{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.78,"endTime":3.48,"body":"The other day, I"},{"speaker":"Annemie Tonken","startTime":0.78,"endTime":3.48,"body":"was perusing a photographer's"},{"speaker":"Annemie Tonken","startTime":3.48,"endTime":8.19,"body":"group on Facebook and I came"},{"speaker":"Annemie Tonken","startTime":3.48,"endTime":8.19,"body":"across a conversation that I'm"},{"speaker":"Annemie Tonken","startTime":8.19,"endTime":11.94,"body":"sure we have all seen 100 times,"},{"speaker":"Annemie Tonken","startTime":8.19,"endTime":11.94,"body":"maybe not this exact"},{"speaker":"Annemie Tonken","startTime":11.94,"endTime":16.26,"body":"conversation, but you know, it"},{"speaker":"Annemie Tonken","startTime":11.94,"endTime":16.26,"body":"was a version of a well worn"},{"speaker":"Annemie Tonken","startTime":16.26,"endTime":20.25,"body":"story. So photographer gets an"},{"speaker":"Annemie Tonken","startTime":16.26,"endTime":20.25,"body":"inquiry responds with a price"},{"speaker":"Annemie Tonken","startTime":20.25,"endTime":26.4,"body":"sheet receives a shocked or even"},{"speaker":"Annemie Tonken","startTime":20.25,"endTime":26.4,"body":"angry response from the Inquirer"},{"speaker":"Annemie Tonken","startTime":26.43,"endTime":29.76,"body":"stating that their prices are"},{"speaker":"Annemie Tonken","startTime":26.43,"endTime":29.76,"body":"outrageous. And then the"},{"speaker":"Annemie Tonken","startTime":29.76,"endTime":33.75,"body":"photographer goes and posts"},{"speaker":"Annemie Tonken","startTime":29.76,"endTime":33.75,"body":"about it in this Facebook"},{"speaker":"Annemie Tonken","startTime":33.75,"endTime":37.71,"body":"thread, or whatever, out of"},{"speaker":"Annemie Tonken","startTime":33.75,"endTime":37.71,"body":"frustration. And there's usually"},{"speaker":"Annemie Tonken","startTime":37.71,"endTime":41.46,"body":"a little bit of self doubt in"},{"speaker":"Annemie Tonken","startTime":37.71,"endTime":41.46,"body":"there. You know, look at my"},{"speaker":"Annemie Tonken","startTime":41.46,"endTime":44.49,"body":"portfolio, they say they'll"},{"speaker":"Annemie Tonken","startTime":41.46,"endTime":44.49,"body":"include some of their pictures."},{"speaker":"Annemie Tonken","startTime":44.88,"endTime":48.09,"body":"These photos are good, I have"},{"speaker":"Annemie Tonken","startTime":44.88,"endTime":48.09,"body":"kids to feed bills to pay, why"},{"speaker":"Annemie Tonken","startTime":48.09,"endTime":52.98,"body":"do people want their photos for"},{"speaker":"Annemie Tonken","startTime":48.09,"endTime":52.98,"body":"so cheap? I need to charge this"},{"speaker":"Annemie Tonken","startTime":52.98,"endTime":55.95,"body":"much. But then there's like this"},{"speaker":"Annemie Tonken","startTime":52.98,"endTime":55.95,"body":"little bit in there where it's"},{"speaker":"Annemie Tonken","startTime":55.95,"endTime":58.65,"body":"like, but maybe I should charge"},{"speaker":"Annemie Tonken","startTime":55.95,"endTime":58.65,"body":"less? What do you guys think?"},{"speaker":"Annemie Tonken","startTime":58.98,"endTime":64.26,"body":"And, you know, 300 comments"},{"speaker":"Annemie Tonken","startTime":58.98,"endTime":64.26,"body":"later, there's responses ranging"},{"speaker":"Annemie Tonken","startTime":64.26,"endTime":69.66,"body":"from this solidarity, like No"},{"speaker":"Annemie Tonken","startTime":64.26,"endTime":69.66,"body":"way, you should totally charge"},{"speaker":"Annemie Tonken","startTime":69.66,"endTime":72.99,"body":"that much your photos are"},{"speaker":"Annemie Tonken","startTime":69.66,"endTime":72.99,"body":"amazing. And then there are the"},{"speaker":"Annemie Tonken","startTime":72.99,"endTime":75.99,"body":"people who are giving like"},{"speaker":"Annemie Tonken","startTime":72.99,"endTime":75.99,"body":"gentle or not so gentle"},{"speaker":"Annemie Tonken","startTime":75.99,"endTime":78.84,"body":"suggestions that they should"},{"speaker":"Annemie Tonken","startTime":75.99,"endTime":78.84,"body":"lower their prices until they"},{"speaker":"Annemie Tonken","startTime":78.84,"endTime":82.71,"body":"have more clients or until their"},{"speaker":"Annemie Tonken","startTime":78.84,"endTime":82.71,"body":"work gets better. But it seems"},{"speaker":"Annemie Tonken","startTime":82.71,"endTime":87.06,"body":"the conversation always ends up,"},{"speaker":"Annemie Tonken","startTime":82.71,"endTime":87.06,"body":"sort of wending its way around"},{"speaker":"Annemie Tonken","startTime":87.06,"endTime":90.81,"body":"to what seems like a sensible"},{"speaker":"Annemie Tonken","startTime":87.06,"endTime":90.81,"body":"set of suggestions about"},{"speaker":"Annemie Tonken","startTime":90.84,"endTime":95.97,"body":"educating clients. Now, you guys"},{"speaker":"Annemie Tonken","startTime":90.84,"endTime":95.97,"body":"know, I am all about educating"},{"speaker":"Annemie Tonken","startTime":95.97,"endTime":101.04,"body":"your clients, right? I talk"},{"speaker":"Annemie Tonken","startTime":95.97,"endTime":101.04,"body":"about it all the time. It's the"},{"speaker":"Annemie Tonken","startTime":101.04,"endTime":105.87,"body":"first step of the simple sales"},{"speaker":"Annemie Tonken","startTime":101.04,"endTime":105.87,"body":"system, right. But I am here to"},{"speaker":"Annemie Tonken","startTime":105.87,"endTime":109.77,"body":"set the record straight, when a"},{"speaker":"Annemie Tonken","startTime":105.87,"endTime":109.77,"body":"potential client tells you that"},{"speaker":"Annemie Tonken","startTime":109.77,"endTime":113.97,"body":"you're charging too much. Now, I"},{"speaker":"Annemie Tonken","startTime":109.77,"endTime":113.97,"body":"want to be clear, I don't mean"},{"speaker":"Annemie Tonken","startTime":113.97,"endTime":117.21,"body":"the person who says they can't"},{"speaker":"Annemie