{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":1.14,"endTime":3.75,"body":"It's been just a little"},{"speaker":"Unknown","startTime":1.14,"endTime":3.75,"body":"over a year since I first"},{"speaker":"Unknown","startTime":3.75,"endTime":7.71,"body":"launched my course revenue on"},{"speaker":"Unknown","startTime":3.75,"endTime":7.71,"body":"repeat. And although I don't"},{"speaker":"Unknown","startTime":7.71,"endTime":10.38,"body":"talk about it anywhere near as"},{"speaker":"Unknown","startTime":7.71,"endTime":10.38,"body":"much as I talk about the simple"},{"speaker":"Unknown","startTime":10.38,"endTime":14.28,"body":"sales system, I'm pretty proud"},{"speaker":"Unknown","startTime":10.38,"endTime":14.28,"body":"of that little course. 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To be"},{"speaker":"Unknown","startTime":514.44,"endTime":518.01,"body":"perfectly frank, especially"},{"speaker":"Unknown","startTime":514.44,"endTime":518.01,"body":"following my divorce, I would"},{"speaker":"Unknown","startTime":518.01,"endTime":520.89,"body":"get on the phone with a"},{"speaker":"Unknown","startTime":518.01,"endTime":520.89,"body":"potential client and you know,"},{"speaker":"Unknown","startTime":520.89,"endTime":523.62,"body":"my heart would race and I would"},{"speaker":"Unknown","startTime":520.89,"endTime":523.62,"body":"feel this pressure to book them."},{"speaker":"Unknown","startTime":524.79,"endTime":525.81,"body":"The funny thing"},{"speaker":"Unknown","startTime":526.92,"endTime":531.48,"body":"is that my booking rate has gone"},{"speaker":"Unknown","startTime":526.92,"endTime":531.48,"body":"way up, possibly because I don't"},{"speaker":"Unknown","startTime":531.48,"endTime":535.44,"body":"feel that pressure. I feel like"},{"speaker":"Unknown","startTime":531.48,"endTime":535.44,"body":"people can you know, they have"},{"speaker":"Unknown","startTime":535.44,"endTime":538.89,"body":"like a spidey sense about when"},{"speaker":"Unknown","startTime":535.44,"endTime":538.89,"body":"you're okay with them saying no."},{"speaker":"Unknown","startTime":539.22,"endTime":542.49,"body":"And somehow that wildly"},{"speaker":"Unknown","startTime":539.22,"endTime":542.49,"body":"increases the chances of them"},{"speaker":"Unknown","startTime":542.49,"endTime":543.39,"body":"saying yes."},{"speaker":"Unknown","startTime":544.47,"endTime":547.2,"body":"A couple other notes about small"},{"speaker":"Unknown","startTime":544.47,"endTime":547.2,"body":"changes in my membership over"},{"speaker":"Unknown","startTime":547.2,"endTime":551.19,"body":"the past year. I have definitely"},{"speaker":"Unknown","startTime":547.2,"endTime":551.19,"body":"been more intentional about"},{"speaker":"Unknown","startTime":551.19,"endTime":555.42,"body":"selling things like mini"},{"speaker":"Unknown","startTime":551.19,"endTime":555.42,"body":"sessions, which I talk about"},{"speaker":"Unknown","startTime":555.42,"endTime":559.02,"body":"what all that entails in the"},{"speaker":"Unknown","startTime":555.42,"endTime":559.02,"body":"course, that you know, it's one"},{"speaker":"Unknown","startTime":559.02,"endTime":562.11,"body":"of the little members only perks"},{"speaker":"Unknown","startTime":559.02,"endTime":562.11,"body":"that I offer since I don't"},{"speaker":"Unknown","startTime":562.14,"endTime":565.95,"body":"generally do many mini sessions."},{"speaker":"Unknown","startTime":562.14,"endTime":565.95,"body":"And those have been surprisingly"},{"speaker":"Unknown","startTime":565.95,"endTime":570.42,"body":"popular this year. I did them as"},{"speaker":"Unknown","startTime":565.95,"endTime":570.42,"body":"one offs and mind you that's not"},{"speaker":"Unknown","startTime":570.42,"endTime":573.96,"body":"how I recommend people who are"},{"speaker":"Unknown","startTime":570.42,"endTime":573.96,"body":"doing normal mini sessions as"},{"speaker":"Unknown","startTime":573.96,"endTime":577.98,"body":"sort of like a first step on the"},{"speaker":"Unknown","startTime":573.96,"endTime":577.98,"body":"value ladder. This is just for"},{"speaker":"Unknown","startTime":577.98,"endTime":581.16,"body":"people who are already paying me"},{"speaker":"Unknown","startTime":577.98,"endTime":581.16,"body":"plenty of money over the course"},{"speaker":"Unknown","startTime":581.16,"endTime":585.39,"body":"of the year. I give them this"},{"speaker":"Unknown","startTime":581.16,"endTime":585.39,"body":"option but due to that offer and"},{"speaker":"Unknown","startTime":585.39,"endTime":587.76,"body":"due to being more intentional"},{"speaker":"Unknown","startTime":585.39,"endTime":587.76,"body":"about it, I've really had a"},{"speaker":"Unknown","startTime":587.76,"endTime":592.5,"body":"significant number of people"},{"speaker":"Unknown","startTime":587.76,"endTime":592.5,"body":"book them and therefore a"},{"speaker":"Unknown","startTime":592.5,"endTime":596.46,"body":"significant amount of extra"},{"speaker":"Unknown","startTime":592.5,"endTime":596.46,"body":"income. And I've done them for"},{"speaker":"Unknown","startTime":596.46,"endTime":599.31,"body":"all kinds of things senior"},{"speaker":"Unknown","startTime":596.46,"endTime":599.31,"body":"portraits, birthday parties post"},{"speaker":"Unknown","startTime":599.31,"endTime":600.0,"body":"COVID Ryun"},{"speaker":"Unknown","startTime":600.0,"endTime":604.08,"body":"means with grandparents etc. So"},{"speaker":"Unknown","startTime":600.0,"endTime":604.08,"body":"that's been great. Another thing"},{"speaker":"Unknown","startTime":604.08,"endTime":607.74,"body":"is albums. So one of my"},{"speaker":"Unknown","startTime":604.08,"endTime":607.74,"body":"membership tiers includes a"},{"speaker":"Unknown","startTime":607.74,"endTime":611.91,"body":"small album that my members are"},{"speaker":"Unknown","startTime":607.74,"endTime":611.91,"body":"supposed to design themselves,"},{"speaker":"Unknown","startTime":611.94,"endTime":615.84,"body":"the what, what's included as a"},{"speaker":"Unknown","startTime":611.94,"endTime":615.84,"body":"self design album, what I found"},{"speaker":"Unknown","startTime":615.84,"endTime":618.48,"body":"the first year of the membership"},{"speaker":"Unknown","startTime":615.84,"endTime":618.48,"body":"was that lots of people never"},{"speaker":"Unknown","startTime":618.48,"endTime":622.47,"body":"got around to doing the self"},{"speaker":"Unknown","startTime":618.48,"endTime":622.47,"body":"design. So this year, I offered"},{"speaker":"Unknown","startTime":622.5,"endTime":626.82,"body":"albums, album design services,"},{"speaker":"Unknown","startTime":622.5,"endTime":626.82,"body":"as a one off fee that they paid"},{"speaker":"Unknown","startTime":626.82,"endTime":630.99,"body":"when they signed up. So I ended"},{"speaker":"Unknown","startTime":626.82,"endTime":630.99,"body":"up adding like $1,000 to my"},{"speaker":"Unknown","startTime":630.99,"endTime":635.49,"body":"revenue just based on that. On"},{"speaker":"Unknown","startTime":630.99,"endTime":635.49,"body":"the negative side this year,"},{"speaker":"Unknown","startTime":635.7,"endTime":639.15,"body":"scheduling has definitely been"},{"speaker":"Unknown","startTime":635.7,"endTime":639.15,"body":"more of an issue with you know,"},{"speaker":"Unknown","startTime":639.15,"endTime":642.48,"body":"COVID restrictions and concerns."},{"speaker":"Unknown","startTime":639.15,"endTime":642.48,"body":"And the fact that weather was"},{"speaker":"Unknown","startTime":642.48,"endTime":643.47,"body":"more of an issue"},{"speaker":"Unknown","startTime":644.61,"endTime":646.89,"body":"than it normally is. Because"},{"speaker":"Unknown","startTime":644.61,"endTime":646.89,"body":"normally, I would just say,"},{"speaker":"Unknown","startTime":646.89,"endTime":649.47,"body":"Okay, we'll just do the whole"},{"speaker":"Unknown","startTime":646.89,"endTime":649.47,"body":"session inside. And this time,"},{"speaker":"Unknown","startTime":649.5,"endTime":652.38,"body":"obviously, I was doing lots of"},{"speaker":"Unknown","startTime":649.5,"endTime":652.38,"body":"outdoor shooting. It's been"},{"speaker":"Unknown","startTime":652.38,"endTime":656.25,"body":"manageable, but it was"},{"speaker":"Unknown","startTime":652.38,"endTime":656.25,"body":"definitely less smooth sailing"},{"speaker":"Unknown","startTime":656.28,"endTime":659.46,"body":"than it was the first season"},{"speaker":"Unknown","startTime":656.28,"endTime":659.46,"body":"that fall season after my"},{"speaker":"Unknown","startTime":659.46,"endTime":663.54,"body":"initial launch. Generally, I"},{"speaker":"Unknown","startTime":659.46,"endTime":663.54,"body":"think that this is a time and"},{"speaker":"Unknown","startTime":663.54,"endTime":666.69,"body":"circumstance limited issue. And"},{"speaker":"Unknown","startTime":663.54,"endTime":666.69,"body":"honestly, given all the"},{"speaker":"Unknown","startTime":666.69,"endTime":671.13,"body":"curveballs that COVID has thrown"},{"speaker":"Unknown","startTime":666.69,"endTime":671.13,"body":"at photographers in general, I"},{"speaker":"Unknown","startTime":671.16,"endTime":675.15,"body":"feel like I can hardly call it"},{"speaker":"Unknown","startTime":671.16,"endTime":675.15,"body":"an issue. But otherwise, things"},{"speaker":"Unknown","startTime":675.15,"endTime":677.94,"body":"are chugging along really"},{"speaker":"Unknown","startTime":675.15,"endTime":677.94,"body":"smoothly. Given how busy the"},{"speaker":"Unknown","startTime":677.94,"endTime":681.57,"body":"podcast and teaching keep me I"},{"speaker":"Unknown","startTime":677.94,"endTime":681.57,"body":"really do feel like this"},{"speaker":"Unknown","startTime":681.57,"endTime":684.21,"body":"membership is one of the only"},{"speaker":"Unknown","startTime":681.57,"endTime":684.21,"body":"reasons I'm still able to"},{"speaker":"Unknown","startTime":684.21,"endTime":688.41,"body":"balance both sides of my career."},{"speaker":"Unknown","startTime":684.21,"endTime":688.41,"body":"So I'm super grateful for it."},{"speaker":"Unknown","startTime":688.92,"endTime":692.91,"body":"But everyone's circumstances and"},{"speaker":"Unknown","startTime":688.92,"endTime":692.91,"body":"needs are different. So I am"},{"speaker":"Unknown","startTime":692.91,"endTime":696.45,"body":"excited to share conversations"},{"speaker":"Unknown","startTime":692.91,"endTime":696.45,"body":"with a few of my students about"},{"speaker":"Unknown","startTime":696.48,"endTime":699.39,"body":"their memberships and their"},{"speaker":"Unknown","startTime":696.48,"endTime":699.39,"body":"experiences with the course"},{"speaker":"Unknown","startTime":699.39,"endTime":703.2,"body":"revenue on repeat. First, I'm"},{"speaker":"Unknown","startTime":699.39,"endTime":703.2,"body":"chatting with Amy Sanusi who you"},{"speaker":"Unknown","startTime":703.2,"endTime":706.95,"body":"have heard here on the podcast a"},{"speaker":"Unknown","startTime":703.2,"endTime":706.95,"body":"couple of times before, first on"},{"speaker":"Unknown","startTime":706.95,"endTime":711.6,"body":"episode 57, which was a mini"},{"speaker":"Unknown","startTime":706.95,"endTime":711.6,"body":"mentoring episode. Then you"},{"speaker":"Unknown","startTime":711.6,"endTime":716.13,"body":"heard her again on episode 92,"},{"speaker":"Unknown","startTime":711.6,"endTime":716.13,"body":"which was about how she utilizes"},{"speaker":"Unknown","startTime":716.16,"endTime":719.97,"body":"a studio manager. After Amy I"},{"speaker":"Unknown","startTime":716.16,"endTime":719.97,"body":"talked to Posey quarterman, my"},{"speaker":"Unknown","startTime":719.97,"endTime":723.27,"body":"co founder over at the family"},{"speaker":"Unknown","startTime":719.97,"endTime":723.27,"body":"narrative, who was literally"},{"speaker":"Unknown","startTime":723.27,"endTime":726.24,"body":"saying that she too should start"},{"speaker":"Unknown","startTime":723.27,"endTime":726.24,"body":"a membership from the very first"},{"speaker":"Unknown","startTime":726.24,"endTime":729.15,"body":"time I mentioned the idea before"},{"speaker":"Unknown","startTime":726.24,"endTime":729.15,"body":"I even started my own. I've"},{"speaker":"Unknown","startTime":729.15,"endTime":732.06,"body":"known her for a long time, I was"},{"speaker":"Unknown","startTime":729.15,"endTime":732.06,"body":"sharing this idea. And she was"},{"speaker":"Unknown","startTime":732.06,"endTime":733.2,"body":"like, Yes, that's a great idea."},{"speaker":"Unknown","startTime":734.34,"endTime":737.46,"body":"She's a busy lady. So she"},{"speaker":"Unknown","startTime":734.34,"endTime":737.46,"body":"finally got around to taking my"},{"speaker":"Unknown","startTime":737.46,"endTime":740.58,"body":"course at the beginning of this"},{"speaker":"Unknown","startTime":737.46,"endTime":740.58,"body":"year. And she's gonna fill us in"},{"speaker":"Unknown","startTime":740.58,"endTime":744.45,"body":"on how her launch went. And then"},{"speaker":"Unknown","startTime":740.58,"endTime":744.45,"body":"finally, I am talking to one of"},{"speaker":"Unknown","startTime":744.45,"endTime":747.87,"body":"my students, Helene deltaville."},{"speaker":"Unknown","startTime":744.45,"endTime":747.87,"body":"She's a family photographer"},{"speaker":"Unknown","startTime":747.87,"endTime":752.4,"body":"based in California. And she was"},{"speaker":"Unknown","startTime":747.87,"endTime":752.4,"body":"sort of an early adopter of this"},{"speaker":"Unknown","startTime":752.4,"endTime":756.63,"body":"class, she took my course right"},{"speaker":"Unknown","startTime":752.4,"endTime":756.63,"body":"when it came out, and then"},{"speaker":"Unknown","startTime":756.66,"endTime":759.69,"body":"launched for the first time last"},{"speaker":"Unknown","startTime":756.66,"endTime":759.69,"body":"summer and is just about to"},{"speaker":"Unknown","startTime":759.69,"endTime":762.75,"body":"launch again. So I figured she"},{"speaker":"Unknown","startTime":759.69,"endTime":762.75,"body":"might have some good insight for"},{"speaker":"Unknown","startTime":762.75,"endTime":767.1,"body":"you guys as well. Anyway, enough"},{"speaker":"Unknown","startTime":762.75,"endTime":767.1,"body":"about all that I will let you"},{"speaker":"Unknown","startTime":767.1,"endTime":768.48,"body":"listen to those interviews."},{"speaker":"Unknown","startTime":773.46,"endTime":778.02,"body":"Amy, how are you? Good. How are"},{"speaker":"Unknown","startTime":773.46,"endTime":778.02,"body":"you on me? It's good. It's good"},{"speaker":"Unknown","startTime":778.02,"endTime":780.57,"body":"to see you too. And I really"},{"speaker":"Unknown","startTime":778.02,"endTime":780.57,"body":"appreciate you being willing to"},{"speaker":"Unknown","startTime":780.57,"endTime":784.68,"body":"come on here. Again, you've been"},{"speaker":"Unknown","startTime":780.57,"endTime":784.68,"body":"on the podcast before and share"},{"speaker":"Unknown","startTime":784.68,"endTime":788.82,"body":"some of your insights about your"},{"speaker":"Unknown","startTime":784.68,"endTime":788.82,"body":"membership and how that has"},{"speaker":"Unknown","startTime":788.85,"endTime":792.45,"body":"shaped up over the course of the"},{"speaker":"Unknown","startTime":788.85,"endTime":792.45,"body":"past year. So remind me you were"},{"speaker":"Unknown","startTime":792.45,"endTime":795.99,"body":"in the first round of the class"},{"speaker":"Unknown","startTime":792.45,"endTime":795.99,"body":"when I when I first opened it."},{"speaker":"Unknown","startTime":795.99,"endTime":799.71,"body":"Is that right? I think so you"},{"speaker":"Unknown","startTime":795.99,"endTime":799.71,"body":"come to the live one that I did?"