{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.0,"endTime":3.78,"body":"Sometimes I"},{"speaker":"Annemie Tonken","startTime":0.0,"endTime":3.78,"body":"start a podcast interview with"},{"speaker":"Annemie Tonken","startTime":3.78,"endTime":8.34,"body":"one sort of idea in mind about"},{"speaker":"Annemie Tonken","startTime":3.78,"endTime":8.34,"body":"what the conversation is going"},{"speaker":"Annemie Tonken","startTime":8.34,"endTime":12.72,"body":"to be about, and then it ends up"},{"speaker":"Annemie Tonken","startTime":8.34,"endTime":12.72,"body":"landing in a completely"},{"speaker":"Annemie Tonken","startTime":12.72,"endTime":16.14,"body":"different place than I"},{"speaker":"Annemie Tonken","startTime":12.72,"endTime":16.14,"body":"anticipated. And today's"},{"speaker":"Annemie Tonken","startTime":16.5,"endTime":19.98,"body":"interview with Stacey Rolfe is"},{"speaker":"Annemie Tonken","startTime":16.5,"endTime":19.98,"body":"very much one of those"},{"speaker":"Annemie Tonken","startTime":19.98,"endTime":24.98,"body":"interviews. However, I really"},{"speaker":"Annemie Tonken","startTime":19.98,"endTime":24.98,"body":"love all the different ground"},{"speaker":"Annemie Tonken","startTime":24.98,"endTime":29.24,"body":"that we covered in this"},{"speaker":"Annemie Tonken","startTime":24.98,"endTime":29.24,"body":"conversation. Stacey is a friend"},{"speaker":"Annemie Tonken","startTime":29.24,"endTime":35.72,"body":"of mine who I met in Australia"},{"speaker":"Annemie Tonken","startTime":29.24,"endTime":35.72,"body":"in I think it was 2022, when I"},{"speaker":"Annemie Tonken","startTime":35.78,"endTime":40.66,"body":"was invited to speak for her"},{"speaker":"Annemie Tonken","startTime":35.78,"endTime":40.66,"body":"community in Sydney and give a"},{"speaker":"Annemie Tonken","startTime":40.66,"endTime":46.84,"body":"talk about portrait memberships,"},{"speaker":"Annemie Tonken","startTime":40.66,"endTime":46.84,"body":"and I was so taken by this woman"},{"speaker":"Annemie Tonken","startTime":46.84,"endTime":50.74,"body":"who was just a powerhouse"},{"speaker":"Annemie Tonken","startTime":46.84,"endTime":50.74,"body":"community builder, people"},{"speaker":"Annemie Tonken","startTime":50.74,"endTime":57.16,"body":"connector, idea spreader, sort"},{"speaker":"Annemie Tonken","startTime":50.74,"endTime":57.16,"body":"of energetic person who had all"},{"speaker":"Annemie Tonken","startTime":57.16,"endTime":60.36,"body":"the same feelings and beliefs"},{"speaker":"Annemie Tonken","startTime":57.16,"endTime":60.36,"body":"that I did about helping"},{"speaker":"Annemie Tonken","startTime":60.36,"endTime":64.14,"body":"photographers run profitable"},{"speaker":"Annemie Tonken","startTime":60.36,"endTime":64.14,"body":"businesses that are organized,"},{"speaker":"Annemie Tonken","startTime":64.14,"endTime":67.98,"body":"sustainable, all that sort of"},{"speaker":"Annemie Tonken","startTime":64.14,"endTime":67.98,"body":"thing. But was really pretty new"},{"speaker":"Annemie Tonken","startTime":67.98,"endTime":71.34,"body":"in the industry at that point,"},{"speaker":"Annemie Tonken","startTime":67.98,"endTime":71.34,"body":"not just in the education part"},{"speaker":"Annemie Tonken","startTime":71.4,"endTime":75.48,"body":"of the world, but in photography"},{"speaker":"Annemie Tonken","startTime":71.4,"endTime":75.48,"body":"in general. You're going to hear"},{"speaker":"Annemie Tonken","startTime":75.48,"endTime":78.78,"body":"more of her backstory from her"},{"speaker":"Annemie Tonken","startTime":75.48,"endTime":78.78,"body":"in this conversation. So I won't"},{"speaker":"Annemie Tonken","startTime":78.78,"endTime":83.12,"body":"spoil all the surprises there,"},{"speaker":"Annemie Tonken","startTime":78.78,"endTime":83.12,"body":"but I just want you to go into"},{"speaker":"Annemie Tonken","startTime":83.12,"endTime":87.8,"body":"this thinking about listening"},{"speaker":"Annemie Tonken","startTime":83.12,"endTime":87.8,"body":"not only to what Stacy is"},{"speaker":"Annemie Tonken","startTime":87.8,"endTime":95.24,"body":"saying, but to the what her"},{"speaker":"Annemie Tonken","startTime":87.8,"endTime":95.24,"body":"story is telling us about what"},{"speaker":"Annemie Tonken","startTime":95.24,"endTime":101.08,"body":"it takes to be successful, And"},{"speaker":"Annemie Tonken","startTime":95.24,"endTime":101.08,"body":"what success means when you"},{"speaker":"Annemie Tonken","startTime":101.08,"endTime":106.48,"body":"define it based on sort of your"},{"speaker":"Annemie Tonken","startTime":101.08,"endTime":106.48,"body":"overarching goals, strengths,"},{"speaker":"Annemie Tonken","startTime":106.48,"endTime":109.96,"body":"things you enjoy, all of those"},{"speaker":"Annemie Tonken","startTime":106.48,"endTime":109.96,"body":"kinds of things, as opposed to"},{"speaker":"Annemie Tonken","startTime":110.32,"endTime":115.06,"body":"some sort of you know metric"},{"speaker":"Annemie Tonken","startTime":110.32,"endTime":115.06,"body":"that is locked in with finances"},{"speaker":"Annemie Tonken","startTime":115.06,"endTime":119.2,"body":"or locked in with somebody"},{"speaker":"Annemie Tonken","startTime":115.06,"endTime":119.2,"body":"else's definition of success."},{"speaker":"Annemie Tonken","startTime":119.26,"endTime":122.46,"body":"Anyway. Stacy is such a breath"},{"speaker":"Annemie Tonken","startTime":119.26,"endTime":122.46,"body":"of fresh air. I really enjoyed"},{"speaker":"Annemie Tonken","startTime":122.46,"endTime":126.3,"body":"our conversation. I know you"},{"speaker":"Annemie Tonken","startTime":122.46,"endTime":126.3,"body":"will too, and I hope that at the"},{"speaker":"Annemie Tonken","startTime":126.3,"endTime":130.26,"body":"end of this, whether or not you"},{"speaker":"Annemie Tonken","startTime":126.3,"endTime":130.26,"body":"have any need of her services,"},{"speaker":"Annemie Tonken","startTime":130.5,"endTime":134.82,"body":"you start to follow her, because"},{"speaker":"Annemie Tonken","startTime":130.5,"endTime":134.82,"body":"her online presence is really"},{"speaker":"Annemie Tonken","startTime":134.82,"endTime":140.42,"body":"just as inspirational as what"},{"speaker":"Annemie Tonken","startTime":134.82,"endTime":140.42,"body":"she has to share today. Welcome"},{"speaker":"Annemie Tonken","startTime":140.42,"endTime":143.78,"body":"to this can't be that hard. My"},{"speaker":"Annemie Tonken","startTime":140.42,"endTime":143.78,"body":"name is Annemie Tonken, and I"},{"speaker":"Annemie Tonken","startTime":143.78,"endTime":146.12,"body":"help photographers run"},{"speaker":"Annemie Tonken","startTime":143.78,"endTime":146.12,"body":"profitable, sustainable"},{"speaker":"Annemie Tonken","startTime":146.12,"endTime":149.54,"body":"businesses that they love. Each"},{"speaker":"Annemie Tonken","startTime":146.12,"endTime":149.54,"body":"week on the podcast, I cover"},{"speaker":"Annemie Tonken","startTime":149.54,"endTime":152.9,"body":"simple, actionable strategies"},{"speaker":"Annemie Tonken","startTime":149.54,"endTime":152.9,"body":"and systems that photographers"},{"speaker":"Annemie Tonken","startTime":152.9,"endTime":156.26,"body":"at every level of experience can"},{"speaker":"Annemie Tonken","startTime":152.9,"endTime":156.26,"body":"use to earn more money in a more"},{"speaker":"Annemie Tonken","startTime":156.26,"endTime":159.74,"body":"sustainable way. Running a"},{"speaker":"Annemie Tonken","startTime":156.26,"endTime":159.74,"body":"photography business doesn't"},{"speaker":"Annemie Tonken","startTime":159.74,"endTime":168.22,"body":"have to be that hard, you can do"},{"speaker":"Annemie Tonken","startTime":159.74,"endTime":168.22,"body":"it, and I can show you how Stacy"},{"speaker":"Annemie Tonken","startTime":168.22,"endTime":172.3,"body":"Rolf, welcome to this. Can't be"},{"speaker":"Annemie Tonken","startTime":168.22,"endTime":172.3,"body":"that hard. This is way, way"},{"speaker":"Annemie Tonken","startTime":172.3,"endTime":175.42,"body":"overdue. I am so excited to chat"},{"speaker":"Annemie Tonken","startTime":172.3,"endTime":175.42,"body":"with you today. How are you?"},{"speaker":"Stacey Rolfe","startTime":175.72,"endTime":178.78,"body":"I am really well."},{"speaker":"Stacey Rolfe","startTime":175.72,"endTime":178.78,"body":"I'm so glad to finally be doing"},{"speaker":"Stacey Rolfe","startTime":178.78,"endTime":182.64,"body":"this. It's been on our list for"},{"speaker":"Stacey Rolfe","startTime":178.78,"endTime":182.64,"body":"years now? Yeah. I"},{"speaker":"Annemie Tonken","startTime":182.64,"endTime":185.28,"body":"mean, I let's"},{"speaker":"Annemie Tonken","startTime":182.64,"endTime":185.28,"body":"see, I've known you for a solid"},{"speaker":"Annemie Tonken","startTime":185.28,"endTime":188.88,"body":"two years, and would have been"},{"speaker":"Annemie Tonken","startTime":185.28,"endTime":188.88,"body":"happy to have you on the show at"},{"speaker":"Annemie Tonken","startTime":188.88,"endTime":192.84,"body":"any point in that period of"},{"speaker":"Annemie Tonken","startTime":188.88,"endTime":192.84,"body":"time. And yeah, here we are."},{"speaker":"Annemie Tonken","startTime":192.84,"endTime":197.16,"body":"This is the this is what happens"},{"speaker":"Annemie Tonken","startTime":192.84,"endTime":197.16,"body":"when two Busy Women are like, we"},{"speaker":"Annemie Tonken","startTime":197.16,"endTime":201.02,"body":"should get together, and then"},{"speaker":"Annemie Tonken","startTime":197.16,"endTime":201.02,"body":"two years later, they finally"},{"speaker":"Annemie Tonken","startTime":201.02,"endTime":205.76,"body":"have lunch. That's right, but it"},{"speaker":"Annemie Tonken","startTime":201.02,"endTime":205.76,"body":"is great to see you. How have"},{"speaker":"Annemie Tonken","startTime":205.76,"endTime":206.6,"body":"you been?"},{"speaker":"Stacey Rolfe","startTime":206.78,"endTime":209.54,"body":"I have been really"},{"speaker":"Stacey Rolfe","startTime":206.78,"endTime":209.54,"body":"well. Thank you. Yeah, we've"},{"speaker":"Stacey Rolfe","startTime":209.54,"endTime":215.12,"body":"just got back from a big trip."},{"speaker":"Stacey Rolfe","startTime":209.54,"endTime":215.12,"body":"We spent winter in Europe, and"},{"speaker":"Stacey Rolfe","startTime":215.18,"endTime":217.64,"body":"so that was really nice to"},{"speaker":"Stacey Rolfe","startTime":215.18,"endTime":217.64,"body":"switch the brain off. And then"},{"speaker":"Stacey Rolfe","startTime":217.64,"endTime":221.8,"body":"I've come back to big, exciting"},{"speaker":"Stacey Rolfe","startTime":217.64,"endTime":221.8,"body":"things in my business. So yeah,"},{"speaker":"Stacey Rolfe","startTime":221.86,"endTime":225.88,"body":"it's been, it's been kind of up"},{"speaker":"Stacey Rolfe","startTime":221.86,"endTime":225.88,"body":"and down, big whirlwind, really,"},{"speaker":"Stacey Rolfe","startTime":225.88,"endTime":226.48,"body":"yeah,"},{"speaker":"Annemie Tonken","startTime":226.48,"endTime":228.64,"body":"yeah, yeah."},{"speaker":"Annemie Tonken","startTime":226.48,"endTime":228.64,"body":"Well, as it always is. And I"},{"speaker":"Annemie Tonken","startTime":228.64,"endTime":231.58,"body":"guess I should probably back up"},{"speaker":"Annemie Tonken","startTime":228.64,"endTime":231.58,"body":"and have you introduce yourself."},{"speaker":"Annemie Tonken","startTime":231.58,"endTime":235.72,"body":"You are based in Australia."},{"speaker":"Annemie Tonken","startTime":231.58,"endTime":235.72,"body":"Traveling to Europe is a big"},{"speaker":"Annemie Tonken","startTime":235.72,"endTime":238.96,"body":"deal from Australia, obviously."},{"speaker":"Annemie Tonken","startTime":235.72,"endTime":238.96,"body":"But tell us a little bit as we"},{"speaker":"Annemie Tonken","startTime":238.96,"endTime":241.86,"body":"kick things off about and"},{"speaker":"Annemie Tonken","startTime":238.96,"endTime":241.86,"body":"actually, I guess we could just"},{"speaker":"Annemie Tonken","startTime":241.86,"endTime":244.38,"body":"sort of kick off with your"},{"speaker":"Annemie Tonken","startTime":241.86,"endTime":244.38,"body":"story, because that's where all"},{"speaker":"Annemie Tonken","startTime":244.38,"endTime":247.26,"body":"of this starts. Yeah, why don't"},{"speaker":"Annemie Tonken","startTime":244.38,"endTime":247.26,"body":"you give us the the short"},{"speaker":"Annemie Tonken","startTime":247.62,"endTime":250.68,"body":"version of your origins in"},{"speaker":"Annemie Tonken","startTime":247.62,"endTime":250.68,"body":"photography?"},{"speaker":"Stacey Rolfe","startTime":251.04,"endTime":253.56,"body":"Sure. Well, my"},{"speaker":"Stacey Rolfe","startTime":251.04,"endTime":253.56,"body":"short version. I'm not very good"},{"speaker":"Stacey Rolfe","startTime":253.56,"endTime":258.54,"body":"at short versions, but I'll try"},{"speaker":"Stacey Rolfe","startTime":253.56,"endTime":258.54,"body":"my very best. So my name is"},{"speaker":"Stacey Rolfe","startTime":258.54,"endTime":264.38,"body":"Stacy Rolf. I am English, as you"},{"speaker":"Stacey Rolfe","startTime":258.54,"endTime":264.38,"body":"can probably hear, but now live"},{"speaker":"Stacey Rolfe","startTime":264.38,"endTime":269.36,"body":"in Sydney with my husband and my"},{"speaker":"Stacey Rolfe","startTime":264.38,"endTime":269.36,"body":"two little kids. I was not a"},{"speaker":"Stacey Rolfe","startTime":269.36,"endTime":272.96,"body":"photographer my entire career,"},{"speaker":"Stacey Rolfe","startTime":269.36,"endTime":272.96,"body":"as I know, a lot of"},{"speaker":"Stacey Rolfe","startTime":272.96,"endTime":276.98,"body":"photographers are not I actually"},{"speaker":"Stacey Rolfe","startTime":272.96,"endTime":276.98,"body":"trained to be a lawyer, so I"},{"speaker":"Stacey Rolfe","startTime":276.98,"endTime":281.26,"body":"spent 12 years in London and"},{"speaker":"Stacey Rolfe","startTime":276.98,"endTime":281.26,"body":"then Sydney practicing"},{"speaker":"Stacey Rolfe","startTime":281.26,"endTime":287.26,"body":"employment law at big corporate,"},{"speaker":"Stacey Rolfe","startTime":281.26,"endTime":287.26,"body":"scary firms. And when I had my"},{"speaker":"Stacey Rolfe","startTime":287.5,"endTime":292.24,"body":"daughter, I decided that,"},{"speaker":"Stacey Rolfe","startTime":287.5,"endTime":292.24,"body":"hilariously, newborn"},{"speaker":"Stacey Rolfe","startTime":292.24,"endTime":294.52,"body":"photographers were far too"},{"speaker":"Stacey Rolfe","startTime":292.24,"endTime":294.52,"body":"expensive. And I'm sure I could"},{"speaker":"Stacey Rolfe","startTime":294.52,"endTime":297.76,"body":"just buy a camera and do that"},{"speaker":"Stacey Rolfe","startTime":294.52,"endTime":297.76,"body":"myself. I mean, how arrogant is"},{"speaker":"Stacey Rolfe","startTime":297.76,"endTime":301.56,"body":"that? And of course, I work. Out"},{"speaker":"Stacey Rolfe","startTime":297.76,"endTime":301.56,"body":"pretty quickly that I couldn't"},{"speaker":"Stacey Rolfe","startTime":301.56,"endTime":306.18,"body":"but it was a lot harder than it"},{"speaker":"Stacey Rolfe","startTime":301.56,"endTime":306.18,"body":"looked. This can't be that hard."