just like I did"},{"speaker":"Kristin Sweeting","startTime":415.83,"endTime":419.61,"body":"photography for free for a long"},{"speaker":"Kristin Sweeting","startTime":419.61,"endTime":423.3,"body":"time before I felt confident"},{"speaker":"Kristin Sweeting","startTime":419.61,"endTime":423.3,"body":"enough to start charging. And"},{"speaker":"Kristin Sweeting","startTime":423.3,"endTime":427.05,"body":"once you're ready to run a"},{"speaker":"Kristin Sweeting","startTime":423.3,"endTime":427.05,"body":"business, we really don't have"},{"speaker":"Kristin Sweeting","startTime":427.05,"endTime":433.08,"body":"to start so low and inch up, we"},{"speaker":"Kristin Sweeting","startTime":427.05,"endTime":433.08,"body":"can set a price based on our"},{"speaker":"Kristin Sweeting","startTime":433.08,"endTime":437.61,"body":"time, our experience, the"},{"speaker":"Kristin Sweeting","startTime":433.08,"endTime":437.61,"body":"quality that we're delivering"},{"speaker":"Kristin Sweeting","startTime":437.67,"endTime":440.82,"body":"our portfolio, there's a lot of"},{"speaker":"Kristin Sweeting","startTime":437.67,"endTime":440.82,"body":"things that go into it. And when"},{"speaker":"Kristin Sweeting","startTime":440.82,"endTime":444.57,"body":"I'm working with a client on a"},{"speaker":"Kristin Sweeting","startTime":440.82,"endTime":444.57,"body":"pricing intensive or in the"},{"speaker":"Kristin Sweeting","startTime":444.57,"endTime":448.77,"body":"mastermind, we take a lot of"},{"speaker":"Kristin Sweeting","startTime":444.57,"endTime":448.77,"body":"those things into consideration"},{"speaker":"Kristin Sweeting","startTime":448.77,"endTime":452.73,"body":"as we're setting prices. And as"},{"speaker":"Kristin Sweeting","startTime":448.77,"endTime":452.73,"body":"we're up leveling pricing, they"},{"speaker":"Kristin Sweeting","startTime":452.73,"endTime":456.99,"body":"have to go along with your"},{"speaker":"Kristin Sweeting","startTime":452.73,"endTime":456.99,"body":"experience and your location and"},{"speaker":"Kristin Sweeting","startTime":456.99,"endTime":459.84,"body":"your portfolio and all these"},{"speaker":"Kristin Sweeting","startTime":456.99,"endTime":459.84,"body":"things. But I think one of the"},{"speaker":"Kristin Sweeting","startTime":459.84,"endTime":464.76,"body":"things that I see people do, and"},{"speaker":"Kristin Sweeting","startTime":459.84,"endTime":464.76,"body":"it's super normal is to think"},{"speaker":"Kristin Sweeting","startTime":464.76,"endTime":469.68,"body":"like I need to set a price and"},{"speaker":"Kristin Sweeting","startTime":464.76,"endTime":469.68,"body":"then slowly slowly raise because"},{"speaker":"Kristin Sweeting","startTime":469.68,"endTime":473.64,"body":"I don't want to lose clients or"},{"speaker":"Kristin Sweeting","startTime":469.68,"endTime":473.64,"body":"I don't want to upset anybody."},{"speaker":"Kristin Sweeting","startTime":474.03,"endTime":477.96,"body":"Or I don't want to look greedy"},{"speaker":"Kristin Sweeting","startTime":474.03,"endTime":477.96,"body":"or whatever the thought is and"},{"speaker":"Kristin Sweeting","startTime":477.96,"endTime":482.46,"body":"we slowly inch our prices up"},{"speaker":"Kristin Sweeting","startTime":477.96,"endTime":482.46,"body":"instead of kind of making these"},{"speaker":"Kristin Sweeting","startTime":482.46,"endTime":488.1,"body":"really intentional strategic"},{"speaker":"Kristin Sweeting","startTime":482.46,"endTime":488.1,"body":"moves to move from one position"},{"speaker":"Kristin Sweeting","startTime":488.1,"endTime":491.46,"body":"in the market to another. So one"},{"speaker":"Kristin Sweeting","startTime":488.1,"endTime":491.46,"body":"of the things that I think is"},{"speaker":"Kristin Sweeting","startTime":491.46,"endTime":494.67,"body":"really interesting about our"},{"speaker":"Kristin Sweeting","startTime":491.46,"endTime":494.67,"body":"brains is that we start"},{"speaker":"Kristin Sweeting","startTime":494.67,"endTime":498.18,"body":"categorizing different prices"},{"speaker":"Kristin Sweeting","startTime":494.67,"endTime":498.18,"body":"into different tiers. And our"},{"speaker":"Kristin Sweeting","startTime":498.18,"endTime":501.78,"body":"brains like to round up to"},{"speaker":"Kristin Sweeting","startTime":498.18,"endTime":501.78,"body":"certain numbers. That's why"},{"speaker":"Kristin Sweeting","startTime":501.81,"endTime":506.1,"body":"like, you know, 799, is what you"},{"speaker":"Kristin Sweeting","startTime":501.81,"endTime":506.1,"body":"might see at Walmart for"},{"speaker":"Kristin Sweeting","startTime":506.1,"endTime":511.08,"body":"something instead of $8, we, we"},{"speaker":"Kristin Sweeting","startTime":506.1,"endTime":511.08,"body":"justify to ourselves that that's"},{"speaker":"Kristin Sweeting","startTime":511.08,"endTime":514.95,"body":"a $7 thing just because of the"},{"speaker":"Kristin Sweeting","startTime":511.08,"endTime":514.95,"body":"99. Or it's more affordable"},{"speaker":"Kristin Sweeting","startTime":514.95,"endTime":518.76,"body":"somehow. So that's one example"},{"speaker":"Kristin Sweeting","startTime":514.95,"endTime":518.76,"body":"of using price pricing"},{"speaker":"Kristin Sweeting","startTime":518.76,"endTime":522.57,"body":"psychology and the other"},{"speaker":"Kristin Sweeting","startTime":518.76,"endTime":522.57,"body":"direction. But there's also"},{"speaker":"Kristin Sweeting","startTime":522.57,"endTime":526.17,"body":"thinking, thinking strategically"},{"speaker":"Kristin Sweeting","startTime":522.57,"endTime":526.17,"body":"about different tiers of"},{"speaker":"Kristin Sweeting","startTime":526.17,"endTime":532.17,"body":"pricing. So for example, like"},{"speaker":"Kristin Sweeting","startTime":526.17,"endTime":532.17,"body":"$500 is a tier $1,000 is a tier"},{"speaker":"Kristin Sweeting","startTime":532.47,"endTime":538.53,"body":"$2,500 is a tier $5,000 is a"},{"speaker":"Kristin Sweeting","startTime":532.47,"endTime":538.53,"body":"tier, and then the next tier is"},{"speaker":"Kristin Sweeting","startTime":538.56,"endTime":544.32,"body":"$10,000. So our brain is jumping"},{"speaker":"Kristin Sweeting","startTime":538.56,"endTime":544.32,"body":"from 5000 to 10,000, from 10 to"},{"speaker":"Kristin Sweeting","startTime":544.35,"endTime":549.39,"body":"20, or 25, from 25 to 50. And"},{"speaker":"Kristin Sweeting","startTime":544.35,"endTime":549.39,"body":"from 50 to 100. So you see as"},{"speaker":"Kristin Sweeting","startTime":549.39,"endTime":553.95,"body":"the numbers get bigger, are the"},{"speaker":"Kristin Sweeting","startTime":549.39,"endTime":553.95,"body":"spaces in between them get"},{"speaker":"Kristin Sweeting","startTime":553.95,"endTime":558.48,"body":"bigger as well. So someone is"},{"speaker":"Kristin Sweeting","startTime":553.95,"endTime":558.48,"body":"going to have usually like a"},{"speaker":"Kristin Sweeting","startTime":558.48,"endTime":561.81,"body":"$5,000 budget or a $10,000"},{"speaker":"Kristin Sweeting","startTime":558.48,"endTime":561.81,"body":"budget. And there's a lot of"},{"speaker":"Kristin Sweeting","startTime":561.81,"endTime":564.72,"body":"room in the middle that's kind"},{"speaker":"Kristin Sweeting","startTime":561.81,"endTime":564.72,"body":"of mucky. And so when I'm"},{"speaker":"Kristin Sweeting","startTime":564.72,"endTime":567.63,"body":"working with a client around"},{"speaker":"Kristin Sweeting","startTime":564.72,"endTime":567.63,"body":"pricing, a lot of times we're"},{"speaker":"Kristin Sweeting","startTime":567.63,"endTime":571.32,"body":"trying to get their their"},{"speaker":"Kristin Sweeting","startTime":567.63,"endTime":571.32,"body":"packages closer to either five"},{"speaker":"Kristin Sweeting","startTime":571.32,"endTime":575.55,"body":"or to 10. Because the human"},{"speaker":"Kristin Sweeting","startTime":571.32,"endTime":575.55,"body":"brain wants to round it to one"},{"speaker":"Kristin Sweeting","startTime":575.55,"endTime":578.91,"body":"of those numbers. And I'll give"},{"speaker":"Kristin Sweeting","startTime":575.55,"endTime":578.91,"body":"you an example. So for a long,"},{"speaker":"Kristin Sweeting","startTime":578.91,"endTime":582.93,"body":"long time I charged around"},{"speaker":"Kristin Sweeting","startTime":578.91,"endTime":582.93,"body":"$5,000. So I think the first the"},{"speaker":"Kristin Sweeting","startTime":582.93,"endTime":587.43,"body":"first package there was like"},{"speaker":"Kristin Sweeting","startTime":582.93,"endTime":587.43,"body":"4500. And then I raised my base"},{"speaker":"Kristin Sweeting","startTime":587.43,"endTime":593.64,"body":"from 45 to 49. And then from 49"},{"speaker":"Kristin Sweeting","startTime":587.43,"endTime":593.64,"body":"to 2520 to 5020 to 50. All of"},{"speaker":"Kristin Sweeting","startTime":593.64,"endTime":597.54,"body":"those numbers are so close to"},{"speaker":"Kristin Sweeting","startTime":593.64,"endTime":597.54,"body":"five the brain automatically is"},{"speaker":"Kristin Sweeting","startTime":597.54,"endTime":602.04,"body":"rounding it to 5000 and so Then"},{"speaker":"Kristin Sweeting","startTime":597.54,"endTime":602.04,"body":"when I started to raise up from"},{"speaker":"Kristin Sweeting","startTime":602.04,"endTime":607.56,"body":"there, I think I tried to start"},{"speaker":"Kristin Sweeting","startTime":602.04,"endTime":607.56,"body":"at 60 to 50. And it just wasn't"},{"speaker":"Kristin Sweeting","startTime":607.56,"endTime":610.77,"body":"working for me for some reason."},{"speaker":"Kristin Sweeting","startTime":607.56,"endTime":610.77,"body":"And so when I started to feel"},{"speaker":"Kristin Sweeting","startTime":610.77,"endTime":614.1,"body":"resistance there, instead of"},{"speaker":"Kristin Sweeting","startTime":610.77,"endTime":614.1,"body":"lowering back down to five, I"},{"speaker":"Kristin Sweeting","startTime":614.1,"endTime":620.16,"body":"raised to 7500. From there, I"},{"speaker":"Kristin Sweeting","startTime":614.1,"endTime":620.16,"body":"raised to 10, or 12,000. From"},{"speaker":"Kristin Sweeting","startTime":620.16,"endTime":626.37,"body":"there, I raised to 25,000 as a"},{"speaker":"Kristin Sweeting","startTime":620.16,"endTime":626.37,"body":"starting price. So to think in"},{"speaker":"Kristin Sweeting","startTime":626.37,"endTime":631.53,"body":"terms of tiers, it doesn't work"},{"speaker":"Kristin Sweeting","startTime":626.37,"endTime":631.53,"body":"at that level to raise 1000 by"},{"speaker":"Kristin Sweeting","startTime":631.53,"endTime":635.64,"body":"1000 by 1000. Or if you're lower"},{"speaker":"Kristin Sweeting","startTime":631.53,"endTime":635.64,"body":"in pricing like 100 by 100, by"},{"speaker":"Kristin Sweeting","startTime":635.67,"endTime":639.81,"body":"100. Because our brains are"},{"speaker":"Kristin Sweeting","startTime":635.67,"endTime":639.81,"body":"wanting to be closer to these"},{"speaker":"Kristin Sweeting","startTime":639.81,"endTime":644.1,"body":"kind of anchor numbers. So going"},{"speaker":"Kristin Sweeting","startTime":639.81,"endTime":644.1,"body":"back to that 5000 Number, if"},{"speaker":"Kristin Sweeting","startTime":644.1,"endTime":646.44,"body":"you're charging, if you're"},{"speaker":"Kristin Sweeting","startTime":644.1,"endTime":646.44,"body":"wanting to charge about 5000,"},{"speaker":"Kristin Sweeting","startTime":646.44,"endTime":650.1,"body":"for wedding photography, you"},{"speaker":"Kristin Sweeting","startTime":646.44,"endTime":650.1,"body":"could charge 4900 If you're"},{"speaker":"Kristin Sweeting","startTime":650.1,"endTime":654.99,"body":"wanting to be on the side of OH"},{"speaker":"Kristin Sweeting","startTime":650.1,"endTime":654.99,"body":"MY budgets 5000. But I'm saving"},{"speaker":"Kristin Sweeting","startTime":654.99,"endTime":659.07,"body":"a little bit with this"},{"speaker":"Kristin Sweeting","startTime":654.99,"endTime":659.07,"body":"photographer here, or 50 to 50,"},{"speaker":"Kristin Sweeting","startTime":659.31,"endTime":664.8,"body":"if you want to feel to feel like"},{"speaker":"Kristin Sweeting","startTime":659.31,"endTime":664.8,"body":"people are, are paying a little"},{"speaker":"Kristin Sweeting","startTime":664.8,"endTime":667.5,"body":"more than they thought they were"},{"speaker":"Kristin Sweeting","startTime":664.8,"endTime":667.5,"body":"going to, but it's still close"},{"speaker":"Kristin Sweeting","startTime":667.5,"endTime":670.98,"body":"enough to five that they want to"},{"speaker":"Kristin Sweeting","startTime":667.5,"endTime":670.98,"body":"stretch. So you get to make that"},{"speaker":"Kristin Sweeting","startTime":670.98,"endTime":675.12,"body":"decision based on kind of how"},{"speaker":"Kristin Sweeting","startTime":670.98,"endTime":675.12,"body":"you're wanting to interact with"},{"speaker":"Kristin Sweeting","startTime":675.12,"endTime":677.82,"body":"your client, how you're wanting"},{"speaker":"Kristin Sweeting","startTime":675.12,"endTime":677.82,"body":"them to feel when they hire you"},{"speaker":"Kristin Sweeting","startTime":677.82,"endTime":680.67,"body":"do you want them to feel like"},{"speaker":"Kristin Sweeting","startTime":677.82,"endTime":680.67,"body":"they're getting a deal, or do"},{"speaker":"Kristin Sweeting","startTime":680.67,"endTime":682.92,"body":"you want them to feel like"},{"speaker":"Kristin Sweeting","startTime":680.67,"endTime":682.92,"body":"they're splurging a little bit."