{"version":"1.0.0","segments":[{"startTime":0.42,"endTime":4.89,"body":"Hey guys, I hope the busy season"},{"startTime":0.42,"endTime":4.89,"body":"is going well for all of you, I"},{"startTime":4.89,"endTime":8.4,"body":"decided that today I would just"},{"startTime":4.89,"endTime":8.4,"body":"put together kind of a quick"},{"startTime":8.4,"endTime":12.66,"body":"episode for you answering some"},{"startTime":8.4,"endTime":12.66,"body":"of the most common questions"},{"startTime":12.66,"endTime":16.47,"body":"that I see come up again and"},{"startTime":12.66,"endTime":16.47,"body":"again in the Facebook group. And"},{"startTime":16.47,"endTime":19.47,"body":"if you are not part of the This"},{"startTime":16.47,"endTime":19.47,"body":"Can't Be That Hard private"},{"startTime":19.47,"endTime":23.28,"body":"Facebook group, I absolutely"},{"startTime":19.47,"endTime":23.28,"body":"encourage you to join us, we"},{"startTime":23.28,"endTime":26.52,"body":"have a lot of fun, it is"},{"startTime":23.28,"endTime":26.52,"body":"entirely free to be there. The"},{"startTime":26.52,"endTime":29.37,"body":"only reason that it's a private"},{"startTime":26.52,"endTime":29.37,"body":"group is because I want you to"},{"startTime":29.37,"endTime":33.75,"body":"feel really comfortable asking"},{"startTime":29.37,"endTime":33.75,"body":"those questions or sharing those"},{"startTime":33.75,"endTime":37.5,"body":"details about your business that"},{"startTime":33.75,"endTime":37.5,"body":"you might not want your, you"},{"startTime":37.5,"endTime":41.85,"body":"know your clients to see or see"},{"startTime":37.5,"endTime":41.85,"body":"that you are trying to work"},{"startTime":41.85,"endTime":44.22,"body":"through things like pricing,"},{"startTime":41.85,"endTime":44.22,"body":"maybe we don't want to have that"},{"startTime":44.22,"endTime":47.25,"body":"conversation in front of our"},{"startTime":44.22,"endTime":47.25,"body":"friends and family and certainly"},{"startTime":47.25,"endTime":52.47,"body":"not our clients. So come join us"},{"startTime":47.25,"endTime":52.47,"body":"over at Facebook. What is it"},{"speaker":"https","startTime":52.5,"endTime":57.33,"body":"//www.facebook.com/groups/thiscantbethathard."},{"speaker":"https","startTime":52.5,"endTime":57.33,"body":"There are a couple of questions"},{"speaker":"https","startTime":57.33,"endTime":59.58,"body":"when you sign up. And as long as"},{"speaker":"https","startTime":57.33,"endTime":59.58,"body":"you answer all of those"},{"speaker":"https","startTime":59.58,"endTime":63.57,"body":"questions, we will let you in"},{"speaker":"https","startTime":59.58,"endTime":63.57,"body":"and be happy to have you join"},{"speaker":"https","startTime":63.6,"endTime":67.32,"body":"the conversation. I am also"},{"speaker":"https","startTime":63.6,"endTime":67.32,"body":"super excited to invite you to"},{"speaker":"https","startTime":67.32,"endTime":71.04,"body":"register for a brand new live"},{"speaker":"https","startTime":67.32,"endTime":71.04,"body":"training that I am putting"},{"speaker":"https","startTime":71.04,"endTime":75.72,"body":"together for mid October. The"},{"speaker":"https","startTime":71.04,"endTime":75.72,"body":"dates are October 20 and 21st."},{"speaker":"https","startTime":76.2,"endTime":79.53,"body":"But there will be replaced for"},{"speaker":"https","startTime":76.2,"endTime":79.53,"body":"people who have pre registered."},{"speaker":"https","startTime":80.28,"endTime":83.94,"body":"The training is called \"Planning"},{"speaker":"https","startTime":80.28,"endTime":83.94,"body":"For Profit: A Step by Step Guide"},{"speaker":"https","startTime":83.94,"endTime":87.18,"body":"to Organizing Your Products and"},{"speaker":"https","startTime":83.94,"endTime":87.18,"body":"Pricing for Holiday Sales"},{"speaker":"https","startTime":87.18,"endTime":91.98,"body":"Success\". So we are going to be"},{"speaker":"https","startTime":87.18,"endTime":91.98,"body":"covering things that will"},{"speaker":"https","startTime":91.98,"endTime":96.6,"body":"hopefully directly impact your"},{"speaker":"https","startTime":91.98,"endTime":96.6,"body":"end of your income. So pricing,"},{"speaker":"https","startTime":96.9,"endTime":100.44,"body":"the products that you might want"},{"speaker":"https","startTime":96.9,"endTime":100.44,"body":"to consider adding even if you"},{"speaker":"https","startTime":100.44,"endTime":104.04,"body":"don't normally sell products,"},{"speaker":"https","startTime":100.44,"endTime":104.04,"body":"how you're going to manage those"},{"speaker":"https","startTime":104.04,"endTime":106.53,"body":"things, all that sort of stuff,"},{"speaker":"https","startTime":104.04,"endTime":106.53,"body":"we're going to be covering that."},{"speaker":"https","startTime":106.95,"endTime":109.92,"body":"And the training is totally"},{"speaker":"https","startTime":106.95,"endTime":109.92,"body":"free. You just have to register,"},{"speaker":"https","startTime":109.95,"endTime":113.88,"body":"which you can do at"},{"speaker":"https","startTime":109.95,"endTime":113.88,"body":"https://www.thiscantbethathard.com/register."},{"speaker":"https","startTime":113.88,"endTime":116.76,"body":"I will link that in the show"},{"speaker":"https","startTime":113.88,"endTime":116.76,"body":"notes. And I hope to see you"},{"speaker":"https","startTime":116.76,"endTime":117.21,"body":"there."},{"speaker":"https","startTime":118.74,"endTime":122.37,"body":"Welcome to this can't be that"},{"speaker":"https","startTime":118.74,"endTime":122.37,"body":"hard. My name is Annemie Tonken."},{"speaker":"https","startTime":122.37,"endTime":125.37,"body":"And I help photographers run"},{"speaker":"https","startTime":122.37,"endTime":125.37,"body":"profitable, sustainable"},{"speaker":"https","startTime":125.37,"endTime":129.51,"body":"businesses that they love. Each"},{"speaker":"https","startTime":125.37,"endTime":129.51,"body":"week on the podcast, I cover"},{"speaker":"https","startTime":129.51,"endTime":133.26,"body":"simple, actionable strategies"},{"speaker":"https","startTime":129.51,"endTime":133.26,"body":"and systems that photographers"},{"speaker":"https","startTime":133.26,"endTime":137.04,"body":"at every level of experience can"},{"speaker":"https","startTime":133.26,"endTime":137.04,"body":"use to earn more money in a more"},{"speaker":"https","startTime":137.04,"endTime":140.73,"body":"sustainable way. Running a"},{"speaker":"https","startTime":137.04,"endTime":140.73,"body":"photography business doesn't"},{"speaker":"https","startTime":140.73,"endTime":144.51,"body":"have to be that hard. You can do"},{"speaker":"https","startTime":140.73,"endTime":144.51,"body":"it. And I can show you how."},{"speaker":"https","startTime":148.35,"endTime":151.2,"body":"So the first question that I"},{"speaker":"https","startTime":148.35,"endTime":151.2,"body":"want to talk about is one that"},{"speaker":"https","startTime":151.2,"endTime":154.89,"body":"comes up a lot. And actually I"},{"speaker":"https","startTime":151.2,"endTime":154.89,"body":"would say that it is coming up"},{"speaker":"https","startTime":154.89,"endTime":159.18,"body":"more and more frequently as time"},{"speaker":"https","startTime":154.89,"endTime":159.18,"body":"goes by. And that's not really"},{"speaker":"https","startTime":159.18,"endTime":162.66,"body":"surprising, because the issue"},{"speaker":"https","startTime":159.18,"endTime":162.66,"body":"that I'm talking about is"},{"speaker":"https","startTime":162.66,"endTime":167.22,"body":"privacy. Now I if you have been"},{"speaker":"https","startTime":162.66,"endTime":167.22,"body":"listening to the podcast for a"},{"speaker":"https","startTime":167.22,"endTime":170.76,"body":"long time, you may remember that"},{"speaker":"https","startTime":167.22,"endTime":170.76,"body":"I actually did a whole podcast"},{"speaker":"https","startTime":170.76,"endTime":175.86,"body":"episode about client privacy and"},{"speaker":"https","startTime":170.76,"endTime":175.86,"body":"people who are reluctant to sign"},{"speaker":"https","startTime":175.86,"endTime":178.59,"body":"your model release. That was"},{"speaker":"https","startTime":175.86,"endTime":178.59,"body":"back in Episode 54"},{"speaker":"(https","startTime":178.59,"endTime":180.51,"body":"//www.thiscantbethathard.com/podcast/054)."},{"speaker":"(https","startTime":178.59,"endTime":180.51,"body":"I will link that in the show"},{"speaker":"(https","startTime":180.51,"endTime":184.23,"body":"notes if you want a more in"},{"speaker":"(https","startTime":180.51,"endTime":184.23,"body":"depth review of how I approach"},{"speaker":"(https","startTime":184.23,"endTime":186.87,"body":"this issue. But it comes up"},{"speaker":"(https","startTime":184.23,"endTime":186.87,"body":"frequently enough that I"},{"speaker":"(https","startTime":186.87,"endTime":191.19,"body":"actually wanted to address it"},{"speaker":"(https","startTime":186.87,"endTime":191.19,"body":"again and say that I am still"},{"speaker":"(https","startTime":191.19,"endTime":194.82,"body":"handling this in the same way"},{"speaker":"(https","startTime":191.19,"endTime":194.82,"body":"that I was, what is that 75"},{"speaker":"(https","startTime":194.82,"endTime":198.6,"body":"episodes ago. And I still"},{"speaker":"(https","startTime":194.82,"endTime":198.6,"body":"recommend that you consider"},{"speaker":"(https","startTime":198.6,"endTime":204.06,"body":"doing the same. So the issue at"},{"speaker":"(https","startTime":198.6,"endTime":204.06,"body":"hand is you have a client who"},{"speaker":"(https","startTime":204.09,"endTime":208.89,"body":"either before the session or"},{"speaker":"(https","startTime":204.09,"endTime":208.89,"body":"sometimes after the session says"},{"speaker":"(https","startTime":208.89,"endTime":211.53,"body":"to you \"You know what, I'm not"},{"speaker":"(https","startTime":208.89,"endTime":211.53,"body":"comfortable with you sharing"},{"speaker":"(https","startTime":211.53,"endTime":214.26,"body":"these images online, I don't"},{"speaker":"(https","startTime":211.53,"endTime":214.26,"body":"want to sign your model"},{"speaker":"(https","startTime":214.26,"endTime":218.28,"body":"release\". And let's assume that"},{"speaker":"(https","startTime":214.26,"endTime":218.28,"body":"everyone is having their clients"},{"speaker":"(https","startTime":218.31,"endTime":222.21,"body":"sign model releases as part of"},{"speaker":"(https","startTime":218.31,"endTime":222.21,"body":"their contract. If you're not,"},{"speaker":"(https","startTime":222.66,"endTime":226.44,"body":"pause this episode and go"},{"speaker":"(https","startTime":222.66,"endTime":226.44,"body":"implement that in your business"},{"speaker":"(https","startTime":226.44,"endTime":229.77,"body":"right away. That is an extremely"},{"speaker":"(https","startTime":226.44,"endTime":229.77,"body":"important legal measure that you"},{"speaker":"(https","startTime":229.77,"endTime":233.31,"body":"need to take when you are"},{"speaker":"(https","startTime":229.77,"endTime":233.31,"body":"working as a professional. But"},{"speaker":"(https","startTime":233.31,"endTime":235.8,"body":"assuming that you are already"},{"speaker":"(https","startTime":233.31,"endTime":235.8,"body":"doing that every once in a"},{"speaker":"(https","startTime":235.8,"endTime":241.44,"body":"while, and for some of us more"},{"speaker":"(https","startTime":235.8,"endTime":241.44,"body":"frequently than every once in a"},{"speaker":"(https","startTime":241.44,"endTime":244.14,"body":"while, you are going to come"},{"speaker":"(https","startTime":241.44,"endTime":244.14,"body":"across someone who doesn't want"},{"speaker":"(https","startTime":244.14,"endTime":247.23,"body":"to sign your model release but"},{"speaker":"(https","startTime":244.14,"endTime":247.23,"body":"still wants to work with you."