},{"speaker":"Unknown","startTime":799.74,"endTime":803.73,"body":"No, I don't not. I just bought"},{"speaker":"Unknown","startTime":799.74,"endTime":803.73,"body":"it online. Okay, so great. So"},{"speaker":"Unknown","startTime":803.73,"endTime":807.81,"body":"you, like would have the same"},{"speaker":"Unknown","startTime":803.73,"endTime":807.81,"body":"experience that anybody who was"},{"speaker":"Unknown","startTime":807.81,"endTime":811.71,"body":"to purchase it today would have"},{"speaker":"Unknown","startTime":807.81,"endTime":811.71,"body":"exactly, which is sort of self"},{"speaker":"Unknown","startTime":811.71,"endTime":814.59,"body":"paced and all that sort of"},{"speaker":"Unknown","startTime":811.71,"endTime":814.59,"body":"thing. So tell me a little bit"},{"speaker":"Unknown","startTime":814.59,"endTime":818.16,"body":"about when you took it and"},{"speaker":"Unknown","startTime":814.59,"endTime":818.16,"body":"initially launched your your"},{"speaker":"Unknown","startTime":818.16,"endTime":821.37,"body":"membership? Yeah, I think it"},{"speaker":"Unknown","startTime":818.16,"endTime":821.37,"body":"was. So after I had a mini"},{"speaker":"Unknown","startTime":821.37,"endTime":824.04,"body":"mentoring with you on the"},{"speaker":"Unknown","startTime":821.37,"endTime":824.04,"body":"podcast last fall, or right"},{"speaker":"Unknown","startTime":824.67,"endTime":829.41,"body":"before last fall. And you kind"},{"speaker":"Unknown","startTime":824.67,"endTime":829.41,"body":"of told me like, you should just"},{"speaker":"Unknown","startTime":829.41,"endTime":833.16,"body":"go do this. And so I looked into"},{"speaker":"Unknown","startTime":829.41,"endTime":833.16,"body":"it. And I was like I had thought"},{"speaker":"Unknown","startTime":833.16,"endTime":836.37,"body":"about it before just having"},{"speaker":"Unknown","startTime":833.16,"endTime":836.37,"body":"heard about it from you and from"},{"speaker":"Unknown","startTime":836.37,"endTime":840.27,"body":"a few other people. And so then"},{"speaker":"Unknown","startTime":836.37,"endTime":840.27,"body":"I took the course and I was able"},{"speaker":"Unknown","startTime":840.27,"endTime":843.48,"body":"to finish it, like go at least"},{"speaker":"Unknown","startTime":840.27,"endTime":843.48,"body":"look through everything within a"},{"speaker":"Unknown","startTime":843.48,"endTime":846.69,"body":"week, just with when I had time,"},{"speaker":"Unknown","startTime":843.48,"endTime":846.69,"body":"I would kind of slip in a little"},{"speaker":"Unknown","startTime":846.69,"endTime":850.56,"body":"bit of time here and there. And"},{"speaker":"Unknown","startTime":846.69,"endTime":850.56,"body":"then I implemented. So that was"},{"speaker":"Unknown","startTime":850.56,"endTime":852.42,"body":"like in the fall. I started"},{"speaker":"Unknown","startTime":850.56,"endTime":852.42,"body":"looking at it and then I"},{"speaker":"Unknown","startTime":852.42,"endTime":856.77,"body":"implemented it. I launched it in"},{"speaker":"Unknown","startTime":852.42,"endTime":856.77,"body":"January, after my fall season. I"},{"speaker":"Unknown","startTime":856.77,"endTime":859.2,"body":"tried to do it right away"},{"speaker":"Unknown","startTime":856.77,"endTime":859.2,"body":"because I was like, I want to"},{"speaker":"Unknown","startTime":859.2,"endTime":861.12,"body":"get in on this. This is awesome."},{"speaker":"Unknown","startTime":862.17,"endTime":864.78,"body":"I want to know how I can like"},{"speaker":"Unknown","startTime":862.17,"endTime":864.78,"body":"make this work. And I was you"},{"speaker":"Unknown","startTime":864.78,"endTime":868.26,"body":"know, terrified that it wouldn't"},{"speaker":"Unknown","startTime":864.78,"endTime":868.26,"body":"and I'd be stuck with"},{"speaker":"Unknown","startTime":869.43,"endTime":874.38,"body":"like random clients coming in at"},{"speaker":"Unknown","startTime":869.43,"endTime":874.38,"body":"random rates and just a mess."},{"speaker":"Unknown","startTime":874.41,"endTime":878.43,"body":"Yeah, yeah. And I do think that"},{"speaker":"Unknown","startTime":874.41,"endTime":878.43,"body":"January's a really good time to"},{"speaker":"Unknown","startTime":878.43,"endTime":883.56,"body":"launch it or like February sort"},{"speaker":"Unknown","startTime":878.43,"endTime":883.56,"body":"of ahead of the busy seasons. I"},{"speaker":"Unknown","startTime":883.56,"endTime":887.73,"body":"liked launching mine in August,"},{"speaker":"Unknown","startTime":883.56,"endTime":887.73,"body":"same same kind of reason like it"},{"speaker":"Unknown","startTime":887.73,"endTime":891.57,"body":"was I wasn't super busy so I"},{"speaker":"Unknown","startTime":887.73,"endTime":891.57,"body":"could manage the launch but it"},{"speaker":"Unknown","startTime":891.57,"endTime":895.14,"body":"was heading into a busy season."},{"speaker":"Unknown","startTime":891.57,"endTime":895.14,"body":"Well good. Tell us a little bit"},{"speaker":"Unknown","startTime":895.14,"endTime":898.95,"body":"about your launch. Did you go"},{"speaker":"Unknown","startTime":895.14,"endTime":898.95,"body":"with the sort of launch it to a"},{"speaker":"Unknown","startTime":898.95,"endTime":899.97,"body":"large group of people all"},{"speaker":"Unknown","startTime":900.0,"endTime":903.39,"body":"At once strategy, or were you"},{"speaker":"Unknown","startTime":900.0,"endTime":903.39,"body":"doing more of a one off launch?"},{"speaker":"Unknown","startTime":903.39,"endTime":906.09,"body":"Kind of I guess it would be a"},{"speaker":"Unknown","startTime":903.39,"endTime":906.09,"body":"large group. I'm trying to"},{"speaker":"Unknown","startTime":906.09,"endTime":908.31,"body":"remember how many people were in"},{"speaker":"Unknown","startTime":906.09,"endTime":908.31,"body":"that first email list that I"},{"speaker":"Unknown","startTime":908.31,"endTime":910.92,"body":"sent it out to? Well, if it"},{"speaker":"Unknown","startTime":908.31,"endTime":910.92,"body":"might have been one, that's the"},{"speaker":"Unknown","startTime":910.92,"endTime":912.54,"body":"big, then yes."},{"speaker":"Unknown","startTime":913.679,"endTime":916.799,"body":"I had kind of like sold it to"},{"speaker":"Unknown","startTime":913.679,"endTime":916.799,"body":"people at shoots. Yes, I'd be at"},{"speaker":"Unknown","startTime":916.799,"endTime":919.289,"body":"their session. At the end,"},{"speaker":"Unknown","startTime":916.799,"endTime":919.289,"body":"they'd be like, hey, let me tell"},{"speaker":"Unknown","startTime":919.289,"endTime":921.419,"body":"you about something I'm trying"},{"speaker":"Unknown","startTime":919.289,"endTime":921.419,"body":"to figure out. Oh, good. I love"},{"speaker":"Unknown","startTime":921.419,"endTime":925.199,"body":"it. And so I got in, like, I put"},{"speaker":"Unknown","startTime":921.419,"endTime":925.199,"body":"a little ear worm in everybody's"},{"speaker":"Unknown","startTime":925.229,"endTime":928.019,"body":"mind, just like be like, Okay,"},{"speaker":"Unknown","startTime":925.229,"endTime":928.019,"body":"this is what I'm planning. Are"},{"speaker":"Unknown","startTime":928.019,"endTime":930.449,"body":"you in? Would you be interested"},{"speaker":"Unknown","startTime":928.019,"endTime":930.449,"body":"in that, and I got a great"},{"speaker":"Unknown","startTime":930.449,"endTime":931.979,"body":"response from everybody that I"},{"speaker":"Unknown","startTime":930.449,"endTime":931.979,"body":"talked to."},{"speaker":"Unknown","startTime":933.24,"endTime":936.81,"body":"So then I launched it to like,"},{"speaker":"Unknown","startTime":933.24,"endTime":936.81,"body":"100 ish people on my list of"},{"speaker":"Unknown","startTime":936.81,"endTime":940.32,"body":"people that I would be happy if"},{"speaker":"Unknown","startTime":936.81,"endTime":940.32,"body":"they joined. And it was families"},{"speaker":"Unknown","startTime":940.32,"endTime":943.86,"body":"that have worked with me over"},{"speaker":"Unknown","startTime":940.32,"endTime":943.86,"body":"and over families that I really"},{"speaker":"Unknown","startTime":943.86,"endTime":947.07,"body":"liked working with, even if it"},{"speaker":"Unknown","startTime":943.86,"endTime":947.07,"body":"was only once in families that I"},{"speaker":"Unknown","startTime":947.07,"endTime":952.14,"body":"know, would without a doubt sign"},{"speaker":"Unknown","startTime":947.07,"endTime":952.14,"body":"up. And so it was, it was a good"},{"speaker":"Unknown","startTime":952.14,"endTime":954.36,"body":"mixture of people for me. And I"},{"speaker":"Unknown","startTime":952.14,"endTime":954.36,"body":"still was nervous though, cuz I"},{"speaker":"Unknown","startTime":954.36,"endTime":959.58,"body":"was like, Okay, I need I need"},{"speaker":"Unknown","startTime":954.36,"endTime":959.58,"body":"this to happen, because I also"},{"speaker":"Unknown","startTime":959.58,"endTime":962.97,"body":"coupled the launch of this"},{"speaker":"Unknown","startTime":959.58,"endTime":962.97,"body":"membership with a price change,"},{"speaker":"Unknown","startTime":963.27,"endTime":966.27,"body":"which I think I attribute a lot"},{"speaker":"Unknown","startTime":963.27,"endTime":966.27,"body":"of my success with the"},{"speaker":"Unknown","startTime":966.27,"endTime":969.93,"body":"membership to Yeah, because I"},{"speaker":"Unknown","startTime":966.27,"endTime":969.93,"body":"raised my prices by a good deal."},{"speaker":"Unknown","startTime":970.47,"endTime":974.55,"body":"Maybe like three to $400. Yeah,"},{"speaker":"Unknown","startTime":970.47,"endTime":974.55,"body":"and then also introduced this"},{"speaker":"Unknown","startTime":974.55,"endTime":977.82,"body":"membership at the same time. So"},{"speaker":"Unknown","startTime":974.55,"endTime":977.82,"body":"my, I was like, here's this"},{"speaker":"Unknown","startTime":977.82,"endTime":981.9,"body":"awesome deal. Here's your other"},{"speaker":"Unknown","startTime":977.82,"endTime":981.9,"body":"option. And for people that have"},{"speaker":"Unknown","startTime":981.9,"endTime":984.0,"body":"worked with me for a long time,"},{"speaker":"Unknown","startTime":981.9,"endTime":984.0,"body":"they looked at that other"},{"speaker":"Unknown","startTime":984.0,"endTime":988.41,"body":"option. And we're like, Ah,"},{"speaker":"Unknown","startTime":984.0,"endTime":988.41,"body":"that's like a big jump, but like"},{"speaker":"Unknown","startTime":988.41,"endTime":992.82,"body":"good for you. But so it kind of"},{"speaker":"Unknown","startTime":988.41,"endTime":992.82,"body":"pushed a lot of people that I"},{"speaker":"Unknown","startTime":992.82,"endTime":996.09,"body":"really like working with into"},{"speaker":"Unknown","startTime":992.82,"endTime":996.09,"body":"the membership in a good way,"},{"speaker":"Unknown","startTime":996.24,"endTime":1000.8,"body":"like, in a happy way, for me at"},{"speaker":"Unknown","startTime":996.24,"endTime":1000.8,"body":"least, sir. And the"},{"speaker":"Unknown","startTime":1001.82,"endTime":1004.73,"body":"let me ask you this, when you"},{"speaker":"Unknown","startTime":1001.82,"endTime":1004.73,"body":"set your prices for the"},{"speaker":"Unknown","startTime":1004.73,"endTime":1008.21,"body":"membership, I know you I know,"},{"speaker":"Unknown","startTime":1004.73,"endTime":1008.21,"body":"you know your numbers, I'm"},{"speaker":"Unknown","startTime":1008.21,"endTime":1012.68,"body":"assuming that even though it's a"},{"speaker":"Unknown","startTime":1008.21,"endTime":1012.68,"body":"better deal for your members,"},{"speaker":"Unknown","startTime":1012.77,"endTime":1017.12,"body":"it's still meeting that profit"},{"speaker":"Unknown","startTime":1012.77,"endTime":1017.12,"body":"threshold so that you're making"},{"speaker":"Unknown","startTime":1017.12,"endTime":1020.0,"body":"good money with the membership."},{"speaker":"Unknown","startTime":1017.12,"endTime":1020.0,"body":"Yes. So I kept it kind of"},{"speaker":"Unknown","startTime":1020.0,"endTime":1023.48,"body":"similar to the pricing I had had"},{"speaker":"Unknown","startTime":1020.0,"endTime":1023.48,"body":"the year before, is actually a"},{"speaker":"Unknown","startTime":1023.48,"endTime":1027.29,"body":"little bit more with the print"},{"speaker":"Unknown","startTime":1023.48,"endTime":1027.29,"body":"credit that's included in"},{"speaker":"Unknown","startTime":1027.29,"endTime":1030.83,"body":"everything. And so it ended up"},{"speaker":"Unknown","startTime":1027.29,"endTime":1030.83,"body":"being a little bit more than"},{"speaker":"Unknown","startTime":1030.83,"endTime":1033.83,"body":"what they were used to paying."},{"speaker":"Unknown","startTime":1030.83,"endTime":1033.83,"body":"Yeah, but then still under what"},{"speaker":"Unknown","startTime":1033.83,"endTime":1037.34,"body":"I'm charging people that are not"},{"speaker":"Unknown","startTime":1033.83,"endTime":1037.34,"body":"members. And so for me what the"},{"speaker":"Unknown","startTime":1037.34,"endTime":1042.02,"body":"non member pricing was making it"},{"speaker":"Unknown","startTime":1037.34,"endTime":1042.02,"body":"worth my time to put in the"},{"speaker":"Unknown","startTime":1042.02,"endTime":1045.53,"body":"extra work into getting new"},{"speaker":"Unknown","startTime":1042.02,"endTime":1045.53,"body":"clients and all the extra time"},{"speaker":"Unknown","startTime":1045.53,"endTime":1048.5,"body":"it takes to talk with them"},{"speaker":"Unknown","startTime":1045.53,"endTime":1048.5,"body":"schedule. And now that I'm not"},{"speaker":"Unknown","startTime":1048.5,"endTime":1051.77,"body":"living in the city traveled down"},{"speaker":"Unknown","startTime":1048.5,"endTime":1051.77,"body":"to them, it had to kind of be"},{"speaker":"Unknown","startTime":1051.77,"endTime":1056.12,"body":"worth it. And so it's been nice"},{"speaker":"Unknown","startTime":1051.77,"endTime":1056.12,"body":"to see that shift of like,"},{"speaker":"Unknown","startTime":1056.3,"endTime":1060.47,"body":"people that are hiring me as a"},{"speaker":"Unknown","startTime":1056.3,"endTime":1060.47,"body":"new rate are worth it. Right."},{"speaker":"Unknown","startTime":1060.77,"endTime":1063.14,"body":"And a lot of them are interested"},{"speaker":"Unknown","startTime":1060.77,"endTime":1063.14,"body":"in joining the yearbook club"},{"speaker":"Unknown","startTime":1063.14,"endTime":1066.47,"body":"now, after they've worked with"},{"speaker":"Unknown","startTime":1063.14,"endTime":1066.47,"body":"me. And I'm like, you know what,"},{"speaker":"Unknown","startTime":1066.5,"endTime":1069.92,"body":"next time I open it, I'll let"},{"speaker":"Unknown","startTime":1066.5,"endTime":1069.92,"body":"you know. But yeah, so it still"},{"speaker":"Unknown","startTime":1069.92,"endTime":1071.84,"body":"definitely is meeting that"},{"speaker":"Unknown","startTime":1069.92,"endTime":1071.84,"body":"threshold of what I need to"},{"speaker":"Unknown","startTime":1071.84,"endTime":1077.18,"body":"make. And per client, I haven't"},{"speaker":"Unknown","startTime":1071.84,"endTime":1077.18,"body":"gone down below what I need to"},{"speaker":"Unknown","startTime":1077.18,"endTime":1081.2,"body":"be at. So right. It's been good."},{"speaker":"Unknown","startTime":1077.18,"endTime":1081.2,"body":"That's great. And the way I see"},{"speaker":"Unknown","startTime":1081.2,"endTime":1085.7,"body":"it, you know, even though my"},{"speaker":"Unknown","startTime":1081.2,"endTime":1085.7,"body":"members pay sort of kind of just"},{"speaker":"Unknown","startTime":1085.7,"endTime":1089.81,"body":"at the threshold of"},{"speaker":"Unknown","startTime":1085.7,"endTime":1089.81,"body":"profitability for me, because of"},{"speaker":"Unknown","startTime":1089.81,"endTime":1092.39,"body":"that, and because they're paying"},{"speaker":"Unknown","startTime":1089.81,"endTime":1092.39,"body":"over time, they're sort of more"},{"speaker":"Unknown","startTime":1092.39,"endTime":1096.44,"body":"likely to do things like pay for"},{"speaker":"Unknown","startTime":1092.39,"endTime":1096.44,"body":"prints online and hire me for"},{"speaker":"Unknown","startTime":1096.44,"endTime":1099.32,"body":"mini sessions and things like"},{"speaker":"Unknown","startTime":1096.44,"endTime":1099.32,"body":"that. So like exactly that"},{"speaker":"Unknown","startTime":1099.32,"endTime":1102.8,"body":"lifetime value ends up kind of"},{"speaker":"Unknown","startTime":1099.32,"endTime":1102.8,"body":"bumping up incrementally. That's"},{"speaker":"Unknown","startTime":1102.8,"endTime":1106.46,"body":"awesome. Yeah, you happen to"},{"speaker":"Unknown","startTime":1102.8,"endTime":1106.46,"body":"remember when you launched what"},{"speaker":"Unknown","startTime":1106.46,"endTime":1110.45,"body":"you're like, this is the max"},{"speaker":"Unknown","startTime":1106.46,"endTime":1110.45,"body":"number of people I would take. I"},{"speaker":"Unknown","startTime":1110.45,"endTime":1114.86,"body":"think my goal originally was 20."},{"speaker":"Unknown","startTime":1110.45,"endTime":1114.86,"body":"So I was like, I think that's a"},{"speaker":"Unknown","startTime":1114.86,"endTime":1117.8,"body":"good number. And in my mind, I"},{"speaker":"Unknown","startTime":1114.86,"endTime":1117.8,"body":"was like, I'll be happy with"},{"speaker":"Unknown","startTime":1117.8,"endTime":1121.4,"body":"five. Like, I only think I'm"},{"speaker":"Unknown","startTime":1117.8,"endTime":1121.4,"body":"gonna get five people to say"},{"speaker":"Unknown","startTime":1121.4,"endTime":1124.64,"body":"yeah, I don't know. So my"},{"speaker":"Unknown","startTime":1121.4,"endTime":1124.64,"body":"original goal was 20. I was"},{"speaker":"Unknown","startTime":1124.64,"endTime":1127.73,"body":"like, I think that's a good"},{"speaker":"Unknown","startTime":1124.64,"endTime":1127.73,"body":"number of people. That's, you"},{"speaker":"Unknown","startTime":1127.73,"endTime":1131.36,"body":"know, if they all booked in the"},{"speaker":"Unknown","startTime":1127.73,"endTime":1131.36,"body":"fall, then I would still be"},{"speaker":"Unknown","startTime":1131.36,"endTime":1133.58,"body":"okay, I could still have room"},{"speaker":"Unknown","startTime":1131.36,"endTime":1133.58,"body":"for other people."