},{"speaker":"Kristin Sweeting","startTime":683.13,"endTime":687.06,"body":"So even some of that can be"},{"speaker":"Kristin Sweeting","startTime":683.13,"endTime":687.06,"body":"really helpful when we're going"},{"speaker":"Kristin Sweeting","startTime":687.06,"endTime":691.44,"body":"into pricing things of deciding"},{"speaker":"Kristin Sweeting","startTime":687.06,"endTime":691.44,"body":"which side of that we want to be"},{"speaker":"Kristin Sweeting","startTime":691.62,"endTime":695.67,"body":"branded on. Because our pricing"},{"speaker":"Kristin Sweeting","startTime":691.62,"endTime":695.67,"body":"is part of our branding, it's"},{"speaker":"Kristin Sweeting","startTime":695.67,"endTime":699.0,"body":"part of what we get to"},{"speaker":"Kristin Sweeting","startTime":695.67,"endTime":699.0,"body":"communicate to the world about"},{"speaker":"Kristin Sweeting","startTime":699.0,"endTime":703.53,"body":"what we do, and how we do it and"},{"speaker":"Kristin Sweeting","startTime":699.0,"endTime":703.53,"body":"who we work with, and how we"},{"speaker":"Kristin Sweeting","startTime":703.53,"endTime":706.68,"body":"show up in the art that we're"},{"speaker":"Kristin Sweeting","startTime":703.53,"endTime":706.68,"body":"showing up in in our experience"},{"speaker":"Kristin Sweeting","startTime":706.68,"endTime":709.83,"body":"and the level of client"},{"speaker":"Kristin Sweeting","startTime":706.68,"endTime":709.83,"body":"experience that we're giving. So"},{"speaker":"Kristin Sweeting","startTime":709.83,"endTime":713.43,"body":"our pricing is a whole part of"},{"speaker":"Kristin Sweeting","startTime":709.83,"endTime":713.43,"body":"that big picture. So a lot of"},{"speaker":"Kristin Sweeting","startTime":713.43,"endTime":717.78,"body":"times when I do a pricing raise,"},{"speaker":"Kristin Sweeting","startTime":713.43,"endTime":717.78,"body":"I'm not just doing a couple $100"},{"speaker":"Kristin Sweeting","startTime":717.78,"endTime":722.79,"body":"at a time, I'm making a big,"},{"speaker":"Kristin Sweeting","startTime":717.78,"endTime":722.79,"body":"intentional choice. Based on a"},{"speaker":"Kristin Sweeting","startTime":722.79,"endTime":724.8,"body":"lot of different factors that"},{"speaker":"Kristin Sweeting","startTime":722.79,"endTime":724.8,"body":"we'll talk about in this"},{"speaker":"Kristin Sweeting","startTime":724.8,"endTime":729.09,"body":"episode, I just doubled almost"},{"speaker":"Kristin Sweeting","startTime":724.8,"endTime":729.09,"body":"everything that I offer in"},{"speaker":"Kristin Sweeting","startTime":729.09,"endTime":732.6,"body":"price, I doubled the price,"},{"speaker":"Kristin Sweeting","startTime":729.09,"endTime":732.6,"body":"instead of inching it up because"},{"speaker":"Kristin Sweeting","startTime":732.75,"endTime":737.7,"body":"it was all tied to values that I"},{"speaker":"Kristin Sweeting","startTime":732.75,"endTime":737.7,"body":"hold really dear, a way that I"},{"speaker":"Kristin Sweeting","startTime":737.7,"endTime":742.74,"body":"want to work with clients, a"},{"speaker":"Kristin Sweeting","startTime":737.7,"endTime":742.74,"body":"belief that I actually was under"},{"speaker":"Kristin Sweeting","startTime":742.74,"endTime":745.14,"body":"charging, and a lot of the"},{"speaker":"Kristin Sweeting","startTime":742.74,"endTime":745.14,"body":"things that I was already"},{"speaker":"Kristin Sweeting","startTime":745.14,"endTime":749.1,"body":"offering. And I needed to match"},{"speaker":"Kristin Sweeting","startTime":745.14,"endTime":749.1,"body":"my price up to the level that I"},{"speaker":"Kristin Sweeting","startTime":749.1,"endTime":752.85,"body":"was offering for people. So you"},{"speaker":"Kristin Sweeting","startTime":749.1,"endTime":752.85,"body":"may be in that place to where"},{"speaker":"Kristin Sweeting","startTime":752.85,"endTime":756.21,"body":"you realize, man, I've been"},{"speaker":"Kristin Sweeting","startTime":752.85,"endTime":756.21,"body":"doing this for a really long"},{"speaker":"Kristin Sweeting","startTime":756.21,"endTime":760.68,"body":"time. And my prices are not"},{"speaker":"Kristin Sweeting","startTime":756.21,"endTime":760.68,"body":"reflecting are not matching. The"},{"speaker":"Kristin Sweeting","startTime":760.68,"endTime":763.5,"body":"experience that I'm giving to"},{"speaker":"Kristin Sweeting","startTime":760.68,"endTime":763.5,"body":"people, lots of clients I work"},{"speaker":"Kristin Sweeting","startTime":763.5,"endTime":766.95,"body":"with are in that boat. And they"},{"speaker":"Kristin Sweeting","startTime":763.5,"endTime":766.95,"body":"come to me and I'm like, Listen,"},{"speaker":"Kristin Sweeting","startTime":766.98,"endTime":770.34,"body":"you are just way too good to be"},{"speaker":"Kristin Sweeting","startTime":766.98,"endTime":770.34,"body":"charging what you're charging,"},{"speaker":"Kristin Sweeting","startTime":770.34,"endTime":772.98,"body":"let's really look at this and"},{"speaker":"Kristin Sweeting","startTime":770.34,"endTime":772.98,"body":"figure out how to get your"},{"speaker":"Kristin Sweeting","startTime":772.98,"endTime":776.43,"body":"prices up so that it can be"},{"speaker":"Kristin Sweeting","startTime":772.98,"endTime":776.43,"body":"reflecting what you're already"},{"speaker":"Kristin Sweeting","startTime":776.43,"endTime":781.8,"body":"doing. Another tip with pricing"},{"speaker":"Kristin Sweeting","startTime":776.43,"endTime":781.8,"body":"psychology is to create a anchor"},{"speaker":"Kristin Sweeting","startTime":781.8,"endTime":785.91,"body":"package or a big, like"},{"speaker":"Kristin Sweeting","startTime":781.8,"endTime":785.91,"body":"everything you offer needs to be"},{"speaker":"Kristin Sweeting","startTime":785.91,"endTime":790.95,"body":"in one of your packages. So a"},{"speaker":"Kristin Sweeting","startTime":785.91,"endTime":790.95,"body":"lot of times I see people only"},{"speaker":"Kristin Sweeting","startTime":790.95,"endTime":794.85,"body":"offering one base offer, or"},{"speaker":"Kristin Sweeting","startTime":790.95,"endTime":794.85,"body":"putting a starting price on"},{"speaker":"Kristin Sweeting","startTime":794.85,"endTime":797.97,"body":"their website. And what you do"},{"speaker":"Kristin Sweeting","startTime":794.85,"endTime":797.97,"body":"when you're putting that on your"},{"speaker":"Kristin Sweeting","startTime":797.97,"endTime":802.29,"body":"website, or you're only having"},{"speaker":"Kristin Sweeting","startTime":797.97,"endTime":802.29,"body":"one starting package is people's"},{"speaker":"Kristin Sweeting","startTime":802.29,"endTime":806.67,"body":"brains get really caught on that"},{"speaker":"Kristin Sweeting","startTime":802.29,"endTime":806.67,"body":"number. So if you say my wedding"},{"speaker":"Kristin Sweeting","startTime":806.67,"endTime":810.21,"body":"started 3500, they see that"},{"speaker":"Kristin Sweeting","startTime":806.67,"endTime":810.21,"body":"number and have a really hard"},{"speaker":"Kristin Sweeting","startTime":810.21,"endTime":814.5,"body":"time moving past that number."},{"speaker":"Kristin Sweeting","startTime":810.21,"endTime":814.5,"body":"What an anchor package does, if"},{"speaker":"Kristin Sweeting","startTime":814.5,"endTime":820.29,"body":"you're working with with"},{"speaker":"Kristin Sweeting","startTime":814.5,"endTime":820.29,"body":"packages, is shows that there is"},{"speaker":"Kristin Sweeting","startTime":820.29,"endTime":824.1,"body":"this big package that you offer."},{"speaker":"Kristin Sweeting","startTime":820.29,"endTime":824.1,"body":"Gosh, that sounded dirty."},{"speaker":"Kristin Sweeting","startTime":824.43,"endTime":827.91,"body":"There's this, everything that"},{"speaker":"Kristin Sweeting","startTime":824.43,"endTime":827.91,"body":"you offer is in one of your"},{"speaker":"Kristin Sweeting","startTime":827.91,"endTime":834.42,"body":"offerings. And so it really"},{"speaker":"Kristin Sweeting","startTime":827.91,"endTime":834.42,"body":"makes everything else look look"},{"speaker":"Kristin Sweeting","startTime":834.42,"endTime":838.38,"body":"affordable by comparison, it's"},{"speaker":"Kristin Sweeting","startTime":834.42,"endTime":838.38,"body":"anchoring that larger price for"},{"speaker":"Kristin Sweeting","startTime":838.38,"endTime":842.28,"body":"them, instead of having an"},{"speaker":"Kristin Sweeting","startTime":838.38,"endTime":842.28,"body":"anchor at the cheapest that you"},{"speaker":"Kristin Sweeting","startTime":842.28,"endTime":846.15,"body":"offer, the lowest that you"},{"speaker":"Kristin Sweeting","startTime":842.28,"endTime":846.15,"body":"offer. So that helps kind of"},{"speaker":"Kristin Sweeting","startTime":846.15,"endTime":849.99,"body":"expand what people are"},{"speaker":"Kristin Sweeting","startTime":846.15,"endTime":849.99,"body":"expecting, expand what they can"},{"speaker":"Kristin Sweeting","startTime":849.99,"endTime":854.58,"body":"expect what they can think about"},{"speaker":"Kristin Sweeting","startTime":849.99,"endTime":854.58,"body":"what they can dream about. So"},{"speaker":"Kristin Sweeting","startTime":854.58,"endTime":858.03,"body":"it's not just helping you it's"},{"speaker":"Kristin Sweeting","startTime":854.58,"endTime":858.03,"body":"also helping them of being like,"},{"speaker":"Kristin Sweeting","startTime":858.06,"endTime":861.39,"body":"oh, there are all these other"},{"speaker":"Kristin Sweeting","startTime":858.06,"endTime":861.39,"body":"options I didn't even consider,"},{"speaker":"Kristin Sweeting","startTime":861.69,"endTime":864.6,"body":"there's more value that I can"},{"speaker":"Kristin Sweeting","startTime":861.69,"endTime":864.6,"body":"add to my package. There's these"},{"speaker":"Kristin Sweeting","startTime":864.6,"endTime":869.55,"body":"other things that I could, you"},{"speaker":"Kristin Sweeting","startTime":864.6,"endTime":869.55,"body":"know, dream about as it comes to"},{"speaker":"Kristin Sweeting","startTime":869.55,"endTime":872.64,"body":"my photography or my graphic"},{"speaker":"Kristin Sweeting","startTime":869.55,"endTime":872.64,"body":"designer, whatever kind of"},{"speaker":"Kristin Sweeting","startTime":872.64,"endTime":875.43,"body":"business that you own, you're"},{"speaker":"Kristin Sweeting","startTime":872.64,"endTime":875.43,"body":"helping you're helping someone"},{"speaker":"Kristin Sweeting","startTime":875.43,"endTime":879.66,"body":"think bigger when you do this."},{"speaker":"Kristin Sweeting","startTime":875.43,"endTime":879.66,"body":"So I also just want to say that"},{"speaker":"Kristin Sweeting","startTime":879.66,"endTime":883.23,"body":"there is something really"},{"speaker":"Kristin Sweeting","startTime":879.66,"endTime":883.23,"body":"inspiring about you taking a"},{"speaker":"Kristin Sweeting","startTime":883.23,"endTime":887.88,"body":"courageous leap to claim your"},{"speaker":"Kristin Sweeting","startTime":883.23,"endTime":887.88,"body":"value to the world and in the"},{"speaker":"Kristin Sweeting","startTime":887.88,"endTime":890.82,"body":"marketplace and in front of your"},{"speaker":"Kristin Sweeting","startTime":887.88,"endTime":890.82,"body":"peers. There's something that"},{"speaker":"Kristin Sweeting","startTime":891.12,"endTime":895.08,"body":"that expands the energy for"},{"speaker":"Kristin Sweeting","startTime":891.12,"endTime":895.08,"body":"everybody around you. It gives"},{"speaker":"Kristin Sweeting","startTime":895.11,"endTime":898.83,"body":"other people these"},{"speaker":"Kristin Sweeting","startTime":895.11,"endTime":898.83,"body":"opportunities. It sets other"},{"speaker":"Kristin Sweeting","startTime":898.83,"endTime":902.07,"body":"people's visions on and"},{"speaker":"Kristin Sweeting","startTime":898.83,"endTime":902.07,"body":"something beyond what they had"},{"speaker":"Kristin Sweeting","startTime":902.07,"endTime":906.24,"body":"dreamed of. So just know that"},{"speaker":"Kristin Sweeting","startTime":902.07,"endTime":906.24,"body":"taking courageous leaps also"},{"speaker":"Kristin Sweeting","startTime":906.24,"endTime":910.56,"body":"expands people around you, it"},{"speaker":"Kristin Sweeting","startTime":906.24,"endTime":910.56,"body":"also expands your clients. I"},{"speaker":"Kristin Sweeting","startTime":910.56,"endTime":914.43,"body":"was, I was considering being in"},{"speaker":"Kristin Sweeting","startTime":910.56,"endTime":914.43,"body":"a coaching program, I've done a"},{"speaker":"Kristin Sweeting","startTime":914.43,"endTime":918.24,"body":"bunch of coaching programs for"},{"speaker":"Kristin Sweeting","startTime":914.43,"endTime":918.24,"body":"myself, because I love coaching,"},{"speaker":"Kristin Sweeting","startTime":918.24,"endTime":922.38,"body":"I