{"version":"1.0.0","segments":[{"speaker":"Speaker 1","startTime":0.301,"endTime":2.509,"body":"Good intentions are kind of like laundry."},{"speaker":"Speaker 1","startTime":2.86,"endTime":4.525,"body":"When you're on top of it, the laundry gets"},{"speaker":"Speaker 1","startTime":4.606,"endTime":7.422,"body":"done and folded and put away, but when life"},{"speaker":"Speaker 1","startTime":7.462,"endTime":9.848,"body":"gets crazy, you start throwing your clothes"},{"speaker":"Speaker 1","startTime":9.988,"endTime":11.532,"body":"on that chair in the corner of your room"},{"speaker":"Speaker 1","startTime":12.142,"endTime":13.926,"body":"until the pile gets so big that you forget"},{"speaker":"Speaker 1","startTime":13.967,"endTime":15.812,"body":"what the chair underneath even looks like."},{"speaker":"Speaker 1","startTime":16.68,"endTime":18.927,"body":"Then, at some point, things start to calm"},{"speaker":"Speaker 1","startTime":18.967,"endTime":21.504,"body":"down and one morning you wake up ready to"},{"speaker":"Speaker 1","startTime":21.544,"endTime":23.23,"body":"tackle the laundry and get everything back"},{"speaker":"Speaker 1","startTime":23.391,"endTime":24.454,"body":"in good order when it comes to our"},{"speaker":"Speaker 1","startTime":24.475,"endTime":25.338,"body":"intentions, and get everything back in good"},{"speaker":"Speaker 1","startTime":25.358,"endTime":26.962,"body":"order when it comes to our intentions."},{"speaker":"Speaker 1","startTime":27.243,"endTime":28.747,"body":"That's what January is all about."},{"speaker":"Speaker 1","startTime":29.088,"endTime":31.481,"body":"Many of us have finally gotten off the busy"},{"speaker":"Speaker 1","startTime":31.521,"endTime":32.363,"body":"season treadmill."},{"speaker":"Speaker 1","startTime":32.423,"endTime":34.368,"body":"We've had a chance to catch our breath, and"},{"speaker":"Speaker 1","startTime":34.408,"endTime":36.881,"body":"now we're staring down this big pile of"},{"speaker":"Speaker 1","startTime":36.961,"endTime":39.104,"body":"good intentions that have gotten off track"},{"speaker":"Speaker 1","startTime":39.485,"endTime":41.227,"body":"and need to be addressed for the year ahead."},{"speaker":"Speaker 1","startTime":42.209,"endTime":42.95,"body":"Is it a big job?"},{"speaker":"Speaker 1","startTime":44.091,"endTime":44.652,"body":"Probably."},{"speaker":"Speaker 1","startTime":45.293,"endTime":47.256,"body":"Will it eradicate the pile forever?"},{"speaker":"Speaker 1","startTime":48.28,"endTime":50.866,"body":"Doubtful, but taking the time to clean out"},{"speaker":"Speaker 1","startTime":50.907,"endTime":52.791,"body":"the clutter will give us the fresh start"},{"speaker":"Speaker 1","startTime":52.831,"endTime":55.405,"body":"we're all craving right about now and set"},{"speaker":"Speaker 1","startTime":55.465,"endTime":57.209,"body":"us on the right path for the year ahead."},{"speaker":"Speaker 1","startTime":57.47,"endTime":59.722,"body":"As I shared last month, my word for the"},{"speaker":"Speaker 1","startTime":59.782,"endTime":62.667,"body":"year for my business in 2025 is"},{"speaker":"Speaker 1","startTime":62.687,"endTime":65.191,"body":"sustainability, and I am here to advocate"},{"speaker":"Speaker 1","startTime":65.231,"endTime":67.135,"body":"that you set it as your word too."},{"speaker":"Speaker 1","startTime":68.021,"endTime":69.7,"body":"If you missed the sustainability series"},{"speaker":"Speaker 1","startTime":69.78,"endTime":71.302,"body":"that I dropped last month, I highly"},{"speaker":"Speaker 1","startTime":71.362,"endTime":72.306,"body":"recommend that you binge it."},{"speaker":"Speaker 1","startTime":72.46,"endTime":73.424,"body":"It's four episodes."},{"speaker":"Speaker 1","startTime":73.925,"endTime":76.124,"body":"None of them are super long, but I walk you"},{"speaker":"Speaker 1","startTime":76.164,"endTime":78.56,"body":"through how and why I think sustainability"},{"speaker":"Speaker 1","startTime":78.863,"endTime":80.722,"body":"should be the primary driver of your"},{"speaker":"Speaker 1","startTime":80.782,"endTime":82.188,"body":"business decisions this year."},{"speaker":"Speaker 1","startTime":83.241,"endTime":85.048,"body":"I'm not saying you shouldn't set revenue"},{"speaker":"Speaker 1","startTime":85.088,"endTime":85.429,"body":"goals."},{"speaker":"Speaker 1","startTime":85.509,"endTime":87.145,"body":"I'm not saying you can't give yourself a"},{"speaker":"Speaker 1","startTime":87.205,"endTime":88.77,"body":"target for the number of clients you want"},{"speaker":"Speaker 1","startTime":88.79,"endTime":89.051,"body":"to book."},{"speaker":"Speaker 1","startTime":89.62,"endTime":91.705,"body":"Obviously, those are important and fun"},{"speaker":"Speaker 1","startTime":91.805,"endTime":94.23,"body":"kinds of goals to set as well."},{"speaker":"Speaker 1","startTime":94.951,"endTime":97.142,"body":"But when you achieve those things at any"},{"speaker":"Speaker 1","startTime":97.222,"endTime":99.888,"body":"cost whether you're ignoring your need for"},{"speaker":"Speaker 1","startTime":99.948,"endTime":102.421,"body":"sleep or your mental health or your friends"},{"speaker":"Speaker 1","startTime":102.461,"endTime":104.65,"body":"and family then you're building a house of"},{"speaker":"Speaker 1","startTime":104.69,"endTime":106.946,"body":"cards that's going to fall apart sooner or"},{"speaker":"Speaker 1","startTime":107.007,"endTime":107.247,"body":"later."},{"speaker":"Speaker 1","startTime":107.99,"endTime":110.398,"body":"So today I want to share seven of the"},{"speaker":"Speaker 1","startTime":110.438,"endTime":112.423,"body":"biggest problem areas that most"},{"speaker":"Speaker 1","startTime":112.523,"endTime":115.189,"body":"photographers really need to address to"},{"speaker":"Speaker 1","startTime":115.389,"endTime":117.46,"body":"create a rock solid business that will"},{"speaker":"Speaker 1","startTime":117.5,"endTime":120.326,"body":"serve them not just this year, but for all"},{"speaker":"Speaker 1","startTime":120.367,"endTime":121.108,"body":"the years to come."},{"speaker":"Speaker 1","startTime":122.331,"endTime":123.132,"body":"Welcome to this."},{"speaker":"Speaker 1","startTime":123.192,"endTime":124.061,"body":"Can't Be that Hard."},{"speaker":"Speaker 1","startTime":124.403,"endTime":126.582,"body":"My name is Annamie Tonkin and I help"},{"speaker":"Speaker 1","startTime":126.623,"endTime":128.862,"body":"photographers run profitable, sustainable"},{"speaker":"Speaker 1","startTime":128.922,"endTime":130.047,"body":"businesses that they love."},{"speaker":"Speaker 1","startTime":131.361,"endTime":133.506,"body":"Each week on the podcast, I cover simple,"},{"speaker":"Speaker 1","startTime":134.03,"endTime":136.102,"body":"actionable strategies and systems that"},{"speaker":"Speaker 1","startTime":136.142,"endTime":138.249,"body":"photographers at every level of experience"},{"speaker":"Speaker 1","startTime":138.309,"endTime":140.566,"body":"can use to earn more money in a more"},{"speaker":"Speaker 1","startTime":140.607,"endTime":141.369,"body":"sustainable way."},{"speaker":"Speaker 1","startTime":142.48,"endTime":144.484,"body":"Running a photography business doesn't have"},{"speaker":"Speaker 1","startTime":144.524,"endTime":145.247,"body":"to be that hard."