},{"speaker":"Stacey Rolfe","startTime":306.42,"endTime":310.02,"body":"It can't be that hard. Oh my"},{"speaker":"Stacey Rolfe","startTime":306.42,"endTime":310.02,"body":"gosh, the naivety of you."},{"speaker":"Stacey Rolfe","startTime":310.08,"endTime":313.02,"body":"Anyway, I obviously have no good"},{"speaker":"Stacey Rolfe","startTime":310.08,"endTime":313.02,"body":"pictures of my daughter as a"},{"speaker":"Stacey Rolfe","startTime":313.02,"endTime":316.14,"body":"newborn, but that is fine,"},{"speaker":"Stacey Rolfe","startTime":313.02,"endTime":316.14,"body":"because over the years, I just"},{"speaker":"Stacey Rolfe","startTime":316.14,"endTime":319.5,"body":"developed this love for"},{"speaker":"Stacey Rolfe","startTime":316.14,"endTime":319.5,"body":"photography and built this"},{"speaker":"Stacey Rolfe","startTime":319.5,"endTime":323.84,"body":"gorgeous little side hustle. But"},{"speaker":"Stacey Rolfe","startTime":319.5,"endTime":323.84,"body":"the reason I met you, Annemie,"},{"speaker":"Stacey Rolfe","startTime":323.84,"endTime":327.92,"body":"is because I also have a"},{"speaker":"Stacey Rolfe","startTime":323.84,"endTime":327.92,"body":"business called the toghub. And"},{"speaker":"Stacey Rolfe","startTime":327.92,"endTime":331.22,"body":"in that, I kind of put all of"},{"speaker":"Stacey Rolfe","startTime":327.92,"endTime":331.22,"body":"the corporate skills that I have"},{"speaker":"Stacey Rolfe","startTime":331.22,"endTime":335.12,"body":"to use, and I help photographers"},{"speaker":"Stacey Rolfe","startTime":331.22,"endTime":335.12,"body":"to make their business easier."},{"speaker":"Stacey Rolfe","startTime":335.36,"endTime":338.6,"body":"So you'll find me both at Stacey"},{"speaker":"Stacey Rolfe","startTime":335.36,"endTime":338.6,"body":"roll photography, but you'll"},{"speaker":"Stacey Rolfe","startTime":338.6,"endTime":340.16,"body":"also find me over at toghub."},{"speaker":"Annemie Tonken","startTime":340.46,"endTime":343.18,"body":"I love that. And"},{"speaker":"Annemie Tonken","startTime":340.46,"endTime":343.18,"body":"when I was first put in touch"},{"speaker":"Annemie Tonken","startTime":343.18,"endTime":346.78,"body":"with you, it was because I was"},{"speaker":"Annemie Tonken","startTime":343.18,"endTime":346.78,"body":"going to be traveling to"},{"speaker":"Annemie Tonken","startTime":346.78,"endTime":350.44,"body":"Australia, and I was looking for"},{"speaker":"Annemie Tonken","startTime":346.78,"endTime":350.44,"body":"ways to extend my trip, to be"},{"speaker":"Annemie Tonken","startTime":350.44,"endTime":354.76,"body":"quite honest, and and then we"},{"speaker":"Annemie Tonken","startTime":350.44,"endTime":354.76,"body":"were connected, because you were"},{"speaker":"Annemie Tonken","startTime":354.76,"endTime":359.92,"body":"having the first of what has now"},{"speaker":"Annemie Tonken","startTime":354.76,"endTime":359.92,"body":"become a series of sort of get"},{"speaker":"Annemie Tonken","startTime":359.92,"endTime":363.0,"body":"togethers in the industry. And"},{"speaker":"Annemie Tonken","startTime":359.92,"endTime":363.0,"body":"maybe I'm getting ahead of,"},{"speaker":"Annemie Tonken","startTime":363.0,"endTime":365.52,"body":"maybe this is like getting ahead"},{"speaker":"Annemie Tonken","startTime":363.0,"endTime":365.52,"body":"of where we need to be in the"},{"speaker":"Annemie Tonken","startTime":365.52,"endTime":368.16,"body":"story. But, but yeah, I got to"},{"speaker":"Annemie Tonken","startTime":365.52,"endTime":368.16,"body":"come and meet you in person,"},{"speaker":"Annemie Tonken","startTime":368.22,"endTime":372.6,"body":"which was really fun. And seeing"},{"speaker":"Annemie Tonken","startTime":368.22,"endTime":372.6,"body":"what you were doing in Sydney"},{"speaker":"Annemie Tonken","startTime":372.6,"endTime":376.5,"body":"was really inspirational, really"},{"speaker":"Annemie Tonken","startTime":372.6,"endTime":376.5,"body":"exciting. The people there were"},{"speaker":"Annemie Tonken","startTime":376.5,"endTime":379.02,"body":"so enthusiastic about this"},{"speaker":"Annemie Tonken","startTime":376.5,"endTime":379.02,"body":"community that you were"},{"speaker":"Annemie Tonken","startTime":379.02,"endTime":383.9,"body":"creating, and I was frankly,"},{"speaker":"Annemie Tonken","startTime":379.02,"endTime":383.9,"body":"just inspired by how you had,"},{"speaker":"Annemie Tonken","startTime":383.9,"endTime":387.44,"body":"sort of, even as a relatively"},{"speaker":"Annemie Tonken","startTime":383.9,"endTime":387.44,"body":"new I mean, at that point, I"},{"speaker":"Annemie Tonken","startTime":387.44,"endTime":391.34,"body":"guess you had been in"},{"speaker":"Annemie Tonken","startTime":387.44,"endTime":391.34,"body":"photography for four ish years,"},{"speaker":"Annemie Tonken","startTime":391.34,"endTime":394.58,"body":"yeah, like, as a relatively new"},{"speaker":"Annemie Tonken","startTime":391.34,"endTime":394.58,"body":"photographer, just being like,"},{"speaker":"Annemie Tonken","startTime":394.58,"endTime":398.6,"body":"Yeah, this is a missing piece of"},{"speaker":"Annemie Tonken","startTime":394.58,"endTime":398.6,"body":"the puzzle. This is, you know, I"},{"speaker":"Annemie Tonken","startTime":398.66,"endTime":402.7,"body":"see something that I want in"},{"speaker":"Annemie Tonken","startTime":398.66,"endTime":402.7,"body":"this industry that doesn't"},{"speaker":"Annemie Tonken","startTime":402.7,"endTime":405.58,"body":"exist, so I'm going to create"},{"speaker":"Annemie Tonken","startTime":402.7,"endTime":405.58,"body":"it. And I love that kind of"},{"speaker":"Annemie Tonken","startTime":406.96,"endTime":409.96,"body":"energy, honestly, it's, it"},{"speaker":"Annemie Tonken","startTime":406.96,"endTime":409.96,"body":"requires a lot of energy to do"},{"speaker":"Annemie Tonken","startTime":409.96,"endTime":413.62,"body":"that sort of thing. So, so it"},{"speaker":"Annemie Tonken","startTime":409.96,"endTime":413.62,"body":"was a, it was a big inspiration"},{"speaker":"Annemie Tonken","startTime":413.62,"endTime":416.8,"body":"to me. Oh, thank you. But I"},{"speaker":"Annemie Tonken","startTime":413.62,"endTime":416.8,"body":"think that that's kind of, the"},{"speaker":"Annemie Tonken","startTime":416.8,"endTime":420.6,"body":"more I get to know you that's"},{"speaker":"Annemie Tonken","startTime":416.8,"endTime":420.6,"body":"really a through line in your"},{"speaker":"Annemie Tonken","startTime":420.6,"endTime":423.78,"body":"career, and I don't know much,"},{"speaker":"Annemie Tonken","startTime":420.6,"endTime":423.78,"body":"actually, anything, I guess,"},{"speaker":"Annemie Tonken","startTime":423.78,"endTime":427.68,"body":"about your law career, but it"},{"speaker":"Annemie Tonken","startTime":423.78,"endTime":427.68,"body":"seems like from the get go in"},{"speaker":"Annemie Tonken","startTime":427.68,"endTime":433.2,"body":"photography, you took a more"},{"speaker":"Annemie Tonken","startTime":427.68,"endTime":433.2,"body":"flexible approach than I think a"},{"speaker":"Annemie Tonken","startTime":433.2,"endTime":435.78,"body":"lot of photographers do. Do you"},{"speaker":"Annemie Tonken","startTime":433.2,"endTime":435.78,"body":"want to talk a little bit about"},{"speaker":"Annemie Tonken","startTime":435.78,"endTime":436.08,"body":"that?"},{"speaker":"Stacey Rolfe","startTime":436.5,"endTime":438.66,"body":"I think coming"},{"speaker":"Stacey Rolfe","startTime":436.5,"endTime":438.66,"body":"from a world where things were"},{"speaker":"Stacey Rolfe","startTime":438.66,"endTime":442.04,"body":"very inflexible, one of the big"},{"speaker":"Stacey Rolfe","startTime":438.66,"endTime":442.04,"body":"drivers for me in leaving that"},{"speaker":"Stacey Rolfe","startTime":442.04,"endTime":447.44,"body":"career was the complete lack of"},{"speaker":"Stacey Rolfe","startTime":442.04,"endTime":447.44,"body":"flexibility, and it was very"},{"speaker":"Stacey Rolfe","startTime":447.44,"endTime":451.22,"body":"much that your job came first."},{"speaker":"Stacey Rolfe","startTime":447.44,"endTime":451.22,"body":"And, you know, there was a time"},{"speaker":"Stacey Rolfe","startTime":451.22,"endTime":453.8,"body":"in my life where that was fine,"},{"speaker":"Stacey Rolfe","startTime":451.22,"endTime":453.8,"body":"and the job was really"},{"speaker":"Stacey Rolfe","startTime":453.8,"endTime":456.02,"body":"interesting, and I was"},{"speaker":"Stacey Rolfe","startTime":453.8,"endTime":456.02,"body":"surrounded by great people, and"},{"speaker":"Stacey Rolfe","startTime":456.02,"endTime":459.98,"body":"I was being paid a really good"},{"speaker":"Stacey Rolfe","startTime":456.02,"endTime":459.98,"body":"salary, and it was kind of"},{"speaker":"Stacey Rolfe","startTime":459.98,"endTime":463.84,"body":"exciting, and it was cool to be"},{"speaker":"Stacey Rolfe","startTime":459.98,"endTime":463.84,"body":"up working all night and working"},{"speaker":"Stacey Rolfe","startTime":463.84,"endTime":466.78,"body":"on these big deals. And, you"},{"speaker":"Stacey Rolfe","startTime":463.84,"endTime":466.78,"body":"know, it was cool. I was young,"},{"speaker":"Stacey Rolfe","startTime":466.78,"endTime":469.48,"body":"and it was cool, and it was"},{"speaker":"Stacey Rolfe","startTime":466.78,"endTime":469.48,"body":"London, and it was the heyday,"},{"speaker":"Stacey Rolfe","startTime":469.72,"endTime":473.92,"body":"sure. But I think as you get"},{"speaker":"Stacey Rolfe","startTime":469.72,"endTime":473.92,"body":"older, certainly when you have"},{"speaker":"Stacey Rolfe","startTime":473.92,"endTime":478.72,"body":"kids, the all encompassing"},{"speaker":"Stacey Rolfe","startTime":473.92,"endTime":478.72,"body":"nature of that is just frankly"},{"speaker":"Stacey Rolfe","startTime":478.72,"endTime":481.86,"body":"impossible to manage. It was"},{"speaker":"Stacey Rolfe","startTime":478.72,"endTime":481.86,"body":"completely impossible for me to"},{"speaker":"Stacey Rolfe","startTime":481.86,"endTime":484.86,"body":"manage, and my priorities had"},{"speaker":"Stacey Rolfe","startTime":481.86,"endTime":484.86,"body":"shifted to such a degree that"},{"speaker":"Stacey Rolfe","startTime":485.1,"endTime":487.26,"body":"the job wasn't the most"},{"speaker":"Stacey Rolfe","startTime":485.1,"endTime":487.26,"body":"important thing in my life"},{"speaker":"Stacey Rolfe","startTime":487.26,"endTime":489.9,"body":"anymore, and I could feel that"},{"speaker":"Stacey Rolfe","startTime":487.26,"endTime":489.9,"body":"that was becoming a real"},{"speaker":"Stacey Rolfe","startTime":489.9,"endTime":493.8,"body":"problem. So when I shifted into"},{"speaker":"Stacey Rolfe","startTime":489.9,"endTime":493.8,"body":"my photography business, it was"},{"speaker":"Stacey Rolfe","startTime":493.8,"endTime":498.54,"body":"largely for that flexibility. I"},{"speaker":"Stacey Rolfe","startTime":493.8,"endTime":498.54,"body":"really wanted to create a life"},{"speaker":"Stacey Rolfe","startTime":498.54,"endTime":503.18,"body":"that would flex around me, my"},{"speaker":"Stacey Rolfe","startTime":498.54,"endTime":503.18,"body":"kids, my priorities, and just"},{"speaker":"Stacey Rolfe","startTime":503.18,"endTime":507.86,"body":"allow me some breathing room,"},{"speaker":"Stacey Rolfe","startTime":503.18,"endTime":507.86,"body":"really. Now I cannot say that"},{"speaker":"Stacey Rolfe","startTime":507.86,"endTime":510.8,"body":"I've always done that really"},{"speaker":"Stacey Rolfe","startTime":507.86,"endTime":510.8,"body":"successfully, because I think"},{"speaker":"Stacey Rolfe","startTime":510.86,"endTime":518.06,"body":"Old habits die hard, and lawyers"},{"speaker":"Stacey Rolfe","startTime":510.86,"endTime":518.06,"body":"are Type A they're very driven."},{"speaker":"Stacey Rolfe","startTime":518.06,"endTime":521.98,"body":"They're driven by deadlines. I,"},{"speaker":"Stacey Rolfe","startTime":518.06,"endTime":521.98,"body":"as I said, I was really used to"},{"speaker":"Stacey Rolfe","startTime":521.98,"endTime":526.96,"body":"working quite horrific hours, in"},{"speaker":"Stacey Rolfe","startTime":521.98,"endTime":526.96,"body":"all honesty, and I have found"},{"speaker":"Stacey Rolfe","startTime":526.96,"endTime":529.84,"body":"that habit very hard to unlearn."},{"speaker":"Stacey Rolfe","startTime":526.96,"endTime":529.84,"body":"As soon as you come into a"},{"speaker":"Stacey Rolfe","startTime":529.84,"endTime":533.38,"body":"business where there is no"},{"speaker":"Stacey Rolfe","startTime":529.84,"endTime":533.38,"body":"boundary, you love it so much"},{"speaker":"Stacey Rolfe","startTime":533.38,"endTime":535.54,"body":"that you want to do it all the"},{"speaker":"Stacey Rolfe","startTime":533.38,"endTime":535.54,"body":"time. Certainly in the"},{"speaker":"Stacey Rolfe","startTime":535.54,"endTime":539.38,"body":"beginning, it is really, really"},{"speaker":"Stacey Rolfe","startTime":535.54,"endTime":539.38,"body":"hard to switch off. And so the"},{"speaker":"Stacey Rolfe","startTime":539.38,"endTime":543.96,"body":"workaholic side of me has not"},{"speaker":"Stacey Rolfe","startTime":539.38,"endTime":543.96,"body":"died, but she is certainly"},{"speaker":"Stacey Rolfe","startTime":543.96,"endTime":546.9,"body":"quieter than she used to be, and"},{"speaker":"Stacey Rolfe","startTime":543.96,"endTime":546.9,"body":"I'm very focused on building"},{"speaker":"Stacey Rolfe","startTime":546.9,"endTime":550.68,"body":"businesses that flex around us"},{"speaker":"Stacey Rolfe","startTime":546.9,"endTime":550.68,"body":"and not the other way around."