},{"speaker":"Unknown","startTime":1135.23,"endTime":1139.49,"body":"But yeah, I ended up with way"},{"speaker":"Unknown","startTime":1135.23,"endTime":1139.49,"body":"more than that. So it's a good"},{"speaker":"Unknown","startTime":1139.49,"endTime":1143.51,"body":"thing. That's a good problem to"},{"speaker":"Unknown","startTime":1139.49,"endTime":1143.51,"body":"have. Yeah, I think I ended up"},{"speaker":"Unknown","startTime":1143.51,"endTime":1148.25,"body":"with 26. Okay, which was way"},{"speaker":"Unknown","startTime":1143.51,"endTime":1148.25,"body":"more than I expected. And I"},{"speaker":"Unknown","startTime":1148.25,"endTime":1151.4,"body":"still have Yeah, on like a"},{"speaker":"Unknown","startTime":1148.25,"endTime":1151.4,"body":"waiting list now to like, join."},{"speaker":"Unknown","startTime":1152.12,"endTime":1156.32,"body":"Very good. You gotta love the"},{"speaker":"Unknown","startTime":1152.12,"endTime":1156.32,"body":"little bit of like exclusivity"},{"speaker":"Unknown","startTime":1156.35,"endTime":1161.03,"body":"makes big difference when it"},{"speaker":"Unknown","startTime":1156.35,"endTime":1161.03,"body":"opened those doors exam. Well,"},{"speaker":"Unknown","startTime":1161.03,"endTime":1164.69,"body":"that's amazing. Do you feel so I"},{"speaker":"Unknown","startTime":1161.03,"endTime":1164.69,"body":"love that you have a pretty"},{"speaker":"Unknown","startTime":1164.69,"endTime":1169.28,"body":"clear sense of what the big"},{"speaker":"Unknown","startTime":1164.69,"endTime":1169.28,"body":"selling point was, which was not"},{"speaker":"Unknown","startTime":1169.28,"endTime":1172.37,"body":"only the membership itself, but"},{"speaker":"Unknown","startTime":1169.28,"endTime":1172.37,"body":"also the simultaneous like,"},{"speaker":"Unknown","startTime":1172.4,"endTime":1176.33,"body":"well, it's either path a or path"},{"speaker":"Unknown","startTime":1172.4,"endTime":1176.33,"body":"B where it's gonna be more"},{"speaker":"Unknown","startTime":1176.33,"endTime":1177.38,"body":"expensive to hire me."},{"speaker":"Unknown","startTime":1178.94,"endTime":1182.9,"body":"What kind of, you know,"},{"speaker":"Unknown","startTime":1178.94,"endTime":1182.9,"body":"feedback. Have you have you"},{"speaker":"Unknown","startTime":1182.9,"endTime":1186.2,"body":"gotten feedback from your"},{"speaker":"Unknown","startTime":1182.9,"endTime":1186.2,"body":"clients thus far? Have you"},{"speaker":"Unknown","startTime":1186.2,"endTime":1189.38,"body":"started to take member sessions"},{"speaker":"Unknown","startTime":1186.2,"endTime":1189.38,"body":"yet? Or has that not really"},{"speaker":"Unknown","startTime":1189.38,"endTime":1193.07,"body":"kicked in? I've had a few. I had"},{"speaker":"Unknown","startTime":1189.38,"endTime":1193.07,"body":"some spring minis, which turned"},{"speaker":"Unknown","startTime":1193.07,"endTime":1195.14,"body":"out really great. And actually"},{"speaker":"Unknown","startTime":1193.07,"endTime":1195.14,"body":"those were clients that had"},{"speaker":"Unknown","startTime":1195.14,"endTime":1198.53,"body":"never done a mini before. Nice."},{"speaker":"Unknown","startTime":1195.14,"endTime":1198.53,"body":"They were like, Oh, this is fun."},{"speaker":"Unknown","startTime":1198.53,"endTime":1199.97,"body":"And I was like, yeah"},{"speaker":"Unknown","startTime":1200.0,"endTime":1202.22,"body":"I'm glad you like them. I don't"},{"speaker":"Unknown","startTime":1200.0,"endTime":1202.22,"body":"love them. But"},{"speaker":"Unknown","startTime":1204.38,"endTime":1207.05,"body":"I mean, the good thing about it"},{"speaker":"Unknown","startTime":1204.38,"endTime":1207.05,"body":"though, is I didn't dread it the"},{"speaker":"Unknown","startTime":1207.05,"endTime":1210.2,"body":"way I used to dread minis."},{"speaker":"Unknown","startTime":1207.05,"endTime":1210.2,"body":"Because I knew every family that"},{"speaker":"Unknown","startTime":1210.2,"endTime":1213.44,"body":"was coming. Yeah, I knew them"},{"speaker":"Unknown","startTime":1210.2,"endTime":1213.44,"body":"all. I loved them all. So it"},{"speaker":"Unknown","startTime":1213.44,"endTime":1216.47,"body":"wasn't like, I don't know what"},{"speaker":"Unknown","startTime":1213.44,"endTime":1216.47,"body":"I'm walking into, you know what"},{"speaker":"Unknown","startTime":1216.47,"endTime":1220.76,"body":"I mean? Totally. And so I had"},{"speaker":"Unknown","startTime":1216.47,"endTime":1220.76,"body":"some mentees. I've had a few"},{"speaker":"Unknown","startTime":1220.76,"endTime":1223.43,"body":"member sessions so far this"},{"speaker":"Unknown","startTime":1220.76,"endTime":1223.43,"body":"year. And it's been great. Like"},{"speaker":"Unknown","startTime":1223.43,"endTime":1226.1,"body":"everybody has, I've haven't"},{"speaker":"Unknown","startTime":1223.43,"endTime":1226.1,"body":"heard any complaints, I've had a"},{"speaker":"Unknown","startTime":1226.1,"endTime":1230.48,"body":"few technical problems of like,"},{"speaker":"Unknown","startTime":1226.1,"endTime":1230.48,"body":"the charges not going through or"},{"speaker":"Unknown","startTime":1230.57,"endTime":1233.51,"body":"the automatic payment, just like"},{"speaker":"Unknown","startTime":1230.57,"endTime":1233.51,"body":"technical difficulties, but"},{"speaker":"Unknown","startTime":1233.51,"endTime":1236.54,"body":"nothing that has to do with like"},{"speaker":"Unknown","startTime":1233.51,"endTime":1236.54,"body":"the process itself, which has"},{"speaker":"Unknown","startTime":1236.54,"endTime":1238.94,"body":"been graded. And everybody's"},{"speaker":"Unknown","startTime":1236.54,"endTime":1238.94,"body":"been super understanding with"},{"speaker":"Unknown","startTime":1238.94,"endTime":1242.03,"body":"those technical difficulties."},{"speaker":"Unknown","startTime":1238.94,"endTime":1242.03,"body":"Because they know it's a new"},{"speaker":"Unknown","startTime":1242.03,"endTime":1245.09,"body":"thing. But so far, I think"},{"speaker":"Unknown","startTime":1242.03,"endTime":1245.09,"body":"everybody's doing good. I've"},{"speaker":"Unknown","startTime":1245.09,"endTime":1247.49,"body":"been sending out little"},{"speaker":"Unknown","startTime":1245.09,"endTime":1247.49,"body":"newsletters each month to kind"},{"speaker":"Unknown","startTime":1247.49,"endTime":1248.93,"body":"of say, like, Here's what's"},{"speaker":"Unknown","startTime":1247.49,"endTime":1248.93,"body":"coming up."},{"speaker":"Unknown","startTime":1250.52,"endTime":1253.04,"body":"And I've had a few people reach"},{"speaker":"Unknown","startTime":1250.52,"endTime":1253.04,"body":"out and say like, Oh, I love"},{"speaker":"Unknown","startTime":1253.04,"endTime":1254.63,"body":"hearing from you all the time."},{"speaker":"Unknown","startTime":1253.04,"endTime":1254.63,"body":"It's so fun."},{"speaker":"Unknown","startTime":1255.74,"endTime":1258.74,"body":"So it's been good. Yeah, that's"},{"speaker":"Unknown","startTime":1255.74,"endTime":1258.74,"body":"great. So actually, and that"},{"speaker":"Unknown","startTime":1258.74,"endTime":1261.95,"body":"leads me into my next question."},{"speaker":"Unknown","startTime":1258.74,"endTime":1261.95,"body":"I had gotten a couple of"},{"speaker":"Unknown","startTime":1261.95,"endTime":1265.91,"body":"responses from people who had"},{"speaker":"Unknown","startTime":1261.95,"endTime":1265.91,"body":"questions. And one of them was"},{"speaker":"Unknown","startTime":1266.72,"endTime":1271.34,"body":"to get suggestions from people"},{"speaker":"Unknown","startTime":1266.72,"endTime":1271.34,"body":"who had memberships about one of"},{"speaker":"Unknown","startTime":1271.34,"endTime":1274.34,"body":"the things that I teach is like,"},{"speaker":"Unknown","startTime":1271.34,"endTime":1274.34,"body":"you really want to pamper these"},{"speaker":"Unknown","startTime":1274.34,"endTime":1277.97,"body":"people and make them feel"},{"speaker":"Unknown","startTime":1274.34,"endTime":1277.97,"body":"special, like not only serve"},{"speaker":"Unknown","startTime":1277.97,"endTime":1280.49,"body":"them as your members, but really"},{"speaker":"Unknown","startTime":1277.97,"endTime":1280.49,"body":"make them feel like they're part"},{"speaker":"Unknown","startTime":1280.49,"endTime":1284.99,"body":"of an exclusive club. Have you"},{"speaker":"Unknown","startTime":1280.49,"endTime":1284.99,"body":"done anything, that you'd be"},{"speaker":"Unknown","startTime":1284.99,"endTime":1289.55,"body":"willing to share? That? Or are"},{"speaker":"Unknown","startTime":1284.99,"endTime":1289.55,"body":"you anticipating doing anything"},{"speaker":"Unknown","startTime":1289.55,"endTime":1292.49,"body":"for your members? That is sort"},{"speaker":"Unknown","startTime":1289.55,"endTime":1292.49,"body":"of like outside of what you do"},{"speaker":"Unknown","startTime":1292.49,"endTime":1295.82,"body":"for normal clients? Yeah, I"},{"speaker":"Unknown","startTime":1292.49,"endTime":1295.82,"body":"think one of the biggest things"},{"speaker":"Unknown","startTime":1295.82,"endTime":1298.46,"body":"that I've had actually requests"},{"speaker":"Unknown","startTime":1295.82,"endTime":1298.46,"body":"for is a really fast turnaround"},{"speaker":"Unknown","startTime":1298.46,"endTime":1302.03,"body":"time on photos. Oh, yeah."},{"speaker":"Unknown","startTime":1298.46,"endTime":1302.03,"body":"Especially in the fall. And so"},{"speaker":"Unknown","startTime":1302.03,"endTime":1304.94,"body":"they've asked for kind of a"},{"speaker":"Unknown","startTime":1302.03,"endTime":1304.94,"body":"priority turnaround time. And"},{"speaker":"Unknown","startTime":1304.94,"endTime":1308.33,"body":"I'm like, editing, I think,"},{"speaker":"Unknown","startTime":1304.94,"endTime":1308.33,"body":"yeah, exactly. And I don't I"},{"speaker":"Unknown","startTime":1308.33,"endTime":1310.34,"body":"didn't used to charge for that"},{"speaker":"Unknown","startTime":1308.33,"endTime":1310.34,"body":"kind of stuff, because I just"},{"speaker":"Unknown","startTime":1310.37,"endTime":1313.64,"body":"couldn't get the capacity to"},{"speaker":"Unknown","startTime":1310.37,"endTime":1313.64,"body":"like, you know, systematize it."},{"speaker":"Unknown","startTime":1314.42,"endTime":1317.99,"body":"But for my all of my yearbook"},{"speaker":"Unknown","startTime":1314.42,"endTime":1317.99,"body":"club, people, now they get"},{"speaker":"Unknown","startTime":1318.02,"endTime":1320.69,"body":"priority, when I have an editing"},{"speaker":"Unknown","startTime":1318.02,"endTime":1320.69,"body":"list, they get bumped kind of"},{"speaker":"Unknown","startTime":1320.69,"endTime":1324.38,"body":"towards the top, so I can get"},{"speaker":"Unknown","startTime":1320.69,"endTime":1324.38,"body":"them their stuff quick. 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Let's like, I"},{"speaker":"Unknown","startTime":1338.03,"endTime":1341.09,"body":"can't wait to catch up with you."},{"speaker":"Unknown","startTime":1342.59,"endTime":1345.11,"body":"And it's just been kind of more"},{"speaker":"Unknown","startTime":1342.59,"endTime":1345.11,"body":"of a relationship building"},{"speaker":"Unknown","startTime":1345.11,"endTime":1349.67,"body":"thing, rather than a client like"},{"speaker":"Unknown","startTime":1345.11,"endTime":1349.67,"body":"photographer relationship, if"},{"speaker":"Unknown","startTime":1349.67,"endTime":1354.17,"body":"that makes sense. Yeah. Well,"},{"speaker":"Unknown","startTime":1349.67,"endTime":1354.17,"body":"and you know, that is both, I"},{"speaker":"Unknown","startTime":1354.17,"endTime":1355.37,"body":"find that that's both"},{"speaker":"Unknown","startTime":1356.6,"endTime":1362.6,"body":"nice for me, because I feel"},{"speaker":"Unknown","startTime":1356.6,"endTime":1362.6,"body":"like, I can be more casual, or I"},{"speaker":"Unknown","startTime":1362.6,"endTime":1365.18,"body":"don't know, I mean, yeah, be"},{"speaker":"Unknown","startTime":1362.6,"endTime":1365.18,"body":"casual all the time anyway. But,"},{"speaker":"Unknown","startTime":1365.21,"endTime":1371.81,"body":"um, but I'm also I also feel"},{"speaker":"Unknown","startTime":1365.21,"endTime":1371.81,"body":"like, it gives me that ability"},{"speaker":"Unknown","startTime":1371.81,"endTime":1372.62,"body":"to,"},{"speaker":"Unknown","startTime":1374.66,"endTime":1379.01,"body":"I don't know, just like, gel"},{"speaker":"Unknown","startTime":1374.66,"endTime":1379.01,"body":"more with those clients. And"},{"speaker":"Unknown","startTime":1379.01,"endTime":1384.83,"body":"they don't. And probably on the"},{"speaker":"Unknown","startTime":1379.01,"endTime":1384.83,"body":"other side, they feel more with"},{"speaker":"Unknown","startTime":1384.83,"endTime":1388.61,"body":"the word like loyalty to really"},{"speaker":"Unknown","startTime":1384.83,"endTime":1388.61,"body":"to working with me. Like, I feel"},{"speaker":"Unknown","startTime":1388.61,"endTime":1391.13,"body":"like, it's like, they feel like"},{"speaker":"Unknown","startTime":1388.61,"endTime":1391.13,"body":"they were breaking up with me if"},{"speaker":"Unknown","startTime":1391.13,"endTime":1396.26,"body":"they quickly. Yeah, yeah. 100%."},{"speaker":"Unknown","startTime":1391.13,"endTime":1396.26,"body":"That's I had a friend who moved"},{"speaker":"Unknown","startTime":1396.26,"endTime":1399.2,"body":"in close to another photographer"},{"speaker":"Unknown","startTime":1396.26,"endTime":1399.2,"body":"friend of mine, and I was so"},{"speaker":"Unknown","startTime":1399.2,"endTime":1401.87,"body":"worried. And they became"},{"speaker":"Unknown","startTime":1399.2,"endTime":1401.87,"body":"friends. And I was like, Oh, my"},{"speaker":"Unknown","startTime":1401.87,"endTime":1404.99,"body":"gosh, they're gonna just start"},{"speaker":"Unknown","startTime":1401.87,"endTime":1404.99,"body":"working together. And yeah, book"},{"speaker":"Unknown","startTime":1404.99,"endTime":1405.95,"body":"photos with me anymore."},{"speaker":"Unknown","startTime":1407.06,"endTime":1409.7,"body":"Which is so silly, because I've"},{"speaker":"Unknown","startTime":1407.06,"endTime":1409.7,"body":"been photographing her since"},{"speaker":"Unknown","startTime":1409.7,"endTime":1413.3,"body":"before she even had her first"},{"speaker":"Unknown","startTime":1409.7,"endTime":1413.3,"body":"kid. Yeah, so it's like, it's"},{"speaker":"Unknown","startTime":1413.3,"endTime":1415.67,"body":"been fun, though. Because I"},{"speaker":"Unknown","startTime":1413.3,"endTime":1415.67,"body":"know, like, I can introduce them"},{"speaker":"Unknown","startTime":1415.67,"endTime":1418.61,"body":"to each other, I can make them"},{"speaker":"Unknown","startTime":1415.67,"endTime":1418.61,"body":"friends. I can, you know, I set"},{"speaker":"Unknown","startTime":1418.61,"endTime":1420.89,"body":"up a Facebook group, which"},{"speaker":"Unknown","startTime":1418.61,"endTime":1420.89,"body":"nobody's joined yet, but you"},{"speaker":"Unknown","startTime":1420.89,"endTime":1421.52,"body":"know, it's okay."},{"speaker":"Unknown","startTime":1422.78,"endTime":1425.24,"body":"Because I want them to like know"},{"speaker":"Unknown","startTime":1422.78,"endTime":1425.24,"body":"each other, because I know all"},{"speaker":"Unknown","startTime":1425.24,"endTime":1428.24,"body":"these families are so wonderful."},{"speaker":"Unknown","startTime":1425.24,"endTime":1428.24,"body":"I want to foster that community"},{"speaker":"Unknown","startTime":1428.24,"endTime":1431.09,"body":"between them and make it feel"},{"speaker":"Unknown","startTime":1428.24,"endTime":1431.09,"body":"like a true club that you're a"},{"speaker":"Unknown","startTime":1431.09,"endTime":1434.51,"body":"part of. Yeah, and not just"},{"speaker":"Unknown","startTime":1431.09,"endTime":1434.51,"body":"like, one thing to check off"},{"speaker":"Unknown","startTime":1434.51,"endTime":1437.81,"body":"your checklist, which it is, in"},{"speaker":"Unknown","startTime":1434.51,"endTime":1437.81,"body":"convenient sense, it is a thing"},{"speaker":"Unknown","startTime":1437.81,"endTime":1441.92,"body":"that you can just, you know, set"},{"speaker":"Unknown","startTime":1437.81,"endTime":1441.92,"body":"it, forget it. But there's, I"},{"speaker":"Unknown","startTime":1441.92,"endTime":1445.01,"body":"want to make it more than that."