},{"speaker":"Speaker 1","startTime":145.9,"endTime":147.928,"body":"You can do it, and I can show you how."},{"speaker":"Speaker 1","startTime":151.641,"endTime":153.626,"body":"The first issue I want to talk about is one"},{"speaker":"Speaker 1","startTime":153.647,"endTime":155.792,"body":"that may not apply to everyone listening,"},{"speaker":"Speaker 1","startTime":156.24,"endTime":158.545,"body":"but it probably applies to, I'm going to"},{"speaker":"Speaker 1","startTime":158.585,"endTime":162.093,"body":"say, 80% of photographers in business today,"},{"speaker":"Speaker 1","startTime":162.401,"endTime":164.677,"body":"and that is the issue of underpricing your"},{"speaker":"Speaker 1","startTime":164.717,"endTime":167.028,"body":"services and undervaluing your time."},{"speaker":"Speaker 1","startTime":168.8,"endTime":171.149,"body":"Photographers need to price for profit,"},{"speaker":"Speaker 1","startTime":171.321,"endTime":173.521,"body":"just like any other business person out"},{"speaker":"Speaker 1","startTime":173.562,"endTime":174.506,"body":"there in the world."},{"speaker":"Speaker 1","startTime":174.706,"endTime":177.508,"body":"Right, we are not setting our prices just"},{"speaker":"Speaker 1","startTime":177.568,"endTime":178.27,"body":"to get hired."},{"speaker":"Speaker 1","startTime":179.061,"endTime":180.908,"body":"So what does that mean?"},{"speaker":"Speaker 1","startTime":181.22,"endTime":184.069,"body":"That means that you need to actually look"},{"speaker":"Speaker 1","startTime":184.089,"endTime":186.224,"body":"at your numbers, actually think about how"},{"speaker":"Speaker 1","startTime":186.284,"endTime":188.864,"body":"much money you need to make, not just to"},{"speaker":"Speaker 1","startTime":188.984,"endTime":191.502,"body":"cover the expenses in your business, but to"},{"speaker":"Speaker 1","startTime":191.542,"endTime":193.088,"body":"pay yourself a living wage."},{"speaker":"Speaker 1","startTime":193.54,"endTime":196.901,"body":"There is no reason that any of us should be"},{"speaker":"Speaker 1","startTime":196.962,"endTime":200.085,"body":"working for free in this industry, and if"},{"speaker":"Speaker 1","startTime":200.326,"endTime":202.821,"body":"you are struggling to find clients who are"},{"speaker":"Speaker 1","startTime":202.861,"endTime":205.42,"body":"willing to pay profitable prices, that's a"},{"speaker":"Speaker 1","startTime":205.481,"endTime":206.405,"body":"whole different issue."},{"speaker":"Speaker 1","startTime":207.582,"endTime":209.909,"body":"At the very baseline, you have to know your"},{"speaker":"Speaker 1","startTime":209.969,"endTime":210.31,"body":"numbers."},{"speaker":"Speaker 1","startTime":210.44,"endTime":213.227,"body":"You have to understand both what your needs"},{"speaker":"Speaker 1","startTime":213.327,"endTime":215.272,"body":"look like, what your expenses look like,"},{"speaker":"Speaker 1","startTime":215.713,"endTime":218.0,"body":"and then what your goals look like, and"},{"speaker":"Speaker 1","startTime":218.04,"endTime":220.188,"body":"then the math is actually pretty"},{"speaker":"Speaker 1","startTime":220.228,"endTime":220.91,"body":"straightforward."},{"speaker":"Speaker 1","startTime":221.12,"endTime":224.151,"body":"Obviously, I offer lots of ways to support"},{"speaker":"Speaker 1","startTime":224.192,"endTime":226.66,"body":"you in looking at and evaluating your"},{"speaker":"Speaker 1","startTime":226.701,"endTime":229.467,"body":"numbers, as do many other educators out"},{"speaker":"Speaker 1","startTime":229.507,"endTime":229.687,"body":"there."},{"speaker":"Speaker 1","startTime":229.988,"endTime":232.493,"body":"But a lot of people just ignore this"},{"speaker":"Speaker 1","startTime":232.68,"endTime":233.222,"body":"altogether."},{"speaker":"Speaker 1","startTime":233.403,"endTime":234.929,"body":"They sort of look at their bank account"},{"speaker":"Speaker 1","startTime":234.989,"endTime":238.14,"body":"every month and judge whether things are"},{"speaker":"Speaker 1","startTime":238.2,"endTime":240.904,"body":"good or not good, and that is not the way"},{"speaker":"Speaker 1","startTime":240.984,"endTime":241.946,"body":"to run a business."},{"speaker":"Speaker 1","startTime":242.586,"endTime":245.651,"body":"So if you are in this situation where your"},{"speaker":"Speaker 1","startTime":245.671,"endTime":249.015,"body":"pricing is sort of built on what you"},{"speaker":"Speaker 1","startTime":249.075,"endTime":251.525,"body":"believe the market will bear, or if you're"},{"speaker":"Speaker 1","startTime":251.566,"endTime":253.671,"body":"looking at another photographer and copying"},{"speaker":"Speaker 1","startTime":253.731,"endTime":256.768,"body":"their prices, I want you to set a goal in"},{"speaker":"Speaker 1","startTime":257.229,"endTime":259.404,"body":"January, this month, and if you're"},{"speaker":"Speaker 1","startTime":259.424,"endTime":261.211,"body":"listening to this later, you know this"},{"speaker":"Speaker 1","startTime":261.291,"endTime":264.461,"body":"month, whatever that is to actually sit"},{"speaker":"Speaker 1","startTime":264.502,"endTime":267.716,"body":"down, look hard at your numbers and figure"},{"speaker":"Speaker 1","startTime":267.837,"endTime":270.145,"body":"out what you're your pricing structure"},{"speaker":"Speaker 1","startTime":270.245,"endTime":272.33,"body":"needs to be in order to make your business"},{"speaker":"Speaker 1","startTime":272.411,"endTime":272.912,"body":"profitable."},{"speaker":"Speaker 1","startTime":273.46,"endTime":276.448,"body":"It's really a non-negotiable item on your"},{"speaker":"Speaker 1","startTime":276.508,"endTime":277.149,"body":"to-do list."},{"speaker":"Speaker 1","startTime":277.571,"endTime":280.164,"body":"I know it's scary, I know it can be sort of"},{"speaker":"Speaker 1","startTime":280.224,"endTime":282.349,"body":"deflating at the beginning if you look at a"},{"speaker":"Speaker 1","startTime":282.409,"endTime":284.701,"body":"number and say there's just no way, but I"},{"speaker":"Speaker 1","startTime":284.741,"endTime":287.089,"body":"promise you there is a way to get there."},{"speaker":"Speaker 1","startTime":287.38,"endTime":289.346,"body":"The first thing is you have to establish"},{"speaker":"Speaker 1","startTime":289.447,"endTime":299.041,"body":"what there is, to establish what there is."},{"speaker":"Speaker 1","startTime":299.062,"endTime":300.003,"body":"The second issue that I want to talk about"},{"speaker":"Speaker 1","startTime":300.024,"endTime":300.665,"body":"is this tendency that a lot of"},{"speaker":"Speaker 1","startTime":300.685,"endTime":301.727,"body":"photographers have to take every inquiry"},{"speaker":"Speaker 1","startTime":301.747,"endTime":304.553,"body":"personally, and this goes in conjunction"},{"speaker":"Speaker 1","startTime":304.733,"endTime":306.604,"body":"with item number one on our list."},{"speaker":"Speaker 1","startTime":306.704,"endTime":308.749,"body":"Right, whether or not your prices are"},{"speaker":"Speaker 1","startTime":308.789,"endTime":311.181,"body":"profitable, you are going to hear people"},{"speaker":"Speaker 1","startTime":311.241,"endTime":313.788,"body":"tell you that you are charging too much,"},{"speaker":"Speaker 1","startTime":314.73,"endTime":317.063,"body":"and the fact of the matter is they have no"},{"speaker":"Speaker 1","startTime":317.183,"endTime":320.229,"body":"idea what too much is for you."