},{"speaker":"Annemie Tonken","startTime":551.16,"endTime":553.98,"body":"Yeah, I think"},{"speaker":"Annemie Tonken","startTime":551.16,"endTime":553.98,"body":"that for one reason or another,"},{"speaker":"Annemie Tonken","startTime":554.4,"endTime":559.92,"body":"a lot of us fall into, you know,"},{"speaker":"Annemie Tonken","startTime":554.4,"endTime":559.92,"body":"we are lured by the sense of or"},{"speaker":"Annemie Tonken","startTime":559.92,"endTime":564.62,"body":"the potential for freedom and"},{"speaker":"Annemie Tonken","startTime":559.92,"endTime":564.62,"body":"flexibility and setting our own"},{"speaker":"Annemie Tonken","startTime":564.62,"endTime":567.14,"body":"hours and all these sorts of"},{"speaker":"Annemie Tonken","startTime":564.62,"endTime":567.14,"body":"things. And then as soon as it's"},{"speaker":"Annemie Tonken","startTime":567.14,"endTime":570.08,"body":"up to us to set our own hours,"},{"speaker":"Annemie Tonken","startTime":567.14,"endTime":570.08,"body":"we're like, well, you can just"},{"speaker":"Annemie Tonken","startTime":570.08,"endTime":575.06,"body":"work around the clock. You're,"},{"speaker":"Annemie Tonken","startTime":570.08,"endTime":575.06,"body":"you're, you're, you're chained"},{"speaker":"Annemie Tonken","startTime":575.06,"endTime":577.94,"body":"to your desk. And so I don't, I"},{"speaker":"Annemie Tonken","startTime":575.06,"endTime":577.94,"body":"don't think that you're alone in"},{"speaker":"Annemie Tonken","startTime":577.94,"endTime":580.9,"body":"that. I'm glad to hear. I'm not"},{"speaker":"Annemie Tonken","startTime":577.94,"endTime":580.9,"body":"alone in that. But I also think"},{"speaker":"Annemie Tonken","startTime":580.96,"endTime":586.72,"body":"that your approach to filling"},{"speaker":"Annemie Tonken","startTime":580.96,"endTime":586.72,"body":"your time has not just been"},{"speaker":"Annemie Tonken","startTime":586.72,"endTime":591.7,"body":"spent doing the thing that"},{"speaker":"Annemie Tonken","startTime":586.72,"endTime":591.7,"body":"sometimes we all tend to do,"},{"speaker":"Annemie Tonken","startTime":591.7,"endTime":597.28,"body":"which is like banging our head"},{"speaker":"Annemie Tonken","startTime":591.7,"endTime":597.28,"body":"against one wall. Yeah, like,"},{"speaker":"Annemie Tonken","startTime":597.7,"endTime":601.92,"body":"I'm, you know, I want to. Get as"},{"speaker":"Annemie Tonken","startTime":597.7,"endTime":601.92,"body":"many photography clients as"},{"speaker":"Annemie Tonken","startTime":601.92,"endTime":606.42,"body":"possible and serve them. So I'm"},{"speaker":"Annemie Tonken","startTime":601.92,"endTime":606.42,"body":"just going to spend and"},{"speaker":"Annemie Tonken","startTime":606.42,"endTime":609.96,"body":"actually, when I talk to a lot"},{"speaker":"Annemie Tonken","startTime":606.42,"endTime":609.96,"body":"of students, and I would love to"},{"speaker":"Annemie Tonken","startTime":609.96,"endTime":612.48,"body":"hear if this is true for you"},{"speaker":"Annemie Tonken","startTime":609.96,"endTime":612.48,"body":"too, a lot of other"},{"speaker":"Annemie Tonken","startTime":612.48,"endTime":615.48,"body":"photographers will say like, I'm"},{"speaker":"Annemie Tonken","startTime":612.48,"endTime":615.48,"body":"so busy, I'm so busy, I'm so"},{"speaker":"Annemie Tonken","startTime":615.48,"endTime":620.24,"body":"busy. But if we start to do some"},{"speaker":"Annemie Tonken","startTime":615.48,"endTime":620.24,"body":"kind of time audit, the things"},{"speaker":"Annemie Tonken","startTime":620.24,"endTime":624.02,"body":"that they are actually filling"},{"speaker":"Annemie Tonken","startTime":620.24,"endTime":624.02,"body":"their time with, are not moving"},{"speaker":"Annemie Tonken","startTime":624.56,"endTime":628.4,"body":"any needles like it's, you know,"},{"speaker":"Annemie Tonken","startTime":624.56,"endTime":628.4,"body":"there's a lot of perusing other"},{"speaker":"Annemie Tonken","startTime":628.4,"endTime":632.36,"body":"people's websites or other"},{"speaker":"Annemie Tonken","startTime":628.4,"endTime":632.36,"body":"people's social media or looking"},{"speaker":"Annemie Tonken","startTime":632.84,"endTime":636.44,"body":"into, you know, going down these"},{"speaker":"Annemie Tonken","startTime":632.84,"endTime":636.44,"body":"deep rabbit holes about things"},{"speaker":"Annemie Tonken","startTime":636.44,"endTime":638.9,"body":"that they could be doing or"},{"speaker":"Annemie Tonken","startTime":636.44,"endTime":638.9,"body":"should be doing, but they're not"},{"speaker":"Annemie Tonken","startTime":638.9,"endTime":644.86,"body":"actually taking action on any or"},{"speaker":"Annemie Tonken","startTime":638.9,"endTime":644.86,"body":"many of them versus I feel like,"},{"speaker":"Annemie Tonken","startTime":644.86,"endTime":650.5,"body":"from what I know of your story,"},{"speaker":"Annemie Tonken","startTime":644.86,"endTime":650.5,"body":"you kind of set to work and very"},{"speaker":"Annemie Tonken","startTime":650.5,"endTime":654.28,"body":"quickly filled your time getting"},{"speaker":"Annemie Tonken","startTime":650.5,"endTime":654.28,"body":"things done. Yeah,"},{"speaker":"Stacey Rolfe","startTime":654.28,"endTime":656.8,"body":"I resonate with so"},{"speaker":"Stacey Rolfe","startTime":654.28,"endTime":656.8,"body":"much of that. I think when"},{"speaker":"Stacey Rolfe","startTime":656.8,"endTime":661.08,"body":"you're new, the lure of"},{"speaker":"Stacey Rolfe","startTime":656.8,"endTime":661.08,"body":"Instagram in particular, I mean,"},{"speaker":"Stacey Rolfe","startTime":661.08,"endTime":665.76,"body":"what a rabbit hole that is. And"},{"speaker":"Stacey Rolfe","startTime":661.08,"endTime":665.76,"body":"we spend so, so many hours, too"},{"speaker":"Stacey Rolfe","startTime":665.76,"endTime":670.32,"body":"many hours thinking of what to"},{"speaker":"Stacey Rolfe","startTime":665.76,"endTime":670.32,"body":"write and formulating things and"},{"speaker":"Stacey Rolfe","startTime":670.32,"endTime":673.02,"body":"whatever. And Instagram is a"},{"speaker":"Stacey Rolfe","startTime":670.32,"endTime":673.02,"body":"really important tool, don't get"},{"speaker":"Stacey Rolfe","startTime":673.02,"endTime":677.46,"body":"me wrong, but it just doesn't"},{"speaker":"Stacey Rolfe","startTime":673.02,"endTime":677.46,"body":"give you the return that you"},{"speaker":"Stacey Rolfe","startTime":677.46,"endTime":680.24,"body":"expect it to for the number of"},{"speaker":"Stacey Rolfe","startTime":677.46,"endTime":680.24,"body":"hours. If you really think about"},{"speaker":"Stacey Rolfe","startTime":680.24,"endTime":683.3,"body":"it as a return on investment. It"},{"speaker":"Stacey Rolfe","startTime":680.24,"endTime":683.3,"body":"just, it just doesn't do it. I"},{"speaker":"Stacey Rolfe","startTime":683.3,"endTime":685.94,"body":"mean, unless you are really"},{"speaker":"Stacey Rolfe","startTime":683.3,"endTime":685.94,"body":"taking an aggressive approach to"},{"speaker":"Stacey Rolfe","startTime":685.94,"endTime":690.02,"body":"that marketing strategy, which"},{"speaker":"Stacey Rolfe","startTime":685.94,"endTime":690.02,"body":"takes an enormous amount of"},{"speaker":"Stacey Rolfe","startTime":690.02,"endTime":692.54,"body":"time, you know, if you really do"},{"speaker":"Stacey Rolfe","startTime":690.02,"endTime":692.54,"body":"want to go viral or whatever,"},{"speaker":"Stacey Rolfe","startTime":692.84,"endTime":695.6,"body":"but for most of us, it just"},{"speaker":"Stacey Rolfe","startTime":692.84,"endTime":695.6,"body":"doesn't have the payoff. I think"},{"speaker":"Stacey Rolfe","startTime":695.6,"endTime":698.48,"body":"of it much more like a shop"},{"speaker":"Stacey Rolfe","startTime":695.6,"endTime":698.48,"body":"window. It's just where I show"},{"speaker":"Stacey Rolfe","startTime":698.48,"endTime":702.1,"body":"off my best stuff, where people"},{"speaker":"Stacey Rolfe","startTime":698.48,"endTime":702.1,"body":"can kind of check if they like"},{"speaker":"Stacey Rolfe","startTime":702.1,"endTime":705.16,"body":"the vibe and decide if they want"},{"speaker":"Stacey Rolfe","startTime":702.1,"endTime":705.16,"body":"to come inside. That's how I"},{"speaker":"Stacey Rolfe","startTime":705.22,"endTime":709.54,"body":"view my Instagram. But yeah, I I"},{"speaker":"Stacey Rolfe","startTime":705.22,"endTime":709.54,"body":"have always spent a really long"},{"speaker":"Stacey Rolfe","startTime":709.54,"endTime":712.48,"body":"time getting the back end of my"},{"speaker":"Stacey Rolfe","startTime":709.54,"endTime":712.48,"body":"business working well and"},{"speaker":"Stacey Rolfe","startTime":712.48,"endTime":715.78,"body":"investing in places that I think"},{"speaker":"Stacey Rolfe","startTime":712.48,"endTime":715.78,"body":"the return on investment is much"},{"speaker":"Stacey Rolfe","startTime":715.78,"endTime":719.68,"body":"higher. So, you know, obviously"},{"speaker":"Stacey Rolfe","startTime":715.78,"endTime":719.68,"body":"I'm a lawyer. Was a lawyer, so"},{"speaker":"Stacey Rolfe","startTime":719.98,"endTime":722.88,"body":"the first thing I really did was"},{"speaker":"Stacey Rolfe","startTime":719.98,"endTime":722.88,"body":"get things like contracts and"},{"speaker":"Stacey Rolfe","startTime":722.88,"endTime":726.0,"body":"insurances in place. I was"},{"speaker":"Stacey Rolfe","startTime":722.88,"endTime":726.0,"body":"really a stickler for things"},{"speaker":"Stacey Rolfe","startTime":726.0,"endTime":729.72,"body":"like that. I was essentially"},{"speaker":"Stacey Rolfe","startTime":726.0,"endTime":729.72,"body":"trained to look out for all the"},{"speaker":"Stacey Rolfe","startTime":729.96,"endTime":734.1,"body":"disasters coming down the road."},{"speaker":"Stacey Rolfe","startTime":729.96,"endTime":734.1,"body":"To me, I remember my husband"},{"speaker":"Stacey Rolfe","startTime":734.22,"endTime":736.8,"body":"telling me he thought I was a"},{"speaker":"Stacey Rolfe","startTime":734.22,"endTime":736.8,"body":"pessimist, and I was furious"},{"speaker":"Stacey Rolfe","startTime":736.8,"endTime":739.98,"body":"about that the time. I was like,"},{"speaker":"Stacey Rolfe","startTime":736.8,"endTime":739.98,"body":"I'm just a realist. But over the"},{"speaker":"Stacey Rolfe","startTime":739.98,"endTime":742.82,"body":"years, I've come to realize I"},{"speaker":"Stacey Rolfe","startTime":739.98,"endTime":742.82,"body":"really was such a pessimist, and"},{"speaker":"Stacey Rolfe","startTime":742.82,"endTime":745.04,"body":"it was because we were trained"},{"speaker":"Stacey Rolfe","startTime":742.82,"endTime":745.04,"body":"to be looking for all the"},{"speaker":"Stacey Rolfe","startTime":745.04,"endTime":749.66,"body":"problems all the time. So I"},{"speaker":"Stacey Rolfe","startTime":745.04,"endTime":749.66,"body":"spent a lot of time getting all"},{"speaker":"Stacey Rolfe","startTime":749.66,"endTime":753.92,"body":"that ready, and then I put a lot"},{"speaker":"Stacey Rolfe","startTime":749.66,"endTime":753.92,"body":"of time into client experience"},{"speaker":"Stacey Rolfe","startTime":753.98,"endTime":757.34,"body":"systems, which I know is your"},{"speaker":"Stacey Rolfe","startTime":753.98,"endTime":757.34,"body":"jam, and I put a lot of time"},{"speaker":"Stacey Rolfe","startTime":757.34,"endTime":761.62,"body":"into that because returning"},{"speaker":"Stacey Rolfe","startTime":757.34,"endTime":761.62,"body":"clients are your easiest source"},{"speaker":"Stacey Rolfe","startTime":761.62,"endTime":764.8,"body":"of anything in every business."},{"speaker":"Stacey Rolfe","startTime":761.62,"endTime":764.8,"body":"And I think this is one of the"},{"speaker":"Stacey Rolfe","startTime":764.8,"endTime":768.64,"body":"things I've realized over the"},{"speaker":"Stacey Rolfe","startTime":764.8,"endTime":768.64,"body":"years, is that when I came into"},{"speaker":"Stacey Rolfe","startTime":768.64,"endTime":771.88,"body":"this business and started"},{"speaker":"Stacey Rolfe","startTime":768.64,"endTime":771.88,"body":"working for myself, I moved from"},{"speaker":"Stacey Rolfe","startTime":771.88,"endTime":777.52,"body":"this very, very ultra corporate"},{"speaker":"Stacey Rolfe","startTime":771.88,"endTime":777.52,"body":"world to a very, incredibly"},{"speaker":"Stacey Rolfe","startTime":777.52,"endTime":780.24,"body":"creative world. And on the"},{"speaker":"Stacey Rolfe","startTime":777.52,"endTime":780.24,"body":"surface, people are like, Oh my"},{"speaker":"Stacey Rolfe","startTime":780.24,"endTime":785.64,"body":"God, what a huge career change,"},{"speaker":"Stacey Rolfe","startTime":780.24,"endTime":785.64,"body":"like it's complete 180 and you"},{"speaker":"Stacey Rolfe","startTime":785.64,"endTime":789.06,"body":"know, the thing is, the longer"},{"speaker":"Stacey Rolfe","startTime":785.64,"endTime":789.06,"body":"I'm in it, the more I realize"},{"speaker":"Stacey Rolfe","startTime":789.72,"endTime":794.34,"body":"how much I was taught in that"},{"speaker":"Stacey Rolfe","startTime":789.72,"endTime":794.34,"body":"service industry, which people"},{"speaker":"Stacey Rolfe","startTime":794.7,"endTime":797.16,"body":"who are just photographer,"},{"speaker":"Stacey Rolfe","startTime":794.7,"endTime":797.16,"body":"who've just been photographers"},{"speaker":"Stacey Rolfe","startTime":797.16,"endTime":799.62,"body":"for a long time, or they've had"},{"speaker":"Stacey Rolfe","startTime":797.16,"endTime":799.62,"body":"a regular office job or"},{"speaker":"Stacey Rolfe","startTime":799.62,"endTime":803.54,"body":"whatever, they're just not"},{"speaker":"Stacey Rolfe","startTime":799.62,"endTime":803.54,"body":"taught that. And the amount that"},{"speaker":"Stacey Rolfe","startTime":803.66,"endTime":806.24,"body":"it was drilled into us about"},{"speaker":"Stacey Rolfe","startTime":803.66,"endTime":806.24,"body":"client experience, about"},{"speaker":"Stacey Rolfe","startTime":806.24,"endTime":809.24,"body":"maintaining relationships, about"},{"speaker":"Stacey Rolfe","startTime":806.24,"endTime":809.24,"body":"bringing clients back, about"},{"speaker":"Stacey Rolfe","startTime":809.24,"endTime":814.22,"body":"retainers and flexible pricing"},{"speaker":"Stacey Rolfe","startTime":809.24,"endTime":814.22,"body":"and innovative quoting and"},{"speaker":"Stacey Rolfe","startTime":814.22,"endTime":817.88,"body":"pricing theory, these things,"},{"speaker":"Stacey Rolfe","startTime":814.22,"endTime":817.88,"body":"which is part of my day to day."},{"speaker":"Stacey Rolfe","startTime":818.3,"endTime":821.86,"body":"And I think when that's your"},{"speaker":"Stacey Rolfe","startTime":818.3,"endTime":821.86,"body":"world. You assume that everybody"},{"speaker":"Stacey Rolfe","startTime":821.86,"endTime":824.98,"body":"knows that stuff. And over a"},{"speaker":"Stacey Rolfe","startTime":821.86,"endTime":824.98,"body":"year working with more and more"},{"speaker":"Stacey Rolfe","startTime":824.98,"endTime":827.98,"body":"photographers, I've really"},{"speaker":"Stacey Rolfe","startTime":824.98,"endTime":827.98,"body":"realized that people don't. So"},{"speaker":"Stacey Rolfe","startTime":827.98,"endTime":831.52,"body":"yeah, I've taken a very flexible"},{"speaker":"Stacey Rolfe","startTime":827.98,"endTime":831.52,"body":"approach to what I do in my"},{"speaker":"Stacey Rolfe","startTime":831.52,"endTime":836.56,"body":"business, and I've taken a very"},{"speaker":"Stacey Rolfe","startTime":831.52,"endTime":836.56,"body":"holistic approach to what where"},{"speaker":"Stacey Rolfe","startTime":836.56,"endTime":839.32,"body":"I should be spending my time in"},{"speaker":"Stacey Rolfe","startTime":836.56,"endTime":839.32,"body":"my business, for sure."