},{"speaker":"Unknown","startTime":1441.92,"endTime":1445.01,"body":"That's awesome. I love that. And"},{"speaker":"Unknown","startTime":1445.01,"endTime":1448.07,"body":"I feel like you know, the nice"},{"speaker":"Unknown","startTime":1445.01,"endTime":1448.07,"body":"thing about this is that it will"},{"speaker":"Unknown","startTime":1448.07,"endTime":1450.95,"body":"grow with you. I feel like the"},{"speaker":"Unknown","startTime":1448.07,"endTime":1450.95,"body":"second year for me has been"},{"speaker":"Unknown","startTime":1450.95,"endTime":1453.35,"body":"different from the first year"},{"speaker":"Unknown","startTime":1450.95,"endTime":1453.35,"body":"and I have ideas for in the"},{"speaker":"Unknown","startTime":1453.35,"endTime":1455.84,"body":"future and how I can continue to"},{"speaker":"Unknown","startTime":1453.35,"endTime":1455.84,"body":"add that value."},{"speaker":"Unknown","startTime":1456.86,"endTime":1460.76,"body":"And it all just seems to get"},{"speaker":"Unknown","startTime":1456.86,"endTime":1460.76,"body":"easier as the like, automation"},{"speaker":"Unknown","startTime":1460.76,"endTime":1464.0,"body":"part of it. Oh, totally. That's"},{"speaker":"Unknown","startTime":1460.76,"endTime":1464.0,"body":"in place. And the fact that you"},{"speaker":"Unknown","startTime":1464.0,"endTime":1465.23,"body":"have a studio manager"},{"speaker":"Unknown","startTime":1467.21,"endTime":1472.31,"body":"here, yeah, that that guy, he's"},{"speaker":"Unknown","startTime":1467.21,"endTime":1472.31,"body":"doing a good video manager slash"},{"speaker":"Unknown","startTime":1472.31,"endTime":1472.64,"body":"slash"},{"speaker":"Unknown","startTime":1475.28,"endTime":1478.58,"body":"best friends with benefits. Um,"},{"speaker":"Unknown","startTime":1475.28,"endTime":1478.58,"body":"well, that's awesome. Is there"},{"speaker":"Unknown","startTime":1478.67,"endTime":1483.89,"body":"anything else that you would"},{"speaker":"Unknown","startTime":1478.67,"endTime":1483.89,"body":"either, you know, recommend to"},{"speaker":"Unknown","startTime":1483.89,"endTime":1488.69,"body":"people if they're considering"},{"speaker":"Unknown","startTime":1483.89,"endTime":1488.69,"body":"this or tell somebody to, you"},{"speaker":"Unknown","startTime":1488.69,"endTime":1493.19,"body":"know, this is not for you? If,"},{"speaker":"Unknown","startTime":1488.69,"endTime":1493.19,"body":"yeah, I feel like you really"},{"speaker":"Unknown","startTime":1493.19,"endTime":1495.41,"body":"need to know your numbers. And"},{"speaker":"Unknown","startTime":1493.19,"endTime":1495.41,"body":"that's something that you talked"},{"speaker":"Unknown","startTime":1495.41,"endTime":1498.62,"body":"about in the course and like,"},{"speaker":"Unknown","startTime":1495.41,"endTime":1498.62,"body":"the whole formula you set out in"},{"speaker":"Unknown","startTime":1498.62,"endTime":1499.97,"body":"that thing was amazing."},{"speaker":"Unknown","startTime":1500.0,"endTime":1502.52,"body":"Cuz it just really helps you"},{"speaker":"Unknown","startTime":1500.0,"endTime":1502.52,"body":"kind of dig down to like exactly"},{"speaker":"Unknown","startTime":1502.52,"endTime":1503.45,"body":"what you need to be charging."},{"speaker":"Unknown","startTime":1504.83,"endTime":1507.05,"body":"And if you don't know your"},{"speaker":"Unknown","startTime":1504.83,"endTime":1507.05,"body":"numbers before going into it,"},{"speaker":"Unknown","startTime":1507.08,"endTime":1509.87,"body":"then it makes it really hard to"},{"speaker":"Unknown","startTime":1507.08,"endTime":1509.87,"body":"even imagine what you can charge"},{"speaker":"Unknown","startTime":1510.05,"endTime":1513.86,"body":"and get away with. But I think"},{"speaker":"Unknown","startTime":1510.05,"endTime":1513.86,"body":"that along with really knowing"},{"speaker":"Unknown","startTime":1514.01,"endTime":1517.46,"body":"what your capacity is for"},{"speaker":"Unknown","startTime":1514.01,"endTime":1517.46,"body":"shoots, because I have been"},{"speaker":"Unknown","startTime":1517.46,"endTime":1519.95,"body":"talking with you about this, I"},{"speaker":"Unknown","startTime":1517.46,"endTime":1519.95,"body":"don't, I'm trying to think how"},{"speaker":"Unknown","startTime":1519.95,"endTime":1523.7,"body":"many more members I can add, and"},{"speaker":"Unknown","startTime":1519.95,"endTime":1523.7,"body":"still give them the same amount"},{"speaker":"Unknown","startTime":1523.73,"endTime":1528.29,"body":"of like, communication and give"},{"speaker":"Unknown","startTime":1523.73,"endTime":1528.29,"body":"them priority slots without it"},{"speaker":"Unknown","startTime":1528.29,"endTime":1532.16,"body":"being all, you know, crowded"},{"speaker":"Unknown","startTime":1528.29,"endTime":1532.16,"body":"into the fall. So that's been"},{"speaker":"Unknown","startTime":1532.16,"endTime":1534.68,"body":"the one thing I've been dealing"},{"speaker":"Unknown","startTime":1532.16,"endTime":1534.68,"body":"with. So if you are a person"},{"speaker":"Unknown","startTime":1534.68,"endTime":1536.84,"body":"that's looking into this, but"},{"speaker":"Unknown","startTime":1534.68,"endTime":1536.84,"body":"you don't, you already are"},{"speaker":"Unknown","startTime":1536.84,"endTime":1541.43,"body":"working like crazy hours, then"},{"speaker":"Unknown","startTime":1536.84,"endTime":1541.43,"body":"maybe try and scale back first."},{"speaker":"Unknown","startTime":1541.46,"endTime":1544.85,"body":"And then give yourself this"},{"speaker":"Unknown","startTime":1541.46,"endTime":1544.85,"body":"opportunity to kind of automate"},{"speaker":"Unknown","startTime":1544.85,"endTime":1549.44,"body":"this part of your membership or"},{"speaker":"Unknown","startTime":1544.85,"endTime":1549.44,"body":"your client base, or copy me and"},{"speaker":"Unknown","startTime":1549.44,"endTime":1553.37,"body":"jack your prices way up. Yeah,"},{"speaker":"Unknown","startTime":1549.44,"endTime":1553.37,"body":"and simultaneously offer up and"},{"speaker":"Unknown","startTime":1553.4,"endTime":1557.0,"body":"get rid of a certain number of"},{"speaker":"Unknown","startTime":1553.4,"endTime":1557.0,"body":"people so that you can, it makes"},{"speaker":"Unknown","startTime":1557.0,"endTime":1561.11,"body":"grading or more in less time,"},{"speaker":"Unknown","startTime":1557.0,"endTime":1561.11,"body":"and I've had people that I've"},{"speaker":"Unknown","startTime":1561.11,"endTime":1564.5,"body":"been working with for five or"},{"speaker":"Unknown","startTime":1561.11,"endTime":1564.5,"body":"six years now who have stuck"},{"speaker":"Unknown","startTime":1564.5,"endTime":1567.35,"body":"with me through all my price"},{"speaker":"Unknown","startTime":1564.5,"endTime":1567.35,"body":"changes. And now it came to this"},{"speaker":"Unknown","startTime":1567.35,"endTime":1570.5,"body":"and she's like, I'm just gonna"},{"speaker":"Unknown","startTime":1567.35,"endTime":1570.5,"body":"do it. She's like, I know, it's"},{"speaker":"Unknown","startTime":1570.5,"endTime":1573.26,"body":"more than I've ever spent on you"},{"speaker":"Unknown","startTime":1570.5,"endTime":1573.26,"body":"before, but you're worth it, I'm"},{"speaker":"Unknown","startTime":1573.26,"endTime":1576.74,"body":"just gonna do it. And then makes"},{"speaker":"Unknown","startTime":1573.26,"endTime":1576.74,"body":"you feel like, that's the best."},{"speaker":"Unknown","startTime":1576.77,"endTime":1580.7,"body":"I love that. And I love that you"},{"speaker":"Unknown","startTime":1576.77,"endTime":1580.7,"body":"shared that. Because I really do"},{"speaker":"Unknown","startTime":1580.7,"endTime":1581.69,"body":"feel like"},{"speaker":"Unknown","startTime":1583.49,"endTime":1586.58,"body":"it can be hard when you're"},{"speaker":"Unknown","startTime":1583.49,"endTime":1586.58,"body":"beginning to think that anyone"},{"speaker":"Unknown","startTime":1586.58,"endTime":1589.58,"body":"will ever grow with you. And"},{"speaker":"Unknown","startTime":1586.58,"endTime":1589.58,"body":"those people just not everybody."},{"speaker":"Unknown","startTime":1589.58,"endTime":1592.67,"body":"But when they do like that. It's"},{"speaker":"Unknown","startTime":1589.58,"endTime":1592.67,"body":"just the best feeling totally."},{"speaker":"Unknown","startTime":1592.7,"endTime":1596.06,"body":"And also, like, my favorite"},{"speaker":"Unknown","startTime":1592.7,"endTime":1596.06,"body":"thing was when I was talking"},{"speaker":"Unknown","startTime":1596.06,"endTime":1598.88,"body":"about this with people"},{"speaker":"Unknown","startTime":1596.06,"endTime":1598.88,"body":"beforehand. Yes, they were"},{"speaker":"Unknown","startTime":1598.88,"endTime":1601.55,"body":"excited that it would save them"},{"speaker":"Unknown","startTime":1598.88,"endTime":1601.55,"body":"money. And it'd be easy, but"},{"speaker":"Unknown","startTime":1601.55,"endTime":1605.09,"body":"their biggest response to me was"},{"speaker":"Unknown","startTime":1601.55,"endTime":1605.09,"body":"like, that's so awesome for you."},{"speaker":"Unknown","startTime":1605.24,"endTime":1608.72,"body":"Yeah, like that's going to make"},{"speaker":"Unknown","startTime":1605.24,"endTime":1608.72,"body":"your life so much easier to have"},{"speaker":"Unknown","startTime":1608.72,"endTime":1611.81,"body":"a sustainable income each month."},{"speaker":"Unknown","startTime":1608.72,"endTime":1611.81,"body":"And I'm at a point now where it"},{"speaker":"Unknown","startTime":1611.81,"endTime":1616.76,"body":"covers all my monthly expenses."},{"speaker":"Unknown","startTime":1611.81,"endTime":1616.76,"body":"And it makes such a difference"},{"speaker":"Unknown","startTime":1616.76,"endTime":1620.45,"body":"in how I run my business and how"},{"speaker":"Unknown","startTime":1616.76,"endTime":1620.45,"body":"I can do everything like I can"},{"speaker":"Unknown","startTime":1620.45,"endTime":1624.29,"body":"take more time off. And they"},{"speaker":"Unknown","startTime":1620.45,"endTime":1624.29,"body":"have seen that and recognize"},{"speaker":"Unknown","startTime":1624.29,"endTime":1627.32,"body":"that and that for me was even"},{"speaker":"Unknown","startTime":1624.29,"endTime":1627.32,"body":"more valuable than then, like"},{"speaker":"Unknown","startTime":1627.32,"endTime":1631.16,"body":"signing up. Like them actually"},{"speaker":"Unknown","startTime":1627.32,"endTime":1631.16,"body":"seeing me as a person and a"},{"speaker":"Unknown","startTime":1631.16,"endTime":1634.46,"body":"business owner. And not just"},{"speaker":"Unknown","startTime":1631.16,"endTime":1634.46,"body":"like the photographer. Yeah,"},{"speaker":"Unknown","startTime":1634.49,"endTime":1638.75,"body":"100% when COVID head, which was"},{"speaker":"Unknown","startTime":1634.49,"endTime":1638.75,"body":"like six months after I launched"},{"speaker":"Unknown","startTime":1638.75,"endTime":1643.76,"body":"my original membership. I had"},{"speaker":"Unknown","startTime":1638.75,"endTime":1643.76,"body":"emails from several clients who"},{"speaker":"Unknown","startTime":1643.76,"endTime":1648.02,"body":"were like, I'm just so glad to"},{"speaker":"Unknown","startTime":1643.76,"endTime":1648.02,"body":"know that you're still okay. And"},{"speaker":"Unknown","startTime":1648.02,"endTime":1651.38,"body":"this is going to be okay for"},{"speaker":"Unknown","startTime":1648.02,"endTime":1651.38,"body":"you. Which really was I mean, we"},{"speaker":"Unknown","startTime":1651.38,"endTime":1655.43,"body":"were all emotional at that"},{"speaker":"Unknown","startTime":1651.38,"endTime":1655.43,"body":"point. But oh, that's amazing."},{"speaker":"Unknown","startTime":1655.46,"endTime":1659.0,"body":"Yeah, it is. Yeah. I just know,"},{"speaker":"Unknown","startTime":1655.46,"endTime":1659.0,"body":"when you find your people,"},{"speaker":"Unknown","startTime":1659.21,"endTime":1662.03,"body":"they're the best ones to kind of"},{"speaker":"Unknown","startTime":1659.21,"endTime":1662.03,"body":"support you through it. It is it"},{"speaker":"Unknown","startTime":1662.03,"endTime":1666.02,"body":"is It's so good. Well, Amy, I"},{"speaker":"Unknown","startTime":1662.03,"endTime":1666.02,"body":"really appreciate it. So I feel"},{"speaker":"Unknown","startTime":1666.02,"endTime":1668.63,"body":"like this is it's an"},{"speaker":"Unknown","startTime":1666.02,"endTime":1668.63,"body":"inspirational story to me."},{"speaker":"Unknown","startTime":1669.77,"endTime":1670.37,"body":"I know."},{"speaker":"Unknown","startTime":1671.84,"endTime":1674.27,"body":"But it's always a pleasure to"},{"speaker":"Unknown","startTime":1671.84,"endTime":1674.27,"body":"chat with you. Yes, you too."},{"speaker":"Unknown","startTime":1674.3,"endTime":1676.13,"body":"Okay, I'll see you soon. See ya."},{"speaker":"Unknown","startTime":1684.8,"endTime":1688.64,"body":"Hey, Posey, it's so good to have"},{"speaker":"Unknown","startTime":1684.8,"endTime":1688.64,"body":"you back on the show. And I"},{"speaker":"Unknown","startTime":1688.64,"endTime":1691.37,"body":"really appreciate you being"},{"speaker":"Unknown","startTime":1688.64,"endTime":1691.37,"body":"willing to come chat about your"},{"speaker":"Unknown","startTime":1691.37,"endTime":1695.15,"body":"membership experience. Always"},{"speaker":"Unknown","startTime":1691.37,"endTime":1695.15,"body":"happy to chat."},{"speaker":"Unknown","startTime":1697.13,"endTime":1700.67,"body":"Well, um, I specifically wanted"},{"speaker":"Unknown","startTime":1697.13,"endTime":1700.67,"body":"to talk to you because I feel"},{"speaker":"Unknown","startTime":1700.67,"endTime":1705.38,"body":"like you're kind of fresh off"},{"speaker":"Unknown","startTime":1700.67,"endTime":1705.38,"body":"the heels of your launch, which"},{"speaker":"Unknown","startTime":1705.38,"endTime":1706.73,"body":"happened in March, but"},{"speaker":"Unknown","startTime":1707.87,"endTime":1711.26,"body":"but I wanted to get a"},{"speaker":"Unknown","startTime":1707.87,"endTime":1711.26,"body":"perspective of somebody who like"},{"speaker":"Unknown","startTime":1711.41,"endTime":1716.42,"body":"is, still has that in your"},{"speaker":"Unknown","startTime":1711.41,"endTime":1716.42,"body":"memory, because that part that"},{"speaker":"Unknown","startTime":1716.42,"endTime":1720.74,"body":"like initial setup, and launch"},{"speaker":"Unknown","startTime":1716.42,"endTime":1720.74,"body":"is really the biggest barrier to"},{"speaker":"Unknown","startTime":1720.77,"endTime":1724.16,"body":"getting the whole thing going."},{"speaker":"Unknown","startTime":1720.77,"endTime":1724.16,"body":"Once it's up and running. It"},{"speaker":"Unknown","startTime":1724.16,"endTime":1727.79,"body":"should be more or less seamless."},{"speaker":"Unknown","startTime":1724.16,"endTime":1727.79,"body":"So yeah, so I just wanted to"},{"speaker":"Unknown","startTime":1727.79,"endTime":1730.43,"body":"kind of hear a little bit more"},{"speaker":"Unknown","startTime":1727.79,"endTime":1730.43,"body":"about your experience with that"},{"speaker":"Unknown","startTime":1730.43,"endTime":1734.63,"body":"remind me when you kind of dove"},{"speaker":"Unknown","startTime":1730.43,"endTime":1734.63,"body":"in and really started working on"},{"speaker":"Unknown","startTime":1734.63,"endTime":1741.23,"body":"setting it up. I think it was my"},{"speaker":"Unknown","startTime":1734.63,"endTime":1741.23,"body":"goal for February to tackle the"},{"speaker":"Unknown","startTime":1741.23,"endTime":1746.03,"body":"course. I don't think it took me"},{"speaker":"Unknown","startTime":1741.23,"endTime":1746.03,"body":"more than a few days though. But"},{"speaker":"Unknown","startTime":1746.03,"endTime":1750.02,"body":"once I sort of went through each"},{"speaker":"Unknown","startTime":1746.03,"endTime":1750.02,"body":"of the steps that I needed to do"},{"speaker":"Unknown","startTime":1750.02,"endTime":1753.26,"body":"on my end, I launched in March"},{"speaker":"Unknown","startTime":1750.02,"endTime":1753.26,"body":"so I did a"},{"speaker":"Unknown","startTime":1754.31,"endTime":1757.79,"body":"I only did it to existing"},{"speaker":"Unknown","startTime":1754.31,"endTime":1757.79,"body":"clients. Right. So all the lead"},{"speaker":"Unknown","startTime":1757.79,"endTime":1762.08,"body":"up. You know, I did a bunch of"},{"speaker":"Unknown","startTime":1757.79,"endTime":1762.08,"body":"emails lined up and flow desk"},{"speaker":"Unknown","startTime":1762.08,"endTime":1767.24,"body":"and teasers and such and then"},{"speaker":"Unknown","startTime":1762.08,"endTime":1767.24,"body":"info emails and I did"},{"speaker":"Unknown","startTime":1769.13,"endTime":1771.08,"body":"a zoom call for questions."