},{"speaker":"(https","startTime":247.74,"endTime":251.37,"body":"And the issue that I see coming"},{"speaker":"(https","startTime":247.74,"endTime":251.37,"body":"up in the Facebook group pretty"},{"speaker":"(https","startTime":251.37,"endTime":255.09,"body":"frequently is that people feel"},{"speaker":"(https","startTime":251.37,"endTime":255.09,"body":"really bad photographers feel"},{"speaker":"(https","startTime":255.09,"endTime":259.86,"body":"really bad about telling people"},{"speaker":"(https","startTime":255.09,"endTime":259.86,"body":"like nope, you have to sign my"},{"speaker":"(https","startTime":259.86,"endTime":263.76,"body":"model release they don't want to"},{"speaker":"(https","startTime":259.86,"endTime":263.76,"body":"scare this potential client off"},{"speaker":"(https","startTime":264.09,"endTime":266.67,"body":"and they don't want to cause if"},{"speaker":"(https","startTime":264.09,"endTime":266.67,"body":"it's someone who they've already"},{"speaker":"(https","startTime":266.67,"endTime":269.37,"body":"made photographs for they don't"},{"speaker":"(https","startTime":266.67,"endTime":269.37,"body":"want to cause like a giant"},{"speaker":"(https","startTime":270.36,"endTime":274.17,"body":"argument or you know, feelings"},{"speaker":"(https","startTime":270.36,"endTime":274.17,"body":"of ill will by pushing back"},{"speaker":"(https","startTime":274.2,"endTime":275.37,"body":"against their clients."},{"speaker":"(https","startTime":275.6,"endTime":280.43,"body":"So number one, it is super"},{"speaker":"(https","startTime":275.6,"endTime":280.43,"body":"important that you have this"},{"speaker":"(https","startTime":280.43,"endTime":284.3,"body":"conversation with your clients"},{"speaker":"(https","startTime":280.43,"endTime":284.3,"body":"before you work with them. You"},{"speaker":"(https","startTime":284.3,"endTime":287.09,"body":"don't want to take their"},{"speaker":"(https","startTime":284.3,"endTime":287.09,"body":"pictures and then enter into"},{"speaker":"(https","startTime":287.09,"endTime":290.93,"body":"this conversation. So my number"},{"speaker":"(https","startTime":287.09,"endTime":290.93,"body":"one best advice is to get out in"},{"speaker":"(https","startTime":290.93,"endTime":294.56,"body":"front of the issue and make this"},{"speaker":"(https","startTime":290.93,"endTime":294.56,"body":"something that you don't hide"},{"speaker":"(https","startTime":294.56,"endTime":299.18,"body":"from or try to avoid because you"},{"speaker":"(https","startTime":294.56,"endTime":299.18,"body":"know if and when it does come up"},{"speaker":"(https","startTime":299.42,"endTime":304.88,"body":"that's only going to cause"},{"speaker":"(https","startTime":299.42,"endTime":304.88,"body":"feelings of mistrust or, you"},{"speaker":"(https","startTime":304.88,"endTime":308.45,"body":"know, ill will from your client"},{"speaker":"(https","startTime":304.88,"endTime":308.45,"body":"if they feel like they haven't"},{"speaker":"(https","startTime":308.48,"endTime":313.49,"body":"been given full clarity. So what"},{"speaker":"(https","startTime":308.48,"endTime":313.49,"body":"this means is that you need to"},{"speaker":"(https","startTime":313.49,"endTime":319.91,"body":"have a pretty well spelled out"},{"speaker":"(https","startTime":313.49,"endTime":319.91,"body":"plan and policy regarding"},{"speaker":"(https","startTime":320.0,"endTime":323.81,"body":"privacy issues for your clients."},{"speaker":"(https","startTime":320.0,"endTime":323.81,"body":"Now again, if you want the"},{"speaker":"(https","startTime":323.81,"endTime":327.23,"body":"details of how I do this, I"},{"speaker":"(https","startTime":323.81,"endTime":327.23,"body":"would refer you back to Episode"},{"speaker":"(https","startTime":327.23,"endTime":332.33,"body":"54. I talk in there about how I"},{"speaker":"(https","startTime":327.23,"endTime":332.33,"body":"structure this offer exactly."},{"speaker":"(https","startTime":332.66,"endTime":337.55,"body":"But the net net is that I"},{"speaker":"(https","startTime":332.66,"endTime":337.55,"body":"actually charge people more if"},{"speaker":"(https","startTime":337.55,"endTime":343.25,"body":"they want to keep their photos"},{"speaker":"(https","startTime":337.55,"endTime":343.25,"body":"offline. So if someone says, \"I"},{"speaker":"(https","startTime":343.25,"endTime":345.5,"body":"want you to make photos for my"},{"speaker":"(https","startTime":343.25,"endTime":345.5,"body":"family, but I don't want you to"},{"speaker":"(https","startTime":345.5,"endTime":350.57,"body":"post them anywhere\", I actually"},{"speaker":"(https","startTime":345.5,"endTime":350.57,"body":"charge extra money for that. And"},{"speaker":"(https","startTime":350.57,"endTime":355.79,"body":"I explain that, as you know, \"My"},{"speaker":"(https","startTime":350.57,"endTime":355.79,"body":"images are my marketing tool,"},{"speaker":"(https","startTime":355.79,"endTime":359.57,"body":"this is what I need in order to"},{"speaker":"(https","startTime":355.79,"endTime":359.57,"body":"be able to go out and get more"},{"speaker":"(https","startTime":359.57,"endTime":363.59,"body":"work. And although I absolutely"},{"speaker":"(https","startTime":359.57,"endTime":363.59,"body":"respect your privacy, if you"},{"speaker":"(https","startTime":363.59,"endTime":366.41,"body":"would like to keep your images"},{"speaker":"(https","startTime":363.59,"endTime":366.41,"body":"private, that actually does have"},{"speaker":"(https","startTime":366.41,"endTime":368.96,"body":"a financial impact on my"},{"speaker":"(https","startTime":366.41,"endTime":368.96,"body":"business, and therefore I charge"},{"speaker":"(https","startTime":368.96,"endTime":373.13,"body":"more for it\". I have gotten very"},{"speaker":"(https","startTime":368.96,"endTime":373.13,"body":"comfortable with talking about"},{"speaker":"(https","startTime":373.13,"endTime":376.67,"body":"that, because I truly see it as"},{"speaker":"(https","startTime":373.13,"endTime":376.67,"body":"something that negatively"},{"speaker":"(https","startTime":376.67,"endTime":380.42,"body":"impacts my ability to do"},{"speaker":"(https","startTime":376.67,"endTime":380.42,"body":"business. And therefore that is"},{"speaker":"(https","startTime":380.42,"endTime":383.9,"body":"something that you know, someone"},{"speaker":"(https","startTime":380.42,"endTime":383.9,"body":"needs to compensate me for, if"},{"speaker":"(https","startTime":383.9,"endTime":387.56,"body":"they don't want to work with me,"},{"speaker":"(https","startTime":383.9,"endTime":387.56,"body":"based on that, that is certainly"},{"speaker":"(https","startTime":387.56,"endTime":392.03,"body":"their prerogative, I do"},{"speaker":"(https","startTime":387.56,"endTime":392.03,"body":"absolutely respect to their wish"},{"speaker":"(https","startTime":392.03,"endTime":396.8,"body":"for privacy. And what I do is I"},{"speaker":"(https","startTime":392.03,"endTime":396.8,"body":"talk them through all of the"},{"speaker":"(https","startTime":396.8,"endTime":400.28,"body":"different steps that I take to"},{"speaker":"(https","startTime":396.8,"endTime":400.28,"body":"protect their privacy, at no"},{"speaker":"(https","startTime":400.28,"endTime":403.76,"body":"additional cost. I don't use"},{"speaker":"(https","startTime":400.28,"endTime":403.76,"body":"names, I don't tag people, I"},{"speaker":"(https","startTime":403.76,"endTime":410.09,"body":"don't, you know, create any sort"},{"speaker":"(https","startTime":403.76,"endTime":410.09,"body":"of identifiable thing other than"},{"speaker":"(https","startTime":410.09,"endTime":413.33,"body":"their faces. But you know, I do"},{"speaker":"(https","startTime":410.09,"endTime":413.33,"body":"recognize that there are people"},{"speaker":"(https","startTime":413.33,"endTime":418.37,"body":"out there either because of"},{"speaker":"(https","startTime":413.33,"endTime":418.37,"body":"their career, or their financial"},{"speaker":"(https","startTime":418.37,"endTime":421.79,"body":"picture, or just their, you"},{"speaker":"(https","startTime":418.37,"endTime":421.79,"body":"know, individual sense of"},{"speaker":"(https","startTime":421.79,"endTime":424.46,"body":"privacy, they don't feel"},{"speaker":"(https","startTime":421.79,"endTime":424.46,"body":"comfortable with their faces"},{"speaker":"(https","startTime":424.46,"endTime":429.23,"body":"being online, totally fine. So I"},{"speaker":"(https","startTime":424.46,"endTime":429.23,"body":"offer them a couple of options"},{"speaker":"(https","startTime":429.44,"endTime":433.79,"body":"for levels of privacy, and I"},{"speaker":"(https","startTime":429.44,"endTime":433.79,"body":"charge accordingly for those"},{"speaker":"(https","startTime":433.79,"endTime":434.9,"body":"levels of privacy."},{"speaker":"(https","startTime":435.77,"endTime":439.55,"body":"So what I want to point out for"},{"speaker":"(https","startTime":435.77,"endTime":439.55,"body":"the short version of the answer"},{"speaker":"(https","startTime":439.55,"endTime":443.6,"body":"to this question is that yes, we"},{"speaker":"(https","startTime":439.55,"endTime":443.6,"body":"do have to respect people's"},{"speaker":"(https","startTime":443.6,"endTime":447.71,"body":"wishes for privacy. But"},{"speaker":"(https","startTime":443.6,"endTime":447.71,"body":"respecting them does not mean"},{"speaker":"(https","startTime":447.74,"endTime":452.36,"body":"that we have to do that for"},{"speaker":"(https","startTime":447.74,"endTime":452.36,"body":"free. People pay more money for"},{"speaker":"(https","startTime":452.36,"endTime":456.89,"body":"VIP type treatment all the time,"},{"speaker":"(https","startTime":452.36,"endTime":456.89,"body":"whether it's you know, anything"},{"speaker":"(https","startTime":456.89,"endTime":461.99,"body":"from getting the backstage, all"},{"speaker":"(https","startTime":456.89,"endTime":461.99,"body":"access pass to something or you"},{"speaker":"(https","startTime":461.99,"endTime":466.04,"body":"know, adding avocado to their"},{"speaker":"(https","startTime":461.99,"endTime":466.04,"body":"sandwich, people do understand"},{"speaker":"(https","startTime":466.07,"endTime":469.25,"body":"the nature of having to charge"},{"speaker":"(https","startTime":466.07,"endTime":469.25,"body":"more when something costs a"},{"speaker":"(https","startTime":469.25,"endTime":473.09,"body":"business more. And the only"},{"speaker":"(https","startTime":469.25,"endTime":473.09,"body":"other thing that I wanted to"},{"speaker":"(https","startTime":473.09,"endTime":476.27,"body":"sort of toss out there, once you"},{"speaker":"(https","startTime":473.09,"endTime":476.27,"body":"you know, if this is an issue"},{"speaker":"(https","startTime":476.27,"endTime":478.49,"body":"that is relevant to you, and you"},{"speaker":"(https","startTime":476.27,"endTime":478.49,"body":"want to go back and listen to"},{"speaker":"(https","startTime":478.49,"endTime":483.02,"body":"Episode 54, I'll spell a lot"},{"speaker":"(https","startTime":478.49,"endTime":483.02,"body":"more out there in terms of the"},{"speaker":"(https","startTime":483.02,"endTime":485.75,"body":"language that I use, and how"},{"speaker":"(https","startTime":483.02,"endTime":485.75,"body":"much I charge and all that sort"},{"speaker":"(https","startTime":485.75,"endTime":489.89,"body":"of thing. But I did get some"},{"speaker":"(https","startTime":485.75,"endTime":489.89,"body":"pushback after that episode"},{"speaker":"(https","startTime":489.89,"endTime":493.1,"body":"where people were saying, I just"},{"speaker":"(https","startTime":489.89,"endTime":493.1,"body":"feel like it's not in alignment"},{"speaker":"(https","startTime":493.1,"endTime":498.98,"body":"with