Tonken","startTime":113.97,"endTime":117.21,"body":"afford you right now. I mean,"},{"speaker":"Annemie Tonken","startTime":117.21,"endTime":122.04,"body":"the person who says what you're"},{"speaker":"Annemie Tonken","startTime":117.21,"endTime":122.04,"body":"charging is unreasonable. So at"},{"speaker":"Annemie Tonken","startTime":122.04,"endTime":125.61,"body":"the point, when that happens,"},{"speaker":"Annemie Tonken","startTime":122.04,"endTime":125.61,"body":"it's pretty much game over with"},{"speaker":"Annemie Tonken","startTime":125.61,"endTime":129.06,"body":"that particular client, there is"},{"speaker":"Annemie Tonken","startTime":125.61,"endTime":129.06,"body":"no amount of education that is"},{"speaker":"Annemie Tonken","startTime":129.06,"endTime":132.93,"body":"going to change where they are"},{"speaker":"Annemie Tonken","startTime":129.06,"endTime":132.93,"body":"or how that relationship has"},{"speaker":"Annemie Tonken","startTime":132.93,"endTime":137.82,"body":"started. So instead, Today, I am"},{"speaker":"Annemie Tonken","startTime":132.93,"endTime":137.82,"body":"going to talk to you about the"},{"speaker":"Annemie Tonken","startTime":137.82,"endTime":142.53,"body":"way that you avoid that scenario"},{"speaker":"Annemie Tonken","startTime":137.82,"endTime":142.53,"body":"in the first place. Welcome to"},{"speaker":"Annemie Tonken","startTime":142.53,"endTime":146.19,"body":"this can't be that hard. My name"},{"speaker":"Annemie Tonken","startTime":142.53,"endTime":146.19,"body":"is Annemie Tonken. And I help"},{"speaker":"Annemie Tonken","startTime":146.19,"endTime":149.4,"body":"photographers run profitable,"},{"speaker":"Annemie Tonken","startTime":146.19,"endTime":149.4,"body":"sustainable businesses that they"},{"speaker":"Annemie Tonken","startTime":149.4,"endTime":154.11,"body":"love. Each week on the podcast,"},{"speaker":"Annemie Tonken","startTime":149.4,"endTime":154.11,"body":"I cover simple, actionable"},{"speaker":"Annemie Tonken","startTime":154.11,"endTime":157.29,"body":"strategies and systems that"},{"speaker":"Annemie Tonken","startTime":154.11,"endTime":157.29,"body":"photographers at every level of"},{"speaker":"Annemie Tonken","startTime":157.29,"endTime":161.1,"body":"experience can use to earn more"},{"speaker":"Annemie Tonken","startTime":157.29,"endTime":161.1,"body":"money in a more sustainable way."},{"speaker":"Annemie Tonken","startTime":161.97,"endTime":164.97,"body":"Running a photography business"},{"speaker":"Annemie Tonken","startTime":161.97,"endTime":164.97,"body":"doesn't have to be that hard,"},{"speaker":"Annemie Tonken","startTime":165.42,"endTime":167.67,"body":"you can do it. And I can show"},{"speaker":"Annemie Tonken","startTime":165.42,"endTime":167.67,"body":"you how."},{"speaker":"Annemie Tonken","startTime":171.18,"endTime":174.69,"body":"Let me be the first to say that"},{"speaker":"Annemie Tonken","startTime":171.18,"endTime":174.69,"body":"I have absolutely been there, I"},{"speaker":"Annemie Tonken","startTime":174.69,"endTime":179.67,"body":"have gotten an inquiry, gotten"},{"speaker":"Annemie Tonken","startTime":174.69,"endTime":179.67,"body":"excited like pored over crafting"},{"speaker":"Annemie Tonken","startTime":179.67,"endTime":182.37,"body":"just the right email response"},{"speaker":"Annemie Tonken","startTime":179.67,"endTime":182.37,"body":"detailing the benefits of"},{"speaker":"Annemie Tonken","startTime":182.37,"endTime":186.0,"body":"working with me and how excited"},{"speaker":"Annemie Tonken","startTime":182.37,"endTime":186.0,"body":"I am to work with that person."},{"speaker":"Annemie Tonken","startTime":186.0,"endTime":189.09,"body":"And then I you know, attach my"},{"speaker":"Annemie Tonken","startTime":186.0,"endTime":189.09,"body":"pretty pricing guide, and I send"},{"speaker":"Annemie Tonken","startTime":189.09,"endTime":194.04,"body":"it off, and I cross my fingers"},{"speaker":"Annemie Tonken","startTime":189.09,"endTime":194.04,"body":"only to, you know, receive"},{"speaker":"Annemie Tonken","startTime":194.04,"endTime":198.9,"body":"nothing back at all. Or worse,"},{"speaker":"Annemie Tonken","startTime":194.04,"endTime":198.9,"body":"the email equivalent of a smack"},{"speaker":"Annemie Tonken","startTime":198.9,"endTime":202.71,"body":"in the face where I'm told that"},{"speaker":"Annemie Tonken","startTime":198.9,"endTime":202.71,"body":"some, you know, they're hiring"},{"speaker":"Annemie Tonken","startTime":202.71,"endTime":206.34,"body":"somebody else who charges a 10th"},{"speaker":"Annemie Tonken","startTime":202.71,"endTime":206.34,"body":"of what I charge, and that I"},{"speaker":"Annemie Tonken","startTime":206.34,"endTime":211.08,"body":"should be ashamed of myself. The"},{"speaker":"Annemie Tonken","startTime":206.34,"endTime":211.08,"body":"good news is I haven't gotten an"},{"speaker":"Annemie Tonken","startTime":211.08,"endTime":215.28,"body":"email like that in a really long"},{"speaker":"Annemie Tonken","startTime":211.08,"endTime":215.28,"body":"time, it is possible to sort of"},{"speaker":"Annemie Tonken","startTime":215.28,"endTime":219.57,"body":"graduate from that stage. And"},{"speaker":"Annemie Tonken","startTime":215.28,"endTime":219.57,"body":"today, I want to share some"},{"speaker":"Annemie Tonken","startTime":219.57,"endTime":222.99,"body":"insights that I have learned"},{"speaker":"Annemie Tonken","startTime":219.57,"endTime":222.99,"body":"over the course of my 11 plus"},{"speaker":"Annemie Tonken","startTime":222.99,"endTime":226.86,"body":"years of experience now that I"},{"speaker":"Annemie Tonken","startTime":222.99,"endTime":226.86,"body":"hope will help you get there."