love growing, I love meeting"},{"speaker":"Kristin Sweeting","startTime":918.24,"endTime":922.38,"body":"someone and getting to see up"},{"speaker":"Kristin Sweeting","startTime":922.38,"endTime":927.45,"body":"close how they run their"},{"speaker":"Kristin Sweeting","startTime":922.38,"endTime":927.45,"body":"business. And I have done one"},{"speaker":"Kristin Sweeting","startTime":927.45,"endTime":931.95,"body":"that was a 25 grand program that"},{"speaker":"Kristin Sweeting","startTime":927.45,"endTime":931.95,"body":"spelt like such a huge number"},{"speaker":"Kristin Sweeting","startTime":931.95,"endTime":936.24,"body":"when I did it. And it was so"},{"speaker":"Kristin Sweeting","startTime":931.95,"endTime":936.24,"body":"expansive for me. And I just"},{"speaker":"Kristin Sweeting","startTime":936.24,"endTime":939.3,"body":"reached out about another one,"},{"speaker":"Kristin Sweeting","startTime":936.24,"endTime":939.3,"body":"and it was 50 grand. And there"},{"speaker":"Kristin Sweeting","startTime":939.3,"endTime":942.57,"body":"was something about her claiming"},{"speaker":"Kristin Sweeting","startTime":939.3,"endTime":942.57,"body":"that and having that courageous"},{"speaker":"Kristin Sweeting","startTime":942.57,"endTime":946.77,"body":"price where I was like, Well"},{"speaker":"Kristin Sweeting","startTime":942.57,"endTime":946.77,"body":"shit, like, this person is"},{"speaker":"Kristin Sweeting","startTime":946.95,"endTime":952.83,"body":"expanding my view of what is"},{"speaker":"Kristin Sweeting","startTime":946.95,"endTime":952.83,"body":"possible in my profession. And"},{"speaker":"Kristin Sweeting","startTime":952.83,"endTime":956.22,"body":"so when we do that, when we take"},{"speaker":"Kristin Sweeting","startTime":952.83,"endTime":956.22,"body":"scary leaps in our own"},{"speaker":"Kristin Sweeting","startTime":956.22,"endTime":959.91,"body":"profession, we also get to"},{"speaker":"Kristin Sweeting","startTime":956.22,"endTime":959.91,"body":"expand people's views of what's"},{"speaker":"Kristin Sweeting","startTime":959.91,"endTime":965.28,"body":"possible in our peers and for"},{"speaker":"Kristin Sweeting","startTime":959.91,"endTime":965.28,"body":"our clients. Like, like, it was"},{"speaker":"Kristin Sweeting","startTime":965.31,"endTime":968.94,"body":"exciting for me to see her"},{"speaker":"Kristin Sweeting","startTime":965.31,"endTime":968.94,"body":"charging that and to consider"},{"speaker":"Kristin Sweeting","startTime":968.97,"endTime":973.2,"body":"paying her that. So just know"},{"speaker":"Kristin Sweeting","startTime":968.97,"endTime":973.2,"body":"that it also helps the people"},{"speaker":"Kristin Sweeting","startTime":973.23,"endTime":977.49,"body":"that we're working with, and the"},{"speaker":"Kristin Sweeting","startTime":973.23,"endTime":977.49,"body":"people around us, when we claim"},{"speaker":"Kristin Sweeting","startTime":977.94,"endTime":982.89,"body":"that, that place in the market"},{"speaker":"Kristin Sweeting","startTime":977.94,"endTime":982.89,"body":"when we say, Hey, I have this"},{"speaker":"Kristin Sweeting","startTime":982.89,"endTime":985.68,"body":"level of expertise, and I'm"},{"speaker":"Kristin Sweeting","startTime":982.89,"endTime":985.68,"body":"ready to go for it. And I'm not"},{"speaker":"Kristin Sweeting","startTime":985.68,"endTime":991.62,"body":"scared. Oh, that feels good,"},{"speaker":"Kristin Sweeting","startTime":985.68,"endTime":991.62,"body":"right? So I'm just maybe being"},{"speaker":"Kristin Sweeting","startTime":991.62,"endTime":994.32,"body":"the bug in your ear telling you"},{"speaker":"Kristin Sweeting","startTime":991.62,"endTime":994.32,"body":"to think about it. Maybe it's"},{"speaker":"Kristin Sweeting","startTime":994.32,"endTime":998.58,"body":"time to make your own scary move"},{"speaker":"Kristin Sweeting","startTime":994.32,"endTime":998.58,"body":"in the marketplace to really"},{"speaker":"Kristin Sweeting","startTime":998.58,"endTime":1003.5,"body":"claim that position that you"},{"speaker":"Kristin Sweeting","startTime":998.58,"endTime":1003.5,"body":"probably already are and just"},{"speaker":"Kristin Sweeting","startTime":1003.5,"endTime":1007.55,"body":"don't realize it. So anyways,"},{"speaker":"Kristin Sweeting","startTime":1003.5,"endTime":1007.55,"body":"that's my pep talk. Let's move"},{"speaker":"Kristin Sweeting","startTime":1007.55,"endTime":1011.63,"body":"on to the next section. So part"},{"speaker":"Kristin Sweeting","startTime":1007.55,"endTime":1011.63,"body":"two, moving on from pricing"},{"speaker":"Kristin Sweeting","startTime":1011.63,"endTime":1016.31,"body":"psychology is how do we really"},{"speaker":"Kristin Sweeting","startTime":1011.63,"endTime":1016.31,"body":"make something valuable? What"},{"speaker":"Kristin Sweeting","startTime":1016.31,"endTime":1019.7,"body":"really makes something valuable?"},{"speaker":"Kristin Sweeting","startTime":1016.31,"endTime":1019.7,"body":"Is it just that we, you know, I"},{"speaker":"Kristin Sweeting","startTime":1019.7,"endTime":1022.13,"body":"think we get this idea that"},{"speaker":"Kristin Sweeting","startTime":1019.7,"endTime":1022.13,"body":"we're sitting over here being"},{"speaker":"Kristin Sweeting","startTime":1022.13,"endTime":1026.63,"body":"like, I don't want so and so to"},{"speaker":"Kristin Sweeting","startTime":1022.13,"endTime":1026.63,"body":"think that I just am so great,"},{"speaker":"Kristin Sweeting","startTime":1026.63,"endTime":1029.51,"body":"and I'm just like, oh, you"},{"speaker":"Kristin Sweeting","startTime":1026.63,"endTime":1029.51,"body":"should pay me all this money,"},{"speaker":"Kristin Sweeting","startTime":1029.51,"endTime":1031.97,"body":"because I just think I'm the"},{"speaker":"Kristin Sweeting","startTime":1029.51,"endTime":1031.97,"body":"best person ever. You know, I"},{"speaker":"Kristin Sweeting","startTime":1031.97,"endTime":1035.27,"body":"think that's what holds a lot of"},{"speaker":"Kristin Sweeting","startTime":1031.97,"endTime":1035.27,"body":"us back from charging more is"},{"speaker":"Kristin Sweeting","startTime":1035.27,"endTime":1039.53,"body":"like who are you to do that, you"},{"speaker":"Kristin Sweeting","startTime":1035.27,"endTime":1039.53,"body":"know, you get that little snotty"},{"speaker":"Kristin Sweeting","startTime":1039.53,"endTime":1043.28,"body":"voice in our head that's like,"},{"speaker":"Kristin Sweeting","startTime":1039.53,"endTime":1043.28,"body":"Who are you to do that. And just"},{"speaker":"Kristin Sweeting","startTime":1043.31,"endTime":1046.49,"body":"assume that's what people will"},{"speaker":"Kristin Sweeting","startTime":1043.31,"endTime":1046.49,"body":"think of us when we start making"},{"speaker":"Kristin Sweeting","startTime":1046.49,"endTime":1050.03,"body":"big pricing jumps. But we do"},{"speaker":"Kristin Sweeting","startTime":1046.49,"endTime":1050.03,"body":"want to ground what we're"},{"speaker":"Kristin Sweeting","startTime":1050.03,"endTime":1054.05,"body":"offering in something that is"},{"speaker":"Kristin Sweeting","startTime":1050.03,"endTime":1054.05,"body":"really valuable. We never want"},{"speaker":"Kristin Sweeting","startTime":1054.05,"endTime":1059.24,"body":"what we're charging to be way"},{"speaker":"Kristin Sweeting","startTime":1054.05,"endTime":1059.24,"body":"weighed down on the other end,"},{"speaker":"Kristin Sweeting","startTime":1059.27,"endTime":1062.21,"body":"and the value that we're"},{"speaker":"Kristin Sweeting","startTime":1059.27,"endTime":1062.21,"body":"delivering isn't weighing it"},{"speaker":"Kristin Sweeting","startTime":1062.21,"endTime":1066.26,"body":"back on the other side. So we"},{"speaker":"Kristin Sweeting","startTime":1062.21,"endTime":1066.26,"body":"need that balance. So I'm I"},{"speaker":"Kristin Sweeting","startTime":1066.26,"endTime":1070.52,"body":"referenced this a lot. Harvard"},{"speaker":"Kristin Sweeting","startTime":1066.26,"endTime":1070.52,"body":"Business Review has a pyramid of"},{"speaker":"Kristin Sweeting","startTime":1070.52,"endTime":1073.76,"body":"values that have shaped like"},{"speaker":"Kristin Sweeting","startTime":1070.52,"endTime":1073.76,"body":"Maslow's hierarchy of needs, and"},{"speaker":"Kristin Sweeting","startTime":1073.76,"endTime":1077.03,"body":"it kind of has all these"},{"speaker":"Kristin Sweeting","startTime":1073.76,"endTime":1077.03,"body":"elements of value divided into"},{"speaker":"Kristin Sweeting","startTime":1077.03,"endTime":1081.65,"body":"sections based on kind of basic"},{"speaker":"Kristin Sweeting","startTime":1077.03,"endTime":1081.65,"body":"human needs. So you can Google"},{"speaker":"Kristin Sweeting","startTime":1081.65,"endTime":1085.46,"body":"this, it's Harvard Business"},{"speaker":"Kristin Sweeting","startTime":1081.65,"endTime":1085.46,"body":"Review, elements of value, it's"},{"speaker":"Kristin Sweeting","startTime":1085.46,"endTime":1089.51,"body":"a chart, I use this all the"},{"speaker":"Kristin Sweeting","startTime":1085.46,"endTime":1089.51,"body":"time. So the bottom level of the"},{"speaker":"Kristin Sweeting","startTime":1089.51,"endTime":1094.73,"body":"pyramid is functional value. So"},{"speaker":"Kristin Sweeting","startTime":1089.51,"endTime":1094.73,"body":"if you're familiar with Maslow's"},{"speaker":"Kristin Sweeting","startTime":1094.73,"endTime":1098.87,"body":"hierarchy of needs, it says all"},{"speaker":"Kristin Sweeting","startTime":1094.73,"endTime":1098.87,"body":"humans have the same basic"},{"speaker":"Kristin Sweeting","startTime":1098.87,"endTime":1102.56,"body":"fundamental needs. The bottom is"},{"speaker":"Kristin Sweeting","startTime":1098.87,"endTime":1102.56,"body":"like safety, you know, our"},{"speaker":"Kristin Sweeting","startTime":1102.56,"endTime":1107.57,"body":"physical needs, we need to be"},{"speaker":"Kristin Sweeting","startTime":1102.56,"endTime":1107.57,"body":"fed and to be safe and to be"},{"speaker":"Kristin Sweeting","startTime":1107.57,"endTime":1111.08,"body":"clothed and to be sheltered. And"},{"speaker":"Kristin Sweeting","startTime":1107.57,"endTime":1111.08,"body":"those are basic needs. And then"},{"speaker":"Kristin Sweeting","startTime":1111.08,"endTime":1115.25,"body":"we as we move up, we need love"},{"speaker":"Kristin Sweeting","startTime":1111.08,"endTime":1115.25,"body":"and belonging, and acceptance."},{"speaker":"Kristin Sweeting","startTime":1115.28,"endTime":1119.57,"body":"And as we move up from there, we"},{"speaker":"Kristin Sweeting","startTime":1115.28,"endTime":1119.57,"body":"want to become the best version"},{"speaker":"Kristin Sweeting","startTime":1119.57,"endTime":1123.35,"body":"of ourselves and to grow and to"},{"speaker":"Kristin Sweeting","startTime":1119.57,"endTime":1123.35,"body":"aspire to bigger and better"},{"speaker":"Kristin Sweeting","startTime":1123.35,"endTime":1126.92,"body":"things and to help people and"},{"speaker":"Kristin Sweeting","startTime":1123.35,"endTime":1126.92,"body":"then up at the top is like self"},{"speaker":"Kristin Sweeting","startTime":1126.92,"endTime":1129.47,"body":"transcendence where we're"},{"speaker":"Kristin Sweeting","startTime":1126.92,"endTime":1129.47,"body":"becoming this best version of"},{"speaker":"Kristin Sweeting","startTime":1129.47,"endTime":1134.63,"body":"ourselves, we all have these"},{"speaker":"Kristin Sweeting","startTime":1129.47,"endTime":1134.63,"body":"needs. And as the as the lower"},{"speaker":"Kristin Sweeting","startTime":1134.63,"endTime":1138.26,"body":"rungs of needs are met, we are"},{"speaker":"Kristin Sweeting","startTime":1134.63,"endTime":1138.26,"body":"then allowed to move up the"},{"speaker":"Kristin Sweeting","startTime":1138.26,"endTime":1143.33,"body":"pyramid because our brains let"},{"speaker":"Kristin Sweeting","startTime":1138.26,"endTime":1143.33,"body":"us focus on higher and higher"},{"speaker":"Kristin Sweeting","startTime":1143.96,"endTime":1147.74,"body":"cognitive functions. So, this"},{"speaker":"Kristin Sweeting","startTime":1143.96,"endTime":1147.74,"body":"elements of value pyramid is"},{"speaker":"Kristin Sweeting","startTime":1147.74,"endTime":1150.62,"body":"structured, similarly,"},{"speaker":"Kristin Sweeting","startTime":1147.74,"endTime":1150.62,"body":"functional is at the bottom,"},{"speaker":"Kristin Sweeting","startTime":1151.07,"endTime":1154.97,"body":"emotional is the next rung up"},{"speaker":"Kristin Sweeting","startTime":1151.07,"endTime":1154.97,"body":"then life changing then social"},{"speaker":"Kristin Sweeting","startTime":1154.97,"endTime":1159.11,"body":"impact. So at the bottom, there"},{"speaker":"Kristin Sweeting","startTime":1154.97,"endTime":1159.11,"body":"are things like saves time,"},{"speaker":"Kristin Sweeting","startTime":1159.11,"endTime":1164.36,"body":"saves money, you know, has makes"},{"speaker":"Kristin Sweeting","startTime":1159.11,"endTime":1164.36,"body":"things easier reduces stress, as"},{"speaker":"Kristin Sweeting","startTime":1164.36,"endTime":1169.7,"body":"you move up, there's, you know,"},{"speaker":"Kristin Sweeting","startTime":1164.36,"endTime":1169.7,"body":"provides access is fun is"},{"speaker":"Kristin Sweeting","startTime":1169.7,"endTime":1173.93,"body":"entertaining is you know, has"},{"speaker":"Kristin Sweeting","startTime":1169.7,"endTime":1173.93,"body":"all these emotional components."