},{"speaker":"Speaker 1","startTime":321.431,"endTime":323.981,"body":"They know what too much is for them and a"},{"speaker":"Speaker 1","startTime":324.041,"endTime":325.805,"body":"lot of times and I've said this before"},{"speaker":"Speaker 1","startTime":325.906,"endTime":328.792,"body":"people will say the prices are too high, as"},{"speaker":"Speaker 1","startTime":329.073,"endTime":330.743,"body":"kind of a knee jerk response."},{"speaker":"Speaker 1","startTime":331.444,"endTime":334.35,"body":"When the answer is no, it's an easy way to"},{"speaker":"Speaker 1","startTime":334.41,"endTime":337.642,"body":"say it's not you, it's me, you know, I'm"},{"speaker":"Speaker 1","startTime":337.682,"endTime":339.006,"body":"just going to."},{"speaker":"Speaker 1","startTime":339.267,"endTime":340.824,"body":"It's too expensive, it's more than we had"},{"speaker":"Speaker 1","startTime":340.864,"endTime":341.246,"body":"budgeted."},{"speaker":"Speaker 1","startTime":341.841,"endTime":344.2,"body":"So sometimes it means that that's actually"},{"speaker":"Speaker 1","startTime":344.421,"endTime":345.887,"body":"more than they have the budget for."},{"speaker":"Speaker 1","startTime":346.341,"endTime":347.876,"body":"Sometimes it means I've made a different"},{"speaker":"Speaker 1","startTime":347.917,"endTime":349.745,"body":"decision or I've decided not to hire a"},{"speaker":"Speaker 1","startTime":349.806,"endTime":352.847,"body":"photographer at all, and we can't take that"},{"speaker":"Speaker 1","startTime":352.907,"endTime":353.449,"body":"personally."},{"speaker":"Speaker 1","startTime":353.76,"endTime":355.564,"body":"That's on them, not on us."},{"speaker":"Speaker 1","startTime":356.246,"endTime":359.494,"body":"Now, if you are getting lots of rejections"},{"speaker":"Speaker 1","startTime":359.654,"endTime":362.662,"body":"based on price or really any other reason,"},{"speaker":"Speaker 1","startTime":363.104,"endTime":365.171,"body":"that's not to say that you can't evaluate"},{"speaker":"Speaker 1","startTime":365.732,"endTime":368.261,"body":"how your website is speaking to people, how"},{"speaker":"Speaker 1","startTime":368.301,"endTime":370.205,"body":"your marketing messaging is speaking to"},{"speaker":"Speaker 1","startTime":370.245,"endTime":370.586,"body":"people."},{"speaker":"Speaker 1","startTime":370.987,"endTime":371.989,"body":"Who are you attracting?"},{"speaker":"Speaker 1","startTime":372.13,"endTime":373.593,"body":"Where are you finding people?"},{"speaker":"Speaker 1","startTime":374.36,"endTime":376.965,"body":"One of the common, you know, marketing"},{"speaker":"Speaker 1","startTime":377.687,"endTime":380.272,"body":"channels that I have heard people really"},{"speaker":"Speaker 1","startTime":380.372,"endTime":381.722,"body":"struggle with is Yelp."},{"speaker":"Speaker 1","startTime":382.345,"endTime":384.372,"body":"Yelp does a really good job of reaching out"},{"speaker":"Speaker 1","startTime":384.493,"endTime":386.44,"body":"and getting people to sign contracts where"},{"speaker":"Speaker 1","startTime":386.54,"endTime":388.243,"body":"they are paying to have their business"},{"speaker":"Speaker 1","startTime":388.363,"endTime":390.806,"body":"listed high up on Yelp."},{"speaker":"Speaker 1","startTime":391.868,"endTime":395.253,"body":"And Yelp is historically and please reach"},{"speaker":"Speaker 1","startTime":395.313,"endTime":397.502,"body":"out to me if you have had great results on"},{"speaker":"Speaker 1","startTime":397.583,"endTime":397.824,"body":"Yelp."},{"speaker":"Speaker 1","startTime":397.924,"endTime":399.671,"body":"But I have talked to lots of photographers"},{"speaker":"Speaker 1","startTime":400.113,"endTime":401.9,"body":"who have said Yelp was a terrible"},{"speaker":"Speaker 1","startTime":402.061,"endTime":405.21,"body":"investment of money for them, because when"},{"speaker":"Speaker 1","startTime":405.271,"endTime":407.658,"body":"people go to Yelp they are absolutely in"},{"speaker":"Speaker 1","startTime":407.698,"endTime":410.905,"body":"many cases looking for cheap options."},{"speaker":"Speaker 1","startTime":411.165,"endTime":414.511,"body":"So it's, you know, photography is kind of a"},{"speaker":"Speaker 1","startTime":414.591,"endTime":418.265,"body":"special category in that it requires trust."},{"speaker":"Speaker 1","startTime":419.408,"endTime":422.416,"body":"You know, art is priced all over the place."},{"speaker":"Speaker 1","startTime":422.596,"endTime":424.321,"body":"It's not an apples to apples thing."},{"speaker":"Speaker 1","startTime":424.361,"endTime":426.686,"body":"We are not comparing who has the best pizza,"},{"speaker":"Speaker 1","startTime":427.047,"endTime":428.871,"body":"and all the pizzas cost $20."},{"speaker":"Speaker 1","startTime":429.071,"endTime":431.725,"body":"So if you are marketing on a channel like"},{"speaker":"Speaker 1","startTime":431.805,"endTime":433.951,"body":"Yelp or if people are finding you that way,"},{"speaker":"Speaker 1","startTime":434.541,"endTime":437.628,"body":"then you may end up attracting people who"},{"speaker":"Speaker 1","startTime":437.668,"endTime":439.693,"body":"are going to routinely tell you no."},{"speaker":"Speaker 1","startTime":440.881,"endTime":444.009,"body":"The fact of the matter is, when you build a"},{"speaker":"Speaker 1","startTime":444.05,"endTime":447.599,"body":"business that works in sort of theory on"},{"speaker":"Speaker 1","startTime":447.659,"endTime":450.404,"body":"paper and set your prices and all this"},{"speaker":"Speaker 1","startTime":450.444,"endTime":455.131,"body":"other stuff, then you've got to work on the"},{"speaker":"Speaker 1","startTime":455.171,"endTime":455.832,"body":"peripherals."},{"speaker":"Speaker 1","startTime":456.172,"endTime":458.035,"body":"How you're talking to people, how you are"},{"speaker":"Speaker 1","startTime":458.12,"endTime":460.765,"body":"presenting your brand, all of those things"},{"speaker":"Speaker 1","startTime":460.845,"endTime":461.588,"body":"can be addressed."},{"speaker":"Speaker 1","startTime":462.04,"endTime":465.63,"body":"But each individual inquiry is just a data"},{"speaker":"Speaker 1","startTime":465.671,"endTime":465.931,"body":"point."},{"speaker":"Speaker 1","startTime":466.26,"endTime":470.049,"body":"It's not a personal referendum or judgment"},{"speaker":"Speaker 1","startTime":470.21,"endTime":473.004,"body":"on you or your business and if you can"},{"speaker":"Speaker 1","startTime":473.445,"endTime":476.184,"body":"mentally separate those two things, if you"},{"speaker":"Speaker 1","startTime":476.225,"endTime":478.103,"body":"cannot take it personally when someone"},{"speaker":"Speaker 1","startTime":478.143,"endTime":480.433,"body":"tells you no, you are going to be in a"},{"speaker":"Speaker 1","startTime":480.493,"endTime":482.588,"body":"better position to make logic-driven"},{"speaker":"Speaker 1","startTime":482.628,"endTime":485.242,"body":"decisions about what you're doing and where"},{"speaker":"Speaker 1","startTime":485.282,"endTime":488.454,"body":"you're finding people, versus these sort of"},{"speaker":"Speaker 1","startTime":488.514,"endTime":490.665,"body":"emotional decisions, which tend not to"},{"speaker":"Speaker 1","startTime":490.725,"endTime":491.047,"body":"serve you."