},{"speaker":"Unknown","startTime":1772.25,"endTime":1776.63,"body":"And then yeah, I think I"},{"speaker":"Unknown","startTime":1772.25,"endTime":1776.63,"body":"launched like the 21st of March."},{"speaker":"Unknown","startTime":1777.68,"endTime":1782.15,"body":"Awesome. I know how was that"},{"speaker":"Unknown","startTime":1777.68,"endTime":1782.15,"body":"like you I realized"},{"speaker":"Unknown","startTime":1782.15,"endTime":1785.6,"body":"photographers are not generally"},{"speaker":"Unknown","startTime":1782.15,"endTime":1785.6,"body":"we're not like in launch mode"},{"speaker":"Unknown","startTime":1785.6,"endTime":1788.48,"body":"very often so and I was I'm not"},{"speaker":"Unknown","startTime":1789.56,"endTime":1793.07,"body":"generally very Sally like I"},{"speaker":"Unknown","startTime":1789.56,"endTime":1793.07,"body":"don't send a lot of newsletters"},{"speaker":"Unknown","startTime":1793.07,"endTime":1796.82,"body":"out and I don't market to my"},{"speaker":"Unknown","startTime":1793.07,"endTime":1796.82,"body":"existing clients a whole lot and"},{"speaker":"Unknown","startTime":1796.82,"endTime":1799.97,"body":"so I was a little uncomfortable"},{"speaker":"Unknown","startTime":1796.82,"endTime":1799.97,"body":"with that but um"},{"speaker":"Unknown","startTime":1800.9,"endTime":1804.47,"body":"They're the amount of feedback"},{"speaker":"Unknown","startTime":1800.9,"endTime":1804.47,"body":"like instantly from the first"},{"speaker":"Unknown","startTime":1804.47,"endTime":1807.35,"body":"email is just like, this is so"},{"speaker":"Unknown","startTime":1804.47,"endTime":1807.35,"body":"smart. This is brilliant. I"},{"speaker":"Unknown","startTime":1807.35,"endTime":1810.41,"body":"mean, I felt a little bit like I"},{"speaker":"Unknown","startTime":1807.35,"endTime":1810.41,"body":"was cheating taking credit for"},{"speaker":"Unknown","startTime":1810.41,"endTime":1813.68,"body":"your idea, you know, like, I was"},{"speaker":"Unknown","startTime":1810.41,"endTime":1813.68,"body":"like, Oh, thanks. Yeah, is"},{"speaker":"Unknown","startTime":1813.68,"endTime":1814.61,"body":"really smart."},{"speaker":"Unknown","startTime":1816.17,"endTime":1817.52,"body":"I don't mind at all."},{"speaker":"Unknown","startTime":1818.96,"endTime":1823.07,"body":"But people were just like, so"},{"speaker":"Unknown","startTime":1818.96,"endTime":1823.07,"body":"excited. And some people had"},{"speaker":"Unknown","startTime":1823.07,"endTime":1826.64,"body":"questions. And it definitely"},{"speaker":"Unknown","startTime":1823.07,"endTime":1826.64,"body":"helped to do like the three or"},{"speaker":"Unknown","startTime":1826.64,"endTime":1829.79,"body":"four emails because I watched to"},{"speaker":"Unknown","startTime":1826.64,"endTime":1829.79,"body":"open to that, you know, like,"},{"speaker":"Unknown","startTime":1829.82,"endTime":1835.07,"body":"Yeah, and I even watched, who"},{"speaker":"Unknown","startTime":1829.82,"endTime":1835.07,"body":"opened them multiple times, and"},{"speaker":"Unknown","startTime":1835.07,"endTime":1838.61,"body":"then targeted those people"},{"speaker":"Unknown","startTime":1835.07,"endTime":1838.61,"body":"specifically, like, emailed them"},{"speaker":"Unknown","startTime":1838.61,"endTime":1842.96,"body":"directly to be like, Hey, I"},{"speaker":"Unknown","startTime":1838.61,"endTime":1842.96,"body":"think you're interested. That's"},{"speaker":"Unknown","startTime":1842.96,"endTime":1846.92,"body":"super smart to ask any"},{"speaker":"Unknown","startTime":1842.96,"endTime":1846.92,"body":"questions. And yeah, it went"},{"speaker":"Unknown","startTime":1846.92,"endTime":1853.1,"body":"super well, I had I my goal was"},{"speaker":"Unknown","startTime":1846.92,"endTime":1853.1,"body":"20 people. But like, I was like,"},{"speaker":"Unknown","startTime":1853.13,"endTime":1859.43,"body":"I'll be happy if 15 sign up. And"},{"speaker":"Unknown","startTime":1853.13,"endTime":1859.43,"body":"I got 22. That's amazing. Good"},{"speaker":"Unknown","startTime":1859.43,"endTime":1864.53,"body":"for you. Yeah. And I do think"},{"speaker":"Unknown","startTime":1859.43,"endTime":1864.53,"body":"it's worth noting that, you"},{"speaker":"Unknown","startTime":1864.53,"endTime":1868.07,"body":"know, I'm a couple of the people"},{"speaker":"Unknown","startTime":1864.53,"endTime":1868.07,"body":"that I'm talking to you about"},{"speaker":"Unknown","startTime":1868.07,"endTime":1870.59,"body":"this, you know, you have been in"},{"speaker":"Unknown","startTime":1868.07,"endTime":1870.59,"body":"business for a long time. So you"},{"speaker":"Unknown","startTime":1870.59,"endTime":1874.37,"body":"do have that sort of long term"},{"speaker":"Unknown","startTime":1870.59,"endTime":1874.37,"body":"client thing. Tell me a little"},{"speaker":"Unknown","startTime":1874.37,"endTime":1878.63,"body":"bit about how your did you go"},{"speaker":"Unknown","startTime":1874.37,"endTime":1878.63,"body":"straight by the formula that I"},{"speaker":"Unknown","startTime":1878.63,"endTime":1882.89,"body":"present in the, in the course in"},{"speaker":"Unknown","startTime":1878.63,"endTime":1882.89,"body":"terms of like, where this"},{"speaker":"Unknown","startTime":1882.92,"endTime":1886.34,"body":"matches up with your price"},{"speaker":"Unknown","startTime":1882.92,"endTime":1886.34,"body":"point? And how to pitch it? I"},{"speaker":"Unknown","startTime":1886.34,"endTime":1890.99,"body":"don't remember exactly. The"},{"speaker":"Unknown","startTime":1886.34,"endTime":1890.99,"body":"formula. So I think I went"},{"speaker":"Unknown","startTime":1890.99,"endTime":1893.75,"body":"pretty close. I did. I did all"},{"speaker":"Unknown","startTime":1890.99,"endTime":1893.75,"body":"the worksheets, I ran the"},{"speaker":"Unknown","startTime":1893.75,"endTime":1899.42,"body":"numbers. My trickiest part was"},{"speaker":"Unknown","startTime":1893.75,"endTime":1899.42,"body":"I, because I've been in business"},{"speaker":"Unknown","startTime":1899.42,"endTime":1903.8,"body":"for 13 plus years. Now I have"},{"speaker":"Unknown","startTime":1899.42,"endTime":1903.8,"body":"clients who have been with me"},{"speaker":"Unknown","startTime":1903.8,"endTime":1907.88,"body":"for a really long time, and they"},{"speaker":"Unknown","startTime":1903.8,"endTime":1907.88,"body":"don't pay what new clients pay,"},{"speaker":"Unknown","startTime":1907.94,"endTime":1912.92,"body":"right. And so I had to figure"},{"speaker":"Unknown","startTime":1907.94,"endTime":1912.92,"body":"out a number that wasn't, I"},{"speaker":"Unknown","startTime":1912.92,"endTime":1917.63,"body":"mean, my number is more than"},{"speaker":"Unknown","startTime":1912.92,"endTime":1917.63,"body":"they paid before. So like, the"},{"speaker":"Unknown","startTime":1917.63,"endTime":1920.66,"body":"older clients who signed up,"},{"speaker":"Unknown","startTime":1917.63,"endTime":1920.66,"body":"every single one of them, I was"},{"speaker":"Unknown","startTime":1920.66,"endTime":1923.21,"body":"like, oh, wow, that's awesome."},{"speaker":"Unknown","startTime":1920.66,"endTime":1923.21,"body":"Like, they're paying me"},{"speaker":"Unknown","startTime":1923.21,"endTime":1927.17,"body":"significantly more than they"},{"speaker":"Unknown","startTime":1923.21,"endTime":1927.17,"body":"used to write for not that much"},{"speaker":"Unknown","startTime":1927.17,"endTime":1928.91,"body":"more, you know, stuff."},{"speaker":"Unknown","startTime":1930.26,"endTime":1931.34,"body":"And,"},{"speaker":"Unknown","startTime":1932.6,"endTime":1936.35,"body":"but I didn't want it to be so"},{"speaker":"Unknown","startTime":1932.6,"endTime":1936.35,"body":"much less for new for existing"},{"speaker":"Unknown","startTime":1936.53,"endTime":1939.44,"body":"newer clients, because I didn't"},{"speaker":"Unknown","startTime":1936.53,"endTime":1939.44,"body":"want to be losing that money."},{"speaker":"Unknown","startTime":1939.44,"endTime":1943.46,"body":"Right. So I had to find a, you"},{"speaker":"Unknown","startTime":1939.44,"endTime":1943.46,"body":"know, happy medium. But I was"},{"speaker":"Unknown","startTime":1943.46,"endTime":1948.56,"body":"really surprised with who signed"},{"speaker":"Unknown","startTime":1943.46,"endTime":1948.56,"body":"up for the largest tier. And it"},{"speaker":"Unknown","startTime":1948.56,"endTime":1954.23,"body":"was some of my oldest clients."},{"speaker":"Unknown","startTime":1948.56,"endTime":1954.23,"body":"Oh, well, that's nice. And, and"},{"speaker":"Unknown","startTime":1954.26,"endTime":1957.86,"body":"I think I told you this"},{"speaker":"Unknown","startTime":1954.26,"endTime":1957.86,"body":"privately, but like, one of my"},{"speaker":"Unknown","startTime":1957.86,"endTime":1961.94,"body":"clients who let me go when I"},{"speaker":"Unknown","startTime":1957.86,"endTime":1961.94,"body":"raised my prices some years ago,"},{"speaker":"Unknown","startTime":1962.45,"endTime":1965.27,"body":"and then sort of, I think"},{"speaker":"Unknown","startTime":1962.45,"endTime":1965.27,"body":"realized that was a mistake."},{"speaker":"Unknown","startTime":1965.51,"endTime":1969.35,"body":"bought in so she's paying me"},{"speaker":"Unknown","startTime":1965.51,"endTime":1969.35,"body":"even more than what I raised her"},{"speaker":"Unknown","startTime":1969.35,"endTime":1974.96,"body":"to a couple years ago. Yeah, it"},{"speaker":"Unknown","startTime":1969.35,"endTime":1974.96,"body":"was like a complete success."},{"speaker":"Unknown","startTime":1975.2,"endTime":1979.94,"body":"That's great, as far as that's"},{"speaker":"Unknown","startTime":1975.2,"endTime":1979.94,"body":"concerned. And have you had any"},{"speaker":"Unknown","startTime":1979.97,"endTime":1986.21,"body":"of your actual yearbook club"},{"speaker":"Unknown","startTime":1979.97,"endTime":1986.21,"body":"sessions yet? Only one, and I've"},{"speaker":"Unknown","startTime":1986.42,"endTime":1991.07,"body":"got like five on the calendar."},{"speaker":"Unknown","startTime":1986.42,"endTime":1991.07,"body":"So that the one thing that I"},{"speaker":"Unknown","startTime":1991.07,"endTime":1995.72,"body":"need to remind myself like, set"},{"speaker":"Unknown","startTime":1991.07,"endTime":1995.72,"body":"monthly reminders is I'm opening"},{"speaker":"Unknown","startTime":1995.72,"endTime":2000.19,"body":"my schedule to them first. Hmm."},{"speaker":"Unknown","startTime":1995.72,"endTime":2000.19,"body":"And so I'm using a scheduler for"},{"speaker":"Unknown","startTime":2000.19,"endTime":2003.91,"body":"that. And this is the first time"},{"speaker":"Unknown","startTime":2000.19,"endTime":2003.91,"body":"I've ever used a scheduler. So I"},{"speaker":"Unknown","startTime":2003.91,"endTime":2008.11,"body":"have to remind myself like,"},{"speaker":"Unknown","startTime":2003.91,"endTime":2008.11,"body":"yesterday was June 1, I needed"},{"speaker":"Unknown","startTime":2008.11,"endTime":2011.02,"body":"to send an I needed to add"},{"speaker":"Unknown","startTime":2008.11,"endTime":2011.02,"body":"another month to my scheduler"},{"speaker":"Unknown","startTime":2011.02,"endTime":2012.61,"body":"and send it to them."},{"speaker":"Unknown","startTime":2013.84,"endTime":2017.47,"body":"Because it's open to them before"},{"speaker":"Unknown","startTime":2013.84,"endTime":2017.47,"body":"it's open to anybody else. Oh,"},{"speaker":"Unknown","startTime":2017.47,"endTime":2020.47,"body":"interesting. While you're doing"},{"speaker":"Unknown","startTime":2017.47,"endTime":2020.47,"body":"yours month, they can only book"},{"speaker":"Unknown","startTime":2020.47,"endTime":2024.34,"body":"up to September. No, it's like"},{"speaker":"Unknown","startTime":2020.47,"endTime":2024.34,"body":"three months out. Okay. Got it."},{"speaker":"Unknown","startTime":2024.34,"endTime":2027.76,"body":"I need to add in October now,"},{"speaker":"Unknown","startTime":2024.34,"endTime":2027.76,"body":"which is going to be busy,"},{"speaker":"Unknown","startTime":2027.97,"endTime":2032.29,"body":"right? For sure. So that, you"},{"speaker":"Unknown","startTime":2027.97,"endTime":2032.29,"body":"know, like set my give myself a"},{"speaker":"Unknown","startTime":2032.29,"endTime":2035.08,"body":"little like, you need to"},{"speaker":"Unknown","startTime":2032.29,"endTime":2035.08,"body":"remember to email like make a"},{"speaker":"Unknown","startTime":2035.08,"endTime":2037.51,"body":"special newsletter just for"},{"speaker":"Unknown","startTime":2035.08,"endTime":2037.51,"body":"them. Like there's a few things"},{"speaker":"Unknown","startTime":2037.75,"endTime":2041.11,"body":"I need to follow through on the"},{"speaker":"Unknown","startTime":2037.75,"endTime":2041.11,"body":"promise of the bonus thing that"},{"speaker":"Unknown","startTime":2041.11,"endTime":2046.18,"body":"they get, you know, yeah, yeah."},{"speaker":"Unknown","startTime":2041.11,"endTime":2046.18,"body":"And obviously, you those things"},{"speaker":"Unknown","startTime":2046.18,"endTime":2050.29,"body":"do just sort of take some setup"},{"speaker":"Unknown","startTime":2046.18,"endTime":2050.29,"body":"and whatever, hopefully, year"},{"speaker":"Unknown","startTime":2050.29,"endTime":2054.25,"body":"after year, it just becomes kind"},{"speaker":"Unknown","startTime":2050.29,"endTime":2054.25,"body":"of turnkey. I will say if you're"},{"speaker":"Unknown","startTime":2054.25,"endTime":2058.03,"body":"I only open my calendar twice a"},{"speaker":"Unknown","startTime":2054.25,"endTime":2058.03,"body":"year to my members, they can"},{"speaker":"Unknown","startTime":2058.03,"endTime":2063.31,"body":"adjust. But I only open it first"},{"speaker":"Unknown","startTime":2058.03,"endTime":2063.31,"body":"in August and then in January"},{"speaker":"Unknown","startTime":2063.34,"endTime":2066.43,"body":"and so for August, they sign up"},{"speaker":"Unknown","startTime":2063.34,"endTime":2066.43,"body":"through January in January, they"},{"speaker":"Unknown","startTime":2066.43,"endTime":2070.27,"body":"sign up through August and it's"},{"speaker":"Unknown","startTime":2066.43,"endTime":2070.27,"body":"it's I don't want to do that"},{"speaker":"Unknown","startTime":2070.27,"endTime":2073.93,"body":"though. I know doesn't mean that"},{"speaker":"Unknown","startTime":2070.27,"endTime":2073.93,"body":"you have to have your stuff"},{"speaker":"Unknown","startTime":2073.93,"endTime":2078.67,"body":"together but it I generally find"},{"speaker":"Unknown","startTime":2073.93,"endTime":2078.67,"body":"if you have the right number of"},{"speaker":"Unknown","startTime":2078.67,"endTime":2082.87,"body":"people in there you can kind of"},{"speaker":"Unknown","startTime":2078.67,"endTime":2082.87,"body":"like cluster what you open up so"},{"speaker":"Unknown","startTime":2082.87,"endTime":2086.11,"body":"that you give yourself some"},{"speaker":"Unknown","startTime":2082.87,"endTime":2086.11,"body":"flexibility. Right idea."},{"speaker":"Unknown","startTime":2087.37,"endTime":2089.8,"body":"Well, that's awesome. Do you"},{"speaker":"Unknown","startTime":2087.37,"endTime":2089.8,"body":"have any thoughts to share like"},{"speaker":"Unknown","startTime":2089.8,"endTime":2093.64,"body":"anything that you feel like this"},{"speaker":"Unknown","startTime":2089.8,"endTime":2093.64,"body":"is something that's for a"},{"speaker":"Unknown","startTime":2093.64,"endTime":2098.65,"body":"certain kind of person or not"},{"speaker":"Unknown","startTime":2093.64,"endTime":2098.65,"body":"for a certain kind of person? I"},{"speaker":"Unknown","startTime":2098.65,"endTime":2099.97,"body":"don't know. I mean that I doubt"},{"speaker":"Unknown","startTime":2100.0,"endTime":2104.05,"body":"Definitely like having I, having"},{"speaker":"Unknown","startTime":2100.0,"endTime":2104.05,"body":"the scheduler even a few months"},{"speaker":"Unknown","startTime":2104.05,"endTime":2107.53,"body":"out, makes me nervous. Like, I"},{"speaker":"Unknown","startTime":2104.05,"endTime":2107.53,"body":"like having full control of my"},{"speaker":"Unknown","startTime":2107.53,"endTime":2110.8,"body":"schedule, because I like to plan"},{"speaker":"Unknown","startTime":2107.53,"endTime":2110.8,"body":"thing, you know, like now that"},{"speaker":"Unknown","startTime":2110.8,"endTime":2113.41,"body":"we can travel again, I don't"},{"speaker":"Unknown","startTime":2110.8,"endTime":2113.41,"body":"know, as far as like who it"},{"speaker":"Unknown","startTime":2113.41,"endTime":2116.92,"body":"would work for Who wouldn't? I"},{"speaker":"Unknown","startTime":2113.41,"endTime":2116.92,"body":"mean, I just think, unless"},{"speaker":"Unknown","startTime":2116.92,"endTime":2120.34,"body":"you're completely disorganized,"},{"speaker":"Unknown","startTime":2116.92,"endTime":2120.34,"body":"you know, like, yeah, if you're"},{"speaker":"Unknown","startTime":2120.7,"endTime":2124.12,"body":"free wheel in it, and I don't"},{"speaker":"Unknown","startTime":2120.7,"endTime":2124.12,"body":"think those people are listening"},{"speaker":"Unknown","startTime":2124.12,"endTime":2124.96,"body":"to your podcast."