},{"speaker":"Kristin Sweeting","startTime":1174.26,"endTime":1178.73,"body":"And the next step up with life"},{"speaker":"Kristin Sweeting","startTime":1174.26,"endTime":1178.73,"body":"changing is affiliation and"},{"speaker":"Kristin Sweeting","startTime":1178.73,"endTime":1181.97,"body":"belonging, becoming the best"},{"speaker":"Kristin Sweeting","startTime":1178.73,"endTime":1181.97,"body":"version of yourself kind of this"},{"speaker":"Kristin Sweeting","startTime":1181.97,"endTime":1185.99,"body":"like self actualization. And"},{"speaker":"Kristin Sweeting","startTime":1181.97,"endTime":1185.99,"body":"then up at the top is the self"},{"speaker":"Kristin Sweeting","startTime":1185.99,"endTime":1190.28,"body":"transcendence. So when we are"},{"speaker":"Kristin Sweeting","startTime":1185.99,"endTime":1190.28,"body":"thinking about how to add value"},{"speaker":"Kristin Sweeting","startTime":1190.28,"endTime":1194.3,"body":"into our business, we can look"},{"speaker":"Kristin Sweeting","startTime":1190.28,"endTime":1194.3,"body":"at all the different sections of"},{"speaker":"Kristin Sweeting","startTime":1194.3,"endTime":1197.93,"body":"the client journey and say how"},{"speaker":"Kristin Sweeting","startTime":1194.3,"endTime":1197.93,"body":"do we add as many of these"},{"speaker":"Kristin Sweeting","startTime":1197.93,"endTime":1201.35,"body":"elements of value as possible"},{"speaker":"Kristin Sweeting","startTime":1197.93,"endTime":1201.35,"body":"into each section of our client"},{"speaker":"Kristin Sweeting","startTime":1201.35,"endTime":1207.14,"body":"journey, what I mean by client"},{"speaker":"Kristin Sweeting","startTime":1201.35,"endTime":1207.14,"body":"journey, is you have the pre"},{"speaker":"Kristin Sweeting","startTime":1207.14,"endTime":1210.56,"body":"like how people experience you"},{"speaker":"Kristin Sweeting","startTime":1207.14,"endTime":1210.56,"body":"online on your website, like the"},{"speaker":"Kristin Sweeting","startTime":1210.56,"endTime":1214.46,"body":"pre reach out. This is like the"},{"speaker":"Kristin Sweeting","startTime":1210.56,"endTime":1214.46,"body":"dating where people are swiping"},{"speaker":"Kristin Sweeting","startTime":1214.46,"endTime":1216.95,"body":"and are like, okay, kinda like"},{"speaker":"Kristin Sweeting","startTime":1214.46,"endTime":1216.95,"body":"this person's vibe kind of"},{"speaker":"Kristin Sweeting","startTime":1216.95,"endTime":1219.86,"body":"don't, you know, I'm always"},{"speaker":"Kristin Sweeting","startTime":1216.95,"endTime":1219.86,"body":"gonna relate it back to dating."},{"speaker":"Kristin Sweeting","startTime":1220.28,"endTime":1223.16,"body":"And then you have the next"},{"speaker":"Kristin Sweeting","startTime":1220.28,"endTime":1223.16,"body":"section, which is where someone"},{"speaker":"Kristin Sweeting","startTime":1223.16,"endTime":1225.68,"body":"comes to your website, and they"},{"speaker":"Kristin Sweeting","startTime":1223.16,"endTime":1225.68,"body":"click and they fill out your"},{"speaker":"Kristin Sweeting","startTime":1225.68,"endTime":1228.74,"body":"contact form, and they reach"},{"speaker":"Kristin Sweeting","startTime":1225.68,"endTime":1228.74,"body":"out, and then you're talking"},{"speaker":"Kristin Sweeting","startTime":1228.74,"endTime":1231.89,"body":"with them, like this is the next"},{"speaker":"Kristin Sweeting","startTime":1228.74,"endTime":1231.89,"body":"section, how can you add as much"},{"speaker":"Kristin Sweeting","startTime":1231.89,"endTime":1234.95,"body":"value as possible to that"},{"speaker":"Kristin Sweeting","startTime":1231.89,"endTime":1234.95,"body":"section. And then you have the"},{"speaker":"Kristin Sweeting","startTime":1234.95,"endTime":1238.43,"body":"next part, which is the time"},{"speaker":"Kristin Sweeting","startTime":1234.95,"endTime":1238.43,"body":"between when you connect,"},{"speaker":"Kristin Sweeting","startTime":1238.43,"endTime":1240.71,"body":"connect with them and work with"},{"speaker":"Kristin Sweeting","startTime":1238.43,"endTime":1240.71,"body":"them. And then you have the time"},{"speaker":"Kristin Sweeting","startTime":1240.71,"endTime":1242.78,"body":"where you work with them, and"},{"speaker":"Kristin Sweeting","startTime":1240.71,"endTime":1242.78,"body":"then you have the time after you"},{"speaker":"Kristin Sweeting","startTime":1242.78,"endTime":1245.93,"body":"work with them. And then you"},{"speaker":"Kristin Sweeting","startTime":1242.78,"endTime":1245.93,"body":"have the time, following up"},{"speaker":"Kristin Sweeting","startTime":1246.02,"endTime":1249.53,"body":"after the after the after. So"},{"speaker":"Kristin Sweeting","startTime":1246.02,"endTime":1249.53,"body":"it's this very long journey,"},{"speaker":"Kristin Sweeting","startTime":1249.53,"endTime":1252.5,"body":"especially if you are a wedding"},{"speaker":"Kristin Sweeting","startTime":1249.53,"endTime":1252.5,"body":"photographer or a photographer"},{"speaker":"Kristin Sweeting","startTime":1252.5,"endTime":1256.79,"body":"at all, a client journey is"},{"speaker":"Kristin Sweeting","startTime":1252.5,"endTime":1256.79,"body":"long, it's a long relationship."},{"speaker":"Kristin Sweeting","startTime":1257.0,"endTime":1261.05,"body":"And it starts way before most"},{"speaker":"Kristin Sweeting","startTime":1257.0,"endTime":1261.05,"body":"people realize it starts. So if"},{"speaker":"Kristin Sweeting","startTime":1261.05,"endTime":1265.61,"body":"you can, and it goes way farther"},{"speaker":"Kristin Sweeting","startTime":1261.05,"endTime":1265.61,"body":"than most people think that it"},{"speaker":"Kristin Sweeting","startTime":1265.61,"endTime":1269.75,"body":"ends. So if you can add as much"},{"speaker":"Kristin Sweeting","startTime":1265.61,"endTime":1269.75,"body":"value as possible on each of"},{"speaker":"Kristin Sweeting","startTime":1269.75,"endTime":1275.63,"body":"those sides, and in the middle,"},{"speaker":"Kristin Sweeting","startTime":1269.75,"endTime":1275.63,"body":"you are creating more value"},{"speaker":"Kristin Sweeting","startTime":1275.66,"endTime":1280.13,"body":"around what you do. And you can"},{"speaker":"Kristin Sweeting","startTime":1275.66,"endTime":1280.13,"body":"confidently say I am worth the"},{"speaker":"Kristin Sweeting","startTime":1280.13,"endTime":1284.39,"body":"price that I'm charging. Because"},{"speaker":"Kristin Sweeting","startTime":1280.13,"endTime":1284.39,"body":"I have created so much value for"},{"speaker":"Kristin Sweeting","startTime":1284.39,"endTime":1287.84,"body":"the people that are working with"},{"speaker":"Kristin Sweeting","startTime":1284.39,"endTime":1287.84,"body":"me. Does that not like super"},{"speaker":"Kristin Sweeting","startTime":1287.84,"endTime":1290.93,"body":"inspire you and get you lit up"},{"speaker":"Kristin Sweeting","startTime":1287.84,"endTime":1290.93,"body":"like I just feel so lit up"},{"speaker":"Kristin Sweeting","startTime":1290.96,"endTime":1294.83,"body":"talking about it of like, we can"},{"speaker":"Kristin Sweeting","startTime":1290.96,"endTime":1294.83,"body":"use our gifts and talents to"},{"speaker":"Kristin Sweeting","startTime":1294.83,"endTime":1298.97,"body":"create so much freakin value for"},{"speaker":"Kristin Sweeting","startTime":1294.83,"endTime":1298.97,"body":"people that it changes their"},{"speaker":"Kristin Sweeting","startTime":1298.97,"endTime":1303.02,"body":"lives. And then we can charge"},{"speaker":"Kristin Sweeting","startTime":1298.97,"endTime":1303.02,"body":"the amount of money we need to"},{"speaker":"Kristin Sweeting","startTime":1303.02,"endTime":1307.52,"body":"charge that it changes our"},{"speaker":"Kristin Sweeting","startTime":1303.02,"endTime":1307.52,"body":"lives. That is so freakin cool."},{"speaker":"Kristin Sweeting","startTime":1307.52,"endTime":1310.61,"body":"And this is why I love talking"},{"speaker":"Kristin Sweeting","startTime":1307.52,"endTime":1310.61,"body":"about pricing is because it's"},{"speaker":"Kristin Sweeting","startTime":1310.61,"endTime":1315.65,"body":"this beautiful exchange, this"},{"speaker":"Kristin Sweeting","startTime":1310.61,"endTime":1315.65,"body":"generous, give and give. And"},{"speaker":"Kristin Sweeting","startTime":1315.68,"endTime":1320.9,"body":"it's just amazing, right? So on"},{"speaker":"Kristin Sweeting","startTime":1315.68,"endTime":1320.9,"body":"the opposite side, when we're"},{"speaker":"Kristin Sweeting","startTime":1321.14,"endTime":1323.81,"body":"always trying to undercut"},{"speaker":"Kristin Sweeting","startTime":1321.14,"endTime":1323.81,"body":"someone when we're always"},{"speaker":"Kristin Sweeting","startTime":1323.81,"endTime":1326.81,"body":"thinking in fear of I need to"},{"speaker":"Kristin Sweeting","startTime":1323.81,"endTime":1326.81,"body":"lower my prices because no one's"},{"speaker":"Kristin Sweeting","startTime":1326.81,"endTime":1331.1,"body":"booking like that energy just"},{"speaker":"Kristin Sweeting","startTime":1326.81,"endTime":1331.1,"body":"starts to squeeze the life out"},{"speaker":"Kristin Sweeting","startTime":1331.1,"endTime":1333.95,"body":"of us. And I'm not saying this"},{"speaker":"Kristin Sweeting","startTime":1331.1,"endTime":1333.95,"body":"from a place of No, I've never"},{"speaker":"Kristin Sweeting","startTime":1333.95,"endTime":1337.22,"body":"done this, I've I've definitely"},{"speaker":"Kristin Sweeting","startTime":1333.95,"endTime":1337.22,"body":"lowered my pricing out of fear."},{"speaker":"Kristin Sweeting","startTime":1337.55,"endTime":1341.57,"body":"And I know that it never feels"},{"speaker":"Kristin Sweeting","startTime":1337.55,"endTime":1341.57,"body":"good. It builds resentment, it"},{"speaker":"Kristin Sweeting","startTime":1341.66,"endTime":1345.02,"body":"brings in people that are not"},{"speaker":"Kristin Sweeting","startTime":1341.66,"endTime":1345.02,"body":"aligned to me because I'm just"},{"speaker":"Kristin Sweeting","startTime":1345.02,"endTime":1350.33,"body":"grasping at straws. So. So let's"},{"speaker":"Kristin Sweeting","startTime":1345.02,"endTime":1350.33,"body":"breathe through this together"},{"speaker":"Kristin Sweeting","startTime":1350.36,"endTime":1354.08,"body":"and step into that expansion"},{"speaker":"Kristin Sweeting","startTime":1350.36,"endTime":1354.08,"body":"together. That feels so exciting"},{"speaker":"Kristin Sweeting","startTime":1354.08,"endTime":1357.2,"body":"to me, I hope it does to you to"},{"speaker":"Kristin Sweeting","startTime":1354.08,"endTime":1357.2,"body":"two more things I want to"},{"speaker":"Kristin Sweeting","startTime":1357.2,"endTime":1360.59,"body":"mention on this. Because I made"},{"speaker":"Kristin Sweeting","startTime":1357.2,"endTime":1360.59,"body":"notes about them, I feel like I"},{"speaker":"Kristin Sweeting","startTime":1360.59,"endTime":1365.57,"body":"should mention them is there is"},{"speaker":"Kristin Sweeting","startTime":1360.59,"endTime":1365.57,"body":"often a main thing that your"},{"speaker":"Kristin Sweeting","startTime":1365.57,"endTime":1370.16,"body":"client needs. And it's not what"},{"speaker":"Kristin Sweeting","startTime":1365.57,"endTime":1370.16,"body":"you think. So when you can if"},{"speaker":"Kristin Sweeting","startTime":1370.16,"endTime":1373.13,"body":"you can figure this out, if you"},{"speaker":"Kristin Sweeting","startTime":1370.16,"endTime":1373.13,"body":"can figure it out by yourself"},{"speaker":"Kristin Sweeting","startTime":1373.13,"endTime":1376.1,"body":"great with a journal and a pen."