{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.0,"endTime":2.31,"body":"If you have been"},{"speaker":"Annemie Tonken","startTime":0.0,"endTime":2.31,"body":"listening to the show for"},{"speaker":"Annemie Tonken","startTime":2.34,"endTime":5.94,"body":"basically any period of time,"},{"speaker":"Annemie Tonken","startTime":2.34,"endTime":5.94,"body":"you have probably heard me talk"},{"speaker":"Annemie Tonken","startTime":6.21,"endTime":10.89,"body":"about how we have to align our"},{"speaker":"Annemie Tonken","startTime":6.21,"endTime":10.89,"body":"businesses kind of build our"},{"speaker":"Annemie Tonken","startTime":10.89,"endTime":15.09,"body":"business models around our"},{"speaker":"Annemie Tonken","startTime":10.89,"endTime":15.09,"body":"preferences, right? Like the"},{"speaker":"Annemie Tonken","startTime":15.09,"endTime":18.36,"body":"things that we want and sort of"},{"speaker":"Annemie Tonken","startTime":15.09,"endTime":18.36,"body":"have this vision of for our"},{"speaker":"Annemie Tonken","startTime":18.36,"endTime":23.16,"body":"business. And then also around"},{"speaker":"Annemie Tonken","startTime":18.36,"endTime":23.16,"body":"our parameters, things like the"},{"speaker":"Annemie Tonken","startTime":23.16,"endTime":25.77,"body":"amount of time that we can"},{"speaker":"Annemie Tonken","startTime":23.16,"endTime":25.77,"body":"dedicate to our business, the"},{"speaker":"Annemie Tonken","startTime":25.77,"endTime":28.29,"body":"amount of money that we can"},{"speaker":"Annemie Tonken","startTime":25.77,"endTime":28.29,"body":"invest in our business, the"},{"speaker":"Annemie Tonken","startTime":28.29,"endTime":31.08,"body":"amount of money that we need to"},{"speaker":"Annemie Tonken","startTime":28.29,"endTime":31.08,"body":"make in our business, the"},{"speaker":"Annemie Tonken","startTime":31.56,"endTime":34.53,"body":"resources that we have around,"},{"speaker":"Annemie Tonken","startTime":31.56,"endTime":34.53,"body":"you know, the equipment that we"},{"speaker":"Annemie Tonken","startTime":34.53,"endTime":38.64,"body":"have, or the ability that we may"},{"speaker":"Annemie Tonken","startTime":34.53,"endTime":38.64,"body":"have to like, we're really great"},{"speaker":"Annemie Tonken","startTime":38.64,"endTime":41.58,"body":"at building websites, or"},{"speaker":"Annemie Tonken","startTime":38.64,"endTime":41.58,"body":"whatever the case may be. We all"},{"speaker":"Annemie Tonken","startTime":41.58,"endTime":48.03,"body":"have a unique thumbprint of"},{"speaker":"Annemie Tonken","startTime":41.58,"endTime":48.03,"body":"sorts around the the kind of"},{"speaker":"Annemie Tonken","startTime":48.03,"endTime":52.29,"body":"business that we should build."},{"speaker":"Annemie Tonken","startTime":48.03,"endTime":52.29,"body":"And the best way to build a"},{"speaker":"Annemie Tonken","startTime":52.29,"endTime":56.31,"body":"business that works is to build"},{"speaker":"Annemie Tonken","startTime":52.29,"endTime":56.31,"body":"something that is truly in"},{"speaker":"Annemie Tonken","startTime":56.31,"endTime":61.44,"body":"alignment with that particular"},{"speaker":"Annemie Tonken","startTime":56.31,"endTime":61.44,"body":"thumbprint. So my conversation"},{"speaker":"Annemie Tonken","startTime":61.44,"endTime":64.86,"body":"today is with Paula Brennan, who"},{"speaker":"Annemie Tonken","startTime":61.44,"endTime":64.86,"body":"is an amazing personal brand"},{"speaker":"Annemie Tonken","startTime":64.86,"endTime":69.12,"body":"photographer based on the"},{"speaker":"Annemie Tonken","startTime":64.86,"endTime":69.12,"body":"Sunshine Coast of Australia. And"},{"speaker":"Annemie Tonken","startTime":69.12,"endTime":72.57,"body":"she is joining me today to talk"},{"speaker":"Annemie Tonken","startTime":69.12,"endTime":72.57,"body":"about something that is"},{"speaker":"Annemie Tonken","startTime":72.57,"endTime":77.37,"body":"brilliant. It is this concept of"},{"speaker":"Annemie Tonken","startTime":72.57,"endTime":77.37,"body":"personal brand mini sessions."},{"speaker":"Annemie Tonken","startTime":77.37,"endTime":80.43,"body":"And she's going to explain that"},{"speaker":"Annemie Tonken","startTime":77.37,"endTime":80.43,"body":"these mini sessions are not"},{"speaker":"Annemie Tonken","startTime":80.46,"endTime":84.15,"body":"exactly what you would think of"},{"speaker":"Annemie Tonken","startTime":80.46,"endTime":84.15,"body":"if you are used to the standard"},{"speaker":"Annemie Tonken","startTime":84.15,"endTime":88.47,"body":"definition of mini sessions. But"},{"speaker":"Annemie Tonken","startTime":84.15,"endTime":88.47,"body":"what I really love about this"},{"speaker":"Annemie Tonken","startTime":88.47,"endTime":92.1,"body":"idea beyond the fact that it's"},{"speaker":"Annemie Tonken","startTime":88.47,"endTime":92.1,"body":"super creative, beyond the fact"},{"speaker":"Annemie Tonken","startTime":92.1,"endTime":95.25,"body":"that honestly, I want to go sign"},{"speaker":"Annemie Tonken","startTime":92.1,"endTime":95.25,"body":"up and have this done for me,"},{"speaker":"Annemie Tonken","startTime":95.94,"endTime":98.97,"body":"the thing that I love about this"},{"speaker":"Annemie Tonken","startTime":95.94,"endTime":98.97,"body":"business is that this is a woman"},{"speaker":"Annemie Tonken","startTime":98.97,"endTime":104.94,"body":"who liked me for a long time. It"},{"speaker":"Annemie Tonken","startTime":98.97,"endTime":104.94,"body":"she is a single mom, she has a"},{"speaker":"Annemie Tonken","startTime":104.94,"endTime":108.54,"body":"lot of different demands on her"},{"speaker":"Annemie Tonken","startTime":104.94,"endTime":108.54,"body":"time, and she has a certain"},{"speaker":"Annemie Tonken","startTime":108.54,"endTime":111.99,"body":"amount of money that she needs"},{"speaker":"Annemie Tonken","startTime":108.54,"endTime":111.99,"body":"to make whatever she instead of"},{"speaker":"Annemie Tonken","startTime":111.99,"endTime":116.37,"body":"looking at that situation and"},{"speaker":"Annemie Tonken","startTime":111.99,"endTime":116.37,"body":"feeling defeated, or feeling"},{"speaker":"Annemie Tonken","startTime":116.37,"endTime":120.15,"body":"like well, you know, how am I"},{"speaker":"Annemie Tonken","startTime":116.37,"endTime":120.15,"body":"going to make a business work,"},{"speaker":"Annemie Tonken","startTime":120.3,"endTime":123.78,"body":"she took that and ran with it."},{"speaker":"Annemie Tonken","startTime":120.3,"endTime":123.78,"body":"And she has leaned into it by"},{"speaker":"Annemie Tonken","startTime":123.78,"endTime":128.55,"body":"creating this sort of economical"},{"speaker":"Annemie Tonken","startTime":123.78,"endTime":128.55,"body":"if we're speaking of the economy"},{"speaker":"Annemie Tonken","startTime":128.55,"endTime":133.29,"body":"of time, it's economical way to"},{"speaker":"Annemie Tonken","startTime":128.55,"endTime":133.29,"body":"present amazing value to her"},{"speaker":"Annemie Tonken","startTime":133.29,"endTime":136.92,"body":"clients. Create an offer that is"},{"speaker":"Annemie Tonken","startTime":133.29,"endTime":136.92,"body":"super attractive and"},{"speaker":"Annemie Tonken","startTime":136.92,"endTime":140.49,"body":"interesting. And also make it"},{"speaker":"Annemie Tonken","startTime":136.92,"endTime":140.49,"body":"really lucrative make it so that"},{"speaker":"Annemie Tonken","startTime":140.49,"endTime":144.87,"body":"that floats her business and she"},{"speaker":"Annemie Tonken","startTime":140.49,"endTime":144.87,"body":"is hitting all of her goals. I"},{"speaker":"Annemie Tonken","startTime":144.87,"endTime":148.65,"body":"feel like you're going to get so"},{"speaker":"Annemie Tonken","startTime":144.87,"endTime":148.65,"body":"much inspiration from this"},{"speaker":"Annemie Tonken","startTime":148.74,"endTime":153.3,"body":"topic, even if you know, this"},{"speaker":"Annemie Tonken","startTime":148.74,"endTime":153.3,"body":"isn't exactly what you want to"},{"speaker":"Annemie Tonken","startTime":153.3,"endTime":157.38,"body":"do in your business. She's an"},{"speaker":"Annemie Tonken","startTime":153.3,"endTime":157.38,"body":"amazing example of someone who"},{"speaker":"Annemie Tonken","startTime":157.38,"endTime":164.01,"body":"has thought very thoughtfully"},{"speaker":"Annemie Tonken","startTime":157.38,"endTime":164.01,"body":"thought very carefully about how"},{"speaker":"Annemie Tonken","startTime":164.01,"endTime":168.84,"body":"her business can and should run,"},{"speaker":"Annemie Tonken","startTime":164.01,"endTime":168.84,"body":"and then done exactly what she"},{"speaker":"Annemie Tonken","startTime":168.84,"endTime":171.93,"body":"needed to do without worrying"},{"speaker":"Annemie Tonken","startTime":168.84,"endTime":171.93,"body":"about what everyone around her"},{"speaker":"Annemie Tonken","startTime":171.93,"endTime":175.44,"body":"was doing. And so I'm excited to"},{"speaker":"Annemie Tonken","startTime":171.93,"endTime":175.44,"body":"share this conversation with"},{"speaker":"Annemie Tonken","startTime":175.44,"endTime":179.85,"body":"you. So I'm gonna go ahead and"},{"speaker":"Annemie Tonken","startTime":175.44,"endTime":179.85,"body":"Cue the music. Welcome to this"},{"speaker":"Annemie Tonken","startTime":179.85,"endTime":183.27,"body":"can't be that hard. My name is"},{"speaker":"Annemie Tonken","startTime":179.85,"endTime":183.27,"body":"Annemie Tonken. And I help"},{"speaker":"Annemie Tonken","startTime":183.27,"endTime":186.48,"body":"photographers run profitable,"},{"speaker":"Annemie Tonken","startTime":183.27,"endTime":186.48,"body":"sustainable businesses that they"},{"speaker":"Annemie Tonken","startTime":186.48,"endTime":191.19,"body":"love. Each week on the podcast,"},{"speaker":"Annemie Tonken","startTime":186.48,"endTime":191.19,"body":"I cover simple, actionable"},{"speaker":"Annemie Tonken","startTime":191.19,"endTime":194.37,"body":"strategies and systems that"},{"speaker":"Annemie Tonken","startTime":191.19,"endTime":194.37,"body":"photographers at every level of"},{"speaker":"Annemie Tonken","startTime":194.37,"endTime":198.18,"body":"experience can use to earn more"},{"speaker":"Annemie Tonken","startTime":194.37,"endTime":198.18,"body":"money in a more sustainable way."},{"speaker":"Annemie Tonken","startTime":199.08,"endTime":202.05,"body":"Running a photography business"},{"speaker":"Annemie Tonken","startTime":199.08,"endTime":202.05,"body":"doesn't have to be that hard."},{"speaker":"Annemie Tonken","startTime":202.5,"endTime":209.52,"body":"You can do it. And I can show"},{"speaker":"Annemie Tonken","startTime":202.5,"endTime":209.52,"body":"you how. Paul Brennan, welcome"},{"speaker":"Annemie Tonken","startTime":209.52,"endTime":211.8,"body":"to this can't be that hard. I'm"},{"speaker":"Annemie Tonken","startTime":209.52,"endTime":211.8,"body":"so excited to have you on the"},{"speaker":"Annemie Tonken","startTime":211.8,"endTime":213.24,"body":"show today. How are you?"},{"speaker":"Paula Brennan","startTime":213.36,"endTime":215.4,"body":"I'm very good."},{"speaker":"Paula Brennan","startTime":213.36,"endTime":215.4,"body":"And I feel so honored to be"},{"speaker":"Paula Brennan","startTime":215.4,"endTime":217.77,"body":"invited. So thank you so much"},{"speaker":"Paula Brennan","startTime":215.4,"endTime":217.77,"body":"for having me."},{"speaker":"Annemie Tonken","startTime":218.61,"endTime":222.0,"body":"I feel honored"},{"speaker":"Annemie Tonken","startTime":218.61,"endTime":222.0,"body":"you are it is 6am where you are"},{"speaker":"Annemie Tonken","startTime":222.0,"endTime":222.57,"body":"right?"},{"speaker":"Paula Brennan","startTime":223.29,"endTime":226.5,"body":"Yes it is. But"},{"speaker":"Paula Brennan","startTime":223.29,"endTime":226.5,"body":"I've already taught a live class"},{"speaker":"Paula Brennan","startTime":226.5,"endTime":226.98,"body":"by now."},{"speaker":"Annemie Tonken","startTime":226.98,"endTime":231.48,"body":"So you are you"},{"speaker":"Annemie Tonken","startTime":226.98,"endTime":231.48,"body":"you I mean I consider myself to"},{"speaker":"Annemie Tonken","startTime":231.48,"endTime":235.23,"body":"be a morning person but you look"},{"speaker":"Annemie Tonken","startTime":231.48,"endTime":235.23,"body":"like bright and fresh and the"},{"speaker":"Annemie Tonken","startTime":235.23,"endTime":237.66,"body":"fact that you've already been"},{"speaker":"Annemie Tonken","startTime":235.23,"endTime":237.66,"body":"teaching this morning I'm just"},{"speaker":"Annemie Tonken","startTime":237.81,"endTime":241.44,"body":"my hat's off to you. So I"},{"speaker":"Annemie Tonken","startTime":237.81,"endTime":241.44,"body":"appreciate you us working to"},{"speaker":"Annemie Tonken","startTime":241.44,"endTime":246.03,"body":"make the timezone thing work and"},{"speaker":"Annemie Tonken","startTime":241.44,"endTime":246.03,"body":"I'm very excited to chat about"},{"speaker":"Annemie Tonken","startTime":246.03,"endTime":251.01,"body":"this topic. I have so many"},{"speaker":"Annemie Tonken","startTime":246.03,"endTime":251.01,"body":"listeners who are if they're not"},{"speaker":"Annemie Tonken","startTime":251.43,"endTime":254.7,"body":"100% focused on brand"},{"speaker":"Annemie Tonken","startTime":251.43,"endTime":254.7,"body":"photography, they are trying to"},{"speaker":"Annemie Tonken","startTime":254.7,"endTime":257.67,"body":"incorporate more brand"},{"speaker":"Annemie Tonken","startTime":254.7,"endTime":257.67,"body":"photography into their work. And"},{"speaker":"Annemie Tonken","startTime":257.67,"endTime":262.08,"body":"I know that that's sort of your"},{"speaker":"Annemie Tonken","startTime":257.67,"endTime":262.08,"body":"bread and butter so I'm I'm"},{"speaker":"Annemie Tonken","startTime":262.11,"endTime":266.34,"body":"excited to dive in. So before we"},{"speaker":"Annemie Tonken","startTime":262.11,"endTime":266.34,"body":"started talking about that, why"},{"speaker":"Annemie Tonken","startTime":266.34,"endTime":269.25,"body":"don't you give everyone a little"},{"speaker":"Annemie Tonken","startTime":266.34,"endTime":269.25,"body":"bit of an intro to who you are"},{"speaker":"Annemie Tonken","startTime":269.25,"endTime":270.96,"body":"and and what you teach."},{"speaker":"Unknown","startTime":271.56,"endTime":275.76,"body":"Well, okay, so I am a"},{"speaker":"Unknown","startTime":271.56,"endTime":275.76,"body":"now personal brand photographer"},{"speaker":"Unknown","startTime":275.79,"endTime":279.6,"body":"in Australia and but I didn't"},{"speaker":"Unknown","startTime":275.79,"endTime":279.6,"body":"always start it that way. So I"},{"speaker":"Unknown","startTime":279.6,"endTime":281.52,"body":"actually grew up in a"},{"speaker":"Unknown","startTime":279.6,"endTime":281.52,"body":"photography household. I was"},{"speaker":"Unknown","startTime":281.52,"endTime":285.33,"body":"very lucky to have a photography"},{"speaker":"Unknown","startTime":281.52,"endTime":285.33,"body":"studio underneath my house. My"},{"speaker":"Unknown","startTime":285.33,"endTime":288.0,"body":"dad was a wedding photographer,"},{"speaker":"Unknown","startTime":285.33,"endTime":288.0,"body":"and my mom was the one cutting"},{"speaker":"Unknown","startTime":288.0,"endTime":291.09,"body":"all of the negs and doing all"},{"speaker":"Unknown","startTime":288.0,"endTime":291.09,"body":"that stuff. And then eventually"},{"speaker":"Unknown","startTime":291.09,"endTime":294.78,"body":"I graduated at the age of like"},{"speaker":"Unknown","startTime":291.09,"endTime":294.78,"body":"six or seven to like stamping"},{"speaker":"Unknown","startTime":294.78,"endTime":297.9,"body":"copyright on the back of the"},{"speaker":"Unknown","startTime":294.78,"endTime":297.9,"body":"photos. 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So I started"},{"speaker":"Unknown","startTime":374.13,"endTime":377.16,"body":"networking, I started meeting a"},{"speaker":"Unknown","startTime":377.16,"endTime":380.1,"body":"lot of other people in"},{"speaker":"Unknown","startTime":377.16,"endTime":380.1,"body":"businesses. And then personal"},{"speaker":"Unknown","startTime":380.1,"endTime":382.38,"body":"branding just sort of came"},{"speaker":"Unknown","startTime":380.1,"endTime":382.38,"body":"about, it was just one of those"},{"speaker":"Unknown","startTime":382.38,"endTime":384.84,"body":"things that people started"},{"speaker":"Unknown","startTime":382.38,"endTime":384.84,"body":"asking for. And I was like, Oh,"},{"speaker":"Unknown","startTime":384.84,"endTime":388.5,"body":"my gosh, this is so much fun."},{"speaker":"Unknown","startTime":384.84,"endTime":388.5,"body":"Like, I totally geek out on"},{"speaker":"Unknown","startTime":388.5,"endTime":392.7,"body":"marketing, I totally love seeing"},{"speaker":"Unknown","startTime":388.5,"endTime":392.7,"body":"the marketing potential in the"},{"speaker":"Unknown","startTime":392.7,"endTime":396.39,"body":"marketing golden other people."},{"speaker":"Unknown","startTime":392.7,"endTime":396.39,"body":"And I can like really help to"},{"speaker":"Unknown","startTime":396.39,"endTime":398.7,"body":"bring their vision of who they"},{"speaker":"Unknown","startTime":396.39,"endTime":398.7,"body":"want to be and what they want,"},{"speaker":"Unknown","startTime":398.7,"endTime":401.67,"body":"how they want to be seen to"},{"speaker":"Unknown","startTime":398.7,"endTime":401.67,"body":"life. 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But now"},{"speaker":"Unknown","startTime":414.66,"endTime":417.36,"body":"it's just become this sort of"},{"speaker":"Unknown","startTime":417.36,"endTime":419.4,"body":"behemoth. And like, we're"},{"speaker":"Unknown","startTime":417.36,"endTime":419.4,"body":"literally in the age of the"},{"speaker":"Unknown","startTime":419.4,"endTime":422.46,"body":"personal brand, right? Everybody"},{"speaker":"Unknown","startTime":419.4,"endTime":422.46,"body":"is in the business of building"},{"speaker":"Unknown","startTime":422.46,"endTime":425.76,"body":"their own personal brand. And so"},{"speaker":"Unknown","startTime":422.46,"endTime":425.76,"body":"it's just really nice to be able"},{"speaker":"Unknown","startTime":425.76,"endTime":429.24,"body":"to be part of other people's"},{"speaker":"Unknown","startTime":425.76,"endTime":429.24,"body":"businesses and helping them to"},{"speaker":"Unknown","startTime":429.24,"endTime":433.26,"body":"do that. And being part of their"},{"speaker":"Unknown","startTime":429.24,"endTime":433.26,"body":"marketing team almost is pretty"},{"speaker":"Unknown","startTime":433.26,"endTime":437.31,"body":"cool. So yeah, and then so I"},{"speaker":"Unknown","startTime":433.26,"endTime":437.31,"body":"decided to close my portrait"},{"speaker":"Unknown","startTime":437.31,"endTime":442.29,"body":"studio in 2019. And go all in on"},{"speaker":"Unknown","startTime":437.31,"endTime":442.29,"body":"personal branding in December of"},{"speaker":"Unknown","startTime":442.35,"endTime":447.24,"body":"2019. Can you believe it? What?"