},{"speaker":"Annemie Tonken","startTime":839.56,"endTime":843.0,"body":"So you were busy"},{"speaker":"Annemie Tonken","startTime":839.56,"endTime":843.0,"body":"setting all this up. You had"},{"speaker":"Annemie Tonken","startTime":843.0,"endTime":846.36,"body":"some early success. It sounds"},{"speaker":"Annemie Tonken","startTime":843.0,"endTime":846.36,"body":"like in your photography"},{"speaker":"Annemie Tonken","startTime":846.36,"endTime":850.86,"body":"business, things took off pretty"},{"speaker":"Annemie Tonken","startTime":846.36,"endTime":850.86,"body":"quickly. Yeah. And then you and"},{"speaker":"Annemie Tonken","startTime":850.86,"endTime":854.52,"body":"the rest of the world got thrown"},{"speaker":"Annemie Tonken","startTime":850.86,"endTime":854.52,"body":"into like or got thrown a"},{"speaker":"Annemie Tonken","startTime":854.52,"endTime":858.84,"body":"massive curve ball when COVID"},{"speaker":"Annemie Tonken","startTime":854.52,"endTime":858.84,"body":"hit. Remind me exactly how far"},{"speaker":"Annemie Tonken","startTime":858.84,"endTime":860.72,"body":"you were in at that point,"},{"speaker":"Stacey Rolfe","startTime":861.02,"endTime":863.18,"body":"at the point of"},{"speaker":"Stacey Rolfe","startTime":861.02,"endTime":863.18,"body":"COVID, I actually hadn't left my"},{"speaker":"Stacey Rolfe","startTime":863.18,"endTime":867.08,"body":"job. So the first lockdown, the"},{"speaker":"Stacey Rolfe","startTime":863.18,"endTime":867.08,"body":"first wave in 2020 I actually"},{"speaker":"Stacey Rolfe","startTime":867.08,"endTime":870.68,"body":"hadn't left my job. I had gone"},{"speaker":"Stacey Rolfe","startTime":867.08,"endTime":870.68,"body":"on maternity leave in March 2020"},{"speaker":"Stacey Rolfe","startTime":871.76,"endTime":875.6,"body":"with my second baby. Got to"},{"speaker":"Stacey Rolfe","startTime":871.76,"endTime":875.6,"body":"spend a lot of time alone. Oh"},{"speaker":"Stacey Rolfe","startTime":875.6,"endTime":878.18,"body":"yes, so I'd gone on maternity"},{"speaker":"Stacey Rolfe","startTime":875.6,"endTime":878.18,"body":"leave with my second baby in"},{"speaker":"Stacey Rolfe","startTime":878.18,"endTime":883.54,"body":"March 2020 so I'd been doing"},{"speaker":"Stacey Rolfe","startTime":878.18,"endTime":883.54,"body":"photography for two years by"},{"speaker":"Stacey Rolfe","startTime":883.54,"endTime":887.02,"body":"then, and I had what I would"},{"speaker":"Stacey Rolfe","startTime":883.54,"endTime":887.02,"body":"call a really solid side hustle,"},{"speaker":"Stacey Rolfe","startTime":887.5,"endTime":891.28,"body":"and I actually had no plans of"},{"speaker":"Stacey Rolfe","startTime":887.5,"endTime":891.28,"body":"becoming a photographer. So I"},{"speaker":"Stacey Rolfe","startTime":891.28,"endTime":895.24,"body":"knew I hated the job, and I knew"},{"speaker":"Stacey Rolfe","startTime":891.28,"endTime":895.24,"body":"I wouldn't go back to that exact"},{"speaker":"Stacey Rolfe","startTime":895.24,"endTime":899.26,"body":"job after maternity leave, but I"},{"speaker":"Stacey Rolfe","startTime":895.24,"endTime":899.26,"body":"did not expect to do what I"},{"speaker":"Stacey Rolfe","startTime":899.26,"endTime":902.16,"body":"ended up doing. Thing. I thought"},{"speaker":"Stacey Rolfe","startTime":899.26,"endTime":902.16,"body":"that I would go and be an in"},{"speaker":"Stacey Rolfe","startTime":902.16,"endTime":907.98,"body":"house counsel or an HR director"},{"speaker":"Stacey Rolfe","startTime":902.16,"endTime":907.98,"body":"or something like that. So COVID"},{"speaker":"Stacey Rolfe","startTime":907.98,"endTime":911.28,"body":"threw us the curve ball. And it"},{"speaker":"Stacey Rolfe","startTime":907.98,"endTime":911.28,"body":"really, just like everybody"},{"speaker":"Stacey Rolfe","startTime":911.34,"endTime":914.22,"body":"really made me reassess what I"},{"speaker":"Stacey Rolfe","startTime":911.34,"endTime":914.22,"body":"wanted from my life and what was"},{"speaker":"Stacey Rolfe","startTime":914.22,"endTime":918.24,"body":"important. And it also gave me I"},{"speaker":"Stacey Rolfe","startTime":914.22,"endTime":918.24,"body":"was lucky, I think with that"},{"speaker":"Stacey Rolfe","startTime":918.24,"endTime":921.5,"body":"timing, because it gave me,"},{"speaker":"Stacey Rolfe","startTime":918.24,"endTime":921.5,"body":"like, carte blanche. I was on"},{"speaker":"Stacey Rolfe","startTime":921.5,"endTime":924.14,"body":"maternity leave here in"},{"speaker":"Stacey Rolfe","startTime":921.5,"endTime":924.14,"body":"Australia. You are allowed to"},{"speaker":"Stacey Rolfe","startTime":924.14,"endTime":928.58,"body":"take two years off if you want"},{"speaker":"Stacey Rolfe","startTime":924.14,"endTime":928.58,"body":"to. Not all of it paid, but up"},{"speaker":"Stacey Rolfe","startTime":928.58,"endTime":933.02,"body":"to two years off. And I had this"},{"speaker":"Stacey Rolfe","startTime":928.58,"endTime":933.02,"body":"crazy unprecedented"},{"speaker":"Stacey Rolfe","startTime":933.02,"endTime":936.38,"body":"circumstances, and I just"},{"speaker":"Stacey Rolfe","startTime":933.02,"endTime":936.38,"body":"thought no one's going to ask"},{"speaker":"Stacey Rolfe","startTime":936.38,"endTime":940.6,"body":"any questions if I take longer,"},{"speaker":"Stacey Rolfe","startTime":936.38,"endTime":940.6,"body":"no one is going to take ask"},{"speaker":"Stacey Rolfe","startTime":940.6,"endTime":943.6,"body":"anything if I decide not to go"},{"speaker":"Stacey Rolfe","startTime":940.6,"endTime":943.6,"body":"back to work after nine months,"},{"speaker":"Stacey Rolfe","startTime":943.66,"endTime":948.28,"body":"as I originally planned to do,"},{"speaker":"Stacey Rolfe","startTime":943.66,"endTime":948.28,"body":"so it was this quite risk free"},{"speaker":"Stacey Rolfe","startTime":948.46,"endTime":952.84,"body":"break in my life. So I decided"},{"speaker":"Stacey Rolfe","startTime":948.46,"endTime":952.84,"body":"to go full time in january 2021,"},{"speaker":"Stacey Rolfe","startTime":953.62,"endTime":957.28,"body":"as you say, things picked up"},{"speaker":"Stacey Rolfe","startTime":953.62,"endTime":957.28,"body":"really fast that post COVID"},{"speaker":"Stacey Rolfe","startTime":957.28,"endTime":960.4,"body":"World was a very easy time"},{"speaker":"Stacey Rolfe","startTime":957.28,"endTime":960.4,"body":"actually, to build your"},{"speaker":"Stacey Rolfe","startTime":960.4,"endTime":962.94,"body":"photography business. There was"},{"speaker":"Stacey Rolfe","startTime":960.4,"endTime":962.94,"body":"a lot of work around and of"},{"speaker":"Stacey Rolfe","startTime":962.94,"endTime":966.66,"body":"course, people had really"},{"speaker":"Stacey Rolfe","startTime":962.94,"endTime":966.66,"body":"recognized the value of what we"},{"speaker":"Stacey Rolfe","startTime":966.66,"endTime":972.72,"body":"do. But then in I think it was"},{"speaker":"Stacey Rolfe","startTime":966.66,"endTime":972.72,"body":"June or end of May here in"},{"speaker":"Stacey Rolfe","startTime":972.72,"endTime":975.96,"body":"Sydney, that's when we went down"},{"speaker":"Stacey Rolfe","startTime":972.72,"endTime":975.96,"body":"into our biggest lockdown. So we"},{"speaker":"Stacey Rolfe","startTime":975.96,"endTime":978.48,"body":"actually were locked down for"},{"speaker":"Stacey Rolfe","startTime":975.96,"endTime":978.48,"body":"four months. So that was the"},{"speaker":"Stacey Rolfe","startTime":978.48,"endTime":981.86,"body":"lockdown that changed my"},{"speaker":"Stacey Rolfe","startTime":978.48,"endTime":981.86,"body":"business completely, because I'd"},{"speaker":"Stacey Rolfe","startTime":982.16,"endTime":985.34,"body":"gone really hard in the January,"},{"speaker":"Stacey Rolfe","startTime":982.16,"endTime":985.34,"body":"and I'd filled my books and I"},{"speaker":"Stacey Rolfe","startTime":985.34,"endTime":987.74,"body":"had a lot of bookings, and"},{"speaker":"Stacey Rolfe","startTime":985.34,"endTime":987.74,"body":"things were going really, really"},{"speaker":"Stacey Rolfe","startTime":987.74,"endTime":991.76,"body":"well, and I was earning more"},{"speaker":"Stacey Rolfe","startTime":987.74,"endTime":991.76,"body":"than I was earning as a lawyer"},{"speaker":"Stacey Rolfe","startTime":991.76,"endTime":995.42,"body":"already, and then, boom,"},{"speaker":"Stacey Rolfe","startTime":991.76,"endTime":995.42,"body":"overnight, it all stopped. And"},{"speaker":"Stacey Rolfe","startTime":995.42,"endTime":999.02,"body":"so the first thing I did, it was"},{"speaker":"Stacey Rolfe","startTime":995.42,"endTime":999.02,"body":"a weird lockdown. They basically"},{"speaker":"Stacey Rolfe","startTime":999.02,"endTime":1001.86,"body":"said, oh, we'll just lock you"},{"speaker":"Stacey Rolfe","startTime":999.02,"endTime":1001.86,"body":"down for a week. Oh, it's two"},{"speaker":"Stacey Rolfe","startTime":1001.86,"endTime":1005.22,"body":"weeks. And boom, suddenly it was"},{"speaker":"Stacey Rolfe","startTime":1001.86,"endTime":1005.22,"body":"four months, right? So the first"},{"speaker":"Stacey Rolfe","startTime":1005.22,"endTime":1008.22,"body":"week, I was just like, This is a"},{"speaker":"Stacey Rolfe","startTime":1005.22,"endTime":1008.22,"body":"gift. I can catch up. I'm gonna"},{"speaker":"Stacey Rolfe","startTime":1008.22,"endTime":1010.68,"body":"go back and revisit my systems"},{"speaker":"Stacey Rolfe","startTime":1008.22,"endTime":1010.68,"body":"and make sure they're all"},{"speaker":"Stacey Rolfe","startTime":1010.86,"endTime":1013.44,"body":"ticking along nicely, and"},{"speaker":"Stacey Rolfe","startTime":1010.86,"endTime":1013.44,"body":"they're all, you know, top"},{"speaker":"Stacey Rolfe","startTime":1013.44,"endTime":1017.1,"body":"notch. And then we went into a"},{"speaker":"Stacey Rolfe","startTime":1013.44,"endTime":1017.1,"body":"second week. So I did my my"},{"speaker":"Stacey Rolfe","startTime":1017.1,"endTime":1020.48,"body":"mates, I did my friends one, and"},{"speaker":"Stacey Rolfe","startTime":1017.1,"endTime":1020.48,"body":"then I did another friend's one,"},{"speaker":"Stacey Rolfe","startTime":1020.48,"endTime":1023.06,"body":"and then I did another friend's"},{"speaker":"Stacey Rolfe","startTime":1020.48,"endTime":1023.06,"body":"one. And then I was like, oh,"},{"speaker":"Stacey Rolfe","startTime":1023.42,"endTime":1026.42,"body":"you know what? Maybe I could"},{"speaker":"Stacey Rolfe","startTime":1023.42,"endTime":1026.42,"body":"just do this and charge"},{"speaker":"Stacey Rolfe","startTime":1026.42,"endTime":1029.3,"body":"something for it to get me"},{"speaker":"Stacey Rolfe","startTime":1026.42,"endTime":1029.3,"body":"through COVID. So that's kind of"},{"speaker":"Stacey Rolfe","startTime":1029.3,"endTime":1034.4,"body":"where the tidy tog came from,"},{"speaker":"Stacey Rolfe","startTime":1029.3,"endTime":1034.4,"body":"and the tidy tog was the first"},{"speaker":"Stacey Rolfe","startTime":1034.4,"endTime":1038.18,"body":"thing. It predated toghub. It"},{"speaker":"Stacey Rolfe","startTime":1034.4,"endTime":1038.18,"body":"predated all of this other"},{"speaker":"Stacey Rolfe","startTime":1038.18,"endTime":1040.72,"body":"education and community stuff"},{"speaker":"Stacey Rolfe","startTime":1038.18,"endTime":1040.72,"body":"that I've been doing over the"},{"speaker":"Stacey Rolfe","startTime":1040.72,"endTime":1043.96,"body":"last couple of years, three"},{"speaker":"Stacey Rolfe","startTime":1040.72,"endTime":1043.96,"body":"years now, and it was just"},{"speaker":"Stacey Rolfe","startTime":1044.02,"endTime":1048.16,"body":"setting up people's CRMs for"},{"speaker":"Stacey Rolfe","startTime":1044.02,"endTime":1048.16,"body":"them. That's what it was. And it"},{"speaker":"Stacey Rolfe","startTime":1048.16,"endTime":1051.16,"body":"got me all the way through"},{"speaker":"Stacey Rolfe","startTime":1048.16,"endTime":1051.16,"body":"COVID. I did that. I did some"},{"speaker":"Stacey Rolfe","startTime":1051.16,"endTime":1054.52,"body":"virtual shooting for new newborn"},{"speaker":"Stacey Rolfe","startTime":1051.16,"endTime":1054.52,"body":"clients. I did some doorstep"},{"speaker":"Stacey Rolfe","startTime":1054.52,"endTime":1058.78,"body":"shooting for family clients. And"},{"speaker":"Stacey Rolfe","startTime":1054.52,"endTime":1058.78,"body":"I did a lot of system setups,"},{"speaker":"Stacey Rolfe","startTime":1059.56,"endTime":1060.28,"body":"amazing."},{"speaker":"Annemie Tonken","startTime":1060.28,"endTime":1065.82,"body":"And so you are a"},{"speaker":"Annemie Tonken","startTime":1060.28,"endTime":1065.82,"body":"studio ninja person. Am I"},{"speaker":"Annemie Tonken","startTime":1065.82,"endTime":1069.3,"body":"correct about that? You do"},{"speaker":"Annemie Tonken","startTime":1065.82,"endTime":1069.3,"body":"studio ninja setups specifically"},{"speaker":"Annemie Tonken","startTime":1069.3,"endTime":1073.38,"body":"for CRMs. And that was, that was"},{"speaker":"Annemie Tonken","startTime":1069.3,"endTime":1073.38,"body":"basically you saying, I know how"},{"speaker":"Annemie Tonken","startTime":1073.38,"endTime":1076.44,"body":"to do this. A bunch of people"},{"speaker":"Annemie Tonken","startTime":1073.38,"endTime":1076.44,"body":"have a hard time doing this."},{"speaker":"Annemie Tonken","startTime":1076.74,"endTime":1080.66,"body":"I'll just help you out. Like"},{"speaker":"Annemie Tonken","startTime":1076.74,"endTime":1080.66,"body":"that was that was as complicated"},{"speaker":"Annemie Tonken","startTime":1080.66,"endTime":1084.44,"body":"and uncomplicated as the offer"},{"speaker":"Annemie Tonken","startTime":1080.66,"endTime":1084.44,"body":"started out, that's right,"},{"speaker":"Stacey Rolfe","startTime":1085.46,"endTime":1087.68,"body":"yeah. And I think"},{"speaker":"Stacey Rolfe","startTime":1085.46,"endTime":1087.68,"body":"that one of the things that I"},{"speaker":"Stacey Rolfe","startTime":1087.68,"endTime":1091.64,"body":"recognize in myself is that I"},{"speaker":"Stacey Rolfe","startTime":1087.68,"endTime":1091.64,"body":"just get started, I will just do"},{"speaker":"Stacey Rolfe","startTime":1091.64,"endTime":1095.78,"body":"things I'm not particularly"},{"speaker":"Stacey Rolfe","startTime":1091.64,"endTime":1095.78,"body":"worried about having a very big,"},{"speaker":"Stacey Rolfe","startTime":1095.78,"endTime":1099.68,"body":"shiny, foolproof plan. I've"},{"speaker":"Stacey Rolfe","startTime":1095.78,"endTime":1099.68,"body":"never been particularly"},{"speaker":"Stacey Rolfe","startTime":1099.68,"endTime":1103.78,"body":"concerned about that. I'm quite"},{"speaker":"Stacey Rolfe","startTime":1099.68,"endTime":1103.78,"body":"happy to just pick up the camera"},{"speaker":"Stacey Rolfe","startTime":1103.78,"endTime":1107.32,"body":"and start charging. I'm quite"},{"speaker":"Stacey Rolfe","startTime":1103.78,"endTime":1107.32,"body":"happy to just start setting up"},{"speaker":"Stacey Rolfe","startTime":1107.32,"endTime":1111.58,"body":"studio ninja and doing a good"},{"speaker":"Stacey Rolfe","startTime":1107.32,"endTime":1111.58,"body":"job and doing the best that I"},{"speaker":"Stacey Rolfe","startTime":1111.58,"endTime":1114.64,"body":"know how to do. But I don't"},{"speaker":"Stacey Rolfe","startTime":1111.58,"endTime":1114.64,"body":"worry about whether I'm the best"},{"speaker":"Stacey Rolfe","startTime":1114.64,"endTime":1116.62,"body":"in the world at it, or whether"},{"speaker":"Stacey Rolfe","startTime":1114.64,"endTime":1116.62,"body":"I've got all of the"},{"speaker":"Stacey Rolfe","startTime":1116.62,"endTime":1120.24,"body":"qualifications you need for it."},{"speaker":"Stacey Rolfe","startTime":1116.62,"endTime":1120.24,"body":"I'm quite happy to just get"},{"speaker":"Stacey Rolfe","startTime":1120.24,"endTime":1123.54,"body":"scrappy and get started, and I"},{"speaker":"Stacey Rolfe","startTime":1120.24,"endTime":1123.54,"body":"think that that has really stood"},{"speaker":"Stacey Rolfe","startTime":1123.54,"endTime":1125.7,"body":"me in good stead in both of my"},{"speaker":"Stacey Rolfe","startTime":1123.54,"endTime":1125.7,"body":"businesses."