},{"speaker":"Unknown","startTime":2126.37,"endTime":2133.15,"body":"But like, as long as you I would"},{"speaker":"Unknown","startTime":2126.37,"endTime":2133.15,"body":"say, having some kind of CRM is"},{"speaker":"Unknown","startTime":2133.18,"endTime":2137.65,"body":"very helpful with this, I'm able"},{"speaker":"Unknown","startTime":2133.18,"endTime":2137.65,"body":"to sort my, my I called it"},{"speaker":"Unknown","startTime":2137.65,"endTime":2141.01,"body":"legacy photo club, and I'm able"},{"speaker":"Unknown","startTime":2137.65,"endTime":2141.01,"body":"to sort them like, into their"},{"speaker":"Unknown","startTime":2141.01,"endTime":2146.11,"body":"own group. So I can check in on"},{"speaker":"Unknown","startTime":2141.01,"endTime":2146.11,"body":"that list, right, like, really"},{"speaker":"Unknown","startTime":2146.11,"endTime":2147.31,"body":"easily and,"},{"speaker":"Unknown","startTime":2148.6,"endTime":2151.99,"body":"and it makes the scheduler and"},{"speaker":"Unknown","startTime":2148.6,"endTime":2151.99,"body":"the propose the contract. All"},{"speaker":"Unknown","startTime":2151.99,"endTime":2156.16,"body":"that stuff was just really easy."},{"speaker":"Unknown","startTime":2151.99,"endTime":2156.16,"body":"I used up Sato, the, the thing I"},{"speaker":"Unknown","startTime":2156.16,"endTime":2160.36,"body":"did, you know, barely"},{"speaker":"Unknown","startTime":2156.16,"endTime":2160.36,"body":"differently than you was I don't"},{"speaker":"Unknown","startTime":2160.39,"endTime":2166.81,"body":"do the studio mini session. So I"},{"speaker":"Unknown","startTime":2160.39,"endTime":2166.81,"body":"offered like an alternative"},{"speaker":"Unknown","startTime":2166.81,"endTime":2171.37,"body":"school photos. I love it. I do"},{"speaker":"Unknown","startTime":2166.81,"endTime":2171.37,"body":"it on location and have like,"},{"speaker":"Unknown","startTime":2171.76,"endTime":2175.21,"body":"times they can sign up to bring"},{"speaker":"Unknown","startTime":2171.76,"endTime":2175.21,"body":"their kids. Yeah. And for the"},{"speaker":"Unknown","startTime":2175.21,"endTime":2178.21,"body":"people who are listening who"},{"speaker":"Unknown","startTime":2175.21,"endTime":2178.21,"body":"don't necessarily know what"},{"speaker":"Unknown","startTime":2178.21,"endTime":2181.03,"body":"you're referencing, basically,"},{"speaker":"Unknown","startTime":2178.21,"endTime":2181.03,"body":"this goes back to that whole"},{"speaker":"Unknown","startTime":2181.03,"endTime":2185.17,"body":"concept of tiers where you're"},{"speaker":"Unknown","startTime":2181.03,"endTime":2185.17,"body":"giving people added value. I"},{"speaker":"Unknown","startTime":2185.17,"endTime":2189.79,"body":"only one person no two people"},{"speaker":"Unknown","startTime":2185.17,"endTime":2189.79,"body":"signed up at my lowest tier. Oh,"},{"speaker":"Unknown","startTime":2189.79,"endTime":2192.94,"body":"good for you. That's awesome."},{"speaker":"Unknown","startTime":2189.79,"endTime":2192.94,"body":"And that was the other thing"},{"speaker":"Unknown","startTime":2192.94,"endTime":2196.96,"body":"where I was like, you know, that"},{"speaker":"Unknown","startTime":2192.94,"endTime":2196.96,"body":"lowest tier needs to be enough."},{"speaker":"Unknown","startTime":2197.05,"endTime":2201.55,"body":"Yeah. Um, and so it is, but so"},{"speaker":"Unknown","startTime":2197.05,"endTime":2201.55,"body":"everything else was like, Oh,"},{"speaker":"Unknown","startTime":2201.55,"endTime":2206.68,"body":"sweet. Great. I love it. And I"},{"speaker":"Unknown","startTime":2201.55,"endTime":2206.68,"body":"did offer a discount to my"},{"speaker":"Unknown","startTime":2206.68,"endTime":2211.0,"body":"single parent clients. And to"},{"speaker":"Unknown","startTime":2206.68,"endTime":2211.0,"body":"took me up on that. So"},{"speaker":"Unknown","startTime":2212.05,"endTime":2215.11,"body":"but it's like 20 bucks less a"},{"speaker":"Unknown","startTime":2212.05,"endTime":2215.11,"body":"month, it's not a huge, you"},{"speaker":"Unknown","startTime":2215.11,"endTime":2215.41,"body":"know?"},{"speaker":"Unknown","startTime":2216.64,"endTime":2219.49,"body":"Well, that's my favorite thing"},{"speaker":"Unknown","startTime":2216.64,"endTime":2219.49,"body":"about being a business owner is"},{"speaker":"Unknown","startTime":2219.49,"endTime":2223.69,"body":"that you get to do those kinds"},{"speaker":"Unknown","startTime":2219.49,"endTime":2223.69,"body":"of things when you want to. So I"},{"speaker":"Unknown","startTime":2223.69,"endTime":2226.99,"body":"have a question for you about"},{"speaker":"Unknown","startTime":2223.69,"endTime":2226.99,"body":"adding new people, because I"},{"speaker":"Unknown","startTime":2226.99,"endTime":2232.09,"body":"really do strongly believe that"},{"speaker":"Unknown","startTime":2226.99,"endTime":2232.09,"body":"this should be with existing"},{"speaker":"Unknown","startTime":2232.09,"endTime":2236.8,"body":"clients. Oh, yeah. That's how"},{"speaker":"Unknown","startTime":2232.09,"endTime":2236.8,"body":"you sell it. And I agree so"},{"speaker":"Unknown","startTime":2236.8,"endTime":2241.69,"body":"much, like I would hate to get"},{"speaker":"Unknown","startTime":2236.8,"endTime":2241.69,"body":"booked, booked in or, like this"},{"speaker":"Unknown","startTime":2241.69,"endTime":2244.51,"body":"idea that they could cancel"},{"speaker":"Unknown","startTime":2241.69,"endTime":2244.51,"body":"their automatic payment, you"},{"speaker":"Unknown","startTime":2244.51,"endTime":2249.73,"body":"know, when just screw you over?"},{"speaker":"Unknown","startTime":2244.51,"endTime":2249.73,"body":"Shoot, which I just don't think"},{"speaker":"Unknown","startTime":2249.73,"endTime":2252.25,"body":"any of my existing clients would"},{"speaker":"Unknown","startTime":2249.73,"endTime":2252.25,"body":"do that. But"},{"speaker":"Unknown","startTime":2253.66,"endTime":2256.99,"body":"I just photographed a family"},{"speaker":"Unknown","startTime":2253.66,"endTime":2256.99,"body":"last weekend, who I loved and"},{"speaker":"Unknown","startTime":2256.99,"endTime":2259.57,"body":"they were like, we're going to"},{"speaker":"Unknown","startTime":2256.99,"endTime":2259.57,"body":"work with you. They asked me"},{"speaker":"Unknown","startTime":2259.57,"endTime":2262.84,"body":"before I left, what the best way"},{"speaker":"Unknown","startTime":2259.57,"endTime":2262.84,"body":"to write a review for me to be"},{"speaker":"Unknown","startTime":2262.84,"endTime":2265.06,"body":"and I was like, you can wait"},{"speaker":"Unknown","startTime":2262.84,"endTime":2265.06,"body":"till you see your photos."},{"speaker":"Unknown","startTime":2266.23,"endTime":2271.48,"body":"Very nice. But thanks. Um, but I"},{"speaker":"Unknown","startTime":2266.23,"endTime":2271.48,"body":"definitely want them in. And"},{"speaker":"Unknown","startTime":2271.51,"endTime":2275.98,"body":"like, I think they would be a"},{"speaker":"Unknown","startTime":2271.51,"endTime":2275.98,"body":"great family. And so do you open"},{"speaker":"Unknown","startTime":2275.98,"endTime":2279.97,"body":"it up to people? Like, I'd like"},{"speaker":"Unknown","startTime":2275.98,"endTime":2279.97,"body":"the idea that I know when"},{"speaker":"Unknown","startTime":2279.97,"endTime":2283.51,"body":"everybody renews, right? It's"},{"speaker":"Unknown","startTime":2279.97,"endTime":2283.51,"body":"smart, everybody. So with people"},{"speaker":"Unknown","startTime":2283.51,"endTime":2288.04,"body":"like that, would you start them"},{"speaker":"Unknown","startTime":2283.51,"endTime":2288.04,"body":"right away. So you can do it one"},{"speaker":"Unknown","startTime":2288.04,"endTime":2291.43,"body":"of two ways you can either. So"},{"speaker":"Unknown","startTime":2288.04,"endTime":2291.43,"body":"in the course, you may remember"},{"speaker":"Unknown","startTime":2291.43,"endTime":2294.88,"body":"I, I teach two different launch"},{"speaker":"Unknown","startTime":2291.43,"endTime":2294.88,"body":"strategies. One is that sort of"},{"speaker":"Unknown","startTime":2294.88,"endTime":2299.89,"body":"once a year, open, closed. And"},{"speaker":"Unknown","startTime":2294.88,"endTime":2299.89,"body":"then the other is you offer it"},{"speaker":"Unknown","startTime":2299.92,"endTime":2303.31,"body":"on a one off basis. And the"},{"speaker":"Unknown","startTime":2299.92,"endTime":2303.31,"body":"downside to the one off basis is"},{"speaker":"Unknown","startTime":2303.31,"endTime":2305.77,"body":"exactly what you're saying."},{"speaker":"Unknown","startTime":2303.31,"endTime":2305.77,"body":"Like, then you have to sort of"},{"speaker":"Unknown","startTime":2306.01,"endTime":2308.65,"body":"understand that every month,"},{"speaker":"Unknown","startTime":2306.01,"endTime":2308.65,"body":"you're gonna have people over"},{"speaker":"Unknown","startTime":2308.65,"endTime":2311.53,"body":"time, you'll end up with people"},{"speaker":"Unknown","startTime":2308.65,"endTime":2311.53,"body":"who are coming in and leaving."},{"speaker":"Unknown","startTime":2311.71,"endTime":2314.89,"body":"So you do have to there needs to"},{"speaker":"Unknown","startTime":2311.71,"endTime":2314.89,"body":"be some organization around"},{"speaker":"Unknown","startTime":2314.89,"endTime":2317.95,"body":"that. It's not super"},{"speaker":"Unknown","startTime":2314.89,"endTime":2317.95,"body":"complicated. But there is that."},{"speaker":"Unknown","startTime":2317.98,"endTime":2322.51,"body":"Yeah. The other thing that you"},{"speaker":"Unknown","startTime":2317.98,"endTime":2322.51,"body":"can do is you can tell them, I"},{"speaker":"Unknown","startTime":2322.54,"endTime":2326.38,"body":"have a membership, I'm putting"},{"speaker":"Unknown","startTime":2322.54,"endTime":2326.38,"body":"you on, you know, my I would"},{"speaker":"Unknown","startTime":2326.38,"endTime":2328.78,"body":"like to put you on the list and"},{"speaker":"Unknown","startTime":2326.38,"endTime":2328.78,"body":"I will be sending you an"},{"speaker":"Unknown","startTime":2328.78,"endTime":2332.02,"body":"invitation and that way they're"},{"speaker":"Unknown","startTime":2328.78,"endTime":2332.02,"body":"expecting it, maybe they're"},{"speaker":"Unknown","startTime":2332.02,"endTime":2336.67,"body":"excited about it, whatever. And"},{"speaker":"Unknown","startTime":2332.02,"endTime":2336.67,"body":"you just that expectation is"},{"speaker":"Unknown","startTime":2336.67,"endTime":2339.25,"body":"there and then you just reach"},{"speaker":"Unknown","startTime":2336.67,"endTime":2339.25,"body":"out to them when renewal"},{"speaker":"Unknown","startTime":2339.25,"endTime":2342.46,"body":"happens. Or it's like the open"},{"speaker":"Unknown","startTime":2339.25,"endTime":2342.46,"body":"window so you can do it whatever"},{"speaker":"Unknown","startTime":2342.46,"endTime":2345.7,"body":"way works best for your"},{"speaker":"Unknown","startTime":2342.46,"endTime":2345.7,"body":"schedule. Awesome. Oh, Posey,"},{"speaker":"Unknown","startTime":2345.7,"endTime":2348.94,"body":"thank you so much. I appreciate"},{"speaker":"Unknown","startTime":2345.7,"endTime":2348.94,"body":"it. Well, that was easy. Okay."},{"speaker":"Unknown","startTime":2348.97,"endTime":2350.92,"body":"Have a good one. Bye. You too."},{"speaker":"Unknown","startTime":2357.73,"endTime":2361.57,"body":"Helene, it's so nice to see you."},{"speaker":"Unknown","startTime":2357.73,"endTime":2361.57,"body":"How are you? Hi, Ana, me, thank"},{"speaker":"Unknown","startTime":2361.57,"endTime":2364.15,"body":"you so much for having me on. I"},{"speaker":"Unknown","startTime":2361.57,"endTime":2364.15,"body":"am good. Just you know,"},{"speaker":"Unknown","startTime":2364.15,"endTime":2367.42,"body":"balancing all the things,"},{"speaker":"Unknown","startTime":2364.15,"endTime":2367.42,"body":"carrying all the things that is"},{"speaker":"Unknown","startTime":2368.44,"endTime":2371.11,"body":"just what we do. Well, I"},{"speaker":"Unknown","startTime":2368.44,"endTime":2371.11,"body":"appreciate you taking a few"},{"speaker":"Unknown","startTime":2371.11,"endTime":2374.02,"body":"minutes to chat with me here"},{"speaker":"Unknown","startTime":2371.11,"endTime":2374.02,"body":"about revenue on repeat. I feel"},{"speaker":"Unknown","startTime":2374.02,"endTime":2377.02,"body":"like this is one of those things"},{"speaker":"Unknown","startTime":2374.02,"endTime":2377.02,"body":"where, you know, people don't"},{"speaker":"Unknown","startTime":2377.02,"endTime":2381.1,"body":"really know what a photo"},{"speaker":"Unknown","startTime":2377.02,"endTime":2381.1,"body":"membership looks like. And so"},{"speaker":"Unknown","startTime":2381.1,"endTime":2383.26,"body":"when they're thinking about"},{"speaker":"Unknown","startTime":2381.1,"endTime":2383.26,"body":"whether it would work in their"},{"speaker":"Unknown","startTime":2383.26,"endTime":2386.62,"body":"business, obviously, it has"},{"speaker":"Unknown","startTime":2383.26,"endTime":2386.62,"body":"worked for me, but I'm also"},{"speaker":"Unknown","startTime":2386.62,"endTime":2390.28,"body":"curious to chat with the people"},{"speaker":"Unknown","startTime":2386.62,"endTime":2390.28,"body":"who have set it up and like"},{"speaker":"Unknown","startTime":2390.28,"endTime":2393.43,"body":"actually started bringing"},{"speaker":"Unknown","startTime":2390.28,"endTime":2393.43,"body":"members on in their businesses."},{"speaker":"Unknown","startTime":2393.46,"endTime":2398.95,"body":"And so I wanted to talk to you"},{"speaker":"Unknown","startTime":2393.46,"endTime":2398.95,"body":"and I appreciate it. Um, so why"},{"speaker":"Unknown","startTime":2398.95,"endTime":2400.0,"body":"don't you just like start with"},{"speaker":"Unknown","startTime":2400.0,"endTime":2403.3,"body":"A little bit of the backstory in"},{"speaker":"Unknown","startTime":2400.0,"endTime":2403.3,"body":"terms of like how long ago you"},{"speaker":"Unknown","startTime":2403.75,"endTime":2407.38,"body":"launched your membership. And"},{"speaker":"Unknown","startTime":2403.75,"endTime":2407.38,"body":"you know what you're thinking"},{"speaker":"Unknown","startTime":2407.38,"endTime":2411.64,"body":"and goals were then and where"},{"speaker":"Unknown","startTime":2407.38,"endTime":2411.64,"body":"you are now. Yeah, so I first"},{"speaker":"Unknown","startTime":2411.64,"endTime":2416.95,"body":"met you and heard this whole"},{"speaker":"Unknown","startTime":2411.64,"endTime":2416.95,"body":"concept in April, or, yeah,"},{"speaker":"Unknown","startTime":2416.98,"endTime":2420.64,"body":"spring of 2000 and 2008, when I"},{"speaker":"Unknown","startTime":2416.98,"endTime":2420.64,"body":"was at photo native, and I"},{"speaker":"Unknown","startTime":2420.64,"endTime":2423.94,"body":"actually have a business"},{"speaker":"Unknown","startTime":2420.64,"endTime":2423.94,"body":"marketing background, and I did"},{"speaker":"Unknown","startTime":2423.94,"endTime":2426.85,"body":"not start in photography, I have"},{"speaker":"Unknown","startTime":2423.94,"endTime":2426.85,"body":"since moved in with my children"},{"speaker":"Unknown","startTime":2426.85,"endTime":2430.12,"body":"and everything. So I understand"},{"speaker":"Unknown","startTime":2426.85,"endTime":2430.12,"body":"business. And I understand all"},{"speaker":"Unknown","startTime":2430.12,"endTime":2432.94,"body":"that. And when I heard your"},{"speaker":"Unknown","startTime":2430.12,"endTime":2432.94,"body":"concept, to me, it was a no"},{"speaker":"Unknown","startTime":2432.94,"endTime":2435.64,"body":"brainer. You know, it's like,"},{"speaker":"Unknown","startTime":2432.94,"endTime":2435.64,"body":"that's just smart business. It's"},{"speaker":"Unknown","startTime":2435.64,"endTime":2439.18,"body":"just what you do. And so I"},{"speaker":"Unknown","startTime":2435.64,"endTime":2439.18,"body":"actually spent that spring and"},{"speaker":"Unknown","startTime":2439.18,"endTime":2441.79,"body":"into summer kind of putting it"},{"speaker":"Unknown","startTime":2439.18,"endTime":2441.79,"body":"all together, going through your"},{"speaker":"Unknown","startTime":2441.79,"endTime":2444.91,"body":"class, which