},{"speaker":"Unknown","startTime":442.35,"endTime":447.24,"body":"Like universal timing? That was?"},{"speaker":"Unknown","startTime":447.33,"endTime":450.84,"body":"Yeah, absolutely. So I was lucky"},{"speaker":"Unknown","startTime":447.33,"endTime":450.84,"body":"that I've done that in a lot of"},{"speaker":"Unknown","startTime":450.84,"endTime":454.2,"body":"ways. And that also afforded me"},{"speaker":"Unknown","startTime":450.84,"endTime":454.2,"body":"the opportunity with the"},{"speaker":"Unknown","startTime":454.2,"endTime":457.47,"body":"lockdown and everything to then"},{"speaker":"Unknown","startTime":454.2,"endTime":457.47,"body":"go into the education space and"},{"speaker":"Unknown","startTime":457.47,"endTime":459.99,"body":"build out some courses and"},{"speaker":"Unknown","startTime":457.47,"endTime":459.99,"body":"things. So yeah, it's been a"},{"speaker":"Unknown","startTime":459.99,"endTime":464.4,"body":"pretty cool journey ever since"},{"speaker":"Unknown","startTime":459.99,"endTime":464.4,"body":"then. Very quick, short"},{"speaker":"Unknown","startTime":464.4,"endTime":464.85,"body":"question."},{"speaker":"Annemie Tonken","startTime":465.93,"endTime":468.54,"body":"No, no. And I"},{"speaker":"Annemie Tonken","startTime":465.93,"endTime":468.54,"body":"and I appreciate sort of the"},{"speaker":"Annemie Tonken","startTime":468.54,"endTime":472.98,"body":"context there. Because I am"},{"speaker":"Annemie Tonken","startTime":468.54,"endTime":472.98,"body":"right there with you. I remember"},{"speaker":"Annemie Tonken","startTime":472.98,"endTime":476.88,"body":"when I started my business, I"},{"speaker":"Annemie Tonken","startTime":472.98,"endTime":476.88,"body":"don't think that anyone was"},{"speaker":"Annemie Tonken","startTime":476.88,"endTime":479.22,"body":"doing brand photography. I mean,"},{"speaker":"Annemie Tonken","startTime":476.88,"endTime":479.22,"body":"obviously, there was like"},{"speaker":"Annemie Tonken","startTime":479.22,"endTime":482.79,"body":"commercial photography, right,"},{"speaker":"Annemie Tonken","startTime":479.22,"endTime":482.79,"body":"where people would work for big"},{"speaker":"Annemie Tonken","startTime":482.79,"endTime":486.51,"body":"brands. But the personal brand"},{"speaker":"Annemie Tonken","startTime":482.79,"endTime":486.51,"body":"concept, I feel like was sort of"},{"speaker":"Annemie Tonken","startTime":486.51,"endTime":492.27,"body":"born along with social media and"},{"speaker":"Annemie Tonken","startTime":486.51,"endTime":492.27,"body":"sort of the the way that I mean,"},{"speaker":"Annemie Tonken","startTime":492.3,"endTime":494.82,"body":"I think about when I started my"},{"speaker":"Annemie Tonken","startTime":492.3,"endTime":494.82,"body":"photography, business,"},{"speaker":"Annemie Tonken","startTime":494.82,"endTime":498.9,"body":"Instagram, I think was already"},{"speaker":"Annemie Tonken","startTime":494.82,"endTime":498.9,"body":"around, but it was brand new."},{"speaker":"Annemie Tonken","startTime":498.9,"endTime":501.6,"body":"And it was back when you"},{"speaker":"Annemie Tonken","startTime":498.9,"endTime":501.6,"body":"couldn't put a photo from your"},{"speaker":"Annemie Tonken","startTime":501.6,"endTime":505.17,"body":"real camera onto Instagram, it"},{"speaker":"Annemie Tonken","startTime":501.6,"endTime":505.17,"body":"was just like your phone photos"},{"speaker":"Annemie Tonken","startTime":505.89,"endTime":510.57,"body":"for this amazing filters. And so"},{"speaker":"Annemie Tonken","startTime":505.89,"endTime":510.57,"body":"like I wasn't even in the"},{"speaker":"Annemie Tonken","startTime":510.57,"endTime":514.2,"body":"beginning, using that at all to"},{"speaker":"Annemie Tonken","startTime":510.57,"endTime":514.2,"body":"market my business. And so just"},{"speaker":"Annemie Tonken","startTime":514.23,"endTime":518.4,"body":"thinking about how all of that"},{"speaker":"Annemie Tonken","startTime":514.23,"endTime":518.4,"body":"has sort of changed, and how"},{"speaker":"Annemie Tonken","startTime":518.4,"endTime":524.43,"body":"rapidly it has exploded? is it's"},{"speaker":"Annemie Tonken","startTime":518.4,"endTime":524.43,"body":"kind of wild to think about. But"},{"speaker":"Annemie Tonken","startTime":524.49,"endTime":527.91,"body":"if I and I've said this multiple"},{"speaker":"Annemie Tonken","startTime":524.49,"endTime":527.91,"body":"times, if I were starting over"},{"speaker":"Annemie Tonken","startTime":527.91,"endTime":533.64,"body":"today, I think that branding"},{"speaker":"Annemie Tonken","startTime":527.91,"endTime":533.64,"body":"would be like, if not the front"},{"speaker":"Annemie Tonken","startTime":534.0,"endTime":537.06,"body":"thing that I did in my business,"},{"speaker":"Annemie Tonken","startTime":534.0,"endTime":537.06,"body":"certainly like one of the main"},{"speaker":"Annemie Tonken","startTime":537.06,"endTime":541.35,"body":"offers, it just seems like"},{"speaker":"Annemie Tonken","startTime":537.06,"endTime":541.35,"body":"there's such good, there's such"},{"speaker":"Annemie Tonken","startTime":541.35,"endTime":544.95,"body":"a good strong market for it."},{"speaker":"Annemie Tonken","startTime":541.35,"endTime":544.95,"body":"It's year round, it can be you"},{"speaker":"Annemie Tonken","startTime":544.95,"endTime":549.06,"body":"know, so flexible in terms of"},{"speaker":"Annemie Tonken","startTime":544.95,"endTime":549.06,"body":"midweek and people have a budget"},{"speaker":"Annemie Tonken","startTime":549.06,"endTime":552.12,"body":"for it. Like there's just so"},{"speaker":"Annemie Tonken","startTime":549.06,"endTime":552.12,"body":"many things going for it. And I"},{"speaker":"Unknown","startTime":552.12,"endTime":554.31,"body":"think that's something"},{"speaker":"Unknown","startTime":552.12,"endTime":554.31,"body":"that's really one of the things"},{"speaker":"Unknown","startTime":554.31,"endTime":557.1,"body":"that I kind of like really"},{"speaker":"Unknown","startTime":554.31,"endTime":557.1,"body":"identified quickly is that the"},{"speaker":"Unknown","startTime":557.1,"endTime":560.22,"body":"marketing, the bet the budget,"},{"speaker":"Unknown","startTime":557.1,"endTime":560.22,"body":"and the spend actually comes"},{"speaker":"Unknown","startTime":560.22,"endTime":563.88,"body":"from a different place. So it's"},{"speaker":"Unknown","startTime":560.22,"endTime":563.88,"body":"actually coming from a much more"},{"speaker":"Unknown","startTime":563.88,"endTime":568.23,"body":"intellectual decision. That's"},{"speaker":"Unknown","startTime":563.88,"endTime":568.23,"body":"about a marketing spent right."},{"speaker":"Unknown","startTime":568.23,"endTime":570.72,"body":"It's an investment in my"},{"speaker":"Unknown","startTime":568.23,"endTime":570.72,"body":"business. And it's investment in"},{"speaker":"Unknown","startTime":570.72,"endTime":574.05,"body":"my future. It's an investment in"},{"speaker":"Unknown","startTime":570.72,"endTime":574.05,"body":"the growth of my business as"},{"speaker":"Unknown","startTime":574.05,"endTime":576.99,"body":"opposed to being an emotional"},{"speaker":"Unknown","startTime":574.05,"endTime":576.99,"body":"purchase, which is what a lot of"},{"speaker":"Unknown","startTime":576.99,"endTime":580.59,"body":"the domestic market relies on."},{"speaker":"Unknown","startTime":576.99,"endTime":580.59,"body":"Right, which is fantastic. I"},{"speaker":"Unknown","startTime":580.59,"endTime":583.26,"body":"think there's just two different"},{"speaker":"Unknown","startTime":580.59,"endTime":583.26,"body":"methodologies here. So what I"},{"speaker":"Unknown","startTime":583.26,"endTime":585.84,"body":"kind of like really liked about"},{"speaker":"Unknown","startTime":583.26,"endTime":585.84,"body":"personal branding from a"},{"speaker":"Unknown","startTime":585.84,"endTime":589.77,"body":"security point of view was that"},{"speaker":"Unknown","startTime":585.84,"endTime":589.77,"body":"I could sell high end price"},{"speaker":"Unknown","startTime":589.77,"endTime":592.98,"body":"packages up front and I wasn't"},{"speaker":"Unknown","startTime":589.77,"endTime":592.98,"body":"sort of sitting in the sales"},{"speaker":"Unknown","startTime":592.98,"endTime":595.56,"body":"room with my portraits waiting"},{"speaker":"Unknown","startTime":592.98,"endTime":595.56,"body":"for that emotional kind of"},{"speaker":"Unknown","startTime":595.56,"endTime":598.35,"body":"purchase. Now I was really good"},{"speaker":"Unknown","startTime":595.56,"endTime":598.35,"body":"on my sales game. Don't get me"},{"speaker":"Unknown","startTime":598.35,"endTime":601.05,"body":"wrong, my portrait averages were"},{"speaker":"Unknown","startTime":598.35,"endTime":601.05,"body":"really healthiest, I'm sure they"},{"speaker":"Unknown","startTime":601.05,"endTime":603.75,"body":"are for your listeners as well."},{"speaker":"Unknown","startTime":601.05,"endTime":603.75,"body":"But it just sort of became a"},{"speaker":"Unknown","startTime":603.75,"endTime":606.81,"body":"kind of a point with me where I"},{"speaker":"Unknown","startTime":603.75,"endTime":606.81,"body":"was like, I don't want to kind"},{"speaker":"Unknown","startTime":606.81,"endTime":610.08,"body":"of I like the fact that there's"},{"speaker":"Unknown","startTime":606.81,"endTime":610.08,"body":"a guaranteed kind of spend here."},{"speaker":"Unknown","startTime":610.26,"endTime":612.72,"body":"And then I can make more from"},{"speaker":"Unknown","startTime":610.26,"endTime":612.72,"body":"there. But that was that just"},{"speaker":"Unknown","startTime":612.72,"endTime":615.54,"body":"sort of, I guess I'm a single"},{"speaker":"Unknown","startTime":612.72,"endTime":615.54,"body":"mom, right. So the security of"},{"speaker":"Unknown","startTime":615.54,"endTime":619.32,"body":"being able to know that every"},{"speaker":"Unknown","startTime":615.54,"endTime":619.32,"body":"single time I went to work, I"},{"speaker":"Unknown","startTime":619.32,"endTime":622.62,"body":"knew I was paid well in advance"},{"speaker":"Unknown","startTime":619.32,"endTime":622.62,"body":"upfront, and there was that sort"},{"speaker":"Unknown","startTime":622.62,"endTime":626.82,"body":"of, I don't know, I guess that"},{"speaker":"Unknown","startTime":622.62,"endTime":626.82,"body":"peace of mind when I was packing"},{"speaker":"Unknown","startTime":626.82,"endTime":630.24,"body":"my bag and going and jumping in"},{"speaker":"Unknown","startTime":626.82,"endTime":630.24,"body":"my car going to a shoot, you"},{"speaker":"Unknown","startTime":630.24,"endTime":631.5,"body":"know? Yeah,"},{"speaker":"Annemie Tonken","startTime":631.53,"endTime":634.35,"body":"absolutely. And"},{"speaker":"Annemie Tonken","startTime":631.53,"endTime":634.35,"body":"I feel like that is something"},{"speaker":"Annemie Tonken","startTime":634.38,"endTime":638.46,"body":"where and you and I have that"},{"speaker":"Annemie Tonken","startTime":634.38,"endTime":638.46,"body":"shared experience of being the"},{"speaker":"Annemie Tonken","startTime":638.46,"endTime":642.06,"body":"sole breadwinner and the you"},{"speaker":"Annemie Tonken","startTime":638.46,"endTime":642.06,"body":"know, like, this rests on my"},{"speaker":"Annemie Tonken","startTime":642.06,"endTime":645.39,"body":"business's shoulders. It's not"},{"speaker":"Annemie Tonken","startTime":642.06,"endTime":645.39,"body":"just for fun, it's not you know."},{"speaker":"Annemie Tonken","startTime":646.14,"endTime":650.46,"body":"And as much as I don't"},{"speaker":"Annemie Tonken","startTime":646.14,"endTime":650.46,"body":"necessarily wish that on people,"},{"speaker":"Annemie Tonken","startTime":650.46,"endTime":654.3,"body":"like if you've got a multi"},{"speaker":"Annemie Tonken","startTime":650.46,"endTime":654.3,"body":"income household, great, that is"},{"speaker":"Annemie Tonken","startTime":654.3,"endTime":657.18,"body":"wonderful. There is a lot of"},{"speaker":"Annemie Tonken","startTime":654.3,"endTime":657.18,"body":"security in that. But like, I"},{"speaker":"Annemie Tonken","startTime":657.18,"endTime":660.6,"body":"also think that my experience,"},{"speaker":"Annemie Tonken","startTime":657.18,"endTime":660.6,"body":"and I imagine yours, as well,"},{"speaker":"Annemie Tonken","startTime":660.81,"endTime":664.68,"body":"has taught me that take nothing"},{"speaker":"Annemie Tonken","startTime":660.81,"endTime":664.68,"body":"for granted. Yeah, like some"},{"speaker":"Annemie Tonken","startTime":664.68,"endTime":667.89,"body":"build your business such that it"},{"speaker":"Annemie Tonken","startTime":664.68,"endTime":667.89,"body":"could withstand something major,"},{"speaker":"Annemie Tonken","startTime":667.89,"endTime":672.15,"body":"because even if it's nothing in"},{"speaker":"Annemie Tonken","startTime":667.89,"endTime":672.15,"body":"your within your control, right,"},{"speaker":"Annemie Tonken","startTime":672.18,"endTime":675.6,"body":"like, and not that a"},{"speaker":"Annemie Tonken","startTime":672.18,"endTime":675.6,"body":"relationship is necessarily in"},{"speaker":"Annemie Tonken","startTime":675.6,"endTime":678.99,"body":"your control. But injuries,"},{"speaker":"Annemie Tonken","startTime":675.6,"endTime":678.99,"body":"certainly like we all"},{"speaker":"Annemie Tonken","startTime":678.99,"endTime":682.29,"body":"experienced the pandemic, like"},{"speaker":"Annemie Tonken","startTime":678.99,"endTime":682.29,"body":"all these different things can"},{"speaker":"Annemie Tonken","startTime":682.32,"endTime":686.28,"body":"affect your livelihood. And when"},{"speaker":"Annemie Tonken","startTime":682.32,"endTime":686.28,"body":"you build a business that"},{"speaker":"Annemie Tonken","startTime":686.88,"endTime":690.24,"body":"nothing is bulletproof"},{"speaker":"Annemie Tonken","startTime":686.88,"endTime":690.24,"body":"completely. But certainly, you"},{"speaker":"Annemie Tonken","startTime":690.24,"endTime":693.93,"body":"know, we can put certain things"},{"speaker":"Annemie Tonken","startTime":690.24,"endTime":693.93,"body":"into place to protect ourselves."},{"speaker":"Annemie Tonken","startTime":693.93,"endTime":697.02,"body":"And I think it's smart to do it."},{"speaker":"Annemie Tonken","startTime":693.93,"endTime":697.02,"body":"When you're not in a crisis."},{"speaker":"Annemie Tonken","startTime":697.05,"endTime":700.53,"body":"That's the hardest time to kind"},{"speaker":"Annemie Tonken","startTime":697.05,"endTime":700.53,"body":"of bounce back. Yeah,"},{"speaker":"Unknown","startTime":700.53,"endTime":702.78,"body":"absolutely. 100% agree"},{"speaker":"Unknown","startTime":700.53,"endTime":702.78,"body":"with you. And I know you've put"},{"speaker":"Unknown","startTime":702.78,"endTime":705.54,"body":"sort of fail safes into your"},{"speaker":"Unknown","startTime":702.78,"endTime":705.54,"body":"business similar to what I have"},{"speaker":"Unknown","startTime":705.54,"endTime":708.9,"body":"instead of like, and this market"},{"speaker":"Unknown","startTime":705.54,"endTime":708.9,"body":"definitely allows you to do"},{"speaker":"Unknown","startTime":708.9,"endTime":711.75,"body":"things like subscription style"},{"speaker":"Unknown","startTime":708.9,"endTime":711.75,"body":"packages with your clients where"},{"speaker":"Unknown","startTime":711.93,"endTime":714.6,"body":"you get that sort of like"},{"speaker":"Unknown","startTime":711.93,"endTime":714.6,"body":"ongoing retainer style payments"},{"speaker":"Unknown","startTime":714.6,"endTime":717.15,"body":"coming through the business. And"},{"speaker":"Unknown","startTime":714.6,"endTime":717.15,"body":"again, it's just that extra"},{"speaker":"Unknown","startTime":717.15,"endTime":720.06,"body":"layer of security where I can"},{"speaker":"Unknown","startTime":717.15,"endTime":720.06,"body":"future proof because once upon a"},{"speaker":"Unknown","startTime":720.06,"endTime":722.82,"body":"time when I was doing weddings,"},{"speaker":"Unknown","startTime":720.06,"endTime":722.82,"body":"I was booked out to three years"},{"speaker":"Unknown","startTime":722.82,"endTime":725.52,"body":"in advance, and I could sort of"},{"speaker":"Unknown","startTime":722.82,"endTime":725.52,"body":"predict the income. But when you"},{"speaker":"Unknown","startTime":725.52,"endTime":728.7,"body":"come into this space, you'll"},{"speaker":"Unknown","startTime":725.52,"endTime":728.7,"body":"literally the clients are like,"},{"speaker":"Unknown","startTime":728.88,"endTime":731.61,"body":"you know, ringing tomorrow and"},{"speaker":"Unknown","startTime":728.88,"endTime":731.61,"body":"wanting a photoshoot next week"},{"speaker":"Unknown","startTime":731.61,"endTime":733.92,"body":"or the week after. So you're"},{"speaker":"Unknown","startTime":731.61,"endTime":733.92,"body":"only ever booked two to three"},{"speaker":"Unknown","startTime":733.92,"endTime":737.61,"body":"months in advance. So being able"},{"speaker":"Unknown","startTime":733.92,"endTime":737.61,"body":"to kind of go okay, well, I've"},{"speaker":"Unknown","startTime":737.61,"endTime":740.55,"body":"got a roster of 15 clients,"},{"speaker":"Unknown","startTime":737.61,"endTime":740.55,"body":"they're all paying this amount"},{"speaker":"Unknown","startTime":740.55,"endTime":742.74,"body":"of money. And I know that I've"},{"speaker":"Unknown","startTime":740.55,"endTime":742.74,"body":"got a guaranteed number of"},{"speaker":"Unknown","startTime":742.74,"endTime":747.03,"body":"shoots coming through that kind"},{"speaker":"Unknown","startTime":742.74,"endTime":747.03,"body":"of level of security, again, is"},{"speaker":"Unknown","startTime":747.03,"endTime":749.1,"body":"like you're saying it's just"},{"speaker":"Unknown","startTime":747.03,"endTime":749.1,"body":"like I think like future"},{"speaker":"Unknown","startTime":749.1,"endTime":752.04,"body":"proofing your business against"},{"speaker":"Unknown","startTime":749.1,"endTime":752.04,"body":"potential things that could go"},{"speaker":"Unknown","startTime":752.04,"endTime":754.68,"body":"wrong. And all of my clients are"},{"speaker":"Unknown","startTime":752.04,"endTime":754.68,"body":"great, because they will."},{"speaker":"Unknown","startTime":755.04,"endTime":758.07,"body":"They're all similar to me. So"},{"speaker":"Unknown","startTime":755.04,"endTime":758.07,"body":"we're all at similar stages in"},{"speaker":"Unknown","startTime":758.07,"endTime":761.49,"body":"our life in our business. And"},{"speaker":"Unknown","startTime":758.07,"endTime":761.49,"body":"we're equally as passionate our"},{"speaker":"Unknown","startTime":761.49,"endTime":765.51,"body":"as our businesses each other."