my you know how I feel to"},{"speaker":"(https","startTime":493.1,"endTime":498.98,"body":"charge more for privacy. And I"},{"speaker":"(https","startTime":498.98,"endTime":502.46,"body":"gave that some thought. And what"},{"speaker":"(https","startTime":498.98,"endTime":502.46,"body":"I wanted to recommend was that"},{"speaker":"(https","startTime":502.46,"endTime":506.15,"body":"if that is the case for you, and"},{"speaker":"(https","startTime":502.46,"endTime":506.15,"body":"you have a situation where that"},{"speaker":"(https","startTime":506.15,"endTime":511.1,"body":"comes up relatively frequently,"},{"speaker":"(https","startTime":506.15,"endTime":511.1,"body":"where it's actually impacting"},{"speaker":"(https","startTime":511.1,"endTime":515.24,"body":"your business, because there are"},{"speaker":"(https","startTime":511.1,"endTime":515.24,"body":"people who are in communities"},{"speaker":"(https","startTime":515.27,"endTime":520.22,"body":"where that comes up a lot more"},{"speaker":"(https","startTime":515.27,"endTime":520.22,"body":"frequently. So if you are if you"},{"speaker":"(https","startTime":520.22,"endTime":524.0,"body":"find yourself in that situation,"},{"speaker":"(https","startTime":520.22,"endTime":524.0,"body":"what I would recommend that you"},{"speaker":"(https","startTime":524.0,"endTime":530.18,"body":"do is actually add in additional"},{"speaker":"(https","startTime":524.0,"endTime":530.18,"body":"money to your base offerings,"},{"speaker":"(https","startTime":530.21,"endTime":534.47,"body":"make it something that is, you"},{"speaker":"(https","startTime":530.21,"endTime":534.47,"body":"know, full privacy is included"},{"speaker":"(https","startTime":534.47,"endTime":539.21,"body":"in what you offer. And then"},{"speaker":"(https","startTime":534.47,"endTime":539.21,"body":"consider giving people the"},{"speaker":"(https","startTime":539.24,"endTime":543.62,"body":"option to give you additional"},{"speaker":"(https","startTime":539.24,"endTime":543.62,"body":"freedom to share their images"},{"speaker":"(https","startTime":543.83,"endTime":548.24,"body":"for a reduced cost. So in other"},{"speaker":"(https","startTime":543.83,"endTime":548.24,"body":"words, what you're doing is"},{"speaker":"(https","startTime":548.24,"endTime":551.12,"body":"you're kind of flipping the"},{"speaker":"(https","startTime":548.24,"endTime":551.12,"body":"script from charging more for"},{"speaker":"(https","startTime":551.12,"endTime":555.68,"body":"privacy, to where you include"},{"speaker":"(https","startTime":551.12,"endTime":555.68,"body":"privacy, but give people the"},{"speaker":"(https","startTime":555.68,"endTime":559.61,"body":"option to save a little money if"},{"speaker":"(https","startTime":555.68,"endTime":559.61,"body":"they give you the ability to"},{"speaker":"(https","startTime":559.64,"endTime":562.79,"body":"share their images on Instagram"},{"speaker":"(https","startTime":559.64,"endTime":562.79,"body":"or your website or anything like"},{"speaker":"(https","startTime":562.79,"endTime":566.15,"body":"that. And what I think you'll"},{"speaker":"(https","startTime":562.79,"endTime":566.15,"body":"see is that, you know, lots of"},{"speaker":"(https","startTime":566.15,"endTime":568.91,"body":"people are looking for a way to"},{"speaker":"(https","startTime":566.15,"endTime":568.91,"body":"take a little bit of money off"},{"speaker":"(https","startTime":568.91,"endTime":572.36,"body":"the top of what they have to"},{"speaker":"(https","startTime":568.91,"endTime":572.36,"body":"spend. But for those people for"},{"speaker":"(https","startTime":572.36,"endTime":576.53,"body":"whom privacy is important, your"},{"speaker":"(https","startTime":572.36,"endTime":576.53,"body":"website is going to rank pretty"},{"speaker":"(https","startTime":576.53,"endTime":581.09,"body":"high because you get out there"},{"speaker":"(https","startTime":576.53,"endTime":581.09,"body":"and address that upfront. Like"},{"speaker":"(https","startTime":581.48,"endTime":584.72,"body":"you know, I respect your"},{"speaker":"(https","startTime":581.48,"endTime":584.72,"body":"privacy, I don't share images."},{"speaker":"(https","startTime":586.01,"endTime":589.1,"body":"So that would be my suggestion"},{"speaker":"(https","startTime":586.01,"endTime":589.1,"body":"for that."},{"speaker":"(https","startTime":589.99,"endTime":594.37,"body":"The second issue I want to talk"},{"speaker":"(https","startTime":589.99,"endTime":594.37,"body":"for a minute about is the issue"},{"speaker":"(https","startTime":594.4,"endTime":598.75,"body":"of screenshotting. As computer"},{"speaker":"(https","startTime":594.4,"endTime":598.75,"body":"monitors get bigger and"},{"speaker":"(https","startTime":598.75,"endTime":605.29,"body":"resolutions get better There is"},{"speaker":"(https","startTime":598.75,"endTime":605.29,"body":"a legitimate concern about your"},{"speaker":"(https","startTime":605.29,"endTime":610.03,"body":"clients getting either still"},{"speaker":"(https","startTime":605.29,"endTime":610.03,"body":"previews, you know, their their"},{"speaker":"(https","startTime":610.03,"endTime":615.43,"body":"images, or even in the form of a"},{"speaker":"(https","startTime":610.03,"endTime":615.43,"body":"slideshow, like we do with"},{"speaker":"(https","startTime":615.43,"endTime":619.12,"body":"Simple Sales where they have"},{"speaker":"(https","startTime":615.43,"endTime":619.12,"body":"access to that, they take a"},{"speaker":"(https","startTime":619.12,"endTime":622.54,"body":"screenshot, and then they don't"},{"speaker":"(https","startTime":619.12,"endTime":622.54,"body":"feel the need to purchase that"},{"speaker":"(https","startTime":622.57,"endTime":628.63,"body":"image. And I want to start this"},{"speaker":"(https","startTime":622.57,"endTime":628.63,"body":"conversation by saying that"},{"speaker":"(https","startTime":628.66,"endTime":632.74,"body":"although I recognize that that"},{"speaker":"(https","startTime":628.66,"endTime":632.74,"body":"feels like a violation, it feels"},{"speaker":"(https","startTime":632.74,"endTime":637.57,"body":"like a big deal, I strongly"},{"speaker":"(https","startTime":632.74,"endTime":637.57,"body":"encourage you to consider not so"},{"speaker":"(https","startTime":637.57,"endTime":642.67,"body":"much how it feels, but how it"},{"speaker":"(https","startTime":637.57,"endTime":642.67,"body":"actually impacts your business."},{"speaker":"(https","startTime":643.12,"endTime":648.28,"body":"Because a lot of times what I"},{"speaker":"(https","startTime":643.12,"endTime":648.28,"body":"see are photographers stressing"},{"speaker":"(https","startTime":648.28,"endTime":652.21,"body":"about whether they are being"},{"speaker":"(https","startTime":648.28,"endTime":652.21,"body":"stolen from which truly is what"},{"speaker":"(https","startTime":652.21,"endTime":657.76,"body":"screenshotting your images is,"},{"speaker":"(https","startTime":652.21,"endTime":657.76,"body":"when ultimately, either they"},{"speaker":"(https","startTime":657.76,"endTime":663.04,"body":"have not set themselves up to"},{"speaker":"(https","startTime":657.76,"endTime":663.04,"body":"avoid that problem in the first"},{"speaker":"(https","startTime":663.04,"endTime":667.75,"body":"place. Or it's happening, but"},{"speaker":"(https","startTime":663.04,"endTime":667.75,"body":"it's maybe not impacting their"},{"speaker":"(https","startTime":667.75,"endTime":671.23,"body":"bottom line. So I guess, you"},{"speaker":"(https","startTime":667.75,"endTime":671.23,"body":"know, people talk about this"},{"speaker":"(https","startTime":671.23,"endTime":675.28,"body":"being a big issue. But the first"},{"speaker":"(https","startTime":671.23,"endTime":675.28,"body":"thing that I want to say is that"},{"speaker":"(https","startTime":675.31,"endTime":679.51,"body":"it's not an issue, unless it's"},{"speaker":"(https","startTime":675.31,"endTime":679.51,"body":"impacting your ability to make a"},{"speaker":"(https","startTime":679.51,"endTime":682.6,"body":"living, that's really the"},{"speaker":"(https","startTime":679.51,"endTime":682.6,"body":"differentiator between something"},{"speaker":"(https","startTime":682.6,"endTime":687.49,"body":"that is annoying. And something"},{"speaker":"(https","startTime":682.6,"endTime":687.49,"body":"that is a real problem. So if"},{"speaker":"(https","startTime":687.49,"endTime":691.18,"body":"your bottom line is protected,"},{"speaker":"(https","startTime":687.49,"endTime":691.18,"body":"are you getting frustrated about"},{"speaker":"(https","startTime":691.18,"endTime":694.99,"body":"something just out of sort of an"},{"speaker":"(https","startTime":691.18,"endTime":694.99,"body":"issue of pride, right?"},{"speaker":"(https","startTime":695.86,"endTime":700.81,"body":"In my own business, when I think"},{"speaker":"(https","startTime":695.86,"endTime":700.81,"body":"about screenshotting, I know"},{"speaker":"(https","startTime":700.84,"endTime":705.19,"body":"that ultimately, my bottom line"},{"speaker":"(https","startTime":700.84,"endTime":705.19,"body":"is fine, it's possible that I do"},{"speaker":"(https","startTime":705.19,"endTime":708.67,"body":"have some clients who are doing"},{"speaker":"(https","startTime":705.19,"endTime":708.67,"body":"that I don't, you know, I don't"},{"speaker":"(https","startTime":708.67,"endTime":710.8,"body":"have my head in the sand about"},{"speaker":"(https","startTime":708.67,"endTime":710.8,"body":"the fact that that's a"},{"speaker":"(https","startTime":710.8,"endTime":715.39,"body":"possibility. However, I also"},{"speaker":"(https","startTime":710.8,"endTime":715.39,"body":"know that every single one of my"},{"speaker":"(https","startTime":715.39,"endTime":718.81,"body":"clients, I mean, and this is"},{"speaker":"(https","startTime":715.39,"endTime":718.81,"body":"going back years now I haven't"},{"speaker":"(https","startTime":718.81,"endTime":722.8,"body":"had anybody flake on purchasing"},{"speaker":"(https","startTime":718.81,"endTime":722.8,"body":"a collection for me. And because"},{"speaker":"(https","startTime":722.8,"endTime":725.98,"body":"my collections are priced at"},{"speaker":"(https","startTime":722.8,"endTime":725.98,"body":"such a level where even if they"},{"speaker":"(https","startTime":725.98,"endTime":730.06,"body":"buy the smallest collection, my"},{"speaker":"(https","startTime":725.98,"endTime":730.06,"body":"time was profitable. I look at"},{"speaker":"(https","startTime":730.06,"endTime":734.74,"body":"that as like, Okay, fine. I'm"},{"speaker":"(https","startTime":730.06,"endTime":734.74,"body":"covering my costs, maybe"},{"speaker":"(https","startTime":734.74,"endTime":736.87,"body":"somebody is taking a little"},{"speaker":"(https","startTime":734.74,"endTime":736.87,"body":"something for me, but"},{"speaker":"(https","startTime":736.9,"endTime":740.11,"body":"ultimately, I am getting what I"},{"speaker":"(https","startTime":736.9,"endTime":740.11,"body":"need. And the fact of the matter"},{"speaker":"(https","startTime":740.11,"endTime":743.98,"body":"is I sell my top collection that"},{"speaker":"(https","startTime":740.11,"endTime":743.98,"body":"includes all the digital files"},{"speaker":"(https","startTime":743.98,"endTime":748.33,"body":"probably around 70% of the time."},{"speaker":"(https","startTime":743.98,"endTime":748.33,"body":"So you know, even if they"},{"speaker":"(https","startTime":748.33,"endTime":751.45,"body":"screenshotted their images,"},{"speaker":"(https","startTime":748.33,"endTime":751.45,"body":"like, What do I care? They're"},{"speaker":"(https","startTime":751.45,"endTime":755.56,"body":"not it's not losing me any money"},{"speaker":"(https","startTime":751.45,"endTime":755.56,"body":"at all. And then why would they"},{"speaker":"(https","startTime":755.56,"endTime":758.71,"body":"use that? If they can download"},{"speaker":"(https","startTime":755.56,"endTime":758.71,"body":"the image anyway."