},{"speaker":"Annemie Tonken","startTime":226.98,"endTime":231.57,"body":"What I do still get these days"},{"speaker":"Annemie Tonken","startTime":226.98,"endTime":231.57,"body":"are emails from people who say"},{"speaker":"Annemie Tonken","startTime":231.57,"endTime":234.93,"body":"they've decided that they're not"},{"speaker":"Annemie Tonken","startTime":231.57,"endTime":234.93,"body":"yet ready to invest as much as I"},{"speaker":"Annemie Tonken","startTime":234.93,"endTime":239.64,"body":"charge. And, sure that's not my"},{"speaker":"Annemie Tonken","startTime":234.93,"endTime":239.64,"body":"favorite response from a"},{"speaker":"Annemie Tonken","startTime":239.64,"endTime":244.32,"body":"potential client. But nor does"},{"speaker":"Annemie Tonken","startTime":239.64,"endTime":244.32,"body":"it offend me, I don't get my"},{"speaker":"Annemie Tonken","startTime":244.32,"endTime":248.46,"body":"feelings hurt, I in fact, have"},{"speaker":"Annemie Tonken","startTime":244.32,"endTime":248.46,"body":"gone on to work with those"},{"speaker":"Annemie Tonken","startTime":248.46,"endTime":251.52,"body":"people a year or two down the"},{"speaker":"Annemie Tonken","startTime":248.46,"endTime":251.52,"body":"road, when they come back and"},{"speaker":"Annemie Tonken","startTime":251.52,"endTime":255.27,"body":"say now we are ready to invest"},{"speaker":"Annemie Tonken","startTime":251.52,"endTime":255.27,"body":"that much. So I always comfort"},{"speaker":"Annemie Tonken","startTime":255.27,"endTime":258.87,"body":"myself when I get those emails"},{"speaker":"Annemie Tonken","startTime":255.27,"endTime":258.87,"body":"with the assurance that like"},{"speaker":"Annemie Tonken","startTime":258.9,"endTime":263.1,"body":"that doesn't mean that they're"},{"speaker":"Annemie Tonken","startTime":258.9,"endTime":263.1,"body":"gone for good. But I think that"},{"speaker":"Annemie Tonken","startTime":263.1,"endTime":268.14,"body":"the primary reason that I am"},{"speaker":"Annemie Tonken","startTime":263.1,"endTime":268.14,"body":"getting those kind emails or"},{"speaker":"Annemie Tonken","startTime":268.14,"endTime":273.3,"body":"those sort of honest emails is"},{"speaker":"Annemie Tonken","startTime":268.14,"endTime":273.3,"body":"that most people are sending"},{"speaker":"Annemie Tonken","startTime":273.3,"endTime":276.69,"body":"that to me after talking to me"},{"speaker":"Annemie Tonken","startTime":273.3,"endTime":276.69,"body":"on the phone. So we have a"},{"speaker":"Annemie Tonken","startTime":276.69,"endTime":280.68,"body":"little bit of a rapport or"},{"speaker":"Annemie Tonken","startTime":276.69,"endTime":280.68,"body":"relationship. And that's, you"},{"speaker":"Annemie Tonken","startTime":280.68,"endTime":283.98,"body":"know, because I insist on"},{"speaker":"Annemie Tonken","startTime":280.68,"endTime":283.98,"body":"getting on the phone with people"},{"speaker":"Annemie Tonken","startTime":283.98,"endTime":287.7,"body":"when they reach out to me about"},{"speaker":"Annemie Tonken","startTime":283.98,"endTime":287.7,"body":"having a session. So my number"},{"speaker":"Annemie Tonken","startTime":287.7,"endTime":291.72,"body":"one tip to avoid haters is to"},{"speaker":"Annemie Tonken","startTime":287.7,"endTime":291.72,"body":"make people get on the phone"},{"speaker":"Annemie Tonken","startTime":291.72,"endTime":295.71,"body":"with you because haters hate"},{"speaker":"Annemie Tonken","startTime":291.72,"endTime":295.71,"body":"getting on the phone. But"},{"speaker":"Annemie Tonken","startTime":295.71,"endTime":298.8,"body":"getting on the phone aside,"},{"speaker":"Annemie Tonken","startTime":295.71,"endTime":298.8,"body":"let's talk about why someone"},{"speaker":"Annemie Tonken","startTime":298.8,"endTime":303.42,"body":"would respond with shock or even"},{"speaker":"Annemie Tonken","startTime":298.8,"endTime":303.42,"body":"anger to something as innocuous"},{"speaker":"Annemie Tonken","startTime":303.45,"endTime":309.54,"body":"as a price sheet? Is it because"},{"speaker":"Annemie Tonken","startTime":303.45,"endTime":309.54,"body":"they think that in response to"},{"speaker":"Annemie Tonken","startTime":309.54,"endTime":312.81,"body":"their mean email, you're going"},{"speaker":"Annemie Tonken","startTime":309.54,"endTime":312.81,"body":"to like drop your prices and run"},{"speaker":"Annemie Tonken","startTime":312.81,"endTime":318.51,"body":"back to them begging for their"},{"speaker":"Annemie Tonken","startTime":312.81,"endTime":318.51,"body":"business? I mean, maybe, but"},{"speaker":"Annemie Tonken","startTime":318.51,"endTime":323.31,"body":"probably not. I think it's more"},{"speaker":"Annemie Tonken","startTime":318.51,"endTime":323.31,"body":"about venting a bit of"},{"speaker":"Annemie Tonken","startTime":323.31,"endTime":329.1,"body":"frustration. So before a client"},{"speaker":"Annemie Tonken","startTime":323.31,"endTime":329.1,"body":"ever reaches out to you, right,"},{"speaker":"Annemie Tonken","startTime":329.31,"endTime":333.33,"body":"they are forming an impression"},{"speaker":"Annemie Tonken","startTime":329.31,"endTime":333.33,"body":"of your business, that at least"},{"speaker":"Annemie Tonken","startTime":333.33,"endTime":338.46,"body":"in part, creates some level of"},{"speaker":"Annemie Tonken","startTime":333.33,"endTime":338.46,"body":"expectation of what they are"},{"speaker":"Annemie Tonken","startTime":338.46,"endTime":343.77,"body":"going to spend for your"},{"speaker":"Annemie Tonken","startTime":338.46,"endTime":343.77,"body":"services. And the dissonance"},{"speaker":"Annemie Tonken","startTime":343.77,"endTime":348.51,"body":"happens when what they expect is"},{"speaker":"Annemie Tonken","startTime":343.77,"endTime":348.51,"body":"way out of line with what you"},{"speaker":"Annemie Tonken","startTime":348.51,"endTime":354.27,"body":"charge. That's what makes people"},{"speaker":"Annemie Tonken","startTime":348.51,"endTime":354.27,"body":"get offended or angry."