},{"speaker":"Speaker 1","startTime":491.78,"endTime":493.668,"body":"The third issue that I want to talk about"},{"speaker":"Speaker 1","startTime":493.9,"endTime":496.565,"body":"is overbooking yourself and burning out."},{"speaker":"Speaker 1","startTime":497.067,"endTime":500.493,"body":"Now, this can be a completely separate"},{"speaker":"Speaker 1","startTime":500.553,"endTime":501.841,"body":"issue from your pricing."},{"speaker":"Speaker 1","startTime":502.102,"endTime":505.248,"body":"It can also be a matter of not being priced"},{"speaker":"Speaker 1","startTime":505.349,"endTime":508.441,"body":"in a sustainable way, and you know people"},{"speaker":"Speaker 1","startTime":508.481,"endTime":510.627,"body":"see wow, this is a really great deal, we're"},{"speaker":"Speaker 1","startTime":510.647,"endTime":512.22,"body":"all going to book and you start to take on"},{"speaker":"Speaker 1","startTime":512.28,"endTime":514.405,"body":"more and more work because you figure, if"},{"speaker":"Speaker 1","startTime":514.445,"endTime":516.951,"body":"I'm not making very much money, I'll just"},{"speaker":"Speaker 1","startTime":517.291,"endTime":520.246,"body":"book a lot of work and ultimately, if you"},{"speaker":"Speaker 1","startTime":520.346,"endTime":523.095,"body":"haven't set up your business to support"},{"speaker":"Speaker 1","startTime":523.155,"endTime":525.782,"body":"that, you can very quickly get yourself"},{"speaker":"Speaker 1","startTime":525.822,"endTime":528.068,"body":"into a situation where you burn out and"},{"speaker":"Speaker 1","startTime":528.088,"endTime":529.311,"body":"that doesn't serve anyone."},{"speaker":"Speaker 1","startTime":529.351,"endTime":531.524,"body":"It doesn't serve your clients, it doesn't"},{"speaker":"Speaker 1","startTime":531.564,"endTime":533.568,"body":"serve you, it doesn't serve the people who"},{"speaker":"Speaker 1","startTime":534.19,"endTime":535.573,"body":"love you or rely on you."},{"speaker":"Speaker 1","startTime":535.994,"endTime":537.718,"body":"So that is something that we want to be"},{"speaker":"Speaker 1","startTime":537.918,"endTime":540.002,"body":"really intentional about avoiding."},{"speaker":"Speaker 1","startTime":541.124,"endTime":544.691,"body":"So when you say yes in every scenario, when"},{"speaker":"Speaker 1","startTime":544.951,"endTime":547.663,"body":"you're at your total capacity, but then"},{"speaker":"Speaker 1","startTime":547.703,"endTime":549.271,"body":"somebody reaches out and they seem really"},{"speaker":"Speaker 1","startTime":549.351,"endTime":550.819,"body":"nice and they seem lovely and like a"},{"speaker":"Speaker 1","startTime":550.879,"endTime":551.501,"body":"perfect client."},{"speaker":"Speaker 1","startTime":551.521,"endTime":552.625,"body":"So you know what?"},{"speaker":"Speaker 1","startTime":552.685,"endTime":554.05,"body":"I will take that extra session."},{"speaker":"Speaker 1","startTime":554.24,"endTime":556.147,"body":"We'll just add one this coming weekend, or"},{"speaker":"Speaker 1","startTime":556.187,"endTime":556.789,"body":"something like that."},{"speaker":"Speaker 1","startTime":557.621,"endTime":559.5,"body":"It ends up creating chaos."},{"speaker":"Speaker 1","startTime":559.701,"endTime":562.43,"body":"It creates chaos in your life."},{"speaker":"Speaker 1","startTime":562.8,"endTime":564.327,"body":"It creates chaos in your mind."},{"speaker":"Speaker 1","startTime":564.68,"endTime":567.841,"body":"I don't think that it serves your art and"},{"speaker":"Speaker 1","startTime":568.182,"endTime":570.728,"body":"ultimately, it also doesn't do a great job"},{"speaker":"Speaker 1","startTime":571.029,"endTime":572.373,"body":"protecting your brand."},{"speaker":"Speaker 1","startTime":575.06,"endTime":576.084,"body":"It also doesn't do a great job protecting"},{"speaker":"Speaker 1","startTime":576.104,"endTime":576.345,"body":"your brand."},{"speaker":"Speaker 1","startTime":576.365,"endTime":577.207,"body":"Saying no can actually be a really good"},{"speaker":"Speaker 1","startTime":577.227,"endTime":578.191,"body":"thing for the way that your brand is"},{"speaker":"Speaker 1","startTime":578.271,"endTime":580.137,"body":"perceived by the person that you're saying"},{"speaker":"Speaker 1","startTime":580.177,"endTime":580.498,"body":"no to."},{"speaker":"Speaker 1","startTime":580.518,"endTime":582.765,"body":"You're not saying no in like a no, I'm not"},{"speaker":"Speaker 1","startTime":582.785,"endTime":583.547,"body":"going to work with you."},{"speaker":"Speaker 1","startTime":583.627,"endTime":584.931,"body":"You're saying I'm so sorry."},{"speaker":"Speaker 1","startTime":585.071,"endTime":586.562,"body":"I am completely at capacity."},{"speaker":"Speaker 1","startTime":587.403,"endTime":590.367,"body":"In my own business I have been for the last"},{"speaker":"Speaker 1","startTime":590.748,"endTime":591.769,"body":"year or so."},{"speaker":"Speaker 1","startTime":592.029,"endTime":595.494,"body":"I have been extremely picky about the"},{"speaker":"Speaker 1","startTime":595.654,"endTime":596.696,"body":"clients that I take."},{"speaker":"Speaker 1","startTime":596.92,"endTime":599.01,"body":"So for the most part I am just serving my"},{"speaker":"Speaker 1","startTime":599.09,"endTime":601.401,"body":"existing clients, my member clients and"},{"speaker":"Speaker 1","startTime":601.42,"endTime":602.683,"body":"then people that I've worked with in the"},{"speaker":"Speaker 1","startTime":602.704,"endTime":606.512,"body":"past, and every once in a while I will take"},{"speaker":"Speaker 1","startTime":606.653,"endTime":609.23,"body":"a new client if I have the space, if I have"},{"speaker":"Speaker 1","startTime":609.25,"endTime":609.772,"body":"the capacity."},{"speaker":"Speaker 1","startTime":609.813,"endTime":611.259,"body":"But for the most part, when people are"},{"speaker":"Speaker 1","startTime":611.319,"endTime":613.283,"body":"reaching out and it's a new inquiry, I am"},{"speaker":"Speaker 1","startTime":613.343,"endTime":615.628,"body":"sending them to other local photographers"},{"speaker":"Speaker 1","startTime":615.728,"endTime":618.734,"body":"and I'm saying I'm so sorry I am booked."},{"speaker":"Speaker 1","startTime":619.58,"endTime":621.305,"body":"What was interesting is that I actually put"},{"speaker":"Speaker 1","startTime":621.325,"endTime":623.871,"body":"a pop-up on my website saying that and I"},{"speaker":"Speaker 1","startTime":623.951,"endTime":625.984,"body":"felt like all of a sudden I started getting"},{"speaker":"Speaker 1","startTime":626.024,"endTime":628.249,"body":"these inquiries that were like I'll fit"},{"speaker":"Speaker 1","startTime":628.289,"endTime":631.166,"body":"myself into any corner of your schedule and"},{"speaker":"Speaker 1","startTime":631.186,"endTime":632.573,"body":"they weren't saying that before."},{"speaker":"Speaker 1","startTime":632.653,"endTime":634.942,"body":"It was almost like me saying no ahead of"},{"speaker":"Speaker 1","startTime":635.002,"endTime":636.968,"body":"time made them want it more."},{"speaker":"Speaker 1","startTime":637.028,"endTime":639.194,"body":"So I'm not saying be false."