},{"speaker":"Unknown","startTime":761.49,"endTime":765.51,"body":"And so I think that if something"},{"speaker":"Unknown","startTime":765.51,"endTime":768.09,"body":"was to happen, perhaps I"},{"speaker":"Unknown","startTime":765.51,"endTime":768.09,"body":"couldn't perform this month,"},{"speaker":"Unknown","startTime":768.3,"endTime":770.49,"body":"they would all go oh, that's"},{"speaker":"Unknown","startTime":768.3,"endTime":770.49,"body":"fine. We can wait till next"},{"speaker":"Unknown","startTime":770.49,"endTime":772.59,"body":"month, it's not you know,"},{"speaker":"Unknown","startTime":770.49,"endTime":772.59,"body":"they've got that I've got that"},{"speaker":"Unknown","startTime":772.59,"endTime":775.92,"body":"kind of level of relationship"},{"speaker":"Unknown","startTime":772.59,"endTime":775.92,"body":"with them now as well. Like, I'm"},{"speaker":"Unknown","startTime":775.92,"endTime":779.46,"body":"not just a hired contractor, I'm"},{"speaker":"Unknown","startTime":775.92,"endTime":779.46,"body":"actually part of their team,"},{"speaker":"Unknown","startTime":779.46,"endTime":782.79,"body":"which is just really beautiful."},{"speaker":"Unknown","startTime":779.46,"endTime":782.79,"body":"So yeah, it's nice yeah, to be."},{"speaker":"Annemie Tonken","startTime":783.42,"endTime":786.36,"body":"And what we do,"},{"speaker":"Annemie Tonken","startTime":783.42,"endTime":786.36,"body":"I do think that kind of"},{"speaker":"Annemie Tonken","startTime":786.39,"endTime":789.78,"body":"regardless of the space you're"},{"speaker":"Annemie Tonken","startTime":786.39,"endTime":789.78,"body":"in, in photography, it's such a"},{"speaker":"Annemie Tonken","startTime":789.78,"endTime":795.06,"body":"personal thing, that I think"},{"speaker":"Annemie Tonken","startTime":789.78,"endTime":795.06,"body":"that we get the benefit of"},{"speaker":"Annemie Tonken","startTime":795.09,"endTime":798.66,"body":"exactly what you're describing"},{"speaker":"Annemie Tonken","startTime":795.09,"endTime":798.66,"body":"that sort of relationship, but"},{"speaker":"Annemie Tonken","startTime":798.66,"endTime":802.56,"body":"it's so important to bear that"},{"speaker":"Annemie Tonken","startTime":798.66,"endTime":802.56,"body":"relationship in mind, as you are"},{"speaker":"Annemie Tonken","startTime":802.56,"endTime":804.96,"body":"building every piece of your"},{"speaker":"Annemie Tonken","startTime":802.56,"endTime":804.96,"body":"business, certainly your"},{"speaker":"Annemie Tonken","startTime":804.96,"endTime":806.28,"body":"marketing is included."},{"speaker":"Unknown","startTime":807.12,"endTime":810.09,"body":"Absolutely. I mean, I"},{"speaker":"Unknown","startTime":807.12,"endTime":810.09,"body":"was talking to another"},{"speaker":"Unknown","startTime":810.27,"endTime":813.15,"body":"photographer and educator about"},{"speaker":"Unknown","startTime":810.27,"endTime":813.15,"body":"this a couple of weeks ago, it"},{"speaker":"Unknown","startTime":813.15,"endTime":815.49,"body":"was saying like, you know, with"},{"speaker":"Unknown","startTime":813.15,"endTime":815.49,"body":"all of the fancy marketing"},{"speaker":"Unknown","startTime":815.49,"endTime":817.86,"body":"that's going on, and all of the"},{"speaker":"Unknown","startTime":815.49,"endTime":817.86,"body":"things that people think that"},{"speaker":"Unknown","startTime":817.86,"endTime":821.1,"body":"you could or should be doing out"},{"speaker":"Unknown","startTime":817.86,"endTime":821.1,"body":"there. Ultimately, it's the"},{"speaker":"Unknown","startTime":821.1,"endTime":823.89,"body":"relationship building, that's"},{"speaker":"Unknown","startTime":821.1,"endTime":823.89,"body":"the thing that stood the test of"},{"speaker":"Unknown","startTime":823.89,"endTime":826.92,"body":"time for me, whether it be back"},{"speaker":"Unknown","startTime":823.89,"endTime":826.92,"body":"in my wedding days, when I was,"},{"speaker":"Unknown","startTime":826.95,"endTime":829.89,"body":"you know, you we had all the"},{"speaker":"Unknown","startTime":826.95,"endTime":829.89,"body":"service providers and the"},{"speaker":"Unknown","startTime":829.92,"endTime":833.07,"body":"wedding providers, we were all"},{"speaker":"Unknown","startTime":829.92,"endTime":833.07,"body":"really tight, and we all kind of"},{"speaker":"Unknown","startTime":833.07,"endTime":835.68,"body":"looked after each other, even"},{"speaker":"Unknown","startTime":833.07,"endTime":835.68,"body":"with the other photographers, I"},{"speaker":"Unknown","startTime":835.68,"endTime":838.35,"body":"was always giving them work and"},{"speaker":"Unknown","startTime":835.68,"endTime":838.35,"body":"the work, the work was coming"},{"speaker":"Unknown","startTime":838.35,"endTime":841.77,"body":"back. And I think that kind of"},{"speaker":"Unknown","startTime":838.35,"endTime":841.77,"body":"relationship building, no matter"},{"speaker":"Unknown","startTime":841.77,"endTime":845.85,"body":"what sector of the industry that"},{"speaker":"Unknown","startTime":841.77,"endTime":845.85,"body":"you're in, it's so important."},{"speaker":"Unknown","startTime":845.85,"endTime":849.15,"body":"Like, there's no like, I hear a"},{"speaker":"Unknown","startTime":845.85,"endTime":849.15,"body":"lot from people, they go, Oh,"},{"speaker":"Unknown","startTime":849.18,"endTime":852.33,"body":"they can't afford me, and I go"},{"speaker":"Unknown","startTime":849.18,"endTime":852.33,"body":"here, but I'll still honor them"},{"speaker":"Unknown","startTime":852.33,"endTime":855.72,"body":"with my time to you know, like,"},{"speaker":"Unknown","startTime":852.33,"endTime":855.72,"body":"I love nothing more than having"},{"speaker":"Unknown","startTime":855.72,"endTime":858.36,"body":"a conversation with an"},{"speaker":"Unknown","startTime":855.72,"endTime":858.36,"body":"entrepreneur or business owner"},{"speaker":"Unknown","startTime":858.54,"endTime":860.97,"body":"who comes to me for a"},{"speaker":"Unknown","startTime":858.54,"endTime":860.97,"body":"photoshoot. And though we get to"},{"speaker":"Unknown","startTime":860.97,"endTime":863.04,"body":"that point in the conversation,"},{"speaker":"Unknown","startTime":860.97,"endTime":863.04,"body":"where obviously we might be"},{"speaker":"Unknown","startTime":863.04,"endTime":864.9,"body":"talking about money and that"},{"speaker":"Unknown","startTime":863.04,"endTime":864.9,"body":"kind of thing, and they might"},{"speaker":"Unknown","startTime":864.9,"endTime":867.54,"body":"go, look, it's a bit more than"},{"speaker":"Unknown","startTime":864.9,"endTime":867.54,"body":"what I can afford to spend. And"},{"speaker":"Unknown","startTime":867.54,"endTime":870.75,"body":"I love nothing more than go,"},{"speaker":"Unknown","startTime":867.54,"endTime":870.75,"body":"Hey, look, let me give you some"},{"speaker":"Unknown","startTime":870.75,"endTime":874.65,"body":"tips and some tools on how I see"},{"speaker":"Unknown","startTime":870.75,"endTime":874.65,"body":"the direction that could go in"},{"speaker":"Unknown","startTime":874.92,"endTime":877.62,"body":"to be able to get to a point and"},{"speaker":"Unknown","startTime":874.92,"endTime":877.62,"body":"I can't wait to get to that day"},{"speaker":"Unknown","startTime":877.62,"endTime":880.5,"body":"when you can afford to come and"},{"speaker":"Unknown","startTime":877.62,"endTime":880.5,"body":"work with me. Because I know"},{"speaker":"Unknown","startTime":880.5,"endTime":883.35,"body":"your business will be doing"},{"speaker":"Unknown","startTime":880.5,"endTime":883.35,"body":"really well. We're not probably"},{"speaker":"Unknown","startTime":883.35,"endTime":885.87,"body":"for each other right now. I"},{"speaker":"Unknown","startTime":883.35,"endTime":885.87,"body":"think there's other areas that"},{"speaker":"Unknown","startTime":885.87,"endTime":887.97,"body":"you could focus in on your"},{"speaker":"Unknown","startTime":885.87,"endTime":887.97,"body":"business. I don't think having a"},{"speaker":"Unknown","startTime":887.97,"endTime":890.52,"body":"fancy photoshoot right now isn't"},{"speaker":"Unknown","startTime":887.97,"endTime":890.52,"body":"necessarily where you need to"},{"speaker":"Unknown","startTime":890.52,"endTime":894.36,"body":"be. But then that person in 12"},{"speaker":"Unknown","startTime":890.52,"endTime":894.36,"body":"months time when they come back"},{"speaker":"Unknown","startTime":894.36,"endTime":897.0,"body":"to me and they say that"},{"speaker":"Unknown","startTime":894.36,"endTime":897.0,"body":"conversation meant so much to"},{"speaker":"Unknown","startTime":897.0,"endTime":900.06,"body":"me. I'm like yeah, how beautiful"},{"speaker":"Unknown","startTime":897.0,"endTime":900.06,"body":"like how lovely that you You"},{"speaker":"Unknown","startTime":900.06,"endTime":903.03,"body":"remember that I remember that."},{"speaker":"Unknown","startTime":900.06,"endTime":903.03,"body":"And now we're at that stage"},{"speaker":"Unknown","startTime":903.03,"endTime":906.75,"body":"where we can work together."},{"speaker":"Unknown","startTime":903.03,"endTime":906.75,"body":"That's like special. It"},{"speaker":"Annemie Tonken","startTime":906.75,"endTime":909.0,"body":"is, it's so"},{"speaker":"Annemie Tonken","startTime":906.75,"endTime":909.0,"body":"good. And I also think that it"},{"speaker":"Annemie Tonken","startTime":909.0,"endTime":912.45,"body":"validates that aspiration for"},{"speaker":"Annemie Tonken","startTime":909.0,"endTime":912.45,"body":"somebody. And I see that in"},{"speaker":"Annemie Tonken","startTime":912.45,"endTime":915.69,"body":"family stuff, too, right? I"},{"speaker":"Annemie Tonken","startTime":912.45,"endTime":915.69,"body":"think it's really important to"},{"speaker":"Annemie Tonken","startTime":915.69,"endTime":918.42,"body":"do what you're describing, which"},{"speaker":"Annemie Tonken","startTime":915.69,"endTime":918.42,"body":"is validating, like, you're"},{"speaker":"Annemie Tonken","startTime":918.42,"endTime":921.03,"body":"right, this does not sound like"},{"speaker":"Annemie Tonken","startTime":918.42,"endTime":921.03,"body":"the right decision for you at"},{"speaker":"Annemie Tonken","startTime":921.03,"endTime":925.41,"body":"this time, or if that's how you"},{"speaker":"Annemie Tonken","startTime":921.03,"endTime":925.41,"body":"feel whatever. But planting the"},{"speaker":"Annemie Tonken","startTime":925.41,"endTime":927.93,"body":"seed that like, just because"},{"speaker":"Annemie Tonken","startTime":925.41,"endTime":927.93,"body":"it's not happening today doesn't"},{"speaker":"Annemie Tonken","startTime":927.93,"endTime":930.69,"body":"mean that it can't happen in the"},{"speaker":"Annemie Tonken","startTime":927.93,"endTime":930.69,"body":"future. I do. I mean, I've had"},{"speaker":"Annemie Tonken","startTime":930.69,"endTime":933.84,"body":"so many people over the years,"},{"speaker":"Annemie Tonken","startTime":930.69,"endTime":933.84,"body":"come back after some period of"},{"speaker":"Annemie Tonken","startTime":933.84,"endTime":937.47,"body":"time and say, I've been saving"},{"speaker":"Annemie Tonken","startTime":933.84,"endTime":937.47,"body":"for this. And those are, you"},{"speaker":"Annemie Tonken","startTime":937.47,"endTime":941.13,"body":"know, they turn out to be just"},{"speaker":"Annemie Tonken","startTime":937.47,"endTime":941.13,"body":"the very best clients. And it's"},{"speaker":"Annemie Tonken","startTime":941.13,"endTime":943.44,"body":"always, it's always my favorite."},{"speaker":"Annemie Tonken","startTime":941.13,"endTime":943.44,"body":"And"},{"speaker":"Unknown","startTime":943.44,"endTime":945.87,"body":"I have this sort of"},{"speaker":"Unknown","startTime":943.44,"endTime":945.87,"body":"difficulty, I guess, when I and"},{"speaker":"Unknown","startTime":945.87,"endTime":948.06,"body":"I know you've probably come"},{"speaker":"Unknown","startTime":945.87,"endTime":948.06,"body":"across this the same. And I want"},{"speaker":"Unknown","startTime":948.06,"endTime":950.4,"body":"to say this to anyone that's"},{"speaker":"Unknown","startTime":948.06,"endTime":950.4,"body":"listening, marketing, and"},{"speaker":"Unknown","startTime":950.4,"endTime":954.15,"body":"relationship building is a long"},{"speaker":"Unknown","startTime":950.4,"endTime":954.15,"body":"game in your business. And just"},{"speaker":"Unknown","startTime":954.15,"endTime":956.34,"body":"because you try something today,"},{"speaker":"Unknown","startTime":954.15,"endTime":956.34,"body":"and it doesn't give you"},{"speaker":"Unknown","startTime":956.34,"endTime":958.98,"body":"immediate results, it doesn't"},{"speaker":"Unknown","startTime":956.34,"endTime":958.98,"body":"mean necessarily that it didn't"},{"speaker":"Unknown","startTime":958.98,"endTime":963.06,"body":"work, because I literally can"},{"speaker":"Unknown","startTime":958.98,"endTime":963.06,"body":"track in my database. And some"},{"speaker":"Unknown","startTime":963.06,"endTime":966.78,"body":"people I can see have interacted"},{"speaker":"Unknown","startTime":963.06,"endTime":966.78,"body":"with me for three or four years"},{"speaker":"Unknown","startTime":966.78,"endTime":970.44,"body":"before they become an actual"},{"speaker":"Unknown","startTime":966.78,"endTime":970.44,"body":"paying client. But when they"},{"speaker":"Unknown","startTime":970.44,"endTime":974.49,"body":"come into my world, then they've"},{"speaker":"Unknown","startTime":970.44,"endTime":974.49,"body":"had so many touch points,"},{"speaker":"Unknown","startTime":974.49,"endTime":976.56,"body":"they've literally been sitting"},{"speaker":"Unknown","startTime":974.49,"endTime":976.56,"body":"on the edge. And even if we"},{"speaker":"Unknown","startTime":976.56,"endTime":980.64,"body":"haven't like actually conversed"},{"speaker":"Unknown","startTime":976.56,"endTime":980.64,"body":"yet, the hope the overall"},{"speaker":"Unknown","startTime":980.64,"endTime":983.82,"body":"mechanism and machine around my"},{"speaker":"Unknown","startTime":980.64,"endTime":983.82,"body":"marketing means that we can go"},{"speaker":"Unknown","startTime":983.82,"endTime":987.24,"body":"straight in and have a hug,"},{"speaker":"Unknown","startTime":983.82,"endTime":987.24,"body":"because there's that familiarity"},{"speaker":"Unknown","startTime":987.24,"endTime":990.24,"body":"there, by way of you know, and"},{"speaker":"Unknown","startTime":987.24,"endTime":990.24,"body":"that's I guess that's, you know,"},{"speaker":"Unknown","startTime":990.24,"endTime":992.79,"body":"cutting back to that whole"},{"speaker":"Unknown","startTime":990.24,"endTime":992.79,"body":"personal branding aspect, too,"},{"speaker":"Unknown","startTime":992.79,"endTime":996.75,"body":"right? It's all those layers of"},{"speaker":"Unknown","startTime":992.79,"endTime":996.75,"body":"us kind of sharing and not"},{"speaker":"Unknown","startTime":996.75,"endTime":999.15,"body":"necessarily always putting your"},{"speaker":"Unknown","startTime":996.75,"endTime":999.15,"body":"handout in your marketing and"},{"speaker":"Unknown","startTime":999.15,"endTime":1002.63,"body":"asking for something but"},{"speaker":"Unknown","startTime":999.15,"endTime":1002.63,"body":"generously giving and sharing a"},{"speaker":"Unknown","startTime":1002.63,"endTime":1005.9,"body":"little bits and pieces of"},{"speaker":"Unknown","startTime":1002.63,"endTime":1005.9,"body":"yourself so that people can get"},{"speaker":"Unknown","startTime":1005.9,"endTime":1010.19,"body":"to know you that personal brand"},{"speaker":"Unknown","startTime":1005.9,"endTime":1010.19,"body":"of yours. That's that the power"},{"speaker":"Unknown","startTime":1010.19,"endTime":1013.07,"body":"of that, that when when people"},{"speaker":"Unknown","startTime":1010.19,"endTime":1013.07,"body":"come there's that sort of like"},{"speaker":"Unknown","startTime":1013.82,"endTime":1016.13,"body":"relationship parasocial"},{"speaker":"Unknown","startTime":1013.82,"endTime":1016.13,"body":"relationship that they may have"},{"speaker":"Unknown","startTime":1016.13,"endTime":1018.26,"body":"had with you that you're not"},{"speaker":"Unknown","startTime":1016.13,"endTime":1018.26,"body":"even aware of. And then"},{"speaker":"Unknown","startTime":1018.26,"endTime":1021.83,"body":"suddenly, suddenly, they're"},{"speaker":"Unknown","startTime":1018.26,"endTime":1021.83,"body":"like, oh, my gosh, we're finally"},{"speaker":"Unknown","startTime":1021.83,"endTime":1026.36,"body":"meeting and I'm like, here's a"},{"speaker":"Unknown","startTime":1021.83,"endTime":1026.36,"body":"big hard. Welcome to my world."},{"speaker":"Annemie Tonken","startTime":1027.619,"endTime":1030.289,"body":"Yeah, man, I"},{"speaker":"Annemie Tonken","startTime":1027.619,"endTime":1030.289,"body":"know, no, waiting for you."},{"speaker":"Annemie Tonken","startTime":1030.709,"endTime":1034.609,"body":"Right? I've been dreaming of"},{"speaker":"Annemie Tonken","startTime":1030.709,"endTime":1034.609,"body":"you, even though I didn't have a"},{"speaker":"Annemie Tonken","startTime":1034.609,"endTime":1038.569,"body":"face to or anything necessarily"},{"speaker":"Annemie Tonken","startTime":1034.609,"endTime":1038.569,"body":"to put with that. That's so"},{"speaker":"Annemie Tonken","startTime":1038.569,"endTime":1039.019,"body":"funny."},{"speaker":"Unknown","startTime":1039.32,"endTime":1041.84,"body":"I love that aspect that"},{"speaker":"Unknown","startTime":1039.32,"endTime":1041.84,"body":"you say that to that dreaming of"},{"speaker":"Unknown","startTime":1041.84,"endTime":1044.81,"body":"you. Because we always talk"},{"speaker":"Unknown","startTime":1041.84,"endTime":1044.81,"body":"about your dream client client,"},{"speaker":"Unknown","startTime":1044.81,"endTime":1048.53,"body":"right? Of course, it's the when"},{"speaker":"Unknown","startTime":1044.81,"endTime":1048.53,"body":"you can come into your world all"},{"speaker":"Unknown","startTime":1048.53,"endTime":1050.87,"body":"the time, it's wonderful. It is."