},{"speaker":"Annemie Tonken","startTime":1125.88,"endTime":1130.08,"body":"Yeah, and I just"},{"speaker":"Annemie Tonken","startTime":1125.88,"endTime":1130.08,"body":"want to, like sidebar, talk"},{"speaker":"Annemie Tonken","startTime":1130.08,"endTime":1133.8,"body":"about that for a second, because"},{"speaker":"Annemie Tonken","startTime":1130.08,"endTime":1133.8,"body":"that is something that time and"},{"speaker":"Annemie Tonken","startTime":1133.8,"endTime":1139.8,"body":"again in the role of educator, I"},{"speaker":"Annemie Tonken","startTime":1133.8,"endTime":1139.8,"body":"feel called to remind people of"},{"speaker":"Annemie Tonken","startTime":1140.4,"endTime":1145.64,"body":"in this industry, there are no"},{"speaker":"Annemie Tonken","startTime":1140.4,"endTime":1145.64,"body":"catastrophic mistakes in terms"},{"speaker":"Annemie Tonken","startTime":1145.64,"endTime":1148.88,"body":"of the way you run your"},{"speaker":"Annemie Tonken","startTime":1145.64,"endTime":1148.88,"body":"business. I always say, you"},{"speaker":"Annemie Tonken","startTime":1148.88,"endTime":1152.6,"body":"know, get yourself legally in"},{"speaker":"Annemie Tonken","startTime":1148.88,"endTime":1152.6,"body":"order that could turn out to be"},{"speaker":"Annemie Tonken","startTime":1152.6,"endTime":1155.54,"body":"a catastrophic pay your taxes."},{"speaker":"Annemie Tonken","startTime":1152.6,"endTime":1155.54,"body":"These are things that are sort"},{"speaker":"Annemie Tonken","startTime":1155.54,"endTime":1159.32,"body":"of baseline, but beyond that,"},{"speaker":"Annemie Tonken","startTime":1155.54,"endTime":1159.32,"body":"when it comes to trying"},{"speaker":"Annemie Tonken","startTime":1159.32,"endTime":1164.08,"body":"something out in your marketing,"},{"speaker":"Annemie Tonken","startTime":1159.32,"endTime":1164.08,"body":"or signing up for a course, or"},{"speaker":"Annemie Tonken","startTime":1164.08,"endTime":1166.84,"body":"putting together an offer that"},{"speaker":"Annemie Tonken","startTime":1164.08,"endTime":1166.84,"body":"you're not really sure how it's"},{"speaker":"Annemie Tonken","startTime":1166.84,"endTime":1171.1,"body":"going to land, or trying a new"},{"speaker":"Annemie Tonken","startTime":1166.84,"endTime":1171.1,"body":"niche. I think that I come"},{"speaker":"Annemie Tonken","startTime":1171.1,"endTime":1175.78,"body":"across a lot, and I think it's"},{"speaker":"Annemie Tonken","startTime":1171.1,"endTime":1175.78,"body":"probably baked into many artists"},{"speaker":"Annemie Tonken","startTime":1175.96,"endTime":1180.48,"body":"personalities. There is this"},{"speaker":"Annemie Tonken","startTime":1175.96,"endTime":1180.48,"body":"sort of need to make something"},{"speaker":"Annemie Tonken","startTime":1180.48,"endTime":1183.96,"body":"perfect before, you know, like,"},{"speaker":"Annemie Tonken","startTime":1180.48,"endTime":1183.96,"body":"have it delivered whole, as"},{"speaker":"Annemie Tonken","startTime":1183.96,"endTime":1187.56,"body":"opposed to kind of saying, Well,"},{"speaker":"Annemie Tonken","startTime":1183.96,"endTime":1187.56,"body":"I don't know, let's just take"},{"speaker":"Annemie Tonken","startTime":1187.56,"endTime":1191.46,"body":"the first few steps and see"},{"speaker":"Annemie Tonken","startTime":1187.56,"endTime":1191.46,"body":"where they lead. But I agree"},{"speaker":"Annemie Tonken","startTime":1191.46,"endTime":1196.26,"body":"with you. I think that that if I"},{"speaker":"Annemie Tonken","startTime":1191.46,"endTime":1196.26,"body":"had to point to one personality"},{"speaker":"Annemie Tonken","startTime":1196.26,"endTime":1200.48,"body":"trait or thing that I'm willing"},{"speaker":"Annemie Tonken","startTime":1196.26,"endTime":1200.48,"body":"to do that has. Helped me"},{"speaker":"Annemie Tonken","startTime":1200.48,"endTime":1204.74,"body":"succeed. It's just sort of this"},{"speaker":"Annemie Tonken","startTime":1200.48,"endTime":1204.74,"body":"willingness to try with the"},{"speaker":"Annemie Tonken","startTime":1204.74,"endTime":1210.44,"body":"understanding that, like it may"},{"speaker":"Annemie Tonken","startTime":1204.74,"endTime":1210.44,"body":"not go well at all, yeah, it"},{"speaker":"Annemie Tonken","startTime":1210.44,"endTime":1213.32,"body":"certainly won't go perfectly,"},{"speaker":"Annemie Tonken","startTime":1210.44,"endTime":1213.32,"body":"but it'll probably take me"},{"speaker":"Annemie Tonken","startTime":1213.32,"endTime":1216.08,"body":"somewhere different than where I"},{"speaker":"Annemie Tonken","startTime":1213.32,"endTime":1216.08,"body":"am right now, and hopefully"},{"speaker":"Annemie Tonken","startTime":1216.08,"endTime":1218.72,"body":"somewhere in the right direction"},{"speaker":"Annemie Tonken","startTime":1216.08,"endTime":1218.72,"body":"exactly"},{"speaker":"Stacey Rolfe","startTime":1218.72,"endTime":1222.22,"body":"that. And I think"},{"speaker":"Stacey Rolfe","startTime":1218.72,"endTime":1222.22,"body":"the more you stay still like"},{"speaker":"Stacey Rolfe","startTime":1222.22,"endTime":1224.74,"body":"everyone else is moving forward,"},{"speaker":"Stacey Rolfe","startTime":1222.22,"endTime":1224.74,"body":"everyone else is going to"},{"speaker":"Stacey Rolfe","startTime":1224.74,"endTime":1227.92,"body":"overtake you. You have to just"},{"speaker":"Stacey Rolfe","startTime":1224.74,"endTime":1227.92,"body":"try. You can do that at a lower"},{"speaker":"Stacey Rolfe","startTime":1227.92,"endTime":1230.92,"body":"price point. You can work for"},{"speaker":"Stacey Rolfe","startTime":1227.92,"endTime":1230.92,"body":"free. You can try things out."},{"speaker":"Stacey Rolfe","startTime":1230.92,"endTime":1234.34,"body":"You can let people know that"},{"speaker":"Stacey Rolfe","startTime":1230.92,"endTime":1234.34,"body":"this is kind of an experiment."},{"speaker":"Stacey Rolfe","startTime":1234.34,"endTime":1237.22,"body":"Like when I started, I was"},{"speaker":"Stacey Rolfe","startTime":1234.34,"endTime":1237.22,"body":"charging a couple of $100 for"},{"speaker":"Stacey Rolfe","startTime":1237.22,"endTime":1240.72,"body":"this service, and now we charge"},{"speaker":"Stacey Rolfe","startTime":1237.22,"endTime":1240.72,"body":"over $1,000 for the same"},{"speaker":"Stacey Rolfe","startTime":1240.72,"endTime":1243.12,"body":"service, because everything is"},{"speaker":"Stacey Rolfe","startTime":1240.72,"endTime":1243.12,"body":"slicker. We have a lot more"},{"speaker":"Stacey Rolfe","startTime":1243.12,"endTime":1246.96,"body":"resources. It's it's a much"},{"speaker":"Stacey Rolfe","startTime":1243.12,"endTime":1246.96,"body":"better service now, of course,"},{"speaker":"Stacey Rolfe","startTime":1247.5,"endTime":1250.5,"body":"but I don't feel bad for the"},{"speaker":"Stacey Rolfe","startTime":1247.5,"endTime":1250.5,"body":"people that did it in the"},{"speaker":"Stacey Rolfe","startTime":1250.5,"endTime":1252.84,"body":"beginning. They had a really"},{"speaker":"Stacey Rolfe","startTime":1250.5,"endTime":1252.84,"body":"great service at a really great"},{"speaker":"Stacey Rolfe","startTime":1252.84,"endTime":1256.14,"body":"price, and I spent a lot of time"},{"speaker":"Stacey Rolfe","startTime":1252.84,"endTime":1256.14,"body":"and effort and energy on it, and"},{"speaker":"Stacey Rolfe","startTime":1256.14,"endTime":1260.04,"body":"I think that the the"},{"speaker":"Stacey Rolfe","startTime":1256.14,"endTime":1260.04,"body":"perfectionism and what I what I"},{"speaker":"Stacey Rolfe","startTime":1260.04,"endTime":1264.62,"body":"see in a lot of my clients, is"},{"speaker":"Stacey Rolfe","startTime":1260.04,"endTime":1264.62,"body":"the fear of judgment as well. So"},{"speaker":"Stacey Rolfe","startTime":1264.62,"endTime":1267.98,"body":"it's both self judgment, which"},{"speaker":"Stacey Rolfe","startTime":1264.62,"endTime":1267.98,"body":"my goodness, I'm very guilty of"},{"speaker":"Stacey Rolfe","startTime":1268.04,"endTime":1272.72,"body":"doing, but self judgment, if you"},{"speaker":"Stacey Rolfe","startTime":1268.04,"endTime":1272.72,"body":"fail, is a huge one, but also"},{"speaker":"Stacey Rolfe","startTime":1272.78,"endTime":1275.54,"body":"the fear of what other people"},{"speaker":"Stacey Rolfe","startTime":1272.78,"endTime":1275.54,"body":"will think. The people pleaser"},{"speaker":"Stacey Rolfe","startTime":1275.54,"endTime":1279.08,"body":"in you, like all of these traits"},{"speaker":"Stacey Rolfe","startTime":1275.54,"endTime":1279.08,"body":"that we hear about, they're not"},{"speaker":"Stacey Rolfe","startTime":1279.08,"endTime":1282.4,"body":"bad. They serve a purpose, but"},{"speaker":"Stacey Rolfe","startTime":1279.08,"endTime":1282.4,"body":"we have to be aware of what"},{"speaker":"Stacey Rolfe","startTime":1282.4,"endTime":1285.76,"body":"they're doing to our businesses,"},{"speaker":"Stacey Rolfe","startTime":1282.4,"endTime":1285.76,"body":"and 99% of the time, they're"},{"speaker":"Stacey Rolfe","startTime":1285.76,"endTime":1289.6,"body":"holding us back. And if we can"},{"speaker":"Stacey Rolfe","startTime":1285.76,"endTime":1289.6,"body":"see that happening, we just need"},{"speaker":"Stacey Rolfe","startTime":1289.6,"endTime":1292.3,"body":"to make you have to make a"},{"speaker":"Stacey Rolfe","startTime":1289.6,"endTime":1292.3,"body":"decision. Am I going to move"},{"speaker":"Stacey Rolfe","startTime":1292.3,"endTime":1295.54,"body":"past it anyway? Feel the fear"},{"speaker":"Stacey Rolfe","startTime":1292.3,"endTime":1295.54,"body":"and do it anyway, or am I going"},{"speaker":"Stacey Rolfe","startTime":1295.54,"endTime":1298.66,"body":"to let this stop me? And those"},{"speaker":"Stacey Rolfe","startTime":1295.54,"endTime":1298.66,"body":"are the only two choices that"},{"speaker":"Stacey Rolfe","startTime":1298.66,"endTime":1302.58,"body":"I'm aware of. I don't see really"},{"speaker":"Stacey Rolfe","startTime":1298.66,"endTime":1302.58,"body":"a middle ground. And for me, I"},{"speaker":"Stacey Rolfe","startTime":1302.58,"endTime":1305.46,"body":"mentor a lot of photographers. I"},{"speaker":"Stacey Rolfe","startTime":1302.58,"endTime":1305.46,"body":"have a lot of photographers"},{"speaker":"Stacey Rolfe","startTime":1305.46,"endTime":1309.0,"body":"going through my courses. And"},{"speaker":"Stacey Rolfe","startTime":1305.46,"endTime":1309.0,"body":"the one factor that"},{"speaker":"Stacey Rolfe","startTime":1309.06,"endTime":1312.42,"body":"differentiates the people that"},{"speaker":"Stacey Rolfe","startTime":1309.06,"endTime":1312.42,"body":"succeed and the people that stay"},{"speaker":"Stacey Rolfe","startTime":1312.42,"endTime":1316.86,"body":"still is the action that they"},{"speaker":"Stacey Rolfe","startTime":1312.42,"endTime":1316.86,"body":"take time and time again. If you"},{"speaker":"Stacey Rolfe","startTime":1316.92,"endTime":1321.02,"body":"do the thing, whether you do it"},{"speaker":"Stacey Rolfe","startTime":1316.92,"endTime":1321.02,"body":"perfectly or not, if you do the"},{"speaker":"Stacey Rolfe","startTime":1321.02,"endTime":1324.32,"body":"thing, you move forward and you"},{"speaker":"Stacey Rolfe","startTime":1321.02,"endTime":1324.32,"body":"see results. And I just see our"},{"speaker":"Stacey Rolfe","startTime":1324.32,"endTime":1328.1,"body":"businesses in every way, shape"},{"speaker":"Stacey Rolfe","startTime":1324.32,"endTime":1328.1,"body":"and form. Our businesses are"},{"speaker":"Stacey Rolfe","startTime":1328.1,"endTime":1331.1,"body":"just like this pyramid. There is"},{"speaker":"Stacey Rolfe","startTime":1328.1,"endTime":1331.1,"body":"a foundational level. There are"},{"speaker":"Stacey Rolfe","startTime":1331.1,"endTime":1334.04,"body":"things that you have to have."},{"speaker":"Stacey Rolfe","startTime":1331.1,"endTime":1334.04,"body":"You need a camera, you're going"},{"speaker":"Stacey Rolfe","startTime":1334.04,"endTime":1337.16,"body":"to need a computer. You're going"},{"speaker":"Stacey Rolfe","startTime":1334.04,"endTime":1337.16,"body":"to need some kind of system,"},{"speaker":"Stacey Rolfe","startTime":1337.16,"endTime":1341.2,"body":"however experience that is, or"},{"speaker":"Stacey Rolfe","startTime":1337.16,"endTime":1341.2,"body":"however, however develop that"},{"speaker":"Stacey Rolfe","startTime":1341.2,"endTime":1344.02,"body":"system is you're going to need"},{"speaker":"Stacey Rolfe","startTime":1341.2,"endTime":1344.02,"body":"certain things. You need"},{"speaker":"Stacey Rolfe","startTime":1344.02,"endTime":1347.08,"body":"Lightroom, you need pick time or"},{"speaker":"Stacey Rolfe","startTime":1344.02,"endTime":1347.08,"body":"whatever. But ultimately, there"},{"speaker":"Stacey Rolfe","startTime":1347.08,"endTime":1349.84,"body":"is a foundational level of what"},{"speaker":"Stacey Rolfe","startTime":1347.08,"endTime":1349.84,"body":"you need. And then when you've"},{"speaker":"Stacey Rolfe","startTime":1349.84,"endTime":1352.78,"body":"got the foundation right, you"},{"speaker":"Stacey Rolfe","startTime":1349.84,"endTime":1352.78,"body":"just move up to the next level,"},{"speaker":"Stacey Rolfe","startTime":1352.78,"endTime":1355.48,"body":"and that's when you refine,"},{"speaker":"Stacey Rolfe","startTime":1352.78,"endTime":1355.48,"body":"refine, refine, and when you've"},{"speaker":"Stacey Rolfe","startTime":1355.48,"endTime":1358.24,"body":"refined that you just go right"},{"speaker":"Stacey Rolfe","startTime":1355.48,"endTime":1358.24,"body":"back to the beginning. Again."