},{"speaker":"Speaker 1","startTime":640.136,"endTime":642.041,"body":"I'm not saying say no for the sake of"},{"speaker":"Speaker 1","startTime":642.101,"endTime":642.703,"body":"saying no."},{"speaker":"Speaker 1","startTime":642.823,"endTime":645.188,"body":"You know you don't want to create false"},{"speaker":"Speaker 1","startTime":645.328,"endTime":648.121,"body":"scarcity, but I do think that setting"},{"speaker":"Speaker 1","startTime":648.161,"endTime":651.787,"body":"boundaries can be good, not only for sort"},{"speaker":"Speaker 1","startTime":651.827,"endTime":655.133,"body":"of your mental well-being and the clients"},{"speaker":"Speaker 1","startTime":655.193,"endTime":657.804,"body":"who have hired you and sort of gotten in"},{"speaker":"Speaker 1","startTime":657.944,"endTime":660.73,"body":"while you did have available space, but"},{"speaker":"Speaker 1","startTime":660.77,"endTime":662.354,"body":"it's also good for your branding."},{"speaker":"Speaker 1","startTime":663.4,"endTime":666.247,"body":"So if you are finding yourself inundated"},{"speaker":"Speaker 1","startTime":666.327,"endTime":668.973,"body":"with inquiries and people are booking you,"},{"speaker":"Speaker 1","startTime":669.52,"endTime":671.004,"body":"it can be time to raise your prices."},{"speaker":"Speaker 1","startTime":671.465,"endTime":674.292,"body":"It can be time to start saying no to people"},{"speaker":"Speaker 1","startTime":674.332,"endTime":675.784,"body":"who are not your ideal client."},{"speaker":"Speaker 1","startTime":675.824,"endTime":677.708,"body":"You know, if you don't photograph, if you"},{"speaker":"Speaker 1","startTime":677.729,"endTime":681.083,"body":"don't like photographing big family, you"},{"speaker":"Speaker 1","startTime":681.103,"endTime":683.509,"body":"know extended family sessions say no."},{"speaker":"Speaker 1","startTime":683.79,"endTime":685.213,"body":"You know, pass those on to other"},{"speaker":"Speaker 1","startTime":685.3,"endTime":687.106,"body":"photographers who do want that work."},{"speaker":"Speaker 1","startTime":687.888,"endTime":690.676,"body":"The other thing that can sort of tie into"},{"speaker":"Speaker 1","startTime":690.737,"endTime":693.505,"body":"this is are sticking to your other policies."},{"speaker":"Speaker 1","startTime":693.705,"endTime":696.032,"body":"So you know, rush fees, weekend surcharges,"},{"speaker":"Speaker 1","startTime":696.052,"endTime":696.955,"body":"any sort of tie into this is are sticking"},{"speaker":"Speaker 1","startTime":696.975,"endTime":697.717,"body":"to your other policies."},{"speaker":"Speaker 1","startTime":697.737,"endTime":698.66,"body":"So you know, rush fees, weekend surcharges,"},{"speaker":"Speaker 1","startTime":699.08,"endTime":700.03,"body":"any sort of policy that you have in place"},{"speaker":"Speaker 1","startTime":700.05,"endTime":701.642,"body":"or that maybe for this year it's time to"},{"speaker":"Speaker 1","startTime":701.702,"endTime":704.562,"body":"put into place that protect your time, that"},{"speaker":"Speaker 1","startTime":704.622,"endTime":707.429,"body":"is going to help your work-life balance"},{"speaker":"Speaker 1","startTime":707.71,"endTime":710.606,"body":"whatever that is but it's also going to"},{"speaker":"Speaker 1","startTime":710.767,"endTime":711.87,"body":"protect your business."},{"speaker":"Speaker 1","startTime":712.781,"endTime":715.329,"body":"With this, I want to raise something that I"},{"speaker":"Speaker 1","startTime":715.449,"endTime":718.405,"body":"have myself been extremely guilty of, and"},{"speaker":"Speaker 1","startTime":718.465,"endTime":721.231,"body":"not like way in the distant past, but I"},{"speaker":"Speaker 1","startTime":721.311,"endTime":723.101,"body":"still kind of have this, and I think it's"},{"speaker":"Speaker 1","startTime":723.181,"endTime":726.168,"body":"one of those deep rooted issues that many"},{"speaker":"Speaker 1","startTime":726.208,"endTime":727.933,"body":"of us probably carry, and this is the"},{"speaker":"Speaker 1","startTime":728.28,"endTime":731.408,"body":"concept of using time as a badge of honor."},{"speaker":"Speaker 1","startTime":731.488,"endTime":734.544,"body":"The amount of time that you work or the"},{"speaker":"Speaker 1","startTime":734.664,"endTime":736.856,"body":"hours that you log when you're working on"},{"speaker":"Speaker 1","startTime":736.897,"endTime":742.286,"body":"something, somehow is tied to success or"},{"speaker":"Speaker 1","startTime":742.366,"endTime":744.472,"body":"your value as a business owner."},{"speaker":"Speaker 1","startTime":745.722,"endTime":749.586,"body":"The fact of the matter is, there are plenty"},{"speaker":"Speaker 1","startTime":749.847,"endTime":752.052,"body":"of extremely successful people out there"},{"speaker":"Speaker 1","startTime":752.422,"endTime":755.22,"body":"who part of their success In fact, perhaps"},{"speaker":"Speaker 1","startTime":755.36,"endTime":758.107,"body":"the key to their success is the fact that"},{"speaker":"Speaker 1","startTime":758.147,"endTime":759.851,"body":"they have gotten smarter with their"},{"speaker":"Speaker 1","startTime":759.891,"endTime":761.722,"body":"workflows, they've gotten better with their"},{"speaker":"Speaker 1","startTime":761.762,"endTime":762.604,"body":"time management."},{"speaker":"Speaker 1","startTime":762.924,"endTime":765.971,"body":"They have, you know, outsourced things,"},{"speaker":"Speaker 1","startTime":766.172,"endTime":769.242,"body":"automated things, and I have done that"},{"speaker":"Speaker 1","startTime":769.302,"endTime":770.985,"body":"pretty successfully in my photography"},{"speaker":"Speaker 1","startTime":771.045,"endTime":771.385,"body":"business."},{"speaker":"Speaker 1","startTime":771.505,"endTime":772.547,"body":"I'm still working on it."},{"speaker":"Speaker 1","startTime":772.647,"endTime":774.93,"body":"In this business, I am someone who, you"},{"speaker":"Speaker 1","startTime":774.97,"endTime":777.173,"body":"know, if I have a few minutes on my hand, I"},{"speaker":"Speaker 1","startTime":777.233,"endTime":780.424,"body":"tend to lean into work and it creates"},{"speaker":"Speaker 1","startTime":781.026,"endTime":781.568,"body":"messiness."},{"speaker":"Speaker 1","startTime":781.821,"endTime":784.307,"body":"It, you know, again going back to burnout"},{"speaker":"Speaker 1","startTime":784.327,"endTime":785.31,"body":"and all this other stuff it can."},{"speaker":"Speaker 1","startTime":785.491,"endTime":787.386,"body":"It can really sort of snowball into a"},{"speaker":"Speaker 1","startTime":787.446,"endTime":788.149,"body":"bigger problem."},{"speaker":"Speaker 1","startTime":789.681,"endTime":792.487,"body":"I think much of that for me comes from this,"},{"speaker":"Speaker 1","startTime":792.888,"endTime":795.994,"body":"like deep rooted belief that you know,"},{"speaker":"Speaker 1","startTime":796.521,"endTime":799.949,"body":"being busy and being working hard somehow"},{"speaker":"Speaker 1","startTime":800.009,"endTime":801.793,"body":"make me a better person."},{"speaker":"Speaker 1","startTime":803.021,"endTime":805.749,"body":"And that, you know, is a conversation"},{"speaker":"Speaker 1","startTime":805.809,"endTime":806.932,"body":"perhaps for another time."