},{"speaker":"Annemie Tonken","startTime":1050.93,"endTime":1053.99,"body":"And you have to,"},{"speaker":"Annemie Tonken","startTime":1050.93,"endTime":1053.99,"body":"you have to believe in that"},{"speaker":"Annemie Tonken","startTime":1053.99,"endTime":1057.77,"body":"dream. At the times when you're"},{"speaker":"Annemie Tonken","startTime":1053.99,"endTime":1057.77,"body":"feeling like, you know, why"},{"speaker":"Annemie Tonken","startTime":1057.77,"endTime":1061.16,"body":"isn't anything working? Why"},{"speaker":"Annemie Tonken","startTime":1057.77,"endTime":1061.16,"body":"isn't my marketing, getting"},{"speaker":"Annemie Tonken","startTime":1061.16,"endTime":1064.64,"body":"traction, all of those, I do"},{"speaker":"Annemie Tonken","startTime":1061.16,"endTime":1064.64,"body":"think that it's important to"},{"speaker":"Annemie Tonken","startTime":1064.67,"endTime":1068.0,"body":"like, hold it in your heart that"},{"speaker":"Annemie Tonken","startTime":1064.67,"endTime":1068.0,"body":"those dream clients are out"},{"speaker":"Annemie Tonken","startTime":1068.0,"endTime":1071.6,"body":"there, they may even already,"},{"speaker":"Annemie Tonken","startTime":1068.0,"endTime":1071.6,"body":"like you may already be on their"},{"speaker":"Annemie Tonken","startTime":1071.6,"endTime":1075.8,"body":"radar. It's just, you know, it"},{"speaker":"Annemie Tonken","startTime":1071.6,"endTime":1075.8,"body":"hasn't yet been the right time,"},{"speaker":"Annemie Tonken","startTime":1075.8,"endTime":1078.77,"body":"or they haven't gotten the right"},{"speaker":"Annemie Tonken","startTime":1075.8,"endTime":1078.77,"body":"call to action, or whatever the"},{"speaker":"Annemie Tonken","startTime":1078.77,"endTime":1082.16,"body":"case may be. And then actually,"},{"speaker":"Annemie Tonken","startTime":1078.77,"endTime":1082.16,"body":"I feel like leads really nicely"},{"speaker":"Annemie Tonken","startTime":1082.16,"endTime":1085.97,"body":"into what we, you know, got on"},{"speaker":"Annemie Tonken","startTime":1082.16,"endTime":1085.97,"body":"the call today to talk about"},{"speaker":"Annemie Tonken","startTime":1085.97,"endTime":1091.31,"body":"which is this idea of personal"},{"speaker":"Annemie Tonken","startTime":1085.97,"endTime":1091.31,"body":"brand mini sessions. So before I"},{"speaker":"Annemie Tonken","startTime":1091.31,"endTime":1094.37,"body":"go, trying to interpret that,"},{"speaker":"Annemie Tonken","startTime":1091.31,"endTime":1094.37,"body":"I'm just going to let you kind"},{"speaker":"Annemie Tonken","startTime":1094.37,"endTime":1098.36,"body":"of jump in and describe your"},{"speaker":"Annemie Tonken","startTime":1094.37,"endTime":1098.36,"body":"process and kind of what led to"},{"speaker":"Annemie Tonken","startTime":1098.36,"endTime":1100.43,"body":"this and how it's working."},{"speaker":"Annemie Tonken","startTime":1098.36,"endTime":1100.43,"body":"Interesting"},{"speaker":"Unknown","startTime":1100.43,"endTime":1102.65,"body":"story of what led to"},{"speaker":"Unknown","startTime":1100.43,"endTime":1102.65,"body":"it. I guess, when I had a"},{"speaker":"Unknown","startTime":1102.65,"endTime":1106.01,"body":"studio, I was always trying to"},{"speaker":"Unknown","startTime":1102.65,"endTime":1106.01,"body":"like maximize my space. But I"},{"speaker":"Unknown","startTime":1106.01,"endTime":1109.13,"body":"was also actually going down to"},{"speaker":"Unknown","startTime":1106.01,"endTime":1109.13,"body":"Sydney to photograph weddings at"},{"speaker":"Unknown","startTime":1109.13,"endTime":1111.44,"body":"the same time. So now I live in"},{"speaker":"Unknown","startTime":1109.13,"endTime":1111.44,"body":"Queensland, Sydney is an hour"},{"speaker":"Unknown","startTime":1111.44,"endTime":1114.98,"body":"and a half flight away. And my"},{"speaker":"Unknown","startTime":1111.44,"endTime":1114.98,"body":"business was still running down"},{"speaker":"Unknown","startTime":1114.98,"endTime":1119.63,"body":"there. So I needed to find ways"},{"speaker":"Unknown","startTime":1114.98,"endTime":1119.63,"body":"and and I had become a single"},{"speaker":"Unknown","startTime":1119.63,"endTime":1123.29,"body":"mum, right? So I needed to find"},{"speaker":"Unknown","startTime":1119.63,"endTime":1123.29,"body":"ways of batching my energy"},{"speaker":"Unknown","startTime":1123.29,"endTime":1127.28,"body":"output. So that I made sure that"},{"speaker":"Unknown","startTime":1123.29,"endTime":1127.28,"body":"I was kind of like maximizing"},{"speaker":"Unknown","startTime":1127.28,"endTime":1130.16,"body":"every time I was flying down to"},{"speaker":"Unknown","startTime":1127.28,"endTime":1130.16,"body":"Sydney or every time I was going"},{"speaker":"Unknown","startTime":1130.16,"endTime":1133.37,"body":"into my studio space. And"},{"speaker":"Unknown","startTime":1130.16,"endTime":1133.37,"body":"funnily enough, I actually I one"},{"speaker":"Unknown","startTime":1133.37,"endTime":1135.95,"body":"day, I saw that I was shooting a"},{"speaker":"Unknown","startTime":1133.37,"endTime":1135.95,"body":"wedding on the front steps of"},{"speaker":"Unknown","startTime":1135.95,"endTime":1139.79,"body":"this big huge cathedral in"},{"speaker":"Unknown","startTime":1135.95,"endTime":1139.79,"body":"Sydney. And I saw this van jump"},{"speaker":"Unknown","startTime":1139.79,"endTime":1143.36,"body":"out with there was like for"},{"speaker":"Unknown","startTime":1139.79,"endTime":1143.36,"body":"brides and for grooms tucked"},{"speaker":"Unknown","startTime":1143.36,"endTime":1146.33,"body":"into the back of this fan,"},{"speaker":"Unknown","startTime":1143.36,"endTime":1146.33,"body":"right. And they were taking"},{"speaker":"Unknown","startTime":1146.33,"endTime":1149.15,"body":"photos at different Sydney"},{"speaker":"Unknown","startTime":1146.33,"endTime":1149.15,"body":"landmarks. And it was so funny,"},{"speaker":"Unknown","startTime":1149.15,"endTime":1150.89,"body":"they got out with like"},{"speaker":"Unknown","startTime":1149.15,"endTime":1150.89,"body":"cheeseburgers in their hands and"},{"speaker":"Unknown","startTime":1150.89,"endTime":1153.17,"body":"and then the bride would get rid"},{"speaker":"Unknown","startTime":1150.89,"endTime":1153.17,"body":"of the cheeseburger, a dress"},{"speaker":"Unknown","startTime":1153.17,"endTime":1155.42,"body":"would go out and she'd get"},{"speaker":"Unknown","startTime":1153.17,"endTime":1155.42,"body":"photos here. And I started"},{"speaker":"Unknown","startTime":1155.42,"endTime":1158.21,"body":"noticing these little vans. So"},{"speaker":"Unknown","startTime":1155.42,"endTime":1158.21,"body":"basically what they were doing"},{"speaker":"Unknown","startTime":1158.21,"endTime":1160.73,"body":"was bringing multiple shoots"},{"speaker":"Unknown","startTime":1158.21,"endTime":1160.73,"body":"together, right, and just"},{"speaker":"Unknown","startTime":1160.73,"endTime":1164.0,"body":"maximizing their shoot time and"},{"speaker":"Unknown","startTime":1160.73,"endTime":1164.0,"body":"getting lots of people doing the"},{"speaker":"Unknown","startTime":1164.0,"endTime":1166.49,"body":"same thing at once. So I was"},{"speaker":"Unknown","startTime":1164.0,"endTime":1166.49,"body":"like, Okay, how can I sort of"},{"speaker":"Unknown","startTime":1166.49,"endTime":1170.0,"body":"like apply this to my business?"},{"speaker":"Unknown","startTime":1166.49,"endTime":1170.0,"body":"How can I kind of like maximize"},{"speaker":"Unknown","startTime":1170.0,"endTime":1173.81,"body":"things. So when I decided to"},{"speaker":"Unknown","startTime":1170.0,"endTime":1173.81,"body":"close down my studio, I actually"},{"speaker":"Unknown","startTime":1173.81,"endTime":1177.38,"body":"needed to, you know, have shoot"},{"speaker":"Unknown","startTime":1173.81,"endTime":1177.38,"body":"venues to go to and that kind of"},{"speaker":"Unknown","startTime":1177.38,"endTime":1180.23,"body":"thing. And I found myself that"},{"speaker":"Unknown","startTime":1177.38,"endTime":1180.23,"body":"like just like eyeing off these"},{"speaker":"Unknown","startTime":1180.23,"endTime":1182.54,"body":"beautiful properties and I was"},{"speaker":"Unknown","startTime":1180.23,"endTime":1182.54,"body":"like, Oh my gosh, I really want"},{"speaker":"Unknown","startTime":1182.54,"endTime":1185.87,"body":"to be able to get access to"},{"speaker":"Unknown","startTime":1182.54,"endTime":1185.87,"body":"those. But I couldn't put the"},{"speaker":"Unknown","startTime":1185.9,"endTime":1189.65,"body":"cost of like, you know, $1,000"},{"speaker":"Unknown","startTime":1185.9,"endTime":1189.65,"body":"house could for a day I couldn't"},{"speaker":"Unknown","startTime":1189.65,"endTime":1192.56,"body":"put that back on to an"},{"speaker":"Unknown","startTime":1189.65,"endTime":1192.56,"body":"individual client. So I was"},{"speaker":"Unknown","startTime":1192.56,"endTime":1195.71,"body":"like, okay, cool. I can bring"},{"speaker":"Unknown","startTime":1192.56,"endTime":1195.71,"body":"like multiple clients together"},{"speaker":"Unknown","startTime":1195.71,"endTime":1199.01,"body":"on one shoot day and I can sort"},{"speaker":"Unknown","startTime":1195.71,"endTime":1199.01,"body":"of share the cost of doing it"},{"speaker":"Unknown","startTime":1199.19,"endTime":1201.86,"body":"across them and I can give them"},{"speaker":"Unknown","startTime":1199.19,"endTime":1201.86,"body":"this epic experience at a"},{"speaker":"Unknown","startTime":1201.86,"endTime":1204.89,"body":"location that perhaps they dream"},{"speaker":"Unknown","startTime":1201.86,"endTime":1204.89,"body":"of getting photographed up, but"},{"speaker":"Unknown","startTime":1204.89,"endTime":1207.86,"body":"it's not accessible to them, I"},{"speaker":"Unknown","startTime":1204.89,"endTime":1207.86,"body":"can bring a hair and makeup"},{"speaker":"Unknown","startTime":1207.86,"endTime":1210.89,"body":"artists fraction, the cost of"},{"speaker":"Unknown","startTime":1207.86,"endTime":1210.89,"body":"that for them as well. I can do"},{"speaker":"Unknown","startTime":1210.89,"endTime":1213.08,"body":"things like bringing in video"},{"speaker":"Unknown","startTime":1210.89,"endTime":1213.08,"body":"and do all sorts of other"},{"speaker":"Unknown","startTime":1213.08,"endTime":1216.26,"body":"aspects as well. So it just"},{"speaker":"Unknown","startTime":1213.08,"endTime":1216.26,"body":"became like a no brainer for me"},{"speaker":"Unknown","startTime":1216.26,"endTime":1218.84,"body":"when I like looked at the"},{"speaker":"Unknown","startTime":1216.26,"endTime":1218.84,"body":"business model, I actually had"},{"speaker":"Unknown","startTime":1218.84,"endTime":1221.51,"body":"started doing this just before I"},{"speaker":"Unknown","startTime":1218.84,"endTime":1221.51,"body":"closed my studio so that it"},{"speaker":"Unknown","startTime":1221.51,"endTime":1224.99,"body":"works so that it was taking off."},{"speaker":"Unknown","startTime":1221.51,"endTime":1224.99,"body":"So I want to kind of like"},{"speaker":"Unknown","startTime":1224.99,"endTime":1229.4,"body":"reprogram the way that we talk"},{"speaker":"Unknown","startTime":1224.99,"endTime":1229.4,"body":"about this because I know I have"},{"speaker":"Unknown","startTime":1229.4,"endTime":1233.42,"body":"to use the word minis, for"},{"speaker":"Unknown","startTime":1229.4,"endTime":1233.42,"body":"articulating it to people, but I"},{"speaker":"Unknown","startTime":1233.42,"endTime":1236.0,"body":"want to say that this is"},{"speaker":"Unknown","startTime":1233.42,"endTime":1236.0,"body":"actually a maxi experience for"},{"speaker":"Unknown","startTime":1236.0,"endTime":1239.96,"body":"my clients. So I'm really making"},{"speaker":"Unknown","startTime":1236.0,"endTime":1239.96,"body":"sure that they've getting"},{"speaker":"Unknown","startTime":1239.96,"endTime":1243.74,"body":"maximum value out of the day,"},{"speaker":"Unknown","startTime":1239.96,"endTime":1243.74,"body":"because I can like, you know,"},{"speaker":"Unknown","startTime":1243.77,"endTime":1245.93,"body":"obviously crunch the costs for"},{"speaker":"Unknown","startTime":1243.77,"endTime":1245.93,"body":"them of bringing all the"},{"speaker":"Unknown","startTime":1245.93,"endTime":1249.59,"body":"elements together as well. But"},{"speaker":"Unknown","startTime":1245.93,"endTime":1249.59,"body":"what you need to know as well, I"},{"speaker":"Unknown","startTime":1249.59,"endTime":1253.67,"body":"guess, animes that the business"},{"speaker":"Unknown","startTime":1249.59,"endTime":1253.67,"body":"clients, they like networking,"},{"speaker":"Unknown","startTime":1253.67,"endTime":1255.98,"body":"so they actually like hanging"},{"speaker":"Unknown","startTime":1253.67,"endTime":1255.98,"body":"out with other people and"},{"speaker":"Unknown","startTime":1255.98,"endTime":1259.97,"body":"meeting other church business."},{"speaker":"Unknown","startTime":1255.98,"endTime":1259.97,"body":"So I can bring, you know, six"},{"speaker":"Unknown","startTime":1259.97,"endTime":1263.21,"body":"clients back to back in one"},{"speaker":"Unknown","startTime":1259.97,"endTime":1263.21,"body":"shoot day, they can sort of like"},{"speaker":"Unknown","startTime":1263.21,"endTime":1266.69,"body":"meet and hang out. They also"},{"speaker":"Unknown","startTime":1263.21,"endTime":1266.69,"body":"actually get to be each other's"},{"speaker":"Unknown","startTime":1266.69,"endTime":1269.57,"body":"dummy clients in the photoshoot"},{"speaker":"Unknown","startTime":1266.69,"endTime":1269.57,"body":"so they can step in for each"},{"speaker":"Unknown","startTime":1269.57,"endTime":1272.24,"body":"other. A lot of the time,"},{"speaker":"Unknown","startTime":1269.57,"endTime":1272.24,"body":"they'll actually just end up"},{"speaker":"Unknown","startTime":1272.24,"endTime":1274.76,"body":"becoming each other's clients as"},{"speaker":"Unknown","startTime":1272.24,"endTime":1274.76,"body":"well if they sort of sitting"},{"speaker":"Unknown","startTime":1274.76,"endTime":1277.34,"body":"down. And it's kind of like"},{"speaker":"Unknown","startTime":1274.76,"endTime":1277.34,"body":"going to a hairdressers and"},{"speaker":"Unknown","startTime":1277.34,"endTime":1281.51,"body":"having a photoshoot all in one"},{"speaker":"Unknown","startTime":1277.34,"endTime":1281.51,"body":"day, right? Yeah, hairdressers"},{"speaker":"Unknown","startTime":1281.51,"endTime":1283.85,"body":"networking and thing, you know,"},{"speaker":"Unknown","startTime":1281.51,"endTime":1283.85,"body":"when you go to a hairdressers,"},{"speaker":"Unknown","startTime":1283.85,"endTime":1287.42,"body":"all the girls are all having a"},{"speaker":"Unknown","startTime":1283.85,"endTime":1287.42,"body":"bit of a chat with. And so it's"},{"speaker":"Unknown","startTime":1287.42,"endTime":1290.93,"body":"a really good day out for my"},{"speaker":"Unknown","startTime":1287.42,"endTime":1290.93,"body":"clients. But it's also just a"},{"speaker":"Unknown","startTime":1290.93,"endTime":1293.9,"body":"really, really obviously"},{"speaker":"Unknown","startTime":1290.93,"endTime":1293.9,"body":"lucrative day for me now. So"},{"speaker":"Unknown","startTime":1293.9,"endTime":1298.1,"body":"instead of servicing one person,"},{"speaker":"Unknown","startTime":1293.9,"endTime":1298.1,"body":"I'm servicing six, maybe eight,"},{"speaker":"Unknown","startTime":1298.1,"endTime":1301.22,"body":"depending on the kind of shoot"},{"speaker":"Unknown","startTime":1298.1,"endTime":1301.22,"body":"day that I've put together. And"},{"speaker":"Unknown","startTime":1301.22,"endTime":1305.0,"body":"it means that for me creatively,"},{"speaker":"Unknown","startTime":1301.22,"endTime":1305.0,"body":"I can kind of concept, the"},{"speaker":"Unknown","startTime":1305.0,"endTime":1308.69,"body":"locations and the ideas and the"},{"speaker":"Unknown","startTime":1305.0,"endTime":1308.69,"body":"themes that I want to do. And"},{"speaker":"Unknown","startTime":1308.69,"endTime":1313.34,"body":"then I can mark it to that as an"},{"speaker":"Unknown","startTime":1308.69,"endTime":1313.34,"body":"event. Nice. So okay, comes the"},{"speaker":"Unknown","startTime":1313.34,"endTime":1317.48,"body":"thing. So it's, it's kind of"},{"speaker":"Unknown","startTime":1313.34,"endTime":1317.48,"body":"like a, a one off a scarcity"},{"speaker":"Unknown","startTime":1317.48,"endTime":1319.76,"body":"kind of thing. Do you know,"},{"speaker":"Unknown","startTime":1317.48,"endTime":1319.76,"body":"like, it's got all the marketing"},{"speaker":"Unknown","startTime":1319.76,"endTime":1323.24,"body":"things that we kind of like, and"},{"speaker":"Unknown","startTime":1319.76,"endTime":1323.24,"body":"it also then means that I can"},{"speaker":"Unknown","startTime":1323.24,"endTime":1326.69,"body":"sort of go, I often will get on"},{"speaker":"Unknown","startTime":1323.24,"endTime":1326.69,"body":"sales calls with clients, and"},{"speaker":"Unknown","startTime":1326.69,"endTime":1330.17,"body":"they'll be like, I'm like, Oh,"},{"speaker":"Unknown","startTime":1326.69,"endTime":1330.17,"body":"my God, I, I would love to shoot"},{"speaker":"Unknown","startTime":1330.17,"endTime":1332.42,"body":"you in this concrete sort of"},{"speaker":"Unknown","startTime":1330.17,"endTime":1332.42,"body":"house. And I think this is"},{"speaker":"Unknown","startTime":1332.42,"endTime":1334.7,"body":"amazing. They go. Okay, so"},{"speaker":"Unknown","startTime":1332.42,"endTime":1334.7,"body":"when's that happening? I haven't"},{"speaker":"Unknown","startTime":1334.7,"endTime":1337.01,"body":"organized it yet. But now that"},{"speaker":"Unknown","startTime":1334.7,"endTime":1337.01,"body":"I've got you, I'm gonna go and"},{"speaker":"Unknown","startTime":1337.01,"endTime":1340.4,"body":"make that happen. And so then I"},{"speaker":"Unknown","startTime":1337.01,"endTime":1340.4,"body":"can actually go and create and"},{"speaker":"Unknown","startTime":1340.4,"endTime":1343.22,"body":"bring together a bunch of other"},{"speaker":"Unknown","startTime":1340.4,"endTime":1343.22,"body":"clients that might want that"},{"speaker":"Unknown","startTime":1343.22,"endTime":1347.99,"body":"experience as well. So pretty"},{"speaker":"Unknown","startTime":1343.22,"endTime":1347.99,"body":"cool thing to not only be able"},{"speaker":"Unknown","startTime":1347.99,"endTime":1353.03,"body":"to keep my clients consistently"},{"speaker":"Unknown","startTime":1347.99,"endTime":1353.03,"body":"having a bit of a different kind"},{"speaker":"Unknown","startTime":1353.03,"endTime":1356.78,"body":"of vibe. But it also for me"},{"speaker":"Unknown","startTime":1353.03,"endTime":1356.78,"body":"creatively fills my cup and of"},{"speaker":"Unknown","startTime":1356.78,"endTime":1360.23,"body":"course, financially fills my cup"},{"speaker":"Unknown","startTime":1356.78,"endTime":1360.23,"body":"even more. Yeah,"},{"speaker":"Annemie Tonken","startTime":1360.32,"endTime":1362.84,"body":"perfect. That's"},{"speaker":"Annemie Tonken","startTime":1360.32,"endTime":1362.84,"body":"the that's like the trifecta."},{"speaker":"Annemie Tonken","startTime":1362.84,"endTime":1368.54,"body":"Right? I have so many questions."