},{"speaker":"Stacey Rolfe","startTime":1358.36,"endTime":1362.22,"body":"What I'm learning the longer I'm"},{"speaker":"Stacey Rolfe","startTime":1358.36,"endTime":1362.22,"body":"in business, both of my"},{"speaker":"Stacey Rolfe","startTime":1362.22,"endTime":1366.18,"body":"businesses is that it's, it's a"},{"speaker":"Stacey Rolfe","startTime":1362.22,"endTime":1366.18,"body":"never ending optimization loop,"},{"speaker":"Stacey Rolfe","startTime":1366.42,"endTime":1369.18,"body":"yeah. And I think those are the"},{"speaker":"Stacey Rolfe","startTime":1366.42,"endTime":1369.18,"body":"people that really succeed. Are"},{"speaker":"Stacey Rolfe","startTime":1369.18,"endTime":1372.66,"body":"the people that are willing to"},{"speaker":"Stacey Rolfe","startTime":1369.18,"endTime":1372.66,"body":"do the foundations right and"},{"speaker":"Stacey Rolfe","startTime":1372.66,"endTime":1375.36,"body":"then go back and optimize, and"},{"speaker":"Stacey Rolfe","startTime":1372.66,"endTime":1375.36,"body":"then go back and optimize,"},{"speaker":"Stacey Rolfe","startTime":1375.36,"endTime":1378.48,"body":"rather than trying to get to the"},{"speaker":"Stacey Rolfe","startTime":1375.36,"endTime":1378.48,"body":"top of the pyramid from the get"},{"speaker":"Stacey Rolfe","startTime":1378.48,"endTime":1378.72,"body":"go,"},{"speaker":"Annemie Tonken","startTime":1379.08,"endTime":1383.18,"body":"right? One of"},{"speaker":"Annemie Tonken","startTime":1379.08,"endTime":1383.18,"body":"the I love that you say, the"},{"speaker":"Annemie Tonken","startTime":1383.18,"endTime":1385.52,"body":"longer I've been doing this, the"},{"speaker":"Annemie Tonken","startTime":1383.18,"endTime":1385.52,"body":"more I noticed that it's this"},{"speaker":"Annemie Tonken","startTime":1385.52,"endTime":1390.56,"body":"never ending loop, the I love"},{"speaker":"Annemie Tonken","startTime":1385.52,"endTime":1390.56,"body":"coming across old notebooks that"},{"speaker":"Annemie Tonken","startTime":1390.56,"endTime":1394.34,"body":"I have, you know, laying around"},{"speaker":"Annemie Tonken","startTime":1390.56,"endTime":1394.34,"body":"in drawers or whatever, and and"},{"speaker":"Annemie Tonken","startTime":1394.34,"endTime":1397.28,"body":"I'll crack one open, and it'll"},{"speaker":"Annemie Tonken","startTime":1394.34,"endTime":1397.28,"body":"be like I was at a conference,"},{"speaker":"Annemie Tonken","startTime":1397.52,"endTime":1400.72,"body":"or I was signed up for a class,"},{"speaker":"Annemie Tonken","startTime":1397.52,"endTime":1400.72,"body":"or I was just journaling about,"},{"speaker":"Annemie Tonken","startTime":1400.72,"endTime":1403.9,"body":"you know, this is what I want to"},{"speaker":"Annemie Tonken","startTime":1400.72,"endTime":1403.9,"body":"do in the next year. Here are my"},{"speaker":"Annemie Tonken","startTime":1403.9,"endTime":1408.34,"body":"plans. And the themes are so"},{"speaker":"Annemie Tonken","startTime":1403.9,"endTime":1408.34,"body":"repetitive. They're so like,"},{"speaker":"Annemie Tonken","startTime":1408.34,"endTime":1412.66,"body":"similar to what is happening"},{"speaker":"Annemie Tonken","startTime":1408.34,"endTime":1412.66,"body":"now, but it's just different"},{"speaker":"Annemie Tonken","startTime":1412.66,"endTime":1415.3,"body":"versions of the same. It's"},{"speaker":"Annemie Tonken","startTime":1412.66,"endTime":1415.3,"body":"different iterations on the"},{"speaker":"Annemie Tonken","startTime":1415.3,"endTime":1420.96,"body":"same. But I think that what I"},{"speaker":"Annemie Tonken","startTime":1415.3,"endTime":1420.96,"body":"see in those is like, the"},{"speaker":"Annemie Tonken","startTime":1420.96,"endTime":1424.56,"body":"commitment to action constantly,"},{"speaker":"Annemie Tonken","startTime":1420.96,"endTime":1424.56,"body":"just like, Well, this year I'm"},{"speaker":"Annemie Tonken","startTime":1424.56,"endTime":1427.62,"body":"going to try this, or this month"},{"speaker":"Annemie Tonken","startTime":1424.56,"endTime":1427.62,"body":"or this week, this is how I'm"},{"speaker":"Annemie Tonken","startTime":1427.62,"endTime":1431.22,"body":"going to chip away at this"},{"speaker":"Annemie Tonken","startTime":1427.62,"endTime":1431.22,"body":"particular Yeah, the problems"},{"speaker":"Annemie Tonken","startTime":1431.22,"endTime":1434.1,"body":"don't really change, and neither"},{"speaker":"Annemie Tonken","startTime":1431.22,"endTime":1434.1,"body":"do you know, it's like, we"},{"speaker":"Annemie Tonken","startTime":1434.1,"endTime":1436.56,"body":"always have to market our"},{"speaker":"Annemie Tonken","startTime":1434.1,"endTime":1436.56,"body":"businesses and we always have to"},{"speaker":"Annemie Tonken","startTime":1436.86,"endTime":1439.68,"body":"create good client experiences"},{"speaker":"Annemie Tonken","startTime":1436.86,"endTime":1439.68,"body":"and all those kinds of things."},{"speaker":"Annemie Tonken","startTime":1439.68,"endTime":1443.84,"body":"And there's the repetition is"},{"speaker":"Annemie Tonken","startTime":1439.68,"endTime":1443.84,"body":"not a bad thing. I mean, not we"},{"speaker":"Annemie Tonken","startTime":1443.84,"endTime":1447.38,"body":"have to be somewhat repetitive"},{"speaker":"Annemie Tonken","startTime":1443.84,"endTime":1447.38,"body":"in what we're doing, but at the"},{"speaker":"Annemie Tonken","startTime":1447.38,"endTime":1450.5,"body":"end of the day, we also have to"},{"speaker":"Annemie Tonken","startTime":1447.38,"endTime":1450.5,"body":"keep showing up, like there's, I"},{"speaker":"Annemie Tonken","startTime":1450.5,"endTime":1453.5,"body":"think for a long time, I"},{"speaker":"Annemie Tonken","startTime":1450.5,"endTime":1453.5,"body":"thought, Okay, once I figure"},{"speaker":"Annemie Tonken","startTime":1453.5,"endTime":1456.68,"body":"this out, once I crack the code,"},{"speaker":"Annemie Tonken","startTime":1453.5,"endTime":1456.68,"body":"then I'll just be able to set"},{"speaker":"Annemie Tonken","startTime":1456.68,"endTime":1460.66,"body":"that on, you know, Evergreen"},{"speaker":"Annemie Tonken","startTime":1456.68,"endTime":1460.66,"body":"repeat to like it can just do"},{"speaker":"Annemie Tonken","startTime":1460.66,"endTime":1463.42,"body":"its own thing in the background."},{"speaker":"Annemie Tonken","startTime":1460.66,"endTime":1463.42,"body":"And this was just not that sort"},{"speaker":"Annemie Tonken","startTime":1463.42,"endTime":1463.9,"body":"of business."},{"speaker":"Stacey Rolfe","startTime":1465.34,"endTime":1467.2,"body":"Yeah, you know, I"},{"speaker":"Stacey Rolfe","startTime":1465.34,"endTime":1467.2,"body":"heard a quote probably a year"},{"speaker":"Stacey Rolfe","startTime":1467.2,"endTime":1471.34,"body":"ago now, and it was, to succeed"},{"speaker":"Stacey Rolfe","startTime":1467.2,"endTime":1471.34,"body":"in business, you either have to"},{"speaker":"Stacey Rolfe","startTime":1471.34,"endTime":1476.98,"body":"be incredibly talented or"},{"speaker":"Stacey Rolfe","startTime":1471.34,"endTime":1476.98,"body":"incredibly stubborn. And I love"},{"speaker":"Stacey Rolfe","startTime":1476.98,"endTime":1480.54,"body":"that quote so much because there"},{"speaker":"Stacey Rolfe","startTime":1476.98,"endTime":1480.54,"body":"are probably a handful there is"},{"speaker":"Stacey Rolfe","startTime":1480.54,"endTime":1484.02,"body":"like the one percenters, for"},{"speaker":"Stacey Rolfe","startTime":1480.54,"endTime":1484.02,"body":"whom their talent is just so"},{"speaker":"Stacey Rolfe","startTime":1484.02,"endTime":1487.38,"body":"ridiculous and so incredible"},{"speaker":"Stacey Rolfe","startTime":1484.02,"endTime":1487.38,"body":"that it really doesn't matter."},{"speaker":"Stacey Rolfe","startTime":1487.38,"endTime":1490.08,"body":"They're going to succeed because"},{"speaker":"Stacey Rolfe","startTime":1487.38,"endTime":1490.08,"body":"they are just pure talent, and"},{"speaker":"Stacey Rolfe","startTime":1490.08,"endTime":1494.04,"body":"people will put up with crappy"},{"speaker":"Stacey Rolfe","startTime":1490.08,"endTime":1494.04,"body":"experience or systems or"},{"speaker":"Stacey Rolfe","startTime":1494.04,"endTime":1498.54,"body":"whatever. But for most of us,"},{"speaker":"Stacey Rolfe","startTime":1494.04,"endTime":1498.54,"body":"the rest of us, it really is"},{"speaker":"Stacey Rolfe","startTime":1498.54,"endTime":1501.14,"body":"just about persistence. You."},{"speaker":"Stacey Rolfe","startTime":1498.54,"endTime":1501.14,"body":"Have to stick with it. You have"},{"speaker":"Stacey Rolfe","startTime":1501.14,"endTime":1504.86,"body":"to, as you say, do the same"},{"speaker":"Stacey Rolfe","startTime":1501.14,"endTime":1504.86,"body":"things on repeat over and over"},{"speaker":"Stacey Rolfe","startTime":1504.86,"endTime":1509.12,"body":"and over. And that is just a"},{"speaker":"Stacey Rolfe","startTime":1504.86,"endTime":1509.12,"body":"business. That is just a"},{"speaker":"Stacey Rolfe","startTime":1509.12,"endTime":1512.24,"body":"business where you have to churn"},{"speaker":"Stacey Rolfe","startTime":1509.12,"endTime":1512.24,"body":"out your marketing and get a"},{"speaker":"Stacey Rolfe","startTime":1512.24,"endTime":1516.26,"body":"steady stream of clients. And"},{"speaker":"Stacey Rolfe","startTime":1512.24,"endTime":1516.26,"body":"yeah, we refine and we optimize,"},{"speaker":"Stacey Rolfe","startTime":1516.26,"endTime":1519.14,"body":"we get better, we get more"},{"speaker":"Stacey Rolfe","startTime":1516.26,"endTime":1519.14,"body":"efficient, but we still have to"},{"speaker":"Stacey Rolfe","startTime":1519.14,"endTime":1523.36,"body":"do the same fundamental stuff."},{"speaker":"Stacey Rolfe","startTime":1519.14,"endTime":1523.36,"body":"It's why I'm so incredibly like,"},{"speaker":"Stacey Rolfe","startTime":1523.36,"endTime":1526.12,"body":"I never stopped talking about"},{"speaker":"Stacey Rolfe","startTime":1523.36,"endTime":1526.12,"body":"the foundational level, because"},{"speaker":"Stacey Rolfe","startTime":1526.12,"endTime":1530.26,"body":"I if you skip that, if you just"},{"speaker":"Stacey Rolfe","startTime":1526.12,"endTime":1530.26,"body":"try and optimize one part of the"},{"speaker":"Stacey Rolfe","startTime":1530.26,"endTime":1533.62,"body":"pyramid, it's all going to fall"},{"speaker":"Stacey Rolfe","startTime":1530.26,"endTime":1533.62,"body":"over. You have to have all, all"},{"speaker":"Stacey Rolfe","startTime":1533.62,"endTime":1536.44,"body":"of the bits in place all four"},{"speaker":"Stacey Rolfe","startTime":1533.62,"endTime":1536.44,"body":"parts of your pyramid. And you"},{"speaker":"Stacey Rolfe","startTime":1536.44,"endTime":1538.96,"body":"just have to have those"},{"speaker":"Stacey Rolfe","startTime":1536.44,"endTime":1538.96,"body":"foundations strong. And if you"},{"speaker":"Stacey Rolfe","startTime":1538.96,"endTime":1541.86,"body":"have those, you can iterate and"},{"speaker":"Stacey Rolfe","startTime":1538.96,"endTime":1541.86,"body":"optimize as fast as you want,"},{"speaker":"Stacey Rolfe","startTime":1541.92,"endTime":1545.04,"body":"over and over and over you build"},{"speaker":"Stacey Rolfe","startTime":1541.92,"endTime":1545.04,"body":"this as high as you like, but"},{"speaker":"Stacey Rolfe","startTime":1545.04,"endTime":1547.56,"body":"without those, without"},{"speaker":"Stacey Rolfe","startTime":1545.04,"endTime":1547.56,"body":"understanding the basics, you"},{"speaker":"Stacey Rolfe","startTime":1547.56,"endTime":1551.16,"body":"really can't go anywhere. You"},{"speaker":"Stacey Rolfe","startTime":1547.56,"endTime":1551.16,"body":"are completely stuck,"},{"speaker":"Annemie Tonken","startTime":1551.34,"endTime":1555.72,"body":"yeah, in a sort"},{"speaker":"Annemie Tonken","startTime":1551.34,"endTime":1555.72,"body":"of prison of your own making."},{"speaker":"Annemie Tonken","startTime":1556.26,"endTime":1562.34,"body":"Yes, shortcuts rarely work, I"},{"speaker":"Annemie Tonken","startTime":1556.26,"endTime":1562.34,"body":"think, is the is the other way"},{"speaker":"Annemie Tonken","startTime":1562.34,"endTime":1566.6,"body":"to say that. And that's true. It"},{"speaker":"Annemie Tonken","startTime":1562.34,"endTime":1566.6,"body":"is funny how, like, you can't"},{"speaker":"Annemie Tonken","startTime":1566.66,"endTime":1570.32,"body":"get to the to the finish line"},{"speaker":"Annemie Tonken","startTime":1566.66,"endTime":1570.32,"body":"without going through the miles"},{"speaker":"Annemie Tonken","startTime":1570.32,"endTime":1575.12,"body":"in the beginning. That's exactly"},{"speaker":"Annemie Tonken","startTime":1570.32,"endTime":1575.12,"body":"right. So, you know, obviously,"},{"speaker":"Annemie Tonken","startTime":1575.12,"endTime":1579.32,"body":"in all this repetition, as"},{"speaker":"Annemie Tonken","startTime":1575.12,"endTime":1579.32,"body":"creatives, we have to do"},{"speaker":"Annemie Tonken","startTime":1579.32,"endTime":1583.06,"body":"something to keep ourselves"},{"speaker":"Annemie Tonken","startTime":1579.32,"endTime":1583.06,"body":"entertained, we have to, you"},{"speaker":"Annemie Tonken","startTime":1583.06,"endTime":1586.18,"body":"know, that's why I feel like"},{"speaker":"Annemie Tonken","startTime":1583.06,"endTime":1586.18,"body":"doing the same thing on repeat,"},{"speaker":"Annemie Tonken","startTime":1586.3,"endTime":1590.5,"body":"but changing it all the time is"},{"speaker":"Annemie Tonken","startTime":1586.3,"endTime":1590.5,"body":"the way that I have been able to"},{"speaker":"Annemie Tonken","startTime":1590.5,"endTime":1594.16,"body":"maintain my focus. The other way"},{"speaker":"Annemie Tonken","startTime":1590.5,"endTime":1594.16,"body":"that I think that you and I"},{"speaker":"Annemie Tonken","startTime":1594.16,"endTime":1596.92,"body":"should spend at least a few"},{"speaker":"Annemie Tonken","startTime":1594.16,"endTime":1596.92,"body":"minutes talking about is by"},{"speaker":"Annemie Tonken","startTime":1596.92,"endTime":1602.88,"body":"getting rid of the things that"},{"speaker":"Annemie Tonken","startTime":1596.92,"endTime":1602.88,"body":"are necessary but that I don't"},{"speaker":"Annemie Tonken","startTime":1602.88,"endTime":1606.12,"body":"like doing it, that each"},{"speaker":"Annemie Tonken","startTime":1602.88,"endTime":1606.12,"body":"individual one of us has certain"},{"speaker":"Annemie Tonken","startTime":1606.12,"endTime":1609.18,"body":"strengths and certain"},{"speaker":"Annemie Tonken","startTime":1606.12,"endTime":1609.18,"body":"weaknesses, but I think no one"},{"speaker":"Annemie Tonken","startTime":1609.18,"endTime":1613.08,"body":"gets into photography to, for"},{"speaker":"Annemie Tonken","startTime":1609.18,"endTime":1613.08,"body":"instance, write the same emails"},{"speaker":"Annemie Tonken","startTime":1613.08,"endTime":1617.52,"body":"or answer the same questions,"},{"speaker":"Annemie Tonken","startTime":1613.08,"endTime":1617.52,"body":"or, you know, like, send out"},{"speaker":"Annemie Tonken","startTime":1617.7,"endTime":1622.58,"body":"contracts by hand Every single"},{"speaker":"Annemie Tonken","startTime":1617.7,"endTime":1622.58,"body":"time, which is where those kind"},{"speaker":"Annemie Tonken","startTime":1622.58,"endTime":1627.02,"body":"of foundational systems really"},{"speaker":"Annemie Tonken","startTime":1622.58,"endTime":1627.02,"body":"do come into play. Tell me a"},{"speaker":"Annemie Tonken","startTime":1627.02,"endTime":1631.4,"body":"little bit about I mean, now"},{"speaker":"Annemie Tonken","startTime":1627.02,"endTime":1631.4,"body":"that you are well into doing"},{"speaker":"Annemie Tonken","startTime":1631.4,"endTime":1634.64,"body":"system setups, you've done"},{"speaker":"Annemie Tonken","startTime":1631.4,"endTime":1634.64,"body":"hundreds of CRM setups, and now"},{"speaker":"Annemie Tonken","startTime":1634.64,"endTime":1638.6,"body":"you're doing pic time as well."},{"speaker":"Annemie Tonken","startTime":1634.64,"endTime":1638.6,"body":"Talk to me about how the"},{"speaker":"Annemie Tonken","startTime":1638.6,"endTime":1641.44,"body":"photographers who come to you,"},{"speaker":"Annemie Tonken","startTime":1638.6,"endTime":1641.44,"body":"are they new? Are they"},{"speaker":"Annemie Tonken","startTime":1641.8,"endTime":1645.04,"body":"experienced? Where are they on"},{"speaker":"Annemie Tonken","startTime":1641.8,"endTime":1645.04,"body":"that kind of arc of their"},{"speaker":"Annemie Tonken","startTime":1645.04,"endTime":1648.82,"body":"business? And what are the like?"},{"speaker":"Annemie Tonken","startTime":1645.04,"endTime":1648.82,"body":"What are the major pain points"},{"speaker":"Annemie Tonken","startTime":1648.82,"endTime":1649.96,"body":"that they're coming to you with?"},{"speaker":"Stacey Rolfe","startTime":1650.32,"endTime":1653.08,"body":"They are all at"},{"speaker":"Stacey Rolfe","startTime":1650.32,"endTime":1653.08,"body":"all stages of business, and"},{"speaker":"Stacey Rolfe","startTime":1653.08,"endTime":1655.84,"body":"actually, that has been one of"},{"speaker":"Stacey Rolfe","startTime":1653.08,"endTime":1655.84,"body":"my key marketing challenges."