},{"speaker":"(https","startTime":759.28,"endTime":763.81,"body":"But part of the reason that I"},{"speaker":"(https","startTime":759.28,"endTime":763.81,"body":"think that I have clients who"},{"speaker":"(https","startTime":763.84,"endTime":768.07,"body":"are not abusing the"},{"speaker":"(https","startTime":763.84,"endTime":768.07,"body":"screenshotting thing has to do"},{"speaker":"(https","startTime":768.07,"endTime":771.58,"body":"with trust, right? I have the"},{"speaker":"(https","startTime":768.07,"endTime":771.58,"body":"benefit of having been in"},{"speaker":"(https","startTime":771.58,"endTime":776.59,"body":"business for a long time. I have"},{"speaker":"(https","startTime":771.58,"endTime":776.59,"body":"a lot of repeat clients. And so"},{"speaker":"(https","startTime":776.62,"endTime":780.07,"body":"I know that at this point, the"},{"speaker":"(https","startTime":776.62,"endTime":780.07,"body":"people that I'm working with,"},{"speaker":"(https","startTime":780.1,"endTime":784.03,"body":"they are my bluebirds, we have"},{"speaker":"(https","startTime":780.1,"endTime":784.03,"body":"great relationships, and they"},{"speaker":"(https","startTime":784.03,"endTime":788.08,"body":"are not interested in screwing"},{"speaker":"(https","startTime":784.03,"endTime":788.08,"body":"me. And I think that's the thing"},{"speaker":"(https","startTime":788.08,"endTime":793.15,"body":"we really have to remember."},{"speaker":"(https","startTime":788.08,"endTime":793.15,"body":"Like, yes, if someone is given"},{"speaker":"(https","startTime":793.15,"endTime":797.62,"body":"the opportunity to, let's say,"},{"speaker":"(https","startTime":793.15,"endTime":797.62,"body":"download a movie for free, that"},{"speaker":"(https","startTime":797.62,"endTime":800.95,"body":"they could, you know, that they"},{"speaker":"(https","startTime":797.62,"endTime":800.95,"body":"would otherwise have to watch."},{"speaker":"(https","startTime":801.67,"endTime":807.28,"body":"They would have to pay to watch."},{"speaker":"(https","startTime":801.67,"endTime":807.28,"body":"There are on the outside, maybe"},{"speaker":"(https","startTime":807.28,"endTime":811.09,"body":"50% of people would be willing"},{"speaker":"(https","startTime":807.28,"endTime":811.09,"body":"to take the free route. But"},{"speaker":"(https","startTime":811.09,"endTime":814.69,"body":"that's like, I think a lot of"},{"speaker":"(https","startTime":811.09,"endTime":814.69,"body":"people have an easier time"},{"speaker":"(https","startTime":814.69,"endTime":818.2,"body":"justifying that because it's"},{"speaker":"(https","startTime":814.69,"endTime":818.2,"body":"like, oh, Hollywood, you know,"},{"speaker":"(https","startTime":818.2,"endTime":820.81,"body":"I'm not taking money from an"},{"speaker":"(https","startTime":818.2,"endTime":820.81,"body":"individual person. I'm taking"},{"speaker":"(https","startTime":820.81,"endTime":827.56,"body":"money from a giant"},{"speaker":"(https","startTime":820.81,"endTime":827.56,"body":"conglomeration or whatever. In"},{"speaker":"(https","startTime":827.56,"endTime":832.12,"body":"the instance of, you know, our"},{"speaker":"(https","startTime":827.56,"endTime":832.12,"body":"clients working with us as"},{"speaker":"(https","startTime":832.15,"endTime":835.57,"body":"individual business owners, I"},{"speaker":"(https","startTime":832.15,"endTime":835.57,"body":"think that it's a much smaller"},{"speaker":"(https","startTime":835.57,"endTime":839.89,"body":"proportion of people who is"},{"speaker":"(https","startTime":835.57,"endTime":839.89,"body":"willing to screenshot your work"},{"speaker":"(https","startTime":839.95,"endTime":845.41,"body":"than not by it. And so, you"},{"speaker":"(https","startTime":839.95,"endTime":845.41,"body":"know, we do need to once again"},{"speaker":"(https","startTime":845.41,"endTime":849.07,"body":"question like, is this actually"},{"speaker":"(https","startTime":845.41,"endTime":849.07,"body":"a problem that's affecting my"},{"speaker":"(https","startTime":849.07,"endTime":853.21,"body":"bottom line? And if it is, is"},{"speaker":"(https","startTime":849.07,"endTime":853.21,"body":"that an issue where I am working"},{"speaker":"(https","startTime":853.21,"endTime":857.05,"body":"with the wrong people where I"},{"speaker":"(https","startTime":853.21,"endTime":857.05,"body":"am, you know, connecting with"},{"speaker":"(https","startTime":857.05,"endTime":862.0,"body":"people who are in it at such a"},{"speaker":"(https","startTime":857.05,"endTime":862.0,"body":"an aggressive need to save money"},{"speaker":"(https","startTime":862.03,"endTime":864.67,"body":"that they're willing to steal"},{"speaker":"(https","startTime":862.03,"endTime":864.67,"body":"from me and if that's the case,"},{"speaker":"(https","startTime":864.67,"endTime":868.87,"body":"like maybe rather than worrying"},{"speaker":"(https","startTime":864.67,"endTime":868.87,"body":"about watermarking you really"},{"speaker":"(https","startTime":868.87,"endTime":872.38,"body":"need to go back and reconsider"},{"speaker":"(https","startTime":868.87,"endTime":872.38,"body":"how you're doing your marketing."},{"speaker":"(https","startTime":873.16,"endTime":875.29,"body":"So that was a bit of a tangent."},{"speaker":"(https","startTime":876.32,"endTime":880.67,"body":"But I will say that, it you"},{"speaker":"(https","startTime":876.32,"endTime":880.67,"body":"know, if people are"},{"speaker":"(https","startTime":880.67,"endTime":883.91,"body":"screenshotting and you are"},{"speaker":"(https","startTime":880.67,"endTime":883.91,"body":"losing money, by all means, go"},{"speaker":"(https","startTime":883.91,"endTime":886.82,"body":"ahead and add watermarks, add"},{"speaker":"(https","startTime":883.91,"endTime":886.82,"body":"watermarks to your photos, add"},{"speaker":"(https","startTime":886.82,"endTime":890.0,"body":"watermarks to your slideshows."},{"speaker":"(https","startTime":886.82,"endTime":890.0,"body":"If you're using Pic-Time, which"},{"speaker":"(https","startTime":890.0,"endTime":893.0,"body":"is the gallery software that I"},{"speaker":"(https","startTime":890.0,"endTime":893.0,"body":"use, they do give you the"},{"speaker":"(https","startTime":893.0,"endTime":897.05,"body":"ability to watermark everything."},{"speaker":"(https","startTime":893.0,"endTime":897.05,"body":"And then when someone purchases,"},{"speaker":"(https","startTime":897.29,"endTime":900.74,"body":"let's say a digital file or"},{"speaker":"(https","startTime":897.29,"endTime":900.74,"body":"obviously a print The watermark"},{"speaker":"(https","startTime":900.74,"endTime":904.58,"body":"disappears for them. So it's not"},{"speaker":"(https","startTime":900.74,"endTime":904.58,"body":"as though you have to go in and"},{"speaker":"(https","startTime":904.58,"endTime":907.61,"body":"manually control all of that"},{"speaker":"(https","startTime":904.58,"endTime":907.61,"body":"stuff, which is a nice feature."},{"speaker":"(https","startTime":909.02,"endTime":915.11,"body":"But I also want you to consider"},{"speaker":"(https","startTime":909.02,"endTime":915.11,"body":"that you need to if that is an"},{"speaker":"(https","startTime":915.11,"endTime":918.38,"body":"ongoing problem for you, you"},{"speaker":"(https","startTime":915.11,"endTime":918.38,"body":"need to be thinking about your"},{"speaker":"(https","startTime":918.38,"endTime":922.19,"body":"ideal client and where you're"},{"speaker":"(https","startTime":918.38,"endTime":922.19,"body":"getting your clients. And or you"},{"speaker":"(https","startTime":922.19,"endTime":925.16,"body":"need to be doing some additional"},{"speaker":"(https","startTime":922.19,"endTime":925.16,"body":"educating about it. Because"},{"speaker":"(https","startTime":925.49,"endTime":929.21,"body":"let's give people the benefit of"},{"speaker":"(https","startTime":925.49,"endTime":929.21,"body":"the doubt. If they are stealing"},{"speaker":"(https","startTime":929.21,"endTime":932.6,"body":"from us, it's possible that they"},{"speaker":"(https","startTime":929.21,"endTime":932.6,"body":"don't really recognize that"},{"speaker":"(https","startTime":932.6,"endTime":935.48,"body":"that's what they're doing. a"},{"speaker":"(https","startTime":932.6,"endTime":935.48,"body":"screenshot is not exactly"},{"speaker":"(https","startTime":935.48,"endTime":938.48,"body":"walking into a store, and like"},{"speaker":"(https","startTime":935.48,"endTime":938.48,"body":"taking something off the shelf"},{"speaker":"(https","startTime":938.48,"endTime":942.11,"body":"and sticking it in your purse,"},{"speaker":"(https","startTime":938.48,"endTime":942.11,"body":"right? Even though ultimately it"},{"speaker":"(https","startTime":942.38,"endTime":945.38,"body":"helped, you know, it forces us"},{"speaker":"(https","startTime":942.38,"endTime":945.38,"body":"as small business people to lose"},{"speaker":"(https","startTime":945.38,"endTime":949.19,"body":"money the same way, that may not"},{"speaker":"(https","startTime":945.38,"endTime":949.19,"body":"be the way they see it. So I"},{"speaker":"(https","startTime":949.22,"endTime":952.91,"body":"always try to approach all of my"},{"speaker":"(https","startTime":949.22,"endTime":952.91,"body":"interactions with clients or"},{"speaker":"(https","startTime":952.91,"endTime":957.77,"body":"even potential clients with"},{"speaker":"(https","startTime":952.91,"endTime":957.77,"body":"trust at the front, I am giving"},{"speaker":"(https","startTime":957.77,"endTime":960.83,"body":"them I am extending them trust"},{"speaker":"(https","startTime":957.77,"endTime":960.83,"body":"until they prove to me that they"},{"speaker":"(https","startTime":960.83,"endTime":965.27,"body":"are not trustworthy, and then"},{"speaker":"(https","startTime":960.83,"endTime":965.27,"body":"giving them all the tools and"},{"speaker":"(https","startTime":965.27,"endTime":968.33,"body":"information that they need in"},{"speaker":"(https","startTime":965.27,"endTime":968.33,"body":"order to kind of get there."},{"speaker":"(https","startTime":968.6,"endTime":973.07,"body":"And I do think that the Simple"},{"speaker":"(https","startTime":968.6,"endTime":973.07,"body":"Sales System really helps with"},{"speaker":"(https","startTime":973.07,"endTime":977.72,"body":"this because there is so much"},{"speaker":"(https","startTime":973.07,"endTime":977.72,"body":"education built in. So you know,"},{"speaker":"(https","startTime":977.75,"endTime":979.85,"body":"I know I'm always talking about"},{"speaker":"(https","startTime":977.75,"endTime":979.85,"body":"it. But if you don't know what"},{"speaker":"(https","startTime":979.85,"endTime":982.49,"body":"the Simple Sales System is, if"},{"speaker":"(https","startTime":979.85,"endTime":982.49,"body":"you don't know the details,"},{"speaker":"(https","startTime":982.52,"endTime":985.52,"body":"definitely go to"},{"speaker":"(https","startTime":982.52,"endTime":985.52,"body":"https://www.thiscantbethathard.com/simple."},{"speaker":"(https","startTime":986.27,"endTime":991.28,"body":"And watch the masterclass to"},{"speaker":"(https","startTime":986.27,"endTime":991.28,"body":"learn about how all those steps"},{"speaker":"(https","startTime":991.28,"endTime":994.43,"body":"work together. Because even if"},{"speaker":"(https","startTime":991.28,"endTime":994.43,"body":"you're not interested in using"},{"speaker":"(https","startTime":994.43,"endTime":997.76,"body":"it, if you're having issues with"},{"speaker":"(https","startTime":994.43,"endTime":997.76,"body":"things like client education,"},{"speaker":"(https","startTime":997.76,"endTime":999.77,"body":"that masterclass is going to be"},{"speaker":"(https","startTime":997.76,"endTime":999.77,"body":"helpful for you."