},{"speaker":"Annemie Tonken","startTime":1362.84,"endTime":1368.54,"body":"Okay. So, talk to me about what"},{"speaker":"Annemie Tonken","startTime":1368.54,"endTime":1372.17,"body":"this looks like in practice, you"},{"speaker":"Annemie Tonken","startTime":1368.54,"endTime":1372.17,"body":"know, when I think mini sessions"},{"speaker":"Annemie Tonken","startTime":1372.17,"endTime":1374.69,"body":"for family clients or something"},{"speaker":"Annemie Tonken","startTime":1372.17,"endTime":1374.69,"body":"like that, it's like you're"},{"speaker":"Annemie Tonken","startTime":1374.69,"endTime":1378.02,"body":"coming in, I'm doing a 15 minute"},{"speaker":"Annemie Tonken","startTime":1374.69,"endTime":1378.02,"body":"session for your family, you"},{"speaker":"Annemie Tonken","startTime":1378.02,"endTime":1380.66,"body":"show up, you take 15 minutes"},{"speaker":"Annemie Tonken","startTime":1378.02,"endTime":1380.66,"body":"worth of photos, and then you"},{"speaker":"Annemie Tonken","startTime":1380.66,"endTime":1383.39,"body":"leave. It doesn't sound like"},{"speaker":"Annemie Tonken","startTime":1380.66,"endTime":1383.39,"body":"that's what you're describing"},{"speaker":"Annemie Tonken","startTime":1383.39,"endTime":1384.83,"body":"here? No,"},{"speaker":"Unknown","startTime":1384.83,"endTime":1386.63,"body":"it's definitely not."},{"speaker":"Unknown","startTime":1384.83,"endTime":1386.63,"body":"And that's why I kind of want to"},{"speaker":"Unknown","startTime":1386.63,"endTime":1389.51,"body":"get around the term minis. But I"},{"speaker":"Unknown","startTime":1386.63,"endTime":1389.51,"body":"guess it's what we're used to"},{"speaker":"Unknown","startTime":1389.51,"endTime":1392.84,"body":"talking about. Sure, no, it's"},{"speaker":"Unknown","startTime":1389.51,"endTime":1392.84,"body":"for me, usually what it looks"},{"speaker":"Unknown","startTime":1392.84,"endTime":1395.24,"body":"like is for most of my clients,"},{"speaker":"Unknown","startTime":1392.84,"endTime":1395.24,"body":"I'll get them to get hair and"},{"speaker":"Unknown","startTime":1395.24,"endTime":1398.42,"body":"makeup done. So that takes about"},{"speaker":"Unknown","startTime":1395.24,"endTime":1398.42,"body":"45 minutes to an hour to get"},{"speaker":"Unknown","startTime":1398.42,"endTime":1401.75,"body":"hair and makeup done. And then"},{"speaker":"Unknown","startTime":1398.42,"endTime":1401.75,"body":"depending on the experience, so"},{"speaker":"Unknown","startTime":1401.75,"endTime":1405.47,"body":"I do have different sort of"},{"speaker":"Unknown","startTime":1401.75,"endTime":1405.47,"body":"modalities of this and obviously"},{"speaker":"Unknown","startTime":1405.47,"endTime":1408.56,"body":"inclusions and things. But it's"},{"speaker":"Unknown","startTime":1405.47,"endTime":1408.56,"body":"either usually about a 20 minute"},{"speaker":"Unknown","startTime":1408.56,"endTime":1412.01,"body":"session, or it's a 45 minute"},{"speaker":"Unknown","startTime":1408.56,"endTime":1412.01,"body":"session. And so they can either"},{"speaker":"Unknown","startTime":1412.01,"endTime":1415.1,"body":"get like an hour and a half slot"},{"speaker":"Unknown","startTime":1412.01,"endTime":1415.1,"body":"from you know, in the calendar"},{"speaker":"Unknown","startTime":1415.1,"endTime":1418.25,"body":"booking. So now for the hair and"},{"speaker":"Unknown","startTime":1415.1,"endTime":1418.25,"body":"makeup half an hour each for the"},{"speaker":"Unknown","startTime":1418.25,"endTime":1422.27,"body":"shoot, or else, it's the two"},{"speaker":"Unknown","startTime":1418.25,"endTime":1422.27,"body":"hour slot. And then that allows"},{"speaker":"Unknown","startTime":1422.27,"endTime":1424.7,"body":"me obviously, it gives me a"},{"speaker":"Unknown","startTime":1422.27,"endTime":1424.7,"body":"little bit of time to go through"},{"speaker":"Unknown","startTime":1424.7,"endTime":1426.98,"body":"their clothes and sort of have a"},{"speaker":"Unknown","startTime":1424.7,"endTime":1426.98,"body":"look at what they've brought"},{"speaker":"Unknown","startTime":1426.98,"endTime":1429.62,"body":"along and things like that as"},{"speaker":"Unknown","startTime":1426.98,"endTime":1429.62,"body":"well. But I find a lot of the"},{"speaker":"Unknown","startTime":1429.62,"endTime":1432.68,"body":"time on my shoots that my"},{"speaker":"Unknown","startTime":1429.62,"endTime":1432.68,"body":"clients are getting changed for"},{"speaker":"Unknown","startTime":1432.68,"endTime":1436.13,"body":"half of the time, right? Because"},{"speaker":"Unknown","startTime":1432.68,"endTime":1436.13,"body":"the nature of personal branding"},{"speaker":"Unknown","startTime":1436.13,"endTime":1438.23,"body":"is that you don't necessarily"},{"speaker":"Unknown","startTime":1436.13,"endTime":1438.23,"body":"want it to look like it's all"},{"speaker":"Unknown","startTime":1438.23,"endTime":1441.38,"body":"taken in one day. And so they're"},{"speaker":"Unknown","startTime":1438.23,"endTime":1441.38,"body":"going in and getting changes and"},{"speaker":"Unknown","startTime":1441.38,"endTime":1443.45,"body":"that kind of thing. So there was"},{"speaker":"Unknown","startTime":1441.38,"endTime":1443.45,"body":"a lot of downtime that was"},{"speaker":"Unknown","startTime":1443.45,"endTime":1446.12,"body":"getting wasted. So I tend to"},{"speaker":"Unknown","startTime":1443.45,"endTime":1446.12,"body":"kind of like, you know, I'll"},{"speaker":"Unknown","startTime":1446.12,"endTime":1449.84,"body":"have a client come in at 831"},{"speaker":"Unknown","startTime":1446.12,"endTime":1449.84,"body":"come in at 931 come in at 1030."},{"speaker":"Unknown","startTime":1450.05,"endTime":1452.72,"body":"And I just sort of like move"},{"speaker":"Unknown","startTime":1450.05,"endTime":1452.72,"body":"between where I need to be when"},{"speaker":"Unknown","startTime":1452.72,"endTime":1455.27,"body":"one person is getting changed, I"},{"speaker":"Unknown","startTime":1452.72,"endTime":1455.27,"body":"might be chatting to someone"},{"speaker":"Unknown","startTime":1455.27,"endTime":1458.99,"body":"else about their hair and makeup"},{"speaker":"Unknown","startTime":1455.27,"endTime":1458.99,"body":"or their clothing. And as I said"},{"speaker":"Unknown","startTime":1458.99,"endTime":1462.44,"body":"I'm so fluid with this kind of"},{"speaker":"Unknown","startTime":1458.99,"endTime":1462.44,"body":"thing. I'm so Okay, with people"},{"speaker":"Unknown","startTime":1462.44,"endTime":1465.59,"body":"bumping into each other, the"},{"speaker":"Unknown","startTime":1462.44,"endTime":1465.59,"body":"properties that I shoot at tend"},{"speaker":"Unknown","startTime":1465.59,"endTime":1468.38,"body":"to be a little bit larger. So it"},{"speaker":"Unknown","startTime":1465.59,"endTime":1468.38,"body":"accommodates this kind of thing,"},{"speaker":"Unknown","startTime":1468.56,"endTime":1472.16,"body":"where we can sort of just all be"},{"speaker":"Unknown","startTime":1468.56,"endTime":1472.16,"body":"around the space together. And"},{"speaker":"Unknown","startTime":1472.19,"endTime":1474.41,"body":"yeah, that's sort of, I guess"},{"speaker":"Unknown","startTime":1472.19,"endTime":1474.41,"body":"what it looks like from the"},{"speaker":"Unknown","startTime":1474.41,"endTime":1476.96,"body":"operational point of view on the"},{"speaker":"Unknown","startTime":1474.41,"endTime":1476.96,"body":"day, I have a hair and makeup"},{"speaker":"Unknown","startTime":1476.96,"endTime":1479.84,"body":"artist, I have a videographer"},{"speaker":"Unknown","startTime":1476.96,"endTime":1479.84,"body":"who also doubles as my"},{"speaker":"Unknown","startTime":1479.84,"endTime":1483.02,"body":"assistant. And then I have me so"},{"speaker":"Unknown","startTime":1479.84,"endTime":1483.02,"body":"it's a team of the three of us."},{"speaker":"Unknown","startTime":1483.2,"endTime":1485.87,"body":"And between six to eight people"},{"speaker":"Unknown","startTime":1483.2,"endTime":1485.87,"body":"is pretty much what we can"},{"speaker":"Unknown","startTime":1485.87,"endTime":1488.15,"body":"handle. And of course if there's"},{"speaker":"Unknown","startTime":1485.87,"endTime":1488.15,"body":"a few guys that come in that"},{"speaker":"Unknown","startTime":1488.15,"endTime":1491.03,"body":"don't require makeup, I usually"},{"speaker":"Unknown","startTime":1488.15,"endTime":1491.03,"body":"stick them in at the start of"},{"speaker":"Unknown","startTime":1491.03,"endTime":1493.52,"body":"the day. So that while someone's"},{"speaker":"Unknown","startTime":1491.03,"endTime":1493.52,"body":"getting hair and makeup done, I"},{"speaker":"Unknown","startTime":1493.52,"endTime":1497.24,"body":"can fit a couple more in at the"},{"speaker":"Unknown","startTime":1493.52,"endTime":1497.24,"body":"start. So it's Yeah, yeah. It's"},{"speaker":"Unknown","startTime":1497.24,"endTime":1500.72,"body":"a pretty cool and smooth day"},{"speaker":"Unknown","startTime":1497.24,"endTime":1500.72,"body":"from that point of view. Yeah."},{"speaker":"Annemie Tonken","startTime":1500.75,"endTime":1503.6,"body":"And then what"},{"speaker":"Annemie Tonken","startTime":1500.75,"endTime":1503.6,"body":"are the deliverables like? Like,"},{"speaker":"Annemie Tonken","startTime":1503.6,"endTime":1507.77,"body":"what are you promising that"},{"speaker":"Annemie Tonken","startTime":1503.6,"endTime":1507.77,"body":"they're going to get from this"},{"speaker":"Annemie Tonken","startTime":1507.8,"endTime":1509.84,"body":"short, shorter session?"},{"speaker":"Unknown","startTime":1510.2,"endTime":1512.45,"body":"Yes. So depending on"},{"speaker":"Unknown","startTime":1510.2,"endTime":1512.45,"body":"the option, there's just like an"},{"speaker":"Unknown","startTime":1512.45,"endTime":1515.33,"body":"image pack that comes with it."},{"speaker":"Unknown","startTime":1512.45,"endTime":1515.33,"body":"And then sometimes, you know,"},{"speaker":"Unknown","startTime":1515.36,"endTime":1518.3,"body":"obviously, I'm always shooting"},{"speaker":"Unknown","startTime":1515.36,"endTime":1518.3,"body":"for an upsell, as well. So if"},{"speaker":"Unknown","startTime":1518.33,"endTime":1520.28,"body":"they come in with the"},{"speaker":"Unknown","startTime":1518.33,"endTime":1520.28,"body":"understanding of the"},{"speaker":"Unknown","startTime":1520.28,"endTime":1522.83,"body":"expectation, this is how much"},{"speaker":"Unknown","startTime":1520.28,"endTime":1522.83,"body":"I'm going to spend. And this is"},{"speaker":"Unknown","startTime":1522.83,"endTime":1525.89,"body":"what I get anywhere between sort"},{"speaker":"Unknown","startTime":1522.83,"endTime":1525.89,"body":"of, like maybe a couple of"},{"speaker":"Unknown","startTime":1525.89,"endTime":1529.4,"body":"images up to maybe like 15"},{"speaker":"Unknown","startTime":1525.89,"endTime":1529.4,"body":"images was what I kind of"},{"speaker":"Unknown","startTime":1529.4,"endTime":1532.43,"body":"recommend is a good promise for"},{"speaker":"Unknown","startTime":1529.4,"endTime":1532.43,"body":"these sorts of things. And"},{"speaker":"Unknown","startTime":1532.43,"endTime":1535.16,"body":"usually, like, you know, most"},{"speaker":"Unknown","startTime":1532.43,"endTime":1535.16,"body":"people come in, they go, oh, I"},{"speaker":"Unknown","startTime":1535.16,"endTime":1538.7,"body":"want a LinkedIn profile. Sure, I"},{"speaker":"Unknown","startTime":1535.16,"endTime":1538.7,"body":"want to shop for my book cover."},{"speaker":"Unknown","startTime":1538.91,"endTime":1541.52,"body":"And so you know, you can, that's"},{"speaker":"Unknown","startTime":1538.91,"endTime":1541.52,"body":"the sort of the lower end ticket"},{"speaker":"Unknown","startTime":1541.52,"endTime":1544.31,"body":"ones, and then you can go the"},{"speaker":"Unknown","startTime":1541.52,"endTime":1544.31,"body":"other ones that go, I'm building"},{"speaker":"Unknown","startTime":1544.31,"endTime":1546.8,"body":"a new website. So that's the"},{"speaker":"Unknown","startTime":1544.31,"endTime":1546.8,"body":"people that typically would"},{"speaker":"Unknown","startTime":1546.8,"endTime":1550.43,"body":"want, you know, a dozen to 15"},{"speaker":"Unknown","startTime":1546.8,"endTime":1550.43,"body":"images. Instead of, you know,"},{"speaker":"Unknown","startTime":1550.64,"endTime":1553.94,"body":"high resolution images, they're"},{"speaker":"Unknown","startTime":1550.64,"endTime":1553.94,"body":"all kind of like, you know,"},{"speaker":"Unknown","startTime":1554.09,"endTime":1556.82,"body":"copyright protected. So they"},{"speaker":"Unknown","startTime":1554.09,"endTime":1556.82,"body":"can't unseal the images. But"},{"speaker":"Unknown","startTime":1556.82,"endTime":1559.1,"body":"they do have that commercial use"},{"speaker":"Unknown","startTime":1556.82,"endTime":1559.1,"body":"to be able to use them for"},{"speaker":"Unknown","startTime":1559.1,"endTime":1562.43,"body":"marketing. So that's part of the"},{"speaker":"Unknown","startTime":1559.1,"endTime":1562.43,"body":"that's obviously part of the"},{"speaker":"Unknown","startTime":1562.43,"endTime":1565.34,"body":"deal. But as I said, like, I'm"},{"speaker":"Unknown","startTime":1562.43,"endTime":1565.34,"body":"always looking for the upsell,"},{"speaker":"Unknown","startTime":1565.37,"endTime":1567.35,"body":"you know, that's where it"},{"speaker":"Unknown","startTime":1565.37,"endTime":1567.35,"body":"becomes, you know, the power of"},{"speaker":"Unknown","startTime":1567.35,"endTime":1570.32,"body":"being able to upsell to six or"},{"speaker":"Unknown","startTime":1567.35,"endTime":1570.32,"body":"eight people on a shoot date is"},{"speaker":"Unknown","startTime":1570.32,"endTime":1573.02,"body":"obviously where we start to"},{"speaker":"Unknown","startTime":1570.32,"endTime":1573.02,"body":"compact the profitability of"},{"speaker":"Unknown","startTime":1573.02,"endTime":1576.65,"body":"these sorts of days. And so then"},{"speaker":"Unknown","startTime":1573.02,"endTime":1576.65,"body":"I'm obviously telling them"},{"speaker":"Unknown","startTime":1576.65,"endTime":1579.5,"body":"upfront, this is, this is the"},{"speaker":"Unknown","startTime":1576.65,"endTime":1579.5,"body":"process. And I always say to"},{"speaker":"Unknown","startTime":1579.5,"endTime":1581.45,"body":"people, when I'm shooting them,"},{"speaker":"Unknown","startTime":1579.5,"endTime":1581.45,"body":"I'm like, I might be like,"},{"speaker":"Unknown","startTime":1581.45,"endTime":1583.46,"body":"played with a hair, and I'm"},{"speaker":"Unknown","startTime":1581.45,"endTime":1583.46,"body":"like, Oh, my God, you're gonna"},{"speaker":"Unknown","startTime":1583.46,"endTime":1587.57,"body":"want all of these photos. Play"},{"speaker":"Unknown","startTime":1583.46,"endTime":1587.57,"body":"the same for the upsell, right?"},{"speaker":"Unknown","startTime":1587.57,"endTime":1587.75,"body":"We"},{"speaker":"Annemie Tonken","startTime":1589.13,"endTime":1591.95,"body":"my version of"},{"speaker":"Annemie Tonken","startTime":1589.13,"endTime":1591.95,"body":"that same line is Oh, I do not"},{"speaker":"Annemie Tonken","startTime":1591.95,"endTime":1596.84,"body":"envy you having to pick between"},{"speaker":"Annemie Tonken","startTime":1591.95,"endTime":1596.84,"body":"these. So say, I'm"},{"speaker":"Unknown","startTime":1597.95,"endTime":1600.44,"body":"genuinely saying this,"},{"speaker":"Unknown","startTime":1597.95,"endTime":1600.44,"body":"right? This is a thing, like I"},{"speaker":"Unknown","startTime":1600.44,"endTime":1602.93,"body":"often say to people, when I'm"},{"speaker":"Unknown","startTime":1600.44,"endTime":1602.93,"body":"shooting them, I'm like, Oh, my"},{"speaker":"Unknown","startTime":1602.93,"endTime":1607.28,"body":"gosh, I wish I had these photos"},{"speaker":"Unknown","startTime":1602.93,"endTime":1607.28,"body":"of me, like, sure. Legit. And"},{"speaker":"Unknown","startTime":1607.28,"endTime":1610.64,"body":"it's not me doing a sales tag"},{"speaker":"Unknown","startTime":1607.28,"endTime":1610.64,"body":"tickets, like be being very"},{"speaker":"Unknown","startTime":1610.64,"endTime":1613.94,"body":"real. Yeah. So then obviously,"},{"speaker":"Unknown","startTime":1610.64,"endTime":1613.94,"body":"there's the possibility of"},{"speaker":"Unknown","startTime":1613.94,"endTime":1618.14,"body":"upselling, sometimes video, or"},{"speaker":"Unknown","startTime":1613.94,"endTime":1618.14,"body":"the images as well. So that's"},{"speaker":"Unknown","startTime":1618.14,"endTime":1620.84,"body":"kind of like what the whole"},{"speaker":"Unknown","startTime":1618.14,"endTime":1620.84,"body":"thing looks like, from their"},{"speaker":"Unknown","startTime":1620.84,"endTime":1623.84,"body":"perspective. And then, you know,"},{"speaker":"Unknown","startTime":1620.84,"endTime":1623.84,"body":"a lot of my clients are, as we"},{"speaker":"Unknown","startTime":1623.84,"endTime":1626.3,"body":"said, like on that subscription"},{"speaker":"Unknown","startTime":1623.84,"endTime":1626.3,"body":"style, so they'll just come time"},{"speaker":"Unknown","startTime":1626.3,"endTime":1628.67,"body":"and again, to those sorts of"},{"speaker":"Unknown","startTime":1626.3,"endTime":1628.67,"body":"experiences and just get there"},{"speaker":"Unknown","startTime":1628.67,"endTime":1632.69,"body":"top ups, speakers, entrepreneurs"},{"speaker":"Unknown","startTime":1628.67,"endTime":1632.69,"body":"typically need lots of new"},{"speaker":"Unknown","startTime":1632.69,"endTime":1636.47,"body":"content. Yeah, the social media,"},{"speaker":"Unknown","startTime":1632.69,"endTime":1636.47,"body":"she is a hungry beast. So you"},{"speaker":"Unknown","startTime":1636.47,"endTime":1639.02,"body":"know, we need to feed her. So if"},{"speaker":"Unknown","startTime":1636.47,"endTime":1639.02,"body":"you know, my clients can come"},{"speaker":"Unknown","startTime":1639.02,"endTime":1641.09,"body":"back, some of them come back"},{"speaker":"Unknown","startTime":1639.02,"endTime":1641.09,"body":"three or four times a year, some"},{"speaker":"Unknown","startTime":1641.09,"endTime":1643.7,"body":"of them will come back twice a"},{"speaker":"Unknown","startTime":1641.09,"endTime":1643.7,"body":"year, and some people will just"},{"speaker":"Unknown","startTime":1643.7,"endTime":1646.43,"body":"come like yearly, but it's"},{"speaker":"Unknown","startTime":1643.7,"endTime":1646.43,"body":"always Yeah, it's always a good"},{"speaker":"Unknown","startTime":1646.43,"endTime":1650.09,"body":"little thing to go, Hey, this is"},{"speaker":"Unknown","startTime":1646.43,"endTime":1650.09,"body":"what I've got coming up. Now, do"},{"speaker":"Unknown","startTime":1650.09,"endTime":1652.97,"body":"you want to jump on board one of"},{"speaker":"Unknown","startTime":1650.09,"endTime":1652.97,"body":"these, you know, so that makes"},{"speaker":"Unknown","startTime":1652.97,"endTime":1657.92,"body":"it super easy for me to squeeze"},{"speaker":"Unknown","startTime":1652.97,"endTime":1657.92,"body":"those subscription style clients"},{"speaker":"Unknown","startTime":1657.92,"endTime":1661.7,"body":"in? As well as bringing new"},{"speaker":"Unknown","startTime":1657.92,"endTime":1661.7,"body":"clients into my larger packages"},{"speaker":"Unknown","startTime":1661.7,"endTime":1664.07,"body":"as well. So it's a good little"},{"speaker":"Unknown","startTime":1661.7,"endTime":1664.07,"body":"system?"