},{"speaker":"Speaker 1","startTime":806.98,"endTime":809.57,"body":"But if you relate to that, if you tend to"},{"speaker":"Speaker 1","startTime":809.67,"endTime":812.32,"body":"feel like, in order to justify your prices,"},{"speaker":"Speaker 1","startTime":812.581,"endTime":814.963,"body":"you have to put in those extra hours, I"},{"speaker":"Speaker 1","startTime":815.004,"endTime":816.936,"body":"want you to really reevaluate that, because,"},{"speaker":"Speaker 1","startTime":817.317,"endTime":819.144,"body":"objectively, that's not true."},{"speaker":"Speaker 1","startTime":819.515,"endTime":822.082,"body":"And so how can we shift the way that we"},{"speaker":"Speaker 1","startTime":822.203,"endTime":825.472,"body":"think about this in our businesses in order"},{"speaker":"Speaker 1","startTime":825.592,"endTime":829.244,"body":"to create space and allow ourselves to kind"},{"speaker":"Speaker 1","startTime":829.284,"endTime":829.745,"body":"of breathe?"},{"speaker":"Speaker 1","startTime":830.035,"endTime":832.88,"body":"The truth is that, as creatives, we have to"},{"speaker":"Speaker 1","startTime":832.941,"endTime":837.128,"body":"create space to allow that creativity to"},{"speaker":"Speaker 1","startTime":837.189,"endTime":839.381,"body":"flourish within our work and then outside"},{"speaker":"Speaker 1","startTime":839.401,"endTime":840.325,"body":"of our work as well."},{"speaker":"Speaker 1","startTime":840.515,"endTime":842.677,"body":"So it is something worth paying attention"},{"speaker":"Speaker 1","startTime":842.717,"endTime":842.837,"body":"to."},{"speaker":"Speaker 1","startTime":843.418,"endTime":845.964,"body":"And then item number five on my list kind"},{"speaker":"Speaker 1","startTime":845.984,"endTime":848.537,"body":"of ties into that as well, and that is, you"},{"speaker":"Speaker 1","startTime":848.578,"endTime":849.019,"body":"know, it's like."},{"speaker":"Speaker 1","startTime":849.039,"endTime":850.966,"body":"There's the I have to work hard."},{"speaker":"Speaker 1","startTime":851.507,"endTime":854.015,"body":"More work equals more money, equals more"},{"speaker":"Speaker 1","startTime":854.055,"endTime":856.418,"body":"success, equals more validation, whatever."},{"speaker":"Speaker 1","startTime":857.679,"endTime":859.821,"body":"And the flip side of that is that, you know,"},{"speaker":"Speaker 1","startTime":859.901,"endTime":864.146,"body":"one of the major solutions for hard work or"},{"speaker":"Speaker 1","startTime":864.386,"endTime":867.349,"body":"lots of work, working you know lots of"},{"speaker":"Speaker 1","startTime":867.389,"endTime":870.052,"body":"different checkboxes is automation."},{"speaker":"Speaker 1","startTime":870.495,"endTime":873.58,"body":"Automation is a very, very inexpensive way"},{"speaker":"Speaker 1","startTime":873.681,"endTime":876.405,"body":"and very accessible way these days to"},{"speaker":"Speaker 1","startTime":876.686,"endTime":879.711,"body":"reduce the amount of, like the number of"},{"speaker":"Speaker 1","startTime":879.791,"endTime":881.614,"body":"boxes that you have to check on a daily"},{"speaker":"Speaker 1","startTime":881.654,"endTime":881.855,"body":"basis."},{"speaker":"Speaker 1","startTime":882.076,"endTime":883.682,"body":"You can automate all kinds of things"},{"speaker":"Speaker 1","startTime":884.344,"endTime":886.753,"body":"different admin tasks, different, you know,"},{"speaker":"Speaker 1","startTime":886.874,"endTime":888.321,"body":"editing can be automated."},{"speaker":"Speaker 1","startTime":888.655,"endTime":890.543,"body":"Lots of different things can be automated"},{"speaker":"Speaker 1","startTime":890.945,"endTime":891.668,"body":"and outsourced."},{"speaker":"Speaker 1","startTime":891.769,"endTime":894.977,"body":"But I want to focus on automation and so"},{"speaker":"Speaker 1","startTime":895.057,"endTime":898.54,"body":"many photographers, so many creatives, so"},{"speaker":"Speaker 1","startTime":898.58,"endTime":901.343,"body":"many small business owners fear automation."},{"speaker":"Speaker 1","startTime":901.564,"endTime":905.528,"body":"They feel hesitant to automate things"},{"speaker":"Speaker 1","startTime":905.808,"endTime":909.251,"body":"because they feel like maybe something will"},{"speaker":"Speaker 1","startTime":909.291,"endTime":909.652,"body":"go wrong."},{"speaker":"Speaker 1","startTime":910.055,"endTime":912.221,"body":"Maybe one of my clients will see, you know,"},{"speaker":"Speaker 1","startTime":912.322,"endTime":914.006,"body":"an email that they're not supposed to get"},{"speaker":"Speaker 1","startTime":914.46,"endTime":915.795,"body":"and they'll know that it was automated."},{"speaker":"Speaker 1","startTime":916.257,"endTime":918.244,"body":"Or, you know, I would hate for something to"},{"speaker":"Speaker 1","startTime":918.485,"endTime":920.272,"body":"make my clients feel like I'm not paying"},{"speaker":"Speaker 1","startTime":920.513,"endTime":922.08,"body":"100% attention all the time."},{"speaker":"Speaker 1","startTime":922.975,"endTime":924.217,"body":"I'm going to bring this back to sort of"},{"speaker":"Speaker 1","startTime":924.257,"endTime":928.463,"body":"that mental, psychological weird thing"},{"speaker":"Speaker 1","startTime":928.544,"endTime":931.187,"body":"where, as soon as I said I'm not available"},{"speaker":"Speaker 1","startTime":931.207,"endTime":932.67,"body":"to be hired, everybody all of a sudden"},{"speaker":"Speaker 1","startTime":932.69,"endTime":933.31,"body":"wanted to hire me."},{"speaker":"Speaker 1","startTime":933.976,"endTime":935.795,"body":"It's kind of like that with automation I"},{"speaker":"Speaker 1","startTime":935.856,"endTime":937.4,"body":"have leaned in to."},{"speaker":"Speaker 1","startTime":938.283,"endTime":940.257,"body":"In my automated emails I'll put like a"},{"speaker":"Speaker 1","startTime":940.298,"endTime":942.196,"body":"little thing in there being like this is a"},{"speaker":"Speaker 1","startTime":942.296,"endTime":943.502,"body":"you know, automated reminder."},{"speaker":"Speaker 1","startTime":943.935,"endTime":945.462,"body":"If this seems wrong, just reach out to me."},{"speaker":"Speaker 1","startTime":946.777,"endTime":949.69,"body":"I think that clients respect the fact that"},{"speaker":"Speaker 1","startTime":949.791,"endTime":950.635,"body":"we are running businesses."},{"speaker":"Speaker 1","startTime":951.017,"endTime":952.88,"body":"We are busy people, they are busy people as"},{"speaker":"Speaker 1","startTime":952.94,"endTime":955.68,"body":"well, and we have set up systems that are"},{"speaker":"Speaker 1","startTime":955.74,"endTime":958.927,"body":"both professional and they're able to, you"},{"speaker":"Speaker 1","startTime":958.947,"endTime":960.957,"body":"know, make sure that all of those boxes get"},{"speaker":"Speaker 1","startTime":960.998,"endTime":961.298,"body":"checked."},{"speaker":"Speaker 1","startTime":961.879,"endTime":964.866,"body":"As a client, as someone on the receiving"},{"speaker":"Speaker 1","startTime":964.926,"endTime":967.317,"body":"end of any kind of service, I want to know"},{"speaker":"Speaker 1","startTime":967.357,"endTime":970.564,"body":"that the person providing that service is"},{"speaker":"Speaker 1","startTime":971.546,"endTime":973.883,"body":"taking really good care, and part of that"},{"speaker":"Speaker 1","startTime":973.964,"endTime":975.918,"body":"is running a professional business, so it"},{"speaker":"Speaker 1","startTime":976.018,"endTime":977.424,"body":"really is a win-win."