},{"speaker":"(https","startTime":1001.58,"endTime":1006.26,"body":"The third issue that I want to"},{"speaker":"(https","startTime":1001.58,"endTime":1006.26,"body":"chat with you about today is"},{"speaker":"(https","startTime":1006.26,"endTime":1013.25,"body":"clients asking for additional"},{"speaker":"(https","startTime":1006.26,"endTime":1013.25,"body":"and or extensive edits. So a lot"},{"speaker":"(https","startTime":1013.25,"endTime":1016.37,"body":"of times on the Facebook group,"},{"speaker":"(https","startTime":1013.25,"endTime":1016.37,"body":"people will come with, you know,"},{"speaker":"(https","startTime":1016.37,"endTime":1019.97,"body":"a frustrating client who's like,"},{"speaker":"(https","startTime":1016.37,"endTime":1019.97,"body":"great, we love our pictures, I"},{"speaker":"(https","startTime":1019.97,"endTime":1023.3,"body":"want you to go through my"},{"speaker":"(https","startTime":1019.97,"endTime":1023.3,"body":"husband shirt was wrinkled, and"},{"speaker":"(https","startTime":1023.3,"endTime":1027.11,"body":"in every single image, I want"},{"speaker":"(https","startTime":1023.3,"endTime":1027.11,"body":"you to Photoshop the wrinkles"},{"speaker":"(https","startTime":1027.14,"endTime":1029.96,"body":"out of his, you know, plaid"},{"speaker":"(https","startTime":1027.14,"endTime":1029.96,"body":"shirt, something that's going to"},{"speaker":"(https","startTime":1029.96,"endTime":1035.87,"body":"take you tons of time, and there"},{"speaker":"(https","startTime":1029.96,"endTime":1035.87,"body":"is like this, oh, what am I"},{"speaker":"(https","startTime":1035.87,"endTime":1038.93,"body":"supposed to do, it's gonna take"},{"speaker":"(https","startTime":1035.87,"endTime":1038.93,"body":"me, you know, all this time, or"},{"speaker":"(https","startTime":1038.93,"endTime":1041.6,"body":"it's gonna cost me all this"},{"speaker":"(https","startTime":1038.93,"endTime":1041.6,"body":"money, but I don't have anything"},{"speaker":"(https","startTime":1041.6,"endTime":1047.42,"body":"in my contract. So step number"},{"speaker":"(https","startTime":1041.6,"endTime":1047.42,"body":"one, when it comes to additional"},{"speaker":"(https","startTime":1047.42,"endTime":1053.09,"body":"edits, I want you to today look"},{"speaker":"(https","startTime":1047.42,"endTime":1053.09,"body":"at your contract and see what is"},{"speaker":"(https","startTime":1053.09,"endTime":1056.9,"body":"written in there, you need a"},{"speaker":"(https","startTime":1053.09,"endTime":1056.9,"body":"detailed explanation of what you"},{"speaker":"(https","startTime":1056.9,"endTime":1063.26,"body":"do and do not include in your"},{"speaker":"(https","startTime":1056.9,"endTime":1063.26,"body":"pricing. So for me, I include I"},{"speaker":"(https","startTime":1063.26,"endTime":1067.22,"body":"talk about the fact that I"},{"speaker":"(https","startTime":1063.26,"endTime":1067.22,"body":"include basic retouching and"},{"speaker":"(https","startTime":1067.22,"endTime":1072.41,"body":"light editing to all of my"},{"speaker":"(https","startTime":1067.22,"endTime":1072.41,"body":"images. And then I say, if you"},{"speaker":"(https","startTime":1072.41,"endTime":1076.79,"body":"would like more extensive edits,"},{"speaker":"(https","startTime":1072.41,"endTime":1076.79,"body":"or retouching and I believe that"},{"speaker":"(https","startTime":1076.79,"endTime":1081.26,"body":"relatively open ended, there is"},{"speaker":"(https","startTime":1076.79,"endTime":1081.26,"body":"a fee and I talk about exactly"},{"speaker":"(https","startTime":1081.26,"endTime":1084.68,"body":"what my fee structure is for"},{"speaker":"(https","startTime":1081.26,"endTime":1084.68,"body":"that I charge on an hourly"},{"speaker":"(https","startTime":1084.68,"endTime":1088.22,"body":"basis, I do not make that"},{"speaker":"(https","startTime":1084.68,"endTime":1088.22,"body":"inexpensive, you know, think the"},{"speaker":"(https","startTime":1088.22,"endTime":1091.73,"body":"same amount of money that I"},{"speaker":"(https","startTime":1088.22,"endTime":1091.73,"body":"would charge hourly, if I were"},{"speaker":"(https","startTime":1091.73,"endTime":1096.05,"body":"showing up to shoot somewhere is"},{"speaker":"(https","startTime":1091.73,"endTime":1096.05,"body":"around what I'm charging for my"},{"speaker":"(https","startTime":1096.32,"endTime":1101.51,"body":"retouching hourly rate. So it's"},{"speaker":"(https","startTime":1096.32,"endTime":1101.51,"body":"in there. And you know, we all"},{"speaker":"(https","startTime":1101.51,"endTime":1104.39,"body":"know that not everybody reads"},{"speaker":"(https","startTime":1101.51,"endTime":1104.39,"body":"contracts, but it's there in"},{"speaker":"(https","startTime":1104.39,"endTime":1106.19,"body":"case I need to lean on it later."},{"speaker":"(https","startTime":1106.87,"endTime":1109.93,"body":"So what happens for me is if"},{"speaker":"(https","startTime":1106.87,"endTime":1109.93,"body":"somebody comes back to me and"},{"speaker":"(https","startTime":1109.93,"endTime":1113.71,"body":"says, Hey, we love our pictures,"},{"speaker":"(https","startTime":1109.93,"endTime":1113.71,"body":"so that, you know, I have"},{"speaker":"(https","startTime":1113.71,"endTime":1117.34,"body":"flyaway hairs that I want taken"},{"speaker":"(https","startTime":1113.71,"endTime":1117.34,"body":"out on this one image, no"},{"speaker":"(https","startTime":1117.34,"endTime":1120.73,"body":"problem, what I will do is I"},{"speaker":"(https","startTime":1117.34,"endTime":1120.73,"body":"will point out to them, like,"},{"speaker":"(https","startTime":1120.73,"endTime":1124.75,"body":"Hey, you know, I'm sure you"},{"speaker":"(https","startTime":1120.73,"endTime":1124.75,"body":"know, per the contract, usually"},{"speaker":"(https","startTime":1124.75,"endTime":1129.19,"body":"charge for retouching beyond the"},{"speaker":"(https","startTime":1124.75,"endTime":1129.19,"body":"basics. But I tell you what, I'm"},{"speaker":"(https","startTime":1129.19,"endTime":1132.28,"body":"more than happy to take the"},{"speaker":"(https","startTime":1129.19,"endTime":1132.28,"body":"flyaway hairs off of this one"},{"speaker":"(https","startTime":1132.4,"endTime":1136.45,"body":"image for free. And what that"},{"speaker":"(https","startTime":1132.4,"endTime":1136.45,"body":"does is that reminds them that"},{"speaker":"(https","startTime":1136.45,"endTime":1141.31,"body":"there is a fee for that kind of"},{"speaker":"(https","startTime":1136.45,"endTime":1141.31,"body":"retouching, but I go in and I do"},{"speaker":"(https","startTime":1141.31,"endTime":1144.28,"body":"it just for free because that"},{"speaker":"(https","startTime":1141.31,"endTime":1144.28,"body":"small edit is only going to take"},{"speaker":"(https","startTime":1144.28,"endTime":1146.44,"body":"me a few minutes. I don't need"},{"speaker":"(https","startTime":1144.28,"endTime":1146.44,"body":"to outsource it. It's no big"},{"speaker":"(https","startTime":1146.44,"endTime":1151.0,"body":"deal. And I want to sort of give"},{"speaker":"(https","startTime":1146.44,"endTime":1151.0,"body":"them that small win. However, it"},{"speaker":"(https","startTime":1151.0,"endTime":1154.99,"body":"lays the groundwork where if"},{"speaker":"(https","startTime":1151.0,"endTime":1154.99,"body":"they then start asking for more,"},{"speaker":"(https","startTime":1155.17,"endTime":1159.64,"body":"I have no difficulty being like"},{"speaker":"(https","startTime":1155.17,"endTime":1159.64,"body":"\"Yep, sure. You know, as we"},{"speaker":"(https","startTime":1159.64,"endTime":1164.35,"body":"discussed, there is a fee. This"},{"speaker":"(https","startTime":1159.64,"endTime":1164.35,"body":"is what it'll cost.\" What you"},{"speaker":"(https","startTime":1164.35,"endTime":1167.2,"body":"don't want to do in this"},{"speaker":"(https","startTime":1164.35,"endTime":1167.2,"body":"situation is establish a"},{"speaker":"(https","startTime":1167.2,"endTime":1170.41,"body":"precedent that you then don't"},{"speaker":"(https","startTime":1167.2,"endTime":1170.41,"body":"want to stick to I think there's"},{"speaker":"(https","startTime":1170.41,"endTime":1173.77,"body":"you know, there was that thing"},{"speaker":"(https","startTime":1170.41,"endTime":1173.77,"body":"going around recently where and"},{"speaker":"(https","startTime":1173.77,"endTime":1178.12,"body":"they did it I heard about it for"},{"speaker":"(https","startTime":1173.77,"endTime":1178.12,"body":"like chicken in your Chipotle, a"},{"speaker":"(https","startTime":1178.6,"endTime":1183.04,"body":"burrito or ice cream. You know,"},{"speaker":"(https","startTime":1178.6,"endTime":1183.04,"body":"if you go for ice cream, you"},{"speaker":"(https","startTime":1183.04,"endTime":1186.58,"body":"tell them like oh, I just want"},{"speaker":"(https","startTime":1183.04,"endTime":1186.58,"body":"one scoop of ice cream and so"},{"speaker":"(https","startTime":1186.58,"endTime":1189.73,"body":"they give you like a big scoop"},{"speaker":"(https","startTime":1186.58,"endTime":1189.73,"body":"of ice cream and then you say,"},{"speaker":"(https","startTime":1189.94,"endTime":1192.73,"body":"oh actually I'll have a double"},{"speaker":"(https","startTime":1189.94,"endTime":1192.73,"body":"because then they've established"},{"speaker":"(https","startTime":1192.73,"endTime":1195.25,"body":"the precedent of like the big"},{"speaker":"(https","startTime":1192.73,"endTime":1195.25,"body":"ice cream scoop so they have to"},{"speaker":"(https","startTime":1195.25,"endTime":1200.29,"body":"give you a big second scoop"},{"speaker":"(https","startTime":1195.25,"endTime":1200.29,"body":"versus sometimes if you go in In"},{"speaker":"(https","startTime":1200.29,"endTime":1203.14,"body":"the beginning, and you say I"},{"speaker":"(https","startTime":1200.29,"endTime":1203.14,"body":"want to double scoop, they give"},{"speaker":"(https","startTime":1203.14,"endTime":1206.53,"body":"you two small scoops. So this is"},{"speaker":"(https","startTime":1203.14,"endTime":1206.53,"body":"a way to like, avoid that is"},{"speaker":"(https","startTime":1206.53,"endTime":1211.6,"body":"like a little life hack. I feel"},{"speaker":"(https","startTime":1206.53,"endTime":1211.6,"body":"like we paint ourselves into a"},{"speaker":"(https","startTime":1211.6,"endTime":1215.95,"body":"corner, when we do something for"},{"speaker":"(https","startTime":1211.6,"endTime":1215.95,"body":"our clients for free without"},{"speaker":"(https","startTime":1215.95,"endTime":1219.43,"body":"pointing out to them that you"},{"speaker":"(https","startTime":1215.95,"endTime":1219.43,"body":"are giving them something for"},{"speaker":"(https","startTime":1219.43,"endTime":1223.24,"body":"free. If you do that, then they"},{"speaker":"(https","startTime":1219.43,"endTime":1223.24,"body":"expect that that's free, they"},{"speaker":"(https","startTime":1223.24,"endTime":1225.76,"body":"have no idea that that's"},{"speaker":"(https","startTime":1223.24,"endTime":1225.76,"body":"supposed to cost more. So you"},{"speaker":"(https","startTime":1225.76,"endTime":1228.31,"body":"always need to make sure that"},{"speaker":"(https","startTime":1225.76,"endTime":1228.31,"body":"when you are giving somebody"},{"speaker":"(https","startTime":1228.31,"endTime":1232.75,"body":"like a little bonus, and you"},{"speaker":"(https","startTime":1228.31,"endTime":1232.75,"body":"don't have to be obnoxious about"},{"speaker":"(https","startTime":1232.75,"endTime":1235.78,"body":"it just be like yeah, you know,"},{"speaker":"(https","startTime":1232.75,"endTime":1235.78,"body":"I norm I'm sure you noticed in"},{"speaker":"(https","startTime":1235.78,"endTime":1238.75,"body":"my contract, I typically charged"},{"speaker":"(https","startTime":1235.78,"endTime":1238.75,"body":"for that, I'll give you this one"},{"speaker":"(https","startTime":1238.75,"endTime":1242.98,"body":"for free. But that way, as you"},{"speaker":"(https","startTime":1238.75,"endTime":1242.98,"body":"go forward, you can charge for"},{"speaker":"(https","startTime":1242.98,"endTime":1245.68,"body":"it without having any sort of"},{"speaker":"(https","startTime":1242.98,"endTime":1245.68,"body":"like awkward conversation."