},{"speaker":"Annemie Tonken","startTime":1665.0,"endTime":1667.79,"body":"That's yeah, it"},{"speaker":"Annemie Tonken","startTime":1665.0,"endTime":1667.79,"body":"sounds fantastic. It's it's a"},{"speaker":"Annemie Tonken","startTime":1667.79,"endTime":1671.33,"body":"very smart system for sure."},{"speaker":"Annemie Tonken","startTime":1667.79,"endTime":1671.33,"body":"Okay, a couple a couple of"},{"speaker":"Annemie Tonken","startTime":1671.33,"endTime":1675.83,"body":"additional questions video, arm,"},{"speaker":"Annemie Tonken","startTime":1671.33,"endTime":1675.83,"body":"do any of these packages include"},{"speaker":"Annemie Tonken","startTime":1675.83,"endTime":1680.63,"body":"video upfront? Is your"},{"speaker":"Annemie Tonken","startTime":1675.83,"endTime":1680.63,"body":"videographer shooting primarily"},{"speaker":"Annemie Tonken","startTime":1680.63,"endTime":1684.38,"body":"for the client? Are they doing B"},{"speaker":"Annemie Tonken","startTime":1680.63,"endTime":1684.38,"body":"roll for you? Like how, what's"},{"speaker":"Annemie Tonken","startTime":1684.38,"endTime":1687.65,"body":"the, what's their task for the"},{"speaker":"Unknown","startTime":1687.65,"endTime":1689.96,"body":"day? Okay, so I have a"},{"speaker":"Unknown","startTime":1687.65,"endTime":1689.96,"body":"very clear boundaries around"},{"speaker":"Unknown","startTime":1689.96,"endTime":1693.47,"body":"this that my shoot days are for"},{"speaker":"Unknown","startTime":1689.96,"endTime":1693.47,"body":"my clients, unless otherwise"},{"speaker":"Unknown","startTime":1693.47,"endTime":1697.16,"body":"specified. So my videographer is"},{"speaker":"Unknown","startTime":1693.47,"endTime":1697.16,"body":"there just to shoot B roll for"},{"speaker":"Unknown","startTime":1697.16,"endTime":1699.86,"body":"the clients. And if she happens"},{"speaker":"Unknown","startTime":1697.16,"endTime":1699.86,"body":"to whip out her iPhone in"},{"speaker":"Unknown","startTime":1699.86,"endTime":1702.95,"body":"between to be able to get some"},{"speaker":"Unknown","startTime":1699.86,"endTime":1702.95,"body":"behind the scenes fair, or well"},{"speaker":"Unknown","startTime":1702.95,"endTime":1706.46,"body":"and good. But that is not her"},{"speaker":"Unknown","startTime":1702.95,"endTime":1706.46,"body":"purpose. She is totally there to"},{"speaker":"Unknown","startTime":1706.46,"endTime":1709.82,"body":"be able to capture the clients"},{"speaker":"Unknown","startTime":1706.46,"endTime":1709.82,"body":"video, you know, fiero, for the"},{"speaker":"Unknown","startTime":1709.82,"endTime":1715.04,"body":"clients. So sometimes we dangle"},{"speaker":"Unknown","startTime":1709.82,"endTime":1715.04,"body":"the video as a bonus to be able"},{"speaker":"Unknown","startTime":1715.04,"endTime":1717.35,"body":"to get bookings. You know, like,"},{"speaker":"Unknown","startTime":1715.04,"endTime":1717.35,"body":"if you've got a dry month or"},{"speaker":"Unknown","startTime":1717.35,"endTime":1719.42,"body":"something like that. I might"},{"speaker":"Unknown","startTime":1717.35,"endTime":1719.42,"body":"just go free video this month,"},{"speaker":"Unknown","startTime":1719.42,"endTime":1722.27,"body":"you know, but most of the time,"},{"speaker":"Unknown","startTime":1719.42,"endTime":1722.27,"body":"it's there as a product to sell."},{"speaker":"Unknown","startTime":1722.72,"endTime":1723.05,"body":"Yeah,"},{"speaker":"Annemie Tonken","startTime":1723.08,"endTime":1727.01,"body":"nice. Yeah. And"},{"speaker":"Annemie Tonken","startTime":1723.08,"endTime":1727.01,"body":"for these, if you've got six to"},{"speaker":"Annemie Tonken","startTime":1727.01,"endTime":1730.13,"body":"eight people booked, is that"},{"speaker":"Annemie Tonken","startTime":1727.01,"endTime":1730.13,"body":"like a half day kind of a thing"},{"speaker":"Annemie Tonken","startTime":1730.13,"endTime":1732.35,"body":"for you? Is that the full day?"},{"speaker":"Annemie Tonken","startTime":1730.13,"endTime":1732.35,"body":"How does that"},{"speaker":"Unknown","startTime":1732.35,"endTime":1735.89,"body":"so full day? Yeah, it's"},{"speaker":"Unknown","startTime":1732.35,"endTime":1735.89,"body":"a full day. So I've tried"},{"speaker":"Unknown","startTime":1735.89,"endTime":1739.97,"body":"running. I got so excited. A"},{"speaker":"Unknown","startTime":1735.89,"endTime":1739.97,"body":"couple of years ago, I was like,"},{"speaker":"Unknown","startTime":1740.0,"endTime":1742.28,"body":"well, we can have two people"},{"speaker":"Unknown","startTime":1740.0,"endTime":1742.28,"body":"coming in on the hour. And we"},{"speaker":"Unknown","startTime":1742.28,"endTime":1745.67,"body":"can, you know, you know, we can"},{"speaker":"Unknown","startTime":1742.28,"endTime":1745.67,"body":"have 12 people in a shoot day"},{"speaker":"Unknown","startTime":1745.67,"endTime":1748.4,"body":"coming through to on every hour"},{"speaker":"Unknown","startTime":1745.67,"endTime":1748.4,"body":"coming through. Yeah. And I"},{"speaker":"Unknown","startTime":1748.4,"endTime":1750.77,"body":"hired double makeup artists, and"},{"speaker":"Unknown","startTime":1748.4,"endTime":1750.77,"body":"I had an assistant and a"},{"speaker":"Unknown","startTime":1750.77,"endTime":1754.19,"body":"videographer. And I loved it."},{"speaker":"Unknown","startTime":1750.77,"endTime":1754.19,"body":"Okay, so I was like, Yeah, this"},{"speaker":"Unknown","startTime":1754.19,"endTime":1756.71,"body":"is fantastic. This is great. And"},{"speaker":"Unknown","startTime":1754.19,"endTime":1756.71,"body":"I did the math and the"},{"speaker":"Unknown","startTime":1756.71,"endTime":1758.96,"body":"calculations. At the end of the"},{"speaker":"Unknown","startTime":1756.71,"endTime":1758.96,"body":"day, I was like, this is going"},{"speaker":"Unknown","startTime":1758.96,"endTime":1763.07,"body":"to be a 20 Fatso. 20 something"},{"speaker":"Unknown","startTime":1758.96,"endTime":1763.07,"body":"$1,000 day. And at the end of"},{"speaker":"Unknown","startTime":1763.07,"endTime":1768.74,"body":"the day, my whole team went"},{"speaker":"Unknown","startTime":1763.07,"endTime":1768.74,"body":"never again. Oh, no. So as much"},{"speaker":"Unknown","startTime":1768.74,"endTime":1771.68,"body":"as I could cope with that pace,"},{"speaker":"Unknown","startTime":1768.74,"endTime":1771.68,"body":"I couldn't, you know, so I was"},{"speaker":"Unknown","startTime":1771.68,"endTime":1773.99,"body":"like, okay, cool. Let's just"},{"speaker":"Unknown","startTime":1771.68,"endTime":1773.99,"body":"make life a little bit easier."},{"speaker":"Unknown","startTime":1774.02,"endTime":1777.74,"body":"Let's let's chaotic. So we"},{"speaker":"Unknown","startTime":1774.02,"endTime":1777.74,"body":"usually do on the hour. So you"},{"speaker":"Unknown","startTime":1777.74,"endTime":1781.13,"body":"know, 830-930-1030 give"},{"speaker":"Unknown","startTime":1777.74,"endTime":1781.13,"body":"everybody a little bit of a"},{"speaker":"Unknown","startTime":1781.13,"endTime":1784.1,"body":"break. And then we'll start"},{"speaker":"Unknown","startTime":1781.13,"endTime":1784.1,"body":"again at 12. One and two, and"},{"speaker":"Unknown","startTime":1784.1,"endTime":1786.47,"body":"then we're clearing out so we're"},{"speaker":"Unknown","startTime":1784.1,"endTime":1786.47,"body":"bumping into a house at eight."},{"speaker":"Unknown","startTime":1786.47,"endTime":1788.9,"body":"We're finishing at four in the"},{"speaker":"Unknown","startTime":1786.47,"endTime":1788.9,"body":"house. Nice."},{"speaker":"Annemie Tonken","startTime":1788.93,"endTime":1791.06,"body":"Yeah. Okay."},{"speaker":"Annemie Tonken","startTime":1788.93,"endTime":1791.06,"body":"Yeah, that makes perfect sense."},{"speaker":"Annemie Tonken","startTime":1791.39,"endTime":1795.08,"body":"And how frequently are you"},{"speaker":"Annemie Tonken","startTime":1791.39,"endTime":1795.08,"body":"scheduling these these days?"},{"speaker":"Annemie Tonken","startTime":1795.32,"endTime":1796.13,"body":"about once every"},{"speaker":"Unknown","startTime":1796.13,"endTime":1799.1,"body":"two months? Yeah, these"},{"speaker":"Unknown","startTime":1796.13,"endTime":1799.1,"body":"sorts of days. I also have a"},{"speaker":"Unknown","startTime":1799.1,"endTime":1801.32,"body":"different day, which week The"},{"speaker":"Unknown","startTime":1799.1,"endTime":1801.32,"body":"last social sessions day where"},{"speaker":"Unknown","startTime":1801.32,"endTime":1804.95,"body":"we actually shoot for people at"},{"speaker":"Unknown","startTime":1801.32,"endTime":1804.95,"body":"the same time for a whole day."},{"speaker":"Unknown","startTime":1805.16,"endTime":1807.95,"body":"So we take them to multiple"},{"speaker":"Unknown","startTime":1805.16,"endTime":1807.95,"body":"locations, you know. So that's a"},{"speaker":"Unknown","startTime":1807.95,"endTime":1810.2,"body":"little bit like that. That's a"},{"speaker":"Unknown","startTime":1807.95,"endTime":1810.2,"body":"little bit like that wedding"},{"speaker":"Unknown","startTime":1810.5,"endTime":1811.64,"body":"scenario that I told you."},{"speaker":"Annemie Tonken","startTime":1813.38,"endTime":1815.42,"body":"I have only"},{"speaker":"Annemie Tonken","startTime":1813.38,"endTime":1815.42,"body":"heard of that one other time."},{"speaker":"Annemie Tonken","startTime":1815.42,"endTime":1818.72,"body":"And it was for a similar thing"},{"speaker":"Annemie Tonken","startTime":1815.42,"endTime":1818.72,"body":"like brand photos. And it was,"},{"speaker":"Annemie Tonken","startTime":1818.78,"endTime":1821.78,"body":"you know, everybody gets on the"},{"speaker":"Annemie Tonken","startTime":1818.78,"endTime":1821.78,"body":"bus and they go to, you know,"},{"speaker":"Annemie Tonken","startTime":1821.78,"endTime":1825.11,"body":"fun location. Number one,"},{"speaker":"Annemie Tonken","startTime":1821.78,"endTime":1825.11,"body":"everybody gets a quick issue,"},{"speaker":"Annemie Tonken","startTime":1825.14,"endTime":1828.8,"body":"then they go to the next place."},{"speaker":"Annemie Tonken","startTime":1825.14,"endTime":1828.8,"body":"With those, I feel like there"},{"speaker":"Annemie Tonken","startTime":1828.8,"endTime":1831.98,"body":"are so many fun, creative ways"},{"speaker":"Annemie Tonken","startTime":1828.8,"endTime":1831.98,"body":"that you directions that you"},{"speaker":"Annemie Tonken","startTime":1831.98,"endTime":1833.15,"body":"could take this in and"},{"speaker":"Unknown","startTime":1834.26,"endTime":1838.13,"body":"yeah, look, the thing"},{"speaker":"Unknown","startTime":1834.26,"endTime":1838.13,"body":"is, is I like so a lot of"},{"speaker":"Unknown","startTime":1838.13,"endTime":1840.8,"body":"people, a lot of my students"},{"speaker":"Unknown","startTime":1838.13,"endTime":1840.8,"body":"that are learning this, they"},{"speaker":"Unknown","startTime":1840.8,"endTime":1843.44,"body":"worry about the fact that the"},{"speaker":"Unknown","startTime":1840.8,"endTime":1843.44,"body":"clients will all walk out with"},{"speaker":"Unknown","startTime":1843.44,"endTime":1848.18,"body":"the same set of photos. But like"},{"speaker":"Unknown","startTime":1843.44,"endTime":1848.18,"body":"I did, I do deep dives, deep"},{"speaker":"Unknown","startTime":1848.18,"endTime":1851.03,"body":"dives with all of my clients, I"},{"speaker":"Unknown","startTime":1848.18,"endTime":1851.03,"body":"learned their business. And"},{"speaker":"Unknown","startTime":1851.03,"endTime":1854.18,"body":"sometimes like, we'll pull up to"},{"speaker":"Unknown","startTime":1851.03,"endTime":1854.18,"body":"somewhere and I go, you're not"},{"speaker":"Unknown","startTime":1854.18,"endTime":1856.94,"body":"getting out here. This is just"},{"speaker":"Unknown","startTime":1854.18,"endTime":1856.94,"body":"for this person. So do you know"},{"speaker":"Unknown","startTime":1856.94,"endTime":1860.24,"body":"like, it's really easy to sort"},{"speaker":"Unknown","startTime":1856.94,"endTime":1860.24,"body":"of tailor make these these to"},{"speaker":"Unknown","startTime":1860.24,"endTime":1864.53,"body":"each person. But those sorts of"},{"speaker":"Unknown","startTime":1860.24,"endTime":1864.53,"body":"days are super fun. And they're"},{"speaker":"Unknown","startTime":1864.53,"endTime":1868.31,"body":"super, like, everybody loves it,"},{"speaker":"Unknown","startTime":1864.53,"endTime":1868.31,"body":"like all of the clients"},{"speaker":"Unknown","startTime":1868.34,"endTime":1871.82,"body":"absolutely, like love that"},{"speaker":"Unknown","startTime":1868.34,"endTime":1871.82,"body":"experience, like because they"},{"speaker":"Unknown","startTime":1871.82,"endTime":1874.55,"body":"get to make friends for life."},{"speaker":"Unknown","startTime":1871.82,"endTime":1874.55,"body":"And I have groups of women that"},{"speaker":"Unknown","startTime":1874.55,"endTime":1876.92,"body":"do these shoots meet each other"},{"speaker":"Unknown","startTime":1874.55,"endTime":1876.92,"body":"on the shoot. So like, Can we do"},{"speaker":"Unknown","startTime":1876.92,"endTime":1880.4,"body":"this again? In another year?"},{"speaker":"Unknown","startTime":1876.92,"endTime":1880.4,"body":"Like, sure. Let's keep you"},{"speaker":"Unknown","startTime":1880.4,"endTime":1881.03,"body":"connected."},{"speaker":"Annemie Tonken","startTime":1882.77,"endTime":1885.2,"body":"Such a good"},{"speaker":"Annemie Tonken","startTime":1882.77,"endTime":1885.2,"body":"idea. Everyone get your pens"},{"speaker":"Annemie Tonken","startTime":1885.2,"endTime":1888.98,"body":"out, write this down, you have"},{"speaker":"Annemie Tonken","startTime":1885.2,"endTime":1888.98,"body":"to you have to combine these two"},{"speaker":"Annemie Tonken","startTime":1888.98,"endTime":1893.12,"body":"ideas with like the the"},{"speaker":"Annemie Tonken","startTime":1888.98,"endTime":1893.12,"body":"membership idea and the and"},{"speaker":"Annemie Tonken","startTime":1893.12,"endTime":1896.63,"body":"these sort of event day ideas."},{"speaker":"Annemie Tonken","startTime":1893.12,"endTime":1896.63,"body":"So good. Yeah, it's"},{"speaker":"Unknown","startTime":1896.72,"endTime":1898.61,"body":"okay. So from a"},{"speaker":"Unknown","startTime":1896.72,"endTime":1898.61,"body":"marketing perspective, it makes"},{"speaker":"Unknown","startTime":1898.61,"endTime":1900.86,"body":"complete sense, right? Because"},{"speaker":"Unknown","startTime":1898.61,"endTime":1900.86,"body":"there's sort of like a cutoff"},{"speaker":"Unknown","startTime":1900.86,"endTime":1903.77,"body":"point, there's scarcity, there's"},{"speaker":"Unknown","startTime":1900.86,"endTime":1903.77,"body":"only so many places, this"},{"speaker":"Unknown","startTime":1903.77,"endTime":1907.01,"body":"designed experience is only"},{"speaker":"Unknown","startTime":1903.77,"endTime":1907.01,"body":"going to happen once you know I"},{"speaker":"Unknown","startTime":1907.13,"endTime":1910.1,"body":"I try not to go back to the same"},{"speaker":"Unknown","startTime":1907.13,"endTime":1910.1,"body":"properties. I'm always trying to"},{"speaker":"Unknown","startTime":1910.1,"endTime":1912.89,"body":"kind of move around, obviously,"},{"speaker":"Unknown","startTime":1910.1,"endTime":1912.89,"body":"you get your favorites, and you"},{"speaker":"Unknown","startTime":1912.89,"endTime":1915.32,"body":"get relationships with owners,"},{"speaker":"Unknown","startTime":1912.89,"endTime":1915.32,"body":"and you can negotiate better"},{"speaker":"Unknown","startTime":1915.32,"endTime":1918.08,"body":"rates and things like that. But"},{"speaker":"Unknown","startTime":1915.32,"endTime":1918.08,"body":"I try to make sure that it's"},{"speaker":"Unknown","startTime":1918.08,"endTime":1922.7,"body":"between six to 12 months before"},{"speaker":"Unknown","startTime":1918.08,"endTime":1922.7,"body":"I'm revisiting a property. So"},{"speaker":"Unknown","startTime":1922.76,"endTime":1925.79,"body":"and the great thing is, is that"},{"speaker":"Unknown","startTime":1922.76,"endTime":1925.79,"body":"I can drop into any city with"},{"speaker":"Unknown","startTime":1925.79,"endTime":1930.71,"body":"this. Right? Right. So do you"},{"speaker":"Unknown","startTime":1925.79,"endTime":1930.71,"body":"know so literally, it's so easy"},{"speaker":"Unknown","startTime":1930.71,"endTime":1933.53,"body":"for me to just migrate this"},{"speaker":"Unknown","startTime":1930.71,"endTime":1933.53,"body":"center? And I have done? I've"},{"speaker":"Unknown","startTime":1933.53,"endTime":1937.43,"body":"done I do it across the east"},{"speaker":"Unknown","startTime":1933.53,"endTime":1937.43,"body":"coast of Australia. So it's just"},{"speaker":"Unknown","startTime":1937.43,"endTime":1939.92,"body":"yeah, it's lots of fun. So if I"},{"speaker":"Unknown","startTime":1937.43,"endTime":1939.92,"body":"get, you know, if I get the"},{"speaker":"Unknown","startTime":1939.92,"endTime":1943.19,"body":"travel bug, it allows me to kind"},{"speaker":"Unknown","startTime":1939.92,"endTime":1943.19,"body":"of roll with that, which is"},{"speaker":"Unknown","startTime":1943.19,"endTime":1946.43,"body":"Yeah, I can't do it the moment"},{"speaker":"Unknown","startTime":1943.19,"endTime":1946.43,"body":"because you probably attest"},{"speaker":"Unknown","startTime":1946.43,"endTime":1949.4,"body":"this, I've got a teenage"},{"speaker":"Unknown","startTime":1946.43,"endTime":1949.4,"body":"daughter that's doing big exams"},{"speaker":"Unknown","startTime":1949.4,"endTime":1951.83,"body":"and things were at that stage,"},{"speaker":"Unknown","startTime":1949.4,"endTime":1951.83,"body":"you know, driving lessons and"},{"speaker":"Unknown","startTime":1951.83,"endTime":1953.9,"body":"all of that kind of thing. So"},{"speaker":"Unknown","startTime":1951.83,"endTime":1953.9,"body":"I'm a little bit more grounded"},{"speaker":"Unknown","startTime":1954.05,"endTime":1956.75,"body":"this year than I have been in"},{"speaker":"Unknown","startTime":1954.05,"endTime":1956.75,"body":"the last couple of years. But"},{"speaker":"Unknown","startTime":1957.38,"endTime":1960.2,"body":"again, it's just that being able"},{"speaker":"Unknown","startTime":1957.38,"endTime":1960.2,"body":"to have that flexibility with"},{"speaker":"Unknown","startTime":1960.2,"endTime":1964.4,"body":"this as a product too. Right?"},{"speaker":"Unknown","startTime":1960.2,"endTime":1964.4,"body":"Yeah. So Greg, what I've never"},{"speaker":"Unknown","startTime":1964.4,"endTime":1967.28,"body":"had with weddings? Oh,"},{"speaker":"Unknown","startTime":1964.4,"endTime":1967.28,"body":"absolutely."