},{"speaker":"Stacey Rolfe","startTime":1656.2,"endTime":1660.78,"body":"Funny enough, because I actually"},{"speaker":"Stacey Rolfe","startTime":1656.2,"endTime":1660.78,"body":"don't think that our service,"},{"speaker":"Stacey Rolfe","startTime":1660.78,"endTime":1663.9,"body":"it's not about where, how many"},{"speaker":"Stacey Rolfe","startTime":1660.78,"endTime":1663.9,"body":"years you've been doing it. It's"},{"speaker":"Stacey Rolfe","startTime":1663.9,"endTime":1669.24,"body":"actually more about the kind of"},{"speaker":"Stacey Rolfe","startTime":1663.9,"endTime":1669.24,"body":"person that you are. So the key"},{"speaker":"Stacey Rolfe","startTime":1669.24,"endTime":1672.96,"body":"themes that I see of people"},{"speaker":"Stacey Rolfe","startTime":1669.24,"endTime":1672.96,"body":"coming through the tidy talk,"},{"speaker":"Stacey Rolfe","startTime":1673.62,"endTime":1677.7,"body":"they feel overwhelmed, they feel"},{"speaker":"Stacey Rolfe","startTime":1673.62,"endTime":1677.7,"body":"chaotic, they can't stay on top"},{"speaker":"Stacey Rolfe","startTime":1677.7,"endTime":1681.98,"body":"of things. They are usually"},{"speaker":"Stacey Rolfe","startTime":1677.7,"endTime":1681.98,"body":"incredibly talented. A lot of"},{"speaker":"Stacey Rolfe","startTime":1681.98,"endTime":1684.26,"body":"them have some kind of"},{"speaker":"Stacey Rolfe","startTime":1681.98,"endTime":1684.26,"body":"neurodivergence that makes it"},{"speaker":"Stacey Rolfe","startTime":1684.26,"endTime":1688.88,"body":"really hard to stay on task."},{"speaker":"Stacey Rolfe","startTime":1684.26,"endTime":1688.88,"body":"They often have really"},{"speaker":"Stacey Rolfe","startTime":1688.94,"endTime":1692.66,"body":"established businesses and"},{"speaker":"Stacey Rolfe","startTime":1688.94,"endTime":1692.66,"body":"really established ideas of how"},{"speaker":"Stacey Rolfe","startTime":1692.66,"endTime":1695.42,"body":"they want to service their"},{"speaker":"Stacey Rolfe","startTime":1692.66,"endTime":1695.42,"body":"clients, how they want to say"},{"speaker":"Stacey Rolfe","startTime":1695.42,"endTime":1698.9,"body":"certain things, the copy they"},{"speaker":"Stacey Rolfe","startTime":1695.42,"endTime":1698.9,"body":"want to give. But they're doing"},{"speaker":"Stacey Rolfe","startTime":1698.9,"endTime":1702.1,"body":"things in the most inefficient"},{"speaker":"Stacey Rolfe","startTime":1698.9,"endTime":1702.1,"body":"way that they possibly could."},{"speaker":"Stacey Rolfe","startTime":1702.1,"endTime":1704.98,"body":"Like, it just feels to me that"},{"speaker":"Stacey Rolfe","startTime":1702.1,"endTime":1704.98,"body":"there's there's repetition. The"},{"speaker":"Stacey Rolfe","startTime":1704.98,"endTime":1707.32,"body":"clients are getting the same"},{"speaker":"Stacey Rolfe","startTime":1704.98,"endTime":1707.32,"body":"stuff over and over, and they're"},{"speaker":"Stacey Rolfe","startTime":1707.32,"endTime":1710.92,"body":"missing certain things all the"},{"speaker":"Stacey Rolfe","startTime":1707.32,"endTime":1710.92,"body":"time. They are having to go back"},{"speaker":"Stacey Rolfe","startTime":1710.92,"endTime":1714.22,"body":"and forth about upgrades and"},{"speaker":"Stacey Rolfe","startTime":1710.92,"endTime":1714.22,"body":"invoicing and which images"},{"speaker":"Stacey Rolfe","startTime":1714.22,"endTime":1719.2,"body":"you're going to choose and what"},{"speaker":"Stacey Rolfe","startTime":1714.22,"endTime":1719.2,"body":"prints you want. And for me, I'm"},{"speaker":"Stacey Rolfe","startTime":1719.2,"endTime":1722.1,"body":"like, This is literally all at"},{"speaker":"Stacey Rolfe","startTime":1719.2,"endTime":1722.1,"body":"your fingertips. Like, you can"},{"speaker":"Stacey Rolfe","startTime":1722.16,"endTime":1726.36,"body":"outsource this for cents on the"},{"speaker":"Stacey Rolfe","startTime":1722.16,"endTime":1726.36,"body":"dollar, like, right? You can get"},{"speaker":"Stacey Rolfe","startTime":1726.36,"endTime":1730.08,"body":"a program that will literally do"},{"speaker":"Stacey Rolfe","startTime":1726.36,"endTime":1730.08,"body":"this for you. I think a lot of"},{"speaker":"Stacey Rolfe","startTime":1730.08,"endTime":1733.14,"body":"them are like, right, I need a"},{"speaker":"Stacey Rolfe","startTime":1730.08,"endTime":1733.14,"body":"VA. And you think, Well, sure,"},{"speaker":"Stacey Rolfe","startTime":1733.14,"endTime":1736.2,"body":"like, maybe you need a VA, but"},{"speaker":"Stacey Rolfe","startTime":1733.14,"endTime":1736.2,"body":"first you need a system that's"},{"speaker":"Stacey Rolfe","startTime":1736.2,"endTime":1739.26,"body":"going to take on 90% of that"},{"speaker":"Stacey Rolfe","startTime":1736.2,"endTime":1739.26,"body":"work. Because really, if you"},{"speaker":"Stacey Rolfe","startTime":1739.26,"endTime":1742.7,"body":"program it right, you don't have"},{"speaker":"Stacey Rolfe","startTime":1739.26,"endTime":1742.7,"body":"to do anything at all. You can"},{"speaker":"Stacey Rolfe","startTime":1742.7,"endTime":1746.84,"body":"just let this run. You deal with"},{"speaker":"Stacey Rolfe","startTime":1742.7,"endTime":1746.84,"body":"your leads, and you you sell to"},{"speaker":"Stacey Rolfe","startTime":1746.84,"endTime":1749.12,"body":"your leads, you make sure that"},{"speaker":"Stacey Rolfe","startTime":1746.84,"endTime":1749.12,"body":"you convert those and then"},{"speaker":"Stacey Rolfe","startTime":1749.12,"endTime":1752.48,"body":"between the lead and the"},{"speaker":"Stacey Rolfe","startTime":1749.12,"endTime":1752.48,"body":"session, there's nothing to do"},{"speaker":"Stacey Rolfe","startTime":1752.48,"endTime":1755.6,"body":"like all of that can be"},{"speaker":"Stacey Rolfe","startTime":1752.48,"endTime":1755.6,"body":"automated. And then, then"},{"speaker":"Stacey Rolfe","startTime":1755.6,"endTime":1758.84,"body":"obviously, the hard work starts."},{"speaker":"Stacey Rolfe","startTime":1755.6,"endTime":1758.84,"body":"We start editing and culling,"},{"speaker":"Stacey Rolfe","startTime":1758.84,"endTime":1761.68,"body":"and we're, you know, doing all"},{"speaker":"Stacey Rolfe","startTime":1758.84,"endTime":1761.68,"body":"of those things. But then again,"},{"speaker":"Stacey Rolfe","startTime":1761.68,"endTime":1764.14,"body":"you can systemize all of that"},{"speaker":"Stacey Rolfe","startTime":1761.68,"endTime":1764.14,"body":"through pick time. You can have"},{"speaker":"Stacey Rolfe","startTime":1764.14,"endTime":1768.04,"body":"the whole system sell for you."},{"speaker":"Stacey Rolfe","startTime":1764.14,"endTime":1768.04,"body":"The client can upgrade on their"},{"speaker":"Stacey Rolfe","startTime":1768.04,"endTime":1770.26,"body":"own. They can download the right"},{"speaker":"Stacey Rolfe","startTime":1768.04,"endTime":1770.26,"body":"images on their own. There's"},{"speaker":"Stacey Rolfe","startTime":1770.26,"endTime":1775.06,"body":"nothing left. You don't have to"},{"speaker":"Stacey Rolfe","startTime":1770.26,"endTime":1775.06,"body":"do these tasks. And so to go"},{"speaker":"Stacey Rolfe","startTime":1775.06,"endTime":1777.94,"body":"back to your question, the"},{"speaker":"Stacey Rolfe","startTime":1775.06,"endTime":1777.94,"body":"people that come to me typically"},{"speaker":"Stacey Rolfe","startTime":1778.6,"endTime":1784.86,"body":"either they are very self aware"},{"speaker":"Stacey Rolfe","startTime":1778.6,"endTime":1784.86,"body":"beginners, so people who already"},{"speaker":"Stacey Rolfe","startTime":1784.86,"endTime":1787.32,"body":"know they're going to struggle"},{"speaker":"Stacey Rolfe","startTime":1784.86,"endTime":1787.32,"body":"with this. So there is, like"},{"speaker":"Stacey Rolfe","startTime":1787.32,"endTime":1790.56,"body":"this small subset of people who"},{"speaker":"Stacey Rolfe","startTime":1787.32,"endTime":1790.56,"body":"recognize how important the"},{"speaker":"Stacey Rolfe","startTime":1790.56,"endTime":1793.8,"body":"client experience is. They"},{"speaker":"Stacey Rolfe","startTime":1790.56,"endTime":1793.8,"body":"recognize how admin overwhelms"},{"speaker":"Stacey Rolfe","startTime":1793.8,"endTime":1796.44,"body":"them, and they're just like, You"},{"speaker":"Stacey Rolfe","startTime":1793.8,"endTime":1796.44,"body":"know what? I have to get this"},{"speaker":"Stacey Rolfe","startTime":1796.44,"endTime":1799.38,"body":"right, because this is going to"},{"speaker":"Stacey Rolfe","startTime":1796.44,"endTime":1799.38,"body":"be a disaster if I try and do"},{"speaker":"Stacey Rolfe","startTime":1799.38,"endTime":1802.7,"body":"this on my own. So that, I would"},{"speaker":"Stacey Rolfe","startTime":1799.38,"endTime":1802.7,"body":"say, is a small number of people"},{"speaker":"Stacey Rolfe","startTime":1802.7,"endTime":1806.24,"body":"that have enough self awareness"},{"speaker":"Stacey Rolfe","startTime":1802.7,"endTime":1806.24,"body":"and enough understanding of the"},{"speaker":"Stacey Rolfe","startTime":1806.24,"endTime":1809.84,"body":"importance of that to come to"},{"speaker":"Stacey Rolfe","startTime":1806.24,"endTime":1809.84,"body":"me, kind of right now, to start"},{"speaker":"Stacey Rolfe","startTime":1809.84,"endTime":1813.74,"body":"their business. Much more"},{"speaker":"Stacey Rolfe","startTime":1809.84,"endTime":1813.74,"body":"commonly, I'm talking to people"},{"speaker":"Stacey Rolfe","startTime":1813.74,"endTime":1817.76,"body":"who are totally in the weeds,"},{"speaker":"Stacey Rolfe","startTime":1813.74,"endTime":1817.76,"body":"completely overwhelmed. Their"},{"speaker":"Stacey Rolfe","startTime":1817.76,"endTime":1821.5,"body":"business has taken off. They are"},{"speaker":"Stacey Rolfe","startTime":1817.76,"endTime":1821.5,"body":"booked for months and months,"},{"speaker":"Stacey Rolfe","startTime":1821.68,"endTime":1826.84,"body":"and they just do not know how to"},{"speaker":"Stacey Rolfe","startTime":1821.68,"endTime":1826.84,"body":"claw back time. They do not know"},{"speaker":"Stacey Rolfe","startTime":1826.84,"endTime":1829.24,"body":"how to stay on top of things."},{"speaker":"Stacey Rolfe","startTime":1826.84,"endTime":1829.24,"body":"And they come to me in this"},{"speaker":"Stacey Rolfe","startTime":1829.42,"endTime":1833.68,"body":"quite chaotic panic. And so what"},{"speaker":"Stacey Rolfe","startTime":1829.42,"endTime":1833.68,"body":"we do is we kind of teach them"},{"speaker":"Stacey Rolfe","startTime":1833.68,"endTime":1838.18,"body":"how to develop a workflow. I sit"},{"speaker":"Stacey Rolfe","startTime":1833.68,"endTime":1838.18,"body":"with them one to one, and we"},{"speaker":"Stacey Rolfe","startTime":1838.18,"endTime":1841.26,"body":"literally nut out exactly what"},{"speaker":"Stacey Rolfe","startTime":1838.18,"endTime":1841.26,"body":"they want. We will design all of"},{"speaker":"Stacey Rolfe","startTime":1841.26,"endTime":1844.14,"body":"their copy and every single step"},{"speaker":"Stacey Rolfe","startTime":1841.26,"endTime":1844.14,"body":"of their workflow together, and"},{"speaker":"Stacey Rolfe","startTime":1844.14,"endTime":1847.14,"body":"we'll create them like a bespoke"},{"speaker":"Stacey Rolfe","startTime":1844.14,"endTime":1847.14,"body":"plan, and we send that to them"},{"speaker":"Stacey Rolfe","startTime":1847.14,"endTime":1849.6,"body":"so they can just read through"},{"speaker":"Stacey Rolfe","startTime":1847.14,"endTime":1849.6,"body":"it, give us the green light, and"},{"speaker":"Stacey Rolfe","startTime":1849.6,"endTime":1852.18,"body":"then we go off and build it. And"},{"speaker":"Stacey Rolfe","startTime":1849.6,"endTime":1852.18,"body":"then we also have, like, a"},{"speaker":"Stacey Rolfe","startTime":1852.18,"endTime":1855.6,"body":"small, very short, very quick"},{"speaker":"Stacey Rolfe","startTime":1852.18,"endTime":1855.6,"body":"Academy for them to watch that"},{"speaker":"Stacey Rolfe","startTime":1855.6,"endTime":1859.92,"body":"teaches them how to use it. So"},{"speaker":"Stacey Rolfe","startTime":1855.6,"endTime":1859.92,"body":"what it does for those people is"},{"speaker":"Stacey Rolfe","startTime":1859.92,"endTime":1864.68,"body":"it's just it feels like it's"},{"speaker":"Stacey Rolfe","startTime":1859.92,"endTime":1864.68,"body":"this never ending pressure of I"},{"speaker":"Stacey Rolfe","startTime":1864.68,"endTime":1867.44,"body":"should sort that I should do"},{"speaker":"Stacey Rolfe","startTime":1864.68,"endTime":1867.44,"body":"that. I'm writing this email"},{"speaker":"Stacey Rolfe","startTime":1867.44,"endTime":1870.26,"body":"again. I should probably do"},{"speaker":"Stacey Rolfe","startTime":1867.44,"endTime":1870.26,"body":"something about this. And"},{"speaker":"Stacey Rolfe","startTime":1870.26,"endTime":1872.6,"body":"eventually they just get to a"},{"speaker":"Stacey Rolfe","startTime":1870.26,"endTime":1872.6,"body":"breaking point where they think"},{"speaker":"Stacey Rolfe","startTime":1872.6,"endTime":1875.36,"body":"I'm going to have to get someone"},{"speaker":"Stacey Rolfe","startTime":1872.6,"endTime":1875.36,"body":"else to do this for me. And my"},{"speaker":"Stacey Rolfe","startTime":1875.36,"endTime":1878.96,"body":"goal is to take all of that off"},{"speaker":"Stacey Rolfe","startTime":1875.36,"endTime":1878.96,"body":"them, like as much as I possibly"},{"speaker":"Stacey Rolfe","startTime":1878.96,"endTime":1881.8,"body":"can take away from them. So"},{"speaker":"Stacey Rolfe","startTime":1878.96,"endTime":1881.8,"body":"those are the people. Typically,"},{"speaker":"Stacey Rolfe","startTime":1881.8,"endTime":1884.38,"body":"it's anyone who really"},{"speaker":"Stacey Rolfe","startTime":1881.8,"endTime":1884.38,"body":"recognizes that this is crushing"},{"speaker":"Stacey Rolfe","startTime":1884.38,"endTime":1888.22,"body":"them or is going to crush them."