},{"speaker":"Kristin Sweeting","startTime":1373.13,"endTime":1376.1,"body":"If you can go back through your"},{"speaker":"Kristin Sweeting","startTime":1376.1,"endTime":1379.07,"body":"client reviews, great. If you"},{"speaker":"Kristin Sweeting","startTime":1376.1,"endTime":1379.07,"body":"can work with a coach that can"},{"speaker":"Kristin Sweeting","startTime":1379.07,"endTime":1383.39,"body":"help you figure this out. There"},{"speaker":"Kristin Sweeting","startTime":1379.07,"endTime":1383.39,"body":"is one main thing that your"},{"speaker":"Kristin Sweeting","startTime":1383.39,"endTime":1387.89,"body":"specific client needs. That's"},{"speaker":"Kristin Sweeting","startTime":1383.39,"endTime":1387.89,"body":"probably not what you think. And"},{"speaker":"Kristin Sweeting","startTime":1387.89,"endTime":1390.56,"body":"when you figure out what this"},{"speaker":"Kristin Sweeting","startTime":1387.89,"endTime":1390.56,"body":"is, it changes every way that"},{"speaker":"Kristin Sweeting","startTime":1390.56,"endTime":1393.89,"body":"you talk to your client, about"},{"speaker":"Kristin Sweeting","startTime":1390.56,"endTime":1393.89,"body":"the work that you do. It just"},{"speaker":"Kristin Sweeting","startTime":1393.89,"endTime":1396.53,"body":"changes everything. And it"},{"speaker":"Kristin Sweeting","startTime":1393.89,"endTime":1396.53,"body":"creates something so much more"},{"speaker":"Kristin Sweeting","startTime":1396.53,"endTime":1399.62,"body":"valuable, because you're really"},{"speaker":"Kristin Sweeting","startTime":1396.53,"endTime":1399.62,"body":"pinpointing that thing for"},{"speaker":"Kristin Sweeting","startTime":1399.62,"endTime":1403.19,"body":"people. So I want to encourage"},{"speaker":"Kristin Sweeting","startTime":1399.62,"endTime":1403.19,"body":"you to find your thing, because"},{"speaker":"Kristin Sweeting","startTime":1403.22,"endTime":1405.86,"body":"most people's is different. And"},{"speaker":"Kristin Sweeting","startTime":1403.22,"endTime":1405.86,"body":"it's going to be something"},{"speaker":"Kristin Sweeting","startTime":1405.86,"endTime":1409.46,"body":"specific for you and your"},{"speaker":"Kristin Sweeting","startTime":1405.86,"endTime":1409.46,"body":"client. And the other thing I"},{"speaker":"Kristin Sweeting","startTime":1409.46,"endTime":1413.12,"body":"was going to mention is that you"},{"speaker":"Kristin Sweeting","startTime":1409.46,"endTime":1413.12,"body":"want to have one thing that you"},{"speaker":"Kristin Sweeting","startTime":1413.12,"endTime":1416.84,"body":"can communicate over and over"},{"speaker":"Kristin Sweeting","startTime":1413.12,"endTime":1416.84,"body":"again, that you do differently,"},{"speaker":"Kristin Sweeting","startTime":1417.08,"endTime":1421.64,"body":"that matters to your client. So"},{"speaker":"Kristin Sweeting","startTime":1417.08,"endTime":1421.64,"body":"make it simple for people figure"},{"speaker":"Kristin Sweeting","startTime":1421.64,"endTime":1425.45,"body":"out your elevator pitch, figure"},{"speaker":"Kristin Sweeting","startTime":1421.64,"endTime":1425.45,"body":"out the one thing that you can"},{"speaker":"Kristin Sweeting","startTime":1425.45,"endTime":1430.13,"body":"really hit home, you can really"},{"speaker":"Kristin Sweeting","startTime":1425.45,"endTime":1430.13,"body":"drive home, because people"},{"speaker":"Kristin Sweeting","startTime":1430.13,"endTime":1433.52,"body":"aren't going to hear. If you try"},{"speaker":"Kristin Sweeting","startTime":1430.13,"endTime":1433.52,"body":"to list 10 things that you do"},{"speaker":"Kristin Sweeting","startTime":1433.52,"endTime":1436.4,"body":"well, like, you need to find the"},{"speaker":"Kristin Sweeting","startTime":1433.52,"endTime":1436.4,"body":"one thing that matters the most"},{"speaker":"Kristin Sweeting","startTime":1436.4,"endTime":1441.89,"body":"to them to talk about. Moving on"},{"speaker":"Kristin Sweeting","startTime":1436.4,"endTime":1441.89,"body":"to our next section. I sing on"},{"speaker":"Kristin Sweeting","startTime":1441.89,"endTime":1445.49,"body":"coaching calls, it's fine. Okay,"},{"speaker":"Kristin Sweeting","startTime":1441.89,"endTime":1445.49,"body":"so this section is about how to"},{"speaker":"Kristin Sweeting","startTime":1445.49,"endTime":1450.38,"body":"figure out what you want with"},{"speaker":"Kristin Sweeting","startTime":1445.49,"endTime":1450.38,"body":"your life, your goals, your"},{"speaker":"Kristin Sweeting","startTime":1450.38,"endTime":1455.0,"body":"lifestyle goals, why you started"},{"speaker":"Kristin Sweeting","startTime":1450.38,"endTime":1455.0,"body":"your business in the first place"},{"speaker":"Kristin Sweeting","startTime":1455.03,"endTime":1458.09,"body":"for whether it's freedom or for"},{"speaker":"Kristin Sweeting","startTime":1455.03,"endTime":1458.09,"body":"extra time or to be there with"},{"speaker":"Kristin Sweeting","startTime":1458.09,"endTime":1461.36,"body":"your kids or to travel or"},{"speaker":"Kristin Sweeting","startTime":1458.09,"endTime":1461.36,"body":"whatever that is figuring that"},{"speaker":"Kristin Sweeting","startTime":1461.36,"endTime":1464.78,"body":"out and then working backwards."},{"speaker":"Kristin Sweeting","startTime":1461.36,"endTime":1464.78,"body":"So this is not the only way to"},{"speaker":"Kristin Sweeting","startTime":1464.78,"endTime":1468.62,"body":"figure out pricing, but it is"},{"speaker":"Kristin Sweeting","startTime":1464.78,"endTime":1468.62,"body":"one way. And I think it can be"},{"speaker":"Kristin Sweeting","startTime":1468.62,"endTime":1472.85,"body":"helpful to at least set some"},{"speaker":"Kristin Sweeting","startTime":1468.62,"endTime":1472.85,"body":"goals for ourselves. So as an"},{"speaker":"Kristin Sweeting","startTime":1472.85,"endTime":1477.8,"body":"example, maybe you have a full"},{"speaker":"Kristin Sweeting","startTime":1472.85,"endTime":1477.8,"body":"time job and so you only want to"},{"speaker":"Kristin Sweeting","startTime":1477.8,"endTime":1482.42,"body":"do one shoot a week max or take"},{"speaker":"Kristin Sweeting","startTime":1477.8,"endTime":1482.42,"body":"on one project a week. So okay,"},{"speaker":"Kristin Sweeting","startTime":1482.45,"endTime":1485.69,"body":"you need to say how many weeks"},{"speaker":"Kristin Sweeting","startTime":1482.45,"endTime":1485.69,"body":"in a year can you take a shoot?"},{"speaker":"Kristin Sweeting","startTime":1486.59,"endTime":1489.56,"body":"How much money do you want to"},{"speaker":"Kristin Sweeting","startTime":1486.59,"endTime":1489.56,"body":"make from those shoots in a year"},{"speaker":"Kristin Sweeting","startTime":1489.68,"endTime":1493.28,"body":"and then work backwards to find"},{"speaker":"Kristin Sweeting","startTime":1489.68,"endTime":1493.28,"body":"a price I need to make X amount"},{"speaker":"Kristin Sweeting","startTime":1493.28,"endTime":1498.14,"body":"per shoot. So just some quick"},{"speaker":"Kristin Sweeting","startTime":1493.28,"endTime":1498.14,"body":"back of the napkin calculations"},{"speaker":"Kristin Sweeting","startTime":1498.14,"endTime":1502.7,"body":"there or I want to do To 10"},{"speaker":"Kristin Sweeting","startTime":1498.14,"endTime":1502.7,"body":"weddings a year, because then"},{"speaker":"Kristin Sweeting","startTime":1502.7,"endTime":1505.01,"body":"you have to have the why like"},{"speaker":"Kristin Sweeting","startTime":1502.7,"endTime":1505.01,"body":"why you just, it's not just some"},{"speaker":"Kristin Sweeting","startTime":1505.01,"endTime":1508.13,"body":"random number it's like, well,"},{"speaker":"Kristin Sweeting","startTime":1505.01,"endTime":1508.13,"body":"because I want to have, you"},{"speaker":"Kristin Sweeting","startTime":1508.13,"endTime":1511.43,"body":"know, two or three weekends"},{"speaker":"Kristin Sweeting","startTime":1508.13,"endTime":1511.43,"body":"every month where I can go to my"},{"speaker":"Kristin Sweeting","startTime":1511.43,"endTime":1514.85,"body":"kids soccer games, or I can hang"},{"speaker":"Kristin Sweeting","startTime":1511.43,"endTime":1514.85,"body":"out with my friends or my spouse"},{"speaker":"Kristin Sweeting","startTime":1514.85,"endTime":1517.82,"body":"has a full time job. So I want"},{"speaker":"Kristin Sweeting","startTime":1514.85,"endTime":1517.82,"body":"to hang out with them. Or just"},{"speaker":"Kristin Sweeting","startTime":1517.82,"endTime":1520.37,"body":"like, feels like life happens on"},{"speaker":"Kristin Sweeting","startTime":1517.82,"endTime":1520.37,"body":"the weekends. And I don't want"},{"speaker":"Kristin Sweeting","startTime":1520.37,"endTime":1523.31,"body":"to be working every weekend. So"},{"speaker":"Kristin Sweeting","startTime":1520.37,"endTime":1523.31,"body":"picking that number and being"},{"speaker":"Kristin Sweeting","startTime":1523.31,"endTime":1528.5,"body":"like, okay, so to make this X"},{"speaker":"Kristin Sweeting","startTime":1523.31,"endTime":1528.5,"body":"amount of goal number, after my"},{"speaker":"Kristin Sweeting","startTime":1528.5,"endTime":1533.06,"body":"expenses, I need to charge X"},{"speaker":"Kristin Sweeting","startTime":1528.5,"endTime":1533.06,"body":"amount for each wedding. So it's"},{"speaker":"Kristin Sweeting","startTime":1533.06,"endTime":1535.64,"body":"kind of that like working"},{"speaker":"Kristin Sweeting","startTime":1533.06,"endTime":1535.64,"body":"backwards, maybe you want to"},{"speaker":"Kristin Sweeting","startTime":1535.64,"endTime":1537.95,"body":"take two months off in the"},{"speaker":"Kristin Sweeting","startTime":1535.64,"endTime":1537.95,"body":"summer to be with your kids"},{"speaker":"Kristin Sweeting","startTime":1537.95,"endTime":1541.46,"body":"while they're out of school, or"},{"speaker":"Kristin Sweeting","startTime":1537.95,"endTime":1541.46,"body":"to go to Italy and eat pasta for"},{"speaker":"Kristin Sweeting","startTime":1541.46,"endTime":1544.94,"body":"a month or two months, you know,"},{"speaker":"Kristin Sweeting","startTime":1541.46,"endTime":1544.94,"body":"like having those goals will"},{"speaker":"Kristin Sweeting","startTime":1544.94,"endTime":1548.93,"body":"help you set some of those"},{"speaker":"Kristin Sweeting","startTime":1544.94,"endTime":1548.93,"body":"pricing as you work backwards."},{"speaker":"Kristin Sweeting","startTime":1549.14,"endTime":1551.6,"body":"Okay, so here's some other"},{"speaker":"Kristin Sweeting","startTime":1549.14,"endTime":1551.6,"body":"random ones just to get you"},{"speaker":"Kristin Sweeting","startTime":1551.6,"endTime":1557.45,"body":"thinking, I want to shoot one"},{"speaker":"Kristin Sweeting","startTime":1551.6,"endTime":1557.45,"body":"weekend, a month, and the rest"},{"speaker":"Kristin Sweeting","startTime":1557.45,"endTime":1562.4,"body":"just on weekdays, I want to take"},{"speaker":"Kristin Sweeting","startTime":1557.45,"endTime":1562.4,"body":"Christmas time off every year, I"},{"speaker":"Kristin Sweeting","startTime":1562.4,"endTime":1565.22,"body":"want to live a month in every"},{"speaker":"Kristin Sweeting","startTime":1562.4,"endTime":1565.22,"body":"country in another country every"},{"speaker":"Kristin Sweeting","startTime":1565.22,"endTime":1570.53,"body":"year, I want to take the summer"},{"speaker":"Kristin Sweeting","startTime":1565.22,"endTime":1570.53,"body":"off, I want to work two days a"},{"speaker":"Kristin Sweeting","startTime":1570.53,"endTime":1575.03,"body":"week or two nights a week, or,"},{"speaker":"Kristin Sweeting","startTime":1570.53,"endTime":1575.03,"body":"you know, any of these can be"},{"speaker":"Kristin Sweeting","startTime":1575.03,"endTime":1578.54,"body":"things that you can start with"},{"speaker":"Kristin Sweeting","startTime":1575.03,"endTime":1578.54,"body":"and work backwards from. And"},{"speaker":"Kristin Sweeting","startTime":1578.54,"endTime":1583.01,"body":"it'll help give you at least"},{"speaker":"Kristin Sweeting","startTime":1578.54,"endTime":1583.01,"body":"some idea of a range for"},{"speaker":"Kristin Sweeting","startTime":1583.34,"endTime":1588.02,"body":"weddings, shoots, projects, like"},{"speaker":"Kristin Sweeting","startTime":1583.34,"endTime":1588.02,"body":"service based projects that you"},{"speaker":"Kristin Sweeting","startTime":1588.02,"endTime":1592.67,"body":"can then either set as a goal of"},{"speaker":"Kristin Sweeting","startTime":1588.02,"endTime":1592.67,"body":"okay $10,000 is what I need to"},{"speaker":"Kristin Sweeting","startTime":1592.67,"endTime":1596.21,"body":"be making per wedding. I'm not"},{"speaker":"Kristin Sweeting","startTime":1592.67,"endTime":1596.21,"body":"there yet, how can I start"},{"speaker":"Kristin Sweeting","startTime":1596.21,"endTime":1599.57,"body":"working towards that. So I can"},{"speaker":"Kristin Sweeting","startTime":1596.21,"endTime":1599.57,"body":"do the 10 weddings a year for"},{"speaker":"Kristin Sweeting","startTime":1599.57,"endTime":1604.79,"body":"10k. Or I can do the five"},{"speaker":"Kristin Sweeting","startTime":1599.57,"endTime":1604.79,"body":"weddings a year for 20k. Or I"},{"speaker":"Kristin Sweeting","startTime":1604.79,"endTime":1610.13,"body":"can do the 20 weddings a year"},{"speaker":"Kristin Sweeting","startTime":1604.79,"endTime":1610.13,"body":"for 10k. Whatever that is for"},{"speaker":"Kristin Sweeting","startTime":1610.13,"endTime":1613.07,"body":"you start to set that goal. So"},{"speaker":"Kristin Sweeting","startTime":1610.13,"endTime":1613.07,"body":"we know what we're moving"},{"speaker":"Kristin Sweeting","startTime":1613.07,"endTime":1618.26,"body":"towards. Tied with this is"},{"speaker":"Kristin Sweeting","startTime":1613.07,"endTime":1618.26,"body":"regularly evaluating our"},{"speaker":"Kristin Sweeting","startTime":1618.26,"endTime":1622.37,"body":"capacity, our capacity is going"},{"speaker":"Kristin Sweeting","startTime":1618.26,"endTime":1622.37,"body":"to keep changing over the life"},{"speaker":"Kristin Sweeting","startTime":1622.37,"endTime":1625.22,"body":"of our business. I don't think"},{"speaker":"Kristin Sweeting","startTime":1622.37,"endTime":1625.22,"body":"people talk about this enough."