},{"speaker":"Annemie Tonken","startTime":355.56,"endTime":360.39,"body":"Well, just go ahead and call it"},{"speaker":"Annemie Tonken","startTime":355.56,"endTime":360.39,"body":"cranky. Probably, and I don't"},{"speaker":"Annemie Tonken","startTime":360.39,"endTime":363.3,"body":"really feel like I'm going out"},{"speaker":"Annemie Tonken","startTime":360.39,"endTime":363.3,"body":"on a limb here, probably the"},{"speaker":"Annemie Tonken","startTime":363.3,"endTime":366.6,"body":"people who ghost you, and"},{"speaker":"Annemie Tonken","startTime":363.3,"endTime":366.6,"body":"certainly the people who write"},{"speaker":"Annemie Tonken","startTime":366.6,"endTime":372.06,"body":"snide or rude comments. They"},{"speaker":"Annemie Tonken","startTime":366.6,"endTime":372.06,"body":"were not expecting whatever it"},{"speaker":"Annemie Tonken","startTime":372.06,"endTime":375.87,"body":"was that you sent them. If they"},{"speaker":"Annemie Tonken","startTime":372.06,"endTime":375.87,"body":"were, they wouldn't have reached"},{"speaker":"Annemie Tonken","startTime":375.87,"endTime":378.6,"body":"out in the first place if they"},{"speaker":"Annemie Tonken","startTime":375.87,"endTime":378.6,"body":"weren't willing or able to pay"},{"speaker":"Annemie Tonken","startTime":378.63,"endTime":384.0,"body":"those prices, right. And I'm not"},{"speaker":"Annemie Tonken","startTime":378.63,"endTime":384.0,"body":"defending anyone, I 100% agree"},{"speaker":"Annemie Tonken","startTime":384.0,"endTime":388.23,"body":"that it is horribly rude to"},{"speaker":"Annemie Tonken","startTime":384.0,"endTime":388.23,"body":"respond to anyone's price sheet,"},{"speaker":"Annemie Tonken","startTime":388.23,"endTime":392.01,"body":"no matter how outrageous they"},{"speaker":"Annemie Tonken","startTime":388.23,"endTime":392.01,"body":"feel like your prices might be"},{"speaker":"Annemie Tonken","startTime":392.01,"endTime":397.35,"body":"by telling you that your prices"},{"speaker":"Annemie Tonken","startTime":392.01,"endTime":397.35,"body":"are too high. That is, you know,"},{"speaker":"Annemie Tonken","startTime":397.44,"endTime":401.04,"body":"kind of beside the fact but"},{"speaker":"Annemie Tonken","startTime":397.44,"endTime":401.04,"body":"their rudeness isn't your issue."},{"speaker":"Annemie Tonken","startTime":401.16,"endTime":404.46,"body":"I mean, honestly, if someone is"},{"speaker":"Annemie Tonken","startTime":401.16,"endTime":404.46,"body":"that rude, you don't want to"},{"speaker":"Annemie Tonken","startTime":404.46,"endTime":408.99,"body":"work with them in the first"},{"speaker":"Annemie Tonken","startTime":404.46,"endTime":408.99,"body":"place. But you can take"},{"speaker":"Annemie Tonken","startTime":408.99,"endTime":412.86,"body":"something other than frustration"},{"speaker":"Annemie Tonken","startTime":408.99,"endTime":412.86,"body":"from that rudeness, right?"},{"speaker":"Annemie Tonken","startTime":413.52,"endTime":417.48,"body":"rudeness is an indication that"},{"speaker":"Annemie Tonken","startTime":413.52,"endTime":417.48,"body":"something is off. And my guess"},{"speaker":"Annemie Tonken","startTime":417.51,"endTime":422.07,"body":"is that 95% of the time that"},{"speaker":"Annemie Tonken","startTime":417.51,"endTime":422.07,"body":"something is your messaging."},{"speaker":"Annemie Tonken","startTime":422.82,"endTime":427.95,"body":"Now, when I say messaging, I"},{"speaker":"Annemie Tonken","startTime":422.82,"endTime":427.95,"body":"mean every public facing web"},{"speaker":"Annemie Tonken","startTime":427.95,"endTime":432.45,"body":"page and social media posts"},{"speaker":"Annemie Tonken","startTime":427.95,"endTime":432.45,"body":"associated with your brand, the"},{"speaker":"Annemie Tonken","startTime":432.45,"endTime":436.71,"body":"platform that you're on the"},{"speaker":"Annemie Tonken","startTime":432.45,"endTime":436.71,"body":"images that you show, the copy"},{"speaker":"Annemie Tonken","startTime":436.71,"endTime":441.78,"body":"that you write, everything. And"},{"speaker":"Annemie Tonken","startTime":436.71,"endTime":441.78,"body":"if you mix business and personal"},{"speaker":"Annemie Tonken","startTime":441.78,"endTime":447.24,"body":"on the internet, so you know if"},{"speaker":"Annemie Tonken","startTime":441.78,"endTime":447.24,"body":"your business Instagram is mixed"},{"speaker":"Annemie Tonken","startTime":447.24,"endTime":450.36,"body":"in with your personal or if"},{"speaker":"Annemie Tonken","startTime":447.24,"endTime":450.36,"body":"they're linked, and somebody can"},{"speaker":"Annemie Tonken","startTime":450.36,"endTime":452.61,"body":"sort of follow from your"},{"speaker":"Annemie Tonken","startTime":450.36,"endTime":452.61,"body":"business page to see your"},{"speaker":"Annemie Tonken","startTime":452.61,"endTime":456.78,"body":"personal or search your name and"},{"speaker":"Annemie Tonken","startTime":452.61,"endTime":456.78,"body":"see your personal. All of that"},{"speaker":"Annemie Tonken","startTime":456.78,"endTime":460.35,"body":"is fair game too. And it's not"},{"speaker":"Annemie Tonken","startTime":456.78,"endTime":460.35,"body":"just the internet either. I"},{"speaker":"Annemie Tonken","startTime":460.35,"endTime":464.52,"body":"mean, there are photographers"},{"speaker":"Annemie Tonken","startTime":460.35,"endTime":464.52,"body":"driving around with their"},{"speaker":"Annemie Tonken","startTime":464.52,"endTime":469.11,"body":"business information plastered"},{"speaker":"Annemie Tonken","startTime":464.52,"endTime":469.11,"body":"on their cars, we put items in"},{"speaker":"Annemie Tonken","startTime":469.11,"endTime":472.74,"body":"an auction, and depending on"},{"speaker":"Annemie Tonken","startTime":469.11,"endTime":472.74,"body":"what that auction is raising"},{"speaker":"Annemie