was very, very"},{"speaker":"Unknown","startTime":2441.79,"endTime":2444.91,"body":"helpful, the details, the"},{"speaker":"Unknown","startTime":2444.91,"endTime":2450.34,"body":"template emails, and I launched"},{"speaker":"Unknown","startTime":2444.91,"endTime":2450.34,"body":"the end of summer 2020. And my"},{"speaker":"Unknown","startTime":2450.34,"endTime":2453.43,"body":"guy had a set goal, where I"},{"speaker":"Unknown","startTime":2450.34,"endTime":2453.43,"body":"wanted to at least just cover my"},{"speaker":"Unknown","startTime":2453.43,"endTime":2454.39,"body":"basis business,"},{"speaker":"Unknown","startTime":2456.58,"endTime":2459.85,"body":"I guess sales or expenses for"},{"speaker":"Unknown","startTime":2456.58,"endTime":2459.85,"body":"each month. And then anything"},{"speaker":"Unknown","startTime":2459.85,"endTime":2463.39,"body":"additional would be, you know, a"},{"speaker":"Unknown","startTime":2459.85,"endTime":2463.39,"body":"plus for and so when I launched,"},{"speaker":"Unknown","startTime":2463.42,"endTime":2468.25,"body":"I met about half that quota, the"},{"speaker":"Unknown","startTime":2463.42,"endTime":2468.25,"body":"end of summer. Yep. And since"},{"speaker":"Unknown","startTime":2468.25,"endTime":2472.87,"body":"then, I have gotten to now the"},{"speaker":"Unknown","startTime":2468.25,"endTime":2472.87,"body":"quota of where I can cover half"},{"speaker":"Unknown","startTime":2472.87,"endTime":2477.37,"body":"of my expenses each month. And"},{"speaker":"Unknown","startTime":2472.87,"endTime":2477.37,"body":"on top of that, my"},{"speaker":"Unknown","startTime":2478.99,"endTime":2481.81,"body":"members, they just love it,"},{"speaker":"Unknown","startTime":2478.99,"endTime":2481.81,"body":"their families, you know, they"},{"speaker":"Unknown","startTime":2481.81,"endTime":2484.96,"body":"love the automation of it, they"},{"speaker":"Unknown","startTime":2481.81,"endTime":2484.96,"body":"love, we just did our petite"},{"speaker":"Unknown","startTime":2484.96,"endTime":2489.82,"body":"sessions a couple weeks ago, and"},{"speaker":"Unknown","startTime":2484.96,"endTime":2489.82,"body":"you know, they have the, we just"},{"speaker":"Unknown","startTime":2489.82,"endTime":2493.48,"body":"do it in black and white, super"},{"speaker":"Unknown","startTime":2489.82,"endTime":2493.48,"body":"simple. And as of right now,"},{"speaker":"Unknown","startTime":2493.48,"endTime":2497.11,"body":"actually, in about 30 minutes,"},{"speaker":"Unknown","startTime":2493.48,"endTime":2497.11,"body":"I'm actually launching my second"},{"speaker":"Unknown","startTime":2497.11,"endTime":2501.46,"body":"enrollment that I had talked to"},{"speaker":"Unknown","startTime":2497.11,"endTime":2501.46,"body":"with you about an idea on ideas,"},{"speaker":"Unknown","startTime":2502.21,"endTime":2505.99,"body":"to get a couple more, you know,"},{"speaker":"Unknown","startTime":2502.21,"endTime":2505.99,"body":"kind of solid founding members."},{"speaker":"Unknown","startTime":2506.05,"endTime":2510.22,"body":"And then my goal is by the end"},{"speaker":"Unknown","startTime":2506.05,"endTime":2510.22,"body":"of the year to have that solid,"},{"speaker":"Unknown","startTime":2510.4,"endTime":2514.3,"body":"you know, amount that I want to"},{"speaker":"Unknown","startTime":2510.4,"endTime":2514.3,"body":"then cover my expenses. So it's"},{"speaker":"Unknown","startTime":2514.3,"endTime":2517.15,"body":"worked really well. It's also"},{"speaker":"Unknown","startTime":2514.3,"endTime":2517.15,"body":"nice that I can continue to"},{"speaker":"Unknown","startTime":2517.15,"endTime":2519.88,"body":"build it over the year, because"},{"speaker":"Unknown","startTime":2517.15,"endTime":2519.88,"body":"like I said, I got about, you"},{"speaker":"Unknown","startTime":2519.88,"endTime":2524.05,"body":"know, double over the year after"},{"speaker":"Unknown","startTime":2519.88,"endTime":2524.05,"body":"my enrollment, which is really"},{"speaker":"Unknown","startTime":2524.05,"endTime":2528.4,"body":"nice. So yeah, yeah, it's worked"},{"speaker":"Unknown","startTime":2524.05,"endTime":2528.4,"body":"out great so far. That's great."},{"speaker":"Unknown","startTime":2528.4,"endTime":2532.39,"body":"And I do you know, I think some"},{"speaker":"Unknown","startTime":2528.4,"endTime":2532.39,"body":"people have come to me and said,"},{"speaker":"Unknown","startTime":2532.39,"endTime":2536.23,"body":"Well, I don't have that many"},{"speaker":"Unknown","startTime":2532.39,"endTime":2536.23,"body":"people to sell it to because"},{"speaker":"Unknown","startTime":2536.23,"endTime":2538.84,"body":"I've only been in business for a"},{"speaker":"Unknown","startTime":2536.23,"endTime":2538.84,"body":"couple of years. And so like,"},{"speaker":"Unknown","startTime":2538.84,"endTime":2542.68,"body":"maybe I'll wait and get it"},{"speaker":"Unknown","startTime":2538.84,"endTime":2542.68,"body":"going, once I have a bigger"},{"speaker":"Unknown","startTime":2542.68,"endTime":2547.0,"body":"audience to sell it to. And my"},{"speaker":"Unknown","startTime":2542.68,"endTime":2547.0,"body":"feeling is like, you could"},{"speaker":"Unknown","startTime":2547.0,"endTime":2550.93,"body":"absolutely start small and just"},{"speaker":"Unknown","startTime":2547.0,"endTime":2550.93,"body":"sort of build it as you go. But"},{"speaker":"Unknown","startTime":2550.93,"endTime":2553.27,"body":"do you have any thoughts about"},{"speaker":"Unknown","startTime":2550.93,"endTime":2553.27,"body":"that? Like, did you see any"},{"speaker":"Unknown","startTime":2553.27,"endTime":2556.84,"body":"benefit to having fewer members?"},{"speaker":"Unknown","startTime":2553.27,"endTime":2556.84,"body":"right at the beginning versus,"},{"speaker":"Unknown","startTime":2557.08,"endTime":2560.86,"body":"you know, now adding more"},{"speaker":"Unknown","startTime":2557.08,"endTime":2560.86,"body":"people? Well, I think one thing,"},{"speaker":"Unknown","startTime":2560.89,"endTime":2565.09,"body":"you know, um, I think one thing"},{"speaker":"Unknown","startTime":2560.89,"endTime":2565.09,"body":"is even if you are starting"},{"speaker":"Unknown","startTime":2565.09,"endTime":2568.54,"body":"small, you have those, you build"},{"speaker":"Unknown","startTime":2565.09,"endTime":2568.54,"body":"it up and you have those, let's"},{"speaker":"Unknown","startTime":2568.54,"endTime":2571.75,"body":"say you have five, even five"},{"speaker":"Unknown","startTime":2568.54,"endTime":2571.75,"body":"members that love you, they love"},{"speaker":"Unknown","startTime":2571.75,"endTime":2574.03,"body":"this idea, right? Those five"},{"speaker":"Unknown","startTime":2571.75,"endTime":2574.03,"body":"members are going to have"},{"speaker":"Unknown","startTime":2574.03,"endTime":2577.27,"body":"especially I found some of my"},{"speaker":"Unknown","startTime":2574.03,"endTime":2577.27,"body":"members, they have friends that"},{"speaker":"Unknown","startTime":2577.27,"endTime":2579.67,"body":"have kids their age, they're"},{"speaker":"Unknown","startTime":2577.27,"endTime":2579.67,"body":"going to have newborns, you have"},{"speaker":"Unknown","startTime":2579.67,"endTime":2583.15,"body":"a newborn, oh, I have Helene,"},{"speaker":"Unknown","startTime":2579.67,"endTime":2583.15,"body":"she's great, okay, then it's"},{"speaker":"Unknown","startTime":2583.15,"endTime":2586.15,"body":"like, Hey, you know, your friend"},{"speaker":"Unknown","startTime":2583.15,"endTime":2586.15,"body":"also has, this is what I offer,"},{"speaker":"Unknown","startTime":2586.15,"endTime":2588.55,"body":"I'd love to offer that to you,"},{"speaker":"Unknown","startTime":2586.15,"endTime":2588.55,"body":"you know, that just doubles and"},{"speaker":"Unknown","startTime":2588.55,"endTime":2591.94,"body":"doubles. So I think even if you"},{"speaker":"Unknown","startTime":2588.55,"endTime":2591.94,"body":"can excite, you know, three"},{"speaker":"Unknown","startTime":2591.94,"endTime":2595.03,"body":"people that three people can be"},{"speaker":"Unknown","startTime":2591.94,"endTime":2595.03,"body":"six people and you know, if you"},{"speaker":"Unknown","startTime":2595.03,"endTime":2598.09,"body":"know, you want to be in business"},{"speaker":"Unknown","startTime":2595.03,"endTime":2598.09,"body":"in a while, or for a while, and"},{"speaker":"Unknown","startTime":2598.09,"endTime":2600.67,"body":"this is something you want to be"},{"speaker":"Unknown","startTime":2598.09,"endTime":2600.67,"body":"sustainable, then again, this is"},{"speaker":"Unknown","startTime":2600.67,"endTime":2603.7,"body":"just smart business to do"},{"speaker":"Unknown","startTime":2600.67,"endTime":2603.7,"body":"whether you have two people,"},{"speaker":"Unknown","startTime":2603.79,"endTime":2607.21,"body":"four people, you know, do the"},{"speaker":"Unknown","startTime":2603.79,"endTime":2607.21,"body":"launch, get those people"},{"speaker":"Unknown","startTime":2607.21,"endTime":2609.94,"body":"excited, get them to get"},{"speaker":"Unknown","startTime":2607.21,"endTime":2609.94,"body":"referrals over the year, do a"},{"speaker":"Unknown","startTime":2609.94,"endTime":2613.69,"body":"second launch and just, you"},{"speaker":"Unknown","startTime":2609.94,"endTime":2613.69,"body":"know, kind of run with it, make"},{"speaker":"Unknown","startTime":2613.69,"endTime":2615.94,"body":"it you know, they say like, fake"},{"speaker":"Unknown","startTime":2613.69,"endTime":2615.94,"body":"it till you make it make it like"},{"speaker":"Unknown","startTime":2615.94,"endTime":2618.4,"body":"you have a big, you know, make"},{"speaker":"Unknown","startTime":2615.94,"endTime":2618.4,"body":"it like you're inviting 40"},{"speaker":"Unknown","startTime":2618.4,"endTime":2621.04,"body":"people, and these four people"},{"speaker":"Unknown","startTime":2618.4,"endTime":2621.04,"body":"are part of those 40 people they"},{"speaker":"Unknown","startTime":2621.04,"endTime":2624.91,"body":"don't know, they don't know. And"},{"speaker":"Unknown","startTime":2621.04,"endTime":2624.91,"body":"I sort of feel like when you're"},{"speaker":"Unknown","startTime":2624.94,"endTime":2628.15,"body":"putting on the big show for four"},{"speaker":"Unknown","startTime":2624.94,"endTime":2628.15,"body":"people, you feel silly, but they"},{"speaker":"Unknown","startTime":2628.15,"endTime":2631.03,"body":"don't think that's silly. And it"},{"speaker":"Unknown","startTime":2628.15,"endTime":2631.03,"body":"is a small business, even if it"},{"speaker":"Unknown","startTime":2631.03,"endTime":2635.5,"body":"were completely, you know, a big"},{"speaker":"Unknown","startTime":2631.03,"endTime":2635.5,"body":"small business, maybe you'd have"},{"speaker":"Unknown","startTime":2635.62,"endTime":2639.88,"body":"I mean, I have 35 members. So"},{"speaker":"Unknown","startTime":2635.62,"endTime":2639.88,"body":"like, it's not an that's not"},{"speaker":"Unknown","startTime":2639.88,"endTime":2643.39,"body":"1000 people, right? I feel like"},{"speaker":"Unknown","startTime":2639.88,"endTime":2643.39,"body":"if you added five people a year,"},{"speaker":"Unknown","startTime":2643.54,"endTime":2646.0,"body":"and you're in business for seven"},{"speaker":"Unknown","startTime":2643.54,"endTime":2646.0,"body":"years, and you're 35 members,"},{"speaker":"Unknown","startTime":2646.0,"endTime":2648.43,"body":"that would be four years ahead"},{"speaker":"Unknown","startTime":2646.0,"endTime":2648.43,"body":"of me if you started out that"},{"speaker":"Unknown","startTime":2648.43,"endTime":2652.66,"body":"way. So absolutely. And I've"},{"speaker":"Unknown","startTime":2648.43,"endTime":2652.66,"body":"I've gotten overall 11 in one"},{"speaker":"Unknown","startTime":2652.66,"endTime":2656.23,"body":"year. So let's say I do the same"},{"speaker":"Unknown","startTime":2652.66,"endTime":2656.23,"body":"or even half of that next year,"},{"speaker":"Unknown","startTime":2656.23,"endTime":2659.17,"body":"you know, it's just going to get"},{"speaker":"Unknown","startTime":2656.23,"endTime":2659.17,"body":"more and more rain. I mean, my"},{"speaker":"Unknown","startTime":2659.2,"endTime":2662.98,"body":"my 11 members feel like they are"},{"speaker":"Unknown","startTime":2659.2,"endTime":2662.98,"body":"on top of the world. You know, I"},{"speaker":"Unknown","startTime":2662.98,"endTime":2666.22,"body":"tend to them, I do all that for"},{"speaker":"Unknown","startTime":2662.98,"endTime":2666.22,"body":"them. And then it also in a way,"},{"speaker":"Unknown","startTime":2666.46,"endTime":2669.04,"body":"I think kind of gets your feet"},{"speaker":"Unknown","startTime":2666.46,"endTime":2669.04,"body":"wet. like okay, I'm handling"},{"speaker":"Unknown","startTime":2669.04,"endTime":2672.64,"body":"these 11 members, you know, I"},{"speaker":"Unknown","startTime":2669.04,"endTime":2672.64,"body":"wanted 50 I had 50 names, all"},{"speaker":"Unknown","startTime":2672.64,"endTime":2675.13,"body":"these 50 were going to convert"},{"speaker":"Unknown","startTime":2672.64,"endTime":2675.13,"body":"and I think you have to you"},{"speaker":"Unknown","startTime":2675.13,"endTime":2677.35,"body":"know, I was kind of like man,"},{"speaker":"Unknown","startTime":2675.13,"endTime":2677.35,"body":"maybe I shouldn't be doing this."},{"speaker":"Unknown","startTime":2677.59,"endTime":2680.23,"body":"But now that I've served these"},{"speaker":"Unknown","startTime":2677.59,"endTime":2680.23,"body":"11 members, I think it's really"},{"speaker":"Unknown","startTime":2680.23,"endTime":2683.47,"body":"like you know, it's that"},{"speaker":"Unknown","startTime":2680.23,"endTime":2683.47,"body":"customer service. And you know,"},{"speaker":"Unknown","startTime":2683.47,"endTime":2686.17,"body":"I definitely don't want to take"},{"speaker":"Unknown","startTime":2683.47,"endTime":2686.17,"body":"on 15 members now you know"},{"speaker":"Unknown","startTime":2686.17,"endTime":2690.31,"body":"financially I did right but to"},{"speaker":"Unknown","startTime":2686.17,"endTime":2690.31,"body":"really make this service work in"},{"speaker":"Unknown","startTime":2690.31,"endTime":2692.71,"body":"this membership. I want to be"},{"speaker":"Unknown","startTime":2690.31,"endTime":2692.71,"body":"one on one and that's not my"},{"speaker":"Unknown","startTime":2692.71,"endTime":2695.89,"body":"goal anymore. So I think you"},{"speaker":"Unknown","startTime":2692.71,"endTime":2695.89,"body":"know, taking it even steps by"},{"speaker":"Unknown","startTime":2695.89,"endTime":2698.92,"body":"steps can be good. Yeah, to know"},{"speaker":"Unknown","startTime":2695.89,"endTime":2698.92,"body":"what you can handle what you"},{"speaker":"Unknown","startTime":2698.92,"endTime":2699.64,"body":"actually want."},{"speaker":"Unknown","startTime":2700.03,"endTime":2703.39,"body":"Oh, that's a that's a great"},{"speaker":"Unknown","startTime":2700.03,"endTime":2703.39,"body":"point. Yeah, absolutely. That's"},{"speaker":"Unknown","startTime":2703.39,"endTime":2707.26,"body":"awesome. Do you have any other"},{"speaker":"Unknown","startTime":2703.39,"endTime":2707.26,"body":"thoughts or wisdom to share"},{"speaker":"Unknown","startTime":2707.26,"endTime":2710.29,"body":"advice? for anybody who is"},{"speaker":"Unknown","startTime":2707.26,"endTime":2710.29,"body":"planning on doing it? Well, let"},{"speaker":"Unknown","startTime":2710.29,"endTime":2712.66,"body":"me ask you this actually,"},{"speaker":"Unknown","startTime":2710.29,"endTime":2712.66,"body":"because this episode is going"},{"speaker":"Unknown","startTime":2712.66,"endTime":2715.6,"body":"live in the summer, did you feel"},{"speaker":"Unknown","startTime":2712.66,"endTime":2715.6,"body":"like late summer was a good time"},{"speaker":"Unknown","startTime":2715.6,"endTime":2721.66,"body":"for your first launch? I do. Um,"},{"speaker":"Unknown","startTime":2715.6,"endTime":2721.66,"body":"like I said, I'm doing my second"},{"speaker":"Unknown","startTime":2721.66,"endTime":2725.5,"body":"enrollment right now. And the"},{"speaker":"Unknown","startTime":2721.66,"endTime":2725.5,"body":"reason I did that was because"},{"speaker":"Unknown","startTime":2725.68,"endTime":2728.68,"body":"the first match was good. I"},{"speaker":"Unknown","startTime":2725.68,"endTime":2728.68,"body":"would recommend though you think"},{"speaker":"Unknown","startTime":2728.68,"endTime":2731.89,"body":"about especially if you're not a"},{"speaker":"Unknown","startTime":2728.68,"endTime":2731.89,"body":"parent, think about school"},{"speaker":"Unknown","startTime":2731.89,"endTime":2735.01,"body":"times, right? So if you do the"},{"speaker":"Unknown","startTime":2731.89,"endTime":2735.01,"body":"middle of July, people are on"},{"speaker":"Unknown","startTime":2735.01,"endTime":2738.37,"body":"vacation, but not starting that."