},{"speaker":"Kristin Sweeting","startTime":1625.52,"endTime":1628.22,"body":"And the reason I'm really"},{"speaker":"Kristin Sweeting","startTime":1625.52,"endTime":1628.22,"body":"passionate about it is because"},{"speaker":"Kristin Sweeting","startTime":1628.4,"endTime":1634.1,"body":"I've had an autoimmune disease."},{"speaker":"Kristin Sweeting","startTime":1628.4,"endTime":1634.1,"body":"I've had a high risk pregnancy,"},{"speaker":"Kristin Sweeting","startTime":1634.7,"endTime":1638.63,"body":"I've had a really tough baby"},{"speaker":"Kristin Sweeting","startTime":1634.7,"endTime":1638.63,"body":"with a lot of colic that didn't"},{"speaker":"Kristin Sweeting","startTime":1638.63,"endTime":1642.59,"body":"sleep, I've been a breadwinner."},{"speaker":"Kristin Sweeting","startTime":1638.63,"endTime":1642.59,"body":"I've been a single parent, I've"},{"speaker":"Kristin Sweeting","startTime":1642.86,"endTime":1646.52,"body":"lost a parent, I've had all"},{"speaker":"Kristin Sweeting","startTime":1642.86,"endTime":1646.52,"body":"kinds of things happen in my"},{"speaker":"Kristin Sweeting","startTime":1646.52,"endTime":1650.9,"body":"personal life. And my capacity"},{"speaker":"Kristin Sweeting","startTime":1646.52,"endTime":1650.9,"body":"is just not what a lot of"},{"speaker":"Kristin Sweeting","startTime":1650.9,"endTime":1655.1,"body":"people's is like I have never"},{"speaker":"Kristin Sweeting","startTime":1650.9,"endTime":1655.1,"body":"been able to shoot 30 to 40"},{"speaker":"Kristin Sweeting","startTime":1655.1,"endTime":1659.09,"body":"weddings a year. Nor did I ever"},{"speaker":"Kristin Sweeting","startTime":1655.1,"endTime":1659.09,"body":"want to like my capacity is just"},{"speaker":"Kristin Sweeting","startTime":1659.09,"endTime":1661.7,"body":"different than a lot of"},{"speaker":"Kristin Sweeting","startTime":1659.09,"endTime":1661.7,"body":"people's. And it's changed a lot"},{"speaker":"Kristin Sweeting","startTime":1661.94,"endTime":1665.51,"body":"depending on what's going on in"},{"speaker":"Kristin Sweeting","startTime":1661.94,"endTime":1665.51,"body":"my personal life. So when we"},{"speaker":"Kristin Sweeting","startTime":1665.51,"endTime":1667.88,"body":"have people that we're working"},{"speaker":"Kristin Sweeting","startTime":1665.51,"endTime":1667.88,"body":"with who are going through"},{"speaker":"Kristin Sweeting","startTime":1667.88,"endTime":1671.42,"body":"something tough, we say, hey, we"},{"speaker":"Kristin Sweeting","startTime":1667.88,"endTime":1671.42,"body":"need to look at how your"},{"speaker":"Kristin Sweeting","startTime":1671.42,"endTime":1674.96,"body":"capacity has changed. And we"},{"speaker":"Kristin Sweeting","startTime":1671.42,"endTime":1674.96,"body":"need to adjust your pricing"},{"speaker":"Kristin Sweeting","startTime":1675.17,"endTime":1677.9,"body":"based on that if you're used to"},{"speaker":"Kristin Sweeting","startTime":1675.17,"endTime":1677.9,"body":"being fully booked with six"},{"speaker":"Kristin Sweeting","startTime":1677.9,"endTime":1680.72,"body":"shoots a week, but you're going"},{"speaker":"Kristin Sweeting","startTime":1677.9,"endTime":1680.72,"body":"through something really tough,"},{"speaker":"Kristin Sweeting","startTime":1680.72,"endTime":1683.21,"body":"we really need to change that"},{"speaker":"Kristin Sweeting","startTime":1680.72,"endTime":1683.21,"body":"and figure out how to give you"},{"speaker":"Kristin Sweeting","startTime":1683.21,"endTime":1686.18,"body":"more space to deal with the"},{"speaker":"Kristin Sweeting","startTime":1683.21,"endTime":1686.18,"body":"thing that's going on in your"},{"speaker":"Kristin Sweeting","startTime":1686.18,"endTime":1690.35,"body":"life. Because you matter most"},{"speaker":"Kristin Sweeting","startTime":1686.18,"endTime":1690.35,"body":"really you do like your health"},{"speaker":"Kristin Sweeting","startTime":1690.35,"endTime":1695.66,"body":"and your well being matters."},{"speaker":"Kristin Sweeting","startTime":1690.35,"endTime":1695.66,"body":"Number one. So make sure you're"},{"speaker":"Kristin Sweeting","startTime":1695.66,"endTime":1698.96,"body":"regularly checking in and"},{"speaker":"Kristin Sweeting","startTime":1695.66,"endTime":1698.96,"body":"evaluating your capacity. And"},{"speaker":"Kristin Sweeting","startTime":1698.96,"endTime":1702.2,"body":"it's okay to change your"},{"speaker":"Kristin Sweeting","startTime":1698.96,"endTime":1702.2,"body":"pricing. When your capacity"},{"speaker":"Kristin Sweeting","startTime":1702.2,"endTime":1707.84,"body":"changes, the more the less"},{"speaker":"Kristin Sweeting","startTime":1702.2,"endTime":1707.84,"body":"available something is, the more"},{"speaker":"Kristin Sweeting","startTime":1707.84,"endTime":1712.4,"body":"valuable it becomes. And none of"},{"speaker":"Kristin Sweeting","startTime":1707.84,"endTime":1712.4,"body":"us can be available 24/7 That's"},{"speaker":"Kristin Sweeting","startTime":1712.4,"endTime":1715.67,"body":"just not how human beings work."},{"speaker":"Kristin Sweeting","startTime":1712.4,"endTime":1715.67,"body":"So I want to send you a lot of"},{"speaker":"Kristin Sweeting","startTime":1715.67,"endTime":1721.37,"body":"love, if this part is really"},{"speaker":"Kristin Sweeting","startTime":1715.67,"endTime":1721.37,"body":"hitting hard. Because we want to"},{"speaker":"Kristin Sweeting","startTime":1721.37,"endTime":1724.94,"body":"keep having our level of work"},{"speaker":"Kristin Sweeting","startTime":1721.37,"endTime":1724.94,"body":"match with what we're wanting."},{"speaker":"Kristin Sweeting","startTime":1725.39,"endTime":1728.87,"body":"And we need to make sure that"},{"speaker":"Kristin Sweeting","startTime":1725.39,"endTime":1728.87,"body":"we're either adding or taking"},{"speaker":"Kristin Sweeting","startTime":1728.87,"endTime":1732.29,"body":"away as we're figuring out"},{"speaker":"Kristin Sweeting","startTime":1728.87,"endTime":1732.29,"body":"what's working for us in each"},{"speaker":"Kristin Sweeting","startTime":1732.29,"endTime":1735.98,"body":"season. This can also work the"},{"speaker":"Kristin Sweeting","startTime":1732.29,"endTime":1735.98,"body":"opposite way. I've definitely"},{"speaker":"Kristin Sweeting","startTime":1735.98,"endTime":1738.29,"body":"had clients who have been like,"},{"speaker":"Kristin Sweeting","startTime":1735.98,"endTime":1738.29,"body":"I'm kind of bored, I think I"},{"speaker":"Kristin Sweeting","startTime":1738.29,"endTime":1742.01,"body":"want to work more. And like"},{"speaker":"Kristin Sweeting","startTime":1738.29,"endTime":1742.01,"body":"great, you know, either adding"},{"speaker":"Kristin Sweeting","startTime":1742.01,"endTime":1746.9,"body":"something personal or more work"},{"speaker":"Kristin Sweeting","startTime":1742.01,"endTime":1746.9,"body":"into your into your calendar is"},{"speaker":"Kristin Sweeting","startTime":1746.93,"endTime":1750.89,"body":"great. And we can always"},{"speaker":"Kristin Sweeting","startTime":1746.93,"endTime":1750.89,"body":"brainstorm ways to add more. But"},{"speaker":"Kristin Sweeting","startTime":1750.89,"endTime":1753.62,"body":"a lot of times I feel like the"},{"speaker":"Kristin Sweeting","startTime":1750.89,"endTime":1753.62,"body":"thing that's harder for us is"},{"speaker":"Kristin Sweeting","startTime":1753.62,"endTime":1757.97,"body":"taking away and creating space"},{"speaker":"Kristin Sweeting","startTime":1753.62,"endTime":1757.97,"body":"and learning to get a little"},{"speaker":"Kristin Sweeting","startTime":1757.97,"endTime":1761.72,"body":"uncomfortable with some some"},{"speaker":"Kristin Sweeting","startTime":1757.97,"endTime":1761.72,"body":"quiet right? Especially for"},{"speaker":"Kristin Sweeting","startTime":1761.84,"endTime":1765.86,"body":"entrepreneurs, we just have"},{"speaker":"Kristin Sweeting","startTime":1761.84,"endTime":1765.86,"body":"figured out how to go go go and"},{"speaker":"Kristin Sweeting","startTime":1765.86,"endTime":1770.36,"body":"are not great with slowing down"},{"speaker":"Kristin Sweeting","startTime":1765.86,"endTime":1770.36,"body":"and resting and taking care of"},{"speaker":"Kristin Sweeting","startTime":1770.36,"endTime":1774.44,"body":"ourselves. And I think if you"},{"speaker":"Kristin Sweeting","startTime":1770.36,"endTime":1774.44,"body":"feel that way, that's a lot of"},{"speaker":"Kristin Sweeting","startTime":1774.44,"endTime":1778.1,"body":"us. Okay, the next part I want"},{"speaker":"Kristin Sweeting","startTime":1774.44,"endTime":1778.1,"body":"to talk about is keeping"},{"speaker":"Kristin Sweeting","startTime":1778.1,"endTime":1782.75,"body":"expenses low and predictable."},{"speaker":"Kristin Sweeting","startTime":1778.1,"endTime":1782.75,"body":"Our profit margins really"},{"speaker":"Kristin Sweeting","startTime":1782.75,"endTime":1785.69,"body":"matter. They're really"},{"speaker":"Kristin Sweeting","startTime":1782.75,"endTime":1785.69,"body":"important. You can definitely"},{"speaker":"Kristin Sweeting","startTime":1785.69,"endTime":1791.15,"body":"bring in 100k and spend 100k."},{"speaker":"Kristin Sweeting","startTime":1785.69,"endTime":1791.15,"body":"And that doesn't help us hit"},{"speaker":"Kristin Sweeting","startTime":1791.18,"endTime":1794.42,"body":"most of our goals that we're"},{"speaker":"Kristin Sweeting","startTime":1791.18,"endTime":1794.42,"body":"going to have. So knowing how"},{"speaker":"Kristin Sweeting","startTime":1794.42,"endTime":1798.38,"body":"much we're making for each"},{"speaker":"Kristin Sweeting","startTime":1794.42,"endTime":1798.38,"body":"wedding shoot or project. This"},{"speaker":"Kristin Sweeting","startTime":1798.38,"endTime":1802.4,"body":"is a call out for film shooters."},{"speaker":"Kristin Sweeting","startTime":1798.38,"endTime":1802.4,"body":"cuz I empathize, I've definitely"},{"speaker":"Kristin Sweeting","startTime":1802.4,"endTime":1806.66,"body":"spent every cent that I've made"},{"speaker":"Kristin Sweeting","startTime":1802.4,"endTime":1806.66,"body":"on a wedding before on the film."},{"speaker":"Kristin Sweeting","startTime":1807.32,"endTime":1810.35,"body":"So just make sure that you're"},{"speaker":"Kristin Sweeting","startTime":1807.32,"endTime":1810.35,"body":"setting a budget and knowing"},{"speaker":"Kristin Sweeting","startTime":1810.35,"endTime":1813.41,"body":"what your what knowing what"},{"speaker":"Kristin Sweeting","startTime":1810.35,"endTime":1813.41,"body":"you're going to be paying per"},{"speaker":"Kristin Sweeting","startTime":1813.71,"endTime":1815.9,"body":"thing that you're doing so that"},{"speaker":"Kristin Sweeting","startTime":1813.71,"endTime":1815.9,"body":"you make sure you're paying"},{"speaker":"Kristin Sweeting","startTime":1815.9,"endTime":1819.71,"body":"yourself first. I've really"},{"speaker":"Kristin Sweeting","startTime":1815.9,"endTime":1819.71,"body":"loved the book Profit First, I"},{"speaker":"Kristin Sweeting","startTime":1819.71,"endTime":1822.77,"body":"didn't read the whole book,"},{"speaker":"Kristin Sweeting","startTime":1819.71,"endTime":1822.77,"body":"honestly. But his system where"},{"speaker":"Kristin Sweeting","startTime":1822.77,"endTime":1826.4,"body":"you pay yourself first, and then"},{"speaker":"Kristin Sweeting","startTime":1822.77,"endTime":1826.4,"body":"you decide what expenses you're"},{"speaker":"Kristin Sweeting","startTime":1826.4,"endTime":1829.07,"body":"going to do from each thing"},{"speaker":"Kristin Sweeting","startTime":1826.4,"endTime":1829.07,"body":"after that, like that really"},{"speaker":"Kristin Sweeting","startTime":1829.07,"endTime":1833.09,"body":"helped a lot of things for me,"},{"speaker":"Kristin Sweeting","startTime":1829.07,"endTime":1833.09,"body":"it was like, I can't stop, I"},{"speaker":"Kristin Sweeting","startTime":1833.09,"endTime":1836.63,"body":"can't not pay myself, that's"},{"speaker":"Kristin Sweeting","startTime":1833.09,"endTime":1836.63,"body":"something I feel like a lot of"},{"speaker":"Kristin Sweeting","startTime":1836.63,"endTime":1840.59,"body":"creatives do is really Oh, we"},{"speaker":"Kristin Sweeting","startTime":1836.63,"endTime":1840.59,"body":"love the art, we love the all"},{"speaker":"Kristin Sweeting","startTime":1840.59,"endTime":1843.26,"body":"these things, we want to do all"},{"speaker":"Kristin Sweeting","startTime":1840.59,"endTime":1843.26,"body":"this fun, it's for you know,"},{"speaker":"Kristin Sweeting","startTime":1843.29,"endTime":1846.38,"body":"it's for creativity law. And"},{"speaker":"Kristin Sweeting","startTime":1843.29,"endTime":1846.38,"body":"that's great. But like we do"},{"speaker":"Kristin Sweeting","startTime":1846.38,"endTime":1848.81,"body":"still have physical needs. So"},{"speaker":"Kristin Sweeting","startTime":1846.38,"endTime":1848.81,"body":"make sure we're paying ourselves"},{"speaker":"Kristin Sweeting","startTime":1848.81,"endTime":1852.59,"body":"first, before we get carried"},{"speaker":"Kristin Sweeting","startTime":1848.81,"endTime":1852.59,"body":"away, and doing all these other"},{"speaker":"Kristin Sweeting","startTime":1852.59,"endTime":1855.83,"body":"fun