Tonken","startTime":472.74,"endTime":477.99,"body":"money for, and you know how your"},{"speaker":"Annemie Tonken","startTime":472.74,"endTime":477.99,"body":"auction display looks, that has"},{"speaker":"Annemie Tonken","startTime":478.11,"endTime":481.56,"body":"an impact on someone's"},{"speaker":"Annemie Tonken","startTime":478.11,"endTime":481.56,"body":"impression of your business. The"},{"speaker":"Annemie Tonken","startTime":481.56,"endTime":485.73,"body":"list goes on and on and on"},{"speaker":"Annemie Tonken","startTime":481.56,"endTime":485.73,"body":"anywhere that someone can form"},{"speaker":"Annemie Tonken","startTime":485.73,"endTime":490.56,"body":"an impression about you or your"},{"speaker":"Annemie Tonken","startTime":485.73,"endTime":490.56,"body":"business. That is part of your"},{"speaker":"Annemie Tonken","startTime":490.56,"endTime":496.2,"body":"messaging. My point is that all"},{"speaker":"Annemie Tonken","startTime":490.56,"endTime":496.2,"body":"those things serve to create"},{"speaker":"Annemie Tonken","startTime":496.23,"endTime":502.62,"body":"some expectation of one kind or"},{"speaker":"Annemie Tonken","startTime":496.23,"endTime":502.62,"body":"another. If your messaging is"},{"speaker":"Annemie Tonken","startTime":502.62,"endTime":506.22,"body":"all over the place, chances are"},{"speaker":"Annemie Tonken","startTime":502.62,"endTime":506.22,"body":"your inquiries and the"},{"speaker":"Annemie Tonken","startTime":506.22,"endTime":509.64,"body":"expectations of the people who"},{"speaker":"Annemie Tonken","startTime":506.22,"endTime":509.64,"body":"send them are going to be all"},{"speaker":"Annemie Tonken","startTime":509.64,"endTime":513.24,"body":"over the place as well. You're"},{"speaker":"Annemie Tonken","startTime":509.64,"endTime":513.24,"body":"going to get qualified"},{"speaker":"Annemie Tonken","startTime":513.24,"endTime":516.18,"body":"inquiries, you're going to get"},{"speaker":"Annemie Tonken","startTime":513.24,"endTime":516.18,"body":"non qualified inquiries, you're"},{"speaker":"Annemie Tonken","startTime":516.18,"endTime":519.36,"body":"going to have people asking you"},{"speaker":"Annemie Tonken","startTime":516.18,"endTime":519.36,"body":"to do work. That's not anything"},{"speaker":"Annemie Tonken","startTime":519.36,"endTime":522.9,"body":"like what you do. So the first"},{"speaker":"Annemie Tonken","startTime":519.36,"endTime":522.9,"body":"thing that you need to do is"},{"speaker":"Annemie Tonken","startTime":522.9,"endTime":527.04,"body":"make sure that your images and"},{"speaker":"Annemie Tonken","startTime":522.9,"endTime":527.04,"body":"your words, everywhere they"},{"speaker":"Annemie Tonken","startTime":527.04,"endTime":532.02,"body":"exist all convey a cohesive"},{"speaker":"Annemie Tonken","startTime":527.04,"endTime":532.02,"body":"message. Because when your"},{"speaker":"Annemie Tonken","startTime":532.02,"endTime":536.31,"body":"messaging is cohesive, then you"},{"speaker":"Annemie Tonken","startTime":532.02,"endTime":536.31,"body":"should start getting most of"},{"speaker":"Annemie Tonken","startTime":536.31,"endTime":540.0,"body":"your inquiries from people who"},{"speaker":"Annemie Tonken","startTime":536.31,"endTime":540.0,"body":"are interested in what you're"},{"speaker":"Annemie Tonken","startTime":540.0,"endTime":545.67,"body":"offering. But here's the second"},{"speaker":"Annemie Tonken","startTime":540.0,"endTime":545.67,"body":"part, if you are routinely"},{"speaker":"Annemie Tonken","startTime":545.67,"endTime":548.67,"body":"hearing from your inquiries,"},{"speaker":"Annemie Tonken","startTime":545.67,"endTime":548.67,"body":"that they are shocked by your"},{"speaker":"Annemie Tonken","startTime":548.67,"endTime":554.37,"body":"prices, then your messaging and"},{"speaker":"Annemie Tonken","startTime":548.67,"endTime":554.37,"body":"your pricing may not be aligned."},{"speaker":"Annemie Tonken","startTime":555.3,"endTime":558.87,"body":"The goal is that your website"},{"speaker":"Annemie Tonken","startTime":555.3,"endTime":558.87,"body":"and your Instagram feed and your"},{"speaker":"Annemie Tonken","startTime":558.87,"endTime":562.11,"body":"copy and the images and"},{"speaker":"Annemie Tonken","startTime":558.87,"endTime":562.11,"body":"everything else associated with"},{"speaker":"Annemie Tonken","startTime":562.11,"endTime":566.16,"body":"your brand should be"},{"speaker":"Annemie Tonken","startTime":562.11,"endTime":566.16,"body":"intentionally aligned with the"},{"speaker":"Annemie Tonken","startTime":566.16,"endTime":570.54,"body":"kinds of clients that you want"},{"speaker":"Annemie Tonken","startTime":566.16,"endTime":570.54,"body":"to work with, and the amount of"},{"speaker":"Annemie Tonken","startTime":570.54,"endTime":575.55,"body":"money that you charge. So, you"},{"speaker":"Annemie Tonken","startTime":570.54,"endTime":575.55,"body":"know, if you charge the highest"},{"speaker":"Annemie Tonken","startTime":575.55,"endTime":580.23,"body":"prices in your area, your"},{"speaker":"Annemie Tonken","startTime":575.55,"endTime":580.23,"body":"website needs to be custom and"},{"speaker":"Annemie Tonken","startTime":580.23,"endTime":584.43,"body":"beautiful and plastered with"},{"speaker":"Annemie Tonken","startTime":580.23,"endTime":584.43,"body":"images of people who look like"},{"speaker":"Annemie Tonken","startTime":584.7,"endTime":589.05,"body":"they would pay your prices. When"},{"speaker":"Annemie Tonken","startTime":584.7,"endTime":589.05,"body":"your Bluebird client runs across"},{"speaker":"Annemie Tonken","startTime":589.05,"endTime":593.31,"body":"your website. It should scream"},{"speaker":"Annemie Tonken","startTime":589.05,"endTime":593.31,"body":"you are here in the right place."