},{"speaker":"Speaker 1","startTime":977.995,"endTime":980.441,"body":"There are so many amazing tools out there"},{"speaker":"Speaker 1","startTime":981.042,"endTime":983.348,"body":"for automating and you can set those"},{"speaker":"Speaker 1","startTime":983.435,"endTime":985.459,"body":"automations up in a way that feels very"},{"speaker":"Speaker 1","startTime":985.519,"endTime":987.163,"body":"true to you and to your brand."},{"speaker":"Speaker 1","startTime":988.665,"endTime":991.658,"body":"The sixth point that I want to raise is"},{"speaker":"Speaker 1","startTime":992.56,"endTime":994.223,"body":"systems, and no one should be surprised"},{"speaker":"Speaker 1","startTime":994.243,"endTime":995.546,"body":"that I want to talk about systems."},{"speaker":"Speaker 1","startTime":995.706,"endTime":998.157,"body":"But the fact of the matter is that systems"},{"speaker":"Speaker 1","startTime":998.498,"endTime":1000.2,"body":"kind of like intentions at the beginning"},{"speaker":"Speaker 1","startTime":1000.22,"endTime":1000.941,"body":"that I was talking about."},{"speaker":"Speaker 1","startTime":1000.981,"endTime":1002.924,"body":"It's like they're great when we first set"},{"speaker":"Speaker 1","startTime":1002.944,"endTime":1006.51,"body":"them up and then after a while things get"},{"speaker":"Speaker 1","startTime":1006.65,"endTime":1007.051,"body":"messy."},{"speaker":"Speaker 1","startTime":1008.035,"endTime":1009.999,"body":"You know, it's like when you first organize"},{"speaker":"Speaker 1","startTime":1010.6,"endTime":1014.528,"body":"the catch-all drawer in your kitchen where"},{"speaker":"Speaker 1","startTime":1014.629,"endTime":1016.561,"body":"you've got scissors and you've got, you"},{"speaker":"Speaker 1","startTime":1016.601,"endTime":1019.25,"body":"know, extra phone chargers and you've got"},{"speaker":"Speaker 1","startTime":1019.291,"endTime":1021.7,"body":"some markers and whatever, and then that"},{"speaker":"Speaker 1","startTime":1021.72,"endTime":1022.736,"body":"becomes the junk drawer."},{"speaker":"Speaker 1","startTime":1023.036,"endTime":1025.882,"body":"And so over the course of a few months or a"},{"speaker":"Speaker 1","startTime":1025.942,"endTime":1029.529,"body":"year that drawer becomes super disorganized"},{"speaker":"Speaker 1","startTime":1029.609,"endTime":1032.02,"body":"and all over the place and you have to sit"},{"speaker":"Speaker 1","startTime":1032.04,"endTime":1034.546,"body":"down and clean that drawer out and sort of"},{"speaker":"Speaker 1","startTime":1034.646,"endTime":1036.697,"body":"restore it to its original purpose."},{"speaker":"Speaker 1","startTime":1037.438,"endTime":1039.861,"body":"The same is true for any system in your"},{"speaker":"Speaker 1","startTime":1039.901,"endTime":1040.281,"body":"business."},{"speaker":"Speaker 1","startTime":1040.822,"endTime":1043.305,"body":"This is a great time of year for you to sit"},{"speaker":"Speaker 1","startTime":1043.346,"endTime":1046.91,"body":"down and look at your processes from start"},{"speaker":"Speaker 1","startTime":1046.97,"endTime":1047.391,"body":"to finish."},{"speaker":"Speaker 1","startTime":1047.675,"endTime":1050.965,"body":"If you have access to the business plan,"},{"speaker":"Speaker 1","startTime":1051.005,"endTime":1051.487,"body":"glow up."},{"speaker":"Speaker 1","startTime":1051.607,"endTime":1054.115,"body":"I walk you through a whole process where"},{"speaker":"Speaker 1","startTime":1054.255,"endTime":1056.982,"body":"you are sort of taking your business apart"},{"speaker":"Speaker 1","startTime":1057.242,"endTime":1059.447,"body":"down to its component parts, looking at all"},{"speaker":"Speaker 1","startTime":1059.467,"endTime":1060.536,"body":"of them, and then I call it."},{"speaker":"Speaker 1","startTime":1060.617,"endTime":1062.14,"body":"You know we're going to Marie Kondo, your"},{"speaker":"Speaker 1","startTime":1062.18,"endTime":1062.56,"body":"business."},{"speaker":"Speaker 1","startTime":1063.342,"endTime":1065.125,"body":"That's what you need to do with each of"},{"speaker":"Speaker 1","startTime":1065.165,"endTime":1068.64,"body":"your systems at least once once a year in"},{"speaker":"Speaker 1","startTime":1068.761,"endTime":1071.389,"body":"order to avoid steps that you're doing that"},{"speaker":"Speaker 1","startTime":1071.429,"endTime":1073.435,"body":"you don't need to do, things that are"},{"speaker":"Speaker 1","startTime":1073.495,"endTime":1074.276,"body":"getting clunky."},{"speaker":"Speaker 1","startTime":1075.158,"endTime":1077.822,"body":"I think that maintaining that sort of lean"},{"speaker":"Speaker 1","startTime":1078.242,"endTime":1082.028,"body":"business will always serve you and it ends"},{"speaker":"Speaker 1","startTime":1082.088,"endTime":1083.29,"body":"up serving your clients as well."},{"speaker":"Speaker 1","startTime":1084.095,"endTime":1086.722,"body":"And the last issue that I want to raise is"},{"speaker":"Speaker 1","startTime":1086.782,"endTime":1089.047,"body":"probably the most important, and this is"},{"speaker":"Speaker 1","startTime":1089.147,"endTime":1093.002,"body":"that mental trap that so many photographers"},{"speaker":"Speaker 1","startTime":1093.062,"endTime":1095.587,"body":"and artists and creatives fall into, which"},{"speaker":"Speaker 1","startTime":1095.767,"endTime":1099.061,"body":"is the idea, the mindset, that creativity"},{"speaker":"Speaker 1","startTime":1099.261,"endTime":1101.468,"body":"and business are mutually exclusive."},{"speaker":"Speaker 1","startTime":1102.471,"endTime":1105.559,"body":"I hear so many photographers say, oh, you"},{"speaker":"Speaker 1","startTime":1105.619,"endTime":1107.182,"body":"know, I'm an artist, I'm not really a"},{"speaker":"Speaker 1","startTime":1107.242,"endTime":1108.225,"body":"business person."},{"speaker":"Speaker 1","startTime":1108.245,"endTime":1110.979,"body":"Uh, and they, you know whatever version of"},{"speaker":"Speaker 1","startTime":1111.019,"endTime":1113.829,"body":"that they say, and they say this not only"},{"speaker":"Speaker 1","startTime":1113.889,"endTime":1115.976,"body":"to themselves but to other people and even"},{"speaker":"Speaker 1","startTime":1116.016,"endTime":1119.321,"body":"to their clients, and it is such a"},{"speaker":"Speaker 1","startTime":1119.422,"endTime":1120.804,"body":"dangerous mindset."},{"speaker":"Speaker 1","startTime":1121.204,"endTime":1123.889,"body":"The fact of the matter is, you should be"},{"speaker":"Speaker 1","startTime":1123.969,"endTime":1125.036,"body":"creative in your business."},{"speaker":"Speaker 1","startTime":1125.096,"endTime":1127.062,"body":"Your business should be run creatively,"},{"speaker":"Speaker 1","startTime":1127.082,"endTime":1129.087,"body":"because that's on brand for any of us."},{"speaker":"Speaker 1","startTime":1130.295,"endTime":1135.045,"body":"But when you speak aloud the idea that you"},{"speaker":"Speaker 1","startTime":1135.105,"endTime":1136.729,"body":"are not a business person, that you are not"},{"speaker":"Speaker 1","startTime":1136.915,"endTime":1140.264,"body":"running a real business you are sort of"},{"speaker":"Speaker 1","startTime":1141.065,"endTime":1144.073,"body":"creating cracks in the foundation of your"},{"speaker":"Speaker 1","startTime":1144.153,"endTime":1146.619,"body":"long-term success, and that's the opposite"},{"speaker":"Speaker 1","startTime":1146.7,"endTime":1147.362,"body":"of what we want."