things. So know your"},{"speaker":"Kristin Sweeting","startTime":1852.59,"endTime":1855.83,"body":"expenses for each project to"},{"speaker":"Kristin Sweeting","startTime":1855.83,"endTime":1859.16,"body":"figure out where we find"},{"speaker":"Kristin Sweeting","startTime":1855.83,"endTime":1859.16,"body":"ourselves going over budget. And"},{"speaker":"Kristin Sweeting","startTime":1859.16,"endTime":1862.82,"body":"then what policies do we need to"},{"speaker":"Kristin Sweeting","startTime":1859.16,"endTime":1862.82,"body":"change to accommodate"},{"speaker":"Kristin Sweeting","startTime":1862.82,"endTime":1867.14,"body":"contingencies? If we see things"},{"speaker":"Kristin Sweeting","startTime":1862.82,"endTime":1867.14,"body":"going over a lot, or travel ends"},{"speaker":"Kristin Sweeting","startTime":1867.14,"endTime":1869.15,"body":"up being way more than we"},{"speaker":"Kristin Sweeting","startTime":1867.14,"endTime":1869.15,"body":"thought? Like, is there any"},{"speaker":"Kristin Sweeting","startTime":1869.15,"endTime":1873.77,"body":"policy we can change that"},{"speaker":"Kristin Sweeting","startTime":1869.15,"endTime":1873.77,"body":"accommodates the contingency"},{"speaker":"Kristin Sweeting","startTime":1873.77,"endTime":1877.19,"body":"plan, if something goes wrong,"},{"speaker":"Kristin Sweeting","startTime":1873.77,"endTime":1877.19,"body":"if something happens, um, I My"},{"speaker":"Kristin Sweeting","startTime":1877.19,"endTime":1879.74,"body":"car broke down on a way to a"},{"speaker":"Kristin Sweeting","startTime":1877.19,"endTime":1879.74,"body":"wedding the other day, I mean,"},{"speaker":"Kristin Sweeting","startTime":1879.74,"endTime":1883.4,"body":"this, I obviously don't charge"},{"speaker":"Kristin Sweeting","startTime":1879.74,"endTime":1883.4,"body":"my client for this. But like, I"},{"speaker":"Kristin Sweeting","startTime":1883.4,"endTime":1887.57,"body":"had to immediately go and like"},{"speaker":"Kristin Sweeting","startTime":1883.4,"endTime":1887.57,"body":"rent a car and drive the car up"},{"speaker":"Kristin Sweeting","startTime":1887.57,"endTime":1890.72,"body":"to where the wedding was. And"},{"speaker":"Kristin Sweeting","startTime":1887.57,"endTime":1890.72,"body":"that was a really unexpected"},{"speaker":"Kristin Sweeting","startTime":1890.72,"endTime":1894.23,"body":"expense, just out of the blue."},{"speaker":"Kristin Sweeting","startTime":1890.72,"endTime":1894.23,"body":"So make sure that when we're"},{"speaker":"Kristin Sweeting","startTime":1894.23,"endTime":1896.81,"body":"pricing things, we also plan for"},{"speaker":"Kristin Sweeting","startTime":1894.23,"endTime":1896.81,"body":"like kind of the worst case"},{"speaker":"Kristin Sweeting","startTime":1896.81,"endTime":1901.31,"body":"scenario. And then every six"},{"speaker":"Kristin Sweeting","startTime":1896.81,"endTime":1901.31,"body":"months reevaluate spending based"},{"speaker":"Kristin Sweeting","startTime":1901.31,"endTime":1904.76,"body":"on your goals there, sometimes"},{"speaker":"Kristin Sweeting","startTime":1901.31,"endTime":1904.76,"body":"we will might want to invest in"},{"speaker":"Kristin Sweeting","startTime":1904.76,"endTime":1908.87,"body":"education, new gear, workshops,"},{"speaker":"Kristin Sweeting","startTime":1904.76,"endTime":1908.87,"body":"conferences, what investments"},{"speaker":"Kristin Sweeting","startTime":1908.87,"endTime":1912.56,"body":"line up with what you're"},{"speaker":"Kristin Sweeting","startTime":1908.87,"endTime":1912.56,"body":"focusing on. So not everyone's"},{"speaker":"Kristin Sweeting","startTime":1912.56,"endTime":1917.09,"body":"the same. This is my cycle, I"},{"speaker":"Kristin Sweeting","startTime":1912.56,"endTime":1917.09,"body":"find myself in kind of waves, I"},{"speaker":"Kristin Sweeting","startTime":1917.09,"endTime":1920.36,"body":"have like an extrovert cycle and"},{"speaker":"Kristin Sweeting","startTime":1917.09,"endTime":1920.36,"body":"an introvert cycle. So in my"},{"speaker":"Kristin Sweeting","startTime":1920.36,"endTime":1924.29,"body":"extrovert cycle, I'm a guest on"},{"speaker":"Kristin Sweeting","startTime":1920.36,"endTime":1924.29,"body":"a bunch of podcasts. And I'm"},{"speaker":"Kristin Sweeting","startTime":1924.29,"endTime":1927.14,"body":"speaking at conferences, and I'm"},{"speaker":"Kristin Sweeting","startTime":1924.29,"endTime":1927.14,"body":"putting myself out there and I'm"},{"speaker":"Kristin Sweeting","startTime":1927.14,"endTime":1929.75,"body":"networking with all these people"},{"speaker":"Kristin Sweeting","startTime":1927.14,"endTime":1929.75,"body":"and extrovert, extrovert"},{"speaker":"Kristin Sweeting","startTime":1929.75,"endTime":1933.38,"body":"extrovert. And then I have like"},{"speaker":"Kristin Sweeting","startTime":1929.75,"endTime":1933.38,"body":"a hard swing into my introvert"},{"speaker":"Kristin Sweeting","startTime":1933.38,"endTime":1936.41,"body":"cycle, or I'm working in my"},{"speaker":"Kristin Sweeting","startTime":1933.38,"endTime":1936.41,"body":"business, and I'm designing a"},{"speaker":"Kristin Sweeting","startTime":1936.41,"endTime":1941.03,"body":"new course, and I'm not leaving"},{"speaker":"Kristin Sweeting","startTime":1936.41,"endTime":1941.03,"body":"my house. And my cycles really"},{"speaker":"Kristin Sweeting","startTime":1941.03,"endTime":1943.61,"body":"need to line up with where my"},{"speaker":"Kristin Sweeting","startTime":1941.03,"endTime":1943.61,"body":"money is going. So in the"},{"speaker":"Kristin Sweeting","startTime":1943.61,"endTime":1947.36,"body":"introvert cycle, I'm investing a"},{"speaker":"Kristin Sweeting","startTime":1943.61,"endTime":1947.36,"body":"lot more in certain things. And"},{"speaker":"Kristin Sweeting","startTime":1947.36,"endTime":1951.26,"body":"in my extrovert cycle, my growth"},{"speaker":"Kristin Sweeting","startTime":1947.36,"endTime":1951.26,"body":"cycle where I'm doing all the"},{"speaker":"Kristin Sweeting","startTime":1951.29,"endTime":1955.79,"body":"harvesting, and the pushing, and"},{"speaker":"Kristin Sweeting","startTime":1951.29,"endTime":1955.79,"body":"the, you know, the hustling a"},{"speaker":"Kristin Sweeting","startTime":1955.79,"endTime":1958.01,"body":"little bit, I hate that word."},{"speaker":"Kristin Sweeting","startTime":1955.79,"endTime":1958.01,"body":"But you know, like, a little bit"},{"speaker":"Kristin Sweeting","startTime":1958.01,"endTime":1961.88,"body":"more of the outward stuff, the"},{"speaker":"Kristin Sweeting","startTime":1958.01,"endTime":1961.88,"body":"outward work, hiring coaches,"},{"speaker":"Kristin Sweeting","startTime":1961.88,"endTime":1965.03,"body":"all these things. And then the"},{"speaker":"Kristin Sweeting","startTime":1961.88,"endTime":1965.03,"body":"introvert, where I'm making sure"},{"speaker":"Kristin Sweeting","startTime":1965.03,"endTime":1969.14,"body":"my systems are good. And my"},{"speaker":"Kristin Sweeting","startTime":1965.03,"endTime":1969.14,"body":"accounting is good, and my"},{"speaker":"Kristin Sweeting","startTime":1969.14,"endTime":1972.89,"body":"family and my health and my self"},{"speaker":"Kristin Sweeting","startTime":1969.14,"endTime":1972.89,"body":"care, and all these things are"},{"speaker":"Kristin Sweeting","startTime":1972.89,"endTime":1976.58,"body":"good. So that's me, that might"},{"speaker":"Kristin Sweeting","startTime":1972.89,"endTime":1976.58,"body":"not be you, but figure out your"},{"speaker":"Kristin Sweeting","startTime":1976.58,"endTime":1982.13,"body":"own cycles, and pair up your"},{"speaker":"Kristin Sweeting","startTime":1976.58,"endTime":1982.13,"body":"spending with those cycles, so"},{"speaker":"Kristin Sweeting","startTime":1982.13,"endTime":1986.39,"body":"that you kind of like start"},{"speaker":"Kristin Sweeting","startTime":1982.13,"endTime":1986.39,"body":"realizing how those go and"},{"speaker":"Kristin Sweeting","startTime":1986.39,"endTime":1989.51,"body":"making a plan for them. The next"},{"speaker":"Kristin Sweeting","startTime":1986.39,"endTime":1989.51,"body":"thing I want to talk about, and"},{"speaker":"Kristin Sweeting","startTime":1989.51,"endTime":1994.55,"body":"we just got a couple more here"},{"speaker":"Kristin Sweeting","startTime":1989.51,"endTime":1994.55,"body":"is planning for the slow months"},{"speaker":"Kristin Sweeting","startTime":1994.58,"endTime":1997.31,"body":"and regulating our nervous"},{"speaker":"Kristin Sweeting","startTime":1994.58,"endTime":1997.31,"body":"system, they should probably be"},{"speaker":"Kristin Sweeting","startTime":1997.31,"endTime":2000.88,"body":"two different things, but I put"},{"speaker":"Kristin Sweeting","startTime":1997.31,"endTime":2000.88,"body":"them together. So when you raise"},{"speaker":"Kristin Sweeting","startTime":2000.88,"endTime":2005.23,"body":"your prices, a lot of times we"},{"speaker":"Kristin Sweeting","startTime":2000.88,"endTime":2005.23,"body":"might get less bookings. And"},{"speaker":"Kristin Sweeting","startTime":2005.23,"endTime":2011.23,"body":"that's kind of normal, we won"},{"speaker":"Kristin Sweeting","startTime":2005.23,"endTime":2011.23,"body":"probably did this to to shrink"},{"speaker":"Kristin Sweeting","startTime":2011.23,"endTime":2014.02,"body":"our volume a little bit like I"},{"speaker":"Kristin Sweeting","startTime":2011.23,"endTime":2014.02,"body":"was working too much. And so I"},{"speaker":"Kristin Sweeting","startTime":2014.02,"endTime":2017.62,"body":"raise my prices, so I did less"},{"speaker":"Kristin Sweeting","startTime":2014.02,"endTime":2017.62,"body":"weddings, and then our nervous"},{"speaker":"Kristin Sweeting","startTime":2017.62,"endTime":2020.41,"body":"systems freak out, because we're"},{"speaker":"Kristin Sweeting","startTime":2017.62,"endTime":2020.41,"body":"not getting booked at the level"},{"speaker":"Kristin Sweeting","startTime":2020.41,"endTime":2023.62,"body":"that we were before. And ah, you"},{"speaker":"Kristin Sweeting","startTime":2020.41,"endTime":2023.62,"body":"know, and you're kind of having"},{"speaker":"Kristin Sweeting","startTime":2023.62,"endTime":2027.43,"body":"to let your body readjust to a"},{"speaker":"Kristin Sweeting","startTime":2023.62,"endTime":2027.43,"body":"different pattern. It's like"},{"speaker":"Kristin Sweeting","startTime":2027.43,"endTime":2030.13,"body":"when you're on a treadmill and"},{"speaker":"Kristin Sweeting","startTime":2027.43,"endTime":2030.13,"body":"you're running at a certain"},{"speaker":"Kristin Sweeting","startTime":2030.13,"endTime":2032.71,"body":"speed and then you slow it down,"},{"speaker":"Kristin Sweeting","startTime":2030.13,"endTime":2032.71,"body":"you're like what's wrong? Why am"},{"speaker":"Kristin Sweeting","startTime":2032.71,"endTime":2036.76,"body":"I going so slow. So just realize"},{"speaker":"Kristin Sweeting","startTime":2032.71,"endTime":2036.76,"body":"that our nervous systems need a"},{"speaker":"Kristin Sweeting","startTime":2036.76,"endTime":2039.82,"body":"second to catch up. If you've"},{"speaker":"Kristin Sweeting","startTime":2036.76,"endTime":2039.82,"body":"been used to running, when you"},{"speaker":"Kristin Sweeting","startTime":2039.82,"endTime":2042.76,"body":"slow down, it's not going to"},{"speaker":"Kristin Sweeting","startTime":2039.82,"endTime":2042.76,"body":"feel normal for a second. And"},{"speaker":"Kristin Sweeting","startTime":2042.76,"endTime":2048.04,"body":"that's totally normal to feel"},{"speaker":"Kristin Sweeting","startTime":2042.76,"endTime":2048.04,"body":"that way. So when you raise"},{"speaker":"Kristin Sweeting","startTime":2048.04,"endTime":2051.19,"body":"prices, you might get less"},{"speaker":"Kristin Sweeting","startTime":2048.04,"endTime":2051.19,"body":"bookings, especially at first."},{"speaker":"Kristin Sweeting","startTime":2051.37,"endTime":2054.97,"body":"And that's kind of part of it."},{"speaker":"Kristin Sweeting","startTime":2051.37,"endTime":2054.97,"body":"So make sure that whatever you"},{"speaker":"Kristin Sweeting","startTime":2054.97,"endTime":2059.47,"body":"need to feel safe is already set"},{"speaker":"Kristin Sweeting","startTime":2054.97,"endTime":2059.47,"body":"for you when you're making a"},{"speaker":"Kristin Sweeting","startTime":2059.47,"endTime":2062.56,"body":"pricing raise. So if you're a"},{"speaker":"Kristin Sweeting","startTime":2059.47,"endTime":2062.56,"body":"person that needs a lot of"},{"speaker":"Kristin Sweeting","startTime":2062.56,"endTime":2065.8,"body":"safety and security, make sure"},{"speaker":"Kristin Sweeting","startTime":2062.56,"endTime":2065.8,"body":"there is savings in the bank."