},{"speaker":"Annemie Tonken","startTime":594.0,"endTime":597.87,"body":"Ideally, I also would like to"},{"speaker":"Annemie Tonken","startTime":594.0,"endTime":597.87,"body":"see you have basic pricing"},{"speaker":"Annemie Tonken","startTime":597.87,"endTime":602.55,"body":"information either on your web"},{"speaker":"Annemie Tonken","startTime":597.87,"endTime":602.55,"body":"site somewhere or, and this is"},{"speaker":"Annemie Tonken","startTime":602.55,"endTime":605.67,"body":"something I'm seeing more and"},{"speaker":"Annemie Tonken","startTime":602.55,"endTime":605.67,"body":"more these days in your contact"},{"speaker":"Annemie Tonken","startTime":605.67,"endTime":611.37,"body":"form. So if someone goes to"},{"speaker":"Annemie Tonken","startTime":605.67,"endTime":611.37,"body":"contact you and they enter their"},{"speaker":"Annemie Tonken","startTime":611.37,"endTime":613.62,"body":"name and their email address and"},{"speaker":"Annemie Tonken","startTime":611.37,"endTime":613.62,"body":"what kind of session they're"},{"speaker":"Annemie Tonken","startTime":613.62,"endTime":618.15,"body":"reaching out about, then there's"},{"speaker":"Annemie Tonken","startTime":613.62,"endTime":618.15,"body":"a box before they hit, you know,"},{"speaker":"Annemie Tonken","startTime":618.18,"endTime":621.87,"body":"send, they have to check a box"},{"speaker":"Annemie Tonken","startTime":618.18,"endTime":621.87,"body":"that says, I understand that XYZ"},{"speaker":"Annemie Tonken","startTime":621.87,"endTime":626.37,"body":"photography services start out"},{"speaker":"Annemie Tonken","startTime":621.87,"endTime":626.37,"body":"at $800. And I'm interested in"},{"speaker":"Annemie Tonken","startTime":626.37,"endTime":630.96,"body":"learning more. I mean, I"},{"speaker":"Annemie Tonken","startTime":626.37,"endTime":630.96,"body":"understand that you might feel"},{"speaker":"Annemie Tonken","startTime":630.96,"endTime":633.3,"body":"nervous about doing that,"},{"speaker":"Annemie Tonken","startTime":630.96,"endTime":633.3,"body":"because that may mean that fewer"},{"speaker":"Annemie Tonken","startTime":633.3,"endTime":636.39,"body":"people fill out your contact"},{"speaker":"Annemie Tonken","startTime":633.3,"endTime":636.39,"body":"form. But it's also going to"},{"speaker":"Annemie Tonken","startTime":636.39,"endTime":641.52,"body":"mean that 99% of the time, the"},{"speaker":"Annemie Tonken","startTime":636.39,"endTime":641.52,"body":"people who do contact, you will"},{"speaker":"Annemie Tonken","startTime":641.52,"endTime":645.78,"body":"actually be qualified buyers."},{"speaker":"Annemie Tonken","startTime":641.52,"endTime":645.78,"body":"Now, I won't promise that you"},{"speaker":"Annemie Tonken","startTime":645.78,"endTime":648.96,"body":"won't occasionally get some"},{"speaker":"Annemie Tonken","startTime":645.78,"endTime":648.96,"body":"troll who basically ignored"},{"speaker":"Annemie Tonken","startTime":648.96,"endTime":654.51,"body":"everything, but it will be rare."},{"speaker":"Annemie Tonken","startTime":648.96,"endTime":654.51,"body":"But back to the whole, your"},{"speaker":"Annemie Tonken","startTime":654.51,"endTime":659.16,"body":"clients need to be educated"},{"speaker":"Annemie Tonken","startTime":654.51,"endTime":659.16,"body":"thing. As tempting as it is to"},{"speaker":"Annemie Tonken","startTime":659.16,"endTime":664.02,"body":"respond to those people who send"},{"speaker":"Annemie Tonken","startTime":659.16,"endTime":664.02,"body":"rude emails about your pricing,"},{"speaker":"Annemie Tonken","startTime":664.26,"endTime":668.07,"body":"and tell them you know, this is"},{"speaker":"Annemie Tonken","startTime":664.26,"endTime":668.07,"body":"why I charge what I charge. This"},{"speaker":"Annemie Tonken","startTime":668.07,"endTime":669.42,"body":"is why it's worth every penny."},{"speaker":"Annemie Tonken","startTime":671.13,"endTime":675.96,"body":"Doing so is a waste of your time"},{"speaker":"Annemie Tonken","startTime":671.13,"endTime":675.96,"body":"and energy. The person who's"},{"speaker":"Annemie Tonken","startTime":675.96,"endTime":680.01,"body":"reaching out to you about images"},{"speaker":"Annemie Tonken","startTime":675.96,"endTime":680.01,"body":"isn't interested in hearing"},{"speaker":"Annemie Tonken","startTime":680.04,"endTime":683.7,"body":"about the bills you have to pay,"},{"speaker":"Annemie Tonken","startTime":680.04,"endTime":683.7,"body":"they don't care that you"},{"speaker":"Annemie Tonken","startTime":683.7,"endTime":686.85,"body":"calculated your expenses, and"},{"speaker":"Annemie Tonken","startTime":683.7,"endTime":686.85,"body":"you need to charge that much in"},{"speaker":"Annemie Tonken","startTime":686.85,"endTime":689.49,"body":"order to be profitable. They"},{"speaker":"Annemie Tonken","startTime":686.85,"endTime":689.49,"body":"don't want to hear about the"},{"speaker":"Annemie Tonken","startTime":689.49,"endTime":693.06,"body":"cost of insurance or the fact"},{"speaker":"Annemie Tonken","startTime":689.49,"endTime":693.06,"body":"that to photograph their family,"},{"speaker":"Annemie Tonken","startTime":693.06,"endTime":697.83,"body":"you have to leave your family."},{"speaker":"Annemie Tonken","startTime":693.06,"endTime":697.83,"body":"And they definitely don't care"},{"speaker":"Annemie Tonken","startTime":697.83,"endTime":700.41,"body":"that like you're passionate"},{"speaker":"Annemie Tonken","startTime":697.83,"endTime":700.41,"body":"about photography, and you"},{"speaker":"Annemie Tonken","startTime":700.83,"endTime":704.13,"body":"really want your business to"},{"speaker":"Annemie Tonken","startTime":700.83,"endTime":704.13,"body":"work out. And that's not because"},{"speaker":"Annemie Tonken","startTime":704.13,"endTime":708.51,"body":"they're bad people. It's because"},{"speaker":"Annemie Tonken","startTime":704.13,"endTime":708.51,"body":"that's not why they reached out"},{"speaker":"Annemie Tonken","startTime":708.51,"endTime":711.36,"body":"to you in the first place."