},{"speaker":"Annemie Tonken","startTime":1967.34,"endTime":1970.43,"body":"And not being"},{"speaker":"Annemie Tonken","startTime":1967.34,"endTime":1970.43,"body":"able to dictate the timing or"},{"speaker":"Annemie Tonken","startTime":1970.43,"endTime":1973.82,"body":"the terms or any of that it's a"},{"speaker":"Annemie Tonken","startTime":1970.43,"endTime":1973.82,"body":"major, it's a totally different"},{"speaker":"Annemie Tonken","startTime":1973.82,"endTime":1977.09,"body":"thing. So let's switch gears and"},{"speaker":"Annemie Tonken","startTime":1973.82,"endTime":1977.09,"body":"talk a little bit about the"},{"speaker":"Annemie Tonken","startTime":1977.09,"endTime":1980.63,"body":"marketing for this. So clearly,"},{"speaker":"Annemie Tonken","startTime":1977.09,"endTime":1980.63,"body":"you have people who are coming"},{"speaker":"Annemie Tonken","startTime":1980.63,"endTime":1983.06,"body":"to you again and again. But I"},{"speaker":"Annemie Tonken","startTime":1980.63,"endTime":1983.06,"body":"assume that you are also"},{"speaker":"Annemie Tonken","startTime":1983.06,"endTime":1987.56,"body":"bringing new clients in on these"},{"speaker":"Annemie Tonken","startTime":1983.06,"endTime":1987.56,"body":"shoot days. Talk to me, are you"},{"speaker":"Annemie Tonken","startTime":1987.56,"endTime":1991.4,"body":"using an email list primarily to"},{"speaker":"Annemie Tonken","startTime":1987.56,"endTime":1991.4,"body":"sell those? Is it social media?"},{"speaker":"Annemie Tonken","startTime":1991.43,"endTime":1994.04,"body":"Word of mouth? How are you? How"},{"speaker":"Annemie Tonken","startTime":1991.43,"endTime":1994.04,"body":"are you getting the word out?"},{"speaker":"Unknown","startTime":1994.49,"endTime":1996.56,"body":"Okay, so I think you"},{"speaker":"Unknown","startTime":1994.49,"endTime":1996.56,"body":"and I might have a very similar"},{"speaker":"Unknown","startTime":1996.56,"endTime":2000.76,"body":"relationship to social media. I"},{"speaker":"Unknown","startTime":1996.56,"endTime":2000.76,"body":"love the connection point that I"},{"speaker":"Unknown","startTime":2000.76,"endTime":2004.12,"body":"find that it's an exhausting"},{"speaker":"Unknown","startTime":2000.76,"endTime":2004.12,"body":"cycle that, you know, I feel"},{"speaker":"Unknown","startTime":2004.12,"endTime":2008.32,"body":"like a performing monkey on"},{"speaker":"Unknown","startTime":2004.12,"endTime":2008.32,"body":"there sometimes. So I have"},{"speaker":"Unknown","startTime":2008.32,"endTime":2011.47,"body":"actually got a much better"},{"speaker":"Unknown","startTime":2008.32,"endTime":2011.47,"body":"relationship with my email list."},{"speaker":"Unknown","startTime":2011.47,"endTime":2014.02,"body":"Funny enough, I just find"},{"speaker":"Unknown","startTime":2011.47,"endTime":2014.02,"body":"there's an intimacy there that I"},{"speaker":"Unknown","startTime":2014.02,"endTime":2017.23,"body":"feel really comfortable just"},{"speaker":"Unknown","startTime":2014.02,"endTime":2017.23,"body":"writing to my email list. And I"},{"speaker":"Unknown","startTime":2017.23,"endTime":2019.99,"body":"don't know, it's it's bigger"},{"speaker":"Unknown","startTime":2017.23,"endTime":2019.99,"body":"than my social media following"},{"speaker":"Unknown","startTime":2019.99,"endTime":2022.99,"body":"but I still feel like it's more"},{"speaker":"Unknown","startTime":2019.99,"endTime":2022.99,"body":"intimate somehow. Lucky enough."},{"speaker":"Unknown","startTime":2022.99,"endTime":2025.39,"body":"Back in the day when I was"},{"speaker":"Unknown","startTime":2022.99,"endTime":2025.39,"body":"talking about that early parts"},{"speaker":"Unknown","startTime":2025.39,"endTime":2028.78,"body":"of building that portrait"},{"speaker":"Unknown","startTime":2025.39,"endTime":2028.78,"body":"studio. I started following a"},{"speaker":"Unknown","startTime":2028.78,"endTime":2033.1,"body":"lot of the early online celebs,"},{"speaker":"Unknown","startTime":2028.78,"endTime":2033.1,"body":"you know, like the Marie Forleo"},{"speaker":"Unknown","startTime":2033.1,"endTime":2036.22,"body":"shows and all of those kinds of"},{"speaker":"Unknown","startTime":2033.1,"endTime":2036.22,"body":"people back then. And so"},{"speaker":"Unknown","startTime":2036.37,"endTime":2038.98,"body":"everyone was screaming email"},{"speaker":"Unknown","startTime":2036.37,"endTime":2038.98,"body":"lists, when a lot of the"},{"speaker":"Unknown","startTime":2038.98,"endTime":2042.76,"body":"photography world was screaming"},{"speaker":"Unknown","startTime":2038.98,"endTime":2042.76,"body":"social media and Instagram, they"},{"speaker":"Unknown","startTime":2042.76,"endTime":2045.67,"body":"were screaming email lists, and"},{"speaker":"Unknown","startTime":2042.76,"endTime":2045.67,"body":"I'm so glad that I listened to"},{"speaker":"Unknown","startTime":2045.67,"endTime":2049.39,"body":"them. Because I've seen so many"},{"speaker":"Unknown","startTime":2045.67,"endTime":2049.39,"body":"small businesses and clients,"},{"speaker":"Unknown","startTime":2049.69,"endTime":2053.53,"body":"Facebook and Instagram accounts"},{"speaker":"Unknown","startTime":2049.69,"endTime":2053.53,"body":"get shut down. Yeah, and I've"},{"speaker":"Unknown","startTime":2053.53,"endTime":2056.38,"body":"got my email list. You know, I"},{"speaker":"Unknown","startTime":2053.53,"endTime":2056.38,"body":"back it up on my hard drives, as"},{"speaker":"Unknown","startTime":2056.38,"endTime":2059.8,"body":"well as obviously living in my"},{"speaker":"Unknown","startTime":2056.38,"endTime":2059.8,"body":"CRM and that kind of thing. But"},{"speaker":"Unknown","startTime":2060.46,"endTime":2063.79,"body":"that, that I've consistently no"},{"speaker":"Unknown","startTime":2060.46,"endTime":2063.79,"body":"rain, hail or shine. I've been"},{"speaker":"Unknown","startTime":2063.79,"endTime":2067.75,"body":"building building building that."},{"speaker":"Unknown","startTime":2063.79,"endTime":2067.75,"body":"And so funny enough, like I'm"},{"speaker":"Unknown","startTime":2067.75,"endTime":2071.5,"body":"quite lucky now at this stage in"},{"speaker":"Unknown","startTime":2067.75,"endTime":2071.5,"body":"my business where I can send an"},{"speaker":"Unknown","startTime":2071.5,"endTime":2077.17,"body":"email and get fairly good"},{"speaker":"Unknown","startTime":2071.5,"endTime":2077.17,"body":"responses from that. So I feel"},{"speaker":"Unknown","startTime":2077.17,"endTime":2079.96,"body":"very pleased, but I've also"},{"speaker":"Unknown","startTime":2077.17,"endTime":2079.96,"body":"invested heavily in that too,"},{"speaker":"Unknown","startTime":2079.96,"endTime":2081.22,"body":"right? Sure."},{"speaker":"Annemie Tonken","startTime":2081.25,"endTime":2083.98,"body":"And it's the"},{"speaker":"Annemie Tonken","startTime":2081.25,"endTime":2083.98,"body":"thing is and I'm Yes, you're"},{"speaker":"Annemie Tonken","startTime":2083.98,"endTime":2089.95,"body":"right, we are of the same mind"},{"speaker":"Annemie Tonken","startTime":2083.98,"endTime":2089.95,"body":"on this. I fully believe that"},{"speaker":"Annemie Tonken","startTime":2089.98,"endTime":2094.42,"body":"your email, when you send an"},{"speaker":"Annemie Tonken","startTime":2089.98,"endTime":2094.42,"body":"email, it's just more likely to"},{"speaker":"Annemie Tonken","startTime":2094.42,"endTime":2099.73,"body":"be seen, consumed considered,"},{"speaker":"Annemie Tonken","startTime":2094.42,"endTime":2099.73,"body":"you know, even if a whole bunch"},{"speaker":"Annemie Tonken","startTime":2099.73,"endTime":2102.76,"body":"of people We'll see your"},{"speaker":"Annemie Tonken","startTime":2099.73,"endTime":2102.76,"body":"Instagram posts, it can be as"},{"speaker":"Annemie Tonken","startTime":2102.79,"endTime":2106.87,"body":"you know, like a fraction of a"},{"speaker":"Annemie Tonken","startTime":2102.79,"endTime":2106.87,"body":"second in front of their face,"},{"speaker":"Annemie Tonken","startTime":2106.9,"endTime":2110.29,"body":"whether they're willing to pause"},{"speaker":"Annemie Tonken","startTime":2106.9,"endTime":2110.29,"body":"and read your caption or"},{"speaker":"Annemie Tonken","startTime":2110.29,"endTime":2113.32,"body":"anything like that is such a"},{"speaker":"Annemie Tonken","startTime":2110.29,"endTime":2113.32,"body":"such a crapshoot, you get so"},{"speaker":"Annemie Tonken","startTime":2113.32,"endTime":2116.02,"body":"much better data with email and"},{"speaker":"Annemie Tonken","startTime":2113.32,"endTime":2116.02,"body":"everything else, you can see"},{"speaker":"Annemie Tonken","startTime":2116.02,"endTime":2119.11,"body":"what's working so much more"},{"speaker":"Annemie Tonken","startTime":2116.02,"endTime":2119.11,"body":"clearly. And you have control"},{"speaker":"Annemie Tonken","startTime":2119.14,"endTime":2122.35,"body":"over the pacing and the timing"},{"speaker":"Annemie Tonken","startTime":2119.14,"endTime":2122.35,"body":"and all of the different pieces"},{"speaker":"Annemie Tonken","startTime":2122.35,"endTime":2123.55,"body":"of it. Yeah,"},{"speaker":"Unknown","startTime":2123.55,"endTime":2126.04,"body":"you actually know that"},{"speaker":"Unknown","startTime":2123.55,"endTime":2126.04,"body":"it actually lands like I mean,"},{"speaker":"Unknown","startTime":2126.07,"endTime":2128.92,"body":"when we think about it, like on"},{"speaker":"Unknown","startTime":2126.07,"endTime":2128.92,"body":"social media, we're sort of like"},{"speaker":"Unknown","startTime":2128.95,"endTime":2131.71,"body":"conditioned to scroll right?"},{"speaker":"Unknown","startTime":2128.95,"endTime":2131.71,"body":"Like that's, that's what we sort"},{"speaker":"Unknown","startTime":2131.71,"endTime":2134.53,"body":"of are habitually doing is"},{"speaker":"Unknown","startTime":2131.71,"endTime":2134.53,"body":"flicking and scrolling and"},{"speaker":"Unknown","startTime":2134.53,"endTime":2136.9,"body":"clicking and scrolling. Whereas"},{"speaker":"Unknown","startTime":2134.53,"endTime":2136.9,"body":"with email, You're conditioned"},{"speaker":"Unknown","startTime":2136.9,"endTime":2139.93,"body":"to stop looking Lissa like,"},{"speaker":"Unknown","startTime":2136.9,"endTime":2139.93,"body":"yeah, you have to pay attention"},{"speaker":"Unknown","startTime":2139.93,"endTime":2142.75,"body":"to everyone. Now you might"},{"speaker":"Unknown","startTime":2139.93,"endTime":2142.75,"body":"consider you might see the name,"},{"speaker":"Unknown","startTime":2142.75,"endTime":2145.57,"body":"and you might sort of put it"},{"speaker":"Unknown","startTime":2142.75,"endTime":2145.57,"body":"into Sunday May maybe read"},{"speaker":"Unknown","startTime":2145.57,"endTime":2149.56,"body":"basket, but you still are, you"},{"speaker":"Unknown","startTime":2145.57,"endTime":2149.56,"body":"know, and if you don't want to"},{"speaker":"Unknown","startTime":2149.56,"endTime":2153.49,"body":"hear from that person, you just"},{"speaker":"Unknown","startTime":2149.56,"endTime":2153.49,"body":"unsubscribe. And so if the"},{"speaker":"Unknown","startTime":2153.49,"endTime":2156.79,"body":"transaction is just so much more"},{"speaker":"Unknown","startTime":2153.49,"endTime":2156.79,"body":"honest, I think, do you know?"},{"speaker":"Unknown","startTime":2156.79,"endTime":2160.57,"body":"Yeah, yeah, so I have invested a"},{"speaker":"Unknown","startTime":2156.79,"endTime":2160.57,"body":"lot of time, and I have learned"},{"speaker":"Unknown","startTime":2160.6,"endTime":2163.75,"body":"that consistency pays off. I"},{"speaker":"Unknown","startTime":2160.6,"endTime":2163.75,"body":"mean, I must admit, and I'm"},{"speaker":"Unknown","startTime":2163.75,"endTime":2165.46,"body":"going to be really fully"},{"speaker":"Unknown","startTime":2163.75,"endTime":2165.46,"body":"transparent about that. For the"},{"speaker":"Unknown","startTime":2165.46,"endTime":2168.79,"body":"first quarter of this year, I"},{"speaker":"Unknown","startTime":2165.46,"endTime":2168.79,"body":"was very fully focused on my"},{"speaker":"Unknown","startTime":2168.79,"endTime":2172.48,"body":"teaching that I sort of like"},{"speaker":"Unknown","startTime":2168.79,"endTime":2172.48,"body":"neglected my own email list. And"},{"speaker":"Unknown","startTime":2172.51,"endTime":2175.3,"body":"it showed up in my bookings,"},{"speaker":"Unknown","startTime":2172.51,"endTime":2175.3,"body":"right. So I was like, oh, okay,"},{"speaker":"Unknown","startTime":2175.3,"endTime":2178.3,"body":"cool. Like, I better get back on"},{"speaker":"Unknown","startTime":2175.3,"endTime":2178.3,"body":"the horse polo lesson learned."},{"speaker":"Unknown","startTime":2178.57,"endTime":2182.05,"body":"Lesson learned. Exactly. And so"},{"speaker":"Unknown","startTime":2178.57,"endTime":2182.05,"body":"then I sort of just, you know,"},{"speaker":"Unknown","startTime":2182.05,"endTime":2186.04,"body":"started kind of writing No, I've"},{"speaker":"Unknown","startTime":2182.05,"endTime":2186.04,"body":"been very, I'm gonna say this,"},{"speaker":"Unknown","startTime":2186.07,"endTime":2188.89,"body":"I've been very cognizant that"},{"speaker":"Unknown","startTime":2186.07,"endTime":2188.89,"body":"you can get very good"},{"speaker":"Unknown","startTime":2188.89,"endTime":2193.57,"body":"copywriting out of the chat GPT"},{"speaker":"Unknown","startTime":2188.89,"endTime":2193.57,"body":"right now, so you can get very"},{"speaker":"Unknown","startTime":2193.57,"endTime":2197.23,"body":"good sales copy. So I've"},{"speaker":"Unknown","startTime":2193.57,"endTime":2197.23,"body":"actually sort of bended back"},{"speaker":"Unknown","startTime":2197.23,"endTime":2201.07,"body":"again, a stretch, and I've gone,"},{"speaker":"Unknown","startTime":2197.23,"endTime":2201.07,"body":"how can I be a lot more plain"},{"speaker":"Unknown","startTime":2201.07,"endTime":2204.4,"body":"spoken and a lot more brutally"},{"speaker":"Unknown","startTime":2201.07,"endTime":2204.4,"body":"honest. Like, I sent out an"},{"speaker":"Unknown","startTime":2204.4,"endTime":2207.19,"body":"email this week that said, Hey,"},{"speaker":"Unknown","startTime":2204.4,"endTime":2207.19,"body":"I'm going to be really honest,"},{"speaker":"Unknown","startTime":2207.22,"endTime":2209.74,"body":"I've got a few spots that I want"},{"speaker":"Unknown","startTime":2207.22,"endTime":2209.74,"body":"to fill in my calendar this"},{"speaker":"Unknown","startTime":2209.74,"endTime":2212.83,"body":"month. So I went to my daughter"},{"speaker":"Unknown","startTime":2209.74,"endTime":2212.83,"body":"and asked her, What should I do?"},{"speaker":"Unknown","startTime":2214.99,"endTime":2218.08,"body":"And my daughter gave me an idea."},{"speaker":"Unknown","startTime":2214.99,"endTime":2218.08,"body":"And I ran with it. And I told"},{"speaker":"Unknown","startTime":2218.08,"endTime":2221.44,"body":"them the exact story of that,"},{"speaker":"Unknown","startTime":2218.08,"endTime":2221.44,"body":"and I got three bookings. Yeah."},{"speaker":"Annemie Tonken","startTime":2222.94,"endTime":2227.11,"body":"Right. And that"},{"speaker":"Annemie Tonken","startTime":2222.94,"endTime":2227.11,"body":"that storytelling element to"},{"speaker":"Annemie Tonken","startTime":2227.11,"endTime":2231.25,"body":"email that gives you I mean, I"},{"speaker":"Annemie Tonken","startTime":2227.11,"endTime":2231.25,"body":"just, yeah, we could go off in a"},{"speaker":"Annemie Tonken","startTime":2231.25,"endTime":2235.6,"body":"whole separate episode all about"},{"speaker":"Annemie Tonken","startTime":2231.25,"endTime":2235.6,"body":"this. Yeah. I said that to"},{"speaker":"Unknown","startTime":2235.6,"endTime":2238.03,"body":"you before I was like"},{"speaker":"Unknown","startTime":2235.6,"endTime":2238.03,"body":"you and I could talk for hours,"},{"speaker":"Unknown","startTime":2238.06,"endTime":2240.4,"body":"I think we could both geek out"},{"speaker":"Unknown","startTime":2238.06,"endTime":2240.4,"body":"about this stuff. Because I"},{"speaker":"Unknown","startTime":2240.4,"endTime":2242.83,"body":"think we're both as passionate"},{"speaker":"Unknown","startTime":2240.4,"endTime":2242.83,"body":"about this stuff. Because we've"},{"speaker":"Unknown","startTime":2242.83,"endTime":2247.12,"body":"seen what works, do you know,"},{"speaker":"Unknown","startTime":2242.83,"endTime":2247.12,"body":"like, I know, for me, the more I"},{"speaker":"Unknown","startTime":2247.12,"endTime":2250.12,"body":"was able to strip away and this"},{"speaker":"Unknown","startTime":2247.12,"endTime":2250.12,"body":"is, this is a real lesson, I"},{"speaker":"Unknown","startTime":2250.12,"endTime":2253.06,"body":"think, for newbies to learn."},{"speaker":"Unknown","startTime":2250.12,"endTime":2253.06,"body":"Because when I started my"},{"speaker":"Unknown","startTime":2253.06,"endTime":2257.35,"body":"business, I bought my family"},{"speaker":"Unknown","startTime":2253.06,"endTime":2257.35,"body":"business back in 2004. It came"},{"speaker":"Unknown","startTime":2257.35,"endTime":2260.35,"body":"with a name. So it had a"},{"speaker":"Unknown","startTime":2257.35,"endTime":2260.35,"body":"business name, it wasn't my"},{"speaker":"Unknown","startTime":2260.35,"endTime":2264.61,"body":"name. And I felt back then I had"},{"speaker":"Unknown","startTime":2260.35,"endTime":2264.61,"body":"to be corporate. And I had to"},{"speaker":"Unknown","startTime":2264.61,"endTime":2267.19,"body":"look professional, and"},{"speaker":"Unknown","startTime":2264.61,"endTime":2267.19,"body":"everything had to be written"},{"speaker":"Unknown","startTime":2267.22,"endTime":2271.03,"body":"absolutely perfectly and"},{"speaker":"Unknown","startTime":2267.22,"endTime":2271.03,"body":"structured wonderfully. And the"},{"speaker":"Unknown","startTime":2271.03,"endTime":2275.68,"body":"more I've learned to let go of"},{"speaker":"Unknown","startTime":2271.03,"endTime":2275.68,"body":"that and become more of me, and"},{"speaker":"Unknown","startTime":2275.68,"endTime":2279.82,"body":"just kind of go accept and"},{"speaker":"Unknown","startTime":2275.68,"endTime":2279.82,"body":"embrace all of the odd bits, you"},{"speaker":"Unknown","startTime":2279.82,"endTime":2282.55,"body":"know, like I put a post up the"},{"speaker":"Unknown","startTime":2279.82,"endTime":2282.55,"body":"other day with my triple chins,"},{"speaker":"Unknown","startTime":2282.88,"endTime":2285.85,"body":"not a post, but I sent an email"},{"speaker":"Unknown","startTime":2282.88,"endTime":2285.85,"body":"saying, Don't let this happen to"},{"speaker":"Unknown","startTime":2285.85,"endTime":2289.48,"body":"you. Let me take care of it for"},{"speaker":"Unknown","startTime":2285.85,"endTime":2289.48,"body":"you. I got I got so much"},{"speaker":"Unknown","startTime":2289.48,"endTime":2291.61,"body":"beautiful responsive people"},{"speaker":"Unknown","startTime":2289.48,"endTime":2291.61,"body":"going, oh my god, you're so"},{"speaker":"Unknown","startTime":2291.61,"endTime":2293.77,"body":"gorgeous. You don't need you"},{"speaker":"Unknown","startTime":2291.61,"endTime":2293.77,"body":"know, blah, blah, blah. And it's"},{"speaker":"Unknown","startTime":2293.77,"endTime":2296.29,"body":"just like, that's how much"},{"speaker":"Unknown","startTime":2293.77,"endTime":2296.29,"body":"intimacy I've been able to"},{"speaker":"Unknown","startTime":2296.29,"endTime":2300.13,"body":"create with my email list. Don't"},{"speaker":"Unknown","startTime":2296.29,"endTime":2300.13,"body":"get me wrong. I've got some like"},{"speaker":"Unknown","startTime":2300.13,"endTime":2305.08,"body":"lovely feedback on social media."