},{"speaker":"Kristin Sweeting","startTime":2066.1,"endTime":2069.94,"body":"Make sure that there is another"},{"speaker":"Kristin Sweeting","startTime":2066.1,"endTime":2069.94,"body":"income stream somewhere, make"},{"speaker":"Kristin Sweeting","startTime":2069.94,"endTime":2073.48,"body":"sure you have your needs taken"},{"speaker":"Kristin Sweeting","startTime":2069.94,"endTime":2073.48,"body":"care of so that you can"},{"speaker":"Kristin Sweeting","startTime":2073.48,"endTime":2078.1,"body":"withstand some people saying no"},{"speaker":"Kristin Sweeting","startTime":2073.48,"endTime":2078.1,"body":"to you, people not hiring you at"},{"speaker":"Kristin Sweeting","startTime":2078.1,"endTime":2082.48,"body":"first, and getting into that"},{"speaker":"Kristin Sweeting","startTime":2078.1,"endTime":2082.48,"body":"groove of that new pricing so"},{"speaker":"Kristin Sweeting","startTime":2082.48,"endTime":2085.06,"body":"that you're not just like"},{"speaker":"Kristin Sweeting","startTime":2082.48,"endTime":2085.06,"body":"instantly flip flopping back to"},{"speaker":"Kristin Sweeting","startTime":2085.06,"endTime":2089.44,"body":"your old pricing when you start"},{"speaker":"Kristin Sweeting","startTime":2085.06,"endTime":2089.44,"body":"freaking out. So go in planning."},{"speaker":"Kristin Sweeting","startTime":2089.92,"endTime":2094.87,"body":"How can I make myself feel safe?"},{"speaker":"Kristin Sweeting","startTime":2089.92,"endTime":2094.87,"body":"How can I stay grounded? What"},{"speaker":"Kristin Sweeting","startTime":2094.87,"endTime":2098.44,"body":"self care things do I need to"},{"speaker":"Kristin Sweeting","startTime":2094.87,"endTime":2098.44,"body":"make sure that I stay really"},{"speaker":"Kristin Sweeting","startTime":2098.44,"endTime":2102.52,"body":"steady through this trend?"},{"speaker":"Kristin Sweeting","startTime":2098.44,"endTime":2102.52,"body":"mission. And who do I need to"},{"speaker":"Kristin Sweeting","startTime":2102.52,"endTime":2106.84,"body":"hang around to remind me that"},{"speaker":"Kristin Sweeting","startTime":2102.52,"endTime":2106.84,"body":"I'm worth charging more, we need"},{"speaker":"Kristin Sweeting","startTime":2106.84,"endTime":2110.44,"body":"people around us to remind us"},{"speaker":"Kristin Sweeting","startTime":2106.84,"endTime":2110.44,"body":"why we're making those moves,"},{"speaker":"Kristin Sweeting","startTime":2110.77,"endTime":2115.0,"body":"why we're doing something"},{"speaker":"Kristin Sweeting","startTime":2110.77,"endTime":2115.0,"body":"challenging or moving into this"},{"speaker":"Kristin Sweeting","startTime":2115.0,"endTime":2119.98,"body":"next space, we really are, who"},{"speaker":"Kristin Sweeting","startTime":2115.0,"endTime":2119.98,"body":"we hang around, right. So have"},{"speaker":"Kristin Sweeting","startTime":2119.98,"endTime":2122.8,"body":"people that are going to keep"},{"speaker":"Kristin Sweeting","startTime":2119.98,"endTime":2122.8,"body":"you grounded and remind you of"},{"speaker":"Kristin Sweeting","startTime":2122.8,"endTime":2126.34,"body":"your goals and your vision and"},{"speaker":"Kristin Sweeting","startTime":2122.8,"endTime":2126.34,"body":"why you're making this scary,"},{"speaker":"Kristin Sweeting","startTime":2126.34,"endTime":2130.63,"body":"uncomfortable jump in the first"},{"speaker":"Kristin Sweeting","startTime":2126.34,"endTime":2130.63,"body":"place, I promise that is so so"},{"speaker":"Kristin Sweeting","startTime":2130.63,"endTime":2134.74,"body":"valuable is to have those people"},{"speaker":"Kristin Sweeting","startTime":2130.63,"endTime":2134.74,"body":"in your corner. And my very last"},{"speaker":"Kristin Sweeting","startTime":2134.74,"endTime":2139.84,"body":"point in this talk today is"},{"speaker":"Kristin Sweeting","startTime":2134.74,"endTime":2139.84,"body":"finding aligned partners and"},{"speaker":"Kristin Sweeting","startTime":2139.84,"endTime":2144.07,"body":"taking good care of them. When"},{"speaker":"Kristin Sweeting","startTime":2139.84,"endTime":2144.07,"body":"we're raising our pricing, we're"},{"speaker":"Kristin Sweeting","startTime":2144.07,"endTime":2147.58,"body":"going to be really, we're going"},{"speaker":"Kristin Sweeting","startTime":2144.07,"endTime":2147.58,"body":"to come up with the fact that"},{"speaker":"Kristin Sweeting","startTime":2147.58,"endTime":2151.42,"body":"like, not everyone is for us."},{"speaker":"Kristin Sweeting","startTime":2147.58,"endTime":2151.42,"body":"And that is okay. There are"},{"speaker":"Kristin Sweeting","startTime":2151.42,"endTime":2154.09,"body":"certain vendors that aren't"},{"speaker":"Kristin Sweeting","startTime":2151.42,"endTime":2154.09,"body":"going to want to work with you"},{"speaker":"Kristin Sweeting","startTime":2154.09,"endTime":2156.34,"body":"and you're not going to want to"},{"speaker":"Kristin Sweeting","startTime":2154.09,"endTime":2156.34,"body":"work with them, there are"},{"speaker":"Kristin Sweeting","startTime":2156.34,"endTime":2158.98,"body":"certain clients that aren't"},{"speaker":"Kristin Sweeting","startTime":2156.34,"endTime":2158.98,"body":"going to want to work with you,"},{"speaker":"Kristin Sweeting","startTime":2159.04,"endTime":2160.96,"body":"and maybe you're not going to"},{"speaker":"Kristin Sweeting","startTime":2159.04,"endTime":2160.96,"body":"work want to work with them,"},{"speaker":"Kristin Sweeting","startTime":2160.96,"endTime":2163.9,"body":"there are people that might say,"},{"speaker":"Kristin Sweeting","startTime":2160.96,"endTime":2163.9,"body":"You're too expensive there,"},{"speaker":"Kristin Sweeting","startTime":2164.14,"endTime":2166.45,"body":"there's just things that are"},{"speaker":"Kristin Sweeting","startTime":2164.14,"endTime":2166.45,"body":"going to happen like that. And"},{"speaker":"Kristin Sweeting","startTime":2166.45,"endTime":2170.38,"body":"so we need to really work on"},{"speaker":"Kristin Sweeting","startTime":2166.45,"endTime":2170.38,"body":"finding the people that we love"},{"speaker":"Kristin Sweeting","startTime":2170.38,"endTime":2175.48,"body":"working with, that have shared"},{"speaker":"Kristin Sweeting","startTime":2170.38,"endTime":2175.48,"body":"common values that see the world"},{"speaker":"Kristin Sweeting","startTime":2175.48,"endTime":2178.21,"body":"that are that want to see the"},{"speaker":"Kristin Sweeting","startTime":2175.48,"endTime":2178.21,"body":"world the way you see the world."},{"speaker":"Kristin Sweeting","startTime":2178.69,"endTime":2182.53,"body":"And that really, really love"},{"speaker":"Kristin Sweeting","startTime":2178.69,"endTime":2182.53,"body":"working with you and you love"},{"speaker":"Kristin Sweeting","startTime":2182.53,"endTime":2187.6,"body":"working with them. I promise"},{"speaker":"Kristin Sweeting","startTime":2182.53,"endTime":2187.6,"body":"that we all have these aligned"},{"speaker":"Kristin Sweeting","startTime":2187.63,"endTime":2191.26,"body":"partners and clients, we just"},{"speaker":"Kristin Sweeting","startTime":2187.63,"endTime":2191.26,"body":"have to speak clearly enough to"},{"speaker":"Kristin Sweeting","startTime":2191.26,"endTime":2195.04,"body":"find them. Again, going back to"},{"speaker":"Kristin Sweeting","startTime":2191.26,"endTime":2195.04,"body":"dating, I really do think that"},{"speaker":"Kristin Sweeting","startTime":2195.04,"endTime":2200.26,"body":"everyone has a person, at least"},{"speaker":"Kristin Sweeting","startTime":2195.04,"endTime":2200.26,"body":"if not many people out there who"},{"speaker":"Kristin Sweeting","startTime":2200.26,"endTime":2203.74,"body":"are really lined up with them."},{"speaker":"Kristin Sweeting","startTime":2200.26,"endTime":2203.74,"body":"And we just need to speak"},{"speaker":"Kristin Sweeting","startTime":2203.74,"endTime":2206.92,"body":"clearly enough about what we"},{"speaker":"Kristin Sweeting","startTime":2203.74,"endTime":2206.92,"body":"care about that they can find us"},{"speaker":"Kristin Sweeting","startTime":2206.92,"endTime":2211.57,"body":"and we can find them. So"},{"speaker":"Kristin Sweeting","startTime":2206.92,"endTime":2211.57,"body":"reminders here, quality over"},{"speaker":"Kristin Sweeting","startTime":2211.57,"endTime":2215.44,"body":"quantity, when it comes to"},{"speaker":"Kristin Sweeting","startTime":2211.57,"endTime":2215.44,"body":"aligned partners and aligned"},{"speaker":"Kristin Sweeting","startTime":2215.44,"endTime":2220.69,"body":"clients, we don't need to have"},{"speaker":"Kristin Sweeting","startTime":2215.44,"endTime":2220.69,"body":"everyone hire us, we don't need"},{"speaker":"Kristin Sweeting","startTime":2220.69,"endTime":2223.93,"body":"to have every vendor out there"},{"speaker":"Kristin Sweeting","startTime":2220.69,"endTime":2223.93,"body":"wanting to work with us, we just"},{"speaker":"Kristin Sweeting","startTime":2223.93,"endTime":2228.82,"body":"need the right ones. So for"},{"speaker":"Kristin Sweeting","startTime":2223.93,"endTime":2228.82,"body":"years, most of my weddings came"},{"speaker":"Kristin Sweeting","startTime":2228.82,"endTime":2233.05,"body":"from like three or four people"},{"speaker":"Kristin Sweeting","startTime":2228.82,"endTime":2233.05,"body":"from specific clients that"},{"speaker":"Kristin Sweeting","startTime":2233.47,"endTime":2236.68,"body":"connected me with all their"},{"speaker":"Kristin Sweeting","startTime":2233.47,"endTime":2236.68,"body":"friends, specific vendors that"},{"speaker":"Kristin Sweeting","startTime":2236.68,"endTime":2239.53,"body":"we just really loved working"},{"speaker":"Kristin Sweeting","startTime":2236.68,"endTime":2239.53,"body":"together and really jived and we"},{"speaker":"Kristin Sweeting","startTime":2239.53,"endTime":2242.92,"body":"had similar goals. And just like"},{"speaker":"Kristin Sweeting","startTime":2239.53,"endTime":2242.92,"body":"take really good care of each"},{"speaker":"Kristin Sweeting","startTime":2242.92,"endTime":2246.67,"body":"other, grow together, over"},{"speaker":"Kristin Sweeting","startTime":2242.92,"endTime":2246.67,"body":"deliver for them create"},{"speaker":"Kristin Sweeting","startTime":2246.67,"endTime":2250.39,"body":"opportunities for each other,"},{"speaker":"Kristin Sweeting","startTime":2246.67,"endTime":2250.39,"body":"and always lead with generosity"},{"speaker":"Kristin Sweeting","startTime":2250.39,"endTime":2253.42,"body":"and I promise you will find so"},{"speaker":"Kristin Sweeting","startTime":2250.39,"endTime":2253.42,"body":"much fulfillment in this price"},{"speaker":"Kristin Sweeting","startTime":2253.42,"endTime":2257.08,"body":"race in this new level in"},{"speaker":"Kristin Sweeting","startTime":2253.42,"endTime":2257.08,"body":"working with these new aligned"},{"speaker":"Kristin Sweeting","startTime":2257.08,"endTime":2260.98,"body":"clients and vendors, and a lot"},{"speaker":"Kristin Sweeting","startTime":2257.08,"endTime":2260.98,"body":"of it takes time. So I just want"},{"speaker":"Kristin Sweeting","startTime":2260.98,"endTime":2265.66,"body":"to send some love there. And,"},{"speaker":"Kristin Sweeting","startTime":2260.98,"endTime":2265.66,"body":"and when when we have those"},{"speaker":"Kristin Sweeting","startTime":2265.66,"endTime":2269.02,"body":"moments of feeling rejected,"},{"speaker":"Kristin Sweeting","startTime":2265.66,"endTime":2269.02,"body":"just remember that our people"},{"speaker":"Kristin Sweeting","startTime":2269.02,"endTime":2273.07,"body":"are out there, and we're not for"},{"speaker":"Kristin Sweeting","startTime":2269.02,"endTime":2273.07,"body":"everybody. And that is okay,"},{"speaker":"Kristin Sweeting","startTime":2273.07,"endTime":2277.84,"body":"actually that is a beautiful"},{"speaker":"Kristin Sweeting","startTime":2273.07,"endTime":2277.84,"body":"thing. So pricing raises are"},{"speaker":"Kristin Sweeting","startTime":2277.84,"endTime":2282.52,"body":"about generosity, we create more"},{"speaker":"Kristin Sweeting","startTime":2277.84,"endTime":2282.52,"body":"and more ability to give our"},{"speaker":"Kristin Sweeting","startTime":2282.52,"endTime":2286.63,"body":"energy, our time our creativity"},{"speaker":"Kristin Sweeting","startTime":2282.52,"endTime":2286.63,"body":"and our talents to our clients,"},{"speaker":"Kristin Sweeting","startTime":2286.66,"endTime":2290.62,"body":"ourselves and our family when we"},{"speaker":"Kristin Sweeting","startTime":2286.66,"endTime":2290.62,"body":"create viable pricing structures"},{"speaker":"Kristin Sweeting","startTime":2290.62,"endTime":2294.46,"body":"and strategies, and I hope you"},{"speaker":"Kristin Sweeting","startTime":2290.62,"endTime":2294.46,"body":"know that you are worth it."},{"speaker":"Kristin Sweeting","startTime":2294.49,"endTime":2297.64,"body":"Wherever you're at in your path,"},{"speaker":"Kristin Sweeting","startTime":2294.49,"endTime":2297.64,"body":"keep expanding into the next"},{"speaker":"Kristin Sweeting","startTime":2297.64,"endTime":2301.15,"body":"season. There's a real magic"},{"speaker":"Kristin Sweeting","startTime":2297.64,"endTime":2301.15,"body":"when we're growing and creating."},{"speaker":"Kristin Sweeting","startTime":2301.45,"endTime":2305.11,"body":"It shows up in our"},{"speaker":"Kristin Sweeting","startTime":2301.45,"endTime":2305.11,"body":"relationships, in our business."},{"speaker":"Kristin Sweeting","startTime":2305.47,"endTime":2307.99,"body":"And in our happy creative souls."}]}