},{"speaker":"Annemie Tonken","startTime":708.51,"endTime":711.36,"body":"Right? They're reaching out"},{"speaker":"Annemie Tonken","startTime":711.36,"endTime":715.59,"body":"because they have a problem. And"},{"speaker":"Annemie Tonken","startTime":711.36,"endTime":715.59,"body":"they want you to help them solve"},{"speaker":"Annemie Tonken","startTime":715.59,"endTime":718.89,"body":"it, not the other way around."},{"speaker":"Annemie Tonken","startTime":715.59,"endTime":718.89,"body":"And they're certainly not"},{"speaker":"Annemie Tonken","startTime":718.89,"endTime":721.77,"body":"reaching out to you because they"},{"speaker":"Annemie Tonken","startTime":718.89,"endTime":721.77,"body":"want to be lectured about how to"},{"speaker":"Annemie Tonken","startTime":721.77,"endTime":726.57,"body":"run a business. harping on how"},{"speaker":"Annemie Tonken","startTime":721.77,"endTime":726.57,"body":"hard it is to run a business or"},{"speaker":"Annemie Tonken","startTime":726.57,"endTime":730.59,"body":"how much time it takes or how"},{"speaker":"Annemie Tonken","startTime":726.57,"endTime":730.59,"body":"expensive it is, is most likely"},{"speaker":"Annemie Tonken","startTime":730.59,"endTime":734.88,"body":"going to come across as whiny,"},{"speaker":"Annemie Tonken","startTime":730.59,"endTime":734.88,"body":"which is definitely not the"},{"speaker":"Annemie Tonken","startTime":734.88,"endTime":738.27,"body":"message that you want associated"},{"speaker":"Annemie Tonken","startTime":734.88,"endTime":738.27,"body":"with your brand no matter what"},{"speaker":"Annemie Tonken","startTime":738.27,"endTime":742.5,"body":"your price point is. So if you"},{"speaker":"Annemie Tonken","startTime":738.27,"endTime":742.5,"body":"do get to that point with a"},{"speaker":"Annemie Tonken","startTime":742.5,"endTime":746.31,"body":"potential client, and they send"},{"speaker":"Annemie Tonken","startTime":742.5,"endTime":746.31,"body":"you some sort of like shocked"},{"speaker":"Annemie Tonken","startTime":746.34,"endTime":752.73,"body":"email. First of all, take a deep"},{"speaker":"Annemie Tonken","startTime":746.34,"endTime":752.73,"body":"breath and just let it go. And"},{"speaker":"Annemie Tonken","startTime":752.73,"endTime":757.29,"body":"then sit down and write a"},{"speaker":"Annemie Tonken","startTime":752.73,"endTime":757.29,"body":"graceful email where you wish"},{"speaker":"Annemie Tonken","startTime":757.29,"endTime":762.96,"body":"them well and you know, say"},{"speaker":"Annemie Tonken","startTime":757.29,"endTime":762.96,"body":"goodbye, then focus the energy"},{"speaker":"Annemie Tonken","startTime":762.99,"endTime":768.36,"body":"that you would have put into a"},{"speaker":"Annemie Tonken","startTime":762.99,"endTime":768.36,"body":"response on figuring out where"},{"speaker":"Annemie Tonken","startTime":768.36,"endTime":774.3,"body":"your messaging might be taking a"},{"speaker":"Annemie Tonken","startTime":768.36,"endTime":774.3,"body":"wrong turn. You want to educate"},{"speaker":"Annemie Tonken","startTime":774.33,"endTime":780.0,"body":"future clients, not these like"},{"speaker":"Annemie Tonken","startTime":774.33,"endTime":780.0,"body":"non qualified potential clients."},{"speaker":"Annemie Tonken","startTime":780.48,"endTime":783.66,"body":"You want to educate future"},{"speaker":"Annemie Tonken","startTime":780.48,"endTime":783.66,"body":"clients on why they should want"},{"speaker":"Annemie Tonken","startTime":783.66,"endTime":787.41,"body":"to pay whatever it is that"},{"speaker":"Annemie Tonken","startTime":783.66,"endTime":787.41,"body":"you're charging, what value you"},{"speaker":"Annemie Tonken","startTime":787.41,"endTime":791.46,"body":"are going to deliver. The goal"},{"speaker":"Annemie Tonken","startTime":787.41,"endTime":791.46,"body":"is to make it obvious to your"},{"speaker":"Annemie Tonken","startTime":791.46,"endTime":795.87,"body":"ideal client at every turn, that"},{"speaker":"Annemie Tonken","startTime":791.46,"endTime":795.87,"body":"you are talking directly to"},{"speaker":"Annemie Tonken","startTime":795.87,"endTime":799.38,"body":"them, that you have a solution"},{"speaker":"Annemie Tonken","startTime":795.87,"endTime":799.38,"body":"to their problem that is so"},{"speaker":"Annemie Tonken","startTime":799.38,"endTime":803.37,"body":"highly desirable, that price"},{"speaker":"Annemie Tonken","startTime":799.38,"endTime":803.37,"body":"becomes entirely secondary."},{"speaker":"Annemie Tonken","startTime":804.57,"endTime":807.87,"body":"before I sign off, if you are"},{"speaker":"Annemie Tonken","startTime":804.57,"endTime":807.87,"body":"listening today and feeling like"},{"speaker":"Annemie Tonken","startTime":807.87,"endTime":811.56,"body":"I was reading your Facebook post"},{"speaker":"Annemie Tonken","startTime":807.87,"endTime":811.56,"body":"at the beginning, you've been"},{"speaker":"Annemie Tonken","startTime":811.56,"endTime":814.29,"body":"struggling with setting your"},{"speaker":"Annemie Tonken","startTime":811.56,"endTime":814.29,"body":"pricing or communicating the"},{"speaker":"Annemie Tonken","startTime":814.29,"endTime":817.83,"body":"value of what you offer. I want"},{"speaker":"Annemie Tonken","startTime":814.29,"endTime":817.83,"body":"to invite you to sign up for my"},{"speaker":"Annemie Tonken","startTime":817.83,"endTime":822.06,"body":"simple sales masterclass. Yes,"},{"speaker":"Annemie Tonken","startTime":817.83,"endTime":822.06,"body":"the simple sales system is"},{"speaker":"Annemie Tonken","startTime":822.09,"endTime":825.69,"body":"ultimately about selling. But"},{"speaker":"Annemie Tonken","startTime":822.09,"endTime":825.69,"body":"when you