},{"speaker":"Unknown","startTime":2300.13,"endTime":2305.08,"body":"But it's just a different thing."},{"speaker":"Unknown","startTime":2305.08,"endTime":2308.89,"body":"For me. It's just feels"},{"speaker":"Unknown","startTime":2305.08,"endTime":2308.89,"body":"different. Yeah, yeah. So it's"},{"speaker":"Unknown","startTime":2308.89,"endTime":2310.99,"body":"an interesting one, isn't it?"},{"speaker":"Unknown","startTime":2308.89,"endTime":2310.99,"body":"That one? It's funny that it"},{"speaker":"Unknown","startTime":2310.99,"endTime":2313.84,"body":"does feel like you've got this"},{"speaker":"Unknown","startTime":2310.99,"endTime":2313.84,"body":"intimate relationship with"},{"speaker":"Unknown","startTime":2313.84,"endTime":2316.06,"body":"people that you don't know. But"},{"speaker":"Unknown","startTime":2313.84,"endTime":2316.06,"body":"as we talked about those people"},{"speaker":"Unknown","startTime":2316.06,"endTime":2318.4,"body":"then become my hugging friends"},{"speaker":"Unknown","startTime":2316.06,"endTime":2318.4,"body":"today. Yeah."},{"speaker":"Annemie Tonken","startTime":2319.45,"endTime":2322.63,"body":"Whether you know"},{"speaker":"Annemie Tonken","startTime":2319.45,"endTime":2322.63,"body":"them or not? Exactly. Okay. So"},{"speaker":"Annemie Tonken","startTime":2322.63,"endTime":2326.65,"body":"one more question. Before I let"},{"speaker":"Annemie Tonken","startTime":2322.63,"endTime":2326.65,"body":"you get on with your morning, I"},{"speaker":"Annemie Tonken","startTime":2326.65,"endTime":2330.07,"body":"imagine it's time for a cup of"},{"speaker":"Annemie Tonken","startTime":2326.65,"endTime":2330.07,"body":"coffee, or probably a second cup"},{"speaker":"Annemie Tonken","startTime":2330.07,"endTime":2332.53,"body":"of coffee, the question that is"},{"speaker":"Annemie Tonken","startTime":2330.07,"endTime":2332.53,"body":"sort of bouncing around in my"},{"speaker":"Annemie Tonken","startTime":2332.53,"endTime":2334.96,"body":"head, as you're talking about"},{"speaker":"Annemie Tonken","startTime":2332.53,"endTime":2334.96,"body":"this email list that's really"},{"speaker":"Annemie Tonken","startTime":2334.96,"endTime":2337.75,"body":"engaged in your selling all"},{"speaker":"Annemie Tonken","startTime":2334.96,"endTime":2337.75,"body":"these sessions off of that? Do"},{"speaker":"Annemie Tonken","startTime":2337.75,"endTime":2343.81,"body":"you have one favorite or like"},{"speaker":"Annemie Tonken","startTime":2337.75,"endTime":2343.81,"body":"one lead magnet or email list"},{"speaker":"Annemie Tonken","startTime":2343.81,"endTime":2347.44,"body":"builder that has worked really"},{"speaker":"Annemie Tonken","startTime":2343.81,"endTime":2347.44,"body":"well for you in this particular"},{"speaker":"Annemie Tonken","startTime":2347.44,"endTime":2350.41,"body":"sector? Or is there a"},{"speaker":"Annemie Tonken","startTime":2347.44,"endTime":2350.41,"body":"recommendation that you have for"},{"speaker":"Annemie Tonken","startTime":2350.41,"endTime":2354.7,"body":"people about how they can start"},{"speaker":"Annemie Tonken","startTime":2350.41,"endTime":2354.7,"body":"building personal brand focused"},{"speaker":"Annemie Tonken","startTime":2354.73,"endTime":2356.59,"body":"that collection of their email"},{"speaker":"Annemie Tonken","startTime":2354.73,"endTime":2356.59,"body":"list? Yeah,"},{"speaker":"Unknown","startTime":2356.92,"endTime":2359.14,"body":"yeah. Okay, so I"},{"speaker":"Unknown","startTime":2356.92,"endTime":2359.14,"body":"actually have a course about"},{"speaker":"Unknown","startTime":2359.14,"endTime":2362.47,"body":"this. But yeah, to build lead"},{"speaker":"Unknown","startTime":2359.14,"endTime":2362.47,"body":"magnets, I think is one of those"},{"speaker":"Unknown","startTime":2362.5,"endTime":2364.6,"body":"sort of, like foundational"},{"speaker":"Unknown","startTime":2362.5,"endTime":2364.6,"body":"building blocks that I think is"},{"speaker":"Unknown","startTime":2364.6,"endTime":2367.78,"body":"really important. The one thing"},{"speaker":"Unknown","startTime":2364.6,"endTime":2367.78,"body":"I would say, and like, I think"},{"speaker":"Unknown","startTime":2367.78,"endTime":2371.29,"body":"you really need to take it in"},{"speaker":"Unknown","startTime":2367.78,"endTime":2371.29,"body":"any direction, the topic of the"},{"speaker":"Unknown","startTime":2371.29,"endTime":2374.08,"body":"lead magnet, I think needs to be"},{"speaker":"Unknown","startTime":2371.29,"endTime":2374.08,"body":"something that you can take to"},{"speaker":"Unknown","startTime":2374.08,"endTime":2376.21,"body":"every networking event you're"},{"speaker":"Unknown","startTime":2374.08,"endTime":2376.21,"body":"ever gonna go to and do a"},{"speaker":"Unknown","startTime":2376.21,"endTime":2379.66,"body":"presentation on it. So I think"},{"speaker":"Unknown","startTime":2376.21,"endTime":2379.66,"body":"it just needs to be something"},{"speaker":"Unknown","startTime":2379.66,"endTime":2382.3,"body":"that you feel really passionate"},{"speaker":"Unknown","startTime":2379.66,"endTime":2382.3,"body":"about talking about. And"},{"speaker":"Unknown","startTime":2382.3,"endTime":2384.16,"body":"everybody comes at this from a"},{"speaker":"Unknown","startTime":2382.3,"endTime":2384.16,"body":"different point of view. So I"},{"speaker":"Unknown","startTime":2384.16,"endTime":2387.04,"body":"think that a lot of my students"},{"speaker":"Unknown","startTime":2384.16,"endTime":2387.04,"body":"in my programs, they might have"},{"speaker":"Unknown","startTime":2387.04,"endTime":2389.41,"body":"a business or a marketing"},{"speaker":"Unknown","startTime":2387.04,"endTime":2389.41,"body":"background, they might have a"},{"speaker":"Unknown","startTime":2389.41,"endTime":2392.38,"body":"love of fashion. Do you know so"},{"speaker":"Unknown","startTime":2389.41,"endTime":2392.38,"body":"I think it's really combining"},{"speaker":"Unknown","startTime":2392.41,"endTime":2395.53,"body":"your lead magnet with something"},{"speaker":"Unknown","startTime":2392.41,"endTime":2395.53,"body":"that is something that you"},{"speaker":"Unknown","startTime":2395.53,"endTime":2399.97,"body":"enjoy. And I think it's really"},{"speaker":"Unknown","startTime":2395.53,"endTime":2399.97,"body":"important to just keep in mind"},{"speaker":"Unknown","startTime":2400.0,"endTime":2402.67,"body":"that you can assume that"},{"speaker":"Unknown","startTime":2400.0,"endTime":2402.67,"body":"somebody's already in the"},{"speaker":"Unknown","startTime":2402.7,"endTime":2406.3,"body":"interest or interested in"},{"speaker":"Unknown","startTime":2402.7,"endTime":2406.3,"body":"booking a photo shoot. It's meet"},{"speaker":"Unknown","startTime":2406.3,"endTime":2409.93,"body":"them meet them before they think"},{"speaker":"Unknown","startTime":2406.3,"endTime":2409.93,"body":"that they need a photo shoot. So"},{"speaker":"Unknown","startTime":2409.93,"endTime":2413.05,"body":"what is that what's ruminating"},{"speaker":"Unknown","startTime":2409.93,"endTime":2413.05,"body":"around in their head before they"},{"speaker":"Unknown","startTime":2413.05,"endTime":2415.48,"body":"think they need it? Because so"},{"speaker":"Unknown","startTime":2413.05,"endTime":2415.48,"body":"many people will just go to the"},{"speaker":"Unknown","startTime":2415.63,"endTime":2417.97,"body":"five things you should wear for"},{"speaker":"Unknown","startTime":2415.63,"endTime":2417.97,"body":"your next next personal brand"},{"speaker":"Unknown","startTime":2417.97,"endTime":2420.28,"body":"photoshoot, right? They've"},{"speaker":"Unknown","startTime":2417.97,"endTime":2420.28,"body":"probably already booked somebody"},{"speaker":"Unknown","startTime":2420.28,"endTime":2421.48,"body":"if they're in right now. They're"},{"speaker":"Annemie Tonken","startTime":2421.48,"endTime":2423.37,"body":"just trying to"},{"speaker":"Annemie Tonken","startTime":2421.48,"endTime":2423.37,"body":"figure out what to wear. Yeah."},{"speaker":"Annemie Tonken","startTime":2423.43,"endTime":2424.0,"body":"Right."},{"speaker":"Unknown","startTime":2424.0,"endTime":2426.7,"body":"So that's not where"},{"speaker":"Unknown","startTime":2424.0,"endTime":2426.7,"body":"they're at. So it's just about"},{"speaker":"Unknown","startTime":2426.7,"endTime":2430.15,"body":"trying to think about the small"},{"speaker":"Unknown","startTime":2426.7,"endTime":2430.15,"body":"business owner and what's their"},{"speaker":"Unknown","startTime":2430.15,"endTime":2433.51,"body":"struggle today. And you have to"},{"speaker":"Unknown","startTime":2430.15,"endTime":2433.51,"body":"think about the business owner"},{"speaker":"Unknown","startTime":2433.51,"endTime":2436.87,"body":"that you want to work with. So"},{"speaker":"Unknown","startTime":2433.51,"endTime":2436.87,"body":"you can like this is this is why"},{"speaker":"Unknown","startTime":2436.87,"endTime":2440.89,"body":"this is such an amazing market"},{"speaker":"Unknown","startTime":2436.87,"endTime":2440.89,"body":"because everybody needs us, you"},{"speaker":"Unknown","startTime":2440.89,"endTime":2443.56,"body":"know, even us photographers need"},{"speaker":"Unknown","startTime":2440.89,"endTime":2443.56,"body":"to be photographed by each"},{"speaker":"Unknown","startTime":2443.56,"endTime":2448.15,"body":"other. Right? Right. So doctors,"},{"speaker":"Unknown","startTime":2443.56,"endTime":2448.15,"body":"accountants, lawyers, realtors,"},{"speaker":"Unknown","startTime":2448.45,"endTime":2452.44,"body":"right down to you know, we're"},{"speaker":"Unknown","startTime":2448.45,"endTime":2452.44,"body":"we're help petitioners and yoga"},{"speaker":"Unknown","startTime":2452.44,"endTime":2456.13,"body":"studios and Pilates studios. And"},{"speaker":"Unknown","startTime":2452.44,"endTime":2456.13,"body":"then you've got your local car"},{"speaker":"Unknown","startTime":2456.13,"endTime":2459.52,"body":"garages and industrial"},{"speaker":"Unknown","startTime":2456.13,"endTime":2459.52,"body":"businesses. And then you've got"},{"speaker":"Unknown","startTime":2459.52,"endTime":2463.21,"body":"like all of these like, online"},{"speaker":"Unknown","startTime":2459.52,"endTime":2463.21,"body":"businesses. And you know, if you"},{"speaker":"Unknown","startTime":2463.21,"endTime":2465.97,"body":"like photographing products,"},{"speaker":"Unknown","startTime":2463.21,"endTime":2465.97,"body":"there's space there for owners"},{"speaker":"Unknown","startTime":2465.97,"endTime":2470.02,"body":"and their products. It's insane"},{"speaker":"Unknown","startTime":2465.97,"endTime":2470.02,"body":"how many different people that"},{"speaker":"Unknown","startTime":2470.02,"endTime":2473.71,"body":"you can service in this in this"},{"speaker":"Unknown","startTime":2470.02,"endTime":2473.71,"body":"in this space. So it's find your"},{"speaker":"Unknown","startTime":2473.71,"endTime":2476.68,"body":"people speak to them, deliver"},{"speaker":"Unknown","startTime":2473.71,"endTime":2476.68,"body":"them a lead magnet before they"},{"speaker":"Unknown","startTime":2476.68,"endTime":2478.42,"body":"think that they need a"},{"speaker":"Unknown","startTime":2476.68,"endTime":2478.42,"body":"photoshoot? That would be my"},{"speaker":"Unknown","startTime":2478.42,"endTime":2479.95,"body":"advice. Perfect."},{"speaker":"Annemie Tonken","startTime":2479.98,"endTime":2482.74,"body":"So good. And"},{"speaker":"Annemie Tonken","startTime":2479.98,"endTime":2482.74,"body":"then go take Paul's class if you"},{"speaker":"Annemie Tonken","startTime":2482.74,"endTime":2488.29,"body":"need more information. Okay,"},{"speaker":"Annemie Tonken","startTime":2482.74,"endTime":2488.29,"body":"speaking of which, tell everyone"},{"speaker":"Annemie Tonken","startTime":2488.29,"endTime":2491.17,"body":"where they can find you. And I"},{"speaker":"Annemie Tonken","startTime":2488.29,"endTime":2491.17,"body":"believe you've got an invitation"},{"speaker":"Annemie Tonken","startTime":2491.17,"endTime":2491.98,"body":"for everybody, right?"},{"speaker":"Unknown","startTime":2492.43,"endTime":2494.77,"body":"Yeah, look, I mean, if"},{"speaker":"Unknown","startTime":2492.43,"endTime":2494.77,"body":"you're interested in jumping"},{"speaker":"Unknown","startTime":2494.77,"endTime":2498.07,"body":"into minis Maxi sessions, and"},{"speaker":"Unknown","startTime":2494.77,"endTime":2498.07,"body":"you would like to learn more,"},{"speaker":"Unknown","startTime":2498.07,"endTime":2501.19,"body":"you can go to my website, Paul"},{"speaker":"Unknown","startTime":2498.07,"endTime":2501.19,"body":"Brennan. education.com, forward"},{"speaker":"Unknown","startTime":2501.19,"endTime":2504.37,"body":"slash Mini. And you can actually"},{"speaker":"Unknown","startTime":2501.19,"endTime":2504.37,"body":"just watch a free masterclass,"},{"speaker":"Unknown","startTime":2504.37,"endTime":2506.59,"body":"which is going to help you to"},{"speaker":"Unknown","startTime":2504.37,"endTime":2506.59,"body":"have the building blocks of"},{"speaker":"Unknown","startTime":2506.59,"endTime":2510.28,"body":"everything that you need to know"},{"speaker":"Unknown","startTime":2506.59,"endTime":2510.28,"body":"about how to organize and"},{"speaker":"Unknown","startTime":2510.28,"endTime":2513.49,"body":"capture a day like this. And"},{"speaker":"Unknown","startTime":2510.28,"endTime":2513.49,"body":"that's going to be the best way"},{"speaker":"Unknown","startTime":2513.49,"endTime":2516.55,"body":"I think to get you kind of like"},{"speaker":"Unknown","startTime":2513.49,"endTime":2516.55,"body":"get your leg in the door. And of"},{"speaker":"Unknown","startTime":2516.55,"endTime":2520.72,"body":"course, kind of follow me on on"},{"speaker":"Unknown","startTime":2516.55,"endTime":2520.72,"body":"Instagram, if you want to pull"},{"speaker":"Unknown","startTime":2520.72,"endTime":2524.53,"body":"up Brennan, Instagram, but I"},{"speaker":"Unknown","startTime":2520.72,"endTime":2524.53,"body":"would recommend that you if"},{"speaker":"Unknown","startTime":2524.53,"endTime":2527.65,"body":"you're going to jump on there is"},{"speaker":"Unknown","startTime":2524.53,"endTime":2527.65,"body":"go and grab one of my lead"},{"speaker":"Unknown","startTime":2527.65,"endTime":2530.14,"body":"magnets, because that's going to"},{"speaker":"Unknown","startTime":2527.65,"endTime":2530.14,"body":"actually walk you through the"},{"speaker":"Unknown","startTime":2530.14,"endTime":2534.94,"body":"process, right. So see firsthand"},{"speaker":"Unknown","startTime":2530.14,"endTime":2534.94,"body":"what it feels like. Right,"},{"speaker":"Annemie Tonken","startTime":2534.97,"endTime":2536.89,"body":"exactly. You can"},{"speaker":"Annemie Tonken","startTime":2534.97,"endTime":2536.89,"body":"do a little behind the scenes"},{"speaker":"Annemie Tonken","startTime":2536.89,"endTime":2537.4,"body":"snooping"},{"speaker":"Unknown","startTime":2538.54,"endTime":2542.14,"body":"while you're doing it,"},{"speaker":"Unknown","startTime":2538.54,"endTime":2542.14,"body":"right. Oh, absolutely. So"},{"speaker":"Annemie Tonken","startTime":2543.79,"endTime":2545.71,"body":"Oh, man. Well,"},{"speaker":"Annemie Tonken","startTime":2543.79,"endTime":2545.71,"body":"Paul, this has been such a"},{"speaker":"Annemie Tonken","startTime":2545.71,"endTime":2548.71,"body":"blast. I am so full of"},{"speaker":"Annemie Tonken","startTime":2545.71,"endTime":2548.71,"body":"inspiration. I know everybody"},{"speaker":"Annemie Tonken","startTime":2548.71,"endTime":2551.56,"body":"out there is as well. I will"},{"speaker":"Annemie Tonken","startTime":2548.71,"endTime":2551.56,"body":"look forward to bringing you"},{"speaker":"Annemie Tonken","startTime":2551.56,"endTime":2555.1,"body":"back on the show again in the"},{"speaker":"Annemie Tonken","startTime":2551.56,"endTime":2555.1,"body":"future. And in the meantime, I"},{"speaker":"Annemie Tonken","startTime":2555.1,"endTime":2557.17,"body":"hope you have a great morning."},{"speaker":"Annemie Tonken","startTime":2555.1,"endTime":2557.17,"body":"Great"},{"speaker":"Unknown","startTime":2557.17,"endTime":2560.14,"body":"stuff. Thank you so"},{"speaker":"Unknown","startTime":2557.17,"endTime":2560.14,"body":"much for having me. Well,"},{"speaker":"Annemie Tonken","startTime":2560.17,"endTime":2562.03,"body":"that's it for"},{"speaker":"Annemie Tonken","startTime":2560.17,"endTime":2562.03,"body":"this week's episode of This"},{"speaker":"Annemie Tonken","startTime":2562.03,"endTime":2565.75,"body":"can't be that hard. I'll be back"},{"speaker":"Annemie Tonken","startTime":2562.03,"endTime":2565.75,"body":"Same time, same place next week."},{"speaker":"Annemie Tonken","startTime":2566.29,"endTime":2569.02,"body":"In the meantime, you can find"},{"speaker":"Annemie Tonken","startTime":2566.29,"endTime":2569.02,"body":"more information about this"},{"speaker":"Annemie Tonken","startTime":2569.02,"endTime":2571.93,"body":"episode, along with all the"},{"speaker":"Annemie Tonken","startTime":2569.02,"endTime":2571.93,"body":"relevant links, notes and"},{"speaker":"Annemie Tonken","startTime":2571.93,"endTime":2576.82,"body":"downloads at this can't be that"},{"speaker":"Annemie Tonken","startTime":2571.93,"endTime":2576.82,"body":"hard.com/learn If you liked the"},{"speaker":"Annemie Tonken","startTime":2576.82,"endTime":2580.36,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":2576.82,"endTime":2580.36,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":2580.54,"endTime":2584.2,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":2580.54,"endTime":2584.2,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":2584.38,"endTime":2587.89,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":2584.38,"endTime":2587.89,"body":"hope you have a fantastic week."}]}