},{"speaker":"(https","startTime":1246.08,"endTime":1248.69,"body":"And for those of you who don't"},{"speaker":"(https","startTime":1246.08,"endTime":1248.69,"body":"know about it,"},{"speaker":"https","startTime":1249.32,"endTime":1255.11,"body":"//www.retouchup.com, is a"},{"speaker":"https","startTime":1249.32,"endTime":1255.11,"body":"great resource for one-off"},{"speaker":"https","startTime":1255.5,"endTime":1258.47,"body":"annoying edits, I have no"},{"speaker":"https","startTime":1255.5,"endTime":1258.47,"body":"affiliation with them, that is"},{"speaker":"https","startTime":1258.47,"endTime":1263.12,"body":"not an affiliate link at all."},{"speaker":"https","startTime":1258.47,"endTime":1263.12,"body":"It's just a service that I use"},{"speaker":"https","startTime":1263.12,"endTime":1267.2,"body":"when I need something like a"},{"speaker":"https","startTime":1263.12,"endTime":1267.2,"body":"background clone or a head swap"},{"speaker":"https","startTime":1267.2,"endTime":1269.72,"body":"done or something that I am not"},{"speaker":"https","startTime":1267.2,"endTime":1269.72,"body":"good at and don't want to do."},{"speaker":"https","startTime":1269.72,"endTime":1273.68,"body":"They charge flat rates. It's"},{"speaker":"https","startTime":1269.72,"endTime":1273.68,"body":"like $2, $5, or $10, depending"},{"speaker":"https","startTime":1273.68,"endTime":1277.07,"body":"on the complexity of the edit."},{"speaker":"https","startTime":1273.68,"endTime":1277.07,"body":"And you know, if they send it"},{"speaker":"https","startTime":1277.07,"endTime":1280.61,"body":"back and you're not happy with"},{"speaker":"https","startTime":1277.07,"endTime":1280.61,"body":"it, they'll redo it. And their"},{"speaker":"https","startTime":1280.61,"endTime":1283.25,"body":"turnaround time is usually"},{"speaker":"https","startTime":1280.61,"endTime":1283.25,"body":"really fast. So if you've never"},{"speaker":"https","startTime":1283.25,"endTime":1285.83,"body":"used that service before, it is"},{"speaker":"https","startTime":1283.25,"endTime":1285.83,"body":"a good one to put on your"},{"speaker":"https","startTime":1285.83,"endTime":1286.55,"body":"bookmarks."},{"speaker":"https","startTime":1288.58,"endTime":1291.85,"body":"The fourth question I want to"},{"speaker":"https","startTime":1288.58,"endTime":1291.85,"body":"talk about is following up with"},{"speaker":"https","startTime":1291.85,"endTime":1296.86,"body":"clients who ghost you. And this"},{"speaker":"https","startTime":1291.85,"endTime":1296.86,"body":"could be a client that has you"},{"speaker":"https","startTime":1296.86,"endTime":1299.89,"body":"know, booked with you, it could"},{"speaker":"https","startTime":1296.86,"endTime":1299.89,"body":"be somebody who has just reached"},{"speaker":"https","startTime":1299.89,"endTime":1303.43,"body":"out to find out about pricing,"},{"speaker":"https","startTime":1299.89,"endTime":1303.43,"body":"but you you know, respond to"},{"speaker":"https","startTime":1303.43,"endTime":1306.49,"body":"them. And then they don't"},{"speaker":"https","startTime":1303.43,"endTime":1306.49,"body":"respond, and then you reach out"},{"speaker":"https","startTime":1306.49,"endTime":1310.78,"body":"again and they don't respond. So"},{"speaker":"https","startTime":1306.49,"endTime":1310.78,"body":"how long do we keep that up?"},{"speaker":"https","startTime":1311.02,"endTime":1316.57,"body":"Before we just like give up and"},{"speaker":"https","startTime":1311.02,"endTime":1316.57,"body":"call it a day. So number one, I"},{"speaker":"https","startTime":1316.57,"endTime":1320.35,"body":"want to remind you what the goal"},{"speaker":"https","startTime":1316.57,"endTime":1320.35,"body":"is, when it comes to following"},{"speaker":"https","startTime":1320.35,"endTime":1323.95,"body":"up with a client. Ultimately,"},{"speaker":"https","startTime":1320.35,"endTime":1323.95,"body":"the goal is to get an answer"},{"speaker":"https","startTime":1323.95,"endTime":1330.28,"body":"from them. a yes or a no. So"},{"speaker":"https","startTime":1323.95,"endTime":1330.28,"body":"let's take the instance of"},{"speaker":"https","startTime":1330.28,"endTime":1333.22,"body":"someone who has just reached out"},{"speaker":"https","startTime":1330.28,"endTime":1333.22,"body":"like first contact kind of thing"},{"speaker":"https","startTime":1333.22,"endTime":1335.35,"body":"saying like, Hey, I'm interested"},{"speaker":"https","startTime":1333.22,"endTime":1335.35,"body":"in potentially setting up a"},{"speaker":"https","startTime":1335.35,"endTime":1339.7,"body":"session. Can you send me some"},{"speaker":"https","startTime":1335.35,"endTime":1339.7,"body":"information and you either send"},{"speaker":"https","startTime":1339.7,"endTime":1341.95,"body":"them some information or you"},{"speaker":"https","startTime":1339.7,"endTime":1341.95,"body":"say, hey, let's set up a phone"},{"speaker":"https","startTime":1341.95,"endTime":1345.25,"body":"call and a couple days goes by"},{"speaker":"https","startTime":1341.95,"endTime":1345.25,"body":"and you never hear anything and"},{"speaker":"https","startTime":1345.25,"endTime":1348.31,"body":"maybe you follow up and you"},{"speaker":"https","startTime":1345.25,"endTime":1348.31,"body":"still don't hear anything back?"},{"speaker":"https","startTime":1348.52,"endTime":1351.46,"body":"And I think a lot of"},{"speaker":"https","startTime":1348.52,"endTime":1351.46,"body":"photographers at that point just"},{"speaker":"https","startTime":1351.46,"endTime":1355.66,"body":"say well, they're not interested"},{"speaker":"https","startTime":1351.46,"endTime":1355.66,"body":"and they give up and leave. And"},{"speaker":"https","startTime":1355.66,"endTime":1361.42,"body":"I've talked about this before"},{"speaker":"https","startTime":1355.66,"endTime":1361.42,"body":"but I am a huge believer in"},{"speaker":"https","startTime":1361.45,"endTime":1366.58,"body":"like, what's the pro/con benefit"},{"speaker":"https","startTime":1361.45,"endTime":1366.58,"body":"here? At the very worst, if you"},{"speaker":"https","startTime":1366.58,"endTime":1370.42,"body":"follow up three or four or even"},{"speaker":"https","startTime":1366.58,"endTime":1370.42,"body":"more times, someone is going to"},{"speaker":"https","startTime":1370.42,"endTime":1375.13,"body":"perceive you as annoying. Okay,"},{"speaker":"https","startTime":1370.42,"endTime":1375.13,"body":"like that's the that is the"},{"speaker":"https","startTime":1375.13,"endTime":1379.21,"body":"worst that could happen if you"},{"speaker":"https","startTime":1375.13,"endTime":1379.21,"body":"are being professional and light"},{"speaker":"https","startTime":1379.24,"endTime":1383.47,"body":"and not like getting all"},{"speaker":"https","startTime":1379.24,"endTime":1383.47,"body":"Swingers-style like repeat phone"},{"speaker":"https","startTime":1383.47,"endTime":1386.02,"body":"call in the middle of the night"},{"speaker":"https","startTime":1383.47,"endTime":1386.02,"body":"being like please, please call"},{"speaker":"https","startTime":1386.02,"endTime":1390.43,"body":"me back. I know you're not doing"},{"speaker":"https","startTime":1386.02,"endTime":1390.43,"body":"that. So assuming you're not"},{"speaker":"https","startTime":1390.43,"endTime":1393.4,"body":"doing that like the worst that"},{"speaker":"https","startTime":1390.43,"endTime":1393.4,"body":"they're going to say to"},{"speaker":"https","startTime":1393.4,"endTime":1398.53,"body":"themselves is like this person"},{"speaker":"https","startTime":1393.4,"endTime":1398.53,"body":"is way too aggressive in"},{"speaker":"https","startTime":1398.53,"endTime":1402.82,"body":"following up. That is not really"},{"speaker":"https","startTime":1398.53,"endTime":1402.82,"body":"a big deal if they weren't gonna"},{"speaker":"https","startTime":1402.82,"endTime":1407.5,"body":"hire you anyway and they feel"},{"speaker":"https","startTime":1402.82,"endTime":1407.5,"body":"like you're persistent. That's"},{"speaker":"https","startTime":1407.5,"endTime":1409.57,"body":"not that's not a terrible thing"},{"speaker":"https","startTime":1407.5,"endTime":1409.57,"body":"right."},{"speaker":"https","startTime":1410.71,"endTime":1415.18,"body":"On the positive side I am here"},{"speaker":"https","startTime":1410.71,"endTime":1415.18,"body":"to tell you that persistence can"},{"speaker":"https","startTime":1415.18,"endTime":1420.76,"body":"pay off in the form of actual"},{"speaker":"https","startTime":1415.18,"endTime":1420.76,"body":"money I have had plenty of"},{"speaker":"https","startTime":1420.82,"endTime":1425.23,"body":"clients who have reached out and"},{"speaker":"https","startTime":1420.82,"endTime":1425.23,"body":"I have followed up 1, 2, 3 or"},{"speaker":"https","startTime":1425.23,"endTime":1430.27,"body":"even more times and I usually"},{"speaker":"https","startTime":1425.23,"endTime":1430.27,"body":"send my final you know if"},{"speaker":"https","startTime":1430.27,"endTime":1434.53,"body":"somebody really isn't responding"},{"speaker":"https","startTime":1430.27,"endTime":1434.53,"body":"four is my like max number of"},{"speaker":"https","startTime":1434.53,"endTime":1436.81,"body":"times that I'll reach out to"},{"speaker":"https","startTime":1434.53,"endTime":1436.81,"body":"somebody and that's only if"},{"speaker":"https","startTime":1436.81,"endTime":1439.45,"body":"they've said like hey I'm we"},{"speaker":"https","startTime":1436.81,"endTime":1439.45,"body":"have a mutual friend or"},{"speaker":"https","startTime":1439.45,"endTime":1442.51,"body":"something like that where I feel"},{"speaker":"https","startTime":1439.45,"endTime":1442.51,"body":"like it's a really very warm"},{"speaker":"https","startTime":1442.51,"endTime":1448.12,"body":"lead. I will send that final"},{"speaker":"https","startTime":1442.51,"endTime":1448.12,"body":"email and be like final offer or"},{"speaker":"https","startTime":1448.12,"endTime":1451.24,"body":"final reminder or this is the"},{"speaker":"https","startTime":1448.12,"endTime":1451.24,"body":"last time I'm reaching out"},{"speaker":"https","startTime":1451.24,"endTime":1456.7,"body":"that'll be the subject line."},{"speaker":"https","startTime":1451.24,"endTime":1456.7,"body":"Because I don't know 50-60% of"},{"speaker":"https","startTime":1456.7,"endTime":1459.43,"body":"the time I actually get a"},{"speaker":"https","startTime":1456.7,"endTime":1459.43,"body":"response to that email where"},{"speaker":"https","startTime":1459.43,"endTime":1462.43,"body":"someone says \"Oh, I am so"},{"speaker":"https","startTime":1459.43,"endTime":1462.43,"body":"grateful that you've been so"},{"speaker":"https","startTime":1462.46,"endTime":1466.42,"body":"persistent. I have been crazy"},{"speaker":"https","startTime":1462.46,"endTime":1466.42,"body":"this week\" or like you know,"},{"speaker":"https","startTime":1466.81,"endTime":1470.2,"body":"\"The whole family got sick this"},{"speaker":"https","startTime":1466.81,"endTime":1470.2,"body":"week and I'm kept meaning to"},{"speaker":"https","startTime":1470.2,"endTime":1474.28,"body":"reach out to you but like blah"},{"speaker":"https","startTime":1470.2,"endTime":1474.28,"body":"blah blah\" whatever. The fact is"},{"speaker":"https","startTime":1474.31,"endTime":1480.55,"body":"that people are busy It is our"},{"speaker":"https","startTime":1474.31,"endTime":1480.55,"body":"job as the professional to be"},{"speaker":"https","startTime":1481.21,"endTime":1484.84,"body":"kind of the point person on that"},{"speaker":"https","startTime":1481.21,"endTime":1484.84,"body":"to take control. As soon as they"},{"speaker":"https","startTime":1484.84,"endTime":1488.68,"body":"volley the ball to me, I see it"},{"speaker":"https","startTime":1484.84,"endTime":1488.68,"body":"as like the ball is in my court."