},{"speaker":"Speaker 1","startTime":1148.244,"endTime":1151.814,"body":"I need you to do your business and yourself"},{"speaker":"Speaker 1","startTime":1152.034,"endTime":1155.525,"body":"and your clients the favor of believing"},{"speaker":"Speaker 1","startTime":1155.565,"endTime":1157.472,"body":"that you are a business person, that you"},{"speaker":"Speaker 1","startTime":1157.592,"endTime":1159.598,"body":"are a good-hearted business person, that"},{"speaker":"Speaker 1","startTime":1159.659,"endTime":1162.436,"body":"you are a smart business person, a creative"},{"speaker":"Speaker 1","startTime":1162.476,"endTime":1163.118,"body":"business person."},{"speaker":"Speaker 1","startTime":1163.479,"endTime":1166.225,"body":"You can frame it in all kinds of different"},{"speaker":"Speaker 1","startTime":1166.245,"endTime":1166.505,"body":"ways."},{"speaker":"Speaker 1","startTime":1166.886,"endTime":1168.558,"body":"This does not mean that you need to like"},{"speaker":"Speaker 1","startTime":1168.638,"endTime":1171.366,"body":"put on a power suit and show up in a"},{"speaker":"Speaker 1","startTime":1171.406,"endTime":1171.948,"body":"boardroom."},{"speaker":"Speaker 1","startTime":1172.75,"endTime":1176.578,"body":"What you are doing is giving your business"},{"speaker":"Speaker 1","startTime":1177.139,"endTime":1181.085,"body":"the respect that it's owed and that is"},{"speaker":"Speaker 1","startTime":1181.205,"endTime":1183.228,"body":"necessary for anyone else to give your"},{"speaker":"Speaker 1","startTime":1183.529,"endTime":1184.611,"body":"business any respect."},{"speaker":"Speaker 1","startTime":1185.375,"endTime":1187.941,"body":"So, of the seven issues that I have raised"},{"speaker":"Speaker 1","startTime":1188.001,"endTime":1191.468,"body":"here, they're all important and I know you"},{"speaker":"Speaker 1","startTime":1191.508,"endTime":1193.538,"body":"know sometimes it's like pick one or two"},{"speaker":"Speaker 1","startTime":1193.659,"endTime":1194.54,"body":"and jump in."},{"speaker":"Speaker 1","startTime":1195.723,"endTime":1196.765,"body":"These all work together."},{"speaker":"Speaker 1","startTime":1197.927,"endTime":1200.839,"body":"They're all super important to the"},{"speaker":"Speaker 1","startTime":1200.879,"endTime":1202.745,"body":"long-term health of your business, not to"},{"speaker":"Speaker 1","startTime":1202.805,"endTime":1205.082,"body":"mention your mental and emotional wellbeing."},{"speaker":"Speaker 1","startTime":1205.735,"endTime":1208.022,"body":"But if you do need a place to start, I want"},{"speaker":"Speaker 1","startTime":1208.063,"endTime":1209.106,"body":"you to start here at the end."},{"speaker":"Speaker 1","startTime":1209.215,"endTime":1211.564,"body":"I want you to begin with that mindset."},{"speaker":"Speaker 1","startTime":1212.395,"endTime":1215.122,"body":"Give yourself a mantra like make a little"},{"speaker":"Speaker 1","startTime":1215.503,"endTime":1216.987,"body":"sticky note and hang it on your mirror."},{"speaker":"Speaker 1","startTime":1217.956,"endTime":1219.462,"body":"Whatever works for you."},{"speaker":"Speaker 1","startTime":1219.876,"endTime":1221.622,"body":"I want you to remember you are running a"},{"speaker":"Speaker 1","startTime":1221.662,"endTime":1222.083,"body":"business."},{"speaker":"Speaker 1","startTime":1222.184,"endTime":1225.2,"body":"You are committed to making good art and,"},{"speaker":"Speaker 1","startTime":1225.32,"endTime":1227.244,"body":"in return, making good money."},{"speaker":"Speaker 1","startTime":1228.106,"endTime":1230.536,"body":"In order to make good on those commitments,"},{"speaker":"Speaker 1","startTime":1231.158,"endTime":1232.762,"body":"you have to charge profitable rates."},{"speaker":"Speaker 1","startTime":1232.842,"endTime":1235.048,"body":"You have to embrace systems and automation."},{"speaker":"Speaker 1","startTime":1235.656,"endTime":1237.74,"body":"You have to do things that might sometimes"},{"speaker":"Speaker 1","startTime":1237.8,"endTime":1240.024,"body":"make you feel uncomfortable, like saying no"},{"speaker":"Speaker 1","startTime":1240.064,"endTime":1242.349,"body":"to an inquiry or even firing a client."},{"speaker":"Speaker 1","startTime":1243.916,"endTime":1245.5,"body":"If you need support, if you need"},{"speaker":"Speaker 1","startTime":1245.581,"endTime":1247.426,"body":"encouragement, you know that I am here for"},{"speaker":"Speaker 1","startTime":1247.466,"endTime":1247.586,"body":"you."},{"speaker":"Speaker 1","startTime":1248.576,"endTime":1250.582,"body":"If you're not yet part of our free Facebook"},{"speaker":"Speaker 1","startTime":1250.602,"endTime":1253.198,"body":"community, you can join us there and if you"},{"speaker":"Speaker 1","startTime":1253.258,"endTime":1255.045,"body":"need help with your systems this can't be"},{"speaker":"Speaker 1","startTime":1255.065,"endTime":1257.394,"body":"that hard has been here for you for five"},{"speaker":"Speaker 1","startTime":1257.454,"endTime":1257.635,"body":"years."},{"speaker":"Speaker 1","startTime":1257.835,"endTime":1260.978,"body":"We will continue to be here for you and I"},{"speaker":"Speaker 1","startTime":1261.038,"endTime":1263.296,"body":"look forward to watching your businesses"},{"speaker":"Speaker 1","startTime":1263.397,"endTime":1263.737,"body":"thrive."},{"speaker":"Speaker 1","startTime":1264.018,"endTime":1264.86,"body":"Happy new year, guys."},{"speaker":"Speaker 1","startTime":1265.502,"endTime":1267.507,"body":"Well, that's it for this week's episode of"},{"speaker":"Speaker 1","startTime":1267.547,"endTime":1267.687,"body":"this."},{"speaker":"Speaker 1","startTime":1267.747,"endTime":1268.536,"body":"Can't be that hard."},{"speaker":"Speaker 1","startTime":1269.057,"endTime":1271.142,"body":"I'll be back same time, same place, next"},{"speaker":"Speaker 1","startTime":1271.222,"endTime":1271.383,"body":"week."},{"speaker":"Speaker 1","startTime":1272.064,"endTime":1273.588,"body":"In the meantime, you can find more"},{"speaker":"Speaker 1","startTime":1273.695,"endTime":1275.76,"body":"information about this episode, along with"},{"speaker":"Speaker 1","startTime":1275.921,"endTime":1278.126,"body":"all the relevant links, notes and downloads"},{"speaker":"Speaker 1","startTime":1278.647,"endTime":1281.222,"body":"at this can't be that hardcom slash learn."},{"speaker":"Speaker 1","startTime":1281.944,"endTime":1283.917,"body":"If you like the podcast, be sure to hit the"},{"speaker":"Speaker 1","startTime":1283.957,"endTime":1284.719,"body":"subscribe button."},{"speaker":"Speaker 1","startTime":1285.36,"endTime":1287.566,"body":"Even better, share the love by leaving a"},{"speaker":"Speaker 1","startTime":1287.606,"endTime":1288.528,"body":"review in iTunes."},{"speaker":"Speaker 1","startTime":1289.135,"endTime":1291.137,"body":"And, as always, thanks so much for joining"},{"speaker":"Speaker 1","startTime":1291.177,"endTime":1291.297,"body":"me."},{"speaker":"Speaker 1","startTime":1291.658,"endTime":1293.36,"body":"I hope you have a fantastic week."}]}