learn more about it,"},{"speaker":"Annemie Tonken","startTime":825.69,"endTime":828.9,"body":"you will find that there is a"},{"speaker":"Annemie Tonken","startTime":825.69,"endTime":828.9,"body":"lot to it. Just like"},{"speaker":"Annemie Tonken","startTime":828.9,"endTime":832.47,"body":"establishing value and educating"},{"speaker":"Annemie Tonken","startTime":828.9,"endTime":832.47,"body":"your clients starts when someone"},{"speaker":"Annemie Tonken","startTime":832.47,"endTime":836.79,"body":"first finds your work, the sale"},{"speaker":"Annemie Tonken","startTime":832.47,"endTime":836.79,"body":"that you make after a session"},{"speaker":"Annemie Tonken","startTime":836.82,"endTime":841.2,"body":"starts way before that. And the"},{"speaker":"Annemie Tonken","startTime":836.82,"endTime":841.2,"body":"reason the simple sales system"},{"speaker":"Annemie Tonken","startTime":841.2,"endTime":844.26,"body":"is so effective is that it"},{"speaker":"Annemie Tonken","startTime":841.2,"endTime":844.26,"body":"really takes a comprehensive"},{"speaker":"Annemie Tonken","startTime":844.26,"endTime":847.26,"body":"approach to getting the client"},{"speaker":"Annemie Tonken","startTime":844.26,"endTime":847.26,"body":"to a point where they're not"},{"speaker":"Annemie Tonken","startTime":847.26,"endTime":851.16,"body":"just willing to spend money, but"},{"speaker":"Annemie Tonken","startTime":847.26,"endTime":851.16,"body":"excited to spend money with you."},{"speaker":"Annemie Tonken","startTime":851.91,"endTime":855.66,"body":"I see posts in my facebook group"},{"speaker":"Annemie Tonken","startTime":851.91,"endTime":855.66,"body":"all the time, like this one for"},{"speaker":"Annemie Tonken","startTime":855.66,"endTime":859.5,"body":"my students, Sarah, who posted"},{"speaker":"Annemie Tonken","startTime":855.66,"endTime":859.5,"body":"in the group. I sent out a guide"},{"speaker":"Annemie Tonken","startTime":859.5,"endTime":863.04,"body":"to my first new client since"},{"speaker":"Annemie Tonken","startTime":859.5,"endTime":863.04,"body":"implementing the system and she"},{"speaker":"Annemie Tonken","startTime":863.04,"endTime":867.09,"body":"just texted me quote, my husband"},{"speaker":"Annemie Tonken","startTime":863.04,"endTime":867.09,"body":"and I were just talking about"},{"speaker":"Annemie Tonken","startTime":867.09,"endTime":870.0,"body":"how professional you are. This"},{"speaker":"Annemie Tonken","startTime":867.09,"endTime":870.0,"body":"feels so much better than when"},{"speaker":"Annemie Tonken","startTime":870.0,"endTime":872.79,"body":"we did our wedding photos and"},{"speaker":"Annemie Tonken","startTime":870.0,"endTime":872.79,"body":"I'm so excited to be working"},{"speaker":"Annemie Tonken","startTime":872.79,"endTime":879.75,"body":"with you. That is what you want"},{"speaker":"Annemie Tonken","startTime":872.79,"endTime":879.75,"body":"clients who trust you every step"},{"speaker":"Annemie Tonken","startTime":879.75,"endTime":883.17,"body":"of the way. Because when they"},{"speaker":"Annemie Tonken","startTime":879.75,"endTime":883.17,"body":"trust you they have a better"},{"speaker":"Annemie Tonken","startTime":883.17,"endTime":886.62,"body":"experience and when they have a"},{"speaker":"Annemie Tonken","startTime":883.17,"endTime":886.62,"body":"better experience, they spend"},{"speaker":"Annemie Tonken","startTime":886.62,"endTime":890.16,"body":"more money and they hire you"},{"speaker":"Annemie Tonken","startTime":886.62,"endTime":890.16,"body":"again and you are well on your"},{"speaker":"Annemie Tonken","startTime":890.16,"endTime":894.21,"body":"way to a thriving business that"},{"speaker":"Annemie Tonken","startTime":890.16,"endTime":894.21,"body":"you love. So again go sign up"},{"speaker":"Annemie Tonken","startTime":894.21,"endTime":897.06,"body":"for the free masterclass at this"},{"speaker":"Annemie Tonken","startTime":894.21,"endTime":897.06,"body":"can't be that hard calm slash"},{"speaker":"Annemie Tonken","startTime":897.06,"endTime":902.34,"body":"simple and let's get you off the"},{"speaker":"Annemie Tonken","startTime":897.06,"endTime":902.34,"body":"Facebook plane train. Well,"},{"speaker":"Annemie Tonken","startTime":902.37,"endTime":904.77,"body":"that's it for this week's"},{"speaker":"Annemie Tonken","startTime":902.37,"endTime":904.77,"body":"episode of this can't be that"},{"speaker":"Annemie Tonken","startTime":904.77,"endTime":908.73,"body":"hard. I'll be back Same time,"},{"speaker":"Annemie Tonken","startTime":904.77,"endTime":908.73,"body":"same place next week. In the"},{"speaker":"Annemie Tonken","startTime":908.73,"endTime":911.76,"body":"meantime, you can find more"},{"speaker":"Annemie Tonken","startTime":908.73,"endTime":911.76,"body":"information about this episode"},{"speaker":"Annemie Tonken","startTime":911.82,"endTime":915.3,"body":"along with all the relevant"},{"speaker":"Annemie Tonken","startTime":911.82,"endTime":915.3,"body":"links, notes and downloads at"},{"speaker":"Annemie Tonken","startTime":915.3,"endTime":918.99,"body":"this can't be that hard comm"},{"speaker":"Annemie Tonken","startTime":915.3,"endTime":918.99,"body":"slash learn. If you like the"},{"speaker":"Annemie Tonken","startTime":918.99,"endTime":922.53,"body":"podcast, be sure to hit the"},{"speaker":"Annemie Tonken","startTime":918.99,"endTime":922.53,"body":"subscribe button. Even better,"},{"speaker":"Annemie Tonken","startTime":922.71,"endTime":926.37,"body":"share the love by leaving a"},{"speaker":"Annemie Tonken","startTime":922.71,"endTime":926.37,"body":"review on iTunes. And as always,"},{"speaker":"Annemie Tonken","startTime":926.55,"endTime":930.06,"body":"thanks so much for joining me. I"},{"speaker":"Annemie Tonken","startTime":926.55,"endTime":930.06,"body":"hope you have a fantastic week."}]}