},{"speaker":"Unknown","startTime":2735.01,"endTime":2738.37,"body":"So that's why I did mine more"},{"speaker":"Unknown","startTime":2738.37,"endTime":2741.46,"body":"the end of summer like the late"},{"speaker":"Unknown","startTime":2738.37,"endTime":2741.46,"body":"of August, because I didn't want"},{"speaker":"Unknown","startTime":2741.46,"endTime":2744.22,"body":"to wait again till next year, I"},{"speaker":"Unknown","startTime":2741.46,"endTime":2744.22,"body":"want to do but you know, end of"},{"speaker":"Unknown","startTime":2744.22,"endTime":2747.73,"body":"August, when you have all the"},{"speaker":"Unknown","startTime":2744.22,"endTime":2747.73,"body":"moms are settled with their kids"},{"speaker":"Unknown","startTime":2747.73,"endTime":2750.34,"body":"back in school, or at least some"},{"speaker":"Unknown","startTime":2747.73,"endTime":2750.34,"body":"type of routine and they'll look"},{"speaker":"Unknown","startTime":2750.34,"endTime":2754.48,"body":"at their emails. So I think that"},{"speaker":"Unknown","startTime":2750.34,"endTime":2754.48,"body":"was good. I think now I'm doing"},{"speaker":"Unknown","startTime":2754.48,"endTime":2756.67,"body":"it the beginning this summer,"},{"speaker":"Unknown","startTime":2754.48,"endTime":2756.67,"body":"because I want to try to build"},{"speaker":"Unknown","startTime":2756.67,"endTime":2760.75,"body":"that over there. And the reason"},{"speaker":"Unknown","startTime":2756.67,"endTime":2760.75,"body":"I am doing it so soon in summer"},{"speaker":"Unknown","startTime":2760.75,"endTime":2763.33,"body":"is because I didn't want to wait"},{"speaker":"Unknown","startTime":2760.75,"endTime":2763.33,"body":"until the end December again,"},{"speaker":"Unknown","startTime":2763.33,"endTime":2766.06,"body":"because I knew the middle of"},{"speaker":"Unknown","startTime":2763.33,"endTime":2766.06,"body":"summer is just awful. You know,"},{"speaker":"Unknown","startTime":2766.06,"endTime":2768.94,"body":"I'm a mom myself, right. And we"},{"speaker":"Unknown","startTime":2766.06,"endTime":2768.94,"body":"have a million things going on."},{"speaker":"Unknown","startTime":2768.94,"endTime":2772.66,"body":"But I knew the first two weeks"},{"speaker":"Unknown","startTime":2768.94,"endTime":2772.66,"body":"of June, people are kind of"},{"speaker":"Unknown","startTime":2772.93,"endTime":2776.53,"body":"finishing up the year, you know,"},{"speaker":"Unknown","startTime":2772.93,"endTime":2776.53,"body":"that kind of thing I would say"},{"speaker":"Unknown","startTime":2776.53,"endTime":2780.49,"body":"is my one biggest tip, as well"},{"speaker":"Unknown","startTime":2776.53,"endTime":2780.49,"body":"as looking at times of year is"},{"speaker":"Unknown","startTime":2780.49,"endTime":2784.42,"body":"also to be in communication with"},{"speaker":"Unknown","startTime":2780.49,"endTime":2784.42,"body":"them. So for me, I just felt"},{"speaker":"Unknown","startTime":2784.42,"endTime":2787.36,"body":"like okay, I ask them, and I'm"},{"speaker":"Unknown","startTime":2784.42,"endTime":2787.36,"body":"gonna send them an email. So if"},{"speaker":"Unknown","startTime":2787.36,"endTime":2789.64,"body":"they wanted, that's great. You"},{"speaker":"Unknown","startTime":2787.36,"endTime":2789.64,"body":"know, I didn't follow up with"},{"speaker":"Unknown","startTime":2789.64,"endTime":2792.04,"body":"people I didn't want to be"},{"speaker":"Unknown","startTime":2789.64,"endTime":2792.04,"body":"pushy. And this time, I'm kind"},{"speaker":"Unknown","startTime":2792.04,"endTime":2795.22,"body":"of like, you know, hi, Susie,"},{"speaker":"Unknown","startTime":2792.04,"endTime":2795.22,"body":"like, you know, I just send out,"},{"speaker":"Unknown","startTime":2795.25,"endTime":2799.48,"body":"um, you know, the email, let me"},{"speaker":"Unknown","startTime":2795.25,"endTime":2799.48,"body":"know, if you have any questions,"},{"speaker":"Unknown","startTime":2799.51,"endTime":2802.3,"body":"you know, 24 hours before is"},{"speaker":"Unknown","startTime":2799.51,"endTime":2802.3,"body":"when the email sent, and I'm"},{"speaker":"Unknown","startTime":2802.3,"endTime":2804.4,"body":"gonna send everybody this"},{"speaker":"Unknown","startTime":2802.3,"endTime":2804.4,"body":"morning like, hey, Susie, you"},{"speaker":"Unknown","startTime":2804.4,"endTime":2807.01,"body":"know, I just want to let you"},{"speaker":"Unknown","startTime":2804.4,"endTime":2807.01,"body":"know, the enrollment went out."},{"speaker":"Unknown","startTime":2807.01,"endTime":2809.23,"body":"It's officially live. I'm so"},{"speaker":"Unknown","startTime":2807.01,"endTime":2809.23,"body":"excited. I hope this is"},{"speaker":"Unknown","startTime":2809.23,"endTime":2812.32,"body":"something your family can value"},{"speaker":"Unknown","startTime":2809.23,"endTime":2812.32,"body":"from? Let me know if not, and"},{"speaker":"Unknown","startTime":2812.32,"endTime":2814.9,"body":"really make them give me an"},{"speaker":"Unknown","startTime":2812.32,"endTime":2814.9,"body":"answer and follow up with them."},{"speaker":"Unknown","startTime":2814.93,"endTime":2817.57,"body":"Because I think I was so timid."},{"speaker":"Unknown","startTime":2814.93,"endTime":2817.57,"body":"But again, you reach out to for"},{"speaker":"Unknown","startTime":2817.57,"endTime":2819.76,"body":"people, they don't know if"},{"speaker":"Unknown","startTime":2817.57,"endTime":2819.76,"body":"you're reaching out to just for"},{"speaker":"Unknown","startTime":2819.76,"endTime":2823.0,"body":"a man or 40 people. Yeah, you"},{"speaker":"Unknown","startTime":2819.76,"endTime":2823.0,"body":"know, so I think I wish in the"},{"speaker":"Unknown","startTime":2823.0,"endTime":2825.28,"body":"beginning, I would have followed"},{"speaker":"Unknown","startTime":2823.0,"endTime":2825.28,"body":"up with that. Because I had a"},{"speaker":"Unknown","startTime":2825.28,"endTime":2829.12,"body":"lot of clients who I asked, Who"},{"speaker":"Unknown","startTime":2825.28,"endTime":2829.12,"body":"then still booked with me. And"},{"speaker":"Unknown","startTime":2829.12,"endTime":2831.61,"body":"so it's like, oh, do you ask"},{"speaker":"Unknown","startTime":2829.12,"endTime":2831.61,"body":"them? Do you not like where they"},{"speaker":"Unknown","startTime":2831.61,"endTime":2834.7,"body":"stand with it? And so I think I"},{"speaker":"Unknown","startTime":2831.61,"endTime":2834.7,"body":"spent a lot of time on my end"},{"speaker":"Unknown","startTime":2834.7,"endTime":2837.37,"body":"that I shouldn't have. It's like"},{"speaker":"Unknown","startTime":2834.7,"endTime":2837.37,"body":"we're adults, yes or no"},{"speaker":"Unknown","startTime":2837.37,"endTime":2841.3,"body":"question. Do you want to do not,"},{"speaker":"Unknown","startTime":2837.37,"endTime":2841.3,"body":"you know, and Absolutely. And I"},{"speaker":"Unknown","startTime":2841.3,"endTime":2844.6,"body":"actually feel like, it's really"},{"speaker":"Unknown","startTime":2841.3,"endTime":2844.6,"body":"great to get someone to where"},{"speaker":"Unknown","startTime":2844.63,"endTime":2847.81,"body":"they give you an answer one way"},{"speaker":"Unknown","startTime":2844.63,"endTime":2847.81,"body":"or the other, you know,"},{"speaker":"Unknown","startTime":2847.81,"endTime":2850.3,"body":"especially if this is somebody"},{"speaker":"Unknown","startTime":2847.81,"endTime":2850.3,"body":"you know, you've worked with"},{"speaker":"Unknown","startTime":2850.3,"endTime":2855.61,"body":"them? Because if they don't,"},{"speaker":"Unknown","startTime":2850.3,"endTime":2855.61,"body":"chances are if they're like me,"},{"speaker":"Unknown","startTime":2855.76,"endTime":2858.43,"body":"it's just a matter of like, Oh,"},{"speaker":"Unknown","startTime":2855.76,"endTime":2858.43,"body":"yeah, yeah, I need to look at"},{"speaker":"Unknown","startTime":2858.43,"endTime":2860.62,"body":"that later. I need to look at"},{"speaker":"Unknown","startTime":2858.43,"endTime":2860.62,"body":"that later. And then it just"},{"speaker":"Unknown","startTime":2860.74,"endTime":2865.84,"body":"falls off the map. So I think if"},{"speaker":"Unknown","startTime":2860.74,"endTime":2865.84,"body":"you You know, I've had I myself"},{"speaker":"Unknown","startTime":2865.84,"endTime":2867.55,"body":"have done this. And I've had"},{"speaker":"Unknown","startTime":2865.84,"endTime":2867.55,"body":"students who have done this"},{"speaker":"Unknown","startTime":2867.55,"endTime":2870.46,"body":"where they're like texting"},{"speaker":"Unknown","startTime":2867.55,"endTime":2870.46,"body":"somebody being like, Hey, I saw"},{"speaker":"Unknown","startTime":2870.46,"endTime":2873.94,"body":"you haven't signed up yet it"},{"speaker":"Unknown","startTime":2870.46,"endTime":2873.94,"body":"closes today. Is that are you"},{"speaker":"Unknown","startTime":2873.94,"endTime":2877.48,"body":"planning on signing up? And like"},{"speaker":"Unknown","startTime":2873.94,"endTime":2877.48,"body":"getting people and then saying"},{"speaker":"Unknown","startTime":2877.51,"endTime":2880.15,"body":"exactly that, like, oh, thank"},{"speaker":"Unknown","startTime":2877.51,"endTime":2880.15,"body":"you so much for reminding me."},{"speaker":"Unknown","startTime":2880.18,"endTime":2882.31,"body":"So, yeah, Grammy,"},{"speaker":"Unknown","startTime":2883.33,"endTime":2887.44,"body":"you have to be right. You do"},{"speaker":"Unknown","startTime":2883.33,"endTime":2887.44,"body":"pinnable. And I don't even think"},{"speaker":"Unknown","startTime":2887.44,"endTime":2890.2,"body":"it's tacky or scrappy or"},{"speaker":"Unknown","startTime":2887.44,"endTime":2890.2,"body":"anything. I think it's just"},{"speaker":"Unknown","startTime":2890.35,"endTime":2893.47,"body":"smart business again, you know,"},{"speaker":"Unknown","startTime":2890.35,"endTime":2893.47,"body":"I mean, I'm busy with my mom,"},{"speaker":"Unknown","startTime":2893.47,"endTime":2897.34,"body":"too, you know? Oh, yeah, that's"},{"speaker":"Unknown","startTime":2893.47,"endTime":2897.34,"body":"right. Or I do want to or Thank"},{"speaker":"Unknown","startTime":2897.34,"endTime":2903.04,"body":"you. And thank you. Yeah, let's"},{"speaker":"Unknown","startTime":2897.34,"endTime":2903.04,"body":"just settle the issue. You know,"},{"speaker":"Unknown","startTime":2903.04,"endTime":2905.77,"body":"do you want it Do not? Is it a"},{"speaker":"Unknown","startTime":2903.04,"endTime":2905.77,"body":"fit? Isn't it not a fit? It's"},{"speaker":"Unknown","startTime":2905.77,"endTime":2908.62,"body":"not about do you want to give me"},{"speaker":"Unknown","startTime":2905.77,"endTime":2908.62,"body":"money or not? those clients"},{"speaker":"Unknown","startTime":2908.65,"endTime":2911.2,"body":"ended up booking with me. And"},{"speaker":"Unknown","startTime":2908.65,"endTime":2911.2,"body":"then it's like, do you bring it"},{"speaker":"Unknown","startTime":2911.2,"endTime":2914.29,"body":"up again? Do you not What do you"},{"speaker":"Unknown","startTime":2911.2,"endTime":2914.29,"body":"say, you know, so that would be"},{"speaker":"Unknown","startTime":2914.29,"endTime":2919.96,"body":"on piece of advice. Just, you"},{"speaker":"Unknown","startTime":2914.29,"endTime":2919.96,"body":"know, be straight with it. Hey,"},{"speaker":"Unknown","startTime":2920.02,"endTime":2921.82,"body":"I sent you this information"},{"speaker":"Unknown","startTime":2920.02,"endTime":2921.82,"body":"because you said you were"},{"speaker":"Unknown","startTime":2921.82,"endTime":2924.61,"body":"interested. Are you still"},{"speaker":"Unknown","startTime":2921.82,"endTime":2924.61,"body":"interested? It's closing I just"},{"speaker":"Unknown","startTime":2924.61,"endTime":2928.42,"body":"wanted to make sure you know,"},{"speaker":"Unknown","startTime":2924.61,"endTime":2928.42,"body":"you know, make it about them."},{"speaker":"Unknown","startTime":2928.51,"endTime":2931.09,"body":"That was my piece of advice."},{"speaker":"Unknown","startTime":2928.51,"endTime":2931.09,"body":"That's awesome advice."},{"speaker":"Unknown","startTime":2932.29,"endTime":2935.41,"body":"Oh, holy and thank you so much"},{"speaker":"Unknown","startTime":2932.29,"endTime":2935.41,"body":"for taking the time. I am sure"},{"speaker":"Unknown","startTime":2935.41,"endTime":2939.97,"body":"this is hugely valuable for"},{"speaker":"Unknown","startTime":2935.41,"endTime":2939.97,"body":"everybody. And and yeah, I'll"},{"speaker":"Unknown","startTime":2939.97,"endTime":2943.06,"body":"talk to you soon. I'll see you"},{"speaker":"Unknown","startTime":2939.97,"endTime":2943.06,"body":"in the Facebook group. Sounds"},{"speaker":"Unknown","startTime":2943.06,"endTime":2946.15,"body":"good. Thank you call you do"},{"speaker":"Unknown","startTime":2943.06,"endTime":2946.15,"body":"appreciate it. Bye bye."},{"speaker":"Unknown","startTime":2951.31,"endTime":2955.87,"body":"So there you have it. If you are"},{"speaker":"Unknown","startTime":2951.31,"endTime":2955.87,"body":"listening to this somewhat"},{"speaker":"Unknown","startTime":2955.87,"endTime":2959.26,"body":"around the time that it drops in"},{"speaker":"Unknown","startTime":2955.87,"endTime":2959.26,"body":"the summer of 2021. And you're"},{"speaker":"Unknown","startTime":2959.26,"endTime":2961.84,"body":"interested in getting a"},{"speaker":"Unknown","startTime":2959.26,"endTime":2961.84,"body":"membership started in your own"},{"speaker":"Unknown","startTime":2961.84,"endTime":2966.37,"body":"business before the busy season"},{"speaker":"Unknown","startTime":2961.84,"endTime":2966.37,"body":"hits this fall. Now is the time"},{"speaker":"Unknown","startTime":2966.43,"endTime":2970.72,"body":"revenue on repeat is getting a"},{"speaker":"Unknown","startTime":2966.43,"endTime":2970.72,"body":"whole facelift this summer that"},{"speaker":"Unknown","startTime":2970.72,"endTime":2975.52,"body":"should be live by the end of"},{"speaker":"Unknown","startTime":2970.72,"endTime":2975.52,"body":"June. And then in August and the"},{"speaker":"Unknown","startTime":2975.52,"endTime":2979.42,"body":"beginning part of August I am"},{"speaker":"Unknown","startTime":2975.52,"endTime":2979.42,"body":"going to be hosting a live bonus"},{"speaker":"Unknown","startTime":2979.42,"endTime":2983.23,"body":"training for anyone who owns"},{"speaker":"Unknown","startTime":2979.42,"endTime":2983.23,"body":"revenue on repeat and wants some"},{"speaker":"Unknown","startTime":2983.23,"endTime":2989.41,"body":"extra help prior to their late"},{"speaker":"Unknown","startTime":2983.23,"endTime":2989.41,"body":"summer lunch. So go over and"},{"speaker":"Unknown","startTime":2989.41,"endTime":2993.34,"body":"grab a copy of the course at"},{"speaker":"Unknown","startTime":2989.41,"endTime":2993.34,"body":"this can't be that hard comm"},{"speaker":"Unknown","startTime":2993.37,"endTime":2994.57,"body":"slash club."},{"speaker":"Unknown","startTime":2995.71,"endTime":2998.56,"body":"Well, that's it for this week's"},{"speaker":"Unknown","startTime":2995.71,"endTime":2998.56,"body":"episode of this can't be that"},{"speaker":"Unknown","startTime":2998.56,"endTime":2999.97,"body":"hard. I'll be back soon."},{"speaker":"Unknown","startTime":3000.0,"endTime":3003.69,"body":"Same time, same place next week."},{"speaker":"Unknown","startTime":3000.0,"endTime":3003.69,"body":"In the meantime, you can find"},{"speaker":"Unknown","startTime":3003.69,"endTime":3006.48,"body":"more information about this"},{"speaker":"Unknown","startTime":3003.69,"endTime":3006.48,"body":"episode along with all the"},{"speaker":"Unknown","startTime":3006.48,"endTime":3009.84,"body":"relevant links, notes and"},{"speaker":"Unknown","startTime":3006.48,"endTime":3009.84,"body":"downloads at this can't be that"},{"speaker":"Unknown","startTime":3009.84,"endTime":3014.13,"body":"hard comm slash learn. If you"},{"speaker":"Unknown","startTime":3009.84,"endTime":3014.13,"body":"like the podcast be sure to hit"},{"speaker":"Unknown","startTime":3014.13,"endTime":3017.46,"body":"the subscribe button. Even"},{"speaker":"Unknown","startTime":3014.13,"endTime":3017.46,"body":"better, share the love by"},{"speaker":"Unknown","startTime":3017.46,"endTime":3021.12,"body":"leaving a review on iTunes. And"},{"speaker":"Unknown","startTime":3017.46,"endTime":3021.12,"body":"as always, thanks so much for"},{"speaker":"Unknown","startTime":3021.12,"endTime":3023.88,"body":"joining me. I hope you have a"},{"speaker":"Unknown","startTime":3021.12,"endTime":3023.88,"body":"fantastic week."}]}