},{"speaker":"https","startTime":1488.98,"endTime":1493.42,"body":"And I am going to reach back out"},{"speaker":"https","startTime":1488.98,"endTime":1493.42,"body":"to them until they say no or"},{"speaker":"https","startTime":1493.42,"endTime":1496.93,"body":"until it is like such an absurd"},{"speaker":"https","startTime":1493.42,"endTime":1496.93,"body":"imbalance that I'm like okay."},{"speaker":"https","startTime":1497.62,"endTime":1502.81,"body":"I'll let it go. So Again, every"},{"speaker":"https","startTime":1497.62,"endTime":1502.81,"body":"time that you start to doubt,"},{"speaker":"https","startTime":1502.81,"endTime":1505.93,"body":"like I've contacted them too"},{"speaker":"https","startTime":1502.81,"endTime":1505.93,"body":"much. Number one, consider the"},{"speaker":"https","startTime":1505.96,"endTime":1508.45,"body":"pro/con benefit. What's your"},{"speaker":"https","startTime":1505.96,"endTime":1508.45,"body":"what's the worst that can"},{"speaker":"https","startTime":1508.45,"endTime":1514.33,"body":"happen? If you do reach out"},{"speaker":"https","startTime":1508.45,"endTime":1514.33,"body":"again? Number two is that there"},{"speaker":"https","startTime":1514.33,"endTime":1519.76,"body":"is no reason that you need to"},{"speaker":"https","startTime":1514.33,"endTime":1519.76,"body":"be, you know, sending them, like"},{"speaker":"https","startTime":1519.79,"endTime":1522.43,"body":"heavy,"},{"speaker":"https","startTime":1519.79,"endTime":1522.43,"body":"why-haven't-you-reached-back-out-to-me"},{"speaker":"https","startTime":1522.43,"endTime":1527.02,"body":"kind of emails, you can be"},{"speaker":"https","startTime":1522.43,"endTime":1527.02,"body":"absolutely light and like, \"hey,"},{"speaker":"https","startTime":1527.02,"endTime":1529.99,"body":"just wanted to touch base again,"},{"speaker":"https","startTime":1527.02,"endTime":1529.99,"body":"I know how crazy life can get,"},{"speaker":"https","startTime":1530.14,"endTime":1533.38,"body":"feel free to respond to this"},{"speaker":"https","startTime":1530.14,"endTime":1533.38,"body":"email or just drop me a line,"},{"speaker":"https","startTime":1533.38,"endTime":1536.26,"body":"here's my number\", you know,"},{"speaker":"https","startTime":1533.38,"endTime":1536.26,"body":"something as simple as that."},{"speaker":"https","startTime":1536.48,"endTime":1539.78,"body":"The other thing is, it doesn't"},{"speaker":"https","startTime":1536.48,"endTime":1539.78,"body":"have to be email after email"},{"speaker":"https","startTime":1539.78,"endTime":1543.05,"body":"after email. I very much"},{"speaker":"https","startTime":1539.78,"endTime":1543.05,"body":"encourage you if your contact"},{"speaker":"https","startTime":1543.05,"endTime":1546.44,"body":"form collects somebody's phone"},{"speaker":"https","startTime":1543.05,"endTime":1546.44,"body":"number or their Instagram"},{"speaker":"https","startTime":1546.44,"endTime":1550.88,"body":"account, you know, text them, dm"},{"speaker":"https","startTime":1546.44,"endTime":1550.88,"body":"them, even pick up the phone and"},{"speaker":"https","startTime":1550.88,"endTime":1554.18,"body":"give them a call, chances are"},{"speaker":"https","startTime":1550.88,"endTime":1554.18,"body":"they're not going to necessarily"},{"speaker":"https","startTime":1554.18,"endTime":1556.85,"body":"answer the phone. But you can"},{"speaker":"https","startTime":1554.18,"endTime":1556.85,"body":"just leave them a voicemail,"},{"speaker":"https","startTime":1556.85,"endTime":1559.85,"body":"some people are really good"},{"speaker":"https","startTime":1556.85,"endTime":1559.85,"body":"about checking email, and other"},{"speaker":"https","startTime":1559.85,"endTime":1563.69,"body":"people have you know, inbox 20"},{"speaker":"https","startTime":1559.85,"endTime":1563.69,"body":"million, and your emails are"},{"speaker":"https","startTime":1563.69,"endTime":1567.14,"body":"just getting buried in there"},{"speaker":"https","startTime":1563.69,"endTime":1567.14,"body":"somewhere. I always like to use"},{"speaker":"https","startTime":1567.14,"endTime":1571.46,"body":"the tactic where my second"},{"speaker":"https","startTime":1567.14,"endTime":1571.46,"body":"follow up is a text message and"},{"speaker":"https","startTime":1571.46,"endTime":1574.88,"body":"I say \"hey, I sent you an email"},{"speaker":"https","startTime":1571.46,"endTime":1574.88,"body":"and hadn't heard back, I just"},{"speaker":"https","startTime":1574.88,"endTime":1577.79,"body":"wanted to make sure I didn't end"},{"speaker":"https","startTime":1574.88,"endTime":1577.79,"body":"up in your spam folder.\" And"},{"speaker":"https","startTime":1577.79,"endTime":1580.46,"body":"that way, you know, it gives"},{"speaker":"https","startTime":1577.79,"endTime":1580.46,"body":"someone sort of an out where"},{"speaker":"https","startTime":1580.46,"endTime":1582.68,"body":"they don't have to apologize for"},{"speaker":"https","startTime":1580.46,"endTime":1582.68,"body":"the fact that they didn't"},{"speaker":"https","startTime":1582.68,"endTime":1585.14,"body":"immediately respond to your"},{"speaker":"https","startTime":1582.68,"endTime":1585.14,"body":"email."},{"speaker":"https","startTime":1586.49,"endTime":1592.46,"body":"I also would say that the amount"},{"speaker":"https","startTime":1586.49,"endTime":1592.46,"body":"of follow up that I give someone"},{"speaker":"https","startTime":1592.46,"endTime":1596.18,"body":"does depend on where they are in"},{"speaker":"https","startTime":1592.46,"endTime":1596.18,"body":"the process of working with me."},{"speaker":"https","startTime":1596.87,"endTime":1600.83,"body":"So we've been talking about that"},{"speaker":"https","startTime":1596.87,"endTime":1600.83,"body":"first contact when someone has"},{"speaker":"https","startTime":1600.83,"endTime":1605.6,"body":"not spent any money with me. And"},{"speaker":"https","startTime":1600.83,"endTime":1605.6,"body":"I typically send three emails or"},{"speaker":"https","startTime":1605.66,"endTime":1609.29,"body":"I do three points of contact and"},{"speaker":"https","startTime":1605.66,"endTime":1609.29,"body":"kind of give them those three"},{"speaker":"https","startTime":1609.29,"endTime":1615.23,"body":"chances to respond two via email"},{"speaker":"https","startTime":1609.29,"endTime":1615.23,"body":"and one on the phone or in"},{"speaker":"https","startTime":1615.23,"endTime":1618.29,"body":"their, like if they happen to"},{"speaker":"https","startTime":1615.23,"endTime":1618.29,"body":"reach out to me via social"},{"speaker":"https","startTime":1618.29,"endTime":1623.42,"body":"media, I will use that as my"},{"speaker":"https","startTime":1618.29,"endTime":1623.42,"body":"point of getting back in touch"},{"speaker":"https","startTime":1623.42,"endTime":1628.46,"body":"with them. But if we have some"},{"speaker":"https","startTime":1623.42,"endTime":1628.46,"body":"sort of closer connection, I"},{"speaker":"https","startTime":1628.46,"endTime":1633.89,"body":"might add a fourth.  After we've"},{"speaker":"https","startTime":1628.46,"endTime":1633.89,"body":"spoken so you guys know I do a"},{"speaker":"https","startTime":1633.89,"endTime":1637.67,"body":"phone call as my first point of"},{"speaker":"https","startTime":1633.89,"endTime":1637.67,"body":"contact with someone. So once"},{"speaker":"https","startTime":1637.67,"endTime":1639.68,"body":"we've had that phone call, and"},{"speaker":"https","startTime":1637.67,"endTime":1639.68,"body":"I've sent them like their"},{"speaker":"https","startTime":1639.68,"endTime":1644.15,"body":"booking information, if they"},{"speaker":"https","startTime":1639.68,"endTime":1644.15,"body":"ghost me, then the clock resets"},{"speaker":"https","startTime":1644.15,"endTime":1649.01,"body":"on those three. So I do three"},{"speaker":"https","startTime":1644.15,"endTime":1649.01,"body":"follow ups that are like, \"hey,"},{"speaker":"https","startTime":1649.01,"endTime":1652.22,"body":"it was so great to chat with"},{"speaker":"https","startTime":1649.01,"endTime":1652.22,"body":"you. Based on our conversation,"},{"speaker":"https","startTime":1652.22,"endTime":1654.98,"body":"I just wanted to make sure that"},{"speaker":"https","startTime":1652.22,"endTime":1654.98,"body":"you know, maybe you've had a"},{"speaker":"https","startTime":1654.98,"endTime":1657.29,"body":"chance to chat with your"},{"speaker":"https","startTime":1654.98,"endTime":1657.29,"body":"husband\" or whatever the case"},{"speaker":"https","startTime":1657.29,"endTime":1662.09,"body":"may be usually those emails, the"},{"speaker":"https","startTime":1657.29,"endTime":1662.09,"body":"first three that I send are very"},{"speaker":"https","startTime":1662.09,"endTime":1665.81,"body":"much templated emails, these"},{"speaker":"https","startTime":1662.09,"endTime":1665.81,"body":"that I send after I've had a"},{"speaker":"https","startTime":1665.81,"endTime":1668.57,"body":"chance to talk to somebody I'll"},{"speaker":"https","startTime":1665.81,"endTime":1668.57,"body":"go in and kind of tweak them and"},{"speaker":"https","startTime":1668.57,"endTime":1671.27,"body":"make them a little more personal"},{"speaker":"https","startTime":1668.57,"endTime":1671.27,"body":"because we have had a personal"},{"speaker":"https","startTime":1671.27,"endTime":1675.11,"body":"connection. And the truth is"},{"speaker":"https","startTime":1671.27,"endTime":1675.11,"body":"that at that stage, I usually do"},{"speaker":"https","startTime":1675.11,"endTime":1679.22,"body":"get a yes or no answer that is"},{"speaker":"https","startTime":1675.11,"endTime":1679.22,"body":"not commonly like a full"},{"speaker":"https","startTime":1679.22,"endTime":1680.63,"body":"ghosting situation."