},{"speaker":"Stacey Rolfe","startTime":1884.38,"endTime":1888.22,"body":"Anyone who recognizes that admin"},{"speaker":"Stacey Rolfe","startTime":1888.4,"endTime":1891.04,"body":"is not their strong suit and"},{"speaker":"Stacey Rolfe","startTime":1888.4,"endTime":1891.04,"body":"they need to get rid of it"},{"speaker":"Stacey Rolfe","startTime":1891.04,"endTime":1895.9,"body":"somehow. And usually people who"},{"speaker":"Stacey Rolfe","startTime":1891.04,"endTime":1895.9,"body":"are just so busy doing the thing"},{"speaker":"Stacey Rolfe","startTime":1895.9,"endTime":1899.08,"body":"they're brilliant at that they"},{"speaker":"Stacey Rolfe","startTime":1895.9,"endTime":1899.08,"body":"feel incredibly stressed and"},{"speaker":"Stacey Rolfe","startTime":1899.08,"endTime":1901.44,"body":"overwhelmed about the rest of"},{"speaker":"Stacey Rolfe","startTime":1899.08,"endTime":1901.44,"body":"it. Yeah,"},{"speaker":"Annemie Tonken","startTime":1901.68,"endTime":1906.54,"body":"oh man. And I"},{"speaker":"Annemie Tonken","startTime":1901.68,"endTime":1906.54,"body":"love that. So I have this sort"},{"speaker":"Annemie Tonken","startTime":1906.54,"endTime":1909.54,"body":"of inside joke that dates back"},{"speaker":"Annemie Tonken","startTime":1906.54,"endTime":1909.54,"body":"to when I was in high school"},{"speaker":"Annemie Tonken","startTime":1909.6,"endTime":1914.4,"body":"where I was talking to a friend"},{"speaker":"Annemie Tonken","startTime":1909.6,"endTime":1914.4,"body":"about the like the feeling of"},{"speaker":"Annemie Tonken","startTime":1914.4,"endTime":1918.66,"body":"having things all tangled up"},{"speaker":"Annemie Tonken","startTime":1914.4,"endTime":1918.66,"body":"like a ball of yarn that you"},{"speaker":"Annemie Tonken","startTime":1918.66,"endTime":1922.46,"body":"know feels super chaotic and"},{"speaker":"Annemie Tonken","startTime":1918.66,"endTime":1922.46,"body":"confused and difficult to"},{"speaker":"Annemie Tonken","startTime":1922.52,"endTime":1927.02,"body":"manage. And then the opposite of"},{"speaker":"Annemie Tonken","startTime":1922.52,"endTime":1927.02,"body":"that, what we said when we were"},{"speaker":"Annemie Tonken","startTime":1927.02,"endTime":1931.34,"body":"in school together was, I feel"},{"speaker":"Annemie Tonken","startTime":1927.02,"endTime":1931.34,"body":"like my strings are flat, and I"},{"speaker":"Annemie Tonken","startTime":1931.34,"endTime":1934.16,"body":"love what you're describing,"},{"speaker":"Annemie Tonken","startTime":1931.34,"endTime":1934.16,"body":"because for me, that is that"},{"speaker":"Annemie Tonken","startTime":1934.16,"endTime":1938.18,"body":"perfect, like strings flat"},{"speaker":"Annemie Tonken","startTime":1934.16,"endTime":1938.18,"body":"moment. It happened for me when"},{"speaker":"Annemie Tonken","startTime":1938.18,"endTime":1943.0,"body":"I first got my CRM set up. It"},{"speaker":"Annemie Tonken","startTime":1938.18,"endTime":1943.0,"body":"happened for me again when I"},{"speaker":"Annemie Tonken","startTime":1943.0,"endTime":1946.48,"body":"built the simple sales system in"},{"speaker":"Annemie Tonken","startTime":1943.0,"endTime":1946.48,"body":"my business, and all of a sudden"},{"speaker":"Annemie Tonken","startTime":1946.48,"endTime":1950.44,"body":"it was like, I'm doing a"},{"speaker":"Annemie Tonken","startTime":1946.48,"endTime":1950.44,"body":"fraction of the work and getting"},{"speaker":"Annemie Tonken","startTime":1950.44,"endTime":1954.28,"body":"the same results. It was like,"},{"speaker":"Annemie Tonken","startTime":1950.44,"endTime":1954.28,"body":"how did, how did that happen?"},{"speaker":"Annemie Tonken","startTime":1954.34,"endTime":1960.84,"body":"And and so I love I'm I'm almost"},{"speaker":"Annemie Tonken","startTime":1954.34,"endTime":1960.84,"body":"jealous I don't do like done for"},{"speaker":"Annemie Tonken","startTime":1960.84,"endTime":1964.02,"body":"you services, but I'm almost"},{"speaker":"Annemie Tonken","startTime":1960.84,"endTime":1964.02,"body":"jealous of what it must feel"},{"speaker":"Annemie Tonken","startTime":1964.02,"endTime":1967.8,"body":"like to be the one handing that"},{"speaker":"Annemie Tonken","startTime":1964.02,"endTime":1967.8,"body":"over to someone, because it is"},{"speaker":"Annemie Tonken","startTime":1967.8,"endTime":1968.82,"body":"such a gift."},{"speaker":"Stacey Rolfe","startTime":1969.36,"endTime":1971.88,"body":"Yeah, it does feel"},{"speaker":"Stacey Rolfe","startTime":1969.36,"endTime":1971.88,"body":"good, like at the end of that"},{"speaker":"Stacey Rolfe","startTime":1971.94,"endTime":1974.76,"body":"call that I have with them, and"},{"speaker":"Stacey Rolfe","startTime":1971.94,"endTime":1974.76,"body":"I'm like, right? This is what"},{"speaker":"Stacey Rolfe","startTime":1974.76,"endTime":1977.76,"body":"we're going to do. I'm going to"},{"speaker":"Stacey Rolfe","startTime":1974.76,"endTime":1977.76,"body":"send you this plan. You just"},{"speaker":"Stacey Rolfe","startTime":1977.76,"endTime":1979.92,"body":"need to read through it and tell"},{"speaker":"Stacey Rolfe","startTime":1977.76,"endTime":1979.92,"body":"me you're happy with it, and"},{"speaker":"Stacey Rolfe","startTime":1979.92,"endTime":1982.7,"body":"then we will build the whole"},{"speaker":"Stacey Rolfe","startTime":1979.92,"endTime":1982.7,"body":"thing. Every single time, it's"},{"speaker":"Stacey Rolfe","startTime":1982.7,"endTime":1987.92,"body":"like this, it's this deep"},{"speaker":"Stacey Rolfe","startTime":1982.7,"endTime":1987.92,"body":"exhale. It's like, Oh, I'm so"},{"speaker":"Stacey Rolfe","startTime":1987.92,"endTime":1990.68,"body":"glad that's done. I'm so glad"},{"speaker":"Stacey Rolfe","startTime":1987.92,"endTime":1990.68,"body":"that this is going to be all"},{"speaker":"Stacey Rolfe","startTime":1990.68,"endTime":1994.16,"body":"done for me now, you know? And"},{"speaker":"Stacey Rolfe","startTime":1990.68,"endTime":1994.16,"body":"it does. It feels really nice to"},{"speaker":"Stacey Rolfe","startTime":1994.16,"endTime":1998.24,"body":"be able to take something really"},{"speaker":"Stacey Rolfe","startTime":1994.16,"endTime":1998.24,"body":"so simple off the plate of"},{"speaker":"Stacey Rolfe","startTime":1998.3,"endTime":2002.22,"body":"somebody so overwhelmed. And,"},{"speaker":"Stacey Rolfe","startTime":1998.3,"endTime":2002.22,"body":"you know, the other thing is our"},{"speaker":"Stacey Rolfe","startTime":2002.22,"endTime":2006.06,"body":"team, we're all photographers,"},{"speaker":"Stacey Rolfe","startTime":2002.22,"endTime":2006.06,"body":"so we totally speak the language"},{"speaker":"Stacey Rolfe","startTime":2006.12,"endTime":2009.54,"body":"of the people that we're working"},{"speaker":"Stacey Rolfe","startTime":2006.12,"endTime":2009.54,"body":"for. And I am a working"},{"speaker":"Stacey Rolfe","startTime":2009.54,"endTime":2012.72,"body":"photographer. I still have,"},{"speaker":"Stacey Rolfe","startTime":2009.54,"endTime":2012.72,"body":"like, I don't work full time in"},{"speaker":"Stacey Rolfe","startTime":2012.72,"endTime":2016.08,"body":"it anymore, I suppose. What does"},{"speaker":"Stacey Rolfe","startTime":2012.72,"endTime":2016.08,"body":"full time even mean? But, you"},{"speaker":"Stacey Rolfe","startTime":2016.08,"endTime":2019.2,"body":"know, I split my time between my"},{"speaker":"Stacey Rolfe","startTime":2016.08,"endTime":2019.2,"body":"photography business and toghub,"},{"speaker":"Stacey Rolfe","startTime":2019.2,"endTime":2022.7,"body":"so I'm still doing 10 or 12"},{"speaker":"Stacey Rolfe","startTime":2019.2,"endTime":2022.7,"body":"sessions every month. So I"},{"speaker":"Stacey Rolfe","startTime":2022.76,"endTime":2026.12,"body":"understand what's going on in"},{"speaker":"Stacey Rolfe","startTime":2022.76,"endTime":2026.12,"body":"the industry. I understand what"},{"speaker":"Stacey Rolfe","startTime":2026.12,"endTime":2029.36,"body":"you need. I understand what the"},{"speaker":"Stacey Rolfe","startTime":2026.12,"endTime":2029.36,"body":"trends are like. I'm still very"},{"speaker":"Stacey Rolfe","startTime":2029.36,"endTime":2033.08,"body":"much there and working in it and"},{"speaker":"Stacey Rolfe","startTime":2029.36,"endTime":2033.08,"body":"so on my team. So yeah, it's"},{"speaker":"Stacey Rolfe","startTime":2033.08,"endTime":2036.08,"body":"just, it's a really nice it's"},{"speaker":"Stacey Rolfe","startTime":2033.08,"endTime":2036.08,"body":"the easiest thing. This is what"},{"speaker":"Stacey Rolfe","startTime":2036.08,"endTime":2038.6,"body":"I say to my clients. I'm like,"},{"speaker":"Stacey Rolfe","startTime":2036.08,"endTime":2038.6,"body":"This is the easiest thing to"},{"speaker":"Stacey Rolfe","startTime":2038.6,"endTime":2041.92,"body":"outsource, because I just, I can"},{"speaker":"Stacey Rolfe","startTime":2038.6,"endTime":2041.92,"body":"do it all for you. Like, you"},{"speaker":"Stacey Rolfe","startTime":2041.92,"endTime":2043.96,"body":"don't really have to do"},{"speaker":"Stacey Rolfe","startTime":2041.92,"endTime":2043.96,"body":"anything. You just have to sit"},{"speaker":"Stacey Rolfe","startTime":2043.96,"endTime":2045.7,"body":"on a call with me for an hour"},{"speaker":"Stacey Rolfe","startTime":2043.96,"endTime":2045.7,"body":"and a half. That's"},{"speaker":"Annemie Tonken","startTime":2046.06,"endTime":2048.82,"body":"it amazing. Oh,"},{"speaker":"Annemie Tonken","startTime":2046.06,"endTime":2048.82,"body":"well, I don't doubt that there"},{"speaker":"Annemie Tonken","startTime":2048.82,"endTime":2050.98,"body":"are going to be some people"},{"speaker":"Annemie Tonken","startTime":2048.82,"endTime":2050.98,"body":"listening who are like, Wait,"},{"speaker":"Annemie Tonken","startTime":2050.98,"endTime":2053.44,"body":"where do I get in touch with"},{"speaker":"Annemie Tonken","startTime":2050.98,"endTime":2053.44,"body":"this person? And we will get to"},{"speaker":"Annemie Tonken","startTime":2053.44,"endTime":2057.16,"body":"that. But as I'm sitting here"},{"speaker":"Annemie Tonken","startTime":2053.44,"endTime":2057.16,"body":"thinking about the conversation"},{"speaker":"Annemie Tonken","startTime":2057.16,"endTime":2059.74,"body":"that we were sort of planning on"},{"speaker":"Annemie Tonken","startTime":2057.16,"endTime":2059.74,"body":"having, and, like, where this"},{"speaker":"Annemie Tonken","startTime":2059.74,"endTime":2062.16,"body":"has evolved, which always"},{"speaker":"Annemie Tonken","startTime":2059.74,"endTime":2062.16,"body":"happens, because I sit down with"},{"speaker":"Annemie Tonken","startTime":2062.16,"endTime":2065.28,"body":"like, a few notes, and then I'm"},{"speaker":"Annemie Tonken","startTime":2062.16,"endTime":2065.28,"body":"like, just open, open the book."},{"speaker":"Annemie Tonken","startTime":2065.28,"endTime":2069.3,"body":"Tell me all the things I love,"},{"speaker":"Annemie Tonken","startTime":2065.28,"endTime":2069.3,"body":"everything that you've said"},{"speaker":"Annemie Tonken","startTime":2069.3,"endTime":2074.76,"body":"today, and I love sort of the"},{"speaker":"Annemie Tonken","startTime":2069.3,"endTime":2074.76,"body":"the frame story here about that"},{"speaker":"Annemie Tonken","startTime":2074.76,"endTime":2078.72,"body":"really, is about flexibility."},{"speaker":"Annemie Tonken","startTime":2074.76,"endTime":2078.72,"body":"It's about, you know,"},{"speaker":"Annemie Tonken","startTime":2078.72,"endTime":2083.3,"body":"approaching your business with a"},{"speaker":"Annemie Tonken","startTime":2078.72,"endTime":2083.3,"body":"curious mind, keeping your eyes"},{"speaker":"Annemie Tonken","startTime":2083.3,"endTime":2086.72,"body":"open to what's available, what's"},{"speaker":"Annemie Tonken","startTime":2083.3,"endTime":2086.72,"body":"needed. You know where your"},{"speaker":"Annemie Tonken","startTime":2086.72,"endTime":2090.14,"body":"strengths lie, what kind of"},{"speaker":"Annemie Tonken","startTime":2086.72,"endTime":2090.14,"body":"lights you up and gets you"},{"speaker":"Annemie Tonken","startTime":2090.14,"endTime":2095.18,"body":"going. And I love your example"},{"speaker":"Annemie Tonken","startTime":2090.14,"endTime":2095.18,"body":"in the industry of someone who"},{"speaker":"Annemie Tonken","startTime":2095.18,"endTime":2099.08,"body":"has taken action again and again"},{"speaker":"Annemie Tonken","startTime":2095.18,"endTime":2099.08,"body":"and iterated over and over in a"},{"speaker":"Annemie Tonken","startTime":2099.08,"endTime":2101.98,"body":"relatively short. Period of"},{"speaker":"Annemie Tonken","startTime":2099.08,"endTime":2101.98,"body":"time, and had such incredible"},{"speaker":"Annemie Tonken","startTime":2101.98,"endTime":2106.48,"body":"success doing it. And so to that"},{"speaker":"Annemie Tonken","startTime":2101.98,"endTime":2106.48,"body":"end, tell everybody how they can"},{"speaker":"Annemie Tonken","startTime":2106.48,"endTime":2109.72,"body":"connect with you online and"},{"speaker":"Annemie Tonken","startTime":2106.48,"endTime":2109.72,"body":"potentially sign up for your"},{"speaker":"Annemie Tonken","startTime":2109.72,"endTime":2110.44,"body":"services."},{"speaker":"Stacey Rolfe","startTime":2110.56,"endTime":2113.74,"body":"Yeah, absolutely."},{"speaker":"Stacey Rolfe","startTime":2110.56,"endTime":2113.74,"body":"Well, I am on Instagram at"},{"speaker":"Stacey Rolfe","startTime":2113.74,"endTime":2119.08,"body":"toghub, t, O, g, h, u, B, and I"},{"speaker":"Stacey Rolfe","startTime":2113.74,"endTime":2119.08,"body":"often get messages asking what a"},{"speaker":"Stacey Rolfe","startTime":2119.08,"endTime":2123.54,"body":"TOG is. It's just short for"},{"speaker":"Stacey Rolfe","startTime":2119.08,"endTime":2123.54,"body":"photographer. So toghub, that's"},{"speaker":"Stacey Rolfe","startTime":2123.54,"endTime":2128.7,"body":"me. You will find me there. And"},{"speaker":"Stacey Rolfe","startTime":2123.54,"endTime":2128.7,"body":"www.toghub.com.au and you can"},{"speaker":"Stacey Rolfe","startTime":2128.7,"endTime":2132.06,"body":"also come and follow me at"},{"speaker":"Stacey Rolfe","startTime":2128.7,"endTime":2132.06,"body":"Stacey Rolfe photography, S, T,"},{"speaker":"Stacey Rolfe","startTime":2132.06,"endTime":2137.82,"body":"A, C, E, y, r, o, l, F, E, so"},{"speaker":"Stacey Rolfe","startTime":2132.06,"endTime":2137.82,"body":"all the E's and I'm over there"},{"speaker":"Stacey Rolfe","startTime":2137.88,"endTime":2141.74,"body":"doing living my best life over"},{"speaker":"Stacey Rolfe","startTime":2137.88,"endTime":2141.74,"body":"here in Sydney. Love"},{"speaker":"Annemie Tonken","startTime":2141.74,"endTime":2144.08,"body":"it. Well, one of"},{"speaker":"Annemie Tonken","startTime":2141.74,"endTime":2144.08,"body":"these days, I will be getting"},{"speaker":"Annemie Tonken","startTime":2144.08,"endTime":2147.02,"body":"back over there to visit you"},{"speaker":"Annemie Tonken","startTime":2144.08,"endTime":2147.02,"body":"again, but in the end time I"},{"speaker":"Annemie Tonken","startTime":2147.02,"endTime":2150.2,"body":"will, I will see you online"},{"speaker":"Annemie Tonken","startTime":2147.02,"endTime":2150.2,"body":"again soon. But thank you so"},{"speaker":"Annemie Tonken","startTime":2150.2,"endTime":2154.22,"body":"much for joining us here today"},{"speaker":"Annemie Tonken","startTime":2150.2,"endTime":2154.22,"body":"and for having me. Oh, it's my"},{"speaker":"Annemie Tonken","startTime":2154.22,"endTime":2157.88,"body":"pleasure. That's it for this"},{"speaker":"Annemie Tonken","startTime":2154.22,"endTime":2157.88,"body":"week's episode of This can't be"},{"speaker":"Annemie Tonken","startTime":2157.88,"endTime":2161.14,"body":"that hard. I'll be back Same"},{"speaker":"Annemie Tonken","startTime":2157.88,"endTime":2161.14,"body":"time, same place next week. If"},{"speaker":"Annemie Tonken","startTime":2161.14,"endTime":2163.72,"body":"you like the show, be sure to"},{"speaker":"Annemie Tonken","startTime":2161.14,"endTime":2163.72,"body":"check out. This can't be that"},{"speaker":"Annemie Tonken","startTime":2163.72,"endTime":2166.36,"body":"hard.com to explore all the"},{"speaker":"Annemie Tonken","startTime":2163.72,"endTime":2166.36,"body":"resources we have for"},{"speaker":"Annemie Tonken","startTime":2166.36,"endTime":2169.36,"body":"photographers. And of course, it"},{"speaker":"Annemie Tonken","startTime":2166.36,"endTime":2169.36,"body":"would mean the world to me if"},{"speaker":"Annemie Tonken","startTime":2169.36,"endTime":2173.02,"body":"you would leave a review of the"},{"speaker":"Annemie Tonken","startTime":2169.36,"endTime":2173.02,"body":"show on iTunes or Spotify as"},{"speaker":"Annemie Tonken","startTime":2173.02,"endTime":2175.78,"body":"always. Thanks so much for"},{"speaker":"Annemie Tonken","startTime":2173.02,"endTime":2175.78,"body":"joining me. I hope you have a"},{"speaker":"Annemie Tonken","startTime":2175.78,"endTime":2176.74,"body":"fantastic week. You."}]}