},{"speaker":"https","startTime":1681.35,"endTime":1685.82,"body":"And then the third situation is"},{"speaker":"https","startTime":1681.35,"endTime":1685.82,"body":"that someone has actually booked"},{"speaker":"https","startTime":1685.82,"endTime":1690.65,"body":"me and I have gotten money from"},{"speaker":"https","startTime":1685.82,"endTime":1690.65,"body":"them, but they still are"},{"speaker":"https","startTime":1690.65,"endTime":1694.61,"body":"disappearing. And at that point,"},{"speaker":"https","startTime":1690.65,"endTime":1694.61,"body":"I just assume that like, this is"},{"speaker":"https","startTime":1694.61,"endTime":1697.04,"body":"not something they're good at,"},{"speaker":"https","startTime":1694.61,"endTime":1697.04,"body":"they're not good at following"},{"speaker":"https","startTime":1697.04,"endTime":1701.27,"body":"up, they have a to do list 20"},{"speaker":"https","startTime":1697.04,"endTime":1701.27,"body":"million points long. So I just"},{"speaker":"https","startTime":1701.27,"endTime":1704.9,"body":"take that on as part of my job,"},{"speaker":"https","startTime":1701.27,"endTime":1704.9,"body":"they have paid me they obviously"},{"speaker":"https","startTime":1704.9,"endTime":1709.28,"body":"want to work with me, I am going"},{"speaker":"https","startTime":1704.9,"endTime":1709.28,"body":"to continue to -in a light fun"},{"speaker":"https","startTime":1709.28,"endTime":1712.28,"body":"manner- and using all my"},{"speaker":"https","startTime":1709.28,"endTime":1712.28,"body":"different you know methods of"},{"speaker":"https","startTime":1712.28,"endTime":1715.1,"body":"contacting them. So I'll text"},{"speaker":"https","startTime":1712.28,"endTime":1715.1,"body":"them one day, and I'll email"},{"speaker":"https","startTime":1715.1,"endTime":1717.74,"body":"them another day, I will"},{"speaker":"https","startTime":1715.1,"endTime":1717.74,"body":"continue to reach out. And the"},{"speaker":"https","startTime":1717.74,"endTime":1721.49,"body":"truth is I do have those clients"},{"speaker":"https","startTime":1717.74,"endTime":1721.49,"body":"who can like kind of fall off"},{"speaker":"https","startTime":1721.49,"endTime":1724.25,"body":"the face of the earth. But"},{"speaker":"https","startTime":1721.49,"endTime":1724.25,"body":"that's okay, they have already"},{"speaker":"https","startTime":1724.25,"endTime":1726.92,"body":"made that commitment to work"},{"speaker":"https","startTime":1724.25,"endTime":1726.92,"body":"with me. And as annoying as it"},{"speaker":"https","startTime":1726.92,"endTime":1730.85,"body":"is I do continue to follow up"},{"speaker":"https","startTime":1726.92,"endTime":1730.85,"body":"with them no matter if it's"},{"speaker":"https","startTime":1731.27,"endTime":1733.1,"body":"three times or 30 times."},{"speaker":"https","startTime":1734.35,"endTime":1738.34,"body":"Which leads me to point number"},{"speaker":"https","startTime":1734.35,"endTime":1738.34,"body":"five, the question that I get a"},{"speaker":"https","startTime":1738.34,"endTime":1741.52,"body":"fair amount. And this one is"},{"speaker":"https","startTime":1738.34,"endTime":1741.52,"body":"specific to Simple Sales."},{"speaker":"https","startTime":1741.55,"endTime":1747.4,"body":"Although I suppose it could be"},{"speaker":"https","startTime":1741.55,"endTime":1747.4,"body":"true for anybody who does, like"},{"speaker":"https","startTime":1748.45,"endTime":1753.31,"body":"client-driven purchasing after a"},{"speaker":"https","startTime":1748.45,"endTime":1753.31,"body":"session. So the scenario here is"},{"speaker":"https","startTime":1753.31,"endTime":1758.29,"body":"that someone has for Simple"},{"speaker":"https","startTime":1753.31,"endTime":1758.29,"body":"Sales, they've seen their"},{"speaker":"https","startTime":1758.29,"endTime":1761.74,"body":"slideshow, they've seen their"},{"speaker":"https","startTime":1758.29,"endTime":1761.74,"body":"preview of their images. And"},{"speaker":"https","startTime":1761.74,"endTime":1764.56,"body":"it's time for them to purchase a"},{"speaker":"https","startTime":1761.74,"endTime":1764.56,"body":"collection and they kind of fall"},{"speaker":"https","startTime":1764.56,"endTime":1769.96,"body":"off the face of the earth. So"},{"speaker":"https","startTime":1764.56,"endTime":1769.96,"body":"again, we're going to take the"},{"speaker":"https","startTime":1769.96,"endTime":1774.4,"body":"same approach where we are going"},{"speaker":"https","startTime":1769.96,"endTime":1774.4,"body":"to vary up how we get in touch"},{"speaker":"https","startTime":1774.4,"endTime":1778.69,"body":"with them. We are and in this"},{"speaker":"https","startTime":1774.4,"endTime":1778.69,"body":"case, I absolutely utilize the"},{"speaker":"https","startTime":1778.69,"endTime":1781.15,"body":"telephone. I've already worked"},{"speaker":"https","startTime":1778.69,"endTime":1781.15,"body":"with them. I've already"},{"speaker":"https","startTime":1781.15,"endTime":1784.3,"body":"photographed them, we know each"},{"speaker":"https","startTime":1781.15,"endTime":1784.3,"body":"other. So I don't feel like"},{"speaker":"https","startTime":1784.3,"endTime":1787.27,"body":"that's overstepping my bounds at"},{"speaker":"https","startTime":1784.3,"endTime":1787.27,"body":"all. So you know, if they don't"},{"speaker":"https","startTime":1787.27,"endTime":1789.43,"body":"respond to a couple of emails,"},{"speaker":"https","startTime":1787.27,"endTime":1789.43,"body":"I'll pick up the phone and be"},{"speaker":"https","startTime":1789.43,"endTime":1792.7,"body":"like, \"Hey, I just want to make"},{"speaker":"https","startTime":1789.43,"endTime":1792.7,"body":"sure you love your photos\". And"},{"speaker":"https","startTime":1792.7,"endTime":1797.05,"body":"I don't say it in an accusatory"},{"speaker":"https","startTime":1792.7,"endTime":1797.05,"body":"way I am coming to that from a"},{"speaker":"https","startTime":1797.05,"endTime":1799.78,"body":"perspective of customer service."},{"speaker":"https","startTime":1797.05,"endTime":1799.78,"body":"I want to make sure that I am"},{"speaker":"https","startTime":1799.78,"endTime":1804.31,"body":"helping you as much as you need"},{"speaker":"https","startTime":1799.78,"endTime":1804.31,"body":"help. And remember, you know, in"},{"speaker":"https","startTime":1804.31,"endTime":1807.67,"body":"this situation, it is so easy to"},{"speaker":"https","startTime":1804.31,"endTime":1807.67,"body":"get in our heads and tell"},{"speaker":"https","startTime":1807.67,"endTime":1809.92,"body":"ourselves like the reason"},{"speaker":"https","startTime":1807.67,"endTime":1809.92,"body":"they're not reaching out is"},{"speaker":"https","startTime":1809.92,"endTime":1813.82,"body":"because they hate their photos."},{"speaker":"https","startTime":1809.92,"endTime":1813.82,"body":"Or the reason that they haven't"},{"speaker":"https","startTime":1813.82,"endTime":1816.19,"body":"purchased a collection is"},{"speaker":"https","startTime":1813.82,"endTime":1816.19,"body":"because they're, you know,"},{"speaker":"https","startTime":1816.19,"endTime":1818.47,"body":"they've screenshotted everything"},{"speaker":"https","startTime":1816.19,"endTime":1818.47,"body":"and they're not going to"},{"speaker":"https","startTime":1818.47,"endTime":1822.34,"body":"purchase anything at all. I want"},{"speaker":"https","startTime":1818.47,"endTime":1822.34,"body":"to encourage you to not make"},{"speaker":"https","startTime":1822.37,"endTime":1825.46,"body":"assumptions. Remember, these"},{"speaker":"https","startTime":1822.37,"endTime":1825.46,"body":"people want what you're offering"},{"speaker":"https","startTime":1825.46,"endTime":1828.52,"body":"they signed up to purchase, what"},{"speaker":"https","startTime":1825.46,"endTime":1828.52,"body":"you're offering, what you need"},{"speaker":"https","startTime":1828.52,"endTime":1832.39,"body":"to do is you just need to help"},{"speaker":"https","startTime":1828.52,"endTime":1832.39,"body":"them bridge that divide. So be a"},{"speaker":"https","startTime":1832.39,"endTime":1835.57,"body":"professional, pick up the phone,"},{"speaker":"https","startTime":1832.39,"endTime":1835.57,"body":"get on your email, put it on"},{"speaker":"https","startTime":1835.57,"endTime":1838.63,"body":"your calendar, so you're not"},{"speaker":"https","startTime":1835.57,"endTime":1838.63,"body":"like letting long stretches of"},{"speaker":"https","startTime":1838.63,"endTime":1842.08,"body":"time go by. And if it really"},{"speaker":"https","startTime":1838.63,"endTime":1842.08,"body":"does get to a point where like"},{"speaker":"https","startTime":1842.08,"endTime":1844.48,"body":"you're not hearing from them,"},{"speaker":"https","startTime":1842.08,"endTime":1844.48,"body":"and it's two weeks, three weeks,"},{"speaker":"https","startTime":1844.48,"endTime":1848.86,"body":"four weeks on, just put it on"},{"speaker":"https","startTime":1844.48,"endTime":1848.86,"body":"auto like send them a weekly"},{"speaker":"https","startTime":1848.86,"endTime":1851.89,"body":"email that could say exactly the"},{"speaker":"https","startTime":1848.86,"endTime":1851.89,"body":"same thing every week, like,"},{"speaker":"https","startTime":1852.1,"endTime":1855.85,"body":"\"hey, still haven't heard from"},{"speaker":"https","startTime":1852.1,"endTime":1855.85,"body":"you just checking in. I would"},{"speaker":"https","startTime":1855.85,"endTime":1860.44,"body":"love to know that you're doing"},{"speaker":"https","startTime":1855.85,"endTime":1860.44,"body":"okay\". and go from there."},{"speaker":"https","startTime":1860.5,"endTime":1864.73,"body":"Chances are extremely high that"},{"speaker":"https","startTime":1860.5,"endTime":1864.73,"body":"at some point they are going to"},{"speaker":"https","startTime":1864.73,"endTime":1868.81,"body":"resurface, purchase their"},{"speaker":"https","startTime":1864.73,"endTime":1868.81,"body":"collection and everyone will be"},{"speaker":"https","startTime":1868.81,"endTime":1869.32,"body":"happy."},{"speaker":"https","startTime":1869.83,"endTime":1872.65,"body":"So I said it was going to be a"},{"speaker":"https","startTime":1869.83,"endTime":1872.65,"body":"short episode. And it turns out"},{"speaker":"https","startTime":1872.65,"endTime":1875.53,"body":"it really wasn't because I can"},{"speaker":"https","startTime":1872.65,"endTime":1875.53,"body":"talk for a long time when I'm"},{"speaker":"https","startTime":1875.53,"endTime":1877.78,"body":"answering these kinds of"},{"speaker":"https","startTime":1875.53,"endTime":1877.78,"body":"questions. Like I said in the"},{"speaker":"https","startTime":1877.78,"endTime":1881.05,"body":"beginning, if you're not part of"},{"speaker":"https","startTime":1877.78,"endTime":1881.05,"body":"the private Facebook group, come"},{"speaker":"https","startTime":1881.05,"endTime":1884.23,"body":"join us if you search this can't"},{"speaker":"https","startTime":1881.05,"endTime":1884.23,"body":"be that hard in Facebook, you"},{"speaker":"https","startTime":1884.23,"endTime":1887.98,"body":"will find it. I'd love to have"},{"speaker":"https","startTime":1884.23,"endTime":1887.98,"body":"you be part of the conversation"},{"speaker":"https","startTime":1887.98,"endTime":1891.01,"body":"there so that I know what"},{"speaker":"https","startTime":1887.98,"endTime":1891.01,"body":"questions you have and can talk"},{"speaker":"https","startTime":1891.01,"endTime":1893.77,"body":"about them here. Hope you guys"},{"speaker":"https","startTime":1891.01,"endTime":1893.77,"body":"have a great week."},{"speaker":"https","startTime":1894.79,"endTime":1897.64,"body":"Well that's it for this week's"},{"speaker":"https","startTime":1894.79,"endTime":1897.64,"body":"episode of this can't be that"},{"speaker":"https","startTime":1897.64,"endTime":1901.6,"body":"hard. I'll be back Same time,"},{"speaker":"https","startTime":1897.64,"endTime":1901.6,"body":"same place next week. In the"},{"speaker":"https","startTime":1901.6,"endTime":1904.63,"body":"meantime, you can find more"},{"speaker":"https","startTime":1901.6,"endTime":1904.63,"body":"information about this episode"},{"speaker":"https","startTime":1904.69,"endTime":1908.17,"body":"along with all the relevant"},{"speaker":"https","startTime":1904.69,"endTime":1908.17,"body":"links, notes and downloads at"},{"speaker":"https","startTime":1908.17,"endTime":1911.89,"body":"this can't be that hard.com"},{"speaker":"https","startTime":1908.17,"endTime":1911.89,"body":"slash learn. If you like the"},{"speaker":"https","startTime":1911.89,"endTime":1915.43,"body":"podcast, be sure to hit the"},{"speaker":"https","startTime":1911.89,"endTime":1915.43,"body":"subscribe button. Even better,"},{"speaker":"https","startTime":1915.58,"endTime":1919.27,"body":"share the love by leaving a"},{"speaker":"https","startTime":1915.58,"endTime":1919.27,"body":"review in iTunes. And as always,"},{"speaker":"https","startTime":1919.42,"endTime":1922.93,"body":"thanks so much for joining me. I"},{"speaker":"https","startTime":1919.42,"endTime":1922.93,"body":"hope you have a fantastic week."}]}